Press

An interview with Jean-Marc Fray and Cynthia Fray about the antique marketplace today and how the internet is transforming the way antiques dealers are doing business.
Featured in the May-June 2008 issue of Texas Home and Living Magazine. Interview conducted by Jennifer Krichels.

THL: What's happening in the antique marketplace?

JMF: Internet sales have increased dramatically. Antiques and decorative arts businesses have grown their markets through their websites, offering first time buyers and collectors an opportunity to compare, learn and purchase pieces outside of their traditional local market. Leading antiques dealers across the nation have created a vast source of information on the internet, thereby making antique "goods" more accessible to the common buyer. The buyer's creativity, fueled by a much larger inventory from which to choose, a chance to educate oneself and discover all sorts of possibilities for their own décor, can now be expressed outside of the traditional modes and guidelines imposed by their local social environment.

THL: What should a buyer on the internet be wary of?

JMF: As we've learned, the net is an uncontrollable and wild distribution machine, but it can be an efficient one. The most serious dealers want to develop their web sales (the exposure is fantastic, rent and advertising can be brought to a minimum). They will stand behind the merchandise they promote, strive to give potential buyers the most accurate description of the items for sale, and guide their clients through the delivery process in hopes of turning them into happy repeat customers.

THL: How do you sort through all the dealers - what should a buyer be looking for?

JMF: A potential buyer should always check out a dealer's credentials first - look for credible affiliations and read the history of the business either on their website or through press articles before you buy. Talk to the dealer over the phone - you can sometimes get a better feel of whom you are dealing with simply by having a conversation and asking questions as opposed to communicating via email. You can also ask for references - a reliable antique dealer would have no problem with that. The website should have high quality photos and a nice selection of pieces to choose from. Inquire about the return policy before you buy, so there are no surprises.

THL: What are the Pros and Cons to buying antiques over the internet?

JMF: The Pros: Good prices. Being able to compare prices with a larger number of dealers translates into the best deal for the buyer. People buying from out of state do not pay sales tax on the pieces they buy either. Sometimes that is enough to cover their shipping costs. Buying over the internet can mean more choices - buyers are now able to access inventories of hundreds of dealers around the world, so they have much more to choose from (although it can be overwhelming). This is a real advantage in a time where antiques are becoming scarcer and much harder to find.

The cons: There is no human contact. The internet simply cannot replace the personal experience one has doing business in person. The buyer can't see the piece close-up, can't feel the finish of a piece or smell a fresh coat of wax. Also, when you buy locally, you can usually take a piece home on approval, which is not easily done over the net.

THL: What are people buying now?

JMF: A considerable percentage of our sales is now coming from the internet, so we sell basically everything. We offer a wide variety of styles and diversity in our inventory. For instance, we just shipped a very classic marble top Louis XV style buffet to Canada; that same day, we sold a French Art Deco chandelier to a client in Pasadena. Many of our clients are designers who are constantly in search of decorative pieces, such as gilded brass floor lamps, Murano glass, gold-leafed and silver-leafed mirrors, etc.  As far as the local market is concerned, the region is sill going through a fascinating transformation. Designing tastes still include provincial, country French themes although urban living is pushing an interesting mix of classic pieces combined with mid 20^th century modern and a variety of accessories.

THL: What do you think gives interiors that flair that people call the "French Touch"?

JMF: I think the French have an innate understanding and appreciation for art and design. Without wanting to sound pretentious, it is important to remember the extraordinary wealth of knowledge in the arts the French have carried over throughout the centuries. Their passion for the arts, prompted by inspired artists, craftsmen and royalty in the 18^th century, provided Europe and the new world with stylistic references. Today's leading designers such as Philippe Starck, Andree Putmann and Jacques Garcia, continue to redefine design in the 21^st century.

The French lean on their expertise - a result of their culture - without hiding behind it. Creating design is creating art, without limitation. The "French Touch" is knowing how to incorporate classicism and surprise  - how to mix the patina of the old with the freshness of the more modern accessories whether they come from France, Spain or Italy, in order to reveal one's sense of aesthetic and originality. I love this quote by E. Herriot that says, "Culture is what remains when one has forgotten everything." The "French Touch" in design is incorporating culture in the quality of a creation, but also challenging it with elements that produce a harmonious, dynamic and uplifting "tableau".