Jenny Lam and Susi Lee are known for their warm business acumen and expertise with more than 30 years’ experience in the rag trade.
The sisters own Saigon Fabrics, a family business that specialises in bridal, haute couture fabrics.
Their fabrics include hand-beaded designer Chantilly laces and silk brocades ranging from $50 to $1000 a metre hand-picked from all over Europe with the shop becoming their “big of Paris” in Sydney’s CBD.
“Fashion and trends come and go, but style and elegance will never go out of fashion and there’s no comparison when you’re comparing something to a bespoke gown,” Susi said.
The sisters have developed close relationships with overseas suppliers and go to Paris at least once a year to choose fabrics.
“We have to buy the stock for the whole year that’s suitable for the Australian market so need to make some very important decisions,” Susi said.
The French chantilly laces or silk brocades are not mass produced offering customers unique and exclusive fabrics for gowns. Source: Supplied
“It is risky because buying the wrong stock can be a very expensive mistake, but we’ve learnt through researching and understanding the market, and trial and error over the years.”
They credit part of their success to experienced staff, who also work as designers for customers, turning sheets of fabrics into tailored garments.
“We’ve got two floors of retail space with 10,000 different types of trims, fabrics and appliques in this store,” Susi said.
The bulk of their business comes from bridal parties and relatives of couples getting married.
The sisters say Saigon Fabrics is sought out from customers because the current market’s lack of variety when fashion develops and is discarded quickly.
The business has been open for over 30 years and supplies fabric to interstate and international customers. The business is also looking to create an online store for their basic stock.
The sisters work with designers and their clients to select materials before being drapped to be able to visualise their final bespoke gown. Source: Supplied
“Being fabrics, you always have to feel and touch and see the beautiful intricate pieces, and would be difficult for a person to make a decision on our more exclusive high-end pieces worth $300 or $400 a metre,” Jenny said.
The Family
When their parents first started the business in 1983, Saigon Fabrics was completely different.
They sold mixed wool, cotton and fleece to newly arrived refugees who would then send them back to loved ones unable to access material. This flourished as their main form of business.
“As young girls, at 12 and 13, I remember helping our parents on weekends measuring hundreds of metres of fabric,” Susi said.
Working in the family business on weekends was common, and something that proved to be a huge advantage when they eventually took the reins.
Their father taught them about retail business and customer service, how to look at the wool, beading and lace quality and how to twist yarns to ensure fabrics are in their best condition.
Jenny’s dream was always to be a designer; Seeing beautiful gowns worn by celebrities such as Audrey Hepburn and Grace Kelly fueled her passion from an early age.
But when the sisters were older and the business started to encounter difficulties while the rag trade industry declined, they decided to invest in their parents business and innovate.
Their parents first set up Saigon Fabrics in 1983 for the Vietnamese community. Source: Supplied
Susi said economic reforms disrupted the thriving business.
“In 1986 the Vietnamese government opened its doors to foreign trade, and the need for our services started to decline,” she said.
It tested the family business and forced them to innovate and think dynamically.
So with some savings, Jenny proposed to invest in higher quality products and test the market – albeit to the doubt and reluctance from their father.
“The customers were so happy with that first piece of lace, which completely sold out in five days, so we had enough to buy a second piece, then a third piece and now we have hundreds of fabrics,” Jenny said.
Calling themselves the “yin and yang”, Jenny managed the production side while Susi managed the books, slowly building the business up by delivering the best products they could get their hands on and concentrate on customer service.
“The secret was we worked almost every day for about 10 years,” Jenny said.
Jenny and Susi say they can't put a price on the joy their business gives them. Source: Supplied
Susi said a key point was moving their parents’ shop to the city in 2000.
“[We were] the first Asian store in Cabramatta, and at the time locals were mainly Italians and Croatians.”
“We wanted to be different and to turn our parents’ business into a business with a niche in the market and specialise,” Susi said.
The move helped cement their position in a dying industry, and even with a new start they noticed their loyal customers following them into the city, something they say “money can’t buy”.
“[It's a joy] to have returning customers bringing their children and their children’s children, and cousins and aunties and bridesmaid,” Susi said.
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