Souvenirs, Gifts & Novelties - May/June 2023

PUBLIC LANDS’ STORES HELP KEEP MEMORIES NEAR

Visitors have oodles of options to choose from.

RINGING IN JEWELRY SALES AT THE COAST

Stores along the shore are making their customers shine in fresh new styles.

MERRY HOLIDAY MERCHANDISING TIPS AND TRICKS

Make Christmas sell year-round with holiday displays that dazzle.

COVER STORY

In this profile, learn how J.J. Pierotich has helped his family souvenir business in Biloxi, Mississippi, survive and thrive over the last 50 years and what the future has in store for the retail operation.

SOUVENIR FOCUS: Public Lands

Learn how stores operating in Public Lands are helping visitors commemorate important places with souvenirs that also remind guests of their enjoyable experiences exploring sites that have shaped the U.S. landscape.

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RETAILER ROADMAP

Discover the stores featured in this issue. 10

Help us get to know you and serve you better.

14

NEWS BRIEF

Turtle Central celebrates 40 years and NRF predictions.

18

TRADE SHOW CALENDAR

Make plans to attend these upcoming trade shows.

20

TRADE SHOW NEWS

Coverage from past and upcoming trade shows.

94

PRODUCT SHOWCASE

Get fresh new product ideas for your store.

96 AD INDEX

Easily locate an advertiser’s ad and website.

98 SHOP TALK

Industry experts share advice for souvenir retailers.

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PRODUCT TREND: Coastal Jewelry Coastal retailers are finding their own jewelry niches.

46

PRODUCT TREND: Museum Jewelry Museum jewelry fits the theme of the venue.

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PRODUCT TREND: Name-Drop Gifts

Visitors and locals are captivated by name-drop items.

58

PRODUCT TREND: Apparel

Amusement park gift shops talk top sellers.

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RETAILER SPOTLIGHT: Lake & Land

The Hempens are retailing in their happy place.

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RETAILER SPOTLIGHT: Portsmouth Soap Co. Soap making and retailing go hand in hand.

70

RETAILER SPOTLIGHT: Corrick’s Century-old store sees success with stationery.

76

MERCHANDISING: Holidays

Christmas is a year-round selling opportunity.

CONTENTS

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64

84

MERCHANDISING: Toys

Retailers take different approaches with toy displays.

90

MERCHANDISING: Pet Gifts

These stores make pets the center of attention.

58

76

84

Souvenirs, Gifts & Novelties interviews retailers in popular destinations all over the United States. These are the stores featured in the May-June 2023 issue.

Artisan House

Northport Village, NY

Ron Meyer

Boing! JP’s Toy Shop

Jamaica Plains, MA

Kim Mitchell

Brandywine Conservatory and Art Museum

Chadds Ford, PA

Donna Gormel

California State Railroad Museum Foundation

Sacramento, CA

Tom Granache

Christmas in Manitou Springs

Manitou Springs, CO

Julie Pasture

Corrick’s

Santa Rosa, CA

Keven Brown

Dorothea’s Shoppe

Folsom, CA

Sherri Metzker

Faux Paws Dog Shop

St. Augustine, FL

Lynn Small

From Nebraska

Lincoln, NE

Barb Ballard

Godfrey’s Dogdom

Mohnton, PA

Barb Emmett

Hand Cut Crystal Bethelem, PA

Joanne T. Smida

Hilton Head Toys

Hilton Head, SC

Lilia Mainer and Scott Lee

Ida Red General Store

Tulsa, OK

Natalie Searle

Lake & Land Trading Co.

Osage Beach, MO

Todd Hempen

Lazy Gator Gifts

Murrells Inlet, SC

Jennifer Beall

Locally, Yours

Plymouth, MA

Alyssa Smith

Padre Island National

Seashore Park Store

Padre Island, TX

Kathy Sanders

Portsmouth Soap Co.

Portsmouth, NH

Lauren Wolf

Quassy Amusement Park

Middlebury, CT

George Frantzis

Santa’s Village Amusement & Water Park

East Dundee, IL

Samantha Annis

Sea Dog Pet Boutique

Annapolis, MD

Karen Komisar

Shananigans

Baltimore, MD

Flora Stelzer

Sharkheads

Biloxi, MS

J.J. Pierotich

Sutter’s Fort Museum Store

Sacramento, CA

Christopher Rogowski

T’s Toe Rings and Gifts

Newport Beach, CA

Tanya Dudukian

Tabby Shore Gift Boutique

Beaufort, SC

Jessica Mangano

The Encampment Store

Valley Forge, PA

Briana Edmonds

The Ocelot Spot at Salisbury Zoo

Salisbury, MD

Vanessa Junkin

Travel Town Museum

Los Angeles, CA

Carlos Sosa

Turtle Central Gift Shop

Bald Head Island, NC

Pam Smith

University of Oregon Museum of Natural and Cultural History

Eugene, OR Sire Pro

Waldameer Park and Water World

Erie, PA

Nancy Gorman

Weitzman National Museum of American Jewish History

Philadelphia, PA

Kristen Kreider

Have a story you would like to share? We would love to hear from you! Email Caroline Risi at caroline@breakwallpublishing.com.

Getting to know you better

As America’s most trusted publication for the souvenir and resort gift industry, our goal is to provide the most relevant and timely industry information to our readers, including product trends and merchandising strategies that will help you attract customers and increase sales.

Each issue features interviews from store owners and managers from souvenir stores and gift shops that operate independently or are part of a resort or tourist attraction. In order to ensure we are providing content that is truly beneficial to you as a destination-driven retailer, we want to get to know you on a deeper level so we can better serve you.

By taking a few moments to fill out a new subscription form, we’ll be able to update our records with your current information. This will help us tailor our content to better serve your interests. And most importantly it allows us to continue to provide Souvenirs, Gifts & Novelties free of charge.

Filling out a subscription form also keeps us in compliance with postal regulations. The U.S. Post Office requires subscribers to update their subscription information annually. So, before you enjoy this insight-packed issue, visit our subscription page online at www.sgnmag.com/subscribe and complete the subscription form.

Taking that simple step will ensure you receive SGN magazine. Even if you are currently getting the magazine and have never had a subscription interruption, we still need your help to verify your subscription information.

Thank you for being part of this wonderful community of gift and souvenir retailers. If you want to engage further, I also encourage you to connect with us on our social media pages and to reach out by phone or email. We look forward to getting to know you better and continuing to provide you with a publication you can rely on for the best operational tips, advice and wholesaler connections. Now sit back, relax and enjoy the issue. SGN

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

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

Katie Turner

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

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

Larry White Sales Director larry@breakwallpublishing.com 610-324-2100

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

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

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

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

Jeanne Larsen Administrative Assistant

Christine Welman Website Development

Bob Thompson Business Advisor

EDITORIAL CONTRIBUTORS

Genie Davis

Kristen Hampshire

Sara Karnish

Jennifer McEntee

Souvenirs, Gifts & Novelties is published six times a year by: Breakwall Publishing LLC 3593 Medina Rd. #117 Medina, OH 44256

Subscriptions and address changes: Souvenirs, Gifts & Novelties magazine P.O. Box 3000 Denville, NJ 07834 subscriptions@breakwallpublishing.com

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

Coastal Connections Conference announces 2023 Keynote Speaker

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

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

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

During the session, “Mastering the Inventory Game,“ which will kick off the conference on Sunday, Oct. 22 at 3 p.m., Cohen will share threats and opportunities he sees facing seaside retailers and how to navigate them. The session will focus on timely strategies that coastal retailers can use to uncover cash in their business. Retailers will also learn the mistakes to avoid when managing inventory.

Cohen says the session will present ideas and tools that will make managing your store’s merchandise less work, more fun and even more profitable.

For more information about the agenda, speakers and registration, visit www.coastalconnectionsconference.com. Register soon to take advantage of Super Early Bird rates.

Turtle Central and Bald Head Island Conservancy celebrate 40 years

The Bald Head Island Conservancy and its gift shop, Turtle Central, are celebrating 40 years of operations in 2023.

Located on Bald Head Island, North Carolina, BHIC is a leading organization in barrier island conservation, offering a range of recreational and educational activities for the public. The conservancy sponsors and facilitates scientific research that benefits coastal communities.

Pam Smith, retail manager for Turtle Central has spent the last 10 years of her retail career with BHIC working in the nonprofit gift shop and says, “From saving a large sea turtle mom to experiencing a sea turtle nest excavation with my son last summer and helping the hatchlings get to the ocean, the experiences and memories made with the conservancy will remain an integral part of my retail career and will permanently be etched in my heart.”

“From our research projects to our educational programs, our organization continues to grow year after year,” the organization said in a statement. “We are so excited to see what the future holds for us. At Turtle Central and the BHI Conservancy, we are proud to celebrate 40 years on Turtle Time!”

Salisbury Zoo renovates gift shop

Maryland’s Salisbury Zoo has reopened its gift shop, The Ocelot Spot, after a renovation.

The renovation of the gift shop completely refreshed the space, showcasing the items for sale with an open floor plan. Renovations included ceiling repair, painting, rewiring for data cables, floor repairs, new shelving, and expanded storage and office spaces. The renovation is part of a rebranding of the zoo, which launched on Earth Day April 22.

“With the launch of the Salisbury Zoo rebrand, we wanted to highlight the newly branded merchandise,” says Vanessa Junkin, marketing and outreach manager, arts, business and culture department, city of Salisbury. “With the bright, airy feel, now the merchandise pops off the wall. More people are able to be in the shop at once and can easily see what The Ocelot Spot has to offer. We were able to make use of the existing space to offer a better experience for both shoppers and team members.”

The new logo depicts silhouettes of two of the Salisbury Zoo’s signature animals: an Andean Bear and a North American Bison.

In addition to existing plush animals and fair-trade items, the store now stocks shirts featuring new Salisbury Zoo branding, bubbles, lip balm, bamboo utensils, pens and pencils.

Junkin says, “We’re planning to offer additional items soon.”

NRF forecasts 2023 retail sales to grow between 4% and 6%

The National Retail Federation recently issued its annual forecast, anticipating that retail sales will grow between 4% and 6% in 2023. In total, NRF projects that retail sales will reach between $5.13 trillion and $5.23 trillion this year.

to serve consumers in the current economic environment by offering a range of products at affordable prices with great shopping experiences.”

NRF’s annual sales forecast was announced during the third annual State of Retail & the Consumer Virtual Conversation, where retail executives from major brands, prominent economists and consumer experts discussed the health of American consumers and the retail industry.

multichannel sales, where the physical store still plays an important component in the fulfillment process. As the role of brick-and-mortar stores has evolved in recent years, they remain the primary point of purchase for consumers, accounting for approximately 70% of total retail sales.

“In just the last three years, the retail industry has experienced growth that would normally take almost a decade by pre-pandemic standards,” NRF President and CEO Matthew Shay said. “While we expect growth to moderate in the year ahead, it will remain positive as retail sales stabilize to more historical levels. Retailers are prepared

The 2023 figure compares with 7% annual growth to $4.9 trillion in 2022. The 2023 forecast is above the pre-pandemic average annual retail sales growth rate of 3.6%.

Non-store and online sales, which are included in the total figure, are expected to grow between 10% and 12% year over year to a range of $1.41 trillion to $1.43 trillion. While many consumers continue to utilize the conveniences offered by online shopping, much of that growth is driven by

NRF projects full-year GDP growth of around 1%, reflecting a slower economic pace and half of the 2.1% increase from 2022. Inflation is on the way down but will remain between 3% and 3.5% for all goods and services for the year.

NRF Chief Economist Jack Kleinhenz noted that aggregate economic activity has held up well, despite restrictive monetary policy that is working purposefully to curb inflation. He also acknowledged that recent developments in the financial markets and banking sector as well as some unresolved public policy issues complicate the outlook.

“While we expect growth to moderate in the year ahead, it will remain positive as retail sales stabilize to more historical levels.”

— MATTHEW SHAY, NRF

JUNE 4-6

Miami International Mart Show Miami Gardens www.martofmiami.com

JUNE

JUNE 1-2

The Mississippi Market Wholesale Show

Jackson

www.mismag.com/msmarket

JUNE 1-5

AGTA Las Vegas Gem Fair Las Vegas www.agta.org

JUNE 6-8

Footwear Show New York New York City www.fsnye.com

JUNE 6-9

Atlanta Apparel Atlanta www.americasmart.com

JUNE 9-11

JUNE 27-30

Dallas Apparel & Accessories

Dallas

www.dallasmarketcenter.com

JUNE 28

Buyers’ Cash & Carry Market Square

Lebanon, Pennsylvania

www.marketsquareshows.com

JULY

JULY 7-9

New Orleans Summer Gem, Jewelry & Bead Show

Kenner, Louisiana www.aksshow.com

JULY 19-20

Mid-Atlantic Merchandise Mart Philadelphia www.midatlanticmart.com

JULY 27-30

Gem, Jewelry & Lapidary Show

JUNE 21-27

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

International New Age Trade Show Denver www.inats.com

JUNE 11-14

CMC LA Market Week & LA Kids Market Los Angeles www.californiamarketcenter.com

JUNE 13-15

Retail X - Retail Innovation Chicago, Illinois www.retailx.com

JUNE 19-21

Franklin, North Carolina www.glwshows.comG

AUGUST

AUG. 1-5

Atlanta Apparel

Atlanta

www.atlanta-apparel.com

AUG. 4-6

Dallas Summer Gem, Jewelry & Bead Show

Grapevine, Texas www.askshow.com

JULY 11-17

Atlanta Market Atlanta www.americasmart.com

Outdoor Retailer Market Salt Lake City, Utah www.outdoorretailer.com

JUNE 22-24

Long Beach Expo Coin, Currency, Stamps & Sports Show Long Beach, California www.longbeachexpo.com

JUNE 25-27

NASFT International Fancy Food and Confection Show

New York City

JULY 30-AUG. 3

Las Vegas Market Las Vegas www.lasvegasmarket.com

www.specialtyfood.com

AUG. 5-8

Off Price

Las Vegas www.offpriceshow.com

AUG. 5-7

Biloxi Mississippi Wholesale Gift Show

Biloxi, Mississippi

www.wmigiftshows.com

AUG. 14-16

Rocky Mountain Apparel, Gift & Resort Show

Denver www.rockymountainshow.com

New England Made showcases best of region’s products

The 39th annual New England Made Giftware and Specialty Food Show in Portland, Maine, which took place March 11-13, showcased the best of locally made products from across the region for retailers.

The event brought together over 300 vendors and visitors from more than 20 states, highlighting the unique and high-quality products that New England has to offer.

The show featured a wide range of products including giftware, specialty foods and artisanal goods. With more than 70 new exhibitors, retail buyers were eager to discover up-andcoming new products.

Vendors, similarly came away with some new accounts.

A highlight of the show was the Best New Product competition, which featured a variety of innovative and creative products. This year’s top winners in Giftware were specialty door knobs by CHART Metalworks and for Specialty Food, Hot Dates from Hot Date Kitchen.

Top winners for the Best Booth competition were Cheeky Monkey Home (Veteran Exhibitor) and Shawn Braley Illustrations (New Exhibitor).

Organizer Giraffe Events reports the show was a great success, showcasing the unique creativity, talent and entrepreneurial spirit of New England’s local businesses. The next New England Made is Sept. 12-13 in Boxboro, Massachusetts.

Las Vegas Souvenir & Resort Gift Show launches Lifestyle Products Area

The Las Vegas Souvenir & Resort Gift Show, Oct. 4-7 in Las Vegas, has announced a new specialized focus on the trade show floor for lifestyle products. This feature of the event will showcase exhibitors selling lifestyle brands, resort wear and resort accessories. Companies joining the show will be part of a 1,300-plus booth exhibit hall featuring hundreds of product categories at the nation’s largest event for the souvenir, resort and gift industry.

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

The Las Vegas Souvenir & Resort Gift Show is known for being the shopping destination of the nation’s top retail buyers and concessionaires.

A showcase of lifestyle products, resort wear and accessories has been a top request from many current and prospective customers of the show.

Alan Dickey, retail director, Mattel Adventure Park, Glendale, Arizona, says, “The Las Vegas Souvenir & Resort Gift Show is the event where I can work with existing suppliers as well as find great new products and resources. New is what sells in our business, and you can always find newness at the show. That’s why I’m looking forward to shopping the lifestyle section that’s being introduced this year where important brands are putting together elevated booth presentations to showcase their offerings.”

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

More information is available at www.lvsouvenirshow.com.

Toy Fair to reunite international toy community in NYC

The reimagined Toy Fair, taking place Sept. 30-Oct. 3, is positioned to reunite the international toy community in New York City for the first time since 2020.

The Toy Fair is poised to serve as a worldwide showcase of what’s happening in the industry today as well as the ultimate destination to build connections, meet with strategic partners and build business. The show’s new timeframe allows toy suppliers of all sizes to showcase both their priority 2023 holiday items and preview 2024 product.

Attendees can also take advantage of several components of the show, including Toy Fair University. New for the 2023 show is the World of Toys Pavilion.

“With a significant international presence expected at Toy Fair, the mood is high for a successful event,” says Kimberly Carcone, executive vice president of global market events at The Toy Association.

More information is available at www.toyfairny.com.

New and expanded temporary exhibits enhance Atlanta Market

Atlanta Market will feature its largest number of temporary exhibits for Summer 2023, with 3,000 lines in 34 categories presented in new and expanded categories and showcases, July 12-16, at AmericasMart Atlanta.

Key highlights at the Summer 2023 Atlanta Market include the debut of the new Modern Maker category, a juried collection of design-led and maker-driven handmade products ranging from lifestyle and home decor to gift.

Cash & Carry Jewelry and Cash & Carry LUXE relocate alongside the Antiques collection to create an immediate-delivery destination in Building 3, Floor 1. Cash & Carry Jewelry features approximately 90 exhibitors offering fine and fashion jewelry and accessories. Cash & Carry LUXE is a juried collection of selected exhibitors featuring high-quality, luxury jewelry and fashion accessories. Antiques is a collection of approximately 50 exhibitors offering European treasures including antique furniture, vintage paintings and prints, unique collectibles and one-of-a-kind items.

To accommodate specialty food expansion, Gourmet and Gourmet

LUXE are relocating to Building 2, Floor 3. Gourmet includes 90 exhibitors offering specialty gourmet food items, beverage products and cookbooks. Gourmet LUXE is a juried collection of six exhibitors providing gourmet products made from the fine ingredients.

Also notable for Summer 2023 are new showcases of some 35 brands exhibiting in their first-ever wholesale market in three Atlanta Market categories: Body & Soul, General Gift and Handmade. Within Handmade, Emerging Artists features a juried collection of artisans debuting original handmade creations.

Body & Soul’s Emerging Brands presents innovative new personal care products such as soaps, lotions, scented candles, loungewear and fragrances.

Newcomers in General Gift’s Emerging Brands offer monogrammed and personalized gifts, resort and souvenir items, stationery, collegiate licensed product, pet products and more. Many brands are making wholesale industry debuts in Atlanta this July.

Four leading trade organiza-

tions — Georgia Grown, GC Buying Group, Greeting Card Association and Museum Store Association — return to Atlanta Market with showcases in Summer 2023.

For Summer 2023, Atlanta Market buyers also have access to 100 temporary exhibitors bringing outdoor furnishings, umbrellas and textiles, plus garden decor, fire pits and more to the first-ever edition of Casual Market Atlanta. These temporary exhibits run Monday, July 10 through Thursday, July 13, on Floors 6 and 7 in Building 1.

For Summer 2023, Atlanta Market’s 1,600 temporary exhibitors are organized in 12 exhibit halls. Most Temporaries will be presented July 12-July 16.

Las Vegas Market’s summer 2023 show includes major expansions

Some 15 permanent showroom updates, including expansions for four top gift and lifestyle sales agencies, are among highlights planned for Las Vegas Market, July 30-Aug. 3, at World Market Center Las Vegas. Overall, the expansions and additions will add nearly 108,000 square feet of resources to Building C’s seven floors of gift and lifestyle showrooms.

Most notably, the 11th floor of Building C becomes a major gift and lifestyle destination anchored by two influential sales agencies in the West. Fine Lines (representing 57 gift, fashion and home decor lines) is relocating to the new C11 gift and lifestyle floor and doubling its footprint. Stephen Young, (representing 166 gift and lifestyle brands) just six months after debuting in Las Vegas, adds 5,000 square feet to expand its “Book Room” space which showcases an expansive offering of giftable books.

Two other confirmed sales agency showroom expansions are Road Runners (representing 40 gift and lifestyle

lines) doubling its footprint on C10; and NEST (representing 55 gift and lifestyle lines), expanding its showroom on C8 by 6,000 square feet.

Additional updates to Las Vegas Market for Summer 2023 include the West Coast debut of Synergy (fashion and apparel/accessories) on C10; a 30% expansion for Gifts of Nature (New Age gifts) on C8; and relocation and expansion of American Paper & Plastic (custom-branded packaging) on C7. Sullivans (holiday and home decor) is completely updating its showroom.

Beyond these additions, expansion and relocations, seven current showroom tenants have recommitted to Las Vegas Market with showroom lease renewals. Bali Queen (jewelry and apparel); C&F Enterprises (every day and seasonal home, kitchen and bedding); Jim Spinx (quirky art prints); Match (glassware, dinnerware and handmade Italian pewter), Riedel (glassware) and Torre & Tagus (home decor and accessories) are among brands extending their participation for three or more years.

Augmenting Las Vegas Market’s permanent showroom collection is some 350-plus brands in six categories in the Gift & Home Temporaries.

J.J. Pierotich has helped his family souvenir business in Biloxi, Mississippi, survive and thrive over the last 50 unpredictable years.

J.J Pierotich has enjoyed a long career in the family souvenir business in Biloxi, Mississippi.

Photos: James Edward Bates Photography

STORY BY KRISTIN ELY AND JENNIFER MCENTEE

Sinking his teeth into SOUVENIRS

Afew steps from the pristine white sands of Mississippi’s Biloxi Beach, a 32-foot-tall shark head opens its jaws to reveal rows of jagged white teeth. Rather than run the other way, visitors to this Mississippi beach town welcome the predator as a portent of good souvenirs and gifts.

Made of fiberglass and wood, the massive shark structure on the pink and turquoise facade of Sharkheads is a local attraction, a beach landmark and a mecca for souvenirs and beach gear.

And while the first shark head opened his jaws for patrons of Sharkheads in the early 2000s, the Pierotich name has been synonymous with souvenirs since the 1970s.

Owner J.J. Pierotich recalls how his father Ron Pierotich started the souvenir business in 1973 when J.J. was still in high school, around the age of 17.

“We are Croatian and my dad always had businesses and worked hard,” he says, adding that his mother, Judy, always stood by him.

HUMBLE BEGINNINGS

His father passed that strong work ethic along to J.J. who became involved with the souvenir business from the get-go. After Hurricane Camille in 1969, his father opened up a liquor store. People would come into the store with their shopping bags that said Souvenir City on them and that was the first souvenir store the family bought.

“And over the years, we grew and grew and had hurricanes and disasters, and every time we had a hurricane or disaster, we’d always come back stronger and better,” says Pierotich.

Throughout its history, the number of stores the family owned has fluctuated. In 1977, the family started a souvenir shop called T-Shirt City in a modest building that was once a gas station.

According to Pierotich, the souvenirs of those days were a far cry from what it has grown into today. “The tourism business is a unique business,” he says. “In the 70s people really weren’t wearing T-shirts, it was more like undershirts, and it was more novelties like sea shells and little craft items that would have the name of the town they visited. That all started evolving after 1973. In the 80s we had big conch shells out in front of our stores. That was before people were so conservative about taking conch shells from the ocean.”

Of course now visitors can buy just about anything you’d need or want from a store on the beach. The now renamed Sharkheads prides itself on carrying the largest selection of seashells and “Biloxi Beach” merchandise on the Mississippi Gulf Coast, along with beachwear name brands, including Hurley, Oakley, Quiksilver and Reef.

Specialty goods include pralines and homemade fudge in flavors such as cookies and cream, red velvet and amaretto chocolate swirl.

Airbrush artists on staff paint custom designs

Sharkheads customers love entering through the shark’s mouth.

on shirts, hats, baseball helmets, skimboards, aprons and sand dollars. And, of course, there are sharks: shark wall art and T-shirts, shark stuffed animals, refrigerator magnets and more.

“We are very committed to southern hospitality,” notes Piertoch. “We employ around 50 people and we are open every day of the year except Christmas.”

“We consider our business like a form of entertainment,” says Pierotich. “For the children we have a big shark jaw underneath the shark head for them to crawl up. They get so excited, running through the parking lot and wanting to take a picture inside of it.”

Of course some of the children aren’t quite as enthralled. Pierotich has seen a few tears from frightened children over the years.

The shark isn’t the only reason families are taken aback. “They cannot believe all the products that we sell, and we are very competitive in our pricing,” he says.

SHARKHEADS

A JAWSOME IDEA

As the business grew, the family bought adjacent buildings ultimately creating the megastore that is Sharkheads and it needed a unifying, dramatic entrance. In 2000, the shark gaped its mouth for the first time.

The shark that guests encounter today is not the first shark head to adorn the front of Sharkheads. The original shark was lost along with the rest of the store in 2005 when Hurricane Katrina struck.

It took several years to rebuild, this time at a higher elevation per new city construction codes. The now three-story, 28,000-squarefoot store sits high above an open parking lot with U.S. Highway 90 on one side and the Biloxi West Beach Boardwalk on the other.

The previous shark mouth led to the store’s front doors, giving customers the illusion of stepping into a shark’s belly. Now the shark mouth abuts an exterior staircase and opens to an elevator. This sturdier version of Bruce, which measures 30 feet, has weathered the storms better than its predecessor. He became a social media star in 2009 when grainy security camera footage captured him swallowing waves churned up by Hur-

There’s also the generational customers. “People have been coming here since they were kids and they’re bringing their children here, and some of them are grandparents,” he says.

FOLLOWING IN HIS FOOTSTEPS

And it’s not just the visitors who are bringing multiple generations through the store. Pierotich’s own children are following in his footsteps. “It is really rewarding to have children who have grown up in the business and want to be part of the business,” he says.

Sharkheads’ 28,000 square feet of retail space includes a homemade fudge counter and lots of seashell souvenirs.

“People have been coming here since they were kids and they’re bringing their children here, and some of them are grandparents.”

— J.J. PIEROTICH,

Customers can visit the airbrush counter to customize items from seasoned artists.

ricane Nate.

Both his kids, Brent and Melissa, graduated from the University of Mississippi and came to work.“It was not a foregone conclusion, it was their choice. The only thing I told them is ‘no college, no job.’”

Peirotich also has a 6-year-old grandson, Patrick, and a 3-year-old granddaughter, Juliana, that he hopes will also be interested in the business someday. “Hopefully they’ll want to carry on the legacy of the business,” he says.

And as the family business celebrates its 50th anniversary in 2023, it is looking at growing its business yet again with a second Sharkheads location. The property was purchased in 2018 and is across the street from Hard Rock Hotel & Casino Biloxi. Hurricane Zeta damaged the property soon after.

It also blew the windows out of the Pierotich’s Souvenir City store leading to an extensive remodel, which included the purchase of a 9,000-square-foot warehouse that will help accommodate the needs of all three stores. The new store will be called Sharkheads Downtown and Pierotich is hopeful that construction will start by the end of 2023.

SECRETS TO SUCCESS

Through all the ups and downs over the last 50 years, Pierotich has learned a few things about being a successful souvenir retailer.

“You have to adapt to change, no matter what, and you have to get new merchandise every year,” he says. “And you have to change the store around. But most of all it is rolling up your sleeves and going to work. You have to be here every day and be part of it. I consider what I do my hobby, and we have a good team of people and we all put our ideas together.”

He also doesn’t take that success for granted. “I’m very humbled by what we have today and I am very emotional about it. We could have gone bankrupt after Katrina, but we chose to have enough courage to rebuild.” SGN

A wide range of footwear and other apparel and accessories are available from top surf lifestyle brands.

Inexpensive jewelry is popular with teenage customers.

STORY BY CAROLINE RISI

KEEPING MEMORIES

NEAR

Public Lands stores offer a great range of products for guests to take home a piece of the experience.

History can never be brought back, but stores operating in Public Lands are helping visitors commemorate important places and time periods. These retailers are offering souvenirs that also remind guests of their enjoyable experiences exploring sites that have shaped the U.S. landscape.

Valley Forge is a must-see for Revolutionary War history buffs, and when they look for souvenirs at the Pennsylvania park’s The Encampment Store, they don’t come away empty handed. And because the 3,500-acre park that was once an encampment for the Continental Army doesn’t charge admission, guests have more reasons to spend their hard-earned dollars on some take-home treasures.

“The grounds, public buildings, museum and film are all free, allowing for more money to be spent on souvenirs during their visit,” says Operations Manager Briana Edmonds.

The Encampment Store was founded in 2006 as a nonprofit partner of Valley Forge National Historical Park, which operates the park’s retail operation, public and private tours of Valley Forge, and a seasonal bike rental.

“A percentage of our annual revenue goes to Valley Forge National Historical Park, which drives sales as visitors want to support the park,” Edmonds says.

REVOLUTIONARY PRODUCTS

The store carries books, apparel, 18th century reproduction items, children’s toys and plush,

souvenir staples like magnets and postcards, art, drinkware, convenience items like drinks and snacks, and the audio tour of the park. “We strive to provide an array of price points for every visitor. Our adult T-shirts, for example, range from $14.95 to $38.95,” Edmonds says.

Outside of the audio tour and convenience items, post cards, tokens and magnets account for most single items sold.

“They’re inexpensive and collectible,” she says. The park’s guided and audio tours bring in more money than any single product department, but apparel has been dominating in 2023 as a product department.

“We sell socks, T-shirts, hoodies, scarves and hats at the moment. We also make sure to carry tees and hoodies cut for women which we’ve gotten very positive feedback on,” Edmonds says.

Name-dropped souvenirs are popular with customers visiting the Encampment Store. “The words ‘Valley Forge’ carry a lot of historical and emotional weight for visitors,” Edmonds explains.

When choosing souvenirs to sell, Edmonds says, “Everything stems from the park. The items we sell should somehow relate back to Valley Forge’s points of interest, the American Revolution, the National Park Service or the different plants and animals on the grounds.”

The Encampment Store goes through an approval process with the National Park Service to only carry items relevant to the park’s history or mission. “Then, we look at what’s trending for the year, what Made in the USA or local products are available, if any vendors have a compelling story to go with their products, and what other historic sites might be carrying,” explains Edmonds.

For Edmonds, anticipating what customers want is a fun challenge. “Buying gives an opportunity to highlight vendors with great products and stories, and there’s something really satisfying about having your item become part of someone’s memory of a place,” she says.

For adults, the top selling souvenirs, outside of the audio tour and convenience items, are postcards, the National Parks Passport stamp, magnets and a pocket-sized Declaration of Independence and Constitution. For children, top sellers are a reproduction wooden fife, flexible pencil and a set of plastic soldiers.

Encampment

Store shoppers can choose from an array of price points.

This year, the store is also selling more children’s apparel than usual, including children’s hoodies “which we took a chance on this year,” she says. “Toys are also way up from the past few years, specifically our combination toys like a compass/light/whistle. We credit that to school groups coming back post-COVID.”

A TICKET TO RIDE

Children also make up a large percentage of the visitors coming through the California State Railroad Museum in Sacramento, California. Toy trains are always a classic toy, but the introduction of books, TV shows and movies such as Thomas and Friends and The Polar Express have added to their popularity. Plenty of adults are devoted to trains as a hobby too. The museum’s range of transportation-themed gifts are popular with train-loving guests of all ages.

“We carry a wide variety of merchandise, all railroad related, to stay within our mission statement,” says Tom Grenache, director of retail operations. “To reach a majority of our shoppers, we offer railroad-related books, DVDs, tees for adults and kids, mugs, toys and wooden trains from BRIO and Thomas the Tank Engine.”

The store covers all the bases with railroad recipe books and reproduction railroad china patterns. The china makes “wonderful gifts for the visitor who didn’t come for the love of trains,” he says, and comes in patterns based on the dishware of the Santa Fe Railway and the Southern Pacific Railroad.

AN EYE FOR DISPLAY

The Padre Island National Seashore Park Store in Texas is located in the park’s visitor center where people come for information, park passes and to visit the museum and park displays. As the visitor enters into the building, they are directly entering the park store.

“We have many magnets, postcards stickers and posters located by the entrance on a turnstile. The artist bird prints and collectible mugs are on a display where visitors enter the store,” Store Manager Kathy Sanders says.

At the California State Railroad Museum in Sacramento, Tom Grenache, director of retail operations, says the base of an antique railroad luggage cart supports glass cubes, allowing the staff to merchandise bin items like wooden whistles, LED spinners, pencils and train erasers. The store also uses flexible upright fixtures from online seller Specialty Store Services to group diverse merchandise categories into “stories.”

The Encampment Store at the Valley Forge National Historical Park in Pennsylvania is in the bottom level of the Park’s Visitor Center next to the museum, says Briana Edmonds, operations manager. The store stocks convenience items, books and collectible souvenirs up front, then apparel and other goods further into the store.

“Our merchandiser does a phenomenal job creating narratives with our displays,” says Edmonds. “We have a ‘nature table’ with children’s plush, board books and junior ranger vests and a reproduction history fixture with tricorn hats, powder horns and cabin sets.”

An old luggage cart makes a display at California State Railroad Museum.

The California State Railroad Museum is America’s largest and most-visited train museum, according to Grenache. It opened in 1981 as a part of California State Parks. The museum features steam locomotives and rail cars on the first floor, with the top floor showcasing the best in model railroading and WWII-era toy trains. A majority of attendance is driven by Northern California visitors on day trips and school field trips.

The museum store sets itself apart by offering specialized merchandise such as “an unrivaled selection of wooden train sets that cannot be matched by any competitor in California,” according to Grenache. Smaller items like keychains, magnets and mugs always sell well, he says, especially with school groups.

Children’s books and T-shirts for adults and youth are also always bestsellers, he adds. While adults go for railroad history books, keychains, magnets and T-shirts, he says kids favor keychains, magnets, T-shirts, whistles and wooden trains from BRIO and Thomas the Tank Engine.

Customers young and old are always looking for that name-drop or custom design. “We add namedrops to existing graphic tees, and sell museum logo mugs, hats, pencils, shot glasses and wooden train whistles,” Grenache says. The opportunity to create custom souvenirs is Grenache’s favorite part of the job. The museum’s large attendance allows the museum store to create custom items including magnets, pins and mugs.

Grenache says space on the sales floor is at a premium. “Generally, any new item must replace an existing item, so we’ve relied on testing, and trial and error to narrow down the best souvenir styles over the years,” he says.

WILD SALES

Another Public Land, The Padre Island National Seashore, is more of a nature-themed park than a historical landmark. It is made up of 66 miles of protected wild coastline along the Gulf of Mexico in Corpus Christi, Texas. The narrow barrier island is home to one of the last intact coastal prairie habitats in the United States.

The Park Store at Padre Island National Seashore carries collectibles such as passport books and stickers, Junior Ranger caps and vests, T-shirts, caps, park stickers, magnets, prints from a local artist, plush animals, educational books, postcards and notecards, bird books and kites, according to Store Manager Kathy Sanders, who is employed by the Western National Park Association, an official nonprofit partner of the National Park Service.

Sanders says the top selling collectible items are passport books and anything with a turtle, “as during the summer we have public hatchling turtle releases.”

Name-drop top sellers are T-shirts and caps, and bestselling collectibles for adults are namedrop T-shirts and caps with stickers being the biggest name-drop bestsellers. The top selling collectible for kids is the Kemp’s Ridley plush sea turtle, Sanders says.

The WNPA collaborates with the chief of interpretation and park superintendent to determine which items to add based on educational importance, visitors’ preference and retail price. “It is important to know the clientele to determine the type and price of collectibles to carry in the store,” Sanders says.

“I love helping visitors find the particular item or size that they are looking for. Or suggest an item that would fulfill their need,” she says.

Visitors of all ages love stickers, and the store recently added new children’s books and historical books specific to the location. “Visitors love to collect items that help them remember their visit or learn more about the animals, birds, history or geology of the park,” Sanders says. SGN

Toys and books featuring native animals are displayed at The Padre Island National Seashore in Corpus Christi, Texas.

A plethora of nature-themed goods sell well at The Padre Island National Seashore store.

“I love helping visitors find the particular item or size that they are looking for.

— KATHY SANDERS, THE PADRE ISLAND NATIONAL SEASHORE

These coastal retailers share their successful jewelry selling strategies.

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

SHIMMERING AT THE SHORE

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

Jewelry is sweet icing at coastal stores that rounds purchases or stands alone as desirable gift buys.

STORY BY KRISTEN HAMPSHIRE

Dainty, stackable, custom. These jewelry trends are enticing customers in gift shops across the country that recognize big sales can come in small packages.

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

Offering a selection of baubles, bracelets, rings — including for toes — anklets and earrings offers guests a simple way to buy gifts, keepsakes from a trip or an indulgence for themselves.

At Artisan House in Northport Village, New York, Co-Owner Ron Meyer is constantly refreshing jewelry inventory to maintain an eclectic mix.

Centered in a historic shipbuilding port on Long Island with a tight-knit community that buys local, Meyer and Co-Owner Randi Johnson stock jewelry

that appeals to locals and visitors alike. And right now, rings are all the rage.

Stackable rings by Center Court allow customers to personalize a look with a range of price points. They can mix and match bands, create a look that suits their taste, and even collect the rings so they can swap out bands to match different outfits or moods, Meyer says.

“We carry a good amount of these and are constantly keeping the selection full,” he says, adding that it is also appealing to a younger audience — a demographic the shop is working to attract. “They’ll buy them two or three at a time and then come back in with their friends.”

At The Tabby Shore Gift Boutique in Beaufort, South Carolina, Owner Jessica

Photo: Christopher Appoldt

Mangano supports Lowcountry locals by showcasing jewelry artists from the region. “In a town full of talented people, tourists want to go where they can get something that is made locally,” she says.

While many of these artists sell on consignment Mangano also carries wholesale brands. After four years in business, Mangano has expanded the shop’s jewelry collections. Trending styles include gold-plated pieces, everything dainty and infinity jewelry.

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

TRENDS AND CLASSICS FOR EVERY TASTE

Offering a mix of jewelry styles at price points from $50 to $200 gives guests an opportunity to stay on a budget or splurge at Artisan House. Meyer and Johnson shop gift shows and seek out vendors from sources like Faire, where they can test new lines in small batches.

“We see how it does, and if we like it we continue with it,” he says.

What’s going over with customers lately? Aco-

mo necklaces and earrings in solid sterling silver are top sellers. “We literally sell them every day and get them in pretty quickly,” says Meyer.

Bali Beach Bracelets and Pura Vida offer a beachy look that goes over with teens. And the shop’s mainstay brand, Ocean, is a line that customers seek out, so Meyer displays these items in a dedicated case. The most popular motifs are mermaid-inspired, with turtles a close second. The shop also offers jewelry with nautical themes like anchors, compass roses or waves.

At T’s Toe Rings and Gifts in Newport Beach, California, ocean motifs are also popular, including

Jewelry hung on driftwood makes a creative display at The Tabby Shore Gift Boutique. Photo: Caitlyn Ryan

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

— JESSICA MANGANO, THE TABBY SHORE GIFT BOUTIQUE

turtles and whales’ tails. But what customers really go after are the right-priced stackable toe rings — bands with twists on the outsides or middles.

Owner Tanya Dudukian’s approach to jewelry is to make it accessible and fun. Items range from $3.95 for bracelets to $50 for stacked, solid toe rings, with jewelry ringing up at price points everywhere in between.

Keeping costs in line encourages customers to buy more, says Dudukian.

“I have people come in and say, ‘You have the best prices at the beach,’” she says. Volume is what makes T’s Toe Rings and Gifts jewelry profitable, she adds.

At the same time, quality is also a factor. Unlike most gift shop toe rings that are adjustable, Dudukian only sells solid rings that must be fitted. They’re more comfortable, won’t pinch and she maintains, “You can leave them on year-round and even wear them in your boots — I’ve had mine on for 25 years!”

A line that’s really moving at Tabby Shore is Indigo Ridge Jewelry made right in town. “She uses tiny gemstones and mixes them in with gold-plated detail,” describes Mangano. “Earrings that are really selling are cascading gemstones and all of her pieces are very lightweight and dainty.” Another longstanding trend is the concept of customization. Tabby Shore offers pieces by Elu Cook Designs, a glass artist who works in oceanscape colors and materials. Customers can select delicate stud earrings that hold a pinch of the coastline.

Give-back makers are also appealing to guests, says Mangano. “We try to partner with as many give-back makers as we can,” she says.

For many customers, whether they’re visiting

town or local, wearing a symbol of home is a priority. That’s why Tabby Shore carries Clouter Creek Designs oyster jewelry.

“Our waterways are covered in oyster bed, so oysters are a whole way of life down here,” says Mangano. The line’s delicate earrings and necklaces are fashioned from oysters harvested from the creek, polished and rimmed in gold leaf. “They are a beautiful staple in the shop,” she says.

EYE CANDY DISPLAYS

Rather than presenting jewelry by line, Meyer takes a mix-and-match approach, instead categorizing products by type. Brands are interspersed and presented on T-rods (necklaces) or spinners (earrings).

“We group like motifs together like nautical, fireflies, butterflies, mermaids,” Meyers says, relating that most shoppers are enticed by styles they like, not necessarily the brand.

The exception is his Ocean line, which is displayed together in a case. A central table showcases 4Ocean eco-friendly jewelry and glass cubes at the register give customers an easy impulse add-on for their bags.

Display and service differentiate T’s Toe Rings and Gifts from other shops on the beach. Because Dudukian’s shop is only 269 square feet and guests’ toes must be sized, she maximizes the space by keeping toe rings in glass cases. There’s a sample of every style and about 30 options.

Mangano displays jewelry by collection and artist. She also borrows pieces to accessorize mannequins and coordinate with the shop’s seasonal theme. Currently, Tabby Shore is showcasing spring/summer coral, soft mint and muted turquoise. Overall, “the shop is set up so you can make a circle — we have a little bit of boutique and a little bit of gift.”

What’s the key to keeping jewelry collections fresh? Highlight trends while offering classics and presenting products in an appealing fashion. Think like your customer. And watch how they take in the collections and give them plenty to explore.

“I tell people to look up, down, left and right,” Meyer says of the floor-to-ceiling displays throughout the quaint Artisan House shop.

And as an owner, noticing and restocking go-to jewelry products is a gratifying prospect. “It’s nice when you see something that keeps turning. That keeps the passion going.” Meyer says. SGN

"It’s nice when you see something that keeps turning. That keeps the passion going.” — RON MEYER, ARTISAN HOUSE

At T’s Toe Rings and Gifts, solid toe rings that require sizing are among the unique jewelry pieces available. Photo: John Glover

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

— TANYA DUDUKIAN, T’S TOE RINGS AND GIFTS

Museum gift shops are stocking up on jewelry styles that align perfectly with the themes they feature.

STORY BY HILARY LARSON

SYMBOLIC

SOUVENIRS

AStar of David pendant is an affirming statement of Jewish identity — and a perfect memento from the Weitzman National Museum of American Jewish History in Philadelphia, where classic and modern star pieces are among the museum store’s top sellers.

The 1,800-square-foot museum store has become a destination for Judaica gifts, where Managing Director for Business Operations Kristen Kreider seeks out “more interesting interpretations” of classic Jewish designs.

Kreider says the stars are a favorite among the store’s “symbol jewelry,” a mostly $50 to $80 category that also includes necklaces and bracelets emblazoned with Hebrew phrases and “chai” pendants featuring the Hebrew word for life.

“The symbol jewelry is just kind of a given for the bar or bat mitzvah gift,” Kreider notes. “A nice

heavy Star of David or a chai is popular from the grandparents.”

Kreider also sees visible Jewish expression as a growing trend. “The last 20 years, Jewish pride is on display more than it ever was,” she says. A typical customer “may be a 40- or 50-year-old woman who’s never owned a Star of David before, never felt quite comfortable wearing it in public, and now she wants to show her faith through adornment.”

The “ahava” design — a Hebrew version of Robert Indiana’s iconic “Love” motif (ahava means love in Hebrew) is another top seller. The Israel Museum in Jerusalem commissioned the sculpture from Indiana “so it’s a great Philadelphia Jewish tiein, a natural winner for us,” notes Kreider.

DRAWN TO NATURE

At the University of Oregon Museum of Natural and Cultural History (MNCH), shoppers are drawn to nature-themed jewelry. “So when we’re

looking for new merchandise, we look for things that reflect the museum — local minerals, mining, Oregon — even if it’s something that doesn’t necessarily say the museum on it,” says Sire Pro, a University of Oregon student who oversees the gift shop as the museum’s Visitor Experience Lead. “I try to order things that go along with our exhibits or the natural history theme.”

For instance, although the museum does not feature dinosaurs, patrons associate the popular dinosaur earrings with exhibitions on fossils and prehistoric relics. Those earrings come from the store’s top-selling jewelry line, a local vendor called Boutique Academia beloved for its science-themed pieces — chemical symbols or fossils carved or engraved into metal or inlaid with rocks and stones.

“We get a lot of archaeologists and other scientists shopping,” explains Pro. “A lot of our staff buys gifts here for their families.”

FINER FINDS

To find new jewelry, Pro researches online and within the community. She’s discovered vendors at Saturday markets and has long-standing relationships with artisans who mainly sell through the museum store.

“These are handmade, one-of-a-kind pieces that are more high-end,” Pro notes. “They appeal to people who either get a discount in the store or know that their purchase supports the museum and local artists, and that’s where they want to put their money.”

Kreider sources from a variety of vendors, including Etsy and other online marketplaces and local artisan studios. With the New York trade shows, such as NY Now, back in action postpandemic, she has invested in more expensive jewelry for the store’s other main category, fine designer pieces. These typically run into the hundreds of dollars and sell to the 40s-and-up crowd.

“This season, I really went deep into the higher end,” Kreider says. “If I find a designer that I like and we can negotiate a price, it’s a win.”

She expects the gamble to pay off: Museum shoppers “can justify the expenditure more easily than, for example, if they were at Nordstrom,” Kreider explains. “They’re looking for an opportunity to support the museum, and jewelry is more fun than writing a check.”

Still, Kreider is mindful of having pieces at a variety of price points. Groups of teenage girls will buy $10-$20 bracelets in different colors, with trendy motifs like pomegranates or the evil eye — “symbols that aren’t quite as religious in nature.” Young shoppers favor inexpensive, hand-beaded and woven bracelets marketed as fundraisers for children’s organizations. “And little kids are kind of a captive audience,” observes Kreider. “They shop by price point, not by what they want. They’ll ask, ‘What do you have for $5? $10?’”

Adults are the prime jewelry demographic at MNCH, spending up to $250 for a souvenir bauble.

University of Oregon MNCH store dedicates sections to popular brands.

“I try to order things that go along with our exhibits or the natural history theme.”

— SIRE PRO, UNIVERSITY OF OREGON MUSEUM OF NATURAL AND CULTURAL HISTORY

For kids, the store has found a hit in the Native Northwest line of colorful, nature-inspired designs by indigenous artists. The gentle price point, $15 to $25, “is more kid friendly,” Pro explains. “But anybody could wear these designs with hummingbirds or whales. They’ve sold out really, really fast.”

Shoppers at the Weitzman store are typically motivated “to express their Judaism, or somebody else’s,” Kreider says — along with the desire for a souvenir that’s more personal than a magnet or a T-shirt. “A necklace may not have our name on it,” she noted, “but it’s still a remembrance of their museum and their trip to Philadelphia.”

Apart from an appealingly curated selection, display is a significant factor in museum jewelry sales for MNCH. The store has found success with displays dispersed throughout, dedicating sections to popular vendors like Native Northwest and Boutique Academia.

“Our consignment artists have their own shelves,” Pro explained. “Then up by the register, we’ve got a display case with some of the fancier stuff that people have to request to look at.”

FOR THE KIDS – AND THEIR PARENTS

At the Sutter’s Fort Museum Store in Sacramento, a central jewelry display attracts shoppers as they

Animal Tracks and other lowpriced jewelry is popular with kids visiting Sutter’s Fort.

browse. Christopher Rogowski, director of retail operations for the 600-square-foot outlet, features inexpensive jewelry pieces that cater to his target audience: children.

Sutter’s Fort is a California state historic park, and its gold rush history ties into the state’s fourth grade curriculum.

“We’re hyper focused on nine-year-olds,” Rogowski explains. “70-plus percent of our visitors are under the age of 10. We’ll get visitors from San Francisco, San Diego, Riverside and of course locals from Sacramento County. During the summer, we have tens of thousands of children visiting.”

Sutter’s Fort’s inexpensive entry fee of just $5 also contributes to its popularity with families, according to Rogowski.

For families and school visitors alike, price point is also key to jewelry sales. “We have a lot of items under $20, and even under $10 or $5,” Rogowski says. Popular pieces include rustic, hand-woven bracelets from Guatemala — “we sell a lot of those” — as well as $10 metal necklaces imprinted with the tracks and paw prints of common California animals like beavers, otters and bears.

Another top seller is a line of $10 to $12 iron rings crafted by a local blacksmith, which ties into

Sacramento’s rugged frontier heritage. “When I’m buying merchandise for the store, because we’re a state park, it has to have an interpretive message about the fort,” Rogowski explains. “We’re looking for some kind of connection to the 19th century.”

Travel Town Museum in Los Angeles’ Griffith Park is another California attraction geared toward kids. But Gift Shop Manager Carlos Sosa says it’s the adults who tend to shop the jewelry offerings inside the gift shop, while the kids go for the plush.

From earrings to pocket watches, the store’s jewelry selection is themed around the historical trains of Southern California. “We keep it near the register, in a display table on the countertop,” Sosa says. “Because people are looking for souvenirs, everything is train-related — jewelry and everything else.”

While museum themes and exhibits vary, the reasons that people buy jewelry from their gift shop is largely the same — to remember their visit with a piece that is reminiscent of what they took in while they were there. SGN

“When I’m buying merchandise for the store, because we’re a state park, it has to have an interpretive message about the fort.”

— Christopher Rogowski, Sutter’s Fort Museum Store

STORY BY KRISTIN ELY

SO MUCH IN A NAME

Locals and visitors alike are going crazy for products that promote the places they love.

Atrip to From Nebraska Gift Shop is more than just a shopping excursion. It usually begins with wine tasting at the James Arthur Vineyards Tasting Room next door. Located in Lincoln’s Historic Haymarket, From Nebraska Gift Shop is a prime location for customers looking for gifts, souvenirs and the store’s famous food gift baskets.

And you can’t get far in the store without encountering named-dropped merchandise at every turn.

“We sell everything Nebraska — items made in Nebraska and items that are branded Nebraska,” says Owner Barb Ballard. “We range from magnets to wine.”

Name-dropped items available include coffee mugs, adult T-shirts, kids’ T-shirts,

Ida Red General Store is stocked with Tulsa, Oklahoma, goods for visitors and locals.

magnets, frames, koozies, plush animals, toys, Christmas ornaments, shot glasses, wine glasses and beer glasses.

“We put the shot glasses, beer glasses, and wine glasses by our wine tasting bar,” Ballard notes. The most popular name-drop items are by far the shot glasses, magnets and coffee mugs, according to Ballard.

And the popularity of these items are strong sellers among all demographics. “Magnets are universal among all age groups, as well as coffee mugs,” says Ballard, who notes, “Young adults purchase shot glasses more.”

Grandparents looking for something for the grandkids purchase plush animals and have an assortment of toys to choose from — sling shots, trains, trucks and more — that are branded both Nebraska and also with kids’ names. The store has an entire children’s area with racks dedicated to each kind of toy.

Ballard says people are drawn to name-drops because “it’s a souvenir, a memory of their visit to Nebraska.”

And the name Lincoln drives sales for more reasons than it being the city’s namesake.

“We are fortunate that we are in the city of Lincoln, Nebraska, and the name Lincoln is currently a popular name for young boys,” Ballard says. “We sell a large range of children’s shirts and plush animals with the name Lincoln on them, so sales are two-fold — a souvenir of the visit to Lincoln, Nebraska, or a gift for a child named Lincoln.”

LOCAL PRIDE

While tourism creates a big draw for name-drop items in tourist destinations, mother and daughter duo Pam and Alyssa Smith had an additional demographic in mind when they opened Locally, Yours in Plymouth, Massachusetts.

“We started back in 2018 when I was still in college with the idea that our town was missing some really cool local apparel,” Alyssa says. “We started focusing on landmarks in our town that aren’t necessarily for the tourists so we do local beaches and places that the locals really love and love to represent.”

Customers can find a variety of apparel and coastal gifts like candles, coasters, home decor and pillows. Alyssa describes the store as having a coastal touch without being “too over the top.”

“Magnets are universal among all age groups, as well as coffee mugs.”

— Barb Ballard, From Nebraska Gift Shop

Name-dropped merchandise is at every turn at the From Nebraska Gift Shop.

“Everything is whitewashed with gray tones. Just the perfect amount of flair.”

White Horse Beach; Long Beach; Bug Light; the local lighthouse; and Brown’s Bank, a sandbar that can only be reached by boat, are among the local hot spots that can be found on various items in the store.

Hoodies, coffee mugs and pillows are some of the popular name-drop items that locals flock to. And it’s not just the name of the location. The local ZIP code 02360 and the latitude longitude coordinates, 41.9584 N, 70.673 W, get a lot of traction. The store also sells a fair number of hats and apparel that play up the town’s nickname, America’s Hometown.

“Locals like to represent where they come from in the apparel they choose, and the home decor that has their hometown on it is just a reminder of where they come from,” says Alyssa. “We also have a lot of people in town that have beach houses and the items also mean a lot to them.”

Visitors to the store also know they are getting something unique. Pam is a graphic designer and

Alyssa studied fashion merchandising in college. They design all the logos that appear on the apparel, glassware and tea towels.

“They are getting something totally custom, something they aren’t going to find at any other store on the waterfront,” says Alyssa.

BEST OF BOTH WORLDS

The merchandise at Ida Red General Store, which has three stores in Tulsa, Okahoma, caters to visitors and locals, depending on the location.

Natalie Searle, an assistant manager, says, “We

At Locally, Yours, it’s not just the location name on goods that sells, but also the ZIP code and latitude and longitude.

“Locals like to represent where they come from in the apparel they choose, and the home decor that has their hometown on it is just a reminder of where they come from.”

— Alyssa Smith, Locally, Yours

sell a lot of Oklahoma and Tulsa goodies — a lot of state pride, but we also have a lot of fun knickknacks and gifts for everyone.”

The store’s Main Street location caters to a lot of visitors, and while visitors to the area also stop in the Yale Street and Peoria Avenue locations, those stores also see a fair share of local foot traffic.

And whether the shopper is a traveler or calls Tulsa home, they tend to gravitate toward the store’s wide selection of T-shirts.

“Probably our most popular one is our ‘Someone in Tulsa Loves Me’ shirt,” notes Searle. The design also appears on coasters and mugs.

“It’s just a very popular style,” Searle adds. “We also have our ‘Oklahoma, It’s not that Bad’ T-shirt and that is on a mug as well. Those are some really popular ones that people always get a laugh out of.”

T-shirt designs tend to all be Oklahoma or Tulsa-themed inside Ida Red, whether it is a catchy phrase or a cute design, according to Searle. “We try to incorporate that so a lot of people traveling can pick out a T-shirt they like and then they’ll have it to remember Oklahoma by with a little souvenir.”

Searle says people buy the T-shirts for different reasons. “I think it is a mixture of showing off our state pride or representing Oklahoma or just picking up a little souvenir on their trip, having a piece to remember it by or a new piece of clothing that they like.”

I think people really like the designs and they like how they look so they just want to take one home with them.” SGN

T-shirts are top sellers at Ida Red General Store locations.

“I think people really like the designs and they like how they look so they just want to take one home with them.” — Natalie Searle, Ida Red General Store

T-shirt and sweatshirt sales are along for an exciting ride at amusement park gift shops.

STORY BY SARA KARNISH

WEARING THE ENTHUSIASM

After a long day of thrilling rides and sampling delicious foods, theme park guests typically stop in one of the park’s gift shops to find the perfect souvenir from their visit. Apparel — primarily T-shirts and sweatshirts — are among the consistent bestsellers when it comes to souvenirs.

Both apparel items show strong sales at Waldameer Park and Water World in Erie, Pennsylvania, according to Retail Manager Nancy Gorman.

“T-shirts and sweatshirts are two of our most popular items,” she says. “People are looking for a souvenir to take home from the park, and well, it gets cold here. I didn’t used to buy so many sweat-

shirts, but they are selling very well for us.”

Gorman says they have some standouts in the category: “Hoodies are probably the single biggest seller in sweatshirts, although the basic crew style has really made a comeback over the last three years or so. In T-shirts, tie dye does not die! It’s still really popular. We have some trendy things which are popular for the juniors, especially the cropped sweatshirts.”

VIBRANT SALES

George Frantzis, human resources manager at Quassy Amusement Park in Middlebury, Connecticut, has noticed a definite preference in guests’ buying choices — “bright and colorful” are two

Waldameer Park and Water World listens to its customers, carrying apparel that is colorful, comfortable and warm.

Santa’s Village continues to grow its apparel offerings each year as sales in the category continue to increase.

continues to be a strong seller among Santa’s Village guests. “It is definitely our number one seller in T-shirts,” Annis says. “We actually made a large investment in quite a few tie-dyed items. As far as designs, screen-printed seems to be what works best for us. We tend to stick with a distressed-type logo — a distressed print on tie-dye.”

Annis and her team have started making some bolder choices in apparel. “We started with a very basic design, and we’ve graduated into more select styles. As a summerdriven facility, everyone loves the bright colors in the summer. We’re bringing in the very bold and vibrant colors — that’s what people like in the summer.”

Guests tend to find more hoodie sweatshirts for sale at Santa’s Village. A few years ago, the store brought in crew shirts a few years ago, and according to Annis, they didn’t do well, but that is changing. “Last year, we brought in the crewneck because that’s where the trend is starting to move.”

She contends, “For us, the sweatshirt sales are very much hit or miss, and very much driven by the weather for both adults and kids. If we have a damp spring or fall, we sell a lot of sweatshirts.”

KNOWING CUSTOMERS

must-haves. “Most of our T-shirt designs are pretty vibrant,” he says. “We don’t offer much in a solid color shirt. I see many guests walking around the park in the brighter colors. Our sweatshirts are still our biggest seller, however.”

Apparel has not always been the biggest selling category at Santa’s Village Amusement and Water Park in Dundee, Illinois, according to Chief Operating Officer Samantha Annis.

“It’s roughly 15% of our merchandise sold each season, but it does seem to be growing,” she says. “We’re about 10 years into the business. Apparel wasn’t our focus in the beginning — our focus was more on toys than apparel. But as time has gone on, we’ve graduated into apparel.”

The Santa’s Village’s inventory has grown as Annis and her team have learned more about trends and customer preferences, and to reflect customers’ changing tastes. The store initially stocked basic, logo apparel, but has now graduated to fun, kid-oriented items, Annis says. And tie-dye

Gorman says Waldameer’s guests are savvy shoppers. “Our guests are very knowledgeable. They know what they want. Touch is very important. They like the soft-feel T-shirt — 100% cotton is not the biggest seller anymore.”

Muted, earthy tones of the Comfort Colors brand are in high demand. “Guests are looking for comfort. It’s got to be comfortable, and guests are willing to pay for it.”

The retailers interviewed say they are seeing a boost in apparel sales since the pandemic. “We were shut down completely in 2020,” Annis says. “If you compare our sales from 2019 to 2021, there was a big jump, and a slightly larger jump in 2022.”

Frantzis says, “Sales are good. We’ve seen a big recovery from the pandemic and following economic situation.”

One of the best ways to boost sales in the apparel category is to have styles that appeal to all ages. Gorman does this by offering one-of-a-kind looks for both age groups.

“I have tie-dye in adult, I have tie-dye in children’s. We have an iconic coaster at our park, and we’ll put the iconic things on both children’s and adults’ apparel. If I notice kids were asking about

“Apparel wasn’t our focus in the beginning — our focus was more on toys than apparel. But as time has gone on, we’ve graduated into apparel.”

— Samantha Annis, Santa’s Village Amusement and Water Park

a certain design in a past season, I’ll get it in both kid’s and adult’s sizes. We have ‘Lifeguard’ in kids — I never thought guests would want a ‘Lifeguard’ design for children, but they do.”

In keeping with the overall theme of the park, Annis says she and her team tried something different last season. “Family photos at Christmas are important, so last season we tried the matching

Arranging it right

Arranging displays is often the most fun — and challenging — aspect of retail, particularly when faced with limited space. Chief Operating Officer Samantha Annis of Santa’s Village Amusement and Water Park, says merchandising is an ongoing learning process at the park. “This is an area in which we are still learning. We encourage our managers to rotate the displays. But on the other side of that is making a good display.”

The store has invested its dollars in its display pieces due to limited space. “We try to look at things from a kid level, but have things that will attract an adult’s eye. We want to draw both demographics,” she says.

Annis says to find and display merchandise that is in line with the park’s theme and its visitors. “The number one thing is finding trends that fit with your demographic. If you don’t have things that fit your demographic, you won’t be successful.”

family PJs. We were very excited to bring them in, which we did at the end of the season.” She added, “Another thing we did this past year — one of the shirts was a full-dye sublimation. It was very waterpark, with a design of Santa scuba diving We did that across the kids and adults. Some of the kids encouraged their parents to match them.”

At Quassy, Frantzis says they have a basic selling philosophy: “Make sure prices are approachable and that the stocking [of items] makes sense. People should see things clearly to make a buying decision, and make sure all sizes are available,” he explains. SGN

Christmas-themed items, including apparel, from shirts to pajamas, are an important part of Santa’s Village gift shop.

RETAILING IN THEIR HAPPY PLACE

STORY BY KRISTEN HAMPSHIRE

LAKE & LAND TRADING CO.’S OWNERS ARE MAKING A LIVING OUT OF THEIR LOVE FOR LAKE LIFE.

Todd and Stacy Hempen exchanged a knowing look on a drive back from their second home in Osage Beach on Lake of the Ozarks in Missouri. They were headed back to Tulsa — a four-hour drive — after a weekend with morning coffee and water views on the deck. A slower pace of life.

Thougths of, “We should just live in our happy place,” whirled around in their heads.

Hempen had been in retail for over 30 years, including a long run at Bass Pro Shops and later in a consulting role where he helped a Spokane, Washington, casino design, build, plan and merchandise a retail addition. “That started the inspiration,” Hempen shares. “I should be doing this for myself.”

Meanwhile, the pandemic had shot up home sales and property prices in the Osage Beach area. “The lake had gone through expansive growth from home sales — people moving out of their markets into the center of the U.S. — and there was more than $2 billion in home sales during COVID,” says Hempen.

It wasn’t only the Hempens who were choosing to turn their vacation home into their main home. “For 10 years, there was only one permanent resident in our subdivision with eight houses, and now four of the homes are permanent residents here.”

So the Lake of the Ozarks market was ripe for more retail, the average household income had increased, and Hempen was ready to take the plunge and open his dream store: Lake & Land Trading Co. The store carries ladies and men’s apparel, footwear, lake decor, fishing and hunting products, and outdoors-focused items.

“We have coined ourselves as a boutique outfitter,” says Hempen, adding that targeting the lake customer is different than a coastal audience. And as an interior lake surrounded by woods, the vibe is also different than communities along the Great Lakes, for example.

The aesthetic “tends to be more on the cabin-ish side — bare wood and more rustic,” Hempen describes.

The pandemic prompted Todd and Stacy Hempen to open a store by the lake.

Photos: Kristen Blacksher

SO MUCH TO SEE

Hempen found a storefront in a complex among other retailers. The property features 15-foot glass garage doors that open up to welcome guests into a 3,000-square-foot space that is “cross merchandised to the hilt.”

“We create spaces that are segmented by classification and we cross merchandise those areas,” he explains. “So, an area where we sell coffee is surrounded by mugs, coffee scoopers and decor that speaks to coffee, but we have coffee and mugs in other areas of the store.”

Another example: barware includes home decor items, and the home goods area also incorporates barware.

Hunting and fishing products stand on their own and are not intermingled with lake-focused and apparel/footwear products. And Hempen is constantly changing up displays, switching up the floor at least every 45 days in the year-round shop.

“People come in and say, ‘You have so much more,’ or, ‘You expanded,’ and it’s like, not really. We got in a dozen new ladies’ tops and we switched it all up,” Hempen says.

The downside to cross merchandising, says Hempen, is that sometimes you can do so “to a degree you can lose things.” In other words, custom-

products to turn without having to run sales. Apparel averages $40 for women’s and $50 for men’s, and lake-themed decor ranges from $10 to several hundred, depending on the product. The average customer is age 40 to retirement and owns a second home or permanent residence on the lake.

FOR THE LOVE OF LAKE LIFE

As for lake-focused products, Hempen says customers are after cabin and paddles, old boats and lake nostalgia themes. Because lake life includes entertaining and kicking back, there are plenty of products that speak to this vibe. The store carries custom carvings on whiskey barrel tops that say, “Lake of the Ozarks,” and other handmade items include a decorative rock with the phrase “Gone Fishing.” Wooden wall bottle openers include phrases like “In dog beers, I’ve only had one!”

Tea towels by Primitives by Kathy bear tonguein-cheek sayings, and overall Hempen enjoys hearing customers cruise around the shop and get a good laugh. “We have developed so many friendships with people who come to the store,” he says. The store offers a social experience beyond retail that keeps people coming back for more, he adds.

Also, customers appreciate the labels that Land & Lake Trading Co. car ries. Those include Lucky Brand jeans, Chinese Laundry ladies’ footwear, Lodge Cast Iron cookware, Torched candles made from beer bottles and growlers, and Kanga Coolers insulated cases. Customers can also find BruMate insulated can coolers, toddy containers, bottle coolers and pints.

“We carry paddles that have the lake engraved with the coordinates, and we also have products like bath salts and soaps,” Hempen says, noting that food products also make nice gifts and speak to the outdoors: spicy pecans and hot honey.

For the backyard, the shop offers hammocks, fire pits, lake floats and boat accessories. A selection of beach towels in the $30 price point are easy additions to other purchases.

ers might not realize you carry an item because it is nestled into a category where they are not focused. But mostly the strategy is beneficial, and Hempen says the average shopper’s visit is at least 45 minutes and basket size is generally five to 10 items.

But don’t expect a discount at Land & Lake Trading Co. “We do not discount or offer clearance deals,” Hempen says. Pricing items fairly allows

Custom signs by Brayden & Brooks include lake-inspired messages. And, of course, the shop offers pillows that say things like, “The lake is my happy place.” Indeed for the Hempens, it is — and business continues to grow and thrive. After opening Labor Day weekend of 2021, he’s proud that “I have not had a single upset customer in this store.”

“They come here to be in a happy place,” he explains, adding that he couldn’t agree more.

“It’s nice to get up in the morning, look at the lake, open the laptop, have coffee and start business,” he says. SGN

“It’s nice to get up in the morning, look at the lake, open the laptop, have coffee and start business.” — TODD HEMPEN

Lake & Land Trading Co. is described as a boutique outfitter with items ranging from decor to outdoor gear.

SPOTLIGHT: LAKE & LAND TRADING CO.

SCENTS-IBLE APPROACH

PORTSMOUTH SOAP CO. HAS CREATED A PROFITABLE HEALTH AND BEAUTY LINE AND RETAIL STORE.

Lauren Wolf, a soapmaker and business owner, has found a niche serving a loyal local customer base. The former nurse started making soap seven years ago as a Girl Scout troop leader. She eventually decided to turn her hobby into her livelihood and just five months before the COVID-19 pandemic hit, she opened Portsmouth Soap Co., in Portsmouth, New Hampshire. It took about a year to build the approximately 900-square-foot store, which was constructed inside a former abandoned granary.

Wolf is grateful to the community members who supported her brick-and-mortar business during the pandemic, and today, with customers back shopping in the store, she lets them extend the experience by offering monthly soap-making classes.

“I love where I am, and I love this location. I do wish we were bigger,” she admits. But it’s a cozy store, and she is getting her legs under her as a business owner.

FROM MEDICINE TO HAND-MAKING

Wolf knew she wanted to be a nurse as a child and spent 35 years working in the profession. But five or six years ago, she started to think about the next chapter of her life. And although she left her nursing job two years ago, she still helps out at a camp. “Once you are a nurse, you are always a nurse,” she says.

Still, she acknowledges, part of the appeal of soap-making for a former medical professional may be its scientific nature, which she says is also a creative and “Zen” process. Wolf even has other nurses making soap for her four-year-old store.

The Portsmouth Soap Co. offers products handcrafted by the owner and other makers, such as soaps, bath bombs, candles and more, to a loyal customer base.

STORY BY CAROLINE RISI

Bestsellers at the shop are very seasonal, she says. “Oatmeal and honey are tried and true [for the winter months].” Lotion sticks, which contain concentrated lotion, are year-round bestsellers.

Also in the winter, white birch and eucalyptus soaps are popular. Sea salt, coconut and sea glass are good summer sellers. Year-round, choosing a soap is a very customized experience based on personal preference, Wolf says. “People take a long time to pick out a soap,” she says. “It’s interesting to watch.” Sometimes, each member of a family will get a different soap.

A NATURAL FOR GIFTS

The store has a gift section with premade packages available year-round. Among the gifts are a “Soap Sampler,” which is a simple but thoughtful gift that has three different soaps that are 1.5 ounces each and are tied together on a cedar deck.

“People like to give handmade soaps to neighbors, hosts or friends, so we offer a complimentary gift box in the soap section for them. They select four to five soap bars from our soaps and then the box is filled and just needs a ribbon,” Wolf says.

Although many of the gift boxes are premade, some customers like to customize their own gift box. Shoppers are encouraged to substitute or add products they want and then the staff adds the finishing touches to make the gift look beautiful and unique for them.

“We all have so much fun making up gifts,” Wolf says. “Every season we create a few different gift sets, and we offer them at a few different price ranges so if it is for a neighbor/friend ($25 price range) or for a bridal/baby shower ($100 range), customers have options.” The staff also gets creative and names the gift packages. For example, a gift package called “Time Out for Mom,” is themed for mothers.

For Mother’s Day and for the holidays, the store sets up a “create your own gift package station.” Customers can pick out four or five different products for a gift box. “Everything they need to pick from is displayed on our front table and they walk around and pick what they want to add. They then come to the check out and we gift wrap it (free) for them,” says Wolf.

One important step that she and her staff have learned over the past few years, is to “make ourselves available to the buyer.” “We explain the different choices of products and offer to help them with picking the right scent or product for their giftee,” she says. “It is a win-win for we get to know our customer/family and they get to know us.”

The store advertises its gift baskets on social media, uses a chalkboard outside the shop, works

with the local Chamber of Commerce and sends out two or three email newsletters a year to her customer mailing list.

Gift basket top sellers include: a “Gift to Go” basket with a body lotion, body wash and a 4-ounce soap bar on a cedar soap deck; the “Our Beach Girl Gift Basket” that includes Beach Girl Body Sugar & Salt Scrub, Beach Girl Body Oil, a Beach Day candle and Beach Girl Soap; and the “Our Foot Care Trio.”

PERFECT PRODUCTS FOR PUPS

Portsmouth, New Hampshire, is a very pet friendly town, and there are even water bowl stations outside of many of the town’s stores and restaurants.

“We have always welcomed dogs and their walkers in the area and in the store,” Wolf says. “We have a stuffed Yellow Lab Retriever named ‘Tug’ who greets the customers when they enter the store, and he has been with us since we started. Lots of people love to see and pet him.”

Wolf knew she wanted to offer healthy pet products as she couldn’t find reasonably priced and natural products to use on her family’s dog Logan. The store now offers safe pet shampoo bars and paw balm.

BEST BUYS FOR BABIES

For babies, Wolf says it is so important that the store’s baby products are made with natural and organic ingredients. “Our baby butter is all-natural and made with shea butter and cocoa butter, scented only with calendula, lavender and chamomile herbs. It is great for a baby’s sensitive skin, and we also add beeswax to the blend to help protect against diaper rash and moisture,” she says.

Wolf tests all of her products on “ourselves, family members and friends, including babies and furry friends before we sell it in our store.”

When shoppers are picking up the perfect gift for a baby, they can add to their purchase locally made baby blankets. Wolf said they are “embroidered with whales and other seaside themes, are made with organic Bamboo cotton and are super soft for a baby’s skin.”

In all, Wolf has created a go-to spot for health and beauty gifts the whole family can enjoy. SGN

“PEOPLE LIKE TO GIVE HANDMADE SOAPS TO NEIGHBORS, HOSTS OR FRIENDS, SO WE OFFER A COMPLIMENTARY GIFT BOX IN THE SOAP SECTION FOR THEM.

— LAUREN WOLF

Frames, stationery, cards and calendars have been racking up the sales for more than a century at Corrick’s Stationery & Gifts.

DRAWING CUSTOMERS IN

Corrick’s Stationery & Gifts in California’s wine country has been a staple in the Santa Rosa, California, community since 1915. Known for carrying an array of unique and hard-to-find products, from stationery and fine gifts to artisan hand-crafted local goods, residents and tourists enjoy visiting the store for gifts, home goods, books, games, and office and art supplies.

Keven Brown, a fourth-generation co-owner of the store along with wife Jeri, says frames, calendars, stationery and gift wrap categories are top sellers for the store.

“They are all strong for us,” Brown says. “We carry lots of different brands in each area.”

The store also does well with frames in a range of price points: silver high-end frames such as Reed and Barton, and the Italian American made Galaffi, “as well as the more every-day Malden frames, among others,” Everyday frame style are typically self-purchases, while higher-end frames are given as gifts, according to Brown.

STORY BY GENIE DAVIS

There are so many frames for sale at the store that they are displayed in their own department. “They’re cross-merchandized in our window display, too,” he notes.

EVERYTHING UNDER THE SUN

The calendar selection is nothing short of impressive. Pomegranate’s picture calendars are a big seller along with Cavallini out of San Francisco. The store also sells business calendars.

“We have at least 20-plus different vendors for our calendars, and we start every year when calendar sales are the strongest with about 400 to 500 different designs,” he explains. “For calen-

dars, we carry everything under the sun.”

“They have a need for backup for their phones, and that’s why business calendars still do well,” Brown explains. “And picture calendars are desired as attractive for the wall.”

When it comes to gift wrap, Corrick’s has that covered, too.

ENOUGH TO GO AROUND

“Paper goods and calendars also have their own sections, in fact, picture calendars and business calendars are in two separate areas,” says Brown. Selecting themes or prints for gift wrap and stationery, is all about creating a varied mix. “We have regional themes that represent the area, and we often use local printers and artists,” he asserts.

The 14,000-square-foot store allows plenty of display space for the varied items that Corrick’s carries — and ample room for visitors made up of locals and out-of-towners. The store is right down the street from the popular Russian River Brewing Co. According to Brown, when there is a new introduction at the brewery the line can be blocks long. Many of those patrons stop in the store.

And while customers may be coming in for those lower-priced card and stationery items, they often leave with much more in hand.

“We carry Papyrus, Caspari, and the imported Rossi brand,” says Brown. “They all do well for us. And in stationery, along with Cranes, those Fresh brand cut paper pop-up floral bouquets are an amazing new line we just got in.” He adds, “We are always looking for new and exciting products for these categories.”

“Cards and stationery draw people into our store, and even if they are coming simply to purchase cards, they’ll look at our other wonderful gift items, like cashmere scarves, jewelry, or art, and their interest will be piqued,” explains Brown. “We have such a diverse selection of items. That’s what we do, we bring in lots of variety and choose interesting, unique merchandise.” SGN

“We have such a diverse selection of items. That’s what we do, we bring in lots of variety and choose interesting, unique merchandise.”

— KEVEN BROWN, CORRICK’S

California-themed stationary is paired with similar-themed mugs at Corrick’s.

Ringing in sales for the holidays

Christmas is a year-round selling opportunity for gift and souvenir retailers who are offering memorable, collectible and unique holiday-themed merchandise.

STORY BY KRISTIN ELY AND SARA KARNISH

Holidays like Christmas only come once a year, but because customers buy gifts on vacation or other “off times,” they are big business for destination retailers all year long.

Christmas decorations also provide a unique opportunity for gift and souvenir stores, because they can be displayed in multiple locations.

For example, a sea turtle ornament can be placed among other sea turtle merchandise for cross selling, and the same ornament can also be placed in a dedicated Christmas section. That way customers see the ornament twice.

That’s how the Lazy Gator does it. The gift store in Murrells Inlet, South Carolina, sells a variety of apparel, accessories, gifts and home decor, most of which has a coastal theme. The store opened in 2006 and was converted from an old restaurant space and is known for its wide variety of merchandise, relaxing front porch and southern charm.

As patrons work their way back through the expansive, 12,000-square-foot store, they’ll encounter some holiday items sprinkled throughout the store, until they eventually come upon an entire room located in the back of the store dedicated entirely to Christmas.

“We do a lot of name-drop items with Murrells Inlet on them because a lot of people, when they are shopping in the summer, want a memento they can take home for Christmas,” says Jennifer Beall, Lazy Gator store manager.

The store carries snow globes and other general Christmas items, but many of their ornaments are not ones visitors would have the ability to purchase back home.

“You’re probably not going to be able to find an octopus ornament in the Midwest,” she says. “We try to get things that are very geared toward where we are because as a destination for vacationers they want a little piece they can take home.”

You name the coastal icon and Lazy Gator probably carries it in an ornament. Flamingos, alligators, manatees, sharks, octopus and other sea creatures, Santa, snow- or sandmen on the beach are just some of them.

“I like to group things by theme like snowmen, beach or coastal, name-drops and Santas,” says Beall. The store also has a small candy section that carries holiday-themed items for children.

SPREADING OUT THE HOLIDAY LOVE

Lazy Gator Gifts’ displays many of its Christmas decorations on tables. Coastal-themed ornaments are displayed on several trees. Ornaments also hang on a large wall. Some ornaments are grouped by vendor.

For instance, customers will visit specifically for glass ornaments from Old World Christmas, so Lazy Gator has a special section where that company’s ornaments are displayed. And within that brand section, the ornaments are further grouped by theme.

“I like to be uniform so people can find things more quickly and we have separate break-out tables for each theme,” Beall says.

During the summer months, Lazy Gator has seven Christmas trees set up in the Christmas section of the store.

“As it gets closer to Christmas, we bring more trees out to other areas of the floor,” adds Beall.

These extra trees are strategically placed in areas that coordinate with the merchandise. For example, a tree with candy items is placed near the homemade fudge area of the store. Preppy style ornaments from Kurt Adler pair nicely with the store’s Simply Southern merchandise.

“People know what they like so if you give them all of those options together then they aren’t going to put something they found down when they find something similar in another area of the store,” explains Beall.

There are some exceptions. Santa can be found in various locations throughout the store. While you can find him in the Christmas section, you might find a summery version of the jolly man in the red suit with the summer-themed merchandise as well.

The store also has tables with bulkier sit-around items and home decor — each set up with themes

Dorothea’s Shoppe in Folsom, California, carries thousands of ornaments, arranged by theme.

like beach or traditional.

The extra trees usually go up in early November. Some people complain that it's too early, according to Beall, but they're often the same customers that end up buying, she adds.

“We’ve all learned that if you don’t buy it right away, it might be gone,” she says.

The name-drop ornaments are the store’s bestsellers, including a shark with Murrells Inlet printed on it.

“We sell those all summer,” Beall says.

OH LITTLE TOWN OF BETHLEHEM

As a business owner located in what is known as the Christmas City, it’s understandable Joanne T. Smida, owner of Hand Cut Crystal in Bethlehem, Pennsylvania, would have a selection of Christmas merchandise displayed year-round.

“Our bestsellers are Swarovski — we’re a premier retailer and sell their ornaments and souvenirs made especially for our store. We have stars made in Poland, and locally made glass stars. People are looking for something unique,” she explains.

DECKING THE HALLS

Year-round Christmas store owners find they must be more creative with merchandising so newer items stand out.

“We don’t have a huge store so it’s a little challenging,” says Julie Pasture, owner of Christmas in Manitou Springs in Manitou Springs, Colorado. “We do 8-foot sections with shelving in between.”

She adds, “We have a small ledge up top, all around the perimeter of our store, where we try to arrange little vignettes — something like woodland

animals or Colorado-themed souvenirs.”

The store also tends to put higher-ticket items higher up to draw peoples’ eyes. “We also use Christmas lights and up-lighting to draw customers’ attentiom,” she adds.

Pasture has a strong tourist customer base from mid-March through Labor Day. These customers look for regional items — “anything with the name ‘Colorado’ on it, or anything we can personalize with a lot of ‘Colorado’ on it,” Pasture describes.

Post Labor Day, she has a stronger local customer base who does their Christmas shopping in her store and usually do not look for namedropped items, according to Pasture.

The store’s Alice in Wonderland-inspired nutcrackers from Kurt Adler’s Hollywood Nutcracker line is one of her biggest sellers.

“The Hollywood Nutcracker line is very unique,” she says. “Some are characters and don’t look like the average nutcracker. That’s my favorite kind of stuff to sell.”

OUT OF THE ORDINARY ORNAMENTS

Sherri Metzker, co-owner of Dorothea’s Shoppe with husband Jim in Folsom, California, arranges the thousands of ornaments available in her store by theme.

“We specialize in the kind of Christmas ornaments you don’t find everywhere, for things like different milestones,” she explains. “We have various mini-departments in the store, such as food, two racks of dog-themed ornaments, cat-themed ornaments, occupations, Mom and Dad and boys and girls.”

Most of the store’s merchandising is set up by theme. “It makes it easier for customers to find things and for staff to remember where items are,” says Metzker.

She puts new items up front in glass display cases at customers’ eye level. “We find eye level is best,” she explains. “The eye focuses where it is easiest to see. We’ll put what would be of interest in a particular season in the glass cases. People tend to

Lazy Gator Gifts displays Christmas merchandise in a dedicated room and in other strategic locations.

stop there to look.” Ornaments by Kurt Adler and Old World Christmas are Dorothea’s Shoppe’s top two bestsellers. The Metzkers have long-standing relationships with their reps at both companies.

They attribute their connections with reputable companies to helping boost sales because the reps can make solid product recommendations, they note.

VARYING TASTES

Tastes tend to vary based on demographic and that is even the case with the holidays. According to Metzker, preferences tend to vary based on the age of the customer.

“Younger people have different tastes than older people, and we’re trying to discover what they want to see,” Metzker says.

She explains that while older generations like more of a lasting piece that might become a family

heirloom, “younger people like licensed things — not necessarily something their parents or grandparents would choose.”

This past holiday season, Metzker stocked decals in a variety of designs and “the younger people loved them. They sold really well,” she says.

“We try to be aware of trends but are careful not to go too deep.” Jim Metzker adds, “What we try to do is be different and provide an experience for our customers.”

To create a customer experience Jim Metzker says they will often walk around the store with customers and help them pick out items for purchase by educating them on the products.

“We have generations of customers, and we don’t take our customer base for granted,” he says.

WINDOWS OF OPPORTUNITY

Smida likes to display Hand Cut Crystal’s holiday-themed items as soon as they come in.

“Because we sell holiday merchandise all year round, we always keep it on the floor. So as product comes in, it goes right back out,” she describes. “My customers buy the jewelry year-round.”

In addition to being located in the heart of Christmas City, every August, Bethlehem plays host to Musikfest, one of the largest music festivals

Christmas in Manitou Springs is busy with tourists starting in mid-March.

Christmas ‘critters’

To give customers truly unique options, retailers sometimes take a DIY approach. The Brandywine Conservatory and Art Museum in Chadds Ford, Pennsylvania, is known for its “Critter” line of handmade ornaments crafted from natural materials.

“It’s part of something we sell in the shop year-round, and they are a wonderful extension of our mission as we are both a nature conservatory and art museum. We use natural materials in an artistic way, so it brings both sides of our house together,” says Donna Gormel, director of volunteers, events, and cafe operations.

A team of 140 volunteers work throughout the year to create the ornaments, which reflect seasonal themes. “With so many different makers, they all bring their own flair to the pieces,” Gormel explains. “They are all made with natural materials — nothing is dyed, no ribbon or lace are added. They range in price from $10 to $250.”

Brandywine began selling the Critters in 1971; When the facility was invited to decorate the White House Christmas Tree in 1984, it brought a whole new level of prestige and recognition to both Brandywine and the Critter product line.

“They are definitely a trademark of ours, and something very unique to us,” Gormel says.

Proceeds from sales of the Critter line support the Volunteer Purchase Fund and Art Education and Public Programming.

in the country, attracting over a million visitors who also spend time parusing the local shops. Hand Cut Crystal’s foot traffic increases considerably when the festival is in town.

“During Musikfest I get a lot of ‘lookers,’” Smida says. “I focus on putting things in my window that are music-related, or I’ll pull in some summer, and maybe start adding some Halloween items, because it will say to people, ‘Oh, they sell Halloween items, too.’”

Smida says shoppers tend to splurge a bit around Christmas.

“Retail is still always a challenge. It’s not a sure thing. My prediction is Christmas will come, and people will want to spend."

Hand Cut Crystal calls its windows ‘windows of opportunity.’ “We’re changing our windows constantly. Replenishing items is important,” says Smida. “It’s about making the windows impressive enough so people will want to come in and look.”

While Christmas time may be a few months away, it can be alive and well throughout your gift or souvenir store. Help your customers create happy holiday memories with reminders of their favorite destination or holiday with a stylish decoration or a lasting keepsake that can be passed along to future generations. SGN

When kids walk into Hilton Head Toys bearing a Ziploc bag full of saved coins and folded up dollar bills, Lilia Mainer knows they have been anticipating a trip to the toy store. And that they have the latest fidgets and goodies in mind.

“Impulse toys bring them into the store, and that leads to more sales when the kids and their parents look around and shop the displays,” says Lilia Mainer, store manager of the shop, which has locations on Hilton Head Island in Harbour Town and Coligny Plaza shopping centers.

Owner Scott Lee says, “Watching them wander around the store searching for and seeing different items and finding the toy they want to have for the vacation experience is really cool — especially when they’ve saved up their money from chores.

STORY BY KRISTEN HAMPSHIRE AND CAROLINE RISI

SELLING FUN TO EVERYONE

Toy store displays appeal to a wide customer base by featuring toys and games for the young and young at heart.

They put a whole lot of thought into it and you can see the appreciation on their faces. You know they will take care of it and enjoy it.”

Hilton Head Toys stocks the shop with lots of items in the $5 to $20 range that can cater to the young “allowance money” crowd. And the longtime shop — it opened 47 years ago and Lee is the fourth owner — carries trendy toys like Spikeballs and Neoballs, popular brands like LEGO and Playmobil, and classics like puzzles, plushies, books, dolls and trinkets.

Every year, Hilton Head Toys changes out 40% of its inventory to keep the shelves fresh and full of the latest items. And the shop’s offerings span all age groups.

“We keep puzzles and board games, and we have mugs and tumblers at the register for parents because when they’re buying for their kids, they see those and it results in another sale,” say Lee and Mainer.

A TOY TREASURE TROVE

When selecting products to sell at Hilton Head Toys, store management considers all the variables. For instance, if vacationers’ cars are jam-packed with luggage, there won’t be room for super-sized stuffed animals. And if it’s a rainy day on the beach,

Children visiting Hilton Head Toys have plenty of choices for spending their allowance money, including plush, beach toys, colorful souvenirs and more. Photos by Caitlyn Ryan.

families are looking for a way to enjoy their time indoors until the weather breaks. “We have toys and games for long car rides that are appropriate for travel,” Lee says.

Beach toys are popular for all ages — games like Surfer Dudes, Bucketball, Spincopter and Tiki Toss. Plus, there are plenty of sandcastle building supplies like buckets, shovels and molds.

For younger kids, “the more gross it is, the more they like it,” he says of slime and anything that has the word “poop” on the packaging. Fidget toys are fast sellers like Pop-its or squishy balls. “They love to squeeze them and there are different textures and colors,” says Lee.

Mainer says fidget toys in the $6.99 to $12.99 range that can keep kids busy on flights, car rides and in restaurants are big sellers. “They’re looking for items to keep their kids busy,” she says of the parents.

Hilton Head Toys’ wide selection of known brands like Mattel, Melissa & Doug, Calico Critter and Barbie have universal appeal.

“Our movie-themed toys change out every year,” Lee says. But staples that stay the same are items like beach frisbees, balls, goggles, rafts and other water toys.

Last-minute purchases are key, and a low price point with positioning by the cash register make “little things” an easy grab-and-go sale. “We have little rings, tattoos — small items, and we also stock soft drinks in that area that can focus on the teenager or an adult that is shopping with a child.”

Hilton Head Toys does 80% of its business during the summer months, so Lee plans and refreshes inventory accordingly. He attends the Toy

Fair in New York City with a goal to completely change out up to 40% of his kids’ products to ramp up for the busy season.

In late July or early August, Lee stops ordering new toys to display. “We let it sell down through the fall and go down to a smaller inventory in the winter because there are not tons of children on Hilton Head at that time,” he explains. “So, we put stuff on sale in the winter and move it out, which allows us to get the inventory down so we can refresh come springtime.”

Lee consults with wholesalers to find out what’s trending. “It’s a big shopping spree and we go vendor by vendor, relying on them to know what the trends are going to be because they’ve done test trials on what will be hot so that helps us make decisions,” he says.

The store is structured with themed displays. “We have an area where it’s all about the water and sections for family games, stuffed animals, building like LEGOs or Playmobil, dolls and so on,” says Lee. “By putting similar toys in a section, it’s easy for kids to find what they are looking for and see the choices. For example, all of our Mattel cars and trucks are in the same zone.”

Mainer adds, “The companies do a good job of offering colorful displays that promote their products.”

FINDING A BALANCE

Kim Mitchell was working in corporate finance and wanted to do something smaller in her neighborhood. “I was looking for my next move in life, and I was lucky enough that the toy store came for sale,” she says.

Twelve years later, Mitchell continues to bring toys to the Jamaica Plains, Massachusetts, area at the 1,100-square-foot Boing! JP’s Toy Shop. And although she encourages her staff to lean into their strengths, “everybody has some level of responsi-

“Impulse toys bring them into the store, and that leads to more sales when the kids and their parents look around and shop the displays.”

— Lilia Mainer, Hilton Head Toys

bility for everything here.”

Still, there are a few people at the store who naturally gravitate toward creating displays. “They know they are empowered to move things around if they will look slightly better,” Mitchell says.

The store groups merchandise by category, and there aren’t boys’, girls’ or by-age displays. For example, all of the art and science kits are grouped together, with younger kids’ selections displayed along the bottom. This way, toys are grouped vertically by age so the items are at eye level to the kids they target. This allows shoppers to more easily familiarize themselves with the store, which is consistent throughout.

The toy store primarily serves children from baby through age 12, with top sellers including LEGO, arts and crafts kits and games. During COVID single- or two-player games sold well, as did games that were geared toward adults.

“A lot more older people, 20 somethings, 30 somethings, were looking for things to do. The adult game section — older strategy-type games — became a bigger focus for me.”

She says it’s always been a challenge, “How do you keep kids inter-

ested in games when phones become the focus?” The interest in games might drop off in the 12-20 age range, “But once they are adults, they seem to be coming back around to the concept of playing — puzzles, games and LEGOs.” LEGO isn’t just for kids anymore. The brand is also targeting the adult builder, Mitchell notes.

Even with customers coming back to games as 20-somethings, targeting aspirational and core customers is a challenge. “I am always trying to balance that floor space,” she says.

While the majority of the products are still for kids, it’s the parents who are the core purchasers. Grandparents are increasingly shopping at the store too, according to Mitchell.

Grouping by vendor, with similar boxes together, makes it easier for the customer to take things in, she says.

SOMETHING FOR EVERYONE

Shananigans is the only toy store left in Baltimore’s city limits. The store, which is open seven days a week, has been owned by Flora Stelzer and her husband Barry for the last 17 years.

Flora Stelzer says she feels a responsibility to please customers. “I try and keep my eyes open to what people will like. We try really hard,” she says.

Boing! JP’s Toy Shop draws in children with fun toys and games.

The result of always trying to satisfy customers has resulted in a store that Stelzer says “is different from other stores, but we are not different. We carry things that people have in toy stores, and things that they don’t have in toy stores.”

This emphasis on keeping the merchandise selection wide instead of deep assures there is something for everyone, making for a rewarding shopping experience for a variety of customers.

For example, Stelzer recalls that in February a woman had come in to buy her husband a game as a Valentine’s Day gift, while other shoppers visited the store for teachers’ gifts, and grandparents were buying nostalgic toys such as marbles and jacks.

“There are lots of different things that adults like too that they want to play with their grandchildren,” she says.

When it comes to displays, Stelzer has sections for “up to 12 months” and “up to 2 years-plus.” The rest of the store is by category, such as science, arts and crafts, Playmobil, outdoors and

more. The store offers merchandise for infants through senior citizens.

“Kids come in after school for candy,” she says. There are also a wide variety of gifts and novelties from companies including Tokidoki, the Unemployed Philosophers Guild, Accutrements, Magna-Tiles, Crazy Aaron’s Putty, Hot Wheels, Matchbox and more. Customers can also find everything from Bobbleheads, earrings and card games to novelty socks, mugs and blind boxes containing collectible characters.

Best-sellers include Playmobil and games.

“I’m hopeful that everybody can find something,” Steltzer says.

She does the buying and gets help from sales reps. “We are very lucky in this area, we have really nice sales reps that are really helpful,” she says.

Stelzer is also not adverse to asking shoppers what they want, and listening to people with insights from other parts of the country. “I’m happy to take advice from anyone who has it to give,” she says. SGN

There is something for everyone at Shananigans, including the babies.

STORY BY SARA KARNISH

SOMETHING TO BARK ABOUT

These stores give pet lovers many ways to pamper their pets and express their fondness for furry friends.

Ask most pet owners what makes their furry friends so special, and the responses are likely to be unanimous: pets are more than four-legged companions — they are family. More pet retailers are honoring this special relationship between animals and their humans by carrying a selection of merchandise that appeals to both species.

“People have such a passion for their pets — especially dogs,” says Karen Komisar, owner of Sea Dog Pet Boutique in Annapolis, Maryland. “We’re in a touristy area, so we get a lot of people visiting with their pets. Owners want to take something home that reminds them of their pet, or as a gift for their pet.”

As an example, shelf blocks with various sayings and images are a big seller at Sea Dog. One features a design of a sailboat with either a black or yellow Labrador retriever on board — an appropriate waterfront city souvenir for a Lab owner or lover.

“Because we carry more unique items you can’t find in a big box store, our customers like to find things that maybe they’ve seen online but haven’t had a chance to order,” Konstar explains.

Unique treats and chews, toys and accessories are the overall bestsellers in the pet category, with emphasis on “unique.”

TAIL-WAGGING IDEAS

Lynn Small, owner of Faux Paws Dog Shop teases customers, “We don’t have anything your dog needs — just things he wants.”

The store has four locations: the flagship store in Saint Augustine, Florida, Tampa, and North Myrtle Beach and Charleston, South Carolina. Top sellers vary by store location.

“In Tampa, our licensed sports jerseys outsell everything else in the store since Tampa has popular teams in football, baseball and hockey. In our other stores it varies between tropical-themed leashes,

“Owners want to take something home that reminds them of their pet, or as a gift for their pet.”

— Karen Komisar, Sea Dog Pet Boutique

Sea Dog Pet Boutique, pictured above, gives beachgoers ways to pamper their pups.

collars, bandanas with fun sayings, and basically any item with the customers’ dogs’ name on it.”

Barb Emmett, owner of Godfrey’s Welcome to Dogdom in Mohnton, Pennsylvania, carries a broad selection of one-ofa-kind items and works with local artisans and vendors whenever she can to make her items even more custom.

Godfrey’s is located in a restored barn, and relevant merchandise is displayed in every room.

“Our concept was, ‘pets live in our home,’ so we wanted to show how products can be used or displayed in each room of a home. Each room in our store is really a room in the home.”

As for top sellers, Emmett says, “Our biggest seller is jewelry for people who love dogs. We also have dog-themed pottery pieces made by a local artist, and we make customized dog beds. We want to do custom as much as possible — the customers can pick the fabric.”

The store only carries select apparel because Emmett says there is so much available online. “But we have some denim with a dog scene on the back that is very popular.”

Godfrey’s memorial section also does well. “We have beautiful boxes and teardrop jewelry available. Anytime you can find someone locally who loves dogs and can do custom items makes it wonderfully special,” she says.

Sea Dog carries an assortment of enrichment toys and various treats for dogs, and products like lick mats and scratching toys for cats.

“All of our products are made in the United States, and I try to do small batch and work with women-owned businesses whenever I can,” Komisar says. Popular gifts for pet owners include mugs, T-shirts with various graphics and sayings, talking sticks and greeting cards.

“The cards are from another woman-owned business called Wagging Tail, and we sell mugs and coffee by Grounds & Hounds, a coffee company who donates 20% of its profits to various rescue initiatives,” she explains.

These retailers say they are always looking for new and unique merchandise. Customer requests and suggestions, attending gift and pet shows, and vendor recommendations are just a few ways these retailers keep their inventory current and on trend.

“Something that’s picked up and become even more important are natural pet supplements and products to ratchet up how we can help our pets with things for the body,” Emmett explains. “Things for handicapped pets — lifts, for instance. It never ceases to amaze me what comes out.”

Emmett says, “We try to stay current but not follow every single trend. My passion is really nutrition and integrative health. We offer nutritional counseling to improve a pet’s diet. Our focus is on supplementation and health. We are always educating pet owners.”

DOGGONE DISPLAYS

Retailers use various methods for merchandising and creating eye-catching displays. “I like to set up my store by type of product,” Konstar explains. “For instance, I have all the enrichment toys together, all the collars together, all the leashes together. I don’t like things that are crowded. I like to have space between the displays. Many people come in with their dogs, and I get a lot of compliments on how the store is laid out.”

Small incorporates interesting display pieces into the flow of her store, preferring to use pieces that tie back to a theme when she can.

“Tropical-themed toys is another one of our big sellers,” she says. “So, we found a boat maker on Etsy and had him make us a rowboat that we laid across two standing shelves.”

All the toys are in the boat, and fish nets hung next to it display the smaller toys. “It makes for a great centerpiece in our Tampa store and is really eye-catching from the sidewalk,” she adds.

Faux Paws Dog Shop features a large variety of plush and rubber dog toys. The store has four pooch-loving locations in Florida and South Carolina.

“In Tampa, our licensed sports jerseys outsell everything else in the store since Tampa has popular teams in football, baseball and hockey.” — Lynn Small, Faux Paws Dog Shop

A PERSONAL CONNECTION

Gifts for dogs, and dog-themed gifts, tend to be bigger sellers than cat items. “We do carry a lot of cat stuff, but the items are smaller, so it might look like there’s less than there actually is,” Konstar says. “Some customers say our cat section is not big enough, but the dog items definitely sell better.”

Dogs items and dog-themed gifts are all Small sells. “When we first opened our store in Saint Augustine, a woman down the street had a store strictly for cats. We decided to make our store dogs-only and send her the cat business to be a good neighbor. She has since retired and closed her store, yet we never changed. Dogs have been very good to us!”

Many retailers develop a personal connection with their regular customers. Being in a tourist area, Konstar has a lot of visitors and one-time customers who come into her store. She strives to give them the same experience as her regulars.

“I just try to find out more about what they’re looking for — a plush toy, treat, chew? What type of dog? How active is the dog? What are their favorite toys? Also, what kind of price point? I’ll let them know what I’ve used for my dogs. Same thing if it’s a gift for a human—do they want something breed-specific?”

As always, making that personal connection means recognizing customers’ pets as their family. “Treat the pets as you would a human,” Emmett says. “We have gift bags and will wrap gifts for the dogs. We keep items about dogs and their owners in our database so we can make suggestions when they come in. Customers want to find unique items and items that are good for their dog.”

Small says, “My top tip is to make the owner feel like theirs is the first dog you’ve seen. In our stores, our customers are on vacation, and they miss their little buddy or buddies. We make sure to ask to see pictures and find out their pets’ names.”

Of course, most pet owners already think of their animals as family, but as Emmett points out, it is truly thoughtful when other relatives also take the same view.

“I think it’s so delightful how, in today’s world, to be buying for and recognizing the importance of pets in our lives and our friends’ lives,” she says. “Dogs are seriously like family, and when you love your dog like family, there is nothing like having that relationship recognized by family members.” SGN

Baskets overflow with pet toys at Godfrey’s.

Have a product you would like featured? Send a high-resolution flat-lay image and description to: caroline@breakwallpublishing.com.

2: The

Zoo: New barnyard line of eco-friendly plush; www.pettingzooplush.com 3: Amenity Wellness: Handcrafted herbal wraps for hot or cold therapy; www.amenitywraps.com 4: Cape Shore: Stoneware mugs with free name-drops; www.cape-shore.com 5: Baseball BBQ: Baseball-themed grill tools, cutting boards and other gifts; www.baseballbbq.com. 6: Stuffed States USA: Friendly plush in the shape of each U.S. state; www.stuffedstatesusa.com 7: Wendala’s: Hand and body handcrafted sugar scrubs; www.wendalas.com

8:

www.marilynandlouise.com 10: Leo George: Leather bracelets, including the Africa Collection Leopard style; www.leogeorgebrand.com

11: Well Designed Wood: The Gripper, a wood beer cooler; www.welldesignedwood.com

1: Wildthings Snap-Ons: Games and puzzles, 23 titles to choose from; www.wildthingstshirts.com

Petting

Jack Russell: Hippie bus design shirt to customize with your location; www.flo-glo-transfers.com. 9: Marilyn & Louise Confections: Private label candy, including chocolate bars and gummies;

.

12: Silipint: Unbreakable silicone drinkware; www.silipint.com 13: Cool Jewels: 1 Tree Mission bracelets plant one tree for every purchase; www.1treemission.com 14: A Cheerful Giver: Blueberry muffin scented candle; www.acheerfulgiver.com 15: Tangico: Custom ornament; www.tangicousa.com 16: Juneberry: Tabletop fire pit; www.juneberryoutdoors.com 17: Lorab: Handcrafted paper stars and gifts; www.lorab.com. 18: B. Berish: Custom-designed enamel pins; www.bberish.com. 19: Tom the Turner: Custom welcome signs for coastal living; www.tomtheturner.com 20: Luxiny: Paint your own bath bomb ice cream cone; www.luxiny.com 21: Alaskan Suncatchers: Suncatchers handmade from recycled materials; www.alaskansuncatchers.com 22: Holden International: Personalized ceramic souvenir mugs; www.holdenintl.us 23: McCutcheon’s: Homestyle apple butter barbeque sauce; www.mccutcheons.com 24: Town Pride: Custom pillows with no set-up fees and low minimums; www.townpride.com 25: Wood Stove Kitchen: Ski Season Sangria Mixer for active winter days; www.woodstovekitchen.com.

Industry experts weigh in on important topics affecting souvenir retailers.

TRENDING TIPS

PURCHASING FOR THE PLANET

Tommy Brown, retail manager, buyer of conservation goods at Saint Louis Zoo and Zoo, Aquarium and Garden Buyers Group (ZAG) Board of Directors member, shares advice for making more socially conscious purchases for your retail store:

“When doing any kind of business consider the ‘green’ bottom line. It 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. Think about if the product you are buying is helping or destroying your world? Is it lifting someone out of poverty or enslaving an innocent human? Is your business helping build up the people in your community or causing an unhoused concern?”

ILLUMINATING ADVICE

A museum shop can leverage lighting to create an exhibit feel, and that’s the experience visitors take in when they visit the International Quilt Museum’s store. Adjustable bar lighting. “When we remodeled our museum store into an existing space with only canned lighting, we added curved bar lights with LED bulbs,” explains Dean Young, operations manager of the Lincoln, Nebraska, museum. “It was a great way to bring up the lighting for the area, as well as having the ability to point and aim them at displays as needed.” Highlight seasonal displays. At the International Quilt Museum, operations and visitor services help purchase products for the store. Displays are adjusted based on the season to add new items and products that align with the museum’s exhibit themes. And, they are illuminated accordingly. Converting to LED Consistent lighting is important, Young said. So, the museum shop converted to all LED lighting for a uniform look. “Make sure they all match — soft white, daylight — whatever look you are going after.”

6 tips for making good signs

1 Remember to KISS (Keep it Simple, Sweetheart). Resist the temptation to cram too much information on any single sign.

2

3

4

5

Get a second opinion. Ask others whether your sign makes sense or if it needs some tweaking.

Grab the shopper’s attention. Catch their eye with bold graphics and fonts.

Avoid upstaging what you’re promoting. A sign should not steal the focus from what you’re selling.

Offer a solution to a problem. Identify your customer’s problem and offer a merchandise solution.

6 Location, location, location! Be intentional about the sizes of your signs and where you place them.

SPACE TO SALES ANALYSIS

Michael Hale founder, CEO and creative director of Los Angeles-based retail design consulting firm Retail Rehab, encourages retailers to understand their selling spaces and how it reflects their sales. “You may find that gifts contributes to 40% of your overall store sales, but only occupies 20% of your store’s overall selling space. That will tell you that your gift category is underspaced,” he says.

“At the same time, you may find that apparel only contributes to 20% of your store’s overall sales, but apparel occupies nearly 40% of your store’s overall selling space. That will tell you that apparel is overspaced,” he adds.

“By setting your store’s categories into properly allocated square footage, based on sales, you will find that you have the appropriate space to feature the correct product assortment,” he says.

SARA BURKS, BOUTIQUE HUB