P. Kaufmann Inc. acquires high-end editeur Clarence House

August 7, 2002



BEDFORD HILLS, N.Y. - In May, P. Kaufmann acquired Clarence House, a $25 million plus business. ''We expect that P. Kaufmann will bring us to the next business level through its extraordinary vision, business skills and integrity,'' said CEO and creative director Robin Roberts, who continues to run the company.

P. Kaufmann said the acquisition will help it gain an entree into the upper end of the decorative fabric industry. Roberts built Clarence House beginning in 1961. The company''s forerunner was the interior decoration firm, Roberts & Irvine. Roberts'' former partner continues in business today as Keith Irvine & Co. in New York City.

''Keith and I started by importing fabrics into America that were not readily available here. Other decorators asked us where we got the fabrics and Clarence House was born from that,'' Roberts said.

There is some intrigue surrounding the Roberts'' choice of Clarence House as the name for the company. Roberts says he named it after the Royal residence of the Queen mother. However, people close to Roberts say the inspiration came from a source closer to home, specifically Roberts'' dachsund, Clarence. There is little dispute, however, that the CEO built up the company steadily.

Today Clarence House runs five company-owned showrooms in Chicago, San Francisco, Los Angeles, London (opened two years ago) and New York, the company headquarters. Clarence House is also represented in showrooms in Atlanta and Dallas. An additional showroom is planned to open in Paris within two years.

''It would take two to three generations in France to do what we''ve done in 30 years, but we need the good will and financial backing of P. Kaufmann to continue to make the most beautiful fabrics in the world,'' he said. Roberts said he can double sales with the support of the new ownership. Roberts said other companies were interested in acquiring Clarence House, but that P. Kaufmann was the front runner, due in part to the long friendship and business relations between Roberts and P. Kaufmann, Inc. founder Peter Kaufmann. A notable transaction between the two in the past is the deal for installation in the Aladdin Hotel in Las Vegas of 37,000 yards of Clarence House''s Italian prints which was converted by P. Kaufmann.

''I would trust Peter Kaufmann with my life,'' Roberts said. Clarence House''s art department boasts Timothy Finlay, artist Yoshi Suzho and art director Kazumi Yoshida, who, according to Roberts has ''the greatest artistic hand I have ever seen.'' Yoshida draws the images for what become 55-60 screen prints, known to many as the hallmark of Clarence House. Ratti of Italy, the well-known leaders of the silk printing industry in Como, Italy, prints the designs on silk for Clarence House.

Roberts said prints account for about 40 percent of Clarence House''s sales. The company''s velvet sales are strong, he said.

Clarence House expects that licensing its designs will play an important part in its future growth. It is in its third season of producing a line of apparel fabrics for Bill Blass. The company also produces bedding designs for Cannon, as well as Limoges china designs. F&FI


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