From Lexington’s new Tommy Bahama Home collection Palm Desert, this panel bed is with nightstands featuring raffia drawer fronts.
HIGH POINT — Ongoing demand for inline goods, combined with dealer interest in new product that likely won’t ship until later in the year, kept most case goods resources busier than expected at the June High Point Market.
For one, it allowed them to reconnect with many long-time customers, including some who came back following the April Premarket. And, it allowed them to show what’s available now and later in the year in terms of inline and new goods. Plus, the extra time with dealers allowed them to discuss ways they can offer solutions to their dealer base in an environment of logistical challenges.
Hooker Furniture said it had a good market overall. “We were off low teens from April 2019, which we felt was a real win given the times,” said Mike Harris, president, noting that the company’s first location in Interhall also was a “huge success driving interior design traffic to our space on the 10th floor. Plus the response to our introductions was a continuation of the enthusiasm our customers had at Premarket.”
Harris noted that while customers are seeking goods they can get right away, they were still interested in new product, such as its Traditions and Chapman collections. Both have already been ordered and are expected to be in stock between November and December.
The company also received positive response to its remerchandised office chair line to showcase not only traditional styles for which Hooker has long been known, but also a mix of modern and transitional styles.
Harris noted that the investment in the product, the presentation and the space paid off. “Consequently, we had a really good market,” he said of the category.
HMI, a division of Hooker Furnishings, also did well with its new licensed Drew & Jonathan Home line, with 200 wood SKUs, by TV celebrities Drew and Jonathan Scott.
While overall traffic was down, HMI President Lee Boone said the positive outlook and enthusiasm from buyers made it “one of the better markets we have had in some time. … That is a reflection of the sentiment at retail, but also a reflection of being able to bring the Scott Brothers to market.”
Based on the reaction at market and Premarket, Boone noted, all four collections are going into production as early as July and are expected to hit retail in October and November.
“There is a whole lot of faith in that brand that will make a difference at retail,” Boone noted of the strong placements. “It is going to go everywhere we hoped it would go.”
Pleased with response
Lexington Home Brands said that it, too, received positive response on its newest licensed Tommy Bahama Home collection, Palm Desert, which offers 40 pieces of casual contemporary bedroom, dining room and occasional pieces made with hickory veneers and a wide array of mixed media elements such as raffia, pencil rattan, acrylic, metal and glass and marble.
The two beds in the collection retail from $3,129 to $3,629, and there are about eight variations of dining tables from smaller round glass top tables in 36-, 42- and 48-inch sizes to a 60-inch round marble top table retailing at $4,829 and a double-ped table that extends to 128 inches, retailing at $3,849.
Lexington’s Silverado collection also received strong early response from dealers who liked the transitional design elements seen on bedroom, dining and occasional pieces made with walnut veneers in its brown Montecito finish.
The collection has 22 pieces, including a panel bed retailing at $3,129 and two dining tables: a round-to-oval pedestal version that seats four to six and a leg dining table that extends to 130 inches seating 10. Both tables retail at $3,129.
A.R.T. said it had positive response to four new collections it debuted at Premarket, all of which are expected to go into production and hit retail this fall. The success of all collections is based on strong written business at both Premarket and market, noted Doug Rozenboom, president.
He said the company’s June visitors included accounts that came to Premarket and decided to come back. Others, he said, decided to stop in based on what they heard about A.R.T.
“That to us is our big win,” he said, adding that customers are drawn to A.R.T.’s mix of designs vs. a wide array of “traditional that cancels each other out. … We are seeing broad success in multiple collections.”
Product wanted, soon
Lifestyle Enterprise said that market exceeded its expectations. Two weeks before market, it was expecting about 30 to 40 customers. Overall, it saw about 80 accounts, with domestic attendance up 10% from April 2019.
“A lot of the majors came back,” said James Riddle, global chairman, noting that there were also some accounts in town that hadn’t been to High Point in more than three years.
In addition to inline goods that can ship quickly, customers were looking for new product. Based on reaction, the company will produce three or four of its 12 new bedrooms that retail from $699 to $1,499 and about seven new mixed media dining sets from China that retail from $399 to $999 for a table and four chairs. The bedroom is expected to hit retail by year end, and the dining sets will hit retail as early as October.
“I don’t think anyone is coming in looking for product that can’t ship soon,” Riddle said. “They are not going to buy it if it can’t be shipped for the next for the next six or seven months.”
Sunpan said it had a busy market, with attendance from designers and retailers. In addition to an expansion of its outdoor line, the company showcased more than 85 new SKUs in case goods, including two new bedrooms and three new dining sets from Mexico. These 35 to 40 pieces included beds retailing from $1,999 to $2,199 and dining tables retailing from $1,599 to $1,999.
Shipping in 12 weeks from time of order, the line offers a solution to the challenge of flowing goods from Asia, noted Roland Maddrey, key account manager, adding that shipping prices also are much lower. “It is an option that gives us an extra reach to get product to the market quicker and less expensive.”
At market to buy
Niche categories such as office furniture also continued to do well at market. In addition to the success of the office chair line at Hooker Furniture, sister company Bradington-Young did well with its new line of domestically produced office chairs that retail from $999 to $2,000 depending on options.
“Reaction to these has been overwhelming,” said Cheryl Sigmon, vice president, merchandising at Bradington-Young. “More and more people are asking for made in America, and more and more people are asking for it the way they want.”
Office, home entertainment and occasional furniture resource BDI said it did well with a new line of desks, seating and occasional furniture, some of which already is in production and shipping from Vietnam, China and Turkey.
While traffic was down roughly 15% compared to a typical spring market, officials said they were pleased overall. “We have been seeing more activity and interest,” said Dave Jacobs, national sales manager. “Traffic and orders are higher than expected.”
AICO also said traffic was down compared with a typical spring market but that it, too, was satisfied with the overall market.
“We feel like it was a really good market; we were pleased with it,” said Chuck Reilly, executive vice president, noting that in addition to domestic accounts, it had dealers from Mexico and the Middle East, two regions that are important to its business. “Traffic may have been down, but people came here to buy.”
Jofran also said traffic was lighter than a typical spring market, almost double the number of dealers it saw at Premarket. “Market for us has been excellent, not just good,” said Joff Roy, CEO. “We had a lot more time to spend with each retailer.”
While he said Jofran did not have a “tremendous amount of new product,” the time with retailers led to discussions about its value proposition and how its logistics and distribution can be an answer to supply chain challenges.
In addition to smaller dealers, Roy said the company also saw international dealers from South America including Peru and Venezuela along with dealers from Mexico and the Middle East.
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