ASTRA May 2015

2 May 2015 • astratoy.org

A S T R A’ S M A R K E T P L A C E & A C A D E M Y

THE WORLD OF

When inspiration hits Charlotte this year, Will you be there?

> Shop the FREE Marketplace, packed with rows of glorious TOYS to touch, shake, bounce, and roll. > Network with more than 1,000 of your closest friends (and 30+ speakers), ready to share tips and retail best practices. > Discover Brand new vendors, eager to delight your customers with next coolest toy you’ve never seen!

> Participate in Face-to-face, totally unscripted conversations that open up new avenues, solve your most pressing problems.

THE YEAR’S BIGGEST

GATHERING OF THE

SPECIALTY

TOY INDUSTRY JUNE 7-10, 2015

CHARLOTTE

NORTH CAROLINA

REGISTER American Specialty Toy Retailing Association

NOW.

Register at www.astramarketplace.org or 1-800-591-0490 SHOW-ONLY DISCOUNTS!

4TH QUARTER BUYING!

GROW YOUR BUSINESS! astratoy.org • May 2015

3

4 May 2015 • astratoy.org

MESSAGE From the Chair

The

Business of

by Michael Levins

Insanity

Insanity, as Albert Einstein described it, is doing the same thing over and over again and expecting a different result. This seems especially apropos as it relates to business. It seems painfully obvious that we are all at least a bit business-insane when we inexorably follow the same habits even when they do not advance our interests. Why is that? Are we blind to these behaviors? Are we in denial of what we are doing? Do we not care? The answer, in all probability, is yes to all of the above.

While ASTRA is a group of independently minded people, companies, and groups, we certainly have more in common WKDQ ZKDW VHWV XV DSDUW :H DOO VWULYH WR PDNH D SUR¿W VHUYH RXU communities, and have a positive impact on our employees, families, and customers. However, I have also realized that virtually all of our ASTRA family is suffering from the same illness – the insanity of working in our businesses instead of on our businesses. We are all business-insane.

Think about it: We all display the same symptoms. Each and every day we feel accomplished because we have checked off those routine tasks without thinking critically of whether doing them really makes any sense at all for our business health.

In reality, this behavior only steals precious time from working more intelligently and strategically on our businesses. Why would you as a rep, manufacturer, or retailer expect to close more VDOHV LQFUHDVH EXVLQHVV LPSURYH FULWLFDOO\ QHHGHG SURÂżW PDUJLQV or attract more customers when you have approached the problem the very same way, over and over, without considerable thought on a new method which might very well make a difference?

The fact is we all can be diagnosed with some degree of business insanity; it is what makes us human. So, where do you EHJLQ WR Âż[ LW" 7KH WDVN DW ÂżUVW EOXVK VHHPV RYHUZKHOPLQJ DQG downright scary. The good news is that there is a specialist in the house, Dr. ASTRA, and while business insanity is a chronic illness, LW LV WUHDWDEOH %HWWHU \HW DV DQ $675$ PHPEHU \RXU RIÂżFH YLVLWV DUH already paid for and the medication is neither expensive nor painful.

Step One: You must admit you are suffering from a bout of business insanity. If you look deep within, you will be able to identify several habits you need to change on the road to business health. Write them down to demonstrate your commitment to change.

Step Two: Lock yourself in a room, without distractions (no email, children, spouses, or employees), and consider deeply what you want to change and improve upon. What will really

make a difference in your business and propel you ahead and closer to your goals? Again, write it down so it has real meaning.

Step Three: 6HW 60$57 JRDOV 6SHFLÂżF 0HDVXUDEOH Achievable, Relevant, and Timely). It has been proven time and again that individuals who set goals and who monitor their progress are happier and more successful in accomplishing them.

I may sound like a broken record, but write down your goals and make sure they truly meet the SMART acronym.

Step Four: Reach out to all of the resources available at \RXU ÂżQJHUWLSV DW $675$ (YHU\WKLQJ \RX XOWLPDWHO\ VHW JRDOV for has, to a degree, already been “treatedâ€? before by some other manufacturer, retailer, or rep. If you are unaware of all the EHQHÂżWV DQG DVVHWV DYDLODEOH WR \RX DV D PHPEHU WKHQ UHDFK RXW WR 1XUVH 6XH :DUÂżHOG VZDUÂżHOG#DVWUDWR\ RUJ 6KH ZLOO JXLGH you through the amazing array of available resources to get you on the path to business sanity.

Lastly, don’t ever give up hope. Business insanity requires constant vigilance, commitment, and work. Most of us would not skip our annual physical, so set a meeting with yourself every year to gauge your progress and take stock of your business’s vital signs. Openness to change, continuous education, and FRQFUHWH VXFFHVV DUH \RXU EHVW SUHVFULSWLRQV LQ ¿JKWLQJ WKLV vicious scourge. Your fellow business-insane ASTRA members are a fabulous support group. Finally, remember to take a moment to sit back and acknowledge your accomplishments and gain perspective on where you are and where you want to go.

I did take the ASTRA Hippocratic Oath to do no harm. I hope you agree that I was able to leave ASTRA at least a little bit healthier than when I found it. Thank you all. It has been a pleasure and an honor to serve as your chair.

Michael Levins innovativeKids 50 Washington St., Norwalk, CT 06854 (203) 838-6400 Ext. 301 POHYLQV#LQQRYDWLYHNLGV FRP astratoy.org • May 2015

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Board of Directors Chair Michael Levins Past Chair Linda Hays Chair-Elect Dean May

May 2015 • astratoy.org

Treasurer Lillian Davis

Features

34 ASTRA’S MARKETPLACE & ACADEMY

MONEY MATTERS 10 12

36 38

To Sharpen Your Ad Writing Skills, Start With Some Legwork Travel, Fun, and Tax Deductions

40

TOY STORIES 14 20

In Business, Family Matters Companies With a Conscience

TRENDING NOW 25 26 28 30

Watch for These Movies – Your Customers Will Be Moving Right Along Update from the Technology Committee Inspiring Lifelong Learning (And a CertiďŹ cate to Prove It)

42 44 48 52 54

Things to Do in Charlotte Session Promises “Networking on Steroids�

An Interview with Sara Michel Keynote Points Way to High-Flying Success An Interview with Bob Negen Schedule-At-A-Glance Track Programming What’s New Show Sponsors Meet the ASTRA Staff

Directors Todd Andersen Bob Breneman Thea Brown Dee Farrell John Giacobbe Tim Holliday Jeff Pinsker Erik Quam Claudia Towles

Magazine Editor Mary Sisson Assistant Editor Tina Manzer Graphic Artist Liz Pieniazek

14

ASTRA Staff

ASTRA NEWS 60 60 61 61

Secretary Ann Kienzle

President Kathleen McHugh

ASTRA Membership: What’s in It for Me? Game Day NW Set Master Class Reunites WTHRA Award Winners

Director of Member Relations Sue WarďŹ eld Director, Meetings and Strategic Partnerships Amanda Zawad

Departments 5 7 8

Message from the Chair President’s Report Ready, Set, PLAY ‌ for Children with Disabilities

20 62 ASTRA Welcomes Its Newest Manufacturer Members 68 New Members 74 Index of Advertisers

ASTRA Toy Times Magazine 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.

We are always looking for good articles and input for the magazine. Letters to the editor are ZHOFRPH 3OHDVH IRUZDUG OHWWHUV FRPPHQWV LGHDV HWF WR WKH $675$ RIÂżFH Âą ID[ email kmchugh@astratoy.org.

6 May 2015 • astratoy.org

Director of Education Greg Choyke Meetings and Exhibits Coordinator Laura Dann Marketing and Communcations Coordinator Dee Marsden Membership and Programs Coordinator Katie Marso OfďŹ ce Administrator Maggie Bridger The ASTRA Toy Times Magazine is published by the American Specialty Toy Retailing Association, 432 N Clark St., Suite 305, Chicago, IL 60654, 312-222-0984, fax 312-222-0986, email info@astratoy.org.

Website: www.astratoy.org. Copyright Š 2015 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 Toy Times Magazine 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

by Kathleen McHugh

B

y now we’re beginning to see signs of spring. The snow is melting, the temperatures are rising, and threats of new snowstorms have ceased to be the norm. Spring brings with it D FKDQFH WR UHQHZ DQG UHIUHVK RXUVHOYHV DIWHU D ORQJ GLI¿FXOW ZLQWHU If you are like me, spring is the time I look around my KRPH DQG RI¿FH IRU ZD\V WR FOHDQ XS DQG OLYHQ XS WKRVH VSDFHV where I spend most of my time. Refreshing my spaces at this time of year energizes me; it makes me see my world in a different way so that I approach challenges and even daily tasks in a whole new spirit.

A store has the same power to excite and energize your customers. As you walk around your store does it still excite you? Is it a place where your customers can feel the wonder and H[FLWHPHQW DERXW WKH WKLQJV WKH\ PLJKW ¿QG DURXQG HYHU\ FRUQHU" Or is it time for a refresh?

If you are looking for new ideas to refresh your store, why not jump on the retail discussion board and ask your friends to share the things they have done or tried over the years?

Someone’s old idea might just be the new idea you need right now. Then take it a step further and plan to attend this year’s ASTRA Marketplace & Academy to connect face-to-face with the people who share your daily struggles and may hold an insight that could help you see your business in a whole new way.

Join us in Charlotte at the Opening Session for something completely unexpected that is guaranteed to raise your spirits.

Speaker Sarah Michel promises to lead us through a networking HYHQW RQ VWHURLGV WKDW ZLOO KHOS \RX ¿QG WKH ULJKW SHRSOH WR help you tackle your toughest issues. After you experience the rush of shared insights and group brainstorming, you will ¿QG VHVVLRQ DIWHU VHVVLRQ GHVLJQHG WR LQYLJRUDWH \RXU WKLQNLQJ throughout the day.

7KHQ GRQ¶W PLVV WKLV \HDU¶V H[KLELW KDOO ÀRRU :LWK QHZ DQG ¿UVW WLPH YHQGRUV LW ZLOO EH ³WKH´ SODFH WR ¿QG WKDW hot new toy or game to excite your customers with in the new holiday season. Exhibitors put a lot of time and attention into their exhibits and special ASTRA offers. Don’t cut your time RQ WKH ÀRRU VKRUW SODQ WR EH WKHUH IURP GDZQ WR GXVN HDFK GD\ As usual, we’ll keep your body refreshed with a complimentary lunch and a delicious afternoon snack.

To keep Game Night and Kit Session fresh, the Convention Committee instituted a new process to review every product that will be displayed and played. By show and telling us in

DGYDQFH \RX DUH JXDUDQWHHG WR RQO\ ¿QG WKH QHZHVW WR PDUNHW products at these two fun and inspiring events. Don’t forget that your staff sells more of the products they love, so plan to bring them to both these events and watch your game and kit sales soar this year.

ASTRA was founded on the principle of shared learning for WKH KHDOWK DQG EHQH¿W RI WKH VSHFLDOW\ WR\ LQGXVWU\ :H HVSHFLDOO\ value lifelong learning that helps our members’ businesses be the source of family security and community pride. I want to personally invite you to attend the annual business meeting 0RQGD\ -XQH IRU D VSHFLDO DQQRXQFHPHQW DERXW D QHZ ³OHDUQLQJ´ RSSRUWXQLW\ FRPLQJ \RXU ZD\

&RPH WR &KDUORWWH WKLV -XQH WR ¿QG DOO WKH ZD\V \RX FDQ renew and refresh your thinking about the work you do and the SHRSOH \RX VHUYH :H WRRN FDUH RI HYHU\WKLQJ VR DOO \RX QHHG WR do is be there, ready to learn.

Safe travels,

Kathleen McHugh, CAE President

astratoy.org • May 2015

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READY,forSET, PLAY...

Children With Disabilities

Digital Dialogues

by Ahren Hoffman, Manager of Industry Relations & Partnerships, National Lekotek Center, ahoffman@lekotek.org

W

ord-of-mouth, simply stated, is when someone shares something interesting with another person. Today word-of-mouth is intrinsically linked to social media and digital dialogues.

There are certain communities that have embraced word-of-mouth platforms early in their evolution for various reasons. One such community was families of children with special needs. What social media is so incredibly adept at doing is linking a group together regardless of geography.

The reason this platform is so perfect for families of kids with special needs is that they have unique concerns, and an online platform gives them the opportunity WR ¿QG D EURDGHU NQRZOHGJH EDVH IRU solutions to the challenges they face.

Those same parameters apply equally well to specialty store retailers. Yes, you are unique! As small business owners with a sense of community, you are in essence more than a retailer, you are a resource.

And the most imperative thing you can do to support the community you are a part of is to SHARE. Sharing is where wordof-mouth, along with the entire gamut of social media opportunities, come into play.

One example of word-of-mouth marketing retailers can relate to is the VXFFHVV RI WKH ¿UVW +DUU\ 3RWWHU ERRN 7KH combination of an unknown author, a small budget and a saturated market of children’s books might have put J.K. Rowling at

8 May 2015 • astratoy.org

a disadvantage. But she had one thing going for her…the enthusiasm of specialty bookstores, which drove sales. Word-ofmouth spread fast from bookstore staff, who were joined by consumers sharing their love for Harry Potter. The Internet sizzled with readers wanting more.

According to an article in Entrepreneur magazine, “The Marketing Magic Behind Harry Potter,” author Susan Gunelius offers some key elements that KHOSHG GULYH WKH VXFFHVV RI WKLV ¿UVW ERRN 1. A good product; 2. Emotional involvement; 3. Word-of-mouth marketing and online buzz.

And if you need further proof of the power of word-of-mouth, look no further than an organization that has taken on the cause of promoting, understanding and using this marketing tactic. The Word of Mouth Marketing Association (WOMMA), focuses on “…harnessing the power of people to build brand awareness.” And WOMMA goes on to state, “Brands can pay anyone to love their brand publicly, but the real power lies with customers who ultimately choose whether to share engaging content with friends, family, and often times, complete strangers.”

Social media is the “rocket fuel” of word-of-mouth marketing and includes blogs, open forums and the mega-powers: Facebook and Twitter.

6RPH RI WKH EHQH¿WV RI ZRUG RI mouth marketing include: • Predicts emerging trends and opinions; • Builds a community of people who share an interest; 2IIHUV XQ¿OWHUHG IHHGEDFN • Avoids the commercialization connected to traditional advertising and promotional efforts.

Here are some ways for specialty toy retailers to harness word-of-mouth

marketing through social media: • Care/share/dare to get your name out there by contributing to social media and open forums; • Follow Facebook and Twitter pages to learn from the experts and follow the buzz; • Show you care by contributing to sites like libraries and community organizations that serve your target market; • Contribute regularly to your own social media efforts and have fun doing it; • Establish a voice and a personality for your brand; • Promote play and child development, not just toys, to avoid looking selfserving; • Share ideas, insights and your knowledge freely and generously – like favorite toys from ASTRA’s Marketplace; • Develop fun hashtags that capture your store’s character.

This year at ASTRA’s Marketplace & Academy, take the dare, dive into digital dialogues and stretch your word-of-mouth muscles. There will be lots of social media efforts to “play” with including trivia, videos, discussion boards and more. Three things drive social media and also capture the spirit of ASTRA’s Marketplace: sharing, sparking ideas and staying connected. Jump in and join us!

Lekotek LV D QRW IRU SUR¿W DQG OHDGLQJ DXWKRULW\ RQ WR\V DQG SOD\ IRU FKLOGUHQ ZLWK GLVDELOLWLHV /HNRWHN LV GHGLFDWHG WR SURYLGLQJ FKLOGUHQ RI DOO DELOLWLHV DFFHVV WR WKH EHQH¿WV RI SOD\ H[SHULHQFHV 9LVLW DEOHSOD\ RUJ IRU D FRPSOHWH OLVWLQJ RI WR\V DQG ¿QG us on )DFHERRN! ASTRA

ASTRA PROGRAM Qualifying Amt $100 Discount 5% Paymt Terms Net 30 Freight FREE Code 1AST15

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American Family Owned Company

#LoveSafari astratoy.org • May 2015

9

MONEY Matters To Sharpen Your Ad Writing Skills,

Start with Some Legwork

by Patrick Holland, Mountain Top Toys

N

othing in my previous 20-year career as a marketing copywriter prepared me for last December. In what would become my biggest challenge as both a writer and new toy store owner, I was faced with the need to turn around soft fourth quarter sales – with less than three weeks remaining in the shopping season.

If you had been in my position, what would you have done?

:KDW ZH GLG ORRNV DEVROXWHO\ LQVDQH on paper – we ran a single, full-page, long-copy newspaper ad that looked like it came straight out of the 1970s. It was targeted to grandparents outside our store’s immediate area. Grandparents who would have to get in their car and drive at minimum 5-10 miles up windy mountain roads and past 2-3 other stores with much bigger toy selections than we feature.

SPOILER ALERT: It worked.

:H FDPH WR WKH GHFLVLRQ WR UXQ WKH ad based on a series of steps I take before writing any advertising, steps I feel are necessary to give your marketing its best chance at success. (There are no guarantees in advertising in any format, of course.

But the more strategic your thinking, the more you will learn from your ad’s results, good or bad, which will help inform future marketing decisions.)

Here now are the steps I take before jumping into writing ad copy.

Identify what you’re promoting Is your goal to gain brand exposure?

Introduce a new toy line? Promote a sale or special event? Announce a new ORFDWLRQ" :KLOH \RXU YRLFH VKRXOG UHPDLQ consistent regardless of your advertising’s purpose, your message needs to be on SRLQW DQG IRFXVHG RQ VSHFL¿FDOO\ ZKDW you’re promoting.

In our case, we were promoting a largely unknown store to readers outside

10 May 2015 • astratoy.org

of our area (brand advertising)‌but we also had to get those readers motivated HQRXJK WR YLVLW XVDQG GR LW 12: GLUHFW response). A challenging combination because, if handled incorrectly, it can come off as desperate.

Know your audience Once you’ve established what you’re promoting, you need to identify to whom you’re promoting this message.

Sure, “everyone and her mother� is one possibility, but what I’ve found is the more you to try to appeal to everyone, the less likely you’re able to truly connect with anyone.

:H KDG VHHQ D GURS RII RI SDUHQWV LQ our store for the holidays. Our birthdaySUHVHQW FURZG ZDV ¿QGLQJ WKHLU &KULVWPDV gifts elsewhere. (Likely, online.) Rather than attempt to target and woo parental customers shopping online back to our physical store, we chose instead to go after our best fourth-quarter customers – JUDQGSDUHQWV :KR MXVW KDSSHQHG WR EH the demographic that most related to and appreciated the toys we offered.

This realization, together with identifying what we needed to promote, led to the decision to create a long-copy

print ad to tell our store’s philosophy of quality-over-quantity holiday shopping in the midst of the chaotic “more is better� big-box holiday season marketing blitz.

Set goals. Establish success metrics.

Look, it’s your business. And your money. How you quantify the cost of advertising is up to you. But writing and running ads just to feel better knowing your message is “out there� does you no favors. Discuss with any media partner how best to establish benchmarks to determine whether your ad message is returning any investment.

Our decision to run a branding print DG ¹ ZKLFK FDQ EH YHU\ GLI¿FXOW WR WUDFN ROI – when the playbook called for aggressive direct response (discounts/ coupons) may have seemed risky. But knowing the playbook is what all the big boxes use, the decision to run a counterintuitive ad format became incredibly IUHHLQJ ,W JDYH XV IXUWKHU FRQ¿GHQFH that we would be able to cut through the holiday clutter and truly connect with our target audience.

In terms of success metrics‌ well, on December 7 only one metric mattered – sales. As the ad was the only variable we were changing in our business execution, we could attribute DQ\ VLJQL¿FDQW FKDQJH LQ VDOHV WR WKDW DG ZLWK D JRRG GHDO RI FRQ¿GHQFH :KLOH using the prior December’s week-overweek numbers as a baseline for what would be increased organic sales, as we got closer to Christmas.)

Find your voice Today, we have more ways of communicating with our customers than in any other time in history. And tomorrow there will be a few more. But one thing hasn’t changed – the need for your

business to establish a strong voice.

,W VKRXOG EH D YRLFH WKDW UHÀHFWV the way you manage and choose your products, a voice that sets the mood in your store and determines how your staff interacts with customers. It should remain consistent regardless of which medium you’re using at any given time: whether it’s print, broadcast, social media, or a sign hanging in your store’s window.

Fortunately, we had established a voice the day we took the business over in 2013. I leveraged it for our ad, and any time my message started straying from its tone, I knew I had to rein it in.

part: creating and writing the ad. Whether it’s a newspaper print ad or SEM (search engine marketing) text ad, a local TV spot or a Facebook post you’re boosting for $10, having completed the previous steps now sets you up for success.

Enough legwork. Start writing.

(Or hire someone who can.)

A few writing guidelines for you: 1. Prominently communicate what sets your business apart, your point of differentiation.

2. State a problem, then help solve it. *LYH VSHFL¿FV 3. Open strong, close stronger.

4. Use “small” to your advantage.

5. Assume the reader is intelligent and that is the type of new customer you will attract.

With a clear purpose, audience and metrics to judge your marketing’s effectiveness, now you can get to the fun

As a retail store owner, selling should come naturally. Through showroom trial

and error, you’ve learned to craft your message for various products whether its been intentional or not. Now just apply that to marketing your business.

But if after all this, you come to the conclusion that you are not the right one to be writing your ads, don’t hesitate to hire someone who can. By going through the previous steps, you’re making their job a whole lot easier.

As for our ad, it turned around our December sales, inspired our existing customer and became the topic of conversation in our store. All through the holidays, we had customers announce as they walked in the door, “I’m here because of your ad!” which would often be greeted by a chorus of “Me, too!” from customers already in the store.

Those were the most easy to read success metrics ever.

ASTRA

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®

booth # 633

ph: 877-919-4105

elfontheshelf.com ® and © 2015 CCA and B, LLC. All Rights Reserved.

astratoy.org • May 2015

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MONEY Matters We’re Excited to announce a new division which will promote family-friendly tech and gear

Η͙/Ćš ŚĂĆ? Ä?ĞĞŜ Ä‚ Ç€ÄžĆŒÇ‡ ůŽŜĹ? Ç Ĺ?ĹśĆšÄžĆŒ Ä¨Ĺ˝ĆŒ LJŽƾ Ä‚Ä?ĆŒĹ˝Ć?Ć? ƚŚĞ Ä?Ĺ˝ĆľĹśĆšĆŒÇ‡Í• ÄžĆ?ƉĞÄ?Ĺ?ĂůůLJ Ä¨Ĺ˝ĆŒ ƚŚŽĆ?Äž Ć‰Ä‚ĆŒÄžĹśĆšĆ? Ç ĹšĹ˝ ŚĂǀĞ ĆšĆŒĹ?ĞĚ Ć‰ĆŒÄžĆšĆšÇ‡ žƾÄ?Ĺš ÄžÇ€ÄžĆŒÇ‡ĆšĹšĹ?ĹśĹ? ƚŽ ŏĞĞƉ ƚŚĞ ĹŹĹ?Äš ÄžĹśĆšÄžĆŒĆšÄ‚Ĺ?ĹśÄžÄšÍ˜ tĞůů ĹśĹ˝Ç Ç‡Ĺ˝Ćľ Ä?Ä‚Ĺś Ć‰ĆŒÇ‡ Ä‚Ç Ä‚Ç‡ ƚŚĞ Ĺ?WÄ‚Äš ĂŜĚ ƚŚĞ Ç€Ĺ?ĚĞŽ Ĺ?ĂžĞĆ? Ä?ÄžÄ?Ä‚ĆľĆ?Äž Ç Äž ŚĂǀĞ Ć?ŽžĞ ĨƾŜ Ä‚ĆŒĆšĆ? ĂŜĚ Ä?ĆŒÄ‚Ä¨ĆšĆ? ĂŜĚ ƚŽLJĆ? ƚŚĂƚ ĆšĹšÄžÇ‡Î–ĆŒÄž Ĺ?Ĺ˝Ĺ?ĹśĹ? ƚŽ ĹŻĹ˝Ç€ÄžÍ˜ ,ÄžĆŒÄž Ç Ĺ?ƚŚ ƚŚĞ Ä?ÄžĆ?Ćš Ĺ?Ć? >Ä‚ĆľĆŒĹ?Äž ^Ä?ŚĞÄ?Ćš Ä¨ĆŒĹ˝Ĺľ dŽLJ /ĹśĆ?Ĺ?ÄšÄžĆŒÍ• Ĺ?ŽŽĚ ĹľĹ˝ĆŒĹśĹ?ĹśĹ? >Ä‚ĆľĆŒĹ?Ğ͘ 'ŽŽĚ ĹľĹ˝ĆŒĹśĹ?ĹśĹ?ÍŠ ,Ĺ?͘ zĹ˝ĆľÍ›ĆŒÄž ĆŒĹ?Ĺ?Śƚ͕ ĆšĹšÄžĆŒÄžÎ–Ć? Ć?Ĺ˝ žĂŜLJ ƚĞÄ?ŚŜŽůŽĹ?LJ Ä‚ĆŒĹ˝ĆľĹśÄš Ĺ˝ĆľĆŒ ĹŹĹ?ÄšĆ?͘ /ƚ͛Ć? Ĺ?ĆŒÄžÄ‚Ćš ƚŽ Ĺ?Ĺ˝ Ä?Ä‚Ä?ĹŹ ƚŽ Ĺ?ŽŽĚ ŽůĚ ĨĂĆ?ĹšĹ?ŽŜĞĚ ƉůĂLJ ĹŻĹ?ĹŹÄž Ä‚ĆŒĆšĆ? ĂŜĚ Ä?ĆŒÄ‚Ä¨ĆšĆ?͘ /Ćš Ĺ?ĹśĆ?ƉĹ?ĆŒÄžĆ? Ä?ĆŒÄžÄ‚ĆšĹ?Ç€Ĺ?ƚLJ͕ ŏĞĞƉĆ? ƚŚĞž Ä?ĆľĆ?LJ Ä¨Ĺ˝ĆŒ ĹšĹ˝ĆľĆŒĆ? ĂŜĚ Ç ĹšÄžĹś ĆšĹšÄžÇ‡Î–ĆŒÄž ĚŽŜĞ͕ ƚŚĞLJ ŚĂǀĞ Ć?ŽžĞƚŚĹ?ĹśĹ? ĆšĹšÄžÇ‡Î–ĆŒÄž ĆŒÄžÄ‚ĹŻĹŻÇ‡ Ć‰ĆŒĹ˝ĆľÄš Ĺ˝Ä¨Í˜ tÄžÍ›ĆŒÄž Ĺ?Ĺ˝Ĺ?ĹśĹ? ƚŽ Ć?ĆšÄ‚ĆŒĆš Ç Ĺ?ƚŚ Ć?ƚƾÄ?ĹŹ ŽŜ Ä¨ĆľĹśÍ˜ tÄž ŚĂǀĞ Ĺ˝ĆľĆŒ dÇ Ĺ?ŜŏůĞ dŽƉ dĆŒÄžÄž ,ŽƾĆ?Ğ͕ ƚŚĞ ĹŹĹ?ÄšĆ? Ä‚Ć?Ć?ĞžÄ?ĹŻÄž ƚŚĹ?Ć? ĎŻÄš Ć?ĆšĆŒĆľÄ?ĆšĆľĆŒÄž ĂŜĚ ƚŚĞŜ ƚŚĞLJ Ɖƾƚ Ć?ĆšĹ?Ä?ĹŹÄžĆŒĆ? ŽŜ Ĺ?ĆšÍ˜ dĹšÄžÇ‡Í›ĆŒÄž Ä?ĆľĹ?ĹŻÄšĹ?ĹśĹ? ƚŚĞĹ?ĆŒ Ĺ˝Ç Ĺś ƉůĂLJ Ć?ÄžĆšÍ˜ / ůŽǀĞ ĆšĹšÄ‚ĆšÍ˜ /Ćš Ć?ŽƾŜĚĆ? Ç€ÄžĆŒÇ‡ Ä?ĆľĆ?LJ ÄšĹ˝Ç Ĺś ĆšĹšÄžĆŒÄžÍ˜ KĹŹÍŠÍ˜Í˜Í˜Í&#x;

Publicity That Counts!

â€œâ€Śthe New York City toy fair is a glimpse into the future of the toys your kids will be begging for any minute now, and we're getting a sneak preview of the best stuff at this year's fair from toy expert, Elizabeth Werner. Elizabeth, thank you for being here. Thank you for having me. So, let's just start off, you got great stuff for the little ones, right? Yeah... ‌Now we normally do puppet shows but you got something that's taking puppet shows to a new level. That’s right. I know that Whoopi loves puppet shows. Now, this is real cool. It’s the magic forest theatre. This theatre is actually a puppet show that we do in the dark. So now if you notice, go ahead. And we’re going to shine our flashlight. Remember when you were little and you would use your hands on the wall. Now we don't have to use your hands. We have lots of characters, even dinosaurs. This is the only time you're going to get an elephant in a building. Haha. This is how we should do tomorrow's show! This is a lot of fun‌â€?

Ask us how our 21 years of experience can be game-changing for your business.

Proud Member of

Call LIsa Orman, 608-767-1102 or email Lisa@kidstuffpr.com

Travel, Fun, and Tax Deductions

W

oo hoo! All that fun in Charlotte, and tax-deductible, right? That’s right, as long as you follow the straight and narrow path set by the IRS. And to prove it, make sure you keep your receipts. Stuff them in an envelope or scan them onto your phone with an app such as Expensify. Just make sure you can produce them come tax time.

What’s deductible? • Registration for ASTRA’s Marketplace & Academy is 100 SHUFHQW GHGXFWLEOH EHFDXVH WKH ,56 ¿JXUHV \RXœUH JHWWLQJ education to maintain or improve your skills in the toy business. • Transportation: Whether airfare, car mileage, taxi or shuttle fares, or bicycle (though the IRS may question a triple cheeseburger claimed as bicycle fuel), transportation is 100 percent deductible. If you rent a car, you can only deduct the business-use portion of the cost, not the side trip to Dollywood. • Meals: Meals include amounts spent for food, beverages, taxes, and tips, as long as the meal is business-related entertainment. Just be aware that whether you’re getting your caffeine at an indie coffee shop or noshing at one of Charlotte’s favorite restaurants, you can only deduct 50 percent of the cost of your food. • Lodging: You can deduct the whole amount for the attendee.

Bringing the spouse and kids? You’d better be prepared to explain the big hotel room. • Spouse: If your spouse is an employee of the business or you FDQ SURYH WKH VSRXVH ZDV WKHUH IRU ERQD ¿GH EXVLQHVV SXUSRVHV (sitting by the pool with a margarita is not considered bona ¿GH WKH VSRXVH FDQ GHGXFW WUDYHO PHDOV DQG ORGJLQJ • Baggage and shipping: Shipping vendor displays to and from Charlotte is a business expense, as is shipping catalogs back to the shop for retailers. Shipping an extra Imelda-size suitcase of shoes is probably not. • Laundry: Slosh some Carolina Cheerwine on your chinos?

Dry cleaning and laundry are tax-deductible. • Canadians, please note: You can only deduct the cost of WZR FRQYHQWLRQV D \HDU 2I FRXUVH $675$ ZDV \RXU ¿UVW choice all along, eh?

ASTRA

12 May 2015 • astratoy.org

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1150 astratoy.org • May 2015

13

TOY Stories

In Business,

Family Matters

by Mary Sisson, editor

I

s it genetics or environment? Or is it just that toys are so much fun?

Whatever the cause, the toy industry often gets in a family’s blood. Different JHQHUDWLRQV ¿QG WKHPVHOYHV ZRUNLQJ VLGH E\ VLGH ௅ DQG ORYLQJ LW We asked a few of those families to tell their stories. Two retailers, a sales representative and a manufacturer, share how the toy industry proves the point: The family that plays together stays together.

Becky & Me: They Know Kids Sometimes friends ask Peggy Sebert, “How can you work with your daughter?�

What Peggy can’t imagine, though, is not working with daughter Becky.

In fact, their store is named after the two of them. Whenever Peggy would write notes for the family, she’d sign them “me.â€? Hence, Becky & Me has been connecting kids ZLWK WR\V IRU \HDUV ² ÂżUVW LQ *OHQYLHZ Illinois, now in Evanston, and for several years in both.

Husband and dad Ron Sebert is also LQYROYHG ZRUNLQJ WKH ÀRRU DQG SXWWLQJ together bikes and doll houses, but it’s the women in the family who handle the ordering. With Becky working days as a ¿UVW JUDGH WHDFKHU DQG 3HJJ\œV EDFNJURXQG teaching second grade, they know kids.

Becky offers a great sense of what children can and should be able to do at developmental stages, and her teaching brings a depth to recommending readers and chapter books. “We have a lot of games in my classroom,â€? she said. When she sells a game, VKH XVXDOO\ KDV ÂżUVW KDQG H[SHULHQFH ZLWK LW from school.

The mother and daughter collaborate and tell each other if they don’t like something. They see each other as colleagues, always working together and

14 May 2015 • astratoy.org

talking together about the store. “She and , RIWHQ FDQ ÂżQLVK HDFK RWKHUÂśV VHQWHQFHV ´ Peggy said.

Becky’s been hanging out in toy stores since Peggy started managing one, two decades ago. “If I wasn’t at gymnastics, that’s where I wanted to be,� she said. Her senior year in high school she used her school ID to get into Toy Fair.

Now she manages the store website, “so o that’s my evening,� she says.

Peggy’s father had owned a pharmacy, and he often enjoyed coming in to see what was going on at the toy store and just watching the retail action.

Would the Seberts recommend families working together? “It depends on their relationship,� Peggy said. “If they have a relationship like we have, I’d say absolutely.�

Maple Landmark: Four Generations Making Toys Working with family is just what the Rainvilles have always done.

Mike Rainville, owner of Maple Landmark in Middlebury, Vermont, grew up pitching in at his parents’ general store in Lincoln. And everybody helped on his grandparents’ dairy and maple sugaring farm, Maple Landmark Homestead.

Now, four generations of the family work DW 0DSOH /DQGPDUN PDNLQJ HFR IULHQGO\ wooden toys including their signature Name Trains.

0LNHÂśV ZLIH -LOO PDQDJHV WKH RIÂżFH overseeing daily bookkeeping, shipping and logistics. His sister, Barbara, handles marketing and some of the production. +LV PRWKHU 3DW LV LQ FKDUJH RI WKH ÂżQLVK room, always on the hunt for better ÂżQLVKHV WKDW ZLOO PHHW DOO WKH UHJXODWLRQV DQG FXVWRPHU H[SHFWDWLRQV Son Adam, 22, graduated from

The Rainvilles of Maple Landmark: Andrew, Jill, Mike and Adam.

Inset: Mike’s grandma, Hattie Brown

Clarkson University last year and joined the business with a degree in engineering and PDQDJHPHQW ௅ WKH VDPH GHJUHH KLV GDG JRW 30 years earlier at the same institution. Adam handles production and product management and the testing program, too.

Son Andrew, 20, a college sophomore, spent the summer making 65 or 70 product videos. “That’s his thing,� Mike said.

And his grandma? She’s there, too. Hattie Brown assembles a variety of toys. At 96, she still puts in a pretty full day. Sometimes Mike’s dad comes in to help her.

Mike started the business in 1979, making and selling cribbage boards, knick knacks and spool and bobbin holders when he was just 15. He had a workshop at the farm and put some products in his parents’ store to sell, and a local salesman started wholesaling them to other stores on his route.

After college he was ready to take the business full time, and Maple Landmark was born in a shop in Lincoln. After a dozen

astratoy.org • May 2015

15

years he had 12 people working for him, so they built the current woodshop in the industrial park in Middlebury. Rainville acquired Montgomery Schoolhouse, another Vermont wooden toy maker, in 2001 and consolidated everything in Middlebury that year. This year he plans to double the size of the facility, where 40 people now work.

His parents were originally teachers. Mike had his mother as his ÂżUVW JUDGH WHDFKHU DQG RQH RI KLV FODVVPDWHV QRZ ZRUNV IRU KLP Wife Jill didn’t come from the same tradition of family working together, but when Adam was born, it didn’t make sense IRU KHU WR UHWXUQ WR KHU MRE 6R VKH ÂżOOHG 0DSOH /DQGPDUN RUGHUV with the baby on her back. Many customers met that baby at Toy Fair this year, showing toys and taking orders. “It’s comforting when you can spread the work around with people who are going to stick with you,â€? Mike said.

John Park Works With Women In His Life Since starting in the sales rep business, John Park has ZRUNHG ZLWK WKH ZRPHQ LQ KLV OLIH ÂżUVW KLV ZLIH 'LDQD DQG WKHQ his daughter, Heidi.

Diana started the Seattle-based business in 1976 – called Diana Park – selling jewelry, pottery, baskets, and books. When John went to work for her full time in 1980, he joked that his ego wasn’t strong enough to withstand that name, so they changed it to Park Avenue Agents.

They began with one small, unknown book line: Price Stern Sloan. When that company sold to Putnam, the Parks

16 May 2015 • astratoy.org

went to meet with the Putnam people. “My wife and I both knew that whatever we said was going to determine if we’re still with them at the end of the day.� They were the only rep group that remained.

And that little book line? It’s now Penguin Random House. “We’re proud to be representing them since Diana started the company,� John said. “This is a good example of how important long-term relationships with customers and vendors are to our family.�

Fifteen or 20 years ago they slowly noticed that they were selling books to an awful lot of toy stores, John said. They began adding toy lines, which now outnumber the book and gift lines in their showroom.

When Diana decided to retire in 1998, daughter Heidi had come on board to share management responsibilities and service D VDOHV WHUULWRU\ 6KHÂśG EHHQ PDQDJLQJ D UHDO HVWDWH RIÂżFH EXW was hardly new to Park Avenue. She’d been helping out there since she was 6 or 7 years old, helping price samples and do jobs around the showroom. “We like working together,â€? her father said. “We love it.

It’s really nice – she knows me so well I can partway explain something and move on to something else.�

³-RKQ DQG +HLGL 3DUN DUH D WHUUL¿F WHDP UHVSHFWIXO RI each’s strengths and weaknesses and skilled at partnering to build successful relationships with retailer, vendor and sales representatives,� commented Molly Mannheimer, a rep in their

astratoy.org • May 2015

17

Nori and Mark Klar joined their sons in Toyology.

7KHLU WHUULWRU\ FRYHUV :DVKLQJWRQ 2UHJRQ ,GDKR 0RQWDQD DQG $ODVND %XW LQ WKH 3DUN $YHQXH VKRZURRP WKH\ ÂżQG D OLWWOH slice of home.

Franchise? No, Family

group. “All this is tempered by both Heidi and John’s wonderful sense of humor.�

Diana and Heidi work together to oversee the annual sale for Gift for Life, a partnership of the gift and design industries to raise money supporting HIV/AIDS prevention, treatment and education. Renting empty retail space around the holidays, they sell samples and have raised $300,000 for the cause.

:KHQ +HLGL MRLQHG WKH ÂżUP -RKQ ZHQW EDFN WR VFKRRO WR JHW his master’s in organization system renewal. “All of our best reps are very well organized,â€? he said. “They help our customers have enough knowledge to make an informed decision.â€?

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18 May 2015 • astratoy.org

:KHQ $ULF .ODU ZDV ÂżYH RU VL[ KLV JUDQGIDWKHU ZRXOG VLW him down at the kitchen table, blindfold him, and have him count out a cash drawer to $150.

When he was 12, Beanie Babies started going crazy at his parents’ pharmacy chain and across the nation. Aric and his \RXQJHU EURWKHU -RQDWKDQ ZRXOG ÂżQG H[FOXVLYHV DQG VHOO WKHP on eBay for $100. “At that young age, I knew this was the game I wanted to get into,â€? he said.

:KHQ KH DWWHQGHG (DVWHUQ 0LFKLJDQ 8QLYHUVLW\ÂśV entrepreneurship program, the assignment in his Small Business Essentials class was to create a business plan and sell the class on it. He mapped out a toy store. “I thought, what am I even talking about this for? Why am I not doing it?â€? he said. His professor agreed.

About that time a local toy store closed, so Aric took over, FKDQJHG WKH QDPH WR 7R\RORJ\ DQG FKDQJHG WKH SURGXFW PL[ :LWK no buildout costs, he could focus on toys. “Our product selection is YHU\ XQLTXH ´ KH VDLG Âł:H Ă€LS WKURXJK SURGXFW YHU\ TXLFNO\ ´

$IWHU WKH ÂżUVW \HDU RI 7R\RORJ\ LQ :HVW %ORRPÂżHOG 0LFKLJDQ KH VWDUWHG JHWWLQJ FDOOV IURP SHRSOH ZKR ORYHG KLV store and wanted a franchise. But the word “franchiseâ€? wasn’t in his business plan. “I was only 20 or 21. I decided I had to do things in a professional manner, not like a 21-year-old kid.â€?

0HDQZKLOH EURWKHU -RQDWKDQ ZDQWHG WR ZRUN ZLWK KLP ZKLOH KH ÂżJXUHG RXW ZKDW WR GR QH[W LQ OLIH $ULF RSHQHG D second store 10 miles away in Royal Oak, with Jonathan in charge. And Jonathan found his answer.

Then their parents sold their chain of pharmacies to Walgreens and joined the toy business. Nori Klar and her sons are co-owners while their father is a board member. “We only move forward when everybody says ‘yes,’� Aric said. He loves working with family and doing something that people smile about.

Focused on child growth and development through toys, the Klars also try to find products that set the trends in their communities.

)RU WKDW WKH\ KDYH WKH KHOS RI ¿IWK JUDGHUV $ULF WHDFKHV DQ eight-week entrepreneurship course on basic business principles at a local Jewish day school. The kids create a store, from the logo to the computer system to how they’re going to merchandise products. And after school, where do they want to go? Toyology.

0RP DQG SRS WR\ VWRUHV $ULF VDLG OHW SHRSOH NQRZ KRZ important play is. “Play is the best way to learn. If I could open up a school tomorrow, I’d just call it Play.�

1H[W RQ WKH DJHQGD IRU \HDU ROG $ULF DQG \HDU ROG Jonathan is a third store 45 minutes away. “We’ll test it to see if we can relay our program to a manager and a couple of employees,� Aric said.

The Klars don’t all always agree, but at the end of the day they always say “I love you.� The best thing, for Aric, is being able to be together every day. “I know what matters. It’s being with the people you care about and creating something special.�

And that cash drawer: It still starts and ends every day with $150.

ASTRA

astratoy.org • May 2015

19

TOY Stories

Companies With a Conscience

by Mary Sisson, editor

P

art of the charm of neighborhood toy stores is the stories they tell about the toys they sell. And sometimes those are stories of hope, caring, and making a difference in the world.

This issue of the ASTRA Toy Times Magazine features three such companies: Tegu, Kahiniwalla, and Bears for Humanity.

Each one is founded on the principle of giving a hand up to people in need. By employing the underemployed, they offer hope and dignity. While creating quality WR\V WKH\ SODFH KLJK YDOXH RQ IXOÂżOOLQJ D mission that goes beyond the bottom line.

Two of these are brand new ASTRA members. Certainly they aren’t the only companies practicing social responsibility at their core. We could easily have written about PlanToys, with sustainable play at its heart, or Green Toys, which recycles milk jugs into sturdy plastic toys, or many other toy makers that aim to make the world better.

But there’s plenty of inspiration packed into these three. While people come to their QHLJKERUKRRG WR\ VWRUHV WR ¿QG SOD\WKLQJV that will rock their child’s world, these companies want to bring children, families and communities into a better place. One simple toy can accomplish both.

Changing the World One Bear at a Time Give one bear for every bear sold. Make the bears out of organic cotton and hemp for maximum softness and minimal allergens.

Employ the underemployed. And do it in the United States.

Sound like a dream? It is. It’s the dream of Californians Vijay and Renju Prathap.

And they’re bringing it to reality through their company, Bears for Humanity.

You might say this story began a couple of years ago when the Prathaps had twins.

They wanted to give them the healthiest foods and safest toys.

But really, the story starts two generations earlier, with Vijay’s father.

20 May 2015 • astratoy.org

“My father is my role model, a great humanitarian,â€? he said. He’d grown up so poor he only ate once every two days, but put himself through college and became an international banker. “He made his wealth and gave every penny of it to women and children,â€? Vijay VDLG Âł, KDYH WKDW LQ PH ௅ WKH KXPDQ OHJDF\ to help people.â€?

His master’s thesis was on e-philanthropy, and he took a number of LQWHUQVKLSV ZLWK QRQSUR¿WV WR ZULWH FRGH that would let them integrate content onto their websites. He and a fellow DePaul Univerity computer science graduate started their own company, where he developed his forte of leading, inspiring and coaching.

All this came together in his desire to build a company that is ethical, deeply American, and exceptional. Vijay subscribes to actor Kevin Spacey’s HOHYDWRU WKHRU\ ௅ LI \RX DUH OXFN\ HQRXJK to do well, it’s your responsibility to send the elevator back down.

The 3 million children in America who live in poverty got his attention, and foster children in particular. “When I looked into the numbers it brought tears to my eyes,� he said.

The Prathaps settled on making teddy bears, a global symbol of love. Unable to ÂżQG RUJDQLF IDX[ IXU WKH\ KLUHG DQ RUJDQLF textiles expert to create one. She combined hemp, which is naturally hypoallergenic, and cotton to create the softest, safest fabric for the articulated teddy bears. The ÂżEHUV DUH FHUWLÂżHG XQGHU *OREDO 2UJDQLF Textile Standards.

Already connected with Toys For Tots, hospitals and other leading children’s charities, the couple heard a mattress store ad on the radio that said, “Not everyone can be a foster parent. But anyone can help a foster child.� They decided they should give bears to foster children and visited the director of human services for San Mateo County to make connections. That contact led them to CalWORKS, California’s welfare-to-work program.

So far they’ve hired and trained three women, with openings for four more. “Every one of them is just so passionate, just like us,� Vijay said. One of the women, a former foster child, is training to be the Bears for Humanity spokesperson.

With one factory in Union City, California, right in Silicon Valley’s back yard, he hopes to expand with factories in the Midwest and East.

When a customer buys a bear from the Bears for Humanity website, a second bear goes to one of the company’s selected organizations.

But when a retailer buys them wholesale, that retailer can choose a local charity to receive an equal number of donated bears.

$WWHQGHHV FDQ ÂżQG %HDUV IRU +XPDQLW\ at booth 1457 at ASTRA’s Marketplace. “Changing lives one bear at a time ௅ WKDW LV WKH HOHYDWRU JRLQJ EDFN GRZQ ´ Vijay said.

The Stories These Toys Could Tell Kahiniwalla means “storyteller� in Bangla. And Austin Miller, co-owner with his wife, Marita, has stories to tell.

Thereâ&#x20AC;&#x2122;s the story of Kulsuma, 42 and the mother of four. Her family lived in a tiny and precarious shared space with one toilet for eight families. Now they live in a home with their own toilet. Every time she saves a little money she buys a cow; she now has ÂżYH <RX FDQ VHH WKH RSWLPLVP LQ KHU H\HV And the one about Akima, 24, whose KXVEDQG LV D GD\ ODERUHU VRPH GD\V ÂżQGLQJ

work and some days not. Akima is pregnant with her second child and is happy that her ZRUN LV Ã&#x20AC;H[LEOH DQG ZLOO DOORZ KHU WLPH RII IRU WKH ELUWK RI KHU EDE\ ZLWK QXUVHU\ FDUH RQ VLWH VR VKH FDQ QXUVH RQ GHPDQG $QG WKHQ WKHUH¶V 5LQD 6KH XVHG WR JR WR WKH IRUHVW DQG FROOHFW ZRRG WR VHOO 1RZ ZLWK KHU FRQVLVWHQW LQFRPH KHU IDPLO\ LV DEOH WR VDYH DQG NHHS WKHLU GDXJKWHU LQ VFKRRO .DKLQLZDOOD GLVWULEXWHV SURGXFWV IRU +DWKD\ %XQDQR D FRPSDQ\ WKDW SURYLGHV IDLUO\ SDLG JRRG TXDOLW\ Ã&#x20AC;H[LEOH DQG ORFDO HPSOR\PHQW IRU PRUH WKDQ UXUDO ZRPHQ LQ %DQJODGHVK 7KH OLQH FDOOHG 3HEEOH FRQVLVWV RI KDQG NQLWWHG RU FURFKHWHG VRIW WR\V DQG RWKHU FKLOGUHQ¶V SURGXFWV VXFK DV KDWV DQG EODQNHWV +DWKD\ %XQDQR PHDQV KDQG PDGH RU KDQG NQLWWHG LQ %DQJOD $QG 3HEEOH" ,W¶V VLPSO\ D WZR V\OODEOH ZRUG WKDW LV HDV\ WR VD\ LQ PRVW ODQJXDJHV ³, OLNH WR WKLQN RI LW DV D SHEEOH WKDW LV WKURZQ LQWR D SRQG ´ $XVWLQ 0LOOHU VDLG ³<RX QHYHU NQRZ KRZ IDU WKRVH ULSSOHV ZLOO JR ´ 7KH 0LOOHUV PHW 3HEEOH IRXQGHU 6DPDQWKD 0RUVKHG DW D FUDIW IDLU DW WKHLU VRQV¶ VFKRRO ZKHQ WKH\ ZHUH ZRUNLQJ LQ MRE creation in Bangladesh with the Mennonite &HQWUDO &RPPLWWHH ZRUNLQJ FORVHO\ ZLWK 9LOODJHV VWRUHV ³:H GLVFRYHUHG WKDW RIWHQ SHRSOH ZKR KDYH YHU\ ELJ KHDUWV GR QRW KDYH WKH EHVW EXVLQHVV VHQVH ´ KH VDLG %XW 0RUVKHG D %ULW ZKR KDG PDUULHG D PDQ IURP %DQJODGHVK KDG D EDFNJURXQG LQ EXVLQHVV EDQNLQJ DQG D YLVLRQ IRU FKDQJLQJ FRPPXQLWLHV WKURXJK HPSOR\LQJ ZRPHQ ³6KH ZDV DSSDOOHG ZLWK KRZ RIWHQ WKH ZRPHQ LQ WKH YLOODJHV ZRXOG OHDYH WKHLU \RXQJ NLGV ZLWK JUDQGSDUHQWV RU VRPHRQH DQG JR RII WR WKH FLW\ WR ZRUN LQ D JDUPHQW IDFWRU\ RIWHQ IRU PRQWKV DW D WLPH ´ KH VDLG

3HEEOH JDXJHV LQWHUHVW DQG ZKHQ ZRPHQ LQ D YLOODJH DUH UHDG\ WKH\ WUDLQ DOO DW D WLPH ,W¶V QRW VR PXFK IRU HI¿FLHQF\ LQ WUDLQLQJ DV IRU WKH LPSDFW WKDW PDQ\ HPSOR\HG ZRPHQ ZLOO KDYH RQ WKH FRPPXQLW\ :LWK PRUH GLVSRVDEOH LQFRPH RWKHU VPDOO EXVLQHVVHV SRS XS VXFK DV WHD RU FORWKLQJ VKRSV DQG WKH ZKROH FRPPXQLW\ FKDQJHV

³,Q WKH YLOODJHV WKHUH¶V YHU\ OLWWOH RSSRUWXQLW\ IRU ZRPHQ WR KDYH DQ\ NLQG RI Pebble offers income and social life for Bangladeshi women.

VRFLDO OLIH ´ $XVWLQ VDLG %XW ZKHQ D 3HEEOH FHQWHU RSHQV LW EHFRPHV D KXE $ SULPDU\ VFKRRO RSHQV LI WKHUH ZDVQ¶W DOUHDG\ RQH LQ WKH YLOODJH DQG D QXUVHU\ LV RQ VLWH VR EUHDVWIHHGLQJ ZRPHQ FDQ ZRUN ³,W JLYHV WKHP PRUH RI D FKDQFH WR LQWHUDFW ZLWK RWKHU ZRPHQ LQ WKH YLOODJH ´

6RPH RI WKH \RXQJHU ZRPHQ DUH ZRUNLQJ WR SD\ WKHLU ZD\ WKURXJK XQLYHUVLW\ 2WKHUV DUH SD\LQJ IRU WKHLU FKLOGUHQ WR JR WR VFKRRO 6RPH DGYDQFH WR PDQDJHPHQW RU astratoy.org â&#x20AC;¢ May 2015

21

training in other villages.

All the toys are fully tested for American and European standards, and Pebble and Kahiniwalla are members of the Fair Trade Federation. Kahiniwalla will be in booth 252 at ASTRAâ&#x20AC;&#x2122;s Marketplace.

That meeting at the school craft show was more than a chance encounter. â&#x20AC;&#x153;I VWUXJJOHG ZRUNLQJ ZLWK D QRQ SURÂżW ZKR cared deeply about the relatively few artisans they worked with, often forgoing the greater opportunities that scaling their enterprise could provide,â&#x20AC;? Austin said. â&#x20AC;&#x153;Aside from the beginnings of a friendship, I learned many valuable things about scaling rural enterprises, quality control and designing for a global audience.â&#x20AC;?

Tegu: Building a Better Honduras What if we started a company that made cool toys for imaginative play, helped the environment, and paid a living wage in a poor country?

That might not be an exact quote from brothers Chris and Will Haughey, but thatâ&#x20AC;&#x2122;s the idea they started with when they formed

22 May 2015 â&#x20AC;˘ astratoy.org

The Haughey brothers, Chris and Will, in a Honduran forest.

Tegu, manufacturer of magnetic wood EORFNV /RFDWHG LQ +RQGXUDV 7HJX IXOÂżOOV those three dreams and more.

After much research into the way children play, Tegu blocks were designed to unlock the creativity and imagination children use when they build. Theyâ&#x20AC;&#x2122;re made of hardwoods native to Honduras.

Hidden inside are magnets, adding another

dimension to the building experience.

Those hardwoods are replenished, and then some, as Tegu partners with Trees for the Future, an NGO that supports reforestation throughout Latin America, Africa and Asia. The company has funded more than 500,000 trees WKURXJK WKLV SDUWQHUVKLS ŕŻ&#x2026; DERXW WUHHV for every one they use.

Tegu helps Honduran employees break the cycle of poverty.

At the heart of the operation are the 165 Honduran workers, 150 of them in the factory, who produce more than 15,000 blocks every day. Tegu emphasizes longterm career growth and development rather than simple task-based factory work.

7KH EHQHÂżWV FDQ EH VHHQ LQ HPSOR\HHV supporting their familiesâ&#x20AC;&#x2122; day-to-day needs, helping break the cycle of poverty. But EH\RQG WKDW HPSOR\HHV DUH ÂżQLVKLQJ WKHLU education, saving for the future with the FRPSDQ\ÂśV ÂżQDQFLDO PDWFK SURJUDP DQG HYHQ JHWWLQJ PDUULHG ŕŻ&#x2026; VRPHWKLQJ PDQ\ KDG put off due to the expense.

Beyond the factory, Teguâ&#x20AC;&#x2122;s reach extends to the municipal trash dump in

Tegucigalpa, the capital city. There they support a school for the community that lives at the dump, eking out a living picking through the refuse for recyclables. The school is called Amor Fe y Esperanza (Love, Faith and Hope), and it was there that the Haugheys learned of Hondurasâ&#x20AC;&#x2122; economic challenges and need for employment.

7KH\ RIIHU ÂżQDQFLDO VXSSRUW materials such as wood and shelving, and skills-training opportunities, and hope to start internships at the factory for promising students.

Growing up, Chris and Will Haughey took part in youth missions work overseas, giving them an early appreciation for the plight of the global poor. Grandsons of an architect, they gained a love of woodworking in high school shop class. â&#x20AC;&#x153;Theyâ&#x20AC;&#x2122;re passionate about entrepreneurship and the potential VRFLDO LPSDFW RI WKH IRU SURÂżW PRGHO ´ said Tegu spokesperson Jennifer Cha. Âł6R LQ WKH HQG 7HJX UHĂ&#x20AC;HFWV WKHVH OLIH experiences: a heart for the poor and a

ORYH RI ZRRG DQG EXVLQHVV ´ Does the social component help sell blocks? â&#x20AC;&#x153;Consumers are generally savvy and know a good product from a bad SURGXFW ´ &KD VDLG Âł:HÂśUH SURXG RI WKH innovation inherent in our system of play, and we secured a patent for our proprietary manufacturing process last year. â&#x20AC;&#x153;In essence, weâ&#x20AC;&#x2122;ve learned that customers buy Tegu because itâ&#x20AC;&#x2122;s a unique product. After that, they also learn about the social commitments weâ&#x20AC;&#x2122;ve made, and that NQRZOHGJH GULYHV OR\DOW\ ´ Citing harsh factory environments that some companies try to hide from consumers, Cha said, â&#x20AC;&#x153;Because Teguâ&#x20AC;&#x2122;s job creation goal is foundational to its very being, weâ&#x20AC;&#x2122;re proud to bring transparency to the industry.

That said, we think the social component is merely a factor of the purchasing decision because if we didnâ&#x20AC;&#x2122;t have something unique in our toys that could compete all over the ZRUOG ZHÂśG EH RXW RI EXVLQHVV ´ Find Tegu at booth 1819 at ASTRAâ&#x20AC;&#x2122;s Marketplace.

ASTRA

24 May 2015 â&#x20AC;˘ astratoy.org

TRENDING Now Watch for

These Movies â&#x20AC;&#x201C; Your Customers Will

H

ow many Elsa and Anna dresses did your store sell last year? Even independent toy retailers, who typically eschew mass market trends and Disney movies, tapped into the â&#x20AC;&#x153;Frozenâ&#x20AC;? phenomenon in 2014, boosting bottom lines with merchandise that balanced customersâ&#x20AC;&#x2122; call for quality with little girlsâ&#x20AC;&#x2122; â&#x20AC;&#x153;Frozenâ&#x20AC;? frenzy.

Released in November 2013, â&#x20AC;&#x153;Frozenâ&#x20AC;?

ZDV WKH KLJKHVW JURVVLQJ DQLPDWHG ÂżOP HYHU and Disney has announced a sequel, but not mentioned a date. However, 2015 brings plenty of other movies that should be on every toy professionalâ&#x20AC;&#x2122;s awareness meter.

Paddington: Jan. 16 â&#x20AC;&#x201C; The beloved bear from the novels by Michael Bond makes his way to London in search of a new home in this animated comedy.

Paper Planes: Jan. 15 â&#x20AC;&#x201C; This LPDJLQDWLYH ÂżOP LV DERXW D \RXQJ ER\ÂśV SDVVLRQ IRU Ă&#x20AC;LJKW DQG KLV FKDOOHQJH to compete in the World Paper Plane Championships in Japan.

Spare Parts: Jan. 16 â&#x20AC;&#x201C; The true story of four Hispanic high school students who form a robotics club under the leadership of their new teacher.

Strange Magic: Jan. 23 â&#x20AC;&#x201C; A new DQLPDWHG ÂżOP IURP /XFDVÂżOP /WG itâ&#x20AC;&#x2122;s a madcap fairy tale inspired by â&#x20AC;&#x153;A Midsummer Nightâ&#x20AC;&#x2122;s Dream.â&#x20AC;?

The SpongeBob Movie: Sponge Out of Water: Feb. 6 â&#x20AC;&#x201C; SpongeBob SquarePants comes ashore for his most super-heroic adventure yet.

Shaun the Sheep: Feb. 6 â&#x20AC;&#x201C; When Shaun decides to take the day off and have some fun, he gets more than he bargains for in this animation.

Cinderella: March 13 â&#x20AC;&#x201C; This liveDFWLRQ 'LVQH\ ÂżOP IHDWXUHV &DWH %ODQFKHWW as the Wicked Stepmother and â&#x20AC;&#x153;Downton Abbeyâ&#x20AC;&#x2122;sâ&#x20AC;? Lily James as Cinderella.

Home: March 27 â&#x20AC;&#x201C; When aliens take over Earth in this animation, a (continued on page 32)

NEW! 2015 KaZAM v2s Model FREE SHIPPING on all orders!

CONTACT: orders@kazambikes.com astratoy.org â&#x20AC;˘ May 2015

25

TRENDING Now

Moving

Right Along

by Sue Warfield, Director of Member Relations

I

t’s all yours! Introducing the ASTRA Exclusive preschool products line.

2XU ¿UVW $675$ ([FOXVLYH products will be available for shipping no later than the end of June, and the manufacturers are ready to take your orders! The 24 preschool products in the lineup were chosen by a committee of 10 ASTRA retail members, representing a cross section of our stores – diverse in their geographic location, store size, number, and population base of the market area. The products were scored on a detailed list of requirements including design, packaging, and value, as well as terms offered for our members.

All of the Exclusive products will be sold only to ASTRA retail members for 18 months from the date they are available to ship. In addition, there were very strict parameters put into the contracts regarding pricing and total restriction of repackaging these items to sell to other retailers within the 18-month period. These truly are ASTRA EXCLUSIVE! At their unveiling in New York at Toy Fair and in each of the manufacturers’ booths, the reception was fantastic. See the list of products on the next page, and for further information check out the ASTRA website under the FOR MEMBERS tab and click on ASTRA Exclusives.

All of these items will be on display in each of the manufacturers’ booths at Marketplace & Academy, as well as near the registration area. Get your orders in early and be ready to show your customers that you really do offer something very special!

What’s next? To keep the momentum going and to ensure that we will always have a selection of great products for ASTRA retailers only, the next Request for Proposal has gone out

26 May 2015 • astratoy.org

Meet the Exclusives The room was crowded at Toy Fair as ASTRA members moved in to get their first look at the first three ASTRA Exclusives lines. They’d been rated by retailers on criteria starting with product design and play value, but also considering production turnaround and warehousing, MAP policies, marketing support, invoicing and terms. After all, the best toy in the world is only great if it can get on retailers’ shelves when it’s needed.

Whether the toys had value for children with special needs was another criterion considered. So were other marketing channels such as big box stores.

With 80 percent of their products manufactured in North America, Outset Media is known for trivia games, brain games, the Professor Noggin series, and puzzles. The company, located in Victoria, British Columbia, developed seven new games just for ASTRA stores.

The games have unique twists, such as the princess saving the king or equal opportunity pirates. Bzzz Oink Bingo has kids making animal sounds, while Piggies on the Run plays much like an updated Candyland. “We’re very excited about

to our ASTRA manufacturers for the category “Active Play.” Once chosen, these products will be for shipment

by January 2016. A new committee will score these submissions, and we have already seen enthusiasm from our manufacturers as they prepare their products for consideration.

Another category for release in the fall of 2016 is in the process of being determined via a survey of our retail

this,” said Outset’s Scott Ballantyne.

Snapo, a building system that came on the market last year, was designed by Christian Sorensen of Denmark. “I was exposed to LEGO at a very young age,” he said. “I thought, great, but why can’t they connect sideways?” After owning a company that made cable ties with a specialized locking system, he applied that system to developing a new building block.

The ASTRA Exclusive sets will include colors and shapes not available in other sets. Snapo is manufactured in San Diego.

Thailand-based PlanToys (R) has always focused on sustainable play. For 30 years, Plan has manufactured toys from preservative-free rubberwood, and also created new materials to minimize waste.

“Plan Toys has applied many techniques and learning points to these products, to make them fun for children to experience successful outcomes through play,” said Judith Culberson, sales director.

For example, puzzle vehicles may be used strictly as vehicle play or as a table-top puzzle extending to a shape sorter. Dancing Rabbit flops his hands when being pushed, making exercise fun for toddlers.

members as this article heads to the printer. The ball is rolling and we’ll keep it moving as we continue the work of showcasing our ASTRA retailers as the place to go for all the best toys for kids.

Want to know more about the ASTRA ([FOXVLYHV DQG JHW D ¿UVW JOLPSVH DW ZKDW will be the Exclusives for Active Play?

Don’t miss our Exclusives presentation at the Tuesday morning breakfast at Marketplace & Academy.

ASTRA Exclusive Preschool Line Product Listing by Manufacturer

SNAPO (Building Blocks Made in the USA) Contact: jon.play@snapo.com

Product

Age

Wholesale Cost MSRP

Beginning Builder

18M – 3 years

$8.00 – $16.00

18M – 3 years

$8.00 – $16.00

2 – 4 years

$12.00 – $24.00

2 – 4 years

$12.00 – $24.00

Number Train

2 – 5 years

$15.00 – $30.00

Alphabet City

2 – 5 years

$18.00 – $36.00

Beginning Engineer

3 – 5 years

$9.00 – $18.00

3 – 5 years

$9.00 – $18.00

4 – 6 years

$17.00 – $34.00

4 – 6 years

$17.00 – $34.00

(Blue, Red, Green, Yellow)

Beginning Builder (Pink, Purple, Green, Yellow)

Junior Builder (Blue, Red, Green, Yellow)

Junior Builder (Pink, Purple, Green, Yellow)

(Blue, Red, Green, Yellow)

Beginning Engineer (Pink, Purple, Green, Yellow)

Junior Engineer (Blue, Red, Green, Yellow)

Junior Engineer (Pink, Purple, Green, Yellow)

PLAN TOYS (Eco Friendly, Sustainable Materials) Contact: Judith@plantoysinc.com Product

Age

Wholesale Cost MSRP

Vehicle Sorting Car

18M+

$10.00 – $20.00

Vehicle Sorting Boat

18M+

$10.00 – $20.00

Vehicle Sorting Plane

18M+

$10.00 – $20.00

Pounding Rabbit

12M+

$12.50 – $25.00

Pull Along Cat

12M+

$12.50 – $25.00

Dancing Bunny

12M+

$15.00 – $30.00

Animal Train

18M+

$15.00 – $30.00

Animal Train

Dancing Bunny

Vehicle Sorting Plane

OUTSET MEDIA (Noggin Playground Games Branded for ASTRA) Contact: gareth@outsetmedia.com Product

Age

Wholesale Cost MSRP

Walk Like a Chicken

3+

$7.20 – $14.99

Bzzz Oink Bingo

3+

$8.16 – $16.99

Piggies on the Run

3+

$8.16 – $16.99

Princess Snakes & Ladders

3+

$7.20 – $14.99

Pirate Snakes & Ladders

3+

$7.20 – $14.99

Adventures in Storyland

5+

$12.96 – $26.99

Dragon Dash

5+

$8.16 – $16.99

Pounding Rabbit

Vehicle Sorting Car

Pull Along Cat

P.S. We’ve got another great project for our retail stores in the works, in addition to our fantastic education program. Watch your e-Bulletin in May to hear all about it. With all we’ve got ASTRA “cooking,” it’s wonderful to be an ASTRA member! astratoy.org • May 2015

27

TRENDING Now

Update from

the Technology Committee

by Ryan Hamilton, Geared For Imagination, Chair, Technology Committee

O

ur attitudes toward technology obviously vary widely DFFRUGLQJ WR RXU DJH LQWHUHVWV ŕŻ&#x2026; HYHQ WKH WLPH RI GD\ No doubt most of us ASTRA members are carrying smartphones in our pockets that are as powerful as our desktop FRPSXWHUV ZHUH \HDUV DJR :H NQRZ WKDW ZH FDQ EHQHÂżW IURP using these tools well, but I would guess that most of us are not true technophiles and so see them as somewhat of a distraction.

Your Technology Committee has been hard at work over the past six months, taking a closer look at how all of you use technology in your businesses. Last year we sent an email survey to the entire membership, and weâ&#x20AC;&#x2122;ve been analyzing the responses to learn how we as your committee can be of most help to you.

Thank you so much to the 300 or so of you who responded to the survey. Here are just a few things we learned:

Retailers: â&#x20AC;˘ 75% use some kind of POS (Point Of Sale) system â&#x20AC;˘ 50% sell online â&#x20AC;˘ Most would like to order online from manufacturers

Manufacturers: â&#x20AC;˘ 85% use Quickbooks for accounting â&#x20AC;˘ Most use pen and paper to write orders at shows â&#x20AC;˘ Many would like to receive more orders electronically

Sales Reps: â&#x20AC;˘ Use a wide variety of order entry systems â&#x20AC;˘ Would like guidance from ASTRA on technology use â&#x20AC;˘ Favor pen and paper for show orders

So whatâ&#x20AC;&#x2122;s next?

:H KHDUG ORXG DQG FOHDU WKDW DOO RI XV ZRXOG EHQHÂżW IURP more guidance from ASTRA on all things technological, but of FRXUVH ZH KDYH WR GHFLGH WKH EHVW ZD\ WR GR WKDW 7KH ÂżUVW VWHS is a regular column here in the ASTRA Toy Times Magazine. In HDFK HGLWLRQ \RX ZLOO ÂżQG D FROXPQ IURP RQH RI \RXU FRPPLWWHH PHPEHUV RQ D VSHFLÂżF WRSLF UDQJLQJ IURP 326 V\VWHP RSWLRQV WR inventory management tools.

Next, we will be adding a Tech Resources page to the ASTRA website in the coming months that will suggest some technologies that you can implement, along with suggestions of $675$ PHPEHUV ZLWK NQRZOHGJH RI WKRVH VSHFLÂżF WRROV Finally, we will be working closely with our new Director of Education, Greg Choyke, to make sure weâ&#x20AC;&#x2122;re including technology topics in new education programming.

28 May 2015 â&#x20AC;˘ astratoy.org

One area where we can help all members is by giving simple guidance on best practices for managing data, from item information and inventory to social media and point of sale. To get things started, here are a few tips that you can apply today in your business, whether youâ&#x20AC;&#x2122;re a rep, retailer or manufacturer: 1. Back it up: If you lost your laptop or your POS computer, could you continue to do business tomorrow? If the answer is â&#x20AC;&#x153;no,â&#x20AC;? then itâ&#x20AC;&#x2122;s time for a backup solution! There are many to choose from, but some of the most common are Carbonite, for online backups, or a simple external hard drive. Most experts recommend that you back up to the cloud, as well as to a physical drive at your location.

2. Enter it once: Once youâ&#x20AC;&#x2122;ve entered a customerâ&#x20AC;&#x2122;s name, a purchase order or data on a new item, you shouldnâ&#x20AC;&#x2122;t have to enter it again. The more times you key in that data, the more likely you are to make a mistake. Most systems (including Quickbooks, POS systems and more) allow you WR LPSRUW DQG H[SRUW GDWD XVLQJ ([FHO ÂżOHV RU WKHLU VLPSOH FRXVLQ FVY RU ÂłFRPPD VHSDUDWHG YDOXH´ ÂżOHV 7DNH advantage of this to save time and headaches.

3. Standardize it: Do you work ON your business or IN your business? If your business still needs you in order to operate day-to-day, chances are there are tasks you can standardize, document and hand off to someone else.

Many of these are technology-related tasks, like closing out a POS at the end of the day or updating inventory on a website. Find someone in your organization (or a remote Virtual Assistant, if you are a team of one) who can do these tasks so that you can free up your time to move your business forward.

We look forward to continuing our work on the Technology &RPPLWWHH 3OHDVH OHW XV NQRZ LI WKHUH DUH DQ\ VSHFLÂżF WRSLFV \RX would like us to cover!

ASTRA

astratoy.org â&#x20AC;¢ May 2015

29

TRENDING Now Inspiring

Lifelong Learning (And a CertiďŹ cate to Prove It)

by Greg Choyke, Director of Education

See us at ASTRA Booth #1555

Create

Train

Sustain

rich color, easily applied

develops the tripod grip muscles in little hands

enviromentally friendly materials and packaging

Made in the USA deep in the heart of rural Kentucky

www.crayonrocks.com

Happy 30th Anniversary Toymarketing and Rody!!!

We thank you for your continued business and look forward to working with all of you for many years to come. We have created two unique 30th Anniversary Rodyâ&#x20AC;&#x2122;s which are available now.

ASTRA Marketplace Booth #127 800-496-6427

tmigymnic@sbcglobal.net www.tmigymnic.com 30 May 2015 â&#x20AC;˘ astratoy.org

L

ooking for more in-depth skills to help with your business or explore some innovative concepts? With the guidance of the Board of Directors and the newly formed Education Committee, we are pleased to announce the new &HUWLÂżHG 0DVWHU 5HWDLOHU program, geared for our retail members. This FHUWLÂżFDWLRQ SURJUDP ZLOO JLYH \RX the skills and tools to raise the bar of your business. We have put together a powerhouse team of experts to JLYH \RX WRROV WR XVH LQ EXVLQHVV DQG ÂżQDQFH PHUFKDQGLVLQJ marketing, personnel management, customer service, technology and child development/play. , DP YHU\ H[FLWHG WR KDYH MRLQHG WKH $675$ WHDP DV GLUHFWRU RI HGXFDWLRQ 0\ ÂżUVW LQWURGXFWLRQ WR $675$ PHPEHUV ZDV DW 7R\ )DLU WKLV )HEUXDU\ ZKHUH , ZDV DEOH WR VHH ÂżUVW KDQG WKH passion and openness of the members. It was an opportunity to see the rewards and challenges within the specialty toy industry, early in my career here.

I have played an active role in education for many years, on ERWK WKH QRW IRU SURÂżW DQG SURÂżW VLGHV 0\ SDVVLRQ IRU OHDUQLQJ teaching started years ago as an animal trainer for a large entertainment company, where I had the unique opportunity to develop educational programs for people as well as training programs for large mammals. Although my focus has turned to people, the one factor that remains the same for both is that learning needs to be reward-focused. Benjamin Franklin said it best: â&#x20AC;&#x153;An investment in knowledge pays the best interest.â&#x20AC;?

Learning is a continuous process. Sometimes itâ&#x20AC;&#x2122;s to â&#x20AC;&#x153;re-learnâ&#x20AC;? something, and sometimes itâ&#x20AC;&#x2122;s to learn something new. It enables us WR JURZ DV SHRSOH DQG HIIHFW FKDQJH (GXFDWLRQ LV WKH ÂżUH WKDW IXHOV innovation, collaboration and change.

$675$ ZDQWV WR EH \RXU FKDQJH SDUWQHU 7KLV )HEUXDU\ we launched Webinar Wednesdays. These webinars are short, interactive opportunities for retailers, sales reps and manufacturers to look at the â&#x20AC;&#x153;boxâ&#x20AC;? from a different angle. Check your email for the next Webinar Wednesday event!

:DQW WR NQRZ PRUH" -RLQ XV DW $675$ÂśV 0DUNHWSODFH $FDGHP\ RQ 0RQGD\ PRUQLQJ -XQH GXULQJ WKH DQQXDO business meeting.

Until then, challenge yourself, seek answers and be creative.

ASTRA

Open the box and use the background inside for imaginative play.

Then use select 2D puzzle pieces to create a 3D toy vehicle Use all the for even pieces to form more fun. a traditional jigsaw puzzle.

2015 ASTRA Marketplace & Academy June 7-10, Booth #439 Airplane (71 pieces)

Fire Truck (65 pieces)

WWW . PlaSmartToys. COM

Digger (65 pieces)

| Sales@PlasmaCar. COM astratoy.org â&#x20AC;˘ May 2015

31

TRENDING Now Watch For These Movies â&#x20AC;&#x201C; Your Customers Will (continued from page 25) resourceful girl named Tip (Rihanna) teams up with an unlikely source to save KHU IDPLO\ DQG IULHQGV

Underdogs: April 10 â&#x20AC;&#x201C; In this DQLPDWHG FRPHG\ WKH WR\ ¿JXUHV IURP D IRRVEDOO WDEOH FRPH WR OLIH WR VDYH WKH GD\

Tomorrowland: May 22 â&#x20AC;&#x201C; George Clooney stars in this mystery adventure from Disney, uniting a former boy genius and an optimistic teen bursting with VFLHQWL¿F FXULRVLW\ Jurassic World: June 12 â&#x20AC;&#x201C; Dinos reign again in this fourth Jurassic Park movie from Universal Pictures â&#x20AC;&#x201C; one reason dinosaurs are a predicted trend WKLV \HDU Inside Out: June 19 â&#x20AC;&#x201C; Featuring an all-star cast of actors (Amy Poehler and Bill Hader among them), this Pixar animation goes inside the mind and HPRWLRQV RI D WZHHQ JLUO Minions: July 10 â&#x20AC;&#x201C; If Toy Fair is any indication, Minions will be big in 7KLV 8QLYHUVDO 3LFWXUHV DQLPDWLRQ tells the backstory of Minions from ³'HVSLFDEOH 0H ´ Pan: July 24 â&#x20AC;&#x201C; This live-action retelling of Peter Pan, from orphan to the hero of Neverland, stars Hugh Jackman DQG 5RRQH\ 0DUD Hotel Transylvania 2: 6HSW ± 7KH spooky animated comedy is a sequel to +RWHO 7UDQV\OYDQLD LV IURP 6RQ\ 3LFWXUHV The Peanuts Movie: 1RY ± Snoopy, Charlie Brown and the gang make their big screen debut in 3D animation, MXVW LQ WLPH IRU WKH KROLGD\V Hunger Games: Mockingjay, Part 2: 1RY ± 6WRFN XS RQ ERZV DQG DUURZV LQ WLPH IRU WKH ¿QDO LQVWDOOPHQW The Good Dinosaur: 1RY ± :KDW if the dinosaurs had never become extinct? This original animated tale DQVZHUV WKDW TXHVWLRQ Star Wars: The Force Awakens: 'HF ± 7KH VHYHQWK HQWU\ LQ WKH 6WDU :DUV VDJD DQG WKH ¿UVW XQGHU 'LVQH\ WKLV ¿OP starts a new trilogy set after Return of WKH -HGL Monster Trucks: 'HF ± 7KLV original live action/computer animation VWDUV 5RE /RZH 7KH SORW LV VWLOO XQGHU wraps, but for kids who like monster trucks, does it matter?

ASTRA

32 May 2015 â&#x20AC;¢ astratoy.org

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.

Children with disabilities are just like any other kids when it comes to learning through play. They just need a little help connecting.

ASTRAâ&#x20AC;&#x2122;s

Guide to Toys for Children with Special Needs is an electronic handbook for anyone who makes or sells toys.

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.

GET YOUR COPY TODAY!

Only

$

Supports you in working effectively with your customers and guiding them in their toy buying decisions.

2995 for members

$

12900 for

non-members

Visit www.astratoy.org or call 312-222-0984 astratoy.org â&#x20AC;˘ May 2015

33

June 7-10, 2015 Charlotte, NC

Your Guide to the Show 36 ...........................................Things to Do in Charlotte 38 ........Session Promises “Networking on Steroids” An Interview with Sara Michel

I

t’s THE place for inspiration, connection, and deals! The toys, the experts, the relationships! It’s time to connect and get inspired!

Discover the coolest toys from the newest manufacturers at the Marketplace. Take advantage of show-only discounts.

Laugh, play and collaborate with colleagues who understand your challenges and triumphs. Explore new avenues, solve problems, and gain essential tips and best practices to grow your business. This year, there’s inspiration around every corner to help you thrive.

You’ll leave with big ideas, helpful knowledge, and new connections that will fuel your success in the year ahead.

Charlotte Quick Facts • Nicknamed the “Queen City” in honor of Charlotte of Mecklenburg-Strelitz, who became queen consort of Great Britain the year before the city was founded.

• Residents are referred to as “Charlotteans” • Downtown is actually called Uptown.

• During the Revolutionary War, a British force led by General Cornwallis held Charlotte for two and a half weeks, deciding to leave after enduring annoying attacks by locals.

Cornwallis called Charlotte a “veritable nest of hornets,” and the description stuck. The county seal, the CharlotteMecklenburg police insignia and various other things around town incorporate a hornets’ nest.

• While it’s set in Washington, D.C., the Emmy-winning TV series Homeland has filmed in and around Charlotte.

34 May 2015 • astratoy.org

40.........Keynote Points Way to High-Flying Success An Interview with Bob Negen 42 ..............................................Schedule-At-A-Glance 44....................................................Track Programming 48 ..................................................................What’s New 52 ........................................................... Show Sponsors 54..................................................................ASTRA Staff

astratoy.org â&#x20AC;¢ May 2015

35

Thereâ&#x20AC;&#x2122;s Something for Everyone in Charlotte

T

hereâ&#x20AC;&#x2122;s something for everyone in Charlotte! Whether youâ&#x20AC;&#x2122;re an adventure-seeker, appreciate the arts, or are looking for VRPH IDPLO\ IULHQGO\ IXQ \RXÂśOO ÂżQG WKDW WKHUHÂśV SOHQW\ WR do while youâ&#x20AC;&#x2122;re in town for ASTRAâ&#x20AC;&#x2122;s Marketplace & Academy.

Adventure-seekers can max out on endorphins at the US National White Water Center, a training site for athletes and WKH RIÂżFLDO VLWH RI WKH DQG 2O\PSLF 7HDP 7ULDOV IRU ZKLWHZDWHU VODORP (QMR\ DFUHV RI RXWGRRU DFWLYLWLHV IRU DOO DJHV and skill levels, including whitewater rafting, kayaking, stand-up paddle boarding, zip lining, and mountain biking. Looking for more thrills? Spend a day at Carowinds, a renowned amusement park full of world-class roller coasters and a huge water park. Make sure you WDNH D ULGH RQ )XU\ WKH ZRUOGÂśV WDOOHVW DQG IDVWHVW JLJD FRDVWHU

$SSUHFLDWRUV RI DUW DQG KLVWRU\ PLJKW EH VXUSULVHG WR ÂżQG that Charlotte is home to a number of world-renowned museums.

Race around the NASCAR Hall of Fame, an interactive entertainment attraction honoring the history and heritage of NASCAR. Learn about the Southern United States in post-Civil War period at The Levine Museum of the New South, named one of the best exhibits in the Southeast. Celebrate the rich legacy of African-American art, history, and culture at The Harvey B. Gantt Center for African-American Culture & Arts. Check out The Mint Museum D ÂżYH VWRU\ VTXDUH IRRW IDFLOLW\ that houses collections of American, contemporary, and European art. Modern art collections live at The Bechtler Museum of Modern Art, which celebrates mid-century modernism with works by Miro, Picasso, Warhol, Ernst, and many others â&#x20AC;&#x201C; donâ&#x20AC;&#x2122;t miss taking a picture with the iconic Firebird out in front!

If youâ&#x20AC;&#x2122;re looking for family-friendly fun, look no further

than Discovery Place, a childrenâ&#x20AC;&#x2122;s museum that brings science to life through engaging exhibits, an aquarium, a rainforest, and an IMAX theater. Fire up your imagination as you discover exhibits showcasing everything from aliens to bugs to dinosaurs to space travel! Youâ&#x20AC;&#x2122;ll also want to visit ImaginOn. Kids will love this unique space that is part library and part theater with lots of hands-on exhibits and tons of books to read!

Getting hungry yet? Dive into the local food scene and take a stroll down the 7th Street Public Market, which celebrates the food of the Carolinas and supports the local farm-tofork movement. Enjoy a brewery tour at Old Mecklenburg Brewery, which features German craft beers and great food with a biergarten out back to enjoy. Looking for good Carolina barbecue? Stop by and enjoy the food and charm of Macâ&#x20AC;&#x2122;s Speed Shop or discover Southern comfort food in a low-key setting at Mertâ&#x20AC;&#x2122;s Heart and Soul. When youâ&#x20AC;&#x2122;re ready for dessert, stop by Amelieâ&#x20AC;&#x2122;s French Bakery and try the macarons, salted caramel brownie and the creme brĂťlĂŠe.

Vapiano, a very cool Italian restaurant with a cafeteriastyle setup and a bar, but still high-end look, is popular and very good. Dandelion Market offers tapas-style food. If Thai is more your thing, nearby is Basil Thai Cuisine. Whiskey River in the Epicenter is NASCAR driver Dale Earnhardt, Jr.â&#x20AC;&#x2122;s bar with live music and an electronic bull to ride.

Discover even more of what Charlotte has to offer. Visit ZZZ FKDUORWWHRIÂżFLDOYLVLWRUJXLGH FRP for a complete listing of all there is to do, see, and eat in the Queen City!

Special thanks to Misty Audish, Dana Campagna Laham, and Sarah Yerkey for their contributions to this article.

ASTRA

36 May 2015 â&#x20AC;˘ astratoy.org

Dear Specialty Retailers: listened to your valuable input!

We‘ve lowered prices, we‘ve reduce d our item count and now we‘re at it again. We‘re usin g the ASTRA 2015 Marketplace to launch ‘s new assortment of nearly 50 Best Selling Wooden toy designs; thoughtfully redesigned toys with Eng lish packaging and new photography. Our new wooden toys offer superior quality and design at a superior pric e! Please visit us at the ASTRA MARKETPLACE Booth #832 to see what all the excitement is about, pick up our new best seller brochure and experience why we are your spe cialty supplier for the best in wooden toys!

Thank you for your continued suppor t!

Sincerely, cial: Lea Culliton RA Spe USA

AST 0 A, Net 6 F F 0 0 5 $ TRA 2015 AS TPLACE MARKE # 832 Booth

Call us for a copy of our free HABA Bestseller flier!

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

Item 300694 Haba Town All Aboard!

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astratoy.org • May 2015

37

Session Promises â&#x20AC;&#x153;Networking on Steroidsâ&#x20AC;?

An Interview With Sarah Michel of Velvet Chainsaw, opening keynote speaker at ASTRAâ&#x20AC;&#x2122;s Marketplace & Academy What ďŹ rst piqued your interest in how people connect?

Sarah: In the early to mid-â&#x20AC;&#x2122;90s I was working as a career consultant DW DQ RXWSODFHPHQW ÂżUP LQ 6DQ $QWRQLR , ZRUNHG ZLWK H[HFXWLYHV who were downsized and outsized, coaching them through the WUDQVLWLRQ SURFHVV EHLQJ WKH FKHHUOHDGHU RQ WKH VLGH

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How do you help different personality types learn to network and connect?

Sarah: What really interested me about connecting is that when

KDYH UHVRXUFHV SHRSOHÂśV QDPHV DQG IDFHV 7KLV accelerates connections, SXWV LW RQ VWHURLGV (YHQ D ÂżUVW WLPHU ZLOO KDYH QHZ IULHQGV Iâ&#x20AC;&#x2122;ll open with a 15-minute introduction DQG HQG ZLWK D ÂżYH PLQXWH ZUDS XS

Can you give an example of how your programs have helped other groups?

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Where did the name â&#x20AC;&#x153;Velvet Chainsawâ&#x20AC;? come from?

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Your session is described as interactive. How does that work?

Sarah: , EHOLHYH SHRSOH GR QRW FRPH WR IDFH WR IDFH PHHWLQJV WR JHW

Whatâ&#x20AC;&#x2122;s the number one reason we donâ&#x20AC;&#x2122;t want to miss your keynote?

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38 May 2015 â&#x20AC;˘ astratoy.org

ASTRA

astratoy.org â&#x20AC;¢ May 2015

39

Keynote Points Way to High-Flying Success An interview with Bob Negen, closing keynote speaker at ASTRAâ&#x20AC;&#x2122;s Marketplace & Academy SURFHVVHV DQG FUHDWLQJ D FXOWXUH WKDW ZDV FRQVLVWHQWO\ JUHDW ,Q P\ \RXQJHU EURWKHU 6WHYH WKH MXQLRU SDUWQHU ERXJKW didnâ&#x20AC;&#x2122;t want to get a real job, and had new P\ VKDUH RI WKH FRPSDQ\ I wanted to share what I had KREE\ ² NLWH Ã&#x20AC;\LQJ , WKRXJKW ,¶G RSHQ OHDUQHG WR KHOS SHRSOH UXQ EHWWHU EXVLa kite store; how hard can it be to run a UHWDLO VWRUH" $W OHDVW WKDW¶V ZKDW , WKRXJKW QHVVHV KHOS SHRSOH DYRLG WKH PLVWDNHV WKDW ,¶G PDGH DQG KHOS LQGHSHQGHQW UH6R IRU WKH \HDUV , UDQ LW IRU SUREDEO\ WDLOHUV EHFRPH PRUH VXFFHVVIXO RU RI WKRVH , UHDOO\ VWUXJJOHG , tried a bunch of different things, tried The toy industry is fun by nature. and failed and went ahead and worked at LW , DOZD\V NQHZ WKDW , KDG WR EH D EHWWHU Youâ&#x20AC;&#x2122;re going to teach us to have more fun?

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<HDU RU LW DOO VWDUWHG WR FOLFN , \RXU EXVLQHVV LVQ¶W GRLQJ ZHOO LW¶V QR IXQ went from having a kite store that sort of moved forward and sort of existed, to being :KHQ \RXU VWDII LV ORXV\ LW¶V QR IXQ :KHQ UHDOO\ SURDFWLYH DERXW EXLOGLQJ V\VWHPV DQG \RX¶UH QRW JHQHUDWLQJ WKH FDVK WR SD\ WKH

You owned a kite store. How did you go from retailing to training retailers?

Bob: At 23, Iâ&#x20AC;&#x2122;d graduated from college,

40 May 2015 â&#x20AC;¢ astratoy.org

ELOOV LW¶V QR IXQ 0\ HPSKDVLV LV RQ DFWLRQable information that you can use to build a better business, because when you have D WHDP WKDW¶V DPD]LQJ \RX KDYH PRUH IXQ $QG WKH VWUXFWXUH IRU WKLQJV WR ZRUN ZKHQ youâ&#x20AC;&#x2122;ve achieved mastery, youâ&#x20AC;&#x2122;re having a ORW PRUH IXQ :KHQ \RX¶UH PDNLQJ PRQH\ youâ&#x20AC;&#x2122;re having the most fun of all, because it PHDQV \RX¶YH DFKLHYHG VXFFHVV

Can you share a story about how your training has made a difference in a business?

Bob: 5XVV +HUPRQ RZQV 3HW6DYHU +HDOWK\ 3HW 6XSHUVWRUH LQ 5RFKHVWHU 1HZ <RUN +H WRRN D FRQFHSW IURP WKH :KL]%DQJ PDUNHWLQJ NLW IRU FDXVH PDUNHWLQJ 7KH ¿UVW \HDU KH JHQHUDWHG GLUHFWO\

attributable to cause marketing. That was ÂżYH \HDUV DJR 1RZ KH KDV WZR VWRUHV DQG heâ&#x20AC;&#x2122;s shooting to open 15 stores. That one LGHD LV ZRUWK PLOOLRQV RI GROODUV WR KLP 1RW only that, has given back over $100,000 in last couple of years to worthy animal wellness and adoption agencies. A single idea that came from me has impacted not only his business and his community, but the lives of thousands or tens of thousands of animals.

More than 2,500 retailers have invested in the Retail Mastery System; 2,500 SHRSOH KDYH WKH LQIRUPDWLRQ DW WKHLU ÂżQgertips they need to be successful.

Our membersâ&#x20AC;&#x2122; businesses range from tiny toy stores to major toy manufacturers. How does your session reach this range of people?

Bob: At some level, business is business; business wisdom is business wisdom. The best, wisest, most astute business people are always looking for input from various

sources. The wisest look outside their point of view. So a manufacturer would be there looking at the retail component from the viewpoint of their customer, who is a retailer. My keynote speech is built from things I learned about business success.

Examples come from my retail experience, but itâ&#x20AC;&#x2122;s much more broad.

Where did the name â&#x20AC;&#x153;Whiz Bangâ&#x20AC;? come from?

Bob: Specialty Retail Solutions is the original and legal name of the business.

My dad, who loved us and supported us like you couldnâ&#x20AC;&#x2122;t believe, couldnâ&#x20AC;&#x2122;t remember the name of it. We hired a GHVLJQ ÂżUP WR ZRUN RQ D QDPH FKDQJH and new logo. The third name she came up with was WhizBang. Susan (my wife) and I both immediately said, â&#x20AC;&#x153;Thatâ&#x20AC;&#x2122;s the name for our company!â&#x20AC;? It implies passion, enthusiasm, exuberance, excellence, all of those things I just described, in an over-the-top manner. At time I

was speaking to insurance agents and lottery associations, so I made it generic.

As it grew, we had resources to be able to focus on the people we love, which are independent retailers.

Whatâ&#x20AC;&#x2122;s the number one reason we should not miss your presentation?

Bob: I will share retail success â&#x20AC;&#x201C; 35 years RI KDUG HDUQHG RQ WKH Ă&#x20AC;RRU UHDO ZRUOG experience. Iâ&#x20AC;&#x2122;m going to distill what Iâ&#x20AC;&#x2122;ve learned into a short talk: How to create a store that people love, runs like a dream, and makes lots of money.

The number one reason â&#x20AC;&#x201C; I will help you be more successful.

ASTRA

astratoy.org â&#x20AC;˘ May 2015

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SCHEDULE-AT-A-GLANCE

All events will be at the Charlotte Convention Center unless listed otherwise.

SATURDAY, JUNE 6 10 AM – 5 PM Pre-Conference Advanced Retailer Workshop

1:15 – 2:15 PM Educational Sessions for Retailers, Manufacturers and Sales Representatives Retail Sessions Sponsored by Plan Toys

2:30 – 4:30 PM Kits, Kits and More Kits (Full Conference Retailers Only) Sponsored by Games Workshop, The Orb Factory and Thames & Kosmos

6 – 8 PM Meet and Greet, Lobby Bar, The Westin Charlotte

SUNDAY, JUNE 7 8 AM – 6 PM Registration 8 – 9 AM Continental Breakfast

2:30 – 3:30 PM Educational Sessions for Manufacturers and Sales Representatives 3:45–4:45 PM Educational Sessions for Manufacturers and Sales Representatives

New Member and First Time Attendee Breakfast

9 – 10:45 AM Opening Keynote Session: Where Community and Connections Intersect Sarah Michel, CSP, VP of Velvet Chainsaw Consulting, Sponsored by Melissa & Doug

11 AM – 12 PM Educational Sessions for Retailers, Manufacturers and Sales Representatives Retail Sessions Sponsored by Plan Toys

12 – 1 PM Networking Lunch Sponsored by Safari Ltd.

42 May 2015 • astratoy.org

7:30 AM – 6 PM Registration 7:30 – 8 AM Breakfast Buffet

Sponsored by The Orb Factory

12 – 5 PM Registration Open

MONDAY, JUNE 8

5 – 6 PM All Industry Session: How to be a NetWORTHer: The New Way to Network 7 – 10 PM ASTRA’s Opening Connection Reception Come network and play! Join us at the Charlotte Convention Center for a night of fun and connection with your peers. Take a trip back to childhood with life–size games including giant Jenga, giant Connect Four, and corn hole. Snack on local cuisine and enjoy the sounds of local musicians at this can’t– miss party! (If you registered for the Full Conference this reception is included in your registration fee.)

Sponsored by Hape

8 – 9:30 AM ASTRA’s Annual Business Meeting and Awards Presentation 9:30 AM – 6 PM Exhibit Hall Open 9:30 AM – 6 PM ASTRA Connection Center Open Stop by the ASTRA Connection Center during exhibit hall hours to optimize your membership and learn about ASTRA’s new initiatives and programs like exclusives and the Certified Master Retailer certification program. Relax and recharge with Free Wi-Fi, charging stations and complimentary fruitinfused water sponsored by Green Toys Inc.

9:30 AM – 6 PM Best Toys for Kids Finalists Display and Voting 11:30 AM – 1:30 PM Lunch in the Exhibit Hall 2:30–3 PM Ice Cream Social Sponsored by Wikki Stix

5 – 6 PM Exhibit Hall Cocktail Reception 6 – 6:30 PM Before the Games Begin Reception 6:30 – 9:30 PM Game Night (Open to All Retailers) Sponsored by Blue Orange Games & Games Workshop

TUESDAY, JUNE 9 8 AM – 6 PM Registration Open 8 – 9 AM Exclusively Yours Breakfast Sponsored by OgoSport, LLC

9 AM – 6 PM Best Toys for Kids Finalists Display and Voting 11:30 AM – 1:30 PM Lunch in the Exhibit Hall 2:30 – 3 PM Kinetic Sand Beach Break Sponsored by SpinMaster

8 – 9 AM Continental Breakfast 9 – 10 AM Educational Sessions for Retailers 10:15 – 11:45 AM Closing Session: Retail Success: Create a Store That People Love, Runs Like a Dream and Makes Lots of Money Bob Negen, WhizBang! Training

9 AM – 6 PM Exhibit Hall Open 9 AM – 6 PM ASTRA Connection Center Open Stop by the ASTRA Connection Center during exhibit hall hours to optimize your membership and learn about ASTRA’s new initiatives and programs like exclusives and the Certified Master Retailer certification program. Relax and recharge with Free WiFi, charging stations and complimentary fruit-infused water sponsored by Green Toys Inc.

6 PM until…

Free Evening

WEDNESDAY, JUNE 10 8 AM – 12 PM Registration Open

To register for ASTRA’s Marketplace & Academy visit www.astramarketplace.org.

Register for the full conference by May 15, and you’ll be entered to win a 4 night stay at the The Westin Charlotte. An $825 value!

ASTRA

astratoy.org • May 2015

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Track Programming These tracks are specifically geared to meet your needs, so you can pick and choose the sessions that will make the most difference for your business. From foundational to advanced, this year’s program offers learning opportunities and formats to fit everyone.

For Retailers Business & Finance Sponsored by Plan Toys Sunday, June 7, 11 AM – 12 PM Three Tweaks to Improve Cash Flow Dan Jablons, Retail Smart Guys, Inc. Intermediate

Sunday, June 7, 1:15 – 2:15 PM Secrets to Running a Successful Toy Store Christine Osborne, Wonder Works Advanced

Wednesday, June 10, 9 – 10 AM Stop Showrooming Dead in Its Tracks Bob Negen, WhizBang! Training Foundational

Children & Play Sponsored by Plan Toys Sunday, June 7, 11 AM – 12 PM Play to Gain a New Perspective on Popular Toys Toni M. Schulken, MS, OTR/L, Pathways for Learning, Inc. Advanced

Sunday, June 7, 1:15 – 2:15 PM Five In-Store Art Demos to Showcase Your Store’s Creativity Cheri Sterman, Crayola LLC Intermediate

Wednesday, June 10, 9 – 10 AM A Toy or a Learning Tool? It Depends on Who’s Buying Bridgett Scarborough, Giving Tree Toys Foundational

Sunday, June 7, 1:15 – 2:15 PM Increase Sales and Traffic Using Games and Puzzles Kate Petit, Shenanigeese; Brian Turtle, Endless Games; Joe Balcuk, RoosterFin Foundational

Wednesday, June 10, 9 – 10 AM Create Great Product Descriptions for Print and Web Adam Trickey, Specialty Toys Network and Idanna Smith, The Good Toy Group Intermediate

Marketing Sponsored by Plan Toys Sunday, June 7, 11 AM – 12 PM Marketing for Maximum Customer Engagement Debbie Scholl, Fundamentally Toys Advanced

Social Media & Technology Sponsored by Plan Toys Sunday, June 7, 11 AM – 12 PM The Best Tech Tools for Toy Professionals Beth Ziesenis, Your Nerdy Best Friend Foundational

Sunday, June 7, 1:15 – 2:15 PM 29 Tech Tools for Cool Social Media Content Beth Ziesenis, Your Nerdy Best Friend Intermediate

Wednesday, June 10, 9 – 10 AM Demystifying Facebook Marketing and Storytelling Jim Donio, Toy Market, LLC Advanced

(continued on page 44)

44 May 2015 • astratoy.org

BOOTH

1226

ASTRA Exclusive Products We are honored to be one of the 3 manufacturers chosen to produce these awesome products exclusively for ASTRA members. We pride ourselves in producing the most safe, innovative and eco-friendly toys to inspire children to have a deeper appreciation for the Earth. Even with this exclusive line we wanted to make sure that all aspects of our toy making and sustainable philosophy are considered. We believe that weâ&#x20AC;&#x2122;ve produced quite the collection and its only for you, the ASTRA members. We look forward to meeting you at our booth! www.PlanToys.com

astratoy.org â&#x20AC;˘ May 2015

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(continued from page 42)

For Manufacturers Sunday, June 7, 11 AM – 12 PM Rethinking Sales Management David M. Fellman, David Fellman & Associates Advanced

Sunday, June 7, 1:15 – 2:15 PM The Toy Industry Today – An Overview Toy Industry Association Panel and Neal Cohen, CPSC Foundational

Sunday, June 7, 2:30 – 3:30 PM Getting the Entire Package Matt Nuccio, Design Edge, Inc. Intermediate

For Sales Representatives Sunday, June 7, 11 AM – 12 PM Think Before You Meet: Creating Lasting Business Relationships Marshall Seese, Jr., Bunnell Idea Group Foundational

Sunday, June 7, 1:15 – 2:15 PM Simplify Your Sales Strategy with Dinosaur Wisdom David M. Fellman, David Fellman & Associates Intermediate

Sunday, June 7, 2:30 – 3:30 PM Managing the Downside of Sales Sue Warfield, ASTRA Foundational

Sunday, June 7, 3:45 – 4:45 PM Best Practices for Successful Toy Manufacturing Mark Rappaport, Marky Sparky Toys Intermediate

Sunday, June 7, 3:45 – 4:45 PM The Secret Life of Manufacturers: What Sales Representatives MUST Know Brian Maggio, Revenew Sales & Market Development Advanced ASTRA

VISIT US!

46 May 2015 • astratoy.org

ASTRA BOOTH # 1036

www.blueorangegames.com 415.252.0372

astratoy.org â&#x20AC;¢ May 2015

47

Whatâ&#x20AC;&#x2122;s NEW at Marketplace Team Up and Get the Most Out of Marketplace & Academy

I

f youâ&#x20AC;&#x2122;ve been to Marketplace & Academy before, you know what a great gathering, sharing and learning experience it is â&#x20AC;&#x201C; especially if you attend the Full Conference! However, we NQRZ WKDW LI \RX DUH D QHZ PHPEHU RU D ÂżUVW WLPH DWWHQGHH LW FDQ seem a little bit overwhelming.

Thatâ&#x20AC;&#x2122;s why weâ&#x20AC;&#x2122;ve launched our new Team Up Program. ,I \RX DUH D QHZ PHPEHU DQG RU ÂżUVW WLPH DWWHQGHH DQG ZRXOG like someone to team up with who can help you navigate the conference and provide pointers, weâ&#x20AC;&#x2122;ve got you covered!

ASTRA Rookies will be matched up with an ASTRA All6WDU GHÂżQHG DV DQ $675$ PHPEHU ZKR KDV EHHQ WR 0DUNHWSODFH

& Academy at least 2 times in the past 3 years. As a team youâ&#x20AC;&#x2122;ll connect by phone prior to M&A and determine where youâ&#x20AC;&#x2122;ll meet up during the week. Meeting up at the New Members Breakfast on Sunday morning is a great place to start!

If you want to participate either as a Rookie or an AllStar or would like more information, please contact Katie at kmarso@astratoy.org or Sue at VZDUÂżHOG#DVWUDWR\ RUJ by May 1. Weâ&#x20AC;&#x2122;ll match up teams and send you your partnerâ&#x20AC;&#x2122;s contact information by May 8 and you can take it from there!

ASTRA is all about connections â&#x20AC;&#x201C; taking part in our Team Up Program can make the event a true â&#x20AC;&#x153;home-runâ&#x20AC;? for all!

Opening Keynote Session: Where Community & Connections Intersect

T

his interactive keynote session facilitated by Sarah Michel will transform the way you connect. Join colleagues at â&#x20AC;&#x153;neighborhoodsâ&#x20AC;? for small group brainstorming on the topics that keep you up at night: Sales & Marketing, Economic

& Consumer Trends, Financial Management, Industry Relations, and Business Operations. Youâ&#x20AC;&#x2122;ll leave with ideas, information, and action items to maximize connection and community at ASTRA and beyond â&#x20AC;&#x201C; you wonâ&#x20AC;&#x2122;t want to miss it!

Your child will feel like a real yogi with The Little Yoga Mat.

Our award winning mats are colorful, cushiony and eco-safe.

Practice with Mom or go solo.

Take a siesta or do some cool moves in the park.

Please visit our BOOTH #355 ASTRA Marketplace

Pops into a stroller bag and cleans easily with soap and water.

Ideal for ages 0-4.

917-338-7299 â&#x20AC;˘ thelittleyogamat.com 48 May 2015 â&#x20AC;˘ astratoy.org

(continued on page 50)

SELL CARS?

SELL ROADS! NEW FOR 5!

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InRoadToys.com | info@InRoadToys.com | phone: 888-311-7165 Copyright © 2015 InRoad Toys, LLC. All rights reserved astratoy.org

• May 2015

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Whatâ&#x20AC;&#x2122;s NEW at Marketplace (continued from page 48) Story Time at ASTRA: Game-Selling Success Stories Monday, June 8 and Tuesday, June 9 10:30 AM & 3:30 PM, Sponsored by Blue Orange Games

W

hat are ASTRA retailers doing to sell games in their stores? Blue Orange Gameswill share game-selling success stories gathered from their store visits to ASTRA retailers across the U.S. Hear about the creative and innovative ways ASTRA retailers have marketed games to draw store WUDI¿F DQG LQFUHDVH VDOHV )URP KRVWLQJ VSHFLDO LQ VWRUH HYHQWV DQG SURPRWLRQV WR FUHDWLQJ YLVXDOO\ HQJDJLQJ GLVSOD\V WR SDUWQHULQJ ZLWK FRPPXQLW\ RUJDQL]DWLRQV \RX¶OO FRPH DZD\ ZLWK D ORQJ OLVW RI LGHDV WKDW ZLOO KHOS \RX ERRVW JDPH VDOHV

7ZR RQH KRXU SUHVHQWDWLRQV ZLOO EH RIIHUHG RQ HDFK GD\ VR FRQVLGHU DWWHQGLQJ WKLV FDQ¶W PLVV VWRU\ WLPH ,I \RX KDYH DQ\ VWRULHV \RX ZRXOG OLNH WR VHH IHDWXUHG SOHDVH FRQWDFW corinne@blueorangegames.com. See you at the show!

50 May 2015 â&#x20AC;¢ astratoy.org

Conversation Corner

C

arry on with your conversations IURP WKH 2SHQLQJ .H\QRWH DQG Sundayâ&#x20AC;&#x2122;s education session in our new Conversation Corners. Located ULJKW DFURVV IURP WKH ([KLELW +DOO these comfy sitting areas allow you to QRW RQO\ QHWZRUN ZLWK \RXU SHHUV EXW DOVR JLYH \RX D SODFH WR WDNH D TXLFN EUHDN EHWZHHQ PHHWLQJV PDS RXW \RXU VWUDWHJ\ IRU WKH WUDGH VKRZ Ã&#x20AC;RRU RU MRLQ friends for lunch.

ASTRA

Since 1976 An essential ingredient to every toybox, every childhood, every generation.

See a world of puppets at www.folkmanis.com 0r call 1-800-654-8922 for a free catalog.

ASTRA Booth #426 astratoy.org â&#x20AC;˘ May 2015

51

ASTRAâ&#x20AC;&#x2122;s Marketplace & Academy is generously sponsored by the following companies:

Gold Star Sponsors

Silver Star Sponsors Bronze Star Sponsors

52 May 2015 â&#x20AC;˘ astratoy.org

astratoy.org â&#x20AC;¢ May 2015

53

Meet the ASTRA Staff Y

ouâ&#x20AC;&#x2122;ll see them at Marketplace & Academy: the staff that ZRUNV WLUHOHVVO\ DOO \HDU WR FDUU\ RXW WKH ZRUN WKDW EHQHÂżWV ASTRA members. At the direction of the board, the staff KDV JURZQ E\ WKUHH MXVW VLQFH ODVW \HDUÂśV 0DUNHWSODFH ŕŻ&#x2026; D VLJQ WKDW ASTRA is serious about its strategic plan.

%XW LV DOO VHULRXV DW WKH RIÂżFH" 5HDG DERXW WKH VWDII DQG WKHQ decide. Look for these friendly faces at Marketplace. They are there to serve you!

In order of employment, starting with the newest, here is the ASTRA staff.

Maggie Bridger, OfďŹ ce Administrator

Greg Choyke, Director of Education Greg came on board Jan. 12 to build educational offerings within ASTRA. He works with members and experts to create relevant programs to help members be more successful in their businesses. (Read more on page 27.) His work as an education specialist for several professional associations led him to ASTRA. Networking will be Gregâ&#x20AC;&#x2122;s main role at Marketplace & Academy. â&#x20AC;&#x153;One of the highlights of my job is to learn more about the membership and meet individuals,â&#x20AC;? he said. â&#x20AC;&#x153;Networking is essential for me to better understand how to offer educational programs that are geared and relevant to their needs.

I am there to aid as a sounding board and become a resource.â&#x20AC;?

A self-described travel junkie and people person, the Chicago native enjoys international travel and exploring different cultures and places. After traveling to Thailand, New Zealand, Western Europe, Peru and the Caribbean, heâ&#x20AC;&#x2122;s now taking German lessons.

Fun facts: Greg was a killer whale trainer for SeaWorld. He LV NQRZQ DV WKH RIÂżFH '- NHHSLQJ HYHU\RQHÂśV HQHUJ\ XS ZLWK lots of throwback playlists.

54 May 2015 â&#x20AC;˘ astratoy.org

'LDO WKH $675$ RIÂżFH DQG 0DJJLH LV OLNHO\ WKH ÂżUVW SHUVRQ \RXÂśOO WDON WR 6KH NHHSV WKH RIÂżFH UXQQLQJ VPRRWKO\ DQG KDQGOHV membership applications and renewals. She started last fall in a temporary capacity and full time in January.

Âł7KLV \HDU ZLOO EH P\ ÂżUVW DW 0DUNHWSODFH VR , DP YHU\ excited for the opportunity to meet all of the members I have spoken with via phone and email,â&#x20AC;? she said. Find her at registration and handling other tasks that come up.

The woman behind the desk is also the woman on the stage.

Sheâ&#x20AC;&#x2122;s a dance artist, so she choreographs and performs work throughout the Midwest. â&#x20AC;&#x153;I dance and write, and sometimes I write about dance,â&#x20AC;? she said. She also was a program facilitator at Journey World, the local Girl Scout councilâ&#x20AC;&#x2122;s experiential learning facility.

Outside of work, Maggie volunteers with a couple of Chicago organizations, does cross-stitch, and hosts game nights with her friends.

Fun fact: If you need to remember lyrics from a â&#x20AC;&#x2122;90s single, Maggieâ&#x20AC;&#x2122;s got you covered. Sheâ&#x20AC;&#x2122;s also someone you want on your Charades team.

Sue WarďŹ eld, Director of Member Relations This new position, which Sue took on in August 2014, is to work with all three membership categories â&#x20AC;&#x201D; retailers, manufacturers and reps â&#x20AC;&#x201D; to build relationships between them and within ASTRA. Through ASTRA Exclusive Products, YearRound Retail Offerings booklet, discussion boards and e-Bulletin, she has worked to engage the members to become more active participants in their own success.

Sheâ&#x20AC;&#x2122;ll be everywhere at Marketplace, presenting a rep breakout session, welcoming new members, building the ASTRA Exclusives OLQH DQG PHHWLQJ ZLWK PDQXIDFWXUHUV SURPRWLQJ $675$ÂśV EHQHÂżWV meeting as many attendees as she can, and working with the entire staff to ensure that everyone has the best possible experience.

:RUNLQJ LQ UHWDLO VLQFH KHU ÂżUVW SDUW WLPH MRE VKHÂśV EHHQ a retail manager, consultant and sales rep. Sheâ&#x20AC;&#x2122;s served on the ASTRA board and as chair. â&#x20AC;&#x153;Although she has been in the industry many years she is very forward thinking and not afraid to explore the new and upcoming trends,â&#x20AC;? said colleague Greg Choyke. â&#x20AC;&#x153;She has boundless energy which clearly shows through her connections and relationships, both existing and new.â&#x20AC;?

Fun fact: Sue lives and works from Ely, Minnesota, and loves to cook, bake, and play outdoors.

astratoy.org â&#x20AC;˘ May 2015

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Dee Marsden, Marketing and Communications Coordinator

Katie Marso, Membership and Programs Coordinator On staff since April 2014 (fulltime since July), Katie interacts with current and potential members regarding WKHLU PHPEHUVKLS EHQHÂżWV DQG QHZ programs. She also works on programs such as ASTRA Exclusives, Best Toys for Kids, and the new Team Up program at Marketplace & Academy.

7KHUH \RXÂśOO ÂżQG KHU DQVZHULQJ questions about membership, programs DQG EHQHÂżWV DW WKH 0HPEHUV &OXE 6KHÂśOO also be at registration making sure everything is going smoothly.

Before ASTRA she worked with a small event planning and promotions company in Chicago where she helped create events and team building activities for major corporations. She was also a personal assistant on a family history project, an event YROXQWHHU IRU ORFDO QRQSURÂżWV DQG D WUDYHOHU â&#x20AC;&#x153;Although sheâ&#x20AC;&#x2122;s young, she has had the opportunity to travel extensively, beyond the United States, including backpacking WKURXJK (XURSH ´ VDLG 6XH :DUÂżHOG Âł, believe this gives her a great perspective to see the â&#x20AC;&#x2DC;big pictureâ&#x20AC;&#x2122; when we talk about ideas and new offerings for our membership. In addition, she has a passion for the independent business environment.â&#x20AC;?

Fun fact: Katie likes to explore Chicago neighborhoods, go to Bulls games, spend time on the lake, and try new restaurants. But not on Fridays! She and Laura Dann share a love of Chipotle and have dubbed Friday as â&#x20AC;&#x153;Chipotle Friday.â&#x20AC;?

56 May 2015 â&#x20AC;˘ astratoy.org

Since October 2013, Deeâ&#x20AC;&#x2122;s job has been to creatively and strategically craft the best ways to communicate everything ASTRA has going on.

She works with an external marketing team for Marketplace & Academy to create print pieces, emails, and ads. She coordinates the e-Bulletin, ASTRA Toy Times Magazine, social media posts, membership materials, and website content.

She works on Best Toys For Kids and Neighborhood Toy Store Day and is staff liaison for several volunteer committees.

:KHWKHU VWXIÂżQJ EDJV KHOSLQJ DW registration, or welcoming attendees, Dee will be helping where needed in Charlotte. The Best Toys For Kids booth is her domain.

Before ASTRA, she worked on the ministry staff at her alma mater, Boston University, creating student leadership development programs. She led cross-cultural service trips to New Orleans for post-Katrina rebuilding and the Dominican Republic to work with under-resourced communities. The donor base she developed funded a $45,000 annual budget. â&#x20AC;&#x153;My favorite part of the job was getting to meet and work with hundreds of college students and see them grow from move-in-day freshmen to graduation-day seniors,â&#x20AC;? she said.

Fun fact: Colleague Amanda Zawad calls Dee â&#x20AC;&#x153;one of the nicest, most genuine people I have ever metâ&#x20AC;? and also her â&#x20AC;&#x153;food wife.â&#x20AC;? They often share entrees so they can try as many things as possible. Dee loves exploring Chicago neighborhoods with her husband, Eric, and catching podcasts of â&#x20AC;&#x153;This American Life.â&#x20AC;?

Laura Dann, Meetings and Exhibits Coordinator On staff since August of 2013, Lauraâ&#x20AC;&#x2122;s job mostly entails Marketplace & Academy, from registration and programming to the trade show, logistics, VSRQVRUVKLS IXOÂżOOPHQW DQG more. She also works on Toy Fair logistics and events, board meeting logistics, and webinars.

$W 0DUNHWSODFH \RXÂśOO ÂżQG KHU doing anything and everything.

Sheâ&#x20AC;&#x2122;ll work with the ASTRA team, the venues, speakers, volunteers and exhibitors to make sure everything runs smoothly and successfully.

After college at Indiana UniversityBloomington, she worked for an association management company before joining ASTRA. Fun fact: â&#x20AC;&#x153;I grew up in New York singing, dancing, acting and VZLPPLQJ ´ VKH VDLG 7KH RIÂżFHÂśV resident Broadway musical fan, she has season tickets to Broadway in Chicago. She can name a song and the musical itâ&#x20AC;&#x2122;s from just from KHDULQJ WKH ÂżUVW IHZ VHFRQGV She loves to spend time with her husband and dog, going out with friends and singing (â&#x20AC;&#x153;for myself,â&#x20AC;? she said.)

astratoy.org â&#x20AC;¢ May 2015

57

Kathleen McHugh, President Amanda Zawad, Director, Meetings and Strategic Partnerships In a nutshell, Amanda leads and develops a team responsible for meetings and events that are innovative, VWDWH RI WKH DUW DQG UHĂ&#x20AC;HFWLYH RI $675$ÂśV EUDQG DQG strategic objectives. This includes the overall execution of all meetings, expositions, and special events as well as sourcing sponsorship revenue. â&#x20AC;&#x153;My main focus revolves around providing project management oversight in the development, planning, and organization of ASTRAâ&#x20AC;&#x2122;s Marketplace & Academy,â&#x20AC;? said Amanda, who joined ASTRA in April 2011.

Kathleen McHugh calls her a â&#x20AC;&#x153;meeting planning rockstar! ...Since Amanda joined ASTRA sheâ&#x20AC;&#x2122;s taken our meeting to new heights of perfection. She is not only charming and personable, she is a consummate professional and knows every aspect of planning and implementing a top rated conference.â&#x20AC;?

Her role at Marketplace is to ensure that all stakeholders receive outstanding customer service and that their expectations are exceeded at every touch point along the way. â&#x20AC;&#x153;My job is to make sure our attendees are delighted, educated, and excited to be in Charlotte,â&#x20AC;? she said. This means working around the clock behind the scenes.

She previously worked for an association management company and managed three different trade associations, gaining valuable experience in all areas of association management with a focus on meeting and event management.

Fun fact: Amanda is a foodie; she loves to cook and try out the latest in Chicagoâ&#x20AC;&#x2122;s vibrant restaurant scene.

58 May 2015 â&#x20AC;˘ astratoy.org

Kathleen is involved in almost every aspect of every project or program produced by the ASTRA staff, committees or board. Sheâ&#x20AC;&#x2122;s intimately involved in all the SLHFHV RI UXQQLQJ $675$ÂśV EXVLQHVV ŕŻ&#x2026; WHFKQRORJ\ XSJUDGHV DQG QHHGV DVVHVVPHQW +5 DQG VWDII PDQDJHPHQW RIÂżFH ÂżQDQFHV ERDUG and strategic planning. â&#x20AC;&#x153;ASTRA is a robust organization with many hands doing many things, and itâ&#x20AC;&#x2122;s my job to ensure they are all working together smoothly,â&#x20AC;? she said.

Sheâ&#x20AC;&#x2122;s grateful that her role at Marketplace has been reduced VLJQLÂżFDQWO\ E\ WKH =DZDG 'DQQ WHDP Âł7KHLU DWWHQWLRQ WR GHWDLO has allowed me to become more of a host than the organizer or implementer.â&#x20AC;? She focuses now more on running an effective board PHHWLQJ DQG DQQXDO EXVLQHVV PHHWLQJ <RXÂśOO ÂżQG KHU FRQQHFWLQJ with members, especially sponsors who make Marketplace possible, and checking the quality and content of sessions.

.DWKOHHQ DWWHQGHG KHU ÂżUVW $675$ ERDUG PHHWLQJ LQ $XJXVW 1998. At the time, she was working for a management company who wanted her to seal the deal to manage ASTRA. In 2004 the board of directors decided to hire her. â&#x20AC;&#x153;It was the best decision I ever made WR WDNH D FKDQFH RQ D JURXS WKDW ZDV VWUXJJOLQJ WR ÂżQG LWV LGHQWLW\ relevance and purpose in the toy industry,â&#x20AC;? she said.

+HU FDUHHU LQ DVVRFLDWLRQ PDQDJHPHQW EHJDQ ZLWK D VPDOO ÂżUP in Chicago that specialized in social agency mission planning. She SODQQHG WKH ÂżUVW HYHU 1DWLRQDO &RQIHUHQFH RQ *XQ 9LROHQFH IRU WKH $PHULFDQ %DU $VVRFLDWLRQ DQG ZRUNHG IRU PDMRU QRQSURÂżWV VXFK DV the Joyce Foundation, MacArthur Family Foundation, and Family Resource Coalition. Before that, she stayed home for 10 years to raise her children, Megan and Matthew, â&#x20AC;&#x153;who are my light and life and my greatest accomplishment,â&#x20AC;? she said.

Fun fact: Kathleen loves the outdoors, and anything that takes her to Lake Michigan is sheer joy for her. She loves reading, HVSHFLDOO\ ÂżFWLRQ WUXH FULPH DQG DXWRELRJUDSKLHV RI URFN VWDUV ,Q VSULQJ DQG VXPPHU \RXÂśOO ÂżQG KHU RQ KHU SRUFK DIWHU D ORQJ GD\ relaxing with her kitty.

ASTRA

astratoy.org â&#x20AC;¢ May 2015

59

News

ASTRA Membership: Whatâ&#x20AC;&#x2122;s In It for Me?

by Sue WarďŹ eld, Director of Member Relations

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%XW ZKDW DERXW WKH ³UHVW RI WKH VWRU\´" %H\RQG DOO WKH LQIRUPDWLRQ VKDULQJ RQ RXU GLVFXVVLRQ ERDUGV GLVFRXQW SURJUDPV IRU PDQ\ EXVLQHVV VHUYLFHV RQOLQH OLYH DQG RQ GHPDQG ZHELQDUV WKLV SXEOLFDWLRQ DQG H %XOOHWLQV ZH QRZ KDYH D ERRNOHW DYDLODEOH WR \RX WKDW OLVWV \HDU URXQG offerings for ASTRA retail members.

What is in the Year-Round Offerings Booklet?

6SHFLDOV GLVFRXQWV DQG IUHLJKW programs for ASTRA Retail 0HPEHUV RQO\ RIIHUHG DOO \HDU URXQG 6SHFLDO HYHQWV SOD\ GD\V DQG VWDII training information from many of your best vendors.

1HHG KHOS ZLWK DGYHUWLVLQJ" &KHFN IRU DG DOORZDQFHV ZKHUH WR ÂżQG FDPHUD ready art and brand logos for your DGV <RX ZLOO DOVR ÂżQG RXW DERXW WKH PDQXIDFWXUHUV ZKR KDYH WKH DELOLW\ WR work up an ad layout for you.

How does this beneďŹ t me?

RETAILERS: 1. Keep your best sellers in stock ZLWKRXW ZDLWLQJ IRU VKRZ VSHFLDOV

6RPH RI WKH VSHFLDOV DORQH ZLOO SD\ IRU \RXU PHPEHUVKLS .QRZLQJ ZKDW YHQGRUV KDYH available to you for special events DQG SOD\ GD\V FDQ KHOS \RX SODQ RXW your calendars and offer a wider variety of in-store events. <RXU VWDII LV WKH NH\ WR \RXU RYHUDOO VXFFHVV EXW WUDLQLQJ WKHP RQ SURGXFWV WDNHV WLPH 6HH ZKDW KHOS LV RXW WKHUH IRU \RX IURP \RXU manufacturers. <RX FDQ SODQ HYHQWV DQG SOD\ GD\V EXW LI QR RQH NQRZV DERXW WKHP LWÂśV KDUG WR JHW D FURZG $GYHUWLVLQJ KDV PDQ\ IRUPV DQG PDQXIDFWXUHUV FDQ KHOS \RX

MANUFACTURERS: 1. Year-round offers present a great RSSRUWXQLW\ IRU SURGXFW SODFHPHQW DQG KHOS WR NHHS \RXU EHVW VHOOHUV LQ VWRFN DQG WKH VKHOI VSDFH \RXUV DOO \HDU 2. Build your brands by offering play day kits and special event packages to KHOS UHWDLOHUV VKRZ RII \RXU SURGXFWV 3. Incentives and free products for retailers to use for staff meetings to WUDLQ WKHLU VWDII ZLOO EULQJ \RX \HDU long results.

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social media posts featuring your products and you will be see more orders come your way.

SALES REPRESENTATIVES: 1. Hereâ&#x20AC;&#x2122;s a perfect â&#x20AC;&#x153;one source bookletâ&#x20AC;?

WR ÂżQG VSHFLDOV DQG VDOHV KHOS WKDW your manufacturers offer to your ASTRA retail members.

2. Offering specials and planning and DGYHUWLVLQJ KHOS IRU \RXU OLQHV FRXOG YHU\ ZHOO KHOS \RX ³FORVH WKH VDOH ´

Where can I get this booklet?

1. Pick up your copy at Marketplace & Academy in June. All retail and rep members will receive a copy at registration.

2Q WKH $675$ ZHEVLWH 6LJQ LQWR WKH $675$ ZHEVLWH FOLFN RQ WKH FOR MEMBERS WDE ,Q WKH SXOO GRZQ PHQX OHIW FROXPQ XQGHU NETWORK/CONNECT &OLFN RQ <HDU 5RXQG 6SHFLDOV 7KLV ERRNOHW ZLOO EH SULQWHG DQQXDOO\ LQ FRQMXQFWLRQ ZLWK WKH $675$ 0HPEHUVKLS 'LUHFWRU\ ,V PHPEHUVKLS ZRUWK LW" You bet it is!

Note to manufacturer members: Want to be included or need more information? Contact 6XH :DUÂżHOG DW VZDUÂżHOG#DVWUDWR\ RUJ or FDOO KHU DW H[W ASTRA

Game Day NW Set

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60 May 2015 â&#x20AC;˘ astratoy.org

DGGLWLRQDO DWWHQGHH DQG LQFOXGHV OXQFK

7KH PDLQ SXUSRVH RI *DPH 'D\ 1: LV WR DOORZ PDQXIDFWXUHUV DQG VDOHV UHSV WR WHDFK WKHLU JDPHV WR 1RUWKZHVW UHWDLOHUV DQG WKHLU HPSOR\HHV Âą WKH SHRSOH RQ WKH IURQW OLQHV RI ZRUNLQJ ZLWK FXVWRPHUV More information is at gamedaynw.com.

ASTRA

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Indestructibles®

Books Babies Can Really Sink Their Gums Into!

Master Class Reunites

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hat happens when you’ve been to enough ASTRA conventions to teach most of the sessions?

Long-time ASTRA members were offered something new last year: a half-day Master Class. Candidates had to apply to take part and meet a certain criteria for how long in business, number of Marketplaces they had attended, and the size of their businesses.

They got so much out of the June session they decided to meet again in Kansas City in March to offer support to each other, discussing controlling expenses, product sharing, and operating SUR¿W JXLGHOLQHV 7KH\ YLVLWHG 7KH /HDUQLQJ 7UHH LQ 3UDLULH 9LOODJH and Leawood and The Toy Store in Lawrence, had an evening together at Jonny and June Girson’s home, and shared stories over a dinner hosted by The Orb Factory.

OVER 1 MILLION COPIES IN PRINT!

workman.com WORKMAN is a registered trademark of Workman Publishing Co., Inc. INDESTRUCTIBLES is a registered trademark of TyBook, Inc.

Master Class, back row: Terry Myers, Kaleidoscope Toys, Texas; Debbie Scholl, FUNdamentally Toys!, Texas; Jonny Girson, Learning Tree, Kansas; Nick Tarzia, Stamford Toys, Connecticut; Todd Anderson, Hub Hobby, Minnesota; Rob Pickering, Snapdoodle Toys, Washington; Phil Wezesinski, Toy House and Baby Too, Michigan; Eric Masoncup, Gepetto’s Toy Box, Illinois. Front row: Steven Aarons, Barstons Child’s Play, D.C.; Kate Tanner, KidstopToys & Books, Arizona; Brian Miller, Geppetto’s, California; Jane Girson; Joy Leavitt, Kiddly Winks, Massachusetts; Lynne Milot, Grandrabbit’s Toy Shoppe, Colorado; Stephanie Littleton and Margaret Warner, The Toy Store, Kansas; Christine Osborne, Wonder Works, South Carolina; Brandy Masoncup; and Jeff Franklin, Franklin’s Toys, Maryland.

ASTRA

Meet the new trucks on the block.

WHTRA Award Winners Janet Gregory, owner of Over the Rainbow Toys in Anchorage, Alaska, was honored as Retailer of the Year by WTHRA. Fellow Alaskan Ron Dukes, a sales rep with Arlene Oom & Co., was named to the Hall of Fame during Toy Fest West in Las Vegas in March.

Tony Verrico, whose sales representative ¿UP $ 9HUULFR &R KDV VHUYHG WKH Rocky Mountain states since 1978, was named to the Hall of Fame by the Western States Toy & Hobby Representatives Association (WTHRA).

ASTRA SHOW BOOTH 155

Eco-Friendly Toys. Made in America. www.LukesToyFactory.com

ASTRA

astratoy.org • May 2015

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Welcomes Its Newest Manufacturer Members Allegra Toys Enterprises Ltd. Garibaldi Highlands, BC, Canada www.squap.com Allegra Toys is the exclusive importer and distributor for Squap and Yorp in North America. Both toys were invented by a family member in Switzerland, and we were involved in patenting and product development. Check the award-winning catch and throw game and the next yoyo generation on www.squap.com.

Creative Educational Strategies & Services LLC Bethany, OK www.ďŹ ddlefocus.com Creative Educational Strategies & Services, LLCâ&#x201E;˘ provides innovative childrenâ&#x20AC;&#x2122;s products. The Busy Handsâ&#x201E;˘ and Busy Fingersâ&#x201E;˘ consist of a multitude of fabric textures that provide quiet options for children who seek sensory stimulation. Made in the USA, these products SURYLGH D ÂżGGOH WR IRFXV VR FKLOGUHQ FDQ WDON DQG OHDUQ

Bears For Humanity Foster City, CA www.bears4humanity.com Bears for Humanity produces the only 100% FHUWLÂżHG RUJDQLF FRWWRQ KHPS WHGG\ EHDUV LQ WKH ZRUOG :LWK DQ unparalleled hand-feel and articulating limbs, these snuggly bears are hypo-allergenic, with antibacterial fabric that gives parents the peace of mind they canâ&#x20AC;&#x2122;t get from polyester plush. And for HYHU\ EHDU VROG D EHDU MXVW OLNH LW JRHV WR D FKLOG LQ GLIÂżFXOW FLUFXPVWDQFHV WKURXJK RUJDQL]DWLRQV VXFK DV 2QH 6LPSOH :LVK Toys for Tots and Save the Children.

Dynepic, Inc. Charleston, SC www.dynepic.com Dynepic is launching a wildly fun, tablet-controlled, LED â&#x20AC;&#x153;smartâ&#x20AC;? watch called the DynePod. Kids can sport their latest pixel-art creations, program it to alert when a friend is near, or even use it to protect their room. The DynePod will transform over time as new features and games are added.

Bizzy Brandz Gaithersburg, MD www.bizzybrandz.com Bizzy Teez arts and crafts coloring T-shirt kits offer a unique approach to a favorite pastime for children with a â&#x20AC;&#x153;themedâ&#x20AC;? shirt to color and wear. Each kit includes a 100% cotton T-shirt and 12 permanent fabric markers in an organized paint pail, with handle, for easy transporting.

BrainStormProducts Escondido, CA BrainStormProducts is the leading kite manufacturer in the FRXQWU\ :H DUH NQRZQ WKURXJKRXW WKH LQGXVWU\ IRU RXU TXDOLW\ DWWHQWLRQ WR GHWDLO LQQRYDWLRQ SDFNDJLQJ Ă&#x20AC;\LQJ FKDUDFWHULVWLFV licenses and more importantly our sell through. Given the opportunity, we can make kites an important category for you.

For product information, please contact rbrady@xkites.com.

Castle Toy Inc. North Hollywood, CA www.castletoyinc.com Castle Toy Inc, a leading importer and distributor of quality toys for the specialty trade, was HVWDEOLVKHG LQ :H FDUU\ PDQ\ FDWHJRULHV RI WR\V LQFOXGLQJ Lissi Dolls and doll strollers, educational toys, sand and water toys, die cast and radio control vehicles, science toys and more.

62 May 2015 â&#x20AC;˘ astratoy.org

Fat Catalog Cincinnati, OH www.fatcatalog.com 6FKRRO 2XWÂżWWHUV D SUHPLHU . RQOLQH UHWDLOHU KDV GHYHORSHG SPROGS, an educational line of toys geared towards the preschool-through-elementary-school child, along with providing sourcing opportunities, both domestic and overseas, for Independent retailers, allowing them to better compete in the PDUNHWSODFH :H ORRN IRUZDUG WR GLVFXVVLQJ RSSRUWXQLWLHV ZLWK DOO ASTRA members.

Flybar, Inc. Lakewood, NJ www.ďŹ&#x201A;ybar.com Flybar, the original pogo stick company, has been manufacturing and importing pogo sticks since 1918. Flybar has consistently innovated and improved their pogo sticks, securing their position as the worldâ&#x20AC;&#x2122;s leading brand in pogo sticks. Please check out Flybarâ&#x20AC;&#x2122;s growing line of pogo sticks at ZZZ Ă&#x20AC;\EDU FRP Formidable Toys LLC Eagar, AZ www.formidabletoys.com At Formidable Toys we manufacture an all-new kind of toy sword, Prime Swords. Prime Swords are high-quality foam swords made with durable foam and paint. Prime Swords come assembled in three parts that can be mixed and matched with every design and color combination, allowing for the ultimate toy sword customization.

GoForItGames London, Great Britain www.goforitgames.com Our beloved British card games are enjoyed as wholesome and entertaining gifts (ages 8 to DGXOW 1RZ \RXU VWRUH FDQ EH DPRQJVW WKH ÂżUVW LQ WKH 8 6 WR VHOO them. If you can cope with our funny British accents, then weâ&#x20AC;&#x2122;d love to hear from you!

ITSPHUN Palo Alto, CA www.itsphun.com ,763+81 LV D VWDUWXS RZQHG E\ D JURXS RI family and friends. Our 3D geometric construction sets are intuitive, easy and fun to use. Colorful and visually inspiring, they encourage exploration and creativity and can be used as a math education aid or a medium for making geometric art.

HeroMe Jacksonville, FL www.heromelab.com HeroMe sparks imagination and gives children the power to create their very own superhero. Children design a HeroMe Action Figure, choosing from 10 different superpowers embodied in various arm and leg designs. Inventing stories in the HeroMe handbook brings the superhero to life while encouraging learning and creativity.

Jambanz LLC Atlanta, GA www.jambanz.com Jambanz is a wearable, wireless Bluetooth speaker company created so children can unglue from headphones. Jambanz provides children a safer alternative, allowing them â&#x20AC;&#x153;Jam out Loudâ&#x20AC;? when playing, exercising or sharing music with friends. Our speakers can go almost anywhere and are easily rechargeable. We use colorful, comfortable silicon slap-bands that are easy to mix and match.

IKO, LLC Park City, UT www.ikotoys.com ,.26 ZDV ODXQFKHG E\ WKUHH KLJK VFKRRO VWXGHQWV DQG DQ DOXP IURP 3DUN &LW\ +LJK LQ 8WDK ,.26 LV D UHYROXWLRQDU\ VSKHULFDO building toy. The ultimate building widget, puzzle and game! ,.26 LV PDQXIDFWXUHG LQ WKH 86$ LQMHFWLRQ PROGHG RXW RI recycled HDPE and safe for creators of all ages.

Maru and Friends Miami, FL www.maruandfriends.com Thereâ&#x20AC;&#x2122;s a new doll in town, Maru and Friends, the Latina girls! These 20-inch designer dolls feature unique childlike features. Dolls come with an introductory storybook, which chronicles Maruâ&#x20AC;&#x2122;s adventure in America. The Maru and FriendsÂŽ collection of ethnic dolls, storybooks and beautiful accessories are available at www.maruandfriends.com.

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63

New Manufacturer Members Monkeying Around Rochester, NY www.monkeyingaround.com The award-winning Greatest Dot-to-Dot Books published

by Monkeying Around are great for 3 reasons: 1) Greatest amount of complexity and artistry. 2) Greatest variety of styles including connecting coordinates, symbols, words, arrows etc. 3) Greatest amount of numbers from hundreds to fourpage foldouts with thousands of dots.

Munch Baby, Inc. Burlington, ON, Canada www.munchmitt.com Munch Baby, Inc., are creators of the Munch MittÂŽ. What is a Munch Mitt?

The â&#x20AC;&#x153;handiestâ&#x20AC;? teether youâ&#x20AC;&#x2122;ll ever buy!

Prevents the constant dropping of teething toys. Designed for early teethers who have GLIÂżFXOW\ ZLWK FRQVLVWHQW JULS RU GLUHFWLRQ with a standard teething toy. Protects babyâ&#x20AC;&#x2122;s hands from excess saliva and chewing. Easy access for baby and hands-free for parents.

Packable Pails Ely, IA www.packablepails.com Packable Pails are full sized collapsible beach pails that are ideal for making sandcastles, collecting seashells, easy personalization, reuse as Easter pails, holding spring break ÂżQGV DQG IRRG VDIH $YDLODEOH LQ IRXU EULJKW fun colors with shovel included.

Parragon Fanzy Pantz New York, NY www.parragon.com One of the worldâ&#x20AC;&#x2122;s largest illustrated QRQÂżFWLRQ SXEOLVKHUV 3DUUDJRQ KDV made enriching and entertaining content accessible to readers around the globe for 25+ years. Licensed portfolios include Disney, Discovery Kids, Marvel, Mattel, and Nickelodeon. A leader in a changing book world, Parragon continues to provide innovative multi-platform content and impeccable service to retailers and consumers with printed books, eBooks, apps, stationery products and gifts.

Pophead, LLC Los Angeles, CA www.mypophead.com Make Today a Crazy Hair Day with Pophead(TM) hair toys! Transform your hair from normal to eye-POPPING in seconds. Decorate your own hair-raising style with Poppers snap-in charms. Perfect for birthday parties, dress-up & makeover play. Shape your hair UP with Pophead, the most fun your hair has ever had!

Puzzled, Inc. Chatsworth, CA www.puzzledinc.com Puzzled Inc. is an exclusive distributor for a number of specialty products. Our mission is to position the Puzzled brand as the preferred distributor of gifts, toys and souvenirs by delivering exceptional value, superior service and high-quality products for the best prices. Start your account now at Puzzledinc.com.

Rain Baby Gear Design Portland, OR www.rainbabygear.com Rain Baby Gear offers water-resistant baby blankets and kidsâ&#x20AC;&#x2122; kitchen/craft aprons. Our eye-catching fabrics are BPA-free and machinewashable. The blankets can be used as rain/snow-proof stroller blankets, ground cloths, diaper-changing pads and more.

7KH\ DUH Ă&#x20AC;HHFH OLQHG DQG FDQ DWWDFK WR a stroller harness. The aprons include an adjustable neck strap.

Roominate Sunnyvale, CA www.roominatetoy.com Roominate is a line of wired building systems that inspire open-ended and hands-on play. Using circuits and modular building pieces, girls can build everything from houses to bridges, even rocket ships.

New for 2015 is an expanded product range that includes a specialty exclusive line and innovative app to control creations via a mobile device!

64 May 2015 â&#x20AC;˘ astratoy.org

SongsWithMyName Services Ltd. Blaine, WA www.sellthesecds.com SongsWithMyName Childrenâ&#x20AC;&#x2122;s 3HUVRQDOL]HG 0XVLF à¯&#x2026; WKHVH HDV\ WR VHOO IXOO\ OLFHQVHG SHUVRQDOL]HG &'V IHDWXUH WKH ELJJHVW DQG EHVW FKLOGUHQ¶V EUDQGV LQ WKH ZRUOG 7KH FKLOG¶V QDPH LV VXQJ DQG VSRNHQ E\ WKH DFWXDO FKDUDFWHUV XS WR WLPHV LQ HDFK &' 0DUJLQV RI RU PRUH Low minimum purchase requirements.

Sweets Kendamas, LLC Bloomington, MN www.sweetskendamas.com Sweets Kendamas exists to â&#x20AC;&#x153;Spread Kendama /RYH ´ .HQGDPD ± WKH -DSDQHVH ZRRGHQ FXS DQG EDOO WR\ RYHU \HDUV ROG ± KDV JURZQ LQWR D KDQG H\H FRRUGLQDWLRQ VXSHU WR\ 6ZHHWV EULQJV LWV RZQ XQLTXH OHYHO RI FUDIWVPDQVKLS DQG DUWLVWU\ IRU VRPH RI WKH ZRUOG¶V EHVW SOD\LQJ PRVW GXUDEOH DQG PRVW EHDXWLIXO .HQGDPDV RI RXU .HQGDPD SURGXFWV DUH TXDOLW\ KDQG SDLQWHG LQ WKH 8 6 The Queenâ&#x20AC;&#x2122;s Treasures Stroudsburg, PA www.thequeenstreasures.com The Queenâ&#x20AC;&#x2122;s Treasure and Laurent Doll â&#x20AC;&#x201C; Are you ORRNLQJ WR H[SDQG \RXU ´ GROO DFFHVVRU\ VHOHFWLRQ" &KHFN RXW 7KH 4XHHQ¶V 7UHDVXUHV DQG /DXUHQW 'ROO¶V OLQHXS RI DIIRUGDEO\ SULFHG FRQWHPSRUDU\ DQG YLQWDJH KHLUORRP TXDOLW\ ´ GROO FORWKLQJ IXUQLWXUH DQG DFFHVVRULHV )ODW UDWH VKLSSLQJ 3(5 25'(5 Tinybeans New York, NY www.tinybeans.com 7LQ\EHDQV KDV D FRPSUHKHQVLYH PRELOH DSS DQG SULYDWH VRFLDO QHWZRUN ZKLFK HQDEOHV SHUVLVWHQW HQJDJHPHQW ZLWK PRPV DQG WKH H[WHQGHG IDPLO\ %\ ZD\ RI FDSWXULQJ DQG FDWDORJLQJ HYHU\GD\ PRPHQWV LQ D FKLOG¶V OLIH RQO\ 7LQ\EHDQV NQRZV PRUH DERXW D FKLOG¶V PLOHVWRQHV DQG DERXW WKHLU SDUHQWV DQG WKRVH ZKR FDUH DERXW WKHP L H JUDQGSDUHQWV 381.V 3$1.V

TOOBEEZ, LLC Wayne, PA www.toobeez.com )RXQGHG LQ PDQXIDFWXUHV DQG GLVWULEXWHV JOREDOO\ D YDULHW\ RI RSHQ HQGHG FRQVWUXFWLRQ WR\ SURGXFWV 2XU SKLORVRSK\ LV WR FUHDWH D IXQ H[SHULHQFH ZKLOH IRVWHULQJ FUHDWLYLW\ DQG GHYHORSLQJ YLWDO OLIH VNLOOV LQ FKLOGUHQ WHHQV DQG DGXOWV 3URGXFWV 722%((= (= )257 7KH &/$66,& (= 72< 12**,1¶ %8,/'(5= 7+,1. ((= %OLQ*NHH= Toyish Labs Inc. Brooklyn, NY www.toyishlabs.com 72<,6+ PRWLYDWHV NLGV WR EH WKHLU RZQ WR\ PDNHUV %\ FUHDWLQJ RSHQ HQGHG WR\V ZH HQFRXUDJH SOD\HUV WR ORRN DW WKLQJV GLIIHUHQWO\ EUHDN WKH UXOHV DQG SXW SLHFHV WRJHWKHU LQ QHZ ZD\V 2XU DZDUG ZLQQLQJ WR\ OLQH IRU WR \HDU ROG NLGV LQFOXGHV ¿YH WKHPHG FDWHJRULHV 7R\LVK ZLOO EH LQ WKH $675$¶V 0DUNHWSODFH $FDGHP\ <RX DUH LQYLWHG WR YLVLW XV DQG KDYH IXQ ZLWK RXU LQVSLULQJ WR\V DW ERRWK astratoy.org â&#x20AC;¢ May 2015

65

New Manufacturer Members

TRADESKOOL San Diego, CA www.tradeskool.com TRADESKOOL is a conscientious company devoted to providing children alternative, fun learning opportunities.

Our mission is to supply children with an enjoyable and innovative way to practice and learn classroom subjects through our â&#x20AC;&#x153;OldSkoolâ&#x20AC;? trading cards that interact with our #newskool website.

Woolbuddy San Rafael, CA www.woolbuddy.com Woolbuddy has a collection of fun and whimsical characters which come alive through the art of needle felting. Each of these Woolbuddies has its unique personality, look and feel.

Donâ&#x20AC;&#x2122;t miss out trying our needle felting kit if youâ&#x20AC;&#x2122;re ready to get addicted to felting and make your own Woolbuddies!

Twist on Games, dba Twizmo Games Atlanta, GA www.twizmogames.com Twizmo! brings you games that are familiar and fresh. Our Twizmo! Games combine a cube and cards for a new spin on 3RNHU 7LF 7DF 7RH DQG ZRUG ÂżQGLQJ 7DN WDN XVHV WKH EHVW elements of checkers and chess for a totally new strategy board game. Twizmo! Take your Turn!

ZoomKIT (Kids Go Co) Bainbridge Island, WA www.kidsgoco.com ZoomKIT is a traveling table-top and activity system for use inside, outside and on-the-go! With a durable, foam structure and modular ZoomIN inserts, ZoomKIT offers education, organization and snack options. An exciting new parenting solution to control the chaos: Put the joy into the Journey with Kids Go.

ASTRA

66 May 2015 â&#x20AC;˘ astratoy.org

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

MANUFACTURERS Allegra Toys Enterprises Ltd. Monika Rogers 1020 Glacier View Dr., PO Box 1423 Garibaldi Highlands, BC V0N 1T0 Canada (778) 237-0965 monika@squap.com www.squap.com Baby Jack & Company Kelley Legler 11110 W Upham Ave. Hales Corners, WI 53130 (262) 893-1498 info@babyjackblankets.com www.babyjackandcompany.com Bears For Humanity Vijay Prathap 731 Caravel Ln. Foster City, CA 94404 (312) 685-8866 vijay@bears4humanity.com www.bears4humanity.com Bizzy Brandz Blaise Miller PO Box 84032 Gaithersburg, MD 20883 (301) 509-9001 sales@bizzybrandz.com www.bizzybrandz.com Bladez Toyz Chris Troyak 5068 W Plano Pkwy., Ste. #260 Plano, TX 75024 (214) 704-8103 chris.troyak@gmail.com www.bladeztoyz.co.uk BrainStormProducts Richard Brady 1011 South Andreasen Dr., Ste. 100 Escondido, CA 92029 (760) 871-1135 rbrady@xkites.com

Castle Toy Inc. Rich DeRose 11840 Wyandotte St. North Hollywood, CA 91605 (818) 765-5362 orders@castletoyinc.com www.castletoyinc.com

Flybar, Inc. Saul Wolhendler 11 Devash Ct. Lakewood, NJ 08701 (845) 647-8400 saulw@flybar.com www.flybar.com

ITSPHUN LLC Ioana Browne 1911 Barbara Dr. Palo Alto, CA 94303 (650) 321-6207 anca@itsphun.com www.itsphun.com

Packable Pails Melissa Reed 1055 Vista Rd. Ely, IA 52227 (319) 804-1189 info@packablepails.com www.packablepails.com

Creative Educational Strategies & Services LLC Jane Humphries PO Box 1711 Bethany, OK 73008 (405) 496-3871 drjane@fiddlefocus.com www.fiddlefocus.com

Formidable Toys LLC Tyler Richins P.O. Box 193 Eagar, AZ 85925 (928) 245-6752 trichins@formidabletoys.com www.formidabletoys.com

Jambanz LLC Lee Killian 2445 Oostanaula Dr. NE Atlanta, GA 30319 (404) 441-9188 lee@jambanz.com www.jambanz.com

Parragon Fanzy Pantz Wendy Friedman 440 Park Ave. S, 13th Fl New York, NY 10016 (212) 629-9773 wendyf@parragon.com

GoForItGames Andrew Bryceson 132 Lots Rd. London SW10 ORJ Great Britain +44 (207) 193-4976 info@goforitgames.com www.goforitgames.com

Jungle Jumparoo Steve McMurtrey 1128 S 1680 W Orem, UT 84058 (888) 980-5867 steve@jungejumparoo.com www.junglejumparoo.com

D’Artagnan Distribution Eva Bonneau Goyer 3339 Griffith Saint-Laurent, QC H4T 1W5 Canada (514) 333-6999 info@dartagnandistribution.com www.dartagnandistribution.com Dynepic, Inc. Krissa Watry 1122 Folly Rd. Charleston, SC 29412 (843) 580-3939 krissa@dynepic.com www.dynepic.com EIF Enterprise Norman Fernaays 123 Timbercove Cir SW Madison, AL 35756 (253) 722-9215 nfernaays@hotmail.com www.eifenterprise.com Fat Catalog Jeff Smith 3736 Regent Ave. Cincinnati, OH 45212 (513) 386-6534 jeff.smith@schooloutfitters.com www.fatcatalog.com

68 May 2015 • astratoy.org

HeroMe Josh Bryan 4741 Algonquin Ave. Jacksonville, FL 32210 (904) 502-7708 josh.bryan@heromelab.com www.heromelab.com Ideastream Consumer Products, LLC Edmund Gai 812 Huron Rd. E, Ste. 390 Cleveland, OH 44115 (216) 459-2400 edmund.gai@ ideastreamproducts.com www.ideastreamproducts.com IKO, LLC Michael Wong 2960 Arabian Dr. Park City, UT 84060 (435) 655-5414 mike@ikotoys.com www.ikotoys.com

Koplow Games James Koplow 369 Congress St. Boston, MA 02210 (617) 482-4011 jim@koplowgames.com www.koplowgames.com Maru and Friends, LLC Maritza Gutieriez 3175 SW 8th St. Miami, FL 33135 (305) 577-6878 maritza@maruandfriends.com www.maruandfriends.com Monkeying Around David Kalvits PO Box 10131 Rochester, NY 14610 (585) 256-2660 office@monkeyingaround.com www.monkeyingaround.com Munch Baby, Inc. Melissa Hyslup 2080 Appleby Line, PO Box 75031 Burlington, ON L7L 642 Canada (905) 616-0298 melissa@munchmitt.com www.munchmitt.com

Partin’s Toys Joe Partin PO Box 179 Dewitt, KY 40930 (606) 622-2011 titi4416@yahoo.com Pophead, LLC Liz Young 4725 W. Venice Blvd., 2nd Floor Los Angeles, CA 90019 liz@mypophead.com www.mypophead.com Puzzled, Inc. Oren Cohen 8944 Fullbright Ave., Ste. B Chatsworth, CA 91311 (818) 991-9245 oren@puzzledinc.com www.puzzledinc.com Rain Baby Gear Design Susan Stearns 2622 SE Lincoln St. Portland, OR 97214 susan@rainbabygear.com www.rainbabygear.com Roominate Bettina Chen 545 Oakmead Pkwy.

Sunnyvale, CA 94085 (206)384-5413 contact@roominatetoy.com www.roominatetoy.com

Rumple Buddies Maria Zipf PO Box 31838 Tucson, AZ 85751 (520) 240-1044 mczipf@cox.net www.rumplebuddies.com

Toyish Labs Inc Assaf Eshet 100 Diamond St., Ste. 4L Brooklyn, NY 11222 (347) 567-3671 info@toyishlabs.com www.toyishlabs.com

Senseez Pillows Stephanie Mitelman 7949 Mackle Rd. Montreal, QC H4W1A5 Canada (514) 983-9600 info@senseez.com www.senseez.com

TradeSkool Nader Hashual P.O. Box 881067 San Diego, CA 92168 (619) 339-5003 nader@tradeskool.com www.tradeskool.com

SongsWithMyName Services Ltd. James Tucker 1685 H St., #222 Blaine, WA 98230 (888) 676-0182 jimt@songswithmyname.com www.sellthesecds.com

Twist on Games, dba Twizmo Games Richard Zeglovitch 4040 Wembley Forest Way Atlanta, GA 30340 (404) 885-1600 rich@twizmogames.com www.twizmogames.com

Sweets Kendamas, LLC Margaret Ricci 9743 Humboldt Ave. S Bloomington, MN 55431 (952) 322-7075 margaret@sweetskendamas.com www.sweetskendamas.xom

Wooky Entertainment Issac Wolman 600 Reisterstown Rd., Ste. 308 Pikesville, MD 21208 (800) 455-2782 iwolman@ wookyentertainment.com

The Queen’s Treasures Rob Glatt 914 N 9th St. Stroudsburg, PA 18360 (570) 424-7333 joann@thequeenstreasures.com www.thequeenstreasures.com

Woolbuddy Jackie Huang 35 Mitchell Blvd., Ste. #7 San Rafael, CA 94903 (415) 307-1932 jackie@woolbuddy.com www.woolbuddy.com

Tinybeans Eddie Geller 228 Park Ave. S, #58207 New York, NY 10003 (347) 326-0632 eddie@tinybeans.com www.tinybeans.com

ZoomKIT (Kids Go Co) Justine Smith 8915 NE Day Rd. Bainbridge Island, WA 98110 (415) 942-9666 justine@kidsgoco.com www.kidsgoco.com

TOOBEEZ, LLC Chris Stummer 1204 Thomas Rd. Wayne, PA 19087 (610) 256-3843 chris@toobeez.com www.toobeez.com

astratoy.org • May 2015

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SALES REPRESENTATIVES Josh Diament Stortz Toys Inc. 1-155 Martin Ross Ave. Toronto, ON M3J2L9 Canada (866) 747-4191 jd@stortz.ca www.stortz.ca Matthew Duncan Sphero 4772 Walnut St., Ste. 206 Boulder, CO 80301 (720) 201-2033 Duncan@orbotix.com Gina Garner Garner Group Educational Sales 204 Covey Ct. Cape Carteret, NC 28584 gina@gg-edsales.com www.gg-edsales.com

Lisa Graves Real Toy & Beyond!

7056 13th Ave. SW Seattle, WA 98106 (206) 686-3079 lisa@agoodtoy.com www.agoodtoy.com Linda Liu Liya International PO Box 740025 Arvada, CO 80006 (314) 397-0769 liu@liyaintl.com Victor Loustalot Gashaball LLC 400 W Main St., Ste. 101 Round Rock, TX 78664 (512) 412-8496 victor@gashaball.com Bill McClung Bill McClung & Associates 20540 Hwy., Ste. 115 Spring Branch, TX 78070 (214) 676-3161 tmcclung@ix.netcom.com

70 May 2015 â&#x20AC;¢ astratoy.org

Derek Osborne CMON 1290 Old Alpharetta Rd. Alpharetta, GA 30005 (360) 910-3948 derek@cmon.com www.cmon.com

RETAILERS A Spinning Wheel Martha Whisman 7640 Gann Rd. Hixson, TN 37343 aspinningwheel@aol.com www.aspinningwheel.com Adventures in Learning Christopher Montoya 7230 Gateway Blvd. E, Ste. A-B El Paso, TX 79915 (888) 835-3695 chris@ailtq.com www.AILTQ.com

Ali Cat Toys Irene Kesselman 200 N Greensboro St. Carrboro, NC 27510 (919) 932-3954 alicattoys@gmail.com Allison Wonderland Michael Springer 472 N Pine St. Burlington, WI 53105 (262) 763-9718 Amazing Odyssey INC Maninder Kaur 838 Central Ave. Tracy, CA 95376 (925) 332-9843 amazingodysseyinc@gmail.com Big City Toys LLC Melanie Clark 22 Country Club Rd. Mobile, AL 36608 (251) 622-8489 osteoes@gmail.com

BookSmart Enterprises, Inc. Bradley Jones 80 E. 2nd St. Morgan Hill, CA 95037 (408) 778-6467 brad@mybooksmart.com www.mybooksmart.com Buddies Toy Store, Inc. Jane Powell 2494 Beacon Ave. Sidney, BC V8L1X8 Canada (250) 655-7171 janepowell@shaw.ca Chelsea Dry Goods Lisa Globenfelt 2 Main St. Hastings-On-Hudson, NY 10706 (914) 478-3553 chelseadrygood@aol.com Confetti in the Park Darlene Duggan 110 Southern Ave. Essex, MA 01929 (978) 317-6454 darlene@confettiinthepark.com www.confettiinthepark.com

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Creation Station Nikki Darnell 222 N Main St. Cheboygan, MI 49721 (231) 268-3059 nrsdarnell@gmail.com

Expect Natural Ayo Hart 774 N Bedford Rd. Bedford Hills, NY 10507 (914) 242-4685 info@expectnatural.com

Creative Discovery Museum Brenda Baskette 321 Chestnut St. Chattanooga, TN 37402 (426) 468-6047 blb@cdmfun.org www.cdmfun.org

Father Gooses International Toys Jennifer Branstetter 4524 Forsyth Rd., Ste. 307 Macon, GA 31210 (478) 477-8538 fathergoose@cox.net

Everything Party Mark Potter 17181 Redmond Way Redmond, WA 98052 (206) 298-9719 mark@everythingparty.com www.everythingparty.com

Firefly Lane Kimberly McHugh 110 Hall St. Monroe, CA 71201 (318) 338-2559 kmchugh@firefly-lane.com

Giggles Emily Guidroz 13240 Quail Grove Ave. Baton Rouge, LA 70809 (225) 354-9978 gigglesbatonrouge@gmail.com www.gigglesbr.com

Hi Jinx Toy Shop Sonja Jovanovic 712 B Main St. Cabmore, AB T1W 2B6 Canada (403) 560-9603 sonjas@shaw.ca

Hall of Toys Brett Hall 275 Central St. Battle Creek, MI 49017 Anosmic.runner@gmail.com

HobbyTown USA Elizabeth Scott 4850 E Southport Rd., Ste. Q Indianapolis, IN 46237 (317) 784-6229 htindy2@sbcglobal.net www.hobbytown.com

Happycity Toys LC Vasil Tsiskarishvili 221 Mount Pleasant Rd., Ste. A Chesapeake, VA 23322 (757) 986-0845 vas@happycitytoys.com www.happycitytoys.com

Jester’s Fun Factory Ltd. Evelyn Gould 735 Tower St. S, Unit 114 Fergus, ON N1M 2R2 Canada (519) 843-8887 jesters@cogeco.net www.jestersfunfactory.com Jungle Jim’s International Market Debbie Bartlett 4450 Eastgate South Dr., Ste. 250 Cincinati, OH 45245 dbartlett@junglejims.com www.junglejims.com

Jabberwocky Books and Toys Mona Albertine 810 Caroline St. Fredericksburg, VA 22401 (5401) 371-5684 jabbermail@verizon.net

Kids Unlimited Christine Orlando 123 Main St. Gloucester, MA 01930 (978) 281-4350 kidsunltd@comcast.net www.kidsunlimitedgloucester.com

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Knextion, Inc. Ashley Wilkins 331 Mills St. Gaffney, SC 29341 (864) 488-1852 ashley.wilkins@knextion.com

little bit of sole/JAX TOYS Michael Eubanks 109 E State St., Ste. B Redlands, CA 92373 (909) 792-4909 littlebitofsole@yahoo.com

Land Of Oz Toys Elena Rose 41 E. Market St. Rhinebeck, NY 12572 (845) 876-1918 landofoztoys@gmail.com

Little Toy Shop, Inc William Gingrow 513 Saint Ann St. New Orleans, LA 70116 (504) 523-1770 littletoyshoppe@aol.com

Lift Kent Alverson 228 W 4th St. Royal Oak, MI 48067 (248) 545-5245 kent@liftdetroit.com www.lifedetroit.com

Little Village Toy & Book Shop Clare Brooks 81 B Main St. Littleton, NH 03561 (603) 444-4869 littlevillagetoyshop@gmail.com

Lizards & Lollipopz Stacy Smith 33 W Park Sq. Marietta, GA 30060 (678) 905-3490 stacy@shopdoodlebugz.com www.lizardsandlollipops.com Loadza Toys Mary Larkin 1110,2271 Harvey Ave, Orchard Park Shopping Centre Kelowna, BC V1Y 6H2 Canada (250) 717-8209 loadzatoyz@shaw.ca www.loadzatoyz.ca Loyalkid, LLC Carol Ng 12202 Garvey Ave. El Monte, CA 91732 (626) 246-1668 caron@loyalkid.com

Persnickety Toys 13 Eagle St. North Adams, MA 01247 (413) 662-2990 persnickety13@gmail.com Pete’s General Store Stephen Peterson 105 Coventry Dr. Carlisle, PA 17015 (717) 422-1377 speterson1000@yahoo.com Rhen’s Nest Toy Shop Christina Bonaccorse 235 Peal St. SE Atlanta, GA 30316 (407) 719-2320 therhensnest@gmail.com Rock Paper Scissors Toy Store Kim Panton PO Box 1315 Duxbury, MA 02332 (781) 452-7376 kim@rockpaperscissorsdux.com

Scooter Girl Toys Tere Quellette 187 Roncesvalles Ave. Toronto, ON M6R 2E9 Canada (416) 534-2211 scootergirl@sympatico.ca www.scootergirl.net Shenanigans Toys Erin Lundstrom 178 Maplewood Ave. Maplewood, NJ 07040 (973) 762-5650 shenaniganstoys178@gmail.com Splash Toy Shop Beth McKercher 140-3580 Moncton St. Richmond, BC V7E 1A4 Canada (604) 241-0234 splashts@pacificcoast.net www.splashtoyshop.ca

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Spunky Skunk Susan Juntz 350 N Main St. Fort Bragg, CA 95437 (707) 961-5443 sskunk@mcn.org

(To Be Determined) Jenny McKenna 2454 Kensington Dr. Upper Arlington, OH 43221 (614) 323-3206 jennymckenna@gmail.com

Sunshine Booksellers Theresa Unsworth 1000 N Collier Blvd., Ste. 14 Marco Island, FL 34145 (239) 394-5343 theresa.unsworth@btinternet.com www.sunshinebooksellers.com

TCB Games, Inc. Tedd Nightenhelser 515 N Jefferson St. Huntington, IN 46750 (260) 319-0447 tcbtoddn@gmail.com www.tcbgames.com

Synapse Toys Wendy Cykana 990 Hwy 287 N, Ste. 106-204 Mansfield, TX 76063 (866) 343-0765 contact@synapsetoys.com

The Lavner Camps Store Sandra Garcia-Bonilla 229 Haverford Ave. Narberth, PA 19072 (856) 383-7977 sandra@ lavnercampsandprograms.com

The Swag Sisters’ Toy Store Erin Salisbury 1511 Gerrard St. E Toronto, ON M4L2A4 Canada (416) 628-1280 erin@theswagsisters.com the toy room Kimberly Ramsey 153 Greenwood Ave., Ste. 3 Bethel, CT 06801 (203) 791-0531 thetoyroomllc@yahoo.com www.toyroombethel.com Toys Ahoy, Inc. Diane Naumann 1649 Westcliff Dr. Newport Beach, CA 92660 (949) 877-6656 toysahoydi@gmail.com www.shoptoysahoy.com

Toys Plus Arlene Gundersen P.O. Box 51 Sand Point, AK 99661 (907) 383-5614 toys_plus@hotmail.com

Withscents, Inc Tamir Wershaw 16143 Biscayne Blvd.

Aventura, FL 33160 (305) 343-0167 perfumetime@gmail.com

Tulsa Toy Depot Ryan McAdams 10114 South Sheridan Rd. Tulsa, OK 74133 (918) 231-4022 ryan@tulsachocolates.com www.tulsatoydepot.com

Young Minds LLC (dba Young Minds Toys) Moira Roberts 230 N Maple Ave. Marlton, NJ 08053 (856) 810-1122 mroberts@youngmindstoys.com www.youngmindstoys.com

West of the Moon Kids Store Ltd. Carin Perrins 105 Purvis Ln. Salt Spring Island, BC V8K 1N1 Canada (250) 537-0740 westmoon@saltspring.com www.westmoonkids.com

ASTRA

Toy Times Magazine, May 2015 Index of Advertisers Adora ........................................................................adoradolls.com .................................................................47

The Learning Journey Intl ..............................tlji.com................................................................................... 53

ALEX ..........................................................................alextoys.com............................................23, Back Cover

Legendary Games..............................................pocketfarkel.com..............................................................73

Blue Orange Games ..........................................blueorangegames.com ................................................ 46

The Little Yoga Mat ............................................thelittleyogamat.com .................................................... 48

Boogie Board eWriters ....................................improvelectronics.com .................................................71

Luke's Toy Factory..............................................lukestoyfactory.com........................................................61

Crayon Rocks........................................................crayonrocks.net ................................................................30

Lulu Jr........................................................................lulujr.com..............................................................................41

The Creditors Network....................................creditorsnetwork.com ...................................................25

Mapp Trap..............................................................creditorsnetwork.com .................................................. 64

DeLano/EPI Printing Inc..................................epiinc.com ...........................................................................18

MukikiM LLC .........................................................mukikim.com........................................................................7

Dreamland Fairy .................................................dreamlandfairy.com .......................................................12

Napa Valley Toys – NightBuddies .............nightbuddies.com............................................................22

Elf on the Shelf .....................................................elfontheshelf.com............................................................11

The Orb Factory ..................................................orbfactory.com ..................................................................17

Enlivenze LLC .......................................................enlivenze.com ...................................................................72

Outset Media ........................................................outsetmedia.com ...............................................................2

Extra by Mayflower............................................extrabymayflower.com .................................................13

Pebble – Kahiniwalla........................................pebblechild.com ..............................................................69

Fat Brain Toy Co. ..................................................fatbraintoyco.com..............................................................4

Pink Poppy Inc. USA..........................................pinkpoppy-usa.com...................................................... 40

FireFox Toys LLC..................................................firefoxtoys.com..................................................................59

PlanToys..................................................................plantoysusa.com ..............................................................45

Folkmanis ...............................................................folkmanis.com ...................................................................51

PlaSmart ..................................................................plasmarttoys.com .....................................................31, 67

Franklin Fixtures .................................................franklinfixtures.com........................................................70

Safari Ltd.................................................................safariltd.com .........................................................................9

GALT ..........................................................................galttoys.com ................................................................35, 39

Saturnian 1 Inc. ....................................................sat1sport.com ................................................................... 50

GUND........................................................................gund.com..............................................................................19

Sentosphere USA ...............................................sentosphereusa.com......................................................21

HABA USA ..............................................................habausa.com ......................................................................37

Sophia's ...................................................................shopsophias.com............................................................ 63

Harrisville Designs .............................................harrisville.com ...................................................................69

TEDCO Toys...........................................................tedcotoys.com................................................................... 66

The Haywire Group...........................................haywiregroup.com ..........................................................43

Thames & Kosmos .............................................thamesandkosmos.com ...............................................15

IAmElemental.......................................................iamelemental.com.......................................................... 65

TMI Toymarketing Int'l.....................................gymnicballs.com...............................................................30

Iello............................................................................iellogames.com .................................................................75

Toy Collection / CSI Inc. ..................................toycollectionretailer.com .............................................32

InRoad Toys ..........................................................inroadtoys.com ................................................................ 49

Toysmith .................................................................toysmith.com......................................................................16

Jacquard Products .............................................jacquardproducts.com .................................................24

Wikki Stix................................................................wikkistix.com ..................................................................... 55

Jax Ltd Inc. ..............................................................jaxgames.com ....................................................................57

Winning Moves ...................................................winning-moves.com .......................................................29

KaZAM .....................................................................kazambikes.com ..............................................................25

Woolpets ................................................................woolpets.com.................................................................... 65

Kidstuff Public Relations ................................kidstuffpr.com....................................................................12

Workman Publishing........................................workman.com ....................................................................61

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