Edplay June 2023

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word play

by Kevin Fahy

Valediction

This is my last column for edplay Since I don’t care for long goodbyes, it will also be my shortest.

I have been writing editorials for this magazine for nearly 30 years now, and no one else has had a turn. That will change with the next issue, when this space will be filled by someone younger, smarter and better informed. Who will that be? I have no idea, but like you I will look forward to finding out.

When we created edplay back in 1994, the world was a very different place. Neither the internet nor cellphones had yet been broadly adopted by the general public. The Twin Towers still stood, and the nearby Javits Center was the mecca of the toy industry.

I came to the industry with a background in the school supply business where I had done a fair amount of work with specialty toy stores. From there, my partner Tom Williams and I bought Educational Dealer magazine, from which we spun off edplay.

One of our guiding principles at both magazines was that we wouldn’t avoid difficult topics. If there was something going on in the industry we would talk about it, and give others a forum for doing so. Over the years I’m sure I stepped on a few toes.

It seems fitting to me that my final column for edplay should fall in the ASTRA Marketplace issue of the magazine, because that relates back to the most controversial piece I ever wrote for this industry.

When we started this magazine, the ASTRA convention did not feature an exhibit hall, but consisted of seminars, roundtable discussions, networking events and so forth. I wrote a column in which I simply suggested that it add manufacturer exhibits to its annual gathering for three reasons.

First was that the industry needed

a place to display specialty toy products on an annual basis. Second was that it would generate revenue for the association and defray the cost of providing other services. Third, if ASTRA didn’t do it someone else would, and that someone would become the de facto trade association of the industry.

From the reaction to my column you might have thought I had suggested that people should eat their children. The prevailing sentiment among retailers was that such blatant commercialism would destroy the collegial and collaborative atmosphere of the convention, and that I should mind my own business.

Within a few years, of course, exhibits were launched, and have been a great success ever since. I don’t bring all this up to say “I told you so,” but rather to point out that avoiding difficult issues doesn’t make them go away.

Now I hear there is a new toy show on the horizon, but I will let the new person figure out what to say about that development. I’m sure there will be plenty of other challenges arising over the coming years, so I will just leave you with another of our guiding principles: every problem is an opportunity.

In the meantime, I will be retiring from the day-to-day operation of this company, although I hope to do some writing or consulting or whatever. I will still have a desk here for the foreseeable future.

I have enjoyed this conversation with you over the years, one-sided though it has usually been. Should you feel inclined to continue it, please do so.

A brand of Fahy-Williams Publishing

About Fahy-Williams

We’ve produced custom publications for organizations large and small, in addition to our own magazines, for 39 years. We fund them through advertising sales – that’s our superpower. Advertising is the reason all of the directories, magazines, and industry publications we create generate revenue for our partners. If you can imagine a publication that builds your brand, communicates with your members or customers, AND makes you money, we can deliver it. For more information, visit fwpi.com.

Copyright © 2023

About edplay

Founded in 1994. edplay is the original trade magazine for the specialty toy industry. With five printed issues and monthly enewsletters, it reports on new play products, interviews toy experts, and provides best-practice advice.

Publisher J. Kevin Fahy kfahy@fwpi.com

Editorial Director Tina Manzer tmanzer@fwpi.com

Assistant Editor Victoria Ritter victoria@fwpi.com

Graphic Artist Maia VanOrman

Graphic Artist Tammy Spear

Advertising Director Tim Braden tbraden@fwpi.com

Ad Sales Representative

Darlene Ryan darlene@fwpi.com

Enewsletter & Online Advertising Manager Rick Kauder rkauder@fwpi.com

We also publish Around The Table a publication of the Game Manufacturers Association

Art Materials Retailer for people who sell art supplies

Production Manager Mark Stash mstash@fwpi.com

Subscriptions accounts@fwpi.com

Editorial Offices 171 Reed Street Geneva, NY 14456 800-344-0559

Educational Dealer for retailers who sell to teachers, parents and schools

ASTRA Toy Times

The magazine of The American Specialty Toy Retailing Association

MORE THAN A TOY!

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Dublin Toy Emporium at

by Victoria Ritter

Visiting a toy store is sure to evoke awe and curiosity in young patrons. Enas Lanham of Dublin, Ohio, hopes to preserve that sense of amazement with her business, Dublin Toy Emporium.

The specialty toy store is located in Dublin, a northwest suburb of Columbus. It’s within walking distance of parks, multiple restaurants, the Historic Dublin District and the Dublin Link pedestrian bridge – the world’s longest single tower “S” shaped suspension bridge in the world.

Lanham began her career as a dance teacher and eventually taught preschool and kindergarten in Columbus and the suburb of Worthington. Her dream, however,

was to have her own business. As a teacher and a mother of two girls, she understood the impact good toys and interactive play had on developing minds. Her chance came five years ago when a storefront went on sale just a 15-minute drive from her house. “I knew what good quality toys were,” she said. “I saw this spot here and thought it would be the perfect place for a toy store. I feel like every community needs a little toy store.”

Today, Lanham operates the store alongside two part-time employees and one substitute who fills in when one of the regular staff members can’t come in. They all work the store utilizing an electronic POS system.

When she started Dublin Toy Emporium, she knew a key to success would be to diversify what the store had to offer, going beyond merchandise and into experiences

that appeal to a range of customers. The emporium provides Kindermusik classes in a room at the back of the building. The program offers six levels of classes for newborns through age 7. Classes for younger students focus on reacting to new sounds, learning basic music concepts and enhancing cognitive development. Older students receive more formal music instruction and learn about social-emotional skills, build their confidence and work in groups. Meanwhile, Kindermusik helps parents and caregivers build connections with their children, learn how to use music to create daily routines and unpack emotions.

Lanham witnessed how the students work on vocabulary and following directions while they build relationships with their caregivers and fellow students. Her own children benefitted from Kindermusik when they were young. “It’s very interactive,” she stated. “It’s great for bonding and social development.”

All for fun, fun for all Dublin Toy Emporium is an independent store, and Lanham

Each room of the Dublin Toy Emporium is dedicated to a different type of toy such as games, crafts and infant items.

chooses her own stock of merchandise. Her younger customers are eager to provide suggestions for toys they’d like to see on the shelves. While she has visited trade shows in the past, she mainly purchases her stock and keeps abreast of current toy trends through sales representatives from manufacturers. Brands include European lines such as HABA, Hape and Corolle and U.S.-made environmentally friendly Green Toys. When choosing merchandise to showcase, Lanham looks for durable, ethically-made toys that are developmentally appropriate for certain age

categories. “I try to bring in good quality toys that I would want my own family to have,” she stated.

Lanham observed how HABA ball tracks are popular with toddlers ages 2 and up, while middle schoolers tend to gravitate towards fidget toys. Larger trends include Magna-Tiles, which has become a new staple building toy. “All ages can really sit down and get creative with Magna Tiles,” Lanham said. “They have many really cool offshoots.”

Merchandise fills several rooms at the toy store, each with their own focus. One section contains games, puzzles, brain teasers and science-themed products. Another room features arts, crafts, make-believe toys and books. A third room showcases building kits, vehicles and trains. The main area contains fidget toys and several items geared towards infants that encourage learning and play. Adults are not left out as Lanham has a selection of games for kids and kids-at-heart including Jumanji, Catan, themed playing cards and more. The age range spans from infant to adult.

Accordingly, Lanham’s customer range is just as varied in terms of age. Most of her clientele are families, several of whom live close by. She has a few regular out-of-town clients who purchase items through her online catalog for their relatives in the Dublin area who are celebrating a

Founder Enas Lanham, second from left, poses for a family portrait.

Dublin Toy Emporium (continued

holiday or birthday. When she receives a gift order for a local customer, Lanham will wrap the gift and deliver it for free as long as the recipient is within the Columbus area – or within a 30- to 45- minute drive. “The online store really helps when clients are out of town,” she said.

Online orders come from as far away as California and the U.K. Customers, both near and far, will ask Lanham for her opinion and advice about what toys are age appropriate for their kids. “A lot of people really value small businesses and the extra help that small businesses give,” Lanham stated. “I feel like I have a connection with a lot of people.”

Changing the game, keeping the magic

Just as the toy trends change, so must a small and independent toy store evolve to endure. As it happened,

Lanham prepared for one of the biggest hurdles to independent toy stores – the COVID-19 pandemic – without even knowing it. Prior to the pandemic, she had established an e-commerce site for the emporium. During months-long shutdowns, she switched her model to remote delivery and curbside pickup, which is still available to this day. Now the online store serves to supplement in-person sales.

Special in-person activities at

Dublin Toy Emporium attract even more customers. Lanham will host area authors for story time and fairy days where kids can meet “sprites” and get their faces painted. The store provides specials or activities in conjunction with local events such as a city scavenger hunt, Historic Dublin St. Patrick’s Day parade or Easter egg hunt.

Lanham continues to think of creative ways to make visiting Dublin Toy Emporium a special experience. Current plans include establishing a fairy garden in a courtyard right next to the store and installing a ceiling train inside. “I hope to have things to make the store feel magical,” she said. “I want to make visiting the store a memorable experience. I can’t count the number of people who’ve come in and said they remember going to a toy store with their family and how it was a good memory for them.”

A young patron dresses up as a fairy.

Columbus Days

ASTRA’s big event in the Midwest promises four days of discovery

for specialty toy professionals.

From Sunday, June 11 through Wednesday, June 14, the Marketplace & Academy conference and specialty-toy tradeshow will offer attendees aisles of products from more than 360 exhibitors, plus networking and learning opportunities. The annual event lives up to the association’s new mantra, which states the following.

We believe: Our community is stronger when we are Learning Working and Succeeding together Remembering we must play together.

“Each year, Marketplace & Academy offers so many opportunities for business growth,” said association President Sue Warfield. “In 2023, we have receptions on Saturday and a full day on Sunday, which includes a keynote speaker, education sessions, the kit-and-game sessions and our opening party. There is no question that ASTRA is working to elevate all its members through greater interactions.”

“The business of people”

After breakfast on Sunday, June 11, generational expert and speaker Matt Havens will present, “Make Your Business Human: The Four Human Truths that Drive Personal, Professional and Organizational Success.” He explains the presentation’s point on his website matthavens.com. “We’re all in business together, whether we’re owners in charge of every facet, leaders responsible for a team of people, or contributors of special skills to a team or project … the business we’re in is people. The businesses and individuals who will succeed in the future will not be those who spend all their time thinking about how to sell more products and services at higher margins. Rather, they will be the ones that recognize the common human needs and motivations that govern employee and customer behavior.”

“Make Your Business Human” doesn’t focus on the differences that can consume us (the pace of change, conflict, communication, etc.), but

on four profound similarities we all share, he explains. Among its takeaways are these six important points.

1. Understanding the Four Human Truths and how they impact our behavior as humans first, but also as employees and customers.

2. How to implement a people-first approach to leadership that will drive engagement and resolve the seemingly endless “work/life balance” debate.

3. How to create an environment in which people can be their best version of themselves.

4. How to create a place where fear and failure are not only acceptable but celebrated as opportunities for true growth.

5. How to balance short-term needs against long-term goals in a way that reduces personal stress and improves strategic decision-making

6. How we take ownership of our choices – and our reactions.

Article continues on page 14

Visit these booths page 18

Marketplace schedule page 20

by Tina Manzer, photos courtesy of ASTRA

Specialty toy topics

Sunday is education day in Columbus, when a mix of panel discussions, presentations and demos – of games, and of science and craft kits – bring Marketplace & Academy attendees together. The goal? To learn new tricks and tips to make their businesses better and the specialty toy industry stronger.

Education sessions cover a variety of topics that are particularly relevant to today’s specialty toy professional. Included will be discussions on brand building and storytelling, achieving sales through social media, best practices for in-store events and merchandising, inventory management, the

importance of reps to both retailers and vendors, how to protect your intellectual property and finding the best enployees.

On Monday, Tuesday and Wednesday mornings, the learning continues during “Toy Talks” that take place over breakfast.

The pioneering work of Black inventors

The first episode of the ASTRAsupported docuseries “Black Inventors Got Game” (BIGG) will premiere at Marketplace & Academy from 11:30 a.m. to 1:30 p.m on Sunday. The series tells the story of six African American inventors and their groundbreaking contributions to (continued on page 16)

Keynote Speaker Matt Havens

the toy and game industry.

James Howard, executive director of the Black Inventors Hall of Fame, will be in Columbus to introduce the series’ pilot. He said recently, “Two years ago, ASTRA was joined by The Toy Foundation, Mattel, Hasbro and Radio Flyer to provide funding support for the BIGG film project.”

Then, at last year’s Marketplace & Academy, Howard introduced ASTRA members to a panel of Black inventors

who discussed the difficulties of breaking into the toy industry with successful toy and game products. That discussion, along with the stories of David Vonner, who runs a toy design and development studio; and Ken Johnson, inventor of the card game Phase 10, form the basis of Episode 1, named “The Gathering.”

“Ken and David will join me at the 2023 convention as part of a BIGG team representing numerous Black toy and game designers,” said Howard. “While they’ve amassed a presence in the industry, the path to commercial success and inclusion remains paved with obstacles. By utilizing film and panel discussions, the BIGG team continues to make inroads. But credit is due, in a large part, to the amount of industry support anchored by none other than ASTRA and Sue Warfield. They are committed to keeping the ball rolling.”

last year’s panel

An accomplished industrial design educator and entrepreneur himself, Howard has lectured on the experience of Black American inventors like Lonnie G. Johnson, an engineer and entrepreneur who invented The Super Soaker; Patricia Bath, an ophthalmologic surgeon who developed the Laserphaco Probe for cataract treatment; Marie Van Brittan Brown, a nurse, whose patent laid the groundwork for the first home security system; and Charles Harrison, who designed hundreds of products for Sears ranging from the first wheeled trash bin to shavers, sewing machines, and other appliances. Harrison was also the anonymous designer behind the modern View-Master children’s toy.

Howard founded the Black Inventors Hall of Fame, a nonprofit, virtual museum, to “immortalize African Americans whose noteworthy inventions have improved lives yet have gone unnoticed.”

It’s easy to get stuck in the day-to-day of your toy business. Sometimes you need to step away to remember your “why.” Marketplace & Academy is the perfect place to do just that. Whether you’re new to the industry or have seen it all, you’ll find numerous opportunities that remind you why you do what you do. For more information on attending Marketplace & Academy, visit astratoy.org.

Get ready to play, learn, and grow with Bimi Boo’s new products!

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James Howard

at ASTRA Marketplace & Academy

Tentacles and suckers are everywhere, everything is

You can never have too much

Even more difficult but oh-so-tempting goals and goodies to add to any Munchkin game!

Cows? Yes, Cows.

See You in Columbus!

Saturday, June 10

5:00 PM - 6:00 PM First-Time Exhibitors & Attendees Reception

6:00 PM - 8:00 PM Meet & Greet Reception for all

8:30 PM - 10:00 PM Committee Reception

Sunday, June 11

7:30 AM - 9:45 AM

9:45 AM - 11:30 AM

Sessions 11:30 AM – 1:30 PM Lunch and Premiere of “Black Inventors Got Game”

Sunday, June 11 (continued) 1:45 PM - 2:30 PM

Tuesday, June 13

8:30 AM - 9:30 AM Breakfast and Toy Talk

9:30 AM - 6:00 PM SHOW FLOOR OPEN

Wednesday, June 14

8:30 AM - 9:30 AM

Monday, June 12 8:30 AM - 9:45 AM

Breakfast and Toy Talk

9:30 AM - 1:00 PM

SHOW FLOOR OPEN

12:30 PM - 12:45 PM

Prize Drawings

Create

92% of parents report that Tonies positively impact their child‘s bedtime routine.

56% of parents report that Tonies speed up their child‘s bedtime routine.

51% of parents say their children

Sleepy Sheep Night Light

Lullaby Melodies with Sleepy Sheep

Bedtime Stories with Sleepy Bear

Classical Music with Sleepy Rabbit

Research carried out in the UK & USA by the team at

a calming bedtime routine with the Toniebox.

New Show on the Block

NETS to Debut February 2024

A gap has existed in the Northeast region’s specialty toy fair calendar since the North American International Toy Fair moved its show from winter to fall. Next year, the North East Toy Show (NETS) will fill that opening. The first local specialty toy show of the year on the East Coast will present an opportunity for retailers, buyers and manufacturers to network and see new products.

The show is organized by Christine and Alan Blumberg of Trade Show Ventures. They are the principals and owners of RBG Sales.

The inaugural NETS is set to take place February 11-13, 2024 at the MassMutual Center in Springfield, MA. The show has room to accommodate more than 300 vendor

booths, and will feature a game hall – which will focus on game vendors –and social events. The show floor will be open 9 a.m. to 5 p.m. Sunday and Monday as well as 9 a.m. to 3 p.m. Tuesday. There will be a Super Bowl party from 5 to 11 p.m. on Sunday at the Basketball Hall of Fame, where guests can watch the game right on

the hall’s court. On Monday, vendors who will release game titles in 2024 will have the opportunity to participate in Game Night from 6 to 9 p.m. at the convention center.

There will be more than 1,200 people at NETS, including a minimum of 600 to 700 retailers,

(continued on page 24)

Lea Culliton, Christine Blumberg and Alan Blumberg

Vendors attend the 2022 New England Game and Kit Day

Alan estimates. Attendance is open to not only specialty toy stores, but also pharmacies, book stores, garden shops and any other store that has a toy section. “Since we are such a local show and the cost is so reasonable, we expect many of the retailers will bring their staff,” Alan said.

About a year ago, the Blumbergs sent out a survey about hosting a locally-based toy show in the Northeast; retailers voiced their support. The idea for NETS was further cemented when retailers at the 2022 New England Game and Kit Day in October, hosted by RBG Sales, requested an additional game and kit event in the winter. “It was really wellattended,” Alan said. “Retailers who came to the event requested that we do an additional event in the first part of

The idea for NETS was inspired by the positive feedback from the New England Game and Kit Day in October 2022.

the year so their staff could get trained on the new games and be able to sell them.”

The Blumbergs have experience with attending and exhibiting at toy shows in the past, but they wanted some additional expertise for NETS. They called on Lea Culliton, former president of HABA USA and chairman of the ABC Kids Expo, to connect them with someone in the trade show business. Her role quickly evolved as she became NETS’ executive director. At the time, Culliton was seven months into her retirement, but was very happy to help as she was impressed by Alan and Christine’s commitment. “For 20 years I was on the other side as an exhibitor,” Culliton stated. “It’s exciting. The Blumbergs have a really solid idea.”

The first part of the year is a critical time for retailers to make decisions about their inventory and seek out the newest products, Alan explained. As they planned NETS, the Blumbergs talked with ASTRA President Sue Warfield to make sure the show would not be in competition with the organization’s events. Warfield gave NETS her blessing.

NETS’ main focus is on manufacturers and retailers in the New England, Mid-Atlantic and Upstate New York regions. With its location in Springfield, NETS is a drivable distance from large cities including Boston, Albany, New York City and Philadelphia and nearby Maine, New Hampshire and Vermont. “The Northeast is the largest territory with

the most volume of specialty toy stores,” Culliton said. “It’s huge that they can go in their own backyard instead of having to travel across the country.”

Once in Springfield, attendees will discover how the MassMutual Center is centrally located. The hotels are just two blocks away from the show – no shuttles will be available between the hotels and event center. For those who are flying in, HartfordBradley Airport is about a 30-minute drive away.

The goal of the show is to provide an opportunity for retailers to access new products at the beginning of the year and for vendors to present to the largest number of retailers. The Blumbergs and Culliton want to fill the show floor with a wide variety of exhibitors to attract more buyers. “Our mission statement is ‘Convenience, community and commerce,’” Alan stated. “It’s convenient for retailers, it brings our community together and allows us to do business.”

“It’s all about creating that camaraderie and networking opportunity for people to connect with each other,” Culliton added.

Registration for NEST is now open to vendors. Registration for attendees is expected to open in late summer.

The second annual New England Game and Kit Day is set for Sept. 7, 2023 at MassMutual Convention Center.

For more information and to register for NETS, visit netoyshow.com.

More from the New England Game and Kit Day

Tell us how you

by Sandy Ruben

As both a rep and a principal, I have the wonderful opportunity to regularly talk with retailers around the country. During the course of our conversations over the past few years, I have noticed that more and more of their buying decisions are based on who and what manufacturing companies they want to partner with, instead of strictly on quality, innovation and price. Today, there is an emotional component to their purchasing decisions and I wanted to learn more about that. For this article, I polled 15 specialty toy retailers about the reasons they’d stop doing business with a toy vendor, the importance of a personal connection and the ways vendor companies show retailers their business is valued. Here’s how they responded.

What would a vendor company have to do to make you decide to replace it?

“There is a larger company that we had been placing orders with for 15 years, but we no longer buy from them.

The primary reason we stopped was its very poor shipping turnaround along with

its close-to-wholesale prices online.”

Marc Holcomb, Toys & Co., Greensboro, NC

“One of our vendors increased the threshold for FFA orders exponentially. Additionally, we used to get great dating terms with them and then they changed to net 30 for everything. As a result, we have found replacements for their items and dropped this line.”

Amanda Stevens, Shenanigans Toy Store, Charlottesville, VA

“A big company we did business with was sold several years ago. It became clear after that sale that they were more concerned with selling to the big box stores. The previous owners did a great deal of specialty business and were supportive in many ways, but the new owners have changed one thing after another: FFA levels were increased, and prices were increased numerous times throughout the year.”

Irene Kesselman, Ali Cat Toys, Carrboro, NC

“This year marks the first time we have not purchased from a certain company that we have bought from since their business began. We devoted a lot of floor space to their products but are now replacing them with items

from other, more specialty companies. It just doesn’t make good business sense to support them, based on the continual increase in their wholesale prices and the low profit margin they advertise on their website to sell direct to consumers.

Julie Marix, Homewood Toy and Hobby, Birmingham, AL

“We’ve encountered vendors over the past year that we felt were not customer-centric. In every interaction with them, our needs were secondary to the betterment of their organization. Here’s an example: we placed a very large buy (by our standards) with a vendor to lock in a special throughout the year. Within weeks, a direct mail campaign by the vendor targeted customers in our geographic area with an offer of a heavy discount to buy online through their website. We are not in a position to completely stop purchasing from this company but going forward, we will lower our buy-in, purchase just the best sellers and look for other vendors to replace what’s missing.”

Stevi Bell, Fantasy Island, Fairhope, AL

“When the vendor’s focus starts to stray and prices increase, terms tighten, trends subside and sales slow, it becomes a much easier decision

REALLY feel

to move on. Every year, every vendor needs to earn their real estate in our shop. There should be no sacred cows; no one gets a free pass. It took me years to learn this lesson, and the years since then have been so freeing.

Patrick Holland, Learning Express, Chattanooga, TN

How do you know when a toy company values its partnership with you?

“If its sales manager reaches out for advice, either personally or professionally. Maybe they’re asking about how to handle a situation they’ve faced with a different store or asking if a product line they are looking at is selling.

“A partner really works to get to know you and the business. They will visit your store, zoom call to discuss the big picture, meet you for a meal/ drinks at a trade show or simply check in via email.

“The partners who are growing business with me are also doing the ‘right’ things for business, like sending catalogs and price lists, offering access to digital catalogs and price

lists, providing a good sales rep in my area, listening to areas of concern and success, properly following up on issues including packing lists in boxes, getting invoices to the accounting person, sending credit memos, and following up within in a reasonable timeframe.”

Gwen Ottenberg, Imagine That Toys, Wichita, KS

“Communication, communication, communication. Far and above all else transparency and the passing on of information (product knowledge or business situations) are important factors in a relationship of any kind.”

Nick Tarza, Awesome Toys, Stamford, CT

“Over the years, many vendors have become part of our ‘family.’ We have worked together through really hard and uncertain times, especially over the past three years. We always feel valued when vendors call to get feedback on a new product before they decide to add it to their product line. During the holidays, if I get a text from a vendor asking how the Wonder Works staff is holding up during the frenzy, that simple gesture is never forgotten.”

Elizabeth Darby, Wonder Works Toys, Charleston, SC

“I value manufacturers we have done business with for decades that always find a way to say ‘Yes.’ They are customer centric. They say yes to sending us demos and sending us nice displays. And they are honest enough to say, ‘This isn’t our best item,’ and don’t try to mislead us.”

Dean May, Toys Unique, Dallas, TX

“Knowing that a vendor values our business is based on a variety or combination of certain things. They can range from the quality of the goods they sell and the rep groups they choose to work with to the level of customer service they provide and the speed in which they respond to our day-to-day needs.”

Irene

Kesselman,

Ali Cat Toys

“Just as loyal customers love our store because of how they are treated, we as toy buyers love vendors who treat us with respect – vendors who are kind, knowledgeable, passionate and who are guided by what benefits our mutual long-term relationship and not the short-term transaction in front of them now. Maybe it’s an extra demo, a price break in return for letting me test a new item with less risk, an expressed interest in my team or desire to train my staff on their products, or just a quick “How cool!” email when they see me (ahem) quoted in an article.”

Patrick Holland, Learning Express of Chattanooga

me that’s unrelated to an order. If I like them as a person, it makes me want to find a reason to do business with them.

Brice Elvington, hakabohu – the toy shop, Florence, SC

“At a trade show, if whoever is in their booth doesn’t acknowledge or appear to care that I have walked in, I will most likely not check out their new product or write an order at the show or even back at home.

I feel it is a symptom of how I will be treated throughout our buying experience.

Shawnta Ray, Happy Up, Edwardsville, IL

“Let’s start with the basics: they remember my name. Bonus points for remembering my husband’s and daughter’s names.”

Gwen Ottenberg, Imagine That Toys

“Once I carried this product from a small vendor that sold incredibly well. I did several reorders within a few months. Then the owner came into the shop and both he and his partner were rude to my staff. So I marked all their product down and refuse to work with them again. Space in my shop and budget are precious. My staff has to be trained on every item so they can sell it to others. None of that will happen if you can’t be polite to us.”

Thea Brown, World of Mirth, Richmond, VA

The vendor companies that we love the most do this.

hands on. Vendors we love come out with they come out with new and exciting things. They don’t call on a Friday or Saturday during the holiday season. They send packing slips and invoices and have good photos we can use for social media.”

Thea Brown,World of Mirth

Based on these retailers’ responses, the message that came through loud and clear is that vendors can earn their retail customers’ business by cultivating strong personal relationships with them. Because many manufacturers and sales managers will read this either right before ASTRA Marketplace & Academy or during the show, so I’d like to point out that our annual specialty toy get-together offers the perfect opportunity to work on those relationships.

Specialty toy retailers are making purchasing decisions based in part on their connections to vendor companies. Asking questions and listening go a long way in establishing those connections. Too often at trade shows, sales managers and reps will have presentations without making them a two-way conversation. Vendors: make sure you are doing all that you can to make retailers choose you as one of their favorite business partners. There’s a lot that can be learned conversing over the four-day ASTRA tradeshow event.

Sandy Ruben is the owner of Sandy Ruben and Associates, a specialty toy rep group that covers the Southeast. Sandy has served on ASTRA’s Board of Directors and won ASTRA’s Rep of the Year in 2014. For more information, visit sandyrubenandassociates.com

How

important is having personal connection to doing business with a vendor company?

“I appreciate when a vendor knows me by name at a trade show or spends time discussing an issue with

“They comment, like and share our social media posts about their products. They share promos in a timely manner and they give reps all the info they need to sell the line so retailers know what we are buying. They send swag (the store team loves candy …) and sample products so that staff can engage and learn product

In our next issue in August, Sandy will discuss toy trends. Watch for part 2 of Sandy’s research on retailer/vendor relationships in our Buyers’ Guide Issue, which mails in November.

ToyFest Returns in Full Force

ToyFest, the first national toy trade show of 2023, held its 10th show from February 25 to March 3 at the World Market Center in Las Vegas. The annual show of the Western Toy & Hobby Representatives Association (WTHRA) celebrated 60 years in the industry. By all reports, the show was successful for organizers, retailers and attendees alike.

The show welcomed retail attendees that included toy, hobby, gift, variety and museum stores representing 48 states and four continents. Nearly double the number of manufacturers and retailers were in attendance this year compared to last year. As a result, the show’s two seminars were full, the Gala hit capacity and other show activities were sold out. ToyFest received positive feedback from both exhibitors and buyers, reported ToyFest President Sandy Lepire in a release. “The show had great energy and excitement, allowing everyone to enjoy all ToyFest has to offer,” she added.

The Morning Masterpieces Kit Session kicked off the show. The session allowed buyers to see and learn handson about the newest and most creative kits on the market. Fifteen manufacturers were on site to share their products, including Abacus Brands, Anker Play Products, Bright Stripes, Connetix, Crestrar, DJECO, Mindware, OOLY, Outset Media, Plus-Plus, Ravensburger, The Pencil Group, U.S. Toy, Wikki Stix and Wrebbit Puzzles.

ToyFest Game Night welcomed nearly 100 attendees who rotated between tables to play games in a fast-paced event. The 15 game sponsors were AMIGO Games, Blue Orange Games, eeBoo Corp., Epoch Everlasting Play, Family Games America, Goliath, Gray Matters, Haba, Hey Buddy Hey Pal, Imagination Gaming, M & J Games, R & R Games, Smart Toys & Games, Spin Master and The Good Game Company.

The show hosted two seminars. The first was Inventory Management by Dan Jablons at Retail Smart Guys. The second was a panel on Industry Trends, moderated by Brian Miller of Geppeto’s Toy Stores in San Diego County. Panelists were Betsy Malito of Gifts & Dec, Donna Moore of TTPM, Lizzy Newsome of Kappa Toys and Tom Rushton of Revenew Sales.

More than 550 guests attended the ToyFest Gala where WTHRA members and businesses were recognized for their achievements in the industry. Three pioneers and leaders were inducted into the Hall of Fame: Lorraine Bozeman, Carol Knight and Mark Parsons. Piccolo Mondo Toys was

named Retailer of the Year.

Bozeman has been an active member of the ToyFest community, serving on its board for 10 years and having a destination booth at the show for 35 years. She is the founder of Lorraine Bozeman and Associates. Knight is the co-founder of The Toy Store in Idaho, which was named Retailer of the Year in 2009. She was adored for her constant and consistent support for the community throughout the years until the business was sold in January 2022. Knight has enjoyed attending ToyFest and supporting the specialty toy industry.

Parsons of Winning Moves has held several positions in retail and manufacturing in the toy industry. He is passionate about his business and relationships he has built selling games.

Piccolo Mondo Toys in Portland, OR provides a multicultural toy and book experience, thanks to owner Michelle Smith. It started as a 1,300-square-foot store and has expanded into three store locations.

During Best of ToyFest, buyers noted “hot, not to miss” products” at the show. On March 2, a roundtable discussion was held to name the winners in the following categories:

• Arts & Crafts: Bright Stripes

• Building & Construction: Underdog Educational

• Dolls/Action Figures: Squishable

• Games & Puzzles: Goliath

• Infant: Kids Hits Intl tied with Melissa & Doug

• Novelty: Fun in Motion tied with Marmals

• Outdoor: National Sporting Goods

• Pre-School: Fat Brain

• Science, STEM/STEAM: Abacus Brands

For three days, ToyFest gave away manufacturers’ products and more than $2,400 to buyers during a daily raffle. Buyers received a raffle ticket for every order written.

“Our focus is to make 2024 a better show than it was this year,” said Bill St. John, chairman of the board in a release. “There were a few growing pains, but I believe the overall mood is that the buyers were happy, and the majority of the vendors were happy as well.”

Next year’s ToyFest is set for February 26 through March 1, 2024.

Say Hello to edplay’s New Advertisers

Arts Ideas

A classic game is getting a major upgrade from Arts Ideas. The company’s products center around giant and specialized Jenga sets. Special editions of regular-sized Jenga games include sets that are made of cardboard, hardwood and 100 percent recycled fishing nets. Arts Ideas also carries apparel and accessories related to Jenga including carrying cases and extra jumbo pieces.

For more information, visit jengagiant.com.

Bimi Boo

Bimi Boo’s mission is “to help kids discover that learning is fun and inspire them to keep learning throughout their lives.” The company produces apps for toddlers to kindergartners, each with hundreds of activities – and no ads – to keep them focused and develop fine motor skills. Focus areas include music, coloring, puzzles, games and interactive cartoons. Available on Google Play and the Apple App Store. To learn more, visit bimiboo.net.

Callison Inc.

This European-based toy company focuses on tradition, quality materials and craftmanship to create toys, clothes and meal sets for ages infant to 3 and up. Its bestseller is the Sophie the Giraffe, which has generated a collection of teething toys. Products are ideal for bedtime, in the bath and for helping younger children fine tune their sensory skills. For more information, visit calisson.toys.

Miniland

For more than 50 years, Miniland has sought to help families and teachers connect, unleash and harness their talents and potential together. Its product line includes sensory toys for infants, cooperative games that encourage participation from multiple players, STEM kits and dolls that represent different nationalities and abilities. It also provides digital games, teaching guides and activities on its online educational platform. To learn more, visit minilandgroup.com.

NY Now

Learn about what’s new and unique in the retail and gift industry. At NY

Now’s two shows, get a first look at debut items and must-have wares. Its summer show is set for August 13-16, 2023. Its winter show will take place February 4-7. Both shows will be located at Javitz Center in New York City. A monthly podcast is available on NY Now’s website. For more information, visit nynow.com.

RBG Sales –North East Toy Show

Owned by Christine and Alan Blumberg, RBG Sales represents vendors across the toy and gift industries. The company and its sales reps have won several awards from ASTRA, Playthings Magazine,

Kahootz Toys and more. Check out page 22 for an in-depth look at RBG Sales and its upcoming North East Toy Show.

SD Toys

A family-owned and -operated business, SD Toys specializes in creating educational and entertaining toys and craft kits. It has collaborated with noteworthy companies including Smithsonian, Ford and General Motors to produce museum craft kits and racing toys. SD Toys’ product lines for racing toys include Knuckle-Headz, Marble Racers and Spinz. Its educational toys include skull replicas, science kits, Perfect Craft and Eyewitness Kits. To learn more, visit sdtoyz.com.

for your business information

Another Dr. Seuss Book Comes Under the Microscope

The Lorax, a beloved Dr. Seuss book frequently shared in schools around Earth Day, is being criticized by educators who feel that it doesn’t empower or support children enough in terms of taking on environmental challenges. While children’s literature experts consider it an engaging story that reminds readers they can – and should – take action to protect the environment, others say it simply scares kids, reports EducationWeek.

Nance Wilson, a professor of literacy education at the State University of New York Cortland, thinks that the book puts the responsibility on kids to change for the good of the environment. It says, “‘It’s you, the children, who must make the change, because we as adults will not,’” she told EducationWeek. “That’s where The Lorax becomes problematic and a little stressful. Wow, what a stressor to put on children: ‘You are the ones who will fix the world.’ We need to remind students it’s a collaborative effort and work together.”

Written in 1971, the story has become ubiquitous in K-12 schools. “It’s like the Bible,” Marek Oziewicz, a professor of children’s and young adult literature at the University of Minnesota, told EducationWeek. Oziewicz also runs Climate Lit, a resource hub for teachers. He believes far more empowering children’s books on environmentalism now exist. “We have moved so far from The Lorax,” he said.

In recent years, some of Dr. Seuss’s work has been denounced for including racist and xenophobic tropes. In 2021, Dr. Seuss Enterprises announced it would stop publishing six of the author’s books as a result.

The Lorax has been censored in the past for its societal critiques, reports EducationWeek. In the late 1980s, a school district in northern California banned the book over its negative portrayal of the logging industry. Despite the criticism, The Lorax has remained beloved for its message denouncing environmental destruction. “I wrote it as a piece of propaganda and disguised the fact,” Theodor Seuss Geisel reportedly once said.

parents can use the company’s style quiz to request items free of certain colors or gendered phrases.

The company was founded by longtime friends Kara Livingston and Nicole Boynton in 2021. Millennial moms themselves, they knew that parents today have scarce free time, tight budgets and growing children. It’s tempting for them to send outgrown clothing to the landfill and shop fast fashion, they told the Times.

The United States generated about 13 million tons of clothing and footwear waste in 2018, according to data from the Environmental Protection Agency. Of that, the E.P.A. estimates that only about 13 percent is recycled, while the remainder ends up incinerated or in landfills, reports The Times.

Resale Trend Expands into Children’s Apparel

In 2021, the most lucrative product category of the U.S. kids-and-babyitems- resale market was clothing, with a market size of approximately $1.7 billion.

Hand Me Up (handmeupshop. com), a hand-me-down clothing business headquartered in San Antonio, reduces children’s clothing waste by sending outgrown clothing back into the market in a simple and inexpensive way, reported The New York Times. Customers select their children’s needs and sizes – infant up to age 6 – and for $40 plus shipping, Hand Me Up sends them a bag of secondhand clothing that includes three tops, three bottoms and one bonus item. The company also offers a yearly subscription, in which customers receive a package each quarter. Shoppers who send in gently worn clothes receive a discount on their next order.

Most of the platform’s offerings are traditionally gendered clothes, but

In the article, Amanda Forster, a materials research engineer at the National Institute of Standards and Technology, noted that there is little data available about how much children’s clothing is discarded. But a report she wrote last year on how to extend the life of textiles said that a circular approach focused on reuse and repair is key – just like it is for adult clothing. However, the lifecycle of kids’ clothes is much shorter. As kids grow out of clothes, parents simply dispose of them.

Other companies in the U.S. have business models similar to Hand Me Up. Swoondle Society, for instance, offers a $20-per-month membership to trade gently worn children’s clothes. Resale platforms like Depop, Poshmark, ThredUp and Mercari also carry children’s clothes, said The Times. Rental sites like Rent-a-Romper and the Little Loop are geared toward babies and small children.

Many parents also sell and shop at roving consignment sales like Just Between Friends and Rhea Lana, as well as Kid to Kid and Once Upon a Child, both nationwide chains of secondhand children’s stores. Founded in 1985, Once Upon a Child has more than 400 stores in the United States and Canada. It also sells children’s toys, furniture and equipment, but most of its inventory is apparel.

A New Accessible Communication Channel for Deaf Gamers

TrendWatching newsletter’s “Innovation of the Day” on April 27 was the release of a lipreading bot in Peru that helps deaf gamers talk with friends.

Peruvian beer brand Pilsen Callao launched the software called E-nterpreters Season 2 in April. The concept was developed by DDB Peru and is currently only available in Spanish.

Leveraging AI and facial recognition technology, E-nterpreters Season 2 interprets the lip movements

and gestures of deaf gamers via a regular webcam, converting their expressions into real-time voice messages. This allows hearing-impaired gamers to communicate effortlessly with fellow players and expand their social circles within the gaming community.

E-nterpreters’ Season 2 builds on the success of its initial iteration, which translated spoken Discord conversations into sign language in real-time. The upgraded platform enables deaf gamers to talk back, expressing themselves through speech.

The E-nterpreters’ initiative is a natural fit for Pilsen Callao, Peru’s largest beer brand and self-purported “beer of friendship.” According to TrendWatching, “As gaming has evolved to function as much as a platform for social interaction as for entertainment, the need for accessible communication channels has become increasingly critical. E-nterpreters caters to this demand by fostering inclusivity and enabling deaf gamers to participate in games requiring coordinated teamwork, enriching the gaming experience for all.”

The Credit Crunch Impacts Small Businesses More Than Large Ones

A credit squeeze is having a noticeable impact on small business, reports the Associated Press (AP). Lending that was already constrained by rising interest rates was compounded by the collapse of Silicon Valley Bank and Signature Bank. Those factors, combined with uncertainty in the economy, have led some lenders – especially small and midsize banks that serve small businesses – to tighten credit further.

“When you look at how things play out, small businesses are hit the hardest,” Ray Keating, chief economist for the Small Business & Entrepreneurship Council, told AP.

The approval rates of small business loan requests at big banks have fallen for nine consecutive months, according to the latest Biz2Credit Small Business Lending Index released in February, said AP. Small banks granted about 20 percent of loan applications then, compared to about half of all requests in early 2020 before the pandemic, reported AP.

A big reason why small businesses are affected more than

large ones is that they have fewer levers they can pull to get financing.

“We can’t issue corporate bonds or have other money available to us,” said James Carron, who operates Flatirons Pharmaceuticals in Longmont, Colorado. “Large corporations have multiple avenues for securing reasonable rates for funding. A small business owner doesn’t have that ability.”

Toy manufacturer Basic Fun in Boca Raton, FL, recently postponed plans for an acquisition due to the crunch, said AP. CEO Jay Foreman was ready to go with non-binding agreements with 12 of the prospective 23 lenders he lined up in late February and early March, but after Silicon Valley Bank failed and triggered the recent banking turmoil, only two lenders were left.

“It’s just not the right timing now as lenders appear unclear about the broader credit markets and seem to be clutching the purse strings tightly at this point,” Foreman told AP. “We just have to ride this out until conditions are right to arrange the proper financing for our acquisition.”

new & true

Oven Set from Fat Brain Toys, add the felt toppings, use the pizza peel to slide it into the oven, then use the cutter and spatula to serve it fresh! fatbraintoyco.com

Ukulele

is a vibrant and veritable treasure. This durable, water-resistant, playable instrument is available in six illuminating colors.

1. Jenga GIANT Genuine from Art's Ideas is an authentic Jenga brand licensed game and stacks to over 4 feet high! Made of precision crafted hardwood. Various JENGA GIANT sizes are available. jengagiant.com

3. In Gelatinous from Steven Jackson Games, players start out as a wandering slime, using sparkling green dice to grow into a cube. The first to grow into a cube wins – and the rest are lunch. sjgames.com/dice/ gelatinous/

2. Caucasian Girl Doll with Down Syndrome and Glasses from Miniland Education celebrates the sweet facial characteristics of babies with DS respectfully and realistically, while further supporting representation. miniland educational.com

4. DRENCH Soda Game from Mukikim is the only multi-player game where you’re supposed to shake the can. How many shakes till you get drenched! mukikim.com

5. With Pretendables Backyard Pizza

6.Cobalt Blue Soprano Waterman

from Kala Brand

kalabrand.com

8. Super Boinks Fidgets from Endless Possibilities is an ideal toy/tool for fidgety fingers. Larger than the classic Boinks Fidgets, these are available in assorted colors and patterns. boinks.com

9. Ugears’ new mechanical DIY wooden model Dinosaur Collection from Ukidz includes the most fearsome predator to ever walk the earth: the tyrannosaurus rex. ukidz.com

10. IlluStory kit from LuLu Junior includes everything kids need to make their own hardcover book. Kids unleash their creativity while building selfesteem and practicing literacy skills. lulujr.com

7. Sophie la Girafe plushies and earlylearning soft toys from Calisson Inc. Toys will become favorite cuddly companions. They’re easy to grasp and are available in a small, medium and large versions. calissoninc.com

11. Chuckle-Headz from SD Toyz are toss-able, soft ball sized plush that spread fun and laughs one chuckle at a time. Four characters available at ASTRA Booth 901. sdtoyz.com

new & true

of Disney Trivia:

Playmonster features stunning platinum details alongside an exclusive collector’s pin. playmonster.com

100 Years of Wonder from

Shaped Keylight from Dreams USA shoots light from its exhaust to help guide you in the dark. Available in blue, yellow and pink. dreams6usa.com

13. Neato! Retro Classics from Toysmith offer timeless toys for young and old alike. These retro classics will take you to a time when fun didn’t require batteries. They inspire movement and hands-on engagement. toysmith.com

Grabber from The Original Toy Co. offers hours of imaginative play and creative ways to grab and secure objects, with a built-in trigger for easy quick grabbing. theoriginaltoy company.com

12. In Doggy Showdown from MW Wholesale, slide the dogs into the winning line-up to match the puzzle card challenges. Unleash hours of accidental learning fun. Available to ship at the end of July 2023. mwwholesale.biz

20. 1, 2, 3, 4, 5,

I Caught a Fish Alive from EDC Publishing helps to improve fine motor skills and hand-eye coordination. Includes five fish magnets and a fishing rod. edcpub.com

17. Baby Alexander Dolls from Madame Alexander are cuddly soft, made of sustainable materials and encourage imaginative play. Alex and Lexi 10-inch dolls are available in three skin tones. madamealexander.com

18. With Magna Tiles Cars, imaginations are off to the races. Kids will love the new rainbow assortment and special surprise that comes with every box! magnatiles.com

19. Maxi Deluxe ECO 3-wheeled scooter from Mirco Kickboard is made from recycled ocean plastics and is now available in a new color: Mint! Also available in a Mini version. microkickboard.com

21. Twelve new titles of flash cards from Teacher Created Resources are now available. Each set contains full-color, high-interest cards plus instructions for the teacher or parent, suggested activities and additional blank cards. tcrdealer.com

Once

new & true

info@wikkistix.com

26. Take Along Fun by Wikki Stix offers tons of Wikki Stix plus an easy to-do activity and playboard, all in a take-along case. For traveling to the babysitter, dentist office or Grandma’s.

23. Furry Tangle from Tangle is sure to delight Tangle fans. Super soft and poseable, the Furry Tangle Jr. is the perfect companion for sensory seekers of all ages. Available Holiday 2023. tanglecreations.com

25. Land of Dough Glitter Rolls from Crazy Aaron is dough on-the-go! Replace the dough in the bag to squish, smash and sculpt again and again. crazyaarons.com

24. The new Encanto! Tonie from Tonies features original songs by Lin-Manual Miranda and original voices from the movie. Coming soon. tonies.com

22. The Toy Network offers more than 200 die-cast options that will keep your displays looking great! thetoynetwork.com

32.

is

ultimate scientific laboratory! It covers important science principles and teaches how to use real science equipment.

MSRP $29.99 ustoy.com/specialty

27. The Good Toy Group is the leading buying group for independent toy stores with stellar catalogs, on-trend marketing and business excellence programs, and a vibrant vendor community. goodtoygroup.com

28. Halli Galli Circus from Amigo Games is from the My First AMIGO game line for kids age 3 to 5. Find the smiling clowns that match and ring the bell. amigo.games

29. Wooden Stacking Blocks from Bimi Boo help toddlers learn their letters and numbers and inspires creativity and problemsolving skills. Instruction booklet included. bimiboo.com/ retailers/index. html

30. LEGO Minifigure Photography from Klutz allows LEGO fans to bring figures to life with fun photography tricks and illusions. Includes two LEGO minifigures and 30 LEGO props and accessories. bit.ly/klutzlego

31. The Batmobile Jigsaw Puzzle from Wrebbit3D features the 1989 Batmobile, which is a favorite of many Batman fans. Now the 255-piece puzzle is available. wrebbit3dpuzzle. com

Thinkbox 10-In-1 Super Science from U.S. Toy Co.

the

The Spielwarenmess international toy fair returned in February after a three-year hiatus. The event, held in Nuremburg, Germany, welcomed more than 2,100 exhibitors from 69 countries, including 396 new exhibitors. Meanwhile, 58,000 trade visitors attended, representing 128 countries.

The toy fair hosted lectures at the Toy Business Forum. Thirty-eight speakers addressed topics including licenses, the metaverse, trends, sustainability, diversity and digitalization. The presentations are available to view online on Spielwarenmesse Digital On-Demand.

Toy manufacturers submitted 584 products to compete in five categories of the prestigious annual ToyAward program. The winners are as listed:

• Baby & Infant: 7-in-1 Space Activity Cube from EverEarth

• Preschool: Yummie Bear Scale from TOPBRIGHT

• Schoolkids: History of Life on Earth experiment set from Clementoni

• Teenager & Adults: Miika K.I. adaptive robot from Franckh-Kosmos

• Startup: Paw Patrol Augmented Reality Tattoos & Stickers from HoloToyz

• Sustainability: Creative Buildings Blocks from BAVVIC

Next year’s Spielwarenmesse is set for January 30 through February 3, 2024.

On February 20-24, the American Specialty Toy Retailing Association (ASTRA) held its first floating trade show, the ASTRA Toy Boat. More than 300 people – including 36 manufacturers and 58 retailers and their families – set sail on Royal Caribbean’s Liberty of the Seas ship for the Bahamas.

The show featured special events including a moonlight cocktail reception on the first evening, education sessions, time for vendors to showcase their wares, Game & Kit nights and the ever-popular Toy Sync Battle. A farewell reception rounded out the trip.

“For both of the Game & Kit Nights, we had to open up extra conference room space to accommodate the crowd,” said Kathy Balogh, director of operations at ASTRA. “It was such a unique experience for retailers and manufacturers to introduce their kiddos into the mix. We all enjoyed getting to know them and seeing their reactions to the products!”

The idea for a trade show on a cruise ship came from one of ASTRA’s members, which was approved by ASTRA’s Board of Directors. Balogh reported they received their highest survey response and positive ratings ever from the show. For ASTRA, the show exceeded all expectations. There is a strong demand to host the show next year. “There is definitely a demand for this intimate event that provides the opportunity for retailers and manufactures to have deeper discussions that will

impact their businesses,” Balogh stated. “We are currently reviewing the options for that same timeframe in 2024 and hope to make an announcement soon!”

Did you know that the fidget toy Tangle has a connection to the art world? For more than 40 years, Tangle Creations Founder Richard X. Zawitz has crafted curvy sculptures from wood, stone, metal, plastics and more. Both his artwork and toys are inspired by his “studies of Asian philosophy and based on the concept of the ‘infinite knot,’” according to the Tangle website. His concept and its artistic license are currently under scruitiny.

This spring, Zawitz filed a lawsuit against Artizia, a Canadian fashion retail chain, seeking $30,000 in damages for each instance of copyright infringement. Zawitz claims that Artizia copied his work with sculptures in window displays across North America that are “identical” to his creations. In an interview with CBC News, he stated he has collaborated with the fashion industry before and would’ve been open to working with Artizia or being credited with his name in the display windows but they weren’t able to settle the matter outside of court. “As an artist, if you don’t protect what you’ve created ... it’s going to get stolen,” Zawitz said.

Community and fandom platform FandomSpot recently revealed the most valuable Funko Pops to be sold on eBay.

The top 10 most expensive Funko Pops are as follows along with their price tags:

• One-of-a-kind Gold Panda Club golden Darth Vader –$24,220

• One of 80 golden Luke Skywalker from Funko Fundays 2019 – $10,000

• One of 480 metallic Sinestro from 2011 San Diego Comic Con – $10,000

• One of 96 Freddy Funko as Beetlejuice from 2012 San Diego Comic Con – $8,500

• One of 200 Freddy Funko as Poe Dameron from 2017 San Diego Comic Con – $8,500

• One of 96 Freddy Funko as Gene Simmons from 2012 San Diego Comic Con – $7,995

• One of 96 Freddy Funko as Jaime Lannister from 2013 San Diego Comic Con – $7,995

• One of 48 Freddy Funko as Freddy Krueger from 2011 San Diego Comic Con – $7,000

• One of 48 - Black & White Freddy Funko from 2013 San Diego Comic Con – $6,500

• One of 200 Freddy Funko as Batman from 2013 San Diego Comic Con – $6,500

Mike Becker founded Funko Inc. in 1998. Its first bobblehead was the Big Boy restaurant icon. In 2005, Becker sold the company, which became Funko LLC. Since then, it has more than 150 licenses spanning across pop culture, from sports and games to TV and movies.

FandomSpot revealed some top tips for ensuring Funko Pops maintain their value should a collector want to sell them. Its staff members suggested an official Funko UV Premium Pop! Protector as the best way to safeguard Pops from pests, moisture damage and UV rays. “It truly is amazing how these plastic figures have captured the hearts of so many people,” said Alyssa Celatti of FandomSpot in a press release. “And we hope that our tips can help keep some collectables safe for a very long time!”

PlayMonster recently expanded its sales division with the hire of two new employees, Melanie Bailey and Dave Trentman.

“Melanie and Dave are industry pros who have a proven track record in building long-standing relationships while delivering product and innovation to their partners,” said PlayMonster CEO Steve Adolph. “We’re thrilled to welcome them both during this pivotal time for PlayMonster.”

Bailey, who joined the company on February 13, is the national account manager. In her role, she will focus on providing structure for PlayMonster’s independent

representatives and partnerships across the world. Prior to her arrival, she most recently worked for HearthSong Wholesale. Bailey earned a bachelor of science degree in business from the University of South Carolina.

Trentman became PlayMonster’s sales manager value channel on February 20. He will work with the Team Brands to analyze customer trends and then position PlayMonster with value retailers. Trentman served as a senior manager of national accounts with Mattel, Inc. He received a bachelor of science degree in business management from Northern Kentucky University.

Playmobile is celebrating the comeback of its classic Playmobil Color series after a 45-year hiatus. Five new sets with fashion, racecar and motorbike themes are planned for release in October in collaboration with Crayola. The sets include basic white figures and a variety of accessories

that can be customized and easily washed off.

The Playmobil Color sets encourage creativity and use of fine motor skills. At the same time, kids can role play with the figures and their detailed accessories.

Known for the iconic Crayola Crayon first introduced in 1903, the Crayola brand has grown into a portfolio of innovative art tools, crafting activities and creativity toys that offer children innovative new ways to use color.

The Toy Association announced the top 2023

toy trends

during The

Play Date on March 8 in New York City. In the preceding months, the association’s team met with hundreds of global toy companies to track the latest developments and watch trends.

“These toy trends underscore the industry’s ability to deftly respond to this constantly evolving landscape

(continued on page 51)

LEARNING Together

Learning is a multi-faceted experience which requires a myriad of educational tools. Educational Development Corporation (EDC) seeks to provide materials that encourage kids ages infant through age 14 to learn about the world around them.

Founded in 1965, EDC’s acquisitions included Kane Miller Books in 2008, Learning Wrap-Ups in 2021 and SmartLab Toys in 2022. Kane Miller offers nearly 900 titles to the trade. Learning Wrap-Ups sells more than 200 educational products. Through SmartLab Toys, EDC has rereleased more than 20 of its bestselling science kits, including Squishy Human Body.

Retailers may have spotted EDC at gift markets in Atlanta and Dallas, regional bookselling shows and national trade shows including ASTRA and Toy Fair.

“We believe that books and learning materials continue to be of the utmost importance for children,” stated President and CEO Craig White.

We spoke to White and Todd Rider, creative director of SmartLab Toys, about their products and the importance of educational play.

If you could design any educational toy, what would you create?

Rider: It would be a toy that creates an unforgettable experience. The dream is to create an “ah-ha!” moment of discovery that sparks a life-long love of learning and experimentation.

How do you create a toy that’s both fun and educational?

Rider: First, remember that kids are looking to have fun. If they have success with the kit, they will have fun. Second, remember that there is a constant stream of new kids looking to learn new things. Third, have a clear focus on what educational concept you are attempting to convey.

Why is it important to provide educational toys to children?

Rider: Learning about the world around them provides children with an earned form of mastery and control. Understanding how the world works gives a sense of control and order. Having fun learning is a way to encourage more learning.

What is one book that you believe every child should read?

White: Just read, whether it’s a picture book, a chapter book, a graphic novel, anything. Although there are classics in each of those categories that are wonderful, the importance of finding something that you enjoy is so valuable.

With child literacy declining in recent years, how can adults foster an appreciation of reading in kids?

by Victoria Ritter

What recent trends have you seen in educational toys?

Rider: There is definitely a trend of parents looking for educational opportunities that can be done at home, through homeschooling or just fun activities. At SmartLab, we focus on providing hands-on trial and error science learning that is an engaging alternative to screen time.

White: Have books all around the home. Have family reading time and make it a fun part of the day. Let your child choose what they read. Let them pick out books that interest them. Encourage them to explore different genres and styles of writing.

What benefits does reading have on a child’s overall cognitive development?

White: Reading helps improve vocabulary and language skills, enhances their

creativity by exposing them to new ideas and concepts and develops critical thinking and problem-solving skills. Regular reading helps strengthen memory and concentration abilities. Overall, reading can have a significant impact on their future academic and personal success.

In 2012, EDC Publishing removed its content from Amazon. How has that decision impacted your business?

White: While it seemed like such a groundbreaking decision at the time, it definitely had a positive impact on our business immediately. We received such fantastic support in return from our independent bookstore customers and that furthered success.

Why do you believe EDC Publishing’s products belong in specialty toy stores?

White: The efforts of specialty toy stores run parallel to EDC’s own mission of expanding children’s literacy. Together we can positively impact the way children and families read, learn and grow.

What tips would you give to retailers about selling your products?

White: EDC specializes in products that encourage parents and children to discover new ideas together. Kane Miller’s publishing focus centers on allowing children to explore cultures and similarities between people. SmartLab Toys’ kits are designed to make science fun. Learning Wrap-Ups help children learn basic math and other skills. Together, these product lines have everything a store could need to help families engage with one another while having fun.

Craig White

Todd Rider

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shaped by the way toy lovers of all ages are spending their leisure time — on and off their screens — and their money,” said Adrienne Appell, executive vice president of marketing communications at The Toy Association in a statement.

One trend is how parents use play as a form of self-care, a holdover from the COVID-19 pandemic. Consumers are utilizing toys to instill healthy mental and emotional habits, introduce kids to new hobbies and engage family members through play.

Market research company the NPD Group reported that “kidults” (people ages 12 and up) are currently the biggest driver of growth in the toy industry. This year a surge is expected in tween and teen toy buyers – a demographic that likes to collect, customize and display toys on social media.

Shoppers value authenticity and are on the lookout for companies that are enacting positive change. As a result, companies are producing toys that are able to

be enjoyed by consumers of all ages, reinforce fun and learning, and teach social responsibility, diversity and sustainability. Companies will take it one step further and build partnerships with experts in education, diversity and sustainability.

Another current trend is “Macro to Micro” which includes super-sized plush toys and tiny crafts, collectibles and playsets. This trend is primarily driven by social media as these types of items are popular because of their distinctive play elements.

As more brands fuel consumers’ fandoms, toymakers are expected to tap into games, anime, nostalgic brands and upcoming movies to appeal to fan bases. For brand owners, focusing on different fanbases offers new opportunities to expand their revenue streams.

The full trend report is available at toyassociation.org/ trends and on The Toy Association’s YouTube channel. The association’s Toy Fair 2023 is set to take place September 30 to October 3 in New York City.

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few weeks of January. That way, we can get the product into the hands of retailers right away – usually everything’s in stock during Q1. That time-to-reset-your-shelvesafter-the-holidays timing has always worked well for us.

Typically, we run a Toy Fair promotion. We’ve done that in the past couple of years even without Toy Fair. It gives the specialty channel an opportunity to take advantage of what we normally would have if Toy Fair was held in February.

In June we come out with another, smaller round of new releases – between 15 to 25 new items. We launch them at ASTRA Marketplace.

This year in terms of timing, we did what we’ve always done because it has worked for us. Right now, we plan to leave plans in place because we don’t know what’s going to happen with the change in Toy Fair’s timing plus new shows coming into the picture. We’re going to stick to our plan with the idea that we’ll regroup if we need to, to accommodate changes in the industry and the economy.

What tradeshows featured exhibits from MindWare this year?

In January we partnered with rep groups that do the Dallas and Atlanta gift shows, and then we also did NY NOW. We have done ToyFest for a long time with our West Coast partners, the Sunshine Sales rep group. ToyFest was fantastic this year by the way, I’m sure due to not having Toy Fair again this year. Right now, we’re gearing up for ASTRA.

Based on what you’ve experienced so far, what are your expectations for sales this year?

Feedback I’m getting is that folks feel really good about Q3 and Q4, and that’s what we want to hear.

Last year we had a good spring, summer was okay, and as we went into fall things really started to ramp up. Then, infortunately, things they just cut off suddenly in November.

I think a lot of retailers ended last year in a tough spot. Overall, MindWare’s business fell slightly short of our

expectations. This year, Q1 sales were not where we planned them to be. Our key, mass, and international accounts are fine –maybe a little ahead of what we expected.

I’ve been on the phone during the last 10 days or so with reps who attribute slow sales to slower foot traffic and the amount of inventory retailers are sitting on. Stores didn’t sell through everything at the end of last year. While retailers are selling through it now, they don’t feel the need – the pressure – to reorder. They know that suppliers have inventory. They aren’t worried about getting products delivered like they were during COVID.

It feels like this is the industry’s recuperation year. Everyone will level out – suppliers will balance out what we’ve been ordering for inventory and retailers will sell through what they were stuck with at the end of the holiday season.

But I also believe things will break open at ASTRA. Reps and retailers are telling us that they’re looking forward to Marketplace because, of course, all of us suppliers will come to the table with good promotions. Retailers will place orders to receive right away and then order again in the fall.

How much of your business is specialty?

Our business is nicely spread between specialty, key and international accounts. Specialty is where we started, so we listen to the retailers and the reps. We think about specialty retailers every time we develop a new product. When they have suggestions, we really try to take them into consideration.

We believe specialty is a very valuable force in MindWare’s business. Specialty retailers always get our best. They’re the first ones to get new products. We do a ridiculous number of promotions for them to keep them in the game throughout the year.

How does MindWare operate as a business under the large Oriental Trading umbrella?

Our MindWare corporate office is in Roseville, Minnesota, just north of Minneapolis. We have 35 employees there. Basically, it includes our product development, creative, sourcing, inventory planning, and my sales team that works with the trade. Our

we ideate and bring concepts to fruition. Our factories are in China, Taiwan, Thailand, and the U.S. We’ve had those manufacturing partners for a very long time; since the early 2000s. We are fortunate that they are reliable and consistent.

When do you start planning for next year? There’s a new show on the horizon

…

We’ve already started talking about 2024. By late summer we will be in full planning mode … catalog, product, promos, etc.

Last year when we planned for 2023, we decided to move forward much the same as we have in past years. We released the same number of new products, developed our catalogs, and exhibited at trade shows. Like everyone, we’re still striving for normalcy after COVID.

It’s funny that you mention the North East Toy Show. Our specialty sales manager and I talked about it less than an hour ago and we have decided to attend this event. We’re very close to a lot of the Northeast reps, and if they feel that they can pull off a ToyFest West in the Northeast – I don’t think that’s a bad idea. I guess we’re for it!

We’re going to Toy Fair this fall. We’re of the mindset that we don’t know what we don’t know, so we have to stay with these events to make sure we’re not missing anything.

We’ll make some modifications to our Toy Fair space because we aren’t sure that we’ll see the specialty traffic that we have in the past. The booth will be slightly smaller and we may likely present product a bit differently than we normally do until we see how things go.

endcap

This Year So Far

Reflections on the last six months and new products from MindWare

Angie Holmstrom, MindWare

Wholesale’s director of sales, discusses old and new tradeshows, when and how to time new product launches and her expectations for sales in 2023.

What will specialty toy retailers see from MindWare at ASTRA this year?

A.H.: A few SKUs that I’m really excited about are from a line called “Homegrown.” They give children and families the right tools to take vegetables out of the fridge – even ones that are ready to be thrown in the garbage – and cut them apart to grow fresh new vegetables. You can root new plants inside by tearing off a

piece of lettuce or pulling apart a radish or onion, and then putting the pieces in water to grow roots to plant in dirt. One SKU is a grow light.

A gardening kit is a real departure for us, but there’s so much science to it and lessons on sustainability. It’s learning and it’s fun for families to do together, which is sort of MindWare’s motto.

I’m always excited about Qwirkle. It’s been our pride and joy since it won the Spiel des Jahres in 2011. You’d think after a while a game would run its course, but Qwirkle continues to grow in the U.S. and internationally. I’ve lost track of the number of languages it’s in now.

In the last year or two, some of our partners have approached us about developing a version that’s easier for people to play who are colorblind. After doing some research, we discovered that actually 20 percent of the population has colorblindness to some extent. When we talked about it with folks we played the game with they said, “Yeah, I never see the colors great when I’m playing, but I wasn’t going to say anything about it.” I was just blown away. Color is key to the strategy of Qwirkle!

So, this year we’re launching a version in which the colors are a little different. It’s easier to tell the difference between the blue and the green, the blue and the purple and the red and the orange, for instance. We also came out with a version of Qwirkle rummy that features pips as part of the design to help people who are challenged by colorblindness. We’re expecting both of those to be hot this year and into 2024.

When do you introduce new products?

We’ve generally release about 50 new wholesale products during the first

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