Business Spotlight: Consignment shop offers greenhouse, Internet sales

Business was the last thing on Lee Masten's mind back in 1997 when she went to visit her daughter in Charleston, S.C., to celebrate the birth of her grandson Connor Gilesnen. During her stay, however, Masten said she had a life-changing experience. One day while exploring historic Charleston, she stumbled across a consignment shop.

"As soon as I walked in the shop, I was overcome by this feeling," Masten said. "By the time I left, I had decided to open my own shop."

When Masten returned to Springfield, she began taking steps to turn her dream into reality. She started looking at real estate and eventually bought a 70-year-old home at 1309 S. Scenic, which she remodeled with the help of a business partner.

Masten also began reading about how consignment shops worked, and she learned how to recognize and price collectibles. In 1998 she opened The Connor House, which she named after her grandson.

Like most consignment shops, The Connor House contains a wide range of items. Items for sale include furniture, dishes, cut glass, antiques, vintage clothing, artwork, books, rugs, jewelry and a variety of other sought-after collectibles. Although Masten scours flea markets and antique stores to find some items, most of the shop's inventory comes from area residents who bring goods to the shop to be sold.

Consigning an item works in one of two ways. Some customers tell Masten how much money they would like for the item, and Masten adds on her commission. Other customers aren't sure how much an item is worth, and they ask Masten to set the price.

"Sometimes I feel like the Antiques Road Show' out here," Masten said, "People will bring something in they want me to sell, and they have a price in mind, but they don't realize that the item is a collectible, and it's actually worth much more."

Since starting her business, Masten said she has worked hard to develop trust among the people who regularly bring in items to be consigned. That trust also extends to her customers.

"I have a regular group of customers who come see me about every two weeks," Masten said. "That's about how long it takes to turn things over. I get new items in here every day."

Although some items move quickly, others are a little more difficult to sell. To give an item maximum exposure, Masten will display it several different ways. If an item isn't sold after three months, the owner is called and asked to reclaim it.

Like most business owners, Masten faces her share of challenges. Three months after starting The Connor House, Masten's partner left the business, and Masten said recently she finished buying out her partner's share of the business.

Getting the word out about her business also can be difficult. To create interest in The Connor House, she advertises with a company that targets people who are interested in flea markets, antique shows and auctions that are held in southwest Missouri.

Masten also said she works long hours. Although The Connor House is open 10 a.m.-5 p.m. Tuesday through Saturday and 12 p.m.-5 p.m. on Sunday, Masten spends much of her free time cleaning, sorting and pricing items.

"A new business is like a new baby," Masten said. "They both need constant surveillance."

Still, Masten said, she truly enjoys what she's doing. She also enjoys working with her children. Her son, Bene Masten, helps her pick up and deliver items, and her daughter, Amanda May Masten, runs a greenhouse, which is located just beyond the shop.

Amanda May's Greenhouse, which is open from early March until mid-June, sells annuals, perennials, baskets and tropical plants. Every September, however, the greenhouse is transformed, and the structure becomes the site for an annual flea market sale.

In the future, Masten said, she plans to start selling more items on eBay. Masten said she believes eBay will help expand her business and allow her to sell high-priced collectible items much more quickly.