Fabric Sample books

[baileyuph]

In recent years, pull back in furniture reupholstery, many distributors of furniture cloth fabrics have stopped providing fabric samples.  A couple of my good fabric supplers have done that.

Some will sell the books, but with no assurance they will be effective for significant time (they may have samples of available fabrics in the out months and they may not).

This discourages the investment in books.

How have other shops handled the problem?

      A. Bought books with success?
      B.  Just gone to Com method of working?
      C.  Or worked with limited fabric samples that are available?
      D.  Had no problem having good coverage of samples from a supplier?  Who is it?

Doyle

[sofadoc]

A. Never bought books.....never will. Places like Waverly & Robert Alan love to sell books that are about 6 months away from being dropped.

B. 50/50 (in-store fabric sales vrs. COM)

C. & D. Still get plenty to choose from places like Greenhouse and Charlotte.
           Greenhouse has a fair amount of BO's and drops. Charlotte always has
           stock.

My biggest concern.......the MSRP's are ridiculous. Customers know how to Google.
But the bottom line (at least for MY business) is.......I'm still selling as much fabric as I did 10 years ago. Maybe even 20.

[baileyuph]

Regarding COM materials, customers are bringing materials to cover something that aren't fit for slipcovers........sooooo thin.  Low information consumers?  Don't know, either that or dollar conscious?  It is getting so bad, the COM stuff, it isn't worth sharing a comment or critique on their supplied materials, it just keeps coming.  The items surely won't last, it is so obvious, why comment! The work looks cheap when finished, customer usually don't comment, I guess they figure it will be throw away in a couple of years?

Greenhouse have sample books for no charge?  Was understanding they stopped that?

What happened to the nice tapestries and the like we used to work with?  Maybe no one likes that stuff anymore, velvets are still out.

Doyle

[sofadoc]

Greenhouse have sample books for no charge?  Was understanding they stopped that?

New accounts must initially pay for books, then that amount is refunded if they reach $1000 in sales the first year.

Being a pre-existing account, beginning every January, I get new books as soon as I reach $1000 in sales. I always reach that amount no later than March.   

[Joys Shop]

Most of my fabric sales are from Barrow and Charlotte and am always getting new samples from them


I can't seem to sell Greenhouse fabrics

[sofadoc]

Most of my fabric sales are from Barrow and Charlotte

Barrow still sends me free books, even though I've probably ordered less than $500 from them over the last 3 years.

I don't "push" any brand of fabrics. The books (from all companies) are equally displayed in my sample room. I just "Let the chips fall where they may". I don't steer the customer toward any particular company. Well over half the time, they choose Greenhouse.

Barrow was probably my top seller back in the late 80's/early 90's. Now, they generate very little interest around here.

[baileyuph]

Leads to a question:  What type of fabric is selling the best today?

I don't use as much traditional fabric, example tapestry, as in the past.  Seems now it is all about contrasting colors, such as black with colors like hot pink.

Textures sell fairly well.  Of course some variant of leather is still going strong, especially on recliners.

So, what sells for you?

Doyle

[sofadoc]

So, what sells for you?

Hard to say. I guess if there's a particular type of fabric that I sell more of than the rest, it would be chenille. I'm also selling a lot of the soft tweeds lately (the ones with the "brushed" feel).

But I can't really pinpoint my hottest selling fabric.

[baileyuph]

[But I can't really pinpoint my hottest selling fabric./quote]


No, I can't either, there is some correlation with customer age and the chair or item the fabric is going on.

I got a patio set today to do, this is an older person with quality furnitue and she is
going with a random print (meaning no close repeat - something not practical pattern match) on a black background and abstract features.  Given all the colors in the featues against a lot of black background it is stricking.

It wouldn't be something for me, I am a little more traditional.

I don't mind working on other people's taste.

Doyle

[kodydog]

The folks I work for during the week have over 1500 bolts of fabric in stock. Their show room is so full you can barely walk down the isles. 80% of the upholstery work we do is done using in stock fabric. The other 20% is decorators fabric or sold from the books. Very little COM. They do not pay for any books. Their out the door fabric sales are nearly nonexistent compared to 10 years ago. They have thought about sales through the internet but they are not into computers much.

We still work out of our shop on weekends but have rid ourselves of most of our books. Its hardly worth the time when your only doing a couple pieces a month.

[sofadoc]

The folks I work for during the week have over 1500 bolts of fabric in stock. Their show room is so full you can barely walk down the isles. 80% of the upholstery work we do is done using in stock fabric. The other 20% is decorators fabric or sold from the books. Very little COM. They do not pay for any books. Their out the door fabric sales are nearly nonexistent compared to 10 years ago. They have thought about sales through the internet but they are not into computers much.

So you're saying that your boss's fabric sales are almost totally contingent on how fast you and your co-workers can turn the work out?

I can't imagine stocking that much inventory without trying to sell more "out the door". But I know that you've said that he's kinda stuck in his old ways.

If I had 1500 bolts of material laying around.........I'd be peddling it on the streets at 3:00 AM. ;)

Just curious. How often does he replenish stock? And how much of that fabric stays on the shelf for years and years? Does he ever end up slashing the price just to move it?

Not criticizing. He's obviously way more successful than I'll ever be. I'm just trying to understand his business model.

[kodydog]

I'm just trying to understand his business model.

Believe me, so am I. His business model (if he has one) makes no since at all. But he has done quit well and continues to stay back logged for several months. He keeps 3 upholsterers, a sewer and a shop helper busy. He also employes his son, a part time decorator and his grand daughter part time. I think where fabrics was once his main income, reupholstery is now. He also does draperies and slipcovers. Not bad for a 75 year old man. He says he will never retire.

He buys (just guessing) 6 or 7 bolts of fabric a month. Why? I don't know. He has fabric from the 60's stored above his office and his office is so packed you have to squeeze to get inside. He NEVER has a sale. And is pissed at the Yellow Pages so does not advertise. But his fabric does stay current. Like you we are recovering with a lot of chenille. Seams to be the choice fabric lately.

The only conclusion I can come up with is you don't have to be a genius, you don't have to be a business guru, and you don't have to be thrifty to succeed. Whats most important is to have an idea, the belief it will work and the will to make it work.

[sofadoc]

Kody, your boss sounds exactly like the guy next door to me that has a carpet store. He's still got rolls of orange shag from the 70's that are so brittle, they crumble in your hands. If someone wanted to buy any of it (which they never do), he would charge them today's current full MSRP. You have to turn sideways just to slither between all the rolls of extremely old "New" carpet.

But like your boss, he's carved out a nice living for himself. Just think how rich those guys would be, if someone could just teach them some rudimentary business skills. But one thing is for sure........they've done pretty well without any of MY brilliant advice.

The only conclusion I can come up with is you don't have to be a genius, you don't have to be a business guru, and you don't have to be thrifty to succeed. Whats most important is to have an idea, the belief it will work and the will to make it work.

Often when newbies come on here asking for advice on starting, or maintaining an upholstery business, they're encouraged to take some type of business course, or attend a SCORE seminar.

I've contended all along that the great thing about the upholstery business is that you don't really have to have a good "head for business" to succeed. If you can use a calculator well enough to figure yourself a profit on each job, you'll do OK. 

[bobbin]

I have sample books for the basic awning/marine acrylics from Glen Raven and also Dickson (no charge).  I had to fork over $110 for the basic Sunbrella Furniture Collection earlier this year.  I wasn't happy, but I can't show customers PICTURES of fabrics, for cryin' out loud!  I complained, big time.  That's why I call the company DISAdvantage (remember when they said nothing would change when the took over John Boyle?). 

Lately I've been struggling with vinyl samples... trying to match colors using a 1"x1" sample glued to a cardboard folder is nigh on impossible... ask me how I know.  And I'm supposed to use that crappy sample to sell a customer yardage that is $75/yd. COST?  Yeah, right.  What are manufacturers and wholesalers thinking? 

I have basically given up on selling fabric... too  much hassle involved with requesting samples and then waiting around for them and then scheduling "meetings" to give a proposal.  COM is fine with me, thanks! no responsibility for quality/consistency/etc..  I just get it, cut it, sew it, stuff it, and bill it!

[brmax]

WOW bobbin i was getting so p.o.ed at them people you were talking about. Then the last sentence had me dam near roflol, now it feel like i went to therapy i guess.
Have a good day
still lol