Looking at Leather
May 05, 2008
Leather designers are responding to business and lifestyle changes with a new generation of products
By Edward Schmidt Jr.
The pleasing, aromatic scent of fine, quality leather is one of life's small, simple delights. In recent years, more incentive award winners and gift recipients are enjoying the pleasure as leather makers introduce a new generation of products designed for today's more relaxed business environment. Items like high-quality leather laptop, messenger, duffel, tote, weekend and doctor's bags, accordion briefcases and portfolio cases are treasured gifts and awards, because they possess a rich look and are fashioned for today's, fast-paced, high-tech lifestyle.
"High-quality leather has an impressive look, and a feel that suggests true value," says Tray Petty, vice president of Forest, Va.–based Moore & Giles, a 75-year-old leather supplier that recently introduced a picnic tote and a new men's accessories line. "People are proud to carry and use leather goods, because they incorporate practicality, durability and fashion."
Chicago's Hinda Incentives created a program for PacificCare of Utah, a health care company, to uplift employee morale and promote teamwork. Employees earned points for activities in various categories, including wellness (attending luncheon seminars on health issues or participating in a walking program) and work improvement and career development (attending workshops or courses to improve skills). Some of the highlights in an online catalog, where they could use points for prizes, were luxurious leather goods.
At Tumi, a luxury travel, business and lifestyle accessories company in South Plainfield, N.J., color brings a new dimension to leather incentives. "There are so many more new color options in leather," says Mike Landry, director of special markets. "To incorporate color in an incentive gift or prize for women, you can use floral and pastel colors in the spring and summer and a variety of earth tones in fall and winter."
An example of Tumi's devotion to dynamic colors is its new Capra women's line, which features products like card case carriers ($68), pencil cases ($68) and a French accessories wallet ($148) in bold colors like yellow, green and blue.
Other new products at Tumi include the Alpha Travel & Business Essential Leather Brief ($495), a black computer briefcase, and the Alpha Travel & Business Large Soft Leather Travel Satchel ($595), a classically designed black travel bag. Both are from Tumi's new Alpha Collection, which features lighter and tougher bags in leather or ballistic nylon.
Lifestyle Leathers
 Today's businessperson has to carry more things than he or she did a couple of decades ago, what with laptops, cell phones and PDAs (personal digital assistant). Leather makers are responding to the lifestyle changes with innovative products, while remaining committed to popular traditional items. "We're adjusting certain collections to meet the needs of today's businessperson, but we're still careful not to alienate our core business," says Jeffrey Brenner, director of global sales for Hartmann, the 131-year-old luggage manufacturer based in Lebanon, Tenn. "This is an exciting time because of the wide range of products being introduced."
Brenner points to two new Hartmann lines as examples of products adapting to changing lifestyles. The Regatta Collection, a new women's business travel collection, features lightweight pebble-grain leather in red, blue and cream, with a triple-compartment tote bag that holds up to a 17-inch laptop. Aviator, a men's line of unconstructed business cases and personal leather goods, offers colors like espresso and dark roast. The most popular item in the Aviator line, the backpack, is symbolic of the new age business bag. Retailing for $395, it features full-grain Brazilian leather, ergonomic padded back and straps, a pocket for cell phone and PDA and two exterior side accessories pockets, complete with cord port and space for an MP3 player.
Melissa Atchley, operations account executive for SEI Meetings & Incentives in Bellevue, Wash., believes leather is a superb way to make a high-end statement in the incentive world. She recently executed a dealer incentive for a technology client at the Fairmont Banff Springs Resort, in Alberta, Canada. "Every aspect of the program was designed to exude class and prestige, including the room gifts," says Atchley. One of the evenings, guests returned to their rooms to find a bottle of Canadian ice wine insulated in a leather wine case. "The leather wine carrier completely upgraded the caliber of the gift and served as a memento of the program long after the ice wine was consumed," says Atchley.
David Dow, president of San Francisco–based Mulholland Brothers, sees consumers trending toward new finishes and colors. "From the dull, weathered look to the shiny, patent look, we're seeing finishes becoming more important to the consumer," says Dow. "Bright colors like lime green and Chinese red are coming on strong as well."
In Mulholland's extensive line, Dow points to the increasing popularity of a men's tote bag as an example of a product that combines the essentials that today's businessperson is seeking—style, comfort and portability. "The multifunctional aspect of a tote is what makes it appealing," says Dow. "Our younger customers are less affected by stigmas, and the tote is no longer viewed as just a women's bag." Available in black, brown and chocolate brown, the Mulholland Brothers' large tote (16" x 17" x 8") retails for $230.
Ann Mahan, director of MMSC sales, national distributor of Dooney & Bourke, sees patent leather as the big trend over the next nine months or so. Among these is the company's new Hayden bag, named for Heroes television star Hayden Panettiere, which "has blown the doors off," Mahan says. The patent model is available in red, white, black and brown T-Moro, and retails for $500. The company's new signature Crossword line and its traditional hobo handbags, which retail for $185 to $1,200, are available in a variety of styles, colors and materials.
But in the special markets area, the big news from Dooney & Bourke was the unveiling of a line of business gift products like picture frames, agendas, card cases and whimsies like leather paperweights at the New York Incentive, Rewards and Recognition show in early May. Long popular in Dooney & Bourke's retail boutiques, these items can be debossed, Mahan notes. "Our reps know what clients are asking for," Mahan says. "Demand is enormous." In fact, Dooney & Bourke's existing special markets product line, which focuses on handbags and wallets, grew remarkably in the past year, Mahan says.
Among the more popular items for corporate incentives in Moore & Giles' new line are the Sackett Classic Messenger Bag in brompton brown ($375), the Benedict Weekend Bag in brompton brown and nubuck bison tan ($495), and Donald Dop Kit in brompton brown ($130).
Loving Leather
 For the past eight years, Hartmann has worked with a major airline to execute a customer loyalty program rewarding corporate clients who produced a predetermined level of business. A dedicated, private Web site features eight to 12 Hartmann products that range in retail value from $395 to $1,250. Typically, between 6,500 and 7,500 participate in the program annually.
Brenner says the most popular choice is a tan, all-leather, 22-inch Mobile Traveler carry-on bag made of natural-aged belting leather that retails for $1,095.
Mulholland Brothers' luxurious Alligator Safari Bag, which retails for $20,000, is being used by the Gary Player Group, a real estate development company headed by golf icon Gary Player, as a gift for top-tier clients, founding members, and initial buyers at its new golf course communities. "It's a phenomenal looking and practical piece of luggage that makes a strong statement of thanks to the person receiving the gift," says Dow. Mulholland Brothers works with a wide range of corporate clients, including Exxon-Mobil, NBC-TV, Mandarin-Oriental Hotels and Sentient Jets, who execute a wide range of programs using its products. On the high end, Dow says duffel bags, weekend bags and wine carriers are popular incentive gifts.
Sidebar: A Leather Primer
"A planner who takes a little time to learn about quality leathers can make a more educated and ultimately more successful buying decision," says Tray Petty, vice president of Forest, Va.–based leather supplier Moore & Giles.
When considering high-end leathers, buyers should know that the less the skin has been treated (dyed or corrected), the higher the quality of the piece. Full-grain leather is the highest in quality, and split leather is the lowest in quality. According to the experts, leather should look natural, emit a pleasant aroma and possess a great feel when you touch it.
Some of the most popular terms buyers should know when purchasing leather are: full-grain—the original, unaltered hide that has had hair removed, and indicates high quality; suede—the underside of the leather that is buffed to produce a nap; embossed—a pattern that is applied using extreme pressure, often producing the look of another type of skin, such as crocodile, alligator and ostrich; and patent—leather that has a high-gloss finish produced by oils, varnish and resin.
Send comments to incentivemagazine@nielsen.com.
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