ASTRA August 2016

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T H E M A G A Z I N E O F T H E A M E R I C A N S P E C I A LT Y T O Y R E TA I L I N G A S S O C I AT I O N • A U G U S T 2 0 1 6

TOY TIMES MAGAZINE

Taking

Play

Seriously in

Denver

_ RIÆ“FH#FKRRVHIULHQGVKLS FRP &KRRVH)ULHQGVKLS&RPSDQ\ FRP *Free shipping available in the US

MESSAGE From the Chair

Working Toward a

Fairytale

Ending

Exhibit hall doors open up for the 2016 show!

by Ann Kienzle

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arketplace & Academy in Denver is now in our rear view mirror and fourth quarter is right around the corner! We’ve arrived back home full of ideas and new strategies to improve our businesses, energized and excited about the tips we garnered from our speakers, sessions, the WUDGH VKRZ ÀRRU DQG HDFK RWKHU :H¶UH JRLQJ WR VLQJ IURP WKH rooftops about the power of play! We’re going to make our businesses stronger and prepare them for the future of retailing! $QG WKHQ UHDOLW\ VHWV LQ $Q HPSOR\HH TXLW 7KHUH ZDV D OHDN LQ WKH FHLOLQJ 3DSHUZRUN EDFNORJ 5HDFWLRQ WR WKH QHZ SURGXFW ODXQFK ZDV RYHUZKHOPLQJ DQG SURMHFWLRQV QHHG DGMXVWLQJ 6ORZO\ but surely our grand plans and our big ideas start to veer toward WKH FXUE %XW ZDLW :H ZHUH JRLQJ WR ZDNH XS DQG VHW WKH WRQH IRU RXU GD\ DQG ZH ZHUH JRLQJ WR EH JUDWHIXO DERXW ¿YH WKLQJV HYHU\ QLJKW DQG DQG DQG«OLIH 6XGGHQO\ ZH¶UH QRW &LQGHUHOOD DW WKH %DOO ZH¶UH &LQGHUHOOD FOHDQLQJ RXW WKH FKLPQH\ , JHW LW ,¶P ULJKW WKHUH ZLWK \RX 2QH GD\ , KDYH JUDQGLRVH SODQV DERXW WDNLQJ RYHU WKH ZRUOG $QG WKH QH[W GD\ ,¶G MXVW OLNH to get control of my small corner of it for more than a day at a WLPH :H OLYH LQ VXFK D IDVW SDFHG ZRUOG ZLWK WKLQJV EHLQJ WKURZQ in our path, diverting our attention and changing our course that LW¶V KDUG WR WDNH WLPH WR HYHQ VORZ GRZQ PXFK OHVV UHOD[ 6R WKH idea of taking time to set ourselves and our businesses up for the IXWXUH FDQ VHHP RYHUZKHOPLQJ :K\ DUHQ¶W WKHUH OLWWOH IRUHVW animals who scamper in to help us while singing a catchy tune?) $V DQ LQGXVWU\ ZH¶UH IDFLQJ WKRVH VDPH FKDOOHQJHV :LWK how fast everything is changing in the world, how do we plan for the future? How do we break through all of the noise and help consumers understand the power of play in a child’s life… that play isn’t a luxury, it’s a necessity? How do we help all RI RXU PHPEHUVKLS DFKLHYH SURIHVVLRQDO ¿QDQFLDOO\ VRXQG business models? How do we help our current membership create succession plans so that the neighborhood toy store lives

on? How do we make our retail membership more stable long term? What effects will that have on the sales representatives and manufacturers in the growth of their organizations? How do we make sure the next generation takes notice of the toy industry and chooses this as a career path? How do we remain innovative? In a world where almost anything you want can be delivered by the end of the day with the click of a button, how do we make RXU VWRUHV DQG WKH LQGXVWU\ YLDEOH DQG UHOHYDQW DQG VXVWDLQDEOH" 7KHVH DUH ELJ %,* TXHVWLRQV 8QIRUWXQDWHO\ WKHUH LV QR FU\VWDO EDOO 7KHVH DUH WKH LVVXHV WKDW \RXU $675$ %RDUG RI Directors had swirling in our heads as we began to dive into WKH WK SLHFH RI RXU VWUDWHJLF SODQ :H OHIW 'HQYHU IXOO RI excitement and ready to get our hands dirty when we convene in &KLFDJR WKLV 6HSWHPEHU 7KLV LV DQ RQJRLQJ SURMHFW DQG LW¶V HDV\ WR KDYH WKHVH ELJ broad discussions and brainstorming sessions and then let life WKH FHLOLQJ OHDN WKH HPSOR\HH TXLWWLQJ JHW LQ WKH ZD\ RI DFWXDOO\ DFFRPSOLVKLQJ PXFK 6R ZH UHFUXLWHG VRPH KHOS $V \RX PD\ NQRZ ZH¶YH KLUHG 0LQGLQJ <RXU %XVLQHVV WR JXLGH XV WKURXJK this process and hopefully keep us on track and on the road WR SURJUHVV :H GRQ¶W H[SHFW WKHUH WR EH D ³PDJLF SRWLRQ´ WKDW DQVZHUV HYHU\ TXHVWLRQ %XW ZH KRSH WR FUHDWH VRPH DFWLRQDEOH SODQV WR KHOS RXU LQGXVWU\ ÀRXULVK , VWDUWHG LQ WKLV LQGXVWU\ RYHU \HDUV DJR 7KLV LV P\ SDVVLRQ , KDYH VSHQW P\ HQWLUH DGXOW OLIH LQ WKH WR\ LQGXVWU\ learning about the power of play and promoting good toys and FKDPSLRQLQJ RXU LQGXVWU\ , EHOLHYH WKHVH WKLQJV DUH PRUH YLWDO WKDQ HYHU 0\ KRSH LV WKDW ZH GLVFRYHU WKH DQVZHUV WR WKH ELJ questions together…so that, magic potion or not, we get a fairy WDOH HQGLQJ

Ann Kienzle astratoy.org • August 2016

5

Board of Directors Chair Ann Kienzle Past Chair Dean May

August 2016 • astratoy.org

Features

ASTRA’S MARKETPLACE & ACADEMY 30 32 34 35 36

MONEY MATTERS 10 11 12

Chair-Elect Erik Quam

New Overtime Rules Fort Boards Wins Contest Alternate Revenue Streams

ASTRA 2016 Wrapup Social Media Arrows ASTRA Awards Steven Aarons Conference Recordings

TOY STORIES 14 16

Scholarships The Work of a Toy Rep

16

TRENDING NOW 18 20 22

Directors Todd Andersen Nicole Bortnick Cynthia Compton Damien Crocker Anita Demetropoulos Tami Murphy Christine Osborne Gwen Ottenberg Michelle Sahr

Editor Mary Sisson Assistant Editor Dee Marsden

CertiďŹ ed Play Expert Workshop ASTRA Dues Annual Billing Preferred Savings Member BeneďŹ t New England Rep Groups Merge Neighborhood Toy Store Day

Graphic Artist Danielle Valente

22

Departments 5 7 8

Secretary Christine Blumberg

Magazine

Following the Trendsetter Trends and StafďŹ ng Stress Less: The Art of YOU Management

ASTRA NEWS 26 28 28 29 29

Treasurer Dee Farrell

Director, Meetings and Strategic Partnerships Amanda Zawad Director of Education and Training Ahren Hoffman Meetings and Exhibits Coordinator Laura Dann

32

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 DW GPDUVGHQ#DVWUDWR\ RUJ

6 August 2016 • astratoy.org

President Kimberly Mosley Director of Member Relations Sue WarďŹ eld

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

38 ASTRA Welcomes Its Newest Manufacturer Members 42 New Members 46 Index of Advertisers

ASTRA Staff

Marketing and Communications Specialist Dee Marsden 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 2016 American Specialty Toy Retailing Association. All rights reserved. Advertisements are accepted. For more information, contact Fahy-Williams Publishing, 800-344-0559. 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 Kimberly Mosley

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ummer is in full swing. The EHHV DUH EX]]LQJ WKH ÀRZHUV KDYH EORRPHG DQG $675$ PHPEHUV FKRFN IXOO RI LGHDV IURP DWWHQGLQJ 0DUNHWSODFH $FDGHP\ DUH OHDGLQJ WKH ZD\ WKURXJK SOD\ ZLWK IUHVK RIIHULQJV IRU WKH NLGV LQ WKHLU FRPPXQLWLHV 7KLV ZDV P\ ¿UVW $675$ 0DUNHWSODFH $FDGHP\ DQG ZRZ ± ZKDW D JUHDW VKRZ $V \RX NQRZ D VKRZ RI WKLV FDOLEHU UHTXLUHV WKH ZRUN RI PDQ\ VPDUW DQG WDOHQWHG SHRSOH )UHVK EDFN IURP P\ ¿UVW DQQXDO FRQYHQWLRQ , ZDQW WR WKDQN RXU DPD]LQJ VWDII IRU WKHLU H[SHUW GHOLYHU\ RI D ZRUOG FODVV HYHQW )URP SUH VKRZ SODQQLQJ WR ¿QDO GHOLYHU\ WKH\ H[HPSOL¿HG D ³FDQ GR´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¿UVWV ,Q DGGLWLRQ WR WKLV EHLQJ P\ ¿UVW FRQYHQWLRQ ZH DOVR FHOHEUDWHG RXU ¿UVW &HUWL¿HG 0DVWHU 5HWDLOHU &05 JUDGXDWHV ,Q ZH FUHDWHG WKH &05 SURJUDP IRU LQGHSHQGHQW VSHFLDOW\ WR\ UHWDLOHUV WR ERWK HQFRXUDJH DQG UHFRJQL]H SURIHVVLRQDO DFKLHYHPHQW 7KLV GHVLJQDWLRQ GHPRQVWUDWHV DQ LQGLYLGXDO¶V FRPPLWPHQW WR WKH SURIHVVLRQ DQG WR OLIHORQJ OHDUQLQJ $W WKLV \HDU¶V EXVLQHVV PHHWLQJ ZH UHFRJQL]HG RXU LQDXJXUDO FODVV RI &HUWL¿HG 0DVWHU 5HWDLOHU JUDGXDWHV &RQJUDWXODWLRQV WR WKH &05 FODVV RI ± -RKQ &ORZHU &05 -HQQ (LVHQEHUJ &05 &\QWKLD +ROOLGD\ &05 7LPRWK\ +ROOLGD\ &05 DQG (ULFD 6LSHV &05 ,I \RX ZHUH QRW DEOH WR DWWHQG 0DUNHWSODFH $FDGHP\ WKLV \HDU , KRSH ,¶OO VHH \RX next year in Philadelphia, Pennsylvania, June 25-28. :KLOH LW ZDV D VXFFHVVIXO FRQYHQWLRQ RI PDQ\ ¿UVWV ZH DUH QRW VLWWLQJ EDFN RQ RXU ODXUHOV :LWK EDUHO\ EHKLQG XV ZH DUH ORRNLQJ WR WKH IXWXUH ± WKH IXWXUH RI WKH FRQYHQWLRQ DQG WKH LQGXVWU\ $675$ LV ZRUNLQJ ZLWK LQGXVWU\ H[SHUWV WR DVVHVV DQG UH HQHUJL]H RXU VWUDWHJLHV 7KH\ KDYH VROLFLWHG \RXU IHHGEDFN RQ HYHU\WKLQJ IURP WKH VWDWH RI WKH LQGXVWU\ WR WKH RSWLPDO QXPEHU RI GD\V IRU WKH VKRZ <RX DOVR SURYLGHG JUHDW LQIRUPDWLRQ RQ WKH VWDWH RI WKH LQGXVWU\ WKURXJK \RXU UHVSRQVHV WR WKH SUR¿W VXUYH\ 7KDQN \RX $UPHG ZLWK WKLV YDOXDEOH GDWD \RXU ERDUG ZLOO PHHW LQ 6HSWHPEHU WR GLVFXVV WKH EHVW VWUDWHJLHV WR VHUYH RXU PHPEHUV DQG IXO¿OO RXU PLVVLRQ :DWFK IRU PRUH XSGDWHV RQ WKLV LPSRUWDQW ZRUN

,Q UHVSRQVH WR PHPEHU IHHGEDFN ZH DUH VZLWFKLQJ WR DQ DQQXDO GXHV ELOOLQJ F\FOH 6WDUWLQJ LQ DOO PHPEHU GXHV LQYRLFHV ZLOO EH VHQW LQ -DQXDU\ DQG WKH SD\PHQW ZLOO FRYHU -DQXDU\ 'HFHPEHU RI WKDW \HDU 1R PRUH ZRQGHULQJ ZKHQ \RXU GXHV UHQHZDO LV FRPLQJ RU VFUDPEOLQJ WR UHLQVWDWH EHFDXVH \RX GLGQ¶W NQRZ \RXU PHPEHUVKLS KDG ODSVHG 2I FRXUVH WR JHW HYHU\RQH RQ WKH VDPH ELOOLQJ F\FOH ZLOO UHTXLUH VRPH SURUDWLQJ RI GXHV :DWFK \RXU PDLO IRU PRUH LQIRUPDWLRQ DV ZH PDNH WKH WUDQVLWLRQ /DVWO\ DOWKRXJK WKH OD]\ GD\V RI VXPPHU DUH KHUH QRZ LV WKH WLPH WR VWDUW SODQQLQJ IRU D VXFFHVVIXO IRXUWK TXDUWHU LQFOXGLQJ HYHQWV OLNH 1HLJKERUKRRG 7R\ 6WRUH 'D\ RQ 6DWXUGD\ 1RYHPEHU 6DYH WKH GDWH DQG FKHFN DVWUDWR\ RUJ QWVG DVS RIWHQ IRU LGHDV DQG WRROV \RX FDQ XVH WR FHOHEUDWH WKLV GD\ DQG KDYH IXQ +DYH D JUHDW VXPPHU

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astratoy.org • August 2016

7

READY,forSET, PLAY... Children With Disabilities

Shopping:

a Parent’s Perspective

By Kathryn Lavin, MSW, Executive Director, National Lekotek Center

F

or 20 years I have been a parent of a child with special needs. You can imagine how often I have shopped both for, and with, my child. Over the years I have encountered retailers to whom I would never return, and those I continue to frequent. Those vendors share common characteristics; foremost, both the sales personnel and the shop are inviting. When I walk into a store I want to feel welcomed, and my daughter wants the same. There is often an assumption that a child or adult with a disability is not aware of, or cares about, common courtesy. A simple “Hello, how are you today?â€? is all it takes. An acknowledgement of our presence goes a long way. It is a good practice to assume that the child or adult with special needs understands all or most of what you say. Often a person’s expressive ability (speaking) is much slower or more impaired than his/her receptive language abilities, so a child may not be able to answer your question, but he or she does understand your questions and comments. Develop the practice of talking TO the child, not ABOUT the child. There is nothing more offensive than someone asking me about my daughter when she’s standing right next to me. Give the child time to process your questions. Don’t assume that because she or he did not answer you that he/she is being rude. My daughter was once asked a question by a vendor, and more than two minutes later walked back to him with her answer. From an outsider point of view, it looked as though my daughter 1) didn’t understand the question, and 2) was inconsiderate. Neither was true. The vendor quickly gave her a positive response, so my daughter was encouraged to engage more. As a result, she seeks him out and we are in his shop frequently. Remember that some children may never answer you or engage with you, but the fact that you reached out to them is key. Due to some challenges, a child may never make a connection with you, but know that the child is aware of you and your presence. Be aware of your body language. Approximately 85 percent of all communication is nonverbal. Make eye contact. 6TXDW GRZQ 6KDNH D KDQG RU JLYH D ÂżVW EXPS From a parent’s perspective, I am aware of how a shop is organized and helps my daughter process information. In addition to Down syndrome, she also has sensory issues. If music is too loud, merchandise is not organized well, or the aisles are narrow and crowded, she will leave the store. Sometimes she will stop at the threshold, refusing to enter, for reasons of which I am not aware, such as the scent of an overbearing candle. She likes stores that provide clear organizational and visual supports. They are not high tech, but perhaps show an

8 August 2016 • astratoy.org

image of how a product is used, or even better, a salesperson demonstrates the product. Structured choices also provide organizational supports. Highlight two to three items, perhaps moving them to an empty counter, rather than offering all your merchandise at the same time. It offers the child time to process the available choices without feeling overwhelmed, and often leads to a successful transaction. Recently, my daughter and I shopped for gardening supplies and annuals. I told my husband we always need to buy our Ă€RZHUV DQG YHJHWDEOHV IURP WKLV YHQGRU DQG KHUHÂśV ZK\ $V we walked around the shop, the saleswoman nodded her head ÂłKHOOR´ QRQYHUEDO FRPPXQLFDWLRQ :KHQ VKH ÂżQLVKHG KHOSLQJ a customer, she came over and introduced herself, shaking my GDXJKWHUÂśV KDQG LQWHUDFWLRQ :H KDG VWDUWHG WR ÂżOO RXU EDVNHW and she turned to my daughter and said, “You’ve made some great choices! I love the succulents you picked out!â€? (engagement and positive reinforcement). Pat asked if we needed help and I VDLG ZH ZHUH ORRNLQJ WR ÂżOO D SODQWHU 6KH NQHZ LPPHGLDWHO\ WKDW my daughter was the shopper just as much as I was, and asked KHU LI VKH ZDQWHG D Ă€RZHU IRU WKH QHZ SRW 6KH ZDLWHG IRU D response. When my daughter said “Yes,â€? Pat asked, “Would you OLNH D UHG Ă€RZHU"´ :DLWHG IRU DQVZHU ZKLFK ZDV Âł1R ´ :RXOG \RX OLNH D \HOORZ Ă€RZHU"´ :DLWHG Âł1R ´ Âł:RXOG \RX OLNH DQ RUDQJH Ă€RZHU"´ Âł<HV ´ 3DW UHVSRQGHG Âł, /29( RUDQJH WRR /HWÂśV JR ÂżQG RQH IRU \RX ´ Her great interactions did not end there. She asked me if it was okay to help my daughter plant the annual. Together they did. As the proprietor rang up the plant and other items I had bought, I asked about Pat. Was she a special ed teacher or therapist, or did she have a child or a relative with special needs? 1R 6KH KDG QR ÂłRIÂżFLDO´ WUDLQLQJ RU HGXFDWLRQ 3DW LV D PDVWHU gardener, and was simply enthusiastic and engaging with BOTH of us. Her interactions immediately built a rapport, and she gave my daughter what we seek the most: dignity and respect. 2QH ÂżQDO WKRXJKW DQ\RQH LQ \RXU VWRUH PD\ KDYH D IDPLO\ member with a disability or special needs. When you use “person ÂżUVW´ ODQJXDJH Âł, KDYH D FOLHQW ZKR KDV 'RZQ V\QGURPH ´ UDWKHU than “that Down syndrome girl,â€? family members will take note. When you interact directly with a person with a disability, family members will take note. I took my children to a new salon once, and my son, only 10 at the time, said that he always wanted to get his haircut there. When I said I didn’t know he cared about his hair that much, he H[SODLQHG Âł,WÂśV QRW WKH KDLUFXW 7KH\ ZHUH QLFH WR (PLO\ ´ +H KDV been getting his haircut there for the past eight years. We all have.

ASTRA

MONEY Matters

Employers Should Know NEW Overtime Rules

N •

•

ew overtime rules go into effect on December 1. Now is the time to decide how best to follow the new requirements. In summary, the new rules: Increase the minimum salary threshold at which a full-time salaried worker can be exempt from overtime pay from $23,660 to $47,476 annually (up from $455 to $913 weekly). Allow employers to include non-discretionary bonuses and FRPPLVVLRQV WR FRPSULVH XS WR SHUFHQW RI WKH GHÂżQHG salary level.

What is driving the change? In the 1930s, in the midst of the Great Depression, workers were often badly mistreated. To help protect workers, the Fair Labor and Standards Act (FLSA) was enacted. The purpose of the FLSA is to protect workers from being exploited, but EXVLQHVV QHHGV ÀH[LELOLW\ VR )/6$ H[HPSWV ERQD ¿GH VDODULHG executive, administrative and professional (EAP) employees and outside sales and many technology employees from overtime pay requirements. In 1975, FLSA overtime provisions SURWHFWHG SHUFHQW RI DOO IXOO WLPH ZRUNHUV HURGHG E\ LQÀDWLRQ today, overtime provisions protect only 8 percent of full-time workers. These new standards will cover a larger percentage of workers. And another aspect of the new rules provides for automatically updating the salary and compensation levels every three years to maintain a threshold of covered workers.

What to do First, it is important to know whether your employees DUH H[HPSW RU QRQ H[HPSW 7KH '2/ KDV VSHFLÂżF FULWHULD WR GHWHUPLQH LI DQ HPSOR\HH FDQ EH FODVVLÂżHG DV H[HPSW 7KH “dutiesâ€? tests have not changed. • Non-exempt employees are covered by FLSA and, by extension, most state and city labor laws. They must be paid at least federal and state minimum wage and receive overtime pay of 1.5 times their regular hourly rate when they work more than 40 hours in a week. • Exempt employees are not entitled to overtime pay, but must meet certain criteria for pay and job responsibilities.

10 August 2016 • astratoy.org

V ASTRA Connect to Visit sshare ideas and strategies with your colleagues as the w nnew rules go into effect.

Next, if you employ salaried, full-time workers who are paid less than $913 per week, you’ll need to decide how to respond to these new rules. Some options: 1. Raise the employee’s salary to the new minimum. If their salary is currently at the high end of the spectrum and you are expecting them to work a lot of overtime, you may want to raise the salary to the new minimum. This will enable you to get the same level of work without incurring overtime pay. 2. Keep salaries the same, pay overtime. This is ¿QDQFLDOO\ EHQH¿FLDO LI RYHUWLPH LV OLPLWHG RU LUUHJXODU DQG current pay is at the low end of the present minimum.

3. Keep salaries the same, eliminate or reduce the employee’s overtime. This approach is useful if there is currently little necessary overtime.

4. Hire more employees or reallocate work to other employees. If you regularly need a lot of overtime 5.

from current employees, you may want to consider hiring additional part-time workers to pick up the extra hours. Lower wages, pay overtime. Calculate an hourly wage based on their current salary and the number of overtime hours they are currently working. This results in your expenses staying the same, but may create disgruntled employees and increase turnover.

Bottom Line Start tracking hours now even if you intend to keep the employee as salaried. This will allow you to keep tabs on hours worked to ensure overtimes costs are under control. Keep in PLQG WKDW HYHQ HPSOR\HHV ZKR ZRXOG EHQHÂżW ÂżQDQFLDOO\ PD\ EH unhappy about the time it takes to track hours. Some employees view working overtime as an opportunity to demonstrate commitment to the organization and go the extra mile. But opting out of the rule is not a choice for companies with any employees who make less than the threshold. Workers cannot voluntarily work overtime and not get paid. Share the new rules and information with your employees so they understand the reasons behind the new time tracking requirements and any new overtime limits you may put in place. Help them understand they are not alone in dealing with these ASTRA new requirements. www.dol.gov/whd/overtime/NPRM2015/factsheet.htm www.usatoday.com/story/money/columnistabrams/ 2016/05/27/strategies-overtime-rules/84877200/

Need Extra Cash?

Biz Contest Try a

F

ort Boards, a new company that’s created a large-scale building toy, was gearing up for slow growth aimed at exhibiting at Toy Fair next year. Thanks to Microsoft, that slow growth gained some speed. Fort Boards won $20,000 in the Microsoft 2016 Small Business Video Contest, along with about the same amount in fully-loaded Microsoft computers, software, and a social media blitz. “We had been contacted by Shark Tank to perhaps provide a submission video,” said Neal Mizushima, who lists his title as fort builder and marketing specialist. In the process of creating that video, Mizushima and inventor and company founder Austin Graube learned about the Microsoft contest. “We really didn’t think we had a shot at it,” Mizushima said, since they were up against thousands of other small businesses. But a couple of weeks after the deadline they learned Fort Boards was RQH RI ¿QDOLVWV 7KH ¿QDO YRWH ZDV YLD D )DFHERRN based contest. Fort Boards had 300 )DFHERRN OLNHV DQG DQRWKHU ¿QDOLVW had 20,000, so Graube and Mizushima thought their chances were slim. The toy was in the Seattle Children’s Museum and a few other museums and schools, and the grassroots effort of mobilizing those fans, who then shared with other friends and family, paid off. The company was featured on Seattle television and in the Puget Sound Business Journal. The fact that a lot of Mizushima’s neighbors are Microsoft employees had nothing to do with their win; last year’s winner was from Maryland, and the 2016 second-place winner was in Kansas City. There are lots of other small business contests out there,” Mizushima said. Chase bank, FedEx, Progressive Insurance and the Small Business Administration are

among many companies encouraging small business growth through such competitions. Even had they not won, activating their fans was one of the biggest pluses of entering the contest. While their goal was a booth at Toy Fair, they got a jump-start at ASTRA Marketplace, where they showcased their product in the Microsoft booth. After taxes, the company has put a chunk of their prize toward expanding both their product line and their team.

Fort Boards, which can be built into countless structures beyond forts, are manufactured in Indiana. Graube, a designer, was working for a company that did museum exhibit installations when an exhibit inspired him to design Fort Boards. He and Mizushima share space with other small, mostly tech, businesses, and report that they get envious onlookers when they start building forts in ASTRA the conference room. astratoy.org • August 2016

11

MONEY Matters

Need More Sales?

Look for NEW

Revenue Sources (Part 1)

by Mary Sisson, editor

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two children’s hospitals in the Twin Cities. “Last year they spent over $12,000,â€? she said. “This year will be more than double that amount. We give a very generous discount and we make very large GRQDWLRQV WR WKHLU HYHQWV \HDU URXQG 7KH SURÂżW GRHVQÂśW PDWWHU ZH UHFHLYH VR PXFK in return that cannot be measured.â€? It started when a dad with tattoos and a mohawk entered her store, Flying Circus Toys, with his daughter. The dad revealed Partner with NonproďŹ ts WKDW WKUHH RI KLV IULHQGV KDG ORVW FKLOGUHQ Jessica Persons works with a local to cancer, and the previous year his biker FKDULW\ WKDW UDLVHV PRQH\ WR EX\ WR\V IRU group had raised WR EX\ WR\V IRU Minneapolis Children’s Hospital and Shriner’s in St. Paul. Their wives had shopped at Target and Walmart. The man asked, “Would it be RND\ LI ZH VKRSSHG KHUH WKLV \HDU"´ Within the next week more than 50 bikers came to Flying Circus to thank Persons. She pulled out catalogs and vendor VSHFLDOV DQG RIIHUHG D discount. Now it just happens that a clown camp is nearby, so Persons enlisted clowns IRU D VSHFLDO HYHQW 7KH IURQW ZLQGRZ ZDV ÂżOOHG ZLWK WR\V IRU &UXLVLQÂś IRU .LGV DQG WKH VWRUH ZDV ÂżOOHG ZLWK ELNHUV TOY FACTORY clowns and regular customers. Special play In stock and ready to ship! money was made up, Contact Jim Barber at 212-598-4500 or Jim@LukesToyFactory.com and kids with cancer www.LukesToyFactory.com ou’ve marketed, socially and otherwise, until everyone who’s anyone knows your store. Your ZHEVLWH LV ÂżOOHG ZLWK IDEXORXV WR\V DQG ranks high in SEO. What else is out there to bring new VWUHDPV RI UHYHQXH WR \RXU VWRUH" 6RPH ASTRA retailers share their experiences in WKLV ÂżUVW RI D WZR SDUW VHULHV

Eco-Friendly Toys. Made in America.

Luke’s

12 August 2016 • astratoy.org

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FRXOG FKRRVH WR\V DQG XVH WKDW WR SD\ IRU WKHP %HVLGHV WKDW WKH VWRUH ¿OOHG WZR WUDLOHUV ZLWK WR\V IRU KRVSLWDOL]HG NLGV It’s a cause dear to Persons’ heart. She VXUYLYHG FDQFHU KHUVHOI ³,WœV WKH OHDVW , FDQ do, given what I’ve gone through,� she said.

Join the Corporate Party Supplying the annual holiday party IRU IDPLOLHV RI FRUSRUDWLRQV RU XQLRQV is another way stores reach beyond the bricks and mortar. /LQGD /\GHQ RZQHU RI &DVWOH 7R\V DQG *DPHV LQ 3HQQV\OYDQLD RIIHUHG D $50 bonus to any employee who could come up with a company they could supply. The employee received the bonus ZKHQ WKH GHDO ZDV ÂżQDO The store works with a local union, VXSSO\LQJ SUHVHQWV IRU DERXW FKLOGUHQ IURP DJHV $ERXW WZR PRQWKV EHIRUH WKH SDUW\ the union president comes in and spends WZR KRXUV ZLWK VWDII FKRRVLQJ MXVW WKH ULJKW JLIWV SULFHG Âł, GR QRW W\SLFDOO\ JLYH D GLVFRXQW :H JLIW ZUDS HYHU\ present with tags and bows and they are thrilled at that service (they used to do LW WKHPVHOYHV ´ /LQGD VDLG Âł, ZLOO RIIHU GLVFRXQWV LI LW LV VRPHWKLQJ ,ÂśP WU\LQJ WR JHW RXW RI WKH VWRUH , DOVR VHOO WKHP DOO WKH EDWWHULHV QHHGHG DW IXOO PDUNXS ´ Betsy Ordemann’s Magic Box Toys in New Orleans was contacted by a FRPSDQ\ DIWHU +XUULFDQH .DWULQD ZKHQ WKH VWRUH WKDW KDG EHHQ VXSSO\LQJ JLIWV closed. She landed another corporate party through a good customer. Âł:H SLFN RXW JLIWV DW WKH price range, have them okay it, then ZUDS DQG GHOLYHU WKHP RQ WKH GD\ RI WKH parties,â€? she said. The companies contact her around Thanksgiving, and she gives

them a 10 percent discount. Phil Wrzesinski’s Toy House and Baby Too in Jackson, Michigan, has been around so long he can’t remember how they got started supplying Christmas parties. Every few years he sends a letter to the HR departments of the major employers in town to pick up new clients. “Last year we did nine of these parties, the smallest being about $900, the largest about $3,500.� Regardless of size, they work the same. Two weeks before the party the company sends a list of attendees, including age and gender, and a price per person they are willing to pay, usually $15-20. “We charge full price because we are doing all the work of picking, wrapping, labeling and delivering,� Phil said. “The items get rung up and billed to the company. The beauty of this for the company is that they don’t have to do anything other than provide us a list.� His advice: Put one employee in charge of all the parties. It makes it easier to have one person who knows everything in detail. After one party that person will know the stock so well, future parties will go faster. Allow that employee to come in early or stay late when there are fewer distractions.

Heigh Ho, Have a Booth at a Fair “Our general attitude about booths is that they’re almost always worth trying,â€? said Patrick Holland, owner of Mountaintop Toys in Tennessee. “It sharpens your sales skills as everything moves much faster at a well-attended market than in your store. Of course, not every show is going to be a home run. But the more we do, the better our gut instinct gets when we get invited to a new one.â€? He offers some thoughts to consider: • We don’t do shows just to brand RXUVHOYHV DQG SDVV RXW Ă€LHUV • :H QHHG WR IHHO FRQÂżGHQW WKDW WKHUH ZLOO EH D VLJQLÂżFDQW QXPEHU RI DWWHQGHHV D VLJQLÂżFDQW QXPEHU RI vendors (but ideally no other toy store), and an affordable booth rental UDWH 6RPHWLPHV \RX FDQ RQO\ ÂżQG WKLV out by jumping in and trying it. If the show is terrible, work on getting your sales pitch down on new products and don’t do the event next year.

•

•

•

•

•

• •

We prefer multi-day events. It’s a lot of work to set up and tear down in one day. The longer the show, the more variety of products we bring. Items that don’t get a passing glance on day one we Ă€LS RXW IRU VRPHWKLQJ QHZ RQ GD\ WZR What sells out, we restock. But we bring a large variety because we want our booth visitors to imagine what our store must look like if we have “all this great stuffâ€? in a simple booth. We always tell visitors to our booth that we own a brick and mortar. SO important. When it comes to toys, people trust store owners. In any environment. Otherwise you look like someone who sells toys at random shows for some extra income and stashes all their unsold inventory in their damp basement. Holiday markets are the best bet if \RXÂśUH ORRNLQJ WR WU\ D ERRWK IRU WKH ÂżUVW time and worried about the investment. Bring items that are unique but consistent sellers. We sell licensed items in our store, but avoid bringing them to a show because they’re not special. Demo, demo, demo. We always bring WAY more inventory than we know we can sell. First, it’s a motivational factor for us — the more we sell, the less we have to take back! Second, we don’t want to appear to have an empty booth at any point during the show. The last hour can be extremely lucrative if you’re still energized. Don’t start packing up early if you’re bored. You’re representing your brand to the very end.

“Our favorite part of doing the shows we’ve done is seeing that look on people’s IDFHV ZKHQ WKH\ VHH VRPHWKLQJ IRU WKH ÂżUVW time. ‘Wow, you don’t see stuff like this in Walmart/Target/Toys R Us!’ We hear that all the time‌. It energizes you later back at the store. Doing shows and reaching a new audience lets you fall in love again with your products.â€?

Look for part 2 of this article in the next issue!

astratoy.org • August 2016

13

Session at the ASTRA 2016 show

TOY Stories

Scholarships Help When Business Hits Rough Spot

S

ometimes businesses struggle because life deals them a blow. Seeing a need among the ASTRA membership, the board decided to offer scholarships to a few deserving retailers who would otherwise be unable to attend Marketplace & Academy. “The scholarship idea came about as we looked at some of the challenges and issues that held members back from attending 0DUNHWSODFH $FDGHP\ ´ H[SODLQHG 6XH :DUÂżHOG GLUHFWRU RI member relations. “One of ASTRA’s goals is to provide resources and opportunities for our members to grow and succeed as well as share ideas with one another. Some members have extenuating FLUFXPVWDQFHV WKDW JUHDWO\ LPSDFW WKHLU ÂżQDQFLDO DELOLW\ WR DWWHQG our main event we felt needed to be addressed.â€? ASTRA offered a select number of scholarships to retailers who have been members for more than a year and completed an DSSOLFDWLRQ LQ ZKLFK WKH\ SURYLGHG VSHFLÂżF LQIRUPDWLRQ RQ ZK\ their business had hit a rough spot and how going to Marketplace

& Academy would help. “It seemed to be a good allocation of IXQGV WRZDUGV RXU PLVVLRQ ´ :DUÂżHOG VDLG Several people applied and three were chosen. Betsy Ordemann, owner of Magic Box Toys in New Orleans, was willing to share her story. New Orleans has been undergoing a lot of drainage work using FEMA money provided after Katrina. Unfortunately, multiple main thoroughfares, including a block away from my store, are all being worked on at the same time. This has been going on for at least three years. My loyal customers continue to come to Magic Box Toys, but we’ve been losing customers who live in the suburbs who don’t ZDQW WR GHDO ZLWK WKH WUDIÂżF LVVXHV LQ 1HZ 2UOHDQV SURSHU In mid-October of 2015, Magazine Street, a major shopping street that is six miles long, was shut down to one alternating lane. This continued until two days before Christmas! Our Christmas sales were deeply affected. Road work is continuing to impede shopping in our area. In response to these issues, we’ve been offering free delivery and what we call “curb-side serviceâ€? (call us ahead with your needs and we’ll run the gifts out to you in your car so you don’t have to park). Neither of these has helped a lot, although the customers say they like the ideas. Marketplace & Academy provides me with three extremely important aspects that are essential to improving my business: (GXFDWLRQ IURP WKH VHVVLRQV , WU\ WR DWWHQG WKH ÂżQDQFLDO session every year, because I can never get it all! 2. Networking with my colleagues. 3. Specials from the vendors which allow me to purchase more than I might have without them. When I had to miss Marketplace & Academy in 2015, I really felt the impact of missing out on these three aspects. I can’t tell you how much my whole attitude and demeanor changed (in a positive way) after attending Marketplace & Academy. I was given a new lease on my business life, as well as a lift from the personal friendships I’ve made with other ASTRA members over the years. I would highly recommend anyone dealing with hardships in their business to apply for the scholarship. 6LQFH WKH WLPHOLQH LQ WKLV ÂżUVW \HDU RI VFKRODUVKLSV ZDV VKRUW 2UGHPDQQ DOPRVW PLVVHG KHDULQJ DERXW LW %XW :DUÂżHOG recalled a conversation she and Ordemann had had at Toy Fair about how tough things were for Magic Box. She contacted Ordemann to urge her to apply. The program is expected to continue next year to aid retailers who most need what Marketplace & Academy offers. ASTRA

14 August 2016 • astratoy.org

TOY Stories

“Sandy, I Need Your Help� The Work of a Toy Rep by Sandy Ruben, Principal, Sandy Ruben and Associates

I

t’s the start of another work day, and it’s what energizes me. Manufacturers, retailers, fellow reps, and folks in the toy community, turning to me for advice and problem solving. Because being a sales representative isn’t just about going into a store and selling product. “I’m thinking of buying out a company’s remaining stock of inventory that is going out of business, and selling it in my store and online. It’s a really good deal, what do you think?� “I need to sell my business, I have no idea how much to sell it for. Do I sell with a broker or on my own?� “I have a business idea. It’s a way to help fellow toy retailers. No one is doing this yet. What do you think?� “I’m thinking of retiring and selling my business, but I also still love it. Maybe I could just pull back a bit, still do the purchasing and hire a general manager. What do you think I should do?� “I have an opportunity to move to a larger space in the mall. It would mean shutting down my existing strip mall store and my temporary mall store and combining them into one large store. Can I show you the space? What do you think of the idea?� “Sandy, I had a customer who was at the beach over the weekend, they found this at a store. (They send me a picture.) Do you know where I can get this for my store?� “Mermaids! I need anything and everything mermaids. What do you have? What’s available that you don’t have? When can you get here?� I’m off to visit a store that is

16 August 2016 • astratoy.org

VWUXJJOLQJ ELJ WLPH ÂżQDQFLDOO\ 6KH ZDQWV to see me. She needs merchandise, but she has no money. For this visit I need to streamline what I show her to companies with low minimums and small case packs. My focus is “safeâ€? items that are almost guaranteed to sell. I’m worried if she is going to make it. There’s also the assistance that I provide retailers with selling and merchandising. “This item didn’t sell.â€? I leave the EDFN URRP RIÂżFH DQG KHDG LQWR WKH VWRUH I want to see what section it is in, if it’s RQ WKH ORZHVW VKHOI QHDU WKH Ă€RRU DQG what price point it’s selling for. “You have it merchandised well, but it really hasn’t sold at $21.99. My stores who have retailed this item ($10 cost) at $19.99 are doing fantastic with it.â€? I may also see that an item needs to be moved. “Yes, it is a musical item, and I see why you have it in the music section. However, the age on it is 12 months plus. It sells really well in the toddler section.â€? For higher priced items, I remind my retailers that they almost never sell well when they are on the bottom shelf. They need to be eye level or above. Sometimes there is the challenge of how to introduce new product. Let’s say we have a new game. Do I bring in the sample? I have some who are hands-on and want to play and try each new game. I have others who have no desire at all to play games. “Just tell me — should I carry it? Will it sell?â€? Similarly, when showing our book lines, some folks like me to drop off samples so they can look over each one

and I come by later for the order. Some just want a few samples to look at before placing their order. Others simply mark quantities directly on the catalog. It’s important to be adaptable with each retailer. While I enjoy selling toys, what I enjoy most is problem solving and helping my customers. This happens on the manufacturer’s side as well. Sometimes we take on companies that have started with one product and have no idea what happens next. “How much do you think we can sell this for? Should we sell it online? Does the packaging need to have more info or more pictures? Do I need a sales sheet? Which trade shows should I exhibit at? Do you know other reps around the country that we could hire?� There are other issues that we face. One of my good-sized manufacturers just declared bankruptcy. I have six reps who probably won’t get paid on the orders they wrote. My plan is to sell off all of that company’s samples in the showroom, combined with road samples, and see if I can get my team some of their commission. “Sandy, the company that I have been with for 13 years was just sold. I’m out of work. Do you know any positions that are open for a sales manager?� “This product will be great for The Good Toy Group, Toy Collection, and Learning Express catalogs. Can you help get us in there?� “We are looking for new reps in the Midwest. Do you know of someone you can recommend?�

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edplay.com From left to right: Sandy Ruben and Associates (Tom Darnell, Katherine Hodges, Don Smith, Valerie Bernstein, Misty Audish and Rachel Jones). Photo credit sandyrubenandassociates.com

“We just got a shipment in of our new item. We received 5,000, however, we have orders for 16,000. How do you think we should allocate product?â€? One of my favorite challenges is mediation between a retailer’s needs and a manufacturer’s needs. My credibility and value lie in bringing reasonable requests and then working very hard to ensure that I get them. “I have a statement from three months ago that says I still owe PRQH\ , SDLG IRU ZKDW WKH\ VKLSSHG PH 7KH\ VD\ WKH\ VKLSSHG ÂżYH boxes, but I only received four and they don’t believe me.â€? “This new item is junk. I can’t sell it, and I don’t want it. Can you get me a call tag?â€? “I had a cancellation date of two months ago, and the order just arrived today.â€? Then there is the manufacturer’s side. “They refused shipment on their orders. It’s going to cost me $300 for two-way shipping. I’m never selling to them again.â€? “Your retailer is violating MAPP. Either they need to raise their prices, or we are cutting them off.â€? “I know they are a large account for you, but they paid us late. From now on they will have to prepay their orders.â€? While working out solutions for both sides can be challenging, it’s also very rewarding. Fortunately I work with great people in the WR\ FRPPXQLW\ ZKR DUH JHQHUDOO\ TXLWH UHDVRQDEOH DQG Ă€H[LEOH LQ managing their companies. I can hear the manufacturers now. “Where does selling come in?â€? When you build up a relationship that shows you generally care about both the individual and their business, selling becomes easy. It’s really a matchmaking process. , NQRZ WKH VWRUH DQG , NQRZ P\ SURGXFWV ,ÂśP ORRNLQJ WR ÂżQG ZKDW ÂżWV EHVW IRU WKDW SDUWLFXODU VWRUH Many of the specialty toy reps that I have met over the years are fueled by passion. It’s not a passion about money, it’s a passion to see the retailers (and manufacturers they work with) succeed. They go to great lengths every day and night, doing the small things to help the people they work with. While sales are a part of our job, there is so much more involved. ASTRA Ultimately, ensuring your success is the core of what we do.

The Magazine for People Who Sell Toys

astratoy.org • August 2016

17

TRENDING Now

Following

the

Trendsetter

by Mary Sisson, editor

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hat’s new? That’s the question Steve Starobinsky asks every day, in every place he travels. After all, he is Diverse Marketing’s vice president of marketing and product discovery. “My number one focus is discovering new product,â€? he said. He does it through analyzing point of sale data he gets weekly, through travel all over the world, and through gut feeling. “It all starts with travel,â€? said the man with 70,000 air miles to his credit. He calls on six accounts in various channels all over the U.S. and Canada. He goes to toy fairs in Tokyo, Nuremberg and New York, plus apparel shows, stationery shows, gift shows, even candy and housewares shows, trying to absorb as much as he can. “Toys are a follower industry,â€? he said. Often, before a theme is found in toys, it shows up in apparel and licensing. +H ÂżQGV GLIIHUHQW WR\V DW 1XUHPEHUJ from what he sees in Tokyo. “What I’m looking for is what’s the same. Kids are kids. Their inherent play patterns are very similar.â€? The Tokyo Toy Fair followed on the heels of ASTRA Marketplace & Academy, but its approach is unlike anything in North America, Starobinsky wrote in a UHSRUW RQ /LQNHG,Q Âł7KH ÂżUVW WZR GD\V are strictly for wholesalers, while the last two are reserved for families to come out and play! I also came to see where the crowds formed, what licenses were embraced, and of course how kids played with each of the new introductions.â€? With 150,000 consumers at the show, he had plenty of people to study. An expert buyer once told him, “If it’s hot in Japan, it’s going to be huge in the States.â€? This is what was hot in Japan.

18 August 2016 • astratoy.org

retailers, though the newest Harry Potter movie doesn’t come out until November. “Harry Potter isn’t really being supported by Walmart or Target,â€? • The Vending Machine Effect: Starobinsky said, creating a good niche Blind box programs are big in for specialty stores. Mass marketers tend Japan, and vending machines are to make their bets on a few blockbuster the merchandising vehicle. The toys properties and aren’t nimble enough to themselves vary from licensed to take advantage of the sudden popularity obscure. “As long as they are ‘Kawaii’ of a license. — cute, little collectible — the In 2017, he predicts Spiderman will consumer seems to invest their loose by far be the biggest boys’ brand, though change into it,â€? Starobinsky wrote. the movie isn’t scheduled to release until • Retro Gaming: Video games popular next July. “Despicable Meâ€? will have in the ’90s are back, with cartridges a new villain, and Starobinsky predicts being sold and traded and arcades “Singâ€? will be the sleeper hit for the end where people go to play those games. of 2016/start of 2017. He describes it as • Impulse Intricate Craftables: “Zootopiaâ€? meets “The Voice.â€? Collectibility, the need to de-stress, PokĂŠmon is another license that’s and small living spaces has led to hot as the 20th anniversary brings back handmade craft projects in tiny nostalgia for the current crop of parents packages, aimed at adults. and as PokĂŠmon Go goes wild. In non-licensed themes, girl and woman Starobinsky takes all the input from empowerment is hot. “Only 18 percent of his travels, data and gut feeling and percolates it in his mind until he’s ready to PDWK DQG WHFK MREV DUH ÂżOOHG E\ ZRPHQ ´ commit to paper what he sees as trends. In Starobinsky said. “There aren’t that many STEM-focused toys for girls. It’s creating an 2016, the motifs rising to the top are cats, llamas, arrows (yes, the pointy things) and uneven interest. Girls are being told to play with Easy-Bake Ovens, while boys are being PHUPDLGV Âł)DLULHV DUH GHÂżQLWHO\ D JRRG told to play with Erector sets.â€? motif,â€? he said. “Fairies and mermaids A general fascination with space is also are more in a trend cluster. Fairies might trending in the toy world. “It started with emerge as being important in Q4.â€? Neal DeGrasse Tyson becoming a thing,â€? As far as licensed products, he predicts Starobinsky said of the astrophysicist made trolls to be the biggest new girls’ license popular in movies and TV. “There’s a shift introduction in fourth quarter. With the IURP ÂżYH \HDUV DJR ,WÂśV RND\ WR EH D QHUG “Trollsâ€? movie releasing in November, Âł'UHDPZRUNV KDV D ÂżYH \HDU SODQ IRU WUROOV ´ It’s not cool not to know things.â€? Art toys, too, are important as being a he said. “That’s the kind of information the creative director is considered a cool career. specialty toy business just doesn’t get.â€? “Trends are ever changing and He predicts that “The Secret Life constantly evolving,â€? Starobinsky said. of Petsâ€? will be bigger than “Finding He should know. He’s probably on a plane Dory,â€? and said Harry Potter merchandise right now chasing down the next one. ASTRA LV DOUHDG\ RQ ÂżUH DW VRPH WUHQG VHWWLQJ

• The Novelty Cat Trend: From Sumo Cats to musical cats, Starobinsky saw DQ DI¿QLW\ ZLWK IHOLQHV LQ DOO FRORUV

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TRENDING Now

Attracting and Keeping the Millennial Employee by Sue Warfield, Director of Member Relations

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usinesses of all types seem to voice one common frustration: “How can we get loyal, hard-working employees?” What is the answer? For the past nine years, the National Society of High School Scholars (NSHSS) has conducted a survey in conjunction with Hanover Research out of Arlington, Virginia. This year’s survey was conducted in April and explored the opinions of 13,000 high school students, college students and young professionals in the areas of employment preferences, career planning, educational goals and life choices. The results of the survey, titled “The Emerging Workforce: Generational Trends,” can help all of us to better understand what is most important to today’s up-and-coming workforce. The survey was conducted online. The participants, ranging in age from 15-32, answered 49 questions. Although this may not be a full representation of all millennials, it is certainly representative of

a generational group that our industry would love to attract attract. Here are some of the take-aways that can be of most value to our independent toy members along with ideas on how to make your business stand out in these areas:

Factors Most Important in Choosing an Employer • Treats employees fairly — 73.1% Within your workplace make the effort to be fair with all staff. Fair does not mean equal. Equal means treating everyone exactly the same. Everyone wants to feel they are an individual and treated as such. While policies are necessary, each person needs to be considered individually and policies need “wiggle room.”

• Corporate social responsibility — 46.6% • Brand image of the company — 39.5% • Prestige — 30.5% $OO WKUHH RI WKH DERYH FDQ EH DGGUHVVHG E\ ¿QGLQJ D ORFDO FDXVH RU WZR DQG RIIHULQJ D VPDOO SHUFHQWDJH RI SUR¿WV to go towards the chosen group or groups. This can be communicated in all media used and will serve to raise your brand image and also your prestige.

Job-Specific Opportunities • Gain skills to advance career — 90.0% Ninety percent — that’s huge! Do you hire staff and “sell” your business when you do? First and foremost, if you made the toy business a career, why wouldn’t you sell it as a career to new hires? Once you’ve done that, make sure you are training them in the skills that can advance them in your business.

• International experience — 48.3% Manufacturers, this can be a big plus for you. Retailers and reps, you have international products and bringing this to the forefront with staff, so they understand the nuances of dealing with products that come from a variety of countries, can help appeal to this interest.

• Opportunities to work on a team — 41.3% Isn’t that what we all want — to work cohesively as a team? Make sure you are creating an environment that is full of cooperation and teamwork by setting incentives for the team to achieve goals, and not just individuals.

Work Atmosphere & Environment • Work/life balance — 69.2% :H ZRUN LQ D IXQ LQGXVWU\ WKDW WRXWV WKH UHDO EHQH¿WV RI play. Of all industries, we should be able to provide a great opportunity to balance work and life!

20 August 2016 • astratoy.org

• Friendly colleagues — 57.3% When hiring, keep in mind attitude of the prospective candidate. If the candidate is intelligent, they can learn the details of the job. Personality and attitude are next to impossible to teach.

• Welcomes people of all backgrounds — 55.3% Do it. It’s that simple.

Salary and Perks • Flexible work hours/schedule — 70.0% 7KLV PD\ EH WKH HDVLHVW RQH WR IXO¿OO ZLWK WKH OHDVW FRVW WR \RX as an employer. Retailers may think this is harder to manage due WR KRXUV RI RSHUDWLRQ DQG QHHG IRU VWDI¿QJ VHYHQ GD\V D ZHHN +RZHYHU LW LV H[DFWO\ WKLV WKDW FDQ DOORZ \RX WR KDYH ÀH[LEOH schedules. Rather than setting demands of being available HYHU\ QLJKW DQG RU ZHHNHQG WDON ZLWK FXUUHQW DQG IXWXUH VWDII WR GHWHUPLQH ZKDW ZRUNV EHVW IRU HDFK LQGLYLGXDO DQG ZRUN DV D WHDP WR ¿OO WKH VFKHGXOH 7KDWœV ÀH[LELOLW\ DQG WHDPZRUN

• BeneďŹ ts — 60% $OZD\V DQ LVVXH DV EHQHÂżWV EHFRPH PRUH FRVWO\ IRU HPSOR\HUV +RZHYHU WKH GHÂżQLWLRQ RI EHQHÂżWV KDV FKDQJHG RYHU WKH \HDUV 2QH EHQHÂżW PD\ MXVW EH WKH Ă€H[LELOLW\ RI ZRUN KRXUV DQG VFKHGXOH )LQG RXW ZKDW EHQHÂżWV \RX FDQ RIIHU DQG VHH ZKDW \RXU FXUUHQW DQG IXWXUH HPSOR\HHV ZRXOG ÂżQG PRVW HQWLFLQJ 9DFDWLRQ time and/or sick or personal time may be more valuable to the \RXQJHU JHQHUDWLRQ WKDQ HYHQ KHDOWK LQVXUDQFH EHQHÂżWV DQG WKH\ DUH XVXDOO\ D OHVV FRVWO\ EHQHÂżW WR SURYLGH

• Base Salary — 45.9% Take this into consideration, yes, but look at the other factors that VHHP PRVW LPSRUWDQW ¿UVW ,I \RXœYH FRYHUHG DOO WKH RWKHUV YHU\ ZHOO WKLV RQH GURSV LQ LPSRUWDQFH One additional note in the hiring process. Where do the various DJH JURXSV ORRN WR ¿QG LQIRUPDWLRQ RQ MRE RSSRUWXQLWLHV" )URP KLJK school students to college graduates, the percentages change greatly EHWZHHQ WKH IROORZLQJ PHWKRGV GHSHQGLQJ RQ DJH JURXS

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Most used by college graduates: LinkedIn

Babies and Moms love Taggies‌ will you have them in your store?

Two categories used across all age levels: Email and in person 8VH WKLV LQIRUPDWLRQ ZKHQ GHWHUPLQLQJ KRZ \RX SRVW MREV DQG ask for applications to be delivered. ,W LV D QHZ ZRUOG IRU KLULQJ DQG NHHSLQJ VWDII 0LOOHQQLDOV ZDQW WR ZRUN DQG FDUH DERXW ZKHUH WKH\ ZRUN 'R \RXU SDUW WR NQRZ ZKDW LV LPSRUWDQW IRU WKLV JHQHUDWLRQ DQG \RX ZLOO ÂżQG DQG NHHS JRRG VWDII ASTRA To read the entire survey results, Google “2016 NSHSS Millennial Careerâ€?

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astratoy.org • August 2016

21

TRENDING Now

Stress Less: the Art of YOU

Management T

wo employees don’t get along. The distance to the next rep appointment is a little farther than the time allotted to get there. The factory decided it no longer will produce your product. If your blood pressure doesn’t start rising at the thought of those scenarios, you may not have needed to hear Colette Carlson’s opening keynote talk in Denver, “Stress Less: YOU Management vs. Time Management.�

Carlson offered ďŹ ve strategies for de-stressing. 1. Manage your expectations. “Time management books all say the same thing — plan,â€? she said. “Planning to make a plan is not a plan.â€? Ideally, tomorrow should be planned today, she said. “What is the one thing that if I get it done tomorrow will make me feel most free and accomplished? Out of all I need to do, what will have the most impact a year from now?â€? For those suffering from ADDD (Adult Don’t want to Do it Disorder), she said, “Plan your day and work your plan.â€? And delegate. Create a system for employees to refer to so they can accomplish tasks you usually do yourself.

2. Manage expectations when it comes to yourself. What should

3.

you be doing? Or, more importantly, where do you need to take the word “should� out of your vocabulary? Take control or let it go. “We stress when we feel something is

22 August 2016 • astratoy.org

4.

out of our control,� Carlson said. If a situation is in your control, take action. If it’s out of your control, let it go. “Reset your mindset. Stress is what happens when we put our attention on the wrong things.� Speak your truth. The truth is, you are one individual who has a limited amount of time. You have to create boundaries. “Take breaks now so you don’t have breakdowns later,� Carlson recommended. “Give yourself breaks so you can create breakthroughs.�

5. Stop multi-tasking and start multi-asking. “Things that require our brains, we can’t do at the same time,� Carlson said. For those who don’t ask for help, the answer is always “no.� “Asking for help is not a sign of weakness. It’s the healthiest way to stay strong.�

If stress is your problem, could a coach be your solution? When business and life coach Patricia =DPERQL &RDVK ÂżUVW PHHWV KHU FOLHQWV VRPH are in a state of absolute chaos and disarray in their work and personal life. Others are pretty squared away and are looking to take the next step with mentorship, training, guidance and coaching. Where she leads them depends on their starting point. But that point begins with the client’s learning style, goals, and hopes. “Coaching for me is a pretty intimate sport,â€? Coash said.

Colette Carlson (left) dressed Gwen Ottenberg (right) in layers of stress at opening of session.

“Problem-solving is what we do. (A coach) should customize it. We crack the door into a new way of thought.� With clients who are completely and utterly overwhelmed, she starts by reminding them to breathe. “There’s so much biochemically and psychologically that goes with the act of breathing,� she said. “Then it’s a matter of focus and clarity.� She helps clients focus on what they can accomplish, not on their limitations. Some face extreme stressors in their business and personal lives — sandwiched between caring for children and aging parents while running a business, for example, or dealing with long-term situations such as a sick spouse. “We make sure all of the pieces are working together. The worry and weight of the future does not belong clouding up our present.� For clients already successful who want the next step, Coash helps them determine if they’re looking for more time freedom, more cash freedom, or both. “The both are going to work a lot harder,� she said. Together they create a realistic, executable plan.

For a businessperson looking for that extra set of eyes, problem solving, and accountability, what’s the best way to ďŹ nd a coach? Some are online, with prepackaged, fully digital programs, and never meet clients face-to-face. Some are trained RU FHUWLÂżHG LQ D VSHFLÂżF PHWKRG 7KH American Association of Professional Coaches offers training for coaches, but it’s not yet a regulated industry. Coash, for example, developed her own training curriculum, Aushi Mizani, Swahili words that represent the idea of dynamic, enduring balance. She’s been involved in coaching since she was six weeks old, when she helped her mother, who wrote training programs for swimming and dance (including the YMCA’s Mommy and Me swim program), test ideas. She’s coached up and down the West Coast, from telemarketers to sports DQG ÂżWQHVV EXIIV WR WKH 6WDWH RI &DOLIRUQLD and the U.S. Navy. Not only should the client interview the coach, but the coach should interview the client, she said. “Make sure you’re a

24 August 2016 • astratoy.org

JRRG ÂżW IRU WKH HQJDJHPHQW “Know how you learn. Know what you’re being coached for. What is your goal? Personal development? Life balance? A coach should match you where you’re at in your life and career in personality and HQHUJ\ DQG ÂżW \RXU SULFH SRLQW ´

Diet and Exercise: Tried and True De-stressors As if running a business weren’t enough on one person’s plate, Betty 6NRNH %XUQV RZQHU RI $QJHOOLQDÂśV 7R\ %RXWLTXH LQ :KLWHKRUVH <XNRQ 7HUULWRU\ also teaches elementary school and is a mother of three. “I think I will always struggle with work-life balance. Being a mom is all-giving, being a teacher is all-encompassing, and being a business RZQHU LV IXOO RQ ´ VKH VDLG “A few years back I realized I was so busy being all three that I was forgetting PH ´ VKH UHFDOOHG Âł, UHDOO\ VWDUWHG WR look at wellness and what that meant for my well-being. Really it is a lifelong process of moving toward enhancing your

physical, intellectual, emotional, social and spiritual well-being. So now I make VXUH , WDNH WLPH WR GR MXVW WKDW ´ She schedules exercise every single GD\ MXVW DV VKH ZRXOG D PHHWLQJ Âł7KLUW\ minutes a day can easily be found; it’s DERXW PDNLQJ FKRLFHV ´ VKH VDLG She also makes sure she plans to eat healthful foods. She often prepares all her lunches for the entire week on Sunday, so she always has good natural foods to eat. She avoids processed foods and sugars whenever possible and drinks only water during the day and with meals. “It is really unbelievable what eating ZHOO DQG SK\VLFDO H[HUFLVH FDQ GR ´ VKH said. “When I take the time to run or be active, I really get to know myself and I often come up with lots of creative ideas, work through problems, or just have time WR IHHO UHOD[HG ´ Eating well coupled with exercise allows her to sleep better, too. “It has reduced my stress tenfold and allowed me to have lots of energy and put things into a PXFK PRUH EDODQFHG SHUVSHFWLYH ´ ASTRA

News

Workshop Set for

Hands-on Learning

Who: $675$ 5HWDLOHUV $I¿OLDWHV 6DOHV 5HSUHVHQWDWLYHV 0DQXIDFWXUHUV What: &HUWL¿HG 3OD\ ([SHUW :RUNVKRS When: 6HSWHPEHU Where: Catalyst Ranch, 656 W Randolph St. #3W, Chicago, IL 60661 Why: %HFDXVH UHVHDUFK VKRZV WKDW DGXOWV UHWDLQ NQRZOHGJH ORQJHVW ZKHQ WKH\ DUH SURYLGHG KDQGV RQ H[SHULHQFHV WR SUDFWLFH ZKDW WKH\ OHDUQ

T • • • •

•

here are a million reasons why you should register for the CPE Workshop, so here are a few more to help you make up your mind: Applicability. It is important to keep a pulse on topics shaping the future of kids, toys and play. Time. Ten hours of educational content is covered over 1.5 days of hands-on learning to complete the course and receive credentials before walking out the door. Variety. This workshop will cater education to all learning styles — auditory, visual and of course, kinesthetic. Creative. Catalyst Ranch is an innovative environment for adult learning, not a stuffy conference room. It is a vibrant meeting space with fun chairs, interesting artwork and more Post-it® notes than you could ever use. Connectivity. Collaborate and socialize with peers in the LQGXVWU\ ZKLOH JHWWLQJ FHUWL¿HG 7KH &HUWL¿HG 3OD\ ([SHUW Workshop will provide you with 10 hours of content paired with hands-on activities related to the following program topics to get you credentialed: • Child Development — Physical, communicative, cognitive, sensory and social/emotional growth are the ¿YH PDLQ DUHDV RI FKLOG GHYHORSPHQW • Mental Faculties — Perception, reasoning, imagination, will, memory and intuition are the mental faculties in which the mind performs various functions and tasks. • Research & Reports ² ([SORULQJ WKH DXWKRULWLHV RQ the importance of play.

26 August 2016 • astratoy.org

• Types of Play — Unoccupied, solitary, onlooker, parallel, associative and cooperative types of play are the theory DQG FODVVL¿FDWLRQ RI FKLOGUHQ¶V SDUWLFLSDWLRQ LQ SOD\ • Play Advocacy — Recognizing ways to be an DPEDVVDGRU IRU D FKLOG¶V ULJKW WR SOD\ • Making Sense of Play — Understanding play across the lifespan from birth to adulthood.

7KH &HUWL¿HG 3OD\ ([SHUW :RUNVKRS ZLOO EH DOO GD\ (8 a.m.–5 p.m. tentatively) on Saturday, September 10 and a half day (8 a.m.–12 noon tentatively) on September 11. The total cost of the workshop ($359/person) will include breakfast, lunch, snacks and beverages to keep you fueled for learning. ASTRA has booked a block of hotel rooms at the Hotel Allegro (171 W Randolph St, Chicago, IL 60601) at $199/night through August 15, 2016. ,I \RX KDYH WKRXJKW DERXW SDUWLFLSDWLQJ LQ RXU &HUWL¿HG 3OD\ ([SHUW SURJUDP RQOLQH EXW KDYH \HW WR UHJLVWHU QRZ LV WKH WLPH WR SDUWLFLSDWH LQ RXU ZRUNVKRS 1R PRUH H[FXVHV 1R WHFKQRORJLFDO H[SHUWLVH UHTXLUHG 1R VHOI GLVFLSOLQH QHHGHG 1R SURFUDVWLQDWLRQ allowed. No chance of distractions (“John, you have a call on OLQH ´ 7KH GDWHV DUH ¿UP WKH KRXUV DUH GH¿QHG DQG \RXU FHUWL¿FDWLRQ ZLOO EH LQ KDQG DV \RX ZDON RXW WKH GRRU /HDYH WKH GHWDLOV XS WR $675$ %H RXU JXHVW DQG ZH¶OO SURYLGH WKH UHVW 6LJQ XS IRU WKH &HUWL¿HG 3OD\ ([SHUW :RUNVKRS online at ASTRA Academy (academy.astratoy.org) under FHUWL¿FDWLRQV :H KRSH WR VHH \RX WKHUH ASTRA

News

ASTRA Dues

We’re Moving to Annual Billing

T

KURXJKRXW WKH \HDU RXU RIÂżFH JHWV calls from members who ask, “When do I need to renew my membership?â€? and/or they say, “I think my membership has expired.â€? In addition, when we call lapsed members to double check if they truly wanted to let their

membership slide, the answer is more often than not “I had no idea I hadn’t paid P\ PHPEHUVKLS :KHQ ZDV LW GXH"´ :H FDQ Âż[ WKDW 6WDUWLQJ LQ -DQXDU\ of 2017, ASTRA will be billing all members at the beginning of each calendar year. Obviously, this will require some

pro-rating of dues as we work through the ¿UVW \HDU WR JHW HYHU\RQH RQ WUDFN %XW FRPH -DQXDU\ WKHUH ZLOO EH QR PRUH questions as to when membership renewal dues are to be paid. In addition, with us all being in the toy business, the dust will have settled from the holiday season, FDVK ÀRZ LV LQ JRRG VKDSH DQG DOO FDQ EH taken care of before starting to decide on new items and categories, Toy Fair and planning the year ahead. Watch your mail for details and feel free to call us with any questions you may have. ASTRA

Preferred Savings Partner Program An ASTRA Member BeneďŹ t!

A

STRA has partnered with a variety of businesses to provide our members with special discounts and savings. Although we have had some similar programs in the past, the difference with this new program is that each of the partners noted below had to apply, which included listing their service or services, providing references and offering some form of discount or special for ASTRA members only. You may note in the list below that there is more than one provider in some of the service or product categories. This was discussed with the ASTRA Membership Committee and it was determined that having choices is a plus for members. Here is the list of Preferred Partners. To get all their information, go to the ASTRA website, log in and in the drop down menu under For Members click on Preferred Savings Partner Program. Take advantage of these and save yourself some money, as well as use services that will help your business.

2016 Preferred Savings Partners • AI/ANESCO is a “one-stop shopâ€? for all compliance and • • • •

regulatory needs and questions. First Data is a global payment technology solutions company based in Atlanta, Georgia. Heartland Payment Systems offers payment and payroll processing as well as lending and billing solutions. KidStuff Public Relations focuses on the toy industry, working with manufacturers and retailers for all their public relations needs. LegalShield allows individuals and small businesses access to a lawyer, specializing in whatever legal issue they face, with one phone call.

28 August 2016 • astratoy.org

• • • • • • • • •

MAPP Trap/The Creditors Network was created by toy manufacturers in 2004, protecting manufacturers and UHWDLOHUV IURP EUDQG DQG ¿QDQFLDO ULVN PartnerShip manages the ASTRA Shipping Program which is designed to save members money and time on every shipment sent or received. Retail Dimensions, Inc. (RDi) is the most experienced, ÀH[LEOH DQG FROODERUDWLYH SURYLGHU RI H FRPPHUFH SURGXFWV and services in the world. RETAILMavens consult and coach retailers to develop action plans that help them to increase sales, improve cash ÀRZ FUHDWH VXFFHVVDQG ORYH WKHLU OLIH Specialty Toys Network is the leading provider of custom websites for toy sellers and makers. STC Group (Hong Kong Standards and Testing Center) is a full-service testing and inspection provider. TapMango Loyalty is a powerful fully branded loyalty platform that creates a very unique customer experience with tablet-based technology. TSYS Merchant Solutions offers merchant credit card processing solutions. YRC Freight, Inc. is committed to providing ASTRA members with special negotiated rates on shipping services.

ASTRA will be evaluating our Preferred Savings Partners at the end of the year as well as looking for additional service providers that can help our members succeed and grow. We are open to additional areas of need as well as suggested future partners for us to contact. Take advantage of these resources and ASTRA VDYH LQ WKH SURFHVV

Only Three Months until Neighborhood

Toy Store Day!

W

ith Neighborhood Toy Store Day coming November $675$ ZLOO VRRQ SURYLGH HYHQW PDUNHWLQJ resources, a press release template, and a listing of PDQXIDFWXUHUV ZKR DUH RIIHULQJ SURGXFW VSHFLDOV SOD\ GD\ NLWV giveaways, and other support. The goal is to have these resources available in early August so retailers can get a head start on planning and promoting. 3ODQQLQJ LV NH\ WR D VXFFHVVIXO HYHQW EXW LW GRHVQœW QHHG WR be elaborate or complicated — just celebratory! 1. 0DUN WKH GDWH RQ \RXU FDOHQGDU DQG EHJLQ EUDLQVWRUPLQJ KRZ to celebrate. Consider adding a charitable component, hiring a FRVWXPHG ¿JXUH RU GHVLJQLQJ DQ H\H FDWFKLQJ ZLQGRZ GLVSOD\ to announce the winners of the Best Toys for Kids award. 2. Review all of the Neighborhood Toy Store Day offers from $675$ PDQXIDFWXUHUV 0DQ\ RIIHU SOD\ GD\ NLWV SUL]HV bag stuffers and product order specials to support ASTRA UHWDLOHUV $VN \RXU VDOHV UHS WR FRPH E\ WR OHQG D KHOSLQJ hand with product demos.

3.

4.

0DNH XVH RI WKH IUHH HYHQW PDUNHWLQJ UHVRXUFHV DG VOLFNV social media graphics, window cling, posters, etc.) and press release template provided by ASTRA to promote the event in your community and to your local media outlets. Beyond the traditional newspaper, radio or TV outlets, include event LQIRUPDWLRQ LQ QHLJKERUKRRG QHZVOHWWHUV FKLOGUHQœV JURXSVœ FRPPXQLFDWLRQV DQG DQ\ZKHUH \RX FDQ SRVW D ÀLHU &KHFN DVWUDWR\ RUJ QWVG DVS IRU WKH PRVW XS WR GDWH downloadable resources, tips and event ideas.

7KH NH\ WR D PHPRUDEOH 1HLJKERUKRRG 7R\ 6WRUH 'D\ LV WR PDNH LW IXQ IRU NLGV DQG IDPLOLHV 0DNH LW D UHPLQGHU RI ZK\ \RXU FXVWRPHUVÂś QHLJKERUKRRG WR\ VWRUH LV DQ LPSRUWDQW SDUW RI WKHLU OLYHV Remind your customers of the importance to the FRPPXQLW\ RI VKRSSLQJ DW ORFDOO\ RZQHG VWRUHV <RX FDQ ÂżQG resources at amiba.net. 0DNH 1HLJKERUKRRG 7R\ 6WRUH 'D\ DQ HYHQW WKDW ZLOO KDYH ASTRA customers wanting more of your store all season long.

New England

Rep Groups Merge

R

oberts Blumberg and John Giacobbe & Associates have created a strategic alliance and merged their sales teams into one New England sales force. Alan Blumberg, Christine Blumberg and John Giacobbe will continue on as the three principals of the group representing the best toy and gift lines in the industry. Nine sales reps are now servicing a wide variety of distribution channels in the

six New England states under the Roberts Blumberg Giacobbe name. “I am most proud of our reputation in WKH ÂżHOG 2XU UHSV NQRZ KRZ LPSRUWDQW good service is to all of us,â€? said Alan Blumberg, of Guilfort, Connecticut. Âł2XU EDFNJURXQGV DQG H[SHULHQFH FRPSOHPHQW HDFK RWKHU DQG PDNH XV VWURQJHU :H KDYH ZRUNHG IRU PDQXIDFWXUHUV OLNH 5DYHQVEXUJHU %ULR

Disney and Jim Henson and our collective sales experience includes over 50+ years on the road,� added Christine Blumberg. ³:H ORRN IRUZDUG WR JURZLQJ RXU SUHPLHUH OLQH SDFNDJH WR WKH RXWVWDQGLQJ specialty stores in New England. We are WKULOOHG WR EH ZRUNLQJ WRJHWKHU WR EULQJ the best possible service to our account base,� said Giacobbe, based in Medway, ASTRA Massachusetts. astratoy.org • August 2016

29

ASTRA 2016, Year of

Exceptional Experience

T

his was the year Kim Mosely SUHVLGHG RYHU KHU ¿UVW $675$ 0DUNHWSODFH $FDGHP\ 7KLV ZDV WKH \HDU *ZHQ 2WWHQEHUJ showed us what stress looks like after NH\QRWH VSHDNHU &ROHWWH &DUOVRQ WROG XV KRZ WR OLYH ZLWK OHVV RI LW 7KLV ZDV WKH \HDU SHRSOH¶V )LWELWV UHFRUGHG D JRRG GD\¶V ZDON IURP WKH headquarters hotel to the Marketplace ÀRRU LQ WKH &RORUDGR &RQYHQWLRQ &HQWHU ² EHIRUH HQWHULQJ D VLQJOH ERRWK 7KLV ZDV WKH \HDU $675$ WRSSHG YHQGRUV ² RI WKHP ¿UVW WLPHUV 7KLV ZDV WKH \HDU PHPEHUV FRXOG SOD\ VKXIÀHERDUG DQG DUFDGH JDPHV ZLWK D GULQN LQ KDQG DQG FRQYHUVDWLRQ LQ SURJUHVV DW WKH 2SHQLQJ &RQQHFWLRQ 5HFHSWLRQ VSRQVRUHG E\ )DW %UDLQ 7R\ &R FRPSOHWH ZLWK 6SLQ$JDLQV DQG 6TXLJ]

30 August/September 2016 • astratoy.org

7KLV ZDV WKH \HDU +DSS\ 6DOPRQ players outshouted the rest of the room at *DPH 1LJKW ZKHUH UHWDLOHUV OHDUQHG WR SOD\ EUDQG QHZ JDPHV RIIHUHG E\ FRPSDQLHV 7KLV ZDV WKH \HDU SHRSOH VWRSSHG E\ WKH &RQQHFWLRQ &HQWHU WR UHJLVWHU IRU &HUWL¿HG 0DVWHU 5HWDLOHU WUDLQLQJ DQG IRU &HUWL¿HG 3OD\ ([SHUW 7KLV ZDV WKH \HDU DWWHQGHHV SRVHG IRU IUHH SURIHVVLRQDO KHDGVKRWV WKDQNV WR 0DWWHO 7KLV ZDV WKH \HDU WKH 0DUNHWSODFH 0DLQVWDJH ZDV DGGHG IHDWXULQJ WKH 1LQMDOLQH :DUULRU &KDOOHQJH 3ODVPD&DU UDFHV DQG ,QVHFW /RUH FDWHUSLOODU FRQWHVWV 7KLV ZDV WKH \HDU DWWHQGHHV JRW D VQHDN SHHN EHIRUH HYHQ HQWHULQJ WKH WUDGH VKRZ ÀRRU ZLWK WKH 1HZ 3URGXFW *DOOHU\ ,QGXVWU\ 7RROER[ DQG 7HFK 7RROV DOO LQ WKH UHJLVWUDWLRQ DUHD

7KLV ZDV WKH \HDU UHSUHVHQWDWLYHV RI 0LQGLQJ <RXU %XVLQHVV D FRQVXOWLQJ ¿UP VWUXFN XS FRQYHUVDWLRQV ZLWK DWWHQGHHV WR JDLQ LQVLJKW DQG HYLGHQFH IRU WKHLU DQDO\VLV RI 0DUNHWSODFH $FDGHP\ 7KLV ZDV WKH \HDU %RE 3KLEEV WKH 5HWDLO 'RFWRU SROLVKHG RII WKH FRQYHQWLRQ E\ WHDFKLQJ KRZ WR SHUVRQDOO\ FRQQHFW ZLWK FXVWRPHUV DQG JLYH WKHP DQ H[FHSWLRQDO H[SHULHQFH $QG WKLV ZDV WKH \HDU 6KDZQWD¶ 5D\ DQG 5LFN +DUPRQ RI +DSS\ 8S 7R\V LQ ,OOLQRLV ZHQW RII LQ DQ DPEXODQFH DIWHU D 7R\RWD SLFNXS WUXFN VPDVKHG WKURXJK WKH JODVV GRRUV RI WKH &RORUDGR &RQYHQWLRQ &HQWHU 7KH\¶G UHFHLYHG LQMXULHV IURP À\LQJ JODVV 1RW WR EH VORZHG GRZQ E\ WKH H[FLWHPHQW WKH\ ZHUH RQ WKH VKRZURRP ÀRRU WKH QH[W GD\ ULGLQJ RQ VFRRWHUV ASTRA

Carrera of America Inc. · 2 Corporate Drive · Cranbury, NJ 08512 · USA

ASTRA’S MARKETPLACE & ACADEMY

These

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olding arrow-shaped signs that proclaimed “This is my favorite product from (manufacturer),â€? ASTRA members went social with their ÂżQGV LQ WKH ÂżUVW \HDU RI WKH Âł0\ )DYRULWH Productâ€? promotion. Pebble ranked #1, with 33 people pointing the arrow at hand-crocheted toys made in women’s cooperatives in %DQJODGHVK )XQQ\ERQH 7R\V KDG SRVWV with the arrow pointing at Anaxi, Juxtabo DQG RWKHU JDPHV )XQVSDUNV FRPELQHG UHWDLOHUV LQWR RQH )DFHERRN SRVW “This promotion was perfect IRU 3HEEOH ´ VDLG $XVWLQ 0LOOHU RI Kahiniwalla, the company that distributes Pebble. “Both new and returning customers were more than happy to choose their favorite product. The feedback to us as a brand was valuable not only instantaneously from the buyer but from those commenting on social media over the next day or so. I often feel a bit awkward asking people directly to engage

with us in social media but ASTRA made it simple and engaging.â€? Julien Sharp, president of )XQQ\ERQH 7R\V VDZ D PL[ RI QHZ customers and reordering customers, and some repeat customers ordering new things. “What fun to interact with them this way!â€? he said. $W WKH )XQVSDUNV ERRWK Âł0RVW people were very happy to get their picture taken with the Jazzminton paddle game or our RingStix toy, so it was a real pleasure to take them and SRVW WKHP RQ )DFHERRN ´ VDLG -XGLWK 6FKZ\WHU RI )XQVSDUNV Âł)RU WKH ÂżUVW \HDU RI WKH Âľ0\ )DYRULWH 3URGXFWÂś VRFLDO PHGLD promotion, I am very pleased with the level of participation and hope we continue it in the following years, as LW ZLOO RQO\ JURZ ´ VDLG 7DPL 0XUSK\ marketing manager of the Haywire Group, who serves on ASTRA’s 6RFLDO 0HGLD 6XEFRPPLWWHH ASTRA

More than 150 posts featured the arrows. 32 August 2016 • astratoy.org

ASTRA’S MARKETPLACE & ACADEMY

ASTRA Awards Highlight

Outstanding

Sales Representatives Shauna Davidson of WundeReps (left) and Betsy Harney of Sugar B Sales (right)

Members

Retailer: Stephanie Sala, Five Little Monkeys, Berkeley, California (Nominated by Christine Osborne, Wonder Works) Stephanie is dedicated to supporting the community around her stores. She donates to local auctions, and this past year she supported the Berkeley Toys for Tots when the majority of their donations fell through. She uses social media and direct mail to promote her business, and has orchestrated successful promotions (100 Days until Christmas, Christmas in July) to increase business before the fourth quarter. Her stores promote diversity and understanding and help to guide children toward using their imagination and creativity. She has an incredible eye for trends, and always knows what the next top toy will be. Stephanie supports her staff and is an inspiration to women in the community. She works tirelessly to make her stores the absolute best. She is on The Good Toy Group board and product selection committee, community boards, charities, and city theater and arts programs. Stephanie is actively engaged in helping other retailers who are starting in the industry via partner calls and words of encouragement. She shares her marketing ideas freely and is on the cutting edge of current marketing trends, leading the way nationally in co-op print holiday marketing. Her willingness to always be open to new ideas; share her amazing innovative retail tips and what she has learned from her successes and failures; and constantly encourage others in the kindest, most giving manner are qualities that exemplify what the “retailer of the year� should be.

34 August/September 2016 • astratoy.org

Manufacturer: The Orb Factory (Nominated by Bill Jensen and Katherine McHenry) The Orb Factory offers excellent overall service, great products and friendly staff. The Orb Factory is an excellent manufacturer partner to a specialty retailer in every way. They offer innovative, relevant, and great products that sell and provide the margins that would support retailers WR VXVWDLQ SURÂżWDELOLW\ 7KH\ RIIHU ordering programs that include all levels of buying needs, including very small retailers within our industry. When you interact with The Orb Factory in person at 0DUNHWSODFH E\ HPDLO RU RQ WKH SKRQH \RX ZLOO DOZD\V ÂżQG WKDW there are people who care about serving and supporting your needs. The Orb Factory is also very supportive of the industry, evidenced by the continual involvement in ASTRA. Thank you to The Orb Factory, and all its wonderful staff. They make being in the specialty trade positive, successful, and FUN!

Sales Representative: Betsy Harney, Sugar B Sales (Nominated by Lawrence Nissen, Small World Toys) Well-liked and respected by her peers and customers is Betsy Harney of Sugar B Sales. It’s an organized and well-run, professional rep group. She utilizes the latest advances of social media and always markets her group and her manufacturers in excellent ways. As an individual, Betsy always models great character and integrity.

Sales Representative: Shauna Davidson, WundeReps (Nominated by Terri Bracken, Earth Explorer Toys) Shauna Davison is very organized. She is always ready to take on any request and get it accomplished as quickly as possible. She understands both retail and manufacturing and tries to make us come together. She is forward thinking and tries to suggest promotions and events she has seen. She gently steers me away from buying mistakes if she can. She volunteers to pitch in and KHOS ZLWK DQ\ HYHQWV ZH KDYH JRLQJ RQ 6KH LV D ÂżUVW UDWH VDOHV UHS

ASTRA

ASTRA’S MARKETPLACE & ACADEMY

Steven Aarons Lifetime Achievement Award

T

he ASTRA community honored Steven Aarons of Barstons Child’s Play in Washington, D.C., with the presentation of the Lifetime Achievement Award at the Annual Business Meeting and Awards Presentation at Marketplace & Academy. A veteran of over 30 years in the toy industry, Aarons has provided leadership to the trade through supporting growth of ASTRA’s Marketplace & Academy and encouraging ASTRA’s efforts on sales tax

36 August 2016 • astratoy.org

fairness and toy safety issues. He has also championed ASTRA consumer-facing initiatives including the Best Toys for Kids and Neighborhood Toy Store Day to increase the specialty toy industry’s visibility among consumers. Aarons chaired the ASTRA Board of Directors from 2010-2011. “I have always admired Steven’s ability to think through an issue and offer an intelligent response in a most positive manner,” noted Michael S. Levins of innovativeKids. “He embodies the greatest sense of community and caring that is at the heart of ASTRA.” “Steven Aarons’ dedication to the specialty toy industry goes deep. He researches products, constantly provides feedback to manufacturers, assists vendors with anything they need to make their products successful, and guides retailers with graciousness and kindness,” said Christine Osborne of Wonder Works. Jeff Pinsker of Pressman Toy Company added, “Steven is one of the smartest retailers I’ve ever met. He’s a great source of informed opinions —

one of a small group of retailers I’ve called when I wanted to collect information on products, promotions, and trends.” “Honoring Steven Aarons with the Lifetime Achievement Award is our way of saying ‘thank you’,” said Kimberly Mosley, President of ASTRA. “He has done much to grow and strengthen the specialty toy industry, and his impact will ASTRA be felt for years to come.”

Conference Sessions

Recorded Available at academy.astratoy.org

Y

ou may have been at Marketplace & Academy and agonized over missing one session when you chose another at the same time. You may have missed M&A but wish you could hear the speakers fellow ASTRA members are talking about. You can! Anyone with a full conference badge has full access to watch the recordings at no additional cost. ASTRA will send an email out with a code for people to use on ASTRA Academy. Anyone who did not have a full conference badge and would like to watch the educational sessions from M&A can choose from the following options: • $99 for one session track, Including: - Business Operations: 4 sessions + Opening Keynote (5 total) - Children & Play: 4 sessions - Financial Management: 4 sessions - Industry Trends & Relations: 6 sessions - Sales & Marketing: 5 sessions • $399 for the package: Access to all 23 breakout sessions and Opening Keynote

Participant evaluations gave high marks to Academy sessions. Here are some comments: Google+ by Tom Towles (Business Operations) “This has been one of the most applicable sessions that I can do now! All-time favorite,� said Kate Noreen of MudPuddles in Sherwood, Oregon. “Awesome presentation,� agreed Rachel Jones, a sales rep with Sandy Ruben & Associates. “I did not even know what Google+ or Wunderlist was before coming into the session, and now I am excited to use both.�

Social Media Strategy by Marie Bonaccorse, The Sassy Tweetress (Sales & Marketing) “Wish this had been a 1.5-hour session. Good stuff,� said Patrick Holland, owner of Mountaintop Toys in Tennessee.

An anonymous responder went further: “This could have been three hours long. I wish there had been more time. Too much info to learn!�

Shop Smarter: A Guide to Educating Your Customer by Phil Wrzesinski (Children & Play) “Best seminar I have taken this Academy,â€? raved Yvonne Fugate of The &ROOHFWLRQ LQ :DLWVÂżHOG 9HUPRQW “This was worth the price of Marketplace on its own,â€? was an

anonymous comment. “Fantastic practical advice for how to grow our business by a speaker who knows the subject cold.�

Building the Right Succession Plan by Paul Sunderland (Financial Management) “Paul was outstanding. His personal and professional experience is irreplaceable,� commented an attendee. “Maybe one of the best presentations I’ve experienced,� said another. ASTRA

astratoy.org • August 2016

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Welcomes Its Newest Manufacturer Members Babiators Atlanta, GA www.babiators.com Babiators is on a mission to protect kids’ eyes while they’re out exploring this awesome world. From our Original, Polarized and Aces sunglasses (for kids 0-14) to our Submariners Swim Goggles (for kids 3-7), Babiators products are safe, durable, awesome and JXDUDQWHHG DJDLQVW ORVV RU EUHDNDJH IRU WKH ¿UVW \HDU

FDMT Longueuil, QC, (Canada) www.fdmt.ca Specialist in educational material and sensory tools, fdmt features over 2,300 products on its online store. Since 2002, the company has built upon its mission to provide resources, games, educational materials and quality sensory tools to help children develop to their full potential.

Blankie Tails Fairless Hills, NY www.blankietails.com Climb inside coziness with Blankie Tails™ Mermaid & Shark Blankets! Blankie Tails™ are made from premium-grade, super soft, double-sided minky fabric and feature a gorgeously sewn tail which you can slide your feet into. Blankie Tails™ come in toddler, kids, teen/adult, and doll sizes and make a great gift!

Fort Boards Seattle, WA www.fortboards.com Fort Boards allows kids to create custom forts in any shape they can imagine — say, a rocket, submarine or octopus — then break them down and start all over again.

Bulzi Bucket, Inc Charlotte, NC www.bulzibucket.com This next generation Cornhole game takes portability and fun to a new level. Teams take turns throwing hacky sacks at our 3-tiered bucket target. Remember, if you miss, your partner can assist by KDFNLQJ WKH EDJ EDFN LQWR EXFNHW ZLWK IHHW RU ERG\ %XFNHWV ÀRDW on water for pool fun! Clemens Bears Original Woollahra, NSW www.clemensbearsoriginal.com Clemens-Spieltiere of Germany have been making high quality teddy bears, soft toys and collectibles since 1948. Quality teddy bears are always cherished and often become part of the family and Clemens makes some of the world’s best. Your customers will love these unique, adorable teddy bears. Fairy Dust Ltd, Inc. Cincinnati, OH www.fairydust.com In business 22 years, Fairy Dust is a name you can trust. We are a U.S. manufacturer of children and tween cosmetics, jewelry and gifts. Kids love to make their own bath products and cosmetics on our Create Your Own FunStations. Ask about our private label capabilities.

Fox Chapel Publishing East Petersburg, PA www.FoxChapelB2B.com Leading publisher of adult coloring books, Fox Chapel Publishing has more than 125 coloring book titles from best-selling artists. From arts & crafts to science, hobby and ZRRGZRUNLQJ \RX ZLOO ÂżQG WKH EHVW VWHS E\ VWHS ',< WLWOHV available. Displays are available to help retailers capitalize on this hot trend! funbites, LLC Westport, CT www.funbites.com As seen on Shark Tank, award winning FUNBITES creates bite-sized shapes kids can’t resist! Each 2-piece set comes with a curved blade cutter to cut through any kid-friendly food and a matching popper top to pop out the bite-sized fun. Try on pancakes, sandwiches, fruit, cheese, brownies and more! Mom invented, dishwasher safe, made in USA. Handee Band Los Angeles, CA www.handeeband.com The Handee Band Exercise Kit, for kids 3-7 and up! A fun and interactive way teachers get students exercising and get the “wigglesâ€? out at school! Exercise at home with the whole family! 15 step-by-step monster like illustrated exercises, stretchy band, stickers, reusable checklist, dry erase marker. New Handee Band Spinner board game! (Continued on page 40)

38 August 2016 • astratoy.org

New Manufacturer Members

High Peak Concepts, LLC Saranac Lake, NY High Peak Concepts, LLC is a product creation and collaboration company that licenses new designs to existing manufacturers in the toy and game industry. Eric Foster, the owner, started the company after 33 years with IBM where he worked on product development and intellectual property licensing.

MIGHTY FUN! Portland, OR www.mighty-fun.com Designed and made for awesome play, MIGHTY FUN! creates high-quality toys and games for the specialty market, including handmade-in-the-USA wooden toys and award-winning board games! Our products feature premium materials, vibrant design and exceptional play value. If it comes from us, you can trust... it’s MIGHTY FUN!

Imathgination LLC San Diego, CA www.geometiles.com Geometiles by Imathgination LLC is a versatile set of interlocking tiles that can be used for anything from imaginative play to structured math learning aligned to the Common Core Standards. A 96-piece set comes with unlimited online access to activities and lesson plans for kindergarteners all the way to adults.

Moonracer Industries, Inc Greenville, SC www.djubi.com Our goal is to provide outrageously fun sport-toys, and our mission is to encourage kids young and old to get active. Our products have very understandable play patterns, yet with a cool, exciting and unique Djubi twist!

Madd Gear Towson, MD Zycom is lifestyle in motion! Explore our award-winning children’s wheel goods products and XUEDQ FUXLVHUV =\FRP SURGXFWV DUH GHVLJQHG WR ¿W \RXU OLIHVW\OH and mobility needs. We have products for every age. Our featured products, the Zycom Zing and Zinger, are sure to be a home run in your store.

Part Time Renegade Winnetka, IL www.renegade-made.com A brand of guerilla art and activity kits that help inspire altruism in kids and smiles in others. A totally unique and new line of products that put the focus on doing kind things for people anonymously, these crafts contain everything kids need to make people happy from something they’ve created.

Makeup Eraser Clarendon Hills, IL www.leahkroeger.makeuperaser.com Makeup Eraser is for everyone! This super soft cloth removes all makeup (including waterproof, Halloween, face paint, and more) painlessly and without harmful chemicals. Machine washable and reusable for 1,000 washes and will last years. Works using only water! Simple and easy to use — moms, teens, and children love it!

Pixel Press Technology St Louis, MO www.projectpixelpress.com Ever wonder how to make your own video game? With Bloxels it’s never been easier. Create your very own world with blocks and turn it into a digital, shareable game! PIXL Toys San Francisco, CA www.pixltoys.com We’re making toys that connect with your devices and that encourage active play. Over 50 percent of families have an unused smartphone and 75 percent of kids have access to a smartphone. Our toys make use of the powerful devices already in your home to inspire creativity, curiosity and fun play. sales@pixltoys.com SKWRL Design Redwood City, CA www.fuzzyflyers.com Fuzzy Flyers are toys designed to get kids moving! We created affordable plush toys that encourage activity and social interaction through new play patterns and game-play! With embedded smart sensors our characters can recognize user interactions and output funny sounds to keep kids engaged.

40 August 2016 • astratoy.org

Starglow Ceiling, Inc. Charlotte, NC www.starglowceiling.com Starglow Ceiling is a stamping kit to transform your room into a starry night sky. You can create a relaxing, planetarium quality and astronomically accurate night sky with constellations and stars in correct positions and brightness. Stars invisible by day JORZ DOO QLJKW 1R ODGGHU QHHGHG ² VWDPS IURP \RXU Ă€RRU The Weirds Seabrook, TX www.theweirds.com The Weirds are a collection of original characters that are anything but normal. They’re awesomely odd, born to promote individuality. Our message of “Normal is Lame, Embrace Your Weirdâ€? is a subtle way of telling kids that it’s cool to be a little different. Get Weird @ theweirds.com. UBPS Corp Newton, MA Welcome to the magical world of augmented UHDOLW\ 2XU SURGXFWV KHOS FKLOGUHQ GHYHORS special relationships with books. Children color the images on the pages, and with our free app, their creations come alive with sounds and animations. Our books make fantastic gifts for ELUWKGD\V KROLGD\V DQG DV SDUW\ IDYRUV 2IÂżFLDO GLVWULEXWRU RI Devar products in North America: UBPS Corp.

More fun from Marketplace 2016!

Walkie Chalk, LLC BloomďŹ eld Hills, MI www.walkiechalk.com Meet Walkie Chalk, a new way to play with sidewalk chalk. Now, children and adults can stand up and GUDZ :DONLH &KDON LV FUHDWLYH IXQ IRU WKH ZKROH IDPLO\ DQG holds nearly all types of sidewalk chalk, square or round. Just JUDE JR DQG FUHDWH WV Games Lakeland, MN www.phonephever.com Founded in 2014, WV Games creates high-energy and intellectually challenging games for today’s modern family. Check out Phone Phever, the perfect blend of ERDUG JDPH IXQ DQG VPDUWSKRQH WHFKQRORJ\

astratoy.org • August 2016

41

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

AFFILIATES Child’s Play Communications Stephanie Azzarone 420 Riverside Dr. New York, NY 10025 (212) 488-2060 ext. 11 sa@childsplaypr.com www.childsplaypr.com Eurofins Product Testing US, Inc. Marty Imler 11720 N Creek Pkwy. N, Unit 400 Bothell, WA 98011 (858) 568-7175 martyimler@eurofins.com www.eurofins.com

Bulzi Bucket, Inc Chris Allen 3704 Selwyn Farms Ln. #1 Charlotte, NC 28209 (704) 771-4177 chris@bulzibucket.com www.bulzibucket.com Clemens Bears Original Matthew Reynolds PO Box 90 Woollahra, NSW 1350 Australia 11614015339530 info@clemensbearsoriginal.com www.clemensbearsoriginal.com

Purple Puffin Sharon Carty 32 Hillside Rd. Commack, NY 11729 (631) 871-7796 ppuffin@optonline.net

Dino-Buddies (Rivercrest Industries, Inc) Harry Capers PO Box 771662 Houston, TX 77215 (281) 565-3055 info@rivercrestindustries.com www.dinobuddies.com

Wraith & Co Phil Sackoor 3511 43 Ave. Long Island City, NY 11101 (347) 410-8262 phil@wraithco.com www.wraithco.com

Dream Years Products Eileen Stathis PO Box 940302 Rockaway Park, NY 11694 (917) 559-6832 esdreamyears@gmail.com www.bungeebutton.com

MANUFACTURERS

Exaclair, USA Christine Nusse 143 W 29th St., Ste 1000 New York, NY 10001 (800) 933-8595 christinen@exaclair.com www.exaclair.com

Babiators Wes Busroe 675 Seminole Ave, Ste T-06 Atlanta, GA 30307 (877) 847-8202 wes.busroe@babiators.com www.babiators.com Blankie Tails Hattie Peze 300 Ben Fairless Dr. Fairless Hills, NY 19030 (212) 300-3844 retail@blankietails.com www.blankietails.com

Eyla’s Ari Shore 205 Yuma St. Denver, CO 80223 (303) 785-5503 ashore@eylas.com www.eylas.com Fairy Dust Ltd, Inc Diane Clark 3528 Warsaw Ave. Cincinnati, OH 45205 (513) 251-0065 dclark@fairydust.com www.fairydust.com

42 August 2016 • astratoy.org

FDMT Sophie Chaloux 2199 de la Metropole Longueuil, QC J4G1S5 Canada (450) 321-5500 s.chaloux@fdmt.ca www.fdmt.ca Fort Boards August Graube 500 Yale Ave. N, Ste 100 Seattle, WA 98103 (206) 383-4421 info@fortboards.com Fox Chapel Publishing Wendy Calta 1970 Broad St. East Petersburg, PA 17520 (717) 560-4703 wendy@foxchapelpublishing.com www.FoxChapelB2B.com funbites, LLC Bobbie Rhoads 9 Wakeman Rd. Westport, CT 06880 (917) 494-4307 email@funbites.com www.funbites.com FUZE Interactive, Inc Kyle Muir PO Box 2962 Salt Lake City, UT 84110 (775) 848-1006 kyle@fuzeinteractive.io www.fuzeinteractive.io Gelli Arts Nancy Kelley 810 8th St. Philadelphia, PA 19147 (267) 457-3119 lgleason@gelliarts.com www.gelliarts.com Handee Band Francesca Avalli 5482 Wilshire Blvd., Unit 398 Los Angeles, CA 90036 (310) 686-6233 hello@handeeband.com www.handeeband.com

Hide and Seek, LLC Kevin M Whitlark 1037 Maryland Ave. NE Atlanta, GA 30306 (800) 921-4976 kwhitlark@mac.com www.hideandseektoy.com

Kinderfeets Oscar Mulder 1086 Erica Rd. Mill Valley, CA 94941 (415) 738-4820 info@kinderfeets.com

High Peak Concepts, LLC Eric Foster PO Box 1142 Saranac Lake, NY 12983 (518) 369-0575 ericfoster@highpeakconcepts.com

License 2 Play Toys LLC Amanda Naida PO Box 485 Syosset, NY 11791 (516) 496-3479 jayson@license-2-play.com www.license-2-play.com

Highlights Press Betina Cochran 815 Church St. Honesdale, PA 18431 (570) 251-4506 betina.cochran@highlights.com www.highlightspress.com

Madd Gear Will Scheren 40 W Chesapeake Ave., Ste 620 Towson, MD 21204 (410) 800-4423 will.scheren@maddgear.com www.maddgear.com

Hobbico Tom Adamek 2904 Research Rd. Champaign, IL 61822 (217) 398-6300 tadamek@hobbico.com www.hobbico.com

Makeup Eraser Leah Kroeger 5625 Western Ave. Clarendon Hills, IL 60514 (630) 988-9402 leahsmuelifesyle@gmail.com www.leahkroeger.makeuperaser.com

Imathgination LLC Yana Mohanty 10716 Stallions Ln. San Diego, CA 92130 (619) 952-9969 ymohanty@gmail.com www.geometiles.com

Manners Made Easy Lisa Burns 1030 Grandview Ln. Lake Forest, IL 60045 (312) 206-2213 lisa@mannersmadeeasy.com www.mannersmadeeasy.com

International Arrivals Summer Caldwell 3923 Oceanic Dr., Ste 100 Oceanside, CA 92056 (760) 231-7603 summer@intlarrivals.com

manny and simon Eden Yaskil PO Box 831 Del Mar, CA 92014 (877) 343-4803 info@mannyandsimon.com www.mannyandsimon.com

Joylabz Todd Eddie 1060 River St., Ste 108 Santa Cruz, CA 95060 (503) 729-8426 todd@joylabz.com www.makeymake.com

MIGHTY FUN! Brandon Stowe 7327 SW Barnes Rd., Unit 121 Portland, OR 97225 (503) 606-6082 sales@mighty-fun.com www.mighty-fun.com

Monroe Workshop Matt Monroe 3012 Worthen Ave. Los Angeles, CA 90039 (512) 826-4413 info@monroeworkshop.com www.monroeworkshop.com

Pixel Press Technology Robin Rath 1017 Olive St. St. Louis, MO 63101 (314) 329-1489 robin@projectpixelpress.com www.projectpixelpress.com

The Weirds Chris Hawley 2602 La Teche Seabrook, TX 77586 (713) 705-5574 chris@theweirds.com www.theweirds.com

Moonracer Industries, Inc David Yearick 201 Caroline Point Pkwy. Greenville, SC 24607 (864) 363-6378 dave@djubi.com www.djubi.com

PIXL Toys JP Stoops 1951 Turk St. San Francisco, CA 94115 (415) 992-1076 info@pixltoys.com www.pixltoys.com

UBPS Corp Elena Goldstein 87 Beecher Pl. Newton, MA 02459 (617) 257-7058 lgold@setbook.org

New Dimensions Gregory Ross 332 Fayette St. Manlius, NY 13104 (315) 247-3923 gregorylross@gmail.com www.newdimensions1.com

POM POM Sarah Cameron 6 Peachtree Rd. East Longmeadow, MA 01028 (413) 426-7156 sarah@iheartpompom.com www.iheartpompom.com

Nextsport, Inc Julio Deulofeu 106 Linden St., Ste 201 Oakland, CA 94607 (415) 722-9337 julio@nextsport.com www.fuzionscooter.com

PopSockets David Fisher 3033 Sterling Circle Boulder, CO 80301 (714) 349-7737 davidf@popsockets.com www.popsockets.com

Part Time Renegade Nicole Jakob 1260 Spruce St. Winnetka, IL 60093 (847) 772-2626 parttimerenegade@gmail.com www.renegade-made.com

SKWRL Design Brenden McMorrow 1733 Woodside Rd., Ste 200 Redwood City, CA 94061 (650) 465-7290 brenden@skwrldesign.com www.fuzzyflyers.com

PBS KIDS Dawn Ciccone 2100 Crystal Dr. Arlington, VA 22202 (703) 739-5465 dciccone@pbs.org www.pbskids.org

Starglow Ceiling, Inc. Scott Spivak PO Box 79052 Charlotte, NC 28271 (704) 634-3684 scott@starglowceiling.com www.starglowceiling.com

Picture First Learning Suzanne Kisly Coburn 1505 N Meadows Ave. Manhattan Beach, CA 90266 (310) 947-2662 suzanne@picturefirstlearning.com www.picturefirstlearning.com

Studica, Inc – Fischertechnik Division Lance Zurek 2326 Lockport Rd. Sanborn, NY 14132 (888) 561-7521 ext. 212 lancez@studica.com www.fischertechnik.biz

Walkie Chalk, LLC Matthew Damman 128 Hamilton Rd. Bloomfield Hills, MI 48301 (248) 731-7065 matt@walkiechalk.com www.walkiechalk.com WITS Games, Inc. Bob Hall 65 Pine Ave., Ste 887 Long Beach, CA 90802 (559) 908-6049 bob.a.hall@gmail.com www.witsgames.com Write Brain World Kyle Johnstone 554 N Larchmont Blvd. Los Angeles, CA 90004 (855) 922-6657 sales@writebrainworld.com www.writebrainworld.com WV Games Brian Williams PO Box 828 Lakeland, MN 55043 (651) 600-2006 brian@wv-games.com www.phonephever.com Zazu Kids USA (Interactive Children’s Products) Shalom New 383 Kingston Ave., Ste 64 Brooklyn, NY 11213 (347) 705-7707 sales@icpkids.com www.zazu-kids.com

SALES REPRESENTATIVES Anita Anderson Twist Sales, Inc 10301 Bren Rd. W, Unit 436 Minnetonka, MN 55343 (952) 932-7191 anita@twistsales.com www.twistsales.com

Baby Cotton Bottoms Dani Tobey 330 S Nevada Ave. Colorado Springs, CO 80904 (719) 328-0741 info@babycottonbottoms.com www.babycottonbottoms.com

Richard Schwartz Richard Schwartz Associates 1932 Cragin Dr. Bloomfield, MI 48302 (248) 855-6212 Rbs4310@aol.com Larry Wann Larry Wann Associates 2050 Stemmons Fwy., Unit 115 Dallas, TX 75207 (214) 653-1803 larrywann@aol.com Hilary Wells Hilary Wells & Associates 2760 Williams Way Santa Barbara, CA 93105 (206) 860-8246 hilaryrep1@yahoo.com

RETAILERS 123 Stores, Inc Abhimanyu Saraf 1674 Broadway, Ste 802 New York, NY 10019 (646) 257-3939 abhimanyu.saraf@123stores.com www.123stores.com A Children’s Place Bookstore Pam Erlandson 1423 NE Fremont Portland, OR 97212 (503) 284-8294 erlandsonp@comcast.net www.achildrensplacebookstore.com Adore a Child Chaya Lieber 1139 45 St. Brooklyn, NY 11219 (718) 438-5013 adoreachild@optimum.net www.adorechild.com

Art of STEM Jeannie Ruiz 7429 N Leavitt St. Portland, OR 97203 (503) 206-6214 jruiz@artofstem.com www.artofstem.com

Beth Mone Susan Tigwell 1301 3rd St. S Naples, FL 34102 (239) 261-3447 bethmone@comcast.net www.bethmone.com Blue Highway Games Scott Cooper 2203 Queen Anne Ave. N. Seattle, WA 98109 (206) 282-0540 orders@bluehighwaygames.com www.bluehighwaygames.com Born Yesterday Randi Dunn 1901 Walnut St. Philadelphia, PA 19103 (215) 568-6556 randi@bornyesterdaykids.com Comics and Hobbies, LLC Sandra Soifer 27001 US Hwy. 19 N, Ste 1077 Clearwater, FL 33761 (347) 819-2722 comicsandhobbies@yahoo.com Deborah Ann’s Sweet Shoppe Deborah Backes 381 Main St. Ridgefield, CT 06877 (203) 438-0065 deborah@deborahanns.com www.deborahanns.com

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Diddams Party & Toy Store Amy Simpfenderfer 1952 W El Camino Real Mountain View, CA 94040 (650) 804-4603 amy@diddams.com www.diddams.com

Gods & Monsters Anna Young 5250 International Dr., Ste E8 Orlando, FL 32819 (407) 270-6273 info@godmonsters.com www.godmonsters.com

Little Ants Katie Field 2820 Lincoln Ave. Evansville, IN 47714 (812) 477-2700 kfield@littleants.com www.littleants.com

Dream Kids Company, LLC Ken Zhou 9700 Kingston Pike, Ste 12 Knoxville, TN 37922 (865) 310-3545 dreamkidsco@gmail.com www.smarttoysandbooks.com

Granger Nursery & Gifts Tracy Granger 834 Arsenal St. Watertown, NY 13601 (315) 489-9479 tracyeicher@yahoo.com

LuLu’s Cuts and Toys Brigitte Prat 48 5th Ave. Brooklyn, NY 11217 (718) 832-3732 brigittelprat@gmail.com

Imagination Station II Lena McCall 207 N Church Ave. Landrum, SC 29356 (864) 809-3140 theimaginationstationii@gmail.com

Meher Corporation Rohit Meher 9579 S University Blvd, 170 Highlands Ranch, CO 80126 (909) 728-2516 rohita.meher@gmail.com

iToyShopper.com LLC Rafayel Izyayev 300 Campus Dr., Ste D Morganville, NJ 07751 (732) 972-5801 contact@itoyshopper.com www.curlydani.com

Morning Glory Stationery & Gifts USA, Inc Jacob Koo 1600 S Azusa Ave., #248A City of Industry, CA 91748 (626) 935-0745 support@morninggloryus.com www.morninggloryus.com

Evergreen Supply Company Rebecca Gibson 24 E Nora Ave. Spokane, WA 99207 (509) 326-1543 rlgibson@evgr.com Everything Prehistoric Blanche Farrar 117 Main St. Hill City, SD 57745 (605) 574-3919 blanchef@bhigr.com www.bhigr.com Fox Den Books Heather Williams 120 S Main St. River Falls, WI 54022 (715) 425-6180 foxdenbooks@gmail.com www.foxdenbooks.com Gamers Haven Robert Coach 5730 N Academy Colorado Springs, CO 80918 (719) 531-9863 gamershavenco@yahoo.com Games Galore Stephen Janecka 5460 Meadowood Mall Cir. Reno, NV 89502 (775) 826-7788 stephenjanecka@sbcglobal.net www.gamesgaloredirect.com Giant Robot Eric Nakamura 2015 Sawtelle Blvd. Los Angeles, CA 90025 (310) 478-1819 eric@giantrobot.com www.giantrobot.com

Kd Hallmark PJ Keeler 160 Fairview Ave. Hudson, NY 12534 (518) 828-1117 ext. 4 kdhallmark@yahoo.com Kiddie Collection Inc Chaya Grunzweig 1365 38th STt. Ste 4 Brooklyn, NY 11218 (877) 954-3343 chayag@kiddiecollection.com www.kiddiecollection.com Lark Toys Kathy Gray PO Box 39 63604 170th Ave. Kellogg, MN 55945 (507) 767-3387 info@larktoys.com www.larktoys.com Learning Oasis Rick Etzkorn 1200 Si Waldron Rd. #130 Fort Smith, AR 72903 (479) 452-6288 learningoasis@att.net

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Mozart Einstein & Me Stan Houston 739 First St. Benicia, CA 94510 (707) 746-7565 abcmusicstore@sbcglobal.net www.mozarteinsteinandme.com My Sister Kate Susan Tannura 48 S Washington St. Hinsdale, IL 60521 (630) 986-5866 stannura@gmail.com www.mysisterkate.com Oh Pisi Trishan Arul 240 Dollar Avenue, Unit N3 South San Francisco, CA 94080 (415) 813-3995 vendors@ohpisi.com www.ohpisi.com Once Upon a Time Toys Nancy Teed 1799 Mountain Rd. Stowe, VT 05672 (802) 253-8319 nancyteed@comcast.net www.stowetoys.com

Parkside Products Grant Stringham 1298 W Granite Dr. Layton, UT 84041 (801) 808-8130 grant@parksideproducts.com Pinnacle Ventures Kerri Fox 2549 Eastbluff Dr., Ste 112 Newport Beach, CA 92660 (302) 727-3479 kerri@pinnacletoys.com Puzzle Me This Chris Roberts 290 Commercial St. Provincetown, MA 02657 (646) 283-4949 info@puzzlemethis.com Puzzle Palooza, Etc. Holly VandenHeuvel 9551 Fostern Ln. Manassas, VA 20112 (703) 408-0790 puzzlepaloozaetc@gmail.com www.puzzlepaloozaetc.com Runnin’ Wild Toy Corp. Stacey Fauci 369 Court St. Brooklyn, NY 11231 (718) 222-2444 runninwildshoes@gmail.com Sanrio Kathy Wahiro One Mills Cir., Unit 344 Ontario, CA 91764 (909) 762-9702 kiwa2@verizon.net SANRIO TYLER Doris Cho 1212 Galleria At Tyler Riverside, CA 92503 (951) 352-2240 sanrio-tyler@sbcglobal.net Sockmonkey Junction Carin Janeway 804 Mckenzie Pl. Arlington, TX 76018 (817) 600-7408 carin.janeway@gmail.com

Sprout San Francisco Andi Rothfeld 2720 S West Temple Salt Lake City, UT 84115 (801) 466-4929 andi@sproutsanfrancisco.com www.sproutsanfrancisco.com Stoney Cabin Toys Rebecca Lancaster 115 River St. PO Box 427 Elk Rapids, MI 49629 (231) 620-1633 lancasterbec@hotmail.com Sunnyside Cottage Debbie McCormick 599 Montecito Center Santa Rosa, CA 95409 (707) 525-1893 sunnysidecottage@msn.com www.sunnysidecottagegifts.com Talulah Jones Robin Lohre 1122 East 17th Avenue Denver, CO 80218 (303) 832-1230 sales@talulahonline.com www.talulahonline.com TBD Lindsey Ross 6401 Curzon Ave. Fort Worth, TX 76102 (817) 223-0825 owensl98@yahoo.com Teton Toys Wes Gardner PO 1194 10 East Broadway Jackson, WY 83001 (307) 200-6066 tetontoys@gmail.com The Haunted Game Café Gary Sproul 3307 S College Ave., Ste 107 Fort Collins, CO 80525 (970) 402-2466 ghosts@hauntedgamecafe.com The Magical Toy Shoppe Rebecca Husz 2209 Woodburn Hall Rd. Lexington, KY 40515 (859) 494-8887 magicaltoyshoppe@gmail.com

The Red Balloon Co, Inc John Gallant 417 15th Ave. E Seattle, WA 98112 (206) 467-0318 john@redballoon.com www.redballoon.com The Red Balloon Co. Jennifer Pope 1940 N Damen Ave. Chicago, IL 60647 (773) 489-9800 jennifer@theredballoon.com www.theredballoon.com The Robot Garage Jonathan Jacobs 637 S Eton St. Birmingham, MI 48009 (248) 723-9100 jonathan@therobotgarage.com www.therobotgarage.com

The Toy Shelf Shirley Moore 3700 Rivertown Pkwy. SW, Ste 1220 Grandville, MI 49418 (616) 249-3747 mam1962@hotmail.com www.thetoyshelf.com The Toy Shop Erin Wolfe 115 2nd St. S La Crosse, WI 54601 (608) 519-9598 erin.murphy.wolfe@hotmail.com www.thetoyshoplacrosse.com The Village Toy Store, LLC Sherry & Mark Bergeron 1069 Main St. Brewster, MA 02631 (508) 896-8185 fun@thevillagetoystorebrewster.com www.thevillagetoystorebrewster.com

The Wizard’s Chest Brad Brickley 451 Broadway Denver, CO 80203 (303) 321-4304 thebard@wizardschest.com www.wizardschest.com Timmy’s Toy Box LLC Timothy Kaminski 770 Wooten Rd., Ste 103 Colorado Springs, CO 80915 (517) 214-7597 toyboxtimmy@gmail.com www.timmystoybox.com TOMODACHI Denny Park 316 North Garden, Mall of America Bloomington, MN 55425 (952) 582-1739 hello@tomodachi.us www.tomodachi.us

Top to Bottom Baby Boutique Jessica Quick 13459 W Center Rd. Omaha, NE 68144 (402) 590-2955 sales@toptobottombaby.com www.toptobottombaby.com Toys That Teach Scott Loveless 23716 8th Ave. SE, Ste F Bothell, WA 98021 (425) 481-2577 leisure_king@hotmail.com www.toysthatteachbothell.com Toys With Love Stacey Rodgers 92 W Main St. Chester, NJ 07930 (908) 879-1380 info@toyswithlove.com www.toyswithlove.com

Trollslanda Toy Store Deborah Briggs 112 N Main Lindsborg, KS 67456 (785) 212-1094 deb@trollsandatoystore.com www.trollslandatoystores.com V’s Retro Vogue Collections Christine Varkas 1961 E Lake Rd. Palm Harbor, FL 34685 (727) 644-2940 varkaschristine@gmail.com Werok, LLA Brian Kaplan 18B Ford Products Road Valley Cottage, NY 10989 (845) 402-2940 buyers@werokllc.com

astratoy.org • August 2016

45

Friendly Loom Products ™

Fish Rug Hooking Kit

Whatchamacallit’s For Kids Cynthia Cook 308 S County Rd. Palm Beach, FL 33480 (561) 619-4806 cecbogie@comcast.net Wintergreen Learning Materials Michael Hayward 3075 Line 8 Bradford, ON L3Z2A5 Canada (905) 778-8584 michael@wintergreen.ca www.wintergreen.ca

Felted Jewelry Kit

Wishes the Toy Store Marti Hurd 240 Chapel Pl. B112 PO Box 5100 Avon, CO 81620 (970) 845-0456 wishestoystore@aol.com Wonder World Toys Dion Travia 23 South Main St. Medford, NJ 08055 (609) 953-1118 dt524@aol.com www.wonderworldmedford.com Wynn’s Family Market Patti Wynn 141 9th St. N Naples, FL 34102 (239) 261-7157 wynnstoymarketdata@yahoo.com

Traditional Potholder

pegLoom

Harrisville Designs, Inc. O harrisville.com PO Box 806, Harrisville, New Hampshire 03450 1-800-338-9415

Fax: 603-827-3335

Toy Times Magazine, August 2016

Index of Advertisers Asmodee North America ............... asmodeena.com ..........................9, 23, 47

Kidstuff Public Relations ................ kidstuffpr.com .............................................7

Baby Jack & Company ...................... babyjackandcompany.com................33

Light Stax-Lazy Dog Co. ................... thelazydogco@gmail.com...................21

Blue Orange Games .......................... blueorangegames.com.........................41

Luke’s Toy Factory .............................. lukestoyfactory.com ...............................12

Carrera of America............................. carrera-rc.com ...........................................31

Made in the USA .............................................................................................................25

Charles Zadeh Enterprises............ charleszadeh.com...................................17

Mary Meyer Corp ............................... marymeyer.com .......................................21

Crayon Rocks........................................ crayonrocks.com......................................14

National Lekotek ................................ lekotek.com ................................................20

Crorey Creations, Inc. ....................... choosefriendshipcompany.org..........4

The Orb Factory .................................. orbfactory.com..........................................39

DeLano/EPI Printing Inc.................. epiinc.com ..................................................40

Sentosphere USA ............................... sentosphereusa.com .............................13

Folkmanis ............................................... folkmanis.com...........................................19

Sophia’s ................................................... shopsophias.com ....................................11

Funnybone Toys LLC ........................ funnybonetoys.com........... Back Cover

Thames & Kosmos ............................. thamesandkosmos.com ......................45

Funology Innovations LLC ............. funologyzone.com..................................37

Toysmith ................................................. toysmith.com ...............................................2

GUND........................................................ gund.com .....................................................15

Uncle Bubble-D Now........................ unclebubble.us ........................................24

Harrisville Designs ............................. harrisville.com...........................................46

Winning Moves ................................... winning-moves.com ..............................35

Jax Ltd Inc. .............................................. jaxgames.com............................................27

46 August 2016 • astratoy.org

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