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.