by The reality of these high rates made business at the High Point Market a challenge, but many say they remain committed to both their US and Canadian customers
HIGH POINT — Given the 50% tariffs the U.S. has imposed on many Canadian imports including wood furniture, this was not the easiest or best High Point Markets for some Canadian manufacturers.
That said, many made the most of the situation by treating the market as they would under normal conditions: showing their respective lines of new and inline product to customers willing to continue or consider doing business despite the increased costs.
“It was a challenging market for sure given the ongoing tariff environment and broader economic uncertainty,” noted Samantha Mund, sales and marketing strategist at case goods manufacturer West Bros. Furniture, noting that the company is absorbing nearly all of the tariffs. “It’s not been easy.”
That said, she noted that the company continued to make meaningful connections at market.
“We’ve strengthened our presence in the designer community and opened several exciting new U.S. accounts, demonstrating that there is still a strong market for quality, design-led, North American-made furniture.”
She added that while the company held off introducing any new product at the October market, it was very much “a quality over quantity market for us, with an emphasis on meaningful conversations, building relationships and connecting with the right partners. We came away encouraged by the opportunities and the continued interest in our products and Canadian manufacturing in general. Our focus remains on thoughtful design, exceptional craftsmanship and building long-term partnerships with customers who value those things. We’re also working on an exciting new showroom concept, so there is more to come from West Bros. in the months ahead.”
Luke Simpson, president of case goods manufacturer Durham Furniture, said the market offered mixed messages. Some customers indicated they want to continuing doing business with Durham, while others avoided the company during this period of uncertainty.
“There was no consistency from retailer to retailer,” he told Home News Now. “We heard everything from ‘this is horrible — we are going to continue to support you, we love your product and we will keep doing as much business as we can — to we don’t like the uncertainty. We just can’t do anything with you right now.’”
Because of the challenges involving 50% tariffs, he said, many simply don’t want to deal with the issue, including who pays what portion of the burden.
“We had targets we have talked to the last two markets who didn’t come to see us and who basically avoided us,” he said. “They just don’t want to have the conversation any more. We are all tired of having it. Hopefully they come back when it is all over.”
While he declined to reveal further specifics about pricing, he said that the company is bearing as much of the tariff burden as it can to maintain relationships and as much business with its U.S. retail partners as possible.
“We want to continue to service and grow that business for as long as we can afford to,” he said, adding, “At the same time, yes, we are absolutely focusing inward at the moment and looking at every opportunity to create new revenue sources from within Canada.”
While he is hopeful the tariff issue will be resolved, he is also less certain how much of the U.S. business will return.
“It was really across the board,” he continued of the differing messages from retailers. “But I can tell you based on some follow up after market, we are being taken off floors right now until this mess is over. They say they still like us and will come back, but will they? You and I know that floor space is precious.”
Mathieu Roy, vice president of sales at Canadian wood furniture manufacturer Canadel, said tariffs impact some of its dining table mix along with wood dining chairs. Upholstered dining chairs that fall under the Section 232 tariffs face a 25% rate.
However, he noted that some of its tables that would be classified as use in a kitchen, along with its occasional tables, are not impacted by the tariffs.
“There is a good portion of our business that would be impacted, but the overall impact is not what we expected. It is not the reality,” he said, adding that companion case pieces used in a kitchen are also not impacted. “Kitchen is zero and occasional is zero (tariff).”
“The intent of use in a consumers’ house is what defines a table,” he added, noting that the trend among consumers has largely been to expand kitchen areas of the home.
And while he too is hopeful that the tariff issue gets resolved, he said the company also is shifting some of its emphasis to the Canadian market. Today, he estimated that about 60% of its business is to the U.S. market and 40% to Canada, compared with 70/30 previously over the past year.
“Because we are Canadian, the ‘Buy Canadian’ product is just rocking in Canada right now,” he said.
BDM + Furniture President Philippe Darveau said the company is making product under its Bermex, Dinec and Saloom product in the Saloom plant it acquired last year in Winchendon, Massachusetts.
“It is great for us because a lot of retailers want to give more attention to U.S. manufacturers,” he said. “Well, now we are on their list.”
He said with its Huppé line, which it purchased this past spring, the tariff situation “has been difficult for us. We are taking care of most of the tariffs and we only increased prices 12.5%, but it is not great for the business.”
Today, some parts from that line are made and assembled and made into finished product in Canada while some parts are imported from Europe but assembled and finished in Canada. While it still plans to import some key components from Europe, Darveau said the company plans to have the Huppé line made in the U.S. sometime in 2027.
“We are investing in the Winchendon facility to be able to do the Huppé line that is sold in the USA made in the USA,” he said. “That is our goal over the next few months.”
While challenges remain, he is optimistic for the future, particularly given its U.S. manufacturing presence.
“There are a lot of companies right now that are standing still and hoping for the best, but that is not the case with us,” he said. “We are making decisions and are transforming and evolving our company. We are making a lot of investment and we will come out of this better.”
Home News Now also has reached out to metal furniture specialist Amisco and upholstery manufacturer El Ran and will update this story should those and other companies respond.
