Summer Edition/ July-Aug 2018 by Retailing Insight Magazine

RetailingInsight Connecting the Best in Body-Mind-Spirit

TRADE SHOWS:

Best Product Picks in All Categories

A Tourist Destination in My Own Town

MAGAZINE

Vol32 32| | Issue41| 2018 | 2018 Vol Issue

SUMMER EDITION SHOPTALK:

Special coverage from COVR

The Spiritual Practice of Running a Business 5 Ways to Reward Your Employees

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5 WAYS to Create the Ultimate Shopping Experience

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Summer Edition

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In Every Issue 4 | EDITORâ&#x20AC;&#x2122;S NOTE 12 | BUSINESS & MARKETING How to drive business to your website

COVER IMAGE: Models are wearing products from Wakami and Virtu Made.

(See details on page 9)

Features 6 | A TOURIST DESTINATION IN MY OWN TOWN Find ways to attract more customers this season

14 | MEET OUR VENDORS U.S. Games Inc. is celebrating 50 years

16 | 5 WAYS TO CREATE THE ULTIMATE SHOPPING EXPERIENCE Customers are looking for unique experiences

22 | TRADE SHOWS Best product picks in all categories 40 | SPIRITUAL PRACTICES OF RUNNING A BUSINESS

How spiritually plays a big role in your business

48 | MUSIC TOOLS FOR MEDITATION How to achieve personal transformation and quietude in the midst of chaos

2 July/August 2018 | retailinginsight.com

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editor'snote retailing insight magazine With summer here, we’ve prepared some hot topics to serve you all season long. To start, Royce A. Morales shares some tips on how to reward your employees, Jacki Smith tell us how to find ways to attract more customers during your summer season, and Uma Silbey provides insight on how spiritually can play a big role in your business. If you’re looking for good balance between your personal life and your business, and a good dose of inspiration, the article by music producers Dudley and Dean Evenson delivers. Before you dive into this issue, I want you to ask yourself if you have ever thought about why users leave your website. If you’ve never considered or even noticed, you’re not alone, but you could be missing a few key elements to keep your customers engaged and shopping! Our business and marketing columnist Megy Karydes shares more details in her column. Shop Talk is also back with special coverage from Coalition of Visionary Resources (COVR) in partnership with Kim Perkins. And, Jackie Adamany delivers the ultimate customer experience feature that every independent retailer should read. Additionally, we have a special interview with Lynn Araujo, director of communications at U.S.Games Systems Inc., celebrating 50 years in business. To wrap up the issue, we’ve selected some product picks in all categories from the season’s major national trade shows. As you know, everything is connected, from your thoughts to your actions. Retail Insight brings you the news important to your business success to help make sure you don’t miss out any opportunity. Stay stunned for our next issue Holiday Gifts & Accessories coming to stores in September. Until then…

is published exclusively for independent retailers of unique and meaningful products for the body, mind, and spirit. Our purpose is to nurture retail store success by providing excellent business advice, honest product reviews, advertisements from leading wholesale companies, and outstanding coverage of the dynamic body, mind, and spirit market.

publisher editor copy-editor graphic design contributors circulation sales

Joe Mount Roberta Gazzarolle Sean Ruck Stephanie Biddle Jacqueline Adamany Bill Binkelman Dudley Evenson Dean Evenson Anna Jedrziewski Megy Karydes Royce A. Morales Kim Perkins Uma Silbey Jacki Smith Katie Slocombe Karen Johnson

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A Tourist Destination in My Own Town

6 July/August 2018 | retailinginsight.com

by Jacki Smith

Summer Edition | retailinginsight.com 7

ot every town is a tourist attraction. Many of us are just regular shops in our hometown making it work every day. Some towns are almost anitourist during the summer months as people go on vacations and turn their attention to what they can do with the kids. My town is that way. We are more driven by the holidays than we are with out-of-town visitors. We are a 365-day-a-year family-focused city and that means we are the last on the list for summer adventures. This got me to thinking, how can I become a tourist destination in my own hometown? How can I ensure that I am the place people bring their out-of-town guests to and how do I attract the summer stay-cationers into my shop before they hit the local water park? I had to ask myself several things:

Do I offer an experience to my customers? Shopping is nice, but when you are thinking vacation, tourist and summer fun, you are thinking experience. Today’s retailers are scrambling to differentiate themselves from online buying by enticing the consumer to come in, shop and buy at their brick and mortar. Amazon has changed the game for all retailers and we are realizing that to survive this retail evolution means to level up by giving the customer something they cannot get online; a positive face-to-face experience.

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Some of my favorite stores are filled with experiences. First and foremost, it’s customer service. I get a wonderful experience by being catered to and cared about. It’s a big validation that we are on the right track when a shopper comes into my little place and tells the staff that they come here to just feel better. This means we are an experience that cannot be purchased online. Not everyone comes for the ambiance and happy smiles, some come for the expert knowledge on our products. They have questions that cannot be answered online, that is another experience. We give a great customer service experience that gets people coming back, yet, we are still missing something. We are missing the hook. We have been looking for our hook, or our differentiator that is the exciting experience that will make our customers want to not only come back, but bring people with them. That is the part that will turn us into a tourist attraction. This past winter, I was at the Small Business Summit in Washington, D.C. and had a chance to listen to a panel of successful women entrepreneurs. Two women on the panel have retail fronts and both create an experience. Jo Malone is from the UK and has a fragrance called Jo Loves. Her retail location in London has become a must-see on many tourist guides because of the experience she offers. When you come into her store, you are invited, free of charge, to experience her fragrance tapas bar. It is a sensual fragrance

experience that is a moment of luxury like no other. Another speaker was the CFO of Soul Cycle. Soul Cycle is a stationary cycling program that people are flocking to. They create an ambiance and a community that is unique to their philosophy. “But it’s so much more than just a workout — it’s a powerful mind-body experience. We ride together as a pack in candlelit studios to the rhythm of one-of-a-kind playlists. We’re coached by magnetic instructors, who support us, coach us and push us to reach our personal bests.” They are opening up new studios and being asked into existing studios to grow business. Independent bra stores are flourishing because they will make sure you fit your garment perfectly before you buy a single thing. Restaurants are bringing in game nights and gaming restaurants are opening. Even the local baby store has classes on going natura l and organic with your diaper needs. Makeup studios are custom blending and let us not forget the psychic readers in your favorite spiritual shop. These combined with top-notch customer service puts you in the category of a retail experience shop. We are brainstorming what our experience is at our shop and making it more interactive, exciting and something people want to return for. This discussion of ideas is vast and, frankly, hilarious.

Do I market an experience in my store? This is a very hard question to ask myself or any retailer. Marketing is a dynamic adventure to say the least and it feels like you are never done. That is a legitimate feeling because you never are. Marketing is not a one-time ad or a few posts or a month’s worth of engagement. It’s a continual strategy, measurement and evolution. The products you put in your store are always evolving and being refreshed and the same goes for your marketing plan. It’s ok if the thought of that makes you want to quit, because there is a whole industry of people excited to take on what brings you pain. If marketing is not one of the hats you want to wear, then for goodness’ sake, hire it out. A marketing plan is as vital as the sign on your door. It lets people who are your demographic know you are here! It puts you on the mental map of your customers. Marketing to be that tourist attraction in your hometown cannot rely solely on the big three of social media (Facebook, Twitter and Instagram). I cannot rest only with your ad in the local indie publication or even in your listings on the town’s go-to spots. You have to think like a tourist. When someone comes into town, how do they know you even exist? If someone is looking to spend some fun time on the stay-cation, how would they ever find you as an option? These are three ways to start your tourist marketing plan:

1 CHECK FOR LISTING OF YOUR

STORE. These aps, including google maps are the easiest places to look for things to do. So get listed, get reviews, and get traffic.

2 WHEN YOU ATTACH YOUR SOCIAL

MEDIA LINKS TO THESE SITE, then the potential customer can get a feel of your place and be inspired to visit. Get your social media in order. Pictures, explanations, staff, experiences, reviews, fun! Get all of this on

your regular social media. Most travelers look at your social media before they look at your website. They know this gives them the real feel of your store.

3 GET LISTED ON PAPER EVERY-

WHERE! Your Chamber of Commerce, your towns calendar of events, welcome centers and even other local attractions are all looking for more answers to give the travelers that ask, “What else is there to do?” Be that other thing to do. Build relationships with the restaurants in the area, tourists must eat and that is often where they scout out the next thing to do. I had to ask my store team, “Where are we listed?” We didn’t know. Immediately we started the tourist traffic building list. We started claiming our listing and researching for more. We are surrounded by popular restaurants and are making a card “While you are waiting” for the hosts to hand out to diners with a long wait to be seated. This card gives them front-of-the-line status at our shop and a 15 percent discount on what they buy that visit. We are wrangling these tourist touch points one at a time, keeping a list and checking on reviews daily. We may get one or two new customers a week collectively from these additional sources, and it is worth every effort to get them there. Our next biggest challenge we must ask ourselves is: Do we deliver what we promise? Every day we ask:

Does my store deliver on this experience every time? Honestly, the first time I asked this question, the answer was no. There is no clearly defined experience every customer is offered when they come in to the store. As the owner, my original idea got stuck in my head and I knew what I wanted, but never was able to clearly articulate to my team what that experience was. This was a clear sign that I made it too complicated. What did I do from there? I backed it out. Until I could clearly, succinctly and efficiently explain this and have my team get it in one, I needed to go back to the drawing board. Instead of starting with a Jo Malone style experience, I started with procedure-izing our current customer winning experience. We already have superpowers in customer

Summer Edition | retailinginsight.com 9

experience and I want to ensure that they are repeatable. I listened to what our customers said, I listed to what my team was saying, I asked opinions and I realized we have a solid foundation what we can start with. After much brainstorming we now understand that our customers come in for new solutions to old problems. They want guidance in the moment, they want to feel safe with their weird questions and they want to leave empowered. We already do that. This is our superpower and we are known for that. The larger experience is in development and it uses this solid foundation to grow from. While we are building this new idea, we have stepped up our marketing, created a tagline and standard text. And people are responding; customers and staff. We keep repeating this, delivering this and celebrating this and we are becoming a tourist attraction in our own town

What’s next? We must build the experience and test it. Notice I said “we.” One person cannot accomplish all this alone, so I work on communicating with my staff and getting not only their input, but their buy-in. Together, we realized that there are many steps between creating that much talked-about experience and we created a plan of action. Here are our next steps: • W hat is it? After much brainstorming, customer interaction and staff experience, we have the idea. An interactive display where the customer can build their own little moment of magic. It’s low cost to us, free to the customer and gets them thinking in a new way.

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• How will it work? Our idea is interactive and opens the door for our customers to get excited about all the spiritual products we sell. It will take the attention of the sales person and may distract them from helping all our customers. We need to continue to evolve the idea, so the sale staff starts the process and the customer finishes it. We will also need instruction, training and support material.

• How are we going to test this? We need a plan, a launch and some PR. We decided to have in-store magical events where we test this experience and see if we want to invest further. We will need lots of marketing to get a good cross-section of customers to test. • W here will be put it? The square footage we commit to this idea will need to generate sales directly or indirectly in a measurable way. Do we put is in an under-used area or a slow sales area, or commit our moneymaking area to give all the customers eyes in it? What we will have to rearrange and what will we need to purchase or have built? • How will we manage it and measure the success? If you cannot measure it, you will never know if it is successful and worth the effort. We will need to pay attention to whether it brings in more sales or gives free service that replaces what we could have sold. • W hat marketing will we need? We will create the plan after we test it a few times and watch customer reaction. Then we get creative with PR, postings and community engagement. Plan, delegate, streamline and hit the easy button is in our call to action on our evolving customer experience. The customer experience we commit to and invest in will define our reputation and brand and that is so exciting! I want to be a place that is top-of-mind for our customers when family is in town. I want us to be the place customers turn to when they are struggling with their spiritual problems. I want us to be a better solution than ordering online and to do that, we must offer something that you cannot get from your computer screen – face-to-face, mindful human interaction. Jacki Smith is the co-owner of Coventry Creations (coventrycreations.com) and they are celebrating their 25th year in business. Her passion of personal empowerment and small business has been the driving force in her success and her journey of lifelong learning. Jacki is a regular contributor to Retailing Insight and loves sharing her experience, successes and cautionary tales.

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business&marketing How to Drive Business to Your Website by Megy Karydes

Gone are the days when your website could be a single landing page and you could expect it to drive business to your retail shop. Savvy customers need interaction and engagement with you and your business and one way to do this is through a robust and engaging website. Independent retailers have a leg up when it comes to their website design against big box stores (yes, even against the giants like Amazon). Being independent means you can be nimble and react quickly to capitalize on opportunities, something retail giants cannot do thanks to the many different decision makers involved in running their business. Still, you must be mindful of your website’s design and content cannot be an afterthought if you’re going to compete in today’s retail marketplace. On average, a person will visit a website five times before making a purchase, according to a piece in Website Magazine so you need to provide great reasons to keep them coming back! The following are some tips and tactics you can use to maintain your current customers and create new ones through your website: Showcase your social media accounts. Both online and brick-andmortar retailers should include their contact information and all of their social media links on their websites as well as include a mailing list sign-up form, says Adria Willenson, founder of Adria Willenson Designs, an artist and designer specializing in web design, graphic design and email marketing solutions. Going a step beyond just providing the links to your social media accounts, consider connecting your social media accounts to your website’s home page so new content appears every single time you post something on one of the platforms. Alternatively, your social media can help direct customers to your website, reminds Willenson. “Use social media sites such as Instagram daily to keep followers engaged,” she says. One retailer she feels uses Instagram well for this purpose is Little Gypsy Finery: http://www. instagram.com/littlegypsyfinery. Give your customers what they want. Give it to them by providing thoughtful, meaningful content, easy-to-navigate layouts, and the ability to reach you directly if they have questions. When creating content to share, consider what kind of customer you want to attract and make sure the content speaks to them. This will help you nurture the relationships you have with your current customers

12 July/August 2018 | retailinginsight.com

and make it easier for new ones to find you through local search results online. New content on a regular basis is attractive to search engines so it pays to sit down and think of stories for the next few months now and then write them (or hire someone to write them for you) so they’re ready to post even if you get busy. Don’t hide your contact information. This always baffles me. You’re in the people-business so make sure you are accessible. Nothing turns me off faster than not being able to find a way to make contact with someone, anyone, at a business where I want to shop. If you’re worried about getting spam mail, set up a contact page through your website and put a notice on your page that you will respond within 24 hours. At the very least, include a phone number to reach you. Hire a professional website designer. It’s tempting to try and create your own website since so many sites like Squarespace and Wix make it easy, but what normally happens is your website will never get done and it’ll look like everyone else’s website since you’re likely going to use a template. You’d be surprised at how affordable great website designer are and since it’s their business, they know which features and designs will work best for your particular needs which will, in turn, drive business. At a minimum, make sure you (or your designer) use responsive web design to accommodate web browsing on a variety of mobile devices, recommends Willenson. Use email to drive business to your website. It’s not enough to work on your website design, you need to bring people to the site, too, on a regular basis. “Use email marketing to capture prospective customers and engage existing customers,” recommends Willenson. “Send out weekly or bi-weekly information about special deals or coupons for online shopping and upcoming events.” When you send an email, make sure you include several links to pages throughout your website. Encourage customers to let you know what they’d like to see more (or less) of on your website. Remember, your website is a great vehicle to drive customers to your business and you’re in the driver’s seat! Megy Karydes is a marketing and communications consultant. She’s also an adjunct professor at Johns Hopkins University. Megy is currently working on a book about how businesses can better market themselves. Sign up to get her monthly marketing tips at MegyKarydes.com.

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MEET OUR VENDORS: U.S. GAMES SYSTEMS, INC. by Roberta Gazzarolle

Founded in 1968, U.S. Games Systems Inc. is now celebrating 50 years! The publisher, located in Stamford, CT is known for its quality family games and specialty playing cards. They are especially renowned for publishing popular tarot, divination, oracle, and affirmation decks with beautiful artwork and inspirational messages. Showcasing the talents of many different artists, their selection of decks varies from modern digital art to charming, romantic styles. Since Meet our Vendors is all about getting to know the people that we work with, their stories, and their mission, we got the chance to interview Lynn Araujo, editor, writer, and director of communications at U.S. Games to learn more about their publications, work, and selection process. Retailing Insight – Hi Lynn, can you tell us a little bit more about U.S Games and how the company started? Lynn Araujo – After discovering a pack of Swiss 1JJ Tarot cards at a toy tradeshow in Germany, Stuart Kaplan bought the rights to publish that tarot deck and established U.S. Games Systems in 1968. At the time, there were little or no resources, so Kaplan wrote Tarot Cards for Fun and Fortune Telling. He also distributed some family games and historic card decks. The company really took off in 1970 when he acquired the rights to the Rider-Waite deck, one of the most beloved tarot decks in the world. RI – You have been with the company for more than 14 years; can you share with us how the publication process works and how many people you currently have on your team?

14 July/August 2018 | retailinginsight.com

LA – I can hardly believe that I have been with U.S. Games for 14 years! I remember meeting Stuart Kaplan for the first time and viewing his collection of books and antiquities. Our offices are like a museum. It’s a very inspiring place to work, especially because of the talented people there. I am part of the Art Department, which has four amazing designers. We really work as a collaborative team, sharing

our creative ideas to make each product special. For divination decks, after I edit all the text, the designers lay out the guidebook and cards, and lastly, create an attractive box that represents the unique style of the artist. RI – Do you usually co-publish most of the divination decks you have or does U.S. Games publish most of the work in its portfolio? L A – Ot her t ha n t he oracle deck s we distribute for Blue Angel Publisher in Australia (and a few products from Europe), nearly everything we publish is original to U.S. Games Systems. We have established wonderful relationships with our talented artists, who often become like part of our family. Other projects showcase new artists; some that come to us with a proposal for a new idea because they know of our reputation for quality work. We’ve also discovered some exciting new talent on social media. RI – How do you manage your time between both editorial and communications departments? LA – Well, the workload here, as projects go through the production process, isn’t quite linear; there’s a lot of back and forth with artists and between editorial and production. So, we all manage to multi-task. I am usually juggling several projects at various stages of development. In between, I’m writing marketing copy for ads, sell sheets, catalogs, our website etc. The most fun part of the job is managing the social media, which allows me to interact with fascinating people with similar interests, and to hear what people think about our products. RI- Do you participate in any special or specific projects in particular? LA – Occasionally, I team up with artists to develop my own projects. I created the Botanical Inspirations Deck, which has received several awards. I’m now working on Pastoral Tarot (with Lisa Hunt) and another inspirational deck. For our 50-year anniversary, we all worked on a very special project. Stuart Kaplan and three other tarot scholars collaborated on Pamela Colman Smith: The Untold Story, a beautifully illustrated book exploring the life and legacy of the

artist who created the Rider-Waite deck. The impressive 440-page volume contains over 400 samples of Smith’s beautiful artwork, much of it from Kaplan’s personal collection, as well as documents and rare archival materials from museums and libraries. I am very proud to have helped bring this ambitious undertaking to print. RI – With more people buying and selling products online how do you manage to stay strong in business? LA – 50 years ago, U.S. Games Systems was the first and only company selling tarot and divination decks in the U.S.A. Now, there are quite a few other publishers as well as independent deck creators who sell online and often through crowd-sourcing. Sometimes we partner with these artists to get their work to a larger, international market. It’s exciting to see the industry evolving in such positive ways. As new themes and styles of decks become available, it seems more people are being drawn to the world of divination. Tarot has become demystified and more mainstream, so that has actually strengthened our business. RI – Do you keep a physical inventory still or is most made-to-order?

LA – Our warehouse, here in Stamford, CT, is full of hundreds of titles of different decks and books. It’s still exciting when a shipment of new decks comes in. RI – Do you have any message(s) of inspiration that you would like to share? LA – I am amazed at all the talent out there, and the myriad ways people find to express their creativity. I would like to encourage people to keep exploring unique ways to share their visions, whether it’s through blogging, painting, creating videos, collage work, music or whatever. Just find the things that inspire you and give you joy! Thank you, Lynn, for letting us get to know you and for sharing the amazing story of success behind U.S. Games Systems, Inc. It’s a great story! *** We believe that every company has its own unique story to tell about their brand. A story worthy of sharing that can inspire us to grow. Connections are all around! Stay tuned for another great Meet Our Vendors. To know more about U.S. Games Inc., visit www.usgamesinc.com.

Summer Edition | retailinginsight.com 15

FIVE WAYS to Create the

Ultimate Shopping Experience

el iveri ng t he u lt i mate customer experience is vital to the overall success of any small business. With so much competition from fellow brick and mortar shops to the ease of shopping online, small business owners need to focus on what pulls the consumer into their shop and ultimately keeps them coming back. Today, small business owners are under enormous pressure to provide better shopping experiences while remaining profitable. That has meant evaluating different approaches to the customer experience while providing unique on-trend products. Customers want to feel supported and appreciated and many times, it’s how a company makes a customer feel that is more valuable than what they are selling. Any consumer can login from the comfort of their couch and place an order for just about anything. It takes a bit more energy and determination to physically visit a brick and mortar – so why not make it an experience they not only enjoy but share with others?

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While there are many ways you can create the ultimate customer experience, we’ve narrowed them down to the top five, making it easy for you to begin your approach today.

Touchpoints These are the moments when you, your staff and even your brand, touches a customer. It could be something simple like a postcard in their mailbox, a conversation with a friend who recently visited your shop or an employee simply answering a phone call to provide store hours. Touchpoint definition: A touchpoint is any time a potential customer or customer comes in contact with your brand before, during, or after a purchase from you. Making sure your customers are satisfied at every touchpoint depends on your ability to identify each touchpoint. Mapping these points creates a visual how-to which you can use to create the ultimate customer experience. Begin by making a list of every possible interaction a consumer would have with your brand. Think about social media, window displays, signage, even your parking lot. Put yourself in the customer’s shoes, visit your

shop as a customer, visit other shops and take notes – lots of notes. When you feel you have a strong list, begin working on ways to ensure every touchpoint is effective and memorable. Think about better signage outside your shop, how your window display appears as cars drive by and how your staff greets each customer. Robin Urton is not only a seasoned artist and owner of Dreambird Art, she is also an educated consumer who makes her choices of which shops to visit carefully. “I am always intrigued by a good window display that is artfully designed. It also serves the purpose of making me want to come back to visit the shop if it happens to be closed. Of course, this means that what is displayed is merchandise I am also interested in. Reputation matters as well, but it’s the display and products that draw me into a shop. If I am looking for something in particular, I might do an online search for a product nearby (or in the town I am visiting). This will usually be a Google search, but occasionally I’ll look at reviews on Yelp. The reviews are often pretty indicative of the customer’s

by Jacki Adamany

experience regarding service,” explains Robin. Notice all the touchpoints Robin experienced even before entering the store! Robert Unger, retired owner of Moonstones Gallery in Cambria, CA has over 36 years of retail experience and is mindful of shop hours and appearance. “I was open when I said I would be open. I never closed to go to the bank or grocery store or even to go fishing! One sure way to have your customers avoid you is to not be there for them when they need you. In addition, we kept our gallery uncluttered, giving our craft work space so it could be seen and appreciated. One other must for us was to keep our gallery clean. We had our staff dust and clean every day without fail. The last thing you want your customer to subconsciously think while looking at an item is, ‘Oh no, this is just going to be just one more dust catcher in my home.’” The way things are displayed from the outside of your store is very important as well. Keep it simple, but eye-catching. Remember, when doing a store window display, that it’s best to use a few strong, large pieces rather than a lot of little things. Avoid too much

signage or too many posters, it will feel cluttered and distract the eye from your product. Be sure the customer can see into the store, beyond your window display or through your front door. They want to know what they are committing to before they walk in, or they may not bother at all! Sondra Gerber, owner of Blue Pomegranate Gallery and artist at Metal Petal Art, knows the touchpoints. She advises on the outside of your shop to be sure to, “take care of any visual eyesores immediately – keep trashed picked up and walks swept and deal with any exterior maintenance issues. On the inside, create a friendly, helpful, welcoming environment for your customer. This starts with the staff, they should be friendly in their appearance, both physically and verbally. Staff should have enough knowledge to be intriguing, but not overwhelming”. Touchpoint suggestions from Sondra: • T hink of your customers’ needs. How would you treat a guest in your home? Add some pleasant but unassuming music, a touch of great lighting that spotlights a

product(s) yet gives a welcoming glow. • Your shop should have a nice aroma in the air (we use mildly scented soy cubes, heated in a warmer). • Consider the temperature – many times, our customers are wearing coats in the store in the winter, so we keep the place a tad on the cool side to accommodate that. • Offer them a bottle of water or a hot drink. • Provide a place to sit, if you have the space for even just one chair. We have found that a shopper will stay longer and buy more if the person accompanying them can sit. We also have a park bench outside, facing our front door. Touchpoint ideas: • A dd a humorous quote to cash register receipts or simply say thank you for shopping with us. We value you. • Send hand-written notes to your frequent shoppers from the owner. • Offer incentives to use on return visits. • Train your staff to always “say this” to each customer as they enter or “mention this” when they leave the shop.

Summer Edition | retailinginsight.com 17

Gift, Garden & Home Fair Trade Hamsa Dream Catcher

Lunar Revolution Hamsa Necklace & Hamsa Meditation Bowl Box

AmericasMart Atlanta July 11-15 • Global Handmade, #3-2-1401 LA MART July 19-23 • Gifts of Nature Showroom, #348 Las Vegas World Mkt. July 29-Aug 2 • Gifts of Nature Showroom, #C806 NY NOW Aug 12-15 • Lifestyle, #6601 IGC SHOW Aug 14-16 • Navy Pier, Chicago, # 910

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Make it Easy Sounds simple right? Basic customer service, or so you thought. Making it easy goes a bit further than basic customer service, it builds in make-it-easy moments for your customer. Think about a time when you had to reach out to a company for assistance, what parts of that communication do you remember? The outcome, the way you were treated, or how long it took to get assistance, maybe all? Positive customer service is more than just assisting and answering customer questions. It’s about making the customer smile and feel good about the interaction. Consider the tired traveler who arrives at the hotel which they booked a room at weeks ago, only to find there was a glitch with the reservation system and their room was no longer available. Just as the tired traveler is about to explode, the general manager arrives with the key to the presidential suite and complimentary breakfast. While this example is not the outcome most small shop owners can deliver, the message behind it is. Take that extra step and offer the unexpected. Small steps can make a huge difference. A Harvard Business Review article found that unexpected, over-the-top customer service was not specifically linked to customer loyalty, what was linked was the ability to make it easy for the customer at every point of their experience with you. Ways to make it easy: • Put yourself in your customers shoes. Act like a consumer and visit your shop, even purchase a few items. Use this experience to make it easy for customers to shop with you and eliminate pain points. • L isten to your customers. What are they looking for? Can you ship something for them? • Listen to your employees. They are first line attendants to your customers every day. Ask them for suggestions and include them in the changes you make. • Get creative with your offers, make it easy for the customer to know when you are getting new merchandise in, when sales and events are happening. • Follow up with the customer regularly. • E nsure your staff is knowledgeable, regardless of what you are shopping for most consumers enjoy talking to a

salesperson who can offer sound advice and an expert opinion. • Provide amazing customer service, each and every moment.

Using Technology and Creating a Web Presence While we could place the use of technology and the internet in with touchpoints, it’s a rather large aspect of customer service and too important to not be one of our top five ways to create the ultimate customer experience. Today’s consumer has more tools than ever at their fingertips to research and determine which shop(s) to visit. With one Google search the savvy consumer can find your store hours, directions, a link to your site, images of your store and reviews. That one small step can determine if they enter your store or move on to another one. Sondra explains, “Having a great website that shows your shop and product you offer is critical. We have many customers pre-shop us before they come to the store – they walk in confidently knowing exactly what they are going to purchase. Our e-store is integrated with our brick and mortar, with real-time inventory updating. Having the ability for your customers to pre-shop or buy online has increased our revenue and exposure.” Social media is also a must. “You should post photos of products and people at least daily and videos monthly, if not weekly. This will give you a much broader reach and connection to your customers. If you don’t know how to do social media, hire someone to do it or take a workshop to learn,” explains Sondra. Check Google searches to see how your store ranks and what keywords will help to have your listing appear. Also, online reviews are important, people look at those to decide if they want to do business with you. Ask some of your regular satisfied customers to do a review for you. If you can, respond to all reviews, even the bad ones. That shows involvement and commitment to the consumer experience. Staying on top of current technology is necessary in today’s retail environment. Younger buyers are comfortable shopping online and using technology to help them make choices. There is more pressure than ever to reinvent traditional retail practices

and have greater focus on digital channels. Doing so will offer a complete and unified shopping experience by blending in-store experiences with a digital presence. Robert Unger introduced a POS system in his gallery 25 years ago. “This was way ahead of the curve, but it did the work of several people and it gave our staff and customers immediate information about a product, additional back stock in our warehouse and other details about each product and artist.” What a great touchpoint experience for the consumer!

Store Inventory & Displays With so many product options to choose from, consumers can easily be overwhelmed. Savvy owners and buyers look for products that delight and engage, solve problems, and meet the needs of their customers. Robert has decades of experience and offers his sage advice, “We were in a gorgeous part of the country. Our selection reflected much of the beauty found in nature that surrounds us. We expressed small town hospitality. Simple, friendly, welcoming. Our motto was that every person that visited our gallery should leave with a smile on their face. When I enter a store, my first instinct is to access the quality of the products and displays. I do not enjoy clutter or obstacles that obstruct my flow through the store. In addition, the inventory and displays should be exciting and of high quality.” Robert feels that, “the staff should be knowledgeable, friendly, and welcoming. They should be alert to the customers’ interests to offer information about a product, but then let them browse until the customer asks a question.” When determining your inventory, do consider using Pinterest to

see what is trending and what entices your customer. Also, ask your customers to follow you on Pinterest – then be sure to follow them back. Pinterest is a goldmine for finding what your customers are interested in. Use this to your advantage. Sondra shares some advice on how to create interactive displays for your shop, “I print beautiful bio cards that can be included with my sculptures, helping bring the consumer insight into who I am as an artist.” Robin feels the same, “I provide a shelf-talker bio card with my jewelry purchases to help promote my products. Customers often wonder if my jewelry is glass or resin, and why the gems reflect the light as they do. Knowing that they are handmade in the U.S.A., they include real metal leaf, and that the images are from my own artwork all helps to educate the consumer.” Keep in mind, there probably isn’t any merchandise in your store that a customer can’t purchase online. So, when they do arrive at your doorstep, they expect to get something more than they can by visiting a website. That’s where the art and science of retail merchandising gives brick and mortar retailers an advantage over their online competitors. This brings us to our fifth way to create the ultimate customer experience – experience trips.

Positive customer service is more than just assisting and answering customer questions. It’s about making the customer smile and feel good about the interaction.

It’s All About the Experience E-commerce is experiencing rapid growth and consumers now can purchase anything they need or desire from a website. Combined with the decline in profits of brick-and-mortar stores, it’s no longer enough for retailers to just exist as a community shop, they must now find ways to entice the customer to leave home and visit the store. Retailers now need to rethink their business models to put more emphasis on creating an experience rather than just a place to shop and then go home.

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Summer Edition | retailinginsight.com 19

Over the years, retailers have been creatively coming up with new strategies to invite consumers into their stores, get them to interact with the merchandise, stay longer and ultimately purchase. One such retail marketing strategy is retailtainment. Retailtainment - is retail marketing as entertainment. In his book, Enchanting a Disenchanted World: Revolutionizing the Means of Consumption (1999), author George Ritzer describes “retailtainment” as the “use of ambience, emotion, sound and activity to get customers interested in the merchandise and in a mood to buy.” Sometimes called “ inspirational retailing” or “entertailing,” it has also been defined as “the modern trend of combining shopping and entertainment opportunities as an anchor for customers.” Wikipedia According to Business Insider, in fall of 2017 Nordstrom opened a store concept in West Hollywood, California that’s a fraction of the usual size and doesn’t sell clothes, calling it “Nordstrom Local.” The store is 3,000 square feet, compared to 140,000 square feet for the average department store. While customers can return or pick items up from the store that they bought online, there is no dedicated inventory in the store. However, the store does offer customers personal stylists, tailoring services, and manicure appointments. Nordstrom Local will also serve wine, beer, espresso drinks, and cold-pressed juices. “We know there are more and more demands on a customer’s time and we wanted to offer our best services in a convenient location to meet their shopping needs,” explains Shea Jensen, Nordstrom senior vice president of customer experience. Other new retail experience concepts include the Starbucks Roastery, where coffee lovers can watch beans being roasted while sipping on lattes; Nike Soho, where athletes can test gym shoes while shooting hoops or running on a treadmill and Samsung 837 where tech-savvy shoppers can take 360 photos in front of digital backgrounds and take classes on phone photography. To benefit from retailtainment you must understand and gain a deeper insight into your customers. You can gain this insight through surveys, social media, talking to your

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customers and viewing their purchase history. Once enough information is gathered, use it to create experiences for your customers. Bringing in local artists for trunk shows, offering demonstrations from makers, classes, or networking events. Robin feels there is much benefit to both the shop and the consumer when hosting special events at the store. “There have been a couple of instances where I was a featured artist at a shop that sells my product line. I do think it’s an effective way to bring people into the store and raise some excitement about all the artist’s works (not just those being featured). It highlights the fact that the store owner puts a high value on the creativity of their merchandise, as well as an interest in being socially connected to their community. It’s especially fun if they can provide some music and snacks to make visitors excited to come in.” Retailtainment Ideas: • Enhance the in-store experience with snacks, local coffee, wine, or beer – all items could be made in your area. Bring in the makers and create a meet and greet. • Invite local artists to come in for a trunk show. • Have an industry expert teach a class. • Hire a product expert to help customers find items they are looking for. • Host an Instragram party complete with a photo booth and props. With the popularity of “Retail Experiences,” it’s hard to imagine this new retail trend will slow down anytime soon. Consumers are enjoying the promise of unique experiences when visiting local small businesses with demonstrations, classes, speakers, even yoga becoming the norm rather than the novelty. Jacqueline Adamany is a seasoned artist and the author of Going Wholesale, a step-by-step approach for artists & craftspeople. Jacqueline has mentored many artists preparing them for the world of wholesale while readying them for trade shows. She has been a columnist for Smart Retailer and Handmade Business magazines. She is Vice President of IndieMe, Inc. an online marketplace and virtual trade show for wholesale artists and buyers to connect.

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TRADE SHOWS:

Best Product Picks in all categories This year we’ve selected products from all categories from some of the best trade shows in the nation. From colorful pieces to clever designs. They are inspiring, trendy, sustainable, collectible… you name it! One thing they have in common is that they’re the perfect product pick for any clientele from savvy to hipster.

HOME DECOR Kivita Coasters – Set of 2 Anna by RabLabs www.annanewyork.com

Fim Bookends Anna by RabLabs www.annanewyork.com

Mona Hand Painted on Wood – 11x25x2 E.Drumm Designs www.edrummdesigns.com

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Galaxy Cup – Taffy Clay Factor Ceramics www.clayfactorceramics.com

Classico 5 Table Lamp Harlequin Light by Molly Woods www.harlequinlight.bigcartel.com

Sugar Bowl – Midnight Noir Clay Factor Ceramics www.clayfactorceramics.com

Imprinted Wildflower Medium Oval Platter Three Wheel Studio www.threewheelstudio.com

Jester Candlesticks Harlequin Light by Molly Woods www.harlequinlight.bigcartel.com

Sea Grass Basket Designer Baskets by Derek www.designerbasketsbyderek.com

Standing Houses E.Drumm Designs www.edrummdesigns.com

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INSPIRATIONAL GIFTS

Iris 24x16

Spirit Hands

Arts by Philip Roberts www.philip-roberts.com

E.Drumm Designs www.edrummdesigns.com

Counting Sheep Mobile Ariana Ost www.arianaost.com

Tamanohada Welcome Soap Ameico www.ameico.com

Glorious Bouquet #1

Sweet Fig Gold Travel Candle

Julie Powell Designs www.juliepowelldesigns.com

Brooklyn Candle Studio www.brooklyncandlestudio.com

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Tassel Mobile Ariana Ost www.arianaost.com

Yoga Pose Ornaments Ariana Ost www.arianaost.com

Abundance Goddess Wood Print – 5x7 Lori Portka www.loriportka.com

Minimalist Wood Wallet – Walnut Carved www.carved.com

Large Accessory Pouch – Beauty and Peace Lori Portka www.loriportka.com

Hibi Matches – Box of 8 Incense Matches Ameico www.ameico.com

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JEWELRY

Diamond Amethyst Rhodium Clad Stering Bracelet Amy Kahn Russell www.amykahnrussell.com

Blaize in Green Raw Diamond Hoops August Nine Designs www.augustninedesigns.com

Grandmotherâ&#x20AC;&#x2122;s Buttons www.grandmothersbuttons.com

Tibetan Crystal Ring HawkHouse www.hawkhouse.net

Gemstone Leather Bracelet in Gold Arivka www.arivkajewelry.com

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Bohemian Rose Collection â&#x20AC;&#x201C; Color Changing Pendant Necklace Anna Balkan www.annabalkan.com

Gemstone Braided Necklace with Charm in Silver Arivka www.arivkajewelry.com

Raw Ruby Ring HawkHouse www.hawkhouse.net

Teardrop Wrapped Coin Earring in Vermeil August Nine Designs www.augustninedesigns.com

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Wrapped Labradorite Flower Earrings Calliope www.calliope-jewelry.com

Abstract Earrings Belove www.belovegiftshop.com

Afron Brooch Ibiza Drop Post Earrings

Grandmotherâ&#x20AC;&#x2122;s Buttons www.grandmothersbuttons.com

Altiplano www.altiplano.com

Sterling Silver Unisex Ring Esprit Creations www.espritcreations.com

Aqua Blue Chalcedony Drops Calliope www.calliope-jewelry.com

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Aurelia Necklace Pearl Earrings â&#x20AC;&#x201C; P06

Grandmotherâ&#x20AC;&#x2122;s Buttons www.grandmothersbuttons.com

8.6.4 www.864design.com

Kyanite Crystal Earrings HawkHouse www.hawkhouse.net

Circle Post with Tassels Earrings Altiplano www.altiplano.com

Moonstone Cluster with Aquamarine Drops Calliope www.calliope-jewelry.com

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CANDLES

Karma Cleanse Candle Baja Zen www.bajazenusa.com

Magnolia and Pistachio Soy Wax Candle Candelles www.candelles.com

Spa Tonic Handcrafted Soy Wax Candle B.Witching Bath Co. www.bwitchingbathco.com

Japanese Citrus Amber Glass Candle Brooklyn Candle Studio www.brooklyncandlestudio.com

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East Coast Gem, Mineral & Fossil Show

August 10-12, 2018

Eastern States Exposition - West Springfield, MA 1305 Memorial Ave. - Better Living Center

140 Retail Dealers 60 Wholesale Dealers Air Conditioned Hall ✦ Open to the Public ✦ Wholesale section for Qualified* Buyers

Over 130,000 sq. ft. of earth-related natural treasures from around the world. Gems, Minerals, Crystals, Meteorites, Fossils, Polished & Rough Stones, Beads, Jewelry Home Decor and so much more!

*Resale Certificate Required Photo by Jeff Scovil©

Special Exhibits ✦ Speakers ✦ Mineral ID Hours: 10-6 Fri & Sat 10-5 Sun

Admission $8, under 13 free Parking $5/day

LLD Productions, Inc. PO Box 665, Bernalillo, NM 87004 Wholesale & Retail Mineral, Fossil & Gem Shows For the Trade and Collectors mineralshowslld@gmail.com www.mineralshowslld.com

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APPAREL & ACCESSORIES

Rumi Raw Silk Shawl/ Scarf Anatoli.co www.anatoli.co

Tank Top Awaken www.awakenfairtrade.com

Mara II with Cross Body C.A.S Handmade www.cas-handmade.com

DIYA Printed Leather Lace Up Espadrille Anuschka www.anuschkaleather.com

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Lemon Box Dress Auntie Oti www.auntieoti.com

White Deep V Dress Auntie Oti www.auntieoti.com

Yara Sandal Silver The Jockey Silks Belt

Ariana Bohling www.arianabohling.com

Clayton & Crume www.claytonandcrume.com Summer Edition | retailinginsight.com 33

BODY CARE Perfecting Lip Scrub Baja Zen www.bajazenusa.com

Grapes of Bath – 11 bar soaps Finch Berry www.finchberrywholesale.com

The Cape Fine Fragrance Abbott www.abbottnyc.com

Sugar Daisy Body Wash Infused Buffer – Romanticism Spongellé www.spongelle.com

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Chamomile Moisturizing Liquid Cleanser B.Witching Bath Co. www.bwitchingbathco.com

Sweetly Southern Hand Cream Finch Berry www.finchberrywholesale.com

Muscle Rub Bitchstix www.bitchstix.com

Pinch Me Therapy Dough â&#x20AC;&#x201C; Sun Pinch Me www.pinchmedough.com

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MEDITATION & YOGA SUPPLIES Awaken Swoosh Legging Yogavated www.yogavated.com

Organic Hemp Double Sided Yoga Mat Fitccessory www.fitccessory.co

Hand Support for Yoga and Exercise Movements Yogeasy www.yogeasy.com

Sukasana Cushion Prints Hugger Mugger www.huggermugger.com

Zafu Meditation Cushion Zafuko www.zafuko.com

PureMat Gear Wash Lavender Hugger Mugger www.huggermugger.com

Blooming Mandala Organic Cropped Leggings Soul Flower www.soul-flower.com

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insight

CONNECT FOR SUCCESS by Uma Silbey

We all know that staying connected is the key to a long-term successful relationship. Whether the connection is spiritual, emotional, psychic, physical, or a combination, it is essential that you nurture the continuation and deepening of this connection in order to ensure the long-term growth and viability of your relationship. The same is true of your business. Without some essential and continuing connection with your business vision, your employees, and your products, your business will begin to flounder and possibly die altogether. Like all relationships, the one with your business requires a connection to your heart. It is from your heart that inspiration flows. As with most of us who run new age or conscious businesses, your business probably initially derived from your connection with Spirit. It is vitally important, then, to continually nurture and deepen your connection with Spirit while running your business so that it will continue to flourish and grow. Don’t become so distracted by the myriad tasks of your business that you forget to connect…for the continuing connection is most important. I know that in my case, the desire to share crystal knowledge was what provided the impetus to form my business in the first place. Then, the more deeply connected my relationship with crystals became, as well as my desire to be helpful, the more inspiration I had for more products and the more my business grew. If I had lost my crystal connection, I would have not been inspired to create and I am sure my business would have died. However, I have focused just as much on deepening my connection with Spirit as I do on the daily job of running my company, keeping my business healthy. Whether you are creator of products or buying them for your stores, for those products to be successful, it requires that you listen to your inner being so that products are in alignment with it. If you are just choosing what is popular but don’t feel an affinity with it, chances are that it won’t sell as well as you hoped it would. This isn’t to say that you shouldn’t carry popular products, but when doing so, choose what you feel connected with. For example, when carrying stones in your store, it is vital that you not just choose popular stones, but that you choose the ones that “speak” to you. If you don’t feel an affinity for what you purchased, it probably won’t sell for you. (Of course, if you have an employee who really is enthusiastic about one of these products, then their enthusiasm will help sell them.) Second, connection with your employees is also vital to the long-term success of your business. It is important that you acknowledge employees as being as equally important as yourself, both in the “eyes of God” and

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as fellow human beings. Acknowledge that all jobs in your company are equally important to its success, whether the shipping clerk, the maintenance worker, the designer, the accountant, CEO or owner. Letting people know you value their contribution and worth as fellow human beings will go a long way towards your business success. When someone feels acknowledged, they feel happier and will work more effectively. The happiness of your employees will, in turn, communicate itself to your customers. Your store will have a “good vibe” and people will want to be in it. It is important that your connection to your employees be real, because if it isn’t, it will have the opposite effect. Falsely praising someone who isn’t deserving of it, for example, marks you as a fool and results in less productivity and a worsening performance as it appears that you don’t notice the difference between a job well done or poorly done. It is crucial to stay connected with your customer in order to provide products that they will respond positively to and buy. Visualize your perfect customer. Describe him or her in detail to yourself. Now, imagine what would be important to this person. The more closely you can identify your customer, the more attuned you will be to their needs and desires and the more accurate you will be in what you carry for them or what you design. By all means, visit your store quite often and interact with and observe the people who are there. Notice what attracts their attention and what they purchase. Use this information to analyze what you can provide for them. Right now, I have a smaller company than before. After 47 years of business, though, I have found that the same applies whether a large or small business, whether as an artist creating product or as a businessperson selling it. The deeper my connection with Spirit, with my customers, my employees and with my fellow business owners, the more successful am I. Not only that, because of my ability to be connected, when people buy my designs, as much as it is an exchange of goods, it is also an exchange of happiness. Because they feel happy, they keep coming back for more. It is often said that profit is the lifeblood of business. That is true. However, that you remain the heart of your business and that you have the ability to connect is equally, if not more, important. Since the ‘70s Uma Silbey has been known for her pioneering work with crystals, stones and tools for consciousness. Her music, books, videos and podcasts can be found at www.umasilbey.com

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AMETHYST MANDALA / BE STILL & LISTEN (above) UPC: 646071999821 | $44.95 | 18” x 18” Double-Sided Design Artist: Paul Heussenstamm KUNDALINI CHAKRA LADDER (left) Artist: Paul Heussenstamm UPC: 646071999623 | $59.95 | 11.25” x 63.25” (includes wooden dowel rod for hanging)

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The Spiritual Practice of Running a Business by Uma Silbey

or many years I lived in ashrams, continually meditated and did other spiritual practices day and night with nothing to distract me. To say that I was inspired, deeply satisfied and happy was an understatement, and my uninterrupted, focused spirituality gained me both deep understanding and wisdom. Everything was just perfect in my solitary and quiet world. Certainly, even thinking about living in the “real world,” especially running a business with hectic schedules, heavy responsibilities and many employees with the associated problems, from my perspective at the time, would seem to be the epitome of how not to live a spiritual life. However, Spirit lead me in a different direction than my idea of how to live (of course,) and instead, I ended up with just what I feared, running a big business. When I started what I thought would be a very small business showing people how to work with crystals and making healing stone jewelry, I had no idea at the time that the use of crystals would become so hugely popular and there would be such a demand for my jewelry. So, basically, besides designing and writing, I had to run along behind my exploding business and learn how to run it. As it turns out, after 40 some years of running a business, I have learned that rather than business getting in the way of spirituality, instead it can actually be an excellent spiritual practice in itself. It is a perfect opportunity to learn how to develop equanimity in even the most difficult circumstances, to balance the spiritual with the material, and to learn to maintain your focus on the enduring spirit-self even in the midst of a whirlwind of activity. Running a conscious business as an aware person allows you to help bring spiritual awareness into the everyday world so that people can be happier, open hearted and fulfilled. The more your business becomes your practice, the more effective you are in this goal. One of my spiritual teachers once said to me that true enlightenment is being able to live in all planes of reality at once. The more I run a business, the more I understand this statement, especially when I am dealing with business problems. My current lifestyle is much quieter and my business is much smaller, but I remember my past business experience quite clearly. During those times when I ran the business and raised my family, my life could be seen as the direct opposite of the life I lived in the ashram when I only had myself to worry about and had no real responsibilities beyond my daily practice. After I went into business, life was no longer quite so simple. Along with 46 employees, I had endless responsibilities and commitments. I couldn’t have done without my day timer scheduling book to remember everything I was supposed to do. During this time, I used to alternate between frustration and guilt because, more often than not, I didn’t have even a fraction of the time I had before in order to practice spiritual disciplines. As my business grew and I got even busier, I worried that I was getting lost, slacking off and backsliding. Not being able to have even a moment to sit in meditation, I was forced to shift my perspective, to expand my understanding and awareness of the meditative state, and shift the way

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I viewed business. In doing so, I found that once I shifted my perspective, I could see all of the ways that business could be a perfect meditation. It’s all in how we view it. The heart of my practice of spirituality in business, the path of business yoga as I experienced it, was this: Could I maintain my spiritual, mental, emotional, and physical equilibrium in the midst of the pressures of everyday business problems and a fast pace of living? Could I maintain a sense of inner peace and harmonious connection with all of life as being a manifestation of the enduring Spirit, not only when things were going well, but also when I felt threatened or pressured? Could I continually experience the balance between the inner and outer planes no matter what is happening? After years, I have found that these goals are certainly possible. Not only that, but because so many issues and situations come up all the time that need to be dealt with, the progress along this spiritual path can be very fast, perhaps even quicker than only sitting, undisturbed, on the yoga mat.

DOORWAYS TO PERSONAL GROWTH Business is like life in that business doesn’t always “go right” just because you are a “good” person. Everyone in business has problems at one time or another. Sales may drop, the economy may change, styles may change, the customer demographic may change, employees may cause problems, thieves may take off with your inventory or money, you may not have enough working capital to avoid cash flow problems, and so on…and so on…and so on. I don’t think there is ever a time where there are no more problems in business, no matter how nice a person you are, or how spiritual you are. Partly because of these continual problems, running any kind of business continually requires a massive amount of attention along with skillful problem solving. This, in turn, can create ever-increasing levels of physical, psychic, and emotional pressure, all of which you are called on to handle with skillful wisdom. In the face of all of these issues and problems, how do you maintain your spirituality? First, it helps to know that all businesses have problems, not just yours, so none of us are alone. I know that in the early days of

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my business, I used to think that everyone else was somehow “doing it right” and I was “doing it wrong,” which was why I kept having problems. Looking back to my 40-plus years of business, I never reached a point, beyond a few hours, where everything was finally going smoothly, and nothing ever went wrong. Problems are just part of running a business. Even if an archangel ran a business, he or she would have to deal with business problems. The point, then, is not to strive for the elimination of all problems, but to learn to benefit from them. You can do this through the use of observation, non-attachment, honesty and thoughtfulness. Rather than running away from problems, you can turn to face them, observing them as they actually are rather than how you would like them to be. With non-attachment, you can see the interweaving of cause and effect that results in one problem or another. With this more dispassionate viewpoint, effective solutions come more easily and naturally. This approach not only has practical and positive results, such as the ability to make clear and effective decisions, but also helps to keep the connection between Spirit and business alive. A business problem, seen in this light is not a tragedy or a sign of personal failure. Rather, the problem merely points out the next area in which you and your business can experience both personal and economic growth. In short, a business problem combined with meditation, nonattachment and truthful observation brings spiritual growth. It helps to be forgiving of yourself. As I said, I used to feel terrible when I did something wrong in business, or I discovered something wasn’t going right. Feeling guilty, embarrassed, or ashamed, I thought something was wrong with me. Now I am more accepting and forgiving of myself, and just try to correct the problem and do better next time. I don’t require myself to be “perfect,” realizing that there is no such thing. Now I fix problems rather than taking them personally. I am not saying that I never have negative feelings. I still get nervous when I have promised to get jewelry made by a certain date and the stones that I need and have ordered haven’t arrived. I still can feel frustrated with lying and dishonesty. Cash flow crunches still

make me very nervous. If sales seem like they won’t cover expenses, I still experience some fearfulness. However, when feelings such as these arise, I try not to lose myself in them. I often use a meditation that centers on the question, “Who is it that is feeling afraid, or angry, or frustrated?” This brings me back to the experience of my true self, the inner, undying beingness of which I am merely an expression, which, in turn, helps me to keep my equilibrium and sense of inner peace, no matter what is happening. Whether running a large or small business, I try to stay attuned to Spirit in all that I do. I try to keep God in mind at all times, no matter what is happening. Of course, this is a practice that is a lot easier to do in the ashram where you don’t have to deal with such big issues that can distract you, like fear of failure or fear of going bankrupt, and the ever-present pressure of having too many things to do and too little time. These things can easily take your awareness away from the underlying reality of the Higher Spirit.

When things get tough, mantras and quick visualizations are techniques that you can use anywhere and in any situation. Try taking a few moments and repeat to yourself, “This, too, is a manifestation of God,” or “These constantly changing forms, feelings, and thoughts are all part of the Higher Spirit.” If you are feeling anxiety or fear, or your mind and emotions are racing, spend just three minutes breathing slowly and deeply, (preferably through your nose,) while focusing on your heart center in the middle of your chest. Your breathing will slow and so will your thoughts and feelings. If you are feeling depressed, envision yourself as being flooded with golden light that brings more lightness and joy with every in-breath. On every out breath, let go of all your tension and just relax. When business problems bring pressures, fear, anxiety, and other such emotions that threaten to overtake you, keep your perspective by practicing present-centeredness and mindfulness in action. I try repeatedly to bring my attention to the present moment

by concentrating just on what I am doing in the moment, whether it is arranging a display, talking to a customer, designing, filling out checks, carrying displays, or any of the hundred and one things that there are to do in business. I do one thing at a time and try not to be distracted by my hopes, fears, anger or any other such feelings or self-judgments. No matter what you are doing in the day-to-day activities of running a business, you can practice mindfulness and present-centeredness. For example, take a few moments to be aware of every body movement, emotion, and thought as it arises. Just notice them without responding or judging them in any way. If you do this, you will soon feel centered and calm, no matter what is happening. You can do this anywhere; in a meeting, talking with a customer, or sitting at a desk. Bring all of your attention to where you are and what you are doing each moment. At your desk, for example, bring your attention to your breathing and your body. Feel your back pressing against the chair. Feel

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the seat of the chair beneath you and the floor beneath your feet. I have found that only when I am present-centered do I have the clarity to make the best decisions. Only then can I feel peaceful.

BUSINESS REALITIES I have discovered that I cannot just regain a sense of present-centeredness and then Higher Spirit will take care of the rest of my business. Not only is this impractical, but it is highly unrealistic. There are business realities that apply whether you are present-centered or not. The supply and demand curve, for example, are just as important and unfailing as gravity, remaining unchanged no matter how attuned you are to the Higher Spirit. By not requiring these business realities to go away just because you are spiritual, you can, instead, see them clearly and then know what they mean. For instance, a cash flow problem usually indicates an underlying business problem like undercapitalization, not enough credit, taking too much money out of the business for yourself (but do pay yourself), poor financial planning or reporting, buying too much inventory, poor collection of receivables, dropping sales, or changing market conditions. If I am not swept away by my own inner projections and can be mindful on an outer level as well as an inner level, I am able to understand these business realities more completely and make more realistic and effective corrections. Even though I regard business as a meditation, then, I have learned that I still have to pay attention to business realities. As I guide my business, whether large or small, I try to use my intellect, analysis, and experience balanced with empathy, forgiveness, and trust in the guiding Higher Spirit, to the best of my ability. Then I let go. If I have done the best that I could do, there is nothing else to be done. The results are up to God. As I mentioned before, everyone in business makes mistakes. I sometimes joke that I have probably made every mistake there is to make! I have over-purchased, over-hired, underpurchased, under-hired, under-capitalized, trusted too much, trusted too little, demanded too little accountability and “mothered” too much, and mismanaged at one time or another. In the process of learning to run a successful business, everyone makes his or her own share of mistakes. That is part of the growing process. The trick is to learn from them, pick up, and keep on going. I have learned to lighten up on myself

when I make mistakes. After all, I do not make mistakes deliberately! With self-forgiveness it is easier to have persistence and not give up. I try to regard business problems as puzzles, things to be solved rather than as a reflection of personal failure. With this attitude, I find that I experience a lot less stress and have much more clarity and energy. TAKE CARE OF YOUR VISION When you find yourself having business problems, it’s useful to hire someone who can help guide you, whether it is in planning, management, sales, or operating systems. I have had many people help me throughout the years. However, I have found that the only times that hiring additional help was successful were those times when the people hired supported the manifestation of the underlying vision of my company. Always remember that your business exists to support your vision. More than once I have hired a manager who tried to take the company in another direction because it was safer, or potentially more profitable, or more appealing for a variety of reasons. This situation has never worked for my business, whether it was my large UMA Inc. or my current smaller business as a Maui artist. Never forget that you are the heart of your business. If you take yourself away from being its heart, your business will more likely than not, eventually fail. What has always worked for the UMA Company is to stay in alignment with its roots. That doesn’t mean that I always keep composing the same music that was popular before, or refuse to create new jewelry designs, just that I stay aligned with my original vision; to provide helpful information and the accompanying tools for consciousness, whether it be in the form of books, music or crystal and gemstone jewelry. Your vision is the ultimate life force of your businesses. Your job is to interpret your vision in your own unique way and express it with your unique and valuable talents and skills. In other words, you must trust yourself. At various times I have struggled with this issue as I listened to “experts” I had hired to help me with my business growth. I found that I always had to balance the expert advice with my own sense of inner knowing, because if I didn’t, my business would suffer in some way. I am not saying that you shouldn’t learn from others, but only that you not let outside influences take you away from your own unique vision. Trust your own sense of inner knowing. Not only that, the Higher Spirit cannot guide you if you leave your vision aside and give up the heart of your company, for the vision that you have is Spirit’s continuing gift to you and the vehicle through which the Spirit will communicate. In difficult times, it is especially essential to follow your vision, for that is the very thing that will make your business creative, unique and prosperous. Today’s times are economically and emotionally trying as the divides of this country play out into the economy. To run a small business today can be challenging, as it is being squeezed by increasing taxes, higher expenses and internet competition, to name a few factors. As a result, besides being tired, it is not unusual to feel less than prosperous. Does this mean that the vision that you have is wrong and that if only you had it right you would be more prosperous? Even in these times, I do not think so. Even in tough times, you can make a profit and do well, so it is more likely that there is some business problem or hidden mistake that needs to be discovered and overcome.

Stick to your vision while using your present-centered, dispassionate analysis to find out what it is. If you are constantly in a tight cash situation, for example, you should probably cut your overhead as soon as possible. Overhead usually tends to creep up constantly and needs continual pruning. You can decrease your inventory and make your line smaller to free up cash. Make your organization more efficient with better systems. If your sales are dropping, you might solve this problem by making sure that you are reaching the right customers for your products. To be prosperous in my company, for example, I continually have to define my customer when creating new product. In my case, it wouldn’t work to try to sell my latest recording, “Altered States,” to a market of rap or heavy metal listeners. Instead I need to figure out which group of people like meditative, angelic or heartfelt, quiet music. “The Ultimate Guide to Crystals and Stones” book that I just wrote wouldn’t sell well to a market of mystery or romance readers. Again, don’t sacrifice your vision in order to sell more. It won’t work. The customer who will like what you offer is always someone who is in alignment with your vision. One common problem that causes a lot of pressure and decreases your sense of prosperity is feeling like you have too much to do. Feeling overworked and pressured tends to end any feelings of joy and prosperity. Not only that, when you feel overwhelmed with too much work, it’s easy to get so lost in those feelings that you become ineffective in what you do. Becoming ineffective only makes the problem worse. When you are feeling overwhelmed with too much to do, take a deep breath and start concentrating on one thing at a time. When you are doing that one thing, give it your full attention. Let go of your worry and be completely present. When you are done with the first thing, give each succeeding task your full attention. Don’t think about the last thing you did or what you have to do, only what you are doing in the present and you will see that you get more done. Getting more done brings relief from the overwhelming feelings of too much to do, because instead of feeling overwhelmed, you will begin to feel the fulfillment that come from actually getting things done. Things are in their right rhythm, getting done one by one. It is easy to feel more prosperous what you feel more fulfilled. In using my business as a spiritual path as well as a way to make a living, I have found that I constantly need to slow the pace. I live very slow paced now, leaving lots of meditative time just sitting in the presence of the Spirit, but I remember what it was like when my business was larger. There was never an end to what had to be done and I

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always had the temptation is to do more and more, faster and faster. As my company grew and the number of employees increased, bringing even more responsibilities, I found myself cramming deadlines closer together and filing my schedules with impossible goals, with the result being that I felt pressured and angry rather than peaceful and fulfilled. Working in that way created more problems than it solved, within the business as well as in my personal life. For me, the key to escaping this trap was to continually simplify. I constantly streamlined my operations so that my business became easier and easier for me to run. I learned to set my goals farther apart with more relaxed expectations of what was possible for me to accomplish. As much as possible I did away with any unnecessary complications, whether with the creation of my designs or letting go of a difficult employee. In short, learning how and when to slow down is vital to maintaining your mental, emotional, physical, and spiritual equilibrium in the business world.

TAKE CARE OF YOURSELF AS WELL AS YOUR BUSINESS Now is the time for all of us who are providing tools and services for the consciousness community to not only stick to our vision, but also to define our collective and individual vision even more clearly. The times that we are in today call for us to strengthen, renew and deepen our sense of purpose, anchor light into the planet, and find out what the next steps are for us as a collective, planetary, business community. We need to then discover, moment-to-moment, how we can even more clearly communicate that re-discovered sense of purpose to our customers through our business. Doing this will not only bring practical results, (like increased sales,) but will also bring a deepening spirituality into our personal life and business. To do this requires energy and inspiration. As a designer, composer and writer, I have to be inspired to create. That inspiration comes when I feel attuned to the Higher Spirit. Along with running my business in a way that keeps me attuned, then, I have to treat myself right. This is as true now with a small business as it was with a large business. Back when I ran Uma Inc., it was easy not to take time off even though I was tired, because there were so many things to do. However, since there were always things to do, I had to learn to make time for myself anyway. I tried to give myself some time to relax every morning after I dropped the kids off at school and before I went into the office. Through the years, instead of trying to do everything myself to be sure it was “done right,” I learned to delegate as much as possible. To delegate I had to let go of the thought “It will be easier if I do it myself.” I had to learn to trust others to get the job done right. I also found that having a good calendar and reminder system contributed greatly to my inner peace. With that in place, I no longer had to carry a multitude of things around in my head. I learned to use good business planning to keep me off of the treadmill of moving from crisis to crisis. Learning to read and understand a profit/loss statement was very important in this. This planning helped me maintain a clear mind. With my mind uncluttered, it was easy to center on the Higher Spirit. Resting in the sense of Divine Presence, inspiration flowed easily. Of utmost importance, though it may sound obvious, you need to be paid, even in difficult times. It is easy to not make paying yourself a priority. Not paying yourself can build a subtle resentment towards your

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business. You need to be rewarded for your work, to be acknowledged, and to get an energetic return for the enormous amount of effort that you have put forth. Thought it may be true that you are it in it for the money, denying the importance of profit and not making profitability one of your very clear company goals is foolish. Profit is like the blood of your company, keeping it healthy and alive. Even if the Buddha ran a business he would need to make a profit. In “earth plane reality,” making a profit is the natural result of the exchange of energies produced by a sustainable business. At one point in my business I discovered that I was operating, on a very subtle level, with a belief system composed of a combination of various 1960s and 1970s anti-materialistic ideas and vows of renunciation. My subtle, unspoken belief was that “spiritual” or “good” people didn’t think about making money. The result was an uneasy feeling that somehow it was not right for me to make money so I often did not pay myself. I felt guilty for even thinking about money because it felt so unspiritual. Consequently, though I felt more “spiritual,” at the same time I also felt subtle resentment that I was not being rewarded and I lacked the feeling that things were working well. It took some time of reflection, but eventually I realized that I should pay myself. Practically speaking, I found that, even though it was acceptable to cut from my salary first if I needed to cut expenses elsewhere in my business or salaries for my employees, I still needed to make money for my own expenses. After all, my employees were not the only ones with bills to pay; I had bills to pay also! I eventually learned to let go of my incorrect and irrelevant spiritual judgments and include some form of payment to myself. Now, I include a just payment to myself in my business planning instead of just having some vague idea that whatever money is left over will be what I receive. This is not to say that you have to pay yourself such large amounts of money that you leave your business under-capitalized. It just means that you should always pay yourself something. Even in financially lean times, include a reasonable amount of money for yourself in your financial planning. Expense your own labor. If you keep finding that you cannot pay yourself and you cannot increase sales, look for ways to cut your overhead. Finally, business is, in many ways, a microcosm of life. Like life, its problems can bring you closer to the Higher Spirit or take you farther away. It depends on the context in which you hold these business problems, whether they are catastrophes or opportunities for growth, looming disasters or exciting challenges. If your first priority is to use your business as a path towards wisdom, every part of your business will help bring you ever closer to the sense of the Divine. My hope and prayer is that our conscious businesses will act as paths to the Higher Spirit as we all learn to balance the spiritual with the material and manifest the visions we have been given. May all of our businesses bring us contentment and help usher in a more peaceful and enlightened world. Uma Silbey has pioneered crystal, gemstone and energy information worldwide through her jewelry designs, books and music for over 40 years. She is the author of 17 recordings & five books, including her latest The Ultimate Guide to Crystals and Stones. To know more about her work, visit www.umasilbey.com

Musical Tools for Meditation

by Dudley Evenson & Dean Evenson, M.S.

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editation can have immense benefits for our spiritual and physical well-being. Today, many people are searching for a way to relax and calm their anxious minds and meditation is a perfect antidote to the high-stress world we live in. In addition to establishing sacred physical space, we, as musicians, have found great benefit using sonic tools to establish spiritual space. We find we can greatly enhance our meditation experience by listening to certain recorded music as well as using self-generated sounds such as vocal toning, chanting, mantra, affirmations, and using simple instruments like drums and rattles. Our contemporary understanding of meditation is built on forms and techniques developed over the ages by multiple cultures. Through focused concentration, we can attain a quality of mindfulness and compassion that enhances every aspect of our lives. Relaxation and concentration are the first steps, and once mastered, we can go beyond them and open ourselves to the elevation of our consciousness towards an experience of universal oneness.

How Do We Choose Music to Enhance Meditation? Listening to music can be a simple way to calm down the busy mind and settle into a meditative state. For instance, when you play peaceful music in the background, you can use the slow pace of the music to regulate your breathing. Initially, you will most likely notice a vast array of thoughts proceeding across the wide inner screen of your mind. What do you do with these thoughts? You can let their random interplay be a disturbing undercurrent of your life, or you can decide to clear them out by focusing on your breath and the music in order to give your busy mind a break from so much thinking. Through meditation, your goal is to slow down and gradually minimize this parade of thoughts. Soon after beginning our record label, Soundings of the Planet, we began to receive considerable feedback from listeners about how the music had helped them in dealing with chronic pain or illness and even mental issues. We then became curious to understand exactly how the music was working to support the healing and relaxation that people were reporting. In our research over the years, one of the things that has become clear is that instrumental music without repeated refrains or familiar melodies is the most effective in helping a person let go of their thought processes. Our goal in meditation, or in any healing modality, is to release the constraints of mental tape loops and repeated thought patterns. The music we were creating flowed more like nature and it seemed to be just what people were wanting to help deal with the stresses in their lives. We also discovered that because sound is a carrier wave of consciousness, the intention of the musician who created the music is very important. At the same time, the intention of the person listening to the music also influences the effectiveness of the music. For entertainment, we may choose music that is familiar, enjoyable, or that gets us up and moving, but when we want to select music to help deepen our meditative or healing experience, we are going to be looking for something different. Thus, we choose peaceful, ambient kinds of instrumental music that will be more supportive of healing and meditation. Music of flute and harp can be especially meditative, and the addition of high quality recorded sounds of nature can also create a sense of peace. Other kinds of music do use repetition in a way that can be an aid to meditation as well. Devotional chanting, sacred music, or trance music are designed specifically to take one to a deeper place spiritually so there is a benefit to the repetition. Tuning into a mantra or the resonance of a chant can be helpful to relax the mindâ&#x20AC;&#x2122;s attachment to mental tape loops, worry, and incessant thinking. Whether one chooses relaxing ambient music or more engaging vocal, chant, or rhythmic music, any can support the goal of clearing the mind and letting go of internal dialog and other mental chatter.

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Creating Personal Sanctuary Ultimately, the personal sanctuary we have the most intimate access to is within the confines of our own inner awareness, but because we live in a physical world, we can benefit by finding or creating an environment that will best support our meditation experience. When possible, select a quiet place where you will be undisturbed for a little while. If this is not available, any place will do. Experiment with what works for you. People have been known to even have meditative experiences in bathrooms, parks, subways, and just about anywhere. We converted our laundry room into a meditation and yoga space. We call this our ‘Sacred Laundry Room.’ We also record a lot of our videos here for our Soundings of the Planet blog and YouTube channel. We want you to know that you can make any place into a holy sanctuary for your meditation. Initially, it is ideal to set aside a specific place to meditate where you can put together a small altar, light a candle, and burn some incense if it agrees with you. If you don’t have space to dedicate a whole room for your meditation practice (and most people don’t), then designate a corner of your bedroom, another room, or even a closet where you can create a sacred sanctuary for your practice. By adding a few meaningful pictures, books, crystals or other elements, you help designate this as your special place for quiet contemplation. These visual images and special objects can also serve as a focus to gather your wandering mind and draw you back towards your spiritual center. If you have a Tibetan singing bowl, a crystal bowl, or even a small bell, they can be used to set the tone for your process and their resonance can be a simple way to introduce music and sound into your practice. You can also play peaceful, recorded music during your meditation. For meditation, you can either sit on a pillow on the floor or in a chair or stool, depending on your flexibility and comfort. It is preferable to sit upright, but lying down is okay if a physical condition requires it. Otherwise, sitting up will yield better results and keep you from the tendency to fall asleep. Meditation involves relaxation of the body, but that is not its only goal. Through the meditation process, one is aiming to attain an acute clarity of mind. Obviously, falling asleep doesn’t support this

aim. A man at a recent workshop complained that he was continually falling asleep during his meditation. It turned out that he was meditating while lying down, and he became so relaxed that he would naturally fall asleep. We gave him some helpful and wakeful tools to use involving breath awareness, mantra, toning, and using a mala or prayer beads.

Meditating in Nature Meditating in nature is also a good idea. Creating a small shrine in your yard, or sitting in a quiet area like a public park can support your practice. If you can’t find any particular place to meditate, you can do a ‘walking meditation’ or walk a labyrinth. We don’t, however, recommend meditating in the car if you are driving! But if your car is parked, then meditating in the car can give you some quiet privacy. We often sit in our car for a few minutes when we come home from a busy trip to town and there we enjoy a quiet moment before having to get out, unload the groceries, and go into the house where all sorts of things are waiting to be done! Setting an Altar of Intention We like to create altars in many places, especially so that we can use our daily tasks, like washing the dishes or doing the laundry, as opportunities to be mindful and focus on our spiritual essence. We have an altar on the windowsill by our kitchen sink which provides a nice focal point to elevate the energy of our daily chores. Setting an intention for your meditation practice or for your upcoming day can also be a beneficial habit to get into. This intention can take the form of a thought or prayer that you want to focus on and develop through your attention and awareness. It can be a virtue or affirmation. What you will no doubt discover is that the vibration of your meditation session will carry throughout your day. Your intentions will accompany you as you go about your daily routines and will help bring good results. You will find your relationships improve because you are coming from a place of compassion. You will notice yourself being more mindful of others and the world around you, and you will probably not stumble or lose your keys quite as often. You may also find that doing your chores and necessary tasks is more pleasant and acceptable when done with a meditative frame of mind. On top of that, you will begin to feel a greater sense of joy

as your spirit expands into awareness of the infinite realm of existence. Singing while you wash your dishes can lift your spirit and make your task more pleasant. Humming along with the vacuum cleaner or clothes dryer adds a fun and musical element to ordinary chores and makes them much more enjoyable. As we learn to calm and focus our restless mind, we activate our greater consciousness and open up the channels of our intuition. In our daily lives, we will carry that still center point within us and we can solve our problems more easily. As we become more mindful, we have a greater awareness of our experiences, and are better able to take responsibility for our mental states as well as the physical condition of our lives.

Breath and Vocal Toning We can live without food and water for days or even weeks, but we cannot live without breath for more than a few minutes. The spiritual science of pranayama is about learning how to control the breath. In Sanskrit, the ancient language of India, the word “prana” means

breath or energy and the word “yama” means control. By understanding how to control the breath/energy, we learn how to relax the body and control the subtle nuances of our minds. We ‘tone up’ the body through exercise and muscle building. We can also ‘tone up’ the mind, and ‘tune up’ the spirit using our breath and voice to release tension. In the process, we can regain balance and equilibrium, and experience the peaceful Alpha or Theta brainwave states. Vocal toning is an especially accessible way to do this because it doesn’t require musical instruments or high-tech equipment, just the human voice. The beauty of toning is that it isn’t about words or melodies; it is simply a neutral sound and requires no special training. A good way to begin toning is by taking a deep breath and exhaling as you let out a nice long ahh sound, sort of like a long sigh. This is the vowel tone for the heart chakra. Along with each tone, you can imagine that you are sending out love, and with each inhalation, imagine you are receiving love. Do this several times and feel the resonance in your heart chakra.

Retailing Insight 5-2018_Layout 1 4/27/18 1:56 PM P

Power of Mantra & Affirmation The word mantra means ‘mind protection’ in Sanskrit. A mantra is a short sacred sound or phrase which carries a vibration and frequency that extends beyond the simple meaning of its words. In the highest sense, mantras carry thought waves that can energize the life force, or prana. Through constant repetition, mantras can reach deep into the subconscious mind to access the collective consciousness. More simply, using mantra can help overcome mental chatter, and prepare the way for an expansion of consciousness. We are constantly affirming in our mind what we believe. When we look honestly at the content of our thoughts, we may be shocked to realize what we have been telling ourselves on a regular basis. We can tell the quality of our subconscious mind by looking at the quality of our life. If we are not pleased with our life, we might wish to look at the content of our thoughts to discover how we have been programming our existence to coincide with our belief structure.

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Through the use of a repeated phrase, prayer, or affirmation, we can overcome the rampant thoughts and tape loops that tend to guide our behavior. By repeating a phrase over and over again, it becomes embedded in our subconscious mind, and then the creative forces of the universe rally support in order to make it happen. Repetition increases the effectiveness of affirmations.

Mala, Rosary or Prayer Beads A helpful tool in meditation is the chanting of mantra or saying affirmations using prayer beads to count the recitations. Many cultures and religions have used beads to help maintain a focus on their prayers. Catholics use a rosary to repeat their “Hail Mary” prayer. Hindus use beads to count their mantra. Tibetans use a mala or prayer beads to stay focused on the mantra. The strings of beads in the East often have 108 beads. With each repetition of the mantra, one uses the thumb and first finger to move from one bead to the next. The goal certainly isn’t just to count the prayers, but it does help one to stay focused on the chant and keep moving on without becoming distracted by random thoughts. People can also use mantra as they go about their day to help them stay connected with their center. The goal of meditation is not just to have a nice experience for a few minutes or an hour, but rather to carry the energy of that experience throughout your day. By carrying a string of prayer beads around, you can use it to count your prayers, taking advantage of time normally spent waiting in line or doing another activity that doesn’t require your focus. Singing Bowls and Bells Tibetan singing bowls are an ancient tool used to assist in the meditation process. The origin of Tibetan bowls is shrouded in mystery, but it is certain that monks used them as an aid in their meditation practice. Ancient bowls were made of an alloy composed of as many

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as twelve different metals that were pounded and shaped into bowls. When a wooden mallet strikes a bowl, a rich blend of harmonic overtones is created. Because of the multiple harmonics, the sound can have the effect of bringing both hemispheres of the brain into synchronization. One can also use the wooden mallet to rub the edge of the bowl to create a pleasing tone. By focusing on the sound of the bowl tone as it lingers, one can experience a sort of transcendent state. By slowly playing several bowls, bells, chimes, or cymbals, the experience can be expanded. Some people may prefer to use crystal bowls of varying sizes tuned to the chakras. All can have a beneficial effect. Whether used in meditation or simply to create a calm, serene state, the clear tones of the bowls can evoke a sense of harmony and balance. In this way, sound can be the medium that transports a person to an elevated state of consciousness.

Drums, Rattles, Flutes, and Shakers Another form of musical meditation uses drums, rattles, flutes, shakers, and the human voice to help a person go into a trance state. This process may involve a guide, shaman, or medicine person who is trained in leading and transforming energy. It may also be self-created. Indigenous people from all over the world have used sacred ceremonies to assist in the elevation of consciousness, and in this day and age, many are revisiting these ancient practices and modernizing them to reflect current needs. Thus, depending on the practitioners, a ceremony may involve elaborate traditional rituals or it may be expressed in meaningful, modern ways. A number of years ago, we interviewed the Peruvian musician, Tito La Rosa for our Sonic Healing: Meet the Masters Video Course. Tito La Rosa is a musical shaman who has very direct and personal relationships with his instruments. He uses drums, rattles,

shakers, flutes, whistles, and water vessels to create a sound healing environment that helps people reach a deeply meditative state. His relationships with his instruments and their functions are deeply connected with, and ref lective of, the elements of Earth, Water, Fire, Air, and Sound. In ancient Peru, the instruments themselves were considered to be alive and to have a unique spirit of their own related to their form and function. For instance, blowing on the conch shell calls forth or invokes energies. A flute made from the bone of the condor may be used to call in the spirits. The whistle jar is an instrument used for going within. Feathered panpipes may be used to cleanse and purify, and so on. Each instrument has its own energy and use. Native Americans beat on round drums or hand drums, and they chant together. From ancient times to this day, both women and men have played frame drums and participated in religious rites. Tribal people of all nations dance to the rhythm of rattles and drums, and they are able to lose themselves as their movement entrains with the rhythm. Tibetan monks may blow into long temple trumpets and crash cymbals together in order to shake up and cleanse the current vibrational field. All these practices and chanting help to calm our busy minds and prepare the way for more elevated meditation experiences. When all is said and done, what we are aiming for is ultimate stillness, the purity of a quiet mind. Dudley and Dean Evenson are business and life partners who met in 1968 and have been on a spiritual journey ever since. As sound healing pioneers, they have been producing their awardwinning music since 1979 through their record label Soundings of the Planet, collaborating with outstanding musicians from around the world. They have now released their first book Quieting the Monkey Mind: How to Meditate with Music which draws from their five decades of practicing yoga, meditation, and making music. To learn more, visit their blog and music site www.soundings.com. You can search for their names or Soundings of the Planet on YouTube and social media channels.

shoptalk

Practical answers for tough business questions

A special coverage from Coalition of Visionary Resources COVR in partnership with Kim Perkins

I’m new to the Mind Body Spirit industry: How do I decide what products to carry in my new store/what are the right products that I should have in my store to increase sales?

in this area. Are you an avid reader? If so, you might consider a larger book section than a store owner who doesn’t have this interest and might want to only carry Mind/Body/Spirit bestsellers and specialty books to enhance displays.

For most Mind/Body/Spirit retailers, common inventory classifications or areas of the store include jewelry, stones Are there any formulas to calculate how much more and crystals, books, statuary, incense, clothing/accessories (scarves, in rent I could comfortably afford based on current purses), candles, personal care products (lotions, soaps, essential oils revenue? and diffusers), music, and meaningful gifts with a message or purpose (mugs, magnets, chimes, artwork, journals, etc.). As a general rule, stones The easiest way to answer this question is to look at your net profit and crystals, jewelry, and general gifts have the highest mark–ups and, for the year. Technically, you can afford increased rent of whatever therefore, can generate the most profit, but consumable merchandise figure is on your bottom line. That said, I do not advise increasing your (that customers need to replenish over and rental expense unless the intention is to also over) such as incense, lotions, and essential increase sales and net profit. oils, can ensure customers return regularly. My guess is that you are looking to expand Need answers? Some retailers also find greeting cards a your current square footage, or move to a Send your retail questions to profitable and dependable source of repeat similar size store in a better location. So I am shoptalk@retailinginsight.com customer visits. going to provide a couple of examples that A large part of the answer to this question might help your decision making. depends on the amount of sales floor space you have. A very small store Let’s start with a hypothetical comparison of two possible spaces will need to choose carefully to offer the fastest-turning products, carein different locations – one downtown and one a few blocks off the fully displayed, so that the appearance is not an overcrowded mish-mash main street. If both places are 2,000 sq. ft., and the one off the beaten of merchandise. In a larger space, you can branch out a bit and carry a path costs $18 a square foot, then the rent would be $36,000 a year wider array and also have more freedom to “test” new products without (2,000 x $18) or $3,000 a month. And if the other place, in the center having to discontinue a current line to make room. of downtown, costs $23 a square foot, then the annual rent would be Sometimes nearby stores will dictate products you want to carry, or $46,200, or $3,850 a month. So the downtown space would be $850 leave out of your inventory mix. For instance, if there is a store nearby more per month or $10,200 more a year. that specializes in pagan offerings, or essential oils, you may want to (Note: I am not adding in sales tax or common area maintenance – just simply refer customers to them (and create good will all around) and the basics for comparison, but you will want to add in all of those costs use that shelf space for items customers cannot find locally. and adjust these equations). Another consideration is what do you, as a buyer, love or have Now let’s break down what that $850 more a month actually means. expertise in? If you have an eye for fashion design, you might include If you divide $850 by 30 days (average days open per month), it comes more clothing and accessories than someone who doesn’t have a flair

54 July/August 2018 | retailinginsight.com

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to $28.33 per day. So you would need to generate $28.33 more in they were generating $250,000 in sales a year, and having a hard time profit per day to cover the additional cost. To translate that number meeting the rent, to a 1250 sq. ft. location, between two restaurants, into total sales, you need to know your cost of goods sold percentage where they anticipated far more foot traffic, and the annual rent would (how much the merchandise actually costs you) so you can ascertain be $36 per sq. ft.. This retailer projected that in the new location, their your gross profit margin. annual sales would double with all the extra customers that would For example: with a cost of goods sold (COGS) percentage of come in and shop. 54 percent, and a gross profit margin of 46 percent (total sales 100 This was my response at the time: “One concern I have is that you are percent - COGS 54 percent = Gross Profit expecting sales to double in the new space. Margin of 46 percent), you would have to I want to give you an example to be sure generate an additional $62 per day in sales that you are being realistic. You are moving Need answers? to cover the cost of the additional rent. from a location that was costing $24 a sq. Send your retail questions to ($62 in sales – 54 percent COGS ($33.48) ft. to one that costs $36 a sq. ft., so even shoptalk@retailinginsight.com = $28.52 Gross Profit). That’s over $22,000 though the monthly rent is less, you also additional sales a year just to cover the have less square footage to generate sales. additional rent! If your sales last year were $250K in 2500 The key to figuring out if this is viable for your business is to determine sq. ft. of space, that means you were generating $100 in sales per sq. how many additional customers/sales you expect to generate each day ft. If your sales double (as you expect) to $500K in 1250 sq. ft., you as a result of being in a better or larger location. would then be generating $400 per sq. ft. That is a big jump, even if If your average sale is $20, you are only talking about needing 3.1 your foot traffic increases!” more customers a day to justify the higher rent. And if your average They did decide to make the move and within 18 months they had to sale is $25, then you only need 2.5 more customers a day to cover close their doors. Their sales did increase, but nowhere near the amount the extra expense. The trick is to gauge whether the increased rent needed to make the new space viable. So, err on the side of caution in will bring more customers or cause current customers to increase the your projections! Usually, with any move, there will be a dip in sales amount of their average purchase. Maybe increasing the rent will before there is a rebound and increase. bring you better parking, enhancing customer convenience, or allow you to expand your inventory in an already profitable area, both of How much of my overall revenue should realistically come which could increase sales. from store events and psychic readings? A few years ago, a retailer contacted me who wanted to move into a busier location with more foot traffic. This particular retailer wanted to There is no hard and fast rule to determine the ideal percentage downsize from a 2500 sq. ft. location, at a cost of $24 per sq. ft., where of your overall revenue that should come from store events

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and psychic readings. Some stores find that 15 percent is a good percentage for them, and for others it can be more than 50 percent. These figures depend on the culture of your store, the percentage of your customer base that is eager for readings and classes or special events, the size of your store and amount of annual sales, and the amount of your resources (floor space, advertising, inventory) you have allotted. Rather than shooting for an exact percentage, focusing on high quality offerings will bring you the best return on whatever time, money and materials you invest. The first thing to determine is the culture or “flavor” of your store and how you are perceived in the community. Have you established a level of trust with your customer base so that they get excited about the events (whether that be a store sale, psychic fair, or new psychic reader or guest speaker) you offer? Whenever you are offering psychic readings, this trust factor is very important and can definitely enhance sales in that area. And second is to remember that this is not a one-size-fits-all endeavor. You have to find the mix that is right for you. Some stores automatically lend themselves to readings, classes, etc., because they have a curious and open demographic, while others have to work harder to be accepted.

When we first opened our store, in a fairly conservative Florida community, in the early 1990s, we purposely waited a couple of years to add psychic readings, and first established our “brand” as an award-winning book and gift store. Eventually, that cautious beginning gave way to having a robust reading program with readers seven days a week generating over $200,000 a year in revenue. Although most communities are open to psychic services, you still need to be aware of how receptive your market is, as different parts of the country can vary widely. The Coalition of Visionary Resources – COVR is a non-profit trade organization dedicated to supporting independent retailers, manufacturers, distributors, wholesalers and publishers in the body-min-spirit industry. To learn more, visit www.covr.org.

Kim Perkins is a business consultant, author and national speaker. She was co-owner of Elysian Fields, Books & Gifts for Conscious Living, an award-winning store in Sarasota, Florida, for over 20 years. As a consultant, Kim specializes in helping small businesses achieve financial health and excellent employee relations. She can be reached at Kim@ kimberlykperkins.com.

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fineprint Customers will be looking for answers mid-summer. The chaos that has become the new normal since last fall has them searching beneath the surface of things to try and make some sense of it all at deeper levels. Put books that offer them answers/ explanations in prominent spots. Books that feature unique anecdotes about people who fought through challenges and found effective solutions will be favored. This summer’s solstice ushers in a can-do spirit and lots of questions. Let your customers know you have the answers.

The Pain Companion: Everyday Wisdom for Living with and Moving Beyond Chronic Pain Sarah Anne Shockley $15.95 P, ISBN 978-1-60-868570-7 New World Library I www.newworldlibrary.com

In this remarkable book, Sarah Anne Shockley recounts her journey into the world of chronic pain and shares the survival tools she developed once she realized that pain was there to stay. Even pharmaceuticals failed to bring her relief. Eventually she turned to the pain itself for help, and that’s where she began to find answers. She acknowledges that living with constant pain is extremely difficult, but also tells us that it is transformative. It can, at times, teach us things that we would never have learned without it. In delineating the creation of a life-worth-living despite chronic pain, she tells readers about allowing pain to tell its story, soothing the wounded animal, unlocking contraction, creating an interactive and constructive relationship to pain, sending kindness and love to your pain, employing art therapy and letter writing, imagining pain as a door, and giving pain what it wants. In the last section of the book, she tells readers what she learned from pain and how she learned to honor the path it brought her onto. This is not a book about relieving pain. It is a book about pain that will not be healed by any known means. It is a book about embracing the changes and the lessons which that kind of pain brings and understanding that they contain a gift which you would not have received in any other form. It is written from the heart of pain itself and it is profound.

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New and notable books for body, mind, and spirit by Anna Jedrziewski

Dark Star Rising: Magick and Power in the Age of Trump Gary Lachman $17.00 P, ISBN 978-0-14-313206-6 TarcherPerigee I www.penguin.com

Just when your customers began to believe that Donald Trump really is just randomly throwing monkey wrenches into the works, along comes Gary Lachman to explain to them that there is method in the “madness.” Past the Introduction, Trump becomes almost irrelevant as readers become immersed in “chaos magick,” “positive thought,” “political occultism,” “new thought,” “Hermeticism,” and “Traditionalism.” Lachman begins his treatise with the relationship between Trump and Norman Vincent Peale. From there, he traces Peale’s roots back to ancient esoteric sources, then uses that as a base for an overall (one might be inclined to say definitive) history of occult philosophy in relation to politics. For those with some background in the occult, names like Helena Blavatsky, Ernest Holmes, Mary Baker Eddy, Papus, Gurdjieff, Charles Fillmore, and Rudolf Steiner will be familiar. For others, this book will provide the sources and history of many of Instagram’s favorite sound bite philosophies. Einstein’s Boss: 10 Rules for Leading Genius Robert Hromas with Christopher Hromas $25.00 H, ISBN 978-0-81-443932-6 AMACOM I www.harpercollins.com

When Albert Einstein fled Nazi Germany, he had lots of options. He chose the fledgling Institute for Advanced Study at Princeton University, giving that institution instant credibility. Robert Hromas tells us that Einstein chose an untested institute because of the administrative skills of Abraham Flexner. Hromas uses the example of Flexner as the thread that anchors this book. A very successful administrator himself, Hromas offers readers an intelligible, insightful, and cutting-edge discussion of such topics as integrative thinking, leading when your own authority is restricted, trusting genius, creative listening,

creating false emergencies to keep geniuses off balance, proactive transparency, ways to kill a team, freedom from bias, distraction versus innovation (knowing which squirrels to chase), methods for resolving internal dissonance, the stress of innovation, how calm enhances creativity, and guiding innovation toward the core mission. This is a must-read for business people. Pamela Colman Smith: The Untold Story Stuart R. Kaplan with Mary K. Greer, Elizabeth Foley O’Connor & Melinda Boyd Parsons $45.00 H, ISBN 978-1-57-281912-2 U.S. Games Systems, Inc I www.usgamesinc.com

The most important date for Pamela Colman Smith’s legacy may just be the day in 1971 when Donald Weiser (who was publishing A.E. Waite’s The Pictorial Key to the Tarot) suggested to Stuart Kaplan that he acquire the rights to the Rider-Waite tarot deck. It was the beginning of Kaplan’s tarot empire. By the end of 1971, the deck was selling internationally and has done so ever since. It is only in the last decade that Colman’s name has been elevated to top billing in connection with the deck. Now, Kaplan has stepped to the forefront once again, publishing over 400 pages documenting Colman’s skill, experience, and major contribution to the most famous tarot deck in the world. She was a respected professional artist, entrepreneur, psychic, and suffragette when Waite tapped her to create visual imagery for his newly developed tarot symbolism. Her role was diminished for a century, by Waite himself, and by tarot devotees. (I’ll admit to thinking of her as a technician following Waite’s specific instructions.) It is, however, clear now that Colman brought her own extensive occult background to the project, and the drawings/reference materials in this timely book demonstrate that the foundations of some of the most notable tarot images were well established in her repertoire for years before she applied them to the tarot cards. The time is right for this woman to be elevated to her rightful place in tarot history. Kaplan, with Greer, O’Connor, Parsons, and U.S. Games staff, have made this scholarly work a page turner. Cooking for Hormone Balance: A Proven, Practical Program with Over 125 Easy, Delicious Recipes to Boost Energy and Mood, Lower Inflammation, Gain Strength, and Restore a Healthy Weight Magdalena Wszelaki $34.99 H, ISBN 978-0-06-264313-1 HarperOne I www.harperone.com

Wszelaki tells readers that hormonal balance requires healthy digestion, stable sugar levels, and a well-functioning liver. She also says that achieving those three things doesn’t mean they have to eat a boring diet. And has she got the recipes to prove it! Creamy Egg-Free Msyo, Coconut Kefir Chia Pudding, Zucchini

Olive Muffins, Grain-Free Pizza, and Fries Baked in Duck Fat are just the beginning. All the relevant facts and figures are well organized in the first part of the book, but let your customers know that they might just want to turn to the recipes and dig in. Paleo, FODMAP, AIP, and anti-candida footnotes are included. A Guide to Energetic Healing: From Clearing Trauma/Abuse to Raising Consciousness John Nelson $16.95 P, ISBN 978-1-93-790754-9 Rainbow Ridge Books I www. squareonepublishers.com

It’s difficult to write a book about energy healing that stands out, but COVR awardwinner Nelson has managed to do just that. The teachings that he offers have authenticity because they all come out of his own personal healing journey. He ties it all back to Carlos Castanedos, then augments that with the work of Ken Eagle Feather, Carl Jung, Victor Sanchez, Eugene Gendlin, Richard Hittleman, Pema Chodron, and even Marie Von Franz. The initial attraction of the book will probably be the detailed discussion about releasing emotional cords (the Toltec art of recapitulation). It is thorough and lucid. Personally, however, I feel that the real power of the book is the fact that Nelson doesn’t shy away from the harsh realities of this kind of intense work. He deals with healing the perpetrators of sexual abuse before he details the healing of the victims/survivors, thus highlighting the importance of stopping the cycle of abuse (some would say breaking the DNA chain of abuse). He lets readers know exactly how grueling healing of intense emotional issues can be and offers plenty of guidance for easing into that in-depth work, as well as cautions about getting stuck in dead-end healing modalities. He doesn’t talk about the Sacred Wound, but the last part of the book is about transforming deep healing into spiritual growth. The “New Age” libraries are filled with authors who claim to be able to heal the wounded. Nelson tells readers they are responsible for their own healing and shows them how to do that. Each Journey Begins with a Single Step: The Taoist Book of Life Deng Ming-Dao $16.95 P, ISBN 978-1-57-174838-6 Hampton Roads Publishing I www. redwheelweiser.com

Successful Taoist author Ming-Dao has gathered excerpts from The Tao Te-Ching, The Yijing, and Chinese poetic tradition (derived mostly from 300 Tang Poems) in order to create a lyrical (Melancholy spring wind, pained at river sunset.), poignant (My hair turns white in this foreign land ... and shivering animals in withered grass on every side will accompany my worried face.), and insightful (A good fighter is never angry.) journey through Taoism. Each carefully

Summer Edition | retailinginsight.com 59

fineprint

Anna Jedrziewski

chosen phrase is a brush stroke which paints part of a picture that elevates as it comes more and more into focus. Ming-Dao’s mastery of the words of Tao serves him well in this small, but powerful book. He includes a glossary at the end for those less well-versed than he is in the subject. The book can be read front to back or randomly with equal gratification. Of course, it can also be used as an oracle by customers who are inclined toward psychic guidance. It will be perfect for holiday shoppers. Even when the chariot is before a mountain, there will be a road. —Proverb

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origami books and kits, but they’ve outdone even themselves with this one. Just in time for holiday ordering, Origami Boxes arrives to give your “crafty” customers, at all skill levels, something to make their gift giving unique and magical. Beautifully designed, the instructions include clearly-understandable visual diagrams for each project. The photographs of the elegant, finished boxes will let your customers know just how sturdy these small treasures are in the end. This one is replacing Money Origami as my favorite! Don’t forget that Tuttle also carries a large selection of beautiful origami papers, some traditional, some very modern. Daytime Nighttime: All Through the Year Diane Lang, illustrated by Andrea Gabriel $8.95 P, ISBN 978-1-580469607-0 Dawn Publications I www.dawnpub.com

Origami Boxes: Beautiful Paper Gift Boxes from Japan’s Leading Origami Master Tomoko Fuse $12.99 P, ISBN 978-0-80-485006-3 Tuttle Publishing I www.tuttlepublishing.com

Tuttle has published an amazing lineup of

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them caught in the act of being themselves. The world of nature becomes an exciting place as young people turn the pages, learning as they do. When they reach the end, they will find Dawn Publication’s trademark follow up exercises and resources. It’s another standout in the field of science education. The Book of Beasties: Your A-to-Z Guide to the Illuminating Wisdom of Spirit Animals Sarah Bamford Seidelmann $21.95 P, ISBN 978-1-68-364049-3 Sounds True I www.soundstrue.com

Barnacles tell us to “dwell well” and enjoy our current position. Alligators suggest that we “position advantageously” and make the most of it. Ants let us know that it’s time to “labor for the greater good” and

join others to make a great wave. Bear reminds us to “savor the amble” and stop often for honey. Armadillo says “understand vulnerability” and expose your most delicate bits only to those with an agenda of love. Do your customers think that they aren’t likely to encounter an alligator? Ask them to think again. Nature has a way of making its wisdom known when the time is right. And the time is certainly right for this modern version of the teachings of animal totems. Seidelmann explains it all in the Introduction, which includes a Quick Start for the Irrepressible. Consider displaying this one with some of the many beautiful animal wisdom oracle decks that are available now. And, of course, don’t forget to include lots of the animal totem jewelry that is available. Back-to-nature should be big this holiday season. ANNA JEDRZIEWSKI is a new consciousness author and consultant, as well as founder and director of Spirit Connection New York, Inc. SpiritConnectionNewYork.org

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playlist

Reviews of great music to sell and enjoy by Bill Binkelman

Eternal

Beautiful Journey

Amber Sky

Kevin Wood Real Music www.realmusic.com

Brenda Warren Self-released www.brendawarrenmusic.com

Dean Evenson, Phil Heaven & Jeff Willson Soundings of the Planet www.soundings.com

It’s a tall order to review such an intensely personal album, which is what Eternal is for Kevin Wood (piano, keyboards, percussion). How does one capture in words the deep, spiritual commitment this talented artist has made to this project? Wood, joined by too many guest artists to recount, and featuring vocals from the cultures of Africa, Native America, Celtic, and India, as well as Gregorian chant, has delved deep into the connective thread of humanity and produced an album rich with global influence melded to a contemporary vision of New Age music, sometimes fused with light electronica, a la Deep Forest and Enigma. In-store play will absolutely generate interest in this fascinating recording.

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It’s been years since I raved about pianist Warren’s As Years Go By, of which I wrote “…touching and evocative…laced with a tender melancholy or somber reflection, yet never to the point that the inherent charm and beauty of the music is lost amidst too much dread and sorrow.” On Beautiful Journey, Warren dials back the somberness while infusing these twelve instrumentals with a warmth and richness of emotion emphasized even more so by her near surreal control of nuance and tone. With able assistance from Imaginary Road guest artists, and the production team of Ackerman and Eaton, Warren has delivered a stellar follow-up to As Years Go By!

I’m at a loss for words in articulating how one of the founding artists in New Age music continues to reinvent himself. Here, master-class flutist Evenson teams with violist Phil Heaven and pianist Jeff Willson and the result is something unexpected to long-time followers of Evenson—a fusion of neo-classical romanticism with New Age beauty. While synthesizers, keyboards, and bass are credited in the liner notes, the crux of these sublime melodies rest with the threeaforementioned instruments. As sublime and gentle as the titular image denotes, these soundscapes are like floating down a river of supreme serenity, buoyed by blissful melodies.

The Waters of Glacier – Music for Glacier National Park

paint a passionate yet somewhat sorrowful portrait of hope against despair. Powerful but also sublime, the music and vocals are beguiling in their beauty.

Jill Haley Self-released www.jillhaley.com

Ancient Vision

As an artist-in-residence at Glacier National Park, Jill Haley (oboe, English horn, piano) had the opportunity to explore its amazing beauty and then translate her treks into yet another musical interpretation, adding to her canon of previous similar works. Haley, highly sought after as a guest artist, shows that she’s much more than just a gifted accompanist. She is a truly special composer and interpreter of our country’s natural parks via music which conveys wonder, awe, and a unique beauty that defies description in written language. Guest players include husband David Cullen (guitar), son Dana Cullen (horn), as well as Michael Manring (bass) and Tom Eaton (keyboards, bass, guitar). Song of the Sidhe Lia Scallon Sounds of Sirius www.soundsofsirius.com

Pamela Whitman and Rich Kurtz PeaceHear Recordings www.pamelawhitman.com/ Whitman_Kurtz

This is a rather unique take on Native flute fusion music. Pamela Whitman plays the flutes and also ocarina and Rich Kurtz is present on various basses, cello, guitars, and electronica. There is no obscuring the haunting beauty of the Native flute, but some of the tracks on Ancient Vision take the usual staid flute into different, yet pleasant, directions. There are jazz influences present here, as well as neo-classical, and ambient, too, all which breathe new life into a genre that, while not played out in any way, shape or form, benefits from a new interpretation and execution—a re-invention of sorts of the traditional instrument revealing new wrinkles, all of them ear-pleasing. Every Moment

Lia Scallon’s Song of the Sidhe is a musical exploration of the mythic world of Faerie and its connection to humanity. This is a stunningly crafted, richly and deeply textured recording featuring the artist’s amazing vocal talents as well as a host of instrumentalist guest artists. Trying to encapsulate in my brief available words the magic that is contained in this album is impossible. For those who believe, this album will be a revelation, as Scallon’s vocals

Joseph L Young Self-released www.josephlyoung.com

Known more for his Native flute recordings, Joseph L. Young picks up his sax and carries it into unexplored territory on Every Moment—a literal redefinition of the New Age genre. Melding the soulful qualities of the instrument with layers of new age electronic

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Summer Edition | retailinginsight.com 65

playlist

Bill Binkelman

keyboards yields a recording that is unique and ground-breaking. Seldom does an artist bring a new element to the forefront in such dramatic and accessible fashion as does Young here. Young integrates the sax into new age melodicism with style and aplomb throughout the album. Superbly layered electronic keyboards, rhythms, and textures merge seamlessly with the sax melodies and the magic that ensues is breathtakingly gorgeous.

Before Sunrise features Greinke (keyboards, samples, electronics, processing) incorporating the talents of classical music artists (viola, violin, cello, trumpet, French horn, flute, clarinet) to craft music that is both beautiful and shadowy with elements of neo-classical merged with atmospheric ambient in ways that defy easy categorization. Greinke, as ever, is wholly accessible yet undeniably 100 percent an original.

Before Sunrise

Electric Spirit

Jeff Greinke Spotted Peccary www.spottedpeccary.com

Eric Tingstad Cheshire Records www.erictingstad.com

Ambient artist Jeff Greinke has been on quite the musical voyage over the last few decades. I first fell in love with his music in 1993 (In Another Place). Since then, I have charted his various paths through a variety of ambient sub-genres, always impressed with his adventurous spirit melded to a unique musical vision.

Eric Tingstad’s transformation from one half of an iconic New Age duo (with woodwind artist Nancy Rumbel) to a full-on roots blues/folk artist is now complete on Electric Spirit. This album is a stone cold blast from start to finish, revealing Tingstad’s electric guitar chops at every turn. Whether re-inventing standards such as “Oh Shenandoah,” or “Over the Rainbow,” or parading his substantial folk/blues skills on originals, e.g. “Bessie,” “South to Carolina,” or “Flamingo Club,” Tingstad and his bandmates guarantee a good time will be had by all. Hands down it’s one of the best releases of 2018 or I don’t know my stuff! Serenity II—More Peaceful Music on the Chapman Stick Michael Kollwitz Self-released www.michaelkollwitz.com

If you’ve never heard the magical musical strains of the Chapman stick, you’re in for a treat on Michael Kollwitz’s Serenity II. Somewhat like a cross between a guitar and an acoustic bass, the Chapman stick lends itself to particularly evocative music and Kollwitz is a maestro in its niche sub-genre. Melodic in a somewhat unconventional way, the Chapman stick is played fingerstyle, like a guitar, but it has a particularly special sonic characteristic that invites introspection without succumbing to non-musical posturing. Difficult to describe in words, but oh so easy to enjoy, that is the beauty of the Chapman stick in the right person’s hands, as it is here. Bill Binkelman has been reviewing New Age, ambient, and world music since 1997. Email him at bill@retailinginsight.com.

66 July/August 2018 | retailinginsight.com

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Five Ways to Reward Your Employees by Royce A. Morales

Bet your bottom dollar you vividly remember any public recognitions of personal achievement or proclamations of triumph, big or small. Whether a happy-face sticker in pre-school, the principal announcing your perfect attendance at an assembly, or receiving unexpected (good) publicity about your shop: Being recognized for little – or not-so-little – accomplishments are worth their weight in gold. Those distinctive moments may’ve even changed your life in meaningful ways. Don’t underestimate the importance of getting atta-boys/girls for a job well done – especially if they include some type of compensation or public acknowledgment. As a small shop owner, you probably want to recognize employees' performance, but may have limited financial resources or no idea how to even start. Coming up with creative ways to keep the troops happy is appreciated and may be easier than you think. Before determining that it’s time to demonstrate how much you care about your remarkable staff, keep in mind the reasons for doing this. Those reasons should be to: engender loyalty, arouse team spirit, motivate performance, and create a positive workplace where people feel successful and valued. Admittedly, underneath that is a more selfish motive: To help meet business goals so your shop succeeds. Acknowledging above-and-beyond employees isn’t simply money talks because, studies show, workers may actually prefer other types of appreciation. Here are some ideas to inspire and give effective employee rewards, as well as a few snares to avoid.

What to Emphasize

Make sure to clearly identify explicit actions you seek to reward so employees know what they’re striving for. Rather than a vague “general job performance,” reinforce achieving specific sales goals, impeccable customer service, rousing staff with positive leadership, stirring team spirit, providing helpful business suggestions, maintaining over-and-above responsibility, etc. It’s essential to get staff "buy in," and willingness to participate, or it will undoubtedly fall flat. To help with that, turn it into a group endeavor, asking what types of rewards would help persuade participation. Be open about budget constraints to encourage workable ideas. Put together a suggestion box so they can submit proposals. Have a form employees can fill out when they notice another worker doing something noteworthy. Or, have an annual secret ballot vote to elect an employee for work well done.

Rewards on Budget

Although it’s traditional to reward exemplary employees with bonuses or raises, there are other ways you can reward as well. Many workers prefer a more personal "thank you,” being singled out in front of coworkers, or other forms of special recognition. Give expanded opportunities or entrust them with additional responsibilities is the sincerest form of flattery. Suggestions: Accompany you to a trade show; sit on a panel discussion at a trade conference; represent

70 July/August 2018 | retailinginsight.com

you at a chamber event; mentor another employee; give advice with purchasing decisions; challenge them to come up with unique display ideas; compose a blog, etc. Make sure to set up a computerized chart to keep track of things you observe – it’s all too easy to forget. These suggestions are meaningful statements that show you value and trust them and could be all the recognition they need – as long as it doesn’t come across as just additional workload.

Exposure

Another form of recognition is giving public exposure: to staff, to customers, on social media or to others in the field. This can include announcing sales quotas reached, bragging out-of-their-way customer service, or gushing about doing the ‘grunt work’ no one else undertakes. Take this employee to lunch; create an employee-ofthe-month parking space; post their name on an “Employee Wall of Fame" or engraved plaque; rave about them on social media. Friendly competition can inspire wonders!

Personal Appreciation

Express gratitude with something as simple as a personal thank-you note. Or, provide perks such as allowing flexibility in their schedule (start earlier or leave earlier), which can help with family/work balance. It’s never tacky to give a gift certificate from your own shop or notice what they’ve been eyeing and gift it to them. Offer to babysit so they can take a much needed date-night. Notice an unfulfilled desire and provide it, i.e. a pass to that yoga class they’re drooling over; a stress relieving spa day; a box of fresh donuts. Even practical gifts, such as pre-paid gas cards to help with their work commute, will be treasured. Don’t forget to have commemorations acknowledging years of service or other significant milestones. A surprise pizza delivery at the end of the day with the entire staff celebrating could be all it takes. Make it fun and it’s guaranteed that others will strive for their own special party!

Avoid Pitfalls

Make sure everyone has an equal chance; treat each employee fairly and don’t play favorites. Be consistent in how rewards and recognition are handled. Try to not give awards to the same person repeatedly, making sure this program doesn’t turn into a teacher’s pet contest. You can avoid snares by making sure you clearly spell out what the rewards are based on, what criteria is used to choose winners, and how everyone is eligible. Royce Amy Morales is the director of Perfect Life Awakening coaching. She has also published the book Know: A Spiritual Wake-up Call. Morales is the former owner of Harmony Works, a soul-nurturing shop in Redondo Beach, CA.

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