Jeff Linville — Furniture Today,
AT THE MARKET — Case goods might be made of
hardwoods, but “soft” is the key word here, with traffic down from a year ago in many showrooms.
Several exhibitors held sales meetings Saturday or Sunday and opened their showrooms immediately afterward to catch early shoppers, but wrote few orders before Monday’s official opening.
As in October, opening day was slow for many buildings, but traffic picked up some on Tuesday and Wednesday. Several manufacturers expected today to be dead, with a resurgence Saturday.
Despite the generally slow market, many bright spots are evident this week, especially on the upper floors of the International Home Furnishings Center. On the 10th floor, Vaughan-Bassett, Hooker and Magnussen Home have been hopping with buyers.
Vaughan-Bassett is introducing American Farmhouse, a casual country group that so far has been “a grand-slam home run,” according to Doug Bassett, executive vice president of sales and marketing. “I can’t think of a bigger market introduction in all my years here.”
Thanks to a big mailer push before the market, Bassett said, there were 150 accounts in by 2 p.m. Monday. By midday Thursday, he said 100 more people had come through this week than at either of the past two High Point markets.
And people are shopping, he said, adding that 80% and 85% of retailers were committing to American Farmhouse, including the majority of the top 200 stores.
Across the skywalk in the IHFC’s Main wing, Magnussen Home drew heavy attention with four bedroom groups of 10 to 12 pieces each.
“We’ve been very, very busy,” said Chairman Richard Magnussen. “I haven’t had a chance to get out — I hear the traffic has been light, but we’ve been pleased.”
A strong assortment of licensed collections is drawing attention to showrooms like Bernhardt (Smithsonian), Highland House (Paul Burrell), and Lexington (Donald Trump).
Universal pulled buyers to its Uwharrie Road showroom with the full presentation of Better Homes & Garden, which had a few samples at the Las Vegas Market.
The line, which was well received, has more than 200 SKUs in three distinct lifestyles, said Randy Chrisley, Universal president. He said the collection will begin reaching stores on Aug. 1, with Better Homes & Gardens supporting the launch with ads in its September issue.
Bernhardt has had good traffic, and the new groups — including the Smithsonian line and other goods — are selling well, said LeAnna Graves, director of advertising. Retailers can see how the collections could fit with their current merchandise mix, she said.
She said the retailers like that the Smithsonian pieces have a historical inspiration, which gives sales associates something to talk about with consumers.
