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Discount Store News, Oct 16, 1995

HIGH POINT, N.C. -- Retailers will be scouring the International Home Furnishings Market (IHFM), which will be held here Oct. 19 to 27, for innovative merchandise. About 70,000 attendees are expected to show up at the 86-year-old market.

"The category has grown over the last few years, as RTA manufacturers have grown," said Richard Barentine, executive director for IHFM. "This growth could be attributed to better product and better delivery from manufacturers, plus a greater awareness on the part of the consumer," he added.

Patrick Henkel, director of merchandising for Richmond, Va.-based Best Products, mentioned an interest in more mar-resistant finishes, referring to protective coatings that manufacturers like Sauder and Bush incorporate into their designs.

"I want to see innovations like the `office in a box' concept, but I want a better price point on it," Henkel said, referring to the RTA office armoire introduced a year ago by Ameriwood. Bush and Sauder have since introduced concealed office furniture. Prices range from $200 to more than $400.

"I'd really like to see RTA makers drop a piece of glass into a desk--but again at a reasonable price," Henkel added.

Current collections at Best Products that are selling phenomenally, Henkel said, include Sauder's cherry office collection, better-priced futons from Pacific ProTrade, a farmhouse-style hutch and cabinet from Armstrong and five-piece breakfast nook collections.

Other retailers mentioned a longing for follow-ups or expansions from successful lines. I'd really like to see the Vision Il collections from Bush, a Coventry desk in washed pine from Sauder and an oak bakers rack with black wrought iron accents," said one Midwestern specialty retailer.

This retailer was particularly pleased with office pieces from Bush's Office Pro line, a furniture collection with a gray melamine finish for a high-end look, and Sauder office furniture in cherry.

Retailers are also eager to get product that was introduced at the April IHFM but not yet ready to roll out. An example is the O'Sullivan "corner desk," an ergonomically designed desk that is tilted like a drafting board but allows for full forearm support.

Industry leader Sauder will launch a new youth bedroom set and has added more cherry pieces to its Heritage Hill collection: a new corner entertainment unit and a home office desk/hutch combination.

Cherry has been a favored finish among retailers. Ameriwood will be introducing a cherry line extension of its Glenmore kitchen/ dining line. The manufacturer has introduced a cherry finish for its Prestige line of furniture for the bedroom, living room, den and study.

The Dowagaic, Mich.-based manufacturer has also expanded its computer armoire collection. Major office supply superstores have picked up some of the concealed office items, according to Ameriwood.

Bush plans to unveil a new bedroom set and further expansions on its computer armoires.

Discounters are mixed on the performance of the computer armoire. Best Product's Henkel said that he was impressed with the concept and thought it was a must-have. "We could not ignore this item--we thought others would get on it and pay attention to it," he said. Best Products will soon be shipped a Bush computer armoire. The only downside to the product, he said, was the small space for a chair.