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Workroom Operations
Yes, There Is a Need
But you don’t have to fill it!
by Kitty Stein, WCAA
In all my years of
reading and listening to motivational and self-improvement information,
there has been a common saying: “Find a need and fill it.”
The automatic assumption is that this is the formula for success
and profit. It might be, and again it might not be!
Will you be happy? To me, this is the single most important question
to ask yourself. In fact, this is one of the first things I find
out from my consultation clients—both workrooms and retailers.
Because you are reading this magazine, we’ll assume you are
in business already. Ask yourself: “Am I happy doing what I’m
doing? If it could be better, how would it be better?”
Many of my clients are fabricators selling to the retail (consumer)
customer. I ask them: “If you had to choose between selling
to the homeowner and sewing, which would you choose?” Many
of them tell me that they are uncomfortable working with the homeowner
because they aren’t confident enough to tell them what they
need. Some don’t even like the trips to the home to work with
the customer. I frequently hear, “I’d rather be sewing
at my machine all day and not have to make time to go out for the
appointments.”
If you are in this category, then consider being a wholesale-only
workroom to the designers/decorators.
If you really get a thrill in choosing fabrics and designing for
windows, and you only sew because you know how and assume it’s
cheaper to make it yourself, then consider giving up the sewing.
(Notice the emphasis on assume!) There may be a need for a workroom
or another window decorator in your area, but if you won’t
enjoy what you do, filling that need will not bring success. In
fact, it’s more likely to bring burnout.
IS THERE REALLY A NEED?
In all the years I’ve been consulting, I have determined that
researching this question is too often overlooked. Just because
a few friends or relatives say you have a gift for decorating or
sewing doesn’t automatically mean there is a need for you to
do it. More extensive research needs to be done in your area to
determine if there is room for another business like the one you
are considering and if you can make the income you need by doing
it. This is a very real issue that should be dealt with in the beginning.
If you have been following my articles, you know that I repeatedly
say there is a dire lack of competent workrooms in the soft window
coverings industry. That is a fact. However, just because you know
how to sew and make window treatments does not guarantee success
as a drapery workroom if you will not be happy and if you cannot
make the income you need.
I know of one person who wanted to be a wholesale workroom, which
was desperately needed in her area, but the designers and stores
refused to pay her much-higher prices. Not all cases like this have
to be a lost cause. There might be some alternatives.
SPECIALIZE
Find something at which you not only are really good at but which
you love, then research to discover how the competition is handling
this type of work. If they have it covered extremely well, then
look for something else or maybe a combination of things.
Once you have found your specialty, educate, practice and learn
to be the best in your area. In other words, find your niche. Find
one product or service, or a combination of these, that you can
offer that will greatly outdistance the competition.
LEARN HOW TO SELL!
Yes, “sell” is a four-letter word most people shy away
from. Unfortunately a lot of bad associations are linked to that
little word, but it’s all in how you perceive it. Just because
you are plagued with telemarketers (my personal pet peeve!), or
you’ve been accosted by a hard-sell sales person, doesn’t
mean that’s what selling is all about. In the same vein, just
because there are some workrooms producing poor quality work doesn’t
mean they all do!
Learning to sell takes education, and there are plenty of books
and tapes to teach you the basics. But, no matter how much you learn
about the proper way to sell and close a sale, it boils down to
sincerely caring about the customer and seeing that their needs
are met. Good selling means making a friend.
Think of “sell” this way:
S = secure in the knowledge of your product/service.
E = excellent product/service.
L = listen and sincerely strive to meet your customer’s needs.
L = love your customer, your product/service and your job.
BEYOND NEED
There is an old saying, “Necessity is the mother of invention.”
It depends upon what the invention is as to whether this is good.
The shortage of good workrooms is causing a solution that could
be extremely detrimental.
Too frequently I talk with designers who are so frustrated by the
lack of good workrooms that they are deciding to start their own.
On the surface, that sounds like a reasonable solution, but it sometimes
creates a counter-productive situation that is a disaster waiting
to happen.
Most of the designers I’ve talked with have no experience in
sewing, much less in making window coverings. They expect to hire
seamstresses who know how to sew but don’t know how to make
window treatments and somehow train them to do the latter or, more
likely, hope they can train themselves. The designers who need to
be out selling generally have no one with workroom education to
watch over these untrained seamstresses. Granted, a good seamstress
probably can train herself to make window treatments, but she has
no vested interest in learning the best way or using the most efficient
techniques and tools. If the seamstress leaves, the designer can’t
pick up the slack because she doesn’t know how to sew.
What’s the solution? There isn’t one sure answer. Becoming
involved with window covering lists and forums on the Internet may
help designers to find workrooms. Joining Window Covering Association
of America (WCAA) may help because members get a directory of all
members, some which are workrooms to the trade. Usually only the
very serious businesses will join their trade associations.
Also, being willing to pay more for workroom services would help.
If the drapery workroom industry as a whole was a lucrative career
option, maybe more young people could be attracted to it.
ONE NEED
Even if there is a need, it doesn’t mean you were created to
fill it. Don’t let someone else’s need or suggestion take
you into a career you can’t enjoy. Investigate to find a need
that needs to be met, but also examine what will be required of
you. What might the consequences be? What gives you the greatest
pleasure? What would you really enjoy educating yourself about?
What, regardless of the problems along the way, would keep you getting
out of bed in the morning and looking forward to your day?
Yes, there is one need that you must fill. Yours!
 Kitty
Stein, CWP, WCAA past board member, is a 26-year veteran of the drapery
workroom industry. Having owned drapery workrooms as one person and
as a company of nine, she is now president of Workroom Concepts, a
consulting firm offering educational resources to the industry on
its Web site (www.workroomconcepts.com).
Her experience in the window covering arena has contributed to her
success as a business consultant. A professional speaker and writer,
she has authored several industry products including Order in the
Workroom, The Price List, Workroom Specifications and Price Your Work
with Confidence, available through D&WC. |
