Retailers discuss business conditions, shopping plans for High Point Market

Heading into this market, Home News Now caught up with some retailers who told us about their business and how long they have been shopping the High Point Market. They also shared what they like best and least about the market and what their shopping plans are this time around. In addition, they spoke of business conditions and how that might impact their buying plans as well as what challenges and opportunities they see affecting their business in the year ahead. Scroll down to see what they had to say on these topics and more in this special market retailer Q&A.

Edward Johnson – Old Colony Furniture, Greenville, South Carolina

Home News Now: Can you tell us a little bit about your store, including when the company was formed and how many locations you have currently?

Edward Johnson

Johnson: My grandfather Al Johnson formed Old Colony in 1946 with his brother Kinard after World War II. My father and two uncles came onboard in the ’70s and ’80s, and then I began working here in 2004. We sell high-end lines like Sherrill, Stickley, Hickory Chair, and Hancock and Moore in our single location in Greenville, South Carolina.

How long have you attended the High Point Market and how often do you attend the show typically?

Johnson: 20 years, every fall and spring.

What do you like the most about the market?

Johnson: We go to market for three main reasons: relationships, knowledge and buying. Nothing is more valuable than spending time with the owners, sales reps and factory workers. Most of our suppliers are family-owned businesses, and it’s critical to know their leadership teams. We also go to market to educate ourselves on the newest trends, colors and fabrics. This is essential information to bring back to our shop and share with our sales team. And, of course, buying new product and planning the next six months of your product mix makes a huge difference. The majority of vendors offer market specials and exclusive discounts which makes the trip even more beneficial.

What types of things don’t you like or do you see that could be improved?

Johnson: We typically remain in the Hamilton Wrenn section, so we really don’t have to deal with the crowds of the big building. The transportation has greatly improved over the years.

Are you shopping for any product categories in particular this market?

Johnson: Upholstered furniture and the comfort and style story continue to be very strong in our market. Our customers are willing to put several thousand dollars into high-quality leather and fabric products while being more discerning on other items. We are looking for competitive price points for occasional pieces to round out the room.

How has business been so far this year? Does the current economic situation warrant much new product for your floor?

Johnson: Business continues to be cautious with the upcoming election, but we have been very disciplined and focused in lowering our inventory in order to have a sizable open to buy in the fall. Since two-thirds of our business is special order we really only back up a few bestsellers. But that makes the decision of what to put on our showroom floor even more important.

Is there anything you can tell us you are doing to boost foot traffic and sales?

Johnson: Paid social and digital advertising have worked the best for us. We try to balance promoted sales with everyday competitive pricing.

What do you see as the biggest challenge and also the biggest opportunity for your business in the year ahead?

Johnson: We see the most opportunity for growth in our design-focused business where the buying timeline can reach almost a year and significant dollar amounts. These long-term projects help smooth out the inevitable ups and downs of the marketplace.

How do you think the market will help you navigate and perhaps overcome these challenging times?

Johnson: We go to the same top suppliers every market but try to visit three new vendors each market. This keeps up grounded in what has worked for us in the past while bringing on new, up-and-coming lines that enhance our entire showroom and appeal to a broader and perhaps younger client.

Finally, do you have a favorite place to eat when in town?

Johnson: The Prescott in downtown Kernersville!

Griffin McClure —  Green & McClure Furniture, Graham, North Carolina

Home News Now: Can you tell us a little bit about your store, including when the company was founded and how many locations you have currently?

Griffin McClure

McClure: Green & McClure Furniture was founded in 1907 and prides itself in being a multigenerational family business. Four fathers and sons have worked the store since the days of its original partnership between W.B. Green and E.P. McClure. We grew to become both a funeral home and furniture store including selling Thomas Edison’s phonographs, heaters, TVs, floor covering and more. Currently, McClure Funeral Home runs independently in town while Green & McClure Furniture operates as a pretty traditional home furnishings store. We also own a Serta Mattress franchise named America’s Mattress located next door to our only Green & McClure Furniture location in downtown Graham, North Carolina.

How long have you attended the High Point Market and how often do you attend the show typically?

McClure: Since we are so close, we normally only go up to market for the day. There are markets where we go multiple days, but the usual market experience for us is to go up and spend one long day. We almost always go at least one day to every market.

What do you like the most about the market?

McClure: Market gives us a feel for an entire brand to see if it makes sense for our store. Before picking up any new lines, it is always helpful for our team to see it in its totality. It shows us what the line is capable of and what inspires their leadership. For our team, it also helps with merchandising. Seeing professionally designed showrooms inspires us to constantly work on keeping our floor tight, neat and well presented.

What types of things don’t you like or do you see that could be improved?

McClure: I don’t know of anything off the top of my mind that could be improved with an obvious solution. It’s always difficult for us to wrap our heads around how large it is, but I think the High Point Market Authority and the other entities do a great job making it navigable and digestible — as best it can be!

Are you shopping for any product categories in particular this market?

McClure: We aren’t shopping for anything in particular. We will revisit some of our current partners to examine newer parts of their lineup that have changed. We usually go see what’s new in accessories, lamps and art.

How has business been so far this year? Does the current economic situation warrant much new product for your floor? 

McClure: Business this year has not been very exciting. However, we have devoted much of the year to some exciting renovations to our 144-year-old building for a grand reopening sale early next year. We are gearing up for that instead of worrying about the day to day.

Is there anything you can tell us you are doing to boost foot traffic and sales?

McClure: I have found success in themes that aren’t just holiday weekend sales. We do several tent pole events during the year for no tax, our anniversary, half price, remodeling, etc. …

What do you see as the biggest challenge and also the biggest opportunity for your business in the year ahead?

McClure: I find challenges and opportunities in partnering with our local design community so that they bring traffic in through their channels. How can we as brick-and-mortar stores provide logistics to a community that under-appreciates what those businesses offer?

How do you think the market will help you navigate and perhaps overcome these challenging times?

McClure: We like to network and ask questions, but we also like to attend panels and talks with the Home Furnishings Association and other entities.

Finally, do you have a favorite place to eat when in town?

McClure: We actually like Black Powder Smokehouse in Jamestown when coming into town or leaving, but my dad would be more proud if I said any free lunch was my favorite. 

Anything else you would like to say that you like about High Point?

McClure: Personally, I enjoy hearing about the successes that High Point and all their stakeholders have had advocating not only to keep the market in High Point, but in making it the modern market of choice.

Spencer Goodwin, B.F. Myers Furniture & Mattress, Goodlettsville, Tennessee

Home News Now: Can you tell us a little bit about your store, including when the company was founded and how many locations you have currently?

Spencer Goodwin

Goodwin: We, at B.F. Myers Furniture, are proudly celebrating our 170th year in business this year. We currently have one 60,000-square-foot showroom and an 18,000-square-foot outlet building right next door. Between our outlet and our main showroom we are able to cover a large spectrum of quality and price points.

How long have you attended the High Point Market and how often do you attend the show typically?

Goodwin: I have been a part of the buying team and attending market since 2018. We currently attend both fall and spring premarket and regular market.

What is it you like the most about the market?

Goodwin: The best part about market is seeing the upcoming trends and all the new innovations in technology and how manufacturers are able to integrate those technologies into their products. Another bonus of market is being able to network with dealers in other markets. One great thing about the furniture industry is that although it is competitive, you are still able to make connections with other dealers that help each other out to figure out how to solve pain points in your own business.

What types of things don’t you like or do you see that could be improved?

Goodwin: My only suggestion which does not affect most is we typically start shopping a few days before market technically starts. The shuttle transports from the airports are not running when we arrive for market.

Are you shopping for any product categories in particular this market?

Goodwin: We usually shop all categories at market. Just trying to replace slow movers that we bought from previous markets. I think the category we need to work on the most would be bedroom.

How has business been so far this year? Does the current economic situation warrant much new product for your floor? 

Goodwin: We are pretty much even with last year. I think we are always needing to bring fresh looks to our floor to bring excitement to the sales staff and keep them engaged.

Is there anything you can tell us you are doing to boost foot traffic and sales?

Goodwin: We have stayed consistent with our advertising in hopes the foot traffic will stay level with last year. Hoping that when interest rates continue to lower and people start buying houses again they will be the boost we need to increase our business.

What do you see as the biggest challenge and also the biggest opportunity for your business in the year ahead?

Goodwin: One of the biggest challenges I see facing this year is competing with larger brands/stores that have the funding to embrace new technologies like augmented/virtual reality to meet shifting consumer expectations for online shopping experiences.

How do you think the market will help you navigate and perhaps overcome these challenging times?

Goodwin: Hopefully we can gain some ideas with how to continue to entice the consumer to shop in-store, while also learning how to continue to grow our online presence.

Do you have a favorite place to eat when in town?

Goodwin: Sake is definitely one of my favorite places to go. If you are a sushi lover this is the place for you.

Dianne Ray, Garden City Furniture, Murrells Inlet, South Carolina

Home News Now: Can you tell us a little bit about your store, including when the company was founded and how many locations you have currently?

Dianne Ray

Ray: The mother company of this company was Horry Furniture Co. Inc., which was formed by my father Hubert C. Watson in 1947 in Conway, South Carolina. He purchased the Marsh Furniture in Garden City Beach, South Carolina, from the Marsh family, changing the name and incorporating in 1962 to what is now Garden City Furniture Co. Inc. We have one location.

How long have you attended the High Point Market and how often do you attend the show typically?

Ray: Believe it or not, but I started market as a babe in my mother’s arms in 1947. I only missed the five years that I thought I could teach sixth graders. That was tougher than selling furniture! We try to attend at least one market a year now. In the past we did them all, but technology now has given a new direction to attending.

What do you like the most about the market?

Ray: Markets are a learning curve to finding the right products for your consumer and location. Market also gives you the ability to access products and to discuss with manufacturers what is needed in the market. With so many choices now it has become difficult to know if you are getting quality at the right price, therefore you must look at many different vendors to compare for your store.

What types of things don’t you like or do you see that could be improved?

Ray: I would like to see some type of consolidating like products in the same general location, similar to what the accessory floors have done. I know market helps the economy in the area, but easier access to meals at night also and maybe do extended hours till 8 p.m. I do miss the old cafeteria that was in the Main wing in the basement. Also, keep the shuttles to hotels.

How has business been so far this year? Does the current economic situation warrant much new product for your floor?

Ray: Business has been even with last year and maybe slightly up in some areas. The product mix is good; it just needs to stay current on color trends and what items are most needed by consumers.

Is there anything you can tell us you are doing to boost foot traffic and sales?

Ray: We are continuing to advertise and increase contacts through emails.

What do you see as the biggest challenge and also the biggest opportunity for your business in the year ahead?

Ray: Getting through the election period always seems to disrupt shopping and advertising. The biggest opportunity is the ability to provide good product at a value and also providing customer service after the sale.

Do you have a favorite place to eat when in town?

Ray: We stay in Greensboro and eat at restaurants around our hotel.

Any final thoughts about the High Point Market?

Ray: High Point is trying to make market easier for attendees. We appreciate the services and the security they provide for our safety.

Thomas Russell

Home News Now Editor-in-Chief Thomas Russell has covered the furniture industry for 25 years at various daily and weekly consumer and trade publications. He can be reached at tom@homenewsnow.com and at 336-508-4616.

View all posts by Thomas Russell →

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