Travel Goods, Fashion & Accessories - Spring 2011

TGFA

Canada’s Voice for the Luggage, Leathergoods, Handbags and Accessories Industry Spring 2011 • Vol. 2 Number 4

Travel Goods, Fashion & Accessories Magazine

Boosting Your Sales and Profit Margins

Jet-Setting Accessories Driving Employee Performance Tips for a 5-Star Trade Show Relationship Marketing

3 Keys to a Successful Spring!

PM 40063056

April 10-12, 2011 www.llhashow.com

LLHA Show Edition!

Show Guide starts on pg 25

contents

14

FEATURES 8 Product Feature: Accessories Jet-Setting Accessories for Spring 14 Cover Story: Boosting Your Sales and Profit Margins 3 Keys to a Successful Spring!

25 2011 Show Guide Floorplan and Exhibitor / Brand Listings

DEPARTMENTS 6 A Word Before 18 Business Centre: Driving Performance Through Pay, Incentives & Fun 22 LLHA News

18

40 Marketing: Building Trust with Relationship Marketing 44 On the Road: Tips for a 5-Star Trade Show 46 Industry News & Views

8 Spring 2011 3

*This lifestyle is being used for illustrative purposes only and should not be considered as an endorsement by the model.

R

FOSSIL CANADA • Susan Crozier Toll free: 1-866-636-7745 Email: scrozier@fossil.com

e ee A Word Before

It’s Show time!

Do you hear that? It's the sound of thousands of travel goods and fashion experts descending upon the Toronto Congress Centre for the 31st annual LLHA Show. This year promises to be one of the most exciting and unique shows yet, and I'm excited to be attending it for the first time as Editor of TGF&A. Whether you're displaying your latest lines or walking the aisles, we've designed this issue to cover all aspects of the show. In our cover story, “Improving Your Sales and Profit Margins”, regular contributor Kevin Graff of Graff Retail outlines the key strategies for beating the competition and raising the bottom line in any economy. In his companion Business Centre article, “Driving Performance Through Pay, Incentives & Fun,” Graff explores the methods by which managers and owners can train and motivate staff to achieve these goals.

Within these pages, you'll also find our breakdown of some of the Spring's most notable new product additions in our “Accessories” feature. This piece come from Sean Robinson of CAA Manitoba, TGF&A's newest contributor, who brings insights from across the industry. You'll also have the opportunity to see these products and thousands more for yourself on the trade show floor.

Also Exhibitors can read with interest our supplier-related feature, “On the Road: Tips for a 5 Star Trade Show”, which looks at some simple and effective strategies for running a successful booth, and later explains how to capitalize on your exposure through proven follow-up techniques.

The LLHA Show is an incredible event, and TGF&A is proud to be a part of it. If you have any comments for this magazine, ideas for future stories, or simply want to say hello, please email me at matthewb@mediaedge.ca.. Now turn to the Show Guide in the center of this issue to check out all that the 2011 LLHA Show has to offer. Have a fantastic show!

Matthew Bradford Editor matthewb@mediaedge.ca

TGFA

Travel Goods, Fashion & Accessories Magazine

Volume 2 Number 4 • Spring 2011 Publisher | Richard Swayze richards@mediaedge.ca 416.512.8186 ext. 246

Senior Graphic Designer | Annette Carlucci annettec@mediaedge.ca Production Manager | Rachel Selbie rachels@mediaedge.ca Circulation Manager | Lina Trunina circulation@mediaedge.ca Contributing Writers Kevin Graff Steve Rae Sean Robinson 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 $40, 2 years $70, single copy $12.

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 2011.

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.

6 Travel Goods, Fashion & Accessories Magazine

e ee Product Feature: Accessories

Jet-Setting Accessories for Spring Spring is traditionally the true beginning of the year for suppliers and retailers in the travel goods industry. It's the time when new colours, patterns, features and brands make their arrival, and it's a season that sets the tone for the rest of the year.

By Sean Robinson 2011 is no different. With the recession on our heels, consumers are starting to get back into their travel habits, creating a demand for travel goods and accessories that suit their business and personal trip requirements. As expected, suppliers have responded to the demand in kind with a new selection of hot accessories for the Canadian marketplace.

McKleinUSA's wheeled laptop cases adapt on the fly.

Electrical Impulses Airline baggage fees are a significant hurdle for the travel goods industry within Canada and the United States, forcing travelers to pack lighter and smarter to avoid paying them.

“As the travel industry and government agencies put new rules and regulations in place, our industry makes the appropriate changes to products,” says Paul Hanley, director of sales and marketing for Samsonite Canada and president of the LLHA Association.

This has given rise to a new generation of portable electronics such as compact netbooks and tablets. These products fall directly between the traditional laptops, which are much larger and heavier; and smart phones, which are compact but have limited functionality.

“Netbooks and tablets are closing the gap in performance while holding the line on cost.

These new entrants into the market are making smaller and more efficient platforms with more capacity and utility,” says John Coerper, manager of retail programs for AAA Publishing.

The travel goods industry has reacted to these changes with a vast array of new products that help travelers carry these new items in convenience and style. According to Marcus Williamson, marketing communications specialist for McKleinUSA, “Consumers pay special attention to the bag size, weight, laptop size, and most importantly how functional the bag is for their needs.”

With this in mind, McKleinUSA created the new checkpoint-friendly wheeled laptop cases.

Equipped to accommodate a 17” laptop, the R-Series features a 2-in-1 removable wheel and handle system that allows travelers to convert a stylish rolling carry-on into a shoulder bag.

The laptop sleeve is detachable to open up even more packing space within the piece and allow the laptop sleeve to become a bag on its own.

Refreshing the Palette for Spring Regardless of the season, colour is one of the most important choices in the purchase of any handbag, carry-on or accessory. This spring, there is a fantastic selection of colours, prints and patterns available to complement any wardrobe. Heather Johnson, designer for new development at Mondetta Clothing, believes bright accessories are a 'must have' for any trip, explaining, “Not only do they keep morale up on those long trips, but they also reduce security line mix-ups.”

Colour selection is the most important element of merchandising for any retail store. New for this season, Sac O Grande created the Emma collection, which is available in a wide variety of spring colours through OutSourceAim Imports. “It has been so popular thanks to the combination of four important ingredients: quality, colour, availability, style and price,” says Sandra Cassivi, director of sales. The Emma collection is a quality fashion forward line that is very attractive based on its color selection and price point.

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Sac O Grande's Emma collection exudes character.

Product Feature: Accessories e ee

Bhaskar Basu, president of Anuschka Handbags refers to his company's products as wearable art, noting their customer is “not looking for a handbag, they are looking to make a st yle statement.”

For spring 2011, Anuschka has made several t weaks to their handbag line, and Bhaskar a t t r i b u te s t h e c h a n g e s to f e e d b a c k f r o m Anuschka's customer base. “We have always had black lining due to the complexities of the hand painting process. Now we have a rich burgundy and purple two-toned lining,” he says. Anuschka’s updated handbag line features new themes including mermaid, hummingbirds and black leather trim accents.

Anuschka's hand painted handbags demand attention.

Fulton umbrellas offer all shades of protection from the rain.

The Ila Dusk is easy, discreet and effective.

Spring is a harbinger of wet weather, and Fulton Umbrellas has the cure to stand out on even the gloomiest of days with their fun and fashionable umbrellas.

"This season it is all about pastel florals and stripes, animal patterns and a play of classic ginghams,” says Richard Igra, president of Fulton Umbrellas (Canada), adding that “vivid colours, vintage and classic prints also continue to be on trend.” Another unique umbrella from Fulton this spring is its ever-popular Birdcage, which has a fashionable dome shape cover, offering fantastic coverage from the elements, as well as a design that allows for better strength in high winds, and improved visibility due to its transparency.

Safe and Secure Consumers are concerned with safet y when traveling - and rightly so. True, theft can occur in any location, but travelers must be especially prepared for theft in a busy airport or when m o v i n g a r o u n d a l o n e . T h i s y e a r, s e v e r a l innovations have hit the market to help protect travelers and their belongings.

Ila Security, distributed by Abbott, has a new line of stylish safety products for women. The Ila Dusk is a portable personal security alarm that emits a piercing 130 decibel female sounding scream designed to shock and disorientate an attacker. The alarm is a stylish accessory that can be worn on the outside of a purse or on a keychain, making it readily accessible in a pinch.

T h e d e v i c e i s a l s o v e r y e a s y to o p e r a te: operators need only pull the cord to activate the alarm which will go off for as long as 10 minutes.

Unlike many other personal security alarms, the Ila Dusk is available in a variety of designs that are updated seasonally to discreetly pair with a handbag.

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e ee Product Feature: Accessories

The Ila Wedge also offers an extra ounce of security and peace of mind for frequent travelers. Designed to fit under a hotel room door to prevent anyone from getting inside, the Wedge emits a loud alarm drawing attention to the intruder.

Rest easy anywhere with Ila Security's Wedge.

This season, Samsonite has refocused its travel accessory line for spring. Each new product is contained i n c o l o u r- c o o r d i n a t e d p a c k a g i n g , which makes it very easy for consumers to i d e nti f y th e c ate g o r i e s. O n e of S a m s o n i t e’s n e w i n t r o d u c t i o n s i s several new travel locks. “Consumers have always been concerned about securing their personal belongings from thef t. In today’s environment, there is also the need to protect from tampering” says Paul Hanley.

Samsonite’s Travel Sentry Card Key Lock is a TSA approved padlock that uses a key card to release the mechanism instead of a standard key or combination lock. The lock comes with two key cards, one of which is similar in size to a credit card to fit easily into a wallet or money belt, and another that is small enough to fit on a keychain. It is a new spin on a traditional product, and one that allows consumers more flexibility in choosing the lock that best suits their needs.

Samsonite's Travel Sentry Card Key Lock keeps valuables in check.

Clear Image Marketing and Promotions recently acquired the Design Go product line, and is rebranding it under the Go Travel line.

Two new travel safety products from Go Travel are the TSA approved Word Strap and Word Lock. Both the luggage strap and padlock are TSA approved and use letters instead of numbers for creating a combination. Either product allows the user to select a common word to use as their secret code, since they are typically easier to recall than numbers.

Design Go locks trade numbers for words.

Bed bugs are a concern for travelers around the world. According to Bill Carlson, president and CEO of Nature’s Innovation Inc., “Pest control companies have reported a 2,000% increase in bed bug related calls in the last 12 months alone.”

New in 2011, Fashion Imports is releasing a new Canadian 'must-have' called Bed Bug Patrol that kills bed bugs on contact and provides residual control of infestation. Bed Bug Patrol is ideal for use in hotel rooms and luggage. Spraying a suitcase before and after travel helps to eliminate transporting bed bugs and keeps all contents pest-free. This product is Health Canada approved, and is available in a compact spray bottle that is easy to use when traveling.

Bed Bug Patrol does away with pesky bed-buddies.

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“Consumers have always been concerned about securing their personal belongings from theft. In today’s environment, there is also the need to protect from tampering.”

Product Feature: Accessories e ee Hide and Sleek For many years, leather products have been an essential part of any product assortment due in part to their durability, quality and superior protection compared with other materials. “Metallics and animal skins are very popular right now and are much more frequently offered in leather or PVC,” notes Heather Johnson, adding, “Leather and PVC items are great for adding different textures or finishes to your look.”

The spring and summer product line from Glanor is a rustic, vintage full grain leather collection. The complex tanning process provides added durability and functionality while also giving each product a unique rugged and distressed look.

The assor tment is made up of briefcases, backpacks, messenger bags and accessories. The briefcases and messenger bags in the collection convert into backpacks for added functionality.

Glanor's new line goes for rustic appeal.

Paris Gloves are a fine fit for inclement weather.

The Paris Group produces a wide variety of gloves that are ideal for Canadian weather. According to the company, their leather products are very well built, offering excellent value and durability in any conditions. “The glove is an artisan item built in the same tradition as gloves were made in the preceding centuries, using the traditional materials that history has shown to be time tested,” says Peter Monk, president of the Paris Group. He adds that their latest line encompasses designs and features developed over the past few decades, with leather, wool and fleece continuing to be top performers.

Toll free: 1-877-583-1950

www.fultonumbrellas.com

Show Booth #321

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e ee Product Feature: Accessories

Finishing Touches Identifying luggage in an airport is a challenge faced by many travelers. The H o l i d a y G r o u p, u n d e rAD047 their Austin AD047to TGFAmarket Mag Spring 11a1.0bd House brand, has brought Go Travel new line of luggage accessories defined 25.03.11 by jumbo luggage tags. These oversize circular luggage tags have a large Canadian flag on the front and are available in either red or white, making them simple to spot on a carousel.

Austin House’s jumbo tags create “can't miss” luggage.

In the area of of travel accessories, CBM Inc. has two new Created at 1:1 scale products available in spring 2011. Their Club Rochelier Bad Romance wallets are made from high quality ‘pleather’ (synthetic leather made of plastic) and are available in a variety of spring and summer colors. This sleek looking front flap wallet can easily complement any wardrobe.

CBM redefines a Bad Romance.

Also from CBM, the Roots Explorer collection contains a matching ticket wallet and luggage tag, making this set an essential for frequent travelers. Both pieces in the collection are also made out of pleather, and feature the classic accents of the Roots ecru stitching around the perimeter of each item. The set comes merchandised in a gift box printed with a vintage suitcase design.

MICRO LUGGAGE SCALE MAXIMUM CONVENIENCE… Go Travel, the leading travel accessory expert, introduces its lightest and most compact luggage scale to date.

Offering accurate weighing up to 77lbs with a clear, easy-to-read, digital display and a compact, ergonomic design. The Micro Scale’s pocket-sized dimensions promise that costly overweight charges are a thing of the past.

Providing travel convenience for generations of travellers, Go Travel...

Stowaway Strap

Palm Sized

Explorer collection showcases classic Roots touches.

Distributed by Clear Image Marketing and Promotions Inc. P .905.689.3123

F .905.689.1214

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Product Feature: Accessories e ee

“The return of brights is always a symptom of the economy picking up. After hard economic times, people tend to desire something cheerful and fun.”

Accessories moving forward After a tough three years, the travel goods industry appears to be in a great position with a variety of new releases and improvements to product lines. “ T h e retur n of b rights is al ways a symptom of the economy picking up.

After hard economic times, people tend to desire something cheerful and fun,” says Heather Johnson.

A c c e s s o r i e s a r e a g r e a t w a y to complement any look by infusing it with fresh colours, pat terns or st yles.

C onsumers c an also keep up w ith current trends without breaking the bank, by changing their handbag or accessory rather than buying a whole new wardrobe.

Looking into the next fiscal period, it is important for suppliers and retailers to focus on what their customer is looking for. “Quality and value are key.

Exiting the recession consumers want to ensure that what they purchase will perform as advertised and will last,” says Paul Hanley.

Now that we are moving away from many dramatic economic challenges, c o n s u m e r s a re s p e n d i n g b u t t h e y remain careful with the dollars they part with. They are looking for fun, superior accessories that will last, while staying up to speed with the latest cultural, technological, economic and fashion trends. e Sean Robinson is with CAA Manitoba, a member-based organization. It is part of a national federation of nine automotive clubs in Canada serving more than five million, which are aligned with AAA clubs in the United States. For more than 100 years, CAA Manitoba has offered first-rate services in automotive, travel and insurance services including 5 retail stores selling a variety of travel and automotive products.

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e ee Cover Story

14 Goods, Fashion & Accessories Magazine 14 Travel Building Strategies

Cover Story e ee

Boosting Your Sales and Profit Margins

By Kevin Graff

Yes, every retailer on the face of the planet is in hot pursuit of making more money; but some are better at it than others. In the face of better competition and more savvy customers, it might be harder than ever to squeeze more sales and profits out of your store. The good news is that it can be done, and it begins by breaking down your game plan into 3 key areas: 1. Sell More 2. Increase Your Gross Margin 3. Cut Your Expenses Any improvement in these three areas will result in you having more money in your pocket at the end of each month. That said, remember that all three are related to each other, and not always in a good way.

For example, to sell more, you might have to increase your advertising expense, or drop your gross margin. Understanding that, it’s often the case that you’ll need to sacrifice one of your goals to achieve another. You can see why making more money on the bottom line isn’t going to be easy. Let’s look at some practical things you can do to positively affect each of the three key areas listed above.

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Sell More

Of the three key areas, this one is probably the easiest. Not easy, mind you, but easiest. Consider these ideas:

Carry more items that your customers actually want

Isn’t this what retail is supposed to be about? Figure out what your customers want, stock it, and they buy it. Of course, this is easier said than done. Ask yourself how well you know the hottest trends in your category. Do you know what the best selling categories are? What’s new? What’s coming? What colours are hot? What designer names are in demand?

How often do you visit other stores in the big markets of the US and Europe? When was the last time you changed your store concept significantly to reflect the changes in your consumers or market?

A long-time, and once successful, furniture store in the GTA was once the leader of the pack. Just last week the store announced it was closing because the owner was retiring. Huh? The reality of

the matter is if the store was still profitable, it would have been sold. The truth is that they failed to keep up with the change in their marketplace, and carried too few items that their customers actually wanted.

Get (or ‘make’) better staff

Let’s face it: service in most stores just isn’t very good. Sure, you’re probably thinking the service in your store is great, and you might be right. But if everyone reading this article thinks their service is also good, and no one thinks service in other stores is very good at all, then could it be that only the readers of this magazine provide great service?

Don’t make the mistake of making this deadly assumption about your business.

If you don’t have a staff schedule filled with only above average and outstanding salespeople, you’re losing too many sales. That’s a fact.

What are you doing about it? Did you hire the right people in the first place? Do you proactively manage their performance? Have you trained them how to sell properly?

Your staff can sell more … but they need your help.

Be a better marketer

Your events and promotions need to stop customers in their tracks. You need to get noticed in a marketplace that simply screams out to customers constantly.

Start by creating your 12-month marketing plan. Identify every event you plan on running. Set your budgets accordingly (depending on your location, you should probably give serious consideration to spending more money on advertising).

Look for opportunities to do cross-promotions with complementary businesses in your area. Try to create joint promotions that leverage the added traffic in each other’s stores.

Change your windows more often … and make them outstanding!

Invest in better in-store signage. Give your customers a compelling reason to come into your store when they finally look at it. In fact, go outside your store right now, look at it, and ask yourself: would you shop in your store?

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e ee Cover Story

Buy smarter

We talked earlier about establishing a 12-month marketing calendar. We also talked about setting up an OTB budget.

Advance forward now and look at doing special buys to support your promos. In simple terms: if you’re going to promote an item on sale, you want to buy it ‘on sale’.

Start developing the practice of working the phones with your vendors each week, looking for opportunity buys. Once you b e c o m e k n o w n a s s o m e o n e w h o’s interested in a ‘deal’, they’ll start to find you more often.

When you buy smarter, your margin goes up.

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Increase Your Gross Margin

If selling more was the easiest of the three key areas we’re examining in this article, then increasing your gross margin might just be the most difficult. Expect to have to do more analysis, more number crunching, and more hard-core negotiation.

Implement an Open-To-Buy budget

If you’re not operating an OTB budget right now, believe me when I tell you you’re losing margin dollars and cash flow daily.

It’s beyond the scope of this article to instruct you on how an OTB budget works (thank goodness for Google!). Suffice to say that you’ll control inventory levels, cash, markdowns and margin far more successfully when you finally put an OTB budget in place in your store.

Negotiate everything with vendors

We all know the bigger you are, the better you can negotiate with vendors, right? Well, that’s not always true. Even small retailers can attempt to negotiate on a wide range of terms, all of which would benefit your gross margin. You won’t get everything you ask for in a negotiation, but consider some of the items that you could put on the table: • Volume discounts • Cash discounts • Dating programs • Markdown allowances • Return allowances • Co-op advertising allowances • Freight terms • Minimum quantities • The price!

Remember, if you don’t ask for something, you’ll never get it.

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Increase your prices

H e re s y yo u s ay! H o w c o u l d a n yo n e suggest that you increase your prices in today’s market? Well, if you want a higher margin, increasing your prices is a good place to start. Most items you sell in your store probably aren’t that price sensitive anyway. To be certain, you need to be competitive  especially on items the consumer can easily shop for in other stores. However, you probably wouldn’t sell any less of most items in your store if you raised their price by 50 cents, one dollar, or maybe even $5 in some cases.

You know your business best. That said, challenge yourself to look at every price tag in your store and find all of those oppor tunities to raise a price without losing sales. After all, you’re not selling milk or bread.

Cut Your Expenses

Keeping more of what you make requires a ruthless approach to ex p e nse ma nag e m e nt. In a p rev io us article, we gave you the example of how reducing your expenses by just $200 per month is equivalent to having to sell as much as $48,000! So, where can you cut?

Here's a couple of suggestions: Pay r o ll: M ost retailers have alread y trimmed it, but new ‘schedule management’ programs are taking it to a whole new level; shaving off 15 minutes here and 10 minutes there each day. It doesn’t sound like much, but it adds up to a whole lot of money at the end of the year for big chains.

Energy: The lighting in your store is probably your biggest energy cost. Look to invest (and look for government funding programs) in more efficient lighting. It's possible to reduce your energy bill by as much as 50 to 80%.

Advertising: Earlier, we suggested that you might want to advertise more. So, how can you cut your expenses on advertising if you’re doing more of it? Longer term contracts with media suppliers (print, radio,

Cover Story e ee

etc.) typically give you much lower rates. If you have a good marketing plan for the year, you could possibly save on your advertising costs.

Shrinkage: Losses due to both customer and employee theft cost retailers billions of dollars each year. Don’t think it’s not happening to you. Be more vigilant on the sales floor to spot customer theft. Then, start to watch the cash register and the back door to reduce employee thef t.

Consider these ideas: • Do random cash register audits to ensure that the till balances in the middle of the day (often, employee thieves keep the money they’re stealing in the till until later in their shift).

• Tr a c k v o i d s , r e f u n d s a n d n o s a l e transactions by individual. See if you can spot trends that might indicate a problem.

• Do ‘service’ follow up calls with a random selection of customers who received refunds (make sure they’re happy … and that they’re real).

• Have your POS system produce an exception report for items sold below the indicated price and follow up each incidence.

• Use only clear garbage bags.

• Break down all boxes before letting them be thrown out.

• Do bag checks every day, every shift, with everyone.

So, can you sell more and make more money? The easy answer is ‘yes’. The hard part is for you to take these ideas, and many more, and make it happen. Don’t be overwhelmed by the task. But don’t go too slow either. Failing to implement change and to become better at what you do is a recipe for disaster.

C o m mit to ma k ing on e signific a nt improvement in your business each week.

You’ll quickly see how each change you make produces better results for your store. e Kevin Graff is President of Graff Retail Inc. Visit www.graffretail.com We’re always pushing you to teach your staff to sell more. And now we’re going to help you do just that! Graf f Retail T V has partnered with TGF&A to bring you our online sales training solution, Get Selling, at a special discounted price. Log onto www. graffretail.tv to discover how you can bring sales training into your store every day of the year. Learn how thousands of retailers around the globe are using Graff Retail TV to drive more sales from their sales teams.

Retailers pay $500/year to access this online sales training solution. But, readers of TGFA can have it for only $400! That saves you $10 0. Just sign up for the program before April 30, 2011 and use the discount code TGFA.

“Start developing the practice of working the phones with your vendors each week, looking for opportunity buys. Once you become known as someone who’s interested in a ‘deal’, they’ll start to find you more often.”

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See you at LLHA Show Booth #1315 - 1319

Samboro Luggage (Canada) Corp. 341 Steelcase Road West, Markham, Ontario L3R 3W1 Canada Phone: 905-305-1888 Fax: 905-305-0128 www.samboro.ca Untitled-3 1

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e ee Business Centre

Driving Performance Through Pay, Incentives & Fun

By Kevin Graff

A properly designed pay, incentive, reward and recognition program is an important part of achieving better results. There is no one perfect system for all retailers, and it typically means dealing with a puzzle of many parts which constantly seems to be changing shape. The only real constant is that employees demand and deserve a total remuneration package that is both fair and inspiring.

18 Travel Goods, Fashion & Accessories Magazine

Unfortunately, there’s no real science to motivating people. In fact, the strategies for motivating employees can be as individual as the people who work for you. One employee may be motivated by money while another may appreciate personal recognition for a job well done.

So, where do you begin? Let’s start with some basics: Don’t pay just the minimum wage

This is tough advice to start with, isn’t it?

Given the rise in minimum wage rates across the country, retailers are hard pressed to absorb this increased expense. So why am I suggesting you not pay just the minimum wage? Because in doing so, what you are unintentionally communicating to your staff is that if you could pay them less, you would!

Push up your starting pay rates by at least $0.25 over minimum wage, or more if you can.

You’ll attract a higher calibre employee who will earn it back for you.

Business Centre e ee

fresh from DESIGNED IN NEW ORLEANS

Tel: 800.806.3696 x 5708 Contact Lin Goldberg lgoldberg@richbrands.biz

pick your print.

Team vs. individual performance and pay

Tracking individual performances isn’t necessarily right, or feasible, for some retailers. However, when you do, you will increase productivity by upwards of 10 to 20%. By tracking performance for each member of your staff, there’s no place for them to hide; everyone has to contribute.

Accountability for success goes up, and so do results. If you can reasonably track sales by each staff member, then do it.

shouldn’t be inflationary on your wage cost. For example, bonuses should be paid out of the incremental sales dollars above and beyond the sales goal set for your store. That is, if you planned on having a wage cost of 12% at your planned sales levels, then if you paid a bonus of 5 to 10% of all sales over and above the sales goal, your wage cost percentage would in fact come down.

You pay out more, but you’ll have made a lot more money too.

Don’t lose a top performer over money

Pay for performance

Whether it’s commission or bonuses, there should be some sort of ‘carrot’ in place to motivate your staff to achieve a higher level of sales. There should be a difference in their pay cheque when they sell $10,000 instead of $1,000.

Otherwise, why should they try harder?

Your incentive program doesn’t have to be lucrative, just fair. And a well designed program

The problem with most retailers' wage cost isn’t that they’re paying their top performers too much money, it's that they are paying their bottom performers too much! Yes, there is probably a limit on what you can afford to pay anyone in your company, but be careful. Your top performers are normally costing you a much smaller percentage of their total sales than you might think.

Great Games To Play

Pass the Buck: Objective: To improve Items Per Sale by challenging associates to have the best “qualifying” sale at the end of the day / shift.

Challenge: Determine what the “qualifying sale” will be for the contest. For example, the “Most Items Sold To A Customer”. Do a petty cash from the till for $5 (must be approved by the Regional Manager). When a player makes the first 'qualifying' sale, give her the $5 bill. When another player makes a higher 'qualifying' sale, she takes the $5 from the first person. As players continue to make higher and higher 'qualifying' sales, the $5 bill keeps getting passed around.

The “Winner” is the associate with the highest 'qualifying' sale at the end of the day or shift, and keeps the $5. To increase the prize, or if the use of petty cash is not approved, ask each player to contribute $1 towards the prize. This is a great way to encourage participation, commitment and competition.

Tic Tac Toe: Objective: To use proper selling skills to win the highest number of games.

Challenge: Divide players into two teams. Create a Tic Tac Toe diagram on a piece of paper. Each time a team member makes a sale greater than ($X or 3 items), the associate wins a turn to put an “X” (or “O”) in a square. The first team to complete a line of 3 squares wins the game. Continue to play additional games throughout the day.

DISCOVER MORE@ LLHA SHOW BOOTH 715

also showing

Spring 2011 19

e ee Business Centre

Caution #1: Staff should achieve their goals 70% of the time An incentive plan that is rarely paid out is de-motivating. Staff need to win, and win often.

Make sure you’ve set realistic targets that force your staff to ‘stretch’, but also win.

Caution #2: You need to change up your incentive plan frequently We all get bored with basic commissions, bonuses and incentives. They become part of the basic ‘fabric’ of our lives. To counter this, you need to have a ‘revolving’ element in your plans that keeps the program fresh. Consider paying out SPIFFS (small dollar rewards for selling certain items) that change constantly, or implementing a new, small incentive each month. Keep their attention on selling more and everyone wins.

• Treats (who doesn’t want coffee and donuts?)

• Exemption from unfavourable duties (like cleaning the bathroom) Play games and contests

We always say that you need a huge toolkit of ideas and ways to keep your staff motivated over the course of a year. Games and contests, when well designed, can work to drive sales performance and morale.

There are 5 rules to running great games and contests: 1. Shorter is better: the best games and contests are only one shift long.

2. Measure and share results constantly: The importance of recognition everyone must always know how the game or While cash is a motivator for many of us, it’s not contest is going. The more you communicate the be-all and end-all. Money doesn’t necessarily results, the better they will be. drive every employee to excel or even care.

Providing more recognition for a job well done will 3. Everyone must have a chance to win: not only the veteran full-timers should have a chance carry you a long way. to win. The rookie part timers need a fair shot Consider these limited or no cost ways of at winning too. recognizing your staff: • A thank you card (mail it to their home for even 4. Keep them simple: at a glance, everyone should understand how the game or contest better results) works, and what they’ll need to do to win it.

• Post a note in the back room 11029_AVE 284 Jouni Design Show Ad_2011_FINAL.pdf 1 11-02-11 4:39 PM 5. Rewards must be meaningful and immediate: • Extended lunches or breaks whatever the prize is, it must be of value to • Recognition in your newsletter

Visit us at the LLHA Show in Toronto April 10–12, 2011 at booth 644-742

Unique, practical, high quality handbags and wallets from Scandinavia.

Call 416.839.8484 or email jouni@avecsg.com for more info and purchasing.

MODA SCANDINAVIA LIMITED, 5305 North Service Road, Unit B13, Burlington, ON L7M 3B9 20 Travel Goods, Fashion & Accessories Magazine

your staff. That doesn’t mean ‘big’, just valued. Also, the prize should be paid out to them right away. That means that if the game or contest is one shift long, they should receive their prize before going home that day.

Finally, have fun!

No pay, reward, recognition or incentive program works unless the work environment is fun. If you really want to have a more motivated, hard working and successful team, then let them have more fun at work. Laugh, smile and giggle every day.

The goal of any pay program is to improve productivity and profitability. The more creative you are with your program, the better your results will be. Ask yourself if you would be motivated to sell more under your current pay and reward program. If the answer is “no”, then it's time to make a change in how you pay your staff. e Kevin Graff is President of Graff Retail Inc. Visit www.graffretail.com

T H E P O LYC AR BO NAT E CO L L EC T I O N

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We make some of the lightest, strongest luggage you can buy. The finest polycarbonate makes it bounce back from impacts. The German engineering insists on wheels that rotate 360 degrees and glide effortlessly on 8 bearings.

Yet, when all assembled, we ensured it weighs very little.

You insist on a perfect combination of form and function.

You require a case that can protect whatever you need protected. You insist on a case that can glide you effortlessly through the airport. And of course, you want a choice of 15 available colors and 11 available collections.

Accessorizes almost anything.

e ee LLHA News

President’s Message Spring is here (sort of) and another LLHA Show is upon us. On behalf of the LLHA Board I would like to welcome you all to the 2011 Edition!

I always measure what type of spring we are having against the show; is the grass being cut yet at the golf course behind the Marriott? Are there still piles of snow in the TCC parking lot? With the show being a little earlier this year, my expectations will be down a bit. However, bring on the warm weather, we all deserve it!

Now, my expectations for spring type weather may have been lowered, but my expectations for a successful LLHA Show are sky high! We have held over many of the improvements from last years’ show which will continue to enhance the overall experience for exhibitors and retailers. The show committee has worked tirelessly on this years’ version, a special shout out goes to Gail Grant, Nancy Dhillon, Ania Chomicz , Catherine Genge along with Richard Swayze and the team at MediaEDGE. A great new tool for this years’ show is the inclusion of the show directory with an appointment schedule in the winter issue of TGF&A. This piece should assist in helping to keep retailers organized.

LLHA members, join us at the AGM on Saturday at the TCC at 4:30 pm. This is your opportunity to speak directly to the board and other members! We invite members to come at 4 pm for refreshments at a Welcome Reception prior to the start of the meeting.

I am sure that you are all looking forward to renewing friendships at the President’s Reception on Sunday evening at the Airport Marriott Hotel; as always it’s guaranteed to be a great event!

Also this year, The NPD Group will be reporting on the state of the business from a statistical viewpoint, at our Industry Seminar on Monday morning at 8 am at the TCC. Plan on attending if you want to be informed!

Get your comfy shoes out of the closet! We all have a lot of work to do for three days, but let’s have a little fun doing it!

See you 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

BE OUR GUEST AT OUR ANNUAL PRESIDENT'S reception 901 Dixon Road, Toronto, Ontario Sunday April 10, 2011 – 7:00 pm, Cocktails commence at 6:30 pm Toronto Airport Marriot, 901 Dixon Rd. – Grand Ballroom 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 ATTENTION MEMBERS: WE WANT TO HEAR FROM YOU! PLEASE CONTACT US OR VISIT THE LLHA BOOTH TO PROVIDE YOUR FEEDBACK ON THE FOLLOWING QUESTIONS: 1. Would you prefer a 2 day or a 3 day show?

2. Are you aware of the NPD quarterly reports available to LLHA members only. And if so, are they useful to you?

3. Are there any other membership benefits you would like the LLHA Association to add?

Email Catherine at catherine@llha.ca or call 1-866-872-2420

22 Travel Goods, Fashion & Accessories Magazine

LLHA WELCOMES NEW MEMBERS We are proud to welcome the following new members to the LLHA Association. See them at the 2011 LLHA Show: Abbott, A Beautiful Gift, Beacon Distributors, Berrita In Leather Fashions Inc., Besca Trading Inc., Clear Image Marketing and Promotions Inc., Distribution Polti / Playmarket Canada, Fenisa Brands Collection Inc., Glanor LLC, J and J Trading, Knomo, Les Importations VM 2000, Moda Scandinavia Ltd., P & D Designs Inc., Rich Brands, Standard Apparel Inc., Valeaze Inc. LLHA ALSO WELCOMES BACK RETURNING MEMBERS! The LLHA is excited to welcome back the following past members who will be exhibiting again at the 2011 LLHA Show: In & Out Station Inc., Joanel Inc., MAC, McKlein Company LLC, T.O. Leather Fashions Ltd.

LLHA News e ee

STATE OF THE INDUSTRY IN THE UNITED STATES Apparel, Footwear and Accessories 2011 LLHA SHOW UPDATE

Presented by The NPD Group

Announcing: Keynote Seminar 2010 Industry Overview Monday April 11th, 8 a.m.- 9 a.m.

Continental Breakfast 7:30 am Toronto Congress Centre, North Hall Pre-register today at: catherine@llha.ca or if Attending the show, visit the LLHA Booth at Show Entrance.

We are pleased to present guest speakers from The NPD Group, a leading global provider of consumer and retail market research information, with offices in 12 countries, including Canada and The United States.

NPD sales executive, Sandy Silva, will kick off the presentation, followed by Anna Giacobbe, director for The NPD Group's Canadian Fashion business. Beth Goldstein, Senior Category Specialist, U.S. Fashion Footwear & Accessories, will also be on hand to discuss relevant observations from the U.S. accessories market.

With more than 24 years of experience at The NPD Group, Anna is a nationally recognized expert on consumer behaviour and retail industr y trends. She will present highlights from NPD's “Accessories Tracker,” which provides valuable quarterly Canadian data for a range of LLHA product categories. Enjoy NPD's informative industry overview, with comprehensive insights for the Canadian and U.S. markets.

STATE OF THE INDUSTRY IN CANADA Apparel, Footwear and Accessories

Canadians spent just over $31 billion on apparel, footwear and accessories in 2010, an increase of just over 2 percent of total spending in the previous year. The moderate change represents 1.4 billion units sold, up 1 percent from 2009. Overall, spending on men’s clothing and footwear declined while women’s and children’s apparel and footwear sales were up slightly, with a 3 and 5 percent increase, respectively.

Overall 2010 figures indicate that the number of units sold was highest in the kid's apparel and footwear segments, selling 313 million units.

Similarly, overall spending in this segment was represented by over $2.9 billion in purchases. From a revenue perspective, women's apparel and footwear led the charge with over $13 billion in sales, edging out men’s apparel and footwear at $7.5 billion.

Total accessory units sold in Canada topped out at 305 million, representing $7.2 billion in sales.

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

In the U.S., consumers returned to spending on apparel, particularly in the adult markets. After having declined just over 5 percent in 2009, the U.S. apparel market returned to positive territory with an almost 2 percent increase for 2010. In this sector, women were once again leading the way, with women's apparel sales increasing 2.9 percent in 2010 after having declined almost 5 percent in 2009. The men's market was up just over 3 percent in 2010 after a 5.6 percent decline in 2009.

The children's apparel market was down in dollar sales but up almost 1 percent in unit sales.

After posting a decline of 3.5 percent for annual 2009, the total fashion footwear market has posted a 7.2 percent increase for all of 2010. The strongest performance was seen in the women's market, with sales of women's fashion footwear up 8 percent after a slight decline in 2009. The men's fashion footwear market was also up, with 2010 dollar growth increasing 6.9 percent after having been down over 8 percent for 2009. The children's market also finished the year posting gains. After a decline of 4.6 percent in 2009, the children's market grew 3.5 percent in 2010.

Interestingly, total accessory units sold in the U.S. was a mixed bag, with revenue declining by 11 percent, but units showing a 2 percent increase. Women's and Men's accessories posted dollar sales declines, while Children's accessories posted a dollar sales gain of 41% and all three showed unit sales increases vs. 2009.

This is a presentation you won’t want to miss. The NPD Group will provide: • An Overview of Total Spend for Men and Women - Apparel, Footwear and Accessories • Insights into the 2010 Canadian Accessories Market with a closer look at Handbags and Luggage Accessories, Market Brands and Channel Performance.

• ... and much more!

For more information, contact Sandy Silva, Sales Executive, Fashion at Sandy.Silva@npd.com

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 10-12, 2011 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 2011 23

LIGHTER & MORE SPACIOUS. E XPERIENCE THE DIFFERENCE. Werks Traveler™ 4.0 Collection.

GENEVA | HONG KONG | LONDON | NEW YORK | TOKYO

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Show Guide

Show Hours Sunday April 10 ...........................9:00am – 6:00pm* Monday April 11...........................9:00am**– 6:00pm Tuesday April 12 ..........................9:00am – 3:00pm * President’s Reception starts at 7:00pm, cocktails from 6:30pm. ** Keynote Seminar by The NPD Group: 8:00am-9:00am

Plant new seeds of opportunity this Spring!

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

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

Spring 2011 25

Exhibitor Listings New LLHA Members & Returning Past Members 1 + 1 LTD................................................534-536 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 ABBOTT .........................................302-401 545 Trethewey Drive Toronto, ON M6M 2J4 Phone: 416-789-7663 Toll Free: 1-800-263-2955 Fax: 416-789-3781 Email: gifts@abbottcollection.com Web: www.abbottcollection.com Products: We’ve been part of the Giftware & Home Décor Industry for over 60 years and currently are the ‘CGTA Supplier of the Year’ for the third time. Find out why.

Brands: Ila Security .......................533-537 A BEAUTIFUL GIFT 20 Steelcase Rd. West, Unit 1A Markham, ON L3R 1B2 Phone: 416-226-5762 Fax: 647-728-0999 Email: info@abeautifulgift.ca Web: www.abeautifulgift.ca Products: Unique, stylish and well-priced jewelry.

Trendy, with a flair for being timeless.

Brands: K & J Collections ACI BRANDS INC..................... 429, 1035-1037 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. and Starcase Canada Inc. are Canada’s leading “one-stop” 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: Accessory Designs, American Tourister, Andrew Marc, Bally Total Fitness, Buxton, Calvin Klein, Disney, Dopp, Ellen Tracy, Esprit, Everlast for Her, Everlast for Him, Everlast Sport, Fina, GUESS, Hampton, Jessica Simpson, Jones New York, Kenneth Cole, M&M’s, Maple Leaf Travel Accessories, Mattel, Men’s & Women’s Health, Nautica, Nike Golf, Nine West, Northern Traveller, Perfect Solutions, PGA Tour, Runner’s World, Sharper Image, Smart Bags, Sportline, Tiger Woods Golf, Tommy Hilfiger, Valeo, Will.

26 Travel Goods, Fashion & Accessories Magazine

ANUSCHKA HANDBAGS / THE BASU GROUP, INC........................211-213 2227 U.S. Highway One #162 North Brunswick, NJ, USA 08902 Phone: 905-266-0525 Fax: 908-325-0436 Email: cs@anuschkaleather.com Web: www.anuschkaleather.com Products: Anuschka - It’s art for your shoulders!

Anuschka is 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 who have been trained by us and enjoy the benefits of our fair trade policies.

Brands: Anna Handbags, Anuschka Handbags.

AUSLINI INC...........................................235-237 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 Inc. creates and distributes high quality luxury handbags with a strong focus on the essence of the brand. Thanks to a clear strategy and a unique competitive advantage, Auslini Inc. has developed a brand both sumptuous and prestigious.

Brands: Auslini ............510-609 BEACON DISTRIBUTORS 652 Holly Avenue Milton, ON L9T 0G3 Phone: 289-878-5501 Fax: 289-878-5501 Email: beacondistributors@cogeco.ca Web: www.sydneylovebags.com Products: Sydney Love is a distinctly recognizable brand with whimsical print handbags and accessories at affordable prices. Vibrant colors, bold patterns taken from hand painted designs, collages of imaginative imagery, coupled with effervescent polka dot linings, make Sydney Love handbags and accessories an expression of creativity.

Brands: Sydney Love Bags & Accessories 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: Ladies leather and PVC fashion handbags. Ladies fabrics and PVC evening handbags. Mens an Ladies wallets in leather and PVC. Small accessories, purse hangers and handbag mirrors.

Brands: Dissona, Santi.

BERRITA IN LEATHER FASHIONS INC ............502-508 1 Steinway Blvd., Unit 10 Toronto, ON M9W 6H9 Phone: 416-213-1149 Fax: 416-213-9373 Email: berrita@hotmail.com Web: www.facebook.com/berrita Products: Berrita In Leather Fashions Inc. specializes in perfection in handcrafted, quality leather fashion handbags, designed and made in Canada for the everyday woman with exquisite sensibilities and taste.

Brands: Belvah, Berrita, Va-Rouje.

BERTOTTI..............................................411-413 2-421 Bentley Street Markham, ON L3R 9T2 Phone: 905-305-9808 Fax: 905-305-0313 Email: sales@bertotti.ca Web: www.bertotti.ca Products: BERTOTTI – designer fashion handbags tailored in high quality materials. SOPRANO – a recognized Canadian brand name for outstanding quality, 100% top grain cowhide leather briefcases, stationeries, handbags, wallets and accessories.

Brands: BERTOTTI, Soprano ...................259-349 BESCA TRADING INC 300 Steelcase Rd West, #31 Markham, ON L3R 2W2 Phone: 905-940-3400 Fax: 905-480-3500 Email: besca300@yahoo.ca Web: www.besca.ca Products: We specialize in importing scarves, shawls, capes, ponchos, umbrellas and apparel from Asia to North America. Our goal is to provide quality products at the most competitive prices.

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 innovative luggage and business case collections aimed at specific user lifestyles, and backed by one of the strongest lifetime performance guarantees in the industry. Simple as that®.

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

CABRELLI INC.......................................343-347 9200 Meilleur Street, Suite 300 Montreal, QC H2N 2A9 Phone: 514-384-4750 Fax: 514-382-9551 Email: michellen@cabrelli.net Web: www.cabrelli.ca Products: Cabrelli Inc. is a national brand supplier of fashion handbags, wallets, executive bags and travel accessories. Introducing the new Fashion roller-briefs collection, the Zipit back-to-school line and the newest backpack and messenger brand, Urbin.

Brands: Bagman/Urbin, Cabrelli & Co, Chocolate New York, JoAnn Marie Designs, Koltov, Mondani New York, Rampage Handbags, Zipit.

CALEGO INTERNATIONAL INC...........320-322 5900 Kieran St. St. Laurent, QC H4S 2B5 Phone: 514-334-2117 Fax: 514-334-1964 Email: calego@calego.com Web: www.calego.com Products: Backpacks, Bags, Luggage, Stationery, Umbrellas, Housewares, Handbags, Messengers.

Brands: AC/DC, Bakugan, Barbie, Batman, Coors, Dickies, Dora, Glee, Green Lantern, Hello Kitty, Hot Wheels, Hummer, iFly, It’s Happy Bunny, Jersey Shore, Kiss, Lalaloopsy, Littlest Pet Shop, Molson, Monster High, Mr. Men Little Miss, Paul Frank, Pokemon, Power Rangers, Spiderman, Swiss Athletics, The Beatles, The First Avenger, The Who, Thomas & Friends, Thor, Transformers 3, Zhu Zhu Pets.

Rolling Backpacks • Rolling Luggage • Backpacks • Umbrellas Raincoats • Lunch Kits • Pencil Pouches • Handbags • Stationery • Room Gear

The #1 Licensed Accessory Company in Canada for 24 years

5900 Kieran St., St-Laurent, Quebec H4S 2B5 • Tel: (514)334-2117 Fax: (514) 334-1964

Exhibitor Listings CANADIAN GIFT CONCEPT CORP.....247-251 2160 Highway 7, Unit 34 Concord, ON L4K 1W6 Phone: 905-738-4804 Fax: 905-738-9601 Email: sales@canadiangiftconcept.com Web: www.cgconline.ca Products: Beach Wear Accessories, Fashion Jewelleries, Personal Care, Sidekicks: Slippers/ Sandals/Umbrellas, Travel Accessories.

Brands: Saress, Sidekicks.

CARLTON LUGGAGE (MEMBER OF THE RO-EL GROUP)..........................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@roelgrp.com Web: www.roelgrp.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 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: Buffalo David Bitton, Club Rochelier, Nicci, Rochelier, Roots.

CHENSON INC.......................................521-525 501 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.

Brands: Chenson CHRISTOPHER KON.............................425-427 400 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 .......... 1021-1023 AND PROMOTIONS INC 19 Innovation Drive Dundas, ON L9H 7L8 Phone: 905-689-3123 or 905-979-5193 Fax: 905-689-1214 Email: joe@clearimagemarketing.ca Web: www.clearimagemarketing.ca Products: Mini Digital Scales and Fans, Travel Adapters and Converters, Pillows, TSA Locks, Travel Security Items, Bed Bug Items.

Brands: Bugzip™, Design Go, Guess Luggage, Travel Accessories, Spibelt.

28 Travel Goods, Fashion & Accessories Magazine

COLOMBIAN LEATHER HOUSE..........314-316 2197 Dunwin Drive, Unit 12 Mississauga, ON L5L 1X2 Phone: 905-607-1616 Toll-Free: 1-800-818-7123 Fax: 905-607-4232 Email: queros@colombianleatherhouse.com Web: www.colombianleatherhouse.com Products: For 20 years, Colombian Leather House has provided fine leather goods to customers. Our Queros brand represents great quality and value, and we’re launching LAND, a stunning collection of elegant items in the best leather.

Brands: Land, Queros.

COUNTRY LEATHER INC.....................402-404 760 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...................637-639 10269 Marcel Raymond Montreal, QC H1C 2B3 Phone: 514-893-3317 Fax: 514-494-8283 Email: Criale50@gmail.com Products: Distributor of the finest selection of Leather Handbags and Small Leather Goods. Are you looking for 100% quality leather products? Come and visit our booth and see our new collections.

Brands: Criale, Criale Innovation.

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...............................620-622 155 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, Hats, Jewelry, Clothing, Scarves.

DELIGHT MARKETING INC.........................517 100 Bass Pro Mills Drive, Unit 48 Vaughan, ON L4K 5X1 Phone: 905-761-8833 Email: info@delightmarketing.com Web: www.delightmarketing.com Products: Fashion Shoes and Handbags.

Brands: Anne Michelle, Bamboo, Delight, Sunny Feet.

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.

Brands: Delsey DEREK ALEXANDER................406-412, 509-511 210 - 60th Ave SW Calgary, AB T2H 0A9 Phone: 403-252-0006 Toll-Free: 888-252-0006 Fax: 403-253-0006 Email: dalcanada@telusplanet.net Web: www.derekalexanderleather.ca Products: A careful look inside any Derek Alexander bag reveals pockets, compartments, organizational features and finished detailing unmatched in the industry. This is truly an area of quality and design that sets Derek Alexander products apart. It is rare to see a manufacturer that devotes the level of resources towards the interior of leather accessories better than Derek Alexander.

Brands: Derek Alexander EYE SPY ACCESSORIES INC.............1013-1017 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.

FASHION IMPORT LTD........................1301-1311 685 Montée de Liesse St. Laurent, QC H4T 1P5 Phone: 514-270-6540 Fax: 514-278-2947 Email: marisa@fashion-import.com Web: www.fashion-import.com Products: We develop and sell our own handbags, luggage, casual bags, backpacks, leather briefcases and travel bags under several brands. Over 1,500 customers, representing luggage outlets, department stores, handbag stores, shoe stores, travel accessory outlets, leather specialty stores and duty free shops. Head office and primary showrooms are in Montreal, with other showrooms in Vancouver and Toronto.

Brands: Ameribag, Antler, Back2You, Baggallini, Balanzza, Bebe, Belle Hop, Benetton, Calvin Klein, Diane Von Furstenberg, Le Sportsac, Lewis n’ Clark, Nautica, Pacific, Perry Ellis, Sisley, Spare Soles, Tokidoki.

FENISA BRANDS COLLECTION INC ............452-454, 551-553 349 Four Valley Drive, Unit A Concord, ON L4K 5Z3 Phone: 905-669-8762 Fax: 905-669-8840 Email: richardlockhart@fenisa.ca josi@fenisa.ca Web: www.fenisa.ca www.piquadro.com Products: ‘PIQUADRO’ Italian collection of fine leather luggage, handbags, wallets and accessories.

Brands: ‘PIQUADRO’

Exhibitor Listings FIRST CREATIVE ACCESSORIES INC.......415 2-421 Bentley Street Markham, ON L3R 9T2 Phone: 905-305-9808 Fax: 905-305-0313 Email: sales@firstcreative.ca Web: www.firstcreative.ca Products: BERTOTTI – designer fashion handbags tailored in high quality materials. SOPRANO – a recognized Canadian brand name for outstanding quality, 100% top grain cowhide leather briefcases, stationeries, handbags, wallets and accessories.

Brands: BERTOTTI, Soprano

GLOBAL SHOE CONNECTION INC.....725-731 101-326 East Kent Avenue South Vancouver, BC V5X 4N6 Phone: 877-322-1941 Fax: 604-322-1970 Email: donna@globalshoe.ca Web: www.globalshoe.ca Products: Big Buddha bags work for women of any age — from polished and classic styles to playful, sassy shapes — and the company’s designs continue to innovate and change with fashion trends.

Big Buddha’s handbags have been praised in a plethora of publications for their stand-out style and versatility.

Brands: Big Buddha, Cela New York.

FULLUM & HOLT....................................616-618 5700 Fullum H & V LEATHERGOODS........................208-305 Montreal, QC H2G 2H7 9600 Boul. St-Laurent, Suite 110 Phone: 514-271-2358 Montreal, QC H2N 1R2 Fax: 514-495-2358 Phone: 514-382-3630 Email: info@fullumandholt.com Toll-Free: 877-382-9889 Web: www.fullumandholt.com Fax: 514-382-5381 Products: Fullum and Holt, a high quality leather Toll-Free: 866-582-5381 goods manufacturer in Montreal since its FULTON LOGO - BLACK AND WHITE Email: info@missmakdesigns.com establishment in 1897. Amongst the products offered hvhandbag@bellnet.ca are: Men’s and women’s belts, small leather goods, Web: www.missmakdesigns.com suspenders, and garters. www.duefratelli.com Brands: Fullum & Holt 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. 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.

Brands: Fulton Umbrellas

GLANOR LLC ........................................518 93 Dundas Street East, #109 Mississauga ON L5A 1W7 Phone: 647-818-2740 Toll-Free: 888-488-5678 Fax: 281-786-3936 Email: info@glanor.com Web: www.glanor.com Products: The world’s largest manufacturer of Rugged Boot Leather bags, luggage and accessories. Using only premium quality handpicked Buffalo Hide made into full grain Rugged Boot Leather to produce Rustic, Distressed and Vintage briefcases, bags: laptop / messenger/ duffel / gym, backpacks, satchels, belts and wallets.

Brands: GLANOR, Private Label.

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HEDGREN BAGS AND TRAVEL GEAR..............................422-426 400 rue Stinson Saint-Laurent, QC H4N 2E9 Phone: 514 -745 -7287 Toll-Free: 800-295-7287 Fax: 514-331-1753 Email: info@landausacamoto.com Web: www.hedgren.com Products: Hedgren finds in its European roots the perfect blend of design, comfort and functionality. By offering high quality and lightweight products, our bags and travel gear inspire the art of travelling.

Brands: HIC – Inner City, HGA – Great American, HUP – Utopia, HZP – Zeppelin.

HEYS INTERNATIONAL LTD. 227-233, 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...........................................538-641 230 Hood Road Markham, ON L3R 3K8 Phone: 905-415-9825 Toll-Free: 800-268-9350 Fax: 905-415-9602 Email: sales@hijean.ca Web: www.hijean.ca Products: Providing the latest in fashion handbags, evening bags, shopping bags, backpacks, wallets and small leathergoods at a competitive price since 1988.

Brands: Hi Jean HIGH FASHION HANDBAGS LTD........326-330 30 Lesmill Road, Unit 3 Toronto, ON M3B 2T6 Phone: 416-444-9857 Fax: 416-444-4294 Email: highfashionhandbags@bellnet.ca Products: We will be featuring our newest collection for Fall / Winter 2011-2012. The most exquisite prints from Italy and the newest shapes in the handbag industry.

Brands: High Fashion

HOLIDAY GROUP INC. (AUSTIN HOUSE, BERTINI CREATIONS, HOLIDAY UMBRELLA)................. 1201-1213 4875 Des Grandes Prairies Montreal, QC H1R 1X4 Phone: 514-325-0660 Fax: 514-325-4259 Email: holiday@holiday.ca Web: www.holiday.ca Products: Holiday Group, a leader in luggage, fashion and travel accessories, is committed to making travel easier by offering a wide selection of comfortable, trendy and fashionable products for its travelling clientele.

Brands: Air Canada, Atlantic, Austin House, David Jones, Ecko, Foxy, High Sierra, Jimeale, Knirps, New Balance, Nygard, Room It Up!, Roots, Sherpani, Swiss Gear, Travelpro, Wenger.

IDO CORPORATION ............................648-652 10-225 Nugget Avenue Toronto, ON M1S 3L2 Phone: 416-466-9940 Fax: 416-466-0933 Email: jeffshui99@hotmail.com Products: Leather belts, wallets, and more.

IN & OUT STATION INC .................522-526 29 Shaver Avenue N., Toronto, ON M9B 4N5 Phone: 416-345-9988 Fax: 416-345-8462 Email: inout-station@hotmail.com Web: www.inandoutstation.com Products: Bright hues are coming this way for the 2011 Spring/Summer collection, with complementing shoes and handbags inspired from the runway.

Brands: Get Fresh, Go Fresh, In and Out, In Square.

Exhibitor Listings INDUS LEATHER INDUSTRIES LTD.....719-721 179 Bartley Drive Toronto, ON M4A 1E6 Phone: 416-754-9311 Toll Free: 877-754-9311 Fax: 416-754-9354 Email: tenzin@ggsltd.com Web: www.iliworld.com Products: We carry high quality leather bags, wallets, change purses, briefcases and portfolios. Our goods are made from 100% full grain leather, with fine craftsmanship and materials. Thank you for purchasing a quality product from ILI. Brands: ILI

ISA OF CANADA / RON STE MARIE............... 623-639, 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.) . ..........550-554 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 AND J TRADING ........................601-603 150 Britannia Road, Unit 9 Mississauga, ON L4Z 2A4 Phone: 416-833-3216 Fax: 905-507-1821 Email: fiontong66@hotmail.com Web: www.905handbags.com Products: We sell real Leather Handbags and PU Handbags.

JACK GEORGES, INC...........................255-257 823 Main Avenue Passaic, NJ, USA 07055 Phone: 973-777-6999 Fax: 973-777-6028 Email: tom@jackgeorges.com Web: www.jackgeorges.com Products: Carry –On Luggage & Personal Accessories. Men’s: Briefbags, Small Leather Goods.

Women’s: Briefbags, Handbags & Small Leather Goods.

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

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JAK’S......................................................501-505 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

JOSEPH & JOSEF IMPORTS INC........419-421 111 Esna Park Drive, Unit 4 Markham, ON L3R 1H2 Phone: 905-752-0475 Fax: 905-752-0476 Email: josephandjosefimports@rogers.com Products: Ladies “Carlo G” branded fashion handbags and wallets are functional, handmade, affordable and of the highest quality. Featuring the trendiest textures, unique colour combinations and a focus on details. We continually innovate; pursuing only the latest designs. “Our Passion is Fashion”.

Brands: Carlo “G”

JBG INTERNATIONAL...........................239-245 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.

KAREN WILSON HANDBAGS.....................430 1270 Kings College Drive Oakville, ON L6M 2T8 Phone: 905-827-3783 Fax: 289-803-0015 Email: info@karenwilson.ca Web: www.karenwilson.ca Products: Karen Wilson Handbags, and Karmichael Bags. Introducing a New Line of All Leather Handbags. Vintage Inspired Textile and Leather Handbags –Made in Canada !

Brands: Karen Wilson, Karmichael.

JINRY IMPORTS....................................514-516 950 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 ................... 304-308, 403-407 JOANEL INC 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 our new sunglasses collection.

Fashion starts with JOANEL! 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.

JONES YORK INC............................ 1121-1127 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.

KNOMO . .........................................623-625 320 5th Avenue, Suite 501 New York, NY, USA 10001 Phone: 212-695-3001 Fax: 212-695-3004 Email: customerserviceusa@knomo.com Web: www.knomo.com Products: Knomo is a global brand that is design focused and stylish. Launched in 2005, knomo produces Women’s workbags, Men’s work and laptop bags, tech accessories and women’s luggage.

Brands: Knomo KOSCA INTERNATIONAL COMPANY LTD..............................................312 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: Handbags, Backpacks, Evening Bags, Luggage.

Brands: Metro LANDAU SACAMOTO INC.... 332-340, 431-439 Head Office: 400 rue Stinson Saint-Laurent, QC H4N 2E9 Toronto Office: 83 Galaxy Blvd., Unit 21 Toronto, ON M9W 5X6 Phone: Head Office: 800-295-7287 Toronto Office: 416-542-1651 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.

We focus on quality, value and current styling sourced from our world travels.

Brands: California Pak, Hedgren, Hilary Radley, International Traveller, J World Sport, KGB Black Label, KGB Company, KGB Sport, KGB Studio, Ricardo Beverly Hills, Via Rail Luggage.

Exhibitor Listings LAPUIKA INC.........................................205-207 1120 Tapscott Road, Unit 15 Scarborough, ON M1X 1E8 Phone: 416-298-8154 Fax: 416-298-0544 Email: info@lapuika.com Web: www.lapuika.com Products: Offering stylish evening bags and handbags for all occasions. From colourful young & fun to smart & sophisticated. And to match are gorgeous shoes & sandals.

Brands: Sarina, Viola.

LES IMPORTATIONS VM 2000 / MANOCCHIO DESIGN ............. 1029-1033 9310 Blvd St Laurent, #1117A Montreal, QC H2N 1N4 Phone: 514-388-9896 Fax: 514-388-0776 Email: vm2000@sympatico.ca Products: A leader in the handbags category for over 20 years. Launching our latest Fall collections of medium to high end handbags, featuring distinguished styling and high grade materials & accessories. Manocchio….fashion with European flair.

Brands: Manocchio

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 R0-EL (MEMBER OF THE RO-EL GROUP)..............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@roelgrp.com Web: www.roelgrp.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: lugano@bellnet.ca Products: Importer of leather handbags, men’s and women’s wallets, and belts. All made of genuine Italian leather.

Brands: THE TREND ................................................605-607 MAC 300 Don Park Road, Unit 12 Markham, ON L3R 3A1 Phone: 905-948-1999 Fax: 905-948-1998 Email: email@altecproductions.com Web: www.altecproductions.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.........309-319 380 McCaffrey Street Ville Saint-Laurent, QC H4T 1N1 Phone: 800-276-8346 Fax: 514-344-1722 Email: sales@mancinileather.com Web: www.mancinileather.com Products: Finest 1680 Ballistic nylon, Polycarbonate, and polyester luggage. Finest collection of ladies and men’s wallets and personal accessories. Finest collections of Italian leather, Columbian leather, Ballistic nylon laptop briefcases, wheel cases.

Brands: Mancini, Puccini.

MCKLEIN COMPANY LLC .............301-303 5412A W. Roosevelt Road Chicago, IL, USA 60644 Phone: 773-378-5400 Fax: 773-378-5800 Email: csaetia@mckleinusa.com Web: www.mckleinusa.com Products: McKlein Co. offers 3 leading brands, McKlein, Siamod and Parinda. Product Categories: Backpacks, Business Accessories, Business Cases, Computer Cases, Handbags, Luggage & Casual Bags, Personal Accessories, and Travel Accessories.

Brands: McKlein, Parinda, 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 tradeshow, the LLHA Show.

TGFA

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

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Travel Goods, Fashion & Accessories Magazine

MODA SCANDINAVIA LTD ............644-742 5035 North Service Road, Unit B13 Burlington, ON L7L 5V2 Phone: 416-839-8484 or 416-822-7435 Email: vivi@avecsg.com ari@avecsg.com Web: www.jouniexclusive.com Products: Jouni Heinonen Design Finland, represented in Canada by Moda Scandinavia Ltd., is proud to introduce a new, unique and practical high quality handbag line from Finland to the Canadian market.

Brands: Jouni Exclusive, Jouni Heinonen Design Finland.

NEO PORT INC., MONTREAL.............. 530–532 1175 Mill Montréal, QC H3K 2A9 Phone: 514-393-2888 Fax: 514-396-6668 Email: neoimportation@yahoo.ca Web: www.neoimportation.com Products: Handbags, luggage, travel accessories, leggings, clothes, mens and ladies wallets and belts, umbrellas, mens bags, briefcase bags, Swarovski jewelry, fashion jewelry, beach mats and more.

Brands: Chateau de Versailles PARIS OGB PACKAGING.................................645-653 51 Wingold Avenue Toronto, ON M6B 1P8 Phone: 877-398-8883 Fax: 416-398-4006 Email: info@onlygreenbags.com info@onlygarmentbags.com Web: www.onlygreenbags.com www.onlygarmentbags.com Products: 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: OGB Packaging, Only Garment Bags, Only Green Bags.

OSGOODE MARLEY..............................626-628 P.O. Box 658, 180 Lafayette Rd. North Hampton, NH, USA 03862 Phone: 800-393-1259 Fax: 603-964-5552 Email: don@osgoodemarley.com Web: www.osgoodemarley.com Products: Osgoode Marley produces a fine line of leather goods including handbags, wallets, business cases, travel accessories, etc. All handcrafted in our signature cashmere leather.

Brands: Osgoode Marley OUTSOURCEAIM IMPORTS INC.........348-352 1982 Rue du Patrimoine Saint Lazare, QC J7T 3K5 Phone: 888-510-3928 Fax: 450-510-3930 Email: info@sacogrande.com Web: www.sacogrande.com Products: OutSourceAim Imports proudly presents the SAC O GRANDE and EMMA handbag collections. – Both are fashion forward lines designed by a Canadian Woman for Canadian Women!

Brands: Emma, Sac O Grande.

P & D DESIGNS INC .............................621 145 Anderson Avenue Markham, ON L6E 1A4 Phone: 416-930-2878 Fax: 905-471-2608 Email: donna@designerbagsonwheels.com Web: www.designerbagsonwheels.com Products: We sell fashionable and trendy ladies laptop and travel bags with and without wheels.

Brands: P&D Designs

PAPILLON INTERNATIONAL INC............ 606-612, 709-711 5595 Papineau St. Montreal, QC H2H 1W3 Phone: 514-272-1919 Fax: 514-277-7197 Email: jlabarre@papillonintl.com Web: www.ladiva.ca Products: La Diva Handbags have always been renowned for their high quality genuine leathers and great fashion sense. La Diva caters to the practical and sophisticated woman as well as the fashionistas.

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: admin@parisglove.com Web: www.auclairsports.com Products: We are Manufacturer and Distributor of Gloves, Mitts, Scarves.

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

PASSION.......................................................418 50 Don Park Road, Unit #15 Markham, ON L3R 1J3 Phone: 905-513-1493 Fax: 905-489-2484 Email: shop_passion@rogers.com Web: www.passionshowroom.com Products: Passion is a wholesale company that designs and manufactures its own exquisite line of ladies fashion handbags and accessories. We offer all of the latest trends to compliment modern women of all ages.

PEDANO BY R0-EL (MEMBER OF THE RO-EL GROUP)..........................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@roelgrp.com Web: www.roelgrp.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.

PLAYMARKET CANADA / DBA: DISTRIBUTION POLTI . ........634-640 3755 Hickmore St. Laurent, QC H4T 1S5 Phone: 514-685-8770 Toll-Free: 888-697-6584 Fax: 514-685-6275 Email: info@playmarket.ca Web: www.playmarket.ca Products: Playmarket Shopping trollies are versatile, high capacity carts which can be pushed or pulled.

Anodized aluminum frame, very light and rust resistant. Folds compact. Front thermal bag, adjustable handle and large wheels that swivel for easy handling.

Brands: Playmarket Go-Two, Playmarket Go-3, Playmarket Go-Up.

PRONTO INNOVATIONS.......................546-548 601 Gordon Baker Road.

Toronto, ON M2H 3B8 Phone: 416-492-6893 Fax: 416-497-4943 Email: info@prnto.com Products: A leader in travel accessories with our Travel Club Brand. Our Comfyzzz Brand includes comfort travel pillows, cushions, roller totes, and backpacks. We also feature unique souvenir items.

Brands: Comfyzzz,Travel Club.

RAMPION ENTERPRISES LTD........ 1109-1111 6600 Fraserwood Place Richmond BC V6W 1J3 Phone: 800-678-0314 Fax: 604-304-1365 Email: bstoddard@rampionent.com Web: www.rampionent.com www.mypakage.com www.ogio.com www.powgloves.com Products: OGIO – High end sport luggage, business and school bags. POW Glove – Sport winter gloves. Mypakage – Athletic innovative underwear.

Brands: Mypakage, OGIO, POW.

REMO IMPORTS LTD........................215-223 4455 Cousens Ville St-Laurent, QC H4S 1X5 Phone: 514-339-9898 Fax: 514-339-1967 Email: mail@remo.ca Products: Complete line of luggage in exciting materials and fashionable colours and styles, including uprights, totes and carry-ons with multicompartments. A full assortment of fashionable handbags, knapsacks, sport totes, duffle bags, mailman bags, ladies computer bags and lunch boxes.

Brands: BeauSac, Dionite, Eagle Trail, Sacsibo.

RICH BRANDS ...............................715-717 240 Viceroy Road Concord, ON L4K 3N9 Phone: 905-532-5708 Toll-Free: 800-806-3696 ext 5708 Fax: 905-669-6887 Toll-Free: 888-207-3332 Email: lgoldberg@richbrands.biz Web: www.kalencom.com (Pricing in US dollars.

Canadian pricing upon request) Products: HADAKI and Amy Butler Fashion & Travel Bags & Accessories. Eco friendly. A whimsical print for every personality. Wide range of cosmetic, wallets, purses, backpacks, duffels, carry-ons, laptop and ipad sleeves.

Brands: Amy Butler, Hadaki.

RIMOWA............................. 446-450, 545-549 900 Maple Grove Road Cambridge, ON N3H 4R7 Phone: 519-653-1445 Fax: 519-653-4660 Email: info-na@rimowa.com Web: www.rimowa.com Products: As the inventor of luxury aluminum and polycarbonate luggage, RIMOWA produces ultra lightweight yet extremely durable luggage to suit the needs of any busy traveler. RIMOWA since 1898.

Brands: Attachés, Bolero Deluxe, Limbo, Pilot Cases, Salsa, Salsa Air, Salsa Deluxe, Topas, Topas Titanium.

R0-EL (MEMBER OF THE RO-EL GROUP)............. 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@roelgrp.com Web: www.roelgrp.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

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.............. 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, EA Sports, Sammies by Samsonite, Samsonite.

SAYAN INC.............................................445-451 9600 Meilleur Street, #835 Montreal, QC H2N 2E3 Phone: 514-725-1118 Fax: 514-725-1113 Email: info@sayan.ca cuirsayan@hotmail.com Web: www.sayan.ca Products: Handbags, Evening Bags, Laptop Cases, Briefcases, Travel Bags, Computer Cases.

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

SISBRO CREATIONS............................613-617 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: Designers and Manufacturers of premium leather handbags and accessories, specializing in the art of hand painted leather. We deliver vibrant elegance with unique hand painted workmanship on soft full grain cowhide. Factory prices to you.

Brands: Biacci Leather

Spring 2011 35

Exhibitor Listings SONDRA ROBERTS / COLLECTIONS OF CANADA . ....................432 5333 rue Casgrain, Suite 1201 Montreal, QC H2T 1X3 Phone: 514-274-8264 Fax: 514-274-4703 Email: sondraroberts@collectionsofcanada.com Web: www.collectionsofcanada.com Products: Importer of ladies fashion hand bags in PVC under the label ‘SR Squared’. Evening, bridal and leather under the ‘Sondra Roberts’ label.

Brands: Sondra Roberts, SR Squared.

TILLEY ENDURABLES, INC..................436-438 900 Don Mills Rd., Unit 8 Toronto, ON M3C 1V6 Phone: 800-665-3574 Fax: 416-444-9803 Email: whsale@tilley.com Web: www.tilley.com Products: Tilley’s 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

. ..........310-409 STANDARD APPAREL INC 360 Dufferin Street, Suite 106 Toronto, ON M6K 1Z8 Phone: 416-537-6500 ext 306 Fax: 416-537-6501 Email: jlogan@standardapparel.ca Web: www.standardapparel.ca Products: Filson, a leading outfitter for outdoor enthusiasts, provides the highest quality apparel, luggage & bags in a natural fabric that can stand up to the toughest conditions and keep functioning for years, sometimes even generations. Rugged, durable, and comfortable never go out of style.

Filson’s legacy is built upon its reputation for reliability, satisfaction and honest values.

Brands: Filson

TRAVELON....................................................629 700 Touhy Avenue Elk Grove Village, IL, USA 60007 Phone: 847-621-7000 Fax: 847-621-7002 Email: gracem@travelonbags.com Web: www.travelonbags.com Products: Travel Easier® with innovative travel accessories, toiletry kits, and luggage carts. We offer great margin potential for retailers, and great function and value for consumers. Our integrated packaging program and point-of-purchase displays do more than catch the customer’s attention, they help our products sell through.

Brands: Travelon

............253 T.O. LEATHER FASHIONS LTD 116A Spadina Avenue Toronto, ON M5V 2K6 Phone: 416-703-4663 Fax: 416-703-4663 Web: www.leathertoronto.com Products: T.O. Leathers opened its doors in 1987.

We take pride in manufacturing high quality leather and sheepskin coats, using only premium skins from around the world.

Brands: T.O. Leather Fashions THROAT THREADS APPAREL INC................................... 1025-1027 1134 Plains Road East Burlington, ON L7S 1W6 Phone: 905-681-8437 Fax: 905-681-8433 Email: info@throatthreads.com Web: www.throatthreads.com Products: Luggage, backpacks, travel accessories, business cases, casual bags, wallets.

Brands: Victorinox Swiss Army TIFFANY HANDBAGS (MEMBER OF THE RO-EL GROUP)......................... 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@roelgrp.com Web: www.roelgrp.com Products: XOXO - Distinguishes itself by translating international styling into affordable design. The SAK -Leading US handbags designed for active women.

Freebird - Unique, carefree and eclectic styling.

Carlos Santana - Designs that have a vintage rock & roll feel while incorporating current details and styles.

Brands: Carlos Santana, Freebird, The SAK, Tiffany Handbags, XOXO.

36 Travel Goods, Fashion & Accessories Magazine

TRAVELWAY GROUP INT'L INC / Global Way Accessories Inc.......... 746-752, 1129-1135 4600 Chemin Bois Franc St. Laurent, QC H4S 1A7 Phone: 514-331-3130 Toll-Free: 800-647-3130 Fax: 514-337-7898 Email: twaymtl@travelwaygroup.com Web: www.travelwaygroup.com Products: Travelway Group is a major supplier of luggage, backpacks, business cases, personal leather goods, sport bags, hockey bags, lunch kits, toiletry kits and travel accessories.

Brands: Cars, Cars 2, CCM, Coldwater Canyon, Disney, Fairies, Hockey Canada, Jetstream, Jump, Millennium, NHL, Northwest Passage, Princess, Reebok, Renwick, Skechers, SKROSS, Swiss Travel Products, Tinkerbell, Toy Story.

UGO SAC IMPORT LTD.................... 1113-1117 9500 rue Meilleur, Suite 600 Montreal, QC H2N 2B7 Phone: 514-382-4271 Fax: 514-382-9994 Email: info@ugosac.com Products: Handbag, 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 (MEMBER OF THE RO-EL GROUP)..........................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@roelgrp.com Web: www.roelgrp.com Products: Exciting new executive collections in men’s and women’s leather wallets, briefcases and travel accessories.

Brands: Umi

VALEAZE INC .................................631-633 205 West 39th Street, 17th Floor New York, NY, USA 10018 Phone: 212-869-2055 Fax: 212-869-8020 Email: laasya@valeaze.com Web: www.lipault.com Products: Fashion luggage that is light weight, collapsible and available in a wide range of brilliant colors.

Brands: Lipault VENETO HANDBAGS............ 440-442, 539-541 8320 Decarie Blvd.

Montreal, QC H4P 2P5 Phone: 514-735-1898 Fax: 514-735-5855 Email: info@venetobags.com Web: www.venetobags.com Products: Ladies Handbags.

Brands: KS 18, Marco Fabrinni, Rachel, Veneto New York.

VINTAGE DÉCOR........................................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.

WORLD FAMOUS SALES OF CANADA INC. / OBUSFORME PACKS...........................200-203 333 Confederation Parkway Concord, ON L4K 4S1 Phone: 905-738-4777 Fax: 905-738-5052 Email: wfsales@worldfms.com wfkeith@worldfms.com Web: www.worldfms.com/newproduct/index.php www.obuspacks.com/products.php Products: ObusForme, the scientifically Superior Backpack. Ergonomically designed to provide comfort and style so that you can enjoy your backpack experience. Engineered to make the load on your back feel lighter.

Brands: North 49, ObusForme Packs, World Famous.

YELLOWSTONE TORONTO INC..........733-739 1572-1574 The Queensway Avenue Toronto, ON M8Z 1T5 Phone: 416-251-0606 Fax: 416-251-0828 Email: yellowstonetoronto@rogers.com Products: Fashion Jewelry and Handbag Importer.

Brands: Bosalina, KMQ, Yes.

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

Brand Listings Brand Name.................................................Exhibitor AC/DC...................................................................Calego International Inc. Accessory Designs..............................................ACI Brands Inc. Air Canada............................................................Holiday Group Inc. Airflex.....................................................................Heys International Ltd. Airlite......................................................................Heys International Ltd. Ameribag..............................................................Fashion Import Ltd. American Tourister................................................ACI Brands Inc. American Tourister................................................Samsonite Canada Inc. Amy Butler............................................................Rich Brands Andrew Marc........................................................ACI Brands Inc. Anna Handbags...................................................Anuschka Handbags /

The Basu Group Inc. Anne Michelle.......................................................Delight Marketing Inc. Antler.....................................................................Fashion Import Ltd. Anuschka Handbags...........................................Anuschka Handbags /

The Basu Group Inc. Aquastop..............................................................Paris Glove of Canada Ltd. @work®...............................................................Briggs & Riley Travelware Atlantic..................................................................Holiday Group Inc. Auclair...................................................................Paris Glove of Canada Ltd. Auslini....................................................................Auslini Inc. Austin House........................................................Holiday Group Inc. Back2You..............................................................Fashion Import Ltd. Baggallini..............................................................Fashion Import Ltd. Bagman/Urbin......................................................Cabrelli Inc. Bakugan................................................................Calego International Inc. Balanzza...............................................................Fashion Import Ltd. Ballistica-Lite 2......................................................Heys International Ltd. Bally Total Fitness.................................................ACI Brands Inc. Bamboo................................................................Delight Marketing Inc. Barbie....................................................................Calego International Inc. Baseline®.............................................................Briggs & Riley Travelware Batman.................................................................Calego International Inc. BeauSac...............................................................Remo Imports Ltd. Bebe......................................................................Fashion Import Ltd. Belle Hop..............................................................Fashion Import Ltd. Belvah...................................................................Berrita In Leather Fashions Inc. Benetton................................................................Fashion Import Ltd. Berrita....................................................................Berrita In Leather Fashions Inc. BERTOTTI.............................................................Bertotti BERTOTTI.............................................................First Creative Accessories Inc. Biacci Leather ......................................................Sisbro Creations Big Buddha...........................................................Global Shoe Connection Inc. Black Label...........................................................Samsonite Canada Inc. Black Label by La Diva.........................................Papillon International Inc. Bon Voyage..........................................................Samboro Luggage

(Canada) Corp.

Bongo...................................................................Ugo Sac Import Ltd. Bosalina................................................................Yellowstone Toronto Inc. BRX™....................................................................Briggs & Riley Travelware Buffalo...................................................................Ugo Sac Import Ltd. Buffalo David Bitton..............................................CBM Inc./ Meade Ray Int'l Bugzip™................................................................Clear Image

Marketing and Promotions Inc. Buxton...................................................................ACI Brands Inc. 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. Canadian Breast Cancer Foundation Pink Ribbon.......................................Eye Spy Accessories Inc. Canadian Traveller................................................JBG International "Carlo ""G"" "...........................................................Joseph & Josef Imports Inc. Carlos Santana.....................................................Tiffany Handbags (Ro-el Group)

Brand Name.................................................Exhibitor Carlton...................................................................Carlton Luggage (Ro-el Group) Cars.......................................................................Travelway Group Int'l Inc. Cars 2....................................................................Travelway Group Int'l Inc. Cash Allure...........................................................Paris Glove of Canada Ltd. CCM......................................................................Travelway Group Int'l Inc. Cela New York......................................................Global Shoe Connection Inc. Chateau de Versailles PARIS...............................Neo Port Inc. Chenson...............................................................Chenson Inc. Chocolate New York.............................................Cabrelli Inc. Christopher Kon...................................................Christopher Kon Club Rochelier......................................................CBM Inc./ Meade Ray Int'l Co-Lab..................................................................Christopher Kon Coldwater Canyon................................................Travelway Group Int'l Inc. Comfyzzz..............................................................Pronto Innovations Concord................................................................Samboro Luggage (Canada) Corp.

Coors....................................................................Calego International Inc. 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. David Jones..........................................................Holiday Group Inc. De Sole.................................................................Jones York Inc. Delight...................................................................Delight Marketing Inc. Delsey...................................................................Samboro Luggage (Canada) Corp.

Derek Alexander ..................................................Derek Alexander Group Inc. Design Go Travel Accessories.............................Clear Image Marketing and

Promotions Inc. Diane Von Furstenberg........................................Fashion Import Ltd. Dickies..................................................................Calego International Inc. Dionite...................................................................Remo Imports Ltd. Disney...................................................................ACI Brands Inc. Disney...................................................................Global Way Accessories Inc. /

Travelway Group Int’l.

Disney...................................................................Heys International Ltd. Dissona.................................................................Benchmade Leatherworks Inc. Dopp.....................................................................ACI Brands Inc. Dora......................................................................Calego International Inc. Dritex.....................................................................Paris Glove of Canada Ltd. Dry-tech................................................................Paris Glove of Canada Ltd. Due Fratelli............................................................H & V Leathergoods EA Sports..............................................................Samsonite Canada Inc. Eagle Trail..............................................................Remo Imports Ltd. Ecko......................................................................Holiday Group Inc. Edgar & Sooky.....................................................Joanel Inc. Ellen Tracy.............................................................ACI Brands Inc. Emma....................................................................Outsource Aim Imports Inc. Epac......................................................................Heys International Ltd. Epol Bag...............................................................Crystale Jewellery Inc. Esprit.....................................................................ACI Brands Inc. Everlast for Her.....................................................ACI Brands Inc. Everlast for Him....................................................ACI Brands Inc. Everlast Sport.......................................................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....................................................................Travelway Group Int'l Inc. Filson.....................................................................Standard Apparel Inc. Fina.......................................................................ACI Brands Inc. Fly Lite Hybrid.......................................................Heys International Ltd. Force 10................................................................Paris Glove of Canada Ltd. Foxy.......................................................................Holiday Group Inc.

Spring 2011 37

Brand Listings Brand Name.................................................Exhibitor Freebird.................................................................Tiffany Handbags (Ro-el Group) Fullum & Holt........................................................Fullum & Holt Fulton Umbrellas..................................................Fulton Umbrellas (Canada) Ltd. Gabliana Cole.......................................................Jones York Inc. Get Fresh..............................................................In & Out Station Inc. GLANOR...............................................................Glanor LLC Glee.......................................................................Calego International Inc. Go Fresh...............................................................In & Out Station Inc. Green Lantern.......................................................Calego International Inc. Griffin.....................................................................Eye Spy Accessories Inc. GUESS..................................................................ACI Brands Inc. Guess Luggage....................................................Clear Image Marketing and

Promotions Inc. Gussaci Bag ........................................................Crystale Jewellery Inc. Hadaki...................................................................Rich Brands Hampton...............................................................ACI Brands Inc. Hedgren................................................................Landau Sacamoto Inc. Hello Kitty..............................................................Calego International Inc. Heys 4WD.............................................................Heys International Ltd. HGA – Great American........................................Hedgren Bags and Travel Gear / Landau Sacamoto Inc. Hi Jean..................................................................Hi Jean Ltd. HIC – Inner City.....................................................Hedgren Bags and Travel Gear / Landau Sacamoto Inc. High Fashion........................................................High Fashion Handbags Ltd. High Sierra............................................................Holiday Group Inc. Hilary Radley.........................................................Landau Sacamoto Inc. Hockey Canada....................................................Travelway Group Int'l Inc. Hollywood The Jean People................................Ugo Sac Import Ltd. Hot Tips.................................................................Paris Glove of Canada Ltd. Hot Wheels...........................................................Calego International Inc. Hummer................................................................Calego International Inc. HUP – Utopia........................................................Hedgren Bags and Travel Gear / Landau Sacamoto Inc. HZP – Zeppelin.....................................................Hedgren Bags and Travel Gear / Landau Sacamoto Inc. iFly.........................................................................Calego International Inc. Ila Security.............................................................Abbott ILI...........................................................................Indus Leather Industries Ltd. In and Out.............................................................In & Out Station Inc. In Square...............................................................In & Out Station Inc. International Traveller............................................Landau Sacamoto Inc. Iscov......................................................................Sayan Inc. It's Happy Bunny...................................................Calego International Inc. Izod.......................................................................London Mist by Ro-el

(Ro-el Group) J World Sport........................................................Landau Sacamoto Inc. Jack Georges.......................................................Jack Georges, Inc. JAK'S.....................................................................Jak's Importation Ltd. JBG.......................................................................JBG International Jersey Shore.........................................................Calego International Inc. Jessica Simpson..................................................ACI Brands Inc. Jetstream..............................................................Travelway Group Int'l Inc. Jimeale..................................................................Holiday Group Inc. 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. Jouni Exclusive.....................................................Moda Scandinavia Ltd. Jouni Heinonen Design Finland...........................Moda Scandinavia Ltd. Jump.....................................................................Travelway Group Int'l Inc. Justin Bieber.........................................................Ugo Sac Import Ltd. K & J Collections..................................................A Beautiful Gift 38 Travel Goods, Fashion & Accessories Magazine

Brand Name.................................................Exhibitor Karen Wilson.........................................................Karen Wilson Handbags Karmichael............................................................Karen Wilson Handbags Kenneth Cole........................................................ACI Brands Inc. KGB Black Label..................................................Landau Sacamoto Inc. KGB Company.....................................................Landau Sacamoto Inc. KGB Sport.............................................................Landau Sacamoto Inc. KGB Studio...........................................................Landau Sacamoto Inc. Kiss.......................................................................Calego International Inc. KMQ......................................................................Yellowstone Toronto Inc. Knirps....................................................................Holiday Group Inc. Knomo..................................................................ISA of Canada / Ron Ste Marie Knomo..................................................................Knomo Koltov....................................................................Cabrelli Inc. KS 18.....................................................................Veneto Imports Ltd. La Diva..................................................................Papillon International Inc. Lalaloopsy.............................................................Calego International Inc. Land......................................................................Colombian Leather House Leighton................................................................London Mist by Ro-el

(Ro-el Group) Le Sportsac...........................................................Fashion Import Ltd. Lewis n’ Clark........................................................Fashion Import Ltd. Life/style................................................................Paris Glove of Canada Ltd. Lipault....................................................................ISA of Canada / Ron Ste Marie Lipault....................................................................Valeaze Inc. Liquid Boardwear.................................................Ugo Sac Import Ltd. Littlest Pet Shop....................................................Calego International Inc. London Mist..........................................................London Mist by Ro-el

(Ro-el Group) M&M’s...................................................................ACI Brands Inc. MAC......................................................................MAC Mancini..................................................................Mancini Leather Goods Inc. Maple Leaf Travel Accessories............................ACI Brands Inc. Marco Fabrinni......................................................Veneto Imports Ltd. Mattel....................................................................ACI Brands Inc. McBRINE..............................................................Eye Spy Accessories Inc. McKlein.................................................................McKlein Company LLC Men’s & Women’s Health....................................ACI Brands Inc. Metro.....................................................................Kosca International Company Ltd. Millennium.............................................................Travelway Group Int'l Inc. Mirafil.....................................................................Paris Glove of Canada Ltd. Miss Caprice.........................................................Sayan Inc. Miss MAK DESIGNS............................................H & V Leathergoods Molson..................................................................Calego International Inc. Mondani New York...............................................Cabrelli Inc. Monk’s Studio.......................................................Paris Glove of Canada Ltd. Monster High........................................................Calego International Inc. Mouflon.................................................................Joanel Inc. Mr. Men Little Miss................................................Calego International Inc. Mypakage.............................................................Rampion Enterprises Nahanni.................................................................Paris Glove of Canada Ltd. Nautica..................................................................ACI Brands Inc. Nautica..................................................................Fashion Import Ltd. New Balance........................................................Holiday Group Inc. NHL.......................................................................Travelway Group Int'l Inc. Nicci......................................................................CBM Inc./ Meade Ray Int'l Nike Golf...............................................................ACI Brands Inc. Nine West..............................................................ACI Brands Inc. North 49................................................................World Famous Sales

of Canada Inc. Northern Duck......................................................Samboro Luggage

(Canada) Corp.

Northern Traveller..................................................ACI Brands Inc. Northwest Passage..............................................Travelway Group Int'l Inc. Nygard..................................................................Holiday Group Inc. ObusForme Packs...............................................World Famous

Sales of Canada Inc.

Brand Listings Brand Name.................................................Exhibitor OGIO.....................................................................Rampion Enterprises Ora Originals.........................................................Eye Spy Accessories Inc. Osgoode Marley...................................................ISA of Canada / Ron Ste Marie Osgoode Marley...................................................Osgoode Marley P & D Designs......................................................P & D Designs Inc. Pacific....................................................................Fashion Import Ltd. Parinda..................................................................McKlein Company LLC Paris......................................................................Paris Glove of Canada Ltd. Paul Frank.............................................................Calego International Inc. Pedano..................................................................Pedano by Ro-el (Ro-el Group) Pedano by RO-EL................................................Pedano by Ro-el (Ro-el Group) Pedano Crew........................................................Pedano by Ro-el (Ro-el Group) Pedano Metro.......................................................Pedano by Ro-el (Ro-el Group) Penguin.................................................................Eye Spy Accessories Inc. Perfect Solutions...................................................ACI Brands Inc. Perry Ellis...............................................................Fashion Import Ltd. PGA Tour...............................................................ACI Brands Inc. Piquadro...............................................................Fenisa Brands Collection Inc. Playmarket Go-3...................................................Playmarket Canada /

DBA: Distribution Polti Playmarket Go-Two..............................................Playmarket Canada /

DBA: Distribution Polti Playmarket Go-Up................................................Playmarket Canada /

DBA: Distribution Polti Point Zero..............................................................Ugo Sac Import Ltd. Pokemon...............................................................Calego International Inc. POW......................................................................Rampion Enterprises Power Rangers.....................................................Calego International Inc. Princess................................................................Travelway Group Int'l Inc. Puccini..................................................................Mancini Leather Goods Inc. Queros..................................................................Colombian Leather House Rachel...................................................................Veneto Imports Ltd. Rainkist..................................................................London Mist by Ro-el

(Ro-el Group) Rampage Handbags...........................................Cabrelli Inc. Rasleeni................................................................JBG International Reebok..................................................................Travelway Group Int'l Inc. Renwick.................................................................Travelway Group Int'l Inc. Revolution.............................................................Heys International Ltd. Ricardo Beverly Hills.............................................Landau Sacamoto Inc. RIMOWA...............................................................Rimowa North America Inc. Rochelier...............................................................CBM Inc./ Meade Ray Int'l RO-EL...................................................................Ro-el (Ro-el Group) Room It Up!..........................................................Holiday Group Inc. Roots.....................................................................Holiday Group Inc. Roots.....................................................................CBM Inc./ Meade Ray Int'l Runner’s World.....................................................ACI Brands Inc. Sac O Grande.......................................................Outsource Aim Imports Inc. Sacsibo.................................................................Remo Imports Ltd. Samboro...............................................................Samboro Luggage

(Canada) Corp.

Sammies by Samsonite.......................................Samsonite Canada Inc. Samsonite.............................................................Samsonite Canada Inc. Santi .....................................................................Benchmade Leatherworks Inc. Saress...................................................................Canadian Gift Concept Corp.

Sarina....................................................................Lapuika Inc. Sharper Image......................................................ACI Brands Inc. Sherpani................................................................Holiday Group Inc. Siamod..................................................................McKlein Company LLC Sidekicks...............................................................Canadian Gift Concept Corp.

Simon Chang........................................................Sayan Inc. Sisley.....................................................................Fashion Import Ltd. Skechers...............................................................Global Way Accessories Inc. /

Travelway Group Int’l.

SKROSS...............................................................Travelway Group Int'l Inc.

Brand Name.................................................Exhibitor Smart Bags...........................................................ACI Brands Inc. Snakeskin.............................................................Heys International Ltd. Sondra Roberts....................................................Sondra Roberts /

Collections of Canada Soprano................................................................Bertotti Soprano ...............................................................First Creative Accessories Inc. Spare Soles..........................................................Fashion Import Ltd. Spibelt...................................................................Clear Image Marketing and

Promotions Inc. Spiderman............................................................Calego International Inc. Spikes & Sparrow By Jack Georges...................Jack Georges, Inc. Sportline................................................................ACI Brands Inc. SR Squared..........................................................Sondra Roberts /

Collections of Canada Sunny Feet............................................................Delight Marketing Inc. Swiss Athletics......................................................Calego International Inc. Swiss Gear............................................................Holiday Group Inc. Swiss Travel Products..........................................Travelway Group Int'l Inc. Sydney Love Bags & Accessories.......................Beacon Distributors T.O. Leather Fashions...........................................T.O. Leather Fashions Ltd. The Beatles...........................................................Calego International Inc. The First Avenger..................................................Calego International Inc. The Sak.................................................................Tiffany Handbags (Ro-el Group) THE TREND..........................................................Lugano Imports Inc. The Who................................................................Calego International Inc. Thomas & Friends................................................Calego International Inc. Thor.......................................................................Calego International Inc. Tiffany Handbags.................................................Tiffany Handbags (Ro-el Group) Tiger Woods Golf..................................................ACI Brands Inc. Tilley Endurables..................................................Tilley Endurables, Inc. Tinkerbell...............................................................Travelway Group Int'l Inc. Tokidoki.................................................................Fashion Import Ltd. Tomken Leather....................................................JBG International Tommy Hilfiger......................................................ACI Brands Inc. Toscane.................................................................Sayan Inc. Toy Story................................................................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 Travelpro...............................................................Holiday Group Inc. Tuck*Aways .........................................................Outsource Aim Imports Inc. Tuscan's................................................................Papillon International Inc. Ugo Santini...........................................................Joanel Inc. Umi........................................................................Umi Designs (Ro-el Group) Valeo.....................................................................ACI Brands Inc. Va-Rouje...............................................................Berrita In Leather Fashions Inc. Veneto New York...................................................Veneto Imports Ltd. Verb™....................................................................Briggs & Riley Travelware Via Rail Luggage..................................................Landau Sacamoto Inc. Victorinox Swiss Army .........................................Throat Threads Apparel Viola.......................................................................Lapuika Inc. Vivianna Modern . ................................................1 + 1 Ltd. Wenger..................................................................Holiday Group Inc. WestJet.................................................................Samboro Luggage (Canada) Corp.

Will.........................................................................ACI Brands Inc. World Famous......................................................World Famous Sales of Canada Inc. Xcase....................................................................Heys International Ltd. Xcase-XL...............................................................Heys International Ltd. XOXO....................................................................Tiffany Handbags (Ro-el Group) Yes.........................................................................Yellowstone Toronto Inc. Zhu Zhu Pets........................................................Calego International Inc. Zipit.......................................................................Cabrelli Inc.

Spring 2011 39

40 Travel Goods, Fashion & Accessories Magazine

Marketing e ee

Building Trust with Relationship Marketing

By Steve Rae

How many times have you caught yourself pushing the newest products down the throat of an unsuspecting customer? How many times has your sales manager devised 'the latest promotion' to help make sales quota, tying your success to the number of people you can shoehorn into a sale. How did that work for you before, and how is it working now?

Have you been witness to the change in your customer? The days of forced push sales are passing. Today’s consumers are savvy and won’t accept what you’re trying to sell unless it has relevance to their situation.

A lesson from Herb

If you remember the classic television show WKRP, then you more than likel y remember H erb Tarlek. He was the stereotypical salesman who believed in fast talking, shooting from the hip, and doing anything to make a sale. White belt, white loafers, slimy, sleazy – you know the type. Truth is, Herb Tarlek is the antithesis of authentic, and any time you fall into that old pattern of sales, you lose authenticity and risk alienating your customers.

Look at it this way: the world is changing its stripe and colour. The pendulum has now swung down through the generation that was all about “me” and into a whole new era of social conscience. In 1953, voices rang out like prophets in the wilderness, declaring, “We’re tired of the regimentation and conformity of a generation caught up in World War II!” J.D. Salinger and his Catcher In The Rye sold 20 million copies and Jack Kerouac's On The Road sold 22 million copies. These were voices that trumpeted the change about to over take the world; men and women who needed to break away from the civic minded attitude. This was a generation led by the Beatles and the British Invasion who paved the foundations for an idealist 'do your own thing” generation.

But that was then, and this is now. The pendulum has swung fully through into a new civic cycle, and the new sound is 'real'. Now, the voice of the generation is Coldplay singing, “Am I part of the cure, or am I part of the disease?” or Norah Jones crooning, “Left you at the house of fun, don’t know why I didn’t come.”

Recognizing this, the question becomes whether or not you continue to try the worn out, hackneyed methods that worked for an entire 40-year generational cycle, or if you are willing to try to approach people in a different way – one that probes consumers' felt needs and stops answering the questions no one is asking.

Will you show some transparency? Will you display your weaknesses? Today’s consumer needs to see those honest traits in order to build trust.

Pull vs. push

The days of pushing a customer into the product or service you want to sell are finished. A look at how Dove and Old Spice are selling their products to modern consumers reveals real insight. Dove's Real Beauty and Old Spice's The Man Your Man Could Smell Like campaigns have increased sales of their products dramatically without pushing a single thing. With YouTube hits nearing 12 million for Dove and 22 million for Old Spice, viral marketing is pulling people to their cause, and selling goods as a byproduct.

The difference is people are choosing to watch their advertising instead of being forced to watch.

Think of how you feel when a telemarketer calls you at an inopportune time; that aversion, that gag reflex, that can’t-waitto-shut-them-down feeling. That is exactly what your customers are feeling when you try to push a sale.

The rise of the relational customer

There are basically two types of customers: transactional and relational.

A transactional customer is one who is interested in the short term, and therefore bases every decision on price and the fear of paying too much. They consider themselves an expert on the latest trends, materials and fashions, and therefore neglect to

“Will you show some transparency? Will you display your weaknesses?

Today’s consumer needs to see those honest traits in order to build trust….The days of pushing a customer into the product or service you want to sell are finished.”

Spring 2011 41

e ee Marketing

“Even though relational customers make up only about 50% of all shoppers, they represent much higher closing ratios and much higher profit margins.” f a c to r t h e c o s t o f re s e a rc h a n d comparison shopping into the total cost they are willing to pay.

A relational customer, on the other hand, is interested in the long term.

They don’t enjoy comparison shopping, but instead choose to seek out experts to help them with their purchase. They consider advice received as part of the cost, and they consider the present transaction to be one in a series of many.

So who would you rather work with: the customer who tries to beat you down on price, or the customer who is only looking for a fair deal?

Unfortunately, you see a lot more of the transactional customers because they are willing to scout out their next handbag or luggage set from a number of retailers before making a final purchasing decision. And because you see them more often, you are lulled into the mistaken impression

they match your t ypical customer profile.

The relational customer, however, comes in for a much shorter period of time, doesn’t haggle, and makes the purchase so painless you forget about them as part of your typical customer profile. However, because all your energy goes into ser vicing the t ra n s a c ti o n a l c u sto m e r, yo u a l s o usually spend most of your ad dollars tr ying to at tract the transactional customer. That’s why we see such a proliferation of price and item ads aimed at attracting them.

Even though relational customers make up only about 50% of all shoppers, they represent much higher closing ratios and much higher profit margins.

So who are you targeting?

Building the relationship

T h e n e w a n c h o r s of re l a t i o n s h i p marketing are these:

• Felt need: a desire in the heart of the customer. To speak to an unfelt need is to answer a question that no one was asking.

• Relevance: a message needs to have relevance. It needs to speak to a felt need.

• Credibility: a message has to have credibility to the degree it is believed.

• Authenticity: being what you say you are.

• Transparency: showing your dirty laundry. Admitting a downside rather t h a n i g n o r i n g i t . Tr a n s p a r e n c y increases credibility.

Relationship marketing is a process that takes time and effort. It is not a series of unconnected events. It is typically defined by the stage in the process that a customer is in. We call it Touch Point Stacking. Ever y touch point with a customer must be of a consistent quality to build a relationship.

Visit us at LLHA: Booths 419-421

Joseph & Josef Imports 111 Esna Park Dr. #4, Markham, Ontario L3R 1H2 T: 905-752-0475 F: 905-752-0476 josephandjosefimports@rogers.com 42 Travel Goods, Fashion & Accessories Magazine CarloGad_spring_2011.indd 1

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Marketing e ee

You stack one interaction on top of another to build a h i g h l e v e l o f c u s to m e r satisfaction and profitability.

Tracking your customers

Every one of your customers – from the cold prospect to the transactional and beyond – is at a different stage in the buying process. Recognizing the point in the cycle that your customer is in determines the style of contact you must make. As an already established customer of your store, a simple phone call, email or letter may be all it takes to keep them interested and engaged in what you have to sell.

If a customer makes c ontact w ith you, either through a website, an email, direct contact by phone, or in person, what do you do to deepen that relationship?

Sure, you provide the information they are seeking, but any hesitancy or inaction on your part to

provide ex tra value fails to move the relationship along.

S e e k fe e d b a c k f ro m t h e m, send them a welcome message or an unexpected thank you n o te, f i n d s o m e a d d i t i o n a l information to suppor t what they have been seeking from you, and – most of all – provide it without being asked.

If you can track what point of the relationship you are in with your customer, then you can b e g in to u n d e r st a n d t h e m.

When that happens, you can aim your marketing efforts at the most important points of contact.

Relationship marketing achieves a very high level of customer satisfaction and increases your profitability. And isn' t that what your sales manager was looking to achieve right from the start? e Steve Rae is a Canadian partner in the Austin Texas based Wizard o f A d s G r o u p. H e c a n b e contacted at steverae@ wizardofads.com.

Spring 2011 43

e ee On the Road

Tips for a 5-Star Trade Show This is it. Your turn to be seen. With the LLHA Trade Show in full gear, TGF&A wants this to be your most successful trade show appearance yet. Here are a few tips to make it happen...

ON THE FLOOR As most well know, working a successful booth isn't just about being seen - it's about making an impression. Whether you're planning to be on the ground floor or training your staff for their trade show debut, there are a few things to keep in mind to make the most of your LLHA Show time.

Be approachable...

This one's a no-brainer, but there's always one or two booths worked by employees who look as though they'd rather be anywhere else but there. A positive outward demeanour and a consistent show of professionalism will go a long way towards enticing attendees to learn more about what you do. In that same vein, activities like eating, drinking, checking email or excessive chatting with staff can give the impression that you are too busy or distracted to entertain inquiries. Above all, remember that the only time your booth should be left unattended is in the case of a fire alarm or at the end of the show. ...but don't be pushy There's a distinct difference between effectively engaging passersby, and being a pushy salesperson. The former will bring people to your booth, while the latter could cause attendees to skip your aisle altogether. It's important to let people feel comfortable about exploring the booth on their own terms without fear of being caught in a sales pitch or becoming an unwilling participant in a flashy promotion. Be inviting, be interesting, be available, and you'll get the crowds.

Ask the right questions Now that they're in your booth, it's your chance to make an important business connection. Instead of typical sales questions like “How can I help you”, try engaging potential 44 Travel Goods, Fashion & Accessories Magazine

clients with leading questions that get them thinking about your product and how it can benefit them. Something as simple as “Have you seen our latest line?” can be enough to spark interest, while asking them about their trade show visit will lower their guard.

Get the card This is a biggie. After investing all your time and resources into pulling off a successful show, make sure you don't let potential customers leave without trading business cards. After all, just because the show may be over, it doesn't mean the job is done.

THE FOLLOW-UP Before those leads turn cold, it's up to you to put yourself and your business on the line and engage in one of the more intimidating parts of business relations: the sales call.

Whether you're going in cold, or following up on a warm lead, here are some key strategies to make the call count.

Polish your opening You can smell a sales pitch from a mile away, so count on your potential clients having that same skill. Begin your sales call with a short and personal introduction, followed by a brief statement stating who you represent. It's alright to rehearse an opening, but remember the more natural you sound, the more likely your prospect won't look for the first reason to excuse themselves off the line. In short: be friendly, and give them just enough information to keep them interested. Says Tom Hopkins, an international sales trainer and speaker: “Your greeting should err on the side of formality. Begin with Mr., Mrs. or Ms, as in 'Good morning, Mr. Smith.' or 'Good evening, Mrs. Jones.' Everyone else says, 'Hello.'

Be different. Be professional.”

On the Road e ee

Respect their time After you've exchanged initial pleasantries, it's tempting to jump headlong into your pitch. Before you do, take a moment to thank them for their time. Odds are, you'll be catching your prospect during a business day or (even tougher) at home.

Acknowledging this, and assuring them you don't intend to dominate their time, will help warm them up to what you have to say.

Focus your message Before you even pick up the phone, you should have an idea of what it is your prospect does, their business challenges, and where your product or service fits best within their organization. Once you have their attention, make your message count by relating your product to your prospect's felt needs and desires. A laundry list of features, price points and company slogans don't carry much weight if they are delivered out of context. Instead, focus on implied benefits and what those features mean to your prospect specifically. Notes Hopkins: “It's best if you can provide the purpose within a question like: 'If we can show you a way to improve the quality of your product at a lower cost, would you be interested to know more?'”

Schedule an appointment They've let you speak and even shown interest by asking a few questions. Now what? It's time to move the process along by scheduling another call or, even better, a face to face meeting.

When you sense that the they're willing to agree, take the reigns when it comes to planning; offer a specific time and location instead of leaving it up to them to get back to you (p.s. they probably won't). Suggests Susan Ward, a small business consultant with About.com, “Say, 'Would Wednesday at 11 a.m. be a good time to meet?' instead of saying, 'Can I meet with you to discuss this next week?'”

Summarize and show gratitude Before your goodbyes, thank your prospect for listening and making themselves available to meet. More importantly, notes Hopkins, “Tell them how much preparation you'll do in order to make the best use of the time you'll share. Give them your contact information this way: 'If anything else comes to mind that I should be aware of prior to our meeting, please contact me at (212) 555-1212.'”

Follow Up Stay top of mind by sending a brief email summarizing your call and your desire to learn more about what they do and where your service or product can fit into their business. It's likely you're not the only one making contact, so anything you can do to differentiate yourself before and after a call will help immensely in getting the business.

Make friends with the gatekeepers Not every call you make is going to put you in touch with the main decision makers. In fact, get used to speaking to assistants, secretaries, second-in-commands and high ranking employees who are probably quite adept at deflecting less refined sales people away from their bosses. Understand that these people can be your 'inside champions' and separate yourself from the pack by showing them the same level of respect and professionalism that you would show their superiors. Do so, and the odds of your message getting through will increase tenfold. Remember, they want to be the ones to bring the best opportunities to the company, but they won't budge if they sense they're letting someone they don't trust through the door.

Keep at it You are going to be rejected - get used to it. Sales is a 100% numbers game, and there's a direct correlation between success and the quantity of sales calls one makes. According to All Business, “Eighty percent of new sales are made after the fifth contact, yet the majority of salespeople give up after the second call. Follow up and keep calling. Persistence pays off.”

For all the nuances and possible pitfalls, it can seem as though sales calls are more hassle than they're worth. The number one thing, however, is to relax. As most are quick to shoot down salesperson, most are also willing to give anyone at least one chance to make their pitch provided that you are personable, knowledgeable and creative in doing so.

Af ter months of prep work, sourcing new products, promoting to the buyers, enduring early morning meetings, late night strategy sessions, show move-in and more, the LLHA show is finally open for business. How will you make the most of your time in the booth, and during those all-important sales calls afterwards? e *Quotes reprinted with permission of Tom Hopkins International.

First published: Entrepreneur.com. Tom Hopkins has been helping business people serve more clients, more professionally, since 1976. To learn more, visit: www.tomhopkins.com/blog.

ADVERTISERS INDEX Thank you for participating in the Spring 2011 LLHA Show Edition issue of TGF&A! Anuschka Handbags/ The Basu Group Inc.

905-266-0525 anuschkaleather.com

Calego International Inc.

514-334-2117 calego.com

27

Canadian Gift Concept

905-738-4804 cgconline.ca

31

4

Clear Image Marketing & Promotions Inc.

905-689-3123 clearimagemarketing.ca 12

Derek Alexander Group Inc.

888-252-0006 derekalexanderleather.ca 13

Fashion Import Ltd.

514-270-6540 fashion-import.com

Fenisa Brands Collection Inc.

905-669-8762 piquadro.com

29 9

Fossil Canada

905-760-2615 fossil.com

5

Fulton Umbrellas (Canada) Ltd.

416-661-3493 fultonumbrellas.com

11

G.F-T Enterprises

888-359-9355 nojetlag.com

42

Heys International Ltd.

905-361-4000 heys.ca

IFC

Holiday Group Inc.

866-325-0660 holiday.ca

IBC

Johnston & Murphy

615-367-8207 johnstonmurphy.com

43

Joseph & Josef Imports Inc.

905-752-0475 —

42

Landau Sacamoto Inc.

800-295-7287 landausacamoto.ca

7

Moda Scandinavia Ltd.

416-822-7435 jouniexclusive.com

20

OutSource Aim Imports

450-510-3928 sacogrande.com

11

Rich Brands

905-532-5708 kalencom.com

19

Rimowa

519-653-1445 rimowa.com

21

Samboro Luggage (Canada) Corp. 905-305-1888 samboro.ca

17

Samsonite Canada Inc.

800-265-4933 samsonite.ca

OBC

Throat Threads Apparel

877-717-7466

Travelway Group Int’l Inc.

800-647-3130 travelwaygroup.com

33

Ugo Sac Import Ltd.

514-382-4271 —

20

throatthreads.com

24

Spring 2011 45

e ee Industry News & Views

Landau Sacamoto Distributing J World Sports Fresh from the halls of the Chicago Trave l Goods show, Landau Sacamoto is pleased to announce that we will now be distributing the fresh and lively collection of J World Sport backpa cks, duffels and sport bags for the Canadian market.

Look for distinctive prints, good quality and stylish inn ovation.

ilestone a nd aches M unded in 1950, e R t r o p o F port has Im .

5 n Im 2 Fashio turning Fashion , is 6 rt 8 o 9 1 p Im n in ident of Fashion an Urma dustr y. “As pres ri B y b d e r e in purchas all of ou tay in th to thank a mains ars. become port, I would like er the last 25 ye p v to o Im rt n u o o io een r su p p Fash for their always b survive s rs ly a e n h o m rs t to e o c us us to n custom r d u e to do o w n o to la ll d we p y has a n Service g a te , e a c tr s etpla This gh mark an. priority. r in a tou ome.” says Urm s at the e p s ro p c attendee but s to e it rs v a e in y s y rt n o a y in their n Imp so for m k tail part , Fashio c te o c ra ests a b r le em fo To ce 11th. Gu to join th n Monday April w o h .

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H & V Le athergo ods Mak H & V Le es a Mo athergoo ve ds has m with bran oved into d new offi a brand n ces and us at: 96 ew factory sh 00 Blvd. , Saint-Lau owrooms. You ca Montrea n now fin rent, Suit l, QC H2 d e 110 N 1R2

n to G if t S h ow th e To ro e LLHA in th t nd s n a in c ip Jo p ri n g a Abbott lo n g ti m e p a r ti o w in s h ce n S ra n a o a o c ia ti t appe s s rs A b b o tt, fi A e ir re e th c e th r t of b le w a announ een pa a n d Ta b to y s tr d a s e h u s le a o r In d b b o tt fa ll, is p h o w. A m e D é c te d w it h S o H A & n a t th e LLH ri c a n G if tw a re n p re s e p li e r of as bee me h A up S d th n r A a o T N 'C G ye a rs rd a 0 w 6 w in n in g a r y e u d u s tr fo r o v ri n g o r in b s nd to u n io s ti g e p la p r ic e a , th e p re ti m e s. W t s e le c ti o n , A e IL re f o th ' r uc c ti o n th e Ye a of p ro d s. in tro d u e n r ri o u o ti s o a s h e A w it el acc c o m b in v a LLH ! tr tt e o ty th b to Ab e c u ri s e r v ic e li n e of s n d s ay h e ll o to w e n g a in 0 2 - 4 01 a n exc it b o o th 3 to e m o C

Roots Adds Explorer Collection 2011 sees the introduction of a new collection of ticket wallets for the seasoned traveler. The “Explorer Collection”, like the Roots brand, caters to the true Canadian at the heart of all of us. This pleather collection is adorned with the classic Roots ecru stitching, and fine quality synonymous with the Roots brand. The tattered and vintage suitcase box tells the story of the road less traveled. It is finalized with the iconic image of the Maple Leaf located on a luggage tag, adding to the Canadian theme of the collection.

Roots' Explorer collection is available now in select stores across Canada for a limited time only. Retails range from $50.00 - $55.00.

46 Travel Goods, Fashion & Accessories Magazine

s Promotion eting and rk a M e g a Clear Im ew Brands ns has Acquires N nd Promotio a g tin e rk a eM ccessories, Clear Imag Go Travel A to ts h r Ca nada. g ri e BugZip™ fo d n acquired th a lt e Ib P ing new gage, S e the follow Guess Lug m o lc e w d T he to o like ociates, an It would als er and Ass g n le a D s: cie sales agen o m. o R le p m a S

Sac O Grande Welco mes New Agents OutSourceAim Impo rts, the makers of Sa c O Grande and Emma Handbags, are pleased to introd uce their new sales agents: Mr. J.C . Roy (j.c.roy@symp atico.ca) in Northern Ontario, an d Mr. Gary Rideout (gary.rideout@ sympatico.ca) in South Western Ontario.

OutSourceAim Impo rts is also looking for a dynamic and professional ag ent to represent the Central Ontario Region. The territo ry includes: Toronto, Mississauga, Oakville, Brampton, Ric hmond Hill and Barrie . Experience in the handbag busin ess is an asset! Kindly send your CV to info@sacogrande.c om.

s Reps e w o rl d ’s ks Sale e e S p e of th d ay Grou c. is o n re rs a n Travelw G ro u p In t’l In fu l m a n u fa c tu , s d in k s y s a of a ll s Trave lw d m o s t s u c c e g a a b u cas l and an ggage or t and la rg e s t lu p s d f , o s to rs u ff le ags an d is tr ib u b a c k p a c k s, d , handb s e o W li . o s tf r e e, po p p li lu g g a g es and s hool su s e c a l s a fc d e S n ri a nar y nced o b a g s, b e ti i r ta rs e s e p and f o r e x e n d e n t c u s to m n , w a ll e ts, enings p o tc h e w a e r in d e p e hav s to c o v lb e r ta , S a s k a n d th e e v ti ta n a e , A R e p re s e GTA ), lu m b ia fo r w a rd is h C o o (O u ts id e th to r o in: B r it ri n o ta ti n a O a, u p.c o m fo rm M a n ito b . F o r m o re in @ trave lw ayg ro s h e M a ri ti m m a il to: w a s s im ,e V C r u o y

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