Given the massive spread of hypermarkets, small and midsize specialty stores may find it more and more difficult to keep pace. However, focusing on a unique product, such as Persian carpets, might be the tool to fight off major retail chains. Ehsan Abrar, director of a Persian carpet store in Prague, talks with The Prague Post about the challenges stores like his face. He also comments on whether the current political tension between the West and Middle East harms his business.

1. Your store is one of the largest single-product stores in this country. Didn't you see it as a risk to focus on just one product like Persian carpets?

No, I didn't think that selling one particular product would be risky. I'm not selling a Persian carpet just to cover the floor but rather a precious work of art. Many collectors are among our traditional clients. They are not interested in just buying a new carpet; they also ask for repairs of their old ones. I feel bad seeing lots of valuable carpets harmed by unprofessional maintenance. They would be preserved if they had been cared for properly.

2. How did you get the idea to open a Persian carpet store in Prague?

This country has a strong industrial tradition, and it participated in building up industrial factories such as sugar plants in the Middle East. [Czech] engineers and experts who worked there returned home with a passion for and understanding of Persian carpets. This contributed to them developing an understanding of other cultures and also Persian carpets, though World War II interrupted the good relations between the countries.

3. Do you import the carpets that you sell here from the Middle East or do you manufacture them in Prague?

Every new carpet that we sell here is imported from the country where it is manufactured. Our catalogs provide information about the origin of each carpet, as well as the material from which it is made.

4. Actually, how do your carpets really sell? Who are your typical clients? How frequently do corporate clients buy?

We turned to advertising in Czech media quite a lot in our early days. I don't think that I exaggerate when I say that my [business] activities here restored the Czech people's interest in Persian carpets. We printed brochures, launched our own Web site and organized exhibitions. We've got a lot of regular clients who visit our exhibitions and talk to other potential customers. We've been quite active in wholesale, too. We've developed contacts all over Europe.

5. Doesn't the longevity of Persian carpets work against your business? Aren't you afraid that the demand for the carpets will be saturated since those who wish to own a Persian carpet have already got one?

With this question, you really hit the nail on the head. High-quality Persian carpets really have substantial longevity. But there still a big demand for Persian carpets in the Czech Republic.

6. How do fashion trends affect your business? Do you actually need to consider fashion trends?

Our business policies always include monitoring fashion trends. I can mention a following example: today, famous designers are designing carpets that are manufactured in Pakistan. Such carpets fulfill the highest demands.

7. Purchasing a Persian carpet is sometimes labeled as a good investment. How does their value develop? What is the average price of a carpet you sell here?

Persian carpets have always represented a good investment. The last two centuries showed that a good-quality Persian carpet does not deteriorate over time. All it requires is proper handling. Prices of particular carpets are based on size, patterns and where it is made.

8. How difficult is it to compete against shopping malls, and how do you attract people to an independent specialized shop like yours?

As I said before, a Persian carpet is not just what you put on the floor — it is a piece of art. In my family, trading with Persian carpets has been a life mission of many generations. A client's big demands are best fulfilled by stores that offer a quality product and well-trained staff ready to assist customers.

9. Persian carpets are often identified as a part of Middle Eastern culture. Do the tense relations between some Western countries and those of the Middle East have a negative impact on your business?

So far, we haven't experienced any negative impacts on our business. Persian carpets are pieces of art and, luckily, they remain separate from tense political relations. I believe the Europeans are well aware of this.

10. What is the best thing and the worst thing that you've experienced in this country as a businessman?

The best experience was meeting with many interesting people, be it artists, musicians, actors and other intellectuals, and maintaining interpersonal relations with them. The worst experience has been losing our valued clients and business friends who have died over time.