| Just a few notes on the “dealer as collector” issue. I’ve been a
dealer for 25 years, a haphazard collector for 40 years. I began the
business to supplement my weaving studio income, selling primarily to the
interior designers who were commissioning my own work. When I began the
ethnographic textile business, I found it extremely difficult to part with
the best pieces—and that at a time when the quality level of available
Middle Eastern flatweaves was considerably higher than now, and prices
lower. I decided that it was essential to sell the best I could afford to
purchase, however, and I determined to keep only one item for myself from
each buying trip—no more.
Well, my steady customers soon discovered that I tended to hide the
best things near the bottoms of the piles in the gallery, to keep them
around a bit longer…that they had to dig a little, and insist upon seeing
everything! That gradually changed as the inventory expanded.
One pet peeve is this: I find it especially irksome to find an
interesting piece displayed in a shop, only to be told it’s Not For Sale.
Thus I vowed never to place such an item in my gallery. People are quite
good about not badgering me to buy pieces in our living quarters, as they
understand that’s separate from my upstairs gallery. At one point,
however, I became quite frustrated because a couple of beautiful small
Moroccan Zaiane hambles in my inventory were receiving absolutely no
attention, so hung them temporarily in our living room. Immediately they
attracted comments such as, “Of course you keep the best for yourself!”
Actually, I don’t consistently keep the best, or the most expensive
pieces, but rather just a few strange textiles for odd personal reasons.
And it’s usually easier for me to justify keeping pieces in which I don’t
have a lot invested. Sometimes, however, I seem to avoid doing even
minimal restoration work on damaged pieces in my inventory, in hopes that
favorite pieces will stick around a bit longer.
I do find that an important aspect of my business is advising people
who are new to the field. I spend a lot of time “teaching” because I
handle a range of textiles--including both respectable collectors’ pieces
and purely decorative items. I try constantly to point out the
differences, and try my best to steer people who seem like potential
collectors toward better pieces. They are sometimes startled when I advise
them against something that they like initially, but I think they
ultimately are grateful. I don’t want them viewing their purchase with
disdain a few years later when they’ve become more sophisticated and
knowledgeable. I try my best to interest them in a very good small bag,
perhaps, as a first purchase, rather than a mediocre large kilim. It’s
actually disappointing when superb objects are bought by interior
designers to merely fill spaces on sleek office walls; I’d much rather
they went home with collectors. This aspect of dealing personally with
customers and tailoring advice to their needs is the part of handing a
website that I find most difficult.
Best,
Marla |
