Retailers Forum Oct 2014 Mobile Version

VOL. 34 NO. 6 OCTOBER 2014

No Tricks ...All Treats

• Wholesale Merchandise For Your Store RS • Trade Show E N N A B N DS O K Calendar CLICELEC T A G N S I C I N I /P R S G • Starting Your TALO A C EE R F T GE O T Own Business • Retailing News om 411.c

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Want More Info? Circle #54 on page 11 • www.Vendor411.com

F O R U M

4 • O C T O B E R

Retailers Forum Magazine Receives 2014 Best of Centerport Award Winner 5th straight year!

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NEW YORK, NY -- Retailers Forum Magazine has been selected for the 2014 Best of Centerport Award in the Trade Journals category by the U.S. Commerce Association (USCA).

The USCA “Best of Local Business” Award Program recognizes outstanding local businesses throughout the country. Each year, the USCA identifies companies that they believe have achieved exceptional marketing success in their local community and business category. These are local companies that enhance the positive image of small business through service to their customers and community.

F O R U M

Various sources of information were gathered and analyzed to choose the winners in each category.

The 2014 USCA Award Program focuses on quality, not quantity. Winners are determined based on the information gathered both internally by the USCA and data provided by third parties.

About U.S. Commerce Association (USCA) U.S. Commerce Association (USCA) is a New York City based organization funded by local businesses operating in towns, large and small, across America. The purpose of USCA is to promote local business through public relations, marketing and advertising The USCA was established to recognize the best of local businesses in their community. Our organization works exclusively with local business owners, trade groups, professional associations, chambers of commerce and other business advertising and marketing groups. Our mission is to be an advocate for small and medium size businesses and business entrepreneurs across America.

SOURCE: U.S. Commerce Association

retailers

This is a Buying Guide for

RETAIL STORE OWNERS Presented within these pages are the latest offerings from the country’s leading merchandise wholesalers. The advertisers herein sell strictly wholesale and require that you purchase with the intent of reselling through retail channels.

How To Use THis DirecTory >> n Locate the products that interest you. See our product directory located on pages 6 & 7. n Make direct contact with advertiser. Most will have catalogs and price lists available for you. n Order your merchandise, which will be shipped directly to your store.

FORUM PUBLISHING COMPANY 383 East Main Street, Centerport, NY 11721

www.RetailersForum.com

CONtACt CONtAC t t US: tAC Tel: 1-800-635-7654 Fax: 631-754-0630 Email: forumpublishing@gmail.com

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ADVERTISERS INDEX

Sell to over 60,000 stores through Forum

631/754-5000

Dress-Up =

Profits!

See our ad on page 98

Light Up Without Lighting Up!

More Money the Second Time Around!

Recycled Clothes see pg 82 & 83

CREDIT CARD PROCESSING

www.EXScredit.com Sales So Bright with Our Shades!

See Our ad on Page 73

ROCK CONCERT T-SHIRTS

Pretend you were there!

Page 58

F O R U M

PLEASE PATRONIZE THE LEADING WHOLESALERS WHO ADVERTISE IN RETAILERS FORUM MAGAZINE THE TRUSTED BUYING SOURCE FOR RETAIL STORES!

Does anybody read these?

CALL 631-754-5000 and you’ll get a FREE 3-mo. subscription!

Congratulations to CHRISTA’S CROSSFIRE NEW YORK, NY

OcTObER 2014

O C T O B E R

ADVERTISING

LOGIc WHOLESALE . . . . . . . . . . .68

FORUM AD RATES . . . . . . . . . . . 09

ME HAIR . . . . . . . . . . . . . . . . . . . . .92

APPAREL 1 STOP WHOLESALE . . . . . . 82/83 599WHOLESALE .cOM . . . . . . . 63 6BUcKSHIRTS .cOM . . . . . . . . . . 96 ALABAMA SOcKS . . . . . . . . . . . 121 BAcKSTAGE FASHION . . . . . . . . 58 BLANK TEES . . . . . . . . . . . . . . . . . 86 BOUTIQUE cLOSEOUTS . . . . . . 111 ERAZORBITS . . . . . . . . . . . . . . . . 35 FASHIONABLE SALES . . . . . . . . . 75 FLIRT WHOLESALE . . . . . . . . . 72 FLIRTY HEAVENLY SUITS . . . . . . . . . . . . 18 JUST WHOLESALE . . . . . . . . . . . . 24 KARMA cIRcLE . . . . . . . . . . . . . . 57 SELINI NY . . . . . . . . . . . . . . . . 22/23 STYLE IN FASHION . . . . . . . . . . . 28 STYLISH PLUS . . . . . . . . . . . . . . . 89 UIN DEALS . . . . . . . . . . . . . . . . . . 69 USAcOSTUMERS .cOM . . . . . . . 64 xIT! . . . . . . . . . . . . . . . . . . . . . . . . 19

ASSORTED ITEMS AUcTION FINDER . . . . . . . . . . . . 28 BEAN WHOLESALERS . . . . . . . . 88 DD BULK . . . . . . . . . . . . . . . . . . . 103 DINO DROPSHIP . . . . . . . . . . . . . 97 DOBA DROPSHIP . . . . . . . . . . . 107 DVA INc . . . . . . . . . . . . . . . . . . . . 34 EVERYTHING cLOSEOUTS . . . 100 EZ DROPSHIP . . . . . . . . . . . . . . . . 78 GET THAT WHOLESALE . . . . . . 118 JAM DIST . . . . . . . . . . . . . . . . . . . 30 LIQUIDATION .cOM . . . . . . . . . . 61

RAMSONS IMPORTS . . . . . . . . . 31 RUSH SUPPLERS . . . . . . . . . . . . . .28 SELINI NY . . . . . . . . . . . . . . . . 22/23 SMARTEST BARGAIN . . . . . . . . . .93 STRIPS . . . . . . . . . . . . . . . . . . . . . .18 TOP TEN WHOLESALE . . . . . . . 120 UNIVERSE WHOLESALE . . . . . . . .74 VIA TRADING . . . . . . . . . . . . . . . . .79 WESTERN ExPRESS . . . . . . . . . . .21

BOOKS AUcTION BOOK . . . . . . . . . . . . . .25 BOOK LIQUIDATION . . . . . . . . 102 cLOSEOUT DIREcTORY . . . . . . . .99 cLOSEOUT NEWS . . . . . . . . . . . . .85 DOLLAR STORE SOURcES . . . . 112 SALESMAN’S GUIDES . . . . . . . . . .54 TRADE BOOKS . . . . . . . . . . . . . . 122 TRADE SHOW DIREcTORY . . . . .51 WHOLESALE SOURcES . . . . . . . .61

cANDY SWEET WHOLESALERS . . . . . . 105

cELLULAR cELLcITY .BIZ . . . . . . . . . . . . . . 113 WHOLE-cELL . . . . . . . . . . . . . . . .87

cREDIT cARD PROcESSING ExP MERcHANT . . . . . . . . . . . . . .60 NOAMB .cOM . . . . . . . . . . . . . . . .91

#1 BUYING GUIDE FOR RETAIL STORES! DISPLAY/SUPPLIES & SERVIcES cc WAREHOUSE . . . . . . . . . . . . . 95 E-STORE BUILDER . . . . . . . . . . . 26 E-STORE SIGNS . . . . . . . . . . . . 114 E-STORE SITES . . . . . . . . . . . . . 102

HOME & HOUSEWARE

R/c TOYS

RUG PROFITS . . . . . . . . . . . . . . . 101 Rc VARIETY . . . . . . . . . . . . . . . . 110

INcENSE L&V cREATIONS . . . . . . . . . . . . . 65

SOARING Rc . . . . . . . . . . . . . . . . 84

See Page 9 SPEcIAL FEATURES

FORUM WORKSHOP . . . . . . . . . 56

JEWELRY/ AccESSORIES

HOTPRODUcTS .BIZ . . . . . . . . . . 13

JPI DISPLAYS . . . . . . . . . . . . . . . . 26 FTH WHOLESALE . . . . . . . . . . . . . 27 WHAT’S HOT . . . . . . . . . . . . . . . . 12 KWIK INc . . . . . . . . . . . . . . . . . . . 36 HIPWHOLESALE .cOM . . . . . . . 109 MEGA-U-BID . . . . . . . . . . . . . . . 76 INT’L . JEWELRY . . . . . . . . . . . . . . 59 PROMOTIONAL REWARDS . . . . 98 PROTEcTION PLANS . . . . . . . . 104

DROPSHIPPERS

JEWEL cLEARANcE . . . . . . . . . . 70 JEWELRY MINERS . . . . . . . . . . . 116 JUDEE K cREATIONS . . . . . . . . . 18

DOBADROPSHIP .cOM . . . . . . 107

LEATHER GOODS

EZ DROPSHIP . . . . . . . . . . . . . . . . 78 MAScORRO LEATHERS . . . . . . . 03

E-cIGARETTES

SUNGLASSES cTS SUNGLASSES . . . . . . . . . . . . 73

LIGHTERS

TRADE SHOWS

79 SOUTH cHINA . . . . . . . . . . . . 29

ASIA AMERIcA SHOW . . . . . . . . 20 MAHONE ASSOcIATES . . . . . . . 49 NORTON’S SHOWS . . . . . . . . . . . 49

SNEAKER cLEARANcE . . . . . . . . 77

GREETING cARDS POPULAR GREETINGS . . . . . . . . 20

NOVELTIES cOOL GLOWING . . . . . . . . . . . . 117 NOVELTY SELLER . . . . . . . . . . . 119 SJT ENT . . . . . . . . . . . .BAcK K cOVER

PET PRODUcTS

Accept Credit Cards At Your Business. www.NOAMB.com See Page 91

0 1 4

Looking Thru Rose Colored Sunglasses

Sunny Trading See Page 37

DROPSHIP TO PROFITS!

1000’s of Items

See our ad on page 107

ASD VEGAS SHOW . . . . . . . . . . . 45 WHOLESALERS:

BUcK NAKED (AFG) . . . . . . . . . . 02 EAST WEST TRADING . . . . . .32/33 OFF PRIcE SHOW . . . . . . . . . . . . 41 LIGHT E cIG . . . . . . . . . . . . . . . . . 71 TRADE SHOW cALENDER . . . . . 38

FOOTWEAR

O C T O B E R

SUNNY TRADING . . . . . . . . . . . . 37

MYFAVORITEBEADS .cOM . . . . 81

DDBULK .cOM . . . . . . . . . . . . . . 103 SHAKE WHOLESALE . . . . . . . . . . 90 DINODROPSHIP .cOM . . . . . . . . 97

7 •

2.7¢ Long Distance!

VD IMPORTERS . . . . . . . . . . . . . . 62 FORUM AT ASD VEGAS . . . . . . . 16 FORUM123.COM 2 MYSTIcAL MOMENTS . . . . . . . . 80

READER RESPONSE . . . . . . . . . . 11 FB cAMPAIGNS . . . . . . . . . . . . . . 94 BODY cANDY HQ . . . . . . . . . . . 108 RETAILING NEWS . . . . . . . . . . . . 14 FORUM ADVISORS . . . . . . . . . . . 36 BUND JEWELRY . . . . . . . . . . . . . 115 TRADE SHOW cALENDAR . . . . . 38 FUNDING OFFIcES . . . . . . . . . . . 30 EAR cUFFS . . . . . . . . . . . . . . . . . . 24

NFIB ENROLL . . . . . . . . . . . . . . . . 24

Advertise in

VIDEOS & DVD’S DVD BUNDLE . . . . . . . . . . . . . . . . 66

Increase Your Sales

By Advertising Here!

631-754-5000

Sweet Smell of Profits!

SEE PAGE 65 VISIT FORUM ON THE INTERNET View our latest books at

www.bizbooks.org

Be In The Know!

PG 51 F

WATcHES & cLOcKS

STOcKWELL GREETINGS . . . . . . 34 SJT ENT . . . . . . . . . . . .BAcK cOVER TIME WHOLESALERS . . . . . . . . . 67

Trade Show Directory All Shows For 2014 www.forum123.com

O R U M

Advertising informAtion A Ation

Active Buyers with our Print Readership Plus over 200,000 Page Views Monthly Online

Reach

n Apparel and Accessory Stores n Card and Gift Stores n Discount and Dollar Stores n Distributors and Jobbers n General Merchandise Stores

estA st blished in 1981 as a buying source for store stA owners and wholesalers, Retailers Forum offers advertisers a large national circulation to showcase their products and services. Many of our readers are located in rural areas where access to merchandise is difficult, making our magazine indispensable to their buyers.

Through our unique direct mail and trade show

n Internet On Line Stores

circulation we constantly rotate our mailing lists, adding

n Mail Order Catalog Sales

new stores monthly enabling us to deliver new, fresh

n Novelty and Toy Stores

buyers each and every month you advertise with us.

In addition to your print ad, your company will be

n On Line Stores

featured in our digital on line monthly version at

n Resort and Souvenir Stores

www.RFmagazine.com. Our online magazine produces

n Sporting Goods Stores

over 200,000 page views monthly for our advertisers, which is in addition to our print and mail distribution.

n Variety Merchandise Stores

Your online ad will link to your website and email

n Wholesalers

address and we provide unlimited transfers from our readers into your website 24/7.

Retailers Forum Magazine published monthly by

FORUM PUBLISHING COMPANY 383 east Main street, Centerport, nY 11721

www.retailersForum.com

CONtAC t t US: tAC t tel: 1-800-635-7654 Fax: 631-754-0630 email: ForumPublishing@gmail.com

bonus trAde show distribution 2014

retailers

JANuARy

California Gift Show Charlotte Gift Show Orlando Gift & Variety Show Philadelphia Gift & Variety Show Seattle Gift Show St. Louis Gift Show Value Price Expo, NY Windy City Gift Show

Advertising rAtes A Ates AD SIze

1 ISSue

3 ISSueS

6 ISSueS

12 ISSueS ue ueS

› page

$400

$300

$275

$250

¼ page

$525

$425

$400

$350

½ page

$625

$525

$500

$450

full page

$850

$750

$700

$650

2 pages

$1,350

$1,250

$1,150

$1,050

FebRuARy

Louisville Gift Show Off Price Specialist Show Philadelphia Marketplace San Francisco Gift Fair

MARCh

ASD Las Vegas Show Boston Gift Show Charlotte Gift Show Norton’s Gift & Variety Show Oklahoma City Wholesale Show Portland Gift Show

APRIL

Prices shown per month, above rates include full color printing

Asia America Trade Show Hawaii Merchandise Expo Minneapolis Gift & Variety Show

Advertising specs

National Stationery Show Off Price Show NY Value Price Expo, Atlantic City

› page: ¼ page:

2¼" high x 3¼" wide 4‚" high x 3¼" wide

½ page: full page:

4‚" high x 7" wide or 9½" high x 3¼" wide 9½" high x 7" wide

MAy A Ay

JuNe

Charlotte Gift & Variety Show Dallas Gift & Variety Show Norton’s Gift & Variety Show

JuLy L Ly Email or provide CD of ad in exact dimensions as JPG, TIF or preferred PDF format in CMYK color, 300 dpi resolution only

FuLL MARKeTING PROGRAM INCLuDeD >> n

Monthly print and mail magazine

n

Online magazine and search marketing

n

Distribution at over 50 trade shows Complete digital Magazine • Your ad runs on-line at www.RFmagazine.com • Over 200,000 monthly page views • Active link to your website Phone APP • Your company included in our free iPhone and Android APP. Imagine YOUR company right on the buyers phones!

reader response • Generates leads from buyers interested in your products through a code placed in your ad and on-line at www.vendor411.com. Free for all half and full-page ads. search Marketing • Your company included in the industry’s leading search engine: www.supplier411.com

California Gift Show Oklahoma City Wholesale Show Orlando Gift Show Philadelphia Gift & Variety Show San Francisco Gift Show Windy City Gift Show

AuGuST

ASD Las Vegas Show Biloxi Wholesale Show Ft. Lauderdale Gift & Variety Show Louisville Gift Show Off Price Specialist Show Seattle Gift Show St. Louis Gift Show

SePTeMbeR

Asia America Trade Show Charlotte Gift & Variety Show Hawaii Gift Show Las Vegas Gift & Resort Show Norton’s Gift & Variety Show Value Price Expo NY

OCTObeR

ASD New York Show Portland Christmas Show Seattle Christmas Show

NOVeMbeR

Gatlinburg Gift Show Hawaii Merchandise Expo Norton’s Gift & Variety Show San Francisco Christmas Show Smoky Mountain Variety

DeCeMbeR

Charlotte Gift & Variety Our Large Holiday Issue Hits The Mails Before Thanksgiving to Maximize Advertisers Results! * Show schedules are subject to change without notice.

From the Publisher AUTUMN IS

FINALLY here and thus starts the retailer’s favorite season. Anything is possible from October through the

End of the year. Each of us anxiously waits and watches as the season unfolds, hoping that this one will be the biggest ever!

Over the last few years we have seen a late start to the buying season but I think this year will start promptly and will show some modest increases for most retailers.

OF course there is always the excitement during the closing days of the holiday season. Did you stock too much, too little? Will you sell merchandise right off the walls?

Planning is everything for the success of your sales.

THIS month many stores will be cleaning up on Halloween sales.

Whether you celebrate the holiday or not, this is a multi-billion dollar one and you should be partaking in the sales that are to be made. It is a great kick-start to bringing in money to stock up for Christmas.

ROLL out your lay-away program this month. Let shoppers know that they need to be thinking about the upcoming holidays and setting aside money and merchandise for it. The layaway programs increase retailers total

sales for each customer between 5-15%, so it’s a smart move for your store.

IF you are not already accepting credit cards, now is the time to set up a merchant account. Like lay-away, shoppers will spend considerably more when they can use a credit card, so you need to offer this convenience.

ABOVE all, make sure that your store is festive and inviting to shoppers.

Decorate for the season, make your store lively with a fun shopping vibe.

We are all competing against major chain stores who pull out all the stops for this season. Take a page from their playbook on this one. A happy shopper will spend more. When they spend more, you make more. Simple economics!

I relate the holiday season to my trade show sales experiences. In a short and set period of time you have the opportunity to do a great deal of business. When the show ends, so does the opportunity. In retailing when Christmas eve comes the sales end. So, hunker down and dig in, drum up the sales force and get busy for this final quarter.

RETAILERS FORUM SaleS & Marketing Gregory Brown Tom Richards Scott Savitt Martin Stevens Office Manager Leah C. PrOductiOn Myra Echevarria credit dePartMent Kristine Hines circulatiOn Discount Reading Svc. literary Staff Patricia Luebke Jason Meyers Rachel Spearman cOlOr PrOductiOn Anchor Imaging Printing Composing Room art directiOn Gregory Stevens Martin Stevens OverSeaS Office Trade Channel N.W. Guineastr 30 2022 PA Haarlem Netherlands +31-23-531-90-22 Published Monthly by: Forum Publishing Co. 383 East Main Street Centerport, NY 11721 Tel: 631/754-5000 Fax: 631/754-0630 forumpublishing@gmail.com

www.retailersforum.com

>> ON-LINE SOURCING The entire issue of Retailers Forum Magazine is posted on-line at

www.RetailersForum.com Includes: Website Links * E-Mail Links * Printable PDF’s ACCESS OUR MAGAZINE FROM ANYWHERE 24/7

RETAILERS FORUM is published monthly at $30/year USA, $75/year foreign.

Entire contents copyright ©2014 by Forum Publishing. Publisher assumes no responsibility for contents herein. First and third class postage paid at Centerport, NY. Bulk mail paid at NY, Brookfield, WI and Hooksett, NH under private mail indicia via publication mailing.

retailers

Reader Response Free Product InFormatIon From our advertIsers Have our advertisers contact you directly! Simply select the advertisements that interest you and fax this form to 631-754-0630 or fill in on-line at www.vendor411.com v vendor411.com

aPParel

FootWear

❒ All Advertisers in AppA App rel ❒ 01. 1 Stop Wholesale ❒ 02. Backstage ❒ 13. Erazorbit Shirts ❒ 35. Just Wholesale

❒ All Advertisers in FootWeAr ❒ 37. 79 South China

Concepts ❒ 16. Karma Circle ❒ 10. Selini NY ❒ 20. Xit! Shirts

credIt card ProcessInG ❒ All Advertisers in

credit cArd rd processing

❒ 38. EXS Credit ❒ 68. NOAMB.com

dIsPlaYs/suPPlIes ❒ All Advertisers in

generAl l&V VArietY riet

❒ 11. DVA Inc. ❒ 03. East West Trading ❒ 09. JAM Hats & Earphones ❒ 57. Liquidation.com ❒ 07. Ramsons ❒ 26. VD Importers ❒ 27. VIA Trading

GreetInG cards ❒ All Advertisers in

❒ 06. JPI Displays

❒ 50. Popular Greetings ❒ 08. Stockwell Greetings

electronic cigArettes

❒ 53. Buck Naked

JeWelrY elrY & Accessories elrY

❒ 56. Ear Cuffs ❒ 14. FTH Wholesale ❒ 18. Int’l Jewelry ❒ 19. Judee K ❒ 51. Kay Imports ❒ 54. Mascorro Leather ❒ 05. MyFavoriteBeads.

❒ All Advertisers in

greeting cArds

❒ All Advertisers in

❒ All Advertisers in

General & varIetY

displAYs/sUpplies pplies

electronIc cIGarettes

JeWelrY & accessorIes

Incense ❒ All Advertisers in incense ❒ 39. L&V Creations ❒ 41. Mystical Moments

com

Pet Products ❒ All Advertisers in

pet prodUcts cts

❒ 04. SJT Dog Signs

sunGlasses ❒ All Advertisers in sUnglAsses ❒ 30. CTS Sunglasses ❒ 36. PR Sunglasses ❒ 32. Sunny Trading

Western accessorIes ❒ All Advertisers in

Western Accessories

❒ 48. Western Express

For Quick Response: Fax: 631-754-0630 • On-Line: www.Vendor411.com

Mail: Forum Publishing Co. • 383 E. Main St. • Centerport, NY 11721 Your Name _____________________________________________ Type of Business ____________________________________ Company Name _____________________________________________________________________________________________ Address ____________________________________________________________________________________________________ City ____________________________________________________State _____________________ Zip ______________________ E-Mail: _________________________________________________Tel _______________________ Fax ______________________

what’s hot For more information, contact:

VD IMPORTERS

1-305-620-2006 www.vdimporters.com

For more information, contact:

MY FAVORITE BEADS

1-614-323-0395 www.MyFavoriteBeads.com

For more information, contact:

www.Whole-Cell.com

SMELLS WELL, SELLS WELL

FRAGRANCES are always a great addition to your store or online business and when you have the right mix of merchandise they can be great sellers for you. Our friends at VD Importers specialize in knowing what sells and offers the largest selection in the industry.

EVERYTHING from aroma lamps, incense burners, sticks and oils are always in stock at VD Importers. The pricing is very competitive with over 200 fragrances of popular incense sticks as low as $2.25 a box. They even feature beautiful colored incense sticks at $1.50 a box and a brilliant selection of holders, boxes and pyramids.

WHEN you want a fast selling item from one of the best suppliers in the business, look no further than VD Importers. They ship daily and offer a 5% discount to our readers with the code: RF10.

EVERYONE’S FAVORITE BEADS

MILLIONS of jewelry lovers can’t be wrong! The P*ndora style bead bracelets have been one of the jewelry retailers best sellers since they arrived on the scene and My Favorite Beads has taken the category above and beyond by adding a huge assortment of individual beads for clients as well as fully completed pieces that are a tremendous seller at store and online around the world.

THE company has even crafted necklaces and earrings to match every bracelet and has a wide variety of themes including Cancer Awareness, All Holidays, Fantasy themes and Assorted Sayings and slogans. The possibilities are endless with so many variations to the line and those who sell these fantastic items also know their profitability is the best in the business.

RINGING UP SALES

YOU know a category is hot when manufacturers start making cell phones for toddlers! Or when thousands of people line up like last month at the Apple store for the new phones. Well, Whole-Cell is your meal ticket to profits when you sell their cell phones and accessories at your store or online.

WHETHER you already run a cell phone store or want to add a small section into your store, this company is your one stop shop for everything cell phone. They have unlocked phones starting at just $19.99 (that’s a dial sim world phone!) as well as some of the newest styles of android system phones.

IN addition to phones the company carries a huge line of bluetooth accessories, memory cards, car chargers, batteries, holsters and cases as well as everything else you need to make your sales profitable. This is a great find for retailers around the world. They sell internationally.

Visit Our New Monthly What’s Hot online at: www.HotProducts.biz * Get listed: 800-635-7654

irst F s ’ y r t dus

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” k o o B k o o

The In

O C T O B E R

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www.HotProducts.biz • Hottest Wholesale Items • Updated Monthly • Easy-to-read and use • Website Links

Another innovative idea from

FORUM PUBLISHING COMPANY

1-800-635-7654

forumpublishing@gmail.com

F O All Wholesale – All The Time® R U M

That’s No Dummy!

DO you remember the 1980’s movie Mannequin when a figure in the store window comes to life. I’m talking Mannequin 1, not 2! Well, fast forward to today and the world of retailing is heading into that direction. There’s a UK start-up called Iconeme that is using a bluetooth low energy beacon system that enables mannequins to send information about the clothes and accessories they are wearing directly to shoppers’ smartphones as they browse or walk past them.

THE device is called a VMBeacon and it gets installed into each mannequin and transmits information that has been pre-programmed by the retailer via a secure web portal. When a customer with an enabled smartphone app is within range of the mannequin they will receive an automatic alert about the content that can be accessed. This can include details about the clothing or accessories, pricing and even links for the shopper to purchase the items directly from the retailer’s website.

THE VMBeacon is always on, which allows it to engage with shoppers when the store is closed, making the store window a constant interactive selling point. The retail decides what info gets sent and can also access analytic reports to gain customer insight and help increase sales.

NRF Plans To Appeal Approval of Swipe Fee

GOING into its tenth year of litigation, NRF plans to join retailers in appealing a federal judge’s approval of a flawed settlement with Visa and MasterCard over credit card swipe fees.

Apparently the judge is approving the ruling and the NRF with support of their retailer members are disappointed in the ruling.

THE U.S. District Court Judge approved the class-action antitrust settlement and praised a provision that allowed merchants to impose a surcharge for credit card use as the solution to rising swipe fees even though it had been widely rejected by merchants around the country. Card companies already force retailers to include swipe fees in the prices of their merchandise, so an additional surcharge would only increase costs to consumers, rather than reduce them, which is what retailers have been wanting to achieve.

MOST of the retailers rejecting this are smaller independent retailers, while many of the large box stores have opted out accepting the plan. The NRF argued against approval saying that the settlement fails to reform the price-fixing system that Visa and MasterCard set the swipe fees followed by the banks that issue their cards. These fees cost retailers over $30 billion a year and drives up prices for the average household by about $250 a year. The battle continues.

Retailing Tidbits

VISIT the mall, buy a car. In Cherry Hill, NJ you can go car shopping right at the mall. And not just browsing at cars set inside the mall, but you can take actual test drives of the vehicles. Over 30 vehicles are available at the mall to be test driven. The car dealers pay between $1000 to $3000 a month per car for placement throughout the mall. Now when your wife asks you to pick up something at the mall you can return home with a Mercedes as well.

WHY stop at cars in the mall? We all know home building numbers are down, so it is no surprise that KB Homes wanted to up their marketing. They opened a store in a Roseville, CA shopping center to help market houses in the area. The store features a design studio where buyers can choose flooring, lighting, cabinets, fixtures as well as other amenities for their new homes.

For Late-Breaking Industry News Visit: www.RetailersForum.com If It Affects Retailing We Report On It!

Stay Informed S

urceS for General & variety StoreS www.retailersforum.com

retailers

HOW DOES 2010 LOOK? RESTOCKING YOUR STORE WHAT’S HOT! JAN. SHOWS ATTRACTING SHOPPERS

VOL. 29 NO. 9 JANUARY 2010

retailers

Wholesale Merchandise

Hot New Products

Industry News

Trade Show Calendar

Retailing Tips

And Much More…

SUBSCRIBE TODAY! www.Forum123.com

1 Year (12 Issues).....$30

CALL TOLL FREE: 800-635-7654 • Fax 631-754-0630

Mail Check or Money Order to: Forum Publishing • 383 E. Main St. • Centerport, NY 11721

o MONEY ORDER o CHECK Address__________________________________________ o CREDIT CARD Name ___________________________________________

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1 6 • O C T O B E R

Forum Advertisers Martin Stevens at Forum Exhibit

2 0 1 4

Busy SJT Ent. booth

Cool Jewels

F O R U M

P ick up t he late s t is sue of Retailers Foru m

at Vegas ASD Show Love Is In The Air

1 7 • O C T O B E R 2 0 1 4

Buck Naked E-Cigs

Vape USA

at t h e e n t rance s o f a l l m ajor t rade sh o ws .

F O R U M

1 8 • O C T O B E R

Davey Crockett Hats sell by the tens of thousands only $350 each

www.HeavenlySuits.com Full Collection of Designer Top Quality Church Suits for Women and Men

Silver Fox tails are a good seller

2 0 1 4

Leopard Rabbit Skin

We have: Red Fox Tails, Coyote tails, White tails, Raccoon tails, and more...

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Women’s Lavishly Trimmed Suit

Dressy Denim w/Sequins

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Sell for $538 Your CoSt $269

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Skirt Suits • Dresses • Hats • Jackets • Mens & Boys Suits All Sizes in Stock - 4 Through 34W

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JUDEE K CREATIONS, INC 21054 Sherman Way, Ste 340 • Canoga Park, Ca 91303 (818) 887-4653 • FAX (818) 887-4895 EMAIL:

F O R U M

Judeekcreations@yahoo.com

HOT FLOATING CHARMS & MAGNETIC LOCKETS Want More Info? Circle #19 on page 11 • www.Vendor411.com

1 9 • O C T O B E R 2 0 1 4

Want More Info? Circle #20 on page 11 • www.Vendor411.com

F O R U M

2 0 • O C T O B E R 2 0 1 4

See us at NCPA Drug Store Show Austin, Texas Oct. 18th to 22nd

ORDER ONLINE TODAY! www.populargreetings.com Most Cards are Foil and Embossed

25¢¢ 25 Only online orders

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Caribbean, U.S., Latin American Buyers F O R U M .

www.asiaamericatradeshow.com info@acsshow.org - 305.262.3200

2 1 • O C T O B E R 2 0 1 4

Want More Info? Circle #48 on page 11 • www.Vendor411.com

F O R U M .

Want More Info? Circle #10 on page 11 • www.Vendor411.com

2 4 •

Attention:

O C T O B E R

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F O R U M .

2 8 • O C T O B E R 2 0 1 4

WHOLESALE WOMEN’S CLOTHING

Rush Wholesale

Style in Fashion Inc. D.B.A. Westside Designs

Bulk Discounts

We import Ladies Garments from Thailand, India, & China. Tie-Dye, Hawaiian Print, Solid Acid Wash, Printed Dresses, Baby Doll Dresses, Blouses, Skirt Sets, Pant Sets, Skirts, Sundresses, Umbrella Dresses in Rayon & Cotton Fabric.

We also carry Magic Wrap, Sarongs, Handkerchief Dresses, Pancho Tops - all in Regular and Plus Size.

We also carry Belly Dance & Zumba outfits in lots of different styles.

Beauty Supplies long & strong Treatment Set 42 Sets - 126 Bottles

$138600 Emergency Flashlights 100@ $47500

Military caps (Standard Brim)

9 Dz. Asst

$75060

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321 Olympic Blvd. Los Angeles, CA 90015

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Tel: (213) 624-9728 - (213) 488-1896 Fax: (213) 624-2115 - (213) 488-3398 email: Andy@StyleInFashion.com

Hair Care • Beauty • Military • Jewelry • Household • Shapewear

www.StyleinFashion.com

www.Rushsuppliers.com

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Want More Info? Circle #37 on page 11 • www.Vendor411.com

F O R U M

3 0 • O C T O B E R

LAcEy HAt A S At

The original women’s lace caps. Over 30 style and color combinations. Great quality, great price, great customer service!

All orders shipped ASAP on items in stock.

Check out www.LaceyHats.com for new arrivals and current in stock styles.

561-999-5552 • email info@hatsNtease.com

HEADPHONES

Blubass Headphones and Earbuds.

Amazing sound quality, beautiful packaging, high quality fabrication and competitive pricing.

Special counter displays for any store checkout area. Great money making item!

561-999-5552 • email info@hatsNtease.com

2 0 1 4

Want More Info? Circle #09 on page 11 • www.Vendor411.com

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F O R U M

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3 1 •

RAMSON’S IMPORTS, INC.

www.RIOhio.com Email:info@RIOhio.com (614) 846-4447 FAX: (614) 846-4809

Las Vegas Variety Souvenir & Resort Gift Show September 17- September 20, 2014 Las Vegas Convention Center Las Vegas, NV Booth# 1652 & 1654

P3’x 5’ Flags $2.50 Each Min.100 pcs

$39.00 dz

$30.00 ut/72pcs

2 0 1 4

Metal Plates $3.50 Each 12”x18”Metal Sign $5.50 Each

$4.50 Each

3’x5’Embroidered Flags $14.00 Each

WindSocks $48.00 dz

Navy $36.00 ut 72 pcs

Leather Wallets $5.00 each

Garden Flags Playing Cards $18.00 dz 48.00 dz

$21.00 dz

$15.00 dz

12”x18” Metal Signs $5.50 Each

$39.00 dz

N.F.L

Sunglasses $6.00 Each $36.00 dz

Metal Plates $33.00 dz

$15.00 dz

12”x18”$5.00 Each Team Logo Jewelry Set $9.50 set

8” x 12” Metal Signs $33.00 dz

Belt Buckle $36.00 dz 12”x18” Metal Sign $5.00 each

$7.00 Each

20 oz Square Insulated Tumbler $4.75 each

8”x12” $39.00 dz

Metal Plates $27.00 dz

Team Logo Rhinestone Earrings $54.00 dz

16 oz Metallic Tumbler $10.50 each

Hat Pins Also sold by the dozen!

Metal Signs $6.00 Each

$3.50 ea

$42.00 dz

O C T O B E R

12”x12” Crossing Signs $21.00 dz

$42.00 dz

Leather Bracelet $18.00 dz

Bandanas $18.00 dz

8” x 12” Parking Sign $18.00 dz

$18.00 dz

$24.00 dz

$15.00 dz

36 pc Stainless Steel $30.00 unit

Patches 5” $30.00 dz Puka Bead Necklaces $27.00 dz Tin Sign $4.75 Each 100’s to choose from!

Biker Ring $39.00 unit

1ut/5 dz Mood Rings $33.00 unit

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F O R U M

2 0 1 4

F O R U M .

Premium Smoking Accessories • Lighters • Hookahs • Cigarette Cases • Ashtrays • RYO/MYO Machines

O C T O B E R

RYO Machines

East West Trading Corp. Ltd.

Importers • Exporters • Distributors Phone: 800-621-3635 • Fax: 855-900-4848 www.FujimaUSA.com • www.Lucienne.com

Want More Info? Circle #03 on page 11 • www.Vendor411.com

Pipes • Butane • Cigarette Machines • Flasks • Postal Scales • Cigar Cutters • Wine Accessories • Tobacco Grinders

3 2 •

Want More Info? Circle #03 on page 11 • www.Vendor411.com

3 3 • O C T O B E R 2 0 1 4

F O R U M

3 4 • O C T O B E R 2 0 1 4

Want More Info? Circle #08 on page 11 • www.Vendor411.com

www.dvawholesale.com

1988-2014

727-447-4147

Stay up to the Minute with DVA Deal Alerts

Electronics Housewares General Merchandise Shoes Health & Beauty Seasonal Automotive

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DVA Has Quality Lots and Truckloads Available

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Export Available Walk-ins Welcome

DVA, Inc. 31541 US Highway 19 North Palm Harbor, FL 34684 727-447-4147

www.dvawholesale.com Call 727-447-4147 or Email liquidations@dva.com for Manifests and Current Inventory Want More Info? Circle #11 on page 11 • www.Vendor411.com

www.erazorbits.com |

Want More Info? Circle #13 on page 11 • www.Vendor411.com

3 5 • O C T O B E R

• Pre-Shrunk Cotton Tees • Long Sleeve Tees • • Hooded Sweatshirts

2 0 1 4 Front left side print

Front left side print Front left side print

Left breast print Left breast print

Front left side print

Visit erazorbits.com to view and order from our entire line of Apparel, Glass and Decals.

Left breast print Left Breast Print

Center Chest print Left breast print

Left breast print

Front left side print

High-Quality Glassware & Reflective Decals Decals are printed on High-Performance reflective material available 2, 4, 6 and 12 inch sizes.

Glassware is available in 25oz Tankards, 23oz pilsners, 16oz pints and 2oz shooters.

www.erazorbits.com | Phone: 800-506-2747 | Fax: 609-660-0051

F O R U M .

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3 7 • O C T O B E R 2 0 1 4

8815 NW 33rd Street, Suite 130 Miami, FL 33172 USA Want More Info? Circle #32 on page 11 • www.Vendor411.com

F O R U M .

Seton Signage.com Since 1956 • Over 57,000 Products On-Line

SignS Fire & Exit Office & Engraved Security Signs Shipping and Trucking Banners and Flags

TagS Blank Colored Tags Fluorescent Tags Tear Off Combo

Shipping SafeTy/ TapeS SecuriTy PVC Tape 2.0 mil 2” & 3” Widths Printer Tapes Barricade Tape Marking Tape

Locks Mirrors Alarms Surveillance Signs & Tags

Design your own on-Line • 100% guarantee

Everything for your Store or Warehouse

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Industry trade shows

November/December 2014

Apparel Hawaii market Trade Show Show Date: Nov 7-9 Management: Douglas Trade Shows Management P.O. Box 1087 Kaneohe, HI 96744 Tel: 808/254-1773 Fax: 808/254-3324 www.douglastradeshows. com Location: Neal S. Blaisdell Center, Honolulu, HI Est. Exhibitors: 200 Est. Attendance: 4,000 Profile: This well attended exhibition connects retailers with manufacturers and distributors of jewelry, gifts, apparel and other items.

Norton’s Apparel & Jewelry Show Show Date: Nov 15-17 Management: The Norton Shows P.O. Box 265 Gatlinburg, TN 37738 Tel: 865/436-6151 Fax: 865/436-6152

www.nortonshows.com Location: Gatlinburg Convention Center, Gatlinburg, TN Est. Exhibitors: N/A Est. Attendance: N/A Profile: Gifts and variety merchandise.

F.F.A.N.Y New York Shoe expo Show Date: Dec 3-5 Management: Fashion Footwear Assoc. of NY 1414 6th Ave. at 58th St., Ste. 203 New York, NY 10019 Tel: 212/751-6422 Fax: 212/751-6404 www.ffany.org Location: Hilton Hotel and FFANY Showrooms, New York, NY Est. Exhibitors: N/A Est. Attendance: N/A Profile: This show features the collections of the Fashion Footwear Association of New York.

Transworld’s Jewelry, Fashion, Accessories & Home Décor Show Show Date: Dec 4-7 Management: Transworld Exhibits, Inc. 1850 Oak St. Northfield, IL 60093 Tel: 847/446-8434 Fax: 847/446-3523 www.transworldexhibits. com Location: Renaissance, Schaumberg, IL Est. Exhibitors: N/A Est. Attendance: N/A Profile: Fashion apparel and accessories at this cash and carry show will be exhibited here.

Arts & crafts offinger’s Handcrafted marketplace Show Date: Nov 1 Management: Offinger Management Co. 1100-H Brandywine Blvd.

Zanesville, OH 43702 Tel: 740/452-4541

F O R U M

S p o N So r eD bY:

Recycled Clothing

Industry trade shows

www.1stopwholesale.com

Nov/Dec 2014

Jeans • Shorts • Coats

516-991-7777 4 0 • O C T O B E R 2 0 1 4

Fax: 740/452-2552 www.offinger.com Location: Ohio Expo Center, Columbus, OH Est. Exhibitors: 175 Est. Attendance: 2,500 Profile: Suppliers exhibit all items pertinent to the handcrafted product industry.

The craftsmen’s christmas classic Arts & crafts Festival Show Date: Nov 7-9 Management: Gilmore Enterprises 3514-A Drawbridge Parkway Greensboro, NC 27410

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Tel: 336/282-5550 Fax: 336/274-1084 www.gilmoreshows.com Location: Coliseum Special Events Center, Greensboro, NC Est. Exhibitors: 500 Est. Attendance: 20,000 Profile: Features thousands of original crafts and fine art, showcasing Made-inAmerica products such as pottery, toys, leathercraft, jewelry and more.

Open to public and trade.

The craftsmen’s classic Arts & crafts Festival Show Date: Nov 21-23

Management: Gilmore Enterprises 3514-A Drawbridge Parkway Greensboro, NC 27410 Tel: 336/282-5550 Fax: 336/274-1084 www.gilmoreshows.com Location: Charleston Convention Center, Charleston, SC Est. Exhibitors: 300 Est. Attendance: 20,000 Profile: This Expo features thousands of original crafts and fine art, showcasing Made-in-America products such as pottery, toys, leathercraft, jewelry, and more.

Open to public and trade

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The craftsmen’s christmas classic Arts & crafts Festival Show Date: Nov 28-30 Management: Gilmore Enterprises 3514-A Drawbridge Parkway Greensboro, NC 27410 Tel: 336/282-5550 Fax: 336/274-1084 www.gilmoreshows.com Location: Coliseum Special Events Center, Greensboro, NC Est. Exhibitors: 500 Est. Attendance: 20,000 Profile: Features thousands of original crafts and fine art, showcasing Made-inAmerica products such as pottery, toys, leathercraft, jewelry and more.

Open to public and trade.

beauty/ Hair care

F O R U M

International esthetics, cosmetics & Spa conference Show Date: Nov 9-11 Management: Questex Media Group 757 Third Ave., 5 Fl. New York, NY 10017 Tel: 203/926-0528 Fax: 203/926-0577 www.iecsc.com Location: Ft. Lauderdale Convention Center, Ft. Lauderdale, FL

Industry trade shows

Nov/Dec 2014 Est. Exhibitors: N/A Est. Attendance: N/A Profile: Show for cosmetology industry. private Label Trade Show Show Date: Nov 16-18 Management: Private Label Manufacturers Association 630 Third Avenue New York, NY 10017 Tel: 212/972-3131 Fax: 212/983-1382 www.plma.com Location: Rosemont Convention Center, Chicago, IL Est. Exhibitors: N/A Est. Attendance: N/A Profile: For supermarkets, drug chains, mass merchandisers, food & drug wholesalers, and warehouse clubs to showcase their products.

business National minority Supplier Development council conference & business opportunity Fair Show Date: Nov 2-5 Management: National Minority Supplier Development Council, Inc. 1040 Avenue of the Americas, 2nd Floor New York, NY 10018

Tel: 212/944-2430 Fax: 212/719-9611 www.nmsdcus.org Location: Orange County Convention Center, Orlando, FL Est. Exhibitors: N/A Est. Attendance: N/A Profile: Buying organizations and buyers from corporations, government agencies, universities and more.

American Translators Association Annual conference Show Date: Nov 5-8 Management: American Translators Association 225 Reinekers Ln., Ste. 590 Alexandria, VA 22314 Tel: 703/683-6100 Fax: 703/683-6122 www.atanet.org Location: Chicago, IL (Call for Site) Est. Exhibitors: N/A Est. Attendance: N/A Profile: This show promotes recognition of translators as a profession and improvement of standards and quality of translations. business to business merchandise expo Show Date: Nov 7-9 Management: Douglas Trade Shows Management P.O. Box 1247

S p o N So r eD bY:

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Kaneohe, HI 96744 Tel: 800/525-5275 Fax: 808/254-3324 www.douglastradeshows. com Location: Blasidell Exhibition Center, Honolulu, HI Est. Exhibitors: N/A Est. Attendance: N/A Profile: One stop shopping for the business community of Hawaii.

electronics AmIA Annual Symposium Show Date: Nov 1 Management: AMIA 4915 St. Elmo Avenue, Suite 401 Bethesda, MD 20814 Tel: 301/657-1291 Fax: 301/657-1296 www.amia.org Location: Hilton Hotel, Washington, DC Est. Exhibitors: 50 Est. Attendance: 1,700 Profile: Meeting for researchers in medicine.

National Association of realtors conference & Trade Show Show Date: Nov 7-10 Management: National Association of Realtors 430 N. Michigan Ave.

Industry trade shows

Nov/Dec 2014 Chicago, IL 60611 Tel: 312/329-8491 Fax: 312/329-8873 www.realtor.org Location: Morial Convention Center, New Orleans, LA Est. Exhibitors: 150 Est. Attendance: 6,500 Profile: Products and services that are marketed to the SOHO (small office, home office). Include computer software, etc.

Gifts & v variety offinger’s Handcrafted marketplace Show Date: Nov 1 Management: Offinger Management Co. 1100 H-Brandywine Blvd., P.O. Box 2188 Zanesville, OH 43702 Tel: 740/452-4541 Fax: 740/452-2552 www.offinger.com Location: Veterans Memorial Building, Columbus, OH Est. Exhibitors: 175 Est. Attendance: 2,500 Profile: Suppliers exhibit all items pertinent to the handcrafted product industry.

First monday & Tuesday mini market Show Date: Nov 3-4

Management: Dallas Market Center 2100 Stemmons Freeway Dallas, TX 75207 Tel: 214/672-8421 Fax: 214/749-5458 www.dallasmarketcenter. com Location: Dallas Market Center, Dallas, TX Est. Exhibitors: N/A Est. Attendance: N/A Profile: A gift and home accessories show.

Smoky mountain Gift Show Show Date: Nov 3-6 Management: Urban Expositions 1395 South Marietta Parkway, Bldg. 400, Ste. 210 Marietta, GA 30067 Tel: 770/952-6444 Fax: 770/956-9644 www.urban-expo.com Location: Gatlinburg Convention Center, Gatlinburg, TN Est. Exhibitors: 1,200 Est. Attendance: 15,000 Profile: This is a huge show featuring a vast array of gifts, jewelry, novelties and morel christmas Gift & Hobby Show Show Date: Nov 5-9 Management: HSI Show Productions P.O. Box 502798 Indianapolis, IN 46250 Tel: 317/576-9933

4 3 • O C T O B E R 2 0 1 4

F O R U M

S p o N So r eD bY:

Plug-in Aroma Lamps L&V Creations Incense • Oils • Burners 800-660-9081 • www.Scented.com

4 4 • O C T O B E R 2 0 1 4

F O R U M

Fax: 317/576-9955 www.hsishows.com Location: Indiana State Fairgrounds Event Center, Indianapolis, IN Est. Exhibitors: 500 Est. Attendance: 45,000 Profile: This is a largely attended Christmas show featuring Christmas gifts, arts and crafts and other related seasonal products.

International Jewelry Fair/ General merchandise Show Show Date: Nov 6-9 Management: Helen Brett Enterprises 5111 Academy Dr. Lisle, IL 60532 Tel: 630/241-9865 Fax: 630/241-9870 www.helenbrett.com Location: Ernest N. Morial Convention Center, New Orleans, LA Est. Exhibitors: 600 Est. Attendance: 15,000 Profile: This spring show features distributors, manufacturers and wholesalers of today’s latest fashion jewelry trends and fine jewelry, as well as general merchandise.

Hawaii merchandise expo Show Date: Nov 7-9 Management: Douglas Trade Shows Management P.O. Box 1247

Industry trade shows

Nov/Dec 2014 Kaneohe, HI 96744 Tel: 800/525-5275 Fax: 808/254-3324 www.douglastradeshows. com Location: Blasdell Exhibition Center, Honolulu, HI Est. Exhibitors: N/A Est. Attendance: N/A Profile: Business owners’ marketplace for products they can use for their businesses.

Dickens christmas Show & Festival Show Date: Nov 8-11 Management: Leisure Time Unlimited, Inc. 708 Main St., P.O. Box 332 Myrtle Beach, SC 29578 Tel: 843/448-9483 Fax: 843/626-1513 www. dickenschristmasshow.com Location: Myrtle Beach Convention Center, Myrtle Beach, SC Est. Exhibitors: 450 Est. Attendance: 28,000 Profile: Annual show features craftsmen and artists displaying their items, charity fund-raising festivals and activities for children. mid South Jewelry & Accessories Fair Show Date: Nov 13-16 Management: Helen Brett Enterprises 5111 Academy Drive

Lisle, IL 60532 Tel: 630/241-9865 Fax: 630/241-9870 www.helenbrett.com Location: Memphis Cook Convention Center, Memphis, TN Est. Exhibitors: 350 Est. Attendance: 8,500 Profile: Giftware will be featured.

Southern Women’s christmas Show Show Date: Nov 13-23 Management: Southern Shows, Inc. P.O. Box 36859 Charlotte, NC 28236 Tel: 704/376-6594 Fax: 704/376-6345 www.southernshows.com Location: Park Expo Center, Charlotte, NC Est. Exhibitors: N/A Est. Attendance: N/A Profile: Exhibits include food, fashion, fitness, art, home décor, gifts, appliances, photography and more.

Norton’s Gift & variety Show v Show Date: Nov 15-17 Management: The Norton Shows P.O. Box 265 Gatlinburg, TN 37738 Tel: 865/436-6151 Fax: 865/436-6152 www.nortonshows.com

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Location: Gatlinburg Convention Center, Gatlinburg, TN Est. Exhibitors: 475 Est. Attendance: N/A Profile: Giftware will be featured in addition to apparel and jewelry.

San Francisco christmas cash & carry Show Show Date: Nov. 21-23 Management: Urban Expositions 1395 South Marietta Parkway, Bldg. 400, Ste. 210 Marietta, GA 30067 Tel: 678/285-3976 Fax: 678/285-7469 www.urban-expo.com Location: Concourse Exhibition Hall, San Francisco, CA Est. Exhibitors: 200 Est. Attendance: 2500 Profile: Show features gift products, resort giftware, souvenirs.

Seasons christmas Gift Show Show Date: Nov 21-23 Management: Meteor Show Productions 298 Sheppard Ave. East Willowdale, ON M2N 3B1 Tel: 416/229-2060 Fax: 416/223-2826 www.seasonsshow.com Location: International Centre, Toronto, ON, Canada Est. Exhibitors: N/A

Industry trade shows

Nov/Dec 2014 Est. Attendance: N/A Profile: Last minute holiday show featuring gift products and services.

charlotte Gift, Jewelry and House Wares Show - charlotte

Show Date: Nov 28-30 Management: Gilmore Enterprises 1240 Oakland Ave. Greensboro, NC 27403 Tel: 336/274-5550 Fax: 336/274-1084 www.gilmoreshows.com Location: Greensboro Coliseum Complex, Greensboro, NC Est. Exhibitors: N/A Est. Attendance: N/A Profile: Holiday merchandise including gifts and accessories.

Show Date: Dec 6-8 Management: Charlotte Gift & Jewelry Show 3701 Latrobe Dr. #110 Charlotte, NC 28211 Tel: 704/365-4152 Fax: 704/365-4154 www.charlottegiftshow.com Location: Park Expo Center, Charlotte, NC Est. Exhibitors: 500 Est. Attendance: 7,500 Profile: This show is a trade show for buyers of gifts, jewelry, house wares, silk flowers, stationery, toys, and more.

First monday & Tuesday mini market

baton rouge Jewelry & General merchandise Show

Show Date: Dec 1-2 Management: Dallas Market Center 2100 Stemmons Freeway Dallas, TX 75207 Tel: 214/672-8421 Fax: 214/749-5458 www.dallasmarketcenter. com Location: Dallas Market Center, Dallas, TX Est. Exhibitors: N/A Est. Attendance: N/A Profile: A gift and home accessories show.

Show Date: Dec 12-14 Management: Helen Brett Enterprises 5111 Academy Drive Lisle, IL 60532 Tel: 630/241-9865 Fax: 630/241-9870 www.helenbrett.com Location: Baton Rouge Rover Center, Baton Rouge, LA Est. Exhibitors: 350 Est. Attendance: 8,500 Profile: Giftware will be featured.

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Jewelry & Accessories contemporary Glass Show Show Date: Nov 16-18 Management: American Crafts Council, Inc. 72 Spring Street, 6 FL New York, NY 10012 Tel: 212/274-0630 Fax: 212/274-0650 www.psmuseum..org Location: Palm Springs Art Museum, Palm Springs, CA Est. Exhibitors: 225 Est. Attendance: 7,000 Profile: This popular exhibit features craftspeople throughout the country displaying all types of crafts and glassware. Open to the public and trade. mid South Jewelry & Accessories Fair Show Date: Nov 13-16 Management: Helen Brett Enterprises 5111 Academy Drive Lisle, IL 60532 Tel: 630/241-9865 Fax: 630/241-9870 www.helenbrett.com Location: Memphis Cook Convention Center, Memphis, TN Est. Exhibitors: 350 Est. Attendance: 8,500 Profile: Jewelry and accessories show.

Industry trade shows

Nov/Dec 2014 Acc craft Fair - Sarasota Show Date: Dec (Call for Date) Management: American Crafts Council, Inc. 72 Spring Street, 6 FL New York, NY 10012 Tel: 212/274-0630 Fax: 212/274-0650 www.craftcouncil.org Location: Sarasota Convention Center, Sarasota, FL Est. Exhibitors: 225 Est. Attendance: 7,000 Profile: U.S.A. Made is the motto at this popular show, which features craftspeople throughout the country displaying items such as glass, leather, jewelry, wood, metal and fiber. Open to the public and trade.

Transworld’s Jewelry, Fashion, Accessories & Home Décor Show Show Date: Dec 4-7 Management: Transworld Exhibits, Inc. 1850 Oak St. Northfield, IL 60093 Tel: 847/446-8434 Fax: 847/446-3523 www.transworldexhibits. com Location: Renaissance Hotel, Schaumburg, IL Est. Exhibitors: N/A Est. Attendance: N/A

Profile: Jewelry will be featured at this cash and carry show. charlotte Gift, Jewelry & Housewares Show Show Date: Dec 6-8 Management: Charlotte Gift & Jewelry Show 3701 Latrobe Dr #110 Charlotte, NC 28211 Tel: 704/365-4152 Fax: 704/365-4154 www.charlottegiftshow.com Location: Park Expo Center, Charlotte, NC Est. Exhibitors: N/A Est. Attendance: N/A Profile: This show is a wholesale trade show for buyers of gifts, jewelry, house wares, silk flowers, stationery, toys and much more. baton rouge Jewelry & General merchandise Show Show Date: Dec 12-14 Management: Helen Brett Enterprises 5111 Academy Drive Lisle, IL 60532 Tel: 630/241-9865 Fax: 630/241-9870 www.helenbrett.com Location: Baton Rouge Rover Center, Baton Rouge, LA Est. Exhibitors: 350 Est. Attendance: 8,500

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Profile: Giftware will be featured.

music Sweet Adeline’s Int’l. convention & competition Show Date: Nov 3-8 Management: Sweet Adeline’s International 9110 S Toledo Avenue Tulsa, OK 74137 Tel: 918/622-1444 Fax: 918/665-0894 www.sweetadelineintl.org Location: Baltimore Convention Center, Baltimore, MD Est. Exhibitors: 150 Est. Attendance: 8,000 Profile: This convention provides a marketplace for goods and services of interest to women.

AoSA professional Development National conference Show Date: Nov 5-8 Management: American Orff-Schulwerk Association P.O. Box 391089 Cleveland, OH 44139 Tel: 216/543-5366 Fax: 440/543-2687 www.aosa.org Location: Renaissance Hotel, Nashville, TN Est. Exhibitors: 55

Industry trade shows

Nov/Dec 2014 Est. Attendance: 2,000 Profile: Representatives of music, music books, pitched and unpitched percussion instruments, musical gifts, puppets and children’s books.

packaging pack expo International Show Date: Nov 2-5 Management: Packaging Machinery Manufacturers Institute 4350 N. Fairfax Dr., Ste. 600 Arlington, VA 22203 Tel: 703/243-8555 Fax: 703/243-3038 www.pmmi.org Location: McCormick Place, Chicago, IL Est. Exhibitors: 1,200 Est. Attendance: 19,000 Profile: A biennial show for packaging machinery and materials, packagingrelated converting equipment as well as other related technologies.

Sporting Goods Farmfair International Show Date: Nov 2-9 Management: Northlands Park

P.O. Box 1480 Edmonton, AB T5J 2N5 Tel: 780/471-7210 Fax: 780/471-8176 www.farmfairinternational. com Location: Northlands Park, Edmonton, AB, Canada Est. Exhibitors: 150 Est. Attendance: 61,000 Profile: Livestock (beef, cattle, swine, goats, sheep, rabbits and more) exhibitors from across Western Canada and northern U.S. Ski Dazzle - The Seattle Ski & Snowboard Show Show Date: Nov 7-9 Management: Ski Dazzle, Inc. 807 Lagoon Canyon Rd. Lagoon Beach, CA 92651 Tel: 949/497-4977 Fax: 949/497-4123 www.skidazzle.com Location: Century Link Field Center, Seattle, WA Est. Exhibitors: 350 Est. Attendance: 50,000 Profile: All major ski manufacturers, resorts, accessories, retailers and other related services will be at this show.

Denver Globe Snow Sports Show Show Date: Nov 8-10 Management: BEWI Productions, Inc. 135 2nd Ave

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The Charlotte Gift & Jewelry Show 2014 SCHEDULE September 27-29 December 6-8

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Waltham, MA 02154 Tel: 781/890-3234 Fax: 781/890-0534 www.bewisports.com Location: Colorado Convention Center, Denver, CO Est. Exhibitors: 170 Est. Attendance: 38,000 Profile: This public show provides a marketplace for ski enthusiasts to view the latest offerings in resorts, ski equipment and fashion apparel. central california Auto Show Show Date: Nov. 14-16 Management: Motor Trend Auto Shows P.O. Box 4097 Harrisburg, PA 17111 Tel: 717/566-6100 Fax: 717/566-7868 www. motortrendautoshows.com Location: Fresno Convention Center, Fresno, CA Exhibitors: N/A Est. Attendance: N/A Profile: Major auto show features cars and accessories. boston Globe Snow Sports Show Show Date: Nov 14-17 Management: BEWI Productions, Inc. 135 2nd Ave Waltham, MA 02154

Industry trade shows

Nov/Dec 2014 Tel: 781/890-3234 Fax: 781/890-0534 www.bewisports.com Location: Seaport World Trade Center, Boston, MA Est. Exhibitors: 170 Est. Attendance: 38,000 Profile: This public show provides a marketplace for ski enthusiasts to view the latest offerings in resorts, ski equipment and fashion apparel.

Las v vegas Auto Show Show Date: Nov 28-30 Management: Motor Trend Auto Shows P.O. Box 4097 Harrisburg, PA 17111 Tel: 717/566-6100 Fax: 717/566-7868 www. motortrendautoshows.com Location: Las Vegas Convention Center, Las Vegas, NV Exhibitors: N/A Est. Attendance: N/A Profile: Major auto show features cars and accessories.

Ski Dazzle The Los Angeles Ski & Snowboard Show Show Date: Dec 3-7 Management: Ski Dazzle, Inc. 807 Lagoon Canyon Rd. Lagoon Beach, CA 92651 Tel: 949/497-4977

Fax: 949/497-4123 www.skidazzle.com Location: Los Angeles Convention Center, Los Angeles, CA Est. Exhibitors: 350 Est. Attendance: 50,000 Profile: All major ski manufacturers, resorts, accessories, retailers and other related services will be at this show.

Dealer News International powersports Dealer expo Show Date: Dec 5-7 Management: Advanstar Communications 201 E. Sandpointe, Ste. 600 Santa Ana, CA 92702 Tel: 714/513-8880 Fax: 714/513-8481 www.dealerexpo.com Location: McCormick Place, Chicago, IL Est. Exhibitors: N/A Est. Attendance: N/A Profile: Manufacturers and distributors of motorcycles, personal watercrafts, scooters and all-terrain vehicle parts and accessories.

New York International motorcycle Show Show Date: Dec 12-14 Management: Advanstar Expositions 201 E. Sandpointe, Ste. 600 Santa Ana, CA 92707 Tel: 714/513-8400 Fax: 714/513-8481

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www.motorcycleshows.com Location: Jacob Javits Convention Center, New York, NY Est. Exhibitors: N/A Est. Attendance: N/A Profile: This public consumer motorcycle show features the new-year models from the vehicle and accessory manufacturers.

Toy & Hobby christmas Gift & Hobby Show Show Date: Nov 5-9 Management: HSI Show Productions P.O. Box 502798 Indianapolis, IN 46257 Tel: 317/576-9933 Fax: 317/576-9955 www.hsishows.com Location: Indiana State Fairgrounds Event Center, Indianapolis, IN Est. Exhibitors: 280 Est. Attendance: 45,000 Profile: This show features gift items, collectibles, crafts, offinger’s Handcrafted marketplace Show Date: Nov 1 Management: Offinger Management Co. 1100 H-Brandywine Blvd., P.O. Box 3388 Zanesville, OH 43702

Industry trade shows

Nov/Dec 2014 Tel: 888/878-4438 Fax: 740/452-2552 www.offinger.com Location: Ohio Expo Center, Columbus, OH Est. Exhibitors: N/A Est. Attendance: N/A Profile: Shows country items, gourmet foods, florals, garden art, house wares, decorative accessories, pottery and jewelry.

Stamp & coin expo –Laughlin Show Date: Nov 7-9 Management: Bick International P.O. Box 854 Van Nuys, CA 91408 Tel: 818/998-6496 Fax: 818/988-4337 www.bick.net Location: Colorado Belle, Laughlin, NV Est. Exhibitors: N/A Est. Attendance: N/A Profile: This expo has dealers selling and promoting stamps and related products to collectors and enthusiasts. christmas Gift & Hobby Show Show Date: Nov 11-15 Management: HSI Show Productions P.O. Box 502798 Indianapolis, IN 46257 Tel: 317/576-9933 Fax: 317/576-9955 www.hsishows.com

Location: Indiana State Fairgrounds Event Center, Indianapolis, IN Est. Exhibitors: 280 Est. Attendance: 45,000 Profile: This show features gift items, collectibles, crafts, Stamp & coin expo – Las vegas v Show Date: Dec 19-21 Management: Bick International P.O. Box 854 Van Nuys, CA 91408 Tel: 818/998-6496 Fax: 818/988-4337 www.bick.net Location: Circus Circus, Las Vegas, NV Est. Exhibitors: N/A Est. Attendance: N/A Profile: This expo has dealers selling and promoting stamps and related products to collectors and enthusiasts.

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Starting your OWN BUSINESS T ke Time To Ta T Re R assess January 1st is a good time to look into the future, too. What is changing in your world? What will it cost you to buy updated equipment or the latest gift ware inventory? Of course, income you have earned from sales all year long has bought new inventory and supplies. But what if times have changed dramatically, and you have to buy something that will enable you to continue to compete in the marketplace – like the phototypesetting machines that kept Midnight Oil Typesetting in business? Or you have a large inventory of your best selling pink ceramic flamingos; and no one is buying them. You still have to buy new inventory and either discount those flamingos or put them in storage for another decade.

Then take home whatʼs left over. Does it sound like you are going to work for free for a few years? It F is possible. Some people do, or they make half as O much as they could earn if they had a salaried job.

R U Why? Because if you survive the first five years, itʼs M likely you will be able to make more than you could

ever earn working for someone else. That is – that should be – why you started a business. There are more reasons to start a business, which Iʼll discuss in a later article. But making money is what will keep you in business and allow you to fulfill those other goals and needs. It is also the only thing that will justify all the hard work you must do to succeed.

A OID DEBT AV Getting into debt in the early years is not advisable.

Your company will have a greater chance of surviving for a longer period of time if you donʼt owe anyone any money. It is simple to skip paying yourself a salary one month. Try skipping payment on a loan or a payable. Youʼll find yourself spending a lot of time on the telephone with creditors. This will interfere with everything else you need to do to make your business succeed. It will take up your time, will exhaust your mental and physical energy, and could cost you money – in interest payments or attorneyʼs fees. If you arenʼt sleeping nights because you owe money, you wonʼt make good business decisions.Youʼll be too tired, for one thing, toodesperate for another. You might start lying,then

5 7 •

“Making a difference”

O C T O B E R 2 0 1 4

1521 PACIFIC AVE., SANTA CRUZ, CA 95060, PH. 831-425-1998, 831-426-4596, 831-915-7567 / www.karmacircleusa.com Want More Info? Circle #16 on page 11 • www.Vendor411.com

F O R U M

FORUM Workshop WORKSHOP Forum 5 8 • O C T O B E R 2 0 1 4

The type of debt Iʼm talking about is not the money you have to spend to buy inventory and supplies for the day-to-day operation of your business (“working capital”).

It is long-term loans from banks and lenders, or lines of credit you have taken advantage of (abused) beyond any reasonable expectation that you can actually afford to pay the debt. Reasonable expectation is what you can afford in a poor month, based on actual sales and expense figures. Going beyond that means you have projected that business is going to get better. It should, and you should project it, but only on paper as a personal goal for you and your staff. Donʼt get into debt based on those projections. Get into debt in direct proportion to your ability to pay.

Some new business owners break these rules.

They find investors and loans and somehow or another sell the one product that the world has been waiting for. If you have one of those, youʼll have to take the risk. If youʼre like most of us, think twice.

TRADE & BARTER

A word about trade. Trade is not money except to the IRS.

Y u have to pay taxes on the market value of Yo anything you take in trade. Yo Y u have to pay cash when you have not received cash. Can you afford to do this? If your company operates on a shoestring, where do you expect to get this tax money from? continued..

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FORUM Workshop WORKSHOP Forum

6 Donʼt trade working capital, only “excess profit.”

0 New companies almost never have excess • profits. Unless you start your business on the large sum of working capital your family gave O C you, or the money you earned from your last T successful business, like the Gilzeanʼs EdinO burgh Castle, you are probably cash short. ReB member, you have to build a cash reserve for E R the business; and, chances are, in the first year both you and your employees are grossly un2 Y u need cash to pay for everything.

0 derpaid. Yo 1 4 Ye Y ars from now, youʼll have a track record and some savvy. Yo Y ur inventory purchases more closely match demand. Yo Y u sell almost everything you buy at retail, and keep up with market rends, economic conditions, and changing times. Yo Y uʼve given yourself and your staff frequent and substantial pay raises. Yo Y ur employ-

ees are telling you they want to work for you until they retire because their salaries are so high and they have good health and retirement benefits. Yo Y u have trained a trustworthy and dedicated manager and can finally take a vacation. And for the first time, your profits exceed all your projections and expectations. After you pay your bills, salaries, taxes, and business, and yourself, you discover you still have a bunch of cash in the bank that you have no foreseeable use for. This is “excess profit.” continued...

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FORUM Workshop WORKSHOP Forum

Coincidentally, you try to sell an ad to a com6 2 pany that rents time-share condos in Hawaii.

Y uʼve got the cash • They will only accept trade. Yo to pay taxes, and you were planning to vacation O in Hawaii in a hotel that would have cost the C T same as the time-share condo. These are the O conditions under which to accept trade.

B E Y u may be very tempted to take trade for R Yo things you donʼt need just to get customers in 2 0 the start-up years. Big mistake. For one thing, 1 trade wonʼt pay your bills. Remember, I said 4 pay yourself last. When you accept trade, you pay yourself first. Trading may cause

you to run short of cash to pay debts because your creditors wonʼt accept pass-along trade.

Y ur staff will start to wonder why you can afYo ford a new wardrobe, a new car, and luxurious vacations when their salaries are so small.

They will resent you; morale will plummet.

Consider one other negative aspect of trade you will have to live with; once a customer has traded, he or she will expect to do so forever.

Just how many meals in restaurants, overnight stays at local hotels, and gold necklaces do you need? How much can you really use? Yo Y uʼll find that your trade certificates start to pile up in your desk drawer. Yo Y u canʼt use all those ballet tickets, and the season is almost over. After you give five away to your employees, a nice bonus, youʼll throw away three that no one can use. continued..

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Now you have lost money. And the people who zine has to go to press wether the space is filled 6 4 traded with you were hoping you would, be- or not), perhaps those people will agree to do cause your loss was their gain. They had ex- business with you in the future for money.

• cess profits. They only traded for things they O really needed and could use right away. They As an employee, the most annoying thing C an employer ever did to me was to do busiT did not need the cash to stay in business. ness in trade. Employers like to pretend that O B Ta T king trade is a vicious cycle; one that is al- trade doesnʼt count. I consider it salary. So E most impossible to break. Just try telling a cus- when my boss complained that she “took no R tomer who is acclimated to trading that he or money home,” while she modeled her fur coat 2 she has to pay cash. He or she and her jewels, my stomach 0 turned. Our initial staff of three 1 will not believe you. Odds are, 4 you will not do business with that had agreed to income goals for customer for a long, long time. us all when we started. To T me it looked like she was not only getIf you continue to ask for cash, ting paid, but getting more than and donʼt back down at the last her share of what we had all minute (which is a bitter temptacontributed to. tion for a publisher whose magacontinued..

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FORUM Workshop WORKSHOP Forum

Iʼm never confident that an employer will run his 6 6 or her company well. It makes me uncomfort• able to be a potential victim of someone elseʼs inability to make intelligent, informed, accurate O C business decisions. And I have a sense of conT trol over the outcome, a greater willingness to O live with the consequences of my own deciB sions.

E R People do change. And while owners of new 2 0 businesses tend to fit the profile I have de1 scribed, those who have been at it for a number 4 of years may behave differently. After years of coping with the reality of running a business – meeting payroll, spending long hours filling out forms, having people who owe you money treat you like a loan shark – people change. Some of the humble and lovable features wear off.

Some of the shyness does too. It is hard to sell

other people on your dreams if you are shy. Yo Y u have to do public relations for your own company all the time. Everyone you meet should leave the encounter knowing your name and the name of your company and what you sell.

Y u have to be a walking, talking billboard – Yo maybe forever. This will change you, too.

Finally, the two things that change the small business owner the most are success and failure. Almost everyone experiences a little of both. But after five years, youʼll know which category your business falls into, and you will have been changed by the process.

continued..

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We had all worked equally hard to create a suc6 8 cessful company; the cash value of her trade was five times my monthly salary. I do believe • an employer is entitles to more than an emO ployee. But her denial that she was getting paid C T at all led me to believe that her willingness to O pay me more had dropped to zero. In fact, it B had at the time. She could only see her lack of E R cash in proportion to our cash salaries. It was a real morale killer for the company.

2 0 1 She never took our advice to stop trading (our 4 advice was free). It took the advice of a paid CPA P to tell her she was courting disaster. She PA slowed down but didnʼt stop. Edna did business with a lot of the same organizations I used too.

They paid me cash when I said “no” to trade. If you are tempted to trade, there is one exception to the rule: trade for essential supplies. For

example, if you are a printer, itʼs all right to trade printing for paper and ink. Trade only for things that you can use in your business, which will, in turn, produce income and profit. If you trade inventory (i.e., an item from your line of gifts) for anything, put that thing on display for sale.

Just remember, nine out of ten new businesses fail in the first year. Half of those remaining will be gone five years later. Why? A lot of reasons, but poor management and lack of capital summarize most of them.

continued..

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7 0 • O C T O B E R 2 0 1 4

ilies if they succeed. Dreams of six-month vacations die hard. Ask a small business owner The Entrepreneurial Spirit about taking time off. Most will answer that they donʼt. The living that most make is better than a Why work that hard for an uncertain income salaried job, if you count the “benefits.” But the and future? Because you are an entrepreneur. store always needs minding. That is how they Because you want to, and it is important to you keep it going long enough for the kids to take it to take that risk. If you take the risk well, youʼll over. have things that money cannot buy. My favorite was control of my time. I set my store hours and AN ENTREPRENEURIAL days off. I worked late when necessary and left PERSONALITY early when business was seasonally slow. But I was always promoting. Everyone I met knew How can you tell me as a business owner. Something about that if you have an felt important to me. (I miss it now, which is why entrepreneurial I freelance write.) If you have that type of perpersonality? sonality, you have no choice. Yo Y u will start a business. Most small business owners make a comfortable living for themselves and their famcontinued...

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FORUM Workshop WORKSHOP Forum

Y u have to be honest with yourself about yourYo 7 2 self. There are two categories of workers: the Risk Ta T kers and the Security Seekers. Risk tak• ers are potential business owners. Security O seekers are perfect employees.

C T Are You A Risk Taker O B Or A Security Seeker?

E R Security seekers are the type of people who 2 0 live for the weekend. They do a job for the 1 paycheck and find comfort in becoming skilled 4 at a specific job or trade. They like working for companies with long histories – a sign that they can count on having a job as long as they choose. Some security seekers are manager material; others will never get out of the mailroom. But none of them want to take work home on the weekends.

Risk takers like change and challenges. They want to be in charge of their lives – make decisions about what they do and how they do it.

These people are willing to take both credit and blame for their actions.

There are corporate-type risk takers, who, given the capital and laboratory facilities, will invent new products and technologies, perhaps create a subsidiary company. And there are entrepreneurial risk takers; they want to own the fruits of their ingenuity. Risk takers carry their jobs around with them all the time. Even of they arenʼt doing work at home, they are thinking about it – what needs doing Monday – or planning some new project. continued..

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FORUM Workshop WORKSHOP Forum

In addition to being risk takers, the entrepre7 4 neurs I have met and interviewed (myself included) possess another characteristic that • seems universal – they donʼt “fit in” and they O donʼt want to fit in. These people are not the C T “dress for success” crowd. They donʼt enjoy O making friends and influencing people to B achieve promotions up the corpoE R rate ladder. I think the real entrepreneur is, above all else, open and 2 honest.

0 1 4 Not everyone who owns a business at any given moment has an entrepreneurial personality. Those who do, start businesses to enable themselves to earn an honest living, perhaps for the rest of their lives.

Entrepreneurs realize that while clothing may project some sort of image, it has absolutely nothing to do with running a business. A tailored suit may help you if you work in the capacity of salesperson for your own company. But behind the scenes, in the offices, it is more important to be comfortable. Being comfortable lets your mind work. Entrepreneurs are comfortable – they are easy to be around and are self-assured.

Unlike security seekers, risktaker entrepreneurs integrate “job” into their personality. They see themselves in terms of what they do for a living; they have a great deal of ego investment in their work.

continued..

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FORUM Workshop WORKSHOP Forum

7 When one is that ego-involved, it is hard to trust 6 oneʼs fate to another person. Running things, • knowing that success and failure are your challenge and responsibility, becomes the only O C choice. Real entrepreneurs like to do business T based on old values of honesty and trust – O “business on a handshake.” Most suffer from B too much trust in other people, who may not E R have entrepreneurial personalities.

2 0 An entrepreneur has the ability to motivate the 1 overworked and the underpaid. Entrepreneurs 4 are leaders. The have the ability to get other people to agree to their dreams and help them achieve success. Why? Because a real entrepreneur is a good communicator. Management is like marriage: you have to be able to tell people you work with what is going on so that they agree to help you accomplish mutual goals.

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Which might explain why prospective employers wanted documentation on my previous three employers rather than my client list, after I had sold my company. My previous employers had all gone out of business. But maybe the prospective employers were accurate in assuming that a former business owner would have a hard time taking orders. It is true. For a time, I had a job in which I could control my work schedule. I had a “partnership” working relationship with my employer. When I lost that relationship, it became especially difficult to go to work in the morning. Deep down, I still want to work for myself. continued..

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FORUM Workshop WORKSHOP Forum

That also might explain why so many business 7 8 owners, who are now running successful com• panies, at one time or another owned a business that failed. Does it sound like an O entrepreneur must be self-sacrificing? I believe C T that to be true.

O B Some people start businesses with the intent to E R pay only themselves. They do not pay their suppliers and they keep employees in the per2 0 petual poorhouse. Some get rich at the ex1 pense of everyone theyʼve 4 done business with; some go bankrupt, some to jail. They are not real entrepreneurs. But letʼs not dwell on the dishonest people. Letʼs take a closer look at the characteristics of those who are in business to stay.

Other Entrepreneurial Characteristics

Another observation I have made about people who start businesses is they tend to be either young (twenty-one to thirty) or unemployed at the time. Perhaps it is because young people donʼt have as many financial obligations or expectations about how much they should earn.

Whatever income they produce from running their small business is, for a time, enough. The unemployed also have little to lose. People who work for large corporations at exorbitant salaries with company-sponsored pension plans simply have too much to lose. Would I advise someone making $50,000 a year, with insurance and pension benefits, to risk small business? Not a chance. continued..

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FORUM Workshop WORKSHOP Forum

If you are comfortable 8 0 with what you do for a living, stick with it. But if the • job you go to each mornO ing makes you dread the C T morning alarm, then O save a big chunk of that B salary each year until E R you have enough to live on for a year or two in the style to which you have grown accustomed, 2 plus some capital for the company to grow on.

0 Y u will have an advantage over the rest of the 1 Yo 4 pack with money in the bank. But donʼt start a business that is completely out of your field of expertise. If something novel interests you, start on a part-time basis. Can the business be run with a full-time manager other than yourself?

Perhaps another member of your family (husband, wife, grown children) can run the busi-

ness full-time while you phase out of permanent employment. Work on the weekends and evenings to develop your skills. Then “retire” into a business of your own, as Bev Miller did, the woman who bought Midnight Oil Ty T pesetting from me. As public relations director for a state agency, she often had to have pamphlets published. She gained an understanding of the typesetting business from the other side of the counter – as a customer. Learning the machinery was simple enough; and her daughter(s) ran the business until she left her state job.

Entrepreneurs just donʼt like to work for someone else. Why? Because they would prefer to work for the best and smartest boss they know – themselves.

Everyone else is an unknown.

continued..

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The successful will want 8 4 more time to themselves.

Time becomes a precious com• modity for the successful entreO preneur. The unsuccessful will C T change in ways that they could O never have imagined (nor B could their family or friends). If E R you fail gracefully – pay your debts and quit – you will be 2 sad, and ready to do it better 0 1 the next time. If you fail miser4 ably – go bankrupt and leave debts unpaid – you will have also lost some of your honesty along with your business. Donʼt believe it? I have come to believe that this is a psychological self-defense mechanism. Healthy for the individual in the short run; disastrous for the business and all your future endeavors.

WRAPPING IT UP

It is perfectly acceptable to close your business.

Not every good idea is a good business. Not everyone who starts a business should have done so. After sixty years, some people want to retire, canʼt find a buyer, donʼt have any off spring who want to run the business, so they just stop. Simply pay attention to your profit and loss statements and your gut feelings, so you can guide your company into a long and prosperous future, or end it gracefully and try some other way to make a living (another venture or employment).

If you truly have an entrepreneurial personality – you are a risk taker – then youʼll keep trying. continued..

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FORUM Workshop WORKSHOP Forum

Y uʼll keep trying, but not always right away.

Yo 8 6 After all, economic conditions • may not be just right, yet. Be patient with yourself, and try O to time every venture to C T catch the next wave of worldO wide economic prosperity. In B retail, open in time for the E R Christmas shopping season.

2 0 1 4

IT’S ALL IN HOW YOU SELL

Now that you know what to sell, how do you sell it? How do you attract people to your place of business and make them spend money?

Y ur place of business could be an office or a Yo store or even a post office box. Perhaps you work at home. Since zoning laws in many resi-

:

ion tent

At

dential areas prohibit you from conducting business out of your house – especially if your street might turn into a parking lot – working out of the home presents its own problems, a topic for another article series. But the rest of us want customers to come to us; in most cases this requires that they drive (or walk) somewhere. Different people have different shopping habits.

Some will walk for blocks and shop dozens of stores until they find the right price. Some people “have to park out front.” Others will “buy from a good salesperson” no matter the price.

There are so-called “impulse buyers.” In fact, impulse buyers have a perceived or real need to satisfy. The fact that they do one-stop shopping doesnʼt mean they see it. Still other people will look around, wait a day or two, and return to the place that offered the best price or the best service. continued..

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FORUM Workshop WORKSHOP Forum 8 8 • O C T O B E R 2 0 1 4

MOTIVATIONS TO BUY

the least amount of mental and physical effort, especially since frequenting the same places eventually helps us save time. Donʼt you have your local grocery store memorized so that you can go directly to most of the items you habitually buy? Wouldnʼt traveling to a different store with a different layout prove confusing and time consuming? Of course.

Some people are motivated by brand loyalty.

Why are you a Republican or Democrat? Probably because your parents were; itʼs the same reason you buy Buicks or Fords; Ivory soap or Dial. There are so many choices of cars, soap, toothpaste, and the like, that it helps to have a If you plan to reason to narrow the field – any reason. Habit start a retail is one reason. Price is a strong motivator when business, lothere is no real difference between products. cating your Availability sometimes makes our choices for shop near us. Just how many restaurants serve Diet Orthe people whom you hope to attract only ange Slice, or both Pepsi and Coke? makes sense. If you will sell cars, you need Proximity often determines where people shop more space. People who arenʼt brand loyal car for food and clothing. The nearest grocery store shoppers want to look at everything. and the neighborhood shopping mall require continued..

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FORUM Workshop WORKSHOP Forum

9 Once they 0 have deter• mined their “needs” – a O C car, a truck, T a van – O they will B find out who is selling the best vehicle at the E R best price. These people will travel from dealer to dealer, so it makes sense to put your dealer2 0 ship close to others.

1 4 Service businesses, like photocopy and printing shops, also benefit from proximity to customers. It makes more sense to have a legal brief copied at the shop in the lobby of your law firmʼs high rise than to walk or drive a block to a competitor, since prices and quality are fairly uniform in the industry.

LOCAT A ION AT

So the first thing you can do to give your business a chance for success is choose a good location. Examine what you will sell and how much competition youʼll have. Then consider the shopping habits of your potential customers (like those described above). Cheap rent in an invisible location may enable you to launch your business, but it wonʼt keep it going unless your product or service is so special that it creates both demand and a willingness in people to go out of their way to get it. Charlieʼs roll-top desks are like that. He doesnʼt need much walk-in business; his production capacity is limited. The exposure his product gets at trade shows creates continuous demand.

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FORUM Workshop WORKSHOP Forum

9 2 • O C T O B E R 2 0 1 4

It usually costs them a new pedal. For those who fancy themselves, or who really are, mePRICE SHOPPERS chanically inclined, a bike in a box is a bargain. & SERVICE SHOPPERS For others, it could be a real danger. Te T n speeds rely on wire to hold the tension of the PEOPLE ARE “PRICE SHOPPERS” brake and derailleur (gear changer). When a OR “SERVICE SHOPPERS.” newly assembled bike is put together by a bike QUALITY FACTORS INTO EITHER shop, these wires are tightened. The home meDECISION-MAKING PROCESS. chanic may forget to do this. A month later, or sooner, the wires need retightening, and again The price shopper has decided what item to buy and is going to “look for the best deal.” The about once a year. lowest price may or may not be the best deal.

Y u can purchase a ten-speed bike for $100, So what is it worth to you to make certain your Yo brakes work? $150? If the but youʼll have to assemble it, and if you put a shop offers periodic adjustpart on wrong and break something, the comments, $200. In that case the pany you purchased it from offers no warranty. “best deal” for the lowest All bicycle pedals screw on forward. Screwing a price is the price of the bike part on is typically taken for granted. Itʼs the one and the service. continued.. part of the instructions that people fail to read.

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FORUM Workshop WORKSHOP Forum

Cars are more 9 4 complex. And • while anyone can, in fact, adO C just bike brakes T with a wrench O and a pair of B pliers, cars require more knowledge and larger, E R more expensive tools. When they install the monorail in our town, Iʼll save automobile travel 2 0 for vacations. Meanwhile, Iʼll gladly pay more 1 than sticker price to get the car serviced and 4 maintained by the dealer under an extended warranty. This sort of offer is not always available. But the one time it was, that dealer got my business. Again, the lowest price is relative to what you expect to own for your money. Even groceries, a commodity often advertised by relative pricing, reflect this fact. In the summer, a

25 cents a pound head of lettuce will do if I plan to use it that evening; but if Iʼm stocking the refrigerator for the week, Iʼd for a head that will last longer, and Iʼll expect to pay more.

The irony of pricing is how hard so many businesses work to be the “low price leader.” Being the cheapest does not mean people will flock to your door. A lot of companies behave that way. But their rivals typically match their low prices during special sales, so “lowest” becomes relative to price, quality, and service.

Price your products realistically. Calculate (on paper) your cost of doing business. Project your overhead and cost of production, salaries, supplies, etc. Add to that what you would like to earn in salary (be conservative in the first two years). continued..

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FORUM Workshop WORKSHOP Forum

Measure your prices against the competitionʼs 9 6 – not to match their prices but to find out what they are really selling at their prices. The com• petitor who sells bikes in a box is going to be O the “cheapest.” Let that company have that C T market. In small business, a better strategy is to O charge enough to offer quality and service B along with your product. Carry a higher quality E R bike, for example, and offer to adjust the brakes for free for a year.

2 0 PRICING PROBLEMS 1 4 Perhaps you are thinking as you read this, if you can sell a lot of “the cheapest” bikes, you can make more money and attract more customers. Let me clarify. What enables one company to be “the cheapest” is its ability to buy large quantities of a single product. This pres-

ents two problems for the small business owner. First, a large quantity requires a large outlay of capital for a single item. If you are just starting, you probably should not risk that much capital on a single product (unless it is your only product – like the pet rock). What if it does not sell? Is your cash reserve large enough to sell all those bikes at cost, or less, and purchase a new inventory, which in all likelihood will cost you more? If you sell seasonal items, like womenʼs clothing, you cannot afford that kind of mistake. continued..

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FORUM Workshop WORKSHOP Forum

It takes three to six months for 9 8 an order of clothing to arrive.

Y u have to shop for each seaYo • son that far in advance. If you O get stuck with a large inventory C T of a single style, you not only O wonʼt make money, you wonʼt B be able to reorder soon enough to recover.

E R Leave the price cutting wars to the big chains 2 (Sears, K-Mart, JC Penney), the discount 0 1 stores, and manufacturersʼ wholesale outlets.

4 The large retailers buy merchandise for stores around the country. When they purchase a thousand of a single item, each store in the chain receives a small fraction of the order. The risk is spread out – since each store carries a wide variety, a single unpopular (unsellable) item wonʼt cause a catastrophe.

STORAGE

The second problem a small retailer faces is storage. Where are you going to put it all?

Y u should not waste rent money on excess Yo storage space. Yo Y ur inventory should always be on display for the customer to see and select from. Spend your rent on showroom space, not storage. Pewter by Ricker II uses the cabinets underneath the display shelves to store most of its inventory. When the single item on the shelf is sold, the manager replaces it immediately and easily. Furthermore, if a customer wants to compare the detailing on two figurines of the same design, the salesperson can pull a second out from under the shelf, without leaving the customerʼs presence. The back room is used for layaways. continued..

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SMART BUYERS OFTEN PAY 10¢ ON THE DOLLAR FOR THEIR MERCHANDISE! HOW THEY DO THIS HAS BEEN A CLOSED SECRET FOR YEARS. NOW, FOR THE FIRST TIME, FIND OUT HOW TO BUY THESE BARGAINS. CLOSEOUT SOURCE BOOK CONTAINS THE VALUABLE INFORMATION:

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CLOSEOUT COURSE & SOURCEBOOK sho shows ws you exactly exactly how and where to make big profits in buying closeout merchandise of all types. Author Raymond Lawrence has been in the business for over thirty years and he knows how to locate the merchandise and shares his knowledge with you. Don’t get the idea that closeouts are made up of items that won’t sell...many closeouts come from manufacturing changes and are perfectly good quality. You could spend years mation on these sources and it would cost a small fortune...BUT now you don’t have to spend your digging up the infor information economy, it is essential for ything you need to know is contained in this book. In this economy time and money because ever everything success to buy your merchandise lower than the competition and we will show you how and most importantly, where!

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F O R U M

FORUM Workshop WORKSHOP Forum

When a customer who has paid a deposit on a 1 0 pewter sculpture watches the salesperson go 0 into the back room to get his or her “layaway,” • it gives the impression that the customerʼs purO chase was, in fact, put aside just for that cusC tomer. On the other hand, when a salesperson T leaves the floor to find something in the back O room, it gives a person who is “just looking” an B excuse to leave the store. Many people wonʼt E R ask whether you have more of an item if they 2 canʼt see it on display. So if you forget to pull 0 something out of the back room and put it on 1 the shelf or rack, you could lose business.

4 Shoe stores are a notable exception. Since we were little children, weʼve been trained to sit down, take off our shoes, and have a salesperson find our size. Shoe stores need only one pair (even one shoe) on display. Then the

salesperson runs in and out of the back room to bring different styles, colors, and sizes to his or her customer. Payless Shoe Source changed this system with mass merchandising. Their merchandise is minimum quality, and each storeʼs entire inventory is on display in the showroom. Once a salesperson has explained the storeʼs system – where you can find your size – you are on your own while you try on shoes. Help is available if you need it, but you have to ask. Quantity buying for a large number of stores has enabled Payless to capture a significant share of the low price market. continued..

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FORUM Workshop WORKSHOP Forum 1 0 2 • O C T O B E R 2 0 1 4

SHOULD YOU BUY IN QUANTITY?

If you have enough start-up capital to afford quantity buying, a large enough store to display your merchandise, and a large enough advertising budget to let a television/newspaper audience know you exist, do it. Yo Y uʼll need all three: quantity, space, and exposure – lots of it. McDonaldʼs sells billions of hamburgers because millions of people have heard the name over and over.

Furthermore, you can find a McDonaldʼs in almost every town and city all over the country, even the world.

The small retailer or service company should offer more for the price he or she has to charge.

Shoe stores that hire salespeople to help customers sell better goods. The electronics company that sells a higher priced camera will help you learn to use it, and will offer a limited warranty. The bike store will assemble your purchase and adjust it for a reasonable period of time (flat tires not included).

SELL QUALITY & SERVICE

This is the type of business the beginner with limited capital wants to be in. Yo Y u have a better chance of staying in business over a longer period of time if you sell quality and service, rather than the cheapest price. Price must be a factor of your costs plus a markup to cover overhead, expenses, and your income. continued..

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FORUM Workshop WORKSHOP Forum

1 0 4 • O C T O B E R 2 0 1 4

Every business owner I have interviewed made the same comment regarding his or her success: “I owe it all to my employees.” The employees (and you, if you deal directly with customers) control how much quality and service your company offers customers. Yo Y u might sell the finest Italian leather shoes available in your city. They will last four years with everyday wear. But what if no one tells the customer?

Say the customer is in the habit of buying $20 shoes, which she expects to last “the season.”

Fifty dollars to her is an “outrageous” price for shoes, unless you offer more. The shoes arenʼt going to tell her that they last longer. A person has to say it. A salesperson not only has to say it, but must point out the construction features of the shoes so that the customer can “see it” for herself. That is how you sell quality and service, by attending to the customerʼs “real

need” (to buy a pair of shoes) and “perceived need” (to by a pair of shoes that will last, fit, feel comfortable, and provide good value for the money).

Judy Harris, owner of Classy Lady, estimates that 75% of her business comes from repeat customers. “I hope itʼs because they like the clothes and the one-on-one service,” she says.

Judy and her staff agree that shopping remains a popular activity, but some things have changed. They say they have observed that both Classy Lady stores have a large crowd on Saturdaysʼ but many professional women donʼt have a lot of time to shop, even though “they have more money to spend than ever before.”

continued..

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F O R U M

FORUM Workshop WORKSHOP Forum

1 0 6 • O C T O B E R

Since clothes cost more, women have turned toward “investment buying” – buying things that match previous yearsʼ purchases and that will last. Classy Ladyʼs staff is part of Judyʼs success, she says, because they realize this and cater to it.

2 Judy avoids spending her capital on trendy 0 fashions. She says any small business must 1 specialize, then service customers well. “I try to 4 hire people whose lifestyles are most like my customersʼ. The customers feel that. When someone comes out of a fitting room, we want them to look wonderful in the clothes, and when they go out, have people ask, ʻWhere did you get that?ʼ Referrals are our best advertise-

ment.” Judy solicits input from her staff when she makes buying decisions, since they have the closest contact with the clientele. That is what you should look for in employees – people who are as interested in the future of your company as you are. Look for people who want to help you make wise decisions about your business, like Judyʼs staff who keep her informed about her customersʼ tastes and preferences.

What can you do to find this type of person?

Part of it has to do with your hiring process.

People like this are born, not made. They will be interested in becoming a part of your organization the day they start with you. The extent to which they behave this way depends on you – on your ability to manage and motivate. continued in next issue ...

Forum Gives Back Forum Publishing Company is proud to support charities that help our communities both locally and overseas.

F O R U M

www.RedCross.org

www.Starlight.org

www.ALZ.org

www.MercyShips.org

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We encourage our readers to join us in supporting worthwhile charities that help make our world a better place.

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F O R U M

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This MonTh’s

Book Specials New Titles Just Arrived in our Warehouse ~ Limited Quantities SMALL BUSINESS SUCCESS KIT Book & CD gives insider secrets and strategies to start a successful business. includes forms, legal advice and schedules. order no. 1-58062367-9 ... $24.95

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Internet 11 LAWS OF INTERNET BRANDING Be fast, be first to be successful online. how to build your company, product or service into a hot, profitable brand online! order no. 0-06-019621-1 $21.00

FRANCHISE BIBLE how to Buy one, or Franchise Your own business. over 300 pages written by a specialist that will save you $1000’s in legal and research fee. order no. 1-55571-367-X $24.95 SOLVE ALL YOUR MONEY PROBLEMS FOREVER Achieve financial freedom with this life-changing plan that will take away your money problems forever -- and help you start a new life of ease and comfort. order no. 0-399-52378-2 $14.95

MAKING MILLIONS ON THE INTERNET Complete idiot’s Guide makes it easy and fun to make REAL money on the internet. includes tips and tricks in simple language. order no. 0-7897-2298-4 $18.95

F O R U M

BUSINESS VALUATION Proven methods to easily determine the true value of your business or one you are wishing to buy! simple ways to value AnY A business. order no. 1-58062952-0 $19.95

BUSINESS MANAGEMENT Lay your foundation, build your team and manage your money with this 350-page business guide.

Covers every aspect of management. order no. 1-58062540-1 $19.95

THE COPYRIGHT GUIDE A friendly guide to protecting and profiting from copyrights. This is a definitive guide to avoid costly mistakes. order no. 1-880559-43-9 $18.95

HOW TO ACHIEVE TOTAL SUCCESS Master your mind to achieve everything you desire. Win consistently with this practical self-improvement book. order no. 0-940398-19-2 $11.00

Closeout of the Month SMALL BUSINESS LEGAL KIT AND DISK over 400 pages of practical legal info, forms and agreements for all size businesses. We bought closeout of these books (c) 1995, but still loaded with relevant info. Disk is 3.5 floppy, pages are slightly yellowed. Use just onE form and pay for the book 3x over! Published at 19.95. order no. 1-55850-701-9 $10.00 sPECiAL: Buy any other book on this page and take this one for $5.00! LiMiT L 5 CoPiEs to single buyer.

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Trade MaGaZINeS Swap Meet This exciting monthly magazine connects flea market vendors with wholesalers across the United States who specialize in supplying merchandise and services to flea marketers and swap meeters.

It provides excellent resources for merchandise and each issue contains a bonus Directory of Flea Markets throughout the United States, listed by state order and includes full addresses, days of operation, and details of each market.

Order No. SM-S ...Swap Sample ...$7.50 Order No. SM-SUB ...Swap 1 Year ...$30.00 ADVERTISING SPACE AVAILABLE

Closeout News

The Leading Monthly Source for Closeouts and Surplus Merchandise!

A long-time leader in the closeout industry, this monthly newspaper brings you the BEST closeouts and overruns on the market. By using this powerful buying tool, every month, you will gain access to hundreds of new suppliers who offer the finest selection of closeout (below wholesale) merchandise available anywhere!

Find Apparel, HBA and Cosmetics, Electronics, Home and Houseware, Fragrances, Jewelry, Sporting Goods, Tools, Toys, Videos and DVDs, and more. For larger discounts, many dealers sell pallet truckloads that will make you even more profits.

Order No. CN1 - Closeout News - Sample Copy ...$10.00 Order No. CNS - Closeout News - 1 Yr (12 Issues) ...$60.00

Retailers Forum

Retailers Forum was established out of the need for product sources among small retail merchandisers. Each month, Forum’s advertising pages feaForum ture merchandise offerings from the country’s !eading wholesalers, manu“I Can Get facturers, and jobbers.

Don’t confuse this It For You Wholesale” magazine with some of the “opportunitytype” publications offering products that are outdated and way over-priced.

These are real rock-bottom wholesalers offering prices like Videos at $1.25 • Sunglasses at $3.00/dz • Rings at $0.25/ea.

Buy where the retailing giants buy! The advertisers are professionals in their fields, offering you variety, service, monthly specials, closeout specials, and the lowest prices available. Best of all, they will ship UPS no matter where in the United States your business is located. Minimum orders are as low as $50.00 with many wholesalers. Many advertisers offer further reduced rates for bulk buying at enormous savings to you.

Order No. RF-S - Sample Copy ...$7.50 Order No. RF-SUB-1 YR (12 issues) ...$30.00 ADVERTISING SPACE AVAIL ABLE

SoloMayoreo

Written in Spanish, this big monthly newspaper is the best thing to happen to Hispanic retailers! Sources abound for variety merchandise of all kinds to fill store shelves and flea market booths.

No. SOLO-S ...(Sample Copy) ...$7.50 No. SOLO-SUB..(12 Issues) ...$60.00 ADVERTISING SPACE AVAILABLE

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Trade Magazines

Monthly Newspaper for Hispanic Retailers

ORDER FORM ON PAGE 130

www.bizbooks.org

BUSINESS DIRECTORIES Sales Rep Directory Increase your business and product sales by adding independent sales reps to your organization! It has never been easier to organize a sales force! This newly compiled guide, lists reps in ALL areas and territories. Names, addresses, phone and fax numbers so you can get started right away. Unlike other guides, it clearly outlines the products they handle! Over 150 pages! USA and Canada.

Order No. REP- Sales Rep Dir. $69.95

USA Trade Show Directory There are thousands of merchandise trade shows held every year that can hold the key to your business’ success. The Annual Trade Show Directory features complete listings of all major show throughout the United States and Canada. Listings are categorized by industry in an easy-tofollow date order. Listings also include organizers addresses, phone and fax numbers, websites, in addition to detailed descriptions of each show including attendance figures of both exhibitors and attendees.

One new connection or product is easily worth the small investment for this powerful directory, which is the most accurate on the market.

Industries Induded: • Amusement • Apparel • Beauty/Hair Care •Business • Computers • Electronics • Food • Gifts • Home Furnishings • Housewares Jewelry • Sporting Goods • Toys/Hobbies Order No. 6... Trade Shows $39.95

Toy Importers & Wholesalers This is the definitive guide for finding toy suppliers. Features over 156 pages of listings of both importers and manufacturers. Included are names, addresses, phone and fax numbers as well as company websites and e-mail addresses and descriptions of lines carried.

Order No. TOY - - $29.95

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Dollar Store Merchandise Guide

USA Closeout Directory

The most complete directory of wholesalers and manufacturers in the USA specializing in dollar store merchandise. Hundreds of companies are listed with complete contact information, including the type of products they sell. If you have a dollar store, or are planning to open one, this new directory is a must!

Order No. DSM- Dollar Store $29.95

Dollar Store Location Guide

Now, more than ever, it is essential for the success of your merchandising business to buy goods at the lowest prices possible.

Our best-selling USA Closeout DirectoO ry shows you how and most importantly, WHERE. Hundreds of closeout dealers specializing in selling goods often priced as low as 10¢ on the dollar are listed. Retailers, flea marketers, home party plan sellers ...anyone who sells merchandise needs this directory! Clothing • Electronics • Jewelry • Toys • Watches • More!

Order No. 4 - Closeout Directory - $29.95

Brand new, exclusive Directory of over 3,400 Independent Dollar Stores located across the US. We provide you with names, addresses and numbers in easy-use, zip-coded order. This long-awaited Directory is updated annually and represents the most comprehensive listing of independents available anywhere at ANY price! 451 Pages! Available in Book or CD Format Order No. 001 Dollar Store Locations (Book) $150.00 Order No. 001CD Dollar Store Locations (CD) $150.00 Order No. 001D Dollar Store Locations (Book & CD) $200.00

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Business Directories

d, How to Fin ker Sell and Bro Surplus and Liquidated Goods

Wholesale Sources Imagine Jam-packed a book with 1000’s putting 1000’s of of wholesale wholesalsources across ers at your the USA fingertips!

This is the most accurate and useful resource guide you’ll ever own and refer to daily!

• Apparel • Electronics • Fragrances • General goods • Gifts • Housewares • Leather • Jewelry • Novelties • Sunglasses • Watches • Toys and more!

No. W1 Wholesale Sources $29.95

Hidden Wealth With this authoritive Directory, you will learn to turn pennies into dollars and get goods dirt cheap ...even free! Written by a retired liquidator, the author shares his well protected secrets and workings of this extremely profitable industry.

Learn why those in the business have kept it confidential. You can now have a piece of it.

Discover the proven techniques and see why there is no better information anywhere at any price. Everything you need to succeed in this high profit business is right here. Work full/part time from home!

Order No. 1-88422-24-2 Hidden Wealth $39.95

Auction Directory This is THE definitive guide to auctions! It not only tells you WHERE all the auctions are (all 50 states) but also HOW to participate in the auction process. Cash in on all government auctions, housing auctions, jewelry, cars, boats and more. Up-to-date information gives you names, addresses and phone numbers! And, unlike other auction websites or programs that require you to purchase updates or subscribe to monthly or weekly pay-per-listing services, once you have this book - You need to buy nothing else! It’s an incredible book you can use minutes after you receive it. Change your life today. Buy a home, car, or indulge in jewelry.

Order No. AUC- Auction Directory - $39.95

Jewelry Wholesalers & Manufacturers This exquisite directory will bring the world’s finest jewelers directly to you! Featuring fine jewelry of all types including: • Beads • Diamonds • Gemstones • Gold • Silver • Much More! The suppliers list their names, addresses, websites and specialties.

All feature high-end quality jewelry that is sold wholesale for resale. You would have to travel the world over to view the thousands of suppliers listed in this brand new directory. If you are in the jewelry business and looking for new, high quality suppliers, you must order this directory!

Order No. FJ $29.95

Holiday Merchandise Wholesalers & Manufacturers

Hobby & Craft Suppliers Guide The crafts industry is one of the hottest-growing segments in the marketplace today. Scrap-booking, painting, needle-crafts and sewing are hobbies that are sweeping the nation. We have compiled the ultimate directory of wholesale suppliers furnishing materials for this huge industry.

• Art Materials • Baskets • Beads/ Trim • Ceramics • Dolls • Fabrics • Floral • Holiday • Paint • More!

Order No. AC $29.95

Business Directories

Introducing our newest directory that puts the country’s largest suppliers of holiday merchandise at your fingertips. Seasonal merchandise is a mainstay of the industry, but up until now it was hard to locate the thousands of suppliers scattered across the country. We have ended your searching with one directory which includes all types of wholesale merchandise: • Bows • Candles • Cards • Costumes • More Order No. HM $29.95

ORDER FORM ON PAGE 130

www.bizbooks.org

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1 2 6 • O C T O B E R 2 0 1 4

Wholesale Gift Guide

USA Mail Order Catalogs

A Great resource to locate higher end decorative merchandise. This gigantic 400 page guide is the definitive resource guide to finding suppliers for gift products. Listed by category, over 4,000 leading wholesalers and manufacturers servicing the gift industry are included.

• Accessories • Collectibles • Floral • Gifts • Home/House You’ll refer to this on a daily basis to find new suppliers for products.

Order No. GG Gift Guide $39.95

Annual Guide to the Licensing World Here is an incredible Directory that guides you through the world of Licensed product merchandising. Need to know who owns a license? Who to contact to distribute a licensed product? This book has all the answers and covers the entire world!

Licensors: Listing of companies that are the agents and license holders. These are the sources that you would apply to if you wish to obtain a license to manufacture merchandise. Licensees listed here you will find the companies who distribute licensed merchandise. Full listings include categories of merchandise each company handles. Contact these companies to buy the licensed merchandise that they have manufactured. The licensed merchandising industry moves billions of dollars of products every year and is one of the fastest growing segments of retailing.

Order No. 321 $200.00

ABC Event Directory F O R U M

New for this year is a compilation of BOTH consumer mail order catalogs in addition to business-to-business catalogs in one huge volume! Part one of this incredible collection of mail order catalogs provides the most comprehensive look at the consumer catalog in the industry available anywhere.

Over 7,000 consumer catalog companies are listed under 44 various product chapters from Animals to Toys and Games.

Catalog size, number of catalogs mailed, sales volume and key executive names are provided for ease in marketing your products to these catalogs.

The second part of this directory provides details on suppliers of everything from computers to laboratory supplies; office products to office design; marketing resources to safety equipment. Just about every kind of product or service that a business needs to operate is covered.

Order No. 159237-156-6 1,900 pages $350.00

BUCKS FOR BLING

Accessories Sourcing Directory

The comprehensive directory provides you with direct sources for the designing and manufacturing of bags, belts, hats, shoes, gloves. You will find the top companies to help you produce your merchandise directly at their factories.

Order No. 121 $150.00

Sourcing For Jewelry Makers Directory Up-to-date and easy-to-use directory solving your jewelry materials sourcing, production and contracting needs.

If you are considering your own line of jewelry items this is a must-have in locating materials and factories to produce it.

Order No: 122 $100.00

Over 1000 events listed nationally. This book shows fees, attendance and requirements to exhibit at crafts fairs and events. Guide lists events that run through the entire year. Since the discontinuation of “Special Events” this is THE definitive guide to arts and events festivals and fairs.

Order No. ABC $24.95

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Business Directories

APPAREL BUSINESS DIRECTORIES Fabrics, Services, Trims A complete and updated guide listing over 2,600 nationwide suppliers of all types of domestic and imported fabrics, trims and notions, plus forecast services, swatch design studios and more for the apparel and design industries. Listings include sales manager’s name, price points, minimums, etc. Fabric and trim manufacturers, converters, jobbers and reps are listed. This sourcebook provides you with MATERIALS and sources to make your own goods.

Order No. 0971486735 $135.00

Directory of Brand Name Apparel Manufacturers Updated and easy-to-use directory listing brand-name label manufacturers and importers in the women’s, men’s, children’s and accessory markets. Developed and targeted for store and catalog buyers to shop the apparel and accessory markets easily, there are over 2,800 brand name labels listed, broken down by types of apparel classifications. If you are looking for the SOURCES for brand name goods, this directory is for you.

Order No. 0971486751 $135.00

Apparel Contractors (USA Edition) This up-to-date directory solves your production sourcing and contracting needs in the Americas. The sourcebook includes: sewing, cut-n-sew, and finishing contractors and apparel production services from within the U.S., Canada and South and Central America. All factories are sorted by clothing classification and by U.S. state or by country.

This directory will help you put your own designs into production.

Order No. 0971486743 $125.00

RN & WPL Encyclopedia A comprehensive listing of every Registered Number and Wool Product Label ever issued by the Federal Trade Commission to identify all sorts of goods imported, manufactured and/ or sold in the U.S. Over 126,500 records including contact information for more than 31,500 manufacturers, importers and wholesalers of apparel and textile goods. Listings include where available: RN or WPL number, contact names & titles, street addresses, phone & fax numbers, website & e-mail addresses, type of business and product information.

Order No. RN8. Directory $285 Order No. RN8C Directory/CD Combo $475

Apparel Contractors (ASIAN Edition) This up-to-date directory lists apparel and accessory manufacturers, exporters and contractors from countries throughout Asia and the Middle East. All types of woven and knit garments listed and sorted by country, product type, and by brand-name labels they manufacture and export. Factory listings include company info, annual sales, lead times, production capabilities, product types, etc. This directory is a SOURCE GUIDE to find factories to manufacture YOUR own apparel and accessories.

Order No.FI 103 $ 150.00

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Apparel Business Directories

Buy Direct From HonG KonG! Why pay more when you can buy directly from the source! These Directories are Importers Guides that will show you, in full color, who the sources are, what products they sell and how to collect them. Discover the tremendous profits you can make by eliminating the middleman and buying directly from Hong Kong manufacturers who will sell to you at factory prices—and — —and increase your bottom line! Importing is easy! There are no expensive courses needed, no association or clubs to join, no hidden costs. Once you receive your Directory you’re ready to start buying directly. All you need to do is mail or fax your catalog and price list request.

Leather Goods

• Belts • Hats • Gloves • Shoes • Handbags • Suitcases • Briefcases • Sportbags • Cosmetic bags • Wallets Order No. 109... $29.95

Household

• Appliances • Furniture • Craft Items • Lamps • Fans • Kitchenware • Cookware • Hardware • Alarms • Timers • Luggage • Bar Accessories • Bathroom Items • Gardening Order No. 110...$29.95

Packaging

This directory is a resource guide of all types of boxes for watches, jewelry, glasses, toys, pen sets and more. Also includes shopping and custom made displays and boxes.

Order No. 121...$29.95

Fabrics & Accessories

• Piece Goods • Textiles • Haberdashery • Design/Styling • Equipment • Packaging/Labeling.

Order No. 122...$29.95

1-800-635-7654

Leading Trade Directories Now Available to American Retailers

Apparel

•Designer Labels/ collections Coordinates • Suits • Jackets • Silkwear • Casual Wear • Furs • Leathers • Embroideries Order No. 117...$29.95

Watches & Clocks • Mechanical Watches • Children’s • Electronic • Quartz • Clocks • Premium • Watchbands Order No. 108...$29.95

Optical

• Spectacles • Sunglasses • Goggles • Lenses • Mountings • Accessories • Optometric Instruments • Glass Cases • Holders Order No. 116...$29.95

Electronic Components & Parts

Features manufacturers of circuit boards, computer components, micro chips, switches, keypads, transformers, sensors, wiring, semi conductors, all types of parts used in the making of electronic equipment.

Order No.120...$29.95

Toys

B/O toys, diecast metal, educational, puzzles, plastic toys, wooden toys, board games, ride-on toys, dolls, electronic, models, stuffed dolls, inflatables, and remote control.

Order No. 114...$29.95

ORDER FORM ON PAGE 130

Gifts, Premiums & Stationery • Consumer Electronics • Watches • Clocks • Toys • Games • Travel Goods • Handbags • Sporting Goods • Stationery • Gifts • Novelties Order No. 112...$29.95

Jewelry

• Diamond •Gold •Platinum • Pearls • Antique • Jade • Silverware • Gemstones • Precious Stones • Objects d'art • Designer Collections Order No. 111...$29.95

Footwear

• Casual Shoes • Dress Shoes • Work Boots • Sneakers • Fabric Shoes • Sandals • Mens • Womens • Kids Order No. 169...$29.95 Avg. 160 Pages

Electronics

• Computers • Appliances • Watches • Toys • Games • TV's • Fax Machines •Radios • Karaoke • CD Players • Consumer Electronics Order No. 115...$$29.95

Overseas & International

LEGAL DEPARTMENT Protect Yourself From Business Lawsuits

How To Save Money on Legal Fees

This groundbreaking book offers novela and inexpensive advice on how companies and their employees can use commonsense business tactics to avoid potentially devastating litigation. Learn to avoid the 8 major mistakes that often result in litigation. This book is a must for everyone—from the CEO to the average employee seeking to protect their career.

Order No. 0-68485267-5 223 pages (Hdcvr) $23.95

A poorly chosen lawyer can be the start of an expensive disaster. This book gives you information on: finding the right lawyer, how to save money, saving your lawyer’s time, making use of free and low-cost legal services, bartering to your advantage, keeping accurate records, and understanding lawyers and the legal system.

Order No. 2598 240 pages $12.95

Incorporate Yourself Incorporating your business is simple and can be done without an attorney…saving you hundreds of dollars. This valuable guide is written to de-mystify the mind boggling details and clarifies all strategies involved in your success and the success of your business.

Order No. 176 Hdcvr $24.95

“A blockbuster book that tells you almost more than you ought to know”

The Partnership Book

The best way going into business with a friend is to have a solid partnership agreement. This book shows how to write an agreement covering evaluation of partner assets, disputes, buy-outs, expansion, and death of a partner. Problems of getting started and partnership taxation laws are examined.

Order No. 0-87337-141-0 $39.95

How to Protect Your Business From Fraud, Scams & Crime 1-800-635-7654

1 2 9 • O C T O B E R 2 0 1 4

The Law (in Plain English) for Small Businesses This latest edition provides access to the most current legal information to keep track of new legal developments and to efficiently handle any legal issues. This book covers the legal basics as well as the complexities of business law today including: licensing, advertising, trademarks and copyrights, expanding markets, business organization, and more.

Order No. -880559-95-1 245 pages $19.95

Handbook of Successful Franchising Franchising is the best opportunity for new entrepreneurs. Compare on the basis of what you get for your money-training, marketing, start-up costs, long term support, legal rights, financial responsibilities, and marketing evaluation. Company track records, history, units operating, and locations. Includes list of Government funding assistance programs and every business area from food outlets to computer/electronic, to employment agencies.

Order No. 30 520 pages $39.95 This guide protects your business from internal or external fraud, scams and crime. Drawing from the Better Business Bureau, government and law enforcement agencies, the book offers practical, proven guidelines for recognizing the scams, defending your business, and seeking legal recourse if you are victimized! Covers: Office Supply Scheme, Phony Invoice Schemes, Bankruptcy Fraud, Coupon Theft, and Mailorder and Multi-Level.

Order No. 82 204 pages $11.95

ORDER FORM ON PAGE 130

Legal Department

F O R U M

FORUM PUBLISHING CO. 383 E. Main St. Centerport, N.Y. 11721 T: 631-754-5000 F: 631-754-0630 E: ForumPublishing@aol.com

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You’ll save time ordering by phone instead of mail. Speak with our knowledgeable salespeople who will assist you in placing your credit card order. If you have questions about our products, call Customer Service: (631)754-5000 Mon-Fri 10am-5pm EST.

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Please complete all information so we can fill your order promptly. We gladly accept checks, money orders and major credit cards. If charging from your credit card, please SIgn the order form where indicated and supply your complete number and expiration date. Sorry we do not accept C.O.D or stamps. Checks must clear bank before orders can be shipped.

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Delivery Information

Books and cassette programs will be shipped within 1-5 working days.

Allow 6-8 weeks for magazine subscriptions

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Books and Cassette programs are sold as information only and are guaranteed as represented in this catalog. All items in this catalog are sold on a non-refundable basis.

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