ASTRA October 2013

T H E N E W S L E T T E R O F T H E A M E R I C A N S P E C I A LT Y T O Y R E TA I L I N G A S S O C I AT I O N • O C T O B E R 2 0 1 3

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Message From the Chair

Our Business is Toys

by Linda Hays

A

s I opened my eyes, I heard the shuffle of little feet on the bare wood floor outside the guest room/library/playroom I was sleeping in. I knew it was Atticus, so I crawled over to the door to meet him at eye level, and drew it open.

“It’s not low tide yet,” he whispered excitedly.

The 4-year-old was still in pajama bottoms and a tie-dyed t-shirt. I got up off the floor and began to move around the tiny boathouse-turned-full-time-dwelling, searching for coffee, picking up remnants from the late night of conversation and libations the night before, and finally coming to rest, coffee in hand, on an antique bench/toy box.

When I say antique in the context of this home, it means old, full of character and fully functional. There are no pretty, spindly-legged, doilied idlers about. This bench was stuffed full of toys. The shelves, which went all the way to the ceiling of the little place, were lined with toys and books.

As I sat there sipping my coffee, I was attacked by a tiger-skin-wearing Atti.

The head of the tiger was lined with a dense foam hat to help keep it on, and it looked like a real tiger. He obviously felt like a real tiger. As the week rolled on there was a steady parade of beautiful playthings – vintage Playmobil, Schleich, Papo and Safari Ltd. figures, Beka, Folkmanis, Hansa and dolls.

Anna, Atti’s mom, is 30 years old and quite well-adjusted, but gets an excitement in her voice when she speaks of her dolls.

The Kathe Kruse, Berenguer, Corolle, Madame Alexander, Adora … bins and bins full. Not placed on shelves as collector items, but well-loved and some, well, kind of nasty. This is not a family of any kind of means, but they know quality toys and the magic they bring. The Hansa deer was

Christmas for all three of them one year.

Anna’s love for toys began when she was a girl. She used to go to a toy store in her home state of Arkansas. Every year, when Mr. Goetz would come, he would sign her dolls for her. She started pulling them out (this was the third day of my being there mind you) and lifting their dresses to show me his signature in fine black pen on the white cotton belly of her dolls. One of the dolls she showed me he had made in her likeness and named after her. Mr. Goetz shipped a copy of the doll as a gift to her neighborhood toy store, a store that shaped her childhood and the adult she is today.

This is a long road to a short point. A point we all know, but sometimes forget: Our business is toys. It is the passion of play. It is magnifying the magic of childhood – nurturing that intense vitality and imagination. Why I ever substitute the words “product” and “merchandise” for the word “toys,” I’ll never know. The world around me lights up when I talk about toys. When I talk about product and inventory, everyone puts on their serious

face and nods their head a lot. We have to remember that the 10-year-old kid who thinks it must be the greatest thing in the world to own a toy store is right.

I carried my experience with Anna and Atticus into the ASTRA strategy conversations that were being held by the board and a few other manufacturers, retailers and reps that board members suggested might want to participate. There, I read a post by Peter Reynolds of Janod that I would like to share. For those of you who don’t know Peter, he has been with ASTRA in one capacity or another since its inception. I leave you with his words. (continued on page 28)

Linda Hays hopscotch toys 103 SE Baker St. McMinnville, OR 97128 (503) 472-3702 linda@hopscotchtoys.com

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October 2013 5

Board of Directors Chair Linda Hays

October 2013 • astratoy.org

Chair-Elect Michael Levins

FEATURES 10 16

Treasurer Lillian Davis

Cash-Crunched?

10

How to Find Capital in a Post-Recession Era For Business Financing, Keep Asking and Be Creative

22

10 Holiday Considerations Retail expert Doug Fleener offers tips for a successful holiday season

26

Getting Good at Social Networking Practice, practice, practice

30

Stores Plan Early to Make Neighborhood Toy Store Day Memorable Specialty toy retailers get creative with costumes, carnivals and charities

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Neighborhood Toy Store Day Manufacturer Specials Take advantage of these deals for NTSD

44

I Love My Neighborhood Toy Store … and Prizes A new campaign to keep customers engaged

46

Save the Date for Meet and Greets From Las Vegas’ ABC Kids Expo to New York’s Toy Fair

30

Editor Mary Sisson Assistant Editors Alyssa LaFaro Tina Manzer

20

5

Message from the Chair

7

President’s Report

9

Ready, Set, PLAY … for Children with Disabilities

48

ASTRA Welcomes Its Newest Manufacturer Members

52

New Members

ASTRA Newsletter Mission Statement Our mission is to act as a channel of communication for the general membership of ASTRA and to provide information about current happenings and future goals as decided upon by the board of directors, various committees, and ASTRA staff. We strive to provide useful and timely information and support for and about ASTRA members in accordance with the ASTRA mission statement.

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Directors Bob Breneman Thea Brown Lea Culliton John Giacobbe Tim Holliday Ann Kienzle John MacDougall Ted McGuire Jeff Pinsker Claudia Towles

Newsletter

DEPA RTMEN TS

We are always looking for good articles and input for the newsletter. Letters to the editor are welcome. Please forward letters, comments, ideas, etc., to the ASTRA office – fax 312-222-0986, email kmchugh@astratoy.org.

Secretary Dean May

Graphic Artist Lindsey Williamson

ASTRA Staff President Kathleen McHugh Membership and Communications Manager Caryn Giznik Associate Director of Meetings and Exhibits Amanda Zawad Associate Program Planner Laura Sweitzer The ASTRA Newsletter is published by the American Specialty Toy Retailing Association, 432 N Clark St., Suite 205, Chicago, IL 60654, 312-2220984, fax 312-222-0986, email info@astratoy.org.

Website: www.astratoy.org. Copyright © 2013 American Specialty Toy Retailing Association. All rights reserved.

Advertisements are accepted. For more information, contact Rick Kauder, Fahy-Williams Publishing, 800-344-0559; email rkauder@fwpi.com.

All articles for the ASTRA Newsletter are supplied

by ASTRA and its members, with Fahy-Williams assembling and editing the newsletter, and managing the advertising sales function. ASTRA reserves the right to accept, reject, or alter all editorial and advertising material submitted for publication. Advertising in ASTRA does not imply endorsement of products and services. Opinions expressed in articles contained herein are those of the authors, not necessarily of ASTRA or its individual members. The information has been obtained from sources believed to be reliable.

President’s Report

Communication is the Answer

by Kathleen McHugh

A

s I write this, it’s a week before the ASTRA Board of Directors gather in one place to carry on the hard work of gazing into their crystal ball to see what the future holds for the toy industry and for ASTRA. Throughout the summer months, more than 100 individuals – some members, some not – have taken part in thoughtful discussions about the state of the toy industry, the future of retail and the truths we hold onto that may be holding us back.

Many themes came out of the discussions, but the one most often mentioned is the hardest and easiest to solve all at the same time: communication. Communication among businesses was most often cited as the hinge that could hold the industry together during these changing times.

Often mentioned was the resistance of retailers to share among themselves what is working and what is not so that others can avoid disastrous learning curves. Vendors want to know which programs work and which don’t, and if not, why not?

Retailers want vendors to communicate about strategy shifts before those changes impact the marketplace. The Golden Rule is what everyone wants to apply here: Treat others in business as you would like to be treated.

So what are some of the things we believe may be holding us back? A number of them were discussed, but quite possibly the number one reason is … we are the only people selling good toys. No longer true. We know there are hundreds (maybe thousands) of stores and websites offering consumers great toys. Why should they shop with you? It’s a really tough question only you can answer, but if we are to stay strong as an industry that question must be addressed.

We are a very “independent” industry that relies heavily on a three-legged stool of strong retailers, innovative vendors and clever sales rep partners to ensure that everyone creates their own success.

When the board meets next week, they will have you in mind as they discuss the issues that take courage to explore and imagination and daring to solve. You can bet the answers are in good hands, not in a crystal ball.

Warmest regards,

Kathleen McHugh

S

ince its start last spring, ASTRA WINS – Working In Networks for Success – has grown to 10 groups with 69 members.

The idea behind it is to create networks of ASTRA members who can share and learn from each other. The goal? To help one another succeed. The program is tailored to connect specialty toy retailers.

Whether by conference call, email or closed Facebook group, the groups meet regularly to share their interests in making their stores the best they can be. To get started, go to the “For Members” tab at astratoy.org. astratoy.org

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October 2013 7

CONNECT CHILDREN WITH SPECIAL NEEDS TO THE TOYS ON YOUR SHELVES According to the US Census, 1 in 20 school-aged children or 2.8 million kids are reported as having a disability.

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It clearly explains the characteristics of common disabilities and types of toys that work well for children who have those disabilities.

Helps store staff understand common disabilities along with tips for communicating with parents who have children with special needs.

Builds your knowledge of toy features and gives you guidance when making selections on what play products to carry in your store.

The National Lekotek Center works to serve children with special needs through three main arteries: direct family services, training and the toy industry.

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by Ellen Metrick

Love Those Lists!

here is a bookstore nestled in the suburbs just north of my office that always attracts a steady stream of customers.

It’s called The Book Stall in Winnetka, Illinois, and it had the honor of winning the Publishers Weekly 2012 Bookstore of the Year award. This independent retailer is an excellent example of a small business surviving in a marketplace where size has its advantages. One of the secrets to their success is providing customers with lists – lots and lots of lists.

They offer a plethora of book recommendation lists, appearing in a handful of different places. owner’s recommendation list (called “Roberta’s ✓ The Bookshelf”) is featured on their website with a link. staff book picks are listed in their monthly ✓ Individual newsletter and flagged in the store under the book. store’s best-sellers list is on display in the store right ✓ The next to The New York Times Best-Seller List for comparative shoppers. of the schedule of books being read by book clubs ✓ Atheylistsponsor can be found in the store and on their website. a monthly list of the latest releases appears on their ✓ Finally, website.

Here are some great lists to check out.

General • NAPPA Awards. Released in early November each year, the National Parenting Publications Awards, which have been around for 20 years, are the “go-to” source for those seeking the best products for children and families.

• ASTRA Best Toys for Kids Awards. Hand-picked by ASTRA members, the 2013 list has 21 of the most engaging toys for kids organized by categories you may have in your stores.

For kids with special needs • ASTRA’s Guide to Toys for Children with Special Needs. Newly released, this guide provides information on special needs, as well as lists of toys and toy features that are good to know about. It is available to members and non-members through the ASTRA website.

• AblePlay (ableplay.org). This is a website that rates and reviews current toys for children of all abilities. The reviews provide information on toys you may carry in your store, including developmental skills they enhance, play ideas and adaptation ideas. ASTRA

As a working mom with twins, I get the list thing. Lists get you off the hook when deciding what to buy takes too much time and energy. Recommendation lists let you lean on the learnings of others and allow you to make a confident purchase in a confusing and cluttered marketplace. Heck, even Santa keeps a list, checking it twice throughout the holidays.

The best recommendation lists, of course, are those you have come to trust. I like the movie app called Rotten Tomatoes because I can easily pull the percentage of reviewers who liked a movie and do not have to rely on one person’s opinion.

Toys are no different from books or movies in that there are new products coming out all the time, and smart consumers want the latest and greatest. Parents of kids with special needs can really appreciate a list of toys that align with the abilities of their child or that offer developmental opportunities right for them.

So this holiday season, when parents – especially those who have children with special needs – are hurting for time or ideas or inspiration on the best toys for their kids, throw them a lifeline. Take a page from a bookseller’s success story, and give your customers some toy recommendation lists to lighten their holiday load.

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October 2013 9

Cash-Crunched?

How to Find Capital in a Post-Recession Era

by Linda Hays, ASTRA chair and owner of hopscotch toys & games

ven on the parts of the map where the economy is picking up, small businesses are still trying to recover from the Great Recession.

It takes 18 months to get your cash flow back after one bad season, estimates Cathy Wagner, owner of the consulting firm Retail Mavens. That’s a year-and-ahalf of not having the cash you need to keep your business in the shape it should be in to see the kind of recovery you could see if you did. Your shelves remain thin, your carpets clean but threadbare, your fixtures tidy but in need of updating, your staffing less than optimal to give your customers the peak experience that is necessary for you to be able to achieve their long-term loyalty. You are building

E

your reputation in that 18 months, and it may not be the reputation you want – that you need – in order to stay vital.

What can small business owners do to get the capital they may need for expansion, recovery or even survival?

Especially when it seems traditional loans are harder to obtain than ever? According to a report released by the Small Business Administration, the total value of outstanding small business loans (loans less than $1 million) plunged by $59.3 billion, or 8.3 percent, between June 2008 and June 2010. In the following two years, it fell a further $64.4 billion – a total decline of more than 17 percent. That’s rather disheartening news when you are among the cash-crunched small business owners trying to stay afloat in today’s economy.

Traditional loans are still there Don’t despair – the same report shows lending to small business is now recovering. To learn more about traditional funding options, I got in contact with Scott Bossom, lender relations specialist at the Portland, Oregon, SBA, and picked his brains on a few points. He says that traditional loans have not dried up, that, in fact, they were seeing the third consecutive year of record numbers for SBA loans in the Portland area.

He also says that many small-business owners just don’t know where or how to look, so the loans are going to those that do. Those businesses tend to be larger, more sophisticated small businesses rather than your Main Street small businesses.

SBA statistics bear this out, as large (continued on page 12)

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business loans (those over $1 million) have declined less and recovered more strongly compared to the smaller loans.

Some of their largest lenders are the big banks – US Bank, Wells Fargo, Key Bank, etc. – though regional banks are great places to look, also. Generally, he says, the inclination most of us have to look first to our own bank is good. The problem is, many people will stop there, figuring if one bank can’t help them, the others won’t be able to either. Sometimes the only thing standing between them and the loan they need is a more knowledgeable banker.

Bossom says the typical SBA-backed borrower has a credit score of more than 620, but that someone with an established business can qualify with a lower score based on a variety of factors. Beyond that, or before it, you can call your local SBA and find out who is a PLP lender (a lender approved to fund SBA loans without needing the approval of the SBA itself). You will want to have your plan for expansion, improvement, repair or general business operating costs laid out, as well as have your financials in order. Lenders will basically want to know where the money is going to be invested, how it will strengthen your business, and that you have, or will have, through your use of the bor-

rowed capital, the means to pay it back.

Simple, except that some of us never even wrote a business plan when we opened shop. That is where SCORE and your local small business development center can help you.

SCORE is a non-profit organization supported by the SBA, staffed by volunteers who used to work in business. If you are in a large enough community, you will be able to get a SCORE representative who worked in a field similar to yours; if not, you may get a really intelligent retired dentist helping you out. Small business development centers are generally attached to community colleges, so they have a focus on educating and empowering entrepreneurs. All of SCORE’s services are free, and many of the small business development centers’ are as well, though they do charge for certain classes and consultations.

Micro-lenders can help If you are really in a lot of trouble, and have mucked up your credit score pretty good, there is still the possibility of finding help without making the uncomfortable call to your rich uncle, or having your going-out-of-business sale – microlenders. These lenders will make loans to individuals with credit scores under 550.

They are called micro-lenders because their loan amounts cap out between $35,000 and $50,000. Most of them have a community development interest, so they will look at businesses that banks wouldn’t typically lend to for the sake of building more vital communities. They may also favor minorities, or women, or certain industries.

In addition to loaning the money, these micro-lenders are charged with providing technical assistance to their clients.

Their goal is to “graduate” the borrower from the loan with a stronger business and a smarter business owner. Bossom says that some of the business owners who come to these lenders don’t even have a balance sheet or an inventory count, and they still have a 90 percent success rate at the end of a two-year period of working with them.

The most prominent micro-lender in my area is Mercy Corps International.

There are several others, but they are all regional. Each area will have its own micro-lenders, and you can get information on who they are and how to contact them from your local SBA. There are also many less conventional options. I am not referring to the “nontraditional” (yet somehow, very common) methods of getting cash for business: putting debt on credit cards, taking out a second mortgage, emptying your retirement fund or merchant cash advances. I am talking about options that can make your business stronger – your future stronger – and will give you a long-term plan, not a short-term reprieve that will quite often incur long-term stress.

Crowdfunding and locavesting I have personally been very interested in the crowdfunding that has been happening in communities for art projects, community projects, getting musicians capital to record and produce their work, and even, yes, to help entrepreneurs launch and strengthen their businesses. We have seen a few businesses in our industry go through the process, and I have to admit

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(continued on page 14)

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to having mixed emotions about it. We want to believe that capitalism is a sort of market Darwinism – that the strong survive and the weak perish.

Honestly, crowdfunding feels like asking other people to pay for you to pursue your dream. I contemplate a world where in every community, small business owners ask their community to get behind them in a big, real, meaningful way – and they do.

That is a very pleasing picture to me.

I have gone around in circles, but here’s where I have come down to: Crowdfunding is a great option. People will give money to your cause only if they believe in it, so you’d better have a clear vision and be a person they feel good about putting their faith in. You also need to be courageous and tenacious.

There is a lot of pride in having your community get behind you and vote you into existence with their dollars, but you

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first have to be willing to put your pride aside and ask for that.

Right now, in the U.S., crowdfunding is almost exclusively done with gifted funds that won’t be paid back. Two of the most prominent crowdfunding sites are Kickstarter (kickstarter.com) and Crowdtilt (crowdtilt.com).

There is a big push to make it possible to do locavesting, where investors can choose to invest in their local businesses in small or large amounts and have the opportunity for returns, just like with a traditional investment portfolio. It would look a bit like a real estate investment trust on the outside. Changes have come in the regulations, through the JOBS (Jumpstart Our Business Startups) act, but there is much concern that they may allow bad actors to skirt securities laws and defraud investors.

William Galvin, secretary of the

Commonwealth for Massachusetts, sent a letter to the U.S. Securities and Exchange Commission identifying crowdfunding’s potential pitfalls. Galvin writes: “While this picture of the potential benefits of crowdfunding is undeniably attractive, as regulators we must be vigilant that the exemption will not become a tool for financial fraud and abuse …

Unscrupulous penny stock promoters have used misrepresentations to market obscure and low-value stocks to individuals, often through pump and dump schemes. These kinds of fraud operators have not gone away.”

In short, lock up granny’s pension, the wolves are free to prowl. The UK has made great strides with local or causebased investing, but it is highly regulated and involves a careful vetting of the investors as well as the fundraisers.

One non-profit organization, Kiva,

provides loans to individuals and small businesses around the world from individuals through its websites, Kiva (kiva.org) and KivaZip (zip.kiva.org). Kiva’s original mission was focused on alleviating poverty through micro-lending, and they have made over 600,000 loans since 2005. The newer KivaZip is more focused on helping entrepreneurs access affordable borrowing. The details of how the two sites operate are slightly different, but essentially they both facilitate no-interest loans, generally quite small (typically $500 to $15,000), funded by individual borrowers who pledge in small amounts – often as little as $25.

Loans from both organizations currently charge no interest to borrowers and pay no interest to lenders, which is how they are able to operate outside of current securities regulations. Given that there is no monetary return, there is very much a social aspect to this model – the “returns” to the lenders are in helping to create a world they believe in (sound familiar?). _________________________________________________________ So, it would seem, there are still lots of places to look for funding, even in these cash-crunched times. If you are in need, get out there and make a few phone calls. Cathy Wagner says that one of the biggest issues with a small business getting the help that it needs is pride. We are all pretty hard on ourselves and tend to equate success with merit, and failure with stupidity and fault. Sometimes all we really need is to get a little help.

If “bailouts” are good enough for the major banks and auto manufacturers, surely they are good enough for us on Main Street.

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October 2013 15

Cash-Crunched?

For Business Financing, Keep Asking and Be Creative

by Mary Sisson, Kazoodles

hen you’re strapped for cash, going to your bank for a loan isn’t as easy as it used to be. Cathy Wagner, owner of Retail Mavens, urges small business owners to think outside the bank. To jumpstart your creativity, here are some of her ideas.

Go online Sites such as On Deck (ondeck.com) and Kabbage (kabbage.com) offer loans quickly – advertising turnarounds from five minutes to two days – and without the tedious dredging up of financial minutia banks require. But before you say “yes” to an online loan service, be sure you know exactly what the terms will be.

The people behind Kabbage told Wagner that the interest they charge

depends on the applicant’s credit score and what they need. On Deck advertises an average of 15 percent of the total loan.

Think local In Chicago, Bolstr (bolstr.com) connects investors and local businesses, developing networks of supporters who have good reason to see those businesses grow. Unlike crowdfunding sites like Kickstarter, Bolstr is about loans, not gifts. Regional legalities may dictate whether loans are allowed through crowd sourcing.

“What they’re looking to do is create a story” about the business and its place in the community, Wagner says of Bolstr. It’s focused on helping healthy and growing businesses, not struggling ones.

In my community, Pub Talk is a regu-

lar networking event designed to connect entrepreneurs with investors. Inspired by TV’s “Shark Tank,” in which startups compete for funding from wealthy investors, many communities are taking the idea local.

Be glad you’re in toys “The thing that’s so unique about the toy industry,” Wagner says, “is the willingness of vendors to partner with stores.”

She works with all kinds of stores, and she hasn’t found this kind of relationship in any other industry. “I think it’s because of ASTRA, absolutely,” she said.

When cash stops flowing, the biggest problem stores have is waiting too long to get help. “Ego gets involved. You have to swallow your pride and just ask.”

Vendors sometimes are willing to (continued on page 18)

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(continued from page 16)

work out terms, such as the store paying the vendor a portion of the bill every week. Other times, a sales rep or vendor may have excess inventory to get rid of and offer it to the retailer. The retailer and vendor split the money it generates.

Talk to your landlord If your rent is above 10 percent of your sales, try negotiating with the landlord. One idea: Pay a percentage of the year’s rent each month corresponding to that month’s average percentage of annual sales.

Use your assets What can you liquidate to get cash?

Wagner recommends making a big, huge deal of a clearance sale. She doesn’t recommend a percentage off everything, because the good stuff goes and has to be reordered.

Do you have a garage full of fixtures you could sell?

What about your knowledge? A boutique owner offered her customers the opportunity to go with her to Paris and take

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advantage of her expertise to order clothes directly from the design houses. She sold a couple of $10,000 and $20,000 packages, which looked like bargains compared to the $50,000 package she also offered.

“Why couldn’t you offer some kind of package for a customer to go to Toy Fair with you?” Wagner asks. “You take for granted all the knowledge you have about toys. How can you sell that knowledge? You’re only limited by what you can think of.”

Ask friends and family Wagner almost went bankrupt twice when she owned a children’s store. She put her pride aside and asked family members. One was willing to invest in her, and they signed a legal contract.

One of her Retail Mavens clients needed cash to move her store. One of her best customers figured that the previous year she’d spent $6,000 in that store. The customer offered to hand her a check for $6,000 payment in advance for $6,000 in

inventory over the course of time.

About those banks “It’s much more difficult and more tedious than it’s ever been” to get a bank loan, Wagner says. “You have to just keep asking.” Banks have different requirements for different types of loans, so if one bank, even your own bank, doesn’t work, try another. And another.

Make sure it’s worth it “Financing can sometimes be a BandAid,” Wagner says. “Make sure the wound you’re fixing can be healed.” _________________________________ At the end of the day, financing is all about coming up with extra money, she says.

Instead of walking into a bank and coming out with $50,000, you might need 10 sources with $5,000 each. “You may have to do a lot of little things to get your solution.”

ASTRA

DO YOU HAVE A STORY TO SHARE? Part of ASTRA’s strength lies in the willingness of members to share their experiences. In the January ASTRA Newsletter, we’ll feature the stories of members – retailers, manufacturers or rep firms – who found unconventional ways to dig up cash when they needed it.

If you have a story to tell, please contact Mary Sisson, editor, mary@kazoodlestoys.com.

20 October 2013

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10 Holiday Considerations

by Doug Fleener, retail and customer experience expert

Consider these 10 things before the holiday season begins.

1.

If you don’t open early on Black Friday, think about promoting that fact in your newsletter and on Facebook. That’s right – promote not opening early. True, some customers like the ever-earlier Black Friday openings, but many people are unhappy about the impact Black Friday sales are having on Thanksgiving. Why not promote the fact that you don’t open early so your staff can enjoy Thanksgiving with their families? I suspect that will resonate with a lot of people. (continued on page 24)

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(“10 Holiday Considerations” continued from page 22)

2.

3.

Consider spending time getting all your paperwork up to date, filed and out of the way. Who wants to start the holiday season already behind schedule?

Consider meeting one-on-one with each employee now, before it gets busy. Identify an area of focus and growth for each individual to work on this holiday. And don’t forget to show your appreciation before things get busy!

4.

If you haven’t already done so, brainstorm a list of Facebook posts to have ready on slower days during the holiday season.

5.

Consider pre-wrapping more of your best sellers so they’re ready to go. It’s a lot easier to add them on to a purchase when you can just drop the package into a bag.

6.

Consider roleplaying key holiday selling strategies with each employee today. I particularly recommend working on selling on (not stopping the sale) and showing multiple products at the same time.

7.

Consider knocking out the rest of the year’s staff schedules. Yes, you’ll probably have to change and tweak them as the season goes on, but it’s a lot easier to build a schedule now than after a long day at work in December.

8.

Consider assigning someone to get the back room ready for the holidays. It can get a bit sloppy with all the extra products coming in, and the more organized the back room, the easier it is to keep the store stocked and ready for the sale.

9.

Have you considered decorating the back room and break area for the holidays? Why not post some holiday themed motivational messages, put up a holiday sales goal board and redo the bulletin board?

10.

If none of these grab you, why not consider taking the day off? Nothing wrong with a little extra R&R before the holiday starts. Or perhaps someone on your staff would love to leave early for the day.

So let me ask, what else should you be considering to have a highly successful holiday?

24 October 2013

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astratoy.org

Getting Good at Social Networking Practice, practice, practice

A

Q. What is your best retail tip to share with other toy store owners to prepare for the fourth quarter?

• “Breathe! Instigate some fun.” – @DurangoToyDepot via Twitter • “Stock up!!” – Katherine O. McHenry via Facebook

Q. How are your fans engaging? Have you checked out your new Facebook insights? What types of posts are the most popular?

• “Leave a Zucchini on Front Porch Day” photo was most popular. Nothing to do with toys. – @kazoodlesmary via Twitter

▼▼

fter ASTRA’s webinar on using Facebook, Caryn Giznik, membership and communications specialist, tossed out some questions to ASTRA members for practice in engaging in social media.

Here are a few answers.

1

Start promoting your Facebook posts now to keep your fans engaged, so when the holiday season approaches it is more likely they will see your posts and offers. You can boost a past post or event. Simply click on the boost post button for as little as $5.

2

Are you all wrapped up in holiday sales?

Schedule your social media content.

Up

To schedule content on Twitter follow these steps. ✓ If you don’t have Hootsuite yet, get it. It’s free. You can connect to your Twitter and Facebook accounts. ✓ Once you add your accounts you can schedule a post. ✓ Simply click in the text box above your stream. ✓ Type in your tweet. ✓ Be sure to select which social media outlets you want this to appear in. ✓ Click on the calendar to select your date and time, and click “Schedule.” ✓ Voilà, your post is scheduled.

te

5 social media tips for the holiday season

da

Pro mo te

To schedule content on Facebook follow these steps. ✓ Type your status update into the text box. ✓ Once finished, click on the clock in the bottom, lefthand corner. ✓ Choose the date and time you would like the post to go live. ✓ Click “Schedule.’”

Sch ed ule

▼

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I n s pir at

Make this your cover photo!

io

Audit your Facebook page. Do you still have a photo of kids playing at the beach? Regularly update your cover photo. Make sure it matches an in-store event or offer – but keep your profile image recognizable to your brand.

Your cover image must be 851 pixels by 315 pixels. Psst …

ASTRA has one just for Neighborhood Toy Store Day, so no need to create one on your own. Visit astratoy.org/ntsd.asp to download.

n

▼▼

3

4

Like your neighbors! Build your fan base in your community by liking other local business and sharing their status updates.

5

Don’t have time to write content to share? Get inspiration by visiting The Woohoo! Factor at yourneighborhoodtoystore.org.

The blog is updated every week with fresh new content for your customers.

ASTRA

26 October 2013

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d Products r a Aw ing n Win T O Y S

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Phone (800) 542-6375 Fax (415) 931-5250 Sales@SmartToysandGames.com

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Twilight Turtle Tunes

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with Bluetooth Technology. Mix custom sounds & light to create a magical sleeptime environment. ®

cloudb.com follow us on

Stores Plan Early to Make

MEMORABLE Left: Face painting brings out the friendly monster in this guest at Le Jouet in Metaire, Louisiana.

Below: Concentrate, concentrate! Perplexus presents a challenge at Timeless Toys in Chicago.

30 October 2013

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s it Neighborhood Toy Store Day or have we just entered Cloud City? At Child’s Play in Portland, Oregon, it may be hard to tell.

Events Coordinator Megan Elbert tapped the talents of the Cloud City Garrison, a Star Wars Imperial costuming club, after she saw them appear at Free Comic Book Day. “Kids love Star Wars, so we figured our customers would love meeting Star Wars characters,” she says.

Kids can come in costume and take photos with their favorite characters. They can munch on Star Wars treats and snacks from another local business. They can win a prize in the annual toy walk – like a cake walk but with toys – and feel good knowing that a percentage of the day’s sales will be donated to a local charity.

I

(continued on page 32)

Favorite toys sold at Golden Apple became favorite carnival games at the 2012 Neighborhood Toy Store Day. The carnival theme was such a hit the store is repeating it this year.

(“Stores Plan Early to Make NTSD Memorable” continued from page 30)

If Star Wars is magic to some kids, to others nothing’s more magical than a magician. Dave Campbell of Amazing Toys in Great Falls, Montana, has invited local magician Eric Spragg to entertain for the second year in a row. Last year’s NTSD garnered attention from a local TV news station.

The prize winner at The Toy Place in Longview, Texas, will get a two-minute shopping spree with a Melissa & Doug shopping cart. Owner Brenda Allegrezza will introduce the “It’s a Grinch Christmas” theme with lists the kids can fill out for the Grinch when he comes. She’ll conveniently keep them on file for the Grinch and any parents who might care to peek. Christmas tattoos and crafts will round out the day.

There’s nothing Grinchy about the carnival theme at Golden Apple Learning Store in Pleasanton, California. Owner John MacDougall is repeating last year’s fun with toy-related feats of skill and games of chance, including a Faux Bow Turkey Shoot that includes a Folkmanis puppet. That was a big hit last year. The first 25 kids to arrive will get prize bags.

“Under that big top we throw in lots of other sideshows,” he says. “Just Jump It has come out for the last few years to host a double dutch demonstration.”

Becky Pfeil in Homer, Alaska, tries to have as many Best Toys for Kids on display as she can at Timeless Toys. Each item has a number, and customers vote for their favorite. At the end of the day, five names are pulled, and those five people win whatever toy they voted on.

Tallying the votes gives Pfeil good feedback to see what she really wants to promote for the holidays, based on the local input.

Meanwhile, in Jackson, Michigan, Phil Wrzesinski of Toy House and Baby Too will be doing a LEGO contest and a Red Toolbox Play Day, among other activities. He’s marketing the day as a “looking trip” for the kids, who will get to make lists for Santa. (continued on page 34)

Above: Balloon animals are a Neighborhood Toy Store Day hit at Children’s World & Children’s World Uniform Supply in Sarasota, Florida.

Right: Wikki Stix brings out the creativity of young customers at Children’s World & Children’s World Uniform Supply.

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How to Make Neighborhood Toy Store Day the Best 1. Offer something out of the ordinary, whether a performer, an activity or a theme.

2. Highlight products. Give demos of new toys or kits. Play games.

Whatever the activity, center it around the great toys you sell.

3. Give take-aways. ASTRA manufacturers are offering products to use as prizes or in goody bags.

Everyone loves to get something for free, and this is a great introduction to toys they may not have tried.

4. Capture customers’ information.

Prize drawing entry forms can serve a dual purpose.

5. Involve other local businesses.

Whether serving locally made cupcakes or offering a coupon to a nearby store, emphasize the importance of shopping at local, independent businesses.

6. Benefit a charity. You might host a toy drive for an organization that serves local kids or give a percentage of the day’s sales; either way, this emphasizes the “neighbor” in Neighborhood Toy Store Day. 7. Invite a toy inventor or author to your store for demonstrations or readings.

8. Use the materials ASTRA provides.

What other day of the year has mommy bloggers, TV stations and national press all focused on the difference you make in your neighborhood? Take advantage of it.

Right: What makes a neighborhood toy store special? Getting to touch the toys, like at Launching Success Learning Store in Bellingham, Washington.

(“Stores Plan Early to Make NTSD Memorable” continued from page 32)

Melissa Tennille and Valla Wagner have silhouette artist Kerry Cook coming to Teaching Toys, Too in Gig Harbor, Washington.

In their Tacoma store, Teaching Toys and Books, Roland Carette-Meyers from Seattlebased Eye Can Art will be doing a play day.

They’re also looking into Sub Zero Ice Cream, a science experiment kids can eat.

Todd Anderson at Hub Hobby in Minneapolis, Minnesota, plans to have a ball giving balls away. He picked up the Inflation Station from FS-USA and will give free balls to kids 12 and under. Grownups will get a “bounce back” coupon for Black Friday, and anyone who wants one will get a glitter tattoo. Hub Hobby will also set up a slackline challenge.

Inspired? Make your own magic for the kids in your area. And know that the word is out around the country: On November 9, your neighborhood toy store is the place to be.

Below: A huge Wikki Stix piece of art is a group effort at Launching Success Learning Store.

ASTRA

The Magazine For People Who Sell Toys

You Deserve a

FREE SUBSCRIPTION

Sign up today at edplay.com 34 October 2013

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The premium doll brand designed in France

Perfectly sized, Delicately scented,

©Benoît Teillet

Little ones will fall in love.

© 2013 Corolle, Inc. - PO Box 628008, Middleton, WI 53562-8008 - USA - 1-800-214-9711 - www.corolle.com Corolle and associated trademarks and trade styles are owned by Corolle, Inc.

Neighborhood Toy Store Day Manufacturer Specials FREE GIVEAWAYS Blue Orange Games Florian@blueorangegames.com blueorangegames.com 415-252-0372 Contact us to request your free NTSD Kit filled with sales tools and giveaway items.

You’ll get 50 Spot it! and 50 Ooga Booga discovery packs, four Ooga Booga staff buttons, 40 temporary tattoos, Spot it! and Fastrack tournament kits, one Fastrack demo, a 20 Express coupon and a fabric banner while supplies last.

HABA USA Ashley Ware Ashley@HABAusa.com HABAusa.com HABA is excited to support Neighborhood Toy Store Day! The first 50 ASTRA members to contact HABA will

receive a promotional package of the following: 25 HABA paper bags (cute bear image), 25 HABA personalized pens, 50 HABA toys and games fliers, and five pieces of The Vanished Coin – Magic Top Hat tin game!

Jax Ltd. Paul Weibel pweibel@jaxgames.com skazooms.com Jax Ltd. is offering a SkaZooms demo kit and SkaZooms raffle prize tote stuffed with SkaZooms and accessories. Retailers of SkaZooms: Just ask, we’ll send – FREE! New SkaZooms retailers: Get on board and enjoy 10 percent savings on your initial SkaZooms order. Free raffle prize and demo kit included!

The Orb Factory Damien Crocker orders@orbfactory.com orbfactory.com The Orb Factory is excited to support another fantastic Neighborhood Toy Store Day! This year, we’re offering your choice of three Special Play Day Kits not featured in our catalog, while supplies last. To learn more, please contact your rep or The Orb Factory at orders@orbfactory.com.

Peaceable Kingdom Ash Dyer NTSD@peaceablekingdom.com peaceablekingdom.com Get crafty this Neighborhood Toy Store Day! The first 50 ASTRA members to email Peaceable Kingdom will get two free (continued on page 38)

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(“NTSD Manufacturer Specials” continued from page 36)

Foil Art Play Day Kits. The Play Day Kits contain enough Foil Art materials for 24 children, craft instructions and a customizable flyer template.

Stix! One hundred will be given to each store to use as bag stuffers or giveaways.

Also included for a holiday play day are make-and-take ornaments and tree, all to decorate with Wikki Stix, and all for free!

Recent Toys USA Joey Pena joey@recenttoys.com recenttoysusa.com Recent Toys will be providing Neighborhood Toy Store Kits for all stores participating in Neighborhood Toy Store Day. Kits will contain signage and five to seven of our most popular brainteaser puzzles for store associates to run timed contests for visiting guests. Prizes provided include five $5 store gift cards to be redeemed on Recent Toys purchases and Recent Toys products to be given away as grand prizes.

Wikki Stix Kem Clark kclark@wikkistix.com wikkistix.com Kick off the holiday season with a holiday craft flyer and sample pack from Wikki

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OFFERS WITH PURCHASE American Educational Products LLC Katie Dugan Kdugan@aemp.com amep.com Use your coupons by the end of the year!

Each coupon may be used once.

• 10 percent off of an order over $200 *Code COUPON1* • Free Freight on an order over $300 *Code COUPON2* • 15 percent off an order over $500 *Code COUPON3* • Free Freight on an order over $500 *Code COUPON4*

Crorey Creations dba Choose Friendship Jena Smart jena@myfbm.com 866-693-2648 Place an order from now until October 31 to receive a free demo unit of your choice and 12 refill kits for an exciting makeand-take event! Make this NTSD your best yet!

eeBoo Emily Levitt emily@eeboo.com eeboo.com 212-222-0823 Add some sparkle to Neighborhood Toy Store Day! During the month of October, all ASTRA accounts can receive 18 free packs of Carnival Glitter Glue (a $58 value) on orders over $300. Use the glitter glue for in-store events or as a giveaway!

Interested in hosting an eeBoo crafting event? Visit our blog, blog.eeboo.net, for tons of crafting ideas and instructions – then give us a call to talk about free crafting materials. (continued on page 40)

Dedicated to Specialty (only, and always!)

HABA provides specialty stores the best European brands, all with one order. For 75 years our wooden baby & toddler toys and board games have been designed by our designer family and manufactured at HABAâ&#x20AC;&#x2122;s headquarters in Bad Rodach, Germany!

- mobile wooden toys

Ph: 1-800-468-6873 www.HABAusa.com

Request your free HABA catalog!

(“NTSD Manufacturer Specials” continued from page 38)

Fun Q Games Jeanine Calkin jcalkin@funqgames.com funqgames.com Buy 11 Befuzzled games at wholesale and get the 12th game for free.

The 12th game can be used as a giveaway at your store. All first-time orders will also receive a free demo.

Kickboard USA orders@kickboardusa.com kickboardusa.com Kickboard USA will be offering ASTRA members one free demo with a minimum order of four scooters. Now your customers can try it before they buy it! (Valid on one order October 1 through November 9, 2013. Limit one free demo per location.) Happy Neighborhood Toy Store Day!

PlanToys Inc. Jay Chanthalangsy marketing@plantoysinc.com info@plantoysinc.com plantoys.com PlanToys is offering an ASTRA member exclusive for Neighborhood Toy Store Day! Order a total of six Monkey Bowling (5653) or Meadow Ring Toss (5652) and receive one free of either game for demo purposes, along with three sets (18 pieces) of Modern Vehicle (4341) and one Tower Pounding (5303) free!

Tree Hopper Toys Eric Siegel eric@treehoppertoys.com treehoppertoys.com We’re thrilled to take part in NTSD by providing our American-made toys! We’re offering three free sets of Match Stacks and five free Wooden Yo-Yos to be used as demos or giveaways, with any order over $300 that includes those items. Orders must be placed by October 15.

Wowopolis Ari Weinstock customerservice@wowopolis.com wowopolis.com Receive a free demo game of our award-winning Sound It! Found It! with each case. That’s six games for the price of five. Please use code “NTSD” when ordering. Post a picture or tweet of the game before December 1 and receive FFA on your next order of Wowopolis products!

USAopoly order@usaopoly.com usaopoly.com 888-876-7659 Add some fun and laughter to your store during Neighborhood Toy Store Day with USAopoly’s award-winning, family friendly games!

Receive a demo game with a minimum first-time order of 12 games (Telestrations, Tapple, Ratuki or CrossWays). Game may be played in store or used as a prize during Neighborhood Toy Store Day. ASTRA members: Ask your salesperson for member special. Order must be ASTRA placed by October 15.

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HURR LimiteY! Ticket d Availa s ble.

ASTRA’s

Sunday, February 16, 2014 from 6:30pm – 9:30pm Naples 45 200 Park Avenue at 45th St. The American Specialty Toy Retailing Association’s signature event will be held at Naples 45 during Toy Fair 2014. Located in Grand Central Station, ASTRA’s new location is bigger and better than ever! This event is open to anyone who sells or makes toys and play products. The cost to attend is $75.00 for members and $160 for non-members. Bring your appetites because your ticket includes a three hour open premium bar, butler passed hors d’oeuvres and a dinner buffet.

Sign up early so you don’t miss this fabulous evening with your colleagues and friends in the specialty toy industry.

Register today at www.astratoy.org/astra-at-toy-fair.asp or call 312-222-0984.

REGISTRATION TICKET PRICE (circle one) FIRST NAME

LAST NAME

MEMBER PRICE

NON-MEMBER PRICE

$75

$160

$75

$160

$75

$160

$75

$160

$75

$160

$75

$160

TOTAL CONTACT INFORMATION COMPANY

ADDRESS

CONTACT

CITY, STATE, ZIP

PHONE

FAX

E-MAIL ADDRESS

Please check one: = ASTRA Member

= Non-Member

PAYMENT INFORMATION = Check (made payable to: ASTRA)

= Visa

= MasterCard

= American Express

NAME ON CARD ACCOUNT NUMBER CVV NUMBER

EXPIRATION DATE SIGNATURE

✗

mm/yyyy

Please make checks payable and return payment and form to:

ASTRA, 432 N Clark St., Suite 205, Chicago, IL 60654 | P: 800-591-0490 | F: 312-222-0986

… AND PRIZES UE UNIQ

Smart

Clever

l a c o L

WooHoo! Toys

YAY!

Cool

y t l a i Spec 44 October 2013

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hy do folks like shopping at their neighborhood toy store? Well, for starters, there’s this trip to Cancun they can win.

For oh so many more reasons, check the heartshaped graphic. It’s made up of words moms have used to describe why they love their neighborhood toy store.

Then hop online to yourneighborhoodtoystore.org and click on the link to I b My Neighborhood Toy Store. This campaign bridges the gap between the announcement of ASTRA’s Best Toys For Kids and Neighborhood Toy Store Day, offering consumers a reason to stay engaged with ASTRA’s Woohoo! Factor website and their local toy store.

“It’s a call to action campaign for consumers to click through to win prizes,” explains Shara Benison of Child’s Play Communications. That’s the firm that’s helped ASTRA put Best Toys For Kids and Neighborhood Toy Store Day in the national spotlight.

I b is “a timely, trendy phrase,” she says. The campaign will have its own landing page on the Woohoo! website, where consumers will find a host of reasons to shop local and a way to enter the contest.

Retailers will have plenty of support to get the word out about the I b campaign. ASTRA will provide cover photos for both Facebook and Twitter, sample Facebook and Twitter posts, the logo and e-graphics, and coloring sheets for children to color in their stores. Hanging the coloring sheets is a great way to draw attention to the campaign.

ASTRA manufacturer members have stepped up with prizes sure to lure consumers to the site. Thomas & Friends offers a trip for a family of four to vacation at the Hard Rock Hotel in Cancun, Mexico, where there’s a Thomas-themed playroom for children.

International Playthings offers a basket of Kidoozie, Calico Critters and Early Years products. Playmobil is giving two shopping sprees of Playmobil toys at the winners’ neighborhood toy stores.

In addition, one entrant will win a gift basket of toys from the 2013 Best Toys For Kids awardees to be sent to the winner directly.

Winners will be announced on Neighborhood Toy Store Day November 9.

The I b My Neighborhood Toy Store campaign grew out of the question, “What can we do beyond the one-day NTSD experience?” With ideas from ASTRA staff, volunteers and Child’s Play Communications, “it naturally evolved,” Benison says.

It’s expected to resonate with the media, attract moms and be on-trend with influencer moms (i.e. mommy bloggers).

In other words, this heart is on track to go viral.

ASTRA

W

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Save the Date for Meet and Greets ASTRA and Brixy Pre-Party

If you enjoy making traditional potholders you’ll love making these!

4HKL PU [OL <:(

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Design & Create Larger Potholders with . . .

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Välkommen!

Be among the first to welcome the Rubens Barn family of dolls and accessories to the U.S. market.

Please visit us at Booth 4235

rubensbarndolls.com 877.908.5934 Now through 10/31/13

free freight on orders of $250 or more plus 5% off orders of $1,000 or more 46 October 2013

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Join us for a pre-party mixer at the ABC Kids Expo in Las Vegas, Nevada, Wednesday, October 16, from 5:30 to 7:30 p.m. This new event is co-sponsored by ASTRA and Brixy.

All members attending the ABC Kids Expo are welcome. It’s the perfect place to meet new friends and old before heading out for a night on the town. Reservations are not required – just show up.

Look for the mixer poolside at the Marriott Renaissance Hotel, 3400 Paradise Rd. (adjacent to the Las Vegas Convention Center).

ASTRA Mixer in Las Vegas On Sunday, December 8, join manufacturers and sales representatives in Las Vegas for an informal ASTRA meet-and-greet from 7 to 9 p.m., location to be determined. All manufacturers and sales reps attending the December sales meetings are invited, and no reservation is required.

ASTRA’s Night in New York Join us for ASTRA’s Signature Event at Naples 45 from 6:30 to 9:30 p.m. Sunday, February 16, where the specialty toy industry gathers for food, drinks, music, and the opportunity to meet and connect with new and old friends. ASTRA’s NEW location is bigger and better than ever before with plenty of room to grab a corner booth, cozy up to the bar or join a table of friends over authentic Neapolitan pizza and delicious Italian cuisine.

ASTRA members can attend the party for $75 per person, which includes an open premium bar, butler-passed hors d’oeuvres and a four-course dinner buffet with dessert.

Registration opens in November. Check astratoy.org/astra-at-toy-fair.asp for more information.

Naples 45 is in the MetLife Building at Grand Central Station, 200 Park Ave., between 43rd and 44th streets.

ASTRA

ASTRA Welcomes Its Newest Manufacturer Members Brodmann Blades Corp./Hit Mit North Bergen, New Jersey thehitmit.com Hit Mit, the “hands-on” paddle ball game in six vibrant colors, provides endless fun and fitness in one. Its onesize-fits-all volley mitt is worn like a glove over either hand, allowing for quick learning, ultimate ball control and ball feel – transforming the player’s hand into a paddle.

FireFox Toys LLC Tallashassee, Florida firefoxtoys.com FireFox Toys is a new company that specializes in hand-tossed products for kids and adults. Our namesake FireFox glider and our Skyfire and Blaze gliders are flexible, durable, EPO foam gliders capable of simple flight and acrobatic stunts. We will be introducing new products that take flight farther and higher using hand-propelled motion. Kids can learn the basic principles of flight playing with our products, while adults are challenged learning acrobatic stunts. FireFox Toys – where play is in the air!

Fliptomania Berkeley, California fliptomania.com Everybody loves flipbooks, those little books that let you play a movie in your hands as you flip the pages. We believe toys should fascinate, inspire and teach chil-

48 October 2013

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dren (and adults) without the need for screens, batteries or even electricity. Enjoyed by thousands for over 15 years, Fliptomania flipbooks and DIY flipbook kits provide classic fun that never fails to get a “Wow!” Gollnest & Kiesel KG Santa Monica, California chalaisassociates.com Gollnest & Kiesel is a German toy manufacturer offering four lines in the U.S. that are specifically intended for the specialty toy market: Holztiger handcrafted wooden figures of animals and people; Heimess wooden baby items made primarily by hand; Goki wooden toys, games and puzzles; and Anker manmade stone building sets.

Green Kids Club Inc. Idaho Falls, Idaho green-kids-club.com Green Kids Club is designed to teach young children the importance of environmental stewardship through picture books. The series was developed to teach children the importance of protecting habitats to sustain ecosystems, animal life and human life.

Difficult environmental issues that impact animals and human interaction are brought into the storylines. Examples include habitat encroachment, poaching and animal extinctions. We are also developing a plush toy line which will be out late this fall. (continued on page 50)

(â&#x20AC;&#x153;ASTRA Welcomes Its Newest Manufacturer Membersâ&#x20AC;? continued from page 48)

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50 October 2013

Knucklestrutz Salt Lake City, Utah knucklestrutz.com KnuckleStrutz is the latest and most innovative construction toy on the market. With solid connections and moving joints, each piece can be connected in unlimited ways. Dynamically morph, transform or reshape your creations while still connected.

KnuckleStrutz encourages endless creativity and imagination for your child.

Love & Fleece LLC Tarpon Springs, Florida loveandfleece.com Love & Fleece manufactures products for their Lamby Lambpants brand, including picture and audio books, online media, and an uber-cute plush lamb in cuffed pants. Sporting a patch over a wound inflicted by the family dog, Lamby becomes a constant companion for young children, especially those with special needs, and teaches self-acceptance.

Rosie Ruth, Inc./Kippah Kantor Frisco, Texas kippahkantor.com Kippah Kantor was started in 2012 in Frisco, Texas. Kippah Kantor Hanukkah is composed of a book telling a story of the appearance of a Kippah Kantor and an adorable Kippah Kantor doll. Kippah Kantor magically visits during the Hanukkah season, appearing when kids and families do good deeds.

Rush3 LLC Mount Pleasant, South Carolina rush3studio.com Rush3 Product Design Studio is inspired by simplicity and fascinated by function. Our latest patented product to be introduced to the market is Chomp Stix, a child-friendly version of chopsticks inspired by Rushâ&#x20AC;&#x2122;s son. Made in the USA from FDA-approved polypropylene, Chomp Stix are food fun for little ones!

Workman Publishing New York, New York workman.com Workman Publishing is the innovator of many childrenâ&#x20AC;&#x2122;s books, among them Safari, A Photicular Book; Gallop Scanamation; Unlikely Friendships; Sandy Boynton board books; Unlikely Loves; and Brian Quest Decks and Workbooks. Make sure we are part of your holiday assortment.

Yasutomo Art & Supply & Origami South San Francisco, California yasutomo.com Yasutomo Art & Supply & Origami features the Niji brand of affordable, quality art supplies, plus Y&C Authentic Origami Papers both used by children and grownups alike. All our products work great and comply with industry testing requirements.

Yasutomo has been the choice of teachers, parents and children for decades. The Yasutomo website uses Shopatron for their online store. Please call Christine at 800-237-3674 for toy product information, pricing and specials.

ASTRA

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astratoy.org

New Members If any of the information below is incorrect, ASTRA truly apologizes. Please contact us immediately at info@astratoy.org.

RETAILERS Bookshop Santa Cruz Casey Protti 1520 Pacific Ave. Santa Cruz, CA 95060 (831) 423-0900 Fax: (831) 423-8371 casey@bookshopsantacruz.com bookshopsantacruz.com EcoManiacs Rebecca Klinger 74 S. La Grange Rd. La Grange, IL 60525 (708) 469-7618 Fax: (708) 469-7640 rebecca@eco-maniacs.com eco-maniacs.com Entertrainment Junction/Junction Hobbies & Toys Don Oeters 7379 Squire Ct. West Chester, OH 45069 (513) 898-8000 Fax: (513) 898-8080 doeters@entertrainment junction.com Fancy Pants Boutique Eileen Sanchez 540 Carlsbad Village Dr. Carlsbad, CA 92008 (760) 230-8780 fancypantsboutique@live.com FGD Enterprises LLC Daniel Fager-George 18223 Coral Isles Dr. Boca Raton, FL 33498 (561) 901-9031 dfagergeorge@yahoo.com Gecko Trading Company Kerry Tichenor 2042 Bonnie St. Boca Raton, FL 33486 (561) 414-1068 pinky@Bocasweets.com BocaSweets.com 52 October 2013

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Learning Treasures Carol O’Donnell P.O. Box 5086 Bloomington, IN 47407 (855) 332-6777 info@ltreasures.com ltreasures.com Little Sparrow Toys Hazel Roos 3039 NE 92nd St. Seattle, WA 98115 (206) 953-1123 hdamian@comcast.net Oh, Know! The Knowing Place Mary Grillo 7227 N. High St., Suite 109 Worthington, OH 43085 (614) 560-7467 Fax: (614) 505-3547 marygrillo@theknowingplace.com theknowingplace.com Parent-Teacher Stores USA Inc. Stan Young 101 Vanderbilt Ct. Bowling Green, KY 42102 (270) 846-2209 Fax: (270) 846-2211 pts@parentteacherstoreusa.com parent-teacherstoreusa.com Perfect Gifts South Beach Perry Martino 1516 Washington Ave. Miami Beach, FL 33139 (305) 397-8097 Perry@perfectgiftssobe.com perfectgiftssobe.com Sloan’s Carol Kamenstein 1652 Mercer Ave. West Palm Beach, FL 33401 (561) 762-5515 Fax: (561) 655-1709 avoid6@aol.com sloansicecream.com

TATE’S Comics Inc. Tate Ottati 4566 N. University Dr. Lauderhill, FL 33351 (954) 748-0811 Fax: (954) 748-0811 emailus@tatescomics.com tatescomics.com

Can You Imagine Robert Lundquist 9314 Eton Ave. Chotsworth, CA 91311 (818) 727-1911 Fax: (818) 727-1911 bub@cyi.net cyi.net

L.E. Publishing Co Eli Kowalski 1420 Locust St., Suite 10F Philadelphia, PA 19102 (267) 847-9018 Fax: (215) 988-0401 elik@mykushka.com mykushka.com

The Dolphin Bookshop Judith Mitzner 299 Main St. Port Washington, NY 11050 (516) 767-2650 judith@thedolphinbookshop.com thedolphinbookshop.com

Firefox Toys LLC Franklin Bastos 1812 Thomasville Rd. Tallashassee, FL 32304 (850) 264-0122 Fax: (850) 671-2031 firefoxtoys@gmail.com firefoxtoys.com

Little Buster Toys Jeff Scott 7575 FR 2060 Purdy, MO 65734 (417) 268-9000 Fax: (877) 277-0642 jeff@littlebustertoys.com littlebustertoys.com

Fliptomania Mark Weissberg 2390-D Fourth St. Berkeley, CA 94710 (888) 396-5849 Fax: (866) 219-6221 sales@fliptomania.com fliptomania.com

Love & Fleece LLC Byron Patterson 9 Hibiscus St., Suite #8 Tarpon Springs, FL 34689 (727) 431-2682 byron@loveandfleece.com loveandfleece.com

The Sensory Shop Cassidy Todd 2246 Belmarie Cove Southaven, MS 38672 (901) 848-2025 cassidybrooks@yahoo.com Toyriffic John Kitler 1850 Apple Blossom Dr. Winchester, VA 22611 (540) 327-1759 jktravl@yahoo.com

MANUFACTURERS Brodmann Blades Corp./Hit Mit Abbe Daniel 131 Marks Pl. North Bergen, NJ 07047 (201) 456-9744 Fax: (201) 586-0232 abbe@brodmannblades.com thehitmit.com C. R. Gibson LLC Sherrie McCulloch 402 BNA Dr., Bldg. 100, Suite 600 Nashville, TN 37217 (615) 724-2900 sherrie.mcculloch@crgibson.com crgibson.com

Gollnest & Kiesel KG Marilyn Chalais 1127 15th St. #E Santa Monica, CA 90403 (310) 899-4400 Fax: (310) 899-1253 mchalais@earthlink.net chalaisassociates.com IELLO Stephan Brissaud 3722 Las Vegas Blvd. S., Unit 1211E Las Vegas, NV 89158 (206) 604-8365 stephan@iellogames.com iellogames.com Knucklestrutz Mark Martin P.O. Box 26513 Salt Lake City, UT 84126 (801) 466-2664 Fax: (801) 908-8888 markm@graceframe.com knucklestrutz.com

Monkey Business Sports Cole Larner 25 N.W. 23rd Pl., Suite 6-380 Portland, OR 97210 (503) 242-1283 Fax: (503) 242-1968 cole@monkeybusinesssports.com monkeybusinesssports.com Rosie Ruth, Inc./Kippah Kantor Cindy Hauk 2651 April Sound Frisco, TX 75033 (469) 855-0520 sales@kippahkantor.com kippahkantor.com Rush3 LLC Judy Dixon 308 Center St. Mount Pleasant, SC 29464 (843) 270-8943 judy@rush3studio.com rush3studio.com

Give the gift that that keeps keeps on on rolling. rolling.

Maxi Micro for ages 5-11 Mini Micro for ages 3-5 The award-winning Maxi Micro® kickboard was designed for elementary school-age kids.

The exceptionally glide and incredibly strong 3-wheel construction is similar The Maxi’s Mini Micro Kickboardsmooth is the quality scooter with an award-winning Swiss design.

Ideal to the popular ages Mini,3-5, for younger but the Maxi islow-to-the-ground tougher and cooler, andand features a curving for children the Mini kids, Micros’s 3 wheels, deck, gentle leanand carving actionbar that a little liketobeing on a skateboard and and-steer handle alliscontribute the stability that makesbut thewith Minigreater perfectcontrol for pre-schoolers maneuverability.

TheThe Maxi also has an extendable steering stick to 36in), andUsing is and kindergarteners. lean-and-steer design is what makes the(from Mini 24in unique and fun. available 2 steering options - theleft, Pilotkids stick for betterlearn curving andthe carving, or adeveloping traditional their bodywith weight to curve right and intuitively to ‘surf sidewalk’, TBar for easier balancing. more information, info@kickboardusa.com balance, coordination and For motor skills.

For morecontact information, contact KickboardUSA at info@ kickboardusa.com.

kickboardusa.com kickboardUSA.com

Teachable Moments Product Company LLC Sislena Ledbetter 14114 Riverbirch Ct. Laurel, MD 20707 (301) 325-5104 ledbetter.sislena@gmail.com Workman Publishing Marilyn Barnett 225 Varick St. New York, NY 10014 (212) 614-7737 Fax: (800) 344-3482 marilyn@workman.com workman.com Yasutomo Art & Supply & Origami Daniel Egusa 490 Eccles Ave. South San Francisco, CA 94080 (650) 737-8888 Fax: (650) 737-8877 christineburdine@gmail.com yasutomo.com Zorbitz Inc. Robin Heymsfield 5948 Lindenhurst Ave. Los Angeles, CA 90036 (323) 571-4944 Fax: (323) 571-0866 robin@zorbitz.net zorbitz.net

SALES REPRESENTATIVES Robb Prentice Hauck 212A Wilkinson Rd. Brampton, ON L6P-L7A (905) 455-5888 Fax: (905) 455-7888 robb@hauckhkg.com David Bisio North Atlantic Sales Associates 19 Crapo St. Taunton, MA 02780 (508) 822-6234 Fax: (508) 824-3564 davidbisio@yahoo.com ASTRA

54 October 2013

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INVENTORY CONTROL

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ity! v i t c A e x u l e ne D O n i y a l P e v i ginat a m I & e v i t a Cre To place an order contact your sales rep, or ALEX Sales: 800-666-ALEX orders@alextoys.com