The Business of Antiques
I'm Toma Clark Haines, host of The Business of Antiques podcast. I'm on a mission to make antiques sexy, modern and fun... and PROFITABLE!
S5 E3 · Wed, April 16, 2025
Connecting Antique Dealers with Modern Designers
In this episode of the Business of Antiques, host Toma Clark Haines welcomes Brian Gallop, a Global Brand Ambassador for Graff Faucets. He talks about his role in educating architects and designers on the significance of selecting high-quality, aesthetically pleasing fixtures that can serve as heirloom pieces, akin to antiques. His insights reveal that the bathroom and kitchen, often considered mere utilitarian spaces, can be elevated to artistic realms through the careful selection of fixtures. Gallup also shares his experiences with ASID (American Society of Interior Designers), highlighting how membership in such organizations can foster networking and professional growth, ultimately benefiting antique dealers looking to establish meaningful relationships within the design community. Brian and Toma advocate for antique dealers to remain cognizant of the resurgence of earthy tones and organic materials in contemporary design trends, understanding that the integration of antiques into modern decor can provide both visual appeal and emotional resonance for clients. The conversation concludes with practical advice on how antique dealers can position themselves effectively within the design ecosystem, encouraging them to seek out partnerships, participate in industry events, and continuously engage with the community to foster long-term success. Tune in for invaluable insights on making your passion for antiques profitable! Connect with Brian on Instagram and check out Graff Designs .
S5 E2 · Wed, April 09, 2025
Alternative Careers in Antiques
In this episode of the Business of Antiques, host Toma Clark Haines welcomes publicist Alice Roberton, a wearer of many hats related to the antiques business but mainly a magazine writer that covers everything from antiques to home tours. Together, they discuss the various roles one can occupy within the antiques business, emphasizing that being an antiques dealer is not the only pathway to success. Alice, articulates her multifaceted involvement in the antiques industry as a stylist and writer, which serves as an example of how one can carve out a distinctive niche. This perspective challenges conventional notions of what it means to work in antiques encouraging listeners to consider alternative routes that align with their individual passions and skills. Tune in for invaluable insights on making your passion for antiques profitable! Connect with Alice on Instagram .
S5 E1 · Wed, April 02, 2025
Fearless Reinvention with Leslie Carothers
In this episode of the Business of Antiques, host Toma Clark Haines welcomes the incredible Leslie Carothers, a pioneer in the field of digital marketing for the home furnishings sector. Together, they explore Leslie's journey from a successful investment banker to a leading figure in social media and marketing strategies for interior designers and brands. Discover how Leslie has consistently reinvented herself, the importance of niche marketing, and the innovative ways to leverage social media in the antiques business. Tune in for invaluable insights on making your passion for antiques profitable! Connect with Leslie on Instagram (https://www.instagram.com/lesliemcarothers) and LinkedIn (https://www.linkedin.com/in/lesliecarothers/) and find out more at savourpartnership.com (https://www.savourpartnership.com/)
S5 E1 · Fri, February 14, 2025
Diva Ed: Elevate Your Antiques Game
As we kick off Season 5 of The Business of Antiques, Toma Clark Haines chats with Gail Mcleod, VP of AD&CO and owner of Antique News & Fairs, as they dive into the details of the upcoming Antiques Diva Educational Retreat in England (UPDATE MARCH DATES SOLD OUT: NEXT DATES JUNE 1- 6, 2025) This engaging conversation covers the importance of community in the antiques business and explains how the antique dealer training program retreat will provide invaluable learning experiences. From expert guest speakers to hands-on workshops, listeners will discover what to expect from this unique gathering set against the stunning backdrop of an Elizabethan Manor House. Join us for insights, inspiration, and the thrill of the hunt. If you are interested in learning more about the retreat or ready to sign up email toma@antiquesdiva.com . Sign up deadline for June 2025 is April 15, 2025
S4 E18 · Thu, March 14, 2024
Guerilla Podcasting in Parma at Mercanteinfiera
To close out season 4 of The Business of Antiques, CEO of The Antiques Diva & Co Toma Clark Haines takes listeners on the road with her. Have you ever wondered what it would be like to be a fly on the wall on one of Toma´s antique buying tours? Well, that is exactly the experience you get in this episode - Guerilla Podcasting in Parma at Mercanteinfiera. “Guerrilla Marketing” is an advertising approach that uses guerrilla warfare tactics, or the element of surprise, to attract target audiences. This form of marketing is especially effective for driving publicity, in which an unconventional and inventive. In this “Guerilla Podcasting” episode, its podcasting in the trenches - on the ground at actual antiques fair. You will eavesdrop on real life conversations and hear first-hand the thoughts of clients on the experience of buying antiques in Europe. Toma explains the ins and out of how to buy antiques at Mercanteinfiera and how to ship them home. Mercanteinfiera is Italy’s largest antiques fair - with over 1000 vendors and 3 halls of antiques. She offers the opportunity to apply to win a FREE TRIP TO EUROPE to buy antiques as a VIP with her in the Mercanteinfiera program and explains how you can shop the fair on your own. She jokes that her competitors won’t be happy because she painstakingly takes you through the details you need to know in order to write a purchase order for shipping antiques. And, she gives advice on how to CYA - Cover Your Antiques - for insurance purposes when buying and shipping internationally. She explains how to pay and the best way to get a bargain when buying antiques in Italy. This is the last episode of Season 4 while Toma takes a short break to advance record some more episodes for season 5. If you have requests for topics to be covered, email Toma at toma@antiquesdiva.com to tell her what lessons you would like to learn when she is back for Season 5 of The Business of Antiques! As always make sure to leave a 5 star review and share the podcast with a friend!
S4 E17 · Wed, February 21, 2024
How to Shop the Paris Flea Market
In today’s episode, Toma Clark Haines, CEO of The Antiques Diva & Co – the World´s Largest Antiques Touring Company – tells you how to shop for antiques at the Paris Flea Market and how to ship antiques from France. The first time Toma and her locally-based Paris team met with Jean-Cyrille Boutmy, owner of Marche Paul-Bert Serpette , he said, “The Antiques Diva & Co are Ambassadors. You make a bridge between the American buyers and the French vendors helping both sides do business.” The Antiques Diva & Co translates, negotiates, and liaises buyers with international shippers. As the Paris flea market has more than 3,000 vendors – it’s virtually impossible to scale in a single day unless you know where you are going. To book a Paris flea market antique buying tour email toma@antiquesdiva.com If you are going to the market on your own – the first thing you need to know is that the Market is NOT in Paris. It's in Saint Ouen, just outside the periphery to the north of Paris. You can take the metro line 4 to Porte de Clignancourt or if taking a taxi or uber beware that you MUST set the city location as Saint Ouen sur Seine or you might end up on the wrong side of Paris! Use Marche Biron address 85 Rue des Rosiers, 93400 Saint-Ouen-sur-Seine to get to the center of the flea market. The market is open every weekend all year long Saturday & Sunday from 10am to 6pm. The market is open Fridays from 8am to 12 noon -– but NOT all vendors are open. Maybe 60% will be open on Fridays. Mondays have less than 40% open. There are 12 different permanent markets within the Paris flea market where you can buy anything from Art Deco leather club chairs to Louis 15th chest of drawers to sterling silver art de la table, paintings, vintage fashion and more. Some of my favorite markets are Marche Dauphine, Marche Biron , and, of course, Paul Bert Serpette. Marche Dauphine has a large number of artisans on site making contemporary art and artisan goods as well as vintage fashion in addition to traditional French antiques. Vernaisson in the front of the Rue de Rosier is actually the first original market, and it’s still one of my favorites because it’s so shopable with smalls and impulse purchase price items. When it comes to making purchases at the puce de Paris, Toma shares a few practical hints and tips on shopping t
S4 E16 · Wed, January 31, 2024
The Best and the Worst with Three Graces Antiques
In today's episode, Toma Clark Haines, CEO of The Antiques Diva & Co and founder of The Republic of Toma, speaks with a mother-daughter team based out of Florida: Kelly and Blair McGee of Three Graces Antiques . With a legacy of antiques collecting and sourcing spanning three generations, their passion for the trade has become an inseparable part of their lives. They offer a range of unique pieces, meticulously curated over the decades, and today's episode is the epitome of what generations of antiques collecting and selling looks like. Kelly's parents moved to London when Kelly was in high school and started collecting, utilizing young Kelly as their "spotter". This passion soon grew into a business. Jump forward and young Kelly, now grown and recently married, finds herself, along with her husband, attracted to starting their own antiques business so they started by "throwing some things on the dining room table to see if anyone likes it." Spoiler alert: they did. For years, the couple found themselves being jet-setting gypsies, going over to England and buying glorious items that they brought back to sell at shows all across the U.S. And so, they grew and grew, and twenty years later were one of the top five dealers in English Antiques in the entire United States show circuit. Of course, no fairy tale is without its villain, and this is where their story transitions into a cautionary one. Recession hits, and, miraculously, Kelly and her husband recalibrate, changing up their business plan. They transition into more decorative items, and, working alongside designers, they have their most successful show ever in Palm Beach. Victory! They go to bed that night reveling in their success only to wake up the next morning to find that their sixteen foot cargo trailer full of around a million retail dollars in inventory has been stolen from the hotel parking lot in the night. Listen and learn as this episode features the worst of humanity, taking you through not only a major art theft adventure, including FBI encounters, insurance fraud investigations, fine antiques found in Florida canals, and tragically underinsured discoveries. But it also showcases the best of humanity with stories of clients showing incredible acts of kindness to them. Ultimately, they closed their doors and Kelly entered into a season of careers in veterinary medicine, health care, and corporate jobs for both Kelly and later, her daughter Blair. How this mother daughter duo fight to get their passion back exemplifies the definition of bravery as they begin again years later in this new venture as Three Graces Antiques. This episode holds so much wisdom and insight into the industry both past and present, the changes, the lessons both learned and learning – it o
S4 E15 · Wed, January 17, 2024
Doing it Veronika Miller Style
In this episode of The Business of Antiques Podcast, Toma Clark Haines, Founder and CEO of The Antiques Diva & Co and The Republic of Toma, sits down with industry legend, Veronika Miller. Veronika's influence, guidance, and friendship have been instrumental in Toma's career. Toma describes her best as a trailblazer, fearlessly creating paths for others to follow both in the industries of marketing and design. Toma and Veronika have both learned that being ahead of the pack can be scary but worth it. Veronika shares, "I believe firmly that life is lived best on the precipice between the safe broad path and the cliff, and there's this fine line and sometimes you look down and go 'Oooooh, I didn't see that coming. That's a little high.' And so you lose a lot of sleep but I love living there because I'm just a big believer philosophically that that is where life takes place in every regard." Veronika is the CEO and Founder of Designhounds Influencer Network Group and Managing Director of the M2 Consulting Group , and her mission is to help brands define actionable goals and build creative campaigns and programs – digitally and in real life. Veronika has her finger on the pulse of the design world, and society in general, and has a unique ability to distill big ideas – the big trends and the big obstacles – down to their very essence which is why she is one of the leading minds in our industry. To be able to sit down with her now, especially in this time that is precarious yet filled with possibility, and see clearly what we need to take away from this moment is an incredible gift and one we do not take for granted. Toma and Veronika take a deep dive into the current state of the industry, the importance of remembering why we are designing or selling antiques in the first place, the advantages of going back to our roots, thinking of the why's and our need for a provenance and a storytelling, understanding our value without falling into the trap of design as a transactional process, fostering an understanding of the "specialness" of our vision, and of the prominence of what we curate to sell – and how whether it's a piece of art or an antique – what we do creates special moments in every minute of every day of our clients’ lives. Veronika's personal stories, from her unusual backstory as the daughter of Europe's first McDonald's franchise owners, growing up doing her homework in the employees break room listening to training videos and learning the importance of customer service, communication, and a smile, to her recent struggles through the illness and loss of her husband will leave you inspired and empowered to move forward in your own endeavors. Her work as a serial entrepreneur, creating and
S4 E14 · Thu, January 11, 2024
Becoming the CEO of Your Life
In this episode of the Business of Antiques Podcast, your host Toma Clark Haines, CEO of The Antiques Diva & Co, talks about how to Become the CEO of Your Life, not just your Antiques Business. She shares with you tools she personally uses to manage her time, her business, her clients, her energy levels, and how she keeps her eye focused on her goals. There are 3 questions she is repeatedly asked: How do you get it all done? Do you sleep? and Do you have clones? “Yes, I have clones,” she says. “My employees help me achieve what I do. And yes, I sleep. Without good self-care you can't simply maintain a long-term successful business. Being tired will catch up with you.” She shares the tools in how she audits her business as well as life. 10 Tasks to do Every Month for Your Antiques Business Do a financial overview of all accounts reviewing expenses & bills, chase up on late payers, pay your team & taxes. Review account statements from all suppliers and cross reference what you have been charged on your credit card, cancel services you don't use. Look at your year-over-year antique sales. Where are you in comparison to this same time last year? Keep an eye on your inventory and your visual merchandising – how does your store look – do you need to buy more inventory? Move it around? Consider your storage needs – and make sure you are properly insured. Remember you want to be TOMA – Top of Mind Awareness – with your client. Reach out to clients NOT just for sales but to build relationships. Social Media…this isn't just every month but every week and every day! Use Google Analytics to review your website – determine what areas traffic is down and why. Keep up to date on relevant industry news and services as well as new players. Keep your data safe and relevant. Talk to advisor. Book your one on one business consulting session with Toma. toma@antiquesdiva.com Having a business coach can make your antiques business more profitable than you ever imagined possible. Toma divides her life into 8 categories using the Pillar Life. She knows if she is in balance living as her most authentic version of herself – that she is always making money. She gets paid to be herself! Wellness/Health/Nutrition Spirituality/Happiness/Purpose Romance/Sex (who knew a podcast about antiques would talk about sex!?) Friends/Family/Community Creativity/Innovation Adventure/Discovery/Growth Sanctuary/Beauty/Rest Money/Abundance/Work She furthermore breaks down the system by where she checks in with herself and business by asking this series of questions: How am I today? What’s not
S4 E13 · Fri, January 05, 2024
A Story is Queen with Kim Hites
In today's episode, join Toma Clark Haines, Founder and CEO of The Antiques Diva and Co and The Republic of Toma, on a warm cozy climb into the head of long-time antiques dealer, Kim Hites. Kim sells at the Thoroughbred Gallery in Lexington, Kentucky. Although Kim has been travelling to and shopping in France and importing shipping containers of antiques since 2012, her career as an antiques dealer specializing in continental furnishings actually goes back thirty five plus years to when she was in college and working on her interior design degree. It was then that she completely fell in love with the history of antiques. Kim's years spent in a variety of capacities as an Interior Designer and Antiques Dealer make her a wealth of detailed information on the ins and outs of selling antiques which she shares openly in today's episode. Thoroughbred Gallery is, to a certain degree, the "antique mall model"; although it's a bit more exclusive than typically comes to mind with that model. They have maybe ten dealers there in their charming historic building, and she has been able to grow an incredible clientele there, having started with 300 square feet of the space and having now expanded to a little over 1200 square feet. They are also a full service design center so they're doing fabrics and wallpapers, upholstery, and the like – supplying local designers not only with antiques but meeting all of their design needs. Being one of the dealers there is the culmination of Kim's life-long love affair with antiques. Kim's insight into what sells antiques – spoiler alert and you've heard it before – STORY is king, or queen in this case! Kim has observed over the years how people truly fall in love with an item when they fall in love with the story of the item. Maybe Kim was in a certain barn in the French countryside when she discovered it. She has learned that nine times out of ten, when people love the story, they purchase the antique. She also attests to one of the things Toma often shares on the podcast – it takes a village to run an antiques story. Kim shares how her movers, restoration specialists, gallery owners, and other vendors all play a powerful role and are part of her "village". And you WILL NOT WANT TO MISS Kim's antique must-haves every antiques dealer must sell! For more information on Kim Hites and what she is doing as she pivots into 2024 in expanding new ways, follow her at their website https://kimberlyhites.blogspot.com , Kimberly Hites on
S4 E12 · Wed, December 27, 2023
The Antique Dealer Training Program
In this episode of The Business of Antiques CEO Toma Clark Haines explains what you learn in the Business of Antiques- Antique Dealer Training Program. She also offers one on one business coaching for antique dealers wanting to elevate their antiques businesses. BOA-ADTP is the gold-standard antique dealer training program for new (or nearly new) antique dealers who want to build a meaningful, profitable business for the way they want to live their lives. Being an Antiques Dealer is not a one-size fit all career. There are a lot of ways to sell antiques. The secret to a successful business is finding the way that will support how you actually live your life - not how someone else tells you to do it. Whether you’re just starting an antiques business or taking an existing antiques shop to new heights, The Antiques Diva & Co helps you so you don't have to start your antiques business on your own. Their step-by-step school for antiques dealers gives you all the tools and support you need to fast-track your career and learn how to become an antiques dealer. Their goal is to save you time and save you money fast tracking you to being a Pro! They´ve helped 1000´s of antique dealers build their dream antiques career creating financial freedom. Most of their clients are on their ¨2nd Act”- they often have pursued more ¨practical careers¨ first and usually come to Antiques Diva & Co when they are ready to quit their day job and begin their dream job. Listen to this episode to find out more about this award winning school for learning how to be an antiques dealer.
S4 E11 · Wed, December 20, 2023
Getting to Know Your Host
In this episode of the Business of Antiques Toma Clark Haines - CEO of The Antiques Diva & Co does not have a guest. She just talks to you one on one from her home in Venice, Italy over a cup of morning coffee. Recently her podcast producer Jason Perrier suggested she tell her story. And in this episode - that´s exactly what she does. She starts by saying, ¨I´m Toma. I am the founder and CEO of The Antiques Diva & Co. I am a creative who has learned through trial and error how to get s#t done. I am an entrepreneur, a writer, a speaker, a jewelry and furniture designer as well as the host of the reality TV show Republic of Toma. Most of all, I am a dreamer and I’ve learned how to make dreams a reality. Let me tell you how we can help you.¨ She tells her personal journey from growing up in Oklahoma to marrying and moving to Paris in her twenties. She explains how she build her brand and she talks about how she almost lost it all when she divorced. She talks about learning to build a profitable antiques business and why trusting your own instinct matters. Most of all she shares her heart. Her heart is to help entrepreneurs who want to become antique dealers build profitable businesses that support the way they want to live their life. With a laptop, her mobile phone, and the help of her friends, she created an empire that operates in 16 countries and has changed thousands and thousands of people’s lives. The Antiques Diva &Co is the World’s Largest Antiques Touring company. Toma jokes, “Changed people’s lives??” Quelle Drama! This is the Business of Antiques - It’s not Brain Surgery.” I may not be solving world hunger but I am helping people just like you pursue their passion, find their most authentic self and find fulfillment in their day to day lives by getting paid to do what they love. Listen to this episode to find out how The Antiques Diva & Co can help you.
S4 E10 · Thu, December 14, 2023
A Perfect Event with Debi Lilly
In this episode, Toma Clark Haines founder and CEO of The Antiques Diva & Co, talks with nationally renowned event-planning expert, celebrity party-planner, designer, author, and founder of A Perfect Event, "a special event company with a faithful following, including Oprah Winfrey, Brooke Shields, Debra Messing, and Leo Burnett” – Debi Lilly. Debi Lilly has it in her blood to celebrate! She has been crafting celebrations and making the world more beautiful since she was very very little – learning at her mother and grandmother's knees. Throwing parties is part of her DNA makeup. "I just love love love celebrating. That's my job, and I can't really believe it...It's kind of amazing to think that you could create a career around what you just deep-in-your-heart truly love doing." Debi is on a one woman mission to inspire, educate, and share her twenty years of party planning and stylist tips, tricks and DIY designs to elevate celebrations for any occasion, everywhere, coast to coast. She's created both a magazine and book entitled “A Perfect Event”. Toma and Debi share a core belief in the importance of pursuing your passions and following your dreams and how when we do this, we enable others to do the same and the world is made a better place because we are making people's dreams come true. Toma and Debi met through The Antique Diva's Annual Paris Flea Market Party (which is incidentally coming up January 21st, 2024 - Want an invite? Email toma@antiquesdiva.com !). Toma met Debi and her mother at The Antique Diva's first ever flea market party and Debi, her husband, and her parents have been faithful attendees over the past decade! "So wonderful and gorgeous...Every year you knock it out of the park and I just think it's a really fun gathering to get people together during Maison Objet. The flea market itself is a huge overwhelming product-filled, antique-filled, shopping trend-filled experience and your party really adds a moment of personalization and community and networking. ¨I love it. I just love it," says Debi – sending Toma over the moon with her praise. After all, when the queen of planning "A Perfect Event" sings your praises, you can't help but dance! The two discuss following dreams, creating meaning in the midst of our busy lives, how the pandemic reframed so many people's lives, trends of colors and textures, floral design secrets, how design and our interiors powerfully impact each of our lives and how floral design can be such a magical part of that, and how pink and red or "dressing for Valentines Day" is always a good idea. This episode is jam-packed with life and love and passion and is just what our hearts need as we navigate the holidays, close out 2023, and make our way toward the new year. The two also go deep with busi
S4 E9 · Thu, December 07, 2023
Sparking Change with Katie Treggiden
In today's episode, Toma Clark Haines, CEO of The Antiques Diva & Co and founder of The Republic of Toma, talks with Katie Treggiden – author, journalist, podcaster, keynote speaker, and the founder and director of Making Design Circular , a membership community and online learning platform for designers, makers, craftspeople, and artists who want to become more sustainable. This episode is a journey from Katie’s idyllic childhood growing up in Cornwall, surrounded by beaches, moors, and the countryside, going fishing after school on sunny afternoons and having barbecues on the beach for tea to the bright lights of university and then a career in advertising. However, with the disillusionment surrounding what the career in advertising was giving – as Katie puts it,“the simultaneously devastating and the best thing that had ever happened” her at that time in life, and the sudden loss of her job due to the closing of her firm’s London office; this is when Katie Treggiden really started living the design writer’s life she had dreamed of as a child. Katie’s love for design was the spark that kindled her love of writing, and her severance package bought her six months to makeover her life into that of a full time writer and do that, which she did! Katie’s story, at times, seems straight out of a movie. Her passion and perseverance are an inspiration to listeners who are on their own journeys launching their dream careers in design and antiques. When Toma saw Katie Treggiden’s latest book title– Broken , and the subtitle Mending and Repair in a Throwaway World , she knew she must have this longtime colleague and friend on The Business of Antiques podcast. Broken “celebrates 25 artists, curators, designers and makers who have rejected the allure of the fast, disposable and easy in favor of the patina of use, the stories of age and the longevity of care and repair. Accompanying these profiles, six in-depth essays explore the societal, cultural and environmental roles of mending in a throwaway world.” “I think the environmental crisis brings up a lot of feelings and emotions and you can’t create a space that is addressing the environmental crisis without holding space for those emotions you know I talk a lot about,” Katie explains. “Defiant hope and that’s not about passive optimism – that’s about waking up every morning and choosing to believe in a better world and acting accordingly but you can’t do that by bypassing the fear, right? You’ve got to hold space for the fear and hopelessness and the defeat that we all feel and then enable people to move through those feelings and empower them with what they need to take action.” This episode leaves listeners empowered and inspired to carefully and thoughtfully craft their own best lives harne
S4 E8 · Tue, November 21, 2023
Going the Extra Mile With John Hansord
In today’s episode, Toma Clark Haines – CEO of The Antiques Diva & Co and founder of The Republic of Toma – speaks with a legend in the industry, John Hansord of Hansord Antiques . John runs his family business located in Lincolnshire and has his showrooms in a gorgeous farmhouse that dates from 1693. John is on the vetting committees for some of the leading antique fairs in the UK. In addition to selling to interior designers all over the world, he’s a member of BOTA, which is the British Antique Dealers Association as well as LAPADA. He has also sold to a variety of museums, and the type of inventory John specializes in are museum-quality pieces. Not only is it amazing that you have the opportunity to buy from one of the leading experts in the UK, today you have the opportunity to learn from John. Like many antique dealers, the pandemic led John to ask if they could do business a different way. Toma believes the most important question you can ask yourself if you own a small business is “Could we be doing it in a different way?” She believes when you start asking yourself that question, that’s when real change starts to happen because you open your mind up to what is possible. Toma and John discuss the challenges and triumphs in asking yourself this question. John shares insight into serving clients in a way that builds rapport. His tendency to go the extra mile with his clients is an inspiring example for those just starting out as antiques dealers on how to best connect with clients. John’s personal touch is just another element that sets him apart. “I think one of the greatest things about our job is that every day is different whether it’s the buying or the selling. I’ve been doing it for thirty odd years and I still discover new things I’ve never seen.” While others anticipate retirement, John finds it hard to imagine wanting to retire. “I love what I do!” Filled with fascinating history of this family business and what it entails, how to go above and beyond in customer service, sourcing museum quality antiques, and living a life you have no desire to retire from, this episode is as legendary as John is. For more information on John Hansord and his incredible antiques, visit www.hansord.com
S4 E7 · Tue, November 14, 2023
A Two-Step with Tiffany Farney
In today's episode, Toma Clark Haines, CEO of The Antiques Diva & Co and founder of The Republic of Toma talks shop with public relations consultant, Tiffany Farney, owner of Digital Thread Consulting , a boutique public relations firm specializing in the art and design industry. Tiffany's company takes a unique approach in that they specifically focus on serving mission-based clients. This does not mean exclusively non-profits but businesses that have core values, core ideas, and a vision for their company. Tiffany is preaching to the choir as this is one of the basic tenets Toma shares with her antique dealer mentoring clients, as well. In her PR work, Tiffany stresses the importance of being engaging, making connections, and knowing your company's mission and vision, which ultimately creates your business' story. "I am your storyteller. I am your narrator. I am the one sitting by the campfire telling your story in the best possible way! I can tell the words, but I cannot make up your story." The two deep dive touching on subjects such as diversity, equity, & inclusion, the necessity of seeking out experts and information for yourself, how to determine what is important for your company, the power and importance of social media, as well as tips and strategies on how to take your social media audience on a journey. Both originally hailing from Oklahoma, there may even be a few powerful points involving two-stepping to George Strait, and how the Taylor Swift Heiress Tour is 1000% worth it! They speak of the profound benefit of finding a community that provides a safe space to connect with each other and get advice from people who truly understand where you are coming from – which is what this episode makes you feel like. You feel like you are in the room with friends giving each other a safe space to be their authentic selves. Making the decision to start with a PR firm is a very specific point in a company's journey and not everyone may be at that point, but Toma wanted to introduce you to Tiffany Farney for when you are ready. In the meantime, this episode is full of absolute gems to get you to that point! You can find out more about Tiffany and Digital Thread Consulting at digitalthreadconsulting.com and follow her on Instagram @digitalthreadconsulting .
S4 E6 · Tue, November 07, 2023
Business Strategies with Simon de Harlez
In this episode of The Business of Antiques, Toma Clark Haines, CEO of The Antiques Diva & Co and founder of The Republic of Toma, visits with Simon de Harlez of Deulin Antiques . Simon is a Belgium antiques dealer who runs his store from his family’s 18th century castle, the Château de Deulin. Even after all of Toma’s travels, Deulin remains one of her favorite chateaux to this day. Simon is a dealer she has personally bought from, someone she considers a friend, and who she honestly considers a role model for antiques dealers entering this industry. Simon specializes in what he loves: Scandinavian antique furniture. This is the first rule - but what you love and you can sell it because you have passion. Over the last three seasons, Toma has repeatedly emphasized the need for dealers to diversify their income streams, stressing the importance of selling in multiple ways. Simon had diversified his antique shops income streams. He has created a comprehensive antiques business that Toma deems worth a case study for dealers looking for various revenue streams. Not only do they showcase and sell antiques out of their Château de Deulin and online, but they also rent it as a bed and breakfast, allowing clients and customers to come and stay overnight, touring their warehouse and shopping on the grounds as well as enjoy a comfy stay. They sell at deballages in the South of France and also host an onsite antiques fair that not only benefits their antiques business but also lifts up other dealers in the region. Simon’s father continues to work with him, restoring furniture and being an integral part of the company. Listen in to discover even more ways this business sells antiques. This episode is full to the brim not only with solid business strategies to help antiques dealers learn to diversify their income streams, but also incredible sourcing tips, the advantages of buying straight from the dealers place (or Chateau in Simon’s case), madcap tales of Toma’s driving escapades, and the fabulous why and how of once you become an antiques dealer, you’re likely to stay one for the rest of your life. You can find more about Simon de Harlez, shop from him, or set up your own adventure to his chateau through his website deulinantiques.com or follow his Instagram @deulinantiques . For more information specifically about the chateau, go to: www.espacedeulin.be
S4 E5 · Tue, October 31, 2023
A History Lesson with Robert Schreuder
In this episode, Toma Clark Haines, CEO of The Antiques Diva & Co, sits down in her home in Venice with long-time friend Robert Schreuder. Robert is a Dutch dealer who began as a lawyer, but after 6 years working at a law firm thought, “Well, this is not all there is in life.” After studies in Leiden, Bordeaux and Bologna, alongside his legal work, Robert threw himself into building an antiques business from scratch. He has created an extraordinary collection specializing in the Grand Tour and Empire period. Toma and Robert discuss the Grand Tour and the antiques that come from this tradition. “When you are an antiques dealer, you sell an object, but you sell much more. You sell the story around the object. You sell emotion.” Robert explains. One of Robert’s specialties is in Grand Tour souvenirs and this niche is foundational to Robert’s business. Toma and Robert deep dive into the power of niche–how bringing your passions into your business is not limiting your success but actually fine tuning it. People recognize your brand. They remember you. When you are enthusiastic about what you are selling, that is actually what attracts your clients. The two touch on important topics such as how the value changes depending on where you buy it, who you’re selling it to, what your brand is, what marketing you have around your brand, and how these things determine what you’re able to charge for the object. These are all nuances in the industry that help a fledgling dealer find their place in the chain. While many dealers Toma speaks with are running multi-generational businesses, Robert has built his business from the ground up and offers unique insight to individuals breaking into the business. This episode is a history lesson, an antiques dealer how to, and a warm conversation among friends all wrapped into one action packed hour. For more information on Robert Schreuder and his antiques business, go to robertschreuder.com or follow him on Instagram @grand_tour_antiques_amsterdam
S4 E4 · Tue, October 24, 2023
Every Home is a Stage With Cathy Whitlock
In honor of Toma’s 50th Birthday we celebrate the release of her 50th podcast episode. They say that all the world's a stage and for Cathy Whitlock , the decor of that stage is the very best part. In this episode, Toma Clark Haines, CEO of The Antiques Diva & Co, enjoys visiting with one of the most glamorous women she knows, someone she gladly counts in her inner circle tribe of fabulous women – Cathy Whitlock. Cathy is a book author, freelance print and digital features writer, editor, international speaker, content developer, and the list goes on. Her passions for travel, film, and design are reflected in all of her work. Cathy shares, "My motto is to go in the direction of things that you are fascinated by, that interest you, that are your passion. And for me, since I was a little girl, I've always been into movies. My parents took me to Gold Finger at like six...by the time I was eight, I had a mad crush on Sean Connery. I have always been a big movie goer. I love to write, and I love design, and I've just kind of cobbled it all together and made a career." Always a go-getter, Cathy moved straight to NYC immediately after college and went to work for Universal Pictures in marketing and PR. When years later, they moved everyone to the west coast, she stayed because she was dating somebody at the time. After she got married, everyone was always telling her, "I love your apartment. I want you to help with mine." And she realized she wanted to be a designer so she went back to school in NYC and got a degree at Parsons in Interior Design and became an Interior Designer. "Then years later, I was standing in a Park Avenue apartment in this woman's place, and she was going on and on about this movie and how she wanted the apartment to look like the movie set. And a lightbulb went on in my head and I thought 'film and design' – so related and I started writing about it and I pitched Traditional Home an article and they gave me eight pages, which kind of launched my career, and then I got a cover story, and then Harper Collins, my editor, saw it one day in a news stand and gave me a call and I got a book deal. So that's kind of how it all happened." Toma's intuition has proven to be a solid guide yet again in bringing to the "podcast table" another mind with a unique perspective but brilliant business insight for antique dealers. The two creative women delve into the world of antiques from a completely different jumping off point illuminating unique and innovative avenues of earning potential for dealers around the world. Their discussions about antique shopping, the absolute dream that is the Paris Flea Market, Hermes scarves, the power in choosing the lifestyle you desire, and the magic of Chintz will wrap you up in their mysterious Scorpio sorcery. To learn more about Cathy Whitlock, be sure to check h
S4 E3 · Tue, October 10, 2023
Adjusting Her Sails with Tressa Mills
Serial Entrepreneur and Antiques Dealer Tressa Mills of Lakeshore Event Center is a master at one of the most valuable skill sets that exist for those working in the business of antiques. "Tressa artfully adapts,” Toma Clark Haines, CEO of The Antiques Diva & Co, explains of her consulting client. Years ago, Tressa signed up for one of Toma's free hour-long phone consultations and then attended one of her Antique Dealer Training Events in NYC. From the very beginning, Tressa made an impression. As Toma has happily followed Tressa's career, she has witnessed and taken note of the grace and style with which Tressa adapts her antiques business. Like a sailor anticipating the changes in the wind, and the shifts of the tides, Tressa artfully adapts. This is the single most important skill set an antiques dealer can possess. On this episode of The Business of Antiques, Toma and Tressa talk about the journey that has been Tressa's fascinating second career. After selling her successful business in the food service industry in West Michigan and taking a two week retirement, Tressa followed her heart to the business of antiques. Signing herself up for an intense three years self-trained "antique college" in which she sold in markets, booths, auctions, and always experimenting, finding what worked and what didn't - she moved forward with her new learned information. After those three years, she purchased "the best antique store in west Michigan." She spent the first five years evolving it from where it was into all that she believed it could be and thoroughly enjoyed her years working with the amazing antique dealers who sold with her. But as we all know, the winds have certainly changed over the past several years, and those left standing are those who have been able to shift their sails. Once again, Tressa has done so artfully. Tressa's "best antique store" has adapted and shifted to fill a gap in the industry that Tressa saw. Tressa is filling a niche by seeing the need for an auction house operating somewhere between the top auction houses and the low end ones. Following the death of her mother and the downsizing of her father's estate, Tressa realized the sacred privilege in helping others re-home their family treasures. Listen in and learn from the fascinating journey of Tressa's business. Hear how Tressa confronted her fear of social media from a time when she asked Toma, "Can I just show my grandchildren? Do I have to show my face?" to the social media rock star that she now is. Spoiler alert: the secret is having fun – crazy, crazy fun! Which is how Tressa explains her brand new venture with Lakeshore Event Center – West Michigan's Premier Auction House where alongside of many of the antique dealers who have been working with her over the years, they have developed an exclusive higher end, curated, a
S4 E2 · Tue, October 03, 2023
Hadley Keller - A Voice for Antiques
Toma Clark Haines CEO of Antiques Diva & Co and Founder of The Republic of Toma, clearly believes that antiques are an essential element in the interior design industry, so whenever a leader in design writing champions antiques, Toma takes notice. Hadley Keller is one of those champions. She is one of the writers that most promotes antiques in the design world. Hadley Keller is a long term design writer and editor, having worked for many of the leading publications in the industry. She got her start at Condé Nast under the editorial direction of Tom Wallace and learned so much from him. When he left, she went to work for architectural Digest which was then run by Margaret Russell. Under Russel, she moved from a Market Editor to the digital side and finally helped to create AD Pro. She was also lucky enough to experience working at House Beautiful where the print side and the digital side were more intermeshed. She is currently serving as the Director of Editorial and Community Engagement at Design Leadership Network – a membership community of top architects, interior designers, landscape specialists, and design professionals. DLN is probably best known for the Annual Summits they do every year in a different design capital in which they provide a week long combination of wonderful inspiring speakers and behind the scenes tours immersing their audience in the design scene of that city. Last year was in Rome. This year in October, they will be in Mexico City. DLN provides a unique opportunity for peer to peer networking among leaders in the design industry. In today's episode, Toma and Hadley discuss their favorite fairs, stores, vendors, and markets around the world, including some in the U.S. as well as some "must follow" Instagram accounts in the world of antiques and design and how Instagram can make an impact on your business for the better. A few secret resources you don't want to miss just may be revealed in the mix as well. And of course, as a writer – Hadley shares one of the antique dealers best secret weapons in selling antiques – the power of story. Her insight will inspire antiques dealers to remember the romance surrounding the objects they have in their collections and help them better know how to share those stories in order to maximize communication and benefit their businesses. And finally, a bit more of how DLN is a potential resource for antiques dealers as well. Full of fast-talking brilliance, you will want to have a pen and paper handy to take notes. For more information on Hadley Keller and DLN, you can check out www.hadleykeller.com and www.designleadershipnetwork.org as well as follow her on Instagram <a href="https://www.insta
S4 E1 · Tue, September 26, 2023
Synchronicity with Robert Passal
Some would argue that the world of design needed Robert Passal in it, and the universe was vested in making it happen. Toma Clark Haines, CEO of the Antiques Diva and Co and Founder of The Republic of Toma happens to be one of them. In our welcome back from the summer episode, Toma has the sheer joy of interviewing one of her design heroes and dear friends, New York Luxury Residential and Commercial designer, Robert Passal. She’s considering hanging a bronze plaque in her guest bathroom saying “Robert Passal Showered Here” after his last trip to visit her in Venice. Follow along as the two discuss their origin stories and the role The Artist's Way played in starting their businesses. Robert became an interior designer after “Doing” the book and Toma launched “The Antiques Diva.” In both instances, history was made. They talk about the importance of classic traditional design as a foundation for interior design and then how the next step in design (and life) is trusting your instincts. Toma talks about how she believes Robert's ability to "trust his gut" has been central to his success as one of the popular interior designers in America. Whether you are trying to grow a thriving business as a designer or an antiques dealer, this episode is filled to the brim with advice that will help you take your business to the next level. Toma and Robert discuss the very fine balance one must strike when learning how to profit in the design world. Other topics include: the thrill of the hunt, how relationships are key in this industry, and the often overlooked bottom line. And if you stay with them until the end, you will be rewarded with a very special birthday story and how "for $18 bucks, you can become anything you want to be." This is not an episode to miss. It is truly a treasure trove of terrific business advice. For more information into the world and design of Robert Passal, you can check him out at www.robertpassal.com or follow him on Instagram @robertpassal.
S3 E21 · Tue, May 30, 2023
Get Schwung
In today’s podcast, Toma Clark Haines, CEO of The Antiques Diva and Co, visits with Rudy of Collected by Schwung , a wholesaler in High Point, North Carolina, and known by many as Schwung Home. Collected by Schwung is “a creative studio with the heart of a collector and the hands of a maker. They imagine, design, build, and gather an endlessly evolving family of desirable objects that bring energy, warmth, and pleasure to personal spaces of every kind. They are obsessive accumulators—of objects, stories, and people. They’re constantly growing their unique archive of useful, whimsical, and beautiful pieces that have lived—and will live—for years and generations to come.” This episode is chock full of the secrets of the antique-sellers universe. Self-described as “passionate creatives and obsessive collectors,” they buy in France, Belgium, Germany, Scandinavia, and Chechnya. They then restore the items in Poland and ship them to their 60,000 square foot show house in an old hosiery mill in High Point, North Carolina where they sell these unique treasures to designers and industry insiders. A born entrepreneur, Rudy got his start when he sold ice cream in Antwerp on these special tricycles he made. He was selling ice cream in the antique district when he became captivated by the antique stores and what he was seeing. He began interacting with the dealers and listening to their stories. He became so enraptured with the world of antiques that he ended up selling the ice cream tricycle business and buying into one of the antique stores. Schwung has 25 people involved in making the magic happen, but Rudy and Dominique handle all the purchasing. “The purchasing part is always the biggest success of whatever happens after,” explains Rudy, and Toma enthusiastically agrees. “The first criteria when I purchase something is if I really, truly want to have that piece for myself—if I had it in five years, would I still be happy with it? This automatically transfers to your audience. The pieces that you curate—they tell the right story. They have the right quality to find a new home.” Rudy and Dominique have done an amazing job of bringing the European experience stateside and then elevating it beyond what you see in Europe. “They truly take it to the next level—it is destination shopping at its best. You must make the trip to visit Schwung Home in real life. There is nothing else like it in America,” Toma encourages her listeners. They have worked hard to create a space where they want to be and you will too! Rudy and Dominique not only sell exquisite antiques, but they create lighting fixtures that are truly out of this world. “We’re collecting the antiques and creating the heirlooms of the future. Dominique was a jewelry designer that is now a designer of
S3 E20 · Tue, May 09, 2023
Be Your Best Self with Friar House
In this episode, Toma Clark Haines, CEO of the Antiques Diva & Co., visits with Victoria from Friar House Antique Jewellery . Victoria is not only a fashionista whom Toma admires, but she specializes in antique engagement rings, antique diamond rings, and Art Deco jewelry. Friar House sells to many traders all over the world and has been established within the antique jewelry trade for 25 years. They opened their retail shop in December of 2004, situated in the small historic town of Battle, England. Battle played its part in the course of English History, and it is where the famous 1066 Battle of Hastings took place. Friar House itself is a 17th century shop house dating from 1623 and is the perfect backdrop and home for the exquisite jewelry Victoria painstakingly curates for their collection. Victoria has bought and sold thousands of pieces all over Europe and the USA, selling at international jewelry trade fairs. Victoria truly believes that you never stop learning. In this episode she shares a wealth of knowledge she has learned on her jewelry journey. Friar House was one of the first antique jewelry online sellers in the UK. It is this progressive approach to selling, antiques along with her authenticity and style, that made Toma want to interview Victoria. “Whatever you’re doing, you need to be authentic & true to yourself,” Victoria encourages Toma and the listeners. “Jewelry is so symbolistic. It sends messages and is meaningful. Jewelry is so significant. It has an emotional attachment.” When people are buying antiques, they are not just buying an object – they’re buying a story. “There’s something strange about antiques,” says Victoria. “Antiques choose you! You have to let the piece choose you.” Antique jewelry is so unique and one of a kind that it is not for everyone, but, if you’re looking for a spectacular Art Deco, completely restored or refurbished jewelry that has patina and personality, then Friar House just might be the place for you. While they are known for their extensive range of Art Deco and vintage engagement rings, they also have a large selection of eternity rings, gemstone jewelry, including pendant, earrings, and bracelets suitable for all occasions. Toma and Victoria discuss all of this magic as well as the power of knowing your client and being able to say no when it’s not right. The episode is overflowing with inside tips such as Instagram strategy, what makes a business work, the importance of being comfortable in your own skin, and how anytime there is strife in the world – there is an opportunity in business. To find out more about Victoria and the work she is doing at Friar House Jewellery. Follow them on Instagram @friarhouse_antiquejewellery or visit their website: friarhouse.com . SPONSOR - Get Ready to Be D
S3 E19 · Tue, May 02, 2023
Toma Talks at The Point HPMKT
Today's episode is a little bit different in that Toma would like to share with you a talk she gave that was recorded live at The Point at High Point Market . While interior designers continue to face an uncertain supply chain, they are turning to antiques as a solution more and more. By sourcing and warehousing antique inventories, designers have the opportunity to build a storehouse of unique objects that not only please clients but increase profit margins. In this episode, join Toma Clark Haines, CEO of The Antiques Diva & Co - the world's largest antiques touring company, and Interior Designer Andrea Hysmith for a lively discussion on how the antiquities marketplace can be utilized by interior designers for business growth, offering an actionable plan to increase profit margin by adding sourcing and warehousing to your business model. They discuss the basics of how to source and ship antiques globally and various pricing models for antiques. As Toma introduces the episode, you will notice a slew of sounds around her because, in an effort to meet her phenomenal podcast producer Jason Perrier's request for a podcast this week, she recorded her intro at Newark Airport on route home from Highpointe Market where she has been speaking on The Business of Antiques . While at High Point, Toma led a couple of tours of the Antique and Design Center, where she also looped people around the Highpoint Market grounds taking them to some of the outer antique dealers that are not as easily located. She sings the praises of a great new antiques warehouse called Odette, as well as one that's been a long-standing fabulous dealer called Shwung Home. Toma plans to have both of those dealers on a podcast coming up. Toma also shared this via Instagram Live, and this is the converted file, so the sound quality is not going to be as great as it usually is. If you would like to see it as an Instagram Live, you can go to @TheAntiquesDiva or her other instagram account, @RepublicofToma . Toma felt like the conversation was really relevant so she wanted to include it on the podcast in an earnest effort to continue to provide you with regular content even when she is traveling and a little limited on time for her regularly featured content. We hope you enjoy this episode. This post is sponsored by our Antiques Diva Educational Retreat:
S3 E18 · Tue, April 18, 2023
Aidan Gray–Leveling Up! With Carissa Tarver
In this episode, Toma Clark Haines, CEO of The Antiques Diva & Co, talks with Carissa Tarver, whose delightful demeanor and excellence in service in her role in Customer Service and Sales for Aidan Gray Living is invaluable to the company. Carissa is a lovely face to the company and her enthusiasm for helping clients is contagious. Founded in 2003, Aidan Gray turns 20 this year, proving itself as a long-standing feature in the industry. Aidan Gray represents a love for interiors, design, and authentic products that exude “European Grandeur”. Their products are made by hand with authentic materials such as solid wood, rustic metals, antique mirrors, old painted finishes and silk. It is that European elegance that is the foundation of Aidan Gray. Carissa joined the company in 2017 with no actual prior experience in the industry but years of excellence in customer service. She firmly believes that “without a good customer service team, your company is NOT going to be what it needs to be”. On Carissa’s first day, she was tasked with making calls in the office of their new location and she asked a man who was helping with the move if he could please move a paper box into the office for her. They gladly obliged her request. and it was not until the end of the day that she realized she had made the founder of the company, Randall Weeks, move a paper box for her. When she apologized the next day, Randall told her, “No, I liked it. You were direct”. This direct approach to communication is exactly how Carissa gets so much accomplished. Her advice, “Never ever think where you’re going to end. Just keep on pushing and then there will always be growth”. The push continues at Aidan Gray as they level up yet again! They started with a simple zinc finial, which led to a chandelier, then sconces, then lamps, then case goods, then upholstery, then collaborations and pillows and decor and just about anything you can design – but, designed in such a way that the viewer says, “Oh I know where that came from – that’s Aidan Gray”. It is their attention to every last detail and quality that drew Toma to collaborate on her furniture line with the company. “He’s one of the only ones that I felt like was truly making the antiques of the future”, explained Toma. “His work will stand the test of time”. The latest level up includes original paintings created by Randall, which can be viewed in Atlanta and will also be showcased at this year’s HighPoint where Aidan Gray has their own building at 201 N Main Street, Highpoint, NC 27260. If you are one of the many progressive antiques dealers who are learning to embrace the idea of “more than antiques” to create a profitable well-rounded business, Aidan Grey has the type of items that blend beautifully with antiques. To see for yourself all the beauty and what that next lovely level has to offer, be sure to
S3 E17 · Wed, April 12, 2023
Get Diva-ed! With Gael McLeod
In today’s episode, Toma Clark Haines, CEO of The Antiques Diva & Co, talks to the Queen Bee, a force to be reckoned with, and a beloved and respected leader and representative of the antiques industry–Gail McLeod. Gail is truly one of the most connected women in the world of antiques. She is not only the Vice-President of Antiques Diva & Co but the owner of Antique News & Fairs, Co-Organizer of the Bath Decorative Antique Fair, Director of Business Development for the EU for Ronati, Founder of National Antiques Week, and known by many as “the fixer”. She makes all the connections and pulls all the strings and also has been a dear friend and mentor to Toma for the past decade and a half. Gail often talks of the post-war mentality the industry has been facing after the pandemic. She joins Toma to talk about some very exciting things that are brewing at the Antiques Diva & Co. “This is a time of great creativity,” shares Gail. “But it’s also a time of great adjustment.” When they opened the borders post-pandemic and Toma was finally able to visit Gail this past October, she was gobsmacked. “Once I was finally able to travel again, it had been three years, and the entire British antiques industry had changed– where not only had you had the pandemic but also Brexit. Truthfully, I was worried.” Thankfully, she found a British antiques market bursting with possibility. Toma told Gail, “The first place you took me, I immediately thought, ‘There’s nothing to be worried about.’ First of all, the inventory was not only there but more importantly was the DIVERSITY of the inventory - and the QUALITY!” Toma thought, “This is why we buy in Britain. It’s not only restored, but British dealers really understand what the Americans are looking for.” Gail agrees, “They understand the American taste, and they curate in a way that American buyers can find accessible. And truly, in the UK, it’s showroom to showroom delivery.” Gail explains the difference of a Diva tour with UK dealers. “On a Diva tour, buying in England is a bit like being in a gentlemen’s club. You have an entry into a world that you wouldn’t find if you just went knocking on a door and saying, ‘Oh, hi! I’ve come from Texas.’ But if you come in with a Diva, the tea tray comes out, introductions are made, the story is told about each piece and relationships are forged. That little black book starts to get populated.” For this very reason, Toma & Gail and the whole team at Antiques Diva have a very exciting new development to share with you. Get ready to get Diva-ed! That’s Diva Ed. As in Diva Education. We are launching an Antiques Diva Educational Retreat. SPONSOR - Get Ready to Be Diva-ed - Diva Education that is!!! We’re hosting an Antiques Diva Educational Retreat Join your hosts Toma Clark Haines - CEO of The Antiques Diva & Co and Gail McLeod,
S3 E16 · Tue, April 04, 2023
CLOTH & KIND (and Kismet!)
It seems almost destiny that Krista Nye Nicholas and Tami Ramsay ended up as business partners bringing their brilliance and beauty to the world with their nationally-recognized interior design studio, boutique trade showroom, and online shop known as CLOTH & KIND . In this episode, Toma Clark Haines, CEO of the Antiques Diva & Co — the world’s largest antiques touring company – has a chance to visit with Krista and Tami and learn a few of their secrets for this incredibly successful partnership. They truly are a dream team with a design philosophy deeply rooted in their “shared love of creating spaces that are warm, inviting, layered and infinitely livable,” and an origin story written in the stars. Krista and Tami actively engage their clients in the creative process creating just the magic you might suspect. Serving both residential and commercial clients in their own backyards of Ann Arbor, MI and Athens, GA and throughout the entire country, “CLOTH & KIND offers full service, highly personalized luxury interior design services.” The two first met on Pinterest (when the platform was in its infancy) chatting online over a pin showing a vintage rattan chaise lounge that Tami had reupholstered in a Susan Hable fabric. Misunderstanding and believing the absolutely gorgeous piece to be for sale, Krisa cried “sold” and, though there was no business transaction to be had that day, a meeting of the minds was made between the two of them, and they continued to converse and develop their friendship online, following each other’s Pinterest boards and design blogs. They were both independently practicing as interior designers, they were both living in small college towns (albeit in totally different parts of the country), and they had a real shared love and passion for textiles and patterns and design in general — but the two had much in common. They were instant kindred spirits. A year or so after they met on Pinterest, they decided to meet at a design conference and, within just three days, had decided to go into business with one another. There is one thing they both emphatically agree on. “Alone, neither one of us would have ended up where we are. There’s just no way. It took our combined vision, skill set, design sensibilities, and all that type of thing to get us where we were going,” says Krista. “That’s kind of the beauty of it – in that neither of us alone would have been able to accomplish all of that. It’s almost like a mosaic if you will. I echo what Krista said, our skill sets are very different but very, very complimentary,” adds Tami. Inspired collaboration is what they call it, and it’s kind of magical. “When we very first met in person at this design conference and decided to go into business together, I came home and was in bed that night with my husband, and he was asking questions, and I almost felt like I had an a
S3 E15 · Tue, March 28, 2023
It Feels Like MOMENTUM!
Toma Clark Haines, CEO of The Antiques Diva & Co – the world’s largest antiques touring company – visits with a very special guest – Richard Burgoin with Arthur Swallows Fairs . Richard, along with his wife Anna and his brother Marc are second-generation fair organizers. And with their all hands on deck approach, there is a third generation learning the ropes as well. Richard and Marc’s father, Peter, launched the first ever Arthur Swallow Fair in 1995 in a disused hangar at an RAF Airfield in Lincolnshire. Around 50 dealers attended, and it became a regular fixture growing exponentially. Even at their young ages, Richard and Marc enjoyed shadowing their father and helping out with the setting-up, lifting, and carrying, and they soon got a taste for the ‘trade.’ When they left school, they joined their father working alongside him until 2008 when he retired. They continue to host some of the friendliest fairs, markets, and shows in the country welcoming everyone from collectors, dealers, and interior designers to home renovators, props stylists, and small business owners. They also welcome families and encourage the younger generation to discover the joys of hunting for beautiful old treasures, not to mention the environmental and financial benefits. The Burgoins take great pride in creating and running events which brilliantly serve both the trade and public, hosting everything from fast-paced, one-day markets to relaxed, three-day boutique home shows at several locations around the UK. The Arthur Swallow Fairs strongly focus on the antique, salvage, and vintage market with quality, provenance, affordability, and sustainability at the core of what their exhibitors offer. Their Antiques & Home Show held at the Lincolnshire Showground in Lincoln is especially aimed at the trade. This show is held on set Tuesdays in March, May, August, October, and December. To check dates on any of the Arthur Swallow Fairs, you can go to their website. www.asfairs.com . The Antiques & Home Show is an unmissable event for collectors, interior designers, independent retail buyers, set-designers, prop buyers, landscape architects, restaurateurs, and those passionate about creating a stylish living space. It offers visitors everything from fine antiques, art, pretty vintage, salvage, industrial, jewelry, curios, militaria, glassware, china, gardenalia to the unusual. Another very popular Arthur Swallow Fair is The Antiques & Salvage Market which is always held on Saturday (see website for specific dates and times) at Cheshire Showground near Knutsford (just south of Manchester). Visit the beautiful Cheshire countryside for some top quality antique and salvage rummaging from around 200 excellent dealers, perfect for both the public buyer looking for unique items for your home and garden,
S3 E14 · Tue, March 21, 2023
The House Directory
Today’s episode features Angel Tan, CEO of The House Directory , the leading UK website for every interior design source under the sun. You will recall in Season 2 that Toma Clark Haines, CEO of The Antiques Diva & Co, announced they are now doing MORE THAN ANTIQUES. As always, the quest is to help make your antiques business more profitable, and one cannot ignore the age old joke among dealers, “Once again, I’ve paid my rent on pillows and candles!” In order for an antiques store to be profitable, you have to think outside of the chaise lounge. A brilliant way The Antiques Diva & Co do this is by helping their clients not only source antiques around the world but also one-of-a-kind handmade and artisanal goods. Toma has personally followed The House Directory for more than a decade, and “personally” in this instance means not just as a business contact but as an avid user in her own decorating. Toma first utilized the site to decorate at least 50% of her home in the Netherlands back in 2010. As a long time fan of the site, Toma is excited to sit down with Angel Tan – a relatively new CEO – who took over a year and a half ago when the last of the founders decided to step down from this 22 year old venture. Angel is a fellow antiques enthusiast with a passion for bringing timeless classics into her home and a penchant for mid-century modern. “I just love the juxtaposition of antique pieces in a contemporary environment. The older items, so full of character, can just sing more in the calmer, more minimal space.” The House Directory is an online sourcebook for interior designers. They curate the resources in their list. Angel originally encountered the founders over a decade ago. The House Directory started as a series of books under House & Garden magazine. Serendipity allowed that many years later – Angel discovered that a friend’s mother was one of the founders, and Angel began her journey working with The House Directory. Angel spent years training and working as a qualified architect, has founded several businesses, and also took a foray into teaching. She brings this wealth of skills and knowledge to the table in her oversight of The House Directory as it strives not only just to be a resource but to also educate people in as many areas related to design in the home as possible. In addition to the directory, they have a bi-montly newsletter as well as a blog. The site has 21 categories (which were the same categories that the founders initially put in the books) and hundreds of sub-categories that can be searched alphabetically by the company name and through the sub-categories – making it an incredibly flexible and user-friendly site. Many of the companies that are part of The House Directory have been with them for the entire 22 years, but Angel shares that they are always on the lookout at trade show
S3 E13 · Tue, March 14, 2023
Where Everybody Knows Your Name - Jane Juran & The Decorative Antiques & Textiles Fair
Often referred to by dealers as “The Decorative Fair” or even simply “Battersea”, The Decorative Antiques & Textiles Fair is THE fair among fairs. If Toma Clark Haines, CEO of The Antiques Diva & Co, could choose only one antiques fair to attend for the rest of her days, it would hands-down be “Battersea”. Filled to the brim with “complete and utter jaw-dropping eye candy,” it is the one fair that Toma could simply not live without. So, it is her joy to bring you today, Jane Juran, the owner of The Decorative Antiques & Textiles Fair, located at Battersea Park in London. Toma shares that if you take the top 1% of what is at the Paris Flea Market, then “Battersea” is what you get. Featuring 140+ exhibitors offering traditional and informal antiques, 20th century design and works of art, plus a seasonal focus on garden and exterior-related decoration including furniture, objects, planters and statuary – The Decorative Fair is London’s largest and longest-running major event of its kind. Jane shares that after missing four fairs due to COVID-19, The Decorative Antiques & Textiles Fair is back with a vengeance – citing that the fair in January as one of the best in years. Opening queue at “Battersea” is one of Toma’s very favorite things to photograph as they are known for the waiters coming out with trays of glasses of champagne for those waiting in line. “It’s like any party!” shares Jane. “You work so hard getting ready that we’re just so happy when we get the queue that we like to give everyone a little drink.” Fast approaching its 40th anniversary, the fair was first launched in Battersea Park in London in 1985 by antiques dealer Particia Harvey. Attendees are met not only with a drink but with specialist dealers from across the UK displaying their carefully-gathered collections of country house antiques, art nouveau and deco designs, mid-century classics, glass and silverware, decorative textiles and rugs, out of the ordinary lighting and mirrors, collectable curios and objets d’art, jewelry and unexpected treasures alongside art and sculpture of all eras and styles from traditional to contemporary. In her travels around the UK, Toma often encounters dealers with a secret stash that, when she inquires about, they simply tell her, “Oh, that’s for Battersea.” Jane confirms that a lot of the items found at The Decorative Antiques & Textiles Fair are new to market in London. The mind-boggling range of items date from pre-1700 to the seventies, while art extends to the contemporary, and prices range from under £50 to £50,000+. A trip to The Decorative Fair can help you decorate every room in any type of house from top to toe in myriad tastes, from extraordinary to understated, opulent to folksy, formal to fun. Jane takes great pride not only in the impressive inventory one can find at her fair but also in the warm, friendly, welcoming environment they have managed to maintain over the years. While attendees come from all walks
S3 E12 · Wed, February 01, 2023
Time Management with The Antiques Diva
Toma Clark Haines, CEO of The Antiques Diva & Co, checks in after a whirlwind time at Paris Design week where she hosted The Antiques Diva Champagne Brunch at Marche Dauphine and sponsored by Modern Antiquarian. The fete was on Lunar New Year. Nearly 300 guests sipped champagne and ate on croissants whilst celebrating the Year of the Rabbit at Toma’s favorite market within the Paris Flea Market. #watchthisspace Not only was Toma hosting the party but was also filming the pilot for her upcoming TV show. On today’s episode, Toma shares her time management system. She is often asked, “How do you do it all? Do you have a clone?” And the truth is she has a great team, but a recent inquiry from a writing friend got her thinking about one of the most important things she talks about with her business coaching clients: Are you using your time wisely? Are you looking at what’s going to make you the most amount of money with the time you have? We all have to think about how we are spending our time. Toma has a unique time management system that she has created and used for the last decade that can help you work more efficiently and make the best use of your time. For years she has simply drawn her own system out on a piece of paper (although she is excited to be developing with her sister a printed/printable version of her system that she is testing and refining now). At the beginning of each week, she divides a piece of paper into seven days. At the top of the page, for each day she writes her MIT (Most Important Thing), then on each day she lists her Top 3 (after the MIT). Then her actual appointments are scheduled in for the day. And, finally (and she tries to never neglect this), she will put in her self-care for the day. By taking these simple steps, she has now assured that not only will her top four most important issues of the day be dealt with, but she will make all of her appointments, and she will not neglect herself in the process! Toma then divides the bottom corner of the weekly page into a list for each of these categories: Administration, Marketing, Creative, Sales, and Financial. By looking at these categories individually, she is able to utilize an effective time-blocking technique. Simply having her to-do list organized in this manner facilitates time-blocking or task-blocking. She is able to do all her financial stuff at once. She can go in and do all her sales oriented tasks at once. She is able to address all of her creative activities at once. When she has a time-block to use her brain in a certain way, it allows her to function better/more efficiently. Toma hopes this system can help you to create your fullest, happiest, most financially fruitful year yet. Stay tuned because she is starting to schedule the line-up for the next 12 episodes here on The Business of Antiques where she will be bringing you business coaching for antique dealers and other creative entrepreneurs. <p
S3 E11 · Tue, January 10, 2023
Porte Italia- “The Doors to Italy”
In today’s episode, Toma Clark Haines, CEO of The Antiques Diva & Co, talks to Emilio Lenarduzzi of Porte Italia . The name Porte Italia literally means “the doors to Italy”. Over the years, Emilio and Toma have discussed the name of his family-run Italian furniture company. Emilio wondered if the name was appropriate. Toma’s response is always, “Most assuredly, yes,” because the Lenaduzzi’s open the doors to Italy to their clients by helping international buyers source handmade, hand-painted Italian furniture. All of their furniture is made in in the Veneto (the region in which Venice is located). Every region of Italy has its own traditional cottage industry. For over 400 years, the Venetian tradition has been using these same traditional paint techniques that Porte Italia uses today. What the Porte Italia family-run business does aligns perfectly in conjunction with antique dealers who run concept stores selling more than antiques. While the furniture may be newly crafted, the Venetian traditions and techniques have been around for centuries. Porte Italia is selling tomorrow’s antiques in their finely crafted furniture that honors the traditions of old and will last far into the future. Toma proposes a few ideas to Emilio on how Antique Dealers could work with Porte Italia. While carrying their line (or a few piece from a collection) in their store is an interesting idea – Toma points out that Dealers don’t necessarily have to carry Porte Italia’s line in their store to sell it. They could offer these products for sale by catalog to their clients as a 3rd party seller. Porte Italia does custom – so dealers could have their favorite pieces eplicated – creating their own co-brandsd line -– or choose to redecorate a piece in the Porte Italia collection with their own pattern and color ways. Toma ask Emilio “What if a client has a picture of an 18th century bed – could the dealer work with Porte Italia to have a custom bed created from a picture for their showroom, and then clients could either purchase the bed outright from the dealers showroom or have the product available to be customized and drop shipped internationally?” “Absolutely” says Emilio. Finding an antique bed isn’t easy. When/if the dealer is able to find an antique bed to sell, they will have to order a custom mattress, and custom bedding made that is the sizesof the antique beds are not modern standard sizes. There are some things – such as beds – that are simply more practical as contemporary pieces. Porte Italia makes fantastic work of scaling these antique pieces up for more contemporary interiors while maintaining the beauty of the original antique. Porte Italia’s amazing four-poster beds are one of Toma’s favorite things in their store. Toma has been a personal client of Porte Italia since before her move to Venice. Because of their devotion to going abov
S3 E10 · Tue, January 03, 2023
Decorative Collective – Flying With Integrity!
Today’s guest is one of Toma’s favorite Brits for the first guest of the new year. Toma Clark Haines, CEO of The Antiques Diva & Co and Founder of The Republic of Toma, is excited to sit down with Jane Walton – the mastermind behind the antiques aggregator site Decorative Collective ( https://www.decorativecollective.com ) and their sister website Hoarde Vintage ( https://www.thehoarde.com ). Jane launched the Decorative Collective in 2009, around the same time Toma launched The Antiques Diva & Co. Toma first met Jane through her colleague Gail McLeod, VP of Antiques Diva, and owner of Antique News & Fairs. Jane, a dealer herself, started her website initially to promote a handful of antique dealers who had been selling at the popular Decorative Fair in London’s Battersea Park. Her website wasn’t originally planned to be a marketplace, but – like all great entrepreneurs – Jane evolved her business. More and more dealers began requesting to join her website and The Decorative Collective site quickly became one of the top UK and European websites for buying and selling antiques. Jane’s and Toma’s stories bear such striking similarities and showcase the beauty of organic growth. The Antiques Diva & Co. started as a blog and transitioned into leading antique buying tours because readers started petitioning Toma to take them antiquing in Europe. The Decorative Collective launched as a website with beautiful inventory –gorgeous decorative vintage and antiques – and it grew quickly, becoming a busy and friendly online marketplace. The various sellers on the DC offer antique, vintage and contemporary furniture, lighting, mirrors, art, and accessories for both home and garden. With sellers uploading their items throughout each day, there is literally always something new to see and buy. On the DC, buyers and sellers communicate directly with each other, creating an incredibly transparent website. The sellers pay no commission on sales – just a flat fee to the DC – which allows them to be more competitive. And, buyers do not have to have an account to contact sellers, but having an account does allow buyers to save items for future reference and comes with a few bonus benefits. Jane is a storehouse of business knowledge which she openly shares in this podcast. Jane shares the story of her growth – what she and Toma refer to as the “growing up” of their businesses –how her willingness to evolve with the changes that came her way has made her company strong as well as the power and importance of having integrity in your usiness. Jane’s story is much like that of many of our listeners seeking to bec
S3 E9 · Tue, December 27, 2022
Fairy Dust, Hope, and Making Your Own Luck - The Magic That is Ken Bolan
In today’s episode, Toma Clark Haines, CEO of The Antiques Diva & Co, talks with Ken Bolan of Ken Bolan Studios , formerly of London’s renown Talisman Antiques. Ken’s wisdom is a treasure trove for established antiques dealers or people just looking to start an antiques business of their own! After a recent visit to Ken’s new studio in the West Country, Toma knew she just had to share the wonder that is Ken Bolan with her listeners – and Ken graciously accepted. In the spirit of Christmas miracles, Ken’s passion for the industry will likely fill you with the same hope that meeting Ken gave Toma. Having been in the industry nearly five decades, Ken’s depth of knowledge, intuition, and insight into the industry of antiques – as well as keen creativity – is unmatched. Ken was born in Scotland but brought up in the English countryside. He moved to Switzerland in the early 70s where he set up four shops selling English antiques. He returned to the U.K. in 1982 to set up in an old brewery in what was to be one of the most stylish stores in the West Country, the Talisman, in Gillingham, Dorset. In 2006, the Talisman successfully expanded into London where Ken rescued an Art Deco garage on New Kings Road from demolition, where he enjoyed decades of renowned success as Talisman Antiques. Ken’s latest conquest has been to set up his studios in a stunning barn complex he purchased with his life partner, Caryn Mandabach, in the most idyllic part of the West Country, surrounded by ancient woods and natural pastures. Ken says, “So now I have the joy of not needing to think in a commercial manner but rather with the joy of buying things for the pleasure of discovery. It is simply wonderful to take on projects which inspire and excite me, and I am looking forward to the next adventure!” Ken’s entire career has been a constant exploration, and he says, “It has been a total joy to discover and interpret different styles and ideas from around the world.” While recording this episode, Toma and Ken each sit in their own homes, but both in 18th century Swedish chairs with their original paint, and Ken also surrounded by nine 18th century Swedish mirrors that he simply couldn’t part with because of the beauty and joy they bring into his life. The two discuss Ken’s role in making Swedish antiques what they are today – in making them known the way they are today. Ken always loved antiques and reminisces how, as a child, he would go to the village dump and rescue 18th century treasures. He says the passion has always been there. He grew up and continued to find treasures wherever he found himself. “I’ve got the best job in the world because I shop for a living. I’ve been shopping for 50 years…I just buy stuff that appeals to me..I wake up every day very happy. I can’t help it. I’m ju
S3 E8 · Tue, December 20, 2022
It’s A Wonderful Life at the Paris Flea Market
Today’s episode is filled with excitement and holiday cheer as Toma Clark Haines, CEO of The Antiques Diva & Co, visits with long-time associates, Danielle and Jean Pierre Pelletier, giving Jean Pierre a spontaneous (yet official) on-air promotion to Chief Operating Officer – realizing the title is long overdue. Christmas means family, and, as part of Toma’s “found family,” Danielle and Jean Pierre have been working with the company for a decade bringing excellence and enthusiasm to clients wishing to have the Paris Flea Market experience. Danielle’s official title is the Director of Trade Operations, and she has been the lead Paris guide for The Antiques Diva and Co for ten years. Her passion and love for antiques and specifically the Paris Flea Market are ringing in at 50 years. She has been haunting the flea market since she was only seventeen, a student with no money to make purchases, but with eyes planning for a life in antiques. At twenty she began purchasing small items at the Paris Flea Market and has been hooked ever since. She brings every bit of that experience and passion with her as she helps clients find just that special thing they are looking for. Toma asks Danielle to describe her job and the passion is self-evident. “I have the best job in the world. I am so happy to live the life I have now. I love my job for the fact that I go to the flea market every single weekend of the year.” (Unless she’s on holiday, of course.) “I love to take clients. I love to speak with clients, to make them laugh, to make their acquaintance and make friends. I have very good relationships with the vendors, with the clients, and a very good relationship with you, Toma,” Danielle says sweetly, and this truth is an understatement. Danielle quickly clarifies, however, “When I say ‘I’ I mean we. Jean Pierre and I do everything together.” Another understatement would be to say what a much loved fixture this couple is at the Paris Flea Market. Jean Pierre shares joyously at how the vendors greet them at the market, many who have become old friends. “‘Come In!’ They say. ‘We drink!’ And of course I never refuse them!” Jean Pierre laughs merrily. Toma asks Jean Pierre to explain what he does, and Toma is unsurprised to hear him say, “Well, the main thing is to try and follow up with what you’re doing and kind of sweep behind and tie up the loose ends. From the start, I contact the clients, tell them what we’re doing, and put them in relationship with the guides, follow up with all the bad accounting work that has to follow and make sure that everything is well oiled and works well for everybody.” Toma laughs and says, “In short, J.P. lassos a tornado!” Which happens to be appropriate as he is the only French cowboy she knows. Toma, who is originally from Oklahoma and grew up on a ranch with a father who is a cowboy, was most delighted when she met JP and Danielle and discovered an unexpected season in their life was running a large r
S3 E7 · Wed, December 14, 2022
The Future of Antiques with Will Thomas
On the Business of Antiques podcast Will Thomas of IACF and Love Antiques talks with Toma Clark-Haines, CEO of The Antiques Diva & Co about The Future of Antiques. One of the things Toma has learned about manifesting is that in order to make your dreams come true, one of the most useful things you can do is to find role models who help you visualize what is possible. When you see other people's success in your industry – you can see what is possible when you put your mind to it. Having a Role Model helps you become more successful. Enter stage right – one of Toma’s heroes in the antiques world – William Thomas. William, by all rights, has built and operates an antiques empire. Something Toma herself is building with The Antiques Diva & Co. Will is Managing Director of IACF (International Antiques & Collectors Fair), running Europe's largest antiques fairs, and he provides the best antique fairs in 7 locations across the UK: Newark, Ardingly, Peterborough, Shepton, Runway, Newbury, and Ally Pally. On top of running antique fairs, Will took the concept of the antique fair virtual by helping dealers sell antiques online when he founded LOVE ANTIQUES – the premier online antiques website. And, if that doesn’t keep him busy enough, Will has also dipped his hat into local politics working with his local counsel. He’s a family man, and rumor has it he runs marathons in his free time. He might just be a modern day Renaissance man. Will came into the industry without any experience in antiques when his father bought the Antique Fairs off of the Daily Mail. “My family were event organizers by trade. We ran a lot of trade fairs and trade publications. So I just entered from that angle – as an event organizer.” Will started at the bottom and worked his way up, even cleaning the first fairs and eventually working his way up to marketing and then to running the fairs entirely. “I’m a firm believer of knowing the whole business and how it works.” “Obviously I like antiques, and salvage is sort of my passion – but, I think because I didn’t know anything about antiques when we went to marketing, I focused on marketing to the people who didn’t know they liked antiques.” This unique marketing approach opened the antique fairs to a whole new audience, people who might not know the language or the terminology for what they are looking at. They just know whether or not they like it. Will’s unique approach to the world of antiques opens him up to the future in a way others don’t even see. “Not to change the subject,” says Will, “but this is where AI will change our industry in the next 5 to 10 years. Machine learning and AI are really exciting, and, if done correctly, will have a very big impact for the industry.” Another flash into the future that Will is very interested in and knowledgeable on is bitcoin. “What bitcoin means for the world is huge – a lot of the newspaper headlines misrepresent what this is – it is simply a decentral
S3 E6 · Tue, December 06, 2022
The Stewards of Time, That is Elemental Gardens
In today’s episode, Toma visits with Tracey Young of The Elemental Garden . At The Elemental Garden, they think of themselves as “stewards of time,” always in search of unique and beautiful elements to transform your surroundings. Designers, architects, and collectors look to them as a go-to source for rare and authentic garden antiques, bold furnishings, and unusual decorative accessories all with a strong architectural aesthetic. Tracy is, without a doubt, one of the leading antique dealers in America, and one of only a handful whose entire focus is on garden antiques. Her extensive knowledge, unique dedication to give her clients the best service, and her down-to-earth honesty and accessibility make her a gem to work with. Tracey has been an antiques dealer for over 20 years, but she came into the industry later in life. It was a third career following her work in nursing, and then in cardiac electrophysiology, which essentially addresses the electrical system of your heart. Every heart needs an electric impulse to make it beat. At 45, after years in health care, Tracey listened to her own heart and sought out the impulse she was needing to reboot her life. In 1999, Tracey took $75,000 and went to sourcing antiques in order to open her first shop in Sheffield, Massachusetts. She shares openly that mistakes were made, and both Toma and Tracey speak about the importance of making mistakes, owning them, forgiving yourself, and moving forward anyway. “Nothing wakes you up like buying wrong inventory and not knowing what you’re doing. Of course, no ones going to know how to buy at first, it is knowledge that you accumulate over the course of years,” explains Tracey. The two agree: It doesn’t matter where you are in life, you can always start something new. “So many of the business skills I learned consulting were useful in the antiques business,” says Tracey. Tracey openly shares her wealth of knowledge with Toma not only of what the “game changers” were for her business, but what she sees as the modern day game changers in building an antique business. Toma and Tracey share the power of turning down a sale, how to educate your clients on the pros and cons of antique buying in order to enable them to make educated decisions when buying, and the importance of treating your buyer with profound respect – empowering them to make the decision that is going to be right for them. This podcast is packed with jewels every antiques dealer needs to know. Tracey says “Being an antiques dealer is a complex business that is constantly changing and you have to change with it.” In this episode, Toma and Tracey provide wisdom and help for antiques dealers giving you a taste of what Tracey did not have the benefit of – mentorship. The episode closes with the invalu
S3 E5 · Tue, November 29, 2022
One Size Does Not Fit All In Antique Dealing
In today’s episode, Toma Clark Haines talks with Ivan Macquisten, Ivan is a writer, commentator, analyst, collector and campaigner in the international art market. He runs his own consultancy, focusing on policy (including AML), business development, reputation management, communications strategy and media relations for trade associations as well as auction houses, galleries and tech businesses internationally – while also advising collectors and artists. As a campaigner, he has advised the UK parliament on cultural property legislation and wrote part of the trade guidance for the Cultural Property (Armed Conflicts) Act of 2017. He also acted as Chief Adviser to the UK and international trade associations in negotiating with the European Commission and European Parliament over the EU’s 2019 import licensing regulations for cultural property. As a journalist he writes regularly for the Art Newspaper and Artnet News and has a series of columns on art, antiques and collecting in UK lifestyle magazines. Also, rumor has it that Ivan actually started as an actor who ran a rather successful little theater, so successful, in fact, that many of their shows were moving to London’s West End where they would promptly recast Ivan’s parts with a well-known actor. During that same time he was ghost writing for a friend as a showbiz editor, and it was this foray into journalism that planted him firmly in the art and antiques world. Ivan says, “In the world of art and antiques, if you’re not passionate about the history of the items, the craftsmanship or the quality, you’re never going to make it as a dealer and certainly not as a collector.” It is precisely this passion that makes Ivan so good at what he does. “The two things people need to understand about the art market is: 1) It is not static. It is an ever changing organism,” explains Ivan, “And 2) It doesn’t actually exist! There is no single market, but thousands and thousands of micro markets.” Because of this diversity, Ivan has invested time trying to oppose one size fits all legislation. “The globalization of the antiques movement is the most paramount thing we do as the Antiques Diva & Co.” says Toma Clark Haines, CEO and Founder of The Antiques Diva and Co. Toma and Ivan discuss the changes created by the globalization of the market, the power of niche, and retail psychology and the brilliant ways in which antiques dealers can utilize these strategies. While embracing a variety of marketing strategies is imperative in an ever-changing market, the two agree that client service is at the heart of everything. Treating people well is the best way to market your business. Toma shares, “One of the current key points for Americans antiques buyers is that international shipping prices are finally beginning to come back down, and again, the strong exchange rate and that with post-Brexit Britain, there are still trade routes between UK and France.” The episode wraps up
S3 E4 · Tue, November 22, 2022
Upcycling Furniture for a Better World with Hello Again Decor
For today’s episode of Season 3, Toma Clark Haines, CEO of The Antiques Diva & Co and Founder of Republic of Toma, sits down with the two brilliant Italian women living in New York running Hello Again Decor . Olivia Fincato and Federica Pittarello founded their antiques business on the core belief that “a well lived life means surrounding yourself with beauty and character but also looking for ways to do better for our planet.” As an antiques dealer you’re always looking for a value proposition selling antiques. Remember sustainability is a selling point. Antiques are Green. One of the core topics Toma talks about again and again on the Business of Antiques podcast and in business coaching sessions with her Antique Dealer clients is How to Market Your Antiques Store. Starting with strong branding paves the way towards future sales. Create a tagline for your antiques business that says: 1) Who you are. 2) What you do. And 3) Why this should matter to your clients. Hello Again Decor’s tagline – “Upcycled Furniture for Better Living” is a perfect example of this. Both Olivia and Federica are Italian women living in NYC, and, although they are both from Venice, they first met in the Big Apple! They became quick friends, and their shared love for antiques, beauty and sustainability led them to their creative business idea of importing unique European antiques from Italy, and – with the help of their team of Italian artisans – transforming the pieces by giving them a contemporary twist, while maintaining their beauty and integrity. “Instead of producing something new, we thought, ‘Why don’t we restore and give a second chance to a treasure we can find in Italy – and throughout Europe?’” explains Olivia. Hello Again Decor’s business is built on this sustainable way of decorating and embracing the beauty that comes with age. Olivia and Federica believe the definition of beauty can be found in aging well. “Beauty is deeply related to the authentic side of ourselves. There is no perfection. The beauty is in the imperfection.” One of the things we always tell The Antiques Diva & Co. clients who are trying to grow their antiques business is that if you are going to make money in this business, you need a ulti-pronged sales approach. Hello Again Decor models this beautifully. Aside from the fact that each of them are running parallel businesses as they get Hello Again Decor off the ground – Federica in her own construction company working with designers and architects and Oliva as a NY based journalist/editor specializing in design and architecture – Hello Again Decor has created multiple avenues for revenue. They sell through Instagram and their own website and on Chairish. More recently, they have collaborated with their network and now have a
S3 E3 · Tue, November 15, 2022
More Than Antiques with Melanie Aussandon
Hailing from a long line of French antique dealers, artisans, and craftsmen, Antiques Diva Guide Melanie Aussandon’s expertise is wide and varied. Melanie got her start studying and specializing in antique paintings, has owned and operated her own antique store, ran a popular blog on antique hunting in Provence, developed her own line of jewelry, and has vast expertise in building not just an antiques business but a brand. That is why as VP of Sales at The Antiques Diva & Co., she is such an essential ingredient to what we are doing to achieve our goal of making antiques modern, sexy, fun, accessible and profitable. Melanie not only started and developed our Antiques Diva Provence Antique Buying Tours, but she also played a crucial role in getting Antiques Diva Asia off the ground during her time living in Bangkok. One of her greatest gifts is her intuitive work as a trend forecaster, always in touch with the heartbeat of what is happening in the world of antiques, fashion and interior design. Melanie brings to the table a deep understanding of what our clients want. In this episode, Melanie and Toma talk “More Than Antiques” elaborating on how to not only build a successful antique business as an antique dealer but how to escalate that business into your own brand. “We have reached the point we want to bring more to our clients. We bring antiques, but we also bring the artisans,” explains Melanie as she elaborates on her latest passion of finding small family-owned companies that can partner with our Antiques Diva clients to help them create their own product lines. A standard industry joke is how “we’ve once again covered the rent on candles and pillows.” With Melanie’s help, The Antiques Diva & Co. clients can now work with artisans and craftsmen from around the world to create their own lines of pillows and soap and oh so much more! The Antiques Diva & Co has made connections to help our clients not only source their European and Asian antiques with us but also to help clients customize their brand. Like it or not, you are a brand, so why not take the opportunity to work with artisans and craftsmen to create customized designs that you know your clients will love? The possibilities are endless: Marseille Soap specially created for your brand, french baskets with your name on them, linens, wooden cutting boards, wallpaper and fabric designed by you (or a reproduction of a print you know your clients are gaga for!), custom ceramics, pottery, or even plaster or concrete statues, lighting, sconces, and architectural salvage reproductions. Of course, as lovers of antiques, we know these can never replace the original but when a client finds only two antique urns and wants to outfit their whole estate in them, you now have options to give your client what they want as we liaise with small factories on your behalf. One of Melanie’s greatest passions in life is sharing the French lifestyle - thus we are now faci
S3 E2 · Tue, November 08, 2022
Some Southern Hospitality with Coco & Dash
Based in Dallas, Texas, Teddie and Courtney Garrigan are the mother-daughter dynamos whose creative flair is the foundation for their award winning home decor retail shop, Coco & Dash. Their distinctive aesthetic is showcased in an airy space that provides the backdrop for a retail vision that is a smart mix of one-of-a-kinds and home furnishings - classic and modern, approachable and exceptional - offered up with plenty of Southern hospitality. While Courtney has developed a signature style that embodies beauty and function, she has a propensity for quirky finds that are seamlessly incorporated with classic elements. Passionate about her love of imperfection in design, she contributes a fresh approach to the retail business. Meanwhile Teddie is known for her keen sense of style resulting from a lifetime of travel. A devout southerner who grew up living in Europe, she brings a relaxed and fun sophistication to Coco & Dash along with a modern sense of luxury that is fresh, stylish, and timeless. With a love of all things home, Teddie and Courtney believe in the power and purpose of creating a sense of place no matter where you are. “Every antique carries with it a story and energy…They become the most important pieces in your home,” explains Teddie. And it was in this shared love of antiques that Coco & Dash was conceived on an annual mom/daughter antique trip. As Courtney drove down the highway, she turned to her mother and said “Hey, we should open a shop.” Nose in a magazine, “Okay,” came Teddie’s distracted yet easy reply and nine months later the trucks were pulling up in front of their new store. Courtney laughed at the memory. And now ten years later, at the top of their game as a beloved brand in the industry, they feel like they are just getting started. Their love and enthusiasm for what they do comes through loud and clear. “Our goal is always that people understand you can have that sophisticated style but it doesn’t have to be pretentious.” While their origin story may sound like a flight of fancy, their business strategy is anything but. They believe it is absolutely imperative to have and understand your business plan–at the very least to have an executive summary. Every January, Teddie and Courtney sit down for two days and talk about every aspect of the previous year and plan out what they think will work for the upcoming year. When you have a vision, you know where you’re going. Their advice for those looking to start an antiques business is to do your homework. “You may know about antiques, but do you know about business? Understanding the back office stuff is one of the most important things, but also accepting that you can’t do everything. “We have people who help us with the things we’re not good at.” In building a team to support you, whether it’s your CPA, an employee, or the vendors you work with, Teddie draws upon the timeless wisdom from Indiana Jones: “Choose wisely!” “When you have the right people in pl
S3 E1 · Tue, November 01, 2022
Welcome Back with Clinton Smith
As The Business of Antiques returns with Season 3, your host Toma Clark Haines has the honor of sitting down with one of her design heroes. It’s not often you get to meet one of your heroes, nonetheless become friends with them and travel Europe together. In today’s episode we welcome Clinton Smith. Currently Editor at Large for New England Home and Style Editor for Atlanta Homes & Lifestyles, Clinton previously served as Editor in Chief of Veranda magazine. For two decades, Clinton Smith has been regarded as one of the design industry’s thought leaders and noted authorities on matters of taste and style. Clinton founded his eponymous design studio with the goal of championing and celebrating the art of living well. A respected editor and writer, he has authored four books on an array of lifestyle matters, including elegant entertaining, decorating with color, outdoor design, and living with flowers. Clinton has juried some of the most esteemed interior design and architecture awards competitions; moderated talks and discussions with many of the field’s leading professionals; and is a familiar face at design trade shows, from California to New York, London to Paris. Our clients at The Antiques Diva & Co. who are sourcing antiques in Europe get a rare peek into the insight Clint brings to the table as he and Toma discuss this past year’s European travels, shopping excursions, and their experiences at the various antique fairs they have shopped together this year. Toma and Clint compare shopping in the Paris Flea Markets vs the Deballages in Provence vs Mercanteinfiera in Parma. They discuss what American antique dealers sourcing antiques in Europe with The Antiques Diva & Co. might expect from these different experiences. Their discussion continues as they compare and discuss l' Isle sur la Sorgue , the Deballages & Montpellier. They may even reveal a bit of the inside scoop on pricing at these markets. Clint the journalist comes out as he turns the table on Toma and asks her input on negotiating the very best prices without making an offensive lowball offer and in true diva fashion, Toma delivers! #antiquesnegotiating101 Clinton Smith is not only an expert on impeccable design, but a connoisseur on living well and the two wrap up the episode by discussing how to overcome “museum fatigue” by taking time to appreciate the beauty of the European lifestyle. Clint and Toma share how taking the pause to admire the beauty of each moment will also give you that advantage when you are shopping as they reminisce on some of the finer moments they have experienced traveling together sourcing antiques this past year. Last but not least this episode is sponsored by https://www.antiquedealertrainingprogram.com/ The Business of Antiques - Antique Dealer Tr
S2 E13 · Tue, March 08, 2022
Making Antiques Modern With Steven Favreau
Five years ago, Toma Clark Haines – CEO of The Antiques Diva & Co – was asked in a surreal moment to speak at the House of Parliament at the LAPADA conference. The purpose of the talk was to discuss how to sell antiques to the American buyer. Toma started the talk by saying, “If you want to compete in today’s market – you have to be willing to change.” Today's guest on the podcast, Steven Favreau , represents that change in the way we sell – and decorate – with antiques. Steven Favreau is a top interior designer known in both Boston and San Francisco. His work with both residential and commercial clients has been awarded accolades and has been featured in Design New England, The Boston Globe, California Home + Design, San Francisco Chronicle Stylemakers, Houzz.com, among others. The expression “Making Antiques Modern” is overused and often under-explained. Antique dealers understand that, in order to be successful in selling antiques today, they must take a fresh approach to selling – and displaying – antiques. Gone are the days of dusty doilies and grandma's antiques. Theatrical in personality, style, and design, Steven Favreau is NOT SELLING your grandma's antiques. His approach to the Business of Antiques seamlessly merges the gritty alongside the sleek – antiquity with contemporary. He makes antiques modern by juxtaposing styles so that each genre elevates the other. In this episode, Steven talks about the evolution of his interior design business. During the conversation, he tells about launching the Favreauleus Factory in Boston – an 11,000 square foot loft in the heart of Boston’s Innovation and Design District. More than an antiques store, it was an event space that awakened the senses and challenged the possibilities of dynamic interior design. When the pandemic hit, Steven was stuck with a difficult choice: he had to close the Favrealous Factory. Using this time to reevaluate his business and his life – he chose not to close the factory but to relocate it to Hudson, New York – a small town in upstate New York, which is being dubbed the ‘New Brooklyn’. It’s hip and cool, and the town was ready for Steven’s look. Steven and Toma talk about this decision to relocate. The challenges of being too far ahead of the competition. Of not just following the trends – but setting them – and being trailblazers in their own ways. Visit our sponsor, The British Shop! The British Shop transports fine art, furniture and antiques by air, land and sea around the world. David Hockney once said “Art has to move you” and The British Shop offers a service which moves ART AND ANTIQUES with attentive personal care delivering delicate items around the world. Whether you’re shipping
S2 E12 · Mon, February 21, 2022
Bie Baert - A Business Has to Evolve
Toma Clark Haines - CEO of The Antiques Diva & Co has a tenant - “ Follow Your Heart. ” Her constant advice to antique dealers taking her international antique buying tours is “If you don't love what you’re selling - then dont sell it.” Belgian Antiques Dealer and 4 Rooms TV Star Bie Baert is a prime example of how selling what turns you on is the foundation for success. Bie Baert is one of Belgium's most famous antique dealers, and she always follows her heart which is why Toma chose to interview her on Valentines Day (even though this episode drops a few weeks later). Bie explains that she's an autodidact - a self-taught dealer having learned how to be an antiques dealer with hands-on training. And she’s convinced that the Business of Antiques can be taught. Antique Dealers are made - not born. Her biggest piece of advice? Make mistakes. You learn the most by the things you do wrong. She and Toma discuss how her eponymously named business has evolved over the last 28 years. Lucky for Bie, when you google her name, she's the only Bie Baert who shows up. She was an early adapter to the world wide world developing her first website over 20 years ago when her competitors said… “no one will buy antiques online.” It took time to develop her following, but Bie has developed one of the most loyal followings in the world. Her clients love her. They love her charming personality and quirky style, and they love that she can always explain why she bought a certain object. Bie currently sells antiques in a multi-prong approach - on Instagram, her website, and 1stDibs - as well as out of her home near Antwerp. Inviting customers into her home to see inventory in situ and how items look in a home has always been a hallmark of how she does business. This means she is constantly redecorating her house with inventory that is coming in and out of the door. Toma asks Bie’s zodiac sign and Bie confesses that change is in her nature. She's a Gemini. By having a business model that sells antiques direct from her home, as well as extensively online, she has been able to continue to operate during the pandemic - socially distancing with clients allowing them the opportunity to source antiques even when antique fairs and stores were closed due to lockdown. When asked about her best investment back into her company - she explains that investing in the cost of a booth rental for selling at antique fairs in the beginning helped her build her following and gain exposure. Today she only does one antiques fair at Chateau Deulin . It's an intimate fair and a great way to connect with her retail clients. Bie understands her demographic - which means she se
S2 E11 · Tue, February 15, 2022
Paul’s Antiques Buying an Established Brand Vs Starting Your Own
In this episode of The Business of Antiques Toma Clark Haines - CEO of The Antiques Diva & Co and Angela Somwaiya owner of Paul's Antiques in Bangkok discuss Angela's journey as an American expat running an antiques store in Thailand. Paul’s Antiques is Bangkok's best antique shop popular among diplomats, expats, tourists and collectors. It’s a veritable cornucopia of precious objects and furniture from South East Asia. Tucked in a quiet soi off bustling Sukhumvit, the store has an unparalleled collection of Burmese colonial pieces, Thai teak furniture, rare textiles, collectibles, and eclectic finds. Angela shares her story how she, as a Chicago native, adopted Thailand as her home and her decision to buy Paul's Antiques. She was raised shopping in flea markets and thrift stores in the USA so, when and her husband were decorating their Bangkok home, she frequented Paul's store to buy antiques. When she heard he was considering closing his store - she offered to buy it. This is a decision that changed her life. Paul’s Antiques was founded in 1994 by Paul Vail, an American expat who settled in Thailand and fell in love with Burmese colonial teak furniture. Originally selling at exhibitions only, Angela and her husband were among Paul’s first customers. Paul went on to revamp a 100-year-old teak house, which served as the first home for his vast eponymous collection complete with an in-house workshop for restorations and repairs. In 2008, Angela bought the business at its latest location in Sukhumvit Soi 13. She made her mark by expanding the collection to include pieces from all over Asia, such as lacquerware, statues, found-art, architectural salvage, and hard-to-find collectibles. She developed a revolutionary workshop and established a loyal customer base including some of Bangkok’s most beloved hotels. Holding a Bachelor's Degree in Japanese Studies and a Master's Degree in Thai Studies, Angela’s passion for the cultural relevance of each object shines through when you inquire about a piece. Angela talks about the importance for antique dealers to know their inventory, understand the stories, and also relate their cultural significance. Educating her clients is at the core of Angela's business. Toma and Angela discuss Angela's decision to buy an established antiques store instead of starting her own business from scratch. They discuss the pros and cons of this situation -the pros involve optimized SEO, an established client list, and reputation; while the cons mean you have to set your own ego aside if the store is named after someone else. In the case of Angela, her store is named Paul’s Antiques - so when clients walk in the door - they are looking for Paul. Angela details how, as she gained confidence as an owner of the store, people stopped asking for Paul and began looking to her because they could see by her confide
S2 E10 · Mon, January 31, 2022
You and Me, Me and You - How The Antiques Diva Helps You
In this episode of the Business of Antiques, CEO Toma Clark Haines not only debuts her singing career (spoiler alert: she sings off key), but she also talks about how her business – The Antiques Diva & Co – can help you. Toma explains why you should book a FREE 1 HOUR Business Consultation to discuss your antiques shop and explains in detail what happens in that free session. She also explains what she wants to get out of that phone call. She answers frequently asked questions about her services at The Antiques Diva & Co and explains what The Republic of Toma is. The Republic of Toma is her personal diary she shares where she talks about life, love, and other mysteries – think Eat Pray Love (yourself) meets Elle Decor plus a dash of Goop and pinch of Entrepreneur. The Republic of Toma is technically the parent company of The Antiques Diva & Co, and it’s mostly a placeholder for all those future projects she’s working on – from her lighting collection to her fabric collection to the memoir she's writing. And it’s her website for her business consulting for collateral services beyond antiques – i.e., helping you design and develop your lighting collection or develop a furniture collection. She explains how The Antiques Diva & Co Buying Tours work, what an antique buying tour costs as of Feb 1, 2022, and guarantees all pricing verbalized through May 1, 2022. She tells about how, in addition to antique buying tours, they offer concierge services for your travels helping you plan a vacation for some design inspiration after the buying tour. She then flips the switch and explains what a VIRTUAL Antiques Buying Tour is – or buying services when you can’t – or don't have time – to travel overseas. She explains how these antique picking services work, and why you should book a virtual tour instead of just click and buy online. She explains how she and her team get first access to vendors’ new inventory, and how you’re missing out on the best inventory and best prices if you’re not sourcing with The Antiques Diva & Co. Toma is transparent. She explains exactly how she and her team get paid – transparency is the name of the game at The Antiques Diva & Co. She explains the commission process and how to ship antiques from abroad. She warns you what the problems are and what the potential delays are. She discusses the serious delays in the shipping process; the increased pricing for international shipping due to this COVID backlog; the shortage of storage spaces in warehouses for antique dealers; and how, now more than ever, it’s important to have a team on the ground helping you to not only take care of logistics but to also help you get space on a cargo ship to ship your
S2 E9 · Tue, January 25, 2022
Chelsea Antiques Fair & Fine Arts
Today we are talking to Sophie Wood – the fair director of the Chelsea Antiques Fair & Fine Arts taking place March 23-27, 2022. And let’s talk location location location because Chelsea is held in the Old Town Hall in London on Kings Roach in an iconic building. When 2 Covet – an online aggregator site for fine art, jewelry, collectibles, and antiques – bought the Chelsea Fair, they married technology with experience giving their vendors at the fair a multi-prong approach to selling antiques in the 21st century. As a fair director Sophie Wood, understands that it’s all about the experience – not just the for the customer but the vendors. Toma and Sophie discuss how Sophie’s international background gives her an edge in dealing with a diverse client base as well as how at its core antiques is a people business. As Toma always says, people do business with people not businesses. If you want to get ahead in antiques, it’s about networking and ever judging a book by its cover! Sophie confesses she started an online floral business during the first lockdown and she talks about that entrepreneurial spirit. Toma adds that a florist plus antiques dealer is a genius idea and shares other ideas such as a clients antique shop slash wine store. Sophie agrees that you’re not just selling antiques, you’re selling a lifestyle and that includes passions and hobbies as well as art, antiques, and collectibles. The Chelsea Antiques Fair & Fine Arts has some of the best dealers in the world selling at the fair, and Toma tells that if you can’t travel to London you can still shop the fair. Book a Virtual Shopping tour with Antiques Diva Vice President Gail McLeod to do customized trade sourcing at the fair. Sophie explains why a personal shopper can be an added advantage. And she goes on to give tips to dealers who sell at fairs – explaining how booth installation makes a difference. She encourages vendors to edit edit edit and remember less is more – as well as keep restyling and rearranging the booth. Toma emphasizes the importance of holding inventory back for the fair so buyers at the fair get never before seen inventory. Toma then explains that The Antiques Diva has grown up. The two discuss how the Chelsea Fair elevated the market positions of the Fair and the Antiques Diva & Co through good marketing and branding. The The Antiques Diva & Co now offers a full range of marketing and social media services from helping to build newsletter templates to assisting with Instagram or building new websites for antique dealers – in addition to their in person and virtual antique sourcing tours. Elevating your brand is essential for antiques dealers to garner new business and catch the attention of sophisticated client bases. It’s not just about what you sell but how you sell
S2 E8 · Mon, January 17, 2022
Beat Your Own Drum: Fullen-Hall
Visit our sponsor, The British Shop! The British Shop transports fine art, furniture and antiques by air, land and sea around the world. David Hockney once said “Art has to move you” and The British Shop offers a service which moves ART AND ANTIQUES with tentive personal care delivering delicate items around the world. Whether you’re shipping an entire container yourself or you need to ship a few items via consolidation – The British Shop is your solution for shipping antiques from Europe to the USA (or wherever else you happen to be located when listening to this podcast). Don't let the name fool you. This international antiques shipper might be called The British Shop… but they don't just do shipping from England. The British Shop does collections in France and Belgium with regular collections ALL across EUROPE. Schedule a CALL with Malcom Disson of The British Shop by visiting their website https://thebritishshop.com/ . Tell them you heard about them on the Business of Antiques Podcast to receive a special offer on your Insurance for your delivery! Often on The Business of Antiques Podcast Toma Clark Haines – CEO of The Antiques Diva & Co – uses a specific phrase. She tells clients that if they – as an Antique Dealer – “beat their own drum”, then the right buyers who are interested will come. Every antique dealer has their own audience. It’s the Field of Dreams – “If you build it they will come” meets The Pied Piper of Antiques. That phrase “beat your drum” comes from a line in Henry David Thoreau’s Walden – “ If a man does not keep pace with his companions, perhaps it is because he hears a different drummer. Let him step to the music which he hears, however measured or far away. ” This idiom essentially encourages you to act or behave in a manner that does not conform to the standard. When Andy Fullen and Tommy Hall told Toma they wanted to open an antique store, they immediately began discussing plans for a buying trip abroad with The Antiques Diva & Co. “Let's go to France!” They looked at 18th C French period pieces, but something didn’t resonate with their store vision. These were high-end pieces, and, as they began the buying process, Andy said “This isn’t the direction I am ready – or want – to take my business. I want to sell inventory priced to sell. And I fear this inventory will outprice my customer. I want to be a good deal for rich people. And I’d prefer to strategize my business for more locally sourced goods in need of restoration than sourcing older pieces from France at this stage in my business.” Andy is a skilled craftsman and is able to do his own restoration work. It took vision and bravery to reevaluate his true desires for his store so that the inventory acquisition proceeded at a speed and price-point he was comfortable with at the beginning stage in his business. <
S2 E7 · Sat, January 08, 2022
A Chat With Carson Kressley
Visit our new sponsor, The British Shop! The British Shop transports fine art, furniture and antiques by air, land and sea around the world. David Hockney once said “Art has to move you” and The British Shop offers a service which moves ART AND ANTIQUES with attentive personal care delivering delicate items around the world. Whether you’re shipping an entire container yourself or you need to ship a few items via consolidation – The British Shop is your solution for shipping antiques from Europe to the USA (or wherever else you happen to be located when listening to this podcast). Don't let the name fool you. This international antiques shipper might be called The British Shop… but they don't just do shipping from England. The British Shop does collections in France and Belgium with regular collections ALL across EUROPE. Schedule a CALL with Malcom Disson of The British Shop by visiting their website https://thebritishshop.com/ . Tell them you heard about them on the Business of Antiques Podcast to receive a special offer on your Insurance for your delivery! Happy New Year’s guests….Today's guest puts the ho-ho-ho in the holidays. For our first guest of the new year 2022 – we have an Emmy Award-Winning Television Personality and Designer joining us. He is a stylist. A fashion designer. New York Times Best Selling Author. As well as a World Class Equestrian. You might know him from Rupaul’s Drag Race. Or the Original Queer Eye. Or one of Toma’s personal favorite shows - How to Look Good Naked. (Ever since she confessed to doing Naked Yoga on the Business of Antiques End of Year episode - her team has been joking that I’m the Naked Antiquer). Maybe you’ve even watched him on Carson Nation – a TV project he launched in collaboration with his good friend Oprah Winfrey. Our guest literally just jetted home from Israel where he was an MC on Miss Universe. About a month ago today’s guest - Carson Kressley - left a comment on Toma’s instagram page when she announced that THE BUSINESS OF ANTIQUES podcast WAS BACK. Carson Kressley left a comment saying I would love to be a guest on your show. She had to think a moment – do I want to interview Carson Kressley on the Business Antiques? Uhm… is the pope catholic? We learn throughout the conversation how Toma is Carson’s doppelganger – listen to the full podcast to learn all about how! Toma and Carson begin their conversation talking about how they both are highly selective in their personal buying during traveling - the want and need be truly curatorial about an item to have true souvenir quality. In French, the word souvenir means ‘memories’, and that’s what they are looking to buy – a memory of their trip. Carson absolutely loves shopping for antiques, something many may not know about him. In all his travels, he always tries to go
S2 E6 · Wed, December 22, 2021
James Gooch: Cool Hunter
Visit our new sponsor, The British Shop! The British Shop transports fine art, furniture and antiques by air, land and sea around the world. David Hockney once said “Art has to move you” and The British Shop offers a service which moves ART AND ANTIQUES with attentive personal care delivering delicate items around the world. Whether you’re shipping an entire container yourself or you need to ship a few items via consolidation – The British Shop is your solution for shipping antiques from Europe to the USA (or wherever else you happen to be located when listening to this podcast). Don't let the name fool you. This international antiques shipper might be called The British Shop… but they don't just do shipping from England. The British Shop does collections in France and Belgium with regular collections ALL across EUROPE. Schedule a CALL with Malcom Disson of The British Shop by visiting their website https://thebritishshop.com/ . Tell them you heard about them on the Business of Antiques Podcast to receive a special offer on your Insurance for your delivery! On today's episode we are talking to an antiques dealer whose talent is more than antiques. James Gooch is a COOL HUNTER. James left his career in film to pursue his passion for vintage treasures and antiques and created a theatrical - almost cinematographic - antiques shop named Doe & Hope. He hasn’t left his first career entirely behind - he’s rented props to many popular movies and TV shows. Game of Throne fans don’t geek out too much… But James supplied more than a few of these props. His store has been voted one of the TOP 50 Antique and Vintage Shops in the UK by Homes & Antiques Magazine. A cool hunter is someone who identifies and sets future trends. When Toma Clark Haines, CEO of The Antiques Diva & Co and founder of Republic of Toma first met James at the Bath Decorative Antiques Show (following the Antique Young Gun Awards in London months earlier) she noticed he was a trailblazer. While every other booth in the fair had painted furniture James’ booth was dark and moody. Filled with brown wood furniture - which at the time wasn’t popular - James went against the grain. Young and just starting out in the trade - James did what Toma calls “the Gentrification of Antiques.” Just like when artists move into a formerly less expensive neighborhood and make it hip - James Gooch made those classic good quality brown wood pieces cool again with his distinctive cinematographic dramatic style. James talks about his on the job training in antiques. He worked in an antiques mall several days a week while starting his own store. This gave him time to slowly build and finance his business. He attributes one secret to his success as his ability to communicate. Starting from his website - he writes a perfect about description for his store: Doe & Hope specialis
S2 E5 · Thu, December 16, 2021
End of Year Review
VISIT OUR SPONSOR: The British Shop transports fine art, furniture and antiques by air, land and sea around the world. David Hockney once said “Art has to move you” and The British Shop offers a service which moves ART AND ANTIQUES with attentive care delivering delicate items around the world. Whether you’re shipping an entire container or you need to ship via consolidation – The British Shop is your solution for shipping antiques from Europe to the USA (or wherever else you happen to be located when listening to this podcast). Schedule a CALL with Malcom Disson of The British Shop by visiting their website https://thebritishshop.com/ . Tell them you heard about them on the Business of Antiques Podcast to receive a special offer on your Insurance for your delivery! Toma Clark Haines – CEO of The Antiques Diva & Co and founder of The Republic of Toma – talks about END OF YEAR PLANNING for your life and business. Doing a year end review is a way to hold yourself accountable, to better understand your life goals and values, and to manage your work and life tasks consistently. Toma encourages you to write your vision statement – an aspirational statement for your business that articulates what you would like to achieve. It guides the direction of where you put your effort in the next year. In order to achieve your long term goals, you have to set short-term actionable goals A dream written down with a date becomes a goal. A goal broken into steps becomes a plan. A plan backed by action makes your dreams come true. Your calendar is the key to your success. Once you learn to manage your calendar – you’ll learn to achieve your goals. But Toma tells the truth. SOMETIMES a goal isn't really a goal. She asks “Are there goals you have that you don't necessarily care about?” She points out the difference between short term vs long term planning for your business. When you have a long term vision of your company, you have the things that you are doing today that everyone sees – and things that no one sees because they are a work in progress. Toma explains how in her own business she’s employed the Pareto Principle, also known as the 80-20 rule. She encourages you to prioritize the 20% of factors that will produce the best results. Core Values should drive those 20% of actions. Your core values are your set of guiding beliefs upon which your business is based. As your antiques business grows, your values need to evolve to reflect how you have changed personally and professionally. Maybe some of the values you defined early on in your business don’t define your business today. Lastly, running an antiques store takes a village. So many antique dealers make the mistake of trying to run a business alone. Putting the right team in place can help you achieve your goals faster. The Antiques Diva & Co offers website d
S2 E4 · Tue, December 07, 2021
How to Buy At Auction with KC Auction Company | Season 2 Ep 4
VISIT OUR SPONSOR: The British Shop transports fine art, furniture and antiques by air, land and sea around the world. David Hockney once said “Art has to move you” and The British Shop offers a service which moves ART AND ANTIQUES with attentive care delivering delicate items around the world. Whether you’re shipping an entire container or you need to ship via consolidation – The British Shop is your solution for shipping antiques from Europe to the USA (or wherever else you happen to be located when listening to this podcast). Schedule a CALL with Malcom Disson of The British Shop by visiting their website https://thebritishshop.com/ . Tell them you heard about them on the Business of Antiques Podcast to receive a special offer on your Insurance for your delivery! When you’re running a small business there is one secret to success - surround yourself with people who know you more than you do. On this episode Toma Clark Haines, CEO of The Antiques Diva & Co and Founder of The Republic of Toma, is talking with Jason Roske of KC Auction Company https://www.kcauctioncompany.com/ . She starts the conversation with a confession - she is almost an auction house virgin! Jason has over 20 years of experience in estate liquidation, buying and selling fine art and antiques, and helping clients through the auctioning process. And Jason teaches Toma all the ins and outs of teaching at auction as well as gives fabulous marketing advice to antique dealers. Auction Houses are a great source for antiques dealers when it comes to sourcing antiques, art, estate jewelry, and so much more. Because KC Auction Company handles estates and private collections, they have incredible access to things that have remained in families for generations - giving you as a dealer access to never before seen inventory. For buyers at auction, Jason reminds clients that all items are sold as is, so it’s important to do your homework before you buy. He encourages buyers to read the full catalog description, to visit the preview in person whenever possible, or to contact the auction house for a condition report before bidding. Remember auction houses don't take returns. He explains the fine print, and auction fees and who is responsible for paying which fee, ie, the buyer is responsible for a buyer’s premium, which is a fee that is added to the hammer price. Each auction house has its own premium percentage and scale, but industry standards are normally around 20 percent. Buyers are also responsible for paying sales tax as well as any applicable delivery or shipping costs. Jason also explains that as the owner of an auction house, he has both clients and customers - when it comes to marketing that’s serving two proverbial masters. This is similar to The Antiques Diva & Co
S2 E3 · Tue, November 30, 2021
The Advent of the Concept Store
VISIT OUR SPONSOR: The British Shop transports fine art, furniture and antiques by air, land and sea around the world. David Hockney once said “Art has to move you” and The British Shop offers a service which moves ART AND ANTIQUES with attentive care delivering delicate items around the world. Whether you’re shipping an entire container or you need to ship via consolidation – The British Shop is your solution for shipping antiques from Europe to the USA (or wherever else you happen to be located when listening to this podcast). Schedule a CALL with Malcom Disson of The British Shop by visiting their website https://thebritishshop.com/ . Tell them you heard about them on the Business of Antiques Podcast to receive a special offer on your Insurance for your delivery! Today Toma Clark Haines is talking about a retail trend that she sees happening in the world of antiques – it’s the Advent of the Concept store. A Concept Store is a shop that sells a carefully curated mix of unique products that connect to an overarching theme. Concept Stores evoke a certain lifestyle through their inventory. And they usually have a mix of inventory that is a combination of fashion, furniture, antiques, and art with a twist of hospitality. A Concept Store is about ONE WORD – Experience. It's a place people go to feel cool simply for shopping there. Plus they are INSPIRATIONAL. People feel good when the y shop in Concept Stores. They evoke a feeling, and Toma thinks the concept store is the future of antiques. Today’s Guest Rich Schell has spent the last 34 years running 2 incredibly successful businesses – Rich Designs Home and – I Saw It First – a High End Consignment Store, and this combined background has prepared him for his new venture…Evan Guy. It will be the VERY BEST of BOTH businesses. Evan Guy has Art, Antiques, Jewelry, Furnishings, Gifts, Mens, Womens, Interior Design… It’s a Concept Store. In this episode Toma and Rich are practically bubbling over with excitement. Rich gives golden nuggets of wisdom garnered from more than 34 years of industry experience. Get out your pen and paper and be prepared to take notes as Rich shares his tips on How To Become An Antique Dealer, What To Do and What Not to Do. He understands that buyers need to have a WHY – a WHY to BUY. He solves problems for his consumers. And he has implemented a firm No Markdown policy on his consignments. When you sell what you love… people will buy it. Buy what you love, sell what you love. If you do what you love – you might end up working overtime the rest of your life because you’ll never feel like you’re working a day in your life. In this week’s edition of #AsktheShipper, Toma chats with Malcom Disson of The British Shop about shipping and items that fal
S2 E2 · Mon, November 22, 2021
When Freya Simma Talks, People Listen
VISIT OUR SPONSOR: The British Shop transports fine art, furniture and antiques by air, land and sea around the world. David Hockney once said “Art has to move you” and The British Shop offers a service which moves ART AND ANTIQUES with attentive care delivering delicate items around the world. Whether you’re shipping an entire container or you need to ship via consolidation – The British Shop is your solution for shipping antiques from Europe to the USA (or wherever else you happen to be located when listening to this podcast). Schedule a CALL with Malcom Disson of The British Shop by visiting their website https://thebritishshop.com/ . Tell them you heard about them on the Business of Antiques Podcast to receive a special offer on your Insurance for your delivery! Continuing with our series of interviews to kick off Season 2, Toma Clark Haines – CEO of The Antiques Diva & Co and founder of the Republic of Toma – sits down with Freya Simms – CEO of LAPADA , the Association of Art & Antiques Dealers. Also, continue listening for another special of #AsktheShipper with Malcom Disson of The British Shop at the end! Freya has an extensive background in art and antiques. She has worked both in-house and on the agency side for major auction houses such as Christie’s, Bonhams and Sotheby’s. She was the Director for Clarion managing all aspects of the renowned Olympia Art and Antiques Fair, where she was responsible for a combined turnover of £4.2million covering all aspects of delivering the show including: sales, operations, vetting, security, marketing, PR and events. And if you don’t already think Freya is superwoman – she also is the founder of the communications consultancy Muse , which earned the Queen’s Award for Excellence in Enterprise in 2014 for its work on clients including the Burlington Arcade, Frieze Masters and Masterpiece London, and she later co-founded Golden Squared Consulting. Meanwhile, she’s even been involved in helping to launch one of Toma’s favorite websites www. Made.com as well as in cultural events such as London Craft Week and Collect. Known by its golden chandelier symbol seen in members' antique shops and at fairs, LAPDA is the largest organization of art and antiques dealers in the UK. Founded in 1974, it was the first antiques trade association to introduce a Code of Practice, ensuring customers' confidence with purchases. By usi
S2 E1 · Tue, November 16, 2021
Why You Should Be Selling on Chairish
The British Shop transports fine art, furniture and antiques by air, land and sea around the world. David Hockney once said “Art has to move you” and The British Shop offers a service which moves ART AND ANTIQUES with attentive personal care delivering delicate items around the world. Whether you’re shipping an entire container yourself or you need to ship a few items via consolidation – The British Shop is your solution for shipping antiques from Europe to the USA (or wherever else you happen to be located when listening to this podcast). Don't let the name fool you. This international antiques shipper might be called The British Shop… but they don't just do shipping from England. The British Shop does collections in France and Belgium with regular collections ALL across EUROPE. Schedule a CALL with Malcom Disson of The British Shop by visiting their website https://thebritishshop.com/ . Tell them you heard about them on the Business of Antiques Podcast to receive a special offer on your Insurance for your delivery! For the 1st episode of Season 2, we sit down for a spicy conversation with Erin Gilbert, VP of Sales, for Chairish. Chairish is the design world's ultimate destination for antiques, vintage, simply second hand, home furnishings and art. They are beloved by the interior designers, tastemakers and all the mere shopping mortals who shop the site – as well as loved by the antique dealers and designers who sell on their site. Our clients at The Antiques Diva & Co sourcing antiques in Europe or taking part in our Antique Dealer Training and Mentoring program consistently list Chairish as their favorite 3rd party sales aggregator site expressing - how easy Chairish is work with, - how they feel valued and understood as a seller listing on the site - and most importantly that they rave that Chairish is their top source of sales on a monthly basis. Newsweek listed Chairish as the "Best Online Shop" of 2021 and Chairish was the winner of USA Today´s Reader's Choice Award for "Best Place to Shop Online for Furniture and Home Decor." Proving the point that the best businesses are born out of necessity – Chairish started when Eric Brockaway, a tech entrepreneur, and his wife Anne, a fashion executive, decided to sell some of their second hand furniture – and realized there was no place for a mere mortal to sell high end furniture other than CraigsList. They dreamt of – and built – a platform where home decorators could find and cherish an expertly curated array of home furnishings and art. Erin explains how selling on Chairish differs from selling on Instagram or other platforms and how their flexibility in working with their vendors ensures vendor satisfaction. She also gives tips on how to get started as a new vendor on Chairish. She discusses photography needs, perfecting your SEO utilization and the importance of
S1 E13 · Mon, May 18, 2020
High Point Antique Design Center
Today on The Business of Antiques I'm back after a break during Quarantine here in Venice. I've spent the last month deep in thought about how we should respond as the antiques industry to this Coronavirus. I've spoken to some of the top names in the industry and in the next few episodes we will be discussing Selling Antiques in the Life and Times of the Coronavirus with some of the people who I think have got it figured out. Today I sat down with Margaret Schwartz of Modern Antiquarian - she in Self Sheltering in New York, me at home in Venice - to discuss how she is responding to the crisis. Margaret gives her advice on selling antiques during these difficult times. Modern Antiquarian is one of the premier sellers of Swedish and Garden Antiques in the United States. Margaret began her career at Martha Stewart Living. Her background played a key role in inspiring Margaret to pursue her interest in the home decor business. After leaving Martha, Margaret acquired The Summer House, an antiques and home design store in New Canaan, Connecticut. Having her own brick and mortar store, Margaret was able to apply and refine her signature style and passion for home design. She made a bold move to rebrand her store calling it Modern Antiquarian and focusing exclusively on antiques. Margaret shares her innovative marketing strategy, how she's using social media to establish connection with her buyers and gives advice on why you should take our Antique Dealer Training and Mentoring Program. Talk to you soon, Ciao Ciao Toma Clark Haines, The Antiques Diva The Antiques Diva & Co : Antique buying tours and sourcing services in 16 countries on 3 continents Antique Dealer Training Program : Antique dealer training and mentorship & services for new and experienced dealers The Antiques Diva Furniture Collection By Aidan Gray : Reproductions using classic design mixed with modern materials Republic of Toma : Custom jewelry designed by Toma, inspired by her love of antiques and travel
S1 E12 · Mon, May 11, 2020
Behind The Scenes in Quarantine with Toma Clark Haines
In this episode of The Business of Antiques we share the Behind the Scenes Podcast with Host Cindy Hodnett - the director of public relations and communications for the IMC, owner of High Point, Las Vegas and Atlanta Markets. Today on our podcast the tables are turned. Instead of me interviewing Cindy - Cindy interviewed me - Toma Clark Haines - on what it’s really like to live life in Quarantine in Italy. We discuss quarantine, running a business, the changing tides of design, and what trends to expect coming out of the Coronavirus as well as how this virus has changed me. We take a moment to reflect on wellness. Now more than ever self care is important and we discuss the various ways you can care for yourself during these days of self sheltering. Until Next Time Toma Clark Haines, Founder - The Republic of Toma https://www.republicoftoma.com / CEO - The Antiques Diva https://antiquesdiva.com/ The Antiques Diva & Co : Antique buying tours and sourcing services in 16 countries on 3 continents Antique Dealer Training Program : Antique dealer training and mentorship & services for new and experienced dealers The Antiques Diva Furniture Collection By Aidan Gray : Reproductions using classic design mixed with modern materials Republic of Toma : Custom jewelry designed by Toma, inspired by her love of antiques and travel
S1 E11 · Mon, April 20, 2020
Selling Antiques in the Life and Times of the Coronavirus: The Modern Antiquarian
Today, on The Business of Antiques, I'm back after a little break in the midst of Quarantine here in Venice. I've spent the last month deep in thought about how we, the antiques industry, should respond to this Coronavirus. I've spoken to some of the top names in the industry, and in the next few episodes, we will be discussing 'Selling Antiques in the Life and Times of the Coronavirus' with certain people who I think have got it figured out. I sat down today with Margaret Schwartz of Modern Antiquarian - she is Self Sheltering in New York, me at home in Venice - to discuss how she is responding to the crisis. Margaret gives her advice on selling antiques during these difficult times. Modern Antiquarian is one of the premier sellers of Swedish and Garden Antiques in the United States. Margaret began her career at Martha Stewart Living, which played a key role in inspiring Margaret to pursue her interest in the home decor business. After leaving the Martha empire, Margaret acquired The Summer House, an antiques and home design store in New Canaan, Connecticut. Having her own brick and mortar store, Margaret was able to apply and refine her signature style and passion for home design. She made a bold move to rebrand her store calling it Modern Antiquarian and focusing exclusively on antiques. Margaret shares her innovative marketing strategy, how she's using social media to establish connection with her buyers and gives advice on why you should take our Antique Dealer Training and Mentoring Program. Talk to you soon, Ciao Ciao Toma Clark Haines, The Antiques Diva Found out more about Margaret Schwartz at Modern Antiquarian Also check out The Antiques Diva here: The Antiques Diva & Co : Antique buying tours and sourcing services in 16 countries on 3 continents Antique Dealer Training Program : Antique dealer training and mentorship & services for new and experienced dealers The Antiques Diva Furniture Collection by Aidan Gray : Reproductions using classic design mixed with modern materials Republic of Toma : Custom jewelry designed by Toma, inspired by her love of antiques and travel The Business of Antiques : Podcast on making your antiques business sexy, modern and fun...and PROFITABLE!
S1 E10 · Thu, February 27, 2020
2nd Generation Antique Dealer Mik Hollis
Today on The Business of Antiques I'm LIVE at Las Vegas Market, interviewing 2nd generation antique dealer Mik Hollis, president of Susanne Hollis, Inc. - one of the premier antique shops in America. It's been a design destination for interior designers and the design-minded for over 30 years in Pasadena, California, with over 19,000 square feet of showroom and warehouse space, specializing in pieces from Asia, Europe and South America. Mik grew up traveling the world buying antiques with his mother. He's going to tell us his insider techniques on sourcing antiques and how he runs and markets his antique business. Mik Hollis shares how he's going to bring the world of antiques into the modern digital age, and why he believes pieces from the past continue to have a story worth sharing. Talk to you soon, Ciao Ciao Toma Clark Haines, The Antiques Diva Also check out The Antiques Diva here: The Antiques Diva & Co : Antique buying tours and sourcing services in 16 countries on 3 continents Antique Dealer Training Program : Antique dealer training and mentorship & services for new and experienced dealers The Antiques Diva Furniture Collection by Aidan Gray : Reproductions using classic design mixed with modern materials Republic of Toma : Custom jewelry designed by Toma, inspired by her love of antiques and travel The Business of Antiques : Podcast on making your antiques business sexy, modern and fun...and PROFITABLE!
S1 E9 · Thu, February 06, 2020
Manifesting Your Dreams
I'm LIVE at the Dallas Market Center, sharing my keynote presentation on Manifesting Your Dreams, and making your dreams a reality. I get personal, and talk about things I've never discussed publicly, and how they changed me. I reveal my superpower, and how I developed it and I answer questions from the audience. In today's podcast I'll be discussing vision planning, and the importance of focusing on your goals as I break dream making into actionable steps. What does vision planning have to do with The Business of Antiques? Everything! The Business of Antiques helps you fulfill your dream of becoming an antique dealer, to become very clear in your vision about what you want - and what you don't want. Today's podcast is for anyone who has a dream, and who wants to make that dream a reality. As I always say, #DreamsDoComeTrue. Talk to you soon, Ciao Ciao Toma Clark Haines, The Antiques Diva Also check out The Antiques Diva here: The Antiques Diva & Co : Antique buying tours and sourcing services in 16 countries on 3 continents Antique Dealer Training Program : Antique dealer training and mentorship & services for new and experienced dealers The Antiques Diva Furniture Collection by Aidan Gray : Reproductions using classic design mixed with modern materials Republic of Toma : Custom jewelry designed by Toma, inspired by her love of antiques and travel The Business of Antiques : Podcast on making your antiques business sexy, modern and fun...and PROFITABLE!
S1 E8 · Tue, January 21, 2020
LIVE from The Original Miami Beach Antique Show with Katrina Canady
Toma Clark Haines is at The Original Miami Beach Antique Show, where she's leading her famous #NoPassportRequired antique tours at the annual January antique fair, offering a vast selection of antiques, vintage pieces, and jewelry from over 700 US and international dealers. Mark your calendars for January 2021 and join Toma in Miami: sign up for the Antiques Diva newsletter to get all the dates and other antiques and Diva news and updates. Today Toma is talking to Katrina Canady, Show Manager of US Antique Shows. Toma and Katrina talk about everything that makes OMBAS special for sellers, buyers and lovers of antiques at this world renown annual show where dealers have been showcasing their inventory for decades: What US Antique Shows looks for in an exhibitor What the show is known for Tips on how antique dealers can design their booth space for selling at an antique fair Hints on shopping at an antique fair Behind-the-scenes details on the antique fair industry Toma and Katrina talk about some of the very special and unique finds at the show from dealers around the world - textiles, weapons, furnishings, jewelry, posters... and answer questions you want to know about how and why to buy or sell antiques at The Original Miami Beach Antique Show. The Original Miami Beach Antique Show #OMBAS www.originalmiamibeachantiqueshow.com www.instagram.com/usantiqueshows Talk to you soon, Ciao Ciao Toma Clark Haines, The Antiques Diva Also check out The Antiques Diva here: The Antiques Diva & Co : Antique buying tours and sourcing services in 16 countries on 3 continents Antique Dealer Training Program : Antique dealer training and mentorship & services for new and experienced dealers The Antiques Diva Furniture Collection by Aidan Gray : Reproductions using classic design mixed with modern materials Republic of Toma : Custom jewelry designed by Toma, inspired by her love of antiques and travel The Business of Antiques
S1 E7 · Fri, January 10, 2020
Marketing for Antique Dealers
Welcome to our new sponsor, Ronati We are kicking off the New Year by tackling that topic of INCREASING YOUR SALES! And to do that we need to start with Marketing for Antique Dealers. Marketing is the #1 way you can increase your sales. I want to debunk myths about websites that I hear Antique Dealers say: Antique Dealers will often tell me they don't need a website because they sell on Instagram or at an antiques mall, antique fairs etc. Let me tell you something… People are more likely to do business with a company they trust, and a website is the first place they go to check out who you are. Even if you have NO intention to ever sell on your website - you need a simple website just to show you exist. Approximately 30% of all consumers won't even consider buying from a business that does not have a website. Selling Antiques is a very visual and experiential product experience. Learn more about marketing for antique dealers by listening to the full podcast, including: How - and what marketing to outsource Visual marketing tools Social media marketing Content marketing Video marketing Local SEO Email marketing Podcasts I'm super excited to introduce our new sponsor for The Business of Antiques Podcast, Ronati. Think of Ronati as your personal data entry and stock management team. Everything is tracked for you, uploaded and updated from a single location. Ronati is the first inventory and marketplace management tool built specifically FOR AND WITH dealers of vintage, antique and one-of-a-kind pieces in mind. It's been in design and testing mode with antique dealers in both the US and UK for over a year. Ronati's eCommerce Manager is an all-in-one inventory and marketplace management tool. If you'd like to try it out for free, head over to www.Ronati.com/businessofantiques to activate your free trial program with no obligation and no payment information required. There are a limited number of these free trial programs, so be sure to reserve yours before they're gone. Talk to you soon, Ciao Ciao Toma Clark Haines, The Antiques Diva Also check out The Antiques Diva here: The Antiques Diva & Co : Antique buying tours and sourcing services in 16 countries on 3 continents Antique Dealer Training Program : Antique dealer training and mentorship & services for new and experienced dealers <a href="http://www.aidangrayhome.com/
S1 E6 · Fri, December 20, 2019
Kelli Ellis, International Design and HGTV Star
Kelli Ellis is well-known across the design industry. Her most recent venture as VP of Industry Relations for EU, UK, and US of Ronati where she supports dealers of antique, vintage, and one-of-a-kind pieces around the world with technology and tools to help their businesses thrive. I had the opportunity to sit down with Kelli to talk about a slew of serious topics from her new role with Ronati - the e-commerce manager that's about to Take the Antiques World by Storm - to her recent move to Barcelona - and the question we all want to know… which brand of red lipstick does she actually wear? Spoiler alert - It’s Mac Ruby Woo. In fact, Kelli and I compared perfumed notes over our pucker power and discussed plans for the future as well as how we get what we want out of life. Kelli Ellis is an interior designer, lifestyle expert and lifelong traveler who represents the epitome of livable luxury and casual international style mixed with rock star glam. Kelli is well known on TV and radio: you’ve seen her designs featured on TLC’s Clean Sweep , HGTV‘s Takeover my Makeover , Celebrity Holiday Homes , House Hunters Renovation , and productions of Value Booster’s , Move or Improve , and The House Therapist, and watched her design homes and offices on Bravo’s Real Housewives of Orange County ; as well as her own shows on The Design Network, Design Therapy, and Mid Mod: Then and Now. Her celebrity and discerning clientele benefit from her extensive world travels, adding dramatic artwork and antiques to create unique havens. Talk to you soon, Ciao Ciao Toma Clark Haines, The Antiques Diva Found out more about Margaret Schwartz at Modern Antiquarian Also check out The Antiques Diva here: The Antiques Diva & Co : Antique buying tours and sourcing services in 16 countries on 3 continents Antique Dealer Training Program : Antique dealer training and mentorship & services for new and experienced dealers The Antiques Diva Furniture Collection by Aidan Gray : Reproductions using classic design mixed with modern materials Republic of Toma : Custom jewelry designed by Toma, inspired by her love of antiques and travel <a href
S1 E5 · Tue, December 10, 2019
What's Spanx Got To Do With Antiques
Okay People: We are going to Get REAL on today's The Business of Antiques podcast. You might say, We’re getting naked . Which given I’m recording this episode in Berlin Germany seems appropriate. My company The Antiques Diva is actually a German enterprise and I’m at headquarters to make sure all is right in the world. Now Berlin happens to be home of the Burlesque. So somehow saying We’re getting naked in Berlin feels appropriately inappropriate. Okay - we are keeping this PG - which means we are not totally naked but definitely we are stripping down to our Spanx. I LOVE Spanx. Let’s face it, I’m curvy girl. I’ll never be a waif. Even at my thinnest times I have curves. Boobs. A waist. Hips. It’s either a curse or a blessing depending who is talking about it. So when Spanx came out I was THRILLED. They are the perfect solution to my figure flaws (or assets). BUT you have to be thinking what in the world is Toma Thinking - What do Spanx - and support garments in general - have to do with The Business of Antiques? Everything. Because at The Business of Antiques I’m making you look at your Antiques Business in a Whole New Way. You’re not just building an antiques store - successful antique dealers build a brand. And one of the most impressive brands I’ve come across in a long time is Spanx. Color tells a story. Why did Sara Blakely choose the color red to reflect her brand? What colors speak to you and tells your brand's story? Listen to to the podcast What's Spanx Got To Do With Antiques? to learn how sharing your authentic story can help you build your brand and take your antique business to the next level. Talk to you soon, Ciao Ciao Toma Clark Haines, The Antiques Diva Also check out The Antiques Diva here: The Antiques Diva & Co : Antique buying tours and sourcing services in 16 countries on 3 continents Antique Dealer Training Program : Antique dealer training and mentorship & services for new and experienced dealers The Antiques Diva Furniture Collection by Aidan Gray : Reproductions using classic design mixed with modern materials Republic of Toma : Custom jewelry designed by Toma, inspired by her love of antiques and travel The Business of Antiques : Podcast on making your antiques business sexy, modern and fun...and PROFITABLE!
S1 E4 · Mon, December 02, 2019
Toma Talks to Madcap Cottage
Toma talks to Jason and John of Madcap Cottage on The Business of Antiques Podcast, recorded at Venice's famous Gritti Palace. They discuss the importance of diversification in income streams, how the entire industry has changed and candidly discuss their solutions for increasing their profit margin. Jason and John are two of the smartest strategists in the industry and are setting the design world on FIRE! Talk to you soon, Ciao Ciao Toma Clark Haines, The Antiques Diva Also check out The Antiques Diva here: The Antiques Diva & Co : Antique buying tours and sourcing services in 16 countries on 3 continents Antique Dealer Training Program : Antique dealer training and mentorship & services for new and experienced dealers The Antiques Diva Furniture Collection by Aidan Gray : Reproductions using classic design mixed with modern materials Republic of Toma : Custom jewelry designed by Toma, inspired by her love of antiques and travel The Business of Antiques : Podcast on making your antiques business sexy, modern and fun...and PROFITABLE!
S1 E3 · Fri, November 29, 2019
Your USP: Unique Selling Point
When it comes to marketing your antique business you need to identify your niche and communicate what makes you different from all the other antique dealers out there. Why should someone shop with you versus someone else? You’ve got to Communicate Your Thing . In marketing terms this is your USP - Unique Selling Point or Unique Selling Perspective. When you’re running an antiques business - you need to be SAVVY about communicating your message. You need to BE SPECIFIC. Every single antique dealer I knows has a USP - find yours and COMMUNICATE IT! There are a lot antique dealers. That’s a lot of people doing the exact same thing. When you sell antiques you’re selling a story. Your Unique Selling Purple What's your purple - your story that is uniquely you? The first thing you need to look at as an antique dealer is your personal story. People buy antiques for the story. And not just the story of the antique but also the story of the people who they buy antiques from. What I want you think about is WHAT EXPERIENCE CAN YOU - or do you already - OFFER YOUR clients that you're not communicating? What's your Unique Selling Point? What part of your story is so remarkable and unique that people will continue talking about you when they walk away from meeting you or following you on social media. The next part is communicating your USP skills. Then get personal - Everyone has a thing . Very few businesses are one-of-a-kind. Unless you can pinpoint what makes your antique business unique in a world of homogeneous competitors, you cannot target your sales efforts successfully. One way to figure out your USP is start is to analyze how other companies use their USPs to their advantage. Listen to the USP podcast for more ideas, stories and inspiration on how to identify and communicate YOUR USP: Unique Selling Point! Talk to you soon, Ciao Ciao Toma Clark Haines, The Antiques Diva Also check out The Antiques Diva here: The Antiques Diva & Co : Antique buying tours and sourcing services in 16 countries on 3 continents Antique Dealer Training Program : Antique dealer training and mentorship & services for new and experienced dealers The Antiques Diva Furniture Collection by Aidan Gray : Reproductions using classic design mixed with modern materials Republic of Toma : Custom jewelry designed by Toma, inspired by her love of antiques and travel <a href="htt
S1 E2 · Fri, November 08, 2019
Industry Legend and Icon Olga C. Granda
Toma is in Venice with antiques industry icon and legend Olga Granda, someone she admires and who makes things happen. This podcast was recorded over lunch at Terrazza dei Nobili - we apologize that it's a bit difficult to hear - but well worth the effort! Meet Olga C. Granda: Cultural Entrepreneur Olga began antiquing as a child traveling through Europe with her father, an antique dealer. Growing up in Miami, Olga left home at 14 to train as a ballet dancer and fell in love with the art and history and travel. After her early career in dance, Olga joined her father in his antiques business Alhambra Antiques in Miami for 14 years. Olga is an expert in European art and antiques and earned the respect and admiration of dealers and clients worldwide for her keen eye and exceptional taste. Fluent in four languages, Olga's career merges 21st-century technology with the arts, both visual and performing. In around 2007 and the early days of blogging, through Toma's blog The Antiques Diva she met Olga and her blog Dancing Through Paris in around and they met in Paris at the Mercanteinfiera Antique Show a few years later. Olga's experience as a dealer fueled her drive to pursue her own point of view and create new trends in the antiques industry as the Founder and Chief Operating Officer of The Highboy , an online antiques marketplace for exceptional antique and vintage furniture, art and decor. Today Olga is a cultural entrepreneur and the Artistic Director and CEO of Sanctuary of the Arts , an artist-led institution created for the purpose of healing, empowering, and uplifting. Talk to you soon, Ciao Ciao Toma Clark Haines, The Antiques Diva Also check out The Antiques Diva here: The Antiques Diva & Co : Antique buying tours and sourcing services in 16 countries on 3 continents Antique Dealer Training Program : Antique dealer training and mentorship & services for new and experienced dealers The Antiques Diva Furniture Collection by Aidan Gray : Reproductions using classic design mixed with modern materials Republic of Toma : Custom jewelry designed by Toma, inspired by her love of antiques and travel The Business of Antiques : Podcast on making your antiques business sex
S1 E1 · Fri, October 18, 2019
How To Start An Antiques Business
You've heard me say it time and time again - Dreams Do Come True . But have you ever wondered How ? What goes into making your dreams a reality? When I discuss the trajectory of my career from writing a blog about where to buy antiques in Europe to launching a 1-woman business to becoming a global empire with antique buying tours in 16 countries - I simplify things and say that the secret to my success was putting one stiletto clad foot in front of another. But what does that mean? Every day I took - and continue to take - one step forward. While that seems easy to say in retrospect - trust me - when you're in the trenches - it's difficult to even know where to start! The first step is the hardest. It all feels... overwhelming. Okay, let me get real - I am 11 years in the business - and I still get overwhelmed! But what I've learned when I feel overwhelmed all I have to do is ONE MIT: Most Important Thing. It's my #LifeHack. Regardless of any situation - personal or professional - I can always do One Thing. And that One Thing leads to the next thing. If you want to start an antiques business - Don't think about STARTING an antiques business. That can feel daunting. It can feel overwhelming. Instead, think about LEARNING HOW to start an antiques business. Make Learning About Starting An Antique Business your One Thing You Do until it leads to the next step. If you want your Dreams To Come True - I challenge you to set aside anywhere from 10 minutes a day, to 30 minutes 3 times a week to do research on starting your business. Set a date on your calendar with yourself and make it a priority to LEARN how to be an antiques dealer. Treat it like school. Buy a 3 ring binder. Buy a notebook. Save a folder on your laptop. To get started on the 1st day you might simply want to google and read an article on how to be an antique dealer. The next day you might want want to read an interview with an antiques dealer on how he got his start. The 3rd day you could research local antique shops. One the 4th day look at your calendar and schedule visits to local antique malls and fairs. You don't have to go to the shops or fairs. Simply make a date to put them on your calendar. Day 5 and beyond I want you to start a Pinterest board with various antiques you would like to sell. Dream Big. I want you to start defining your style. If money were no object what would you WANT to sell? This is going to take more than one day - it will be a continual thing you work on as you build your fantasy inventory. Create a list of your favorite antique dealers and then continue to add to that list. One one day you can choose one antique dealer you like and define why you like them. Articulate why and what. This will lead you to determine how you can do it too. You need to understand what type of antique stores and inventory you're drawn to. You're figuring out what type of antique dealer you want t
Trailer · Tue, October 15, 2019
Welcome
I'm Toma Clark Haines, host of The Business of Antiques podcast. I'm on a mission to make antiques sexy, modern and fun... and PROFITABLE !
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