Gary Evans — Furniture Today
At high end, it’s about cleaner, eye-catching looks
AT THE MARKET — Upper-end upholstery manufacturers are leaning heavily on transitional

looks this market, dressing them up with splashes of color and eye-catching fabrics.

“The marketplace is demanding it,” said Sumner Finch, president of TRS Furniture, explaining the large number of transitional pieces added to the company’s line this fall.

Sofas at TRS range from the upper $3,000s to $6,000 retail.

Upper-end upholstery sources clearly recognize the importance of the young, urban, hip consumer who shops at stores like Crate & Barrel and Pottery Barn.

To set themselves off from lower-priced goods, vendors like TRS are using more expensive fabrics and loading their products with added details.

“Our industry has been dumbing down in quality, but we’re staying away from that,” Finch said.

Despite the general move to cleaner looks, manufacturers continue to produce pieces on the opulent side. Collages, almost a staple in upholstery lines, especially at the high end, are abundant here, but with fewer layers and with fewer fabrics in the mix.

C.R. Laine, flush with its hip Cottage Loft collection — which after a year accounts for 11% of the company’s units — explores a new direction this market in the same genre with what the company calls “neo-traditional,” taking an old style and updating it with a modern look.

A display at the front of the company’s showroom holds several examples, including a high-backed settee whose design has been in the company’s line for what seems like forever.

C.R. Laine Marketing Director Holly Blalock said the piece has been restyled by removing its stretchers, changing the legs and modifying the wings with some architectural shaping, thus giving it an updated look.
The company also is using gray covers punched up with hot pink and black pillows, chrome nailheads, and accent fabrics like faux mohair, crocodile and leather.

Color is everywhere. C.R. Laine has a black-and-white theme going on several pieces, with a navy blue-and-white collection for consumers who might like something a little less dramatic.

French Heritage also is using black in applications that include a chandelier print and a houndstooth cover on a well-sized chair.

But one of the most interesting sections of French Heritage’s showroom is the pink area, which includes the Maison du Soleil collection and the wood-framed Camille sofa, which sports pink and reddish fabrics.

The company added upholstery to its line about 18 months ago, after being unable to find a supplier that could complement its case goods and occasional line.

Now, upholstery accounts for more than 20% of French Heritage’s sales, and the number of upholstery pieces introduced this market reflects that growth.

Temple, meanwhile, is putting plenty of color into its introductions this market, updating looks with hot colors and new fabrics. Examples include a camelback sofa dressed up in a cherry red microfiber and decorated with white pillows with red buttons.

“Temple has always been a traditional house,” said President Tony Parker. “We’re now trying to do transitional in order to appeal to the designer trade — that seems to be where the business is.”

The company also is offering a bold black-and-white print sofa with rolled arms, and sporting black-and-white houndstooth and black-and-red striped pillows.

Massoud, aiming to refine  the top end of its line, is branching out into transitional and more decorative looks, said President Chuck Massoud.

The company’s sofas range from $1,599 to $2,499 retail.

This market, Massoud is adding fabrics to reach the upscale woman who keeps up with fashion and trends, while maintaining its promise to deliver custom orders in 37 calendar days.

Massoud said the company is adding accessory wood pieces, but plans “to scale back to introducing product once a year. This industry has too much product,” noting that four introductory markets a year are too many.
“This is not a seasonal product; it’s not clothes,” he added.