Seaside Retailer - January/February 2024 by Breakwall Publishing

seaside retailer B E A CH | CO ASTAL | NAUTICAL

THE BUSINESS MAGAZINE FOR BEACH, COASTAL AND NAUTICAL RETAILERS | JANUARY-FEBRUARY 2024

ON THE SIDE

Wild

Wild Time Caribbean Trading Co. offers coastal brands and tropical-themed gifts with an upscale twist.

+ Inside: 30 Resortwear trends for 2024 38 Sale-boosting visual merchandising 42 Beach accessory must-haves

CONTENTS

JANUARY/FEBRUARY 2024 | VOLUME 5 | ISSUE 1

In Every Issue 6

EDITOR’S NOTE Start the year strong by hitting the reset button.

RETAIL NEWS Top travel trends expected for 2024.

TAKING STOCK Use the off-season for a retail refresh.

CUSTOMERS COUNT Keep your employees on a growth curve.

SEAWORTHY IDEAS Anchors, drinkware and axolotl product ideas.

EVENTS CALENDAR Make plans to attend these future industry events.

EVENTS COVERAGE Coverage from past and upcoming industry shows.

BEACH READS Beachy book ideas for your seaside store.

RETAILER REFLECTIONS Tips for mastering clearance sales.

PRODUCT SHOWCASE Fresh merchandise ideas for your seaside store.

AD INDEX Easily locate an advertiser’s ad and website.

COVER STORY: On the wild side

Wild Time Caribbean Trading Co. offers upscale coastal gifts. p. 24

COASTAL CONNECTIONS

TOPIC: COASTAL SOUVENIRS

Pier Gear Gift Shop: Santa Monica, CA............................56 Island Outfitters: Gulf Shores, AL......................................60 Pier Gift Shop: Virginia Beach, VA.....................................64

Features Style Trend: Vacationing in style..........................................30 Resortwear trends embrace both elegance and comfort.

Product Focus: Get beach ready........................................... 42 Elevate the beach experience with these trending products.

Presentation: Visual merchandising tips............................ 38 Michael Hale of Retail Rehab shares sales-boosting tips.

Product Trend: Causes have an effect.................................. 50 Aquarium jewelry sales often support conservation efforts.

STARFISH AWARD: SALT & CO. This Ocean City, Maryland, retailer feels a duty to give back.

4 SEASIDE RETAILER JANUARY-FEBRUARY 2024

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EDITOR’S NOTE

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

I always say if you really want to do something, you’ll find the time to do it.

Kristin Ely Executive Editor & Conference Director kristin@breakwallpublishing.com 858-684-7744 Christine Schaffran Managing Editor christine@breakwallpublishing.com 216-272-7700 Megan Smalley Associate Editor megan@breakwallpublishing.com 330-576-9338

Hitting the reset button A few years back a friend of mine who knows I love inspirational quotes bought me a notebook

for my birthday. On the cover of the navy notebook, the words, “Happy Mind, Happy Life” were printed in colorful lettering along with some cheerful flowers. And up until a month ago, I had let it sit on my bookshelf collecting dust. That’s when I decided to start focusing more on gratitude and positive thinking than I had been recently. It was just a coincidence that this notebook was the writing apparatus I grabbed to start making notes about the things that were occurring in my life that I should be thankful for and the goals I wanted to set to start this new journey in motion. Although, if you are anything like me, you may be wondering if maybe it wasn’t a coincidence at all and I in fact found the notebook at exactly the right time I was supposed to. Either way, this exercise in gratitude and positive goal setting has created a much-needed shift in my mindset that is propelling me forward after a stressful year. I share this because I know I can’t be the only one who needs a reset. And the cool thing about taking the time to do it is that you can start to see incremental results very quickly. It only took a couple of days for me to notice I was responding differently to my environment and was feeling more in control of my reactions. I know finding any free time as a business owner or manager can be about as difficult as walking a straight line with your eyes closed after spinning around in circles, but the time you give to it is all in your hands. I always say if you really want to do something, you’ll find the time to do it. January is also a great time to start setting some goals. Start with small achievable goals to get the momentum going. A simple goal could be, “I’m going to take five minutes a day and spend it posting about my business on social media.” Maybe it’s, “I’m going to bring in that new product line that I’ve been wanting to add but have been nervous about trying,” or “I’m going to mark down merchandise that isn’t selling quickly instead of hanging onto it.” Whatever your goal is, Seaside Retailer wants to support you and provide you with inspiration. This issue is filled with store profiles, product trends and display ideas to motivate you. Maybe you need an additional boost to get you heading in a more positive trajectory in 2024. If that is the case, then I’ll leave you with one more fun saying that hangs on a wooden sign in my office. “It’s not happy people that are thankful, it is thankful people that are happy.” I’m so thankful that you’ve decided to pick up this latest issue of Seaside Retailer!

@seasideretailermag

6 SEASIDE RETAILER JANUARY-FEBRUARY 2024

seasideretailermag

@seasideretmag

Seaside Retailer

Katie Turner Business Development Manager katie@breakwallpublishing.com 219-206-1140 Larry White Marketing Director larry@breakwallpublishing.com 610-324-2100 Jamie Winebrenner Sales Manager jamie@breakwallpublishing.com 330-269-5875 Debby Clarke Ad Production Coordinator & Graphic Designer debby@breakwallpublishing.com 856-816-6346 Hanna Meussling Accounts Receivable accounting@breakwallpublishing.com 330-368-2047 Tom Borg Columnist tom@tomborg.com Michael Hale Columnist michael@retail-rehab.com Cathy Donovan Wagner Columnist cathy@retailmavens.com Seaside Retailer is published six times a year by: Breakwall Publishing LLC, 3593 Medina Rd. #117, Medina, OH 44256 Subscriptions and address changes: Seaside Retailer magazine, P.O. Box 3000, Denville, NJ 07834 subscriptions@breakwallpublishing.com Entire contents copyright 2024 Breakwall Publishing LLC. All rights reserved. Materials in this publication may not be reproduced without written permission from the publisher.

BreakwallPublishing www.seasideretailer.com

R E TAI L N E W S

MAKING WAVES q Hudson Art & Decor opens second retail location

Coastal shop relocates to dream location

Kate Simpson has relocated her coastal shop from Rhode Island to Cape Cod, Massachusetts. Simpson started Cerulean as a coastal shop about six years ago in Warren, Rhode Island, as a way to support local artisans, selling a variety of nautical-themed products. Although Cerulean started in Warren, Simpson grew up about an hour away in Sandwich, Massachusetts. When her mom contacted her about a storefront available in Cape Cod earlier this year, she quickly hopped on it. Simpson says she decided to close her Warren storefront in early November as she moved to Sandwich. Cerulean’s new location opened at 157 Main Street in Sandwich on Nov. 10, 2023. Simpson says the new storefront is only half the size of her previous store, but she knows the new community well and loves being able to start fresh with a new storefront. 8 SEASIDE RETAILER JANUARY-FEBRUARY 2024

Leisure and business travels expected to rise in 2024 It’s safe to say that all forms of travel largely normalized to prepandemic levels in 2023. According to the Washington-based U.S. Travel Association, domestic leisure travel normalized to prepandemic levels in 2023 and is expected to remain at prepandemic levels in 2024 and beyond. While travel is expected to be up, it is also predicted to be more expensive this year. According to a report from Squaremouth, a large travel insurance marketplace, travelers have noticed an increase in travel prices for the past three years. Booking.com’s 2024 travel outlook reports that travelers will likely get creative to navigate pricier trips. The company reports that 47% of travelers said they would take their children out of school for off-peak travel in 2024, and 39% of pet owners plan to bring pets along with them to cut pet-sitting costs. RISE OF BLEISURE TRAVEL. The U.S. Travel Association reports that business travel

also made progress in 2023, normalizing to prepandemic levels. According to the association, lodging data confirms the accelerated recovery of business and group travel. Along with the increase in business travel, “bleisure” is also on the rise. Bleisure is when travelers combine a work trip with an extended vacation before, during or after the work event. The U.S. Travel Association says nearly half of global employees (46%) intend to plan a bleisure trip this year. According to a 2024 travel report from Hilton, pandemic-related business trends likely helped boost interest in bleisure travel. The report explains that when, where and how people work changed because of the pandemic, resulting in the rise of bleisure travel. Additionally, Hilton reports that the destination of many large conferences and events shifted away from large, urban city centers into secondary markets last year. In the Americas, some growing secondary conference markets include Albuquerque, New Mexico; Fort Myers, Florida; and Milwaukee. DEMANDING AN EXPERIENCE. So what are people looking for with their travels in

2024? According to Squaremouth’s outlook, adventure tourism is on the rise with more than 40% of travelers looking for adventure when traveling. Think safaris, hiking, snorkeling and skiing as popular activities among these travelers. Water-centric getaways are still important to travelers, too. Booking.com reports that 75% of travelers find instant relaxation by the water’s edge. The company notes that some travelers are also very curious about health retreats (20%) and some are interested in psychedelic retreats (14%). Both Hilton and Booking.com report that travelers are eager to engage in local culture and many want to travel to less touristy destinations. Destination “dupes” will also be on the rise this year. According to Expedia’s 2024 travel outlook, travelers want affordable alternatives to mainstream destinations. In late 2023, Forbes offered a list of several domestic “destination dupes” travelers might want to consider this year, including Milwaukee instead of Chicago; Block Island, Rhode Island, instead of Cape Cod, Massachusetts; Lafayette, Louisiana, instead of New Orleans; or New York’s Finger Lakes instead of Napa Valley Vineyards. www.seasideretailer.com

For the past three years, Owners Tom and Andrea Lawrence have grown Hudson Art & Decor as a nautical art and decor store in Hudson, Florida. The seaside retailer sells a variety of locally made decor as well as a mix of wholesale and locally made gifts. Tom Lawrence says an opportunity became available for Hudson Art & Decor to expand and rent a second 1,500-square-foot storefront at Gulf View Square Mall in Port Richey, Florida, about five miles south of the Hudson storefront. The retailer opened its Port Richey location Oct. 1, 2023. The new storefront features similar merchandise to the Hudson location with a few different name drops on products.

R E TAI L N E W S

Guy Harvey partners with Lokai to launch new bracelet collection Guy Harvey has launched a new bracelet collection in collaboration with Lokai, a New York-based specialty bracelet manufacturer. The new Guy Harvey Lokai bracelet collection comes in two unique designs, Mako Shark and Sea Turtle, and features artwork by Dr. Guy Harvey. “The design and concept of these bracelets are a perfect match for the Guy Harvey brand and allows us to feature Guy’s artwork in a new and fun way,” says Alex Harvey, licensing and marketing director at Guy Harvey Inc., which is based in Fort Lauderdale, Florida. “The Lokai brand aligns with our mission to conserve the global marine environment.” All Lokai bracelets carry a small bead filled with elements from the highest and lowest points on the Earth, water from Mount Everest, and mud from the Dead Sea. “I am thrilled to announce our collaboration with Guy Harvey,” says Steven Izen, CEO of Lokai. “Our partnership is more than just a meeting of the minds; it’s a union of missions. The synergy between Guy Harvey’s unwavering commitment to marine conservation and Lokai’s core values is palpable, and it breathes life into the stunning artwork we are privileged to showcase. Together, we are poised to not only introduce our exceptional products to the global market but also to make a significant, positive impact on a cause that is close to our hearts.” The new Guy Harvey Lokai bracelets are available at www.guyharvey.com, the Guy Harvey Gallery and Shop in Fort Lauderdale, SeaWorld Orlando and the Guy Harvey Store in Grand Cayman. With sizes ranging from small to extra large, each Guy Harvey Lokai bracelet comes with a QR code that takes customers to a section of the Guy Harvey Foundation website that informs them about either the Mako Shark or Sea Turtle with interesting facts and educational videos. A portion of sales from the Guy Harvey Lokai bracelet collection and all Guy Harvey apparel, original artwork and merchandise benefit ocean conservation through the Guy Harvey Foundation.

Bajío Sunglasses gives back to support the shallows during holiday season Bajío Sunglasses gave back to the nurseries of the oceans through its Shop for the Shallows program through the 2023 holiday season. According to Bajío Sunglasses, shallows are the nurseries of the oceans and are known as “bajíos” in Spanish. Customers who bought a pair of sunglasses from Bajío Sunglasses could choose from one of three causes to give back to when they checked out, including ocean trash removal through 4Ocean, mangrove planting through Mang or oyster planting through Toadfish. Customers who purchased these sunglasses also received a free Camp Cup with original artwork by Casey Anderson, Bajío Sunglasses’ resident tattoo artist. There were three Camp Cup options, including the 4Ocean Loggerhead sea turtle camp mug, Mang squirrel tree frog camp mug and Toadfish bull shark camp mug. Bajío Sunglasses has been in business since 2021, offering performance sunglasses primarily for the fishing market as well as for surfers, boaters and other water enthusiasts. Bajío Sunglasses’ lenses are designed to filter blue light, which makes them extremely clear. The company says its products are sustainably made — its frames are made from plant-based resins and cases are made from cactus leather. 10 SEASIDE RETAILER JANUARY-FEBRUARY 2024

Pantone introduces Peach Fuzz as Color of the Year for 2024 Pantone, a global color authority and provider of professional color language standards and digital solutions for the design community, has introduced Peach Fuzz 13-1023 as the Pantone Color of the Year for 2024. According to Pantone, Peach Fuzz 13-1023 is a clean peach tone with a vintage vibe that reflects the past yet also offers a modern, contemporary feel. “With this year’s Pantone Color of the Year 2024, we see an increased focus on community and people across the world reframing how they want to live and evaluating what is important — that being the comfort of being close to those we love. The color is one whose warm and welcoming embrace conveys a message of compassion and whose cozy sensibility brings people together and enriches the soul,” says Laurie Pressman, vice president of the Pantone Color Institute. The introduction of Peach Fuzz as Color of the Year also marks the 25th anniversary of the program. First introduced by the Pantone Color Institute in 1999, the program serves as an expression of a mood and an attitude on the part of the consumer. According to Pantone, the Color of the Year selection process requires thoughtful consideration and trend analysis. As part of the selection process, color experts at the Pantone Color Institute review various color influences, including influences from the entertainment industry, films in production, traveling art collections, fashion, design, popular travel destinations, lifestyles, play styles and socioeconomic conditions.

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R E TAI L N E W S

Gift for Life makes changes to board of directors Gift for Life (GFL), the gift, stationery and home decor industries’ sole national charitable organization, has added Kim Mancuso-Telford of NY NOW and Kate Duff of Claxton Consulting to its 24-member board of directors. “We’re delighted that Kate and Kim have joined the GFL board. We welcome the energy, expertise and customer-centric approach they each bring to our ranks,” says Ari Lowenstein, Gift for Life chair. “We look forward to both of these newcomers playing an active role not only in raising Gift for Life’s industry profile, but also in expanding its impact.” Duff is the founder of Claxton Consulting, a solutions partner for the home and gift industry. Her company offers strategic guidance and operational expertise to retailers. She has many years of sales, business development and management experience from her time at Pomegranate, Archipelago Botanicals, 3Floz and Vizability. Mancuso-Telford is the general manager for NY NOW, a premier wholesale event and marketplace. She is passionate about developing and motivating teams, building community and creating unique opportunities for clients. In addition to welcoming the two newcomers, two longtime board members are stepping down, including Matthew Katzenson of Fine Lines and Nancy Michael of the International Housewares Association. “We want to offer our heartfelt thanks to Matt Katzenson, who was a former chair of Gift for Life, and Nancy Michael for their many years of service,” Lowenstein concludes. “Their leadership, passion, energy and fundraising efforts helped to shape the organization and make it the charitable powerhouse it is today.”

12 SEASIDE RETAILER JANUARY-FEBRUARY 2024

Funatic owner acquires About Face Designs Giftware company About Face Designs has announced that it has entered into an agreement to sell its intellectual property and other assets to Michael Barr, owner of Barrco Consumer Products Inc., parent company of Funatic. The transaction brings together two leading brands in the gift industry, both of which sell hilarious, trendy, pop-culture inspired gifts. Under the terms of the agreement, the sale finalized Dec. 1, 2023, and the new About Face Designs relaunched Jan. 1, 2024. The transaction includes the purchase of the brand and its intellectual property and does not include any inventory or staff. The About Face Designs brand will remain intact and will continue to be marketed independently with the goal of continued growth and expansion. About Face Designs offers giftware that combines originality, creativity and quality. The company has over 2,800 unique products that appeal to a varying customer base. “I’ve been a huge fan of About Face Designs for years, and their products align beautifully with our mission of bringing funny on-trend gifts to independent and specialty gift retailers nationwide,” says Barr, the new owner of the line. The new team plans to curate and streamline About Face Designs’ existing categories, expand into new trending categories, and introduce new designs while maintaining the same humor and irreverence that its customers have come to expect. As part of the acquisition, several administrative and creative positions will be added. About Face Designs will continue to be represented by Darrah & Co. in the Southeast (Atlanta) and Anne McGilvray & Co. in the Pacific Northwest and West (Las Vegas Market Center). Anne McGilvray & Co. will also begin representing About Face Designs in the Texas, Oklahoma, Louisiana and Arkansas region from its new showroom in the Dallas Market Center, and in the Midwest from its Minneapolis showroom. JustGot2HaveIt! will represent About Face Designs in the Northeast and mid-Atlantic in Ohio, Pennsylvania and West Virginia, with Cornblatt & Associates representing the line in Maryland, Delaware and Washington, D.C. About Face Designs will continue to be available through Faire.com. About Face Designs was founded in 1998 and has seen consistent growth in its 25 years of business. Owner and President Robert Ricciardi, who is retiring, says, “We are thrilled that About Face Designs will live on under Mike’s ownership and we’re excited to watch the brand evolve under creative new leadership.” Since 2016, Funatic has inspired people to find moments of humor and happiness in their everyday lives through a range of on-trend and pop-culture inspired products.

P. Graham Dunn transitions to direct sales P. Graham Dunn, a Dalton, Ohio-based manufacturer of home decor and gifts, has shifted its approach to wholesale sales. As of Dec. 2, 2023, the company transitioned to direct representatives. According to a company press release, “This is a natural next step in an ongoing commitment to provide wholesale customers with exceptional service and offering a personalized experience. As the industry evolves, so do sales tools and the approach to the sales process. This new level of service will rely on one-on-one relationships paired with technological advances in the ordering process.” The company says the benefits of direct representatives include personalized service; one-on-one communication; and product knowledge. P. Graham Dunn is also opening new showrooms in AmericasMart Atlanta, Building 2, Showroom 1707; Dallas Market Center, Showroom 2634; and Las Vegas Market Temporaries, Booth E-1165.

www.seasideretailer.com

TAK I N G S T O C K

BY MICHAEL HALE

Create an off-season refresh

Walls, doors and trim getting fresh coats of paint can really help to freshen your store.

Michael Hale, CEO of Retail Rehab, transforms retail spaces and helps drive up profits. michael@retail-rehab.com www.retail-rehab.com

14 SEASIDE RETAILER JANUARY-FEBRUARY 2024

anuary and February are often slow traffic months for many seaside retailers. The timing is perfect for a store “refresh.” If your budget permits, hiring a designer to help with a refresh is ideal. If you’re on a tight budget, here are ideas that don’t have to cost a lot but will make big impacts. START WITH PAINT

Walls, doors and trim getting fresh coats of paint can really help to freshen your store. Repaint areas that accentuate your products and the ambiance of the store. My favorite colors for stores in tropical locations include the following from Sherwin Williams: • SW 8917 Shell White • SW 6529 Scanda • SW 6772 Cay • SW 6478 Watery • SW 6204 Sea Salt Good colors for stores in more nautical locations (Northeast) include the following from Sherwin Williams: • SW 7014 Eider White • SW 6871 Positive Red • SW 6811 Honorable Blue WALLPAPER WOWS

Wallpaper can make for another great wall finish. You can buy simple peel-

and-stick or pre-pasted if you don’t have much experience. There are also some wonderful and budget-conscious custom murals that you can design/order online that can create dramatic backdrops for a sense of place. Hovia.com or Eazywallz.com both have some wonderful tropical designs — all you need to do is select one and enter the size of the wall. You can select traditional wallpaper backing or peeland-stick. CLEANING UP

If your fixtures or furniture need refreshing, repainting fixtures (if applicable) or even thorough cleaning, can do the trick. I had a client in Santa Barbara, California, who had a retail store with dark wood cabinetry. It was cost prohibitive to refinish the cabinetry, but we found an inexpensive linen-look printed self-adhesive vinyl (contact paper) that we lined the back of each cabinet with. It brightened each cabinet and made the merchandise really pop. Whatever you decide to do, any updates to your space, big or small, will help prepare you to be ready for the busy season ahead. If your budget permits, feel free to reach out and we can help point you in the right direction.

www.seasideretailer.com

CUSTOMERS COUNT

BY TOM BORG

Keep your employees on a growth curve

The average employee, with the right training, is capable of adequately performing several different types of positions in your shop.

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

16 SEASIDE RETAILER JANUARY-FEBRUARY 2024

ow many times have you walked into a retail store and had a bored or underutilized employee wait on you? This individual had probably grown tired of his or her job. Perhaps they had reached the point where their duties were no longer a challenge. This scenario is a common one. It plagues businesses all over the nation. This may be happening at your gift shop. Employee surveys suggest that 60% to 80% of the people employed in America are dissatisfied with their jobs. Not only is that a waste of human potential, it creates lousy service for customers and costs businesses thousands of dollars per year. It is important to match the right employee to the right position. It also helps to have your gift shop employees work different positions, though. By giving your employees the chance to work different jobs, you are providing them with opportunities to learn and grow. Some business owners think it is easier to have the same employee do the same job, day in and day out. The truth is that the average employee, with the right training, is capable of adequately performing several different types of positions in your shop. When the time comes that you can no longer challenge that person with the

type of jobs available to them at your shop, encourage them to move on. It is not fair to your employee or your business to prevent them from growing. What are some of the things you can do to keep your team members on a growth curve that not only benefits your store but also benefits your employees? Here are suggestions for keeping your employees on a growth curve: Create a flow chart of the different skills and responsibilities your employees can learn and master while working at your gift shop.

Explain to them how these skills can be valuable tools in the long-term development of their careers, whether with your business or any other.

Ask your employees what kinds of things they want to learn that would help them in their careers.

Ask your employees for suggestions on how you can make their job more challenging and rewarding.

Hold a meeting and ask your team members how they would change things if they were the owner of your gift shop. Take good notes and implement the best ideas.

www.seasideretailer.com

S E AW O R T H Y I D E A S

Anchors Aweigh!

Gifts featuring anchors provide a nautical touch that won’t sail away. 3

1. P. Graham Dunn: Striped anchor home decor, www.pgrahamdunn.com; 2. Town Pride: Cross-body bag, www.townpride.com; 3. Ocean Jewelry: Anchor necklace in 14k gold and diamond, www.oceanjewelrystore.com; 4. Ryan Marie Resort: Small anchor bag, www.greatfinds.biz; 5. Trees to Seas: Laser-engraved ornaments, www.treestoseas.com; 6. Beaver Dam Woodworks: Anchor bottle opener, www.beaverdamwoodworks.com; 7. JD Yeatts/Chesapeake Bay: Anchor and rope picture frame, www.jdyeatts.com; 8. Mill Wood Art: Anchor pattern coasters, www.millwoodart.com; 9. Allison Cole: Waverly bracelet, www.allisoncolejewelry.com. 18 SEASIDE RETAILER JANUARY-FEBRUARY 2024

S E AW O R T H Y I D E A S

Bottom’s up

Coastal-themed drinkware and accessories add spice to beach vacations.

5 4 6

1. Lit Handlers: Mermaid-style can handler, www.drinkhandlers.com; 2. Dune Jewelry: Turtle wine stopper, www.dunejewelry.com; 3. Sweet Tea Originals: Shatterproof cups with oyster design, www.sweetteaoriginals.com; 4. Magic Straws: Piña colada flavored straw, www.magicstraws.com; 5. Headlimes: Shark Headlime, www.headlimes.com; 6. Xplorer Maps: Island map travel drinkware, www.xplorermaps.com; 7. My Bougie Bottle: Hibiscus 22-ounce insulated tumbler, www.mybougiebottle.com; 8. Cape Shore: Cork starfish shot glass, www.cape-shore.com; 9. Mud Pie: Glazed terracotta mug with shell texture exterior, wholesale.mudpie.com. 20 SEASIDE RETAILER JANUARY-FEBRUARY 2024

S E AW O R T H Y I D E A S

Axolotl smiles These pink creatures create fun and laughter for everyone.

4 5

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1. The Petting Zoo: CandyPalz axolotl, www.pettingzooplush.com; 2. Rhode Island Novelty: 28-inch axolotl umbrella perfect for rainy days, www.rinovelty.com; 3. Sticker You: Enjoyable sticker of an axolotl drinking bubble tea, www.stickeryou.com; 4. Squishable: Mini squishable baby axolotl, www.squishable.com; 5. Pennybandz: Axolotl PennyPalz penny holder, www.pennybandz.com; 6. Wild Republic: Axolotl plush snap bracelet, www.wildrepublic.com; 7. Fiesta Toy: Axolotl recycled watercolor tote bag; www.fiestatoy.com; 8. Streamline NYC: Axolotl LED projection light, www.streamlinenyc.com. 22 SEASIDE RETAILER JANUARY-FEBRUARY 2024

C O V E R S T O RY

ON THE SIDE

Wild

Wild Time Caribbean Trading Co. offers coastal brands and tropical-themed gifts with an upscale twist. STORY BY MEGAN SMALLEY

24 SEASIDE RETAILER JANUARY-FEBRUARY 2024

very year, thousands of tourists travel to John’s Pass in Madeira Beach, Florida, with January to May marking the busy season for the destination. The boardwalk in John’s Pass looks much like an old fishing village, lined with stores and restaurants. Visitors can go to the boardwalk to sign up for pirate boat excursions, dolphin-watching trips and sunset cruises. Village Boulevard is the main street that leads to the boardwalk in John’s Pass. A few blocks off the boardwalk, passersby on Village Boulevard might notice a bright yellow building lined with colorful surfboards, a sign with a big blue macaw holding a margarita and a giant wooden beach chair inviting people to stop by to take a picture. Half of the colorful building serves as an ice cream shop; the other half is Wild Time Caribbean Trading Co., a seaside retailer that has been in business for over 41 years in Madeira Beach. The retailer started as a small Jimmy Buffett Caribbean Soul T-shirt shop along the John’s Pass boardwalk, but it grew and moved into the 900-square-foot storefront along Village Boulevard a few decades ago. And while the retailer retains its Margaritaville vibe with Jimmy Buffett songs inviting people to shop, today, Wild Time Caribbean Trading Co. sells far more than just a few different fan shirts. www.seasideretailer.com

C O V E R S T O RY

“It’s really evolved into more of an upscale Florida lifestyle boutique,” says Charlotte Hunter, co-owner of Wild Time Caribbean Trading Co. “It’s more upscale-type inventory and a laid-back Florida feel with boutique island clothes, flip flops and gifts.” BONDING OVER BUFFETT

Charlotte and her husband, Jim Hunter, have owned Wild Time Caribbean Trading Co. for the past 12 years. Prior to that, the Hunters had some experience

Time when shopping for a specific Jimmy Buffett T-shirt for a Parrot-fanalia customer. He met Kelly Letourneau, the previous owner of Wild Time, who helped him with his special request. With both stores offering Jimmy Buffett and Margaritaville-related merchandise, Jim says they began to trade merchandise when in a pinch. “If she would need something, we would just trade off stuff,” Jim explains. Letourneau brought up from time to time that she wanted to sell her store, but

“We’re big ‘parrotheads.’ Jim always wanted to start his own business. I said, ‘Why don’t you just go do something with Jimmy Buffett? That’s what you love.’” — CHARLOTTE HUNTER with retail since they had been managing an online Jimmy Buffett tailgating store called “Parrot-fan-alia.” “We’re big ‘parrotheads,’” Charlotte explains. “Jim always wanted to start his own business. I said, ‘Why don’t you just go do something with Jimmy Buffett? That’s what you love.’” So, Jim started Parrot-fan-alia in 2001 to serve as a one-stop online shop for fellow “parrotheads” to get their Jimmy Buffett tailgating gear: grass skirts, tiki decorations and more. While he liked the new retail work, Parrot-fan-alia was always more of a side project for Jim on top of his full-time job in accounting. Jim says he first came across Wild www.seasideretailer.com

Jim was skeptical. “Kelly had mentioned over the years that she was going to sell me her store and move to Tennessee,” notes Jim. “I always said, ‘Yeah, right!’” In 2012, Letourneau was serious about offering her store to the Hunters. Jim says he and Charlotte were in a great position to be able to buy the store from her, too. “We had always wanted to open a brick-and-mortar store, but the timing was never right,” Jim explains. “Kelly’s store and location were perfect, and that’s the kind of store we had always wanted to own. We were blessed to have the opportunity to carry on the Wild Time name and history at John’s Pass.”

Charlotte and Jim Hunter, pictured at left, have transformed Wild Time Caribbean Trading Co. into a higher end store that offers Margaritaville products and coastal gifts. Photos: Aaron Lockwood

JANUARY-FEBRUARY 2024 SEASIDE RETAILER 25

C O V E R S T O RY

Instead of name-drop apparel, the retailer focuses on selling specific apparel brands.

Jim and Charlotte purchased Wild Time from Letourneau and stepped in as owners that year. Aside from their experience with Parrot-fan-alia and a few college jobs working at department stores, Charlotte and Jim say they were new to organizing merchandise in a brick-andmortar store. “When we first took the store, we knew retail, but we never set up a store. We didn’t know what to do,” says

Charlotte. “Kelly sold down most of her merchandise, took some of her fixtures with her so we were kind of like, ‘Oh boy, what have we done?’” Fortunately, Jim’s father spent his entire career managing various department stores. Charlotte and Jim asked him to assist them with organizing the store and give them some pointers. Within a matter of minutes, he helped them to rearrange the racks and displays to create clear, navigable pathways in the store. “He said to weave this and make

Planning ahead Charlotte and Jim Hunter live about 20 minutes away from the Wild Time Caribbean Trading Co. store they own in Madeira Beach, Florida. While the couple isn’t planning to retire anytime soon, they did want to prepare for the future by opening a shop closer to home to focus on as their retirement date approaches. “We’re getting older, and for us, it would be nicer in years down the road to have something with not so many hours,” Charlotte explains. “Wild Time is open 10 to 10 every day, seven days a week. It’s a lot.” When a 650-square-foot storefront became available earlier this year in Belleair Bluffs, Florida, Charlotte says she and Jim jumped on the opportunity to snag it and open a new coastal lifestyle shop called Coastal Latitude. The Hunters’ second boutique officially opened in late November 2023. The new shop carries merchandise from many of the same vendors featured at Wild Time Caribbean Trading Co., but Charlotte says she is focusing on stocking more upscale and less touristy items at Coastal Latitude. Since opening, Charlotte says she’s the only employee working at the new location to get everything up and running. She plans to add two other employees at the location in 2024. “Everyone has been so helpful expediting shipments to help us meet our opening target date,” says Charlotte.

26 SEASIDE RETAILER JANUARY-FEBRUARY 2024

rows; he shuffled racks around. It was just some little tweaks that he made that made all the difference in the world!” Jim recounts. When taking over the store, Charlotte adds that they also tweaked the name a little by adding “Caribbean Trading Co.” to the end to give it more of an island boutique feel. And since both Jim and Charlotte had experience as accountants, she says they made sure the store was using QuickBooks and updated its point-of-sale system when they stepped in as owners. Jim says they didn’t want Wild Time Caribbean Trading Co. to be “just another T-shirt shop,” either so they focused on finding unique, upscale gifts that tourists could take home with them. “They only had a few vendors at the time, mainly Life is Good and Margaritaville,” Charlotte explains. “We realized that we’re in a big tourist area, but we didn’t want just generic tourist stuff so we looked for upscale tourist stuff. We try to have something for all tastes and all ages.” ORIGINAL FLORIDA FINDS

Although many coastal gift shops focus on selling name-drop merchandise, Charlotte and Jim generally try to steer clear of that at Wild Time Caribbean Trading Co. “We’re unusual from probably a lot of other stores,” Jim says. “They probably all have name drops. We don’t. We tried www.seasideretailer.com

C O V E R S T O RY

Wild Time Caribbean Trading Co. showcases shirt options along the store’s back walls.

name drops, but it didn’t work.” But what does work is specific brands. Charlotte and Jim say many customers love to shop for Life Is Good or Sea Dog apparel at their store. The seaside retailer also carries Margaritaville-licensed items and Jeep-branded items. Charlotte says Life Is Good products make up about 50% of the store’s sales. But what comes second is a mix of just about all other brands and products in the store. The retailer carries a variety of apparel from primarily wholesale vendors, including West Indies Wear, Charlie Paige, Viv&Lou, Brief Insanity fun pajama bottoms, Flojos Sandals, Tidewater Sandals and Tormenter SPF clothing. Being by the beach, Wild Time Caribbean Trading Co. offers plenty of beachthemed gifts from wholesalers such as Cape Shore, Sincere Surroundings and more as well as fun beach jewelry like Fahlo tracking bracelets or Wellington Michael jewelry. The retailer also has some locally made products, such as Florida Salt Scrubs and some locally written books and artwork. As big pet lovers, Charlotte and Jim say they also make sure to carry pet-themed items, such as dog and cat kitchen towels, pet-themed socks and notepads. They also change up merchandise for Christmas and always make sure to stock Enesco Impossible Dreams 28 SEASIDE RETAILER JANUARY-FEBRUARY 2024

Tropical Collector Santas for that time of year. To keep with the Jimmy Buffett vibe, the retailer also sells a Tiki Toss hook and ring game with a sample set up outside the store for customers to test. Charlotte says she loves that her staff is able to sell a wide variety of merchandise every single day at the store. “Sales are spread out among all the vendors,” she says. “That’s credit to the great sales staff I have. They sell a little bit of everything every day, which is great.” TABLES, CHAIRS AND SMILES

Standing out from all the other tourist shops was one of the first challenges Charlotte noticed when she and Jim took over ownership of Wild Time Caribbean Trading Co. “One of the big challenges was people would open the door, look in and say, ‘Oh, it’s just another T-shirt shop. Let’s keep going,’” she recalls. “We had to really figure that out. How do we stop that?” To break free from the “T-shirt shop” stigma, Charlotte says she purchased a Margaritaville table from a Margaritaville Resort store and placed it at the front of the store to display items — cups, koozies and notepads. She says that simple table solution helped to catch customers’ eyes and get them to browse the store for longer. Early on, the retailer also had the challenge of attracting customers to venture www.seasideretailer.com

C O V E R S T O RY

past a strip mall of stores across the street to Wild Time Caribbean Trading Co. “We weren’t getting the traffic that we need,” Charlotte explains. “We thought, ‘How can we get them to come across the street?’” After sitting on the problem for a while, Jim and Charlotte came up with the idea to set up a giant beach chair outside the building to catch peoples’ attention. The chair was immediately a hit and has been in front of the store for at least the past 10 years. “People love it,” Charlotte says. “They sit in it, slide back in it, laugh, take pictures. Then they come up into the store. They realize it’s a cool store.” On top of just being a “cool store,” Charlotte and Jim make sure the store gives each customer a great experience. “Our biggest thing I would say that I promote is customer service,” Charlotte says. “Coming from retail back in the day, you didn’t just stand behind the register. You walked around, worked the customers. I tell [our] girls, ‘Greet

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everybody. Talk to them. Listen to them.’ They’ll remember that experience and they’ll come back.” The focus on customer service has paid off for the seaside retailer, too. Char-

“We’ve built up a following where people say this is the first store they hit up when they come to town.” — CHARLOTTE HUNTER lotte says vacationers returning to John’s Pass remember their time at Wild Time Caribbean Trading Co. “We’ve built up a following where people say this is the first store they hit up when they come to town. I really credit that to the products, but a lot to the experience they have when they come in. Acknowledge everybody and treat them like you’d want to be treated. I think that’s the most important thing, along with the products we carry.”

JANUARY-FEBRUARY 2024 SEASIDE RETAILER 29

S T Y L E T R E N D : R E S O R T W E AR

style

VACATIONING IN

Resortwear trends in 2024 embrace elegance while still favoring comfort and versatility.

STORY BY KRISTIN ELY

he 2024 vacation season is upon us and as seaside retailers stock up on the latest products for their stores, it is important to be on trend where fashion is concerned. Atlanta Apparel’s fashion office, which works with trend forecast network WGSN, released its Spring/ Summer 2024 Trend Report, detailing the season’s overarching themes. According to Morgan Ramage, Atlanta Apparel’s fashion and events director, 30 SEASIDE RETAILER JANUARY-FEBRUARY 2024

“For spring and summer, consumers are expressing a sense of optimism by dressing up, while also prioritizing versatility, resulting in overall balanced looks.” She adds that “Spring/Summer 2024 staple inspiration follows updated Y2K trends, tailored-yet-comfortable silhouettes on the body, and versatile, nostalgic and vacation-ready footwear paired with statement accessories all over.” Must-have apparel items for next season play on high spirits and multi-use options, with body-highlighting shapes, mini lengths and streamlined silhouettes.

Styles include: spliced denim; wideleg trousers; soft utility pants; tailored shorts; retro print swimwear; coordinating shorts and shirts; twisted accents; column-style dresses and skirts; volume mini dresses; maxi dresses; tunics; T-shirt blouses; wrap skirts; miniskirts; and ruffled and pleated midi skirts. Bairiki by Jan Barwick makes sure to have intricate artwork on its resortwear.

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S T Y L E T R E N D : R E S O R T W E AR

1 | Bairiki by Jan Barwick: Silk wrap, www.bairikibyjanbarwick.com 2 | Alembika: Azalea button-down shirt, www.alembika.com 3 | Briton Court: Tucker Mini in Tropical Turquoise, www.britoncourt.com 4 | Young Fabulous & Broke: Sienna dress, www.yfbclothing.com 5 | Bali Queen Eyelet shirt dress, www.baliqueen.com 6 | Lani Lau: Sky Gita dress, www.lanilauhawaii.com

32 SEASIDE RETAILER JANUARY-FEBRUARY 2024

6 5

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STYLE TREND

COLORS AND PRINTS

Ramage notes that key colors for Spring/ Summer 2024 are driven by the need to balance optimism with stability. Those themes pull in balancing and uplifting brights, timeless neutrals, digital-inspired pastels and darks. “A few of the season’s top colors include: Apricot Crush, a wellness-inspiring color; Elemental Blue, a mid-tone blue that appeals to stability; Malachite Green, connecting trends to nature;

Print themes for Spring/Summer 2024 focus on handcrafted, artisanal designs for trans-seasonality, playful tropics and joyful motifs, which reflect consumer yearning to travel. “Top prints use themes of: surreal and playful nautical and beach scenes to create senses of optimism and escapism; florals taking influence from baroque patterns and highly decorative tile prints; futuristic and digital blends with nature and intense color combinations; collages

“Key colors for Spring/Summer ’24 are driven by the need to balance optimism with stability. Those themes pull in balancing and uplifting brights, timeless neutrals, digital-inspired pastels and darks.” — MORGAN RAMAGE, ATLANTA APPAREL Pink Cyclamen, a vibrant and engaging pink that translates empowerment and optimism; Timeless Taupe, a neutral, long-lasting color; and Radiant Red and Golden Cob, two colors prevalent on runways for the next season.”

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and statement stripes creating uplifting and energetic simplicity; and natureinspired prints using technical direction with geometric patterns and natural tones,” Ramage notes. Several restortwear brands shared

Top Spring and Summer Trends Atlanta Apparel forecasts these as the top apparel trends in its Spring/Summer 2024 Trend Report.

1 2 3

Wide leg trousers and tailored summer shorts will be hits Column-style dresses but also volume mini and maxi dresses

Handcrafted designs, such as woven, embroidery, twisted knots and patchwork

4 5 6 7

Sheer and cutout tops are expected to be trending Denim of all kinds will be a hit throughout 2024 Knit and crochet maxi dresses both will be in style Crop tops and essential tanks are also going to be favored

JANUARY-FEBRUARY 2024 SEASIDE RETAILER 33

STYLE TREND

More in store from ANDMORE ANDMORE’s 2024 apparel market calendar is: • Atlanta Apparel: Tuesday, Feb. 6 Friday, Feb. 9 • Las Vegas Apparel: Tuesday, Feb. 13 - Thursday, Feb. 15 • Formal Markets Atlanta: Tuesday, April 9 - Thursday, April 11 • Atlanta Apparel: Tuesday, April 9 Friday, April 12 • Atlanta Apparel: Tuesday, June 4 Friday, June 7 • Formal Markets Atlanta: Monday, July 29 - Friday, Aug. 2 • Atlanta Apparel: Tuesday, July 30 Friday, Aug. 2 • Formal Markets Las Vegas: Sunday, Aug. 11 - Tuesday, Aug. 13 • Las Vegas Apparel: Sunday, Aug. 18 – Wednesday, Aug. 21 • Atlanta Apparel: Tuesday, Oct. 15 – Friday, Oct. 18

34 SEASIDE RETAILER JANUARY-FEBRUARY 2024

their insights with Seaside Retailer on what they are offering for 2024. Here is what they had to say.

garments, relaxed silhouettes that exude a sense of effortless elegance.”

BOHO BEACH

Young Fabulous & Broke is a brand inspired by the laid-back style of California. Carlos Martin, whose title is “bossman, account executive,” says the company is known for its unique and vibrant tie-dye and abstract washes. “We do a variety of fabrications, from silky wovens to a rayon-linen,” he says. Florals, he notes, are always a classic. And colorwise, he says, fuchsia continues to be strong, followed by cobalt and orange. California-based Bali Queen prides itself on a one-size look that will look amazing on women of all shapes and sizes, according to Owner and Founder Eileen Burke. “We are family-owned and operated and cater to mom-and-pop shops because we are ones ourselves. Our line is curated in small batches due to the fact

Honolulu-based Lani Lau markets itself as “your one-stop-shop for effortless stylish boho beach and resortwear.” The brand’s motifs are inspired by Owner and Designer Michelle Smith’s travels around the world, but mostly the ocean and the beautiful Hawaiian islands. She says, “Resort 2024 embraces the beauty of the natural world through earthy tones and natural textures. From sandy neutrals to mossy greens, these colors evoke a sense of serenity and connection to nature. Natural textures, such as linen, jute and woven fabrics, bring a tactile and organic element to the collections. Crochet pieces are also in and evoke a sense of bohemian elegance and laid-back charm.” As for styles, she sees “cinched waist and low-back neckline dresses, flowy

CALIFORNIA VIBES

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S T Y L E T R E N D : R E S O R T W E AR

that it is handmade, not mass produced.” And according to Burke, “Flowy beachwear is what our customer wants to wear on their next vacation.” Bali Queen styles range from tunics, shirt dresses, kimonos and caftans, and one trend that has been popular across the board is eyelet detail.

“We are family-owned and operated and cater to mom-and-pop shops because we are ones ourselves. Our line is curated in small batches due to the fact that it is handmade, not mass produced.” — EILEEN BURKE, BALI QUEEN “We have many styles in the eyelet style that has been a hit,” Burke says. “Like how embroidery was very popular in the past few years, like the beginning of Jonny Was and that same look, we feel the eyelet is taking off in the same direction.” Rayon is a fabric that Burke says Bali Queen always offers in resortwear, and tangerine and aqua are hit colors for the summer resortwear line. GO WITH THE FLOW

Loose and flowy is also the name of the game at Briton Court. Briton Court co-founder, Stephanie Ebert, says, “Flowy, maxi dresses remain popular due to their versatile and comfortable design.” She explains, “The loose, flowing silhouette appeals to nearly all body types, offering a flattering and effortless style. Additionally, the versatility of maxi dresses allows for easy transitions between occasions, making them a go-to choice for a wide range of events.” The brand embodies the dressed up versatility that Atlanta Apparel’s trend report describes. “We continue to see love for A-line shapes with elevated takes — think bright, bold prints and patterns, and even sequined-trim tastefully decorating the neckline or cuff,” describes Ebert, adding, “Briton Court’s resortwear line stands out for its perfect fusion of style and comfort.” She describes the collection as embodying an elevated-yetrelaxed aesthetic, with exclusive prints and patterns that can’t be found anywhere else on the market. Briton Court’s prints are hand painted and designed by print artists in Brazil and the United States. The brand uses fabrics that are breathable and lightweight that “embrace southern summers in comfort and style,” notes Ebert. “Ladies continue to lean into the flowy and easy dresses that can be paired with sandals, sneakers or a wedge.” FOOTWEAR, JEWELRY AND PURSES

And Atlanta Apparel also gives insight into footwear and accessory trends in its Spring/Summer 2024 Trend Report, noting that footwear trends reflect the desire to leisurely travel while remaining versatile and nostalgic. Styles are thick and more athletic or thinner with a minimalist approach that features shimmering, printed details to stand out. Styles include: ballet flats with buckles, laces and simple designs; flat sandals; slides; heeled sandals; fisherman sandals; www.seasideretailer.com

JANUARY-FEBRUARY 2024 SEASIDE RETAILER 35

S T Y L E T R E N D : R E S O R T W E AR

strappy flatforms; cocktail hour wedges; resort espadrilles; stacked platforms; embellished cowboy boots ticking toward thigh-high, stark-white designs and shiny metallics; and all-terrain sneakers, adding a spin to an outdoor classic.

“Sarongs and capes are multifunctional and wear from beach to bar to brunch.” — MIRANDA PHILBIN, BAIRIKI BY JAN BARWICK Accessories command attention, the Atlanta Apparel report surmises, with dainty yet striking geometric patterns. Organic influences such as floral blooms and shell accents celebrate the earth through fashion as well. Jewelry highlights include: charm necklaces; illusion earrings; jeweled chokers; wrist stacks; unique bangles; floral and shell jewelry and heart charms. Trending belts include rope belts;

36 SEASIDE RETAILER JANUARY-FEBRUARY 2024

Y2K chain belts; and belly chains, while eyewear includes aviators and supersized frames. And for bags, look for everyday tote bags, carry-on luggage; storage accessories; resort shopper bags; crafted bucket bags; mini top-handle purses; phone bags; and soft-volume shoulder bags. Hat styles include printed wide-brim hats and western hats, according to the Atlanta Apparel report. TELLING A STORY

From intricate impressions of the ocean reefs to florals to intricate high-design details extracted from the artwork, every Bairiki product is inspired by a Jan Barwick painting. According to Miranda Philbin of Bairiki by Jan Barwick, based on Vogue and London Fashion Week, the brand’s capes featuring large florals and sea life are “on the money trend wise.” The poly satin fabric is easy wear, easy travel, washable and beach friendly, notes

Philbin. “Sarongs and capes are multifunctional and wear from beach to bar to brunch.” But it is the artwork that truly makes the pieces stand out. “They are not just a piece of fabric — there is a story behind every design,” she explains. “The ethos behind Bairiki by Jan Barwick is to bring attention to global warming and the plight of our oceans.” And whether your customers like more muted tones or vibrant colors, tie-dyes or cutouts, resortwear brands seem to have lot in common in terms of combining elegance with ease of wear. The trend of wanting both elegance and comfort is extremely important in our current economic climate according to Ramage with Atlanta Apparel. “As cost of living continues to shape consumer behavior, wearability and utility are at the forefront of design and trends, with reimagined staples and added proportions,” she says.

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P R E S E N TAT I O N: V I S UAL M E R C H AN D I S I N G

MICHAEL HALE OF RETAIL REHAB OFFERS SEVERAL VISUAL MERCHANDISING IDEAS FOR SEASIDE RETAILERS TO TRY. EDITED BY MEGAN SMALLEY

QA & WITH MICHAEL HALE

Michael Hale, CEO of Los Angeles-based retail consulting firm Retail Rehab, has over 30 years of experience in retail and helps clients transform retail spaces and drive up profits. For more information about Retail Rehab, visit www.retail-rehab.com.

38 SEASIDE RETAILER JANUARY-FEBRUARY 2024

ne of the main goals of visual merchandising is to elevate the perceived value of products in a store. For example, a customer would be willing to pay more for a shirt that is neatly folded and displayed than a shirt that is disheveled and out of place in the store. Customers care about product presentation. Michael Hale, owner of Los Angeles-based retail consulting firm Retail Rehab, shared his best practices for visual merchandising during the 2023 Coastal Connections Conference, which took place Oct. 22-24 at the Margaritaville Resort Orlando. He presented the final day of the event in a session titled, “Visual Merchandising Tips & Tricks.” “It’s really important to make sure that we bring the value of our product up to what our pricing is,” said Hale, who has more than 30 years of experience in various retail capacities. Hale offered answers to some common questions on visual merchandising in his presentation. The following is a Q&A based on that session. Seaside Retailer (SR): What should seaside retailers keep in mind when it comes to adjacencies in their stores? Michael Hale (MH): When a client will reach out to me and ask me to help them with laying out their store, I want to know what your products are and what you want your product sales to look like. What are your objectives with your product presentation? What do you want to sell more of? … I really work with them on their adjacencies. Part of the idea of setting up your adjacencies best is that somebody comes in and they’re buying a kid’s T-shirt, if there’s a plush right there, they may pick up a second item. It helps with add-on sales. If there’s apparel there and they see a hat or a pair of shoes or a necklace, it helps with impulse sales and add-on sales. SR: How can retailers make stacked products look better? MH: If you’re a store that carries shot glasses or mugs or snow globes or anything like that, I’ve worked with a lot of clients where we have looked at how we elevate the perceived value of even a $4.99 shot glass. By taking and using little sheets of www.seasideretailer.com

P R E S E N TAT I O N: V I S UAL M E R C H AN D I S I N G

[plexiglass] — you do a layer here. We have a layer of [plexiglass] between the two layers of shot glasses. By doing that, it means that I’m saying that $4.99 shot glass has value [and] that I put attention to it instead of stacking them inside of each other where I’m showing that they don’t really have so much value. By using stacking sheets and less shelves, I’ve been able to fit more product into less space because I haven’t had to use so much space for hardware shelving. SR: Do you suggest theming products together in displays or sections? MH: Theming of collections is if I have a Florida shot glass, a Florida mug, a Florida tote bag and a Florida T-shirt and they all come from separate vendors, I might pull all those together to create a theme of that one collection. This works good if you’ve got [products] that are sports related. You might put all of that sports team together instead of having all your caps together. For all different sports, you collect the [different] sports teams together. SR: What tips would you offer seaside retailers when it comes to regional food merchandising? MH: With regional food merchandising, I always like to say this is a place where you can have some fun with products and display elements. A lot of times there are small chocolate bars or candies or taffies or something and you need containers for them. A fan favorite of mine is The Container Store. I will go there anytime I’m setting up a store. But I also challenge my clients to take a look at

A common mistake Michael Hale, owner, founder and creative director for Los Angeles-based retail consulting firm Retail Rehab, has worked with many clients over the years, helping them improve visual merchandising within their stores. Hale presented on visual merchandising during the Coastal Connections Conference, which took place Oct. 22-24, 2023. He shared that the most common mistake he sees at retail shops is an overabundance of merchandise. “There are a lot of times where stores think that more is more,” he said. “But when we try to make it [where] only have two feet [between aisles] and you’re trying to get people to shimmy through, they’re shimmying right past what you want them to look at. I would say eight out of 10 clients that come to me and request my help with merchandising, one of the biggest things I do is request that they look at their sales and find out what their top sellers are.” Hale also explained that 20% of merchandise tends to produce 80% of a store’s sales. He said, “If you look at your assortment and you get rid of the stuff that you maybe sell one or two of in a month, if you get rid of that and focus on the items that you sell most, that’s really the biggest thing — over-assortment and trying to fit 10 pounds into a 5-pound box. You can! But I don’t find it always being the most successful way of merchandising.”

great. But you’re not spending your money on something that you tell a client that’s not for sale. You never really want to say, “That’s not for sale.” If you can sell something, great. I’m a really big fan of ticketing everything that’s in your store if you have an opportunity to sell it. SR: How can seaside retailers use visual merchandising techniques to boost impulse sales? MH: Everybody knows that anything at eye level will sell better because people see it. They also know anything that is on your POS will probably sell better. But everything can’t fit on your POS. With impulse merchandising, look at where are my key focal points within my store?

“Is there a wall that when you walk in everybody, whatever I put on that wall is a good seller? Those are great spaces for good opportunities.” — MICHAEL HALE their vendor list and see what props you can buy from a vendor and put a price tag on them. Say you’re not a home goods store but you have a vendor that supplies trays. You might really sell regional foods, but you know the vendor who sells wooden trays that make sense with your product. Buy those through wholesale. Put a price on them. If somebody wants to buy it, www.seasideretailer.com

Is there a wall that when you walk in everybody, whatever I put on that wall is a good seller? Those are great spaces for good opportunities. So, you buy a new item, you really think it’s going to be a good seller, you’re going to try it in those key item locations, try it in those best-selling locations. If it doesn’t succeed there, then you can move it away and give that space to something else.

SR: What are best practices for hanging apparel in the store? What looks best? MH: I always start with the smallest in the front, extra large at the back. I always look at making it to where the product is accessible. I use the right hanger for the right product. I’ll use the hanger with the little notches on it if it’s a strappy tee or something. And then I’m always going to have the hanger resemble a question mark. And why do I do that? Because most people are right-handed so most people are going to pull something off the rack. It’s easier if the hanger resembles a question mark. SR: What are your recommendations for visual merchandising when it comes to bust forms? MH: I’m a really big proponent of never just [putting] one T-shirt on a form. I will always layer it. Even if I’m taking two of the same T-shirt in two colors, and I’m putting the lighter color underneath the darker color, rolling the sleeves and pulling up a little, it just adds an extra layer of attention to it and helps to make it look a little more polished. If you have two bust forms, I always suggest doing one bust form a little higher than the second one to create that asymmetrical pyramid. JANUARY-FEBRUARY 2024 SEASIDE RETAILER 39

P R O D U C T F O C U S: B E A C H A C C E S S O R I E S

Some trending beach accessories help customers have loads of fun.

GETTING

beach

READY

STORY BY KRISTIN ELY

isitors who come to your seaside town are there to relax and play at the beach, and as a retailer you can help them get the most out of their excursion with products that can elevate their experience. A wide range of products are on the wholesale market designed to add fun and comfort as well as make toting all those fun items a little bit easier. Here are just some of the innovative products on the market that might give your customers a little added enjoyment out of their beach vacation. NO MORE TOWEL TROUBLES

42 SEASIDE RETAILER JANUARY-FEBRUARY 2024

A towel is one of the main accessories a beachgoer needs, and there are many options to choose from, from terry cloth to Turkish to bamboo. Like the name implies, Lay & Stay’s towels have an added feature. They come with securing stakes to help them stay in place. Described as a game changer for all beachgoers, Ani Davtyan, director of marketing, Lay & Stay Beach Towels, says, “Customers love the no-hassle, innovative and simple way of keeping their towel right where they placed it on the beach without using random things to hold it down.” And new in 2024, the company is launching lounge/beach chair bands to keep towels from slipping off. www.seasideretailer.com

P R O D U C T F O C U S: B E A C H A C C E S S O R I E S

BUYS FOR THE

BEACH Give your customers a better day at the beach with these hot beach accessories.

3 2

7 6

10 8

1 | Bajío Sunglasses: Ozello fishing frames, www.bajiosunglasses.com; 2 | Anchor Works: All-in-One Beach Umbrella and Anchor Kit, www.shopanchorworks.com; 3 | ICEMULE Coolers: Portable Seafoam Classic Small cooler bag with 10-liter capacity, www.icemulecoolers.com; 4 | A to Z Towels: 100% Cotton, colorful pineapples on turquoise velour beach towel, www.atoztowels.com; 5 | Cold Case Gear: Thermal phone case with magnetic closure rated for up to 10 feet submersion, www.coldcasegear.com; 6 | Simply Southern: Water resistant Simply Tote in Kiwi, www.simplysouthernwholesale.com; 7 | Lay & Stay: Beach towel with custom securing stakes, www.layandstaybeachtowels.com; 8 | AquaVault: FlexSafe anti-theft safe bag that locks onto fixed objects to secure valuables, www.theaquavault.com; 9 | Riviera Towel Company: Neapolitan Rainbow Turkish towel, www.rivieratowel.com; 10 | Ballast: Ballast Beach Pillow Pro, www.ballastgear.com. 44 SEASIDE RETAILER JANUARY-FEBRUARY 2024

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PRODUCT FOCUS: BEACH ACCESSORIES

improve the environment, and that’s exactly what we are working on.” Colorful stripes and customization are top trends Riviera Towel Company Co-founder Albert DiPadova is seeing. The towel company, which also gives back 5% of profits to marine agencies prewashes its towels for softness. Environment is also a high priority. “Our Turkish Towels are Oeko-Tex Certified to not contain any harmful chemicals” DiPadova says.

stabilizer — hit the market and immediately made waves.” For the ultimate experience in beach leisure, she suggests pairing Anchor Works’ Classic Beach Umbrella with the matching color AnchorONE for a secure and balanced beach setup. “The combination of Anchor Works’ Classic Beach Umbrella and AnchorONE Beach Umbrella Stabilizer work in har-

HASSLE-FREE SHADE Riviera Towel Company’s Turkish towels are Oeko-Tex Certified.

Davtyan anticipates compact accessories and eco-friendly towels and materials will be in high demand in 2024. “People are also loving lightweight and easy products in terms of packing, unpacking and traveling with it to the beach,” she adds. “Lastly, they are looking for great new ways to help sustain and

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Anchor Works Enterprises saw a need in the marketplace for hassle-free umbrellas, and the company developed a product to meet that demand. “We saw a gap in the market and set out to drop a fresh, hassle-free solution that would allow beach umbrellas to stay securely anchored in the sand,” explains Annieva Conlon, co-founder of Anchor Works. “Our flagship gem, the AnchorONE — a patented beach umbrella

Lay & Stay towels come with securing stakes to keep things simple at the beach.

JANUARY-FEBRUARY 2024 SEASIDE RETAILER 45

PRODUCT FOCUS: BEACH ACCESSORIES

seamlessly but also its unbelievably sleek and compact setup, delivering ample shade that stays put,” says Conlon. FLOATING FUN

The Splash Pad has an inflatable frame with a mesh surface in the middle.

mony, ensuring your umbrella remains securely anchored as you unwind and enjoy the beach,” she says. She says customers appreciate the reliable sunshade it brings. “The smart, functional design, coupled with cool extras like the spade and convenience tray embodies the laid-back yet thoughtful Anchor Works style,” notes Conlon. This year, Anchor Works is introducing its latest innovation — the Deluxe Marketstyle All-in-One Beach Umbrella and Anchor Kit. According to Conlon, the new product takes wind resistance and beach security to the next level. While the AnchorONE remains a crucial component, the beach umbrella has undergone a transformation, becoming slimmer and sharper. “What sets this product apart is not just its ability to cut through the wind

Since rolling out its original foam water mat in 2012, Paradise Pad has exceeded the mission of manufacturing America’s premium waterpads, says Mike Hayden, Paradise Pad president. The company’s range of products includes foam water mats, inflatable water pads, inflatable water pads with mesh, inflatable jet ski dock, inflatable hydrofoil dock, inflatable stand-up paddle boards, electric motorized fin for stand-up paddle boards, inflatable fenders/bumpers, inflatable dog ramp, inflatable chair, bungee dock line, microfiber towels, drinking mugs and more. Hayden says, “Inflatable water pads are the latest craze as they are much easier to store than traditional rolled foam water mats.” The company’s 6-foot-by-10-foot inflatable water pad weighs 33 pounds “and can hold an army,” he says. The pad stows away in a closet and can fit in the front seat of a car. According to Hayden, “Splash Islands” are the newest in the fleet of flotation platforms with eye-catching center mesh. “What looks like a trampoline is designed as a safety net to feel more comfortable afloat and also keeps sea critters away,” he says. “Being able to stand or sit on the edges allows users to float comfortably on the most buoyant water pad made.”

ICEMULE has eight easy-to-carry, easy-to-pack coolers for beachgoers.

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P R O D U C T F O C U S: B E A C H A C C E S S O R I E S

In 2024, Paradise Pad is introducing its 6-foot-by-12-foot Splash Pad. Hayden says the inflatable frame with a mesh surface in the middle offers a unique and enjoyable experience. “It combines comfort, support and a refreshing sensation, allowing you to relax, cool off and enjoy the water beneath you while lounging,” says Hayden. The inflatable dog ramp is also a hit for families that bring their furry friend on the boat or dock and struggle to lift them out of the water, he adds. “The list of innovations in leisure lifestyle at the lake, river and ocean continues to grow in rapid tides,” says Hayden. “From never seen before flotation platforms to simple accessories that complement lifestyles on the water, there’s a new way to float.” STAYING HYDRATED

Those hot days on the beach often require hydration, or maybe even some libations. No matter what the occasion, ICEMULE has a solution. The company offers eight different styles of coolers that can be carried on someone’s back. Each style comes in unique sizes and colors, with different functions based on group size, beach destination or activities. The Classic cooler is the original ICEMULE and is available in four sizes: Mini 9L, Small 10L, Medium 15L and Large 20L. It features a removable sling strap and can be rolled up small, making it easy to pack so you can carry a premium cooler with you for your next beach vacation. The Jaunt is the backpack version of the Classic, offering the same features and functions in two sizes: 9L and 15L, plus it has the added feature of a front pocket for carrying a phone or wallet. The R-Jaunt is a version of the Jaunt made from recycled materials, available in the 20L size. The Pro cooler comes in two sizes: 23L and 33L. It is the larger option of the two, providing ample space for a whole family to bring drinks and food to the beach. Lastly, the ICEMULE BOSS 30L is ideal for fishing enthusiasts. It includes three exterior pockets for storing tackle gear and other fishing essentials. “Our best sellers are the Classic Medium, Jaunt 15L and Pro Large 23L. Customers and retailers love them because of their versatility, comfort and portability,” says company spokesperson Duffy Flynn. “You can use them for a wide range of activities, they are easy to use, easy to carry, and easy to pack. Plus they all roll up, allowing you to pack them in a suitcase for travel. This is all made possible by the patented IM air valve.” And there is no doubt people are using these innovative coolers by the water. ICEMULE surveyed its customers from the last 365 days and found that 73.5% of them are using their cooler at the beach. KEEPING PHONES AFLOAT

For customers who are worried about keeping their cellphones safe during a long day of sun and sand, Cold Case Gear offers two products options that can help. “We have a thermally protective phone case that will keep your phone from getting zapped in the sun. It also floats and is submersible so it’s a great place to stash your phone on the beach or the water,” says John Rosenberg, founder and CEO. “We also have a clear case that is submersible down to 100 feet and you www.seasideretailer.com

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PRODUCT FOCUS: BEACH ACCESSORIES

can use your phone through it. This is great for use on or under the water so you can take photos.” The company’s best seller is the original Cold Case. Rosenberg says, “Our customers and retailers love it because it provides a simple, no-fuss solution for protecting your phone from the sand, sun, water and heat. They love the magnetic closure because it makes it so simple to operate.” AquaVault is also helping beachgoers with their phones. “FlexSafe is a portable travel safe that we invented after having our valuables stolen while going for a swim,” explains Jonathan Kinas, co-founder and managing partner. “It locks to a lounge chair with a custom three-digit combination and it's the ultimate way to lock up your valuables while going for a swim.” AquaVault also invented a credit card sized portable charger to charge your phone called a Charge Card. “It’s so thin that it fits in the credit card slot of your wallet. It charges both iPhones and Androids and the cables are even built-in,” explains Kinas. HOLDING UP TO THE DEMANDS

While there are many options for beach bags, the spacious Simply Tote from Simply Southern is a durable bag that comes in a small or large size and is available in a range of colors and patterns. A transparent zipper pouch that conveniently attaches to the bag’s side is a great place for smaller items that beachgoers don’t want to lose at the bottom of their bag. The tote can also be enhanced with extra accessories, according to Jordain Foster, sales manager, Simply Southern, “such as charms and pouches in different sizes, which can be affixed to the interior or exterior of your bag.” LUGGING IN LUXURY

Getting all those innovative beach accessories to the perfect spot on the beach is no easy feat, but with Kahuna Outfitters’ aluminum carts, the task just got a bit easier. The 25-year-old, Florida-based, family-owned company just rebranded from as Kahuna Outfitters from Alumicart. Among its innovations is the Electric Big Kahuna motorized beach wagon. The wagon is powered with a 48-volt 48 SEASIDE RETAILER JANUARY-FEBRUARY 2024

Simply Southern’s Simply Tote bags are available in large and small sizes.

lithium-ion battery with a fully enclosed direct gear drive with differential. “The main thing with our stuff is that everything we build is made of high-quality aluminum, which means it is going to be lightweight, it is going to be able to hold real heavy payloads. It is never going to rust, and it is going to last you year after year after year,” says Jennifer Knoebel, vice president. “Our stuff is kind of like the Rolls-Royce of beach wagons. You buy one and you never have to buy one again.” The wagons come with either big balloon tires that can navigate the sand or turf tires for the pier or home. “All of our hardware is stainless steel, which just goes along with the fact that our biggest feature is just the overall quality,” adds Knoebel. With the Big Kahuna beach wagon, beachgoers only have to make one trip from the car. It can fit coolers, beach gear, plus it has chair-holder attachments so you don’t have to put the chair in the wagon and can have space for other items. Accessories like cutting boards and tabletops with cup holders, mean the wagon can serve multiple purposes. Get your customers ready for the beach days ahead with innovative products that can make their lives easier and add sales to your store. www.seasideretailer.com

P R O D U C T T R E N D : A Q UAR I U M J E W E L RY

CAUSES

HAVE AN

EFFECT Aquarium jewelry sales rely on customers to support ocean and wildlife conservation. STORY BY CHRISTINE SCHAFFRAN

audy or dainty, silver or gold, bright or muted, modern or retro. Whether a family heirloom or a rare find, the jewelry one chooses to wear typically makes a statement about him or her. And when it comes from an aquarium gift shop, the sentiment most heard is that the buyer supports sustainability and the environment. At The National Aquarium Gift Shop in Baltimore, about 9% of sales come from jewelry and that’s not by accident. Store Director Ashley Macindoe attributes the interest to the causes behind the jewelry and the attention her employees pay to emphasizing those efforts. “A lot of my team knows that the product knowledge of a piece is very important to getting that sale because the guest is spending a lot of money coming in through the aquarium and buying the ticket,” she says. “They’re paying for parking, they’re going to pay for their 50 SEASIDE RETAILER JANUARY-FEBRUARY 2024

At Jenkinson’s Aquarium in Point Pleasant Beach, New Jersey, anklets are the No. 1 jewelry seller.

meals. So, you know, they’re already putting out so much money.” So going the extra mile to buy jewelry from an aquarium gift shop better have meaning behind it. And at the National Aquarium in Baltimore, it does. For instance, Scout Curated Wears donates 10% of its net profits to causes that support women. Clear Seas bracelets remove a pound of trash from the ocean every time that a customer buys one. Live Love Protect bracelets contribute proceeds to helping wildlife. Pura Vida bracelets donate 5% of the purchase price to the Surfrider Foundation “to protect the world’s oceans, waves and beaches,” according to the bracelet’s literature. 1 Tree Mission is “committed to reforesting our earth by planting one tree for each bracelet purchased,” according to the company’s website. “Gift shops are a little pricier than your regular store, so there has to be that added layer of, ‘Hey, we’re actually doing things for the environment,’” she points

out. “It’s important for us to note that your money is going to a good cause. You’re not just buying a bracelet.” To draw attention to such causes, Macindoe says, the store features a TV monitor over 1 Tree Mission’s merchandise that shows a looping segment of the trees planted for every purchase. But nothing draws the eye more than the gift shop’s 12-foot wall where the jewelry is grouped by brand and the causes they support. “We used to have spinners, but we found that they would get really crowded, especially as we came back from COVID and we started getting busier again,” she explains. “So we took [the jewelry] off all of the spinners and we put it onto the wall. And then we also have a smaller spinner for the stuff on a shelf.” Macindoe notes that most of the store’s jewelry offerings are geared toward teenagers; among the most popular — the classic mood rings and best friend (BF) necklaces. She attributes the www.seasideretailer.com

P R O D U C T T R E N D : A Q UAR I U M J E W E L RY

attraction to the price points at less than $20, with merchandise ranging from $9 to $20. Displays are located near the registers so staff can keep an eye on them. “We experience shrink, that’s for sure,” Macindoe admits. “No one’s coming to an aquarium to steal, so it’s definitely a crime of opportunity.” Macindoe teaches the team that guest service is the No. 1 combat against shoplifting. The displays used to be in

the front next to the exit, “and we were finding that a lot was going on there. But since we’ve moved it and it’s now next to the register, sure, we still find empty

“It’s important for us to note that your money is going to a good cause. You’re not just buying a bracelet.”

— Ashley Macindoe, The National Aquarium

packages around sometimes but not nearly as much. And it’s really just about that guest service.” Macindoe notes that jewelry sales are about the fifth-highest selling category for merchandise at the National Aquarium. “For us to really capture that sale, we can’t just rely on them wanting a necklace,” she says. “Really, it’s the effort that there’s an added layer of ‘you’re doing good with your purchase.’” A STRONG MESSAGE

The National Aquarium in Baltimore offers sustainable bracelets from 1 Tree Mission.

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the message its jewelry carries has a lasting impression on guests. “Customers appreciate the connection between their experience at the aquar-

Jordan Dimicelli, assistant store director for the Oregon Coast Aquarium Gift Shop in Newport, Oregon, agrees that

ium, the message they hear about conservation and the role each of us plays in protecting our natural world,” she says. “That’s why it’s important to share how our products support that message. Even our youngest visitors understand that they can play a part in protecting the Earth and its inhabitants. If that means purchasing a bracelet that was made from recycled materials and supports collecting trash from the oceans, then that’s a win-win.” She notes that the shop carries both youth and adult jewelry at a wide range of price points that account for 7% to 9% of the store’s overall sales, with

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P R O D U C T T R E N D : A Q UAR I U M J E W E L RY

youth fashion jewelry being the most popular selection. “Pura Vida is a very popular brand across all demographics and with the addition of a conservation message and mission, it draws a connection between the guest and a give-back initiative,” she explains. And while the majority of Oregon Coast Aquarium jewelry assortment is designed to reflect the animals at the aquarium, it also showcases pieces that are inspired by the oceans as well as options that have been chosen for their planet and other animal-conservation missions.

call ‘Ambassador Animals.’ These are the ones that aren’t generally on view but are featured in educational presentations and demonstrations at the aquarium,” she notes. “We make sure to feature these species in the jewelry assortment, so you’ll see jewelry that represents Wilson, our resident barn owl, as well as Duff and Link, our western pond turtles.” NO INCENTIVE NEEDED

Sometimes selling jewelry doesn’t take much effort at all — customers will buy it. Take for example, Jenkinson’s Aquarium located on the boardwalk in Point Pleasant Beach, New Jersey.

“Even our youngest visitors understand that they can play a part in protecting the Earth and its inhabitants.”

— Jordan Dimicelli, Oregon Coast Aquarium Gift Shop

“The Oregon Coast Aquarium is home to almost 400 different species, but there are specific animals that we

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“I don’t have to advertise my jewelry, honestly, I don’t. It’s just sells itself,” insists Cathy Brand, the buyer for the gift

Oregon Coast Aquarium encourages guests talk about the conservation message.

shop attached to the aquarium. “They come in here, they go right to it.” She adds that only plush outsells the jewelry, which accounts for 30% of the sales in the 2,000-square-foot shop that is also filled with books, toys, home decor, beach goods, signs, coffee mugs, apparel, magnets, keychains, stickers and lanyards, among other novelties. “We sell a lot of shark jewelry, a lot of bracelets,” Brand notes. “Anklets are our

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P R O D U C T T R E N D : A Q UAR I U M J E W E L RY

No. 1 seller as far as jewelry goes. They love anklets. And I try to keep in the store as much sea life-type of jewelry as possible.” Items with turtles, seahorses, starfish and sand dollars as well as freshwater pearl necklaces and bracelets seem to fly off the shelves in what is believed to be the largest souvenir shop on the boardwalk. “But overall, we sell it all,” Brand stresses. “It all goes.” Like the National Aquarium, among the most popular product lines are those with a cause to support. For instance, 4Ocean is “an ocean cleanup company dedicated to ending the ocean plastic crisis,” according to the company’s website. “They go in the ocean and they clean up all the plastic and garbage and they make bracelets out of it,” Brand explains. Meanwhile, Fahlo bracelets come with a real wild animal to track and partners with nonprofit organizations to support wildlife conservation, according to its website. With displays on the wall, on pegboards, racks, spinners and tabletops, Brand says the intent is to keep the jewelry “front and center.” And the strategy pays off, as Brand says women tend to go for bracelets and necklaces while the younger kids go for bracelets and anklets. “We’re on a boardwalk. We’re sitting on the Atlantic Ocean, so people are coming here to the seashore, so I try to cater to that,” Brand notes. “They’re getting a starfish from the boardwalk. They’re getting a bracelet that says Point Pleasant Beach on it, or Jenkinson’s so I

Another item Corbin points out that goes hand-in-hand with its jewelry are enamel jewelry boxes from Kubla Crafts. Sea turtles, seahorses, flip flops, butterflies, hummingbirds and mermaids are among the graphics that are air-brushed on the boxes which are made from Capiz, “farm-raised window pane oyster shell,” according to the company’s website. Corbin adds that while the gift shop tries to match the jewelry to the animals on exhibit, it’s not the most important detail when it comes to sales. “Lighting is the best friend of jewelry displays,” he asserts. “As long as the lighting is good, then everything works out. There will be times where there will be a good product, but if it’s not under good lights where it will pop up to somebody, then nobody will pay attention to it unless they really get close to it or somebody else touches it.” In New Jersey, Brand says, good displays are in the amount of research one does. “You gotta follow the trends,” she says, adding that she checks for trends on TikTok, Facebook and Instagram. At the National Aquarium, Macindoe credits the efforts of her sales team for the store’s success in jewelry displays. “Keep it full. Have one person or two people, depending on the size of your business, that are just dedicated to every time they come in, they check the jewelry, they know what the back stock looks like,” she recommends. And in Oregon, Dimicelli notes it’s important to continue the conservation even after guests leave, which is what a bracelet made from reclaimed plastic or a

“Lighting is the best friend of jewelry displays. As long as the lighting is good, then everything works out.”

— Jojuan Corbin, Aquarium of the Bay Gift Shop

try to make it conducive to where they’re vacationing.” GIVING JEWELRY SALES A BOOST

In another destination known for its affinity for the ocean and dedication to climate change, the Aquarium of the Bay Gift Shop in San Francisco spreads its message for sustainability with its “green” products, which is why the 4Ocean bracelets reign supreme there as well, according to Jojuan Corbin, retail manager for the gift shop. www.seasideretailer.com

turtle necklace represents — visitors each playing a part in supporting a cause. “The education doesn’t need to stop at the doors to your store. Using signage to share why your product is special, how it gives back to the environment or how your purchase supports your institution has become a key factor for us,” she says. “More and more, visitors buy what they believe in and since we’re ultimately here to support the aquarium, it’s really important that guests understand how they can play a part.” JANUARY-FEBRUARY 2024 SEASIDE RETAILER 55

C O A S TAL C O N N E C T I O N

KATHERINE VASQUEZ’S PERSPECTIVE ON

Coastal Souvenirs: Customizing gifts to a specific location can set a store apart from larger neighboring cities, and vendor relationships are important.

p t Sho f i G Gear Pier , CA nica o M a Sant

STORY BY CHRISTINE SCHAFFRAN PHOTOS: JESSICA MILITELLO

PICTURESQUE AS A POSTCARD

he Santa Monica Pier’s roots run deep. Known as the “end of the trail” for the iconic Route 66, the pier has been dutifully serving the public in many different capacities since it was built in 1909 to serve the city’s sanitation needs. Today, the infamous concrete pier serves as an entertainment destination for those seeking thrills at Pacific Park amusement park, which is known for its solar-powered Ferris wheel and the West Coaster steel roller coaster. For those who prefer to keep their feet on the ground, tasty treats and carnival games are waiting to tempt visitors while they take in the sights and sounds of one of the most photographed places in the world. With more than 5 million visitors flocking to the famed arch and other historic landmarks that overlook the Pacific Ocean, the Pier Gear Gift Shop stands in the thick of the action — waiting to catch the eyes of visitors as they stroll the 1,600-foot pier. “A lot of the merchandise that we use Items such as coffee mugs branded with the Santa Monica name drop are appealing to customers.

56 SEASIDE RETAILER JANUARY-FEBRUARY 2024

outside of the store is definitely eye-catching,” says Katherine Vasquez, retail manager and buyer for Premier Parks LLC, which operates Pacific Park. “Once people see what we have out there, they’re enticed to come in and see what else is inside.” USING SPACE EFFECTIVELY

With only 700 square feet to work with inside the store, Vasquez uses every square inch to show people the best of what Santa Monica has to offer in magnets, apparel, shells, candles, glassware, jewelry, beach bags and water globes. She says the fact that the items are branded with the city’s name is one advantage Pier Gear has over neighboring locations. “If you’re a visitor and you come to the Los Angeles area, you can go to Hollywood or Venice, and you’ll find a lot of Los Angeles items or even California items there,” she explains. “But nothing really with Santa Monica, so we try to customize our gifts so they can carry Santa Monica home with them.” Among the bestselling items are magnets, particularly one that’s custom made with iconic images of the Ferris wheel, the Santa Monica arch and the Route 66 sign at the end of the pier. “We found out that people love magnets,” Vasquez notes. “They come from all over the world and take them home as a souvenir.” www.seasideretailer.com

C O A S TAL C O N N E C T I O N

Not only is there a wall front and center within Pier Gear dedicated to the small magnetic mementos, but there is another unit elsewhere on the boardwalk called The Magnet Wall that hopes to catch the attention of avid collectors. With limited space to work with indoors, Vasquez uses the boardwalk in front of the store to expand her square footage and her reach to the foot traffic pounding the planks outside the two roll-up garage doors. “When I first started, we only had one garage door and it was closed, and I felt we didn’t have the exposure to the traffic on the boardwalk that we needed,” explains Vasquez, a 20-plus-year employee of Premier Parks. “I feel like the [two] garage doors helped us because it’s more open and we’re able to put displays and racks outside in the front patio; it captures people’s eyes and they’re able to see what kind of business we are.” Once inside, guests are greeted by a rainbow neon Pier Gear sign while

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Customers love collecting Santa Monica-themed keychains, stickers and magnets.

surfboards and Ferris wheels dangle from the ceiling and flip flops lazily track a path across the worn, wooden floor. Meanwhile, a wall dedicated to T-shirts displays 36 of the store’s most notable designs and open shelves below stock the shirts in various sizes for easy access. Elsewhere in the store, displays are broken down by icons or landmarks, including Los Angeles, Route 66, California and Santa Monica. Vasquez notes the space hasn’t

changed much since it opened in 1996 save for a minor renovation in 2014 when a wall for small back room was torn down and the registers were relocated to utilize the space in the back of the store. GROWING WITH GRACE

Vasquez joined the company in 1999 and worked as a supervisor in the games department before her boss transferred her to merchandise. She had no experience

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in retail or gift shops, and she learned on the job instead. “I feel like spending time in the store, watching what moved and what people were purchasing, and hearing people what they wanted kind of gave me an idea of what needed to be purchased,” she explains. “I would communicate that

“It was like a family,” Vasquez says of the few employees who worked together in the beginning to tend to the gift shop. She adds that while she’s grateful the department has expanded to what it is today, it hasn’t been without challenges, most notably in recent years in finding committed employees.

“People are visual buyers. They’re drawn to something that catches their eye. So keep your displays full and looking nice.” — KATHERINE VASQUEZ to the director and little by little, he gave me a little bit of rope to go ahead and order it. The next thing I know, I was in charge of a store.” Vasquez marvels over how her department has grown from about 10 employees to over 50 employees during peak season between mid-March to September. She likes to reminisce with her co-worker, Isherrie Dunk, who has been with the company nearly as long as her.

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“I know times have changed and I definitely know that we’re not the only ones going through this, but as far as commitment from the younger generation it’s just different. At times, you know, you miss that [level of commitment].” RELYING ON RELATIONSHIPS

In this business, Vasquez knows all too well relationships are where it’s at. Whether employees or vendors, the years

together in the industry make a difference. When it comes to vendors, Vasquez refers to them as her “partners.” “I started this maybe 18 years ago, so the vendors I put on my list or the people that we do business with are people who have worked in this industry for a long time,” she says, adding that she met some of her longtime vendors when they visited her store and others at the gift shows. She notes that her go-to show is the Las Vegas Souvenir & Resort Gift Show as she says it’s a good place to source out vendors and meet new people. Among the brands she feels are her closest allies are American Gift Corp., Koppes Kandles, Barry-Owen Corp. for jewelry; Pinnacle Designs for keychains and magnets; and Popularity Products, The Duck Company and Lakeshirts for apparel. Vasquez admits she has also learned to trust her closest vendors’ opinions when they offer advice on a product that she may not have necessarily considered

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— and it typically pays off. “I think your perception and the reality of what’s selling are two different things, so I try to run reports on a daily basis,” she says. “I might think this product is awesome, but the numbers might say otherwise.” Conversely, she notes, she’s had to take a vendor’s word when they recommended a product she thought she would never buy. “Some of the vendors suggested this is doing great, and I’ll give it a try and then I’ll see in fact the item does well,” she says. Vasquez says she also learned a long time ago to listen to her shoppers for some of the best advice. “When I first started, I used to listen to people’s reactions about the products — what did they think was nice? Did they like the feel? Did they think it was too expensive? How they reacted told me a lot about their purchasing preferences.” Vasquez still relies on basic retail formulas to sell products and find merchan-

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Pier Gear has a wall featuring 36 of the store’s most notable T-shirt designs.

dise that appeals to Pier Gear visitors. No matter a shop’s size, she says working with what you have and making it pop is all you need to turn a “no” into a “whoa.” “People are visual buyers. They’re drawn to something that catches their eye,” she explains. “So keep your displays full and looking nice.” As far as what has kept Vasquez so happy working in the same place all these years, she says it’s the same “magic” that attracts tourists to the pier.

“It’s such a magical place to work. I know that sounds so cliche or so Disney,” she admits. “But the sunsets are so unique. I always think about that. Some people have to wait for so long to come and visit us. I get to come here every day and I’m in my ‘office’ and I can see the sunset, and that’s just awesome to me.”

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C O A S TAL C O N N E C T I O N

ANDREA WEIR’S PERSPECTIVE ON

Coastal Souvenirs: Take a simple, straightforward appoach and sell what makes people happy.

tters fi t u dO Islan L es, A r o h S Gulf

STORY BY CHRISTINE SCHAFFRAN PHOTOS: TERRY MIKLOUCICH

LOVED FOR BEING LOCAL

hen it comes to souvenirs, Andrea Weir doesn’t hesitate to name her No. 1 seller at Island Outfitters in Gulf Shores, Alabama. “T-shirts are the No. 1 selling item in the whole store,” she declares without a second thought. “And it has been for decades. As long as I’ve been in the business.” As a third-generation souvenir store owner, Weir’s experience in the industry spans decades. Her grandmother, Josephine Weir Nittolo, began as the cafe owner of Jo’s Lunchbox, cooking fishermen’s catch and other food before shifting to retail and introducing locals to Souvenir City in 1956 — before the town of Gulf Shores was established. Today, Weir is proud to be one of the few locally owned companies in the town where her family is known as one of the founding families. “I was raised in the souvenir business in Gulf Shores,” she notes. “Actually, Souvenir Apparel on the racks at Island Outfitters often gives salute to the Gulf Shores locale.

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City is older than the town of Gulf Shores. We’ve been here longer than the city.” In 2008, Weir took all of her industry know-how and poured it into an 18,000-square-foot building with a pale yellow and coastal blue facade that stands a block from the sugar-white beaches; a totem-pole sign beckons beachgoers to stop in and have a look around. NEVER OUT OF STYLE

Once inside, guests can wander through shelves filled with beach souvenirs such as beach towels, chairs, shoes, swimsuits, floaties, sunglasses, ashtrays, picture frames, shot glasses, mugs, snow globes, wind chimes and jewelry. If that’s not enough, they can peruse the racks of hoodies, jackets and sweatpants before finding the perfect T-shirt adorned with pineapples, palm trees, sharks, crabs, turtles, mermaids, hammocks or cocktails — with most also including a salute to their Gulf Shores locale. Weir notes it’s a mad dash through the 100 days of summer between Memorial Day and Labor Day when her team swells from eight to 20 employees to ring guests out and give them the souvenirs that make them happiest. “What I sell makes people happy,” Weir asserts. “I always tell people ‘It’s not like selling coffins.’ It’s a happy career.” www.seasideretailer.com

C O A S TAL C O N N E C T I O N

Among those that put a smile on the faces of tourists and visitors are tiedyed T-shirts — a fad that Weir notes is cyclical in popularity that ebbs and flows when new generations discover it. Some other favorite souvenirs call guests back for a second visit, maybe even a year or more later. “We make a lot of fudge in our own kitchen on-site here, so a lot of people come back remembering the fudge, craving the fudge, buying the fudge,” Weir says. Visitors don’t forget the unique flavors the store churns out, such as peanut butter chocolate, Almond Joy, strawberry daiquiri, chocolate walnut and chocolate pomegranate. Among the favorites for Weir is its bushwhacker flavor, she notes with a laugh. “We change our flavors a lot,” she says. “Maybe even every week. And there’s all kinds of additives that we put in it. We use real butter and make it in our own kitchen.” Another bestseller is a metal tumbler

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Island Outfitters stocks just about any souvenir beachgoers in town might want.

by BruMate, which Weir notes has done really well at the store and “people continue to buy them.” LONGEVITY IN LOYALTY

Weir says she remains loyal to the vendors that have been doing business with her family since her grandmother began. She says the relationships are sacred for more than one reason. “Some of my vendors ship me mer-

chandise in January and February, and I don’t have to pay for it until July because they’re vendors that I’ve been doing business with for that long,” she says. “My parents did business with them, and my grandmother did business with their grandparents so it’s a generational thing.” She adds, “It’s important for me to have a vendor that’s been around a long time, that knows what they’re doing and that has a good product.”

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C O A S TAL C O N N E C T I O N

“It’s important for me to have a vendor that’s been around a long time, that knows what they’re doing and that has a good product.” — ANDREA WEIR Of the more than 200 vendors featured in the store, Sherry Manufacturing Co. Inc. of Miami ranks among the most coveted for its longevity as well as its topnotch apparel. “My grandmother did business with their grandparents and now I’m the third generation doing business with their grandkids,” she says. “So, they’re probably my top vendor.” Gulf Coast Panama Jack, Girlie Girl Originals, Sun Bum sunscreen, Darlene’s Shells, Old Guys Rule, Life is Good, Teva and Inis skincare products also can be found sprinkled throughout the store. Weir also credits Island Outfitters as being the first to bring Blenders Eyewear sunglasses to the Alabama shores. “I’m proud I was the initial Alabama retailer of those, and now they’ve just

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taken off like crazy,” she notes. “I saw them and I thought, ‘This is great, I don’t want high-priced sunglasses anymore.’ This company has just been wonderful for me.” KEEP IT SIMPLE

Weir believes her simple, straightforward approach to selling memories of the beach are what make her a standout in the industry. “People walk into my store and say, ‘Oh, this is so pretty and so nice and so calming,’” she says. Weir says little things add up in the eyes of a customer, like not passing along credit card fees and not expecting a “tip” simply for doing a good job. She adds that her history as a “local” not only helps her pinpoint what her customers want, but it also gives her an edge that

Without a doubt, T-shirts are a top-selling souvenir for Island Outfitters.

big-box retailers can’t compete with. “This industry has been taken over by a bunch of non-locally owned companies,” she says. “And [my store] is here in town. We just do things better. It’s my hometown.”

JANUARY-FEBRUARY 2024 SEASIDE RETAILER 63

C O A S TAL C O N N E C T I O N

DOLORES ROGERS’ PERSPECTIVE ON

Coastal Souvenirs: While T-shirts and sweatshirts are top sellers, fudge brings people in the door.

p t Sho f i G Pier h, VA c a e B inia Virg

STORY BY CHRISTINE SCHAFFRAN PHOTOS: DON MONTEAUX

GIVING INTO ‘PIER’ PRESSURE

or Delores Rogers, T-shirts pay the rent at Pier Gift Shop in Virginia Beach, Virginia, but it’s not just the T-shirts that get her out of bed every day doing what she’s been doing for the last 40-plus years as a gift shop owner. “I just love retail. You have to love retail to do this,” says Rogers. “It just gets my adrenaline going.” Rogers didn’t know retail would be the profession to steal her heart until her husband broke the news to her. “I came home one day, and my husband said, ‘You’re going to be in the gift shop business.’ And I didn’t know anything about retail. I was a hairdresser, and I had a life back then before retail,” she quips. But with the help of dear friends such as Elkan Lachman, who was not only a groomsman in their wedding but also owned the Virginia Beach Fishing Pier, Rogers started down the path of becoming a retail guru. “And little by little and a lot by making errors, I started to do well,” she admits. Pier Gift Shop offers the Virginia Beach name drop on merchandise, including hats.

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A BESTSELLER IS BORN

But before any of her success, her first order of business was tackling the exterior of the shop she inherited. She explains the couple who previously owned the store installed a garage door in the front of the shop that had seen better days. The store also only had one window with bars that resembled a jail cell. “When we opened the garage door, rust would fall on our heads,” she recalls. “The first thing I did was call the glass company and have them come out and do the whole front of the store with glass, so we let in a lot of light.” The previous owners warned Rogers she wouldn’t sell any T-shirts, but she ignored their insistence and ordered two lines. Ironically, Rogers now points to T-shirts as her bestselling item with the runner-up being sweatshirts. Next, Rogers turned her attention to seashells, seeking out vendors she could drive to and pick up from because of the skyhigh cost of shipping them. While the seashells are still among her bestsellers, they have since found a home of their own in a second space Rogers opened on the pier called Shells Shells. And just like that, Rogers found her calling. She began adding different kinds of merchandise ranging from lamps and throws to beach supplies and apparel and everything in between. And business was great, until it hit a “slump” about 12 www.seasideretailer.com

Pier Gift Shop merchandise ranges from lamps to throws to beach supplies.

to 15 years ago. Rogers went in search of something else to breathe life back into her cherished gift shop. “One of my vendors said, ‘Well, my uncle sells Calico [Cottage] fudge and he does very well with it. It’s not a huge investment and the profit margin is great,’” Rogers says. “We sell a lot of fudge now. People sometimes come in and they just buy fudge. But it brings a lot more people into the store because after all these

66 SEASIDE RETAILER JANUARY-FEBRUARY 2024

years, people know that we have this wonderful fudge. And I guess you would say the rest is kind of history.” Today, chocolate peanut butter is the favorite among customers in a pool of 12 to choose from — all lovingly made by one employee. Micki Sheppard inherited the role from twins Peggy and Patty Hines after they were unable to continue for health reasons. While Patty has retired from the store, Peggy remains one

of eight loyal employees of the gift shop. From Memorial Day to Labor Day, the team hustles through the shop overlooking the Atlantic Ocean while the breeze turns the wind spinners hung outside the shop and rattles the flip flops on racks outside the front door. Inside, merchandise is organized by category, such as dog lovers, women’s purses, home decor, beach necessities, souvenirs, children’s items, jewelry, candy and of course — Elvis? Rogers, a devoted Elvis fan herself, notes she’s been selling Elvis mugs, beanies, shot glasses, ornaments, plush, picture frames and books for more than 20 years and not just a little bit. Unsure why it’s been such an attraction all these years other than to point to an old Elvis convention that used to be hosted in Virginia Beach, Rogers notes she’s always tickled when young children come in asking for memorabilia because “their grandma told them all about Elvis.” For those who aren’t as fascinated by

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C O A S TAL C O N N E C T I O N

the King of Rock and Roll, there’s still much to choose from with over 3,000 name brands featured within the shop. Among the favorite vendors are Simply Southern, Premier Kites & Designs, Sea Dog T-shirts, Laid-Back apparel, Bay Pointe sweatshirts, Laurel Burch, P. Graham Dunn and a local favorite — Forbes Candies Salt Water Taffy, which is made in Virginia Beach. EVER THE OPTIMIST

Through all the high and low tides, Rogers says in more than 40 years of retail, only two events brought her to her knees.

oceanside town. Whether overzealous police were to blame or tensions were running high throughout the country regarding race at the time, an angry crowd of more than 100,000 young people turned on the businesses in Virginia Beach and began destroying storefronts up and down Atlantic Avenue. Rogers explains that Pier Gift Shop was saved because there was a gate that deterred foot traffic, but another store she owned at the time on Atlantic Avenue took a beating. “They had thrown the whole case out onto Atlantic Avenue. It was just like dia-

“If you begrudge something, you don’t enjoy your job, and that reflects in everything you do. I love retail. I love all aspects of it.” — DOLORES ROGERS Although COVID hit her hard like every other small business owner, nothing hit her quite like the 1989 Greekfest riots that erupted in the streets of the

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monds glittering everywhere,” she recalls. “And I just sat down in the middle of Atlantic Avenue and cried.” But the memory doesn’t shake her

long, as the upbeat Rogers pops back into her ever-positive attitude, noting: “But other than those two instances, I think that’s pretty good for 40-some years.” She encourages those who have a knack for retail to visit trade shows for inspiration when it comes to merchandising and to pore through catalogs and magazines for even more ideas. She cautions that although the demands of the job are physical at times, it’s a small price to pay for a career. “We’re privileged to do this,” she says. “Sometimes I might be tired, but that’s just physical. If you begrudge something, you don’t enjoy your job, and that reflects in everything you do. I love retail. I love all aspects of it.” Rogers notes one of her biggest passions is working on displays which is also one of her best talents. She adds that buying items for the gift shop always invigorates her. As far as retirement, don’t bother asking. The word doesn’t exist in her vocabulary.

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SA VE

DA TE

E V E N T S C AL E N DAR

Jan. 14-16 NRF Retail’s Big Show New York City nrfbigshow.nrf.com Jan. 16-17 Active Collective Shows West Huntington Beach, California www.collectiveshows.com

Jan. 19-21 Impressions Expo – Long Beach Long Beach, California www.impressionsexpo.com Jan. 21-22 Super Show Wilmington, Delaware www.travelersshow.com Jan. 21-24 StorePoint Retail San Diego www.cpmgevents.com Jan. 27-29 Biloxi Gift Show Biloxi, Mississippi www.wmigiftshows.com

Feb. 20-22 The Gathering West San Diego www.thegatheringevent.com Feb. 21-22 OC Apparel Show Irvine, California www.ocapparelshow.com

March 7-8 Shore Show New Jersey Atlantic City, New Jersey www.thetravelersshow.com March 13-14 Shore Show New England Providence, Rhode Island www.travelersshow.com March 16-18 New England Made Giftware & Specialty Food Show Portland, Maine www.nemadeshows.com March 17-18 Travelers Show Pittsburgh www.thetravelersshow.com

DA TE

Jan. 10-16 Dallas Total Home & Gift Market Dallas www.dallasmarketcenter.com

Jan. 17-19 Alaska Wholesale Gift Show Anchorage, Alaska www.alaskagiftshow.com

Feb. 4-7 Rocky Mountain Apparel, Gift, and Resort Show Denver www.rockymountainshow.com

March 4-6 The ASI Show Fort Worth, Texas www.asishow.com

Jan. 10-12 Surf Expo Orlando, Florida www.surfexpo.com

Jan. 16-22 Atlanta Market Atlanta www.atlantamarket.com

Feb. 4-7 NY NOW New York City www.nynow.com

March 4-5 Shore Show Maryland Ocean City, Maryland www.thetravelersshow.com

Jan. 8-10 CMC LA Market Week / Kids Market Los Angeles www.californiamarketcenter. com/lamarketweek

March 3-4 Cape Cod & Islands Gift Show Falmouth, Massachusetts www.ccgiftshow.com

SA VE

Jan. 8-9 Midwest Market Days River Grove, Illinois www.midwestmarketdays.com

Feb. 4-5 Travelers Show Western Pennsylvania Pittsburgh www.thetravelersshow.com

Feb. 4-6 Minnesota Gift Show Minnetonka, Minnesota www.mngiftshow.com

Philadelphia Gift Show

Jan. 6-8 Trendz Palm Beach, Florida www.trendzshow.com

MARCH

Feb. 4-6 Philadelphia Gift Show Oaks, Pennsylvania www.philadelphiagiftshow.com

FEB. 4-6

JANUARY

FEBRUARY

Jan. 28-Feb. 1 Las Vegas Market Las Vegas www.lasvegasmarket.com Jan. 29-30 Shore Show New England Providence, Rhode Island www.thetravelersshow.com

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MARCH 16-18 New England Made Giftware & Specialty Food Show

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EVENTS COVERAGE

Grand Strand Gift & Resort Merchandise Show sees strong turnout in Myrtle Beach Grand Strand Gift & Resort Merchandise Show featured strong attendance numbers and over 300 vendors at its recent event, which took place Dec. 3-6, 2023, at the Myrtle Beach Convention Center in Myrtle Beach, South Carolina. The annual buying event focuses on showcasing the latest products and trends for coastal souvenir and resort retailers. “Our attendance was strong,” said Lisa Berry, group vice president of gift and souvenir at Clarion Events, which manages the Grand Strand Gift & Resort Merchandise Show, noting that the show sold out on exhibit space well-ahead of the event. “The show is a good mix between new and returning, loyal buyers.” Berry said this year’s show featured several new vendors, including Squishable, Simply Southern, Charming Shark Tropical Accessories Inc., Billco, Moon Pie Direct and Jelly Belly Candy Co. She said the show also included some vendors with all American-made products, including Jackie Gallagher Designs, Mill Wood Art, Luxiny Products LLC, Fire & Pine and Rustic Tides. Clarion Events presented two awards at this year’s event: Best Made in America Product and Best New Product Award. Luxiny Products LLC won the award for Best Made in America Product. Luxiny Products supplies natural bath, body and hair care products from its headquarters in Kimball, Michigan. Kelly Zinzo, founder of Luxiny Products, expressed her gratitude for the award, which highlights the company’s commitment to producing high-quality products that cater to the needs of its customers. “We are grateful for the opportunity to connect with customers nationwide and are excited about the future as we continue to expand our product offerings and reach new heights in the beauty and wellness market.” Charming Shark Tropical Accessories received Grand Strand Gift & Resort Merchandise Show’s award for Best New Product. The company offers uniquely designed products, ranging from beaded and wrap bracelets to shark’s tooth necklaces, anklets and more. Mikey Kapica of Charming Shark Tropical Accessories commented that the family-run business has had great growth over the past three years. He added, “The show has offered us a whole new customer base, almost 100% of the orders have been new business.” Christina Bell, group show director at Clarion Events, said the show also offered buyers plenty of other giveaways, including goody bag giveaways the first two days of the event and multiple cash prize drawings. The show also made sure parking was paid for all attendees. Grand Strand Gift & Resort Merchandise Show will return Dec. 8-11 at the Myrtle Beach Convention Center in Myrtle Beach.

IGES reports successful Pigeon Forge, Sevierville shows The buzz on the show floor at The International Gift Exposition in the Smokies (IGES) was that the energy was warm and inviting, with 575 vendors welcoming more than 4,000 attendees — a 5% increase from the previous year, said Karla Villalobos, marketing director for IGES. The show took place in both Pigeon Forge and Sevierville, Tennessee, running from Nov. 8-11, 2023, and Nov. 7-9, 2023, respectively. “Attendees were pleasantly surprised to discover more vendors at the Sevierville location as we had four pavilions this year, which included Made in America, Campground, Sustainability and Toy + On Trend,” Villalobos noted. She said several new highlights this year added excitement, including a new partnership with Enchanted Moments; a sustainable Pavilion at Sevierville; an expanded Made in America Pavilion; and a total of 190 new vendors at Sevierville. 70 SEASIDE RETAILER JANUARY-FEBRUARY 2024

The Atlanta Market temporaries offer cohesive sourcing In a continued reimagining of its product resources, location changes for several Atlanta Market temporary exhibit categories will create more cohesive and compelling presentation of 1,400 gift and home brands across more than 30 categories Jan. 16-22 at AmericasMart Atlanta. Atlanta Market’s temporary exhibits, now housed exclusively in Buildings 2 and 3, open on Wednesday, Jan. 17, and run through Sunday, Jan. 21. The Winter 2024 Atlanta Market inspires comprehensive sourcing as six of its 30+ product categories relocate. With this change, 1,400 temporary exhibitors are housed across nine floors in Buildings 2 and 3. Some 70 Home Accents & Home Furnishings and Fine Linens & Home Textiles resources relocate from Building 1 to Building 2, joining Home LUXE on Floor 2, consolidating all home decor exhibitors together onto one floor. In line with this change, the Market’s four housewares, tabletop and specialty food categories will be presented together on Floor 3. In a continuation of ANDMORE’s partnerships with three key trade organizations, specialized product offerings add to the buyer experience with juried collections at Atlanta Market. Museum Store Association’s The Gallery Collection returns to Building 3, Floor 2, with a curated collection of 21 exhibitors. Atlanta Market’s Winter 2024 edition will also feature four days of education and events with nearly 20 tastemaker presentations, keynote seminars, celebrations and amenities planned for the event.

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EVENTS COVERAGE

Surf Expo preps for stellar lineup of brands and retailers

Las Vegas Market makes updates to home decor category Las Vegas Market will feature six updates for its home decor category at the winter event, which takes place Jan. 28-Feb. 1 at World Market Center Las Vegas. “Home decor in Las Vegas represents the best of the best in western sourcing and design excellence,” says Dorothy Belshaw, ANDMORE executive vice president and chief growth officer. “In Winter 2024, these updates bring nearly 29,000 additional square feet of new and expanding showroom resources to seven floors of home decor offerings to showcase the growing breadth and depth of home decor at this market.” The six most recent home decor updates — four new and two expanding showrooms — combine with eight previously announced updates on B2 to further extend Las Vegas Market’s home decor offerings. According to ANDMORE, four new showrooms include Empire Art Direct (wall art and home furnishings); Prime Resources International (motion seating); Southwest Looms (American Southwest-inspired rugs); and Vivet Inc. (contemporary home decor). ANDMORE says two expanding showrooms are Area West (home textiles and casegoods) and Loloi Rugs (rugs, pillows and throws). In addition to showroom updates, six brands have recommitted to Las Vegas Market with showroom renewals. Notable among renewing brands are Loloi Rugs, Nick Alain/Vanderpump Alain (premier lighting and accessories), Streamline Art (wall art and frames) and Vanguard Company (custom accents and furnishings).

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Surf Expo, the premier watersports and coastal lifestyle trade show, returns to the Orange County Convention Center in Orlando, Florida, Jan. 10-12 with a diverse lineup of over 700 exhibitors and more than 4,500 retail buyers. The show will feature nearly 100 new brands across the Surf, Bluewater, Boutique, Coastal Gift, Footwear, Paddle, Resort, Shoreline, Skate, Souvenir and Swim categories. “We are proud of the incredible lineup of brands that have signed on to exhibit at Surf Expo in January,” says Roy Turner, Surf Expo show director and senior vice president. “Our goal is to serve as a gateway for buyers looking to shop for a vast array of outdoor products all under one roof.” Surf Expo is known for its expertise in both watersports and the coastal lifestyle. A wide variety of brands are exhibiting in the long-running Surf, Swim, Boutique and Resort sections of the show, including Rip Curl, Oakley, Reef, Katin, Dark Seas, Jetty, Salty Crew, Roark, Former, Rivvia, Channel Islands Surfboards, Firewire, Slater Designs, Wave Riding Vehicles, Sun Bum, Dippin’ Daisy’s, Feather 4 Arrow, Rhythm, Heat Swimwear, Swimsuit Station, Navalora, Fish Hippie, Tommy Bahama, Tory Richard, Simply Southern, EXIST, India Boutique, Silver Girl, Smith & Quinn and many more. The footwear section will be stacked with a wide range of well-known brands including Birkenstock, Clarks, Hey Dude, Keen, Matisse, Rocket Dog, Skechers, Sperry, Teva, Toms, Chinese Laundry and TKEES, among many others. Surf Expo is also seeing a surge in outdoor brands exhibiting at the show, so buyers looking for products that cater to every aspect of the outdoor lifestyle will have a lot to choose from, including brands such as Howler Bros, Costa Del Mar, Bajio Sunglasses, AVID Sportswear, Free Fly, Gathr, NESO Tents, Picture Organic Clothing, AFTCO, Hook & Tackle, Puffin, HUK, Toadfish, XTRATUF and more. “Surf Expo will have an unprecedented number of incredible brands showing a vast range of products at the January show,” Turner says. “We are looking forward to helping retailers plan their buys and stock their store shelves for the upcoming seasons.” Retail buyers expected to attend represent surf shops, fishing supply stores, outdoor outfitters, resort and hotel stores, travel and airport shops, boutiques and large sporting goods and off-price retail chains. Some retailers registered include Val Surf, 17th Street Surf Shop, Kitty Hawk Kites, Local Motion, Hawaiian Island Creations, Sweetwater Surf Shop and more. The January show also has a full event lineup, including fashion shows, learning labs and the 2024 Florida Shape Off. More information is available at www.surfexpo.com.

Smoky Mountain Gift Show draws great energy to Tennessee There was great energy at this year’s Smoky Mountain Gift Show, which took place Nov. 8-11, 2023, in Gatlinburg, Tennessee, according to show organizer, Clarion Events. The event featured more than 350 exhibiting companies on the show floor, and show organizers reported that attendance increased compared with the previous year. Clarion said it brought back its MATCH! meeting program, which was created to help exhibitors and attendees connect. This year’s program generated 250+ meetings, with many buyers sharing that they placed orders with vendors they had never worked with before. Clarion noted that more companies showcased products Made in America than ever before in response to buyer demand. During the show, Clarion hosted two Made in America Buying Tours showcasing exhibitors in this category to aid buyers in shopping for these products. The next Smoky Mountain Gift Show will be Nov. 6-9 at the Gatlinburg Convention Center. www.seasideretailer.com

BEACH READS

Pure Sea Glass: Discovering Nature’s Vanishing Gems

These page-turners will make book worms out of beach lovers of all ages!

for the little

Minnows

This definitive reference for beachcombers is also a beautiful addition to any coffee table. The book surveys the history of glass manufacturing, explains the weathering process and offers tips on how and where to find the best pieces. More than 200 exquisite photographs bring to light seaglass’ luminous beauty. Author: Richard LaMotte Website: www.schifferbooks.com

Margaritaville: The Cookbook Relaxed Recipes For a Taste of Paradise

Warm sun, cool drink and nowhere to be — that’s Margaritaville! It’s a celebration of relaxation, and Margaritaville: The Cookbook is filled with recipes that combine the flavor of island living and the spirit of Jimmy Buffett’s iconic song. The first official cookbook from the world of Margaritaville features favorites like Volcano Nachos and the Cheeseburger in Paradise, alongside more sophisticated options. With its mix of recipes, stories and photographs, it is sure to put you in a Margaritaville state of mind! The book is loaded with recipes for a blissful island cocktail hour. Authors: Carlo Sernaglia and Julia Turshen; Website: us.macmillan.com/stmartinspress

Haven Point

Virginia Hume’s book is a national bestseller about the generations of a family that spends summers in a seaside enclave on Maine’s rocky coastline. This work of fiction explores what it means to belong to a place and to a family that holds as tightly to its traditions as it does its secrets over seven decades of a changing America, through wars and storms, betrayals and reconciliations.

Flock of Gerrys: Gerry Loves Tacos

Gerry the Seagull & his musical animal friends (Tuskadero Slim, Crabirita, DJ LlamaRama, Mr Big on Bass and Salty Raven) try new foods, form a band, make a new friend and sing “The Taco Song” to help Octo and his Octo’s Taco truck. Author: Season Kaz Sparks Website: www.saltyraven.net

Author: Virginia Hume Website: us.macmillan.com/stmartinspress

You Are Here: Beaches The Most Scenic Spots on Earth

This beautifully curated collection of amazing beaches all around the world evokes awe-inspiring, attainable travel adventures. Whether you’re planning a getaway or just want to visit some of the world’s most beautiful outdoor destinations from the comfort of your couch, You Are Here: Beaches is the perfect wanderlust inspiration. Publisher: Geoff Blackwell Website: www.chroniclebooks.com

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Twinkle Twinkle Little Mermaid

Based on a nursery rhyme, Twinkle Twinkle Little Mermaid features a mermaid and adorable sea creatures. For ages 0-5. Author: Janet Beaulieu Website: www.littlemermaid tales.com

R E TAI L E R R E F L E C T I O N S

Every time you host a clearance sale, you should have one to three dollar tables or racks at varying price points. All of this happens in an instant in your brain. Often, you put the item down and say, “I’ll keep this in mind and come back.” But we all know that most likely you won’t be returning!

LEVERAGING DOLLAR TABLES

have a foolproof clearance sale tip for you — a way for your customers to say “Take my money!” Retailers are always amazed that one small tweak can make a huge difference to the bottom line. This strategy is featured in my Clearance Sale Secrets program. To understand why this strategy works every time, let’s put ourselves in the shoes of your customers. You’ve just walked into a store and you see a rack or table that is marked sale. You love a good deal so you head over to look. As you approach, you start evaluating the items to see if any will fit a need that you have, or if they appeal to you. For example, you

might be thinking, “My sister’s birthday is coming up. Is there anything here that she would like?” Each item is looked at critically. If something seems appropriate, you pick it up and the first thing you do is look at the price. That is the moment. Do you believe the item has enough value to be worth the amount it’s priced at right now? If yes, then you’ll buy it. But at this point you’re questioning it, “Hmm, I don’t know if it’s worth this. Will it be marked down again? Maybe I’ll come back.” Also, because it’s been marked down, you’ll inspect it closely to look for any real or imagined flaws that might have justified the marked down price. You’re actually looking for reasons not to buy it.

Now let’s imagine our customer in this scenario instead: You’re walking into a store and see a table with a mix of merchandise on it and a big sign announcing “$10 or less.” Your immediate (unconscious) thought is “I have $10! Let’s see what I can spend it on!” This is an entirely different thought process from the previous one. You’re actually anticipating to spend the money, already thinking about purchasing an item as you approach the table. Mentally you’ve already given the store your $10. Of course, you’ll still evaluate each item to see if it meets your needs. But suddenly, you’re automatically much more open to more needs being filled. In this situation, you’ve already given yourself permission to spend the $10. Every time you host a clearance sale, you should have one to three dollar tables or racks at varying price points. It doesn’t matter how big the markdown is of each item on this table or rack. If the sale price matches your dollar table price, it can be included! This type of clearance sale can work in your e-commerce shop, too — just set up dollar collections! This is how you use consumer psychology to maximize sales, and enjoy success as an independent retailer, while providing an exceptional experience to your customers.

CATHY DONOVAN WAGNER guides retailers to grow their sales so they can pay themselves and their staff. Watch how here: www.retailmavens.com/increasesales. 76 SEASIDE RETAILER JANUARY-FEBRUARY 2024

www.seasideretailer.com

A DIFFERENT SCENARIO

PRODUCT SHOWCASE

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

The Beach and Back The dana point circle necklace with a spot of crisp aqua is an easy addition to any outfit with adjustable size.

www.thebeachandback.com

CōTZ Keep skin moisturized and protected with lightly tinted, SPF 35 Face Moisture.

Dune Jewelry The Boho Cuff Bracelet features three detailed bands meeting in a large setting to display your choice of sand or earth element. www.dunejewelry.com

www.cotzskincare.com

Rustic Tides Coast to Coast Ocean Board is ideal for serving and entertaining beachside.

True Ocean Capture your beach day with Eau de Parfum, offering a light sunkissed fragrance of palm leaf, bergamot and mandarin. www.mytrueocean.com

www.rustictides.com

Impulse Souvenirs Acrylic Printed Magnets preserve the vibrancy of colors and the sharpness of details. www.impulsesouvenirs.com

Anju Stylish, sturdy and eco-friendly jute bag features inner cotton lining and will brighten any day at the beach.

www.anjujewelry.com

Trees to Seas Add vacation nostalgia to the holidays with layered laser-colored ornaments.

Inis Scented Seashells & Sea Glass gift set is beautifully boxed and ready for giving. www.inis.com

www.treestoseas.com

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

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www.seasideretailer.com

AD I N D E X A.T. Storrs Ltd. – www.atstorrs.com.....................................................................................51 A Seaglass Christmas – www.aseaglasschristmas.com..........................................................58 ABW Designs – www.abw-designs.com.........................................................................28 American Gift Corp. – www.agiftcorp.com...................................................................................17 Atlanta Market – www.atlantamarket.com.......................................................................71 Bags by Bruno – www.bagsbybruno-nj.com.................................................................. 61 Bali Queen – www.baliqueen.com.............................................................................. 31 Bamboo Source Tropical Decor – www.bambootropicaldecor.com...................................................... 37 Bamboo Trading Company – www.bambootradingcompany.com...............................................36 Beacon Design – www.beacondesign.com......................................................................65 Beaver Dam Woodworks – www.beaverdamwoodworks.com............................................40-41 Butler Hill & Co. – www.butlerhill.net...................................................................................29 Caloosa WaterWear – www.shopcaloosa.com.........................................................................34 Cape Cod Chokers – www.capecodchokers.com.................................................................66 Cape Shore – www.cape-shore.com.............................................................................. 5 Cotz Skincare – www.cotzskincare.com..........................................................................49 Country Home Creations – www.countryhomecreations.com....................................................11 Destination Jewelry – www.destinationjewelry.com.............................................................. 3 Dune Jewelry & Co. – www.dunejewelry.com..........................................................................52 Fancy That Gift & Decor – www.fancythatgift.com........................................................................ 13 First & Main – www.firstandmain.com......................................................................... 15 HS Seashells – www.hsseashells.com.............................................................................7 Impulse Souvenirs – www.impulsesouvenirs.com..............................................................83 Inis the Energy of the Sea – www.inisfragrance.com......................................................................... 27 Jackie Gallagher Designs – www.jackiegallagherdesigns.com...................................................54 JD Yeatts/Chesapeake Bay – www.jdyeatts.com.................................................................................... 19 Jilzarah – www.jilzarah.com.....................................................................................53 Joseph K. & Co. LLC – www.josephk.com....................................................................................55 JungleVine – www.naturebag.org................................................................................ 48

80 SEASIDE RETAILER JANUARY-FEBRUARY 2024

Kurt S. Adler – www.kurtadler.com................................................................................. 75 Las Vegas Market – www.lasvegasmarket.com................................................................... 73 Lay and Stay – www.layandstaybeachtowels.com..................................................45 Lighthouse Keeper's Pantry www.lighthousekeeperspantry.com..............................................62 Melissa Lew – www.melissalew.com.............................................................................58 Northern Tides Studio – www.northerntidesstudio.com.........................................................59 Ocean Jewelry – www.oceanjewelrystore.com............................................................ 84 P. Graham Dunn – www.pgrahamdunn.com...................................................................... 57 Patsy Kane – www.patsykane.com...............................................................................46 Philadelphia Gift Show – www.philadelphiagiftshow.com.......................................................69 Pink House Imports – www.pinkhouseimports.com.............................................................67 Riviera Towel Co. – www.rivieratowel.com...........................................................................47 Saltwater Born – www.saltwaterborn.com......................................................................33 Seaside Retailer magazine – www.seasideretailer.com..............................................................66, 81 ShipShapeStyles – www.shipshapestyles.com..................................................................62 Simply Chickie – www.simplychickieclothing.com.....................................................34 Simply Southern – www.simplysouthernwholesale.com............................................43 Slippery Elm – www.slipelm.com....................................................................................... 9 Stonington Designs – www.stoningtondesigns.com............................................................ 77 Sugared Mango – www.sugaredmango.com....................................................................59 The Beach and Back – www.thebeachandback.com ............................................................63 The Cottonseed Marketplace www.cottonseedmarketplace.com.................................................29 The Grecian Soap Co. – www.greciansoap.com.......................................................................... 57 The Petting Zoo – www.pettingzooplush.com.................................................................23 Town Pride – www.townpride.com................................................................................. 2 TownWear – www.mytownwear.com.........................................................................35 Trees to Seas – www.treestoseas.com............................................................................79 Xplorer Maps – www.xplorermaps.com......................................................................... 21

www.seasideretailer.com

S TAR F I S H AWAR D

Winner: Salt & Co. Location: Ocean City, Maryland Owners: Chris and Amie McCaslin

PHOTOS

: LAURA

NAVARR

A responsibility to give back

“

“As a business you have to be involved in the community. I feel like it is part of our responsibility.” — Amie McCaslin

Salt & Co. Home sells wood ornaments made by local high school students, with those proceeds going back to the school.