I stepped in and out of the fray, watching and seeing all that was on display. I was waiting for that next all important realization - what type of antique dealer was I to become?
from the first morning at the New York City flea market
THE SHORT STORY
20th Century by HKFA... Designer 20th Century Furniture. American Art. Mid-Century Paintings. Antique and Modernist Picture Frames. Vintage Industrial. 19th Century Antiques. Lighting, Lamps, Chandeliers, Sconces. 20th Century Designer Works. Garden Furniture. Important American Paintings and More...
THE LONG STORY
Please provide a background on your company and the year it was founded.
It was a cold and crisp Saturday morning in February when I stepped out of my East Village sublet apartment and onto the streets of Manhattan. The club kids and delivery men shared the same sidewalks as one group made their way home and another group began their day. It was 4am and I was headed to the 26th Street flea market in Chelsea. Two nights prior I had packed up my life into a rental truck and made the ninety mile journey from Philadelphia. A short two hours but surely a world apart. It was while I was living in Philly, working as a waitress, that I had had the realization. The realization that my childhood weekends spent with my family at the local flea markets were truly the moments that were inspiring. The early mornings spent looking at Queen Anne chairs and Queen LP’s, chandeliers and ball gowns, brass side tables and ship’s models - had laid the foundation of what was to be my moment of realization. I wanted to be an antique dealer. So, in February of 2002, I packed myself up and headed to New York City.
With a six month sublet that I had paid for in full and six hundred dollars to my name, I was determined to make a place for myself in The Big Apple.
Heather Karlie
Each seller would command their attention only until the next vendor would arrive.To me it was like watching a dance - or more like a school of fish who would ebb and flow, turn and move - all with one purpose, to find the next treasure. And I too was there for treasure - but what? I stepped in and out of the fray, watching and seeing all that was on display. I was waiting for that next all important realization - what type of antique dealer was I to become?
What was the initial spark or idea you had to start your company?
It was then that it happened. I stumbled across a pile of dusty old picture frames. They were stacked up against the wall like so many glittering relics - gold leafed, accentuated with ornament - they were it! Beautiful and useful, architectural and artistic, practical and decadent - the picture frame was to become my inspiration, my passion, my business. And just like that, Heather Karlie Fine Art was born.
Spending the morning online, I emailed every Upper East Side art gallery and introduced myself as a new source for important antique and modern period picture frames.
Heather Karlie
Feeling like I needed a break, I left the world headquarters of HKFA and went out for a coffee and bagel. Seemed like a very ‘New York’ thing to do. Back at the office with a full belly and a renewed sense of confidence, I opened up my email. And there it was. An actual response from a New York City Upper East Side gallery, “Please bring a selection of your frames to the gallery at 10am on Monday”. Short, sweet and full of promise. I couldn’t wait to go to sleep just so I could wake up even earlier the next day and go back to the flea market on Sunday to see what other treasures awaited me. I mean, now I was in business.
How has your brand story changed since you started your company?
Being in business in New York City means that things can change in a New York minute - which I can tell you is quite a bit shorter, unless you’re waiting to open your email. Days turned to weeks, weeks to months, months to years - but all going by in a flash. I had built a business specializing in sourcing rare and important picture frames and selling these frames to the City’s top galleries. And what did the years of being in business in New York City teach me?
It was time to broaden my horizons. I began to buy furniture, lighting, art, accessories and I began to see the design that connected these pieces.
Heather Karlie
My years spent specializing in picture frames built the foundation for my business in fine and decorative furnishings. Taking a step back and seeing the whole room, but keeping a concentrated focus and perspective was my natural progression. Remember folks, the only constant is change. And if you want to stay ahead of the curve, you’re going to need a strong base to draw from.
What do you think has been the key to your success?
And I feel fortunate to have a strong base - which is a big part of building my business and my brand. You see, I’d like to show folks how contemporary interior furnishings often have a strong foundation in historical design. That the key elements in today’s interiors are oftentimes based on a design from the past century - or even farther back. For each generations contemporary style has a strong base in the previous generations history.
All of those 4am adventures, early morning wake ups (and staying up really late) were another key to my business.
Heather Karlie
Because each of those mornings I’m heading to the flea market I’m never guaranteed to find anything - but I am always guaranteed to have a continual renewal of inspiration. It’s the hunt for a treasure - something grand and significant, something delicate and simple - but having a strong base, an open mind and a curious nature are some of the best tools of my trade and keys to my business.
Did you have any naysayers when starting your company and what did they tell you?
Starting my business and telling my friends and family of my plan all those years ago in 2002 while living and working as a waitress, I was met with a cool reception. All were concerned as to whether I knew what I’d need to follow my dream and if I had the tools. But treasure hunters are generally not a practical bunch - they are dreamers, idealists and gamblers.
Like a jolly group of pirates on the high seas searching for treasure and regaling one another with fantastical stories of the best painting, suite of chairs or piece of jewelry that they uncovered in the most unlikely of places.
Heather Karlie
Not that we played our cards close to the vest, it’s that antique dealers encourage one another through stories and tales. Like a jolly group of pirates on the high seas searching for treasure and regaling one another with fantastical stories of the best painting, suite of chairs or piece of jewelry that they uncovered in the most unlikely of places. And it was all of those stories that inspired me to build a strong base, always keep an open mind and nurture my curiosity. So let the naysayers have their moment for you are listening to your own inspiration.
What was the biggest obstacle you had entering the market with your product/service?
And that voice must rise above the din, for there will also be people building walls to close you in. To contain you. To stifle you. Breaking through, going around, above or under - the walls must not hold you in. I, too, had my share of obstacles. And those obstacles come in so may forms - whether it was the day to day life in New York City, a run of bad luck or bad timing when searching for merchandise or the self doubt that creeps in and tries to construct another wall - I knew that my dream was bigger than all of it.
For my business education did not include textbooks, online courses or classrooms - it was spent taking chances, searching for treasure and often times coming up with a whole new inspiration.
Heather Karlie
And the obstacles will continue and they have continued. I have encountered the obstacles of growth, of expanding my scope and of building a brand. 20th Century by HKFA is an important selection of well curated 20th Century finds - this leaves the door open to history. To 100 years of design and decor. To learning something new each day while maintaining focus. To becoming while building. So I continue to see obstacles as building blocks - not walls. And I will continue to use them to build my foundation and my base.
What has been the biggest challenge you’ve had as your business has grown beyond the start up phase?
Because the challenges are many - and the growing pains will be sharp. Building my business from picture frames to sourcing fine and decorative furnishings for some of the design industry’s top creatives has been an adventure. One that saw me start a family and move from the City that Never Sleeps to Cidade Maravilhosa, Rio de Janeiro.
Building my business from picture frames to sourcing fine and decorative furnishings for some of the design industry’s top creatives has been an adventure.
Heather Karlie
By entering the home furnishings industry through one of the top trade shows. By placing my brand, my inventory, my eye and myself in front of 80,000 design industry professionals. By exhibiting and selling at High Point Furniture Market. And by understanding that collaboration is one of the keys to growth. And continue to ride the learning curve.
Give an example of a mistake you made along the way that has led to a valuable lesson.
You know, learning curves are a funny thing. The slow and steady ones allow you to push forward solidly, steadfastly - but slowly. It’s those sharp learning curves, the ones where you’re racing uphill enjoying breakthrough after breakthrough, only to stumble when you’re so close to the next peak. If you can’t hold on you’ll slide backwards down that steep slope and find yourself back where you started.
Feeling myself starting to slide backwards, knees buckling, stomach lurching I managed to utter, “Ummm.”
Heather Karlie
For even as I was buying the frame, there was a little voice inside me saying to slow down. But I didn’t listen. Because I had been racing uphill along this learning curve, I chalked up this little voice to self doubt. Quickly pushing it away because I couldn’t be bothered - I mean, I had already learned so much about frames in the past year! Luckily this mistake and bravado cockiness was something that didn’t push me backwards. I used it to propel me further, through humility and the understanding that mentors are priceless.
Did you have a mentor early in your career and what key piece of advice did he/she give you?
Mentors are invaluable assets for they have trudged the paths, climbed up the learning curves and made the mistakes. They have been there and are willing to share their stories, successes and failures. I’d like to tell you about four different mentors that I had and that each of the four were connected to the Chelsea flea market.
The City that welcomes so many to test themselves and to dare to dream. This mentor taught me that good things come to those who hustle.
Heather Karlie
And hustle I did. You didn’t think that I simply showed up, opened up shop and sat back while the money rolled in? No. I worked day and night and every weekend. Days spent working for my mentors and seeing clients. Nights spent working at any one of five different night clubs, working till 4am and then heading directly to the flea market. Nights spent waiting on the City’s hottest celebrities and days spent researching and selling the City’s finest treasures. These four mentors gave me the best advice, advice that I’d like to share with you.
What advice would you give young entrepreneurs looking to start their own business?
Trust your eye. It really sounds simple enough, but it’s some of the most profound advice. Trust is one of the most sought after beliefs. It is the belief in reliability, truth, ability and strength. To trust in yourself is to declare to all that you have confidence and conviction. This trust will shine through in your work, your relationships and in your life. And your eye. The window to your soul, your vision, opinion, attitude.
When you trust your eye, you believe in what you are seeing and the way in which you are seeing it.
Heather Karlie
Each day I think back to my mentors, remembering their advice, I can see their individual vision. And I can see how they each have changed over the years while becoming and building. To remain steadfast in your confidence and convictions while always having a fresh look at the world around you is a sure fire way to create success. Trust your eye and you will always be fulfilled. The future is yours.
Where do you see your company going in the future?About the only thing you can't do is ignore them. Because they change things.
And what about the future? Where do you see yourself physically, mentally, financially? The variables are endless, but the path is clear. Envisioning your future is a powerful tool. By doing so, you’re creating a road map in your head that will guide you as you build and become.
For this moment is my truth and it is the culmination of hard work, good luck and great mentors.
Heather Karlie
Thank you for allowing me to share a bit of my story with you. I’m looking forward to writing, creating, envisioning and seeing many more chapters yet to come. The future is ours to see - keep an open mind, a curious nature and always trust your eye!
LOCATION AND HOURS
LOCATION
a rolling stone gathers no moss
The warehouse / showroom is in New York City.
315 East 91st Street between 1st and 2nd Avenues.
Keep up with new finds and flea market pop-ups through social media.