VOL. 34 NO. 2 JUNE 2014
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3 • J U N E 2 0 1 4
Want More Info? Circle #54 on page 11 • www.Vendor411.com
F O R U M
4 • J U N E 2 0 1 4
F O R U M .
Want More Info? Circle #37 on page 11 • www.Vendor411.com
retailers
This is a Buying Guide for
RETAIL STORE OWNERS Presented within these pages are the latest offerings from the country’s leading merchandise wholesalers. The advertisers herein sell strictly wholesale and require that you purchase with the intent of reselling through retail channels. How To Use THis DirecTory >> n Locate the products that interest you. See our product directory located on pages 6 & 7. n Make direct contact with advertiser. Most will have catalogs and price lists available for you. n Order your merchandise, which will be shipped directly to your store.
FORUM PUBLISHING COMPANY 383 East Main Street, Centerport, NY 11721
www.RetailersForum.com
CONtACt CONtAC t t US: tAC Tel: 1-800-635-7654 Fax: 631-754-0630 Email: forumpublishing@gmail.com
6 • J U N E 2 0 1 4
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
Dress-Up =
Recycled Clothes see pg 58 & 59
CREDIT CARD PROCESSING
www.EXScredit.com Sales So Bright with Our Shades!
See Our ad on Page 19
ROCK CONCERT T-SHIRTS
Pretend you were there!
F O R U M
jUNE 2014
See our ad on page 104
More Money the Second Time Around!
ME HAIR . . . . . . . . . . . . . . . . . . . . .90
FORUM AD RATES . . . . . . . . . . . 09
RAMSONS IMPORTS . . . . . . . . . 33 RUSH SUPPLERS . . . . . . . . . . . . . .24
Profits!
Light Up Without Lighting Up!
ADVERTISING
APPAREL
SELINI NY . . . . . . . . . . . . . . . . 30/31
1 STOP WHOLESALE . . . . . . 58/59
SMARTEST BARGAIN . . . . . . . . . .81
599WHOLESALE .cOM . . . . . . 117
STRIPS . . . . . . . . . . . . . . . . . . . . . .22
6BUcKSHIRTS .cOM . . . . . . . . . . 84
TOP TEN WHOLESALE . . . . . . . 116
ALABAMA SOcKS . . . . . . . . . . . 119
UNIVERSE WHOLESALE . . . . . . . .86
BAcKSTAGE FASHION . . . . . . . . 78
VIA TRADING . . . . . . . . . . . . . . . . .69
BLANK TEES . . . . . . . . . . . . . . . . . 96 BOUTIQUE cLOSEOUTS . . . . . . 113 FASHIONABLE SALES . . . . . . . . . 97 FLIRT WHOLESALE . . . . . . . . . 72 FLIRTY HEAVENLY SUITS . . . . . . . . . . . . 36 KARMA cIRcLE . . . . . . . . . . . . . . 89 SELINI NY . . . . . . . . . . . . . . . . 30/31 STYLE IN FASHION . . . . . . . . . . . 36 STYLISH PLUS . . . . . . . . . . . . . . . 99 USAcOSTUMERS .cOM . . . . . . 104
ASSORTED ITEMS AUcTION FINDER . . . . . . . . . . . . 24 BEAN WHOLESALERS . . . . . . . 108 DD BULK . . . . . . . . . . . . . . . . . . . . 87 DINO DROPSHIP . . . . . . . . . . . . 103 DOBA DROPSHIP . . . . . . . . . . . . 75
WESTERN EXPRESS . . . . . . . . . . .34 WHOLESALE SUPPLIERS . . . . . 106
BOOKS cLOSEOUT DIREcTORY . . . . . . 112 cLOSEOUT NEWS . . . . . . . . . . . . .85 SALESMAN’S GUIDES . . . . . . . . 110 TRADE BOOKS . . . . . . . . . . . . . . 122 TRADE SHOW DIREcTORY . . . . .55
cANDY SWEET WHOLESALERS . . . . . . 121
cELLULAR cELLcITY .BIZ . . . . . . . . . . . . . . . .83 cLEARVISION . . . . . . . . . . . . . . . .22 WHOLE-cELL . . . . . . . . . . . . . . 120
Page 78
EVERYTHING cLOSEOUTS . . . . 82
cREDIT cARD
Does anybody read these?
EZ DROPSHIP . . . . . . . . . . . . . . . . 94
PROcESSING
FIND IT ASIA . . . . . . . . . . . . . . . . . 41
EXP MERcHANT . . . . . . . . . . . . . .98
GET THAT WHOLESALE . . . . . . 118
EXS cREDIT . . . . . . . . . . . . . . . . 114
LIQUIDATION .cOM . . . . . . . . . . 63
NOAMB .cOM . . . . . . . . . . . . . . 105
CALL 631-754-5000 and you’ll get a FREE 3-mo. subscription! Congratulations to SAMMY’S ROMANIAN Bled, RO
#1 BUYING GUIDE FOR RETAIL STORES! DISPLAY/SUPPLIES & SERVIcES cc WAREHOUSE . . . . . . . . . . . . . 95 E-STORE BUILDER . . . . . . . . . . . 32 E-STORE SIGNS . . . . . . . . . . . . 107 E-STORE SITES . . . . . . . . . . . . . 100 FB cAMPAIGNS . . . . . . . . . . . . . . 64 FUNDING OFFIcES . . . . . . . . . . . 38 HARVEST IMPORT . . . . . . . . . . . 18 jPI DISPLAYS . . . . . . . . . . . . . . . . 38 KWIK INc . . . . . . . . . . . . . . . . . . . 40 MEGA-U-BID . . . . . . . . . . . . . . . 74 NFIB ENROLL . . . . . . . . . . . . . . . . 40 PAYROLL HELPERS . . . . . . . . . . 34 PROMOTIONAL REWARDS . . . . 66 PROTEcTION PLANS . . . . . . . . . 70
HANDBAGS
R/c TOYS
HANDBAG EXPRESS . . . . . . . . . . 37 Rc VARIETY . . . . . . . . . . . . . . . . . 77
HOME & HOUSEWARE
SOARING Rc . . . . . . . . . . . . . . . . 80
RUG PROFITS . . . . . . . . . . . . . . . 101
INcENSE
Advertise in
SPEcIAL FEATURES
See Page 9
7 • J U N E 2
2.7¢ Long 0 FORUM AT ASD VEGAS . . . . . . . 20 Distance! 1
4 L&V cREATIONS . . . . . . . . . . . . . 61 FORUM WORKSHOP . . . . . . . . . 60 FORUM123.COM MYSTIcAL MOMENTS . . . . . . . . 76 VD IMPORTERS . . . . . . . . . . . . . . 62 HOTPRODUcTS .BIZ . . . . . . . . . . 13 Accept Credit Cards READER RESPONSE . . . . . . . . . . 11 jEWELRY/ AccESSORIES
BODY cANDY HQ . . . . . . . . . . . . 91 cOOL jEWELS (R) . . . . . . . . . . . . 22 EAR cUFFS . . . . . . . . . . . . . . . . . . 22 FTH WHOLESALE . . . . . . . . . . . . . 39 HIPWHOLESALE .cOM . . . . . . . . 71 INT’L . jEWELRY . . . . . . . . . . . . . . 25 jEWEL cLEARANcE . . . . . . . . . 102 jEWELRY MINERS . . . . . . . . . . . 109 jUDEE K cREATIONS . . . . . . . . . 28 KAY IMPORTS . . . . . . . . . . . . . . . 68 DROPSHIPPERS DDBULK .cOM . . . . . . . . . . . . . . . 87 METAL ROcK . . . . . . . . . . . . . . . . 24 DINODROPSHIP .cOM . . . . . . . 103 MYFAVORITEBEADS .cOM . . . . 65 DOBADROPSHIP .cOM . . . . . . . 75 SHAKE WHOLESALE . . . . . . . . . . 92 EZ DROPSHIP . . . . . . . . . . . . . . . . 94
LEATHER GOODS
E-cIGARETTES
MAScORRO LEATHERS . . . . . . . 03
FOOTWEAR
NOVELTIES
RETAILING NEWS . . . . . . . . . . . . 14 RETAILING TIPS . . . . . . . . . . . . . 16
At Your Business. www.NOAMB.com See Page 105
TRADE SHOW cALENDAR . . . . . 42 WHAT’S HOT . . . . . . . . . . . . . . . . 12
SUNGLASSES cTS SUNGLASSES . . . . . . . . . . . . 19 PR SUNGLASSES . . . . . . . . . . . . . 34
Looking Thru Rose Colored Sunglasses
Sunny Trading See Page 57
DROPSHIP TO PROFITS!
SUNNY TRADING . . . . . . . . . . . . 57
TRADE SHOWS
1000’s of Items
See our ad on page 75
WHOLESALERS:
ASD VEGAS SHOW . . . . . . . . . . . 51 Increase Your Sales ASIA AMERIcA SHOW . . . . . . . . 18 MAHONE ASSOcIATES . . . . . . . 53
MEGA SHOW AMERIcA . . . . . . . 47 BUcK NAKED . . . . . . . . . . . . . . . . 02 NORTON’S SHOWS . . . . . . . . . . . 53 LIGHTERS HD SMOKE . . . . . . . . . . . . . . . . . . 29 LIGHT E cIG . . . . . . . . . . . . . . . . . 73 EAST WEST TRADING . . . . . .26/27 OFF PRIcE SHOW . . . . . . . . . . . . 45 TRADE SHOW cALENDER . . . . . 42
By Advertising Here!
631-754-5000
Sweet Smell of Profits!
SEE PAGE 61 VISIT FORUM ON
THE INTERNET 79 SOUTH cHINA . . . . . . . . . . . . 04 cOOL GLOWING . . . . . . . . . . . . 115 View our latest books at VIDEOS & DVD’S www.bizbooks.org SNEAKER cLEARANcE . . . . . . . . 67 NOVELTY SELLER . . . . . . . . . . . . 93 SjT ENT . . . . . . . . . . . .BAcK K cOVER DVD BUNDLE . . . . . . . . . . . . . . . . 88 Be In The Know! STAR cUTOUTS . . . . . . . . . . . . . . 32 GREETING cARDS PG 55 cOMSTOcK K cARDS . . . . . . . . . . 18 WATcHES & cLOcKS Trade Show Directory PET PRODUcTS POPULAR GREETINGS . . . . . . . . 28 All Shows For 2014 STOcKWELL GREETINGS . . . . . . 36 SjT ENT . . . . . . . . . . . .BAcK cOVER TIME WHOLESALERS . . . . . . . . . 79 www.forum123.com
F O R U M
Advertising informAtion A Ation
Active Buyers with our Print Readership Plus over 200,000 Page Views Monthly Online
Reach
n Apparel and Accessory Stores n Card and Gift Stores n Discount and Dollar Stores n Distributors and Jobbers n General Merchandise Stores
estA st blished in 1981 as a buying source for store stA owners and wholesalers, Retailers Forum offers advertisers a large national circulation to showcase their products and services. Many of our readers are located in rural areas where access to merchandise is difficult, making our magazine indispensable to their buyers. Through our unique direct mail and trade show
n Internet On Line Stores
circulation we constantly rotate our mailing lists, adding
n Mail Order Catalog Sales
new stores monthly enabling us to deliver new, fresh
n Novelty and Toy Stores
buyers each and every month you advertise with us. In addition to your print ad, your company will be
n On Line Stores
featured in our digital on line monthly version at
n Resort and Souvenir Stores
www.RFmagazine.com. Our online magazine produces
n Sporting Goods Stores
over 200,000 page views monthly for our advertisers, which is in addition to our print and mail distribution.
n Variety Merchandise Stores
Your online ad will link to your website and email
n Wholesalers
address and we provide unlimited transfers from our readers into your website 24/7.
Retailers Forum Magazine published monthly by
FORUM PUBLISHING COMPANY 383 east Main street, Centerport, nY 11721
www.retailersForum.com
CONtAC t t US: tAC t tel: 1-800-635-7654 Fax: 631-754-0630 email: ForumPublishing@gmail.com
bonus trAde show distribution 2014
retailers
JANuARy
California Gift Show Charlotte Gift Show Orlando Gift & Variety Show Philadelphia Gift & Variety Show Seattle Gift Show St. Louis Gift Show Value Price Expo, NY Windy City Gift Show
Advertising rAtes A Ates AD SIze
1 ISSue
3 ISSueS
6 ISSueS
12 ISSueS ue ueS
› page
$400
$300
$275
$250
¼ page
$525
$425
$400
$350
½ page
$625
$525
$500
$450
full page
$850
$750
$700
$650
2 pages
$1,350
$1,250
$1,150
$1,050
FebRuARy
Louisville Gift Show Off Price Specialist Show Philadelphia Marketplace San Francisco Gift Fair
MARCh
ASD Las Vegas Show Boston Gift Show Charlotte Gift Show Norton’s Gift & Variety Show Oklahoma City Wholesale Show Portland Gift Show
APRIL
Prices shown per month, above rates include full color printing
Asia America Trade Show Hawaii Merchandise Expo Minneapolis Gift & Variety Show
Advertising specs
National Stationery Show Off Price Show NY Value Price Expo, Atlantic City
› page: ¼ page:
2¼" high x 3¼" wide 4‚" high x 3¼" wide
½ page: full page:
4‚" high x 7" wide or 9½" high x 3¼" wide 9½" high x 7" wide
MAy A Ay
JuNe
Charlotte Gift & Variety Show Dallas Gift & Variety Show Norton’s Gift & Variety Show
JuLy L Ly Email or provide CD of ad in exact dimensions as JPG, TIF or preferred PDF format in CMYK color, 300 dpi resolution only
FuLL MARKeTING PROGRAM INCLuDeD >> n
Monthly print and mail magazine
n
Online magazine and search marketing
n
Distribution at over 50 trade shows Complete digital Magazine • Your ad runs on-line at www.RFmagazine.com • Over 200,000 monthly page views • Active link to your website Phone APP • Your company included in our free iPhone and Android APP. Imagine YOUR company right on the buyers phones!
reader response • Generates leads from buyers interested in your products through a code placed in your ad and on-line at www.vendor411.com. Free for all half and full-page ads. search Marketing • Your company included in the industry’s leading search engine: www.supplier411.com
California Gift Show Oklahoma City Wholesale Show Orlando Gift Show Philadelphia Gift & Variety Show San Francisco Gift Show Windy City Gift Show
AuGuST
ASD Las Vegas Show Biloxi Wholesale Show Ft. Lauderdale Gift & Variety Show Louisville Gift Show Off Price Specialist Show Seattle Gift Show St. Louis Gift Show
SePTeMbeR
Asia America Trade Show Charlotte Gift & Variety Show Hawaii Gift Show Las Vegas Gift & Resort Show Norton’s Gift & Variety Show Value Price Expo NY
OCTObeR
ASD New York Show Portland Christmas Show Seattle Christmas Show
NOVeMbeR
Gatlinburg Gift Show Hawaii Merchandise Expo Norton’s Gift & Variety Show San Francisco Christmas Show Smoky Mountain Variety
DeCeMbeR
Charlotte Gift & Variety Our Large Holiday Issue Hits The Mails Before Thanksgiving to Maximize Advertisers Results! * Show schedules are subject to change without notice.
From the Publisher WHAT A GREAT
issue we had last month to celebrate our 33rd Anniversary. Thanks to everyone who called and wrote in
wishing us well. It has been a great run over the years and we appreciate being able to service the marketplace for so many years and cherish the friendships and business relationships we have made. Thanks again! HERE is what we know today: The economy has been settling into some small growth periods which have been especially good for moderate and budget priced retailers and sellers. The numbers show sales on an incline and unemployment on a decline. This is indeed good news. HAVING weathered the economic storms of the past couple of years it is good to see numbers rising for our industry and the promise of better days for us all. THIS month we celebrate Dads and Grads. It’s always been an excellent month for retailers since there will be spending at our stores for the younger and older age groups celebrated this month. Our job as retailers and online sellers is to make sure that we are lined up to receive some of that spending. GIFTS for dads range from sporting
goods, grilling supplies, lazy boys, auto accessories and the like. Maybe you can even bring back the necktie (but don’t invest too much into that!) GRADS come in all sizes and ages ranging from preschool graduates wanting the newest Little Tykes playhouse or Ice Princess gown to high school and college grads who are eyeing that nice shiny new Mercedes or Lexus. IT’S time to review your store’s existing inventory to see what could constitute as a gift for a dad or grad and make special displays inside your selling area. Put big signs in your windows announcing that you have the gifts they want and to come on into the space. BE creative with your merchandise. You can re-purpose many items to make them into special dad or grad gifts. If you have mugs or glasses you can fill them with candy or trinkets, tie a ribbon or bow on them and voila, a ready-to-go inexpensive gift item that makes money and depletes inventory that may have been sitting. Creatively make money this month!
RETAILERS FORUM SaleS & Marketing Gregory Brown Tom Richards Scott Savitt Martin Stevens Office Manager Leah C. PrOductiOn Myra Echevarria credit dePartMent Kristine Hines circulatiOn Discount Reading Svc. literary Staff Patricia Luebke Jason Meyers Rachel Spearman cOlOr PrOductiOn Anchor Imaging Printing Composing Room art directiOn Gregory Stevens Martin Stevens OverSeaS Office Trade Channel N.W. Guineastr 30 2022 PA Haarlem Netherlands +31-23-531-90-22 Published Monthly by: Forum Publishing Co. 383 East Main Street Centerport, NY 11721 Tel: 631/754-5000 Fax: 631/754-0630 forumpublishing@gmail.com
www.retailersforum.com
>> ON-LINE SOURCING The entire issue of Retailers Forum Magazine is posted on-line at
www.RetailersForum.com Includes: Website Links * E-Mail Links * Printable PDF’s ACCESS OUR MAGAZINE FROM ANYWHERE 24/7
RETAILERS FORUM is published monthly at $30/year USA, $75/year foreign. Entire contents copyright ©2014 by Forum Publishing. Publisher assumes no responsibility for contents herein. First and third class postage paid at Centerport, NY. Bulk mail paid at NY, Brookfield, WI and Hooksett, NH under private mail indicia via publication mailing.
retailers
Reader Response Free Product InFormatIon From our advertIsers Have our advertisers contact you directly! Simply select the advertisements that interest you and fax this form to 631-754-0630 or fill in on-line at www.vendor411.com v vendor411.com
aPParel
FootWear
HandbaGs
❒ All Advertisers in AppA App rel ❒ 01. 1 Stop Wholesale ❒ 02. Backstage ❒ 16. Karma Circle ❒ 10. Selini NY
❒ All Advertisers in FootWeAr ❒ 37. 79 South China
❒ All Advertisers in HAndbAgs ❒ 15. Handbag Express
cellular ❒ All Advertisers in Cell ellUlAr ❒ 24. Clearvision
General & varIetY ❒ All Advertisers in
generAl l&V VArietY riet
❒ 03. East West Trading ❒ 57. Liquidation.com ❒ 07. Ramsons ❒ 26. VD Importers ❒ 27. VIA Trading
credIt card ProcessInG
GreetInG cards
❒ All Advertisers in
❒ All Advertisers in
Credit CArd rd proCessing pro
❒ 38. EXS Credit ❒ 68. NOAMB.com
dIsPlaYs/suPPlIes ❒ All Advertisers in
displAYs/sUpplies pplies
❒ 35. Harvest Import ❒ 06. JPI Displays
electronIc cIGarettes ❒ All Advertisers in
eleCtroniC CigArettes
❒ 53. Buck Naked ❒ 22. HD Smoke
greeting CArds
❒ 11 Comstock Greetings ❒ 50. Popular Greetings ❒ 08. Stockwell Greetings
JeWelrY & accessorIes ❒ All Advertisers in
JeWelrY elrY & ACCessories elrY
Incense ❒ All Advertisers in inCense ❒ 39. L&V Creations ❒ 41. Mystical Moments
noveltIes ❒ All Advertisers in noVelties ❒ 21. Star Cut Outs
Pet Products ❒ All Advertisers in pet prodUC UCts
❒ 04. SJT Dog Signs
sunGlasses ❒ All Advertisers in sUnglAsses ❒ 30. CTS Sunglasses ❒ 36. PR Sunglasses ❒ 32. Sunny Trading
❒ 9. Cool Jewels® ❒ 56. Ear Cuffs Western ❒ 14. FTH Wholesale ❒ 18. Int’l Jewelry accessorIes ❒ 19. Judee K ❒ All Advertisers in ❒ 51. Kay Imports Western ACCessories ❒ 54. Mascorro Leather ❒ 05. MyFavoriteBeads.com ❒ 48. Western Express
For Quick Response: Fax: 631-754-0630 • On-Line: www.Vendor411.com
Mail: Forum Publishing Co. • 383 E. Main St. • Centerport, NY 11721 Your Name _____________________________________________ Type of Business ____________________________________ Company Name _____________________________________________________________________________________________ Address ____________________________________________________________________________________________________ City ____________________________________________________State _____________________ Zip ______________________ E-Mail: _________________________________________________Tel _______________________ Fax ______________________
what’s hot For more information, contact:
East West Trading www.FujimaUSA.com www.Lucienne.com 1-800-621-3635
For more information, contact:
CTS Wholesale Sunglasses CTSwholesaleSunglasses.com 1-800-796-3486
For more information, contact:
www.SoaringRC.com
TRUE LIGHTER SPECIALISTS
DID you know that when you use an average butane lighter to light up a cigar it often taints the flavor of your cigar? I had no idea about this and learned that East West Trading is a true expert in all things lighters! They have a new butane refill for lighters that is the cleanest butane available and filtered to under 6 parts per million. Your customers who are smokers and spend lots of money on expensive cigars will appreciate this, as will you when your sales increase with the cutting edge products of East West. FOR many years, our good friends at East West have offered the finest selection of lighters and smoking accessories in the industry. If it’s related to smoking whether it be lighters to ashtrays, East West has the largest inventory at the best prices in the country. They have just introduced their new line of Diplite smoke eater candles, so those who live with a smoker can take out the odor with fresh scented candles. Something for everyone!
BUY YOUR SHADES DIRECT
SUN glasses are always perennial sellers everywhere in the country. At some point during the year there is a market for sunglasses in every region. In Florida and California it is always sunglass season, and there is no better supplier than CTS Wholesale Sunglasses. WITH speedy quick shipping and free display boxes CTS makes it easy for your store or online business to expand your existing inventory or start with a brand new sunglass section. The company offers special starter kits with sunglasses starting at just $8 a dozen. With the hottest styles in the industry coupled with the largest selection and friendly, knowledgeable sales staff, CTS is sure to be one of your favorite and most profitable suppliers to work with!
SUMMERTIME FUN
WHO doesn’t love a remote control toy? Let’s face it, kids of all ages and most adults enjoy operating a remote control helicopter or car. Helicopters are big business and with the warm months starting they can be fantastic sellers at your store or online business. SOARING RC is a leader in all things remote control and have a wide range of boats, cars and airborn vessels. And, the best part is that they run weekly wholesale specials as well as the best clearance department in the industry where you can buy single quantities to fill in your stock as they close out remnant pieces from their warehouses.
Visit Our New Monthly What’s Hot online at: www.HotProducts.biz * Get listed: 800-635-7654
irst F s ’ y r t dus
1 3 • J U N E
” k o o B k o o
The In
“L
2 0 1 4
www.HotProducts.biz • Hottest Wholesale Items • Updated Monthly • Easy-to-read and use • Website Links
Another innovative idea from
FORUM PUBLISHING COMPANY
1-800-635-7654
forumpublishing@gmail.com
F O All Wholesale – All The Time® R U M
RETAILING NEWS Dollar Stores Slow Down But Still Lead
WHEN there is a tough economy it is typically the dollar stores and discounters that benefit the most from it. As we saw from the last turnouts at our industry trade shows, budget priced merchandise was very much in demand as was value merchandise. The country’s largest dollar stores Family and Dollar Tree have posted very small increases in same store sales, however even with these lower numbers their category leads the retailing segment in the marketplace. OVERALL the dollar and discount stores have been leading the marketplace in revenue. They provide consumers value and convenience and it is expected that they will continue to grow for the balance of the year. Some of the slow down in retailing in general has been due to a weak economic recovery as well as a pullback in government assistance for the discount segments core customers, including cuts in extended unemployment benefits and a reduction of food stamp assistance. REGARDLESS of the stagnant economy, the discount segment is still the leader in the marketplace.
Making It Tougher For Retailers
AS if the big box stores were not enough competition for independent retailers, Amazon has started a massive expansion of their Sunday delivery service of products to 15 cities around the United States. THE service was first rolled out as part of a new deal with the U.S. Post Office in New York and Los Angeles to test the waters. The service is one of many efforts that Amazon has been making to prospect for new customers and build their base. THE mega-retailer has also just added a service that allows Twitter users add Amazon products to their carts without leaving the social media’s site. They’ve also launched a grocery delivery service for their Prime members as well as Amazon Fire which is its first set-top video streaming box. SUNDAY delivery has been made available to all Amazon customers for no extra charge when it is available in the shopper’s region. The next group of cities to get the Sunday service will be: Indianapolis, Louisville and Lexington, KY, New Orleans and Shreveport, LA, Cincinnati and Columbus, Ohio, Oklahoma City, Dallas, Houston, San Antonio, Austin, Waco and College Station, TX and Philadelphia. MORE reasons for independent retailers to cringe!
Retailing Tidbits...
A completed study of the 2013 holiday shopping season concluded that two percent of all shoppers were in and out of stores within 30 minutes and the balance spent between 31 and 60 minutes in stores. NEW York City may have lost Mayor Bloomberg but it seems the nanny-state is continuing with the newly elected DiBlasio who is now calling for an e-cig ban at bars, restaurants, parks - same kind of ban they have for regular cigs. They’re also looking at the big size drink ban and have outlawed foam containers for takeout food. The new Mayor has even proposed a ban on the Central Park carriage horses that have been in the city for over 100 years. Lunacy! AOL announced that they have made hundreds of millions of dollars last year from internet users on their site still using dial-up! That blew my mind but apparently dial-up is a tremendous business for the beleaguered provider and quite a profit center!
For Late-Breaking Industry News Visit: www.RetailersForum.com If It Affects Retailing We Report On It!
Stay Informed S
urceS for General & variety StoreS www.retailersforum.com
retailers
HOW DOES 2010 LOOK? RESTOCKING YOUR STORE WHAT’S HOT! JAN. SHOWS ATTRACTING SHOPPERS
VOL. 29 NO. 9 JANUARY 2010
retailers
Wholesale Merchandise
Hot New Products
Industry News
Trade Show Calendar
Retailing Tips
And Much More…
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retailing tips
1 6 • J U N E
Retailing Trends to Watch
2 0 1 4
Here are a few predictions based on consumer behaviors, technology trends, security breaches, and holiday mishaps experienced in retailing last year.
More Consistency Across Channels F O R U M
Consumers shop at physical stores and online. they increasingly use multiple channels to communicate with their favorite
brands including email, social media, web chats, text messaging, phones, and video chats. in the past, these channels may have been handled by different departments or even different third party providers. as a result, the customer experience was often spotty. as retailers move forward, they are recognizing the importance of brand continuity across channels. thus, more retailers will deliver
consistent interactions and brand messaging regardless of the customer’s desired channel.
More Personalization t technologies exist that make it possible for marketers to understand the entire customer journey. not only can detailed analytics and marketing attribution models ensure that all channels that influence a customer are properly credited for their contributions, marketers can use these insights to personalize offers.
More Mobile smartphones are here to stay, and they influence how users shop. investments in mobile and cloud computing will help marketers know more about where each customer is in their personal customer journeys, where they happen to be right now, and which channels they prefer. this year expect to see smarter apps that entice users to stores. For example, when a user walks past a coffee shop, a coupon might pop up, enticing that user into the store for a latte. smartphone apps can also combat the problem of “show rooming” by offering in-store visitors an incentive to buy now rather than try to get a better deal online.
Better Shipping last year’s robust online holiday season coupled with extreme weather caused extensive shipping delays. Many packages failed to arrive in time for Christmas, disappointing gift givers and recipients alike. expect shipping companies to be better prepared for both bad weather and this year’s holiday rush.
1 7 • J U N E 2 0 1 4
at the same time, more retailers are being forced to offer free or low-cost shipping in order to compete with amazon prime which offers free two-day shipping to its members.
Stronger Security the t target data breach was another holiday mishap that is now serving as a huge wakeup call to retailers, the financial industry, and consumers alike. some banks have responded by issuing new credit and debit cards to affected cardholders. However, that step alone does nothing to prevent the new cards from being compromised in the future. Merchants may be more willing to escalate their investments in stronger security.
F O R U M
1 8 • J U N E 2 0 1 4
Funny, Sexy & Hot! Cards, Inc.
Are YOU are missing out!
We have the TOP 3 Adult Card Lines in the Industry - Krack Ups, Naughty Nudes & BoyTownNews + Gift Bags, Invitations, Coupon Books & Games Funny, Hot & Sexy & Gay
CALL TODAY for your FREE CATALOG
or check us out online Comstock MarketPlace, Inc. www.comstockmarketplace.com 800/326-7825 • 888/266-610 Fax
Want More Info? Circle #11 on page 11 • www.Vendor411.com
Want More Info? Circle #35 on page 11 • www.Vendor411.com
’ Miami
s
Wholesale Show
Caribbean, U.S., Latin American Buyers
F O R U M
Miami Beach Wholesale Products from Asia, the Caribbean, The Americas & Worldwide
Convention Center
www.asiaamericatradeshow.com info@acsshow.org - 305.262.3200
WE ARE THE DIRECT IMPORTER! Visit Our Online Catalog ~ Items Change Frequently www.CTSwholesaleSunglasses.com TOLL FREE: 800-796-3486 • 503-364-3486
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Want More Info? Circle #30 on page 11 • www.Vendor411.com
F O R U M .
2 0 • J U N E 2 0 1 4
Forum Advertisers Martin of Forum Publishing
Q-Gifts
SJT Enterprises
F O R U M
P ick up t he late s t is sue of Retailers Foru m
at Vegas ASD Show Selini NY
2 1 • J U N E 2 0 1 4
Karma Circle
79 South China Imports
at t h e e n t rance s o f a l l m ajor t rade sh o ws .
F O R U M
2 2 • J U N E
Davey Crockett Hats sell by the tens of thousands only $350 each
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Silver Fox tails are a good seller
Leopard Rabbit Skin
We have: Red Fox Tails, Coyote tails, White tails, Raccoon tails, and more... Rabbit skins come in White, Natural colors, Cheetah, Tiger, Leopard, Ocelot and Black.
Largest Fur Tail dealer with over a million tails at low wholesale only prices. $100 min. Free Price List
Strips Inc. http://stripsinc.tripod.com Tel: (718) 786-3381 | Fax: (718) 786-0203
Want More Info? Circle #56 on page 11 • www.Vendor411.com
F O R U M .
Want More Info? Circle #24 on page 11 • www.Vendor411.com
Want More Info? Circle #13 on page 11 • www.Vendor411.com
2 4 • J U N E 2 0 1 4
Rush Wholesale Bulk Discounts
Call for a FREE CATALOG
800-638-2586
Over 20 Years of Experience in Jewelry Manufacturing
8\ĂŠÂ{äǎÊnnĂˆÂ‡ĂˆĂ“{xĂŠUĂŠ \ʓiĂŒ>Â?Ă€ÂœVÂŽJi>Ă€ĂŒÂ…Â?ˆ˜Ž°˜iĂŒ
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MADE IN USA
Visit our websites at: www.metalrockpewter.com Immediate Shipment: 174A Semoran Commerce Place, Suite 103, Apoka, FL 32703
Guide to
Government auctions & Foreclosures! House • Cars • Jewelry • eleCtroniCs
Knowing where and when these auction are happening is crucial to getting‌ BARGAINS on just about anything you’ve ever wanted to buy
Federal, state & local auction Directory Buy for yourself or your business
F O R U M .
Free l a i r t
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Want More Info? Circle #18 on page 11 • www.Vendor411.com
F O R U M .
F O R U M .
Premium Smoking Accessories • Lighters • Hookahs • Cigarette Cases • Ashtrays • RYO/MYO Machines
2 0 1 4
RYO Machines
East West Trading Corp. Ltd.
Importers • Exporters • Distributors Phone: 800-621-3635 • Fax: 855-900-4848 www.FujimaUSA.com • www.Lucienne.com
Want More Info? Circle #03 on page 11 • www.Vendor411.com
Pipes • Butane • Cigarette Machines • Flasks • Postal Scales • Cigar Cutters • Wine Accessories • Tobacco Grinders
2 6 • J U N E
Want More Info? Circle #03 on page 11 • www.Vendor411.com
2 7 • J U N E 2 0 1 4
F O R U M .
2 8 • J U N E
JUDEE K CREATIONS, INC 21054 Sherman Way, Ste 340 • Canoga Park, Ca 91303 (818) 887-4653 • FAX (818) 887-4895 EMAIL:
Judeekcreations@yahoo.com
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HOT FLOATING CHARMS & MAGNETIC LOCKETS Want More Info? Circle #19 on page 11 • www.Vendor411.com
ORDER ONLINE TODAY! www.populargreetings.com Most Cards are Foil and Embossed
25¢¢ 25 Only online orders
each each
F O R U M
Free Shipping on online orders over $100 Choose by design! Everyday Cards & Assortments Also Now On Web, Gift Bags, Cello, Gift Wrap Popular Greetings ~ Tel: (800) 505-5514 ~ Fax: (410) 392-3731
Want More Info? Circle #50 on page 11 • www.Vendor411.com
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3 2 • J U N E 2 0 1 4
Want More Info? Circle #21 on page 11 • www.Vendor411.com
Build Your Own
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RAMSON’S IMPORTS, INC.
www.RIOhio.com Email:info@RIOhio.com (614) 846-4447 FAX: (614) 846-4809 Visit Us: Las Vegas V. M. Show August 3-6, 2014 Las Vegas Convention Center Value & variety Section
P3’x 5’ Flags $2.50 Each Min.100 pcs
$39.00 dz
Las Vegas,NV
$30.00 ut/72pcs
Metal Plates $3.50 Each 3’x5’Embroidered Flags $14.00 Each $4.50 Each
12”x18”Metal Sign $5.50 Each
WindSocks $48.00 dz
Navy $36.00 ut 72 pcs
Leather Wallets $5.00 each
Playing Cards $18.00 dz Garden Flags 48.00 dz
$21.00 dz
$15.00 dz
12”x18” Metal Signs $5.50 Each
$39.00 dz
N.F.L
Sunglasses $6.00 Each $36.00 dz
Metal Plates $33.00 dz
$15.00 dz
12”x18”$5.00 Each Team Logo Jewelry Set $9.50 set
8” x 12” Metal Signs $33.00 dz
Belt Buckle $36.00 dz 12”x18” Metal Sign $5.00 each
$7.00 Each
20 oz Square Insulated Tumbler $4.75 each
8”x12” $39.00 dz
Metal Plates $27.00 dz
Team Logo Rhinestone Earrings $54.00 dz
16 oz Metallic Tumbler $10.50 each
Hat Pins Also sold by the dozen!
Metal Signs $6.00 Each
$3.50 ea
$42.00 dz
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12”x12” Crossing Signs $21.00 dz
$42.00 dz
Leather Bracelet $18.00 dz
Bandanas $18.00 dz
8” x 12” Parking Sign $18.00 dz
$18.00 dz
$24.00 dz
$15.00 dz
36 pc Stainless Steel $30.00 unit
Patches 5” $30.00 dz Puka Bead Necklaces $27.00 dz Tin Sign $4.75 Each 100’s to choose from!
Biker Ring $39.00 unit
1ut/5 dz Mood Rings $33.00 unit
Want More Info? Circle #7 on page 11 • www.Vendor411.com
F O R U M .
3 4 • J U N E 2 0 1 4
Want More Info? Circle #36 on page 11 • www.Vendor411.com
Payroll & Tax Services for Businesses of All Sizes • Preview® Payroll Application gives you the freedom to manage your payroll in-house on your company’s PC or network, or through the Internet.
• Paychex Online Payroll® allows you to submit data directly to your Payroll
Specialist by phone or fax. Or submit and manage your employee information online.
• Paychex Payroll Fulfillment Services, a tool for large businesses that manage payroll processing internally, Paychex offers supportive ancillary services.
• TaxPay®, a payroll tax administration service calculates and pays your federal and state taxes through payroll integration.
F O R U M .
• Tax Credit Services allows your company to maximize potential location- and job-based tax credits that can result in significant savings for your business.
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Want More Info? Circle #48 on page 11 • www.Vendor411.com
F O R U M .
3 6 • J U N E 2 0 1 4
WHOLESALE WOMEN’S CLOTHING
Style in Fashion Inc. D.B.A. Westside Designs
We import Ladies Garments from Thailand, India, & China. Tie-Dye, Hawaiian Print, Solid Acid Wash, Printed Dresses, Baby Doll Dresses, Blouses, Skirt Sets, Pant Sets, Skirts, Sundresses, Umbrella Dresses in Rayon & Cotton Fabric. We also carry Magic Wrap, Sarongs, Handkerchief Dresses, Pancho Tops - all in Regular and Plus Size. We also carry Belly Dance & Zumba outfits in lots of different styles.
321 Olympic Blvd. Los Angeles, CA 90015
Tel: (213) 624-9728 - (213) 488-1896 Fax: (213) 624-2115 - (213) 488-3398 email: Andy@StyleInFashion.com Please call or email for Catalog
www.StyleinFashion.com
F O R U M
www.HeavenlySuits.com Full Collection of Designer Top Quality Church Suits for Women and Men
Women’s Lavishly Trimmed Suit
Dressy Denim w/Sequins
By Donna Vinci
By DV Jeans
Sell for $538 Your CoSt $269
Sell for $400 Your CoSt $169
Skirt Suits • Dresses • Hats • Jackets • Mens & Boys Suits All Sizes in Stock - 4 Through 34W
www.HeavenlySuits.com
Want More Info? Circle #08 on page 11 • www.Vendor411.com
3 7 • J U N E 2 0 1 4
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F O R U M .
3 8 • J U N E
FACTORY DIRECT, 1000 ITEMS AVALABLE
2 0 1 4
Tel: 909-947-2576, Fax: 909-947-2076
$
$ ea, variety of sizes
$
starting $ , available in gold, silver, white. Variety of sizes
case: $ insert: $
$
$, 12"
50 pcs+ $
Want More Info? Circle #06 on page 11 • www.Vendor411.com
Invoice Discounting
for Retailers & Wholesalers
F O R U M
• IFG helps you turn your quality current commercial accounts receivable into immediate cash. • Our solution converts your sale that may have 30- to 45-day payment terms into a “cash-on-delivery” sale. As a result, you have the funds needed to finance and grow your business. • The IFG invoice discounting solution provides you with a unique, user-friendly “use-it-as-you-need-it” financing alternative. • IFG leaves YOU in control of your business and of how much you use the IFG service - there are NO long-term commitments and NO monthly minimums. You sell us accounts receivables only when you need immediate cash. • If you are a supplier of goods and/or services and wish to accelerate your cash flow, contact us today.
www.FundingOffices.com
3 9 • J U N E 2 0 1 4
Want More Info? Circle #14 on page 11 • www.Vendor411.com
F O R U M .
4 0 • J U N E 2 0 1 4
Incorporate a Business or Form an LLC - FAST Corpnet will prepare and file your documents
Our informative website gives you great info on deciding between the various options.
Fast • Reliable • inexpensive We can set up your corp. in any state.
www.KwikInc.com
The National Federation of Independent Business is the leading small business association representing small and independent businesses. A nonprofit, nonpartisan organization founded in 1943, NFIB represents the consensus views of its members in Washington and all 50 state capitals.
BENEfits of mEmBErship FedEx Discounts • Hotel Savings Card • Discount Payroll & Tax Filing • Business Webinars & Resources
F O R U M
www.NFIBenroll.com
4 1 • J U N E
Your Direct China Source
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www.finditasia.com
your one-stop-shop for wholesale products online! Wholesale Products Over 5 million products from a wide range of categories.
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F O R U M
Industry trade shows
JULY 2014
Advertising & Marketing ASI Show - Chicago Show Date: Jul 15-17 Management: ASI Shows, Inc. 4800 Street Rd. Trevose, PA 19053 Tel: 800/546-3300 Fax: 800/546-6381 www.asishow.com Location: McCormick Center, Chicago, IL Est. Exhibitors: N/A Est. Attendance: N/A Profile: Imprinted specialties and promotional merchandise.
Amusement
F O R U M
California State Fair Show Date: Jul 12-28 Management: California Exposition & State Fair 1600 Exhibition Blvd. Sacramento, CA 95852 Tel: 916/263-3000 Fax: 916/263-3163
www.bigfun.org Location: California Exposition & State Fair, Sacramento, CA Est. Exhibitors: 500 Est. Attendance: 920,000 Profile: This huge annual state fair is entertaining and informative. It showcases California’s industries and people, a variety of musical entertainment, educational exhibits and special attractions. Westerner Days Show Date: Jul 16-20 Management: The Western Exposition Association 4847 - A 19th St. Red Deer, AB T4N 5E8 Tel: 403/343-7800 Fax: 403/341-4699 www.westernerdays.ca Location: Westerner Park, Red Deer, AB, Canada Est. Exhibitors: 120 Est. Attendance: 79,000 Profile: This fair features livestock shows, petting zoo, midway and arts/ crafts exhibits.
Edmonton Days Exposition Show Date: Jul 18-27 Management: Northlands Park 7410 Burden Park Rd. Edmonton, AB Canada Tel: 780/471-8189 Fax: 780/471-7134 www.capitalex.ca Location: Northlands Park, Edmonton, AB, Canada Est. Exhibitors: 250 Est. Attendance: 750,000 Profile: Commemorating the Klondike Gold Rush, this show offers a variety of products including books, house wares and food
Apparel Transworld’s Jewelry, Fashion, Accessories & Home Décor Show Show Date: Jul 17-20 Management: Transworld Exhibits, Inc. 1850 Oak St. Northfield, IL 60093 Tel: 847/446-8483 Fax: 847/446-3523
S p o nSo R E D BY:
Recycled Clothing
Industry trade shows
www.1stopwholesale.com
JULY 2014
Jeans • Shorts • Coats
516-991-7777 www.transworldexhibits. com Location: Donald E. Stevens Convention Center, Chicago, IL Est. Exhibitors: N/A Est. Attendance: N/A Profile: This show features a variety of gifts, jewelry, and general merchandise. This is a cash and carry show. Swimwear Show Show Date: Jul 19-22 Management: Swimwear Association of Florida 777 NW 72nd, Ste. 3-CC-56 Miami, FL 33126
2014 TRADE SHOW DIRECTORY F USA & CANADA
S w o h S e Trad 2014 USA
A NAD
Tel: 305/262-4556 Fax: 305/262-1160 www.swimshow.com Location: Miami Beach Convention Center, Miami, FL Est. Exhibitors: N/A Est. Attendance: N/A Profile: Swimwear of all types. MRket Show Date: Jul 20-22 Management: Business Journals, Inc. 50 Day St. Norwalk, CT 06854 Tel: 800/358-6678 Fax: 203/852-8175
www.fameshows.com Location: Jacob K. Javits Center, New York, NY Est. Exhibitors: N/A Est. Attendance: N/A Profile: This well attended show is a global marketplace for discerning menswear brands. Featuring clothing, footwear, sportswear and accessories. W.S.A. World Shoe Associates Show Show Date: Jul 31-Aug 2 Management: World Shoe Associates 20281 SW Birch St., Ste. 100 Newport Beach, CA 92660
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2014 Trade Show direc irecT Tory
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4 4 • J U N E 2 0 1 4
Tel: 949/851-8451 Fax: 949/851-8523 www.wsashow.com Location: Sands Convention Center, Las Vegas, NV Est. Exhibitors: 1,250 Est. Attendance: 30,000 Profile: This show features men’s, women’s and children’s shoes, accessories, handbags, shoe products, store fixtures, shoe jewelry, socks & hosiery.
Business
F O R U M
Destination Marketing Assn. International Convention Show Date: Jul 14-16 Management: Destination Marketing Association 2025 M Street NW, Suite 500 Washington, DC 20036 Tel: 202/296-7888 Fax: 202/296-7889 www.iacvb.org Location: Peabody Hotel, Orlando, FL Est. Exhibitors: N/A Est. Attendance: N/A Profile: Meeting planners and convention services will be exhibited at this event. ASI Show - Chicago Show Date: Jul 15-17 Management: ASI Shows, Inc.
Industry trade shows
JULY 2014 4800 Street Rd.Trevose, PA 19053 Tel: 800/546-3300 Fax: 800/546-6381 www.asishow.com Location: McCormick Place, Chicago, IL Est. Exhibitors: 400 Est. Attendance: 6,000 Profile: Imprinted sportswear specialties show.
Electronics ISTE Educational Computing Conference Show Date: Jun 28-Jul 1 Management: National Educational Computing Association 245 W. Fifth Ave. Eugene, OR 97401 Tel: 541/434-9590 Fax: 541/434-9589 www.iste.org Location: Georgia World Congress, Atlanta, GA 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. Electrical Apparatus Service Association Show Date: Jun 29-Jul 1 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: Sheraton Hotel and Hynes Convention Center, Boston, MA Est. Exhibitors: 150 Est. Attendance: 3,000 Profile: Manufacturers of generators, transformers and other electric motors and apparatus will be featured. SEMICon/West on on/West Show Date: Jul 8-10 Management: Semiconductor Equipment & Materials International Global Headquarters 3801 Zanker Road San Jose, CA Tel: 408/943-6900 Fax: 408/428-9600 www.semi.org Location: Moscone Convention Center, San Francisco, CA Est. Exhibitors: 1,200 Est. Attendance: 50,000 Profile: Exhibitors at this show will be showcasing products and services used in the manufacture of semiconductors and flat panel display.
4 5 • J U N E 2 0 1 4
Order-Writing. Immediate. Affordable. Fashionable. AUGUST 2014 | Sands Expo |/ Las Vegas August 17-20, 201317-20, | Sands Expo at Venetian Palazzo | Las Vegas
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F O R U M
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4 6 • J U N E 2 0 1 4
Administrative Assistants Annual Convention Show Date: Jul 26-30 Management: International Association of Administrative Profession 10502 NW Ambassador Dr. Kansas City, MO 164153 Tel: 816/891-6600 Fax: 816/891-9118 www.iaap-hq.org Location: Milwaukee Convention Center, Milwaukee, WI Est. Exhibitors: 45 Est. Attendance: 1,800 Profile: This show will feature business and office products, word processors and much more.
Food & Beverage
F O R U M
Gourmet Housewares Show Show Date: Jun 29-Jul 1 Management: George Little Management 10 Bank St., Ste. 1200 White Plains, NY 10606 Tel: 914/421-3200 Fax: 914/948-6180 www.specialtyfood.com Location: Jacob Javits Convention Center New York, NY Est. Exhibitors: 900 Est. Attendance: 9,000
Industry trade shows
JULY 2014 Profile: This show offers cutlery, cookware, tabletop, electronics, gadgets, kitchen textiles and gourmet foods. International Fancy Food & Confection Show - Summer Show Date: Jun 29-Jul 1 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: Washington Convention Center, Washington, DC Est. Exhibitors: 2,000 Est. Attendance: 26,000 Profile: This show specializes in gourmet and other specialty foods, products and related equipment. Hawaii Lodging, Hospitality and Foodservice Expo Show Date: Jul 9-10 Management: Douglas Trade Shows Management P.O. Box 1247 Kaneohe, HI 96744 Tel: 808/254-1773 Fax: 808/254-3324 www.douglastradeshows. com Location: Blaisdell Exhibition Center, Honolulu, HI Est. Exhibitors: 240
Est. Attendance: 5,000 Profile: The most important industry event of the year with 5000 trade buyers in attendance. Featured are uniforms and supplies for hotels and restaurants. Atlanta Gourmet Show Show Date: Jul 10-14 Management: AMC Trade Shows/ DMC Expositions 240 Peachtree St. NW, Ste. 2200 Atlanta, GA 30303 Tel: 404/220-3000 Fax: 404/220-3030 www.americasmart.com Location: Atlanta Market Center (Merchandise Mart, Apparel Mart, Gift Mart, INFORUM) Est. Exhibitors: 250 Est. Attendance: 15,000 Profile: This show will be offering retailers more than 250 exhibits of specialty food and related items, confections, beverages, snacks, condiments, ready to eat gourmet foods and accessories. American Convention of Meat processors & Suppliers Exposition Show Date: Jul 19-21 Management: American Association of Meat Processors P.O. Box 269 Elizabethtown, PA 17022
4 7 • J U N E 2 0 1 4
F O R U M
S p o nSo R E D BY:
Plug-in Aroma Lamps L&V Creations Incense • Oils • Burners 800-660-9081 • www.Scented.com
4 8 • J U N E 2 0 1 4
F O R U M
Tel: 717/367-1168 Fax: 717/367-9096 www.aamp.com Location: Wisconsin Center, Milwaukee, WI 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 Tobacco Dealers of America Trade Show Show Date: Jul 19-23 Management: Retail Tobacco Dealers of America 12 Galloway Ave., Ste. 1B Cockeysville, MD 21030 Tel: 410/628-16744 Fax: 410/628-1679 www.rtda.org Location: Sands Expo Convention Center, Las Vegas, NV Est. Exhibitors: 300 Est. Attendance: 4,500 Profile: This is the annual trade show for the benefit of association members selling premium tobacco products including cigars, pipes and gift items. Not open to the public. The IFT Food Expo Show Date: Jul 21-24 Management:
Industry trade shows
JULY 2014 Institute of Food Technologists 525 W. Van Buren, Ste. 1000 Chicago, IL 60607 Tel: 312/782-8424 Fax: 312/782-8348 www.ift.org Location: Morial Convention Center, New Orleans, LA Est. Exhibitors: 950 Est. Attendance: 2,000 Profile: Manufacturers and suppliers of food ingredient equipment, laboratory equipment, supplies and other services rendered to the food processing industry. Food Service Conference Show Date: Jul 25-27 Produce Marketing Association 1500 Casho Mill Rd Newark, DE 19711 Tel: 302/738-7100 Fax: 302/731-2409 www.pma.com Location: Marriott Portola Hotel, Monterey, CA Est. Exhibitors: 600 Est. Attendance: 16,000 Profile: A not-for-profit trade association serving the fresh produce and floral industry, sponsors this informational forum of fresh produces and related items.
Gifts & Variety Atlanta International Gift & Home Furnishing Market Show Date: Jul 10-14 Management: AMC Trade Shows/ DMC Expositions 240 Peachtree St. NW, Ste. 2200 Atlanta, GA 30303 Tel: 404/220-2201 Fax: 404/220-2450 www.americasmart.com Location: America’s Mart, Atlanta, GA Est. Exhibitors: 2,200 Est. Attendance: 47,000 Profile: Manufacturers and wholesalers exhibiting their products and services to attending gift shop owners. San Francisco International Gift Fair Show Date: Jul 15-18 Management: Urban Expositions 1395 South Marietta Parkway, Bldg. 400, Ste. 210 Marietta, GA 30067 Tel: 770/952-6444 Fax: 770/956-9644 www.urban-expo.com Location: Moscone Convention Center, San Francisco, CA Est. Exhibitors: 2,000 Est. Attendance: 26,000
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Profile: Features gifts and decorative accessories, jewelry, souvenirs, gourmet items, and other products. Gift & Home Market at the LA Mart Show Date: Jul 15-21 Management: L.A. Mart 1933 S. Broadway, Ste. 244 Los Angeles, CA 90007 Tel: 213/763-5800 Fax: 213/763-5881 www. californiamarketcenter.com Location: L.A. Mart, Los Angeles, CA Est. Exhibitors: 300 Est. Attendance: 25,000 Profile: 300 showrooms featuring seminars, workshops for buyers, new products, discounts and more. Chicago Gift & Home Market Show Date: Jul 17-23 Management: Merchandise Mart Properties, Inc. 200 World Trade Center, Ste. 470 Chicago, IL 60654 Tel: 312/527-4141 Fax: n/a www.merchandisemart.com Location: The Chicago Merchandise Mart, Chicago, IL Est. Exhibitors: 950 Est. Attendance: 30,000
Industry trade shows
JULY 2014 Profile: Items for gift and home stores. California Gift Show Show Date: Jul 18-21 Management: Urban Expositions 1395 South Marietta Parkway, Bldg. 400, Ste. 210 Marietta, GA 30067 Tel: 770/952-6444 Fax: 770/956-9644 www.urban-expo.com Location: Los Angeles Convention & Exhibition Center, Los Angeles, CA Est. Exhibitors: 1,000 Est. Attendance: 30,000 Profile: This show is held twice annually and has manufacturers of gifts, crafts, tabletop accessories, etc. who attract buyers from all 50 states and 40 foreign countries. giftware from around the world. Beckman’s Handcrafted Gift Show Show Date: Jul 19-22 Management: Chicago Merchandise Mart 200 World Trade Center, Ste. 470 Chicago, IL 60654 Tel: 312/527-7560 Fax: 312/527-7981 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. philadelphia Gift Show Show Date: Jul 20-23 Management: Urban Expositions 1395 South Marietta Parkway, Bldg. 400, Ste. 210 Marietta, GA 30067 Tel: 770/952-6444 Fax: 770/956-9644 www.urban-expo.com Location: Greater Reading Expo Center, Reading, PA Est. Exhibitors: 500 Est. Attendance: 10,000 Profile: All category gift show, the largest gift show in the mid-Atlantic region. orlando Gift Show Show Date: Jul 26-28 Management: Urban Expositions 1395 South Marietta Parkway, Bldg. 400, Ste. 210 Marietta, GA 30067 Tel: 770/952-6444 Fax: 770/956-9644 www.urban-expo.com Location: Orange County Convention Center, Orlando, FL Est. Exhibitors: N/A Est. Attendance: N/A Profile: Gifts of all types will be exhibited.
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Windy City Gift Show Show Date: Jul 26-29 Management: Fairchild -Urban Expositions, Inc. 1395 S. Marietta Pkwy., Bldg. 400, Ste. 210 Marietta, GA 30067 Tel: 678/285-3976 Fax: 678/285-7469 www.urban-expo.com Location: Donald Stephens Convention Venter, Rosemont, IL Est. Exhibitors: 750 Est. Attendance: 10,000 Profile: This extensive Midwestern show features manufacturers and distributors displaying china, glassware, gifts, decorative accessories, and other related items.
Home & Housewares
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Atlanta Int’l. Area Rug Market Show Date: Jul 9-12 Management: AMC Trade Shows/ DMC Expositions 240 Peachtree St. NW, Ste. 2200 Atlanta, GA 30303 Tel: 440/220-2201 Fax: 440/220-2450 www.americasmart.com Location: Atlanta Market Center, Atlanta, GA
Industry trade shows
JULY 2014 Est. Exhibitors: N/A Est. Attendance: N/A Profile: Rugs of all types will be displayed at this show. Atlanta International Gift & Home Furnishing Market Show Date: Jul 10-14 Management: AMC Trade Shows/ DMC Expositions 240 Peachtree St. NW, Ste. 2200 Atlanta, GA 30303 Tel: 404/220-2201 Fax: 404/220-2450 www.americasmart.com Location: America’s Mart, Atlanta, GA Est. Exhibitors: 2,200 Est. Attendance: 47,000 Profile: Manufacturers and wholesalers exhibiting their products and services to attending gift shop owners. San Francisco International Gift Fair Show Date: Jul 15-18 Management: Urban Expositions 1395 South Marietta Parkway, Bldg. 400, Ste. 210 Marietta, GA 30067 Tel: 770/952-6444 Fax: 770/956-9644 www.urban-expo.com Location: The Moscone Convention Center, San Francisco, CA Est. Exhibitors: N/A Est. Attendance: N/A
Profile: Product categories include tabletop, housewares, decorative accessories and more. Transworld’s Jewelry, Fashion, Accessories & Home Décor Show Show Date: Jul 17-20 Management: Transworld Exhibits, Inc. 1850 Oak St. Northfield, IL 60093 Tel: 847/446-8434 Fax: 847/446-3523 www.transworldexhibits. com Location: Renaissance, Schaumburg, IL Est. Exhibitors: N/A Est. Attendance: N/A Profile: House wares and giftware will be exhibited at this show. A jewelry showcase runs concurrent with this expo. Transworld’s Jewelry, Fashion, Accessories & Home Décor Show Show Date: Jul 17-20 Management: Transworld Exhibits, Inc. 1850 Oak St. Northfield, IL 60093 Tel: 847/446-8434 Fax: 847/446-3523 www.transworldexhibits. com Location: Donald E. Stephens Convention Center, Chicago/Rosemont, IL Est. Exhibitors: N/A
5 1 • J U N E 2 0 1 4
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Est. Attendance: N/A Profile: House wares and giftware will be exhibited at this show. A jewelry showcase runs concurrent with this expo. Chicago Gift & Home Market Show Date: Jul 17-23 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 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. California Gift Show Show Date: Jul 18-21 Management: California Gift Shows 888 S. Figueroa St., Ste. 600 Los Angeles, CA 90017 Tel: 800/395-3901 Fax: 213/747-6182 www.californiagiftshow. com Location: Los Angeles Convention & Exhibition Center, Los Angeles, CA Est. Exhibitors: 1,000
Industry trade shows
JULY 2014 Est. Attendance: 30,000 Profile: This show is held twice annually and features manufacturers of decorative accessories, gifts, souvenirs, etc. who attract retail buyers from all 50 states and 40 foreign countries. orlando Gift Show Show Date: Jul 26-28 Management: Urban Expositions 1395 South Marietta Parkway, Bldg. 400, Ste. 210 Marietta, GA 30067 Tel: 770/952-6444 Fax: 770/956-9644 www.urban-expo.com Location: Orange County Convention Center, Orlando, FL Est. Exhibitors: 350 Est. Attendance: 10,000 Profile: Specializing mainly in gifts, but also carries homerelated products, such as decorative home accessories.
Jewelry & Accessories Intergem - International Gem & Jewelry Show Show Date: Jul 4-6 Management: International Gem & Jewelry Show, Inc. 120 Derwood Circle Rockville, MD 20850 Tel: 301/294-1640 Fax: 301/294-0034 www.intergem.com
Location: Royal Plaza Trade Center, Marlborough, MA 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: Jul 4-6 Management: International Gem & Jewelry Show, Inc. 120 Derwood Circle Rockville, MD 20850 Tel: 301/294-1640 Fax: 301/294-0034 www.intergem.cfom Location: Pasadena Convention Center, Pasadena, CA 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. Atlanta International Gift & Home Furnishings Market Show Date: Jul 10-14 Management: AMC Trade Shows/ DMC Expositions 240 Peachtree St. NW, Ste. 2200 Atlanta, GA 30303 Tel: 404/220-2223
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5 3 • J U N E 2 0 1 4
The Charlotte Gift & Jewelry Show 2014 SCHEDULE June 28-30 September 27-29 December 6-8
GATLINBURG CONVENTION CENTER Gatlinburg, TN 2014 Schedule: June 7-9 September 6-8 November 15-17
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Fax: 404/220-2450 www.americasmart.com Location: Atlanta Market Center, Atlanta, GA Est. Exhibitors: 22,000 Est. Attendance: 42,000 Profile: This large trade show features manufacturers, representatives, wholesalers and distributors displaying merchandise ranging from collectibles and stationary items to wearable and home furnishings. Intergem - International Gem & Jewelry Bead Show Show Date: Jul 11-13 Management: International Gem & Jewelry Show, Inc. 120 Derwood Circle Rockville, MD 20850 Tel: 301/294-1640 Fax: 301/294-0034 www.intergem.com Location: San Mateo Events Center, San Mateo, CA 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. Transworld’s Jewelry, Fashion, Accessories & Home Décor Show Show Date: Jul 17-20 Management: Transworld Exhibits, Inc. 1850 Oak St. Northfield, IL 60093
Industry trade shows
JULY 2014 Tel: 847/446-8483 Fax: 847/446-3523 www.transworldexhibits. com Location: Donald E. Stevens Convention Center, Chicago, IL Est. Exhibitors: N/A Est. Attendance: N/A Profile: This show features a variety of gifts, jewelry, and general merchandise. This is a cash and carry show. California Gift Show Show Date: Jul 18-21 Management: Urban Expositions 1395 South Marietta Parkway, Bldg. 400, Ste. 210 Marietta, GA 30067 Tel: 770/952-6444 Fax: 770/956-9644 www.urban-expo.com Location: Los Angeles Convention & Exhibition Center, Los Angeles, CA Est. Exhibitors: 1000 Est. Attendance: 30,000 Profile: This extremely popular show will be featuring manufacturers and suppliers displaying their most updated lines of jewelry and gift items. Business to Business Gem Trade Show north Carolina Show Date: Jul 24-27 Management: Gem & Lapidary Wholesalers, Inc.
P.O. Box 98 Flora, MI 39071 Tel: 601/879-8832 Fax: 601/879-3282 www.glwshows.com Location: Watauga Festival Center, Franklin, NC Est. Exhibitors: 50 Est. Attendance: 900 Profile: This trade show specializes in gems, jewelry lapidary equipment and specimens. ** All G&LW shows are wholesale only copy of business or resale certificate required**. JA International Jewelry Show Show Date: Jul 27-29 Management: VNU Expositions One Penn Plaza New York, NY 10119 Tel: 212/615-2937 Fax: 212/615-2836 www.ja-newyork.com Location: Jacob K Javits Center, New York, NY Est. Exhibitors: 1,350 Est. Attendance: 12,000 Profile: Over 1200 exhibitors from more than 20 countries have fine jewelry, watches, precious stones and jewelry services on display.
Medical Canadian Section Urological Assoc. Show Date: Jun 28-Jul 1
5 5 • J U N E 2 0 1 4
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Management: American Urological Association 1000 Corporate Blvd. Linthicum, MD 21090 Tel: 410/687-3700 Fax: 410-689-3800 www.auanet.org Location: Delta Hotel, St. Johns, New Fnd., Canada Est. Exhibitors: N/A Est. Attendance: N/A Profile: Urologists meeting and conference. Educational program & national Meeting Show Date: Jul 6-11 Management: American Medical Technologists 10700 West Huggins Rd., #150 Rosemont, IL Tel: 847/823-5169 Fax: 847/823-0458 www.amT1.com Location: Drake Hotel, Chicago, IL Est. Exhibitors: 40 Est. Attendance: 500 Profile: Clinical laboratory products and instruments. HpS Annual Meeting Show Date: Jul 13-17 Management: Health Physics Society 1313 Dolly Madison Blvd. Suite 402 McClean, VA 22101 Tel: 703/790-1745 Fax: 703/790-2672 www. hps.org
Industry trade shows
JULY 2014 Location: Baltimore Convention Center, Baltimore, MD Est. Exhibitors: N/A Est. Attendance: N/A Profile: Gathering of members from the Health Physics Society. Clinical Laboratory Exposition Show Date: Jul 27-31 Management: American Assn. for Clinical Chemistry 1850 K Street NW Washington, DC 20006 Tel: 800/892-1400 Fax: 212/887-5093 www.aacc.org Location: McCormick Place, Chicago, IL Est. Exhibitors: 550 Est. Attendance: 20,000 Profile: Manufacturers of products and services for Chemistry, hematology, immunology, microbiology, drug testing, near patient testing, laboratory automation and OEM/research.
Toy & Hobby San Francisco International Gift Fair Show Date: Jul 15-18 Management: George Little Management 10 Bank St., Ste. 1200 White Plains, NY 10606
Tel: 914/421-3200 Fax: 914/948-6088 www.urban-expo.com Location: Moscone Convention Center, San Francisco, CA Est. Exhibitors: 5,000 Est. Attendance: 30,000 Profile: This show is a wholesale convention where manufacturers display products such as general giftware, crafts, floral items, decorative accessories and jewelry. California Gift Show Show Date: Jul 18-21 Management: Urban Expositions 1395 South Marietta Parkway, Bldg. 400, Ste. 210 Marietta, GA 30067 Tel: 770/952-6444 Fax: 770/956-9644 www.urban-expo.com Location: Los Angeles Convention Center, Los Angeles, CA Est. Exhibitors: 2,100 Est. Attendance: 42,000 Profile: This show features manufacturers of gifts, jewelry, stationery, crafts and much more.
5 7 • J U N E 2 0 1 4
8815 NW 33rd Street, Suite 130 Miami, FL 33172 USA Want More Info? Circle #32 on page 11 • www.Vendor411.com
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Forum Workshop
6 0 • J U N E
Starting your OWN BUSINESS
2 0 1 4
Sources of Capital The government (Small Business Administration) and venture capitalists can provide additional sources of capital. The first requires that two banks turn you down, then the government may guarantee the loan. In rare instances the government actually makes the loan. Government funds are scarce these days. SBA loans require lots of time and paperwork. I know one person who has used that source. He says he thinks he qualified because of his medical disability. Venture capitalists may invest in your business, but they will want some say-so in how your company is run.
Partnerships F O R U M
Starting a business with a partner can work well, especially if one person has management ability and professional expertise and the other has capital. But, as in any “marriage,” people change. Just make certain that you both (all) agree upon the nature of your business, your individual responsibilities, your
goals, and even how to end the partnership. Each partner should write out his or her expectations prior to starting the company. Compare notes, reach an agreement, then put your “Partnership Agreement” in writing and sign it. Paragraph one should begin: “Why we are going into business together.” Have a statement of purpose; you may need a reminder as time passes. Also write down which assets belong to the company and what is on loan from individuals. Write down how much each of you will be paid and when; what percentage of profits each will take home and when. Define “profits.” Do you need a lawyer for this? Yes and no. My partner and I wrote our own contract and took it to a lawyer who retyped it and added a few “parties of the first part, hereinafter refereed to as ...ʼs. Still, our willingness to have a lawyer look at our contract made us both more comfortable. We had only known each other for six months and he had been my boss. Getting out is easier. If one of you changes your mind, you should have a clause in your original agreement that states how to dissolve the partnership. The end of a partnership may or may
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FORUM Workshop WORKSHOP Forum
Go your separate ways, take out a new 6 business license, and with all that you have 2 learned and saved, start over on your own. • J U What if one partner just stops participating in N the business? Say he or she has started taking E a lot of long vacations, or just never shows up 2 to work, as agreed upon in the partnership 0 agreement. This happened to me. For about a 1 year, my partner, Fred, was never around when 4 I needed his help. I ran Midnight Oil Ty T pesetting on my own; his half of our deal was to run his print shops so as to generate business for our typesetting company. He got into financial trouble and started to be “invisible,” figuratively speaking. Business was dropping off and I resented my obligation to give him 51% of the profits, since he wasnʼt putting forth his agreedupon 51% of the effort.
He took half of the equipment and I took half. He was a reasonable man and left me with the right half to enable me to continue doing business. Shortly thereafter, I invested another $2,000 into the company to buy a camera. I would not have made that investment in “our” company.
While his p r i n t shops remained in business, the new o w n e r made little effort to market typesetting. My customer base quickly eroded, and I had to work hard to replace it with new business. continued..
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FORUM Workshop WORKSHOP Forum 6 4 • J U N E 2 0 1 4
That wasnʼt the way we had planned it; itʼs the way things went. I managed to keep the doors open, provide the service, and take home the same salary (but not more) for two and a half more years.
It could have been worse. Guyʼs partner died in a car accident. Afterward, Guy chose to remain in business, twice moving to better locations in the mall. I ran into a former business associate who told me her partner just got tired of living in Salt Lake and moved to California. She insisted that her partners buy her out at the price she set. They closed the business instead.
But the saddest situation I know, firsthand, is when someone assumed she was a partner when she was not. In gratitude for Mollyʼs help in launching her company, Edna (not her real
name) gave Molly stock in her corporation and the title of secretary/t / reasurer on the incorpora/t tion papers. The problem was that they never agreed to be “partners.” There was nothing in writing that promised Molly an equal share of management say-so or a percentage of profits. Since the financial investment was primarily Ednaʼs and her husbandʼs, Molly was powerless to insist on any proprietary interest. continued...
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FORUM Workshop WORKSHOP Forum
6 6 • J U N E 2 0 1 4
Things worked out fine when the business was new, enthusiasm was high, and the bottom line was in (or near) the black. But when Edna began to sell ads on trade, she kept all the goods. She also complained that she wasnʼt “getting paid,” since she “took no cash home.” The staff (including myself) had little sympathy for that type of thinking. Ednaʼs responsibility was to sell and manage; Mollyʼs was bidding and art direction, according to their verbal agreement. At first, they consulted and agreed before taking on new projects or spending capital. Then Edna just took off on her own, and Molly heard the news later. Eventually, Mollyʼs input into the affairs of the company was less than nothing. Any advice or counsel she offered was ignored or fought. And since nothing was in writing, she was powerless to protest. Eventually, Molly took employment elsewhere.
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I have seen financial problems change people: my partner, my employers, close friends. More often than not, people who are in financial trouble do two things predictably: they lie and they hide. Yo Y u will be able to discover both.
continued..
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FORUM Workshop WORKSHOP Forum 6 8 • J U N E 2 0 1 4
They wonʼt be around to manage their business on a day-to-day basis, which is vital to any new company. They just run in once a week in a panic to find out what needs fixing that day. Then, unable to pay the bills or stand the pressure, they disappear. They also lie. They start to say thereʼs enough money in the bank, when the daily mail proves differently. They start to say that the store will have 100 bicycle parts delivered Friday; Friday comes and goes and the parts donʼt show. They make excuses, like the truck was delayed. And when
some parts arrive and you count the boxes, there are only fifty. As happened to me, the owner will either explain it away: “It just isnʼt cost-effective to only send bike parts without any bikes,” when your storage room is ceiling high in bikes; or will call the supplier and rant and rave. Yo Y u may see a lot of flailing arms and hear angry tones. But the other fifty parts will never show up. Meanwhile, you have promised your customers their bicycles would be repaired a week after you anticipated the shipment. Yo Y u have become a part of the lie. I left two jobs because someone made me part of the lie. You cannot fix another personʼs integrity. If your business partner starts to manifest these symptoms, get out. If your employer does, thatʼs a good time to launch your own business. continued..
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FORUM Workshop WORKSHOP Forum 7 PUBLIC RELATIONS 0 • Y ur advertising should make people want to J Yo U try your product or service. Yo Y ur ads should inN form people about what you are selling and enE tice them to use that product or service and 2 come to your place of business when they do. 0 1 Public relations, on the other hand, should tell 4 people about you and your company. Let the p u b l i c know that behind that product or service is an interesting human b e i n g . Public rela-
tions is more than sending press releases to the newspapers to announce something new. It includes you and your employees interacting with people everywhere you go. The outcome of good PR is both publicity (i.e., newspaper articles) and more customers (who have responded to either the article or the way you behaved when you met them, say, at the Chamber of Commerce social). Whenever you have the opportunity, in print or in person, tell people about yourself, how you started your business, your goals, your employees, your motivation. A rule of small business is: people will buy from their friends. So make friends. continued..
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Because if there is money to be made, but bad management has simply alienated suppliers and clients, then you have a good piece of information upon which to base a better business. Just make certain that management is the problem, not increased competition or outdated technology or a major change in consumer demand. These things get people into financial trouble, too, and the symptoms are the same. If you plan to compete with your former employer and use some of the same suppliers, start with enough capital to pay cash for a year or two. Those suppliers are probably trying to collect a pile of receivables and may be wary of a similar new operation. Build confidence and a line of credit by paying cash for a time.
If technological changes are the root of the problem, and you can afford the state-ofthe-art equipment that will give you a marketing lead, try it. AlphaGraphics has always done business this way. When my partner was still making payments on his IBM copy machine, which produced gray, wrinkled copies, AlphaGraphics entered the marketplace with the top-of-the-line Xerox machine, and the owner has continued to upgrade his equipment every time the photocopy machine manufacturers make a major product improvement. When competitors entered the field with machines that also copied, collated, and stapled, AlphaGraphics branched off into do-it-yourself desktop publishing. The company is seldom alone in the marketplace for long, but tends to be first with machinery and marketing. continued..
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FORUM Workshop WORKSHOP Forum 7 PLANNING FOR 4 THE FUTURE • J U Which brings up the last point about capital. N Yo Y u must have some money in the bank to pay E your bills, but you also need to save some of 2 your profits, overtime, so that you will be able to 0 improve your business as times change. Ta T stes 1 also change, and your large inventory of hand4 woven baskets may suddenly start to collect dust after years of brisk sales. Yo Y u must have enough savings so you can sell those baskets
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at a loss just to free up shelf space, plus money to buy whatever is in demand at the moment. Of course, you can always cut back your salary or spend personal savings to update your business. But your goal should be for your business to become self-sustaining. The income and profits that your business generates should pay for both supplies and capital improvements. If you are always dipping into your personal bank account to pay business expenses, your business is either unsuccessful or you have taken too much out in salary in the first place. If you are in the service business (or manufacturing) and use computers or any type of machinery, you should anticipate the day when someone will invent a machine that does more, works faster, and costs less to operate than what you are using now. continued...
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FORUM Workshop WORKSHOP Forum 7 6 • J U N E
This happened to Fredʼs print shop. It also happened to my typesetting business. Fred spent money on a third location, which attracted almost no business. He ended up in debt, but found a buyer for his business-in-trouble. It took four more years for the business to close.
2 I realized that desktop publishing was enabling 0 businesses to do the same thing I was selling 1 but cheaper and faster. I realized that the “low 4 end” of the typesetting business was changing. The demand for typesetting was going to require phototypesetting equipment, which meant a $20–40,000 investment and employees to keep those machines working all day (and night) to justify that investment. I decided to sell my business. I admit to some sort of luck. A customer of mine who had a high-paying state job asked me if I wanted a partner. Bev Miller
said she and her husband could use the tax deductions and her eighteen-year-old daughter, who had shown some interest in graphic arts, needed a job. Bev was also interested in retiring from her state job and moving into a business of her own. I told her my view of the future; she agreed and rather than buying a partnership agreed to buy the entire business. Four years later, the company employed three daughters and Bev. Each of the daughters earns more than I ever did. But they have also invested tens of thousands of dollars in the business and are in for the long term. It might be another year or five before they recover their investment. continued..
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FORUM Workshop WORKSHOP Forum 7 8 • J U N E 2 0 1 4
But they bought the technology with which to do it. And while I had very little to do with it, people I meet who still do business there often say, “Yo Y u started Midnight Oil Ty Yo T pesetting!” They must wonder how I could leave something so successful. Well, it was always successful, but it is a different business now. They typeset for five print shops and accept jobs that my machinery could never have handled. Any regrets on my part? None. I didnʼt want to be a typesetter forever; I wanted to write. As a writer, I earn less; but I like myself better, which is important too.
So before you get started in a small business, it would be wise to decide if you want to be in that line of work for a long time. Some people start businesses just to get them started, then they sell them to people who want to be in that line of work for a lifetime. Such people have sufficient capital to launch a new business quickly and try to sell it. They are willing to accept both success and failure; when they fail they dust themselves off and try again. Some of these people are crooks and are selling promises, not businesses. For anyone who is considering starting his or her own business, know that costs are high at first and income is relatively low. Are you willing to stick with it? Other factors cause costs to be high and profits low as well. These reasons relate to capital and cash flow. continued..
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FORUM Workshop WORKSHOP Forum
When you start a new company, no one wants business to give you credit. They want cash. They want before you to get their money before you get yours. As time open the goes by, your ability to pay suppliers after you doors. Marhave sold the products you made with those ket Street supplies increases. Yo Y u donʼt have to use your Grill restauown money or the companyʼs start-up capital. rant had local residents anticipating its opening 2 Yo Y u can now pay bills with income or working with billboards that read: “Fresh Seafood.” A 0 capital. bold statement and bright graphic caught free1 way commutersʼ attention months before the 4 words: “Market Street Grill” were added to the ADVERTISING AND sign. Indeed, the seafood was fresh and the atCASH FLOW mosphere exciting. The combination worked well and the company has since opened a secAnother reason cash flow is slow at first is that ond seafood restaurant and a Mexican restauit will take time before people know your busi- rant, each of which is located in a restored ness exists, and more time until lots of them historical building and has been promoted with buy what you are selling. Yo Y u can shorten this high-art graphic billboards prior to opening. start-up time by advertising and promoting your continued..
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FORUM Workshop WORKSHOP Forum
8 2 • J U N E 2 0 1 4
If you rely on word-of-mouth advertising (everyoneʼs favorite), you have to wait for people not only to try your product or service, but also to like it and tell their friends. This limits you too much when you are just starting. As your business grows, you will find that word-of-mouth is your best form of advertising, however. It costs little or nothing, and almost everyone who hears good things about your business from a friend will try it once. Advertising and public relations are more random. Yo Y u are sending a message to a lot of “non-buyers.” But unless yours is the only business of its kind in your community, you are setting yourself up for a lot of lean years if you just wait until the word spreads.
Consider this: Carriage Horse Livery did not advertise at first because they didnʼt have to. Their horse-drawn carriages on the cityʼs streets generated enough word-of-mouth business. Competition prompted owner Wayne Scott to buy advertising, since he no longer had the only listing in the phone book.
If you own a small, labor-intensive business, like Charlieʼs Wood Revival furniture company, and have three months worth of back orders, you may not want to advertise. Not unless you want to expand your business, hire and train more employees and, perhaps, buy (or lease) more equipment for them to use.
continued..
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There arenʼt many businesses that donʼt need The impormore business. Even though Charlie doesnʼt tant distincuse print advertising (he tried it and it failed), he tion between does try to build his word-of-mouth reputation advertising by participating in a number of consumer and public reshows in his area. He has found that executives lations is: adwho can touch and feel his $6,000 desks are vertising is most useful for getting customers in his best customers and that they can be found the door the first time; public relations will make 2 0 at the home and office product shows. them come back again and build loyalty. Adver1 4 How can you contact your future customers? tising will cost you money; public relations (PR), for the most part, is free, unless you have a With marketing. public relations specialist on your payroll. As the owner of a start-up company, you and your employees can accomplish as much as a paid professional if you learn the techniques. Yo Y u should do as many jobs for your new business Marketing is everything you do to sell Y u can your product or service. It includes direct as you can, rather than hire people. Yo and should do your own PR. sales, advertising, promotion, public relations, and publicity. continued..
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FORUM Workshop WORKSHOP Forum 8 6 • J U N E 2 0 1 4
make people feel good enough about your business that they will shop there first, just to PROMOTION see if you have whatever they want. In contrast, a promotion is an event. The “Grand PROMOTION IS SLIGHTLY DIFFERENT. Opening” is the most easily identifiable form of Public relations should happen all the promotion. It is limited to a fixed period of time time, and it occurs in many forms. and takes the form of a “party.” Grocery stores promote anniversaries with special prices, decAdvertising should be targeted to a specific audience and sell a specific item; whereas public orations, and costumed employees. Rebates, relations – and its offshoot, publicity – should contests, and other techniques, which encourage people to buy something because they will get something free or at a reduced price, during a limited period of time, are also promotions. Car dealers, for example, offer rebates. Radio stations entice you to listen by giving away prizes to people who call in when they her their names announced.
continued..
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FORUM Workshop WORKSHOP Forum 8 8 • J U N E
SELLING
Selling encompasses all of the above. Every time you or an employee comes in contact with a customer, he or she is advertising, promoting, and doing public relations for your business.
tions resembles good salesmanship without “the close.” If you use appropriate PR techniques, your salespeople will have an easier time “closing the sale” because they will deal with people who are already receptive to their message, who have been pre-sold.
2 0 1 4 As you may have guessed, these things can work for or against your success. Just as they all have the power to attract attention and customers, they also have the ability to repel. People are harder to control than ads or promotional events. Successful public relations techniques, like sales techniques, can be learned. Buy a book on public relations or take a class. Then teach your employees how to treat customers. The outcome of public rela-
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FORUM Workshop WORKSHOP Forum 9 ADVERTISING 0 • Y s and no. J Can you do your own advertising? Ye U Since every ad agency I know works to design N the ad that will suit the client, you are always E “doing your own.” But a professional has skills 2 that you probably donʼt, including artistic ability, 0 1 a familiarity with typography, and knowledge of 4 what type of customer reads or watches which medium. No matter how talented your sons or daughters are in art, if you can tell an amateur drew your ad, the public can too. Is advertising necessary? I would say yes, always. How much advertising is necessary is another matter. As I said before, you can spend years waiting to be discovered, or you can just get the word out. When you have all the busi-
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The best way to handle advertising is to budget for it. Allocate a fixed dollar sum, or a percentage of annual sales (based on projections in the first year, and actual dollar amounts thereafter), then spend that money on advertising throughout the year. Advertising, like rent and utilities, should be viewed as overhead.
They justify it by saying, “Well, Christmas is when I do most of my business and January is bad, so I wonʼt advertise.” Maybe business A lot of small businesses stop advertising when is bad because times are tough, like the month of January. they donʼt advertise. McDonaldʼs sells billions of hamburgers because they spend millions of dollars on advertising. They are always telling you their name and that they sell hamburgers. Say the word “hamburger” to a small child and he or she will probably ask to go to McDonaldʼs. Remember, Christmas is an unusual time of the year. It breaks all the rules about how and why people shop! People buy something when they have a need for it. continued..
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Not to say that everything we buy is useful or necessary. We need some things for survival: food, clothing, and shelter. Other things we need for rewards, like collectibles, furniture, and entertainment. And then there are gifts we need for special occasions. Christmas is an occasion. People spend lots of money, retailers often make 25 to 50% of their annual income in these three months. Then we return to the other categories of need: necessity and reward. Thatʼs when all those Christmas checks from parents and grandparents get spent. We pay some bills; then we reward our-
selves with things we wanted (and didnʼt get for Christmas). But donʼt plan your advertising around good and bad months. Advertising should build an image for your business.
Clair Hale, owner of Clairʼs Hallmark, has an advantage. Hallmark does a lot of image advertising; it sponsors some excellent television programming and the ads are as entertaining as the shows. So Clair has the advantage of having the Hallmark name next to his own. Consider The Ringmaker or Mrs. Cavanaughʼs Candies. Guyʼs and Marieʼs business names convey what they sell, but they must compete with dozens of similarly named businesses. Both have learned to advertise regularly with artwork and copy that set their businesses apart from the competition. continued..
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While Guy and Marie know the difference between their products and the competitionʼs (handmade vs. mass-produced; hand-dipped vs. machine-made), the public would never know unless someone (or something) told them. So these two businesses are building images. Mrs. Cavanaugh started in 1972 and now has five stores and five department store out2 0 1 4
9 6 • J U N E
lets, which testifies to her success. Guy started in 1983; but his clientele grew and the fact that he was still in business after five years, when statistically most start-ups fail, testifies to the effectiveness of his marketing strategies.
Carriage Horse Livery offers horse and carriage rides in downtown Salt Lake City. For the first three years, the only advertising Wayne Scott, president, used was a sign on the back of each carriage that showed people whom to call. Since his business was one-of-a-kind, anyone who looked up “Horse and Carriage Rides” in the Ye Y llow Pages was going to find Carriage Horse Livery. As soon as he had competition, he began advertising in local magazines so that the name Carriage Horse Livery stuck in peopleʼs minds.
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When Wayne and his family started the business, they received a gift: an abundance of free publicity. They didnʼt have to do any public relations work to attract this publicity. Their business was such an attractive addition to the city that reporters sought them out. Anyone who wrote: “Go see the 250,000 Christmas lights on Te T mple Square,” was certain to include a line like: “in a horse and carriage.” (I did.) Since Carriage Horse Livery was
the only horse and carriage company in town, this type of generic mention did it lots of good. By 1988, not only did Wayne have competition, he had expanded his “product line” to include a horse-drawn sleigh, hay wagons, and a tour trolley. Since hay and sleigh rides donʼt have high visibility on city streets, Wayne had to let people know they existed and entice people to try them. In addition to magazine advertising, the company now works to attract the publicity it used to get all the time – now Wayne wants the companyʼs name mentioned in the story. One of his drivers also works as a marketing and public relations manager. She contacts writers and encourages them to write stories about the company. Sometimes ads and stories are negotiated as a package deal (which is how I came to write about them.)
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The advantage of public relations over advertising is that it attracts a different kind of attention and reaction. An effective ad will let people know your companyʼs name, location, phone number, and product or service. An article can also tell a reader something about the business owner and his employees, his family, his or her “success.” An article is more likely to be remembered because it commands more attention. People have to spend time reading it. Most ads merit only a quick glance. People tend to patronize their friends, and an article about the people behind the business fosters that type of relationship.
THE COMPETITION In todayʼs world of overload and fast-forward video, advertisements have to compete harder to get noticed at all.
Hallmark, McDonaldʼs, Pepsi, and Coke commercials tell stories designed to make you laugh, cry, or gasp. But if you have a limited budget or a column inch, itʼs hard to use these techniques. Small businesses with little start-up capital canʼt afford this type of “production.” Yo Y u can, however, afford to spend your time on public relations, which could attract a professional writer to do almost the same thing for free.
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A story in a local magazine or paper about you plans for the distant future. There are several and your business can attract just as much new acceptable ways to let writers know about you. business for your company as does an elaborate commercial on national television for a naPress Releases tional company. The press release is a short (one page or less) FREE PUBLICITY typewritten statement about you and your business that is directed to the appropriate editor of your local newspaHow do you find writers who will do this for per or regional magyou? Yo Y u donʼt; you just do something to attract azine. Direct your their attention. First, you or your business must press releases with be of some genuine interest. If you are just appropriate informastarting out, forget it. Thereʼs nothing to write tion that will let an about. If you have been in business for at least editor know that two years, or are planning a public event – a your story would fit promotion – then you have a chance. Writers perfectly in his or want to know what you have accomplished in her section of the your business career, not about all your great paper or magazine. continued..
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If you have invented a new product, or have increased your service from two horses and carriages to ten carriages all reproduced by the Amish, eighteen horses, two hay wagons, a sleigh, and, new this year, a horse-drawn trolley, you should let the business editor and the entertainment editor know. The growth of your company is business news. The trolley is fod2 der for an entertainment story. 0 1 4 Business Profile
1 0 4 • J U N E
Y u can also ask your local, regional, or city Yo magazine editor, who has a business profile section, how you can be considered for a story. Chances are a salesperson will call. An ad combined with a feature story is the best advertising dollars you will ever spend.
About the interview: If you can help it, donʼt rehearse. As a writer, I know that everyone I interviewed has an “agenda.” They will tell me certain things whether I ask or not. I am going to hear a commercial or, even less pertinent to a feature story, a temporary situation. Such news items are not important to my magazine readers because by the time we publish, the news will not be news. Furthermore, some news items tend to be very negative. continued..
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Iʼve gotten in long discussions with people about how rotten and unethical the competition is. But I would never print that information in a single-interview business feature story. If I did use the information in a story for a newspaper, I would call the competition to hear their side of the story, too.
pany survived, expanded, prospered ... and what kind of people work there and how they are treated. If the business is at least two years old, the owner will have absolute answers to these questions. If the business is just starting, the owner wonʼt have a clue. Try not to waste a writerʼs time on a business profile story if you donʼt have anything insightful to say.
2 My favorite interviews, which turn out to be my 0 Business Opening 1 best stories, happen when people answer the 4 questions that I ask. I want to Still, even if you are just starting a business, know a busithatʼs news. Yo Y u can probably get a paragraph ness ownerʼs in the townʼs business paper by letting them background, know you exist; a letter or phone call will do. how he or she Donʼt expect more than an announcement: “Sogot into this and-so is open for business in such-and-such a line of work, place.” how the comcontinued..
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On the other hand, if you have just opened a one-of-a-kind business that is of entertainment value to the community, expect a lot of attention. Waterslide parks; theater and dance troupes; or an entertainment mall housing a bowling alley, roller rink, baseball batting cages, and video games will attract a lot of attention from entertainment editors and writers. Donʼt limit your contacts to the major newspapers in your area. They will probably give you a story at some point in time, but for constant coverage look to the giveaway papers. Every large city has an alternative
newspaper or a weekly subscription paper; their writers are hungry for arts and entertainment stores. Many free or local papers are freelance written, and the key is to find the individual who is in charge of the type of entertainment you offer – like the theater editor or the “miscellaneous” editor. Put that person on your mailing list and send short letters (or press releases) about events your business sponsors. Many freelance writers write for lots of papers and magazines. So if you get to this source, the word is likely to spread.
continued in next issue ...
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Book Specials New Titles Just Arrived in our Warehouse ~ Limited Quantities
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SMALL BUSINESS SUCCESS KIT Book & CD gives insider secrets and strategies to start a successful business. includes forms, legal advice and schedules. order no. 1-58062367-9 ... $24.95
Internet 11 LAWS OF INTERNET BRANDING Be fast, be first to be successful online. how to build your company, product or service into a hot, profitable brand online! order no. 0-06-019621-1 $21.00
FRANCHISE BIBLE how to Buy one, or Franchise Your own business. over 300 pages written by a specialist that will save you $1000’s in legal and research fee. order no. 1-55571-367-X $24.95 SOLVE ALL YOUR MONEY PROBLEMS FOREVER Achieve financial freedom with this life-changing plan that will take away your money problems forever -- and help you start a new life of ease and comfort. order no. 0-399-52378-2 $14.95
MAKING MILLIONS ON THE INTERNET Complete idiot’s Guide makes it easy and fun to make REAL money on the internet. includes tips and tricks in simple language. order no. 0-7897-2298-4 $18.95
F O R U M
BUSINESS VALUATION Proven methods to easily determine the true value of your business or one you are wishing to buy! simple ways to value AnY A business. order no. 1-58062952-0 $19.95
BUSINESS MANAGEMENT Lay your foundation, build your team and manage your money with this 350-page business guide. Covers every aspect of management. order no. 1-58062540-1 $19.95
THE COPYRIGHT GUIDE A friendly guide to protecting and profiting from copyrights. This is a definitive guide to avoid costly mistakes. order no. 1-880559-43-9 $18.95
HOW TO ACHIEVE TOTAL SUCCESS Master your mind to achieve everything you desire. Win consistently with this practical self-improvement book. order no. 0-940398-19-2 $11.00
Closeout of the Month SMALL BUSINESS LEGAL KIT AND DISK over 400 pages of practical legal info, forms and agreements for all size businesses. We bought closeout of these books (c) 1995, but still loaded with relevant info. Disk is 3.5 floppy, pages are slightly yellowed. Use just onE form and pay for the book 3x over! Published at 19.95. order no. 1-55850-701-9 $10.00 sPECiAL: Buy any other book on this page and take this one for $5.00! LiMiT L 5 CoPiEs to single buyer.
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Trade MaGaZINeS Swap Meet This exciting monthly magazine connects flea market vendors with wholesalers across the United States who specialize in supplying merchandise and services to flea marketers and swap meeters. It provides excellent resources for merchandise and each issue contains a bonus Directory of Flea Markets throughout the United States, listed by state order and includes full addresses, days of operation, and details of each market. Order No. SM-S ...Swap Sample ...$7.50 Order No. SM-SUB ...Swap 1 Year ...$30.00 ADVERTISING SPACE AVAILABLE
Closeout News
The Leading Monthly Source for Closeouts and Surplus Merchandise!
A long-time leader in the closeout industry, this monthly newspaper brings you the BEST closeouts and overruns on the market. By using this powerful buying tool, every month, you will gain access to hundreds of new suppliers who offer the finest selection of closeout (below wholesale) merchandise available anywhere! Find Apparel, HBA and Cosmetics, Electronics, Home and Houseware, Fragrances, Jewelry, Sporting Goods, Tools, Toys, Videos and DVDs, and more. For larger discounts, many dealers sell pallet truckloads that will make you even more profits. Order No. CN1 - Closeout News - Sample Copy ...$10.00 Order No. CNS - Closeout News - 1 Yr (12 Issues) ...$60.00
Retailers Forum
Retailers Forum was established out of the need for product sources among small retail merchandisers. Each month, Forum’s advertising pages feaForum ture merchandise offerings from the country’s !eading wholesalers, manu“I Can Get facturers, and jobbers. Don’t confuse this It For You Wholesale” magazine with some of the “opportunitytype” publications offering products that are outdated and way over-priced. These are real rock-bottom wholesalers offering prices like Videos at $1.25 • Sunglasses at $3.00/dz • Rings at $0.25/ea. Buy where the retailing giants buy! The advertisers are professionals in their fields, offering you variety, service, monthly specials, closeout specials, and the lowest prices available. Best of all, they will ship UPS no matter where in the United States your business is located. Minimum orders are as low as $50.00 with many wholesalers. Many advertisers offer further reduced rates for bulk buying at enormous savings to you. Order No. RF-S - Sample Copy ...$7.50 Order No. RF-SUB-1 YR (12 issues) ...$30.00 ADVERTISING SPACE AVAIL ABLE
SoloMayoreo
Written in Spanish, this big monthly newspaper is the best thing to happen to Hispanic retailers! Sources abound for variety merchandise of all kinds to fill store shelves and flea market booths.
No. SOLO-S ...(Sample Copy) ...$7.50 No. SOLO-SUB..(12 Issues) ...$60.00 ADVERTISING SPACE AVAILABLE
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Trade Magazines
Monthly Newspaper for Hispanic Retailers
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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 DirectoO ry shows you how and most importantly, WHERE. Hundreds of closeout dealers specializing in selling goods often priced as low as 10¢ on the dollar are listed. Retailers, flea marketers, home party plan sellers ...anyone who sells merchandise needs this directory! Clothing • Electronics • Jewelry • Toys • Watches • More! Order No. 4 - Closeout Directory - $29.95
Brand new, exclusive Directory of over 3,400 Independent Dollar Stores located across the US. We provide you with names, addresses and numbers in easy-use, zip-coded order. This long-awaited Directory is updated annually and represents the most comprehensive listing of independents available anywhere at ANY price! 451 Pages! Available in Book or CD Format Order No. 001 Dollar Store Locations (Book) $150.00 Order No. 001CD Dollar Store Locations (CD) $150.00 Order No. 001D Dollar Store Locations (Book & CD) $200.00
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Business Directories
d, How to Fin ker Sell and Bro Surplus and Liquidated Goods
Wholesale Sources Imagine Jam-packed a book with 1000’s putting 1000’s of of wholesale wholesalsources across ers at your the USA fingertips! This is the most accurate and useful resource guide you’ll ever own and refer to daily! • Apparel • Electronics • Fragrances • General goods • Gifts • Housewares • Leather • Jewelry • Novelties • Sunglasses • Watches • Toys and more! No. W1 Wholesale Sources $29.95
Hidden Wealth With this authoritive Directory, you will learn to turn pennies into dollars and get goods dirt cheap ...even free! Written by a retired liquidator, the author shares his well protected secrets and workings of this extremely profitable industry. Learn why those in the business have kept it confidential. You can now have a piece of it. Discover the proven techniques and see why there is no better information anywhere at any price. Everything you need to succeed in this high profit business is right here. Work full/part time from home! Order No. 1-88422-24-2 Hidden Wealth $39.95
Auction Directory This is THE definitive guide to auctions! It not only tells you WHERE all the auctions are (all 50 states) but also HOW to participate in the auction process. Cash in on all government auctions, housing auctions, jewelry, cars, boats and more. Up-to-date information gives you names, addresses and phone numbers! And, unlike other auction websites or programs that require you to purchase updates or subscribe to monthly or weekly pay-per-listing services, once you have this book - You need to buy nothing else! It’s an incredible book you can use minutes after you receive it. Change your life today. Buy a home, car, or indulge in jewelry. Order No. AUC- Auction Directory - $39.95
Jewelry Wholesalers & Manufacturers This exquisite directory will bring the world’s finest jewelers directly to you! Featuring fine jewelry of all types including: • Beads • Diamonds • Gemstones • Gold • Silver • Much More! The suppliers list their names, addresses, websites and specialties. All feature high-end quality jewelry that is sold wholesale for resale. You would have to travel the world over to view the thousands of suppliers listed in this brand new directory. If you are in the jewelry business and looking for new, high quality suppliers, you must order this directory! Order No. FJ $29.95
Holiday Merchandise Wholesalers & Manufacturers
Hobby & Craft Suppliers Guide The crafts industry is one of the hottest-growing segments in the marketplace today. Scrap-booking, painting, needle-crafts and sewing are hobbies that are sweeping the nation. We have compiled the ultimate directory of wholesale suppliers furnishing materials for this huge industry. • Art Materials • Baskets • Beads/ Trim • Ceramics • Dolls • Fabrics • Floral • Holiday • Paint • More! Order No. AC $29.95
Business Directories
Introducing our newest directory that puts the country’s largest suppliers of holiday merchandise at your fingertips. Seasonal merchandise is a mainstay of the industry, but up until now it was hard to locate the thousands of suppliers scattered across the country. We have ended your searching with one directory which includes all types of wholesale merchandise: • Bows • Candles • Cards • Costumes • More Order No. HM $29.95
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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 F O R U M
New for this year is a compilation of BOTH consumer mail order catalogs in addition to business-to-business catalogs in one huge volume! Part one of this incredible collection of mail order catalogs provides the most comprehensive look at the consumer catalog in the industry available anywhere. Over 7,000 consumer catalog companies are listed under 44 various product chapters from Animals to Toys and Games. Catalog size, number of catalogs mailed, sales volume and key executive names are provided for ease in marketing your products to these catalogs. The second part of this directory provides details on suppliers of everything from computers to laboratory supplies; office products to office design; marketing resources to safety equipment. Just about every kind of product or service that a business needs to operate is covered. Order No. 159237-156-6 1,900 pages $350.00
BUCKS FOR BLING
Accessories Sourcing Directory
The comprehensive directory provides you with direct sources for the designing and manufacturing of bags, belts, hats, shoes, gloves. You will find the top companies to help you produce your merchandise directly at their factories. Order No. 121 $150.00
Sourcing For Jewelry Makers Directory Up-to-date and easy-to-use directory solving your jewelry materials sourcing, production and contracting needs. If you are considering your own line of jewelry items this is a must-have in locating materials and factories to produce it. Order No: 122 $100.00
Over 1000 events listed nationally. This book shows fees, attendance and requirements to exhibit at crafts fairs and events. Guide lists events that run through the entire year. Since the discontinuation of “Special Events” this is THE definitive guide to arts and events festivals and fairs. Order No. ABC $24.95
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Business Directories
APPAREL BUSINESS DIRECTORIES Fabrics, Services, Trims A complete and updated guide listing over 2,600 nationwide suppliers of all types of domestic and imported fabrics, trims and notions, plus forecast services, swatch design studios and more for the apparel and design industries. Listings include sales manager’s name, price points, minimums, etc. Fabric and trim manufacturers, converters, jobbers and reps are listed. This sourcebook provides you with MATERIALS and sources to make your own goods. Order No. 0971486735 $135.00
Directory of Brand Name Apparel Manufacturers Updated and easy-to-use directory listing brand-name label manufacturers and importers in the women’s, men’s, children’s and accessory markets. Developed and targeted for store and catalog buyers to shop the apparel and accessory markets easily, there are over 2,800 brand name labels listed, broken down by types of apparel classifications. If you are looking for the SOURCES for brand name goods, this directory is for you. Order No. 0971486751 $135.00
Apparel Contractors (USA Edition) This up-to-date directory solves your production sourcing and contracting needs in the Americas. The sourcebook includes: sewing, cut-n-sew, and finishing contractors and apparel production services from within the U.S., Canada and South and Central America. All factories are sorted by clothing classification and by U.S. state or by country. This directory will help you put your own designs into production. Order No. 0971486743 $125.00
RN & WPL Encyclopedia A comprehensive listing of every Registered Number and Wool Product Label ever issued by the Federal Trade Commission to identify all sorts of goods imported, manufactured and/ or sold in the U.S. Over 126,500 records including contact information for more than 31,500 manufacturers, importers and wholesalers of apparel and textile goods. Listings include where available: RN or WPL number, contact names & titles, street addresses, phone & fax numbers, website & e-mail addresses, type of business and product information. Order No. RN8. Directory $285 Order No. RN8C Directory/CD Combo $475
Apparel Contractors (ASIAN Edition) This up-to-date directory lists apparel and accessory manufacturers, exporters and contractors from countries throughout Asia and the Middle East. All types of woven and knit garments listed and sorted by country, product type, and by brand-name labels they manufacture and export. Factory listings include company info, annual sales, lead times, production capabilities, product types, etc. This directory is a SOURCE GUIDE to find factories to manufacture YOUR own apparel and accessories. Order No.FI 103 $ 150.00
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Apparel Business Directories
Buy Direct From HonG KonG! Why pay more when you can buy directly from the source! These Directories are Importers Guides that will show you, in full color, who the sources are, what products they sell and how to collect them. Discover the tremendous profits you can make by eliminating the middleman and buying directly from Hong Kong manufacturers who will sell to you at factory prices—and — —and increase your bottom line! Importing is easy! There are no expensive courses needed, no association or clubs to join, no hidden costs. Once you receive your Directory you’re ready to start buying directly. All you need to do is mail or fax your catalog and price list request.
Leather Goods
• Belts • Hats • Gloves • Shoes • Handbags • Suitcases • Briefcases • Sportbags • Cosmetic bags • Wallets Order No. 109... $29.95
Household
• Appliances • Furniture • Craft Items • Lamps • Fans • Kitchenware • Cookware • Hardware • Alarms • Timers • Luggage • Bar Accessories • Bathroom Items • Gardening Order No. 110...$29.95
Packaging
This directory is a resource guide of all types of boxes for watches, jewelry, glasses, toys, pen sets and more. Also includes shopping and custom made displays and boxes. Order No. 121...$29.95
Fabrics & Accessories
• Piece Goods • Textiles • Haberdashery • Design/Styling • Equipment • Packaging/Labeling. Order No. 122...$29.95
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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
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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
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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
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F O R U M
FORUM PUBLISHING CO. 383 E. Main St. Centerport, N.Y. 11721 T: 631-754-5000 F: 631-754-0630 E: ForumPublishing@aol.com
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