ASTRA June 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 U N E 2 0 17

TOY TIMES MAGAZINE

in Philadelphia

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The Manhattan Toy CompanyÂŽ Minneapolis, MN 55401 www.manhattantoy.com 1.800.541.1345

Call your sales representative to learn more

MESSAGE From the Chair

Big Tip For Meeting Your Goals by Ann Kienzle, *play

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E\ $QQ .LHQ]OH SOD\ &KLFDJR ,OOLQRLV astratoy.org • June 2017

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June 2017 • astratoy.org

Features MONEY MATTERS 12 The Facts About Factoring 14 EVM Credit Card Processing... It’s Easy! 16 The Truth About MAPP 18 How Did UniďŹ ed Commerce Integration Make a Difference for Five Little Monkeys? TOY STORIES 20 Conversation, Not Competition 22 Diversity Day Celebrates Neighborhood’s Makeup 24 Autopsy of a Toy Store Closing TRENDING NOW 26 Toy Store Job BeneďŹ ts: Joy and FulďŹ llment 30 Movies are Hot Commodities in 2017 34 Interns Can Give Fresh Perspective 36 Hiring Strategies for Attracting Good Talent 40 BeneďŹ ts of Hiring U.S. Citizens on Welfare

6 June 2017 • astratoy.org

ASTRA NEWS 42 ASTRA’s Retailer Benchmarking Survey ASTRA’s Marketplace & Academy 44 It’s ’APPening! ASTRA Toy App Launch 46 Fun in Philadelphia! 48 See What’s New at Marketplace & Academy 49 Meet the Slate of Candidates for the Board of Directors 50 Schedule-At-A-Glance 54 He’s Been to the Mountaintops and He’s Coming to ASTRA! 56 Educational Sessions

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Departments 5 Message from the Chair 7 President’s Report 10 Store-Front Advocates 58 ASTRA Welcomes Its Newest Manufacturer Members 66 New Members 74 Index of Advertisers

ASTRA Toy Times Magazine Mission Statement Our mission is to act as a channel of communication for the general membership of ASTRA and to provide information about current happenings and future goals as decided upon by the board of directors, various committees, and ASTRA staff. We strive to provide useful and timely information and support for and about ASTRA members in accordance with the ASTRA mission statement. We are always looking for articles and input for the magazine. Letters to the editor are welcome. Please forward letters, comments, LGHDV HWF WR WKH $675$ RIÂżFH DW GPDUVGHQ# astratoy.org

PRESIDENT’S Report

Summer’s Launch = ASTRA Opportunities by Kimberly Mosley

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oor Mother Nature has been so confused this year. She gave us a lovely dose of warm weather in the middle of winter, and then dumped snow on a good portion of the country in early spring. Someone, please get her a calendar. As school bells become silent, this month and next mark the launch of summer. Parents are wondering how to keep children active, educated and occupied. Parents want to limit screen time and increase family time and ASTRA members are ready to help. This issue includes a look at trends found by ASTRA UHWDLOHUV DW 7R\ )DLU DQG D OLVW RI PRYLHV WKDW ZLOO LQĂ€XHQFH WR\V this year. The industry has also seen some big changes. This issue contains an informative article – lessons learned by an experienced retailer who closed his store over the past few months. Members know that the best way to build a competitive advantage is by delivering a rich customer experience. As you think about the parents and children in your community, what new experiences will you offer? ASTRA’s Marketplace & $FDGHP\ FDQ KHOS \RX ÂżQG DQVZHUV -RLQ XV LQ 3KLODGHOSKLD -XQH Âą WR FRQQHFW ZLWK IHOORZ PHPEHUV ZKR VKDUH VLPLODU challenges. Exhibitors are excited to bring you the latest products and special members-only offers. This year, you will see more WKDQ ÂżUVW WLPH YHQGRUV 7KH UXPRUV DUH WUXH 7KH WUDGH VKRZ LV WKUHH GD\V WKLV \HDU +RXUV DUH IURP D P WR S P RQ Monday and Tuesday, and from 10 a.m. to 4 p.m. on Wednesday. You are not going to want to miss a single minute. 7KLV \HDUÂśV NH\QRWH VSHDNHU -DPLH &ODUNH LV D UHQRZQHG Mount Everest adventurer and successful retail entrepreneur. He draws inspiration from his life as a self-styled “adventrepreneurâ€? and points out how in elite mountain climbing, lives are at stake, but climbers have maps and high tech weather predictions and experienced guides. In the world of entrepreneurial business however, livelihoods are at stake, but businesses often have far fewer clear indicators to support their decisions.

Members know that today’s business environment requires a responsive approach to an ever-changing marketplace and fast-paced technology advances. At Marketplace & Academy, Brett Hall of Hall of Toys will share ways to capture more “webroomersâ€? – customers who research a product online, then seek to purchase it in a brick-and-mortar store. Emily Guffey from The Toy Store will share the psychology of buying and selling with attendees. As staff members interact with customers, what tools do they need to deliver on your promise of customer service excellence? Do they have the right tools to “delightâ€? the customer? Don’t miss Thomas Hudgin’s session on Achieving High Staff Performance. In this session, you will hear about providing IHHGEDFN Ă€H[LELOLW\ DQG SURIHVVLRQDO GHYHORSPHQW VR WKDW \RX can capitalize on the special talents and work ethics of your staff and help them achieve a high level of performance. You know play is powerful, but can you explain why? $675$ÂśV &HUWLÂżHG 3OD\ ([SHUW ZRUNVKRS JLYHV \RX WKH UHVHDUFK language, and tools to discuss the science behind play. For the ÂżUVW WLPH \RX FDQ EHFRPH D &HUWLÂżHG 3OD\ ([SHUW DW 0DUNHWSODFH $FDGHP\ 2IIHUHG )ULGD\ DQG 6DWXUGD\ -XQH DQG WKLV pre-conference workshop will elevate your expertise in just two days. Lastly, consider Marketplace & Academy as an opportunity for professional as well as personal renewal. Only 100 miles from 1HZ <RUN &LW\ DQG PLOHV IURP :DVKLQJWRQ ' & 3KLOO\ LV in the middle of it all. You’ll be staying in America’s birthplace. Don’t leave the city without visiting Independence Hall, the /LEHUW\ %HOO DQG WKH 1DWLRQDO &RQVWLWXWLRQ &HQWHU %XW GRQÂśW VWRS there. From the famous steak and cheese sandwich to the Mutter Museum, Philadelphia will be a city of adventure and excitement. , FDQÂśW ZDLW WR VHH \RX WKHUH

astratoy.org • June 2017

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Contributors T here's a wealth of knowledge in the brains of ASTRA members, and ASTRA Toy Times Magazine is always willing to share that wealth among our readers. We look for topics that will be of interest to all or any segment of our membership - retailer, rep, manufacturer or affiliate. If you have an article idea or an issue you're willing to write about, please contact Dee Marsden, dmarsden@astratoy.org. Thank you to these contributors for this issue.

Ron Solomon is the CEO of MAPP Trap, a proprietary search engine that automatically monitors more than 100,000 online sellers to find MAPP, MRP, IP Rights, Unauthorized Distribution and other policy violations. For more information on MAPP Trap or a free consultation visit www.mapptrap.com or call 303-670-5111.

Justin Howe is a husband, father, and entrepreneur out of Portland, Oregon. He sells credit card processing for Heartland Payment Systems. When he's not changing the world one ASTRA member at a time, you can find him traveling with his family, or out enjoying local eats the Pacific Northwest has to offer. To learn more about EMV, the hows, the whys, and best practices contact him at 971-295-4579 or Justin.Howe@e-hps.com.

Susan Jenkins is account executive at Retail Dimensions in Beaverton, Oregon and an ASTRA Preferred Savings Partner. She can be reached at 971-222-9767 or at sjenkins@retaildimensions. com. At ASTRA Marketplace, visit Retail Dimensions in the Industry Service Pavilion, Booth ISP 2.

8 June 2017 • astratoy.org

Phil Wrzesinski is a retailer, author, speaker, and teacher helping independent retailers and local businesses compete and succeed. He ran the largest independent toy store in America before closing it last fall.

Vijay Prathap and his wife, Renju, founded Bears for Humanity with three missions: bears made of totally organic materials, their “Buy One - Give One” model that gives bears to kids in need, and hiring people in the CalWorks employment program.

Toy Times Magazine Editor Mary Sisson

Assistant Editor Dee Marsden

Graphic Artist Maia VanOrman

Board of Directors Chair Ann Kienzle

Treasurer Dee Farrell

Past Chair Dean May

Secretary Christine Blumberg

Chair-Elect Erik Quam

Directors Todd Andersen Nicole Bortnick Cynthia Compton Damien Crocker Anita Demetropoulos

Tami Murphy Christine Osborne Gwen Ottenberg Michelle Sahr

ASTRA Staff President Kimberly Mosley

Marketing and Communications Specialist Dee Marsden

Director of Member Relations Sue Warfield

Meetings and Exhibits Coordinator Laura Dann

Director, Meetings and Strategic Partnerships Amanda Zawad

Membership and Programs Coordinator Gina Anzalone

Director of Education and Training Ahren Hoffman

Office 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, info@astratoy.org, www.astratoy.org. Copyright © 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.

astratoy.org • June 2017

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READY,forSET, PLAY... Children With Disabilities

Store-Front Advocates by Kathryn H. Lavin, MSW, Executive Director of Lekotek and AblePlay

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10 June 2017 • astratoy.org

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MONEY Matters

The FACTS About

Factoring

by Mary Sisson, editor

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n invoice arrives for toys purchased from the ABC Toy Company. But instead of paying the ABC Toy Company, you are instructed to send payment to the XYZ Biz Company. What’s going on? ,WœV FDOOHG IDFWRULQJ D ¿QDQFLDO WUDQVDFWLRQ ZKHUH D EXVLQHVV VHOOV LWV DFFRXQWV UHFHLYDEOH LQYRLFHV WR D WKLUG SDUW\ FDOOHG D IDFWRU DW D GLVFRXQW 7KH UHWDLOHU WKHQ SD\V WKH IDFWRU 7KH manufacturer typically pays the factor 3 to 5, or even up to 8 SHUFHQW RI WKH GHEW

Why use a factor? Simply put, cash ow. “If I’m going to do a 5-percent factor deal, my other recourse is ‌ I’m going to spend money on invoicing and credit card IHHV ´ H[SODLQHG 5RQ 6RORPRQ &(2 RI 7KH &UHGLWRUÂśV 1HWZRUN and MAPP Trap. Using a factor, “I get my money faster, and this DOORZV PH WR WXUQ DURXQG DQG EX\ LQYHQWRU\ IDVWHU ´ ,I DOO WKH EX\HUV DUH RQ 1HW DQG D PDQXIDFWXUHUÂśV IDFWRU\ H[SHFWV SD\PHQW IRU SURGXFWV XS IURQW D FRPSDQ\ ZLWKRXW enough capital faces a serious delay on the next shipment. )DFWRULQJ DOORZV LW D IDVWHU VRXUFH RI FDSLWDO ZKLFK FDQ VSHHG XS turnaround of product. 2XWVRXUFLQJ GHEW WR D IDFWRU LV QRW WKH VDPH DV RXWVRXUFLQJ GHEW WKDWÂśV ODWH WR D WKLUG SDUW\ FROOHFWLRQV ÂżUP ,Q ERWK FDVHV GHEW LV OHJDOO\ WXUQHG RYHU WR WKH WKLUG SDUW\ ,Q WKH FDVH RI FROOHFWLRQV WKH WKLUG SDUW\ NHHSV WKH SD\PHQW PLQXV D SHUFHQWDJH :LWK IDFWRULQJ GHEW WKDW LV QRW RYHUGXH LV ERXJKW E\ WKH IDFWRULQJ FRPSDQ\ ZKLFK FKDUJHV D SHUFHQWDJH RI WKH GHEW 6RPH EXVLQHVVHV GR WKLV ZLWK LQGLYLGXDO DFFRXQWV RU PRUH W\SLFDOO\ WKH ZKROH SRUWIROLR LV VROG 7KHUH DUH WZR ZD\V WR GR WKLV 6RORPRQ VDLG Âą UHFRXUVH DQG QRQ UHFRXUVH Âł,I LWÂśV UHFRXUVH WKH\ FDQ FDOO EDFN WKH PRQH\ IURP PH DV D PDQXIDFWXUHU ,I LWÂśV QRQ UHFRXUVH WKH\ÂśUH VWXFN

12 June 2017 • astratoy.org

for it.� The difference is the percentage paid up front. Just as KLJKHU LQVXUDQFH SUHPLXPV XVXDOO\ PHDQ D ORZHU GHGXFWLEOH D QRQ UHFRXUVH WUDQVDFWLRQ FRVWV PRUH EHFDXVH WKH IDFWRU LV WDNLQJ D JUHDWHU ULVN

What happens if a retailer accidentally pays the manufacturer directly instead of paying the factor? 7KH PDQXIDFWXUHU LV OHJDOO\ REOLJDWHG WR WKHQ SD\ WKH IDFWRU 7KH GHOD\ WKDW UHVXOWV PD\ PDNH WKH SD\PHQW ODWH DQG WKH IDFWRU LV OLNHO\ WR FKDUJH WKH PDQXIDFWXUHU H[WUD Sometimes retailers accidentally pay the manufacturer EHFDXVH WKH DGGUHVV LV DOUHDG\ VHW XS LQ WKHLU ERRNNHHSLQJ RU WKH “remit toâ€? address is not clear on the invoice. Âł3OHDVH GR QRW VWDPS RU SXW D VPDOO VWLFNHU DERXW IDFWRULQJ RQ DQ LQYRLFH VLQFH LW FDQ HDVLO\ EH PLVVHG ´ UHFRPPHQGV 1HULFH .HQGWHU RZQHU RI %XV\ %HH 7R\V LQ 'R\OHVWRZQ 3HQQV\OYDQLD Âł&RQVLGHU VWDSOLQJ DQ H\H FDWFKLQJ EULJKWO\ FRORUHG QRWLFH RQ WRS of the invoice instead.â€? 5LFKDUG %HODQJHU RZQHU RI 6FDOOLZDJ 7R\V LQ %HOOHYLOOH 2QWDULR DGGV Âł0DNH VXUH WKDW WKH IDFWRU DQG WKH FRPSDQ\ WKDW \RX DUH EX\LQJ IURP DUH LQ FRQWDFW ZLWK HDFK RWKHU DQG XSGDWH WKHLU ÂżOHV UHJXODUO\ )DFWRUV GR QRW DOZD\V FKHFN ZLWK WKH PDQXIDFWXUHU WR VHH LI ELOOV KDYH EHHQ SDLG ,W WRRN XV PDQ\ PRQWKV WR FRQYLQFH D FRPSDQ\ DQG WKH IDFWRU WKDW WKH ELOO KDG EHHQ SDLG 7KH FKHTXH KDG JRQH WR WKH FRPSDQ\ LQVWHDG RI WKH IDFWRU (YHQ WKRXJK WKH FKHTXH KDG EHHQ FDVKHG ´ Solomon has found that factors are good for detecting FRPSDQLHV WKDW DUH LQ WURXEOH DV WKH\ GR LQFUHGLEOH FUHGLW FKHFNLQJ 7KDW GRHVQÂśW PHDQ D PDQXIDFWXUHU ZKR XVHV D IDFWRU LV VWUXJJOLQJ Âł,W MXVW PHDQV , ZDQW P\ PRQH\ IDVWHU ´ KH VDLG Âł,WÂśV ASTRA just another form of capital.â€?

astratoy.org • June 2017

13

MONEY Matters

EMV Credit Card Processing

It’s Easy! by Justin Howe, Heartland Payment Systems

W

hat Is EMV?

EMV – which stands for Europay, MasterCard and Visa – is a global payment standard that provides a consistent cardholder experience worldwide. Most countries have already deployed this technology elsewhere, but as of October 1, 2015, the U.S. has rolled it out as well. EMV-enabled cards contain a computer chip that is activated and read when inserted in the card reader or tapped for contactless acceptance. The chip generates a unique security code IRU HYHU\ WUDQVDFWLRQ PDNLQJ LW PRUH GLI¿FXOW IRU IUDXGVWHUV WR recreate data. The chip and terminal create dynamic information that is sent to the card issuer. This information allows the issuer to validate that the card is genuine, decreasing counterfeit fraud. EMV applies to retail transactions. Check with your provider to see what security they have in place for E-Commerce or Card-Not-Present transactions. They should be willing to openly provide you information.

Can I Currently Offer EMV? Many credit card processing platforms are enabled to accept EMV payment; all platforms were required to by October 1, 2015. The stragglers in the situation were either the payment gateways (middle between processor and POS software) or the POS software and hardware vendors, resulting in some retailers needing to notify customers that chip readers were not yet available. Payment terminals and POS terminals need to be FHUWLÂżHG E\ (09&R HPYFR FRP

What If I Can’t Provide EMV? In the event that your POS software provider or credit card processor isn’t able to offer you EMV technology that is integrated together, it can sometimes weigh in your favor to run a standalone terminal next to your POS. Most POS companies will allow you to have an “External Credit Card� button on your layout, so you can record these sales more easily. This way you are secure and have an alternative solution until they fully complete EMV integrations.

Why Use EMV? EMV payment acceptance is not a law. It is, however, a good idea to consider avoiding costly counterfeit, lost and stolen card chargebacks or potential loss of business due to consumer payment preferences. With the liability shift having gone and passed, responsibility for those potential fraud charges falls to the party using the least secure card acceptance technology. If an EMV-ready terminal is not installed, this means that the liability could shift to you and your business. By swiping a card through a non-EMV-compatible terminal, you could be facing losses due to chargebacks associated with the fraudulent charge. All retailers, regardless of size, should consider the following when deciding whether or not to implement EMV-ready terminals. • What will customer perceptions be if I don’t offer chip acceptance? • What percentage of my transactions are card present? • What percentage of my transactions are PIN debit versus credit card? • What is my cost for upgrading, updating or replacing equipment for EMV? • What is my average ticket size?

14 June 2017 • astratoy.org

Cards Over the Phone/Online While EMV is not relevant to online orders or cards taken over the phone (referred to on your statements as “CNP,â€? card-not-present), there are still precautions you can take to increase your security. You can have your processor set up your DFFRXQW WR UHTXLUH ]LS FRGH &99 DQG DGGUHVV YHULÂżFDWLRQ 7KHVH are layers of security that only the true card holder would know, decreasing the chances of fraud. You could also require that items you ship out require signatures upon receipt. This will help ZLWK YHULÂżFDWLRQ DQG FDQ SOD\ LQ \RXU EHQHÂżW LI D GLVSXWH ZHUH WR happen. We live in an online-driven world, and money is moving faster than ever, but please take a few minutes to review some of your security best practices to make sure we protect your money.

Things to Watch Out For • Monthly EMV fees on your credit card statement (these have snuck onto statements since the change, but are not necessary). • Overpriced EMV equipment, which typically run $200-$1,000 per unit, don’t fall victim to leases for EMV terminals or pin pads. • Unclear responses from providers (it’s simple, they either offer EMV, and can do so on X equipment and with X POS or they can’t). Make sure to get your information from good, quality sources. ASTRA

MONEY Matters

The Truth About

MAPP

by Ron Solomon, MAPP Trap

I

n the four years since launching MAPP Trap in the toy industry, we’ve dealt with hundreds of manufacturers and retailers in a wide variety of markets (including toy, juvenile, pet, gift, automotive, power tools, and more). However, while the spread of hyper-discounting and its negative effects have moved at varying speeds in different industries, the confusions about Minimum Advertised Pricing Policies (aka MAPP) have remained constant. Although it would take far more than a short article to clarify these questions, this should serve as a good start to those who are interested in the topic.

MAPP is illegal. MOSTLY FALSE. Minimum Advertised Pricing Policies are not illegal. In its Leegin Creative Products, Inc. v. PSKS, Inc., 551 US 877 (2007) case, the U.S. Supreme Court overruled a century-old precedent and held that minimum resale price maintenance is not technically illegal under Section 1 of the Sherman Act. Rather than being “per se� illegal, the court ruled that this practice should instead be subject to the antitrust “rule of reason� (which requires a case-by-case analysis). That puts the onus on the brand owner to unilaterally create and uniformly enforce its policy.

MAPP is a price-ďŹ xing scheme. FALSE. 0$33 KDV QRWKLQJ WR GR ZLWK SULFH Âż[LQJ ZKLFK E\ WKH ZD\ if done properly is not illegal either!) A Minimum Advertised

16 June 2017 • astratoy.org

Pricing Policy has nothing to do with the selling price of a product. It is a unilaterally determined statement that tells retailers the price at which a manufacturer’s product(s) may be advertised. Once the product gets to the check-out page or the cash register, whatever discounts the retailer wants to apply may be applied.

Retailers can be sued for violating MAPP. FALSE. MAPPs are unilateral policies created by vendors in order to defend their brands from price erosion. As such, they are not laws. However, in their policies vendors set forth the “rules� by which a retailer must play in order to remain a customer. The enforcement aspects can include a myriad of actions for violations such as removing discounts, restoring freight allowances and, ultimately, revoking the right to purchase goods from the vendor or its distributors.

MAPP is an irrevocable document. MOSTLY FALSE. As a unilateral policy, a MAPP may be amended at any time by the vendor. Changes may include increases or decreases in allowed advertised price, changes to enforcement actions, blackout periods (days or periods of time during which there is a MAPP holiday), whether shipping costs are included, if “place in cart to see price� strategies are acceptable, etc. Note, however, that manufacturers need to take reasonable steps to ensure that all of their trading partners are aware of any policy changes.

MAPP is a contract. POSSIBLY TRUE. A Minimum Advertised Pricing strategy can be a policy or an agreement/contract (unlike a Minimum Retail Price Policy which can only be a policy). A MAP “Policy� is a unilateral statement that establishes a vendor’s rules. By purchasing the vendor’s

goods, retailers are tacitly accepting the terms of that policy. A MAP “Agreement” is a contract, the terms of which must be signed by both parties. The dangers of having a MAP Agreement are that any changes must be renegotiated and agreed to by all parties. Additionally, in the cases of certain states that hold MAP to be illegal, that statement refers to MAP “Agreements,” not Policies (see Section 1 of the Sherman Act).

Amazon helps vendors to enforce MAPP. FALSE. Amazon is a consumer-centric business and, therefore, puts their buyers in the driver’s seat by allowing any and every product listing discount. They offer absolutely no help to vendors when it comes to enforcement of their policies. This lack of cooperation extends to refusing to help identify merchants’ contact information, refusing to take down product listings of MAPP violators, sluggishness in removing scam sellers and more. In certain instances Amazon may agree to delist merchants who have been proven to sell counterfeit goods, or out-of-date vitamins and supplements, but those vendors must provide irrefutable proof of their claims. Getting that proof can be time-consuming and costly.

HOW WELL DO YOU KNOW YOUR CUSTOMERS? MONITOR... Amazon, eBay, GoogleShopping and hundreds of other ecommerce sites.

IDENTIFY... unknown sellers with DBAs, telephone, emails, addresses, websites and more.

ENFORCE... policies through customizable, automated email system.

Protect your brand!

www.creditorsnetwork.com, ron@creditorsnetwork.com or call 303-670-5111

Friendly Loom™ Products

MAPP is good for retailers. TRUE. By creating, monitoring and uniformly enforcing a MAPP, vendors are not only protecting their brands from extreme price erosion and product commoditization, but they are also protecting their brick-and-mortar retailers by creating a OHYHO SOD\LQJ ¿HOG LQ ZKLFK DOO UHWDLOHUV FDQ HQMR\ DQ DFFHSWDEOH SUR¿W PDUJLQ Unprotected brands risk a decrease in not only the retail cost of their goods but, ultimately, decreased distribution, GHÀDWLRQ WR WKHLU ZKROHVDOH SULFHV DQG D loss of margin such that quality of goods and customer service become impossible to maintain. In this writer’s opinion, MAPP is the best option available in today’s market given the effects of the ASTRA Amazon disruption.

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

Fax: 603-827-3335

astratoy.org • June 2017

17

MONEY Matters

How Did Unified Commerce Integration

Make a Difference for Five Little Monkeys?

Stephanie Sala

by Susan Jenkins, Retail Dimensions

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his year, Retail Dimensions had the pleasure of delivering D XQL¿HG FRPPHUFH VROXWLRQ IRU )LYH /LWWOH 0RQNH\V ZLWK VWRUHV LQ &DOLIRUQLD LQFOXGLQJ D QHZ RQOLQH H FRPPHUFH VWRUH LQWHJUDWHG ZLWK WKHLU 5HWDLO 3UR® UHWDLO PDQDJHPHQW 326 6\VWHP LQ DOO IRXU VWRUH ORFDWLRQV 7KH VWRUH¶V VWDII 6WHSKDQLH 6DOD DQG 6KDQD 2OVRQ DUH ZRQGHUIXO WR ZRUN ZLWK DQG LW¶V QR VXUSULVH WKDW WKH\ UHFHLYHG WKH $675$ 7R\ 5HWDLOHU RI WKH <HDU DZDUG )LYH /LWWOH 0RQNH\V HQMR\V IHDWXUHV OLNH ³SLFNXS LQ VWRUH´ DQG ³SLFNXS DW ZKDW ORFDWLRQ"´ ZLWK QHDU UHDO WLPH LQYHQWRU\ XSGDWHV FRQWLQXRXVO\ XSGDWLQJ WKH VLWH ZLWK FXUUHQW LQYHQWRU\ OHYHOV IURP HDFK VWRUH 7KLV PDNHV PDQDJLQJ WKH FRPSDQ\¶V LQYHQWRU\ ERWK RQ WKH VWRUH VLGH DQG RQOLQH PXFK HDVLHU IRU DOO LQYROYHG )LYH /LWWOH 0RQNH\V FXVWRPHUV DOVR HQMR\ WKH EHQH¿WV RI DQ 5'L EXLOW FXVWRPHU OR\DOW\ SURJUDP ³8QL¿HG FRPPHUFH LQWHJUDWLRQ´ FRPHV GRZQ WR V\QFLQJ \RXU RQOLQH DQG VWRUHIURQW 326 V\VWHP WR DFFXUDWHO\ WUDFN LQYHQWRU\ DQG PRUH 7KHUH DUH PDQ\ DGYDQWDJHV RI XQL¿HG FRPPHUFH KRZHYHU WKH NH\ EHQH¿W LV D EHWWHU FXVWRPHU H[SHULHQFH &XVWRPHU H[SHULHQFH LV EHFRPLQJ D NH\ EUDQG GLIIHUHQWLDWRU RYHU SULFH DQG SURGXFW 7RGD\¶V VKRSSHUV ZDQW WR EX\ DQ\ZKHUH UHFHLYH DQ\ZKHUH DQG UHWXUQ DQ\ZKHUH 7KLV PHDQV WKDW LI \RXU FXVWRPHUV EX\ RQOLQH WKH\ PD\ ZDQW WR UHWXUQ LQ VWRUH 8QL¿HG FRPPHUFH UHOLHV RQ D VLQJOH WUXWK RI GDWD EDVHG RQ QHDU UHDO WLPH XSGDWHV :LWK WKLV VFHQDULR

18 June 2017 • astratoy.org

WKH LQIRUPDWLRQ LV DFFHVVLEOH WR WKH FXVWRPHU DQG PHUFKDQW ZKHQHYHU ZKHUHYHU 2WKHU EHQH¿WV )LYH /LWWOH 0RQNH\V UHFHLYHG IURP WKHLU XQL¿HG FRPPHUFH VROXWLRQ LQFOXGH

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Multiple Delivery Options &XVWRPHUV ZDQW D VHDPOHVV VKRSSLQJ H[SHULHQFH ZKHWKHU WKH\ EX\ IURP \RX RQOLQH RU RIÀLQH :LWK D XQL¿HG FRPPHUFH VROXWLRQ )LYH /LWWOH 0RQNH\V ZDV DEOH WR LPSURYH LWV VHUYLFHV ZLWK RSWLRQV OLNH EX\ RQOLQH SLFN XS LQ VWRUH EX\ RQOLQH UHWXUQ LQ VWRUH DQG EX\ RQOLQH DQG VKLS IURP VWRUH

Add-On and Upsell Opportunities $ UHVSRQVLYH ZHEVLWH PHDQV WKDW RQOLQH VKRSSHUV FDQ HDVLO\ ¿QG ZKDW WKH\ DUH ORRNLQJ IRU UHJDUGOHVV RI WKH GHYLFH WKH\ DUH XVLQJ 2QFH WKH\ ¿QG WKH LWHP WKH\ DUH OLNHO\ WR FRPSOHWH WKHLU SXUFKDVH LQ WKH VWRUH 7KLV EULQJV JUHDWHU RSSRUWXQLWLHV IRU WKH VDOHVSHUVRQ WR XSVHOO DQG RIIHU DGGLWLRQDO LWHPV DV WKH\ PDNH D ASTRA IDFH WR IDFH FRQQHFWLRQ ZLWK WKHLU FXVWRPHUV

TOY Stories ASTRA’s Foundation:

Conversation, Not Competition

by Mary Sisson, editor

L

olly Randall was involved with ASTRA almost from the beginning. The principal of Lolly & Company, a Seattle UHS JURXS MRLQHG ZLWKLQ WKH ¿UVW \HDU ³,W ZDV WKH ¿UVW WLPH really, that groups of retailers got together and shared information in a positive way,� she said. 6KH UHFDOOV KXJH FRPSHWLWLRQ LQ WKH WR\ LQGXVWU\ ³$675$ really helped foster that camaraderie between everyone.� She’s seen in her own Northwest region how working together can EHQH¿W WKH ZKROH JURXS ,QVWHDG RI FRPSHWLWLRQ /ROO\ KDV IRXQG WKDW FRQYHUVDWLRQ between people in the toy industry has been one of ASTRA’s

20 June 2017 • astratoy.org

Lolly Randall

ELJJHVW EHQHÂżWV 6KH PHQWLRQHG DQ HDUO\ FRQYHQWLRQ LQ $UL]RQD with 200 attendees, where everyone gathered around the pool EHWZHHQ PHHWLQJV DQG GLQQHU Âł(YHU\ERG\ ZDV WDONLQJ WR HYHU\ERG\ ´ VKH VDLG Âł3RRO WLPH ZDV ZKHQ SHRSOH H[FKDQJHG ideas.â€? 7KDW H[FKDQJH FRQWLQXHG ORQJ DIWHU WKH FRQYHQWLRQ :HVW &RDVW PHPEHUV ZRXOG OHDUQ IURP (DVW &RDVW PHPEHUV DERXW WUHQGV WKDW ZHUH GRLQJ ZHOO :KHQ 3RNHPRQ ÂżUVW KLW ÂłLW ZDV UHG KRW RXW KHUH :H KDG (DVW &RDVW SHRSOH JRLQJ Âľ:KDWÂśV WKLV 3RNH D WKLQJ"ϫ More than following trends, though, ASTRA has sought

to give independent retailers a place in the industry, Lolly said, especially in the face of both big box and smaller toy store chains. “What could they do to be different and be valuable to their retail customer? And how could reps and vendors support that?â€? A rep in her group worked with the FRPPLWWHH WKDW ZURWH $675$ÂśV ÂżUVW ERRN on toys for kids with special needs, back when computer use was in its infancy. “This is a place where our stores can shine,â€? Lolly said. In fact, several of the stores in her territory were opened by SDUHQWV ZKR KDG D KDUG WLPH ÂżQGLQJ WR\V for their children with special needs. After the toy recalls of 2007, when Congress and state legislatures reacted with toy safety bills, Lolly was in the front lines, making sure the industry was heard. The Washington legislature was considering laws that were even stricter than Congress’ CPSIA (Consumer Product Safety Improvement Act), so Lolly called the Toy Industry Association, Mattel and Hasbro. “I said, ‘You’d better get out here for some of these states.’â€? 2QH FRPSDQ\ VKH UHFDOOHG DW ÂżUVW said it could do without selling in the state of Washington. Lolly talked with legislators and journalists about the number of people who would lose their jobs in Washington if the legislation went through as proposed. Retailers and manufacturers alike organized to testify in Olympia and educate the public. “It was through my contacts at ASTRA that I knew who to call,â€? she said. She was there when Gov. Christine Gregoire signed the bill and remembers the governor saying it was the worst piece of legislation ever to cross her desk, but it was an election year and the bill had kids and safety in the title, so she had to approve it. As ASTRA heads to a convention where the Marketplace attracts more than 2,000 people, it’s strange to think that an early tenet of ASTRA was no trade shows because of the fear that shows would set up competition between vendors and between sales reps. “In the early days of ASTRA it was a forum where everyone worked together IRU WKH EHQHÂżW RI WKH LQGXVWU\ DV D ZKROH ´ Lolly said. Convention presentations were followed by discussion and the sharing of ideas. Usually during one session, vendors, reps and retailers would each

go to separate rooms to discuss what was going on in the industry and how they could improve. Lolly left ASTRA for a time. “The year I left was the year every single vendor on the board had gone to in-house UHSV DQG ÂżUHG DOO WKHLU UHSV , IHOW OLNH we really weren’t being listened to or respected.â€? She’s seen that change in recent years, especially with the addition of 6XH :DUÂżHOG DV GLUHFWRU RI PHPEHU relations. “She’s always such an

enthusiastic supporter of ASTRA. She’s helped bring back the unity of the three-legged stool.â€? Yet even during the years she wasn’t involved, every time she worked with a new store she’d tell the owners that one of the best things they could do for their store was to join ASTRA and go to the convention. “I think it’s a great organization from when it started out until now,â€? Lolly said. “Stores that don’t go to Marketplace & ASTRA Academy are really missing out.â€? astratoy.org • June 2017

21

TOY Stories

Diversity Day

Celebrates Neighborhood’s Makeup

S

ince opening Oodles 4 Kids four-and-a-half years ago, Carolyn Miye has celebrated Chinese New Year in her store every winter. But this year, looking at the diverse mix of neighbors in her neighborhood in Portland, Oregon, she decided to expand and throw a Diversity Day. “I felt that it was time to celebrate the fact that our country is made up of so many diverse cultures and that’s what makes our country so beautiful and multicultural,” she said. “I was helping to represent what our neighborhood’s perspective is.” The neighborhood responded with enthusiasm. She was surprised by how many people, when asked if they’d be interested in sharing their culture, were excited to do so. A dozen countries were represented, each with a food, a craft,

Abbasse Bodian teaches kids a game from his native Senegal.

22 June 2017 • astratoy.org

a game or a combination of those. A Lebanese man who had contacted her through LinkedIn on a whole different topic got his wife involved, sharing Lebanese food and tying hijabs on kids. The Pakistani proprietors of the UPS store down the street did henna tattoos. Sales rep Mary Morrison brought homemade shortbread and offered coloring and games to represent Scotland. One station featured Japanese mochi, a traditional treat made of pounded rice, soy sauce and sugar. Neighborhood kids taught others to do origami. A woman with a local tortilla company made homemade tortillas and quesadillas.

2RGOHV .LGV RZQHU &DURO\Q 0L\H LV Ă€DQNHG E\ HPSOR\HHV %REEL 6HWWMH OHIW UHSUHVHQWLQJ 'HQPDUN DQG &KULVWLQH *ULPP Someone representing American Indians taught rock painting, showing children how to make hieroglyphs and helping them create their own codes. An Israeli woman made greeting cards with children featuring the Hamsa hand design. A neighbor from Senegal played rock games with the young customers. An employee with Danish roots led a woven paper heart craft. Chinese New Year still had a presence, with kids using chopsticks to pull Safari Good Luck Minis from bowls of rice, and the store passing out traditional oranges and lai see, red HQYHORSHV ÂżOOHG ZLWK JROG chocolate coins. Between 250 and 300 people came to Oodles 4 Kids for the event. “It was packed,â€? Miye said, noting that her Chinese New Year celebrations had topped out closer to 200. She’d started planning in November, with the aid of a friend who helps her organize events. The diversity event was in late January. They used that time to recruit, organize,

get supplies, and market through store handouts, emails, Facebook posts, and posters around the neighborhood. “I was helping to represent what our neighborhood’s perspective is, and focus on the fact that we all want to celebrate that diversity and

we really treasure what makes this country great,� she explained. “People all day long were commenting, saying how meaningful it was to them,� she said. “The shop is in a tight, cohesive neighborhood. This really created a lot of goodwill ASTRA for the store.�

Alexis Khoury, formerly of Lebanon, shows a neighborhood girl how to tie a hijab. astratoy.org • June 2017

23

TOY Stories tories

Marble Run

The Hubelino marble run offers unmatched gaming adventures and loads of fun. From simple structures to complex runs infinite variations can be built. A particular advantage of the connecting system is that nothing can slip or tip over and the marble always rolls to the ultimate goal. The little builders deal with gravity and acceleration in a playful way and sharpen their fine motor skills and logical thinking.

Educationally valuable from the Huge fun for children age of four other 100% compatible with interlocking brick toys supplements Wide range of sets + ASTRA´S 2017 y Marketplace & Academ PA Philadelphia, June 25-28, 2017 Booth Number: 1162 „meinbaukasten GmbH“

s!

Visit u

Made in Germany

Toy House and Baby Too

Autopsy of a

Toy Store Closing by Phil Wrzesinski, Phil’s Forum

T

hey say hindsight is 20/20. Doing an autopsy on Toy House and Baby Too, I see three tipping points in the past eight years where a different decision might have resulted in a different outcome.

Declining Births I teach a class for new and expectant daddies at our local hospital. That gives me access to birth numbers for our county. From 2001 to 2007 that number remained relatively unchanged, less than 3 percent difference from the norm over those seven years. In 2008, however, births plummeted by 25 percent. $W ¿UVW , WKRXJKW LW ZDV DQ DQRPDO\ , ZDV ZURQJ )ROORZLQJ D QDWLRQDO WUHQG RI declining birthrates, that new number stayed consistent for 2009 through 2014. Seven straight years of having 25 percent fewer births than the previous seven years. The FXPXODWLYH HIIHFW ZDV D VLJQL¿FDQW ORVV LQ P\ SULPH SRSXODWLRQ EDVH ± FKLOGUHQ However, 2007 was a record year for us for topline sales, 2008 was only off a OLWWOH DQG ZDV D UHFRUG \HDU IRU ERWWRP OLQH SUR¿WV 7KH UHFHVVLRQ DQG WKH KRXVLQJ crisis would have been great excuses for radically downsizing the store to what the new economy would support. But we were not looking far enough ahead to see the effect of declining births.

Loss of the Line of Credit

www.hubelino.com

24 June 2017 • astratoy.org

In June 2011 our bank called in our line of credit. For 42 years we had a line of credit with no missed payments, and they wanted their money back ASAP. They were in the process of being sold to a larger bank and needed to clear all lines of credit. We were DEOH WR FRPH XS ZLWK VRPH FUHDWLYH ¿QDQFLQJ WR FRYHU WKDW QRWH EXW LW ZDV D KXJH EORZ WR RXU FDVK ÀRZ DQG D KXJH FKDQJH WR KRZ ZH KDG WR UXQ RXU EXVLQHVV Keeping a store well-stocked with an average inventory over $500,000 at cost was tough enough. Without an LOC it was an incredible challenge. We needed a lighter and OHDQHU LQYHQWRU\ EXW ZH GLGQ¶W DGMXVW IDVW HQRXJK FDXVLQJ D ORW RI FDVK ÀRZ KHDGDFKHV the next few years.

The December to Forget

Looking Back

In spite of the decline in population and sales, we started to see growth again in 2014. That fall was spectacular. Double-digit increases in sales September through November had us pumped for December. We projected a modest 5 percent growth. Instead of being up, we were down 13 percent for the month. It was the worst December since the 1970s. I still don’t know exactly why we had such a lousy Christmas. Our inventory and advertising and staff were no different than the previous three months. Was it Amazon? People shopping early? The looming construction projects planned for downtown? What I do know is that we had a ton of inventory and not a lot of cash in January 2015. Two months later the city started a huge project, tearing out the entire main downtown road for a nine-month construction project. We were on the north side of the downtown and were effectively shut off from the south parts of the city and county (where all the money lives). With the construction hampering WUDI¿F ZH FRXOG QRW GLJ RXW RI RXU FDVK ÀRZ KROH ,Q IDFW ZLWK the construction continuing all through 2016, the more we dug, the deeper we got.

Our local economy was shrinking. Along with the population loss, average household income in the county was plummeting; dropping more than 20 percent since 2007. It was even worse inside the city limits. Average household income dropped to $27,342. Yes, almost poverty. Our market is now roughly half what it was in 2007. Our VWRUH QHHGHG WR EH VLJQLÂżFDQWO\ VPDOOHU WKDQ WKH VTXDUH foot building we were in, without becoming “this is not the Toy +RXVH , UHPHPEHU´ WR EH SURÂżWDEOH LQ WKLV HFRQRP\ We had three points where downsizing would have made perfect sense not only from a business standpoint, but from a community standpoint – in 2009 during the Great Recession, in 2011 when we lost the LOC, and after the 2014 December to Forget with the major construction projects looming. Would we still be in business had we made those changes then? Nothing is certain. A loss of 50 percent of your market is a tough challenge for anyone. But our chances of survival would have gone up dramatically. Change is inevitable. The truly visionary retailers are looking for reasons to change, even when times are good. Sometimes the tea leaves are hard to read, but if you are expecting change, you are more likely to see the triggering events as they happen. ASTRA

VISIT BOOTH #329 OR DE R TH ES E & 9 MO RE KITS CO MI NG TH IS FALL! LEGOÂŽ MAKE YOUR OWN MOVIE AVAILABLE JUNE 1ST!

LEGO, the LEGO logo, the Brick and Knob configurations and the Minifigure are trademarks of/sont des marques de commerce de the LEGO Group. Š2017 The LEGO Group. All rights reserved. Manufactured by Scholastic Inc. under license from the LEGO Group.

astratoy.org • June 2017

25

TRENDING Now

Joy

Toy Store Job BeneďŹ ts and

FulďŹ llment Leah Pickering

by Mary Sisson, editor

M

om and pop stores can’t always compete in the workplace on WKH VDODU\ RU EHQH¿WV ODUJHU businesses provide. But they can offer HPSOR\HHV LQWDQJLEOH EHQH¿WV WKDW KDYH VWD\LQJ SRZHU $ IHZ \HDUV DJR DW RXU WR\ VWRUH .D]RRGOHV , LQWHUYLHZHG WZR ZRPHQ IURP ELJ ER[ EDFNJURXQGV IRU RQH PDQDJHUœV SRVLWLRQ (DFK KDG VR PDQ\ RXWVWDQGLQJ TXDOLWLHV , ZDQWHG WKHP ERWK DQG FRQYLQFHG WKHP WR MRE VKDUH , DOZD\V IHOW DSRORJHWLF WKDW , FRXOGQœW JLYH WKHP PRUH KRXUV RU KLJKHU ZDJHV But they’ve made it clear they loved it at our store. They have both done LQFUHGLEOH ZRUN ZLWK D JHW LW GRQH HWKLF WKH\ EURXJKW IURP PDQDJLQJ DW WKH ELJ ER[HV %XW WKH\ ZHUH IUHH RI WKH ELJ ER[ pressure cooker and felt part of the small

VWRUH IDPLO\ ZKLFK LQFOXGHV ERWK VWDII and customers. Both have admitted to WKH IUHHGRP RI EHLQJ DEOH WR SXOO LQWR WKH SDUNLQJ ORW DQG QRW IHHO DIUDLG IRU ZKDW WKH GD\ ZRXOG EULQJ 7KH\ DUH QRW DORQH LQ ORYLQJ WKH OHVV WDQJLEOH EHQHÂżWV RI ZRUNLQJ LQ DQ independent toy store. Here are the stories RI ÂżYH ZRPHQ IURP DFURVV WKH FRXQWU\ ZKR ÂżQG IXOÂżOOPHQW EH\RQG WKH SD\FKHFN Full disclosure: One of them is Leah 3LFNHULQJ PDQDJHU DW P\ VWRUH

Loved in California ,I VRPHRQH KDG WROG .HOO\ %KLUGR LQ law school in 1987 that one day she would EH RSHUDWLRQV PDQDJHU DW D WR\ VWRUH VKHÂśG KDYH WKRXJKW WKH\ ZHUH FRFNH\HG %XW DIWHU OHDYLQJ WKH GD\ WR GD\ SUHVVXUHV RI SUDFWLFLQJ ODZ PHHWLQJ WHQVH GHDGOLQHV DQG EHLQJ DURXQG SHRSOH ZKR WKLQN HYHU\WKLQJ LV OLIH RU GHDWK VKH ORYHV where she works and who she works with. At Cheeky Monkey Toys in Menlo 3DUN &DOLIRUQLD VKHÂśV VHFRQG LQ FRPPDQG

DIWHU RZQHUV 'H[WHU DQG $QQD &KRZ “When they aren’t here it falls in my ODS ´ VKH VDLG 6FKHGXOLQJ VKLSSLQJ DQG UHFHLYLQJ UHFRQFLOLQJ ELOOV WR RUGHUV UHFHLYHG DQG VRPH RI WKH EX\LQJ DUH KHU duties all the time. Âł, ORYH LW DQG , WKLQN WKH\ ORYH PH EHFDXVH WKH\ NHHS PH KHUH ´ VKH VDLG Âł, IHHO DSSUHFLDWHG ZKLFK QRW HYHU\RQH FDQ VD\ ZLWK UHJDUG WR WKHLU SURIHVVLRQ , IHHO , PDNH D GLIIHUHQFH ´ Her career also included a few \HDUV PDQDJLQJ D 'LVQH\ VWRUH ZKLOH VKH ZDLWHG IRU KHU ODZ OLFHQVH DIWHU PRYLQJ WR &DOLIRUQLD Âł,ÂśYH EHHQ DEOH WR XVH WKDW RQ D VPDOOHU VFDOH , WKLQN ´ VKH VDLG Âł$OO WKH WKLQJV WKDW , ZDV PDGH WR LPSOHPHQW E\ WKH FRUSRUDWLRQ , FDQ PDNH GHFLVLRQV RQ ,QVWHDG RI EHLQJ D FRJ LQ WKH ZKHHO , FDQ GULYH WKH WUDLQ ´ 2QH RI WKH JUHDWHVW WKLQJV DERXW KHU career choice is that the Chows understand WKH Ă€H[LELOLW\ RI IDPLO\ OLIH DQG RI KDYLQJ D OLIH VDLG %KLUGR PRWKHU RI WKUHH Âł:KHQ D NLGÂśV JRW D GHJUHH IHYHU WKH\ XQGHUVWDQG 7KH\ KDYH NLGV ´ 6KH IHHOV D VHQVH RI DFFRPSOLVKPHQW HYHU\ GD\ Âł, QHYHU ORRN DW WKH FORFN :KHQ , GR RK P\ JRVK ,ÂśYH JRWWD JR , KDYH NLGV WR SLFN XS ´

26 June 2017 • astratoy.org

$IWHU WDNLQJ FDUH RI VLFN UHODWLYHV DQG YROXQWHHULQJ DW D KRVSLWDO FDUGLDF FDWK ODE 7UDF\ 'RXJKHUW\ GHFLGHG LW ZDV WLPH to move to the happier side of life. A former teacher and QRQSURÂżW GLUHFWRU VKH ZHQW to work for Nerice Kendter at %XV\ %HH 7R\V LQ 'R\OHVWRZQ Pennsylvania.

ougherty

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Happy in Pennsylvania

Making a Difference in Minnesota Bekki Pizana fell into the toy industry by mistake with a job WKDW ODQGHG LQ KHU ODS D FRXSOH RI \HDUV DJR $Q RIÂżFH PDQDJHU for a construction company, she needed something different, fresh DQG LQFUHGLEOH VKH VDLG +HU MRE ÂłKDG JRRG EHQHÂżWV DQG DOO WKDW but it was eating away at the good parts of my soul.â€? The company apparently went under without telling anyone; one day the door was padlocked. About that time Toy Genius nearby in Cherry Hill, New Jersey, was opening a store and owners Maria and Jeff Singman needed a manager. “I very much loved my store,â€? Bekki said. The Singmans modeled values at work. And they expanded her education, taking her to Toy Fair.

When she moved to Minnesota to be closer to family, Todd Andersen of Hub Hobby was looking for a manager for his Little Canada location, and Bekki was hired. Comparing work in the toy world with her previous job is like night and day, she said. “The largest difference, those are people spending money and doing things they have to do rather than what they want to do ‌ I feel like I’m making a difference for the good.â€? The hobby end is all new to her, but she loves seeing employees and customers light up with excitement, whether WKH\ÂśUH Âż[LQJ VRPHWKLQJ WKH\ DOUHDG\ KDYH RU EX\LQJ VRPHWKLQJ new. “It’s so cool to see people being out in the world doing stuff rather than on their phones,â€? she said. After experiencing Toy Fair, she said of the toy industry, “It’s a huge community but close knit. People know each other and treat each other well.â€?

k Be

“I love the family atmosphere. I love that we are part of the community,� she said. “You get to know the customers. When you see them outside of the store, you remember them and they remember you.� She works weekends because she enjoys the busy days of customer interaction. “I love helping customers choose gifts, and I love wrapping presents because they’re for children.� She recalled a little girl who walked into the store recently, looked around and exclaimed, “YAY!� “It’s a happy place,� she said. “You go in happy and you leave happy.�

ki

Piz ana

astratoy.org • June 2017

27

Artistic in Illinois Olivia Saunders grew up in Oak Park, Illinois, and seven of her 26 years have been spent in Oak Park’s favorite toy store, Geppetto’s Toy Box. Now the manager, she said, “I work for people that I love, that I want to work for, that I stand behind.” Those people are Eric and Brandy Masoncup. Olivia has a special bond with their daughter, Trÿn, who is the same age as the store – 11. Olivia has babysat her since Trÿn was tiny. “The biggest part,” Olivia said, “is working for a company that I’ve grown up with, I know the ins and outs of – it’s really part of me.” Oak Park is full of young families who move from Chicago, and “to be the toy store in this community is really cool.” Olivia rarely goes anywhere without running into young customers. Coming from an artistic family, she’s been able to put her talents to use in Geppetto’s, painting murals, doing art events with kids, and merchandising product. “They give me free rein, XQOHVV LW¶V D ELJ ÀRRU PRYH ´

working graveyard if they needed her. It meant rushing to the store to help move millions of dollars’ worth of meat into a trailer when the generator went out during a power outage – and doing so with her small son in her grocery cart because she had no backup childcare. It even meant cutting short a long-awaited trip to New Orleans after 24 hours because another store needed her assistant and no RQH HOVH ZDV IXOO\ WUDLQHG WR ¿OO LQ Big emergencies would come up, and salaried managers had to handle them. “It’s important and somebody needs to do that job, but it doesn’t have to be me right now.” Working at Kazoodles in Vancouver, Washington, for an hourly wage means less money, but more freedom. “While there’s the same level of accountability, I do not feel as though (the owners) own all of my time.” She likes being able to plan, not just vacations, but doctor’s appointments and excursions with her son and other homeschool families. At the big box, she’d look at people who were in the positions she was heading for, and she didn’t see pleasure or happiness in many of them. “My desire to be happy is greater than my desire to have money,” she said. She appreciates a mom-and-pop store’s genuine approach to customer service. “We treat everyone with respect. You can’t preach customer service and treat employees poorly. “There’s no emotional cost here. I feel like it’s all ASTRA emotional reward.”

Olivia Saunders

Feeling Free in Washington In 11 years at a big box store, mostly in management, /HDK 3LFNHULQJ GLVFRYHUHG WKDW WKH ³ÀH[LEOH VFKHGXOH´ VKH was promised meant being available all day, any day. It meant

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Publisher of unique puzzles, games, coloring books, and so much more Looking forward to seeing you at ASTRA Marketplace!

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28 June 2017 • astratoy.org

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TRENDING Now

Movies are

Hot Commodities in 2017

I

f movie licenses seemed to prevail at Toy Fair this year, perhaps the reason LV WKH SOHWKRUD RI IDPLO\ IULHQGO\ ¿OPV slated for release in 2017. Movie licensing is in the director’s chair at big boxes this year. The question for specialty retailers is how much of that licensing will create blockbusters in their stores. Here are some of 2017’s movies that toy sellers should keep an eye on, with or without popcorn.

“The LEGO Batman Movie� Released Feb. 10 from Warner Bros. Bruce Wayne must deal with the usual suspects as they plan to rule Gotham City, while discovering that he has accidentally adopted a teenage orphan who wishes to become his sidekick.

“Kong: Skull Islandâ€? Released March 10 from Warner Bros. A team of scientists explores an uncharted LVODQG LQ WKH 3DFLÂżF YHQWXULQJ LQWR WKH domain of the mighty Kong, and must ÂżJKW WR HVFDSH D SULPDO (GHQ

“Beauty and the Beast�

“Spark: A Space Tail�

Released March 16 from Disney A monstrous-looking prince and a young woman fall in love in this fairy tale adaptation.

Released April 14 from ToonBox Entertainment Spark is a wisecracking teen living on an abandoned planet with his friends Chunk and Vix. The action-packed animated space odyssey is an epic adventure about becoming the hero you were born to become.

“Power Rangers� Released March 26 from Lionsgate A group of high school students, infused with unique superpowers, harness their abilities in order to save the world.

“The Boss Baby� Released March 31 from DreamWorks A suit-wearing, briefcase-carrying baby pairs up with his 7-year-old brother to stop WKH GDVWDUGO\ SORW RI WKH &(2 RI 3XSS\ Co. It’s loosely based on the picture book of the same name by Maria Frazee.

“Smurfs: The Lost Village� Released April 7 from Sony Pictures In this animation, a mysterious map sets Smurfette and friends on a race through the Forbidden Forest, leading to the discovery of the biggest secret in Smurf history.

“Guardians of the Galaxy Vol. 2� Released May 5 from Marvel Studios Volume 2 continues the team’s adventures as they unravel the mystery of Peter Quill’s true parentage.

“King Arthur: Legend of the Sword� Released May 12 from Warner Bros. Robbed of his birthright, Arthur comes up the hard way in the back alleys of the city. But once he’s pulled the sword from the stone, he is forced to acknowledge his true legacy, whether he likes it or not.

“Diary of a Wimpy Kid: The Long Haulâ€? Released May 19 from 20th Century Fox $ +HIĂ€H\ IDPLO\ URDG WULS WR DWWHQG Meemaw’s 90th birthday party goes hilariously off course thanks to Greg’s newest scheme to get to a video gaming convention.

“Pirates of the Caribbean: Dead Men Tell No Tales� Releases May 26 from Disney Captain Jack Sparrow searches for the trident of Poseidon.

30 June 2017 • astratoy.org

astratoy.org • June 2017

31

“Wonder Woman”

Retailers See

Trends for 2017

Releases June 2 from Warner Bros. An Amazon princess leaves her island home to explore the world, and in doing so, becomes one of the world’s greatest heroes.

“Captain Underpants” Releases June 2 from DreamWorks This adaptation of Dav Pilkey’s books centers on two mischievous kids who hypnotize their mean high school principal and turn him into their kind-hearted, elastic-banded comic book creation.

The animated action-comedy sees a ninja WHDPLQJ ZLWK IHOORZ WR\V WR ¿JKW DQ HYLO warlord, who also happens to be his father.

“My Little Pony: The Movie” Releases Oct. 6 from Lionsgate Hasbro’s magical horses hit the big screen.

“Thor: Ragnarok” Releases Nov. 3 from Marvel Studios and Disney Thor must face the Hulk in a gladiator match and save his people from the ruthless Hela.

“Cars 3” Releases June 16 from Disney Lightning McQueen sets out to prove to a new generation of racers that he’s still the best race car in the world.

“Transformers: The Last Knight” Releases June 23 from Paramount Humans and Transformers are at war, Optimus Prime is gone, and the key to saving the future lies buried in the secrets of the past, in the hidden history of Transformers on Earth.

“Despicable Me 3” Fidgets and slime. Fairies and mermaids. Rainbows and unicorns. These are some of the trends ASTRA retailers reported seeing all over Toy Fair 2017.

Releases June 30 from Illumination Entertainment Balthazar Bratt, a child star from the 1980s, hatches a scheme for world domination.

“STEM toys are still going strong, but CODING is the new word on every package,” commented Cynthia Compton of 4 Kids Books & Toys in Indiana.

Spider-Man: Homecoming

“Cats,” said Kate Noreen of MudPuddles Toys & Books in Oregon. Those range from Sushi Cats to Pusheen, Pom Pom Kitties, Pop Sockets art Caticorns and more. She also mentioned blind boxes, superheroes, scented items and food characters as must-haves for the year. “Tassels are coming,” predicted Brandy Masoncup of Geppetto’s Toy Box in Illinois, and so are “orangey colors (coral and persimmon) and yellow. Llamas are coming, as is cactus.”

Releases July 6 from Marvel Studios and Columbia Pictures Following the events of “Captain America: Civil War” (2016), Peter Parker attempts to balance his life in high school with his career as the web-slinging superhero.

“The Emoji Movie” Releases July 28 from Columbia Pictures Gene, a multi-expressional emoji, sets out on an animated journey to become a normal emoji.

“Blazing Samurai” Releases Aug. 4 from Open Road Films A dog dreams of becoming a great warrior and saving the gown of Kakamucho from becoming the litter box of a nefarious feline warlord.

“The LEGO Ninjago Movie” Releases Sept. 22 from Warner Bros.

32 June 2017 • astratoy.org

“Justice League” Releases Nov. 17 from Warner Bros. Fueled by his restored faith in humanity DQG LQVSLUHG E\ 6XSHUPDQ¶V VHOÀHVV act, Bruce Wayne enlists the help of his newfound ally, Diana Prince, to face an even greater enemy.

“The Little Mermaid” Releases Nov. 17 from Disney A young reporter and his niece discover a beautiful and enchanting creature they believe to be the real mermaid in this OLYH DFWLRQ ¿OP

“Ferdinand” Releases Dec. 15 from Blue Sky Studies and 20th Century Fox After Ferdinand, a bull with a big heart, is mistaken for a dangerous beast, he is captured and torn from his home. Determined to return to his family, he rallies D PLV¿W WHDP WR WKH XOWLPDWH DGYHQWXUH

“Star Wars: The Last Jedi” Releases Dec. 15 from Disney +DYLQJ WDNHQ KHU ¿UVW VWHSV LQWR D ODUJHU world in “Star Wars: The Force Awakens,” Rey continues her epic journey in the next chapter of the saga.

“The Croods 2” Releases Dec. 22 from DreamWorks A sequel to the 2013 movie, “The Croods 2” follows a family of cavemen as they hunt for a new house in the midst of their neighbors dying off.

“Cruella” Releases Dec. 22 from Disney This is based on the steely and well-appointed villainess Cruella de Vil ASTRA from 101 Dalmatians.

TRENDING Now

Interns Can Give

Fresh Perspective

L

ooking to hire an intern this summer? Internship programs are a smart recruitment strategy for small businesses, allowing you to get extra help for the summer and possibly train a future hire. But an internship is a professional development opportunity for the student, not just low-cost help for the employer. You shouldn’t seek out an intern if you just need a part-time staffer. An intern, however, can help you identify a future store manager and give your current managers a resource with newly trained business practices and a fresh perspective on operations. The best internships provide a structured training and evaluation program overseen by a manager or store owner. It will take several weeks to recruit and hire an intern, so the further in advance you plan, the better. Here are six tips to help guide you through the process of setting up an internship program.

Review Your Needs Remember, an intern will be looking for good experience, so be sure your needs match those of the intern’s. Ask yourself the following questions. • How can an intern help you with your business goals? • Do you have enough work to support an intern? Think about short-term and long-term assignments. • What ramp-up and ongoing training can you provide? • What about seasonal highs and lows? Could you use an intern beyond the summer months?

Some internship programs have a defined evaluation process that you will complete. Select a start date and end date for the program.

The Recruitment Process Post the position on job boards. Also, many schools and colleges operate internship programs through their career services RI¿FHV LQ H[FKDQJH IRU VWXGHQW FUHGLWV &RQWDFW ORFDO VFKRROV to learn more about any programs they offer. You can also seek references for your business from college professors or staff members. It is often useful to approach colleges that you know or have attended.

Paying Interns While there are a few exceptions to the rule, the Fair Labor 6WDQGDUGV $FW )/6$ GH¿QHV WKH WHUP ³HPSOR\´ YHU\ EURDGO\ and interns are most often viewed as employed. Therefore, interns must be paid at least the minimum wage and overtime compensation for hours worked over 40 in a workweek. In addition, many of the labor laws that apply to employees, such as workplace discrimination laws, also apply to interns. You must also ensure you comply with workplace health and safety laws. Some states also require that you carry workers’ compensation insurance for interns. Don’t let the overhead of starting an internship program be a deterrent. Follow the steps to start an internship and your EXVLQHVV ZLOO EH EHQH¿WWLQJ IURP WKH H[WUD VHWV RI KDQGV ± DQG IUHVK SHUVSHFWLYHV ± LQ QR WLPH ASTRA

Define the Program Similar to hiring a full-time employee, you’ll need to prepare D MRE GHVFULSWLRQ ZLWK GH¿QHG UHVSRQVLELOLWLHV DQG OHDUQLQJ objectives. The program you design should have at least one project that will be assigned to the intern with long-term goals. You’ll want to consider who will supervise the intern (manager, store owner). Make sure the proposed supervisor has time to effectively manage the participant. Define how the intern will be evaluated at the end of their assignment.

34 June 2017 • astratoy.org

• https://www.sba.gov/blogs/how-set-internship-programyour-small-business?leavingSBA=http://www.naceweb.org/ Press/Releases/Intern_Hiring_Up_8_5_Percent.aspx • https://www.entrepreneur.com/article/234138 • https://www.internships.com/employer/resources/ setup/12steps

astratoy.org • June 2017

35

TRENDING Now

Hiring Strategies for Attracting

Good

Talent

I

f customer experience is the secret sauce to successful retailing, people are the sauce’s key ingredient. The retail industry must transform its approach to lure new talent into the store. That was the message in the opening keynote panel at the National Retail Federation’s “Big Showâ€? in New York in January. Retail talent can play a pivotal role in driving sales, and the industry must make retail exciting to job seekers, reported Judy Mott in the Small Business Administration article, “Retail Customer Experience.â€? “I believe retail is the most exciting and dynamic industry in the U.S.,â€? the article quotes Kip Tindell, chairman of The Container Store. “It’s the nation’s top employer and key driver of growth and a pillar of the local community. Great people make great business.â€? The largest private sector employer in the country, retail is expected to add another million jobs by 2022, according to NRF. Yet the Big Show panelists said retail isn’t viewed as an attractive career, and retailers need to boost training and career advancement opportunities in order to recruit and retain capable workers. Âł3HRSOH DUH WKH VHFUHW ZKHWKHU LWÂśV UHGHÂżQLQJ WKH LQ VWRUH experience or creating the customer experience for the 21st century,â€? Tindell said. “People are shaping what’s ahead in retail. There is a misconception about retail jobs, yet no other job opportunity offers so many chances to touch people’s lives.â€? The Container Store invests heavily in its staff. While the retail industry training standard is eight hours, The Container 6WRUH LQYHVWV IRUPDO WUDLQLQJ KRXUV IRU IXOO WLPH VWDII Department store Macy’s offers leadership programs for employees completing one year on the job.

36 June 2017 • astratoy.org

Wooing Millennials If people are the secret sauce, recognizing how to attract and train millennials is part of the recipe. A new Deloitte survey, an aggregation of nearly 8,000 interviews with millennials in 30 countries, shows that what this group wants in the workplace has changed in the last year, according to a February article in Associations Now. While a year ago many young professionals were planning to move on, the survey found that after 12 months of political and social upheaval, those ambitions have been tempered. Here are three conclusions from the survey for businesses looking to recruit and retain millennials. 1. Underscore your stability, the article says. The majority of PLOOHQQLDOV SUHIHU IXOO WLPH SHUPDQHQW SRVLWLRQV UDWKHU WKDQ IUHHODQFH RU FRQVXOWDQW MREV -RE VHFXULW\ DQG Âż[HG LQFRPH DUH the reasons. 2. )RFXV RQ Ă€H[LELOLW\ While telecommuting doesn’t work for UHWDLO VDOHV MREV EHLQJ Ă€H[LEOH ZLWK VFKHGXOHV RU RWKHU QHHGV can retain millennials and keep them healthier and happier. 3. (PSKDVL]H \RXU PLVVLRQ Nearly 80 percent of those surveyed DUH LQYROYHG ZLWK FKDULWLHV RU QRQSURÂżWV WR GR WKHLU SDUW WR make the world a better place. And millennials believe the workplace can be a great platform for making that difference. Helping families raise healthy, productive children and aiding families whose kids have special needs can be just the reward ASTRA an employee is looking for. • “Three Ways to Woo Millennials to Your Workplaceâ€? by Emily Bratcher, Associations Now, Feb. 7, 2017 • “Customer Service is All About Peopleâ€? by Judy Mott, Retail Customer Experience, Feb. 3, 2017

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TRENDING Now

BeneďŹ ts of

Hiring U.S. Citizens on Welfare

by Vijay Prathap, Bears for Humanity

Dear ASTRA Community,

M

y name is Vijay Prathap, chief giver and founder at Bears for Humanity. We are a social commerce company based in California. We manufacture VDIH SHUFHQW FHUWLÂżHG RUJDQLF SURGXFWV FUHDWH MREV IRU Americans, and give back to children in need through our Buy One Give One program. I am writing this open letter to the ASTRA community to VKDUH WKH EHQHÂżWV WR \RXU FRPSDQ\ DQG RXU FRXQWU\ RI KLULQJ U.S. citizens who are on welfare. At Bears for Humanity, we hire women, men and at-risk mothers and fathers through a program called CalWORKS, a welfare-to-work program in California. As of today, we have successfully hired, trained and retained more than 15 full-time employees from the welfare-to-work program. By the end of 2017, we will hire more than 30 full-time employees, moving U.S. citizens from economic dependence to independence. We are a company that believes in creating jobs for fellow Americans. This is one of three pillars of our mission. In DGGLWLRQ WR VHUYLQJ RXU PLVVLRQ WKHUH DUH WKH ÂżQDQFLDO EHQHÂżWV RI KLULQJ TXDOLÂżHG DQG ZLOOLQJ $PHULFDQV IURP ZHOIDUH $V D FRPSDQ\ ZH UHFHLYH IHGHUDO WD[ EHQHÂżWV DQG work subsidies. The Work Opportunity Tax Credit (WOTC) is a Federal tax credit available to employers for hiring individuals from certain target groups (e.g. unemployed veterans or supplemental security income recipients) who have FRQVLVWHQWO\ IDFHG VLJQLÂżFDQW EDUULHUV WR HPSOR\PHQW

40 June 2017 • astratoy.org

• Employers can receive a tax credit up to 40 percent of qualified wages paid in federal income taxes. • For some target groups, employers can receive wage reimbursement for the first six months. The WOTC works with many community partners. Visit www.doleta.gov/business/incentives/opptax/ to learn more. Hiring from a welfare-to-work program is not complicated. Nearly every state, city and/or county has human services departments responsible for administering welfare-to-work programs. Google “welfare-to-workâ€? and the name of your VWDWH WR ÂżQG PRUH LQIRUPDWLRQ Yet, even greater than the tax incentive, these programs help ZRUNHUV PRYH IURP HFRQRPLF GHSHQGHQFH WR VHOI VXIÂżFLHQF\ At Bears for Humanity, our employees are proud Americans who wanted an opportunity to make a good living, live with respect as taxpaying U.S. citizens, and create a path for success for their children. Many of the employees we have hired are pursuing their dreams and, I am proud to say, their new life began at Bears for Humanity. I hope to inspire you by sharing my personal hiring H[SHULHQFH <RX FDQ DFKLHYH \RXU SURÂżWDELOLW\ PDUJLQV DQG hire fellow Americans. I believe this with all my heart. I sign off by wishing you success and hope to see you at the ASTRA show in June. ASTRA

News

ASTRA’s Retailer

Benchmarking Survey

by Sue WarďŹ eld, director of member relations

I

ndependence! To our ASTRA retailers it’s a wonderfully free feeling, but it can also be lonely. You leave the corporate world to follow your passion and it’s a celebration. Then reality hits. Who do you ask to determine if you are going in the right direction with inventory levels, sales per square foot, rent, employee costs — the list is nearly endless and you are totally responsible. Where do you go to determine how you can improve and how you stack up against some of the most successful stores? Where do you get the statistics you need for growing your business and negotiating lease terms and bank loans? Benchmarking can help! Benchmarking is comparing one’s business processes and performance metrics to industry bests and best practices from other companies. Though there are many benchmarking surveys done of retail businesses, the cost of purchasing one of these reports, for any business model, is always in the hundreds, if not thousands of dollars. While the information gained from WKHVH VXUYH\ UHSRUWV LV EHQHÂżFLDO LW LV QRW VSHFLÂżF WR WKH $675$ LQGHSHQGHQW UHWDLO model. What if you could get a report, not only of our industry as a whole, but also an individualized report on your own statistics alongside the appropriate industry comparatives (such as total UHYHQXH VTXDUH IRRWDJH VWDIÂżQJ FRVWV etc.)? What if you could get this for free, just by completing a form with your data ² VHQW GLUHFWO\ WR DQ RXWVLGH ÂżUP WKDW specializes in business analytics?

42 June 2017 • astratoy.org

Dean May, Toys Unique, Dallas, Texas: "I used the results of ASTRA’s Benchmarking Survey while negotiating a 5-year extension on our store lease. I was able to show my landlord how the rental rate he was seeking simply didn’t compute from a percentage of sales relative to similar specialty toy retailers. He ultimately agreed and proposed a lesser rent increase. Over the 5-year term we saved tens of thousands of dollars....all because of the ASTRA Survey."

Mary Sisson, Kazoodles, Vancouver, Washington: "I just love, love, love it when I have facts to back up what I’m telling my landlord. She wanted us to renew our lease for ďŹ ve years and I whipped out the survey to show her that we pay too much in rent compared to the average ASTRA retailer. This isn’t a gut feeling; it’s right there in black-and-white. When the opportunity comes to take the survey, please take it! You’ll be giving valuable information to all of us. We won’t know your particulars, but all that information combined paints a picture we can’t get anywhere else."

Linda Hays, Hopscotch Toys, McMinnville, Oregon: "Your individual information is completely conďŹ dential. No one in the ASTRA community ever sees it. The ASTRA ofďŹ ce sees the industry numbers, not the individual numbers. Those are for you only. You will get your analysis back as well as a side-by-side comparison to the rest of the industry broken down by volume and proďŹ tability. So valuable! If you have a POS that does reports, you should be able to ďŹ ll out the survey really easily. If you don’t have a POS It’s still well worth the effort. The information that you will receive regarding the strengths and weaknesses of your business can pinpoint places that you are literally bleeding out the life blood of your business, and the places you can create transfusions. It is worth hundreds if not thousands of dollars and takes half an hour to a couple hours of your time. I have participated every year that it has been in existence, and the story it told me just last January when I put all of those numbers together has helped me re-direct my business in ways that are already showing huge impacts."

A dream? No! This is exactly what you can get by participating in ASTRA’s upcoming Retail Benchmarking Survey. :H KDYH KLUHG D QHZ ¿UP ,QGXVWU\ ,QVLJKWV WR FRQGXFW RXU VXUYH\ WKLV \HDU With the retail environment changing as quickly as it has over the past few years, it is even more crucial to be on top of your game. ,QGXVWU\ ,QVLJKWV KDV GRQH DQG FRQWLQXHV WR do surveys for The Toy Association and the World Pet Association among others, many of which relate directly to our industry or to our retail model. 7KLV LV RQH RI WKH JUHDWHVW EHQH¿WV of your ASTRA membership. All the information you provide is completely

FRQ¿GHQWLDO ¹ VHHQ RQO\ E\ ,QGXVWU\ ,QVLJKWV +HUH LV ZKDW SDVW SDUWLFLSDWLQJ ASTRA Retailers say about how they have EHQH¿WHG IURP WKH UHVXOWV ,I \RX HYHU KRSH WR H[SDQG KDYLQJ those numbers for a bank loan is invaluable. The survey has already gone out to RXU UHWDLO PHPEHUV YLD HPDLO ,I \RX GLG not see it or missed it, please contact Sue :DU¿HOG YLD HPDLO DW VZDU¿HOG#DVWUDWR\ org or via phone at 312-955-9043 and she will send it to you. The deadline for completion is June 30. Just do it. You’ll be so happy ASTRA you did!

Meet the new slate of candidates for the

Board of Directors

Amy Saldanha

(Retailer) is founder and CEO of kiddywampus, a specialty toy retailer and destination for families in the Twin Cities. Prior to founding and running kiddywampus in 2006, Amy practiced law as a civil litigator in Chicago, followed by stints in operations and talent management at several digital start-ups. Amy graduated from Gustavus Adolphus College with a bachelor’s degree in political science and speech communications. She also holds a social sciences degree in political philosophy from the University of Kent in Canterbury, England. She earned her JD from Valparaiso School of Law. Amy also serves on the Board of Trustees at The Blake School, and the Boards of ResourceWest and Hopkins Business & Civic Association. She and her husband, Kenneth, have three children, all of whom are active at kiddywampus.

Kevin McGrath (Manufacturer) has spent close to 30 years in the specialty toy business. As the former president of the James Galt Company Inc. (Galt Toys), in

1997 he founded the specialty toy company Galt America which in 2008 became The Original Toy Company – founded by Kevin and his wife Susan. Kevin has truly been a die-hard supporter an advocate for the specialty toy trade and industry all of his business career within the toy industry. He has been active with ASTRA since its original foundation and creation and has been specialty supporter and friend

to his sales representatives and retail customers throughout the years. Kevin has been quoted to say many times, “We are all living in an ever-changing retail world; if we are to survive we all must work together to secure, support and build an industry that will offer a secure future for all those who work and make a living within the specialty toy trade.’’ ASTRA astratoy.org • June 2017

43

Marketplace & Academy June 25-28

It’s ’APPening! ASTRA Toy App Launch

W

e have some big news! ASTRA is launching an app. The ASTRA Toy app will launch just before our arrival in Philadelphia to bring you faster, easier access to all things Marketplace & Academy while you’re at the show. Ditch the traditional Show Guide and immerse yourself in our all-inclusive ASTRA Toy app – plus, it’s the green way to go! :H WKLQN \RX ZLOO ¿QG WKH DSS WR EH D SHUIHFW FRPSDQLRQ DV \RX learn, explore, network and shop at Marketplace & Academy. All the information you need is one tap away! 7KH $675$ 7R\ DSS ZLOO DOORZ \RX DFFHVV WR WKH ÀRRU SODQ show specials, a live newsfeed, education scheduler and much more. The app will be updated throughout the show to keep you up-to-date and in-the-know.

It will include these exciting features. • Show Guide – Search an up-to-date directory of all exhibiting companies, available sessions and speakers and other events happening at Marketplace & Academy. • Appointment Scheduler – Create and manage appointments RQ DQG RII WKH VKRZ ÀRRU GHVLJQLQJ D FRXUVH RI DFWLRQ IRU the show.

44 June 2017 • astratoy.org

• Agenda Builder – Create an itinerary of education sessions and review the descriptions and speaker information. • Notes – Add notes regarding exhibiting companies. • Automated Matching – Connect with exhibitors based upon demographic information and search for exhibitors by company name or product category. • Floor Map Âą 1DYLJDWH WKH VKRZ Ă€RRU ZLWK HDVH • Express Registration Barcode – Access your registration barcode easily so that you can pick up your badge at any Express Registration counter at the show. • Scan Exhibitors – Scan your favorite exhibitors’ QR codes to add them to your “myExhibitorsâ€? list. • Reminders – Schedule reminders so you never miss an appointment or session again. • New Product Showcase – View new products submitted by exhibitors in the new product zone of ASTRA’s Marketplace. • Social Media – Stay up-to-date with the latest show news via access to ASTRA’s social media accounts right from the app. Are you ready to download the ASTRA Toy app? The app will be available for both iOS and Android users ASTRA by May 15!

ASTRA’S MARKETPLACE & ACADEMY

ASTRA in Philly!

Local Tips from Crazy Aaron’s PuttyWorld, sponsor of ASTRA’s Philly Ambassador Program

P

hiladelphia is Crazy Aaron’s KRPHWRZQ VR LW RQO\ ¿JXUHV WKDW KH VKRXOG EH $675$œV 3KLOO\ DPEDVVDGRU +HœV SXWWLQJ WRJHWKHU D OLVW RI 3KLOO\ IDYRULWHV DORQJ ZLWK D IHZ RI KLV RZQ VXJJHVWLRQV IRU D FUD]LHU WDNH RQ WKH &LW\ RI %URWKHUO\ /RYH +HUHœV D VQHDN SHHN

Sightseeing COOL %H RQ WKH ORRNRXW IRU :LOOLDP 3HQQ RQFH \RX JHW QHDU WKH LFRQLF &LW\ +DOO DW %URDG DQG 0DUNHW +HUHÂśV D KLQW ORRN XS 6661 Germantown Ave. Philadelphia, PA 19107 CRAZY COOL &KHFN RXW 3KLOO\ÂśV XQRIÂżFLDO PDVFRW 5RFN\ %DOERD DQG UHFUHDWH KLV IDPRXV WUDLQLQJ UXQ XS WKH VWDLUV DW WKH 3KLODGHOSKLD 0XVHXP RI $UW 2600 Benjamin Franklin Pkwy. Philadelphia, PA 19130

Noshing LUNCH COOL *UDE OXQFK DW WKH 5HDGLQJ 7HUPLQDO 0DUNHW ZLWK SOHQW\ RI TXLFN IRRG RSWLRQV ULJKW QH[W WR WKH &RQYHQWLRQ &HQWHU )DYRULWHV DUH WK 6WUHHW &DQWLQD %HLOHUÂśV 'RQXWV DQG )O\LQJ 0RQNH\ %DNHU\ 51 N. 12th St. Philadelphia, PA 19107 CRAZY COOL *R DO IUHVFD &KHFN RXW 3KLOO\ÂśV ÂłXUEDQ EHDFK´ DW 6SUXFH 6WUHHW +DUERU 3DUN ,W IHDWXUHV FRORUIXO KDPPRFNV Ă€RDWLQJ JDUGHQV DQG EHDXWLIXO OLJKWV DORQJ ZLWK DPD]LQJ IRRG DQG GULQNV IURP SRSXODU 3KLOO\ UHVWDXUDQWV 301 S. Christopher Columbus Blvd. Philadelphia, PA 19106

46 June 2017 • astratoy.org

CHEESESTEAKS COOL 7HVW RXW WKH LQIDPRXV ULYDOV LQ 3KLODGHOSKLDÂśV RQJRLQJ FKHHVHVWHDN ZDU² 3DWÂśV YV *HQRÂśV²DQG GHFLGH ZKRÂśV UHDOO\ WRSV Pat’s: 1237 E Passyunk Ave. Philadelphia, PA 19147 Geno’s: 1237 E Passyunk Ave. Philadelphia, PA 19147 CRAZY COOL 6KK &KHFN RXW -LPÂśV 6WHDNV RQ DINNER 6RXWK 6WUHHW IRU WKH UHDO ZLQQHU COOL DQG FDWFK VRPH ORFDO FRORU RQ RQH RI 7KHUHÂśV QR VKRUWDJH RI JRRG IRRG LQ 3KLOO\ 3KLOO\ÂśV PRVW IDPRXV VWUHHWV 6RPH DGYHQWXURXV IDYRULWHV LQFOXGH 7DSDV 400 South St. Philadelphia, PA 19147 DW -DPRQHUD $VLDQ DW 'LP 6XP *DUGHQ DQG WRS QRWFK ,VUDHOL IRRG DW =DKDY ,Q WKH PRRG IRU PRUH VWDQGDUG $PHULFDQ IDUH" COOL +LW XS 6PRNLQÂś %HWW\ÂśV RU WKH .K\EHU 3DVV &KHFN RXW WKH EUDQG QHZ 0XVHXP RI 3XE IRU JUHDW %%4 DQG PRUH WKH $PHULFDQ 5HYROXWLRQ D PXVW VHH IRU Jamonera: KLVWRU\ EXIIV DQG DQ DZHVRPH H[SHULHQFH 105 S. 13th St. Philadelphia, PA 19107 LQ WKH KHDUW RI KLVWRULF 3KLODGHOSKLD Dim Sum Garden: 101 South Third St. Philadelphia, 1020 Race St. Philadelphia, PA 19107 PA 19106 237 St. James Pl. Philadelphia, PA 19106 Smokin’ Betty’s: CRAZY COOL 116 S. 11th St. Philadelphia, PA 19107 7KH 0 WWHU 0XVHXP KHOSV WKH Khyber Pass Pub: SXEOLF DSSUHFLDWH WKH P\VWHULHV 56 S. 2nd St. Philadelphia, PA 19106 DQG EHDXW\ RI WKH KXPDQ ERG\ ZKLOH XQGHUVWDQGLQJ WKH KLVWRU\ RI GLDJQRVLV CRAZY COOL DQG WUHDWPHQW RI GLVHDVH ,WÂśV ZRQGHUIXOO\ )RU XQLTXH $VLDQ IRRG \RX FUHHS\ ZRQÂśW VRRQ IRUJHW FKHFN RXW 19 S. 22nd St. Philadelphia, PA 19103 WKH Ă€DJVKLS +DQ '\QDVW\ LQ 2OG &LW\ DQG DVN IRU WKH 'DQ 'DQ 1RRGOHV )RU Stay tuned for more crazy cool D PHPRUDEOH PHDO DQG VRPH RI WKH EHVW suggestions from Crazy Aaron. 0HGLWHUUDQHDQ IRRG \RXÂśOO HYHU HDW \RX Thank you to Crazy Aaron's PuttyWorld, ZRQÂśW ZDQW WR PLVV .DQHOOD 6RXWK ador ASTRA's Philly Ambassador HAN Dynasty: 123 Chestnut St. Program Sponsor. Philadelphia, PA 19106 Kanella South: 757 S. Front St. Philadelphia, PA 19147 ASTRA

Culture

ASTRA’S MARKETPLACEE & ACADEM ACADEMY

See

What’s New

at Marketplace & Academy

W

e’ve expanded our attendee offerings at Marketplace & Academy to help you make the most of your time at the show and take DGYDQWDJH RI WKH UHVRXUFHV DQG EHQH¿WV ASTRA offers. Here’s what’s new!

Industry Service Pavilion Retailers, manufacturers and reps alike should make it a priority to stop by the Industry Service Pavilion for the latest tools, technologies and resources to streamline their specialty toy businesses. This new pavilion features complimentary all-day beverages, conversational seating and a collection of business-boosting exhibitors to help your business thrive. Enjoy a beverage break and recharge both your electronics and your soul. While some of the booths will feature ASTRA Preferred Savings Partners such as Retail Dimensions, others – including Hobby Town Corporate and ShopToys365 – will offer options to consider for adding value to your everyday operational needs. Check out the full list of participant booths on the ASTRA website. For an example of exhibitors, check RXW WKH DUWLFOH RQ XQL¿HG FRPPHUFH RQ page 18.

Neighborhood Toy Store Day Experience Experience the magic and excitement of Neighborhood Toy Store Day (NTSD) OLYH RQ WKH VKRZ ÀRRU LQ RXU LQWHUDFWLYH toy store. That’s right, we’re building a WR\ VWRUH RQ WKH VKRZ ÀRRU complete

with hands-on product demonstrations, enthusiastic staff, giveaways and more! :DON LQVLGH DQG \RX¶OO ¿QG complimentary planning resources, hot products and special offers from specialty-focused manufacturers committed to making your business a success. Discover the wealth of complimentary resources at your disposal and meet specialty-focused manufacturers committed to making your Neighborhood Toy Store Day the best yet. The fun doesn’t stop there! On your way out, pledge to participate and be entered to win $500 towards your Neighborhood Toy Store Day celebration. %2186 EH RQH RI WKH ¿UVW UHWDLOHUV WR walk through the experience and receive a complimentary swag bag of goodies. You’ll come away with BIG ideas and best practices to kick-start your fourth-quarter sales. Pledge to participate and join our community of retailers who make play their business on the second Saturday of November.

New Product Nook Looking for new products and new vendors? Then look no further than our New Product Nook, a collection of the latest toys, games and children’s products on the market. No glass-enclosed cases here! Our showcase allows you to see, touch and explore new, never-before-seen products out of the box and all in one place. Be sure to jot down your favorites, look for them in the aisles, and stock up on your next best sellers! ASTRA

Fun facts about Neighborhood Toy Store Day 2016 • 24% of participating retailers saw 5-10% sales increase. • 28% of participating retailers saw between 15-30%. • 20% of participating retailers reported a sales increase of 50% or more (some as much as 400%). 48 June 2017 • astratoy.org

ASTRA’s Marketplace & Academy is generously sponsored by the following companies Gold Sponsors

Silver Sponsors

Bronze Sponsors

astratoy.org • June 2017

49

ASTRA’S MARKETPLACE & ACADEMY

Schedule-At-A-Glance All events will be held at the Pennsylvania Convention Center unless listed otherwise.

FRIDAY, JUNE 23

2:00pm – 2:15pm Smart Break Sponsored by

10:00am – 5:00pm CPE Workshop Day 1

SATURDAY, JUNE 24 8:00am – 5:00pm CPE Workshop Day 2 9:00am – 5:00pm Registration Open 6:00pm – 8:00pm Meet and Greet Circ Bar at Philadelphia, Marriott Downtown

SUNDAY, JUNE 25 7:30am – 5:00pm Registration 8:00am – 9:00am New Member and First-Time Attendee Breakfast B Sponsored by

8:00am – 9:00am Continental Breakfast 9:15am – 10:00am Opening Ceremonyy Sponsored by

3:30pm – 5:30pm Kit Session Sponsored by

5:45pm-6:45pm Exhibit Hall Sneak Peek (invitation only) Sponsored by

7:00pm – 10:00pm Opening Block Party The Field House and Filbert Street Join your industry friends and colleagues for a neighborhood block party in the heart of downtown Philly. We’re shutting down Filbert Street for an evening of live music, games and activities. Come hungry and sample the best of Philly cuisine inspired by the famous Reading Terminal Market. Wear your pretzel necklace with pride and visit our beer truck to choose from over 40 draft beers on tap at the show’s kick-off party. (Entry is included as part of Full Conference registration) Sponsored by

MONDAY, JUNE 26 7:00am – 6:00pm Registration Open 7:30am – 8:00am Breakfast Buffet

Sponsored by

8:00am – 9:30am Annual Business Meeting & Awards Presentation

10:15am – 11:45am Morning Workshops

9:30am – 5:00pm Trade Show Open

11:45am – 12:45pm Networking Lunch

9:30am – 5:00pm Headshot Photo Booth

10:00am – 10:15am Smart Break

Sponsored by

1:00pm – 5:00pm Afternoon Workshops/Breakout Sessions

Sponsored by

9:30am – 5:00pm My ASTRA Center Membership has its benefits! Stop by during trade show floor hours to relax, use the free Wi-Fi,

50 June 2017 • astratoy.org

charge your phone, or grab some water. Be sure to see the full gallery of product finalists in the running to be named one of the 2017 Best Toys for Kids and vote for your top picks. Voting is open to ASTRA retailers only.

9:30am – 5:00pm Neighborhood Toy Store Day Experience Experience the magic and excitement of Neighborhood Toy Store Day (NTSD) live on the show floor in our interactive toy store.

9:30am – 5:00pm Industry Service Pavilion This new pavilion features complimentary all-day beverages, conversational seating and a collection of business-boosting exhibitors.

9:30am – 5:00pm New Product Nook Are you looking for new products and new vendors? Then look no further than this new area on the show floor that features a collection of the latest toys, games and children’s products on the market.

11:30am – 1:30pm Lunch on the Trade Show Floor 2:30pm – 3:00pm Ice Cream Break Sponsored by

5:00pm – 6:00pm Game Night Reception 6:00pm – 8:30pm Game Night Sponsored by

TUESDAY, JUNE 27 7:30am – 5:00pm Registration Open 8:00am – 8:30am Continental Breakfast 8:30am – 9:30am Breakout Sessions continued on page 52

ASTRA’S MARKETPLACE & ACADEMY

Schedule-At-A-Glance 9:30am – 5:00pm Trade Show Open 9:30am – 5:00pm Headshot Photo Booth Sponsored by

9:30am – 5:00pm My ASTRA Center !$" /`b 5OZZS`g

<=E

Membership has its beneďŹ ts! Stop by during trade show oor hours to relax, use the free Wi-Fi, charge your phone, or grab some water. Be sure to see the full gallery of product ďŹ nalists in the running to be named one of the 2017 Best Toys for Kids and vote for your top picks. Voting is open to ASTRA retailers only.

9:30am – 5:00pm Neighborhood Toy Store Day Experience Experience the magic and excitement of Neighborhood Toy Store Day (NTSD) live on the show oor in our interactive toy store. See NTSD specials in action with live demos from our sponsors Ann Williams, Blue Orange Games, Crazy Aaron's PuttyWorld, Green Toys, HABA USA, Mindware Wholesale, Neat Oh!, International LLC, Orb Toys, Thames & Kosmos

9:30am – 5:00pm Industry Service Pavilion This new pavilion features complimentary all-day beverages, conversational seating and a collection of business-boosting exhibitors.

9:30am – 5:00pm New Product Nook

!&% 1][WQa

!"$ 6O^^g

2/<M6/97;. E/B167BC23 1=; ĨÄˆÄƒÄ‚ÄŠĆŤÄˆÄ…Ä†ÄĄÄ‚Ä‡Ä‚Ä‡ !!ĆŤ1/ĆŤ 0ĆŤĆŤ /0. ĆŤ ++0$ƍņĆąĀ

52 June 2017 • astratoy.org

WEDNESDAY, JUNE 28 7:30am – 12:00pm Registration Open 8:00am – 8:30am Continental Breakfast 8:30am – 10:00am Keynote Speaker: Above All Else: The Power of Passion Jamie Clarke, Adventrepreneur and Owner of Out There Adventure Centre and LiveOutThere.com com Sponsored by

10:00am – 4:00pm Trade Show Open 10:00am – 4:00pm My ASTRA Center Membership has its beneďŹ ts! Stop by during trade show oor hours to relax, use the free Wi-Fi, charge your phone, or grab some water. Be sure to see the full gallery of product ďŹ nalists in the running to be named one of the 2017 Best Toys for Kids and vote for your top picks. Voting is open to ASTRA retailers only.

10:00am – 4:00pm Neighborhood Toy Store Day Experience Experience the magic and excitement of Neighborhood Toy Store Day (NTSD) live on the show oor in our interactive toy store.

Are you looking for new products and new vendors? Then look no further than this new area on the show floor that features a collection of the latest toys, games and children’s products on the market.

10:00am – 4:00pm Industry Service Pavilion

11:30am – 1:30pm Lunch on the Trade Show Floor

10:00am – 4:00pm New Product Nook

2:30pm – 3:00pm Cotton Candyy Break Sponsored by

4:00pm – 5:00pm Happy Hour (cash bar) !" A^`W\YZS 2]ba

(continued from page 50)

To register for ASTRA’s Marketplace & Academy visit

www.astramarketplace.org

This new pavilion features complimentary all-day beverages, conversational seating and a collection of business-boosting exhibitors.

Are you looking for new products and new vendors? Then look no further than this new area on the show floor that features a collection of the latest toys, games and children’s products on the market.

11:30am – 1:30pm Lunch on the Trade Show Floor 3:00pm – 3:30pm Rafe Prize Drawing (on the show oor!)

ASTRA’S MARKETPLACE & ACADEMY

He’s Been to the Mountaintops

And He’s Coming to ASTRA by Mary Sisson, editor

H

e’s been to the top of Mt. Everest – twice. He’s climbed the highest peaks on all seven continents. But when Jamie Clarke gives the keynote address at ASTRA Marketplace & Academy in Philadelphia next month, he’ll be speaking on the same level as most of the audience – as a retailer passionate about getting people into an active lifestyle, not unlike toy store owners getting children into active play. 7KH &DQDGLDQ DGYHQWXUHU DXWKRU ÂżOPPDNHU LQVSLUDWLRQDO speaker, and CEO and cofounder of LiveOutThere.com, an outdoor gear store with a presence online and in an 8,000-square-foot retail space in Calgary, Alberta, will be the keynote speaker Wednesday morning, June 28. “The heart of the adventurer is the same beast as that of the entrepreneur,â€? he said. “On the side of a mountain when you’re leading an expedition, people’s lives are at stake. Running a retail store, people’s livelihoods are at stake.â€? In either case, you’re dealing with a lot of unknowns and a lot that’s beyond your control. Conditions change on the mountain, and the climbers have to dig into their resources and training to adjust. So do retailers, when items take off in popularity or market conditions shift and the retailer has to adapt. “There isn’t a day that goes by running a retail store that I don’t lean upon what I learned running my expeditions,â€? Clarke said. Mountain climbing isn’t the only adventure in his story. He headed a team of three crossing the Empty Quarter of Arabia by FDPHO WKH ÂżUVW :HVWHUQHUV WR GR VR LQ IRXU GHFDGHV WUDFLQJ WKH route of British explorer Sir Wilfred Thesiger. This yielded a ERRN DQG D 1DWLRQDO *HRJUDSKLF ÂżOP RQ WKH H[SHGLWLRQ DQG WKH land. He has explored many nations in the eastern Mediterranean and Eastern Africa, plus shorter adventure journeys in other parts of the world, including Tibet, Borneo, Sarawak, the Peruvian Andes and the Himalayas. Clarke is the author of two books on expeditions he has led – “Everest to Arabiaâ€? (2001) and “Above All Elseâ€? (2005), which KH ODWHU SURGXFHG LQ ÂżOP This heart for adventure had its roots in a childhood of imagination and backyard adventures. His older brother and two younger sisters were inherently a good team to play with, he said. Their mother stayed home while their father taught math and science in Calgary. Clarke would create vacations and go off on exotic trips in the backyard, with the garage as base camp and the chimney as the summit of a Himalayan peak. “I’d have to get to the kitchen ZLWKRXW WRXFKLQJ WKH Ă€RRU EHFDXVH LW ZDV PDGH RI ODYD ´ KH VDLG

54 June 2017 • astratoy.org

As a big Star Wars fan, he’d pick up on the themes of the PRYLHV FUHDWLQJ LQWHUJDODFWLF EDWWOHV ZLWK KLV 6WDU :DUV ÂżJXUHV “Our house wasn’t loaded to the rafters with plastic toys,â€? he recalled. “We had good toys, well-made, smart, well-thought-out toys.â€? He played with toys his grandfather had made for his father; toys intended to be passed down to future generations of children. He compared a kid getting his hands on a toy that’s been around for 40 years to putting a good ice ax in a climber’s hand. “It connects to a universal sense of wonder.â€? Like a climber tracking an avalanche, he recognizes that the digital landscape has changed retail and it’s “never going to go away – we need to join it.â€? Consumers’ decision-making process involves research. “If they walk through your door, they’ve made a decision to tap into your expertise.â€? While showrooming is an issue in his store, he said, “We have an enormous opportunity Amazon will never have and that is to build a relationship with (the customer). Amazon brings a great price and they are big and powerful, and they are beatable.â€? The more we embrace digital existence, he said, “the more we can appreciate analog experience – real life, human to human. It’s an important place for the toy industry and toy retailer.â€? He likens expedition planning to retail planning. By focusing on thousands of details ahead of time, you’re freed up to look at the goal and commit a sense of urgency to daily tactics. “It’s in the details that much opportunity can be had,â€? he said. His business intersects science and business, with spreadsheets, tracking and analyzing every detail, even using a heat map to see where customers move in the store and compare that to the sell-through of each area. “It doesn’t replace your gut,â€? ASTRA he said. “It complements that.â€?

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Education Sessions SUNDAY, JUNE 25 Workshops 10:15am-11:45am Navigating the Wily Waters of ASTRA Marketplace Track: Business Operations Speakers: Kate Noreen, MudPuddles Toys & Books and Gaetana Schueckler, The TreeHouse Inc. Games: The Impact on Society Track: Children & Play Speaker: Mark Hauser, Top Trumps Inc. Retail Math 101: The Numbers Game Track: Financial Management Speaker: Phil Wrzesinski, Phil’s Forum Publishing, LLC The Next Disruptions: Understanding Online Impacts Within Our Industry Track: Industry Trends & Relations Moderator: Roger Bildsten, Hip Hooray, LLC Panelists: TBA Can I Give You a Lyft? Lessons Learned from the Sharing Economy Track: Sales & Marketing Speaker: Thom Singer, The Conference Catalyst Celebrate Community: Plan Your 2017 Neighborhood Toy Store Day Track: Sales & Marketing Speakers: Cassandra Forcier, Building Blocks Toys, Amy Saldanha, kiddywampus & Rob Pickering, Snapdoodle Toys Beyond Time Management: How to Get Twice the Work Done in Half the Time! Track: Business Operations Speaker: Ron Rosenberg, QualityTalk, Inc.

Breakout Sessions 1:00pm-2:00pm Hiring & Retaining Key Employees: Creating a Self-Motivated Work Environment Track: Business Operations Speaker: Thomas Hudgin, Wilmington Quality Associates Play as a Path: Emotional Intelligence from the Inside Out Track: Children & Play Speaker: Jean Bailey, National Lekotek Center former director and Dee Farrell, Neat Oh! International LLC Do You Have Assets Outside of Your Business to Fund Retirement? Track: Financial Management 6SHDNHUV $QGUHZ 6WDUÂżHOG -RVHSK 0XUUD\ ))* 3ULYDWH Business Client Group Trend Forecasting: Insights, Ideas & the Next Big Thing Track: Industry Trends & Relations 6SHDNHU 6WHYH 6WDURELQVN\ 'LYHUVH ,QVLJKWV Low Cost Marketing Strategies: How to Make More Money & Keep It! Track: Sales & Marketing Speaker: Katherine McHenry, Building Blocks Toys

56 June 2017 • astratoy.org

Leasing a Space? Maximize Your Safety & ProďŹ t with Little-Known Lease Tips Track: Business Operations Speaker: Craig Melby, LeaseSmart, LLC

Breakout Sessions 2:15pm-3:15pm Right Brain Red: 7 Ideas for Creative Success Track: Business Operations Speaker: Tim Walsh, Getta1Games Exploring the Link Between Childhood Obesity & Child Development Track: Children & Play 6SHDNHU .LULO $OH[DQGURY *RULOOD *\P Cash is King & You are the Advisor Track: Financial Management Speaker: Phil Wrzesinski, Phil’s Forum Publishing, LLC Toy State: Industry Health & Direction Track: Industry Trends & Relations Speaker: Ron Solomon, MAPP Trap/The Creditors Network Share Your Store’s Play on Social Media Everyday! Track: Sales & Marketing Speaker: ZoÍ Sadler & Brian Ewing, SnapRetail Achieving High Performance Levels with the Millennial Generation Track: Industry Trends & Relations Speaker: Thomas Hudgin, Wilmington Quality Associates Why We Buy: Psychology of Buying & Selling Track: Sales & Marketing Speaker: Emily Guffey, The Toy Store

Workshops 3:30pm-5:00pm Outlook Secrets for Sales Reps Track: Business Operations 6SHDNHUV /LOOLDQ 'DYLV 'LYHUVH 0DUNHWLQJ Game On! Using Game Design to Engage Students & Customers Track: Children & Play Speakers: Brian Turtle, Endless Games and Mariah 5RPDQLQVN\ 'UH[HO 8QLYHUVLW\ Using LinkedIn to Build Brand, Generate Leads & Win Business Track: Industry Trends & Relations Speaker: J.D. Gershbein, Owlish Communications Posting, Tweeting & Snapping, OH MY! Track: Sales & Marketing Speakers: Marie Bonaccorse, Kinetic Vision Stand Out...or Step Aside! Track: Business Operations Speakers: Larry Mersereau, PromoPower LLC

TUESDAY, JUNE 27 Breakout Sessions 8:30am-9:30am Sales Rep Checklist: Best Practices for Manufacturers Track: Business Operations Moderators: Lillian Davis, Diverse Marketing and Donna Cregger, McManemin Companies Panelists: TBA

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Cooperative SigniďŹ cance: Being an Inuential Leader at Work (and Beyond) Track: Business Operations Speaker: Thom Singer, The Conference Catalyst Breaking Down Gender Stereotypes Track: Children & Play Speaker: Alice Brooks & Laurel Wider, PlayMonster Don’t Kill Your Golden Goose: Succession Plan Strategies Track: Financial Management Speaker: Larry Oxenham, American Society for Asset Protection The Internet is Not Your Enemy: Showrooming, Webrooming & You! Track: Industry Trends & Relations Speakers: Brett Hall, Hall of Toys

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How Small Toy & Game Companies Can Compete in an Amazon World Track: Sales & Marketing Speakers: Lisa Orman, KidStuff PR Management Roundtable: Proven Techniques & Practices Track: Sales & Marketing Speaker: Nick Guffey, The Toy Store How to Leverage Being a Woman in Business Track: Business Operations Moderator: Deb de Sherbinin, Women in Toys Panelists: Marcia Haut, SmartNoggin Toys; Laurie Peterson, Build & Imagine; Hilary Key, The Toy Chest & Anita Demetropoulos, Island Treasure Toys

WEDNESDAY, JUNE 28 Keynote Speaker: Jamie Clarke 8:30am-10:00am Jamie Clarke is a mountain climber, as well as the CEO and cofounder of The Out There Adventure Centre store in Calgary, and e-commerce company LiveOutThere.com. It is ranked one RI &DQDGDœV IDVWHVW JURZLQJ FRPSDQLHV E\ 3UR¿W *XLGH and is a Canada Post National Innovation Award nominee. His insight comes from the top of the world and the peaks of business success. IBM, Audi, Kraft and The Wall Street Journal have all EHQH¿WHG IURP KLV LQVLJKW RQ SHUVHYHUDQFH OHDGHUVKLS DQG WHDP building. He inspires and informs audiences, and challenges individuals to consider their own Everest as he offers actionable ASTRA strategies for successfully reaching one’s summit. astratoy.org • June 2017

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Welcomes Its Newest Manufacturer Members 4B&B LLC www.princesswillow.com Lago Vista, TX Princess Willow & the Magic Fairy Brush is an award-winning children’s book and light-up hairbrush set that turns dreaded into delightful, stubbornness into gladness and messy hair into well-groomed hair. Best of all, it teaches girls that TRUE beauty comes from within and makes brushing hair fun for everyone!

Arcadia Publishing www.arcadiapublishing.com Mount Pleasant, SC This May, Arcadia Publishing, the largest U.S. publisher of local and regional content, will add two new series for children ages 4-7 to their Arcadia Kids imprint: The Lucky to Live in‌ series and The Wise Animal Handbook series. These 41 state-based books are meant to foster intergenerational connections.

AvailTek LLC Carmel, IN The Kin-to-Kid Connection Child Safety Cards are a fun way to connect with the children in your life. They can be used as normal playing cards, double as a dice replacement, and each contain a CDC or AAP safety tip. Enjoy time together and learn ways to keep kids safe.

Batteroo Inc. Sunnyvale, CA Did you know billions of batteries that are thrown away have only used roughly 20 percent of their battery energy? What if you could instantly tap into the other 80 percent still trapped inside? Now you can with Batteroo Boost – a patented reusable stainless steel with electronics that goes over a new or used battery and extends the battery life by tapping into the 80 percent energy that is usually thrown away.

Beyond Screen Limited www.beyondscreen.com Daly City, CA %H\RQG 7DEOHW LV WKH ZRUOGÂśV ÂżUVW LQWHUDFWLYH JDPH ERDUG SODWIRUP targeting the educational toy market. Beyond Tablet is a large smart tablet without a display screen where children and families play JDPHV XVLQJ SK\VLFDO JDPH PDSV FDUGV EORFNV DQG ÂżJXULQHV SODFHG on top of the object sensing and recognition surface.

blue kite Inc. dba sigikid www.sigikid-usa.com Moraga, CA Sigikid is a family-owned company from Germany, founded in 1968. We manufacture playfully different plush toys for all ages, ranging from organic baby toys to our designer plush line called Beaststown. All our baby and kids’ toys are machine washable and meet both American and European toy safety standards. www. sigikid-usa.com/pages/wholesale

Brooklyn Owl www.brooklynowl.com Brooklyn, NY Brooklyn Owl is a fashion accessory company founded by Annie Bruce as a way to make the world more colorful and cute, one accessory at a time. Annie and her daughter, Bee, designed the unicorn horns together when Bee was only 4.

Brybelly www.brybelly.com GreenďŹ eld, IN In Sub Shop, the game of competitive sandwich construction, players XVH HLJKW LQJUHGLHQWV WR EXLOG XQLTXH VDQGZLFKHV WR ÂżOO WKH SLFN\ and particular orders of nine zany customers! The game is played on a real linen tablecloth game board, and when a player completes an order, he or she rings the real kitchen service bell. Ages 6+. Sub Shop is a product in the Imagination Generation from brybelly.

Cate and Levi www.cateandlevi.com Toronto, ON, Canada Cate and Levi is proudly handmade from premium reclaimed materials by a family-owned business.

Creative Brainworks LLC www.creativebrainworks.com Sparta, NJ As seen on “LIVE with Kelly,� Bean Bag Bucketz is the newest outdoor/indoor social toss game. B3 is the ultimate party game – it gets people up and involved, “Living it rather than watching it.� It draws friends, family and newcomers into wildly fun rivalries. Join the B3 movement today!

EnvisionkiDZ www.envisionkidz.com Littleton, CO Created by two fathers from Colorado, The Helper Hare™ is a fun character that can be helpful throughout the year. This box set includes The Helper Hare plush toy and An Easter Tradition storybook. This character and tradition will create unforgettable moments, while teaching valuable skills and encouraging your children to be helpful and good!

58 June 2017 • astratoy.org

New Manufacturer Members Extend a Holiday LLC www.ohnewyearstree.com Westmont, IL Extend a Holiday LLC presents Oh! New Year’s Tree. Eighty percent of families stay home for New Year’s Eve. Give them something special to do while they wait for the ball to drop! Turn your Christmas tree into a New Year’s Tree and wish upon the New Year! Easy, fun and unexpectedly beautiful for family and friends.

Floss & Rock ossandrock.co.uk Blackpool, United Kingdom Proudly launched at the NY Now show during August 2016, Floss & Rock is an exciting new British brand for the U.S. children’s gift and toy market. The company specializes in creating exclusive collections for boys and girls aged 10 and under. In England, “Flossâ€? is cotton candy and “Rockâ€? is rock candy!

Flype www.ype.com Paris, France FLYPE is the multi-award-winning physical skill toy that incredibly VSLQV DW \RXU ¿QJHUWLS )/<3( HQFRXUDJHV PRYLQJ DURXQG DQG develops concentration skills. It’s pocket-sized and collectible with more than 100 designs (three in a pack). Experience the FLYPE wow effect and invent your own tricks!

GaiaTree LLC www.omgaiatree.com Haiku, HI Gaia Tree LLC is committed to making the healthiest products in the eco-friendliest way. Our treexies natural rubber dolls are hand crafted, BPA, PVC, BPS, and Phthalate free. They are soft, 100-percent nontoxic, biodegradable and painted using food grade paint.

Jaq Jaq bird www.jaqjaqbird.com Mount Pleasant, SC Creativity unplugged – Jaq Jaq Bird specializes in innovative, reusable, easy-to-clean Butterstix products, a Zero Dust Chalk™. From coloring books to placemats, from the whimsical to the historical, our designs appeal to all ages. Ultimately, we seek to instill creativity and joy in the hearts of children ‌ while keeping it unplugged.

KidsGoods LLC www.kids-goods.com Houston, TX Kids Goods LLC distributes reputable and innovative high-quality brands and lines of educational and outdoor toys and products, sourced mostly from Australia and Europe. Our brands include “Discoveroo� Educational Wooden Toys, “Twigz� Gardening Toys/ Tools specially developed for kids, and the unique “Boccadrilli� Puppet Play gloves.

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60 June 2017 • astratoy.org

www.maze-o.com Lino Lakes, MN Maze-O is The Mighty Maze Maker! Maze-O gets kids thinking and playing for hours as they create amazing mazes. Maze-O’s innovative shape with no clicking parts allows little engineers to be successful in building beautiful complex mazes every time they play. Maze-O supports STEM by introducing children to strategy, spatial reasoning, critical thinking, and problem solving.

Noel Shufe www.noelshufe.com Wilmington, NC ,WœV D ERRN LWœV D JDPH LWœV IDPLO\ IXQ 1RHO 6KXIÀH LV D FKLOGUHQœV book and holiday game which brings families together during the Christmas season. Divide your family into two teams, choose your WHDP QDPH DQG VKXIÀH WKURXJK WKH KROLGD\V )LQG RXW PRUH DQG VHH WKH JDPH SOD\HG DW ZZZ QRHOVKXIÀH FRP

Orange Line Games www.statesmarts.com/about-us Arlington, VA State Smarts™ is a fun new card game from Orange Line Games LLC that educates children about the United States. State Smarts is a competitive rummy style game in which a child could easily beat an adult, making State Smarts an ideal family game. Appropriate for inquisitive minds ages 8 and up.

where imagination is limitless! PaciďŹ c Play Tents, Inc. | 2801 E. 12th Street, Los Angeles CA 90023 Check us out online: paciďŹ cplaytents.com | To l l F r e e 8 7 7. 7 2 2 . 0 0 8 3 | M a i n L i n e 3 2 3 . 2 6 9 . 0 4 3 1 We have a NEW blog! blog.paciďŹ cplaytents.com WE’RE SHOWING OFF SO MUCH NEW STUFF AT ASTRA! COME CHECK US OUT AT BOOTH #1328

New Manufacturer Members Powerup www.poweruptoys.com Lyndhurst, OH PowerUp lets consumers of all ages expand their sense of play and experimentation by adding power to familiar paper airplanes. PowerUp brings homemade paper toys into the future by adding next generation mobile controls, propulsion and tools to take imagination to new heights.

Seedling USA Inc. www.seedling.com Los Angeles, CA Loved by children and trusted by parents, Seedling develops creative activity kits that give kids the materials to craft and design their own toys, costumes, and beyond! Our award-winning products encourage kids to make their own creations that can be played with again and again. Visionaries aren’t born, they’re nurtured!

Simplay3 www.simplay3.com Streetsboro, OH Simplay3 is a new American company founded in 2016 by toy pioneer Tom Murdough, founder of Little Tikes and Step2. Simplay3 playthings are designed to spark a child’s imagination as well as provide play patterns to help build muscles DQG ¿QH WXQH PRWRU VNLOOV $QG WKHLU SDUHQWV appreciate that they are built to last using a rotational molding process for unsurpassed durability and years of high energy fun!

PBS Publishing www.pbs-publishing.com Perrysburg, OH Learn the alphabet and letter sounds! The 6-foot by 7-inch Jumbo Floor Puzzle features 27 large, sturdy laminated die-cut pieces that coordinate with “The Animal Alphabetâ€? song featured on the music CD. Sing along and learn the alphabet, consonant and vowel sounds, and more. Bonus! Print the activity ERRN ÂżOOHG ZLWK DUW DFWLYLWLHV ZRUNVKHHWV learning games, writing practice, and lyrics from the CD.

62 June 2017 • astratoy.org

Petiole Games (pronounced Pity-Oh-Lee, soft on the Lee). www.petiolegames.com Salem, MA As the Petiole connects the leaf to the stem, our goal is to connect developing minds to the real world. We develop and manufacture games that teach science, technology, engineering and math as integrated subjects with super-fun creativity!

Sleeping Bear Press www.sleepingbearpress.com Ann Arbor, MI From board books for toddlers, to thrillers for tweens, books by Sleeping Bear Press go great with any toy. With a book for each state and so much more, there is something for everyone! Stop by Booth 254 at ASTRA Marketplace to see how well books and toys play together!

Square Panda

TILT

www.squarepanda.com Sunnyvale, CA Square Panda is a complete phonics learning system with multisensory play. Designed for ages 2-plus, the playset blends physical smart letters with a library of age-appropriate learning games grounded in research-based curriculum. Every play session guides children as they explore the alphabet, letter sounds, discover rhymes, build vocabulary and more.

Sukis MGT LLC New Providence, NJ Modern Cuddle/swatch-eeze. Luxurious/simply adorable collections. Tactile, lovable, sensory and comforting. Plush animals and lovies, plush playmat/ blankets, baby gifts and tactile sensory toys.

The Piggy Box www.thepiggybox.com Los Angeles, CA The Piggy Box is a fun and engaging bank to help kids become money smart and generous. Our easy-to-use drawer system helps children learn how to spend, save or give (donate) money, organize and arrange money, be responsible for earnings, chores, and purchases, and track spending with the free included app.

able Avail ! Now

www.tilttextiles.com New York, NY TILT Textiles Inc is a smart home textile company focused on seamlessly integrating technology into textiles to create meaningful H[SHULHQFHV IRU IDPLOLHV ,WV ÂżUVW EUDQG 6SLQ7DOHV LV WKH QH[W revolution in storytelling. SpinTales combines beautiful home textiles with an interactive augmented reality app to create magical storytelling experiences. It offers a unique, dynamic and playful experience for children and parents, with a focus on creative storytelling and educational activities.

Timex Group USA www.timex.com Middlebury, CT Learn to tell time with Timex Time Machines, a collection of watches made just for kids. Easy-to-read dials, 30M water resistance, minute markers, and adjustable elastic bands are only some of its kid-friendly features. Plus, all watches are covered with a 100-percent Worry Free Replacement Plan. Learn more at www. timex.com/timemachines

DIY E SLIM

Visit us at ASTRA Booth #400

7ROO )UHH Č? 7ROO )UHH )D[ RUGHUV#RUEWR\V FRP Č? www.orbtoys.com

astratoy.org • June 2017

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New Manufacturer Members

Toy Vey Toys www.toyveytoys.com Philadelphia, PA Toy Vey Toys manufacturers and distributes holiday-themed products that promote family traditions for everyone. Our product lines contain fun, educational and family engaging activities for everyone of all ages to enjoy. Our award-winning products include Maccabee’s Hanukkah Story, the Christmas Pickle Tradition and Sam the Dancing Matzo Man.

Traveling Animals Inc www.traveling-animals.com Evergreen, CO Traveling Animals is a wildlife board game for family fun and learning using strategy and knowledge with three simultaneous levels of play. Trek actual global migration paths with spectacular artwork collecting animal cards. Players make choices for crossing migration routes; bonus and hazard spaces make the game exciting and fun.

Treehouse Fairies www.treehousefairies.com Cleveland, TN Treehouse Fairies mingles imagination and outdoor fun with an original fairy tale. Our boxed set includes a book and wooden “fairy house” for decorating. Our 4-inch fairy dolls are perfect renditions of favorite characters from the story. Treehouse Fairies is a delightful gift for fairy-lovers of any age!

Turkey on the Table www.turkeyonthetable.com Alamo, CA Turkey on the Table® is a Thanksgiving decoration and family activity that encourages the daily habit of gratitude, while also teaching the importance of giving back. Our partnership with Feeding America ensures that 10 meals are donated to people in need with every turkey sold. Start a Tradition, Give Thanks & Give Back!

Ukidz LLC d.b.a. UGears US www.ugears.us Wheeling, IL UGears are amazing and unique 3D, no-glue, self-assembly mechanical model kits that are fun to assemble as well as educational. They can also serve as decorative pieces. Although the kits come with clear step-by-step instruction, they can also be called puzzles as the challenge is always present.

Wow Toys Ltd www.wowtoys.com Isleworth, United Kingdom WOW Toys is a British brand of educative toys for preschoolers. Our range of vehicles and characters from construction, farming, fantasy and adventure comprise bright colors, exciting sounds and motorized features – all without batteries. Designed and tested to be super safe, WOW toys exceed US safety standards. No PVC, no toxic ASTRA paint, no phthalates and no small parts.

64 June 2017 • astratoy.org

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

AFFILIATE Rain Retail Software Brian King 1238 N 750 W Ste. 100 Springville, UT 84663 (801) 841-4012 brianking@rainpos.com www.rainpos.com York-Jersey Underwriters Jason Welch 185 Newman Springs Rd. Tinton Falls, NJ 77224 (732) 842-2012 EXT 331 bobwitkin@york-jersey.com www.toy-insurance.com

MANUFACTURERS 19 Martiens Xavier Senemaud 23-25 rue Jean-Jacques Rousseau 75001 Paris, France (336) 076-05116 www.flype.com 4B&B,LLC Bundy Renfro PO Box 5529 Lago Vista, TX 78645 (817) 739-3606 bundy@princesswillow.com www.princesswillow.com Arcadia Publishing Sam Joseph 420 Wando Park Blvd. Mount Pleasant, SC 29464 (843) 853-2070 EXT 171 sjoseph@arcadiapublishing.com www.arcadiapublishing.com AvailTek LLC Terri Bogue 106 Jordan Ct. Carmel, IN 46032 (317) 572-5310 shepherd@sharepointshepherd.com Batteroo Inc Lakshmi Narasimhan 310 De Guine Dr. Sunnyvale, CA 94085 (510) 857-3359

Beyond Screen Limited Richard-Martin Dickinson 448 Citrus Ave. Daly City, CA 94014 (408) 712-6638 richard.d@beyondscreen.com www.beyondscreen.com

Candylab Toys Madison Cerda 2320 Elmwood Dr. SE Grand Rapids, MI 49506 (616) 252-9674 toymaker@candylabtoys.com www.candylabtoys.com

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

Big Belly Banks LLC John Chesnut PO Box 218 Elizabethtown, NY 12912 (603) 504-4106 bigbellybanks@gmail.com

Cate and Levi Josh Title 136 Geary Ave. Unit 215 Toronto, ON M6H 4H1 Canada (310) 649-0936 www.cateandlevi.com

DGL Toys Daniel Dayan 195 Raritan Center Pkwy. Edison, NJ 08837 (732) 692-5159 www.dgltoys.com

Bling2o Palma Reyes 525 Broadhollow Rd. Melville, NY 11747 (516) 223-5020 palma@bling2o.com

Child’s Play Mr. Joe Gardner 250 Minot Ave. Auburn, ME 04210 (800) 639-6404 www.childsplayusa.com

E3 Publishing Meg Maguire 135 Island Estates Pkwy. Palm Coast, FL 32137 (386) 597-2099 meg@e3publishing.com

blue kite Inc. dba sigikid Eva Frecea 460 Center St. 6066 Moraga, CA 94556 (925) 592-0943 eva@sigikid-usa.com www.sigikid-usa.com

Choo Choo Shoes Bob Grubba 9 E Tower Cir. Ormond Beach, FL 32174 (386) 673-8900 Ext. 104 bgrubba@broadway-limited.com www.choochooshoes.com

Edge Innovations Group, LLC Nicole Mendicino 8297 Champions Gate Blvd. Ste. 530 Champions Gate, FL 33896 (724) 331-6778 bottleflipboardgame@yahoo.com www.bottleflipthegame.com

Brain Games USA LLC Egils Grasmanis 19 W. 34th St. Ste. 1018 New York, NY 10001-3006 (929) 420-5477 egils@brain-games.com www.brain-games.com

CaaOcho Toys Olek Zhylin 355-4974 Kingsway Vancouver, BC V5H4M9 Canada (888) 887-8228 EXT 801 olek@novanature.ca www.caaocho.com

Envision Kidz Dzifa Glymin PO Box 601863 Littleton, CO 80163 (303) 222-0037 www.envisionkidz.com

Brooklyn Owl Annie Bruce 62 18th St. 3rd Floor Brooklyn, NY 11215 United States (347) 587-9241 annie@brooklynowl.com www.brooklynowl.com

Cos Dome Industries LLC Xiaoping Sun 1303 Red Tip Allen, TX 75002 (949) 371-9366 info@cosdome.com www.cosdome.com

Extend a Holiday LLC Angela Sartori 4 East Ogden Ave. #130 Westmont, IL 60559 (630) 709-7202 extendaholidayllc@gmail.com www.OhNewYearsTree.com

Brybelly William Schildman 7284 W 200 N Greenfield, IN 46140 (317) 898-4229 Ext. 118 bschildman@brybelly.com www.brybelly.com

Creative Brainworks LLC Philipp Elliott 77 Tomahawk Trail Sparta, NJ 07871 (973) 862-9485 www.creativebrainworks.com

Fin Fun Mermaid Megan Luthy 2018 N Holmes Ave. Idaho Falls, ID 83401 (208) 390-6695 meganl@finfun.com

66 June 2017 • astratoy.org

Fine Family Fidgets Shari Fine PO Box 28 Greenvale, NY 11548 (516) 395-8068 support@finefidgets.com

Floss & Rock Tim Hislop 7 Olympic Ct. Blackpool, FY4 4GU UK +44 01253831500 tim@atelierhomeandgift.co.uk GaiaTree LLC Tracy Bryce PO Box 81570 655 N Honokala Rd. Haiku, HI 96708 (808) 442-2486 gaiatreetoys@gmail.com www.gaiatreetoys.com Gem Center USA Marcos Carrillo 4100 Alameda Ave. El Paso, TX 79905 (877) 533-7153 gemcenter@sbcglobal.net www.gemcenterusa.com Haffy, LLC Maria A Yuste 333 Arthur Godfrey Rd. Ste 613 Miami Beach, FL 33140 (786) 286-1786 maria@haffykids.com www.haffykids.com Heebie Jeebies Edward Thorp 26 Garema Circuit Kingsgrove, NSW 2203 Australia (043) 961-9625 edward@heebiejeebie.com.au HeyBuddyHey Pal Investments LLC Scott Houdashell 3611 S Soncy Ste. 6B Amarillo, TX 79119 (806) 584-5440 info@eggmazing.com www.eggmazing.com Imagination Starters Anne Cork 4075 Cedar Commercial Dr. NE Decar Spring, MI 49319 (866) 886-9901 anne@imaginationstarters.com imaginationstarters.com

Infinity Product Group Drake Taylor 5502 Walsh Ln. Ste. 201 Rogers, AR 72758 draket@infinitypg.com www.mycomfycritters.com

Kidz Games Matt Hussong 432 Val Ln. Marion, IN 46952 (762) 205-0219 www.kapitgame.com

Innovation Media Products Karen Smith 3200 NE 6th Dr. Boca Raton, FL 33431 (561) 441-1655 karen@innovationmedia products.com

Legacy Wood Works LLC Mark Donohoe 7205 Dorset Ave. St Louis, MO 63130 (314) 599-2206 mtdonohoe@charter.net

Insight Editions Robbie Schmidt 800 A Street San Rafael, CA 94901 (415) 426-1377 r.schmidt@insighteditions.com Jaq Jaq Bird Grace Paik 416 Barbadian Way Mount Pleasant, SC 29464 (224) 381-5887 grace@jaqjaqbird.com www.jaqjaqbird.com Jumboo Toys & Crafts LLP Subhashish Sen B/42, Corporate House Nr. Judges Bungalow Rd. Ahmedabad, GJ 380054 India 9.1982502704e+11 ssen@jumboo.in www.jumboo.in Kevco Products, LLC Kevin McKnight 129 Grandview Rd. Springfield, PA 19064 (610) 509-6669 kjmcknight@hotmail.com www.barrelballgame.com KidsGoods LLC Dani Harpaz 2100 West Loop S Ste. 900 Houston, TX 77027 (512) 870-9717 dani@kids-goods.com www.kids-goods.com

DRESS UPS FOR EVERY DAY PLAY! WASHABLE COMFORTABLE GUARANTEED

M&M Sales Enterprises Catherine Marty 7425 Chavenelle Rd., Ste 200 Dubuque, IA 52002 (563) 503-5900 ryan@mandmsalesinc.com www.mandmsalesinc.com

little adventures 1/2 V 4C

Mad Pax 2.0 Tina Huber 7502 E Sage Dr. Scottsdale, AZ 85250 (602) 795-8225 info@madpax.com Magical Microbes Keegan Cooke 730 Roble Ave. Ste. 1 Menlo Park, CA 94025 (617) 852-6524 Maze-O Jessica Friedman 6497 Killdeer Dr. Lino Lakes, MN 55014 (952) 454-3927 jessica@maze-o.com www.maze-o.com Meekins Corp Susan Meekins 221 E 35th St. Ste 3FE New York, NY 10016 (646) 791-5600 susan@meekinscorp.com meinbaukasten Kristian Juelich Schillerstr. 107 Berlin, 10625 Germany +49 30 33006350 info@meinbaukasten.de

Visit us at the ASTRA Show - Booth #1237 littleadventureswholesale.com

Melon Rind Jean Mehran 1305 Mills Ave. Burlingame, CA 9410 (650) 579-0128 jeanie@melonrind.com www.melonrind.com

Moderno LLC Alex Podolskiy 95a Inip Dr. Inwood, NY 11096 (858) 256-7890 sales@modernokids.com modernokids.com

Noel Shuffle Jane Rogers 5006 Randall Parkway WIlmington, NC 28403 (910) 616-9997 jrogers@noelshuffle.com www.noelshuffle.com

astratoy.org • June 2017

67

NXT Generation Becky Nedelka 225 W Bartges St. Akron, OH 044307 (216) 938-9056 Ext. 205 bnedelka@nxtgentoys.com www.nxtgentoys.com

Proto.toys Tanner Yarro 2057 W 700 S Ste. 200 Springville, UT 84663 (801) 368-4650 tanner@proto.toys www.proto.toys

Square Panda Katie Kirsch 935 Benecia Ave. Sunnyvale, CA 94085 (650) 810-7044 katie@squarepanda.com www.squarepanda.com

The Piggy Box Esther Diaz 842 S Sierra Bonita Ave. Los Angeles, CA 90036 (323) 938-0061 info@thepiggybox.com www.thepiggybox.com

Ukidz LLC d.b.a. UGears US Dmitriy Zverev 148 Wilshire Dr. Wheeling, IL 60090 (847) 609-3462 info@ugears.us www.ugears.us

Orange Line Games Steven King 1050 N Taylor St. Unit #606 Arlington, VA 22201 (703) 371-9044 www.statesmarts.com

PunkinFutz Lisa Radcliffe 241 Waverly Ave. Brooklyn, NY 11205 (347) 577-9977 lisa@punkinfutz.com www.punkinfutz.com

Step UP Pets, LLC Adam Schechtman 7482 Grand Lake DR Seven Valleys, PA 17360 (443) 552-5600 stepuppets@gmail.com www.stepuppets.com

TILT Qaizar Hassonjee 295 5th Ave., Ste. 1101 New York, NY 10016 (302) 218-9583 HassonjeeQ@Welspun.com www.TiltTextiles.com

UnitedHealthcare Children’s Foundation Scott Otto 9700 Health Care Ln. Minnetonka, MN 55343 (952) 432-1636 customerservice@uhccf.org

Rak Rabbit Terry Ratzell 621 Ferrell Rd. Mullica Hill, NJ 08062 (856) 725-8278 info@rakrabbit.com

Stick-Lets Christina Kazakia PO Box 41044 Philadelphia, PA 19127 (215) 350-0352 www.stick-lets.com

Timex Group USA Andrea Hughes 555 Christian Rd. Middlebury, CT 06762 (469) 795-6977 ahughes@timex.com www.timex.com

Wackee Six Marc Robinson 163 S 1525 W Farmington, UT 84025 (314) 914-0009 marc.w.robinson@gmail.com

Robotics Unlimited Sebastein Cotton 415 N Tarragonna Ste. A Pensacola, FL 34141 (850) 490-0063 www.robotics-unlimited.com

Suki’s Todd Rivkees 1049 Springfield Ave. New Providence, NJ 07974 (908) 790-1040 sukis1@verizon.net

Santa’s Little Helper Ellie Visser 6501 E Greenway Pkwy. #103-128 Scottsdale, AZ 85254 (480) 442-7065 team@ihelpedsanta.com www.ihelpedsanta.com

Sunny Toys, Inc Michael Eichner 7920 Stage Hills Blvd. Bartlett, TN 38133 (901) 451-7171 michael@sunnytoys.com www.sunnytoys.com

Palmetto Puzzle Works Daniel Diehl 8603 Kennestone Ln. Charleston, SC 29420 (843) 452-7044 danieldiehl74@gmail.com www.palmettopuzzleworks.net Petiole Games Hope Carpenter 6 Ames St. Salem, MA 01970 (978) 810-0452 hope@petiolegames.com petiloegames.com PBS Publishing Liz Mullen 487 J Street Perrysburg, OH 43551 (419) 661-8700 www.pbs-publishing.com Perry Teri Toys LLC Perry Kaye 4735 Orange Dr. Davie, FL 33314 (920) 543-5055 PerryTeriToys.com Plastwood Italia srl Bernardetta Tusacciu Via Sabotino Calangianus, SS 7023 Italy 39079671460 info@plastwood.it www.plastwood.com Powerup Shai Goitein 2201 Acacia Park Dr. Ste. 619 Lyndhurst, OH 44124 (786) 600-1752 sales@poweruptoys.com

Seedling USA, Inc. Katerina Burkes 923 E 3rd St. Unit 115 Los Angeles, CA 90013 (949) 556-9260 www.seedling.com Simplay3 Brian McDonald 9450 Rosemont Dr. Streetsboro, OH 44241 (330) 676-5200 dfranks@simplay3.com www.simplay3.com Sleeping Bear Press Audrey Mitnick 2395 South Huron Parkway #200 Ann Arbor, MI 48104 (732) 619-6221 audrey.mitnick@sleepingbear press.com www.sleepingbearpress.com

68 June 2017 • astratoy.org

Team A Toys, LLC Ricky Aryeh 171 Great Neck Rd.Suite 4D Great Neck, NY 11021 (917) 797-9911 Teddykompaniet Sarah Perilli 6815 Biscayne Blvd. 299 Miami, FL 33138 (786) 565-7119 teddykompaniet@suiisa.com teddykompanietusa.com The Happy Puzzle Company Aron Lazarus Unit 1 Lismirrane Industrial Park Elstree RD Elstree, WD6 3EE United Kingdom 4.4208953448e+11 www.happypuzzle-global.com

Toy Vey Toys Eli Kowalski 1420 Locust St. Ste. 10F Philadelphia, PA 19102 (267) 847-9018 www.toyveytoys.com TOYosity Bill Hohns 4157 Seaboard Rd. Orlando, FL 32808 (407) 876-4595 CustomerSupport@TOYosity.com www.surferdudes.com Traveling Animals, Inc Donna Kautzman PO Box 592 Evergreen, CO 80437-0592 (303) 670-3481 donna@traveling-animals.com www.traveling-animals.com Treehouse Fairies Carol Hoops PO Box 2486 Cleveland, TN 37320-2486 (423) 596-9153 carolhoops@treehousefairies.com www.treehousefairies.com Turkey on the Table April George 3000 F Danville Blvd., #247 Alamo, CA 94507 (925) 708-8034 april@turkeyonthetable.com

WeCool Toys, Inc Ross Alber 19 N Lakeside Dr. W Medford, NJ 08055 (856) 296-9766 ross@wecooltoys.com Wise Lion Trading Kostya Rolin 1333 Old Span Trail, Ste. G364 Houston, TX 77054 (346) 303-2897 info@wiseelk.us www.wiseelk.us Wow Toys Ltd Peter Smith Victory Business Centre Unit 5 Isleworth TW7 6DB United Kingdom +44 (0)20 7471 0980 www.wowtoys.com peter@wowtoys.com Yookidoo Yaniv Yankovich 14963 N 103rd Way Scottsdale, AZ 85255-8501 (602) 717-0757 yaniv@sandbox-trading.com www.yookidoo.com ZoZbot Ken Miller 7960B Soquel Dr. Ste. 410 Aptos, CA 95003-3999 (831) 332-4363 ken@zozbot.com www.zozbot.com

RETAILERS Amix Inc. Steven See 306 S Los Angeles St Los Angeles, CA 90013 (626) 265-9555 stevensisuo@gmail.com www.toyflakes.com Ann Arbor Hands-On Museum Alice Klute 220 E Ann Ann Arbor, MI 48104 (734) 995-5439 aklute@aahom.org www.aahom.org Big Top Raj Kapur 650 Lee Blvd. Yorktown Hts, NY 10598 (914) 393-1897 Bloomsbury Lane Toy Shoppe Crystal Newman 1 W Main St. Lancaster, NY 14086 (716) 609-2002 bloomsburylanetoyshoppe@ gmail.com www.bloomsburylanetoys.com Cedarburg Toy Company Natasha Loos W62N583 Washington Ave. Cedarburg, WI 53012 (262) 377-7224 info@cedarburgtoyco.com Church Street Shoppe Toys Kites & More Grady Cunningham 14117 8th St. Dade City, FL 33525 (352) 521-5482 EXT gradycunningham@tampabay.rr.com Critter Carton LLC Beverley BevenFlorez 18100 Von Karman Ave. Irvine, CA 92612 (800) 683-5358 www.critterarton.com

CSM Trading Company Stephanie Mauro 17 Heather Ct. Middle Island, NY 11953 (631) 480-5327 sales@csmsalesandmarketing.com Dancing Bear Michelle Boltz 13 N. 3rd Ave. Sturgeon Bay, WI 54235 Debaca Corp. dba Cliff’s Variety Terry Asten Bennett 479 Castro St. San Francisco, CA 94114 (415) 431-5365 www.cliffvariety.com Dino Dollar, LLC Glenn de Peralta 14500 Roscoe Blvd., 4th Fl. Panorama City, CA 91402 (818) 808-8704 admin@dinodollar.com www.dinodollar.com Euro Gifts Inc, Richard Langlois 504 Main St. Acushnet, MA 02743 (508) 965-7503 unpluggedtoysgifts@yahoo.com unpluggedtoysgifts.com Family Fun Hobbies, L.L.C. Robert Placer 731 Highway 33 Suite 3 Hamilton, NJ 08619 (609) 838-2049 sales@familyfunhobbies.com www.familyfunhobbies.com Fort Magic, LLC Erika Pope-Gusev 1748 Independence Blvd. C-1 Sarasota, FL 34234 (888) 796-7856 info@fortmagic.com www.fortmagic.com Gadgets & Gizmos Eddie Davis 482 Broadway Mall Hicksville, NY 11801 (516) 932-4342 gadgets11717@aol.com

70 June 2017 • astratoy.org

Game On Cody Dame 220 Westview Plaza McCook, NE 69001 (308) 345-8888 gameongames@gmail.com www.gameongames.com

Ju-Ju Monkey, Inc Sara Moore 4755 W Tilghman St. Allentown, PA 18104 (484)809-9662 info@ju-jumonkey.com www.ju-jumonkey.com

Montshire Museum of Science Barbara Mathewson One Montshire Rd. Norwich, VT 05055 (802) 649-2200 EXT 241 Barbara.Mathewson@montshire.org

Games Unlimited Steve Banducci 810 Sycamore Valley Rd. Danville, CA 94528 (925) 838-6358 gamesunlimited1988@gmail.com

Kappa Toys Elizabeth Newsome 707 Fremont St. #1170 Las Vegas, NV 89101 (702) 302-9363 lizzy@kappatoys.com kappatoys.com

My Braindom Joanne Giang 205 Basetdale Ave. La Puente, CA 91746 (626) 758-2680 Mybraindomus@gmail.com

Growing Up Melane Nelson 689 Dr MLK St. N Saint Petersburg, FL 33701 (727) 894-4769 info@growingupstpete.com www.growingupstpete.com Gus’ Toys Connie Hart PO Box 250 Paola, KS 66071 (913) 259-3346 gustoystore@gmail.com HobbyTown Scott Hill 5429 Johnston St. Lafayette, LA 70503 (337) 981-7259 lafayettehobby@gmail.com Hopscotch Mountain Angie Molina 4108 86th St. Lubbock, TX 79423 (806) 549-1112 angie.molina@att.net Humphreys' Apparel & Toys Janet Lozo 1900 Memorial Hwy. Ste 11 Shavertown, PA 18708 (570) 674-3377 Humphreys3377@yHoo.com Humphreysapparelandtoys.com Jack & Jill Barbara Vininsky 5330 Queen Mary Rd. Montreal, QCH3X 1T7 Canada

Knightstown Toys and Treasures Kevin Zeller 39 N. Washington St. Knightstown, IN 46148 (317) 409-5109 knightstowntoysandtreasures@ gmail.com Lift Bridge Book Shop John E. Bonczyk 45 Main St. Brockport, NY 14420 (585) 637-2260 info@liftbridgebooks.com Little Medical School Todd Allen 707 N. New Ballas Rd. Creve Coeur, MO 63141 (314) 724-0838 todda@littlemedicalschool.com www.littlemedicalschool.com Little Treasures Toy & Gift Suzanne Bantien 100 Cayuga St. Bellaire, MI 49615 (231) 533-6559 littletreassurestoyshop@yahoo.com www.bellairetoys.com Mind Benders puzzles & games Joel & Amy Bender 1438 119th St. Whiting, IN 46394 (219) 237-4386 bendersmindbenders@gmail.com www.mindbenders.biz

Oliver’s Toys Bogdan Rogalski 2002 Central St. Evanston, IL 60201 (847) 424-1940 bogdan@oliverstoys.net www.oliverstoys.net Online Selling Dudes John Chappell 25 River Rock Way Franklinton, NC 27525 (919) 830-9170 sixchapps@yahoo.com OTG Games Shelley Sanders 741 10th St. Santa Monica, CA 90402 (925) 386-0134 freemethegame.com Petrie’s Family Games Cameron Crawford 7681 N Union Blvd. Colorado Springs, CO 80920 (719) 522-1099 petriesfg@gmail.com www.petriesgames.com POSH Gifts and More Kevin Morrison 905 U S Highway 1 Ste. J L Lake Park, FL 33403 (561) 510-1278 info@poshgiftsandmore.com www.poshgiftsandmore.com Rayloco dba The Canteen Lori Stern 9 Robert Dr. Short Hills, NJ 07078 (973) 218-9099 idinj@aol.com www.thecanteenonline.com

Red Wagon Heidi Stoltzfus 225 Harrison St. Ste. 306 Shipshewana, IN 46565 (260) 768-3090 red.wagon.shipshe@gmail.com Sanrio Topanga Kay Seo 6600 Topanga Canyon Blvd. #1011 Canoga Park, CA 91303 (818) 704-9953 sanriotopanga@yahoo.com Schoolcraft, Inc. Wilson McClellan 717 Church St. Huntsville, AL 35801 (256) 533-7070 scraft@hiwaay.net www.schoolcraftonline.com Sport and Hound Regina Bataille 1202 Valley Rd. Stirling, NJ 07980 (908) 580-1188 vsports@gmail.com www.sportandhound.com

Stanley Swains, Inc. Karl Wiest 537 N Glendale Ave. Glendale, CA 91206 (818) 243-3129 Star Kids Toys LLC Hiam Zhaim 586 West Hillcrest Dr. Thousand Oaks, CA 91360 (805) 379-1922 Hiam@starkidstoys.com Stevenson’s Toys & Games Roy Stevenson 69 Jobs Ln. Southampton, NY 11968 (631) 283-2111 www.stevensonstoys.com Sweet Dreams Gary Gendel 2921 College Ave. Berkeley, CA 94705 (510) 548-1050 info@sweetdreamscandy.com

Teach Right, LLC Marian Hodge 586 S Columbia Ave. Unit 11 Rincon, GA 31326 (912) 826-1681 teachright@teachrightstore.com www.teachrightstore.com The Animal Kingdom Children’s Store Lindsay Williamson 103 S Allen St. State College, PA 16801 (814) 237-2402 lindsay@theanimalkingdom.com www.theanimalkingdom.com The Dock Panther Molly Laudenbach 25390 S Main St. Nisswa, MN 56468 (218) 961-1010 molly_laudenbach@yahoo.com The Toy Nation David Engelhard 157 Bridgeton Pike Suite 306 Mullica Hill, NJ 08062 (609) 876-9649 dave@thetoynation.com www.thetoynation.com

The Wishing Well Stephanie Benavidez 6723 Greenleaf Ave. Whittier, CA 90601 (562) 464-9474 thewishingwellshop@gmail.com

Toys In The Attic Christine Reddick 1 Courthouse Sq., Ste. 8 Crown Point IN 46307 (219) 262-7529 southlakedistributing@gmail.com

The Wood Shop Kevin Rieke 719 Front St. Leavenworth, WA 98826 (509) 548-4442 kevinrieke@nwi.net www.hatshopwoodshop.com

Toytown Shari Bricks 1754 Avenue Rd. Toronto, ON M5M 3Y9 Canada (416) 783-8073 shari@toytown.ca www.fb.com/toytowntoronto

Time 4 Toys Bethany Mathis 4804 Lakeland Dr. Flowood, MS 39202 (769) 208-8667 time4toys.ms@gmail.com www.time4toysms.com

Trieberg LLC Samuel Trieger 1572 61st St. Brooklyn, NY 11219 (718) 450-3200 abraham@triebergllc.com

Toys & Fun at Salzburg Square Jacqueline Goohs 292 Route 101 Amherst, NH 03031 (603) 471-3820 jacquelineagoohs@gmail.com

Uncle’s Games, Puzzles, and More! Hans Isaacson 203 N. Washington St. Ste 200A Spokane, WA 99201 (509) 838-6242

The perfect recipe for delicious FUN!

VISIT US!

BOOTH #607 AND THE NTSD Experience INTERACTIVE ZONE

72 June 2017 • astratoy.org

www.blueorangegames.com

415.252.0372

Whistle Stop Toys Fay Harris 1132 4th St. Estevan, SK S4A 0W7 Canada (306) 634-8100 whistlestoptoys@sasktel.net

Unique Toys Mike & Virginia Nowak 7820 Hillside Rd. Ste 200 Amarillo, TX 79119 (806) 418-6186 facebook.com/Uniquetoysof amarillo

Why Not Toys Laura Roldan 319 Gentry Spring. TX 77373 (281) 288-9181 why-not-toys@sbcglobal.net

VIR Ventures Inc. Rupesh Sanghavi 19840 FM 1093 RD Ste G4 Richmond, TX 77407 (281) 249-5566 vrteam@virventures.com toytooth.com

World of Toys Olga Kozhevnikova 115 N. Main St. Berlin, MD 21811 (410) 641-0601 olgakozhevnikova71@gmail.com

Vraj Imports, LLC Kinnari Patel 4201 Tonnelle Ave North Bergen, NJ 07047 (201) 880-7533 www.whatamericabuys.com

Zaozy Shirley Joung 4495 Runway St. Simi Valley, CA 93063 (213) 550-9330 contactcutesense@gmail.com

Wee Ones Reruns Inc Kathleen McCrady 2450 James St. Bellingham, WA 98225 (360) 733-6794 k.mccrady@comcast.net weeonesreruns.net

SALES REPRESENATIVES Action Group Sales Lee Leibold 3210 Hill Dale Highland Village, TX 75077 (214) 760-8408 lee@actiongroupsales.com www.actiongroupsales.com Charles Zadeh Enterprises Charles Zadeh PO Box 41 Glen Head, NY 11545 (516) 759-8479 Dukes Group, Inc. Ron Dukes 1555 Flat Mountain Rd. Fairbanks, AK 99712 (907) 457-5717 East Coast Customs Shawn Arlauckas 3000 Village Run Rd. Unit 103 #222 Wexford, PA 15090 (908) 216-3257

J. Cooper Group, LLC David Drake 25261 East Glasgow Pl. Aurora, CO 80016 (913) 669-4031 midwesttoyrep@gmail.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 LaFrancis Marketing Group Tim LaFrancis 213 High St. Acton, MA 001720 (781) 799-0543 www.lafrancis.com Paul Kestlinger Inc Paul Kestlinger 2 Revock Rd. East Brunswick, NJ 08816 (732) 672-9895

Petroff Sales Tanya Petroff GX Building 13301868 Glen Dr. Vancouver, BC Canada (604) 637-7878 Rep Force One, Inc. Mark Lynch PO Box 845 Oak Ridge, NC 27310 (336) 665-9999 mark@rfotoys.com www.rfotoys.com SLG Sales Company LLC Susan Libby Gordon 306 Argosy Dr. Gaitherburg, MD 20878 (301) 921-9110 Stortz Toys Inc. Josh Diament 1-155 Martin Ross Ave. Toronto, ON M3J 2L9 Canada (866) 747-4191 jd@stortz.ca www.stortz.ca

Marble Run The Hubelino marble run offers unmatched gaming adventures and loads of fun. From simple structures to complex runs infinite variations can be built. A particular advantage of the connecting system is that nothing can slip or tip over and the marble always rolls to the ultimate goal. The little builders deal with gravity and acceleration in a playful way and sharpen their fine motor skills and logical thinking.

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www.hubelino.com astratoy.org • June 2017

73

Toy Times Magazine, June 2017

Index of Advertisers Adora.................................................................adoraplay.com............................................45

Sago Sago Toys.............................................sagomini.com.......................................38-39

ALEX Brands...................................................alexbrands.com..................................29, 76

SentoSphere USA........................................sentosphereusa.com...............................23

American Educational Products..........amep.com.....................................................64

SmartNoggin Toys.......................................smartnoggintoys.com.............................64

Asmodee North America........................asmodee.com............2, 13, 33, 41, 53, 65

Sophia’s............................................................shopsophias.com......................................43

Baby Jack & Company...............................babyjackandcompany.com.................48

TEDCO Toys....................................................tedcosciencetoys.com............................27

Blue Orange Games...................................blueorangegames.com..........................72

Thames & Kosmos......................................thamesandkosmos.com........................11

Creditors Network......................................creditorsnetwork.com..................... 17, 49

Toy Collection / CSI Inc............................toycollectionretailer.com......................49

Delano/EPI......................................................delanoservice.com...................................30

The Toy Association..................................shoptoys365.com.....................................15

Douglas Company......................................douglastoys.com.......................................71

Toysmith..........................................................toysmith.com...............................................59

edplay magazine.........................................edplay.com...................................................74

USAopoly Inc.................................................usaopoly.com..............................................37

Fat Brain............................................................fatbraintoyco.com....................................61

Watchitude LLC............................................watchitude.com.........................................52

The Good Toy Group.................................goodtoygroup.com...................................57

Westco Educational Products...............westcoed.com.............................................60

HABA / Habermaass Corp......................HABAusa.com.............................................55

Wikki Stix.........................................................wikkistix.com................................................. 9

Harrisville Designs......................................harrisville.com............................................ 17

Winning Moves............................................winning-moves.com................................19

Haywire Group.............................................haywiregroup.com...................................69 Jax Ltd., Inc......................................................jaxgames.com.............................................51 KidStuff PR......................................................kidstuffpr.com.............................................57 Klutz...................................................................klutz.com.......................................................25 Lee Publications..........................................leemagicpen.com......................................20 Light Stax-Lazy Dog Co.............................lightstax.com.................................................. 8 Little Adventures.........................................littleadventureswholesale.com........67 Magformers....................................................magformers.com.......................................47 Manhattan Toy..............................................manhattantoy.com...................................... 3 MegaFun USA................................................megafunusa.com......................................35 meinbeukasten............................................hubelino.com.......................................24, 73

6 ISSUES 7,200+ RETAILERS a NUMBER of WAYS to

ADVERTISE

MindWare Wholesale..............................mwwholesale.biz.....................................75 MukikiM...........................................................mukikim.com..............................................31 Munch Baby...................................................munchmitt.com............................................ 8 Orb Factory.....................................................orbfactory.com...........................................63

The Magazine for

People Who Sell Toys

Ozobot..............................................................ozobot.com.................................................... 4 Pacific Playtents...........................................pacificplaytents.com...............................62 Pink Poppy Inc. USA...................................pinkpoppy-usa.com................................21 Pomegranate Communications...........pomegranate.com....................................28

74 June 2017 • astratoy.org

Contact Todd Crayton todd@fwpi.com

(315) 789-0458

•

(800) 344-0559

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