THE FABRIC FACTOR

Making homes beautiful with personalized attention

by Laura Michelle Bjork

Co-owners Mark McConnell, left, and Mark Salsberry

It started with a list.

A dream list.

“We were tired of what we were doing,” Mark Salsberry reflects.  “Both of us almost felt like we were in a rut.  Nothing drastic, but we definitely weren’t excited to go to work everyday.  Though we came from different backgrounds, we both knew it was time for a change.”

“Most people have a mid-life crisis and buy a car,” Mark McConnell adds with a laugh. “We bought a business.”

Together, the two Marks set out to pursue a business that fit their dream list.

Back row, from left: Co-owners Mark Salsberry and Mark McConnell, Installer Bob Wood. Front, from left: Office Coordinator Adrian Liberti and Showroom Coordinator Sharon Southall.

“At first, we really didn’t know where to begin,” Mark Salsberry reflects.  “We knew we didn’t want a start up.  But that’s the only direction we had.  We thought, ‘Well, it can’t hurt to write down the things we are looking for.’ Next thing we knew, we had the dream list.  We’re both creative people, so an opportunity to express that creativity was a must.”

They added to the list an excellent product.

Flexibility.

Opportunity for personal involvement.

Excellent customer service.  A venue to utilize their personal gifts.

And, of course, fun.

The end result?  The Fabric Factor, one of Hampton Roads’ premier fabric and design centers.

“We didn’t know it was going to be this,” the two Marks declare in unison with a laugh.

“But it’s a perfect match,” Mark McConnell adds.

Mark McConnell’s background makes him a natural for the design world.  From early work in the fashion design industry through a long career in technical specialties, he epitomizes the creative entrepreneur.

“I have the best of both worlds,” he admits.  “While I can draw upon my fashion knowledge to craft a beautiful space for a client, I can also use my engineering skills to solve spatial dilemmas.”

He’s also a certified installer.

“We’re very hands on here,” he notes.  “We don’t just contract the work out and leave a client in limbo.  Much of the work we oversee or do ourselves.”

Mark Salsberry’s passion is developing and nurturing client relationships. He is also a specialist in creative designs for challenging windows.

“I’m a people person with a strong creative flair.  I’ve performed in the theater for over 25 years, and I’ve served as a business consultant specializing in customer relations. Without the clients, there is no business.  I love to connect with our customers, from the initial consultation to the completion of the project. We are now including customer-experience surveys in our final client packet at the end of each project and that always lets us know how we are doing from our customer’s perspective.”

With the merging of their talents and interests, the two men embarked on a mission to redefine the role of The Fabric Factor.

“When we purchased the business from the previous owners,” Salsberry explains, “it was more of a retail center that focused on bargain fabrics.”

But these two had a vision:  a fully integrated design center, specializing in state-of-the-art window treatments and beautiful upholstery.

“We were determined,” Mark McConnell adds, “that not only it be on the cutting edge of style, but that it be affordable.  Some design centers have over-the-top prices that most people just can’t pay.  That isn’t the way we do things.”

“Whether a person just wants to browse through some fabric swatches, or choose new window treatments for the whole house, we want everyone to feel welcome when they walk through the front door,” he says.

Lined with luxurious silks and satins, patterns and solids, swatches and hardware, the warm displays at The Fabric Factor invite both the casual shopper and the decorating connoisseur to savor and enjoy the design experience.

As an award-winning Hunter Douglas Showcase Centurian dealer, The Fabric Factor features the complete line of Hunter Douglas window fashions, including the exclusive Alustra collection for those clients who prefer the ultimate in luxury treatments.

“Many of our customers are cost-conscious and are on a fixed budget,” McConnell adds, “while others have more flexibility.  Our goal is to meet our clients wherever they are budget-wise.”

One of the ways the two owners incorporate this philosophy is to utilize existing pieces in a client’s home, rather than redecorate a room from scratch.

“So many people assume that they could never redecorate because the cost to redesign an entire room, from window treatments to furniture to floor coverings, can price them out of the market,” Mark Salsberry says. “But we can show them how to cut the cost dramatically by using pieces they already have.

“A change in window treatments, rearrangement of the furniture, some newly upholstered pieces, updated and luxurious bedding, and voila!  Instant new, beautiful room, for a fraction of the cost.  The customer is thrilled, and so are we.  This is a great business!”

Sharon Southall, the smiling, friendly Showroom Coordinator at The Fabric Factor, nods enthusiastically.

“This is a great business!” Sharon echoes fondly.  “Our job is to help them make a design come to life.  When we are instrumental in helping clients create a mood, really, create an atmosphere that reflects who they are, it brings them so much joy, and in turn, gives us joy.”

Sharon, who holds a degree in interior design and has years of experience as a model home stager adds:  “Every day is a new day, filled with its own excitement.  It is never dull here; we’re constantly consulting, creating, sharing and relating.”

It’s been over 10 years since Mark Salsberry and Mark McConnell concocted a dream list.

Did the list work?

“It did,” Mark Salsberry answers.

Mark McConnell nods.  “We now have everything we dreamed of.  And more.”

Did they ever imagine where they would end up over a decade later?

Glancing around The Fabric Factor showroom, the two Marks laugh softly and answer together:

“Never in our wildest dreams.”