Dallas Market Center

Noted in the Guiness Book of World Records as the world's largest wholesale merchandise mart, the Dallas Market Center attracts buyers from the U.S. and nearly 100 other countries. Gifts & Decorative Accessories spoke with DMC President and CEO Bill Winsor about the history and continuing development of the mart.

Gifts & Decorative Accessories: What differentiates the Dallas Market Center from other marts in the U.S.?

Bill Winsor: We're not only the largest market center in the United States, but have experienced unprecedented growth over the last few years, including the addition of hundreds of new showrooms and the launch of a new temp show for the June Market; it will be our largest in more than a decade.

We have an unparalleled representation of products for the Home Market — our depth in lighting and floral, as well as apparel is international, for example — and our representation of home decor products further reinforces our position as the Total Home Marketplace. I don't believe any other marketplace in the country has the number of resources in apparel we have either.

In addition, our buyer base continues to grow as we welcome more buyers from across the U.S. and from around the world. Lastly, we're the only market center with a retail development division that develops private buying events for large scale retailers throughout the year. Our team manages scores of buying events specifically designed for individual buyers every year.

GDA: What motivates expansion of the market center into specialized niches like lighting?

BW: Cross merchandising is a vital strategy for all retailers. Lighting, for example, is the fastest growing home category and is a natural complement to the total home assortment that we offer including decorative accessories, furniture and floral products. By offering a wide variety of products, we create a unique marketplace synergy that buyers can't find elsewhere.

GDA: Are there any near-term or long-term plans for additional expansion of any particular niche?

BW: Dallas has an unprecedented momentum going into our next 50 years. We are always looking for new ways to maximize our merchandise assortment for the benefit of retailers.

In the near future, we will launch an entire floor dedicated to children's product. And we continue to bring in new showrooms and expand the F!NDS temp show with hundreds of new resources.

The recent announcement by the Toy Industry Association to bring the group's Fall Mass Market show to Dallas is a huge win for Dallas. We competed with Atlanta, Orlando, Los Angeles and New York, for this event. And, we are exploring ways to serve this important industry category in the future.

GDA: Are there any particular gift categories that you've seen fall out of favor with consumers?

BW: Retailers have been challenged like never before in recent years. So in order to remain competitive, the retailers' merchandise mix has broadened significantly, which has resulted in unique opportunities for manufacturers to reach more potential customers who are creating “lifestyle” oriented stores. Product trends come and go, but the most important market trend we have observed is a customer base that is buying broadly across product categories from gift and home to apparel and fashion accessories. This is one of our unique strengths as a destination: Retailers can accomplish all of their buying needs here in Dallas with one stop.

GDA: During your tenure, what “next big things” do you remember most?

BW: Approximately 15 years ago there were dire predictions that the Internet would alter the sourcing process dramatically, thus making market centers like Dallas obsolete. Pundits were predicting buyers would never have to leave their stores to tap into markets online. Undeniably, the Internet has provided a powerful information tool for retailers.

But buyers still attend markets as they always have. Merchandising is a tactile process. And markets are more than just buying. Interacting with the industry is important for both retailers and manufacturers. Observing trends, understanding what their peers are doing, and old fashioned interaction is still as important as it always has been. Markets are the original “interactive” environment dating back to Persia.

GDA: Is there anything that you personally would like to tell our readers about the Dallas Market Center?

BW: Celebrating a milestone such as 50 years always comes with some nostalgia. And as we look back we can say that our success has been built by the customers we serve — the buyers and the sellers. And importantly, we have a team of professionals that listens to customers; and responds. After all, we have welcomed more than 15 million people to our marketplace over the last five decades. It is very appropriate for us to thank our customers for their continuing support. And we thank our founder, Trammell Crow, for having the vision to launch our company five decades ago. We have had a big past and are looking to a bigger future.

GDA: What is the best gift you ever received?

BW: My grandson!

GDA: What is the best gift you ever gave someone else and what was the occasion?

BW: I gave my dad and mother their first airplane ticket. Neither had ever flown and my dad, a rancher, was 70 at the time. They flew to Dallas from South Texas. You would have thought it was around the world, he was so excited. While it was not the most expensive gift I ever gave, it was the gift that was received better than any before or since.