Coffee & Conversation: Marv Berkman - MarCel

Talking With A Springfield Business Owner

Published December 19, 2007

Marv Berkman -- MarCel Wholesale Outlet

When Marv Berkman was a young man, he worked in a small wholesale sundries business run by his parents in Canton, Ohio. Though he went on to a career in medicine, his interest in the business of wholesaling remained with him. A few years before his retirement from McKenzie-Willamette Hospital in 1998, Marv started MarCel as an importing and distributing company.

Today, MarCel is the largest importer in the Northwest of hand-carved and hand-painted bamboo wind chimes from Bali. They're also a leading importer of dreamcatchers from Bali and a variety of other products including imported toys, jewelry, novelties, and specialty items from many countries of the world. MarCel's products are distributed for sale in gift shops, garden centers, pharmacies, casinos, and souvenir shops as well as sold in their Springfield retail store and via the internet at www.wholesaletoyou.com.

We sat down with Marv at his retail outlet for a chat about his company.

Q: How did you get started in your business?

A: I started the business in 1993 after seeing many importing opportunities during international travels with my wife. We decided to begin wholesaling imports from Bali, India, and Mexico. I began selling products out of the trunk of my car, then as our product line grew, sold from our garage at home, and then expanded into a duplex I bought near the hospital. The business has continued to grow over the years as we've added many new products found during my trips to Bali and acquired more sales representatives.


Q: What led you to locate your business in downtown Springfield?

A: I had been contemplating starting a retail outlet in Springfield for awhile and needed additional storage space for our inventory. When this building at the corner of 7th and Main came available, I decided to buy it. It has the space we need and, together with Dave and Darla Harris at Bright Oak Meats next door, we're enjoying being in this great location. For me, this block of Main Street is a breath of fresh air. I love being here and enjoy my regular visits to Terese's and The Pump for coffee and lunch. Being downtown is invigorating for me and for our business.

Q: How has your business changed over the years?
A: We've gone from mostly local sales with me doing all the selling to building a network of fifteen independent sales representatives around the country. We also began selling over the internet and added the retail outlet here in 2005.

I hired Dawn Brandon to manage the store and she works along with Angie Barrie to serve our retail customers. It has been delightful to work with them and I appreciate all they do to make the business successful.

Over the past five years, interest in handcrafted imports seems to have waned somewhat. Many small businesses which sold our products have closed or new management has taken them over after mergers. The "big box" stores have taken some "niche" product sales away from us. But not many chain stores carry products like ours because I go to small villages in Bali and buy directly from the people who make them.

Q: What do you see as coming trends in your business?

A: I expect to increase sales at our retail outlet as more people find us due to additional sidewalk traffic resulting from events at the Wildish Theater. Also, I expect that our internet business will continue to grow.

Q: How has your business activity been this year?

A: Our trend has been slightly positive over the past five years -- 2 to 3 percent a year. With our prices closer to wholesale levels, I had expected to do more retail business than we have this year. Business from our internet site is about 5% of total sales and growing.

Q: What is your outlook for 2008?

A: We recently added a new Portland-based sales rep organization with five salespeople in Oregon so I expect added business from them. I'll be going to the Los Angeles Gift Show in January and will look for more independent salespeople to represent us. I'll also be going back to Bali in March to find more new products for us to import and distribute. And, as I mentioned, we expect growth in both retail and internet sales.

Q: What do you enjoy most about your work?

A: I enjoy the everyday contact and relationship-building with my employees and our customers. Plus, I like the challenge of being successful in a competitive business environment.

I also love going to the mountain villages in Bali to meet the people and buy their beautifully made products. And it's fun to see the handmade items I bought from the artisans in Bali sell to our customers in the U.S.

Q: What statement would you like people to use in describing how you do business?

A: MarCel offers high quality imported products, good prices, and excellent, personalized service.

MarCel Wholesale Outlet is located at 660 Main Street, Suite B in Springfield. Open 11 am - 4 pm, Monday thru Friday (and Saturdays until Christmas). Phone: 988-9919. Website: www.wholesaletoyou.com.

-- Todd Peterson, The Springfield Beacon

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