Luxury Living with Debrae Little

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0:00:00
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Wesley Knight
0:00:04
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Debrae Little
0:00:15
Hello everyone, this is Debra Little, host of Luxury Living with Debrae, where we offer expert interior design advice and inspiration. Today we will explore a design showroom to the trade only that offers furniture, lighting, fabrics, wall covering, and rugs, and everything in between. We're happy and excited to have Ken Vaca here today from Elon Collections with us. Welcome. Thank you. Thank you for having me. Welcome. So let's just jump right in and get to know Ken. What drew you to this business?

Ken Vacca
0:01:26
I think I've spent 20 years in retail and that I think what set me up for to it was a natural transition to go from selling fabrics to people to actually selling a look. And I think that it transformed easily. Because it's about customer service, it's about relationships. And I think it was an easy transition. Because it's all about relationships

Ken Vacca
0:01:51
and giving people what they want.

Debrae Little
0:01:53
Well, I like that as a designer. I'm always on the hunt for the best possible fabrics, wall covering, furniture, and everything. And so every time I have to say that I've had a personal experience with the Elan Collections, I've gone in there and I've browsed through their fabrics and I've always found something wonderful and exciting each time I've come.

Debrae Little
0:02:14
And it seems to be something for every client that I perform design work for. So that's why I'm excited that you're here. And so moving right along here, what role do you play in design? I know that since you're to the trade only, you're offering to intern designers and you help to educate them on the current fabrics

Debrae Little
0:02:37
and different styles and trends that are happening. And so having said that, what role do you play in design?

Ken Vacca
0:02:48
I think the role I've learned to gravitate towards is to try and bring new product that's not available locally. I try to go over to Europe and bring in product that is only available in Europe to get vendors to bring new product here so it expands your possibilities to what you can bring to your design. And I think I've done that more and more because overall people go, people are creatures of habit and to break them out of that habit and bring new things to their design table is like,

Ken Vacca
0:03:15
wow, I didn't know they existed. And like, well, yeah, we went out and got it for you and here you go. So they seem to have appreciated that. Yeah, I bet they're thrilled with that.

Debrae Little
0:03:22
At least I know I am. So tell me about inline collection in general. How is it set up? If I'm a designer for the first time coming into your showroom, what do I see? I mean, I know you have fabric and wallpaper and everything, but how do I feel like I'm going into a really plush store?

Debrae Little
0:03:44
Do I feel, is it somewhere that I can actually sit and bring a client in and perhaps have a consultation and display different things there? What can I expect as a designer coming in to utilize your services?

Ken Vacca
0:03:57
Okay, I think the first thing that hopefully you'll see when you come through our doors is a big smile and a welcome. We of course, we want designers to bring in their clients to spend as much time as they want in our showroom. They can shop for projects ahead, projects that are currently, we have people come in and spend eight hours a day just looking for memos and they work for projects.

Ken Vacca
0:04:21
And we're there just to help you on a day-to-day. We're not here to be high pressure. We want you to enjoy your experience. You walk in, you see a very gracious amount of fabrics hanging from the cabinets, and I think it hopefully creates people's excitement to want to create for their projects.

Debrae Little
0:04:40
So I can hear it in your voice. You sound like you're very excited about what you do, and I can tell from your experience all the wonderful ideas or I'll say ideas that you bring to a line collection Who do you serve Who are your clients?

Ken Vacca
0:04:57
I mean we work with a residential the hospitality casinos commercial retail spaces workrooms and architects Anybody who has a need for what we represent is who we work with and if they don't know us We go out and find them.

Debrae Little
0:05:15
Oh, so you actually have like an independent representative that comes out and keeps track of what projects are going on and see how your online coalition can serve them?

Ken Vacca
0:05:24
Yep, we actually have three outside sales team that go out and serve us. So if, like I said, the designers can't come to the showroom, you know, i.e. the hotel design firms, we take the product to them. So we're there to always be a good resource.

Debrae Little
0:05:40
Well, I think that's a wonderful resource that you're offering. Can you share with us the most unique or luxurious furnishings or fabric or lighting that you worked on for like high-end clients?

Ken Vacca
0:05:53
Yeah, I'll touch on one that I did a while back. I had a designer who wanted to do a room from top to bottom, ceiling, walls, floor, furniture, all the same. Everything was monochromatic. Everything was the same pattern. It's like you walked into a room with just one fabric. It was beautiful the way it was done. I didn't visually see it until it was finished. We had tufted walls, tufted ceiling. You walked in and you felt like you were in the warmest, most inviting room you've ever been in. It was just beautiful. Everything was the highest end that she could bring to the table as far as fabrics.

Debrae Little
0:06:28
She wasn't cutting the corners. It was beautiful. So when you say that, was it serene or an inviting and calming or was it something that was like thought-provoking in terms of the color palette? Thought-provoking, very much so. Okay. Yep. Can you describe the most memorable experience are a discerning high-end client?

Ken Vacca
0:06:50
That's a good question. I would say that discerning.

Debrae Little
0:06:57
You know, very distinctive. Someone that came in and you know it's just similar to the experience you just said that the designer used all the same fabrics in the same room. Have you done anything that was really wacky or unusual or out of the box? Have you had an experience with someone coming in and saying, I want everything in polka dots or I want everything in plaid or I, it has to be this or it has to be some specific finish or something like that.

Ken Vacca
0:07:27
I would say the most discerning we had was we had a woman who wanted to do a Barbie. Everything was Barbie, had to be the right shades of pink. So we had every vendor trying to find that right shade of pink. And you know what? It worked. We did it. We got it what she needed. The kid was happy. Was it a kid? Yes. Oh, it was. It was a kid. It was a kid's room. Oh, my God.

Ken Vacca
0:07:48
Yeah, it was beautiful.

Debrae Little
0:07:50
It sounds fun.

Ken Vacca
0:07:51
It definitely is fun.

Debrae Little
0:07:52
I'm sure I could see them.

Debrae Little
0:07:53
They should have been running clips of Barbie somewhere on a screen in the room as well, you know, might have added to the whole atmosphere. I think that's a great question. I think that's a great question. I think that's a great question.

Ken Vacca
0:08:29
People don't know us. We want to go out there and know them. I think word of mouth is still your most powerful way to get to know people. People who don't know us, if they know a designer, wow, we didn't know you, but we know them, so now they know us. So it's all circular. You know, it comes around, goes around.

Debrae Little
0:08:46
But I think we're always out looking for new people who don't know us. Well, I think that we're all in this business. that next client that's going to engage us and set us on a path to explore something new and exciting for fabric or wall covering. At least I am. I can attest to that for sure.

Ken Vacca
0:09:05
How does the economy affect your business? Immensely. The economy, let's just, well, I'll use the pandemic as an example. When the pandemic occurred, the contract business completely shut down. It was the residential who saved us. Residential designers came out of nowhere and we're doing so many projects. It was wonderful. But from day to day, you know, it

Ken Vacca
0:09:24
depends on how things are going in Washington. Depends on how things are going on the stock market. That makes a big difference. Wow. It really does. It does

Debrae Little
0:09:31
really have that. It trickles down. Right. So then with pending tariffs that have been slotted for the coming of 2025 and some of those things. For that matter, I'm going to say shipments and all of that, that's going to affect all of that. If you have selected fine fabrics that are, say, from Europe, which you had mentioned earlier about going on your hunt for the best thing to supply or offer to your clients, that's going to affect you as well.

Ken Vacca
0:10:01
Yeah, the tariff, we went through that four years ago where we had the tariffs were initiated on a lot of product and people were coming back going, why is this happening? Like, well, tariffs have been implemented and now it's part of your package.

Debrae Little
0:10:18
So it just affects the prices and the availability?

Ken Vacca
0:10:22
That and the shipping is what's really gone up for everybody. So that becomes a stickler sometimes where they

Debrae Little
0:10:32
make decisions and unmake a decision. Well that's a hard, that's a hard pill to swallow. But you know for an exclusive client maybe you might be a little insulated in some ways from that. Yeah. I'm not sure. Hopefully. Yeah. Yeah. Because there

Debrae Little
0:11:02
are people still doing, clients are still doing renovations, still buying new homes and renovating new homes as well as purchasing older homes and renovating those. So it seems like the business for some faction of your business, it might be somewhat insulated

Ken Vacca
0:11:22
based on that in terms of dealing with the high network individuals. What do you see in your business for the future?

Debrae Little
0:11:16
that this is what we're going to now do? This is the expansion or something different we're going to be offering?

Ken Vacca
0:11:22
Well I think I've always been a believer that if it's not broke, don't try and fix it. I think right now, I think the most important thing for our business is having a really good solid team. I think that reads well into people's interactions with our team. I think seeing a constant steady, keep people at ease,

Ken Vacca
0:11:43
where you see a constant turnover, that can make people a little wishy-washy. Our plan is to stay the course, just be there as a resource. We don't do anything unique when anybody else does, but we just like to be there

Ken Vacca
0:11:55
and we're excited to be a part of their projects.

Debrae Little
0:11:57
Well, it sounds like if it's, like you said, if it's been working, then why change it? So tell me a little bit about what the current trends are. I mean, 2025 is right around the corner. Is there something that you're seeing? Is there, I mean, it's just as if we had a guest here

Debrae Little
0:12:15
at one time that was from the paint industry and she shared with us what she sees coming and changing and how people live their lives and those things and what their expectations are for a home. And that reflects on you in terms of furniture, because I know you have certain furniture lines there

Debrae Little
0:12:32
as well. So what are you expecting to see in 2025?

Ken Vacca
0:12:37
I think the biggest thing that's coming down the pipes right now is the color influence. One of our worst selling colors over the years has always been green, but now green has made a big, huge, huge impact. You're seeing it across the board.

Ken Vacca
0:12:50
So that's exciting to see finally. And people have warmed up to that. And I think for design part, you're seeing a lot more large-scale wall coverings. Huge.

Debrae Little
0:13:02
Like in mural form?

Ken Vacca
0:13:05
Mural form.

Ken Vacca
0:13:06
And they have the clamor to it. And it's amazing how wall covering has changed over the years. Because when you go back to the 70s and 80s, you know what people say the wallpaper and they're like So we tried to use the word wall covering so that gives a little bit of twist on it But everybody is clamoring to do their walls, which is great to see because they hadn't do that for quite a while

Debrae Little
0:13:24
Yeah, I love walk on rings. I mean, they're just they can I think they're the easiest way to Reshape and and change and maybe imagine a room Yeah, it's either paint and wallpaper covering and I guess the combination together. You got a hit. Yes, as far as I'm concerned. Yes. Well, how do you stay ahead of your? Competitors, who are your competitors?

Ken Vacca
0:13:43
And in our business, there's a like two other showrooms in our town that we compete with we all obviously carry our own lines It's I think How did the question was how they compete? Yeah, it sounds like if you carry your own lines and maybe that in and of itself

Debrae Little
0:13:58
It's enough that separates you from the other showrooms, perhaps.

Ken Vacca
0:14:04
I'll agree with that 100% because there are lines that we have brought on that, I've always been a business owner with the sense of, I don't go after somebody else's lines, I want lines to come to us or I go find the lines. And I think that the fact that we've attracted

Ken Vacca
0:14:19
so many great lines, you know, from Cravit, Fabricut, JF, Tebow, we carry a wide range. We can go from your low end all the way up to your high end. So we try and cover everybody's projects. Well, that's it.

Debrae Little
0:14:33
Well, it's one of my favorite showrooms to go to. I mean, you guys are so always warm and welcoming and helpful, and plus they actually play the best music. I have to say that. Guilty. Okay.

Debrae Little
0:14:48
So let's ask for your best recommendations. If you have a designer coming in and they're redoing a client's patio, as an example, or they have a home where they have a lot of young children in there, and they're concerned about the durability and worry about stains and different things like that. What would be your best fabric recommendation for that use? Because I understand just in my personal design business, I have the tendency now to move what they consider to be performance or outdoor fabrics to the inside of the home. Definitely.

Debrae Little
0:15:31
I'm definitely, that's my trend. And I think it just makes it easier for me to meet all of the clients needs without them being afraid of having that sofa that's a light color or for that matter a rug is to say, hey, when this gets dirty, we can take this outside and you can water hose the rug off and bring it back in the house and all will be good but still maintain that look because they want that look of sophistication but they want it to be comfortable for the other members in their house on where they don't feel as

Debrae Little
0:16:03
if they can't sit on a sofa or something. So what's your recommendations for?

Ken Vacca
0:16:07
So I think on that I would say we definitely would we would suggest Fabrics has got fiber guard in it which is great for repellency and stains. So anything that you figure out from your client where it's being used, how it's being used, and then obviously you're going to go to the right product. When you go to outdoor you need to make sure is it is an exposed outdoor, is it covered? Those things make a big difference in the fabrics you bring to the table.

Ken Vacca
0:16:32
Durability, we have fabrics in our collections that go from 10,000 to 1.5 million double rubs.

Debrae Little
0:16:39
Wow, I wasn't aware of that. That's news to me.

Ken Vacca
0:16:45
That's a lot of double rubs.

Debrae Little
0:16:46
So when you're saying outdoors, are you saying that maybe certain fabrics are not subject to being bleached by the sun? Is that what you mean by?

Ken Vacca
0:16:57
I think most people are comfortable with the Sunbrella line, which is just a name brand. As long as it's got solution-dyed acrylics, it seems to hold up the most. But I have to tell you, in our town, because of the dry heat, there is no fabric in our world that's going to survive our heat. It's not going to happen.

Debrae Little
0:17:15
Oh wow.

Ken Vacca
0:17:16
Because it's just such an intense dry heat that it's only fabric. It's going to break down eventually over the course of life, but it's never going to last forever.

Debrae Little
0:17:25
Right. Well, yeah. I mean, that's hard.

Debrae Little
0:17:28
That's really hard. So as a design professional, if I have a client that says, I want those silk, beautiful, airy drapes in my bedroom. I want to feel like I'm wrapped in this sensuous very soothing sophisticated palette with my drapes feeling soft as silk and I am scared to death about using a silk for all the reasons you just mentioned because of the Sun and that. What would be a recommendation?

Ken Vacca
0:17:59
What would you suggest? We would bring to the table a 100% polyester that has the look of silk, can have the slubs of silk. The thing about silk in the windows here, it will dry out and become brittle. We don't have that moisture to keep it moist and where the polyesters of today look, you would never know it wasn't silk unless you went up and knew your product. And it will last in your windows forever.

Ken Vacca
0:18:22
That's the one thing that will last forever.

Debrae Little
0:18:25
Along with cockroaches, right?

Ken Vacca
0:18:28
And Cher.

Debrae Little
0:18:29
Cher looks well preserved. I have to agree with you there.

Debrae Little
0:18:31
Better than.

Debrae Little
0:18:32
Well, what is bespoke?

Debrae Little
0:18:33
I mean, I talked about a couple of things that I didn't define.

Debrae Little
0:18:34
I didn't define performance fabrics, what that actually means to everyone.

Debrae Little
0:18:35
What does that actually mean? And what does bespoke mean in terms of the offerings that are offered?

Debrae Little
0:18:37
I mean, I think that's a really good question. I think that's a really good question. I think that's a really good question. I think that's a really good question.

Ken Vacca
0:18:57
What does that actually mean? And what does Bespoke mean in terms of the offerings that you provide to your clients? Okay, with the Bespoke part, I think, is the fact that we have the capabilities with our vendors to create,

Ken Vacca
0:19:10
we'll give you an inspiration, we'll use a piece of furniture, for an example,

Ken Vacca
0:19:12
and they're like, well, I don't like this,

Ken Vacca
0:19:14
and I don't like that, I want to just do this. We have the ability to, you tweak it the way you want it, and we'll bring it to fruition. So it's uniquely yours.

Debrae Little
0:19:23
Even there are some that we,

Ken Vacca
0:19:16
design the designers tweaked and actually put it in their line because it was that beautiful. That's a that's a nice compliment. That is a huge compliment. Yeah. So you you create you think of it we'll do our best to put you will put with the right vendor who can bring it to fruition. So you make dreams come true. We sure do try. Oh there is a lead time on so be patient.

Debrae Little
0:19:37
It does take time. Oh my God. Let's see. What are the recommendations that you might make to say, I mean, you know, you're serving the design community. You might have first-time designers that come in,

Debrae Little
0:19:55
and then you have those that are more experienced. What would be your recommendations for a first-time designer that comes in? What kind of advice do you give them in terms of, once you learn a little bit, obviously you probably ask them more questions about the

Ken Vacca
0:20:08
project and that kind of thing, but what advice? I think the advice is, first of all, don't kind of prejudge a line or a collection because you'd be surprised when it comes to a budget situation that we could probably fit any budget. Most people are like, I can't afford that. You'd be surprised. Definitely want to hone in on what their clients that they deal with, that their needs are, and direct them in the right direction.

Ken Vacca
0:20:34
Because we're not one that sits behind the counter and goes, oh, our stripes are over there. No, we get up, we go over, and we go, hey, we have all these stripes to show you. So they become more and more comfortable with the line. And if they are familiar with the line, obviously we're going to educate them on the line, so they become more comfortable.

Ken Vacca
0:20:48
So getting them in the right avenue that they need to be in.

Debrae Little
0:20:53
That's important. I think you're assuring them and probably providing with the information so that they can make an informed decision. Exactly. Well, a couple of the things that I really love about the showroom, and I'm going to speak to this personally, is that in addition to all the wonderful fabrics and there's lighting examples there. There's lamps and there's actually hanging light fixtures. I really love the accessories that are in there. I do. I go straight in and I know that I have my list of must-haves and what I need for that particular client.

Debrae Little
0:21:31
But at the same time, I can't help but be engaged, but my head is spinning around the room as I see all these wonderful accessories that are in there. So touch on that a little bit because you do have some unique accessories that I have not seen. And I feel like you're the purveyor of wonderfulness sometimes and the showroom actually.

Ken Vacca
0:21:53
I have to say that one of the lines that we've acquired recently called Spirali, a gentleman who grows and finds natural stones and mounts them in a way that they sets them apart from when you see a natural stone. And he does it in such a way,

Ken Vacca
0:22:05
he cares so much that it just looks like a one-off piece. And they're so unique and the colors he can bring to the table and the sizes. And the design community has really clamored to it, appreciated it, and it's on a lot of projects. So they're loving it.

Debrae Little
0:22:21
That's great.

Ken Vacca
0:22:22
Yeah.

Debrae Little
0:22:23
So how often do the designers that you work with, do you end up seeing the end product of the design? Not necessarily maybe not going out to the client's home, but are they giving you feedback? Or is it available on Instagram? Or are you showing some of the work?

Debrae Little
0:22:42
Is there a video being shown throughout in the store that shows all of your wonderful, all the wonderful products that you provided for that project?

Ken Vacca
0:22:50
Gotcha. We don't do the rolling TV we do at one point. We didn't get much out of it. The designers are always welcome and they always like to share their pictures with us. We love to see the finished product to see how it actually worked out. It makes a big difference and it makes us feel more secure in our feet knowing that we brought the right product to the table for their jobs. But to see the end result and the happiness on their face, that speaks volumes.

Debrae Little
0:23:15
Well, you stay connected to them. Yes. And they want to come back for more, that's for sure.

Debrae Little
0:23:21
Yes.

Debrae Little
0:23:22
Well, Ken, tell us a little bit about your offerings in the showroom. I just kind of touched on them briefly as categories, but if you wouldn't mind, could you go in greater depth with the different fabrics or wall coverings or lighting that you offer? Sure.

Ken Vacca
0:23:35
I'll start with wall coverings. We carry, I think, a wide variety of options for people. Going back to the bespoke part, we have a line called Valhallen and it's all handmade wall covering made to order. So when people ask about it and they go, well, how can I get that? Well, it depends on how much you're going to order and how long it takes for them to make it because it's all made by hand, which makes it that much more unique and

Ken Vacca
0:23:55
more special, we feel. Then we have a line called Arte out of Belgium, which is just unbelievable from grass cloths to type 2 vinyls to silks to already pre pre padded ready to go on the wall wall coverings which is unheard of and it's beautiful. It took 10 years for us to get this line but I wanted them really bad and we finally got them so that was a good one. We have wall coverings through Tebow, through Kravit, JF, like I said, we're covering everything you could think of as far as across the board.

Ken Vacca
0:24:31
Fabrics, like I said, we can go from the lower end for budget for the hotels all the way up to as high end as you want to go from the single digits up to over $500 a yard. So what do you dream of it? Hopefully we've got it there to fill your job.

Debrae Little
0:24:46
Yeah, I see that. Well let me just ask you more then about vinyls. I was a big leather girl for many of my projects, whether it was for a headboard or a ottoman or whatever the case may be, and I started leaning toward vinyls just for the durability and plus they were not your grandma's vinyl anymore. They weren't crunchy, they weren't stiff, it's soft, it's pliable, and they come in metallics, and they're just beautiful. Are you seeing more of a move like that?

Debrae Little
0:25:23
People are kind of shifting a little bit from, say, as an example I just said, from leather to vinyl?

Ken Vacca
0:25:29
Definitely. Like you said, you're bringing out all the positives of the vinyl. It can look like leather, feel like leather, but have so much more durability and it'll hold up in the areas where the parents have kids and last in the kitchen so it really holds the beating of the day-to-day that it would go

Debrae Little
0:25:49
through. Yeah. So definitely. Well I've used it just about everywhere and I find that people really like it and oftentimes I don't tell them that it's vinyl because it alters their thinking about about product. But the other thing too is eco-friendliness. You know what sustainability and addressing that in this industry in terms of what your

Ken Vacca
0:26:25
offerings are. There you know because people are consumers or clients are interested in things that are cruelty-free and you know. Talk a little bit about that in terms of the the Yeah, the eco-friendly has become a big proponent

Ken Vacca
0:26:29
for some designers. We have some of our vendors who actually go out and retrieve plastic bottles from the ocean and turn them into fabrics. That's quite a process.

Debrae Little
0:26:38
That is cool.

Ken Vacca
0:26:39
It's usually like 30 bottles for one yard.

Debrae Little
0:26:41
Wow.

Ken Vacca
0:26:42
So they're actually cleaning up our ocean and bringing it into a material, which I think is totally commendable. Yeah. And more people, I wish we went with a clamor towards that because then you're not just wasting because it's wasteful.

Ken Vacca
0:26:56
Sometimes in design, it can be wasted as opposed to being appreciated. And I think when you have a company spending all that kind of money and time to bring that to the table for you should speak volumes.

Debrae Little
0:27:08
That's huge. So what percentage of you'd say the designers that you serve come in and actively look for products like that? Are you seeing more of minds being changed and attitudes?

Ken Vacca
0:27:22
Yeah. I think at first, when it first was coming to the market, we only saw maybe 5 percent. But I think it's constantly like 30, 35 percent who come in and want to see product that's got those capabilities. Yeah. Yeah.

Debrae Little
0:27:33
Well, that seems to be the trend whether it's paints or for that matter wood, you know, too, because I have noticed in the showroom that you do offer some stacked wood products and different things like that. And what's the application for that? I mean, what, you know, I mean, you can use wood.

Debrae Little
0:27:50
I mean, everyone is using tambour in different ways and it's fluted or it's slatted, but you had some unusual offerings there, I thought.

Ken Vacca
0:27:59
Yes, we have stacked wood from LBI Boyd and it's like you can envision how wood should be applied, put together by your, let's say your contractor, but it's already been done for you in panels. The look is there, it's easy install, you get what instant gratification people want to have and then it isn't as costly as getting a contractor doing it from scratch because of the work's already been done.

Ken Vacca
0:28:27
It doesn't have to be done on the property. So it makes a good turnaround for the designers and the clients.

Debrae Little
0:28:33
Well, I know it's beautiful. I saw some wonderful samples there, and I'm always amazed by the lighting. There's such fantastic lights are there, and the chandeliers, and there's sconces, and some of them seem really cutting edge.

Ken Vacca
0:28:47
Yeah, we have a line called Covet House out of Portugal, and they do the most over-the-top. You think about it, it's glamorous, it is just unbelievable. I mean, they speak for themselves. And then we have the quieter lines that, you know, don't, you know, no one wants to be bright and shiny, a little simple.

Debrae Little
0:29:04
Simple elegance. Yes. So you're offering for the maximalist to the person who's simplistic and the person who enjoys biophilic design, since there's such a lot of green happening right now. So you've got something for all those different designers that come in there and serve their clients. So Ken, I want to thank you so much for being here today. I've really enjoyed it.

Debrae Little
0:29:29
It's been wonderful to hear about all the wonderful things that you think, so thank you so much and sharing your experiences with us today. Thank you. It's been a pleasure learning more about the showroom and the impact that you're making on the design community. Thank you very much.

Debrae Little
0:29:41
It's really amazing. It's really amazing. And for our listeners, stay tuned for more episodes of Luxury Living with Debrae on KUNV 91.5 every third Sunday at 9.30 a.m.

Transcribed with Cockatoo