Seaside Retailer - May/June 2023

COVER

A small favor with BIG results

For the last four years, Seaside Retailer has been providing retailers like you with highly relevant content specific to owning and operating brick-and-mortar stores that specialize in beach, coastal and nautical merchandise.

We’ve striven to ensure that each issue provides valuable advice, inspiration and new product ideas specific to the kinds of stores you operate, including gift shops, souvenir stores and boutiques primarily located in coastal areas. We repeatedly get positive feedback from this unique group of retailers who tell us how many new ideas and vendors they found as a result of reading the magazine.

Are you one of those retailers that eagerly await the new issue arriving in your mailbox? When you receive it, do you flip through the pages immediately and bookmark pages to turn back to? If you answered yes to either of those questions, then we want to make sure your subscription is up to date.

The U.S. Post Office requires our records to be updated annually to maintain our postage rates. Taking a couple minutes to confirm your subscription details helps us ensure that you will continue receiving the magazine. Even if you are currently getting the magazine and never had a subscription interruption, we still need your help to verify your subscription information.

One of the great things about our award-winning magazine is that subscriptions are complimentary to retailers who qualify — retailers who specialize in merchandise that is beach, coastal and nautically themed. Your willingness to keep your subscription current ensures that we will be able to keep our costs down and continue to provide all the great content you have come to enjoy from us free of charge.

Before you continue reading the rest of this new issue, please go to www.seasideretailer.com/ subscribe. There you have the option to “Start a New Subscription” or “Renew Existing Subscription.” New subscribers will select the first option. Anyone who received the issue in the mail can select the second option. You will be asked for your subscription number, which can be found on the mailing label on the cover of this issue. When you hit submit, you will be taken to a screen to verify your information or make updates to your subscription record. It only takes a minute.

I hope you will be able to continue enjoying all that the publication has to offer by taking these small steps to renew or subscribe. We really appreciate you and want to provide you with a quality publication you can rely on. I also encourage you to start a new subscription to our sister publication, Souvenirs Gifts & Novelties, by visiting www.sgnmag.com/subscribe.

Thank you for being part of our dynamic community of retailers. I hope you enjoy this issue and many more to come.

Karen Carr Publisher & Creative Director karen@breakwallpublishing.com 330-591-2575

Kristin Ely Executive Editor & Conference Director kristin@breakwallpublishing.com

858-684-7744

Katie Turner Business Development Manager katie@breakwallpublishing.com 219-206-1140

Caroline Risi Managing Editor caroline@breakwallpublishing.com 610-209-9881

Jamie Winebrenner Sales Manager jamie@breakwallpublishing.com 330-269-5875

Lee White Sales Manager lee@breakwallpublishing.com 609-415-0200

Debby Clarke Ad Production Coordinator debby@breakwallpublishing.com 856-816-6346

Gabby Pagura Accounts Receivable accounting@breakwallpublishing.com 330-368-2047

Brooke Bilyj

Contributing Editor brooke@breakwallpublishing.com

Kristen Hampshire

Contributing Editor khampshire@breakwallpublishing.com

Mary Elizabeth Williams-Villano

Contributing Editor mary@breakwallpublishing.com

Tom Borg Columnist tom@tomborg.com

Natalie Tan Columnist info@natalietan.com

Cathy Donovan Wagner Columnist cathy@retailmavens.com

Seaside Retailer is published six times a year by: Breakwall Publishing LLC 3593 Medina Rd. #117 Medina, OH 44256

Subscriptions and address changes: Seaside Retailer magazine P.O. Box 3000 Denville, NJ 07834 subscriptions@breakwallpublishing.com

Entire contents copyright 2023 Breakwall Publishing LLC. All rights reserved. Materials in this publication may not be reproduced without written permission from the publisher.

Taking a couple minutes to confirm your subscription details helps us ensure that you will continue receiving the magazine.

Hilton Head, South Carolina, gift shop owner receives top award from SBA

Jennifer Megliore, the owner of ArtWare, a Hilton Head Island-based store featuring gifts and art, has been named South Carolina’s Small Business Person of the year for 2023 by the U.S. Small Business Administration (SBA).

Megliore is among more than 50 outstanding small business owners and entrepreneurs from across the United States who are this year’s awards recipients. The winners were announced ahead of National Small Business Week, April 30-May 6.

Megliore founded ArtWare in 2000. It became the first store in the country to be named a Queen Bee Store in partnership with the Savannah Bee Co. in 2021.

“I’m so humbled and thrilled to be named South Carolina’s Small Business Person of the Year,” Megliore said. “Being a small business owner runs in my family, and I’m proud to carry the tradition. I am blessed to be a cheerleader for the 33 million Americans like me who own or work for a small business.”

“We are so proud the South Carolina Small Business Person of the Year is our very own Jennifer Megliore,” Bill Miles, president and CEO of the Hilton Head Island-Bluffton Chamber of Commerce, told The Hilton Head Sun. “ArtWare has been an active member of our chamber for 20 years, and a valuable asset to our community.”

SBA celebrates National Small Business Week by recognizing the achievements of outstanding small business owners and entrepreneurs across the United States. Winners were recognized during the National Small Business Week awards ceremony in Washington, D.C.

Coastal Connections Conference announces 2023 Keynote Speaker

The Coastal Connections Conference has announced that Dane Cohen, business development manager for the leading retail planning and analysis company, Management One, will be the keynote speaker at the 2023 Coastal Connections Conference, Oct. 22-24, at the Margaritaville Resort Orlando, in Orlando, Florida.

Cohen brings more than a decade of experience in the fashion, wholesale, and retail industry to the Management One team. Independent retail is in his blood as he formerly led the retail division of a family-owned chain of specialty department stores. As the Business Development Manager, his diverse background in leading sales and retail teams, brand marketing, events and merchandising provides him a unique and informed perspective for clients.

“We are thrilled to have Dane as the 2023 keynote speaker,” says Kristin Ely, director of the Coastal Connections Conference. “As a panelist at our last conference, his knowledge and expertise resonated with attendees who told us they wanted to hear more from him and his effective approaches to inventory management. We listened and agreed. Now attendees at the October 2023 event will have more undivided time to hear his insights into successful retail operations and get their questions answered.”

During the session, “Mastering the Inventory Game,” which will kick off the conference on Sunday, Oct. 22 at 3 p.m., Cohen will share threats and opportunities he sees facing seaside retailers and how to navigate them. The session will focus on timely strategies that coastal retailers can use to uncover cash in their business by taking a fresh look at their inventory strategy. Most importantly, retailers will learn the critical mistakes to avoid when it comes to managing inventory.

Among the many key points of the session, Cohen will highlight how to manage the perishability of your merchandise, the importance of “turn + flow,” and how datadriven forecasting can optimize sales (and cash) performance.

Attendees will walk away with actionable takeaways they can put into practice immediately, including:

• the critical mistakes to avoid in inventory management;

• how to generate more cash in your retail business; and

• the importance of proper budgeting when buying merchandise.

“You’ll leave this session with out-of-the-box ideas and proven tools that will make managing your store’s merchandise less work, more fun and even more profitable,” says Cohen.

SUPER EARLY BIRD REGISTRATION OPEN!

The Coastal Connections Conference is Oct. 22-24 at the Margaritaville Resort Orlando. It is the only retail conference specifically geared toward beach, coastal and nautical retailers and includes educational sessions, networking opportunities and The Boardwalk buying event.

Register soon to take advantage of Super Early Bird Rates rates by visiting www.coastalconnectionsconference.com.

Dane Cohen, Management One

Seaside Retailer wins 2023 Azbee award for editorial excellence

Seaside Retailer has been recognized by the American Society of Business Publication Editors with a 2023 Azbee Award of Excellence. ASBPE is the professional association for full-time and freelance editors, writers, art directors and designers employed in business, trade and specialty press.

Seaside Retailer, based in Medina, Ohio, was awarded a regional Silver Award in the Company Profile category from the Heartland Chapter, which is made up of members from Indiana, Kentucky, Michigan, Ohio and West Virginia. Entries for this category are judged on quality of writing and reporting, depth and breadth of information, quality and use of sources and source material, value to the reader and presentation.

Winners of Azbee awards represent the best of B2B publishing. The winning entry was for the July/August 2022 Cover Profile, “Finding Her Happy Place,” writ-

ten by contributing editor Brooke Bilyj, featuring the Nantucket-based gift store, ACK 4170.

“It’s such an honor to be recognized by ASBPE for this cover story about Susan Fairgrieve’s ACK 4170 brand, especially because it was so much fun to write,” says Bilyj. “Winning an Azbee Award of Excellence really validates Seaside Retailer’s commitment to sharing insightful stories that resonate with our readers. I’m proud to help tell these stories, and it really speaks to how passionate coastal retailers are about creating shopping experiences that go beyond the merchandise.”

Kristin Ely, Seaside Retailer editorial director says, “Brooke’s special approach to storytelling gets at the heart of what makes beach, coastal and nautical retailers passionate about their businesses. The way Susan Fairgrieve has grown her brand is an inspiration to other seaside retailers everywhere, and we are thrilled that ASBPE recognized all the exceptional work that went into the article.”

Karen Carr, Seaside Retailer publisher says, “This honor from ASBPE affirms Seaside Retailer’s commitment to quality writing, reporting and design that provides value to its readers.”

The Beach and Back partners with Repurpose Recycling

The Beach and Back, a coastal-inspired jewelry company, has partnered with Repurpose Recycling, a company focused on solving marine plastic pollution, to finance the collection and recycling of ocean-bound plastic.

For every product sold by The Beach and Back, the company will finance the collection and recycling of half a pound of ocean-bound plastic through Repurpose Recycling’s unique program.

“At The Beach and Back, we are committed to protecting the oceans and the environment that inspires our jewelry designs,” says Carey Del Buono, founder of The Beach and Back. “We’re proud to partner with Repurpose Recycling and support their efforts to tackle marine plastic pollution.”

She adds, “By financing the collection and recycling of ocean-bound plastic, we are making a positive impact on the environment and supporting

the communities affected by plastic pollution.”

Repurpose Recycling is an up-andcoming company focused on tackling marine plastic pollution. With a focus on the Maria Linda and Achiguate Rivers in Guatemala, Repurpose Recycling collects and recycles plastic waste while creating jobs in impoverished areas.

In just over a year of operations, Repurpose Recycling and its 150-plus collectors have removed over 200,000 pounds of ocean-bound plastic from the environment with that number increasing daily.

“We’re thrilled to partner with The Beach and Back and appreciate their commitment to sustainability,” says Kathryn Andelin, Repurpose Recycling’s co-founder. “Together, we can make a real difference in tackling marine plastic pollution and creating a cleaner, healthier planet.”

More information on The Beach and Back’s sustainability efforts is available at www.thebeachandback.com/pages/ giving-back-to-the-beach.

More information about Repurpose Recycling and its program to tackle marine plastic pollution is available at www.repurposerecycling.com.

Repurpose Recycling and The Beach and Back are tackling ocean-bound plastic.

BY NATALIE TAN

Associate feelings with merchandise

There are many reasons that people buy products. Sometimes it is a need that has to be met. But these days even essentials offer more sophisticated options.

For example, one may need sunglasses for going outdoors on a sunny day, but there’s more to picking out a pair of sunglasses than just seeking to provide relief to the eyes. Style, color, special features or brand shifts the purchase into the next level of buying from need to want.

Seaside retailers are well aware that shopping is often more than a needbased activity. It’s that freedom to choose specific features that makes shopping less of a chore and more of a fun adventure.

THE BUSINESS OF WANT

If “want” is an emotion that can override “need” then we should be in the business of driving the “want.” When a product’s desirability is elevated through unique characteristics or additional features, this also increases the price point and thus, business margins. Driving the feelings of want and desire is a far stronger motivation to buy than the need to purchase.

To foster the feelings of desire toward the merchandise in the store, it is the job of the retailer to reinforce the reasons people buy, which are plentiful. For example, “love” is a primary driver of sales

of so many products. This includes love for one’s partner, family, friends or even pets. Love makes people buy products to help them express this emotion. Even love for one’s own personal well-being compels people to buy higher price point products.

TAPPING INTO THE EMOTIONS

When creating displays, ensure that the presentation set-up taps into the emotional driver. For example, one may display bath and body products simply by themselves, all organized by scent and arranged in a row. Alternatively, one may also use a picture of the product in use, such as a person holding a soap or applying the lotion to the skin, with a background of the flower or fruit that created the scent, and placing this along with the product grouping.

By using the picture, we have effectively brought the shopper closer to the merchandise by showing the benefits and pleasurable experience that the bath products deliver. A great resource for pictures or product graphics are your suppliers. Ask for display materials that will better promote their brand and products. If none are available, ask their permission to download or copy any images they may have on their website that you can print and incorporate into your display presentations.

To foster the feelings of desire toward the merchandise in the store, it is the job of the retailer to reinforce the reasons people buy, which are plentiful.

BY TOM BORG

Are your customers being served?

Could you imagine a collision shop hiring a mechanic with no prior experience working on damaged cars? Or a company hiring a social media specialist with no computer skills? It wouldn’t make sense to hire someone for those positions without the necessary training.

Yet, gift shop employees are hired every day to fill positions that put them face to face with the customer while receiving little or no training and education in how to deal with customer-facing situations. Small business owners need to recognize the importance of not only hiring qualified people, but making sure they receive the training and education necessary to be successful at serving their valuable customers.

Often, small business owners assume that the employees they hire have people skills. They may have some of these skills, but rarely do they have the complete competence necessary for the job.

Survey after survey has shown that the number one reason customers change where they shop or do business is due to indifference shown them by an employee serving them.

A VITAL LINK

Employees encounter customers in several different ways. The cashier, stock

person, manager and the person who answers the telephone all serve a vital link in satisfying a customer. By not being given the necessary tools to deal effectively with their customers, employees and managers do what comes naturally. Unfortunately, many times that can be the wrong thing.

Gift shop owners or managers, unwilling to spend time and money to train and educate their team members properly, usually find their turnover high and customer satisfaction low. These kinds of retailers survive only if the business climate is in their favor.

INVESTING IN RESULTS

It may seem counterintuitive, but the average American company spends five to six times more money to attract new customers through advertising, social media and promotions than it does to keep the ones it already has. Yet the small businesses that invest money to properly train and educate their employees get better results.

The key is to provide the best ongoing training and education programs possible for your team. The results will be worth it. Your employees will appreciate it and so will your customers. Email me for some ideas on how to institute a training strategy for the employees of your gift shop.

Small business owners need to recognize the importance of not only hiring qualified people, but making sure they receive the training and education necessary to be successful at serving their valuable customers.

Kimberly Pedrick takes retail to the next level in New Haven, Connecticut, with two stores on historic Chapel Street that attract a broad clientele of locals and tourists and offer a wide yet carefully selected merchandise mix.

Photos: Karissa Van Tassel

STORY BY BROOKE BILYJ

Experiences

CREATING RETAIL

Kimberly Pedrick was living in Boston when she saw a small boutique in New Haven, Connecticut, listed for sale online. The previous owner was stepping away after 25 years, leaving a loyal customer base and an inventory stocked with women’s apparel, artisan jewelry and accessories.

“I came to New Haven to visit the shop and instantly fell in love with the entire area,” Pedrick says of the shop’s location on historic Chapel Street, across from Yale University. “It was very turnkey; it had all the components I was looking to purchase, so I took a plunge and didn’t look back.”

After purchasing the store in November 2005, Pedrick continued operating it for a year before renaming it idiom “with a decidedly lowercase i.” It means “a style or artistic expression character-

from her first shop. This retail location is a lifestyle boutique featuring home decor, gifts, and more. As the community continues to grow and evolve, Pedrick leverages both stores to enhance New Haven’s vibrant retail appeal.

RETAIL EXPERIENCE

After graduating from the University of Maryland with a psychology degree, Pedrick interviewed for an entry-level customer service position at a financial institution in Boston.

“It would have been a nice position, but it didn’t enthuse me,” she says. After the interview, she walked into Lord & Taylor, America’s oldest department store, and asked if they offered a management training program.

“That’s how my start in retail began,” she says. “Right out of college, I had a staff of about 25. It was a great experience managing people. I got a lot of exposure to the behind-the-scenes operations, and really immersed myself in it.”

After eight years at Lord & Taylor, where she served as area sales manager, Pedrick moved to Neiman Marcus and managed sales and customer service for another four years. “Throughout this time, I was thinking that one day it would be great to own my own shop,” she says. “That was the long-term goal.”

istic of an individual,” she describes. By adding her distinctive sense of style to the store, Pedrick keeps customers coming back, while drawing in a new generation of shoppers.

Pedrick’s retail footprint in the Chapel Street Historic District doubled when she added another store, dwell New Haven, just two doors down

Pedrick started looking at existing businesses for sale in Boston, and they “just weren’t quite captivating my attention,” according to her. But when she expanded her search to Connecticut and found Endelman Gallery in New Haven, the stars seemed to align.

“The store had been performing well, and it

Kimberly Pedrick brings her style to New Haven, Connecticut, through her distinctive women’s boutique and lifestyle shop.

“We aren’t just selling a sweater, a mug, a pillow — we’re selling an experience. I want somebody to come in and not only get the product they need, but enjoy the experience of being in this environment.”

— Kimberly Pedrick

had a loyal client following,” she says. “For the first year, I kept everything the same: the merchandise, the staff and the name. I didn’t want to disrupt a business that was doing well. I wanted to continue the legacy and grow it, so I just observed and then gradually made tweaks.”

The previous owner even consulted with Pedrick for the first six months to hand over buying responsibilities and the other “ins and outs of boutique retail.” Pedrick, who was 29 when she purchased the store, spent time getting to know the customers before making any drastic changes. Throughout the transition, retaining employees was essential to Pedrick’s smooth takeover.

“Having the existing staff stay on was key for me, because they had all been there for quite a while,” Pedrick says. “That was so important because it gave the customers a comfort level to see the same faces. The employees were able to introduce me as the new owner, so it wasn’t a complete turnover.”

MERCHANDISING STYLE

A year after purchasing the store, Pedrick held a grand reopening to unveil the new name, idiom. The interior of the 1,000-square-foot space got a facelift, with a fresh coat of white paint on the built-in cabinets and neutral gray on the walls. She added eye-catching wallpaper behind the counter featuring a gold floral pattern on a black background and updated the lighting throughout the store to brighten the space.

The evolution of the store’s inventory was slower and subtler. As Pedrick started selecting and styling her own merchandise, idiom’s new identity gradually emerged.

“Even when looking at the same clothing lines, my eye is going to buy a little differently than the previous owner,” Pedrick says. “I never tried to buy the way I thought she was buying. I had to go with my instinct and buy what I appreciated: quality, craftsmanship, or some other detail that spoke to me.”

Pedrick still offers many of the same lines that Endelman’s originally carried, including Eileen Fisher apparel — which, she says, “has been a staple line for basically the lifetime of the shop,” dating back more than 30 years.

“As an apparel retailer, it’s important to have your tried-and-true lines that people know you’re going to have,” Pedrick says. “But it’s always good to add something new. Each season I try to pick up at least two new lines from the apparel shows, just to keep it fresh and add some variety.”

Pedrick organizes products by vendor, with separate displays for brands like Joseph Ribkoff, Cut Loose, Sympli, Fly London, Latico, and TokyoMilk. On the shelves above each cabinet, she showcases handbags and other accessories styled on stacks of vintage books. Artisan jewelry from designers like Colleen Mauer,

Catherine Weitzman, Ayala Bar, Phyrra, Stephen Estelle, and Susan Roberts is displayed in its own room, dubbed “The Jewel Box.”

“The aesthetic I have created, the way things are displayed, and the colorful combinations that we use really make the store feel fresh and distinctively mine,” she says.

LIFESTYLE ADDITION

About a decade after buying the store, Pedrick began experimenting with gift items in idiom’s inventory. “We started with candles and then added some baby items, and a few things here and there,” she says. “It was all performing well, so I saw that there was an opportunity, but I didn’t want to give up more of idiom’s space.”

So, when retail space became available two doors down in September 2017, Pedrick decided to open a second store called dwell to offer gifts, decor, barware, paper products, pet and baby items — allowing idiom to focus on apparel and accessories.

As her first opportunity to create a new store in an empty space, Pedrick paid attention to the details by creatively

Blues and whites draw the customer in to these displays at dwell.

repurposing old furniture for her displays. For example, repainted china cabinets showcase stationery, old garden carts hold outdoor decor, and a vintage metal bedframe displays pillows and blankets.

“I wanted it to feel like home, so having vintage pieces with a history and a story meant so much more to me than just buying typical store displays,” she says. “Even without the product assortment, it really had a vibe.”

Pedrick scouts for products at gift shows like NY Now, Shoppe Object, and even online at the Faire marketplace. In the store, she organizes merchandise by product category, arranging shelves by color so shoppers can gravitate toward their preferred palette, whether bright and bold or rustic and muted. Using her eye for design, Pedrick packs a wide range of categories into a small space of about 1,200 square feet.

“That’s where my merchandising experience comes into play,” Pedrick says. “It feels like a cohesive store because of the way the displays are done.”

LOCAL CUSTOMERS

Thanks to their close proximity, idiom and dwell share many of the same customers, while each serving a distinct retail niche. Pedrick doesn’t carry any of the same products or vendors in either location. Signs inside both shops invite customers to visit the sister store down the street, with special cross-promotions during the holidays. Customers see Pedrick and her shop dog, a Cavapoo named Haven, bouncing between both locations, with help from one employee at idiom, two at dwell, and another part-time worker split between both shops.

Over the past few years, Pedrick has noticed the customer base at both stores shifting.

“Pre-pandemic, our customer base was mostly 40-plus professionals, predominantly women, who worked downtown and came in at lunchtime,” she says. “Over the past year or so, our customer demographics have evolved as New Haven has gone through a pretty big burst of new residences. We’re now seeing the 20- and 30-somethings on a much more regular basis. That’s what you want as a retail shop: You want to keep bringing in that next generation.”

Although male customers shop at idiom regularly to buy gifts, “dwell obviously has a much broader appeal,” Pedrick says. With a variety of gifts from baby items to barware, dwell serves

Customers like dwell’s selection of name-dropped home decor.

a wider demographic base of all ages. It draws in more Yale students and New Haven visitors — especially those in search of local souvenirs.

At dwell, Pedrick offers a wide assortment of souvenirs emblazoned with the name of the city, Yale University’s iconic blue “Y,” or maps of Connecticut. Tote bags, towels, coasters, stickers, mugs, pillows and other gifts share her love of the surroundings.

“We have so much New Haven pride that I just want to shout it from the rooftop,” Pedrick says. “A big portion of our product lines is New Haven and Yale merchandise. The Yale stuff does well year-round, but especially at graduation time; we put that right in the window and it will fly out.”

Besides putting local place names on products, Pedrick sources locally made items, like artisanal herbal teas from Connecticut’s Whole Harmony and honey from Wing Dance Apiary in nearby Cheshire. In fact, Pedrick says, local hon-

ey is one of her store’s bestselling items.

“We have been concentrating on Connecticut-made,” she says. “That has become more of a push for us over the last year or so — and from the consumer perspective, too, people are looking for that.”

COMMUNITY SUPPORT

While social media and word-of-mouth keep customers coming through both of Pedrick’s stores, she credits the local merchants association with building a consistent buzz that brings people downtown.

“ ...We’re very fortunate to be in this type of community where we all work as a collective,” she says, Pedrick serves as president of the Chapel Street Merchants Association, which focuses on the Shops at Yale, a collection of more than 65 local boutiques, cafes, and restaurants. She’s also on the board of the Greater New Haven Chamber of Commerce and the city’s Town

Green District, a business improvement district focused on keeping downtown safe, clean, and prosperous.

“It’s always important to take an active role within your community if you want it to be better,” Pedrick says. “The way the community gets stronger is from the involvement of everyone doing their part.”

As part of the community for nearly two decades now, Pedrick is committed to making New Haven a vibrant destination with unique boutiques like idiom and dwell. In a world where shoppers can buy most items online, the key to keeping customers coming back goes beyond the products.

“We aren’t just selling a sweater, a mug, a pillow — we’re selling an experience,” Pedrick says. “I want somebody to come in and not only get the product they need, but enjoy the experience of being in this environment. I want to create a vibe more than just having products go out the door.”

ELEVATE

Decor

These beach, coastal and nautical retailers are helping customers create sea-inspired motifs and beachy vibes in their homes and offices.

INSIDE YOUR STORE

With the full return of travel, coastal vacation destinations remain a popular choice. Sunshine and water are always a winning combination, and for vacation shoppers, decorative items featuring the natural colors associated with the shoreline can contribute to a relaxing home environment. From herons and crabs in Maryland to mermaids

and manatees in Florida, coastal images on home decor merchandise also remain favorites to take home from a vacation or to decorate a seaside residence.

SPEAKING TO THE SHORELINE

At White Cottage in Northborough, Massachusetts, Owners Alicia Garbarino and Cheryl Meyer offer classic coastal style in a simply stated way.

“Our Newport rope wreaths are a top seller for us,” Garbarino and Meyer say.

STORY BY CAROLINE RISI

Nautical motifs at Bountiful Home draw in customers decorating both primary homes and beach houses. PHOTOS: SOPHIE ZIEGLER

“They are indoor/outdoor, handmade in New England and are made to withstand the elements outside. They age beautifully and add so much character to your home.”

Garbarino and Meyer say their top-selling finishes or materials would definitely be barn wood, cane and rope. In addition to the rope wreaths, white and blue faux hydrangeas, White Cottage and Farm + Sea soy candles and Rustic Marlin wood blocks and signs sell well.

“We are seeing lots of cane, straw and jute,” Garbarino says. She also notes, “Our faux hydrangeas look so real, it’s

create a simply stated and pretty coastal home.

The store’s signature motif is its classic stripe. “Our signature ribbon on all our products is [a] white and navy stripe and carries throughout our product lines and packaging. It’s a clear identifier of our White Cottage brand,” Garbarino and Meyer say.

The store offers always simple touches, so it’s not overkill, but rather clean, fresh and timeless, according to Garbarino and Meyer.

A LOCAL CONNECTION

In response to the pandemic’s delays in supplies and shipping, White Cottage introduced curated gift boxes filled with products from other New England small businesses.

“It was our way of working together like one big family. It was a very special

furniture, handmade candles, paintings, jewelry, lawn ornaments and more.

A former flight attendant, Farro has been in business for eight years. “My husband said, because I am a go-getter, ‘Why don’t you open up your own business?’ That’s how it came about,” she says.

Business is definitely up for Farro, and she even has customers who stop in weekly. “I’ll be honest, everything goes. I don’t have a problem moving the products,” she says.

Her prominent coastal and nautical colors are greens, blues and yellows. Decor featuring manatees generate interest due to the store’s proximity to one of their habitats, Weeki Wachee Springs. Mermaids, sailboats and other coastal and nautical likenesses also do well for Farro.

Farro says vendors typically come to her, and she has made a lot of connections to makers. “Even my shutters are made of flip-flops. My girlfriend and her husband surprised me. They hand made them for me and hung them up, it was the coolest.” she says. The friend is no longer taking orders though because it was difficult to meet the high demand.

like they were just picked off the bush in Nantucket!”

White Cottage also specializes in custom window treatments, upholstery and pillows. The store’s design area is filled with beautiful fabrics in hues of blues, whites, grays and all the makings to

time, and we all came together supporting one another,” say Garbarino and Meyer.

Beverly Farro, owner of Beverly’s Coastal Living in Hernando Beach, Florida, also works with local craftspeople and artists to stock her store. She sells

Other vendors include a couple who make handmade wood items, and a husband-and-wife team with the husband working in sea-themed metal art and the wife working in resin. The store also carries the work of a photographer who captures beach and coastal scenes and

In addition to gifts, White Cottage in Northborough, Massachusetts, also specializes in custom window treatments, upholstery and pillows.

“Our signature ribbon on all our products is [a] white and navy stripe and carries throughout our product lines and packaging. It’s a clear identifier of our White Cottage brand.”

— ALICIA GARBARINO AND CHERYL MEYER, WHITE COTTAGE

frames them to sell.

The store’s primary customers are second homeowners and visitors, and among the biggest sellers are furniture. The store sells dressers, television stands, bars and other items. Colorful furniture does well.

“Right now, it’s pretty much furniture with end tables and outside patio,” she says. “If a customer is looking for something particular, or a special painting, I go to my consigner, call them and see if

they can do it or have it,” she says.

Beverly’s also has a screened-in patio for outdoor furniture and products.

Farro tries to provide a welcoming environment. When customers arrive, she says, “We like to greet everyone that comes in to show hospitality. And we ask them to review us. This way it brings in more people.”

We just ask, ‘What are you looking for, how can we help you, and what are the colors that you are looking for?’” she says. “They come in and see we have different, unique items.”

If a customer asks Farro, “Can you do better on price?” she usually tries to help them. She says it is gratification to know that one of the paintings, or a piece of furniture or candle is going to a place where it will be treasured and well taken care of.

FROM NEAR AND FAR

Kim Hannon, owner, Ophiuroidea, with locations in St. Michael’s and Grason-

ville, Maryland, is also excited to offer unique items to her customers. The shop is curated with a mix of local artisans and national brands, featuring coastal home decor, art and gifts.

“Over the years I have added more selection to my shop’s offerings to include more clothing, jewelry and gourmet food items,” she says. With shipping charges rising and limited availability of merchandise the past few years after the pandemic, Hannon has geared her selections even more toward curating Made in the USA and locally made products.

Her stores also cater to mermaid fans.

“My shops have always been full of mermaids (I’m secretly one as well) so there will always be mermaids,” she says. “I carry exclusive mermaid art, so it makes it special for people when they shop at The O. There are plenty of mermaid lovers around, and I think it will only increase with the new Little Mermaid movie this summer. I also make sure to have other personalized home

Beverly’s Coastal Living offers a vast array of home decor. Photo: Fairlight Mathieu

decor specific to our area and towns. People love hometown pride gifts and for visitors, they love taking a memory home with them.”

The O is full of color, from muted coastal tones to vibrant prints. “Our area is along the Chesapeake Bay, so crabs and herons are always very popular, and everyone loves sea turtles!” she says.

Trends to watch

Cane, straw and jute.

Alicia Garbarino, White Cottage

Fun new pillows.

Kim Hannon, Ophiuroidea

Decor featuring manatees.

Beverly Farro, Beverly’s Coastal Living

Old with a little bit of new.

Jamie Merida, Bountiful Home

Popular home decor finishes remain white and driftwood hues, and the addition of pops of color with fun embroidered pillows or paint on the walls. “Pillows, signs and artwork are the most popular home décor,” she says, adding “Fun new pillows are an easy way to change the look of a room without spending a lot of money.”

“For the coastal home, colors that remind us of the beach — neutral tones and pops of blues and aquas will never go out of style,” notes Hannon. She tries to arrange her coastal decor by theme and color, and typically that also coincides with showcasing merchandise from the same company. “We love to set up vignettes to showcase new arrivals” she says.

A BOUNTIFUL SELECTION

Also on Maryland’s Eastern Shore is Bountiful Home in Easton, Maryland. “We are a unique brand of coastal because we are on the Chesapeake Bay

rather than being more ‘beachy,’” says Owner Jamie Merida “With that said, we also offer interior design services to clients with homes on the Delmarva peninsula, in addition to homes on the Chesapeake Bay.”

Artwork, pillows and serveware are the store’s bestselling nautical items. The business also features a range of nautical decor fitting for waterfront, shore and beachy homes including lighting, indoor/ outdoor rugs, outdoor furniture, sofas, chairs, tables, beds, and more, along with

Opiuroidea displays colorful pillows.

furniture and home accessories.

“Coastal style is popular with a focus on the Eastern Shore aesthetic: light and bright, comfortable, with nautical motifs,” Merida says. “Many of our customers are decorating second or vacation homes with us so they like to lean in harder on nautical touches, whereas they stay more ‘classic home’ for their primary residences. When they’re here, they want to be surrounded by nautical motifs.”

Merida says classic pieces with con-

temporary finishes — like a wingback chair updated with fresh block print fabric and modern trims and accents — are also very popular. “Old with a little bit of new,” is how he describes it.

Most Bountiful Home’s business’ customers like approachable muted colors like creams, blues, greens, grays and whites. “However, we are seeing a return to colors like orange, bright blue and red. Landscapes, bold colors, and clean-looking wall art are popular at the moment, too,” he notes.

Customers also enjoy playing with textures, such as natural wood, oyster shells, rattan and grass cloth, and pairing those with the contrasting acrylics and metals that are popular in the store at the moment.

Merida says the coastal modern aesthetic is getting more and more popular. At the same time, “Around here, the adage rings true: ‘blue and white is always right!’ We sell not only lots of blue and white ceramic accessories, but also

blue and white bedding, sofas, pillows, chairs, and more.”

Motifs that include oysters, crabs, herons, sailboats and lighthouses are popular with the store’s customers year after year, and to make the most of the merchandise, the store is set up in vignettes by room. “We have a few living room vignettes in different colorways, plus dining vignettes, outdoor furniture vignettes, and currently we have a cute twin bed vignette that our customers really like,” Merida says.

Lastly, local warehouses filled with furniture provide a wide variety of options for the clients and can mean littleto-no wait time. “We have been affected by shipping delays, but it’s only been tough when it’s a special custom piece for a client,” Merida says.

Whether your customers are looking for beach colors, coastal themes or goods with nautical vibes, you can help them feel like they are at the shoreline no matter where they call home.

This Bountiful Home dining display has nautical colors and symbols.

1 | Lisart: Dog walkers sea glass art framed in maple effect shadow box, www.lisart.us; 2 | Uniquely Coastal: Framed coral wall decor, www.uniquelycoastal.com; 3 | Bamboo Source Tropical Decor: Capiz shell and galvanized metal wall art, www.bambootropicaldecor.com; 4 | Beachcombers Coastal Life: Teal coral frame, www.beachcomberscoastallife.com; 5 | The Cottonseed Marketplace: Macramé hanging hat display, www.cottonseedmarketplace.com; 6 | Printed Hues: Tampa Bay watercolor painting reproduced on canvas mounted to signature handmade hanging wooden frame, www.printedhues.com; 7 | Kim Rody Creations LLC: Porcelain oval lobster platter, www.rody.com; 8 | Oak & Olive: Acacia wood home entertaining serving tray with starfish handles and starfish food picks, www.shopoakandolive.com; 9 | Beaver Dam Woodworks: Teal and white lighthouse shelf with working light, www.beaverdamwoodworks.com; 10 | Daisy Mae Designs: Custom map pillow; daisymaedesigns.faire.com.

11 | HS Seashells: Ivory capiz shell bathroom set, www.hsseashells.com; 12 | Rustic Marlin: Indigo octopus large wall art, www.rusticmarlin.com; 13 | Fancy That Gift & Decor: 25-inch LED light-up metal seahorse wall decor, www.fancythatgift.com; 14 | Slippery Elm: The Dunes Reserve Collection premium ceramic jar candle, www.slipelm.com; 15 | Town Pride: Custom name-drop pillow, www.townpride.com; 16 | Xplorer Maps: Framed, hand-drawn map, www.xplorermaps.com; 17 | Caloosa

WaterWear: Pink crab tea towel, www.shopcaloosa.com; 18 | Rockflowerpaper: Turtle serving tray, www.rockflowerpaper.com; 19 | Nomadic State of Mind: Turtle entry mat, www.shop.nomadicstateofmind.com; 20 | Peking Handicraft: Kate Nelligan lobster cove house indoor/outdoor pillow, www.pkhc.com; 21 | The Weathered Dragonfly: Olive wood charcuterie board embellished with food safe epoxy in deep blue ocean colors, www.weathereddragonfly.com; 22 | Earth Born Traditions: Engraved map with blue layered lake, www.earthborntraditions.com; 23 | Tom the Turner: Sailboat welcome sign, www.tomtheturner.com.

EDITED BY CAROLINE RISI

Coastal decor has long been a popular style for regions that extend beyond the shorelines due to its relaxing vibe and neutral tones that appeal to homeowners everywhere. But understanding the nuances that give the style regional differences and the current influences that impact consumer preferences also play a role in what is popular.

Julie Smith Vincenti creates the exclusive First Look program for Las Vegas Market and Atlanta Market and the TrendWatch program for International Market Centers’ Design on High Point Market. Smith Vincenti shares her perspectives on current trends in the coastal aesthetic.

Seaside Retailer (SR): How popular is coastal decor and what are the driving factors behind its popularity?

Julie Smith Vincenti (JSV): Coastal is an especially captivating style category right now. For starters, families are traveling in full force and coastal regions are especially popular destinations. This sparks interest in and desire for coastal furnishings, especially decorative accessories and gifts. These products integrate so easily with a home’s existing decor.

WITH JULIE SMITH VINCENTI

QA &

Also, coastal is exciting in 2023/2024 because regional variations are so pronounced. Lastly, all eyes are on coastal regions for another reason — daily headlines are reminders of our country’s vulnerable coastal landscapes and terrains. These stories stir up emotion and will impact the desirability of and reverence for coastal living and the looks that define these regions.

SR: Can you elaborate on the regional variations you are seeing? What are some specific regional trends that are emerging this year?

JSV: In the East, the neutrals are cooler, accent colors are familiar and the forms are more transitional. In the Southeast, colors are bright and varied and the forms are lighter. And in the West, neutrals are warmer and lines are more curvaceous — the vibe is significantly more modern, and these interiors feature appealing mixes of materials and textures.

Forecasters are bullish on blues in 2023/2024, which makes coastal style a natural go-to, no matter the ZIP code. Blues are timeless in coastal interiors, especially in the Northeast, which

JULIE SMITH VINCENTI SHARES HOW CURRENT CONDITIONS AND REGIONAL TRENDS IN COASTAL DECOR INSPIRE AND CAPTIVATE A BROAD MARKET.

favors nautical motifs and patterns. Abstract patterns endure, and when done up in blue colorways create watery and atmospheric effects.

SR: How has the pandemic affected these design trends and/ or the demand for decor?

JSV: Appreciation for rattan and woven materials increased during the pandemic. These intricately woven grasses remain popular, and coastal interiors across the country are welcome backdrops for these lightweight and livable furnishings, especially ones featuring intricate patterns. Matte finishes are another post-pandemic mainstay, and they bring an air of sophistication to coastal interiors, especially when on sculptural forms.

SR: What timeless decor trends continue to be popular year after year that coastal retailers can rely on?

JSV: Coastal looks are a timeless option in kids’ bedrooms, of course. And nautical motifs and marine-related novelties are gotos in both primary residences and vacation homes. For homeowners, the key is to create casual comfort, not a hospitality vibe. Warmer neutrals and casual textures bring that lived-in look. There’s a softness to the current coastal mood, rather than a crisp, or too-precious look. Much of that breezy, welcoming

Lassoing the coastal cowgirl trend

Coastal Cowgirl, a Western-inspired take on coastal styles, is moving in with the warm-weather months, according to an article in Better Homes & Gardens.

The style speaks to a rustic-farmhouse and beach sensibility where Western style meets the beach to offer a perfect mix of sand and land colors. According to the article, fashion trends influence home decor, making this style one to watch.

Social media is already reflecting the trend, with the Coastal Cowgirl aesthetic garnering more than 7 billion views on TikTok alone. And while the theme may seem narrow, it just may be perfect to add to any room in a home.

mood has to do with humans’ love of water and the ability of coastal interiors to join seamlessly across indoor and outdoor living spaces. All-weather furnishings suit most spaces in coastal homes. The resulting material and texture mixes are nearly as inviting as a beautiful sunset.

Julie Smith Vincenti is the owner and editorial/creative director of Nine Muses Media LLC, a boutique media and communications company. She can be reached at julie@ninemusesmedia.com.

STORY BY KRISTIN ELY

BEACH BAGS Worthy

If there is one thing most everyone needs when they go to the beach it is a bag. Whether your customer is hanging with her bestie, sunning with his significant other or building sandcastles with the kiddos, there has to be a way to get all your belongings to the beach and keep them safe and sand free while they are there.

And the beach bags available on the market not only do those things, they also offer stylish selections that suit a variety of preferences. Customers even have the opportunity to support environmental causes and artisans with their purchases.

As a seaside retailer you can be ready to meet all your customers’ must-have beach bag features with a variety of selections in your store.

Jourdain Foster, sales manager for Simply Southern, says her advice to retailers is to focus on creating stylish and multifunctional options.

“Consider the needs of your tourist customers who may only visit once a year and are looking to invest in a bag that they can use in multiple ways,” she says. “Instead of simply merchandising it as a beach tote, promote it as a versatile and multi-use tote that can be used beyond just a day at the beach.”

Foster says Simply Southern’s beach bags are always in high demand, especially Calabash and Key Largo Totes, which have become this season’s new bestsellers.

“These woven bags are perfect for coastal customers and offer a unique and stylish option,” she says.

Trending bags for beachgoers are versatile, have convenient features and help the planet.

Super-soft Marloru bags go from the beach to the street.

Sandy Handbag

Made of 100% sailcloth

• Can be worn opened or closed

• Certificate of origin sewn inside

727 Sailbags

www.727sailbags.com

Sullivans Beachable

Combination tote/towel/chair cover

• Crafted from 100% Turkish cotton

• 27-inch bag opening

Beachables www.beachables.com

BEACH BAG

Turtle Shell Tote Bag

• Cotton webbing handles Polyester/cotton canvas weave

Open top

Caloosa WaterWear www.shopcaloosacom

Help

The Beachmate System

Numerous storage pockets

• Includes four buckets and shovels

• Cooler included

Beachmate www.mybeachmate.com

Pahk Tote Bag

• Lightweight and folds small Handmade by artisans in Laos

Made from organic vegan fibers

JungleVine Foundation www.naturebag.org

Jellyfish Tote

• Made from recycled sails

Lined with sails for durability

• Black reclaimed sail bottom

Kasey Fitzgerald Handmade www.etsy.com/shop/KFitzgeraldHandmade

Personal Cooler Tote Bag

• 12-can capacity cooler

Insulated lining

• Dry pockets for electronics

Malibu Beach Gear www.malibubeachgear.com

Venice Twofer

• Cosmetic and belt bag

Splash friendly

• Lightweight

Marloru www.marloru.com

TURN

Simply Southern offers a wide range of beach bags with various sizes, durability, and sand-free/easy cleanup options, according to Foster. “We also strive to make our bags multifunctional and easily styled, allowing them to be used not just as beach totes, but also as grocery bags, picnic bags and everyday totes.”

She says woven beach bags have become increasingly popular, featuring intricate woven details that blend three to five different colors. They have a solid metal logo at the top, and a pompom tassel detail on the handle. The Key Largo Tote offers a more structured design, while the Calabash Tote provides a flexible style, Foster explains. Size variations are also available.

ISN’T IT IRONIC?

For the Gen Z and millennial generations, the “Ironic Boat and Tote” is trending, according to Rebecca Fordham of Caloosa WaterWear. “This trend was started by Gracie Weiner taking the icon-

ic L.L. Bean boat tote and embroidering ironic sayings on it,” she says.

But that is not the only trend she is seeing. “I’m finding that customers want a lot of features in a beach bag. I get asked often for a large bag that has a top zipper closure and a pocket on the inside.”

Caloosa WaterWear has versions of the ironic tote that customers can customize with their own sayings. It’s 100% coated polyester, has a zippered top closure and interior and exterior pockets. The straps come in various color options.

Fordham also has a more sophisticated beach tote that is made of a heavyduty polycotton canvas weave that has the look of linen. “It has an open top and comes printed on both sides,” she says.

DOUBLE AND TRIPLE DUTY

Gypsea Blue’s bestseller is by far the Basket Liner beach bag. Owner and Designer Cheri Gardner describes it as “a basket liner for your bike that also doubles as a

huge beach bag and can easily handle all of your stuff.”

She adds, “It’s handmade in Florida, machine washable and fits most any front bike basket too.” The bags are made using cotton and beach towel materials, and they are easy to grab and go, according to Gardner. And that’s not all: “There is a clip for your keys, a handy inside pocket and super fun tropical prints,” she says.

Multipurpose bags are a definite

The Basket Liner beach bag can both line a bike basket and lug beach gear.

Hat & Tote Gift Set

Woven paper straw tote

• Magnetic snap closure

Paper straw hat included Mud Pie wholesale.mudpie.com

Playa Circle Rope Bag

Made from company’s sandal scraps

• Myriad of colors

Large opening

Nomadic State of Mind www.shop.nomadicstateofmind.com

Raymond Tote

• Weather-resistant durable mesh

• Metal grommet accents Black seatbelt webbing handles On the Road Again www.ontheroadagainbags.com

Bateau Stripe Carryall

• Laminated water-resistant interior

Two outside and one inside pocket

• Magnetic snap closure

rockflowerpaper www.rockflowerpaper.com

The Seaworthy Tote

• Made from recycled fishermen’s bibs Waterproof base

• Finished with a polished nickel clasp

Rugged Seas www.ruggedseas.com

Ogunquit Beach Tote

• Interior, zippered and back pockets

• Hand spliced rope handles Machine washable

Sea Bags Maine www.seabags.com

Calabash Tote

• Colorful, woven styles

Top snap

• Decorative options

Simply Southern www.simplysouthernwholesale.com

Canvas Resort Tote

• 100% cotton canvas

Faux Leather bottom

• Inside zip pocket

Town Pride www.townpride.com

Denim Jute Tote Bag

• Made from upcycled denim

Jute handles

• Roomy inside

Vaan & Co. www.vaanandco.com

trend that Gardner is seeing more of. She notes that the Basket Liner beach bag can also be used on your bike for trips to the market, lunch “or just about anywhere.”

She advises seaside retailers to look for unique, handmade, small batch and American made products when sourcing beach bags. “We think this is what resonates with our customers most often, and we love to hear people appreciate a good quality made product that you can’t buy in every big chain store around,” she says.

Malibu Beach Gear is a new generation outdoor sports bag. “Other beach bags are one-dimensional. You end up buying a beach bag, a cooler, a pillow, towel clips and carrying your towels and blankets separately,” says owner Robert Dowell. Not with this bag. The Personal Cooler tote bag has a built in 12-pack cooler, a pillow that unzips from the bag with towel straps, towel clips and a separate water-resistant pocket for valuables — “all in one and easy to carry for your fun day at the beach or at the pool.”

It is appropriately marketed with the tagline, “One bag. Many adventures.”

Buying all those accessories separately also adds up, according to Dowell. “People are looking for something new and exciting. Not the same old things — to get the most bang for the buck.”

STAYING STYLISH AND DRY

Marloru’s splash-friendly bags take you from the beach to the street, notes the company’s owner and designer, Christina King. “Your bag gets wet, your stuff stays dry. Functional for the boat, beach or pool, but so stylish you’ll want to use it everyday,” she describes.

The super soft material the bags are made of easily wipes away clean, making it your perfect go-to bag, she adds. The company’s best-sellers are the Sunday and Twofer bags.

“All the girls are wearing sling bags which is why our Twofers are so popular,” says King. “Our smaller Twofer bags have belt loops on the back so it’s a cos-

metic bag or a sling bag — two-for-one. Our bags are durable but lightweight which makes them popular with locals but also the perfect souvenir for tourists. The sling trend is so hot right now. Our Twofer Bags and crossbody Sunday Bags have been so hard to keep in stock.”

The Original Bogg Bag has been a popular beach tote ever since founder

Malibu Beach Gear’s Personal Cooler tote comes with many features.

PRODUCT TREND: BEACH BAGS

Kim Vaccarella came up with the design after a beach trip to New Jersey. The bag is described as “stylish enough for a girl’s weekend and large enough for family day at the beach.”

She describes the bags as durable, washable, tip-proof and sturdy. “Simply rinse off at the end of the day and it’s as good as new again, ready for the next adventure.”

Vaccarella says bright and colorful options are trending in 2023. “Turquoise

and Haute Pink are our most popular colors,” she says.

TOTING SUSTAINABLY

Retailers who want to cater to their environmentally conscious customers have no shortage of options when it comes to bags. Sustainability has been a cornerstone of the Sea Bags brand since it was founded in 1999. The Maine-based company has saved over 1.5 million pounds of sail cloth material from landfills.

Tara Knupp, vice president, merchandising and product development, says, “Sea Bags carefully selects and cuts sails, taking into account unique stitching details, grommet holes and occasionally, treasures like tell-tales. Each sail panel is completely unique. Every bag is as rugged as they come and each one is a little different than the next.”

The company’s large totes, specifically the Ogunquit Beach Tote, continue to be a best-selling style with seaside retailers, according to Knupp. Other top designs

are decidedly nautical or beachy: Navy Anchor, Multicolor Nautilus, Octopus and the new Mulitcolor Sea Turtle. The Blue Stripe and Sunrise Stripe round out the top sellers, with the Beachcomber Bucket serving as a best-selling accessory to the Ogunquit Beach Tote.

Kasey Fitzgerald Handmade’s sail cloth wallets, wristlets, crossbody bags, tote bags and recently launched fanny packs and sling bags are all made from reclaimed sails as well.

“All our bags are made in small batches, which allows us to customize them to meet your needs,” says Owner/Designer Kasey Fitzgerald.

The company’s most popular bag is the classic large tote, but the newly launched fanny pack line has been a big hit, according to Fitzgerald. She recommends retailers carry a variety.

“A lot of shoppers enjoy carrying a large tote with a coordinating crossbody bag, wristlet or wallet. Having them all available allows shoppers to buy them as

On the Road Again stylish bags use upcycled mesh and seatbelt material.

a set or to mix and match.”

727 Sailbags is another company making quality products out of 100% recycled sailcloth. “Since 2005, in our workshop in Lorient, France, we’ve collected and recycled sails, each of which has their own story to be shared,” says company spokesperson Audrey Le Goff.

“Customers are looking more and more for sustainable options as well as high-quality durable bags. They are willing to spend a little extra to invest in a beach bag that’ll last them for years.”

727 Sailbags is focusing on bright colors like pink and orange, which Le Goff says are popular beach bag colors.

Sails aren’t the only recycled material that are used in beach bags. Rugged Seas makes its products from recycled fishermen’s bibs. “That means the material is incredibly durable as well as waterproof,” explains Owner Nikki Strout.

The company’s Dry Clutches and Seaworthy Totes are bestsellers among coastal retailers. Strout has also been noticing that chart patterns and nautical themes are trending in 2023. “We actually offer our Gulf of Maine tote, which features a printed chart of the Gulf of Maine.”

Vaan & Co. is a company that focuses on bags that are made with leather and denim remnants. “The remnants are

mesh have been trending,” she says, adding that customers like the easy-to-clean features. The mesh is also ideal for the beach, because the sand falls through.

JungleVine totes are also a mesh design that resembles a fishing net. “They are knotted at every junction so if it snags, the bag won’t unravel,” describes Amy McDowell, executive director, JungleVine Foundation.

The totes are handmade by indigenous Khmu artisans in Laos. They’ve used their tote bags for thousands of years to haul produce from the fields and forests around their villages.

“They handspin JungleVine fiber and create the pieces in their homes and villages, preserving their tribal culture. Their products never see the inside of a

handpatched together to further make our products,” explains Ajat (Jay) Dhawan, president. The company’s Soul and Essence collections have been popular with shore stores, with totes and small crossbody bags leading in sales. One trend he is seeing in 2023 is “a lot of jute.”

MESHING WELL

On the Road Again Founder Mary DiMauro’s brand turns durable materials into handcrafted goods that are fashionably upcycled in the USA.

Bags are handcrafted from remnant mesh, fabrics and marine grade vinyl, making each item unique in its patterns and colorways. DiMauro’s popular Raymond Tote Bags are made from upcycled post-industrial mesh from the trucking industry and seatbelt webbing handles.

“Durability, water resistance and

factory. Buying their handcrafted items supports indigenous artisans and uplifts entire villages,” says McDowell.

McDowell is seeing more beachgoers prefer a crossbody strap and a tote “that stretches to hold everything from a big beach blanket to sunscreen and drinks.”

When customers come into your beach shop, you can help them find a beach bag that checks all the boxes.

“The beach bag, now more than ever, serves different purposes: whether it’s always packed and ready to go with towels, sunscreen, and toys; or it’s the bag that travels from work to the weekend beach party, and back to work with a simple brush-off of sand,” Sea Bags’ Knupp explains. “Consumers want their beach bag to be easy to carry, easy to clean and easy to store — so being foldable and packable is key.”

JungleVines Foundation bags are made of mesh from artisans in Laos.

“Consumers want their beach bag to be easy to carry, easy to clean, and easy to store — so being foldable and packable is key.” — TARA KNUPP, SEA BAGS

GET SMART WITH SCENT MARKETING

STORY BY KRISTIN ELY

When customers walk into the new Flip Flop Shops in Winter Garden, Florida, they are instantly transported to a laidback beach. Leading flip flop and other footwear brands line the walls, racks and displays are loaded with beach and surf apparel, and gear and accessories fill out the rest of the space. In addition, the beachy decor, music and aroma all give off the impression that the that customers have entered into a beachy getaway.

“All I’m missing is a bar,” jokes Oliver Joseph, who

helps manage the store owned by his wife Lori Joseph. He’s planning on correcting that. He just ordered a piña colada machine and plans to start pushing a cart around and serving them to customers.

AN

REQUIREMENT

When getting the store ready to open, having it smell like the beach was a priority. As part of the franchise agreement with Flip Flop Shops, the store is required to have a beachy scent.

Steve Schultz’ title embodies the relaxed vibe of Flip Flop Shops. The “director of shop shenanigans” for the

82% 75% 59% 40%

corporate business for the last five years says the company was actually thinking of doing away with the scent requirement, but he had to rethink that after witnessing its impact.

focused in on the smell of a shop. It’s like popcorn in a movie theater. Different scents trigger different things. It is part of our DNA.”

Flip Flop Shops even has a large shop in Old Sacramento Waterfront that offers beach-related products in the front and mountain products in the back. “You go from coconut to pine and it’s fun when the customers notice that,” says Schultz.

to be in compliance and the other two he bought just because he liked the technology.

One diffuser is placed by the cash register, one is at the front entrance and one is in the middle of the store. Each one emits a coconut fragrance that the customers seem to respond to.

“As we were looking at all of the operations of the business and the associated costs, I thought the coconut scent could be eliminated,” he recalls. “But once I started visiting the shops and experienced the customers reactions, the scents were here to stay. It reminds the customer of their last beach vacation.”

As customers move through the environment they do notice the scent, according to Schultz. Now, he says, “I have

To accomplish that goal of pumping “coconutty” aromas into the store, the Josephs partnered with Our Aroma, Melbourne, Florida. Our Aroma supplies scented oils and atomizer diffuser machines to many industries. Joseph started with one, then ordered another and then another.

“You don’t even have to think twice about it,” he says, describing the device as looking like a modem. “It is on a timer. I just put the liquid in and it mists. It blends in pretty much anywhere you put it.”

He admits he bought his first diffuser

“They feel like they are on the beach,” says Joseph, who just ordered a larger bottle of the coconut scent. “I only want to use the one scent because people start to associate that scent with your store

An Our Aroma diffuser blends into a display.

DID YOU KNOW? WE ARE 100X MORE LIKELY TO REMEMBER WHAT WE SMELL VERSUS WHAT WE SEE, HEAR OR TOUCH.

And whether it is the scent, the customer service, the product offerings or a combination, business has really taken off since its opening in March.

“We’ve only been open a month and we’ve probably been hitting record numbers for the company,” Joseph said in April. “I’ve got a good staff aged 19 to 23, and its just the customer service and the laid back feeling. Nobody’s judging you. You’re just basically chilling and listening to reggae music.”

The scent, he says, just adds to that vibe. “I think it just fits everything. People remember it and they get the experience that they’re at the beach and want to come here.”

SCIENCE BEHIND SCENT

Joseph’s experience with scent at Flip Flop Shops may be anecdotal evidence, but science also backs up the impact scent can have.

Paul Prior, founder of Our Aroma describes scent marketing as “a type of

sensory marketing targeting a shoppers’ sense of smell.”

It involves diffusing strategically chosen scents at different locations in your store. The goal is to create a memorable, pleasant shopping experience and increase sales, according to Prior.

Research referenced by Mood Media cited by Shopify points to some powerful statistics. “75% of all emotions generated every day are due to smell, and because of this, we are 100 times more likely to remember something we smell over something we see, hear or touch. Additional scent marketing research shows that there is a 40% improvement in mood after being exposed to pleasant scents.”

Prior says creating an inviting and unique scent can be accomplished through a variety of ways, including diffusers, candles or incense, but he notes, there is more to scent marketing than merely creating a space with a pleasant aroma. “It is the art of amplifying the values of the company’s brand identity and

Flip Flop Shops Winter Garden, left, and Waterboyz Surf & Skate Pensacola, right, use scent. subconsciously.”

target audience within the retail space of common areas of the business.”

He adds, “The sense of smell is the most powerful and emotional of all senses. By using scent, brands are able to connect with consumers on a deeper emotional level, resulting in a more memorable experience.”

In addition to the atomizer diffuser, which is potable and battery operated, Our Aroma’s commercial diffusers are connected to the air vent of the store right after the fan. When the diffuser generates the oil droplets, the fan and air vents of the HVAC system distribute the scent throughout the store. Prior says the scent oils typically need to be replaced every three months. Customers can choose from 40,000-plus scents or Our Aroma can duplicate or create custom scents.

NUTS FOR COCONUT

Sean Fell, owner of Waterboyz Surf & Skate and the adjoining Cafe Single Fin in Pensacola, Florida, also uses a coconut

scent in his business to give customers that beachy experience.

“We’re just trying to provide a well-rounded, all-senses experience,” Fell says of the decision to do scent marketing. He uses the coconut scented oil because “it reminds me of the summertime at the beach.”

While Waterboyz has been in business since 1989, the company is new when it comes to using scent. It’s only been using the diffuser for the last month.

“I’m still trying to find the right spray schedule where it isn’t too much and not too little so we are still experimenting somewhat,” Fell says.

among many.”

“Customers remember and brag about how good it smells to friends and family bringing them back in the store,” she says.

According to Branagh, scent is important to the overall shopping experience because “you want customers to talk about a great experience with a great atmosphere. We smell something nice and the mind is triggered into a bliss for moments. Your mood will be better from leaving a scented, enjoyable place.”

Lemon Vanilla is the scent of choice at Another Ride Surf Shop in Indian Harbour Beach, Florida. Owner Kelly Branagh says the scent is “a great favorite

While larger store chains like Abercrombie and Fitch and Nike have been pumping scents through their stores for years, small businesses are also catching a whiff of how marketing with scent can create a lasting impression with customers.

DID YOU KNOW? SCENT IS THE STRONGEST SENSE LINKED TO MEMORY AND EMOTION AND WE RECALL SCENTS WITH 65% ACCURACY AFTER ONE YEAR.

STORY BY KRISTIN ELY

Coastal jewelry has taken on a distinctly daintier, calming and natural vibe as customers long to recapture laid back beach days.

CALMING

Asea of calm has taken hold in the coastal collections wholesalers and makers are offering in 2023. While sea life, wave themes and blue and aqua hues continue to please patrons at beach, coastal and nautical stores, color schemes and materials are more neutral and natural than seasons past.

Carey Del Buono, founder of The Beach and Back, says “coastal grandma” continues to be a trend with seaside retailers.

“It’s inspired by the stereotype of a grandma who collects seashells, has oversized sun hats, and accessorizes with classic and timeless jewelry with a coastal flair,” she describes. “Coastal grandma jewelry often features natural materials

such as shells, pearls and coral, as well as beads and charms — and colors inspired by the sea.”

She’s noticing an evolution this season where the classic style is evolving into what she calls “mermaid core.”

“Mermaid core jewelry features iridescent materials, such as pearls or opals, that shimmer like the scales of a mermaid. The designs may also include sea-themed charms, such as starfish or seahorses, as well as shells and coral,” Del Buono says. “It is the perfect trend for those who love to add a touch of whimsy to their outfits and embrace their inner mermaid.”

Dune Jewelry Founder and CEO Holly Daniels Christensen is also seeing mermaids gain momentum. “I know that mermaids have been popular for years,

but recently there’s been an uptick.”

All Dune’s designs are handcrafted using sand and earth elements. “We have over 5,000 sand and earth elements to choose from, or you can send your own to create a truly personalized line of jewelry for your store,” says Daniels Christensen. “We have used sand, shells, clay, earth, flower petals and more.”

MAKING WAVES

Dune’s Wave Necklace with Turquoise Gradient has been the company’s number one bestseller for years.

“It’s our classic wave design filled with your choice of sand or earth elements plus crushed turquoise placed artfully

Photo above: Devi & Co.’s orchid jewelry is popular in beach destinations.

to create an ombre effect reminiscent of sand and ocean vibes,” Daniels Christensen describes.

The Beach and Back’s bestselling design is also wave related. It is the Ocean Wave Bracelet featuring a gold bangle with double aqua wave. “And I am excited to add a new variant this season in silver with a marine blue wave,” Del Buono shares.

Waves and shells are also big for Maryland-based handmade jewelry company, Jackie Gallagher Designs.

“We continue to see our retail partners asking for shell jewelry or anything with a wave on it,” Owner Jackie Gallagher says. “Our Limpet Shell line continues to be our top seller. We sell a lot of wave jewelry as well followed up by our line of fish hook jewelry.”

Wave and turtle designs continue to be bestsellers for Ocean Jewelry, according to U.S. National Sales Director Alan Clancy. “We recently greatly expanded our Wave product offerings to cater to the high demand for this design. Ocean and sea life jewelry is timeless, and I am

seeing continued strong demand for our classic designs including Sand Dollar, Starfish, Octopus and Seahorse.”

He observes that “octopus seems to have come out of nowhere to now feature prominently on each order that I write.”

The company also recently launched a collection featuring pearls that has been a great success, according to Clancy. “Like our ocean designs, pearls are also timeless and exude a sense of high quality.”

AN ARTISAN’S

TOUCH

Beach Memories Jewelry is an artisan brand featuring glass beads handmade in its Berlin, Maryland, studio from Italian Murano glass.

“Coastal customers like something customizable in their store,” says Michelle Krempa, owner and lead designer. “We do that by encasing the shoreline’s sand inside our beads and making the jewelry with charms relevant to their area.”

Jillzarah’s bestselling Beach Day jewelry features coastal colors and patterns with matte gold and metal finishings. Jill Manzara, co-founder and creative director, describes the jewelry as “a unique blend of artful design and material that makes our products stand out.”

Manzara is seeing more subtle patterns trending in 2023 versus over-thetop coastal themes.

Devi & Co. was a People’s Choice winner at the summer 2022 Altanta Market. The floral jewelry includes a genuine orchid blossom preserved in resin. “Everyone adores my gemstone and orchid

necklaces because they are so bold and colorful, but my bestsellers with seaside retailers are always my Flor and Bunga earrings — each featuring my signature real, preserved orchid blossoms.”

She says flowers and floral motifs have been a huge trend lately, particularly with coastal customers. “Seaside shoppers want to make purchases that connect them to the precious memories that they are creating on vacation, and exotic, colorful tropical flowers really fit the bill.”

CONNECTING WITH CUSTOMERS

Amanda Esposito, founder and designer of New Jersey-based Northern Tides Studio observes, “I think when people are purchasing jewelry, they are searching for ocean-inspired jewelry that is unique, handmade and reminds them of how the ocean makes them feel.”

She adds, “Unique one-of-a-kind pieces do really well, and people see the value of the work that a jewelry designer does when they purchase that one-of-akind piece.”

All of ShipShapeStyles pieces are Made in the USA. “Many of our customers appreciate that,” says Jennifer Ramsdell, owner. “We only use sterling silver chains and earwires and our bangles and cuff bracelets are stainless steel, which result in a quality piece of jewelry that will not tarnish.”

ShipShapeStyles’ jewelry line is in shops from Hawaii to Maine and from Minnesota to Florida, so Ramsdell says each part of the country is different in what may be trending.

“Some consistencies are requests for delicate and dainty pieces, multilength chains so our pieces can be layered, cuff

Dune’s experiential jewelry is handmade.

The double wave bracelet is a bestseller for The Beach and Back.

Ocean Jewelry’s Wave jewelry is in high demand and led to an expansion of the line.

PRODUCT FOCUS: JEWELRY

bracelets, and inspirational or personal pieces,” she says.

THEMES THAT GLEAM

Coast GoldWorks’ exclusive collection of diamond wave rings and the Compass Rose Jewelry Collection are the Massachusetts’ jewelry company’s bestsellers.

Goldsmith Corey Quinn says, “We make our sparkling wave rings in a variety of sizes and styles — some as a flowy wedding band, others as a single crashing wave — and they are all extremely popular with our retailers and our own customers.”

He describes the compass rose as intrinsically nautical, timeless and classic. “We add our own unique touch to the design, making this a bestseller for Coast GoldWorks.”

Rings are all the rage for Coast Goldworks customers currently, Quinn notes. “The ring selection is what’s really driving customers to return to our brand right now. Also, our customers have been

purchasing pieces that remind them of their time on vacation or of their connection to the coastal lifestyle.”

Allison Cole’s bestselling bracelets are those that have the most direct ties to the nautical lifestyle. “The Waverly features an anchor closure, while the Cambridge has a cleat clasp and the Starboard features a square knot,” says Nicole Recomendes, owner and designer. “My retailers regularly sell out of these three styles.”

She is seeing a trend toward floral patterns in soft colors. “I recently introduced a couple of designs inspired by hydrangea blooms and they have quickly become a customer favorite.”

Patsy Kane debuted her new Ketcham Trap pendant at trade shows in Massa-

chusetts and Maine this spring.

“Retailers love that it’s a partnership with a trap maker and a very true actual trap. There aren’t any other working trap pendants that we know of,” she says.

LOLA Co.’s bestselling designs are its nautical pendants that feature a sand dollar, anchor, compass rose and mermaid, “and our newer designs such as our octopus and shell collection are also gaining traction,” says Spokesperson Meagan Ginley. Retailers can design a custom pendant using the destination coordinates or a popular landmark, and it is sold exclusively in that store.

West Coast Sea Glass’ sea glass earrings are purchased by shops about four times more than its other sea glass jewel-

One-of-a-kind pieces sell well for Northern Tides Studio.

ry items, according to owner Mary Beth Beuke. “We think this is because the oceans tumble our pretty and historical blue and green bottle glass remnants into perfect, small earring-sized pieces.”

Beuke says cobalt blue, cornflower blue and aqua blue sea glass are the most popular colors.

CASUAL VIBES

Foterra’s nylon-cord slide bracelets are trending as bestsellers for nearly all of its

retailer customers. These bracelets offer a lower-price point to complement its sterling silver and gold-fill lines.

Josh Astern, Foterra’s founding “fotographer” says they often sell multiples. “In general, our reps relay that oceanrelated charms and sea glass continue to be good sellers for their coastal stores with a strong desire for Made in USA.”

Gresham Wholesale’s Maui Collection featuring water-resistant bracelets and necklaces is a bestseller with seaside retailers, according to Gresham Meek, owner and lead designer. “We have several charms to customize your own stack with freshwater pearls, letters, numbers, symbols and hammered balls.”

Lately he is seeing lots of stacking and personalization. “People are wearing multiple bracelets and incorporating special charms that mean something to them, whether it is their initials, a cross, a heart, etc.,” he says. “Another trend is layering necklaces of different styles and sizes.”

Born to Rock Jewelry’s paddle and

surfboard necklaces have long been bestsellers, but recently a new collection of beaded necklaces and bracelets are taking the lead. “They are just fun, easy to wear, and the necklaces can be layered with surfboard necklaces adding an extra touch of color.”

EstelleJoyLynn’s beach-themed embroidered tassel beach bracelets are a big hit with seaside retailers, according to mother and daughter team Robin and Shannon Lynn. “Boutiques love how they can choose their favorite bracelet colors, thread colors and choice of letters to create their own custom signature tassel bracelets,” Shannon Lynn says.

While preferences may vary, there is one thing seaside retailers can be sure of, according to ShipShapeStyles’ Ramsdell. “Customers tend to gravitate towards pieces that have meaning for them. Whether it is a specific color or a charm that evokes a memory or experience, customers [want to] feel as though the piece was made just for them.”

Stackable jewelry, like Gresham Wholesale’s Maui Collection, is trendy.

1 | Ocean Jewelry: Sterling silver starfish bangle with pearl and crystals. www.oceanjewelrystore.com

2 | Patsy Kane: Ketcham Trap pendant. www.patsykane.com

3 | Dune Jewelry: Shell necklace featuring sand, turquoise and pearls. www.dunejewelry.com

4 | Northern Tides Studio: Rectangle Wave earrings. www.northerntidesstudio.com

5 | Melissa Lew: Baby sea turtle pendant necklace. www.melissalew.com

6 | Jackie Gallagher Designs: Limpet shell earrings with pearls. www.jackiegallagherdesigns.com

7 | Cape Shore: Alligator pin. www.cape-shore.com

8 | Wild Cloud: Hibiscus flower earrings made from bamboo. www.wild-cloud.com

9 | ABW Designs: Wave necklace. www.abw-designs.com

10 | Mermaids + Madeleines: Goldfilled, aquamarine raindrop pendant. www.mermaidsandmadeleines.com

11 | Jilzarah: Beach Day crystal stretch bracelet. www.jilzarah.com

12 | Cape Cod Chokers: Surfer Brights leather and pearl ring. www.capecodchokers.com

13 | Foterra: Turquoise, gold-dipped slide bracelet. www.foterrajewelry.com

14 | Destination Jewelry: Link cable diamond bracelet. www.destinationjewelry.com

15 | LOLA Co.: Sand dollar pendant. www.lolacompany.com

16 | Allison Cole Jewelry: Hydrangea Cambridge bracelet. www.allisoncolejewelry.com

17 | Nau-T-Girl: Compass necklace. www.nau-t-girl.com

18 | Devi & Co.: Caye everyday orchid necklace with morganite. www.deviandco.boutique

19 | Ciao Bella: Ocean waves sand pendant. www.ciaobellawholesale.com

20 | The Wellington Michael Collection: Starfish ring with genuine beach sand. www.wellingtonmichael.com

21 | The Beach and Back: Gold and turquoise double wave bracelet. www.thebeachandback.com

22 | Coast GoldWorks: Crashing wave ring with natural diamonds. www.coastgoldworks.com

23 | Dawn Lombard: Blue layers earrings. www.dawnlombard.com

24 | Born to Rock: Tidepool beaded bracelet. www.borntorockjewelry.com

25 | ShipShapeStyles: Blue tumbled glass bangle bracelet. www.shipshapestyles.com

26 | A.T. Storrs: Shell pendant from Wild Pearle Collection made with sustainable abalone shells. www.atstorrs.com

27 | Bali Queen: Sand dollar earrings. www.baliqueen.com

28 | Ginger N Glow: Gold-plated square baroque pearl on 14 karat plated twist rope chain. www.gingernglow.com

29 | Seaport Sweetheart Designs: Single glass bead bracelet inspired by quintessential spring break destinations. www.seaportsweetheartdesigns.com

30 | Bellacara: Hand-cut gold-plated pendant features a lighthouse guiding a ship. www.bellacarajewelry.com

STORY BY KRISTIN ELY

SUSTAINABLE STATEMENTS

Coastal jewelry makers are embracing sustainable practices and causes with designs and efforts that take conservation into consideration.

Consumers have become increasingly environmentally conscious, and many seaside retailers are responding to this by offering products that are made from recycled or upcycled materials or products from companies giving back and supporting ocean conservation and sea life. This trend transcends into jewelry with a variety of companies supporting conservation causes through the jewelry-making process or through charitable donations.

The Beach and Back recently partnered with Repurpose Recycling, making a “half pound promise” to collect and recycle a half pound of ocean plastic for every product sold. Similarly, Wellington Michael Collection has partnered with TerraCycle

Global Foundation to ensure that for every piece of jewelry sold, one pound of trash is removed from rivers, canals and oceans. Other companies are also well known in the industry for their fair trade practices and conservation efforts, including Pura Vida, Nica Life and 4Ocean.

“By using natural beach sand and the finest quality materials, our handcrafted designs capture the beauty of the beach while helping to keep it clean for generations to come,” says The Wellington Michael Collection Co-Founder Ryan Dedola.

Coastal customers tend to prefer minimalist and dainty designs that incorporate natural elements, according to Dedola. “Eco-friendly materials and sustainable production methods are also important considerations. Ocean-inspired patterns like waves and marine creatures are always in style. Overall, customers value jewelry that evokes a meaningful connection to the beach and supports its preservation.”

Dedola is also co-founder of Virtu Made, a brand whose

Photos above: Wild Cloud’s sustainable earrings are made from bamboo and feature popular coastal icons.

products symbolize the harmony between humankind and nature. Its line of bracelets are made out of colorful textiles by artisans in Bali and feature a stainless steel charm with Virtu Made’s logo, with the V and M resembling waves. Each product Virtu Made sells also removes a pound of ocean-bound plastics from waterways.

CRAFTED FOR CONSERVATION

Dune Jewelry is also doing its part. The Boston-based jewelry company that uses earth elements to create experiential jewelry pieces has donated over $250,000 to Coastal Preservation and other charitable organizations over the past five years.

And Wild Cloud, a San Diego-based sustainable, women-owned and operated brand, crafts its earrings from eco-friendly bamboo.

“We offer unique and modern designs which help restore our ecosystems,” says Founder Victoria Britton. “In addition, we plant a tree for every product sold and have contributed to 17,001 trees in two years through our partnership with Trees for Our Future.”

Ciao Bella Jewelry donates part of the proceeds from its Ocean Waves Collection to help protect marinelife and ecosystems. The company’s pendant necklace and sterling-plated cuff bracelets are bestsellers.

“We use sand and resin art to create

these designs,” says President and Designer Michelle VanBibber. “We are seeing a trend from our coastal customers in products that give back or have meaning.”

Dawn Lombard’s glass and metal jewelry uses 100% recycled copper on all of its enamel work. “Simple pendant necklaces are on trend right now,” she observes.

Melissa Lew uses eco-friendly materials in her jewelry designs, including bamboo and stainless steel, as well as the packaging, with cards printed on recycled stock featuring vegetable-based inks. “Our shared love for the ocean means conservation awareness,” says Lew.

Her sea turtle and flamingo designs are her bestsellers. This year she is introducing baby sea turtle and starfish designs.

Colorful beaded bracelets and brushed gold bead bracelets are among the sustainable creations of Seaport Sweetheart Designs.

Jewelry sold by The Wellington Michael Collection helps keep beaches clean.

“We thoughtfully design and create every piece in our coastal Virginia studio using recycled glass, sustainable metals and other globally sourced materials with unique textures and finishes,” says Owner Emily Pratt. “Retailers and their customers love mixing and matching bracelets.”

PAYING ATTENTION

Robert Sylvester, designer for Largo, Florida-based Cork Tree Designs has observed, “There is a greater awareness around buying made in the USA and eco-friendly products.”

He says his coastal retail customers do well with cork jewelry. “The natural beauty of cork material combined with the interesting story about the cork tree enables the retailer to engage with the customer to share the cork tree story and

create an interesting buying experience to provide the buyer with a unique gift.”

The company’s nautically-themed charm bracelets with ceramic beads, and its fishhook bracelets are popular. Nature-themed necklaces with turtles, dragonfly, whale tails, crab, fishhook, starfish and wave designs also are a hit.

“All of the jewelry does very well because the cork integrated with beads and other media seem to resonate with the customer,” Sylvester says. “There is something about cork that inherently correlates with the surf and sand.”

Offering jewelry that uses eco-friendly and upcycled materials can add to the sentimental reasons customers decide to buy a piece of jewelry. Knowing their purchase is helping to preserve the coastal areas they love can be a great selling point.

Eco-friendly jewelry is available from Melissa Lew, at left, and Cork Tree Designs, at right.

“There is a greater awareness around buying made in the USA and eco-friendly products.” — ROBERT SYLVESTER, CORK TREE DESIGNS

TANYA DUDUKIAN’S PERSPECTIVE ON Jewelry trends:

Focus on a niche, deliver attentive service and offer fun accessories that guests can afford.

T’sToeRingsandGifts NewportBeach,CA

TOOTSIE TREASURES T

anya Dudukian always tells customers in an infectiously warm, welcoming way, “We love playing with your toes.” The invitation is an ice breaker for those feeling skittish about a toering fitting. After all, at T’s Toe Rings and Gifts, it’s all about the piggies.

Dudukian has been in the toe ring business for 18 years, and she’s a licensed manicurist, so feet are just part of life. Adorning toes in solid band, sterling silver and gold decorative rings in about 30 different styles — stacked, solitary — is a niche she has grown at her shop in Newport Beach, California.

What sets T’s Toe Rings and Gifts apart from the usual toe rings you find at fairs, markets and in souvenir displays, is the solid band that is far more comfortable than an adjustable ring, Dudukian explains. “Those can come loose and pinch you,” she says. “These are super comfortable you can leave them on yearround, wear them in your boots — I’ve had mine on for 25 years!”

T’s Toes and Gifts carries more than just toe rings, it also offers a wide range of jewelry, including bracelets.

A PEDI APPROACH

STORY BY KRISTEN HAMPSHIRE

During the busy summer season, girls are lined up outside T’s Toe Rings and Gifts to find just the right toe ring combo and get fitted for the correct size. Dudukian’s shop is only 269 square feet, so she maximizes the space by keeping toe rings in glass cases — a sample of each style. Once a guest is sized, she and staff find the desired ring and right size from their inventory. A service-focused approach ensures that customers are properly fitted with a comfortable toe ring without the guesswork.

With seating and a pedicure stool so guests can put their feet up for sizing, the process can feel like a luxury. “We squirt the toes with antibacterial soap and water to get them slippery, then find the size that fits best,” says Dudukian, adding that a emollient is necessary to easily try on different toe ring sizes.

“We have put toe rings on customers and asked, ‘Are you going to be down at the beach for the day? See if it’s comfort-

PHOTOS: JOHN GLOVER

“We strive to provide the best customer service and we guarantee our toe rings. If there’s a problem, we’ll take care of it for you.” — TANYA DUDUKIAN

able, and if not, swing back and we will exchange it for you,’” Dudukian relates. “We strive to provide the best customer service, and we guarantee our toe rings. If there’s a problem, we’ll take care of it for you.”

There rarely is. Dudukian has only had a couple of exchanges, and those

were online purchases, which is only 1% or 2% of overall sales. “I was afraid to even go online because I was concerned people would buy the wrong size,” she says. “But so far, it hasn’t been a problem.”

Still, this is why Dudukian says in-person sales are ideal for this specific jewelry type.

As for materials, Dudukian’s stepfather makes gold rings to sell and also owns a T’s Toe Rings and Gifts store in

Ocean motifs are popular like turtles and whale tails, along with bands with a twist on the side or middle. The toe rings are stackable. ow about this: Dudukian wears multiple toe rings, including triple stacks on two of her toes and a single ring on another toe. She is so accustomed to wearing toe jewelry that it never crosses her mind. .

“I should probably change them up,” she laughs.

Redondo Beach. For sterling silver solid toe rings, Dudukian works with a vendor in Los Angeles. When she shops markets and finds interesting toe ring designs at fairs or online, she asks her supplier if it can be made into a solid ring. (The openback adjustable toe rings are much more commonplace.)

“People like to wear the rings on all different toes, and it usually takes a day or two to get used to them, and then you never feel them again,” says Dudukian.

AFFORDABLE LUXURIES

Aside from toe rings, which represent about 50 percent of total sales, Dudukian

“People like to wear the rings on all different toes, and it usually takes a day or two to get used to them, and then you never feel them again.” — TANYA DUDUKIAN

Solid toe rings that need to be sized sets T’s Toe Rings and Gifts’ offerings apart.

also offers necklaces, bracelets, anklets, finger rings, earrings, island sandals, rope bracelets, Mexican blankets and wind chimes.

Across the board, maintaining an accessible price point is a priority. Items range from $3.95 to $50. Keeping costs in line encourages guests to buy more, Dudukian says.

“I have people come in and say, ‘You have the best prices at the beach,’” she relates.

For instance, one customer interested in the shop’s Mexican blankets saw the $12.95 price tag and said she already paid $27 for the same product at another shop up the street.

T’s Toe Rings and Gifts is profitable in spite of palatable pricing because of volume sales, says Dudukian. “It’s quantity because the prices are low enough for people to afford.”

As for trending styles, Dudukian says toe rings have long been a “thing,” and she’s also noticing customers gravitate

toward the evil eye anklets she displays. “They were hot last year and they’re still going strong.”

She also moves a lot of wind chimes that she sources from a wholesaler in Huntington Beach. “And we do sell a lot of blankets,” Dudukian adds.

Appealing to the beachgoer looking for fun, accessible jewelry, a comfy blanket for sitting on the sand and something special to take home is Dudukian’s calling card. And as for toes, she holds the market on the beach. “The niche is beneficial.”

T’s Toe Rings and Gifts offers fun jewelry and gifts for beachgoers in a compact space.

RON MEYER’S PERSPECTIVE ON Jewelry trends::

Group similar motifs and sizes together and have something for the youth.

ArtisanHouse

NorthportVillage,NY

STORY BY KRISTEN HAMPSHIRE

SOMETHING SPECIAL FOR EVERYONE

Nautical baubles, trendy stackable rings and ocean-inspired pieces are go-to jewelry buys at Artisan House in Northport Village, New York — a historic shipbuilding port on Long Island with a tight-knit community that buys local.

Ron Meyer and Randi Johnson took over the shop in November 2021, after the previous owner Cathy Kitts posted a sign in the window: “Business for sale after 49 years.”

“It was meant to be,” says Meyer, who has spent his whole career in retail management, from owning independent record stores to working for several big boxes. He was burnt out, the pandemic changed his employment status, and he was looking for a fresh start.

“Randi and I were in Northport Village one Saturday for the farmer’s market when we saw Artisan House for sale,” he shares. Often, when he happened upon an empty storefront, he’d dream of what it could be.

This eclectic, character-filled shop called his name.

Jewelry, baby clothing, candles, glassware, wind chimes, nautical decor, sunglasses, sandals and name-drop apparel fill the walls of the shop, which was a hotel in the 1800s.

“I still have a lot of original elements like the tin ceiling and

a display unit,” he says. “I tell people to look up, look down, look left and right,” he says of the floor-to-ceiling offerings of inventory. The shop is about 800 square feet and Meyer takes advantage of every inch.

Jokingly calling the boutique Artisan House 2.0, he and Johnson maintain the categories the shop is known for while expanding offerings in jewelry, for instance, that catch their eyes or might appeal to a younger audience. “We are trying to make sure we have items for some of the younger girls and teens that come into the shop because there is not a lot in town for them at this point,” Meyer says of the opportunity to expand his clientele, particularly with go-to jewelry pieces.

STACKING UP SALES

There’s something small-package special for everyone at Artisan House. The shop’s mix of jewelry styles includes price points ranging from $50 to $200 and averaging $60 to $70. “We are constantly trying to

PHOTOS: CHRISTOPHER APPOLDT

Necklaces from Shanore’s Ocean Jewelry line are available at Artisan House.

keep the inventory fresh,” Meyer says.

The couple buys at gift shows and seeks out vendors from sources like Faire, where they can test new lines without overbuying. “We can see how it does, and if we like it we continue with it,” says Meyer.

A real win in the jewelry department is stack rings by Center Court. With pricing tiers and numerous styles, guests can customize a look that appeals to

them (and their wallet). Artisan House carries gold and sterling silver rings in this line. “To make it easier for merchandising, we color-coded each ring size,” he says. Sizes are grouped together so customers can easily mix and match bands.

“We carry a good amount and are constantly keeping the selection full,” he says, adding that the younger audience goes for this look. “They’ll buy them two or three at a time and then come back in with their friends.”

Artisan House also carries Ocean Jewelry, which is displayed as a collection. Other brands are mixed on spinners or T-rods. “We group like motifs together like nautical, fireflies, butterflies and mermaids,” says Meyer.

Ocean Jewelry is a brand that tourist and local customers seek out. The biggest sellers are mermaid inspired, and turtles are a close second. For boaters, the shop offers nautical themes like anchors, waves and compass roses.

Acomo necklaces and earrings are a

solid sterling silver seller. “We literally sell it every day, and we get them in pretty quickly, which is also nice,” Meyer says. Bali Beach Bracelets and Pura Vida offers a beachy look that goes over well with teens, and any demographic, really.

Artisan House sells 90% of its jewelry to women, but it offers some men’s wares. Those are sterling silver rings by Center Court and strappy leather or rope-like bracelets by Anju.

The latest offering is a hit gift item. Moonglow bracelets and necklaces allow guests to find out the moon phase of any special occasion by looking through a book that is kept in the shop. Every date beginning from the 1920s to present has a corresponding code, which allows you to select the correct moon phase jewelry piece. The jewelry shines by day and glows at night.

A HARBOR GO-TO Meyer maximizes wall space and leverages display options like spinners

Artisan House’s Co-owners Ron Meyer and Randi Johnson, with Manager Dee DeFranco, at left.

for earrings, T-rods for necklaces and a central table for 4ocean eco-friendly jewelry. There are also glass cubes at the register. Artisan House naturally invites customers to explore.

Aside from jewelry, baby clothing is a top selling category — gifty apparel in nautical themes by brands like Posh Peanut, Henry & Me, Angel Dear and Little Me.

“When I first took over the shop I said to the previous owner, ‘Maybe I’ll get rid of the baby clothes,’ and she

looked at me and said, ‘Are you crazy? Do you realize how much business is baby clothes?’”

Meyer wouldn’t think of changing it now. Baby clothing is about 50 percent of the store’s overall sales.

Because there are several other nautical decor stores in Northport Village, Artisan House veers away from the larger-scale products, though it carries some signage, glassware, tabletop items and ceramic mugs.

Summer tourists bag up Long Islandand Northport-themed T-shirts and hoodies. “We are like the souvenir store of Northport,” notes Meyer. “And we are a big dog town, so we carry a line called Puppie Love that does really well in sweatshirts, including one customized for Northport.”

Overall, Meyer is inspired by the feedback and purchasing at Artisan House, and most of all, the lifestyle of owning and operating a small business in a small, seaside town.

Moonglow jewelry features moon phases.

JESSICA

MANGANO’S PERSPECTIVE ON Jewelry trends::

Offer guests a truly local experience with creative products from area artists.

TheTabbyShore GiftBoutique Beaufort,SC

LOWCOUNTRY + LOCAL

Supporting Lowcountry locals with a vibrant venue in Beaufort’s charming coastal shopping district is a passion and pleasure for Tabby Shore Gift Boutique’s Jessica Mangano. With 60-plus artists including jewelry makers filling creative displays, guests who stop in can take home a true piece of this South Carolina destination.

“We wanted to bring something to Beaufort that had never been done before, and we knew of so many talented local artists and makers that needed a space to showcase their work,” says Mangano. “In a town full of talented people, tourists want to go where they can get something that’s made locally, so that is where the idea came to mind. And we just kind of bootstrapped it from there.”

Tabby Shore Gift Boutique is centered on a palm-tree lined pedestrian pathway that leads to the waterfront. “You can see the beautiful river from our front door,” says Mangano.

STORY BY KRISTEN HAMPSHIRE

Downtown Beaufort is known for its entrepreneurial flavor. Tabby Shore is next to the bustling Country Cider Co. and a popular coffee shop, drawing in steady streams of foot traffic.

Now celebrating its fourth year in business, Mangano has expanded the shop’s jewelry collection, noting that trending styles this year include gold-plated pieces, everything dainty and infinity jewelry.

“I love that these pieces are easy to accessorize with anything — you can dress it up or down, it doesn’t matter,” she says.

DAINTY, PERSONAL EXPRESSIONS

Aligning with Tabby Shore’s mission, all of the jewelry the shop offers is made in the Lowcountry, and there are nearly a dozen makers’ works on display, each with a different approach to the art. Mangano’s ever-changing center presentation is seasonal and currently decorated for spring and early summer in a bright floral vibe. So she introduces complementary jewelry pieces to the showcase.

“We currently have a lot of coral, soft minty turquoise and mostly gold plating,” she says of this table.

Jewelry lines are displayed by collection and artist throughout the shop. This presentation gives artists a sort of “exhibit” within the shop, and it allows customers to easily find the brands

PHOTOS: CAITLYN RYAN

Carded earrings hung on driftwood are among the creative displays at the Tabby Shore Gift Boutique.

and styles they are seeking. Mangano will also borrow pieces to accessorize mannequins.

Mangano gets creative with displays. For example, shapely pieces of driftwood on walls serve as a “hanger” for cards holding earrings. A wooden bowl holds a showy selection of Elu Cook studs.

The line Indigo Ridge Jewelry, which is made in Beaufort and displayed in a handmade wood display, is really moving, she says. “She uses tiny gemstones and mixes them in with gold-plated detail,” Mangano describes. “Earrings that are really selling are cascading gemstones and all of her pieces are very lightweight and dainty.”

Elu Cook Designs is a Mount Pleasant, South Carolina-based glass artist who works in oceanscape colors. “She takes her glass pieces and fills them with sand from our local beaches and surrounding islands,” says Mangano.

Tourists can select delicate stud earrings holding a pinch of the coastline where they made memories on vacation. “She also does a lot of custom orders for us. Recently we had two sisters come into the shop and they brought us sand from a house they are developing on St. Helena Island,” shares Mangano. “They had a collection of jewelry made for Mother’s Day.”

Customers gravitate toward jewelry and other products with a cause, including Elu Cook. A portion of proceeds from each jewelry sale goes to the Surfrider Foundation in Charleston to support beach cleanups and sea turtle patrol.

“We try to partner with as many giveback makers as we can,” Mangano says.

Tabby Shore accessorizes dress forms to show how jewelry looks with apparel.

“We currently have a lot of coral, soft minty turquoise and mostly gold plating.” — JESSICA MANGANO

As for motifs, oyster shells rule in Beaufort.

“Our waterways are covered in oyster bed, so oysters are a whole way of life down here,” says Mangano, providing Clouter Creek Designs based in Charleston as an example. Tabby Shore carries the line’s earrings and necklaces fashioned from oysters harvested from the creek. “She cleans them up, polishes them, fills them and they are rimmed in gold leaf.”

The oyster studs are the size of a pinky fingernail, filling that demand for dainty jewelry pieces.

“They are a beautiful staple in the shop,” Mangano says.

As earring exchanges have become a festive holiday tradition, “those are the best ones to gift here in Beaufort,” she adds.

CURATING THE SHOP

Tabby Shore offers a mix of merchandise that is sourced from both wholesalers

along with artisans who sell their wares on consignment.

“That fluctuates, but as we head into the high season from now until December, it’s 50/50, and then in January and February, it tapers to being more consignment,” says Mangano.

The shop uses Square as a point-ofsale system so Mangano can easily run monthly reports to show artists what inventory is sold and disperse payments to them.

As for sourcing, Instagram is a treasure trove, Mangano says. Also, she and husband Kyle, started building their staple of makers to showcase in the shop by attending fairs and markets around town.

“We are nestled in between Savannah and Charleston, so between the two, there are a ton of different markets to find local vendors,” she says.

This allows Tabby Shore to offer a variety of specialty and handmade artisan products, including gourmet foods

Oyster

Beaufort

the Tabby Shore Gift Boutique. and Lowcountry delicacies like specialty cocktail sauces, Bloody Mary mixes, jellies and preserves. The core of the shop is filled with home decor, accessories, jewelry and artwork. A candle cabinet offers a “scentsational” selection.

“The shop is set up so you can make a circle,” Mangano says, adding that shoppers looking for artisan jewelry can find a full-circle of options. “We have a little bit of boutique and a little bit of gift,” Mangano says.

shell jewelry taps into the culture of

at

JUNE 6-9

JUNE

June 1-2

The Mississippi Market Wholesale Show Jackson, Mississippi www.mismag.com/msmarket

June 4-6

Miami International Mart Show Miami Gardens, Florida www.martofmiami.com

June 6-9

Atlanta Apparel Atlanta www.americasmart.com

June 11-14

CMC LA Market Week Los Angeles www.californiamarket center.com

June 11-14

CMC LA Kids Market Los Angeles www.californiamarketcenter. com/lakidsmarket

June 13-15

Retail X - Retail Innovation Chicago www.retailx.com

June 19-21

Outdoor Retailer Summer Salt Lake City www.outdoorretailer.com

June 21-27

Dallas Total Home & Gift Market Dallas www.dallasmarketcenter.com

June 27-30

Dallas Apparel & Accessories Dallas www.dallasmarketcenter.com

June 28

Buyers’ Cash & Carry Market Square

Lebanon, Pennsylvania www.marketsquareshows.com

JULY

July 11-17

Atlanta Market Atlanta www.ameriasmartcom

July 19-20

Mid-Atlantic Merchandise Mart Philadelphia www.midatlanticmart.com

July 30-Aug. 2

CMC LA Market Week

Los Angeles www.californiamarket center.com

July 30-Aug. 3

Las Vegas Market

Las Vegas www.lasvegasmarket.com

AUGUST

Aug. 1-4

Atlanta Apparel Atlanta www.atlanta-apparel.com

Aug. 5-7

Biloxi Mississippi Wholesale Gift Show

Biloxi, Mississippi www.wmigiftshows.com

Aug. 5-8

IFJAG Las Vegas www.ifjag.com

Aug. 6-8

Miami International Mart Show

Miami Gardens, Florida www.martofmiami.com

Aug. 6-9

Las Vegas Apparel

Las Vegas www.lasvegas-apparel.com

Aug. 11-13

GTS Greensboro Expo

Greensboro, North Carolina www.gtshows.com

Aug. 13-15

Shoppe Object

New York City www.shoppeobject.com

Aug. 14-16

Rocky Mountain Apparel, Gift & Resort Show

Denver

www.rockymountainshow.com

Aug. 15-16

Super Zoo

Las Vegas www.superzoo.org

Aug. 20-23

ASD Market Week

Las Vegas www.asdonline.com

Aug. 22-25

Dallas Apparel & Accessories Dallas www.dallasmarketcenter.com

Aug. 27-29

Trendz

West Palm Beach, Florida www.trendzshow.com

Atlanta Apparel

GTS Greensboro Expo

Atlanta Market’s gift resources expand

The nation’s largest in-person gift marketplace, Atlanta Market, expands its collection of some 700-plus gift and lifestyle permanent showrooms with 16 updates set to open for the Summer 2023 edition, July 11-17, at AmericasMart Atlanta.

“Atlanta Market presents the broadest and most in-depth gift offering available to buyers this summer,” says Dorothy Belshaw, IMC chief growth officer. “Brand debuts and expansions continue to diversify the permanent showroom resources with growth in general gift as well as key specialty categories including gourmet, housewares, tabletop, outdoor living and seasonal.”

Atlanta Market’s gift resources are presented on 19 floors in Buildings 1, 2 and 3. The Summer 2023 market features eight new showrooms, five expanded showrooms and three relocated showrooms across the full spectrum of gift categories.

In general gift, four showroom updates include one new addition: TRVL Design (travel bags). Two expanded showrooms are Be Home Inc. (ethically sourced handcrafted home goods from around the world) and The Light Garden (illuminated faux botanicals and decor). One relocation is Kitras Art Glass (one-of-a-kind blown-glass art pieces).

Buyers also can explore some 33 temporary exhibit categories presenting some 3,000-plus lines in 10 exhibit halls across AmericasMart’s three buildings. Of note for gift buyers is the addition of a new Modern Maker category, a juried collection of design-led and maker-driven handmade products.

OneCoast to create flagship showroom at Dallas Market

OneCoast, an omnichannel wholesale sales and marketing company, and Dallas Market Center, have announced a new flagship showroom for OneCoast. The expansive space on the atrium of the World Trade Center will open in time for the January 2024 Total Home & Gift Market.

The move follows a series of investments by OneCoast in Dallas Market Center. The expanded location will provide an enhanced shopping experience for its existing customers while expanding its reach to Western region retailers. This move also comes at a time of Dallas Market Center’s launch of a new vision to enhance the atrium experience and the overall shopping environment for retailers.

“I am truly excited about the vision of Dallas Market Center and our initiative together to create an environment that exceeds our retailers’ expectations,” says John Keiser, CEO of OneCoast. “With our long-term partnership with Dallas Market Center, we will continue to build on this experience for years to come.”

“OneCoast is a forward-thinking company, and we have a special partnership built upon long-standing shared values and mutual support for the independent retailer,” said Cindy Morris, president and CEO of Dallas Market Center. “We are pleased that a destination like OneCoast will have an atrium presence to welcome and inspire buyers year-round.”

Gourmet Market exhibitors will move to a gourmet and housewares resources neighborhood.

New England Made showcases best of region’s products

The 39th annual New England Made Giftware and Specialty Food Show in Portland, Maine, March 11-13 showcased the best of locally made products from across the region for retailers. The event brought together over 300 vendors and visitors from more than 20 states, highlighting the unique and high-quality products that New England has to offer.

The show featured a wide range of products including giftware, specialty foods and artisanal goods. With more than 70 new exhibitors, retail buyers were eager to discover up-andcoming new products and were not disappointed.

Gracie Evans from Gracie’s Village Shops in Wilson, North Carolina placed orders with some 14 new vendors.“We really enjoyed the show. Everyone there made us feel very welcome. We are very happy with our purchases. It was well worth the money spent to travel from North Carolina.”

Vendors, similarly came away with some new accounts, including long-time exhibitor Patsy Kane, a Marblehead, Massachusetts-based company that makes nautical jewelry. “The show was great for me. I met with some of my current retailers and got some great new accounts. I had the best show ever in terms of sales dollars,” says Owner Patsy Kane. “I have the impression that the show drew more buyers from outside New England. One of my new shops is from North Carolina. Also, folks were spending. They came in and wrote orders. There were lots of buyers on the floor.”

CHART Metalworks was among the Best New Product winners in giftware for its specialty door knobs. Hot Date Kitchen won for its Hot Dates the specialty food category. Top winners for the Best Booth competition were veteran exhibitor Cheeky Monkey Home and new exhibitor Shawn Braley Illustrations.

Las Vegas Souvenir & Resort Gift Show introduces new Lifestyle Product Area

The Las Vegas Souvenir & Resort Gift Show, Oct. 4-7, in Las Vegas, has announced a new specialized focus on the trade show floor for lifestyle products. This feature of the event will showcase exhibitors selling lifestyle brands, resortwear and resort accessories.

The Lifestyle Product Area will be a highlighted destination of the show floor distinguished by a unique look and feel as well as daily events such as happy hours and giveaways. The area is anchored by founding exhibitors who have already committed to the show including Sun Bum, Sand Cloud, Pura Vida Bracelets, Optic Nerve Eyewear, Fahlo and Charming Shark Tropical Accessories.

Jared Mehr, sales manager for Pura Vida Bracelets says, “We’re excited to come to the show as we’ve never exhibited before and have heard great things. Gift and souvenir is a big market, and we’ve heard the Vegas show is the best place to find these buyers.”

The Las Vegas Souvenir & Resort Gift Show is known for being the shopping destination of the nation’s top retail buyers and concessionaires. Previous resort buyers have included companies such as Island Shoppers Inc., MGM Resorts, Vail Resorts, Travel Blue, Maui Clothing Store, Hudson News, Sandals, Marriott, Kalahari Resorts & Conventions, Lost Lake Resort & Campground, Xanterra Travel Collection and more.

The Las Vegas Souvenir & Resort Gift show team is currently working closely with customers to continue to grow this show feature. Show Director April Holinek says, “We are so excited to be able to work with and highlight so many great brands as part of the focus we’re putting on lifestyle products in October. We appreciate how invested the current exhibiting companies are into making this a success and we look forward to helping showcase their amazing products to buyers throughout the country.”

More information is available at www.lvsouvenirshow.com.

Casual Market Atlanta provides a new outdoor furnishings destination

Registration is open for the inaugural Casual Market Atlanta, to be staged July 10-13, at AmericasMart Atlanta in an all-new outdoor furnishings destination featuring some 50-plus showrooms and 100-plus temporary exhibits. Hallmarks of the Casual Market experience include the International Casual Furnishings Association’s (ICFA) annual Awards Gala and charitable giving opportunities, plus new educational and networking opportunities.

“After years of envisioning, planning and building, Casual Market Atlanta is coming to fruition,” said Bob Maricich, International Market Centers (IMC) CEO. “We look forward to welcoming Casual Market exhibitors and attendees to Atlanta as we embark together on a new era for the industry.”

Casual Market Atlanta buyers will discover the latest in outdoor furnishings, accessories, fabrics and more in a purpose-built destination in AmericasMart Building 1. Resources from industry leaders and innovative newcomers including Agio, Castelle, Lloyd Flanders, Polywood, Summer Classics, Telescope Casual Furniture and many more are presented on six contiguous floors. Nearly 50 permanent showrooms are on Floors 2-5 complemented by 100-plus temporary exhibitors on Floors 6 and 7.

Jackie Hirschhaut, executive director of the ICFA, says, “I think that casual furnishings buyers will be very impressed by this sparkling new showcase of outdoor furniture and accessories.”

The overlap with Atlanta Market, also staged at AmericasMart, offers new opportunities for Casual Market Atlanta participants. Buyers have easy access to some 6,000 complementary furnishings, gift, lifestyle, seasonal, housewares and gourmet lines.

Casual Market Atlanta showrooms are open July 10–13, from 9 a.m.–6 p.m., and temporary exhibits are open July 10-12, from 9 a.m.–6 p.m. and July 13, 9 a.m.–2:30 p.m. Permanent showrooms will remain open through July 17 for the duration of Atlanta Market. More information is available at www.casualmarketatlanta.com.

Rocky Mountain show gaining momentum

The Rocky Mountain Apparel, Gift & Resort Show is finding success under new ownership. RedlineXpo relaunched the show in 2021 as a bi-annual show.

Leased booth space square footage for the company’s fourth edition of the show grew by 16% from the February 2022 event, while attendance grew 20% between the same two shows, according to Evan Shoda, a partner with RedlineXpo.

Shoda said exhibitors and attendees alike at the February show were impressed with the growth of the show and expressed their optimism in the continued upward trajectory. “Vendors were appreciative of our new marketing initiatives as well as our focus on bringing in key accounts from around the country.”

Hollie McBride of exhibiting company Sea To Me said, “The Rocky Mountain Show exceeded our expectations. We will be back next year.”

Murffy Stevens of Monterey Imports, a 65-year Denver show exhibitor, said, “For the first time in a long time I’m optimistic about this show’s long-term future. I appreciate the fresh energy and attention that this management team has brought to the show.”

He added, “It’s wonderful to see first time buyers and new retailers in addition to all the dedicated buyers and exhibitors that keep this show going. Denver is always an important show, and a strong market, but there is a new sense of vitality that’s so important and actually makes it fun to walk through the door again.”

The show returns to Denver, Colorado’s National Western Complex Aug. 14-16.

Your thumbs represent your very best customers because 80% of your sales come from only 20% of your customers.

So when we’re running a sale, we’re not talking to our Thumbs. Instead you must talk to and sell to your Pinkies. But don’t make the mistake of thinking that you can just do any kind of sale and your Pinkies will come running.

The secret to move the inventory you want to move, improve your cash flow and protect your margins is tailoring your sale and your message to your Pinkies.

THE FINGERS THAT COUNT IN RETAIL

There are two important customer types in retail that you should pay attention to. Once you understand these two customer types, you’ll be able to execute marketing, store events and promotions that serve each type the best — which leads to more sales and profit for you.

When I share these two types with store owners, I love to use the analogy of Thumbs and Pinkies. Put both your hands up in front of you, fingers spread wide. Now fold down your fingers so all you see are your thumbs. Your thumbs represent your very best customers because 80% of your sales come from only 20% of your customers.

CUSTOMER TYPE #1:

THUMBS

This is why we refer to your best customers as your Thumbs. They buy fullprice merchandise, come back often and rave about you to all their friends. They’re not bargain hunters, and they don’t usually respond to sale language. This customer type would much rather pay full price in order to get the newest styles and your excellent, personalized customer service than be in a big crowd during a sale.

CUSTOMER TYPE #2 PINKIES

Your Pinkies are your sale customers. They love a deal and the hunt of a bargain. We love our Pinkies! They are essential to every successful retailer because they help us move out old merchandise, putting cash in our pockets!

The words you use matter. The timing and length of your sale matters. Your markdowns and merchandising matter. To move the most old inventory out and to serve them best, you must give your Pinkies what they want. What they expect.

CUSTOMER TYPE #3

THE MIDDLE FINGERS

I’ll never forget the time I was sharing this information during a speaking event, and in the crowd I saw an arm raised by a sweet lady that looked like a grandma. “But Cathy” she said, “What about the middle fingers?”

The crowd burst out laughing as did I — so of course the middle fingers now deserve an honorary mention every time I talk about the two important customer types.

The middle fingers represent everyone else in your customer base – the peanut gallery, the ones that make the most noise, but don’t spend enough in your store to earn a vote in your inventory or marketing strategy.

Of course you’ll always treat them to the amazing customer experience everyone who shops with you gets — But you won’t be basing inventory, marketing or policy decisions on their demands.

CATHY DONOVAN WAGNER guides retailers to grow their sales so they can pay themselves and their staff. Watch how here: www.retailmavens.com/increasesales.

On our radar

Looking for something new to offer? Here are some fresh ideas.

TownWear

Celebrate what makes your beach town special with unique designs you help create. www.mytownwear.com

Fin Nor

These sport sunglasses are ideal for reeling in that next big catch on the water in style. www.fin-nor.com

The Petting Zoo

Help little customers connect with the sea with this cute daddy and baby seahorse. www.pettingzooplush.com

Nomadic State of Mind

Give your feet some love with these handmade, washable sandals. www.nomadicstateofmind.com

Koppe & Co.

Illume

This Fresh Sea Salt Baltic glass candle is filled with the scent of salty sea spray, jasmine and gentle breezes. www.illumecandles.com

Cape Shore

Relax beachside with a morning cup of Joe in this compass rose mug in nautical blues. www.cape-shore.com

Humorous “We Don’t Skinny Dip We Chunky Dunk” sign sets the vibe for a fun outdoor living space. www.koppeskandles.com

Seacoast Sweets

Assorted patties are packaged to nautical perfection and come in four delectable flavors. www.seacoastsweets.com

Scented Vessel

Add this sailboatthemed scented wax vessel to a nautical room to gently diffuse aroma.

www.scentedvessel.com

Simply Chickie

Little squirts will love this whale onesie and hat gift set made in the USA from organic cotton. www.simplychickieclothing.com

Have a product you would like featured? Send a high-res image and description to: kristin@breakwallpublishing.com.

STARFISH AWARD

Winner: Mimi Seabrook

Location: Pawley’s Island, South Carolina

Owner: Guilds Peace

Rebuilding women’s lives

For women escaping domestic violence, some of life’s most important elements, such as housing, childcare and employment, are in a state of flux. But thanks to Pawley Island, South Carolina clothing and accessories store, Mimi Seabrook and its support of the local charity Family Justice Center, domestic violence victims are getting the help they need to rebuild their lives. Not only does the store donate a portion of its proceeds to the center, it also undertakes initiatives to make Mother’s Day, the holidays and back to school a bit brighter for families facing what can seem to be insurmountable challenges.

Located in the small town between Charleston and Myrtle Beach, Owner Guilds Peace says the store’s efforts to help in the community means “everything.”

“We have a platform where we can help others,” she says. “Of course we want to wear cute dresses and feel good about what we’re wearing. But really, the main reason for us being here is to be the light of the Lord and give back to our community.”

FOR JUSTICE, HOPE AND SOLACE

The Family Justice Center provides shelter, counseling, connections with victims’ advocates and attorneys, help with continuing education and more to get women and their children back on their feet. “It is a full 360 to help the families,” Peace describes.

In April, Mimi Seabrook was working on providing Mother’s Day gift baskets for 20 women. The baskets contained self-care gifts and devotional materials such as bibles. And the school year gets off to a smoother start with back-to-school backpacks and supplies provided by the business.

Customers can also grant wishes through the store’s website using an Amazon wish list. For local customers, there is a holiday angel tree where customers can choose a tag with a gift request. Over the years the store’s customers have gifted everything from bicycles and iPads to X-boxes and Legos to young people who might otherwise not receive any presents.

GIVING AND GOING FORWARD

Mimi Seabrook isn’t just about cute dresses, though it offers many. The owner also prioritizes charitable support.

SPONSORED BY:

Moving forward, Peace is working on a program where other charities will benefit from the generosity of the Mimi Seabrook customers.

Starfish Awards recognize retail stores in our industry that are making a difference through charitable donations and efforts. Is your store worthy of an award? We’d love to hear from you!

Complete an entry form at www.seasideretailer.com/starfish-award

PHOTOS: TANYA ACKERMAN

“Any customer — they love to be involved, they love to help, and there’s such a willingness to help. People want to give back, and I think it is genuine human kindness.”

— Guilds Peace