Museum Store Summer 2012 by Museum Store Association

w w w. M u s e u m Sto r e A s s o c i at i o n .o r g Summer 2012 / $15

Knowledge is Power

| 30

MSA Conference Recap

| 37

Annual Report

Summer 2012

Museum Store helps cultural commerce professionals operate more effectively, find sources of museum-quality products and contribute to the missions of their institutions.

Volume 40

Beverly J. BA rsook

COMMuNICAtIONS StAFF stepHAnie peters

communications EDitor

kAtHy CisAr communications anD officE assistant

syBil FAurer

DatabasE aDministrator

ADriAnA HerAlD sEnior managEr for mEmbErship anD programs

confErEncE & Expo sErvicEs coorDinator

JenniFer AnD erson officE aDministrator

Knowledge is Power Celebrate your unique offerings, educate your sales staff and fill the gap in a way that other local retailers don’t. By MArge D. HAnsen

ADMINIStRAtIVE StAFF

ClAire leMAster

Holiday Gifts & Buyer’s Guide Browse our latest buyer’s guide and gear up for the upcoming holiday season. By April Miller

sEnior managEr for communications

BriDget Du MMett

Issue 2

Features

MSA StAFF ExEcutivE DirEctor

mEmbEr & EDucation sErvicEs coorDinator

What’s the Big Idea(s)? Discover tips, tools and great advice from the 2012 MsA Conference & expo. By tHe MsA CoMMuniCAtions DepArtMent

C AnDrA HenDriCks

2011–2012 MSA Annual Report read MsA’s financials and a summary of the Association’s achievements, plus get a snapshot of our members and affiliates.

SKIES AMERICA PuBlISHING COMPANy

Departments

art DirEctor

JACquelyn Merrill EDitor

reBeCCA oster BACH aDvErtising

President’s Message Change is a constant—embrace it and prosper!

Executive Director’s Message Adapting is good…but hard.

Knowledge Standards Q&A How do we ensure an appropriate selection and quantity of merchandise?

MAry petillo proDuction managEr

CinDy pike circuLation

Allen nelson HOW tO CONtACt uS E-maiL: speters@museumstoreassociation.org please provide your full name, location and institution or company name. 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

aDvErtising: Mary petillo: (503) 726-4984 maryp @skies.com

By lAuren sAlAzAr

Strategic Management What museum stores are doing now about toy safety. By CAtHerine neWton

Customer Relations Building customer loyalty through discounts and special offers.

Museum Store magazine (issn 1040-6999) is published quarterly by the Museum store Association.

By AnDreW AnDoniADis

postmaster: send address changes to Museum store Association 4100 e Mississippi Ave, ste 800 Denver, Co 80246-3055

Operations Advice for the top challenges faced by today’s museum store managers. By trACi rylAnDs

43 44 45 46

© 2012 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. MsA and Museum store Association are registered in the u.s. patent and trademark office.

Cover image: istockphoto.com/©gudrun Münz

New Vendor Showcase Product News Vendor Focus/Advertiser Index New Releases SUMMER 2012 | MUSEUM STORE

| president’s message |

Change is a Constant EMbracE it and proSpEr!

| by elizabeth ricker

t was so very good to see many familiar faces as well as new ones, at the MSA Conference this year, held in New Orleans. There were terrific speakers, great shopping at the Expo and Members Market, wonderful opportunities for networking, and the food was amazing. I found myself thinking of my first meeting in 1985 held in Buffalo, N.Y., and how much change we have seen over the years in the Conference itself. Change was one of the themes I heard over and over at the event. Whether talking with members, vendors or speakers, change was a constant: change in the way our customers shop, change in the way we access information, changes in the way we reach out to our customers and change in the way we search for merchandise. It seems that the only thing that doesn’t change is the need for us to work smarter, harder and faster. Recently, I saw a quote by Mark Sanborn, a leadership guru, which now lives over my desk: “Your success in life isn’t based on your ability to simply change. It is based on your ability to change faster than your competition, customers and business.” How often are we unwilling to change because we fear the consequences of that change? Whether it is a new piece of merchandise, a new method of tempting customers into your store, a new way of presenting information to your supervisors, president or director, or a move

across country to tackle a new store—don’t let change frighten you; embrace it and see what wonderful opportunities occur. Think about all the changes in MSA over the years, such as opportunities to share information and exchange ideas and the Association website. There was a time one had to drag out a member directory and take the time to call other store managers to get info; now we just ask on ShopTalk and the responses appear. Next year’s conference will be held in Los Angeles—and MSA is planning more changes for this meeting. Will you be there? Will you be able to connect with your peers and network and see the vendors and make the connections? We hope so. As the economy is changing, slowly, for the better in so many regions of the country, we hope more members will be able to come, share their experiences and engage their peers. As your new president for the next year, I intend to continue the regular conference calls to your chapter officers updating them on the board activities. Feel free to contact me at bricker@naturalhistoryfoundation.org if you have questions or concerns.

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

Elizab E th r ick Er new Mexico MuseuM of natural History and science albuquerque, n.M.

first vice President

Stac E y Stachow wadswortH atHeneuM MuseuM of art Hartford, conn.

second vice President

b arb ara lE n hardt tHe joHn f. kennedy center for tHe PerforMing arts wasHington, d.c.

secretary

j anic E w rhEl georgia o’keeffe MuseuM santa fe, n.M.

treasurer

c and ac E allEn MuseuM of new Mexico foundation sHoPs santa fe, n.M.

directors at large

g loria roSEnau- StE rn

Elizabeth Ricker bricker@naturalhistoryfoundation.org

Minnesota Historical society/ sPlit rock ligHtHouse two Harbors, Minn. -and-

j uliE StE in Er tHe barnes foundation PHiladelPHia, Pa.

MuseuM store | suMMer 2012

August 24 – 28, 2012 Frankfurt, Germany

Time for business – time for trends The latest interior design styles, fashionable home accessories, attractive gift ideas and jewelry – everything for your autumn, winter and Christmas trade and a preview of the trends for the coming spring season. More than 2,000 exhibitors from all over the world, innovative design areas and special inspirational presentations: Tendence – the trade show highlight of the second half of the year for the home and gift markets. tendence.messefrankfurt.com info@usa.messefrankfurt.com Tel. 770.984.8016

| executive director’s message |

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Adapting is Good... But Hard what does the future hold for our conference? by beverly j. barsook

imes have changed. We all know that. Turbulence in the world economic environment really has trickled down to all of us. The trends are towards an aging society, rising expectations from consumers, and the ongoing impact of technology on our working and personal lives. Environmental concerns also continue to grow. These trends are influencing everything and that includes association meetings. One recent report called it “the perfect storm.”

Set aside the usual stuff about how many workshops there are and on what topics and when, and tell us what really keeps you up at night and what is a big problem you have that MSA could help you solve during your visit to Los Angeles. All associations are under extreme pressure to cut costs and there is a corresponding pressure to raise prices. Vendors of meeting services continue to push prices up. Many of these costs are hidden from a conference participant’s

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What would make the L.A. event a compelling and quality experience for you? Let’s design that event. We always ask those who attend the MSA Conference what they thought of the experience. Notice the focus on the past. Fair enough. But we really should be asking what you want and what you value for the next meeting. We need to focus on the future. We know we are competing for your time. We all do more with less and less and less. So now is the time to ask all of you who attend the MSA Conference and those who don’t, but might, what exactly is it that would give you the best experience? We have committed to making significant changes for the 2013 meeting in Los Angeles. This is a city very rich in resources. It is the place to see what is coming next. What would make the L.A. event a compelling and quality experience for you? What kind of educational experience do you want? Let’s design that event.

MuseuM store | suMMer 2012

view, but they are very real to the organizer. What would you give up to get a better experience at the MSA Conference? Should the event be shorter? What should we cut? What can you live without? What would you trade off? What are your learning priorities for Los Angeles? We need to think long term here and now, not next year, about what is sustainable over the long term and how we can start some experimentation in Los Angeles. We might make something we love or we might make something we hate, but that really is the nature of change isn’t it? Email bbarsook@museumstoreassociation.org and tell me what you think. Have a great summer and start thinking about L.A. now! Beverly J. Barsook bbarsook@museumstoreassociation.org

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THE 58TH ANNUAL MSA RETAIL CONFERENCE & EXPO Los Angeles | April 13–15, 2013

The 2013 MSA Conference & Expo will provide a completely new experience for attendees. Come along as we move outside the usual meeting format to learn about the latest trends, immerse ourselves in the culture of Los Angeles and interact on a whole new level. It’s like nothing you’ve experienced before!

www.MSAmeeting.org

1 .0 MER CHAN D I S E P L ANN I N G

How do we ensure an appropriate selection and quantity of merchandise in our stores?

According to MSA’s Knowledge Standards, Merchandise Planning is defined as creating a plan for the purchase, development and display of merchandise. The store plays an integral role in any institution. We have an opportunity to continue the institution’s branding, to reinforce the mission, to extend the visitor engagement and to generate revenue. The strategy to achieve this tall order can be summed up in effective merchandise planning. Here are some tips to accomplish this: • Know your institution’s collection, exhibitions, events, programming and mission. Awareness of these can provide the framework to your plan. • Understand Unrelated Business Income Tax (UBIT). According to IRS guidelines on UBIT, your institution must pay taxes on income generated from sales of products unrelated to your institution. Knowing what’s appropriate for your institution will guide your purchasing decisions. • Utilize a purchasing plan such as open-to-buy (OTB). How do we control purchasing to ensure an adequate level of inventory? Necessary steps include: gathering and analyzing sales data; forecasting sales based on past performance, seasons, upcoming event, exhibitions, etc.; determining the appropriate stock to have on hand; and finally, defining the dollars available for purchases. Monitor and adjust the OTB monthly, seasonally and/or yearly. You can build one OTB to cover all merchandise purchases, or create one for each category and season. • Create what you can’t ﬁnd. Sometimes we can’t always find what we need. Knowing your audience, collections and events will help to determine what you need to create. Product development is not for every institution but it can bridge that gap between what you need and what you can’t find. • Craft a pricing guideline. Once you have the merchandise in hand, you need to price it to sell, to price it for appropriate margins and to price it for what your market will bear. It can be helpful to set up guidelines overall or by category. • Create and implement a visual merchandising plan. Create a yearly plan tied to events, exhibits, holidays and seasons. Present the merchandise by category or create display stories tied to an event, holiday or season. Lauren Salazar is the head of merchandising for the Hillwood Estate, Museum & Gardens, Washington, D.C., and has been a long-time member and past board president of MSA. She is also on the Education Task Force, which developed MSA’s Knowledge Standards Program. For more information, visit www.MuseumStoreAssociation.org.

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wspratling.com SUMMER 2012 | MUSEUM STORE

strategic management

Toy Safety what museum stOres are dOing nOw.

| BY catherine newton

ur mission is families, and their safety is our utmost concern,” says Carol Toth, buyer and product development manager at The Children’s Museum of Indianapolis. “We feel responsible for selling safe products.”

“

New government requirements should help Toth and other museum store managers sleep better at night, knowing that children’s toys and other products are being tested for safety and labeled for age appropriateness. Last January, the U.S. Consumer Product Safety Commission (CPSC) began enforcing a requirement that manufacturers and importers must third-party test and certify children’s products for compliance with safety rules governing total lead content, a ban on certain phthalates (a chemical used to make plastics and other materials more flexible), and toy safety standard ASTM F963-08. Similar requirements have been in effect since 2010 for lead paint and small parts that present a choking hazard for children under 3 years of age. Manufacturers and importers must now provide a Children’s Product Certificate (CPC), which identifies the product, the rule or standard that governs it, and the third-party lab where the product was tested. (Some products are exempt from third-party testing, such as products made from natural materials like untreated wood and certain products made by qualifying small-batch manufacturers.) In addition, a permanent tracking label must be affixed to children’s products, so they can be traced if a problem develops. 10

MuseuM store | suMMer 2012

istockphoto.com / ©Jovan nikolic

Changes in the law

the role of retailers

Practical tips

What does all this mean for museum store managers? Neal Cohen, small business ombudsman in the CPSC’s Office of Education, Global Outreach, and Small Business, explains. “Although the law and resulting liability basically flow to manufacturers and importers, retailers also have an important role. The retailer is responsible for reporting safety concerns and for making sure the products they buy have the required Children’s Product Certificate and tracking label.” At the Virginia Aquarium in Virginia Beach, Marie Napoli, director of retail, keeps copies of such documentation. A statement on the store’s credit sheet also notifies vendors that they must supply a letter of compliance stating that their products meet current safety regulations. George Brzezinski, director of visitor services at the Children’s Museum of Pittsburgh, maintains similar records and also asks vendors to provide proof of product liability insurance. Without this insurance, the vendor may lose his sale.

Brzezinski, Napoli and Toth offer these other tips: • Choose vendors carefully. Look for established vendors with a track record of stability and reliability. Brzezinski and Napoli note that a vendor’s affiliation in MSA also is a plus. “MSA affiliation doesn’t answer all the questions I have about a vendor, but it’s a place to start,” Brzezinski says. Toth relies on sales reps she knows and trusts. “They are very knowledgeable about the safety of the products in their lines,” she observes. “And, I have a person to go to if there’s a problem.” • Involve everyone. Toth expects her staff to bring potentially unsafe items to her attention, starting with warehouse personnel. “They let me know if they see a problem, and I might return the product before it ever comes into the store,” she says. The museum’s marketing department

alerts Toth if they see news related to product safety, and she subscribes to CPSC email alerts. (See sidebar.) If an item is recalled by the CPSC, Toth posts the recall by the cash register and requires staff to initial that they read the notice so they are prepared to answer customers’ questions and provide the manufacturer’s contact information. • Think about layout. Napoli arranges all merchandise—whether intended for kids or adults—so small items are out of the reach of little ones. Toth says that nothing in her store is accessible to young children unless it passes the choke-tube test— and she recommends having a choke tube in the store to check items. She might set out a marble maze, but not the marbles, and she keeps all jewelry behind the counter. • Rely on your judgment. Napoli was excited to find small magnetic balls because she knew that teenage boys

would love to play with them, but decided to take them off the floor when her staff raised concerns about a baby swallowing one. Toth stays away from rocket toys even though they might be safe for older children. She also stopped carrying items with latex because of potential allergies, and she discontinued a craft that specified an electric oven. “The label warned not to use a gas oven or microwave, but I didn’t want to take

the chance that customers wouldn’t read the label,” she says. Brzezinski sums up the challenge. “We want children to explore, but we must be careful that the products we sell are safe. I ask myself, ‘Would I be OK if my child played with this item?’” Catherine Newton is a freelance writer based in Denver, Colo. She last wrote about marketing your museum store to travel groups for the winter 2011 issue of Museum Store magazine.

Helpful Resources • See a sample Children’s Product Certificate: www.cpsc.gov/cpsia • Sign up for email alerts: www.cpsc.gov/cpsia (regulatory updates); www.cpsc.gov/smallbiz (small business updates); https://www.cpsc.gov/cpsclist.aspx (recall alerts) • Check CPSC-accepted third-party testing laboratories: www.cpsc.gov/labsearch • Find registered small-batch manufacturers: www.saferproducts.gov/SmallBatchManufacturers/SBMPublicList.aspx • Report a safety issue: www.saferproducts.gov

suMMer 2012 | MuseuM store

customer relations

Designing a Customer Rewards Program building cusTomer loyalTy Through discounTs and special offers.

MuseuM store | suMMer 2012

istockphoto.com / ©Jpgiam

he first step towards deciding how, or even if, to start a customer rewards program is to determine what you hope to achieve and who will be the target demographic of the effort. Most large commercial retail store rewards programs are designed to gather, constantly update and aggressively use personal information for marketing purposes. The lure is discounts in a wide variety of forms including lower prices, free gifts and points that can be redeemed for products. The programs can be described as a form of a bait and switch where consumers are enticed with incentives and then refocused on products with hefty margins. All this takes sophisticated software that tracks customers and their purchases so the next offer is more attractive than the last. When evaluating the potential of museum store rewards programs, the upside is less dramatic. The methods used are typically less sophisticated and the goals are more aligned with providing a congenial “thank you” for being a repeat customer rather than aggressively manipulating the customer to buy more. Although software to help track retail purchases and coordinate that data with membership is improving steadily, the vast majority of museums do not have the financial resources and staffing to gather the data and plan sophisticated and coordinated marketing programs, including linking to social media like foursquare. So, for whom and how can a museum store rewards program work? The best bricks-and-mortar target customers include: • Members • Staff • Volunteers

| by andrew andoniadis

brand and these customers can be influenced to consider the museum store for future purchases. I recommend to initially build a lowcost, low-maintenance rewards program that can become more sophisticated, and more effective, as financial, software and staffing resources are available. The program can initially be focused on destination shoppers but the same strategy will also affect museum-oriented groups.

A reasonably deep discount on a product or next purchase is probably good enough to get attention while not depleting the profits generated by the purchases that triggered the reward. • Other museum stakeholders • Local destination store customers Building loyalty is not a major issue with the first four mentioned above or similar museum-affiliated groups. These groups are generally already loyal, but the effort by the museum store may generate additional purchases in the future or keep a figurative warm blanket around this important group of customers who, even without a rewards program, account for a disproportionate percentage of sales. It isn’t clear, however, what percentage of these rewards-encouraged purchases are sales that would have been made anyway without providing discounts. For these customers the reward is frequently viewed more as an appreciated incremental “thank you,” not so much as an incentive. In my view, the real increased sales potential is with local destination shoppers. Even though they are less loyal to the museum and may have other at least similar stores to choose from, a rewards program can spread and reinforce the museum’s

What can be included in a core rewards program? First, regardless of resources, you should remember that your institution is a museum first and that the store only has a supporting, albeit important, role. Second, when designing a rewards program, generally keep it simple and straightforward. The purpose is to keep loyal customers happy and coming back and doing so requires relative ease of execution. Not having the software to automatically keep track of purchases and progress towards earning a reward should not stop you from starting a program. At its most basic, the program can use cards that you stamp or punch with distinctive graphics to record progress but are kept by the customer in their possession. Don’t take responsibility for accounting for the program or safekeeping the cards unless you are ready to address claims that purchases have not been recorded properly or cards have been lost. As you plan the program, decide in advance how you will handle others besides the cardholder using the reward card.

The cards can be offered to whomever you want using broad or restricted criteria that you establish. Unless you plan to track sales by person and do something with that information, you don’t have to have customers register to participate. My wife and I have a favorite Thai restaurant that has a simple program of stamps on an unregistered card. If we have forgotten a card that recorded meals from previous visits— we may have two or three cards going at one time—they allow us to combine cards to meet the 10-meal reward trigger. Often a lot of time is spent on the mechanics of the customer interface but too little on the reward’s financial impact. Generally, most museum stores do not have deep margins so the reward needs to strike the balance between being enticing and financially responsible. A free selection of some kind after triggering the reward may, in many instances, be too generous. A reasonably deep discount on a product or next purchase is probably good enough to get attention while not depleting the profits generated by the purchases that triggered the reward. Customer surveys reveal that savings are valued more than a free gift. To maximize the impact of any type of rewards program, the associated marketing must be proactive by offering and then reminding customers about the program and promoting reasons to come in. Otherwise, without promotion, the rewards may build too slowly leading to ho-hum feelings and even forgetting about the program. To take the marketing to the next level, additional discounts and special offers can be made to customers who provide their email address. Andrew Andoniadis is the principal in Andoniadis Retail Services, a consulting firm that has specialized in revenue-generating strategies for museum stores for 20 years. He can be reached at (503) 629-9279, Andrew@MuseumStoreConsult.com or www.MuseumStoreConsult.com. Andoniadis Retail Services is a Champion Level Sponsor of the 2009 MSA Retail Industry Report.

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SUMMER 2012 | MUSEUM STORE

operations

Advice From the Experts top challenges faced By today’s museum store managers.

hile some challenges are timeless for museum store managers, others are products of the times. Regardless of their nature, it’s how you tackle those challenges that can determine future success.

Boutique-style museum store versus big box store While some view this face-off as a David-and-Goliath-type battle, museum store managers can learn a lot from large chain retailers while taking advantage of being a unique shopping destination. Having worked for retailers like Nordstrom and Adidas, Nicole Leinbach Reyhle knows how big box stores operate. As founder of Retail Minded, she uses that wisdom to help indie retailers succeed. She says museum store managers should observe the common practices of larger chain stores. “When checking out, think of all the things they distract you with,” she says. “For example, look at water. Water is a need. Hunter Museum of American Art, Chattanooga, Tenn.

| by traci rylands

That’s a purchase people might make while waiting in line because they’ve just spent a few hours in a museum and they’re thirsty.” Reyhle suggests taking a second look at your store register’s cash wrap as a strategic area for affordable yet attention-grabbing items. “Focus on items under $1, under $3, under $5 and under $10. An under $1 item can be a single piece of chocolate wrapped like a gold coin.”

some museum stores and it’s cluttered. The eye doesn’t know where to go first.” At the same time, museum store managers can capitalize on the pluses of their store’s smaller size by offering one-ofa-kind items unavailable at the large chain stores, such as Fair Trade products. “The nice thing about museum stores is they have very specialized products you can’t get anywhere else except there,” McAlonie

Take a second look at your store register’s cash wrap as a strategic area for affordable yet attention-grabbing items. Another insight worth remembering is that less is more. According to Thinking Outside The Square design firm Vice President Brian McAlonie, even a large retailer like Target works this to their advantage. “You walk into Target, with its wide aisles and open sight lines—they don’t merchandise over a specific level or have category signage. And yet it’s a department store. Walk into

points out. “The goal is to give those products special placement. It’s really about making things look precious and unique, which can involve lighting, placement on shelves and where it’s located in store.” McAlonie advises museum store managers to view their store’s uniqueness as an asset. “There’s only one type of your institution. There are many history museums, yes, but they’re all different and have different missions. That’s the pearl they need to hang their hat on.”

to tweet or not to tweet Many museum stores have websites but their presence on Facebook, Twitter and Pinterest is still evolving. Some store managers may question whether or not to invest their time in social media. Seeing how their store can directly benefit from using social media can answer that question. Miriam Works of Works Consulting sees this often. “For some clients, it takes demonstrating the power of social media to get their buy in,” 14

MuseuM store | suMMer 2012

she says. “But once they have taken advantage and immersed themselves in it, they realize it’s the way to communicate with the audiences of this generation and the next.” Taking advantage of the store staff ’s experience can be helpful in getting a social media presence going. “That’s part of finding out what your staff and volunteers possess in experience and skills,” Works adds. “You may not know how to do it but they might.” Reyhle says that while social media is a valuable tool, it’s crucial for museum store managers to be realistic about their limitations. “It’s time consuming,” she points out. “Don’t be scared to pick one [form of social media] and do it very well. I’ve told clients if you can’t do it, own that and move on. It’s worse if done badly, such as having a Facebook page that hasn’t been updated in a year. That tells customers you’re not paying attention.” While social media may not be an option, involving guests in special social activities at

your store may boost foot traffic. McAlonie notes, “It’s a social thing to go to a museum now with a group of friends or family, so you have to think in social ways. Consider hosting a cooking demonstration in the store, maybe a trunk show or a book reading. Invite one of the curators to give a talk about the current exhibits. A lot can be done with a little bit of money.”

paying for help Finally, a continual challenge museum store managers face is determining whether or not to hire a consultant or expert when they need help. With budgets shrinking, some think it’s an expensive option that’s out of reach. Works says to consider reaching out to a consultant, even on a limited basis. “It’s okay to ask for help. Sometimes if you reach out to someone on the phone and say can I have just a half hour of your time, nine times out of 10 they will say okay.” McAlonie suggests being as up front

as possible. “They should be calling a consultant and saying, ‘I have this much money to spend, here’s my problem, what can we do within that budget?’ I wish more museum store managers would do that but they’re just afraid it’ll cost a lot of money.” If expense remains a factor, free help might be in your own backyard. That could mean connecting with your local college to offer unpaid internships to students with social media skills. Untapped potential also exists in the store’s institution itself. “Say you need help with your financials,” McAlonie says. “Someone on your museum board may have accounting experience and can go over your books. Develop a greater relationship with museum management. When upper-level management sees the viability of the store, purse strings may start to open up.” Traci Rylands lives in Atlanta, Ga., and last wrote the article, “Out With the Old…” that outlined how to manage excess inventory in the winter 2011 issue of Museum Store magazine.

suMMer 2012 | MuseuM store

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MuseuM store | suMMer 2012

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MERCHANDISE PLANNING

By April Miller

f it makes shoppers happy, vendors expect that this year, they’re going to buy. “Consumers are ready to toss the recession aside and spend on themselves. We’re not talking about excessive spending, but more along the lines of comforting gifts,” says Corey Silverman, owner/ partner at C & H Glassworks, Lakewood, Colo. “Shoppers will be interested in items that wow them and make them smile every time they look at them.” Manufacturers suggest cultural commerce retailers prepare by ordering early and buying deep. “Our retail outlet sales are already up [this spring]—yes, on holiday merchandise!” says Mackenzie Jeans of Allport Editions Greeting Cards in Portland, Ore. “If you think an item has the potential to sell well, get as much as you can.”

And don’t feel that you have to discount to close the sale. “If your products are special and unusual, people will be willing to pay a bit more for them, especially if the atmosphere in your store makes them feel special while they shop,” says Cate Bell, owner of San Diego-based Found Image Press. Extend that in-store ambiance to your online presence. Are your Facebook page, website and email blasts up to date and engaging? Have you ventured into using Twitter and Pinterest? “Get your store’s name out there where the public is chatting and sharing information,” recommends Ramona Pariente of Safari Ltd., Miami Gardens, Fla. As you gear up for the holidays, browse our latest buyer’s guide: suMMer 2012 | MuseuM store

HOLIDAY GIFTS & BUYER’S GUIDE [1]

The Boeing Store’s handbag captures the spirit of Rosie the Riveter and showcases an original Boeing archival image of its own “Rosie the Riveters” working in the company’s World War II-era factories. Made of durable polyurethane, it features two carrying straps and a top zipper closure.

[4]

[5] [2]

Cheeky Monkey from Gryphon Games provides two to six players with hours of hilarious entertainment. Draw animal chips from the monkey bag in this press-your-luck game but don’t be too cheeky or you’ll lose them all! Special rules for ages 4 to 6.

[3]

Each “Fun with History” activity book from Carr Enterprises includes puzzles and games to challenge children to find facts, learn about historical figures and explore history. There are 12 titles in

[6]

More than 90 styles and sizes— including this Top O’ the Mornin’ mug shown in sunfire red—are offered from Sunset Hill Stoneware. Made in America, the hand-crafted pieces can be customized with a logo and then decorated in a variety of glaze colors. Each of C&H Glassworks’ handblown ornaments—made by artists at the Lakewood, Colo. studio— includes sculpted patterns that are applied to the round surface while it’s hot. All of the company’s ornaments include a luster finish that produces a classic acid-etched look to the glass. The new sea stone series from JenS Designs features the designer’s one-of-akind process whereby pearls and precious stones are set directly into sea stones to show their maximum reflection.

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Pendants, earrings, brooches and paperweights are also available from the Portland, Maine-based jewelry designer.

the series, including: Inventors, The American Civil War and Lighthouses.

[7]

Safari Ltd. awakens the legend of the Greek mythological Hydra out the swamps of Lerna and back to life with this new piece that measures 7.5"L x 4.5"H. For children ages 3 and up. All products are 100 percent guaranteed and phthalate- and lead-free.

[8]

Five new Sketch & Go drawing kits— created for artists of all levels— are available from General Pencil Company. Each kit contains artist pencils, pencil bag, drawing journal, eraser, sharpener, pencil point protectors, and a how-to-draw project booklet. Great for travel, nature drawing and hiking.

[9]

In the Garden, featuring original painted songbirds and hummingbirds, is Arbor Vitae Cards’ newest collection.

Hand silk-screened apparel and totes with the likeness of artists such as Van Gogh, Monet, Degas, Renoir, and more. A quality piece for the competitive retail market.

3 0 4 - 7 2 4 - 8 7 5 1 â&#x20AC;˘ W W W. B R E E K E . C O M

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MuseuM store | suMMer 2012

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Cards are 5.5" x 4.25", blank inside, printed in the U.S.A. and wholesale for $6 for a box of six (each contains two cards each of three different designs).

that were available during the 17th century. Treats range from a chocolate block to chocolate sticks, as well as a finely grated chocolate drink.

[10] One-of-a-kind, handmade pieces— earrings, pendants, bracelets and more—are available from Mata Ortiz to You. Each piece combines the stories of the past with the fine workmanship of today. Certificate of authenticity plus a story card included with every item.

[16] With Funnybone Toys’ Array, players connect the cards to build a beautiful array of colors that offshoot in two, three or four directions. Build the largest array of color you can to win. Each game includes 70 array cards, 12 action cards and illustrated rules.

[11] This American-made, double-sided pewter ornament from Heritage Metalworks depicts a custom scene created for Oregon’s Timberline Lodge gift shop. Custom logos and designs can be applied to key chains, glassware, wind chimes, knives, desk accessories, bottle stoppers and much more.

[17] Galison’s new line of party accents includes the Treetop Birds pattern. Place cards, party picks, stickers and decorative garland add to one’s holiday entertaining. Bird and stocking-shaped notecards, as well as embellished holiday cards, coordinate with the party supplies. Available separately or assorted.

[12] This new patriotic bud vase from David Changar is hand-crafted in New York City and made from stoneware clay. The functional piece is available in three colors: classic red, white and blue; festive blue; and deep patriotic blue. Wholesales for $14. [13] Allport Editions’ new design, Season’s Magritte-ings, joins the company’s mix of art-oriented and witty designs. Others pay homage to greats such as Cezanne, Monet, Van Gogh and Warhol. Each box includes 15 cards/ envelopes. All cards are sustainably produced and made in America. [14] Artwear LLC now offers printing of full-color images that cover both sides of a t-shirt. Using white American Apparel and SubliVie 4.5-ounce shirts, the company’s soft shirt sublimation printing will not crack, peel or flake. Artwear is offering special MSA pricing. [15] American Heritage Chocolate, manufactured by MARS, Inc., produces authentic Colonial chocolate products using only ingredients

[18] The monkey paperweight, designed by Kataro Shirayamadani in 1926, assisted in the return of Rookwood Pottery to Cincinnati in 2004. The company provides artisan-quality products such as art tile, art pottery, corporate gifts and special commissions under its original Rookwood trademarks.

HOLIDAY GIFTS & BUYER’S GUIDE by Baskets of Cambodia. The Fair Trade company has been in business since 1996. Its line of women’s accessories include shoulder bags, totes, backpacks, make-up bags and more. Winner of the 2012 MSA Buyer’s Choice Award for Eco-Friendly products. [22] Postcard booklets and easel desk calendars from Found Image Press feature vintage images from the company’s archive. Its product development program allows you to use your own images, text and logo. Blank notecards, postcards, boxed notes and magnets also are offered. [23] This new holiday series from Solmate Socks features cheerful patterns including snowflakes and pinecones. Coordinating (but mismatched) hats, scarves and mittens also are available. All are knitted in America with recycled cotton yarn. The company is an official Vermont Business Environmental Partner.

[19] Maple Landmark Woodcraft has obtained the license to the “Peterson Field Guide to Birds of North America” images that can be used on ornaments and other products. From more than 1,000 images, buyers can choose the one that best fits their region or exhibit.

[24] Esprit Creations’ glowing labradorite pendant and earrings are consciously made and meticulously artisan handcrafted with high-quality natural gemstones sourced from around the world. The family-run wholesale distributor of fine sterling-silver jewelry has been offering buyers wearable art since 1993.

[20] Each piece from William Spratling is an original Spratling Silver reproduction design, made with solid sterling silver. Some also include exotic woods and semi-precious/precious stones. All designs are produced under the supervision of the Ulrich family— the only producer of his designs.

[25] Heroes of the past—such as Abraham Lincoln, Rosa Parks and Helen Keller— are reinvented into modern-day rock stars on History to a Tee’s line of 100 percent organic t-shirts. The line, handprinted in New York City, continues to grow with additional historic figures. Custom orders welcome.

[21] Saraye “Tatami Style” purses are designed, manufactured and distributed

[26] Custom ornaments, keychains, magnets, bookmarks and more are available SUMMER 2012 | MUSEUM STORE

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MuseuM store | suMMer 2012

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HOLIDAY GIFTS & BUYER’S GUIDE

FUNNYBONE TOYS™ SMART BRAIN, BIG HAT

from Dear LaserWorks. The familyowned business, based on Maryland’s eastern shore, uses wood grown in the Pacific Northwest. They offer buyers low minimums and a starter package to try all products at once.

Introducing our “Color Series” games, including Spectrix™: A Classic Card Game Designed for Color Lovers of All Ages; Array™: Splice, Slice, Splatter & SLAM Your Opponents Right Out of the Game; and CUBU™: Where Visual Illusion Leads to Confusion. Ages 8 to adult. Email: info@funnybonetoys.com www.funnybonetoys.com Toll Free: 855-386-2663 Fax: 303-388-1039 See us at NY Gift Show #5622!

[27] Handmade art glass ornaments from Glass Eye Studio are available in three styles: heart, raindrop and round (not shown). Made in the United States, the Holiday Swirl collection works great year-round: Use them as suncatchers, garden décor, wedding gifts and to decorate a Christmas tree. [28] David Chandler’s The Night Sky is a two-sided planisphere with minimal distortion. Use it as a tool to recognize constellations and begin to find deep space objects. “Exploring the Night Sky with Binoculars” is a companion to the planisphere and an introduction to observational astronomy. [29] 3-D postcards, bookmarks, rulers and magnets from Authentic Cards are available in a variety of images—from planetary science and space imagery to dinosaurs, North American wildlife, flowers and holiday themes. Winner of the 2012 MSA Buyer’s Choice Award in the Paper Products category. [30] “Build the Bones Whale,” available from EDC Publishing, is an interactive book that allows children to build their own blue whale skeleton using the book’s press-out pieces. Instructions provided. Kids will learn which whale is known for its song and many other interesting facts. April Miller is a Cleveland-based freelance writer and editor. A regular contributor to Museum Store, she last wrote the Books & Educational Products Buyer’s Guide in the spring 2012 issue.

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SUMMER 2012 | MUSEUM STORE

RETAIL BUYERâ&#x20AC;&#x2122;S GUIDE

Lifeâ&#x20AC;&#x2122;s too short for matching socks.

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Mismatched socks for adults, kids & babies. Crafted with care in the USA with recycled cotton yarn.

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American Heritage Chocolate www.AmericanHeritageChocolate.com (800) 800-7046 See our ad on page 47 Arbor Vitae Cards www.arborvitaecards.com (918) 557-4290 See our ad on page 24 Artwear LLC www.digitalartwear.com (954) 916-7351 See our ad on page 2 Authentic Cards www.authentic-cards.com (805) 845-3600 See our ad on page 29 Baskets of Cambodia www.basketsofcambodia.com (866) 774-8800 See our ad on page 9 The Boeing Store www.boeingstore.com (206) 544-4915 See our ad on page 11 Carr Enterprises www.fun-history.com (202) 342-0145 See our ad on page 36 C&H Glassworks www.chglassworks.com (303) 274-0643 See our ad on page 43 David Changar www.davidchangar.com (718) 842-6362 See our ad on page 44 David Chandler Company www.davidchandler.com (559) 539-0900 See our ad on page 35 Dear LaserWorks www.dear.com (410) 417-7360 See our ad on page 6 EDC Publishing www.edcpub.com (800) 475-4522 See our ad on page 15 Esprit Creations www.espritcreations.com (352) 316-6130 See our ad on page 13

MuseuM store | suMMer 2012

Found Image Press www.foundimage.com (800) 927-3722 See our ad on page 6

Explore the wonders of land, sea and the heavens in glass.

New designs for summer 2012! Morning Glory Romance

Funnybone Toys www.funnybonetoys.com (855) 386-2663 See our ad on page 23 Solar Storm

Galison www.galison.com (212) 354-8840 See our ad on page 13

Shooting Star Riverbed

General Pencil Company, Inc. www.generalpencil.com (800) 537-0734 See our ad on page 32 Glass Eye Studio www.glasseye.com (800) 537-6961 See our ad on page 25 Gryphon Games www.eaglegames.net See our ad on page 25 Heritage Metalworks, Inc. www.pewter.com (800) 336-0829 See our ad on page 13 History to a Tee www.historytoatee.com (646) 285-2537 See our ad on page 35 JenS Designs www.jensbythebaydesigns.com (207) 400-6159 See our ad on page 35 Maple Landmark Woodcraft www.maplelandmark.com (800) 421-4223 See our ad on page 36 Mata Ortiz to You www.mataortiztoyou.com (520) 744-0639 See our ad on page 23 The Rookwood Pottery Company www.rookwood.com (513) 381-2510 See our ad on page 35 Safari Ltd. www.safariltd.com (800) 554-5414 See our ad on page 48 Solmate Socks www.socklady.com (802) 765-4177 See our ad on page 24

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HUMAN RESOURCES

KNOWLEDGE IS

PoWEr

CELEBRATE YOUR UNIQUE OFFERINGS, EDUCATE YOUR SALES STAFF AND FILL THE GAP IN A WAY THAT OTHER LOCAL RETAILERS DON’T. BY MARGE D. HANSEN

o give customers what they want and validate that your store is an exceptional resource for future purchases demonstrates the height of persuasion and is the heart of effective selling. A capable, educated sales staff that can identify the unique selling proposition (USP) of your store helps build the brand, promotes your selection of specially sourced products and enhances the shopping experience for each customer. Back in the 1940s, Rosser Reeves, a highly successful advertising executive, coined the term USP and deﬁned it as a concise, straightforward statement of why your product is better than the competition’s product. Over the decades, the term has become popular in other industries and evolved into a positioning statement that many feel is the key to a winning and lucrative marketing effort. As a small business—and in some cases not-so-small business—positioning your museum store as the premier source for select merchandise can set your operation above the competition. Your store has the potential to differentiate itself as the place in town and for some customers the only place to discover truly distinctive products with the added value of a knowledgeable staff that extends the shopping experience to a learning experience.

KNOWLEDGE TRANSFER

t The J. Paul Getty Museum in Los Angeles, Calif., 29 lead/keyholder senior associates and sales associates work the stores at the Getty Center and the Getty Villa in Paciﬁc Palisades. “The management team and buyers provide the more formal training for new staff, providing ongoing information and updates via daily meetings with sales staff each morning before the store opens,” says Chloe Simon, museum store manager. “Buyers regularly talk about new books and merchandise as they arrive in the store, attending daily sales ﬂoor staff meetings to share information on how new items are displayed, and relevant details and

selling points for the merchandise. This information is also conveyed in email form to be covered in future meetings with staff who may not have been there for the presentation. Such information is kept in a binder for easy reference.” A less formal approach is taken on the sales floor. “Each senior associate leads a team of sales associates who focus on a particular merchandise category. While all sales associates are expected to attend to every aspect of merchandise and sales, having an area of expertise allows each associate to be more invested in their job, and they can take pride in providing support and assistance to their fellow associates, as well as customers,” Simon adds. “Managers and buyers are always readily available to assist with questions as they arise, and the staff is great about sharing new-found information with each other, building the knowledge base for the group.” Jewelry is a specific category that has increased sales revenues. According to Simon, buyer presentations clearly communicate the desirable details of the many lines they carry. These features are noted in a reference binder and organized by vendor. Another binder provides information about metals, stones, techniques and processes, along with pertinent data on how the pieces relate to the Getty collection. Staff also use cards included with purchases for quick reference. “Cheat sheets containing key details and selling points for a particular line, are kept in jewelry overstock drawers,” says Simon. “This is especially useful for staff when the store is very busy, so that they can easily have information at their fingertips.”

LET’S TALK

roduct-speciﬁc insights contribute to a more meaningful conversation with the customer. “Is there a special process or material that is used? Is it eco-friendly or Fair Trade? The visitor’s expectation is that we have a knowledgeable and professional sales staff,” conﬁrms Karen McNeely, director

SUMMER 2012 | MUSEUM STORE

PoWEr of retail operations at the Milwaukee Art Museum (MAM). Carefully updated reference binders are always available to sales personnel. “Having the product information binder in the store has been helpful,” says McNeely. “It means no matter who is around, they can always ﬁnd the information if they need to.” And while being acknowledged for good work is always appreciated, MAM takes it several steps further by recognizing initiative. “The sales staff seem to appreciate being given more responsibility and having ownership of an area of the store,” McNeely says of the sales associates. “They take pride in the way their section looks, are eager to become more knowledgeable and like having some say in the direction of the product selection,” which she is pleased to support. “We carry merchandise that ranges from $1 bouncy balls popular with school groups to a $7,000 piece of glass. Customers purchasing merchandise at the higher price range typically have a high expectation of product knowledge. Much of our merchandise is handmade or related to the art in the collection or special exhibition. It is important to be able to relay that story to our visitors.”

HANDS-ON TRAINING

he Children’s Museum of Indianapolis can literally designate their sales training as play time. The sales meeting agenda includes picking a product from the ﬂoor and messing around with it. Or if it’s a kit, they put it together, but always with a critical eye to see if the product is a good ﬁt

MUSEUM STORE | SUMMER 2012

welcomes more than a million people each year, Museum Store Supervisor Elizabeth Bloess oversees all staff education for the museum store, where the merchandise mix is based on regularly re-ordered products with the occasional addition of new items that match the museum’s mission. Bloess holds informal sessions to review stock and encourages her team to take an active part in ﬁnding new products. She ﬁnds that “getting their opinions and including the staff in any praise if they’ve

Staff members at The Children’s Museum of Indianapolis Store learn how to play new games carried in the store, such as Blocks Rock!, shown here.

The sales staff is expected to find out what each customer is interested in. Then specialization kicks in, as associates narrow the search to specific categories, such as age- and gender-appropriate items, products for special needs children, educational merchandise and items that encourage imaginative play. In addition to welcoming customers, the store greeter also handles demonstrating a toy and encourages shoppers to stop by the demo tables where they can engage first hand with various products.

KEEP IT FRESH

y contrast, the store at the Forest Lawn Museum in Glendale, Calif., is small at approximately 770 square feet with ﬁve sales people on staff. Located in the worldfamous Forest Lawn Memorial Park, which

been involved in a successful product in any way” keeps the enthusiasm level high. To help drive sales, Bloess also has instituted an incentive program. “I give a monthly sales incentive based on a combination of volume of sales and average of dollar amount per sale,” she says. An essential facet of a museum store’s unique selling proposition is a knowledgeable sales staff that listens, as well as effectively communicates product information. It is, as McNeely says, “what makes the product different from what you ﬁnd in department stores or at other cookie cutter retail.” Marge D. Hansen is a freelance writer based in Broomfield, Colo., who regularly contributes to Museum Store. She recently wrote the “Your Name Here” product development article in the spring 2012 issue.

OPENING PAGE IMAGE: ISTOCKPHOTO.COM/©BARIS SIMSEK

KNOWLEDGE IS

for the store and their customer base. “Then they share what they think of the product with the entire staff. This enables them to learn a vast amount of knowledge in one setting,” notes Carol Toth, buyer and product development manager for the museum. While the store manager is responsible for ongoing sales education, another way the staff shares product information is to have vendor-directed game nights with the staff trading off and playing a variety of games.

What Works Input from a different source outside the museum store presents a valuable point of view. “We have had some vendors share details about new merchandise with staff, primarily artisans talking about their own objects or jewelry lines. We plan on practicing this technique more often in the future, as it definitely energizes the staff and gives them an opportunity to ask questions and develop a deeper knowledge of the merchandise.” —Chloe Simon, The J. Paul Getty Museum The museum store has put together a customer-centric “reference list of age-appropriate products and items that focus on creative play.” The list can serve as a quick reference to assist guests in choosing just the right toy. —Carol Toth, The Children’s Museum of Indianapolis “Getting the staff involved with the product is helpful. If you have a new puzzle, have them put it together so they can experience what the customer will experience for themselves. This also provides a great opportunity for feedback that can be helpful in developing or choosing new products for the store.” —Elizabeth Bloess, Forest Lawn Museum With its lakeside location and iconic architecture, MAM attracts visitors from out-of-state and across the country. Visitors often want to know more about Milwaukee. “We also train our associates in basic tourism of the city. In addition to being knowledgeable about the merchandise, we can also help them find a place to eat, other things to do and how to get around the city.” —Karen McNeely, Milwaukee Art Museum

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MSASummer12_StaffEducation.indd 29

6/7/12 12:41 PM

WHAT’S THE

by the MSA Communications Department

BIG IDEA(S)? Tips, tools and great advice from the 2012 MSA Conference & Expo

With so much educational

Content Is King, Any Way You Look at It he printed book is not dead. But smart museum store managers should keep an eye on the rapidly changing technology of e-books. “The mission of publishers should be helping content reach its destination in any of its various formats, whether that be traditional print or digital/e-books” says Janice Schnell of Ingram Content Group. “We all need to work together and let you focus on what you do best, which is selling books and enjoying the content and loving the content.” —The Future of Print and Electronic Content for Museum Stores

programming, great speakers and peer interaction in New Orleans, it was hard to take it all in. So, we’ve put together just some of the highlights from this year’s event.

Measure Twice, Cut Once f there’s one thing a store manager needs to know about a remodel or renovation project, it has to be: Plan everything down to the last detail, but then be prepared to be flexible. And don’t overestimate the value of great lighting, accessible and adequate storage, and “borrowing” ideas from other museum stores that you like. “I learned a great deal from this session,” one 2012 attendee notes. “I know that if I ever have the opportunity to renovate my store that I need a bona fide retail designer and that I can scrimp on anything but good lighting. I also learned that my colleagues who have gone through these major renovations are very, very patient and adaptable professionals!” —Build, Renovate & Revitalize— Take Your Store to the Next Level

MUSEUM STORE | SUMMER 2012

BACKGROUND IMAGE: ISTOCKPHOTO.COM/©ALEKSANDAR VELASEVIC

ISTOCKPHOTO.COM/©GERVILLE HALL

DEMOGRAPHICS ARE DESTINY

Apples and Oranges t’s not uncommon for museum stores to be operated in part—or sometimes predominately—by a volunteer workforce. But are your paid staff and your volunteers like apples and oranges? Should they be treated differently? Should you have different expectations? Miriam Works of Works Consulting emphatically says “no!” “Your staff and your volunteers have a shared purpose,” says Works, “and that’s to support the museum’s goals, which includes welcoming and educating visitors, growing membership and donors, increasing revenue, and reducing expenses.” Works suggests that you don’t need to dumb down the tasks just because they are volunteers. Give them more to do than they can possibly get done, but qualify it; assign volunteers scheduled projects that are meaningful to them; and make sure you provide a job description and give volunteers documented procedures so everyone is clear about responsibilities and expectations. —The Practical Reality of Volunteers

•

The world in 2050: China has soared above the United States. Europe, once the motor of industrialization, has fallen markedly behind, and even India is ahead. Resource-rich Russia has re-established itself as a global player.

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23 metro areas in the United States already have more Hispanics than whites.

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The average American household is a thing of the past. Married couples are now less than half of all households in the U.S. and households with no children are at an all-time high of 70.5 percent.

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By 2030, there will be twice as many people over age 65 as now. Those over 60 spend proportionately more on discretionary purchases than other groups.

•

Less money does not mean fewer needs, desires or lower expectations. Quite the opposite: consumer expectations have been steadily growing over the last 40–50 years.

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Today’s customers are roaming the aisles, smart phone in hand, receiving targeted messages and relevant coupons, performing price comparisons while at the store, reading online product reviews, how-to guides and videos and checking out-of-stock items at nearby locations.

•

Customers want it fast, want it now, want it easy, want it cheap. They want information, want it curated, want it reviewed, and want it co-created.

America the Beautiful ade in America products is a growing trend in consumer buying and Michelle Thelen, founder, I Choose American, says you can satisfy consumer expectations, news media and your bottom line by carrying American made products. The 3 Ds, according to Thelen, are to dedicate at least 25 percent of your product mix to made in America, designate a specific location to showcase these products and divide the products in this designated location between local, regional and nationally made products. “The key,” says Thelen, “is to educate the consumer and tell the product’s story. Make sure to complement products with signage and staff descriptions about the product.” According to Thelen, museum stores are in a unique position to create change in the economy, lower unemployment rates and pioneer change in the retail sector…all from dedicating a portion of their stores to American made products. —Choosing American: Practical Applications for Your Store

ISTOCKPHOTO.COM/©YURIY KIRSANOV

—MSA Forum: The Consumer in 2012 and Beyond—Buckle Your Seat Belts, It’s Going to Be a Rocky Ride!

SUMMER 2012 | MUSEUM STORE

WHATâ&#x20AC;&#x2122;S THE

Speed â&#x20AC;&#x153;Datingâ&#x20AC;? With Vendors fter participating in this Expo â&#x20AC;&#x153;previewâ&#x20AC;? session, one 2012 attendee had this to say: â&#x20AC;&#x153;I placed orders with three of the seven vendors that I probably would not have even visited had I not attended this session. I already work with one of the vendors, or it would have been four of the seven! Great way to learn about a product!â&#x20AC;? â&#x20AC;&#x201D;The 7-Minute Sell

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Mission Accomplished eveloping your storeâ&#x20AC;&#x2122;s strategic plan is a five-step process, according to Nicole Leinbach Reyhle, founder and editorial director of Retail Minded magazine. â&#x20AC;&#x153;Once you understand not only your institutionâ&#x20AC;&#x2122;s mission, but your storeâ&#x20AC;&#x2122;s mission as well, you can determine your plan,â&#x20AC;? instructs Reyhle. The steps include: 1. Analyze the situation 2. Define opportunities 3. Create objectives 4. Develop store goals 5. Implement and evaluate â&#x20AC;&#x153;Finding store strategies often means doing things that are unique to you,â&#x20AC;? says Reyhle. So how can stores achieve this in todayâ&#x20AC;&#x2122;s modern retail market? By involving customers in hands-on experiences, reviewing your store inventory, and creating partnerships within your community. â&#x20AC;&#x201D;Mission Possible: Developing Your Storeâ&#x20AC;&#x2122;s Strategic Plan

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BIG IDEA(S)?

New Book from the Museum Store Association!

Marketing Cultural & Heritage Tourism

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Learn how to build your business with the fast-growing global tourism market

•

Increase visitation and retail sales in museum stores by targeting high spending travelers

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New insight into the important Drive Market, delivering 85% of U.S. travelers

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Step-by-step guide to developing your organization’s tourism marketing plan

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A “must read” addition to your business library for everyone interested in building their tourism business

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WHAT’S THE

BIG IDEA(S)? Loud and Clear ight for space on your institution’s major website. This was one of the key items covered by Amy Africa, Creative Results. “Don’t settle for a little link at the bottom of the museum’s home page that just says ‘shop,’” says Africa. “Ideally, you want a banner (or two) in the top right corner.” Africa acknowledges store managers might not always be able to get the changes they want on the museum’s website, but encourages everyone to gain control of the email addresses collected on the site. This gives the store the ability to send more targeted communications to customers based on their shopping preferences. “There should be an email signup form on every page of your site until you get the address, and then it can disappear,” directs Africa.

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Spinning Glass Pumpkins Into Gold acque Fucilla of The Morton Arboretum, Lisle, Ill., created an autumn special event that would have made Rumpelstiltskin proud. Working with several artisans, she put on a glass blowing demonstration event that earned a stunning $135,000 in revenue selling glass pumpkins…the first hour of the event netted $20,000! —In-Store Special Events, Topical Information Exchanges

Out With the Old big challenge for most museum stores is how to get rid of old merchandise. Try one of these tips: • Put out a Dollar Table—it will start a feeding frenzy of bargain hunters and there’s no promotion necessary, other than sending the walk-ins that direction. • Mark a selection of products as “pay what you want”—you’ll find customers are more generous than your markdowns would have provided. • Use a company that specializes in remainder books. —Art Museums Under $500K, Discussion Groups by Museum Type

MUSEUM STORE | SUMMER 2012

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Three Topical Tidbits • “Move the floor” every time a shipment comes in; it’s a great teaching moment and keeps things fresh. • Customers like bundles; bundle excess t-shirts with 6 postcards for $9.95 and watch them fly off the shelves. • Use 3-tier cake plates as a great POP display—it’s a colorful space saver for the counter and keeps smaller items organized. —Inexpensive & Effective Merchandising, Topical Information Exchanges

Your Good Deed for the Day hy should you offer Fair Trade products in your store? Megy Karydes of World Shoppe Fair Trade says: 1) it’s all about empowerment, not charity; 2) you are often supporting women’s and children’s rights; and 3) the products are fashionable and “on trend.” —Fair Trade 411: How to Make it Work for Your Store, Expo Learning Theater

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BIG IDEA(S)?

2011 MSA 2012 ANNUAL REPORT tHe MsA YeAr in revieW tHe presiDent’s perspective

s part of an all-volunteer board with term limits, you begin the year optimistically thinking that there’s plenty of time to achieve MSA’s short-term goals and alter the course of our association for the longer term. Mid-way through the year you are a bit more realistic and recognize that you are part of a relay team, and not running a sprint with a quick finish. Some goals were passed down from prior boards; some of the new goals will have to be completed by successive boards. If you have done it right, by the time you complete your term of service, you have developed a strong team of leaders who will want to maintain many of the processes and projects you have initiated. You hope that you have introduced a new team with a diversity of viewpoints, strong leadership skills, and a commitment to MSA’s mission of advancing cultural commerce through a program that offers networking opportunities, educational programs that inspire and excite, and places to encourage the buying and selling of products and services that meet the needs of the Association’s members. Here are some highlights I’d like to share from the past year.

improving communication and empowering chapters Through task forces and committees, the board opened up dialogue with MSA members and vendors. We held several telephone meetings with chapter representatives to fill them in on the key topics and decisions made at board meetings. We also delegated responsibility to chapter officers to inform members in their region about these conversations. We empowered them to increase delegate registration for the annual meeting and to use the communication tools available to them through the MSA website to network and support each other. We saw development of many MyMSA groups who share common issues or interests, and now have a forum to maintain discussions.

opportunities for feedback and transparency We introduced a new MSA Forum and Vendor Forum at the annual meeting in Rosemont to communicate MSA’s mission and priorities and encourage feedback from constituents who have previously felt on the periphery. Comments about the Rosemont location resulted in a change to a more dynamic, culturally vibrant city in 2012. Other ideas from Rosemont were tested for future MSA Conferences. And most important, the opportunities for feedback, for critique and for praise are now in place in a much more transparent way. We saw the MSA staff take a more visible role with members, like on the MSA website where we put faces to names and told members what each staff person contributes to maintain an effective MSA office. Every member and every vendor has a person to call who is committed to helping them with his/her issues.

fiscal oversight The board maintained its oversight of Association expenses, income and investments. Instead of traveling to one board meeting, we let the board meeting travel to us by telephone. Face-to-face meetings are important and will continue, but every opportunity to ask, “Is it necessary?” will ensure an even more responsible leadership process. Long term, the board reconfirmed its commitment to maintaining its investment in better tools for its members through systems support, membership acquisition and leadership succession. It has been a dynamic year which ends as it began, with a new leadership team, new optimism and enthusiasm, and new work to be done to keep the spirit and health of MSA strong and vital. It has been an honor and privilege to serve the MSA community.

Valerie Troyansky, President 2011−2012

Note: This Annual Report covers activities from May 2011−April 2012 beginning with the 56th MSA Retail Conference & Expo in Rosemont, Ill. Financial Statements include the calendar year Jan. 1–Dec. 31, 2011. The Museum Store Association exists to advance the success of cultural commerce and support retail venues in cultural institutions. Museum stores provide a high impact point of contact with cultural institution patrons. In addition, museum stores provide an important revenue stream for their institutions. Founded in 1955, MSA is a nonprofit, international association governed by a seven-member board of directors. A staff of nine full-time employees operates from the MSA headquarters in Denver, Colo. Summer 2012 | muSeum STOre

STRATEGIC INITIATIVES

trial Membership

n 2011, MSA started utilizing HubSpot to guide its inbound marketing efforts. A trial membership offer was created allowing prospective members to “try before they buy.” The 30-day trial includes access to members-only areas of the MSA website, the MyMSA community (including ShopTalk, the members-only discussion forum), digital editions of Museum Store magazine and a subscription to Culture & Commerce News Brief, MSA’s weekly e-newsletter. The trial membership offer is promoted on the MSA website, in the weekly e-newsletter, through social media and on MSA’s membership acquisition letter. In addition, we are partnering with outside associations to promote this trial membership. During the trial period, members receive a series of communications outlining the benefits of an MSA membership. This initiative is yielding an 18 percent conversion rate of trial members becoming full members of MSA. Continued marketing efforts are sent to prospects that have not yet converted.

first-Year Marketing campaign

n an effort to increase retention of this group, MSA developed a marketing campaign to send a series of communications reminding these new members and affiliates about their MSA benefits.

Annual conference & expo

he program for the 56th MSA Retail Conference & Expo, April 30– May 2, 2011, in Rosemont, Ill., was designed around the Knowledge Standards with Conference educational sessions organized into four tracks: Customer Relations, Financial Management, Merchandise Planning and Strategic Management. Based on member feeback, the 2011 Program Resource Group (PRG) included a Conference Advisor Program, discussion groups by experience and a pre-Conference excursion to explore downtown Chicago.

muSeum STOre | Summer 2012

The Nosh & Network Reception held outside the Expo hall was an opportunity for both vendors and attendees to continue networking and the Greenberg Scholarship Fundraiser Breakfast was the most wellattended Greenberg event in years. In addition, the MSA Forum, a new addition to the Conference program, encouraged the entire MSA community to take an active part in a constructive exchange of ideas.

cultural & Heritage tourism

s part of its commitment to providing customized ongoing tourism education and marketing programming to its members, MSA focused on several initiatives. MSA has continued to build on its strategic alliances with the U.S. Cultural & Heritage Tourism Marketing Council (USCHT) and Shop America Alliance (SAA) in order to reach out to, and build bridges with, the tourism and travel community. The fourth edition of The Cultural Traveler, and its corresponding website, www.museum-store.travel, was produced in December 2011. Delta Sky Lounges throughout the United States and AAA clubs now distribute The Cultural Traveler. The award-winning guide is distributed by MSA, U.S. Cultural & Heritage Tourism Marketing Council

and Shop America Alliance at travel and trade events throughout the year including International Pow Wow, the MSA Conference & Expo, Go West Summit, ONE Travel Conference, World Travel Market, ITB, Active America/China, Visit U.S.A. UK and other major travel and cultural events. More than 40,000 printed copies will be distributed to travel and tourism audiences throughout the year. Participating museum stores and cultural destinations also are distribution points for The Cultural Traveler guide. In addition, online and digital distribution reaches thousands of travel trade and consumers worldwide. A new publication was produced in 2011. “Marketing Cultural & Heritage Tourism,” written by Rosemary McCormick, president, Shop America Alliance and co-founder, U.S. Cultural & Heritage Tourism Marketing Council, provides valuable ideas and case studies to help members take advantage of the fast-growing global tourism market. MSA continues to educate members and promote President Obama’s national strategy on travel and tourism to boost travel to and within the United States. MSA Executive Director Beverly Barsook was interviewed for a USA Today travel article promoting cultural tourism. The article featured “10 great places to find fine gifts at a museum store” and gained widespread coverage and extremely positive feedback from member stores.

Knowledge standards

our years ago, MSA launched the Knowledge Standards educational platform for MSA members, highlighting the core knowledge, skills and abilities needed to perform the daily job responsibilities of a cultural commerce professional. The Knowledge Standards program guides our members through the education and skills they need to operate their stores and serve their institutions at the highest professional standards. Not only do the Knowledge Standards guide the educational content for our annual Conference, magazine content and other publications, MSA continues to roll out new products developed to

help set professional standards that enhance the professional standing of museum stores within institutions. In addition to all MSA publications now found on MSA’s online bookstore, MSA’s Knowledge Standards Self-Assessments Kit is available for download from the MSA website and helps guide nonprofit retailers through the education and skills needed to operate their stores and serve their institutions.

educational Webinars

o help further our mission by helping museum store professionals advance their store and careers, MSA began providing additional educational resources through webinars. Utilizing a mix of paid experts, member consultants and affiliate speakers, MSA will provide regular educational content on the latest trends, tools and information in nonprofit retail. In November 2011, Miriam Works presented “Making Magic for the Holidays,” which provided tips on how to lure shoppers during the holidays. In January 2012, Paul Erickson shared his “8 truths of markdowns” in his session, “The Truth About Markups and Markdowns: Pricing Strategies to Improve Your Bottom Line.”

MsA Blog

n October 2011, MSA launched On Display: The Nonprofit Retailing Blog. The blog, written by MSA staff, Association members and related industry experts, provides useful information, thoughtprovoking questions and observations about the cultural commerce industry, and has been successful in drawing additional traffic to the MSA website, helping to increase the number of trial memberships, webinar sign-ups and self-assessment downloads over the past several months.

his latest addition to MSA’s social media arsenal is a virtual pinboard designed to visually connect people with cultural commerce. Visitors to MSA’s Pinterest page will see the hottest Expo products, get ideas in the “Idea Gallery” boards and browse publications on topics specific to the industry. For the 2012 Expo, MSA invited all exhibitors to share their products on MSA’s Expo board. MSA regularly looks for opportunities to follow both museum store and vendor pinboards, thereby increasing its network and expanding its reach in the community. Summer 2012 | muSeum STOre

SCHOLARSHIPS AND AWARDS 2011 Greenberg scholarship recipients Donations helped the following members to attend the 56th MSA Retail Conference & Expo in Rosemont, Ill.: • Roxanne Ching, Imiloa Astronomy Center of Hawaii, Hilo, Hawaii • Jennie Engebretsen, Pratt Museum, Homer, Alaska • Alicia Fullerton, Lake County Discovery Center & Museum, Wauconda, Ill. • Mary Green-Warnstadt, Sioux City Public Museum, Sioux City, Iowa • Patricia Hecht, Grange Insurance Audubon Center, Columbus, Ohio • Stacey Johnson, Ohr-O’Keefe Museum of Art, Biloxi, Miss. • Jennifer Laning, Wade House Historic Site/Wisconsin Historical Society, Greenbush, Wis.

• Joshua Pratt, Natural History Museum of the Adirondacks, Tupper Lake, N.Y. • Dorothy Sheehan, Indian River Life-Saving Station, Rehoboth Beach, Del.

2011 MsA M, Merit & service Awards Gwen Benner, former past MSA president and former senior director of business enterprises at the Milwaukee Art Museum, received the “M” Award while David A. Duddy, director of retail operations at the deCordova Sculpture Park and Museum, Lincoln, Mass., received the Merit Award. Stephanie M. Stepien was on hand to receive her crystal as the 2011 Service Award winner. All three have a combined length of service totaling more than 40 years and were acknowledged for their hard work and dedication to make MSA a stronger organization for all!

DONORS AND CONTRIBUTORS The following generous sponsors and in-kind donors helped to support events and activities at the 56th MSA Retail Conference & Expo.

in-KinD DonAtions

sponsors American Heritage Chocolate A.T. Storrs Ltd. Charles Sparks + Company The Cultural Traveler Design Master Associates Inc. Found Image Press

GeoCentral Hogeye Inc. The International Gift Exposition in the Smokies® PartnerShip Popcorn Movie Poster Company

Renaissance Associates Samantha Davimes Inc./ Anywhere Market Skies America Stewart/Stand TAM Retail (A Div. of Lode Data Systems Inc.)

David Howell and Co. Island Specialties/Coastal Printing The J. Paul Getty Museum PinPeddlers.com (The Pin Peddlers Inc.)

scHolArsHip support The following individuals, institutions and companies donated to the Greenberg Fund from May 2010 through May 2011.

individuals Candace C. Allen Andrew A. Andoniadis Terry Aulisio Adam Baldwin Jennifer Barnella Gwen C. Benner Penny Bigmore Diane Bilodeau Meta Bloomberg Devine Vikki Brannagan Lynn H. Brower Rhonda Brown

Marie Buffel du Vaure Julia Cannell Linda Chalmers Roxanne Ching Mary Christensen Christy Connelly Sandra Sue Dent Nick Dubrule David A. Duddy Rolla El Khalil Darcy Estes Pinelo Connie Fails

Alicia Fullerton Debra Gleason Mary Jo Gothard Leslie A. Hartman Heather A. Heath Raina H. Heinrich Michael Higdon Chris Jacobs Wendy S. Jacoby Jennifer L. Jansen Sue Kehoe Claudia Majetich

Elizabeth Marcum Laura L. Martin Brian M. McAlonie Alice McAuliffe Raymond McKenzie Laura Murphy Alma O’Brien Evelyn Penman Matthew Peplinski Patricia A. Perry Eric Pluth Tashonia Polynice

Josh Pratt Jason Price Doug Purifoy Margaret G. Reese Elizabeth Ricker Jane Riley Kimberlee C. Riley Gloria Rosenau-Stern Edean Saito Westin Saito Lauren Salazar Ione Saroyan

Joe Sporcic Stacey Stachow Christine M. Sweeney Terry Tarnow Paula Taylor Carroll J. Tiernan Joy Wallace Mark R. Weber Lee W. Werhan Rebecca B. Wildman Kellie Woodward Janice Wrhel

companies and institutions A.T. Storrs Ltd. ALEX Ancestors of Dover Ltd. Andoniadis Retail Services Beaufort Historical Assn. Beijo Brasil Charles Products Inc. ChemArt Co. 40

muSeum STOre | Summer 2012

Clinton Presidential Museum: Clinton Museum Store Discovery World Earth Sun Moon Trading Co. Historic Smithfield Plantation Historical Folk Toys LLC Hogeye Inc. Ideals Publications Impact Photographics

JDS Solutions Corp. KJK Jewelry Inc. by Katherine J. Kornblau The Metropolitan Museum of Art Museum Store Products Inc. Nahui Ollin-Candy Wrapper Hand Bags Naos Graphics The New-York Historical Society

The Original Source & China Star Popcorn Movie Poster Company Puzzles Plus Inc. RCM Stamps Schiffer Publishing Ltd. Semaki & Bird Stephen Joseph Companies/Kid Tees Tamohara Collection Vessel International Inc.

FINANCIAL STATEMENT MuseuM store AssociAtion inc. stAteMent of finAnciAl position for the years ended Dec. 31,

MuseuM store AssociAtion inc. stAteMent of Activities

2011

2010

Assets

Deposits Total Assets Accounts Payable and Accrued Expenses Deferred Revenue Total Current Liabilities

net Assets

Unrestricted Net Assets Temporarily Restricted Net Assets Total Net Assets

Total Liabilities and Net Assets

$ 252,903 773,967 60,401 1,087,271

$ 386,999 1,003,687 88,409 1,479,095

409,147 (353,094) 56,053

364,259 (324,117) 40,142

8,286 $ 1,151,610

8,286 $ 1,527,523

$ 39,037 622,469 661,506

$ 69,832 699,700 769,532

458,725 31,379 490,104

724,806 33,185 757,991

$ 1,151,610

$ 1,527,523

2011–2012 BOARD OF DIRECTORS The MSA board meets quarterly to monitor ongoing Association activities and programs and to discuss and plan the strategic future of the organization. PRESIDENT

Valerie Troyansky The Metropolitan Museum of Art New York, N.Y. FIRST VICE PRESIDENT

Elizabeth Ricker New Mexico Museum of Natural History and Science Albuquerque, N.M. SECOND VICE PRESIDENT

Stacey Stachow Wadsworth Atheneum Museum of Art Hartford, Conn. SECRETARY

Chacho Herman San Diego Museum of Art San Diego, Calif.

2011

2010

unrestricteD revenues AnD otHer support

Current Assets Cash and cash equivalents Marketable securities Prepaid expenses Total Current Assets Furniture and Equipment Office furniture and equipment Less accumulated depreciation Net Furniture and Equipment

liABilities

for the years ended Dec. 31,

TREASURER

Candace Allen Museum of New Mexico Foundation Shops Santa Fe, N.M. DIRECTOR AT LARGE

Stuart Hata deYoung and Legion of Honor/ Fine Arts Museums of San Francisco San Francisco, Calif.

Revenues Membership dues Exhibitor affiliates Annual meeting Publications Investment income (loss) Mailing list Royalties Website Miscellaneous Revenues Net Assets Released From Restrictions Restrictions satisfied by payments Total Unrestricted Revenues and Other Support

$ 255,594 $ 286,408 158,995 207,937 706,960 677,543 154,105 210,294 (16,665) 88,293 8,284 732 27,858 35,306 3,719 3,150 6,699 7,238 $ 1,305,549 $ 1,516,901 8,924

6,913

$ 1,314,473 $ 1,523,814

eXpenses

Accounting and legal Annual meeting Chapter and committee expense Contract services Depreciation Insurance Long-range planning Membership and staff development Office and supplies Payroll and benefits Publications printing and services Rent Taxes—general Telephone Travel Website Greenberg awards/expenses Total Expenses DecreAse in unrestricteD net Assets

36,384 311,768 5,397 16,756 28,978 8,514 6,918 35,979 125,861 646,007 145,531 113,540 2,132 11,113 61,627 15,124 8,924 1,580,553

43,236 249,748 7,276 12,373 14,304 10,588 23,704 57,967 124,302 741,191 185,264 105,923 1,546 13,292 64,569 6,611 6,913 1,668,807

$ (266,080) $ (144,993)

DIRECTOR AT LARGE

Barbara Lenhardt The John F. Kennedy Center for the Performing Arts Washington, D.C.

2012 MSA STAFF Beverly J. Barsook, Executive Director Bridget Dummett, Senior Manager for Membership & Programs Jennifer Anderson, Conference & Expo Services Coordinator Candra Hendricks, Office Administrator Claire Lemaster, Member & Education Services Coordinator Adriana Herald, Database Administrator Stephanie Peters, Senior Manager for Communications Kathy Cisar, Communications Editor Sybil Faurer, Communications and Office Assistant 4100 e. Mississippi Avenue, ste 800, Denver, co 80246-3055 tel: (303) 504-9223 | fax: (303) 504-9585 www.MuseumstoreAssociation.org Summer 2012 | muSeum STOre

MEMBER RECOGNITION

MsA Wishes Doris Delk, MsA past president, a Happy retirement!

fter more than 18 years at the Virginia Historical Society in Richmond, Va., Doris Delk bid a fond farewell to her cultural commerce colleagues. “It has been a great ride, but I think it is time I stepped off the roller coaster and let someone else have my chair,” she says. Her last day as the senior retail officer for the Society was April 26. Doris’ very first position in museum retail was at Monticello in Charlottesville, Va., where she worked as the shop office manager. “Monticello is such a special place,” Doris remembers. “I loved working there, the people were so nice and the visitors were so excited to be there, it is contagious. I think that is what ‘grabbed’ me. And I like retailing with a cause, which is how I consider this industry.” After Monticello, Doris worked at Ash Lawn-Highland (also in Charlottesville) as the shop manager and then she moved on to the Virginia Historical Society where she stayed for nearly two decades. An MSA member since 1990, Doris served on the Program Resource Group—“before it had a title,” she recalls—and then she became a Mid-Atlantic chapter officer in the mid-90s. Doris also served on the MSA board of directors as a director-at-large in 1996 and 1997; she then moved through the leadership board team from 1997 to 2001, serving the last year as president. “I enjoyed each and every experience with MSA, the friendships I made, the great information I gathered over the years, and of course, the wonderful venues that hosted the meetings,” Doris says. “The MSA staff in Denver were great to work with and I really enjoyed serving in all the leadership positions that I was lucky

muSeum STOre | Summer 2012

enough to be offered. There is a great wealth of knowledge among the MSA membership and everyone is always so willing to share. It is unique.” What does Doris plan to do during her retirement? “My husband and I would love to travel,” she states. “There is a great big USA out there to explore. And we will be spending a lot of time in Texas, where our first grandson, Hank, is living. He is 4 months old and my new best love! I plan to continue doing a little consulting with stores who may need a little help. And, I am an avid quilter, with many projects planned and currently underway. I’m also studying to be a certified quilt appraiser.” “I think this is an exciting time for retail, with lots of new challenges and opportunities,” Doris adds. “Technology will change the face of the industry in ways that I think we cannot even imagine. MSA stands in a unique position to bring its members great new ideas to help move the industry forward. I hope I can remain in the loop to see all the fantastic things to come!” Doris would love to hear from colleagues, old and new: her email is delkdoris@gmail.com. “I wish all of you much success and promise to visit lots of museum stores in my travels,” she concludes.

thanks to our long-time Members! MSA would like to recognize its many long-time members for their support of the Association and their dedication to the cultural commerce industry. They are too numerous to record here! Please visit www.MuseumStoreAssociation.org and go to the Our Members section of About MSA to view the full list.

| new vendor showcase |

s a member of MSA, you have access to some of the best product vendors. When you purchase from them, you are supporting your community. The following are some of MSA’s newest affiliates, all of whom are vendors waiting to help you stock merchandise that will coincide with your museum’s mission.

CARR ENTERPRISES Washington, D.C. | ( 202) 342-0145 www.fun-history.com Carr Enterprises, located in Washington, D.C., has been publishing books since 1986. Its college book, “Sending Your Child to College” was Foreword’s 2010 Reference Book of the Year and was honored to receive an additional 24 book awards. Carr Enterprises is pleased to announce the launch of a new educational book series designed for children ranging in age from 9 to 11. The series “Fun with History” will provide hours of entertainment while challenging children with games, trivia and puzzles to discover history.

PINE GARDEN BASKETS Wilmington, N.C. | (910) 799-8363 www.pinegardenbaskets.com Pine Garden Baskets offers natural, pine needle baskets made 100 percent in the United States. This green craft utilizes coiled long-leaf pine needles and other natural materials to create beautiful, functional works of art. All work is hand-crafted by Melanie Walter in her Wilmington studio. Her newest product, Pine Needle Basket Project Kits, was developed for the purpose of sharing the lost art of pine needle basketry to both young and old alike. Detailed step-by-step instructions, with photo illustrations from start to finish are included.

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JEWELRY

retail: $25–$190 Wholesale: $12.50–$95 & Print and Online Catalog Pod Necklace 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.

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Q3 Art iNc. Phone: (877) 929-4258 Fax: (773) 929-4258 info@q3art.com www.wholesalecrafts.com/visitor SOUVENIR

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Handmade Happiness Ceramic birds inspired by the Italian word “sperare,” meaning “to hope for.” Birds, flowersticks and ornaments perfect for home and garden.

REPRODUCTIONS

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GAMES & TOYS

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live yoUr Dream DesiGns Phone: (323) 226-0274 Fax: (323) 226-0274 www.liveyourdreamdesigns.com retail: Call | Wholesale: Call & Print and Online Catalog

Art of Life Tarot Deck 78 card deck features works of art paired with insightful quotations for daily inspiration. Includes built-in display frame and booklet of meanings.

Snow Paperweight A twist on the conventional snowglobe, our new square paperweight measures 4” x 4” and works well with both color and B&W imagery. Custom. Individually boxed.

Exquisite Glass Ornaments Four-inch free-blown glass Monarch butterfly, one of our many museum-quality collectible ornaments, including birds, fish, dinosaurs, Santas and flowers. Decorative Floral Motif Bud Vase Ceramic bud vase, shown in Goldenrod and Baby’s Breath motif, is completely customizable. It has three color variations: Powder Blue, Tan and Lilac. Each piece is individually signed and hand-crafted in NYC by the artist.

DaViD changar ceraMic Designs Phone: (718) 842-6362 Fax: (718) 842-6965 David@DavidChangar.com www.DavidChangar.com retail: $31 | Wholesale: $14 & Print and Online Catalog

christina’s wOrld Phone: (631) 242-9664 Fax: (631) 586-1918 msornamentlady@gmail.com www.christinasworld.com retail: $39.95 | wholesale: $20 & Print and Online Catalog

VENDOR FOCUS

| ad index | 2013 MSA Conference & Expo ..................... 8 Allport Editions Greeting Cards .................. 45 American Heritage Chocolate..................... 47 Arbor Vitae Cards ........................................ 24 Artwear LLC.................................................. 2 Authentic Cards Inc. .................................... 29 Baskets of Cambodia ................................... 9 Big Hairy Dog Information Systems ........... 24 The Boeing Store ......................................... 11 Breeke.......................................................... 19 Bullpen Book Sales ..................................... 25 Carr Enterprises .......................................... 36 C&H Glassworks ......................................... 43 Clear Solutions, Inc. ................................... 23 The Cultural Traveler .................................... 33 David Chandler Company............................ 35 Dear LaserWorks ......................................... 6 EDC Publishing............................................ 15 Esprit Creations............................................... 13 Folkmanis ..................................................... 7 Found Image Press ...................................... 6 Fractiles ....................................................... 46 Funnybone Toys LLC ................................... 23 Galison/Mudpuppy ....................................... 13 General Pencil Company, Inc. ....................... 32 Glass Eye Studio .......................................... 25 Gryphon Games ........................................... 25 Heritage Metalworks Inc. ............................ 13 Historical Folk Toys LLC ............................. 29 History to a Tee............................................ 35 JenS Designs ............................................... 35 Maple Landmark Woodcraft ....................... 36 “Marketing Cultural & Heritage Tourism”................................... 33 Mata Ortiz to You ......................................... 23 Messe Frankfurt ........................................... 5 Museum Store magazine ............................. 46 Product News ............................................... 44 The Rookwood Pottery Company................... 35 Safari Ltd. .................................................. 45, 48 Solmate Socks ................................................. 24 Spratling Silver...................................................... 9 Sunset Hill Stoneware........................................ 29 TAM Retail (A Div. of Lode Data Systems) ...... 18 For detailed contact information about any Museum Store advertiser, please visit www.MuseumStoreAssociation.org and log in to the Member Directory.

ALLPORT EDITIONS GREETING CARDS Mackenzie Jeans Portland, Ore. (800) 777-2844 www.allport.com What products and services do you offer the cultural commerce industry? Allport Editions creates artful and intelligent greeting cards and boxed holiday cards. What information about your company do you want to share with museum store members? For thirty years, Allport Editions has been publishing art and art-humor products right here in the U.S.A. It all started in 1982. Ardys Allport printed a fine art poster as a supplement to an art show at her gallery in San Francisco. The show was for renowned realist Alan Magee, whose original paintings were out of the price range of most. Ardys firmly believed in making art accessible and affordable to all. She published the poster so that anyone who walked into the gallery could walk away with something elegant and inspirational to exhibit in their own home. A few weeks after the show ended, Ardys received an interesting phone call. Someone who had seen one of the posters asked to purchase 3,000 of them to distribute nationwide. The obvious answer seemed to be “Yes!” and Allport Editions was born. Posters led to art cards, art cards led to greeting cards, and greeting cards led to humor cards. Allport makes cards that are artful and cards that are funny, and often, cards that are both! It is still a family-owned company that features beautiful handrendered artwork from artists across the country. Allport values environmentally sustainable production methods and publishes all products in the U.S.A.

SAFARI LTD. Christina Hartman Miami Gardens, Fla. (305) 621-1000 www.safariltd.com What products and services do you offer the cultural commerce industry? While museums offer a walk through history, Safari Ltd.® offers an opportunity to take it home. Safari Ltd.® specializes in the largest variety of educational hand-painted replicas, with an emphasis on museumquality authenticity. With us, you can enhance your visitors’ experience by offering a tangible piece of the history they learned. Our Jamestown Settlers, Ancient Egypt and Powhatan Indians TOOBS® are delightful, authentic collectibles reflecting ancient and modern societies. Additionally, our selections of historical and educational posters are great to hang on any wall. Your audience will appreciate quality items that enrich their visit. Not only will they be captivated by their realism, but they will also reflect on their museum experience time and again after they’ve left. Sounds like a win-win to us! What information about your company do you want to share with museum store members? Safari Ltd.® originated 30 years ago with the mission to educate children though the joy of play. The year 2013 marks 25 years of licensure with the Carnegie Museum of Natural History and 23 years with the Monterey Bay Aquarium—exemplifying our commitment to produce the industry’s highest quality replicas. Our products were always geared toward the premier museum marketplace with careful attention to authenticity. We’re proud to continue that tradition.

SUMMER 2012 | MUSEUM STORE

| new releases |

s a cultural commerce buyer, you have the unique opportunity of extending and enhancing your visitorsâ&#x20AC;&#x2122; experiences with educational and unusual merchandise. Hereâ&#x20AC;&#x2122;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 Art History Biography Graphic Novel Series Bluewater Productions | Vancouver, Wash. (360) 828-1696 | www.Bluewaterprod.com Wholesale: Call for prices | Retail: Call for prices When one thinks of comic books and art, one immediately conjures up images of Jack Kirby, Jim Lee, Frank Miller and a host of modern day masters of the medium. However, it wasnâ&#x20AC;&#x2122;t too long ago when the art world was dominated by the likes of Picasso and Van Gogh. A new partnership between comic-book publisher and German artist Willi Bloess fuses the two worlds with a series of â&#x20AC;&#x153;homage biographiesâ&#x20AC;? featuring the lives and legacies of some of Western Civilizationâ&#x20AC;&#x2122;s most influential artists, such as Salvador DalĂ, Pablo Picasso, Frida Kahlo, Vincent Van Gogh, Keith Haring and Andy Warhol. FractilesAd_Layout 1 8/22/11 1:15 PM Page 1

MADE IN THE USA! CPSIA Compliant

PAPER PRODUCTS Watercolor Palette Writerâ&#x20AC;&#x2122;s Notebooks Galison | New York, N.Y. (212) 354-8840 | http://wholesale.galison.com Wholesale: $6 | Retail: $12 New from Galison Green is this eco-friendly set of three notebooks. Made from 100 percent recycled paper, the bundle includes lined, blank and graph interiors for writing, sketching and calculations. At a slim 40 pages, they are ideal for on-the-go use. This season marks a packaging redesign for the format, which now includes a secure twine string. For additional designs by Samantha Hahn, request a catalog to view a complimentary set of Galison Green Writerâ&#x20AC;&#x2122;s Notecards.

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REACH BUYERS Advertise in ...

VersatileEasy to manipulate, MAGNETIC pieces stay put! Wide AppealAges 6-Adult Three VersionsOriginal, Travel and Fridge Size! Nobody can resist playing with Fractiles!

Toll Free: (877) 277-3201 www.fractiles.com fractiles@fractiles.com 46

MuseuM store | suMMer 2012

Mary Petillo

(503) 726-4984 maryp@skies.com

Give those with an appetite for history a taste of it.

Chocolate is more than a treat; it’s a way to engage your

visitors in our nation’s history. American Heritage Chocolate, from MARS Chocolate North America, is an authentic historic recipe using only ingredients available during the 18th century. Your visitors can take a piece of history home with these tasty souvenirs available in keepsake

muslin bags. Drink the chocolate hot, as the colonists did, grate the chocolate block into your favorite recipe, or try a stick on the go. Enjoy American Heritage Chocolate and experience history…in the most delicious way possible. AmericanHeritageChocolate.com americanheritagesales@effem.com 1-800-800-7046 ®/TM trademarks © MARS, Incorporated 2012

Atlanta Gift

Atlanta, GA July 11-18 / Suite 768-B / Rep Force One Showroom

Las Vegas Market

Las Vegas, NV July 30-Aug. 3 / C5 / 1614

NY Gift

New York, NY Aug. 19-22 / 1432