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M u se u m S to re articles now online!
HOME AND GARDEN
P RO D U C TS TO F R E S H E N U P TH E H OM E — I N S I D E A N D O UT
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choosing a consultant
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outsourcing
| 24
join us in rosemont
Museum Store Association
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MSA Expo Booth #431
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Bo!fttfoujbm!johsfejfou!up!fwfsz!upzcpy-! fwfsz!dijmeippe-!fwfsz!hfofsbujpo/! Tff!npsf!qvqqfut!bu!xxx/gpmlnbojt/dpn!1s!dbmm! 2.911.765.9:33!gps!b!gsff!dpmps!dbubmph/ MSA Expo Booth #301
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Spring 2011
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Volume 39
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Issue 1
Museum Store helps cultural commerce professionals operate more effectively, find sources of museum-quality products and contribute to the missions of their institutions.
MSA STAFF
Features
EXECUTIVE DIRECTOR
24 28
MSA Prepares to Gather in Rosemont The 2011 MSA Conference program will feature a new partnership, exciting events and money-saving opportunities. BY MSA STAFF
BEVERLY J. BARSOOK
COMMUNICATIONS STAFF SENIOR MANAGER FOR COMMUNICATIONS
STEPHANIE PETERS COMMUNICATIONS EDITOR
Home & Garden Retail Buyer’s Guide Capture your share of sales from consumers investing money in personalizing their interior and exterior spaces.
KATHY CISAR COMMUNICATIONS ASSISTANT
SYBIL FAURER
ADMINISTRATIVE STAFF
BY APRIL MILLER
DATABASE ADMINISTRATOR
36
ADRIANA HERALD
North, South, East, West Does anyone believe outsourcing is best?
SENIOR MANAGER FOR MEMBERSHIP AND PROGRAMS
BRIDGET DUMMETT
BY MARGE D. HANSEN
MEMBER & EDUCATION SERVICES COORDINATOR
42
CLAIRE LEMASTER
Take Our Advice Find out how (and if) to hire a museum store consultant. BY STEVE BERGER
28
CONFERENCE & EXPO SERVICES COORDINATOR
JENNIFER ANDERSON OFFICE ADMINISTRATOR
TERRI PONDER
Departments 6
SKIES AMERICA PUBLISHING COMPANY ART DIRECTOR
President’s Message Working together: the value of collaboration.
JACQUELYN MERRILL EDITOR
MATT WILLIAMS ADVERTISING
8 10
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Executive Director’s Message Demystifying seven myths about MSA. Financial Management Dispelling UBIT myths and reducing the fear factor. BY MARGE D. HANSEN Strategic Management How to cope with added responsibilities. BY ANDREW ANDONIADIS
16
LISA HOUSE PRODUCTION MANAGER
CI NDY PIKE CIRCULATION
ALLEN NELSON
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HOW TO CONTACT US E-MAIL: speters@museumstoreassociation.org Please provide your full name, location and institution or company name.
42
Human Resources How to train you staff on new exhibits.
ADVERTISING: Phone: (503) 726-4984 Museum Store magazine (ISSN 1040-6999) is published quarterly by the Museum Store Association.
BY MIRIAM WORKS
20
4
Postmaster: Send address changes to Museum Store Association 4100 E Mississippi Ave, Ste 800 Denver, CO 80246-3055
Strategic Management Managers share memorable errors and lessons learned. BY JANET SINGLETON
48
New Vendor Showcase
50
New Releases
50
Advertiser Index
51
Product News
MUSEUM STORE | SPRING 2011
MAIL: Museum Store Association 4100 E Mississippi Ave, Ste 800 Denver, CO 80246-3055 www.MuseumStoreAssociation.org Phone: (303) 504-9223 Fax: (303) 504-9585
© 2011 Museum Store Association Inc. All rights reserved. Except for the inclusion of brief quotations in a review, no part of this magazine may be reproduced or used in any form or by any means, electronic or mechanical, including photocopying, recording or by any information storage and retrieval system, without permission in writing from MSA. Opinions expressed by contributors are not necessarily those of the Museum Store Association. Printed in the USA.
Cover Image: istockphoto.com/© Eric Hood
MSA and Museum Store Association are registered in the U.S. Patent and Trademark Office.
NEW from THAMES & HUDSON
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THE ART OF NOT MAKING Michael Petry The first book to highlight the growing number of artists who collaborate with artisans and craftspeople to realize their work
PORTRAIT JEWELS Diana Scarisbrick From the Medici to the Romanovs: a richly illustrated collection of portraits in gems and jewels 319 illus. / $45.00
324 illus. / $50.00
THE COMPLETE WORLD OF THE DEAD SEA SCROLLS Philip R. Davies et al Now in paperback: the most comprehensive and accessible book available on the Scrolls 216 illus. / $26.95 paper
GRAFFITI ALPHABETS Claudia Walde Street fonts from around the world: a unique survey of graffiti and street art through specially created alphabets 400+ illus. / $40.00
Distributed by Norton
PRE-RAPHAELITE DRAWING Colin Cruise Reveals for the first time how drawing was central to the activity of making art for the Pre-Raphaelites 313 illus. / $50.00
READING MAYA ART Andrea Stone & Marc Zender Fully illustrated and cross-referenced: an invaluable guide to seeing and understanding Maya painting and sculpture 535 illus. / $34.95
SCARVES Nicky Albrechtsen & Fola Solanke A definitive look at this fashion accessory in the 20th century, featuring work by artists and major textile designers and brands 275 illus. / $65.00
VAN EYCK TO DURER Edited by Till-Holger Borchert Illustrates the interaction between Flemish and Central European artists in the 15th and 16th centuries 653 illus. / $75.00
VINCENT’S GARDENS Ralph Skea A selecton of Van Gogh’s flower and garden paintings and drawings for art lovers and gardeners everywhere 75 illus. / $19.95
• For more information, visit thamesandhudsonusa.com
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| president’s message |
Working Together THE VALUE OF COLLABORATION.
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| BY LESLIE A. HARTMAN
aving just returned from the winter gift shows, I must admit that I’ve noted a sense of optimism in the air; a sense that we may be turning the corner. I hope that is the case for us all. As members of MSA, we have a unique opportunity to work together to make 2011 a year filled with success. The value of collaboration and sharing through networking, relationships and partnerships among organizations, members and associations remains a primary focus for our future. Recently, MSA Executive Director Beverly Barsook facilitated, and Susan Deland of The J. Paul Getty Museum participated on, a panel discussion on “Buy Authentic America” at the ONE Travel Conference in Pasadena, CA. We also are talking with the American Booksellers Association (ABA) to create a mutually beneficial partnership. Independent bookstores and MSA members are both invaluable assets to their communities and are a draw for local, regional and international visitors. We are pleased that the ABA will be sending some of their board members to our Conference and will present a special session. This is just the start, as ABA and MSA consider future initiatives aimed at raising awareness of unique cultural sites in the United States. What’s in it for you: • Promoting cultural tourism and buying authentically American-made products draws visitors to your store that might not otherwise be there. • A partnership with ABA opens the door to cross-promotion of similar businesses and provides additional opportunities for education and networking. As one of the 2010 board initiatives, the Idea Action Teams have submitted their recommendations on identifying ways to improve value for our membership in the areas of communication, member resources and leadership and volunteerism. We will be reviewing those recommendations, identifying action items and evaluating implementation strategies within the context of our annual budget.
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MUSEUM STORE | SPRING 2011
What’s in it for you: • Feedback from these teams that include members, vendors and staff will help MSA identify areas of improvement and growth. We also are excited about to the rollout of our new website and “MyMSA,” our new online member community. We are confident these tools will provide improved communication and educational opportunities within our community. What’s in it for you: • Look for an improved design, easier search capabilities, online Museum Store issues, member spotlights, opportunities to provide feedback, ideas and suggestions, the ability to collaborate within specific groups and topics, and an expanded knowledge center. I hope you will join me at this year’s Conference & Expo to learn more about what MSA has to offer in 2011. In Rosemont, you can look forward to 12 educational sessions offered by your industry peers, two days of shopping for unique products to fill your stores, a pre-Conference excursion to explore downtown Chicago, a networking reception in the Expo hall, a fundraising breakfast, plus…the lowest hotel rates in 10 years, easy airport access and lots of time to catch up with old friends and make some new ones! I also want to recognize our partners in the overall retail experience. Each time I attend a gift show other than the MSA Expo I realize just how important our vendors are to the success of our members. Because of this, I want to acknowledge how grateful we are to our Exhibitor Affiliates. They truly understand what cultural commerce means to MSA members in extending and enhancing our visitors’ experiences. I’m sure you join me in looking forward to all they have to offer at the 2011 MSA Conference & Expo this May. See you in Rosemont! Leslie A. Hartman lhartman@saudervillage.org
The core purpose of MSA is to advance the success of cultural commerce and of the professionals engaged in it. An international association, MSA is governed by a seven-member board of directors.
BOARD OF DIRECTORS PRESIDENT
LESLIE A. HARTMAN SAUDER VILLAGE ARCHBOLD, OH
FIRST VICE PRESIDENT
VALERIE TROYANSKY THE METROPOLITAN MUSEUM OF ART NEW YORK, NY
SECOND VICE PRESIDENT
SALLIE STUTZ BROOKLYN MUSEUM BROOKLYN, NY
SECRETARY
CHACHO HERMAN SAN DIEGO MUSEUM OF ART SAN DIEGO, CA
TREASURER
TERRY TARNOW DENNOS MUSEUM CENTER — NORTHWESTERN MICHIGAN COLLEGE TRAVERSE CITY, MI
DIRECTORS AT LARGE
JOE SPORCIC THE PRESERVATION SOCIETY OF NEWPORT COUNTY NEWPORT, RI -A ND-
STACEY STACHOW WADSWORTH ATHENEUM MUSEUM OF ART HARTFORD, CT
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| executive director’s message |
7 Myths About MSA MSA is pleased to introduce a new, regular column from MSA’s Executive Director Beverly J. Barsook. Future columns will cover a variety of topics including news from the MSA office, highlights from the Association and reports of the executive director’s accomplishments. In preparing this first column, the MSA board asked Beverly to respond to some common myths heard from members about the day-to-day responsibilities of the MSA office and her role as executive director. MYTH #1: The executive director runs MSA and makes all policy decisions. In Fact: The role of the executive director is to manage the overall activities and implement strategic priorities of MSA, as directed by the board of directors. The executive director provides recommendations and keeps the board up-to-date on progress, with input from the office staff, through quarterly meetings, regular phone calls, e-mails and other forms of communication. The board is ultimately responsible for making final decisions that determine the strategic direction of the Association. MYTH #2: There is no oversight of the MSA office. In Fact: The MSA board has delegated to the executive director the responsibility of daily management of the Association. The office staff reports to the executive director and is delegated responsibility for such areas as communications, membership, vendor relations and the annual meeting. The MSA board is kept advised of the operational activities of the Association through quarterly reports from the director, an annual financial review conducted by an accounting firm hired by the board of directors, and an annual review by an investment advisor. The executive director is in constant communication with the board president and schedules regular telephone or e-mail meetings in order to keep the board informed of issues affecting the Association. The executive director must follow board-approved financial and operational policies. 8
MUSEUM STORE | SPRING 2011
BY BEVERLY J. BARSOOK
MYTH #3: MSA programs are strictly determined by the executive director and office staff in Denver. In Fact: MSA relies on a number of channels to determine programs within the Association. For instance, the seminars and themes of each annual Conference are member-driven. Post-Conference survey results are reviewed with the volunteer Program Resource Group (PRG) during the planning stages for the next Conference and are an integral part of the programming process. In addition, volunteer groups such as the Knowledge Standards Task Force and Sam Greenberg Committee help to determine program focus and implementation, provide ideas for educational offerings throughout the year and guide publication content. MYTH #4: Exhibitor Affiliates cannot attend the annual Member Forum or chapter meetings. In Fact: Exhibitor Affiliates are an integral part of our Association and are welcome, and encouraged, to attend any events at the annual Conference, including sessions, tours, consultations, networking events, business meetings and chapter meetings. This has been the policy for many years and we welcome their continuing participation. MYTH #5: MSA doesn’t listen to member ideas. In Fact: We strive to encourage feedback through a number of channels. Conference surveys, social media, ShopTalk, action teams and website feedback forms are just some of the ways we collect that information. Office staff members often contact MSA members to ask, “What do you think?” of an idea they have. The Conference is also shaped by member input. For instance, the 2011 Conference includes updates to registration details, a networking event, tours to downtown Chicago, volunteers to assist with Members Market and a Conference Advisor Program…all great ideas from our members. In 2010 there were
a total of eight surveys and several focus groups conducted to obtain member input. MYTH #6: The Museum Store Association is comprised of only art museums. In Fact: MSA members come from a variety of cultural institutions. Out of all museum-type members, art museums comprise 26% of MSA’s membership. Another 25% are history museums, 14% are historic houses/ sites, 7% are natural history museums, 5% are science museums, 5% are botanic gardens, 4% are general purpose museums, 2% are zoos and aquariums, 2% are children’s museums and 10% include other types of cultural institutions. In addition, 30% of the total members are vendor companies. We welcome the geographic and cultural diversity of our membership organizations and vendors. MYTH #7: Implementing change in the organization is impossible. In Fact: The board of directors is responsible for the strategic direction of MSA. They are also responsible for assessing the financial resources needed to implement these priorities. The last several years have been challenging due to the nationwide financial crisis and the stress placed on our public cultural institutions. This situation has had a significant impact on MSA. Last year the board gave priority to much needed technological infrastructure updates. Many of these changes are now visible through the new MSA website. The board also has spent time revising its strategic priorities to meet the changing needs of its membership and the Association. It is a work in progress with vital feedback coming from teams focused on improving communications, financial stability, mentoring and membership growth. As always, we welcome your comments or questions. Thanks for supporting MSA!
Beverly J. Barsook bbarsook@museumstoreassociation.org
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C H I H U LY PORTLAND PRESS STUDIO EDITION GLASS
Pictured is Wild Poppy Persian Pair by Dale Chihuly. Please join us in offering your patrons a unique opportunity to collect Chihuly glass. Contact us to find out how this program can benefit your organization or visit us at the MSA Expo, Booth # 829. 800.574.7272 paulaj@portlandpress.net P.O. Box 70856, Seattle, Washington 98127 www.portlandpress.net Photo by David Emery
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FINANCIAL MANAGEMENT
Selling Unrelated Products DISPELLING UBIT MYTHS AND REDUCING THE FEAR FACTOR.
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unrelated merchandise. You need to be aware of rulings that apply to your type of institution, which are not always black and white. This just isn’t something you can go through once and understand. I’ve been in merchandising for more than 30 years at the Met. For the past 20 years I’ve been involved in UBIT discussions. I still need to consult our in-house counsel with questions about a new product with a new twist that we want to try. I think ‘how am I going to explain this to my supervisors? Am I prepared to defend this to the IRS?’” There is also what Susan DeLand, head of retail and merchandise development for The J. Paul Getty Museum in Los Angeles,
ISTOCKPHOTO.COM / © GEOPAUL
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iscussions involving the Internal Revenue Service (IRS) have been known to make people go weak in the knees, but then so have terrific pieces of merchandise that are just what customers look for in a cultural institution’s store. Understanding when selling unrelated products and paying the tax can be a good thing and how to negotiate the ambiguous and confusing territory of unrelated business income tax (UBIT) draws a great deal of interest from MSA members. “We have the obligation to reduce the number of unrelated items in our stores as much as possible,” emphasizes Valerie Troyansky, general manager of merchandising administration at The Metropolitan Museum of Art in New York, NY. “But, asking why you might make an exception is an important question. Is it a really strong income opportunity? Does a product provide an excellent return on investment? Does it brand your museum and reinforce your identity, especially if you are in a high tourist area?” Troyansky points out that there are times when an institution might want to merchandise in a more expansive way or “tell a broader story.” She references “Guitar Heroes: Legendary Craftsmen from Italy to New York,” a recently opened special exhibition at the Met. The Guitar Heroes exhibit-specific merchandise has a definite cachet, but the products aren’t all, in UBIT terms, strictly related to the museum’s collection. They do, however, enrich the story. “You should consult with your finance people or legal counsel as to the comfort level of your organization with handling
| BY MARGE D. HANSEN
“Nothing we have declared to be unrelated has ever remotely affected our status. People are just far too afraid. If they believe they can defend it, they should always err on the side of caution and then do it.” —Judy Powell, Tennesse Aquarium CA, calls UBIT myths—misinformation that borders on urban legend and adds to the dread of coming down on the wrong side of the IRS. DeLand describes a few of these false impressions.
Myth: An absolute percentage of sales must be related. An erroneous statement that if sales of unrelated items exceed a certain percentage you could lose nonprofit status is regularly referred to in the museum community. “Because it is not only the store that is involved with UBIT,” says DeLand, “an absolute percentage cannot be quoted, nor has the IRS ever said that.”
Myth: Category or size of product matters. “It is not by category, and the size of the item does not determine relatedness,” she explains. The most frequent question DeLand receives from colleagues is if all t-shirts are unrelated, to which she replies: “Some are, some are not. It depends on what type of institution you are.”
Myth: If a product is proprietary it is related. “Not necessarily. The IRS defines relatedness/unrelatedness according to their rulings,” DeLand specifies. “And things
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change over time. For instance, the walking advertisement theory—your name on a ball cap or bag—is an example. It used to be your logo or name did not qualify as a related item. That’s changed. We believe in the walking advertisement, but many institutions still don’t.” DeLand agrees that it’s okay to sell unrelated merchandise—it’s better than no sales—but it is not okay not to report it. “It all boils down to the institution internally making a judgment of how much they are at risk.” At the Tennessee Aquarium in Chattanooga, TN, Retail Sales Director Judy Powell relates that “nothing we have declared to be unrelated has ever remotely affected our status. People are just far too afraid. If they believe they can defend it, they should always err on the side of caution and then do it. Our position is to remain consistent from one year to the next. Our computer tracking system helps support that. The amount of angst over this issue is really something. It can affect your ability to run your business.” To summarize, Troyansky says, “For someone with for-profit retailing experience coming into the nonprofit world, this is a new concept. Even those who have been with cultural institutions for quite some time get nervous about the financial ramifications of anything that has to do with an official government body like the IRS. It’s helpful to know what products other museums like yours offer. As you evaluate your collection in light of UBIT, talk to your colleagues. Network on this topic, share the knowledge and keep asking questions. The most important thing is to do the honest, good thing,” she counsels. “If you decide to sell unrelated merchandise, be informed, account for it and declare it.” Marge D. Hansen is a freelance writer based in Lafayette, CO, who regularly contributes to Museum Store. She recently wrote the “Partnering for a Cause” article in the winter 2010 issue.
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STRATEGIC MANAGEMENT
Too Many Hats
I
t may be somewhat comforting for me to start by acknowledging that increasing individual responsibilities is happening in most museums and across all industries. For example, I fly a lot and the decreased number of gate personnel handling the same or additional boarding responsibilities is obvious. I don’t know of many museum store managers who haven’t been assigned or haven’t volunteered to take on additional responsibilities over the last two to three years. But, there are advantages to this trend. Where there is synergy among the core and additional responsibilities—for example if retail, admissions, management of nondocent frontline volunteers and maybe a coffee bar are managed by one person— there is a better chance for the delivery of a
| BY ANDREW ANDONIADIS
unusual in the museum world of limited staffing for someone to be both responsible and accountable for a task. 3. Resource. You may or may not be directly involved in an activity, but because of your knowledge or experience you are consulted. For example, because of your retail background it would be advantageous to the museum if you were a resource for the publication department as they determined the print run and retail price for an internally produced book. 4. Apprised. In this role you are kept informed about what’s going on but you typically don’t have an active role in the activity. When faced with additional responsibilities the following checklist is helpful:
I don’t know of many museum store managers who haven’t been assigned or haven’t volunteered to take on additional responsibilities. seamless visitor experience. On the other hand, if there isn’t a thread of commonality to the responsibilities, there can be incremental stress and the results may not be positive. There are four levels of responsibility and it is important to understand where your job assignment falls within this range in order to assess how best to move forward. 1. Responsible. This typically applies to those who actually do the work. 2. Accountable. This is a direct supervisory role. You may be accountable for, but not directly involved in the execution of, a responsibility. It is not 12
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• If there is a pool of people among whom additional responsibilities are going to be assigned, each person should go through the process of listing those related things they do well, like to do, don’t do well, don’t like to do and responsibilities about which they are neutral. Under the assumption museum management wants the best possible job done and a staff that is relatively happy, allowing these preferences and perhaps a little horse-trading to enter into the assignment process can result in a more effective, efficient and successful execution of a plan.
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HOW TO COPE WITH ADDED RESPONSIBILITES.
• Regardless of final assignments, a list of responsibilities for each staff person and written job descriptions will help to ensure clear understandings, codify expectations, and limit responsibility creep. This is especially helpful if the assignments are new or unfamiliar. Although it may seem trivial, and execution in educational and government settings is particularly difficult, try to make sure your title reflects your job description. Even small changes from Store Manager to Retail Manager to Guest Experience Coordinator (or whatever) can add prestige and clout to your position and lay the groundwork for increased compensation in the future. • “Necessity is the mother of invention.” Be creative. When you have a lot to do and your current routines and time management don’t result in everything getting done, become an innovator. You probably know more about how to execute the new responsibilities than museum management. By creatively approaching the responsibilities and staying positive you will be perceived as being more valuable to the museum. Asking for suggestions from and involving your staff in solutions often results in surprisingly effective and simple ideas for handling new responsibilities. • Remain upbeat and positive, especially when interacting with the visitor and
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SURFACE + SOUL
BODY PAPER FUN VISIT US AT MSA MSI BOOTH 437
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STRATEGIC MANAGEMENT
the staff for whom you are accountable. Look at all sides of the changes, including the positives and the negatives. In most cases, if you systematically look at all facets of the change you’ll see some positives that will help to counterbalance the negatives. Focusing on the positives and being an optimistic leader will go a long way towards making the new arrangement work and give you leverage to make changes. • Delegate some responsibilities and train your staff. It is my experience that too many store managers believe only they can do a task or they think someone else could take on additional responsibilities, but they don’t want or can’t take the time to train someone else. At the same time, boredom and not
enough to do are frequent reasons for losing paid, and especially volunteer, staff. Considering how difficult it is to get and retain qualified paid and volunteer staff, and the many advantages of delegation, it can be to your great benefit to train staff to take on additional responsibilities. • Improve lines of communication so all participants know what’s going on. Even though everyone is already busy, this may result in more, not fewer, meetings to make sure coordination stays intact. However, it takes much more time to backtrack and correct problems than it does to proactively
address coordination in advance. • As best you can, protect your leisure time. It’s during times of change and stress that doing what you like to do, which may include doing nothing at all, becomes more important. Andrew Andoniadis is the principal in Andoniadis Retail Services, a consulting firm that has specialized in revenue-generating strategies for museum stores for 19 years. He can be reached at (503) 629-9279, Andrew@MuseumStoreConsult.com or w w w. Mu s e u m St o re C o n s u l t . c o m . Andoniadis Retail Services is a Champion Level Sponsor of the 2009 MSA Retail Industry Report.
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HUMAN RESOURCES
Make the Connection HOW TO TRAIN YOUR STAFF ON NEW EXHIBITS.
I
Sixty-Something Volunteer: “Yes, it is a spectacular show, isn’t it? Let me show you our wonderful selection of giant triceratops pantaloon postcards. How many would you like to purchase today? All proceeds support the museum, you know.” Wait for it…wait for it…and that’s it…your heart begins to drop. Your mind is racing: “Show them the book! Hand the toy
ISTOCKPHOTO.COM / © IMAGEEGAMI
t’s an exciting day. Your new exhibit is finally opening. After months of coordinating with the curator and education staff, you’re feeling good about your new products. Miraculously, you placed your orders in time, products arrived in good condition and are now displayed beautifully. You’re proud of your store. The exhibit promises to draw locals and travelers alike.
| BY MIRIAM WORKS
Keep in mind that staff and customers of different generations experience the world in different ways. Your goal is to boost lackluster sales. After viewing the show, visitors trickle into the shop. Visitor: “That was cool. I loved the new exhibit—the museum did a great job this time! I wonder if they have the giant triceratops pantaloons on a postcard?” Twenty-Something Sales Staff: “I know— right? I loved it too! Here, I’ll show you the giant triceratops pantaloon postcard.” Or… 16
MUSEUM STORE | SPRING 2011
to their kid! Point out the reproduction! Explain that the magnet/scarf/totebag/ pen/bookmark/sweatshirt/mug is inspired by the exhibit!” Once more, you jump in. You engage the customer, show them around the store, pointing out relevant merchandise, explaining how it connects to the exhibit and mentioning that a museum membership includes a discount in the store. The visitor, after making several additional
purchases, exits. Your staff is feeling pretty good about things…and you are completely exhausted. Has this happened to you? Regardless of their institution’s size or mission, many museum store managers face this challenge: how to engage their staff with exhibits in a manner that serves the museum and grows sales. This challenge is often more critical with part-time staff or volunteers. Time commitments, education, interests, and ages of staff and volunteers vary widely, making this challenge more difficult to solve. (For the purposes of this article the word “staff” refers to both paid staff and volunteers.) Like many managerial responsibilities, this task is less daunting when approached in a holistic way. Utilize the tips below to ensure your staff understands and communicates the connection between museum exhibits and store merchandise.
Planning • Get connected ahead of exhibitions. Make a positive case for your involvement, expressing thanks when you are brought into the loop. Reinforce behavior you want. Don’t focus on what you don’t want. • Instill in colleagues the connection between your job and theirs: “You educate and inspire visitors about our mission—we raise money for the museum by giving visitors a tangible take-home memory.” • Convey results, using positive, specific examples. Send a brief e-mail to all staff: “Great news! A dozen books on the history of zeppelins in agriculture sold in three days. That’s $480 for the
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museum! Thanks for involving me in planning the show!”
interest. ShopTalk and the MSA Expo, as well as other gift shows, are also important resources.
Foster visual and verbal dialog
Research and buying • Create a calendar for upcoming exhibits that allows time to research, order, receive, unpack, tag and display new products. • When you hear of a new exhibition coming your way, reach out to colleagues that have hosted the collection in the past. Use MSA’s Shoptalk e-mail discussion forum and networking at the MSA Conference and chapter meetings for researching exhibit-related or everyday products. • Put trusted vendors and sales reps to work! Let them know of coming exhibits so they can watch for products that work for you. A good sales rep will “mine” their line for items of
Schiffer Publishing
Arrange a walk-through • A guided walk-through is by far the most important tool in your managerial toolbox in forging a strong connection to exhibits. • Ideally, a walk-through is conducted by the curator, education or exhibits director. This helps front line staff understand how the curator wants the exhibit described. • Different learning styles are addressed when staff receives information visually by viewing artwork/artifacts, and verbally, by listening to explanations. • Walk-throughs may be videotaped for those unable to attend.
• What informs and engages your customers also engages your staff. • Develop signage related to exhibits, highlighting products that enhance a deeper understanding of the show. • When it’s appropriate and not distracting, don’t be afraid to have a little fun, pointing out whimsical connections. “Have you seen the art of Audubon? Check out our fashionable bird scarf!” Studies show that a lighthearted touch makes information memorable. • Develop pre-printed signs, such as “Featured in our Current Exhibition.” Ask staff to place signs just after their walk-through. • Display exhibit-related merchandise prominently, including display windows
Producing quality books on a wide range of subjects
A Architecture
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& many more 4880 Lower Valley Road Atglen, PA 19310 610.593.1777 info@schifferbooks.com
Regional Books
History History & Artifacts
Please visit us at Booth 830 during the 2011 MSA Retail Conference and Expo, where you may see and purchase our books. Senior editor Douglas CongdonMartin will be on hand to answer questions and discuss how Schiffer Publishing can help your museum realize its publication goals. If you wish to make an appointment, please email him at dougc@schifferbooks.com, including ´ MSA 2011µ in the subject line.
Visit us on the Web at www.schifferbooks.com SPRING 2011 | MUSEUM STORE
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HUMAN RESOURCES
or the store entryway. Incorporate a feature table of merchandise and signage as space allows. • Keep in mind that staff and customers of different generations experience the world in different ways. In broad generalizations, people over 40 learn well from signs, written support material, displays and other forms of visual engagement. Those under 40 enjoy discussion, collaboration, online support material and checking in with peers. Ask visitors—do you see a connection? Encourage staff to engage customers in inquiry. Younger customers especially want to voice their opinion.
Ask for help and make it fun • Create a binder or a wiki for internal use that features images of the exhibit and related merchandise side by side—a good task to delegate whenever possible. • Rotate responsibility for being “exhibition reporter,” presenting a fiveminute overview of the exhibit. • Create a contest: Identify the most products with a connection and convincingly explain that connection. • Reward the behavior you want. “Reviewers” or contest winners receive a percentage off a purchase or a free beverage. The amount and type of reward isn’t as important as demonstrating that making the connection matters. When staff makes the connection between the store and the exhibit, visitors’ awareness of the museum expands. This in turn increases sales, memberships and donations, inspiring you and your staff to deepen their engagement, creating a positive upward cycle in your store. Miriam Works is principal of Works Consulting which provides full service museum retail consulting, including design, merchandising, management, buying, staffing and operations. Visit the Works Consulting website at www.works-consulting.com. 18
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STRATEGIC MANAGEMENT
“The Biggest Mistake I’ve Ever Made.” MANAGERS SHARE MEMORABLE ERRORS AND LESSONS LEARNED.
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| BY JANET SINGLETON
ISTOCKPHOTO.COM / © MARTIN MCCARTHY
its rookie shop manager. “I was talked into hey sank the Titanic. They are the books and DVDs produced by the guest printing 10,000 museum postcards. I was reason pencils come with erasers, curator’s daughter. I knew that they would told they would just fly out the door.” cars have air bags and divorce not fit within our store’s mission, but our Fly, they didn’t. Nest, they did. Most lawyers stay in business—mismuseum’s curatorial staff felt it was easier grew aged as the ZIP code and area code takes. Since humans are not precision to just buy the dang stuff than to offend changed. Two decades later she still has instruments, likely we will keep making the guest curator. I am not able to return 3,000 left. “Now I give them away,” she says. them on land, at sea and in our shops. But, them, so I am stuck with them.” “I hope they’ll be gone by the time I retire. there are some important lessons to be But hold on, says Deborah A. Boehm“It was day one; there was no way of learned. So Museum Store has spoken with Davis, George Mason University professor a few brave managers who agreed to talk and chair of the department of psycholabout their least favorite errors. And we ogy. A situation like the one described is have asked an expert for pointers about complicated and has lots of pressures how you can avoid your own blunders. and environmental cues to navigate. “The worst mistake I ever made was Boehm-Davis specializes in human error having 1,000 posters printed because I in the workplace. assumed our parent company would back Buying the merchandise pushed by the a fundraiser,” says Gloria Rosenau-Stern, curator may not have been an actual misstore manager at the Minnesota Historical take, which Boehm-Davis describes as an Society, Two Harbors, MN. In 2004 she error you should have known better than planned to use an image of a local lightto make, but made anyway. The manager house to help raise was compelled to money for repairs of weigh the diplomatic “I was talked into printing 10,000 museum postcards. Now I give them the historic icon. cost of rejecting the away. I hope they’ll be gone by the time I retire.” “We wanted to have bad purchase against —Terry Tarnow, Dennos Museum Store a portion of every sale the monetary cost of knowing,” Tarnow says, looking back. “That go to the lens restoration fund. I researched saying yes, she says. was the biggest mistake I’ve made.” But she the cost of the poster and phoned other busi“Purchasing decisions may need to take learned from it. “Now I always order lower nesses throughout the nation. I hadn’t gotten into account maintaining good relations with quantities initially and reorder if I need more. approval but wanted to get the project off clients and business associates,” she says. For We’re a small shop and I buy conservatively.” the ground, so I went ahead and got the instance, in order to benefit from future Tarnow can now laugh at her old stumposters printed.” opportunities it may be worth buying a bit of ble. But a manager at another store, who But the board of directors denied extra stock to maintain the favor of a vendor prefers to remain unnamed, is miffed about approval for the fundraising proposal. “I who gives good deals. It’s a matter of losses a recent error. didn’t get my hand slapped, but I have 950 versus gains. “You have to learn to figure out “One experience I’ve had still has me posters left,” she says. what all the facts are and strike a balance.” burning,” the anonymous retailer says. “I Terry Tarnow, manager/buyer of the Judging from the responses of our manwas pressured to buy some merchandise to Dennos Museum Store—Northwestern agers, purchasing is an area where people are tie in with an exhibition opening. The Michigan College in Traverse City, MI, was more prone to tumble from the tightrope. trouble is, the items have nothing to do “young and innocent” 20 years ago, she Retail Manager Matthew Stoll of the with the show or our collections. They are says. The institution was new, and she was Titanic Museum in Branson, MO, has yet
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Han d s ilk-screened apparel and totes with the likeness o f ar tis ts s uch as Van Gogh, Monet, Degas, Renoir, and mo r e. A quality piece for the competitive retail marke t.
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STRATEGIC MANAGEMENT
to make a doozy anywhere near the size of the namesake ship’s fateful fumble, but he can think of one recent action he plans not to repeat. He has the responsibility of acquiring permits and making sure grounds preparations are complete before big events. “One time we had an artist coming in to make life-sized sculptures of houses out of orange tree branches. I needed to call a company to come out to make sure stakes weren’t going to be dug near any utility wires.” Stoll, 23, should have scheduled the inspection a week in advance. But he found himself calling less than 24 hours before the artist was due. “Luckily they weren’t busy and could come out. “So responding to every important matter immediately has become a personal goal of mine,” he says. “When you don’t take
care of a problem immediately it becomes more of a problem than it ever had to be in the first place.” He doesn’t want anyone to confuse his youth with inexperience, he says. He’s been managing the shop for a year and honed his skills within other managerial positions since age 18. “I’ve worked my tail off to get where I am. I take pride in my work. Every decision I’ve made has been for a reason, and I don’t regret any of them,” he says. Rosenau-Stern, too, made sure her human foible did not dampen her confidence or enthusiasm. “It hasn’t changed my view of the parent company, just how I do business with them. I’m a resilient person. “I learned to ask first for permission before going forward on any large project,” Rosenau-Stern says. “We work with boards and committees, and what seems logical to you isn’t always logical to them.” Experience is one of the bigger antidotes to mistake-making Boehm-Davis says. And she advises newcomers to a
business to tap the minds of their more seasoned colleagues. “We’re lucky that we not only have ShopTalk but we have colleagues that are very open,” Tarnow says. She combs the MSA website for information and responds to requests for advice as well. “I answer e-mails all the time.” Learn to say no when you have a bad feeling about a deal, Boehm-Davis says. Gut instincts tend to be right. “I’m not speaking as a scientist but from an anecdotal point of view. When we think we’re getting a gut feeling about something our minds may be reading environmental cues on a subconscious level.” Don’t make choices when you are distracted or unfocused, she says. “Avoid making important decisions without enough time to think them through.” Janet Singleton is a freelance writer and novelist. Her last article, “Become a Creative Wizard” outlined nine steps to producing great products that was featured in the winter 2009 issue of Museum Store.
Leaders in Imaginative Play In the figurines business, there are few toys and gifts that can truly say they are global and appealing to girls and boys alike. The Schleich natural play system is simply understood without explanation or translation.
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• •• 1:50 PM •• Page • 23 •• QuestarAd_Layout 1 3/3/11
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Questar offers more video titles to more museums...
Earth From Above
NATURE: Extraordinary Animals
Jesus & Mary in Art
The Life of Leonardo Da Vinci
Reader’s Digest: WWII in the Pacific
Great Indian Leaders & Nations
Water Life: The Big Blue
NATURE: Extraordinary Birds
5000 Years of Magnificent Wonders
The Story of America
The Secrets of the Dead Sea Scrolls
Reader’s Digest: The Untold Secrets of the Civil War
A few of the great museums offering Questar video titles... T HE S MITHSONIAN I NSTITUTION T HE M USEUM
OF
S CIENCE
AND I NDUSTRY
T HE J. PAUL G ETTY M USEUM
T HE F IELD M USEUM
OF
N ATURAL H ISTORY
T HE P EARL H ARBOR M EMORIAL M USEUM AND MANY MORE !!!
Visit Questar’s Marc McClellan on May 1-2 at the MSA Expo in Rosemont, IL TO ORDER C H I C A G O Marc McClellan 312.397.2157 mmcclellan@questarentertainment.com 307 N. Michigan Ave., Suite 500 Chicago, Il 60601
www.questarentertainment.com
TO ORDER L O S A N G E L E S Ken Campo 818.953.4154 ken @questarentertainment.com 3500 W. Olive, Suite 760 Burbank, CA 91505
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TAKE CHARGE: DEFINE THE FUTURE
MSA Prepares to Gather in Rosemont Conference Program Features a New Partnership, Exciting Events and Money-Saving Opportunities
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he 2011 MSA Retail Conference & Expo is going to be yet another wonderful event! MSA is always working to bring you excellent sessions and Rosemont is no different—just take a closer look at the program! In this effort, we are working with the American Booksellers Association (ABA) to create a new partnership and offering an exciting new session this year!
Linked by Passion: Growing Sales Through Local Retail Partnerships Saturday, April 30, 10:15–11:15 a.m. Working with other indie businesses in the community can help grow your sales. But how can you convince your indie neighbors that participating in cross promotions or other shared events can strengthen their businesses as well? This session will answer this question and more. Presented by Oren Teicher, chief executive officer of the
American Booksellers Association and Becky Anderson, ABA vice president and owner of Anderson’s Bookshop in Naperville, IL. Independent bookstores and MSA members are both invaluable assets to their communities and are a draw for local, regional and international visitors. This is just the start, as ABA and MSA consider future initiatives aimed at raising awareness of unique cultural sites in the United States.
Nosh & Network Reception in the Expo Hall Sunday, May 1, 5–7:30 p.m. Recharge your batteries when you join us for heavy hors d’oeuvres and networking while continuing to meet with vendors and shop in the Expo hall. Stay for the cash bar and dessert after the Expo closes at 6:30. Enter to win an iPad or other great prizes!
Give Back by Attending the Sam Greenberg Fundraiser Breakfast Sunday, May 1, 8:30–9:30 a.m. Think about all that you have learned by attending the MSA Retail Conference & Expo. Wouldn’t you like to support your peers who have not been able to attend? Join us for the Sam Greenberg Fundraiser Breakfast to raise money for the scholarship fund that supports first-time attendees. Brian McAlonie will be presenting “A Picture is Worth a Thousand Words: Fundraising for the Museum Store.“ Tickets are $49 and must be purchased before the Conference. Tickets will not be sold in Rosemont.
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MSA WANTS TO SAVE YOU MONEY With These Helpful Hints Don’t miss out on great hotel rates! Make sure to take advantage of MSA Conference room rates—the lowest in years—by booking your hotel room by April 6. Register more people, save more money! Once you have registered two people from your organization, additional members are only $345! Don’t forget to share! For even more savings, plan to share a room with other members from your organization or cultural commerce friends you’ve made at other MSA events! Leverage your MSA buying power! Plan ahead and save big bucks by shopping the Expo and Members Market—exhibitors are offering great 2011 Show Specials to all attendees! Let the ROI speak for itself. Find out how to make a convincing case as to why your organization should support your attendance in Rosemont. Earn big points from your boss for a well-thought out plan—plus the travel budget money you need to attend! Check out MSA’s Justification Toolkit at www.MSAmeeting.org.
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2011 SPONSORS MSA gratefully acknowledges the following sponsors for their support of the 56th MSA Retail Conference & Expo: PREMIER LEVEL The Relaxation Lounge A.T. Storrs Ltd. | Booth #417
Sunday Reception in the Exhibit Hall The Cultural Traveler
PREFERRED LEVEL Badge Holders & Lanyards and Passport TAM Retail (A Div. of Lode Data Systems Inc.) | Booth #300
SUPPORTING LEVEL Coffee Travel Mug PartnerShip Booth #943
Expo Passport Renaissance Associaties Booth #1133
Expo Passport Design Master Associates Inc. Booth #307
Expo Passport Stewart/Stand Booth #908
CONTRIBUTOR LEVEL Sunday Reception in the Exhibit Hall Charles Sparks + Company
Found Image Press Booth #428
GeoCentral Booth #602
Hogeye Inc. | Booth #811
Samantha Davimes Inc./ Anywhere Market
Be An Angel/ Mentor Level Popcorn Posters
IN-KIND DONATIONS Penbooks David Howell and Co. | Booth #200
Volunteer Pins Island Specialties/Coastal Printing
Tote Bags The J. Paul Getty Museum
Sam Greenberg Pins PinPeddlers.com (The Pin Peddlers Inc.)
SPRING 2010 | MUSEUM STORE
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3RD ANNUAL
BUYER’S CHOICE
AWARDS 2011 Nominees
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ttendees of the 2011 MSA Expo will be casting their ballots for the Buyer’s Choice contest with awards in six product categories. From an initial 68 applicants, the 2011 MSA Retail Conference & Expo Program Resource Group determined the following 18 products will be included on the Buyer’s Choice contest ballot. Three products were selected for each of the six categories. The Buyer’s Choice product categories and nominees are: BOOKS & MULTIMEDIA
MSA Expo Booth #729
•Carl R. Sams II Photography | Booth #819 “Stranger in the Woods” Snowflake Edition The 10th anniversary edition of the children’s classic, “Stranger in the Woods,” includes a re-designed 3-D cover that is like looking into a snow globe—and it moves! •EDC Publishing/ Usborne/Kane Miller Booth #306 | “Busy Bug Book” Watch as the bug whizzes around the tracks in this delightful interactive book. Wind up the bug by pulling it backward, place it on the tracks and watch it wiggle around the garden. •Firefly Books Ltd. | Booth #519 “The Backyard Astronomer’s Guide” “The Backyard Astronomer’s Guide” offers guidance on the right types of telescopes required, photographing the stars through a telescope, star charts and more. CUSTOM DESIGN
MSA Expo Booth #336
•Deneen Pottery | Booth #403 Custom Handmade Logo Stoneware Starting with a shapeless piece of clay, this family-owned and operated pottery company produces functional handthrown forms on which custom designed Glaze-Engraved™ medallions are applied. •Museum Masterworks Inc. | Booth #243 Pablo Picasso’s Maquette for Richard J. Daley Center Monument This striking adaptation of the Art Institute of Chicago’s Picasso’s Maquette for Richard J. Daley Center Monument is made of welded, laser-cut, acid-washed metal and is sandpowder coated and hand-painted. •Wentworth Wooden Jigsaw Puzzles | Booth #334 Ishtar Gate of Babylon Puzzle This high-quality wooden jigsaw puzzle was produced for the National Museums of Berlin. It showcases one of the dragons depicted on the Ishtar Gate of Babylon.
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ECO-FRIENDLY
PAPER PRODUCTS
•Acacia Creations | Booth #431 Soda Can Giraffe These unique decorations are entirely handmade from recycled aluminum cans and telephone wire. They are crafted under Fair Trade conditions.
•John Gibbs Publications | Booth #619 Mayan Postcard This handmade postcard of Yum Kaaz, the Mayan god of maize, is 5 1/2” x 4” and wholesales for $2.
•ALEX | Booth #900 Eco Crafts Create 20 easy Earth-friendly crafts with recycled stickers, papers and pencils! Just layer and stick to make animals, puppets and jewelry. Picture instructions included.
•L.M. Kartenvertrieb & Verlags Gmbh, Germany Booth #209 | Perfect 3-D Lenticular Postcards After producing animated lenticular postcards,
L.M. Kartenvertrieb has found a way to create 3-D postcards to perfection. Only the newest technology is used for a real 3-D feeling. •Monkey Design USA | Booth #124 Monkey Design Papercraft Models Monkey Design Papercraft Models are the creative antidote to the unimaginative plastic blob! 2-D cards of animals, fish, architecture, robots and more, become 3-D models.
•OWI Inc. | Booth #304 6 in 1 Educational Solar Kit Twenty-one snap-together parts allow builders to create a car, puppy, swamp boat, windmill or two different airplanes. The parts of this kit can be disassembled and reconfigured to make any of the six choices again and again. EDUCATION & GAMES
•Beyond123 LLC | Booth #123 Magical Beans Make your own exquisite decoration with these five artistic, high-gloss wooden pieces in a stunning balance of natural wood and light colors. •GeoCentral | Booth #602 Dinosaur Poop Excavation Kit The Dinosaur Poop Excavation Kit from GeoCentral includes real fossilized dinosaur poop, digging tool, brush and pouch. It brings out in the inner geologist in every kid! •Pomegranate | Booth #509 Chuck Close Block Puzzle Twelve blocks can be rearranged to form six different selfportraits by painter Chuck Close. Each block is a two-inch cube and the finished puzzle is 6” x 8”. FASHION
•Casalinda Studio | Booth #114 California Desert Hibiscus Pendant The California Desert Hibiscus Pendant, inspired by A. R. Valentien, is made from recycled sterling silver. It is handfabricated and rests on a 15-strand sterling silver cable. •Portland Press Inc. | Booth #829 Chihuly Pergola Umbrella A stunning installation of a pergola ceiling by Dale Chihuly is reproduced inside this stick umbrella’s canopy made with Teflon-coated polyester fabric. •Vessel International Inc. | Booth #510 Mini Masterpiece Collection These beautiful pin/pendant interpretations of master artist paintings feature gem-quality Baltic amber and sterling silver. Each style makes a perfect gift for the art enthusiast. SPRING 2010 | MUSEUM STORE
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MERCHANDISE PLANNING
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By April Miller Photography by Renata Kosina
& HOME GARDEN Retail Buyer’s Guide
ne’s home—be it a city loft or a four-bedroom suburban Colonial—is a reflection of one’s self. Cultural commerce retailers can certainly capture their share of sales from consumers who are continuing to invest both time and money into personalizing their interior and exterior spaces. “Home and garden may be considered a ‘luxury category,’ but recent months have witnessed renewed consumer willingness to spend,” says Martin B. Lawlor, McGaw Graphics’ director of licensing, Manchester Center, VT. “When consumers are buying now, they are looking for quality, value, a decent price and a reason to make the purchase. While ‘value added’ continues to be relevant, we are also starting to see a return to an interest in luxury and a demand for unique products that are not available everywhere. Museum stores can certainly accommodate that demand.” The category is definitely a hot topic right now, adds Neena Jhaveri of Winchester, VA-based Nina J. Design
O
Studios. “Trends are towards making living spaces beautiful and meaningful as buying priorities have changed,” she adds. “The focus is on well-made objects that have function and aesthetic.” Since many items in the home and garden category are both decorative and functional, Tom Dunsirn, president of Neenah, WI-based Sunset Hill Stoneware finds these pieces to be “excellent and memorable ways to keep a museum brand in front of people 24/7. Plus,” he adds, “the items become conversation pieces that may entice others to visit the museum.” People want to make their homes unique and we “nest” to surround ourselves with things that please us, adds Jan Diers of Mata Ortiz to You, Marana, AZ. “One’s own home is a museum,” she says. “That is how museums began, when the nobles of Europe would ‘show off’ what they found as they traveled. Don’t we all do the same in our homes?” To show off your home and garden pieces and increase sales, vendors offer the following advice: SPRING 2011 | MUSEUM STORE
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HOME& GARDEN Don’t hold back on displays. Consumers want to create fashionable and functional spaces, both indoors and out, not only for their own relaxation but also as entertainment spaces. Sometimes, shoppers can’t envision how pieces will work in their own home, unless you use displays to create scenes and vignettes to spur their imaginations. Create ambiance with lighting and sounds. Put together mini indoor or outdoor “rooms.” If your retail location has outdoor space—a porch or courtyard—use it, along with plants, fountains and accent pieces for dynamic display space. Keep the merchandise looking fresh by moving items around from time to time; even if it’s not new inventory it will appear as though it is to frequent visitors. Mix it up. Cross-selling is successful for
many retailers. “Offer an array of thematically related types of merchandise at various price points,” says Lawlor of McGaw Graphics. “That provides the consumer the ability to create a collection of things to purchase and also offers them the ability to comparison shop and choose.” Don’t be afraid to break up sets, “such as our Art Glass Drops, when designing displays or to sell,” says Angie Whitney of Seattle-based Glass Eye Studio/Global Village Glass Studio. “For the drops in particular, they might not get much attention inside the box, but think of how great your window will look if you assort three or four different colored sets in a window or welllit space. Label them for individual sales and make them accessible so people can grab them right out of the display.” Share the story. Whether a piece is ecofriendly, made in America or a portion of its proceeds are donated to a worthy cause, this needs to be conveyed to shoppers via signage and sales associates. Especially when visiting a museum, buyers want to leave
with merchandise that has a story behind it; they want to know how something was made or how it relates to your institution. “Knowing your merchandise and telling the story about where it is from,” says Elaine Sheth of Esprit Creations, Alachua, FL, “who made it and how it was made, makes a very effective selling point.” Information can be obtained from artists and vendors who are usually very happy to provide merchandise details. “These pieces have a story from 700-plus years ago,” adds Diers of Mata Ortiz to You, speaking of the company’s pottery. “Add historical photos, broken shards (don’t break the pots; we’ll provide them!) and books to tell the story.” Get social. If you aren’t yet actively using social networking to connect with consumers and promote your store, you should be. “Many retailers,” says Whitney, “seem to be having success with Facebook. It’s an easy way to create a dialogue with customers, make announcements and offer short-term promos and coupons.”
MSA Expo Booth #306
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HOME& GARDEN Look to some of the following merchandise as you plan to expand or update your home and garden selection:
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[1] To complement its natural jewelry catalog this spring, muichic is introducing a line of natural home wares. Its Bol is a sandstone bowl with wood details; Palet is a simple and elegant decorative plate that is hand-carved from sandstone with three wooden stripes (not shown); while Tagua Nuts are 100% natural, organic, sustainable and biodegradable and can be used as decorative accessories. [2] The fossilized snack plates from Nina J. Design Studios LLC are handcrafted with fresh flowers and herbs and are one of the company’s bestsellers. Each plate (handmade one at a time) is a lead-free, dishwasher- and oven-safe piece of usable art and works well as individual pieces or as a collection. Custom plates, using an institution’s blossoms and buds, are available.
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[3] The hand-formed and painted clay pot with two fragile macaws clutching the mouth of the vessel from Mata Ortiz to You is made using the same techniques employed more than 700 years ago. The company’s pots are known for their excellent paintings, thin walls and historical stories. Each piece is made by a potter living in Mata Ortiz—a small Mexican village. [4] Esprit Creations’ turtle is just one of several unusual, handmade accessories the company offers. In addition to its line of jewelry, wands, statues and singing bowls are also available. Hand-carved of black obsidian by artisans in Mexico, the turtle’s shell is inlayed with natural stones and shells. The same Mexican artisans mine the obsidian. All products are consciously sourced.
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[5] McGaw Graphics’s new museum catalog—the company’s largest and most comprehensive museum collection—presents almost 1,000 images available in thousands of SKUs. One-third of the publication is dedicated to the work of Andy Warhol (nearly 350 Warhol images are available). The featured prints and posters, available in a variety of sizes, are printed on quality 100# cover stock. [6] Artwear LLC’s housewares gift set includes a serving tray, 11-ounce ceramic mug, coaster and trivet. Due to popularity, the line has been expanded and can be sold as a set or individually. Mahogany, black or natural rails can be selected for the serving trays. Trivets are new to the line, and have a heat resistant high-gloss finish with a corked back.
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[7] Nido Hooks, available in two sizes, can be used to securely hang art from bookshelves without the use of nails or other hardware that may damage the shelves. The plastic-coated hooks, which work by being slipped over the front end of shelves, protect surfaces and prevent slipping. They are made in the United States, with quality steel for durability and to support weight. [8] Global Village Glass Studio’s Art Glass Raindrops, available in clear, red, blue, aqua and green, can be used indoors or out. Each rich color is encased in clear glass, so the hues will never fade. They are sold in sets of three sizes (4-, 5.5- and 7-inches long) per color. A discount is available for a one-time purchase of 25 sets of three.
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[9] Sunset Hill Stoneware offers individually hand-crafted and distinctive stoneware, such as its crock and mugs (shown here). The family-owned business takes pride in the fact that all pieces are hand-crafted in Wisconsin. All of their pieces, in various sizes and styles, can be customized with a museum logo, name and/or location. The pieces are lead-free SPRING 2011 | MUSEUM STORE
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Retail Buyer’s Guide Acacia Creations www.acacia-creations.com (717) 817-1412
McGaw Graphics Inc. www.mcgawgraphics.com (800) 221-4813 x408
Artwear LLC www.digitalartwear.com (954) 916-7351
muichic www.muichic.com (205) 547-8169
Esprit Creations www.espritcreations.com (352) 316-6130
Nido Hook www.nidohook.com (818) 986-3727
Global Village Glass Studios www.globalvillageglass.com (800) 246-5585
Nina J. Design Studios LLC www.ninastudios.com (540) 539-8072
Mata Ortiz to You www.mataortiztoyou.com (520) 744-0639
Sunset Hill Stoneware LLC www.shstoneware.com (800) 509-4662
HOME& GARDEN and non-toxic as well as oven-, microwaveand dishwasher-reliable. [10] The 14-inch olive wood bowl and set of spiral salad servers are just two of several pieces in Acacia Creations’ Reclaimed Olive Wood Collection. All of the Fair Trade, socially responsible and ecofriendly tableware items are meticulously hand-carved in Kenya from fallen olive wood. To bring out each piece’s unique and distinctive wood grain markings, each is rubbed with food-safe sunflower oil. April Miller is a Cleveland-based freelance writer and editor. A regular contributor to Museum Store, she last wrote the “Best Products Under $20 Retail Buyer’s Guide” in the winter 2010 issue.
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STRATEGIC MANAGEMENT
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North South EaSt WESt By Marge D. Hansen
Does Anyone Believe Outsourcing is Best? Editor’s Note: The following opinions were expressed on the condition that no individual or cultural institution be named. Titles have been altered.
I
ISTOCKPHOTO.COM / © ONUR DÖNGEL
n the Industry Trends section of the MSA Strategic Plan updated in September 2010, the first item reads “outsourcing will continue to be a store management option for some high grossing organizations (as opposed to small stores).” Some cultural institutions have gone the way of outsourcing. Many more retain control and continue to promote and grow their retail operations, face challenges, tease out solutions and uncover opportunity in a still-struggling economy. So, is it really all about the bottom line? “Our board of directors came this close to outsourcing the store,” comments a museum store manager in the southeast. “We had always been successful. But when the economy faltered, visits from area residents and snowbirds fell to an all-time low. We were affected by deep staff and budget cuts. Purchasing was virtually on hold. We put sale signs in the window and tried to liquidate merchandise, but the few customers we had often recognized the inventory from previous years, and they just weren’t interested. It was pretty dismal. We spent a lot of time apologizing for the state of the store. Most of our board members are business people focused on making money and outsourcing looked like a good opportunity to them.” To convince the board that outsourcing was not the answer and to buy some time to regroup in anticipation of a new exhibition, the manager worked with the museum director to organize a detailed retail report. It underscored the importance of supporting the mission and maintaining the store’s customer base, which relied on the shop to offer one-of-akind sculpture, collages, textiles and jewelry by local artists. “I even pointed out that the board members shopped the store because of its originality and that they, like other customers, knew we would fulfill special requests and provide outstanding customer service, something we’ve received many positive comments on. All that would change if they chose SPRING 2011 | MUSEUM STORE
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North, South, EaSt, WESt to streamline the route to profits.” Though it proved difficult with reduced staff and limited funding to tackle all that needed to be accomplished, the new exhibit brought in “long lines like we had not seen in quite awhile.” With people beginning to shop again and the numbers of tourists increasing slightly, sales are up and the board has tabled the outsourcing issue. “We dodged that bullet—for now,” she says.
NOT A NEW STORY
A
dozen or so years ago a specialty museum in New York City planned to outsource its brick-and-mortar stores. To prevent that from happening, the retail manager redoubled her efforts to forge stronger relationships with the exhibitions, educational and programming departments so their specific museum experience would not be lost to an outsourcing operation’s “profit through purchasing power that
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“
results in more generic inventories.” She also worked very hard to secure the commitment and support from her institution that, in her opinion, a successful in-house operation requires but doesn’t always receive. She reports, “Given that the retail operation sales now generate a significant percentage of the museum’s gross operating income, averaging a 3x+ inventory turn-over and a high maintained margin, the consensus is that it is now significantly more profitable to continue to run the operation in house.”
major traveling exhibits include an outsourced store. “These stores time and again show our museum leaders why we should never outsource. The outsourced stores are like any other cheap tourist shop and cannot hold a candle to a thoughtfully stocked and effectively run independent museum store.” For this museum professional, outsourcing as a quick fix to a cash flow issue is not the answer. “A little investment in their people and in their training would net a museum so much more in revenue,” she feels.
QUICK FIX
A GOOD INVESTMENT
T
M
he negatives of outsourcing are legion,” declares a merchandise manager for a science museum in the southwest. “When a museum outsources their retail they are handing over any control they might have over product selection, hiring and customer service. If the outsourcer brings in questionable products that do not fit the museum’s mission, then the institution is gambling with their public reputation.” She points out that contracts for some
any zoos and aquariums consider themselves particularly vulnerable to outsourcing. According to the store manager of a midsouth aquarium, “outsourcing seems to be the choice one resorts to because of a variety of issues,” she says, citing examples of staffing challenges, no institution connection with retail or wanting to put funds into something other than the store. “Many stores are the stepchildren within the organization.”
ConferenceAd_Layout 1 3/3/11 12:59 PM Page 39
MUSEUM VISITS
2011 MSA RETAIL CONFERENCE & EXPO
Come in early and spend Friday in Chicago visiting area museums and stores along
Rosemont, IL | April 30–May 2, 2011
with other store managers.
TAKE CHARGE: DEFINE THE FUTURE
MORE NETWORKING
T
From a Sam Greenberg Scholarship breakfast
he 2011 MSA Retail Conference & Expo promises to be another great event for museum store professionals. Dynamic member speakers will provide resources in the Knowledge Standards areas of
Customer Relations, Financial Management, Merchandise Planning
fundraiser to cocktails in the
and Strategic Management. Plan now to be a part of this exceptional
exhibit hall, you’ll have lots
shared learning and networking opportunity.
more time in 2011 to catch up with colleagues.
CLOSING KEYNOTE by BRAD KAUFFMAN, THE METROPOLITAN MUSEUM OF ART’S VP AND GM OF MERCHANDISE AND RETAIL Capitalize on Brad’s extensive retail background and learn how to channel
MUSEUM SHOP OF THE ART INSTITUTE OF CHICAGO
entrepreneurial drive into your museum’s culture!
Go to www.MSAmeeting.org to register today!
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North, South, EaSt, WESt She makes the point that regardless of the type of institution, positions, job descriptions and employee motivation change with outsourcing. While the outsourcing company can sometimes cost-justify keeping the staff and manager, buyers and department heads over multiple stores are no longer needed. “Staff doesn’t work for the aquarium anymore. They have new goals, which are mostly sales-related,” she notes. “We have a fantastic, loyal group that values each aspect of our organization. Many have been here 20 years. I have developed my department into a capable team that understands and celebrates our mission and continues to grow in their knowledge and the ways they handle their job responsibilities,” she emphasizes. “Unfortunately, outsourcing is a business model that doesn’t support this approach.” A head of merchandising at a different type of cultural institution in another region
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weighs in with this view. “It just goes back to not seeing the real return on an investment made in an in-house museum store. I would guess that for many stores, the biggest budget item is salaries and benefits. If you outsource, you cut that out in one fell swoop. An outsourced store generally has a revolving door of staff with no loyalty and no understanding of the institution. The public isn’t aware that the staff doesn’t work for the museum. They have the same expectation of that staff as they do of others that are part of the culture of the institution. I have experienced that disconnect firsthand where I’ve asked a sales person a question and received a blank stare and ignorance about the place.”
WHO WE ARE
P
erhaps one of the strongest statements comes from a West Coast museum’s director of retail: “Outsourcing is a poor reflection on the vision and management of the institution. A healthy and vibrant institution should be able to operate its own
retail. A cultural institution loses a part of itself when they outsource. The institution’s visitors and stakeholders become underserved and undereducated. The unique character of the institution is lost in outsourced retail and merchandise becomes souvenirs rather than educational products.” In total agreement, another director at an eastern estate and gardens venue brings branding into the discussion. “We are part of the overall branding. And that’s another area where outsourcing falls down,” she notes. “They can namedrop, they can logo, but they are not interested in education or presenting a unique store and products that reflect the mission, collections and special programs. Their purpose is to make money. If they have a choice between making a good markup and making a smaller markup but having related, unique product, they will go with the former. The buying strategy is to buy in big volume and keep the prices down and then stock multiple stores with that merchandise. Every store looks like every other store, except for the logo. To me it all
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5 STRATEGIES TO KEEP RETAIL IN HOUSE
1
Understand your customers’ needs and build their confidence in your ability to provide a customer-centric shopping experience and distinctive merchandise at fair prices.
2
Buy creatively, carefully manage inventory and stock thoughtfully, with an imaginative eye to how shoppers will view your merchandise.
3
Invest time in educating the staff so they can engage and educate the customers.
4
Communicate, communicate, communicate—with your staff, other departments and like-minded peers in the nonprofit world—learn from each other.
5
Be highly visible and use every means to convey the value of your retailing efforts to the hierarchy at your institution.
FOR MSA MEMBERS ONLY—
BONUS CONTENT! Log in to www.museumstoreassociation.org and access the spring 2011 issue online to read a case study on an institution that made the move from outsourcing back to in-house management of their retail store and tripled their net revenue.
boils down to having a generic, homogenous museum store versus a store that relates to, and is a true partner to, the institution.” She also cautions that sometimes the retail operations staff is the last to know about a switch to outsourcing and to always be prepared with viable strategies and strong arguments for keeping retailing in house. “Most of the work to combat outsourcing needs to be done before the institution is contacted. Be profitable, efficient and outstanding. It’s a sad commentary on the culture of nonprofits and how little some of them value museum stores. Happily, there are also those institutions that do value us and that’s very evident when you walk into those stores.” Marge D. Hansen is a freelance writer based in Lafayette, CO, who regularly contributes to Museum Store. She recently wrote the “Partnering for a Cause” article in the winter 2010 issue. SPRING 2011 | MUSEUM STORE
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BUSINESS RELATIONS
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TAKE
OUR ADVICE...
... on how (and if!) to hire a museum store consultant. BY STEVE BERGER
B
efore the question of “How to choose a consultant?” comes the even more important question: “Does our museum need a consultant to help our store?” Professional museum store consultants agree that the impetus for seeking a consultant usually comes from a board of directors, museum management, marketing person or somewhere other than the museum store manager. Part of the reason for this, according to Andrew Andoniadis of Andoniadis Retail Services, “...is the perception that requesting help is a sign of weakness. Instead, it should be a sign of strength. One is getting expertise in very specialized areas, as well as a different perspective.” Jim Stewart, store manager at The Air Mobility Command Museum at Dover Air Force Base, DE, certainly had no qualms about working with a consultant. As the new manager of the museum store he recognized a need for new fixtures and equipment and asked the board for permission to attend the MSA Conference in Phoenix, primarily to shop for “furniture.” Once there, he also took advantage of a one-on-one consultation offer with a consultant speaking at the conference, which took him well beyond just fixtures. “Basically,” says Stewart, “the consultation confirmed my thoughts regarding the fixtures and that the Foundation’s volunteers had taken the store about as far as amateurs could. And, if the Foundation wanted to increase retail income, then the store would need professional design work as well as new furnishings.” While Stewart’s introduction to the consultant the museum used was serendipitous, Heidi Norton, museum
store manager/buyer for the Currier Museum of Art in Manchester, NH, was brought into the discussion to hire a consultant right from the start. “The museum had plans to enlarge the retail space and asked me what else needed to be addressed, such as merchandising and staffing, to help increase revenues,” she says.
SHOPTALK IS A GOOD PLACE TO START ASKING QUESTIONS oth Stewart and Norton took advantage of MSA’s ShopTalk e-mail discussion forum to ask colleagues about their experience working with a consultant. Norton called those with similarly sized stores who responded. “Everyone I talked to,” Norton says, “told me that [working with a consultant] enriched their stores and made them better managers.” Stewart said that he is impressed with how MSA members communicate with each other using ShopTalk. “People are very generous with their time and experience. My questions were, if I remember correctly: How was your experience working with the firm you chose? Did they listen to you regarding your interests, concerns and budget issues? Were they timely in their work and responses? Did the project work out well? Would you hire them again? (This is a critical question. I listened for how they sounded, any delay in response as well as what they said.) The last question I asked was, ‘Even after a successful project there are things that you might do differently. If you had to do it again, what would you do differently with your store?’”
B
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TAKE
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OUR ADVICE... Stewart went on to say that for managers to assess whether or not they need a consultant, they should take a good long look at their stores. They should ask: Is the space good? Are the fixtures working? Do people go through the store the way they are supposed to? In a way that exposes them to as much merchandise as possible? Do they look like they don’t know where they should be going? Norton took this a step further. Her museum was planning on expanding the store from about 250 square feet to approximately 750 square feet. In addition, they were going to build more bathrooms, a café and expand the parking lot. “The architect and I visited 10 museum stores in one day in New York and Washington, DC, to look at what they did and how the best of what they had done could be incorporated into the Currier.”
INCREASING REVENUES IS PRIORITY ONE lthough one might see several areas that want attention, the universal reason for considering a consultant is to increase museum store revenues. According to Brian McAlonie, vice president, account services for Thinking Outside The Square, “The museum store is now looked upon by cultural institutions and heritage organizations as a key area where the institution can increase revenues.” That said, all consultants agree that it is also vitally important for the consultant to help the museum expand the museum experience into its store. Miriam Works of Works Consulting notes that to increase revenues and profits, she strives to link the store, museum, education and museum personnel; connecting seemingly disparate facets into a great experience for museum goers. Charles Sparks, president and CEO of Charles Sparks + Company says, “[We] align ourselves with the mission of the museum and complement that mission through the merchandising and layout of
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the store. We tell museum store customers stories with merchandise displays...and also look at finding an intuitive path from the entry to the exit, as well as the best locations for merchandise for visitors to enjoy.” Andoniadis notes that everything from layout to product selection must fit into the mission of the museum while always avoiding a cluttered look. McAlonie agrees saying, “Museum stores and the cultural institutions they support differ from typical retail environments. As museum store consultants, we understand the value of bringing the museum experience into the museum store, to extend the interpretive involvement for the visitor as well as to increase revenues for the institution overall.”
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nce the manager, director or board have looked over the potential for making the store a more integral part of the institution experience, and the potential for increasing revenues with better merchandising, displays and traffic flow, how do you decide who to hire to consult? As Norton and Stewart point out, you can start by asking your colleagues in MSA about their experience with a consultant by using ShopTalk. McAlonie advises against using a written RFP (request for proposal) saying that, “Too many times institutions choose a consultant based on written answers to an RFP and not through human interaction.” He goes on to say that museums should look for the synergy, excitement and passion between the institution and the potential consultant, which can really only be done through a face-to-face meeting or, at the very least, a video-conference or teleconference. While referring to McAlonie’s synergy by other names, all the consultants concur: Andoniadis says there has to be an “interpersonal relationship” between the museum store and the consultant. Works says to “trust your instinct” when you hire a consultant, and Sparks says to find “someone who can partner with museum leadership.”
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SPRING 2011 | MUSEUM STORE
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TAKE
OUR ADVICE... Similarly, Norton says that, “You want to interview potential consultants to determine if there is good rapport. You want to make sure they are hearing what you are saying, that you can communicate with each other. A good sense of humor is also a plus.” According to the consultants, the most important trait to look for is experience. If you’re researching consultants, you want someone who has been in the business for a while and has specific expertise in the area(s) you need: Are you expanding? Remodeling? Building a new facility? Redesigning space? Rebalancing inventory? Re-evaluating staff? Good consultants will tell you that not everyone can do everything. Sometimes, depending on the scope of your project, it is necessary to have more than one consultant. In this case, according to Andoniadis, there should be a main consultant who brings in the necessary
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experience to work with him or her so their work will complement and not compete with each other. After experience and comfort level—and in no particular order—according to our consultants and managers, you want to: • look for someone who asks good questions and really listens to your answers • get referrals and testimonials from other museum clients • look for a balance of business pragmatism and creativity • find someone who understands the difference between museum retail and traditional retail • understand that physical location can be a factor, but less so with available technologies • work with someone who will give you the support and follow through, who will get you started before they leave and stay in contact Or, as McAlonie sums up, “...one of the most important criteria for choosing a
consultant is finding someone that has the spark, energy, passion and a burning desire to work with the museum store manager and institution to find a solution to their particular issues.”
“You want to make sure [potential consultants] are hearing what you are saying. A good sense of humor is a plus.” —Heidi Norton, Currier Museum of Art How long a consultant will stay on the job is determined by the scope of the project. Analyzing traffic patterns, rebalancing merchandise and other non-construction jobs may only take a few months. Where new buildings are being designed and built, a consultant may stay on the job for a few years.
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And, the bottom line? Works says she’s had clients come back to tell her, “You helped me navigate and understand a process I’ve not been through before.” Andoniadis tells us that there’s generally no concrete answer about results, but “...lots of clients have told us they have seen their revenues improve.” McAlonie says that, “The most important result we have consistently achieved...is increasing store revenues.” Norton reports that the Currier quadrupled sales and traffic with the assistance of the consultants who worked on the museum’s expansion. “Customers used to go through the museum and store in two hours,” says Norton, “now they stay nearly all day.” Steve Berger has been writing for Museum Store magazine since 1998. His last article was about the new museum store located on Alcatraz Island (near San Francisco, CA) in the winter 2006 issue. Steve has also written for other Colorado-based magazines and newspapers.
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| new vendor showcase |
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A
s a member of MSA, you have access to some of the best product vendors. When you purchase from them, you are supporting your membership community. The following are some of MSA’s newest members, all of whom are vendors waiting to help you stock merchandise that will coincide with your museum’s mission.
A.T. STORRS LTD. Vancouver, BC, Canada | (800) 561-5800 www.atstorrs.com A.T. Storrs Ltd. is a family-owned company specializing in jewelry and souvenirs. Started in an apartment in 1975, they have grown to become one of the leading suppliers to the travel and destination retailer. Designer Patricia Storrs takes inspiration from nature and the world around us to come up with hit designs year after year. A.T. Storrs Ltd.’s lines include Wild Pearle® abalone jewelry, Medicine Stone Jewelry®, jade and hematite jewelry, Northwoods and Castings Recycled Aluminum. New for 2011 is Green Moments®, a line of notebooks, journals and photo albums made with recycled paper and printed with soy ink.
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QUESTAR ENTERTAINMENT Chicago, IL | (312) 397-2176 www.questar1.com Questar Entertainment is the leading special interest content company, with a strong and diversified presence in retail and digital media, and many international partnerships. Questar Entertainment is one of the industry’s leading large content holders of quality travel, nature and inspirational programming for television, home entertainment, education, web and digital, with more than 4,000 titles in its library. Through a deep commitment to leadingedge technology—including streaming media, video on demand, digital, mobile devices, and 3-D—Questar will bring consumers “everything in the world worth watching” for many years to come.
ESPRIT CREATIONS Alachua, FL | (352) 316-6130 www.espritcreations.com Esprit Creations has been described by our customers as “the best well-kept secret among wholesale silver jewelry suppliers.” Esprit Creations is a family-run wholesale jewelry business. We have been providing excellent customer service and quality jewelry since 1993. We personally search out remarkable gemstones made by nature and have them set with creative designs to present you matchless objects of wearable art in the finest sterling silver (92.5 percent). You will be pleased with our harmonious color combinations, quality, prices and friendly service. Our standard is to offer you unique sterling silver jewelry that your customers will not be able to resist!
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REACH BUYERS. Call to reserve space in the next issue.
(503) 726-4984 SPRING 2011 | MUSEUM STORE
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| new releases |
A
s a cultural commerce buyer, you have the unique opportunity of extending and enhancing your visitors’ experiences with educational and unusual merchandise. Here’s a sampling of the new products submitted to MSA for review in the past 90 days. (All review copies will be donated to qualified charitable organizations.)
BOOKS & RELATED “Perspectives on the Provincetown Art Colony” Schiffer Publishing Ltd. Aglen, PA (610) 593-1777 | www.schifferbooks.com Wholesale: Call for prices | Retail: $125 The most comprehensive review of the Provincetown Art Colony to date, this two-volume set includes personal accounts and conversations with many artists, including Robert Motherwell, Jack Tworkov and Red Grooms. The nearly 300 works of art tell the story of the Provincetown Art Colony and provides an analysis of why 20th century American art movements found a stage in Provincetown. Two-volume hard cover box set; 325+ color and black and white images; 256 pages in each volume.
EDUCATIONAL PRODUCTS Emperor Penguin Family Figurines Schleich North America Inc. Ottawa, ON, Canada (888) 269-0826 | www.schleich-s.com Wholesale: Call for prices | Retail: $4.99–$6.49 Is there anything cuter than a family of penguins? The emperor penguin is the second largest of penguin families. Schleich’s emperor line includes a solo emperor penguin, adorable penguin chicks and emperor penguin looking down at its chick. These black and white birds are ready to waddle into making sales, with their detailed hand-painting. For ages 3 and up. Each sold separately.
MULTIMEDIA “The Untold Secrets of the Civil War” Video Questar Entertainment Chicago, IL (312) 397-2176 | www.Questar1.com Wholesale: $24.99 | Retail: $49.99 This collection brings to life forgotten stories of the Civil War from both sides of the conflict. How did Union generals capture General Robert E. Lee’s battle plans just before Antietam? Which Confederate victories delayed the Emancipation Proclamation? What factors turned the tides of the battle at Gettysburg? These and other secrets of the Civil War are examined in this dramatic and comprehensive collection featuring sweeping battle reenactments and historical experts.
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MUSEUM STORE | SPRING 2011
| ad index |
2011 MSA Conference & Expo........................ 39 Acacia Creations............................................... 2 Abbey Press .................................................... 27 Advanced Retail Management Systems – Counterpoint............................................... 45 American Heritage Chocolate........................ 35 Artwear LLC.................................................... 46 A.T. Storrs ......................................................... 7 BeadArt from The Heart LLC ......................... 49 Birdcage Press ............................................... 49 Breeke............................................................. 21 Bright Spots .................................................... 47 Bruce McGaw Graphics Inc. .......................... 19 Bullpen Book Sales ........................................ 45 Casalinda Studio............................................. 44 Clear Solutions Inc. ....................................... 18 Computac........................................................ 40 Design Masters............................................... 56 EDC Publishing............................................... 30 Espirit Creations .................................................. 26 Folkmanis Inc. ................................................. 3 Fractiles .......................................................... 48 Galison/Mudpuppy.......................................... 18 General Pencil...................................................... 47 Getty Publications................................................ 15 Glass Eye Studio/ Global Village Glass Studio ........................ 44 Historical Folk Toys LLC................................. 26 JDS .................................................................. 34 Kathy Lo Rocks ............................................... 25 Knowledge Standards Self-Assessments CD... 54 Messe Frankfurt ............................................. 31 Museum Store magazine ................................ 49 Nahui Ollin–Candy Wrapper Hand Bags ....... 55 Nido Hook ....................................................... 11 “Numbers by the Book” ................................. 54 Photofabrication Engineering ........................ 14 Portland Press.................................................. 9 Product News .................................................. 53 Questar Entertainment .................................. 23 Recent Toys..................................................... 44 Schiffer Publications ...................................... 17 Schleich North America Inc. .............................. 22 Scratch-Art Co. Inc. ....................................... 41 SoundSuitShop.com ........................................... 13 Thames & Hudson................................................. 5 Thinking Outside The Square ......................... 48 Time & Quiet Press ........................................ 38
For detailed contact information about any Museum Store advertiser, please visit www.MuseumStoreAssociation.org and log in to the Member Directory. Thank you for supporting our advertisers!
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SPRING 2011
MSA’s Showcase of Specialty Store Merchandise APPAREL/ACCESSORIES Retail $12
Retail $52–$100
Retail $10–$90
Wholesale $4.95
Wholesale $26–$50
Wholesale $5–$45
Print Catalog
Print and Online Catalog
Print Catalog
ROLLOVER EYEWEAR CASES They’re fun! Open a rollover case and watch as it magically rolls around itself. These cleverly designed cases are intriguing yet practical gift ideas for all ages.
Handbags From Japanese Kimonos Vintage Japanese kimonos redesigned into handbags, totes, scarves, hats and neckties. A great recycled product. Made by Theresa Gallup, artist, in Springfield, MO.
Woven Palms Palm fronds printed on soft bamboo weave in graphic black, natural leaf and bold magenta (shown). Warning: may incite tropical wanderlust.
A NOVEL DESIGN LLC Phone: (201) 265-4435 Fax: (201) 265-4435 jijinan aol.com www.anoveldesign.net
KIMONO DESIGNS BY THERESA INC. Phone: (417) 823-8886 kimonodesigns sbcglobal.net www.kimonodesigns.com
ZAZOU Phone: (800) 274-1868 Fax: (510) 848-6135 info zazou.com www.zazou.com
MSA EXPO BOOTH 100
MSA EXPO BOOTH 106
CUSTOM PRODUCTS
FAIR TRADE Retail Call for quote
Retail Call for quote
Retail N/A
Wholesale Call for quote
Wholesale Call for quote
Wholesale $4–$100 Online Catalog
Print and Online Catalog
Print and Online Catalog
Distinctive Porcelain Magnets Showcase your own custom image on this distinctive porcelain magnet. Minimum order as low as 576! Several decorative styles available.
Custom Design Pop-Up Greeting Cards Historic treasure or cutting edge icon—I can design a 3-D greeting card of your museum home. Custom pricing upon request.
Crafts Reflecting the History and Culture of Zimbabwe Authentic crafts, folk art, masks, recycled creations, toys, hand-painted greeting cards, advertising signs, jewelry, buttons and more, from Zimbabwe. Also one-of-a-kind!
DESIGN MASTER ASSOCIATES INC. Phone: (800) 322-7583 Fax: (757) 566-8400 sales designmasters.com www.designmasters.com
LIVE YOUR DREAM DESIGNS Phone: (323) 226-0274 Fax: (323) 226-0274 www.liveyourdreamdesigns.com
ACCENTS FOR TODAY INC. Phone: (212) 517-9438 Fax: (212) 517-9438 info accentsfortoday.com www.accentsfortoday.com
MSA EXPO BOOTH 307
MSA EXPO BOOTH 622
CONTENTS 51 APPAREL/ACCESSORIES 51 CUSTOM PRODUCTS 51 FAIR TRADE
www.MuseumStoreAssociation.org
52 FOOD 52 GAMES & TOYS 52 HOME & GARDEN
53 INDEPENDENT ARTIST 53 JEWELRY 53 RECYCLED
SPRING 2011 | MUSEUM STORE
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FOOD
GAMES & TOYS Retail $1.50–$20/unit
Retail N/A
Retail $20
Wholesale $.80–$10.64/unit
Wholesale $3.20
Wholesale $10
Online Catalog
Print Catalog
Print and Online Catalog
Colonial Chocolate from MARS Chocolate North America Made from ingredients and spices available during colonial times, American Heritage Chocolate keeps history alive…in the most delicious way possible.
Thaumatropes Where movies began! Our “wonder turners” include two based on historical designs and two blank discs so folks can experiment! Comes with history and string.
BRIP™ Uglydoll® Artist-created, award-winning plush stuffed Uglydolls® are adored by fans of all ages. Collectible Uglydolls® inspire creativity and allow us to celebrate our differences.
AMERICAN HERITAGE CHOCOLATE americanheritagesales effem.com www.americanheritagechocolate.com
HISTORICAL FOLK TOYS LLC Phone: (800) 871-1984 Fax: (800) 871-1899 info@historicalfolktoys.com www.HistoricalFolkToys.com
PRETTY UGLY LLC Phone: (908) 620-0931 Fax: (908) 620-0914 pretty uglydolls.com www.uglydolls.com
MSA EXPO BOOTH 128
MSA EXPO BOOTH 336
MSA EXPO BOOTH 903
GAMES & TOYS Experience the Magic of the Mystic Pyramid Summon the ancient wisdom of the pyramid to receive answers to all your questions. Mystic Pyramid is an interactive, electronic toy that speaks more than 100 different insightful phrases. Synchronized light effects enhance the magical experience.
Retail $13.99 Wholesale $7 Print and Online Catalog
U.S. GAMES SYSTEMS INC. Phone: (800) 544-2637 Fax: (203) 353-8431 sales usgamesinc.com www.usgamesinc.com
Krystal Blue Dragon Safari Ltd® introduces a magical dragon with a translucent body that has the illusion of glass even though it is actually made out of plastic. Measures 8" long and is for ages 4+. SAFARI LTD. Phone: (800) 554-5414 Fax: (800) 766-7841 sales safariltd.com www.safariltd.com
Retail $24.99 MSA EXPO BOOTH 202
Wholesale $12.50 MSA EXPO BOOTH 229
Print and Online Catalog
HOME & GARDEN Retail $62–$192
Retail $30–$150
Retail $22–$24
Wholesale $31–$104
Wholesale $15–$75
Wholesale $10–$13
Online Catalog
Print and Online Catalog
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Print and Online Catalog
Magnolia Tile—2011 Collection Hand-crafted gift tiles are created by Ann Arbor artisans in the Arts and Crafts tradition. Magnolia tile is shown here in blue. Notched on back for hanging. Also available framed.
Muichic’s All-Natural Homeware Line Ethically handmade by Colombian artisans using sustainable and organic materials. Unique décor pieces that are environmentally friendly make up our natural homeware collection.
Nido Hook Nido Hook is an innovative hook that securely hangs art from bookshelves without using nails or damaging fine woodwork. Patent pending.
MOTAWI TILEWORKS Phone: (734) 213-0017 Fax: (734) 213-2569 hkitson@motawi.com www.motawi.com
MUICHIC LLC Phone: (205) 547-8169 look muichic.com www.muichic.com/home
NIDO HOOK Phone: (818) 986-3727 Fax: (818) 986-6988 info nidohook.com www.nidohook.com
MUSEUM STORE | SPRING 2011
MSA EXPO BOOTH 122
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HOME & GARDEN
INDEPENDENT ARTIST Retail $134
Arts & Crafts Inspired Vases Vivid Flambeau glazes finish these striking forms that invoke the essence of Arts and Crafts style. Hand-thrown, they are available in three sizes. Custom work available. NY Gift Show booth #9200.
Wholesale $67 Print and Online Catalog
DAVID CHANGAR CERAMIC DESIGNS Phone: (718) 842-6362 Fax: (718) 842-6965 dchangar nyc.rr.com
“Mobile Mobile” Jim A Q3 Art makes fashionable, fun and affordable hand-dyed anodized aluminum jewelry, mobiles and clocks. To access website below, enter artist #20169, then enter the password: tra3q. Q3 ART INC. Phone: (877) 929-4258 Fax: (773) 929-4258 info@q3art.com www.wholesalecrafts.com/visitor
Retail $22–$150 MSA EXPO BOOTH 230
Wholesale $11–$69
Print Catalog
MSA EXPO BOOTH 529
JEWELRY Retail $15–$19
Mata Ortiz Pottery Shard & SilverJewelry Contemporary meets historical in one-ofa-kind jewelry handmade with Mata Ortiz pottery shards and 950 silver. Wearing these pieces brings an ancient story back to life.
Wholesale $6–$7 Print Catalog
MATA ORTIZ TO YOU Phone: (520) 744-0639 Fax: (520) 744-0639 jandiers msn.com www.mataortiztoyou.com
Jelli Jewels Unique jewelry sets packaged in a travel case. Made in Spain and hand-finished with Swarovski crystals.
Retail $50–$500
JELLI JEWELS Phone: (888) 99J-ELLI Fax: (954) 846-0782 info jellijewels.com www.jellijewels.com
Wholesale $25–$250
Online Catalog
MSA EXPO BOOTH 317
RECYCLED
JEWELRY Retail $56
Retail $24
Wholesale $28
Wholesale $12
Online Catalog
Print and Online Catalog
Dried Flowers in Resin Pendant and Earrings Set Brightly colored native Mexican flowers are dried, sealed in resin and wrapped in sterling silver. Each set is unique. Also available in round, square and butterfly shapes.
Soda Can Giraffes These Fair Trade giraffes are handmade in Kenya from recycled aluminum cans and telephone wire. They stand 20" tall and support Kenyan artists.
TAMOHARA COLLECTION Phone: (877) 896-1136 Fax: (703) 995-4802 ruth tamohara.com www.tamohara.com
ACACIA CREATIONS Phone: (717) 817-1412 Fax: (717) 751-6872 info acacia-designs.com www.acacia-creations.com
MSA EXPO BOOTH 516
MSA EXPO BOOTH 431
GET YOUR PRODUCT IN BUYERS’ HANDS! Advertise in Product News—now included as a special section within Museum Store magazine! Product News is still the #1 resource for great products for museum store buyers. CONTACT US TODAY AT 503-726-4984 FOR DETAILS. SPRING 2011 | MUSEUM STORE
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A NEW MSA PUBLICATION
NUMBERS BY THE BOOK A Financial Guide for the Cultural Commerce & Specialty Retail Manager Your store’s finances are arguably the most important part of your job. This new book will help you: • • • • • • •
TTools ools for fo or best best business business practices practices in in cultural cultural commerce. commerce.
$29.95
Create budgets, project sales and analyze cash flow Establish accounting procedures and maintain records Develop a merchandise buying plan and set prices Manage inventory and open-to-buy Measure store performance Leverage point-of-sale systems Implement internal controls
PLUS, each book includes a CD with several forms to help in your planning and record keeping.
GO TO WWW.MUSEUMSTOREASSOCIATION.ORG TO ORDER YOUR COPY TODAY!
Get 43 MSA Knowledge Standards Self-assessment Tools on 1 CD!
ONLY $19.95
L
ooking to develop a training and education plan for your retail staff? Want to build your own cultural commerce skills to the highest level?
Use this handy CD to rate your professional skills and measure personnel proficiency. At a glance you’ll be able to evaluate the areas within each of the eight Knowledge Standards where you can improve and identify future learning opportunities.
TO ORDER, CALL MSA AT (303) 504-9223 OR GO TO WWW.MUSEUMSTOREASSOCIATION.ORG.
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