A Call to Arms: The Industry Needs You Now!

In the recent past our industry’s natural born leaders would step up to the helm and take their turn at the wheel as a member of the Association’s Board of Directors. Past presidents like Robin Reid, Chet Stoler and Bob Naboicheck headed up some of the larger companies in the category, and other owners like Shari and Joe Hammer of SIS, Karen Day of Otis, Dave Beuchner of The Home Store, Dan Neenan of Futon Expres’, and many, many others did their part as board members along the way.

We need that kind of leadership now. As we head into our third decade we need the men and women who are at the forefront of the industry to step up and volunteer their time, energy and passion to the causes of the category they helped build. It’s the right thing to do.

With all the competitive issues surrounding China and the furniture trade, and changes happening due to the opening of the WMC in Las Vegas (and its effect on the Association’s stand alone trade show) FAI may find itself going from essential to irrelevant just a few years down the road.

My hope, and the reason for this editorial, is that the owners and company presidents who are driving the industry today will realize how critical their participation is at this juncture. These busy, intelligent, hard working men and women must be in a position to make an impact so the products they design, manufacture and sell will remain an accepted and vital part of the home furnishings landscape for years to come. Our maturity as a category is obviously a great thing. If the futon sofa sleeper category is actually folding into the home furnishings industry-at-large, and gaining market share at the same time, then the Association has done its job well. Maximizing that growth and securing our share of the market must now become our highest priority. The leaders of the industry must step up now so the dollars spent over the last ten years on creating the category’s footprint will gain us the greatest possible advantage in the marketplace. Do I hear an “Amen” out there?

I can only speak for myself but I think there is still room for a vision of the future that sees gains and not losses. Business is tough all over, but the marketplace thrives on optimism and the belief that if the product has value, and you build it, they will come.

Showtime 2005: Who Knows Where or When

I will be heading to Milwaukee next week (6.18.04) for the first meeting of the FAI Board of Directors of 2004-05. Congratulations to Tom Conard and Sue Tedesco our two new board members, and special thanks to Pattie MacMillen and John Christiansen who will be handing in their gavels after several years of service. The big topic this year is the future of the FAI annual trade show and conference, The Futon & Specialty Sleep EXPO™.

The WMC looks like a go for June 2005. Yeah I know its hot in Las Vegas in June but I can’t think of a bigger mistake than not being there. Fifteen to twenty thousand buyers can’t be a bad thing. The problem is (as always) the money. FAI has always been able to survive and thrive on its unique, independent show. Tambra Jones, the hard working and all around excellent Expo Manager, and the Board have always spent quality time discussing the venue, party sites, space rates, conference topics and speakers, and everything else that needed to be planned for the show to succeed, and it has been a huge success for the Association.

But like any maturing market, the manufacturers that thrive need to see more and bigger fish to grow. Many of those fish have come to the Expo in the past, but now they see everything they need to see at High Point, San Francisco, and Tupelo. WMC is another fancy chef coming to the table, promising a tasty menu of buyers for all.

You all know the story. I’ve been telling it here for twenty years. Specialty retailers are the heart and soul of the industry. They are in the category because they believe in the category. These companies need to thrive, and do thrive based on the specialty model: a super selection of products, deep product knowledge, merchandising that looks like Met Home, commitment to the ideals of comfort, quality, and value, and flexibility to quickly adapt to change. They create a personal relationship with their customers and it works. Discerning consumers shop categories in specialty stores, and these sharp entrepreneurs contribute immeasurably to the footprint of the industry. Many of these companies are and have been members of the Association for years. They all buy from the manufacturers who advertise in these pages and the pages of several of my competitors. They know who the manufacturers are and the manufacturers know them.

Bottom Line: Manufacturers and suppliers need new business too. Restaurants have regulars that come in every day. Furniture stores have regulars that come in every three to five years. The more regulars the better, but growth comes from new regulars joining the cycle.

All the hard work, sweat and tears notwithstanding, the past three years have been lean at the Expo when it comes to new buyers. The recent show in Philly provided a wonderful time for exhibitors and attendees to talk about new products and party together at the best banquet in years. Business was okay, but new business was sparse, or so I was told by many on the selling side. Drive in traffic, the reason for the traveling show concept, was non-existent.

The world is changing. FAI needs to adapt by finding new ways to add value and stay out in front of the curve no matter where it leads.

Irma McInnis, 1955-2004 Past FAI Board Member, Friend

Along with everything else, this is also our Tribute to Irma McInnis issue. Here’s an Irma story to add to the many told over the past few months since her untimely death in March.

Poached Lobsters

My wife Sharon and I had an open invitation to stay at Irma’s place on PEI (Prince Edward Island, Canada). At the very beginning of the summer of 1994 we drove up from our place in Warwick, Rhode Island through Maine and on up to Moncton, New Brunswick. Back then you took a two hour ferry ride to get to the land of white potatoes, red beaches and Anne of Green Gables. Today there is a grand bridge.

We drove up to Tignish on the north west coast of the crescent shaped island and settled in for two or three days alone before Irma and Rick arrived. It was so dark at night we had to buy some nightlights so we could see as we stumbled around in the dark. Another old friend, Ron Massey of Horndove, was also headed up for a week of vacation with our little troupe. Ron had Feather in tow, and was ready for a little sailing on the Gulf of St. Lawrence off the Kildare Coast.

After all had arrived Irma sold us on the idea of a lobster dinner with all the fixins. Everyone said things “Ummm,” and “Oh yeah,” and stuff like that. The night before the lobster feast Irma got us all together at about 9:00 at night and said we were going down to see her friend, I think his name was Rollie or something like that. Rollie was a neighbor and high school buddy who did security down at the local marina. When we got there Irma was looking around like those thieves and assasins do on prime time TV crime dramas. “There he is,” she said. Rollie walked up and we all listened to a couple of stories from the old days. Rollie then handed Irma two burlap sacks. He was looking around too, with this guilty look on his face. Irma smiled and said, “Poached lobsters taste best.” We said bye to Rollie and went home with about twenty-five lobsters, all of which went down the hatch the following night, devoured by our group of about eight, all staying at Irma’s place on PEI.

Irma would not want any of us to lament too much over her passing, another example of what a fine human being she was. But it is always sad to lose a friend, especially one who exhibited the qualities of genuine hospiality and friendship Irma did. Thanks Irma!

FL