SPRING 2020
THE DEFINITIVE RESOURCE FOR INDEPENDENT LIFESTYLE RETAILERS
instoremagazine.ca
Spring
IDLE TIMES, INDUSTRIOUS ACTIONS
EMBRACE CHANGE NOW!
Action A TWIST OF FATE
IDLE TIMES, INDUSTRIOUS ACTIONS EMBRACE CHANGE NOW! A TWIST OF FATE
ADVICE & ADVICE & INSIGHT
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contents
inStore VOL. 06/NO. 03
THIS ISSUE
Spring 2020
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37 40
12 inStock
inStyle
inSight
inForm
DEPARTMENTS
FEATURE
DEPARTMENTS
DEPARTMENTS
10 Bon Appetit! Canadian-made gourmet goodies
37 Glad Tidings
8 Hello! Staying Optimistic
18 News & Notes New lines, launches, industry goings-on and upcoming trade shows
12 Bottoms Up! Relaxing with a cold one has never looked so good 14 Give Back Great gift items that also give back 16 The Comforts of Home On-trend items to dress up dull abodes FEATURE
Top trends for the holidays
24 Shop Profile Stocked full of extraordinary everyday items, Twisted Goods offers customers a boutique experience from the convenience of local malls in Saskatchewan and Alberta. 48 Embrace Change Retail expert and business coach Barbara Crowhurst on how retailers can keep their business going during the COVID-19 crisis.
50 CanGift Connects We Will Find a Way FEATURE
32 Idle Times, Industrious Action
There’s plenty you can do to turn these idle times into industrious action. By Claire Sykes
43 Of Note!
Our favourite journals, sketchbooks and notebooks
www.instoremagazine.ca
inStore. Spring 2020
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RETAILERS Take Part in the Trends that are Shaping the Business of Retail in 2020 Merging an on-line store with your bricks and mortar. Embracing technology to drive retail analytics. Marketing effectively using the right platforms. Increasing sales. Increasing foot traffic. Creating a retail service culture that can sell.
Invest in the Future of your Business, Hire The Services of Retail Makeover!
Retail Business Coaching & Training Retail Staff Sales Training Retail Store Design Retail Website Creation & Implementation We will help you reach your full potential. Guaranteed!
THE DEFINITIVE RESOURCE FOR INDEPENDENT LIFESTYLE RETAILERS
Editor & Publisher Erica Kirkland ekirkland@instoremagazine.ca Design & Layout Gerry Wiebe Advertising & Production Coodinator Tina Nicholl tina@instoremagazine.ca Contributing Editors Barbara Crowhurst, Leslie Groves Advertising Inquiries ekirkland@instoremagazine.ca 905-690-0492 Editorial Submissions editorial@instoremagazine.ca Mailing Address: 103 Niska Drive Waterdown, ON L8B 0M8 Contributors Barbara Crowhurst, Castlerock Studios, Will Fournier, Andrea Reynolds, Claire Sykes InStore Magazine™ is published four times a year for independent retailers in Canada selling giftware, home décor, fashion accessories and lifestyle items. The magazine is mailed to 12,000 stores including gift, home décor, hardware, pharmacy and florist.
Check out our website for an amazing first time offer / www.retailmakeover.ca
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Office Line: 905.686.8898 Mobile Line: 416.522.8169 Email: retailmakeoverca@gmail.com
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© 2020 InStore Magazine™. The contents of this publication are the property of InStore Magazine. Reproduction or use of the contents in whole or in part, for any reason, is strictly prohibited without the written consent of the copyright owner. The publisher is not responsible for product claims made by the companies mentioned herein. Printed in Canada Publication mail #40841587. Return undeliverable Canadian addresses to: InStore Magazine™, 103 Niska Drive, Waterdown ON L8B 0M8. Email: editorial@instoremagazine.ca
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What’s new for spring 2020 at See all our new spring and summer 2020 styles A Division of Norcard Enterprises Ltd.
1 Top Selling Cards 14 years in a row
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ATLANTA AmericasMart January 14-21, 2020 snoozies! Corporate AmericasMart Bldg 2, 7th floor, 741A
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snoozies!® USA Corporate Office · 252-650-7000 ext 215 Cross Border Sales Gift Agency Ltd. (Canada) · 905-417-6332 Copyright 2008-2020 | snoozies!® is a registered trademark of Buyer’s Direct , Inc. | Buyer’s Direct, Inc. | P.O. Box 818, Elm City, NC 27822 | info@snoozies.com
my fav...
inSight Hello
Staying Optimistic While the current economic circumstances made it impossible for us to deliver InStore to physical store locations as we normally would, the companies whose advertisements are featured in this issue demonstrated a resounding resolve to support not just InStore, but the entire Canadian gift industry. During times of crisis, people look to their industry leaders for advice and insight which is what we hope this edition of the magazine provides for you and the reason we worked so hard to get it into your hands. While we sit and wait for word that the economy will open back up, please take the time to reciprocate the support our advertising partners have shown, along with the support of the Canadian Gift Association. From the beginning, the association’s leadership was eager and willing to help ensure the Spring 2020 issue of InStore reached all of the industry’s stakeholders. To that end, we hope the following pages will enable you to escape from reality for a little while and daydream about what life will be like once we are no longer living under the cloud of this virus. Until we meet again!
Angelica, the owner of Twisted Goods and the focus of this issue’s Shop Profile, is a charming and unusual combination of grit and grace. Upon meeting her she immediately puts you at ease with her genuine smile and charm. Not surprisingly, one of her previous career paths was as a counsellor, a skill she says she is using as often these days as her business skills. During this crazy time, retailers need bright lights to look toward and Ang is definitely one of the brightest this industry has.
Erica Kirkland Publisher & Editor
in this issue Very shortly after the COVID-19 pandemic appeared, shopping behaviours and patterns were quickly being recognized. Among them was an interest from Canadian consumers in items that helped keep them entertained (puzzles, Netflix shows), self-care 8
(yoga mats, facial creams, etc.), and decorative accessories to dress up the homes they’re currently stuck in! It’s tough to say with certainty whether these shopping trends will continue as physical distancing measures
inStore. Spring 2020
are reduced, but it’s likely this pandemic will scare more people to stay home more often at least for the very short term. Retailers who are able to sell consumers
the products they want via online or limited offline channels will derive some revenue while their stores remain shut. To that end, we hope the products that we have selected to feature in this issue inspire you and that you uncover some great new finds for right now or in the future. inSpire. inForm. inStore.
Classic Blue 2020 Pantone Colour of the Year.
ganz.com
800.263.2311
@ganzmidwestcbk @simplynoellecanada.com
inStock
Bon Appetit!
What We’re Loving
2
Canadian-made gourmet goodies
1 1/ Hot Pepper Jelly from Orange Crate, $10 retail, Premier Gift, 800-387-1282, www.premier-gift.com 2/ Creamy Honey Garlic Vinaigrette, $9.99 retail, Mrs. McGarrigle’s Fine Food, 877-768-7827, www.mustard.ca 3/ Sweet Vanilla Pancake Mix from Orange Crate, $10 retail, Premier Gift, 800-387-1282, www.premier-gift.com 4/ Candied jalapenos from Saltspring Kitchen Co., $12 retail, David Youngson & Associates, 800-370-4857, www.dyacompany.com
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5/ Loose-leaf tea from Tea Butler Canada, 855-836-0039, www.teabutlercanada.com 6/ Hot Whisky Mustard, $8.50 retail, Mrs. McGarrigle’s Fine Food, 877-768-7827, www.mustard.ca
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Save the Date August 9-12, 2020, Toronto Congress Centre
Stay safe. Stay well. Stay connected.
@cangift
Bottoms Up!
inStock What We’re Loving
2
Relaxing with a cold one has never looked so good
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1/ Tumbler with lid from Carson, $38.99 retail, Edenborough, 800-265-6398, www.edenborough.com 2/ Insulated tumbler with lid, $22.95 retail, Paper E. Clips, 800-660-7068, www.papereclips.com 3/ Creative Co-op wine bag, $12.99 retail, David Youngson & Associates, 800-370-4857, www.dyacompany.com 4/ Coasters from Shannon Martin, $3.50 each, Group One Associates, 888-848-8807, www.grouponeassociates.com
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5/ Santa Barbara Design Studio cocktail napkins, $8 retail, Design Home Gift & Paper, 800-663-9950, www.designhome.ca
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Give Back
inStock What We’re Loving
Great gift items that also give back
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1/ CAUS donates 25 percent of all proceeds from the sale of its insulated drinkware to various charities, $48.99 retail for tumbler shown, Edenborough, 800-265-6398, www.edenborough.com 2/ Bella Tunno’s new ‘This Bib Feeds Kids’ bib retails for $20 and helps feed 15 kids. Through David Youngson & Associates, www.youngsondya.com
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3/ A percentage of proceeds from the sale of these mugs from Santa Barbara Design Studio will be donated to the fight against Ovarian Cancer, $23 retail, Design Home Gift & Paper, 800-663-9950, www.designhome.ca 4/ Inis donates a percentage of proceeds from the sale of its 50 ml cologne to the Irish Whale & Dolphin Group, $56.99 retail, Edenborough, 800-265-6398, www.edenborough.com 5/ A percentage of proceeds from the sale of these dishcloths will be donated to the Australian Wildlife Conservancy, $12 retail for set of two, Abbott, 800-263-2955, www.abbottcollection.com
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AU G U ST 9 - 1 1 , 2 02 0 International Centre Hall 5 | 6900 Airport Road Mississauga, ON
Everything you need for your store, right here at Mode Canada’s largest fashion, jewelry, and accessories tradeshow. Shop more than 200 exhibitors, plus 100s of products and brands, 100s of Canadian-made and designed products, and top industry trends. Find your next bestseller at Mode.
Register Today. Shop Mode. mode-accessories.com
inStock What We’re Loving
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The Comforts of Home As more Canadians spend more time at home, sales of home décor items are on the rise!
1/ Pot, $15 retail, Nostalgia Import, 800-785-7855, www.nostalgia-import.com 2/ Mud Pie wooden décor blocks, $40 retail, Design Home Gift & Paper, 800-663-9950, www.designhome.ca
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3/ Cushion, $26 retail, Nostalgia Import, 800-785-7855, www.nostalgia-import.com
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4/ Embossed flower vase with stand, $53 retail, Design Home Gift & Paper, 800-663-9950, www.designhome.ca 5/ Papercraft basket, $20 retail, Danica Studio, 888-632-6422, www.danicaimports.com 6/ Mud Pie pillow, $54.50 retail, Design Home Gift & Paper, 800-663-9950, www.designhome.ca
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AU G U ST 9 - 1 1 , 2 02 0 International Centre Hall 5 | 6900 Airport Road Mississauga, ON
Everything you need for your store, right here at Mode Canada’s largest fashion, jewelry, and accessories tradeshow. • 200+ Exhibitors • Dedicated Sections: Made in Canada, Beauty, Rising Star, and Cash & Carry • Top Industry Trends Find your next bestseller at Mode.
Register Today. Shop Mode. mode-accessories.com
inForm News & Notes
News & Notes THE GOODS Holiday Hosting Kits Orange Crate has produced a variety of holiday hosting kits in the form of stockings. There are currently five different stockings: tea, cheeseballs, hot dips and cold dips. $19.99 retail each. Available through Premier Gift. 800-387-1282, www.premier-gift.com
From You to Me When you’re a kid, a birthday is a big deal. These birthday books from Old Country Designs are full of fun facts and quirky information. They also come with an envelope so they can be easily mailed. $9.99 retail. 888-212-2110, www.oldcountrydesign.com
Cityscape Shortbread Cookies HANDCRAFTED IN CANADA PH 1-800-439-6393 EM orders@kitras.com ASK ABOUT OUR CURRENT SPECIALS!
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Lifestyle Market is now selling Canadian-made shortbread cookies. The natural all-butter shortbreads are made in Canada with maple syrup. Available in two sizes – a small box with five cookies for $11 retail and a large box with 10 cookies for $21 retail. www.lifestylemarket.ca
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Inside Track NEWS IN BRIEF
Suppliers Respond to COVID-19 Like retailers, vendors have been forced to either suspend operations or greatly reduce them to accommodate the need for social distancing. Depending on the province they are located in, whether or not they were classified an essential service and if their work environments could handle the more stringent public health measures, the degree to which vendors have been impacted varies. If your store is open and fulfilling either curb-side or online orders, here are a list of vendors who are open and/or supporting retailers in a variety of creative ways. #InThisTogether Bella Flor is continuing to serve customers via its online wholesale website and sales representatives who are available via telephone and text. The company is fulfilling orders for customers who are operating essential businesses as well as online and brick-and-mortar retailers. www.bellaflor.ca
We bring Christmas to lif e
As its warehouse was deemed an essential service, Danica is still able to ship as normal and reports a good stock position. As a service to their customers, they’ve automatically placed all open orders on hold. For retailers still able to serve customers via online channels, the company has a media library which is easy to access. Retailers can order online at www.danicaimports.com. Dublin Design is accepting, and shipping orders placed through the company’s website www.dublindesign.ca. Finesse is supplying local emergency services and customers with Sannitor, a spray and go hand sanitizer. To ensure staff are safe, the company has enforced a seven-foot distance rule between employees and handwashing every 20 minutes. www.finessehome.com While Ganz has suspended all shipping until further notice, it’s committed to helping retailers manage upcoming shipments and future orders. Company representatives are encouraging store owners to connect with their sales reps to review products as well as build and place orders. Retailers can view catalogues and place future orders online at www.ganz.com. After demand from their customers, Indaba Trading reopened its distribution centre on April 6 with a limited team. In addition to encouraging customers to place orders online via ShopZio or to work virtually with a company sales rep, the company has launched a drop-ship program which allows retailers to order items and have them shipped directly to their customers. To facilitate this process, Indaba has reduced its sku minimums to one. To facilitate online selling, Indaba is providing retailers with access to their product and lifestyle photography for use on their websites and social media feeds. www.indabatrading.com
Shop With Us Online 24/7 www.christmas-tradition.com 1-800-561-5515
During the pandemic, Kikkerland has been helping keep us occupied with a variety of free downloads including a cookbook and colouring book. Retailers have been encouraged to share both of these resources with their customers. Kikkerland has also launched an updated version of its B2B website, which includes online ordering capabilities along with access to marketing materials and pictures. www.kikkerland.com While its on-location shop and studio are closed to the public, Kitras Art Glass is still shipping daily, while continuing to watch and follow all guidelines set out by local governments. As the situation is changing rapidly, representatives from the company say they will be working to balance the needs of their customers, suppliers, employees and the local community. Email orders to orders@kitras.com. >> Continued on page 20
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inForm News & Notes Suppliers Respond to COVID-19 >> continued from pg 19 In attempt to keep staff employed, Old Country Design (OCD) is open and supporting customers while also maintaining social distancing practices in the workplace. Customers can either call in an order or place one via the company’s website or ShopZio. 888-212-2110, www.oldcountrydesign.com Paper E. Clips handwrote and mailed 1000 greeting cards across Canada free of charge in March and April. In addition, the company is helping to connect their customers with consumers on its social media channels by highlighting retailers that are still operating whether by phone-in sales, email or online. The company is still accepting orders and shipping. www.papereclips.com Recognizing that many retailers had to act fast at the start of this pandemic to manage their cash flow, Nostalgia Import placed all open orders on hold, called customers before shipping and offered to postpone shipment dates. For customers less affected by confinement orders, along with online retailers, hardware stores and drugstores, the company is shipping once a week from its warehouse. Nostalgia has completed its Christmas buy and can now guarantee all seasonal orders will ship on time. www.nostalgia-import.com During the month of April, Pinetree is donating all profits from its direct-to-consumer sales to retailers, even if the store currently doesn’t offer online sales. All a consumer has to do to support their local store is tag them in their order. www.shoppinetree.com Stargazer Originals is accepting, and shipping orders placed through the company’s website. www.stargazeroriginals.com For retailers who are still open or who are starting to plan for a return to normal business, The Tate Group is doing its best to supply their needs. The company’s sales and customer service team continue to work from home while its Toronto warehouse is open for local pickups and regular shipping on Mondays and Tuesdays. www.thetategroup.com
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Giving a Voice to Independent Retailers Diane Petryna, the owner of Take A Hike + Take 2 Boutique in Thunder Bay, Ont., is trying to mobilize a movement of independent retailers who she believes are being underserved by federal and provincial governments during the COVID-19 pandemic. “Many of the government-funded business programs in Canada and Ontario exclude retailers from applying for research, training, innovation and development grants,” says Petryna, who launched a Facebook page called The Passionate Retailer to connect with other retailers. “By learning, sharing and supporting one another, I truly believe we will survive and thrive,” says Petryna, who sat on the Retail Council of Canada’s (RCC) independent retailer advisory board. “RCC does great work advocating on behalf of retailers but what I’ve observed is that often the urgent needs of smaller, independent retailers are overshadowed by those of larger corporations,” she says. “There are other business associations which represent multiple business sectors and again our voices as independent retailers are often not heard. In order to rebuild our businesses, our communities and our national economy, we as independent retailers must come together, get ourselves to the table, offer solutions and ensure that we are supported.” Search for the Passionate Retailer on Facebook to join and learn more.
Mode Show Relocating to International Centre Newcom Media, producer of the biannual Mode Show, recently announced the show is relocating to the International Centre in time for the August show. For more than 20 years, the Mode Show has been held at the Delta Hotels by Marriott Toronto Airport and Conference Centre located on Dixon Road. According to show management, relocating to the International Centre will allow the show to expand, thrive and attract new buyers and exhibitors. “Ultimately, the Mode Show has grown out of the Delta Hotel,” said Melissa Arnott, show manager. “We want our existing exhibitors to be able to expand their booth spaces to accommodate their new and growing fashion and accessory lines. We also want to allow for more space for new and upcoming exhibitors and the International Centre is the perfect place for that.” Arnott said that the move will also attract new buyers, as having the show in one hall at the International Centre they don’t have to navigate multiple rooms and floors to shop. “We are confident this move will benefit both the buyers and exhibitors by having a fresh streamlined look,” Arnott said. “For buyers, this means easy access to all exhibitors’ booths and time saved navigating the show floor. For exhibitors, this means booths that can expand, and a venue that can support new exhibitors, which in turn will attract new buyers.” Other benefits of the new location are ease of access from Toronto’s main international airport, free parking and the ability to expand to add show features and educational seminars in the future. The Mode Show will make its debut at the International Centre in Hall 5 from August 9 to 11.
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Design Home’s New Corporate Showroom Design Home Gift & Paper’s new 18,000-square-foot corporate showroom will be opening this August, adjacent to the company’s head office in Mississauga, Ont. The company has invested $3.5 million into the space and plans to use it to host VIP events, breakfasts and cocktail parties. The twostory facility includes a 1000-square-foot bistro along with lounge and meeting spaces. 800-663-9950, www.designhome.ca
Avanti Names Stuart Bunn to Canadian Leadership Role
Commandez dès maintenant et confirmez la date de livraison ultérieurement. Ensemble ça va bien aller!
You may place orders now and confirm us a shipping date later. Together, we will get through this!
In his new role with Avanti Press, Stuart Bunn will assume the primary leadership role with Avanti’s sales agencies and the company’s national accounts. Additionally, Bunn will resume his past role as the local Avanti sales representative in Eastern Ontario. “Stu offers Avanti Press a strongly aligned market view, a professional management practice and a talent at supporting customers that will further elevate the company’s focus across Canada,” said Chip Owen, executive vicepresident. “Stuart’s expertise accelerates our company’s long-term strategy to expand support and consultation to our Canadian customers. Based in Detroit – across the river from Canada – we highly value the Canadian marketplace and its embrace of the Avanti brand of humour.” Founded in 1980, Avanti Press is a Detroit-based publisher of greeting card collections. Translated into over 20 languages and distributed around the world, the company also licenses its content to a variety of leading manufacturers of general merchandise categories. www.avantipress.com
www.instoremagazine.ca
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What’s new? What’s selling? What product categories are slowing down? Giftbeat tracks sales among hundreds of retail stores across the United States to learn what product lines are selling across more than 50 categories. This vital information is only available to subscribers.
Only Giftbeat Subscribers Receive: • Vital market research on the hottest selling product lines in the United States across 50 categories • Specific, actionable information from U.S. retailers on what to buy • Early insight into the product lines that are selling so you can cash in on the trends • Access to Giftbeat’s active online community board where you can post questions only a fellow gift retailer could answer
Join the thousands of gift industry professionals who subscribe to Giftbeat!
Visit www.giftbeat.com to SUBSCRIBE TODAY! Giftbeat is owned and operated by InStore Magazine Inc.
inForm News & Notes
Pantone Releases Nine New Colour Palettes The key to attracting consumers’ eyes in the coming years is through combining colours in new and unexpected ways, says Leatrice Eiseman, executive director of the Pantone Color Institute and a colour expert for the International Housewares Association (IHA). Eiseman was scheduled to give a keynote presentation at the Inspired Home Show 2020. After the show was canceled amid concerns over COVID-19, Eiseman shared the information she would have presented. “Innovation is a big buzzword right now, not just in housewares but in many different industries,” said Eiseman. “It’s about answering a need for something edgier and, in some cases, irreverent. That’s not to discard the fact that some consumers have a certain comfort level with some colours. You have to honor that by combining those traditional colour favorites with other unexpected colours or in unexpected ways.” Eiseman looks to several different industries for colour trends and inspiration, including fashion, art, cosmetics, electronics, automobiles, movies and television. She predicts the film industry will become even more significant in the short-term as more people turn to movies as a form of entertainment. The nine new colour palettes revealed by Eiseman reflect the many colour trends and influences in the marketplace. FOLKLORIC: Nordic in feel, this palette features deeply saturated authentic colours that look handmade (not like they were made by chemicals) including indigos and fern greens. TERRACOTTA: Though Terracotta is the star of this palette, it appears alongside a sliding scale of warm earthy tones with a few unexpected colours, like Lilac Sachet.
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Our best-selling Corinthian Bells® has become even better with the addition of a stately new Silver Vein color, and the Arabesque® continues to grow with its new Chocolate Diamond. Additionally, our newly redesigned Arias® chimes in Satin Silver are here! Order now for immediate delivery.
COMPOSED: A soft and comfortable assortment of neutrals including soft pinks and blues along with greys including Glacier Grey and Granite Grey. VIVIFY: An eclectic grouping of playful and cheerful colours such as Easter Egg blue and Meadowlark. Black and white are included as well to create a dichotomy of sorts. FLEUR: Flowers are always an influence on colour, but this palette is sexier with deeper wine and merlot hues, along with some green for balance. QUIXOTIC: A vibrant palette with some closely matched colours, but it also reaches across the colour wheel for unique contrasts like Jade Lime with Peppery Cayenne and Papaya Punch with Tranquil Blue Sky. POLYCHROME: Architectural details from many countries were an inspiration for this palette which uses sophisticated colours like a Dijonenriched spicy mustard with a Mocha Mousse. SYNERGY: In this peaceful and pleasing palette, greyed-down versions of blue and blue-green contrast seamlessly with other colours such as greyed-down lilac or mauve. GALAXIES: The ongoing fascination humans have with the galaxies that lie beyond inspired this palette which unexpectedly includes metallics alongside earthier tones.
www.instoremagazine.ca
QMT WINDCHIMES® 800-345-2530 wholesale.qmtwindchimes.com sales@qmtwindchimes.com
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inSight Supplier Profile
Twisted
GOODS
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A Twist of Fate
Stocked full of extraordinary everyday items, Twisted Goods offers their customers a boutique experience from the convenience of their local mall with five locations in two provinces. That’s moxy!
JUST THE STATS
By Andrea Reynolds
O
wner of Twisted Goods, Angelica Fehr, began her studies in counselling. Running a multi-location retail store was not part of the plan. But sometimes a twist of fate takes you right where you belong, and Fehr sure seems to be on the right track. A brave, entrepreneurial spirit, and a symbiotic team, drives her success and helps her endure even in difficult circumstances. What makes your store unique? We curate our product carefully, looking for quality merchandise that is functional but also fun! We like to sell ordinary, www.instoremagazine.ca
STORE: Twisted Goods
everyday items people need, but which have a fun twist on them so that it brightens someone’s day each time they use it. We also offer a boutique experience, but our stores are placed in convenient mall locations that are accessible. Rent costs more, but it is an important part of our company structure. How would you describe your store and its atmosphere? Our demographic is mostly women, and because women carry a huge portion of the workload in our society, we want our store experience to be like a candy store for grownups. We keep the fixtures and displays minimal for a clean and
LOCATIONS: Three in Saskatoon and two in Calgary SQUARE FOOTAGE: 1510 on average EMPLOYEES: 13 full-time and 27 part-time TOP-SELLING LINE: Matt & Nat, Kikkerland, Blue Q, William Rae Designs, Main & Local, Splash International, Pinetree Innovations, Umbra Ltd. WEBSITE: www.twistedgoods.ca
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modern look. We want our customers to feel relaxed with an environment that isn’t pushy. I love seeing customers wandering for as long as they like, laughing and smiling at the funny products on the shelves. What is your background and why did you decide to get into retail in the first place? My background started in counselling and pastoral studies, then turned to focus on fashion and merchandising. I took a short-term contract role at Twisted Goods to gain some management experience when I was 23. It was my plan to return to merchandising and pursue a position as a buyer when my contract was up. I fell in love with the company, and I just never left! I bought the company from the former owner in 2012. I feel like I use my training in counselling just as often as I use my business skills, so it’s all come full circle, I guess! To what do you attribute your success? That’s hard to quantify, but I would say a supportive family, empowering female leaders and mentors, a passionate, hardworking team, a bit of luck and an unreasonably optimistic personality. How do you promote your store and what are your most successful promotions or marketing mediums? Social media marketing is our main platform. It is a fun way to not just put a product out there, but also show customers our personality. There is a great return on investment. What has been your most successful recent event? Honestly, I get a tad bit envious because being in malls restricts our space and hours, so we have to get creative! Our “Crack an Egg and Save” Easter Egg Hunt in store is always fun, and we have a Friends and Family event every November. I think we could grow more in this area.
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together, forever, as one. we seek to support you, grow with you, and be there for you as we get through these difficult times together.
W W W. I N D A B AT R A D I N G . C O M (800) 746-3222
@indabatradingco
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The magazine Canadian retailers turn to for advice, insight, products and new suppliers.
Subscribe online at instoremagazine.ca Mail your free subscription form to: InStore Magazine: 103 Niska Drive, Waterdown ON L8B 0M8 You may also scan or take a pic with your smart phone and email to editorial@instoremagazine.ca
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Do you have a favourite new product line? William Rae Designs out of Edmonton has been an incredible hit with our customers. The farmhouse-style signs with funny or inspirational quotes are competitively priced. And Beekman 1802 has an incredible quality bath and body line made with goat’s milk. They are committed to supporting small businesses, and they are an inspiring company to follow. Looking back, what’s the biggest lesson you’ve learned? Now more than ever, your values and integrity need to be non-negotiable and not dependant on your circumstances. It is easy to treat your staff well when times are good. But when times are tough, employers need to follow through and set good examples for staff. What do you see for the future? Over the last two years, a huge passion of mine has been job creation. We have been experimenting with pop-up stores and have just kept one permanently. It’s a tough economy, especially right now with the COVID-19 crisis, and it will have an impact on retail stores. This year is scary. Is it time to protect what we have, or is it an opportunity to build something bigger? For us, we plan to put more money into job creation and be part of the solution, because right now we are seeing how retail is vital to a healthy economic structure. Finally, how do you stay inspired? My team inspires me a lot. As you grow and give people new opportunities, people get excited about contributing. I love hearing from my team and watching them. I also love quotes, and I recently saw one from JFK that is staying with me. He said, “One person can make a difference, and everyone should try.” 28
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Support Canadian Made
S o l i d Wo o d A c c e n t F u r n i t u r e Handcrafted In Canada
Perfect for use as retail display & resale. Available in a variety of colours. SpringwaterWoodcraft.com . . . www.instoremagazine.ca
SPRINGWATER WOODCRAFT
EARLY CANADIAN PINE FURNITURE ? Since ? Depuis 1992 ?
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All the things that make our industry great are still with us today.
Inspiration
Creativity Ingenuity Perseverance Partnership Respect
Your business is our business. We’re all in this together. Our community and the relationships we’ve built will outlast this difficult time. We look forward to welcoming you back in person soon. Join us online for education, inspiration and connection | AtlantaMarket.com
©2020 International Market Centers, LLC | Photo: CURRE Y & COMPANY
Photography by Will Fournier
Petal
Power www.instoremagazine.ca
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Idle Times, Industrious Action From rethinking your marketing and refreshing your merchandise to revamping your displays and revising your budget, there’s plenty you can do to turn these idle times into industrious action. BY CLAIRE SYKES MUSCLE UP YOUR MARKETING
If you want to stay in good physical shape, you exercise regularly. You don’t wait until you can’t carry that heavy bag of topsoil before you get back to the gym to lift weights. The same goes for your marketing. Ideally, you’re on it all the time, but it’s even more important when times are lean. Here are 10 ways to muscle up your marketing: • Breathe New Life into Your Brand. It speaks in all aspects of your store. Consider ways you can revitalize it in everything from your logo and advertising to displays and phone etiquette. • Wake Up Your Website. Does it look sleepy and lazy or outdated? 32
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Check out sites of stores similar to yours and see where you can improve regarding design, wording, photos and e-commerce. • Augment Your Advertising. It may seem counterintuitive, but fewer consumer dollars warrant spending more on business promotion. See where you can increase your presence in newspapers, specialty publications, flyers and online. • Create a Buzz. Look for reasons to send out press releases. Do a good deed, create an in-store event, host a class or have a pop-up sale, and team up with other retail operations that complement yours. • Declare Your Own Holiday. Turn any excuse to celebrate into increased sales. Make it obvious, and fun, with
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National Giftwrap Month, Week of Giving or an Attitude of Gratitude Day. Milk Your Mailing List. Go through the list and see where you need to update it with new information. Or maybe you need a more current computer program for it. Blast Your Blog. It’s one more way to connect people to your store. Keep content brief and useful with weekly or monthly posts on new products, upcoming sales, craft-artist profiles and gift-giving tips. Renew Your Newsletter. Or, if you don’t have one, start one. Regularly send out the most current information about your store to those who have signed up for this mailing. Get Sociable. Take advantage of the many free social media platforms. inSpire. inForm. inStore.
Push out a steady stream of tweets, posts, pics and chats that’ll convey a flurry of activity, to get people to hurry into your store. • Inspire Customer Loyalty. Repeat business is your friend and friends are faithful. If you haven’t already, offer customers a punch card or points system, with frequentpurchase rewards, discounts and freebies.
MAXIMIZE YOUR MERCHANDISE
Your store’s products may look like they’re sitting comfortably inside those display cases and on those shelves, but really, they’re itching for a change. Consider these five ways to answer their pleas: • Compare to be aware. Look carefully at the numbers to see how sales of particular products have fared over the last six months to several years. • Do the math. Take note of what’s been flying off the shelves and what’s been collecting dust. Decide which products to remove or add with the same thing or something new. • Stay in the know. Keep up with the www.instoremagazine.ca
latest bestselling products by talking with other gift retailers, attending webinars and conferences and reading articles about the sector. • Mix it up. Round out your merchandise and services with offerings customers don’t expect, such as live goldfish, artificial outdoor flowers, a photo booth or free coffee. • Open online. More and more people prefer to hit “send” when they buy, so make your store an easy choice for them on your website or an e-commerce platform.
SHAPE UP YOUR SHOP
When you have guests at your home, you make sure the living room is cleared and the bathroom and kitchen are clean, right? Your business is no different. Give your customers a warm welcome when you do these five things: • Tidy up. Dust and vacuum, wash windows and floors, clear out drawers and shelves, purge files and shred sensitive documents, collect recyclables and empty the trash. Customers will notice! • Ditch those store displays. Sure,
the ones you’ve done over and over have worked fine for customers, but why not wow them instead? Look to other stores, in general, and your imagination for ideas. • Remove and replace. It might be time to let the decade-old metaland-glass cases go. And what about that splintered display counter and those putty-coloured file cabinets? In with the new! • Move it around. For months, maybe, you’ve had those bowls over there and the books by that wall. Are those still really the best places for them, to encourage purchases? • Examine your exterior. Take a close look at street access, parking, signage, lighting, walkways, landscaping — from your customers’ perspective — and modify as needed.
FINESSE YOUR FINANCES
With sales on the decline, you may fear the worst about your financial health. But don’t be afraid to look at the books. You won’t be able to see the bigger picture until you do. Gain the right perspective by keeping in mind these five things: inStore. Spring 2020
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• Go on a money diet. Scrutinize your budget and take note of where you’re spending too much and where you need to cut. Maybe you’re frittering away money you don’t even have. Don’t have a budget? Don’t put it off any longer. • Get some guidance. That’s what a retail financial consultant is for. Find one with experience in gift stores, to help you with everything from a cash crisis to intelligent investments. • See your banker. If you own the building that your store is in, discuss whether it would be wise to refinance your mortgage. Or, maybe what you need is a business or other type of loan. Compare rates with several financial institutions. • Suss out your size. Improving sales could mean adding square footage to your current location, opening up an additional store or staying put. Research the options and talk to the experts. • Rate the rates. If you’ve had the same car, property and business insurance for years, make the effort to negotiate with those companies for better prices, or shop around at others to compare and choose the best.
OPTIMIZE YOUR OPERATIONS
There are all kinds of general-business tasks you can take on when customers are few and far between. Make use of this time and space to address the items you’ve been meaning to tackle and look for new ones. Here are five: • Catch up on the clerical. Go through your email; file that stack of paid bills; clean out your desk drawers and straighten up those shelves. • Peruse your policies and procedures. Some of what you wrote out in the past may not apply anymore or in the future. Go through the whole thing and make appropriate changes. • Get educated. Read those trade-magazine articles, take a bookkeeping class, sign up for a sales webinar, learn that opento-buy software program. There’s always something new you can learn. • Engage your employees. With business so slow, you may be thinking of staff cutbacks and layoffs. Or, you can put your people to work doing down-time duties and asking for their suggestions. • Get a grip on your goals. Your long-term and short-term targets inevitability shift over the months and years. Revisit them now and decide what remains and what you need to adjust.
EMBRACE THE BREAK
There may be less foot traffic and fewer sales, but it won’t be this way forever. So throw your arms around the situation and make the most of it. In the quiet of an emptier store, listen for that voice in you that says, “Keep the faith!” Don’t let yourself get low during this temporary business lull. Don’t stress if your store isn’t giving back so readily. Take it all in stride and find your strength in the struggle. Stay open and steady yourself for the unexpected, greet the spontaneous and also plan ahead. Hone and hold onto your optimism. When business falls flat, rise to the occasion. Stay busy, so your business can, too.
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www.youngsondya.com Tel: 1-800-370-4857
Photography by Will Fournier
Glad
Tidings
Top trends for the holidays
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Traditional Familiar motifs and traditional colours are endlessly popular with Canadian consumers
1 1/ Cookie jar, $50 retail, Frans Koppers, 866-604-0490, www.koppershome.com 2/ Decorative bucket with stand from Great Finds, $177.99 retail, Edenborough, 800-265-6398, www.edenborough.com 3/ Santa’s toy shop from Raz Imports, $116 retail, Design Home Gift & Paper, 800-663-9950, www.designhome.ca
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4/ Reversible runner from Great Finds, $34.99 retail, Edenborough, 800-265-6398, www.edenborough.com 5/ Woolen mouse ornament, $11 retail for two, Candym Enterprises, 800-263-3551, www.candym.com
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6/ LED gnome, $13 retail, Nostalgia Import, 800-785-7855, www.nostalgia-import.com 7/ Veneer tray, $25 retail, Now Designs, 888-632-6422, www.danicaimports.com 8/ Enamel-look wall signs, $15 retail for two, Candym Enterprises, 800-263-3551, www.candym.com 9/ Woolen mouse ornament, $11 retail for two, Candym Enterprises, 800-263-3551, www.candym.com 10/ Car ornament, $9 retail, Nostalgia Import, 800-785-7855, www.nostalgia-import.com 11/ Tablecloth, $50 retail, Now Designs, 888-632-6422, www.danicaimports.com
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12/ Kay Dee Designs tea towel, $12 retail, David Youngson & Associates, 800-370-4857, www.dyacompany.com 13/ Woolen mouse ornament, $11 retail for two, Candym Enterprises, 800-263-3551, www.candym.com 14/ Kay Dee Designs tea towel, $12 retail, David Youngson & Associates, 800-370-4857, www.dyacompany.com
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Elegant Usher in the holidays with a sophisticated and subtle colour palette
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1/ Tag bowl, $40 retail, Design Home Gift & Paper, 800-663-9950, www.designhome.ca 2/ Polar bear jar, $7 retail, Nostalgia Import, 800-785-7855, www.nostalgia-import.com 3/ Tag mug, $21.50 retail, Design Home Gift & Paper, 800-663-9950, www.designhome.ca
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4/ Snowman ornament, $5 retail, Nostalgia Import, 800-785-7855, www.nostalgia-import.com 5/ Raz Imports lighted lantern, $62 retail, Design Home Gift & Paper, 800-663-9950, www.designhome.ca
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6/ Reindeer, $25 retail, Abbott, 800-263-2955, www.abbottcollection.com 7/ Woolen mouse ornament, $11 retail for two, Candym Enterprises, 800-263-3551, www.candym.com
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Save the Date August 9-12, 2020, Toronto Congress Centre
Stay safe. Stay well. Stay connected.
@cangift
Photography by Will Fournier
Take
Note! Our favourite journals, sketchbooks and notebooks
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Take Note!
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Our favourite journals, sketchbooks and notebooks 1/ Compendium gift book, $20 retail, Design Home Gift & Paper, 800-663-9950, www.designhome.ca
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2/ Notebook set, $15 retail, Danica Studio, 888-632-6422, www.danicaimports.com 3/ Compendium greeting card, $5.99 retail, Design Home Gift & Paper, 800-663-9950, www.designhome.ca 4/ Shannon Martin greeting card, $3.95 retail, Group One Associates, 888-848-8807, www.grouponeassociates.com 5/ Sketchbook, $20 retail, Danica Studio, 888-632-6422, www.danicaimports.com 6/ Square birthday card with hand painted one-inch magnet, $6 retail, Each An Original, 800-490-9445, www.eachanoriginal.com 7/ Lemur Palooza Journal, from $10.99 retail, Peter Pauper Press, 914-681-0144, www.peterpauper.com
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8/ Compendium greeting card, $5.99 retail, Design Home Gift & Paper, 800-663-9950, www.designhome.ca 9/ Journals from Knock Knock, $10 to $16 retail each, Group One Associates, 888-848-8807, www.grouponeassociates.com
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10/ Emily McDowell journal, $22.95 retail, Paper E. Clips, 800-660-7068, www.papereclips.com 11/ Compendium greeting card, $5.99 retail, Design Home Gift & Paper, 800-663-9950, www.designhome.ca 12/ Ring bound notebook, $18 retail, Danica Studio, 888-632-6422, www.danicaimports.com
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13/ Greeting card from Redback, $5.95 retail, Paper E. Clips, 800-660-7068, www.papereclips.com 14/ Rifle Paper greeting card, $6.95 retail, Paper E. Clips, 800-660-7068, www.papereclips.com 15/ TV Logbook, from $8.95 retail, Peter Pauper Press, 914-681-0144, www.peterpauper.com
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Take Note!
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Our favourite journals, sketchbooks and notebooks 1/ Persian Grove journal, from $12.99 retail, Peter Pauper Press, 914-681-0144, www.peterpauper.com 2/ Paperback journal, $15.99 retail, Edenborough, 800-265-6398, www.edenborough.com
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3/ Fabric journal from Rifle, $33 retail, Paper E. Clips, 800-660-7068, www.papereclips.com 4/ Notebook from Red Cap Cards, Paper E. Clips, 800-660-7068, www.papereclips.com 5/ Compendium gift book, $23.50 retail, Design Home Gift & Paper, 800-663-9950, www.designhome.ca 6/ Midnight Floral journal, from $15.99 retail, Peter Pauper Press, 914-437-5893, www.peterpauper.com
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Hand Painted fridge magnets by amazing Canadian women. FUN, whimsical and tactile. Motivational and Inspirational making them wonderful gifts . Visit our website to see the full range of our line.
www.eachanoriginal.com
1-800-490-9445
CHRISTMAS 2020 Our Christmas 2020 collection is now online. We hope that we can see you in person, but if not, our reps are willing and able to visit you online. They can showcase the collection and go through all that is on offer this year. “This year will be the year to give a Christmas card�
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inSight Barbara Crowhurst
Embrace Change Now
W
ith COVID–19 affecting scores of small businesses throughout North America the questions I face most these days are, “Will my business disappear?” and “How long will this last?” No one is clear on when things will get better, but what I do know is that retailers always rise to the occasion when faced with big challenges. Many of you have already closed or reduced your hours dramatically. You’re likely feeling overwhelmed and panicky, stressing over the survival of your business. I can’t say, “Don’t feel what you are feeling.” Because it’s real. It’s what you’re feeling right now that will mobilize you. Remember what it was like in the early days of opening your bricks-and-mortar store? The situations are similar. You had no idea how you were going to get people to come and shop. You didn’t know if you would be able to pay your bills and so on. Well look at what you made happen and it wasn’t easy, was it? For years I’ve been urging my retail clients to offer their customers different ways to shop and view their products. If, for whatever reason, you did not want to or didn’t have the time to get into the online arena, now is the time to face any doubts or fears holding you back and jump in with both feet. Ask yourself how you are using the technology available to you. Do you have a website or blog? Are you posting pictures and videos on social networking sites? Do you have a shopping app for your store? Are you texting customers? What about emailing them? Overnight, consumers have changed their shopping behaviour, ordering as much online as possible. At the same time, they want to support their favourite store. Your customer will search for you online and be disappointed if they can’t find you. Not good! These are the loyal customers that will see you through
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COVID-19 CRISIS Keep your business going by keeping in touch with your customers
this crisis. They already miss you. If directed and asked this customer base will send any and all information about you to their family and friends. The reality brought about by COVID-19 means that bricks-and-mortar stores are not accessible for the time being, but you can keep your business going. Don’t forget, you have a gold mine of data on your client base: Who they are, what they buy, how much they spend and how to get in touch with them. Keeping in direct contact with customers about what is available and giving them various paths to purchase those items is something available to every retailer. Barbara Crowhurst is a business coach and store designer who works with clients around the world. www.retailmakeover.ca
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We Will Get Through This Together
First and foremost, we hope you are staying safe in this changing climate, and your families are well and adjusting to the increasing health and safety restrictions to contain the spread of the COVID-19 virus. COVID-19 has changed our lives significantly, but we are confident that we will get through this together. Hope for a better future, coupled with resilience are powerful tools that we all need to face these extraordinary challenges. Our team at The Tate Group recognize the challenges ahead for small business owners, employees and their customers, and we want you to know that we’re here for you. Although we realize many retailers have temporarily suspended all operations, we are also aware that some online retailers and others are still doing their best to be in business. For those retailers and those who are starting to plan for an eventual return to normal operations, we remain open to supply your needs. For 20 years, it has been our privilege to serve retailers across the country and we look forward to a time soon when we can be together again. Your Tate Group Team
TWO EASY WAYS TO ORDER ONLINE thetategroup.handshake.com
shopzio.com
(416) 504-8047 www.thetategroup.com sales@thetategroup.com
inForm CanGift Connects
We Will Find a Way By Anita Schachter
L
et’s state the obvious: it’s a challenging time for the retail industry. Many businesses have pivoted their entire models or have been forced to shut their doors. Changes to selling, buying, wholesaling, shipping, marketing, staffing, leasing and connecting with one another have all propelled at a rapid pace because of COVID-19. It seems like one day everything was normal and now we’re navigating a new path to survive.
Visit www.cangift.org for free virtual programming, including webinars along with social media and blog posts aimed at helping vendors and retailers in the Canadian gift industry. The good news is THIS IS TEMPORARY. The giftware industry is a creative industry. We have our pulse on trends, design, merchandising and making customers happy with the products they buy! We will find a way. In fact, we may already know the way. Businesses are offering alternatives like curbside pick-up, delivery services, virtual tours of stores and showrooms, product chats live on social media and collaborations which didn’t exist before. As the saying goes, “teamwork makes the dream work” and the whole world knows right now that we’re all in this together.
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STAY THE COURSE AND MAKE A PLAN FOR YOUR BRAND BY:
• Safeguarding your health, first and foremost. Protect yourself and everyone else by washing your hands, practicing social distancing and listening to the health care professionals. • Seeking financial assistance for your business from the Canadian government by visiting canada.ca. • Staying connected to your customers online through social media and embrace going live! • Negotiating your lease – landlords need tenants just as you need customers. • Taking this time to sign-up for webinars and expand your business perspective. • Adjusting your marketing message to avoid unnecessary sales pitches during a time of crisis; take your customers on the journey instead. The Canadian Gift Association is committed to giving members, exhibitors and retailers the support they need during this time. We are offering more virtual programming than ever before with webinars, social media and blogs that are relevant to your current business as well as actively monitoring the COVID-19 situation both locally and globally so we can provide you with the best connections moving forward. Be well and stay safe. Submitted by CanGift President & CEO Anita Schachter on behalf of the association’s board of directors. For more information about the association visit www.cangift.org.
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www.youngsondya.com Tel: 1-800-370-4857
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