Winter 2010

Tabletop With a Dash of Zest! By Cynthia Sutton Stolle

Sometimes a plate is just a plate until you add the accessories. Then it becomes something that the customers can picture in their homes. Quite often they will end up buying the whole set—it’s an easy decision; they’ve seen it done! This display makes use of Spanish moss, which is plentiful in the South. Spanish moss makes a great filler for floral arrangements and can be purchased by the pound at craft stores too.

Don’t forget the centerpiece.

A simple display featuring an elegant candelabrum along with selected tabletop accessories can do the trick. But it’s also fun to create elaborate displays that tell a story. As an example, we carry a group of whimsical numbered balls. Customers were always asking what they could do with them.

So we created a centerpiece for an Easter brunch using the numbered balls set inside Easter eggs. We suggested customers use this as a table game—the guest would pick a number and the hostess asks the guest the corresponding numbered question from a list. The display was so effective that we sold out of numbers.

Fake food is a great add-on for your display. I’m always surprised how often customers want to buy even the food pieces to exactly reproduce the display at home.

Show different styles of table linens because they set the “stage” for a tabletop sale. We often carry unique pieces such as these rock placemats to add an unexpected touch to our displays.

Promote your brands in groupings, but also show how patterns can be mixed. We sometimes pair fun, seasonal melamine plates with our fine china. These displays teach customers to think out of the box and be creative.

Cynthia Sutton Stolle

Retailer Cynthia Sutton-Stolle of Silver Barn, in Columbus, TX, has over 25 years' experience in retail. The store's website is silverbarnantiques.com. Sutton-Stolle is an active user of social media as well. Her loyal customer base follows her on Twitter, Facebook and on her blog.