Who have been your retail inspirations?
My number one inspiration was my mother’s shop, Hollyhock, which she had for 30 years in Los Angeles. I really enjoyed the rhythm and the pace of the day and interactions with the customers. She had always done a wonderful job of servicing both a trade customer and a retail customer. I was also extremely inspired by Treillage, Bunny Williams and John Rosselli’s long-standing store. My grandmother also owned an antiques store in New Orleans called Flair.
What is the best business advice you’ve derived as a third-generation shopkeeper?
To start slow, which came from my mother. To pick an item, commit to it, and build from there. Instead of having two-dozen artists, pick three and support them in a deeper way. You can build loyalty and trust with the consumer knowing that you will have the product that they want and need when the time comes for them to buy it. And I want the artists to feel supported. It’s exciting to show people their work and to have them know that they can always come back and see [more]. We’re getting in a new round of works on paper by Mary Nelson Sinclair next month, and we have a list of people anticipating the collection.
What mistakes do you see retailers make when it comes to merchandising?
You have to show people how to use things in a visually exciting way. Maybe that means putting the mirror that you want to feature over a console, then putting wilder lamps and lampshades on the console than you ever would in someone’s house because it feels a little exciting. It needs a bit of drama. Amp it up 20% more than you would do in your actual home—it should have more zhuzh, but not be over the top.
That’s great advice. The consumer will likely buy the beige sofa, but why not show it in tomato red?
Exactly! The drama makes it enticing to shop.
