We were featured in the July 2003 issue of Accessory Merchandising Magazine in their "Profiles in Retailing" section.

California Dream

Retail Profile, Homescapes, Carmel.

Brothers Thompson (below, right) and Beau Lange (below, left) humbly credit the success of their California-based upscale retail venture, Homescapes, Carmel, to dumb luck. Seven years ago, the brothers-raised on California's Monterey Peninsula-converted an old laundry in Pacific Grove, CA, into their first retail store, selling a unique combination of plants and accent furniture. In 1999, they opened a second location in Carmel. After consolidating the two stores in the new location, the brothers began focusing on their larger offerings, most recently introducing a line of leather furniture. Punctuating these impressive accomplishments, Homescapes, Carmel, was voted "Best Furniture Store 2003" by the readers of Coast Weekly magazine. Our recent conversation with Thompson Lange proves hard work trumps luck every time.

So, how's business?

TL: Things have just taken off for us. Last year for many people in our area, the economy was bad, but our sales almost doubled. And they're up 50 percent this year when other stores are closing.

What's your secret?

TL: I really think that advertising, as expensive as it can get, is causing the jump in our sales. Because we're local, we're still referred to as "the boys." That kind of aspect provides different ways to advertise. We run commercials of us on ferry boats n Indonesia and in factories in China and put journal entries on our Web site. We can't just keep saying we're great-we have to make our store unusual by personalizing it.

Do you have a buying philosophy?

TL: I think of it as treasure hunting-I'm always trying to find the next thing. I don't actually like to shop, but I do like to go away for the week-end, so I will schedule a vacation around some obscure gift show. I was in Seattle a little while ago and found three new vendors. Nobody in my town has product like this because they didn't go up there.

Can you describe your merchandise mix?TL: Our major profit merchandise is our import furniture. We buy antiques from China and Dutch Colonial Pieces from Indonesia. Our reclaimed teak has interesting character and gives a rough edge to our product line. The Monterey Peninsula is really known for its art community, and we have an art opening every few months that puts us on the social radar of the locals. We also sell plants and orchids, which really relaxes people. Some customers have never bought anything from us but an orchid-but they come in every week to buy three.

What part do decorative accessories play?

TL: Accessories are the bread and butter. They make the store look as great as possible and give people something to buy every day. By just changing the accessories, it can give a whole new feel to the product lines. Some people may not think they want Chinese furniture, but if you bring in new accents, something looks different and they'll buy it.

What is your selling approach?

TL: We try to change the store around so we don't get bored with it and our regular customers don't' either. We merchandise around the front door so customers can quickly see from the tags that we have well-priced things mixed in with expensive stuff. It increases the value of a $10 item if they take it off a $4,000 table.