Retailers Forum Magazine

VOL. 35 NO. 1 MAY 2015

Want More Info? Circle #53 on page 11

• www.Vendor411.com

oys • apparel • jewelry • housewares • incense • e-cigs

Suppliers 24/7

• perfumes • earrings • candy • electronics • sportswear •

books • handbags • sunglasses • accessories • DVD movies

• novelties • caps • charms • watches • knives • furniture

• smoking accessories • footwear • gifts • supplies • socks

• sheet sets • jeans • tools • electronics • liquidations •

closeouts • collectibles • pet products • toys • apparel •

ewelry • housewares • incense • e-cigs • perfumes • earrings

• candy • electronics • sportswear • books • handbags •

sunglasses • accessories • DVD movies • novelties • caps •

charms • watches • knives • furniture • smoking accessories

• footwear • gifts • supplies • socks • sheet sets • jeans •

ools • electronics • liquidations • closeouts • collectibles

• pet products • toys • apparel • jewelry • housewares •

www.RetailersForum.com

ncense • e-cigs • perfumes • earrings • candy • electronics

• sportswear Info • books • handbags • sunglasses • Advice • Wholesale Sources• accessories

• DVD movies • novelties • caps • charms • watches •

All WholesAle… All the time

®

knives • furniture • smoking accessories • footwear • gifts

Want More Info? Circle #14 on page 11 • www.Vendor411.com

Page 4 MAY 2015 | RETAILERS FORUM MAGAZINE

This is a Buying Guide for

RETAIL STORE OWNERS Presented within the 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 ☛

Locate the products that interest you.

See our product directory located on pages 6 & 7.

☛

Make direct contact with advertiser.

Most will have catalogs and price lists for you.

☛

Order your merchandise, which will be shipped directly to your store.

FORUM PUBLISHING COMPANY

CONTACT US: TEL: 1-800-635-7654 383 East Main Street, Centerport, NY 11721 FAX: 631-754-0630 Email: ForumPublishing@gmail.com www.RetailersForum.com RETAILERS FORUM MAGAZINE | MAY 2015 PAGE 5

ADVERTISERS INDEX Sell to over 60,000 stores through Forum

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

631/754-5000

ADVERTISING

DOBA DROPSHIP . . . . . . . . . . . 113

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

DVA INC. . . . . . . . . . . . . . . . . . . . .28

Dress-Up =

Profits!

APPAREL 1 STOP WHOLESALE . . . . . . 94/95

See our ad on page 34

LIGHT E CIG

see our ad on page 109

More Money the Second Time Around!

Recycled Clothes see pg 94 & 95

CREDIT CARD PROCESSING

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

See Our ad on Page 67

ROCK CONCERT T-SHIRTS Pretend you were there!

Page 60

Does anybody read these?

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

Congratulations to

COSTA SHOPS San Jose, CR

MAY 2015

Light Up Without Lighting Up!

599WHOLESALE.COM . . . . . . . 65 6BUCKSHIRTS.COM. . . . . . . . . . 90 ALABAMA SOCKS. . . . . . . . . . . 119

EVERYTHING CLOSEOUTS . . . . .64 EZ DROPSHIP. . . . . . . . . . . . . . . . .32 GET THAT WHOLESALE . . . . . . 120 INMAR . . . . . . . . . . . . . . . . . . . . . .63 ME HAIR . . . . . . . . . . . . . . . . . . . . .68 PRICEMASTER CORP. . . . . . . . . .30

BACKSTAGE FASHION . . . . . . . . 60

RAMSONS IMPORTS . . . . . . . . . 57

BLANK TEES. . . . . . . . . . . . . . . . . 80

REMY WAREHOUSE . . . . . . . . . . .22

BOUTIQUE CLOSEOUTS. . . . . . . 83

RUSH SUPPLERS . . . . . . . . . . . . . .26

CLOTHINGWARE . . . . . . . . . . . . 77

SMARTEST BARGAIN . . . . . . . . . .93

ERAZORBITS . . . . . . . . . . . . . . . . 61 FASHIONABLE SALES. . . . . . . . 105 FLIRTY WHOLESALE . . . . . . . . . 88 HEAVENLY SUITS . . . . . . . . . . . . 18 JUST WHOLESALE CONCEPTS . 18

STRIPS . . . . . . . . . . . . . . . . . . . . . .22 WESTERN EXPRESS . . . . . . . . . . .27

BOOKS AUCTION DIRECTORY . . . . . . . . .87 CLOSEOUT DIRECTORY. . . . . . . .35

KARMA CIRCLE. . . . . . . . . . . . . . 33

CLOSEOUT NEWS . . . . . . . . . . . . .29

SCARF WAREHOUSE . . . . . . . . 107

INTERNATIONAL SOURCES . . 121

STYLE IN FASHION . . . . . . . . . . . 22

SALESMAN’S GUIDES. . . . . . . . . .54

STYLISH PLUS . . . . . . . . . . . . . . 111

TRADE BOOKS. . . . . . . . . . . . . . 122

UIN DEALS . . . . . . . . . . . . . . . . . 116

TRADE SHOW DIRECTORY . . . . .53

USACOSTUMERS.COM . . . . . . . 34

ASSORTED ITEMS AUCTION FINDER . . . . . . . . . . . . 32

WHOLESALE SOURCES . . . . . . . .73

CANDY SWEET WHOLESALERS . . . . . . 114

BEAN WHOLESALERS . . . . . . . . 92

CELLULAR

DD BULK . . . . . . . . . . . . . . . . . . . 110

CELLCITY.BIZ . . . . . . . . . . . . . . . .91

DINO DROPSHIP . . . . . . . . . . . . . 79

WHOLE-CELL . . . . . . . . . . . . . . 109

#1 BUYING GUIDE FOR RETAIL STORES! CREDIT CARD PROCESSING

FOOTWEAR

79 SOUTH CHINA . . . . . . . . . . . . 23 COOL GLOWING . . . . . . . . . . . . 115 NOVELTY SELLER . . . . . . . . . . . 103 SNEAKER CLEARANCE. . . . . . . 131

PET PRODUCTS GREETING CARDS POPULAR GREETINGS . . . . . . . . 26

EXP MERCHANT . . . . . . . . . . . . . 96 EXS CREDIT . . . . . . . . . . . . . . . . 112

DISPLAY/SUPPLIES & SERVICES CC WAREHOUSE . . . . . . . . . . . . 118 E-STORE BUILDER . . . . . . . . . . . 70

NOVELTIES

HANDBAGS BAG CLOSEOUTS . . . . . . . . . . . . 89

HOME & HOUSEWARE

SJT ENT . . . . . . . . . . . .BACK COVER

R/C TOYS RC VARIETY. . . . . . . . . . . . . . . . 121

INCENSE

SPECIAL FEATURES ANNIVERSARY SPECIAL . . . . . . 16

JPI DISPLAYS. . . . . . . . . . . . . . . . 30 KWIK INC. . . . . . . . . . . . . . . . . . . 82 MEGA-U-BID . . . . . . . . . . . . . . . 74 NFIB ENROLL. . . . . . . . . . . . . . . 108

2.7¢ Long Distance!

FORUM123.COM

Accept Credit Cards At Your Business.

EXS CREDIT See Page 112

FORUM AT ASD VEGAS . . . . . . . 20

READER RESPONSE . . . . . . . . . . 11

RETAILING NEWS . . . . . . . . . . . . 14 MYSTICAL66MOMENTS . . . . . . 66 TRADE SHOW CALENDAR . . . . . 36 FORUM ADVISORS . . . . . . . . . . . 58 FUNDING OFFICES . . . . . . . . . . . 86 VD IMPORTERS. . . . . . . . . . . . . . 62 WHAT’S HOT . . . . . . . . . . . . . . . . 12 FIND IT ASIA. . . . . . . . . . . . . . . . . 85

See Page 9

SOARING RC . . . . . . . . . . . . . . . . 76

E STORE SIGNS . . . . . . . . . . . . . 101 SJT ENT. . . . . . . . . . . .BACK COVER FORUM WORKSHOP . . . . . . . . . 56 HOTPRODUCTS.BIZ . . . . . . . . . . 13 E-STORE SITES . . . . . . . . . . . . . 102 FB CAMPAIGNS. . . . . . . . . . . . . 100

Advertise in

Looking Thru Rose Colored Sunglasses

Sunny Trading See Page 31

DROPSHIP TO PROFITS!

SUNGLASSES

JEWELRY/

CTS SUNGLASSES . . . . . . . . . . . . 67

ACCESSORIES

PR SUNGLASSES . . . . . . . . . . . . . 18

PROMOTIONAL REWARDS. . . . 84 BODY CANDY HQ . . . . . . . . . . . . 97 SUNNY TRADING . . . . . . . . . . . .

PROTECTION PLANS . . . . . . . . . 78 BUND JEWELRY. . . . . . . . . . . . . . 81 TRADE SHOWS SETON SIGNAGE . . . . . . . . . . . . 117 FTH WHOLESALE. . . . . . . . . . . . . 04 ASD VEGAS SHOW . . . . . . . . . . .

VACATION PROMOS . . . . . . . . . 34 HIPWHOLESALE.COM . . . . . . . . 69 MAHONE ASSOCIATES . . . . . . .

DROPSHIPPERS INT’L. JEWELRY. . . . . . . . . . . . . . 59 MIAMI MERCHANDISE SHOW .

1000’s of Items

See our ad on page 113

WHOLESALERS: 31 Increase Your Sales

By Advertising Here!

631-754-5000

47 HOWDIE PARTNER! 49 39

Thar’s Money in Western Accessories

DD BULK . . . . . . . . . . . . . . . . . . . 110 JEWEL CLEARANCE . . . . . . . . . 104 NORTON’S SHOWS. . . . . . . . . . . 49 WESTERN EXPRESS OFF PRICE SHOW . . . . . . . . . . . . 43 See Our Ad on Pg. 27 DINODROPSHIP.COM . . . . . . . . 79 JUDEE K CREATIONS . . . . . . . . . 28 TRADE SHOW CALENDER . . . . . 36 VISIT FORUM ON DOBADROPSHIP.COM . . . . . . 113 THE INTERNET View our latest books at EZ DROPSHIP. . . . . . . . . . . . . . . . 32 MYFAVORITEBEADS.COM . . . . 71 www.bizbooks.org VIDEOS & DVD’S SHAKE WHOLESALE. . . . . . . . . . 72 DVD BUNDLE . . . . . . . . . . . . . . . . 98 Be In The Know!

E-CIGARETTES BUCK NAKED (AFG) . . . . . . . . . . 02 LIGHT E CIG . . . . . . . . . . . . . . . . 109

LIGHTERS

PG 53

WATCHES & CLOCKS

LOGIC WHOLESALE . . . . . . . . . . 75 EAST WEST TRADING . . . . . . 24/25 TIME WHOLESALERS . . . . . . . . . 99

Trade Show Directory All Shows For 2015

www.forum123.com

ADVERTISING INFORMATION www.

reta

ilers

foru

m.com

NO. 2 VOL 28 2008 JUNE

S! TING TIP S MARKE DISE SOURCE AN H C R E M G TIPS RETAILIN N EA SELL LIKIAN! T P Y EG

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

✔ ✔ ✔ ✔ ✔ ✔ ✔ ✔ ✔ ✔ ✔ ✔ ✔

Apparel and Accessory Stores Card and Gift Stores

ESTABLISHED IN 1981 as a buying source for store owners and wholesalers, Retailers Forum offers advertisers a large national circulation to showcase their products

Discount and Dollar Stores

and services. Many of our readers are located in rural

Distributors and Jobbers

areas where access to merchandise is difficult, making our

General Merchandise Stores Internet On Line Stores Mail Order Catalog Sales Novelty and Toy Stores On Line Stores Resort and Souvenir Stores

magazine indispensable to their buyers.

Through our unique direct mail and trade show circulation we constantly rotate our mailing lists, adding new stores monthly enabling us to deliver new, fresh buyers each and every month you advertise with us.

In addition to your print ad, your company will be featured in our digital on line monthly version at www.RFmagazine.com. Our online magazine produces over 200,000 page views monthly for our advertisers,

Sporting Goods Stores

which is in addition to our print and mail distribution.

Variety Merchandise Stores

Your online ad will link to your website and email

Wholesalers

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

FORUM PUBLISHING COMPANY 383 East Main Street, Centerport, NY 11721 www.RetailersForum.com

Page 8 MAY 2015 | RETAILERS FORUM MAGAZINE PAGE 8 MARCH 2015 | RETAILERS FORUM MAGAZINE

CONTACT US: TEL: 1-800-635-7654 FAX: 631-754-0630 Email: ForumPublishing@gmail.com

BONUS TRADE SHOW DISTRIBUTION 2015

retailers

JANUARY

ADVERTISING RATES AD SIZE

1 ISSUE

3 ISSUES

6 ISSUES

12 ISSUES

› 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

Prices shown per month, above rates include full color printing

Biloxi Wholesale Show California 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 FEBRUARY

Louisville Gift Show Off Price Specialist Show 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

Hawaii Merchandise Expo Miami Wholesale Show Minneapolis Gift & Variety Show MAY

Charlotte Gift & Variety Show National Stationery Show Off Price Show NY Value Price Expo, Atlantic City JUNE

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

ADVERTISING SPECS › Page: ¼ Page:

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

JULY

½ Page: Full Page:

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

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 >>

California Gift Show Oklahoma City Wholesale 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 Orlando Gift Show Seattle Gift Show St. Louis Gift Show SEPTEMBER

✔ ✔ ✔

Monthly print and mail magazine Online magazine and search marketing 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

Charlotte Gift & Variety Show Hawaii Gift Show Las Vegas Gift & Resort Show Miami Wholesale Show Norton’s Gift & Variety Show OCTOBER

Galveston Gift & Variety Show Gulf Coast Gift & Variety Show Los Angeles Cash/Carry Show Minneapolis Gift & Variety Show Portland Christmas Show Portland Gift & Variety Show Seattle Christmas Show NOVEMBER

Gatlinburg Gift Show Hawaii Merchandise Expo IGES Pigeon Forge Show Norton’s Gift & Variety Show Ocean City Gift & Variety Show San Francisco Christmas Show Smoky Mountain Variety DECEMBER

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

FROM THE PUBLISHER time go? With this issue we are Where does the celebrating the 34th Anniversary of

Retailers Forum Magazine. Our first issue hit the press all the way back in May of 1981. It was quite I’d done business with in a different time back then. the 80’s and 90’s who have There was no computers, resurfaced. Many of them no cell phones and not even re-inventing themselves and a fax machine! Ad design showing new products. was done by hand and BEING able to grow with pasted onto mechanicals the marketplace is the that were then made into key to all of our successes. negatives, arranged by Weathering the recessions hand (stripped), plates (we’ve been through a few made and then run on since Obama) and altering press. Many steps, much plans to accommodate the money and lots of people involved in changing environment is essential. All production. of us who have been around over 34 NOW, 34 years later we have years have learned to be creative, make computers, print automation and every smart decisions and react quickly to the teenager makes great ad designs. Less changing landscape. steps, less money and unfortunately less THE internet hurt publishing initially people are involved in our production. but we learned how to harness its power ANNIVERSARIES are a great time to and profit from it. Retailers found that reflect on the past and imagine the shoppers love to do just that...shop! And future. I started Forum at the age of 22 they need to offer the right products with $100 and a prayer. I never imagined at the right prices. Wholesalers have that it would achieve the success and learned to keep on top of trends and recognition it has over the years. I also supply the marketplace appropriately. never imagined myself getting AARP OVER the last many years we have letters and doctor letters once I became made many new friends, lost old friends over 50, but that’s all part of things. who have passed away or retired. As FORTUNATELY both the health of entrepreneurs we all control our myself and the business has been good. destinies and will be as successful as the I found myself a little more winded than hard work we put into our endeavors. usual walking the ASD aisles a couple of THANK you to our great advertisers months ago, but found it as exciting as and loyal readers for believing in our ever. And there were many old-timers dream!

>> 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 SALES & MARKETING Gregory Brown Tom Richards Scott Savitt Martin Stevens OFFICE MANAGER Leah C. PRODUCTION Lisa Maresca-Smith 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

34

Years

1981-2015 RETAILERS FORUM is published monthly at $30/year USA, $75/year foreign.

Entire contents copyright ©2015 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

APPAREL

❒ All Advertisers in APPAREL ❒ 01. 1 Stop Wholesale ❒ 02. Backstage ❒ 13. Erazorbit Shirts ❒ 12. Just Wholesale ❒ 16. Karma Circle

CREDIT CARD PROCESSING

❒ All Advertisers in

CREDIT CARD PROCESSING

❒ 38. EXS Credit ❒ 68. NOAMB.com

DISPLAYS/SUPPLIES

❒ All Advertisers in

DISPLAYS/SUPPLIES

❒ 06. JPI Displays

ELECTRONIC CIGARETTES

❒ All Advertisers in

FOOTWEAR

INCENSE

❒ All Advertisers in FOOTWEAR ❒ 37. 79 South China

❒ All Advertisers in INCENSE ❒ 41. Mystical Moments

GENERAL & VARIETY

JEWELRY & ACCESSORIES

❒ All Advertisers in

❒ All Advertisers in

JEWELRY & ACCESSORIES

GENERAL & VARIETY

❒ 11. DVA Inc. ❒ 03. East West Trading ❒ 20. Inmar ❒ 21. Pricemaster ❒ 07. Ramsons ❒ 26. VD Importers

GREETING CARDS

❒ All Advertisers in

GREETING CARDS

❒ 50. Popular Greetings

HOME & HOUSE

❒ All Advertisers in

ELECTRONIC CIGARETTES

HOME & HOUSE

❒ 53. Buck Naked

❒ 04. SJT Wood Plaques

❒ 14. FTH Wholesale ❒ 18. Int’l Jewelry ❒ 19. Judee K ❒ 05. MyFavoriteBeads.com

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 ______________________

For more information, contact:

JUST WHOLESALE CONCEPTS 1-630-495-9508 www.TshirtsSocks.com

BIG PROFITS IN SOCKS AND TEES

WHAT does everyone need to replenish on a regular basis? If you answered socks and underwear you are in the know! One of the best selling categories across the board, and we are talking from general merchandise stores to drug stores, is undergarments. That includes underwear, socks, tee shirts and the like.

AT Just Wholesale Concepts you will find a company that knows exactly what the marketplace wants and what will make the most profits for retailers. With a huge line of boxers, briefs, tees, socks, hoodies and outerwear, this is your go-to company for making money at your business.

THEY are knowledgeable and supply retailers across the country, including all size stores in addition to working with churches and charities on their drives. Everything is available at their convenient showroom, open 6 days a week, or on their website.

GLARING PROFITS

PR SUNGLASSES For more information, contact:

FACTORY DIRECT

Call Now For A Free Catalog www.PRSunglasses.com OUR good friends and long time advertiser, PR Sunglasses is one of 1-800-777-7656 leaders in the eyewear market and has been for many years.

W H O L E S A L E E Y E Wthe E Atrue R 1-800-777-7656

The company has over #1 Sunglasses Distributor Reading Glasses & Display

1,000 different styles of sunglasses from their low cost line to high quality fashion lines, including glamour. vintage, sports wraps and fashion frames.

ALL of your customers needs will be met with their lines of mens, womens and children’s sunglasses and reading glasses. In addition they carry accessories, cases, pouches, cords and displays to make selling the products easier than ever at your store.

BEST of all the company offers 24/7 on-line shopping on their expanded www.PRsunglasses.comwebsite in addition to having a very modest $100 minimum.

Call for a free catalog or go online today.

Great Reader Styles, Sun Readers & Bifocals

For more information, contact:

FORUM PUBLISHING www.Forum123.com 1-800-635-7654

DOLLAR STORE MERCHANDISE

THERE is a huge demand for merchandise wholesalers that specialize in dollar store items. With many retailers wanting to epxand their product lines into the $1 store category it has always been challenging to find resources.

UNTIL now! Our Dollar Store Merchandise Directory (available in print or PDF) solves the problem with hundreds of reputable resources of wholesalers who sell merchandise that can be retailed at $1.00.

That means merchandise that you will pay between pennies to half a dollar for to resell at your stores.

THE dollar store industry has been booming lately. Even if you run a regular line price store, it is always a great idea to sprinkle in some low priced $1 goods to create some shopper interest.

Visit Our New Monthly What’s Hot online at: www.HotProducts.biz * Get listed: 800-635-7654 Page 12 MAY 2015 | RETAILERS FORUM MAGAZINE

irst F s ’ y r t e Indus

Th

” k o o B k o o

“L

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 All Wholesale – All The Time®

Can’t Fire Employees Over Facebook Rants

SOCIAL media has been one of the greatest things for retailers to grow their business. On the other end of things it also gives disgruntled shoppers and store employees a platform to spew negative comments and ruin a business.

THERE is a very fine line with social media and the law when it comes to reprimanding an employee over their nasty tweets or postings about your company. Employees often go online to vent on social media about their jobs, working conditions or their bosses. Business owners are quickly learning that you cannot fire employees over these rants. The government protects workers’ rights to say what they want about where they work, even if it is insulting, complains about pay, hours, dress codes or supervisors. Employers cannot restrict workers’ freedom of speech or retaliate on posts they do not particularly like or agree with.

AS am employer you can be sued by trying to restrict these rights or firing employees who have posted their opinions online. However, employers are protected if employees post trade secrets or company financial information. It is just a fine line and requires legal counsel before you take action. Posts cannot be providing information about customers or clients and cannot be racist, homophobic, sexist or discriminatory and if they are an employee could be fired.

THESE days you need to be careful with your employees, who wield more power than in past eras and you can circumvent a good deal of possible problems by having an employee guideline handbook that outlines what is acceptable or not. Also, most important is to remember that as an employer in most retail situations, your employees are at-will workers and can be dismissed at any time, with no specific reasons. Hint, hint!

Mall Futures Uncertain

MALL owners and retailers continue to struggle with the changing landscape of retail and adapt to the fast rise of online selling. Many large chains including Radio Shack, Sears, Macy’s and Wet Seal have been closing stores or reducing the number of stores they operate. This is leaving malls in disarray wondering who will take over the empty spaces.

MANY mall landlords have been courting restaurants and entertainment businesses to make malls more of a destination and social spot to gather. Several of the large mall stores that are vacant are being converted into smaller units and some have turned into urgent care units . Mall owners have a particularly hard time now deciding what the mix should be at their malls. If they choose wrongly the vacancy rates will rise and more stores will go out of business, or move.

Retailing Tidbits

THE recent Global Shop store fixturing and display show wrapped up last month and there was good traction at the show with many large as well as independent retailers reviewing resources to improve their displays and promotions at their stores. The annual event brings in thousands of business owners from around the world. We noticed a large increase in Asian exhibitors and attendees in the store fixturing sections.

WHEN some retailers hear the word Amazon they jump up and down or they hide their heads. I just refer to them as a category killer that has ruined many a small business. But, sellers on Amazon (over 2 million) also find that Amazon itself competes with them for sales. Many small retailers launch on Amazon and then develop their own websites so not to be dependent on the giant.

For Late-Breaking Industry News Visit: www.RetailersForum.com If It Affects Retailing We Report On It! Page 14 MAY 2015 | RETAILERS FORUM MAGAZINE

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

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o MONEY ORDER o CHECK Address__________________________________________ o CREDIT CARD Name ___________________________________________ ________________________________________________

Card No._____________________________ Exp ________

City/State___________________________ Zip ___________

Signature _______________________________________

I

Anniversary

‘d never thought that back when I was 22-years-old just starting to publish Forum that it would be a run lasting over three decades and one that I can honestly say I still enjoy as much today, 34 years later, as when I started!

Now, 34 years and 408 issues later, we celebrate embarking on our 35th year servicing the wholesale/retail industry.

Reflecting back over the years is always sentimental for me as I remember the birth of my daughter in 1983 and the 7-days a week working with her crib in a corner of my office. I recall moving from our basement office in Great Neck to our first modern offices in Syosset, the birth of my son in 1987 and then purchasing our own office building in Centerport, where we remain today.

They say that time flies, and it certainly does.

My daughter’s now 31, newly married while my son’s 28.

Both of them have pursued careers e – May 1981 Our First Issu in media and marketing. Retailers Forum has been my passion that brings me great joy in addition to great stress at deadline times!

Publishing is a fast-paced industry that requires a dedicated staff and loyal advertisers and readers to remain successful.

I have been Publisher Martin Stevens circa 1981 blessed with both, which has allowed us to continue strongly as over the years.

Being the first trade magazine sets a high bar. In many instances we have shaped the marketplace by exploring and presenting new opportunities to our clients. When we started there was no such thing as a computer or fax machine (wow, am I old!). Now, technology changes constantly and we must all embrace and harness its power to stay ahead of the curve. We take our responsibility of guiding the market very seriously.

As we start our 35th year in the industry I’d like to thank everyone who has contributed to our business over the years and help us build what we like to think is the best trade magazine in the country.

Hopefully you think so also and will be with us for the next 34!

Martin Stevens, Publisher

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Page 18 MAY 2015 | RETAILERS FORUM MAGAZINE

Advertis

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ince 1982) ASD SHOW S SUNNY TR ADING CO MPANY

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hanks t readers T all our l and adveo oyal r 34th Anniv tisers for maki ng our ersary po ssible.

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Page 22 MAY 2015 | RETAILERS FORUM MAGAZINE

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

RETAILERS FORUM MAGAZINE | MAY 2015 PAGE 23

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Page 24 MAY 2015 | RETAILERS FORUM MAGAZINE

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

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RETAILERS FORUM MAGAZINE | MAY 2015 PAGE 25

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Page 26 MAY 2015 | RETAILERS FORUM MAGAZINE

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

RETAILERS FORUM MAGAZINE | MAY 2015 PAGE 27

Want More Info? Circle #19 on page 11 • www.Vendor411.com

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Page 28 MAY 2015 | RETAILERS FORUM MAGAZINE

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When you become a member of Marshal Auctions, you get state by state listings of all the Marshal Auctions, Government Auctions, and other auctions for all 50 states, so no matter what state you are in you will find vehicles for sale near you. We also include the online Marshal Auction listings and Government Auction listings which you can bid on from anywhere.

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www.AuctionFinder.net Page 32 MAY 2015 | RETAILERS FORUM MAGAZINE

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RETAILERS FORUM MAGAZINE | MAY 2015 PAGE 33

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Page 34 MAY 2015 | RETAILERS FORUM MAGAZINE

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Order Online: www.forum123.com FAX : 631/754-0630 • CALL: 800/635-7654 RETAILERS FORUM MAGAZINE | MAY 2015 PAGE 35

INDUSTRY TRADE SHOWS

JUNE 2015 15% Discount

on Orders w/promo code: for15off

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(949) 281-7456

Advertising & Marketing Licensing International Show Date: Jun 9-11 Management: Advanstar Communications 641 Lexington Ave., 8 Fl. New York, NY 10022 Tel: 212/951-6612 Fax: 212/951-6749 www.licensingexpo.com Location: Mandalay Bay Convention Center, Las Vegas, NV Est. Exhibitors: 1,000 Est. Attendance: 12,000 Profile: This is a once a year show where licensors and licensees, manufacturers and retailers in consumer product category industry segment come together to search for the next retail sensation.

Apparel Beads and Buttons Show Show Date: May 27-June 8 Management: Offinger Management Co. 1100 -H Brandywine Blvd., P.O. Box 3388 Zanesville, OH 43702 Tel: 740/452-4541 Fax: 740/452-2552 www.beadandbuttonshow.com Location: Frontier Airlines Center, Milwaukee, WI Est. Exhibitors: 250 Est. Attendance: 9,000 Profile: Exhibits and classes will be featured during this show.

Denver Apparel and Accessory Market Show Date: May 31-Jun 1 Management: Denver Merchandise Mart 451 E. 58th Ave., Ste. 470 Denver, CO 80216 Tel: 303/292-6278 Fax: 303/297-8473 www.denvermart.com

Page 36 MAY 2015 | RETAILERS FORUM MAGAZINE

Location: Denver Merchandise Mart Complex, Denver, CO Est. Exhibitors: 150 Est. Attendance: 1,000 Profile: Sales representatives for women’s and children’s apparel and accessory manufacturers provide retailers the resources needed for the upcoming season.

Stylemax Show Date: May 31-Jun 2 Management: Merchandise Mart Properties, Inc. 200 World Trade Center Chicago, Ste. 470 Chicago, IL 60654 Tel: 312/527-4141 Fax: 312/527-7782 www.merchandisemart.com Location: Merchandise Mart, Chicago, IL Est. Exhibitors: 110 Est. Attendance: 5,000

SPO NSO RED BY:

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Editorial Manager

JUNE 2015 Profile: This show is aimed toward the apparel and accessory Midwest retail market.

F.F.A.N.Y. Collections Show Date: Jun 2-4 Management: Fashion Footwear Association of New York 1414 6th Ave. at 58th St., Ste. 203 New York, NY 10019 Tel: 212/751-6422 Fax: 212/751-6404 www.ffany.org

Business Cards • Flyers Catalogs • More

www.ForumPrinters.com INSTANT On-Line Estimates

Location: FFANY NY Showrooms, Hilton, New York, NY Est. Exhibitors: 300 Est. Attendance: 3,000 Profile: Juried collections and Salon and Bridge Market of contemporary footwear for the discriminating buyer.

Dallas Women’s Children’s Apparel & Accessories Market Show Date: Jun 3-6 Management: Dallas Market Center

2100 Stemmons Freeway Dallas, TX 75207 Tel: 214/672-8421 Fax: 214/749-5458 www.dallasmarketcenter. com Location: International Apparel Mart, Dallas, TX Est. Exhibitors: 3,000 Est. Attendance: 20,000 Profile: This spectacular showcase offers some 14,000 lines of apparel and accessories for women and children.

❑ Please Send 2015 Show Directory PRINTED Book for: $39.95 + $7 Shipping = $46.95 ❑ Please Send 2015 Show Directory via email in PDF Format for: $39.95 Your Name ❑ MONEY ORDER ❑ CHECK ❑ CREDIT CARD Address City/State Email (for PDF)

Zip

Card No.

Exp.

Signature

RETAILERS FORUM MAGAZINE | MAY 2015 PAGE 37

S P O N SO R E D BY:

Your Ad

HERE!

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800-635-7654

The Printwear Show Indiana Show Date: Jun 4-6 Management: National Business Media P.O. Box 1416 Broomfield, CO 80038 Tel: 303/469-0424 Fax: 303/469-5730 www.nbmshows.com Location: Indiana Convention Center and RCA Dome, Indianapolis, IN Est. Exhibitors: N/A Est. Attendance: N/A Profile: Apparel for custom print retailers.

Norton’s Gift & Variety Show Show Date: Jun 6-8 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: 350 Est. Attendance: N/A Profile: This show will display apparel, jewelry and other related items.

Los Angeles Children’s Market Show Date: Jun 7-10

INDUSTRY TRADE SHOWS

JUNE 2015 Management: California Mart Association 110 East 9th St. Los Angeles, CA 90079 Tel: 800/225-6278 Fax: 213/630-3797 www.californiamarketcenter.com Location: California Market Center, Los Angeles, CA Est. Exhibitors: N/A Est. Attendance: N/A Profile: This show is complete with women’s and children’s apparel and accessories in all categories and price ranges.

Los Angeles Fashion Market Show Date: Jun 7-10 Management: California Mart Association 110 East 9th St. Los Angeles, CA 90079 Tel: 800/225-6278 Fax: 213/630-3797 www.californiamarketcenter.com Location: California Mart, Los Angeles, CA Est. Exhibitors: N/A Est. Attendance: N/A Profile: Women’s and Children’s apparel and accessories in all categories and price ranges.

Los Angeles Shoe Show Show Date: Jun 8-10 Management:

Page 38 MAY 2015 | RETAILERS FORUM MAGAZINE

California Mart Association 110 East 9th St. Los Angeles, CA 90079 Tel: 800/225-6278 Fax: 213/630-0708 www.californiamarketcenter.com Location: California Mart, Los Angeles, CA Est. Exhibitors: N/A Est. Attendance: N/A Profile: Men’s, Women’s and children’s fashion apparel and accessories in all price points. Also featured are fashion runway shows, designer pavilion, retailer seminars, cocktail receptions and special events.

Licensing International Show Date: Jun 9-11 Management: Advanstar Communications 440 Wheelers Farm Rd. Milford, CT 06460 Tel: 203/882-1300 Fax: 203/882-1800 www.licensingshow.com Location: Mandalay Bay Convention Center, Las Vegas, NV Est. Exhibitors: 1,000 Est. Attendance: 12,000

RETAILERS FORUM MAGAZINE | MAY 2015 PAGE 39

S PO N SO R ED BY:

PR SUNGLASSES INDUSTRY TRADE SHOWS YOUR#1 Call Now For A Free Catalog

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Profile: This is a show where licensors and licensees, manufacturers and retailers in consumer product category come together to search for the next retail sensation.

Atlanta Apparel Market Show Date: Jun 11-14 Management: AMC Trade Shows/ DMC Expositions 240 Peachtree St. NW, Ste. 2200 Atlanta, GA 30303 Tel: 404/220-2800 Fax: 404/220-2442 www.americasmart.com Location: Atlanta Apparel Mart, Atlanta, GA Est. Exhibitors: 60 Est. Attendance: 500 Profile: This show is designed specifically for women’s and children’s apparel. Exhibitors include representatives from all over the southeastern United States and California.

Northstar Apparel Market Great Reader Styles, Sun Readers & Bifocals

Show Date: Jun 14-15 Management:

Northstar Apparel 4052 Hyatt Merchandise Mart

JUNE 2015 Minneapolis, MN 55403 Tel: 612/332-7966 Fax: n/a www.northstarfashion.com Location: St. Paul River Center, St. Paul, MN Est. Exhibitors: 300 Est. Attendance: 450 Profile: Representatives from the men & boys’ apparel industry will be exhibiting at this event.

This is the big fall show.

Fashion Market of Northern California Show Date: Jun 21-23 Management: San Francisco Design Center 2 Henry Adams St., #450 San Francisco, CA 94103 Tel: 415/328-1221 Fax: 888/350-1486 www.fashionsanfrancisco.com Location: San Mateo Event Center, San Mateo, CA Est. Exhibitors: N/A Est. Attendance: N/A Profile: Apparel and accessories will be on display by the Golden Gate Apparel Association.

Page 40 MAY 2015 | RETAILERS FORUM MAGAZINE

Beauty & Hair Care The National Needle Arts Association Trade Show Show Date: May 30-Jun 1 Management: Offinger 1100-H Brandywine Blvd.

Zanesville, OH 43702 Tel: 800/889-8662 Fax: 740/452-2552 www.tnna.org Location: Greater Columbus Convention Center, Columbus, OH Est. Exhibitors: 475 Est. Attendance: 1,500 Profile: Needlework products and supplies.

Needlework & Accessories Trade Show - Columbus Show Date: May 31-Jun 1 Management: Needlework Markets, Inc. P.O. Box 533 Pine Mountain, GA 31822 Tel: 706/663-0140 Fax: 706/663-0202 www.tnna.org Location: Columbus, OH (Call for Site) Est. Exhibitors: 180 Est. Attendance: 1,500

SPONSOR E D BY:

INDUSTRY TRADE SHOWS

JUNE 2015 Profile: Needlework and craft show.

Chicago Beckman Crafts, Home Market & Chicago Gift Show Show Date: May 31-Jun 2 Management: Chicago Merchandise Mart 222 Merchandise Mart Plaza, Suite 470 Chicago, IL 60654 Tel: 312/527-7700 Fax: 312/527-7600 www.merchandisemart.com Location: Merchandise Mart, Chicago, IL Est. Exhibitors: N/A Est. Attendance: N/A Profile: Designed for the gift and decorative accessories market.

Includes both American and international items.

Business California Accounting & Business Show Show Date: Jun 1-2 Management: Flagg Management, Inc. 353 Lexington Ave. New York, NY 10016 Tel: 212/286-0333 Fax: 212/286-0086 www.flaggmgmt.com

Everything

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Location: Los Angeles Hilton Hotel (LAX), Los Angeles, CA Est. Exhibitors: 100 Est. Attendance: 1,200 Profile: CPA, business and financial solutions, accounting and business systems & services, computer accounting systems, tax software and more.

Atlantic Design and Manufacturing Show Show Date: Jun 9-11 Management: Canon Communications, LLC 11444 W Olympic Blvd., #900 Los Angeles, CA 90064 Tel: 310/445-4200 Fax: 310/445-4299 www.canontradeshows.com Location: Jacob Javits Convention Center, New York, NY Est. Exhibitors: N/A Est. Attendance: N/A Profile: This show specializes in both the design and manufacturing of products.

Licensing International Show Date: Jun 9-11 Management: Advanstar Communications 6200 Canoga Ave., 2 Fl.

Woodland Hills, CA 91367 Tel: 818/593-5000 Fax: 203/593-5020 www.licensingshow.com Location: Mandalay Bay Convention Center, Las Vegas, NV Est. Exhibitors: 1,000 Est. Attendance: 12,000 Profile: This is a show where licensors and licensees, manufacturers and retailers in consumer product category come together to search for the next retail sensation.

Society for Human Resource Management Annual Conference & Exhibition Show Date: Jun 28-Jul 1 Management: Society for Human Resource Management 1800 Duke St. Alexandria, VA 22314 Tel: 703/548-3440 Fax: 703/535-6490 www.shrm.org Location: Orange County Convention Center, Orlando, FL Est. Exhibitors: 700 Est. Attendance: 12,000

RETAILERS FORUM MAGAZINE | MAY 2015 PAGE 41

S PO N SO R ED BY:

Find Everything

WHOLESALE www.WholesaleSources.com PREMIUM FREE SEARCH ENGINE

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Profile: This conference is designed for individuals who share an interest in human resource management and professionals who are committed to their future.

Electronics California Accounting & Business Show Show Date: Jun 1-2 Management: Flagg Management, Inc. 353 Lexington Avenue New York, NY 10016 Tel: 212/286-0333 Fax: 212/286-0086 www.flaggmgmt.com Location: LAX Hilton, Los Angeles, CA Est. Exhibitors: 150 Est. Attendance: 1,850 Profile: A show to demonstrate and sell their business and accounting products/services.

Automation Technology Expo East Show Date: Jun 9-11 Management: Canon Communications 11444 W. Olympic Blvd., Suite 900 Los Angeles, CA 90064 Tel: 310-445-4200

Fax: 310-445-4299 www.canontradeshows.com Location: Jacob Javits Convention Center, New York, NY Est. Exhibitors: N/A Est. Attendance: N/A Profile: This show provides a unique marketplace for display and demonstration of assembly machines, equipment, controls, systems & services related to electronic & automatic assembly by national & international companies.

FMI 2014 Show Date: Jun 9-11 Management: Food Marketing Institute 2345 Crystal Drive Suite 800 Arlington, VA 22202 Tel: 202/452-8444 Fax: 202/429-4519 www.fmi.org Location: McCormick Place, Chicago, IL Est. Exhibitors: 300 Est. Attendance: 6,000 Profile: Displays of automation from the food industry will be featured.

Sensors Expo Show Date: Jun 9-11 Management: Advanstar Communications 275 Grove Street

Page 42 MAY 2015 | RETAILERS FORUM MAGAZINE

Newton, MA 02466 Tel: 617/219-8300 Fax: 212/219-8310 www.sensorsexpo.com Location: Long Beach Convention Center, Long Beach, CA Est. Exhibitors: N/A Est. Attendance: N/A Profile: Electronic components.

Electrical Apparatus Service Association Show Date: Jun 14-16 Management: Electrical Apparatus Service Association, Inc. 1331 Bauer Blvd.

St. Louis, MO 63132 Tel: 314/993-2220 Fax: 314/993-1269 www.easa.com Location: Grand Hyatt and San Antonio Convention Center, San Antonio, TX Est. Exhibitors: 150 Est. Attendance: 3,000 Profile: Manufacturers of generators, transformers and other electric motors and apparatus will be featured.

Canadian Manufacturing Technology Show Show Date: Jun 16-18 Management: Reed Exhibitions Canada

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3761 Victoria Park Ave., Unit One Toronto, ON M1W 3S2 Tel: 416/491-7565 Fax: 416/491-5088 www.cmts.ca Location: Toronto World Congress, Mississauga, ON, Canada Est. Exhibitors: N/A Est. Attendance: N/A Profile: Services and distributors representing assembly equipment.

E3 Expo Show Date: Jun 16-18 Management: IDG Expositions, Inc. One Exeter Plaza Boston, MA 02116 Tel: 508/424-4853 Fax: N/A www.e3expo.com Location: Los Angeles Convention Center, Los Angeles, CA Est. Exhibitors: N/A Est. Attendance: N/A Profile: Computer show featuring gaming and computer technology.

ISTE Educational Computing Conference Show Date: Jun 28-Jul 1 Management: National Educational Computing Association 245 W. Fifth Ave. Great Reader Styles, Sun Readers & Bifocals

Eugene, OR 97401 Tel: 541/434-9590 Fax: 541/434-9589 www.iste.org Location: Philadelphia Convention Center, Philadelphia, PA Est. Exhibitors: 425 Est. Attendance: 12,500 Profile: This conference explores many innovations in the use of technology in education and their impact on learning in different environments.

Food & Beverage Annual Convention Of Tenn. Grocery Association Food & Fill-up Expo Show Date: Jun 4-6 Management: Tennessee Grocers Association 1838 Elm Hill Pike, Ste. 136 Nashville, TN 37210 Tel: 615/889-0136 Fax: 615/889-2877 www.tngrocer.org Location: Chattanooga Convention Center, Chattanooga, TN Est. Exhibitors: 240 Est. Attendance: 3,500

Page 44 MAY 2015 | RETAILERS FORUM MAGAZINE

Profile: New products and services in the food industry will be featured.

Dairy and Deli Bake Show Date: Jun 7-9 Management: International Dairy-Deli Bakery Association 636 Science Drive Madison, WI 53711 Tel: 608/310-5000 Fax: 608/238-6330 www.iddba.org Location: Atlanta World Congress, Atlanta, GA Est. Attendance: 7,000 Profile: Innovative products and services for the dairy, deli, and bakery departments in the super market industry are the highlights of this show.

International Supermarket Industry Convention & Educational Exposition Show Date: Jun 9-11 Management: Food Marketing Institute 800 Connecticut Ave. NW Washington, DC 20006 Tel: 202/452-8444 Fax: N/A www.fmi.org Location: McCormick Place, Chicago, IL Est. Exhibitors: 1,500

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JUNE 2015 Est. Attendance: 34,000 Profile: Suppliers of products, equipment, suppliers and services available to and through the supermarket industry, including: food and grocery products, perishables, general merchandise, health and beauty aids food service equipment, store design services, data processing, advertising and warehouse services.

United Fresh Annual Convention and Expo: Fresh Fruit and Vegetable Show Show Date: Jun 9-11 Management: United Fresh Fruit and Vegetable Association 1901 Pennsylvania Ave NW #1100 Washington, DC 20006 Tel: 202/303-3400 Fax: 202/303-3433 www.uffva.org Location: McCormick Place, Chicago, IL Est. Exhibitors: 250 Est. Attendance: 5,000 Profile: This annual show features products and services related to distribution, sale packaging, and transportation of fresh produce as well as other food items.

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Worldwide Food Expo Show Date: Jun 11-14 Management: Food Processing Machinery & Supplies Association 1451 Dolly Madison Blvd. #200 McLean, VA 22101 Tel: 703/684-1080 Fax: 703/548-6563 www.am-fe.ift.org Location: McCormick Place, Chicago, IL Est. Exhibitors: 400 Est. Attendance: 12,000 Profile: Manufacturers of food beverage and dairy processing and packaging machinery, supplies and services.

American Convention of Meat Processors & Suppliers Exposition Show Date: Jun 18-20 Management: American Association of Meat Processors P.O. Box 269 Elizabethtown, PA 17022 Tel: 717/367-1168 Fax: 717/367-9096 www.aamp.com Location: Springfield Convention Center, Springfield, IL Est. Exhibitors: 130 Est. Attendance: 2,100

Profile: An annual marketplace for equipment, supplies and services for the small and medium sized meat and poultry trade operations in the US and Canada.

Retail Confectioners International Convention Show Date: Jun 22-26 Management: Retail Confectioners International 1807 Glenview Rd., Ste. 204 Glenview, IL 60025 Tel: 847/724-6120 Fax: 847/724-2719 www.retailconfectioners.org Location: NY Marriott at Brooklyn Bridge, NY, NY Est. Exhibitors: N/A Est. Attendance: N/A Profile: Retailers and manufacturers of chocolate and other confectionary treats.

Southwest Foodservice Expo Show Date: Jun 28-29 Management: Texas Restaurant Association 1400 Lavaca Austin, TX 78767 Tel: 512/457-41-Fax: 512/472-2777 www.swfoodexpo.com

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Location: George R. Brown Convention Center, Houston, TX Est. Exhibitors: 1,000 Est. Attendance: 30,000 Profile: This annual largely attended show features educational workshops concerned with a wide range of foodservice topics.

International Fancy Food & Confection Show - Summer Show Date: Jun 28-30 Management: National Association for the Specialty Food Trade 120 Wall St., 27th Floor New York, NY 10005 Tel: 212/482-6440 Fax: 212/482-6459 www.specialtyfood.com Location: Jacob JavitsConvention Center, New York, NY Est. Exhibitors: 2,000 Est. Attendance: 26,000 Profile: This show specializes in gourmet and other specialty foods, products and related equipment.

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JUNE 2015 Home & House Charlotte Gift, Jewelry & Housewares Show Show Date: May 30-Jun 1 Management: Charlotte Gift & Jewelry Show 3701 Latrobe Dr. #110 Charlotte, NC 28211 Tel: 704/365-4152 Fax: 704/365-4154 www.charlottegiftshow.com Location: Charlotte Merchandise Mart, Charlotte, NC Est. Exhibitors: 500 Est. Attendance: 7,500 Profile: This show is a wholesale trade show for buyers of gifts, jewelry, house wares, silk flowers, stationery, toys, and much more.

Chicago Gift & Home Market Show Date: May 31-Jun 2 Management: Merchandise Mart Properties, Inc. 200 World Trade Center, Ste. 470 Chicago, IL 60654 Tel: 312/527-4141 Fax: 312/379-6116 www.merchandisemart.com

Page 46 MAY 2015 | RETAILERS FORUM MAGAZINE

Location: The Chicago Merchandise Mart, Chicago, IL Est. Exhibitors: 950 Est. Attendance: 30,000 Profile: Manufacturers and wholesalers will be exhibiting products for home and gift categories.

Canadian Home Furnishings Market Show Date: Jun 4-7 Management: Quebec Furniture Manufacturers Association 1111 Saint Urbain St., Suite 101 Montreal, PQ, Canada H2Z 1Y6 Tel: 514/866-3631 Fax: 514/871-9900 www.tchfm.com Location: International Center, Toronto, ON Exhibitors: N/A Est. Attendance: N/A Profile: Manufacturers of lamps, decorative accessories, appliances, electronics and furniture.

National Lawn & Garden Show Show Date: Jun 9-11 Management: NLG Show P.O. Box 1771 Monument, CO 80132 Tel: 719/488-0226

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Fax: 719/488-8168 www.nlgshow.com Location: Crown Plaza Hotel, Denver, CO Est. Exhibitors: 250 Est. Attendance: 4,000 Profile: It is a construction, decorating and renovation show for kitchen, bath, doors, windows, heating, air-conditioning and landscaping.

Dallas International Gift & Home Accessories Market Show Date: Jun 24-30 Management: Dallas Market Center 2100 Stemmons Freeway Dallas, TX 75207 Tel: 214/672-8421 Fax: 214/749-5458 www.dallasmarketcenter.com Location: Dallas Market Hall, Dallas, TX Est. Exhibitors: 400 Est. Attendance: 14,000 Profile: Manufacturers of home furnishings and related items display their products to retailers and other buyers.

Jewelry & Accessories The JCK Show - Las Vegas Show Date: May 29-Jun 1

Management: Reed Exhibition Companies 383 Main Ave. Norwalk, CT 06851 Tel: 203/840-4800 Fax: 203/840-4804 www.jckgroup.com Location: Sands Expo & Convention Center, Las Vegas, NV Est. Exhibitors: 2,500 Est. Attendance: 20,000 Profile: Designers and manufactures of fine jewelry exhibit their products and services for the trade only.

The Swiss Watch Show – Las Vegas Show Date: May 29-Jun 4 Management: Reed Exhibition Companies 383 Main Ave. Norwalk, CT 06851 Tel: 203/840-4800 Fax: 203/840-4804 www.jcktoronto.ca Location: Mandalay Bay, Four Seasons, Elite Enclave, Las Vegas, NV Est. Exhibitors: 2,500 Est. Attendance: 20,000 Profile: Designers and manufactures of fine jewelry exhibit their products and services for the trade only.

Page 48 MAY 2015 | RETAILERS FORUM MAGAZINE

The Charlotte Gift & Jewelry Show Show Date: May 30-Jun 1 Management: Charlotte Gift & Jewelry Show 3701 Latrobe Dr #110 Charlotte, NC 28211 Tel: 704/365-4152 Fax: 704/365-4154 www.charlottegiftshow.com Location: Charlotte Merchandise Mart, Charlotte, NC Est. Exhibitors: N/A Est. Attendance: N/A Profile: Large assortment of jewelry and gift products.

Intergem - International Gem & Jewelry Show Show Date: Jun 5-7 Management: International Gem & Jewelry Show, Inc. 120 Derwood Circle Rockville, MD 20850 Tel: 301/294-1640 Fax: 301/294-0034 www.intergem.com Location: Suburban Collection Showplace Showplace, Novi, MI Est. Exhibitors: N/A Est. Attendance: N/A Profile: This Intergem show features the largest selection of gems, minerals, and jewelry found all across the world.

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Norton’s Gift & Variety Show Show Date: Jun 6-8 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: 450 Est. Attendance: N/A Profile: This show will feature a wide variety of jewelry and accessories products displayed by the manufacturers.

Intergem - International Gem & Jewelry Show Show Date: Jun 12-14 Management: International Gem & Jewelry Show, Inc. 120 Derwood Circle Rockville, MD 20850 Tel: 301/294-1640 Fax: 301/294-0034 www.intergem.com Location: Greater Philadelphia Expo Center, Oaks, PA Est. Exhibitors: N/A Est. Attendance: N/A

Profile: Intergem show features the largest selection of gems, minerals, and jewelry found all across the world.

Intergem - International Gem & Jewelry Show Show Date: Jun 12-14 Management: International Gem & Jewelry Show, Inc. 120 Derwood Circle Rockville, MD 20850 Tel: 301/294-1640 Fax: 301/294-0034 www.intergem.com Location: Denver Merchandise Mart, Denver, CO Est. Exhibitors: N/A Est. Attendance: N/A Profile: This Intergem show features the largest selection of gems, minerals, and jewelry found all across the world.

Intergem – International Gem & Jewelry Show Show Date: Jun 19-21 Management: International Gem & Jewelry Show, Inc. 120 Derwood Circle Rockville, MD 20850 Tel: 301/294-1640 Fax: 301/294-0034 www.intergem.com Location: NRG Center, Houston, TX

Page 50 MAY 2015 | RETAILERS FORUM MAGAZINE

Est. Exhibitors: N/A Est. Attendance: N/A Profile: This Intergem show features the largest selection of gems, minerals, and jewelry found all across the world.

Intergem - International Gem & Jewelry Show Show Date: Jun 26-28 Management: International Gem & Jewelry Show, Inc. 120 Derwood Circle Rockville, MD 20850 Tel: 301/294-1640 Fax: 301/294-0034 www.intergem.com Location: Maryland Fairgrounds, Timonium, MD Est. Exhibitors: N/A Est. Attendance: N/A Profile: This Intergem show features the largest selection of gems, minerals, and jewelry found all across the world.

Packaging Innovative Packaging Symposium Show Date: Jun 9-11 Management: CMP Princeton.

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JUNE 2015 Fax: 609/452-9374 www.hbaexpo.com Location: Jacob K. Javits Convention Center, New York, NY Est. Exhibitors: 340 Est. Attendance: 10,000 Profile: New and innovative ideas and designs for the packaging industry shown at this major event.

Plastec East Show Date: Jun 9-11 Management: Canon Communications 11444 W Olympic Blvd.

Los Angeles, CA 90064 Tel: 310/996-9431 Fax: 310/44504299 www.canontradeshows. com Location: Jacob Javits Convention Center, New York, NY Est. Exhibitors: N/A Est. Attendance: N/A Profile: A premiere packaging show for the eastern packaging market.

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Location: Toronto Congress Center, Toronto, ON, Canada Est. Exhibitors: 1,750 Est. Attendance: 10,000 Profile: Molds and machinery, packaging equipment, containers and materials.

Sporting Goods & Recreation Annual Spring Boat Show Show Date: June 7-10 Management: Southern California Marine Association 1006 E. Chapman Orange, CA 92866 Tel: 714/633-7581 Fax: 714/633-9498 www.scma.com Location: Fairplex, Pomona, CA Est. Exhibitors: N/A Est. Attendance: N/A Profile: Boats and boating accessories.

Toys Dallas International Gift & Home Accessories Show Show Date: Jun 24-30

Page 52 MAY 2015 | RETAILERS FORUM MAGAZINE

Management: Dallas Market Center 2100 Stemmons Freeway Dallas, TX 75207 Tel: 214-655-6100 Fax: n/a www.dallasmarketcenter. com Location: Dallas Market Center, Dallas, TX Est. Exhibitors: N/A Est. Attendance: N/A Profile: General merchandise show.

Dallas Toy Show Show Date: Jun 24-30 Management: Dallas Market Center 2100 Stemmons Freeway Dallas, TX 75207 Tel: 214/655-6100 Fax: 214/749-5479 www.dallasmarketcenter.com Location: Dallas Market Center, Dallas, TX Est. Exhibitors: 800 Est. Attendance: 6,000 Profile: This show features gifts, toys, and related items. It is one of the many shows going on under one roof.

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FORUM WORKSHOP

Getting & Keeping Your Shoppers in ANY Economy TECHNIQUES & STRATEGIES TRY & KEEPS We have all heard the adage that “possession is nine-tenths of the law.” Well, it may not work that well in sales, but it does work. The concept of Try and Keeps is simply to have the customer experience the product - service and then provide an incentive for him to “keep” it (or in essence, purchase it.)

hand, a Try and Keep works great with a Slow Sally. Try and Keeps often defuse a Defiant Dan or Threatening Thelma, since the basis for their defiance or threats is removed. The percentage “close” (those who will keep it) on Try and Keeps is particularly good with Cautious Carols, Poor Pauls, Career Cathies, and Junior Johns.

Try and Keeps do best in the strategy - positioning grid when there is movement toward stronger demand combined with economic upturns. This provides a comfort zone where the consumer is trying the product - service and will likely keep it on the basis that “things are getting better.”

This is also the time to begin moving prices upward prudently. Try and Keeps work well when movement is from medium toward high on the grid (positions number 5 toward number 4, 2, and 1). When movement is trending downward on the grid, the psychological environment for Try and As you might imagine, Try and Keeps are a disaster Keeps shifts to a big caution in the consumers’ minds. This caution signal says play it conservative if a Returnaround Rhonda responds. On the other continued...

Page 56 MAY 2015 | RETAILERS FORUM MAGAZINE There are a variety of forms of Try and Keeps.

These range from simple try-out periods where one can experience the product - service to outright delivery, set-up, and usage of a product for a specified trial period at no cost or a reduced rate.

Perhaps one of the best known is the new car test drive. Automobile sales people always want the folks in their showroom behind the wheel. They know how hard it is to resist that new car smell and even harder to resist if you keep the car over the weekend and your neighbors notice!

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BUILD SELLING Designed to build repeat business through an increase in the reward or payoff for multiple purchases, Build Selling works well in times when building customers loyalty is the prime strategy.

In terms of the strategy positioning grid, this would be when movement is occurring in either direction from the number 5 position. If there is an extremely high payoff to the customer, Build Selling may also work to take market share in low demand situations. Examples include offers such as: buy just three and get the fourth free; stay just four nights and the weekend is free; fly six times with us and get a free round-trip ticket, etc. Other forms or techniques of Build Selling include: frequent

purchase programs; level of purchase (dollars or numbers) programs; units; price breaks, etc.

Customers who respond best to the Build Selling technique include Fast Freddies, who just love to run up their mileage points, credits or purchases to get that reward fast, Loud Larries who look at achieving the payoff as a means to achieve continued...

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FORUM WORKSHOP recognition and attention., Defiant Dans who are looking for the loophole or for you to make a mistake, and, a portion of the Mr. Important Irvings who believe their multiple purchasing poser should be rewarded and receive special attention with a payoff.

BUILD SELLING CAN BE ONE OF THE MORE INTERESTING AND POSITIVE REINFORCERS OF CUSTOMER LOYALTY WITH POINT-OF-ENCOUNTER EMPLOYEES. FORUM WORKSHOP Frequently, customers who respond to Build Selling like or want the same point-of-encounter employee involved with their transaction just to be sure nothing gets lost. In communicating with both your point-of-encounter personnel and your customers, try to avoid changing the rules or

programs. Such changes can be perceived as you breaking your promise. Changing the rules midstream will bring Defiant Dans and Threatening Thelmas down on you in a trice. No one will feel happy about you removing an award or making it harder to get, especially once they’ve gotten close to earning it. Point-of-encounter employees will hate to give the bad news to the customers. Build Selling can work well, but it requires consistency and superior communications on all fronts.

PERSONALIZED SELLING This is the sales approach most closely related to the quality service approach. It is designed to appeal to the individual’s desire to be recognized and may also include “ego pleasers” in its scope. In this case, the individual consumer is recognized by continued...

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FORUM WORKSHOP name (not number) and, where possible, may even be assigned to one sales or point-of-encounter employee.

This technique often requires building a customer history or profile ultimately to provide the service level expected by the customer.

Personalized selling works well at all times and all positions on the strategy grid. One note of caution: with certain customer characters, personalized selling may not be well received when the demand - price strategy is located in the numbers 6–9 grid

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Personalized selling requires procedures and methodology for point of encounter situations.

Customer preferences need be recorded and recallable. Name recognition and needs recognition become as important (or more important) than pricing or promotional offers. Personalized matches continued...

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FORUM WORKSHOP or napkins, nameplates, monograms, specials cards (VIP plastic) and all other personal recognition are a few examples of personalized selling tools.

REPEATS - COME BACKS When someone has just purchased, or has had a satisfactory experience with your service offering, they are more likely to respond positively to offers which entice them to return or purchase again.

These Repeat - Come Back offers take many shapes and forms, ranging from the simple card offering a special discount with the next purchase, to more elaborate special invitations and promotional offers.

Repeat - Come Back offers provide a dual purpose in that they say “thank you, we appreciate your business,” and also provide an incentive to return.

The closer to the actual last point of encounter the offer is made, the more likely the success of customer usage. Frankly, these offers work so well, it would be to most businesses’ advantage to provide one come back offer. After all, repeat customers are your least expensive to obtain and most profitable.

It is very difficult for human nature to resist offers such as a complementary dinner on your next visit, an upgrade to a suite or first class seat on your next trip, or a 50% discount on your next purchase. In fact, some customer types are almost guaranteed to respond to such enticements. continued...

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FORUM WORKSHOP Characters like Fast Freddie, Loud Larry, Defiant Dan (he just loves to test such offers), and Mr. Important Irving are prime targets.

These Repeat - Come Back offers are most effective when the incentive to return is a strong one. In markets where demand is declining (grid positions 5, 6, and 8), such offers can maintain market share and customer loyalty and are an excellent defense against pricecutting competition.

at the critical point of encounter. It would not be a rarity to have customers forgive a service flaw because of such offers and the repeat bond that can be built. This personalization approach is particularly effective with Career Cathies and Junior Johns.

These individuals respond to the recognition aspect of the repeat offer and begin to build a feeling of comfort with the individual providing the offer.

SWITCH AND SAVE

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The concept of a Switch and Save works in selling up as well as selling down continued...

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FORUM WORKSHOP With a Switch and Save, the objective is to take market share, convert consumers to your brand and “switch” customers to purchase a more profitable product or service. There are many forms of Switch and Save for both selling up and selling down approaches.

only sale so you can really save.” In both practice and reality, the item or service switched to actually costs more (the savings in the perceived savings off the non-sale price). Lost Lucies and Poor Pauls are customer characters whose nature is particularly responsive to the up-sell Switch and Save.

When selling up, a Switch and Save can be packaged with a value orientation. For example, “For only a few dollars more, why not have the better model with all the features. In the long run, you will really save.” You may imply actual dollars, time, or labor savings.

The up-sell Switch and Save works very well when movement in the market demand is trending upward (from grid position number 6 toward number 1.) When the demand is in a decreasing pattern, a Switch and Save in the form of a selldown works to retain the customer equally well. Cautious Carols, Fast Freddies, and Impatient Irenes are most responsive to this.

Another rationale that works well when selling up with a Switch and Save centers on ego and prestige. “Why not switch to this brand? It is much more prestigious and recognized, and now is its

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FORUM WORKSHOP emphasis is on the switch, with save being defined as “a lower price of a more expensive item.” In the sell-down Switch and Save, the focus shifts to the word “save.” The objective is to retain the customer or achieve a purchase by switching to a less costly product or service which still meets most of the customers’ needs. In these circumstances, the following phrases might be heard: “Why not save 25% and purchase this one? It is practically the same.” or “Look, you still will be able to have what you really want if we go with the demonstrator at two thousand less.” The stronger the Switch and Save in terms of the actual “save,” the more likely the customer will purchase, as long as

there is some good comparability to their initial wants and needs.

PAY LATER - FREE FOR NOW As market demand dwindles in the valley of lowness, the more Pay Later - Free For Now plans emerge.

The concept of Pay Later - Free For Now selling is essentially the same as Try and Keeps. The difference is that Pay Later - Free For Now are geared toward down times, as this technique allows the consumer actually to continued...

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FORUM WORKSHOP take possession or experience the service without paying (until later).

There are many varieties of this form of selling such as: take your vacation now and pay for it with your tax return next Spring, or no payments until Fall. The rationale and handling of this transaction with your customer is touchy. First, the obvious embarrassment factor (customer has no available cash at the time of desired purchase) needs to be avoided. So, a substitute rationale needs to be suggested by the point-of-encounter employee.

This might be expressed as follows: “This is a good deal and they (an intentionally nebulous pronoun) have allowed us to make this special offer that won’t tie up your cash” or “I’d take advantage of this no interest charges for 90 days offer.” Reasons for handling this type of offer delicately are to keep the customers from thinking there may be

something wrong with the deal and changing their minds. Frequently, untrained point-of-encounter employees may lose the sale and the customer by simply saying the wrong words.

EXAMPLES ARE: “I know things are tight or uncertain right now, so why not worry about it later,” or “You can still avoid the interest charge if you pay in full upon receipt of the first bill.”

These phrases obviously obviously cause the customer to think versus respond.

UP-FRONT SELLING When times are really bad, many businesses use Up-Front Selling to stimulate cash flow.

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FORUM WORKSHOP packaged, usually under the guise of a “substantial savings.” Airlines are perhaps the most recognized for Up-Front Selling techniques through the “advance purchase” ticket. The discounts associated with such advance purchases form a savings motivation for the customer.

with the customer in the pre-sell arena. At the point of actual consumption, the customer, whenever possible, should receive the same

Selling advance purchases in down-trending markets works well with a variety of customer characters. Defiant Dans, Loud Larries, Fast Freddies and Impatient Irenes all like to snap up the bargain and go for it. On the other hand, Lost Lucies, Cautious Carols, and Poor Pauls find it just too complicated or overwhelming – especially when conditions or restrictions are attached to the offers.

Point-of-encounter employees should focus on the substantial savings when communicating

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FORUM WORKSHOP any advance purchases.

Threatening Thelmas and Defiant Dans are just waiting in the wings for you to misrepresent the terms of any up-front sell or advance purchase.

When confronted by such customer characters, if you can bend the rules to convenience them, you will convert them to a regular customer. Of course, they will expect you may again allow them to break the rules if they threaten loudly enough.

on the positioning grid for other reasons such as to encourage trial business, to steal customers from competitors, or simply to get a consumer to purchase. Unlike the various forms of discounting, Down-Selling seeks to either substitute a less

DOWN-SELLING When your objective is to go for market share in a declining market or you are forced into selling to survive, Down-Selling may work for you.

Down-Selling may also be employed at any point

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FORUM WORKSHOP costly product or service (one more in line with the customer’s perceived expenditure level), or seeks to sell the same product or service in lower demand periods for less.

Down-Selling works well with Social Sams, Cautious Carols, Loud Larries, and Fast Freddies.

Down-Selling almost never works with Mr. Important Irvings or Return around Rhondas.

The former views it as degrading and the latter as potentially limiting the game they like to play.

BRAND SELLING A ”brand” is one of the most valuable sales tools you can employ. Just as people have become conditioned to using coupons, so, too, have they learned to look for or respond to brand messages.

Interestingly enough, both the use of coupons and the preference for brands cut across almost all market segments. Brand Selling in its simplest dimension is selling your brand versus trying to discount or provide value added services. continued...

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FORUM WORKSHOP The sales technique is straightforward: “This is the brand I would recommend,” or, “If you’re looking for value, you can’t beat Smith’s.”

Selling a brand is selling the “personality” the

product or service has established. What brands stand for or the perception consumers have of the brand is the core of a brand’s personality. Some brands are the personification of quality.

Others are more closely identified with value, and others identified with price.

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FORUM WORKSHOP In general, brand selling works best at the two ends of the demand - price positioning grid (positions 1, 2, 8, and 9). In the best of times, possessing perceived top quality or “in” brands is almost a national pastime. And, in the worst of times, people tend to look for value, which then takes on a slightly different definition. In low-demand periods, a real value is a brand or known quantity at a sale or discounted price. The real value-seekers respond to a variety of sales messages such as: “This is a once only opportunity to buy Brand X at a substantial percent off,” or “You’ll never see this price on Brand X again,” or “Now you can have the quality of Brand X for the price of one of these unknowns.”

Point-of-encounter employees need to focus on

Brand Selling as a opportunity to up-sell certain customer characters. Particularly responsive to Brand Selling are Junior Johns, Career Cathies, Lost Lucies, Poor Pauls and Cautious Carols.

Interestingly enough, also very vulnerable is Mr. Important Irving. However, here the key to the sale is to offer brand choice, assuming both brands are your most expensive and profitable items.

When using Brand Selling simply to encourage sales in low-demand periods, a comparative sales technique is often employed.

The selected brand to be pushed is compared to an unknown of perceived lesser quality which may actually be artificially marked up in price to suggest price parity. Thus, the consumers’ perception is that the known commodity – the brand – continued...

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FORUM WORKSHOP appears a real value since it is superior to the unknown quantity, but now offered at the same relative price. You have created a comparative choice and stacked the deck for the brand to be purchased.

Customer characters who can’t resist this approach include Loud Larries, Fast Freddies, and Defiant Dans.

Actually, you have a good chance to sell all character types with the exception of Mr. Important Irving. His mentality suggests there must be something slipping in the

brand’s quality or reputation if it is not more expensive than an unknown.

OTHER SELLING TECHNIQUES AND APPROACHES There are other variations or approaches to selling that can help you win customers in good times or bad. These include: • Concept selling: This is when you’re selling a lifestyle or an alternative to the usual, instead continued...

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FORUM WORKSHOP of selling an actual production service. employees to appropriately respond must all occur.

• Tie-in selling: This is where you combine your Likewise, to keep customers and obtain product or service with another in order to create a new ones in good times or bad requires these fundamental steps: stronger reason to purchase both goods or services.

• Co-op selling: This is similar to tie-in selling except it may not require the purchase of both goods or services. You’re simply selling both and either may be purchased.

• Promotional selling: This is a form of loss leader offers or introductory offers. There are many more.

• Assess the direction of the market • Evaluate your competition • Understand your customer characters • Select the appropriate sales technique(s) • Respond with the correct messages or signals • Train and motivate all point of encounter personnel

The significant point is that regardless of the sales technique employed, for it to be most effective, an Finally, remember, as the market movement understanding of the marketplace, knowing your occurs, your customer(s) are also dynamic. This customers, and training your point-of-encounter means their needs and the signals that relate to continued...

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RETAILERS FORUM MAGAZINE | MAY 2015 PAGE 87

FORUM WORKSHOP these needs shift with the market. While they may not change the core of their customer character, they may well begin to behave and respond more in line with the forces of the marketplace. By using the market demand - price strategy grid, you can plan your responses to be on target with respect to your customers and your competition.

Dan, Important Irving Personalized Selling - Important Irving, Career Cathy, Junior John, Slow Sally Repeats - Come Backs - Fast Freddie, Lost Lucy, Defiant Dan, Important Irving, Career Cathy, Cautious Carol, Social Sam Brand Selling - Junior John, Important Irving, Career Cathy, Lost Lucy, Poor Paul, Cautious Carol

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Many firms and organizations strive for quality.

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FORUM WORKSHOP and profitability. Some quantitative models suggest there is a theoretical payoff point where the investment in quality peaks maximizes the return on that investment. As you look around the business world you’ll see how many companies could easily, and perhaps inexpensively, better their customer service – and thus improve profitability.

Comparatively few companies, however, reach or exceed this investment in quality payoff point. Most are willing to settle for lower profits, lower investments, lesser effort. This book is an attempt to reverse that trend – although an excess commitment to quality cannot be recommended either. Obviously it would be great customer service to fly your foreign clients over on the Concorde, but it’s the rare commodity

that could justify that kind of expense.

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FORUM WORKSHOP than they will potentially return. There are many your business, the line will probably not be straight reasons this phenomenon occurs. or at the same angle level.

These include:

1) the incremental investment causes the price to exceed what the market will bear, 2) the incremental quality achieved is beyond what the market expects (perceives is necessary), and 3) lower cost alternatives become more attractive as a result of greater price differentials.

In this graph the dotted line representing cost of delivery is representative only. For

SERVICE AND SALES SYNERGY Once you accept the premise that you can overinvest to achieve quality and actually reduce your market, you should be ready to focus on the premise of the need to create a service level and sales strategy that will achieve the highest returns for you.

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FORUM WORKSHOP A previously referenced in the graph for your marketing and sales have communicated with onbusiness? Also, how can you achieve Point A for target messages about both the price and quality, the consumer? the customer should find Point A as the point at which his or her expectations (for both quality and The consumer views Point A as the “value” point, fair price) are best met. When this synergy between defined as “quality at a fair price.” Assuming the quality (service levels) and sales (marketing messages - price) are achieved, you have the necessary ingredients to add up to a winning formula for success.

In essence, understanding your market needs and responding appropriately are the base steps to developing a customer-retention relationship.

Adding the appropriate sales technique will help you close the sale or take market share. Having a quality product or service is only a base ingredient of a more complex formula involving both “internal” (to your own product-service offering) and “external” (to the consumers’ needs/types continued...

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43

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FORUM WORKSHOP strategies or focus.

TRADITIONAL (Internal Focus)

CONTEMPORARY (External Focus)

• Product quality • Cost-drive price

• Consumer needs • Cost related to meet needs (expected price) • Marketing • Sales - marketing promotion related customer type • Distribution • Communication (between points of encounter & customers)

target with external focus). The winners produce the quality product or deliver the quality service with prices in line with the customers’ expectations.

The winners’ stated marketing - sales approach relates directly to the customers’ rationale (and customer types) for purchasing the product-service.

And, at the points of encounter, the productservice

WHO WINS AND WHY The winners are those who achieve a synergy between the internal and external focus. The winners’ actual product quality matches up best to the consumers’ needs (internal perspective on

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FORUM WORKSHOP delivery allows for the two-way communications process desired by the customer to occur. This latter point is often critical toward achieving total customer satisfaction. The mechanism must exist for dialogue with the customer, for dialogue is considered essential to a quality product-service purchasing experience. This dialogue, or feedback mechanism, is virtually required by many of the customer characters (types) described earlier. It is an integral part of their total purchasing process.

communications. Winners understand the traditional internal fundamentals but do so with their focus on the contemporary external customer marketplace. Winners adjust and respond to the external focus by adapting compatible internal strategies. The resultant synergy produces sales.

Everything winners do to produce and deliver a quality product or service experience has a common platform – the customer.

Converting winning potential into sales requires going beyond the purely tangible.

The greater the focus on the customers’ needs, the greater the opportunity to win. This single most focus helps set the parameters for quality delivery, price, marketing messages, and point-of-encounter

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FORUM WORKSHOP the suggestion.

Most often, quality delivery improvements come directly from the customer directly, and the second is from the front-line or point-of-encounter employee. Do you have the communications feedback processes in place that allow such suggestions to occur? Moreover, do you have a system set up to credit or, even reward those who Winners are involved themselves with the make such suggestions? customer. Of course they care about the actual product or service quality production process. But WINNERS ENJOY they can participate in this process with the same perspective as a customer. They gain by seeing THE PERFORMANCE things from the customer’s perspective.

People who love their job perform. And those who enjoy their efforts become even more motivated to In fact, one of the best of all internal motivators repeat outstanding performance. Their motivation is to accept and implement a point-of-encounter comes from both the tangible rewards of good employee’s suggestion and let the troops know performance (raises, bonuses, profit sharing, stock, about it, giving full credit to the member who made etc.) and from the intangible – from their selfThink of the leaders you consider winners. Isn’t this the extra key to their success? Enthusiasm for the job is with customers at all stages of encounter.

Management and employees are one group or team.

The job is what they are – not where they work.

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FORUM WORKSHOP satisfaction at their individual and teamâ&#x20AC;&#x2122;s performance. came out with a recognition list. Every two years, the Institute updates its list based on these eight There are two main types of winners.

The first win because they do all the measurable areas in which an organization must demonstrate things that add up to success. They work hard, excellence: avoid mistakes, follow through. Then, there are 1. quality product-service delivery those who have one more aspect to their character 2. customer relations as winners. Their inner motivations may be 3. employee feedback system(s) intangible, but also unmistakable.

An excellent company has lots of these people on 4. employee motivationalits staff â&#x20AC;&#x201C; because the leaders want it this way, and incentive performance the employees know that and want to work there. programs An example of such a company is Disney, where 5. sales and marketing the reputation causes large numbers of applicants programs (consumerfrom which the self-motivated winners are selected. trade) 6. communications to employees and customers 7. recognition within their respective industry and/ or global operating environment by peers and/or other THE BEST AT THE evaluating entities ART OF WINNING 8. having programs-efforts in place for a period of years The World Institute for Service Excellence recently continued in next issue...

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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 5 CoPiEs to single buyer.

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Retailers Forum

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

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

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

Don’t confuse this It For You magazine with some Wholesale” 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

ADVERTISING SPACE AVAILABLE

Trade Magazines

Monthly Newspaper for Hispanic Retailers

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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

ADVERTISING SPACE AVAILABLE

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 Directory 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

PAGE 125

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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

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 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 Page 128 MAY 2015 |

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

Page32 128 RETAILERS FORUM MAGAZINE

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

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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

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

Legal Department

PageRETAILERS 129 FORUM MAGAZINE | MAY 2015 PAGE 129

FORUM PUBLISHING CO.

Credit Card ORDERS: 800/635-7654 FAX ORDERS: 631/754-0630 INQUIRIES: 631/754-5000 Website: www.bizbooks.org

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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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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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