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HIGH POINT — The March market dominos have fallen. New York Home Fashions Market is a no-go, as is the spring edition of Premarket.
And most recently, April’s High Point Market has been postponed to early summer, possibly even canceled.
Difficult times call for creative antidotes to remedy the ills on business triggered by the COVID-19 pandemic, and the rug supplier community is working with its retail customers to do just that.
“Digitally,” said Surya Inc. President Satya Tiwari. More specifically, he noted: “Zoom, Skype and GoToMeeting.”
Like Surya, many rug companies are seeking remote alternatives to in-person meetings to prevent the virus’ spread.
And retailers are on the same page. According to various sources, many major rug stores — from specialty to home centers — have alerted their vendors they are refusing on-site meetings with buyers, opting instead to convene virtually via online venues, such as the ones Tiwari noted.
Also acceptable and even preferred: Video merchandising consisting of short takes showcasing suppliers’ new products and presentations for retailers’ consideration.
In a lucky coincidence, Jaipur Living recently upgraded its website, which it is counting on now to help it weather the virus’ headwinds on business.
“New [and] fully shoppable,” CEO Asha Chaudhary said, adding that the new version of JaipurLiving.com includes “detailed, up-to-date inventory.”
She added: “In response to the postponement of High Point Market, we have additional digital tools that we’ll be rolling out soon. We are continuing to monitor the situation closely, and our hearts go out to everyone who has been impacted.”
Harounain Rugs International, which is based in New York City at 104 W. 29th St., said at press time that it plans to remain open during New York Home Fashion Market week for in-town customers amenable to showroom visits. President Lee Harounian is counting on a quick resolution to the situation.
“China is starting to recover,” he said. “The hope is that we will recover quickly, too, and that this problem will be short-lived and we can get back to normal.”
But others argue that one symptom of COVID-19 is a “new normal.”
Because its New York City showroom is staffed year-round, Mohawk Home also will have its 295 Fifth Ave. space open for the few local customers keeping their New York Home Fashion Market appointments, the company said at press time. But by and large, Senior Vice President Bart Hill said the company is poised to tap into “a more progressive way of doing business,” now and in the future.
He explained: “We were already forced into a different mindset about New York market because it will no longer be centered in one building. Now with the coronavirus, the skipping of a market will require our industry to manifest a different way of showing new products at arm’s length, digitally and virtually.
“Going to market, as we always have, may not be the way of future,” Hill continued. “This experience is a litmus test for a new approach to business.”
John Maples, president of Maples Rugs, echoed the sentiment.
“This event will certainly cause changes in how people do business going forward. I think people will reexamine how they do business, definitely. It’s obvious.”
One major customer has agreed to meet in person with Maples Rugs’ team to view its newest area and accent rugs and to make decisions on orders in person.
“But it varies by customer. With other cases, we will meet with customers remotely,” Maples said. “We are preparing PowerPoint presentations of new product in advance to then share with them with customers via webcast meetings.”
Natco Home is mobilizing with new efforts to make its new rugs — in particular, its domestically produced styles from its Sanford, Maine, facility — visible and available to customers, said Executive Vice President Mark Ferullo.
The company’s ample showroom at its West Warwick, R.I.-based headquarters is being updated to showcase the company’s new lines across categories, including rugs, in merchandised vignettes “so that we can shot video and send to customers,” he said. “We’ve contracted a videographer to help us with these projects,”
The company is also assembling sample booklets of its newest collections and sending them to sales staff as promotional materials to share with their customers.
“We’re curating them based on each customer’s needs and preferences,” Ferullo added.
Importer Kas Rugs as of yet is “not experiencing any production delays, as China is slowly starting to reopen factories,” said Santhi Yarlagadda, vice president of e-commerce, licensing and business development. “We are well-stocked for now. As for other reactions to the virus, we are taking necessary precautions and just watching the spread. We can’t predict what’s going to happen, so we shall have to wait and see.”
Cushioning COVID-19’s blow to business is a strong start to the first quarter, many suppliers agreed.
“Business was quite strong through the first few months of the year and continues to be strong even as of today,” cited Austin Craley, Loloi vice president of sales.
He warned, however, of supply chain disruptions and anticipated-to-be-soon economic impacts as the virus continues to spread into more areas.
“As no one knows yet how long-lasting these impacts will be felt, we are reviewing our strategies daily,” Craley said. “Our goal is to continue to provide best-in-class service and products to our customers to help them sustain their business during these turbulent times. We are all in this together and are prepared to do anything we can to help everyone come through this safely.”
