Poznan's Meble 2000 Fair Gains Momentum With Fabric Suppliers
December 12, 2000
Exhibitors Discuss Growth Opportunities Eastern European and Polish Markets
Poznan, Poland — Upholstery mills and their agents scored major inroads with Polish furniture manufacturers and wholesalers at the Poznan Meble 2000 fair, according to those surveyed by Sipco News Network.
Dekora Sells the World Market
The taste of Polish buyers is becoming more international, many sources confirmed.
"Roughly 20% of our production is for the domestic (Poland) market," said Jaroslav Sterba, sales manager of Dekora Jenicek, the largest upholstery mill in the Czech Republic.
He said that 80% of the production goes to the rest of the world.
"Of the four million meters we produce a year, between 20% and 30% of it goes to IKEA and is sold in all of the IKEA shops. We also produce the fabrics for the IKEA sofa beds."
The company began operations in 1993 and employs 500 workers and has a separate export department. Dekora also exhibits at Decosit in Brussels.
Turkish Fabric Group Gains in Polish Market
Armado International, based in Swarzedz, Poland, has recently expanded and invested in a new warehouse, showroom and offices in order to serve the Polish manufacturers and wholesalers.
Armado is a stocking distributor of Turkish textiles from five Turkish mills, which produce jacquards, velvets, chenilles and ecological leather.
"We have upholstery fabrics, decorative fabrics and curtaining. Our prices range from $3 to $10 per meter," said Sagip Karapinar, president.
He also expects to represent other mills from Belgium, U.S.A. and Spain. "We're in the wholesale market and we sell to furniture manufacturers," he said. "Within the next two years, I am planning on the fact that wholesalers only buy from me. We hope to have everything they need and will just buy from our company."
Armado also exports fabrics to the Ukraine and Russia. F & H Schumann Intensifies Market Presence in Poland
"The Polish market has become more international, especially in design. What we have to offer is contemporary and it does flow very well into this export market," said Margarete Pollex, area manager export for F & H Schumann. She said the marketplace has changed in recent years, especially in terms of taste and fabric preference.
F & H Schumann, a textile producer and converter based in Coburg, Germany, has been represented in Poland for the past five years through manufacturer's representatives, Handlowa "Mag 96," Grzegorz and Mariusz Stojanik.
The company's sales continue to develop in the Eastern European countries. "We consider this market and the other Eastern European markets capable and worthy of further development by our company," she said.
Currently, Schumann attributes roughly 25% of its sales to export, a figure, which is growing, Pollex said.
To help boost export, F & H Schumann exhibits at Meble. "This is our fourth time at Meble. It helps us make new contacts, strengthen our existing contacts and view the new collections. Also, our customers are in Hall 25 with their furniture covered in our upholstery fabrics. It's a great opportunity to see how our products are integrated into their collections and, of course, the perfect setting to see the trends."
Klemens Ritter Textile: Going Strong in East Europe
"Ten years ago when I first began to work this market, you could sell anything, but times have changed and so have the tastes here," said Klemmens Ritter, a sourcing agent.
In his eighth year at the Meble show and with 10 years of sales experience in Poland to his credit, Ritter has seen major changes.
Today, Ritter represents four major companies: Spandauer Velours SV of Germany, Clavan Moebelleder of Belgium, Kolovrat of the Czech Republic and Yebane of Spain. His principals offer flock, jacquards, velvets, leather and chenilles to the furniture manufacturer.
Ritter has two permanent workers in Poland. He spends two weeks a month working the Polish market. Outside Poland, he's active in Eastern Europe and has permanent workers in each Eastern European country.
"The Russian crisis has influenced the market; however, they are still good partners and things continue to run smoothly," he said.
Microfibres Europe Distributor Sees Growth
"I sell Microfibres Europe because the Polish market does not make flock in this quality and price," said Tomasz Antos, principal of Niagara At, the company that represents Microfibres Europe in Poland. Operations are based in Czestochowa, Poland with a warehouse and showroom totaling 700 square meters.
"We try to use Polish fabric first, but if the international market has the quality and price, we go abroad. Of all the flock on the Polish market, 80% of it comes from Microfibres."
Antoz said that the emergence of chenilles in the market last year was a lucky break for Niagara. "When chenilles entered the market last year, they split the Polish market, so now half of the market prefers chenilles and half of the market prefers Microfibres."
Niagara has capitalized on this new demand by selling American chenilles. Antos has a close working relationship with Continental Textile Corporation of New York, the source of Niagara's U.S.A. chenilles.
However, Antos said selling American chenilles in the Polish market is a challenge. The difficulty arises when a client judges the American chenille to be similar to a Chinese chenille. Antos said that although the Chinese products are often substandard quality, it could be difficult to justify the more highly priced American chenille.
Meanwhile, Turkish chenilles present a different challenge. "They can enter the market without duties and taxes which gives them a price advantage over my American-made chenilles," he added.
Antos said the Polish economy is, "Not always so good, but every year business is growing for me. Since only my firm has these kinds of chenille patterns in Poland, my business does very well and continues to grow."
Antos still feels that he has the best quality flock in the world with the best patterns. "Microfibres offers new patterns and designs and these patterns usually meet with big success in Poland," he said.
According to Antos, sales are on the increase. "During the Poznan Fair, I was able to increase an order by 15,000 meters, so my normal Microfibres order skyrocketed from 40,000 to 55,000 meters," he said.
However, because Microfibres Europe raises prices "semi-regularly," Antos said he loses some market share with each increase. "The Polish market is very price-conscious and reacts to these regular price increases by substituting other fabrications. It also demands new products each year. Microfibres has been helpful in coming up with new base cloths and new patterns which help offset the market share we have been losing with these regularly occurring price increases.
A veteran of the Polish marketplace, Antos recognizes the significance of the relationship between price and quality. Hence, he buys three kinds of qualities at varying price points, and, he said, the market accepts all three qualities.
"Chenille is one of the products that has been absorbing some of the lost market share of Microfibres Europe as the flock prices increase."
Antos said that the contacts he made at the Meble show were useful. "Although, I have not exported before, I will do so after the show to both the Ukraine and Lithuania."
Ter Molst Anticipates Growth of Polish Market
Ter Molst of Belgium focuses on Polish furniture producers and sells to the Germans who come to Poland to produce the furniture and then export it to Germany.
Meble is "not so much a selling fair, but fertile ground for making contacts, meeting up with lots of people and seeing how you can work together after the fair and the rest of the year," said Bjorn Craeynest, sales manager.
"Meble is a great source for ideas and an excellent venue to see what customers are doing. It is a perfect place to gain insight into the specific demands of this market. This is a learning experience and we can glean ideas on what we need to do for product development. I'm very upbeat about the show, but it is a bit too long," he added.
Craeynest said the "business is growing more internationally and the products have been upgraded. The taste here has improved and the Poles are buying European taste and quality."
He also said the Polish market is still in the developmental stages, but Ter Molst sees the business is growing in Poland.
Quaker's First Time at Meble
The American jacquard producer, Quaker Fabric Corp. (Fall River, MA) exhibited for the first time at the Polish furniture exhibition.
"As this is our first time at Meble, our primary mission is to gain an understanding of the product and service aspects, which are important," said Stephen Schroeder, Middle East sales manager.
"Our Polish agents, Phu Krajka of Gdansk, Poland, have the contacts and the clients. We want to determine which collections customers will buy if the goods are available from an in-stock position. At this show, our main goal is to learn about the colors, designs and which price points the market wants. Beyond product, it is also a priority to understand how best to service the Polish market," he said.
Quaker's presence in the Polish marketplace is recent. It has no warehouse facilities in Poland but services the market from its Netherlands-based warehouse, which will continue to function as a base, Schroeder said.
"Poland is historically a furniture-manufacturing center. "It appears to be a good traditional market and one that not only services its domestic customer base but also exports to both the East and the West.
"We have brought something new to the market and the reaction has been very positive. The market is interested in the mid- to upper-end of the Quaker line and in some portions of our Whitaker line, which is our upper end line.
Speed of service will also play a role in determining Quaker's success in this relatively new market, according to Schroeder. "Sales increases in this market are based on how fast we get the inventory into the market," he said.
Schroeder said that the company has learned that although several trends exist in the market, "everyone seems to be moving towards plains and semi-plains at the moment."
Annabel Sales in Poland Increase
Annabel's Belgian production manager, Bruno Derumeaux, finds the taste at Meble basically the same as in Belgium. "This is really a big market for us," he said. "This year we have not introduced any new items at the show, nor have we specifically produced for this market. Since they have the same taste as the Belgians, they like everything."
The firm Agmamito represents Annabel in Poland and together they are citing an increase in sales every year.
Poznan, Poland — Upholstery mills and their agents scored major inroads with Polish furniture manufacturers and wholesalers at the Poznan Meble 2000 fair, according to those surveyed by Sipco News Network.
Dekora Sells the World Market
The taste of Polish buyers is becoming more international, many sources confirmed.
"Roughly 20% of our production is for the domestic (Poland) market," said Jaroslav Sterba, sales manager of Dekora Jenicek, the largest upholstery mill in the Czech Republic.
He said that 80% of the production goes to the rest of the world.
"Of the four million meters we produce a year, between 20% and 30% of it goes to IKEA and is sold in all of the IKEA shops. We also produce the fabrics for the IKEA sofa beds."
The company began operations in 1993 and employs 500 workers and has a separate export department. Dekora also exhibits at Decosit in Brussels.
Turkish Fabric Group Gains in Polish Market
Armado International, based in Swarzedz, Poland, has recently expanded and invested in a new warehouse, showroom and offices in order to serve the Polish manufacturers and wholesalers.
Armado is a stocking distributor of Turkish textiles from five Turkish mills, which produce jacquards, velvets, chenilles and ecological leather.
"We have upholstery fabrics, decorative fabrics and curtaining. Our prices range from $3 to $10 per meter," said Sagip Karapinar, president.
He also expects to represent other mills from Belgium, U.S.A. and Spain. "We're in the wholesale market and we sell to furniture manufacturers," he said. "Within the next two years, I am planning on the fact that wholesalers only buy from me. We hope to have everything they need and will just buy from our company."
Armado also exports fabrics to the Ukraine and Russia. F & H Schumann Intensifies Market Presence in Poland
"The Polish market has become more international, especially in design. What we have to offer is contemporary and it does flow very well into this export market," said Margarete Pollex, area manager export for F & H Schumann. She said the marketplace has changed in recent years, especially in terms of taste and fabric preference.
F & H Schumann, a textile producer and converter based in Coburg, Germany, has been represented in Poland for the past five years through manufacturer's representatives, Handlowa "Mag 96," Grzegorz and Mariusz Stojanik.
The company's sales continue to develop in the Eastern European countries. "We consider this market and the other Eastern European markets capable and worthy of further development by our company," she said.
Currently, Schumann attributes roughly 25% of its sales to export, a figure, which is growing, Pollex said.
To help boost export, F & H Schumann exhibits at Meble. "This is our fourth time at Meble. It helps us make new contacts, strengthen our existing contacts and view the new collections. Also, our customers are in Hall 25 with their furniture covered in our upholstery fabrics. It's a great opportunity to see how our products are integrated into their collections and, of course, the perfect setting to see the trends."
Klemens Ritter Textile: Going Strong in East Europe
"Ten years ago when I first began to work this market, you could sell anything, but times have changed and so have the tastes here," said Klemmens Ritter, a sourcing agent.
In his eighth year at the Meble show and with 10 years of sales experience in Poland to his credit, Ritter has seen major changes.
Today, Ritter represents four major companies: Spandauer Velours SV of Germany, Clavan Moebelleder of Belgium, Kolovrat of the Czech Republic and Yebane of Spain. His principals offer flock, jacquards, velvets, leather and chenilles to the furniture manufacturer.
Ritter has two permanent workers in Poland. He spends two weeks a month working the Polish market. Outside Poland, he's active in Eastern Europe and has permanent workers in each Eastern European country.
"The Russian crisis has influenced the market; however, they are still good partners and things continue to run smoothly," he said.
Microfibres Europe Distributor Sees Growth
"I sell Microfibres Europe because the Polish market does not make flock in this quality and price," said Tomasz Antos, principal of Niagara At, the company that represents Microfibres Europe in Poland. Operations are based in Czestochowa, Poland with a warehouse and showroom totaling 700 square meters.
"We try to use Polish fabric first, but if the international market has the quality and price, we go abroad. Of all the flock on the Polish market, 80% of it comes from Microfibres."
Antoz said that the emergence of chenilles in the market last year was a lucky break for Niagara. "When chenilles entered the market last year, they split the Polish market, so now half of the market prefers chenilles and half of the market prefers Microfibres."
Niagara has capitalized on this new demand by selling American chenilles. Antos has a close working relationship with Continental Textile Corporation of New York, the source of Niagara's U.S.A. chenilles.
However, Antos said selling American chenilles in the Polish market is a challenge. The difficulty arises when a client judges the American chenille to be similar to a Chinese chenille. Antos said that although the Chinese products are often substandard quality, it could be difficult to justify the more highly priced American chenille.
Meanwhile, Turkish chenilles present a different challenge. "They can enter the market without duties and taxes which gives them a price advantage over my American-made chenilles," he added.
Antos said the Polish economy is, "Not always so good, but every year business is growing for me. Since only my firm has these kinds of chenille patterns in Poland, my business does very well and continues to grow."
Antos still feels that he has the best quality flock in the world with the best patterns. "Microfibres offers new patterns and designs and these patterns usually meet with big success in Poland," he said.
According to Antos, sales are on the increase. "During the Poznan Fair, I was able to increase an order by 15,000 meters, so my normal Microfibres order skyrocketed from 40,000 to 55,000 meters," he said.
However, because Microfibres Europe raises prices "semi-regularly," Antos said he loses some market share with each increase. "The Polish market is very price-conscious and reacts to these regular price increases by substituting other fabrications. It also demands new products each year. Microfibres has been helpful in coming up with new base cloths and new patterns which help offset the market share we have been losing with these regularly occurring price increases.
A veteran of the Polish marketplace, Antos recognizes the significance of the relationship between price and quality. Hence, he buys three kinds of qualities at varying price points, and, he said, the market accepts all three qualities.
"Chenille is one of the products that has been absorbing some of the lost market share of Microfibres Europe as the flock prices increase."
Antos said that the contacts he made at the Meble show were useful. "Although, I have not exported before, I will do so after the show to both the Ukraine and Lithuania."
Ter Molst Anticipates Growth of Polish Market
Ter Molst of Belgium focuses on Polish furniture producers and sells to the Germans who come to Poland to produce the furniture and then export it to Germany.
Meble is "not so much a selling fair, but fertile ground for making contacts, meeting up with lots of people and seeing how you can work together after the fair and the rest of the year," said Bjorn Craeynest, sales manager.
"Meble is a great source for ideas and an excellent venue to see what customers are doing. It is a perfect place to gain insight into the specific demands of this market. This is a learning experience and we can glean ideas on what we need to do for product development. I'm very upbeat about the show, but it is a bit too long," he added.
Craeynest said the "business is growing more internationally and the products have been upgraded. The taste here has improved and the Poles are buying European taste and quality."
He also said the Polish market is still in the developmental stages, but Ter Molst sees the business is growing in Poland.
Quaker's First Time at Meble
The American jacquard producer, Quaker Fabric Corp. (Fall River, MA) exhibited for the first time at the Polish furniture exhibition.
"As this is our first time at Meble, our primary mission is to gain an understanding of the product and service aspects, which are important," said Stephen Schroeder, Middle East sales manager.
"Our Polish agents, Phu Krajka of Gdansk, Poland, have the contacts and the clients. We want to determine which collections customers will buy if the goods are available from an in-stock position. At this show, our main goal is to learn about the colors, designs and which price points the market wants. Beyond product, it is also a priority to understand how best to service the Polish market," he said.
Quaker's presence in the Polish marketplace is recent. It has no warehouse facilities in Poland but services the market from its Netherlands-based warehouse, which will continue to function as a base, Schroeder said.
"Poland is historically a furniture-manufacturing center. "It appears to be a good traditional market and one that not only services its domestic customer base but also exports to both the East and the West.
"We have brought something new to the market and the reaction has been very positive. The market is interested in the mid- to upper-end of the Quaker line and in some portions of our Whitaker line, which is our upper end line.
Speed of service will also play a role in determining Quaker's success in this relatively new market, according to Schroeder. "Sales increases in this market are based on how fast we get the inventory into the market," he said.
Schroeder said that the company has learned that although several trends exist in the market, "everyone seems to be moving towards plains and semi-plains at the moment."
Annabel Sales in Poland Increase
Annabel's Belgian production manager, Bruno Derumeaux, finds the taste at Meble basically the same as in Belgium. "This is really a big market for us," he said. "This year we have not introduced any new items at the show, nor have we specifically produced for this market. Since they have the same taste as the Belgians, they like everything."
The firm Agmamito represents Annabel in Poland and together they are citing an increase in sales every year.