Pricing in the Drapery Industry

[Jerry Levinson]

All Right let's have a discussion of what is being charged in the WWD Wild World of Drapery.
I believe we charge about $30 per foot for valances. Honestly Gail does our drapery sales so I'm not sure what we charge exactly but I do know we charge full retail on fabric and we double the price on labor charges including installation. We have never lost a job to price. If we are to expensive then customers will usually not do draperies at all. It's not a product they shop price for generally.
One problem is when the customer has their own fabric. Most of the profit is in the fabric and it usually is not worth it when they have their own material.
How about Roman shades? We use a company called Romanzia.
Our main business is Blinds and Shutters. We do start at $24.50 per sq ft. on Shutters. Some of our competiton is as low as $15.95. These people make me sick. They are either building cheap shutters or buying from China. They are trying to earn business by being cheap instead of being great at what they do.
Please share your views on what you charge or if you know what other people in the industry charge such as JCPenny's or 3 day Blinds.

[Karen Barnes]

When the customer brings their own fabric, you need to have a COM upcharge (customer's own material). You are right, it is not usually worth it when they have their own fabric. You also open yourself up to more risk when using their fabric - Do you have a COM disclaimer for the customer to sign? (I have one if you want me to e-mail it to you). Often times, their fabric is flawed or discontinued because they've purchased a bargain fabric somewhere. What if the workroom makes a mistake and needs more fabric? If you've sold the fabric, you (or the workroom) can just order more. If the workroom makes a mistake on COM fabric, it is a big hassle to try and get more. If the customer brings their own fabric, the COM upcharge is a higher labor charge. If you sell the fabric, the labor is discounted. Hope I'm making sense.

My pricing is wholesale since our workroom is "to the trade only" - but back when I did retail draperies, I'd check occasionally to see what Calico Corners was charging. Not long ago, I wanted to see what the retail price was for an Empire valance on a pole...at Calico it was about $72 per foot. They do have some of their pricing on-line.

Karen Barnes
The Elegant Window
Gilbert, AZ

[Jerry Levinson]

I like the idea of having a COM disclaimer. We don't have one and I would appreciate it if you would attatch one.
The $72 per foot price, does it not matter what the lenght of the drapery is?
Does it matter what style the drape is.
When I sell blinds, shades and shutters I try to make the pricing so it won't effect the customer's choice. For instance there are 4 price categories for vertical blinds. We have just one set of prices so your selection won't determine the price. This makes it much easier on the salesperson and the customer.

Karen Barnes said:

When the customer brings their own fabric, you need to have a COM upcharge (customer's own material). You are right, it is not usually worth it when they have their own fabric. You also open yourself up to more risk when using their fabric - Do you have a COM disclaimer for the customer to sign? (I have one if you want me to e-mail it to you). Often times, their fabric is flawed or discontinued because they've purchased a bargain fabric somewhere. What if the workroom makes a mistake and needs more fabric? If you've sold the fabric, you (or the workroom) can just order more. If the workroom makes a mistake on COM fabric, it is a big hassle to try and get more. If the customer brings their own fabric, the COM upcharge is a higher labor charge. If you sell the fabric, the labor is discounted. Hope I'm making sense.

My pricing is wholesale since our workroom is "to the trade only" - but back when I did retail draperies, I'd check occasionally to see what Calico Corners was charging. Not long ago, I wanted to see what the retail price was for an Empire valance on a pole...at Calico it was about $72 per foot. They do have some of their pricing on-line.

Karen Barnes
The Elegant Window
Gilbert, AZ

[Karen Barnes]

The $72 per foot price is for a particular kind of valance - Empire - not drapery. I don't think that price includes trim.

Here is the COM policy:

COM Policy

COM (client’s own material) includes but is not limited to; any and all fabric, trim, hardware and other items supplied to us, by the client, for design projects. The Elegant Window will not accept responsibility or be held liable for the condition of COM. It is our recommendation that clients carefully inspect all COM prior to delivery for fabrication. It is important to inspect for correct yardage, grain alignment, flaws, color variation and other imperfections.

All fabric and lining should be properly rolled on fabric tubes during storage and upon delivery. Improper methods of fabric storage, including flat folding, may result in permanent creases in COM. The Elegant Window will not guarantee the removal of creases or wrinkles in COM that has been subject to improper methods of storage. Additional pressing charges will be added to the client invoice if fabrics are not delivered to us properly rolled on tubes.

The Elegant Window will do our absolute best to work around flaws and imperfections. Heavily flawed COM may require additional cutting, piecing, blocking or pressing. Client invoices will be charged accordingly for additional procedures above and beyond standard fabrication methods. We reserve the right to refuse COM that is heavily flawed.

Acceptance of COM Policy:
The undersigned hereby agrees to accept full responsibility for the condition of all COM supplied for the design project. The Elegant window will not be held liable for:
- Incorrect yardage
- Dye lot or color variation
- Pattern drift or misalignment
- Flaws & imperfections: including tears, pulls or holes
- Dirt spots, stains or fading
- Distortion or misalignment of grain
- Creases or wrinkles due to improper storage
- Any undesirable outcome due to COM selection or imperfection

Client Signature: ________________________Date: _____________

[Jerry Levinson]

Thanks for sending that. You know I haven't really asked or paid close enough attention. Is your workroom for the trade or are you doing work only for your customers.
Where is your workroom?
Do You want to fax over a price list? 480-814-2694
We don't do a ton of drapery business but we will get about 5-10,000 dollars a month in custom treatment business. Like I've said I would love to increase our drapery, valance, bedspread and soft treatment business.
I think with what we are doing on the internet we will be able to increase our business in draperies and blinds and shutters as well.

Karen Barnes said:

The $72 per foot price is for a particular kind of valance - Empire - not drapery. I don't think that price includes trim.

Here is the COM policy:

COM Policy

COM (client’s own material) includes but is not limited to; any and all fabric, trim, hardware and other items supplied to us, by the client, for design projects. The Elegant Window will not accept responsibility or be held liable for the condition of COM. It is our recommendation that clients carefully inspect all COM prior to delivery for fabrication. It is important to inspect for correct yardage, grain alignment, flaws, color variation and other imperfections.

All fabric and lining should be properly rolled on fabric tubes during storage and upon delivery. Improper methods of fabric storage, including flat folding, may result in permanent creases in COM. The Elegant Window will not guarantee the removal of creases or wrinkles in COM that has been subject to improper methods of storage. Additional pressing charges will be added to the client invoice if fabrics are not delivered to us properly rolled on tubes.

The Elegant Window will do our absolute best to work around flaws and imperfections. Heavily flawed COM may require additional cutting, piecing, blocking or pressing. Client invoices will be charged accordingly for additional procedures above and beyond standard fabrication methods. We reserve the right to refuse COM that is heavily flawed.

Acceptance of COM Policy:
The undersigned hereby agrees to accept full responsibility for the condition of all COM supplied for the design project. The Elegant window will not be held liable for:
- Incorrect yardage
- Dye lot or color variation
- Pattern drift or misalignment
- Flaws & imperfections: including tears, pulls or holes
- Dirt spots, stains or fading
- Distortion or misalignment of grain
- Creases or wrinkles due to improper storage
- Any undesirable outcome due to COM selection or imperfection

Client Signature: ________________________Date: _____________

[Michelle Ortiz]

Hi Jerry, and everyone...
I am interior designer and would love to increase both my hard and soft good sales in window treatments. It's strange that it is very rare that I have to furnish more than occasional curtains and cornices and valances in a home, whether it be 3000 to 12,000 square ft. I usually end up with one of a few scenarios: either I get some client who's installed shutters with the builder and doesn't want soft treatments of any kind, or just want a few windows in the more dramatic areas of the home done. What is it with Arizonan's and those damn plantation shutters? I am so sick of it already. They really impede on beautiful design work. Not to say that they are not good or a quality product for a high- end interior. i just find that specific design trends are so overdone here and as influential as I am with my clients, after they've spent a few thousand or more with their builder, it's a bit tough to sway them into actually creating a view into their backyard past peering through their shutter slats.
Now, I will tell you that, coming from the east coast I kept my original workroom, even after moving here to AZ. I did so on the advice of a few fellow designers and other tradespeople who told me how expensive the workrooms here are. Considering my now four and a half years working with the contractors in the area, it was easy to believe and I didn't do much research to the contrary besides visiting two workrooms in Scottsdale and Mesa.
My workroom is to the trade only and offers great pricing on drapery- $15.95 a panel for drapery single width to 120". Their lead times are also an average of 3-5 weeks on cornices and faster for drapery. The longest I have to wait is for custom linens, typically 5-6 weeks. They are out of New Jersey, but despite the shipping, they are still very inexpensive for excellent work.
For blinds, which I have done next to never since here, I purchase online from justblinds.com. They are also an inexpensive site with quality work and good variety on their product. They fabricate their own; I don't bother with Hunter Douglas, etc. My favorite product to purchase from them is their Soft Shadings (blinds/ semi-transparent shade combo.) I pay an average of $15.00 per sq. ft. Their 2" slat wood blinds are $5.00 per sq. ft. Their faux wood shutters are $20.00 per square, as are their real painted wood and their stained wood shutters are approximately $21.00 per square.
Coming for a designer's standpoint, when a large window treatment order can sometimes effect the job and certainly the bottom line for me, I have found these workrooms to have a solid, quality product that's easy to get and allows me to make a good margin. The only qualm about the blind company is that, if a client researched enough, they could find it themselves, although they do have a designer rebate program. Jerry, I hope this info helps. I never go to Jc Penney for anything. Is your $24.50 per sq. ft your retail? Calico's out of their minds. I'd never make any money with them!
I'm happy to meet you all and, as this is not my big seller in my world, I'd love to try and establish new relationships.

[Jerry Levinson]

Hi Michelle,
Shutters are certainly a problem in Arizona mostly because a couple people started selling them for 15.95 Retail to the public. Now everyone is in a battle to be the quickest, cheapest, blind and shutter company. We have a bunch of people with a Wal-Mart mentality who don't value their expertise, quality, and service. They just wish to be the cheapest.
I've never sold a cheap shutter or a shutter cheap. We started using a new company Brylin. He just installed some shutters in my house so I could check them out. These are gorgeous shutters, custom stained. There sq. ft. price starts at $14.50 per sq ft. We still sell them for $24.50 at least now we make a decent profit. The other excellent shutter company is Biltmore Shutters. The wholesale price is higher but they build the best shutter in the valley.
I've been in business for 14+ years now and I do an excellent job marketing for blinds and shutters, (yeah I know arrogant but true). The one thing I have never been able to figure out is how to get more soft treatment business. We do bed spreads, valances, roman shades, custom draperies, etc. We include this in all our advertising as well as our mailings but there is definitely not as big a market for custom window treatments as there is for blinds and shutters.
I do carry a full line of Hunter Douglas products because hey let's face it they are the kings of the industry. Their remote control products are by far the best and they are the most inventive co. when it comes to new products. Have you seen Pirouette? It's like a Vignette that opens like a blind. Pretty Cool!
I have a showroom in Chandler, stop on by sometime and introduce yourself or your welcome to call me. 602-690-0402
Michelle Ortiz said:

Hi Jerry, and everyone...
I am interior designer and would love to increase both my hard and soft good sales in window treatments. It's strange that it is very rare that I have to furnish more than occasional curtains and cornices and valances in a home, whether it be 3000 to 12,000 square ft. I usually end up with one of a few scenarios: either I get some client who's installed shutters with the builder and doesn't want soft treatments of any kind, or just want a few windows in the more dramatic areas of the home done. What is it with Arizonan's and those damn plantation shutters? I am so sick of it already. They really impede on beautiful design work. Not to say that they are not good or a quality product for a high- end interior. i just find that specific design trends are so overdone here and as influential as I am with my clients, after they've spent a few thousand or more with their builder, it's a bit tough to sway them into actually creating a view into their backyard past peering through their shutter slats.
Now, I will tell you that, coming from the east coast I kept my original workroom, even after moving here to AZ. I did so on the advice of a few fellow designers and other tradespeople who told me how expensive the workrooms here are. Considering my now four and a half years working with the contractors in the area, it was easy to believe and I didn't do much research to the contrary besides visiting two workrooms in Scottsdale and Mesa.
My workroom is to the trade only and offers great pricing on drapery- $15.95 a panel for drapery single width to 120". Their lead times are also an average of 3-5 weeks on cornices and faster for drapery. The longest I have to wait is for custom linens, typically 5-6 weeks. They are out of New Jersey, but despite the shipping, they are still very inexpensive for excellent work.
For blinds, which I have done next to never since here, I purchase online from justblinds.com. They are also an inexpensive site with quality work and good variety on their product. They fabricate their own; I don't bother with Hunter Douglas, etc. My favorite product to purchase from them is their Soft Shadings (blinds/ semi-transparent shade combo.) I pay an average of $15.00 per sq. ft. Their 2" slat wood blinds are $5.00 per sq. ft. Their faux wood shutters are $20.00 per square, as are their real painted wood and their stained wood shutters are approximately $21.00 per square.
Coming for a designer's standpoint, when a large window treatment order can sometimes effect the job and certainly the bottom line for me, I have found these workrooms to have a solid, quality product that's easy to get and allows me to make a good margin. The only qualm about the blind company is that, if a client researched enough, they could find it themselves, although they do have a designer rebate program. Jerry, I hope this info helps. I never go to Jc Penney for anything. Is your $24.50 per sq. ft your retail? Calico's out of their minds. I'd never make any money with them!
I'm happy to meet you all and, as this is not my big seller in my world, I'd love to try and establish new relationships.

[Michelle Ortiz]

Hey Jerry,
Thanks for your reply. I have been buried at the office working on designs for a few clients, that will surely push me off for a few weeks. Lol. But I will definitely call you soon to stop by and see your place. We have to support our own!

About me:
I am an interior designer that has a full service design firm that also has a high-quality custom cabinet and furniture shop. We create all types and styles of cabinetry from kitchens to entertainment centers. Right now, while people are trying to be as cheap as possible, our entertainment centers continue to be our strongest area of sales. I typically design those, as I am a furniture designer in addition to interior designer. I find that most "Interior Designers" in our area can't design much of anything, don't know much about wood and use the picture method for getting their ideas across. (like right out of a magazine) Designers in AZ come a dime a dozen, and I am amazed when I see how many of the not-so-great ones have these huge jobs for great clients. I'm sure you find the same situation in your business. The worst blinds company with the shottiest reputation or the guy that rapes their customers with high prices sure find a way to get the business, don't they! Blows my mind!
Anyway, I have a website, that I haven't had time to work on lately- www.mycustominteriors.com and a blog- www.interiordesign2you.blogspot.com. I am really trying to get the blog off and running but am not computer inclined, so figuring out how to spread the word is tough. Maybe we can collaborate on some information that I can post on my blog that can generate clients for you. We'll talk!

Jerry Levinson said:

Hi Michelle,
Shutters are certainly a problem in Arizona mostly because a couple people started selling them for 15.95 Retail to the public. Now everyone is in a battle to be the quickest, cheapest, blind and shutter company. We have a bunch of people with a Wal-Mart mentality who don't value their expertise, quality, and service. They just wish to be the cheapest.
I've never sold a cheap shutter or a shutter cheap. We started using a new company Brylin. He just installed some shutters in my house so I could check them out. These are gorgeous shutters, custom stained. There sq. ft. price starts at $14.50 per sq ft. We still sell them for $24.50 at least now we make a decent profit. The other excellent shutter company is Biltmore Shutters. The wholesale price is higher but they build the best shutter in the valley.
I've been in business for 14+ years now and I do an excellent job marketing for blinds and shutters, (yeah I know arrogant but true). The one thing I have never been able to figure out is how to get more soft treatment business. We do bed spreads, valances, roman shades, custom draperies, etc. We include this in all our advertising as well as our mailings but there is definitely not as big a market for custom window treatments as there is for blinds and shutters.
I do carry a full line of Hunter Douglas products because hey let's face it they are the kings of the industry. Their remote control products are by far the best and they are the most inventive co. when it comes to new products. Have you seen Pirouette? It's like a Vignette that opens like a blind. Pretty Cool!
I have a showroom in Chandler, stop on by sometime and introduce yourself or your welcome to call me. 602-690-0402
Michelle Ortiz said:

Hi Jerry, and everyone...
I am interior designer and would love to increase both my hard and soft good sales in window treatments. It's strange that it is very rare that I have to furnish more than occasional curtains and cornices and valances in a home, whether it be 3000 to 12,000 square ft. I usually end up with one of a few scenarios: either I get some client who's installed shutters with the builder and doesn't want soft treatments of any kind, or just want a few windows in the more dramatic areas of the home done. What is it with Arizonan's and those damn plantation shutters? I am so sick of it already. They really impede on beautiful design work. Not to say that they are not good or a quality product for a high- end interior. i just find that specific design trends are so overdone here and as influential as I am with my clients, after they've spent a few thousand or more with their builder, it's a bit tough to sway them into actually creating a view into their backyard past peering through their shutter slats.
Now, I will tell you that, coming from the east coast I kept my original workroom, even after moving here to AZ. I did so on the advice of a few fellow designers and other tradespeople who told me how expensive the workrooms here are. Considering my now four and a half years working with the contractors in the area, it was easy to believe and I didn't do much research to the contrary besides visiting two workrooms in Scottsdale and Mesa.
My workroom is to the trade only and offers great pricing on drapery- $15.95 a panel for drapery single width to 120". Their lead times are also an average of 3-5 weeks on cornices and faster for drapery. The longest I have to wait is for custom linens, typically 5-6 weeks. They are out of New Jersey, but despite the shipping, they are still very inexpensive for excellent work.
For blinds, which I have done next to never since here, I purchase online from justblinds.com. They are also an inexpensive site with quality work and good variety on their product. They fabricate their own; I don't bother with Hunter Douglas, etc. My favorite product to purchase from them is their Soft Shadings (blinds/ semi-transparent shade combo.) I pay an average of $15.00 per sq. ft. Their 2" slat wood blinds are $5.00 per sq. ft. Their faux wood shutters are $20.00 per square, as are their real painted wood and their stained wood shutters are approximately $21.00 per square.
Coming for a designer's standpoint, when a large window treatment order can sometimes effect the job and certainly the bottom line for me, I have found these workrooms to have a solid, quality product that's easy to get and allows me to make a good margin. The only qualm about the blind company is that, if a client researched enough, they could find it themselves, although they do have a designer rebate program. Jerry, I hope this info helps. I never go to Jc Penney for anything. Is your $24.50 per sq. ft your retail? Calico's out of their minds. I'd never make any money with them!
I'm happy to meet you all and, as this is not my big seller in my world, I'd love to try and establish new relationships.

[Jerry Levinson]

Michelle, you mention people rip off their customers by charging high prices. That may be true in other parts of the country but here I find the people who rip off their customers are usually the cheaper or the cheapest ones. I don't begrudge anyone making a good profit as long as the customer is getting what they pay for. Experience, expertise and knowledge are worth more especially in your industry.
Sorry if I sound redudent to some of you but I see people getting ripped off all the time, but like I said it's usually when people sell Chinesse shutters are just plain garbage blinds or shutters.

Michelle Ortiz said:

Hey Jerry,
Thanks for your reply. I have been buried at the office working on designs for a few clients, that will surely push me off for a few weeks. Lol. But I will definitely call you soon to stop by and see your place. We have to support our own!

About me:
I am an interior designer that has a full service design firm that also has a high-quality custom cabinet and furniture shop. We create all types and styles of cabinetry from kitchens to entertainment centers. Right now, while people are trying to be as cheap as possible, our entertainment centers continue to be our strongest area of sales. I typically design those, as I am a furniture designer in addition to interior designer. I find that most "Interior Designers" in our area can't design much of anything, don't know much about wood and use the picture method for getting their ideas across. (like right out of a magazine) Designers in AZ come a dime a dozen, and I am amazed when I see how many of the not-so-great ones have these huge jobs for great clients. I'm sure you find the same situation in your business. The worst blinds company with the shottiest reputation or the guy that rapes their customers with high prices sure find a way to get the business, don't they! Blows my mind!
Anyway, I have a website, that I haven't had time to work on lately- www.mycustominteriors.com and a blog- www.interiordesign2you.blogspot.com. I am really trying to get the blog off and running but am not computer inclined, so figuring out how to spread the word is tough. Maybe we can collaborate on some information that I can post on my blog that can generate clients for you. We'll talk!

Jerry Levinson said:

Hi Michelle,
Shutters are certainly a problem in Arizona mostly because a couple people started selling them for 15.95 Retail to the public. Now everyone is in a battle to be the quickest, cheapest, blind and shutter company. We have a bunch of people with a Wal-Mart mentality who don't value their expertise, quality, and service. They just wish to be the cheapest.
I've never sold a cheap shutter or a shutter cheap. We started using a new company Brylin. He just installed some shutters in my house so I could check them out. These are gorgeous shutters, custom stained. There sq. ft. price starts at $14.50 per sq ft. We still sell them for $24.50 at least now we make a decent profit. The other excellent shutter company is Biltmore Shutters. The wholesale price is higher but they build the best shutter in the valley.
I've been in business for 14+ years now and I do an excellent job marketing for blinds and shutters, (yeah I know arrogant but true). The one thing I have never been able to figure out is how to get more soft treatment business. We do bed spreads, valances, roman shades, custom draperies, etc. We include this in all our advertising as well as our mailings but there is definitely not as big a market for custom window treatments as there is for blinds and shutters.
I do carry a full line of Hunter Douglas products because hey let's face it they are the kings of the industry. Their remote control products are by far the best and they are the most inventive co. when it comes to new products. Have you seen Pirouette? It's like a Vignette that opens like a blind. Pretty Cool!
I have a showroom in Chandler, stop on by sometime and introduce yourself or your welcome to call me. 602-690-0402
Michelle Ortiz said:

Hi Jerry, and everyone...
I am interior designer and would love to increase both my hard and soft good sales in window treatments. It's strange that it is very rare that I have to furnish more than occasional curtains and cornices and valances in a home, whether it be 3000 to 12,000 square ft. I usually end up with one of a few scenarios: either I get some client who's installed shutters with the builder and doesn't want soft treatments of any kind, or just want a few windows in the more dramatic areas of the home done. What is it with Arizonan's and those damn plantation shutters? I am so sick of it already. They really impede on beautiful design work. Not to say that they are not good or a quality product for a high- end interior. i just find that specific design trends are so overdone here and as influential as I am with my clients, after they've spent a few thousand or more with their builder, it's a bit tough to sway them into actually creating a view into their backyard past peering through their shutter slats.
Now, I will tell you that, coming from the east coast I kept my original workroom, even after moving here to AZ. I did so on the advice of a few fellow designers and other tradespeople who told me how expensive the workrooms here are. Considering my now four and a half years working with the contractors in the area, it was easy to believe and I didn't do much research to the contrary besides visiting two workrooms in Scottsdale and Mesa.
My workroom is to the trade only and offers great pricing on drapery- $15.95 a panel for drapery single width to 120". Their lead times are also an average of 3-5 weeks on cornices and faster for drapery. The longest I have to wait is for custom linens, typically 5-6 weeks. They are out of New Jersey, but despite the shipping, they are still very inexpensive for excellent work.
For blinds, which I have done next to never since here, I purchase online from justblinds.com. They are also an inexpensive site with quality work and good variety on their product. They fabricate their own; I don't bother with Hunter Douglas, etc. My favorite product to purchase from them is their Soft Shadings (blinds/ semi-transparent shade combo.) I pay an average of $15.00 per sq. ft. Their 2" slat wood blinds are $5.00 per sq. ft. Their faux wood shutters are $20.00 per square, as are their real painted wood and their stained wood shutters are approximately $21.00 per square.
Coming for a designer's standpoint, when a large window treatment order can sometimes effect the job and certainly the bottom line for me, I have found these workrooms to have a solid, quality product that's easy to get and allows me to make a good margin. The only qualm about the blind company is that, if a client researched enough, they could find it themselves, although they do have a designer rebate program. Jerry, I hope this info helps. I never go to Jc Penney for anything. Is your $24.50 per sq. ft your retail? Calico's out of their minds. I'd never make any money with them!
I'm happy to meet you all and, as this is not my big seller in my world, I'd love to try and establish new relationships.

[Michelle Ortiz]

Hey there again Jerry. I guess from my end I see it the other way. Absolutely, quality is worth a lot and should be charged for accordingly. However, I have found more than a few contractors, vendors, plumber, electricians and designers that seem to value getting rich off of that one job, rather than building a relationship of good repeat business. Especially in my line of work, you'll find designers that charge $200 an hour to deliver less than adequate work.I believe that certain people out here have been duped into thinking that more is more. If I pay twice as much for a high end store, then it's better quality. If you sold your shutters for $80 a sq. ft. retail, that doesn't make them worth it. It just means that you can charge that much. I find it sad on both ends of the spectrum- that honest, and good quality businesses have to worry about the guy that charges dirt cheap because he buys and resells crap and then you have to worry about looking inferior in quality to the guy that charges too much. Both can really detract from a hard working business. Anyway, I guess that's just one of my personal observations/ pet peeves. I don't begrudge good people from making money. I do have a problem with those that blurr the lines for others.

[Karen Barnes]

Jerry,
I haven't logged onto this site in a couple of weeks, but in answer to your question, we are a workroom to the trade only. We are located in Gilbert, near Guadelupe and Recker Rd. My business started out several years ago doing retail drapery sales and I would also make the window treatments that I sold. Very soon, I realized I didn't have time to design and sell the drapery job as well as fabricate it. Something had to go and I knew my true talent was in the sewing. I switched to doing only the fabrication and let the designers design and sell the treatments. Since then, my business has grown by word of mouth. I have a couple of very talented seamstresses working with me. We pride ourselves in producing window treatments, bedding and pillows of very high quality. I love working closely with designers to accomplish their vision. I get a thrill out of taking a bolt of fabric and turning it into a thing of beauty. (Can you tell I love what I do?)

Pricing can be an interesting thing in this industry of window treatments. I noticed you and Michelle both mentioned different, but basic, products sold in the window covering industry for $15.95. You mentioned shutters priced at $15.95 per square foot, retail, and how everyone is battling to be the cheapest, yet your prices are higher for shutters so that you can make a decent profit.

Michelle mentioned the price of a drapery panel from her workroom in New Jersey priced at $15.95 as well. Quite frankly, I couldn't stay in business if my panels were at that price. I know how long it takes us to make a drapery panel and what my expenses and overhead is and ours are priced so that we can make a decent living as well. Some of the larger workrooms price their panels as a "loss leader". Our workroom is small - we don't have someone at the serger all day just serging panels or someone just tabling, or someone just cutting all day long. When it occurred to me one day that our workroom is not the same as the larger workrooms, that we are different, then I quit worrying about our panel prices being higher. We really take the time to pay particular attention to even the smallest of details and there are designers out there that appreciate that. As you said, "Experience, expertise and knowledge are worth more, especially in our industry". I invest a lot of money every year attending window treatment conferences that focus on teaching high quality fabrication techniques. I just returned from that window treatment conference in San Jose`that I mentioned earlier and it was fantastic.

You mentioned that you'd like to increase your soft treatment and bedding sales, etc. What kind of samples of soft treatments do you have in your showroom? Have you checked out that new Blind and Shutter Super Store (I think that's the name - Power Rd. and Southern). My best friend, who also happens to have a drapery workroom also, made the soft treatment samples there. I haven't visited the showroom, but I know she made some very nice treatments in beautiful fabrics. A couple of years ago, I walked into a 3 day blinds store and they had a sample of a rod pocket valance with a pair of panels hanging on each side in a dated fabric. I thought - wow, that's so uninspiring.



Karen Barnes
The Elegant Window
Gilbert, AZ

[Michelle Ortiz]

Hi Karen,
I was at the blinds and shutter superstore just yesterday, as my tile installer has recently teamed up with the owner to show his retail tile. I have to say, I was impressed with the drapery hung on display. It was beautiful. I have yet to be able to do any complicated creations with my soft treatments. If I did, I would take more time to perhaps find someone like you who I could converse with in person to bring my vision to life. Yes, I agree with you both that a quality product is worth good money. And the pricing examples are for things that I consider to be pretty straight forward, and therefore competitive in the industry. However, when working on a unique project where personal touch is needed and a huge margin can be made, there is nothing to replace a local, hands on workroom. I just have not been able to use one yet here, thanks to all of the shutters.

Back east, custom window treatments accounted for 8 out of 10 jobs I did. Here, they account for 1 or 2. Most oftern I come into an already shuttered home. I might get a few windows, but they are only interested in stationary panels. I really do hope, as Jerry does, to increase those soft sales. As convincing of a designer as I am, these days it is harder than ever to make people come out of their pockets.

When a client is looking to just focus on their windows, its a lot easier to get them to pay more than when I'm doing an entire room. It just didn't use to be that way.
Michelle

[Jerry Levinson]

That Blind And Shutter Superstore is a direct competitor of mine and to be quite frank I'm not sure how they are doing. Their showroom is quite expensive to keep. I would like to display more products in the soft treatment category. The few customers we do get don't seem to be as interested in draperies as they are shutters and blinds. A couple of places I've advertised I refer to us as Drapery Devotion instead of Blind Devotion. As I mentioned we do get a few jobs but I sure we got more.

On another note I hired a lady named Candace Berman who is familiar with you and your workroom and she has said great things about your work. Maybe when she gets going she will start using you instead of our other workroom. I am suprised at how many people coment on how expensive drapery treatments are in Arizona versus back east. Every time I look at a price sheet it seems so inexpensive to me but as I've mentioned I'm not directly involved with the drapery side of business.

Are you coming to Paula's get together at Feathers on Oct. 15th. That's at my brothers place, Feathers.
This question is for Karen and Michelle.
Karen Barnes said:

Jerry,
I haven't logged onto this site in a couple of weeks, but in answer to your question, we are a workroom to the trade only. We are located in Gilbert, near Guadelupe and Recker Rd. My business started out several years ago doing retail drapery sales and I would also make the window treatments that I sold. Very soon, I realized I didn't have time to design and sell the drapery job as well as fabricate it. Something had to go and I knew my true talent was in the sewing. I switched to doing only the fabrication and let the designers design and sell the treatments. Since then, my business has grown by word of mouth. I have a couple of very talented seamstresses working with me. We pride ourselves in producing window treatments, bedding and pillows of very high quality. I love working closely with designers to accomplish their vision. I get a thrill out of taking a bolt of fabric and turning it into a thing of beauty. (Can you tell I love what I do?)

Pricing can be an interesting thing in this industry of window treatments. I noticed you and Michelle both mentioned different, but basic, products sold in the window covering industry for $15.95. You mentioned shutters priced at $15.95 per square foot, retail, and how everyone is battling to be the cheapest, yet your prices are higher for shutters so that you can make a decent profit.

Michelle mentioned the price of a drapery panel from her workroom in New Jersey priced at $15.95 as well. Quite frankly, I couldn't stay in business if my panels were at that price. I know how long it takes us to make a drapery panel and what my expenses and overhead is and ours are priced so that we can make a decent living as well. Some of the larger workrooms price their panels as a "loss leader". Our workroom is small - we don't have someone at the serger all day just serging panels or someone just tabling, or someone just cutting all day long. When it occurred to me one day that our workroom is not the same as the larger workrooms, that we are different, then I quit worrying about our panel prices being higher. We really take the time to pay particular attention to even the smallest of details and there are designers out there that appreciate that. As you said, "Experience, expertise and knowledge are worth more, especially in our industry". I invest a lot of money every year attending window treatment conferences that focus on teaching high quality fabrication techniques. I just returned from that window treatment conference in San Jose`that I mentioned earlier and it was fantastic.

You mentioned that you'd like to increase your soft treatment and bedding sales, etc. What kind of samples of soft treatments do you have in your showroom? Have you checked out that new Blind and Shutter Super Store (I think that's the name - Power Rd. and Southern). My best friend, who also happens to have a drapery workroom also, made the soft treatment samples there. I haven't visited the showroom, but I know she made some very nice treatments in beautiful fabrics. A couple of years ago, I walked into a 3 day blinds store and they had a sample of a rod pocket valance with a pair of panels hanging on each side in a dated fabric. I thought - wow, that's so uninspiring.



Karen Barnes
The Elegant Window
Gilbert, AZ