Retail Observer

RETAILOBSERVER.COM MARCH 2018 50 F or an independent dealer, there is the question heard quite often, but for some time, few really knew how to answer: How's business? Most dealers I talked with just a few years ago hated to answer that question. Each time that it made them share that business was off, an uneasy feeling would creep into the conversation and into their demeanor. This was a common feeling for independents for a time. At least that was the case until about a year ago. About a year ago, something changed in retail and now you can sense something different in the air. Consumer confidence is back and the housing market is through the roof. Families are out in the market shopping, and they're enjoying it. Mom and Dad are walking a little taller these days, with a few extra dollars in their pockets. No one is more excited about this than independent furniture and bedding retailers, and it was on full display at the Las Vegas Furniture Market in January. I've never seen so much excitement from dealers, manufacturers, and industry reps. Everyone kept saying the same three words… "Business is great!" It was so refreshing to see and hear. There was a buzz going around market. It was the perfect time as well—manufacturers had the goods to back up the buzz. In the bedding industry, the Serta Simmons Bedding, Tempur- Sealy Inc., and Restonic showrooms maintained brisk traffic throughout Furniture Market, as they featured all-new products, hot trends, and an air of excitement. SSB launched their new iComfort Hybrid line, along with exciting refreshed group-exclusive collections, including the all-new Bellagio Luxe. These incredible introductions, with incredible margin opportunities, also have just the right consumer appeal. Also in the SSB arsenal, dealers embraced the new price points for BeautyRest Black. The amazing look and feel of BeautyRest Black products was a homerun. Feedback was tremendous, their showroom was absolutely packed, and orders were pouring in. The TSI showroom was just as busy, and saw another wave of exciting product launches. Tempur-Pedic launched a brand new assortment of five mattresses in the high velocity $2,000-$3,000 price range, dubbed 'Adapt' and 'Pro-Adapt'. In an effort to increase retailers' average ticket and attachment rate, a new, simplified Tempur-Pedic pillow and adjustable base assortment was also introduced, creating a huge buzz among furniture and mattress retailers at World Market Center. Restionic had plenty to talk about as well. Restonic had their busiest Las Vegas Market ever, housed in their exciting new showroom. Among their exciting introductions was the Scott Living collection, and they report a great deal of consumer engagement and excitement about the brand, with dealers enthusiastic about the partnership. The Scott Living Collection features 18 models, with prices ranging from $1,099 to $3,000. Additionally, Restonic debuted the Biltmore and Biltmore Reserve collections, which are group exclusives, and in every way live up to the Biltmore promise; quality, craftsmanship and timeless style. The buzz around furniture at Market was just as intense. Case goods and upholstery offerings were available in full force with new product being launched on every floor of World Market Center. From Magnusson Home to Coaster Furniture, new partnerships were formed with celebrities, and hot trends were introduced for case goods. Upholstery manufacturers like Jackson Furniture Industries and Southern Motion were excited to show new introductions. Power units lead the charge in both the leather and fabric categories. It was great to see the showrooms packed with dealers placing orders. To top it all off, there was a rumor going around that the World Market Center is looking at building their fourth tower. You heard me right—four buildings of wall-to-wall furniture, bedding and accents all in one location. Now, this was just a rumor, based on the crowds and engagement at the recent Market, but one that's easy to believe. If business keeps up and consumer confidence continues to soar, it will be interesting to see what this market will bring to the furniture industry. You just never know what is going to happen in the crazy world of Las Vegas. WHAT HAPPENS IN VEGAS... Jeff Rose Furniture Trends Jeff Rose, Director of Furniture, Nationwide Furniture RO

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