Seaside Retailer - March/April 2023

The Admiralty on the Strand continues a family tradition of craftsmanship that is carried on by the by the founder’s wife and two daughters.

Mission accomplished

The first time you do anything can be a bit scary: starting a new job, getting on a bike, flying in an airplane, trying a new recipe or getting up in front of a crowd all come to mind. The inaugural Coastal Connections Conference certainly was no exception. Going into the conference, I couldn’t help but wonder if we had made the right decision by launching an event specifically for this dynamic segment of the retail industry.

Any reservation I had went right out the window as soon as Cathy Donovan Wagner of RETAILMavens took the stage at Margaritaville Resort Orlando on the afternoon of Jan. 22. I looked at the crowd of retailers as she was speaking and saw nodding faces, relating looks and note taking everywhere I looked.

I’ve been to many conferences over the years where the audience is afraid to share or ask questions. That was not the case at the Coastal Connections Conference. The crowd, containing retailers from 13 states and the Virgin Islands, was not bashful. During a session called Creating Coastal Connections, panelists and the audience openly shared suggestions on employee training and customer loyalty programs.

Speaking of trying new things, we also developed a unique session model with vendors who were exhibiting during the last day’s The Boardwalk event. We designed an entire session, called The Boardwalk Chat, around the exhibitors sharing trends and product offerings one-on-one with SeasideRetailerPublisher Karen Carr. Attendees provided feedback that the session was extremely helpful to them when it came time to do their buying the next day at The Boardwalk.

A special awards ceremony was held during the event to honor the many retailers who have received a Starfish Award from SeasideRetailerfor their charitable efforts. I was so incredibly touched to see how emotional the recipients in attendance were as they came up to accept the award and share a few words. I never realized until seeing them in person how much this award truly meant to them. I understood then that there really is no replacement for in-person interactions, and I think attendees figured that out, too.

When Karen and I launched the magazine in 2020, our goal was to create a community of retailers and wholesalers who could help strengthen the coastal retail community. Launching the Coastal Connections Conference was the missing link in helping us achieve that goal.

Thank you to all the attendees, speakers and vendors for taking a chance, breaking out of your comfort zone and joining us. Now that the first one is under everyone’s belts, I can safely say it was worth all the stress and sleepless nights leading up to the conference. We’re already reviewing feedback from participants and working on making the next one even better!

Karen Carr Publisher & Creative Director karen@breakwallpublishing.com

330-591-2575

Kristin Ely Executive Editor & Conference Director kristin@breakwallpublishing.com 858-684-7744

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

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

Kelly Rosaaen Circulation Manager subscriptions@breakwallpublishing.com

Nicole Wisniewski Product Editor nicole@breakwallpublishing.com

Mary Elizabeth Williams-Villano Contributing Editor mary@breakwallpublishing.com

Kristen Hampshire

Contributing Editor khampshire@breakwallpublishing.com

Brooke Bilyj

Contributing Editor brooke@breakwallpublishing.com

Tom Borg Columnist tom@tomborg.com

Natalie Tan Columnist info@natalietan.com

Cathy Donovan Wagner Columnist cathy@retailmavens.com

Jeanne Larsen Administrative Assistant

Christine Welman Website Development

Bob Thompson Business Advisor

Seaside Retailer is published six times a year by: Breakwall Publishing LLC 3593 Medina Rd. #117 Medina, OH 44256 330-591-2575

Subscriptions and address changes: Seaside Retailer magazine P.O. Box 7216 St. Paul, MN 55107-7216

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

We look forward to building upon the newfound friendships and relationships that formed from the first Coastal Connections Conference.

Souvenirs Gifts & Novelties magazine sold to Seaside Retailer magazine’s parent company

Breakwall Publishing, the Medina, Ohio-based publisher of SeasideRetailer magazine, has announced it has purchased the assets of Souvenirs,Giftsand Novelties(SGN) magazine from Kane Communications Inc., based in Bryn Mawr, Pennsylvania.

SGN was founded in 1962 and from 1977 to 2022 was led by Scott Borowsky, who served as SGN’s president and executive editor.

our strong retail readership base,” says Borowsky. “In searching for a new owner, we wanted to make sure the foundation and values that we have prided ourselves on over the last four decades would be carried on. Breakwall Publishing has proven its ability to provide relevant and valuable information to its retailer audi-

Breakwall Publishing was founded in 2019 by Karen Carr and Kristin Ely, two award-winning business-to-business publishing veterans with over 45 years combined industry experience.

“SGN has built a reputation for producing high-quality, original content that provides useful tips and advice for

ence, and I am confident that they will help us carry on our legacy for decades to follow.”

SGN has a strong readership of retail officials at tourist locations such as zoos, aquariums, caves and caverns, museums, amusement parks and more. The readership additionally consists of owners, buyers and managers at shops located in resorts and hospitals, and at apparel,

“Breakwall Publishing has proven its ability to provide relevant and valuable information to its retailer audience, and I am confident that they will help us carry on our legacy for decades to follow.” — SCOTT BOROWSKY, KANE COMMUNICATIONS INC.

jewelry, Hallmark and other types of gift stores and boutiques. SeasideRetailer reaches a robust audience of owners, buyers and managers of coastally located and inspired gift shops, boutiques, resorts and souvenir stores.

In announcing the acquisition, Karen Carr, Breakwall Publishing president and SeasideRetailerpublisher, says, “We’ve had our pulse on the gift and souvenir industry for the past several years through SeasideRetailer’s coverage of the beach, coastal and nautical segment of the industry. We think expanding our offerings to include other gift and souvenir stores throughout the U.S. is a perfect fit, and we look forward to providing the

same award-winning editorial content and design that readers have come to expect from our publications.”

For 2023, SGN will publish five issues: March/April; May/June; July/August; September/October and November/December. Beginning in 2024, SGN will be published on a bimonthly basis. Seaside Retailer will continue to be published on a bimonthly basis.

Kristin Ely, Breakwall Publishing vice president and SeasideRetailereditorial director, says, “We are excited to expand our portfolio with the acquisition of SGN magazine. Connecting retailers with wholesalers who can help them expand their offerings and be successful in their

businesses has always been our goal, and now we will be able to do the same for a wider community of gift and souvenir retailers across the country.”

Caroline Risi will continue her role as managing editor of SGN, providing readers with quality coverage of the gift and souvenir retail industry.

Joining the Breakwall Publishing sales team is Larry White who has served as SGN’s advertising director for the last 31 years. He brings his years of sales experience to the Breakwall Publishing team.

“I value the relationships I have built with advertisers over the years, and I am eager to continue to foster existing relationships and build new ones with Breakwall Publishing,” says White.

For more information about the acquisition, contact Karen Carr, publisher, at 330-591-2575 or email her at karen@ breakwallpublishing.com.

Subscriptions to SGN magazine are available for free by signing up online at www.sgnmag.com/subscribe.

“We think expanding our offerings to include other gift and souvenir stores throughout the U.S. is a perfect fit, and we look forward to providing the same award-winning editorial content and design that readers have come to expect from our publications.”

— KAREN CARR, BREAKWALL PUBLISHING

CoCo Rose focusing on coastal north San Diego County and the desert

CoCo Rose, a store that offers a selection of designer beach and resortwear has big plans in store for its brand. It recently opened up locations in La Quinta and Palm Desert, California, and plans to open another store in Encinitas, California, in the summer.

As it focuses on the new locations, it has also decided to close its San Diego store at the Seaport Village location. CoCo Rose also has stores in Carlsbad Village and Del Mar Plaza further north on the coast in San Diego County, as well as three stores in the Palm Desert region.

Eileen Burke, along with daughter Shannon Burke, began CoCo Rose and its wholesale division Bali Queen after a getaway to the island of Bali, which sparked their future of tradition, friendship and creativity.

“We closed Seaport Village because we felt like this location never bounced back from COVID, where we were seeing

exponential growth in the Palm Desert area,” says Shannon. “Our CoCo Roses in the desert cater to the sunny and relaxed lifestyle of the area.”

Eileen Burke is converting Queen Eileen’s, a store that she has owned in Encinitas for more than 30 years, into the new CoCo Rose location there. While the iconic store known for its wacky and eclectic gifts has been popular in the area, Eileen says she wanted to streamline her businesses to make it easier for when her daughter eventually takes over. She plans to keep some elements from Queen Eileen’s as a section of the store due to its demand.

Having stores on both the coast and in the desert of California works out well for the Burkes. “When it is 120 degrees in the desert, you want to wear my clothes,” explains Eileen. “From Spring Break until the 1st of October, San Diego is rocking and rolling. As soon as things slow down

there, the desert starts ramping up.”

While disappointed on having to close the San Diego location, Eileen says, “You have to know when to hold ’em and when to fold ’em. We have stores on the coast in Del Mar, Carlsbad and Encinitas and that is good enough for me.”

Once the store in Encinitas is complete, CoCo Rose will have seven locations: three in Palm Desert, as well as stores in Encinitas, Carlsbad, La Quinta and Del Mar.

Home vs. Hunger launches campaign for earthquake relief in Turkey And Syria

Gift for Life’s Home vs. Hunger team has launched a fundraising campaign supporting World Central Kitchen’s hunger relief efforts in Turkey and Syria following powerful earthquakes and aftershocks in early February. All funds will be directed to World Central Kitchen, which is working with local partners supporting families impacted by the crisis as well as the rescue crews.

Donations may be made via the Home vs. Hunger page link: https://donate.wck.org/HomeVsHunger23. The campaign goal is $25,000, which will provide thousands of hot meals to families in crisis.

“We are working together with home furnishings brands, trade media, market centers, influencers and industry organizations to quickly raise awareness, gather donations and send help to desperate families,” says Russ Jones, co-chair of Home vs. Hunger.

Home vs. Hunger team members include Sharon Davis, ART; Jen Dolan, Arteriors; Jenny Heinzen York, Currey & Co.; Jonathan Cochran, Eichholtz; Chris Amos and Mark Furlet, IMC; Russ Jones, Ivystone; Douglas Self, J. Douglas; and Sandra Standefer, Loloi Rugs.

In addition to this immediate need and campaign, ongoing Home vs Hunger fundraising efforts will take place during the spring High Point Market, April 22-26.

Retail consultant Natalie Tan helps businesses develop unique blueprints to drive sales. Contact her at:

info@natalietan.com

www.natalietan.com

BY NATALIE TAN

Create an eye-catching spring window display

The beginning of spring in retail signals the start of all things new. One of the best ways to announce this to potential customers is to entice them into your selling space with a spring-themed window.

Many display stories come to mind with the season. A seaside retailer’s narrative can run the gamut from the traditional spring break party window to visions of bike riding and other water sports. From florals to wildlife, your display window can be as fun as you choose.

While many have creative window display ideas, it is important not to forget the very purpose of doing such installations. The objective of a window is to sell. Ensure that the star of the show is your product and not any prop you choose to utilize, unless it’s for sale.

Here are four tips to creating a window display that effectively sells your merchandise while at the same time conveys a story.

1Know where people look. If you divide your square or rectangle window into nine cubes, the strongest pull happens right in the middle of the tic-tac-toe. Placing your main product in this spot ensures that it receives the most views. The second most important cube is the bottom center cube. This is

a great place to display the peripheral items that support your main product. The two horizontal middle cubes located on the left and right vertical that flank the center rank third in receiving the most views. This is a great location for peripherals as well. The topmost center vertical comes fourth and all the corner cubes receive little or no views. I reserve the topmost center for branding while the four corners I leave blank.

2Utilize fixtures that allow for graduating heights. This invites the eye to move either upwards or inwards. This also creates a sense of movement in an otherwise static set up.

3Create a sense of movement. Creating a sense of movement with your displays can be as simple as following a triangular shape. Place the tallest item in the middle, then flank this with the second tallest items, and then the smaller pieces below in front of the tallest item.

4Use props. The use of props is key to creating an impactful narrative. While the products are center, props can be placed on both sides of the tables. If your window has an open back, you may also want to hang fabric or posters. I often use wood dowels to hang 4-feet wide by 8-feet high fabric in vibrant colors.

While many have creative window display ideas, it is important not to forget the very purpose of doing such installations. The objective of a window is to sell.

Tom Borg is a retail consultant, speaker and author of “True Small Business Brilliance.” Contact him at: 734-404-5909 tom@tomborg.com www.tomborgconsulting.com

BY TOM BORG

Guarantee results with a strong guarantee

One of the keys to winning initial and return business from your prospective gift shop customers is to have a solid guarantee. People who buy from you want to have the assurance that the products they purchase from your store are going to provide them with what they need.

This expectation is based on a strong instinctual need that Abraham Maslow categorizes in his Hierarchy of Needs as security. We all possess this basic need. When we recognize and openly promote our guarantee to our prospective and current customers, we eliminate their fear of not getting what they paid for.

MORE PURCHASES

Research shows that your clients will purchase more quickly and more often when you provide and communicate a strong guarantee in what is often referred to as risk reversal. Marketing expert Jay Abraham explains that most companies have a guarantee, but it is not written or even verbalized to their prospects or present clients. The absence of this kind of communication creates doubt.

LEVERAGED VALUE

Keep in mind that when your potential clients are comparing your gift shop to a competitor, they will always go with the

shop with the lowest price — assuming all other things are equal. In other words, if they don’t see a big enough difference in the value that you can provide to them, they will buy from the company who is the cheapest.

Having a strong guarantee can create leveraged value. This is where your potential prospect will see the additional advantage of going with your gift shop over a competitor because their perception is they will get more for their money.

PROMOTE IT

One of the reasons shop owners do not have or communicate their guarantee is because they are afraid a customer will take advantage of it or that their product or service will lend itself to some irregularity or inconsistency.

An easy fix for this quandary is to formally create a powerful guarantee you can live with and promote on signage, receipts and on your website.

A strong guarantee raises the bar within your organization, forcing you and your team to live up to your reputation. It maintains the high standards of service and quality you promise to deliver and holds everyone accountable and motivates them to deliver on it. Contact me for samples of guarantees that can be tailored to your store.

Having a strong guarantee can create leveraged value. This is where your potential prospect will see the additional advantage of going with your gift shop over a competitor because their perception is they will get more for their money.

Tina LeCornu, left, and her daughters, Wendy LeCornu Morgan, center, and Leslie LeCornu, right, each bring their unique talents to The Admiralty on the Strand. Photos: Jim Richard

STORY BY BROOKE BILYJ

KEEPING THE SHIP

Nearly 30 years ago, the well-known oil magnate and developer, George Mitchell, saw an impressive museum-quality ship model inside a bank in Houston. He tracked down the talented maker, a Navy veteran and master ship model builder named Allen LeCornu, and asked him to open a gallery in Mitchell’s new Harbor House Hotel in Galveston, Texas. With Mitchell’s support and space, Allen and his wife, Tina, opened The Admiralty Marine Model Gallery in 1993.

The nautical-themed art gallery soon expanded beyond Allen’s scratch-built models to also feature marine sculptures, paintings, jewelry, crystal and pewter giftware. In 1998, the store relocated to

Galveston’s Strand Historic District — gaining more space and more walk-by traffic as it became known as The Admiralty on the Strand.

Since then, the beloved coastal store has continued to expand and evolve, offering an array of coastal-themed gifts, ocean-inspired art, jewelry and home decor. Through the decades, the store has survived destructive hurricanes and generational shifts to sustain Allen’s legacy of creativity and craftsmanship. Now under the leadership of his wife, Tina, and their daughters, Leslie LeCornu and Wendy LeCornu Morgan, The Admiralty stands strong as a coastal treasure trove and shopping destination.

SURVIVING THE STORM

Nestled 50 miles southeast of Houston right on the Gulf of Mexico, Galves-

ton has served as a major port city for centuries. For most of the year, its humid subtropical climate beckons tourists. Unfortunately, Galveston Island sits in the Coastal Windstorm Area, leaving the bay vulnerable to tropical storm surges during hurricane season.

In September 2008, Hurricane Ike struck Galveston Island as a category-2 storm with 110-mile-per-hour winds. More than 10 feet of storm surge flooded The Admiralty and many other stores near the bay, including Tina’s on the Strand, the high-end women’s boutique that the LeCornus had recently opened across the street — one block away from their flagship location.

“There were very few homes and businesses on the island that weren’t touched by the floodwater,” Wendy says. “It took nine months to recover and get

The Admiralty on the Strand continues a family tradition of craftsmanship that is carried on by the founder’s wife and two daughters.

back in business. We literally had to start from scratch. Everything — cases, inventory, point-of-sale systems — everything had to be replaced.”

Although flood insurance helped cover the costs, the LeCornu family had to rebuild their inventories and displays. Needing help, Allen and Tina relinquished buying and merchandising to their daughter, Leslie, who had been working at The Admiralty since it opened.

“Years before Hurricane Ike, I begged my parents to go in a different direction, one that catered to everyone, but they felt the business was doing well as it was,” Leslie says. “After Hurricane Ike, my mom threw her hands up and said, ‘Do whatever.’ So instead of buying a lighthouse lamp, I’d buy a blue glass lamp that appealed to more people.”

Instead of focusing on overtly nautical merchandise, Leslie expanded the store’s appeal with products that fit the coastal theme and color scheme but had the flexibility to blend with any style. As the city began rebuilding and redecorating, The Admiralty became a go-to source for ocean-inspired decor.

A FAMILY AFFAIR

After the storm, Galveston came back better than ever — bringing nearly 7 million visitors to the island each year.

“Galveston has grown exponentially

since Hurricane Ike because everything came back fresh and new. We had a whole new injection of energy on the island,” Wendy says. “Our store just kept growing and growing, and every year was busier than the last.”

Sadly, the Admiralty lost its captain in 2012, when Allen passed away. Tina and Leslie kept running the store, but when Leslie had a baby, they needed all hands on deck. That’s when Wendy joined the family business in 2015, after working in

public relations for the music industry and the city of Austin.

“It took us a few years to get working together like a well-oiled machine,” Wendy says. “But it’s worked out really well, because we each have different strengths.”

Wendy’s role is operations and employee relations, while Leslie is primarily responsible for buying and merchandising. Tina focuses on the financial aspects of the business, while also managing her women’s boutique.

“We fit together pretty well to keep things humming,” Wendy says.

BEACH-INSPIRED MERCHANDISE

Both Leslie and Wendy inherited their father’s creative spirit and pursued hobbies in art — Wendy as a potter and Leslie, a painter. While they don’t typically sell their work at The Admiralty, their artistic inclinations help them select well-crafted merchandise that would meet their father’s meticulous standards.

“We’re significantly picky about what’s going in the store,” Wendy says. “Not everything has to have a seashell on it. That’s not as important as whether it blends in with what someone might put in their home. A beautiful blue lamp can go anywhere, but when we merchandise it with other coastal products, it looks like it’s meant to be there.”

Rather than arranging products by category, Leslie designs displays by

Displays are designed by color versus by category at The Admiralty on the Strand, tying different items together into vibrant aquas, deep ocean teals or beachy neutrals.

Not all merchandise is overtly nautical at The Admiralty on the Strand. Products include coastal-themed or colored items that blend with any style but project an ocean vibe.

color. Vignettes throughout the store feature furniture, like an octopus or sea turtle table, staged with gifts and decor like lamps, candles, barware and glass

figurines. Consistent palettes tie different items together, with sections grouped into vibrant aqua blues, ocean-hued teals and greens, and beachy neutrals.

When Wendy and Leslie attend the Dallas Total Home & Gift Market to scout for new products, it’s easier to scan the showroom for coastal colors than to find specific seaside motifs. Recently, for example, they spotted a table tiled in aqua blue mosaics. “Is it ocean-specific? No,” Wendy says. “But is somebody with a beach house going to love it? You bet.”

Although The Admiralty’s inventory spans a wide price range from a few dollars to a few hundred, the store’s carefully curated displays gave some shoppers the impression that it was “too fancy,” Wendy says. To make the store more accessible, they added a children’s section with ocean-themed toys, books, puzzles and stuffed animals to draw in families.

“It’s not an exclusive store, and it’s not fancy,” Wendy says, “but our things are beautiful, and the way we merchandise makes everything look special.”

PRODUCTS FOR A CAUSE

As important as it is for products to fit the store’s colorful aesthetic, the LeCornu sisters also look for brands that stand for conservation. For example, they sell sunglasses made with sustainable materials like upcycled plastic, and jewelry from companies that donate potable water or clean the ocean with every purchase.

Last year, when hundreds of sea turtles were found stranded along Texas beaches, the LeCornu family sprang into action — asking vendors to donate products so the store could support rescue efforts by giving all the proceeds to the Gulf Center for Sea Turtle Research at nearby Texas A&M University. Thanks to the generosity of their vendors, The Admiralty donated more than $3,000 to sea turtle rehabilitation in November.

Seahorse glass figurines, candles and decor are displayed in a vignette.

“We carry products that support conservation efforts because our customers like it and our employees love it,” Wendy says. “They love to sell things that benefit someone or some creature.”

Of course, it helps that many of the store’s part-time employees are marine biology students at Texas A&M. Job postings in the university’s career services office, combined with word-of-mouth referrals, have been The Admiralty’s best recruiting tools in a tight labor market, staffing the store with 10 to 15 part-time workers throughout the year.

Naturally, these students love to promote products that support conservation. By encouraging staff to be enthusiastic about these programs and other product perks, Wendy fosters an

energetic level of customer service that gives shoppers plenty of reasons to buy.

“We have an approach that we call ‘proactive, no pressure selling,’” she says. “It’s a way of informing people about what we have and getting them excited about the product and its benefits. That enthusiasm turns into a purchase and makes the shopping environment more fun.”

HOLIDAY ATTRACTIONS

The Strand Historic District, which spans five blocks of restaurants, shops, galleries, and museums, serves as Galveston’s hub for shopping, entertainment and history. The bustling district brings plenty of passerby traffic to The Admiralty, situated one block from the bay and 1 mile from the beach. But, Wendy wondered,

what if all the neighboring businesses worked together to bring in more repeat customers?

Several years ago, Wendy put her PR background to work and started collaborating with other stores along the Strand. She and Leslie set up a merchant group on Facebook, creating a forum to connect the local business owners and organize a series of street-wide “Sip and Shop” events. On the second Thursday of the month in October, November and December, about 10 businesses participate in a happy hour sales event, offering wine and “nibbles” along with giveaways and discounts.

“It was designed to give locals a chance to come in and shop after hours when the tourists aren’t here,” Wendy says. “We each promote the event to our own individual email list, so we’re bringing down a good crowd.”

One of Galveston’s biggest draws is its annual holiday street festival, Dickens on the Strand. During the first weekend in

December, the Strand Historic District transforms into a 19th century Victorian city. Festival goers don Victorian garb and enjoy grog and turkey legs with live entertainment from carolers, musicians, jugglers and parades, while vendors peddle their wares.

“Everybody’s here to just shop like crazy,” Wendy says. “There have been years where we’ve had lines down the stairs. Last year, we rang up a transaction about every 45 seconds. The Saturday during Dickens on the Strand is our single busiest day of the year.”

THE LECORNU LEGACY

Galveston is a vibrant tourist attraction today, but that wasn’t always the case. “In the 70s and 80s, it was a rundown old beach town,” Wendy says. “George Mitchell is the one who got Galveston back on its feet as a travel destination. He came in and started restoring buildings and bringing in businesses.”

Mitchell gradually developed the Strand and other parts of the island, establishing Galveston as a family-friendly vacation spot full of rich history and entertainment. He did so much for the

dy says. “He could single-handedly plan projects and get things done.”

Similarly, Allen organized a group of volunteers from Texas A&M and the Seaborne Conservation Corps to restore many historic plaques around Galveston Island. He also raised money to beautify the entrance to City Hall and acquired grants to install park benches and gas lights along the Strand.

“He was really interested in preserving and embracing the historic nature of the island because it’s part of our story,” Wendy says.

The Admiralty on the Strand’s story, now spanning three decades and two generations, is earning its spot in Galveston as a favorite among visitors and local Texans alike.

This year’s festival will be the ultimate celebration. Not only is it the 50th annual Dickens on the Strand, but it also marks The Admiralty’s 30th anniversary since Allen opened his gallery during the festival in 1993.

island that, in the late 90s, Allen decided to name a street in his honor.

“My dad went out and raised money to get the street renamed. He got the signs made. He even got the A&M band to play at the unveiling ceremony,” Wen-

“We have 29 years of history and customers who seek us out when they visit,” Wendy says. “There isn’t a day that goes by at The Admiralty that we don’t hear: ‘This is my favorite store. I’ve been coming here since I was a kid.’”

“There isn’t a day that goes by at The Admiralty that we don’t hear: ‘This is my favorite store. I’ve been coming here since I was a kid.’” — WENDY LeCORNU MORGAN

STORY BY MARY ELIZABETH WILLIAMS-VILLANO AND KRISTIN ELY

MAKING LASTING

Connections

Networking, noshing and knowledge gathering were all on the agenda at this initial gathering of seaside retailers.

The first Coastal Connections Conference was a big success. Held at the Margarita ville Resort in Orlando, Florida, Jan. 22 to 24, the event brought together over 100 participants, including seaside retailers from more than 13 states and dozens of vendors who exhibited in an exclusive buying event called The Boardwalk. Consultants, store designers, veteran store owners and other experts gave presentations on different aspects of store ownership and management — everything from buying strategies to product trends and display ideas to open discussions with the audience on customer incentive programs and how to hire and retain good employees. Before, during and after sessions, conference-goers enjoyed networking opportunities with other retailers and key wholesalers.

KEEP THAT CASH FLOWING

The event kicked off Sunday afternoon, Jan. 22, with the opening keynote session. Cathy Donovan Wagner, CEO and founder of RETAILMavens gave a talk on “The Fastest Path to Cash and Calm — Increase Cash Flow Now.” The most surprising bit of advice she gave was that “the old 50/50 initial markup rule doesn’t work anymore,” and presented a new formula for it.

Wagner also talked about the need to establish partnerships with vendors so that you can call them and work out another arrangement.

SHOES AND SHOWS

Session II was a panel discussion on “Effective Buying Strategies,” moderated by Wagner.

The first two speakers, Cindy Henry, vice president of buyer services, International Market Centers, and Lisa Berry (Glosson), vice president, gift and souvenir division, Clarion, shared their trade show tips. Retailers were urged to plan ahead, including setting appointments in advance with vendors whose wares they’re interested in.

Coming with a budget in mind was another suggestion, so there will be no need to cancel orders made during the heat of the show later on.

Asking vendors about show specials and other discounts was another bit of advice from both presenters. Henry urged anyone planning a visit to a merchandise market to take advantage of the educational seminars and, especially, all the opportunities for networking. “These can happen anywhere — in serendipitous conversations in elevators, at cocktail parties and even while waiting in line for a shuttle bus,” says Henry.

Dane Cohen, business development manager, Management One, gave an engaging talk focused not on merchandise shows, but on inventory. He urged retailers to “stop front-loading your merchandise,” in other words, putting all the new goods out during the first months of the year. Instead, spread them out throughout the year to keep cash flowing.

Cohen also said to mark down merchandise that isn’t moving.“It’s literally cash sitting on your floor uncollected.”

COLOR IT FUN

After a continental breakfast the next morning, a full day of sessions on Monday, Jan. 23, began with a panel session, titled “Maximum Impact Store Ideas.” Michael Hale, owner, founder and creative director, Retail Rehab, spoke about accentuating merchandise colors in a shop’s overall color scheme.

Hale challenged the audience to ask themselves if their stores are “fun to explore” and “accessible with clear paths.” He adds, “Don’t forget that your store is an extension of someone’s vacation.”

Kate Fratalia, vice president of retail at Loggerhead Marinelife Center, Juno Beach, Florida, told attendees that customers will spend more for conservation-

A“WOW” OF A WELCOME

Attendees of the Coastal Connections Conference were greeted with more than a friendly hello. Part of the warm welcome they received was a large welcome bag, filled to the brim with gifts from various beach, coastal and nautical wholesalers.

The idea was to give attendees a chance to experience products first-hand. The more than 30 products in the bag included various jewelry items, health and beauty products, sunglasses, food samples, home decor, ornaments and more. Even the bag itself was from one of the sponsors, Bags by Bruno.

“The swag bag was spectacular. I am still wearing the bracelets, necklace, body lotions, using the can coozies, etc. ... very generous vendors,” attendee Claudine Turbedsky, owner of Coastal Palms Boutique in Sea Isle City, New Jersey, says. “I already placed orders with three vendors and will place orders with two more in the near future.”

“Still can’t get over it. Those products were critical in my buying decisions for at least four of the brands,” says Elena Marrero, owner of The Great Giftsby, Dunedin, Florida.

The welcome bags included gifts from: American Style Sunglasses, Bags by Bruno, Bali Queen, Bali Y'all, Bamboo Source Tropical Decor, Cape Shore, CoTZ, Daisy Mae Designs, Fin Pin Shop, First & Main, Global Wave Ventures, The Grecian Soap Co., Impulse Souvenirs, Inis, Kate Shore Art, Key West Body Scrubs, Lake & Coast, Lighthouse Keeper’s, Mutual Sales, My Beach Dog, Ocean World Imports, Powder Pouch, Salty Britches, Sea Lark Enterprises, Ship Shape Styles, The Beach and Back, The Wellington Michael Collection, Town Pride, True Ocean, Uniquely Coastal, What the Fin and Wild Republic.

“It was one of the best bags I have seen in the industry,” comments William Hill, manager of the Margaritaville Resort Hotel gift shop.

“The swag bag was spectacular. I am still wearing the bracelets, necklace, body lotions, using the can coozies, etc.

... very generous vendors.”

— CLAUDINE TURBEDSKY

DISCOVERING THE BOARDWALK

The Coastal Connections Conference was designed for retailers to gain meaningful connections, not only with other retailers, but also with wholesalers who offer relevant product offerings. Following the last of the educational sessions, attendees gained exclusive entrance to The Boardwalk, featuring 30 of the most sought-after beach, coastal and nautical brands. Set in a beach-themed meeting space with large windows revealing a tropical landscape, The Boardwalk captured a laid-back vibe for attendees to do their buying in a relaxed environment.

The Boardwalk exhibitor experience brought in vendors from 30 top brands to interact with and display their offerings in a tabletop exhibit area that was bright and beachy, in line with the theme of the event. Attendees had the opportunity to hear from each exhibitor during a unique session on Monday afternoon called The Boardwalk Chat. Each exhibiting company was brought onto the Coastal Connections Conference stage individually and sat down with Seaside Retailer Publisher Karen Carr for a one-on-one discussion in front of attendees. Vendors were asked about trends, top-selling product offerings and what they like about working with seaside retailers.

Boardwalk participant Victor Armendariz of Wild Republic had this to say about the entire experience: “What I found most advantageous was The Boardwalk Chat. Having an opportunity to address a room full of current and potential buyers is fantastic.”

The Boardwalk vendors included: Bags by Bruno, Bali Queen, Bamboo Source Tropical Decor, Beachables, Beachmate, Blue Iguana, Caloosa WaterWear, Cotz, Country Home Creations, Devi & Co, Dune Jewelry, Fin Pin Shop, First & Main, Impulse Souvenirs, Jackie Gallagher Designs, Kay Hova Art, Mac Daddy, Meadowbrook Gourds, Melissa Lew, MTO Performance Wear, Nomadic State, North Swell, Nau-T-Girl Jewelry, Ocean World Imports, Patti Biggs, The Cottonseed Marketplace, The Wellington Michael Collection, Town Pride, True Ocean and Wild Republic. Attendees also appreciated being able to learn about companies from the comfort of their seats. “It was a great way to learn about each brand and what they offered. It made meeting them at The Boardwalk event more efficient and personable,” said attendee Cici Davis, of Cinnamon Bay Resort, St. John, Virgin Islands.

related products. The stores associated with the center carry items from “blue vendor” retailers that give back a portion of their profits to sustainable seas causes, and makes sure shoppers know that.

William Hill, manager of the Margaritaville Resort gift shop inside the host hotel, related some of the things he did to revamp and upscale the resort’s gift shop, such as placing high-demand items at the front and the back so shoppers must walk through the entire store.

Hill had some personnel ideas as well. “Hire people for their personality,” he suggests, and make sure they interact with customers instead of hiding behind the checkout counter.

“Just have fun with it!” was Hill’s final recommendation, adding, “don’t be afraid of failure — be terrified of regret.”

RETAINING EMPLOYEES, CUSTOMERS AND COMMUNITY GOODWILL

Employee onboarding and retention was the opening topic for the panel discussion, “Creating Coastal Connections.” Panelist Barbara McLaughlin, owner, Hobe Sound Beach Shop, acknowledged the difficulty in finding good employees and keeping them around.

Panelist Joshua Stewart, owner, Adventures in Paradise Outfitters, Sanibel Island, Florida, recommended memorializing on-the-job requirements in an employee manual. “It makes a small business look super impressive and it shows you put time and thought into outlining what you expect from them,” he says.

Kim Hannon, owner, Ophiuroidea, St. Michaels and Grasonville, Maryland, suggested doing happy hours and other social events with employees. “It helps make the store a fun environment.”

Dave Seehafer, business analyst, Global Wave

Ventures, suggests that employees who do outstanding work should get some recognition for it. “Whether it’s public or private, it goes a long way” toward retaining that person in the job.

Stewart has had employees who worked for him as teenagers come back after college. He attributed it to the fact that “we offer benefits, vacation, time off and sick days. Also, I think we have a great atmosphere so they want to come back.”

The second part of this session dealt with customer loyalty programs. The audience was asked what sort of incentives they’ve tried and if they were effective. Janet Otten, in attendance from Hobe Sound Beach Shop spoke of her store’s “Beach Shop Booty,” frequent-shopper reward coins she gives out. “With 25 coins, they can get four coffee mugs or six shot glasses. If they spend over $100 in one visit, they get a free coin bank.”

“Give your customers something free with your logo on it,” suggests Seehafer. Several store owners in the audience shared their own experiences offering customer-retention and reward programs.

The third topic of this discussion dealt with how seaside stores can connect with larger communities. Many good suggestions were put forth by both the panelists and the audience members. For instance, Stewart talked about “Drinks with Josh,” a live Facebook vlog he did during the COVID shutdown where he went around and talked to other store owners on Sanibel Island.

BRIGHT, EASY AND ECO-FRIENDLY

“Emerging Beach, Coastal and Nautical Trends,” was moderated by SeasideRetailerEditor Kristin

Ely. She opened the panel discussion sharing trends from Seaside Retailer magazine coverage, including that “tourists are looking for highquality products that will make their day at the beach easier, more enjoyable and safer,” and that this will be an ongoing trend in 2023.

Bright colors and fun patterns in beach accessories and apparel are also trending, according to Ely. As for home decor, Ely says the pandemic has made people value comfort as part of the equation.

Tommy Brown, retail manager and buyer of conservation goods, Saint Louis Zoo, shared how eco-friendliness, green-sourced materials and reducing or eliminating plastics has become important to customers.

“Seventy percent (of consumers) said they would change their shopping habits if they discovered a store or brand wasn’t operating sustainably,” he says, adding that shoppers increasingly desire products that give back to environmental causes, are socially responsible and are fairly traded.

Rochelle Lynn, divisional buyer, SSA Group, also talked about sustainable product trends. She stressed how it’s really important to use responsible sourcing in creating sustainable goods.

She said that SSA released a line of sustainable plush toys made from 100% recycled materials in 2017. Since launching the Quest Toy line, close to 7 million single-use water bottles have been recycled.

The Monterrey Bay Aquarium, where SSA manages the gift store, was the first facility in the U.S. to eliminate all single-use plastics.

Seehafer’s presentation was “The Evolution of Shop-Branded Goods.” He told the assemblage that it’s still a great idea to offer name-dropped items in one’s seaside store. Further, items that carry a store’s logo on them help establish a store’s brand and distinguishes it from all the other shops on the street.

Seehafer stressed that a shop’s logo should be simple and easy to read, saying, “If they can’t read it, you’re not going to build awareness.”

GETTING SMART

The last session of the event, “Drive Traffic, Sales and Profits with Social Media,” served as a motivator for beach, coastal and nautical retailers to invest time, ideas and implement improvements to their stores’ social media platforms.

Steph Bechard, brand and content manager for Crystal Media, said, “I hope you are able to write something down during this session that you can implement right away.”

She encouraged retailers to play the long game when it comes to social media; don’t expect tremendous results overnight.

“The long game is the social selling mindset where you are committed to consistently showing up for your audience as a small business owner, building your community (versus just selling to them) and building your brand,” she says.

She encouraged attendees to set SMART goals — Specific, Achievable, Relevant and Timed.

During a special ceremony on Monday, Jan. 23, recipients of Seaside Retailer’s starfish awards were recognized. The awards honor seaside retailers who support charitable causes and several were in attendance to accept their awards.

SAVE THE DATE!

Coastal Connections Conference

October 22-24, 2023

Margaritaville Resort Orlando

Orlando, Florida

coastalconnectionsconference.com

“We enjoyed all of it! The location, the professionalism of the coordinators,” said attendee, Pam Smith, retail director, Turtle Central, Bald Head Island, North Carolina. “The food was delicious, the content, meeting new friends in the business who have shared experience with coastal trends, business challenges, seasonal changes, etc. So priceless to be able to share similar experiences and learn how to overcome specific challenges when dealing with a coastal business!”

The Coastal Connections Conference returns to the Margaritaville Resort Orlando, Oct. 22 to 24. Information will soon be available at www.coastalconnectionsconference.com.

PARTYING IN PARADISE

There’s nothing like unwinding after a long day of learning with margaritas, appetizers, live music and new friends. That’s what attendees of the Coastal Connections Conference experienced Sunday and Monday evenings, Jan. 22 and 23.

Steel drums played in the Seagrass Terrace at Margaritaville Resort Orlando during the festivities. Monday night’s It’s 5 O’clock Somewhere party included a live painting from artist Kate Shore. As part of many giveaways throughout the event, one lucky attendee got to take the coastal painting home.

STORY BY NICOLE WISNIEWSKI

SeasideSustainability

Whether it’s the clothes they wear, the souvenirs they buy or the accessories they use, shoppers at seaside locations are becoming more conscious about the lasting impact their purchases are having on the environment.

“When I started this company over two decades ago, socially responsible manufacturing, eco-conscious fashion, and zero-waste ideologies were not a mainstream concept,” explains Chris Anderson, founder of Nomadic State of Mind, a grassroots handmade sandal and accessories company based in Fayetteville, North Carolina. “Fashion has become more environmentally conscious, especially over the last eight years because consumers are more conscious about their purchasing — who makes it, where [it’s made] and what it is made of.”

In fact, according to a 2022 Sustainability and the Consumer Report from IRI, The NPD Group and the NYU Stern Center

for Sustainable Business, sales of sustainably marketed products have grown 2.7 times faster than conventional products. The survey also says 93% of consumers have either increased their purchases of sustainable products or maintained their sustainable purchase habits over the past year.

“Smart businesses are now focusing on sustainability and looking for ways to reduce their environmental impact,” adds Amy Connelly, CEO and founder of Shaka Love, maker of fun and functional eco-friendly products and gifts based in Laguna Hills, California. “As more individuals become conscious of their global footprint and prioritize eco-friendly products, this market is only set to get bigger.”

And seaside retailers are stocking their shelves with more eco-friendly options, proving that selling these products is not only a feel-good business idea, but a potentially lucrative one, too.

As Connelly says, “There’s something for everyone looking to make more conscious choices.”

Shoppers are putting their dollars where they can have a positive environmental impact, and seaside retailers are responding.

The Blu beach towel from Rockflowerpaper is made from postconsumer plastics and rolls up to the size of a water bottle.

PLANET-SAVING PURCHASES

Customers will love these eco-friendly products that help preserve oceans and shores.

1 | Rugged Seas: Large dry clutch made from fishermen bibs, www.ruggedseas.com; 2 | #SaveUsFromPlastics: Sea turtle holder made of plastic bottle lids found on the beaches of Phuket, www.saveusfromplastics.com; 3 | Kasey Fitzgerald Handmade: Crab beach bag made from recycled sails, www.etsy.com/shop/kfitzgeraldhandmade; 4 | Nomadic State of Mind: Romano warrior style rope sandal in camel, www.shop.nomadicstateofmind.com; 5 | Jungle Vine: Sokdi eco-friendly purse, www.naturebag.org; 6 | Upcycle Hawaii: Melted marine debris earrings in sea turtle, www.upcyclehi.com; 7 | The Petting Zoo: Axolotl plush made with plastic bottles, www.pettingzooplush.com; 8 | Heart & Home: Bamboo sustainable soy candle, www.heartandhome.com; 9 | LowTides Ocean Products: Laura Ashley Dune High backpack beach chair in sea buoy, www.lowtidesop.com; 10 | Ocean Sole: Elephant made from recycled flip flops, www.oceansole.com; 11 | Blue Iguana: Sunglasses crafted from responsibly harvested wood, www.myblueiguana.net; 12 | Shaka Love: Silicone wine glass, www.shakalove.eco.

FASHION FIRST

The eco-friendly trend is taking over the fashion market with the movement of garments made from organic materials, vegan alternatives or by using sustainable production techniques.

And while “it’s great that people are leaning that way, it will not be accepted if you don’t make it fashionable and comfortable,” points out Nick Nicolino, CEO of Blue Iguana Sustainable, maker of environmentally sustainable clothing and accessories. The Ybor City, Florida-based company’s wood watches and wood sunglasses are made of responsibly harvested materials.

At Nomadic State of Mind, the “no scraps left behind” program uses organic cotton, hemp, upcycled sailcloth and reclaimed poly to make sandals, bags and rugs. This spring, the company is releasing a new purse and bag line with leftover scraps, as well as some retwisted, multiple color, filament sandals.

In many cases, a mission drives sustainable brands to make their products. For Bajio Sunglasses, protecting the world’s saltwater flats, otherwise known as bajios in Spanish, inspired them to create sunglass frames made from bio-based nylon, which is stronger and lighter than plastic. The sunglass cases are made from sustainable cactus leather.

“For any brands in the outdoor retail space, it is almost a requirement to go eco,” explains Andrew Piasecki, marketing and PR manager, Bajio Sunglasses, New Smyrna Beach, Florida. “With no mountains, rivers, oceans, forests, etc., the need for outdoor apparel, accessories and goods disappears. We must work together to protect the places we love.”

Katie Shillinglaw agrees. After seeing trash wash up on the shores of a beautiful resort beach in Vietnam, the president and creative director of Rockflower-

Blue Iguana’s wood watch is made using responsibly harvested materials.

paper in San Anselmo, California, was inspired to create the company’s Blu line. Its Blu Threads beach tunics are made of recycled cotton. Millions of gallons of water are used to make traditional cotton, but recycled cotton uses scraps to reduce waste. Its Blu Towels are made from postconsumer recycled plastic and are thinner and more absorbent than terrycloth beach towels. Each towel is made from 10 recycled plastic bottles.

Beach goers will always need towels. Shaka Love’s upcycled Turkish towel saves 3,000 gallons of water in production compared to traditional cotton towels and offers soft, quick-drying, lightweight absorbency. “Those are huge water savings that can have a major, positive impact on water scarcity and water preservation,” Connelly explains, adding that the company’s sustainable hats are made with recycled and organic materials that are lightweight and breathable for those warm beach days. The company also uses sustainable dyes in its products that are free from chemicals.

KINDER KITCHENWARE

Everyone today is on the healthy lifestyle bandwagon, which includes drinking eight glasses of water a day. Those who like to reduce plastic waste are opting for reusable cups and straws instead of plastic water bottles.

Shaka Love’s wine glasses are made from sand-based silicone, and they are unbreakable, foldable and compact — perfect for beach days. Partner the wine glasses with stainless steel, glass or biodegradable straws for a guilt-free indulgence. HAY! Straws makes plantbased drinking straws and stir sticks using wheat or reed stems and cutlery made from 100% bamboo.

“Our data shows that urban areas by the sea are more likely to shop for

big one, especially for younger people.”

Rockflowerpaper’s Blu Kitchen food storage covers are 100% cotton and can cover bowls and dishes or even a watermelon sliced in half to keep food fresh. Blu Kitchen also includes tea towels, dish cloths and cocktail napkins made from recycled plastic bottles. Blu Cloths include a line of reusable sponge cloths that are made of 70% cellulose and 30% cotton. They are 100% biodegradable and compostable, and their festive prints can spice up anyone’s kitchen, Shillinglaw says.

And while your customers are cooking, they can set their phones in a baby sea turtle phone holder by #SaveUsFromPlastics made from plastic bottle caps, converting trash into a useful tool. Each phone holder saves marine sea animals from 40 plastic bottle lids.

PACKAGING FOR AN IMPACT

Not only are eco-friendly products trending at seaside retail locations, but so are the materials they are packaged in.

“More brands are exploring how they can reduce or eliminate plastic packaging and replace it with paper-based packag-

eco-friendly products,” says Emma Gross, co-founder and COO of San Francisco, California-based HAY! Straws. This includes seaside cities in California, Oregon, New York and Florida. “A lot of customers are starting to use their money to support issues they care about, and the planet is a

ing,” says Jessica Black, director of sales at Cincinnati, Ohio-based JBM Packaging, which makes recyclable paper packaging products. “In 2021, paper recycling rates were 68% — approximately four times the rate of plastic recycling,” Black says.

And the National Association of

Nomadic State of Mind’s rope sandals are vegan and made using recycled rope.

“A lot of customers are starting to use their money to support issues they care about, and the planet is a big one, especially for younger people.” — Emma Gross, HAY! Straws

Convenience Stores reports that 54% of respondents to a survey consider sustainable packaging when selecting a product. For seaside retailers, considering the local environmental impact is also important, Black explains. “Plastic accounts for more than 85% of marine litter, with levels expected to triple by 2040,” she says.

JBM’s top-selling product is glassine, which can be used to make a bag, pouch or envelope. The newest launch is EcoView, a windowed, plastic-free package for small accessories, such as stickers, patches and jewelry.

BEYOND PRODUCTS

Many of the manufacturers showcasing eco-friendly products are also on a mission to support the core causes that have inspired them to create their products.

Bajio Sunglasses employees take part in beach cleanups and oyster and mangrove plantings. With every Blu purchase, rockflowerpaper donates to the Ocean Conservancy, and Shaka Love partners

Better bagging

In addition to eco-friendly products and packaging, seaside retailers are embracing recyclable and reusable bags to replace plastic bags for customers to use to transport their purchases.

This is especially true in states where legislation is banning disposable, single-use plastic bags, including California, Connecticut, Delaware, Hawaii, Maine, New Jersey, New York, Oregon, Vermont and Washington.

North Wildwood, New Jersey-based Bags by Bruno makes PP5 and PET recyclable and reusable custom bags rated to hold up to 35 pounds.

While many retailers automatically switch from plastic to paper assuming it’s the most cost-effective solution, Joey Catrambone, owner, Bags by Bruno, disagrees, adding that double-bagging often comes into play. The company’s custom-printed, reusable bags start at 35 cents each and don’t need double-bagged.

with the nonprofit organization One ATTA Time. For every upcycled Turkish towel purchased, the company provides a water filtration system to a needy family.

As Connelly says, “For seaside retailers, offering sustainable products helps attract more customers and increase sales while helping the environment.”

BUYING THAT MAKES A

STORY BY KRISTIN ELY

difference

Retailers in tourist destinations are always sourcing new and unique items for shoppers. Increasingly shoppers are drawn to items they know have positive impacts on the people who created them and the communities where those artisans reside. Fair trade and ethically produced goods are plentiful, and retailers who carry them can show they care and provide another reason for their customers to make purchases they know support humanitarian causes.

The Saint Louis Zoo has exemplified this mission in the products it carries at its gift store. Tommy Brown, retail manag-

er, buyer of conservation goods and Zoo, Aquarium and Garden Buyers Group (ZAG) Board of Directors member, shares more about the zoo’s buying strategy and advice for other retailers in a Q&A with SeasideRetailer

SeasideRetailer: Why is carrying fair trade or ethically produced products important for Saint Louis Zoo’s gift shops?

Tommy Brown: “People Matter” is one of our three keys at the Saint Louis Zoo, and we take this very seriously. People have to always be a part of conservation. We cannot help animals with-

Tommy Brown is the retail manager, and buyer of conservation goods for the Saint Louis Zoo. He has consulted for museums, attractions, theme parks and zoos worldwide. He currently serves on the board of the Zoo, Aquarium, and Gardens Buyer’s Group (ZAG). He has several published works in the industry, has received many awards in retail and education and has delivered numerous talks on retail, merchandising, conservation and sustainability. Reach him at TBrown@stlzoo.org.

The Saint Louis Zoo is showing is patrons that people are part of the solution to creating a better world.

Paper with a poo-pose

When Dr. Karl Wald traveled to Sri Lanka, he discovered that elephants were being killed because they destroy agriculture.

He and his friend, Thusitha Ranasinghe, created Mr. Ellie Pooh, a company that sells elephant dung paper to give the elephant an economical purpose, so people do not kill them.

The Fair Trade Federation member company partners with farmers and craftspeople in developing countries who are socially and economically marginalized. The company finds markets and customers for these craftspeople’s gifts.

“Mr. Ellie Pooh is about more than just paying a fair wage,” the company notes. “Our company has fostered relationships with every artisan group we work with. In most cases, they tell us what a fair price for items is.”

Visit www.mrelliepooh.com.

out helping people.

Anthropological conservation is very important to us as well. This looks at culture, commerce and conservation in one paradigm. We want people who live around the animals in our collection to share their art and culture through crafts and goods.

We are all human, and we all have wonderful stories. Sharing stories is what makes us human, and we have products from over 25 countries; so that makes for a lot of storytelling. You can go to almost any store and purchase something massproduced in a factory, but at the Saint Louis Zoo, a person can get a one-of-akind handmade craft that impacts the lives of others directly.

SR: How do customers respond to these types of products?

TB: Our guests respond very well to these products. People love the uniqueness of these handcrafted items, as most are not readily available in the marketplace. We work directly with many of our crafters in product development.

On a mission

When we were in Kenya, we developed a cell phone holder made of stone. We have to constantly think about new designs or ideas to stay relevant in the world of today. When people come in the gift shops they are not looking for a butter-churn, but they may need a handmade hair tie. Always keep the crafts relevant to the era you are living within, unless it is just a true decorative piece.

SR: How can a retailer determine if a company they want to do business with is a fair trade company?

TB: Fair Trade can be looked at in many ways. These are a few things we look for: 1) Are the people given a fair wage for their area of the world? 2) How are the people treated? 3) Is food provided around sustainable mining operations as not to decimate the environment around the mine? 4) Are the products destroying ecosystems or animal habitats? We have to be fair for the environment as well. 5) Are ethics, diversity and inclusion being considered when selecting a company? 6) Are they improving the lives of people

ShoreBags’ mission is to produce functional and fashionable bags and accessories that reflect an active, outdoor lifestyle while sustaining an ethical production environment.

Transparent and ethical sourcing and manufacturing practices are ShoreBags’s central values. “We believe that great products are created with sustainability at their core, starting with the earliest stage of the product lifecycle,” the company states.

ShoreBags partners with third-party suppliers that provide safe, fair and healthy working conditions for the women and men they employ, according to the company. Its sustainability mindset extends to its vendors, who responsibly source raw cotton and other materials.

The canvas used is produced from cotton spun into coarse yarn, which uses postindustrial cotton waste collected during the process of weaving and spinning. Cotton is sustainable, renewable and biodegradable, making it an excellent choice as an environmentally friendly fiber. It does not require excessive amounts of water, is drought-resistant and grows easily without pesticides or herbicides, the company notes. Visit www.shorebags.com.

The Saint Louis Zoo gift store sells fair-trade stone sculptures, baskets, wood carvings, beaded items, wall art, paintings and jewelry.

without destroying their culture? 7) Ask if they support any conservation efforts with the funds they make within their company. 8) As a buyer, research the company and never take anything at face value.

Research is very important because you want to ensure you are telling the correct stories to your guests.

SR: What does it mean to be certified fair trade versus simply doing business fairly? Are both okay? Are there companies making claims that aren’t substantiated?

TB: There are a few certification organizations out there in the industry that ensure products measure to a certain standard. Do not limit yourself to only certified fair trade companies. If you know the company and have done research on the company, then it is up to you as the buyer to make the call on whether or not to buy from them.

Breaking the cycle of poverty in Nicaragua

Liz Thomson and Jerry Wang founded Nica Life to create fair trade jobs and opportunity in underserved areas of Nicaragua.

“At Nica Life, we believe that to break the cycle of poverty, women must have access to both a living wage and education. We are committed to paying living wages and funding education and development programs for all our artisans,” says Thomson.

Nica Life joined the Fair Trade Federation in 2019 “because we wanted our shoppers to have the comfort of an outside organization verifying our fair trade practices,” says Thomson.

By understanding living wages and paying accordingly, paying as soon as the jewelry is made, allowing artisans to make their own schedules and work at home while caring for their children, as well as transparency in who made each piece by including artisan signatures on the tags and cards is all part of how Nica Life embodies fair trade practices in its business.

“We follow U.S. trends and design products that shoppers love, and our story makes them feel great about their purchase,” says Thomson. Visit www.nicalifeproject.com.

Empowering artisan communities

While traveling through Asia, Lotus and Luna founder Janelle Clasby fell in love with Thailand.

The kindness of the Thai people inspired her to start a business that would alleviate the daily stress of living in poverty.

After meeting artisans Wilawan, Rung and Watini, she was determined to create a consistent job for these talented women and pay them fairly for their high-quality work.

Starting with just three artisans, Lotus and Luna has grown to employ over 300.

Lotus and Luna empowers artisan communities through educational resources, fair wages and endless opportunities.

The company’s unique, handcrafted products promote growth among villages in Thailand, helping them achieve a better quality of life.

“We are proud to spread the importance of ethical consumption by sharing their talents with the world,” the company says.

It’s popular harem pants and other products, homemade in Thailand, come with a photo and story of the artisan who created them.

At the root of Lotus and Luna’s core is a desire to protect its commitment to empowering Thai artisans and their communities. Visit www.lotusandluna.com.

It is you and your facility’s reputation on the line. Always remember this when you buy anything. Will you make mistakes along the way? Yes, but admit your mistake and be fully transparent of the misinformation. We are only human and trying our best to help other humans through fair trade practices. As long as your buying intentions are good, that is the most important thing to remember.

SR: Where can one go to find fair trade products to carry in their store? Where do you go?

TB: We carry “fair trade” in these categories: stone sculptures, baskets, wood carvings, beaded items, tea, spices, coffee, wall art, paintings, jewelry and recycled/ upcycled.

These products can be found at some Clarion Events shows, Emerald shows, Las Vegas Market, AmericasMart and other regional shows. If your institution has the finances, I suggest going into the field to find your own crafters and use existing vendors to help you get their products into the country legally. Never just bring products back in your suitcase, as I have heard of some buyers doing in the past. Products need to always enter our nation legally because there can be economic and environmental risks.

SR: Why should a seaside retailer consider carrying fair trade products?

TB: We have but one world, and it

A virtuous idea

should be considered in every profitand-loss statement. Ensuring sustainability for the future is a must, not an option. For years, most companies used the earth and just took from it without considering the ramifications for the future. Our generation is just starting to see the effects of this abuse, and we need to take action now as companies and shoppers to slow the destruction of our planet. When doing any kind of business consider the “green” bottom line. The green bottom line consists of the three pillars of sustainability: economic, environmental and social. All three of these pillars must reside in a state of homeostasis in order to help mend the world.

Remember this: You are of the earth, not from the earth. Think about this phrase next time you are making purchasing decisions. Think about if the product you are buying is helping or destroying your world? Think about your purchase; is it lifting someone out of poverty or enslaving an innocent human? Is what you are doing in your business helping build up the people in your community or is it causing an unhoused concern? These are the reasons why everyone should consider carrying fairly traded products in their locations.

SR: What approach should a retailer take when introducing fair trade items into their store/displays?

TB: Start with a sampling of different fairly traded products and test the sales.

VirtuMade, a brand whose products symbolize the harmony between humankind and nature, recently joined forces with TerraCycle Global Foundation to remove and recycle 1 pound of trash from rivers, canals and oceans for every product sold.

Eric and Ryan Dedola founded VirtuMade in the 2010s after traveling the world. They were fascinated by the diversity of cultures, art and natural beauty. Through their journey, they met artisans in Guatemala, Bali and Turks and Caicos and began working with them to promote their crafts.

In conjunction with the partnership, VirtuMade has launched a new line of bracelets made out of colorful textiles by artisans in Bali that feature a stainless steel charm with VirtuMade’s logo. The V and M resemble waves. The company also sells throw blankets that are handcrafted in Africa, along with other artisan-made wooden chimes and jewelry. Visit www.virtumade.com.

Yes, we all want to help people and the planet, but if the items just sit on your shelves, it helps no one. Once you find the correct conservation minded products, bring them in and feature them with a story. Share these stories through conversations, videos or signs.

It is also important to know your area, and what is important to them in terms of fair trade products. Maybe your area has a focus on saving sea turtles. If that is the case, you should find a hand-crafted product that uses sustainable, natural materials and gives money back to sea turtles.

Have fun, learn about fair traded items and do your best to help sustainability within your shop. This article is just a tip of a very large iceberg. It is now up to you to go do all the research and find what works for you and your shop. On a good note, we have the internet now, and that makes things much easier to find. Best of luck on your sustainable journey!

Helping survivors

Noble Venture curates fashion accessories and products from organizations around the world. For more than 10 years, Noble Venture has provided employment opportunities, awareness initiatives and funding to support organizations in the fight against human trafficking through the sale of products made by human trafficking survivors and those in at-risk communities. Selected artisan partners in at-risk communities have created thousands of beautiful, handcrafted products that are sold and distributed under the label Noble Venture, providing sustainable jobs, independence and hope for a future of those impacted by trafficking in their communities. At Noble Venture, artisan groups sell their products on its website and through wholesale outlets, providing fundraising support and awareness around the issue and their products.

Although not a certified fair-trade company, it’s application and interview process is built upon fair-trade standards and expectations, including ensuring opportunities for economically disadvantaged communities, safe and empowering working conditions, child rights and safety, environmental stewardship, cultural identity and fair wages. Visit www.noble-venture.com.

STORY BY MARY ELIZABETH WILLIAMS-VILLANO

THEFT PREVENTION STRATEGIES

Kandice Duffey, manager of Balboa Surf and Style, Newport Beach, California, recalls once when a group of high school boys came in. “I saw one boy rolling up shirts and stuffing them in his clothes, so I approached him and said, 'Do you want to give me what you have now or should I call the police?’” As his buddies snickered, he surrendered the shirts.

While this story is amusing, retail theft is no joke to a seaside retailer with an alreadynarrow profit margin. A large corporate chain can easily absorb losses due to petty pilferage, but a small retailer feels the pain much more acutely. Seaside stores employ many strategies to deter would-be thieves. Many stores along the shore use anti-theft devices on easy-to-conceal items, while others use signage that tugs at the conscience or rely on the eyes of staff and cameras. Here are some examples of successful theft-prevention tactics.

“KILL THEM WITH KINDNESS”

Merely saying a cheery “Hello, welcome to our store!” may be the best theft deterrent of all.

“The last thing a thief wants is to be recognized,” says retail consultant and educator Cathy Donovan Wagner, founder of Chicago-based RETAILMavens.

Maria Martinez, manager of The Beach Nut, Virginia Beach, Virginia, knows this firsthand. “The biggest theft-prevention thing we do is make sure we’re walking the floor and welcoming our customers,” she says. “We’re a small store, but we have a lot of things that are just kind of laying around, display-wise. And as we’re welcoming people, we’re also subtly letting them know ‘we see you, we see what’s in our store’ — not just doing our own thing, ignoring them..”

Jared Gaburo owns two stores next door to each other in Sea Isle City, New Jersey — the Seaside Shade Shack, which specializes in sunglasses, and Tortuga, a store with higher-end beach apparel for men. “I’m pretty good about being on the floor and walking around,” says Gaburo, “especially when young kids are in the stores because they tend to be the ones that steal the most. It’s typically teenage girls who are the biggest offenders, trying to get their

KEEP SHOPLIFTERS AT BAY BY LEARNING A FEW TRICKS FROM THESE SAVVY RETAILERS.

hands on the bracelets and anklets.”

If a greeting doesn’t chase away a potential thief, try engaging them in conversation. “When these girls came in, I had a gut feeling they were going to steal,” says Duffey, “so I told an employee to be nice to them — 'kill them with kindness.’ As soon as we did that, they left.”

CANDID CAMERAS

Besides acting as a deterrent, security cameras are invaluable for gathering information for the police to follow up on.

Did you know? According to the National Association for Shoplifting Prevention, shoplifting costs the retail industry around $50 billion a year.

The Beach Nut is inside a restaurant, Waterman’s Seaside Grill, that has cameras trained on the parking lot and valet stand. “If it’s someone who drove to the restaurant, we can easily pull the footage of the license plates to send to the police,” says Martinez. “We can also get names off the dinner checks from the restaurant’s point-of-sale system.”

Inside the store, there are more cameras angled at every corner. “If we need to watch someone more closely, we can do it from the monitor at the register or from my phone,” Martinez says.

WARNING SIGNS

In-store security cameras can do more than simply record thefts, they can deter them as well — as long as you let potential thieves know that they’re there. “You don’t actually have to have the cameras,” says Wagner. “Merely announcing that you have cameras will make a lot of potential thieves think twice.”

You can even add a dash of humor, as Duffey has. “As soon as you walk into our store, you’ll see a sign on the window saying, “Just to let you know, this place is covered in cameras. So please don’t steal, because if you do, I will call the police, and they’ll call your Mom,’ with a little sad-face emoji.”

BEHIND CLOSED DOORS

Some seaside retailers choose to keep high-dollar merchandise in protective

custody inside locked showcases. “All of our premium, luxury-brand sunglasses are inside locked cases,” says Gaburo. Valuable jewelry is kept at the register. There are anti-theft systems like

When employees steal

magnetic security tags, but those might be too pricey for a small retailer.

If you’ve ever been to an Apple store, you’ve probably noticed the steel cables anchoring the phones and computers.

A seaside retailer can do a lot to prevent theft committed by people coming into the store. Unfortunately, there are others who might also be tempted to steal from you — your own workers. “Most theft, sadly, will be committed by your own team members,” says retail consultant and educator Cathy Donovan Wagner, founder of RETAILMavens.

Your employees are in the store when you’re not. “Our employees have access to the back stockroom, the cash drawer and the safe,” says Kandice Duffey, manager of Balboa Surf and Style, Newport Beach, California.

In fact, sales associates have a double temptation, as they are able to steal not just your merchandise but your cash as well. Cameras, so useful for deterring and catching shoplifters, can also be deployed against internal theft. Simply knowing there’s a camera trained on the till will do a lot to discourage a sticky-fingered employee.

At the store Duffey manages, a camera records the transactions at the register from multiple angles. “Not all of the angles are displayed on the monitor,” says Duffey. “We have others that the employees don’t know about.”

Duffy came up with a budget version of this. “We had these keychains that were getting stolen all the time, so I tied fishing line to them. It’s not like people can't yank the line and just take them, but it’d be a bit more noticeable.”

KEEPING COUNT

Shoplifters often take advantage of the privacy afforded by a dressing room curtain or door.

“We count the items when people go in and when they come out,” says Duffey. “I do it with them — ‘okay, you’ve got one, two, three, four items,’ — verbalizing that ‘I know you have four items, so you’d better come out with four items.’” Duffey and her co-workers also clear away clothing left hanging so there’s no confusion later.

But keeping count can be a challenge, admits Duffey. “When we’re busy, things can fall through the cracks, like people using the dressing room without asking.”

Martinez uses the counting technique too. “With the items that don’t sell as

often we all keep mental counts in our head of how many there are. If we see an empty space, we’re really good about asking each other, ‘Did you sell that? It’s gone.’”

WHAT TO DO AND NOT TO DO

Emotions can run high when you see someone stealing, as the following story illustrates. “A guy came in here and walked around with one of our skateboards for a while, then set it down by the door and left,” remembers Duffey. “Before I got a chance to put it back, he returned, reached inside the door, grabbed the skateboard and left.”

What happened next Duffey admits shouldn’t have. “I hurtled over the counter and me and my co-worker just took off after him,” she says. They caught him and recovered the skateboard.

What should a shop owner or employee do when they observe someone shoplifting? Wagner asked a theft-prevention officer this question. “He said, ‘The first rule is, don’t confront them.’ The person committing the crime could be trying to get money to buy drugs and may not be in their right mind. They may get violent. It’s just too dangerous.’” No item of merchandise, no matter how valuable, is worth someone getting injured or even killed.

What should you do instead? “Make a mental note of what they’re wearing,” says Wagner, “anything that could identify the person. Get a license plate if possible. Then call the police.”

You don’t have to sit back and be a victim while unscrupulous individuals cut into your hard-earned profits. By taking a few precautions, you can make your store more appealing to shoppers and less appealing to shoplifters.

How to handle a potential (or actual) shoplifter

Retail consultant and educator Cathy Donovan Wagner shares what a theft prevention officer told her about what a seaside store owner or employee should do when they suspect that a shopper is really a shoplifter. Here are the following tips:

1 Thieves don’t want to be recognized. Greet them. If a friendly greeting doesn’t scare them, engage them in conversation. Make it obvious you’re watching them.

2 Does someone have a very large tote, handbag or shopping bag? If you suspect someone is loading their personal bag with items with the intent to steal them, ask if you may hold their bag(s) at the counter for them so they may have an easier time shopping.

3

Discourage shoplifters with signage. “Smile! You’re on camera!” is a good example.

4

Use a code phrase to alert your team that there is a suspected shoplifter or group of shoplifters in the store, i.e., “Have you seen the new Jane Doe collection?”

5 Finally, never confront a shoplifter. That could be dangerous. Call the police.

Aseaside or beach getaway is always a welcome escape for busy families on a quest to unwind and detox from their hectic lives. And once they embark on a journey to your seaside location, the experience becomes so memorable that they want to find a memento that commemorates the trip and brings back fresh reminders of those good times.

But what makes a good souvenir for one person may not be the same thing someone else likes. Some people like to collect the same type of item from different locations, while others are constantly seeking something unique and individual to them and the specific coastal

destination they are visiting. As a seaside retailer, you have to please them all and stay true to your location and brand.

“Souvenirs are always great physical keepsakes of good memories,” shares Nilina Mason-Campbell, owner and operator of Portland, Oregon-based Made by Nilina, maker of illustrated souvenirs and gift items. “When people go to a beach or coastal location, they’re most definitely conjuring a new experience and building a memory. The coast is something different [than a city trip.] Even if you manage to have a loaded schedule in a coastal town, there’s an element to it that always feels like an escape — a break. Souvenirs are very much connected to nostalgia and memory — no matter the locale.”

These trends and ideas can set your store’s souvenir offerings apart from the competition.

STORY BY NICOLE WISNIEWSKI

1. Beacon Designs: Custom name-drop blue heron ornament, www.beacondesign.com

2. Impulse Souvenirs: Custom digital print T-shirt, www.impulsesouvenirs.com

3. Fin Pin Shop: Hammerhead shark pin, www.finpinshop.com

4. Cape Shore: Sea turtle mug, www.cape-shore.com

5. Steamboat Sticker: Custom beach sticker, www.steamboatsticker.com

6. Ocean World Imports: Colorful parrot welcome sign, www.oceanworldimports.com

7. PCF Souvenirs: Anchors away keychain/bottle opener, www.pcfsouvenirs.com

8. Brass Reminders: Set of four small decals, www.brassreminders.com

9. SJT Enterprises: It’s 5 o’clock somewhere bottle opener, www.sjtent.com

10. Daisy Mae Designs: Custom map coasters, daisymaedesigns.faire.com

11. Tangico: Custom location mini stickers, www.tangicousa.com

12. Pennybandz: Pressed penny holder, www.pennybandz.com

13. Town Pride: Mug with custom location design, www.townpride.com

14. Caloosa WaterWear: Sea turtle ornament, www.shopcaloosa.com

15. XPlorer Maps: Travel drinkware, www.xplorermaps.com

16. Lipco: Your town dolphin water bottle, www.lipco.biz

17. My Word!: Beach House pine-framed sign, www.mywordsigns.com

18. Joseph K & Co.: Custom holiday souvenir ornament, www.josephk.com

19. Stickers by Sandstone: Whale tail sticker, www.stickersbysandstone.com

20. Cottonseed Marketplace: Wooden magnet, www.cottonseedmarketplace.com

21. Squire Boone Village: Beach-themed temporary tattoos, www.squireboone.com

22. Sincere Surroundings: Custom beach sign, www.sinceresurroundings.com

And the market certainly reflects people’s desires to find that perfect beachside trinket. Gift, novelty and souvenir store revenue in the U.S. is expected to grow to $16.6 billion by 2024, according to market researcher Statista.

Seaside retailers can inspire greater purchasing on souvenir items by sourcing custom items that reflect their unique locations, as well as by using some often-overlooked tactics to help

their souvenirs stand out from the noisy nearby competition.

CUSTOM CREATIONS SELL

Selecting the right souvenirs for a seaside retail location can surely be challenging. The goal is to “find the balance between staying true to your store’s theme and staying on trend,” explains Mark Carle, president of Seminole, Florida-based CJ Bella Co., a lifestyle company that makes decorated tabletop coasters, car coasters, 100% cotton flour sack towels and pillows. “If you wander too far outside of those parameters, I think it becomes confusing to the customer.”

Souvenir offerings have certainly become wider in range, making the job of stocking the right options harder. “Where you might have once only found hats, shirts or stickers, now you will find towels, pillows and other products,” Carle points out.

The goal is to provide items that showcase your specific area.

“Keep in mind what sets your region apart from others,” advises Donna Hays, national sales manager of the Lipco Group, a souvenir and gift manufacturer based in Kirbyville, Missouri. The company specializes in customized keychains, magnets, mugs, figurines, plush animals and T-shirts. “What plants or geological features define your area? What about your most prevalent or beloved wildlife? Souvenirs with a dolphin

Personalized location magnets from Made by Nilina can grab customer attention.

theme will sell great in coastal regions with dolphins, but they won’t sell as well in a region without dolphins. Make sure the souvenirs you stock in your store are good representations of your area.”

So, while you can carry some of Lipco’s best-selling items like magnets and mugs, by customizing them to your location with a unique design or logo,

this merchandise has a greater chance of selling and stands out from the competition, Hays says.

Sue Kinch, owner of Pontiac, Michigan-based Tangico, maker of custom wine stoppers, coasters, ornaments and magnets, agrees. “Start with best-selling apparel images and adapt them to create other custom products. Tourists want things they don’t see in multiple stores.”

She says what resonates are images on your souvenir pieces. For instance, “an anchor will be a solid image in all coastal territories, but the more specific you can make that anchor with a name drop, the better it will retail.”

When Caloosa WaterWear, a coastal lifestyle brand, decided to become one of the featured artisans at the new Delray Beach Kollective, it was obvious to company president Rebecca Fordham that local sells. “Since I’ve opened my space within the Delray Beach Kollective, I’ve noticed a lot of people who are visiting Delray Beach coming in to the store

looking to support local small businesses and local artists. They come in knowing that the store is a collective of artists and are specifically looking for something made locally to take home with them.”

Her Christmas ornaments featuring Delray Beach along with imagery that captures the area have gotten a great response. “I’ve found in general people like to collect Christmas ornaments on their travels so that they can revisit the great

Caloosa WaterWear’s location-specific ornaments are a popular local-made item.

memories made on their trips each year when they decorate the tree,” she says. Be as specific as possible to the sights of a seaside location, since this will go further than generic coastal items with a name attached, Mason-Campbell points out. “They carry more significance since they come closest to replicating someone’s experience of the area,” she says, adding that anything from types of boats to crustaceans to native fish and seabirds can all be customized to a region. “Is there a way to feature your area’s actual lighthouse rather than a stand-in? Is the boat on the item the same kind seen in your area? The more representational the item, the better

— it’s more personal and closer to distilling an actual experience into the physical realm.”

“As cannabis becomes more mainstream, our line is becoming more and more popular,” he says.

Then when a seaside retailer displays these items, they can partner “the same design on multiple products to give customers an eye-pleasing collection of matching merchandise to choose from,” Hays suggests.

STAY CURRENT ON LOCAL FADS

What separates a good retailer from a great retailer are unique, niche souvenir products.

Fashioncraft’s cannabis novelty mugs certainly fall into this category. These fully functional mugs can be used for morning coffee and smoking herbs, says Executive Vice President Mark Wells.

To bring relevant items to your seaside retail location, Hays recommends you pay attention to the latest pop culture crazes that your customers might be interested in when they visit your store.

“Was a popular movie or TV show set or filmed in your area? What memes, sayings or modern vocabulary can you capitalize on?” she asks. “Souvenir trends don’t exist in a vacuum and will always be affected by what is trending in the surrounding world and popular culture at large.”

To bring fresh souvenir options to your customers, “look for items with low minimum purchase quantities,”

Squire Boone Village’s temporary tattoos make fun souvenirs for kids.

“Souvenir trends don’t exist in a vacuum and will always be affected by what is trending in the surrounding world and popular culture at large.” — Donna Hays, Lipco Group

PRODUCT TREND: SOUVENIRS

Hays suggests.

For children, Squire Boone Village, a souvenir manufacturer and supplier of custom print, earth science, candy and jewelry products based in New Albany, Indiana, offers beach stones by the bagful that can connect special stones or trending ones to a region. The faux leather drawstring bags can be customized, and “we calculate how much fills a bag so retailers can price by the bagful instead of spending time weighing or counting

individual stones during peak season,” says Communications and Marketing Manager Carrie Rigsby.

RELIABLE TRINKETS

There is still a huge trend toward the tried-and-true souvenir items branded by a seaside retailer that can be collected to showcase multiple vacation venues for one person’s or one family’s lifetime of traveling adventures.

“As a kid, every time I went to the beach, we got a new game to play upon arrival,” Mason-Campbell shares. “Eventually I had a whole collection of coastal games that I’d continue to play after we got home. Keep in mind that some people return frequently and may want to build a collection of a particular item every time they visit. Small, plush toys can work in a similar way.

“And some people aren’t collectors at all, but they want some sort of small proof — a token if you will — that they were there,” Mason-Campbell adds.

“Something small that doesn’t add to the clutter may be the right item for them. Having affordable impulse items is great, too, because it can attract children’s eyes but be affordable enough for a parent to indulge in purchasing.”

Carrying items that range in price in this category is also important, advises Chetan Gupta, Impulse Souvenirs sales manager. Approximately 80% of souvenir

Impulse Souvenirs T-shirt commemorates riding waves at the beach.

Fin Pin Shop’s enamal pins can make great collectible souvenirs.

retail items are under $20. “They create a need in a marketplace and represent a memory of a special trip,” Gupta says.

A Touringplans.com poll found that a majority of people are willing to spend between $0 and $50 on souvenirs.

Some items that fit into this category are small and useful. Fin Pin Shop creates enamel pins, stickers, accessories and other retail items that often include funny ocean puns that draw shoppers in. Squire Boon Village makes temporary tattoos that are custom created with a retailer’s store logo or tourist destination. For kids, ocean-themed hitchers on twister pops are big hits. They come in nine sea animal shapes that Velcro around nearly anything, but bundling a toy and candy is a winning combination, Rigsby says.

Magnets will always be the No. 1 take-home souvenir, Hays adds. “They are easy to pack, can be found anywhere and are inexpensive,” she says. “Keep your magnets trendy.”

A more recent trend is the revitalization of stickers — hot sellers that should continue this year, Hays emphasizes.

Useful souvenirs are also popular, such as custom bottle openers and bottle opener keychains from Catania Medallic Specialty, Avon Lake, Ohio. The company offers a patented bottle and can

buy what they like; they need to buy what sells. And sometimes what sells isn't what we like. It’s all about variety of price points and products.”

Souvenirs help bridge the gap between experience and memory, Carle points out. Rigsby agrees. “Souvenirs conjure up memories of a fun vacation

opener called Pop2Now that opens both cans and bottles.

“A retailer needs variety,” says Anton Maratos, director of marketing, Noveltex, Coral Gables, Florida. The company offers a complete collection of customdesigned products specifically for seashore locations. “They need to carry a little bit of everything to capture the needs of every customer. The buyer shouldn’t

with friends or family long after the trip is over. Souvenirs are something you can only buy where you are when you are vacationing and having fun. Souvenirs sell for that very reason.

“Nearly every person who travels and goes on vacation will look for a souvenir to take home and commemorate their trip,” she adds. “They’re looking to buy — so have something ready for them!”

“Nearly every person who travels and goes on a vacation will look for a souvenir to take home and commemorate their trip. They’re looking to buy — so have something ready for them!” — Carrie Rigsby, Squire Boone Village

STORY

Is it a club or a men’s shop? In many ways, Beach Essentials in Rehoboth Beach is both. We’re talking club in more ways than one. Located in the upscale, gay-friendly second hundred block of Baltimore Avenue right up from the beach, it’s a longtime destination nestled among fine restaurants and boutiques. Customers are greeted with upbeat music pumping from speakers, whimsical decor like kites or paper balloons dripping from the high ceilings, and collections of bold-and-bright apparel.

“You feel the energy and the friendliness, and some of our customers have been coming here so long, we know them all,” says owner Gregory Brown, whose staff calls him the Mayor of Rehoboth Beach.

“We get waves of men who come in, sometimes a dozen at a time, and they are having fun, trying on clothes and showing them off to their friends,” he says.

Brown took over the shop from a previous owner 26 years ago. “It wasn’t a busy store at the time, but we saw the potential for

it to become a really good business,” he says. At the time, the double storefront was divided into furniture and men’s apparel. With the introduction of more housewares venues in Rehoboth

Beach and the popularity of Beach Essentials’ clothing, Brown gradually transitioned the inventory to only men’s offerings.

Beach Essentials has evolved into an institution in the community — and beyond. Brown says, “We are known throughout Washington D.C., New York City and Philadelphia.”

A VIBRANT SELLING VIBE

Beach Essentials’ clientele are second (and third) homeowners, and vacationers who return to Rehoboth Beach year after year. They appreciate the scene: nearby Aqua, an open-air bar and restaurant, the top-shelf menu at The Pines and Blue Moon, which is one of the seaside city’s oldest restaurants.

The staff is also seasoned, and that’s by design. Most are

BY KRISTEN HAMPSHIRE

PHOTOS: LAURA NAVARRE

“We get waves of men who come in, sometimes a dozen at a time, and they are having fun, trying on clothes and showing them off to their friends.” — GREGORY BROWN

Beach Essentials’ quality collection of men’s apparel and accessories have put it on the map.

retired men, “which I like because they are not here because they need the money,” Brown points out. “They are here because they enjoy the atmosphere.”

Plus, they love to help. “They are wellknown around town,” says Brown, adding that any guest who wants a restaurant or entertainment suggestion has come to the right spot.

At Beach Essentials, it’s all about the vibe — and it inspires buying.

Just ask Brown about the 5- and 8-inch shorts by Postmarc and Steele that he reorders weekly in every bold color

Again, customers often leave with more than one. “I’ve had guys come in with their partners and say, ‘You have

and fabric including a fast-selling Tencel with resilient stretch. “They’re flying out the door,” he says.

“I have guys come in here and they will buy 10 pairs of shorts. They have a lot of stretch, they’re attractive, it’s a great material and guys see them when they’re out and ask, ‘Where did you get those shorts?’ and find out, ‘Beach Essentials,’ so we can’t keep them in.”

Swimwear is also a top seller, especially square cuts. The shop also offers bikini briefs and longer board shorts. “In an average year, I may order up to 1,500 to 2,000 swimsuits,” says Brown.

20 swimsuits,’ but, ‘I don’t have this one.’ And many of our clientele will not be seen two days in a row wearing the same swimsuit.”

To accompany the swimwear, Beach Essentials carries towels, flip flops, sunglasses and sunscreens. It’s all about the essentials and luxuries.

And an overall buying theme is the more the merrier — historically the case at this shop. Brown dials back to 20 years ago when he carried clubwear because the local scene was hopping and that’s what customers were after. Business thrives because Beach Essentials evolves

“I’ve had guys come in with their partners and say, ‘You have 20 swimsuits,’ but, ‘I don’t have this one.’ And many of our clientele will not be seen two days in a row wearing the same swimsuit.” — GREGORY BROWN

From flip flops to trendy shirts, swimwear and shorts, men love the selection.

with the times and guests’ tastes. Brown says simply, “Guys love the styles we carry.”

PRESENTATION IN EVERY WAY

Beach Essentials’ displays guide men through the store in a natural way, offering some dedicated areas for just swimwear or only shorts, along with presentations that pair casual button-downs with styled pants. One wall is all shirts and shorts, and next to it racks of pants and more tops to match.

“Clientele usually start off to the right of the store, and by the door we have dressier shirts and shorts,” says Brown. They move around to the right side with swimwear, underwear, tees and tanks. Accessories complement displays and are housed together.

Namely, the shop sells the famed Shark Tank Mission Belt line. They’re leather, do not have holes and adjust every ¼ inch vs. 1 inch like most belts. “We carry small through XXL, and if

you buy a large and lose weight, you can adjust the buckle and cut it down to size,” Brown says. The company also offers mix-and-match buckles for the leather belts so you can design your own combo. “It’s a very big seller.”

The men’s apparel and products inside Beach Essentials are every bit a part of the store’s presentation as the dynamic decor Brown changes — the ceiling “art installation” — year after year.

And staff are walking billboards for Beach Essentials. “My primary buyer Ed Gemoch has been with me for 12 years and his style is impeccable,” Brown raves. Much like Rehoboth Beach with its small downtown feeling and decadent,

diverse dining scene, Beach Essentials is a sought-after gem on the coast for fashion forward men. Visiting the shop is like going to see a great friend who really knows you. “That’s exactly what it is,” agrees Brown.

Customers come from all over the East Coast, often with friends, to find stylish clothes for their beach excursions.

Not a hair out of place. From color scheme to design aesthetic, the Cinnamon Shore Gift Shop in Port Arkansas, Texas, aligns with the vacation community’s thoughtful and understated vibe. It’s about family, gathering, fishing, dining and coastal elegance. The shop does not stray far from the clean-and-crisp Cinnamon Shore brand and color palette.

The master-planned waterfront destination with 300 homes and 1,200 on the way opened in 2006. The shop traditionally offered namedrop shirts and hats, but store manager

Tricia Tinnin took over two years ago and has expanded the inventory selection and store footprint so it is now twice the size. With that comes more for men.

“Men would come in and ask, ‘Do you have a men’s section?’ and we just listened to our customers and what they wanted, adding more of an assortment. It has paid off,” Tinnin says. Specifically, products for

guys have increased from 10 percent of the inventory in 2021 to about 20 percent. “We definitely added a lot of SKUs, and we have more coming.”

THE CINNAMON SHORE WAY

Tinnin’s goal was to make Cinnamon Shore Gift Shop a destination for vacation renters. The quest began with a signature beachfront graphic in the community’s four colors: navy, coral,

“Men would come in and ask, ‘Do you have men’s section?’ and we just listened to our customers and what they wanted, adding more of an assortment. It has paid off.”

— TRICIA TINNIN

mint and white. The umbrella logo with text is stamped on T-shirts, shorts, hats and visors along with drinkware and accessories like canvas bags.

“We tried to stick to mostly branded merchandise, but branched out into cover-ups and fishing shirts,” Tinnin says.

The shop added polo shirts, a request from men frequenting the shop. The same goes for button-down shirts in linen — long

STORY BY KRISTEN HAMPSHIRE

PHOTOS: MARK MARQUEZ

Cinnamon Shore’s umbrella logo is a favorite look on men’s apparel inside Cinnamon Shore Gift Shop.

and short sleeve. “Occasionally, a man will come in and say, ‘I have a Zoom call, do you have any collared shirts?’ so we have a small selection that they can also wear to a nice restaurant,” Tinnin says.

Another new addition for men is performance shirts and long-sleeve options,

so they can wear a bit of Cinnamon Shore and stay comfortable year-round. Men also go for the shop’s quarter-zip tops, puffer vests, hoodies and hats, mostly with the community logo.

“Because we are such a big fishing community, they take their polarized sunglasses seriously,” Tinnin adds of brands like Costa Del Mar.

While the shop has always carried a

wide selection of caps, men were asking for flat-billed hats so they could easily wear sunglasses, too. “We listen to them and what they want,” Tinnin says of buying for men — or any guest, for that matter.

An expanded swim trunk and tank top section gives men choices and is a quick fix when they realize they left an essential at home. (The same is true for the new collection of flip-flops.) Cinnamon Shore pushes the brand boundaries on swim trunks and carries playful repeat prints like a marlin, palm tree, anchor and nautical themed stripes.

Multi-performance shirts and shorts give men the option to wear them to the beach, golf course and out to dinner. “For prints, we stay within our coastal colors and prints,” says Tinnin.

ROOM TO GROW

A larger space makes room for more merchandise, in general. “A lot of guests are repeat renters and owners so they

The inventory of men’s products has increased from 10% to 20% inside the store.

will be excited about the new layout,” Tinnin says.

Of course, they know to expect a natural, coastal look with white and navy accents, jute rugs and displays of signature tees. “We slat-walled the entire place to make room for hang rails and shelves,” says Tinnin. “It’s like a game of Tetris trying to figure out where everything should go when you get something new, but that’s the fun part.”

en come in and want to buy something for the whole family — the kids, dad, grandpa. They don’t leave the men out of their purchasing.”

Cinnamon Shore Gift Shop is basically arranged in departments with a men’s area, kid’s zone and women’s space. Essentials and nice-to-haves from sunscreen and card sets are easy to pick up on counter and table displays.

It’s not just the men cruising the growing selection of products for guys, Tinnin adds. Bringing in more men’s items is a benefit for women, too. “Wom-

As the shop evolves and becomes the destination Tinnin has in mind, she’ll continue to buy with the beachy, muted look in mind. “There are many cool brands we’d like to buy, but they don’t fit into our color palette or the needs of our customers, so we try to be real picky and stick to what we know will work for us,” she says.

Looking ahead, Tinnin is excited about unveiling new apparel and products to all guests who seek solace and family time at Cinnamon Shore. The selection offered gives customers a way to take the tradition home. As she says, “It’s about sticking to your aesthetic and knowing what your guests will want.”

Increasing the men’s product offerings have also brought in more women shopping for their family members.

“It’s about sticking to your aesthetic and knowing what your guests will want.” — TRICIA TINNIN

STORY

There’s the Type 1 guy buyer who enters Randy’s Florida Keys Gift Co. in Key Largo, Florida, to buy a hat or find gifts for the family back at home since he’s been fishing with his buddies. “One is intentional,” says Lisa Althouse, co-owner.

Then there’s the Type 2 man who is with his wife shopping. “He stumbles across a cool Hawaiian shirt, and it’s not something he needs but he can’t leave without it,” she says.

The mix of men’s merchandise at the shop — widely known as Randy’s — includes eclectic gourmet foods, fitted and relaxed T-shirts, cabana sets, versatile moisture-wicking volley shorts, the classic Hawaiian button-downs, body products and even ukuleles, steel drums and mandolins.

“We bring something fresh to the table,” says Althouse. Randy Althouse opened the first Key Largo location in 1992, eventually moving to a new storefront. In 2013, he started Good Day on a Happy Planet in Key West.

Randy’s is really a beach lifestyle store. The eclectic yet carefully selected products differentiate the shop from others selling souvenirs and namedrop tees. “We offer nicer designs,” Althouse points out.

Plus, there’s a relaxed, welcoming vibe. “We put a steel drum by the front door so many of the men can’t resist playing it,” she adds. “And we carry kitschy, funny stuff, too.” She points to a popular T-shirt that says, “Your bait sucks and your boat is ugly.” And speaking to The Keys, another reads, “Living the Dream.”

As for the men, they can shop dedicated areas to find apparel, hats and extras but products that appeal to guys are all over the store. Men’s wares consume about 25 percent of the inventory, and that has grown in the last several years.

FROM BEACH TO BOAT TO TABLE

Originally when Randy’s opened, the store carried a large selection of men’s shirts priced in the $120 range — tops that transitioned from the golf course to dinner out. But a demographic shift in the male customer base over the years called for a different buying strategy.

“The newer generation moved away from that, and now we are carrying them for $40 and they are just as nice,” Althouse

BY KRISTEN HAMPSHIRE

PHOTOS: MICHAEL KANIK

Classic, Hawaiian button-down shirts appeel to men shopping with their wives at Randy’s.

says. “We really hunt the market to find the best brands and I don’t cut on quality. I want to sell people their favorite shirt, their favorite hat.”

Miami-based Wave Life “has a vibe for South Florida,” so Randy’s carries their shorts. Vintage Summer is a New Jersey line, “and they have an idea of what really sells on the beach, so their designs are awesome,” says Althouse. They offer cabana sets for guys consisting of matching swim trunks and Hawaiian shirts.

to out to dinner,” Althouse says.

Women shop the men’s clothing section of the shop. “But, generally, men pick out their own hats,” she quips.

The ladies also pick up gifts for their sons and other men in their life. “They know the T-shirts they want — the younger, slim-fit Euro styles.”

GUY STUFF THAT SELLS

Fun foods sell well to guys who cruise through Randy’s. “The men like our local honey that has been harvested

Randy’s also offers UPF Hawaiian shirts you can wear in the water because of the moisture-wicking fabric. “And it matches the volley shorts,” which are versatile and go from beach to boat to bar. “They can wear them on the water

from Key West up to Ocean Reef during summer, fall and spring by Pirate Hat Apiary,” says Althouse.

Then there’s Buck’s Naked lowsodium seasonings created by a local chef. “His seasonings use a freeze-dried

“We really hunt the market to find the best brands, and I don’t cut on quality. I want to sell people their favorite shirt, their favorite hat.” — LISA ALTHOUSE

Randy’s carries classic items but also constantly brings in new items to appeal to returning customers.

vinegar to give them a punch,” she describes. So if you’ve ever tried boring, low-salt flavors, Randy’s offers a zesty alternative.

Men are drawn to the home decor section, too. Mainly, they dig the doormats made from repurposed lobster traps from a local artisan.

Unisex skincare products without the heavy floral notes, appeal to the guys. One is Naples Soap Co., which makes organic skin and body products geared toward sensitive skin. Another is Caribbean Sol. Randy’s also carries men’s and unisex fragrances by Inis, which makes clean and light scents reminiscent of the sea.

When sourcing brands for gifts, decor, bath and body or apparel, Althouse takes care to restock favorites and mix it up for repeat shoppers. “We carry classics that are on our racks all the time, but we’re constantly bringing in something new for that customer who returns every year.”

HOOKING THE MEN

Let’s face it. The way women and men shop is like Venus and Mars. And the guys are much less likely to dig deep into racks and cover every square inch of the inventory. “We do not bury men’s items in the back of the store,” Althouse says. “Women will go hunt, but men won’t. They get to a point where they’ll do a turnaround if they don’t see what they are looking for.”

So, there’s the steel drum or another instrument at the entrance toward the front of the shop. Next comes clusters of products: tank tops, SPF shirts “because it’s all about being in the water,” a bright splash of Hawaiian shirts with shorts, and then displays of gourmet goodies and body products. Then there are al-

ways the rack of hats that are easy sellers for the guys.

Because of the variety and selection of gifts, clothing and essentials you might forget when you pack — yes, we’re talking about the swim trunks — Randy’s is a place to be whether you’re that Type 1 or Type 2 guy shopper. Don’t forget to play the drum.

Men shopping on vacation like to pick out their own hats, according to Lisa Althouse at Randy’s.

MARCH 10-14

Minneapolis Mart Home & Gift Show

MARCH

March 1-3

Atlanta Spring Gift, Accessories & Holiday Market Atlanta www.americasmart.com

March 5-6

Cape Cod & Islands Gift Show Falmouth, Massachusetts www.ccgiftshow.com

March 5-6

Retailers Market Place Grand Rapids, Michigan www.retailersmp.com

March 5-7

Chicago Collective Women’s Edition

Chicago www.chicagocollective womens.com

March 6-9

CMC LA Market Week Los Angeles www.californiamarketcenter. com/lamarketweek

March 7-11

Natural Products Expo West Anaheim, California www.expowest.com

SAVETHEDATE

March 19-21

Northstar Fashion Exhibitors St Paul, Minnesota www.northstarfashion.com

March 21-24

Dallas Apparel & Accessories, Kidsworld Market & Total Home & Gift Market Dallas www.dallasmarketcenter.com

March 23-25

Impressions Expo Atlantic City, New Jersey www.impressionsexpo.com

March 26-29

Shoptalk Las Vegas www.shoptalk.com

March 10-14

Minneapolis Mart Home & Gift Show

Minneapolis www.mplsmart.com

March 11-12

Atlanta Jewelry Shows Atlanta www.atlantajewelryshow.com

March 11-13

New England Made Portland, Maine www.nemadeshows.com

March 12-14

Mix Gift & Lifestyle Show Des Plaines, Illinois www.silverliningshows.com/ rev-chicago-boutique-show

March 12-16

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

March 17-19

Greensboro Gift & Jewelry Show

Greensboro, North Carolina www.gtshows.com

March 27-29

New England Coastal Creative - Bloom Newport, Rhode Island www.necoastalcreative.com

March 28–April 1

Atlanta Apparel Atlanta www.atlanta-apparel.com

APRIL

April 3-5

Gaylord Gift Show Gaylord, Michigan www.petoskeygiftshow.com

April 4

TMC- The Merchandise Center Chicago & Schiller Park, Illinois www.tmcexpo.com

April 19-20

Mid-Atlantic Merchandise Mart

Philadelphia www.midatlanticmart.com

April 22-26

High Point Market Week

High Point & Thomasville, North Carolina www.highpointmarket.org

April 23-25

Minneapolis Mart Home & Gift Show Minneapolis www.mplsmart.com

April 25-27

Trendz Palm Beach, Florida www.trendzshow.com

April 26-27

Magic Nashville Nashville www.magicfashionevents.com

April 27-28

Noted: The Greeting Card Expo San Francisco www.greetingcard.org

High Point Market Week

Surf Expo January records 21% increase in total attendance

Surf Expo, the premier watersports and coastal lifestyle trade show, saw a robust 21% year-overyear gain in attendance for its January 2023 edition, hosting more than 8,500 industry professionals at the Orange County Convention Center in Orlando, Florida, from Jan. 4 to 6 for an incredible buying experience.

“The surf, coastal and resort markets are thriving and vibrant,” says Roy Turner, Surf Expo senior vice president and show director. “We were thrilled to see that qualified buyer attendance was up 20% at this show over the previous year, with more than 4,100 qualified buyers attending. These retailers from the U.S. and more than 60 different countries got to check out more than 750 brands.”

The surf section was larger than at the September 2022 show, with 27 new exhibitors in the surf section alone and many brands attending their first trade show ever. Other notable brands that participated included BN3TH, Birkenstock, VISSLA, Keen Footwear, Hey Dude, Salty Crew, Katin, Brixton, Dickies, Firewire Surfboards, Sharp Eye Surfboards, Xcel Wetsuits, Pura Vida, Jetty, Havaianas, Sperry, Sun Bum, AFTCO and many more.

“Surf Expo is a great show for chasing the wow!” says Jeff Glik, CEO of Glik Stores in Granite City, Illinois. “Retail is about constant change, and new vendors give us an opportunity to inject the WOW! The highlight for me at the show was I-SEA sunglasses. We met with the owner and sales manager and boy did they dial me in.”

Many buyers were looking for those newer brands to stay in tune with the latest trends. Jim Archibald, owner of Archie’s Surf Shop in Grand Bend, Ontario, says, “Having these niche brands really arms us in battle in this evolving market. Hopefully these newer, small- to medium-sized companies will be the big brands of tomorrow. This show is great at giving them a better chance to showcase their wares.”

Other retailers valued the opportunity for face-to-face meetings with brand executives. “We definitely had a productive show,” says Timothy McKevlin, owner of McKevlin’s Surf Shop in Folly Beach, South Carolina. “It’s always valuable to meet with brands in person, especially since that has been a challenge in the last two and a half years.”

Surf Expo will return to the Orange County Convention Center in Orlando, Florida, Sept. 7-9.

Atlanta Apparel kicks off 2023 with strong order writing

Atlanta Apparel’s February 2023 edition started the year with 15% growth in temporary exhibit offerings, as well as strong order writing across children’s, shoes and young contemporary categories. “Atlanta Apparel buyers and brands brought the energy to educational and networking events, temporary exhibits and permanent showrooms this February,” says Caron Stover, International Market Centers (IMC) SVP, apparel. “Throughout this market, including the successful extra day of temporary exhibit sourcing on Floor 1, attendees discovered products, connected with exhibitors and wrote orders across 11 floors of show space.”

Attendees traveled to Atlanta Apparel from 11 international countries, 43 U.S. states and Puerto Rico, with more than 87% of the buyers hailing from the Southeast. Nearly a quarter of Atlanta Apparel attendees were first-time buyers to the market.

Atlanta Apparel kicked off the year offering 360plus permanent showrooms, 14 of which were new, and 380-plus temporary exhibits, 58 of which were first-time exhibitors.

The next Atlanta Apparel market is March 28 to April 1 (temporary exhibits March 29 to 31, and select showrooms April 1 by appointment.

Las Vegas Market experiences major attendance growth

Throngs of optimistic retailers, designers and specifiers gathered for Las Vegas Market’s first market of 2023 to place orders for new products, explore new technologies and embark on new opportunities. A 25% year-over-year increase in attendance combined with a wealth of new introductions created an unmistakable energy throughout the market’s 1,000 gift, home decor and furniture permanent showrooms and temporary exhibits, Jan. 29 to Feb. 2, at World Market Center Las Vegas.

“The unbridled optimism of buyers and suppliers at Las Vegas Market was reminiscent of pre-pandemic market conditions and is a great indicator of our industry’s future,” says Bob Maricich, International Market Centers (IMC) CEO. “Business was brisk and new relationships forged as the right buyers and the right sellers came together to kick off 2023 on a very positive note.”

Las Vegas Market’s 25% percent year-over-year attendance growth was driven by an influx of new buyers, the return of many for the first time since the pandemic and a strong fourth quarter. Ultimately, it attracted attendees from all 50 states and 68 countries.

Some 33% of attendees were new to Las Vegas Market with 12% returning for their first market since the beginning of the pandemic. Growth was evident in all the industries Las Vegas Market represents with an 18% increase in home decor attendance, 11% increase in gifts, a notable 50% increase in furniture buyers, and 40% increase in interior designers.

The Summer 2023 Las Vegas Market is July 30-Aug. 3.

Bulletin brings reimagined energy to NY Now

NY Now and Bulletin’s reimagined February 2023 Winter Market included a fresh crop of brands and makers coupled with a sense of innovation and transformation.

Emerald X recently acquired the curated wholesale marketplace, Bulletin, whose team and leadership played a key role in planning, marketing and staging the country’s largest gift and home show. The show featured elevated lounges, packed networking happy hours and engaging panels. Bulletin’s B2B marketplace and commitment to small businesses will continue to play a significant role in making NY Now a more tech-powered event, with even more changes slotted for Summer 2023, organizers say.

Alana Branston, group vice president, gift and home, Emerald X, attributes the event’s growth to category expansion with the launch of the Play category, which caters to the growing toy selection, as well as the introduction of cannabis brands to NY Now.

Atlanta Market sees double-digit growth

Strong order writing, expanded discovery opportunities, standing-room-only events and significant participation from industry organizations brought energy to the bustling Winter 2023 Atlanta Market staged Jan. 10 to 16 at AmericasMart Atlanta.

“Atlanta Market is thriving,” says Bob Maricich, International Market Centers (IMC) CEO. Atlanta Market attendance posted double-digit growth over the Winter 2022 staging, attracting buyers from all 50 states and 56 countries. International traffic significantly increased, nearly doubling year-over-year. Domestically, attendance from the Northeast grew by over 40% and the Southwest by over 70%.

The soft launch of AmericasMart’s new casual/outdoor furnishings collection was a major draw at Atlanta Market this winter. Some 41 showrooms opened for their first Atlanta Market with expansive presentations for retailers and designers.

Driving Atlanta Market’s attendance growth was the return of major buying groups, associations and key accounts for the first time since Winter 2020. Some 15 buying groups and associations hosted member meetings and presented programming at the Winter 2023 Atlanta Market.

The Summer 2023 Atlanta Market is July 11 to 17 at AmericasMart Atlanta.

On our radar

GCI Waterside

Recline and relax in the Backpack Beach Chair with beverage by your side, pillow and storage pouch. www.gciwaterside.com

Oak & Olive

Dress up your wine, vinegar or liquor bottle with handmade, blown glass mermaid-shaped stopper. www.shopoakandolive.com

It’s Always the Weekend Start living like it is always the weekend with the 100% ringspun cotton Wave tee. www.itsalwaystheweekend.com

Sunnylife

Relax in the pool with this glittery pool float that is as enjoyable as the bottle of rosé you are drinking.

www.sunnylife.com

Jarrell’s

This patriotic lifeguard hat is sun protective, stylish and won’t blow away in the ocean breeze.

Designs by Heidi B

Enjoy the sand and waves while sipping wine wherever this beautiful glass travels.

www.coastalcreationsbyheidib.com

Oliver Thomas Lightweight, machine-washable kitchen sink tote has water bottle and yoga mat holders. www.theoliverthomas.com

Puffin Drinkware

The Tee keeps your drink looking cool while keeping it cool on hot summer days.

www.puffindrinkwear.com

www.jarrellss.com Have

Town Pride

Keep your favorite town close to your heart (or back) with this keepsake pillow.

www.townpride.com

MAKE A MEANINGFUL TO-DO LIST

Recently I was asked what I would put at the top of my task list if I owned a gift store. Here’s what I have learned as a store owner, and what I’ve seen boost the success of the stores I’ve worked with in the past 24 years.

START CRUNCHING

You can’t buy inventory without a plan. This is something that gets store owners into trouble all day long. Inventory is your single largest expense, yet the decision to spend is most often made by the seat of your pants. Get a handle on your inventory to reduce debt and increase cash flow. Also, make sure to have an

open-to-buy plan or an inventory management tool — it changes everything.

PAT YOURSELF ON THE BACK

Next would be to give myself credit for what I’m doing right. It’s easy for store owners to feel deflated after putting in so much hard work. But there is often more to be proud of than they realize.

A client just told me she felt that she should have done better, even though her sales were up last year. But then she realized that her sales growth last year was the same as her total sales in her first year in business working with us. Now that is something to celebrate.

PAY YOURSELF

High up on my list would also be paying myself a consistent paycheck from

now on. Many store owners say they will, but never actually get around to it. One of my clients had over $1 million in sales last year, but never paid herself because she was too scared to take any money out of her business.

If you’re working in your business full-time, you must pay yourself 10% of your sales. This is a standard benchmark based on 30 years of retail data. It is a RETAILMaven law. Reach out if you need help making this happen.

RESTING WORKS

I would also add in to take (at least) one day a week off. A mistake I made with my store was believing that if I just worked hard enough and long enough, the results would follow. The truth is that time off to rest and rejuvenate is so important to keeping the passion for your business alive, and it allows you to create a strategy to reach your goals without working 24/7.

REALIZE YOUR PURPOSE

Seaside store owners are often so busy running their stores that they forget the impact they can have on their local communities.

I learned the true impact of my store once I decided to sell it to move into my role as a retail consultant. Customers would share stories and reminisce about the memories and good times they had in my store.

When you realize how you’ve made people feel — sometimes when they need it most — you understand how your store is making a difference every day.

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

Time off to rest and rejuvenate is so important to keeping the passion for your business alive, and it allows you to create a strategy to reach your goals without working 24/7.

STARFISH AWARD

Winner: Sunshine Ace Hardware

Location: Bonita Springs, Florida

Chief Operating Officer: Scott Hamblen

Treating employees like family

Family-owned and operated Sunshine Ace Hardware has been a staple in Southwest Florida since the 1960s, now serving 11 locations, including two Crowder’s Gifts and Gadgets stores. The stores have a reputation for excellent customer service, whether a customer is looking for the right tool to get the job done or the perfect keepsake for that special someone.

Sunshine Ace is also known for its core values and how it treats employees like family. That was never more apparent than when Hurricane Ian made landfall in Florida last September, affecting all 11 stores and their employees.

It took multiple days to reach all 500 employees and make sure they were safe. Some stores were without power for more than a week and had to run on generators, but all locations were open within 24 hours of the storm.

EMPLOYEES FIRST

One of the first things Sunshine Ace did for its employees was feed them, says Scott Hamblen, chief operating officer. “We had employees come in and say, ‘You know this is the only hot meal I get.’”

Sunshine Ace Hardware has a community foundation set up to help employees in need. Employees can apply for grants. Those who worked in the aftermath of the hurricane were paid overtime and given thank you bonuses.

PAYING IT FORWARD

Once enough employees were able to return to work, the third phase became, “What can we do to help our communities?” according to Hamblen. Partnering with suppliers and others, Sunshine Ace Hardware brought in tractor-trailer loads of generators, gas cans and other supplies for the communities it serves.

Day after day, Hamblen says managers became like guardians for their team who were meeting customers “at the worst moment in their lives.” It took its toll mentally. Through the company’s HR team, counseling resources were made available.

The stores’ customers also paid the generosity forward, raising $88,000 for American Red Cross through a roundup program at the register. Sunshine Ace also partnered with Captains for Clean Water’s renew campaign, donating $25,000 to help get captains back to fishing after the hurricane.

SPONSORED BY:

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

Sunshine Ace Hardware’s stores provided tractor trailer loads of generators to local communities after Hurricane Ian.

“Part of it is just an appreciation for your people and being a guardian.”

— Scott Hamblen

PHOTOS: LIONEL DECIUS