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Walking Market With A Buyer
August 1, 2008

I received quite an education at Market in Las Vegas following my wife, Beverly, around.  She is registered as a buyer and she had a list of manufacturers she wanted to visit.  We started out with each vendor and their locations sorted by buildings A, B or C. on a sheet of paper.  She would cross each off as we visited their sites.

When we walked into the showroom, she was greeted, her card was swiped and the rep for our area was called up.  Bev wanted to know what was new and if there were any show deals.  She also wanted to know the minimum order.  She had a limited "open to buy", but she knew what she needed for her showroom floor to make it fresh.  In some cases she represented a vendor, but needed more of the vendor's merchandise on the floor.

The reps all had handheld devices that would scan her choices, give her a total, then a print-out of her purchases.  Next she would schedule delivery.  She didn't want all to arrive at the same time and have to pay for every thing at once.  So she spaced the deliveries. 

One of our first stops was Beverly Circa 1953.  We loved the upholstery furniture and case goods.  It would be cool to seea red and white  "Beverly" tag hanging from  a drawer pull.  They are supposed to get back to us.

One of the best parts about visiting the showrooms: you get to see the whole line in one place.  It is much easier to judge the quality and the pieces come alive versus the dead pictures in the catalog.  You can sit on the sofas and see if it is comfortable. You can see the whole range of finishes in one place.

When we visited Dinec, I met David Darveau, one of the owners of Bermex International that acquired Dinec.  It may seem strange, but I had an impression of Dinec as a lower price point manufacturer.  Beverly said, "Oh no, that's incorrect!"  However, Darveau gave me a tour of the showroom, while Bev was ordering.  I was very impressed with the finishes, the quality and the range of styles,  In addition, the tables are not veneer, but solid wood.  A table we purchased has a top that is an inch and a half thick.  He showed me the new audio centers specifically built for flat screen TVs in all their different finishes.  And, he showed me the dining chairs that, for us, will replace the Nichols & Stone we lost when they closed.

When we visited Rowe I was greeted by Saverio Mancina.  I asked about Eco Rowe and told him I was a writer for Home Accents Today and had written about the line and the Rowe emphasis on "Green".  Turned out Saverio was the Director of marketing and Communications and gave me a tour of the environment friendly emphasis that is Rowe Furniture.

I was standing outside Stylecraft while Bev was ordering lamps and I struck up a conversation with a woman whose husband was a rep.  She introduced me to a vendor with wonderful original art at a very low price.

We visited one showroom and loved everything, but Bev had exhausted her resources.  So when we get home we will talk the designs up with our clients and place an order. 

Yes, the reps are nervous about the economy, and the news about Norwalk didn't help the atmosphere, but what a great experience.  We visited maybe 30 showrooms in three buildings and it may take me a week for my feet to recover, but it was worth it.

Posted by Mike Landfair on August 1, 2008 | Comments (1)