Page 59 - AmericasMart: Market Magazine July 2018

EXPERT ADVICE
As seasoned veterans, Jacqueline and Richard Morgan have plenty of tips for buyers both new and veteran. They shared them with us.
For New Buyers:
Keep a notebook. The Morgans scrupulously document everything in a notebook, even attaching business cards onto the pages. When they get home, they have documentation of everything they saw
and everyone they met. To this day they can refer to notebooks from years ago to remember a certain item or salesperson.
Know your open to buy. You should have some idea of how much money you can spend, especially as a new buyer, and make sure to stick to your financial plan.
Check your purchase orders. The Morgans check their purchase orders on the spot, before leaving the showroom. They’ve found that, particularly in the first day or two of the shows, mistakes are common, and it’s much easier to fix them there than when the order arrives at the store.
For Experienced Buyers:
Try to visit all the showrooms, especially the temporaries. If you stick to only the showrooms and lines you’re familiar with, you’ll never discover those special, unique items for your store. Take the time
to visit every booth and showroom to find treasures.
Keep an open mind. Jacqueline says she tries
to listen to her staff, especially the younger ones, to get a sense of what’s hot. They might not be her taste, but she’s been able to discover certain trends and find options that fit her standard of quality or her aesthetic.
Form your own opinion first. While shopping a show, Jacqueline likes to make her own gut conclusion about certain items, before she talks to a sales rep. That way she doesn’t get influenced by their sales pitch and get talked into something she’s
uncertain about. ■
For more information on Morgan Imports in Durham, N.C., visit morganimports.com or call 919.688.1150.
Images courtesy of Exum Photography
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