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  • Susan Dickenson

Retail Profile: Paysage

PaysagePaysage offers interior design services commensurate with the investment quality of its merchandise, showcased in a retail environment that is approachable and sophisticated.
RICHARD AND JANE MARQUARD ARE THE owners of Paysage, a high-end home furnishings store with locations in Cleveland Heights, Ohio, and Wilmington, N.C. The Ohio store, at 7,000 square feet, opened in 1986 ,and the 3,000-sq.-ft. Wilmington store opened in 2004.

The owners describe Paysage as "ever-changing lifestyle portfolios distilling a multitude of leading-edge home furnishings luxury brands." For example, PaysageStyle is the name they've given to their most luxurious product vignettes. Richard Marquard likens the PaysageStyle portfolio to a "narrow package" curated from designer collections and vendors that include Bunny Williams, Tara Shaw, Suzanne Kasler, Lillian August and Laura Kirar, among others.

"In addition, furniture manufacturers such as Baker, Lee Industries, Modern History and Wesley Hall offer excellent selections from which we create our diverse and flexible lifestyle settings," Marquard added. "As for additional key resources, there are dozens of luxury brands we work with on a regular basis."

Paysage's home accent categories include lighting, wall decor, decorative accessories, tabletop, accent furniture, bed and bath, garden decor and permanent botanicals.

The Marquards shop High Point, Atlanta, New York and "the streets of the world."

How's business? Growing! If you are not growing now, something is wrong. Over the most recent seasons, there has been a culling - and perhaps a cleansing -- in all business sectors. The strong and able have survived the downturn. As stability is achieved, consumer demand increases (albeit slowly and cautiously) and growth is now possible. The Paysage model is one that maintains flexibility at all levels. Because of this, we are able to take advantage of the good times as well as weather the storms. We also have an outstanding group of extremely talented and experienced people, many of whom have been with us more than 15 years. Because of our quality portfolios ... our savvy customers and clientele seek us out and buy with confidence.

Describe your store: The Paysage experience is one that touches all the senses of our guests with approachable, affordable, fun and sophisticated environments. We provide talented and experienced interior design services that enable PaysageStyle integration of investment-quality home furnishings to enhance our clients' lifestyles.

How do you reach your customers? Our most amazing promotional event is our "Week of Wow," which is exactly what it sounds like. We set aside a week once a year to celebrate with our marketplace

December cover  2010A Paysage vignette graces the cover of Home Accents Today's December issue.
"style" and the many different layers that affect our state of being. It is not just about luxurious interiors style, but quality lifestyle enhancements. The days emphasize seminars, workshops, classes and presentations that cater to our five major senses and beyond. We partner the events with others within our community as well as nationally.

Do you see any trends emerging or remaining "hot" in your area? We do not believe in trends. There are always current influences that affect the basic elements of style, but, good design is good design -- period. Not much is really new. Like a good chef, it's all in how you blend the ingredients. Today, we are starting to see a filtering of, let's call it, "vintage-like" elements. We've seen it before. But this time it is clean, light and utilized singularly for purity or in an uncluttered, harmonious array. It is just coming and will last as we reset the style button.

What is the most enjoyable part of your job? Helping people find their style and getting their feedback from doing our job well; appreciation from our luxury brand partners and participation in their success; and the cherished relationships with our Paysage family both past and present.

Do you have any advice to other retailers? Although retailing appears from the outside to be pretty basic and appealing, it is not as easy as it appears. Business is business. Maintain a current three-year business plan, update annually and stay true to your mission statement. Enjoy the people you meet all along the way. It is all about relationships. Attaining and implementing your successful formula takes hard and smart work. Success is fun, and without the enjoyment and satisfaction, there is no fun.