Lissa Wyman
BLAIRSVILLE, Pa. — Patusan Trading Co., an Oriental rug importer and wholesaler, has launched a consulting service aimed at assisting high-end furniture retailers who want to sell Oriental rugs.
Services include on-site help in purchasing, hiring, training, promoting, gallery set-up and establishment of integrated Oriental rug merchandising programs, said President Bill McConnell.
Since 1980, Patusan has conducted Oriental rug trunk shows at high-end furniture retailers. “We do some 200 to 250 rug shows a year,†said McConnell, at such stores as Frederick Ducklow, Portend, Pa.; Ennis, Boise Idaho; Furniture Classic, Anchorage, Alaska; Frank Patton Interiors, St. Louis; and Bahney’s Furniture, Myerstown, Pa.
McConnell said he got the idea for the consulting service from his customers. After a few trunk shows, stores such as Gabberts in Minneapolis and Toms Price in Chicago successfully launched their own rug departments, he said.
“We’re a relatively small company and our business model is somewhat different from other rug importers,†said McConnell. “We don’t have showrooms in Atlanta or High Point. However, we do show rugs in high-end furniture showrooms such as Karges, Hickory White and Ardleigh Hall. That’s how many of our store contacts are made.â€
Patusan’s specializes in high-end, hand-knotted rugs from India, China, Pakistan and Nepal. The wool and silk rugs average about $6,000 retail in a 9 by 12 size.
McConnell said selling Oriental rugs is not like selling furniture: “Rugs require special expertise, physical labor, pricing and material handling methods that are different from furniture.â€
The biggest obstacle faced by furniture retailers entering the Oriental rug arena is their lack of expertise, McConnell said.Â
“We will help locate and train candidates to become Oriental rug department managers, assistant managers and salespeople,†he said.
Patusan also provides sourcing help and staff for on-site training, and training manuals covering product knowledge, sales techniques and rug care.
