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LEARN THE LINGO
Gather as much technical information as possible, because much of it can be used to sell customers on a piece or collection of outdoor furniture and accessories. Lowsky suggests asking vendors about the construction of the fabrics, including what type of fiber used. It could be acrylic, polyester, olefin or polypropylene. He also recommends asking about colorfast hours or abrasion rubs, two characteristics that speak to durability.
“Knowledge of the differing types of performance fabrics will allow the buyer to design the total furnishing piece or set to meet the requirements of the client’s outdoor space or use plan,” says Lowsky.
Even the terminology, says Rosebrock, can be a useful selling tool. “Many manufacturers that have created fabrics for outdoor use are now marketing their products as ‘performance’ fabrics,” he says. “Any consumer who selects this type of fabric for a high-use area can expect
a durable, easily cleaned product.” In fact, homeowners with small children and those with pets are a growing market for furniture with outdoor or “performance” fabrics.
“Outdoor or performance fabrics are perfect for inside,” says Rosebrock. “The durability and cleanability can greatly extend the
life of indoor upholstery. And outdoor fabric manufacturers now offer patterns, textures and color palettes in many sophisticated choices.”
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“The tremendous growth in designs, colors, hand or woven styles allow for exterior fabrics to coordinate with interior décor
as easily as interior focused textiles,” Lowsky adds.
Bottom line: outdoor fabrics are so soft and fashion-forward now that guests won’t have a clue it could withstand sun and rain. As long as you’ve properly educated your customers on the performance and durability, that can be your little secret.
For more information: Castelle – castelle.pridefamilybrands.com; Lloyd Flanders – lloydflanders.com; and Summer Classics – summerclassics.com
Images courtesy of Pride Family Brands, Lloyd Flanders and Summer Classics.
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