Gary Evans
U.S. merchants offer comments

SAO PAULO, Brazil — American retailers got the royal treatment here, but it’s hard to say whether it was enough to convince them of the value of Brazilian goods.

Twenty or so U.S. furniture merchants were among the 90 foreign visitors taking part in the International Buyers Project and Furniture Fair here recently sponsored by ABIMAD, the Brazilian High-End Furniture Manufacturers Assn.

The group gave high marks to the ABIMAD staff for its efforts, but wasn’t overly impressed by the design and value of the Brazilian product.

Here is a sampling of their comments:

* Perry Sigesmund, an owner of high-end contemporary store PerLora in Pittsburgh, Pa.:

“It was definitely a learning experience. But I’m not sure their product is compatible or fits in with the needs of the consumer in the States.”

He said that in upholstery, “I found that they were more up against the Chinese quality price point. It wasn’t for us but for the promotional store in the U.S., yes, I think it’s interesting. They’re willing to work with you on price….

“I’m just not sure it’s more interesting than anything else that’s out there,” he added. “That’s the whole thing. When you look at product coming out of Holland, when you look at product coming out of Italy, it’s distinctive.”

* Herschel Alpert, president of Alperts in Seekonk, Mass.:

“As I went through the goods, I thought they were Italian styling primarily, and I didn’t think that they were particularly tonnage for the American market. Based on the current dollar to the Brazilian currency, they didn’t represent particular value.”

Alpert praised the ABIMAD staff, but felt that the show’s exhibitors weren’t “prepared to deal with the American market because there was no great attempt to have English-speaking people in the showrooms.…

“There were some interesting things that I saw there that would be neat if I had a small high-end store and was looking for unique things with a unique story, then I would buy Brazilian goods, probably from a distributor,” he said.

* Howard Haimsohn, president of Lawrance Contemporary Home Furnishings in San Diego:

“I did see some merchandise that would be appropriate for our stores. There were some very clean contemporary designs, some not that different from what we would see from a good contemporary maker in the U.S. or maybe in Italy.”

Haimsohn was disappointed that he didn’t see products made with exotic Brazilian woods, which might have made them distinctive. Even at that, he said that shipping costs and inherent problems with importing would be concerns.

“I think they’re a little bit caught between Italy and China, like us,” Haimsohn said.