Page 123 - AMC January 2020

As example, he cites just one of the showrooms he sourced for the project, Charles Ray & Associates. Riley says they found two tables that fit together behind the sofa in the living room, creating a functional statement. A coffee table the homeowners originally thought would be too big for the space, is the perfect size. And, the choice of a living room chandelier that would normally be placed in a dining room both opens the space and prevents it from being cavernous. THE SOURCES Riley often chooses to bring his clients with him to AmericasMart. “Shopping with your customer provides a different perspective. Sometimes he or she will see a piece in a showroom you might not have noticed. Each person sees with fresh eyes,” he says. But, he offers some advice. He has an upfront pricing structure, starting with the initial consultation through the sourcing and the project installation. Don’t assume anything. Even those who say they have an open checkbook will have limits or a budget. By being transparent from the beginning, there are no surprises for anyone, and both client and designer feel informed and validated. “As an example, the savings my clients get on draperies when I shop at Emdee International more than pays for what I charge to travel to Atlanta,” says Riley. “There is so much value at AmericasMart.” Clients in multimillion homes appreciate value as much as those who live in more modest houses. At AmericasMart, a small design firm can access the same showrooms as major companies. “I’m one person, and I can compete with the big guys. I can source the same products,” he says. “I’m able to offer my clients pieces they can’t find on their own. They will have furnishings that are different from their neighbors.” THE REASONING Riley grew up in the building business and has been in real estate for more than 40 years. He knows what sells. The interior design component evolved at the request of clients who admired and trusted his taste. He designs for longevity, not trends, preferring to provide his clients with lasting pieces that won’t become quickly dated. “Accessories are easily changed, but the bigger pieces should be timeless,” he says. He also insists on going beyond the surface to ensure the style, fabric and feel of furniture works for a client’s needs. “You have to sit on a sofa to make sure it’s both comfortable and functional,” he says. “I could go to Dallas, but Atlanta is different. The Southern hospitality is everywhere. The people in the showrooms go out of their way to be helpful. Service is amazing. And everything is one place.” > “I’M ABLE TO OFFER MY CLIENTS PIECES THEY CAN’T FIND ON THEIR OWN. THEY WILL HAVE FURNISHINGS THAT ARE DIFFERENT FROM THEIR NEIGHBORS. ” MARK RILEY Living room tables by Caracole AmericasMart.com | 109