Market Report — Dallas
By Caroline Kennedy -- Gifts and Dec, 6/28/2006 6:00:00 AM
The summer shows often seem a little slower than the winter markets. And while the summer Dallas was quite active, it was still easier to get up to the top of the World Trade Center for the F!NDS temporaries than it was during the January show. When vendors don’t have to interrupt business to talk to a reporter, that tells you that the traffic isn’t there. Nevertheless, the mood was upbeat. Colleen Ho, president of Berkeley Designs, expressed what many seem to be feeling about the business landscape: the attitude is still cautious, but there’s anticipation of a turnaround. We can only hope that the increase in gas prices doesn’t dampen this feeling.
On the downside, we encountered several disgruntled buyers who were upset by not being able to shop as late as prior markets on Saturday night. (Show managers take note: market attendees are creatures of habit, planning their schedules according to what they know to be the normal market pattern, especially when it comes to show hours.) Saturday is generally an “open ’til 8” buying night in Dallas. But at this market, many showrooms closed early, some at 6, most at 7 p.m. We, too, were inconvenienced by this change of hours.
Fashion Passion
Fashion accessories are becoming a hot item at Berkeley Designs, according to Colleen Ho. Many of the company’s customers who previously did business in the collectibles category are now turning to fashion, and they’re not alone. In a survey of pre-registered buyers conducted by the DMC, more than 50 percent said they were coming to market to buy fashion accessories. It is a category that is easy for the buyer to understand and it is an easy sale to their customers … and for Berkeley, it generates reorders on a regular basis.
However, Ho admits it’s a challenging category to stay on top of, because apparel fashion trends change quickly and are subject to the whims of the market. One line attracting a lot of interest at Berkeley is beautiful paisley-patterned shawls that double as throws or table runners in the home. They come in a range of muted jewel tones for fall, and have the look and feel of luxury pashmina at a price point that offers the retailer a good markup plus affordablility.
Ho also reinforced a message we’ve heard often: today’s consumers are much more savvy and confident about style — both in home accents and personal fashion — because of programming on HGTV, TLC and the Style Network. As a result, retailers need to keep things fresh and adapt quickly to changing trends. By keeping things fresh, Ho meant not only new product, but creating dynamic displays to make existing product look new.
The Passion for Fashion lines at Coyne’s and Company also attracted a lot of interest in Dallas. Introduced this market, the “Best of Friends” line taps into two hot trend categories: pets and handbags. This collection of bags and totes features black and white photographic images of puppies and kittens accented with rhinestones. Passion for Fashion also includes two designer lines of jewelry, and designer Rebecca Ray was in the showroom to present her collection of stylish fashion accessories.
Off the runway, Coyne’s introduced a full line of new Speed Freaks collectibles under the Country Artists brand. Originated in the U.K. by artist Terry Ross, the line was offered in a limited launch this past January, and now the entire collection of whimsical muscle car caricature figurines, mugs, and key rings is available.
Fashion F!NDS
Fashion was also a strong part of F!NDS, in the temporaries section. Deborah Lewis Design’s high-end handbags drew strong interest, especially lush bags in a mossy green suede accented with brown leather. Also attracting interest: the DL Studio line of moderately priced handbags that offer Deborah’s distinct flair executed in more affordable materials. Originally launched and marketed through Enesco, the line was taken back to market and develop. This enables Deborah to reach a whole new customer base at lower price points.
Maximal Art’s John Wind, who’s known for Victorian-influenced special occasion jewelry, presented his latest fashion vision, The John Wind Signature Collection, featuring pieces with vintage elements, such as charms or tassels, and vintage-influenced styling with an updated look. Necklaces can be layered or worn alone. Wind has also introduced some of the Signature Collection styling into Maximal Art, creating upscale, classic styling in holiday and special occasion pieces. One trend to be on the lookout for is a new definition of “vintage.” (What the Boomer generation classifies as “Retro” — styles of the ‘60s and ‘70s — is “vintage” to the Gen-Xers and Millennials.) Lockets are another element of personalization that changes from an accessory to an heirloom the moment that you insert a photograph or other memento in it.
At Silvestri, the A La Mode collection of silky scarves and shawls was a traffic stopper with rich colors and usual design treatments. The Diamond Pucker and the Lattice Pucker styles are real standouts, and many can double as sashes as well.
D.L. Rhein has also added its signature couture style to handbags and totes that complement the company’s home accessories. The D.L. Rhein line also has new desk sets in the same fabrics as the home textile line licensed with Peking Handicraft. It’s a partnering that brings a coordinated look to home decor across licensees.
The Times Are Changin’
Silvestri’s Edie Lufkin noted that although the U.S. retail division of April Cornell has entered into Chapter 11 bankruptcy, the brand and its licenses are still viable and strong. According to Lufkin, the closing of Cornell’s retail stores has actually strengthened the license. Among the new April Cornell-licensed offerings at Silvestri is a collection of paper tableware that will add style to a picnic or garden party, without risking the breakables. With patterns taken from Cornell’s textiles, the designs reproduce the look of fabric.
In the F!NDS section, we were surprised to find Russ Berrie & Co. exhibiting in a temporary space. This is a new direction for the company, according to senior v.p. Russ Hines. Russ Berrie is redirecting its sales approach by closing some of its permanent showrooms, and reinvesting that money into temporary spaces at more shows. For this long-established industry giant, the new strategy is a way of getting back to basics and focusing on getting the product to the buyers.
In addition, after a detailed survey of the company’s SKUs, Hines said that the company will pare back and concentrate on the core lines that comprise the majority of Russ Berrie’s sales. This is an approach that Berrie himself would be proud of.
“Concept” Decorating
CBK was doing business like gangbusters, according the Glenda Ray, v.p. of marketing. Early numbers had already exceeded expectations for the market, with the new “Concepts” receiving an especially enthusiastic reception. “Concepts” are total decorating programs of cross-merchandised, themed products that are shipped en masse to the retailer. Ready to open and sell, this marketing concept takes the guesswork out of achieving a lifestyle look. There are six Concept themes: Villa Tuscano, Silk Road, Kilimanjaro, Antiquity, Vintage Chic, and Treasures of the Nile.
On the Scene
And it wouldn’t be market without celebrity and artist appearances. This market was no different, with industry icon, Gene Freedman, former CEO of Enesco, making the rounds to introduce Starlite Creations’ new collection, Elsa’s Safari. This charming collection is inspired by Freedman’s granddaughter Elsa, who encouraged her grandfather to go on Safari and take her with him. The sculptures represent the African wildlife animals as seen through her eyes; they also represent the special bond between elder and child.
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