Lisa Conway of The Hive - Gift Shop and Gallery in Westerham, Kent

‘A hive of activity’

The Hive - Gift Shop and Gallery owner/manager Lisa Conway talks to Gifts Today about how she transformed herself from a passionate potter to an innovative proprietor, by turning a retail unit into a ‘home to all things handcrafted’

Why did you decide to open a gift shop?

It’s always been my dream to have my own shop. When I started to tap into my creative side, after retiring from my marketing and public relations career at the age of 42 to have my third child, I needed somewhere to sell the items I was making. I started making semi-precious beaded jewellery and took up sewing and painting again (I was previously destined for art college but never went).

But the most significant reason was because I learned how to throw a pot. It turned into a passion, and I quickly accumulated loads of pottery. I was selling at craft fairs but found the whole process and irregularity incredibly frustrating.

Over the years I met many like-minded creative individuals, all producing beautiful, handcrafted items and artwork. I promised myself that I would eventually have an outlet for their talents. We needed to be able to sell our work year-round, come rain or shine. It would be a gift shop, where the public could access unique, handcrafted pieces, and would always be able to find something completely different to anything else on the high street.

Tell us about your business.

The Hive launched in April 2021 - not great timing considering the global pandemic, but I wasn’t getting any younger, so I just went for it. The shop and gallery, which is across two floors, is in the heart of the beautiful and historic village of Westerham in Kent, which is renowned for a huge number of local tourist attractions including Chartwell, Quebec House, Squerryes Estate, Emmetts Garden, Chiddingstone Castle, Penhurst Place and Hever Castle.

I felt it was time for visiting tourists to be able to buy something beautiful and unique that had been handmade in the UK and locally, rather than imported, mass-produced goods.

In terms of my business model, we offer

“My concept is a good one, and I’m reminded by many of my lovely customers that what I provide is very special!”

concessions within the shop where individuals, carefully selected by me, rent space on a monthly basis, or we sell their items on a ‘sales or return’ commission only basis. Occasionally, I also buy small quantities of items from new makers I come across, to trial the popularity of a product.

Why is it called The Hive?

Because of the hive of activity from the busy makers within. Not that items are made on the premises (though I paint there occasionally) but everyone who has their products in The Hive is a ‘busy, productive bee’.

How would you describe your range?

We sell more than 100 different products, and everything is handmade in the UK and sourced from local producers. Most items are one-off unique pieces, and fragile, so not easily sold via a website. They all need to be seen in the flesh and handled to be truly appreciated.

What are your key categories?

Hand-thrown and hand-built functional and decorative pottery and ceramic pieces are our most popular product line. Crocheted and woven rope items are very popular too.

Then there’s fine art (mostly original pieces in various mediums, plus Giclee prints); fused and hand-blown glassware; handcrafted wooden pieces - mostly reclaimed Kentish Oak; a variety of leather goods, made locally to order; kitchen linens designed and reproduced by a Devon-based artist; soft furnishings; silver and sea glass handcrafted jewellery; semi-precious beaded jewellery; handmade natural (chemical-free) candles, scents and body products; winter lines such as leather gloves, silk and wool scarves and handcrafted decorations; and children’s toys and nursery items, which are mostly handcrafted, sewn, knitted and wooden items.

How many suppliers do you deal with?

Around 68 individual makers/suppliers, all known to me or found by me. No names anyone would know or have heard of prior to The Hive opening. That’s what makes us so special: you can’t buy the majority of the items we sell anywhere else!

How do you find products?

I’ve come across a great many makers over the years by attending craft fairs as an exhibitor. I continue to visit local craft fairs to discover new items and potential suppliers. In time I intend to

visit the ‘Handmade UK’ craft fairs, which are emerging throughout the UK.

What’s your selection criteria?

First and foremost: handmade in the UK, and ideally sourced as locally as possible. Occasionally I go further afield to places such as Scotland, Devon, or Cornwall, depending on the product I’m sourcing.

How is trading for you?

Most definitely, sales were much better last year. Everyone that visits the shop says, ‘ooh I must be good; I shouldn’t really be spending!’ unless they are buying a gift of some sort (as opposed to treating themselves). Impulse purchases have gone right down, and we previously did very well with them as our items are so tempting and lovely.

What’s selling well?

Pottery and ceramics are still one of our best sellers, along with original works of art, wooden products, leather goods and kitchen linens.

What’s next for your gift offering?

I’m always looking for beautiful, handcrafted items and will search out makers of products in particular areas. However, for the time being - at least until the economy picks up - I will be sticking with what I know and what is currently selling well.

What’s next for your business?

Since day one, I wanted to offer a gift registry service, whereby customers register their details and provide a list of family gift occasions, name their budget, and I source and provide the gifts on their behalf. I see this as a ‘value add’ but it’s not something I’ve had time to pursue or actually offer yet. It takes time to build a customer base and customer confidence. Depending on the state of the economy in the new year, I may introduce the service around Easter.

We offer ‘private view’ evenings in the Gallery, and I would also like to offer private shopping evenings, especially in the run-up to Christmas, but pre-booked for a small fee. And artists’ demonstrations would, I believe, prove very popular. But until recently it’s been impractical as far as crowds, Covid restrictions and general apprehension is concerned.

What’s the most rewarding aspect of your job?

Being my own boss, being surrounded by beautiful, handcrafted items, meeting new likeminded makers and artists, and selling items that I’ve made.

And the most challenging?

Doing everything myself, particularly all the administration and month-end accounting. I’m looking forward to being able to staff the shop accordingly and having more time to make items to sell.

Top 5 Best Sellers

1. Pottery 2. Artwork 3. Wooden items 4. Leather goods 5. Kitchen linens

If I had known just how badly the pandemic would have affected the UK economy, the nosedive in tourist trade and people’s buying habits, would I have opened a gift shop when I did? The answer is probably a resounding ‘NO’.

However, I don’t regret it. We are surviving, possibly thanks to my business model, but my timing could have been better. I look forward to the days retailers used to enjoy, and to tourists returning to Westerham in droves. My concept is a good one, and I’m reminded by many of my lovely customers that what I provide is very special!