Ep 249: Taming the Furniture Procurement Beast with Sara Carroll

1:03 Hey, hey, hey, welcome back to the podcast Design for the Creative Mind. I am Michelle Lynn, and my guest today is Sarah Carroll. Sarah grew up in the heart of the furniture industry in North Carolina and has worked on every side of the home furnishings business, from residential interior design to serving as a sales rep for major manufacturers to opening a large showroom in the Dallas Design District.

1:25 With a deep understanding of sourcing, production, and client experience, she brings both creative vision and industry experience to every project. And I'm also happy to call her my friend. So welcome, Sarah. Aw. Thank you so much. It's always a good day when I get to chat with you, that's for sure. This is gonna be fun. This is gonna be really fun.

1:45 So I think where we want to kind of talk about today is gonna be like sourcing and procurement, Hey, before we get into today's episode, I have a small favor to ask. If you've been listening to Design for the Creative Mind and these conversations have helped you think differently about your design business, would you take a second to follow or subscribe to the show?

2:08 It's a simple thing, but it helps more designers find us, and it means you won't miss the conversations we have coming up. I'm grateful you make room for this podcast in your week. All right, let's get into it. when I got into interior design, I thought, of course, I'm gonna, you know, buy pretty things and put them in our client's house.

2:29 But man, it's complicated. It is yeah. Beast is like the perfect word for that, for sure. So you've started a trade program for interior designers. Let's talk a little bit about that and and let's start by what made you create the trade program and what problems for designers does it actually solve. Sure. It's literally what you just explained, right? You know, Mm-hmm.

2:55 I was working in my own design firm. And because of my history as a rep and through other, you know, on the back end of the business, I Mm-hmm. knew how all of that worked. So I had like the knowledge, but I started putting that into practice for my own firm. And immediately you realize like I've spent this entire week on admin and the back end.

3:19 and chasing, you know, order tracking, filing freight claims, you know, making sure things are getting from A to B successfully. Mm-hmm. And it just was such a big lift for me who understood already how it actually worked and who to go to for what. So Right, compared to the novice like me, who was just scrambling, not sure what the heck I was supposed to be doing.

3:44 Exact. I'm like, how did like I'm I'm grateful that I have the knowledge, but I was it just was such a a light bulb moment because not only did I need it for myself and my own business and to be able to take on more projects and grow. but also it was like, how are these other designers even functioning in their Yeah.

4:06 day-to-day? Like they have got to be drowning. So Well, and I've I've coached quite a few designers who don't even want to touch the furniture area. Like one of my yeah, one of my dear friends who came through my coaching program didn't want to do dis she was scared to death of furnishings. Mm-hmm. Yeah. With good reason.

4:24 And understandably, understandably. Yeah. We're like, yeah, you you should be terrified. Yes. So true. So so so Let's let's let's open up the conversation about your trade program because I'd love to share with as many people as we can just scream from the rooftops. Because, in Sure. all honesty, y'all, ML Interiors group, before I be like, I have to go taste test everything.

4:49 So we tested Sarah's Yeah, of course. trade program. And I'm here to say that it's been such a relief for us, especially because I've scaled back my design team. And don't necessarily need somebody to handle a lot of the administrative because y'all do. Exactly, you know. We really wanted to become like a one-stop shop for our trade clients. And that was the the whole idea.

5:15 But not just to have all of the brands that would span the gamut of different design styles, different leak times, customization levels and price points. Like so no matter what you're working on, it's like we have something that fits the bill. So that was like the first part. But then it was really the procurement side of it, you know, it's fun to sourcing and and finding the right vendors and getting the samples and you know getting the quotes and all of that stuff dialed in is great.

5:42 And that's like the pretty part of it. But then it's like what happens once that order is placed. And I really just wanted to create something that was so customer service oriented that the designers that were purchasing through us would have that full support from start to finish. And they weren't just scrambling on the backside to, you know, make sure everything came to fruition the way it should be, you know. So we really do handle everything from start to finish, you know, obviously the front side, the ordering, but then we do all the order tracking, we follow up with our vendors every two weeks so that we can update our trade clients so that we can circumvent any issues if something is delayed,

6:26 at least we're being proactive instead of reactive. We do all of the freight coordination when something comes in damage, which inevitably it always does at some point. Yes. we are the ones dealing with that, you know, handling the claims, fighting with the vendors, trying to get the receipts paid, you know, all of that stuff. And then, you know, that way our trade clients can really just focus on the design side of the business and growing their firm, right? You know, the marketing, Yeah.

6:54 you know. Talking to their clients, all the the things that actually are going to make them money. Mm. and that alleviates them from having to hire another person for their team, right? We're already doing it anyway. my gosh, yeah. So Well, that and we still outsource our procurement, but you're just like you're one touch point for her instead of the other 47 vendors that we've ordered from.

7:17 Yes, exactly. So it it it lessens it lessens in that respect. going back to something that you mentioned, so you have your own interior design firm. Let's let's talk We do. Yeah. a little bit about your progression from growing up. in North Carolina. Just to give the listeners a little bit more context, because I just take it for for granted at this point.

7:38 But let's let's let's Of course, yeah. let's back up a little bit and walk us through Fair enough. that. I grew up in North Carolina in Hickory, which, if you're in the furniture business at all, you've heard that word just because all of the vendors are there. So I was super just fortunate to grow up with them in my backyard.

7:56 And my dad was in this business. He had a high-end furniture showroom. It was like 30,000 square feet in Hickory. And so he's the one who introduced me to Vanguard and Mazad and you know Baker and all of these amazing brands that we represent. And I was young. I mean, I was a teenager when he took me started.

8:14 taking me to High Point Market with him. And, you know, I got to see, I just didn't know how lucky I was because I just have seen it since I was so young. ~ Right. but it was just a t a dinner table education around all the things. And I watched him, you know, manage a store, hire designers for his team, you know, go to market to buy what he thought would make sense for the, you know, the showroom. And Just all the things and I saw him when it was great and I saw him when it was tough and you know, all the things in between.

8:45 So it just was inherent. No, And you still didn't run? I know I'm crazy basically. No. I tried, you know, it just keeps pulling you back though. It's in my blood, and at this point I just I'm not fighting it anymore. Yep. so that was amazing. I then took a job doing custom cabinetry and so I did that kind of portion of the design business for a while.

9:10 Then I got hired by a manufacturer to be a sales rep. And that's how I ended up in Texas for the first time. So I had, I was an independent rep. I had five different lines that I carried and Texas, Oklahoma, Louisiana was my territory. So I saw that side of the business too. And honestly, I really loved it.

9:30 It was a lot of fun, but it's a ton of travel. And so ultimately I just kind of it is definitely good. And it's not sexy, especially in Texas, Oklahoma, and Louisiana. just the heat in the summer would be brutal. it's a lot of driving, you know, no doubt about it. so once I kind of got to this next stage in my life, I just I really missed the design side and I missed the creativity Mm-hmm.

9:52 and I miss that client interaction. and so that's ultimately kind of what brought me back to, you know, my own residential design firm and then ultimately led to, you know, the showroom in Dallas. So yeah. I love that. Love, love, love it. Well then so I've never pursued a relationship with a trade program.

10:12 Like there's multiple that are out there. Mm-hmm. Yep. What? Like what makes yours let's let's talk about first what makes your trade program different from working with the vendors directly and what sets yours apart from some of the clubs and stuff like that that are doing similar Mm. services that you offer?

10:31 Absolutely. Yeah. You know, going to r direct to vendors. You know, it can happen. it's hit or miss. Number one, it Mm-hmm. depends on the territory that you're in. Sometimes it's dictated by the brand, and sometimes they let the reps decide just for themselves, which means every state's different. You know, ~ sometimes it is a territory issue where, you know, if they have brick and mortar stores in a certain place, you know, they don't want to worry about selling direct to designers just because, you know, True.

11:00 you're doing so much more volume. So it, you know, it's like the squeaky wheets the grease kind of thing. You know, it's like they're not, you know, they're not incentivized that much to service independent designers in the same way that they are someone maybe that's purchasing hundreds of thousands of dollars worth of Mm-hmm.

11:17 inventory. So there's all of these little things involved. you know That's just one part of it. It's like getting an account and setting up something direct, it's fine. Our pricing is really the same either way. Usually it doesn't it's not a benefit in a price from a pricing standpoint necessarily. but it's the service. Like, yeah.

11:34 Okay, so wait, so let me interrupt you and clarify that. So what you're saying is that if I go to a man a vendor, let's just say a manufacturer and sign up for an account with them, the pricing Mm-hmm. they're gonna give me is basically the same pricing I'm getting from you. And there's no Yes, one hundred percent. Yeah.

11:53 minimums with you compared to some of the other vendors that do have it. That's it. Yes. Correct. Okay. No minimums. There's no annual volume you have to keep. If you want to order one lamp or, you know, a whole house full of stuff, it doesn't matter to us as far as that's concerned. So you're not, you know, also if you do start to deal with manufacturers directly, it's like you're only going to be able to have a few accounts because you can't possibly keep up the minimums volume, like whatever their requirements are.

12:21 girl, yeah. Across the board, right? So then you are then compromising the design because you're like, I can only use these five brands and then that's it. But then it's like the back end again, because it's one thing to have an account and make an order. That's eat you know, that's kind of the easy part.

12:37 But then it's like, are they really gonna help you when something falls through the cracks or you know comes in damaged? You know, all of a sudden you're the low man on the totem pole when it comes to problems and issues. And if you don't have those relationships, Right. you kind of have to start from scratch.

12:52 So I mean this is like twenty yes, Especially if I don't have a lot of volume. Yeah. a hundred. They're like this one thousand dollar order, you know, like I why am I wasting my time? You know, and it it sucks, but it it's just the truth of the matter, right? And it's gonna be different in every single territory and every single brand.

13:08 And just navigating all of that in and of itself is a huge ordeal. So it might not even, it's not even just about the the pricing or you know that direct relationship. It's about how you are serviced. And so that's where it really falls off, you know, ~ Mm-hmm. getting the things that you need when you need them, getting those answers when you need them, knowing whose arm to twist when you know something isn't getting handled the way that it needs to. You know, we're real good at that, you know.

13:32 Right. Right. You probably have their private Yeah, I know who to call. So you know, pull it out when we have to. th with their private cell phone number. Exactly. I'm like, listen, I'm just gonna text your wife. That's awesome. That is awesome. No, but you know, that's that is a huge it's just a huge undertaking.

13:50 I mean, this is me over three decades. So it it's just not something that you just jump into overnight and everything's hunky jewelry, you know. so people just usually find that out the hard way and then they're like, Okay, how else do I, you know, navigate this? And that's when they look for a trade program like us, you know.

14:06 Right. we are a multi-line trade program, right? So we have a huge range of different things. And I have yet to find a trade program that has as many brands as we do and have access Mm-hmm. to. So there's really not much out there that is in this world that we can't procure for you. so that's one thing about it.

14:28 I would also say, you know, I just just because it's kind of on the front of everybody's mind, just thinking about like a a DHC, for example, like a Daniel House Club, Mm-hmm. it's an online trade program. You know, this benefit of just everything being online is is, Right, you're terrific. you know, in this day and age, you know, something we're all kind of gravitating to.

14:47 But I would argue that it is not the best way when you are dealing with high-end custom furniture that is still operating in a more antiquated society, really. Right. And how the back end works with these vendors and having that actual person when you need something is really, really key. Like it's fine if everything goes great, but when it doesn't, it becomes a real problem.

15:10 They're also kind of limited on the amount of brands they carry, and especially in the mid to high category. They might have a lot in the low, maybe start to creeping up towards mid, but it really is more like lower end. They also charge a membership fee, which to me, I'm like, this is bananas because our wholesale price, our designer trade price, is the same as the wholesale level, and we don't charge for that. So it's like you're paying money to get something that you could get for free.

15:39 You know? Yeah, exactly. If we went direct. Okay. Yeah, through through our trade program. So you have no membership. So you have no membership fee. There's no hidden cost in that respect. Yeah. Yes, correct. It's just like order the furniture for me. And that's how you make your money is you buy it's just like we do. Like we buy it at a certain level and we sell it to our clients with a margin. You buy it at a certain Exactly.

15:58 level and you sell it to us at a with a margin, and you've got the you've got the volume to make it worth your while. That's it. Because of our brick and So mortar, because we've been doing it for so long and the volume involved, it's like we are able to still accommodate that and make it feasible for our, you know, designers too. So Well, and I'll say it has been very helpful.

16:18 Oftentimes when we're on the hunt for something, maybe something comes up on the fly that a client needs and we don't know exactly where to go. Just being I mean, you guys have become almost like an extension of our business in relation to my designer Juliana can pick up the phone and say, Hey, this is what I need. Like point me, give me three so that I can give it to my client because I need it stat.

16:40 And that has been, I That mean That doesn't happen. Otherwise she's gonna have to go and look online and like narrow down from forty seven different options to see if it's the right Exactly. size, the right scale, the right length. And then what if we want to put on a different upholstery? Maybe it's even C O ~ Yeah. Yeah.

16:55 Yeah, change the fabric, add a trim, whatever. Yeah. That is a huge benefit to our trade program. It's so funny when I finally when I talk to designers and they really it starts to sink in what we actually do for them. They're just like, what's the get? Well, girl, that's that when we ~ the when Why am I not doing this?

17:13 we first met, I was the same way. I was like, well, okay, so it feels almost too good to be true. And usually you know that it is. You know, it it is too good to be true. But this has been fantastic for us. And I know I've referred a handful of people that have had the same feedback. Yeah. Absolutely. Yeah. That is one of ~ now one thing that I the big I was just gonna say that is one of the big benefits you mentioned, which is the sourcing part. You know, we don't just let I mean we're grateful for the designers.

17:40 I love waking up to purchase orders in my inbox. That's great. And and we want to facilitate that and just the customer service side of it all day long. Mm-hmm. But you know, there's so many brands out there and they all have different strengths and different weaknesses. And we are very upfront and blunt with our trade clients about Mm-hmm.

17:57 what they do well, what we might not use this brand for. If they're looking for something really specific, we can actually source for them, you know? So Well, I know you told Juliana, no, you don't want that one. I'm not gonna let you order it because that's I did. a piece of crap. I mean, I'll order it for you, you know. I'm not gonna say no, Yeah.

18:16 but I am going to tell you like, you know, you might want to rethink this one because if it's in a main space, if the budget is Mm-hmm. the what it is and we can't work around it, that's fine. I just want you to have all the information so that you have the knowledge to make an educated decision for client and you haven't seen all of these brands over the years and you haven't sat in Right.

18:37 every single thing and you know, so it's a lot of information. Well, and it's so helpful because if it's their third guest bedroom, fine, you can get something that looks really good but isn't necessarily gonna last Yes. for an extended period of time with a lot of use. But if it's the third guest bedroom, how often is it gonna be really slept on?

18:54 Yeah, that's and that's so helpful. Exactly. Yeah. You know, so you don't need to break the bank in those. Yeah, it's very practical. Yeah, exactly. So we're really Yeah, we definitely put a lot into educating our design clients as much as they want, you know, as far as like Mm-hmm. who to go for what. And I have designers that send us even, you know, a scale drawing with some dimensions and a mood board and say, Listen, just have at it. And we just kind of source alongside them, you know, and Mm-hmm.

19:19 they give us feedback just like a retail client would, except, you it's a little quis. Quicker and faster in that way. Absolutely. Absolutely. But So do you charge for the procurement service? Let's just let like let's if anybody's sitting out there listening, maybe they're on a walk or driving home or something like that, Ha ha ha they're like, okay, did I miss something? How much does this cost?

19:37 Like how much are your procurement services? Zero dollars. No, it is yes, Zero dollars. Okay. Which is it is free. Yeah. but it makes sense because you're like you make your money selling the furniture. And and your team We do. Yeah. And also is always ordering, always ordering, always ordering. So you're just sliding people in.

19:55 We're constantly looking at all of it anyway. We're constantly looking Mm-hmm. at different things for different projects. So it, you know, it's a lot quicker and easier for us to do it because we're already doing it anyway. but yeah, I mean, you know, I I don't think that you need to pay for that. I mean, there are trade programs that, you know, do have this, you still have enough margin, you know. That was one thing that was really important to me too, Right. So you're not greedy.

20:19 was thinking about. You're just like, I can make enough money, serve enough people, and everybody Yeah. wins. Also I want them to come back. You know, it's like you guys, it's like, you know, we've done five or six projects together now. And it's like if I take really good care of you and give you what you need, then you don't want to shop anywhere else.

20:36 You want to work with us and get and so for me it's like that's a non negotiable and I'm just so O C D and over the top about it and I really instill that in my team. So you know, that is what we are wanting to do. So that you want to come back again and again and again. And then that volume obviously helps us and can helps us to continue to provide that at no charge, you know.

20:59 I love that. Absolutely love that. Now you were talking about helping source. I still think you should start charging for some of that. Maybe we will. And you know, at some point, He maybe we can we're talking about a different tier, you know. Maybe we're actually huh. kind of designing for you instead of kind of alongside you.

21:16 Maybe that's something, Mm-hmm. you know, that's kind of been in the back of my head. But ~ Right. when it comes to business, I'm listening to you, ladies. So you tell me what to do. If we charge for procurement, That is awesome. it's Michelle's fault. Just say That is awesome. No, we just need to get more orders in.

21:31 And then you can keep That's it. it free because we're benefiting from it as well. okay, so one Exactly. thing that I've all that I've wanted to ask, and I might have asked you when we first started working together. so when I first like got into the business, a lot of times people were basically saying, Okay, well, if you do a lot of business with a with certain vendors, then you get better tiered pricing.

21:54 Or you go deep and you have a good like you're you're in deep with this. Like go in deep with them. what okay, so one, why would I want to do that? Like what are the benefits? And then, but if I'm ordering through you and I'm still going to these like like four hands, like we had enterprise pricing with them, or we had like two years ago, maybe we just had their craps, their standard pricing, but we've been up and down like.

22:20 How does that work with you? So as far as that goes, you know, you can put a lot of time and energy into a relationship with one vendor, right? But how can Mm-hmm. you're not gonna be able to do that across 90 brands, right? And so even Right. if you had five, let's say you had the capacity to like, you know, really Mm-hmm.

22:39 do that, it's like then you're gonna be beholden to ordering really everything through that brand. So honestly, the only Projects start to look the same. yes, I mean, and I will say this. The only caveat to that would be like, let's say you're maybe e-designer, vacation home rentals, and like let's say you only ever want to do four hands, which you know, don't do that.

23:00 But if that's your if that's your bag, you know, that would be the only instance I could possibly even think of that would make that somehow worthwhile for all the time and energy you would have to invest in in making that been you know, somehow beneficial to you. but it just there's just so much time and energy and really it's not necessary.

23:20 And I think sometimes new designers or people new to the the side of it, you know, they're excited by that and they think, it's gonna be great. And you know, I'm gonna get all these direct accounts and like, you know, have all these relationships and stuff. And it just takes so much more time and energy that they really realize and the benefit to them is really not They are and they they don't necessarily Yeah.

23:41 believe you until they go do it for themselves. But it's true and honestly, Yeah. I mean you know, I just I know it because I'm I've been on all sides of it and I've done it too. So, you know, it's just unless you're gonna do Yeah, Well and we've tried. We yeah, yeah. we've tried because we've had, you know, different accounts and so forth.

23:58 Four hands was one that was it it was like this flash in the pan. Like they came out of nowhere and everybody or I mean they they snuck in, but all of a sudden they were everywhere. But you're also I don't have the ability to say, okay, the quality of this versus the quality of that. Like there's some of their sofas that I'm just like, that's not gonna last more than two years with an active family.

24:22 Absolutely not. Yes, that's And I can call you and say, This is what I have. What do you think? Yeah, absolutely. So I mean, there's definitely, you know, it's a f good look, something quick, you know, if you're in Mm-hmm. a pinch, the really, you know, tight budget, you know, that sort of thing. But beyond that, honestly, they are I don't know if I'm gonna get in trouble for saying that they're kind of pain.

24:43 That's okay. Honestly, they they really are such a pa I mean, honestly, it's one of the vendors I don't love dealing with on the back Yeah. end. So Just take that for what it's worth. We do this literally all the time and have been for many years. It's a real They've just gotten real big. And and also we're still small fish in their pond because they've gotten into so many retailers and stuff.

25:03 But so are there other are there other benefits that you would suggest keeping in mind to the designer who's considered using you, like where they shouldn't use you? Like if they have a like I can't You know. think of unless you're just getting like a sweet deal through a particular vendor, you can do all your other ordering through.

25:22 your program you can still order like it's not by project, it's by piece. Absolutely. And I'm also saying, like, go to High Point Market. I mean go educate yourself. Sit on all the things. Like, I'm not saying don't talk to the brands. Like, go into the showroom, sit on like you want to have knowledge, right? About like what they do, Yes. Mm-hmm.

25:40 you know, how this how the different cushions feel, you know, what are the custom capabilities? Like, what's the lead time? I mean, we can tell you all of those things, and we're happy to, but I'm just I'm not saying stay away. I think it's really good to immerse yourself and understand Yes. what a brand is all about and why you would even want to work with.

25:57 instead of you don't have Mm-hmm. just take our word for it. But, you know, beyond that, I mean, honestly, there's really not any downside. Like you're saving money, you're saving time. you're saving the time that you would invest in in even researching to figure yeah. out where to start to begin with.

26:13 so I mean honestly I I don't really know that there's a there's not really a You're like the little secret weapon, Sarah. I've been called the smoking gun once and once or twice, you know. But it's sort of we That's funny. we just take all of the hard stuff off their plate, make it really easy and simple for you.

26:32 That way you can move on with your life and work on more of the things that got you really excited about the business. Nobody got into design and was my gosh. like, I can't wait to do hours of admin and and chase these vendors for you know, the the damage claim I submitted six months ago, you know? Well, but that should so two things.

26:51 One is that Sarah's team t carries most of the load for y'all. But secondly, if you're listening, you should be outsourcing or having somebody administrative handle those details for you because at if you're the if you're the designer, if you're the principal designer, if you're the senior designer, if you're the lead designer, your time you make money designing.

27:13 If you're the principal, you should be out. Doing business development and designing, Yes. not procuring. I mean, and it's okay, so hold on. You know what I just heard? I just heard people going, No, but I I've got to control that. I need to know what's going on. how did you hear that? Did you did you hear that?

27:29 You are still in control. That it came through the ether. Yeah. So so let's walk. So what sort of reporting do you provide? We are all control freaks, just FYI. Yes. You know, most people in this, like, you know, we all want it to be just right and we all want to know what we're doing is working the way we we Mm-hmm.

27:46 want it to and think it should for our particular project. So number one, I would say because of our history in not only in the furniture but also design, it's like we understand what you need and why you are so worried about it. Because we're worried about it too, you know? So we do come from that perspective.

28:05 But I just think that, you know, your time is so much better spent doing other things. And we are going to keep you updated in the same way if you ordered that Mm-hmm. direct from the vendor. We, our team is really diligent about following up. I have a rule with my customer service team that no order goes unchecked for more than two weeks. So like Mm-hmm.

28:28 even if Let's say we ordered something a month ago, it's not supposed to be in for twelve weeks. So they are still every two weeks. Dee dee dee. Hi there. Just want to make sure that this is still on track for, you know, November the twelfth. And if it's not, please let me know. And so Which is probably more than the design firm owner or designer would be doing because two weeks we're One hundred percent.

28:51 we're just waiting to hear if it gets backward instead of being proactive about it. And most people think, the vendor's gonna let me know. If there's a delay with the Yeah. fabric, right? Or like something doesn't come in or a frame gets delayed and something gets pushed back, they think, they're gonna tell me.

29:04 They are absolutely not. They don't care, you know. I mean, I it's terrible and it just but it just is what it is, right? And so we're like, It's business. how do we, yes, how do we fix this on our side so that we aren't finding out too late that something is wrong and then we can be proactive. In communicating that to our client, making a reselection if that's necessary, instead of like, it's supposed to be here.

29:28 Where's that? And then they're like, by the way, it's gonna be another four weeks, and then you're the bad guy and you aren't staying on top of it. And so I think honestly, you probably get more help that way than if you were actually just doing it on your own. Cause you there's just no way it's so much time involved in that.

29:42 a hundred percent. Yeah, absolutely. Yeah. So what kind of designer is the perfect fit for your program and who is not? Yeah, I mean, I would say definitely an independent designer all day long. Even a small firm, you know, even a sperm Mm-hmm. with, you know, five people or less. It's like, again, you don't want to be just drowning in all of the back end.

30:01 Like you want your designers designing. And it doesn't mean you don't have an assistant or somebody answering the phones or, you know, working your leads and that sort of thing. But we're talking about like the admin for the order part, which really isn't making Yeah, we've already done our job. anybody money. You know what I mean? It's just not.

30:16 It is literally just busy work. So you're gonna be paying somebody to do it if you're not doing it yourself. And then why do that if you could just have that done for you without the expense of an extra person or, you know, the headache of managing a new team member if that's not what you want to do. So you know, the only thing I would there are some massive firms out there that have their own in-house procurement teams and they're doing enough Yeah.

30:40 volume that they just they're, you know, rolling it in. But we're talking about, you know, twenty, thirty projects at a time. You know, if it's, you know, so once you get under that. It makes sense for them to have it under their own roof. Yeah. Exactly. Yeah. And they want to manage all of that, but they have a whole team supporting them like we do.

30:57 So it's, you know, unless that's your goal and that's what you're even if you're working towards it, let us help you and while you get there. You know what I mean? Yeah, that makes sense. Well, you know, when I was a younger designer, or newer to the industry or just less confident in who I am today as a business owner, I used to think that if I can't do it, then I'm there's something weak about me.

31:19 Like I quote Yeah. unquote should be able to do it all. Like that is such a ridiculous thought process. Like to be a good designer, It's the worst. you need to be able to like partner with the people who are experts in their job. Delegate. Yes. Mm-hmm. Like I don't I don't know what I was thinking, but I know I'm not the only one because we all come in thinking, No. We all feel that way.

31:39 well, I should be able to do this and this and this and this and this and this and my head spins. Of course. And gosh, anytime anything falls through the cracks or is it right or whatever, I feel I mean, I take it as a personal failure. You know, it's probably why I'm just it's why I've done what I've done, Yeah. ~ really, you know? It's like I you know, there's just so much involved in that.

31:57 So, so yeah, you're a hundred percent right. And it it doesn't mean you're failing at all. It means you're a smart business person and you realize that your time is more valuable than you know, chasing vendors For your information and organizing freight. Yeah, or something shows up cracked. Yes. the claims are really the worst.

32:15 I mean, any designer who's ever ordered something on their own had to organize mm-hmm. the logistics and then deal with a damage claim, like one or two of those, and then you're like, what am I doing with my life? You know, it's like it really just It's so true. sucks the joy out of you. And there's it doesn't make you less than or weaker or anything. It's actually the quite the opposite, you know, and we need to make sure people know that because we've all been there and we've all felt that, but it's it's actually, you know, the first furthest thing from the truth.

32:46 Well, that and what they don't tell us, and I think I just had it in an episode or two ago, although I don't know when this is going to publish, but like our industry, this is hard. Yes. I don't think anybody gets into interior design understanding how difficult this industry is. So if you can take one already difficult piece, procurement, off of your plate and deal with all of the other difficult part in the business.

33:12 Why wouldn't you? Like, why wouldn't Exactly. you? You're not losing money. You're not getting you're making more money. You're actually making more money, you know, that way. Well, that and it's like your pricing, it's it's right up there. It's it's not like if I'm gonna get 50% off from a particular vendor, it's not like you're giving me 35% in order to make up for the difference of the the the procurement aspect of it.

33:38 You sell it to me at the same the same price point. So it it makes Absolutely. zero sense. Like I when we first met, You're just like, I just wanna have headaches. I kept asking, Okay, well what about this and what about that and what about this and what about that? And you're like, Michelle, it's all handled.

33:50 I was like, Are you sure? Come on, what about this? How do you make your money? I was like, just try it. Just try it. Listen. I I'll let actions speak for themselves, Ha ha you know. I can sit here and tell you all the things all day and I mean them and Yep. they're true. But also like just try it, you know, and see for yourself.

34:06 Like that's just what you have to do. And we've just been tickled. Your whole team is just a joy to work with. And if you're in the Dallas-Fort Worth area, you can visit her showroom, see all the things, all the different fabric samples that she for the lines that she carries. What have I forgotten, Sarah? Like the I don't want this to be like a whole commercial, but I want it to be a commercial so that people understand Mm-hmm.

34:27 that this is a service that they need to use for their business. Yeah. Yeah. So we'll talk about how they can get in touch with you in a minute. But what have I forgotten? Sure. Honestly, there's not much. you know, I think it's just, you know, that reiteration of we are not trying to, you know, get in between like you and the vendors or this design.

34:47 You know, I think we really are trying to make it easier for you. And, you know, the only way we can prove that to you is of course you trying it out yourself. But ~ Mm-hmm. but you know I I have calls with new trade clients every single week right now. And you know, we get the same feedback consistently.

35:07 So it really just is about diving in. You know, I always tell them I'm like, don't be shy. I'm like, shoot me an email. Tell me your problems. Like what are you struggling with? What do you need? Like let's just start that way. You don't have to buy anything right now. Like just talk to me, you know, right? What Right.

35:20 are you working on that we can help you with? And it helps keep you a ahead of the curve as well. So I don't know if you saw Juliana, my principal designer, rolled up and she's like, There she is. ~ I know, I've got something to contribute. So she can't hear anything since you and I both have microphones on, but she can or headphones on, but she can talk into the microphone.

35:37 So you may have already mentioned this, but just that if you're local in DFW, Sarah has a great showroom and I have I have gone in and done presentations in her back conference room and then done the sit test. Right. And they'll bring water and snacks and things like that. So it's actually, you know, a lot of times one of our pain points with clients is can I sit in something? And so she has this beautiful space.

35:59 It's very classy. It's down in the design district, which is fun for clients to go to. Right. That you can sort of host your people and then they'll be there to assist you. Right. And and if if this fabric isn't the right one She's got Sarah and her team is gonna say, well, what about this one, this one, or this one? The whole library is there.

36:16 And then she can order you samples and send them to you so you have them to give the client. And it's just really good to I call her my very godmother. Ha ha ha ha! We're gonna get you a little wand, bibbity bobbity-boo. Yeah. Well, Little Cinderella moment. I love that. I'll take it. Yes. Thank you.

36:30 thank you, JJ. Sure. Yeah. There you go. Real live testimonial. ~ Absolutely. Yeah, that's a good point. I forget about that. Sometimes we have this amazing like conference room in the middle of the showroom towards the back. Mm. And we have a ton of extra samples just overflow from the main showroom there, but we have a massive island. And that we are we let our trade clients come in that are local. They are welcome to bring Right.

36:52 clients in there and utilize that space as their own. You know, a lot of places. people don't have, you know, they might have a home office or something. They don't have somewhere to really go meet and they don't always want Mm-hmm. to do that at their house or the client's house. And so it gives you a place to land, you know, and you know, we offer that for you as well.

37:10 It's also a great place if you need to give your scope of work or get your contract signed because Mm-hmm. it's very designer-y. But Yes. it's also it's very professional in that respect. And I think it elevates the presentation to the client. So that's down in the design district. If you need a conference room in Addison, we've got studio works too, by the way.

37:31 Yes, absolutely. Uh-huh. There's just a little plug there. so Sarah. Which is beautiful, by the way. I've been there many times and it's actually Thank you very much. gorgeous. If you need an office space for real, that would be amazing. It would be amazing. thank you very much. Is there anything I've forgotten to ask?

37:47 Anything that maybe you want to just share with the general audience that didn't get covered? I think we've I feel pretty good about it. I do too. I feel like you really hit all the all the notes, especially having worked with us, like you you know all the things almost as much as I do. So it's really great just to have your Yeah.

38:04 perspective and hear from you as well, you know. Well, I just know that, you know, I might not have to get my hair colored every six weeks. I might be able to go seven weeks because of the stress that you guys have saved us. ~ you know what? I will say this, just so you know, obviously we love our local DFW trend clients all day Mm-hmm.

38:24 long, but we do work with clients nationwide. So I have tons of trade clients that are all over the country and we Mm-hmm. are not limited or boxed in by this geography. So whether you're on the East Coast or the West Coast or anywhere in between, you know, we're so lucky in Dallas to have such an amazing design district right Yes. Mm-hmm.

38:43 in our backyard. But there's so many designers out there who don't have access to that and they only get to see it once a year when they do go to High Point or Atlanta or Dallas or wherever. And so That is, you know, a really big deal for my designers that are out of state and in other areas. We ship samples straight to their house or their client's house, whatever they want. And, you know, Right.

39:04 that it we really come in handy for those designers that don't have access to, you know, everything we do. And you know what? If you're if so if you're listening and you're an independent designer and you're like, I don't have anybody to talk to, anybody to ask if this is going to be a good sofa for this or that or the other.

39:20 Well, within reason, Sarah's team will hop on and say, that's a great one. They might even say that's a great one. Here's a better one at a better price point. But I Yeah. I can't imagine doing this job alone. And there are so many designers that are like not even in a city. But you're like in this small suburban area and i I mean, this would just be a heck of a resource.

39:43 How d how do they reach you? Let's talk about that. Where can little listeners find you? Course. Well, you know, obviously we have our website which is Sarah Carrollhome.com. We have our trade landing page. If you're on the home screen, you go down to the bottom on the left, you'll see, you know, designer trade.

40:01 You click that, that will tell you all about just the basics of our trade program, and probably maybe like our top 40, 50 brands are listed there. We have access to a ton. It gets a bit ridiculous to start listing it all out, but we will, after you apply for our trade program, send you a With some links to everything that we offer.

40:19 You can call us. You know, we have a direct line. Our showroom is open Monday through Friday, 9 to 5. Contact at Sarah Carrollhome.com is our email. You can just start spamming us with all your design questions and project needs Ha ha ha. and all the things. You know, we will get right back to you. I have a strict policy with my team about, you know, replies get sent within twenty four hours and that includes pricing along with freight too. So, you know, you're not gonna be like sitting there waiting to hear back from somebody.

40:48 If you don't hear back from somebody in twenty four hours, something is wrong and it's landed in spam or you know, Yeah it's been a really something is crazy. So please don't hesitate to ping us, reach out. It just means something isn't working right. And you know, so yeah, I mean that's really yeah, all the way.

41:04 Mm-hmm. Yeah, and y'all, it's not too good to be true. I don't know how you navigate Ha ha ha. it, Sarah, because all of that administration and follow up and all the things, I would just I'd be buried. So God bless you for your patience and your fabulous team. So I know it's not all on you, but you are definitely Yes.

41:21 the the the queen of all the things and then it falls in behind you. Yeah. Well, I have an amazing So your standards are right up there. I have an amazing team. I'm really, you know, thoughtful about who I bring on board and and making sure they're the right fit from a culture standpoint, you know, is a alongside work ethic and the knowledge too.

41:39 But but yeah, I appreciate hearing That makes sense. that. That means a lot to me, seriously. And you are what's your Instagram handle? it's at Sarah Carol Home. Super simple. There you go. Super simple. So Yeah. to to clarify, Sarah Carroll home will sell retail to anybody off the street. You sell to Yes.

41:59 the trade, to the trade. How's your furniture marked in the showroom? So if my client decided to get sneaky and walk in there and buy from you direct. Great question. Right. Cause they do sometimes. Yeah. Well, number one, you need a clause in your contract that says no shopping, right? You know? That's number one.

42:13 A Amen, yes. But also, it's always been one of my biggest pet peeves shopping as a designer in other stores, walking in and seeing either wholesale pricing or like something else, right? So I've hated that for so long, and I will never do that to my trade clients. So everything on the floor is always priced at Full MSRP no matter what. And so you're never gonna see any type of discounted pricing on a tag when you walk in.

42:40 When retail clients do come in, number one, if you know they're coming or they might come or whatever, just give us a heads up and we'll make sure to, you know, nip that in the bud really quickly. ~ we Uh-huh. never like just throw out pricing at clients, even if it is a retail client, we always ask them if they're working with a designer too.

42:58 and so we were really diligent about that. And I never, gosh, retail clients will come in and I'm like, I'll get, I'll figure out who they're working with and I'll email that designer, even if I've never talked to them before, and I'll say, hey, by the way, Ha ha ha. girl, your your lady just showed up today and she's looking at this.

43:14 I just wanted to let you know because I know how it is, and I'm not trying to Mm-hmm. steal trade clients. That's not what this is about at all. And I want to make sure they know we are protecting them and we have their back. And I take that. very very seriously so yeah no issues there whatsoever Well, I think that's a great statement to wrap it up on.

43:35 Sarah Carroll, Perfect, yeah. the secret weapon, she's got your back. Thanks for being here, Sarah. that's great. I love that. Thank you for Thank yeah. Well, I having me. You know I really appreciate it and I always have such Yeah. Well, I know a great time chatting with you. So thank you. the audience is gonna love hearing from it.

43:53 And hopefully y'all hop online and check out what Sarah's doing and enhance your business efficiency by utilizing her and creating an extension to your own team. So thanks again, Sarah. I hope you get a ton of business from this because it will elevate the entire industry one designer at a time. So That's the goal, right?

44:14 So y'all, thanks for being here. Thanks for listening. And just remember that your business is your own masterpiece. Work on it.