When Tom Fiocco bought it several years ago, it had suffered through some low growth years. "Frankly, I didn't know the challenge facing me," Fiocco said. "But we have managed to grow and expand in recent years." The glass making is done on premise with a group of skilled craftspeople and apprentices. Tom has interns who vie for the chance to become apprentices and then crafters themselves. "We meet on Friday to discuss what we will make the following week and take into account what has been selling both in the store and from our orders," he added. Pairpoint has a large store that is open all year round and it is from what the customer buy, store owners with whom he deals with and seeing some national trends that decides his output. Fiocco says he has seen some slowdown in orders from his retailers, many of whom are specialty shops. "Our goods are not for the $10-$20 shop but for the higher end specialty retailer," he said. Fiocco said he sees some slow down in sales and is keeping a tight rein on costs until he notes what will happen this summer. "We don't know what will happen with the gas prices," he laughed. For other managers facing lower sales as the economy moves downward, Fiocco offers three suggestions: Listen to what customers are saying and more importantly, what they are buying and in what price range. Try to create original products for the niche you are selling to. Watch your costs and try to keep a financial cushion in place.
For more information, go to www.pairpoint.com. | 
