Dallas Market Center Report

By Staff -- Gifts and Dec, 1/23/2006 1:06:00 PM

DALLAS: The Mood

So far, so good. The market mood in Dallas — as in Atlanta — was definitely upbeat.

We caught on to the “mood” even before we set foot on the floor of the Dallas Market Center. In the van coming in from Dallas/Fort Worth airport, most of the passengers were headed for market; our companions were a mixed group of vendors, sales reps and buyers.

Although the ride began quietly, conversation gradually opened up as we inquired who’d been in Atlanta and what their final impressions were. Overall, the feeling was positive, with sales reportedly up. One sales rep said that her company, a major tabletop firm, had its best Atlanta market since 2001.

On hearing this, we inquired as to how the Federated/May department store merger would impact business. The rep observed that with buying responsibilities centralized in the Northeast buying office, regional differences in tabletop use and pieces preferred (for example mugs instead of cup and saucer) might be overlooked, and have an negative impact on overall sales. And of course, with buying centralized, it will take away from each regional rep’s bottom line.

The Federated/May merger also had an unusual “up” side for Waterford Wedgwood. Cindy Mims Nash, vice president of marketing for Waterford Brands, told us that as longtime Macy’s vendors the company had the opportunity to reaffirm its value and relationship to the new owners.

Meanwhile, the company has definitely kicked its marketing into overdrive in an effort to tap into the contemporary buyer, especially new brides living the casual Crate & Barrel/Ikea/disposable lifestyle.

The look of the Waterford line is a transition that is definitely geared to meet the wants of a younger, contemporary buyer.

But the challenge, said Jorge Perez, western regional sales manager, is that new brides don’t think they need the tabletop category. As a leader in the category, Waterford Wedgwood is out to attract the new genre of brides — and breathe life into a category that’s been a bit dormant over the last five years.

From the buzz in the tabletop showrooms it sounds like the “dormant” period may be over.

DALLAS: In the Light

The lighting exhibitors were also busy, and Meyda Tiffany’s showroom in the Dallas Trade Mart was no exception. The company showed many extensions in its popular stained-glass lamp and window lines, especially in the Arts & Crafts style. The company’s Old Forge Collection has been doing brisk business in the custom creations area, and that has influenced the pieces it brings into its regular line.

Old Forge combines metalwork with the lighting elements for a rustic look. But some of the newer pieces feature sophisticated designs with artistic metal elements. One custom piece done recently for a hospital (we saw a photograph), comprised a many-branched vine climbing up a wall. Each of the leaves can be engraved with a donor’s name, instead of the usual bricks or metal plaques that donors receive — a creative and decorative solution that can grow and expand as the donor list does!

In the WAC showroom, it was all about glass, including contemporary pendant lamps with shades in different designs representative of the glass manufacturing styles of their regions of origin — Germany, Seattle, Italy. With a focus on commercial lighting, this company offers adjustable, decorative designs that give stylish illumination to in-store displays.

At Besa, we saw large glass globe lights in three different sizes used to create a lighted, decorative tablescape.

Speaking of lighting… Start planning! January of ’07 will be the grand opening of the lighting expansion in Dallas.

DMC CEO Bill Winsor reported that the expansion of the lighting center is progressing on schedule. “As you may know, we haven’t had much rain here in Texas,” he observed. “Therefore, we haven’t had any weather-related delays.” The new space is already 90 percent leased before construction is even complete. And all that space is going to current tenants for showroom expansions. As interest grows, space that was planned for parking may be converted to showrooms to accommodate new exhibitors.

DALLAS: The Trends

Black and white was the dominate color palette in decorative accessories. Coming off the escalator on the fifth floor, Palacek made the opening statement in black and white, accented by deep lipstick red.

Across the way from Palacek, The Mix showroom’s window displays enticed buyers with a graphic black and white highlighted with cyan blue, representative of new exhibitor Cyan Design.

Mirrors and mirrored finishes are also continuing strong as a sophisticated element, especially when used with black.

Reed diffusors: We saw them everywhere. Xela, we were told, was the first to bring this aromatic idea to market after company owner found them in Greece. — and other companies have followed suit.

Diffusers, aromatic lamps, and other products in the no-flame aroma genre are really hot (scuse the pun!) items for dorms and offices, where flames are prohibited. And it was obviously true, based on the order-writing going on .

Aspen Bay was at market with a whole range of non-flame fragrance products. The company’s recent purchase of Olio has increased its line of family home fragrance products. The Kitchen Kotta line, which is heated in the microwave for a few minutes to release fragrance, was especially unique.

We even got an unusual marketing tip from Aspen Bay owner Karen Reed: Don’t look at what the competitor is doing. “I can’t be bothered with keeping an eye on my competitors,” she said. “It distracts me from my own business.” Her advice is to listen to customers, who often come up with the most unique ideas.

DALLAS: Discovering F!NDS

This market marked the debut of the new temporaries section F!NDS. By all indications, the DMC’s intention to create “a lively, colorful destination for buyers to find unique resources for their stores” is a success. We spoke with many exhibitors who were happy with the section, the traffic, and the business they were doing.

The mood was upbeat. DMC’s Georgia Davis, the “go-to person” who spear-headed the program, noted that 30 percent of the exhibitors in the temporaries are new to Dallas. Their booths were indicated by “new exhibitor” stickers, and their products are highlighted in a gallery.

Speaking of finds, market CEO Winsor told us at a press conference that market employees are looking to find a time capsule buried some 50 years ago on the market’s property. Someone joked that it might be right under the room where we were sitting! The capsule will be part of celebrations to mark the 50th anniversary of the Dallas Market Center.

Winsor had some other news: For the March DMC shows, the market center will bring apparel and gift together for the first time to encourage crossover buying, and create broader opportunity for retailers across the market. The idea is to present retailers with a “broader spectrum of product to keep customers coming back to shop their stores.”

And speaking of ideas…Doug Wilson of TLC’s Trading Spaces, Moving Up and America’s Ugliest was an entertaining keynote speaker. He noted that one of the effects of the shows is that they expose viewers to product ideas and design that they can implement in their own surroundings. The programs show how easy it is to create change — a good thing for gift and decorative accessories buyers. Wilson was also at market to introduce his own line of accessories for Montaage.

DALLAS: The ARTS Awards

The ARTS Awards program — co-sponsored by Gifts & Decorative Accessories — is one of the market’s highlights. The awards honor excellence from retailers, manufacturers, sales representatives and designers in every region of the United States.

Winners included:

Manufacturers

Category:Accent Furniture              Winner:Palacek – Richmond, CA

Category:Area Rugs                        Winner:Feizy Rugs – Dallas

Category:Decorative Accessories    Winner:Global Views – Dallas

Category:Home Textiles                  Winner:Mystic Valley Traders – Woburn, MA

Category:Lighting Fixtures               Winner:Schonbek Worldwide Lighting – Plattsburgh, NY

Category:Permanent Floral              Winner:Natural Decorations, Inc. – Brewton, AL

Category:Portable Lamps                Winner:Arteriors Home – Dallas

Category:Tabletop                           Winner:Vietri, Inc. – Hillsborough, NC

Category: Wall Décor                      Winner:Paragon – Albertville, AL

Retailers

National

Category:National Furniture Store     Winner: Storehouse, Inc. – Atlanta

Regional

East/Atlantic

Category:Furniture Store                   Winner:Greenbaum Interiors – Paterson, NJ

Category:Lighting Showroom            Winner:Elements Distinctive Lighting and Home Furnishings –                                                                  Carle Place, NY

Category:Home Accents Specialty Store   Winner:Accessories, Etc. – Bethlehem, PA

Midwest/Southwest

Category:Furniture Store                 Winner:HW Home – Denver

Category:Lighting Showroom          Winner:Rensen House of Lights – Lenexa, KS

Category:Home Accents Specialty Store   Winner:Back Home Furniture – Austin, TX

West

Category:Furniture Store                Winner:HomeScapes Carmel – Carmel, CA

Category:Lighting Showroom         Winner:Alexander Lighting – Seattle, WA

Category:Home Accents Specialty Store   Winner:Bella Casa – Portland, OR

Product Designer                            Winner: Steven Yarbrough - Global Views

Sales Representatives

Region:East/Atlantic                        Winner:Alexander Fraser

Region:Midwest/Southwest             Winner:BJ Ferber

Region:West                                   Winner:Judy Feinstein

Rising Star Award                          Sans Souci – Beaumont, TX

Academy of Achievement               Clive Lubner – Robb & Stucky

--Maria Weiskott and Caroline Kennedy