Daily Journal
More than 900 people crowded into the Tupelo Furniture Market on Thursday. They were gathered at the

Mississippi Complex Building B for the CDF annual banquet, enjoying the festivities, sharing stories and networking.

It’s a scene reminiscent of the first furniture market I attended here nearly three years ago, when buyers and retailers crowded the hallways and showrooms in similar fashion

But those days have been scarce the past few markets. The opening and expansion of the Las Vegas Market and the downturn in furniture retailing has taken its toll on Tupelo.

Are there solutions to bring the people back? Yes and no.

There’s not a lot anybody can do about what’s happening on the retail level. With gas prices going back up and more ways for people to spend their disposable income, furniture buying will continue to be hit-and-miss.

Buying a bedroom or living room suite isn’t something you do every week. It’s one of those high-dollar purchases akin to buying a car or home -not that it’s that expensive, but you get the picture. Some folks would rather by a $1,500 LCD HDTV than spend it on a dining table.

That pullback in spending affects how retailers and buyers will do business at the furniture market, whether it’s in Tupelo, High Point or Las Vegas.

But one thing is clear – Tupelo has to get back to its roots. And that’s letting people know that they’ll find value in the products they find here. We’re not flashy like Vegas, nor do we have most of the higher-end goods at High Point. We are what we are – the upholstered furniture capital of the country.

Certainly, there is room for some mid- to high-end manufacturers to show their products here. And some have done well. But the bread-and-butter industry has been the promotional products. It’s the “value-added” goods that retailers and buyers are looking for, too. Give them something to sell to their customers.

Tupelo Furniture Market officials know this. It’s why they’ve pushed the “Tupelo-only Special” the last few markets. It’s worked to some extent. Continue to push it – hard.

Last market, officials gave away a Hummer to draw interest to the changed date of the market. Maybe this upcoming market they’ll give away a Toyota Highlander or two instead. Perhaps some cash giveaways, gift certificates, flat-screen TVs, too.

Most importantly, the market needs to focus on recruiting – and retaining – the buyers, retailers and exhibitors who are the lifeblood of the market.

Keep wooing them with free meals, free entertainment, free shuttle service. Offer free or discounted rooms. Offer retailers opportunities to attend workshops that offer business advice. We have to keep the hospitalities and the great amenities flowing.

Will that bring people back? Maybe. But at least its worth a good hard try.

And the market must continue to work with the local lodging and restaurant industry – and vice versa – to ensure market visitors are treated as well as any tourist in town.

Because if we keep doing what we’ve been doing, then market attendance and interest will continue to decline.

And everybody loses.

Dennis Seid is business editor for the Daily Journal. Reach him at 678-1578 or dennis.seid@djournal.com. 

Appeared originally in the Northeast Mississippi Daily Journal, 4/29/2014 6:00:00 AM, section F , page 1