On the runway to success - MCH Group

PREMIUM SPECIALISED RETAIL PAGE 54
SATURDAY. MARCH 10. 2012
“See the leading edge introductions”
BASELWORLD presents new opportunities to see special editions first for Knar Jewellers
Greg Buzbuzian, along with his
brother Jeff, own and operate four
stores in Southwestern Ontario,
Canada: in Guelph, Cambridge,
Waterloo and Oakville. The business
began in 1978 in a 200
square foot store. Over the past
30 years, this dynamic team has
created stores of innovative style,
showcasing premier fine jewellery
and timepieces. The company
runs its own design studio for custom
jewellery, and supports many
organizations and charities in its
local communities. Greg Buzbuzian
tells us what BASELWORLD
means to him.
BWDN: How many years has
Knar Jewellers been attending the
show? As a major watch dealer, is
it an important part of your buying
strategy?
Greg Buzbuzian: We have been
attending the show for the past 16
years, and yes, it’s a major part of
our merchandising process. We
want to see the leading edge introductions
as they come out.
BWDN: Is it important to meet
with your vendors here?
“An event not to be missed”
Pierre Dubail tells us about visiting BASELWORLD
Pierre Dubail and his son Patrice,
co-directors of the five Dubail
boutiques in Paris, welcomed us
to the prestigious boutique in the
Place Vendôme, which has been
freshly refurbished to receive
international customers visiting
the capital.
BWDN: How long have you been
going to Basel?
Pierre Dubail: I have been travelling
to this trade show since we
opened our first boutique on the
rue de Rivoli in 1984. Going to
the trade show is always emotional
because our attendance accounts
for around 50 percent of our total
Pierre Dubail and his son Patrice, co-directors
of the five Dubail boutiques in Paris.
The Knar Jewellers stores are known for their innovative style.
Buzbuzian: It is very important
for us to solidify our relationships
with our vendors, and it is crucial
to do that in person and see live
product. The reps could bring a
picture to your store, but it’s not
the same thing. It also shows
more of a commitment on our
part if we make the effort to
attend BASELWORLD. Coming
to the show is also a good way to
network with our fellow retailers,
which is important too.
BWDN: What brands will you
work with? How many?
orders for our five boutiques, so
it’s a big responsibility! It’s a bit
like a race and we are now in the
starting blocks!
BWDN: How long do you stay at
the show?
Dubail: We stay for two days but
it is very intense. We have meetings
with the big watchmaking
brands and this is our opportunity
to meet the managers and exchange
ideas with them. We also identify
some new brands and find out
about our competitors.
BWDN: How do you go about
choosing your brands?
Dubail: The choice is very interactive
and takes place between the
retailer and the brand to provide
the haute horlogerie with the best
possible representation. We are
very proud to work with some
must-have brands and various
niche brands complete with all
their specific features.
BWDN: What are your selection
criteria?
Dubail: We operate a highly selective
procedure and work with 18
watch brands in total. We voluntarily
limit our choice so that we
can serve as a proper partner to
Buzbuzian: We work with eight to
ten brands, including Rolex, Chopard,
Hearts on Fire, for example,
and we will also have a look at
what other brands might be available
to us.
BWDN: Do you see products at
BASELWORLD that you would
not see anywhere else?
Buzbuzian: Absolutely. Some of
them are not for our marketplace
− I don’t need to be bringing in
things that the stores in Monaco
would − but it is important to see
them. BASELWORLD is an
The Dubail boutiques offer a unique shopping experience.
these brands. We are also developing
limited edition series dedicated
to our new space in the Place
Vendôme. But we are going to
unveil some great surprises at the
end of the year to mark the 20th
anniversary of this boutique too!
BWDN: Do you look for trends at
the trade show?
Dubail: BASELWORLD presents
an opportunity to discuss market
trends with others in the industry.
We require an international offer
because we have a broad range of
clients with very high standards
who visit us from the Palaces
neighbouring our five boutiques.
opportunity to see products that
you would never see at any other
show, and here you see them first.
BWDN: Do you get a sense of
overall trends at the show? Do you
take time to walk the show?
Buzbuzian: We definitely get a
feel for overall trends at the show
− whether or not we’re going back
to yellow gold, or are watches getting
smaller, for example. These
types of observations will affect
our decision making. Also, we
found a hot product in Basel last
year that we wouldn’t otherwise
have known about had we not
explored the show.
BWDN: What do you think
will be the mood at this
year’s show? Are you expecting
to see price increase?
Buzbuzian: I expect the
mood, overall, to be
very positive. A lot
Jeff and Greg Buzbuzian
from Knar Jewellers,
Ontario.
The international trade show provides
us with a good indication of
the global trends.
BWDN: Could you share a memorable
story with us about one of
your clients?
Dubail: The clients who visit our
boutiques are highly prestigious.
One day one of our regular customers,
Gianni Versace, visited
our boutique with his old friend
Elton John. They stayed quite a
long time here together, relaxing
and buying a few watches. Sometimes,
they would both want the
same model but they were always
kind and courteous, with each tell-
of the retailers in the U.S. have
had a good year and a good Christmas.
We’ve had a good year, and
the first five weeks of this year
have been quite good. As far as
price increase goes, it looks like
the price of gold is here to stay,
and there is some upward pressure
on certain gem prices, as well as
on diamonds. Strong currency
prices, namely the Swiss franc, as
well as pent-up demand, will also
be a factor. With all of these combined,
I think we will see some
upward pressure on prices this
year.
Interview by Carol Besler ■
ing the other to take it. It was a
truly unforgettable and very enjoyable
moment!
BWDN: In your opinion, what
role does BASELWORLD play in
the world of jewellery and watchmaking?
Dubail: It is the original trade
show and attending the show is
one of the most important
moments of the year. It is an
essential investment and we would
never miss out on a visit because it
determines the rest of the year for
us. We draw up our balance sheet
after the show in March.
BWDN: Have you noticed any
trends at the show?
Dubail: In the 28 years that I have
been visiting BASELWORLD,
I have seen it evolve from an ‘exhibition’
to a genuine ‘trade show’.
BWDN: What do you expect of a
trade show like BASELWORLD?
Dubail: We expect an ever improving
level of organisation to enable
us to work in better conditions.
We also expect to discover new
features and innovations which
impress!
Interview by Kyra Brenzinger ■