“High Point is number one on our list for new manufacturers and meeting someone is the first step,” says Hoak. “With a new vendor we like to meet in person.”
Hoak describes the process as a mutual courtship, where each party gets to know the other and how they do business. “Just because we can afford to pay the bill, doesn’t mean we’re a good fit for a manufacturer. They have to make sure we’re in the right place for them. It’s an extensive process. We look at their product, and try to meet for a second time. We might even invite them to visit our stores.”
Lighting and accessories manufacturer Bruce Bradburn, CEO of Bradburn Gallery Home, is a big proponent of Market introductions. “High Point Market is the place to begin personal relationships that will pay off mightily in the months ahead,” says Bradburn, noting that it’s crucial to arrange appointments for Market well in advance of your arrival. “Factories love knowing they have an appointment and will be sure to have principals, sales managers and sales reps present to meet a potential new account.”
As you make your Market plans, please remember that some exhibitors choose to open their showrooms on Friday, and some choose to start packing up on Wednesday. So, we strongly recommend scheduling appointments for any showrooms you intend to visit on Friday, or Wednesday.