Business Practices – Dealer and Designer Priorities to Make Life Easier

Among all the possible business practices to choose from, what is your Number One: either your greatest headache or your greatest joy?

It should go without saying that for interior designers and luxury furnishing dealers, helping their clients reimagine and realize a space brings them the most satisfaction. Yet, there are so many other aspects to running a business that make doing so possible. That is, the business practices and procedures specific to your needs that cannot be ignored by any business owner to be successful.

To illustrate just a few of these, our Hero and Mentor Ted offers a short list of things to consider:

• Hiring/recruiting the right talent for the right position and fit

• Systematizing and Creating manuals for each part of the business

• Creating strong relationships with reps and vendors

• Software for workflow

• Rates and how much to charge as well as how to justify it

Oh yeah, these look like fun! And remember, this is Ted’s shortlist!

Practice Building Value in Your Goods and Services

For as long as people have exchanged goods and services, whether by barter or coin, a basic truism has existed: Price is what you pay while value is what you receive.

Whether it happens regularly or just occasionally, if you have clients questioning your interior design rates or furniture pricing, you’ve failed to convey the value of what you have to offer. Now, while it’s true that some folks simply enjoy negotiating the cost of everything, overwhelmingly the above is true. In other words, it is up to you to convince them of the value they will receive from doing business with you.

To make the sale, the value must exceed the price, or they simply won’t buy. Stated even more simply, you must address their Number One concern by answering the question, “What’s in it for me?”

Frankly, if you can make a client or prospect understand the value of your reputation and the quality of the work you do, as well as the quality durability, and style of the furnishings you are recommending, you should receive little or no resistance to the cost of a project.

Designers Who Stress Value to Justify Their Rates

We found further insight into this question in an article at BusinessOfHome.com. Titled “4 ways to respond to a client questioning your rates”, and written by BOH contributor Marina Felix, two of the four designers she spoke with stressed their value specifically, while the other two did so implicitly.

For example, “If a potential client is trying to haggle, they probably can’t afford my rates or the additional furniture, décor, and contracting, either, and that is a preview of a rough client relationship. I also want to work with clients [who] don’t just love my work, but also see my value and respect what I bring to the table. That means paying my rates. The price is the price. Period.” - Amber Guyton, Blessed Little Bungalow, Atlanta

She also emphasized her willingness to say "No" to a potentially difficult client: “Once you have the experience and confidence to stand your ground, you’re OK telling those potential clients no, asking them to consider executing their design in phases to meet their budget or just wishing them well [and moving on].”

The same is true for Melinda Trembly of Rincon Road Design Studio in Carpinteria, CA, who shared her thoughts thusly: “I typically run into two types of clients: those that value what I bring to the table and trust me to be the expert – those [who] are happy to pay for high-level services and product – and those [who] second-guess themselves at every decision. They don’t trust themselves enough to trust me, which inevitably runs into extra time and costs. Those are the clients who tend to come to me with unrealistic expectations, including pricing.”

Learn More from Ted Fall

Virtually every interior designer, as well as luxury furnishing dealers, will experience questions about the cost of a remodel, furniture, floor coverings, and wall coverings. If you’re struggling to answer such questions or with building the value intrinsic to your work, Ted can help.

Simply… Contact TD Fall today for professional business consulting to the trade.

Spring Furniture Market Lines – Kewl Stuff We Saw & Showed

There is nothing quite like spending nearly a week at High-Point Market, whether spring or fall and taking in the stunning offerings in furniture lines, floor coverings, fabrics, wallcoverings, and accessories from the largest to the smallest manufacturer. At Market, finding beauty is a given while creativity and innovation are always a surprise… an almost mind-bending variety of unique creations whether new, old, or an innovative blend of the two.

Here, we offer just a peek at some of the beautiful offerings we either showed or discovered.

Curated Kravet

The tagline for Curated Kravet reads, Design. Click. Delivered®… And, as always, the more than a century-old industry leader lives up to that declaration.

From pillows to lampshades and from accent tables to framed prints and pillows, high-end accessories, and eye-catching décor add style to any space. By using Curated Kravet, you will be able to use subtle alterations in fabrics, finishes, and lighting that will make your client’s space elegant and unique.

Leathercraft Furniture

“I’m into leathuh.” (Thanks, Woody Allen)

What impresses us so much about the Leathercraft Furniture line is not just the incredible craftsmanship; or the high-quality leather they employ; or the handcrafted frames they build; no – we just love the way the line keeps growing. From beautiful fabrics to gorgeous accents and from the perfect trim to beautiful hardware, the designers at Leathercraft keep the line fresh and scrumptious.

And now, their NOW Program promises “30-day Shipping on Select Frames and Leathers”.

Jaipur Living

For 45 years now, the rugs, pillows, and accessories from Jaipur Living have been, and still are, hand-knotted, hand-tufted, hand-woven, power-loomed, and always, always beautiful.

Founded on the principles of dignity and fairness, Jaipur focuses on employing “untouchables” and subverting centuries-old practices and prejudices that had shunned the poor, women, and artists.

In fact, “The Jaipur System removes the middleman by employing a network of 40,000 artisans in more than 700 villages in India, ensuring quality and consistency.”

Kravet Furniture

Lee Jofa… Brunschwig & Fils… GP&J Baker… Donghia… Collection after collection, Kravet offers interior designers and furnishing dealers countless choices in high-quality, designer home furnishings. These choices include the best in designer furniture, fabrics, wallcoverings, rugs and carpeting, pillows, lighting, and innumerable accessories.

In short, there is no need or desire that the “Industry Leader to the Trade” in luxury home furnishings cannot satisfy, in fashion and style.

Well, we did mention fashion and style from Kravet, right? So, yeah, we doubled up on their images. (Someone got a problem with that?)

For more information on any of the lines we’ve shared here, or for answers to questions about quality, innovations, or turnaround times, simply… Get in touch with TD Fall today.

Spring High Point Market 2023 – Preview of Coming Attractions

As always, this year’s Spring High Point Market will offer much more than exhibitions of new products from manufacturers like Kravet and dealers like TD Fall & Co.

There will also be entertainment and educational opportunities galore. We feel comfortable in assuming you’ll be able to find the entertainment yourselves. With that in mind, we will preview a few of the more important educational opportunities for you.

Spring Market Classes and Events

Two of the more important educational offerings at Spring Market will be a presentation on last year’s CPSC Ruling with another by Jaipur Rugs, which we proudly represent.

• Get the Facts: The CPSC Ruling and What it Means for Retailers and Interior Designers

Regulatory and compliance issues can be complicated, and there is a lot to know regarding the CPSC ruling, the Study Act, and new ASTM guidelines. Join Bill Perdue, AHFA’s vice president of regulatory affairs, as he breaks down the new guidelines and how it affects retailers and interior designers. What are manufacturers doing to address the ruling? When does it go into effect? How will this impact my business? Get the answers to all these questions and more on April 21 at 10 a.m. in the Universal Furniture Learning Center. (RSVP Required) Speaker: Bill Perdue

Location: Educational Commerce Concourse, Universal Furniture International, Inc. Shuttle Stop: 15 (Red Line)

• Jaipur Living – Rugs 101: Rugs, Design, Manufacturing, and Sales

Class is in session as Jaipur Living hosts IDCEC-certified CEU Rugs 101. Learn exactly how a rug is made–from the design process to material selection and yarn dyeing to construction. This course is the ideal entry into the world of rug weaving and will assist interior designers in gaining the rug knowledge necessary to help guide clients to the perfect rug selection. Attendees who complete Rugs 101 will receive one CEU credit. (RSVP Required) Speaker: Matt Peterson

Location: Market Square and Elm, Rugs 101 – CEU, Jaipur Living, Commerce & Design, Floor 4, 4B, 4N, 4P Shuttle Stop: 14 (Red/Green Line)

10am - 11am Friday, April 21

Spring Market Keynote Series

No Market would be complete without keynote presentations by industry experts. In quick succession on the 22nd, you may attend discussions on creating, growing, and sustaining an interior design business from well-known names in the trade. In today’s market environment, we consider these to be “Don’t Miss” events for virtually any young design house owner.

• Designing a Business You Love Keynote Event

In this casual conversation, moderated by Business of Home podcast host Dennis Scully, design stars Joanna Gaines, Amber Lewis, Jean Stoffer, Julia Marcum from Chris Loves Julia, and Carrier and Company's Mara Miller and Jesse Carrier will share their experiences in building design-oriented businesses with staying power. Sponsored by Loloi. Doors open at 1:30pm. Following the discussion, a mixer will be held in the Loloi showroom, IHFC D-320. (Sponsored by LOLOI)

Location: High Point Theatre (located in the Transportation Terminal)

2pm - 3pm Saturday, April 22

• Honoring Heritage While Building a Business for the Future Keynote Event

Third-generation owners Chad & Ashley Stark of STARK CARPET & founders of ASHLEY STARK HOME, discuss forging the future at a legacy brand while holding onto their heritage - plus growing & launching new businesses while staying hyper-focused on building world-class client experiences. (Doors open at 2:30pm.)

Location: High Point Theatre (located in the Transportation Terminal)

3pm - 4pm Sunday, April 23

Where to Find Us

Of course, we would love to see you next week. You’ll find TD Fall & Co at this year’s Spring High Point Market exhibiting our lines at our exhibit. Or, simply… Get in touch with TD Fall today.

Leathercraft Lead Times – NOW Program 30-Day Shipping

As we mentioned in a previous post, furniture shipping lead times are improving. As a result, Leathercraft lead times are also looking better. We are happy to announce that their NOW Program furniture is shipping in 30 days.

The NOW Program is offering 30-day turnaround times on select frames and leathers. (And, considering what we’ve had to deal with for the past couple of years, 30 days is about as close to “now” as some of us can hope for!)

Leathercraft NOW Program Sofas & Sectionals

Manhattan Sofa

Shelley Sofa

Sectional Styles Available in 30 Days

NOW Program Leathercraft Recliners

Three Styles of Recliners Shipping in 30 Days

NOW Program Chairs

Three Styles of Chairs Shipping in 30 Days

Leathercraft NOW Program Features and Options

Who is Leathercraft?

“For over 50 years, Leathercraft has manufactured the finest leather seating available. Located in the highlands of Western North Carolina, an area with the greatest concentration of skilled craftspeople in the country, these skilled people are the backbone of Leathercraft’s enduring quality.

Our goal is to produce upholstered furniture to the highest standards possible utilizing the best materials and employing true tested manufacturing techniques. In doing so, we want to simplify the ordering process while providing you the opportunity to specify the product that fulfills your requirements.”

For more on Leathercraft fine leather furnishings and their 30-day NOW Program… Contact TD Fall today.

Green and Greener Paints, The 2022 Color of the Year Ain’t So Simple After All (Oops!)

Wait, wut? Well, we did mention that many paint brands have chosen various shades of green as their 2022 Color of the Year, unlike Pantone Very Peri which we happily featured in a previous post.

So, if you're struggling to imagine using a very periwinkle hue as the foundation for an upcoming interior design project, the industry has created options for you. (Whew, no ‘splaining why you chose it to a client – if you feared such a bold color might be.)

Then again, it’s doesn’t seem impossible to imagine using shades of both green and one of the four color palettes designed to complement the dynamic purple/blue hues of Very Peri from Pantone. After all, creativity is the hallmark of a sharp designer and, when a client shares their confusion about the conflicting opinions on colors of the year, your ingenuity and resourcefulness will ensure you have answers ready for them.

Why Is Green Suddenly So Trendy?

Both the question and answer are available in an article at Houzz.com. As San Francisco-based architectural color specialist and design writer Jennifer Ott explains:

“I’ve been asked by many homeowners why green is suddenly so hot in and on homes, and I think it’s for a variety of reasons. For one thing, after so many years of pure white and cool shades of gray and blue dominating interiors, I think folks are looking for warmer hues. Green can go warm or cool, but it’s especially good at taking the chill out of a room when paired with white or cool colors. (Or periwinkle?)

“It also partners well with wood tones and natural fibers (Or periwinkle?), and it brings with it an outdoor vibe, which everyone seems to be craving these days.

“Finally, green (Or periwinkle color palettes?), represents rebirth and growth. It’s a nurturing color that signifies hope for the future.”

Wow, that’s an awful lot of responsibility to place on a paint color, don’t you think? And yet, it is true that the color green has been used to generate a sense of renewal along with feelings of being home for decades. This blends smoothly with the “holistic and harmonious blend of nature-infused shades” you can find in the Pantone color palette they named Wellspring.

Paint Makers’ Color of the Year for 2022

Moving on, let's take a look at a few of the variously shaded greens these paint manufacturers have declared their 2022 Color of the Year.

2022 color of the year Sherwin Williams

Evergreen Fog by Sherwin-Williams – Whether used as an accent or employed as a statement color Evergreen Fog, Sherwin-Williams’ 2022 color of the year, is a soft and neutral green color. They accurately describe it as “a versatile and calming hue, a chameleon color of gorgeous green-meets-gray, with just a bit of blue. It's a simple but sophisticated wash of beautiful, organic color for spaces that crave a subtle yet stunning statement shade.”

Beyond gorgeous, Evergreen Fog SW 9130 from Sherwin-Williams is a deep, rich, comforting shade of green that seems versatile enough to use from the living room to the bedroom in any home.

2022 color of the year Dutch boy

Cypress Garden by Dutch Boy – Bold without being overwhelming, Dutch Boy’s choice for 2022 Color of the Year is more of a pure shade, presented with minimal gray or brown undertones. Also offered in an array of color palettes, Cypress Garden 424-4DB is an extremely versatile hue that is “Understated, clean and familiar, these neutral hues help to quiet our minds and bring comfort to decluttered spaces.”

We see Cypress Garden as a clean and honest expression of the base color, making it a bit less neutral yet easily paired with a variety of other colors in the blue, yellow, brown, and gray families. (Oooooh, do we see hints of periwinkle in this image?)

2022 color of the year Glidden

Guacamole by Glidden – Yes, this shade is as tasty as it gets. (There, we got that expression out of the way!) As Ms. Ott describes it, “Guacamole PPG 1121.5 is a crisp vegetal green with yellow undertones. Cleaner and greener than the avocado green that was so ubiquitous in the 1960s and ’70s (You remember good ole “Avocado”, right?) … It’s one of the more vibrant greens of the batch and works well as a kitchen or bathroom accent color.”

Cool Green Leather Furniture

We thought it would be fun to tease you just a bit by featuring a cool shade of green leather from Leathercraft.

leathercraft good green leather

The above image is a distressed leather finish named Wyoming Good Green in pure Aniline from the QS Leather line from Leathercraft. It’s a remarkably comfortable hide that is available on chairs, ottomans, sofas, and sectionals to match your choice of green paint.

Whether you're an interior designer or furnishing store owner, Ted has the experience and knowledge to help you adapt to changing times and to employ the latest green 2022 Color of the Year, to enhance your client’s home or office environment. Feel free to… Get in touch with TD Fall today.

Leathercraft Luxury Furnishings – Featured at Fall Market 2021

We were nearly overwhelmed by the response to the lineup of Leathercraft Luxury Furnishings we featured at the recent High Point Fall Market. In fact, Leathercraft was a high point at High Point!

We were also delighted, as well as deeply grateful, by the general response from buyers and designers to all of the products we displayed. While it has always been our mission to support each and every one of you with the best in luxury furnishings for the home and office, your reaction to our lines and efforts to be there for you has been encouraging and gratifying.

We thank you and appreciate all of you more than you can know.

Now, on to the good stuff!

For more than half a century now, Leathercraft has been designing and manufacturing the finest leather seating available. Headquartered in the highlands of Western North Carolina, an area with the greatest concentration of skilled craftspeople in the country, these talented, highly skilled, and committed artisans are the backbone of Leathercraft’s enduring quality.

Leathercraft at Market

Perhaps the most important reason we chose to represent Leathercraft is their commitment to excellence; not to mention the amazing people who manage the business, design their offerings and build the best leather upholstered furniture in the world.

Cynthia Sofa 1460 with Juarez Brindle Hair on Hide on the out arm and out Back with a wonderful new full-grain wax and oil pullup. Kodiak Frontier on the balance. The #9 Old Gold nail heads are a standard treatment as well.

And, when we say commitment to excellence, we’re talking about far more than the components of each piece. The craftsmanship that is consistently on display is second to none, and always has been.

Leathercraft Home Office Seating Solutions

The fallout and response to pandemic restrictions and work-from-home solutions have led to a renewed and newly intense focus on the home office for many. While Leathercraft has always manufactured a comfortable and compelling lineup of office furniture, interest at Market this year was far greater than in years past.

In an effort to whet your appetite just a bit, we share this image of the Harvard High Back Swivel Tilt executive chair in Getaway Lagoon with a dark walnut finish from Leathercraft. It was a huge hit at the just-completed Fall Market.

Leathercraft Recliners

Finally, no teaser would be complete without a peek at one of the most beautiful (and popular with buyers at Market) recliners we have ever had the pleasure of offering. (And in which more than one nap was taken that week!)

Unique in its styling, Leathercraft’s Dixie recliner sacrifices nothing in terms of craftsmanship, function, and comfort. Here, the Dixie 1357 Recliner is shown in Rockies A Real Nut leather with Colorado Brown finish on the legs and #9 dark pewter nail heads.

Many Leathercraft Furnishings are Available Now

As declared on the Leathercraft website: “Our goal is to produce upholstered furniture to the highest standards possible utilizing the best materials and employing true-tested manufacturing techniques. In doing so, we want to simplify the ordering process while providing you the opportunity to specify the product that fulfills your requirements.”

So, have we piqued your interest with this brief glimpse of a few of the most popular Leathercraft Luxury Furnishings from Fall High Point Market? For questions about other Leathercraft products, availability, and pricing please, do not hesitate to… Get in touch with TD Fall today.