www.ceotodaymagazine.com 17 How has your success evolved? I hope this won’t sound immodest. I am gratified that we have helped many clients build extensive, important collections of rare rugs that are the equivalent of investment portfolios. We have numerous clients who have invested many millions in our antique rugs. These are folks who want to deal with a long-term trust adviser rather than someone simply who wishes to sell a product. For instance, our website is replete with educational materials we created that cannot be found elsewhere. In this way, we feel that we have been impactful in raising the recognition of the historical and artistic value of antique Oriental rugs among art collectors. Our success is based on fundamental principles that are all too often misapplied or disregarded by those who work with an elite clientele. Our approach has always been, as author Malcolm Gladwell describes, “the outlier.”The conventional approach in our industry to building business has, for the most part, been “transactional.” However, our success is very much promoted by our reputation. Our one location (Oakland, CA) is not situated in an arts/antiques enclave, nor do we participate in off-site events. Yet, we have sold more 19th-century and turn-of-the-20th-century art-level antique rugs annually than all the world’s leading auction houses combined for many years. We adhere to our principles because they work. We understand our market, we know our clients, and most of all, we are committed to helping clients acquire rugs that are both profoundly inspiring artworks and sound investments. As a result, I spend nearly as much time sourcing Q Jan David Winitz THE CEO INTERVIEW “At a fundamental level, I believe in hiring staff members with an affinity for beauty, a strong willingness to learn, and a general passion for life.”
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