More about people than about furniture
Jeff Linville, Staff writer -- Furniture Today, April 21, 2003
Another High Point market has come and gone, and I'm feeling a little down.
The week and a half at market in the spring and fall are the busiest, most-stressful times of the year for manufacturers, retailers and those of us at Furniture/Today. Still, now that it's over, I wish market had lasted longer.
I've been with F/T nearly three years. The first year, I thought of the market as a sort of penance paid in order to work for the best trade publication in the industry — long hours, miles of walking, the weight of press releases filling up my shoulder satchel.
Back then, I flew around showrooms at a hectic pace, seeing as many exhibitors as possible. I didn't get to know the companies or their people very well and learned only a little about what goods were being introduced.
My wise editor, Ray Allegrezza, sat me down after one market and let me know that he was disappointed in my work. He didn't feel like my stories were really capturing what was happening at market and giving our readers what they needed to know.
I'll admit I was hurt. He'd told me this business is more about people than furniture, but I hadn't really understood what that meant. I thought he was accusing me of not working hard enough. However, the meeting did its job.
At the next market, instead of working harder, I tried to work smarter (and friendlier). I spent more time listening to what people had to say, focusing more on their thoughts and opinions than on finish names and other technical details. I also smiled as proud papa Jean Deveault showed off pictures of his adorable adopted daughter to everyone who entered Canadel's showroom.
A funny thing happened. Not only did my stories improve, getting me a pat on the back from Ray, but I found market less of a hassle.
Before, I had been feeling so run down at the end of the day that I was turning down invitations to parties so I could go home and crash. Getting to know presidents, sales managers and marketing directors made covering the market seem less like work. As a result, I wasn't as tired at the end of the day. In fact, this market I stopped in on parties every night but Sunday, when I left early to go play with my 5-year-old daughter.
Speaking of kids, I want to congratulate my friend Werner Disselkamp at Palliser. A couple of months ago, Werner took part in the Certified Homefurnisings Representative program. A photographer and I went to the graduation ceremony during market to take photos, but Werner wasn't there. I was concerned until his Palliser buddies told me he was home with his wife, who had just given birth.
Enjoy, my friend. We'll catch up next market.
