FOURTH YEAR BRINGS CHANGES, SLIGHT DROP IN ATTENDANCE
Philadelphia Furniture and Furnishings ShowFOURTH YEAR BRINGS CHANGES, SLIGHT DROP IN ATTENDANCE |
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| by Kirsten Coughlin | |||
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The Philadelphia Furniture and Furnishings Show, previously known as The Philadelphia Furniture Show since its inception in 1995, had consistently experienced a rise in exhibitors and attendance each year. The show's "newness" factor seems to have leveled off this year, with attendance around 10,000, down nearly 1,000 from last year's show, despite the increase in the number of exhibitors from 216 to 252. Exhibitors noted that the decline in attendance may have been affected by an antique show being held in Philadelphia during the same weekend, or by the traffic delays on the Schuylkill Expressway. Nevertheless, the Philadelphia Furniture and Furnishings Show, still in its formative years, showed signs of progress, as indicated by the name change and the success of many exhibitors.
Held April 17-19 at the Pennsylvania Convention Center in Philadelphia, Pa., the show took on a new marketing tool -- selling the new and improved exhibitor catalog (for $8) to those unable to attend. "We want to make our catalog an archival document -- for collectors, museums, buyers, designers, retailers, etc. ... Make it a year-round series of resources; a page-by-page pictorial," says Bob Ingram, co-promoter of the show. Ingram and Co-promoter Josh Markel, both furniture makers, have distinct goals for the show's future: to put equal emphasis on furnishings and furniture, and to establish a buying pattern with the audience. According to Ingram, furniture makers experience 70 percent post-show sales, compared to furnishings artists, who sell 50 to 90 percent of their work during the show. "We want to boost sales at the show," states Ingram.
Ingram's statement hit close to home for two furniture makers -- John Bonato and Rob Hare. Bonato, owner of Signature Woodworking in Vineland, N.J., incorporates environmental products of newspaper and soybean into his wood work. Bonato says his work has a 70 percent recycled value, and he is trying to create a niche for himself.
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Bonato did not sell any of his office or home furniture at the show, where he was exhibiting for the first time. Although he didn't make any money, he is not discouraged. "I usually don't know what my sales will be like for another year after the show," says Bonato. "Furniture is not a cash-and-carry product."
Bonato's custom-made furniture can range from $3,000 for an office desk to more for items like conference tables. "It all depends on the design," says Bonato.
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Hare, a wood and metal custom furniture maker, and fourth-year veteran of the show, did not sell any work either. However, he noticed a lot of interest, and says his prospects look promising.
Hare, of Kingston, N.Y., says last year was his best year at the show. He made nearly $30,000 from his dining tables, cabinets and chairs. The price of his chairs range from $650 for a side chair to $750 for an arm chair. His other pieces of furniture, like dressers, dining tables and beds, can cost over $10,000.
When asked about the growth of the show, and the name change to include the word "furnishings," Hare expressed that he was concerned about the new direction. While he praised the quality of work at the show, he isn't sure how the mix will affect furniture makers.
"I did not have as much time this year to walk the show, but surrounding exhibitors seemed to think the level of craftsmanship was better this year," says Hare. "But there's more craft and less furniture. It's an imperfect world." He continues, "My concern with this show is that the promoters want to bring in lower-priced work to the show to draw people in. The thinking is that these are the people that will become the future high-end [furniture] buyers. My work is priced at the high-end already, and I am concerned because my audience is already limited."
Among furnishings exhibitors sales fluctuated, depending on medium. Second-time exhibitor Kimberly Klein from Lancaster, Pa., and maker of quilts and pillows, experienced higher sales this year than last year. Exhibiting a new line at the show, her work ranged from $40 to $60 for pillows to $300 to $800 for quilts. Klein said that surprisingly, quilts sold better than her lower-priced pillows.
"It's a very good show to try things out," says Klein. "It's a very savvy crowd; they have a high knowledge of interior design."
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Klein says she likes doing artist-run shows because craftspeople's concerns are addressed. "It is still a new show and each year it gains momentum," comments Klein. "The contacts you make [at the show] are worthwhile -- you don't always have sales."
Christian Thirion and Ramona Zavala of GlassArt in Millport, N.Y., experienced high sales. This was their second time at the show. "We met our number and more," says Zavala, who handles design and marketing for the business. "It's not a show we do very often. It's hard to gauge, you never know what sales will be like with new work."
Thirion and Zavala make one-of-a-kind glass sculpture, ranging from $200 to $1,400 for glass vases and sculptural work, depending on the technique used to create the piece. Zavala said that sculptural items priced at $350 and higher sold best.
Ellen Sall, owner of Born Again Lamps in Merion, Pa., sold many of her mixed-media, one-of-a-kind lamps made with found objects. This was her first time exhibiting at the show. "I had great sales -- I sold about 20 pieces."
Sall makes humorous, sculptural lamps from materials she finds at antique stores, flea markets, etc. Each has a name and a theme. "My work is not for everyone," says Sall. "Those looking for the unusual and something to collect like my work." The lamps are priced from $150 to $725. Sall says most of the pieces she sold were in the $400 price range.
"I was tickled to be in this show," exclaims Sall. "I felt honored to be included in this group [of craftspeople]."
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At the same time, there were some furnishings makers who did not sell as well as their exhibiting neighbors. Natalie Wieters, a ceramist from Philadelphia, Pa., makes colorful vases and serving ware. This was her fourth time at the show. "Sales were down for me -- my sales grew steadily until last year," says Wieters.
Wieters work costs $20 for a bud vase to $375 for a one-of-a-kind vase. She said she sold a full range of work, just not as much of it this year. "People think they can see me again because I live in Philly," notes Wieters. "Although I did meet a lot of new customers who may buy later."
Deborah Muhl, a basketmaker from Spinnerstown, Pa., says, "Sales were decent, but a little disappointing. But I often experience follow-up sales. Several clients were 'into' my work but have never seen it before, so they need to see it again. I never judge a show before six months to a year."
Muhl makes one-of-a-kind baskets from sculptured sweet grass which she purchases from Native Americans in Maine. Muhl uses a coiled technique on her baskets, which cost anywhere from $450 to $4,000. For Muhl, it wasn't a price factor determining which items sold. She says she sold pieces priced across the board. "People bought for a particular decorative place," says Muhl.
Muhl praises the show promoters and their ability to successfully produce a "new" show. "The show is still in its up-and-starting phase -- it's a new concept. The premise of the show is exciting. ... All in all it was a beautiful show, wonderful furniture and furnishings, very top of the line."
Kirsten Coughlin is editorial assistant of The Crafts Report.
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