The Needle and The Thread

Are You a Difficult Business to Work With?

2011-07-27T22:25:00.000-07:00

The other day I called one of my suppliers to ask them to fax me a price list for one of their product lines. I was already irritated to be making this call, as I had expected to receive the list with the product catalog I had asked them to mail to me. (It wasn't.) And, I had called the day before, to ask that the list be faxed to me. Which was not done. (And yes, I checked to make sure there was paper in the fax. )
So now I was making my second (actually 3rd) call on the same topic, and I was completely annoyed, because I'm busy enough, without having to make 3 calls about the same thing.
When I called, I ended up having a conversation with customer service, that went something like this.
Me - "I asked to have the price list for --- faxed to me."
Customer Service - "The prices are all on line."
Me - "I know they are all on line, but I still want a physical price list to look at."
Customer Service - "We are in the process of updating it."
Me - "Well are the prices in the current list still good?"
Customer Service - "Yes."
Me - "Then can you fax it to me."
Customer Service - "Can I email it."
Me - "Sure."

Now, I'm not sure why I was given a hard time about this issue. Maybe, they pay a lot of money for the website and want to you use it. Maybe, the new price list is coming out next week. Maybe, they hate faxing. All I know, is that they could have saved themselves, and me, five minutes of phone time, and an article about customer service, if the sales person had simply said, "I'm sorry we didn't get that to you would email be okay instead?"
Which, finally, brings me to the point of this article.
How easy are you to work with? We often complain about difficult customers, but are YOU a difficult business to work with? When clients ask you a question, do you quickly answer, or say, "I'll get right back to you." Or, do you dance around the topic and finally ask why they want to know? Can you easily justify your prices to a customer who is cost conscious? Such as, "I charge $30.00 a foot for a box pleat valance." Or, do you hem and haw and then make something up?
If someone asks you if you can work with them, do you tell them, "Look me up on the Internet and give me a call." Or, do you give them a card and ask if it's okay to call them to set up an appointment.
Do you take a week to get back to your clients' calls and emails? Do you touch base with them periodically throughout the project? Or, do you collect their money and not call them until 8 weeks later when it's time to schedule the install?
As much as you may want to just sit around and sew, without clients, we can't have a business. Without good customer service we can't have a good business. Don't make it difficult to do business with yourself.

Here are a couple tips to make yourself an easy company to work with.
* Make yourself easy to find on the web and through the phone.
* Be able to easily justify your prices and stick to them.
* Answer your clients' questions quickly and precisely, or tell them you will research it and get back to them. Then do that.
* Keep your clients in the loop throughout the project. Don't ignore your clients until the last minute.
* Address client problems quickly and nicely.
* Be knowledgeable about your business and your products.
* Give your customers what they want, and if you can't help them, try to find a reasonable solution.
* If something isn't right for a project, explain to your clients why, and help find an alternative. Don't just say no, I can't do that.
* Be pleasant and cheerful.
* Always apologize when you make a mistake.

Mise en Place or Everything in place

2011-07-27T22:15:00.000-07:00

In cooking it's called mise en place, a French phrase that means "everything in place." This crucial cooking term suggests you gather all your ingredients before you start cooking a dish. This accomplishes two goals. First, it assures you have everything you need to finish your dish. Second, it makes the cooking process go faster and smoother because you aren't running around looking for ingredients while your white sauce burns away.
I think this is a great concept, that can be applied to your sewing projects. By collecting and checking all your "ingredients" fabric, thread, cording, wood, etc., before you've begun any project, you can make it go much smoother and much faster.
How often do you have to stop to wind up new bobbins, while sewing 10 yards of cording? Or realize you are out of lining 1/2 way through panel #3? Instead why not institute mise en place in your workroom. Before starting any project, wind a bunch of bobbins in several colors. Clear off your table, gather your scissors and pins and check your lining amount. Then look over the face fabric for flaws.
If you've prepared everything you need before sewing all you will need to do is roll out the fabric and get to work. No stopping to call all the local workrooms to ask if you can buy three yards of lining and no rethreading the machine mid job.
Just quick easy sewing. Or, the perfect white sauce.

P.s. Mise en place is a great idea when working with your clients too. There's a reason I tell my clients their job won't be done for 4 to 6 weeks until after I've received all the materials. If something is on back order or worse has been discontinued then the client and you, are less inclined to be upset if the job hasn't started yet. Your aren't pushing back an install, but instead are are sticking to your word that you will begin after all the supplies have been received.
Of course it's up to you to order them in a timely manner, and it's great if you can keep your customer in the loop as to the ordering and receipt of fabric date. This opens the line of communications and eliminates problems before they begin. So get those orders in quickly and check the stock of your fabric, hardware and other supplies, and let your clients know you are on top of all their ingredients. It will be much easier for you to set a firm time frame for completion of your projects while keeping you and your clients happy. And if you like to cook, well fed.

Reviving your creativity

2010-04-20T09:10:00.000-07:00

I think one of the funniest shows on TV today is The Big Bang Theory. On a recent episode, Sheldon a genius with limited social skills was stuck trying to solve a certain scientific problem. After staring at it for three days and nights he decided to work at a restaurant to try and see the problem from a new perspective. It worked and he had a major breakthrough.
Have you ever been stuck on what to do for a particular design? Or maybe you are trying to finish a project and for the last hour you've done nothing but, stare at it, walked around the room, fiddled with the radio, had a cup of coffee and then stared at it some more.
Well you dont' have to work at a restaurant to break through your mental logjam. Instead try some of these techinques to help free your creativity.

Have a cup of coffee and relax on the couch. Sometimes just the act of relaxing your body and your mind can release your creativity.

Take a nap. This is my very favorite activity. There really is something to be said for the old phrase, "sleep on it." How many times have you gone to bed wrestling with a particular problem and woke up with the solution.

Surf the web. You may not find the exact answer you're looking for, but it may give you some good inspiration.

Watch tv. Watching someone else try to struggle through their problems may make yours seem easy to solve. Or, it may just be that an hour of HGTV inspires your to look at your problem from another angle.

Look through some magazines. These are great sources of inspiration to break through a creative breakthrough. Sometimes even just a color or part of a picture may give you the inspiration you need.

Go for a walk. Look at the world around you while you walk. Architecture, landscaping, flowers and nature are all a wonderful source of inspiration.
Exercise. Gets those endorphins going and increases blood flow to the brain. Besides who's mind doesn't wander while exercising, it's a great way to mull over the issues.

Take the dog for a walk. Even if you don't get a creative burst the dog will be happy.

Go for a Sunday drive. I know gas cost's a small fortune these days, but how fun is it to fly down the highway on a beautiful day with the windows open and your favorite music on the radio. Another great place to mull over issues.

Go shopping. Go to your favorite home store or Home repair store or clothing. Inspiration is every where there.

Take a bath. You'll be clean and your mind will be relaxed and open to new ideas.

Play a game with your kids. They'll love you for it and maybe they will have a good perspective on the problem. It's amazing what even the little ones can come up with.

Go to bed. See take a nap. Another of my favorites.

Have a glass of wine. This won't immediately get you back on track, but you'll be relaxed and sleepy and maybe in the morning you'll have an answer.

Work on a different project. Sometimes just walking away and working on something new can help you come up with the right solution on creative idea.

Make something for yourself. You deserve it and you can be the most creative when you're working on your own projects, opening the creative juices for those other projects.

How to Decide Which Machine to Buy First

2010-03-24T11:43:00.000-07:00

Here's a few more tips on how to decide what industrial machine to purchase first.

Before deciding what industrial machine you should buy first you want to think about your workroom and your needs. According to Lewis at Bill’s Sewing Machine Company most people buy the big four industraial machines in this order; a straight stitch (or single needle drop feed), a blind hemmer, a serger and then a walking foot. But, this might not be the right order for everyone. Evaluate your business in order to decide what to buy first. What sort of work do you do the most. Do you work with lots of heavy duty fabrics, making mostly slipcovers, cushions and light upholstery? Or do you do lots of panels and sheers. Maybe your clientele tend to prefer valances and swags. Now decide which machine is the best fit. If your home straight stitch is working okay for you and do lots of panels you may want to invest in a blind hemmer first. If you are sewing really heavy duty stuff maybe you want to buy a walking foot instead of a straight stitch. But if you are sewing lots of top treatments pillows and bedding a straight stitch should be your first machine.
Consider the space you have in your workroom? Do you have the room for a machine set in a table or are you going to need a portable machine that you can move around the workroom and place out of the way.
Lastly which machine will be most likely to speed up your production and make you more efficient. If you are hand hemming all your panels a blind stitch is for you. If you are tapping your feet in frustration because your sewing machine won’t sew piping fast enough, then its time for a straight stitch.
As for which machines are the best, Lewis recommends a straight stitch with a reverse. A 4 thread serger will have a mock safety and has a seam that tends to lay flatter than a 5 thread. For a walking foot get a walking foot with a walking needle and for blind hemmers he typically recommends US Blindstich machines, but not those with the Stichline name on them.

Are You Using the Right Equipment?

2010-03-23T16:28:00.000-07:00

I am currently on my 4th wood stapler in my business. I started out with a very inexpensive hand stapler. When that broke, I upgraded to a better hand stapler. Then I moved to an electric. After a couple of years, sick and tired of playing with the electric I finally invested in an air compressor and top notch staple gun. If I think about it, I probably could have bought the air compressor and staple gun with the money I spent on all the other staple guns. The air compressor is so easy to use, I wish I had bought it years ago.
Sometimes it may seem like we are saving money by not investing in the better equipment, but are we really? There comes a point when it makes more sense financially to spend the money on equipment that will really help your business, then to struggle along with the wrong tools or machines.
If you are still sewing your panel hems by hand, because you think you can't afford a blind hemmer machine, do a little cost analysis. Ask a friend who owns a blind hemmer to keep track of how long it takes them to sew in their bottom hems on a single or double width drapery. Now do the same with a similar panel that you are sewing by hand. I bet there's a huge difference in time. Time you could be spending working on new projects or marketing for new clients.
Most of the time people stumble along with the wrong tools because they feel they don't have the money to pay for something. Or, they are afraid to make the investment and commitment.
If money is the problem it's time to look at where your cash flow is going and how you can reinvest some of it back into your business.
To help you evaluate where best to spend your money and how much it's really going to cost you, start with this project.
Take your computer or a piece of paper and make four columns. In the first column list all the equipment you currently are using. Sewing machines, sergers, staplers, tables, saws, computers, cell phones, fax machines etc. If you are feeling particularly ambitious add in smaller hand tools that could stand to be upgraded.
In the second column you are going to evaluate your equipment. Write down poor, good, best. In the next column is your wish list. If any of your equipment is listed as poor or only good, write down what type of equipment you would like to replace it with. For example, if you have a hand stapler in column one write air gun in the last column. Are you still working with a home straight stitch? Write down industrial. At the bottom of the list write down any other equipment you want, but don't currently have.
In the final column rank all the new equipment by number. Number 1 is what you most need to help your business run more efficiently. Number 10 is what would be nice to have, but not crucial.
Once you've completed this project look at the equipment you most need. (I say need rather than want, because upgrading your equipment is something your business NEEDS to move ahead.) Do a little research into the cost of the top item on your list. Then set a deadline for when you want to buy it and after every job or once a month start putting money away to purchase it.
When you finally get that new equipment you're going to love it so much you'll wish you bought it years ago.

How to know it's time to invest in new equipment:
1. You're still using dial up on your computer.
2. You can sew by hand faster than your sewing machine can straight stich.
3. You are still sewing all your panel hems by hand.
4. The stapler you're using is not electric or air.
5. Your kids play ping pong on your table on your off hours.
6. You just pinned 4 widths of pinch pleat panels by hand.
7. The ink for your fax machine costs more than the machine itself.
8. Your phone is still attached to the handset by a cord.
9. Your answering machine has your children's voices on it and they are in college now.
10. You are still cutting wood with a hand held miter saw and miter box.
11. You've never used a serger.
Feel Free to add your own suggestions in the comments.

If you don't know what to look for when buying new or used equipment, here's an article about just that thing. Buying and Evaluating Equipment.

Tips for A Great Looking Website

2010-02-16T08:28:00.000-08:00

Now that we've established you will be creating a website; (Get a Website Today) here are a few tips to make it good looking and easy to use.

1. Don't make your customers hunt for your information. Put your phone number and email address in a prominent place on every page of the website. When you confine it to the "Contact Us" page you're making it more difficult to reach you.

2. Don't write long paragraphs. Use bullet points and short paragraphs. The Internet is a fast and hopping place. People want information quickly and in short bursts.

3. Make sure the backgrounds of your pages aren't distracting and don't overwhelm the rest of the information on the page.

4. Use a font and type size that is easy to read. Don't make it too small, too light colored, or too fancy, to be easily read.

5. If you're fairly new to the business, or just take terrible pictures; you may not have a huge portfolio of your work. So, scatter pictures throughout the website rather than concentrating it all in one place. When it's concentrated in an album it can seem like your body of work is a little skimpy. Instead you can jazz up each page of the site with different pictures, or even close ups of trim or hardware.

6. Use a professional head shot, not one of you and your kids, or you and your dog. Save those for your Facebook page. If you don't know anyone who can take a really good picture of you against a plain backdrop, schedule an appointment at one of those portrait studios at Target, Sears, or JCPenney. They are very inexpensive yet good enough for your use. If you get your hands on a coupon it could end up costing you as little as $10 to $20, and you'll have an extra picture to give to your sweetie as a gift.

7. Don't pass pictures of other people's work off as your own. It's called Stealing. Need I say more?

8. Keep all the basic components of your pages the same from page to page. When building your site make sure you use the same outline over and over again. This avoids confusion from your visitors and gives the site a cohesive and organized look. For example if your jump buttons for each page, are on the top on page one, don't have them on the side, on page two. Keep them the same color, size and order. I would go so far as to suggest your background should stay the same for all your pages. Use the content to make changes and give it a better look.

9. Have several people proof your wording, grammar and spelling for errors. If your website is riddled with spelling and grammar errors people are going to question your ability to sew. Choose people who will give you the brutal truth to look it over, not just someone who will tell you it looks great.

10. Use classic colors. Remember coral and teal. Are you having a bad '80's flashback right now? It's fine to use new color trends, but unless you want your website to be out of date in a year, lean more toward the trendy classics than something that will be out of date in 3 months. Also don't go too bright, you want your content to stand out not your colors.

11. Get your domain name NOW. Even if you aren't planning on putting up a website for a couple months buy your domain name now before someone else snatches it up. The cost is minimal and well worth it. Buy a couple variations of your name, you don't want someone to buy a variation of your domain name and link it to something embarrassing, and it can happen. Try and stick with .COM it's the most popular and the one people are more likely to remember.

12. Keep your information up-to-date. If you change your email address or phone number make sure you change it on your website. Same if you move. Add new pictures as you take them. Your work will always improve over time and you want your website to reflect your best work. If you no longer provide a service take the info off your website. Check your links periodically to make sure the linked sites still exsist. Never put up a We're building our website" page. Put a basic page with a picture or two and your contact info instead, or take out the page altogether. Customers want a website that works is easy to use, gives them some good information and makes their lives easier. A good website can do all of those things.

Get a Website Today

2010-02-16T07:39:00.000-08:00

The other day I was searching online for the website of one of my favorite fabric companies. I couldn't find anything and eventually discovered they didn't have one. Now this isn't some brand new little business. This company has been around for a while and is quite popular in the industry. I was a little astounded that they had not yet set up a website.

This blog is full of my opinions, backed by what I like to think is some rational explanations. Well here's another of my opinions.
I think every business should have a website.
That doesn't mean you have to run right out and spend $500.00 to have someone build you one, but it does mean that you should have some sort of presence on the Internet. That presence can be as simple as 4 pages built through Go Daddy's free web builder that has your contact info and a couple pieces of free photo art.

Here's why I think having a website is so crucial for your business.

1. It makes you seem more professional. Would you do business with someone who didn't even have a business card? Probably not. You'd question whether they were a true business or just some dude down the street trying to make some money. Think of a website as the new business card. It provides your business with professional image.

2. It gives your business a feeling of being in touch with the modern world. When you don't have a website your business gives the impression of being a little dusty, old and out-of-date.

3. It provides you with a showroom without having to buy a building. Companies without a website have less of a feeling of permanence. Few workrooms have a retail/showroom location that customers can pop in and out of. A large majority of us work out of our homes. A website gives you an online showroom or even an online retail store. People can freely visit your new showroom and find out information about your business.

4. The Internet is also the new business pages. I'm not talking about the online Yellow Pages that you have to pay for. Instead the entire world wide web is like a giant Yellow Pages just waiting to be opened. I can't recall the last time I even opened my paper Yellow Pages. Whenever I need a phone number or even the hours of a company, I turn to the Internet. Don't you want to be the company customers find.

5. Searching for a company on the Internet is easier than the yellow pages. Suppose you are at one of your children's swim meets and you get to talking with the woman next to you. You tell her what you do and your business name. She's interested, but not right now. A couple of months later she is trying to find your information, but she's a little unsure of your exact business name. Because of this she can't find you in the Yellow Pages. So instead she turns to an online search engine and puts in your name and what she thinks is your business name. Viola, after only a couple of minutes she has all your information and your phone number to call you.

6. The Internet is a little like a giant file cabinet for all your information and accolades. What do you do when you've won an award, or had an article about your business in the newspaper. Maybe you just installed a fabulous treatment and want to show potential customers what you can do. Your website is the perfect spot to showcase all your accomplishments in one place. You can show potential customers how fabulous you are in a variety of ways all at once.

7. A website provides you with lots of cross marketing. Once you have a website you can put that address on anything and everything you use for marketing. Car magnets, your business cards, post cards, brochures even your signature line for your emails. By doing this, you are using more than one avenue of marketing for possible customers. Not just that brochure or business card, but a chance to find out more about you on your website.

8. My final argument is that if you don't create a website you are going to get left behind by your competitors who do. The Internet isn't going anywhere, and it is only going to continue to become a larger presence in all our lives. Take my younger sister as an example. She' approximately 7 years younger than me and works as a computer engineer. Not only does she spend all day on the computer, but she is rarely without a laptop or her Blackberry. She's connected to the Internet pretty much all day long. She looks up businesses, directions, Facebook and dating sites. She texts, sends emails and types up documents on her computers and phone. Now she is in her early thirties. If she and her friends are this connected to the Internet, I can only imagine what those who are even younger than her will be doing online.

Don't let competiors who might be younger or more tech savvy than you beat you at your business. Create a website today and be the one the customers call first.

Don't Forget The Customer

2010-01-29T16:40:00.000-08:00

Running a drapery workroom is a fun and creative business. You get to play around with fabric, and satisfy both the creative and logical side of your brain. But, sometimes I think we get wrapped up in the details of sewing and forget that, ultimately we are running a business. And without customers there would be no business.
It would be wonderful if we could have all our customers with unlimited budgets who let us put whatever we wanted on their windows. Unfortunately, this is not the case. Instead there are many levels of customers. Some want some nice basic drapes to cover their living room windows. These customers aren't looking for interlining or trim or micro-cord, just some nice not off-the-rack drapes. Other customers are very budget conscious and want to buy their own fabric and just want someone to sew it for them. And there are those few who want and can afford the works.
So why not sell to all these different customers. Don't become the workroom who always says "I won't." I won't make a valance without micro cording all of it. I won't sell a customer just one pillow. I won't make drapes unless they have interlining. Customers don't' want to hear what you "won't" do. They want to hear what you will do. And not every customer is looking for micro cord and interlining. Yes, the treatment may look much better with it, but is it going to look terrible without it? I doubt it. Remember you're selling one aspect of their home. They are looking at the decoration of their whole home.
Let's not forget what the customer does want. Your customer may like a very simple look and doesn't want micro cord or interlining. So why give yourself extra work adding it, when it isn't something they want.
Obviously you can run your business any way you want, but realize that you are running a business. Do you really want to turn work away because a lower end customer doesn't necessarily fit into your workroom "rules" for sewing?
If you can find all your customers at the highest end of the spectrum great, but if your business is struggling maybe it's time to re-reveiw your policies and maybe, even who you are turning away as a customer. After all, that little pillow and simple living room drapes, could be a referral to the customer who wants the works and can pay for it.

In Defense of Price Lists

2009-11-03T06:58:00.000-08:00

I'm going on record right now and say "I think every drapery workroom should have a written price list." And not just any old list, but a clear concise and complete list that reflects your buisness practices and costs.

I know many workrooms like to fly by the seat of their pants when it comes to pricing. One of the many arguments I've heard, is that we are making custom products so everything has to be priced out differently. I've also heard that some cusomters require more work than others so the charges will be different.

I don't disagree that making up a price list is probably one of the hardest things any drapery workroom has to do. It's difficult to determine how to price and even more difficult to make sure your prices reflect the amount of work you do. But, I don't feel that difficulty is an excuse for not having a price list.

And my number one argument for creating a price list is this:

How do you know you are making any money if you don't know what you are charging.

If you are randomly making up a price, copying prices from a large commercial workroom, or if you "Have the general outline of your prices in your head." There is no way those prices can possibly reflect the overhead and costs of your drapery workroom. And if your prices don't reflect your costs (weights, thread, needles, lining, buckram etc.) then there is no way to know if you are really making money.

A price list isn't a random collection of numbers it is a starting point for actually making money doing what you love. The price list should cover the bulk of things you make, including panels, different types of valances, shades, cushions, pillows and bedding etc. Obviously a price list can't cover every single thing we make, we are too customized, but it is an excellent starting point. If, for example, your customer wants euro pleat panels with banding on the leading edge and trim in between the two fabrics, you can refer to your price list and easily write them up an estimate. The estimate will include your price list's price for euro pleat panels, the cost of banding per foot, and the cost of trim per foot. You most likely won't have this listed in the price book as one single treatment, but you can find the information under the heading of panels and panel add-ons.

My second argument for creating a price list is:

How can you evaluate your prices and adjust them to cover your changing costs if you don't know what they are?

The cost of doing business increases every year. Drapery pins cost more, shipping prices are higher, thread and pins are more expensive. If you have no idea what you are charging on a regular basis there is no way to adjust your prices to reflect the increasing cost of doing business. When you have a set price list you can look at the cost of a panel and easily determine in the materials and time going into making them has stayed up-to-date. As a matter of fact, I would recommend looking at your prices every 6 months, to a year, and see if they continue to be relevant and if they need to be increased.

The third argument is:

You are more likely to charge your customers LESS if you don't have a price list to fall back on.

How many times have you written a quote and thought, "Hmmm this seems a little high," and adjusted it down. How many times have you had a customer hesitate over your estimate and you've lowered the price to make the sale.

If you have a price list to back you up, you'll know that you put a lot of time and energy into creating those prices and that is your very bottom price for making money. You are far less likely to low-ball yourself if the prices are already written out in black and white and they are well thought out, and fair. You can more easily tell your customer with confidence that you cannot change your labor price, but maybe we could adjust the design a little.

The fourth argument is for the workroom doing wholesale work:

Would you carry a line of fabric books or drapery hardware if you had to call the company every time you needed a price?

The same goes for designers/decorators and your workroom prices. If a designer has to try and reach you every time they need a price and then the price is different for a panel from one job to the next, they are more likely to go visit your competitors. After all would you sell fabric from a company that refused to give you a price book, made you call everytime you needed a price and then randomly changed the price because they deemed you a difficult customer?

Now, I am NOT advocating, not to give your designer a written estimate for the entire job (and a signed contract) before beginning work. What I am saying, is that your designers need a jumping off point for figuring pricing and a written price list can help them do that. Some designers like to make the sale on-site. They can't be expected to call you and hope you are in your workroom while they are in the customers home. Others want to turn their customer estimates around in a day. They should have something to work from.

My final argument for creating a price list is:

People talk.

It's that simple. Designers and homeowners talk. At some point someone is going to compare the price of their pinch pleat panels and they are going to realize that their is a discrepency between them. How upset would you be if you discovered the cable company charged you twice as much as your neighbor to install your cable? If you don't have a set price list you are going to end up making different charges for different customers and at some point someone is going to notice.

I know everyone is very busy. Your business pulls you in a hundred different directions, but if you have not yet created a price list you need to do it NOW. After all you are running a business and the core of that business is a making money. And what is a price list, but a way to charge so you can make that money.
If you need help getting started with a price list here's a link to a couple price list articles and a price list template. Pricing Articles

Are you a Specialist Who Specializes?

2009-06-02T18:33:00.001-07:00

I love to watch The Food Network on TV. I'm always fascinated by the chefs who take food to a whole other level. One show that's especially interesting is Throwdown with Bobby Flay.
If you are unfamiliar with this show; chef, restaurateur, and media personality, Bobby Flay, profiles a chef who is the master of one particular food. He convinces the person they are going to have a show on TFN and then shows up to challenge them to a cooking throwdown. Guest judges taste both dishes and decide who's tasted better.

What I find so intriguing about this show, is that, although many of the chef's profiled, own restaurants or bakeries, that sell several different kinds of food, they have taken the time to focus on, and perfect, one particular item on their menu. In turn they are now considered to be the top in their field by their customers and peers. All for one single one food item.
For example one chef specialized in making the very best donuts. Another made a fantastic Chicken Cacciatore. And still another couple, had customers who raved over their blueberry pancakes.
All of these people are had become specialists in a field that is already segmented in multiple categories, such as pizzerias, bakeries and breakfast diners.

Drapery workrooms are are not that different from the food industry. By our nature, we are specialists in the wider field of interior design. We have already decided to focus on creating window treatments and other soft furnishings.
But within this speciality there is room for you to specialize even further. You can take one aspect of the industry you really like, and are really good at; explore it, research it and become the go-to person for this special item.

Take Ann Johnson of Sew Easy Windows. She owns a drapery workroom in which she does all kinds of window treatments. Ann though, is really, really, good at swags. So good in fact, that she has written two books that focus on nothing but swags. Books that others in the industry covet. Imagine that - 2 books on just swags. By specializing in swags, Ann has found a new niche for her business, giving talks and selling books about swags.

Kitty Stein was so good at the business side of the drapery workroom she has written numerous books and magazine articles about the business of running a workroom. She was even recently honored with a Lifetime Educator Award. Her speciality in the greater field of custom fabrications was to share her business knowledge.

Leslie Fehling of Leslie Fehling Designs is so good at embroidery techniques for custom furnishings, and making slipcovers she has opened her own school, Summerhill Weekend Sewing Retreats, to teach others.

Merlyn Corcoran is so good at making Minutes Matter Studio renderings she now holds educational seminars for the company.

Finding what you're really good at doesn't mean you have to give up the general field custom furnishings. But, you can find real joy in discovering what you're best at. It could be cornice boards, or a certain type of valance. Maybe you are really good at drafting patterns and can sell them to other workrooms. Whatever niche you decide to focus on, learn how to be the best at it. By specializing in our speciality, of custom furnishings you could find a new way to make money, gain the respect of your industry peer, or maybe even win an industry throwdown at the next International Window Coverings Expo.

Opinions Please

2009-05-19T17:42:00.000-07:00

The other day I went out on a drapery call with a designer. The customer seemed to really value the designer's input, and would frequently ask her what she thought about the different items they were picking. They were working along smoothly, until it came to picking between two different pieces of hardware. The client asked a couple times which one the designer liked best, and the designer kept deferring back to the client. They finally settled on one, but I couldn't help thinking that it could have gone a little smoother.
Very often when we are with a customer we are unwilling to give a definitive opinion, for fear of choosing something for them they won't like. Unfortunately, what we don't consider, is that the customer has hired us exactly for that reason. They were unable to come up with a design or a decision on their own and are looking to us - the experts - to guide them. We know what works best and what design will look better and it's our job to help steer the client that way. Now I'm not suggesting we strong arm the customer into a box pleat valance because it's easy to sew. What I am suggesting is that when you're asked for your opinion; Give it. When asked if you like the fancy finial more than the simpler one say, "Yes." Not, "Well it's really up to you, what do you think?"
The customer has hired us as an expert. So, show you really are one, and give your opinion when asked.

Finding a Balance Between Work and Life

2009-05-07T07:52:00.000-07:00

When I was thinking about starting something that I could write on a regular basis for the drapery industry, I debated over a newsletter, or a blog. I finally rejected the newsletter idea mostly because it would need to be sent out on a regular basis with a set deadline. A blog gave me more freedom to write when I wanted.

I need all that freedom because I'm the mother of three young children. Two of whom, are still at home with me. Over the years I've run my workroom, I've found that walking that tightrope between family and work, has been a difficult one. If I tried to devote time to the business, I would get upset at the children for interrupting me. If I tried to devote time to the children, I could hear my neglected business calling me.
So many people in this industry work at home and juggle children, pets and spouses. Sometimes they find the workroom is taking over their home, and their life. Suddenly the balance between work and home is lost.
To regain that balance you need to create some rules for yourself and your business.

Have a dedicated space for your workroom, tools, fabric books etc. Do not let it spill out of this space and into the rest of your home. If you start to run out of space, spend a day clearing out the clutter. Sometimes even just getting rid of all those empty fabric tubes can create a lot of new space.

Set aside time to spend with your children, and time to spend on your business.

Keep your business phone separate, on a different phone line, on a cell phone or with a different ring.

Set specific working hours. Then stick to them.

Don't answer the phone or check email after work hours.

If you have to work on treatments in the evening give yourself an hour or at least a 1/2 hour to wind down and relax before going to bed. Work only on the treatments, not on other parts of your business.

Don't check your email, your Facebook page, Twitter, or the phone before heading in to the workroom to work on treatments.

Don't do quotes when you have a window treatment due for installation the next day.

When you're in the workroom give yourself over fully to the workroom. When you're with your family do the same thing.

Try to return all your phone calls at one time, away from children and barking dogs.

Create a dedicated space for your children to play in, while you're working. Give them something new to play with each day so they don't get bored.

Take frequent breaks so you can interact with them and then get back to work.

Consider hiring a babysitter for one day a week or even just for a couple hours.

Make friends in the neighborhood and set up a babysitting co-op where you exchange babysitting on a weekly or bi-weekly basis.

Take a break to take your pet for a quick walk. It's good for them, good for you and it may help you clear your mind and solve a difficult problem.
. Take up a new hobby.
Create a working schedule for your jobs. One you can see every day. Try and give yourself a time frame for working on treatments to get them completed in a timely manner.
Set up specific days of the week to do your installs or new appointments. You don't have to tell your clients this, just say, "I'm available on Tuesday and Thursday this week, what does your schedule look like."
Set some policies for your business including contracts, and stick to them for ALL your clients, wholesale and retail.
Take time out to have fun. Go on a date with your husband, have drinks with the girls. Learn a new hobby.
Let go and let your house get a little dirty. Remember houses are for living in, not to be a constant show piece.
Learn to be flexible. Kids get sick, fabrics are on back order. You can't control everything.
Realize that just like your life businesses can have different stages too. Sometimes the business is run part time. At a later stage you may be able to run it full time. You have the ablility to change that whenever you want.

Building Recycling Centers

2009-05-07T06:55:00.000-07:00

Tool bench available at Construction Junction

As much as I love watching home improvement shows, one thing that drives me nuts, is when they start taking sledgehammers to perfectly good cabinets, counter tops and toilets. TLC's show, Moving Up is one of the biggest offenders. The host, Doug Wilson loves to play up to the camera by plowing a sledgehammer into a perfectly good cabinet. Often times, they destroy a kitchen that was remodeled by the previous homeowners only 2 or 3 years ago.

The main reason this drives me so crazy, is that I know that with a little bit of effort, those cabinets could be easily removed in one piece and donated to a building recycling center to be resold.

Pittsburgh, has a just such a non-profit center, called Construction Junction. The place is a warehouse bigger than Home Depot or Lowe's, filled to the brim with a thousand doors, recycled wood, entire kitchens, and once when I was there; they even had a phone booth and revolving door for a photography dark room.

Not only can you buy recycled materials there, you can also donate them, and get a great tax write off. Many centers will accept drapery hardware, window treatments old furniture, and left over wood.

These centers are wonderful resources for the drapery workroom. You can save yourself tons of money when putting together your workroom. Some of the great things Construction Junction most recently advertised were, 4 drawer file cabinets for only $40. Peg board for a couple dollars a sheet. Huge blocks of foam for $14.00 a bundle. Clothing display racks, a workbench, a chop saw, lights, solid wood doors, just waiting to become a new worktable; and even a pretty red tool bench.

These recycling centers can be found across the United States and Canada. So the next time you are looking for some building materials, or when you want to clean out your workroom look up your local building recycling center.

To find a center near you, check out the Building Materials Reuse Association and click on the directory.

Fire Proof File CabinetClothing Racks, Great for Hanging Draperies

Textile Studio Fabric Stores File for Bankruptcy

2009-04-24T14:54:00.000-07:00

It's always sad to hear about a business in the industry having trouble, but if you live in Ohio, PA or Atlanta you may be able to pick up some good deals at the liquidation sale. Here's the press release. The Pittsburgh sale will be held Friday, April 24th through Sunday, May 3rd.
Thanks to Judy Soccio for forwarding me this info.

PRESS RELEASE
4/17/2009
For Immediate Release
Contact:
The Textile Studio
thetextilestudio@gmail.com
The Textile Studio Files for Bankruptcy
Long-time fabric retailer to liquidate all assets
Cincinnati, OH - April 17, 2009 - The Textile Studio, retailer of decorative fabric and accessories, has filed for Chapter 7 bankruptcy with the United States Bankruptcy Court, Southern District of Ohio.

The Textile Studio, a premier retailer of upholstery and drapery fabric, tassels, trims, leather and other home decorative accessories, once operated 18 retail locations in the eastern half of the United States. Headquartered in Cincinnati, Ohio, the company's corporate offices, warehouse, wholesale division, and outlet store are located in a previous Swallens warehouse in the city's eastern suburb of Fairfax. The company also has two remaining retail locations in Atlanta, Georgia and Pittsburgh, Pennsylvania.

All inventory, fixtures, furniture, equipment, and supplies at the three locations will be liquidated as mandated under Chapter 7 of the Bankruptcy Code.

Liquidation will begin with the Pittsburgh store located in the Strip District at 2124 Penn Avenue. The sale will begin Wednesday, April 22nd and end Thursday, April 30th.

Dates for the Cincinnati and Atlanta liquidations will be announced the week of April 27th.

For more information, contact The Textile Studio at thetextilestudio@gmail.com.

Patterns, Patterns, Patterns

2009-04-23T16:13:00.000-07:00

I love the fact that there are drapery patterns to help me make window treatments. Being a self-taught sewer, I'm not very good at coming up with my own patterns. To have them already made, makes my life infinitely easier. But, I am still astounded, that there are so few people selling patterns. And I'm often more astounded, that since there are so few, not everyone knows who they are. Most workrooms (I'm making sweeping generalities here.) know about M'Fay and Patterns Plus.

According to both their websites they have both been in business since 1990. Patterns Plus was created and is run by Joan Willis a workroom manager who speaks and teaches extensively in the industry. M'Fay is run by Marylan Fay, who also ran a workroom and retail showroom for years, before closing it, to concentrate on her pattern business. Both of the companies have many of the traditional patterns such as swags, kingstons, and balloon shades, but they also have a number of more interesting and fun valances.
Patterns Plus Banner Swag

M'Fay Summerhouse Valance

Recently Rowley Company has begun selling M'Fay patterns in their catalog. M'fay has been putting out several interesting and fun new patterns each year.

Two more recent entries into the pattern business are Decorate Now and Pat e Meadows. Decorate Now, is a workroom, run since 1985 by Lisabeth Martin. The number of patterns she carries is not as extensive as the other companies, but her patterns are very well thought out, and the directions are very detailed. Also, several of her patterns, can be altered in 3 or 4 different ways. Lisabeth's website also includes several interesting workroom products including M-Tape adhesive tape and a wall mounted fabric rack.

Decorate Now's Mix-N-Match 1 Valance

Pate Meadows, is run by the design team of Leigh Pate and Caterina Meadows, two lovely southern ladies, I had the pleasure of meeting several years ago. The have two lines of patterns, their Show Home Patterns and a line they produced together with Southern Living. Their designs have a fun, fresh youthful feel about them. A great feature on their website is their picture gallery featuring their patterns made into actual window treatments. It's a great way to get ideas on how to alter the patterns to get new looks.

The newest entrant into the pattern field is The Detail s Pattern Company. The patterns are designed to add detail to panels. They only have a few, but the Ribbon Edge Panel is gorgeous enough to take a peek at the website.

Make your own Worktable Weights

2009-04-23T08:18:00.000-07:00

This brilliant little idea comes courtesy of Rachael Malak, from Sew Lovely, in Cranberry, PA. Almost every home has some sort of abandoned workout gear laying around. Put those barbell pieces to good use as worktable weights. Cut a round piece of interlining or lining and wrap it around the barbell and close it with a rubber band.

You can even use old hand weights the same way, and make them nice looking, by using some pretty leftover fabric. Sew up a pillow, stick the weight inside, and close it up. Instant worktable weights.

Drop That Velcro

2009-04-23T07:24:00.000-07:00

When I first started working, I spent a day or two a week, working in another woman's workroom. So a lot of what I did in my own workroom I did mostly because that's what I had learned from her. One of those things was to put a band on the top of all my valances and swags, and Velcro them all to the top of the board. This extra step took a lot of time, a lot of bulk and a large number of broken needles trying to sew through all those swag layers.
I have since abandoned this technique and staple my swags and valances right to the top of the boards. Many workrooms continue this practice, because customers seem to feel they need to be able to remove the valances for cleaning.
You too, can make life easier, save yourself some time, and money, and add a little something to your marketing, by dropping the Velcro and picking up the stapler.

In order to counter the client's "How do I clean the valance/swag/drapes?" question. Create a small postcard with 5 or 6 tips on how to take care of your valances, swags and drapes. Give the postcard to your client at the end of the install, or mail it to them a week after the job is completed. As an added bonus you could give your client a lint roller with your name and address printed on it.

Some of the tips on the post card could be:
* Vacum the front and top of the valance at least once a month.
* Avoid catching the trim in the vacum by covering to mouth of the vacum attachment with an old nylon stocking and securing it with a rubber band. (This is also a great way to pick earrings which have fallen behind the dresser.)
* Use a lint roller to remove any large pieces of dust that remain on the fabric.
* Steam the valance lightly to freshen it up. (Be careful of water spots on silk and satin.)

To take this marketing idea further; make up more postcards, and mail them to the client every spring and fall, reminding them to clean their treatments, and maybe start a new project with you. You can expand the cleaning tips, to ideas on how to refresh outdoor cushions, coverlets or table linens.

If you're feeling extra ambitious you can offer begin your own cleaning service selling your customers a package of bi-yearly or even quarterly services.

New Tools For the Workroom

2009-04-22T07:55:00.000-07:00

I have a confession to make. I am a DIY TV Junkie. I long ago graduated from the HGTV Design on a Dime type shows, and now I want to see shows on how to rip down a wall. How to install an kitchen. How to retile my entire front hallway. I’ve even graduated from Better Homes and Gardens and other shelter magazines and I find myself perusing Home Depot for The Family Handyman, This Old House and Woodworking.
Every tool in the house belongs to me. The miter saw, the jig saw and even the router, I’ve only ever used once. I also find that at some point or other every tool in my workshop garage, eventually walks into my workroom. So when it’s time to do a home repair project, like, oh say, replacing a sink’s shut off valve I have to dig through the workroom to find all my tools.
That’s why I’m so in love with DIY’s show Cool Tools and their once yearly show about the National Hardware Show. Everytime I watch it I think, “That would be a great tool for my workroom. And that would be a great tool and that.”
So here are some clever tools, that would work in your workroom.

BOSCH MiterFinder Digital Protractor / Angle Finder w/ Leg Extension & Carrying Case - A digital angle finder. Just stick it in the angle of those annoying bay windows and it will digitally calculate and remember the angle.

ProHold Wrist Band By McFeelys - Great for installations or even just working in the workroom. Never look for pins or screws again.

The VIKA USA Twofold Workbench and Scaffold. Just think, when installing you won't have to climb down the ladder, mover the ladder, climb back up the ladder. Instead you can just move across the scaffold. It raises up higher for a great mini work table too.

Welcome

2009-04-22T06:59:00.000-07:00

Welcome to The Needle and The Thread. My name is Sydney Hardiman and I’ve been running a drapery workroom since 2001. I have a BA in Literature and Communication arts and like to try and put that to use by writing articles about the window treatment industry. I love writing articles and doing research. Sometimes I come across something interesting that I want to share, but the information isn’t large enough or detailed enough for an entire magazine article. Sometimes I just want to give my opinion on something going on in the industry. So here’s my new blog. I hope you learn a little something from what you read, here and that you take the time to come on back and see what’s new.