Exhibitors Report Buyers Writing Orders

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Betting on Vegas

LAS VEGAS—With more than 20 events spread across five venues, the Las Vegas trade shows offered just about something for every buyer—from juniors and streetwear to upscale menswear and lingerie.

The giant trade-show group at the center of the event is MAGIC Market Week and its shows: WWDMAGIC, Project, the Tents at Project, Pooltradeshow, ENKVegas, FN Platform, WSA at MAGIC, MAGIC Men’s, ISAM at MAGIC and Sourcing at MAGIC, held at the Las Vegas Convention Center and the Mandalay Bay Convention Center. At the Sands Expo Convention Center and the adjacent Venetian ballrooms, there were the Modern Assembly shows, Liberty, Agenda, Capsule, MRket, Stitch and Accessories the Show. Also at The Venetian was lingerie show CurveNV, and on the ground floor of The Sands was the Offprice show. Specialty Trade Shows hosted WWIN (Womenswear in Nevada) at the Rio All-Suites Hotel and Casino and its childrenswear show Kidshow at the Paris Convention Center.

With that much ground to cover and such a broad offering of apparel, accessories and sourcing categories, the traffic reports depended on the show and day, as buyers divided their time by venue.

Sandy Dombroski, vice president of International Fashions, the Vancouver, Canada–based company that produces the Kersh and Press collections, said she had booked 150 appointments over three days at her booth at WWDMAGIC.

At PJ Salvage, owner Peter Burke said the company had booked several appointments but had also seen “quite a few new accounts.”

Rande Cohen, owner of the Rande Cohen Showroom in Los Angeles, which represents PJ Salvage, said she had several appointments booked on the final day of the show, “which is unusual.”

At Project, Robert Stock, founder and co-chair of Robert Graham, said the bad winter weather in much of the country earlier this year had prompted a strong start for Spring ’15.

“I never complain about the weather, but the sleet and the snow really affected business this year,” he said. “Business has come back this Spring, and, hopefully, we’ll have a better Fall season.”

Business was also good for Matt Bloomingdale of L’Atelier showroom, who was at Project with Japanese brand Moussy.

“I’m writing orders—it’s always a good thing,” he said. “There’s a lot of traffic.” Bloomingdale was exhibiting in a much larger booth this season and forecast that August business would be a bit better than February.

At the Tents at Project, the venue for upscale men’s collections, Kim Johnson, sales manager for Drifter, said he saw retailers from Japan, Germany, Turkey and the United Kingdom.

“I definitely see an increase in overseas customers,” he said, adding that he also saw buyers from Nordstrom, Macy’s Impulse and Urban Outfitters.

At ENKVegas, Gillian Julius of the Gillian Julius accessories brand said the show is regaining its luxe character, which , she said, had been lost after the show was acquired by MAGIC parent Advanstar. “It feels like they are targeting our customers again—the customers who shop for a higher price point,” she said. “When Advanstar took over, we found price resistance. [This time,] I have not heard anybody query about price.”

At the show, Julius held meetings with Junk Food, Montage/St. Regis Resort and Gregory’s in Dallas and Los Angeles.

At Agenda, Liberty Fairs and Capsule, the mood was equally upbeat.

“It’s been fantastic,” said Shawn Swanson, sales director at Wellen, a made-in-LA surf brand showing at Agenda. “I’ve been writing orders.”

Swanson said he typically sees more order writing at East Coast trade shows “just because they are more old school and traditional.” “As far as West Coast and Vegas shows go, I don’t [usually] write much paper,” he said. “But I’m writing much more than I anticipated.”

Karen Meena, vice president of merchandising at Ron Robinson stores, walked the Liberty show on Aug. 19 and estimated that foot traffic doubled over the show last August (when Liberty debuted).

“And there are some good brands that are launching,” she said. “It means that our industry is rejuvenating.”

Exhibitors at the three shows owned by Business Journals Inc.—MRket, Stitch and Accessories The Show—reported serious buyers as well.

New exhibitor Bryan Emerson was showing her collection of hand-painted luxury scarves and wraps at Stitch. “I opened three new accounts,” she said on opening day. “I’m so glad I’m here.”

In addition to a store from Salt Lake City that placed an order, Emerson said, she saw several buyers from Canada on opening day.

Downstairs from the Business Journals shows at the Sands, exhibitors at the Offprice show were doing brisk business for imported and closeout merchandise ranging from apparel and accessories to shoes and gift items. This season, the Offprice show expanded its cash-and-carry section and moved it from the show floor to its own ballroom around the corner. Buyers crowded the space picking up sparkly jewelry and watches, scarves, and store fixtures.

Upstairs in a ballroom at The Venetian, CurveNV showcased the latest lingerie and swimwear collections from brands such as Hanky Panky, Felina, Trina Turk and La Blanca. This season, show organizers arranged for a group of spa and resort buyers to tour the show on opening day and then host a panel discussion about the needs of their market.

Across town at the WWIN show, business was typically strong. At many of the booths, every seat was taken as buyers turned out to place orders for updated misses, resort and plus-size collections.

Sourcing at MAGIC, held in the South Hall of the Las Vegas Convention Center, was packed with an international array of manufacturers that came from as far away as Bangladesh, Pakistan, Vietnam, China, Nigeria and Ethiopia as well as companies closer to home in Central America, South America and the United States.

China, as usual, made up more than half the exhibitors in the huge hall, which encompassed hundreds of booths. Mexico had 30 exhibitors, three times as many as last year, said Bob Berg, who does exhibitor sales for Sourcing.

This year, the show had a special focus on denim, with more than 70 textile manufacturers. Mexico and China had a large presence, but manufacturers from Portugal, Turkey, and Colombia were also there.

Special displays on denim treatments were set up by Jeanologia, the Spanish research and development company that promotes a finishing process that employs laser technology to save chemicals, energy and water. Cotton Inc. also had a booth that showcased new treatments and creations for denim fabric.

There was everything to be found in the Sourcing section—from men’s and women’s clothing to baseball caps, colorful jewelry and scarves. Nearly one-half of the hall was taken up by shoe manufacturers, mostly from China.

This was the first time that Luis Barillas from Guatemala was exhibiting at the venue. His company, called AFPF Group, has been around for 20 years manufacturing pants, jackets, shorts and skirts. He sells to U.S. companies such as Kohl’s, Ross Dress for Less and TJ Maxx, but he was looking for more business.

“This show has a good name,” he said, noting he came with a group of 15 Guatemalan companies affiliated with VESTEX, the promotional arm for Guatemalan apparel and textile manufacturers. “We see business coming back to Central America.”

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