Occasional offers affordable option
By Heath E. Combs -- Furniture Today, July 28, 2008
LAS VEGAS — In tough economic times, it doesn't take a ton of money to spice up a retail floor with new occasional looks.
That will be the mantra of many occasional and accent producers during this week's market, along with a focus on color, value and contemporary styling.
This week's winners will be those companies that are able to forge close partnerships with retailers, delivering what they need when they need it, said David MacIntosh, vice president of marketing at Stein World.
“Retailers don't have to spend a lot of money to change the feel of their floors,” MacIntosh said. “That's important, that it doesn't cost a lot of money.
Stein World, which has expanded its showroom here by about 6,000 square feet, is showing about 60 new SKUs this week.
The company has been covering the bases by bringing out more urban styles during the last few markets, and hand-painted finishes also remain extremely important, MacIntosh said.
This market's occasional introductions feature cappuccino finishes over elm veneer tops and warm browns on birch veneer, among others. The company also is introducing an accent mirror program called Reflections.
“I feel like we've done our homework to bring the products to market our customers will be looking for,” MacIntosh said. “I'm expecting good results.”
At Aspenhome, known for its traditional and transitional offerings, this market brings a move into modern contemporary styling with the Adagio collection. The collection features crisp, curved convex and concave lines, American black walnut veneer patterns and faux leather-wrapped chrome hardware.
“It won't look as much like Aspenhome as you've thought about, (because) we haven't been known for doing much contemporary. It definitely has a European contemporary look,” said Jena Hall, vice president of merchandising and design.
Aspenhome also is adding a number of new pieces to existing collections. For example, Young Classics is being expanded with a demilune cabinet and an accent table along with a desk and nightstand. Aspenhome's Barolo collection adds a rectangle cocktail table, a pedestal base accent table, Liv360 nightstand and an octagon nightstand in a black rubbed paint finish.
Hand-painted accent specialist Ultimate Accents comes to market with 10 new SKUs along with a variety of introductions from the April High Point Market.
New offerings include 12 new mirrors, as well as a new gold foil and granite black finish. The company's warehouse in Las Vegas could give it a shipping advantage with buyers here at market, said Ray Steele, vice president of sales.
As for his market outlook, Steele said he's looking at this market “like everybody — uncertainty would be a common denominator among all of us.”
This market will be Buhler Furniture's first in a permanent space. It is launching a new series of domestic occasional tables to support its extensive domestic cabinet lineup.
The company, whose strength is in curios, has broadened its mix over the past two years into accent furniture. This week's introductions include contemporary, transitional and traditional styles.
The company has a well-established dealer base in the Midwest and central portion of the country and aims at generating more domestically sourced business with those customers, said Guy Hodgins, vice president of sales and marketing.
This market, Pulaski will focus on gaining additional exposure for its High Point introductions. They include accent chests, a secretary desk, a bombe chest in a new rouge color, several display cabinets, and functional accent tables in red and turquoise hues.
“We're realizing that (with us) having such big intros in April, it's overkill to do it again in Las Vegas. So this time, we've thought that we'd continue (to build) on the April market,” said Dallas George, vice president of accents.
Pulaski is putting more emphasis on color, George added. The company has a chili red tone that has been successful, and also is seeing growing interest in blues and whites.
A strong color presentation could help drive retail business in difficult business conditions, he added.
“You could have a well-styled piece in two different colors and the consumer, she'll perceive those pieces as different,” George said. “That's the beauty of the accent business. Consumers are not silly. If she needs to punch up the room environment, she can do it more affordably with an accent purchase.”
George said this week's market will largely be value driven, a positive for accent sources.
“On the accent end, retailers always need a way to spice up their floors. From an accent perspective, I don't think we're looking for a pullback whatsoever.
“I think when things get challenging, retailers look for ways to spice up their entryways.”
