In the global economy, manufacturers are influenced daily by how business unfolds in Asia. These days, that means a devalued dollar, labor shortages, higher production and shipping costs. Some accent furniture executives, however, have adopted a mindset for the times that sounds decidedly Eastern-influenced as well: In an uncertain world, look within to find strength.

"All of these costs continue to rise," said Richard Olmeda, president of Stein World. "The idea that consumers would be willing to pay for these increases is naïve."

Olmeda said Stein World's team looks deep into the operation, from procurement to publicity, to find the value within the company's projects, processes and products. "How do you absorb all these costs," he asked. "The only way is to look inwardly at your operations and be sure that you've eliminated all non-value-added costs."

"As an importer, the dollar devaluation has affected our business the most because as the dollar falls, our costs increase," said Roberta Schilling of the Roberta Schilling Collection. "We try to protect our customers from the weak dollar by absorbing most of the higher costs ourselves," she said.

Schilling added that protecting quality, growing and business — and absorbing costs — is a tricky mix. "To address this issue, we are constantly trying to improve and streamline our processes and systems in order to grow in a more organized fashion," she said.

While containing costs remains a challenge, the news is still positive overall in the accent furniture industry. The segment makes up 20% of the home accent market's sales, according to Home Accents Today's 2006 Universe Study. The study projected sales in the segment would increase this year about 3.6%, from $14.5 billion to $15.1 billion.

"The accent furniture business is growing, and is one, if not the most, profitable part of our industry, both at the manufacturers' end and the retail end," said Jeff Gillis, national sales manager for Ardley Hall. "Consumers are using these products as the jewels of a room."

Added John Haste, president of Imax: "The economy is very resilient. At the retail level, you've got to keep it from becoming a self-fulfilling prophecy." He said success remains at hand for retailers who "go out there and create that unique look and avoid that 'retail of sameness.'

"People are still going to spend money," he said, adding, "The whole idea is to get them to spend it in your store."

Haste and other manufacturers agree that they play an important role in shaping these sales. Thus, a second practice for success these days is reaching out into the retail community to build energetic partnerships. Building "synergistic relationships" with retailers is a key challenge for manufacturers in today's market, said Dan Sumner, vice president of sales and marketing for Butler Specialty.

"We want (retailers) to feel they are going to be a better company because they're working with us," Sumner said. "We're not interested in loading up a retailer's store or warehouse. We're interested in being in consumers' homes."

Imax, which is introducing new accent SKUs in wingbacks, ottomans and barstools in High Point, builds these relationships by trying to anticipate retailers' needs, Haste said. Creative product development, sound inventory and distribution management, and better returns on investments all help boost retailers' bottom lines. "Our customers do not make money buying product," Haste said. "They only make money selling it."

Making money is getting tougher for some businesses, though, in a market full of product — and providers. "The prevalence of a knock-off culture has always been a challenge for the industry," said Schilling. "Many manufacturers simply reproduce what has already succeeded in the marketplace. Only a few are really creative and develop their own designs. I believe this hurts the industry as whole because, in the end, the customer has fewer choices as far as real original design."

Gregory J. Waylock, president of Bailey Street added: "I think it's a category that is becoming saturated. ... Winners are either going to be the most low-cost provider or the most fashionable."

Waylock said Bailey Street seeks the latter retailer. "We treat accent furniture like fashion, so we're always adding new items," he said.

Retailers have become much savvier in the world marketplace, Olmeda said. They know the value of products down to variations in price of a few percentage points and go to manufacturers who are keeping a close eye on value. More retailers are also limiting the number of manufacturers they order from to save money, too.

In response, he said, Stein World is offering new accent chairs, occasional tables, and fireplace mantels and fireboxes at the High Point Market. "We like to be the 'go-to' resource for our retailers, to help them in their vendor consolidation."

Connecting with retailers has also become more challenging as some choose to skip markets, Waylock said. Bailey Street's client base is mainly small independent home accent and furniture stores whose owners are more often opting to forgo trade shows and just work with sales reps. "I think they feel comfortable with who they are purchasing from," he said, but added, "It's disappointing. I do think seeing furniture in person is always going to be better than looking at pictures of it."

A third practice manufacturers need to employ for success in the current economy, said Chris Bruning of Groovystuff, is tuning into green and sustainability. Groovystuff, which uses reclaimed wood in its products, joined the Sustainable Furniture Council this spring. Bruning studied to become a retail trainer, so he could teach his customers about sustainability and what it means to sell it. "The fact that I went out and made a stand on this issue," he said," that's opened up doors for Groovystuff in ways I would not believe." For example, retailers may approach him to learn about green and sustainable practices and it turns into a marketing opportunity for Bruning — and a sale. Recently, he talked with an upholsterer about the SFC, and ended up deciding to add a line of cushions to his products.

"Sustainability, I believe, is a new economic for America," he said. "I believe we can be a world leader on this issue."