Questions for Barbara Ann Kenyon, Maven of Second-hand Haute Couture

Barbara Ann Kenyon is the proprietor of Barbara Ann's Consignment located on Main Street in Ramsey, NJ.  Since she opened the doors three years ago, Bergen County women who insist on the look but not the price of high-fashion clothing and accessories have flocked to her store seeking out second-hand Gucci, Fendi, Chanel, Louis Vuitton, Theory, Chloe and just about every top designer you can name. It's the thrill of the hunt that keeps the shoppers coming in.  And a generous 50/50 split with consignors keeps her inventory stocked. It’s a winning formula that has made for a very successful business. Mybergen.com sat down with Barbara Ann to learn more.

How does consignment work?
I meet clients by appointment only. I tell them that I'm looking for higher-end and designer women's clothing and accessories.  With few exceptions like furs and jewelry, I don't accept anything over three years old. Then I split the profits from the sales of these items down the middle -- 50/50.

What is one of your favorite items you took in from a consignor?
I have a client who worked for Chanel for many years. One day she brought in vintage Chanel jewelry. The pieces were beautiful but also historical. I priced them between $50 to $800. I no sooner put the jewelry on the shelf before it was all sold out. I didn't even keep one piece for myself!

I imagine you have to turn items away. Anything particularly awful?
I try to be very clear about what I will and won't accept like clothing that is more than three years old or in poor shape etc.  No one needs to waste time on an appointment! But one day a woman came in with clothing that she tried to pass off as new when it was clearly from the early 80’s. If the puffed sleeves didn’t date the clothing, the yellowed plastic bag that covered it sure did.  I told her I was sorry but the clothing was old, old, old. She said, "I didn't think you'd figure that out."

What are your best-selling items?
Handbags are the most popular. Gucci, Fendi, Chanel and Louis Vuitton are particularly sought after. I price the bags from $200 to about $2,000. Right now I have a Chanel python bag that retails for $5,840.  I'm selling it for $2,800.

$2,800 seems like a lot for a second-hand bag right now.
Well, it is a decision that will take a customer longer to make than it used to. Two years ago, women would come in and deliberate over buying the $800 bag or the $750 bag only to decide that they needed both. That doesn't happen as often these days.

So how else has your business been affected by the economy?
I have to say we are blessed to be doing so well in this economy. I have great clients who have wonderful things. But I have to say that over the past year, our business has been different. We aren't moving the higher-priced items as quickly as we used to but we're doing greater volume. For example, designer jeans [True Religion, Citizens for Humanity, 7 for Mankind and more] are big sellers. These jeans retail for over $200. We sell them for $58 so they are really affordable.  Jeans at the Gap cost more than that.

Any sneak peeks into your holiday inventory?
We'll be selling lovely velvets, beaded tops and dresses. We sell jewelry all year long from John Hardy, Tiffany & Co., David Yurman and other well-known designers which make wonderful gifts. We also sell furs that range in price from $200-$1,500. I'm very particular about taking in furs because they’re bulky and require a good amount of space. So you’re not going to find any of those big shoulder-padded numbers in my store. Who wants to look like a Giant's linebacker anyway?