Retailers Forum Magazine - November 2020

retailers VOL. 40 NO. 7 NOVEMBER 2020

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

Page 2 NOVEMBER 2020 | RETAILERS FORUM MAGAZINE

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

Gertex USA | 9 Densley Ave, Toronto ON M6M 2P5 Tel: 416 241 2345

|

www.gertexusa.com

RETAILERS FORUM MAGAZINE | NOVEMBER 2020 Page 3

Want More Info? Circle #07 on page 11 • www.Vendor411.com

Page 4 NOVEMBER 2020 | RETAILERS FORUM MAGAZINE

This is a Buying Guide for

RETAIL STORE OWNERS

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

HOW TO USE THIS DIRECTORY ☛

Locate the products that interest you.

See our product directory located on pages 6 & 7.

☛

Make direct contact with advertiser.

Most will have catalogs and price lists for you.

☛

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

CLICK ON BANNERS IN SELECT ADS Want More Info? Circle #09 on page 11 • www.Vendor411.com

TO GET FREE CATALOGS/PRICING

FORUM PUBLISHING COMPANY

CONTACT US: TEL: 1-800-635-7654 383 East Main Street, Centerport, NY 11721 FAX: 631-754-0630 Email: ForumPublishing@gmail.com www.RetailersForum.com RETAILERS FORUM MAGAZINE | NOVEMBER 2020 Page 5

ADVERTISERS INDEX Sell to over 60,000 stores through Forum

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

631/754-5000

PROFITS! Every Day’s A Treat!

COSTUMES ARE YEAR ‘ROUND MONEY MAKERS! WHOLESALE Costume Club

100’S IN STOCK All Occassions

Fast Same Day Shipping Flat Rate Delivery

www.USACostumers USACostumers.com See our ad on page 26

Light Up Without Lighting Up! Electronic Cigarettes

LIGHT E CIG Full Service Wholesaler • We Ship Worldwide

• Disposables • Atomizers

• Kits • E-Cig Batteries

• E-Liquids • E-Cig Accessories

see our ad on page 65

H2 E-Cig Round Mouth Atomizer $1.85

5mL Bottle E- Liquid E-Juice for E-Cig $1.30

E-Case w/2 Cigarettes + 1 USB Charger $10.50

Always Be Fashionable 1 cig, E-Cig kit Includes USB, 10cartridges, Wall, Car Chargers $6.50

SHISHA Zero le Nicotine Disposab E-Cig $3.45

FASHIONABLE SALES Round Mouth E-Cig Set 3.5ml Atomizer w/Coil Heads $3.83

See our ad on Pg 23 www.Lightecig.com We Dropship - Distributors WanteD • Scroll website to bottom - Click on WHoLESALE

CREDIT CARD PROCESSING

www.NOAMB.com

BLING IT ON! HipWholesale.com

Start.

Grow. Page 31 Repair.

SMALL BUSINESS CONSULTING

Our specialty is helping small and mid-sized businesses achieve success.

Contact us for free consultation.

1-800-433-7002

NOVEMBER 2020

DRESS UP FOR

ADVERTISING

PALLETFLY . . . . . . . . . . . . . . . . . . 19

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

RAMSONS IMPORTS . . . . . . . . . . 04 SWEET WHOLESALERS . . . . . . . . 47

APPAREL

TOP TEN WHOLESALE . . . . . . . . . 89

1 STOP WHOLESALE . . . . . . . . . . 17 BLANK TEES . . . . . . . . . . . . . . . . . 70

BOOKS

BOUTIQUE CLOSEOUTS . . . . . . . 85

AUCTION BOOK . . . . . . . . . . . . . . 82

CLOTHINGWARE . . . . . . . . . . . . . 63

BUYERS CONTACTS . . . . . . . . . . . 81

DD BULK . . . . . . . . . . . . . . . . . . . . 24

CLOSEOUT DIRECTORY . . . . . . . 84

FASHIONABLE SALES . . . . . . . . . 23

HIDDEN WEALTH . . . . . . . . . . . . . 80

FLIRTY WHOLESALE . . . . . . . . . . 28

TRADE BOOKS . . . . . . . . . . . . 90-96

GERTEX . . . . . . . . . . . . . . . . . . . . . 03 HEAVENLY SUITS . . . . . . . . . . . . . 16 SCARF WAREHOUSE . . . . . . . . . . 75 STYLE IN FASHION . . . . . . . . . . . . 16 STYLISH PLUS . . . . . . . . . . . . . . . . 67 T SHIRT REP . . . . . . . . . BACK COVER UIN DEALS . . . . . . . . . . . . . . . . . . . 71 UNIVERSE WHOLESALE . . . . . . . 61 USACOSTUMERS.COM . . . . . . . . 26

ASSORTED ITEMS AUCTION FINDER . . . . . . . . . . . . . 52 BEAN WHOLESALERS . . . . . . . . . 68

CANDY SWEET WHOLESALERS . . . . . . . . 47

CELLULAR CELLCITY.BIZ . . . . . . . . . . . . . . . . 37 WHOLE-CELL . . . . . . . . . . . . . . . . 55

COMPUTERS REFURB SHOPS . . . . . . . . . . . . . . . 24

CONSUMER ELECT. FIND IT CHINA . . . . . . . . . . . . . . . . 51

ForumBA.com

DINO DROPSHIP . . . . . . . . . . . . . .25

Does anybody read these?

EVERYTHING CLOSEOUTS . . . . . 40

CREDIT CARD

EZ DROPSHIP . . . . . . . . . . . . . . . . 18

PROCESSING

GET THAT WHOLESALE . . . . . . . . 88

EXP MERCHANT . . . . . . . . . . . . . . 34

MEGA UBID . . . . . . . . . . . . . . . . . . 50

NOAMB . . . . . . . . . . . . . . . . . . . . . 83

info@ForumBA.com • www.ForumBA.com

Ad on Page 26

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

Congratulations to

BEACH RETREAT Northport, NY

DOBA DROPSHIP . . . . . . . . . . . . . 53

$4.50 Each

#1

BUYING GUIDE FOR RETAIL STORES! DISPLAY/SUPPLIES & SERVICES

E-CIGARETTES &

CC WAREHOUSE . . . . . . . . . . . . . .86 E-STORE BUILDERS . . . . . . . . . . . 38 E STORE SIGNS . . . . . . . . . . . . . . . 43

3pc Magnet $5.25 Each

Advertise in Metal Sign 12”X18” $5.75 Each

$15.50 Each

CARTOON CONCEPTS . . . . . . . . . 54 SMOKE SHOP ITEMS Garden Flags 3’x5’Embroidered Flags $14.00 Each WindSocks 48.00 dz

$48.00 dz

View our 148 page Catalog online !

GLOWING . . . . . . . . . . . . . 49 Min.Order HEAVENLY . . . . . . . . . . . . . . . . . . 36 COOL $42.00 dz www.RIOhio.com $150.00

LIGHT E CIG . . . . . . . . . . . . . . . . . . 65 FUN FACE . . . . . . . . . . . . . . . . . . . . 02 Belt Buckles $18.00 dz NOVELTY SELLER . . . . . . . . . . . . 39 $36.00 dz LOGIC WHOLESALE . . . . . . . . . . . 57 Hat Pins $6.00 dz

BUSINESS BOOKS

Metal Sign $4.75 each

5” Patches $36.00 dz

FOOTWEAR

$39.00 dz

Tri-Fold $5.00 Each

$36.00 dz

See Page 9

12”x18” Metal Sign $5.25 each

$18.00 dz $9.00 dz

AVVO . . . . . . . . . . . . . . . . . . . . . . . 66

NOVELTIES

SNEAKER CLEARANCE . . . . . . . . 29 Leather Wallets $5.50 each

www.BizBooks.org 8” x 12” Metal Signs PPE SUPPLIES $39.00 dz

PPE STOCKROOM . . . . . . . . . . . . 22 Metal Plates

$36.00 ut/72pcs

$27.00 dz

$48.00 dz

R/C & TOYS

$21.00 dz

$4.00 each HANDBAGS 8” x 12” Parking Sign $18.00 dz Magnets 3”x8” $18.00 dz RC VARIETY . . . . . . . . . . . . . . . . . 45

$36.00 ut 72 pcs

sold by the

$30.00 dz

E-STORE SITES . . . . . . . . . . . . . . . 44 BAG CLOSEOUTS . . . . . . . . . . . . . 21 Leather Bracelet $18.00 dz SOARING RC . . . . . . . . . . . . . . . . . 20 FB CAMPAIGNS . . . . . . . . . . . . . . 56 BAG VENDORS . . . . . . . . . . . . . . . 18 Playing Cards $18.00 dz FORUM ADVISORS . . . . . . . . . . . .26 FUNDING OFFICES . . . . . . . . . . . . 46

Garden Flags $48.00 dz

12”x18” Metal Signs $5.50 Each

$15.00 dz

Accept Credit Cards At Your Business.

EXP Merchant $6.00 dzSee HatPage Pins Also 34 Giganticdozen!

Selection of Variety Goods

12” Metal Signs $5.00 Each

SPECIAL FEATURES $15.00 dz $24.00 dz

RAMSON’S

Best Friend Necklace $24.00 dz/sets

FORUM Belt Buckles $7.00WORKSHOP . . . . . . . . . . 32 Each HOME & HOUSEWARE Metal Signs $42.00 dz $24.00 dz

36 pcBiker Ring $39.00 unit

See our Ad on Page 04

$5.50 Each

READER RESPONSE . . . . . . . . . . . 11 KWIK INC . . . . . . . . . . . . . . . . . . . . 62 DAKOTA STEEL ART . . . . . . . . . . . 13 Patches $18.00 dzRETAILING NEWS . . . . . . . . . . . . . 14 DROPSHIP TO PROFITS! 3’x5’Embroidered Flags Belt Buckles REP . . . . . . . . . . . 28 $21.00 dz PAYROLL HELPER . . . . . . . . . . . . 30 MERCHANDISE 1ut/5 dz Mood Rings $33.00 unit Tri- Color Necklace $18.00 dz $14.00 Each $36.00 dz WHAT’S HOT . . . . . . . . . . . . . . . . . 12 PROMOTIONAL REWARDS . . . . 30 RUG PROFITS . . . . . . . . . . . . . . . . 27 PROTECTION PLANS . . . . . . . . . . 76 RETAILERS BANK . . . . . . . . . . . . . 64 SALES GROUP BAGS . . . . . . . . . . 60 SETON SIGNAGE . . . . . . . . . . . . . . 87 VACATION PROMO . . . . . . . . . . . 74 WHOLESALESOURCES.COM . . . . . .

INSIDE BACK COVER

RUSH SUPPLIERS . . . . . . . . . . . . . 48 SWANSON PRODUCTS . . . . . . . . 15

JEWELRY/ ACCESSORIES

TRADE SHOWS ASD VEGAS SHOW . . . . . . . . . . . . 33 TMC SHOWROOM . . . . . . . . . . . . 16

631-754-5000

VIDEOS & DVD’S

BODY CANDY HQ . . . . . . . . . . . . . 41

HIPWHOLESALE . . . . . . . . . . . . . . 31 WATCH DEALERS . . . . . . . . . . . . . 20

DINO DROPSHIP . . . . . . . . . . . . . .25 JEWEL CLEARANCE . . . . . . . . . . . 58 DOBA DROPSHIP . . . . . . . . . . . . . 53 JEWELRY MINERS . . . . . . . . . . . . 79

WIND SPINNERS Sells Like A Breeze!

DAKOTA STEEL See Our Ad on Pg. 13

WATCHES & CLOCKS

CLOSEOUTS FOR SALE . . . . . . . . 35 TIME WHOLESALERS . . . . . . . . . 59

DROPSHIPPERS

WHOLESALERS:

Increase Your Sales

By Advertising Here!

BLING WHOLESALER . . . . . . . . . 69 DVD BUNDLE . . . . . . . . . . . . . . . . . 72 BUND JEWELRY . . . . . . . . . . . . . . 73

1000’s of Items See our ad on page 53

VISIT FORUM ON THE INTERNET View our latest books at

www.bizbooks.org

WE HAVE BUYERS

WEDDING ITEMS Databases for ALL Industries

EZ DROPSHIP . . . . . . . . . . . . . . . . 18 SHAKE WHOLESALE . . . . . . . . . . 42 SMARTEST BARGAIN . . . . . . . . . .22 www.BuyersContacts.com

ADVERTISING INFORMATION www.

reta

ilers

foru

m.com

NO. 2 VOL 28 2008 JUNE

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

Active Buyers with our Print Readership Plus over 265,000+ Page Views Monthly Online Reach ✔ ✔ ✔ ✔ ✔ ✔ ✔ ✔ ✔ ✔ ✔ ✔ ✔

Apparel and Accessory Stores Card and Gift Stores

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

Discount and Dollar Stores

and services. Many of our readers are located in rural

Distributors and Jobbers

areas where access to merchandise is difficult, making our

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

magazine indispensable to their buyers.

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

In addition to your print ad, your company will be featured in our digital on line monthly version at www.RFmagazine.com. Our online magazine produces over 265,000+ page views monthly for our advertisers,

Sporting Goods Stores

which is in addition to our print and mail distribution.

Variety Merchandise Stores

Your online ad will link to your website and email

Wholesalers

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

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

Page 8 NOVEMBER 2020 | RETAILERS FORUM MAGAZINE

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

TOP INDUSTRY TRADE SHOWS 2020

retailers

JANUARY

Atlanta Gift Fair Los Angeles Market Week Minneapolis Gift Show Philadelphia Gift & Variety Show Seattle Gift Show FEBRUARY

ADVERTISING RATES AD SIZE

1 ISSUE

3 ISSUES

6 ISSUES

12 ISSUES

› Page

$400

$300

$275

$250

¼ Page

$525

$425

$400

$350

½ Page

$625

$525

$500

$450

Full Page

$850

$750

$700

$650

2 Pages

$1,350

$1,250

$1,150

$1,050

Charlotte Gift Show Louisville Gift Show Magic Sourcing Show New York Toy Fair Off Price Specialist Show Rocky Mountain Gift Show St. Louis Gift Show MARCH

Prices shown per month, above rates include full color printing

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

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 >>

✔ ✔ ✔

Monthly print and mail magazine Online magazine and search marketing Distribution at top trade shows

Printed Magazine • Your ad is featured in our printed magazine circulated to buyers across the USA. Includes distribution at industry’s top trade shows.

Complete Digital Magazine • Your ad runs on-line at www.RFmagazine.com • Over 265,000+ 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!

APRIL

Charlotte Gift Show Hawaii Merchandise Expo Minneapolis Gift Show Northern Michigan Gift & Souvenir Show MAY

Las Vegas Licensing Show New Orleans Gift & Jewelry Show Off Price Show NY JUNE

ADVERTISING SPECS › Page: ¼ Page:

ASD Marketweek Las Vegas Show Atlanta Spring Gift Show California Marketplace Dallas Apparel & Accessories Show Greensboro Gift & Jewelry Show Norton’s Gift & Variety Show

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 • Saturation marketing coverage on our new wholesale portal: www.wholesalesources.com

Charlotte Gift & Variety Show Dallas Gift & Variety Show LA Fashion Market Minneapolis Gift Show Norton’s Gift & Variety Show JULY

Atlanta Gift & Home Furnishings California Marketplace Oklahoma City Wholesale Show Philadelphia Gift & Variety Show AUGUST

ASD Market Week Biloxi Wholesale Show Louisville Gift Show Minneapolis Gift Show Off Price Specialist Show New Orleans Gift & Jewelry Show Rocky Mountain Gift Show St. Louis Gift Show Toronto Gift Fair SEPTEMBER

Asia America Wholesale Show Charlotte Gift & Variety Show Dallas Home & Gift Show Hawaii Gift Show Norton’s Gift & Variety Show Philadelphia Candy & Gift Show Rocky Mountain Gift Show OCTOBER

Dallas Apparel & Accessories Show Florida Jewelry & Resort Show Greensboro Gift & Jewelry Show Las Vegas Souvenir & Gift Show Minneapolis Gift & Variety Show Additional Shows TBD NOVEMBER

Gatlinburg Gift Show Hawaii Merchandise Expo New Orleans Gift & Jewelry Show Norton’s Gift & Variety Show Ocean City Gift Show Smoky Mountain Variety DECEMBER

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

FROM THE

PUBLISHER

More Thankful Than Ever!

I am writing this month’s message around two to three weeks before you will be reading this which makes it difficult to be as timely as I’d like. I don’t have a crystal ball and can’t depend on the polls so I have no idea of who won the election earlier this month. Not even sure if the election results have all even been counted yet!

THERE are some things that transpired this week that I think are very interesting because they’ve had such an effect on our businesses.

The lockdowns! While many of our readers are in cities and states that have allowed them to reopen months ago, in cities like mine we have been under lockdown since March.

Aside from all types of businesses suffering, many have closed down, never to reopen.

THEN this week we hear a report from the medical experts, the scientists who we’re lectured to obey, that they are now saying the lockdowns originally ordered may not be as effective as they touted. May not be effective? In the meantime we have not only lost thousands of businesses but many lives. Lives lost not to covid but because of substance abuse, depression and suicide, medical ailments that had gone untreated. It is an abomination and has effected all of our businesses and families.

SO here we are now. Whoever won the presidential election doesn’t have a time machine to bring back the entities and people we have lost. In the early days of the pandemic we understood our lack of knowledge about it and erred on the side of caution. But months later, we find that the cure the scientists forced on us may very well have been worse than the disease. Smart people know that and smarter people who govern us loosened things up in some areas which saved livelihoods and life.

WE have a resilient industry in retailing and wholesaling. We have weathered many storms in the past but none as voracious as this one. Along with our peers we have stepped up our efforts to support those in our community. Our company has worked with all of our advertisers and readers to help them through these times.

NO matter where we are today while you are reading this article, we all share one common thought – thankfulness and gratefulness to each other, our families, healthcare workers and everyone who stood together to find ways to carry on.

THERE is no better time than Thanksgiving, an actual holiday dedicated to just being gracious and thankful to reflect on where we have been and where we are headed.

Politics, social causes and everything else aside, America and its people are among the greatest in the world. Our industry is a melting pot of all ethnicities, races and origins of hard working people all wanting the best for themselves and their families.

WHILE we don’t have the all-clear yet we certainly have a better set of instructions to follow then back in March. I am sad for those businesses lost and the lives lost. It shouldn’t have happened. My prayers this Thanksgiving is that we can all rebound better than before and forge ahead healthy and prosperous as we were prior to this tragedy. I remain thankful and humble to be able to continue to serve our clients and wish the best for you and your families this holiday.

We have one more month of sales after this to recoup as much as we can before the New Year. Let’s work together to make this holiday season as festive and prosperous as only we can.

>> ON-LINE SOURCING

RETAILERS FORUM SALES & MARKETING Gregory Brown Tom Richards Scott Savitt Martin Stevens OFFICE MANAGER Leah C. PRODUCTION Lisa Maresca-Smith CREDIT DEPARTMENT Kristine Hines CIRCULATION Discount Reading Svc. LITERARY STAFF Patricia Luebke Jason Meyers Rachel Spearman COLOR PRODUCTION Anchor Imaging PRINTING Composing Room ART DIRECTION Gregory Stevens Martin Stevens OVERSEAS OFFICE Trade Channel N.W. Guineastr 30 2022 PA Haarlem Netherlands +31-23-531-90-22 Published Monthly by: Forum Publishing Co. 383 East Main Street Centerport, NY 11721 Tel: 631/754-5000 Fax: 631/754-0630 forumpublishing@gmail.com

www.retailersforum.com

39

Years

1981-2020 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 $75/year USA, $125/year foreign.

Entire contents copyright ©2020 by Forum Publishing. Publisher assumes no responsibility for contents herein. First and third class postage paid at Centerport, NY. Bulk mail paid at NY, Brookfield, WI and Hooksett, NH under private mail indicia via publication mailing.

retailers

Reader Response FREE PRODUCT INFORMATION FROM OUR ADVERTISERS Have our advertisers contact you directly!

Simply select the advertisements that interest you and fax this form to 631-754-0630 or fill in on-line at www.Vendor411.com

APPAREL & ACCESSORIES

HOME & HOUSE

❒

❒

All Advertisers in APPAREL

❒ 14. Gertex

❒ 23. Dakota Steel Art

❒ 28. Style in Fashion

CREDIT CARD PROCESSING ❒

All Advertisers in CREDIT CARD PROCESSING

All Advertisers in HOME & HOUSE ❒ 09. Swanson Products

NOVELTIES

❒ 38. EXS Credit

All Advertisers in NOVELTIES

❒ 68. NOAMB.com

❒ 10. Fun Face

❒

GENERAL & VARIETY

WESTERN ACCESSORIES

❒

❒

All Advertisers in GENERAL & VARIETY

❒ 15. Palletfly

All Advertisers in WESTERN ACCESSORIES

❒ 07. Ramsons

❒ 33. JR Palacios

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 ______________________

THANKFUL RAMSON’S IMPORTS, INC. FOR RAMSON’S www.RIOhio.com For more information, contact:

(614) 846-4447

FAX:in (614)any 846-4809 THERE are few companies industry who have weathered every www.RIOhio.com Email:info@RIOhio.com Min.Order storm and remained strong and steadfast.

Ramson’s Imports has been 1-614-846-4447 View our 148 page Catalog online ! operating $150.00 for decades and because of their great experience in the www.RIOhio.com wholesaling industry coupled with knowing how to treat clients, they are stronger than ever!

3’x 5’ Flags $2.50 Each WITH a product catalog that is almost$42.00 150dz pages of top selling, well Min.100 pcs priced merchandise, you will find everything to sell at your variety store or online site here at Ramson’s.

Knitted Caris Flagbest known for their large selection of 3x5 flags at the THE company $30.00 dz Sign with Rope incredible price of $2.50Wood each.

Thousands of retailers across the country $5.50 Each profit monthly by stocking up on some of the most popular flag motifs Metal Sign available. $15.50 Each 12”X14” $4.75 Each Visit their website and you will agree that Ramson’s is one of the best resources your business will ever have!

5159 Sinclair Road ,Columbus ,OH 43229

For more information, contact: 3’x5’ 2 Sided Embroidered Flags www.1StopWholesale.com $14.00 Each

WindSocks $48.00 dz

CHIC FOR CHEAP $48.00 dz

OVER the years 1 Stop Wholesale has provided boutique owners and online fashion sellers with the latest trendy merchandise at the best prices to be found anywhere. Their buying expertise ensures that you are getting the trendy goods at the best prices which makes your business Sexy Women $39.00V‐neck dz a leader in fashion.

8” x 12” Metal Signs $18.00 dz Lace Babydoll Metalall Plates THE company offers sizes, styles and colors with NO minimum $39.00 dz Mesh Chemise $27.00 dzfill your racks with a variety look no further. order.

If you want to really Hat Pins $6.00 dz Sleepwear If you wnat to offer huge variety in your online store, look $6.00no dz further!

Open Back $18.00 dz Lingerie Plus this great company will also dropship merchandise directly to our Hat Pins Also $ 5.92 customers and will do that around the world! $9.00 dz sold by the FOR the largest selection of apparel, since 2005,. visit 1 Stop Wholesale Metal Sign dozen! for just 5” Patches today and check out this month’s special Ladies Chemise Lingerie $4.75 each 12”x18” Metal $36.00 dz $5.92.Sign Easy $20-$25 retailer all day long. $5.25 each Leather

For more information, contact:

Wallets $5.50 each

GOING, GOING...

$30.00 dz

WindSocks $48.00 dz

www.Forum123.com Belt Buckles Tel: 1-631-754-5000 $45.00 dz WE all need great resources to buy from and many have turned to

$42.00 ut 72 pcs

Magnets 3”x8” $18.00 dz

$24.00 dz Beanies $36.00 dz

$48.00 dz auctions to find products and goods to profit from. Forum Publishing is Buckles Directory that is a complete guide proud to present the AuctionBeltBuyers on the how-to’s and where$39.00 to dzparticipate in public and government auctions across the USA.. $36.00 dz UNLIKE other auction publications where you have to continually $15.00 dz buy Patches sources from them, this one directory has all of the information in one $21.00 dz $12.00 dz $16.50indzit’s entirety.

Metal SignYou are given info place and on how to participate in land, $9.75 Each jewelry, general merchandise, livestock $60.00 dz auctions and others along with the resources to contact to get on the buyers lists...free. The book is in print or PDF format for just $39.95.

Metal Signs $3.75 Each

Visit Our New Monthly What’s Hot online at: www.HotProducts.biz • Get listed: 800-635-7654 Page 12 NOVEMBER 2020 | RETAILERS FORUM MAGAZINE Garden Flags

Best Friend Necklace $24.00 dz/sets

36 pc Biker Ring $39.00 unit

Dakota Steel Art Lifetime Rustproof Warranty “Enjoy The Wind”

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Solar Light included

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RETAILERS FORUM MAGAZINE | NOVEMBER 2020 Page 13

Dollar General Adding Upscale Stores

DOLLAR General is a more unique dollar store than others. In addition to carrying items for a dollar they also have a full line of merchandise that goes well beyond the one dollar price point. The store is a go-to for many shoppers looking for food items, household and over the counter medications, etc. The company just announced that they will be opening a new series of stores in the hope to attract more affluent shoppers who are also seeking good deals.

THE new concept stores will be known as Popshelf which will feature accessories, decor, cosmetics, household supplies, party goods and more - with roughly 95% of the items retailing for $5.00 or less.

ACCORDING to recently released news, the first two locations will each be around 9000 square feet will open up in the Nashville, TN area in Hendersonville and Clarksville. The company’s plan is to launch roughly 30 more units in various cities across the United States by the end of the 2021 fiscal year.

THERE has always been a great success with the Dollar General format and the company feels that they have leveraged robust consumer insights to create a unique store they believe will resonate with new customers, while providing Dollar General with even more opportunities for growth in the years ahead.

THE new Popshelf outposts are expected to house some of Dollar General’s private label merchandise. The Tennessee based retailer shared that its initial targeted customers for this new retail concept are primarily women and located in diverse suburban communities with total household income ranging from $50,000 to $125,000.

BUILDING on the success, learnings and insights from Dollar General’s non-consumables initiative, the Chief Merchandising Officer is excited to start this new concept. Each store is expected to create up to 15 new jobs as well, which is always great for the local economy.

PERHAPS the move was pushed forward also by the new expansion of Five Below stores, a specialty retailer also selling merchandise below the $5 price point.

Clothing Trade-In At H&M

THE apparel retailers are having a really tough time and H&M is no different. The Swedenbased retailer is giving consumers at its Stockholm store the option to turn in used garments that it will then transform into one of three different clothing items. They will clean it and put it into a machine called Looop which disassembles it and shreds it into fibers that are used to create new clothing. This effort comes to alleviate the growing problem of clothing waste.

THE machine turns your old garment into yarn which can then be used to make new clothing.

PERHAPS this is a viable idea or at the least it creates awareness about clothing and fabric waste. H&M has long been criticized for creating disposable clothing, meaning it goes out for a season and then gets tossed. The Looop machine is interesting and perhaps a good PR entity, but maybe donating the clothes to the needy is an idea.

For Late-Breaking Industry News Visit: www.RetailersForum.com If It Affects Retailing We Report On It! Page 14 NOVEMBER 2020 | RETAILERS FORUM MAGAZINE

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RETAILERS FORUM MAGAZINE | NOVEMBER 2020 Page 15

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forumworkshop

Starting Your Own

STARTING YOUR OWN

Business BUSINESS Credit & Collection Don’t Give Credit Unless You Know You’ll Be Paid The rule for retailers is: Donʼt let it out of the store until it is paid for. Donʼt listen to stories.

Get identification for checks and double check signatures. In service, supply, or wholesale business, you can expect to deal with time payments. Why canʼt you just ask for cash up front? You can, but in many industries, credit has become the norm. You will be able to increase your clientele if you do extend credit.

Retailers have the benefit of charge-card companies to extend credit and take the risks.

Other businesses have to extend their own credit and do their own collections. Typically, the customer will receive the product before you receive payment in full. Extending credit is dangerous; be careful how you do it.

Both Fred and Edna decided they didnʼt want to “do collections.” They said they didnʼt want to offend anyone, or lose customers or friends.

People who donʼt pay their bills arenʼt customers, certainly not friends. Theyʼve gotten what they came for – something for nothing – and they wonʼt be back unless you allow them to take more for the same price. Make certain you collect the money your customers owe you.

My rule, as owner of Midnight Oil Typesetting, was simple: I never gave credit to anyone unless I could personally walk to their office and sit there until I collected payment. In five years of doing business, I was the victim of two criminals (one spent time in jail; the other is under investigation by the SEC for fraud), one bounced check, and two walk-aways. A walk-away is someone who places the order and never returns to pick up the “custom made” merchandise. In a service business this is a danger because you canʼt, for example, take stationery apart and put the paper back on the shelf for another customer to buy.

Detecting The Non-Payers Some people who own new businesses get so focused on getting a signature on a sales agreement that they forget to ascertain their chances of getting paid at a future date. There are ways to tell if someone doesnʼt intend to pay you. You canʼt always tell. But here are some guidelines for businesses that extend credit to their customers in the normal course of doing business. continued...

Page 32 NOVEMBER 2020 | RETAILERS FORUM MAGAZINE

February 28 - March 3, 2021

RETAILERS FORUM MAGAZINE | NOVEMBER 2020 Page 33

forumworkshop FORUM WORKSHOP A signature on a sales agreement is not necessarily a “sale.”

Some business owners who think otherwise find themselves working a lot of hours trying to collect on their receivables.

Why? Because a “sale” is not a signature, but a contractual agreement between you and your customer to exchange goods for money at a specified point in time. If you have not explained that to your customer, you may have

gotten a signature but you never got the “agreement,” and you have given your client a reason (an excuse) to not want to pay you.

I saw a parade of salespeople pass through our publishing office with fists full of paperwork. But those clients never agreed to pay for an ad; they had been high pressured or sweet talked (a few thought theyʼd get a date with one of our salespeople) into signing a piece of paper. They started to rehearse reasons not to pay the moment the salesperson left the office. My favorite is: “Iʼve run the ad one month and havenʼt gotten any calls.” Does this sound familiar? Refer back to how advertising works. Make certain you and your sales force tell your clients what they are buying. Did you promise calls? If so, you deserve not to get paid. You canʼt promise that. continued..

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forumworkshop FORUM WORKSHOP You can only promise exposure and potential increase in sales. Furthermore, not everyone calls before they visit a store. Not every caller will say: “I saw your ad in such-and-such a magazine.” If you are selling something as intangible as advertising or promotion, be careful what you promise. Be even more careful about what your salespeople promise if they are paid on commission.

any supply business. Make certain the customers are involved in the production process so the finished product (i.e., letterhead) looks as they expect it to. Make certain the piece goods you deliver are identical to your salespersonʼs sample. This is the first step in gaining “agreement.”

Keep promises about time. If you plan to deliver the product in two Deliver What the days, donʼt promise Customer Expects, one, then apologize When it is Expected for the delay. Customers appreciate If you sell something more tangible, like paper honesty, even if you to a print shop or stationery to an individual, are under-optimistic. make certain that what you deliver is what the customer expects to receive. This applies to

continued...

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forumworkshop FORUM WORKSHOP If you say three days(to give your equipment have a hard time, and it will cost you a great time to break down and be repaired) and the deal to collect money that should only require a customer gets delivery in two, youʼre a hero. phone-callʼs worth of effort on your part. Simply Promise two days and have the machine break say, “Now, you agree to pay me $____ in thirty down, and youʼre a jerk. Give yourself a realistic days, that is January 5th” (use a calendar as a amount of time for production, plus a day for visual reinforcement if possible). Get a verbal breakdowns and emergencies, then deliver on agreement (“Yes.”) “Then Iʼll receive payment time. on the 5th.” (“Yes.”) “Good. If you forget, Iʼll call to remind you.”

Make certain, when you get the contract signed, that the customer understands both what he or she is purchasing and that you expect to be paid. How do you do this? Say it.

Donʼt ask anyone to “read the (fine) print.” They may or may not do so. They may or may not understand what they have read. Fine print is what a lawyer requires for a court battle. But if PLATFORM you have not gained understanding and agreement at the point of sale, your lawyer is going to continued..

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forumworkshop FORUM WORKSHOP Write down the dates on your own calendar and on the agreement or invoice. Then do what you said you would do. If the check does not arrive on the 5th, call and say, “You agreed to pay me today. Iʼll be over to collect at 3:00 pm.” You should not get any discussion if you went through the process correctly. My dates and numbers are arbitrary except for the collection time. Three pm is good because it gives your client time to find the paperwork, have a check written, and get it signed by any number of people. If you wait until later in the afternoon, people start to go home.

REMEMBER TO WHOM YOU’RE SELLING Which leads us to another factor about successful collections: whom you sell to.

This all should sound obvious, but itʼs surprising how many people overlook the obvious because of fear. Fear of not making the sale. Fear of losing a friend. Fear of talking.

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forumworkshop FORUM WORKSHOP So many people get busy getting contracts signed that they forget the process of selling.

The process – it bears repeating – starts with you explaining what youʼre selling and its value to a potential buyer. The middle of the sale occurs when that person agrees to the itemʼs value and expresses his or her willingness to pay for it(immediately or over time). And the end (or “close”) is when you collect payment in full for merchandise delivered. Sometimes salespeople quit when they get past the first step. Thatʼs the easy part. It requires less effort and no understanding to get a signature.

So how can you tell if you are dealing with agreement, and ability and willingness to pay.

Ability to pay and willingness to pay are different but related. Ability means that the debtor has the money with which to pay you. Willing-

ness means he or she is motivated to pay you.

Those who are willing may or may not be able.

Those who are able may or may not be willing.

You have to ascertain if your clients are both.

By selling correctly – getting agreement and understanding – you will establish willingness. If you are selling on a contract and granting (inhouse) credit, it is up to you as a creditor to determine your debtorʼs (clientʼs) ability. Whether you have a credit application or you simply grant credit to anyone who signs your sales agreement, you can ask certain questions to help determine credit-worthiness. continued..

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forumworkshop FORUM WORKSHOP LENGTH OF TIME IN BUSINESS New business should pay cash. Most new businesses are undercapitalized because the owners had to spend more then they anticipated. A few planned and knew what to expect; nevertheless, a first year in business is precarious.

Frequently, new retailers spend a great deal of money remodeling the interior of the store and purchasing office furniture. Statistically, a business less than a year old has a high chance of failure. The odds improve in years two through five. So, as you make the sale, you should determine ability to pay by asking your client some questions that will let you know what to expect, without causing negative feelings.

Leaving your role as a salesperson and become a curious, interested, supportive fellow business person. Questions like: “How are you doing?” “How did you get started? Iʼve always thought that would be such an interesting business,” and “What did you do before this?” will help you to determine your risk. Then listen carefully. If the answer is: “I worked for a Fortune 500 company and got tired of bureaucracy, so ...” that person probably has money in the bank and some ideas about how to operate a profitable business, as well as the ability to sell and manage.

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forumworkshop FORUM WORKSHOP Good risk. If the answer is: “I just wanted to work for myself, and going into this business sounded fun, and cheap to start ...” get cash.

People who havenʼt given going into business much thought are not good credit risks. They will cause you grief if you let them. They are, typically, unrealistic and not prepared for hardships. They give up easily and leave creditors holding their receivables.

them. These people make marginal risks. Just keep their payments current. Make certain you are paid on time by all your creditors, and donʼt do new work until old work is paid for in full.

People who have owned profitable businesses before are a better risk than those who are tying for the first time. Even people who have failed in businesses that have operated for a number of years are better risks than those who have never tried. They should have learned a lot. If they come back for more, they plan not to make the same mistakes twice. Some people make careers of starting new businesses and selling

LOCATION People with storefronts or offices are better risks than those with post office boxes or those who work from home.

continued..

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forumworkshop FORUM WORKSHOP I made it a rule never to extend credit to anyone ice businesses. In fact, any business that has who didnʼt have a place of business. It is too had to complete its interior space, starting from easy just to give up if you have not invested in the walls out, is at a high risk. The restaurant a place. I assumed that these people were that moves into the already decorated space going to see if being in business worked; they (after the original owner failed) is at a distinct were not necessarily going to work at being in advantage but still is a high risk. (This does not business. include franchises, since you have to have a lot of capital to purchase one. Franchises are an New restauexcellent credit risk.) rants are one of the highest risk PAYMENT HISTORY businesses of all. The start-up I never gave credit to a new client, except some costs for interior I inherited from my partner Fredʼs print shop. decorating and After I received payments in full, on time, for a equipment are year, if someone asked me, I considered how enormous comwell I knew that person and what I thought pared to most about his or her character. retail and servcontinued..

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Page 49

forumworkshop FORUM WORKSHOP Obviously, people who come in once a year are hard to judge. But those customers who came in regularly – monthly or weekly – had given me ample opportunity to “Chit chat” and form an impression. If I thought them to be honest and running a sound business, I extended credit. If not, I just said, “No.” You have to get past the fear that refusing someone credit will lose you business. They may not do business with you, but you have not lost. Just tell yourself to let them go steal from someone else. Honest people will let you run your business however you see fit. If that means you wonʼt extend them credit, fine. If you have something they want and value, theyʼll buy it from you regardless.

People who try to run your business for you by telling you that everyone buys and sells on credit are not good credit risks.

KEEP DEBTS CURRENT One more thing: The more money someone owes you, the more he or she will resent you and try to find ways to make you the enemy, so he wonʼt have to pay at all. People donʼt like to owe money, especially a lot of it. So if you extend credit to someone, the most important thing you must do is to collect it when you said you would. If you let time pass or let the debt accumulate, you might lose a customer.

continued..

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forumworkshop FORUM WORKSHOP Lots of business owners make this mistake.

Ninety days after the sale, they scramble to get paid. Meanwhile, the same client has signed more contracts and those “sales” have become due and payable, too. If you donʼt ask to be paid as greed, youʼve put yourself in a position of trying to “collect late payments,” rather than “finish the sale.” While you and your client should have agreed upon how much and when to pay, you never discussed what to do if that failed to happen. So you have no agreement or willingness; you have a fight. Avoid this by following the selling process.

Non-profit, government-funded organizations and large corporations are the exception to the above. They are usually good risks and very slow to pay. They typically expect continuous service and credit from you; you can expect to

be paid very slowly by them. Itʼs surprising, but those who are most able to pay also know what they can get away with, and they do. They believe that you need their business more than they need your goods or services. If this is true, just put up with it. You will get paid, late. Count on it. Which means donʼt expect to have that money to spend until you receive it. A common mistake new business owners make is confusing “working capital” with receivables.”

Donʼt make business decisions based on how much money you should receive in any given month based on your ledger cards (“receivables”).

continued..

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FORUM WORKSHOP forumworkshop You can only count on having the monies that you have actually collected (working capital), or have a pattern of collecting. Never assume a large public corporation will pay you in thirty days, as your contract states, then lease a new piece of equipment which you, in turn, must pay for in thirty days. What if you donʼt get paid on time? Youʼll still owe your payment. If you are new in business, you should buy inventory and supplies, or hire new personnel, etc. based on the amount of money you have in the bank (start-up capital) and current income. After a year or two, you will have figures upon which to project your monthly income for the following year. Be conserva-

tive; buy that new piece of equipment with endof-the year profits. If you need that piece of equipment in order to accept the contracted work from a big client, insist on getting paid in full up front. If the client balks, wait until you can pay for the equipment with cash – investment capital or profits – then seek the contract and use your own money to buy the machinery. If the contract fails or payments are slow, look for new clients. Itʼs always better to spend your time looking for new clients and servicing existing ones than to chase old debts. The first two earn you money; the last costs you both money and mental energy.

continued..

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forumworkshop FORUM WORKSHOP DON’T WORK FOR THOSE WHO DON’T PAY The final mistake creditors make is continuing to do work for people who havenʼt paid. Why on earth would you continue to, say, run an advertisement in your magazine for a customer who hasnʼt paid for the past two ads (two months)?

There are, in fact, lots of explanations: optimism, trust in human nature, desperation, stupidity ... If you think that allowing people to owe you a lot of money will increase your chances

of getting paid, it just isnʼt so. If you believe that your demonstration of good faith and trust will revive theirs, you are, indeed, an optimist.

Donʼt do it. Non-payment over a prolonged period of time tells you your debtor either canʼt pay you or wonʼt. Either way, you donʼt want to waste your time chasing money. Simply call these people and say: “If you donʼt pay for your old debt, and pay cash for the new work, we wonʼt do any more work for you.” Make certain you do this early so you have time to resell the space in your magazine, for example. Donʼt let deadlines create desperation. Then do as you say. If they donʼt pay, spend your time selling the space to someone who will pay and who will be a long-term client. You are not in business to be anyoneʼs banker. You are in business to make money. continued..

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forumworkshop FORUM WORKSHOP The interest charges you might add to your clientʼs bill will in no way compensate you (or your employee) for the amount of time and postage you will spend trying to collect old debts. The time you spend collecting old debts is time you cannot devote to making sales or managing your company. Collection is an essential part of managing a business that has credit customers. But good management means you extend credit to the credit-worthy – people who will pay you the amount they owe, when they owe it. If you handle collections when you make your sales presentation, your money should arrive in the mail, unless someone brings it to you in person, as promised.

SUCCESS How can you measure success?

How will you know when you have it?

Success, like salary, is relative to your circumstances and expectations. It is different things to different people. There is personal success; and then there is the type of success that will allow you to stay in business.

Doing a good job is part of personal success.

Providing your customers with value, service, and a fair exchange is also a facet of personal success that will foster business success. Business success is measured in dollars and cents.

continued..

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forumworkshop FORUM WORKSHOP More specifically, it is the money you have left over in the bank after every bill is paid, or “profits.” I always considered my personal salary as part of those profits. The IRS seemed to.

Whether you pay yourself every month, or wait until the end of the year to see whatʼs left over, as a sole proprietor or partnership, the IRS will tax you on those monies as personal income.

So consider what you take hoe to be a measure of profits, even if your new small business is incorporated. If your business grows and you find yourself with the title Chairman of the Board and you have hired a president to run the corporation, the IRS and SEC will instruct you as to how to

measure (and pay taxes on) personal profit (income) and business profit. That is not within the scope of this article.

Add to your salary the amount of cash you have in the bank at the end of the year that is not earmarked to pay ongoing or old debts, to determine your businessʼs profitability.

USING YOUR PROFITS PROFITABLY What should you do with profits? You should use them to pay your business as well as yourself. Why? Because things change: technology changes, tastes change, your lease agreement may expire and your rent increase or your building be torn down. continued..

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forumworkshop FORUM WORKSHOP Your best employee may demand (and deserve) a raise; or he or she might quit and youʼll need to train a replacement. Count on change and try to plan for it by having cash in the bank that is not the money you started with, but money the business has earned. Change usually costs money. Some change happens gradually, and the astute business person will keep on top of trends and tastes. But when IBMʼs engineers announce they have developed the computer that has made yours (and everyone elseʼs) to-

tally obsolete, and that will do more, faster and more cost effectively than anything else that ever existed, someone is going to buy it first and put it to work and start to earn a profit. That someone might as well be you.

Your ability to keep up with (afford to buy and generate profits from) technology and trends is another measure of success. Donʼt change for changeʼs sake, or only to be first. Make changes if they will make you money or to avoid losing money. My typesetting business depended on an obsolete IBM Composer. It was an odd machine when I started; my competitors had “phototypesetting” equipment. My entire business cost me half the price of a used phototypesetting system. And with my limited technology, I found a market niche.

continued..

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forumworkshop FORUM WORKSHOP I was able to service customers who needed business stationery, forms, and flyers fast and cheap. The other technology was neither fast nor cheap, but I kept my eye on that technology to see where I stood in the marketplace. At the time, phototypesetting machines were difficult to use, supplies were expensive, and most businesses that used them hired employees to work around the clock to justify their investment.

quality fast, but anyone who had ever used a typewriter would learn to use these machines.

Phototypesetting equipment required special training and a lot of skill. Desktop publishing was designed for anyone; in fact, for all those people who were coming to me for forms and flyers.

Then someone (many people) invented desktop publishing software and laser printers. At first, the quality was obviously poor. It did not require an artistĘźs eye to see the ragged edges of letters created from big square dots. But very quickly those dots got smaller and closer together, and I began to see my real competition.

Not only was this new technology improving

I had set some money aside for the business and invested it in a stat camera. Suddenly, the crystal ball was clear and the bank account empty.

continued..

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forumworkshop FORUM WORKSHOP The future of my business was in phototypesetting with a modem that could read information transmitted from any office computer. Estimated cost: $20,000 to $50,000. Had I been willing to go into debt, buy new machines, and become an employer, I might have made that choice. I wanted none of those options. Fortunately, I found a buyer who accepted them all.

choice you have to make. Simply do it with knowledge so you wonʼt be caught by surprise.

You may not want to change. Maybe the changes required are not the business you want to be in.

MOVE WITH THE TIMES

Richard Ray Cardall, co-founder of Cardall gift Itʼs not likely that a business like mine, which shop, was a customer of mine. He had retired generated a total of $18,000 in its fifth year and when I met him; his son paid me $10,000 each year, is going to have and granddaughter ran more than a thousand or two saved in a year. the family business.

Personally, I could have lived more frugally than Richard and his wife had I did and saved $5,000, but that was not my made a nice living selling choice. Every business owner must make delicate china figurines, these sorts of choices. The tradeoff is personal intricate ornaments, and success in the early years versus business sucglassware. cess in later years. There is no rule; just a continued..

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forumworkshop FORUM WORKSHOP His descendants carried the same type of merchandise – the type of thing I remember from my grandmotherʼs home. Their market was (literally) dying off. In our fast and busy lives, perhaps we donʼt have as much time to dust, or as much shelf space to display our treasures as did our grandparents. The Cardall's clientele was loyal but shrinking.

When their mall lease expired and the landlord wanted to raise the rent, they couldnʼt afford it.

Unwilling to change the inventory to suit modern tastes or trends, son Lawrence was forced either to close or relocate. That same year, his father passed away. He chose to move to a new strip mall outside of the downtown area.

Time will tell if he made the right choice; my ex-

perience indicates that times have changed so much that Cardall gifts will either have to modernize or stop. Loyalty to his fatherʼs memory keeps Lawrence Cardall going. Heʼs the first to admit that times are hard. Cardall is hanging on, having invested his profits from a previous business as well as his heart and soul. He talks about wanting his daughter to take over the business; she demonstrates little interest. He has considered selling out.

I chose not to change; so did Lawrence Cardall.

That is all right, but not if you expect to stay in the business. I gave mine to someone who would, and could afford to, change it. Cardall bemoans his misfortune. My former partner didnʼt change because he couldnʼt afford to. It enabled the competition to pass him by.

continued..

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forumworkshop FORUM WORKSHOP STAY ON THE EDGE OF TRENDS

But there are more places to buy them. If you are the first and sell out, you will have no competition. You canʼt do this with service or manufacturing where change requires expensive and time-consuming retooling and/or retraining.

But retailers should always strive to be the first and only, then move on ahead of the rest. Service and manufacturing businesses must modernize periodically to remain competitive.

Sufficient capital is the key to “success.” If you are still making payments on old inventory or equipment, it can be too hard, both monetarily and psychologically, to invest in the new.

Fred Cvar, owner of the Tinder Box, says heʼd like to be in the business of selling pipes and tobaccos exclusively. But he knows that is not enough, he says, so he carries gifts. Fred tries to have a gift item in stock first. He visits gift shows twice a One way you can avoid the mad pursuit of sellyear with his spouse, and as soon as other shops display the same mer- ing change is to sell history or tradition. Eric and chandise, he finds something else to stock. I Betty Gilzean previously owned Bettyʼs Bra Bar used to buy pieces for my collection of clay an- and vacationed in Scotland every year. imals from him. Now I have to shop elsewhere. continued..

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forumworkshop FORUM WORKSHOP Before they left, friends would ask them to pick up a few things. On every trip, merchants they bought from suggested they take a few extra back to the USA. Eventually, demand was so high that it prompted the Gilzeans to open Edinburgh Castle. They sell hand-knit sweaters, bagpipes, kilts, blouses, plaids, and waistcoats, to name a few. Local and tourist interest in all things Scottish has kept them in business since 1977. Eric says a lot of people who have returned from tours of Scotland discover his shop and buy things from him because they did not find what they wanted, or didnʼt have enough time to shop, while abroad. The very active Scottish Association in his community provides another source of customers. Several hundred bagpipers in his area need bagpipes and kilts.

Highland dancers, both proficient and justlearning, can find kilts, blouses, and velvet

waistcoats. For fancy dress balls, says Eric, a Bonnie Prince Charlie Jacket with “jabot” (ruffled bib), a style from the mid-1700s, is very popular attire.

Genealogy, in contrast, became popular with the publication of the book, Roots. A lot of people were willing to pay Atheline Wold, owner of Microgen, $10 for a quick search of the family tree. continued..

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forumworkshop FORUM WORKSHOP An adequate number of people were interested in family history, internationally, to generate a cottage industry in Salt Lake City, where the worldĘźs largest collection of such records is housed in the LDS ChurchĘźs Family History (Genealogy) Library. Lots of geneologists prospered for about two years after the book became popular, by selling short searches. But more detailed investigation required an investment of $100 or more at a time, payable in advance, with no guarantee that the research would (or could) find any information.

Johni Cerny, owner of Lineages, moved away from marketing the short searches she had done as a subcontractor for Microgen. Her company sells complete, book-bound family histories. Her prices started at $5,000, for which Johni and her staff research the family line as far back in time and as thoroughly as possible, checking not only the Library records, but court, county, and immigration records, diaries, even grave markers, etc.

While Wold continues to market $10 searches and research by the hour, Cerny has built a prosperous business. Wold barely makes a living now. The difference is that Microgen caters to an old fad; Lineages to a long-term market.

Page 74 NOVEMBER 2020 | RETAILERS FORUM MAGAZINE

continued..

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forumworkshop FORUM WORKSHOP Microgen made genealogical research affordable for everyone who had read Roots and was a little curious. Lineages markets to people who have a genuine interest in family history, who want to leave a complete record for their heirs.

Johni also attracts business from serious hobbyists who understand the value of hiring a professional to do extensive research. Lots of other genealogists have either gone out of business or have specialized to cater to the changing market, rather than the fad. In 1988, Atheline returned to Brigham Young University to earn a Masterʼs degree in Norwegian studies, in order to be able to specialize her services.

PAY ATTENTION TO CHANGE WHAT SHOULD A BUSINESS OWNER DO ABOUT CHANGE? Simple: pay attention to it. Gain an understanding of why what you are selling sells. And if the reasons change, or the demand changes, change your business. Donʼt hold onto old ideas or old inventory too long. You can go broke waiting for wide ties and Nehru jackets to come back in style. Donʼt let your personal feelings about your product line deter you from making changes when the marketplace calls for it. Even Readerʼs Digest magazine contains advertisements, now that subscriptions alone cannot cover production costs. continued..

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forumworkshop FORUM WORKSHOP What they never tell you in business schools is that success or failure is not always in your control. You can start with no capital, manage poorly, and still sell enough to succeed; or you can invest well, manage well, sell a lot, and still fail. Success and failure often depend on circumstances beyond how you operate your business, namely, competition and the economy. If you open the first and only business of its kind and people want to buy your product, you will earn money even if your service is slow and your employees are rude, as long as your pricing is accurate. But when other people copy your idea, or improve upon it,

youʼll have to whip things into shape. Even after you do, your competitor might have a better location and more up-to-date equipment, simply because he or she entered the marketplace later, with more current information about where to locate and access to new technology.

THE ECONOMY The national economy is an ever-present danger to any business. When times are good, people feel more comfortable spending money, buying on credit, and catering to perceived needs rather than real needs. With the advent of the latest recession, people affected are spending less. Even for those people who donʼt suffer any dollar loss or job loss, the effect is psychological – they fear losing their jobs or not getting that next raise. continued..

i v G es Back m u r o F Forum Publishing Company is proud to support charities that help our communities both locally and overseas. www.RedCross.org

www.Starlight.org

www.ALZ.org

www.MercyShips.org

www.FeedTheChildren.org

www.MarchofDimes.org

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

RETAILERS FORUM MAGAZINE | NOVEMBER 2020 Page 77

forumworkshop FORUM WORKSHOP LOCAL CHANGE Another factor that can interfere with your success, something you may never consider nor be able to plan for (in most cases) is politics – both business and governmental – as it affects your physical surroundings. I refer to this everchanging environment as the “local economy.”

Youʼll be running your business, attracting customers, putting money in the bank, taking home a substantial paycheck, then all of a sudden, someone will inform you that your block has been slated for redevelopment. You can move or close down. Urban renewal does not happen quickly. If you pay attention, you can

anticipate and plan for these changes. Some renewal projects take a more insidious form: mall redevelopment. Since malls are private property, their decisions to remodel are not subject to public hearings. Again, youʼll be doing fine and mall management will tell you they donʼt intend to renew your lease because theyʼre going to tear apart the space you occupy. You may or may not be offered an alternative location in the same mall. Moving will cost you money, in any case.

New business owners have to spend a lot of their time paying attention to day-to-day operations. You may not have time to participate in your townʼs (or mallʼs) political process. Prepare for future changes by putting money in your bank account to remain a successful business owner. continued in next issue ...

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RETAILERS FORUM MAGAZINE | NOVEMBER 2020 Page 81

The Complete Guide to Making Money at Auctions!

AUCTION SOURCES REVEALED!

The Auction Buyers Directory

providing Names, Addresses, Phone numbers and ALL the Information You Need to locate Auctions throughout all 50 states Government agencies continually seize billions of dollars of illegal merchandise. Due to this enormous backup of inventory, government and private auctions liquidate billions of dollars in property, luxury vehicles, boats and even airplanes for pennies on the dollar. Knowing where and when these auctions are held is the key. Auction Buyers Directory gives you the key to these auctions!

➫ Vehicle Auctions ➫ U.S Marshal Auctions ➫ IRS Auctions ➫ State Surplus Auctions ➫ U.S. Customs Auctions ➫ U.S. Postal Auctions

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This comprehensive directory offers tips and tools of the trade designed to make your auction buying profitable. Whether you’re buying for your own use or for resale, this directory offers guides to make your bidding successful. This directory gives you all the information and sources you will need. Once you have the sources you can use them over and over, and there are never any additional charges.

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

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

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RETAILERS FORUM MAGAZINE | NOVEMBER 2020 Page 89

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 ...$10.00 FREE 1 YEAR SUBSCRIPTION AVAILABLE AT www.WholesaleSources.com ADVERTISING SPACE AVAILABLE

Closeout News/ Wholesale Merchandise

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.

Retailers Forum

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

Don’t confuse this It For You 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 theirfields, 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.

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Page 90 Magazines NOVEMBER 2020 Trade

9090 Page | RETAILERS FORUM Page MAGAZINE

Monthly Newspaper for Hispanic Retailers

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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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 5 CoPiEs to single buyer.

Page 91 RETAILERS FORUM MAGAZINE | NOVEMBER 2020 Page 91

USA Closeout Directory Toy Importers & Wholesalers

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 Directo-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. Re-tailers, flea marketers, home party plan sellers ...anyone who sells merchandise needs this directory! Clothing • Elec tronics • Jewelry • Toys • Watches • More!

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. 4 Closeout Directory - $29.95

Dollar Store Merchandise Guide

Order No. TOY $29.95

Directory of Smoke Shops Our EXCEL Directory contains over 7,000 Smoke Shops/Head Shops in the U.S. It includes key buyer’s names, personal e-mails and phone numbers. This directory is emailed to you in Excel format and is updated regularly.

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!

DIRECTORY INCLUDES:

• 7,000 Smoke Shops/Head Shops • Phone Numbers • Over 60% Have Personal E-Mails • U.S and Canada • Company Addresses

Order No. SSDB (Excel) $399.00

Order No. DSM • Dollar Store $29.95

Independent Sales Rep. Directory

The Independent Apparel Representatives and Multi-line Showrooms directory includes information on over 1,000 independent sale agents and multi-line across the USA. These agents and showrooms are critical to merchandisers and manufacturers looking to connect with retailers to introduce their lines into the retail space. Includes valuable information such as market focus, price points, territories served, number of locations, rep type, and specific brands canied. In addition each record includes address, phone number, key contacts, website address, and e-mail address. Arranged geographically, also includes an alphabetical index, a brand index, and a rep/contact index. Available in printed book format or Excel.

Order No. SGREP-B Printed Book $359.00 Order No. SGREP-E Excel emailed to you $499.00

1-800-635-7654

Page 92

Business Directories

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

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

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

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

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

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 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

www.bizbooks.org

Page 93 FORUM MAGAZINE | NOVEMBER 2020 Page 93 RETAILERS

USA Mail Order Catalogs

Wholesale Gift Guide 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

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 $450.00

$39.95

Annual Guide to the

BUCKS FOR BLING Accessories Sourcing Directory

Licensing World

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.

Here is an incredible Directory that guides you through the world of Licensed prod-uct merchandising. Need to know who owns a license? Who to contact to distrib-ute 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

Sourcing For Jewelry Makers Directory

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.

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. 121 $150.00

Order No. 321 $249.00

1-800-635-7654 Page 94 NOVEMBER 2020

Page 94 | RETAILERS FORUM MAGAZINE

Order No. 122

$100.00

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

The Small Design Company's Guide to Wholesale Fabrics & Trims Upj-to-date guide created specifically for the smaller design houses and home sewing businesses. Directory lists fabric and trim companies that will sell to businesses that require 0 to 500 yards as a production order. Book lists low-minimum and in-stock fabric suppliers and all their contact information.

Order No. A-106 $65.00

1-800-635-7654

Apparel Business Directories

Page 95 RETAILERS FORUM MAGAZINE | NOVEMBER 2020 Page 95

FORUM PUBLISHING CO.

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

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

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

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