FAIR TRADE/March-April 2020 by Retailing Insight Magazine

RetailingInsight Volume 34 I Issue 2 I March-April 2020

MAGAZINE

5 KEYS

TO STOP BLOCKING YOUR PROSPERITY IN THE RETAIL LANDSCAPE

FAIR TRADE Special Edition

Mosaic Rays Bracelet & Ring Shell by Mata Traders

EMPLOYEE MANAGEMENT

WHY YOUR LEADERSHIP MATTERS?

CONSCIOUS CULTURE & COMMUNITY

DISCOVER A WORLD-CHANGING WAY OF DOING BUSINESS

WWW.RETAILINGINSIGHT.COM TO CONNECT WITH THE LATEST NEWS ON PRODUCTS, WHOLESALE DISCOUNTS, PROMOTIONS, SPECIAL RATES, PLUS...

ONLINE ISSUE I RESOURCES I WHOLESALER DIRECTORY List of Trade Shows for 2020 I Exclusive product reviews I Retail business advice I Industry updates I FREE access to catalogs, sellers websites I Exclusive content , and more.

BOOKS GIFTWARE MUSIC SELLERS SERVICES

Contents

FAIR TRADE SPECIAL MARCH-APRIL 2020

SPECIAL

38 E DITORS’ PICKS

FEATURES

6 THE SMALL BUSINESS COMMUNITY AND CONSCIOUS LIVING CULTURE Explore a world-changing way of doing business

Sustainable & Ethically Made Goods

55 C ONSCIOUS GIFTS

Special Product Section

14 EMPLOYEE MANAGEMENT

FOR SMALL BUSINESS Learn why your influence is crucial to help your business succeed… at all levels!

FAIR TRADE BRANDS An overview of the industry and the growth of its popularity among customers of all ages

28 EMBRACING MOTHER EARTH

Enhance your connection with nature to gain a better health and higher wisdom

IN EVERY ISSUE 12

4 EDITOR’S NOTE

BUSINESS & MARKETING Using the ACT method to build a successful online marketing approach

MEET MY STORE Ten Thousand Villages in San Antonio, Texas

SHOP TALK A Selection of FIVE best questions about STORE, INVENTORY & LOCATION

FINE PRINT Inspiring and uplifting NEW books on conscious living

PLAY LIST Reviews of great music to sell and enjoy

TAKE FIVE 5 Ways to stop blocking your prosperity in the retail landscape 2 RetailingInsight

ON THE COVER

Mosaic Rays Bracelet & Ring Shell by Mata Traders (More details on page 38)

14 6

Fair Trade Special I March-April 3

Editor'sNote Welcome to the March-April issue! In this issue, part of our content is dedicated to bringing awareness to the ethically-made industry of makers, products, and brands that have broken down walls and found new ways to help change lives of many around the globe. So, read the Fair Trade Brands to discover more. We also share the story about the Ten Thousand Villages, a nonprofit organization that has been impacting the lives of thousands of makers in developing countries since 1946, in Meet My Store. As you know, consumer behavior is reshaping the retail market, the demand from customers for socially conscious products are increasing, as is their demand for higher quality products and the desire to have something that will serve them well for a long time instead of being relegated to a landfill after a few short months – it’s value over price. Most of you have seen how different segments in retail are merging, new ones are rising and/or others are coming back stronger than ever. When you include your business into this retail scene, what do you see? A business that is embracing the new? Is open to change? Has a vision to become more inclusive and diverse culturally and ethnically speaking? Or perhaps you may be thinking what does all of this have to do with your business, anyway? The answer may surprise you! More than just selling products or having a brick-and-mortar strategically located, understanding the demographics in retailing really matters, and it’s a win-win for your business. The changes that demographics are creating in the retail industry are bringing challenges and opportunities that shop owners can’t escape, so why not embrace them?! For more tips and tactics this month, explore an online marketing approach that works best for your business by using the ACT method. Learn how your leadership determines the success of your company and your team members. How you can stop blocking your prosperity in the retail landscape, and discover how your connection with the earth can be linked to your spiritual growth and your physical wellness. In the upcoming May-June issue, we will explore the wonders of the Holistic Healing world! So, stay connected!

Roberta Gazzarolle Roberta Gazzarolle, Editor, Retailing Insight Magazine

Editor’s Note – Footnote

RETAILING INSIGHT MAGAZINE is a bimonthly trade publication specializing in the conscious living retail market. The magazine is published exclusively for retailers and small independent businesses in the USA. Our mission is to share one on one business advice, unique product reviews, advertisement from top sellers in the industry, and exclusive and mindful topics to help businesses continue to thrive.

PUBLISHER EDITOR COPY-EDITOR GRAPHIC DESIGN CONTRIBUTORS

SALES

Joe Mount Roberta Gazzarolle Sean Ruck Stephanie Biddle Bill Binkelman Melinda Carver Hilary Daninhirsch Megy Karydes Royce A. Morales Uma Silbey Jacki Smith Karen Johnson

Retailing Insight® magazine is published by Continuity Publishing Inc.

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The Small Business Community and Conscious Living Culture: A World-Changing Way of Doing Business By Royce Amy Morales

You are an integral part of the future that’s calling us all forward into conscious, planetary-minded stewardship.

Back a couple of decades ago, when the word green just meant a color some people looked good in, or a place to play golf, the idea of a culture based on conscious living was just a glimmer in a few forward-thinkers’ eyes. Now, a serious groundswell consciousness movement is expanding exponentially due to a series of global predicaments and downright crises. People are stepping up, taking big actions through demonstrations, social media posts, education, and more, spreading information like wildfire. In smaller but equally important ways, many are making lifestyle changes to help mankind be able to continue inhabiting this planet. Although the conscious living culture consists overwhelmingly of younger generation advocates whose future depends on drastic changes, truth is, all ages desire to live consciously, whether they’re conscious of it or not. This changing world is calling for a new breed of conscious businesses, with shop owners paving the way for an aware society of shoppers. As an entrepreneur trying to make a difference in the world, you need to “be (even more of) the change you want to see in the world.” And do it now.

What Does Conscious Mean? The word conscious is defined as aware of…, noticing, observing. Being conscious is a choice to get one’s head out of the sand, look around and see what’s going

on. It’s about bringing awareness to every aspect of life — personally and professionally, inside and out. Looking at it spiritually, conscious means living in the now, being fully engaged and present, aware of the choices you make. It’s also about being aware of your thoughts and limiting beliefs, what you say “yes” or “no” to. Conscious is not being on auto pilot no matter what you’re doing. It may seem like an oxymoron, since denial is such a cozy place to hide, but with consciousness comes joy by feeling the significance of each moment.

Conscious Shop Owner To a shop owner, there are myriad of opportunities, big or small, to bring consciousness to every minute of your day. How completely conscious are you about customers milling about in your store? Flip the focus onto yourself – that’s what consciousness means. Higher consciousness is also about holding the highest vision for what situations, whether in your shop or in your life, could be. It’s helping envision the world you want to live in. Beyond worrying about bills, budgets and constant looming retail challenges, most mind-body-spirit shop owners are highly committed to a more conscious, balanced, in-the-moment life. Their mission is consciously helping their fellow global citizens get there as well.

Fair Trade Special I March-April 7

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Lately, the term conscious living is being bantered around a lot, but, beyond the very passé tree-hugger stereotype, what does it really mean? For many, conscious living is defined as a type of “intentional community” – a group of like-minded individuals with comparable goals, ethics, and ways of seeing the world, supporting one another in some way. Many see this as respecting and emulating what indigenous cultures figured out thousands of years ago. For others, living consciously means accessing personal sources of inner wisdom, insight and intuition, allowing it to constantly guide them. Part of that could mean being conscious of the energetic, spiritual realms of the Universe. Most of all, conscious living is feeling inspired, passing that inspiration on to others in some way.

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8 RetailingInsight

As a shop owner, being conscious goes beyond just walking your talk, it embraces leading the way. Being a conscious business is not just some fad. It’s a way of life that’s escalates as more people “get woke.”

Conscious business means deciding to make a radical shift toward awareness of, and caring about, the impact that each choice makes. It’s feeling responsible for the small corner of the world inside your shop, as well as the outflow it brings to your community. Bottom line: It’s doing the right thing for people and planet.

Becoming a Conscious Business You have the opportunity to generate big influences simply by choosing to be a conscious business leader. These changes don’t have to be huge or happen all at once. They can be as subtle as the flapping of a butterfly wing. Consciousness is a never ending, constantly evolving journey. It’s not like you wake up one day and decide to be conscious. Generally, it happens gradually, like discerning that certain things are trending as you walk a trade show, or suddenly noticing what more customers are requesting. If you’re ready to transition to or expand you already conscious business, here are some step-by-steps: Get honest with yourself What is the current state of your business? What needs to change? What is it you really want? What’s your true motive in wanting to be more conscious? Expand your knowledge Research specific actions to move you toward your desired outcome. This includes reading product information, talking to vendors, choosing focus items that can increase profits or sales but will still be conscious. Redefine your marketing Change up your website. Alter your Mission Statement. Brag on social media about your transformed intention. Notice what’s working and what’s not Fine-tune areas that aren’t, expand areas that are. Acknowledge yourself You’re not caught up in habit and probably more conscious than you think!

Suggestions Supporting Conscious Retailing: • Commit to sell all, or at least almost all, earth-friendly, natural, organic merchandise. It might take research, but people and planet are worth it. • Offer bulk refills on such things as hand soap or potpourri to help cut down plastic use. Plus, these are guaranteed repeat sales. • Discourage bag use. Sell or offer freewith-purchase tote bags from organic cotton or recycled plastic bottles. Print your store logo on them for great walking advertisements or have a paint party for customers to create their own. • Provide positive, healing and transformational information. Offer classes, seminars, book signings, information sheets, links on your website, etc. • Be philanthropically minded. Support causes you feel strongly about, both locally and globally. Offer creative ways for your customers to contribute. • Have a feel-good, conscious environment in your shop. Awaken customers’ senses with aromatherapy, mellow music, calming atmosphere. Have knowledgeable staff and caring service to separate you from big box stores, bringing customers back for the experience. • Make sure imported items are Certified Fair Trade. This means the makers and planet are put first by paying a fair living wage, empowering workers, and using earthresponsible materials. CFT is based on the simple idea that the products we buy and sell are connected to the livelihoods of others. • Carry local vendors and artists. Customers want to know they’re supporting small businesses, giving back to their community and reducing their carbon footprint with less shipping fuel expenditures. • Insist vendors switch to sustainable, conscious products and production. With enough requests, eventually they’ll take the hint. • Educate customers as to why you’re doing all of the above. Post information near products and make sure your employees have answers to help brag about your conscious choices. • Be a mindful boss. Treat employees with respect and support, being the guiding light example as opposed to the whip snapping, never-to-question superior in charge.

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It’s Easier Now Even a few years ago, looking for products made in a conscious, sustainable way, was challenging to say the least. You could walk an entire gift show and see only a handful of eco-friendly or Fair Trade items. Vendors were often afraid to boast about their conscious products, thinking it could dissuade buyers from risking carrying them. Taking a chance on carrying things that don’t fit the mold is always a concern for both vendors and shop owners. It’s dicey to be too out-of-the-box. Plus, there’s that ever-annoying price point issue, since conscious merchandise is often more expensive than its conventional counterpart. In the last few years, as the demand for planet-healthier items has become more in vogue, some of that has changed. Nowadays, not only is it profitable for indie shops to be more conscious, it’s vitally important. As the younger generation is rapidly becoming the ones holding the

purse-strings, they are demanding change. They question how items are made, and want to support causes they feel strongly about. They might even be downright confrontational, but for good reason: their future is at stake.

Are There Drawbacks? Many who live consciously are choosing to relinquish the gathering of material possessions just for the sake of ownership or self-esteem, they’ve discovered that “things” don’t necessarily bring lasting happiness or fill a void. Some are choosing to live more “essentially,” tidying up and only keeping or acquiring items that “spark joy,” as Marie Kondo reminds. This could seem problematic for retail shops, but it doesn’t have to be. Truth is, conscious shoppers will always seek meaningful items, soulful things that touch them deeply, plus gifts for others with equivalent desires. There’s always a niche for products customers

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can’t find in chain stores: handcrafted, one-of-a-kind creations, natural health and healing support, as well as authentic, spiritually-minded items that aren’t mass produced. Keep those directions in mind when choosing inventory and you’ll be more than fine.

The Future is Calling As a mind-body-spirit entrepreneur, undoubtedly you’re more conscious than the average human. Likely, there are aspects of your life where you’re extremely conscious. But, if these word are vibing, it just might be the time to awaken your business to its next level. Royce Amy Morales is the founder of Perfect Life Awakening. Morales is also a transpersonal development speaker and author of Know: A spiritual wake-up call. Royce was an independent retailer for two decades in Redondo Beach, CA. To know more about the author, visit her page at www.perfectlifeawakening.com.

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Business&Marketing

Using the ACT Method to Build a Successful Online Marketing Approach By Megy Karydes

Social media belongs to consumers. As a result, traditional marketing rules don’t apply. In the last issue, we discussed the need to market to each generation differently since a one-size-fits-all approach doesn’t work. Similarly, we’d be wise to take the time to understand the mindset of people using social media so we can use it to our advantage. Shama Hyder, founder and CEO of Zen Media, is also the author of The Zen of Social Media Marketing, a book I’ve been using for the class I teach at Johns Hopkins University about using social and digital media. It’s an excellent book and very approachable for both novice and seasoned social media marketing users. In her book, she outlines how to apply the ACT methodology to help develop a successful online marketing approach. I’ve condensed the concept here to give you a better idea of how it works. A = Attract: which means to get attention or stand out. Think of bringing new customers to your website as an example of what this category means. It does not mean securing a sale. C = Convert: which happens when you turn a stranger or someone “just looking” into a customer. T = Transform: “You transform when you turn past and present successes into magnetic forces of attraction,” Hyder says. How does this translate to our industry? She offers the example of Sue who sells quilts online. Obviously, Sue isn’t the only person selling quilts online, so how can she leverage the ACT method to secure sales?

A = Attract Sue uses a platform like Facebook to help attract people to her website by creating an album of her quilts. Susan’s friend Jane notices a picture on Facebook so she clicks on Sue’s website. This is what it means to ATTRACT or get attention. Facebook served as the catalyst. [Notice, a sale hasn’t been made here.]

C = Convert After Jane clicks on the website, she makes a mental note to buy one for her granddaughter for the holidays. What are the chances she’ll

12 RetailingInsight

remember to come back to buy? Unlikely. Sue needs another method to keep in touch. To help gain emails for her newsletter, which she has prominently displayed on her home page to gather contacts, she offers some tips on quilt-making. Sue sends her emails around the holidays which remind Jane to buy the quilt for her granddaughter. She’s moved Jane from the A category to the C category because she’s now a customer. [Note that this is a combination of social media (Facebook) and digital media (website and email newsletter) working together.]

T = Transform The sale could be the end of it, but we can further leverage this method. Social proof is the equivalent of online word of mouth. Jane takes a picture of her granddaughter loving her new quilt and sends it to Sue, who asks if she can use it for her blog. She is given permission, so she shares Jane’s delightful picture with an explanation on how each quilt can lead to lifelong memories. Another potential customer reads this blog post and sends it to her husband, thinking their granddaughter might also like a quilt. The husband clicks on the blog post, loves seeing how happy Jane’s granddaughter looks and decides to buy one for his own granddaughter immediately. We need to remember that social media is not a selling tool. It’s an attracting tool. Stories help us connect with each other. “Stories establish your expertise, attract fresh customers and even help convert faster,” adds Hyder. One way you can get those stories is to ask your customers for feedback or testimonials. Then use those stories in various ways, from sharing on your website, or in blog posts to including in email newsletters and social media. None of these approaches is hard and not all will translate into immediate sales, but Hyder encourages organizations to think about all of their online marketing tactics as falling under at least one of these categories. “It’s a simple, yet effective process,” says Hyder. “Whenever you think about marketing, ask yourself this question: ‘Am I using this technique to Attract, Convert, or Transform?’” Megy Karydes is a Chicago-based writer currently working on a book on behalf of a client that wants to use it sell and promote their organization. Visit her website at www.megykarydes.com.

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Employee Management for Small Business By Jacki Smith

I have a problem . . . I like everyone! Initially, when I interview candidates, I imagine how they would work in the business and how they will shine with all the skills they bring with them. I imagine them making my job easier, and in a year, we all have drinks in celebration of a job well done as I praise them for their perfect performance. I hire the fantasy and not the person. I used to do this at performance reviews and professional development plans too. I hear exactly what I want and gloss over the parts of the conversation where they tell me who they really are and if they are a good fit for the job. I am quite skilled at fitting people into the role I think they can play for me and then I am heartbroken when it doesn’t work out. We want our staff to show up, work hard and make our lives easier, yet it takes a lot of effort to get employee management to a place where it seems effortless. This year will be 28 years in business for me. In all that time, I must state that managing employees is the hardest part. I can fix slipping sales, manage debt, create new products, but I cannot control people. Each employee brings a new bag of experience to the table. Some are skilled to help us grow and some are drama filled to keep us off balance. Five years ago, I set out to become a better employer. I have been taking classes, working with consultants and trial and error with my staff. It has been worth every grey hair and wrinkle. “I can’t find good employees.” “It’s like I have to babysit my staff!” “I didn’t go into business to spend all my time on managing staff.” “Why can’t they follow directions on even the smallest thing?” “What ever happened to common sense and work ethic?” As business owners, we have all said these things. We all talk about the classes, books and advisors who tell us the same basics repeatedly.

Fair Trade Special I March-April 15

Staff issues crested to an insane level in 2019. My take away after all the forensics was that employee management is really culture management. Of course, from my perspective, I had an amazing culture. I mean, I do make magic here. I teach empowerment and focus on personal growth in my marketing material. But what I realized is I created that for my customers’ experience and not my staff’s. Once I got rid of the myopic perspective that I am the most important and hardest working person in my business, I could see what culture I had defaulted to. Inside the four walls of our store wasn’t what I projected out to the world. I realized I had work to do. My new paradigm is that I am part of the team, and the more my company grows, my value in the team changes, possibly making me less valuable. I don’t make candles, ship the boxes or answer the phone. Those jobs belong to the most valuable members of my team, the ones who execute the reason why we are in business. When I lead from the place of creating culture, everyone wins. It’s a long game and it takes an investment in time and emotions to build a sustainable culture that makes employee management easier. My long game consists of a few key elements that we are still working on perfecting over at our store:

Your Systems Set the Standard

“

Document Everything Remember those ISO 2000 documents? When we had to reconstruct our systems, we literally went back to the book. In all honesty, they were written in a very technical way that was hard to follow, but we had a base to recover from. We are currently updating our procedures to be more visual and to incorporate our values, mission and vision and realize they will always be a work in process. What we proved in our recovery is when we tie our processes to our values, mission and vision, the team understands how they affect the overall health of your company. When you show them their intrinsic value in the business, they either become invested in everyone’s success or they self-select out. When I refer to the documentation each time there is a process issue, I am showing my team how to solve the problem. That there is a foundation they can lean on when things don’t look like they should. In December of 2019, my father passed away and while my sister (who is also my business partner) and I were pulled away to grieve with our family, my staff used the documented procedures and policies to manage some big customer service and production issues. That right there was a miracle and gift. A lack of documentation is a bottleneck that can keep your business from growing. Imagine if you have an uptick in foot traffic to your store, you needed to immediately hire more staff, and you don’t have a recorded process on how you want your customers greeted and sold to. What horror you would feel if you watched prospective buyers get ignored to the point they walk out, or maybe the tragedy of shoplifters having free reign in your store! Documenting your training process, job duties, expectations and review process empowers your staff to know the most important part of their job. I just wanted to cry when I’d get the “no one ever showed me that” answer when resolving an ongoing issue. I got so

Leadership that inspires is based on communication that empowers. No one wants to be talked down to and yet as the owners and managers we often fall into that trap without realizing it.

In 2013, we formally recorded many of our processes in impressive ISO 2000 standard documentation. We had an interview, onboarding and training process that was impressive. Our accounting was to the penny and our marketing message was slowly being standardized. Then we hired new managers that had experience in the type of growth we were experiencing and the expanding team we needed to hire. We were so impressed with the credentials of our new managers, that we went a bit hands off and let them create new systems that were easier to manage. The decades of work we put in got packed away. The exec team focused on marketing and relationship building, and we left the management team to support our growth. The reality was, the new managers were much freer with their systems than we were and chaos started to build. The hiring was without interviews, products were made without a reason and there were no controls on labor. We were drama filled to keep our drama addicted manager in her comfort zone. Our accountability was slowly dismantled by lack of teamwork. This allowed the greatest error of all to happen. We didn’t see that our shopping addicted manager was embezzling from us. Once we got through that crisis and re-instituted our systems with improvements, everything quickly turned around. Surprisingly, the biggest turnaround was with staff contentment. Once we held true to the system we desired and took the time to explain the big and small pictures of our business, they settled down. They are happy to have clear instructions and expectations. This is powerful because they are

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the foundation of the systems that support the stability we enjoy today. Everything you do in your business needs a system. Formal and informal, the way you deal with or avoid the needs of your business is your system. Your staff will fall right in line with the system you enforce, even if what you enforce is inaction or stress. Your staff craves consistency and you have to be the consistent one. Staff that is not in line with your culture and systems become apparent and will self-select out one way or another. Your systems become the standards you set and the tone for your company culture. It’s full circle – start with a good culture, build mindful systems and you will get a higher standard of work. In turn, your team will keep those standards for you. For your team to be able to understand and follow your system and find the consistency they need, you must document it.

”

fed up I created a few training checklists where not only the manager trains and tests new employees on it, but so do their co-workers. The unexpected consequence of this documented process is that everyone got better at their jobs. When you want to master something, create it, then teach it! When you have your processes in place, you can use them during employee reviews. You will be able show them how they will be evaluated and what your expectations are. Your employee will see in black and white how they can help the business grow and opportunities to help themselves grow too. If you don’t have a standard, it will be almost impossible to measure their success on the job.

Communicate to Empower Leadership that inspires is based on communication that empowers. No one wants to be talked down to and yet as the owners and managers we often fall into that trap without realizing it. When you

have explained something 10 times and someone still doesn’t understand or get it right, you just want to ask them if they are stupid. That action is frowned upon in every management training program. If there is a disconnect between you and your employee, the solution lies with you. Are your training documents clear? Are you communicating expectations? Can your staff member actually do that job? I use the philosophy from Traction by Gino Wickman, “Do they get it, want it and are they capable of it?” That has helped me re-assign many staff members and validated me when it was time to free others up for their next opportunity. Sometimes we hire the wrong person for the job, sometimes we have someone in the wrong department. Once you have your team in the right seats, it’s time to take a good look at your formal and informal methods of communication. The formal methods of communication are your daily reports and other measurables. Periodic reviews that are not tied

to compensation allow you to coach and set goals for improvement and education. Those take time to develop and are powerful tools to keep in existence for your team. The informal methods of communication (the side conversations) set the foundation of the emotional culture of your business. At our store, we have a no-blame policy. It has taken years, but I have everyone reminding each other that we don’t blame, we problem solve when mistakes are made. I have to put this in place because staff members were hiding their mistakes and not telling us when something broke. When candles with the wrong scent in them went to a customer, I knew it was time to start a paradigm shift in our culture. Listen to your team! Do they throw each other under the bus? Do they argue, talk back or let their teammates fail? If they do that to each other, they are doing it to your business times three. They are also probably mimicking your informal communica-

Fair Trade Special I March-April 17

tion. You set the tone. It was a tough day for me when I realized that I was always looking for a scapegoat and my staff made sure they passed that pain to anyone else. I see this happen in so many businesses, especially when the owner or manager is really stressed. Remember what rolls down the hill and you are the hill. Everyone talks about everyone else – acknowledge it and make it part of the process. Gossip is never healthy so make sure you don’t do that. How you react to stressful situation is how your staff will react too. Hold yourself and them accountable to the same standards of communication.

Leave Room for Creativity and Autonomy Daniel Pink, a career analyst, talks in his award winning TED Talk about what drives people at work. It’s not money, it’s the autonomy to contribute to the overall health of the company and be recognized for it in small and large ways. You would be

18 RetailingInsight

surprised at what your staff can do when you challenge them and believe in them. They are your ground game with your customers and business. You may think you know best overall – they know best in the microcosm of their job. I was struggling to rearrange our space for efficiency and production. My staff did not like my proposals. I took a breath and said, “Ok, the goal is to get 400 more molds out on the production floor. You have these three tables you can add. I am taking all the managers into a planning meeting. I’m excited to see what you can do.” In two hours, they did it and created even more space for us. The unexpected outcropping is that their productivity went up and they keep the space cleaner. They own the production floor and I love it. Your team may not be able to make the really big creative pushes, but find the ways they can own their job and their engagement will increase.

Take Care of Yourself Before You Take Care of Everyone Else As the saying goes, put on your own oxygen mask first. In 2017, I lost my ever-living mind at work. You know the story, I was stressed, managing a lot of crisis, not communicating well and not keeping my staff accountable. I blew. It was not pretty. People quit over it. I was not taking care of my own emotional, spiritual and mental health and I was the problem. If you have not gotten there yet, you will in your own way if you don’t take care of yourself. I have a therapist, and I love it. I have someone who listens 100 percent and calls me on my crazy. I have a trainer. I go sweat out the stress. I have a few other ways I do self-care, and these are sacred times, and everyone respects it. They know that my self-care makes me a better leader. When you are taking care of yourself, you create room for being a healthy manager and inspiring leader. You have healthier boundaries and the energy to deal with the

drama and chaos that will always creep up. You will have the energy to learn new things and more patience to apply what you learned.

Hire Slow, Fire Fast Full circle, managing and engaging your staff starts with the interview process. Interviewing is an art I am still learning about. We hire as a team. All new recruits meet everyone. Even if you only have one other employee, make sure they spend time getting to know the candidate. Later, we talk about the prospective new hire. This way we all learn how to recognize desirable skills and character that will strengthen our culture. Other strategies and rules for interviewing we abide by are: never hire the same day as an interview. Always set up tests to see if they can do the job, invite them to spend the day with us. Do not hire in desperation. Make sure the candidate talks more than the interviewer, take our time until we find the right candidate. That

last one is the most important. Hire slow. A bad hire costs you more than the cost of their training. It involves the cost of your time, your energy, your staff’s energy and can even destroy the culture you worked so hard to build. According to the U.S. Department of Labor, the average cost for each bad hire can equal 30 percent of that individual’s annual earnings. A bad hire who makes $13.00 an hour and puts in 35 hours a week can cost you $7000! YIKES!! Once they are in your employ and you know they are a bad fit, fire fast. Keeping a bad fit on staff keeps you from actively finding another staff member. Make room for the right hire to be found. Good fits that suddenly become bad fits are even more dangerous. They can cause a lot of chaos that you really can’t afford. One disgruntled employee can destroy teams, reputation, good will, property and steal from you. Fire fast! It is tempting to micromanage. Business owners often fear the shortcomings of their own staff, not trusting that

they will do the job. This will cause you to believe you need to control everything and in turn exhaust and potentially turn you against your staff. When you put a system in place that is measurable, the amount of energy you spend on constant supervision decreases. Effective systems have measurables so when you check the numbers, they tell you a story about the key areas in your business. When you have a formal system with training check lists, schedules, regular check-ins, it creates a culture of accountability, trust and professionalism. When the rules are known by all, the game is much more fun to play. Jacki Smith is the founder, president, and witch of Coventry Creations. Her brand was founded in 1992 and has passed the test of time as a continual best seller and staple product. Her nearly 30 years’ of business experience in the spiritual market makes her realize you must be a bit magical to be an entrepreneur. You can find her products on www.coventrycreations.com and buy wholesale at www.coventrywholesale.com

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Fair Trade Special I March-April 19

Fair Trade Brands By Hilary Daninhirsch

Fair trade brands impact the artisan communities by helping to provide economic security, and they impact the environment by being thoughtful stewards of the planet, using eco-friendly materials. Fair trade also helps consumers be socially conscious in their purchasing decisions. Fair trade can trace its roots to the 1940s with the founding of Ten Thousand Villages, though the term ‘fair trade’ was not coined until the 1970s. Even then, the label referred primarily to such commodities as chocolate and coffee. Later, handcrafted products, such as jewelry, clothing, soaps and home décor were introduced under the fair trade umbrella.

The Fair Trade Federation The Fair Trade Federation, established in 1994, is a North American trade association with more than 300 members, comprising both wholesalers and retailers, all of whom commit to sourcing and selling ethicallymade handcrafted products. The organization verifies that members meet nine rigorous principles of fair trade. And there are many more nonmember retailers who choose to stock fair trade items, knowing the difference that these goods can make in the world. “We build equitable and sustainable trading partnerships borne out of a desire to alleviate poverty. The global fair trade movement is an approach to trade that values the health of the planet and the labor, dignity and equality of all people,” explained the FTF’s executive director, Chris Solt.

WorldFinds and dZi WorldFinds It was during a 14-month, around-the-world backpacking trip with her husband in 1999,

that Kelly Weinberger visited a women’s cooperative in Nepal. That encounter changed the trajectory of her life. She spent the remainder of the trip learning about the concept of fair trade and economic disparity, while meeting with and learning from artisans. “I wanted to see where I could fill a niche in the market. I started to test products at trunk shows and at gift shops. It has grown organically from there. I became part of the Fair Trade Federation. That was really helpful, getting started by being able to talk to people who went through the startup pains,” said Weinberger, who lives in Chicago. Today, WorldFinds distributes ethicallysourced fabric jewelry and accessories made by 700 to 800 women artisans in India, and their products can be found in more than 900 North American shops. She said that she sells to a huge range of stores, from museum shops to boutiques, and that the customer demographic range in age from 20 to 60. dZi Mac McCoy is the CEO and founder of dZi, a wholesaler that works with Tibetan, Indian, and Nepali artisans to create handmade, eco-conscious gifts. The name, dZi, is a Tibetan word that refers to a highly treasured Tibetan “eye bead” that is considered to be a powerful charm. McCoy said that dZi maintains five lines, with the original line called the Tibet Collection. Other lines include Fair Trade Holiday, which includes handfelted ornaments, stockings and other holiday décor; Wild Woolies (animal-themed handfelted characters); Lunar Revolution Jewelry; and Fair Trade Home and Garden. The company works with approximately 15 groups representing 1,000

Fair Trade Special I March-April 21

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Unlike mass produced factory items, every fair trade product has a story, and perhaps that is the primary pull for consumers. Retailers often will place a story about the item and the artisan on the hangtag, or sometimes, customers will ask the shop owner for more information. Take WorldFinds, for example. Customers may learn that the kantha statement necklace is sustainably made with repurposed textiles and wood scraps. They may learn that the jewelry is handmade from repurposed saris and scraps from kantha. They may also learn that the woman who made this item is helping her family and sending her daughter to school and now has access to healthcare. “We have POS displays that helps tell the story, helps make that connection more tangible. You know this person exists, that you’re buying from a human and helping out the community,” said Weinberger. Paul Culler, owner of the retail store Fair Trade Winds, with four locations across the U.S., said that he provides background information about the artisans, such as a sign indicating that a particular item was made by a woman who escaped trafficking, for example. The more that customers learn, the more they’re likely to return. “It’s really powerful that those products mean something and are not just made on an automated machine,” he says.

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The opposite of competition is cooperation, and unlike many other facets of business, wholesalers and retailers devoted to fair trade practices actually help each other out. Culler tells the story of how he sent a potential customer five miles down the road to another fair trade gift shop, as that shop had an item in stock that he did not. He said that when he attends the annual Fair Trade meet-

ings with two to three hundred retailers, “We don’t shy away from telling people how our businesses are going or what works best for us. We give people ideas and really, anything can be on the table. There are no trade secrets—that doesn’t happen in any business but fair trade,” said Culler, who carries scarves, jewelry, clothing, household goods and much more. Solt echoed Culler. “Collaboration is a huge feeling in the fair trade community. It is very much a group of friends and associates that has been given a lot of facilitation through the creation of the Fair Trade Federation. At their annual conference, like-minded individuals and businesses get together and share stories, share tips, share knowledge, and give support to each other in what is generally a tough business,” he said. Of course, there is some competition, as is the inherent nature of business, but there generally is a feeling of mutual respect. “We try to tread softly or avoid direct competition wherever possible; that is part of the ethic,” said Solt. Both Weinberger and McCoy agree that the fair trade world is a strongly collaborative one. “Most of us do different things, but we have so many commonalities that we bond immeasurably, which is one of the reasons we love being in the fair trade world,” said Weinberger.

Increased Interest in Fair Trade Interest in fair trade and ethically sourced products is growing, both from the retailer and the consumer perspective, as awareness is gradually dawning about the impact of fair trade. For example, many customers who purposefully shop fair trade appreciate the supply chain transparency. “I think it’s that people are waking up to look at more what is going on globally. People are hearing about the environment and the ramifications of fast fashion. They are waking up to global systems that are harming people and planets and want to do something to help counter that. They’re thinking, ‘I can make a difference in the world with my purchasing choices,’” said Weinberger. McCoy agreed, adding, “More and more, people are realizing the interconnectedness

of their consumer decisions, that they’re not just buying a gift, but they are part of a supply chain that helps provide meaningful jobs to people that help support their families and communities,” he said. “There’s so much good that happens because of one simple bracelet—it’s doing so much good, and that is such a great thing for independent retailers to have. The retail landscape is really challenging, and this is a way to differentiate themselves from the big box stores,” added Weinberger. Solt said that the industry is evolving, with fair trade brands competing with top fashion brands, something he calls “…new and exciting.” For the retailer, McCoy said, selling fair trade items lays the foundation for building strong customer relationships, which ultimately translate into sales. “There are more people seeking deeper fulfillment in their work, and fair trade is one way to do it,” he said. It’s not always easy, though. Culler said that, as a small retailer, his primary struggle is budgeting for marketing to get the word out about his fair trade inventory. He believes that the majority of consumers connect with the buzzwords ‘ethically made’ and ‘environmentally sustainable’ more so than the ‘fair trade’ aspect and all of its underlying principles. “That whole concept doesn’t go that far, though we are making progress,” he said. Still, the fair trade business is a gratif ying one. Culler said he enjoys “… the satisfaction of being able to talk to customers who come in to the store and tell us how much they appreciate that we’re doing this.” Solt added that to be effective as a retailer, you have to make an emotional connection with your consumer by having a values approach to retailing, which gives you a competitive edge. “It is not enough just to be an efficient and effective retailer, which you have to be in today’s marketplace, but it’s the right thing to do.” Hilary Daninhirsch is a freelance writer based in Pittsburgh. She has written features and business profiles for dozens of trade and lifestyle publications. Hilary can be reached at https:// hilarydaninhirsch.journoportfolio.com.

Fair Trade Special I March-April 23

MeetMyStore

Meet the owners of some of the best local stores in the USA

Can you tell us a little bit about your store and the story behind Ten Thousand Villages? We like to say that weâ&#x20AC;&#x2122;re more than a store. Weâ&#x20AC;&#x2122;re a global maker-tomarket movement that is igniting social change. Ten Thousand Villages creates opportunities for artisans in developing countries to earn income and break the cycle of poverty by bringing their products and stories to our markets through long-term, fair trading relationships.

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Why did you decide the open the store? There are currently 55 Ten Thousand Villages stores in the United States, including our San Antonio location. We decided to open our store at The Pearl because the thriving community offered a good opportunity to share our fair trade mission with so many potential new customers.

TEN THOUSAND VILLAGES www.tenthousandvillages.com/sanantonio 302 Pearl Parkway, Suite 114 San Antonio, TX 78215 Owners: Ten Thousand Villages US Hours: m-f: 9:30am-6pm, sat: 9am-6pm, sun: 10am-4pm Year Opened: 2013 Square Footage: 1,500 sqft (including back room) Products in stock: Fair trade home dĂŠcor, jewelry, accessories, gifts, coffee, chocolate Inventory Method/ Software Use: Microsoft NAV Inventory Turn: 4 times a year Categories that Drive business: Jewelry, accessories, kitchen, and an emerging category is baby.

Ten Thousand Villages As one of the pioneers of fair trade, how do you see the movement these days, and how your brand was able to create a positive impact on local businesses and communities around the globe? We believe that the future of the fair trade movement is bright, especially as consumers become more aware of the impact their purchases make on the environment and on the lives of the people who make what they buy. Thereâ&#x20AC;&#x2122;s been an increase in ethical shopping in the United States, and we will keep evolving with the rapidly changing retail landscape so that we can continue to connect shoppers with the craft and cultures of our artisan partners.

As the global economy continues to put pressure on craftspeople to make their products faster and cheaper, small workshops and communities are at increased risk for exploitation and poverty. Our greatest impact lies in our unique model, which is based on transparent price agreements and upfront payments that create a financial safety net for artisans and their families. Our fair trade principles were founded on the bold belief that when marginalized populations have reliable income, work, and a place to sell their goods, they thrive. They can put food on the table, provide education for their children, save for the future, and enrich their communities. How would you describe your store type? Ten Thousand Villages San Antonio is a place where customers can explore handmade products from 30 different countries, learn about the process and materials that make each item, and find the perfect fair trade gift for a friend or themselves. How would you describe your target market? Our customers are looking for high-quality, handmade products that have a positive impact on the world.

Fair Trade Special I March-April 25

How would you best describe your store layout? Do you often move products around the store to create a better flow and encourage purchase behavior? Our store layout is very open. Customers enjoy wandering through the various “stations” we have created throughout. We usually do a floor set move every six weeks, according to the season or holiday, to keep our local customers on their toes. We find that if a customer comes in and automatically knows where to go to find an item, they won’t shop as much as they would if they have to wander around a little bit and discover something new along the way. How do you promote your brand awareness and product mix to grow profit margin? One of the ways we promote brand awareness is by getting involved in the Pearl’s activities and building relationships with our neighbors. We also focus outreach efforts on partnerships with local nonprofits like the San Antonio Food Bank, The Children’s Hospital, women’s shelters, and Girl Scouts. We take monthly donations of our products that customers have purchased in our store to organizations, which has been a successful way for us to connect with our customers and our community.

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Do you also work with local makers or only work with global artisans? We only work directly with global artisans, however we do carry a few products in the store from ethical American vendors. When creating a new product line for the store, what is your selection criteria? Our team of designers collaborates closely with our artisan partners to select the best products. The capacity of each artisan group, access to local materials, and current trends are all taken into account as traditional craft techniques are employed to create new collections. Any plans to expand your business to attract a broader audience? Of course! Our vision is that one day all artisans in developing countries will have access to fair wages and dignified work. With each product sold and donation received, we expand our ability to deepen our artisan relationships, explore new partnerships, and continue our work to break the cycle of poverty.

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EMBRACING MOTHER EARTH By Uma Silbey

In our spiritual work we tend to focus more on raising our consciousness to be one with the higher realms rather than one with the earth. We so often think of the earth as being in some way secondary to the “heavens,” that expanding our awareness into the higher realms is somehow better than “lowering” it into the earth. However, expanding our awareness into the higher realms while ignoring the earth, or thinking of the earth as secondary, is a mistake. We can’t be truly and completely aware without including all manifestation, and that includes the physical realm, our mother earth. In other words, to become completely aware and conscious, we mustn’t reject anything, including the earth. Not only aren’t we completely and truly conscious without including the earth and its energies, practically speaking, we need our awareness to be grounded in the earth in order to be able to expand into the higher realms. If you think of a tree, most trees cannot have the high branches without deep and/or extensive roots. Like the tree then, we must deepen our roots in order to grow our branches. In order to be complete, the expansion of our awareness must evolve in both directions, not only upward. In short, for total awareness, we must reject nothing. We must embrace the earth as well as the heavens.

Ignoring the earth in lieu of the higher realms for our spiritual growth is to ignore the fact that we are one body with the earth. Our physical body is made from the earth. We share the same elements. Each bit of food that we chew comes from the earth and then transforms into our own physical body. With each foot on the ground, with each drink of water and breath of oxygen that we breathe, we draw the life force from the earth that feeds us the vital energy that we need to function. In sharing the same elements as the earth, we share the same elements as every life form in it, the animals, the insects, the plants, the rocks and the soil. In that way, our physical body is just one part of a living being. We are the earth.

This essential balance between the etheric bodies and the earth body is not only important for our spiritual growth, then, but also for our physical wellness. If we want to be healed and whole, we need to include the earth in this process. Just as you cannot completely heal one part of the physical body without including the larger body as a whole, the deepest healing comes from also including the larger earth body (and connected etheric bodies) in this process. Not only can we draw on the earth’s energies for our healing, but Mother Earth, herself, can provide the “medicine” we need for our healing in the form of herbs and plants, water, rocks, and sunshine. If we were alien from our earth, these things would not work.

BECOME ONE WITH THE HEAVENS Our physical body, sometimes called “the food body,” is directly connected with our emotional, psychic and spiritual bodies. Our thoughts, which are largely a function of our physical brain, determine our emotions. The mental, astral, and other etheric bodies are vibrationally connected with and influenced by our physical body. (They, in turn, influence our physical body.) Energy workers are intimately familiar with this connection and work with the etheric bodies to influence the physical.

YOUR WELL-BEING IS DIRECTLY CONNECTED WITH THE EARTH Tree Meditation for Expanded Consciousness There are many practices we can do that will enhance our connection with our mother earth and gain us the benefits of better health and higher wisdom. This Tree Meditation is a highly effective method to use for grounding, relaxation, healing, and expansion into the higher realms of consciousness.

Fair Trade Special I March-April 29

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Visualize yourself as a tree. Feel as if roots begin to grow down from the bottom of each foot into the earth. With each in-breath, feel as if these roots grow ever more deeply into the earth. Relax the back of your knees, the small of your back, your belly, your shoulders and jaw as you do this. As you continue, imagine feeling the vitality of the earth flowing up into your body. The more that this vital earth energy f lows upward into your body, the more your feel your physical, mental, emotional bodies being charged w it h streng t h, vibrancy and dynamism. Keep breathing with long, deep breaths to help accelerate this process.

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Next imagine that this vital earth energy now flows into your heart chakra in the middle of your chest. The more that this vital earth energy flows into your heart chakra, the more you feel your heart expanding into love, love that doesn’t threaten, but feels infinitely accepting, safe, warm and comforting. As you continue to breathe with long, deep breaths, imagine that with every breath your heart opens more and more, connecting you with the earth and all of life.

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Then, hold your arms up at least shoulder high as if they are the branches of your tree-body. Feel as if this vibrant earth energy now flows upward into your arms, out of the center of your palms and out through each finger. Again, use long, deep, breathing to assist you in this process (this will help open the healing centers of your hands).

Now, imagine that from your heart center, t his dy namic, ear t h energ y continues to flow upward through the center of your body, through your throat chakra, up through your head and out from the center of your crown. (This will help open your upper throat, third eye (ajna) and crown chakras.) Visualize the earth energy that flows upward from your head to be the growing branches of

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your tree. With each long, deep, breath, imagine your branches growing ever upward into the sky above. As you do this, continue to relax your body, especially your shoulders, neck, jaw, eyes, ears, forehead and top of your head.

Now your tree is complete, drawing from the earth to shoot upward into the heavens. To continue growing into the heavens, keep drawing the vital energy from t he ear t h t hrough your roots. Perfectly balanced, there is now no limit to your growth.

PRODUCTS YOU CAN SELL There are many products that we can carry in our stores to help increase earth awareness for our customers. We can carry products that not only bring them

healing from the earth, but at the same time remind them to honor their essential connection and become more active caretakers of our earth. We can carry jewelry that is earth oriented, perhaps with tree, flower, or animal imagery. Signage can be placed near these jewelry items that reminds the customer of their connection with these beings. Rocks, crystals and gems can not only be carried our stores, but we can include point of purchase information not only about their healing properties, but also reminding the customer that they are part of the earth as are we, and it is because of our essential oneness that we can use them for our healing. So, too, can we do this with healing herbs and other earthbased medicinals, including CBD. We can carry both children and adult books that address our connection with Mother Earth, placing them near our jewelry, stone, herb and medicinal products.

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Signage and/or books that address climate change are greatly needed now; pointing out that to destroy or fail to take care of our earth is to fail to take care of our own body. After all, if Mother Earth perishes, so, too, do we. To take care of our Earth is to take care of our own body, so be a caretaker! Uma Silbey was one of the first to pioneer crystals, gemstones, and ‘energy’ information to the world through her jewelr y designs, books, and music. Besides running her jewelry company since the late ‘70s, Uma has authored six books, including her latest The Ultimate Guide to Crystals and Stones, available through New Leaf Distributing Co. She has also recorded 18 albums of meditation music and guided visualization, and twice has been considered for a Grammy nomination, including her latest Altered States. Visit www.umasilbey.com for blogs, articles, music, and newsletters.

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ShopTalk A Selection of FIVE best questions about STORE, INVENTORY & LOCATION

How important is it to move things around in a store that is mostly visited by tourists?

The main reason that most retail store consultants emphasize changing displays and rearranging merchandise is so that your store looks “fresh” and, rather than being bored, customers have the impression that there is always something new and exciting to be found each time they visit. As your question suggests, when your clientele is mostly tourists, you do not have to rearrange and create new displays as often as if you have a regular, home-town customer base, but it is still important. One thing to consider is that, while you many have a large number of tourists visit your store, there are probably some regulars. These may be people who live nearby and bring their family and friends (some of the tourists) when they come to visit. So, it is essential to provide them with new items to explore and appreciate too, if only because it makes them excited and that excitement gets them talking and thinking about sharing that excitement with friends. The other thing to consider is that moving merchandise around is not just for appearance sake. There is the cleanliness aspect – when things get moved shelves get dusted and cleaned. And also, energetically, holding, touching, dusting and relocating items helps them sell better. I have no scientific proof of this, but I do know from years of experience that changing a display, or switching merchandise to a different shelf, somehow makes it noticed and more desirable. And that includes customer attention. I can’t tell you how many times an item will sit for days or weeks and not sell, and then a customer will notice it, love it, and even plan to come back and buy it, and another customer will walk in and buy it later that day! Items simply sell better when attention has been paid to them. So, if you decide to move things around less, be sure that you have some kind of rotation timetable, so merchandise does not just sit, as well as a regular cleaning schedule so everything is clean and inviting. Published in Vol32/Issue1/2018 – Written by Kim Perkins.

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After two years of looking for a location, we finally found it and are now finalizing our financial plan to open this fall. One thing I am confused about is what inventory-turn target we should shoot for. Is there an industry average? How do I figure this out?

Inventory turnover, or inventory turns, measures the number of times the dollars you have invested in inventory sells during a specific time period, usually a year. It is a way to measure how quickly your inventory is turned into sales and therefore profit. You can find your inventory turn rate in a couple of ways. You can take your total retail sales and divide it by your average inventory for the year at retail price. Or, the method I prefer is to take your cost of goods sold for the year and divide it by your average yearly inventory at cost. If you don’t have a point-of-sale program that tells you your average inventory, add your inventory value at the beginning of the year with the inventory value at year end and divide by 2 to get your average. My best answer is to shoot for an inventory turn of between 3.5 and 4. When your inventory turns under 2 times, it indicates you have too much inventory or too much that just doesn’t sell. And turns of more than 5 or 6 can be good, but more is not always better. When inventory turns that quickly, it may mean you run out of bestsellers, and if customers repeatedly find you are sold out of their favorites, they may start to shop somewhere else. It is a balancing act to order just in time, so you are never out but not overstocked either. Published in Vol27/Issue 6/2013 – Written by Kim Perkins.

A friend of mine who has a similar store in a neighboring state recommended I purchase a line of bath-care products that were “flying” off her shelves. I did and was so excited, but they have only collected dust on my shelves! I made a major investment (for me) and now I’m not sure what to do?

Even though it’s not much consolation at this point, you have We offer a variety of classes and workshops in our store that learned a valuable purchasing lesson: Do not make a huge we list on our website, and our customers are asking for a investment in any product line unless you are sure it will be well more convenient way to sign up and pay for them besides coming received by your customers. Better to place a smaller initial order and to the store to sign up in person. Do you have any recommendahave to reorder right away than be stuck with merchandise that doesn’t tions for an online appointment-scheduling program that would move. As you have unfortunately discovered, not all merchandise sells integrate with my website? well in all geographical areas. The first thing I suggest is to Automating tasks such as this contact your friend and ask her to Need Answers? can be incredibly time saving. send you a photo of her display. While I don’t have specific recommenSend your retail questions to Did she do something clever and dations for an online appointmentshoptalk@retailinginsight.com eye-catching? Is the product easily scheduling program, we have come visible? What kind of signage did she up with a system we find efficient for use? If nothing stands out visually, it processing class payments at our store: may simply be that this particular line sells well in some stores and A shopping cart integrated into our website. not in others. It happens. At that point, I would try to move it to a new We use a calendar plugin on our WordPress website that has a place location within the store and see if that generates more interest. If not, for a link to obtain payment. Customers can easily click on the link you could offer a “Buy One, Get One” special on that line to help you to register and pay. The link brings them to a product page, which recoup at least some of your investment. If that doesn’t work, I would uses a shopping cart plugin for payment. The option of using PayPal call the vendor, explain the situation, and ask if they would allow you or a credit card (Authorize.net) is provided. When the payment is to return. Finally, I would donate it to a local nonprofit and write it made, an email is sent to the shop’s address. With that email, the off to the “looked like a good idea at the time” history book. Rest payment is processed in our point-of-sale program, and the customer assured, we have all made an entry in that book from time to time! is manually added to the class attendance list.

Published in Vol28/Issue 3/2014 – Written by Kim Perkins.

Shaman’s Dawn Shamanically charged products for healing and transformation

email: info@shamansdawn.com shop.shamansdawn.com (no www)

Fair Trade Special I March-April 35

of different displays. Do you have any suggestions for how to In the emails sent to notify our customers of events, we provide the option of paying by phone or paying online within the website. The offer merchandise small point-of-purchase items in a way that attracts to pay online is hyperlinked to the event “product” page. The majority attention without looking messy? of our customers call the store to reserve their spot using a credit card. Approximately 70 percent call to buy their “ticket” and 25 percent reserve The key to fitting a large variety online. The remaining five percent stop of small items into a small space by to make payment in person. all comes down to the display. You need A number of online storefront a clean, consistent display that can hold Need Answers? options are available. Look into a variety of items throughout the year. C a r t6 6 , Shopi f y, Ma rke t pre s s , Send your retail questions to My suggestion is to go on the hunt WooCommerce, X-Cart, Magento, for a group of vessels that feel like they shoptalk@retailinginsight.com and so many more. Take a look at match. They don’t have to be the same which shopping cart plugin works size (in fact, it’s better if the sizes are with your current website. It is also varied) or even the same color, they just possible to use MeetUp.com as an avenue for prepayment for events need to feel like they go together. Think of how you would arrange a group when using the payment option within their system. Many customers of treasured keepsakes. Tall with short, grouped in twos and threes, offset have found our store through our MeetUp account, and it has become from each other. That is how you want to arrange your vessels. a worthwhile marketing tool to advertise events. I have not used the Once you like your arrangement you can fill them up with products. payment option on MeetUp, but rather provide the phone number You can change around the items as often as you want or need, while or the link to the event product page on our site to reserve their spot. maintaining a clean well curated look. Just mixing up the colors of

Published in Vol30/Issue 6/2016 – Written by Margaret Ann Lembo.

I want to promote impulse purchases, but I don’t want to clutter the cash wrap with random items in a jumble

Proudly Sold by

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items in the various vessels will make the space feel new. I also like the look of a large tray—you can arrange various items on it and change them as needed while maintaining the look of the space. Published in Vol31/Issue 3/2017 – Written by Seasons Koll

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Fair Trade Special I March-April 37

Made from jacaranda wood hand-carved and painted by artists in Kenya. With each purchase, the company donates 10% to nonprofit animal conservation programs. Drinking Giraffe Bowl by Acacia Creations

A fun cat-themed measuring tape made by artisans from Vietnam working with Mai Vietnamese Handicrafts, a nonprofit organization that provides income generation and marketing services to Vietnamese artisans, in Ho Chi Minh city. Measuring Tape Kitty Cat by Ten Thousand Villages

Each piece is handmade from recycled textiles by women artisans in India! Kantha Chromatics Collection by WorldFinds

Editor’s Picks

SUSTAINABLE & ETHICALLY MADE GOODS FROM BRANDS TO REMEMBER

Artistic bookmarks handcrafted by artisans in Colombia Numberwing Butterfly Bookmark by Tulia’s Artisan Gallery

The company uses ethicallysourced and sustainable natural ingredients and practices a zerowaste philosophy from product to packaging. Plus, 1 percent of their sales goes out to 1% for the Planet to help support environmental nonprofit programs. Eucalyptus Shower Mist by Terralite

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Each product has its one-of-kind style, designed to carry a strong and beautiful message of hope, change, awareness, and kindness. So, be part of this movement! Celebrate the maker, the brand… support their products and their amazing work, and discover why they should be remembered!

This balsa wood kitty is hand-carved by Balinese artisans from Mitra Bali, a fair trade company that has been helping the Bali area since 1993. Peeping Kitty by SERRV

The company directly supports the artisans in India that blockprint their fabric, and they also donate a portion of all profits to Global Fund for Women, a nonprofit foundation supporting the advancement of women's rights around the world. Sierra Oversized Scarf by Maelu Designs Distributed by Kahiniwalla*, Pebble products are made without the use of machinery or electricity in Bangladesh. Women of different religious and cultural backgrounds are brought together and work side by side! Baby Blanket by Pebble

An ethical fashion company merging uncommonly vibrant style with fair trade practices to make an impact on global poverty. Vibrant Threads Bracelet, Blue by Mata Traders

Made by Yanesha indigenous artisans and PaTS, a nonprofit organization that works with the Yanesha people in Peru, helping to develop a sustainable project model based on their forest resources. Wine Rack by Sobremesa by Greenheart

A block printing method was used to make this robe by artisans in India! The company partners with Aravali, a for-profit company that works with 150 artisans in the Jaipur area. Flowering Vine Robe by Ten Thousand Villages

This basket was handwoven of pine needles and pajon, a native grass of the Guatemalan highlands. This basket is named for the young daughter of a Mayan Hands basket maker. Her mom's income through fair trade means Mayra will have the opportunity to attend school, something her mother was not able to do as a girl. Mayra Basket by Mayan Hands

Each pair of these socks sold plants 10 trees through Trees for the Future, a nonprofit organization that helps communities around the world plant trees! Socks That Plant Trees by Conscious Step

For every towel sold, the brand plants a tree. They are also partnering with The Water Project, a nonprofit organization who helps to bring clean water to sub-Saharan regions in Africa! Yoga Hand Towel by Jade Yoga

Fair Trade Special I March-April 39

FinePrint

Uplifting & Inspiring NEW Books on Conscious Living Compiled by the editor

Let’s agree that Self-Improvement & Lifestyle books are great for creating positive change in readers, helping them to re-discover their purpose, boost their self-esteem, and help them regain confidence. So, with that in mind, if you’d like to help your customers improve their lives, look no further! Check out what’s coming this month:

NEW RELEASES 1. The Enneagram & You: Understand your personality type and how it can transform your relationships Gina Gomez Published by Adams Media

Publication Date: March 2020 ISBN: 9781507212721 Pages: 256 I Price: $16.99 Unlock the power of personality types using the wisdom of the enneagram so you can strengthen your personal, professional, and romantic relationships today! The enneagram is an effective personality classification system that describes the characteristics, behaviors, and core values of nine different personality types— enneatypes—each identified by a number. The Enneagram & You helps you identify your personality type so you can discover how to best interact with your family, friends, coworkers, and love interests. You’ll also learn about each type pairing—from Type 1 with Type 1 to a Type 9 with Type 9 and every combination in between—as well as the harmonies and challenges each pairing faces and advice on how to effectively communicate and better understand what each personality type needs to feel fully engaged, known, and valued.

2. Seasons of Moon and Flame: The wild dreamer’s epic journey of becoming Danielle Dulsky Published by New World Library

Publication Date: March 2020 ISBN: 9781608686421 Pages: 376 I Price: $17.95

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The yearning to slow down and simplify, return to the earth, and maybe even “rewild” that has been tamed in ourselves persists even though that dream seems ever more remote in contemporary life. Danielle Dulsky shows that even in our high-tech and high-pressure lives, it is possible. The author offers fellow seekers a way to manifest their own “year of the wild” and to tap into often-forgotten wisdom ways. Seasons of Moon and Flame guides readers to live cyclically while working with the archetype of the Sacred Hag, or wild grandmother, who appears in various guises. Lunar phases within lunar seasons are highlighted through rituals and ceremonies. Wonderfully inclusive, with adaptations for families, spiritual groups, and other traditions, this book is a potentially life-changing guide to living mystically, magically, and in empowering harmony with the worlds of spirit and nature.

3. The Technology of Intention: Activating the power of the Universe within you Kim Stanwood Terranova Published by DeVorss & Company

Publication Date: March 2020 ISBN: 9780875169040 Pages: 200 I Price: $16.95 We are a technological society, no doubt about it. Our devices keep us informed while isolating us from each other and from ourselves, our true selves. There is, however, another technology, an inner technology that brings us back to our true selves and gives us the ability to create lives of joy, abundance, and wisdom. Kim Stanwood Terranova calls it The Technology of Intention and in this book, she teaches the reader how to tap into this technology and unleash its power. We all have the power . . . we’ve just forgotten how to use it. Intentions give us the pathway to consciously create our lives. They are the powerful force that points the energy in the direction of all we wish to manifest. This book is a guiding light in assisting us to not only understand the power we each have, but also to give us the road map and step-bystep process to ignite that power.

Fair Trade Special I March-April 41

4. Scripting the Life You Want: Manifest your dreams with just pen and paper Royce Christyn Published by Inner Traditions

COMING SOON 5. Intuitive Living: A 6-week guide to self-love, intuitive eating and reclaiming your mind-body connection

Publication Date: April 2020 ISBN: 9781644110195 Pages: 224 I Price: $16.99

Pandora Paloma Published by Orion Books

Actor Royce Christyn (Disney Channel, Nickelodeon) pulls back the curtain to reveal a method people from all walks of life can use to create the life of their dreams—on purpose. From sharing groundbreaking science to journal entries that detail his big breakthrough—when he successfully used his boundarypushing method to land a lead guest-starring role on Disney Channel’s Wizards of Waverly Place with Selena Gomez—this book takes the worlds of science, self-help, and spirituality and flips them on their heads. In this step-by-step guide, filled with success stories and practical exercises, Royce Christyn details a simple, yet extremely effective “scripting” process for harnessing the Law of Attraction and manifesting what you want in your life--happiness, wealth, travel, love, health, the perfect career, or simply a productive day.

Publication Date: May 2020 ISBN: 9781409184423 Pages: 224 I Price: $22.99 In our increasingly busy world, how to be healthy has become more and more confusing and our relationship with food is ever-changing and often complex. We’re bombarded with so many messages that it’s causing a disconnect between us and what true health really is: a connection to our body’s innate wisdom. In other words, our intuition. This six-week guide introduces the concept that by using our intuition, we can become experts on ourselves and, in turn, learn how to best navigate our own health and happiness. Each week is broken down into steps, giving you the tools and techniques to make the right food and health choices for you. Through celebrating food, encouraging kindness and embracing a positive body image, Holistic Nutritionist and Life Coach, Pandora Paloma takes you on a journey to reconnect with your body and transform your life.

6. Northeast Medicinal Plants: Identify, gather, and use 111 wild herbs for health and wellness Liz Neves Published by Workman Publishing

Publication Date: May 2020 ISBN: 9781604699135 Pages: 432 I Price: $27.95

“Women belong in all places where decisions are being made.” - Ruth Bader Ginsburg

Ganesh reminds you that the wisest people always keep an open mind.

Tabitha makes sure that you always remain a free spirit.

Sammy turns you upside down to give you a different perspective. Rosa Parks reminds Hope shines a light Each doll comes with a keyyou to never be on depression so ring, lobster clip, and fabric fearful if what you you can grow are doing is right. nametag (see Ganesh above) and thrive.

kamibashi.com

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sales@kamibashi.com

tel: (828) 333-5166

In Northeast Medicinal Plants, herbalist Liz Neves is the reader’s trusted guide to finding, identifying, harvesting, and using 111 of the region’s most powerful wild plants. Readers will learn how to safely and ethically forage, and how to use wild plants in herbal medicines including teas, tinctures, and salves. Plant profiles include crisp, color photographs, identification tips, medicinal uses and herbal preparations, and harvesting suggestions. Lists of what to forage for each season makes the guide useful year-round. Thorough, comprehensive, and safe, this is a must-have for foragers, naturalists, and herbalists in Connecticut, Maine, Massachusetts, New Hampshire, New Jersey, New York, Pennsylvania, Rhode Island, and Vermont.

Let your spirit ta k e f L i g h t

The Charles Dickens Tarot 978-0-7643-5775-6

The Healthy Witch 978-0-7643-5790-9

The Manifestation Journal 978-0-7643-5806-7

As You Feel, So You Heal 978-0-7643-5783-1

Goddesses from A to Z 978-0-7643-5796-1

The Three Principles of Oneness 978-0-7643-5813-5 Fair Trade Special I March-April 43

Meet the author of

The Bright Way: 5 Steps to Freeing the Creative Within Diana Rowan Published by New World Library

What inspired you to write this book? It was a magical circumstance – one of the dear members of my Bright Way program, Claudia Boutote, approached me, asking if I might be interested in writing a book about my method. It felt both natural and like lightning striking, now that I realize how rare and wonderful this circumstance is! I stayed inspired during the entire writing process, as there’s nothing more thrilling to me than to see people regain their creativity. I kept that in mind every day, so the inspiration kept flowing. Plus, I was using the very system I was writing about – everything synergized gorgeously. What is the “Bright Way System” and why did you create it? The Bright Way System is a five-step path to reclaiming your creativity and following through with it in everyday life. I developed BWS over decades of struggling with performance anxiety and finally learning how to feel confident and consistently motivated. I believe performance anxiety is an intense version of anxieties many of us suffer around creativity in general. And I’d say that most people have at least some anxiety about their creativity. While it’s very normal to feel that way, I don’t think it’s natural, like it’s a given and just has to stay that way. I’ve taught music for almost three decades and developed BWS in tandem with my students’ and my own

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creative journeys. Over time, I came to realize that the epic journey to confident, inspired creativity really boils down to just five steps. Being creative can sound like a very lofty or long-term project reserved for the few, but I believe everyone is creative. This is why there can be a universal path to reclaiming creativity; it’s natural to be creative, it’s our birthright. And further, anyone can regain their creativity at any time, any place. Why is being creative such an important part of life? When I see people being creative, I see them light up. I see them energized from

the inside-out. I see their confidence in themselves return, their kindness increase, their joy spread outward so that others become inspired in turn. Creativity restores you to your true self, and I believe your true, eternal self is always a positive energy. You can be creative – which I define as being actively engaged in whatever you’re doing – at any moment, no matter your circumstances. Being creative reignites your true power and brings genuine fulfillment that lasts. Being creative gives you back your freedom because you make choices based on what you love and stand for from the inside-out, not what’s externally imposed on you. All these reasons and

more are why I know being creative is such an important part of life for each one of us. Western culture is very work-obsessed, which often burns people out. How is creativity an antidote to this kind of stress? Since creativity is about genuine, direct engagement with what you do, vast sources of energy open when you’re creative. You reconnect to what you’re doing on so many more levels, and the flow of energy between yourself and everything around you gains momentum. Creativity brings you back in touch with what you really care about in life, again, what you love and what you stand for. If you approach your work with this perspective of actually being able to make a difference and find meaning in what you do, more motivation and less burnout will follow. And for creativity outside the workplace, it refuels you with joy and resilience, which are antidotes to burnout. As you gain confidence through your creativity, you might also find yourself contributing more value at work, leading to greater recognition and less burnout. And with your increased creative confidence, if you find your work is absolutely not in alignment with your purpose, you’ll be in a stronger position to move on to another position that fulfills you more in the long run. In the book, you share some of your personal experiences with performance anxiety. How did you shift that and how can your book help others with this particular anxiety? There were many steps to shifting my performance anxiety into creating and sharing with confidence; the very most important part of my recovery was reclaiming my purpose. When I rediscovered my true purpose, suddenly I became fired up by its power, and worries about making mistakes and feeling unworthy (the biggest sources of performance anxiety) faded. I believe we all have a purpose that’s been with us from day one. That’s why step one in the book is “Define your Purpose.” The next four steps show you how to live your purpose day-to-day. I’ve walked hundreds of creatives through these five steps and the results have been

astoundingly positive. I wish I’d had a resource like this back in my dark days of performance anxiety, but then I wouldn’t have gone on this tremendous journey and written this book! BWS’s approach is to tap into your very deepest reasons for creating – your purpose – and then present you with a practical roadmap for manifesting your purpose in real life. Our mantra is skill + magic – the magic of your purpose and goals combined with the skill of how to make your magic real! Your five steps to “freeing the creative within,” are connected to the five elements. How do they work together? Nature is my template for creativity in our world; looking to the natural elements for guidance taps directly into source energy. For example, picture fire, one of the natural elements. You might instinctively sense heat, passion, drive, and thousands of other visceral associations. There’s deep poetry in the natural elements. When we’re talking about creativity, it’s very easy to sound abstract. I believe Inspiration is at the heart of creativity and is the true source of sustainable motivation. But “inspiration” can sound a bit vague. In BWS, inspiration and fire are paired, so that the visceral power of fire helps us understand the passionate nature of inspiration more fully. The other BWS correspondences are artistry/water, learning/air, technique/ earth, and community/spirit, and we get to explore them in detail in the book. What is Alchemy and how does it feature in the book? Alchemy is a philosophy spanning millennia and cultures. Alchemy is often called “the perennial philosophy” because it resonates with many belief systems regardless of political, social or religious orientations. Fundamentally, alchemy is about self-realization in our world. It offers a clear path of seven operations for transforming our more base tendencies into our highest potential; this is the metaphorical “lead into gold.” The first alchemical operation is calcination, representing the burning away (fire again!) of anything we no longer need so that our true nature is revealed. In the book, calcination corresponds to step one,

where you search deep within to discover your true purpose, often burning away old stories and notions that no longer serve you. Each BWS step dovetails with either one or two alchemical operations as you move toward step five: fulfillment. Step five corresponds to coagulation, the great marriage of yourself to yourself – the ultimate creativity! You emphasize in the book that clarifying our life purpose is the first step in being creative. Why does this matter so much? If we’re not in touch with our purpose, chances are that we’ll set goals out of alignment with our souls. When this happens, it’s hard to stay motivated long-term, and further, we get judgmental and critical of ourselves, shutting our creativity down completely. Once you’ve defined your purpose – something we continuously refine – decisions become clearer and easier. Fueled by your purpose, you know what you love and stand for, and make choices to support these. Inspiration starts flowing, the true root of ongoing motivation. I often see people set goals that have been chosen by someone else, or that they feel “should” happen. Knowing your purpose means you set goals that truly matter to you, ones that really have staying power through those tough times of effort or setback. So knowing your purpose is really the foundation of your entire creative life, which is why defining your purpose is step one. You are a professional musician. Is your book only for musicians, or can anyone benefit from reading it? Anyone can benefit from my book, because everyone is creative. Writers, software engineers and mothers have used The Bright Way, all with the same results of feeling more alive, confident and connected to themselves and others. How creativity manifests is infinitely variable, which is a beautiful thing; at the core, we all have something creative to contribute in sharing our true selves with the world. It’s natural to be creative, and everyone has creativity inside them. And I feel that when we’re in touch with our creativity, we achieve fulfillment, a hallmark of the good life. This is available to anyone and everyone.

Fair Trade Special I March-April 45

You’ve lived around the world and have been immersed in a variety of cultures. How does this fact inform your Bright Way System? Being exposed to so many cultures, I noticed what is in common for all of us, as well as what notions may be let go of as less helpful, to put it nicely. For example, I love that in traditional African music there’s the idea that a melody isn’t fixed note-for-note – if a different note shows up, that’s what was meant to show up that time. In the West we get obsessed with “making mistakes” as if they’re always “bad,” drastically, negatively impacting our creativity. Taking the example of traditional African musicians, I learned that presence and experimentation are fundamental to creativity and connection, whereas being afraid of mistakes would stop both my learning and imagination. In terms of something that’s common to all of us, at the end of the day I’ve found that all people want to feel connected, to themselves, to others, to the world. I believe creativity is

one of the best ways to restore all of these connections. This perspective is on every page of the book, and I have to thank my immersion in different cultures for being so grounded in this liberating belief. What if I am not creative? Can I still get something out of your book? But you are creative! I’ve never met anyone who had zero creativity. By reading the book, I believe you’ll get back in touch with your innate creativity and be thrilled with what you find. I’ve seen this happen over and over again, in many different fields, ages, backgrounds and circumstances. Give it read and see what is revealed to you! If you could have readers take one thing away from your book, what would it be? My dream is for the reader to regain their true selves through their creativity, amplifying joy, confidence and agency in their bright lives. And then to inspire others, in turn, with their radiance!

NEW BOOKS

Diana Rowan is a professional harpist, and has performed on six continents. She founded the Bright Way Guild to be able to teach in the digital environment, and she offers students around the world access to her system through an ongoing membership program, several dynamic Facebook communities, and videos. She lives in the San Francisco Bay Area. Find out more about her work at www.dianarowan.com.

The Bright Way: Five steps to freeing the creative within Diana Rowan Published by New World Library

Publication Date: March 2020 ISBN: 9781608686445 Pages: 264 I Price $17.95

The Tree Angel Oracle Deck

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Animal Soul Contracts

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The Hoodoo Tarot

$35.00 • Boxed set • ISBN 9781620558737 Includes 160-page book and 78 full-color cards

Available at InnerTraditions.com and Wherever Books are Sold 800-246-8648 •

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PlayList

Reviews of Great Music to Sell and Enjoy By Bill Binkelman

1. The Lightness of Dark Fiona Joy Hawkins & Rebecca Daniel By Little Hartley Music I www.littlehartleymusic.com.au

Fiona Joy Hawkins (piano and vocals) and Rebecca Daniel (violin, organ, vocals, piano) , joined on five tracks by the Kanimbla Quartet have created a starkly beautiful musical portrait of the passing through of grief and sorrow to healing and light. A contemporary classical influence dominates these sublime compositions and all the artists involved (including cellist Trish McMeekin on one track) give their all in these richly textured somber pieces. Exquisitely recorded with extreme attention to production detail, this is music in which to totally immerse oneself, allowing the emotional depth to penetrate deep into your own memories of sadness and healing.

2. Bach Side of the Moon – Baroque Adagios Reimagined Piers Adams & Larry Lush By Red Priest Recordings I www.redpriest.com

Recorder maestro Piers Adams joins forces with synthesizer artist Larry Lush on Bach Side of the Moon, a revisiting of some of Bach’s Baroque period adagios on which the pair combine the centuries old woodwind with contemporary synthesizer melodies, textures, and string accents. Unlike similar recordings in the past, the thirteen selections on this album lean more closely to the source material as opposed to, for example, the early works of synthesizer pioneers including Tomita. As a result, classical music purists should find much to enjoy here. Adams’ recorder playing is a mixture of technical artistry and soulful talent and Lush expertly weaves in an assortment of synthesizer elements with utmost deftness.

3. Autumn Monsoon Suzanne Teng & Gilbert Levy By Mystic Journey I www.mysticjourney.net

Wife/husband team Suzanne Teng and Gilbert Levy weave a hypnotic and sensual aural tapestry on Autumn Monsoon,

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fusing an assortment of world music influences into a hybrid that mesmerizes the listener from first note to last. Teng’s flutes carry the lead melodies to which Levy provides the rhythms via a wide assortment of percussion and string instruments. Both also play synthesizer, using the electronics more as textural accompaniment than as a forefront musical element. Most of the 10 songs are paced at a slow tempo making this a great album for accompaniment to yoga or one can simply luxuriate in the sonic perfume pouring forth from the speakers.

4. Deeper Imaginings Paul Adams & Elizabeth Geyer By Lakefront Productions I www.pauladams.org

Deeper Imaginings is the follow-up to Adams’ 2015 Imaginings album (which garnered Adult Contemporary Album of the Year from Zone Music Reporter). It features a more concentrated emphasis on influences from the music of the Indian culture, most notably via the presence of electric sitar and bansuri flute. Besides Adams and Geyer, guests perform on aforementioned bansuri, trumpet, guitar, and balaban. Adams plays guitar, electric sitar, percussion, oud, halusi, and synthesizer while Geyer handles piano, vocals, and flugelhorn. Other than the mellow jazziness of “All That I Am,” and the closing “Hope For The Game” the music here is meditative and serene, ideal for massage or just window-gazing on cloudy days.

5. Tropical Relaxation Dean Evenson & d’Rachael By Soundings of the Planet I www.soundings.com

By now, if you have been reading my reviews here in Retailing Insight, you know what a big fan I am of Dean Evenson. Here he reunites with renowned harpist d’Rachael (whom he has recorded with many times before) for yet another sonic excursion into blissful flute and harp melodies, perfectly accented with discrete nature sounds and deft application of synthesizers. Relax in a comfortable chair, close your eyes, and you will almost be able to feel the ocean breeze and the warmth of the sun on your face as peace and contentment wash over you.

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6. Memories of Water and Light Scott Cossu By Heart Dance Records I www.heartdancerecords.com

Pianist Scott Cossu entered on the ground floor of New Age music back in 1980 with his first album, Still Moments. His 2015 album, Safe In Your Arms, showed he hadn’t lost a step and now, with Memories of Water and Light, he reestablishes himself as one of the premier players in the genre. Working with guitarist Van Manakas and cellist Holly Reeves, Cossu displays his abundant talent for fluid melodies and heartfelt compositions across the recording’s 10 tracks. By turns reflective, romantic, and subtly playful, the music on Memories of Water and Light is a sheer delight and would be a great disc for backcountry road trips.

7. A Day Like Any Other Darshan Ambient By Spotted Peccary Music I www.spottedpeccary.com

It’s a tragedy that Michael Allison (Darshan Ambient) passed away mere days before the official release of his last album, A Day Like

Any Other, which was released posthumously upon his wishes by Spotted Peccary. Throughout his career, Allison displayed a great talent in and affinity for a variety of ambient styles. Here, many of the tracks are rhythmic and upbeat, even dramatically so, as on “Ah! Sunflower” with its orchestral strings and pulsing drums. I can’t help but think that Allison meant this release to be an affirmation of life even as he battled with cancer at the end. It is a superb final chapter in his enduring legacy.

8. Piano2 Doug Hammer By Dreamworld Productions I www.doughammer.net

Influenced by his many appearances at concerts with other pianists at which he performed impromptu improvisational duets as a finale, Doug Hammer thought, “Why not do a duet with myself?” and Piano2 was born! So much more than just a “gimmick,” the 15 songs on this album offer proof aplenty of Hammer’s versatility and imaginative compositional skills as he (times two!) navigates among a wide assortment of genres including jazz, pop, New Age, neo-classical and more (on “Chasin’ Possum” he brings the house down with some great jump boogie!). His “two” performances on each song fit hand in glove no matter the style, tempo, or mood.

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50 RetailingInsight

ENTRAIN YOUR BRAIN TUNE YOUR CHAKRAS BALANCE YOUR BIOFIELD with the Healing Music of

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9. Chalkboard Destiny

10. Love Story

Lisa Hilton By Ruby Slippers Productions I https://lisahiltonmusic.com/

Robin Spielberg By Playmountain Music I www.robinspielberg.com

One of jazz piano’s brightest stars is at it again! Lisa Hilton’s latest release features nine original compositions as well as an imaginative cover of Joni Mitchell’s “Blue Boy.” Hilton is joined by a great trio of musicians (J.D. Allen on tenor sax, Rudy Royston on drums, and Luques Curtis on bass) and the four fit together seamlessly on all 10 tracks. I’ve stated it many times in previous reviews of Hilton’s albums that she is among the most unselfish artists in an ensemble setting and she displays that same sense of “we’re a team” yet again. Whether uptempo, bluesy, or romantic, Hilton’s utmost command of nuance and artistic virtuosity carries the day with ease.

Pianist Robin Spielberg’s 19th album is a collection of well-known covers from artists such as Elton John, Bruce Springsteen, Joni Mitchell, Bob Dylan and more (16 songs in all). Drawn from rock, pop, and easy listening, each one of these pieces is given a unique arrangement by the ultra-talented Spielberg so that all of them are recognizable, yet also infused with new twists. Spielberg’s music frequently features melodies that have a romantic feel to them and, obviously, with the album titled Love Story, you can correctly assume that is the case here as well. Her version of Springsteen’s “My Hometown” will tug at even a die hard cynic’s heartstrings! Bill Binkelman has been reviewing New Age, ambient, and world music since 1997. Email him at billbink01@gmail.com

52 RetailingInsight

TakeFive

Five ways to stop blocking your prosperity in the retail landscape By Melinda Carver

Most people are creatures of habit. Store owners frequently state “We don’t want to change anything; we just want to increase our bottom line,” when meeting with a business consultant. This refusal by some retailers can be a huge stumbling block that impedes your store’s success. With the explosion of online retailers and same-day delivery, retailing is no longer the same as it was 10 years ago. You must adapt to the new way of doing business, or your store may flounder. Successful brick and mortar stores that continue to evolve are booming. These retailers are shaking up the status quo by adapting to changes in how customers purchase products. I encourage my business clients to sweep away cobwebs from their cash registers by taking these actions:

Rearrange Your Store Moving displays and products around instantly freshens up the appearance of your store. When your customers are used to going to one specific aisle or section of your store for their repeat buys, they do not look at your other products. By rearranging your store space, they will have to adjust their path through your store. This will bring them into contact with other items that they may have not noticed before! You will begin to hear “Oh, this is new! I never saw it before!” about products that you have had for six months.

Clean It Up Some stores only clean once a week or once a month. Their products are dusty, the carpet is dirty and let’s not talks about their bathrooms. Customers do not want to pick up products that are covered in dust or have not been moved since you opened. Pull items off the shelf, dust them, and wipe down the shelf before returning the product to it. Vacuum up the dried leaves and brush off cobwebs. Clean the dead flies from the overhead light fixtures. Don’t forget to sweep the sidewalk outside, collect windblown garbage too. Customers always notice, and they write about your store’s cleanliness in their online reviews.

Immersion Experience You want your customers to come in and say “Yes, this is exactly what I expected for a body-mindspirit store!” Play appropriate music, string up the fairy lights, burn some sage or incense, open testers for aromatherapy products, host a jewelry trunk show, set up that ancestral altar or quiet zone. You are displaying your products in the best way. From the time your

54 RetailingInsight

customer walks in, the store’s smell, sound and products should all be in line with this vision. Your goal is to make your customer desire those products now for their own home.

Hire Passionate People There is nothing worse than walking into a specialty shop and finding disinterested workers. They play on their phones, sip their coffees, and cannot answer product questions. Break the cycle of bad employees. When you choose to hire people that already have a basic understanding of your retail segment and are passionate to learn more, they welcome training. Passionate employees treat your customers better. Your employees will start conversations, and exchange helpful tips about the products with your customers. Customers enjoy learning, but they also love to share their own knowledge with others inside your store.

Don’t Lock Up Early In any city, most small shops have short hours from 11:00 am to 5:00 pm. These shops lose customers that work during that time. The customer cannot spend money with you while they are working to earn that money. These same store owners state “But I have Saturday from 11:00 am to 4:00 pm for working people!” The problem is these working people are taking kids to sports events, or running errands for groceries, or attending family parties or events. With schools having longer hours, and commuting workers, you are missing out on sales to customers that run their errands on the way home from work. You can increase sales simply by staying open for these customers until 6:00 pm or 7:00 pm. Accommodating customers with better hours makes it easier for them to shop when they have time to do so. Adapting may be slightly uncomfortable, but it does make a difference. Breaking long-held habits or ideas of “how things should still be done,” will give your business a much needed jolt. Provide yourself the opportunity to update your store’s “look” and “feel,” and you will revitalize your customer base. Become their destination of choice to experience the whole body-mind-spirit movement. Melinda Carver is an award-winning author, psychic medium and speaker. She is also the president of the Church of Radiant Lights located in Cleveland, OH. To know more about Carver, visit www.psychicmelinda.webs.com

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