ASTRA January 2017

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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 L T Y T O Y R E T A I L I N G A S S O C I A T I O N • J A N U A R Y 2 0 17

TOY TIMES MAGAZINE

It’s All About

PLAY!

American Specialty Toy Retailing Association

I N S P I R E D B Y T H E P O W E R O F P L AY JUNE 25-28, 2017 | PHILADELPHIA, PA

YO U ’R E I N V I T E D TO ASTRA’S MARKETPLACE & ACADEMY

ASTRA's Marketplace & Academy brings the toy family together for four days of sharing and learning. Connect with fellow toy industry peers, see the latest in specialty toys and save big on fourth quarter inventory.

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Join the family gathering in Philadelphia, June 25-28, 2017

MESSAGE From the Chair

Plan for the Road Trip by Ann Kienzle, *play

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ell, we made it through another season. (**hold for applause**) We’ve wrapped and shipped and sold our little hearts out. Whew. It’s now mid-January. At this point, resolutions have already been broken (we signed up for the gym … does that count?) and in a few short weeks we’ll pack our bags and head to Toy Fair, ready to look ahead to the next holiday season. That’s how our industry works – one holiday to the next. But I’m going to suggest a different tactic this year. Let’s let 2017 be the year that we plan for more than just the next season. Let’s plan for the road trip that gets us there and beyond as well. We’ve all had the discussions about how the industry is suffering from age compression. That kids are growing up too fast. It’s the age of “our kids are too busy to play” and “my child is too advanced for that toy.” While many of these are issues we’re burnt out on after hearing about them for years, they are still out there and they aren’t going away. It’s important that we don’t let ourselves lose sight of these roadblocks to a child’s success. Our industry depends on it. “What is she going to do with it?” That was the question a customer asked me about the pizza set I was suggesting for a 3-year-old. I was a little taken aback. I gave the normal spiel about the importance of role-play and the *fun* of pretending to be a cook/restaurant owner/grownup. But it took me a minute to realize that she really didn’t get that a pizza set would be engaging to a 3-year-old. Recently, a customer told me a puzzle for a 2-year-old “looked boring.” My response was, “Well, we’re giving it to a 2-year-old. ,W¶V QRW IRU XV +H¶V JRLQJ WR ¿QG WKLV FKDOOHQJLQJ ´ 7KLV LV DW D crossroads with how often we hear, “They’re great at the iPad!” These are just a few stories of many that retailers can tell, and I share these to show how all year long we have opportunities to educate our staff, our customers, and the community on the power of play. That play isn’t frivolous. That play shouldn’t take a backseat to technology, sports or even school. That true play doesn’t equate to the latest “hot toy” but to a toy they’re going to pick up over and over and play with in different ways each time. Play is the foundation for a healthy, well-rounded life. Preaching this is not a detour off our path; it is the roadmap to being a community resource. One that people will think of all year long, not just during the holiday season. We want our customers to think of us as THE place to go for fantastic toys, knowledgeable staff, and great service. Our entire focus should be centered on pushing the message of play and childhood. Helping families understand that play is like putting JDV LQ WKH FDU <RX FDQ¶W ¿QLVK WKH URDG WULS ZLWKRXW LW

We can try to do that in many ways. We can create play experiences in our store. We can partner with vendors, sales representatives and community members that have like values. We can bring training sessions and “demo days” into the store for both staff and customers. As manufacturers, we can watch children play with our toys and get down and join them! We can have the ASTRA “Make Way for Play” book available for staff and incorporate that not only into the way we work with customers, but also the development and selection of new products. We can train, learn and grow as professionals through SURJUDPV OLNH WKH &HUWL¿HG 3OD\ ([SHUW WUDLQLQJ DQG VHVVLRQV DW Marketplace & Academy. And, we can make sure that we take time to play so that we remember what it’s like to be creative and carefree and to have fun. The toy industry has the important task of relaying the message of the power of play. We can change the world with this message. Yep, I know … that sounds lofty. And I get it – all ZH KDYH EHHQ DLPLQJ IRU LV WR EH SUR¿WDEOH EXVLQHVVHV 7KDW¶V important, too. Changing the world was not in the business plan. But if we want to remain relevant not only as a business, but also an industry, we need to think beyond the four weeks a year that the rest of the world focuses on toys, and turn it into a yearlong journey about play. Because, as with most things, it’s about the journey, not the destination.

by Ann Kienzle *play Chicago, Illinois

astratoy.org • January 2017

5

Board of Directors Chair Ann Kienzle Past Chair Dean May

January 2017 • astratoy.org

Chair-Elect Erik Quam Treasurer Dee Farrell

Features

Secretary Christine Blumberg

MONEY MATTERS 10 12 13 14 16 17

Seeking a Mentor Shop Local – How? Shop Local – Why? Tips for Reps from Reps The Check is in the Mail Retailers to Vendors – Payment Tips

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

TOY STORIES 18 26 30 31

26

Understanding the Other Side Neighborhood Toy Store Day Imagination Emporium ASTRA Turns 25

Editor Mary Sisson Assistant Editor Dee Marsden

TRENDING NOW 32 34 37 38

Millennials and Toy Buying Save Our Economy: Get Kids to Play New Year – New Offerings Choosing the Right Technologies

Graphic Artist Danielle Valente

ASTRA Staff

ASTRA NEWS 40 42 44

Trade Shows/Connect with ASTRA ASTRA at Toy Fair Preferred Savings Partners

Departments 5 7 8

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

46 ASTRA Welcomes Its Newest Manufacturer Members 50 New Members 54 Index of Advertisers

30

President Kimberly Mosley Director of Member Relations Sue WarďŹ eld Director, Meetings and Strategic Partnerships Amanda Zawad Director of Education and Training Ahren Hoffman

About the Cover Chase Osborne, 22 months, celebrates Neighborhood Toy Store Day at Wonder Works in Mount Pleasant, South Carolina.

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 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 January 2017 • astratoy.org

Magazine

Meetings and Exhibits Coordinator Laura Dann Marketing and Communications Specialist Dee Marsden Membership and Programs Coordinator Gina Anzalone 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 2017 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

Into theNEW by Kimberly Mosley

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he new year has arrived and now that you have gotten safely and successfully through the frenzy of the fourth quarter, I hope you are taking some well-deserved time to relax and reboot. Undoubtedly, the new year invites you to take a step EDFN DQG UHÀHFW ,W LV WKH SHUIHFW WLPH WR UHYLHZ WKH past year to determine what worked and what didn’t. It is also the time to make future plans. In September, your ASTRA leadership did that as well. Armed with feedback and insights collected from industry leaders, consultants and members like you, the ASTRA board and staff spent two days in strategic GLVFXVVLRQV GH¿QLQJ D WKUHH \HDU SODQ WR JXLGH WKH RUJDQL]DWLRQœV IRFXV and growth. They also formulated a new mission and vision statement that emphasizes the importance of the work we do.

Vision and Mission Statement Vision: To change the world through the power of play. Mission: ASTRA develops and supports a membership of independent toy retailers, manufacturers, and sales representatives to advance industry growth. In the coming months, you will see these two statements displayed WRJHWKHU DV D XQLÂżHG IRXQGDWLRQDO VWDWHPHQW IRU $675$ 7KH QHZ VWUDWHJLF SODQ KDV IRXU ÂłSLOODUV ´ ZKLFK GHÂżQH WKH IRXU overarching areas in which we are investing ASTRA resources, with several action items associated with each. The 2017–2019 strategic plan will focus on: • Marketplace Excellence – to reinforce Marketplace & Academy as the premier event for the independent toy retailing industry. • Market Expansion – to expand the reach of ASTRA to include other markets that recognize and value the importance of toys and play. • Member Value – to provide actionable insights to make our members more successful. • Industry Viability – to support the long-term viability of the industry. Visit the ASTRA website to learn more about each of these important pillars.

ASTRA’s 25th Anniversary We are excited to announce that this year is an important milestone in the organization’s history. It marks the 25-year anniversary of ASTRA. Much has changed since our founding members came together back in 1992 to face their challenges together to make their businesses stronger. Fast-forward 25 years, and our members still face challenges; our focus, however, remains the same and is more important than ever – to provide our customers with quality toys and to advocate for the importance of play in the communities we serve.

Toy Fair If you will be in New York at Toy Fair February 18–21, please stop by booth 6415 to say hello. There you can pick up your packet of ASTRA member specials, register early IRU 0DUNHWSODFH $FDGHP\ DQG ¿QG RXW ZKDW LV LQ VWRUH for ASTRA in 2017. I hope to see you at the annual Night in New York party, which is always a fun evening of food and IULHQGV %H WKH ¿UVW WR VHH WKH ODWHVW OLQH RI H[FOXVLYHV DW WKH Exclusively Yours reception. And don’t miss Share the Fair – this year at a new time and place – where ASTRA retailers come together to talk about the must-see products they’ve VHHQ RQ WKH WUDGH VKRZ ÀRRU And so, we begin a new year and a new journey. A new $GPLQLVWUDWLRQ DQG &RQJUHVV WDNHV RI¿FH WKLV PRQWK :H wish them success in doing what is right and best for the American people. We hope they recognize the important role independent business plays in advancing this great nation. Thank you for all you do to change the world through the power of play, and best wishes for a successful 2017.

READY,forSET, PLAY... Children With Disabilities

Remarkable by Kathryn H. Lavin, MSW, Executive Director of Lekotek and AblePlay

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s I sit taking in the beautiful sunshine and warmth on this extraordinary mid-November, autumn day in Chicago, I am reminded that soon – too soon – our sidewalks and streets will be covered in that remarkable substance: snow. Snow has always been remarkable to me. In addition to harkening days of yesteryear, when a child growing up in the Northeast would think nothing of grabbing her sled or skates and heading out in all types of snow to frolic with her friends, snow has two very extraordinary FKDUDFWHULVWLFV 7KHVH FRPSRQHQWV DW ÂżUVW seem diametrically opposed, yet when working in concert with each other, create the remarkable beauty of snow. 7KH ÂżUVW LV WKH FRPSRQHQW RI WKH LQGLYLGXDO VQRZĂ€DNH :KHQ \RX SDXVH WR WKLQN WKDW HDFK DQG HYHU\ VQRZĂ€DNH is unique and that no two ever are the same, the impact of that knowledge can be mind-blowing. In a way, the same can be said of children, or really, of all people. No one person is the same as another. Not even identical twins are the same. :KHQ ZH DUH ÂżUVW LQWURGXFHG to people with disabilities, it is easy to think that children with similar diagnoses are the same. As a result, we are likely to make generalizations that are simply not true. “All children on the spectrum are boys with behavior issues,â€? or “All children with Down Syndrome are always as sweet as pie.â€? (As a mother of a 20-year-old with DS, I can attest that my daughter is not any sweeter than my other two “typically developingâ€? children.) :KHQ D FKLOG ZLWK VSHFLDO QHHGV comes into your establishment, it’s important that you remind yourself that this child is as exceptional as a VQRZĂ€DNH DQG WKHUHIRUH ZKDW PD\ KDYH been interesting to one child with a

8 January 2017 • astratoy.org

similar diagnosis, may not be interesting to another. Just as you must look closely DW D VQRZĂ€DNH WR VHH KRZ LW LV XQLTXH it is important to look closely at each FKLOG WR ÂżQG WKRVH FKDUDFWHULVWLFV WKDW make her “one of a kind.â€? Furthermore, it’s important to note that each way in which a child plays is diverse, and every child can play with your product in many ways, making each playful experience remarkable. This brings me to the second characteristic of snow – the impact of WKH PDQ\ :KHQ \RX KDYH PRUH WKDQ RQH VQRZĂ€DNH DQG \RX DGG D GRVH RI moisture, you are left with a remarkable blanket of snow. Let’s not underestimate the impact of many individual VQRZĂ€DNHV )LUVW DQG IRUHPRVW VQRZ JLYHV XV SDXVH /LWHUDOO\ :KHQ LW snows, we slow down – our driving, our walking, and, if we are lucky, our OLYHV :H DUH LPSDFWHG YLVXDOO\ ZLWK FDVFDGHV RI ZKLWH :H DUH WRXFKHG E\ WKH cold, and again, if we are lucky, we are blessed with the silence of the snow. Yet these characteristics of the snow would not be possible without the collaboration of the many. In the “disability worldâ€? we like to remind people that despite individual characteristics, we are more alike than different. That, at the end of the day, we are all human, seeking similar things: love, joy and meaning. Our ability to SOD\ DQG ÂżQG MR\ LQ SOD\ LV D FRPPRQ denominator, especially when we make play accessible for children of all abilities. Yet this cannot happen without the efforts of many individuals, like yourself, working together in concert to create the impact. And so, a question remains: like WKH SRZHUIXO LQĂ€XHQFH RI WKH EODQNHW RI snow, what remarkable things are we able to accomplish together to provide all children with the ability to play? ASTRA

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it’s more fun to PLAY IN THE SUN

MONEY Matters

Seeking a Mentor? Seek These Qualities

S

tarting a new business or expanding one that’s been around awhile can be as daunting as it is exciting, but learning from the experience of someone who’s been there can smooth the way. That’s what Matt Poulson discovered when he and his wife, Sarah Fowles, were soon to open Ruckus & Glee in Wauwatosa, Wisconsin. A sales rep suggested they connect with Jackie Shoenholtz of Silly Willyz in Pewaukee, about 25 miles away. Matt offered to work for Jackie for free once or twice a week if she’d teach him to run a toy store. Just in business a year herself, Jackie had a strong background in retail inventory management. “The thing that impressed me most was her point of sale system,� Matt said. “I had no idea.� He sat down with her through her ordering process, put together displays, learned merchandising by doing it, and observed how she did her budgeting for the year. Through it all, they became friends. “It’s so good to have an ally instead of an enemy,� Jackie said. “Having a business mentor can really help you advance your goals and avoid some common business mistakes,� writes Annie Pilon in “Checklist for Finding a Small Business Mentor,� published last March in Small Business Trends. She offers a list of requirements that can help a business owner choose the person who will be helpful and relevant.

Good Listener Your mentor must be able to listen to your challenges to help you through them, and gain understanding of your strengths to help you make the most of them. Listening to your ideas is critical to helping you sharpen them into real plans. You can get a feel for a mentor’s listening skills by simply meeting and seeing how the conversation goes.

Track Record of Proven Success A successful business owner who has reached his own goals is more likely to be able to help you reach yours. Look

10 January 2017 • astratoy.org

into the potential mentor’s background and accomplishments to see if that’s what you’d like to emulate.

Understands the Industry

mentor you has enough time to spare. Ask them to be honest with you about their schedule, and be honest with them DERXW \RXU H[SHFWDWLRQV <RX PLJKW ¿QG LW EHQH¿FLDO WR ¿QG D PHQWRU ZKR KDV UHWLUHG VLQFH WKHLU VFKHGXOH PD\ EH PRUH ÀH[LEOH

Even if the mentor doesn’t work in the toy industry, he or she should have some understanding of the type of business Shares Similar Values you’re in, whether you’re a retailer, a sales Values are at the heart of a business, representative, or a manufacturer. General VR ÂżQG D PHQWRU ZKRVH YDOXHV DUH VLPLODU EXVLQHVV LQVLJKWV DUH QR PDWFK IRU VSHFLÂżF WLSV to yours. If time with family is a priority, you can act on for your particular business. a mentor who tells you to put in long KRXUV LV SUREDEO\ QRW D JRRG ÂżW $ JRRG Has Skills You Don’t Have mentor should at least understand where If your mentor has expertise or you draw the line when it comes to your insights you don’t have, you’ll learn more business values and help you without than if you pick someone who is just like crossing those lines. you. Those extra skills can shed a different viewpoint on your situation. Not a Free Worker Ken Yancey, CEO of SCORE, said, A mentor is an adviser, not an “A mentor may view your business from employee. The mentor can inspire you a completely different perspective than and help you polish your plans, but you you. Be fully open to their ideas and try to are the one who must put in the elbow understand their view. This doesn’t always grease to achieve them. mean taking their advice verbatim, but it’s Dana Chavez, owner of Wonder important to be able to see your business Emporium in La Habra, California, didn’t from multiple viewpoints.â€? KDYH WR VHDUFK IDU WR ÂżQG D PHQWRU +HU mother, Erin Kelly, owns the Wee Loft in Has a Long Contact List Dana Point and Corona Del Mar. Dana Whether keeping them in a Rolodex ZDV VHYHQ ZKHQ WKH :HH /RIW ÂżUVW RSHQHG or on the smartphone, an extended and started working there in high school. network of contacts means a mentor “She helps me a lot,â€? she said. “She can give you access to others who could helps me keep my focus on what is best, potentially help your business, collaborate what I need to do for my core business.â€? with you, or do business with you. If you Erin has helped point Dana in the right direction when choosing good look into their work history, you might product, she said, though now the tables ÂżQG VRPH RI WKH FRPSDQLHV RU LQGXVWU\ are turning and Dana has steered her professionals they’ve worked with. PRWKHU WR VRPH JUHDW ÂżQGV They talk daily on the phone, sharing Can Deliver Tough Love ideas back and forth. “She helps focus me A good mentor is not a “yesâ€? person. ASTRA to where I need to be,â€? Dana said. You won’t grow if you don’t correct your mistakes. A good mentor should be able to let you know what you’re doing wrong Small Business Trends is an DQG KHOS \RX ÂżQG ZD\V WR FRUUHFW LW award-winning online publication for small business owners, Can Give You Enough Time entrepreneurs and the people who Successful people are often incredibly interact with them. busy. Make sure the person you ask to

MONEY Matters

Why NOW

is the Time to Start a

Shop Local Movement

A

STRA retailers will soon be asked to respond to an annual post-holiday survey to measure sales growth, the effects of “buy local� efforts, and challenges they face. They’ll join a group of more than 3,000 independent businesses, from bookstores to bike stores, hardware to records, in the 10th year of the Independent Business Survey. It’s sponsored by Advocates for Independent Business, of which ASTRA is a member, and the Institute for Local Self-Reliance (ILSR). In the past nine years this survey has revealed that businesses in communities with an active buy-local initiative nearly double the increase in revenues compared to businesses without a campaign. If the “shop local� cry hasn’t been shouted long and loud in your community, the new year may be just the time to start an organized and sustained campaign.

While a campaign is likely to help you sell more toys, there are other reasons to put in the work, according to ILSR, which KDV FRPSLOHG ÂżQGLQJV RI D ZLGH UDQJH RI VWXGLHV SRLQWLQJ WR WKH EHQHÂżWV RI VPDOO VFDOH ORFDOO\ RZQHG EXVLQHVVHV WR FRPPXQLWLHV (“Key Studies: Why Local Mattersâ€? by Stacy Mitchell, ilsr.org/ key-studies-why-local-matters). • Local businesses re-circulate a greater share of every dollar in the local economy as they create locally owned supply chains and invest in their employees. • Locally owned businesses employ more people per unit of sales, and retain more employees during economic downturns, while big-box retailers decrease the number of retail jobs in a region. • Locally owned businesses are linked to higher income growth and lower levels of poverty, while big-box retailers GHSUHVV ZDJHV DQG EHQHÂżWV IRU UHWDLO HPSOR\HHV • A community’s level of social capital, civic engagement, and well-being is positively related to the share of its economy held by local businesses, while the presence of mega-retailers undermines social capital and civic participation. • Massive public subsidies are shown to overwhelmingly favor ELJ EXVLQHVVHV EXW IDLO WR SURGXFH UHDO HFRQRPLF EHQHÂżWV IRU communities. • Locally owned businesses generate more tax revenue for cities, with less cost, than big-box shopping centers.

12 January 2017 • astratoy.org

•

%LJ ER[ UHWDLOHUV KDYH VLJQLÂżFDQW QHJDWLYH HIIHFWV RQ WKH number and vitality of nearby local businesses.

The American Booksellers Association added to that body of research a year ago when it released “Amazon and Empty Storefronts,â€? a collaboration between the ABA and Civic Economics. This report was designed to give policymakers and consumers a better understanding of the impact at the state and local level of the growth of online retail as a substitute for purchases at bricks-and-mortar stores. The report focused on Amazon, the industry leader in online sales, accounting for one-third of total online retail. It looked not just at lost sales tax revenue, but at the loss of property taxes when storefronts close due to sales lost to online shoppers. The study found the following. • In 2015, Amazon’s retail sales displaced the equivalent of 36,668 storefronts and 133 million square feet of commercial space. • That same year, Amazon avoided paying $704 million in local and state tax revenue in 27 states and Washington, D.C., while selling $55.6 billion worth of retail goods nationwide. • The displacement of retail from local communities due to Internet sales costs communities approximately $528 million in property taxes annually. The result: more than $1.26 billion in revenue lost to state and local governments in just one year, costing a huge shortfall in money needed to support VFKRROV OLEUDULHV ÂżUVW UHVSRQGHUV DQG RWKHU NH\ VHUYLFHV • In the year 2015 alone, Amazon sales produced a net national loss of 222,000 retail jobs, with only six states showing a net gain in jobs. This takes into account all the jobs currently in Amazon distribution centers. • The ABA urged its members to educate their communities DQG PHHW ZLWK HOHFWHG RIÂżFLDOV DERXW SROLFLHV WKDW DIIHFW WKH local business climate. • Its studies cite the growth of indie businesses in the U.S., including coffee shops, farmers markets, small grocery and specialty food stores, restaurants, inns, and pet stores. “The ORFDOLVP PRYHPHQW KDV EHFRPH D PDMRU LQĂ€XHQFH LQ WKH decisions of consumers regarding where they will make their purchases and spend their dollars,â€? ABA materials state. “Nationally, literally millions of consumers are deciding to shop in a locally owned business because it is locally owned.â€? ASTRA

Start a

Localism Movement Where you Live

W

ant to rally the troops and get a “buy local� campaign going in your community? Fortunately, that wheel has already been invented.

AMIBA The American Independent Business Alliance (AMIBA) offers a free resource, “Building Buy Local Campaigns that Shift Culture and Spending,â€? available online in both English and Spanish. The guide was updated in February 2016. American Express underwrote production of the primer, which AMIBA will send in a magazine format with any order of pro-local decals, posters or other materials. AMIBA also is ready to share LWV H[SHUWLVH ZLWK ORFDO DIÂżOLDWHV helping them get off the ground. For more information, go to amiba. net/buy-local-campaigns. This group has helped form independent business alliances in communities across the country.

BALLE Another resource is the Business Alliance for Local Living Economies (BALLE), whose mission is to create local economies that work for all. Resources for BALLE’s Local Economy Framework, found at bealocalist.org, highlights the stories of successful places, businesses and organizations that are bringing the new economy to life.

ILSR If you want to immerse yourself in studies that support the reasons behind localism, go to ilsr.org, the website of the Institute for Local 6HOI 5HOLDQFH 7KHUH \RXÂśOO ÂżQG links to key studies that give weight

to the movement and substance to arguments for supporting local economies.

ABA For the American Booksellers Association’s “Empty Storefronts 2015� study, go to civiceconomics.com, click on “Projects,� then click on “Empty Storefronts.� It is designed to provide policymakers and consumers with a better understanding of the impact at the state and local level of the growth of online retail as a substitute for storefront purchases. Civic Economics has conducted many of the studies that fuel the localism movement.

Small Business Saturday While Small Business Saturday is the Saturday after Thanksgiving, American Express’ resources can inspire ideas for year-round efforts.

Independents Week 7\SLFDOO\ WKH ÂżUVW ZHHN LQ July, Independents Week gives communities a campaign to celebrate the entrepreneurial spirit and freedom embodied in independent businesses. Resources are available at amiba.net under the “Buy Local Campaignsâ€? tab.

Shift Your Shopping The Shift Your Shopping campaign engages local business organizations across the U.S. and Canada, encouraging residents to take job creation and economic concerns into their own hands by strengthening their own local economies. Find open-source tools for this grassroots campaign at shiftyourshopping.org. ASTRA

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13

MONEY Matters

On the Road Again Tips for Reps from Reps by Sue WarďŹ eld, director of member relations

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oad warriors, feet on the ground, eyes and ears of the marketplace ‌ toy sales representatives have heard all of the nicknames. When January hits, Willie Nelson’s lyrics to his KLW Âł2Q WKH 5RDG $JDLQ´ DUH GHÂżQLWHO\ DSURSRV IRU WKH OLIH RI D UHS These die-hard, sample-and-catalog-toting, pack-the-carDQG KHDG RXW VDOHV UHSV ÂżQG WKDW IURP -DQXDU\ WKURXJK 0DUFK WKHLU PDLQ RIÂżFH LV WKHLU FDU %HLQJ DV SUHSDUHG DQG RUJDQL]HG DV possible when the new year starts makes all the difference, not only in their success but also in the overall enjoyment of the job. :KDW KHOSV" /LOOLDQ 'DYLV RI 'LYHUVH 0DUNHWLQJ RIIHUV WKHVH tips. • Try to get as many catalogs as possible priced before appointments. • Highlight the pages of the catalog with “newâ€? products. • &DOO HDUO\ LQ WKH QHZ \HDU WR VHW XS DSSRLQWPHQWV 3ULRULWL]H your schedule. • +DYH DOO VSHFLDOV DW \RXU ÂżQJHUWLSV • Have samples pre-priced to help the buyer make quick decisions. • Keep a list of vendors who have price increases. $V IRU NHHSLQJ KHU VDPSOHV RUJDQL]HG IRU HDFK DSSRLQWPHQW Lillian says, “I keep a checklist that has the vendors down the left side and retailers along the top. I check off which samples I took on each appointment. That way I know what they’ve seen and have yet to see. I also keep short notes on their reactions to a new line or new products so that I can see at a glance if I should circle back later in the year.â€? (ULQ *ULIÂżQ 3ULQFLSDO RI WKH (ULQ *ULIÂżQ *URXS VKDUHV WKHVH insights. Âł0\ WHDP FRYHUV WKH 0RXQWDLQ 6WDWHV , SHUVRQDOO\ FRYHU &RORUDGR :\RPLQJ DQG 0RQWDQD 7KH ÂżUVW TXDUWHU ZH VSHQG ORWV of time on the road helping our retailers get great product back on their shelves after a successful holiday season. Our job is to UHVWRFN H[LVWLQJ 6.8V DV ZHOO DV JHW QHZ LQWURGXFWLRQV RUGHUHG with our existing lines. And our retailers want to know what’s new that we have added. 7R PD[LPL]H RXU WLPH ZH QHHG WR EH VXSHU RUJDQL]HG :H have our specials and line list ready to go, updating specials constantly. We have our catalogs priced. We appreciate our

14 January 2017 • astratoy.org

manufacturerss who have new catalogs and price lists in our hands. I like to have copies of top sellers from the prior year, and the list of discontinued continued items. When I meet with a retailer I personally like to print a report IURP %URNHU)RUFH RXU RUGHU VRIWZDUH WKDW VKRZV E\ YHQGRU )RUFH RXU RUGHU VRIWZDUH WKDW VKRZV E\ YHQGRU the items that retailer ordered the prior year. It shows quantity RUGHUHG DQG KRZ PDQ\ WLPHV HDFK 6.8 ZDV UHRUGHUHG ,WÂśV QRW D perfect system, but sure helps getting reorders. We do eblasts to our retailers via Constant Contact. I really try to have everything in these eblasts so a retailer can go back to it as a resource. We include links to catalogs, current price lists, credit app if required, and I add links to social media for the particular vendor ,QVWDJUDP )DFHERRN :H DUH ORRNLQJ IRUZDUG WR D JUHDW ÂżUVW TXDUWHU DQG VHHLQJ HYHU\RQH DW 7R\ )DLU ´ :KHQ VKHÂśV RQ WKH URDG (ULQ SRVWV RQ KHU )DFHERRN SDJH and not only highlights her retailers, but also spreads the “shop localâ€? message. Here’s one of her latest posts, in support of one RI KHU UHWDLOHUV DQG 1HLJKERUKRRG 7R\ 6WRUH 'D\ Now I’m at Beyond the Blackboard in Southlands. They also have a location in Arvada. Busy day here with 20% off everything – today only – to celebrate Neighborhood Toy Store Day. Jacque Schilmoeller Killian, Carah Killian, and Jean Schilmoeller Boylan and their team are ready for you. Free gift wrap (and they add a jingle bell to each package.) #shoplocal #NTSD16 Photos that she takes are included in her posts. The expressions on the faces of both Erin and her customers shout volumes of how strong a relationship she has built over the years. )RU DOO RI WKH URDG UHSV RXW WKHUH ERWK YHWHUDQV DQG WKRVH MXVW getting started, it’s often these seemingly “little thingsâ€? that can make a huge difference in your success. Planning and paying individual attention to your customers pays off – for both sides. Your retailers become your friends as well as your business. Do it right and you’ll be singing Willie’s song.

On the road again, Just can’t wait to get on the road again, The life I love is making music with my friends, And I can’t wait to get on the road again.

ASTRA

MONEY Matters

The Check is in the Mail

W

hen vendors extend terms to their customers, they do so in good faith that those bills will be paid on time. But what happens if they aren’t? Ron Solomon, president of the Creditors Network, found in a recent survey that an average of 29.1 percent of specialty toy retailers go overdue on bills. Of 28 ASTRA vendors who UHVSRQGHG HVWLPDWHG XS WR SHUFHQW RI UHWDLOHUV SD\ ODWH ¿YH said that number was more than 50 percent. 7KH UHDVRQV YDU\ EXW LQVXI¿FLHQW FDVK ÀRZ DQG VORZ business is the top reason. Invoices lost or never received and UHWDLOHUVœ RYHUVLJKW ¿OOHG RXW WKH WRS WKUHH FDXVHV ,Q VRPH instances, retailers want credit for damaged goods, their accounts payable information is wrong, or there’s been a move or miscommunication. Other times it’s a change in the accounting staff, the store is out of business, or a retailer short pays because something was damaged or missing and the retailer neglects to tell the vendor about it. Communication is key to getting bills paid, and it works both ways.

16 January 2017 • astratoy.org

“Communicate!â€? commented one vendor. “Don’t ignore phone calls, emails and voicemails. If you tell us you are having problems, we can work together to pay off a little at a time. Not being a good partner will lead to us not wanting to partner with you. We get it. We KDYH ELOOV WR SD\ WRR $QG VRPH PRQWKV DUH GHÂżQLWHO\ KDUGHU WR GR that. But if we work together, a little at a time, it’ll all work out.â€? The majority of vendors would be amenable to setting up payment plans, Solomon found. Others recommended merchants pay with credit cards, while a few have zero tolerance and will submit merchants to collections if they are late. Ameen Khwaja, writing for Entrepreneur (“Overdue! How to Collect From Tardy Customers,â€? April 5, 2010) offered negotiation tips for anyone trying to collect money. • Understand the negotiation process. Know the billing, credit approval and payment processes. • Focus on a win-win situation, when both parties feel they EHQHÂżWHG /RRN IRU RSSRUWXQLWLHV WR KHOS FXVWRPHUV VROYH problems. • Be patient. Take time to gather information before contacting customers, and think carefully about possible solutions. • %H FRQÂżGHQW Âą QRW DUURJDQW RU UXGH EXW FRQÂżGHQW LQ \RXU ability to reach a win-win agreement. • Develop your listening skills. Sometimes just being quiet and listening longer will garner the information that will help get the matter resolved. “For the most part, vendors seem to employ long periods of dunning efforts before escalating late pays,â€? Solomon said, referring to the process of communicating with customers to collect accounts receivable. This includes remailing, faxing and emailing invoice copies, sending statements, calling, employing the help of sales reps, holding orders until past due invoices are paid, revoking terms for future orders, and submitting accounts to third-party collections. In a 2009 article, Solomon said 100 percent of Creditors Network members (then called The Credit Collective) agreed they would be more patient and understanding if the retailer communicates with them candidly and works to create a payment plan. Other suggestions included the following. • Call before you’re late to work out extended terms. • Cancel back orders until existing inventory is paid for. • Pay with credit card. • Place smaller, more frequent orders. • 5HGXFH RYHUKHDG XQWLO ÂżQDQFLDO FRQGLWLRQV LPSURYH • Return unsold product. • Seek help from the vendor in merchandising product for better sell-through. By working together and communicating, ASTRA members on both sides of credit can maintain healthy business ASTRA relationships and bottom lines.

Retailers to Vendors

Don’t Make it Hard to Give You Money

“I

have had a long-standing policy/ mantra in my business which is ‘Never make it hard for people to give you money,’â€? began a discussion on ASTRA Connect last fall. Janet Gregory of Over the Rainbow Toys in Anchorage went on: “I would like to suggest to manufacturers to consider their policies and procedures with respect to making it easier for retailers to give them money. You want to get paid, right? At the end of the day, that is one of the most important parts of our relationship. Sure, we want great products and terms and communication and play value and all that, but if no one is paying for it ... well, it all falls apart, doesn’t it?â€? Gregory listed some tips to vendors that would help retailers get them paid HIÂżFLHQWO\ 2WKHU UHWDLOHUV FKLPHG LQ Here are their ideas. • A readable font size on invoices. • A well-organized invoice, where the relevant information can be found quickly: invoice number, customer number, purchase order number, terms, and due date. • The “remit toâ€? address prominently at the top of the invoice. • If a third party is handling the billing, it should be clear from which company the merchandise comes and to which address the bill should go.

• •

•

•

•

•

• •

•

Special terms for discounts and freight clearly indicated. Contact information on each and every piece of mail, email and faxes, including invoices, packing slips and statements. Customer service emails, since time zones vary and phone calls from one time zone don’t always work with RI¿FH KRXUV LQ DQRWKHU A general email, such as customerservice@‌, rather than a VSHFL¿F SHUVRQ ZKR PD\ KDYH OHIW the company or gone on vacation. On emailed invoices, company LGHQWL¿FDWLRQ LQ WKH VXEMHFW OLQH DQG WKH PHVVDJH QRW MXVW WKH QDPH RI the person who sent it, with contact information in the message. Monthly statements are a gentle reminder that helps retailers keep due dates and back orders straight. If retailers have a direct accounts payable email address, use it. Keep credit card information on ¿OH ZKHQ UHTXHVWHG VR LQYRLFHV DUH automatically charged to the card. Don’t use the invoice as a packing slip so it is clear that it’s an invoice. Label invoices as invoices and packing slips as packing slips. Send invoices separately from the ASTRA shipment.

astratoy.org • January 2017

17

TOY Stories

Understanding the Other Side:

Listen and Learn

by Sue WarďŹ eld, director of member relations

A

s an industry, we have three separate, yet completely interdependent member groups – retailers, manufacturers, and sales representatives. Every day we interact with each other and rely on the other, automatically assuming that what each needs and wants is both obvious and easily achievable. When it isn’t, there can be frustration. At the September ASTRA board meeting, board leaders discussed many of the issues facing our industry during round-table discussions. In addition to coming up with positive ideas for moving our association and our members forward, there were multiple “aha� moments as various participants were heard saying, “I had no idea you had to do that,� or “Now I understand why you can’t do that.� What was discovered in the discussions were some misperceptions about the reason for certain actions and that despite our different perspectives, we are all focused on making sure we have viable business now and in the future. So how do we change those misperceptions? We begin by opening up the discussion and learning about the underlying explanations for the actions taken. With the show season upon us, we asked board members to share some of their insights on the following subjects.

Shows and Order Writing Retailers: Do you write orders at shows? Why or why not?

Ann Kienzle, *play, in Chicago, Illinois and board chair: Sometimes. I don’t write big orders at the show. I’ll write if they have a special or when I open with new vendors.

Gwen Ottenberg, Imagine That Toys, Wichita, Kansas: 8VXDOO\ , GR QRW DV LW FDQ WDNH D ORW RI P\ WLPH RQ WKH VKRZ ÀRRU I may take a catalog and price list back to my room and write an order at night to turn in the following day. However, if the line is small and new to me, I might write an order at the booth. If I have a sales rep for a particular line, I do not write at the shows. I either work with them ahead of time and come with an order in hand or I will write the order with my rep when they visit me next. I use the January shows to get my bearings for the year. I do not write orders at shows if one of my sales reps has the line and is

not represented at the show, as I know that the credit for the order does not go to him or her. My sales reps work with me all year and I feel they need the credit for all the orders for their lines.

Michelle Sahr, Off the Wagon, Kent, Ohio: Yes, I write at shows. Why? 1. Discounts. 2. Top of mind and hands-on ability to assess products. 3. Input from the manufacturer is helpful in making decisions on what to carry.

Todd Andersen, Hub Hobby, RichďŹ eld, Minnesota: Yes. A lot of them! I like to write orders at shows for a number of reasons. 1. I’m excited about what I have seen and want to get it into the stores as quickly as possible. If I wait until I get back I get delayed and after seeing so many new products it is hard to remember the details. I also don’t want to lug all the new catalogs back with me. 2. Oftentimes the best deals are at shows, and if submitting right there at the show I can sometimes get even better deals through negotiating. 3. I know that the vendors appreciate the orders being turned in at the show, and I want the show to be a success for them so that they will return. I also enjoy the face-to-face contact. Manufacturers: Do you feel that the number of orders you get at a show really makes or breaks your feeling of success at that show? Why or why not?

Damien Crocker, The Orb Factory: Orders turned in at a VKRZ GH¿QLWHO\ SOD\ D IDFWRU EXW ZH WU\ WR PHDVXUH WKH VKRZ by including orders turned in slightly before and after the actual event. Over time, should we see consistently slow sales at a particular show, we would reconsider our involvement. That being said, some of the most important factors that dictate the viability of a show are the intangibles – getting to meet with and spend time with our customers. Shows also give us an opportunity to measure the industry. What are people saying about their business? (continued on page 20)

18 January 2017 • astratoy.org

(“Listen and Learn” continued from page 18)

Dee Farrell, Neat-Oh! International: +LJK WUDI¿F DQG D EXV\ ERRWK DUH WKH EDVH PDUNHUV IRU D VXFFHVVIXO VKRZ IRU 1HDW 2K %RRWK ORFDWLRQ FDQ VRPHWLPHV LQÀXHQFH WKDW KRZHYHU :KHQ D VKRZ LV DQ ³RUGHU ZULWLQJ´ VKRZ ZH KDYH KLVWRULFDO PHDVXUHPHQWV DJDLQVW ZKLFK ZH EHQFKPDUN )DFWRUV WKDW FRPH LQWR SOD\ DOVR LQFOXGH • KRZ PDQ\ QHZ SURGXFWV DUH ZH ODXQFKLQJ • KRZ KLJK RXU DYHUDJH SULFH LV • WKH VWUDWHJLF YDOXH RI WKH FXVWRPHUV ZH PHHW $UH WKHVH FXVWRPHUV LQÀXHQFHUV LQ WKH LQGXVWU\ RU LV LW D FXVWRPHU ZKR ZLOO SODFH D ODUJH RUGHU" 5HFHLYLQJ KHOSIXO LQSXW RQ H[LVWLQJ DQG SUHYLHZ SURGXFWV FDQ DOVR GULYH XS WKH IHHOLQJ RI VXFFHVV RI WKH VKRZ 5HWDLOHUV ZKR LQYHVW WLPH WR ³KHOS XV FUHDWH´ SURGXFWV KHOSV 1HDW 2K WUHPHQGRXVO\ 7KHUH DUH D ORW RI VRIW PHDVXUHV IRU VKRZV DQG ZH OLNH WR ORRN DW DOO RI WKHP +RZHYHU D VKRZ ZLWKRXW D JRRG DPRXQW RI IRRW WUDI¿F ZLOO SUREDEO\ QRW EH D VKRZ ZH UHWXUQ WR DJDLQ Sales Representatives: What are the pros and cons from your point of view for customers writing at shows (both if you are writing with them or you are not at gift shows and Toy Fair)?

Christine Blumberg, Roberts Blumberg Giacobbe: ,I ZH KDG WKH WLPH DW D VKRZ ZH ZRXOG ZDQW WR WDNH HYHU\ FXVWRPHU WR HYHU\ ERRWK DQG ZULWH RUGHUV $ ERRWK FDQ WUXO\ VKRZFDVH WKH HQWLUH OLQH 7KH GRZQVLGH WR DFFRXQWV ZULWLQJ ZLWKRXW WKHLU UHS LV WKDW PDQXIDFWXUHUV PD\ QRW JLYH FUHGLW WR WKH UHS IRU WKH RUGHU LI WKH UHS LV QRW ZLWK WKH FXVWRPHU VR QR FRPPLVVLRQV :H KHOS ³GULYH´ WKH DFFRXQWV LQWR WKH ERRWK E\ WDONLQJ WR RXU DFFRXQWV HPDLOLQJ WKHP GHDOV DQG WDONLQJ DERXW HYHQWV LQ WKH ERRWK ,W LV IUXVWUDWLQJ QRW WR JHW FUHGLW IRU RXU ZRUN MXVW EHFDXVH ZH DUHQ¶W ULJKW WKHUH ZLWK WKH FXVWRPHU

Nicole Bortnick, BGN Sales Group: 7KH UHDOLW\ RI RXU LQGXVWU\ LV WKDW UHWDLOHUV GR SODQ WKHLU EX\LQJ QHHGV DURXQG XSFRPLQJ VKRZV DQG VKRZ SURPRWLRQV VR ZULWLQJ DW D VKRZ LV H[SHFWHG :KDW ZRXOG PDNH WKH SURFHVV ZRUN PRUH HI¿FLHQWO\ IRU DOO SDUWLHV LV LI UHSV FRXOG UHFHLYH LQIRUPDWLRQ RQ VKRZ VSHFLDOV LQ DGYDQFH VR ZH FRXOG ZRUN ZLWK RXU FXVWRPHUV WR SUHSDUH DQ LQLWLDO RUGHU IRU WKHP WR WDNH WR WKH VKRZ 7KLV ZRXOG DOORZ WKHP WR UHYLHZ DQG DOWHU WKH RUGHU DW WKH VKRZ 7KHUH DUH QRZ VR PDQ\ VKRZV DQG LW LV QRW ¿VFDOO\ RU SK\VLFDOO\ SRVVLEOH IRU UHSV WR DWWHQG DOO RI WKHP )RU UHJLRQDO VKRZV ZKHQ RXU PDQXIDFWXUHUV¶ OLQHV DUH VKRZQ LQ DQRWKHU UHS JURXS¶V VKRZURRP WKH ORFDO UHS LV QRW DEOH WR ZRUN ZLWK WKHP DW WKDW VKRZ WKDW LV DZD\ IURP WKHLU WHUULWRU\ 5HSV GRQ¶W DOZD\V UHFHLYH FRSLHV IRU WKH RUGHUV SODFHG DQG LQ VRPH ZRUVW FDVH VFHQDULRV QR FRPPLVVLRQV IURP VKRZV RU VKRZURRPV RXWVLGH WKH WHUULWRU\ DUH JLYHQ 5HSV EHLQJ SURYLGHG ZLWK FRSLHV RI RUGHUV SODFHG DW VKRZV ZRXOG UHLQIRUFH UHS LQYROYHPHQW IRU UHRUGHU VXSSRUW 2Q WKH ÀLS VLGH , ZDQW DQG QHHG P\ UHWDLOHUV WR EX\ IURP

DQG VXSSRUW P\ PDQXIDFWXUHUV DW VKRZV (YHQ PRUH SRVLWLYH LV ZKHQ P\ UHWDLOHUV FDQ VD\ WR D PDQXIDFWXUHU ³<HV , ZRUN ZLWK 1LFROH RQ \RXU OLQH ´ 7KDW YHUEDO VXSSRUW LV SULFHOHVV WR D UHS

Making Appointments with Reps at Shows Retailers: Do you want to? Why or why not?

Ann Kienzle: , DOZD\V RIIHU P\ UHSV RQH GD\ RI P\ WLPH %XW , SUHIHU WR IRFXV P\ WLPH RQ H[SORULQJ E\ P\VHOI DQG KHDULQJ GLUHFW IURP WKH PDQXIDFWXUHUV $OVR ORJLVWLFDOO\ DW 7R\ )DLU LW¶V D QLJKWPDUH WR EH GUDJJHG IURP ERRWK WR ERRWK

Gwen Ottenberg: $W 7R\ )DLU , VFKHGXOH YHU\ OLPLWHG DSSRLQWPHQWV DQG W\SLFDOO\ LW LV RQO\ WKH PDQXIDFWXUHUV WKDW IRUFH \RX WR ZDON WKURXJK ZLWK \RXU VDOHV UHS 0DWWHO )LVKHU 3ULFH /(*2 6SLQ 0DVWHU &UD\ROD +RZHYHU P\ VDOHV UHSV DQG , ZLOO WDON RU WH[W WKURXJKRXW 7R\ )DLU LI WKHUH LV VRPHWKLQJ WKDW , VKRXOG VHH RU LI WKH\ EHOLHYH WKH\ DUH SLFNLQJ XS D OLQH WKDW WKH\ ZDQW PH WR KDYH D UHIHUHQFH IRU ZKHQ ZH PHHW EDFN DW P\ RI¿FH )RU $675$¶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ichelle Sahr: 0RVWO\ , GR QRW ZDQW WR PDNH DSSRLQWPHQWV ZLWK UHSV DW VKRZV , XVXDOO\ KDYH D ORW WR JHW GRQH DQG WDNLQJ WLPH RXW WR ZHDYH DURXQG WKH VKRZ WR GLIIHUHQW ERRWKV LV QRW DQ HI¿FLHQW XVH RI P\ WLPH ,I , GR PDNH DSSRLQWPHQWV LW LV XVXDOO\ RQO\ WR VHH D VLQJOH OLQH ZLWK D UHS Todd Andersen: 7KLV RQH LV QRW TXLWH DV FXW DQG GULHG )RU WKH PRVW SDUW WKH DQVZHU LV QR 1RW EHFDXVH , GRQ¶W ZDQW WR ZRUN ZLWK WKH UHSV EXW SULPDULO\ EHFDXVH DW VKRZV , DP RXW WR GLVFRYHU QHZ OLQHV WKDW XVXDOO\ DUHQ¶W EHLQJ UHSSHG \HW , KDYH H[FHOOHQW UHSV DQG ZH KDYH D ORFDO PDUNHWSODFH VR , VHH P\ UHSV RQ D UHJXODU EDVLV :KHWKHU LW LV DW WKH VKRZV YLD HPDLO RU LQ SHUVRQ YLVLWV P\ UHSV GR D JUHDW MRE RI NHHSLQJ PH LQIRUPHG 7KDW EHLQJ VDLG VRPHWLPHV LW KDV EHHQ LPSRUWDQW IRU P\ UHS WKDW ZH PHHW DW D SDUWLFXODU YHQGRU DQG , DP DOZD\V KDSS\ WR GR WKDW 2I FRXUVH WKHUH DUH DOVR D IHZ YHQGRUV ZKHUH \RX KDYH WR EH ZLWK D UHS LQ RUGHU WR VHH WKH QHZ SURGXFW Manufacturers: How important is it to you for retailers to have appointments?

Damien Crocker: :H¶YH IRXQG WKDW DSSRLQWPHQWV DUH QRW QHFHVVDU\ DW HYHU\ VKRZ )RU LQVWDQFH ZH KDYHQ¶W IRXQG WKHP WR EH QHFHVVDU\ DW $675$¶V 0DUNHWSODFH +RZHYHU LI (continued on page 22)

20 January 2017 • astratoy.org

(“Listen and Learn” continued from page 20)

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Freight Deals and Specials

Dee Farrell: 7KLV YDULHV E\ VKRZ $W 7R\ )DLU DQG $675$¶V

Gwen Ottenberg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¿FXOW LW LV WR ZULWH WKH RUGHU , SUHIHU IUHLJKW GLVFRXQWV RYHU SHUFHQWDJH GLVFRXQWV LI , KDG WR FKRRVH

0DUNHWSODFH DSSRLQWPHQWV ZLWK $675$ PHPEHUV KDYH QRW EHHQ LPSRUWDQW IRU XV WR KDYH D VXFFHVVIXO VKRZ $W D VKRZ OLNH WKH 'DOODV )DOO 7R\ 3UHYLHZ ZKHUH WKHUH LV QR FRQWLJXRXV ÀRRU SODQ DQG ZKHUH DSSRLQWPHQWV DUH WKH QRUP ZH PDNH DSSRLQWPHQWV PRQWKV SULRU WR WKH VKRZ GDWHV DQG WKHVH DUH YHU\ LPSRUWDQW $QG \HV PDQ\ RI WKRVH DUH ZLWK $675$ PHPEHUV ,I D VKRZ LV JHQHUDOO\ DSSRLQWPHQW RQO\ DWWHQGHHV TXLFNO\ UHDOL]H WKDW DSSRLQWPHQWV DUH WKH EHVW ZD\ WR HQVXUH WLPH WR PHHW ZLWK FRPSDQLHV WKH\ ZDQW WR VHH Sales Representatives: Is this a problem with retailers? With manufacturers? How do you handle it?

Christine Blumberg: 6KRZV DUH QRW ORQJ HQRXJK WR VHH HYHU\ PDQXIDFWXUHU DQG ZDON ZLWK HYHU\ DFFRXQW 5HWDLOHUV FDQQRW ZDON ZLWK HYHU\ UHS LQ WKHLU WHUULWRU\ DQG VHH DOO RI WKH OLQHV WKH UHSV ZDQW WKHP WR VHH $GGLWLRQDOO\ WKH UHWDLOHUV ZDQW WR ZDON E\ WKHPVHOYHV ZLWKRXW UHSV LQ KRSHV RI ¿QGLQJ QHZ OLQHV 5HWDLOHUV IHHO OLNH WKH\ ZDVWH D ORW RI WLPH ³MXPSLQJ´ IURP DLVOH WR DLVOH ZDONLQJ ZLWK UHSV YHUVXV ZDONLQJ LQ D OLQHDU IDVKLRQ ± URZ URZ URZ ± WR PD[LPL]H WLPH :H DV UHSV WU\ WR VHH DOO RI RXU PDQXIDFWXUHUV DW D VKRZ 0DQ\ RI RXU FRPSHWLWRUV KDYH EHFRPH VR ODUJH PHDQLQJ WKH\ KDYH SURGXFW OLQHV WKH\ VLPSO\ FDQ¶W VHH HYHU\ PDQXIDFWXUHU 7KLV LV D SUREOHP IRU ERWK WKH PDQXIDFWXUHU DQG WKH UHSV 7KH PDQXIDFWXUHUV IHHO OLNH WKH\ DUH QRW JHWWLQJ DPSOH WLPH LQ IURQW RI WKHLU VDOHV UHSV VR WKDW WKH\ XQGHUVWDQG WKH OLQH PRUH IXOO\ $QG UHSV DUH QRW OHDUQLQJ WKH SURGXFW OLQH LWV QXDQFHV DQG GHDOV WR VHOO WKH OLQH PRVW HIIHFWLYHO\

Nicole Bortnick: , JHW LW $ UHWDLOHU¶V PLVVLRQ DW D VKRZ LV WR ZULWH RUGHUV QHWZRUN DQG ¿QG WKDW ³KLGGHQ JHP´ RI DQ LWHP $V D UHS , KDYH WULHG WR FKDQJH WKH ZD\ , ZRUN ZLWK P\ EX\HUV 5DWKHU WKDQ PRQRSROL]LQJ WKHLU YDOXDEOH VKRZ ÀRRU WLPH , PHHW ZLWK DQG SUHS P\ UHWDLOHUV LQ DGYDQFH SURYLGLQJ WKHP ZLWK VKRZ SURPRV ERRWK QXPEHUV D UHYLHZ RI FXUUHQW LQYHQWRU\ QHHGV DQG ³TXRWDWLRQ RUGHUV´ ,¶YH SUHSSHG 0\ PLVVLRQ LV WR JLYH P\ UHWDLOHUV WKH WRROV VR WKH\ FDQ ZDON LQWR D PDQXIDFWXUHU¶V ERRWK ZLWK RU ZLWKRXW PH LQIRUPHG VR WKH\ FDQ IRFXV WKHLU HQHUJ\ RQ UHYLHZLQJ QHZ LWHPV $V D UHS LW LV D KDUG OLQH WR ZDON EHWZHHQ PDNLQJ ERRWK WLPH DSSRLQWPHQWV DQG UHVSHFWLQJ WKH UHWDLOHUV¶ VKRZ WLPH 0\ JRDO LV WR JHW WKH UHWDLOHUV WR WKH ERRWK EXW DW WKHLU FRQYHQLHQFH , DP D WH[W RU FDOO DZD\ WR UXQ RYHU DQG PHHW WKHP LI , DP QRW ZLWK DQRWKHU FXVWRPHU , ZDQW WR EHOLHYH WKDW WKH PDQXIDFWXUHUV UHFRJQL]H WKH YDOXH RI D UHWDLOHU HQWHULQJ WKHLU ERRWK ZLWK D SUH ZULWWHQ RUGHU DQG DVNLQJ ³6KRZ PH ZKDW¶V QHZ ´

Retailers: How important are these to you? What is most important — freight or specials?

Ann Kienzle: ,W¶V LPSRUWDQW )UHLJKW WR PH DQG WKHQ GDWLQJ &DVK ÀRZ VWLQNV DW FHUWDLQ WLPHV RI WKH \HDU )UHLJKW LV DOZD\V OLNH ZDVWHG PRQH\ WR PH

Michelle Sahr: )UHLJKW LV ZKDW , DOZD\V ORRN IRU EXW D VSHFLDO FDQ EH JRRG LI LW KHOSV PH WR SD\ IRU WKH IUHLJKW %HLQJ D VPDOO VWRUH , FDQ¶W DOZD\V SODFH KXJH RUGHUV DQG RIWHQ DW VKRZV WKH IUHLJKW VSHFLDO LV ORZHU WKDQ WKH HYHU\GD\ IUHLJKW OHYHO 6LQFH UHWDLOHUV PDNH RU EUHDN LW LQ WKH VPDOO PDUJLQV SHUFHQW W\SLFDO IUHLJKW DPRXQW LV WKH PDNH RU EUHDN QXPEHU LQ P\ PLQG 6DYLQJ SHUFHQW LV OLNH DJUHHLQJ WR SD\ P\VHOI D IDLU ZDJH DW WKH HQG RI WKH \HDU Todd Andersen: )UHLJKW GHDOV DQG VSHFLDOV DUH YHU\ LPSRUWDQW DQG YHU\ PXFK DSSUHFLDWHG 7KHUH LV PDUJLQ SUHVVXUH HYHU\ZKHUH IRU HYHU\RQH 7KLV LV HVSHFLDOO\ WUXH IRU P\ VWRUHV DV ZH DOVR GHDO LQ KREE\ SURGXFWV ZKHUH PDUJLQV DUH VPDOO WR EHJLQ ZLWK )UHLJKW LV WKH PRVW LPSRUWDQW DV LW XVXDOO\ ZLOO PHHW RU H[FHHG DQ\ GLVFRXQW RIIHUHG 1H[W ZRXOG EH DGGLWLRQDO GLVFRXQWV )RU XV H[WHQGHG GDWLQJ LV WKH OHDVW YDOXDEOH Manufacturers: What can you offer and why not more? How costly are these offers?

Damien Crocker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

Dee Farrell: $W 1HDW 2K :H KDYH OHDUQHG WR RIIHU SURPRWLRQV RQ RXU PRVW VXFFHVVIXO LWHPV WR GULYH VXFFHVV HYHQ PRUH 0DQ\ FXVWRPHUV KDYH SUHIHUHQFHV ± VRPH ZDQW IUHLJKW VRPH ZDQW GLVFRXQWV VRPH ZDQW WHUPV VRPH ZDQW DOO RI WKHVH WKLQJV (continued on page 24)

22 January 2017 • astratoy.org

The card

FLINGING, tree

TOPPLING game!

Leap like a leopard, fly blindly like a bat or slither like a snake, to place your cards on the growing tree canopy – but don’t let the treetop TOPPLE!

Ask sk for your yo

FREE FR R

wooden wo display! disp

blueorangegames.com | (415) 252-0372

(“Listen and Learn� continued from page 22)

Our reps have told us to keep things simple. Too many different promotions and offerings going on at once make it hard on everyone. Imagine – an ASTRA special, a TGTG special, a day-in-day-out freight special on top of a show special! It turns into a big mess fast. We generally offer our everyday freight specials unchanged. We sometimes have an additional product discount or other offering to generate excitement at a show. Sales Representatives: Do deals and specials make a difference to your bottom line?

Christine Blumberg: Yes, freight deals and specials are expected for our retailers. Retailers will buy a certain line over another based on freight, discounts and dating. Because rates have become so high with the new freight matrix (dimensional pricing), freight is a big issue. Retailers in our region would rather have free freight versus a discount. Freight tends to be higher than the discount, so it is a better deal. This is not true of all accounts, but we do have accounts who will not consider a line if there is no free freight.

Friendly Loom™ Products

Needlepoint Coaster Kit

Traditional Potholder Kit

Fish Rug Hooking Kit

LapLoom Kit

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

24 January 2017 • astratoy.org

Fax: 603-827-3335

Nicole Bortnick: When I sit down with a retailer and present a manufacturer’s line, , NQRZ WKDW RQH RI WKH ÂżUVW TXHVWLRQV LV “What is the FFA level?â€? or “What is their current terms program?â€? I also know there is a higher chance of that manufacturer’s catalog landing in the retailer’s “maybe laterâ€? pile if there isn’t an everyday IUHLJKW OHYHO RU TXDUWHUO\ SURPRWLRQ WR work towards. As for discounts and a rep’s commission? It is my job to get that order for the manufacturer and provide service to my retailer. I am willing to negotiate extra discounts or shipping deals outside normal terms with the understanding that it can affect my bottom line. It is all in the FRVW YHUVXV EHQHÂżW , DP OXFN\ WR KDYH D solid group of manufacturers who don’t chip away at my percentage when regular promotions are offered. This is something that we, as a rep group, negotiate when we sign on with a manufacturer. But – that gray area is ever changing! ASTRA

A new family of fuzzy friends with furs of amazing so ness.

Visit us at Toy Fair 2017 Booth 2203 TO ORDER: Customercare@Juratoysus.com PH: 301.895.4782 • FX: 301.895.5029

TOY Stories

Neighborhood Toy Store Day

A

STRA retailers all across North America celebrated the seventh annual Neighborhood Toy Store Day on Saturday, November 12. Events included gift basket drawings, visits from Santa and superheros, giveaways, face painting, game tournaments, toy & food drives and more, with many reporting that customers expressed their gratitude through letters and emails following the event. Retailers who saw an increase in sales on Neighborhood Toy Store Day reported an average 31% increase in sales on Neighborhood Toy Store Day, with increases ranging from 5% to 349%. Char-

G. Willikers! Toy Shop Portsmouth, New Hampshire

Photo by Bob Breneman

Kazoodles

Vancouver, Washington

itable donations made by ASTRA retailers on Neighborhood Toy Store Day averaged $500, EHQHÂżWLQJ ORFDO FRPPXQLW\ RUJDQL]DWLRQV A very special thank you to all of the Neighborhood Toy Store Day Supporting Partner manufacturers who provided product VSHFLDOV JLYHDZD\V DQG DFWLYLW\ NLWV 7KDQN \RX DOVR WR WKH DPD]LQJ support of the sales representatives who came out to gift wrap, lead activity stations and cheer retailers on! Save the date: Neighborhood Toy Store Day 2017 will be held on Saturday, November 11.

Bright Idea Toys Town and County, Missouri

Photo by Nancy Dark

Photos by Mary Sisson

MudPuddles Toys & Books Sherwood, Oregon

26 January 2017 • astratoy.org

Photo by Kate Noreen

(continued on page 28)

Visit us at Toy Fair 2017 Booth 2203 TO ORDER:

orders@alexbrandsnj.com P: 800-666-ALEX F: 973-287-0774

(“Neighborhood Toy Store Day” continued from page 26)

Toy Haus

Monroe, Wisconsin Photo taken by Andy Hill

Wonder Works Charleston, South Carolina

Photos taken by Ellie Lee

Mary Arnold Toys Photos taken by Judy Ishayik New York, New York

TOY Stories

Small-Town Store Piques

Imagination W

hen customers enter Imagination Emporium in tiny Camilla, Georgia, they often say, “Wow! I feel like I just stepped back in time!â€? And they did. Many features of the original 1907 building still exist, including WKH KDUGZRRG Ă€RRUV $Q HQWLUH ZDOO RI shelves is constructed in “general storeâ€? style, complete with a sliding library ladder. Across the 3,000-square-foot store are shelves and cabinets built in 1906 for City Jewelry, which are instantly recognized by locals. “They have their own history, which lends itself well to my store,â€? said Anna Lee, owner of Imagination Emporium, which opened in July 2015. “And I keep saying ‘store,’ but it’s much more than that. The second you walk in, you realize this isn’t just a place to shop, it’s a place to experience! “With the towering ceiling painted blue as the sky with 3-D clouds hanging from it, and planes and kites and hot air balloons suspended to look as if they’re soaring through the sky, and the giant, very real looking tree that seems to just sprout ULJKW RXW RI WKH SOXV \HDU ROG Ă€RRU you instantly become aware you have just stumbled upon something unique.â€? Stumbling upon Imagination Emporium, though, is likely to take some pre-planning. Camilla, population 5,500, is the largest town in its county and the county seat. “Camilla is not on the beaten path,â€? said Laurie Ford, Georgia territory manager in the toy division of Diverse 0DUNHWLQJ Âł,W LV ÂżYH KRXUV IURP $WODQWD

30 January 2017 • astratoy.org

and two hours off an interstate! ,W LV LQ WKH PLGGOH RI ÂżHOGV DQG pecan trees. What I found was amazing! The moment I walked in I knew this had to be Anna’s dream realized.â€? And it was. “I tell everyone that this store existed in my head long before I was able to physically make it happen,â€? Anna said. “It was a dream, and now I am living my dream!â€? Nothing about Camilla makes it an ideal place for a toy store, she said. “As a matter of fact, on paper, it is entirely the wrong place to open a store such as this. But it is home. This is where I was born and raised. It’s a very tight-knit community where we’ve all known each other our entire lives, so in my mind, there was nowhere else I wanted to open my dream store.â€? The response from the local community and surrounding areas has been extremely supportive. A local TV station with a huge viewing area, all the way to Alabama and Florida, helped Anna put together an advertising campaign that has been money well spent. Customers drive for two hours just to come to her store. She started a Birthday Club on day RQH 3DUHQWV ÂżOO RXW D IRUP DQG VKH enters that information into her calendar, which sends her a reminder to send the parents a reminder to come in and create the child’s wish list. They can pick up complimentary cards to send in party invitations to notify people that their

Anna Lee, owner of The Imagination Emporium

children are registered at her store. And the week of the child’s birthday, she VHQGV D FDUG ZLWK D JLIW FHUWLÂżFDWH A large board in the store displays all the birthday kids’ names for the month. With a career in agriculture ranging from pecan processing to the University of Georgia Extension Service, Anna says she always felt there had to be something more. Âł(YHU\RQH WKRXJKW , ZDV FUD]\ DW ÂżUVW including my husband. But I kind of had a ‘Field of Dreams’ moment ‌ I felt that ‘if I build it, they will come!’â€? In the early days of her toy store research she discovered the ASTRA website. Recognizing that it would be a wealth of knowledge and resources, she joined immediately. “Without the education, advice and knowledge that I have received through ASTRA, I seriously don’t think I ever would have been able to make any of this happen.â€? She has no employees, other than her college-student daughter at Christmastime. It’s a one-woman operation, and Anna is having the time of her life. “This store is a true gem,â€? Laurie Ford said. “If Anna can make her amazing dream a reality, then so can other toy store owners in small towns!â€? ASTRA

ASTRA Turns 25! by Jamie Seeley-Kreisman, BEKA

W

hen asked to write something UHÀHFWLQJ RQ $675$ WXUQLQJ , ZUHVWOHG ZLWK ZKDW WR IRFXV RQ ± WKH SHUVRQDO UHPHPEHULQJ IULHQGV YHUVXV WKH SURIHVVLRQDO UHYLHZLQJ NH\ GHFLVLRQ SRLQWV 7KRVH RI \RX ZKR NQRZ PH ZRQ¶W EH VXUSULVHG WKDW , RSWHG IRU D OLWWOH RI HDFK 0\ $675$ PHPRULHV DUH ¿UVW DQG IRUHPRVW RI WKH SHRSOH ,¶YH JRWWHQ WR NQRZ RYHU WKH \HDUV ZKRP , ZRQ¶W QDPH IRU IHDU RI OHDYLQJ VRPHRQH RXW ± UHWDLOHUV VDOHV UHSV PDQXIDFWXUHUV DQG RWKHUV ZKR FDPH WRJHWKHU WR SXUVXH D VKDUHG JRDO :DWFKLQJ DV SHRSOH IURP ODUJH DQG VPDOO FRPSDQLHV ZRUNHG DORQJVLGH RQH DQRWKHU ZDV SDUW RI WKH $675$ PDJLF (YHU\RQH ZDV ZHOFRPHG ZH ZHUH YROXQWHHUV ZKR VXSSRUWHG HDFK RWKHU DORQJ WKH ZD\ &RQYHUVDWLRQV VWDUWHG LQ DV UHWDLOHUV QDYLJDWLQJ D ZRUOG LQ ZKLFK ³VSHFLDOW\ WR\V´ was a fairly new idea began networking with RQH DQRWKHU 0\ RZQ ³$675$ YROXQWHHU FDUHHU´ EHJDQ ZLWK D SKRQH FDOO LQ HDUO\ IURP WKH RZQHU RI &UHDWLYH .LGVWXII ZLWK ZKRP ,¶G ZRUNHG RQ VHYHUDO SURMHFWV 6KH DORQJ ZLWK VHYHUDO RWKHU VWRUH RZQHUV LQYLWHG

UHWDLOHUV D KDQGIXO RI YHQGRUV DQG VDOHV UHSV WR Minneapolis for a weekend of workshops and EUDLQVWRUPLQJ WKH ¿UVW DQQXDO FRQIHUHQFH 'LVFXVVLRQV DERXW SRROLQJ UHVRXUFHV WR IXQG D QDWLRQZLGH PHVVDJLQJ HIIRUW EURDGHQHG DV ZH UHFRJQL]HG WKH PDQ\ ZD\V LQ ZKLFK ZH ZHUH DOO FROOHDJXHV DV PXFK LI QRW PRUH WKDQ ZH ZHUH FRPSHWLWRUV $FNQRZOHGJLQJ RXU LQGLYLGXDO VWUXJJOHV IRU UHFRJQLWLRQ LQ WKH EURDGHU PDUNHWSODFH ZH TXLFNO\ DJUHHG ZRUNLQJ WRJHWKHU WR VWUHQJWKHQ LQGLYLGXDO UHWDLOHUV ZDV LQ HYHU\RQH¶V EHVW LQWHUHVW %\ WKH HQG RI WKDW ¿UVW ZHHNHQG FUHDWLQJ DQG VXSSRUWLQJ ³VXFFHVVIXO UHWDLOHUV´ EHFDPH WKH JURXS¶V SULPDU\ PLVVLRQ 2QFH HVWDEOLVKHG WKLV JRDO JDYH GLUHFWLRQ WR PRVW RI ZKDW IROORZHG 2QH RI WKH LPSRUWDQW HOHPHQWV RI $675$¶V HDUO\ LGHQWLW\ ZDV LWV IRFXV RQ LQFUHDVLQJ ³RXU´ VKDUH RI WKH WR\ PDUNHW ± QRW DQ LQGLYLGXDO VWRUH¶V VDOHV QRW D UHS¶V WHUULWRU\ QRW D VSHFL¿F YHQGRU¶V UHDFK (YHU\RQH DJUHHG VXFFHVV PHDQW FODULI\LQJ DQG H[SDQGLQJ WKH PDUNHW IRU KLJK TXDOLW\ FUHDWLYH SOD\ SURGXFWV DFURVV WKH ERDUG ,Q WKH EHJLQQLQJ PHPEHUVKLS ZDV OLPLWHG WR UHWDLOHUV HYHQ WKRXJK PDQXIDFWXUHUV

FRQWULEXWHG PRVW RI WKH JURXS¶V ¿QDQFLDO VXSSRUW and sales reps worked hard to spread the word DPRQJ WKHLU FXVWRPHUV $V PHPEHUVKLS JUHZ DQG EHFDPH PRUH GLYHUVH ¿QDQFLDO QHHGV DOVR JUHZ *LYHQ VRPH WHQVLRQ EHWZHHQ WKRVH IXQGLQJ WKH EXGJHW DQG WKRVH GHFLGLQJ KRZ PRQH\ ZDV VSHQW H[WHQGLQJ IXOO PHPEHUVKLS WR YHQGRUV DQG VDOHV UHSV ZDV D QDWXUDO HYROXWLRQ 7KLV FKDQJH LQVWLWXWLRQDOL]HG FRRSHUDWLRQ EHWZHHQ UHWDLOHUV YHQGRUV DQG UHSV ZKR ZHUH DOUHDG\ ZRUNLQJ WRJHWKHU DV HTXDOV 6RPH RWKHU VLJQL¿FDQW SRLQWV LQ RXU KLVWRU\ LQFOXGH • KLULQJ RXU RZQ RUJDQL]DWLRQ VWDII ZKLFK JDYH XV FRQWURO RYHU PDQDJHPHQW VHUYLFHV • DGGLQJ D WUDGH VKRZ WR DQQXDO JDWKHULQJV ZKLFK JHQHUDWHG QHHGHG UHVRXUFHV ZKLOH SURYLGLQJ D YDOXHG VHUYLFH DQG • inviting all members into leadership UROHV WDQJLEO\ GHPRQVWUDWLQJ WUXVW DQG FRRSHUDWLRQ DFURVV DOO PHPEHUVKLS FDWHJRULHV )URP LWV JUDVVURRWV RULJLQ $675$ KDV JURZQ LQWR D VXFFHVVIXO SURIHVVLRQDO WUDGH RUJDQL]DWLRQ , EHOLHYH WKH FKDOOHQJH JRLQJ IRUZDUG LV PDLQWDLQLQJ D FRPPLWPHQW WR SXUVXLQJ WKH FRPPRQ JRRG DV LQ RXU HDUO\ \HDUV (PEUDFLQJ FRRSHUDWLRQ DPRQJ UHWDLOHUV YHQGRUV DQG VDOHV UHSV LQ WKH VSHFLDOW\ WR\ LQGXVWU\ ERWK KRUL]RQWDO DQG YHUWLFDO FRRSHUDWLRQ KDV EHHQ ± DQG , EHOLHYH ZLOO FRQWLQXH WR EH ± WKH NH\ WR RXU ASTRA VKDUHG VXFFHVV

TRENDING Now

Millennials and

Socially Responsible Toy Buying N

umbering 1.8 billion people globally, they’ve become the largest generation alive today. Millennials – those born between 1980 and 1995 – are a group commanding attention in the marketplace. Among older U.S. millennials, age 24-34, are 10.8 million households with children. Eighty percent of the 4 million U.S. births each year are to millennials. And that’s a whole lot of millennials shopping for toys. According to a study, “Millennials as New Parents,â€? the median income of these households is $50,000. They’re a pragmatic group; compared to habits before they had children, they buy VLJQLÂżFDQWO\ PRUH EDVHG RQ SULFH WKDQ RQ quality. But half of the people in that study said they try to buy products that support causes or charities. Toms, Patagonia, Lush Cosmetics – all of these are winning with millennials by making social responsibility one of their top priorities. Millennials’ buying decisions are KHDYLO\ LQĂ€XHQFHG E\ VRFLDO UHVSRQVLELOLW\ more so than those of any other demographic, according to the Brookings Institution in “11 Facts About the Millennial Generation.â€? In fact, according to a study by Cone Communications, 87 percent of millennials are more willing to purchase products with a social or environmental EHQHÂżW DQG GRQÂśW KHVLWDWH WR VZLWFK brands in favor of one they consider more ethical. “However, when the

32 January 2017 • astratoy.org

PLOOHQQLDO FRQVXPHU LV VDWLVÂżHG E\ WKH brand’s product and social responsibility efforts, they tend to develop strong brand loyalty,â€? the report said. 2Q WKH Ă€LS VLGH SHUFHQW VDLG they’d stop buying a brand’s products if they learned of the company’s unethical or deceptive practices. 7KLV LV WKH ÂżUVW JHQHUDWLRQ WR JURZ XS with cause marketing that companies carry out to support a variety of causes, from ZRUOG KXQJHU WR FKLOG WUDIÂżFNLQJ The Cone Communications study concludes that millennials expect that companies must do more than make D SURÂżW EXW DOVR DGGUHVV VRFLDO DQG environmental issues. The top issues they expect companies to address are economic development, poverty and hunger, the environment, human rights and education. Vincent Brackett, a millennial from Chicago, said social responsibility is important in his buying decisions. “However, I often feel trapped against living up to conviction along these lines by the personal priority of sticking to our budget, which usually means buying from (or through) less-responsible companies that can afford to price out socially responsible companies.â€? $PRQJ ÂżYH PLOOHQQLDOV LQWHUYLHZHG for this story, social responsibility was a strong factor in purchasing, but it was often outweighed by cost. “We usually shop (for toys) VHFRQG KDQG ÂżUVW ´ VDLG -RDQQD 6WRQHVLIHU of Maine. “Buying something used

means resources don’t have to be spent on creating a product that already exists; gently-used items meet our needs and NHHS WKHP RXW RI ODQGÂżOOV , ORYH EX\LQJ new toys that are handmade or locally made — they have more character, more of the funds support the actual makers, and local brings with it a deeper connection to our neighbors.â€? This generation is regarded as KHDYLO\ LQĂ€XHQFHG E\ SHHUV RQ VRFLDO media. A white paper published by Asia Inspection cited studies that say one in four are less likely to purchase brands their friends disapprove of, and WKH\ IUHTXHQWO\ LQĂ€XHQFH WKHLU SDUHQWVÂś buying decisions. “Social media‌exposes me to new and different products, which is great and it usually comes with a personal review from people that I’ve actually encountered throughout my life and not just strangers,â€? said Sam Choi of Atlanta. “However, that does not discount the reviews of strangers since I will usually trust the reviews of many rather than just that one person that I may know.â€? 6WRQHVLIHU DW ÂżUVW WKRXJKW VKH ZDVQÂśW LQĂ€XHQFHG E\ VRFLDO PHGLD Âł%XW XSRQ UHĂ€HFWLRQ WKDWÂśV QRW WUXH ² ,ÂśP MXVW QRW LQĂ€XHQFHG E\ PRVW FRQYHQWLRQDO RU mainstream media. I probably am most LQĂ€XHQFHG E\ DFFRXQWV RQ ,QVWDJUDP the beautiful pictures and accompanying stories show me companies and products I wouldn’t have known about ASTRA otherwise.â€?

TRENDING Now

Save Our Economy:

Get Kids to Play! by Mary Sisson, editor

P

eople in the specialty toy industry, you are helping to save the nation’s economy. Really. According to James J. Heckman, a Nobel laureate in economics and an expert in the economics of human development, investing in early childhood development gives the greatest rate of return to society. Such an investment fosters valuable skills, strengthens the workforce, grows the economy and reduces social spending. Heckman, professor of economics at the University of Chicago, and his colleagues have conducted research that shows a 7 to 10 percent per year return on investment in early childhood education. School and career achievement increases while costs in remedial education, health, and the criminal justice system are reduced. He advocates making this investment as early as possible. “Starting at age three or four is too little too late, as it fails to recognize that skills beget skills in a complementary and dynamic way,â€? Heckman said in 2012. “Efforts should IRFXV RQ WKH ÂżUVW \HDUV IRU WKH JUHDWHVW HIÂżFLHQF\ DQG HIIHFWLYHQHVV 7KH EHVW investment is in quality early childhood GHYHORSPHQW IURP ELUWK WR ÂżYH IRU disadvantaged children and their families.â€? While all families are under strain, as noted on heckmanequation. org, “disadvantaged families are VWUDLQHG WR WKH OLPLW 7KH\ KDYH IHZHU resources to invest in effective early

34 January 2017 • astratoy.org

development. Without resources such as ‘parent-coaching’ and early childhood education programs, many at-risk children miss the developmental growth WKDW LV WKH IRXQGDWLRQ IRU VXFFHVV 7KH\ will suffer for the rest of their lives – and all of us will pay the price in higher social costs and declining economic fortunes.�

Supporting Role 7R\ PDNHUV DQG WR\ VHOOHUV \RX SOD\ an important supporting role in promoting play, both by educating families on its crucial role in human development and by providing the kinds of toys that advance healthy play from birth on. $V $675$ PHPEHUV OHDUQHG ZKHQ WKH\ WRRN WKH &HUWL¿HG 3OD\ ([SHUW FRXUVH RI WKH ¿YH PDMRU RUJDQV ¹ KHDUW lungs, kidneys, liver and brain – only the brain is not complete when we are born. A newborn’s brain is 25 percent of the weight of an adult’s. 7ULOOLRQV RI V\QDSVHV ¹ SDWKZD\V in our nervous system that allow one nerve cell to communicate with another nerve cell – wire together as they process electrical activity triggered by stimulation. 7KDW VWLPXODWLRQ FRXOG EH VHQVRU\ motor, emotional or cognitive. Synapses consistently turned on are strengthened while those that aren’t are pruned, making the remaining circuits work more HI¿FLHQWO\ 7KLV SURFHVV LV OLIHORQJ EXW WKRVH

ÂżUVW PRQWKV DQG \HDUV DUH FULWLFDO IRU EUDLQ GHYHORSPHQW 7KH PRUH VWLPXODWLQJ D child’s environment, the more synapses form a superhighway in the brain, making way for future learning. “Nothing lights up the brain like SOD\ ´ VDLG 6WXDUW %URZQ LQ D 7(' 7DON Âł3OD\ ,V 0RUH 7KDQ -XVW )XQ ´ A psychiatrist and pioneer in research on play, Brown has done work with prisoners, including murderers, and found severe play deprivation in their backgrounds. Âł,PDJLQH D FXOWXUH RU OLIH ZLWKRXW play,â€? he said. “We were designed to play our whole lifetime.â€?

Types of Play 7KH &HUWL¿HG 3OD\ ([SHUW &3( SURJUDP GLJV GHHS LQWR ¿YH NLQGV RI SOD\ 1. 3K\VLFDO SOD\ LQFOXGHV JURVV PRWRU what you’d see on the playground, DQG ¿QH PRWRU VNLOOV QHHGHG WR ZULWH with a pencil or pick up a dime. 2. Communicative play includes receptive, what children take in with their ears, eyes or other senses; and expressive, how they share what’s inside of them. 3. Cognitive play builds both the conscious part of the brain and the subconscious, behind-the-scenes part. ,Q NLGV LWœV EUDLQ JURZWK ,Q DGXOWV it’s brain regeneration. 4. Sensory play lets children explore both their preferences – what they

like – and their processes – how they best digest what their senses are telling them. 5. Social/Emotional play helps children develop both intrapersonal, self-awareness skills and interpersonal, getting-along-withothers skills. In reality, all those types of play mesh and mingle as children are allowed the freedom and opportunity to play. A game of tag, for example, builds muscles and coordination. The exercise increases the production of neurochemicals that promote brain cell repair, improving cognitive skills such as memory and attention span. As children discuss and agree on the rules, they’re practicing social/emotional and communicative skills. And awareness of their surroundings and the other players gives sensory practice. Play starts at birth in the connection between a mother and her baby. While it might be a few months before babies can manipulate toys, the mother herself is a toy and can use toys to interact with the FKLOG 7KH EHQH¿WV RI SDUHQW ULFK FKLOG play experiences are well documented by Stuart Brown and other researchers. At the other end of the spectrum, seniors need play to keep their cognitive functions strong. Seniors who play games regularly tend to have larger brains, researchers have found. In the years between, play leads to higher function at work and greater joy in life, stronger connections with people and better health – all of which create a stronger, better functioning society. “Play is not a rehearsal for adult activity,” Stuart Brown said. “Play has a biological place, just like sleep and dreams do. It’s hugely important in learning and crafting the brain.” Which leads us back to Professor Heckman. If the future of our economy, and our country, depends on all children getting enough healthy play from birth, the toys we make and sell, toys intended to engage children in healthy, active, imaginative, brain-building play, are the tools to build that future. And that, ASTRA members, is a worthy calling. It is how we change the ASTRA world through the power of play.

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www.creditorsnetwork.com, ron@creditorsnetwork.com or call 303-670-5111 astratoy.org • January 2017

35

TAKE YOUR PASSION FOR PLAY TO THE NEXT LEVEL

BECOME A fessional Elevate your expertise around the value of play with ASTRA’s Certified Play Expert program. You’ll gain in-depth knowledge on: J the science behind the power of play J childhood development stages and learning styles J toys as tools to enrich children’s lives Master the art and science of play as a Certified Play Expert. View the full program agenda at academy.astratoy.org. Get to know Academy! The CPE program is just one among hundreds of resources for specialty toy professionals. View free webinars, read up on industry hot topics, find in-person events, and hear podcasts from leading experts.

Visit academy.astratoy.org to elevate your expertise today!

TRENDING Now

New Year – New Offerings! T

ake advantage of member-only year-round specials and offers using the 2017 Year-Round Offerings booklet, which was mailed to all retailers and sales reps and can be found at astratoy.org>myastra. This ASTRA PHPEHU EHQH¿W LV RQH WKDW WUXO\ FDQ SXW money into your bottom line — both as a retailer and a sales rep. How? Retailers: See the complete listing of manufacturers who offer ASTRA member discounts, specials, play day kits, advertising resources and more throughout the year. The year-round specials alone can pay for your membership! In addition, use the play day kits, advertising resources and staff training materials to plan your events or in staff meetings.

Amy Saldahna, owner of kiddywampus in Hopkins, Minnesota, notes: “I use the Year-Round Offerings book in two ways: 1. I use the deals to save money on freight and get extra dating. I am more likely to choose products and plan events using these companies because I can plan out my orders throughout the year and save on every order, ensuring me a higher margin. 2. Even more importantly, I see these offerings as a commitment these companies have made to the specialty toy market and ultimately I want to do business with other companies who help and want me to succeed.”

Sales reps: When you call on ASTRA members, check which of your lines provide year-round offerings and let them know. If a retailer is trying to decide between two companies that offer similar products, the tipping point to go with your line may be what’s offered to them all year round. New manufacturers join ASTRA and offer specials throughout the year, so check the digital version of the booklet available in My ASTRA on astratoy.org. This version will be updated on a monthly basis as additional manufacturers submit offers. Make 2017 your most successful year HYHU <RXU $675$ PHPEHU EHQH¿WV FDQ help you get there! ASTRA

astratoy.org • January 2017

37

TRENDING Now

Choosing the

Right Technologies

C

hoosing the right technologies to adopt can be tough. There are so many to choose from! New technologies are rapidly EHFRPLQJ DYDLODEOH PDNLQJ LW HYHQ PRUH GLI¿FXOW WR GHFLGH on which technologies are worth the energy and the investment. To lessen the intimidation of technology, ASTRA’s director of education and training, Ahren Hoffman, interviewed two retail members on their technology tips. Scott Friedland of Timeless Toys in Chicago and David Castillo of The Red Balloon Toy Store in Salt Lake City have some answers for you on how to be technology forward and expand your expertise in the digital world.

What advice would you give to a store when deciding on adopting new technology? David Castillo (DC): Ask somebody familiar with the technology to help guide your questions. For example, if you are not familiar with POS (Point of Sale) systems, talk with somebody in your industry about what questions you should ask the POS companies.

Scott Friedland (SF): Be patient and do your research. It is not easy to upgrade technology. There is also nothing out there that is SHUIHFW <RX PXVW DGDSW WKH ZD\ \RX GR WKLQJV DQG ¿QG WKH EHVW ¿W It takes time. If you have one piece of advice for other retailers on technology, what would it be? DC: Embrace it! Use the humans in your business for tasks that computers can’t do, i.e. decision making, critical thinking, problem solving. Let computers do the tedious work. SF: Stay as up to date as possible. The farther you fall behind, the harder it is to catch up.

What standout technology is positively impacting your business? DC: Automation. We have been using G Suite, formally known as Google Docs, and have been powering it with Google Apps Script to automate a lot of processes. I know that not everybody can learn, or wants to learn, to code, but I think it is worth knowing that Google Apps Script exists and what it can do. Often you can have processes automated by hiring a freelancer on upwork.com for not too much money. SF: The ease and access of POS systems. I have access to mine if I have Internet. No matter the device, no matter where I am, I can ring up a sale, check reports, do anything.

Where should a retailer start if they are ready to pare down on paper usage? DC: Dropbox, Google Drive, Microsoft OneDrive, or even iCloud. They all do pretty much the same thing, but one may work better for you than others. You can get 1TB free of storage ZLWK 2QH'ULYH ZKHQ \RX VXEVFULEH WR 2IÂżFH ,Q RWKHU ZRUGV look at how some cloud storage can reduce the clutter. SF: Start by making very clear and distinct folders in your email. Have your invoices sent to you by email and make sure to categorize them appropriately.

Communication with staff can be challenging! What do you use to communicate with staff internally? DC: Asana for task management and Google+ for communication. SF: I use email to communicate with my staff. That seems to be the best way for us at this time.

What tips do you have for retailers when creating an online presence? DC: Back to #1. Know what questions to ask. Ask how much

you should expect to pay to maintain the site’s security. Also, learn to use CSVs to mass upload product information.

SF: I just started an online presence D IHZ PRQWKV DJR , ZRXOG GH¿QLWHO\ use Specialty Toys Network. They are amazing and made it so smooth. They will save you months of time!

What recommendations do you have for retailers starting an e-newsletter or launching a loyalty program? DC: MailChimp is a great place to start because the templates are modern and they are free until you hit around 1,500 subscribers. Also, consider options that might link directly with your POS. CityGro is a great option for capturing email addresses and building a loyalty program. SF: I use Constant Contact. I think their price is reasonable and they have an easy-to-use platform. That is basically the key to email marketing in my book.

What transition advice do you have for retailers who are moving to a CMS (Content Management System) platform? DC: Train. And if it’s extreme, hire people who can work with a CMS. But to not sound so blunt, it sometimes takes time to transition. I always try to emphasize how grateful I am for everybody’s patience with tech transitions. SF: I am thinking about implementing a CMS. Staff don’t want one more thing, but it is important. I think that you need to relay the importance of why you need it to your staff. If they can’t get behind it, then maybe they are not right for the job. Their interests should align with yours.

How do you support staff members who are not tech savvy at your store? DC: Well for one, I try to use platforms that are easy to learn. If not, we use a wiki (I know it’s weird to solve a tech problem with more tech right?) to store all of the “what if” scenarios to help with any sort of troubleshooting. SF: Be patient with them. Teach them. They will get the hang of it. I have staff that it took much longer to learn the new system, some of them still don't know all

the ins and outs of it. Just keep going with them. Have a demo version of everything to play around with and test it out.

What final advice do you have for retailers who are enhancing their store with technology? DC: , EULHÀ\ PHQWLRQHG KDYLQJ D ZLNL It is our “knowledge base.” We’re still

trying to get everything added to it to make it more useful, but the intent is that it will be a place where our HPSOR\HHV FDQ ¿QG LQIRUPDWLRQ WR KHOS them do their jobs. Use tech for tedious tasks. Use human brains for human tasks such as problem solving. Employees stay more motivated when they feel their ASTRA skills are being used. astratoy.org • January 2017

39

News

Trade Shows – You Asked for it, We Listened

I

n response to years of requests for PRUH WLPH RQ WKH WUDGH VKRZ ÀRRU ASTRA has made the decision to increase the time the exhibit hall will be open to three days.

members surveyed requested that ASTRA expand the time available for exploring the tradeshow aisles. “I just don’t want to miss DQ\WKLQJ ´ RQH $675$ PHPEHU QRWHG

How does it help me? What has changed?

Our members know that to get the most out of attending Marketplace & $FDGHP\ RU DQ\ WUDGH VKRZ \RX VKRXOG do a little prep work. Retailers often come ZLWK D OLVW RI ÂłJRWWD KDYH LW´ LWHPV WR RUGHU as well as a list of “nice to have if the price LV ULJKW ´ 2I FRXUVH WKDW OLVW LV MXVW D JXLGH ASTRA retailers will now have an extra day to travel the aisles uncovering the SHUIHFW QHZ SURGXFW WR ÂżW WKH FXVWRPHUV WKH\ VHUYH /LNHZLVH H[KLELWRUV ZLOO KDYH more time to meet with retailers; carefully Why is it happening? tracking whom to follow up with later. :H NQRZ WKDW 0DUNHWSODFH As Marketplace & Academy Academy plays a critical role in helping KDV JURZQ VR WRR KDV WKH WUDGH VKRZ independent retailers establish their HQYLURQPHQW :H NQRZ WKDW FKDQJH LV WKH fourth-quarter product mix. As the trade RQO\ UHDO FRQVWDQW ,Q UHVSRQVH $675$ show grew in size and importance to the continues to look for ways to reinforce VSHFLDOW\ LQGXVWU\ ZH RIWHQ KHDUG IURP Marketplace & Academy as the premier retailers and exhibitors alike: “I wish I had event for the independent toy retailing more time.â€? They often spoke of needing industry. An extra day gives us an more time to learn about new product RIIHULQJV PHHW ZLWK YHQGRUV WR SODFH RUGHUV opportunity to expand the entertainment and education offerings to provide and visit with friends and colleagues. attendees with more bang for their buck. Knowing that Marketplace & ,Q \RX ZLOO VHH WZR QHZ HQJDJHPHQW Academy is a conference of handshakes DQG KXJV ZH VHQW D VXUYH\ WR RXU PHPEHUV SDYLOLRQV RQ WKH VKRZ Ă€RRU WR FHOHEUDWH DQG DVNHG WKH TXHVWLRQ :H KHDUG IURP ERWK the specialty industry. These entertainment areas will provide you with an opportunity retailers and manufacturers and the results ZHUH ORXG DQG FOHDU $ERXW SHUFHQW RI WKH WR LQWHUDFW ZLWK \RXU IULHQGV DQG FROOHDJXHV ASTRA’s Marketplace & Academy ZLOO EH KHOG -XQH DW WKH Pennsylvania Convention Center in 3KLODGHOSKLD 3HQQV\OYDQLD :KLOH WKH RYHUDOO VKRZ OHQJWK ZLOO UHPDLQ IRXU GD\V attendees will have an extra day to walk WKH WUDGH VKRZ Ă€RRU WR ÂżQG WKH QHZHVW products for fourth quarter and meet with vendors to place orders.

Connect with ASTRA during

the January Gift Show at AmericasMart in Atlanta

ASTRA Hospitality Suite at the Atlanta Gift Show 7KXUVGD\ -DQXDU\ WKURXJK 6DWXUGD\ -DQXDU\ DP WR SP $PHULFDV0DUW %XLOGLQJ WK )ORRU 5RRP 7DNH D IHZ PRPHQWV WR UHVW \RXU IHHW RUJDQL]H \RXU SDSHUZRUN UHFKDUJH DQG HQMR\ D FXS RI FRIIHH RU WHD ZLWK $675$ FROOHDJXHV :HÂśOO KDYH D IHZ WR\V DQG JDPHV RQ KDQG IRU you to play with and evaluate.

40 January 2017 • astratoy.org

KHDU VRPH QHZ LGHDV UHFRJQL]H $675$œV 25th anniversary and celebrate the importance of the work we do. ,Q DGGLWLRQ WKH WUDGH VKRZ ÀRRU ZLOO offer more educational options including SURGXFW GHPRV DQG PLQL 7(' WDON VW\OH info sessions. You will want to take DGYDQWDJH RI WKHVH LQIRUPDO VHVVLRQV especially if a company that sells a product you are interested in is giving a presentation. These can provide you with good information. If you have any TXHVWLRQV DIWHU WKH SUHVHQWDWLRQ \RX FDQ follow up with the presenter in their booth.

We are mighty when we work together A third day gives you more time to strike up conversations; not just with exhibitors but also with your friends and colleagues. Often attendees are facing similar challenges but feel isolated DQG DORQH $W $675$ \RX ZLOO RIWHQ ¿QG VRPHRQH ZKR KDV ZRUNHG WKURXJK that challenge or has ideas for working through it. Sometimes you will talk to someone who is stocking the same product you are considering. These are good people to compare notes with. They can tell you if they are happy with the product or if they have been having any issues. :H KRSH WR VHH \RX LQ 3KLODGHOSKLD LQ June – it is an event you don’t want to miss! ASTRA

Meet, Visit & Play (formerly Meet, Greet & Learn) )ULGD\ -DQXDU\ WR DP $PHULFDV0DUW %XLOGLQJ WK )ORRU 5RRP :H ZLOO IHDWXUH D SDQHO GLVFXVVLRQ RQ WKH HIIHFWV RI consolidation on the specialty toy industry. Panelists will include • 3DXO 3HUULFHOOL 9LFH 3UHVLGHQW RI 6DOHV $OH[ %UDQGV • 'DPLHQ &URFNHU 1DWLRQDO 6DOHV 0DQDJHU 7KH 2UE )DFWRU\ • 5RELQ 0XUSK\ 6HQLRU 'LUHFWRU RI 6SHFLDOW\ 7R\ 6DOHV 'LYHUVH 0DUNHWLQJ • 5DFKHO -RQHV 7HUULWRU\ 6DOHV 5HSUHVHQWDWLYH 6DQG\ 5XEHQ $VVRFLDWHV • -RKQ &ORZHU 2ZQHU *LJJOH 0RQNH\ 7R\V DQG ASTRA • 7DPP\ &ORZHU 2ZQHU *LJJOH 0RQNH\ 7R\V

News

ASTRA at Toy Fair 2017 M

HPEHUVKLS KDV LWV EHQH¿WV 7DNH DGYDQWDJH RI \RXU PHPEHU EHQH¿WV GXULQJ 7R\ )DLU

ASTRA Booth 6415 9LVLW WKH $675$ ERRWK WR SLFN XS H[FOXVLYH PHPEHU RQO\ UHVRXUFHV DQG PDNH WKH PRVW RI \RXU 7R\ )DLU H[SHULHQFH 5HWDLOHUV 3LFN XS \RXU PHPEHU ULEERQ DQG 7R\ )DLU *XLGH WKDW LQFOXGHV PHPEHU RQO\ PDQXIDFWXUHU VSHFLDOV WR

42 January 2017 • astratoy.org

HQVXUH \RX JHW WKH EHVW GHDOV DW WKH VKRZ 7R\ )DLU WLSV VWUDLJKW IURP IHOORZ $675$ PHPEHUV DQG D FRPSOHWH VFKHGXOH RI $675$ HYHQWV 0DQXIDFWXUHUV .HHS DQ H\H RXW IRU \RXU PHPEHU SDFNHW DW \RXU ERRWK ,QVLGH \RX¶OO ¿QG PHPEHU ULEERQV D UHIHUUDO FDUG WR VKDUH ZLWK EX\HUV LQ \RXU ERRWK DQG DQ $675$ PHPEHU SODTXH WR OHW HYHU\RQH NQRZ \RX VXSSRUW VSHFLDOW\ DQG VPDOO EXVLQHVVHV 6DOHV 5HSUHVHQWDWLYHV 3LFN XS \RXU

PHPEHU ULEERQ DQG WKH 6DOHV 5HSV :DQWHG OLVW WR GLVFRYHU ZKLFK $675$ PDQXIDFWXUHUV DUH ORRNLQJ IRU VDOHV UHSUHVHQWDWLYHV Register for Marketplace & Academy and win prizes! 5HJLVWHU IRU 0DUNHWSODFH $FDGHP\ DW 7R\ )DLU WR ORFN LQ WKH HDUO\ ELUG FRQIHUHQFH UDWH DQG VSLQ WKH SUL]H ZKHHO IRU D FKDQFH WR ZLQ ELJ

ASTRA Member Lounge $675$ ZLOO EH VKDULQJ D KRVSLWDOLW\ ORXQJH VSDFH ZLWK PXOWLSOH LQGXVWU\ SDUWQHUV LQFOXGLQJ WKH &DQDGLDQ 7R\ $VVRFLDWLRQ WKH /LFHQVLQJ ,QGXVWU\ 0HUFKDQGLVHUV¶ $VVRFLDWLRQ /,0$ DQG WKH ,QWHUQDWLRQDO &RXQFLO RI 7R\ ,QGXVWULHV ,&7, +DQJ \RXU FRDW RQ WKH JDUPHQW UDFNV DQG JUDE FRIIHH RU ZDWHU FRPSOLPHQWV RI 7,$ 7KH ORXQJH LV ORFDWHG LQ +DOO ( 5RRP SDVW WKH )RRG &RXUW RQ WKH ERWWRP ÀRRU RI WKH -DYLWV &HQWHU

Schedule Saturday, February 18 Shared Hospitality Lounge 8:00 am – 6:00 pm Javits Center, Hall 1E Room 12 Drop off your coat, grab a beverage and make it your regular spot for lunch and socializing with your ASTRA friends. Exclusively Yours Reception 5:30 pm – 7:00 pm Javits Center, Hall 1E Room 6 Kick off your evening with a reception that features the exclusive products available only to ASTRA members.

Sunday, February 19 8:00 am – 6:00 pm Javits Center, Hall 1E Room 12 Drop off your coat, grab a beverage, and make it your regular spot for lunch and socializing with your ASTRA friends.

Night in New York Party 6:30 pm – 9:30 pm Naples 45, 200 Park Ave at East 45th St. You won’t want to miss ASTRA’s Night in New York, the signature event for the specialty toy industry. Enjoy food and drinks as you as you mix and mingle with friends. Space is limited, so reserve your spot today at astratoy. org/events/toy-fair or by phone at 312-222-0984. ASTRA members receive the member-only rate of $85/person. Your ticket includes an open premium bar, butler-passed hors d’oeuvres, and a four-course dinner buffet with dessert.

Monday, February 20 Share the Fair (Retailers Only) NEW TIME 8:00 am – 9:30 am Javits Center, Hall 1E Room 11 Now that you’ve had a chance to walk the show, join ASTRA retailers to talk about the must-have products you’ve

seen! Help create the Share the Fair list that helps determine the hottest products of 2017. Shared Hospitality Lounge 8:00 am – 6:00 pm Javits Center, Hall 1E Room 12 Drop off your coat, grab a beverage, and make it your regular spot for lunch and socializing with your ASTRA friends. Share the Fair List Available Pick up your copy at the ASTRA booth 6415 to see what ASTRA retailers highlighted as the must-see items at Toy Fair.

Tuesday, February 21 Shared Hospitality Lounge 8:00 am – 4:00 pm Javits Center, Hall 1E Room 12 Drop off your coat, grab a beverage, and make it your regular spot for lunch and socializing with your ASTRA friends. ASTRA

astratoy.org • January 2017

43

These AfďŹ liate Listings were inadvertantly left out of the 2017 ASTRA Membership Directory. We apologize for the oversight.

News

Preferred Savings Partners:

Save with this ASTRA Member BeneďŹ t

A

s the new year begins, we take a fresh look at what lies ahead. We analyze our business and look for ways we can improve. Having resources available that can help us with one or more aspect of running our EXVLQHVV LV MXVW RQH H[WUD EHQHÂżW that ASTRA can offer. The companies listed below offered member-only discounts and services in 2016 and will continue to do so through March 2017. The companies marked with an asterisk (*) will provide their exclusive discounts and services to ASTRA members for all of 2017. 7R ÂżQG RXW PRUH DERXW WKH partners below and the services they offer, log in to astratoy.org. Under “My ASTRA,â€? click on Member Programs > Preferred Savings Partners. Our partners will be happy to discuss all the VSHFLÂżFV RI WKHLU SURJUDPV

• TYSYS Merchant Solutions • *Heartland Payment Systems • *TransNational Payment

Compliance and Product Testing • AI ANSECO • STC Group (Hong Kong Standards and Testing Centre)

Real Estate Services/ Lease Negotiations • *ESR Commercial

Legal Services/ID Theft Protection • Legal Shield/Premier Solutions International Credit Card Processing • First Data

Loyalty Programs • TapMango Payroll and HR Services • *Heartland Payment Systems Shipping Services • *PartnerShip • *YRC Freight Inc

Public Relations • *KidStuff Public Relations Financial Risk Management • *MAPP Trap/Creditors Network Website Creation • *Specialty Toys Network • *Snap Retail Ecommerce • *Snap Retail • Retail Dimensions, Inc

Lending • *Heartland Payment Systems

ASTRA

Editorial Correction: Best Toys for Kids Winner – Sew Mini Treats by Klutz The previous issue of ASTRA Toy Times Magazine did not include this winning product in the “Best Toys for Kids article.� We apologize for this error.

44 January 2017 • astratoy.org

Purple PufďŹ n Sharon Carty 32 Hillside RD Commack, NY 11729 (631) 871-7796 ppufďŹ n@optonline.net

Total Biz FulďŹ llment, Inc Gary Ruddell 1 Corporate DR Grantsville, MD 21536 (800) 554-1447 x1250 Fax: (301) 895-5029 gruddell@totalbizfulďŹ llment.com www.totalbizfulďŹ llment.com

SnapRetail Erika Wendel 2840 Liberty AVE, Ste 100 Pittsburgh, PA 15222 (412) 545-9137 erika.wendel@snapretail.com www.snapretail.com Specialty Toys Network Kari Baker 410 NE 3rd ST, Ste 8 Mcminnville, OR 97128 (503) 434-9706 Fax: (866) 640-5987 info@stoysnet.com www.stoysnet.com

Travel • *Local Hospitality Inc

Creative Arts Play – 8+ Sew Mini Treats by Klutz Make your own felt food with fabulous faces. This kit from Klutz includes instructions, patterns and materials for more than 18 cheerful, itty-bitty food items. It’s an instant UHFLSH IRU IXQ $JHV

The Good Toy Group Idanna Smith 23 N RD, Ste A14 Peace Dale, RI 02879 (401) 284-0610 Fax: (401) 633-7150 idanna@thegoodtoygroup.net www.goodtoygroup.com

Scooterbay Publishing, Inc Scott Reichert 2505 Anthem Village DR, E-619 Henderson, NV 89052 (702) 837-2734 scott@creativechild.com www.creativeplayretailer.com

Retail Consulting Services • *RETAILMavens, LLC • )LUHÀ\ 5HWDLO &RQVXOWLQJ

POS Systems • *TransNational

National Lekotek Center Hayley Anderson 2001 N Clybourn AVE Chicago, IL 60614 (773) 528-5766 x401 Fax: (773) 537-2992 handerson@lekotek.org www.lekotek.org

STC (USA) Hong Kong Standards and Testing Centre Norman Aronowitz PO Box 203 Park Ridge, NJ 7656 (201) 391-4727 Fax: (201) 391-7066 norman_aronowitz@hkstc.org www.stc-group.org The Creditors Network / Mapp Trap Ron Solomon 27972 Meadow DR, Ste 320 Evergreen, CO 80439 (303) 670-5111 Fax: (303) 670-0674 ron@creditorsnetwork.com www.creditorsnetwork.com

Toy Book/Toy Insider Jackie Breyer 307 7th AVE, Rm 1601 New York, NY 10001 (866) 237-0189 Fax: (866) 480-2347 jbreyer@adventurepub.com www.toybook.com Toy Collection/Catalog Solutions, Inc Mary Ann Everett PO Box 30713 Santa Barbara, CA 93130 (866) 237-0189 Fax: (866) 480-2347 mae@toycollection.com www.toycollectionretailer.com TUV Rheinland of North America Herb Hewitt 762 Park AVE Youngsville, NC 27596 (919) 554-3668 x5225 hhewitt@us.tuv.com www.tuv.com Western Toy & Hobby Representatives Association Frances Mendez 7179 Travis PL Rancho Cucamonga, CA 91739 (909) 899-3753 Fax: (909) 697-2014 toyshow@wthra.com www.toyfestwest.com Wraith & Co Phil Sackoor 3511 43 AVE Long Island City, NY 11101 (347) 410-8262 phil@wraithco.com www.wraithco.com

D A R Y L L A A TOT Ne w York N i gh t i n

This signature event will transport you to 1992 when ASTRA was founded—25 years ago! Join us for an evening of food, drinks and friends as we throw it back to the 90's.

Sunday, Febr uary 19

6:30 p.m . - 9:30 p.m . NAPLES 45 200 Park Ave at East 45th Street

REGISTER TODAY AT www.tinyurl.com/2017NINY 312-222-0984

Welcomes Its Newest Manufacturer Members American Creation Inc. San Diego, CA www.acix-ar.com American Creation Inc. is a high-tech edu-toys manufacturer and sales representative company with business covering America and China. We have our own American design team and also try to become representatives of excellent American manufacturers and sell their products to China. We have developed some new products and are looking for powerful manufacturers to release them. Blue Raven Toys East Patchogue, NY www.bendyblox.com Children’s building blocks of various sizes that collapse and expand so children can stack, arrange and put away easily. Light enough for small children to handle, large and sturdy enough for fort building. Block kits come in a variety of patterns or pictures, including options for teaching numbers and letters. Cardboard Teck LLC Montpelier, VT www.pinbox3000.com The PinBox 3000 is a cardboard build-it-yourself tabletop pinball machine kit. Each game has WZR LQWHUFKDQJHDEOH SOD\ ¿HOGV WR FXVWRPL]H DQG GHVLJQ 7ZR games can be linked for two-player Battlemode! Construction toy, tabletop game, craft project or engineering laboratory. Made in the USA. D&L Company LLC Minden, NV www.stomprocket.com Run, jump and STOMP! For over 25 years, Stomp Rocket has been entertaining kids and their families, and stimulating active, outdoor play. The product line includes rockets that can soar up to 400 feet in the air. Best of all, the award-winning Stomp Rocket is 100-percent kid-powered! Gotta Get It Gifts Floral Park, NV www.gottagetitgifts.com Gotta Get It Gifts distributes and imports various items. Panini Stickers and albums, and POP UP Pops are just a few of our items! Happy Hair LLC Norcross, GA www.happyhairshop.com Happy Hair is a book and toy brand that promotes positive self-esteem with fun among girls and boys of all ages.

46 January 2017 • astratoy.org

Hearts for Hearts Girls Gardena, CA www.hearts4heartsgirls.com Hearts for Hearts Girls is a line of beautiful, culturally diverse dolls whose mission is to empower girls to make a difference and “change the world, one heart at a time.â€? For every doll sold, we donate $1 to World Vision, a global humanitarian organization. Innobaby Barrington, IL innobaby.com Innobaby was founded by two moms in 2006 with a mission to offer innovative solutions for smart parenting. Dedicated to delivering high-quality smart juvenile products for today’s busy parents, Innobaby is a pioneer in well-designed,eco-friendly containers that are 100-percent recyclable. Lee & Low Books New York, NY www.leeandlow.com Lee & Low Books is an award-winning children’s book and game publisher specializing in diversity. The new Lee & Low Games imprint publishes fun, thought-provoking games that reinforce skills in literacy, math, and critical thinking. 7KH ÂżUVW JDPH &RPSRXQG ,W $OO LV D FRPSRXQG ZRUG EXLOGLQJ card game. People Toy Company New York, NY www.peopletoy.co People Toy Company creates fun and educational baby and children’s lifestyle products for the discerning parent. Following our core mission, we assist children in achieving critical developmental milestones through play. PLATPORTS.COM San Diego, CA www.platports.com We are a children’s toy and sports product company. We welcome private label partners. Please see more details: tkchin.com. SAVVi Tucson, AZ www.savvistuff.com SAVVi creates Kid Powered fun; delighting and inspiring children with coloring, painting, stickers, activities, learning and temporary tattoos. A premier U.S. manufacturer for nearly 30 years, SAVVi has a creative passion for play, a commitment to safety, a dedication to meet customer needs and speed to market. SAVVi: the global leader in temporary tattoos.

SoftStone Products Inc. Mount Laurel, NJ eqforchildren.com/about-us/ softstone CJ, Creator of Joy, and the Voices of CJ Parent and Teacher Program Packages include CJ plush toy, Parent or Teacher Guide and children’s book, “Joy, What A Way To Feel.” This educational package provides parents/ teachers of children birth to 10 with fun and engaging activities that develop the seven Emotional Intelligence attributes – 80 percent of the reason we are successful in life. StoryClub Games LLC Mount Pleasant, SC www.storyclubgames.com Story Craze is the hilarious game that sparks imagination, creativity and conversation in children to make up the craziest stories. Developed with kids, this game uses random people, places and things cards as cues to ignite creative, outside-the-box thinking as kids make up outrageously funny, laugh-out-loud, three-chapter tales. White Mountain Puzzles Inc. Jackson, MA www. whitemountainpuzzles.com For over 30 years White Mountain Puzzles has been producing high quality, American-made jigsaw puzzles for families and adults. We have more than 350 colorful images ranging from 1000 pieces to 24 pieces. Visit www.whitemountainpuzzles. com to see the best puzzles in America.

Sixty LLC Naperville, IL www.mealswithmilton.com Milton the Mealtime Companion is the fun way for parents to encourage picky eaters to try new foods and eat healthy! Each Milton includes the Meet Milton children’s book. Completely made in the USA. Sixty LLC donates $1 for every Milton made to Feed My Starving Children. SmartWorks Consumer Products Somerset, NJ www.smartworksproducts.com SmartWorks Consumer Products are a great line of retro themed novelties and outdoor games to keep the fun going for both children and adults!

48 January 2017 • astratoy.org

ZoLi Inc. Burlingame, CA zoli-inc.com Using only safe materials and environmentally friendly manufacturing, ZoLi is committed to designing products that blend innovation, style and sustainability that meet the challenges of everyday life. ZoLi provides baby and kids’ feeding and houseware products such as sippy cups, teethers, snack stackable storage, insulated stainless steel food jars, etc.

ASTRA

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

MANUFACTURERS American Creation Inc. Mike D. Xu 3625 Ruffin RD #201 San Diego, CA 92123 (858) 385-7535 aci@americancreation.com www.acix-ar.com Best Ride on Cars Shahnoor Adam 11937 Denton DR, Ste 101 Dallas, TX 75234 (469) 209-8742 sales@bestrideoncars.com www.bestrideoncars.com Blue Raven Toys Cliff Dochtermann 2 Harborside CT East Patchogue, NY 11772 (516) 318-0178 blueraventoys@optimum.net www.bendyblox.com Cardboard Teck LLC Ben Matchstick 1 Court ST #3 Montpelier, VT 05602 (802) 279-8500 cardboardteck@gmail.com www.pinbox3000.com Carma Games Kevin Carroll 2 Broad ST Westport, CT 06880 (203) 226-6493 kevin@ilovetenzi.com www.ilovetenzi.com Circle F Media/DailyLounge Amelia Floyd 209 Palos Verdes DR Austin, TX 78734 (512) 215-0656 amelia@circlefmedia.com www.dailylounge.com COBI Toys, LLC Andrew Beck 4422 Gevalia DR Brooksville, FL 34604 (352) 584-8443 andrew.beck@cobitoys.com www.cobitoys.com

D&L Company, LLC. Olivia Ramirez 2225 Park PL Minden, NV 89423 (775) 782-3000 olivia@stomprocket.com www.stomprocket.com

Insight Editions Robbie Schmidt 800 A ST San Rafael, CA 94901 (415) 426-1377 r.schmidt@insighteditions.com www.insighteditions.com

Parragon Kimberly Keely 440 Park AVE S, 13th FL New York, NY 10016 (212) 629-9773 kim.keely@parragon.com www.parragon.com

Sixty LLC Dan Rennecker PO Box 346 Naperville, IL 60566 (847) 702-2402 dan@designbysixty.com www.mealswithmilton.com

Dash Robotics Reuben Metcalfe 3942 Trust Way Hayward, CA 94545 (415) 373-2386 reuben@dashrobotics.com www.kamigamirobots.com

Jazwares LLC Kevin Luehrs 963 Shotgun RD Sunrise, FL 33334 (954) 862-7108 kevin@jazwares.com www.jazwares.com

People Toy Company Rudy Valenta 404 5th AVE, 3rd FL New York, NY 10018 (888) 940-7199 rudyvalenta@peopletoy.co www.peopletoy.co

Smart Felt Toys Yvonne Jonansen 3827 Dixie Canyon AVE Sherman Oaks, CA 91423 (818) 926-0208 yajohansen@gmail.com www.smartfelttoys.com

GaiaTree LLC Tracy Bryce PO Box 81570 655 N Honokala RD Haiku, HI 96708 (808) 442-2486 gaiatreetoys@gmail.com www.gaiatreetoys.com

Kardtects Building Cards Jennifer Kile 425 Maple Ridge RD Millville, PA 17846 (570) 458-6655 kardtects@gmail.com ww.kardtects.com

Petiole Games Hope Carpenter 6 Ames ST Salem, MA 01970 (978) 810-0452 hope@petiolegames.com www.petiloegames.com

SmartWorks Consumer Products Vijay Lund 800-B Apgar DR Somerset, NJ 08873 (732) 764-9990 vjlund@smartworksproducts.com

Kayle Concepts Laura Jiencke 255 West 34th ST, 9th FL New York, NY 10122 (646) 732-3497 laura.jiencke@kayleconcepts.com www.kardtects.com

Plastwood Italia srl Bernardetta Tusacciu Via Sabotino Calangianus, SS Italy O7023 39079671460 info@plastwood.it www.plastwood.com

SoftStone Products, Inc. Karen Stone 927 Larkspur PL S Mount Laurel, NJ 08054 (856) 780-5989 karen.stone@eqforchildren.com www.EQforChildren.com

Kid Agains, Inc. Michael Prendergast 101 Cassidy DR, Ste F Dover, DE 19901 (631) 830-5228 mikep@kidagains.com www.kidagains.com

PLATPORTS.COM Timothy Chin 10531 4S Commons DR, Ste 530 San Diego, CA 92127 (631) 605-9384 sales@platports.com www.platports.com

Spooshi Co. Rachel Howie PO Box 831 Decatur, IL 62525 (217) 706-0609 spooshi@spooshi.com www.spooshi.com

Lee & Low Books Hannah Ehrlich 95 Madison AVE, Ste 1205 New York, NY 10016 (212) 779-4400 hehrlich@leeandlow.com www.leeandlow.com

SAVVi Leslie Shipley 3761 E Technical DR Tucson, AZ 85713 (520) 239-5121 lshipley@savvistuff.com www.savvistuff.com

StoryClub Games, LLC Ellen Stebbins 670 Hobcaw Bluff DR Mount Pleasant, SC 29464 (843) 240-3378 info@storyclubgames.com www.storyclubgames.com

Make It Real Isaac Wolman 1777 Reisterstown RD, Ste 290 Pikesville, MD 21209 (410) 980-5463 iwolman@makeitrealplay.com www.makeitrealplay.com

Seaich Corp Franco Dsouza 1910 West 1040 S Salt Lake City, UT 84104 (801) 486-3867 Frank@seaichint.com www.spacerails.com

White Mountain Puzzles Sean Minton 18 Black Mountain RD Jackson, MA 03846 (800) 548-8009 sean@whitemountainpuzzles.com www.whitemountainpuzzles.com

Happy Hair LLC Mechal Roe 5222 Pinnacle Pointe CT Norcross, GA 30071 (404) 545-6783 happyhairgirls@gmail.com www.happyhairshop.com Hearts For Hearts Girls Alyssa Prince 13700 Van Ness AVE Gardena, CA 90249 (310) 329-3100 alyssa@mpatoys.com www.hearts4heartsgirls.com Infinity Product Group Drake Taylor 5502 Walsh LN, Ste 201 Rogers, AR 72758 (479) 464-7563 draket@infinitypg.com www.mycomfycritters.com innobaby Jee Kim 523 W Old NW HWY, Ste 201 Barrington IL, 60010 (847) 387-8777 jee@innobaby.com www.innobaby.com

50 January 2017 • astratoy.org

The

st e l o o C ound Comp 017 of 2

Check us out at New York Toy Fair BOOTH # 375 4OLL &REE Ĺ? 4OLL &REE &AX ORDERS ORBFACTORY COM Ĺ? www.orbfactory.com

YOYOdrone John Christiansen 1671 Whippoorwill LN Bentonville, AR 72712 (214) 493-3020 john@yoyodrone.com www.yoyodrone.com ZoLi Inc. Chet Hong 858 Stanton RD Burlingame, CA 94010 (650) 293-3341 claire.lecat@zoli-inc.com www.zolibaby.com

RETAILERS Adventureland Toy Emporium Annamarie von Firley 1344 Carroll AVE Los Angeles, CA 90026 (213) 640-7181 annamarie@adventurelandtoys.com Blashful Cynthia Wangson PO Box 1598 Los Alamitos, CA 90720 (657) 214-1388 blashful.llc@gmail.com Blooming Minds Ventures Helen Huang 61 W 62nd ST, Apt 17J New York, NY 10023 (917) 304-0778 helen.huang@bloomingminds.com Blue Jaie Learning Katie Locke 2355 Lake Park DR Albany, GA 31707 (229) 449-6160 bluejaielearning@gmail.com Blue Sky Mining Company Lori Thomas 580 Mallory WAY Carson City, NV 89701 (775) 283-5575 lthomas@swiftcom.com blueskyminingcompany.com Cedarburg Toy Company Natasha Loos W62N583 Washington AVE Cedarburg, WI 53012 (262) 377-7224 info@cedarburgtoyco.com

Dancing Bear Michelle Boltz 13 N. 3rd AVE Sturgeon Bay, WI 54235 www.dancingbearshop.com Great Turtle Toys Ben NYE PO Box 1460 Mackinac Island, MI 49757 (906) 847-6118 info@greatturtletoys.com Green Dragon Toys Christine Boschiero 12031 SW Lausanne ST Wilsonville, OR 97070 (503) 381-6507 christinescarecrow@gmail.com Impression 5 Rick Melahn 200 Museum DR Lansing, MI 48933 (517) 485-8116 melahn@impression5.org www.impression5.org JB Super Store Inc Jessica Brunsvold 1721 26th ST S Moorhead, MN 56560 (701) 205-7950 jessica@JBsuperstores.com JBSuperstores.com Just a Trace Tracey Welp 215 W 9th ST Jasper, IN 47546 (812) 482-2025 justatrace@twc.com Kares 4 Kids Marci Fair 1745 North Brown RD, Ste 120 Lawrenceville, GA 30043 (678) 775-2738 ppgkwpartners@gmail.com www.kares4kids.com Little Pnuts Toy Shoppe Melissa Beese 209 Harrison AVE New Orleans, LA 70124 (504) 267-5083 hello@littlepnuts.com www.littlepnutstoyshoppe.com

52 January 2017 • astratoy.org

Little Threads Retail Corp. Joanne Chamberlain Krakora 2033 West Roscoe ST Chicago, IL 60618 (773) 327-9310 shoplittlethreads@gmail.com www.shoplittlethreads.com MrMuffin’sTrains Stephen Nelson 165 E Main ST Atlanta, IN 46031 (765) 292-2022 mrmuffin@mrmuffinstrains.org www.mrmuffinstrains.com OTG Games Shelley Sanders 741 10th ST Santa Monica, CA 90402 (925) 386-0134 shelley@freemethegame.com www.freemethegame.com Pampered Home, Spoiled Family Megan Sanders 2100 College DR, Ste 100 Lake Havasu City, AZ 86403 (928) 855-7332 megan@tandtenterprisesllc.com www.OurPamperedHome.com Pratts Nursery Jeremy Kobialka 2599 Harlansburg RD New Castle, PA 16101 (724) 654-5155 Prattsnursery@gmail.com www.prattsnursery.com Stanley Swains, Inc Karl Wiest 537 N Glendale AVE Glendale, CA 91206 (818) 243-3129 karl@swainsart.com The Wishing Well Stephanie Benavidez 6723 Greenleaf AVE Whittier, CA 90601 (562) 464-9474 thewishingwellshop@gmail.com Tic Tac Toys LLC Jeff Heatwole 3105 John Wayland HWY Dayton, VA 22821 (540) 830-7390 tictactoysllc@gmail.com

Timeless Toys Wes Dunlap 121 Carpenter LN Harrisonburg, VA 22801 (540) 432-8697 timelesstoys4u@yahoo.com

Jesa Toy Associates, LLC Sandra Russak 767 North ST Goshen, CT 06756 (860) 491-1159 jesatoys@yahoo.com

Toy B Ville Darren Turbeville 136 Petaluma BLVD N Petaluma/Napa, CA 94952 (707) 772-5318 darren@toybville.com www.toybville.com

On the Road Reps Joel Schreck 50 Carngtion AVE, Bldg #1 Floral Park, NY 11001 (516) 775-1111 joel@ontheroadreps.com www.ontheroadreps.com

Trading Jungle 175 Derby ST, #42 Hingham, MA 02043 (888) 610-5590

Phoenix Marketing Int’l Inc Steve Freedman 345 Springhouse LN Springhouse, NJ 08057 (484) 722-8038 pmitoy@aol.com

Vir Ventures Inc. Rupesh Sanghavi 19840 FM 1093 RD, Ste G4 Richmond, TX 77407 (281) 249-5566 vrteam@virventures.com www.toytooth.com Wee Ones Reruns Inc Kathleen McCrady 2450 James ST Bellingham, WA 98225 (360) 733-6794 k.mccrady@comcast.net www.eeonesreruns.net Toodle Doo Toys Debi Pierson 1 West Jefferson ST Franklin, IN 46131 (317) 346-7529 toodleydootoys@gmail.com www.toodleydootoys.com

SALES REPRESENTATIVES Golden Sales Blake Goldenberg 725 Istvan RD Sonoma, CA 95476 (707) 337-6931 mike@goldensales.com www.goldensales.com Javilyn Sales, Inc. Erin Lynch 633 S. La Grange RD, Ste #8 La Grange, IL 60525 (708) 482-3310 erin@javilynsales.com www.javilynsales.com

Rep Force One, Inc. Mark Lynch PO Box 845 Oak Ridge, NC 27310 (336) 665-9999 mark@rfotoys.com www.rfotoys.com RFW Sales Rachelle Whiteley 7040 Hawaii Kai Dr, Unit 25864 Honolulu, HI 96825 (808) 395-0052 rfwsales@gmail.com SGM Sales Diane Sirois 400 Grande Cote, STE 303 Rosemere, QC J7A1K7 (450) 965-1306 diane@sgmsales.ca www.sgmsales.ca

Toy Times Magazine, January 2017

s at: Visit u

2017 y Fair NY To th #6044 Boo 017 Fair 2 rg Toy 1 F 01 e b n r Nü Hall Booth

...be excited about our new arrivals in 2017!

OUR NEW HOME: Living Puppets USA, LLC 3325 N.W. 70TH Avenue, Miami Florida 33122-1332 USA phone: 305-779-1107 fax: 305-779-1108 e-mail: office@living-puppets-usa.com internet: www.living-puppets-usa.com

Index of Advertisers Adora .........................................................................adoradolls.com...................................................15 ALEX Brands...........................................................alexbrands.com....................................25, 27, 55 Asmodee North America ................................asmodeena.com ................................... 4, 33, 53 Baby Jack & Company .......................................babyjackandcompany.com ...........................8 Blue Orange Games. ..........................................blueorangegames.com...................................23 Charles Zadeh Enterprises.............................charleszadeh.com ....................................16, 38 Creditors Network ..............................................creditorsnetwork.com ............................24, 35 DeLano/EPI Printing Inc...................................epiinc.com ..............................................................5 Douglas.....................................................................douglastoys.com................................................41 Edplay........................................................................edplay.com...........................................................54 Games Workshop ...............................................games-workshop.com ....................................42 The Good Toy Group.........................................goodtoygroup.com .............................................7 GUND.........................................................................gund.com...............................................................11 Harrisville Designs ..............................................harrisville.com ................................................... 24 Haywire Group. ....................................................haywiregroup.com........................................... 29 Jax Ltd Inc. ...............................................................jaxgames.com......................................................19 Kettler ........................................................................toys@kettlerusa.com ...................Back Cover Kidstuff Public Relations .................................kidstuffpr.com ....................................................54 Light Stax-Lazy Dog Co. ....................................thelazydogco@gmail.com.............................13 Living Puppets USA, LLC. .................................living-puppets-usa.com................................54 Magformers............................................................magformers.com............................................... 49 Miniland Educational........................................minilandeducationalusa.com ......................2 The Orb Factory ...................................................orbfactory.com....................................................51 Pink Poppy. .............................................................pinkpoppy-usa.com ....................................... 48 Sentosphere USA ................................................sentosphereusa.com .......................................17 Sophia’s ....................................................................shopsophias.com ............................................. 39 STC. .............................................................................stc .group................................................................31 TEDCO Toys............................................................tedcosciencetoys.com ....................................37 Thames & Kosmos ..............................................thamesandkosmos.com ................................21 Tmi Toymarketing ...............................................tmigymnic.com ...................................................13 Toy Collection/CSI Inc. .....................................thetoycollectionretailer.com ...................... 35 ToyFest West - WTHRA.....................................toyfestwest.com ...................................................9 Wikki Stix.................................................................wikkistix.com .......................................................43 Winning Moves ....................................................winning-moves.com ........................................47

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ADVERTISE WeAsk are us an how approved Preferred Savings Partnerour 22 years of experience askcan about special ASTRA discounts! be our game-changing for member your business. We have been dedicated to the specialty industry for 23 years. Proud Member of Proud Member of

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Contact Todd Crayton to learn more at

todd@fwpi.com or 800-344-0559 54 January 2017 • astratoy.org

EXPERIENCE PLAYFUL PRODUCTS FULL OF SURPRISES AND ORIGINALITY.

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