INSIDE: Julia Watts LLC The Enterprising Entrepreneur Dining Room Opportunity 3 The Forty One Madison Scene 4 The Award Goes To 6 Hereâ€™s to the Reps 7 From Laurie 8
F EAT U R E
Julia Watts LLC: The Enterprising Entrepreneur Julia Watts is the tabletop industry’s high-wattage entrepreneur whose recently opened showroom has illuminated what is a corridor of cachet on the 9th floor. The new space captures the ambiance of a chic fashion boutique while the offering reflects Watts’s exceptionally keen sense of what’s au courant in luxury of china, crystal and silver. The collections she has literally curated and introduces to retailers are gem brands that she unearths for exclusive distribution in the U.S., such as über-chic Hering-Berlin, breathtaking Theresienthal crystal, uniquely decorated Poc a Poc china, intricately patterned Jacqueline Cambata Designs, and the prestige silver of Odiot. Leave it to Watts to carry the work of an emerging Brooklyn-based ceramic artist Alice Goldsmith, who brings truly one-of-a-kind accessories for table as well as boudoir. Also for the boudoir, she’s showing sensational
Joining Julia Watts for a toast to her new showroom were Gump’s buyers Emily Noh and Gina Kwun.
Parisian collections from Cristal et Bronze. All told, the Julia Watts LLC lines are for a rarified stratum of clientele. In addition to the leading specialty retailers in North America, Watts works closely with high-profile restaurateurs who are seeking a singular style to complement their signature culinary creations, as well as with interior designers who are charged by their superstar clientele with finding products that bespeak their status. Often times that means customization, a service she’s able to offer. “In launching my own business,” said Watts, “the goal was to be a resource for brands defined by old-world craftsmanship and authentic design— Feuilles Familie I from Theresienthal
those creating collections for the most discerning consumer who’s seeking the
exceptional. One of the great advantages in working with these vendors,” she explained, “is that I work directly with the owners and artists, and my clients can have access to them, as well. Not only does it mean I can offer uncompromising service, but it uniquely forges a genuine relationship between those producing the design, those selling it and the end user, making the purchase an incredibly personal experience.”
ON THE COVER:
Velvet and Pulse from Hering-Berlin through Julia Watts LLC
Trianon from Odiot.
Dining Room Opportunity When decorating her first home, Minda Gralnek’s friend told her to, “Start in the dining room, because that’s where family memories are made.” This was among the advice marketing guru Gralnek, a former vp and creative director for Target who now heads her own namesake marketing firm in Minneapolis, shared with the SRO audience at The New York Tabletop Market’s annual breakfast seminar, and they are words that resonate with opportunity for all in the tabletop industry. In brief, here’s what she cited as current trends and how to leverage them. Current Trends: Artisan – Goes hand-in-hand with the wave of farm-to-table cuisine; a movement that underscores a sense of community. Made In America – Heritage is a great asset in selling a brand. Made in America means Americans are at work and the economic cycle is more robust. Casual – Relaxed luxury is acceptable both in fashion and home. A Gralnek favorite reflecting this: Riedel’s stemless wine glasses. Color – Fashion is dipping into a colorful palette, and home and tabletop are paralleling this trend as consumers seek a way to shake off economic doldrums. Pop Culture – “Mad Men” cocktails and retro-styles; “The Help” serving up southern hospitality around a fully set dining table; and the lush Milanese banquet in “I Am Love” are just a few recent screen gems where tableware takes centerstage. And, then there’s Lady Gaga grasping a Royal Albert Old Country Roses cup and saucer for a spot of tea. Capitalize on these types of occurrences. Mix & Match – There are no rules to this game of teaming high with low, formal with casual, kitsch with classic. Why not pair grandmother’s sterling with melamine dishes?
Tips for Leveraging the Current Trends: Make Old New Again – Re-focus through a modern lens— like Karl Lagerfeld who put a young spin on the classic crystal stem, designing it with its own coaster. Be Aware of Your Surroundings – There’s been a polar-
ization of the classes, so the middle ground is desirable turf. Don’t be afraid to cross-market. The affluent appreciate a great bargain at Costco. Zig & Zag – Be in unexpected places, doing unexpected
things. Target’s presence at the Milan Furniture Fair to launch Philippe Starck’s collection still is buzzed about today. Be A Social Butterfly – Twitter, post on Facebook, harness
the power of the Internet for the benefit of your brand. Share Your Story – Make it more than just about the
product. And make sure it’s authentic. Isaac Mizrahi’s tableware collection for Target was a hit with consumers because he’s a diehard and genuine foodie.
Architecture – Mid-century and flatpack home are “in,” and Scandinavian tableware styles are a natural complement.
FORTY ONE MADISON
The Forty One Scene PHOTOS LEFT TO RIGHT: Vogue market editor Virginia Tupker sneaked a peek at what was new at Fürstenburg with help from the company’s Director, International Sales Christian Pfeiffer. Sean Lear, of Hermés, with Hoagland’s Laura Lowe, Robert Trizinsky and Kathy O’Malley. Bravo TV’s “Million Dollar Decorators” Martyn Lawrence Bullard and Mary McDonald perused the showrooms. Rosenthal and Sambonet CEO Andrea Vianello, company owner Pierluigi Coppo, and Eric Rudin. At Seguso, Pierpaolo Seguso hosted L.V. Harkness buyers from Lexington, KY, including Kathleen Eastland, Carol Nuckols, Meg Jewett and Donna Squillace, Seguso’s Retail Sales Director. With Paula Deen beaming over his shoulder, Darrin Johnston, Meyer Corporation VP Sales, shows her new dinnerware collection for the company to Kitchen Collection’s Pam McCorkle, Marie McGrath-Brown and Susan Johnson. Susan Gravely, founder of Vietri, welcomed the Michael C. Fina team – Stephanie O’Toole, Diana Wilf and Meryl Gold – to her new showroom where Lastra, a new stoneware collection debuted. Internationally renowned designer Bodo Sperlein was on hand for the introduction of his shapely dinnerware series for Nikko. Lord Piers Wedgwood of Waterford Wedgwood Royal Doulton with Macy’s GVP/DMM Dana Brown. Kimberly Elonich of Hayneedle.com stopped by the new Vetri delle Venezie showroom and met with Antonella Martina, the company’s Export Manager.
N E W Y O R K TA B L E T O P S H O W ®
APRIL 17 – 20, 2012
OCTOBER 9 – 12, 2012
PHOTOS LEFT TO RIGHT: Julia Knight in the 6th Floor showroom for her namesake brand with Saks Fifth Avenue buyer Lisa Zampardi. Editor TV commentator and Traditional Home senior design and market editor Tori Mellott interviewed interior designer Eileen Kathryn Boyd. SFERRA and Traditional Home cosponsored Interior Designer Day where Paul Hooker, SFERRA’s President, showed an iPhone app that helps match the company’s fine table linens to dinnerware patterns, while the magazine’s senior style editor Krissa Rossbund talked trends. Designer Janice Delvecchio was joined by her client Leslie Mastoris for the program. WWRD America’s VP Michael Craig, Dillard’s bridal director Cari Coffman, Waterford Crystal Design Director Jim O’Leary and Dillard’s crystal buyer Matt Bauer celebrating Waterford Crystal’s most iconic pattern–Lismore. It all clicked for retail consultant Dean Driver when he met with Pickard president Andrew Pickard Morgan. Belk’s Joe Gross, David Stafferi and Catherine Shaw with Portmeirion Group PLC President and CEO in the U.S. Lawrence Bryan. Villeroy & Boch – literally – Nicolas-Luc Villeroy and his cousin Isabelle von Boch. At Reed & Barton, SVP Joe Visotski showed the newest photo frame collection to Laura Kunzie and Jennifer Schwallie of Von Maur, the Davenport, IA-based retailer that now has 26 locations. From Macy’s.com, the lady in red is Molly Millar, who along with her colleague Michelle Hatch, visited Michael Aram in his showroom with CEO Sebastian Herald. A stellar addition to the Marchesa collection for Lenox brought out the fashion label’s stars themselves. Georgina Chapman, Lenox CEO Peter Cameron, Keren Craig, Lenox President Lester Gribetz, and Marchesa CEO Edward Chapman.
NEW YORK GIFT SHOW
J A N U A RY 2 8 – F E B R U A RY 2 , 2 0 1 2
AUGUST 18 – 23, 2012
FORTY ONE MADISON
And the award goes to… Traditional Home set the Forty One Madison Lobby Tables for Oscar, Tony, Emmy and their other pal—Grammy. The umbrella theme was “That’s Entertainment,” and Krissa Rossbund, the magazine’s Senior Style Editor, knows a thing or two about the subject and how to create a welcoming ambience at the table whatever the occasion. Here are her inspired tributes to the entertainment industry’s quartet of kudos.
Krissa Rossbund TV’s “Mad Men” and recent entry “Pan Am” are influencing a retro, mid-century aesthetic that’s brought to the tabletop with products from: Lenox: Donna Karan Platinum Voille china; L’Objet: Deco Noir salt & pepper; Rogaska Crystal: Manhattan barware and Trump Home Elmsford Gold bowl; Villeroy & Boch: Verona chargers. Furniture and accessories were loaned from Creation Baumann, LBS Bookbinding Services, Lee Jofa, Pan Am, and Samuel & Sons and Thomasville.
Theater buffs have kept the musical “Wicked” on Broadway for nine years, and the show netted 3 Tony Awards. Its signature green color— Emerald City, Elphaba’s complexion—is incorporated into this setting using: Mottahedeh: Apple Lace china and Brass Bird candlesticks; Vietri: Antique Lattice flatware; Villeroy & Boch: Verona charger. Furniture and accessories are from Baker Furniture, Lobird Stationery, NDI, and SFERRA. 6
Oscar-winner Elizabeth Taylor embodied Hollywood glamour, and this table is an ode to her 1950’s performance in “Father of the Bride,” incorporating: L’Objet: Perlee china, Crest napkin ring and Garland Gold salt & pepper; Vietri: Antique Lattice flatware; Waterford: Lismore crystal. Furniture and accessories are courtesy of Designers Guild, Lobird Stationery, Mitchell Gold + Bob Williams, Modern History, Osborne & Little, and Samuel & Sons.
The harmonious table evocative of the Grammy Awards is a sophisticated riff on pop-songstress Pink’s upbeat “Raise Your Glass” created with Jacqueline Cambata Designs: Golden Lotus china; L’Objet: Bow napkin rings; Rogaska Crystal: Trump Home Elmsford; Villeroy & Boch: Modern Grace compotes; Waterford: Powerscourt Gold flatware. Furniture and accessories supplied by Century Furniture, Lee Jofa, Osborne & Little, and SFERRA.
Here’s to the Reps... Forty One Madison salutes the often unsung heroes of our industry: the Reps. Yes, it’s these independent souls who are true road warriors constantly in motion…visiting accounts…managing that delicate balance between manufacturer and retailer…selling…tracking inventories…helping to set up displays…tidying up stockrooms…interfacing with customer service. We wish we had room here to spotlight each and every one. But, on our Facebook page — http://www.facebook.com/fortyonemadison — we’re posting Rep “friends.” So, let us add you: Send your photo and tell us about the challenges and successes of your job. Rick Fencel VP Sales for Independents, Special Channels & Special Markets WWRD
Sales representatives are critical to the success of a company. To be successful, they must completely understand the retailer’s business and know what it takes to grow sales. They have to know their lines inside and out, and know the competition’s lines just as well. They also have to recognize opportunities, anticipate customer needs and deliver solutions. The best sales reps have a passion for this business, love the products, are driven to succeed, and are willing to work long hours.
David Wunderlich David Wunderlich, Inc. Chevy Chase, MD this line of work you need “to Inhave a thick skin…be a
Rep-tile! Enjoy overcoming the challenges; be flexible and creative about new ways of doing business. Reps who can adapt to changing consumer tastes and lifestyles will prosper and take a larger portion of the pie. The market is huge and there is always more opportunity to be leveraged.
Jeanette Lamont William M. Lamont, Dallas, TX
I enjoy the interaction with people on both the retail and wholesale sides of the industry, and learn something new every day. You must be self-motivated and have a passion for this business. For me, the most challenging aspect is defining and keeping up with or ahead of the current trends. This is neither a 9 to 5 nor a glamorous job, but it’s a fulfilling profession requiring organization, patience and a positive attitude.
Bonnie Fratis Bonnie Fratis & Associates, Los Angeles, CA a degree in design and “loveI have this product category so,
for me, it was a natural fit with a career in sales and marketing. The most important thing in any job is to like what you do. But as a rep, you also must be personally motivated, driven and focused. A rep becomes a Jack or Jacqueline of all trades. It’s essential to be knowledgeable about the products you sell, how they are made and have an awareness about the competition within the categories which you represent.
Magda Michaud Quality Tableware, LLC., New York, NY
Being a rep is all about human contacts, relationships, communication and trust. Orchestrating this between suppliers and clients is what I enjoy most. The chefs and hospitality professionals I work with are creative people constantly seeking new, inspiring ways to showcase their latest recipes. It’s a real treat to see a chef respond to a new design, inspiring a new dish or presentation. A rep needs to be flexible, responsive and provide the best service possible.
Bill Volpi Urban Source, Brooklyn, NY
Thom Miller Two Rivers, Minneapolis, MN
The word integrate is of paramount importance and should be top-of-mind for any rep who wants to succeed. Having been both a buyer and a distributor, I understand the challenges of each. More than ever, representing a manufacturer is less about selling and more about integrating the needs of both the retailer and the manufacturer into one sound equation.
I enjoy working with the store “associates – from training to
making sure the product you represent is displayed on the floor properly. You need to be hands on with those who are on the frontlines in retail, and the feedback they give you is invaluable to pass on to the buyer. To be the best in this business you have to have excellent follow-through and people skills. Success is in the relationships you build with your customers, and attention to service.
Stephanie Belleveau Easton, CT
Chris Rosse Rosse and Associates, Atlanta, GA
I like most about being “a What rep is the relationships I’ve
built with my customers over the years. To succeed in this job, you need to be a self-starter who doesn’t mind working and traveling alone. It’s a must to believe in the products you are selling. It also helps to be perceptive about what your customers need, think creatively, be organized and dogged in your follow-up.
What I enjoy most about “running a rep organization in
this industry is that you are surrounded by quality people at all levels: the vendors, the retailers and my team, who makes it all happen. There is a certain underlying respect and trust we all have for one another. This is not necessarily true for friends I know in other industries.
FORTY ONE MADISON
NEW YORK TABLETOP MARKET® April 17 – 20 October 9 – 12
41 Madison Avenue, New York, NY 10010-2202 www.41madison.com 212-686-1203 A RUDIN BUILDING
NEW YORK GIFT SHOW January 28 – February 2 August 18 – 23 (dates subject to change) Visit our website at www.41madison.com for regular updates and market events. Laurie Burns Senior Vice President, Director
From Laurie At the Fall 2011 New York Tabletop Market: Trends inspired and excited. Optimism was in every showroom, no matter the price point or the category of product. Color was evident everywhere – in dinnerware, flatware, and cutlery. In addition to color, platinum and gold (and lots of it) could be found, while soft and dark colors, texture were also prominent. Glass and crystal are strong at all price points with barPhoto: WireImage
ware standing out as a growth category. Stemware continued its evolution with modern twists of archive patterns as well as “break resistant innovation” emerging. Giftware as a line extension also is growing as a sales opportunity to be mined. Consumers say they want quality, great design, and beautiful things to match their optimism
Lady Gaga and her Old Country
after worrisome and challenging times. And what they are buying, they are using everyday.
Roses teacup from Royal Albert.
Congratulations from the greatest city in the world to an industry that continues to innovate and excite!