I + D - March/April 2021 - 25

Proving there is strength in numbers, designers also
are forming buying clubs, increasingly popular as
another opportunity to generate revenue. To fill and
ship a container of antiques internationally can cost
anywhere from $50,000 to $100,000. If a group in the
same region bands together, Clark Haines notes, they
can spread the cost among themselves and acquire the
stock they need without spending their own capital.
Clark Haines helps designers to identify such areas
of growth and to create a targeted, actionable strategy.
" We have been working with interior designers to help
them come up with business plans for how they can
incorporate antiques into their business in a profitable
way, " she says. " I am in the business of the business of
antiques. " She covers everything from pricing models
to inventory management and warehousing.

Robert Passal

She also notes that because she offers one-on-one
coaching, the lessons can truly be tailored to the
individual-she'll even call in a specialist with expertise
in a particular area if needed. For those who want
to become antiques dealers and build a brand from
scratch, that takes approximately 10 sessions, but
Clark Haines can usually train an established interior
designer in just three to five sessions.

In both commercial and residential interiors,
designer Robert Passal puts his knowledge of art,
antiques, and timeless style to work for clients.
(Image: Courtesy of Robert Passal)

Knowledge in Practice

Educating the design
trade on the business side
of the antiques market
has become a focus for
The Antiques Diva & Co.
(Image: Courtesy of
The Antiques Diva & Co.)

For New York-based interior designer Robert Passal, a vast
knowledge of antiques has helped set him apart in a time when both
professionals and consumers can obtain the same information via
the internet. And today, the playing field has been further unsettled
by social media influencers, who often have no formal training. This
means trained designers must constantly set the bar higher in order
to garner attention and make their qualifications known.
" Whether it's Instagram or the internet, we're just much more
exposed to design. It used to be that designers were only as good as
their resources. You would see something in a monthly magazine or
a book and try to track it down-that was it. I feel that the influx of
information has really changed the way people look at design. It's
more accessible, " Passal says.
Although it can make it difficult for a designer when a client sees
something online and then wants an over-the-top space that isn't
feasible, Passal draws on everything he's learned to enrich the
interiors he works on. " Just about everything that's contemporary
has a reference to the past, " he notes. " I think people tend to forget
that quite easily. A designer needs to know what they are looking at,
and where it came from. "

Toma Clark Haines

It's that confidence that allows him to infuse the interiors he designs
with art and antiques to create memorable spaces that never look
forced. " My work is about a mix of goods, pairing something
that's blue chip with a piece from CB2. It doesn't always have to
be the absolute best or the most expensive, " Passal explains. " It's
about taking a concept and modernizing it, which makes it more
approachable and personal. "

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A mix of eras that blend seamlessly is
a hallmark of Robert Passal's interiors.
(Image: Courtesy of Robert Passal)

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I + D - March/April 2021

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