High-end groupings help patio furniture increase sales 25%

Continuous spring rains did little to dampen discounter enthusiasm for patio furniture growth in 1984 and 1985.

To strengthen this mix, Wykoff said he'll follow the step of local market competitor Meijer's Thrifty Acres and add PVC pipe groupings to next spring's assortment. He'll position glue-, rather than screw-assembled, sets in the middle of his price range of $239-$259 every day.Meanwhile, current fashion tastes have buyers concentrating sku's on bold whites, yellows and greens, with many eying pastel peach, plum and gray for 1985 assortments.He also plans to replace Finkel, which "didn't come near to meeting our orders." He'll also push other suppliers to either drop ship or consolidate their packaging into fewer boxes in order to limit possibilities of chain disbtribution center routing errors.Heck's delayed its markdowns until early August this year--a full month later than in 1983--and will start next year's outdoor season in January. Danners, which was hurt by delivery problems this year, expects to double category sales in 1985 after changing its mix of vendors and lengthening its outdoor season.Most sales activity centered in the $200 to $350 range, with recently added heavy duty PVC pipe sets a major attraction in this price segment, buyers said. Moreover, many said they would shop the Hardware Show for expanded assortments of PVC pipe, aluminum and metal "wrought-iron look" sets that could help raise top-of-the-line everyday retails to $400.Expansion PlannedDanners added a three-piece metal bistro set to its mix for promotional emphasis throughout the Christmas gift season.The weather-induced late sales start this year only made the summer rebound seem that much more impressive: Chain merchandisers reported shoppers flocking to the stores to buy high-end groupings, such as five-piece aluminum sets as costly as $500 at Bradlees.To dminish markdowns this year, Danners buyer Richard Wykoff will institute on Labor Day a fall outdoor program of shrubs and oil conditioners. "Since September and October make up the second best period to plant all year, we're hoping that customers for the planting program will buy much of our remaining lawn and garden furniture," he said.Much of Danners' seasonal furniture mix reflects "consumer demand for better grade furniture," said Wykoff. It includes Finkel seven-piece sets at $349 every day and $279 on promo; Keller five-piece at $199 daily and $179 on sales; Craft House five-piece metal wrought-iron look at $249 every day and $189-$199 on promo.Cautious steps taken by discounters venturing last year into this fashion-influenced category have given away to a veritable sprint for sales.Many buyers are projecting 25% category sales gains this year, and even more aggressive pursuit of sales starting next spring.At some chains, three-piece redwood stain sets are lagging in popularity as consumers trade up. And buyers who report continued strong sales of grid chairs this year are beginning to question how hot they'll be in their third season.

He also plans to replace Finkel, which "didn't come near to meeting our orders." He'll also push other suppliers to either drop ship or consolidate their packaging into fewer boxes in order to limit possibilities of chain disbtribution center routing errors.