Karel's 'minor-league' shows prove big draws
By David Perry -- Furniture Today, August 18, 2003
Edison, N.J. — Larry Karel, the unofficial Commissioner of the Minor Leagues of Furniture and Accessory Markets, was reflecting on the action at his latest show here. He liked what he saw.
Karel proclaimed the 43rd edition of the Edison Furniture and Accessory Market "fantastic."
Realizing that might sound a bit over the top for an industry that isn't having the best of years, he added: "That isn't hype. Everybody knows how horrible the economy has been. We heard moaning and groaning for months before this show. At a number of other shows this year, attendance has been way off."
But Karel's show here once again was a sellout. "We used every inch of the building," he said. "The fire marshal wanted to close the show on Sunday because of the crowds."
In Larry Karel's business, that's a problem almost any market organizer would like to have these days.
As he enters his 44th year at Karel Exposition Management, a company started by his father, Jules, Karel continues to offer a full slate of furniture and accessory shows that he readily calls the minor leagues of furniture markets.
The major league circuit includes High Point, the biggest of them all, and features stops in San Francisco and Tupelo.
Karel, who has never set foot in High Point, works the next tier of shows. His company, now entering its 52nd year, has put on shows in various cities across the country, including Hartford, Conn., Indianapolis, Nashville, Tenn., Baltimore and Denver — not exactly household names for furniture shows.
His current slate features shows in five cities: Edison, N.J., Tampa, Fla., Fitchburg, Mass., Long Beach, Calif., and Orlando, Fla.
Karel has found success in the hinterlands. He's been called the Dean of the Drive-In Markets, a title he likes. He's fond of saying the price of admission to his shows for buyers is the cost of a tank of gas.
"I just have my own little niche — small to medium-sized exhibitors and buyers," he said. "The majority of my exhibitors can't even consider having a permanent showroom" in a major market.
Karel's shows run for three days. They are no-frills affairs. Don't look for seminars or cocktail parties. "My exhibitors don't care for those things," Karel said. "They just want to write orders."
Retailers typically drive less than two hours to reach one of his shows.
Karel said the exhibitors and retailers who attend his shows are, contrary to what some people think, a surprisingly vibrant group.
"Since 9–11, some wonder how the little stores are remaining open," he said. "Well, they claw and they scratch and they stay open. The exhibitors who sell them do the same thing. These retailers and manufacturers are survivors."
So is Larry Karel.
He continues to promote relentlessly. "I am promoting more than ever," he said. "Every piece is now a four-color piece. I've never done that before."
Buyers are sent several mailers for each show. Karel still writes all the promotional copy, something he loves to do. He recently came up with this message to tout one of his shows: "Buyers love a KEM show, as the idea of spending a day rather than a week shopping a show of home furnishings is more attractive than ever."
At 64, he's nearing the traditional retirement age, but doesn't plan to slow down.
"I'm never going to retire," he declared. "They are going to carry me out feet first from a booth at one of my shows."
