Revamped Canadian Furniture Show makes waves

MARKET REVIEW
The organisers of the CFS
decided to make its 43rd
annual edition unique. They
abandoned its traditional
January dates, revitalised its look
and introduced a controversial
Consumer Day complete with
celebrity speakers. They also
highlighted modern, glamorous
merchandise, adding a little
The Norcross
Architect casual
dining set from
Amisco is built
using both wood
and metal in a
contemporary,
industrial style.
BY ASHLEY NEWPORT
d
e
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a
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Re
CANADIAN FURNITURE
SHOW MAKES WAVES
T
LH Import’s Foundry
dining table is made of
dense and solid Acacia
wood, from the heart of
India. The base is made
of cast iron. As seen
here, the table weighs
about 400lbs.
28
HGO merchandiser
Part of its Cambridge collection,
the model BU1279A buffet from CDI International is made of mango wood and iron.
HERE WERE BIG CHANGES AT THIS
year’s rejuvenated and newly named
Canadian Furniture Show. With an
updated look and a controversial
(and not-to-be-repeated) public day, the industry’s only national trade show ran June 4-7 at
the International Centre, a stone’s throw from
Toronto’s Pearson International Airport. It welcomed some 245 exhibitors, including a record
95 new vendors.
The biggest change – other than moving the festivities from winter to summer
and changing the name from The Canadian
Home Furnishings Market – was the introduction of the Consumer Day, with speakers
such as Canadian design celebrity Karen Sealy,
Steven Sabados and, in one of his last appearances before his death a few weeks later, Chris
Hyndman, stars of the popular CBC daytime
program Steven & Chris.
Axel Media Console from
Dimplex juxtaposes a raked
sand finish cabinet with tinted
glass. It features a lit display
area and the Multi-Fire XD
firebox as well as its patented
Comfort$aver ceramic heating.
The Grant chair is the latest addition
to the Jane by Jane Lockhart collection.
Made in Canada and designed by
television personality and interior
designer Jane Lockhart, the Grant sports
a retro look with clean, elegant lines that
will bring out the personality of any room.
Although the purpose of the public Sunday
was to spur greater awareness of furniture and
furnishings among consumers, and thus drive
traffic into stores, both buyers and vendors
were wary of creating confusion, particularly on
pricing. Those concerns prompted the Quebec
Furniture Manufacturers Assn., sponsors of the
market, to drop the public day in future shows.
The first three days of the show were business
as usual, with exhibitors showcasing everything
from mattresses, major appliances, upholstery
and case goods to outdoor furniture, art and
accessories. Notable vendors included Boca
Rattan, Brentwood Classics, Collection Tuff Avenue, Décor-Rest, Elite Living, Huppé, Palliser,
Sommex Bedding and Springwall.
Some buyers found what they were looking
for; others said the selection was a little too
uniform.
Exhibitors, both those with permanent
showrooms in the building and those in the
surrounding area, said the show provided excellent access to new and old clients. Almost
everyone was nervous about Consumer Day.
SO, WHAT WAS NEW?
Aside from the new vendors, the show hired,
for the first time, a celebrity spokesperson, the
aforementioned Karen Sealy. She’s an interior
designer with Sealy Designs, a City Line contributor and the former host and designer for
Summer Homes. She spoke Sunday on fashion
trends, and outlined her views on why it was
time for the show to add a consumer element.
“It’s going to be interesting to see people’s
reactions to going where the trade people go,”
Sealy said. “It’s opening the door into this private world that everybody gets to see now.”
As to why, after many years of being a tradeonly show, the market decided to invite the public, Sealy said it had to do with consumers being
more savvy and informed than ever before.
“I think what’s happening is people are doing a lot of shopping online,” she said. “People
are getting to the point where they want to
see more. They want to know what we know
as designers. The idea that they get to see
here what’s up and coming, they get to see
the trends, it’s very exciting for people to see
what’s going to be showing in stores in six
months. It’s like they’re on the cutting edge by
coming here.”
Sealy said the show remains important for
exhibitors, and the benefits of showing to everyone are immense.
“This is the biggest furniture show in Canada and it’s in Toronto, so it’s an easy city to }
Marion Collection, a
Toronto-based producer
of acrylic furniture
was the winner of
the ‘Best New Booth’
award at this year’s
Canadian Furniture
Show (CFS). Six other
exhibitors were also
saluted for the quality
of their presentations
to retailers and other
professionals attending
this year’s event. The
booth awards program
was new to this year’s
event and was judged by
outside design experts.
HomeGoodsOnline.ca
29
your own colour. What a lovely way to bring a
little energy and personality to something. If
I was looking in a magazine, I wouldn’t know
this great little detail.
“I sat on a beautiful leather sectional that
was made in Canada,” she continued, “and
one end of the sectional reclined, and it was
so comfortable. I have clients asking for these
kinds of things all the time. It’s nice these
kinds of things were here at the show, and people could try them out.”
THE EXHIBITOR EXPERIENCE
The Preface range of wall units from Gautier French Furniture offers a
range of shelving and storage options designed to maximise the use of and
enhance any living space. Modular in design, it is available in five finishes
including white, gray oak, smoked walnut, natural oak and sierra oak.
The Rodolfo group from Jaymar offers a sophisticated look which
comes from its simple lines and curved arms, which are filled with
memory foam for maximum relaxation. It also features retractable
headrests, memory foam cushions and reclining seat options. The
group is offered in a choice of 30-inch or 23-inch seat widths for small
space rooms as well as multiple sectional configurations.
get to because you can get direct flights from anywhere in
Canada,” she said. “It’s a great hub and you’re right by the
airport. Because there are so many exhibitors and so much
going on and such a great population to draw from, we get
a lot of people here, whether it’s the design community, architectural community, retailers or, now, even consumers. I
think it’s a fantastic show for exhibitors.”
From Sealy’s design perspective, she believes some exhibitors excelled here by showcasing goods that were a
little bolder and off the beaten path. In her view, consumers
are getting bolder and more style-savvy; opting for funkier
statement pieces that can spice up or reinvigorate a more
traditional space.
“There were some really great exhibitors,” she said. “Huppé had some fantastic stuff. You can see pictures in magazines and online, but I love to try something. One exhibitor
had a beautiful sideboard with drawers that had a hint of
purple fabric inside when you opened them. You can pick
30
HGO merchandiser
For vendors, the Canadian Furniture Show,
although smaller than markets in High Point,
Las Vegas or the bigger European and Asian
events, remains an excellent venue for networking
and selling to buyers.
“The show was good and
we had good traffic,” said
Michael Clapham, president
of the Canadian division of
Surya, the U.S.-based rug and
accessories resource with a
permanent showroom here.
“Buyers are looking for accessories right now and the
response was good. Dealers
Launched it honour of the 15th
are looking for tone-on-tone
anniversary of its AvanteGlide
and simpler colours. Not so
collection, Dutailier introduced
much traditional looks, but
the Utopia glider rocker at CFS.
washed-out, casual looks. We
It was one of four new styles of a
offer a broad range of prodnew generation of high-end motion
ucts, including 5,000 differrecliners that is manufactured with ent rugs.”
an exclusive new base concept,
Other exhibitors with
making it the first glider on the
permanent showrooms also
market with a pivot mechanism.
were happy with buyer response.
“We expanded to more than double our previous space,”
said Ryan Wilner, president of the hospitality division of
Renwil, the Montreal-based art and accessory resource. “We
were able to really show the line properly. We have over
1,200 items in stock, and before we really weren’t able to
show anything but a portion of a new collection.”
Renwil, like other accessory sources, had a strong arsenal
of warm metals, particularly coppers, and was packaging
end tables, mirrors, lights, rugs and art in complete collections, taking the guesswork out of how to display different
goods on retail floors.
“Buyers want us to make their lives easier,” Wilner
said. “We used to merchandise our products in separate
sections. A buyer would say, ‘I like that art,’ then have to
find a mirror and other things that go with it. With packages, we make it nice and easy, so retailers can make it
nice and easy for their customers. This has been really
successful for us.” }
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HomeGoodsOnline.ca
Top left: The IF-192W
platform bed from
International Furniture
Distribution Centre (IFDC)
creates a charming and
glamourous focal point
for any master bedroom
with its button-tufted
headboard design. The
white fabric version
has a classical and
sophisticated finish.
Available in full, queen
and king sizes as well as
in black.
Bottom left: The Napa
collection was introduced
by contemporary wood
bedroom specialist
Mobican.
Right: The Jayden
platform bed was
introduced by Worldwide
Homefurnishings as
part its Inspire at Home
collection.
WHAT MAKES BUYERS HAPPY?
One complaint about previous shows here was a lack of attention to detail on the part of many exhibitors. While Consumer Day appeared to lessen some of that, a few spaces still
were more cluttered than beautiful, with goods displayed in
a warehouse-style maze.
Buyers such as Stephen and Vivi Goettler, owners of GG
Goettlers of Dublin Fine Furniture in Dublin, Ontario, prefer a more pristine look. “The lighting (at the show) was better, and I think the hospitality was better,” said Vivi Jensen
Goettler. “The layout was better. They moved vendors around
from their traditional spots, which made it seem fresher. I
think they thought of every detail they could in terms of hospitality. The carpet looked new. We both really liked it.”
The Goettlers, who typically look for Canadian-made
case goods and upholstery, said the show introduced them
to goods they hadn’t thought of displaying. Stephen Goettler, although impressed with the wares, was unsure if the
summer timing would work, because buyers might be suffering from show fatigue after attending other markets in
the spring.
“We saw some very nice merchandise,” he said. “If you’re
a buyer that shops High Point in April and comes here
in June, you’re used to some fantastic looking displays.
Whether the timing is going to work for the average buyer
… I don’t know. In our business, we often have a very strong
December with Boxing Week, where business is good. After
that, you go to a show in January and you have some holes
on your floor, and you’re excited. Whether this (June show)
works, the market will dictate.”
32
HGO merchandiser
Kyle McMullan, manager of the Perth, Ontario-based McMullan Appliance & Mattress, said that, for him, networking
opportunities remain the show’s greatest benefit.
“When we come here for our store, it’s a quick visit to appliance vendors and mattresses,” he said. “We like to stay in
tune with furniture, but it’s not our main focus. It’s more of
an excuse to socialize, and the timing of the (June) show is
fantastic for us. All the new appliances and mattresses came
out months earlier, so we’re not really getting a sneak peek
at the new stuff. It’s good to network and see other dealers.
There’s a lot to look at, and I dig it.”
CONSUMER DAY
Consumer Day – an idea that was tried in the 1990s and
abandoned – certainly had people talking, mostly about letting the end user get too close to the purchasing process
and perhaps confusing them in the long run.
Some retailers worried that consumers would compare
wholesale to retail prices and try to talk to manufacturers
directly to avoid paying store markups. Others said there
would be confusion over whom the prices were for, leading
to disappointment when the goods shown here were priced
higher in stores. Others said some consumers already were
confused, believing they could buy a light fixture or sofa at
the show on Consumer Day.
Buyers Craig Stephens and David Wieler, co-owners of
Toronto-based Design Republic, argued that, since CFS is
not a design-heavy show like the Interior Design Show held
at the end of January, there’s no need to involve the public.
They also said it hurts retailers. }
WHAT CONSUMERS ARE ASKING
Although industry insiders are top of mind at trade
shows, they ultimately serve the end user. Here’s
a sampling of what she was asking design experts
Karen Sealy, Stephen Sabados and Chris Hyndman,
the three personalities featured during the Canadian
Furniture Show’s Consumer Day.
How do I decorate a man cave?
Stephen & Chris: A denim sectional or a rustic or
industrial look. Leather is also recommended for
being “indestructible,” and fireplaces always work if
they’re a possibility.
What are colour trends in garden furniture?
Stephen & Chris: Formal wrought iron pieces and
lots of colour. Fireplaces and fountains also work.
The outside should be an extension of the inside of
the home, so severely disparate indoor/outdoor looks
aren’t necessary.
What should you pay for a sofa that will last
a lifetime?
Karen Sealy: Up to $8,000 is possible.
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“I’ve been to public days at other shows, and I think
it’s a dumb idea,” said Stephens. “I think it changes
the tenor of the conversation.”
“It’s not a design-oriented enough show here,” said
Wieler. “It’s pulling back curtains that don’t need to
be pulled back.”
“From a retailer’s perspective, the trend in the industry is that consumers want to buy less and less
at retail, and they’re looking for a way to pay less, so
having a consumer day kind of encourages them to
see the other side of our industry,” Stephens added.
“They’re the end of the chain and they’re lopping off
some links in that chain. The chain already has been
stressed with the internet and other ways people can
bypass the retailer, so they’re not doing the retailers
any favors. They’re shooting the retailers, who in essence are who the show is for.”
Wieler pointed out that, much like in a restaurant,
the magic is lost when too much prep is observed. “To
connect all the dots for people in an already stressed
environment, I don’t think it’s helpful. Ultimately, I
don’t think it’s helpful for the consumer. All it’s going
to do is add more confusion.”
While many exhibitors and buyers agreed with
Stephens and Wieler, others were a slightly more
positive on Consumer Day. Some tried to mitigate
potential confusion by preparing lists of retailers for
consumers interested in purchasing products.
“I got a lot of people phoning me, and I told them
they’re more than welcome to come in,” said Sheryl
Lowe, Renwil’s showroom co-ordinator. “I told them
that I can’t sell directly to them, but I can refer them
to a retailer in their area. We all ultimately depend on
the consumer, so I think it’s good they came in here,
looked at the product and hopefully went to a store to
purchase it. It benefits everyone.”
Surya’s Clapham said, “I’m not sure about public
day. When a consumer comes in and we have multiple dealers in an area, who will we suggest they go
to? I don’t like to favor particular dealers.”
The flow of consumers who came seemed steady
throughout the day, with Steven and Chris’ presentation
drawing the largest audience. The trends the designers
discussed were consistent with the trends showcased at
the show, and consumers got to ask the experts about
how to incorporate these trends into their decorating.
During the presentations, the designers drew attention to exhibitors, praising pieces by Huppé, DécorRest, Hellenic Rugs and Pink & Brown, to name a few.
After the event, the QFMA reported they sold a
disappointing 1,300 tickets to Consumer Day and
said it would not be a part of next year’s event. HGO
A regular contributor to HGO Merchandiser, ASHLEY
NEWPORT is a Toronto-based freelance journalist who
writes primarily for trade and business publications.
Her specialties include food, hospitality and emerging
social/business trends.
34
HGO merchandiser
CFS GETS MIXED REVIEWS
FROM EXHIBITORS;
ORGANISERS SAY THE
BLEEDING HAS STOPPED
BY MICHAEL J. KNELL
T
he first edition of the renamed Canadian Furniture
Show received mixed reviews, although nearly every
exhibitor surveyed said they booked reasonable
orders, and promised to return in 2016.
Pierre Richard, president and chief executive of both CFS
and its owner/operator, the Quebec Furniture Manufacturers
Assn., said he was fairly well pleased with this year’s event,
noting that work on 2016 began on June 8 – the day after this
year’s show closed.
Of course, the first question about any trade event concerns
attendance: Did enough of the right people walk through
the halls? Richard said early indications suggest overall
attendance for the 2015 CFS was roughly on par with the
2014 edition of what was then called The Canadian Home
Furnishings Market.
Insiders pegged retailer attendance at about 2,500 or so,
driven mainly by the continuing support for CFS from the
three major buying groups, Cantrex Nationwide, Dufresne
Retail Solutions Group and Mega Group. Total trade
attendance (including decorators, designers and others) was
estimated at slightly fewer than 5,000, although there was no
break-down of that figure.
In a longstanding complaint, exhibitors said attendance
by retailers in Western Canada was light. What was new was
the noticeable lack of attendance by Quebec-based retailers.
This was attributed to two factors. First, CFS was too close
to Quebec’s unofficial traditional moving day, July 1. Canada
Day, it seems, is the most popular
day of the year for households in that
province to change locations. Second,
CFS coincided with the Grand Prix
de Montreal, a very popular sporting
event.
There were some unexpected
twists in overall attendance. Perhaps
Pierre Richard, CFS president, is seen
here with a member of the acrobatic troupe
that entertained market goers when the
halls of the International Centre opened
for extended hours on Saturday evening
– a first for this country’s only national
furniture industry event.