Gourmet Insider

GOURMET

September - October 2020

Connecting the business of gourmet housewares

®

GOURMET

®

Home For The Holidays Everything Kitchens Connects With Shoppers, Even From Their Couches

GOURMET ET story starts on page 12

®

Emily Church, owner, Everything Kitchens

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TABLE OF CONTENTS

EDITORIAL Peter Giannetti Editor-in-Chief PeterG@gourmetinsider.com • 631-297-8100 Lauren DeBellis Managing Editor LaurenD@gourmetinsider.com • 631-246-9300 x252 Emily Cappiello Editor-at-Large EmilyC@gourmetinsider.com • 631-246-9300 x211 Matthew Kramer Contributing Editor MatthewK@gourmetinsider.com • 631-246-9300 x215 Mike Duff Contributing Editor MikeD@gourmetinsider.com • 631-246-9300 x237

ADVERTISING Dave Palcek President/Co-Publisher DaveP@gourmetinsider.com • 847-913-8244

| GOURMET INSIDER | September - October 2020

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12

Emily Church of Everything Kitchens leveraged her love of food and e-commerce skills to drive growth.

Cynthia Evans Senior Vice President/Co-Publisher CyndiE@gourmetinsider.com • 847-913-8251 Larry Oliver Business Development LarryO@gourmetinsider.com • 631-246-9300 x246

DESIGN & TECHNOLOGY Eliud Custodio Director of Design & Technology EliudC@icdnet.com • 631-297-8106 Richard Burns Information Technology Manager RichardB@icdnet.com • 631-246-9300 x212 Fernando Santos Senior Artist/Senior Video Editor FernandoS@icdnet.com • 631-246-9300 x216 Anna M. Davidson Senior Artist AnnaD@icdnet.com • 631-246-9300 x220 Erin Helmers Advertising Operations Coordinator ErinH@icdnet.com • 631-246-9300 x250 Robert Marston Information Technology Associate RobertM@icdnet.com • 631-246-9300 x229

16

As home bakers hunker down for the holidays, breadmaking accessories are on the rise.

Jake Gold Video Editor JakeG@icdnet.com • 631-246-9300 x243

PRODUCTION & CIRCULATION Nadine Salogub Director of Production & Circulation NadineS@gourmetinsider.com • 631-297-8104 Suzette Schear Assistant Production Manager SuzetteS@gourmetinsider.com • 631-246-9300 x222 Denise Moscater Circulation Associate DeniseM@gourmetinsider.com • 631-246-9300 x221

ICD PUBLICATIONS Dave Palcek President/CEO Cynthia Evans Senior Vice President Peter Giannetti VP, Editorial & Publishing Operations Eliud Custodio Director of Design & Technology Nadine Salogub Director of Production & Circulation

NEW YORK 150 Motor Parkway, Suite 401, Hauppauge, NY 11788.

Main: 631-246-9300 Fax: 631-246-9496

22

The home cocktail craze continues, and retailers stock up on barware ahead of the fourth quarter.

CHICAGO 175 Olde Half Day Road, Suite 240 Lincolnshire, Illinois 60069 Main: 847-913-8295 Fax: 847-913-9202 E-mail: info@gourmetinsider.com www.gourmetinsider.com

Gourmet Insider® magazine (Volume 15, Number 5) (ISSN No. 1946 9578) is published bi-monthly by ICD Publications, Inc., 150 Motor Parkway, Suite 401, Hauppauge, NY 11788. ©ICD Publications, 2020. All rights reserved. Gourmet Insider, Connecting the business of gourmet housewares and ICD PUBLICATIONS are registered trademarks of ICD Publications. Periodical postage paid at Hauppauge, NY 11788 and additional offices. Information contained herein is subject to change without notice. No responsibility is assumed by the publisher for its accuracy and completeness. For additional copies of this publication, contact Circulation at 631-246-9300.

To subscribe, cancel or update, visit subscribe.gourmetinsider.com POSTMASTER: Send address changes to Gourmet Insider®, P.O. Box 5815, Hauppauge, NY 11788-0169 Publisher at all times reserves the right to refuse to publish any Ad, text or other content for any reason and regardless of whether any such Ad Material was previously accepted by Publisher.

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25

Find out which products independent kitchenware retailers predict to be hot sellers this holiday season.

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September - October 2020 | GOURMET INSIDER |

FOOD FOR THOUGHT

It Won’t Be Easy Independent Retailers Demonstrate Resolve

N “The most enduring independent retailers long ago figured out how to do handstands to overcome drawbacks and challenges.

Survivors of the latest widespread adversity will do the same.”

— Peter Giannetti Editor-In-Chief

Nobody said it would be easy.

But as the gourmet retailing business heads down the final stretch of what has been a more stressful and hazardous year than even the most extreme cynics could have imagined, there are rays of holiday cheer in the forecast for those who have weathered the worst of the pandemic so far.

It was reassuring to hear the owner of a key gourmet housewares supplier explain during a recent talk, how her concern the independent retail channel would be ravaged during the pandemic turned to encouraging surprise when much of the channel stood its ground as a stout, reliable pathway to homebound consumers suddenly in search of an abundant kitchenware supply. It is a pathway supported by responsive, convenient and safe access along with welcoming know-how.

It was an overnight sea change that demonstrated yet again how successful independent retailers are well positioned to flex in real time with changing market conditions in large part because of their unbending devotion to supporting their customers.

Such resolve doesn’t come without disadvantages. There is, of course, the constant operating pressure and financial strain from mass retailing and corporate e-commerce efforts to wipe out such small businesses. Then there is the ongoing challenge of sustaining the attention, favor and service of key vendors swayed by their own changing priorities to marginalize or even abandon the very independent retailers responsible for helping introduce and legitimize many brands.

On top of that, with vendor inventories selling down at warp speed and supply chains racing to keep up during the pandemic-driven housewares surge, small stores don’t easily command a place near the front of the line among vendors allocating their goods.

It’s not getting any easier.

Expect independent retailers to be among the most ardent when it comes to courting new vendors, ideas and practices. This is especially necessary as these retailers shift

from a basic replenishment focus that marked much of their pandemic buying activity to a renewed emphasis on discovering and curating distinctive assortments for consumers who renewed their appreciation of such retailers during a period of personal need.

The most enduring independent retailers long ago figured out how to do handstands to overcome drawbacks and challenges. Survivors of the latest widespread adversity will do the same.

This is a business for which blood, sweat and tears aren’t always enough. It takes smarts and nerve on top of all the extra effort to pivot faster, confidently and more progressively than bigger competitors while preserving a core of traditional merchandising and service values.

Such devoted, industrious perseverance turned the independent retail channel from a source of concern among vendors at the onset of the pandemic to a source of encouragement as the crucial holiday season nears.

Is it enough to convince their constituents — from vendors to consumers — that these small, nimble and resilient community retailers deserve a place near the front of the line?

It won’t be easy. It never is.

Peter Giannetti is Editor-In-Chief of Gourmet Insider® and HomeWorld Business®.

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September - October 2020 | GOURMET INSIDER |

IN MY WORDS

Alternate Route Staying Nimble Key To Holiday Sales

T “By creating a comprehensive and thoughtful Option B, the independent retail community will have a chance to make the season brighter.”

— Emily Cappiello Editor-at-Large

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This whole year has been an alternate route for so many. Nothing has gone as planned, so much has changed in a small amount of time and the events of this year have forced all of us to change our plans — both business plans and life ones.

“When this is over,” has been replaced by, “this is the new normal.” We all learned to pivot, shift and conquer however we could.

And now, here we are, going into a very different looking holiday season.

Experts have suggested that family gatherings will be more important this year than before. So many have felt anxiety, sadness and loss from the events that took place during just the last several months — social distancing, civil unrest, adjusting to a “new normal” with home schooling children while trying to work from home. Taking a break to be with family, socialize a bit and celebrate a time that is supposed to be a bright spot will be important.

However, gatherings will not look like they used to. Holiday visits will be smaller and more frequent than in the past to limit exposure to the coronavirus. Instead of a big Christmas dinner with all of the extended family, it will be more contained celebratory dinners from Thanksgiving to the New Year.

This is great news for the housewares industry, as consumers will want to upgrade their knives; purchase new roasters; and add a bit of fun to the table with new tabletop items. And, of course, entertaining will be on everyone’s mind, from baking to bartending, as shoppers will be looking for goods that will help them show off their quarantine skill set to family and friends when they gather.

Many independent retailers have reported healthy sales this year, even with closures, limited hours and things like curb-side pickup. People are buying housewares and those buying housewares are looking to purchase from their local store. It is a testament to the importance of small businesses. And, many of you have been looking forward to more normal fourth quarter, but now we have a new pressure to face – supply chain.

In The Baking Experience (see page 16), Laura Havlek of Sonoma, CA-based Sign Of The

Bear Kitchenware and Tableware, and Ginger Cobl of Decatur, AL-based The Cupboard, discuss their struggle with inventory. Orders are coming in with not even close to enough product. Other items are backordered and oversold. And seasonal items may end up having either a very tight sales window or may lose the window completely due to supply chain backup.

In order to make the most of the holiday season, retailers will need to stay nimble.

Look at the inventory on the shelves. Take some time to figure out what other product may solve a similar problem for a customer, so suggestions come quickly and fluidly.

Work with seasonal product a bit differently this year, or perhaps skip it all together and create vignettes with regular product supply in holiday colors. Grab a new pattern that would look great on a holiday table but would also serve the business into the spring, such as Buffalo check. Having an alternate route may be the component that pushes you from a decent year to a good one, despite the outside factors.

The supply chain is something that no retailer has control of, just like this entire pandemic. But by creating a comprehensive and thoughtful Option B, the independent retail community will have a chance to make the season brighter.

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September - October 2020 | GOURMET INSIDER |

THE DISH

GC Buying Group Moves 2021 Start The Year Event To Dallas

By Lauren DeBellis MANAGING EDITOR

Ahead of the GC Buying Group celebrating its 40th anniversary next year, founder and president Janis Johnson announced it will hold its 2021 Start the Year Member Conference and Vendor Showcase from January 6 to 7 at Dallas Market Center during the Dallas Total Home & Gift Market, set to be held January 6 to 12.

In a exclusive online video interview with GOURMET INSIDER®, Johnson said as a Dallasbased company, logistically, it made very good sense for GC to host the event in its hometown, particularly during COVID-19.

“We are honored to welcome the industry to GC’s hometown as we celebrate 40 years of service,” said Johnson. “This is going to be a special year, and we are pleased to work with a host marketplace that will provide new energy and tremendous support for all attendees.

Now more than ever, independent retailers need to deepen relationships, discover what’s new and sharpen their skills to compete. The destination for gaining a business edge in 2021 will be Dallas.”

According to Johnson, the hub of the 2021 event will be a GC Buying Group lounge and conference room on the second floor of the Dallas Market Center Trade Mart, while nearby trade show space will be utilized for the vendor showcase and social activities.

In addition, Johnson said the Dallas Market Center team lead by Cindy Morris, president and CEO of Dallas Market Center, has been working closely with GC to make the venue transition seamless.

“We look forward to welcoming GC Buying Group stores and vendors to Dallas for inspiration and business renewal,” said Morris. ”Janis and her team share our commitment to supporting independent retail and working together to create a January event that can carry retailers forward confidently into the new year. We know that attendees will appreciate our hospitality, convenient location, wide product selection, and comprehensive health and safety protocols.”

Membership in GC Buying Group offers participation in conferences and showcases, merchandise discounts, special programs (including freight allowances and dating programs),

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networking opportunities, and a membersonly website and information exchange.

According to GC, member retailers across the country attend the Start the Year event to review new products from vendor principals, network among peers and experience presentations from business and industry experts.

Of the change in venue, Art Nading, owner of The Extra Ingredient in Greensboro, NC and a 2020 GC Buying Group advisory board member, said since GC is based in Dallas, he believes Johnson made a smart decision in light of the continued pandemic and uncertainty of the times.

“I think Janis made a great decision, a smart decision. It’s close to her home and she can manage the event from there, as needed,” he said. “It will allow her to make necessary decisions faster in Dallas, as it is the GC Buying Group’s home base.”

As for travelling to the Dallas Market, Nading said he and wife Martha, who co-owns the store with him, said they will wait and see, in light of the continued pandemic.

“For those that can make the market, this will be great,“ he said. “As for us, we are being careful, so I am unsure of what our travel plans will be.”

Johnson said GC may weave a virtual component to the January event, similar to the virtual Summer School event GC hosted this summer in lieu of in-person sessions. She noted how helpful it is to have informational sessions recorded for retail members to view and re-watch at their leisure.

Retailers, too, are anticipating the GC Start the Year event in Dallas, as many have permanent showrooms there.

“We’re excited about the Gourmet Catalog Start the Year event at Dallas Market Center,” said David Shull, executive vp/marketing and communications, Jura, Inc. “Our Dallas Showroom is our largest location, where we can accommodate visitors in a safe environment for social distancing, so we can showcase our brands and offer our dealers the best Jura and Capresso experiences.”

A schedule for the 2021 Start the Year event, including sessions, speakers, and participating vendors, is expected to be announced in the coming months.

Janis Johnson, founder and president, GC Buying Group.

Cindy Morris, president and CEO, Dallas Market Center.

Art Nading, co-owner, The Extra Ingredient, Greensboro, NC.

David Shull, executive vp/ marketing and communications, Jura, Inc.

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September - October 2020 | GOURMET INSIDER |

HTI Names 2020 Executive Committee

By Lauren DeBellis MANAGING EDITOR

The HTI Buying Group recently announced the members of its 2020 executive committee.

According to KC Lapiana, president of HTI, the members represent a cross-section of the country that will help craft a dynamic look at what its member stores need.

“During these uncertain times, HTI believes we have compiled a great executive committee to help us grow; with their wisdom, business savvy, and dedication to our industry,” Lapiana said.

This year’s committee members include: Beckie Melvie, The Abundant Kitchen, Buffalo and Excelsior, MN; Anne Dowell, Apron Strings, Hutchinson, KS; Bekah Stelling, Bekah Kate’s, Baraboo, WI; Nancy Schneider, Chef’s Shoppe Gourmet Kitchen, Edwardsville, IL; Mark Sinner, Creative Kitchen, Fargo, ND; Suzi Richetto,

THE DISH

Grebe’s, Wausau, WI; Mark Bouchett, Homeport, Burlington, VT; Jodi West, In The Kitchen, Pittsburgh, PA; Karmin Billadeau, Karmin’s Kitchen Table, Bismarck, ND; Dave West, Rolling Pin Kitchen Emporium, Brandon, FL; and Marcia Jochem, Thyme In The Kitchen, Evansville, IN. Lapiana said the committee has been busy working on several activities such as identifying the Top 20 vendors and products; the HTI Holiday Gift Guide; planning 2021’s New Year, New Beginnings meetings; and mentoring HTI’s most recently signed retailers, something committee members said they look forward to.

“Being part of the HTI executive committee was so appealing to me because as a small business owner, I wear many hats filling so many roles,” said Beckie Melvie, owner The Abundant Kitchen, Buffalo and Excelsior, MN. “Maybe one minute I’m in a customer service role, the next could be accounting, product knowledge, or even janitorial. My own personal skills are more finely tuned in some of those areas than others. That’s why being part of a committee is so valuable to me, being able to draw on other’s expertise, knowledge and skill sets, when your own isn’t as rich as you’d like it to be.”

KC Lapiana, president, HTI Buying Group.

Beckie Melvie, owner, The Abundant Kitchen, Buffalo and Excelsior, MN.

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RETAIL PROFILE

Sharp Instincts Everything Kitchens Hones E-Commerce, Inventory

By Emily Cappiello EDITOR-AT-LARGE

At top: Emily Church, owner Everything Kitchens. At left: The store’s exclusive Barnyard Babies dinnerware collection.

When Emily Church began thinking about the concept behind her Springfield, MO-based brand, Everything Kitchens, she started with what she knew best — food and online retailing.

“I cooked a lot growing up,” she said. “I am the oldest of nine kids and cooked a lot for my family and we made everything from scratch. We would do bread, butter, cheese — we made everything constantly — so I knew that aspect of the business very well. And I had helped some family members with setting up an online business, so I knew just enough about e-commerce from helping that business get started.

Little did she know, that Everything Kitchens, which was opened in 2002, would also become a successful online independent gourmet retailer, even if she couldn’t see it at the time.

“I honestly did not have strong plans for growth at the time,” Church said when reminiscing about her beginning days. “My intention initially was to have an income and more time with my newborn baby. The market had other plans, and nearly everything we did took off.”

She explained, at first, she was playing catch-up but it was when she finally was able to get ahead of the curve, she realized Everything Kitchens needed to differentiate itself, especially online. Church said she began to put some parameters into place for growth, including benchmarks and other strategies that would help take her business to the next level. One of these, and perhaps the key to her success, is the amount of information and branding she puts into her online business, including video demonstrationss, recipes and how-to guides.

“We were trying to address something that was lacking in the e-commerce world and the fact that there is not a lot of depth of content,” Church explained. “We felt if someone is coming to Everything Kitchens, they really like to cook or bake, which is why they are coming to a more niche site.” continued on page 14

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September - October 2020 | GOURMET INSIDER |

RETAIL PROFILE

At left: An array of kitchenware welcomes customers. Above: The exterior of Everything Kitchens. At bottom: Bright lights and signage surround the cashwrap.

Sharp Instincts continued from page 12

To ensure the customer experience echoed what she and the staff at the brick-and-mortar location would be able to provide, Church said developing the site to act as a virtual showroom — one where the customer would be educated and feel confident in their purchase decisions — became a priority.

“We were giving them something they couldn’t find elsewhere,” she said. “They could come to us and really learn about the product almost as if they were in store having someone explain it to you,” she said.

She also pointed out that a custom experience is how an independent differentiates from a big box store, where a customer isn’t going to get the same specialized experience.

“A specialty store — that’s our bread and butter, that’s what we know. So, they are going to have a more tailored experience surrounding food and cooking because it is our expertise, even online.”

However, explained Church, online selling is still something that a lot of independent retailers have a hard time grasping. It takes a lot of time to get a site running or to fulfill online orders, sometimes for little return.

But, she said, things are changing rapidly right now due to the pandemic. Her business has grown exponentially during this time as more consumers are seeking housewares to support their everyday cooking and baking needs.

Additionally, the shopping small and shopping local boost sweeping the nation has also helped

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increase traffic to the store’s website.

“Our sales grew so dramatically overnight in mid-March when the pandemic really started rolling and have continued to do so,” she said.

In addition, Church said she’s seen a huge shift from third-party sales to site sales. She said Everything Kitchens has seen huge growth in both sectors, but considerably more in sales directly from our website.

“A lot of customers have started shopping online for the first time during the pandemic, and they are choosing sites like ours,” she said.

And for those retailers looking to ramp up their online presence, especially ahead of the the critical hoiday season, they need to tap into two things they already do best — provide outstanding customer service and the ability to stay nimble and adapt to consumer demand faster than big box stores and online giants.

“Things are changing quickly. Smaller companies are often nimbler — use that to your advantage,“ she said. “Play the long game.

There are lots of ways to make a quick buck in e-commerce, but if it doesn’t align with the manufacturer’s goals, it’s not worth it.”

And, going into the fourth quarter, being nimble will be necessary, she said. With supply chain backed up, especially for key products, altering inventory levels while pointing customers to alternative items that may also solve their cooking or baking problems will be important.

“Due to the pandemic, keeping good stock levels right now is a challenge, but generally try to find a happy balance between quick inventory turns, and too many out-of-stock items,” Church said.

Another thing she’s learned that has helped her to stay the course, especially when times are tough, is realizing problems are just ways to become better at business.

“Growth and profitability are much harder in the more recent e-commerce climate and includes a lot of strategy, planning, and taking advantage of every opportunity presented, often disguised as problems,” she said. “By looking at them differently, you end up finding a large amount of opportunity and a bit of extra work.”

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September - October 2020 | GOURMET INSIDER |

THE BAKING EXPERIENCE

Baking Rediscovered Retailers Respond To Rise In Homebaked Foods

By Emily Cappiello EDITOR-AT-LARGE

As home baking continues to trend, pressures on supply chain rise.

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As the independent retail channel moves into the fourth quarter of a year mired in COVID-19 shifts, pivots and changes, the biggest wish on every retailers’ holiday wish list is more supply. Products continue to be backordered, hindering the ability of storeowners to have the seasonal products customers have come to know and love, as well as creating stock issues with bakeware staples.

“A huge part of the problem is getting the items in stock,” said Ginger Cobl, owner of Decatur, AL-based The Cupboard. “I have so many things backordered, including seasonal cake pans and proofing baskets. I am hoping to get them in soon, but even with orders already delivered, I didn’t get everything.”

Laura Havlek, co-owner of Sonoma, CA-based Sign Of The Bear Kitchenware and Tableware, echoed this sentiment, noting the issues in the supply chain are tough.

“The demand caught everyone flat-footed,” she said.

“I could have never imagined a scenario in which almost the entire country would be basically stuck inside

together,” she said.

The scenario she is speaking about is the Coronavirus pandemic, which swept across the U.S. in waves, but literally stopped many states, cities and towns in their tracks. This, however, created a demand for bakeware through the second and into the third quarters — the same demand that has stifled the supply chain going into holiday time.

“Bakeware is having a resurgence because of this,” Havlek said. “It is spiking and spiking hard. It was easy to forget how simple and delightful making food for people is, both family members and as a gift. This pandemic has given people the opportunity to rediscover these domestic skills.”

Havlek said that in her area, breadmaking is still very popular, as it has been for several months now.

Proofing baskets, Dutch ovens and loaf pans have been amongst her top sellers, which she predicts will continue into the holiday season.

Cobl, too, said breadmaking continues to be strong going into the last quarter of the year and she’s been continued on page 18

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September - October 2020 | GOURMET INSIDER |

THE BAKING EXPERIENCE

Baking Rediscovered continued from page 16

selling just about everything that is needed for making homemade loaves.

“Bread is still trending here. I’ve been selling a ton of Emile Henry baking cloches, which has been very helpful,” said Cobl. “I have a dough whisk that’s popular and proofing baskets, although I haven’t been able to get my whole order because they are oversold.”

She also noted cast iron is picking up, as it is an option for baking projects, including bread, cinnamon rolls and other dough-based creations.

“People are starting to figure out that baking can be an artistic expression, and they’re also learning that it’s really not that hard to do. So many things they can make at home taste just as good, if not better, than those they may have eaten out,” said Cobl.

In addition to bread baking, Cobl said more customers are still looking for bakeware basics. Sheet pans, loaf pans and those goods that produce more savory meals seem to be selling well for her in Alabama.

“People haven’t really moved into the sweet treats yet, and I don’t know when that will shift or if it will, but they want those products that will help them bake things that are more on the savory side,” she explained.

Havlek said in Northern California, she has also seen a resurgence of basic bakeware sales for all types of projects.

“Prior to the pandemic, everything was Whole30 and healthy living. Now, we are seeing loaf pans, sheet pans, doughnut pans, mini doughnut pans, muffin pans — all of those things are continuing to sell,” she said.

However, said Havlek, she has also seen an increase in specialty bakeware coming off the shelves. She attributes this to several factors — ease of preparation; single-serve capability; and easy gifting to friends and family.

“Your half-eaten cake doesn’t look like a gift, but a single-serve cakelet decorated beautifully can make a great gift. It also allows people to make individual desserts for smaller or more frequent gatherings,” she explained.

Merchandising Moves While many retailers have had to re-configure their stories, Havlek, too, has had to make changes in her store. She lowered the shelving units and put more of the height into the wall so customers could see each other to keep socially distant. However, one thing she will continue to do is create vignettes to showcase the top-selling bakeware.

“It is so helpful to tell stories,” Havlek said. “Like in a clothing store, if a store puts an outfit together, you end up buying that outfit. It has served us well to have pie and bread baking vignettes. Cross-merchandising is still key. If people are buying a pie pan, then they should also leave with a pie weight or a crust shield.”

At top: Emile Henry bakeware at The Cupboard.

At bottom: Sign Of The Bear’s Laura Havlek shared bread recipes on social media.

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Accessories Abound While Havlek has done a healthy business with cookie cutters, Cobl said she hasn’t seen sales pick up in that category yet. She has, though, seen gains in an array of other bakeware accessories.

“French-style rolling pins have been really picking up lately,” she noted.

“I’ve also been seeing huge amounts of baking mats and pastry blenders being sold. Crank sifters, too, are coming back. It’s been a good time to own a kitchen store.”

Added Havlek, “I think this could end up being a solid year in bakeware, provided that people manage the supply chain.”

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20

September - October 2020 | GOURMET INSIDER |

THE HOLIDAY TABLE

Gather ‘Round Tabletop A Growth Spot As Holiday Entertaining Ramps Up

By Lauren DeBellis MANAGING EDITOR

As the holiday season approaches, independent gourmet retailers have reported customers are eagerly anticipating the holiday season this year, especially after sheltering at home for so many months due to the pandemic. For the home cook and entertaininer, a return to traditions will be a welcome respite from the ups and downs of 2020.

“We are in the south, and us southerners love our traditions,” said Kelly Colacioppo, owner, The Cook’s Station in Greenville, SC. “Our customers have not changed their ways of doing holidays at home that much and don’t plan to. They are so excited to come in and look for new pieces to decorate and set their tables with.”

In fact, Colacioppo said the store has already seen a surge in holiday-related tabletop, textiles and décor sales, as her Halloween and fall-themed goods are nearly sold out.

As she moves deeper into her holiday planning, Colacioppo said she is doing her best to stock up on tried and true customer favorites such as Nora Fleming’s serveware and collectables, and Vietri’s Old St. Nick holiday-themed dinnerware, which, she said customers anticipate the arrival of each year.

“My customers will wait for me to put it out and love it so much so. If I put it out too close to Christmas, they wait until after the holiday to buy it on sale,” she said.

In addition, Colacioppo noticed that even though the number of holiday guests may be smaller this year, that shift has helped boost smaller sets of tableware.

“We’ve noticed customers are more open to purchasing new dinnerware sets in four or six pieces, which is easier than buying larger sets of 12 or 20,” she said.

Meanwhile. Catherine Siebel, owner of Fearless Cooking in Chicago, IL, said her customers are also ready to dive into holiday cooking and entertaining, but she is cautious on what she has ordered as she knows her customers are not as interested in whimsical holiday-themed goods.

As for gifting and self-purchases, Siebel said she has stocked up on serving bowls from Now Designs, as she has found customers gravitate towards them. In addition, she keeps her curated selection of linens and aprons tight.

“I tend to sell the linens and aprons with snarky sayings on them, so I’ve bought several from BlueQ, as well as other vendors like DEV and D & Co,” she said. “My customers don’t gravitate towards holiday-themes as much. For some reason they don’t sell so great for me, but I’ll get a few styles in,” she said.

Knowing exactly what their customers are looking for and what will sell and what won’t has proven to be a good strategy for both Siebel and Colacioppo, as both have been put their customer’s needs and shopping habits first, especially critical at a time when the supply chain itself is questionable.

Colacioppo said the hardest thing right now has been getting supplies and implemented a back-up plan to support any missing inventory. The Cook’s Station, which recently moved into a new, larger location, now also houses a food-to-go option, run

by Spinx, a local gourmet food store. The plan is to supplement any missing hard goods with gourmet foods, especially to help fill the store’s popular holiday gifts baskets.

“We plan to include some of our gourmet food selections to help fill baskets and other types of orders,” she said. “Plus, it gives customers a taste of what more we have to offer in our new location.”

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At top: Fall-themed inventory sold out fast The Cook’s Station in Greensboro, NC: Above: Vietri’s Old St. Nick holiday collection is a perennial favorite.

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22

September - October 2020 | GOURMET INSIDER |

THE BAR CART

Happy Hour As Consumers Boost Cocktail Skills, Retailers Reap The Rewards

By Lauren DeBellis MANAGING EDITOR

With the holiday entertaining season approaching, independent kitchenware store owners predict the at-home cocktail trend will remain strong. Earlier this year, when bars and restaurants across the country were forced to close and consumers began to quarantine amid the pandemic, those craving a cocktail or two turned to their at-home bars. With more time on their hands and virtual cocktail making classes emerging, the last few months have seen a surge in imbibers elevating their skills to try and mimic the cocktails they enjoyed out at their favorite establishments.

As such, there has been an increased demand in the bar tools, wine accessories, glassware, bitters, mixers and other accessories, that go along with this trend. In fact, during the last few months retailers have reported that anything to do with cocktail making has been consistent top sellers. Now, as consumers prepare to hunker down at home more often in the cooler months, the holiday season is the perfect time to show off their new bartending skills.

“I see the bar trend as a combination of people wanting to elevate their skills and their home life by delving into a creative space and creating ritual,” said Samantha Eibling, co-owner of Goods For Cooks in Bloomington, IN. “There is so much to explore within the realm of cocktails including what we see as a quickly expanding market of elevated zero-proof cocktails, or mocktails, a term seen as slightly oldfashioned, if not insulting to the recent elevation of these concoctions among those wanting to live more healthfully or without alcohol.”

As such, Eibling reported that the store has been selling what she said is an “insane amount” of stainless steel cocktail shakers, jiggers, continued on page 24

At top: A styled presentation at Goods For Cooks.

At right: Kitchen Kapers stocks up ahead of Q4.

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9/22/20 3:33 PM

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24

September - October 2020 | GOURMET INSIDER |

THE BAR CART

Happy Hour continued from page 22

bitters, syrups, and shrubs. Glassware, too, has been a popular sell, as the category become more specialized with customers buying specific glasses to match their current cocktail obsessions.

“While we continue to sell wine tools, we are selling less stem glassware.

Coupe style glasses have made a comeback and brandy glasses are slowly gaining popularity as well,” she said.

Kelly Gilmore, buyer, Kitchen Kapers, with locations across Delaware, New Jersey, and Philadelphia, echoed this sentiment and said cocktail shakers and glassware have also been top sellers for months and the retailer is eagerly stocking up on inventory so all of its locations are ready for what it hopes to be a busy holiday shopping season.

“We are starting to place our Q4 orders and barware is definitely a trend we want to make sure we are on top of and have enough inventory of,” she said. “We’ve been ordering cocktail shakers, glassware, as well as accessories like the silicone king ice cube trays from Tovolo.”

In addition, Gilmore said the retailer is making sure to cross-merchandise bar tools with glassware, as well as complementary goods such as bitters and garnishments, all necessary must-haves for the home bartender.

“Our customers are buying up bitters from Fee Brothers, Woodford Reserve Cherries from Bourbon Barrel, as well as cocktail mixers, cherries, and blue cheese olives from Tillen Farms,” said Gilmore. “Cross-merchandising such items helps to give the customer so many more options for themselves as well as when they are looking for gift options. It helps to display items customers may not have thought they needed and or even existed.”

Eibling said Goods For Cooks also stocks a healthy amount of mixers and bitters and is sure to educate customers on their wide variety of uses.

“We regularly promote them and their uses on Instagram and in our newsletter, as useful ingredients for all sorts of drinks, as well as in cooking, baking, marinades, and dressings,” she explained.

In addition, during the pandemic, Eibling also began to feature bitters, mixers and other elixirs in curated cocktail boxes that can be ordered based on prince, via the retailer’s website.

“For the boxes, we choose mixers/bitters and tools based upon the pricepoint the customer chooses. They have been popular these past months, as have our charcuterie boxes, especialy for gifting,” she said.

At top: Goods For Cooks started featuring curated cocktail boxes; Middle: Crossmerchandising is a best practice retailers are following; At right: Sharing recipes via social media has been a hit for retailers.

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9/22/20 3:34 PM

MONEY MAKERS

| GOURMET INSIDER | September - October 2020

25

Perfect Presents Retailers Predict This Year’s Hot Holiday Sellers

By Lauren DeBellis MANAGING EDITOR

While this year’s holiday shopping season will no doubt look (and feel) quite different as the pandemic continues, independent gourmet kitchenware retailers across the country are busy prepping for what they hope will be a healthy Q4.

Whether they have their physical doors open, selling strictly online, or a bit of both, retailers are stocking up on the goods that are consistent best sellers as well as newer items that seem to appeal to customers. Not only are the last few months of the year primetime for gift giving, but it’s also a busy time for customers to stock up on their own kitchen needs. The majority of customers may be having home for the holidays this year and with a smaller guest list, but will no doubt still be enjoying their holiday cooking, baking and entertaining traditions.

Here, store owners across the country share what they predict will be the hot ticket items customers will be clamoring for.

“For us, all things cookie decorating start taking off!

We will sell baskets full of Ann Clark cookie cutters, TMP piping bags and Joseph Joseph adjustable rolling pins. We offer a slew of holiday themed cookie decorating classes (modified and protocols in place).”

— Alicia Cahill, owner, The Kitchen Chick, Galveston, TX

“Knives, cookware, and bakeware Non-stick skillets by far will be popular.

Makes sense with so many folks in the kitchen more these days. I am also stocking up on loaf pans for baking, as well as allpurpose knives like Chef, Santoku, Nakiri, and paring styles.”

— Chris Wiedemer, owner, Cooks’ World, Rochester, NY

continued on page 26

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September - October 2020 | GOURMET INSIDER |

continued from page 25

“French butter pots from RSVP International are always a huge hit and this year they are selling especially well. Second on the list would be Smithey cast iron pans — they are a Christmas treasure if there ever was one.”

MONEY MAKERS “Well, of course we are selling our Lambs & Thyme brand of dips and popcorn like crazy We’ve also been selling lots of Food Huggers, Ariston olive oil and Marich chocolates.” ­— Bekah Stelling, owner, Bekah Kate’s (Kitchen, Kids & Home) / Lambs & Thyme, Baraboo, WI

— Coryanne Ettiene, owner, Ettiene Market, McKinney and Dallas, TX

“Anything to do with bread baking is selling like crazy, especially bench scrapers, Le Creuset cast iron dutch ovens and Eddingtons Banneton proofing baskets.”

— Waltraud Neufeld, owner Yes Chef, Abbotsford, B.C., Canada

“Our hottest sellers continue to be in the cocktail, so, shakers, tools and mixers, as well as in the bread categories: proofing baskets and pans. We expect Staub cocottes and kitchen knives to do well, and we are seeing a lot of movement in the pizza categories. We sold three pizza steel pans in a week.”

— Samantha Eibling, co-owner, Goods For Cooks, Bloomington, IN

Utilizing Gourmet Insider Vendor Direct

Ad Index

Gourmet Insider accepts e-mail submissions of new products for Shelf Talk, a showcase of products for the gourmet housewares channel. Please include a product description, a high-resolution digital image (300dpi/4-inch-by-5-inch minimum) and company contact name, phone and e-mail. Please send Shelf Talk submissions to laurend@gourmetinsider.com.

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Parrish’s Cake Decorating Supply, Inc............................................19 Progressive International......................13 R & M International................................17 Stoelzle-Lausitz Glassware....................23 Wellness Mats.........................................15 Wilshire Industries..................................10

Gourmet Insider® provides this advertising index as an additional service to its readers.

The publisher does not assume any liability for omissions or errors.

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