WINTER 2018
THE DEFINITIVE RESOURCE FOR INDEPENDENT LIFESTYLE RETAILERS
THE BEST FOR BABY READY, SET, MOTIVATE! FIGHT THE FAT GIVING MEANING TO GIFTING
FUN FINDS
Splish
FOR SPRING & SUMMER
Splash
AWARD WINNING, INDUSTRY LEADER OF HOME DÉCOR, GIFT & FASHION ACCESSORIES
BLOOMINGVILLE IS THE LEADING EUROPEAN DESIGNER OF HOME LIFESTYLE PRODUCTS
FOUR DIVISIONS: TWO’S COMPANY, TOZAI HOME, 2 CHIC/2 CHIC LUXE AND CUPCAKES & CARTWHEELS
DESIGNED IN DENMARK, SHIPPING FROM THE U.S.
EXTENDED DATING & FREIGHT INCENTIVES
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FRIDAY & SATURDAY PRE-SHOW Jan 26-27 | 9:00AM to 9:00PM TORONTO GIFT FAIR Jan 28-Feb 1 | Open Early 8:00AM Daily & All Regular Show Hours Front Entrance Showrooms: International Centre, Hall 1, Suites #100, #100A & #219
THREE WAYS TO ORDER
SPRING 2018 SHOWS
REPRESENTING THE BEST HOME, GIFT & LIFESTYLE LINES IN THE INDUSTRY
REPRESENTING THE BEST HOME, GIFT & LIFESTYLE LINES IN THE INDUSTRY
NEW 2018 COLLECTIONS ON DISPLAY
FASTER SHIPPING, HIGHER FILL RATES, REDUCED PACK QUANTITIES
CONTACT YOUR DESIGN HOME SALES REPRESENTATIVE ORDER ONLINE www.designhome.ca CONTACT US Design Home Gift & Paper Inc. 7580 Bath Road Mississauga, ON L4T 1L2 800-663-9950
REPRESENTING THE BEST HOME, GIFT & LIFESTYLE
LINES IN THE INDUSTRY
CELEBRATING 20 YEARS
NEW SECOND SALES DIVISION
3RD SHOWROOM NOW OPEN ON 2ND FLOOR NOW THE 2ND LARGEST EXHIBITOR AT THE TORONTO GIFT FAIR
INTERNATIONAL CENTRE FRONT ENTRANCE HALL 1 SEE US FIRST – OPEN FRIDAY 26TH & SATURDAY 27TH PRE-SHOW 9AM TO 9PM
INTERNATIONAL CENTRE FRONT ENTRANCE HALL 1
EXTENDED DATING & FREE FREIGHT INCENTIVES HALL 1
100A
100 &100 219 FRONT ENTRANCE 1
Pre-Show - Win 2 Flights to Las Vegas + $500 Visa Gift Card Free Bottle of Wine & Chocolates or Gas Card with Minimum Order
®
NEW FALL/HOLIDAY 2018 ON DISPLAY INCLUDING IMMEDIATE SHIP SPRING/SUMMER 2018
AWARD WINNING MANUFACTURER OF 3 DIVISIONS – HOME, BABY & FASHION
2018 FALL/HOLIDAY PRE-BOOKING STARTS AT THE TORONTO GIFT FAIR EXTENDED DATING & FREIGHT INCENTIVES
EXTENDED DATING & FREIGHT INCENTIVES
50% OF TAG UNDER $15 & 80% UNDER $30
FRIDAY & SATURDAY PRE-SHOW Jan 26-27 | 9:00AM to 9:00PM TORONTO GIFT FAIR Jan 28-Feb 1 | Open Early 8:00AM Daily & All Regular Show Hours Front Entrance Showrooms: International Centre, Hall 1, Suites #100, #100A & #219
THREE WAYS TO ORDER
SPRING 2018 SHOWS
REPRESENTING THE BEST HOME, GIFT & LIFESTYLE LINES IN THE INDUSTRY
REPRESENTING THE BEST HOME, GIFT & LIFESTYLE LINES IN THE INDUSTRY
NEW SPRING 2018 COLLECTIONS ON DISPLAY IN OUR FRONT ENTRANCE SHOWROOMS
CONTACT YOUR DESIGN HOME SALES REPRESENTATIVE ORDER ONLINE www.designhome.ca CONTACT US Design Home Gift & Paper Inc. 7580 Bath Road Mississauga, ON L4T 1L2 800-663-9950
REPRESENTING THE BEST HOME, GIFT & LIFESTYLE LINES IN THE INDUSTRY TORONTO GIFT FAIR Jan 28-Feb 1 | Open Early 8:00AM Daily & All Regular Show Hours Front Entrance Showrooms: International Centre, Hall 1, Suites #100, #100A & #219
AWARD WINNING, INDUSTRY LEADER OF HOME DECORATIVE ACCESSORIES & JEWELRY RENOWNED COLLECTIONS INCLUDE EVERYDAY, FLORAL, SEASONAL, JEWELRY AND HOME & GARDEN EXTENDED DATING & FREIGHT INCENTIVES
THREE WAYS TO ORDER
SPRING 2018 SHOWS
FRIDAY & SATURDAY PRE-SHOW Jan 26-27 | 9:00AM to 9:00PM
DESIGN HOME IS PROUD TO REPRESENT K&K INTERIORS, IN CANADA
CONTACT YOUR DESIGN HOME SALES REPRESENTATIVE ORDER ONLINE www.designhome.ca CONTACT US Design Home Gift & Paper Inc. 7580 Bath Road Mississauga, ON L4T 1L2 800-663-9950
Soap & Paper Factory Natural Body Care
Skeem Design Citronella Candles, Body Spray & Incense
TATEhome Indoor/Outdoor UV Resistant Placemats
Modern Moose Flamingo Pendulum Clock
Poo~Pourri Before-You-Go-Toilet-Spray
Urban Spa Bath & Beauty Accessories
Made by Humans 2 Balloon Giraffe Bank
Areaware Blockitecture Wooden Toys
FCTRY Polarized UV Baby Glasses
Château Spill Red Wine Stain Remover
TATEhome Placemats
Areaware Totem Candles
contents
inStore VOL. 04/NO. 02
THIS ISSUE
Winter 2018
inStock
inForm
DEPARTMENT
DEPARTMENT
29 Seaside Retreats Ocean-themed personal care and candles
41 News & Notes New lines, launches, industry goings-on and upcoming trade shows
31 Take Note New journals and stationery
34
33 Gifts That Give More Handmade and fair-trade 35 How Tweet Birds of a feather 37 Shimmer & Shine Get your bling on! 38 Pink Punch Everybody needs more pink in their life!
148 CanGift Connects Ringing In the New Year
inStyle
inSight
FEATURE
DEPARTMENT
101 Strike a Pose!
21 Hello! Industry Leaders
The hottest fashion trends for summer
FEATURES
68 Off The Cuff
Creative ways to display tabletop and linens By Leslie Groves
74 Ready, Set, Motivate!
80 Dreamweaver
52 Shop Profiles Presenting the Canadian Gift Association’s 2017 Retailers of the Year!
89 Fun in the Sun!
147 Sustainable Goals Retail expert and business coach Barbara Crowhurst outlines a plan of attack for 2018
FEATURES
Dreamy accent pieces for the home
Hot picks for outdoor entertaining
119 The Best for Babies & Kids Our bi-annual gift guide
www.instoremagazine.ca
FEATURES
114 Giving Meaning to Gifting
How to get your employees going By Claire Sykes
94 Head to Head
Brainstorm for brilliant results By Claire Sykes
128 ABC Kids Expo Show Report
Trends in baby and children’s product from Las Vegas By Marilyn Nason
How fair-trade is transforming the marketplace
130 Fight the Fat
By Suzanne Campbell
By Claire Sykes
How to cut costs without cutting corners
inStore. Winter 2018
7
inSpire. inForm
THE DEFINITIVE RESOURCE FOR INDEPENDENT LIFESTYLE RETAILERS
Attention Retailers
Editor & Publisher Erica Kirkland ekirkland@instoremagazine.ca Design & Layout JM Design Contributing Editors Barbara Crowhurst, Leslie Groves Advertising Inquiries ekirkland@instoremagazine.ca Editorial Submissions editorial@instoremagazine.ca Mailing Address 103 Niska Drive Waterdown, ON L8B 0M8 Contibutors Suzanne Campbell, Barbara Crowhurst, Castlerock Studios, Will Fournier, Leslie Groves, Marilyn Nason, Claire Sykes
There are successful; very successful retailers all around.
LET’S GET YOU ON THAT LIST!
Seeking a customized retail training program? Specifically designed to help you achieve results that last Easily fits into your budget
Your Business + Your Goals + Our passion by Barbara Crowhurst 905-686-8898 retailmakeoverca@gmail.com www.retailmakeover.ca
RetailMakeOverAd_Summer2016.indd 1 8 inStore. Winter
2018
2016-07-03 6:17 PM
InStore 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 florists. © 2018 InStore Magazine. The contents of this publication are the property of InStore. 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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Hello
Industry Leaders In this issue – our largest to date! – we have the honour of profiling the three stores who were bestowed with 2017 Retailer of the Year Awards from the Canadian Gift Association. From a beautiful store in Vernon, B.C. to a hospital gift shop powerhouse in Alberta and an innovative comics and games store in Guelph, Ont., the winners exemplify the vast and varied types of retailers who operate under the huge umbrella of the ‘gift industry’. I had the pleasure of being asked to help judge this competition and truly these three stores stood out for their excellence in a variety of areas. I hope you enjoy reading the stories of their retail success as much as I enjoyed writing them (page 52). To understand the industry in more depth, InStore has launched a Lifestyle Report survey in partnership with The Republic of Retail. The survey, which takes just five minutes to complete, will help all the stakeholders in this industry understand the needs of retailers – what products they’re looking for, how they want to buy and what challenges their businesses are facing. We’d like to encourage all store owners to complete the survey (www.surveymonkey.com/r/ LifestyleReport). Your insight will help us all better serve the needs of the giftware consumer, plus you’ll also be entered into a draw to win a $500 cash prize! As I mentioned, this is our largest issue to date, weighing in at 152 pages. We are so thankful and grateful for the industry’s overwhelming support of this publication and look forward to many more years and many more weighty issues.
I remember our industry being so blindsided by the emergence of fashion accessories that some shows even contemplated banning the category. The thought that necklaces and scarfs were being sold in gift stores seemed unreal. Yet, fashion accessories have taken the industry by storm and proven to be a very profitable category not just for gift stores but also for garden centres, spas and home décor stores. See our coverage of the hottest fashion finds starting on page 101.
Erica Kirkland Publisher & Editor
in this issue What isn’t in this issue! At 152 pages we had room to cover almost every product category plus a range of articles proffering advice on a variety of retail business topics. From the product side, www.instoremagazine.ca
some of my favourite items in this issue include the journals in Take Note (page 31). I love paper products and my bookcases abound with beautiful journals and notebooks.
In Gifts That Give More (page 33) we feature some beautiful fairtrade products. I’m particularly fond of the beautiful dreamcatchers from Monague which are handmade by Native Canadians.
And in the fashion feature, I adore the Simply Noelle striped dress from Ganz (page 103). We hope you also find lots of new products you just need to have in your store! inStore. Winter 2018
21
EST. 1999
I
Mineral soak Body oil
Bublle bath
+
Body lotion
Hand cream Body wash
n honour of the
W
ild & natural world,
Introducing
botanical
4
we co-exist with,
P
erfume blend,
l
Bath & Body uxuries
to capture
nature’s true
S
oul
Visit us at The Toronto Gift Fair Hall 11, Booth #11563 Toll Free: 1.888.490.1756
www.barefootvenuswholesale.com
@barefootvenus
Seaside Retreats
inStock What We’re Loving
2 1
Transport customers to the seaside with oceanthemed personal care and candles
1/ Capri Blue jar candle, $38 retail, Design Home Gift & Paper, 800-663-9950, www.designhome.ca 2/ Barr-Co bath soak, $52 retail, Design Home Gift & Paper, 800-663-9950, www.designhome.ca
3
3/ Heart and Home Fresh Linen fragrance sachet, $3.99 retail, History & Heraldry, 800-563-3557, www.historyandheraldry.ca
4
5
4/ Greenleaf Seaspray room spray, $17 retail, Candym Enterprises, 800-263-3551, www.candym.com 5/ Natural Inspirations’ Sea Salt body scrub, $26 retail, Edenborough, 800-265-6398, www.edenborough.com 6/ Inis’s Invigorating Sea Mineral Body Scrub, $27.50 retail, Edenborough, 800-265-6398, www.edenborough.com 7/ Capri Blue travel tin candle, $21 retail, Design Home Gift & Paper, 800-663-9950, www.designhome.ca
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www.instoremagazine.ca
inStore. Winter 2018
29
◆ Essential Oil Starter Kits ◆ Ultrasonic Diffusers ◆ Private Labelling ◆ Supply availability from 10ml bottles up to 200 ltr Drums For the largest range of Therapeutic Grade Essential Oils in Canada. Talk to us for all your Aromatherapy needs.
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Take Note
inStock What We’re Loving
Our favourite new journals and stationery products
2 1/ Writersblok ultra-light notebook, $12 retail, Kikkerland through David Youngson & Associates, 800-370-4857, www.youngson.com
1
2/ Gift book with boundin envelopes for collecting mementos, Journals of a Lifetime through Old Country Design, 888-212-2110, www.oldcountrydesign.com 3/ Journal, $10 retail, Jellycat through David Youngson & Associates, 800-370-4857, www.youngson.com 4/ Love the Journey journal, $15 retail, Molly & Rex through Edenborough, 800-265-6398, www.edenborough.com
3
5/ Letters for the Year includes 52 prompted, tear-out-and-send letters, $27.95 retail, Raincoast Books, 800-663-5714, www.raincoast.com
4 5
www.instoremagazine.ca
inStore. Winter 2018
31
inStock What We’re Loving
2 1
Gifts that Give More
These fair-trade and handmade products either support artisans from our shores or impact the lives of those in third-world countries
1/ Handcrafted dream catchers from Bayshore Imports are purchased under fair-trade agreements and feature tree of life designs, $36 retail, 877-829-3153, www.bayshoreimports.com 2/ Dreamcatchers handmade in Canada by Native American artists, $83.99 retail, Monague Native Crafts, 800-663-7713, www.monague.com 3/ Small purse hand-crafted from organic cotton in Senegal, $28 retail, Famille Nomade, 877-943-2333, www.famillenomade.ca
4
4/ Handmade and hand-painted stoneware mug from Canadian artist Susan Robertson, $26 retail, 306-867-8011, www.srobertsonpottery.com 5/ Organic cotton scarf handmade in Senegal, $22 retail, Famille Nomade, 877-943-2333, www.famillenomade.ca
5
3
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inStore. Winter 2018
33
STEP INTO THE WORLD OF DANICA STUDIO introducing our new collection:
Birdland
DESIGNED IN VANCOUVER 1.888.622.6422
danicaimports.com
info @ danicaimports.com
How Tweet
inStock What We’re Loving 1
Birds of a feather are flocking everywhere together
1/ Birdhouse salt and pepper shaker, $17 retail, Abbott, 800-263-2955, www.abbottcollection.com
2
2/ Mirror, $25 retail, Abbott, 800-263-2955, www.abbottcollection.com 3/ Handmade and hand-painted stoneware coaster, $41 retail for four, Susan Robertson Pottery, 306-867-8011, www.srobertsonpottery.com
3
4
4/ Hand-hammered Haitian metal drum art, from $4.50 retail, Famille Nomade, 877-943-2333, www.famillenomade.ca 5/ Bird branch hanger, $7.50 retail, North American Country Home, 888-303-2221, northamericancountryhome.com 6/ Leafy branch hanger, $17 retail, North American Country Home, 888-303-2221, northamericancountryhome.com
6 5
www.instoremagazine.ca
inStore. Winter 2018
35
Royal Selangor â—? Portmeirion Canada
Visit us at the Congress Centre Booth #11113
Shimmer &Shine
inStock What We’re Loving
1
Get your bling on!
1/ Mirrored table, $300, Canfloyd, 800-263-3551, www.canfloyd.com
2
2/ Tote bag, $25 retail, Canfloyd, 800-263-3551, www.canfloyd.com 3/ Purse flask, $32.50 retail, Wild Eye Designs, 800-824-0496, www.wildeyedesigns.com 4/ Small crossbody bag, $90 retail, Moxie through Cabrelli Group, 800-784-4750, www.cabrelli.net
3
5/ Placemats, $10 retail, Harman Imports, 800-363-7608, www.harmaninc.com 6/ Tic Tac Toe, $120 retail, Canfloyd, 800-263-3551, www.canfloyd.com
4
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inStore. Winter 2018
37
Pink Punch
inStock What We’re Loving
Everybody needs more pink– period!
1 2
1/ Cushion, $44 retail, Indaba Trading, 800-746-3222, www.indabatrading.com 2/ Eco-friendly felt lunch bag, $14.99 retail, Nexten Pro, 647-427-0975, www.nextenpro.com 3/ Serving tray, $28 retail, Candym Enterprises, 800-263-3551, www.candym.com
3
4/ Wine bottle stopper, $26 retail, Wild Eye Designs, 800-824-0496, www.wildeyedesigns.com
4
5/ Striped summer tote with pompoms, $25 retail, Cabrelli Group, 800-784-4750, www.cabrelli.net 6/ Ikat cushion, $64 retail, Indaba Trading, 800-746-3222, www.indabatrading.com
5
6
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inStore. Winter 2018
inSpire. inForm. inStore.
There’s always something new springing up at
solefully comfortable™
skinnies!™ with matching travel pouch
floral embroideries
simply pairables™
See all of our NEW spring 2018 collections Toronto Gift Fair International Centre Booth 2281 Alberta Gift Fair Booth 2105
Represented by
905-417-6332
Visit us at www.snooziescanada.ca or call us at (USA) 252-650-7000 Copyright 2008-2018 | Snoozies!® is a registered trademark of Buyer’s Direct , Inc. | US Patent US D 598,1835 | Buyer’s Direct, Inc. | P.O. Box 818, Elm City, NC 27822 | info@snoozies.com
THE COUNTDOWN IS ON! Register now to attend the most anticipated gift fair of the season TORONTOGIFTFAIR.ORG January 28 – February 1, 2018 Toronto Congress Centre & The International Centre
Wh ere Con sum er Tren d s B egin
inForm News & Notes
News & Notes THE GOODS
Patent-Pending Pain Relief Products Canadian Gift Concept is introducing Dr-Ho’s line of pain therapy products to the gift marketplace. The preeminent product in the collection is the Neck Therapy Pro, a patentpending device designed to provide relief for headaches, neck and shoulder pain. The device works by relaxing tense muscles in the neck and shoulder region which helps relieve muscle pain and improve neck movement. The deep soothing impulses also help improve circulation between the upper neck and the head which relieves headaches and fatigue. Improving the circulation between the lower neck, shoulders and upper limbs helps to loosen knots in the shoulder and relieve pain and numbness in the upper arms. The Neck Therapy Pro comes with additional body pads for relief from headaches, knee pain, fibromyalgia, sciatica, joint pain, arthritic-related pain and more. 866-411-1043, www.cgconline.ca
Chic Conservation Methods The Memobottle will be launching in Canada this January at the Toronto Gift Fair through David Youngson & Associates. Hailing from a small coastal town south of Melbourne in Australia, the Memobottle line was conceived to put an end to single-use water bottles around the globe. Since its conception in 2014 the company has won numerous design awards and even appeared in the gift bags given to nominees at the 2016 Oscars. The reusable water bottles, designed to fit into handbags and backpacks, come in four sizes that mimic the international paper standards A5, A6, A7 and slim. 800-370-4857, www.youngson.com
www.instoremagazine.ca
Inside Track NEWS IN BRIEF Smart Shows Announces New Quebec Gift Expo Smart Shows is set to launch a new gift show in Quebec City this spring, taking place from March 27 to 29 at the Congrès De Québec in the heart of city’s downtown. The first-class facility will host some of Canada’s top wholesalers displaying the latest trends and products in home décor, gourmet, giftware, souvenir, fashion, Canadian-made and handmade. “The Quebec market has enjoyed a rich history of wholesale gift shows and this new Quebec Gift Expo marks the beginning of a new era for the Quebec giftware industry,” says show manager Cameron Dix. “Quebec is Canada’s second largest retail market and cannot be overlooked. This trade show is designed to make buying for retailers from all over Quebec, northern Ontario and New Brunswick more productive and profitable. Quebec City is ideally situated for many buyers; coupled with the vibrant and warm hospitality of the historic city, it’s the perfect location for a trade show.” Smart Shows has been producing wholesale and retail shows for the gift industry since 2004. www.quebecgiftexpo.ca Abbott Launches New Atlanta Showroom Abbott is inviting customers to celebrate their new showroom at the next Gift & Home Furnishings Market in Atlanta with mimosas and daily giveaways. The new location is easy to find, right off the elevator on the sixth floor of Building 2 at AmericasMart. In the bright, open space retailers will find inspiring displays which they can recreate in their own stores. The market runs from January 9 to 16. 800263-2955, www.abbottcollection.com Eddie’s Opens Toronto Location Eddie’s Hang-Up Display, a supplier of store fixtures, displays and retail supplies, has opened a 54,000-square-foot warehouse and showroom in Toronto to complement its two existing locations in Vancouver and Edmonton. Located at 370 Norfinch Drive in North York, the showroom is open Monday to Friday from 8:30 a.m. to 5 p.m. 877-433-3437, www.eddies.com
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Sa ve the Da te!
THE COUNTDOWN IS ON! Register now to attend the most anticipated gift fair of the season ALBERTAGIFTFAIR.ORG
February 25 – 28, 2018 Edmonton Expo Centre Wh ere Con sum er Tren d s B egin
THE GOODS Quotable Cards Marks 25th Anniversary Quotable Cards, a pioneer in the quotation-based greeting card and gift market, is celebrating its 25th anniversary in 2018. Founded in New York City by Gillian Simon and Matt Fernandes-Vogel, Quotable first introduced its signature black and white cards to the market in 1993. The initial collection of 48 cards not only defined the company, it also inspired a completely new message-driven market within the industry. Today, Quotable’s iconic designs can be found on cards as well as a wide range of gift products, including magnets, mugs, dishes, pouches, candles and pins. Quotable’s mission has always been to inspire through the power of the written word. As recent college grads, Gillian and Matt knew there were people out there like themselves who wanted smart, simple cards that just weren’t available at the time. They had an idea to quote great writers, artists, and thinkers, and use their words as the foundation for their designs. From this came the incomparable typographic style that is Quotable. Twenty-five years after the company’s inception, the line can be found across the country and around the globe, mostly in independent retail stores. In honour of their 25th year, Quotable is re-introducing two card favorites from the premier batch, including the very first Quotable card. Quotable Cards is represented in Canada by David Youngson & Associates, 800-370-4857, www.youngson.com.
Demdaco Now Available Through Canfloyd Canfloyd is now the exclusive Canadian distributor of Demdaco’s Christmas and everyday product lines in Canada. Demdaco’s collection of products is tailor made to help consumers celebrate how they live in their homes, engage with family and friends and treat themselves. Canfloyd will introduce Demdaco Christmas in its Markham, Ont., showroom on January 2. The everyday, baby and fashion collections will be unveiled at the Toronto Gift Fair taking place January 28 to February 1. 800-263-3551, www.canfloyd.com
Design Home Celebrates 20 Years with Expansions Design Home Gift & Paper is celebrating its 20th year in business by adding a second sales division and by expanding its showroom at The International Centre in Toronto. The company distributes industry-leading brands including Two’s Company, Thymes, Tag, Creative Co-Op, Mud Pie and CR Gibson. The company recently partnered with K&K Interiors, becoming the national sales representatives for the line of home décor and jewellery in Canada. K&K Interiors’ products will be marketed through Design Home’s new sales division, Division 2. 800-663-9950, www.designhome.ca
www.instoremagazine.ca
inStore. Winter 2018
43
THE GOODS Mandala Umbrellas Mandala is one of the latest umbrella styles from Cheeky Umbrella, Canada’s leading supplier of premium rain umbrellas for the gift marketplace. Colourful and durable, the umbrellas boast full fiberglass frames which are designed to bend and flex in the wind. Steel shafts add even more strength and the nylon material is water-repellent as well as stain and mildew-resistant. $35 retail, through Stella Sales, 416-424-4919, www.cheekyumbrella.com
Dig My Body Dig It Apparel is expanding on the success of its best-selling Dig It gardening gloves for women with a line of all-natural personal care products. Just as the gloves protect the hands, the rich moisturizing Dig My Body products aim to enrich skin naturally with pure essential oils and butters, improving skin tone and texture without feeling oily. The initial product offering includes a luxurious lip balm – Dig My Lips, and a hand and body cream – Dig My Balm. 888-789-9596, www.digitapparel.com
The Best for Birds Pinebush Home & Garden is always on top of its game, launching innovative and attractive bird feeders every season. Among their new launches is the Open Concept Seed Feeder, a very modern style which is both attractive and functional. The open concept design allows birds to easily feed while keeping an eye out for predators. $19.99 retail. www.pbhomegarden.com
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inStore. Winter 2018
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MEET THE MAKERS CANADIAN HANDMADE MARKETPLACE FOR BUYERS WITH AN INDIE STATE OF MIND
SINCE 2001
BY HAND CANADA’S ARTISAN GIFT SHOW
JANUARY 28-31
PEARSON CONVENTION CENTER
CONVENIENTLY LOCATED CLOSE TO THE TORONTO INTERNATIONAL CENTRE.
BY HAND Canada's Artisan Gift Show is your once-a-year opportunity to shop wholesale for the very best Canadian Handmade products. Meet and connect with professional Canadian artists, artisans and designers under one roof. WWW.BYHAND.CA FOR DETAILS AND REGISTRATION
THE GOODS
Travel Sets from Snoozies Snoozies, the best-selling line of foot coverings, is expanding with Skinnies by Snoozies. The travel pouch sets are easy to pack and are currently offered in four styles. Each pair boasts non-skid soles and are machine washable. The line is represented in Canada by Cross Border Sales, 905-417-6332, www.snooziescanada.com
Whip Cream Concoctions from Walton Wood Walton Wood Farm’s new whipped body lotions are packaged to resemble old-fashioned cans of whip cream. The irresistible containers are the latest offering from the farm-based company located outside of Peterborough, Ont., which was founded by Leslie and Peter Scott three years ago. Today the brand includes over 80 unique, consciously-crafted and thoughtfully packaged personal care products. 844-834-3276, www. waltonwoodfarm.com
Giftable Gems California-based jewellery wholesaler Lucky Feather has been focused on giftable gems since its inception in 2006. Every season the company launches new collections of affordable, on-trend pieces, many of which are carded for easy display and gift-giving. New this season are Reminder Bracelets. The 14k gold-dipped wire bracelets are held in place by a chord and a toggle charm that carries a reminder including “You are beautiful” and “You are loved.” Also new is the Alpha collection of cute resin glitter initial key chains retailing for under $12. Rounding out the new introductions are adjustable zodiac sign necklaces and colour pop necklaces featuring coloured crystals strung on silky black cords that are designed to be layered. Lucky Feather is represented in Canada by David Youngson & Associates, 800-370-4857, www.youngson.com
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THE GOODS Custom Soother Chains The Heimess brand, distributed in Canada by Eco Parade, has just launched an innovate new product concept called My Very Own Soother Chain. The product is presented in a kit that contains individual blank soother chains, alphabet beads and decorative beads, allowing customers to customize and personalise their own soother chains. 905-910-1558, www.ecoparade.com
Premium Giftware Distributor
Stylish and Safe Food containers Whether your customer wants to keep their favourite soup hot or homemade ice-cream cold, Nexten Pro’s line of vacuum-insulated food jars are designed to keep contents fresh for hours. Boasting double stainless-steel wall construction and copper thermal technology, the BPA-free containers are ergonomically designed with a lid that doubles as a large soup bowl and includes a handle and foldable, full-size spoon. From $29.99 retail, 647-427-0975, www.nextenpro.com
Inside Track NEWS IN BRIEF
Stone Age Turns 30! For three decades Beverly and Jonathan Korodetz have been offering retailers a variety of innovative Canadian-designed souvenirs. This year their company, Stone Age, is celebrating its 30th anniversary, reflecting on its growth and cherishing the partnerships they’ve developed with duty-free and airport retailers, destination stores and general gift shops. In 1988, the company launched with a line of tumbled, semi precious stones, hence the name Stone Age. The business quickly blossomed into a leading distributor of Canadian souvenirs with original and fun graphics setting them apart. 888-284-8037, www.stoneagesales.ca
Much more quality giftware available online! boardnbatten.com sales@boardnbatten.com 48
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Inside Track NEWS IN BRIEF Canadian Gift Association Announces Supplier and Sales Reps of the Year The Canadian Gift Association has announced its 2017 Retailers, Suppliers and Sales Reps of the Year. The award winners were judged on a variety of criteria vital to wholesale and retail success, and will be officially awarded on January 28 at the Salute to Excellence Awards Reception at the Spring 2018 Toronto Gift Fair. Large Supplier: Attitudes Import Giftware and home décor distributor Attitudes Import operates just outside Montreal. Carrying a wide selection of product, including seasonal decorations, the company was established in 1986. Over the years Attitudes has continued to broaden its product line. www.attitudesimport.com Medium Supplier: Torre & Tagus Founded in 1993 by Tim Kroetsch and Cesar Gomes, Torre & Tagus was built on the foundation of providing unique, quality products and premium customer service. Based in Richmond, B.C., the company’s collections are updated twice a year with hundreds of new items sourced from around the world. Over the years Torre & Tagus has become a recognized brand of contemporary home décor. www.torretagus.com Small Supplier: Bee By The Sea Natural Products Bee By The Sea Natural Products was founded by Andrew Wingrove in 2008 after a chance encounter with a plant. The plant, Sea Buckthorn, is best known for its healing properties, and Andrew started growing the plant on his farm near Sundridge, Ont., in 2005. By combining Sea Buckthorn with honey Andrew created a now best-selling body cream which evolved into a line of 20 plus products. www.beebythesea.com Corporate Sales Representative: Rita Singor Rita Singor is a corporate sales rep for Giftcraft, servicing southwestern Ontario. She started her career in the floral industry, spending 20 years working in both the wholesale side of the business as well as managing retail operations. She became a sales rep 12 years ago and truly enjoys bringing new products to her retail customers. She believes it’s her job to take the extra time to properly present the product, and provide her customers with important information such as company practices and policies. “I’m honoured to receive this prestigious award and I want to send a most sincere thank you to my customers,” said Rita. “I have always strived to make sure that my customers’ questions and concerns are answered and remedied. I believe that if you take care of your customers, the sales will take care of themselves.” Independent Sales Representative: Glen Vandermolen Based in Kanata, Ont., Glen Vandermolen followed in his father’s footsteps as a sales representative, representing some of the same companies including Gourmet du Village. Glen also represents Frans Koppers. “Winning this award is truly an honour,” said Glen. “I always try to develop a cohesive environment for both my suppliers and retailers by adapting to their needs. A big thank you to all of my customers for your acknowledgement and I look forward to supporting your success for years to come.”
Turn to page 52 for our in-depth coverage of the Canadian Gift Association’s 2017 Retailers of the Year www.instoremagazine.ca
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Inside Track NEWS IN BRIEF R
te o n ke e us a Tto se e h t t a ows sh Toronto Gift Fair January 28 - February 1 Booth 1173, Hall 1 The International Centre Alberta Gift Fair February 25 - 28 Booth 1614, Hall FGH Edmonton Expo Centre
We’ll be there with bells on!
Home & Garden Division of Christmas Tradition
ct-lifestyle.com 1-800-561-5515 50
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Anne Drinkwater Retiring From Danica With both regret and warm wishes, Danica Imports has announced the upcoming retirement of Anne Drinkwater. Anne’s leaving marks the end of an era for Danica Imports/Now Designs as Anne has lead the company’s sales force, first within Canada, and then in its entirety for the past nine years. Anne has been an entrepreneurial force to be reckoned with for her entire career, as well as a passionate voice in the housewares and gift industries. The company has declared its gratefulness for her vision and commitment to propelling them to their present position. 888-632-6422, www.danicaimports.com Simply Domestic and Traders Forum Join Forces in Quebec Trader’s Forum has engaged Melanie DeCoteau from Simply Domestics as a consultant for the company’s Salon Des Detaillants/Quebec Retail Fair. Melanie was a show manager for the Canadian Gift Association’s Quebec trade show for four years and has close relationships with Quebec-based retailers and suppliers. Trader’s Forum Inc. has been organising shows in Laval since 2003 with a focus on discount stores. In August 2016 the show was renamed Salon Des Detaillants, and expanded its market share to include retailers serving mass consumers. www.tradersforum.ca
Show Calendar Christmasworld/ Paperworld January 26 – 30, 2018 Frankfurt, Germany www.messefrankfurt.com
Craft East Buyers’ Expo February 10 – 11, 2018 Halifax, N.S. www.actshow.ca
Las Vegas Market January 28 – February 1, 2018 www.lasvegasmarket.com
Alberta Gift Fair February 25 – 28, 2018 Edmonton, Alta. www.albertagiftfair.org
Mode Accessories Show January 28 – 29, 2018 Toronto, Ont. www.mode-accessories.com
Vancouver Gift Expo March 4 – 6, 2018 www.vancouvergiftexpo.com
By Hand January 28 – 31, 2018 Toronto, Ont. www.byhand.ca
Quebec Gift Expo March 27 – 29, 2018 Quebec City www.quebecgiftexpo.ca
Toronto Gift Fair January 28 – February 1, 2018 www.torontogiftfair.org
Buy Good, Feel Good May 11 – 13, 2018 Toronto, Ont. www.buygoodfeelgood.com
Ambiente February 9 – 13, 2018 Frankfurt, Germany ambiente.messefrankfurt.com
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On the horizon awaits our spectacular collection of furnishings and alluring objects for every home and lifestyle.
Jan 28 - Feb 1, 2018 Register now at www.LasVegasMarket.com
Furniture | Decorative Accessories | Home Textiles | Outdoor | Fashion Accessories | Bedding Seasonal | Tabletop | Housewares | Handmade | Antiques | Gift
inSight Shop Profile
Retailers of the Year
Alison Ludditt and Karen Miller, owners of The Room Collection in Vernon, B.C., and the recipients of the Canadian Gift Association’s 2017 Retailer of the Year Award.
The Room
2017 RETAILER OF THE YEAR
A breathtakingly beautiful store in B.C.’s Okanagan Valley takes home Canadian independent retailing’s top honours By Erica Kirkland 52
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ocated in the Okanagan Valley in Vernon, B.C., The Room Collection is an absolutely gorgeous store, stylishly stocked with unique items from wall art and custom furniture to hand-poured candles. A well curated mix of products combined with stunning visual displays, turned the heads of the judges and landed the store the prestigious 2017 Retailer of the Year Award from the Canadian Gift Association. The Room Collection is a partnership between best friends Karen Miller and Alison Ludditt who met in kindergarten. They purchased the www.instoremagazine.ca
business seven years ago and the former owner, Mary-Ann, now works with the duo, along with two part-time staff. Together they bring a shared passion, various skills and individual quirks to the business which results in a very effective team. Overall the team is focused on creating an inspiring shopping environment for their customer base – primarily women aged 40 to 65, a mix of locals, including residents of the Predator Ridge Golf Resort, people from Kamloops, Revelstoke and Kelowna and customers from Alberta and the lower mainland with vacation homes in Vernon.
“We sold a surprising amount of furniture off the one sofa we could fit in our old location!” inStore. Winter 2018
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The Room Collection expanded a year and a half ago, moving from a 1100-square-foot space to a 2500-square-foot store situated on the corner of Vernon’s main street. The move resulted not only in a larger space but also one with more light, visibility and increased foot traffic. “We sold a surprising amount of furniture off the one sofa we could fit in our old location,” say Karen and Alison. “A larger showroom gives us more flexibility in our displays, and more space around our displays so that each is better highlighted. The new space also gives us a dedicated office where we can sit and work together which does wonders for team collaboration and communication.” The leap of faith into a new space has proven to be a financially sound decision. In the last two years, sales have increased over 100 per cent. Beyond a more impressive facility, The Room Collection’s focus on customer service has contributed to this incredible www.instoremagazine.ca
success. As they say, “We have a fromthe-heart commitment to ensuring our customers have a great experience working with us, from start to finish. We stand by our products and protect our customers’ right to a great returnon-expectations when they shop with us. When there is an issue, we provide stellar after care.” Their customer service mandate has six prongs: in-store service, in-home consultations, staff knowledge, personaltouch delivery, after care and aftersales service. “We encourage people to bring in or email us photos of their homes, samples of their paint, flooring and fabric,” say Karen and Alison. “We carry items to cars, offer refreshments during long consultations, ensure bored husbands have somewhere to sit and that children are entertained.” In-home consults are also among the services they offer. “We provide a fresh set of eyes and ask customers exploratory questions about how they use the space, how traffic flows and how they want it to look and feel. We factor in the room’s focal point(s) and lighting, and we incorporate existing pieces or favourites with the new additions.” To ensure employees are knowledgeable about the products, Karen and Alison make a point of visiting supplier factories, showrooms and warehouses so they can speak first hand about the production process and the quality.
When it comes time to deliver the final product, each piece is inspected from top to bottom to ensure there are no marks or scuffs, and they also ensure an owner is present, so they can see the item in their space. This allows them to connect with customers and tailor future suggestions for their home. Once furniture is in place, customers often ask the store to help with the finishing touches. Sometimes this happens immediately or a year or two later, depending on the customer’s budget and priorities. The store keeps the customer’s records and photos on file so they can easily pull up their past purchases to help them with the next steps. “The other thing that sets us apart is our considered purchasing,” say Karen and Alison. “As we have become more skilled at purchasing, we have found alternate routes to good quality products. We value local and consciously-made goods. This includes finding great suppliers on Etsy and Instagram and weaving the work of local artists into our displays. Our stock is carefully chosen and not ordered en masse – because a person’s home should be as individual as they are. We work with our suppliers to ensure minimal overlap with other retailers in town, as overlap serves none of us well. We maintain great relationships with our suppliers and look forward to meeting up with them all at shows.” www.theroomcollection.ca inStore. Winter 2018
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inSight Shop Profile
Retailers of the Year
Cheryl Wallace and Suzie Morrison from Alberta Health Service’s award-winning hospital gift shop team.
The
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2017 RETAILER OF DISTINCTION
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n the last 10 years, The Red Thread Gift Shops have created over $8 million in revenue for Alberta Health Services (AHS), Canada’s first and largest provincewide, fully‐integrated health system, responsible for delivering health services to over four million people. Over 450 volunteers donate 46,000 hours of their time annually to run the six gift shops under The Red Thread umbrella and are fully supported along the way by seasoned retail professionals who understand the hospital gift shop marketplace. The stores have honed a reputation www.instoremagazine.ca
for carrying unique merchandise in a welcoming setting. The spaces are beautifully merchandised and serve as an oasis for patients, their families and visitors, in what is typically a stressful environment. The shops had operated separately, some for 30 plus years, but they started to work more collaboratively with each other and this year joined under the banner “Red Thread Gift Shop,” which was chosen to honour the amazing contribution of the volunteers that wear red vests to identify them as AHS volunteers. The six shops are located in five
“We recognize that our volunteers are our strongest public relations resource.” inStore. Winter 2018
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acute care hospitals in the urban Calgary area. Volunteers are involved in receiving and merchandising new products, providing compassionate customer service, and managing the financial records. An external marketing firm was enlisted to help develop an image that truly represents what they do. A variety of marketing materials were created based on the unique needs of each store and include labels with the Red Thread logo for gift wrapping, red bags which signify the purchase was made at a Red Thread shop, standardized signage in the shops for all messages including hours of operation, pricing policies and signage, wayfinding decals to help customers locate the shops, signage that promotes the fact that the stores are supported by volunteers and new exterior store signage A cohesive approach to visual merchandising also ties the stores together. The shops range in size from just over 300 square feet to 1200 square feet and monthly planograms are individually tailored for each. Every store has six feature zones including the front windows, nesting tables and island displays. Staff and volunteers work together to ensure the right product is displayed in high visibility areas for the appropriate amount of time to sell products at full price. The monthly merchandising plan indicates what products are coming, the themes they should be grouped into and the feature zone where they should be displayed. To develop and maintain a high level of volunteer engagement, they strive to have volunteers complete at least 80 per cent of the merchandising at each site. A merchandising manual was created to serve as both a training tool and a resource. The manual covers common merchandising techniques including cross merchandising, lifestyle displays, clustering, colour blocking and pyramids. They are also piloting a new concept called a “Look Book” designed to help volunteers put together outfits that are currently in season and on trend. Information about fabric care, what clothing items are called, and a colour guide are included. The book provides volunteers with more insight into fashion trends and ways to engage customers. “We understand that people volunteer for a variety of reasons, and see it as our responsibility to provide training and coaching to volunteers in customer service skills,” says Suzie Morrison of AHS. “We recognize that our volunteers are our strongest public relations resource.” 60
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inSight Shop Profile
Retailers of the Year
Jennifer Haines, the owner of two comics and games stores in Guelph, Ont., aims to change the way the world sees the comics and gaming industry.
The Dragon
2017 RETAILER OF DISTINCTION
At The Dragon’s two locations in Guelph, Ont., customers and visitors are made to feel welcome with bright spaces and friendly staff. By Erica Kirkland 62
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ennifer Haines has dovetailed her love of comics and teaching into an award-winning retail endeavour, becoming an inspirational leader in the comic industry along the way. Her comic and game store The Dragon, boasts two locations in Guelph, Ont., where customers can find a whole range of comic books, graphic novels for kids and grown-ups, collectible card games, board games and much more. Jennifer has her finger firmly on the pulse of the industry, yet she provides her customers with much more than just products. Sure, she has a lot of services too, including a subscription service www.instoremagazine.ca
for customers who collect certain titles, weekly gaming events and tournaments, artist signings and a customer loyalty program, but it’s the community she’s built around the store which has contributed to The Dragon’s long-term success. “When I opened the store in 1998, my primary mandate was to create a space in which everyone would feel welcome,” says Jenn. “Most comic and games stores are quite unwelcoming, especially to women and children. I wanted a place in which parents would feel comfortable taking their kids, and I knew that in making that place, it would
“Through cultivating a wide range of products, The Dragon has cultivated a wide range of customers.” inStore. Winter 2018
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“The thing that sets us apart from other businesses is our devotion to the community, through donations, events and working with schools.”
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be a place where everyone was welcome. We have lots of windows, so that customers can feel comfortable and not trapped. This is especially important for someone coming into the store for the first time, who may believe they’re entering a hostile environment, based on the stereotyping of comic stores on TV and in movies.” Through cultivating a wide range of products, The Dragon has cultivated a wide range of customers. “About 40 per cent of our customer base is families, 25 per cent are single women and 35 per cent are single men.” Even though the stores are located in a university town, most customers are families and individuals who live in Guelph year-round. “Our player base for our events is similarly diverse, and you are guaranteed to find women, children, and trans players at any of our events.” The Dragon’s community-building efforts are far ranging from consulting with librarians to develop graphic novel collections at local schools and board game rentals to various workshops on graphic literacy for students along with March Break and summer camps. Within the comics industry, Jenn is a regular speaker at events and conferences, sharing insight on everything from marketing, merchandising and employee training. She is also a contributor to Bookshelf magazine, circulated to libraries and bookstores, and a freelance writer for Wizards of the Coast, a Hasbro subsidiary which creates and sells the games Magic the Gathering and Dungeons & Dragons. Her extraordinary leadership efforts have not gone unnoticed. The Dragon is one of only 35 stores to have received a Will Eisner Spirit of Comics Retailing Award, and the only store owned by a woman. Also, in 2015 the Wellington County Museum asked her to help create a special Spider-Man exhibit. “I think the thing that sets us apart from other businesses is our devotion to the community, through donations, events outside of the store, working with schools and running programming inside the store,” says Jenn. “We are determined to provide a welcoming, inclusive, and educational experience to all our customers, working every day to overcome stigma surrounding comics and games.” www.thedragonweb.com inSpire. inForm. inStore.
c ou nt ry hom e ca ndl e HANDCRAFTED IN CANADA
SCENT SQUARE MELTS SHOW SPECIAL! SAVE 20%
On all Scent Square orders written at the show! SEE YOU THERE!
Stay caught up in the fragranced wax melt frenzy with our very popular Scent Squares. Handcrafted in our factory right here in Norfolk County, Ontario.
Nearly everyone has wax melters in their homes and need refills. Our wax is formulated with a proprietary soy and coconut wax blend which holds an extraordinary amount of fragrance oil including pure essentials. These perform incredibly well both when they are cold and melted in any warmer. For Spring 2018 we have over 36 top selling true comfort fragrances. We are a proud distributor of
products in Canada!
To view our entire line of Scent Squares, Candles, Candle Warmers, Airome Diffusers and Essential Oils please come visit us at The Spring Toronto Gift Fair January 28th - February 1 Booth #8519 Toronto Congress Centre For more information and to order please call 1 800 293 7548 or email sharon@countryhomecandle.com
Rise and Shine www.instoremagazine.ca
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Off the
CUFF
HOW TO
creatively display linens
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Ladder of Success Linens and fabrics are challenging to merchandise because they require both structure to give them form and props to illustrate their end use. It’s important to plan out a fabric-based display ahead of time to ensure you have the right products, props, tools and fixtures on hand. The good news is that there are dozens of creative and unique ways to display linens. Here are a handful of our favourite ideas. Remember to remove any unnecessary or unsightly packaging and plastic wraps. Customers want to feel the fabric, and you want to encourage them to touch and interact with the display.
Teatowels, icecream bowls, mixing bowls and aprons, Danica Imports, 888-632-6422, www.danicaimports.com; Napkins (in bowl), Harman Imports, 800-363-7608, www.harmaninc.com
Above Board Clipboards are ideal for highlighting a collection of lighter weight items like teatowels or napkins. Clipboards are easy to hang and can be painted to create a contrasting backdrop.
Styling and text by Leslie Groves Photography by Will Fournier
www.instoremagazine.ca
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Out on a Limb Ladders are both effective and efficient for displaying linens, particularly larger and heavier items like tablecloths, aprons, towels and blankets. When items sell, replacing stock from a ladder display is simple.
Basket Case Baskets are a fail-safe option for smaller items like dishcloths and teatowels. Wrap each item around a piece of cardboard to help keep the shape and make them easier to stack and stand up straight.
Styling and text by Leslie Groves Photography by Will Fournier 70
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Discover the healing art of aromatherapy
Recipe for Wellness S U R R E N D E R , R E L AX A N D F I N D YO U R B A L A N C E
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STUNNING marble finish 5 - 10 hours of continuous/intermittent misting Colour-changing LED light Water capacity: 140 mL Size: 5.12” W x 4.61 H
Order online at www.uppercanadasoap.com or contact customer service at 1.800.548.4097 • email@uppercanadasoap.com COME SEE OUR FULL SELECTION OF DIFFUSERS & ESSENTIAL OILS AT OUR TORONTO SHOW: TORONTO GIFT FAIR January 28th - February 1st, Toronto Congress Centre, Booth #11147
Show Offs Napkins or small towels look nice laying flat, but they also look great gathered together with napkin rings or twine tucked into a container or stacked on a plate.
Over the Top Show customers other ways to use the products you sell. A napkin or teatowel can easily double as a placemat. Plus, it looks great draped over the front of the table.
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A Division of Norcard Enterprises Ltd.
Ready, Set, Motivate!
Boost your bottom line by bolstering your employees. By encouraging staff with praise and autonomy you’ll achieve increased sales in short order. BY CLAIRE SYKES
F
rom your stockroom and office staff to sales people, your employees are your most valuable assets. Without them, who would help you “mind the store”? While they may depend on you for a job, you depend on them to do their jobs well – and it takes more than money to motivate people. People are motivated when their efforts are recognized and their achievements rewarded. Plenty of positive feedback and a generous display of appreciation also helps, and when a working environment fosters favourable attitudes, an employee views their position as more than a job, a mindset that ultimately enhances your business and your bottom line.
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MOTIVATION IS CRITICAL
“It used to be that employers hired helping hands. Today, it’s not good enough to simply rent the behavior you want from people,” says Bob Nelson, author of 1501 Ways to Reward Employees. “You’ve got to find a way to elicit their best effort. You have to make employees feel valued so that they want to do their best work on a daily basis, to consistently act in the best interests of your business.” Motivating your current employees is even more critical in face of the fact that finding good ones is increasingly harder. Those who don’t stay cost you in turnover expenses, time and hassles, not to mention lost sales. “An hourly worker employed
only three to six months runs you thousands of dollars in the recruiting and training costs it takes to replace that person,” says Nelson. “Meanwhile, he or she takes away an incredible amount of expertise and knowledge.” Certainly it helps to hire people who already feel motivated to work in a retail environment, but your next employee needn’t have previous retail or sales experience to succeed. Many people can learn those skills, but you can’t teach high energy, a positive attitude and attention to detail. You have to hire people-lovers, so they naturally give excellent customer service, which will translate into sales. inSpire. inForm. inStore.
WHAT IT TAKES TO MOTIVATE
A positive attitude rubs off on everyone, especially customers. “You’ll rarely get an employee to treat customers any better than the way they’re treated by their employer,” says Nelson. “With motivated employees, you get return customers who buy more.” When you know what motivates your staff, you’re that much closer to getting the results you want from them. Employees feel inspired to do their best when you: • Provide more than just a job. Create an environment where employees want to work. Keep the store clean and pleasant. Make sure you enjoy what you do. When you’re happy, it rubs www.instoremagazine.ca
off on everyone else. Laugh, joke and have fun on the job. • Place employees appropriately. Place them in jobs and assign them tasks that they enjoy and can excel at. For example, let an athletically inclined employee stock merchandise and one who has a way with numbers handle the invoices. • Offer variety. Employees are motivated by a mix of responsibilities. Cross-train your staff, so they can perform a variety of duties and cover for each other on their days off. Most will enjoy the challenge of learning new tasks. • Expand the boundaries. Explain to employees how their jobs relate to other positions in the
store and to the business as a whole. Let them know in what ways the business depends on even the most mundane tasks that are performed. Encourage staff to join you in community causes, enlisting their help with charity-related in-store events or paying them two hours a week to volunteer with a local organization. • Recognize employees’ longterm goals and be a part of their plan to reach them. Ask them where they want to be in five years and then do what you can to help them achieve that, whether it’s helping them further their customer relations skills or teaching them a new computer program. Because inStore. Winter 2018
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INCENTIVES & REWARDS
•
•
You get what you reward. “If you recognize and reward behavior, it will tend to be repeated,” says Bob Nelson, author of 1501 Ways to Reward Employees. Informal Verbally recognize people’s achievements at weekly staff meetings and tack a personal thank-you on the company bulletin board. Also, spontaneously give people pats on the back and a few words of praise – and let their fellow coworkers see it. Specific Each month give an employee-ofthe-month award to the person who sold the most or the employee who never missed a day of work. Offer a convenient parking space with a sign that bears the person’s name as a gesture of your gratitude. Formal Hold a contest for the team who sells the most in a given period. Reward them with a pizza lunch. Give a promotion to a person who has proven responsibility on the job or foot the bill for a sales workshop.
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•
•
you’re giving them opportunities that contribute to meeting their goals, they’ll feel motivated to do the work and will be committed to you as a loyal employee. Be more than an employer. Serve as a coach and mentor too. Take the time to talk – and listen – to your employees. Get to know them. Everyone is different, so forget the cookie-cutter approach. Go to lunch with your staff and spend time with them on their breaks. Make sure you and managers make yourselves visible, and accessible, by walking around and interacting with staff. Ask questions. While a certain amount of motivation has to come from within, in the right environment there’s a way to coax it out. Sometimes it takes a little spark to get the fire going. So, find out specifically what motivates each employee.“Motivators differ from person to person and from the same person over time,” says Nelson. “Spend a few moments each month asking about their career goals, personal hobbies and families. Their answers will give you clues as to how you can help them continue to feel motivated at your store. Discover what excites your employees and what new skills they could learn to challenge themselves and contribute to your business.” Be open to suggestions. Ask what changes employees would like to make in their jobs or how they could improve the way things are run. Show that you value their opinions. “Open up your mind to what they can offer and then let them loose with that,” says Nelson. “They might surprise you with the results.” Have a little faith. It’s not enough just to feel appreciation towards your employees; you’ve got to prove it with your trust in them. Delegate. For certain tasks, give them the authority to act without your supervision. “When you have high expectations of people, they rise to meet them,” says Nelson. inSpire. inForm. inStore.
Come see us for Holiday 2018 prebooking incentives at the Toronto Gift Fair, Booth #11429
Come See Us Toronto Gift Fair January 28 - February 1, 2018 Booth #11429 harmaninc.com
info@harmaninc.com Order Toll Free 1-800-363-7608
THE POWER OF PRAISE
You have to make employees feel valued so that they want to do their best work on a daily basis, to consistently act in the best interests of your business.
If you have a pet, you know how well your dog or cat responds to a kind word. The same goes for people. When you focus on the things a person is doing right, they do more of it. Motivated people naturally want to please. • Be grateful. Give plenty of positive feedback – every day – “as soon after the achievement or desired activity has occurred,” says Nelson. “If you wait too long to thank a person, over time the gesture will lose its significance. The employee could assume that other things were more important to you than taking a few minutes with him or her.” • Be generous. A good rule of thumb is four positive remarks for every negative one, so the person realizes that the good in them truly outweighs the bad. Always thank employees for a hard day’s work, and regularly praise them for even the smallest acts. Everyone loves to hear when they’re doing a good job – and it motivates them. • Be sincere. People can tell when you’re not. “Words alone can seem hollow if you don’t mean them,” says Nelson. “Praise your employees because you are truly appreciative, otherwise it may come across as a manipulative tactic, something you’re doing only when you want the person to do a favour for you, such as work late.”
DO YOUR PART
As the owner or manager, you play an integral part in how motivated your staff feels. Most of us do better when we know someone is cheering us on. Encourage your employees to actively participate in their jobs and your business and you’ll be motivating them to do their absolute best. Frequently give generous and sincere praise and you’ll earn their respect, dedication and hard work. Happy employees only give back in favourable ways - good relationships with you, employees and customers, greater productivity and higher profits for your business.
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Dreamy accent pieces for the home
Dream We
Styling by Leslie Groves Photography by Will Fournier
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am Weaver www.instoremagazine.ca
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L I V E L I FE
B E A U T I F U L LY
NEW
Come visit Yankee Candle at the:
TORONTO SHOW: Hall 2, Booth #2016/2020 Yankee Candle Canada Sales: Shadowbox | Toll Free: 800.370.4857 Toll Free Fax: 866.441.6324 | www.shadowbox-youngson.com
Moody Blues
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A bohemian collection of home dĂŠcor picks
2 1/ Ikat cushion, $64 retail, Indaba Trading, 800-746-3222, www.indabatrading.com 2/ Linen cushion, $66 retail, Indaba Trading, 800-746-3222, www.indabatrading.com
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3/ Printed cotton rug, $69.99 retail, Nostalgia Import Canada, 800-785-7855, www.nostalgia-import.com 4/ Wood and enamel bowl, $13 retail, Indaba Trading, 800-746-3222, www.indabatrading.com 5/ Bamboo hurricane, $34 retail, Canfloyd, 800-263-3551, www.canfloyd.com 6/ Picture holder, $18 retail, Indaba Trading, 800-746-3222, www.indabatrading.com
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7/ Linen throw, $112 retail, Indaba Trading, 800-746-3222, www.indabatrading.com
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a HINT of spring
handmade coloured Hint glass collection, new from LSA International Academy Home Goods • Andrea House • Artisan • Atlantis • Bohemia • Casafina • Cookut Jean Dubost • Juliska • LSA International • Max Benjamin • Pantry • Rivadossi Sandro • Scanwood • Simply Baked Skoy • Snow River • Splendide • Swedish Treasures • Taylor’s Eye Witness • The Just Slate Company, • The Napkins
Please visit us at the Toronto Gift Fair – Congress Centre Hall 7 – 7314 + 7318 www.davidshawdesigns.com
Tropical Flavours An elegant selection of tropical-themed dĂŠcor
1/ Barrel vase, $150 retail, Abbott, 800-263-2955, www.abbottcollection.com
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2/ Tropical pennant, $29.99 retail, Nostalgia Import Canada, 800-785-7855, www.nostalgia-import.com 3/ Frida quilted throw, $90 retail, Indaba Trading, 800-746-3222, www.indabatrading.com 4/ Pillow, $69 retail, Split P Designs through Edenborough, 800-265-6398, www.edenborough.com 5/ Pillow, $69 retail, Split P Designs through Edenborough, 800-265-6398, www.edenborough.com 6/ Leaf plate, $100 retail, Canfloyd, 800-263-3551, www.canfloyd.com
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Shades of Grey A subtle assortment of neutral dĂŠcor accents
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5 1/ Food-safe container, $20 retail, Danica Imports, 888-632-6422, www.danicaimports.com 2/ Picture frame, Printz through Edenborough, 800-265-6398, www.edenborough.com
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3/ Metal vase, $55 retail, Split P Designs through Edenborough, 800-265-6398, www.edenborough.com 4/ Plastic LED lantern, $13.99 retail, Nostalgia Import Canada, 800-785-7855, www.nostalgia-import.com
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5/ Pillow, $70 retail, Candym Enterprises, 800-263-3551, www.candym.com 6/ Cushion, $84 retail, Indaba Trading, 800-746-3222, www.indabatrading.com
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APRIL CORNELL ¡ ¡ c r e a t i n g b e a u t y s i n c e 1975
Booth 2205, International Centre,Toronto Gift Fair Booth 2640, Alberta Gift Fair Please contact your local sales representative or customer service to make an appointment: 877-662-7745 | http://wholesale.aprilcornell.ca
Fun Sun e h t in
Styling by Leslie Groves Photography by Will Fournier
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Seeing Red
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Hot picks for outdoor entertaining
2 1/ Melamine eight-inch plates, from $35 retail for four, Paperproduct Design through David Youngson & Associates, 800-370-4857, www.youngson.com 2/ Table tennis set, $39.99 retail, Professor Puzzle through David Youngson & Associates, 800-370-4857, www.youngson.com 3/ Summer barbeque kitchen towel, from $9 retail, Paperproduct Design through David Youngson & Associates, 800-370-4857, www.youngson.com
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4/ Acacia cutting board, $54.95 retail, Maxwell & Williams through Canfloyd, 800-263-3551, www.canfloyd.com
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5/ Patio tablecloth, $120 retail, Candym Enterprises, 800-263-3551, www.candym.com 6/ Cutting board, $35 retail, Harman Imports, 800-363-7608, www.harmaninc.com 7/ Serving tray, $28 retail, Candym Enterprises, 800-263-3551, www.candym.com
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True Blue Cool products for outdoor soirees
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1/ Melamine plates, $60 retail for four, Tag through Design Home Gift & Paper, 800-663-9950, www.designhome.ca 2/ Serving tray, $40 retail, Harman Imports, 800-363-7608, www.harmaninc.com 3/ Cocktail Shaker, $73 retail, Zodak through Design Home Gift & Paper, 800-663-9950, www.designhome.ca 4/ Vinyl placemat, $6 retail, Harman Imports, 800-363-7608, www.harmaninc.com
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5/ Cocktail napkins, $24 retail for six, April Cornell, 877-662-7745, www.aprilcornell.ca 6/ Hand-painted ice bucket, $173 retail, Zodak through Design Home Gift & Paper, 800-663-9950, www.designhome.ca
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Head to Head Brainstorm for brilliant results BY CLAIRE SYKES
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s a retailer, you often face challenging issues that require smart, creative solutions. Maybe you need to figure out how to attract first-time shoppers, make the most of your advertising or more effectively spend your quarterly budget. So, whenever you have a free moment, you scribble down some thoughts or maybe you ask your employees and customers for their suggestions. Sure you’re getting ideas, but you know there are more out there, and probably better ones. That’s when you need a change in the weather. That’s when it’s time to brainstorm. It starts like clouds gathering before a good rain, when you bring together a small group of people in one place, all of you aimed toward a common goal. All of you will toss out ideas, without criticism from yourselves or toward each other. This method has been around since 1941, when advertising executive Alex Osborn got tired of the constraints of conventional business meetings and decided people needed to “think up,” as he put it. Eventually, the process became known as brainstorming. You can brainstorm anytime about anything. But you definitely want to do it when there’s an unresolved issue, a disagreement over which action to take, or a lack of fresh ideas about something you want to start or create. You’ll still get positive results if you brainstorm alone, but doing so won’t be as effective as having at least two people, and preferably more. Four to 10 people is large enough to
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cull a decent quantity and quality of ideas, and small enough to allow for everyone’s participation. Brainstorming together helps everyone avoid stale ideas.
THE PERFECT STORM
A communal thought-swap offers more than you might think. Here are 10 benefits of brainstorming with others: • Prods your brain: Head to head, you hurl out a tempest of fresh ideas. • Encourages quantity: The dynamic interaction increases the possibilities. • Broadens the view: Ideas teem with a variety of vantage points. • Stimulates solutions: Group input leads to answers and opportunities. • Builds team spirit: Thinking together creates a sense of camaraderie. • Engenders enthusiasm: Everyone is inspired by each other’s input. • Strengthens morale: You know your ideas are welcome. • Empowers people: You feel your contribution will make a difference. • Invites humor: Throwing ideas around together is just plain fun. • Impacts other areas: You can apply this creative thinking to anything.
BATTEN DOWN THE HATCHES
For the most effective brainstorming session, come prepared: • Know your objective. To increase your chances of achieving your goal be clear and simple about why you want to brainstorm. A good session is one where you address the cause of the problem itself, not the problem’s symptoms. • Pick your people. Select a variety inStore. Winter 2018
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of people from different backgrounds and departments, involving everyone from the top ranks on down. You want a mix of ages, life experiences and occupations. • Appoint a facilitator and a recorder. Select someone to lead the group, and take notes that people can see. Have someone else dictate the details, so you’ve got a record of the brainstorming process from which all of you can learn. • Choose the best environment. Begin with your attitude. Leave behind any competitive or critical tendencies. Come 96
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with an open mind, and choose a place without distractions or interruptions, such as a back office or break room. • Send an invitation. A few days ahead, let all the participants know where and when the session will be held, the duration (60 to 90 minutes max) and the purpose, so they can start thinking of ideas. • Gather the right tools. Set up a large computer screen, flip pad or whiteboard so the facilitator can take down the best ideas. Keep paper and pencils on hand for group members to jot down ideas. inSpire. inForm. inStore.
READING GLASSES • SUNGLASSES • ACCESSORIES
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A GOOD DOWNPOUR
Wherever you meet to brainstorm, sit in a circle to encourage active and equal participation. Then follow this basic sequence: 1. Introduce the session. Start by telling everyone how valuable they are and why it’s important that they contribute. When they know that their opinions matter, they’re more likely to share them. Write the session’s objective out where everyone can see it, so they remain focused on it. 2. State the ground rules. Stress that all ideas are valid and valued and should be respected. No squelching, criticizing or dismissing! Negativity shuts down not only the person it’s directed toward, but also everyone else because they may fear that they could be next. It’s important to feel free and uninhibited to invite creative ideas. 3. Go with the flow. Toss out ideas whenever they arise. Don’t worry if they’re “good” or not. To get the best ones, encourage quantity; it fosters quality. So does humor, because it’s fertile habitat for breeding ideas. And no idea is too crazy. Embrace each one to see what might be innovative in it. 4. Encourage balanced participation. People think and respond at different rates. Some ramble on and others stay silent until their idea is well formed. If necessary, interrupt the talkative ones and ask the quiet ones for their thoughts. Is someone still not saying anything? Well, their wonderful ideas may surface afterwards. 5. Stay on track. Push your objective’s boundaries without straying too far from it. If someone’s idea shifts the focus, then shift. You never know where that idea may lead. Meanwhile, keep your eyes on the clock and your ears tuned toward the group. Announce it when your session is close to reaching its end.
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CLEAR SKIES
The brainstorming session may be over, but that doesn’t mean you’re finished. • Show appreciation. Thank everyone, because as a group they all contributed to each person’s individual ideas. Send a thankyou email or hand-written note, one that’s heartfelt and personal, telling them how important their contribution is. They’ll feel grateful for your appreciation and be more likely to participate in future sessions. • Invite suggestions. Often ideas can spill over after the brainstorming session. Sometimes people just need more time to think or something will trigger a thought about the session that they hadn’t considered before, so be open to their comments along with suggestions for improvement. • Write up a plan. Decide as a group which ideas are critical and which are important, but not so pressing. Keep the remaining ideas for future consideration. Write out the ones to act on now, and who will carry them out and when. Also, you want to measure their progress over a set timeline and decide the resources you’ll rely on. • Take action. Coming up with ideas is easy. Doing things about them is harder. If you do brainstorming correctly and effectively, people arrive at a solution as a team. Because it’s a group effort, they feel that they own the solution which gives them the focus and determination to put it into place. When you brainstorm with others, you muscle up your mind in a way you may not have otherwise. Just as a thunderstorm unleashes rain that nourishes the earth, the bursts and flashes of an effective brainstorming session leave you drenched with ideas that will nurture the most fertile results. Make the most of those results.
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SPRING 2018 SHOWS Toronto Gift Fair Jan. 28 – Feb. 1, 2018 Foundary Booth 12434 Toronto Congress Centre North Trends Apparel Show March 4 – 7, 2018 Foundary Booth 1000 Edmonton Expo Hall F
1-866-338-6924 / www.foundary.ca / info@foundary.ca
Strike a Pose! The hottest fashion trends of the season
Styling by Leslie Groves Photography by Will Fournier
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Shimmer & Shake Soft, light styles perfect for hot summer days
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1/ Coverup, $78 retail, April Cornell, 877-662-7745, www.aprilcornell.ca 2/ Simply Noelle dress, $62 retail, Ganz, 800-263-2311, www.ganz.com 3/ Necklace, $42 retail, Fab Accessories, 416-751-8898, www.fabaccessories.com 4/ Gigi crossbody bag, $74.95 retail, The Foundary, 866-338-6924, www.foundary.ca 5/ Signature Bag from Simply Noelle, $122 retail, Ganz, 800-263-2311, www.ganz.com 6/ Scarf, $24 retail, Indaba Trading, 800-746-3222, www.indabatrading.com
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7/ Tote, $99.95 retail, The Foundary, 866-338-6924, www.foundary.ca
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“Earth Angels bracelets have been available through our hospital gift shops. They are strong sellers and are a popular choice with our customers.” -Karen at Hamilton Health Services Volunteer Association in Hamilton, ON.
“Earth Angel bracelets have been a huge win for us. We started out with a basic fourtier spinner in all of our locations. Over the past years we have increased the breath of the line to a 10-tier stand. As these bracelets stack on your arm, our customers care instruction always makes our customers happy.” -Jo-Anne Spadafora at Twin Phoenix Hallmarks in Burlington & Milton, ON.
“Beautiful, fast moving line. Sold 48 percent in three weeks!” -Brenda at Count’s Hallmark in Yorktown VA.
The Angels of Our Lives® is a beautiful line of expandable charm bracelets/necklaces created to thank, recognize, and celebrate all the “Earth Angels” who have positively impacted our lives. antique brass/gold, and antique copper), and accompanied by individual corresponding accent charms with inspiring original verses. Every piece is made with great care and attention to detail with quality plated brass. All metal used is cadmium, lead, and nickel free complying with the highest environmental standards. Our bracelets/necklaces are attractively displayed in individual gift boxes making them the perfect gift for all of “The Angels of Our Lives”. No Hassle 90-day money back guarantee available.
Come Visit The Angels of Our Lives®:
Toronto Gift Fair - Congress Center North (January 28th - February 1st 2018), Clock It To Ya Booth #12007 & 12017 For more information, Contact us at 1-902-462-6607 or angels@clockittoya.ca www.theangelsofourlives.com
Bronze Age Light browns, bronze and a touch of turquoise 1 2 1/ Crocheted crossbody bag, $17.99 retail, Canadian Gift Concept, 866-411-1043, www.cgconline.ca 2/ Small crossbody bag, $90 retail, Cabrelli Group, 800-784-4750, www.cabrelli.net
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3/ Dreamcatcher earrings, $13.99 retail, Monague Native Crafts, 800-663-7713, www.monague.com
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4/ Multi-flare crossover, $52 retail, Cabrelli Group, 800-784-4750, www.cabrelli.net 5/ Lagoon bracelet, $196 retail, Anne-Marie Chagnon through SRM Sales Consultants, 647-342-4422, sandra.srmsales@gmail.com 6/ Earrings, $38 retail, Fab Accessories, 416-751-8898, www.fabaccessories.com
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7/ Necklace, $40 retail, Anju through Edenborough, 800-265-6398, www.edenborough.com 8/ Hobo bag from Simply Noelle, $86 retail, Ganz, 800-263-2311, www.ganz.com
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Coming Up Rosy A warm pairing of coral, pink and brown
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1 Handmade necklace, $25 retail, Anju through Edenborough, 800-265-6398, www.edenborough.com 2/ Canvas tote bag, $124 retail, License 71195, 905-604-1732, www.license71195.com
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3/ Lightweight jacket from Simply Noelle, $80 retail, Ganz, 800-263-2311, www.ganz.com
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4/ Soft knit romper from Simply Noelle, $54 retail, Ganz, 800-263-2311, www.ganz.com 5/ Mona B bag, $115 retail, Design Home Gift & Paper, 800-663-9950, www.designhome.ca 6/ Magnetic therapy bracelet, $15 retail, K.C. Brewer & Co., 905-684-7209, kcbrewerco@hotmail.com 7/ Pewter and gold-plated ring, $64 retail, Anne-Marie Chagnon through SRM Sales Consultants, 647-342-4422, sandra.srmsales@gmail.com
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Into the Deep
A mix of dark blues and purples
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2 1/ Jumpsuit, $108 retail, April Cornell, 877-662-7745, www.aprilcornell.ca 2/ Ruffle-hem tank top, $45.95 retail, World Folk Art, 250-390-7526, www.worldfolkart.com 3/ Anchor ear jacket earrings, $42 retail, Lovers Tempo through David Youngson & Associates, 800-370-4857, www.youngson.com 4/ Oversize scarf/cover-up from Simply Noelle, $20 retail, Ganz, 800-263-2311, www.ganz.com 5/ Jack & Missy wrap scarf, $19.99 retail, Canadian Gift Concept, 866-411-1043, www.cgconline.ca 6/ Freshwater pearl necklace, $99 retail, Anne-Marie Chagnon through SRM Sales Consultants, 647-342-4422, sandra.srmsales@gmail.com
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SRM Sales Toronto Spring Gift Fair January 2018 Booth #10633 North Congress Centre Artisan’s Way 647-342-4422 | sandra.srmsales@gmail.com
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View the entire line online at WWW.KAMELEONJEWELRY.COM or call customer service at 1.866.431.4484
Wrapped in Love VALENTINE’S DAY
2018
Tapestry Collection
The greatest gifts are not wrapped in paper, but in
love.
®
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NEW YEAR, N E W L U C K Y F E AT H E R !
! NEW NG I R P S 8! 201
C G TA S H O W - S H A D O W B O X / Y O U N G S O N B O O T H 2 0 2 0 / 2 1 1 6 INT'L CENTRE, HALL 2
w w w. l u c k y f e a t h e r. c o m | @ t h e l u c k y f e a t h e r
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Visit Us!
See the new colors and hear about the show special. p: 802.765.4177 www.socklady.com/wholesale www.instoremagazine.ca
Toronto Gif t Booth# 10643
ISA OF CANADA
905-824-4473 (Phone) 1-877-299-7323 (Toll Free) www.beside-u.ca www.isaofcanada.com info@isaofcanada.com
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Giving M
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eaning to Gifting How fair-trade is transforming the marketplace BY SUZANNE CAMPBELL
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gift reflects the giver’s love or appreciation for the recipient. When the recipient is a child the gift formula is simple: the larger and more expensive the gift, the more you love them, right?! Yet, as our children grow older it becomes more difficult to find a special gift which will bring a shine to their eyes and give us joy. The value of the gift becomes increasingly less about size and more about the meaning. What can you buy for somebody who doesn’t need anything? How about something which benefits people who have countless needs?
WHAT IS FAIR-TRADE?
The term fair-trade was born in 1946 when Ten Thousand Villages (formally Self Help Crafts) starting buying needlework crafts in Puerto Rico. Similar movements sprouted up across Europe several years later, and by the 1960s the concept of ‘trade not aid’ was a central philosophy and driving force for many global commercial initiatives. Simplistically fair-trade means the maker of an item has been given a fair and sustainable living wage to produce the product. The terms “fair” and “sustainable” are subjective and complex.
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10 PRINCIPLES OF FAIR-TRADE
The World Fair Trade Organisation (WFTO) prescribes 10 principles which fair-trade organisations must adhere to with the overarching precept that people, not profit, drive the bottom line. 1. Create opportunities for economically-disadvantaged producers 2. Transparency and accountability 3. Fair-trading practices 4. Payment of a fair price 5. No child labour or forced labour 6. Commitment to non-discrimination, gender equality and women’s economic empowerment and freedom of association 7. Ensure good working conditions 8. Provide capacity building 9. Promote fair-trade 10. Respect the environment
FAIR-TRADE ON THE RISE
Fair-trade retail purchases have risen exponentially over the last two decades. The data for the global sector as a whole is not available, however many countries and fair-trade organisations collect their own data. Fair Trade Canada estimates sales globally generated more than $1.6 billion between 2014 and 2015 in producer revenues.
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Anna’s Story Anna is approximately 70 years old. She’s not exactly sure how old she is because no one has ever counted. Growing up, birthdays weren’t celebrated having enough food to eat was cause for celebration. Anna lives in Nicaragua, the second poorest nation in the western hemisphere. In Nicaragua you work or you starve. Government assistance is only available to residents who’ve paid taxes for 15 years or more. Anna makes simple, yet beautiful clay windchimes. She gathers the earth in the blistering tropical heat, mixes it with water to form a clay mix and works the clay by stomping on it until it becomes pliable enough to mold. She paints each piece, fires them in a wood kiln and then strings the pieces together. Her grandchildren help her make the windchimes after they are finished their school day. Purchasing her windchimes - using fairtrade practices - has enabled Anna to send her grandchildren to school. She’s also been able to repair her leaky roof. Most importantly for Anna she no longer worries about where her next meal will come from. It’s hard not to be moved by Anna’s plight. Compassion is sympathy in action and, naturally, the action here is to purchase one or more of her windchimes. As Canadians we live in a safe, privileged world where there are generous government-assistance programs and quality education, but we are aware of our blessings. Couple this with a high-level of global consciousness and Canadian consumers are the perfect candidates to really appreciate fair-trade.
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IS FAIR-TRADE RIGHT FOR YOUR STORE?
Consumers are becoming increasingly savvy. They want to know the origin of products and the conditions in which they’re produced. The food industry has pioneered a demand for transparency and the gift industry is not far behind. Increasingly stores are searching for products which have clear supply chains and informational websites where the end user can appreciate the stories behind the products. Boomers are big supporters of fair-trade. Many have retired and have some financial comfort. They’re enjoying the better things in life and want to buy quality items for their family, especially their grandchildren. Their lives are a little slower - they enjoy late-morning lattes in the local coffee shop and meandering through the shops on main street. They take the time to read the stories of the artists and share these stories with their friends. Millennials are also active consumers of fair-trade. This demographic group is now established in the workforce. In the United States alone they wield $200 billion in purchasing power. They’ve grown up in a tech-savvy, environmentally-conscious world and actively engage their wallets with their consciences.
FROM A NICHE MARKET TO MAINSTREAM
Fair-trade products have decidedly moved into the mainstream, evolving from papier-mâché ashtrays and hand-knitted booties into stunning jewellery and clothing. Today fair-trade items are designed to be sold in all stores. Boutiques buy the products because they’re beautiful and they sell well. The fact that they’re also fair-trade is a bonus. For producers, this shift means their products are more in demand and their lives are changing for the better. Fair-trade products are perfectly suited to independent stores whose owners tend to be more understanding when it comes to delivery times and design variances. Tsunamis, hurricanes, religious holiday observances, and many other factors affect when producers in developing countries work, and smaller, more flexible stores are more likely to be understanding that people, not profit, are the motivating factors. It’s the uniqueness of the product and the production circumstances which makes the product so unique and special. For these reasons stores should aim for reasonable exclusivity. If the store next door has the same product the impact for both will be severely compromised. An unanticipated by-product in many of the stores that properly market fair-trade product is a huge increase in sales in the other sectors they carry. Customers feel warm and fuzzy toward stores that support fair-trade and buy more from them because of this. They also talk to their friends about the store, generating word-of-mouth advertising which generates even more sales. In closing, fairly-traded products are here to stay, and everyone will benefit from this: producers, wholesalers and retailers. Suzanne Campbell worked as a marketing and sales manager for Rays Imports. In 2002 she started Casa Relief, a wholesaler specialising in fair-trade, which is now owned by her son Samuel Ansell. inSpire. inForm. inStore.
tresartcache.com
Be a
In a field of horses. 2
1
1
Zoocchini’s Organic Cotton Enchanted Forest 3PK MSRP: $29.99
2
Zoocchini’s Allie The Alicorn Backback - Great for Preschool! MSRP: $29.99
3
Lulujo’s Cotton Muslin Swaddle Unicorn & Rainbows MSRP: $15.99
4
Mary Meyer Talls n’ Smalls Unicorn 13” & 9” MSRP: 13”: $23.99 - 9”: $14.99
5
Zoocchini’s Legging & Sock Set Allie The Alicorn MSRP: $15.99
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Bright Starts Rock & Glow Unicorn MSRP: $39.99
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Come get Unicorny at the
Future for Baby Show & Toronto Gift Fair! Future for Baby Show January 14, - January 16, 2018
OTTAWA ROOM
Toronto Airport & Conference Centre 655 Dixon Road Toronto, ON M9W 1J3
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Toronto Gift Fair
January 28, - February 1, 2018
BOOTH 2541
The International Centre 6900 Airport Road Mississauga, ON L4V 1E8
KIDCENTRAL.CA
View our entire collection online
+1 877 218 0395
The best for
Babies & Kids! Our bi-annual gift guide
Styling by Leslie Groves Photography by Will Fournier
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The best for
Babies & Kids! 1
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Cute& Cuddly
Sweet animals and precious bows 1/ Journals of a Lifetime gift book from Old Country Design, 888-212-2110, www.oldcountrydesign.com
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2/ Felted reindeer bust, $120 retail, Indaba Trading, 800-746-3222, www.indabatrading.com
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3/ Happy Sidekick, $16.99 retail, Bella Tunno through David Youngson & Associates, 800-370-4857, www.youngson.com 4/ Animal parade sweatshirt, $45.50 retail, Mud Pie through Design Home Gift & Paper, 800-663-9950, www.designhome.ca 5/ Felted mat, $160 retail, Indaba Trading, 800-746-3222, www.indabatrading.com 6/ Baby Wisp headband with bow, $12.99 retail, Kidcentral Supply, 877-218-0395, www.kidcentral.ca
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• Toys made of natural materials, especially wooden toys • Children’s products that are made in a sustainable way • Toys that are made by companies operating in a socially responsible manner
VISIT US
TORONTO GIFT FAIR, HALL 10, BOOTH #10213
www.instoremagazine.ca
PHONE: 905-910-1558 WWW.ECOPARADE.COM
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The best for
Babies & Kids!
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Primary School Bright colours rule the day
1/ Gosili silicone bowl with lid, $19.99 retail, Kidcentral Supply, 877-218-0395, www.kidcentral.ca
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2/ Elastic dice from Heimess, $16.80 retail, Eco Parade, 905-910-1558, www.ecoparade.com 3/ Happy teether, $14.99 retail, Bella Tunno through David Youngson & Associates, 800-370-4857, www.youngson.com 4/ Cotton muslin wrap, $15.99 retail, Kidcentral Supply, 877-218-0395, www.kidcentral.ca 5/ Puzzle from Goki, $16.80 retail, Eco Parade, 905-910-1558, www.ecoparade.com
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6/ WubbaNub swim diaper and hat set, $29.99 retail, Kidcentral Supply, 877-218-0395, www.kidcentral.ca
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Showing two beautiful collections: Spring/Summer 2018 Fall/Holiday 2018 Toronto Gift Fair - Booth 8337 www.indabatrading.com I 800.746.3222 I @indabatradingco
March 27-28-29, 2018 Centre des Congres de Quebec Your Spring & Summer Gift Sourcing Starts Here! www.QuebecGiftExpo.ca
March 4-5-6, 2018 PNE Forum Building Your Spring & Summer Gift Sourcing Starts Here! www.VancouverGiftExpo.ca
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The best for
Babies & Kids!
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In The Bag Go-to gifts for newborns
1/ Child to Cherish piggy bank, from $24.99 retail, Kidcentral Supply, 877-218-0395, www.kidcentral.ca 2/ Teddy soother blanket, $50 retail, Indaba Trading, 800-746-3222, www.indabatrading.com
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3/ Tooth Fairy Door kit from Child to Cherish, $44.99 retail, Kidcentral Supply, 877-218-0395, www.kidcentral.ca 4/ Memory box, $39.50 retail, Lady Jane through Edenborough, 800-265-6398, www.edenborough.com 5/ Cotton muslin wrap, $15.99 retail, Kidcentral Supply, 877-218-0395, www.kidcentral.ca
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Textiles for a well-dressed
KITCHEN
Toronto Gift Fair - David Youngson & Associates International Centre Hall 2 - Booth #2116 www.Youngson.com • (800) 370-4857 ext. 123 www.KayDeeDesigns.com (p) 800-537-3433 • (f) 800-272-0724 orDers@KayDeeDesigns.com
Where busy Giftware, Home, Lifestyle & Specialty Retailers can find what they’re looking for, browse a bit...discover more! Join now to use this FREE on-line trade resource, featuring great products, promotions & exclusives from quality Canadian & Canada-friendly Manufacturers, Distributors, Sales Agencies & Makers, including advanced previews of in-person/virtual trade show specials for Spring 2018. Visit RepublicOfRetail.com to learn more. With an extended deadline of MARCH 1, 2018, we hope EVERY Canadian Retailer can now spare a few minutes to participate in The Lifestyle Survey we’ve co-sponsored with InStore Magazine. You’ll find the survey link & details, under the “Events” column at RepublicOfRetail.com or our Facebook page.
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The best for
Babies & Kids!
3
2 1
Pretty in Pink
Tickle their fancies with perfectly pretty gifts 1/ Amusable Cherry, $32.50 retail, Jellycat through David Youngson & Associates, 800-370-4857, www.youngson.com
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2/ Bump to Birthday pregnancy and firstyear baby journal from Journals of a Lifetime through Old Country Design, 888-212-2110, www.oldcountrydesign.com 3/ Elastic ball from Heimess, $14.20 retail, Eco Parade, 905-910-1558, www.ecoparade.com 4/ Happy knees, $12.99 retail, Bella Tunno through David Youngson & Associates, 800-370-4857, www.youngson.com 5/ Mary Meyer plush animal, $23.99 retail, Kidcentral Supply, 877-218-0395, www.kidcentral.ca 6/ Amusable Watermelon, $35.75 retail, Jellycat through David Youngson & Associates, 800-370-4857, www.youngson.com
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ABC Kids Expo Show Report
BY MARILYN NASON
Trends in baby and children’s products range from bright colours to environmentally-friendly textiles and dyes 128
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he 15th annual ABC Kids Expo, held this past fall in Las Vegas, proved yet again that environmentally-conscious and baby goods consumers share common concerns and commitments. Eco-friendly materials and recyclable products were recurring themes through the show this year. Beyond the earth-friendly movement, bold colours are taking hold for children of both sexes. Gone are the days when pink was for girls and blue was for boys.
PRODUCT OVER PRICE
While in the past price was the determining factor, today price is a distance second, if not an outright afterthought for buyers. Of utmost importance is the colour, content and origination. Environmentallyconscious consumers are leading the movement toward safety in all aspects of manufacturing and content from natural colour dyes to natural materials. These shifts in priority reflect how serious today’s consumers are when it comes to what they purchase, especially for newborns. An equally strong emphasis was placed on materials and clothing which were versatile and flame-retardant.
FIRST-TIME PARENTS AND GRANDPARENTS
While retailing in every category involves price at some point, what has become very clear in the baby and children’s category in recent years, is price is way down on the list. This is especially true with first-time parents and grandparents.
BABY REGISTRIES
Price is also less important when co-workers and friends join to purchase major gifts from baby registries which is why many baby retailers are moving toward offering instore registry services. Just as registries for bridal showers are profitable year-round, baby registries are even more so as births are not as heavily affected as weddings are by season. Thankfully babies are born every minute of every day, making a well-maintained baby registry a significant contributing factor in keeping loyal customers. Serious retailers recognize the value of customers registering for specific moments in their life, hoping their wishes will be fulfilled by relatives and friends who buy from the store. With that in mind, stores are willing to invest time helping moms-to-be create the perfect registry.
THE BEST FOR BABY
Several exhibitors focused on various types of products which promote a good night’s sleep from beds and cradles to mattresses. Mobile units were also strong and included products that grow with the child over time. For example, a carriage that converts to a stroller and then a car seat. The focus is on items that are convenient and easy to use. These products are being designed by companies headed by parents, and for most retailers promoting this personalized knowledge provides an added motivation for consumers to buy. “Immediately reinforces the trust factor they want to hear” was cited by several show buyers as being important to their customers, especially when purchasing major items like beds, cribs and car seats.
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TOP PRODUCT PICKS FROM ABC KIDS EXPO Woombie: Swaddle blanket that converts into a sleep sack. www.woombie.com Sinkboss: Portable sink and drying rack for baby bottles and kitchenware. www.sinkboss.com Muslin Blanket Buddy: Colourful muslin blankets that convert into stuffed animals. www.ubbiworld.com WubbaNub: Pacifier with an attached plush toy. www.wubbanub.com Baby K’tan: Diaper bag with built in anti-microbial wet bag and anti-bacterial changing pad. www.babyktan.com Feeding Friend: Self-inflating nursing pillow. www.feedingfriend.com.au
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Fight the Fat
How to cut costs without cutting corners BY CLAIRE SYKES
DIMINISHING SALES AND A SLUGGISH ECONOMY ARE PRESSURING STORE OWNERS TO REDUCE EXPENSES. WE EXPLAIN WHERE AND HOW YOU CAN SLASH YOUR SPENDING WITHOUT CUTTING OUT YOUR PROFITS. What store owner has time for anything but the day-to-day? It’s probably all you can do to wait on customers, keep the shelves stocked and book your hotel for an upcoming trade show. That’s precisely the problem. “Being so busy, you may tend to adopt a short-term view of your business and fail to see obvious errors when it comes to spending money,” says small business consultant Dr. Robert Sullivan, the author of The Small Business Start-up Guide. “You might not realize how expenses can add up and get out of control.” You know what he’s talking about – lunches out, the electric bill you pay without really looking at it. But which expenses should you cut? If you don’t keep daily track of your expenses – or you do a poor job of it – it’s hard to determine where to slash and burn. If you want to increase your profits, you should make monitoring your expenses a 130
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priority. “If your profit margin is five per cent and you decrease your costs by five per cent, you’ve just doubled your profits,” says Sullivan. “The challenge is to whack out the time and study the data. You’ll see your mistakes, but you can take positive action to improve your spending habits.” Keeping track of your expenses is the first step toward reducing them, and spending more wisely. If you aren’t already using an electronic accounting system that categorizes expenses, start now. When you track your expenses over time you’ll be able to see trends, make comparisons and more effectively plan purchases. With an accurate expense statement, you’ll also know exactly where you’ve misspent, and which costs are climbing. Take charge of your spending habits. Adopt and maintain healthy ones that won’t diminish inSpire. inForm. inStore.
the quality of your merchandise or customer service. You want to run your company as leanly as possible, and not just stay in business, but also grow your profits.
MAKE THE CUT
“There isn’t a place in your business where you can’t save a buck,” says Sullivan. As you look at each expense, ask yourself: “Does it help me sell more products, better serve my customers and operate my store more efficiently? Does it contribute to my bottom line? Do I need to spend this much? Do I need to spend at all on this?” Because each expense affects another, take a holistic approach and plan to make changes to a combination of expenses. Consider these eight areas: • Merchandise. Maybe you buy without a budget, buy more than you can sell or buy www.instoremagazine.ca
the wrong thing and product sits unsold for months. Look at your shelves and analyze existing stock before you order. Sullivan also advises retailers to “Find a less expensive supplier; and ask for discounts if you order for the year, pay cash and/or pay sooner.” • Advertising. Instead of placing ads willynilly, opt for one or two targeted venues. “It’s cheaper to reach a specific, interested clientele,” says Eva Rosenberg, owner of TaxMama, a tax educator in California. She also suggests using vendor co-op advertising. • Employees. Job one: avoid paying overtime. Job two: Could you lay off someone without jeopardizing sales? Also, research any government tax credits available for hiring targeted groups of job seekers such as students. • Equipment/Supplies. Buy used or reconditioned, rent, borrow and barter. If inStore. Winter 2018
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•
•
•
•
you do buy new, don’t pay for extended warranties. Purchase office supplies from discount stores. Shop online or buy bulk, and time your purchases to coincide with sales. Keep equipment well maintained and conserve supplies. Utilities. Use an automatic set-back thermostat to drop the temperature at night. Turn off lights, or use automatic switches that shut off when the room is unoccupied. Research the costs vs. cost savings of double-paned or Mylar-covered windows, and solar panels. Telephone. Don’t assume your phone bill is correct. Keep track of all longdistance calls as you make them and check them against your bill. Are any of your employees misusing the phone? Every six months or so, compare your current phone company’s long-distance rates to other plans. Is there a cheaper option? Travel. For starters, give up your gas guzzler for a more energy-efficient vehicle. Take advantage of frequent-flyer air miles, package deals and credit card discounts. Taxes and Loans. Pay your taxes on time to avoid interest and penalties. Consolidate credit card debt. Better yet, avoid debt altogether. And choose the card with the lowest, or zero, interest. Ask your banker how you can improve your loan rate, terms and conditions.
CUT WITH CARE
While you’re snipping away at your expenses, don’t get too scissor-happy. Sometimes you have to shell a little out to build profits and grow your business. You can save or even make money in one area by spending it in another. For example, if you spend a little money to give your top salesperson a raise, the effect will far outweigh the expense as they’ll be motivated to sell more. And if you increase the average sale per customer, you’ll achieve a better ‘sales vs. expense’ ratio without cutting anything or incurring extra expenses. When you must write that check or slap down your credit card, save a little dough with these cost-saving tips: • Shop around. Take time to research companies on the Internet and ask people you trust for reliable referrals. Then compare prices and services. • Partner up. “This takes a little organizing, 132
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but even a handful of people buyingin quantity together can generate noticeable savings,” says Sullivan. • Make a deal. “Before you spend, always negotiate,” says Sullivan. “Most likely you’ll get a better price and terms.” • While you’re spending wisely, always consider your customers. They’re the ones filling up your till, so how are you going to turn them into repeat customers? Think about how an expense reduction will affect them. If you stop carrying a particular product line or no longer provide delivery service, will they still shop your store? If you buy expensive shopping bags and gift-wrap for their purchases, will they be wowed or view it as wasteful? Talk to your customers and find out. Don’t let reductions in your expenses shrink sales.
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A CUT ABOVE
A bit of frugality and wisdom at all times can make an already good situation even better. But you’ve got to stay on top of it. Economizing is not a one-time event. It’s got to be a part of your daily routine,” says Sullivan. “Eventually, it becomes automatic.” It’s worth the effort. “Every positive change you make puts dollars in your pocket,” he continues. Think of what you can do with them: Give yourself a raise, finally go on that long-needed vacation or pull yourself out of debt. You could grow your business by adding new merchandise categories, remodeling an existing store or opening a new one. While you’re making the most of your wise expenditures, you’ll be rewarded with increased productivity and higher profits, longevity and customer loyalty. Make those cuts to make the cut!
inSpire. inForm. inStore.
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inSight Barbara Crowhurst
Sustainable Goals
T
he increasing pressures of retailing require that store owners take the time to chart their future to ensure success in 2018 and beyond. There are several key blocks to building a sustainable business model, including buying, marketing, vision, team building and effective communication. This column will address the numbers block while subsequent columns will address the others.
Tracking sales by employee, item and supplier are analytics you need at hand. THE NUMBERS BLOCK
Profit and loss report: This report shows total income and expenses for a monthly or yearly period. Pull your numbers from last year and assess the information to ascertain whether you’re running a profitable business. Operational report: These are your weekly and monthly sales figures. Analyse these reports from the previous 12 months to help plan your purchasing and marketing decisions for the next 12 months. Inventory reports: Inventory is usually a retailer’s largest expense. Keep accurate records and run this report frequently. Also run a margin report and a ‘sales by category’ report to understand what lines and categories contribute most to your bottom line. If you’ve never run this type of report before it will be eye opening. There are most likely categories you carry that don’t add very much and product lines that could help you achieve even greater financial success. Sales targets: Plan to forecast a 10 to 20 per cent increase over last year’s sales. By focusing on sales training, particularly add-on sales training, in
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BUILDING BLOCKS TO SUCCESS
tandem with acting on the information culled from your reports, meeting this sales goal will be easy to attain. Foot traffic, conversion rates and average sales numbers must be collected daily. Awareness of this information, along with setting sales targets and blocking out time for sales training for staff, will go a long way toward helping you achieve financial success. In this era of ‘big data’ retailers can and should know what, when and how often their customers buy. Tracking sales by employee, item and supplier are analytics you need at hand. Barbara Crowhurst is a business coach and store designer who works with clients around the world. Email Barbara your questions at retailmakeoverca@ gmail.com or visit www.retailmakeover.com for more information on how her services can help grow your business. inStore. Winter 2018
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inForm CanGift Connects
Ringing in the New Year Hoping 2018 brings you success, prosperity and the gift of good health
E
very new year presents hope and opportunity and this year is no different. After a successful launch in late 2017, the association is expanding its learning opportunities in 2018 tailored to your level of comfort. The keynote presentations at CanGift fairs set the stage for a compelling show experience, while the roundtable discussions allow store owners to learn from industry experts and their peers in a more intimate setting. The one-on-one consultations offer you the opportunity to address several issues on a personal level with an industry professional. Finally, our new series of webinars, which are archived at www.cangift.org, can be accessed at any time, from a location convenient for you.
The association also recently announced the consolidation of the Toronto Gift Fair in August 2019.
feature areas at the show. He looks forward to meeting retailers and keeping you updated on the latest design and colour trends. The association also recently announced the consolidation of the Toronto Gift Fair in August 2019. We will be uniting the show into the Toronto Congress Centre and the floor plan will be undergoing a complete redesign. To accompany the redesign, we will be rebranding the show with a new name and new look. The Toronto Gift and Home Market more accurately reflects the assortment and variety of product available on the show floor. Stay tuned for more exciting details.
You may have come across the announcement of the Toronto Gift Fair’s new ambassador, Andrew Pike, on our social media channels or our website. Andrew will be delivering keynote presentations on Sunday and Monday and designing the special
Submitted by CanGift President & CEO Anita Schachter on behalf of the association’s board of directors. For more information about the association, visit www.cangif.org.
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