Still No Cushion from the Foam Shortage Or Shipping Problems

See what we did there? Not to put too fine a point on it, and jokes aside, the combined impacts of the foam shortage and worldwide shipping problems have put a bit of a damper on the recent surge in the home design industry. Worse yet, the experts are not exactly optimistic about when (or if) things will return to normal.

So, what the heck is going on right now? We will try to explain.

Where Did the Foam Supply Go?

Beyond the problems created by the pandemic last year, severe weather early this year pretty much knocked out the foam chemical producers in the Gulf Coast region. And yet, while the weather has improved vastly since then, both chemical and foam production continues to lag. (HomeNewsNow.com)

“The answer, it appears, has less to do with what the industry might call “normal” supply of foam and chemicals for foam than with the relentless surge in demand for product that has yet to abate. Think of it this way, says Steve Rusing, executive vice president and president of U.S. sales for Tempur Sealy International: If the chemical suppliers are running at 100% capacity … industry demand continues to run at 120% or 130% of that capacity. The chemical suppliers simply have not been able to catch up.”

In an industry that rarely maintains a cushion of inventory in case of emergencies, this very well might have been expected. The good news is – you’ll have to wait for better news to be optimistic about the immediate future:

“Industry analyst Jerry Epperson said he doesn’t know of anybody who was expecting industry foam shortages to be over any earlier than June. And from what he’s read and from the executives he’s talked to in the bedding and upholstery manufacturing segment, all are saying it will be September at the earliest and probably year-end ‘Before we get back to the levels they were (supplying) before those storms hit in February’.”

Worldwide Shipping Crisis Update

Yeah, the experts are calling it a worldwide crisis, not just a “situation” or lead time “problem”. And, the most cringe-worthy part of this is – they don’t expect relief until next year (at best!).

According to a recent article at BusinessOfHome.com, “The flip side of the boom in the home and design industry over the past year and a half is the global shipping crisis. Demand has never been higher, and wait times never longer … Experts are now saying that it will be at least the first quarter of 2022 before shipping lead times will stabilize.”

Beyond the supply problems shared above, there appear to be three major reasons for the ongoing problems: increased demand, congestion at ports, and a serious shortage of shipping containers.

“Says journalist Rachel Premack, who has reported extensively on the crisis for Business Insider, ‘We’re continuing to see a remarkable increase in demand, coupled with a shortage of shipping containers and massive congestion at ports,’ she explains. ‘The reason we’re seeing 2022 as the point when this calms down a bit is that people are expecting that demand will continually decrease as society goes back to normal. Once that happens, ports can work through the existing backlog of containers’.”

At the moment, patience truly is a virtue, for suppliers, manufacturers, retailers, and designers around the globe. Oh, and yes, for your clients, too. So, be as upfront and honest as possible and share more information rather than less. Despite the ongoing foam shortage and delays in shipping, your bottom line will thank you for it.

We Can Deliver

At the moment, Kravet is only running a few weeks behind its normal production. In fact, their QuickShip frames, which normally would ship in two weeks, are shipping in 15 working days. All other frames, which normally ship in eight weeks, are currently shipping in 10-12. There are some caveats and disruptions but the customer is always kept informed!

Of course, the fact that all Kravet SMART frames and fabrics, which are the foundation of the QuickShip program, are guaranteed produced right here, in the USA, is sheer genius when it comes to lead times that are quicker than the competition.

Also, Ted remains available to work with you on an individual basis, consulting on how your business can best respond to the shifting demands of the marketplace, and the needs of your design and furnishings clients. Get in touch with TD Fall today.

What Do You Love About Running Your Business? (And why aren’t you doing more of it?)

There are usually two reasons entrepreneurs start a business: necessity or love. (No, not THAT kind of love.) If you truly love running your business, it’s unlikely you got started out of the basic need to earn a living or because you simply hated your old job.

But, no matter the reason you went to work for yourself, there will always be things you dislike (hate?) about being “The Boss”. The question then becomes, “Why are you doing them instead of the things you enjoy?”

Maybe this quotation from world-famous, serial entrepreneur Sir Richard Branson will help us make it clearer:

“I believe that drudgery and clock-watching are a terrible betrayal of that universal, inborn entrepreneurial spirit.”

Admin tasks, payroll, bills, and so many other things can interfere with doing what you love about being a designer, designing! Or, if you're a furnishings dealer, selling! So, why do you let all that stuff take up 40%-60% of your time, energy, and focus?

If You Don’t, Who Will?

If You Don’t, Who Will?

The almost ubiquitous answer from busy entrepreneurs is, “Well, somebody has to do it!” Right… But the solution is in your answer: SOMEBODY. And, that somebody does not always have to be you!

Back in June, we shared some thoughts on Outsourcing Admin Tasks. Since a few of you have yet to turn over all of that work to a virtual support team, we thought we’d remind you of a few salient points.

1.      As a small business owner, your time is your most precious commodity. It’s an asset even more valuable than your expertise as a designer or furniture dealer.

2.      And yet, your time is also your greatest restraint; the ultimate factor that limits your ability to put your energy, talents, and creativity to their most effective use in the service of your clients.

3.      By delegating mundane business tasks to a virtual team or other sub, you free up more of your time and energy to service existing clients and acquiring new ones. This is what generates revenue, after all – and this is where your focus must be!

We don’t want to belabor the point, but running your business does not have to include more of doing the drudgery you hate than the creativity you love. In fact, if you hated your old job enough to take the leap and start your own business, it makes no sense at all to struggle with tasks you can’t stand.

Looking for Help?

If you're having trouble deciding which parts of your business you should outsource, and which to spend more time on, Ted is available for business consulting and coaching. His more than two-and-a-half decades of experience in the industry, along with running his own business, make him a wonderful foil for your ideas, limitations, and challenges.

Just… Get in touch with TD Fall today.

More from High Point Market – Showing Off by Showing Kravet Furniture and Fabrics

What do you suppose is the most attractive part of going to High Point Market for us? Showcasing new lines, perhaps? Writing tons of orders and watching the money roll in, maybe? Actually, what we really love about our trips to Market is showing off our own design chops, greatly helped this spring by showing Kravet Furniture and Fabrics.

We’ve always been proud of the relationship we have with Kravet. For a couple of decades now, they’ve been our Go-To solution for many designers and furnishing dealers. With so many high-quality brands under the Kravet umbrella, recently expanded with the Donghia furniture collection relaunch, our greatest challenge is often having “too many choices” to offer!

Still, as the recognized industry leader, Kravet never fails to create and innovate whenever possible.

Of course, sharing everything they have to offer is impossible in a simple blog post but we’re more than happy to share a few teasers, with images from our showroom at High Point last month.

Stylish Living Room Design Solutions

The centerpiece of any home tends to be the living room. Whether formal or casual in design, the vast selection of furnishings from Kravet makes stylish living is possible on virtually any client’s budget.

The Euro Modern Collection from Kravet is a contemporary offering inspired by the Bauhaus movement, a true mixture of Arts and Crafts with Modernism. One of the fundamental tenets of modern design is to emphasize both form and function while incorporating art into everyday living.

Crafted by master artisans using only the finest of materials, these sculptural frames and stand-out styles make a statement in any interior. In keeping with their Levels of Luxury, Kravet Design custom possibilities are endless.

Stunning Fabrics for Any Space

When it comes to fabrics for covering furniture, some clients focus on look while others focus on feel. As their interior designers or furniture supplier, it’s your job to let them know the importance of both – and more.

The stunning fabric and wallcoverings shown here are out of the Linherr Hollingsworth 2 collection. Her look is modern Boheme:

“Linherr Hollingsworth, LLC is a luxury brand/Interior design firm specializing in high-end residential interiors and custom products. After her successful fashion career, Hollingsworth dove into home interiors. She finds customization just a part of the design process and never shies away from its challenges. Her signature touches include: use of expansive patterns, accents of burnished warm metals, and a belief that luxurious, sexy rooms should be lived in.”

Tasteful Solutions to Create Restful Sleep

As the saying goes, “We spend a third of our lives in bed”, with eight of every 24 hours devoted to sleep (in a perfect world, anyway.) With the ICreate collection from Kravet, you can literally design your client’s sleep spaces.

In one of the most unique approaches to custom furniture programs for interior designers, the choice is always yours.

Make every piece your own with ICreate Beds. Select your bed silhouette, headboard treatment, platform trim, base, and finish with a multitude of serene styles and luxurious options to choose from.

As Kravet likes to say, with ICreate Beds, “The choice of... Silhouette, Headboard, Platform Trim, Bed Base, and Finish is yours!”

The same is true with ICreate Chests.

“Make every piece your own with ICreate Chests. Select your silhouette, base, face, finish and embellish with hardware options, including styles from popular brand Addison Weeks.”

Ted remains available to work with you on a case-by-case basis with business consulting that is targeted to needs and to help you reach your furnishings dealer or design business goals. With more than 25 years of experience in the luxury furnishings and interior design industries, he has pretty much seen it all.

OK, that’s enough showing off by showing Kravet furniture and fabrics. So, if you have questions about other products or the availability of Kravet luxury furnishing products or brands, feel free to… Get in touch with TD Fall today.

Spring High Point Market 2021 – Modern History Furniture

Is it possible to create modern furniture designs that reflect a historical perspective? Well, as we were pleased to display at the recent Spring High Point Market, the stunning pieces from Modern History furniture enable us to answer with an emphatic “Yes!”.

As the company explains on their website, “Classic, timeless, well-styled, and quality is the foundation of exceptional design and the foundation for the furniture of Modern History. Built on the ongoing family tradition of Yorkshire House, Modern History is a fresh and exciting approach to Fine Furniture and High Design.”

Unfortunately, and as is true with so many product-based blog posts, we are barely able to suggest the variety and quality of the Modern History Furniture line. At best, we hope to whet your appetite and pique your interest for more!

Architectural Cocktail Table and Console

Handcrafted in oak veneers with a lacquer sealed, sandblasted weathered solid finish, this remarkable piece is guaranteed to be, well… remarked upon by family and guests alike.

Available in two sizes, the Architectural Cocktail Table provides a firm anchor to any living space. At the same time, the Architectural Console becomes a functional complement to its larger sibling.

(Table dimensions: 66”x55”x15”, 55”x43”x15”)

(Console dimensions: 66”x20”x32”)

An investment in furniture by Modern History affords not only quality and value, but furnishings backed by a second-generation family tradition of supplying furniture of the highest standards.

Bezier Desk

With home office solutions currently in such high demand, the Bezier Desk from Modern History makes an undeniable statement while reveling in its own beauty.

Crafted of solid oak, with an olive ash burl veneer, the work-from-home portion of your client list will be eager to see this piece in their home office.

(Dimensions: 66”x30”x30”)

Hand-crafted in small quantities, the quality of manufacture, finish, proportion, and attention to detail are reminiscent of generations past when anything less would not be tolerated. Solid brass hardware, dovetailed drawers, and hand-rubbed finishes are just a few of the many benefits of furniture by Modern History.

Maui Dining Table

Of course, nothing says welcome home from a day at the office, even an in-home office, quite like a delicious meal served up on a stunning dining table. Available in three widths, each with two self-storing 24” leaves, the ash veneer finished Maui Dining table will be a wonderful conversation starter, as well as a breathtaking platform for any meal.

(Dimensions: 76”/100”/124”x46”x30”)

Modern History offers more than simply a piece of furniture. They present a line of fine furniture that will define your client’s home environments for years to come, helping you create a sanctuary where they can escape from the stresses of everyday life.

More to Come from TD Fall at the Spring High Point Market 2021

Yes, we anticipate more to come from our booth at the Spring High Point Market soon. This will include more sneak peeks at some truly stunning fabrics, wallcoverings, furniture, and lighting solutions. Stay tuned for future posts.

If you have questions about other products or the availability of Modern History furniture, feel free to… Get in touch with TD Fall today.

Relationships with Past Design Clients – The Key to Repeat Business

In a recent perusal of the blog at BusinessOfHome.com, we were intrigued by a post on how designers generate repeat business. In it, author Haley Chouinard asked a dozen designers how they go about maintaining relationships with past design clients to foster new or additional business.

We’re happy to recommend taking the time to read the ideas shared by the designers in the article but, what caught our eye, in particular, was this comment: “Whether I randomly see a home decor item they may like or do an activity that reminds me of a certain client, I will share it with them afterward.” (Tiffany Brown, Brown Builders Design, Charlotte, NC)

“Why?” you may ask. “Because,” we would answer, “doing this would not only be an excellent way to reengage with a past client, it could also be the perfect lead-in to meeting with them and proposing another project.”

“How so?” You may further ask. “Thusly,” we would likely respond…

Reengage Past Clients for Repeat Business

First though, a quick reminder about the value of repeat clients over new ones, which we shared in this post back in March:

Based on the latest research, designers and dealers will do themselves a favor if they can devise ways to retain or reengage existing and past clients. Why?

• New clients are 7x more expensive to acquire than keeping or reengaging existing or past clients.

• The probability of converting an existing customer is between 60% &70%.

• The probability of converting a new client is just 5% to 20%.

• Repeat clients spend an average of 33% more than new clients.

• Repeat clients are 60% to 70% more likely to buy an up-sell.

These are just a few of the reasons that re-engaging and working to establish customer loyalty is critical to the growth of your business.

Relationships, Relationships, Relationships

And so, back to thusly…

Obviously, and by definition, there is already a relationship between you and previous clients. Following the advice offered by Ms. Brown presents a great opportunity for re-engagement on a highly individual basis.

By sending them a quick, “I saw this and instantly thought of you and (that room/space in your home)” note, you tell them you haven't forgotten them. Not only that, you’re still actively thinking of them and their ongoing design needs. And, as she also said, “This thoughtful reminder that someone is thinking of you is [a] feeling we all hope for in our daily lives.”

Imagine the different responses they might have to your note:

·         A quick “Thanks for thinking of me” note, then silence.

·         That same note with a request like, “Can you tell me more?”

·         Or, and this is what you are most hoping for, a note that says, “Thanks so much for thinking of me. Can we get together and talk about where you think it would fit best in my home?” (Cha-ching!)

That last one could be the goose that’s getting ready to lay a golden egg – right on your doorstep.

Take the Reins and Ride into a New Project

Let's take it a step further, shall we? Imagine you were at Market or in a showroom recently and saw the perfect sofa for a previous client’s living room. You know it’s perfect because not long ago you redesigned their kitchen for them and wondered how you might inspire them to renovate a room that made you think, “Ew!”.

Since you are a true professional, when you meet to discuss how the sofa would be a perfect fit for their formal living room, you are fully prepared with a plan to improve that space. You might also say something like, “This is perfect for a formal setting, right in front of that beautiful picture window. Or, better yet, two of them facing each other before that gorgeous fireplace!”

They may respond with something like, “Oh, I was thinking maybe the family room”.

“Oh my,” you would respond. “This piece is much more appropriate in a formal setting like your living room. But, hey, I think I remember the perfect choice for your family room, too! Let me just see if I can find it in my notes. Ah, here it is. What do you think?” (We knew you’d have it ready for them!)

Now, suddenly, you're not simply trying to sell them a sofa. You’re talking about renovating two rooms for them, all because you're such a thoughtful human being and a wonderful, professional interior designer! (Go ahead, pat yourself on the back!)

This is the definition of upselling a client. And, because they’re a repeat client, they already know and trust you. Plus, you’ve displayed your concern for them by letting them know you were thinking of them even outside the setting of their home.

And, don’t forget, you are 60% to 70% more likely to make a deal with them than with an unknown prospect. From there, closing a new deal with your repeat client should be easy!

When Opportunity Knocks, You Caused It!

Don’t forget to check out the article we mentioned earlier, either. There are some pretty cool tips there about how to maintain and grow relationships with past design clients.

If any of the ideas we offered above resonate with you, please let us know. Also, if you have more questions about how you can generate new business with repeat clients, Ted remains available to work with you on an individual basis, consulting on how you might best engage or reengage with your design and furnishings clients. Just… Get in touch with TD Fall today.

Spring High Point Market 2021 – It’s a Bad News, (Mostly) Good News Kind of Thing

So, Spring High Point Market just happened. We were there. Were you?

While market has yet to return to the norms of the past, our most recent trip was certainly more robust than last October. Also, business continues to be strong on both the retail and design sides of the furnishing industry.

Beyond lower attendance levels than we’ve seen in years past, the biggest issue facing TD Fall & Company vendors continues to be the foam shortage for upholstery. Then too, they continue to deal with delays in shipping and extended lead times due to a lack of shipping containers and truck drivers, as well as inflationary pressures causing price increases and surcharges.

OK, that’s the bad news. The good news is… lack of creativity is NOT a symptom of the worldwide health crisis or pandemic!

Jaipur Living Impresses Everyone

According to Ted, who is our resident expert, after all, his impression from this year’s spring High Point Market was that Jaipur Living had the strongest showing of new products with some great higher-end offerings. They also introduced their incredibly creative line of “vegan” cowhide rugs made from felted wool!

Known for everything from stunning rugs to pillows, poofs, and throws, this four decades old, Georgia-based company takes creativity in floor coverings to unprecedented levels.

If you're hoping to show a flair for the dramatic, Jaipur has you (well, your client’s floors) covered. From subtle to bold, these handcrafted rugs bring designs and textures that enable any statement you might wish to make.

An Artisanal Response to Human Nature

On the more human side, their Human/Nature line of rugs, a hand-knotted, global design by Kevin O’Brien, will elevate any personal space.

“The beauty of human interconnectivity and the patterned expression of lines etched across our landscape come together to form the Human/Nature collection. These hand-knotted rugs by Kevin O'Brien showcase a simultaneously inviting and global vibe that has the ability to anchor any modern space. The Ancient Pathways design features a detailed geometric motif in light neutral and grounding tones of slate gray, charcoal, and warm beige.”

Well known for his distinctive textiles, Kevin O'Brien Studios has been creating distinctive designs for 25 years.

This collaboration with Jaipur Living explores how rug-making techniques can transform their designs.

From the look to the hand – or would that be the foot(?) – the artisanal impression made by this line of hand-knotted, 100% wool rugs will have your clients eager to experience them in their homes.

Available in four sizes, including 6 by 9 feet, 8 by 10 feet, 9 by 12 feet, and 10 by 14 feet.

The Revival of a Dying Art

As shared at the Jaipur Living website, their philosophy is very personal, creativity-inspiring, and life-affirming.

“Industrialization has impacted the ancient art of rug weaving. Once thriving, it now faces extinction. We believe sustainable communities are the key to the survival of rug weaving. Through doorstep entrepreneurship and fair wages, the Jaipur System has ensured consistent income and a sustainable livelihood for the communities involved. The results have been wonderful – today, the number of artisans is on the rise.”

“Jaipur Living's purpose is to create beautiful lives for our customers, consumers, their families and friends, the artisans who create our products, and our employees. We are committed to the craftsmanship and artfulness of handmade rugs, and to keeping the age-old art alive.”

“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. We connect with our artisan partners through a common thread of love and compassion. They’re provided a livable and reliable wage, along with opportunities for personal growth and development.”

Design is a passion for Jaipur Living and it spills out in artful colors, patterns, and textures. Adding depth to any space, nothing says “textured finish” quite like these beautiful designs.

More to Come from TD Fall at the Spring High Point Market 2021

There will definitely be more to come from our booth at the Spring High Point Market soon. This will include peeks at some truly stunning fabrics, wallcoverings, furniture, and lighting solutions. Stay tuned for future posts.

If you have questions about other products or the availability of Jaipur Living products, feel free to… Get in touch with TD Fall today.

Donghia Furniture Collection 2021 – Kravet Did it Right (Again!)

You know how the sayings go, right? “Haters gonna hate” and “Lovers gonna love”. And, now we’d like to add, “Donghia gonna Donghia!” (Or, maybe it’s better said, “Kravet gonna Donghia!”) Either way, what matters is that the Donghia Furniture Collection relaunch from Kravet is in full swing and we feel the need to share!

As we mentioned in our post back in early May, Kravet was planning their relaunch of the iconic Donghia furnishings line. Well, it’s been a couple of months since the new lineups hit the market and we couldn’t be more excited by what we’ve seen.

And, while the introduction of more than 450 fabrics is nothing to sneeze at, we are hugely impressed by the craze-mazing line of furniture they’ve designed. From sofas to sectionals and chairs to occasionals, we can only describe the lineup as timeless yet contemporary.

Soon to be Iconic Donghia Furniture

Feeling dramatic? Donghia is bringing its iconic furniture collection to the interior design industry and the furniture line definitely displays just such a flair for the dramatic. They’ve made more than 40 coveted frames available with the same quality and craftsmanship guaranteed.

With some 420 decorative fabrics, luxury textures, and an array of velvets available, covering those frames in style becomes a given.

An Occasional Statement Has Been Made

Did we say, “flair for the dramatic”? It’s truly impossible to imagine a more dramatic statement being made than the one that will exist in your client’s homes when you bring them this occasional table.

Donghia’s Origami collection bears both the name and look of the traditional Japanese art of folding paper into objects. The Origami look of these tables is achieved through a complex artisanal process of cutting, folding, and welding a substantial metal foil into the final shape of a cocktail and side table.

Its true wonder is the reflective finish on the faceted inside, that creates an illusion of a kaleidoscope-like endless space enclosed into sharp geometrical boundaries. 

Simply explain to them that, when the conversation lags at their next cocktail party, this amazing design will infuse their guests with plenty to talk about. And remind them that, once their guests have left, they’ll undoubtedly share their impressions with other friends and family over succeeding days.

Donghia Sectionals

With the return to prominence of sectionals for home furnishings, comfort and creativity are finding a renewed level of cooperation. Eager to address this segment of the market, Donghia sectionals do more than merely impress. They inspire.

Not to put too fine a point on it but, Riverside Park on Manhattan’s Upper West Side is a soft, flowing transition from the grid of the city streets to the Hudson River. Much like its namesake, Donghia’s Riverside sectional ebbs and flows through the room, a curved sectional sofa designed for today’s lifestyle.

Think of it as a finely crafted, floating sculpture capable of defining the home space with its endless possible compositions. Like Angelo Donghia used to do with his pieces in his New York apartment, the Riverside sections can be easily swapped, moved, turned, and even make tête-à-tête sofas.

If your clients are asking you for a unique look without sacrificing comfort, it would be hard to find a more appropriate way to anchor a space than the Riverside sectional from Donghia.

More to Come from Donghia

Like Kravet, we promise more to come from the Donghia Collection soon, including peeks at some truly stunning fabrics, wallcoverings, and lighting solutions. Stay tuned for future posts.

If you have questions about other products or the availability of the collection, feel free to… Get in touch with TD Fall today to discover more about this iconic line, as well as what more you can expect from the Donghia furniture collection by Kravet.

Outsourcing Admin Tasks – Do You or Don’t You? (And if not, why not?)

There are so many things for which we can be grateful about living and working in the online world of today. We were able to stay connected, virtually, during a worldwide health crisis, despite onerous restrictions placed on most of us. For small business owners, both selling and ordering just about anything is easier than ever. And, especially for entrepreneurs and solopreneurs, outsourcing admin tasks to a virtual support team has become a time and money-saving necessity for many.

And so, we ask the question: Do you or don’t you outsource the daily, mundane business tasks that sap your energy, steal your focus from client work, and wreak havoc on your creativity?

If not, it's time you started.

Can You Delegate Admin Tasks?

As an interior designer, you already work with assorted subcontractors like carpenters, plumbers, finishers, carpet installers, and undoubtedly many more. Obviously, you understand the value to be had in outsourcing such specialized work. So, why not try outsourcing the daily paperwork and other stuff you hate?

(We feel the need to add “probably” to that sentence. Because, against all possible logic and reason, some people actually ENJOY doing admin work for their business! We have no idea where such creatures come from but we’re told they exist.)

Of course, most of the subs you work with perform tasks that are outside your skillset. After all, you're a designer, not a tile installer. And yet, if you're like so many entrepreneurs who are proud of their ability to multi-task, there is something about delegating administrative business tasks to a subcontractor that truly bothers you and prevents you from taking that step.

What is it Costing You?

Here’s another question for you: As a business owner, what is your greatest asset?

Even above your skills, talent, and creativity, your time is your most precious commodity. It’s an asset even more valuable than your expertise. It’s also your greatest restraint – the ultimate factor that limits your ability to put your energy, talents, and skills to their best possible use in the service of your clients.

As the face and voice of your business, your time has inestimable value but it is possible to at least estimate what it can cost you to spend time on those mundane tasks.

• According to the financial education website, MoneyCrashers.com, research done by Microsoft found that workers used only about 60% of their available work time. (Yeah, that always connected online thing can be a massive distraction!)

• The average owner of a service-based small business spends about one day a week servicing existing clients and four hours acquiring new ones. The rest of their 40-hour week (if they don’t spend twice that running their business), is spent on tasks that do NOT generate revenue!

• Looking at this another way, whatever you charge clients for your services (maybe $200 an hour?), is reduced by at least 60% by the time-suck of admin tasks you're doing. That means, in a minimal 40-hour week, what might have been $8000 of revenue generated from client work is reduced to $3200. It also means you're now working for just $80 per hour.

• Your hourly rate just plunged by more than half! And you're the owner!

Remember, when you delegate everyday business tasks to a virtual support team, your goal is to free more of your time to service existing clients and acquiring new clients – both of which will enable you to boost revenue and grow your business!

Does this at least make you think about outsourcing admin tasks for your design business?

We sure hope so. And, if you have questions about how or whom to work with, Ted is available for consultation and guidance whenever you need it. Just… Get in touch with TD Fall today.

Want to Land More Design Projects? Don’t Over-Expertize Your Expertise

OK, yes. We made up a word. So sue us! If it got your attention and made you want to learn more about how to land more design projects, we feel no shame. (Well, we don’t anyway, really. It is our blog, after all!)

Anyway, the point we’re trying to make is (and we mean this with all due respect), becoming an expert in one area does not make us expert in others, nor should it. Sometimes, the more we know about something the easier it is to take for granted that others – like prospects or clients – know something about it too.

To put it another way, our familiarity with a subject need not breed contempt. But rather, the more we know the more likely we are to assume what our target audience knows. This can be deadly when trying to close a deal. In fact, there may be no quicker way to kill one.

Like Attracts Like (Not including clients)

It’s human nature and should come as no surprise, that those with similar interests find comfort associating with each other. Interior designers and furnishing suppliers tend to hang together. Salespeople with salespeople, marketers with marketers. Whole industries can become exclusive and the subjects of discussion among experts climb to higher and higher levels.

But, what happens when you're thrown together with a group of laypeople; or just one, a potential client?

Prospects will commonly express a desire but, because they lack the knowledge to make it happen, they look to an expert. In the internet age, they’ll go online to search for info but surely need more. (Often, what they find will be just enough to make them dangerous – to themselves.)

That is where you come in. And, that is where your experience, and your respect for them and their efforts to learn, will enable you to deliver a message that will resonate with them – and help you land more clients.

The key to successfully landing more projects in such a situation is to remember this… The fact that you know the benefits of a home renovation, or how the features the furnishings you suggest will make your ideal client’s life better, does not mean that they do.

Only Be an Expert When Necessary

Ultimately, you really can’t “know too much”, you just need to always be mindful that many people will know far less. And never forget, it’s your job to help them learn what they need to make an informed buying decision.

The fact that you're the one who taught them should take care of the rest.

Ted remains available to work with you on a case-by-case basis with business consulting that is targeted to your needs and goals. With more than 25 years of experience in the luxury furnishings and interior design industries, he has pretty much seen it all. So, if you're ready to work with a professional business consultant who can help you land more design projects… Get in touch with TD Fall today.

GP & J Baker Virtual Color Books – A New Designer Sales Tool from Kravet

Pick a color, any color (or a season) and Kravet offers a set of GP & J Baker virtual color books to help designers. (No, not a colorING book – a Color Book!)

Our goal is not to make light of the changes to our personal and professional lives that have been forced upon us by circumstance in the past year or so. Rather, we find it encouraging that so many of us, from single-owner design businesses to the largest manufacturers and suppliers have become so innovative in response.

It comes as no surprise that one of the largest, Kravet, continues to find ways to make life easier for those of us who may not be able to do business face-to-face. And, as the recognized leader in the industry, we have come to expect nothing less from them.

“How does this work?” you ask. Unlike the well-known Sample Books from Kravet, their new virtual color books present color-based images of curated fabrics and wallpapers. The real innovation here though is that, while the color books present swatch images, they also offer images of the fabrics and wallpapers in use. So, instead of forcing you to use only your imagination to visualize a presentation, the color books get you started with an image of covered furnishings and walls.

Kickstart Creativity with Virtual Color Books from Kravet

For designers and furnishing retailers who’re restricted from visiting a showroom, being able to download any of nearly 20 of these color books is a great way to help get your creative juices flowing. Being able to share them with clients and prospects virtually only adds to their appeal and practical application.

What a wonderful tool you're being given to renovate a client’s space and help you close a deal – virtually!

For example, this image from the GP & J Baker Teal color book shows creative yet practical uses for a stunning wall covering and one of their fabrics with an eye-catching print.

Not really feeling it with teal? Maybe 14 virtual pages of Red Plum fabrics and wallpapers will do the trick and inspire your imagination with different looks and feels for that special space in your client’s home.

Then again, we did promise you a glimpse of the fabrics and wallcoverings that are most appropriate for seasons. The Mulberry Home color book from Kravet is focused on the Autumn collection of fabrics and wallcoverings available in stock right now. This is just a sample of the 11-page virtual color book you can download.

Due to the limits of space and time for a blog post, we’re unable to show every page of every virtual color Kravet has made available. But, we do want to share the assortment of colors and themes they’ve put together.

With so many palettes available (and don’t forget Teal!), it would be difficult to not use these downloadable virtual color books in your design or sales process.

And please keep in mind that these color books are not designed to merely show what you might do for your clients. The fabrics and wallcoverings shown are in stock and available for your projects right now!

Get in touch with TD Fall today to learn more about how you can use these innovative virtual color books from Kravet to help you create appealing presentations for your clients – and close more sales.