TGFA Spring 2012

TGFA

Canada’s Voice for the Luggage, Leathergoods, Handbags and Accessories Industry

Selling Green

Earth Friendly Initiatives for Retailers

Spring 2012 • Vol. 3 Number 3

Travel Goods, Fashion & Accessories Magazine

Luggage Industry Q&A TGF&A Product Spotlights Customer Service: An AgeOld Challenge Cutting Retail Costs with Surgical Precision Industry News & Views

PM 40063056

April 22-24, 2012 www.llhashow.com

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contents

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FEATURES 6 Product Feature: Luggage Luggage Industry Q & A 8 Spring 2012 Luggage Product Spotlights

36

14 Cover Story: Selling Green: Earth Friendly Initiatives for Retailers 23 2012 LLHA Show Guide Floorplan and Exhibitor / Brand Listings

DEPARTMENTS

4 A Word Before 20 LLHA News and President’s Message 36 Marketing: Customer Service: Making Sense of an Age-Old Challenge

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42 Business Centre: Cutting Retail Costs with Surgical Precision 45 Industry News & Views

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e ee A Word Before

Welcome to the 32nd edition of the LLHA Show!

Years ago when I was getting my start in trade shows with veteran Ralph Weil (he of Toronto Wine & Cheese Show fame, among many others), I picked up a number of his colourful show phrases that became immediate staples in my sales vocabulary. One I particularly liked was when I’d be asked by prospective exhibitors: “Will all the booths be filled by show time?”, I’d reply, “Of course…. you can’t have a smile with a tooth missing!” This is the challenge that every show manager faces – to sell out the floor while injecting into it as many exciting show features as well as intriguing new exhibitors & products as you can, in order to reveal the widest “smile” possible for the attendees. It’s a magical moment when Show Opening is finally announced, all the booths are indeed soldout based on your efforts, the show looks beautiful and the hall bristles with anticipation. I’m delighted that we’ve successfully reached that point again, and what a “smile” we’ve created for you this year…

Check out our 32 suppliers exhibiting in 2012 who were not with us in 2011, 40% more than last year’s count. Thanks go to the LLHA Association’s Show Committee whose task it is to review and approve each one of them as new or renewing LLHA Association members according to strict membership criteria. A number of these new exhibitors are participating due to the LLHA Show undergoing an exciting expansion in 2012, into footwear, apparel, jewellery and other fashion accessories. With more and more retailers requesting that we add to our product mix, the LLHA listened and the proof is in the aisles, with our widest array of products ever. Back in 1981, at the show’s inception as a luggage-only event, these would have been unprecedented categories, but now they represent an exciting step forward for the LLHA Show that will definitely grow in the years ahead.

So….what’s inside this “Show Edition” of TGF&A for Spring? In keeping with the season, our Cover Story:”Selling Green: Earth Friendly Initiatives for Retailers” by sustainability expert Nancy Geisler, discusses how to make your store and its products greener and more sustainable to meet the demands of today’s customers, who expect you to not only be on the bandwagon but to be “walking your talk” at the same time. In our annual Product Feature on the ‘Luggage’ category, we reveal today's hottest trends and tomorrow's biggest challenges, through a revealing Q & A with six key players in the Canadian industry. Then you can turn the page to check out over a dozen “Product Spotlights”– innovative new offerings which you will see in our aisles for 2012.

Our Marketing article, “Customer Service: Making Sense of an Age Old Challenge” by regular contributor Kevin Graff, reveals how retailers can provide top-notch customer service – an area often overlooked in the quest for sales and profits, but one which is more important than ever given the increasing competition between retailers to attract an ever-more knowledgeable and demanding consumer. In our Business Centre, “Cutting Retail Costs with Surgical Precision”, by retail consultants Alain Michaud and Garry Birkhofer, we analyze how to trim retail costs by looking beyond the usual payroll cuts and focusing on other areas such as workforce management tools, operations, and shrink, which can help control costs, ultimately saving you money and even enhancing profits. Also, don’t forget to read our Industry News & Views post-it notes. Whether it’s new product lines launched or acquired, reps needed, new premises announced, or milestones reached, our exhibitors have something to say!

Thank you very much for attending. While you’re here, enjoy the show’s 350+ booths, have a cappuccino or espresso on us in the LLHA Lounge, don’t miss the annual President’s Reception dinner and awards reception down the street at the Airport Marriot on Sunday night, and take in the Randy Harris keynote seminar on Monday morning to hear his valuable snapshot of the industry in 2011. There’s lots to see and do. And if you’re reading this issue post-LLHA show and were unable to attend, do mark our show into your calendar as a must-attend for 2013. You’ll never have a more convenient opportunity to grow your business by previewing all the newest collections under one roof, while enjoying the camaraderie of your industry colleagues and friends.

Now it’s time to get busy! Please turn to our LLHA Show Guide in the center of this issue, then stroll into Hall “I” and SHOP TILL YOU DROP (or at least until you need that espresso pick-me-up in our Lounge!)

Enjoy.

Richard Swayze Publisher and LLHA Show Manager 416-512-8186 ext.246 richards@mediaedge.ca

TGFA

Travel Goods, Fashion & Accessories Magazine

Volume 3 Number 3 • Spring 2012 Publisher | Richard Swayze richards@mediaedge.ca 416.512.8186 ext. 246 Editor | Matthew Bradford matthewb@mediaedge.ca 705.817.4634

Senior Graphic Designer | Annette Carlucci annettec@mediaedge.ca Production Manager | Rachel Selbie rachels@mediaedge.ca Circulation Manager | Lina Trunina circulation@mediaedge.ca Contributing Writers Garry Birkhofer Nancy Geisler Kevin Graff Alain Michaud Editorial Advisory Board Christine Beben Pierre Calestagne Sandra Cassivi Catherine Genge Paul Hanley Ken Maxwell Perry Mogus Harry Restoukian Thelma Watts Jeff Williams

Published by President | Kevin Brown kevinb@mediaedge.ca Vice President | Chuck Nervick chuckn@mediaedge.ca 5255 Yonge St., Suite 1000 Toronto, Ontario M2N 6P4 Tel: 416.512.8186 Fax: 416.512.8344 www.mediaedge.ca Travel Goods, Fashion & Accessories is published four times a year by MediaEDGE Communications Inc. Subscription Rates (Canada) + hst: 1 year $39.50, 2 years $69.25, single copy $10.75.

For all subscription inquires or changes of address: circulation@mediaedge.ca 416.512.8186 ext. 232 Reprints: No part of this magazine may be reproduced in any form – print or electronic – without written permission from the publisher.

Requests for permission to reprint any portion of this magazine should be sent to richards@mediaedge.ca.

Copyright 2012.

Canada Post Canadian Publications Mail Sales Product Agreement No. 40063056 ISSN 1920-5368

Official Publication of the LLHA Association of Canada and the LLHA Show.

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e ee Product Feature: Luggage

luggage Industry Q&A

By Matthew Bradford

There are a number of key players who have helped build Canada's luggage industry, and who will continue to shape it for years to come. For our annual product focus on the ‘luggage’ category, we asked six industry leaders to lend us their insights on today's hottest trends and tomorrow's biggest challenges. Before you preview the latest luggage industry offerings featured in the “Product Spotlights” that follow this article, see what some of the experts had to say about this dynamic product category...

Raymond Durocher: President of Holiday Group Inc.

Emran Sheikh: Brian Urman: President and CEO of President of Fashion Heys International Import Ltd.

Paul Hanley: Director of Sales and Marketing, Samsonite Canada, and President, LLHA Association of Canada

Amy Jakubaitis: Public Relations & Marketing Manager for Rimowa

Terry Mason: Divisional Sales Manager for Landau Sacamoto

What are the dominant consumer trends in luggage?

PH: The dominant consumer trend right now in luggage continues to be lightweight, due to the advent of airports charging excess fees for excess baggage weight. It's number one in the consumer's mind. When you go into a retail location, the first thing you see a consumer do is pick up a piece of luggage to test how heavy it is. We, like other industry leaders, are using technology to produce lightweight durable bags.

BU: hands down, the biggest trend right now is lightweight, and it has been that way for a while. When lightweights first came out, it was like a badge of honour to be the lightest. The whole emphasis was on lightweight. Now, people aren't feeling that lightweight itself is enough, so they are starting to come out with lightweights with expandables – which add weight but are still important – four-wheel lightweights, and lightweights that have corner protectors, realistic pockets, and stronger and more flexible materials. Fashion is also becoming an important element in luggage. It's an attempt to get away from the basic luggage that people are selling. You can see that in all the prints that are on luggage, all the brands on luggage, and all the designs and colours. Consumers are moving away from the old black suitcase that's being sold at the discounters and getting into more fashions and technologies.

RD: The constants that consumers are looking for are weight and size, due to airline luggage restrictions; durability, due to the increases in business travel and rough baggage handling; and mobility, which is due to the size of airports and increased traffic. Fashion and colour, as well as patterns and unique designs, are also starting to appear more in consumers' hands because they are getting away from the basic black and looking for something that reflects their personal style and is easily identifiable off the airport carousels. Moreover, in recent years the 4-wheel spinner system has grown in popularity and will continue to grow, as this wheel system makes moving about in terminals easier.

TM: Most important right now is the weight issue and the limited number of pieces of luggage allowed on flights. I think the industry has done a commendable job in addressing the needs of the consumer in this regard.

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Product Feature: Luggage e ee

What are the biggest challenges facing today's luggage suppliers and retailers?

In what directions do you see the luggage industry heading over the next 10 years?

RD: The biggest challenge for suppliers these days is addressing the same demand being asked of us by our consumers: to produce a product that is very light but still maintains its quality and durability.

PH: Ten years down the road, I'm sure there will be some new type of plastic composite that will be very light and strong. There is always a need for innovative materials and newness in the market place.

TM: The major challenge in today's market is that while making and selling luggage that is lightweight is important, there is a greater need to maintain the quality and integrity of the luggage to withstand the rigours of air travel. Also, my concern is that with the marketplace being limited, companies are jumping into categories of luggage they know nothing about. As a result, product may be brought in that is not up to the standards that the industry needs, and this will reflect on all of us.

Hardside is a good example of that, as more and more product is going to come into the market, and the importance of controlling qualit y is more paramount than ever. T he responsibility is on both the distributors as well as the retailers to make sure this reduction is standards does not happen.

BU: The greatest challenge for independent luggage retailers right now is the competition they're facing from discount retailers, and retailers from other distribution channels like, for example, the electronic retailers entering the luggage market.

Independent retailers have to find ways of differentiating themselves, both in terms of offering alternative products, brands, and ways of servicing the customer.

AJ: I feel that consumers have not been properly educated on the different types of luggage available to them. Many hardside cases that are lightweight still cannot hold up to the treatment they take while going through luggage handlers.

Consumers need to understand that not all hardside cases are alike, and that the difference not only lies in the material, but in the components themselves. While two cases can look similar and even be made of the same shell material, it is of utmost importance that the handles, wheels, zippers, locks, and interiors can also stand up to the harsh treatment while in the care of luggage handlers.

BU: Technology will definitely govern the next generation. In the last few years, there has been a tremendous explosion in technology with iPads, smaller computers, and a whole range of emerging technology, but I think we haven't really seen the impact of that development into luggage at a great extent yet. Certainly, as time goes on and technology develops further, we are going to have to start coming up with products to deal with that technology.

AJ: Luggage manufacturers will continue to find new ways to create lightweight yet very durable luggage. New materials will come to light and certainly we can expect to see new advancements in technology.

ES: There will be new innovations in materials that are going to make the luggage industry very unique from other industries. For example, a new hybrid material may be developed from some combination of plastic and textile materials. This type of innovation will offer both the rigid support of a hardside, but still offer the softside adaptability to sew in pockets, lining, and other features.

Overall, the industry is heading towards a new generation of lightweight cases. The key however, is determining how much consumers are willing to invest for even lighter luggage. For example, if we created a new space age material that made a case incredibly lightweight by shedding 2 or 3 pounds, would consumers accept the higher prices to save those extra 2 or 3 pounds? That’s where the real question lies: At what point do customers forego the need to save a few pounds in order to either save money or to save some features that they are used to having on their luggage? e

What new innovations in manufacturing, materials, design, or marketing are shaping the luggage industry?

PH: There is a huge trend toward hardside luggage from the Orient; luggage that is manufactured in the orient and made of polycarbonate.

However, that can be confusing to the consumer and to the retailers that we sell to because there are different grades of polycarbonate. Most polycarbonate is a mixture of virgin and regrind, and you get what you pay for. The more expensive polycarbonate is going to be a higher grade of virgin material, and the less expensive polycarbonate is going to be a higher grade of regrind, which won't make it as strong as something that is 100% virgin. Meanwhile, consumers are looking strictly at the price.

When it's, say, an independent retailer, they do a great job of educating the consumer to the best of their knowledge. However, it's taking time for the retailer to gather that proper knowledge. Once they have it, I'm sure they will do a fantastic job in explaining the differences to a consumer.

ES: Hybrids are still going to be a very strong trend, because they can be produced without a frame and give customers the convenience of pockets. The frame is really what weighs down the luggage, so the key is to make a softside luggage without a frame, but still have a strong and rigid structure. In 2003, hardside luggage was about 2% of market share, and now that number has increased to at least 30-35 percent.

AJ: Luggage companies will need to continue to come up with new ideas and ways to market their products. As more and more similar-looking pieces come to market, I believe we will see more creative marketing strategies in the future.

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e ee Product Spotlights

2012 TGF&A Product

here are a few of the latest offerings from the luggage industry “in the spotlight” for 2012! Check out these great new products in the aisles at the llhA Show...

Introducing Briggs & Riley Travelware's Baseline CX st yles. T his break through zipperless expansion compression system is lightweight and fully adjustable, allowing customization for each different trip. The bag expands up to 25%, allowing room for more contents and longer stays. Pressing down lightly on the lid compresses the bag back to original size, ensuring easy overhead storage on flights, as well as wrinkle-free flat packing and no checked baggage fees.

Briggs & Riley Travelware 888-462-2247 • mstern@briggs-riley.com www.briggs-riley.com

After 80 years in business, Calego International has finally gotten into the luggage business, with an emphasis on branded and licensed polycarbonate luggage (hard sided).

Their line includes hello Kitty, Elvis Presley, The Beatles, NBA, Coors light, and other creative polycarbonate luggage designs under the IFlY brand. All luggage will come fully lined, with aircraft wheels and expandables.

Calego International Inc. 514-334-2117, ext. 205 • calego@calego.com www.calego.com

Go Travel’s new compact USB Worldwide Charger allows travelers to charge or power two USB devices at once.

One of the smallest dual USB chargers available, the USB Worldwide Charger can be used in over 150 countries to simultaneously charge electronic equipment including iPads and tablet computers. Switching between countries is effortless thanks to its neat design with a retractable, sliding-pin mechanism that offers access to power in most countries worldwide.

Clear Image Marketing and Promotions Inc. 905-689-3123 • joe@clearimagemarketing.ca www.clearimagemarketing.ca

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Product Spotlights e ee

uct Spotlights Fashion Import announces the new Cyberlite line by Antler. Weighing in at only 3.5kgs for the largest piece, the Cyberlite sports front and side pockets, for optimum organization and storage; comfy grip handles and an integrated side handle, for easy lifting and carrying; a TSA fixed combination lock, for superior security; and an enhanced interior, for premium convenience.

Travelpro introduces its Maxlite 2 Spinner collection, featuring the revolutionary Contour handle Grip, which provides more comfort and control when pushing spinner luggage through long airport terminals, offering a dramatic improvement to 4-wheel system users. The new Spinner Collection includes a 20” Expandable Spinner (carry-on size), a 25” Expandable Spinner, and a 29” Expandable Spinner. It is available in ocean blue and black.

fashion Import Ltd. 514-270-6540 • sandra@fashion-import.com www.fashion-import.com

Holiday group Inc. 514-325-0660 • holiday@holiday.ca www.holiday.ca

"It's a Small World" is a lightweight printed luggage set from heys that captures the spirit of travel through artwork which showcases famous travel destinations, wildlife images, and cultural icons. Each of the three sizes features different continents of the world, and the entire set combines to form the world map. From the plains of Africa to the tip of the himalayas, this luggage has been designed down to the last detail, ensuring you'll find nothing else like it on the luggage carousel.

Heys International Ltd. 905-361-4000 • info@heys.ca www.heys.ca

Travel in Good Hands Distributed by

Maple Creek, SK Ph: 1.888.612.2277 Email: info@northridgemkgt.com

i.d. Travelware 31 arbour CresT rise n.w. CalGary, alberTa, Canada T3G-4l3 e-Mail: i.d_travelware@yahoo.com • Tel: 403-809-1238

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e ee Product Spotlights

Johnston & Murphy has added bronze to three styles in its Perennial Collection, including the 21" Multiwheel Road Agent. The Road Agent is constructed with an ultra light, triple-layer, high performance alloy of ABS and polycarbonate. It features steel corners for impact protection, a 360-degree swivel wheel system, and a polyester embossed logo lining protected with durable water repellent coating. Further convenience has been added with two spacious compartments, a mesh divider, a removable snap-in divider panel, and adjustable straps to secure clothes.

Johnston & Murphy 905-824-4473 • stemarie@isaofcanada.com www.johnstonmurphy.com

Ron Hersh, Stephen Chen, and Nancy Hung are proud to reveal the formation of their newest brand of folding luggage a n d a c c e s s o r i e s, B i a g g i. B i a g g i ' s modern looking collections are functional, practical and address the needs of space-starved travelers. All Biaggi styles feature a fluid, 4-wheel spinner system and patented hinge lock technology that allows them to fold flat.

The brand will be distributed by Landau Sacamoto Inc. in Canada.

Landau Sacamoto Inc. 800-295-7287 • info@landausacamoto.com www.landausacamoto.ca

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Max Mirani's MOVE Mobile Closet is an innovative, rolling carry-on solution that eliminates the need to unpack. It combines a wardrobe layout with a shelf system to keep clothing organized and accessible, and features a removable tote that doubles its capacit y. Recently featured at the Oscars, MOVE is a growing favourite among celebrities and business travellers alike. “It 's the best thing that 's ever happened to travel,” says Emmy-winning TV host Pat O’Brien.

Max Mirani Canada / Joli Industries Inc. 800-406-8090 • customercare@joliindustries.ca www.maxmirani.com

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Fashion Import Ltd fashion on the go

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1/8” TRIM

1/8” TRIM

e ee Product Spotlights New for 2012, Modrec International introduces a collection of Gino Ferrari laptop compatible carrying cases for the discerning business woman. Offering modern classic design, combined with functionality and a stylish twist, the ladies collection with the signature quilt design takes inspiration from Gino Ferrari’s brand heritage, established in 1984. It's the ultimate accessory for professional women on the go featuring quality, versatility, and desirability.

Modrec International NA Ltd. 877-432-2471 • info@modrec-na.com www.modrec-na.com

Style, meet performance. Samsonite's Winfield 2 24” Spinner combines style and durability to meet the demands of the frequent traveler. Constructed of durable yet lightweight 100% polycarbonate, the Winfield 2 24” Spinner creates a unique combination of strength and lightness for years of lasting performance.

Samsonite Canada Inc. 519-271-5040 • canada_cs@samsonite.com www.samsonite.ca

Rimowa is prepping the launch of its new retro-inspired Classic Flight Collection.

Arriving in eight sizes this summer, these statement-making cases are constructed of robust aluminum magnesium alloy, and reinforced with polished aluminum corners.

The Classic Flight Collection is also equipped with Rimowa's patented Multiwheel and extendable telescopic handles for easy comfort. Combining the look of early day aviation with the comfort and convenience of modern day luggage, these classic travel staples are sure to be the talk of the terminal.

For more, visit Rimowa's Toronto store at 101 Bloor Street West.

Rimowa North America Inc. 888-RIMOWA-8 • info-na@rimowa.com www.rimowa.com

The Pacsafe RFID-tec line is a lightweight, durable travel accessory collection boasting complete RFIDsafe blocking technology. Utilizing the same smart material as the award-winning RFIDsafe 50 and US Government FIPS approved RFID-tec 25 ID badge holder, each RFID-tec accessory is durable while still being flexible. They also feature an incredibly soft hand feel, and are effective at preventing identity theft while travelling.

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1/8” TRIM

Outpac Designs Ltd. 360-651-7999 • info@pacsafe.com www.pacsafe.com

1/8” TRIM

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1/8” TRIM

1/8” TRIM

1/8” TRIM

1/8” TRIM

LLHA Show booth #217-223

Salsa Deluxe

Available at the RIMOWA Boutique Store 101 Bloor Street West, Suite 101, Toronto, ON M5S 2Z7 (Bloor & St. Thomas)

1/8” TRIM

1/8” TRIM

1/8” TRIM

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www.rimowa.com

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e ee Cover Story

SELLING GREEN:

Earth Friendly Initiatives for Retailers

By Nancy Geisler

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Cover Story e ee

While it didn’t quite cause as much of a buzz as Angelina Jolie’s leg, or what the red carpet onlookers were calling “totally cool handbags”, many of the celebrities attending the 2012 Oscars Award Ceremonies were wearing what can be termed “green fashions”. For instance, Meryl Streep, winner of the Academy Award for her role in the film Iron lady, wore a full-length gown made of gold, eco-certified fabric sources. livia Firth and her husband, actor Colin Firth, both wore garments made from eco-friendly and recycled materials. And actress Missi Pyle, one of the stars of Best Picture winner The Artist, wore an eco-friendly dress specially designed for her by a greenfocused fashion student from Miami, Florida.

In fact, all of these celebrities were embracing an Oscar ceremonies program called the “Green Carpet Challenge,” which was started by Ms. Firth in 2010. The goals of the program are: • To encourage celebrities and others attending the Oscars to select clothing that is more environmentally friendly and responsible, as well as sustainable.

• To promote the existence of such fashions to the millions of people watching the awards.

• To demonstrate that the movie industry is doing its part to help promote sustainability and protect the environment.

Designers often pay celebrities attending the Oscars thousands of dollars to wear one of their designs. In this case, however, celebrities wore greener garments voluntarily in order to encourage customers to “Think Green” and demonstrate their concern for the environment – even when it comes to what they wear. What this tells fashion industry retailers in all sectors of the industry – whether they're selling dresses, handbags, carrying cases, or other products – is that not only are green fashions gaining momentum, the entire green and sustainable movement is growing and expanding into all areas of our lives.

This new philosophy goes beyond just purchasing products that are more environmentally responsible. Customers are increasingly expecting retailers to be “on the bandwagon” as well; meaning they operate their stores in a greener and more sustainable manner in addition to selling green products.

e

fROM HARDWARE TO HAUTE COUTURE

Before discussing what retailers can do to make their stores greener and more sustainable, it’s worth noting – and learning from – what a far less glamorous retailer did to make his store green. Don Sather is the co-owner of a Colorado hardware store. In 2000, he designed what he believed to be the “ultimate” green store, which included a variety of environmentally friendly features, including: • solar shingles and walls, which provide an aesthetically pleasing way to generate solar power; • energy-efficient windows placed to take advantage of natural lighting; • extra wall insulation; • soy countertops; • energy-efficient radiant-heat heating systems; • low-flow water fixtures in restrooms and kitchens; and • construction materials—including even parking lot pavement – made from recycled materials.

One particularly interesting feature of Sather’s store – and something that can be adopted in many other types of retail environments – is a computer-controlled energy management system. This system adjusts the lighting and hVAC systems based on need. So, for instance, if the store is bathed in natural sunlight and temperatures are moderate, the lighting is automatically dimmed and the hVAC system is turned down. This can lead to a significant decrease in energy usage as well as a cost savings.

“At Capital City luggage, before discarding broken luggage to the landfill, all usable parts are reused. Our innovative repairman liam sees creative potential in recycled suitcase parts for repairs as well as in his award winning costumes.

No piece is left unused or un-enjoyed.” linda Greenberg, Capital City luggage Spring 2012 15

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e ee Cover Story

“We recycle any recyclables such as plastic but we also get the local art co-op to pick up anything they can use for school art projects. We also recycle any cardboard at the local recycle depot and have a bookstore pick up any bubble wrap and wrapping we don't need. Plus, we've found that emailing out receipts is great for saving paper!”

e

Judy Coy, Silver Lotus Making Your Store Greener

As evidenced by Sather’s store, the key fo r reta il e rs b e gin nin g th e journey toward making their operations greener is to tackle the biggest environmental and conservation problem areas first.

For instance, for retailers in colder areas that have high heating costs, one might consider installing the latest, most technologyadvanced heating systems available. Although such systems may be costly, they can have the biggest immediate green and sustainable impact; and pay the biggest dividends.

Retailers should always remember that “going green” – and especially becoming

more sustainable – invariably results in cost savings. Some of these savings are tangible, meaning there is an actual reduction in operating costs. Others are less tangible, including such things as r e d u c e d s t a f f a b s e n te e i s m a n d t h e marketing potential of customers who appreciate having a environmentally sound shopping option.

Other suggestions to make your store more environmentally responsible include: • Transferring to green cleaning chemicals and products, such as HEPA-filtered vacuum cleaners and low-moisture floor machines and carpet extractors. Unlike the new self-adjusting HVAC systems

mentioned previously, which can be quite c o s t l y, s e l e c t i n g e n v i r o n m e n t a l l y preferable cleaning products is essentially cost neutral.

• Eliminating toxic or environmentally harmful chemicals. Switching to green cleaning chemicals might be a no-brainer, but there are other chemicals used in stores that can be detrimental to health and the environment.

For instance, some adhesives are high in volatile organic compounds (VOCs), which can cause respiratory problems and harm indoor air quality.

• S i g n i n g u p w i t h a w e b - b a s e d sustainability “dashboard” system. This new technology can help stores monitor

Colombian Leather House Introducing

Santafe Collection

100% GENUINE LEATHER

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e ee Cover Story their consumption of energy, water, fuel, consumables, waste, etc. They also provide a benchmark so that retailers c a n m e a s u r e t h e e f fe c t i v e n e s s o f sustainable initiatives once they are implemented.

• Cut ting back on energy and water consumption. Sather's hardware store, discussed earlier, installed a computerized system to monitor energy consumption.

However, there are less-sophisticated yet still effective steps that can be taken to reduce resource usage. For instance, installing simple energy-efficient lighting systems and water aerators can reduce electricity and water consumption.

• Holding green events. Many high-end retailers hold charitable events, not only to do something to help those in need, but also to get potential customers into their stores. Why not hold an event for a green charity or cause? Many customers, both new and old, flock to such events, esp eciall y if they include acti v ities focused on children. Don’t forget to mention the green and sustainable initiatives your store has incorporated!

• B e g i n n i n g a n e x t e n s i v e r e c y c l i n g program. Deliveries are made to retailers every day, and these usually come in boxes wrapped in plastic or containing packaging materials that are all-toooften discarded in dumpsters. Create specific recycling containers in back areas for paper, cardboard, bottles,

Toll free: 1-877-583-1950

plastic, etc., and don’t be shy about placing recycling containers in customer areas as well.

• E n c o u r a g i n g s u p p l i e r s t o m a k e environmentally friendly changes. For instance, mega-retailer Wal-Mart is now demanding that their suppliers meet specific criteria indicating that they are taking steps to be greener and more sustainable. One reason they are doing this is because they know it can help reduce costs. While you may not be as big of a player as Wal-Mart, you can still develop a purchasing program that gives p refe re n c e to th o s e su p p li e r s th at incorporate green operating initiatives.

Lastly, selling green is one of the biggest ways you can go green and convey that move to your customers. Green retailers must “walk the talk” by stocking more products, fashions, and accessories that are made from recycled materials and more sustainable resources. After all, if celebrities can wear it at the Oscars, you can sell it in your store. e Nancy Geisler is the Executive Director, B u s i n e s s D eve l o p m e n t a n d D i r e c to r, Stakeholder Relations at Sustainabilit y Dashboard Tools LLC and also Sustainable Atlanta, which serves as a catalyst and facilitator for sustainable progress in Atlanta.

www.fultonumbrellas.com

LLHA Show Booth #321

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1203

Canada’s national industry show

We’re expanding the “A” in LLHA...

In 2012, the LLHA Show is excited to grow beyond its traditional categories, to feature a great new range of products including apparel, footwear, jewellery and fashion accessories.

ApriL 22-24, 2012

Toronto Congress Centre, North Hall I-J

Luggage, Leathergoods, handbags and accessories association of canada 1-866-872-2420 | info@llha.ca | www.llha.ca

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www.LLHAshow.com

TGFA

Canada’s Voice for the Luggage, Leathergoods, Handabags and Accessories Industry

Travel Goods, Fashion & Accessories Magazine

12-04-13 1:37 PM 12-04-13 11:50 AM

e ee LLHA News

President’s Message What a difference one year makes! In my message from a year ago, I was lamenting the steady stream of storms and cold, snowy weather. This year, however, it is like we have jumped right into summer with a March break in Ontario that rivalled Florida weather! Hopefully we don’t receive a nasty surprise from mother nature...

With the springtime comes our annual national industry show, and this one is looking to be a great one. At press time, we had added 23 new exhibitors to the show. In response to a growing number of accessory retailers attending the big event, we have also expanded our assortment of accessory products to include casual and fashion footwear, apparel and outerwear, jewellery, and more. If you are a retailer and have not attended the show in the past couple of years, this is the year to come.

Another great plus for this show is the return of Randy Harris from Trendex/Ipsos Reid with his presentation on industry trends. Be sure to get there early on Monday morning to get a good seat.

A big thank you goes out to the Show Committee consisting of Nancy Dhillon, Ania Chomicz, Catherine Genge, and headed up by Gail Grant. Also thanks to Richard Swayze and the team at MediaEdge for all their hard work in preparing this years’ edition of the show.

I look forward to seeing you at the LLHA Welcome Reception and AGM on Saturday April 21 at 4pm in the Toronto Congress Centre; and again at the President’s Reception on Sunday April 22 starting at 6:30pm in the Grand Ballroom of the Toronto Airport Marriott Hotel.

Be safe, and I will see you all at the show!

Paul Hanley, LLHA President Luggage, Leathergoods, Handbags and Accessories Association of Canada (866) 872-2420 Fax: (519) 624-6408 info@llha.ca • www.llha.ca

LLHA WELCOMES 23 NEW MEMBERS We are proud to welcome the following new members to the LLHA Association. See them at the 2012 LLHA Show: Baba Imports Inc., BritKin Designs, Crowncap, Esca Trading, Fashion Sense, Freedman & Associates Inc., Guess Canada, J.J. Blossom Enterprises, Joli Industries Inc., Leisure Merchandising Corp., Level 33, Modrec International NA Ltd., North Ridge Marketing, Ooh! International Inc., Outpac Designs Ltd., Palpo Trade Company, Pixie Mood Inc., RB Enterprise Holdings Corp., Rina's Boutique Ltd., Roviky Shoes Ltd., Screenplay Designs Ltd., Shine Mark Accessories, Venduto.

Don't miss our industry's Event of the Year. Join us for dinner and celebrate this year's LLHA Industry Award winners! For further information, please contact Catherine@llha.ca or the LLHA at 1-866-872-2420.

LLHA ALSO WELCOMES BACK 8 PAST MEMBERS The LLHA is excited to welcome back the following past members who will be exhibiting once again at the 2012 LLHA Show: Alta Luggages (Canada) Inc., Champs Canada Inc., Echo Design Group Canada Inc., Jasper International Ltd./ Canadian Jasper Trading Co. Ltd., Rapz Swimwear Accessories, Stein Novelty Importing Co., Trend Marketing, Veena’s.

LLHA EXHIBITORS: WIRELESS INTERNET now MORE AFFORDABLE Now enjoy lower rates when ordering wireless internet online through AVW-TELAV at the Toronto Congress Centre: $11.30 for 1 hour, $45.20 for 5 hours or $84.75 for a full day. Visit the Show Office for more information.

LLHA ATTENDEES: CONCIERGE SERVICES AVAILABLE Looking for information on local hotels or restaurants? Need to ship something? Need to call a taxi? The Toronto Congress Centre can help with their in-house concierge services. Visit the Show Office for more information.

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LLHA News e ee

2012 LLHA SHOW UPDATE

We’re expanding the “A” in LLHA...

In response to the growing number of accessory retailers visiting the show, and their requests for a greater range of products, the LLHA Show is excited to expand beyond its traditional categories for the first time to now include: casual and fashion footwear, apparel and outerwear, jewellery and more! Enjoy your opportunity to preview our great new range of products for 2012!

ATTENTION BUYERS: DAILY “SHOW BUCKS” PRIZE DRAWS Two draws each day will determine the lucky Retailers to win $500 in Show Bucks to spend at any booth during the show! Drop off your business card at the LLHA Association Booth each day for your chance to win. Then listen carefully to all P.A. Announcements… your name might be next!

WANT A CHANCE TO WIN MORE SHOW BUCKS? Before you enter the show, just stop by the Show Registration counter in the lobby to drop off your business card and update your contact details with us. We want to ensure that we’re up to date so that we can continue to provide you with all the latest LLHA Show news in the year ahead, to pre-plan your buying trip for 2013. As a thank you for your time, we’ll enter you in an additional draw for the chance to win $500 in Show Bucks!

KEYNOTE SEMINAR: Randy Harris Of Trendex / Ipsos Reid Monday April 23, 8:00 am-9:00 am Continental Breakfast from 7:30am He's back! After a two-year absence, Randy Harris, President of Trendex North America, will provide his ninth annual overview of the Canadian retail luggage and handbag markets.

Ipsos Reid Canada has collaborated with Randy Harris on new syndicated industry studies of the Canadian consumer marketplace such as the recently launched “Accessories Monitor”, which tracks Canadian consumer purchases of purses/handbags & wallets, luggage & backpacks, fine & fashion jewelry, watches, sunglasses and umbrellas. For this presentation, using data from 2011 provided by Ipsos Reid Canada, Randy will detail market size and growth rates, along with channel shares and individual retailers separately for luggage and handbags. In addition, he will provide his unique insights into the effect that Target's 2012 entry will have on Canadian consumers' buying behaviour.

This is one seminar you don't want to miss! Admittance is FREE but seating is limited. Register at the LLHA Association booth.

Show Attendees: The Show floor plan and exhibitor listings start on the next page!

NOT AN LLHA MEMBER YET? Visit www.llha.ca and click on the Membership link to complete the online LLHA Membership Application.

Becoming a member is easy and the best way for your business to grow! Check out what membership in the LLHA has to offer: The LLHA Show…the largest Luggage, Leathergoods, Handbags and Accessories Show held in Canada. The market place for buyers and sellers to focus on the most influential and inspired brands. The place to be if you are looking to be part of today’s retail culture! April 22-24, 2012 at the Toronto Congress Centre.

ADDITIONAL FULL MEMBERSHIP BENEFITS INCLUDE:

• Industry Statistics Reports • Copy of LLHA Show Attendance List • Annual President’s Reception • Free listing of your Company and Brands and more on our LLHA website • Annual AGM Meeting (Your opportunity to be heard!)

• CPSA Membership at 50% discount • Guest Speakers and Seminars • Free Subscription to TGF&A Travel Goods, Fashion & Accessories Magazine • And much more….

JOIN US AND BE A PART OF IT ALL! Spring 2012 21

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Canada’s National Industry Show

Show Guide

Show Hours Sunday April 22............................9:00am – 6:00pm* Monday April 23...........................9:00am**– 6:00pm Tuesday April 24...........................9:00am – 3:00pm

We’re expanding the “A” in LLHA...

* President’s Reception starts at 7:00pm, cocktails from 6:30pm. ** Keynote Seminar by Randy Harris: 8:00am-9:00am

Shuttle Bus Service Enjoy complimentary return shuttle service from the Toronto Airport Marriot to the Toronto Congress Centre on the following schedule: Sunday 7:00 am – 1:00 pm 2:00 pm – 11:00 pm

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Monday 7:00 am – 1:00 pm 2:00 pm – 6:30 pm

Tuesday 7:00 am – 12:00 pm 1:00 pm – 2:00 pm

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Exhibitor Listings New LLHA Members & Returning Past Members 1 + 1 LTD.................................................... 530-532 62 Lena Drive Richmond Hill, ON L4S 2V1 Phone: 905-237-0388 Fax: 905-237-0388 Email: info@oneplusonebusiness.com Web: www.oneplusonebusiness.com Products: A wholesaler, trader and freight agent with over 200 different styles in our showroom: wallets, gloves, belts, hats, socks, ties, jewellery, computer bags, evening purses, side bags and handbags. Our biggest strength is that we design, produce and purchase handbags to meet our customers’ budgets and requirements, and we ship them here from China.

Brands: Vivianna Modern ACI BRANDS INC.................................. 1033-1037 2616 Sheridan Garden Drive Oakville, ON L6J 7Z2 Phone: 905-829-1566 Fax: 905-829-1766 Email: info@acibrands.com Web: www.acibrands.com Products: ACI Brands Inc. is Canada’s leading “onestop” vendor for all your accessories. Our categories include travel accessories, novelty gifts, personal fitness accessories, wallets, handbags, cold weather accessories, messenger bags, belts, men’s and ladies’ headwear, umbrellas, cosmetic bags and more! We offer national brands and complete private brand services.

Brands: American Tourister, Andrew Marc, Anne Klein, Bally, Barbie, Beauty & Balance, Calvin Klein, Disney, Elie Tahari, Ellen Tracy, Esprit, Everlast, Excalibur, Fisher Price, Guess, Hampton, Hot Wheels, Jessica Simpson, Jones New York, Kenneth Cole Reaction, M&M’s, Maple Leaf, Marc New York, Mattel, Men’s & Women’s Health, Nike Golf, Nine West, Northern Traveller, Oh, Baby, Perfect Solutions, PGA Tour, Reebok, Runner’s World, Sharper Image, Smart Bags, Sportline, Tiger Woods, Tommy Hilfiger, Valeo, Vince Camuto, Warner Bros. ... 620-622 ALTA LUGGAGES (CANADA) INC. 31 Railside Road, Unit 3 Toronto, ON M3A 1B2 Phone: 647-349-8288 Fax: 647-349-8388 Email: altacanadainc@yahoo.com Web: www.altaluggage.ca Products: Established in 1998, ALTA is a luggage and bags wholesale company operating throughout the USA and Canada. Developed over many years, the products we supply have a proven track record of success and a loyal client base.

Brands: Alta, Bellini, Primo, World Express.

ANUSCHKA HANDBAGS (THE BASU GROUP, INC.)........................ 211-213 2227 U.S. Highway One # 162 North Brunswick, NJ, USA 08902 Phone: 905-266-0625 Fax: 908-325-0436 Email: cs@anuschkaleather.com Web: www.anuschkaleather.com Products: Anuschka - It’s art for your shoulders!

The premier, original hand painted brand available at select boutiques and shoe stores in over 20 countries. Each Anuschka is individually painted, not by professional artists but by young men and women trained by us, who enjoy the benefits of our fair trade policies.

Brands: Anna Handbags, Anuschka Handbags.

ART 93 / RINA’S BOUTIQUE LTD. . ...........541 248 Steeles Ave. West, Unit 2 & 3 Thornhill, ON L4J 1A1 Phone: 905-882-6324 Toll Free: 866-540-7462 Fax: 905-882-6422 Email: rinashoes@rogers.com Web: www.art93.com/index_en.php Products: High quality Bulgarian leather accessories, hand luggage and more.

Brands: Art 93 (Bulgaria) AUSLINI INC............................................... 413-415 6665 Pacific Circle Mississauga, ON L5T 1V6 Phone: 905-670-8858 Fax: 905-670-2068 Email: sales@auslini.com Web: www.auslini.com Products: Auslini commands presence, representing the niche market in pursuit of well designed, luxury leather handbags and clutches. We are excited to unveil our newest leather collection: Pink Legend leather handbags - opening price starting at $15!

Brands: Auslini BABA IMPORTS INC. ........................ 208-210 111 Tycos Drive, Suite 102-A Toronto, ON M6B 1W3 Phone: 647-389-4503 Fax: 905-494-6064 Email: info@babaimports.com Web: www.babaimports.com Products: Women’s apparel, accessories and handbags. Please visit us for quality, fashion forward items at reasonable prices. Private label welcome.

Brands: Lasaige BENCHMADE LEATHERWORKS INC...................... 344-346, 443 75 Konrad Crescent, Unit B Markham, ON L3R 8T8 Phone: 905-305-1113 Fax: 905-305-1150 Email: benchmade@benchmadeleatherworks.com Web: www.benchmadeleatherworks.com Products: Importer of ladies handbags, leather and faux leather, also evening bags in fabric and leather.

A large assortment of wallets and small leather goods. New product: Celeste Stein socks, tights and leggings.

Brands: Celeste Stein, Dissona, Santi.

BIAGGI – LUGGAGE THAT FOLDS / LANDAU SACAMOTO INC........................ 422-426 400 Rue Stinson St. Laurent, QC H4N 2E9 Phone: 514-745-7287 Toll Free: 800-295-7287 Fax: 514-331-1753 Email: info@landausacamoto.com Web: www.biaggi.com www.landausacamoto.ca Products: With design offices in Montreal, Landau Sacamoto is strategically placed to offer the most up to date fashion in handbags, wallets and luggage.

Landau focuses on quality, value and current styling sourced from our world travels.

Brands: Contempo, Moda, Tecno, Volo.

BRIGGS & RILEY TRAVELWARE.............................602-604, 701-703 400 Wireless Boulevard Hauppauge, NY, USA 11788 Phone: 888-HMB-BAGS (888-462-2247) Fax: 631-434-7326 Email: mstern@briggs-riley.com Web: www.briggs-riley.com Products: Briggs & Riley offers luggage and business case collections aimed at specific user lifestyles and backed by the industry-leading “Simple as that®” lifetime performance guarantee.

Brands: @work®, Baseline®, Baseline®CX, BRX™, Transcend®, Verb™.

BRITKIN DESIGNS . ........................... 605-606 133 Weber St. N., Suite #3-311 Waterloo, ON N2J 3G9 Phone: 519-590-7170 Email: sales@britkindesigns.com Web: www.britkindesigns.com Products: BritKin Designs is a collection of 925 sterling jewellery and eye dropping costume jewellery.

Brands: BritKin Designs.

CABRELLI INC........................................... 343-347 9200 Meilleur Street, Suite 300 Montreal, QC H2N 2A9 Phone: 514-384-4750 Fax: 514-382-9551 Email: info@cabrelli.net Web: www.cabrelli.ca Products: Cabrelli Inc. continues to create a lot of buzz for Fall 2012. Come see their newest fashion roller-briefs, handbags, wallets, executive bags and travel accessories!

Brands: Cabrelli & Co., Chocolate New York, JoAnn Marie Designs, Koltov, Olivia & Joy, Scarves & Allied Arts, Urbin, Zipit.

CALEGO INTERNATIONAL INC............... 318-322 5900 Kieran Street St. Laurent, QC H4S 2B5 Phone: 514-334-2117 Fax: 514-334-1964 Email: calego@calego.com Web: www.calego.com Products: Canadian leader in Licensed and Branded Consumer Products featuring Backpacks, Lunch Kits, Kids & Adult Luggage, Bags, Umbrellas, Rainwear, Blanket Buddies, Water Bottles, and more.

Brands: Angry Birds, Barbie, Batman Movie, Coors Light, Cut the Rope, Dickies, Dora, Elvis Presley, Hello Kitty, Hot Wheels, Hummer, iFly, Moshi Monsters, My Little Pony, NBA, Paul Frank, Pokeman, Power Rangers, Spiderman 4 (Movie 2012), Strawberry Shortcake, Superman (Movie 2013), Swiss Athletics, Teenage Mutant Ninja Turtles, The Avengers (Movie 2012), The Beatles, Thomas & Friends, Transformers 3, Winx Club, WWE. CARLTON LUGGAGE

BY RO-EL............. 704-706, 1231-1239, 1331-1337 8965 Boul. Saint Laurent Montreal, QC H2N 1M5 Phone: 514-382-4261 Toll Free: 800-266-ROEL(7635) Fax: 514-382-9213 Email: retail@ro-el.com Web: www.ro-el.com Products: Functional, stylish and innovative. For over 30 years Carlton has set new benchmarks in luggage design. Travel is not just about getting there, it’s about getting there looking your best.

Brands: Carlton

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CBM INC. / MEADE RAY INT’L............. 1101-1107 8370 Labarre Street Montreal, QC H4P 2E7 Phone: 514-738-5858 Fax: 514-731-7052 Email: jennifer@cbmcorp.com Web: www.cbmcorp.com Products: Manufacturer of small leather goods for almost 55 years. Products include men’s & ladies wallets, clutches, POS’s, keycases, and business & travel accessories. Most popular and recognized brands of quality, workmanship and elegance: ROOTS & ROCHELIER. Brands: Club Rochelier, Nicci, Rochelier, Roots.

COLOMBIAN LEATHER HOUSE .............312–316 1080 Tristar Drive, Unit 8 Mississauga, ON L5T 1P1 Phone: 905-670-0745 Fax: 905-670-3809 Email: queros@colombianleatherhouse.com Web: www.colombianleatherhouse.com Products: Colombian Leather House provides fine leather goods to the Canadian market. Our Queros brand represents great quality and value. We are very excited to distribute LAND goods in Canada – experience the quality, beauty and elegance of a premier line of leather goods.

Brands: Land, Queros.

.................... 305-307 CHAMPS CANADA INC. 2276 Chemin St. Francois Dorval, QC H9P 1K2 Phone: 514-685-6288 Toll Free: 888-930-2222 Fax: 514-685-5262 Email: arjun@champscanada.com shiv@champscanada.com champscanada@champscanada.com Web: www.champscanada.com Brands: Canadian-Express, Challenger-Plus, Champs, Fulvia, Global-Express, Mt-Royal, Palestra, Total-Express, World-Challenger-Plus.

COMPASS PARTNERS INTERNATIONAL LLC............... 623-625, 633-635 320 Fifth Ave, Suite 501 New York, NY USA 10001 Phone: 212-695-3110 Fax: 866-364-8382 Email: laasya@c-p-intl.com Web: www.knomobags.com www.lipault-us.com Products: Knomo: Bags that really work for today’s lifestyle. Knomo is passionate about design, durability and protection for your iPad or computer. Lipault: An innovative luggage collection that combines modern design and functionality with brightly colored ultra-light trolleys and wheeled duffles.

Brands: Knomo, Lipault.

CHENSON INC........................................... 310-407 501 Alden Rd, Unit 1 Markham, ON L3R 3L4 Phone: 905-475-3805 Fax: 905-475-3823 Email: chensonhandbags@gmail.com Web: www.chenson.ca Products: Fashion Handbags, Mamma Bags, Evening Purses, Wallets, Small Leather Goods and more.

CHRISTOPHER KON................................. 425-429 400 Stinson Ville St-Laurent, QC H4N 2E9 Phone: 514-738-8330 Fax: 514-342-8025 Email: info@christopherkon.com Web: www.christopherkon.com Products: Christopher kon has launched his fall leather collection as well as his co-lab non-leather collection. Great colours, exciting shapes and beautiful detail.

Brands: Christopher kon, Co-lab CLEAR IMAGE MARKETING AND PROMOTIONS INC....................... 1021-1023 19 Innovation Drive Dundas, ON L9H 7L8 Phone: 905-689-3123 Fax: 905-689-1214 Email: joe@clearimagemarketing.ca Web: www.clearimagemarketing.ca Products: Travel Accessories, Luggage.

Brands: Air Canada, Coverlugg, Go Travel Products, My Bag Tag, SPIbelt.

CM GROUP................. 644-744, 650-652, 748-750 51 Wingold Avenue Toronto, ON M6B 1P8 Phone: 877-398-8883 Fax: 416-398-4006 Email: inquiries@cmgtrade.com Web: www.cmgtrade.com Products: Couture Wear, Prom Dresses, Bridal Wear, Wedding Accessories, OGB Re-Usable Packaging Products. Re-Usable Shopping Bags. Graphic and Logo Design. Custom Packaging Design. Production as fast as a 3 day turnaround.

Brands: Blush Prom, CM Couture, OGB Packaging, Pearl Bridal, Richard Designs.

COUNTRY LEATHER INC......................... 419-421 760 Gana Court Mississauga, ON L5S 1P1 Phone: 905-670-4498 Fax: 905-670-3035 Email: countryleather@aol.com Products: North America’s largest selection of belts and buckles with over 1500 styles of belts and 2000 styles of buckles. For your repeat sales, we offer better quality and service. Make more profit with Country Leather products.

CRIALE LEATHER GOODS....................... 637-641 10269 Marcel Raymond Montreal, QC H1C 2B3 Phone: 514-893-3317 Fax: 514-494-8283 Email: criale50@gmail.com Products: Distributor of the finest quality leather handbags and small leathergoods. If you are looking for 100% quality leather products, come visit our booth and see our new collections.

Brands: Criale, Criale Innovation.

CROWNCAP ...............................................518 1130 Wall St. Winnipeg, MN R3E 2R9 Phone: 204-775-7740 Fax: 204-786-2526 Email: customerservice@crowncap.com sales@ crowncap.com Web: www.Crowncap.com http://www.facebook. com/CROWNCAP#!/CROWNCAP Products: Nathaniel Cole by CROWNCAP®, best known for its trend setting headwear, now presents its new assortment of bags and small leather goods Leather messengers, waxed cotton totes, canvas carriers and more.

Brands: Dry Ice by CROWNCAP, Nathaniel Cole by CROWNCAP, Paul Leinburd by CROWNCAP.

CRYSTALE JEWELLERY INC................... 529-531 920 Denison St, Unit #6 Markham, ON L3R 3K5 Phone: 905-480-9732 Fax: 905-513-0338 Email: crystal_jewelery@yahoo.com Web: www.crystalejewellery.com Products: Handbags, Evening Purses, Jewellery, Caps, Accessories.

Brands: Epol Bag, Crystale Bag, Gussaci Bag. D&G TRADING INC................................... 636-640 155 West Beaver Creek Rd., Unit 8 Richmond Hill, ON L4B 1E1 Phone: 905-764-1827 Fax: 905-764-6549 Email: graceacc@yahoo.co.kr Web: www.grace-biz.com Products: Handbags, Scarves, Clothing, Hats (Fedoras, Floppies, Buckets), Jewelry.

DELIGHT MARKETING INC..............................411 100 Bass Pro Mills Drive, Unit 48 Vaughan, ON L4K 5X1 Phone: 905-761-8833 Email: delightmaketing@rogers.com Web: www.delightmarketing.com Products: Fashion Footwear.

Brands: Anne Michelle, Bamboo, Blossom, Delight.

DELSEY LUGGAGE / SAMBORO LUGGAGE (CANADA) CORP. ........................ 1315-1319 341 Steelcase Road West Markham, ON L3R 3W1 Phone: 905-305-1888 Fax: 905-305-0128 Email: info@samboro.ca Web: www.samboro.ca Products: Luggage, Backpacks, Business Cases, Sport Bags, Portfolios, Pet Bags.

Brand: Delsey

DEREK ALEXANDER GROUP......406-412, 509-511 210 - 60th Ave SW Calgary, Alberta T2H 0A9 Phone: 888-252-0006 Fax: 403-253-0006 Email: dalcanada@telusplanet.net Web: www.derekalexanderleather.ca Products: All Derek Alexander leather products are made using only full top grain cowhide. Split, bonded or manmade leather substitutes are not found anywhere in the product line. Despite the current industry trend to use combinations to save on manufacturing costs, Derek Alexander feels strongly that reducing quality does not represent true savings.

Brands: Derek Alexander Casuals, Derek Alexander Leather.

ECHO DESIGN GROUP CANADA INC. ...................... 522-524 111 Peter Street, Suite 121 Toronto, ON M5V 2H1 Phone: 416-599-4041 Fax: 416-599-4322 Email: mrankin@echodesign.com Web: www.echodesign.com/canada Products: Print, Pattern Colour and Style. Echo Design includes product offerings of Scarves, Mufflers, Gloves, Outerwear, Handbags, Men’s and Kids Cold Weather.

Brands: echo

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Exhibitor Listings ................................. 514-516 ESCA TRADING 155 Drumlin Circle, Unit 3 Vaughan, ON L4K 3E7 Phone: 905-418-0284 Fax: 905-418-0283 Email: mike@escatrading.com Web: www.escatrading.com Brands: Vecchio EYE SPY ACCESSORIES INC.............. 1013-1015 30 Macintosh Blvd., Unit 3 Concord, ON L4K 4P1 Phone: 905-738-6850 Toll Free: 866-593-2919 Fax: 905-738-9034 Email: info@eyespy-acc.com Web: www.eyespy-acc.com Products: Eye Spy Accessories Inc. carries the McBrine brand of luggage and business cases. We have an extensive program of Pink Ribbon products where a contribution is made to the CBCF. Brands: Canadian Breast Cancer Foundation Pink Ribbon, Eye Spy, Eye Spy Accessories, Griffin, McBRINE, Ora Originals, Penguin.

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FULTON LOGO - BLACK AND WHITE

FASHION IMPORT LTD......................... 1301-1311 685 Montée de Liesse, Ville St-Laurent, QC H4T 1P5 Phone: 514-270-6540 Fax: 514-278-2947 Email: sandra@fashion-import.com Web: www.fashion-import.com Products: Fashion Import distributes, develops and sells handbags, luggage, backpacks, briefcases and travel accessories under several brands. Their existing customer base includes luggage outlets, department stores, handbags and shoe stores, gift accounts, leather specialty stores and duty free shops. Head office is located in Montreal, with more showrooms in Toronto and Vancouver.

Brands: Airbac, Ameribag, Antler, Back 2 You, Baggallini, Balanzza, Benetton, Cabeau, Calvin Klein, LeSportsac, Lewis N’Clark, ÖKO, Pacific, San Babila, Sisley, Sondra Roberts, Spare Soles, Tokidoki, Tommy Hilfiger, United Colors of Benetton, Yakpak.

FASHION SENSE ............................... 259-349 151 Calderstone Road Brampton, ON L6P 2M7 Phone: 647-202-2002 Fax: 905-915-4026 Email: fashionsense98@gmail.com Products: Affordable Luggage starting at $50 ( 3pc set), highly stylish, functional and quality Handbags, Messenger Bags, Laptop Cases, Backpacks, Clutches, Evening Purses and more..

Brands: Hillview, Koel.

FULTON UMBRELLAS (CANADA) LTD...321 40 Magnetic Dr., Unit 60-11 Toronto, ON M3J 2C4 Phone: 416-661-3493 Toll-Free: 877-583-1950 Fax: 416-661-8443 Email: info@fultonumbrellas.ca Web: www.fultonumbrellas.ca Products: Largest Umbrella Company in the UK and one of the world’s premier umbrella brands.

See our compact and lightweight umbrellas: Tiny, Superslim and Automatic Open & Close. We offer innovation, fashion and unequalled quality.

Ladies/Mens/Golf/Childrens/Rain Boots.

Brand: Fulton Umbrellas

GUESS CANADA . .............................. 740-742 8275 19th Avenue Montreal, QC H1Z 4K2 Phone: 514-593-3400 or 416-703-4837 Fax: 514-278-3096 or 416-703-9024 Email: nfattal@guess.com emilne@guess.com Web: www.guess.ca Products: Luggages.

Brands: Guess

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H & V LEATHERGOODS............................ 251-253 9600 Boul. St-Laurent, Suite 110 Montreal, QC H2N 1R2 Phone: 514-382-3630 Toll-Free:877-382-9889 Fax: 514-382-5381 Toll-Free:866-582-5381 Email: info@missmakdesigns.com hvhandbag@bellnet.ca Web: www.missmakdesigns.com www.duefratelli.com Products: H&V Leathergoods is a manufacturer and distributor of high quality Handbags and Leathergoods including belts, wallets, jackets, ties and more. Our company strives to provide fashionably functional products, made to never go out of style!

Brands: Due Fratelli, Miss MAK DESIGNS.

HEYS INTERNATIONAL LTD..............227-241, ............................................................... 325-339 333 Foster Crescent, Suite 1 Mississauga, ON L5R 4E5 Phone: 905-361-4000 Fax: 905-361-4300 Email: info@heys.ca Web: www.heys.ca Products: Our colourful and stylish luggage has made HEYS a fashion leader in the luggage industry today. Come visit us and see our complete line of luggage and bags.

Brands: Airflex, Airlite, Ballistica-Lite 2, Camoflage, Croco Print, Cruzer 2, Epac, Expedition, EZ4 Wheeler, Fly Lite Hybrid, Heys 4WD, Revolution, Snakeskin, Travelmate, Xcase, Xcase-XL.

HI JEAN LTD............................................... 538-542 230 Hood Road Markham, ON L3R 3K8 Phone: 905-415-9825 Fax: 905-415-9602 Email: sales@hijean.ca Web: www.hijean.ca Products: A Supplier of Handbags, Evening Bags, Wallets and Small Leather Goods since 1988.

Brands: Hi Jean.

HOLIDAY GROUP INC. / BERTINI CREATIONS.................446-450, 545-549 4875 Boul. Des Grandes Prairies Montréal, QC H1R 1X4 Phone: 514-325-0660 Fax: 514-325-4259 Email: holiday@holiday.ca Web: www.holiday.ca Products: Bertini Creations, a division of Holiday Group Inc., offers a wide selection of trendy and fashionable handbags, totes, duffles, duffles on wheels, computers on wheels, lunch bags, weekenders and kids backpacks/lunch bags/ pencil cases.

Brands: Ciao, David Jones, Foxy Jeans, Jimeale, Nygard, Room it up, Roots.

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INDUS LEATHER INDUSTRIES LTD. . ..... 508-607 179 Bartley Drive Toronto, ON M4A 1E6 Phone: 416-754-9311 Toll Free: 877-754-9311 Fax: 416-754-9354 Email: tenzin@ggsltd.com Products: Wholesaler of quality Ladies Handbags, Briefcases, Men’s and Ladies Wallets, Pouches and Small Accessories.

Brands: I.L.I.

ISA OF CANADA / RON STE MARIE............... 623-641, 626-632 6181 Tenth Line West Mississauga, ON L5N 5S9 Phone: 905-824-4473 Toll-Free: 877-299-7323 Fax: 905-824-2587 Email: stemarie@isaofcanada.com Web: www.isaofcanada.com Products: A well rounded mix of brands & price points, in: Duffels, Casual Luggage, Luggage, Briefcases, Writing Pads, Leather Accessories, Handbags, Carry Safe Anti-theft Bags, Convertibles, Travel Accessories, Wallets, Cross Body Bags.

Brands: Criale Leather Goods, Johnston & Murphy, Knomo Bags, Lipault Luggage, Osgoode Marley, Travelon Travel Accessories.

J & L IMPORTS (SOFARI COLLECTIONS LTD.) . .............. 533-539 7050-A Bramalea Rd, #7 Mississauga, ON L5S 1T1 Phone: 905-672-0504 Fax: 905-672-9419 Email: jlimports@hotmail.com Web: www.sofaricollections.com Products: Leather Fashion Jackets, Pants and Accessories, Motor Bike All Gears Jackets, Chaps, Tool Bags, Saddle Bags, Gloves and Complete Wear & Gear J.J. BLOSSOM ENTERPRISES .................616 6 - 2400 Dundas St. West, Suite 279 Mississauga, ON L5K 2R8 Phone: 905-499-4158 or 416-315-2063 Email: jjblossom@gmail.com Web: www.jjblossom.com Products: Since 2003, J.J. Blossom Enterprises has specialized in custom shopping bags for retail stores, supplying eco-friendly bags, garment bags and packaging materials. Since then, we expanded into accessories based on market demand. See our latest skull evening bags, scarves and crystal key chains at the show.

Brands: J.J. Blossom JACK GEORGES, INC............................... 255-257 823 Main Avenue Passaic, NJ, USA 07055 Phone: 973-777-6999 Fax: 973-777-6028 Email: jgi@jackgeorges.com Web: www.jackgeorges.com Products: Men’s & Women’s business cases, Men’s and Women’s small leather goods, Women’s handbags and totes, travel bags and luggage.

Brands: Jack Georges, Spikes & Sparrow By Jack Georges.

JAK’S.......................................................... 501-503 2680-D Boul. Wilfrid-Hamel Québec City, QC G1P 2J1 Phone: 418-527-4666 Fax: 418-527-4666 Email: kdionne@jak-s.com Web: www.jak-s.com Products: The JAK’S label from Québec City offers handbags and accessories which enhance every Woman’s wardrobe. JAK’S distinguishes itself by its original design in wonderful fabrics such as silk, cotton, wool and textured tweeds.

Brands: JAK’S JASPER INTERNATIONAL LTD. / CANADIAN JASPER TRADING CO. LTD. .1031 300 Steelcase Road West, Unit 30 Markham, ON L3R 2W2 Phone: 905-479-7667 or 905-479-7668 Fax: 905-479-7684 Email: jasperinc3@aol.com canadianjasper@gmail.com Web: www.jasperintl.com Products: Fashion Jewellery, Jewellery Boxes and Purse Holders.

Brands: Jasper.

JBG INTERNATIONAL............................... 245-249 14 - 5500 Tomken Road Mississauga, ON L4W 2Z4 Phone: 905-624-8585 Fax: 905-624-2048 Email: jbginternational@yahoo.com Web: www.jbgleather.com Products: Specialize in unisex organizer bags, crossover organizer bags, ladies and mens bags, wallets, key cases, travel organizers in top grain Valencia DDDM leather. Also carry a large selection of inexpensive wallets and bags in genuine leather.

Brands: Canadian Traveller, JBG, Rasleeni, Tomken Leather.

JINRY IMPORTS........................................ 304-405 950 Denison St, Unit 12 Markham, ON L3R 3K8 Phone: 905-307-1589 Fax: 905-307-8853 Email: jinryimports@gmail.com Web: www.jinryimports.com Products: Importer and wholesaler of handbags, evening purses, fashion watches, costume jewellery and more.

Brands: Jinry JOANEL INC.............................................. 306-308 2686 Chemin de la Petite Côte Laval, QC H7L 5Z7 Phone: 450-963-6069 Fax: 450-963-6038 Email: info@joanel.ca Web: www.joanelinc.ca Products: Creative Canadian designer, importer and distributor of quality handbags, business totes and accessories including a collection of quality sunglasses. NEW by JOANEL: the Smart Bag with integrated LED lights!

Brands: Edgar & Sooky, Joanel®, Mouflon, Ugo Santini.

JOHNSTON & MURPHY............................ 630-632 1415 Murfreesboro Road, Suite 462 Nashville, TN, USA 37217 Phone: 905-824-4473 Fax: 905-824-2587 Email: stemarie@isaofcanada.com Web: www.johnstonmurphy.com Products: Since 1850, Johnston & Murphy has been committed to craftsmanship, style and innovation.

Our collection of luggage and leather goods incorporates finely selected materials, stylish designs and superior functionality.

Brands: Johnston & Murphy

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Exhibitor Listings JONES YORK INC................................. 1121-1129 151 Nashdene Road, # 38 Toronto, ON M1V 4C4 Phone: 416-292-0002 Fax: 416-292-0082 Email: jonesyorkimporter@yahoo.ca Products: Evening Bags and Fashion Bags for customers of all ages.

Brands: De Sole, Gabliana Cole.

KOSCA INTERNATIONAL COMPANY LTD........................................... 735-739 7676 Woodbine Avenue, Unit 12 Markham, ON L3R 2N2 Phone: 905-480-9552 Fax: 905-480-0458 Email: info@kosca.ca Web: www.kosca.ca Products: Wholesaling and manufacturing of high quality fashion PVC purses, wallets, handbags, evening bags, luggage and carry-ons.

Brands: Metro LANDAU SACAMOTO INC. . .................... 332-340 .....................................................422-426, 431-439 400 Rue Stinson, St. Laurent, QC H4N 2E9 Phone: 514-745-7287 Toll Free: 800-295-7287 Fax: 514-331-1753 Email: info@landausacamoto.com Web: www.landausacamoto.ca www.kgbfashion.com Products: With design offices in Montreal, Landau Sacamoto is strategically placed to offer the most up to date fashion in handbags, wallets and luggage.

Landau focuses on quality, value and current styling sourced from our world travels.

Brands: Biaggi, California Pak, Hedgren, Hilary Radley, IT luggage (International Traveller), J World New York, KGB Studio, KGB Company, KGB Black Label, Nygard Collection, Ricardo Beverly Hills, Skyway, Via Rail Canada.

LEISURE ................ 402 -404 MERCHANDISING CORP. 105 Northfield Avenue Edison, NJ USA 08837 Phone: 908-875-9308 Fax: 908-875-0013 Email: scott@leisureluggage.com Products: Luggage manufacturer servicing major Canadian and US retailers for over 35 years.

Specializing in upright luggage, garment bags and duffles ranging from value priced sets to better quality branded collections.

Brands: Adolfo, Amelia Earhart, Leisure, Quest.

LEMON LEGWEAR / VIA SPIGA HOSIERY (FREEDMAN & ASSOCIATES INC.) .........417 121 Richmond Street West, Suite 605 Toronto ON M5H 2K1 Phone: 416-868-1500 Fax: 416-868-1502 Email: bhitzig@freedmanandassociates.com Products: Fashion Legwear, Tights & Slippers.

Brands: Lemon Legwear, Via Spiga Hosiery.

LEVEL 33 . ...................................................350 14 Wingold Avenue Toronto, ON M6B 1P5 Phone: 416-787-9500 Fax: 416787-9511 Email: jason@level33.ca Web: www.level33.ca Brands: Level 33.

LUGGAGE, LEATHERGOODS, HANDBAGS AND ACCESSORIES ASSOCIATION OF CANADA Show Entrance Postal Station A, P. O. Box 144 Toronto, ON M9C 4V2 Phone: 866-872-2420 Fax: 519-624-6408 Email: info@llha.ca Web: www.llha.ca Services: The LLHA Association of Canada was founded in 1982 to bring together the industry from across Canada. As a member-driven organization, the LLHA serves to connect and enrich business professionals with the skills, information, contacts and services needed to ensure continued success. Today the LLHA is the leading advocate in Canada for the industry, and continues to reach out through such successful promotional avenues as the annual LLHA Show, in which all exhibitors are approved members of the LLHA.

LONDON MIST

BY RO-EL............. 704-706, 1231-1239, 1331-1337 8965 Boul. Saint Laurent Montreal, QC H2N 1M5 Phone: 514-382-4261 Toll Free: 800-266-ROEL(7635) Fax: 514-382-9213 Email: retail@ro-el.com Web: www.ro-el.com Products: Umbrellas at their finest. With up-to-theminute styling and state-of-the-art technology, London Mist features a powerful lineup of compact, golf and specialty umbrellas.

Brands: Izod, Leighton, London Mist, Rainkist.

LUGANO IMPORTS INC.............414-416, 513-515 1155 Bergar Laval, QC H7L 4Z7 Phone: 450-668-2735 Fax: 450-668-0688 Email: lucy.lugano@bellnet.ca Products: Leather handbags and wallets for men and women, manufactured from the finest Italian leather. We are proud to have had “The Trend” as our brand and logo for the past 30 years.

Brands: THE TREND. MAC....................................................................613 250 Don Park Road, Unit 3A Markham, ON L3R 2V1 Phone: 905- 948-1999 Fax: 905-948-1998 Email: email@mactoronto.com Web: www.mactoronto.com Products: We carry a wide selection of ladies accessories such as handbags, jewellery, clothing and much, much more!

Brands: MAC

MANCINI LEATHER GOODS INC............. 309-319 3105 Boul. Jean-Baptiste-Deschamps Lachine, QC H8T 3E4 Phone: 800-276-8346 Fax: 800-473-5925 Email: sales@mancinileather.com Web: www.mancinileather.com Products: Premier quality leather laptop cases in luxurious Italian leather. Nylon laptop cases in Ballistic nylon. Luggage in the latest styling and lightness in 100% virgin PC material. Ladies, men’s finest wallets and accessories in leathers from around the world.

Brands: Mancini MAX MIRANI CANADA / ................. 1131-1135 JOLI INDUSTRIES INC. Head Office: 228 Park Avenue South, #47729 New York, NY, USA 10003 Canadian Office: 14 Osgoode Drive Brampton, ON L6P 2Z4 Phone: USA: 646-502-7498 Canada: 800-406-8090 Email: USA: max@maxmirani.com Canada: customercare@joliindustries.ca Web: www.maxmirani.com Products: Max Mirani started a revolution in travel goods with the introduction of SmartSpace, a sleek and innovative line of space-saving products that make traveling with luggage and storing it much easier.

Brands: Max Mirani CRUSH, Max Mirani MOVE. MCKLEIN COMPANY LLC................................215 4447 W. Cortland St. Chicago, IL, USA 60639 Phone: 773-235-0600 Fax: 773-235-0615 Email: sales@mckleinusa.com Web: www.mckleinusa.com www.siamod.com www.shopparinda.com www.mckleincompany.com Products: Leading Manufacturer of Wheeled Computer Cases, Leather and Nylon Business Cases and Computer Cases, Ladies Laptop Cases, Luggage and Handbags. Inventor of famous 2-in-1 Removable Wheel & Handle System.

Brands: McKleinUSA, Parinda Handbags, Siamod.

MEDIAEDGE COMMUNICATIONS INC..... Show Entrance 5255 Yonge Street, Suite 1000 Toronto, ON M2N 6P4 Phone: 416-512-8186 Toll-Free: 866-216-0860 Fax: 416-512-8344 Email: info@mediaedge.ca Web: www.mediaedge.ca Services: For over 20 years, our mission has been to launch, manage and produce market leading and superior quality print and digital publications, as well as conference, website and tradeshow brands, that provide distinctive and effective ways to deliver client information to key industry players.

We are proud to be the media partner for the LLHA Association of Canada, producing their official publication TGF&A Travel Goods Fashion & Accessories magazine, and managing their annual trade show, the LLHA Show.

TGFA

Canada’s Voice for the Luggage, Leathergoods, Handabags and Accessories Industry

Travel Goods, Fashion & Accessories Magazine

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MILANO SOFTWARE .......................................715 40 Vogell Road, Unit 9 Richmond Hill, ON L4B 3N6 Phone: 800-667-1596 Fax: 905-884-9505 Email: business@milanosoftware.com Web: www.milanosoftware.com Products: Milano Software provides business management software for clothing, footwear, luggage and beauty retailers. POS systems, CRM, e-marketing, inventory control, sales team compensation and numerous reports. Over 20 years in the retail business assisting owners and managers to be more productive and efficient. Also available: scanners, computers, receipt printers and cash drawers.

Brands: Milano Software retail software.

MODREC ................. 645-647 INTERNATIONAL NA LTD. 1155 North Service Road, Oakville, ON L6M 3E3 Phone: 877-432-2471 Fax: 905-842-8402 Email: info@modrec-na.com Web: www.modrec-na.com Products: One of Europe’s leading designers of business and luggage solutions, infusing innovation into the market with the Gino Ferrari Brand. Now available in Canada with full sales, logistics and customer support.

Brands: Gino Ferrari NEO PORT INC.......................................... 430-432 1175 Mill Montreal, QC H3K 2A9 Phone: 514-393-2888 Fax: 514-396-6668 Email: neoimportation@yahoo.com Web: www.neoimportation.com Products: Neo Port carries a wide selection of quality handbags, caps, socks, crystals, jewelry, rings, fashion accessories, scarves, toques, umbrellas, shoes, slippers and more.

Brands: Chateau Versailles NORTH RIDGE MARKETING ............ 719-721 108 Harder Street Maple Creek, SK S0N 1N0 Phone: 888-612-2277 Fax: 888-662-4203 Email: info@northridgemkgt.com Web: www.northridgemkgt.com Products: We are a Canadian distributor and agency company selling giftware and home décor for the past 13 years.

Brands: Coverlugg, Terra Mia Jewelry.

OOH! INTERNATIONAL INC. ....................621 33 Castleglen Blvd.

Markham, ON L6C 0A8 Phone: 416-616-8256 Fax: 905-534-4430 Email: ophelia@oohintl.com Web: www.oohintl.com Products: Costume jewelry and scarves in beautiful designs, with good quality and incredible prices. Must see!

Brands: Ooh! OSGOODE MARLEY.................................. 626-628 P.O. Box 658, 180 Lafayette Rd. North Hampton, NH, USA 03862 Phone: 603-964-7889 Toll Free: 800-393-1259 Fax: 603-964-5552 Email: info@osgoodemarley.com Web: www.osgoodemarley.com Products: Osgoode Marley offers a full line of better leather goods including men’s and women’s wallets, handbags, travel accessories and briefcases using our ultra soft cashmere cowhide.

Brands: Osgoode Marley

OUTPAC DESIGNS LTD. PO Box 311 Marysville, WA, USA 98270 Phone: 360-651-7999 Fax: 888-837-1243 Email: info@pacsafe.com Web: www.pacsafe.com Brands: Pacsafe.

.................... 205-207

PALPO TRADE COMPANY ................ 510-609 1904 – 980 Seymour St. Vancouver, BC V6B 1B5 Phone: 604-608-6606 Email: palpo@live.com Web: www.palpo.ca Products: Newly established Palpo Trade Company offers crafted Italian leather belts and bags.

Brands: Palpo PAPILLON INTERNATIONAL INC.................608-612, 707-711 5595 Papineau St. Montreal, QC H2H 1W3 Phone: 514-272-1919 Fax: 514-277-7197 Email: info@papillonintl.com Web: www.ladiva.com Products: La Diva represents an international collection of high quality leather shoes and handbags created by authentic Italian designers. This “haute couture” enterprise sets itself apart with its reduced unlabelled prices of prestige designer items of renowned quality.

Uniqueness and elegance…that’s La Diva.

Brands: Black Label by La Diva, La Diva, Tuscan’s.

PARIS GLOVE OF CANADA LTD.......................... 1323-1327 255 Montée de Liesse St. Laurent, QC H4T 1P5 Phone: 514-345-0135 Fax: 514-342-7263 Email: monkj@parisglove.com Web: www.parisglove.com Products: We are a Manufacturer and Distributor of Gloves, Mitts and Scarves.

Brands: Aquastop, Auclair, Cash Allure, Dritex, Dry-tech, Exersizer, Force 10, Hot Tips, Life/style, Mirafil, Monk’s Studio, Nahanni, Paris.

PEDANO BY RO-EL.................. 704-706, 1231-1239, 1331-1337 8965 Boul. Saint Laurent Montreal, QC H2N 1M5 Phone: 514-382-4261 Toll Free: 800-266-ROEL(7635) Fax: 514-382-9213 Email: retail@ro-el.com Web: www.ro-el.com Products: A full range of products for frequent travelers and business people on the go. The latest in modern design and construction technology. Yet conservative, classy and always timeless.

Brands: Pedano, Pedano by RO-EL, Pedano Crew, Pedano Metro.

. .....................................526 PIXIE MOOD INC. 223 Boake Trail Richmond Hill, ON L4B 3Z6 Phone: 647-869-7599 Fax: 647-361-6012 Email: info@pixiemood.com kelvin@pixiemood.com Web: www.pixiemood.com Products: Canadian Designed Vegan Fashion Accessories – wallets, passport holders, wristlets, coin pouches, handbags, clutches, jewelry and more.

Brands: Pixie Mood PLAYMARKET CANADA / DISTRIBUTION POLTI............................... 725-731 3755 Hickmore St. Laurent, QC H4T 1S5 Phone: 514-733-2906 Toll-Free: 888-697-6584 Fax: 514-685-6275 Email: info@playmarket.ca cruffolo@polti.ca Web: www.playmarket.ca Products: Shopping Trolley that folds very compact, featuring: Lateral Safety reflectors, Resistant highcapacity bag, Front Thermal bag, Height adjustable handle, Removable and Washable interior bag, Double Swivelling front wheels.

Brands: Playmarket Shopping Trolley – Shopping in Motion PRONTO INNOVATIONS........................... 546-548 601 Gordon Baker Road.

Toronto, ON M2H 3B8 Phone: 416-492-6893 Toll Free: 866-214-4360 Fax: 416-497-4943 Email: info@prnto.com Web: www.prontoinnovations.com Products: Pronto Innovations is a privately held Canadian-owned company specializing in importing and marketing unique gift items to the Canadian Marketplace. Our Travel Club brand is well known throughout North America.

Brands: Comfyzzz, Jos Von Arx, Prestige Collection, Pronto Selection, Travel Club.

RAMPION ENTERPRISES LTD. / OGIO GEAR BAGS................................ 1109-1113 6600 Fraserwood Place Richmond BC V6W 1J3 Phone: 604-304-7267 Fax: 604-304-1365 Email: cservice@rampionent.com Web: www.rampionent.com Products: OGIO Gear bags – High end sport luggage, business and school bags.

Brands: OGIO RAPZ, CABANA NATURALS, TOUJOURS ELEGANT ACCESSORIES .452-454, 551-553 110 Milner Ave., Unit 3 Toronto, ON M1S 3R2 Phone: 647-505-5660 Toll Free: 800-586-9124 Fax: 416-293-0277 Email: lisa_wamboldt@rogers.com Web: www.rapzwear.com Products: Exclusively manufactured in Canada, with an emphasis on high quality and styling at affordable price points; meeting all of your sunshine and holiday fashion needs for women of all ages and sizes.

Brands: Cabana Naturals, RAPZ Swimwear Accessories, Toujours Elegant Accessories

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Exhibitor Listings RB ENTERPRISE HOLDINGS CORP. . ............................ 521-523 4407 - 116th Ave SE, Unit 6 Calgary, AB T2Z 3Z4 Phone: 403-283-2413 Fax: 403-283-7818 Email: info@rbecorp.ca Web: www.rbecorp.ca Brands: Jasmine Collection

RIMOWA.............................................217-223 900 Maple Grove Road Cambridge, ON N3H 4R7 Phone: 1-888-RIMOWA-8 Fax: 519-653-4660 Email: info-na@rimowa.com Web: www.rimowa.com Products: Founded in Germany in 1898, RIMOWA is the world’s premier manufacturer of ultra-lightweight and durable luggage. Today, RIMOWA still produces the finest quality aluminum and polycarbonate suitcases in their own high-tech manufacturing facilities.

Brand: RIMOWA

RO-EL.................. 704-706, 1231-1239, 1331-1337 8965 Boul. Saint Laurent Montreal, QC H2N 1M5 Phone: 514-382-4261 Toll Free: 800-266-ROEL(7635) Fax: 514-382-9213 Email: retail@ro-el.com Web: www.ro-el.com Products: RO-EL is our premium brand sought after for its often imitated elegance. Our sixty-five years of history is clearly evident in every stitch. Your customers will appreciate the high level of craftsmanship worked into the finest leathers, hand picked from the world’s leading tanneries.

Brands: RO-EL ROVIKY SHOES LTD. .................................525 120 Finchdene Square, Unit 2 Toronto Ontario M1X 1A9 Phone: 647-382-6866 Fax: 905-883-1669 Email: rovikyshoes@gmail.com Web: www.rovikyshoes.com Brands: Roviky, RV.

SAMBORO LUGGAGE (CANADA) CORP.......................... 1315-1319 341 Steelcase Road West Markham, ON L3R 3W1 Phone: 905-305-1888 Fax: 905-305-0128 Email: info@samboro.ca Web: www.samboro.ca Products: Luggage, Backpacks, Business Cases, Sport Bags, Portfolios, Pet Bags.

Brands: Bon Voyage, Concord, Delsey, Excelsior, Northern Duck, Samboro, WestJet.

SAMSONITE CANADA INC...................... 201-203, 1001-1009 753 Ontario Street Stratford, ON N5A 6V1 Phone: 519-271-5040 Fax: 519-273-4650 Email: canada_cs@samsonite.com Web: www.samsonite.ca Products: Samsonite has been taking travel to new heights and proving itself to be the worldwide leader in innovative travel solutions since 1910. Today, the journey continues as Samsonite creates timeless collections infused with quality craftsmanship and great style.

Brands: American Tourister, Black Label, Sammies

by Samsonite, Samsonite.

SAYAN............................................ 352, 445-451 9600 Meilleur Street, #835 Montreal, QC H2N 2E3 Phone: 514-725-1118 Fax: 514-725-1113 Email: info@sayan.ca Web: www.sayan.ca Products: Focusing on fun designs and meticulous craftsmanship, SAYAN is quickly making a name among better retailers and fashion-forward consumers.

Brands: ISCOV, Miss Caprice, Simon Chang, Toscane.

SCREENPLAY DESIGNS LTD. . .....200-303 6155 Tomken Road, Unit 14 Mississauga, ON L5T 1X3 Phone: 905-696-9770 Fax: 905-696-9440 Email: screenplay@screenplaydesigns.com Web: www.screenplaydesigns.com Products: Designer Handbags, Messenger Bags and Accessories, Glamour Clips, Watches and Fashion Jewellery.

Brands: Amy Brown, Jasmine Beckett Griffith, Mago, Myka Jelina, Parmy, Sheila Wolk.

SHINE MARK ACCESSORIES .......... 534-536 55 West Beaver Creek Road, Unit 23 Richmond Hill, ON L4B 1K5 Phone: 647-726-5465 Fax: 905-597-8388 Email: sales@shinemarkonline.com Web: www.shinemarkonline.com Products: We supply all kinds of scarves. Come see us for our special discounts.

SISBRO CREATIONS............................615-617 2287 Erin Centre Blvd.

Mississauga, ON L5M 5C1 Phone: 905-819-1140 Fax: 905-812-9556 Email: info@sisbrocreations.com Web: www.sisbrocreations.com Products: Check out our new hand painted leather handbags, purses, wallets and accessories for 2012. We have exquisite styles and designs in top grain cowhide. Factory prices to you.

Brands: Biacci Leather, Sisbro Creations.

STANDARD APPAREL INC...................326-330 360 Dufferin Street, Suite 106 Toronto, ON M6K 1Z8 Phone: 416-537-6500 x229 Fax: 416-537-6501 Email: sartemiw@standardapparel.ca Web: www.filson.com Products: C.C. Filson, Since 1897. Manufacturers of the highest quality, rugged outdoor gear. Offering a complete selection of clothing, footwear, luggage and accessories.

Brands: C.C. Filson.

STEIN NOVELTY IMPORTING CO. ............ 502-504, 601-603 865 Rue DesLauriers St. Laurent, QC H4N 1X3 Phone: 514-334-3366 Fax: 514-334-4120 Email: stein@steinov.com Products: Luggage, Handbags, Backpacks, Sports Bags, Duffel Bags, Totes, Umbrellas.

Brands: Alta Moda, Club Mode, Tech Sport.

TIFFANY HANDBAGS

BY RO-EL........ 704-706, 1231-1239, 1331-1337 8965 Boul. Saint Laurent Montreal, QC H2N 1M5 Phone: 514-382-4261 Toll Free: 800-266-ROEL(7635) Fax: 514-382-9213 Email: retail@ro-el.com Web: www.ro-el.com Brands: THE SAK – SAKROOTS Handbags & Footwear: The philosophy is happy & free…

ELLIOTT LUCCA Handbags: Feminine intelligence and sensual textures give meaning to the concept of everyday luxury. NICOLE LEE Handbags & Footwear: Unique designs, funky details and hypercreative designs.

Brands: Elliott Lucca, Nicole Lee, SAKROOTS, The SAK, Tiffany Handbags.

TILLEY ENDURABLES, INC..................434-436 900 Don Mills Road, Unit 8 Toronto, ON M3C 1V6 Phone: 800-665-3574 Fax: 416-444-9803 Email: whsale@tilley.com Web: www.tilley.com Products: Tilley Signature Hats and Clothing items have long-lasting features for travelers who embrace their unique spirit of adventure. All Tilley Hats and Travel Clothing are made in Canada.

Brands: Tilley Endurables TRAVELON ................................................ 629-631 700 Touhy Avenue Elk Grove Village, IL, USA 60007 Phone: 800-537-5544 Fax: 847-621-7002 Email: customerservice@travelonbags.com Web: www.travelonbags.com Products: Travelon is not a traditional travel goods company. At Travelon we make Travel Easier with innovative, patented travel accessories, toiletry kits, bags, business and computer cases, and luggage carts. We offer great margin potential for retailers, and great function and value for consumers. Our fourcolor displays are packaged for fast, right-off-theshelf selll-through.

Brands: Travelon TRAVELWAY GROUP INT’L INC. / GLOBALWAY ACCESSORIES INC...........1201-1207, 1209-1213 4600 Chemin Bois Franc St-Laurent, QC H4S 1A7 Phone: 800-647-3130 Fax: 514-337-7898 Email: twaymtl@travelwaygroup.com Web: www.travelwaygroup.com Products: Leader in luggage, sporting goods, backto-school supplies, kids and teen bags.

Brands: Air Canada, Canada, Cars, CCM, Cold Water Canyon, Disney, Fairies, Hockey Canada, Jetstream, Jump, Mickey Mouse Clubhouse, Millennium, NHL, Northwest Passage, Phineas and Ferb, Princess, Reebok, Renwick, Skechers, Smurfs, Swiss Travel Products, Toy Story, Wizards.

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TREND MARkETINg ......................... 505-507 1523 hurontario St. Mississauga, ON l5G 3h7 Phone: 905-274-0027 fax: 905-274-0028 Email: justin@trendm.com Web: www.trendm.com Products: handbags, Shoes.

Brands: Sam Edelman.

UgO SAC IMPORT LTD. ....................... 1115-1117 9500 rue Meilleur, Suite 600 Montreal, QC h2N 2B7 Phone: 514-382-4271 fax: 514-382-9994 Email: info@ugosac.com Products: handbags, Backpacks, Schoolbags, Portfolios, Binders, Belt Bags, Wallets, lunch Bags, Pencil Cases, luggage.

Brands: Bongo, Buffalo, Cage Fighter, Hollywood The Jean People, Joe Boxer, Justin Bieber, Liquid Boardwear, Point Zero.

UMI DESIgNS

BY RO-EL............ 704-706, 1231-1239, 1331-1337 8965 Boul. Saint laurent Montreal, QC h2N 1M5 Phone: 514-382-4261 Toll Free: 800-266-ROEl(7635) fax: 514-382-9213 Email: retail@ro-el.com Web: www.ro-el.com Products: Exciting new executive collections in men’s and women’s leather wallets, briefcases and travel accessories.

Brands: Umi

VEENA’S .....................................................348 105 McCaul Street, Unit 206 Toronto, ON M5T 2X4 Phone: 416-586-9891 fax: 416-586-0720 Email: veena.n@hotmail.com VENDUTO .......................................... 418-517 1050 Kelly Road Kelowna, BC V1Y 3J9 Phone: 877-836-3801 fax: 888-248-9617 Email: laura@venduto.ca Web: www.venduto.ca Products: Fashion Accessories including: handbags, Purse Organizers, Jewelery, Jewelery Organizers, Jewelery Travel Bags, Umbrellas, Scarf Organizers, Ice Bags, Fold-Up Flip Flops.

Brands: Bling Hang-It, Bling Traveller, Cheeky Umbrellas, Cherry Brand, Far Fetched, Footzy Flops, Icon Couture, Louenhide Handbags, Ouch Bags, Scarf Hang-It, White Lotus.

VINTAgE DECOR............................................1039 69 Seachart Place Brampton, ON l6P 3E1 Phone: 905-915-4925 fax: 905-915-5121 Email: vintagedecor@hotmail.com Web: www.flickr.com/photos/vintagedecor Products: One stop shopping for all kinds of handbags. Specializing in Real leather handbags.

Celebrate with us at our President's Reception on Sunday evening at the Toronto Airport Marriott!

VENETO HANDBAgS ............................... 438-442 8320 Decarie Blvd.

Montreal, QC h4P 2P5 Phone: 514-735-1898 Toll free: 888-383-6386 fax: 514-735-5855 Email: info@venetobags.com Web: www.venetobags.com Products: Fashion handbags Brands: African Durrie, Gorgeous Girls, KS 18, Marco Fabrinni, Rachel, Veneto NY.

“Milano Software is my CFO in a box” “Milano Software is more than a POS system, it helps me manage my business. It provides great reports that show me where I am financially; profit margins, markdowns, sales comparisions between years and staff. It helps me control my inventory, mine client relationship data, improve staff productivity and set sales targets. It’s my own miniChief Financial Officer.”

AVAILABLE EXCLUSIVELY FROM

Contact Steven Artemiw 416-537-6500 x229 sartemiw@standardapparel.ca www.standardapparel.ca 360 Dufferin Street, Suite 106, Toronto, Ontario M6K 1Z8 Visit us at the LLHA Show from April 22-24, 2012 Toronto Congress Centre, North Hall, Booth No. 326-330

Ask about the FREE computer with our Retail Software Package.

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Brand Listings Brand Name.................................................Exhibitor Adolfo....................................................................Leisure Merchandising Corp.

African Durrie........................................................Veneto Handbags Air Canada............................................................Globalway Accessories Inc. /

Travelway Group Int'l Inc. Air Canada . .........................................................Clear Image Marketing and

Promotions Inc. Airbac....................................................................Fashion Import Ltd. Airflex.....................................................................Heys International Ltd. Airlite......................................................................Heys International Ltd. Alta........................................................................Alta Luggages (Canada) Inc. Alta Moda..............................................................Stein Novelty Importing Co. Amelia Earhart......................................................Leisure Merchandising Corp.

Ameribag..............................................................Fashion Import Ltd. American Tourister................................................ACI Brands Inc. American Tourister................................................Samsonite Canada Inc. Amy Brown...........................................................Screenplay Designs Ltd. Andrew Marc........................................................ACI Brands Inc. Angry Birds...........................................................Calego International Inc. Anna Handbags...................................................The Basu Group Inc. Anne Klein.............................................................ACI Brands Inc. Anne Michelle.......................................................Delight Marketing Inc. Antler.....................................................................Fashion Import Ltd. Anuschka Handbags...........................................The Basu Group Inc. Aquastop..............................................................Paris Glove of Canada Ltd. Art 93.....................................................................Rina's Boutique Ltd. At work®...............................................................Briggs & Riley Travelware Auclair...................................................................Paris Glove of Canada Ltd. Auslini....................................................................Auslini Inc. Back 2 You............................................................Fashion Import Ltd. Baggallini..............................................................Fashion Import Ltd. Balanzza...............................................................Fashion Import Ltd. Ballistica-Lite 2......................................................Heys International Ltd. Bally.......................................................................ACI Brands Inc. Bamboo................................................................Delight Marketing Inc. Barbie....................................................................ACI Brands Inc. Barbie....................................................................Calego International Inc. Baseline®.............................................................Briggs & Riley Travelware Baseline® CX.......................................................Briggs & Riley Travelware Batman Movie.......................................................Calego International Inc. Beauty & Balance.................................................ACI Brands Inc. Bellini.....................................................................Alta Luggages (Canada) Inc. Benetton................................................................Fashion Import Ltd. Biacci Leather ......................................................Sisbro Creations Biaggi ...................................................................Landau Sacamoto Inc. Black Label...........................................................Samsonite Canada Inc. Black Label by La Diva.........................................Papillon International Inc. Bling Hang-It.........................................................Venduto Bling Traveller........................................................Venduto Blossom................................................................Delight Marketing Inc. Blush Prom...........................................................CM Group Bon Voyage................................................................. Samboro Luggage

(Canada) Corp.

Bongo...................................................................Ugo Sac Import Ltd. BritKin Designs.....................................................BritKin Designs BRX™....................................................................Briggs & Riley Travelware Buffalo...................................................................Ugo Sac Import Ltd. Bugzip™................................................................Clear Image Marketing and

Promotions Inc. C.C. Filson............................................................Standard Apparel Inc. Cabana Naturals..................................................Lise & Franziska Sales Cabreau................................................................Fashion Import Ltd. Cabrelli & Co.........................................................Cabrelli Inc. Cage Fighter.........................................................Ugo Sac Import Ltd. California Pak........................................................Landau Sacamoto Inc. Calvin Klein...........................................................ACI Brands Inc. Calvin Klein...........................................................Fashion Import Ltd. Camoflage............................................................Heys International Ltd. Canada.................................................................Travelway Group Int'l Inc. /

Globalway Accessories Inc. Canadian Breast Cancer Foundation Pink Ribbon.......................................Eye Spy Accessories Inc. Canadian Traveller................................................JBG International Canadian-Express................................................Champs Canada Inc. Carlton...................................................................Carlton Luggage by Ro-el

Brand Name.................................................Exhibitor Cars.......................................................................Globalway Accessories Inc. /

Travelway Group Int'l Inc. Cash Allure...........................................................Paris Glove of Canada Ltd. CCM......................................................................Travelway Group Int'l Inc. /

Globalway Accessories Inc. Celeste Stein.........................................................Benchmade Leatherworks Inc. Challenger-Plus....................................................Champs Canada Inc. Champs................................................................Champs Canada Inc. Chateau Versailles................................................Neo Port Inc. Cheeky Umbrellas................................................Venduto Cherry Brand........................................................Venduto Chocolate New York.............................................Cabrelli Inc. Christopher kon....................................................Christopher Kon Ciao............................................................................Holiday Group Inc. / Bertini Creations Club Mode............................................................Stein Novelty Importing Co. Club Rochelier......................................................CBM Inc./ Meade Ray Int'l CM Couture..........................................................CM Group Co-lab...................................................................Christopher Kon Cold Water Canyon..............................................Travelway Group Int'l Inc. /

Globalway Accessories Inc. Comfyzzz..............................................................Pronto Innovations Concord................................................................Samboro Luggage (Canada) Corp.

Contempo.............................................................Biaggi - Luggage that Folds / Landau Sacamoto Inc. Coors Light...........................................................Calego International Inc. Coverlugg.............................................................Clear Image Marketing and

Promotions Inc. Coverlugg.............................................................North Ridge Marketing Criale.....................................................................Criale Leather Goods Criale.....................................................................ISA of Canada / Ron Ste Marie Criale Innovation...................................................Criale Leather Goods Croco Print............................................................Heys International Ltd. Cruzer 2................................................................Heys International Ltd. Crystale Bag.........................................................Crystale Jewellery Inc. Cut the Rope.........................................................Calego International Inc. David Jones..........................................................Holiday Group Inc. /

Bertini Creations De Sole.................................................................Jones York Inc. Delight...................................................................Delight Marketing Inc. Delsey...................................................................Samboro Luggage (Canada) Corp.

Derek Alexander Casuals.....................................Derek Alexander Group Inc. Derek Alexander Leather......................................Derek Alexander Group Inc. Dickies..................................................................Calego International Inc. Disney...................................................................ACI Brands Inc. Disney...................................................................Globalway Accessories Inc. /

Travelway Group Int'l Inc. Disney...................................................................Heys International Ltd. Dissona.................................................................Benchmade Leatherworks Inc. Dora......................................................................Calego International Inc. Dritex.....................................................................Paris Glove of Canada Ltd. Dry Ice by CROWNCAP.......................................Crowncap Dry-tech................................................................Paris Glove of Canada Ltd. Due Fratelli............................................................H & V Leathergoods Echo......................................................................Echo Design Group Canada Inc. Edgar & Sooky.....................................................Joanel Inc. Elie Tahari..............................................................ACI Brands Inc. Ellen Tracy.............................................................ACI Brands Inc. Elliott Lucca..........................................................Tiffany Handbags by Ro-el Elvis Presley..........................................................Calego International Inc. Epac......................................................................Heys International Ltd. Epol Bag...............................................................Crystale Jewellery Inc. Esprit.....................................................................ACI Brands Inc. Everlast ................................................................ACI Brands Inc. Excalibur...............................................................ACI Brands Inc. Excelsior....................................................................... Samboro Luggage (Canada) Corp.

Exersizer................................................................Paris Glove of Canada Ltd. Expedition.............................................................Heys International Ltd. Eye Spy.................................................................Eye Spy Accessories Inc. Eye Spy Accessories............................................Eye Spy Accessories Inc. EZ4 Wheeler.........................................................Heys International Ltd. Fairies....................................................................Globalway Accessories Inc. /

Travelway Group Int'l Inc. Far Fetched...........................................................Venduto Fisher Price...........................................................ACI Brands Inc. Fly Lite Hybrid.......................................................Heys International Ltd. Spring 2012 33

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Brand Name.................................................Exhibitor Footzy Flops.........................................................Venduto Force 10................................................................Paris Glove of Canada Ltd. Foxy Jeans............................................................Holiday Group Inc. /

Bertini Creations Fulton Umbrellas..................................................Fulton Umbrellas (Canada) Ltd. Fulvia.....................................................................Champs Canada Inc. Gabliana Cole.......................................................Jones York Inc. Gino Ferrari...........................................................Modrec International NA Ltd. Global-Express.....................................................Champs Canada Inc. Go Travel Products...............................................Clear Image Marketing and

Promotions Inc. Gorgeous Girls.....................................................Veneto Handbags Griffin.....................................................................Eye Spy Accessories Inc. Guess....................................................................ACI Brands Inc. Guess....................................................................Guess Canada Gussaci Bag ........................................................Crystale Jewellery Inc. Hampton...............................................................ACI Brands Inc. Hedgren................................................................Landau Sacamoto Inc. Hello Kitty..............................................................Calego International Inc. Heys 4WD.............................................................Heys International Ltd. Hi Jean..................................................................Hi Jean Ltd. Hilary Radley.........................................................Landau Sacamoto Inc. Hillview..................................................................Fashion Sense Hockey Canada....................................................Travelway Group Int'l Inc. /

Globalway Accessories Inc. Hollywood The Jean People................................Ugo Sac Import Ltd. Hot Tips.................................................................Paris Glove of Canada Ltd. Hot Wheels...........................................................ACI Brands Inc. Hot Wheels...........................................................Calego International Inc. Hummer................................................................Calego International Inc. I.L.I.........................................................................Indus Leather Industries Ltd. Icon Couture.........................................................Venduto iFly.........................................................................Calego International Inc. ISCOV...................................................................Sayan Inc. IT luggage (International Traveller).......................Landau Sacamoto Inc. Izod.......................................................................London Mist by Ro-el J World New York..................................................Landau Sacamoto Inc. J.J. Blossom.........................................................J.J. Blossom Enterprises Jack Georges.......................................................Jack Georges, Inc. JAK'S.....................................................................Jak's Importation Ltd. Jasmine Beckett Griffith.......................................Screenplay Designs Ltd. Jasmine Collection...............................................RB Enterprise Holdings Corp.

Jasper...................................................................Jasper International Ltd. /

Canadian Jasper Trading Co. Ltd. JBG.......................................................................JBG International Jessica Simpson..................................................ACI Brands Inc. Jetstream..............................................................Travelway Group Int'l Inc. / ..............................................................................Globalway Accessories Inc. Jimeale..................................................................Holiday Group Inc. /

Bertini Creations Jinry.......................................................................Jinry Imports Inc. Joanel®................................................................Joanel Inc. JoAnn Marie Designs...........................................Cabrelli Inc. Joe Boxer..............................................................Ugo Sac Import Ltd. Johnston & Murphy..............................................ISA of Canada / Ron Ste Marie Johnston & Murphy..............................................Johnston & Murphy Jones New York....................................................ACI Brands Inc. Jos Von Arx...........................................................Pronto Innovations Jump.....................................................................Travelway Group Int'l Inc. / ..............................................................................Globalway Accessories Inc. Justin Bieber.........................................................Ugo Sac Import Ltd. Kenneth Cole Reaction........................................ACI Brands Inc. KGB Black Label..................................................Landau Sacamoto Inc. KGB Company.....................................................Landau Sacamoto Inc. KGB Studio...........................................................Landau Sacamoto Inc. Knomo..................................................................Compass Partners

International LLC Knomo..................................................................ISA of Canada / Ron Ste Marie Koel.......................................................................Fashion Sense Koltov....................................................................Cabrelli Inc. KS 18.....................................................................Veneto Handbags La Diva..................................................................Papillon International Inc. Land......................................................................Colombian Leather House Lasaige.................................................................Baba Imports Inc.

Brand Name.................................................Exhibitor Leighton................................................................London Mist by Ro-el Leisure..................................................................Leisure Merchandising Corp.

Lemon Legwear....................................................Freedman & Associates Inc. LeSportsac............................................................Fashion Import Ltd. Level 33.................................................................Level 33 Lewis N’ Clark.......................................................Fashion Import Ltd. Life/style................................................................Paris Glove of Canada Ltd. Lipault....................................................................Compass Partners

International LLC Lipault....................................................................ISA of Canada / Ron Ste Marie Liquid Boardwear.................................................Ugo Sac Import Ltd. London Mist..........................................................London Mist by Ro-el Louenhide Handbags..........................................Venduto M&M’s...................................................................ACI Brands Inc. MAC......................................................................MAC Mago.....................................................................Screenplay Designs Ltd. Mancini..................................................................Mancini Leather Goods Inc. Maple Leaf ...........................................................ACI Brands Inc. Marc New York......................................................ACI Brands Inc. Marco Fabrinni......................................................Veneto Handbags Mattel....................................................................ACI Brands Inc. Max Mirani CRUSH..............................................Max Mirani Canada / Joli

Industries Inc. Max Mirani MOVE.................................................Max Mirani Canada / Joli

Industries Inc. McBRINE..............................................................Eye Spy Accessories Inc. McKleinUSA..........................................................McKlein Company LLC Men’s & Women’s Health....................................ACI Brands Inc. Mickey Mouse Clubhouse...................................Globalway Accessories Inc. /

Travelway Group Int'l Inc. Milano Software....................................................Milano Software Millennium.............................................................Travelway Group Int'l Inc. /

Globalway Accessories Inc. Mirafil.....................................................................Paris Glove of Canada Ltd. Miss Caprice.........................................................Sayan Inc. Miss MAK DESIGNS............................................H & V Leathergoods Moda.....................................................................Biaggi - Luggage that Folds / Landau Sacamoto Inc. Monk’s Studio.......................................................Paris Glove of Canada Ltd. Moshi Monsters....................................................Calego International Inc. Mouflon.................................................................Joanel Inc. Mt-Royal................................................................Champs Canada Inc. My Bag Tag...........................................................Clear Image Marketing and

Promotions Inc. My Little Pony........................................................Calego International Inc. Myka Jelina...........................................................Screenplay Designs Ltd. Nahanni.................................................................Paris Glove of Canada Ltd. Nathaniel Cole by CROWNCAP..........................Crowncap NBA.......................................................................Calego International Inc. NHL.......................................................................Travelway Group Int'l Inc. /

Globalway Accessories Inc. Nicci......................................................................CBM Inc./ Meade Ray Int'l Nicole Lee.............................................................Tiffany Handbags by Ro-el Nike Golf...............................................................ACI Brands Inc. Nine West..............................................................ACI Brands Inc. Northern Duck......................................................Samboro Luggage

(Canada) Corp.

Northern Traveller..................................................ACI Brands Inc. Northwest Passage..............................................Travelway Group Int'l Inc. /

Globalway Accessories Inc. Nygard..................................................................Holiday Group Inc. / Bertini

Creations Nygard Collection.................................................Landau Sacamoto Inc. OGB Packaging....................................................CM Group OGIO.....................................................................Rampion Enterprises Ltd. Oh, Baby...............................................................ACI Brands Inc. ÖKO......................................................................Fashion Import Ltd. Olivia & Joy...........................................................Cabrelli Inc. Ooh!......................................................................Ooh! International Inc. Ora Originals.........................................................Eye Spy Accessories Inc. Osgoode Marley...................................................ISA of Canada / Ron Ste Marie Osgoode Marley...................................................Osgoode Marley Ouch Bags............................................................Venduto Pacific....................................................................Fashion Import Ltd. Pacific Trading......................................................Screenplay Designs Ltd.

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Brand Listings Brand Name.................................................Exhibitor Pacsafe.................................................................Outpac Designs Ltd. Palestra.................................................................Champs Canada Inc. Palpo.....................................................................Palpo Trade Company Parinda Handbags...............................................McKlein Company LLC Paris......................................................................Paris Glove of Canada Ltd. Parmy....................................................................Screenplay Designs Ltd. Paul Frank.............................................................Calego International Inc. Paul Leinburd by CROWNCAP............................Crowncap Pearl Bridal............................................................CM Group Pedano..................................................................Pedano by Ro-el Pedano by RO-EL................................................Pedano by Ro-el Pedano Crew........................................................Pedano by Ro-el Pedano Metro.......................................................Pedano by Ro-el Penguin.................................................................Eye Spy Accessories Inc. Perfect Solutions...................................................ACI Brands Inc. PGA Tour...............................................................ACI Brands Inc. Phineas and Ferb.................................................Globalway Accessories Inc. /

Travelway Group Int'l Inc. Pixie Mood............................................................Pixie Mood Inc. Playmarket - Shopping in Motion........................Playmarket Canada /

Distribution Polti Point Zero..............................................................Ugo Sac Import Ltd. Pokemon...............................................................Calego International Inc. Power Rangers.....................................................Calego International Inc. Prestige Collection...............................................Pronto Innovations Primo.....................................................................Alta Luggages (Canada) Inc. Princess................................................................Globalway Accessories Inc. /

Travelway Group Int'l Inc. Pronto Selection...................................................Pronto Innovations Queros..................................................................Colombian Leather House Quest....................................................................Leisure Merchandising Corp.

Rachel...................................................................Veneto Handbags Rainkist..................................................................London Mist by Ro-el RAPZ.....................................................................Lise & Franziska Sales Rasleeni................................................................JBG International Reebok..................................................................ACI Brands Inc. Reebok..................................................................Travelway Group Int'l Inc. /

Globalway Accessories Inc. Renwick.................................................................Travelway Group Int'l Inc. /

Globalway Accessories Inc. Revolution.............................................................Heys International Ltd. Ricardo Beverly Hills.............................................Landau Sacamoto Inc. Richard Designs...................................................CM Group RIMOWA...............................................................Rimowa North America Inc. Rochelier...............................................................CBM Inc./ Meade Ray Int'l RO-EL...................................................................Ro-el Room it up............................................................Holiday Group Inc. /

Bertini Creations Roots.....................................................................CBM Inc./ Meade Ray Int'l Roots.....................................................................Holiday Group Inc. /

Bertini Creations Roviky....................................................................Roviky Shoes Ltd. Runner’s World.....................................................ACI Brands Inc. RV..........................................................................Roviky Shoes Ltd. SAKROOTS..........................................................Tiffany Handbags by Ro-el Sam Edelman.......................................................Trend Marketing Samboro...............................................................Samboro Luggage (Canada) Corp.

Sammies by Samsonite.......................................Samsonite Canada Inc. Samsonite.............................................................Samsonite Canada Inc. San Babila.............................................................Fashion Import Ltd. Santi .....................................................................Benchmade Leatherworks Inc. Scarf Hang-It.........................................................Venduto Scarves & Allied Arts............................................Cabrelli Inc. Sharper Image......................................................ACI Brands Inc. Sheila Wolk...........................................................Screenplay Designs Ltd. Shelves to Go.......................................................Clear Image Marketing and

Promotions Inc. Siamod..................................................................McKlein Company LLC Simon Chang........................................................Sayan Inc. Sisbro Creations...................................................Sisbro Creations Sisley.....................................................................Fashion Import Ltd. Skechers...............................................................Globalway Accessories Inc. /

Travelway Group Int'l Inc. Skyway..................................................................Landau Sacamoto Inc. Smart Bags...........................................................ACI Brands Inc.

Brand Name.................................................Exhibitor Smurfs...................................................................Globalway Accessories Inc. /

Travelway Group Int'l Inc. Snakeskin.............................................................Heys International Ltd. Sondra Roberts....................................................Fashion Import Ltd. Spare Soles..........................................................Fashion Import Ltd. SPIbelt...................................................................Clear Image Marketing and

Promotions Inc. Spiderman 4 (Movie 2012)...................................Calego International Inc. Spikes & Sparrow By Jack Georges...................Jack Georges, Inc. Sportline................................................................ACI Brands Inc. Strawberry Shortcake...........................................Calego International Inc. Sunny Feet............................................................Delight Marketing Inc. Superman (Movie 2013).......................................Calego International Inc. Swiss Athletics......................................................Calego International Inc. Swiss Travel Products..........................................Travelway Group Int'l Inc. /

Globalway Accessories Inc. Tech Sport.............................................................Stein Novelty Importing Co. Tecno.....................................................................Biaggi - Luggage that Folds / Landau Sacamoto Inc. Teenage Mutant Ninja Turtles...............................Calego International Inc. Terra Mia Jewelry..................................................North Ridge Marketing The Avengers (Movie 2012).................................Calego International Inc. The Beatles...........................................................Calego International Inc. The SAK................................................................Tiffany Handbags by Ro-el THE TREND..........................................................Lugano Imports Inc. Thomas & Friends................................................Calego International Inc. Tiffany Handbags.................................................Tiffany Handbags by Ro-el Tiger Woods ........................................................ACI Brands Inc. Tilley Endurables..................................................Tilley Endurables, Inc. Tokidoki.................................................................Fashion Import Ltd. Tomken Leather....................................................JBG International Tommy Hilfiger......................................................ACI Brands Inc. Tommy Hilfiger......................................................Fashion Import Ltd. Toscane.................................................................Sayan Inc. Total-Express........................................................Champs Canada Inc. Toujours Elegant...................................................Lise & Franziska Sales Toy Story................................................................Globalway Accessories Inc. /

Travelway Group Int'l Inc. Transcend®..........................................................Briggs & Riley Travelware Transformers 3......................................................Calego International Inc. Travel Club ...........................................................Pronto Innovations Travelmate.............................................................Heys International Ltd. Travelon.................................................................ISA of Canada / Ron Ste Marie Travelon.................................................................Travelon Tuscan's................................................................Papillon International Inc. Ugo Santini...........................................................Joanel Inc. Umi........................................................................Umi Designs by Ro-el United Colors of Benetton....................................Fashion Import Ltd. Urbin......................................................................Cabrelli Inc. Valeo.....................................................................ACI Brands Inc. Vecchio.................................................................Esca Trading Veneto NY.............................................................Veneto Handbags Verb™....................................................................Briggs & Riley Travelware Via Rail Canada....................................................Landau Sacamoto Inc. Via Spiga Hosiery.................................................Freedman & Associates Inc. Vince Camuto.......................................................ACI Brands Inc. Vivianna Modern . ................................................1 + 1 Ltd. Volo.......................................................................Biaggi - Luggage that Folds / Landau Sacamoto Inc. Warner Bros..........................................................ACI Brands Inc. WestJet.................................................................Samboro Luggage (Canada) Corp.

White Lotus...........................................................Venduto Winx Club..............................................................Calego International Inc. Wizards.................................................................Globalway Accessories Inc. /

Travelway Group Int'l Inc. World Express.......................................................Alta Luggages (Canada) Inc. World-Challenger-Plus.........................................Champs Canada Inc. WWE.....................................................................Calego International Inc. Xcase....................................................................Heys International Ltd. Xcase-XL...............................................................Heys International Ltd. Yakpak...................................................................Fashion Import Ltd. Zipit.......................................................................Cabrelli Inc.

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Marketing e ee

Customer Service: Making Sense of an Age-Old Challenge

By Kevin Graff

here’s a typical scenario: A retailer calls me up looking for “customer service” training. It’s a good thing it’s a phone call so they can’t see me screw up my face. If there’s one term that makes me squirm it’s “customer ser vice”. Yuck! Really ? Another request for some warm and fuzzy customer service training session? haven’t we all been down this road before a hundred times? And to what end? Ser vice in most stores is mundane at best. let’s face it; what we (meaning retailers) want is better sales and profits. Period. Customer service is just a tool we employ to generate better revenue. So, when we talk about this dreaded term, “customer service”, let’s be clear about what we’re really after – sales.

The rules for customer service haven’t changed. They’ve pretty much been the same for years, it’s just that today's customers are actually insisting you follow them for a change.

As I’ve mentioned on many occasions in these articles, your customers are more knowledgeable and demanding than ever before. Your competition is also better; customers can get what they want, how they want it, anytime and anywhere. They won’t – and they shouldn’t – tolerate poor, indifferent, and irrelevant service.

I know what you’re probably thinking: You provide great service in your store, right? In fact, you probably think most everyone else stinks at service. The problem is that everyone else reading this right now thinks the same thing.

They think their store is great at service, and yours stinks. So, someone is likely wrong about how good their service is … and it might be you. let’s begin by looking at some of the most basic fundamentals – or rules – of service that you need to understand if you hope to actually deliver on your service promise. later we’ll look at how you can systemize service in your store to make it work.

t n e m e v o r p m i Markioerity ap

If you’re t better. cided e g to t to wan ad y d e u have at’s alre ding First, yo se retailers th just stop rea u o n th , the less yo one of reat job ny better un g u o a y r o et a me fo you d won’t g ty. It’s ti ice you ri u o o ri Y p . rv n ow etter a t the se etting b st a b o u e n make g o h . rutally tomers to be b o u r c us y to e provid

Rethink your valu e

Remaemn beelermtheent hum

Re de fi You’r ne your un e n ot d ha n d in the erstandin b ag s g of y b usin ,a fact, o if you pparel o ess of se ur busine r fash ss. lling yo u d e fi lu n se ll, io yo u’l e yourse n access ggage, gam l lf e. R a o ther, p ro b a b l y by the “ ries. In yo u p defin add r l oduc o se t e to y o abou t t i t: u r c yo u r s e l f h i s s e r v i ” u busi c b n e s s F i n a n c i a s t o m e r s y th e va e ' l lu retir e m e o f h e l p p l a n n e r li ves. T h e nt d s ar ing mon e i n ink ream you ey. l s, n aw n t reali busin ot ca ze y he e our b u s i n s s of c u t re c o m p i n v e s t i n an ti g yo e i n yo s s of p ro n g yo u r g i e s a re n ur ur ho ’t in ra s s, v idin the g yo u m e, a on th th ey’ r ings s yo u m w e l l a s m w i t h g re a e i n t h e S o, t e i o g r prid w r ht ac e ha custo e t u a l l y t i m e to m er ? t v a l u e s pen e nj o d it pro O bably nly you c o y o u b y doing! d ri an an reduc h swe r n g t o y ing tr as a lot o t t avel stres o do with hat. howe u r s, an v f er, e e li d enj oying ng good, life.

ess it up Don’t m . s s e in to your b us huma n alking in This is a g the person w hey, like you, rin t. T t them by pictu “customer” firs and trea a to s lk a ta re o sto g, s in g a n d man bein s u n d e rs ta n d u h a re a a ke r. e. It m ch easie li k e o n e so m u ic rv e s g deliverin

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r a l l o d e h t d n Think beyo

f four t one o and u b is , ey y! Mon e, feeling safe our t mone ry u im o fo T b . a rs e just uenc tivato t fl o o in m n l n ’s a fu r c It we ies you ally po currenc ecial are equ sp feeling ers. m to s u c e at the save tim ples: to m r a e x rd e o e er thes oney in order Consid more m d n e p ostco in s C l t ’l a u o p Y • neu store; e in a li in corner ore tim m airpor t d n e l sp y; p at the e u n e o n li m • You’l ty som e ecuri l! to save nd time in a s ling of safety. specia e e p fe s to feel r l r u ’l e o u y o rd Y o e • increas oney in order to nd time and m sider re, con e to p s s r l ’l u u o o in y m feel • Y offering me, make the feel e ic v r e rs em er ti g a t yo u custom n, and make th better In lookin can save the io e is id c v e pro u se d how yo t their purcha ou’ll not only y u . o , o b o a to d y safe one n yo u more m l. W he specia ou’ll likely get ,y ser vice

Put employees first The service you provide your custome rs will mirror the service you provide to your staff in your business. If you put your staff on a pedestal, treat them with respect, have fun at work, and place them at the top of your priority list, they’ll provide great service to your custome rs. however, if you treat them as a number, as an inconven ience, and as an impedim ent, they’ll view your custome rs the same way. look after your staff and they’ll look after your custome rs. If you don’t believe me, ask WestJet or The Containe r Store. They both place their employee s first, and custome rs second.

is s a o n a e d i v o Pr

K AR E N W I LSON hand bags

ve too a ll h a e W . o yo u r S t r e s s it, a n d s o d t of te w h a much n ti c ip a A s s . s e r e tr c u s to m s t o m e r s ’ s ve to cu o r m u o y , and e r a u can o s . If y p o in t m e th w h il e te s tre s s e li m in a ir e if th te r e, a n d e li m in a o u r s to to re a n y in e r th e y a yo u r s cares n m a ke yo u c a h e r e t h e ir e w u’ll b o a s is r, y o a e . p e ic disap at ser v in g g re p ro v id

Made in Canada

www.karenwilson.ca

Define your service

Eastern Canada Denise Martin Agencies (416) 236-5351

Western Canada Shelley Renfrew Agency (604) 608-1800

Good service in one store is not the same as good service in another. Case in point: home Depot and home hardware both promote their friendly and knowledgeable staff, so you expect to find good personal service in their stores. Canadian Tire, a retailing juggernaut and success story, never promises interpersonal service. So, service success in their store has nothing to do with available staff, and everything to do with being in-stock, convenient, and saving you time – so much so that most customers don’t expect to find anyone on the floor to help them.

For your store, you need to determine the type and level of service you need to provide in order to attract and retain more customers. Will interpersonal service, provided by warm, friendly, and knowledgeable experts be your differentiating factor? likely, in this industry, yes.

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The 25th Year

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Mode Accessories, the definitive trade show 25 in Canada for fashion accessories.

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Fall/Winter Collections August 12-14, 2012 Doubletree by Hilton, Toronto

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25 industry Join us as we celebrate 25 years of bringing together the fashion accessory in Canada. The extensive collections exhibited include jeweller jewellery, handbags, small leathergoods, belts, gloves, scarves, hats, hosiery, shoe shoes, hair accessories, watches, and countless other fashion items ... only at Mode Acc Accessories, the most comprehensive trade show of its kind in Canada.

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Mode Accessories is a trade show and not open to the public. Attendees must register with appropriate business identification. Persons under the age of 16 are not admitted. For show information and details regarding registration, please visit www.mode-accessories.com or call 416-510-0114.

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5 Things You Must Do To “Up” Your Service levels Now that we've explored the fundamentals of customer service, • At the cash desk, what are your customer-friendly standards? here's a few tips for increasing their impact throughout your staff • how will you apologize to the customer during every return or and the store. refund?

1. DEfINE YOUR STANDARDS

Sit down with a bottle of wine (consider doing this with your team) and determine what minimum service standards should be in place in your store. Consider some of these basic areas: • how will the phone be answered?

• how will customers be greeted when they come in? how soon?

• how will you make them feel special in the store, every time?

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Once you’ve defined what your minimum standards are, you can get on with implementing them. Just make sure everyone on your team knows what they are, everyday.

2. TRAIN YOUR STAff PROPERLY

You stand no chance of delivering service if your staff don’t have the service and selling skills needed, as well as the “expert” levels of product knowledge (unless you are a selfserve store). Training is not an event or a one-time workshop.

It’s an ongoing conversation you have in your store about how you can and will deal with your customers.

3. MEASURE IT

You’ll only ever manage what you can measure. Track refunds and complaints. Track email capture rates. Track customer loyalty program usage. Talk to your customers. Find your metrics that make sense and measure them constantly. You’ll quickly fi nd your wins and pinpoint where things need to improve.

4. REWARD IT

Your staff have lots of options about how they behave and spend their time in the store. Reward those behaviours you want them to repeat. Catch them doing it right and celebrate it.

A simple recognition program focused on treating customers exceptionally well should be a part of your program.

5. STAY ON IT

Talk about service every day. Ask staff about it. Model it yourself. Make service improvements your personal mantra. If you brush it aside, you’ll lose. But, if you keep it front and centre each day of the year, you’ll always win.

You can differentiate your business based on the service you provide. There is a service gap in the marketplace, and you can confidently bet that customers will beat a path to the door of those retailers who can figure out how to deliver top-notch service to them. Will you be one of them? e Kevin Graff is President of Graff Retail Inc. Visit www.graffretail.com

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Cutting Retail Costs with Surgical Precision

By Alain Michaud and Garry Birkhofer

The ability to cut costs at all levels of operations is of paramount importance to retailers as they struggle to survive the current economic challenges and face fierce competition in the marketplace. Slashing payroll budgets in the obvious places can have long-term ripple effects that could ultimately do more damage than good. The key is to observe through a combination of reporting, measurement, and plain common sense.

Often head office executives send out budget revisions to store managers requiring them to make broad-based cuts to payroll. The temptation is understandable, because it’s one of the largest controllable expenses in almost any retail business. The problem is, usually the first cuts made are the part-timers whose hourly wages are lower and therefore less significant to the company’s bottom line. The result: fewer hours and boots on the ground, but at a much higher per capita expense.

Trim expenses by all means, but also consider the many other areas that exist to control costs that will help save money and even enhance profits. It may require some initial upfront investment in new software systems and controls that are long overdue (i.e. automated or optimization programs).

Workforce Management Tools You need the right mix of people with the right skills on the ground, at the right time. While there are plenty of workforce management software solutions available, the best tools tell retailers where the gaps are. Also consider: • It’s important to step back; see what is out there and understand which software best fits your business model. If selected and implemented wisely, automated solutions can greatly improve efficiency, especially for large stores.

• Greater ef ficiency can help incentivize and motivate employees, which can create optimal conditions for sales for the best performers, enabling them to earn more in commissions, for example.

• Establishing visionary leadership can navigate, manage and develop teams through change.

• Retailers need to make sure that scheduling drivers are reasonable, based on engineered time studies, labour standards, and sales forecasts.

There is no single solution. Fundamentally, it is about people, process, and technology. The biggest mistake retailers make is that they don’t adequately align the three. A deeper dive into staffing needs enables the retailer to gain more perspective on how to manage controllable expenses.

Scheduling may never be perfect because there’s always a human component that makes it less predictable. However, when you overlay task management tools with the right

“The key is to observe, through a combination of reporting, measuring, and plain common sense.”

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scheduling drivers, adjust tasks based on priorities throughout the day, and combine that with a more accurate sales force number, it can result in a net cost reduction in labour and generate more sales.

Operations – Getting Back to the Basics Many stores have a standard operating procedures manual that hasn’t been looked at by management in years. The solution is to assign a point-person to ensure guidelines are being followed, as well as develop efficient processes that are easy to remember and where people can execute without difficulty. From the top down, retailers need consistent processes to execute the day-to-day details that keep the business running smoothly.

People are more inclined to stick with what they’re most comfortable with instead of what’s more practical, which can include ignoring technological changes. A prime example of this was uncovered during a review of processes at a sampling of six stores of a retail client. Each store visited had a different process for transferring stock from the backroom to the sales floor and every store’s processes had opportunities to streamline the processes they were using.

As a result of those inefficiencies, employees were trying to merchandise, change over displays, and execute price changes, while at the same time trying to provide exceptional customer service. It took someone to take a step back and see where there were opportunities for saving by eliminating unnecessary steps.

Step back, ask for feedback and see if there are stages in the process to make things run more efficiently. Be willing to have a true diagnostic done on operations from an outside perspective, or simply from someone in another division. Here are some other tips:

“From the top down, retailers need consistent processes to execute the day-to-day details that keep the business running smoothly.”

• Over the years, we’ve seen so many back rooms where nothing is organized. Making the merchandise that’s in storage more accessible will save hours in wasted manpower and improve the accuracy of cycle counts and inventory balance.

• Don’t go to the other extreme. Consider the example above where the sales floor team was trying to multi-task. Efficiency was compromised and customer service was negatively impacted. Several retailers found they could actually improve overall efficiency by decoupling many of the non-customer facing tasks such as replenishment and price changes.

Moving these tasks to the off hours increased customer satisfaction scores with less sales staff on the floor.

• Establishing more efficient operations is not just about improving the flow of inventory, but also the flow of information.

The volumes of emails that come down from head office are

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Merchandisers and category managers from corporate in particular can benefit from the exercise as they can get a hands-on idea of the operational flow and the proper steps for replenishment planning.

“Retailers who take a precise approach will be the biggest winners in today’s costcutting environment.”

often too much for people on the shop floor to absorb. There needs to be a “gatekeeper” managing how both information and inventory flows into stores.

More progressive retailers have their head office people spend five to 10% of their time on a monthly basis in store so that they have a better sense of what is going on in the “real” world.

ADVERTISERS INDEX Thank you for participating in the Spring 2012 ʻLLHA Show Editionʼ of TGF&A! ACI Brands Inc

905-829-1566

acibrands.com

27

Calego International Inc.

514-334-2117

calego.com

24

Canadian Gift Concept

905-738-4804

cgconline.ca

17

Colombian Leather House

905-670-0745

colombianleatherhouse.com

16

DAJ Marketing

403-809-1238

daj_marketing@yahoo.ca 43

Fashion Import Ltd.

514-270-6540

fashion-import.com

11

Fossil Canada

647-788-8619

fossil.com

41

Fulton Umbrellas (Canada) Ltd. 416-661-3493

fultonumbrellas.com

18

G.F-T Enterprises

888-359-9355

nojetlag.com

43

Graff Retail

888-263-1835

graffretail.com

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Heys International Ltd.

905-361-4000

heys.ca

I.D. Travelware

403-809-1238

i.d_travelware@yahoo.com

Joli Industries Inc.

800-406-8090

maxmirani.com

10

Karen Wilson Handbags

905-827-3783

karenwilson.ca

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Landau Sacamoto Inc.

800-295-7287

landausacamoto.ca

5 & 22

Milano Software

800-667-1596

milanosoftware.com

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North Ridge Marketing

888-612-2277

northridgemkgt.com

9

IFC 9

Outpac Designs Ltd.

360-651-7999

pacsafe.com

Palpo Trade Company

604-608-6606

palpo.ca

16

7

Rimowa

888-746-6928

rimowa.com

13

Samboro Luggage (Canada) Corp.

905-305-1888

samboro.ca

12

Samsonite Canada Inc.

800-265-4933

samsonite.ca

Standard Apparel Inc.

416-537-6500

filson.com

Trend Marketing

905-274-0027

trendm.com

Two Plus One Group Inc.

416-510-0114

mode-accessories.com

OBC 32 IBC 39

Shrink Whether you choose to call it “shrink” or “theft”, asset protection is an area of increasing concern. Take for example someone stealing a single $10 item with a profit margin of 20-30%; at least four more units have to be sold to make up for the cost. Therefore, reducing shrink can greatly enhance the gross margin.

An obvious solution is to take physical inventory more often. Many stores only do inventory once a year, and then the level of shrinkage comes as a big shock. By then, it’s usually too late to catch the thief. Do it monthly to determine the high risk stores and get in front of the shrink. In addition, look for the obvious signs – empty boxes or a lower take on a cash register compared with the average – This may be a sign that the cashier is colluding with an associate outside the store.

More progressive retailers use data and apply analytics to create a shrink profiling tool. We recently partnered with a retailer to create a model with 13 variables that is 85% accurate.

Overall flow of goods Workforce management, operations and shrink will benefit from a close look at how goods flow in and out of the retail outlet. Many decisions are made at a higher level within the whole supply chain, but management forgets that what seems most efficient from their perspective often breaks down at the back door. For example, the decision to have a fully loaded truck make a delivery at 10 a.m. on a Saturday morning may save on transportation costs, but how many man hours will it cost to have someone unload the truck during a busy period?

Keep in mind: • There is only so much information a store can absorb.

Promotions, price changes, and the amount of inventory coming, requires extensive knowledge of what needs to be done on the front lines in order to prioritize tasks.

• Excess inventory or pushing too much product through the store can snowball across the whole enterprise, causing additional shrink and raising man hour costs of handling the product.

• Inventory outs and re-occurring out of stock issues can result in a loss of customers. This can be avoided if management takes time to understand how to meet the customer’s needs.

Whatever technology solutions a retailer implements to streamline operations and cut costs, management will need to be alert and adaptive to the evolving situation on the gro und. Yo u n e e d th e right dash b o a rd to ma nag e performance, and to keep an eye on the operational metrics.

Understand that there’s a holistic impact for any cost decisions you make. Retailers who take a precise approach w ill be the biggest w inners in today’s c ost- cut ting environment. e Researched and written by Alain Michaud, Canadian Retail & Consumer Leader and G arr y Birkhofer, Director, Retail C o nsul t ing Ser vices, P w C. For more infor m at io n, visi t www.pwc.com/ca/en/retail-consumer.

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Industry News & Views e ee

Clear Image Marke ting and Promotions Welco mes New Lines Clear Image Marke ting is now Canada 's sole di st rib ut or of M y Ba g Ta g, cr ea tiv e an d customizable bag tags for luggage, school bags, and more. It ha s also started to dis tribute Co ve rl ug g. M ad e of fo rm - fit te d, st ro ng ne op re ne fa br ics, ea ch Cove rl ug g all ow s travellers to protec t and easily ident ify their luggage with custo mized or patented de signs.

f it s unch o e s LU x h la c n S u U a ), a L Joanel n n o u n c e s t h e ate nt p e n din g g p a ( ag li g h ti n Joanel mar t b fused s if X d U l in e t ic s , Joanel a b u il ts esth h ie it ll a w g g e s ,” h a n d b a “ T h is h a n d b a li t y fo r a ll a g e l a . a c Jo n s y s t e m s , a n d p r a c ti e nt of id s e r s P e , c la s sic tr e n d in e B o iv in o u bt re m a in a n n a h o ll n e w od s ays J cend a g w ill n s a n b a r is t h o In c. “ T t in u e t il l c o n w d n a tre n d s.” fa s h io n

s ar y Anniver r in business. th 0 6 s lebrate 60th yea s a wallet CBM Ce celebrating its a is . s in 1952 come a CBM Inc mble beginning s ha b e hu eal, CBM tr wallets, n From its o M ibutor of rer in tr tu is c more. d fa d u n n ma r ter a age, and o g p g lu im , d s e e rs’ recogniz travel accessori custome , s s it g s a te b d ia r ward to ha n prec erely ap ars, and looks fo c in s M CB e ye s over th r many more! busines fo e togeth r working

Colombian Leather House Adds LAND's Santa fe Leather Colombian leather house is introducing lAND’s Santa Fe leather collection for the first time in Canada. This well priced and unique travel collection is made with full grain leather, tear-proof lining, nylon cable woven thread and reinforced stress points, making it a lifelong companion. The collection includes travel bags, carryons, handbags, business cases, computer cases, passport cases, and small leather goods.

Max Mirani Canada Seeks Sales Reps Ma x Mira ni has exp lod ed onto the sce ne with its time less MOVE Mo bile Clo set and CRU Sh Col lap sib le Tro lley, rec eiv ing cou ntle ss acc olad es includin g a well rec eive d feat ure at the 2012 Aca dem y Awa rds.

Ma x Mira ni has ope ning s for exp erie nce d Sal es Rep s to cover inde pen dent custom ers in Man itob a, Alb erta , Brit ish Col um bia , Van cou ver and Mo ntre al. For mo re info rmation , or to app ly with you r CV, em ail dalton@jolii ndu strie s.ca .

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l ationa ounce Intern n o n g a e l Ca d to o t le orld, il y r fl h t th e w is irds l B in a y n p r p g io t a nsed An Interna ownloaded b le in li c e k s , o g le Ca t d a il a pac e m os ow av a g e , b a c k l e g o that th ird s, is n a g C g B s lu act A n g r y t s s u c h a o r e . C o n t 0 5. c .2 p r o d u l a s a n d m 4 -2117, ex t 3 l 3 e umbr at 514 tional a n r e t In

Cabrelli Welcom e Cabrelli Inc. welc Scar ves & Allie d Ar ts om es S In c . to car th e C a b re ll i g ro ves & Allied A r products ts up of b . S c a r ve ra n d s a s & Allie longtime n d d supplier A r ts (SA o and oth A) is a er acces f scar ves, jewe lr y, glov sories. M his team e s, itch b brands th ring new produ ell Berbrier and ct categ at will pe o rfectly co collectio mpleme ries and ns of fas nt Cabre hion han briefs, b lli’s d b a g s, w riefcases allets, ro ,a will work llerout of Ca nd travel access bre orie on Meille ur Street lli’s offices and sh s. SA A in Montr owroom eal. s

Enter: B los Introducin som Enterprise s g J.J. Blo specializ ssom En ing in c te rprises ustom s stores, s hopping , a company upplying bag ec and pac kaging m o-friendly bags, g s for retail arm ateri has expa nded into als. Since openin ent bags, g in 20 demand a c c e ssories b . See B ased on 03, it lossom evening ma Enterpris bag e's lates rket Show (bo s and colourful t skull scarves oth #616 at the ll ). hA

Duplak Retires from Samsonite After years of exem plary service with Sa msonite Canada, Steve Dupla k has decided to ret ire to his first love: golf. Samson ite thanks Steve for pr ov iding such excellent service to your accounts. Yo u wi ll be missed by all. See yo u on the links, buddy!

Standard Apparel Announces New filson Manager Standard Apparel has appointed Steven Artemiw as its new Filson Account Manager. Steven has a wealth of experience selling Filson at the retail level and is looking forward to exhibiting Filson at the llhA show. he can be reached at 416-537-6500 x229 or sartemiw@ standardapparel.ca.

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Ready for anywhere.

TM

the

Winfield 2 TM

Collection

Style, Meet Performance. www.samsonite.ca

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