Jeff Jenkins, owner of Leonards New England in Seekonk, Massachusetts knew he wanted to grow the family business decades ago but it wasn’t until he took the helm from his father that he was able to implement his own ideas - and he’s had some great ones.
One of the first things he did 25 years ago was to book his first trip to the United Kingdom. “I really wanted to visit some of the antique shops in England and Scotland. I told my father many times that I thought it would be a good way to extend our resources,” Jenkins said.
The American antique dealer took his early experience and headed abroad. He visited many high-end antique shops during his stay and made contacts with very reputable dealers. Thirty years later, the relationships he established way back when are alive and well and in fact, many are better than ever.
In August 2006, Jenkins acquired a piece he never thought he’d own and is so ecstatic about it that he’s decided to keep it for himself. The hand carved, painted and gilded “royal coat of arms” is adorned with a unicorn and lion motif, and now decorates his dining room wall. Queen Mary presented the unusual item to the grandfather of one of Jenkins’ long time business associates in the late 1800’s. The antique dealer was the Queen’s antique dealer by royal appointment. “With no heirs to pass it on to he thought of me and I was incredibly touched by the gesture. These are the kinds of people I deal with when I’m in the United Kingdom,” Jenkins said.
Having forged relationships with business contacts has worked out well for Jenkins. Although Leonards has sold furniture since 1933, the business has grown in leaps and bounds under his direction. Within the last twelve months, the store has sold merchandise to 45 states thanks to its website, which was also his idea. But popping over the pond was something that certainly benefited the business. With so many of his customers living in New England, Jenkins said the area appreciates antiques from England, Ireland and Scotland.
“One of the best things about dealing with antique dealers over there is that it’s very traditional in Europe for families to do the same thing for generations. Whether it’s clock making, furniture restoration, or a particular craft - they become masters. They really know how to beautifully restore the things I buy. By the time a sideboard or night table is delivered to the store it’s already been given the seal of approval by a master craftsman. They also have access to the right materials so they can work on antiques that were made over there,” Jenkins said.
On his most recent trip Jenkins spent over $100,000 on select top quality antiques that will be shipped to him over the next few months. Because he visits his regular dealers three or four times a year he always comes away with something special. In fact, many of his contacts know his taste well enough to put a particular armoire or cupboard aside for his next visit.
“I always return with merchandise that compliments our inventory, and since things are being shipped all year long there’s always something new on the floor,” he said.
This summer Jenkins bought a mahogany tall case clock circa 1800. The “Drumhead” Clock has its original finish, and its face is unusually set in a rounded bonnet. Jenkins said he expects to sell it for $15,000.
Even when the English pound costs $1.80 in American money Jenkins still makes regular buying trips. “When you’ve developed long term business acquaintances like I have, you still go there and do business - even when the exchange rate is low,” he said.
There’s so much more to selling antiques than simply running the store and no one knows that better than Jenkins. In addition to being a very well recognized name in the US antique world, Leonards has also become well known in much of Europe. His 25 plus year associations have earned him his way into the “loop” - typically reserved for only the top dealers - and he’s only too happy to pass the quality and craftsmanship on to his customers.
“Having highly experienced furniture restoration people in Great Britain is great. We have about 25 full-time crafters and furniture restorers here, but my overseas association adds to what we can accomplish,” Jenkins said.
Knowing who’s who in the antique world, Jenkins has gleaned a wealth of knowledge about imported antiques and said European pieces are typically made of the very finest quality. “You can get burled woods in America but they’ll never be as good as those that come from Scotland. The trees there take longer to grow because of the cold climate so the wood is very high quality,” he said.
A steady flow of regular customers from New England visit his Seekonk and Westport, Connecticut locations and the internet keeps him selling to all parts of the country. Buyers come from all walks of life and Jenkins said that even those who don’t live in an antique colonial or Victorian home are still wise to add a few tasteful antiques to their furniture collection. “Actually I think antiques look great in contemporary homes. Some antiques actually seem to showcase better in a contemporary setting,” he said.
Whether you’re in the market for a pre-Civil War bed, a 19th Century Scottish armoire or antique conversation piece Leonards should be at the top of your list. By taking advantage of Jenkins’ experience, expertise and contacts, customers will never have to second-guess their purchase. Antique enthusiasts who haven’t yet discovered Leonards fine collection of antique American and European furniture are in for a treat.
