Souvenirs, Gifts & Novelties - August/September 2021

VOLUME 60 NO. 6 • AUGUST/SEPTEMBER 2021 • $7

PRESIDENT & EXECUTIVE EDITOR

Scott C. Borowsky

610-645-6940 ext. 0

ASSOCIATE EDITOR

Sasha Borowsky sborowsk@gmail.com

MANAGING EDITOR

Caroline A. Risi editorsgnmag@kanec.com

CONTRIBUTORS

Karen Appold

Hilary Danailova

Genie Davis

Sara Karnish Carime Lane

Natalie Hope McDonald

CONTROLLER

Joseph W. Mellek

610-645-6944

BILLING AND CIRCULATION

that features an interview with Morales.

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Articles

29 Special Feature: Retail Expert Q & A – A Conversation with Industry Veteran Tom Park

The Smoky Mountain Gift Show Section

31-61 Show-Supplied Editorial

64 Gifts of All Stripes Sell Solidly at Country and Variety Stores

How customers are finding all types of gifts at country and variety stores.

70 Bonus Sidebar: It’s a Wrap - Trends in Wrap and Bows

76 Where Souvenir Sales Are Second Nature - Trends in Mementos at Caves and Caverns

For this article, Contributor Genie Davis interviewed retail officials at three caves and a cavern to get their perspectives on best-selling souvenirs.

Gift Report

80 The Nature of Sales – Trends for Today from State Park Gift Stores

This article explores the pandemic’s impact on gift stores at state parks.

Special Resort Section

90 Meaningful Monograms - Classic Imprints Are Still Relevant at Resort and Gift Stores

Contributor Hilary Larsen spoke with five retailers in Massachusetts, Maine, and Connecticut to discuss trends in monogrammed merchandise.

92 Methods for Successful Selling - Jewelry at Resorts

This story by Contributor Sara Karnish focuses on selling jewelry successfully, and offers perspectives from retailers at resorts in North Carolina, Maine, California, and Pennsylvania.

94 Bonus Sidebar: Top Jewelry Theft Prevention Tips

Surf Expo Feature Section

100 Surf Expo Exhibitor List

110 Everything for the Beach – What Is Selling, from Apparel to Toys

For this article, beach store staff and owners described the merchandise they offer, including best-sellers.

113 Bonus Sidebar: The Word from the Beach – Top Customer Service Tips from Beach Stores

114 Made in America Merchandise – Coastal Gifts from Close to Home

A look at locally-sourced merchandise at coastal stores.

114

Apparel

118 Stepping Out in Style - Apparel Trends at Apparel Boutiques

This story explores what is currently selling at apparel boutiques across the country.

2021 |

130

119 Bonus Sidebar: Pastels or Primaries? Which Apparel Colors are Trending?

120 Bonus Sidebar: What Is Your Favorite Display Fixture and Why?

123 Best Boutique Practices - Apparel Display Tips from Men’s and Women’s Clothing Shops

For this article, store owners and staff offered their tips to display apparel in a compelling way to made selling easier.

124 Bonus Sidebar: How Does Lighting Fit in with Display Strategy

128 Dressing Guests with Apparel Extras - Selling Wearable Merchandise at Water Parks and Amusement Parks

Which apparel items guests are buying at water parks and amusement parks.

132 Bonus Sidebar: What to Do With Lingering Leftovers

Las Vegas Preview Section

134 Bringing Home the Sales – Selling Quality Home Décor Gifts at Resort Locations

How home décor gifts are sold to travelers.

138 Getting Gift Merchandise Out the Door at Museum Shops

For this article, Contributor Karen Appold interviewed museums in Florida, Michigan, Wisconsin, and Tennessee to discuss gift merchandise sales.

143-145 Las Vegas Market Section Trade Show News

Jewelry

138

146 Where the Jewelry Always Fits - Jewelry Trends at Gift Shops and Boutiques

Readers of this article can find out why three shops are stocking up on more jewelry, how they cater to their demographic, and more.

148 Bonus Sidebar: Are You Planning On Bringing In More Jewelry, Or Scaling Back Your Selection? Why?

149 Where Business Is Beginning to Normalize - Jewelry Trends at Hospital Stores

For this story, SGN checked in with the hospital gift store segment to discuss both the pandemic and the jewelry-selling climate.

General Merchandise Special Report

152 Going Small for Big Sales - Trends in Inexpensive Gifts at General and Variety Stores

152

For this article, three retailers told SGN what sells best in the inexpensive gifts category, and how to sell more of this type of merchandise.

156 A Study in Sales - Merchandise Best-Sellers at College Stores

Tie-dye, crop tops and loungewear are proving to be durable trends for a second season at college bookstores around the country.

169

158 Bonus Sidebar: What’s Your Best-Selling Gift Item?

Edible Gifts

160 Edible Add-Ons - Snacks and Candy at Pharmacies and Florists

Contributor Sara Karnish spoke with retailers at pharmacies and florists to find out how edible gifts fit into their merchandise mix.

Games, Playthings and Plush

165 Which Toys Can’t Be Beat

How toy stores find the toys that become best-sellers.

169 What’s Gaining in Games – The Sale of Games and Puzzles at Toy and Game Stores

Contributor Carime Lane interviewed four store owners and a game buyer to get a feel for current trends in toy sales.

Personal Care Products

196 Making Sales Second Nature - Best-Selling Natural Soaps and Lotions at Specialty Stores

Fragrant, easy to gift and universally practical, soaps and lotions were popular even before the pandemic and are now enjoying even more popularity.

198 Bonus Sidebar: What Is Your Top-Selling Soap Scent?

Zoo and Aquarium Section

196

199 Name-Dropped Plush at Zoos and Aquariums

Why name-dropping is an enduring practice that drives souvenir sales.

200 Bonus Sidebar: What Name-Dropped Items Sell Best For Your Store And Why?

Party Stores

203 Best-Selling Party Supplies and Decorations for New Year’s and Any Time

Even as COVID-19 restrictions shift and change, families and friends are planning celebration activities of all kinds for a wide range of occasions.

204 Bonus Sidebar: Top Children’s Party Themes

Year-Round Christmas Stores

205 Best-Sellers Where Every Day Is a Holiday

How Christmas store retailers manage their wide-ranging merchandise choices.

Commentary

Working Together Even if Working Apart T

he pandemic has made the possibilities of what can be accomplished away from a traditional workplace apparent for many employees and employers. For workers still on the job as usual, and the leaders responsible for these types of businesses, it has made the challenges of staying safe from airborne germs and distancing from others part of the fabric of the operations. As the situation evolves, retailers will continue to work together to create strategies to keep businesses running and merchandise in front of shoppers. We at SGN have been reporting on these emergent issues in every edition for over a year, bringing you articles that include insights not available anywhere else from your colleagues around the United States.

In this bigger and better last issue of the summer, we invite you to work toward creating new partnerships with vendors by reading the 2021-2022 Annual Buyer’s Guide Directory, a listing of many of the industry’s top vendors. We also additionally offer three special sections that highlight the Smoky Mountain, Las Vegas and Surf Expo trade shows.

Quotable

The magazine also includes a Special Resort Section covering monogrammed merchandise and jewelry, a Gift Report featuring interviews with retailers at state park gift stores, and an Apparel section that offers interviews with officials from apparel boutiques and water parks and amusement parks.

As one of the many bonus features in the issue, we offer a special interview with industry veteran Tom Park. Also in the edition is an update on retail at hospital stores, a General Merchandise Special Report, a piece about candy and snacks at pharmacies and florists, and a story covering soap and lotion sales. And don’t miss the Games, Playthings and Plush Section for the latest news on toy sales.

I hope you enjoy this edition, which also includes product news about several of the latest souvenir and gift items in the industry. If you are a vendor interested in an SGN advertising program, please contact our sales staff by emailing sgnmag@kanec.com. If you are a reader with comments, questions or suggestions, please email our editorial department at editorsgnmag@kanec.com.

Scott C. Borowsky President and Executive Editor Souvenirs, Gifts & Novelties magazine

610-645-6940

Scott C. Borowsky

“Individual commitment to a group effort - that is what makes a team work, a company work, a society work, a civilization work.”

- Vince Lombardi

Norma Gonzalez, retail operations manager, and Amy Nowak, assistant retail operations manager, the Brookfield Zoo, also known as the Chicago Zoological Park, in the Brookfield Suburb of Chicago, Ill. Gonzalez and Nowak were photographed with a merchandise collection called Just Imagine. See a future issue of SGN for an interview with Gonzalez about souvenir best-sellers.

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The Industry Loses Alton “Al” Lipkin

Alton “Al” Lipkin, longtime CEO of NANCO/Nancy Sales, passed on Monday, July 5, 2021, after a brief illness. He was 89 years old. After graduating from Brown University in 1954, he joined his father-in-law at Nancy Sales in 1957. From 1993-2008, Al was the CEO of NANCO/Nancy Sales. He was an accomplished and respected force in the souvenir, novelty, and gift industry. He was also a pioneer in sourcing product from overseas, developing relationships with suppliers that have maintained themselves to this day.

Al is survived by his children, Stephen Lipkin and his wife Janet, Debbie Seresky and her husband Peter, and Amy Robbins and her husband David. He is also survived by grandchildren Michelle and her fiancé Dan, Heather, Todd and his wife Melissa, Margo and her husband Ben, Robyn and her fiancé Jon, and Jodi and Jason. ❖

Alton “Al” Lipkin was accomplished and respected in the industry.

A&F Souvenir Unveils Rebrand with Fresh Website and More

A&F Souvenir has undergone a rebrand, complete with new website, fresh events, and a new vision for the future of the souvenir industry.

The logo and visuals are only one aspect of the larger rebrand, which aims to bring a fresh perspective to souvenir merchandising. The A&F website has been reimagined entirely, with a new focus on usability, storytelling, and access to information straight from the A&F team. Gift shop and souvenir merchandisers can enjoy a fresh, new experience on desktop and mobile.

Additionally, new social media accounts are being unveiled across Instagram and Linkedin, and events are coming back, too. Anyone interested in seeing A&F products at an upcoming trade show can track those dates online, while customers who can’t make it to an in-person show still have the option to schedule the company’s trade show in a box experience. This feature allows customers to peruse products at their leisure and even see what they would look like on shelves.

“We wanted to remove the friction between our customers and our products, and provide a better visual experience online, at events, and in our catalogs. This way, they can really envision what products might look like and how they’ll feel in-store,” said company President Michael

Atkinson.

While things are getting a shake-up online and in gift shops across the continent, A&F is staying true to the core promises that have kept them around since 1962, like super-low minimum order requirements, always-domestic shipping, and total customization. Above all, A&F will commit as much as ever to their partners, relationships, and services.

(For more information, visit www.afgift.com.) ❖

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Summer 2021 Atlanta Market Exhibitors Report Record Sales and Return of National Accounts

Atlanta Market confirmed its place as a top Summer 2021 buying destination for the national retail and design industry with better-thanprojected attendance and reports of record-breaking shows across its home and gift collections at the closing of its seven-day run, July 13-19, 2021 at AmericasMart Atlanta.

“Atlanta Market was exactly what buyers and sellers needed right now,” said Bob Maricich, International Market Centers (IMC) CEO. “The buzz about market quickly traveled

through the industry, and the brands and buyers who did not attend were really feeling like they missed out. We’re confident that their need to be a part of Atlanta Market will accelerate the growth of the Winter Market in 2022.”

Pent up demand for inventory led to aggressive buying by retailers and designers. Buyers from all market verticals – Gift, Home Décor and Apparel – were well represented with growth in all three categories over the Winter 2021 staging. Attendees hailed from all 50 states with notable growth from the Midwest and continued recovery of international traffic with buyers from some 36 countries.

Overall, the Summer 2021 Atlanta Market well outpaced the Winter 2021 staging, growing by nearly 55% in attendance and ultimately beating IMC’s pre-market projections

with more than 85% of the Summer 2019 turnout.

Many retailers and designers chose Atlanta Market as their first market after a pandemic hiatus or as their first market ever.

“Coming back to the Atlanta Mart has felt like a homecoming,” said Jorge Gonzalez, buyer and general merchandising manager for Draeger’s HOME & Market with four stores in California. “The safety measures and the graciousness of the Atlanta Market staff has left me with a smile on my face and an incredible hope for the future of our business and brick and mortar stores!”

Brands from across Atlanta Market’s categories had record breaking shows. Hali Vradelis, National Sales Director of Vietri reported “our biggest day of sales ever – and not by a small margin!” Jack Abelarde, owner

3 Kids Kompany said “July Atlanta Market has been a CRAZY good show - RECORD-BREAKING!”

The Winter 2022 Atlanta Market is Tuesday, January 11 - Tuesday, January 18, 2022, with temporary exhibits Wednesday, January 12 - Sunday, January 16.

Sports Licensing and Tailgate Show 2022

The Sports Licensing and Tailgate Show (SLTS) is slated to take place January 19-21, 2022 at the Las Vegas Convention Center. The 2022 event will be the first live show since cancelling in 2021 due to health and safety concerns. The response from both attendees and exhibitors has been overwhelmingly positive and show organizers ex-

pect a solid turnout.

Products for Every Fan

Attendees represent stores of all sizes and range from specialty shops to department stores to mass market retailers. The vast array of product categories on display from exhibitors make the show appeal to a variety of retailers.

More than 300 companies will be exhibiting, showing off the latest fan gear to expand the product offerings of retailers. Exhibiting licensees represent all professional and collegiate leagues and teams and will be showcasing merchandise in every possible product category – from toys and games to apparel to pet products and much more. Licensors and agents that participate include Collegiate Licensing Company (CLC), NASCAR, NHL, and NBA. Some

of the licensees exhibiting include: FOCO, Rico Inc., Team Sports America, Party Animal Inc., The Highland Mint, Fan Creations, Jenkins Enterprises and Aminco. The entire exhibitor list can be viewed at SportsTailgateShow.com.

Money Back on Purchases

The License to Buy Show Specials Program will be back again in 2022. License to Buy is a favorite among exhibitors and retailers alike. This exclusive rebate program gives buyers money back on orders they are already placing at the show. Retail buyers are rewarded based on the number and dollar amount of orders placed with participating exhibitors. More than $20 million in orders were written at the 2020 show with the 155 participating exhibitors and

Continued on page 24

Trade Show News (From page 23)

the show gave back over $230,000 in rebates to buyers.

SLTS will again offer an industry breakfast with keynote address, along with educational sessions specifically for retailers. Other show highlights include The Opening Night Party and the New Product Zone. The Opening Night Party is the official gathering of all attendees and exhibitors for food, drink and networking. The party takes place Wednesday, January 19 at 5 p.m., in the Sports Lounge on the show floor. The New Product Zone is a special display area that lets buyers preview exhibitors’ latest products before they even enter the show floor.

Attendee registration will open in September. Qualified buyers can register for free prior to October 31. Visit www.SportsTailgateShow.com for more information or to sign up to be alerted when registration opens. ❖

Gift for Life’s “Feed the Hungry - Feel the Good” Campaign Raises Nearly $50,000 for World Central Kitchen during Atlanta Market

Gift for Life, the gift, stationery and home decor industries’ leading charitable organization, announced recently that its “Feed the Hungry – Feel the Good” fundraiser yielded nearly $50,000 for World Central Kitchen, an organization which distributes individually packaged, fresh meals in communities that need support during times of crisis.

The campaign, which ran in connection with this summer’s Atlanta Market (July 13-19), raised a total of $48,403 for World Central Kitchen. Individual donations ranged from $50 to $1000, with large gifts from J Douglas, Loloi Rugs and Worlds Away and a $10,000 matching grant from International Market Centers.

“Nearly $50,000 translates to almost 5,000 meals and 30 restaurants supported,” said Cole Daugherty, chair of the Gift for Life board. “We are grateful for the industry’s support of our first at-market fundraiser for World Central Kitchen, and hope that we can continue this momentum in August for campaigns connected with the Retailer Excellence Awards and Las Vegas Market.”

Donate online at: https://donate.wck.org/LasVegasMkt. ❖

Views of the trade show floor at a Sports Licensing and Tailgate Show.

Calendar TRADE SHOW A Look at 2021 Trade Shows

August

19-22 Rocky Mountain Apparel, Gift and Resort Show National Western Complex Denver, Colo.

22-25 ASD Market Week

Las Vegas Convention Center Las Vegas, Nev.

22-26 Las Vegas Market Gift and Home Temporaries Expo at World Market Center

Las Vegas, adjacent to Building C

Las Vegas, Nev.

(Circle 41 on card.)

September

9-11 Surf Expo Orange County Convention Center

West Concourse Orlando, Fla.

(Circle 73 on card.)

9-12 Gem and Lapidary Wholesalers

Holidome Tucson, Ariz.

28-30 Las Vegas Souvenir and Resort Gift Show

Las Vegas Convention Center

West Hall

Las Vegas, Nev.

October

5-7 Toy Fair Dallas Dallas Market Center Dallas, Texas

6-8 Corpus Christi Souvenir & Resort Show

Corpus Christi American Bank Center

Exhibit Hall A

Corpus Christi, Texas

13-15 Panama City Beach Gift Show

Boardwalk Beach Resort

Panama City, Fla.

17-18 Gem and Lapidary

Wholesalers

Doubletree-Bloomington Minn. South

Minneapolis, Minn.

21-23 National Hardware Show

Las Vegas Convention Center West Hall

Las Vegas, Nev.

22-24 Gem and Lapidary Wholesalers

Burton Manor

Livonia, Mich.

29-31 Gem and Lapidary

Wholesalers

Osceola Heritage Park

Orlando, Fla.

November

1-3 Ocean City Resort Gift Exp Roland E. Power Convention Center

Ocean City, Md.

Continued on page 28

Showrooms: January 11–18, 2022

TRADE SHOW

A Look at 2021 Trade Shows

2-3 Gem and Lapidary Wholesalers

WNC Agricultural Center

Asheville, N.C.

10-13 IGES

LeConte Center

Pigeon Forge, Tenn.

10-13

Smoky Mountain Gift Show

Gatlinburg Convention Center

Gatlinburg, Tenn.

(Circle 87 on card.)

December

5-8 Grand Strand Gift & Resort

Merchandise Show

Myrtle Beach Convention Center

Myrtle Beach, S.C.

(Circle 31 on card.)

Save the Dates:

January 19-21, 2022

Sports Licensing and Tailgate Show

Las Vegas Convention Center

Las Vegas, Nev.

(Circle 69 on card.)

February 19-22, 2022

Toy Fair NY

Jacobs K. Javits Center

New York, N.Y ❖

THE

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Retail Expert Q & A

A Conversation with Industry Veteran Tom Park

A30-year industry veteran, Tom Park specializes in helping retailers maximize opportunities and turn around struggling businesses, from financing to day-to-day operations. Park pioneered experiential retail during a decade in various leadership positions at The Walt Disney Company, including President of The Disney Store and a series of roles with Disney Consumer Products.

As President at Sears Holdings, Park oversaw the modernization of Sears’ storied brands; during his tenure, Kenmore become the first major appliance brand to be sold on Amazon, while The Craftsman Brand was sold in 2017 to Stanley Black & Decker for $900 million. Park has also served as CEO of Incipio Group, a consumer products company, and COO at Belkin International, where during his dozen years the business doubled to $1 billion.

Since December 2020, Park has been Managing Director at Chicago-based Portage Point Partners, where he oversees the United States market for consumer retail; he also serves on several advisory boards. Park graduated from Villanova University in 1979 with a bachelor of science degree in accounting.

As the pandemic recedes in the U.S., Park, who lives in Los Angeles, thinks savvy retailers will take advantage of pent-up demand for the in-store experience. “Travel is picking up, and the gift business is coming back,” he told SGN in July. “If it’s the first souvenir you’ve bought in 18 months, you’re going to have fun with it.

ing to even out after the stimulus ends. Many retailers are dealing with liquidity challenges: They’ve taken on a lot of debt to get through last year, when they weren’t making any money at all. It’s hard to start back up after that.

We can solve some of the supply chain problems with local sourcing. When I ran Baby Style, an ecommerce startup, back in the 1990s, there was a time when the ports were shut down. That was a problem because all our products were made in China. So we turned around and had baby clothes manufactured right in L.A.

With labor, a big mistake many retailers make is not training staff well. Employees want careers. So you have to say, “We’re not just going to have you watch

“Service is the secret sauce for a specialty retailer. People want that human touch, to have conversations. Once you establish a relationship, they’re going to come back next month to see what’s new. Create a warm, well-merchandised environment: ‘Have you seen this? Take a look — this is kind of fun.’ Create thoughtful gifts around the traditional gift-giving occasions — Mother’s Day, Father’s Day, Valentine’s Day. Advertise them, and make them hard to get: ‘I only have a hundred of these.’ People like that.”

– Tom Park, managing director, Portage Point Partners, and a 30-year retail industry veteran

“The joy of shopping is what’s been missing. People are tired of doing everything on a computer. Getting out of the house, talking to a sales person, discussing whether to buy an item or not — that’s the opportunity for retailers right now.”

the cash wrap; we’re going to train you to merchandise, develop real skills.” Offer your employees the opportunity to be not only a $15-an-hour employee, but part of the business — learning merchandising, tracking trends. Think of training as compensation; it doesn’t cost much to offer.

Souvenirs, Gifts & Novelties

(SGN):

What are the top issues that retailers are facing today?

Tom Park: The supply chain and labor shortages have been real problems, although I think they’re go-

Be creative about incentives. Sales bonuses, maybe even healthcare. I know that’s not what small retailers want to hear, but if you want to make sales, you have to have a great team.

Continued on page 30

SGN: In your retail roles, what have you learned about the shoppers’ mindset — how to capture their imaginations?

Tom Park: At Disney, our job was not only to sell products, but to promote the brand; people wanted to hear what was going on at Disney. One time, when a Tarzan movie was coming out, we transformed the whole store into a jungle — it was a total experience. Our merchandise and products had to be consistent, and our employees had to know everything about not only the items, but also the movies and the whole world of Disney.

Apple is a company that does a great job with that. You walk into an Apple store, you feel the brand, you get excited by all the products. It’s fun. You don’t get that feeling buying an iPhone in a Verizon store.

Independent retailers have to really differentiate themselves from the big box stores, because the competition is so much stronger nowadays. If you say the refrigerator is going to be delivered at 2 p.m. on Thursday, deliver it at 2 p.m. on Thursday. With Kenmore, we knew what kind of door handles people liked on their refrigerators. That attention to detail is what made it a top brand for 100 years.

Shopping is also the joy of the hunt. Especially for the gift and novelty business, customers usually don’t know what they want when they walk in the store. So you’ve got to have items that are special and unique, and really market them.

SGN: What are your top tips for operating a successful store?

Tom Park: Service is the secret sauce for a specialty retailer. People want that human touch, to have conversations. Once you establish a relationship, they’re

going to come back next month to see what’s new.

Create a warm, well-merchandised environment: “Have you seen this? Take a look — this is kind of fun.” Create thoughtful gifts around the traditional gift-giving occasions — Mother’s Day, Father’s Day, Valentine’s Day. Advertise them, and make them hard to get: “I only have a hundred of these.” People like that.

Collectibles is a real opportunity for the independent stores. I ran the Disney collectible programs for many years, and we let people know in advance about limited edition products. Have a good loyalty program: “We have these coming in next week, I’ll set one aside for you.” Create a real club atmosphere. Big box retailers, they just can’t do that.

On the financial side, have a keen eye on your P&L and working capital. Measure your pricing, stay focused on your margin. You’ve got to pay that bill when the loans come due.

You don’t want to lose out because you’re priced too high. It’s tough because mass marketers have put a lot of pressure on pricing; they have economies of scale that you don’t. If you have a more unique item, you have to articulate why it costs 10 percent more.

SGN: As the United States enters a new phase of the pandemic and looks ahead to its aftermath, what retail trends do you see?

Tom Park: Being successful coming out of this and going forward is all about the customer — creating the customer experience. Retailers that do that are going to thrive with this pent up demand.

Amazon, Walmart and Target have dominated the retail landscape in recent years. During the pandemic, their delivery systems have gotten even better. They’re only going to get stronger.

So if you’re a brick-and-mortal retailer, you have to have something more to offer — unique merchandise, a fun experience, that personal touch. Independent stores have a much better chance to thrive than malls, which have no foot traffic right now.

You have to let people know what you have. The future is going to be digital marketing. Everybody’s on Facebook, on Google. A good website is important; if you don’t have one, get one. And make sure people can find you on their mobile device.

For instance, I’m in New Jersey right now on vacation, and if I want something, I’ll look some place up and go there. Before, I’d just wander the street looking. ❖

10-13, 2021

2021 SMOKY MOUNTAIN GIFT SHOW OFFERING EXPANSIVE RANGE OF PRODUCTS FOR RETAILERS

The Smoky Mountain Gift Show will be back in Gatlinburg, Tennessee on November 10-13 2021, bringing top-name souvenirs, resort gift lines, and innovative tourism products together under one roof for optimum buying convenience. Only in Gatlinburg will you have an opportunity to shop an unrivaled selection of new products from hundreds of leading manufacturers and innovative newcomers.

56 YEARS STRONG – KNOWN FOR WHAT’S NEW

The Smoky Mountain Gift Show is the retailer’s resource for the best names in the business. Discover:

• NATURE & WILDLIFE PRODUCTS

• APPAREL & CLOTHING

• HOME ACCESSORIES

• LIFESTYLE PRODUCTS

• GOURMET FOODS SECTION

• LAKE, MOUNTAIN & LODGE DÉCOR

• MADE IN THE USA PRODUCTS

• SOUVENIR, NOVELTY & TREND ITEMS

• COLLEGIATE MERCHANDISE

• GAMES, PUZZLES & TOYS

• HOLIDAY & SEASONAL ITEMS

• JEWELRY

• LICENSED PRODUCTS

• CUSTOM LOGO PRODUCTS & PROMOTIONAL ITEMS

• PERSONALIZED PRODUCTS

• WOMEN-OWNED COMPANIES - NEW!

• MINORITY-OWNED COMPANIES - NEW!

• SUSTAINABLE PRODUCTS - NEW!

See a small preview of the products available on the following pages!

Be sure to join us in Gatlinburg for exclusive show discounts, daily happy hours, networking events, prize wheel giveaways, cash giveaways and more!

Register and learn more today at www.smokymtngiftshow.com/sgn

Gifts of All Stripes Sell Solidly at Country and Variety Stores

At country and variety stores, the gift category is as broad as the stores carrying them. From folksy to festive, fun to functional, customers can find all kinds of gifts at these stores.

Retailers like Nina’s Department and Variety Store, a 3,500-square-foot shopping destination in Spring Green, Wis., stock a wide range of merchandise, most of which is perfect for giftgiving. “We have a specific gift boutique, but throughout the store, every department has a giftware component,” said Owner Joel Marcus , who described Nina’s as a “hybrid department/ variety store”. “In housewares we have everything from novelty-type kitchen knickknacks to clever towels and potholders. In menswear we have giftware like tools and doodads men need. In our baby section we have gifts for newborns. We also have an extensive yarn department

which my wife oversees—she always manages to find things like unique knitting needles.” Marcus said customers’ gift-buying habits were altered by the pandemic. “People were spending a lot of time at home, and that changed the nature of what people were buying. Home décor and anything that added to the comfort of being at home was popular—anything from candles, to serving ware, to wooden signs

Continued on page 66

Sales Associate Kathy Steffen holding a decorative sign at Nina’s Department and Variety Store. Signs with uplifting messages and other home décor gifts have been popular during the pandemic, one of the owners said.

Main Street Variety Owner Kate Hopkins’ daughter Harper. The best-sellers for this Alma, Neb., store change with the occasion and season, Kate Hopkins said.

NOVEMBER 10-13, 2021

Gifts of All Stripes (From page 64)

with uplifting messages. Many people adopted dogs and cats, and the pet-themed giftware did very well.” Marcus’ family has owned Nina’s for 105 years.

Variety stores have a long tradition of carrying “a little bit of everything” for their customers. Kate Hopkins , owner of Main St. Variety in Alma, Neb., said their best-selling gifts change depending on the occasion and season—“toys for kids’ birthdays and Christmas. RADA knives for wedding gifts. Yard décor, especially seasonal flags and rugs for Mother’s Day, a woman’s birthday, or Christmas,” she said.

Country stores stock a range of items, most with a primitive or “folksy” flair. “For gifts we run the full gamut, from candles and home décor, souvenirs, art, crafts, antiques, wine, and a full line of specialty gourmet food items,” said Michael Strait , who co-owns The Hearth and Home

Continued on page 70

Exterior views of the Hearth and Home Country Store. In addition to food gifts, the store stocks everything from candles, home décor and souvenirs, to crafts, antiques and wine.

Gifts of All Stripes (From page 66)

Country Store in Island Pond, Vt., with Tim O’Bar. He pointed out specialty food items are among the best-selling gifts in their 6,000-square-foot store because “they are something everyone enjoys and can use.” Gift-giving is universal. Vacationers tend to seek out unique souvenirs for themselves or loved ones; lo-

It’s a Wrap Trends in Wrap and Bows

Attractive wrap and bows add the finishing touch to make any gift extra-special. Retailers give customers various options for wrapping gifts.

“We carry Hallmark cards - we have an 8-foot section of gift wrap and bows. Our biggest seller are gift bags,” said Spring Green, Wisconsin’s Nina’s Department and Variety Store Owner Joel Marcus. “We have our cards spread out along two walls of our store—they make an L-shape. The gifts are in the ‘crook’ of the L. We want people to buy a gift, pick out the wrap and cards. Hallmark has been adding a shelf to the top of their display with the gifts. It’s called ‘Bag and Go’—people can buy a gift, one of these gift bags, so rather than the wrap you get a bag, put in the gift, and go.”

Michael Strait, who co-owns The Hearth and Home Country Store in Island Pond, Vt., with Tim O’Bar, said they do not sell wrap and trimmings at Hearth and Home due to competition from dollar stores. “It is very difficult to sell a $5 or $6 roll of wrapping paper when [a customer] can go down the street and get it for a dollar. We do offer free gift wrap as well as free gift basket service,”

cal customers seek out favorite nearby shops for the perfect special occasion gift. Pam Patten , owner of Country Keepsakes in Trenton, Maine, said her oneof-a-kind gift inventory is a mix of “Made in Maine” items and products reflecting life in Maine. Patten’s biggest seller is lawn and garden décor. “We sell a lot of whirligigs—little wooden toys which were popular

he added.

Pam Patten, owner of Country Keepsakes in Trenton, Maine,, does not sell wrap or ribbon. Instead, “we don’t wrap the gift, necessarily, but we arrange it in a gift bag with tissue paper so the customer doesn’t have to worry about that.”

Kate Hopkins, owner of Main St. Variety in Alma, Neb., sells wrap, bags, and bows, and offers free gift wrapping. “We do most of our free gift wrapping for last minute shoppers. Especially men on Christmas Eve,” she said. She also offers extra touches for shoppers during the holiday season: “During the holidays especially, our shopping bags are black. We have a lot of parents that want to make sure their kids don’t see inside the bag. We also have a Santa letter ready

for kids to fill out while they walk through our toy aisles. We get a lot of parents who ask for a copy and come back later without their kids to shop. We’ve held later evening shopping nights that correspond with kids’ church nights so parents have a chance to shop without their kids,” she said. ❖

A wrap display at Nina’s Department and Variety Store in Spring Green, Wis. The store’s biggest sellers in the category are gift bags, according to one of the owners.

all the way back in the 1920s, a lot of Amish lighthouses for outdoor décor, lighthouse birdhouses, and things like magnets, souvenirs, and jams and jellies made in Bar Harbor,” she said. “We sell a lot of Made in Maine products because not too many people carry them. Not many people sell the whirligigs. I sell a lot of unique products—not everyone has what I have. That’s why I’ve remained here for so many years.”

Because COVID changed customers’ buying habits significantly, there was no one gift trend over the last 16 months. “People are buying everything right now,” Marcus said. “There are certain themes that we carry out because we’re in a rural, touristy area. North Woods goods always do well for us—farm- and country-themed goods. Americana and garden-themed items always do well. We constantly change our displays so we’re very seasonoriented.” Because of the supply chain shortage and the difficulty with stocking certain items, Marcus said identifying trends is even more of a challenge—“Now we’re

Continued on page 72

Country Keepsakes employee Larry Brook, photographed with a gift display. Gifts made in Maine are stocked at the store, as are products reflecting life in Maine.

SMOKY MOUNTAIN GIFT SHOW PREVIEW

NOVEMBER 10-13, 2021

Gifts of All Stripes (From page 71)

just sort of hitting all bases.” Strait is seeing more of a shift in customers’ general shopping preferences—”People are purchasing more from small independents and skipping the Amazon site,” he said. Hopkins is seeing more customers invest in higher-quality items and the classic, recognized brands like Fisher-Price, Mattel, Nerf, and Hot Wheels. “RADA knives are more expensive, but they are made in the U.S. and last,” she said. Patten said gnomes in all forms—“cloth, cement, ceramic”—are trending, as well as items with bumblebee motifs, which she said they “can’t keep in stock. Wooden signs are another big trend. Sincere Surroundings is a new company that just came out. Their products are good. Their sayings are beautiful, the coloring is pretty. Their products are different from others I’ve seen.”

Merchandising is essential for showing off products’ various features and arranging

them in a way that encourages sales. Marcus said in his community, there is even greater emphasis on creating impressive displays. “Spring Green is a tourist community based on the arts. We have a lot of art galleries and many of our fellow merchants are artists. The competition in terms of visual display is very high. It keeps us constantly thinking about how to display goods. We usually try to create themes, especially on our end caps, which usually starts when we’re buying merchandise. We look at what will go together and essentially tell a story,” he said. Patten’s 15,000-square-foot store is located on a highway, so she arranges most of her lawn

Nina’s Department and Variety Store Owners Joel Marcus and Judith Swartz Marcus. Throughout the Spring Green, Wis., store, every department has a giftware component, Joel Marcus said.

Pam Patten, owner, Country Keepsakes, Trenton, Maine, with an edible gifts display. Lawn and garden décor is best-selling for the store, Patten said.

and garden items outside to attract drivers’ attention. “People always comment on our outdoor display. They’ll say, ‘We just had to stop,’ ” she said. “[A good display] makes everything look attractive so it makes people want to stop and purchase. Customers can tell when you have taken the time to make your shop look nice.” Inside her shop, Patten utilizes grouping similar items as an effective display tip. “I’ll have the blueberries in one place, put the jewelry all together. People always comment on how neat, organized, and uncluttered my store is,” she added. Strait’s display tip is stick to the basics: “Neat, organized, and decorated to invoke an emotion. Merchandising is how you introduce the product to the customer.”

Hopkins’ display tip is to focus on a single product. For instance, “We have an old screen door display we made so we can feature a single door hanger, garden flag, and door rug. We have a Hoosier cabinet that works well to spotlight the RADA knives. And we use social media to feature our new products--Instagram, FB, snapchat, and TikTok.” Another tip from Hopkins is to use furniture as display pieces so customers

can see how items might look in their home. “We also have a fake fireplace/mantel setup which we decorate each season so people can see how our seasonal decorations work together.” ❖

Co-Owner Michael Strait in the Hearth and Home Country Store’s Christmas room. This Island Pond, Vermont, store does well with specialty food items, Strait said.

IN-HOUSE DESIGN , SCREEN PRINTING, EMBROIDERY, AND PAD PRINTING CAPABILITIES

UNIQUE PRODUCT COLLECTIONS FOR A WIDE VARIETY OF DESTINATIONS

Where Souvenir Sales Are Second Nature Trends

in Mementos at Caves and Caverns

Cave and cavern stores are often purveyors of unique souvenirs and a mix of conventionally popular items. Nationwide, spelunkers don’t need their carabiners to explore a diverse group of treasures.

At Crystal Cave-Heineman’s Winery, located on the island of Put-in-Bay, Ohio, Vice President and General Manager Dustin Heineman described his best-selling souvenirs as “Everything from wine glasses to sweatshirts to jewelry. The range of items that

and seniors. The kids and the seniors will often come in bus groups and tours, so we try to carry items for everyone. The kids all love the rocks, as well as toys such as the little Hatch ‘Em dinosaur eggs we carry. Adults are into the T-shirts and sweatshirts, the shot glasses, wine glasses, and jewelry.” According to Heineman, the site’s 375-square-foot gift shop is “not big enough. We have a high volume of traffic, but limited space, because in the same area we have the shop, the wine bar, and the cave waiting room. We also have a wine garden in the back where guests can come and sip and enjoy our wine.”

“T-shirts especially do well. We are also the Put-in-Bay rock shop, so we offer little boxes filled with interesting rocks like malachite, as well as seashells, or shark teeth. The boxes have our Crystal Cave logo on them. The seashells and the rocks both reflect the fact that we are on an island.”

- Dustin Heineman, Crystal Cave-Heineman’s Winery, Put-in-Bay, Ohio

do well for us is in part because both our winery and winery tours, as well as our cave tours, all sell gifts and souvenirs from the same shop.” Heineman’s bestselling name-dropped souvenirs are clothes items of all kinds. “T-shirts especially do well. We are also the Putin-Bay rock shop, so we offer little boxes filled with interesting rocks like malachite, as well as seashells, or shark teeth. The boxes have our Crystal Cave logo on them. The seashells and the rocks both reflect the fact that we are on an island.”

The shop finds its souvenirs from a variety of sources. “Most of the time,” Heineman explained, “I just go online. But for the rocks we carry, I go to Tucson in February for the big rock shows, when they are selling rocks from around the world at a wide variety of vendors.”

Buyers at the cave store come from all different age ranges, he attested. “We get school groups, families

In Horse Cave, Ky., at the Hidden River Cave and American Cave Museum, Tour Guide Joshua Matteson described the gift shop as containing everything from Kentucky-related souvenirs to rocks and minerals of all kinds, along with T-shirts, décor items, and books. Best-sellers? “All our amethyst trees, by far. They aren’t local to the region, but they are so pretty and unique. Overall, anything mineral and jewelry oriented does the best for the store,” he said. When it comes to name-dropped or logo bearing items, the store sells T-shirts, mugs, and water bottles, which he noted do “moderately well”

Continued on page 78

NOVEMBER 10-13, 2021

for the store. New souvenirs are stocked from online ordering sources, and like Heineman, guests who are souvenir purchasers cover a wide range of ages. “Kids find what they like, and their parents do, too,” he said. And everyone likes the rocks and minerals that the store offers.

At Natural Stone Bridge Caves and Park in Pottersville, N.Y., Shift Supervisor Jill Mead agreed that rocks and minerals sell best. “Because we are a cave attraction, we do a lot of geode popping and cutting.

cation. Name-dropped shot glasses also do well.” At the moment, tops among apparel items are sweatshirts, she noted. “It’s because we have been having very cool weather here.”

Mead said that the shop primarily stocks souvenirs through trade show attendance. “Our owners, a husband-and-wife team, Greg and Dee Beckler, go to trade show events in Tennessee and they go to Tucson, to the big rock show. We also shop at Wilcor International, a company that carries a lot of wholesale items in the area, from kids’ items to a lot of our name-drop items as well.”

“We do the best with gem necklaces and marble turtles. The turtles are both unique, and proceeds from their sales go to support turtle rehabilitation. I think people like to support that, and there is a nice little mission behind the sculptures, which are very well-made.”

That is a big seller in our rock shop. In gift items, we try to find different souvenirs that stand out from the ordinary. We do some local handmade items on commission, like earrings and necklaces, sterling silver with garnet in them from local craftsperson Judy Brown do very well for us. And we also do quite well with a few simple novelty magnets and paintings on fungi.” She added, “Additionally, we sell stone bookends made of cut geodes that are vividly dyed to create brighter colors. We have balsam bags, kids’ toys and lanterns, and we have another local craftsperson who creates beautiful ceramic ornaments that we sell.” The store also offers apparel items that do well. “Other items that sell well for us include plant-pot hangers, carved stone animals, and wind chimes. We have gem mining that does well, and little gem-mining bags.” Perhaps one of the most unique top sellers for the gift shop, Mead reported, are “Agate stone chess sets. They come in different sizes and [colors.] They are a very big seller for us.” In short, the unexpected and unusual items the store carries all do well because they are not something shoppers can find just anywhere. But while unique and locally made items are strong sellers for the store, so too are T-shirts, hats, mugs, insulated mugs, and cups which are name-dropped, or feature a logo with a carabiner on them. “We have our name or logo on all our T-shirts, as well as those with Adirondack Mountain Park on them, which is our lo-

As to what visitor age group is a main gift shop purchaser, Mead said it’s across the board. “Adults go through the rock shop all the time and we make a lot of sales there, the kids are more interested in smaller souvenirs. So, I suppose if I can pick just one category it would be the adults.”

Chase Lasley , gift shop manager at Diamond Caverns in Park City, Ky., related that his store’s best-sellers are also in the gems and minerals category. “We do the best with gem necklaces and marble turtles. The turtles are both unique, and proceeds from their sales go to support turtle rehabilitation. I think people like to support that, and there is a nice little mission behind the sculptures, which are very well-made.” In the name-dropped and logo category of souvenirs, Lasley said that stickers and magnets do best. “They are inexpensive items, and we have multiple kinds of these. Sweatshirts and hoodies do well in name-dropped apparel,” and everyone likes wearable souvenirs. The store finds the souvenirs it stocks at a number of different trade shows and rocks shows throughout the country, Lasley stated. He reported that adults are hands-down the main buyers for the gift shop items. “We are right off the Interstate, which draws adult travelers and families, but as far as large groups of children, school groups and such, they are siphoned off by Mammoth Lakes National Park. Groups go more for that location.” With that in mind, he pointed out that “We select souvenir items that fit that crowd, so we don’t have too many toys or anything like that. We are more of a rock souvenir shop than anything else.”

Overall, it may take a deep dive to discover interesting rocks and minerals in the caves and caverns themselves, but visitors to attractions’ gift stores can find them ready to buy. ❖

Where Souvenir Sales (From page 76)

- Chase Lasley, Diamond Caverns, Park City, Ky.

The Nature of Sales Trends for Today from State Park

Gift Stores

By Susan Mease

As states responded differently to COVID rules and restrictions, so too did state parks. Read on to see the pandemic’s impact on gift shops at state parks.

At Carter Caves in Olive Hill, Ky., Acting Store Supervisor Amy Sparks said that COVID didn’t bother them. People continued to come to their park to get away from “all that.” The store was only closed for a couple of months and the sales this year seem to be running about the same as last year. They have a very popular gem mine outside where little kids and big kids (aka adults) enjoy panning for gemstones or fossils. In addition to the bags of mining material, T-shirts are her other hot seller. They are displayed on the wall so you see them as you walk in. She emphasizes Carter Caves specific designs on all her products and has ordered more name-dropped items like mugs, shot glasses, and backscratchers, keeping mostly to low end prices.

Sparks said the store shelves look a little thin as she is having trouble getting merchandise. Orders are taking four to eight weeks to arrive, so she has to be more proactive than usual in her ordering.

Christa Drake , one of the park managers at Lake Bemidji State Park in Minnesota, said their sales are a little up from before the pandemic. The store was closed for most of 2020. She does best with sweatshirts and T-shirts with the park name on them and with plush of animals specific to the park. She puts plush at kids’ eye level and it’s the first thing you see as you walk in the store. T-shirts and sweatshirts are displayed on the wall under lighting with the various sizes folded in cubbies. Tie dye is super popular in blues and pastels. The store is very small, but they also sell vehicle permits there so there is good walk-in traffic. Like most park stores, they sell pins and stickers that are specific to them and medallions for hiking sticks. They also sell some candy. Drake said there are some positions open as they are having a hard

Concessionaire Owner Sue Fouts photographed with mugs at McLain State Park in Hancock, Mich. Fouts said the stores made up income lost during the pandemic the first three weeks they were reopened. Continued on page 82

Gift Report

The Nature of Sales (From page 80)

time finding employees.

The gift shop at Old Las Vegas Mormon Fort State Historic Park in Nevada is small, about 20 feet by 20 feet, but it is right by the Visitors’ Center front desk, and you must walk through it coming into the park and leaving. Beth Hewitt , park supervisor, said they’ve had a slight increase in visitors this year and “people want to spend.” Books are the top seller, then souvenirs specific to the site like lapel pins. Kids like rocks and minerals and she also carries low end jewelry as well as necklaces in the $30 range that are made from recycled sari material that she got in just before COVID hit. She will feature new items on their Facebook page and in the “Friends of the Fort” newsletter. The store gets about 30-40 visitors a day, solid growth from the 100 a week when she started about six years ago, an increase she

attributes to each park getting more autonomy for ordering. Her top tip for increasing sales of a particular item is playing around with placement in the store and she is lucky enough to have staff with retail experience. Hewitt’s supervisor is Retail Storekeeper III Nicki Kendrick . She agreed with Hewitt that visitor spending is higher than normal and they’re up from last year. She said, “I think that has a lot to do with people just needing to get outside. Right now, between the two top grossing store in the Nevada system the top sellers are T-shirts and beach supplies.” She recommended that you ensure the displays are clean and fully stocked as “people tend to not want to buy an item if it is the last one on display.” Of course, try to make sure that you are open and wel-

Continued on page 84

An example of an eye catching display at the Pacific Historic Parks Museum Store. The store sells a multitude of books, including those written by Pearl Harbor survivors.

Retail Supervisor Kalei Duenas-Dandurant at the register at the Pacific Historic Parks Museum Store. The location’s director of communications and development said T-shirts, hats, coins, and pins sell well.

coming when customers come in. She also recommended that you display things in a staggered line as that tends to draw the eye to that area more than a straight line. The annual sales for all nine Nevada stores are around $1,000,000.

Lake Murray State Park in Ardmore, Okla., stayed open last year and Park Manager Richard Keithley , a 25-year veteran, said they were “swamped” with visitors. He attributed that to their location being on a main highway between Dallas/Ft. Worth and Oklahoma City. Keithley said, “We’re still up from before COVID and I don’t think it’s going down.” He also said that stickers are huge for him along with hat pins, hats, T-shirts, hiking sticks, medallions, bandanas, roasting forks, and plush. “People are in a mood to buy stuff.” His only tip for improving sales is “keep the shelves full and keep the doors open.” He has run into some supply issues but said that’s another reason to emphasize American made and, even better, locally made. The shop is about 20 feet by 20 feet, and he said an average day’s receipts might be $1,500-$2,000 or it might be zero.

Aaron Farmer , the park manager at Dead Horse Point State Park in Moab, Utah, is excited to report that their numbers are way above last year or the year before. However, he is having trouble getting merchandize because of COVID and the Suez Canal blockage. He still has lots of back orders and they will be going into the fall merchandising season shortly and he lacks merchandise. Summer is usually very slow as they are in the desert and it is very hot, especially this year. He urged shop buyers to focus on the park’s brand and use a consistent logo. The view at his park is world famous so everybody wants to buy something that evokes that view. He signs things that are new so they stand out. The store is about 350 square feet, but Farmer said they pack a lot in, and he did about $750,000 for FY 2020-2021. They also sell snacks, ice, and firewood for camp sites.

At Fort Bridger State Historic Park in Fort Bridger, Wyo., Park Superintendent Joshua Camp said they only reopened in late June and, at the time of writing, weren’t quite all the way open. The main gift shop has opened but the second shop which is a replica of Jim Bridger’s trading post carrying goods available in Bridger operated it in the 1840s hasn’t reopened because of spacing restrictions. Even with that handicap, Camp said their sales are much higher than they were in 2019. “People seem to want to spend money; they’re tired of being cooped up.” His

Continued on page 86

Suzanne Fouts, the concessionaire owner of the stores at Fort Wilkins State Park in Copper Harbor, Mich., and McLain State Park in Hancock, Mich., photographed with ice cream. Fouts makes her own waffle cones, and the stores also offer subs, fudge, and popcorn.

This Copper Harbor mug is available at the Fort Wilkins State Park gift store in Copper Harbor, Mich.

The Nature of Sales (From page 82)

Gift Report

The Nature of Sales (From page 84)

best-selling items are rabbit furs (the least expensive pelts he carries), nonfiring replica guns, and books which Camp said are hard to keep up with. He said he used to have the guns in a locked, glass case but moved them high on a wall, too high to touch, and sales improved. Camp preaches the importance of good lighting, especially because the trading post is fairly dark. The trading post is about 20 feet by 20

feet, and the regular shop is about 16 feet by 26 feet, and they average $350-$400 in sales daily.

Becky Canada , the gift shop supervisor at Cumberland Falls State Park in Corbin, Ken., said they have been at full speed since reopening. Her best-selling items are anything with the Falls on it: magnets, patches, T-shirts, cups. They are just as busy as before COVID and she has brought in more items specific to the area. She displays Cumberland Falls -specific items to the right of the door, and general Kentucky items to the left. She also sells a line of Kentucky-made products in the center of the store. Canada described the store as

Guests in line at the Pacific Historic Parks Museum Store. The organization is achieving pre-COVID retail revenue levels,

“not a very big space” but they do very well, averaging $5-9,000/day. Some of the hand-made pottery is as high as $45 and she also sells Willow Tree angels. She is also selling more snacks and cold drinks because the snack shack at the Falls couldn’t open due to short staffing.

The Pearl Harbor National Memorial, and the store on site, in Hawaii were closed for four months in 2020 due to COVID. Director of Communications and Development Jim McCoy said they’ve experienced a growth of sales since reopening and are close to achieving pre-COVID revenue levels. Their best-selling items are American flags flown over the Pearl Harbor National Memorial and the USS Arizona Memorial with certificates. T-shirts, hats, coins, and pins also do very well. They also sell a “multitude” of books including those written by Pearl Harbor survivors. In a store like his with its unique story, McCoy said the eye-catching displays are the ones that passionately tell a story such as one for a book and DVD package by Lauren Bruner, a sailor stationed aboard the USS Arizona who survived the attack. He passed away in 2019 and was interred in the USS Arizona during a special ceremony on Dec. 7, 2019, to be with his fallen shipmates in eternity. Of course, all displays need to

Continued on page 88

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A number one seller for Pacific Historic Parks is a Choose Your Date Flag. The gift offers a chance to have a flag flown over the USS Arizona Memorial or the Pearl Harbor National Memorial on the date of the purchaser’s choosing, and each flag comes with a certificate that can be dedicated to any individual or group.

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Gift Report

The Nature of Sales (From page 87)

be accessible, with good signage. The store is 2,053 square feet and annual sales during fiscal year 2019 (pre-Covid) was $7,000,000.

Suzanne Fouts is the concessionaire owner of the stores at Fort Wilkins State Park in Copper Harbor, Mich., and McLain State Park in Hancock, Mich., which she described as being as far in the northwest of Michigan as you can get. Consequently, COVID had little impact. They were closed May and June 2020 but made up that lost income

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Pacific Historic Parks Director of Communications and Development Jim McCoy. The organization has experienced sales growth since reopening, McCoy said.

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the first three weeks they were reopened. Their overall numbers are way up. Her best-sellers are coffee mugs, magnets, and ice cream (she makes her own waffle cones). It’s important that whatever she sells be name-dropped with either the name of the park or the town. Fouts puts small items on the counter where they are handy for upselling and said it is important to keep everything neat and tidy, no clutter. The McLain store is about 40 feet by 30 feet and one day sales average about $1,500. The Fort Wilkens store is about 75 feet by 30 feet and the one-day sales average about $3,000. She sells subs, fudge, and popcorn in addition to souvenirs.

Fouts is bothered by the fact that, because of social distancing rules, she can’t have enough staff in place to provide what she considers to be good customer service. Like many other managers interviewed, she’s also having a hard time hiring staff. She’s also having some trouble getting merchandise, especially T-shirts, although she said that’s loosening a little. She has eight orders that were due in May that still haven’t arrived. Before COVID Fouts also owned a hockey rink; that closed and is not going to reopen. That’s the difference between indoor activities and people getting out into the wide-open spaces. ❖

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SHOW PHOTOS

Meaningful Monograms

Classic Imprints Are Still Relevant at Resort and Gift Stores

By Hilary Larson

For 55 years, Port Canvas has been stitching initials and first names onto traditional canvas bags for its Kennebunkport, Maine clientele. “It’s not fashion-forward, but there’s a following for a traditional product,” noted Co-Owner Scott Phillip s. Sporty totes and duffels are always his best-sellers, with blue the most popular color.

Preppy New Englanders are well known for slapping monograms on everything from beach bags to bed linens — but such merchandise has broad appeal, especially in an era when many customers are looking for a personalized shopping experience. “Whatever the gift, a monogram makes it more special,” explained Owner Amy Minasyan , of Best Monogram in Washington Depot, Conn.

Best Monogram, a 10-yearold boutique, can stitch or engrave monograms onto virtually everything it sells — from bed sheets to bracelets, shower curtains to picture frames. Towels embroidered with initials are the store’s top seller, Minasyan said, along with $99 plush baby blankets and bathrobes for all ages.

Many retailers report monogramming children’s items with full first names, while adults prefer initials only. In resort areas, house and boat names are also in demand. “Here in Nantucket, most people name their houses,” noted Owner Brooke Boothe of Nantucket Monogram, which in addition to that Massachusetts island also has a store in New Canaan, Conn. Many of Boothe’s clients stamp their home’s

name or address onto linens and towels, drinkware and cocktail napkins.

Housewares have been more of a focus for shoppers this year at the 1,200-square-foot store, as the pandemic has kept many Americans at home. Gifts will always sell, but “people are buying for themselves more,” Boothe noted. Best-sellers include customized pillows — including college pillows for graduates — along with bed skirts, coverlets, and lamps. “Customers will monogram a throw to drape over the back of a chair,” the retailer explained. “We also do a lot of backgammon boards for people to take to the beach. And robes, of course, are a classic.” At Nantucket Monogram, personalization goes beyond initials: Boothe said sailors like adding nautical flag decals to boats, cars, and other items.

But tote bags are the store’s perennial favorite. In straw, neoprene or boat-and-tote canvas, a mainly female clientele favors traditional block fonts and sailboat motifs. “It’s always more of a challenge to find

An ad for Chatham Thread Works, a 700-square-foot store on Cape Cod. Canvas beach bags are customer favorites, but the store can put a monogram on anything, according to Owner Jennifer Falvey.

things for men,” said Boothe. “We make sure to have plenty of options, including new fonts with a bit of flair, and a quick turnaround time.”

At Pretty Poppy in Newburyport, Mass., day trippers can order a monogrammed bag, go down the street for lunch, and come back to pick it up — all in a matter of hours. Manager Breanna Alexander speculated that demand for purses, the store’s top-seller, is part of a larger trend: Women looking for a new wardrobe after a year spent mostly at home. “They’re getting out of their leggings and buying new things for themselves right now,” Alexander observed.

In-house monogramming is favored not only for bags, but also for glassware at the resort-town boutique. “We’ll personalize champagne flutes for weddings — for the bride and groom, or for anniversaries,” Alexander said. Fittingly, Tuxedo is the most-requested font at Pretty Poppy.

town, so we do a lot of totes,” said Owner Jennifer Falvey . “But we basically can put a monogram on anything.”

The Fishtail monogram font, a serif classic, is the favorite of Chatham shoppers, though many opt for the letter-in-a-circle style. Falvey said names and initials are equally popular, depending more

“It’s always more of a challenge to find things for men. We make sure to have plenty of options, including new fonts with a bit of flair, and a quick turnaround time.”

Brooke Boothe, Nantucket Monogram, Nantucket, Mass., and New Canaan, Conn.

Old-school Century is the top font at Port Canvas, which does a brisk business in monogrammed gifts for graduates like $65 sailor duffels. Local schools will sometimes order custom grad gifts, such as laundry bags, in the school colors. And lately, Phillips carries a lot of merchandise featuring the 1901 Maine State Flag, with a fir tree and a navy-blue star. “It’s kind of a cult thing right now,” he observed. “Several of our products feature that embroidery on natural, which is to say off-white, canvas.”

Canvas beach bags with different colored handles are also favorites at Chatham Thread Works, a 700-square-foot store on Cape Cod. “This is a seaside

SHOW PHOTOS

Seen at The Philadelphia Gift Show

on the item than the age group: Children’s wares traditionally use full names, but women may do the same to personalize a makeup bag. Monograms are more commonly found on towels, totes and bathrobes. For housewares, said Falvey, “a lot of people put the names of their boats or houses” on vinyl or acrylic serving trays, drinkware, pillows and cushions.

With more people staying home during the pandemic, Chatham Thread Works’ best-sellers this year have been throws and blankets in luxe fabrics like fleece and cashmere. Few people will actually see these monograms…but that’s not really the point. Having your name on something, Falvey explained, just makes it all the more meaningful. ❖

Anne-Marie of Nature’s Retreat, LLC.

Methods for Successful Selling Jewelry at Resorts

By Sara Karnish

As COVID-related travel restrictions lift and people return to new and familiar vacation destinations, retail sales are picking up. Jewelry remains a top selling item as vacationers look for extra-special mementos of their visit. Resort gift shop retailers interviewed for this article said selling pieces by local artisans and crafters, offering a selection of lines at various price points, and making the items visible and accessible, are just a few successful methods for selling jewelry.

“Choose about four or five different lines and keep them well-stocked so they are consistently displayed properly,” said Chris Wedel , buyer for Inn at the Tides in Bodega Bay, Calif. “The idea is there is something for everyone when they walk in the shop no matter how much they want to spend.” Styling the pieces is also critical to closing a sale. “[A top tip] is accessibility and allowing people to touch and try on the jewelry,” said Holly M. Laughridge , director of Retail and Purchasing and manager of Acorns shop at Old Edwards Inn and Spa in Highlands, N.C. “We have full-length mirrors near our jewelry displays so people can try things on without assistance. Our finest

Acorns shop at Old Edwards Inn and Spa in Highlands, N.C. , employee Tsering showing Elizabeth Locke Jewelry. The store lets customers touch and try on jewelry and has full length mirrors near the displays.

Jewelry by Elizabeth Locke Jewelry is available at the Old Edwards Inn and Spa Acorns store. Fine jewelry such as this, as well as Temple St. Clair, JudeFrances, and Monica Rich Kossann jewelry, is kept in locked cases at the store.

Special Resort Section

jewelry—Elizabeth Locke, Temple St. Clair, JudeFrances, and Monica Rich Kossan—are kept in a locked cabinet manned by an associate, so people must ask for assistance with those items.” Alex Morales , director of Group Sales at Chetola Resort at Blowing Rock in Blowing Rock, N.C., said as gift shop manager, a top priority was making the inventory more visible and accessible to customers. “One thing I did was to display them in different areas of the shop and on different mannequins. When people saw the entire look pulled together by the jewelry, all pieces sold,” she recalled.

Ruth Casella , retail manager of Great Things Boutique at The Lodge at Woodloch in Hawley, Pa., said sharing the story of a particular brand or piece of jewelry helps to boost sales. “We love sharing the background and meaning of each of our jewelry lines that always helps in the sales process. People want to buy with intention, especially when it is something special like jewelry. Of course, quality and source are also shared with the customers to help further personalize the item and solidify why it is a great purchase.” Eva St. Pierre , spa director at Inn by the Sea in Cape Elizabeth, Maine, said they rely on quality over quantity when it comes to selling jewelry. With a limited amount of selling space (approximately 15 square feet, comprised of three shelves), they put the idea of “less is more” into practice. “We don’t have a lot of space, so we end up being somewhat creative. We don’t put everything out. We do like to support local and push the local wares. We sell a lot of Maine Shellware. Getting those local vendors in, or at the very least getting a vendor who specializes in coastal products or Maine-based products…we try to seek out that local business or items which are perceived as local. Things that represent the area or state—they sell well. People want something to remind them of their stay. They don’t want things they can find anywhere. Sustainability is what Inn by the Sea is all about. Working with local vendors is the best way to go about that. Support the community.” Laughridge said Atlanta is

Continued on page 94

Acorns store employee Lacey photographed showing Monica Rich Jewelry. During the pandemic, shoppers bought less jewelry for a specific outfit and more jewelry to wear with multiple outfits, according to the location’s director of Retail and Purchasing and store manager.

Merchandise from Inn at the Tides. The buyer advises choosing four or five different lines, and keeping them well stocked for the best displays.

Chris Wedel, buyer, Inn at the Tides, Bodega Bay, Calif. The store strives to stock something for everyone who visits.

Methods for Successful (From page 93)

the closest big city to the Old Edwards Inn, and the resort works with many Atlanta-based vendors: “We love that close connection. Sometimes the designer’s friends will come in and see their jewelry.” She adds ali & bird, one of their most popular brands, is an Atlanta-based company.

For merchandising, retailers rely on a few successful strategies. Laughridge strongly believes in grouping brands. “We have a lot of people who are very loyal to specific brands,” she explained. “For instance, we sell a lot of [the brand] ali & bird. We have it all together so people who follow that brand know where to go. If we keep everything together it is easier to sell things as a set. We will have things placed throughout the store but arranged by vendor, so the customer can get the earrings, necklace, and bracelet all at the same time. It also makes it easier for gifting—the customer can buy the entire set and give it as a gift.” Wedel also groups by brand: “I keep each brand in a

Top Jewelry Theft Prevention Tips

Retailers must always be aware of and prepared for the possible risk of theft. With this in mind, store managers and operators utilize different techniques to prevent theft, particularly of jewelry and other higher-priced items.

“Display jewelry in a highly visible, high traffic area near the check out registers,” said Chris Wedel, buyer for Inn at the Tides in Bodega Bay, Calif. “I keep the pricier brands under glass and have the lower price point items on the counter.”

“Always have a staff member present,” said Holly M. Laughridge, director of Retail and Purchasing and manager of the Acorns shop at Old Edwards Inn and Spa in Highlands, N.C. “They don’t have to hover, but they have to be around and aware of what’s going on. [Also] acknowledging that people are

looking at the jewelry—just make the customer aware that the staff member does see them and are

there to help.”

Alex Morales, director of Group Sales at Chetola Resort at Blowing Rock in Blowing Rock, N.C., said they rely on monthly inventory to track the merchandise and try to keep the items as close to the register as possible. Ruth Casella, retail manager of Great Things Boutique at The Lodge at Woodloch in Hawley, Pa., said her team also keeps the small and valuable items near the register and always in line of sight.

With such a small retail space, Eva St. Pierre, spa director at Inn by the Sea in Cape Elizabeth, Maine, said it is fairly easy for them to track the items. “My best tip is eyes on the product! Keep an eye on the product and the inventory that you have and how much you have of something. With such a small selection of inventory, you can tell if and when something is missing.” ❖

A model shows off Monica Rich Jewelry available at the Old Edwards Inn and Spa’s Acorns store. The store sees many customers who are loyal to to specific jewelry brands.

To prevent theft, Holly M. Laughridge, director of Retail and Purchasing and manager of the Acorns shop at Old Edwards Inn and Spa in Highlands, N.C., advised to have staff present with the merchandise without hovering.

collection. I don’t try to mix and match the brands—let each brand speak for itself. It’s easier on the customers’ eye.” When merchandising, Wedel noted, “My displays are simple and uncluttered, with neutral backdrops so the pieces pop.” Keeping with the philosophy of The Lodge at Woodloch, Great Things Boutique takes its cue from nature when merchandising items within its 650-squarefoot space: “We use tree branches beautifully arranged in a large vase to display our necklaces …helping to bring the outside in. We love to showcase how nature nurtures …and often our jewelry is highlighting our components of our natural surroundings as well which makes everything pull together very organically,” Casella explained. Morales said they merchandise around themes in their 1,600-squarefoot shop: “We try to focus our displays on the seasons. We do a summer display, fall, and winter. We also try to incorporate the holidays and items that can pair together. For example, in the summer we do a picnic theme display with our tumblers, logo picnic blankets, and other outdoor pieces.”

It has been difficult to pinpoint style trends over the past year. Many women left their best jewelry in their armoire as dressing down became the norm. People were staying home or close to home because so many getaways and special events were postponed or cancelled due to COVID. This year, however, retailers are starting to notice some buying patterns. “Classic pieces which can be worn everyday is a big trend,” Laughridge said. “This whole pandemic has changed people’s buying habits. Instead of buying one thing for one outfit, people are buying things that they can wear with multiple outfits to multiple events.” Wedel noted: “I’m not sure what the industry trend is, but we are selling a lot of beaded jewelry as well as jewelry made from natural elements such as stones, abalone shell, sea glass, and turquoise. We also have a line of sea life birthstone and initial jewelry that

Continued on page 96

Earrings from the Inn at the Tides. Currently, the store is selling a lot of beaded jewelry as well as jewelry made from natural elements such as stone, abalone shell, sea glass, and turquoise.

Eva St. Pierre, spa director at Inn By the Sea in Cape Elizabeth, Maine, said the store relies on quality over quantity when it comes to jewelry.

Special Resort Section

Methods for Successful (From page 95)

just flies out the door.” Casella said she is noticing gold making a comeback. “We like to have mixed metal pieces so our guests can add pieces to their current style and preference,” she said. Across the board, retailers said customers are choosing the smaller, subtler, more versatile pieces over the larger “statement” necklaces and earrings.

Eye-catching, clean displays, unique merchandise, and a range of price points all work together to ensure strong jewelry sales. Customers want a beautiful, lasting memento from their visit, and few pieces work better than jewelry.

As St.

Pierre said, “Customers are looking for a remembrance. The more you can tap into that feeling [with your items], the more successful you’ll be. The ‘feeling’ is what you’re really selling.” ❖

Souvenir Product News Brief

Mountain Graphics Offers Reusable Stainless Steel Water Bottles

Keep plastic out of our wild areas with Reusable, BPA-free Stainless Steel Water Bottles and Pint Glasses from Mountain Graphics. Choose from many eye-catching designs or add one of your own. These are dishwasher safe, and come in many designs for the outdoor retail market. Name Drops are free!!

(For more information call 1-888-764-6450, visit www.mtgraphics.com, or circle 93 on the reader service card.)

Alex Morales, director of group sales and gift shop manager, Chetola Resort at Blowing Rock in Blowing Rock, N.C., said making inventory more visible and accessible to customers is a priority for the store.

Old Edwards Inn and Spa employee Cynthia modeling Saachi bracelets that are available in the Acorns store.

Reusable Stainless Steel Water Bottles from Mountain Graphics can be customized for your location.

SEPTEMBER 9-11, 2021

ORANGE COUNTY CONVENTION CENTER WEST CONCOURSE ORLANDO, FL

Coastal Life

AT SURF EXPO

Surf Expo is a buyer-friendly show with products organized by category, all on one level and under one roof for easy navigation.

1000+ brands showcasing products ranging from apparel and hard goods to coastal-themed gifts, souvenirs, accessories and more.

Plus, Orlando is a cost-effective destination with affordable flights, hotels and amenities.

COASTAL LIFE AT SURF EXPO FEATURES

BOUTIQUE

Make the most of the show! Download the show app.

Scan code and download the app to view the most current information.

Start planning now see all current exhibitors

Scan code to preview who’s coming to Surf Expo.

SEPTEMBER 9-11, 2021

ORANGE COUNTY CONVENTION CENTER WEST CONCOURSE ORLANDO, FL

The Premier Watersports & Beach Lifestyle Marketplace

Shore Things

From swimwear, bags and trending beach fashions to the latest gadgets and gifts with a coastal flair, Surf Expo is offering you a SNEAK PEEK of the products you’ll see in September. NEW

California Mango

Breezy beaches, sprawling sunsets, salty air. There’s nothing more inviting than a warm California day. And when we created California Mango, we wanted to give everyone a chance to experience it all.

californiamango.com

Blue Iguana Sustainable

It’s casual, it’s cool, it’s rugged, it’s elegant. The Havana D’Oro timepiece is characterized by classic, timeless elegance. The vintage island style of this amazing watch is inspired by the tropics and Hemingway’s era in 1940’s Havana. myblueiguana.net

myblueiguana.net

Roshambo Shades

The unbreakable and flexible sunglasses for babies, kids and adults! Italian made, USA-assembled, polarized shades with 100% UVA/B/C protection. Prescriptionfriendly frames are BPA, lead and latex free, and small parts tested. Roshambo Shades is family owned and operated with a full damage and lens replacement guarantee! With sizes ranging from baby to adult and 20+ frame colors to choose from, our sunglasses are unlike anything else on the market. roshambos.com

STRW

Co LLC

Experience the STRW Co. BAMBOO cutlery set. It goes wherever your heart desires and includes everything you need. Eating with bamboo is something that will change your life perspective in regards to waste, and the well being of our planet. strwco.com

Le Club Original

Soak up the sun and stand tall with Le Club’s Palmitas Swim Trunks. Fabric made from recycled water bottles, our new sustainable swim trunks are making an impact keeping the globe clean. lecluboriginal.com

Hurley ISUP

Hurley PhantomTour 10’6” ISUP Set. Hurley Stand Up Paddle Board Kits have everything you need to get out on the water and start your adventure today. hurleysup.com

True Ocean Products

True Ocean is a creator of bath/body products derived from ocean water, a concept that vacationers love. Our mineral rich merchandise is specifically designed for coastal gift stores. Try our “Seasoap” hand cleanser and other related products. trueoceanproducts.com

Maritime Tribes

Local Map Beach Wrap by Maritime Tribes. maritimetribes.com

Interested in attending Surf Expo? Contact Kathy Wilkie Sr. Buyer Relations Manager at 678-781-7963 • kathy.wilkie@surfexpo.com

10th Avenue West Studios

Coastal Gift | | Booth 1944

79 South China Import, Inc.

Resort | Booth 2651

A Happy Life Is...

Resort | Booth 2546

AAB STYLE INC

Resort | Booth 3034

ABAKIKI

Resort | Booth 2512

ABC 123 Accessories Resort | Booth 3068

Adams Headwear by Whispering

Pines Sportswear

Resort | Booth 2716

AHEAD

Boutique | Booth 1703

Air Balance & Lia Resort | Booth 3042

Alef Custom Packaging Co. Resort | Booth 3023

Aloe Up Suncare Resort | Booth 2217

Altered Latitudes

Resort | Booth 2357

Amerex

Swim | Booth 1426

American Gift Corporation Resort | Booth 2643

Angie

Boutique | Booth 1803

Aqua Case

Coastal Gift | Booth 1956

AQUAVITA

Swim | Booth 1534

ARTHUR FOX EARRING

BOUTIQUE

Boutique | Booth 2031

Artisans, Inc.

Resort | Booth 2756

SEPTEMBER 9-11, 2021

Exhibitor List

Coastal Life at Surf Expo September 2021 Exhibitor List

Aurora World, Inc. and Lantern Press

Coastal Gift | Booth 2160

Austins Inc. Resortwear

Resort | Booth 2412

Baja Llama

Boutique | Booth 1569

Bali Prema

Boutique | Booth 1912

BAMBOO CAY

Boutique | Booth 1815

Banana Moon

Swim | Booth 1443

BASIX OF AMERICA Resort | Booth 2523

Be Boho, Inc.

Boutique | Booth 1749

Beach & Barn

Boutique | Booth 1669

Beach Lunch Lounge

Boutique | Booth 1745

Beachables

Swim | Booth 1437

Beantown Brand Apparel

Resort | Booth 2366

Beekman 1802

Boutique | Booth 1743

Belvedere Resort | Booth 2829

Ben Kaufman Sales

Resort | Booth 2943

Benjamin International

Coastal Gift | Booth 1943

BICAST

Coastal Gift | Booth 1947

Big Hed Designs

Resort | Booth 2463

BITCHSTIX

Swim | Booth 1551

BloqUV

Swim | Booth 1536

Blowfish Malibu

Footwear | Booth 1712Blue 84

Resort | Booth 2533

Blue Iguana Sustainable

Boutique | Booth 1762

Bo Fashion

Coastal Gift | Booth 1948

Bogg Bag

Boutique | Booth 1836

Boxercraft

Boutique | Booth 1756

Brass Reminders Company, Inc.

Resort | Booth 3028

Brook Textiles

Resort | Booth 3035

Buddy by the Sea

Boutique | Booth 1826

Cabana Life

Boutique | Booth 1463

California Mango

Resort | Booth 2617

Cape Shore

Coastal Gift | Booth 1863

Capsmith, Inc.

Resort | Booth 2347

Caribbean Joe / Original

Penguin / Ben Sherman

Footwear | Booth 1611

Caribbean Sol / Hawaiian Sol

Boutique | Booth 1457

Cedar & Sand Swimwear

Swim | Booth 1544

CHART Metalworks

Boutique | Booth 1922

CHulaHoops USA

Coastal Gift | Booth 2158

Cityhome

Swim | Booth 1652

CL by Laundry & Dirty Laundry

Footwear | Booth 1726

Clorofila Sea Wear

Swim | Booth 1542

Coast Hippie

Boutique | Booth 1761

Coastal Classics

Resort | Booth 2343

CocoNut Outdoor

Swim | Booth 1331

COLORS for GOOD

Coastal Gift | Booth 2060

Columbia/OCS

Resort | Booth 2334

Cool Jewels® by Phillips

Resort | Booth 3003

Cool-A-Zone

Coastal Gift | Booth 1965

Coolibar, Sun Protection You Wear

Boutique | Booth 1757

Cotton Collection

Boutique | Booth 2006

Cotton Love Resort | Booth 2456

Cotton Natural Resort | Booth 2965

Cruz Accessories Resort | Booth 2243

Cudas Footwear

Footwear | Booth 1623

Dainty Kids

Resort | Booth 2413

Daisy Mae Designs

Boutique | Booth 2030

Designs Unlimited Resort | Booth 2503

DIMCO APPAREL / CRAZY APPAREL INC.

Resort | Booth 2957

Dippin’ Daisy’s

Swim | Booth 1309

DK EMBROIDERY

Resort | Booth 2929

DMR Creative Marketing LLC

Resort | Booth 2514

Exhibitor List

Coastal Life at Surf Expo September 2021 Exhibitor List

Dolma Inc

Boutique | Booth 1807

Dorfman Hat Co. Resort | Booth 2443

Dorfman Hat Co. Resort | Booth 2442

Dune Jewelry & Co.

Boutique | Booth 1459

Dutch American Resort | Booth 3050

E&S Pets

Coastal Gift | Booth 1950

Eagle Products Resort | Booth 2517

Elan International

Boutique | Booth 2013

EMI Sportswear Resort | Booth 2542

EnV Bags LLC

Swim | Booth 1345

Eric Michael Footwear | Booth 1631

ESY INC Resort | Booth 2666

Exist, Inc. Resort | Booth 2903

Faherty

Boutique | Booth 1566

Fancy That Gift & Decor

Coastal Gift | Booth 1949

FASHIONCRAFT EXCELLO LLC

Coastal Gift | Booth 2059

Feather 4 Arrow Swim | Booth 1351

Fiesta

Coastal Gift | Booth 1957

Fishi

Boutique | Booth 1829

Flap Happy Swim | Booth 1335

Flash Sales Resort | Booth 2303

Floafers

Boutique | Booth 1557

Floats Eyewear

Boutique | Booth 2122

Florida Salt Scrubs

Coastal Gift | Booth 2049

Flyvines

Boutique | Booth 1363

Free Style USA Resort | Booth 2851

frogg toggs

Footwear | Booth 1651

Fun In Motion Toys

Coastal Gift | Booth 1934

Fun Stuff, Inc. Resort | Booth 3055

Gear Lifestyle Brands Resort | Booth 2507

GetaGadget, LLC

Resort | Booth 2513

GIOCAM Resort | Booth 2328

Girlie Girl Originals Resort | Booth 2322

Grasshopper’s Mermaid Resort | Booth 2561

Gretchen Scott

Boutique | Booth 1903

Guy Harvey Boutique | Booth 1711

Habitat- Clothes to Live In

Boutique | Booth 1929

Happy Kids for Kids

Resort | Booth 2956

Hari Mari

Swim | Booth 1347

Hatley

Boutique | Booth 1906

Havana Sun Resort | Booth 2916

Havlu Sport Beach & Swim

Towels

Swim | Booth 1553

HBY Miami, LLC

Resort | Booth 3029

Heat Swimwear

Swim | Booth 1423

Heat Swimwear

Swim | Booth 1323

Heat Swimwear

Swim | Booth 1315

Henrial Corp.

Boutique | Booth 1469

Hey Dude Shoes

Boutique | Booth 1735

High Range Designs

Resort | Booth 2562

Highwind Productions

Resort | Booth 2415

HIHO

Boutique | Booth 1822

Hook & Tackle

Boutique | Booth 2022

Huge Brands Resort | Booth 2429

Hulya Swim

Swim | Booth 1329

Impulse Souvenirs

Resort | Booth 2857

India Boutique, Inc.

Resort | Booth 2843

India Boutique, Inc.

Resort | Booth 2837

Indian Tropical Fashion

Resort | Booth 3047

InGear Fashions & Swim

Resort | Booth 2203

Inis the Energy of the Sea

Boutique | Booth 1842

Isaac’s Designs

Resort | Booth 2607

Island Gear, LLC Resort | Booth 3017

Island World Apparel Corporation (Demi’s & Ceeb Swimwear)

Swim | Booth 1503

ITS Classics / Resort & Sport / Just Towels

Resort | Booth 2323

Jackie Gallagher Designs

Boutique | Booth 1907

JACO OF AMERICA, INC

Resort | Booth 2642

Jantzen, Cosita Linda, PHAX, elemar

Swim | Booth 1432

JMP Fashions, Inc.

Resort | Booth 2423

Joe Blow T’s Resort | Booth 2422

johnnie-O

Boutique | Booth 1562

Jordan Taylor, Inc.

Swim | Booth 1516

Julie + Joe

Resort | Booth 2613

Kendall & Kylie Swimwear

Swim | Booth 1543

Kendall & Kylie Swimwear

Swim | Booth 1537

Klean Freak Boutique | Booth 1928

Koppe & Co. / Koppes

Kandles, Inc.

Resort | Booth 2557

Koy Resort

Swim | Booth 1435

Kurt S. Adler Inc.

Coastal Gift | Booth 2064

La Chic Designs LLC

Boutique | Booth 2012

LA Class Resort | Booth 2530

Lagaci Resort | Booth 2403

Laid-back Resort | Booth 2563

Lalay | Buldano Towels & Robes

Swim | Booth 1523

Exhibitor List

Coastal Life at Surf Expo September 2021 Exhibitor List

Lamo Footwear

Footwear | Booth 1607

LaserGifts

Coastal Gift | Booth 1857

Le Club Original

Swim | Booth 1343

League-Legacy

Resort | Booth 2257

Levy Sales Inc Resort | Booth 3009

LINES OF DENMARK

Footwear | Booth 1614

Liquid Energy Apparel

Resort | Booth 2665

Live Oak Brand Resort | Booth 2535

Local Boy Outfitters

Boutique | Booth 1367

Loose Neck Land INC

Coastal Gift | Booth 2051

LTC Trading Corp. Resort | Booth 2766

Luba’s Fashions Resort | Booth 2407

Lucky 7 USA Resort | Booth 2803

Lulu-B Clothing

Boutique | Booth 1914

Mad Gringo

Boutique | Booth 1468

MAGIC T-SHIRTS

Resort | Booth 2426

MALVADOS

Swim | Booth 1327

Manhattan Beachwear

Swim | Booth 1425

Map Mom

Boutique | Booth 1831

Maritime Tribes

Boutique | Booth 1768

Matisse Footwear

Footwear | Booth 1722

Matrix Resort | Booth 2750

MEMORIES APPAREL

Resort | Booth 2661

Metal & Wood Design Company

Coastal Gift | Booth 2035

Mia Shoes

Footwear | Booth 1706

Miami Souvenirs

Resort | Booth 2923

MOMENTUM COMFORT GEAR

Resort | Booth 2660

Monetti Apparel

Boutique | Booth 1813

Moonglow Jewelry

Boutique | Booth 1558

MTO Wear

Resort | Booth 2265

MV Sport / The Game

Resort | Booth 2623

NAMSAR

Resort | Booth 2329

Native Outfitters

Resort | Booth 2352

Nautical Tropical Imports

Coastal Gift | Booth 2134

New Age Discoveries

Coastal Gift | Booth 2057

Norty Footwear & Clothing

Resort | Booth 2657

Nublu Apparel USA Resort | Booth 2367

NuuSol Footwear

Footwear | Booth 1734

Ocean Drive + Surf Gypsy

Boutique | Booth 2003

Ocean Family Games

Coastal Gift | Booth 2156

Ocean Jewelry

Boutique | Booth 1834

Oceania

Footwear | Booth 1637

OLD DOCK APPAREL

Resort | Booth 2466

Old Guys Rule

Resort | Booth 2450

Olem Shoe Corp.

Footwear | Booth 1615

Our Lucky Star

Coastal Gift | Booth 1953

Ouray Sportswear

Resort | Booth 2567

Out of Hand Graphics

Resort | Booth 2213

P. Graham Dunn

Coastal Gift | Booth 1859

PARC Packaging

Resort | Booth 2267

Pichincha/ Spirit of Nature Inc

Resort | Booth 2933

Popularity Products

Resort | Booth 2648

Power 2 The Flower Swim

Swim | Booth 1313

Prairie Mountain

Resort | Booth 2333

PTL One

Resort | Booth 2646

Puka Creations

Resort | Booth 2861

Puppie Love

Resort | Booth 2543 que Boutique | Booth 2126

Quintsoul

Swim | Booth 1415

Rainbow Sandals

Footwear | Booth 1603

Raindrops Resort Resort | Booth 2447

Randans

Coastal Gift | Booth 1845

Raya Sun / R.S. Surf

Resort | Booth 2342

RICS Software Swim | Booth 1409

RJC Hawaii Resort | Booth 2548

RMR RESORTWEAR

Resort | Booth 2431

Rockin Footwear X High Tide

Resort | Booth 2251

Rudolph & Me

Coastal Gift | Booth 1849

Sada & Co.

Coastal Gift | Booth 1958

Salt Creek Apparel, LLC

Resort | Booth 2351

Salty Britches®

Swim | Booth 1447

Sandy Ruben and Associates

Coastal Gift | Booth 2150

Santiki & Travida

Resort | Booth 2223

Scala Resort | Booth 2434

Scala Resort | Booth 2435

Scandical Resort | Booth 2762

Scott Hawaii

Footwear | Booth 1643

Sea Bags

Boutique | Booth 1823

Sea Creations

Coastal Gift | Booth 1835

Shark OFF

Coastal Gift | Booth 2148

Shebop Beach

Swim | Booth 1337

Sherry Manufacturing Resort | Booth 2602

SHORELINE WEAR INC

Resort | Booth 2959

Shu Shop Footwear | Booth 1728

Siesta Drinkware

Coastal Gift | Booth 2050

Silver Girl

Boutique | Booth 1923

SJT Enterprises, Inc.

Coastal Gift | Booth 1935

Skye and Eidon

Swim | Booth 1303

Snazzy&Co

Coastal Gift | Booth 1843

Soft As A Grape Resort | Booth 2247

SoftShirts

Resort | Booth 2363

Sole Mio Footwear

Footwear | Booth 1629

Southern Tide

Boutique | Booth 1357

Souvenir Source Resort | Booth 3048

Spacefish Army

Swim | Booth 1552

Speedo

Swim | Booth 1403

St. Augustine Soap

Boutique | Booth 1927

StadiumSpot

Coastal Gift | Booth 1961

Steamboat Sticker Resort | Booth 2547

Sticker Pack Resort | Booth 2362

Sun Art Design, Inc. Resort | Booth 2928

Sun n Sand Accessories Resort | Booth 2313

Sun n Sand Accessories Resort | Booth 2312

Sunburst Books Inc. Resort | Booth 2263

Sunflair

Swim | Booth 1517

Sunkissed Resort | Booth 2462

Surf 7 USA Resort | Booth 2813

Swig Life

Boutique | Booth 1751

Swimwear Anywhere

Swim | Booth 1529

Swimwear Anywhere

Swim | Booth 1528

Tavi Noir and ToeSox

Swim | Booth 1450

Techstyles Sportswear

Resort | Booth 2402

Teva

Footwear | Booth 1617

TGT Stickers, Inc.

Coastal Gift | Booth 2042

The Coral Crab

Boutique | Booth 1765

The Filthy Mermaid™

Footwear | Booth 1649

The Filthy Mermaid™

Boutique | Booth 1729

The Petting Zoo

Coastal Gift | Booth 2043

The Wellington Michael Collection

Resort | Booth 2516

Tidewater Sandals

Footwear | Booth 1746

Tidewater Tots

Swim | Booth 1525

Tilley Endurables

Boutique | Booth 1365

TOLEDO SPORTS

Resort | Booth 2932

Toledo Sports

Boutique | Booth 1915

Tom & Teddy

Swim | Booth 1453

Tommy Bahama

Boutique | Booth 1657

Tommy’s Designs Inc.

Resort | Booth 2551

Too Cool Resort Wear

Boutique | Booth 2002

Top Image usa

Resort | Booth 3041

Tori Richard

Boutique | Booth 1902

Tortuga Moon - Southern

Attitude

Boutique | Booth 1723

Exhibitor List

Coastal Life at Surf Expo September 2021 Exhibitor List

TowelTote

Swim | Booth 1413

Toys 2000

Coastal Gift | Booth 2065

Treasures of Bali

Resort | Booth 2233

TRUE OCEAN

Boutique | Booth 1769

Tula Blue

Boutique | Booth 1864

Turtle Tracks Family

Coastal Gift | Booth 1942

TWD Fashion Resort | Booth 2951

TYR Sport

Swim | Booth 1602

Unique Batik

Footwear | Booth 1635

Unique Vintage Swim | Booth 1622

US APPAREL Resort | Booth 2823

Uzzi Amphibious Gear Resort | Booth 2603

Vantage Apparel Resort | Booth 2831

VINTAGE HAVANA KIDS

Boutique | Booth 2106

Vintage Summer / The Endless Summer

Boutique | Booth 2007

Viv&Lou

Boutique | Booth 1930

Wallaroo Hat Company Resort | Booth 2229

Water Sports

Coastal Gift | Booth 2164

Wave Life, LLC

Resort | Booth 3056

Wayne Carver Resort | Booth 3052

Weekender

Boutique | Booth 2023

West Coast Sunglasses, Inc. Resort | Booth 2833

West Indies Wear

Resort | Booth 2446

Wilcor International Resort | Booth 2912

Wild Republic

Coastal Gift | Booth 1967

Wildlife Collections

Swim | Booth 1451

Willow Street Designs by dei

Coastal Gift | Booth 2034

Wine-Oh!

Coastal Gift | Booth 2048

Wishpets, LLC

Coastal Gift | Booth 1851

Wooden Element

Boutique | Booth 1731

World End Imports

Boutique | Booth 2128

World Market Inc

Boutique | Booth 1860

Worldwide Sportswear Inc

Resort | Booth 2506

Yatchclub

Resort | Booth 2430

Yellow Box

Footwear | Booth 1708

YRI Custom Designs Resort | Booth 2227

Z&L Europe

Boutique | Booth 1913

Zep-Pro

Boutique | Booth 1462

ZIGI USA LLC

Footwear | Booth 1742

Zizo USA Inc

Resort | Booth 3053

Zoew Beachwear

Swim | Booth 1535 ❖

Everything for the Beach What Is Selling, from Apparel to Toys

Beach stores often have to serve as a jack of all trades to their community and visitors alike. From apparel to swimsuits, coverups, toys, and towels, for this article staff and owners described best-sellers and the products they offer.

At Village Surf Shop in Murrells Inlet, S.C., Surf Camp Instructor Cole Richards said that the shops best-sellers in apparel, swimsuits, and cover-ups are all “part of a huge line of private label Village Surf Shop items for men and women. We have everything from everyday wear through bathing suits, T-shirts, and other coverups, and the ones that sell best all have our own logo on them. The only item that doesn’t have our logo are our flip flops, which are also popular.” He described the very top apparel sellers in the store as hats, swimsuits, and T-shirts.

The store also sells women’s hoodies, beanies, and sweatpants. Menswear includes chinos, jackets, and shorts. All of these items are available online.

Logos, he explained, are what really make these

“…We have everything from everyday wear through bathing suits, T-shirts, and other cover-ups, and the ones that sell best all have our own logo on them. The only item that doesn’t have our logo are our flip flops, which are also popular.”

- Cole Richards, Village Surf Shop, Murrells Inlet, S.C., commenting on a line of private label Village Surf Shop items for men and women.

items sell – people simply want to remember the shop, surfing in town, and their surf lessons, too.

When it comes to sunglasses and beach towels, those provide strong sales for the shop, too. While the sunglasses include a wide variety of brands, and Richards is hard pressed to say which specific line sells best, towels are also branded with the store’s logo. “People just love to see the logo. People from out of town especially like to purchase those towels because they are a great gift, and something they like to take home to re-

mind them of their time here,” Richards said.

As to “toys” there are no children’s toys, but the surf boards the shop is known for appeal to a wide range of ages. The store is the oldest surf shop in the area, and Richards, along with manager Brian Campbell, are serving up their passion for surfing and skateboarding along with their apparel and the boards themselves.

Elsewhere in Murrells Inlet, at Lake Life Tsunami Surf and Reef, Owner Oren Zohar , also has strong sales across the board in all areas of apparel. “Men’s and women’s swimsuits both fly out the door. In apparel everything from men’s T-shirts to women’s sundresses sell strongly. T-shirts probably sell the very best in terms of apparel. I have the most of those, and we are always reordering them.” He offers a wide range of brands including Billabong, Volcom, and Quicksilver.

Surf Expo Feature Section

The store also does well with Vans and North Face items, and a vast selection of Rainbow Sandals.

In sunglasses, he carries La Costa and what he described as nonname brand styles, both of which are strong sellers at his multiple area stores, ranging in size from 4,000 to 5,000-square-feet, and all filled with beachy apparel. Skateboards, paddle boards, and beach chairs are among the non-apparel items the store carries.

At Divers Direct in laidback Key Largo, Fla., General Manager Brenda Kiffmeyer said her 18,000-square-foot shop’s best-sellers in the areas of apparel and swimwear are from the brands Hook, Billabong, and Quicksilver. “Anything that isn’t nailed down just moves quickly, ever since COVID-19 restrictions. Swimwear, board shorts, and rash guards sell the best.”

The focus is on active wear, with women’s one-piece swimsuits, always a smart plan for watersports activities, a big seller, as well as bikini items. Popular items include the Pelagic Aires Hex one-piece and Fourth Element Tiger brand’s reversible bikini top and bottoms which offer shoppers two looks in one. Billabong board shorts are also big sellers, and can be worn both in and out of the water for a fun, sporty look off the beach.

As for other types of items, she explained, “We carry plenty of sunglasses, towels, and children’s toys. They all do extremely well. There is not one thing that sells better than another. Toys for example can

Continued on page 112

Surf Expo Feature Section

Everything for the Beach (From page 111)

be any sort of sand toy, from buckets to shovels and balls.” Overall, the shop carries just about anything customers could possibly need for ocean fun, she said. “We carry dive gear, spear-fishing and snorkel gear, too. Pretty much anything you might want is here, all in one store. The only thing we don’t have are boating parts or boating gear, really.” The shop also offers a variety of sunglasses such as Suncloud and La Costa. Like everything else in the store right now, they are selling well.

Farther down the coast in Marathon, Fla., at Anthony’s Apparel, the focus is on clothing, cover-ups, and swimwear for women. According to Manager Dolly Putz , “We carry dresses, swimwear, cover-ups like sarongs, and sportswear. We have 13 stores in Florida.

our many returning customers have often been here 20 years or more.”

In Hermosa Beach, Calif., Daniel Del Castillo , manager at ET Surf, said that “We have so many different best-sellers in terms of apparel. It’s all over the map these days. Primarily, our men’s board shorts are a big seller, brands like Quicksilver and Volcom are good brands. We are selling more patterns in shorts these days instead of solids. Patterns include floral and two-tone styles.” Women’s swimwear is another big seller for ET Surf, but Del Castillo noted, “Solids are preferred over patterns for women. Bikinis are the big thing for sure.” The store doesn’t sell cover-ups per se, but they do well “with the occasional sundress” and T-shirts.

Sunglasses also sell well, he related. “People always need them. We carry all the name brands, like Rain, Spy Electric, Oakley, and Ray Ban.”

Towels have become a big category for the store this year, he noted. “Slow Tide is a good brand for us, and a new towel company called Nomadix, which uses recycled materials for towels that do not attract sand so easily.”

He added that the 7,000-square-foot store is really known for its adult-toys – surfing gear, including surf boards and boogie boards, snowboarding gear, and skateboards.

Whether strictly apparel or known for surfing or diving gear, beach stores that offer a range of swim apparel and other sea-centric accessories are riding a wave of strong sales this summer. ❖

The Word from the Beach

Top Customer Service Tips from Beach Stores

Apparel and surf shops at the beach never let the salt spray get crusty on customer service! For this article, shop staff and owners offered their top tips for great service.

According to Village Surf Shop Surf Camp Instructor Cole Richards, the Murrells Inlet, S.C., shop has “been around since 1969, and we have a ton of repeat customers. Making sure our heritage is preserved, remembering people, offering to help them, that’s the main thing for customer service for us.”

Also located in Murrells Inlet, at Lake Life/Tsunami Surf and Reef, Owner Oren Zohar reported that “The best kind of

customer service helps people. We help our customers with sizing, and just knowledge about everything they might need, all items in the store.”

At Divers Direct in Key Largo, Fla., General Manager Brenda Kiffmeyer said, “We provide good customer service on the floor, and we also offer a rewards program. I think another part of customer service is carrying so many different items, pretty much anything you could offer for the beach is right here.”

According to Doris Putz, manager at Anthony’s Apparel in Marathon, Fla., “We do a lot of customer service here. We offer online shopping, and having been

in this location for 34 years, we offer a lot of personalized service in the store, too. Our employees are very knowledgeable about fitting for swimsuits and clothes. Personal help is our top customer service skill, and it should be the case for any store.”

In Hermosa Beach, Calif., Daniel Del Castillo, manager at ET Surf, said, “Customer service for us is all about finding the right employees, people who enjoy being here, that live the part, they snowboard or skate or surf. They are well-mannered, know the products and are knowledgeable, so that they can pay special attention to what our customers need and want.”

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Best Sellers for 2021

Made in America Merchandise

Coastal Gifts from Close to Home

When Ina Marjakangas opened Coast Boutique in Lauderdale-by-the-Sea, Fla., seven years ago, she couldn’t have predicted how prescient her locally-sourced business model would be. During the pandemic, when supply chain hiccups made it difficult for many retailers to stock their shelves, Marjakangas enjoyed an uninterrupted inventory flow.

Whether she needed more thermal cups from the Pirani brand, “funky” jewelry from Charles Albert or hand sewn flip flops, she simply called her sources “literally down the road.” “One of my goals when I opened was to give South Florida artists and makers a platform,” explained Marjakangas.

And her eclectic, locally sourced selection has proven to be a winning formula. Coast Boutique shoppers are treated to rum punch and invited to meet artisans in person over wine, cheese and live jazz. Marjakangas is convinced this kind of grassroots experience is key to brick-and-mortar success nowadays.

“Things have been great since January, and I haven’t had a day off since. I went from my worst year ever to my best year ever, all in one year.”

- Randy Bell, Bell’s Beach Store, Pompano Beach, Fla.

“Retail may be for the most part dead, but destination shopping isn’t,” she explained. “You’re not going to go on vacation and ship your souvenir Tshirt from Amazon. What’s not dead is the physical retail experience of seeing something new, being exposed to different cultures and lifestyles. That, I believe, won’t ever die.”

At Coast Boutique, customer favorites include tropically-inspired enamel jewelry from Hollywood, Florida-based Lauren G. Adams. “Her sunny, fun colors like blue and orange just scream Florida,” noted Marjakangas. Another line that “sells like crazy” are those Pirani tumblers,

Continued on page 116

Coastal Comforts Co-Owner Chris Pawela holding dog Rocco was photographed with a display of ceramic mushrooms by JJ Potts of Salt Lake City, Utah. The owners keep the store fresh, not carrying the same merchandise year to year.

Surf Expo Feature Section

sustainable versions of the iconic Dixie party cup. “I met them when they had a prototype,” said Marjakangas, who now carries 10 different colors of the popular cups, branded with the Lauderdale-by-the-Sea logo. “They’re wonderful to work with — super flexible.”

It’s certainly easier to order from vendors down the street than all the way in China. That so much merchandise is still produced overseas puzzles Randy Bell , who owns Bell’s Beach Store in Pompano Beach, Fla. “With the tariffs the U.S. recently imposed on China, their goods are costing more, so I’m surprised not one of the companies I deal with has moved manufacturing here,” reflected Bell.

Still, like Marjakangas, Bell has benefited from Florida’s relaxed pandemic restrictions and is enjoying the highest-grossing of his 47 years in business. “Things have been great since January, and I haven’t had a day off since,” he said. “I went from my worst year ever to my best year ever, all in one year.”

Like retailers across Florida, Bell has seen the clientele shift from mostly vacationers to snowbirds and homeowners. To accommodate them, Bell’s Beach shop now carries more décor. “It is a different customer, and that home category is growing, with more people settling here in their retirements,” Bell observed. His American-made best-sellers are mostly souvenirs; they include a line of laser-cut wooden magnets, novelty candies, and T-shirts printed nearby in Florida.

In Vero Beach, Darcy Dunbar emphasizes the American-made merchandise she sells at Maison Beach, her 1,100-square-foot boutique. “On social media, I’ll post that it’s made in the USA, and I’ll let them know when they come into the store,” said Dun-

bar. “Even though it’s displayed well, I still sell it.”

Maison Beach’s top seller is glassware from the Rolf line, which is made in Pennsylvania. Patrons love the variety of styles — wine glasses, drinking glasses, shot glasses, even ice buckets — and the coastal patterns. “People are shopping for their second, third, fourth and fifth homes, and looking for entertaining and decorative stuff,” explained Dunbar, who has owned the store for 11 years. “Houses here don’t stay on the market for more than five minutes. People buy furnished, and then start over with redecorating.”

At Maison Beach, another customer favorite is scented candles from Botanica, a local brand with a national following; $1 of each candle sale goes to a charity associated with that scent. The store’s top scent is Reef — scented with pomelo, passionfruit and sea salt — whose sales benefit the Great Barrier Reef. Grove, a candle featuring lemon verbena, orange and sea salt, benefits the Everglades.

Social consciousness is also a selling point at Coastal Comforts, another Vero Beach boutique. Co-Owner Chris Pawela sells lots of locally made bracelets from Four Ocean, a Boca Ratonbased line; the marinethemed jewelry company donates to ocean cleanup efforts. Customers also snap up vintage-style wooden signs, made in Montana and painted with the Vero Beach logo. And Pawela sells more colorful wooden fish when patrons discover they’re made by a Wisconsin artisan. “What grabs them is they’re a lot of fun, they make you smile when you see them,” said Pawela of the hanging décor. “When I tell people they’re American made, they like them even more.”

Women are Coastal Comforts’ primary customers, and when they come in, Pawela points out the Amer-

Co-Owner with Dan Herrig, Chris Pawela of Coastal Comforts, Vero Beach, Fla., was photographed with custom wood signs by Meissenburg Designs in Big Fork, Mont. These signs are popular with customers, as are colorful wooden fish, also made by an artisan in Montana, Pawela said.

Made in America (From page 114)

ican-made items. It’s part of why the so-called lifetime candles do so well; filled with pure paraffin on a lighted base, these candles are also smokeless, odorless and endless refillable. “You can use them as a nightlight, or they’re a nice accent on a table,” said Pawela of the candles, which come in coastal motifs like shells and starfish.

Located in a pedestrian shopping area, near restaurants and a major resort, Coastal Comforts has a, well, comfortable coastal niche among affluent homeowners. “Vero Beach loves supporting small businesses,” Pawela affirmed. “All throughout COVID, we’ve done really well. And we keep it fresh; we don’t carry the same things every year.”

A block off the beach in Wrightsville, North Carolina, Sweetwater Surf Shop gets most of its traffic from passersby. “They’ll be walking along and just stop in,” explained Manager Carleigh Sion . Catering to the vacation set means stocking a good mix of local items and souvenirs like mugs, flip flops and stockers. Swimwear, surf boards, and accessories are shaped and sourced from local makers. “A lot of it is our own Sweetwater brand,” said Sion. “People on vacation want to bring home something local from where they’ve been — something with either our store or the beach name on it.” ❖

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Stepping Out in Style Apparel Trends at Apparel Boutiques

By Carimé Lane

What’s currently selling at apparel boutiques across the country? And how are these retailers helping men and women step out with style? Read on for the answers to these questions–and more–about apparel trends at apparel boutiques.

Alex Robertson Madden, co-owner of the Favorite Sisters Boutique in Shreveport, La., said things have changed in their 2,200-square-feet of sales space since last year. Then, if it was cozy and casual, you could count it sold said Robertson Madden. Currently, Robertson Madden has been surprised to find customers have been proud to buy more of their specialty and pricier items.

If you make it easy for them, customers will buy complete outfits, said Robertson Madden.

“For my staff and I, it is important that when the customer is going to an event, we make sure we dress them for the entire thing,” said Robertson Madden. For instance, even if a customer doesn’t need shoes, they give the customer a pair of shoes to try on to give them a feel for it.

Many customers come into the store and barely browse the racks, said Robertson Madden. At Favorite Sisters, staff know their merchandise well enough to gather items to make up complete outfits for customers. This often involves handing customers 8-10 items to try on in the fitting room, explained Robertson Madden.

Gary Flynn , president, CEO and co-owner of M Dumas and Sons in Charleston, S.C., has noted a few trends of the moment.

Technical fabrics are one of these, including shorts, pants, shirts, polo’s and jackets.

“People have really bought into the benefits of

these fabrications. Easy care, stretch and comfort are all big things right now,” said Flynn. “This trend was happening already, but the Covid year really accelerated this.”

“Soft, unconstructed, lightweight sport coats are also on fire,” added Flynn. “It’s hot in the South and

Alex Robertson Madden, co-owner, Favorite Sisters Boutique in Shreveport, La., said specialty and pricier items are currently selling.

this is an easy way to sell a jacket that a guy probably doesn’t have in his wardrobe.”

Athletic/Athleisure brands, including Vuori and Tasc are also trending. Covid and spending more time at home helped to boost this trend as well, but trends were already pointing in this direction Flynn said.

The majority of their customers are purchasing complete outfits in their 9,000-square-feet of selling space.

“Some people have changed sizes this last year. Some gained; some lost,” explained Flynn. They are needing new clothes that fit properly.”

Listening is key to assisting customers with creating their own looks, said Flynn. You’ll want to understand their lifestyle and needs to help narrow in on a look that suits them, he added.

“We are a big store, we carry a lot of product, but not all of it is right for everyone,” elaborated Flynn. “That’s part of the plan here at M Dumas: We can’t cater to everyone for all occasions, but we do this better than most. Understanding their needs and pairing that with trends allows us to update a customer’s look while pushing their comfort zone just a little bit.”

Dress sales are going strong, said Rachel Lutz , owner of two locations of The Peacock Room–which mainly sells dresses–and two other boutiques in the Detroit area: Frida and Yama – which mainly sells separates.

Continued on page 120

Pastels or Primaries?

Which Apparel Colors are Trending?

Alex Robertson Madden, co-owner of the Favorite Sisters Boutique in Shreveport, La., said rich pastels are trending. Customers are drawn towards softer shades, in particular lilac and lavender.

Because of their location in the South, Gary Flynn, president, CEO and co-owner of M Dumas and Sons in Charleston, finds bright colors and pastels sell best at M Dumas when it comes to tops, while neutrals on the bottom are popular due to their versatility.

Rachel Lutz, owner of two locations of The Peacock Room, in Michigan, noted that color trends will depend on where you are located. “As we’re heading into fall, rich colors like jewel tones are always a perennial favorite,” said Lutz. That said, she sees customers discarding traditional notions of color palettes fitting only certain seasons. Instead, textures and fabrics are becoming more seasonal.

At Sassy Fashion during the summer, pastels are trending and, in the fall, it’s all about neutral colors. ❖

Left, Alex Robertson Madden, and right, Carri Jo Robertson, owners and mother/daughter team, Favorite Sisters Boutique. Customers can get help at the store on buying outfits for specific events.

Stepping Out in Style (From page 119)

Rhinestone tiaras have been a surprise hit seller. “I think what’s strongly trending right now is dopamine,” commented Lutz. “Customers have been through a really tough year and are indulging in what they consider self-care.”

According to Lutz, customers are interested in purchasing complete outfits to accommodate recent size

fluctuations. They’re also enamored with the ability to shop tactilely again, which often results in customers purchasing more than intended.

Staff watch for verbal and non-verbal cues to help customers create looks in all of Lutz’s shops, which are a combined square footage of 6,800-square-feet, with an annual revenue of over one million dollars. They also aren’t afraid to suggest something slightly outside a customer’s comfort zone.

She believes boutique customers expect skilled stylists and customer service. “They want that leadership and guidance of what we think will make them look and feel their best,” Lutz said.

Accordingly, in hiring, Lutz looks for staff with personal passions and good listening skills. “I think if you’re a very passionate person, you’re a good listener,” said Lutz.

“That’s all you really need to be very helpful to people in retailing.” Background isn’t as relevant, said Lutz. She hires staff with backgrounds ranging from the political field to the auto glass repair industry.

Maxi dresses in summer and sweaters and ponchos in the

Continued on page 121

What Is Your Favorite Display Fixture and Why?

Six years ago, Alex Robertson Madden of Favorite Sisters spotted a tree trunk discarded in the dumpster behind the shop. She fished it out and resuscitated it as the fixture they use to display jewelry. It’s both eye catching and has a story. “You can circle the tree a hundred times and find new pieces,” said Robertson Madden.

The Peacock Room is housed in a 1920s-era building, with

many vintage and antique pieces. In this atmosphere, Rachel Lutz’s favorite fixture is a distressed wood double cart on wheels. This piece of portable furniture can be carted from place to place around the shop, which she uses to refresh the look of the store often.

At M Dumas, their most common fixture is a 3-tiered table.

“We have a fairly large table that has a topper and also a front floor piece,” said Gary Flynn

“This allows us to show an outfit on a table while still maximizing units.”

Since she’s located in the GM Renaissance Center, Kristina Kado likes to use GM branded furnishings to draw attention to her displays. For instance, she’ll display a child-sized GM Cadillac vehicle and GM bicycle during the auto show. ❖

Favorite Sisters Sales Associate Kristina Morris, left, with Owner Alex Robertson Madden, middle, and Sales Associate Elizabeth Phillips. Staff know the merchandise well at the store, and sometimes can give a customer 8-10 items to try on at a time.

Stepping Out in Style (From page 120)

fall are the main best-sellers at Sassy Fashion Couture in downtown Detroit. Owner Kristina Kado said she has also ramped up her selection of plus size fashions since opening to cater to customer demand.

Roughly 70 percent of Kado’s customers buy complete outfits for themselves, but this only occurs when she picks the outfit out for them. Customers also gravitate towards outfits–accessories included–displayed on store mannequins.

Kado’s regulars are used to asking her to pick their outfits for them. If they’re new, she’ll note what colors customers are gravitating towards in her 660-square-foot shop. She’ll usually also ask to see pictures of outfits they wear when they go out and ask them questions including whether they like bling or plain and simple fashions. ❖

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Sales Associate Hannah Ogle of Favorite Sisters Boutique. One of the store’s owners said customers will buy complete outfits if doing so is made easy for them.

Best Boutique Practices

Apparel Display Tips from Clothing Shops

Good display means successful sales for clothing boutiques nationwide. For this article, store owners and staff offered their tips to display apparel in a compelling way to make selling easier.

At Label in Bentonville, Ark., Owner Sarah Barton said, “We style on hangars, layering clothing with other pieces. We will do things like roll up the sleeves on a garment, add a belt, unbutton a shirt and have another shirt under it. We layer it and give it a look.” Barton noted that she also uses mannequins for her displays, both in her store windows and placed throughout the store. “This way, people can see how a complete outfit will look when it’s put together. It really takes the guess-work out of trying to put something together.”

Barton said that she primarily creates the displays along with one other staff member. “We spend a lot of time making different rack hubs or color stories. We are also always rearranging what needs to sell. While we are the two people who usually put the displays together, everyone here is trained on merchandising and display in general,” Barton reported. “Everyone in the store is well trained on how to replace items they are sold or run low, and how to change and style your mannequin. Our store caters to all ages from 16 to 65, so it is kind of nice to have everyone contribute.” She added, “Everyone has a different spin on the inventory, and different ideas, and can employ them all collaboratively.”

“We style on hangars, layering clothing with other pieces. We will do things like roll up the sleeves on a garment, add a belt, unbutton a shirt and have another shirt under it. We layer it and give it a look.”

- Sarah Barton, Label, Bentonville, Ark.

At the 1,500-square-foot store, Barton carries apparel, shoes, accessories, and highquality denim. She explained that her displays utilize a mix of both color and thematic approaches. “We typically start with a color and pull together a palette for each section of the store. Then we add themes, such as summer looks with swimsuits and hats in the swimsuit section,” Barton said.

In Tucson, Ariz., Dominique Maciulla , manager of The Green Monkey, said that the shop’s display strategy begins with “the great pieces we get in.” From that

starting point, Maciulla said “We really use our awesome big front windows that have great lighting. We also have mannequins which we dress down to purses and jewelry for a complete look. And on the top of our racks in the store, we will display some of the unique items that we have.” There are other display techniques she recommended, too. “We have some great, large jewelry cases and we place felt boards in there to display our jewelry pieces so that they really pop. We also put colorful items on displays just outside the shop in the shade under a little awning. Those small displays draw people in and makes us visible to people at neighboring locations such as restaurants, or really anyone who is driving through our plaza.” In short, visibility is key to the shop’s display success.

As to who creates displays at the store, Maciulla said, “Everyone here takes a turn at doing it, but all of us have a large retail background. Some of our staff have owned their own shops. We have a lot of experience. I’m lucky in that I never have to think twice about who is doing a display, because everyone has had their own experiences and puts their own twist or vision into our displays.”

The store varies between color and theme as display techniques. “It really depends on the season. For

Continued on page 124

Best Boutique Practices (From page 123)

example, right now it’s Pride Month, so we have a lot of rainbow items thematically. We also work with a color scheme so that our displays are cohesive. But we are not particularly strict on that. The idea is really just to make our displays pop and make shoppers want to come in.”

Savona Cook , owner of Savona’s Bohemian Boutique in Eugene, Ore., uses a mix of hangar and displays and mannequins to draw the eye and encourage shoppers to make purchases in her 426-foot shop. “I also have four mannequins, and I hang items on the wall with wire. The important thing is that you are showing a full outfit. That is what people want to see and need to see in order to really want get interested in something. Show a complete outfit and accessorize it – that’s what encourages

“I use them because I think people have a hard time envisioning something on the body if you just leave clothes displayed on hangars. I have three mannequins positioned just as you walk in the store and I have them in the windows, too.”

shoppers to buy items from clothing to jewelry and a purse. Doing that kind of display also highlights that we are more than just clothing alone.” She notes that within her displays “We also always try to give some sense of movement to encourage shopper engagement.” Cook does her own displays at the shop. “I went to art school and I did display work in retail before I even owned the boutique.” She mainly creates displays by using color as her guide. “Aesthetically it is prettier to do display in that way. Each section of the store has a different color theme above the corresponding clothing racks. On the wall near the racks there will also be displays, as well as on top of the round rack. I use pieces of clothing from the items located in each specific area,” she explained.

How Does Lighting Fit in with Display Strategy

When it comes to display, boutique clothing shops focus on staying “lit,” whether through specific lighting strategy or a bright look overall.

At Label in Bentonville, Ark., Owner Sarah Barton said “We don’t move our track lighting, but we do have a bit of accent lighting built into the design of the store. The idea is to make the store look cohesive rather than highlighting a specific item. But we do try to create displays that are under our lighting whenever possible.”

In Tucson, Ariz., Dominique Maciulla, manager of The Green Monkey, said that “We have very nice lighting in our windows that stays on 24/7. That way, when it’s dark, people can see the displays we have illuminated. We are near restaurants, so keeping the

windows well-lit will encourage visitors. We have great track lighting that you can angle and shift toward a mannequin to highlight it.”

Savona Cook, owner of Savona’s Bohemian Boutique in Eugene, Ore., uses lighting extensively in her store’s windows, and with wall displays. “Our jewelry cases and our window displays are each carefully lit. I don’t use anything special throughout the store, although I do feel it is a good idea to highlight the items you have with lighting accents.”

And in Anchorage, Alaska, Kim Stalder, owner of Circular, said her lighting technique began by remodeling the shop, taking out drop ceilings and putting in moveable lights. “I do move them around to make the store

or a display more interesting to my existing customers. Just like moving merchandise, moving the lighting helps it feel fresher.” She added, “I direct the lighting at certain things, such as highlighting a new display area, or items that are moved to the front of the store that you want people to be able to see well from the street.” ❖

- Kim Stalder, Circular, Anchorage, Alaska

Heading north to Anchorage, Alaska, Kim Stalder , owner of Circular, uses a lot of mannequins dressed in the stylish and unique clothing she offers. “I use them because I think people have a hard time envisioning something on the body if you just leave clothes displayed on hangars. I have three mannequins positioned just as you walk in the store and I have them in the windows, too.” She noted that “I always try to do color stories so that the store flows well. I think it is jarring when your eye takes in clothing that doesn’t feel good in terms of color to your mind. I know it would drive me crazy if I were here all day looking at colors that didn’t flow.”

The bottom line in display for Stalder is to “make something that’s appealing to me personally. I also have a variety of different areas in the store for merchandise, and I display items somewhat differently in each location.” She added another facet of display that she finds important to encourage shopping and buying - keeping displays uncrowded. “It’s important to give

people the space to see things, and not stuff things in. It’s also a good idea to change displays frequently. A lot of people in our store come in regularly, and even if any item has been in the store on their last visit, if I put it in a different spot, they will see it differently, perhaps be more interested in it, as if they have never seen it before.”

According to Stalder she creates her own displays in her 3,000-square-foot store. “I learned how to do them over time. I hadn’t worked retail at all before opening a store; I just believed it would be fine, and it was. I’ve learned from other people. I had a helper who did merchandising for Lauren and Channel; I learned some things from her, although she and I had different ways of doing things, and I follow my own way now.”

Whatever technique shops employ, whether choosing color or theme, using mannequins or hangers, display is the key for designing great merchandise sales at boutique clothing shops. ❖

128

Dressing Guests with Apparel Extras

Selling Wearable Merchandise at Water Parks and Amusement Parks

By Karen Appold

Even though a visit to a water park or amusement park may only last one day, there a lots of things to remember to take along. Swimsuit—check! Hat—check! Sunglasses—oops! Or, in some cases, a guest may not think that they will need a certain item, such as an extra T-shirt if theirs gets soaked on a flume ride.

Stocking apparel and accessory items that guests might forget is a great way to ensure sales at your gift shop. For Eric Bertch, owner of Lost Island Waterpark in Waterloo, Iowa, Wilcor water shoes are among his top-selling apparel. “Some guests fail to realize how hot the deck can get when temperatures get over 85 degrees,” he said.

Even if guests remember to bring everything they need, many like to purchase a memento of their special day. If they choose to buy clothing, they are most likely to buy a Gildan sweatshirt or T-shirt with the park’s logo on it, Bertch said. “We carry a variety of unique designs that change each year,” he said. “They are popular with first-time and returning guests.”

In the apparel category, Isherrie Dunk , retail assistant manager at Pier Gear, Pacific Park on the Santa Monica Pier in California, said unique unisex T-shirts from Lakeshirts, The Duck Company, Teemax, and Passion Imports, to name a few, sell well. They often have clever sayings and capture images that reflect the Santa Monica Pier, such as its infamous Ferris wheel, the Santa Monica yacht sign, palm trees, and sunshine. The shirts are soft and comfortable for day-to-day wear, and are perfect for family members who didn’t go on the trip, she said.

Lifeguard apparel by Popularity Product is another top seller. “Our hottest seller is a red hoodie that is name-dropped Santa Monica,” Dunk said. “We not only carry the hoodie, but also matching crewnecks, shorts, tanks, and hats—which grabs the attention of guests walking the boardwalk.”

Crop tops have been in style the last few years and always sell out for Dunk. “Ever Hottie provides a few of our popular styles that include unique photos of Santa

Designs are easy to see in this hanging apparel display at Lost Island Waterpark. Stocking apparel and accessory items guests might forget is a great way to boost sales. Continued on page 130

Dressing Guests (From page 128)

Monica,” she said.

For Jennifer Vance , retail manager and buyer at Timber Ridge Lodge & Waterpark in Lake Geneva, Wis., tie-dyed youth T-shirts are all the rage. In addition, red, black, and navy tees, are also a hit. For adults, sweatshirts with fun fonts bearing the park’s logo fly off the shelves. Swimwear is another best seller, particularly for men. “They must forget their suits often,” she said.

Ryan Burke , general manager of DeSoto Caverns in Childersburg, Ala., which has an amusement park in addition to a cavern, said agate pendant necklaces sell well. “They are affordable, make for a great accessory piece, and contain letters which can represent either a first or last name,” he said. The polished agate pieces of rock measure approximately two inches by one inch and come in a variety of colors.

Selling More Accessories

In addition to apparel, accessories can make or break a day out at a water or theme park. So how can a gift shop get these items to fly off the shelves?

“A display’s location is important,” Bertch said. “A prominent large supply of jewelry, sunglasses, and water shoes near the entrance

Apparel Product News Brief

Doodle Pants Offers Ladybug and SeaTurtle Hoodies

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Isherrie Dunk, retail assistant manager, Pier Gear, Pacific Park on the Santa Monica Pier in California. Unique unisex T-shirts sell well for the store, according to Dunk.

or register attracts guests. Keep displays wellstocked; if items look picked over guests tend to avoid purchasing them.”

Dunk organizes items by color, style, and in the same area, in an effort to sell more accessories. “It helps to have the name of the city or some sort of personalization,” she said. “Lighting also always plays an important part in highlighting merchandise.”

Creating attractive displays is key to increasing sales, Vance said. “And don’t over-price anything; keep it affordable for families,” she said.

In an effort to boost apparel sales, Burke recommended making sure displays are fully stocked. “Organize them by color, and make sure you have good lighting hitting the jewelry to make it appealing with a nice shimmer and shine,” he said.

Jessie Hayes , group sales manager, Raging

Continued on page 132

Senior Retail Supervisor Alexandra Choquehuanca, Pier Gear, at Pacific Park on the Santa Monica Pier, photographed with gifts. In an effort to sell more accessories, items are organized by color and style, the retail assistant manager said.

Dressing Guests (From page 131)

Rivers Waterpark, Grafton, Ill., places jewelry at the check-out counter to boost sales. Cruz necklaces and bracelets that are priced between $6 and $12 are her top sellers.

Surprise! Surprise!

When choosing new merchandise, you never know for sure how well it will sell until it’s out on the shelves. Sometimes, an unexpected item does amazingly well.

For Bertch, Fiesta’s Cutie Beans, with a mystery toy hidden inside the “bean,” have been phenomenal hot sellers. “They were trendy at a gift show, and kids (including staff) are buying them like crazy,” he said. “Kids like the ‘surprise’ component.” The shop sells them for $6, and they are nearly gone. The supplier is sold out.

Bertch’s 480-square-foot gift shop garners $150,000 annually. “Guests are spending far more this year, but we’re going to miss out on a considerable amount of sales due to supply chain issues,” he said. “A six- to eight-week lead time cripples

What to Do With Lingering Leftovers

At the end of a park’s season, it’s common to have a few stragglers left on the clothing rack. And once an item has been picked through, it can be difficult to get the last ones sold. So what’s a shop to do?

When he has apparel left over, Eric Bertch, owner of Lost Island Waterpark in Waterloo, Iowa, will put it on sale the following season. “We have little trouble going through our inventory,” he said.

Isherrie Dunk, retail assistant manager at Pier Gear, Pacific Park on the Santa Monica Pier in California, said the 700-square-foot shop rotates apparel weekly and oftentimes a few stragglers are left. “We create a last-chance rack for guest to grab and go,” she said.

Jennifer Vance, retail manager and buyer, Timber Ridge Lodge & Water-

park, Lake Geneva, Wis., said buying merchandise in smaller amounts helps avoid having excess stock in the first place.

When Ryan Burke, general manager, DeSoto Caverns, Childersburg, Ala., has extra items at his 1,500-square-foot store, he finds new ways to display them in a more appealing way, offers discounts to try and push the item, or has team members promote the item by wearing it to catch guests’ attention.

A few weeks before the end of the season, Jessie Hayes, group sales manager, Raging Rivers Waterpark, Grafton, Ill., said her shop has a blow-out sale and discounts merchandise. Afterward, not much is left in the store. ❖

Apparel and gifts on display at Lost Island Waterpark in Waterloo, Iowa. Water shoes are apparel top sellers at the attraction.

Eric Bertch, general manager, Lost Island Waterpark in Waterloo, Iowa. When Bertch is faced with leftover apparel, he will put it on sale the following season.

seasonal businesses when hit with unexpected demand.”

Dunk said the most unique items sell best. Soaps from Luna Los Angeles’ vegan collection have creative sayings that are hard to leave behind. “You don’t often see bars of soap in a souvenir store, but the delightful smell and creative wording always grabs guests’ attention,” she said. The shop also sells tons of small dishes by Down to Earth. These simple yet universal dishes are mostly used for jewelry placement, but can be used in many other ways.

Sales of swimming goggles by Bling2o for $10 have shocked Vance. “They are priced well and are packaged in a clear case,” she said. “Sales have been incredible.”

When she took a chance on cotton candy, Hayes wasn’t sure how it would be received at her 780-square-foot shop. She was pleasantly surprised to find that it’s a popular seller. “It’s great when someone gets a sweet tooth and it’s priced affordably,” she said. ❖

Apparel Product News Brief NB

Souvenir and Embroidery Apparel Is Available from Cowichan Souvenir

Cowichan Souvenir is a leading supplier of highquality souvenir embroidery apparel. We strive for quality in every stitch. Our designs focus on the magnificent wildlife and wild spaces that encompass your surroundings, keeping wilderness memories alive for your customers.

The company’s new Sasquatch design embodies the folklore of the legendary Bigfoot, calling to mind the vast and wild places of this great land, as well as the mysterious creatures who call it home.

(For more information, visit www.cowichansouvenir.com, call 888-939-3223, fax 888-748-2092 or circle 19 on the reader service card.)

A new Sasquatch design from Cowichan Souvenir, a leading supplier of souvenir embroidery apparel.

A T-shirt and gift display at Lost Island Waterpark. Logo souvenir T-shirts and sweatshirts sell well for the park.

Bringing Home the Sales Selling Quality Home Décor Gifts at

Resort Locations

When its vacation time, guests staying in resort destinations still have home on their mind.

Home décor gifts are popular at travel spots across the United States, and for this article, store staffers and owners described how they sell more in this category, what sells best, new trends in décor items, and their store policy on shipping items directly to customers’ homes.

Near the blue waters of South Lake Tahoe, Calif., Preston Herrington , assistant manager at On Tahoe Time, said that selling more home décor items is all about the store’s “amazing merchandising. You come in, and you immediately love it, and go out and grab your friend or your husband, they’ll go out and grab their friend. People just love it here, and we have great word of mouth about our merchandising, which is sometimes themed to area activities like hiking, and sometimes display is about like-items placed together in attractive ways in the store.”

Best-sellers are a mixed bag, Herrington reported. “We have a lot of locally-made, artist-made work, including art about the lakes; we have maps that are hand-drawn of areas throughout the world that are kind of a nostalgic decorative item; we have locally made ornaments; and we have fine glassware that’s locally made and etched with the shape of our town on the pieces.”

Trends in décor items are not something this shop sees, because so many of the décor pieces they carry

are unique and local. “Every customer is different. Some are looking for something to fill an empty spot in their home, often people don’t know what they are looking for until they come in here and they see it; and then they say, ‘I have to have that.’ ”

The 1,200-square-foot shop does ship to customers’ homes, so they don’t have to travel with the items that they purchase, however, not all the time. “We do drop shipping from our website; unique one-of-a-kind items that we have here, we do use a FedEx across the street.”

“We have a lot of locally-made, artistmade work, including art about the lakes; we have maps that are hand-drawn of areas throughout the world that are kind of a nostalgic decorative item; we have locally made ornaments; and we have fine glassware that’s locally made and etched with the shape of our town on the pieces.”

- Preston Herrington, On Tahoe Time, South Lake Tahoe, Calif.

In the desert resort community of Palm Springs, Jill Kassinger , owner of her eponymous store, Jill, said the best way to sell more quality home décor is through “Excellent customer service. And then we promote some items on our website, too.” Her best-sellers are “Cocktail glasses, home

Continued on page 136

Las Vegas Market Section

Bringing Home the Sales (From page 134)

accents such as vases, wall décor items, and sculptural decorative items like balloon dogs that are like the ones by artist Jeff Koons. They’re very popular.”

Trends? “We’ve seen a lot of barware and home entertainment items such as charcuterie plates and serving items. It’s really an outgrowth of the pandemic and people doing more entertaining at home.”

The 1,000-square-foot shop makes sure that desert travelers don’t have to carry purchases home in their suitcases. “We totally ship things to people. Many people ask for that.”

In Anchorage, Alaska, Jana Hayenga , owner of Cabin Fever, relies most strongly on her staff’s experience and knowledge to sell more décor items. “I have people who have worked here for 20 years, and they know the artists, the stories behind the items, and how unique and individual they are. They also gift wrap everything, and when customers reach out to us for a specific unique item, if that is no longer in the store, because we have so many one-of-a-kind pieces, then they will give other suggestions.” She noted, “That kind of customer service, the kind that goes above and beyond, that’s even more in demand right now.”

Best-sellers include “Hand-turned art bowls, each unusual and different, and three-dimensional floral stained-glass pieces, in which the flowers stand out from the typical, 2D rectangular piece, flowers such as fireweed and forget-me-nots. They are really beautiful. We also have grapevine moose heads that are the actual size of moose heads. People use them indoors and out for a kind of [lodge like] look.”

With items that special, the 2,000-square-foot store

ships a great deal. “We ship right from the artist sometimes. We figure out the cost and have them ship a piece directly to customers. We even ship globally.”

As to trends, unique items have always been the store’s primary focus in the home décor category, so there are no differences that she sees in commercial trends. Among shoppers, however, she sees that “Because of COVID we have a lot of independent travelers who come in with a lot of time to spend, maybe a week or more, rather than just popping on and off a cruise,” she said that they are typically younger than cruise passengers and buying the décor items more for their own homes rather than smaller gift items for others. “And with more room in their suitcases, rather than the limited space for cruise passengers, they won’t just shop for small, flat items. We have done very well with beautifully hand-painted bowls this year. We are selling three to five a week versus three to five a season in the past. Consumers are buying more for themselves than small gifts for everyone on a list.”

At The Rusty Dahlia in Astoria, Ore., Owner Teresa Barner said the best way to sell more décor items

Home Décor Product News Brief NB

Handmade Stars from India Are Available from Lorab International

Lorab International has been designing and selling Handmade Stars from India for over 20 years.

Each Star is unique with wonderful patterns and colors to surely enhance wherever they are used, for gifts, displays, or a child’s room, each becomes a treasure that all love. The paper used is of the highest quality, and the colors inside each star make them unique and enchanting when lit.

The company prides itself on one-on-one communication with its customers, and have a very loyal and long-established following.

(For more information, call 800-747-0334, visit www.lorab.com, or circle 42 on the reader service card.)

A view of merchandise at a Lorab booth at the 2019 ASD Market Show in Las Vegas, Nev.

as gifts is to display them well, both in the store and on social media. “We spend a lot of time on our displays and to the overall look of the store. We want it to feel happy and warm and inviting. We primarily group like-items together in color themes, within specific areas like kitchen or bathroom. But we also have thematic displays that are color themed, such as a sunflower display in yellows, and one of bees that’s all black and white and grey items. We have separate wedding and baby areas too, for décor items.”

“I have people who have worked here for 20 years, and they know the artists, the stories behind the items, and how unique and individual they are. They also gift wrap everything, and when customers reach out to us for a specific unique item, if that is no longer in the store, because we have so many one-of-a-kind pieces, then they will give other suggestions. …That kind of customer service, the kind that goes above and beyond, that’s even more in demand right now.”

- Jana Hayenga, Cabin Fever Anchorage, Alaska

cording to Barner.

Best-sellers in the 900-square-foot shop include Fiestaware, Scrubby Soaps, and Farmhouse décor candles. “The candles are a big seller for us. So are the store’s own handmade signs. We offer both decorative and regionally oriented wall hangings, signs that say ‘Astoria,’ and beach-related signs, since of course we are so close to the water.” She hasn’t seen a trend toward new styles in décor items, although home entertaining items, strong during COVID restrictions are slightly less popular with customers now than they were last year.

And as to shipping, the store does that “a lot,” ac-

At Volcano House resort hotel in Volcano, Hawaii, Gift Store Manager Lia said that home décor is not a big category for the in-hotel shop, which sells more of souvenir-type items. “We do well with mounted metal prints and other mounted photos of the volcanos as wall décor, and then we have glassware like shot glasses and mugs.” And she asserted that the best way to sell any of these items is by good display in the store, so that customers can view the range of items the store has to offer in the busy resort location, where Hawaiian shirts, T-shirts, and postcards and stickers are all popular purchases for guests touring the volcanoes. ❖

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Getting Gift Merchandise Out the Door at Museum Shops

By Karen Appold

There are many reasons why visitors buy gifts for someone else when traveling. They may want to get something for a loved one who couldn’t make the trip. Or, they want to buy something for someone who is helping out while they’re away, such as a pet or house sitter. Even though they may not have intended to buy a gift for a certain person, a visitor may be tempted to do so if they know someone would love a certain item. Another reason might be to buy a gift for someone who has a birthday or another special occasion coming up.

So what gift items are selling best at museums these days? Ava Maxwell , manager of retail operations at The Charles Hosmer Morse Museum of American Art in Winter Park, Fla., has found that Modgy vases and Modgy lumizu are perfect gifts because they are modestly priced, lightweight, and are packaged flat. They expand when water is poured into the vessel. They are beautifully designed from the large collection of Louis Comfort Tiffany works in the museum.

Umbrellas reproducing some of Tiffany’s most treasured works always awe Maxwell’s customers. Eye-catching and bold in color and pattern, the custom umbrellas produced by The Product of Design, MP Barcelona, Raincapers, La Selva Designs, and Galleria Enterprises come in collapsible and stick forms. “They are easy to carry or pack in a suitcase or tote bag, are well priced, and are often a necessity during a sudden Florida shower,” she said.

Boxed notes and notecard folios with gorgeous Tiffany images compete in sales with Maxwell’s vast assortment of small, four-inch round glass ornaments with details of Tiffany windows in the Morse’s collection. The notecard sets are by U.S.-based Museum Store Products and the notecard folios are made by Bekking & Blitz Uitgevers

Museum Shop Associate Kellie Strawley of The Charles Hosmer Morse Museum of American Art in Winter Park, Fla., photographed with Modgy vases and glass ornaments. Modgy gifts are perfect as they are modestly priced, lightweight and packaged flat, according to the museum’s manager of retail operations.

Las Vegas Market Section

in the Netherlands.

Small glass ornaments created by U.S.-based Museum Masterworks can be used year-round by either hanging them in front of a window or as a holiday ornament on a tree. They are packaged well with a descriptive text pertaining to the work of art and artist inside a small acetate covered box, Maxwell said.

For Theresa Danneffel , retail store manager and buyer at the Gilmore Car Museum in Hickory Corners, Mich., ScandiCal’s street signs with names are popular with guests because they are personalized. “We feature our cars on the signs to make them unique to the museum,” she said. “Our older generation of guests like to get gifts for their children and grandchildren, and these make a great little gift at an affordable price point.”

Custom-designed T-shirts by Out of Hand Graphics and Black Metal Apparel also fly off the shelves, Danneffel said. “Guests want something different with a car design on it to wear to their next car show,” Danneffel said.

Danneffel has also had great success with Magnets by Charles Products, Kalan, and Desperate Enterprises over the past year. “People still want a small souvenir to take home and put on their refrigerator, or in our case, probably out in their car shop on a tool box,” she said. The shop

Continued on page 140

Name-dropped sweatshirts at the Gilmore Car Museum. Guests like souvenir logo apparel they can wear to car shows, according to the retail store manager and buyer.

Las Vegas Market Section

sells custom magnets featuring its buildings or logo on them with cars sprinkled in. It also carries magnets with name brand logos such as Ford, Chevy, and Cadillac.

Sara Turner , gift shop manager at Taliesin Preservation in Spring Green, Wis., the home, studio, school, and 800-acre estate of architect Frank Lloyd Wright, said that Taliesin T-shirts by American Needle sell well because they are wearable souvenirs. Throws with designs featuring famous art glass pieces by Wright are colorful conversation pieces and a fun souvenir. Coasters, designed after Wright’s art glass designs are a fun, decorative gift.

At Graceland, the Home of Elvis Presley in Memphis, Tenn., Laurie Williams , director of merchandising, said Elvis name mugs are hot sellers. They feature an artwork design of Graceland and Elvis imagery. The “Elvis Presley’s Graceland: The Official Guidebook Hardcover Edition,” a collectible book filled with images of Graceland and Elvis, is also popular. The book tells the story of Elvis’ life and career in addition to giving readers an extensive tour of Graceland, its history, and its accompanying exhibits and attractions. Elvis Presley TCB Gold Sunglasses also fly off the shelves. They are replicas of Elvis’ iconic sunglasses.

Theresa Danneffel, retail store manager and buyer at the Gilmore Car Museum in Hickory Corners, Mich. On the job since August, 2020, she had turned over about 60 percent of the 800-square-foot store.

Stocking Tips

So how can gift buyers put their best foot forward in choosing gift merchandise that will knock guests’ socks off? “Knowing where your customers come from and their reasons for visiting your shop can help guide a buyer in selecting merchandise that will sell,” Maxwell said. “After they have toured the galleries and enter the shop, visitors are often looking for something to take home a memento of their experience. With transportability in mind, gift pieces must also represent the museum’s collection.”

Turner chooses merchandise that is relevant to the Wright estate. “The most popular sellers are things that help to tell the story of what they learned while visiting Taliesin,” she said.

For Williams, it’s important to offer exclusive products that can only be purchased at Graceland. Merchandise features designs depicting Graceland’s images and icons. Offering a range of price points that appeal to everyone also works well. The campus operates eight retail outlets on its campus, which total approximately 18,000 square feet. Each retail outlet includes an assortment of themed products specific to its location.

Continued on page 142

Magnets displayed on a car door at the Gilmore Car Museum. The store has had great success with magnets by Charles Products, Kalan, and Desperate Enterprises over the past year.

Las Vegas Market Section

Getting Gift Merchandise (From page 141)

Helping Customers

Staff at the Morse Museum Shop are very familiar and knowledgeable with both the museum’s collection and the shop’s merchandise. When a customer is looking for a gift, staff ask some questions about the recipient. Is it for a special occasion? The shop offers complimentary gift wrap using paper designed from Tiffany’s wisteria windows. “A gift from the Morse is a beauty before it’s unwrapped to reveal its contents,” Maxwell said.

When looking to help customers find the right gift, Danneffel asks guests who they are shopping for, how old they are, and if they have a favorite car. From there, she can help them pick out the perfect gift.

Changes in Merchandise

Over the last two years, museum shops have experienced some changes, most notably due to the COVID-19 pandemic. Maxwell’s 1,600-square-foot shop has added face coverings and hand sanitizer merchandise. These items are custom pieces bearing images of Tiffany’s works of art. “We have increased our stock of custom puzzles and have slightly decreased quantities of personal accessories such as jewelry, scarves, and shawls, due to the temporary re-

Car books and apparel at the Gilmore Car Museum. More recently added ladies apparel is selling well for the store, according to the retail store manager and buyer.

strictions of handling items during the pandemic,” Maxwell said. Although Danneffel just started her job at the museum in August 2020, she has turned over about 60 percent of the 800-squarefoot store. “I brought in less expensive items, souvenir items, and newer items that will appeal to all ages,” she said. “We had a lot of higher-end items previously, which we still have, but I wanted to make sure that there was a price point for everyone. We’ve also added a lot more kidfriendly items for parents and grandparents to buy for that age group. We didn’t have much in ladies apparel either, so I added more which already has been proven to sell very well.”

Merchandise at Turner’s 1,700-square-foot shop has changed to better incorporate local artists in the Driftless region and share their mission. “We’re growing our relationships with local artisans and craftspeople and featuring beautiful handcrafted items such as pottery and exclusive artwork inspired by the beauty of the Driftless and Taliesin,” she said. “Many items are exclusive to our shop.” ❖

Las Vegas Market Partners with HD Expo + Conference and ASD Three Trade Events to Overlap for First Time in August 2021

International Market Centers (IMC) and Emerald have announced a partnership between IMC’s Summer 2021 Las Vegas Market and Emeralds’ HD Expo + Conference and ASD Market Week, offering buyers and suppliers crosscategory exposure and opportunities across all three B2B events in Las Vegas this August.

The three trade events will intersect in Las Vegas this August due to each market’s COVID-related date changes. Show dates and hours for each of the three markets is as follows:

ASD Market Week

August 22 – 25, 2021 – (Sunday-Wednesday)

Las Vegas Convention Center https://asdonline.com

Las Vegas Market

August 22 – Aug. 26, 2021 – (Sunday-Thursday)

World Market Center Las Vegas and The Expo at World Market Center Las Vegas www.lasvegasmarket.com

HD Expo + Conference

August 24 – 25, 2021 (Tuesday-Wednesday)

Mandalay Bay, Las Vegas

https://hdexpo.hospitalitydesign.com

Employee Kelsey photographed at a Gilmore Car Museum mobile store. Custom-designed T-shirts by Out of Hand Graphics and Black Metal Apparel sell well for the operation.

Ava Maxwell, manager of retail operations at The Charles Hosmer Morse Museum of American Art. Umbrellas reproducing some of Tiffany’s most treasured works always awe Maxwell’s customers, she said.

Home

Décor,

Bedding

and Furniture Gains in Las Vegas for Summer 2021 Market

Nearly 20 New, Expanded and Relocated Showrooms Commit to Las Vegas Market

Las Vegas Market is seeing strong demand from the home furnishings industry with nearly 20 home décor, bedding and furniture brands committing to new, expanded and relocated showrooms in the lead up to the Summer 2021 Market, running August 22 – 26, 2021.

“Las Vegas is the gateway for furniture, bedding and home décor brands to reach the west coast design and retail communities,” said Scott Eckman, International Market Centers (IMC) chief revenue officer. “The latest updates to our diverse offerings in these categories confirm the strength of the market and provide buyers with a wide range of top-quality resources.”

The 18 updates include seven new showrooms (three in home décor, two in bedding and two in furniture) and 11 expansions and relocations (nine in home décor, one in bedding and one in furniture). These new and expanding showrooms join the 2,500-plus home décor, bedding and furniture resources offered by Las Vegas Market.

Expanded Resources, Date Shift Sets Stage for Robust Summer 2021 Las Vegas Market

A surge in consumer demand for home product, expectation of a strong fourth quarter and laterthan-normal summer show dates have positioned Las Vegas Market as a West Coast major sourcing opportunity for 2021, offering retailers a robust assortment of gift, home décor and furniture products to fill their holiday inventory needs. Registration for Summer 2021 Market runs Aug. 22 – Aug. 26.

“There’s an industry-wide need for product and Las Vegas Market is prepared to help meet that demand,” said IMC CEO Bob Maricich. “April Market was an important first step towards business recovery for the western states, and we look forward to continued progress by connecting buyers and suppliers again this August.”

This summer, attendees will find a depth and breadth of new, innovative and best-selling products on a campus that features 4,300-plus furniture, gift and home décor resources across three showroom buildings (A, B and C) and in the temporary exhibits located in the Expo at World Market Center Las Vegas.

Las Vegas Market’s Summer 2021 FIRST LOOK Showcases Four New Gift and Home Trends

Las Vegas Market has announced four design and color trends in its proprietary FIRST LOOK program – EARLY TO RISE, SPECIAL EFFECTS, HOME & AWAY and ’80s BEATS – for the Summer 2021 Market, Aug. 22 – 26 at World Market Center Las Vegas.

“The Summer 2021 First Look trends reflect the optimism of consumers now with bright colors, playful materials, a bit of whimsy and an excitement to return to trav-

el and other activities,” said Dorothy Belshaw, chief customer and marketing officer for IMC. “FIRST LOOK identifies these trends in the context of Las Vegas Market and serves as a preview for retailers and designers looking for relevant at-market resources.”

The four Summer 2021 FIRST LOOK themes are: ’80s BEATS, which offers bright colors, pronounced contrasts and sweet pastels across all categories; EARLY TO RISE, which is a casual vignette

filled with housewares, small appliances, tabletop, gourmet, dining furniture, and decorative accessories; HOME & AWAY, which is an efficient, shared living space decorated with a mix of materials and transitional styling to serve as a backdrop; and SPECIAL EFFECTS, which has a focus on categories to include LED lighting, decorative accessories, housewares, textiles, area rugs and upholstery. Bonus coverage: tech-inspired rainbow palettes.

Expansive Growth for Summer 2021 Market

Following a successful debut in the new EXPO at World Market Center Las Vegas in April, Las Vegas Market’s temporary exhibits are seeing a surge in both new and returning brands for the Summer 2021 Market, taking place Aug. 22 – 26 (temporaries Aug. 22 – 25). The market is expected to draw 350-plus gift and home décor temporaries – an increase of 75 percent over the April Market.

“Las Vegas Market momentum temporaries is accelerating with 85 percent of the brands that showed in the EXPO at WMCLV in April returning for the August Market,” said Scott Eckman, IMC chief revenue officer. “This gives us a solid base from which to build as industry recovery continues.”

Las Vegas Market’s temporary exhibits feature a mix of gift and home décor from established and up-andcoming brands in six destinations: Gift, Home, Design, Handmade, Luxe and Immediate Delivery plus the Gourmet Housewares Collection, which debuts this August – all housed in the state-of-the-art, 315,000-square-foot EXPO at World Market Center.

Gift Exhibitors Grow Las Vegas Market Presence to Tap West Coast Demand

Las Vegas Market continues to see a surge in gift leasing, with 11 gift brands and sales agencies committing to new, expanded, relocated and renewed showrooms for the Summer 2021 Market, running August 22-26, 2021.

“Gift brands are expanding their spaces at Las Vegas Market to ensure a strong finish to the summer sales season,” said Scott Eckman, International Market Centers’ (IMC) chief revenue officer. “Buyers returning inperson to our August market will find an extensive selection of high-quality giftware to restock their shelves in time for fourth quarter.”

Where the Jewelry Always Fits

Jewelry Trends at Gift Shops and Boutiques

By Carimé Lane

“When a woman’s not feeling her best, she can always find a beautiful piece of jewelry,” said Marti Tolleson , owner of Two Friends on St. Simon’s Island. “It always seems to fit.”

Here, we have the scoop on why three gift shops and/or boutiques are stocking up on more jewelry, how they cater to their demographics, and more.

Two Friends is a 4,500-square-foot lifestyle boutique that sells items including clothing, gifts, home goods and art on St. Simon’s Island. They typically sell jewelry meant to complement an outfit bought in-store or purchased with a special occasion in mind, such as heading out to dinner.

Their customer avatar covers three categories: teenage granddaughter, mother and grandmother ranging in age from 16-95-years-old. Because the

store is located in a resort community, all three groups shop at the store regularly.

When buying jewelry for the shop, Tolleson keeps these demographics in mind. For instance, for younger customers, she’ll buy trendy items with the understanding that this customer group may lose or quickly tire of their jewelry. On the other hand, she’ll remember ‘grandmothers’ often have money to spend, a more discerning eye and typically are willing to buy jewelry for all three generations when they attend the store together.

Two Friends buys jewelry of various price ranges, again with the knowledge they are catering to three demographics.

Finer pieces are displayed in a cabinet showcased using thoughtful lighting and placement. These cabinets are also within eyeshot of their front counter.

Otherwise, they tend to display the jewelry according to vendor.

Jewelry in cool, summery colors at Two Friends. In addition to jewelry, the store sells clothing, gifts, home goods, and art.

Marti Tolleson, owner, Two Friends on St. Simon’s Island. The business sells jewelry that can complement an outfit bought in-store.

Jewelry Section

“When the display creates a story, when it makes a statement with all of the pieces together, then it’s much more appealing to the eye,” said Tolleson.

In Just/Because, a roughly 1,000-square-foot Sarasota, Fla. gift shop, owner Barbara Bria-Pugliese said Ethics Goods and Bold B are among the jewelry lines they’re constantly selling.

Ethic Goods makes stretch bracelets displaying a word–like ‘sister,’ ‘friendship,’ or ‘brave’–in Morse code. Part of the proceeds goes to the human trafficking survivors who crafted the bracelets. The bracelets are a consistent hit because, at $17.50, they are priced affordably, are for a good cause, can be stacked with other jewelry and appeal to all age groups.

Bold B is an Australia line of jewelry made from beach sand. “Unlike a lot of other nature jewelry, it’s very contemporary looking,” said Bria-Pugliese. “It’s a high polish finish, so it’s a fabulous look.” Every piece–whether an earring, necklaces or bracelet–is priced under $55 and named for bodies of water with names like ‘rockpool’, ‘chasm’ and ‘islet.’

Bria-Pugliese’s main demographic is 30 and up, with the average age landing at 50 to 60-years-old. To accommodate these age categories, she looks for three things: Pieces customers won’t see everywhere else, that are age appropriate and fit everyone’s style. As well: She strives to buy from smaller cottage industry jewelers.

“We also look at price points for our demographic,” said Bria-Pugliese.

Just/Because pulls in half a million in annual sales. They sell high-end jewelry, but also items that are easy to pick up at the register.

“We try to make it very easy for the customer to see the pieces, pick them up, touch them, feel them–to us,

Continued on page 148

At Two Friends, jewelry is stocked at various price ranges, with finer pieces kept in a cabinet. Shown is a necklace on a necklace form.

A jewelry display at BellaJames in San Jose, Calif. Necklaces make up most of the store’s jewelry stock.

Fashionable key jewelry is available at Bella James. Vendors are displayed together at the store.

Jewelry Section

Where the Jewelry (From page 147)

that’s so much of the sell,” said Bria-Pugliese. Fine jewelry is still encased, but lower end jewelry is displayed so customers can enjoy that tactile experience.

Bria-Pugliese keeps the Bold B jewelry by the register. She finds customers are drawn to Bold B’s colors–like aqua and ultra marine–when they’re cashing out. She keeps the Ethic Goods bracelets across from the register on an antique piece of furniture in a small basket. “People gravitate towards that all day long,” said Bria-Pugliese. “And that’s also why I think the line sells so well: It’s out for people to see and feel and for us to tell them about it.”

Samantha Needham , manager and assistant buyer at the BellaJames boutique located in San Jose, Ca said necklaces and earrings sell best for them. She believes customers favor these because they like to change their necklaces along with their outfits. Necklaces also make up most of their jewelry stock.

“A statement necklace elevates any outfit,” said Needham.

Needham said they think of their store as a “lifestyle,” which caters to a wide range of customers. “We have a wide variety of jewelry with price points starting at $24,” said Needham. They carry pieces constructed with various metals and materials to provide their customers with a wide selection of unique jewelry. “Customers love supporting local vendors,” said Needham.

In displaying their jeweled wares, they like to keep vendors together. “Each vendor has their own style, so showcasing them individually makes for more stand-out pieces,” said Needham. ❖

Are You Planning On Bringing In More Jewelry, Or Scaling Back Your Selection? Why?

At Two Friends, Marti Tolleson said they’ll keep buying jewelry at the same rate or increase it.

“Many times, if a woman already has an outfit and doesn’t necessarily want to invest a large dollar amount in another outfit, she’ll change her look using her accessories,” commented Tolleson.

At BellaJames, Samantha

Needham said that they plan to increase their jewelry selection. It was a slower category during Covid, but is starting to become more important now that people are going back to work, she said.

Barbara Bria-Pugliese said she’s always looking for more jewelry. She’ll be heading to the Atlanta gift show next week to do just that. Her location is a tourist destination– consisting of snow-

birds from October to May–and those on vacations from May through October. These travelers are always interested in picking up a new piece of jewelry.

“No matter what, jewelry is always a top seller for us: It’s either a pick me up gift because they’re on vacation or a great gift-giving item when they’re here,” said BriaPugliese. ❖

Delicate gold jewelry photographed at BellaJames. The store offers a wide range of prices for jewelry starting at $24.

Earrings on display at Two Friends. The store caters to grandmothers, teen daughters, and their mothers.

Where Business Is Beginning to Normalize Jewelry Trends at Hospital Stores

By Carimé Lane

As life settles a bit, we thought it was time to check in on the hospital gift shop industry – both for their pandemic story, and to hear about jewelry sales.

Gwynne Gillette, COO of Cloverkey (a full-service hospital solution start-up with seven operating stores by the end of August), and veteran in the hospital gift industry, explained there are two ways hospital gift shops have dealt with the pandemic. The first was to shut down their gift shop to control infections and keep the number of people in the hospital to a minimum. In addition, many hospital gift shops are also staffed by senior volunteers, so many closed to protect these vulnerable people.

Other hospitals chose to keep their gift shop open, primarily because they would sometimes be the only source of prepackaged consumables prepared off site. The hospital gift shop could function as a backup in case a staff member in the cafeteria became infected and the cafeteria was shut down for the cleaning process.

One of the shops Cloverkey runs is Paoli Hospital Gift Shop located in Paoli, Pa. They were among the shops that closed during the pandemic in April 2020, said Gillette. The shop re-opened in June of 2020. Now, the hospital is permitting one visitor per non-Covid patient. The gift shop is also located next to a closed entrance, which has impacted traffic. Outside shoppers–which are not common in hospital gift shops, but can be found in Paoli, as they cater to a smaller community in a suburb of Philadelphia–also aren’t allowed.

At Paoli, earrings with a broad appeal, or with niche appeal like Alex and Ani, for instance, and a low price point (around $9 to $10) sell best. While the jewelry selection at Paoli isn’t huge, they also stock bracelets and other types of jewelry. In Gillette’s experience, if customers are looking for a more expensive jewelry piece, they will search for these at a speciality jewelry store.

“Most expensive jewelry is very much about individual taste and that’s a niche that’s hard to include in a hospital gift shop because you have to cover so many

other types of product,” said Gillette, who has seen past sales as high as $350,000 in Paoli’s 1,800-square-foot shop.

Display is key to selling more jewelry. “It has to look good on the shelf,” commented Gillette. Knowing your clientele is another essential factor. “There’s jewelry I would wear, and there’s jewelry my mom would wear,” said Gillette. “You have to know your

Continued on page 150

Board Chair Volunteer Stephen Broussard of Ascension St. Thomas Hospital. Earrings are the hospital’s best-selling jewelry piece.

Jewelry Section

Where Business is (From page 149)

clientele really well.”

One thing that doesn’t work is putting your jewelry behind glass, said Gillette. Cloverkey ran an experiment comparing jewelry sales with and without glass, and found that, without glass, sales went up by about 40 per cent, and shrinkage increased only slightly.

“When you put it behind glass, if you are not available that very second to let them in and look at it, you’re going to lose the sale,” elaborated Gillette.

Displays need to be easy-to-access, and easy for the customer to touch and hold, said Gillette. If it’s on a mannequin, it’s too far away. To maximize your reachable space, you may want to use a jewelry spinner to accommodate numerous skews. You must be conscious of the space you’re giving to single items, Gillette said.

At the moment, most of the Paoli’s customers are employees. But even before the pandemic, they already made up about 60 per cent of the shoppers. To reach the employees–along with other shoppers–Paoli has a loyalty program, through which coupons can be distributed and special events may be advertised.

Hospital employees tend to be price sensitive. According to Gillette, earrings are most popular for employees, because they need to adhere to restrictions as

to what can be worn on the patient care side.

Some trendy pieces do sell–which currently include pieces with thread work and straw woven designs. For the most part, however, the shoppers at Paoli go for classic items with a wide appeal. “Our most popular earrings are still the standard nickel free earrings,” Gillette said.

At the Ascension St. Thomas Hospital gift shops located in Midtown and West Nashville, Tenn., Robin Adams , manager, told us their shops were closed from March 2020, and reopened in June 2020 with reduced hours. Volunteers were not permitted to staff the stores until March 2021, so Adams and two other staff operated the stores during that time.

Sales appear to be rising again. But with only two visitors allowed in the hospital per patient and masks still required in the hospital, they are not yet back to pre-pandemic numbers in both of their 1,200-square-foot shops.

Earrings are Ascension St. Thomas’ best-selling jewelry piece, in particular Main Street by Coronet. Earrings at a price point of $9.99 sell well to both hospital staff and other customers. Ginger Snaps & Co., Davinci and Forever in My Heart are other popular brand names. Sales of these products tend to work in cycles at Ascension St. Thomas. For instance, for a time,

A view of the sales floor at an Ascension St. Thomas store. Most of the jewelry is displayed just as shoppers enter the stores. Sales are up, but because of restrictions such as only two visitors per patient, they have not reached pre-pandemic levels, according to the manager.

Assistant Manager Carole Meckes photographed with jewelry at The Atrium Gift Shop at St. David’s Medical Center in Austin, Texas. The buyer/manager, John Moss, said sales are already ahead of projections for the year.

layers will be best-sellers, and then they’ll see in uptick in Davinci sales.

They do buy from various other suppliers like Accent and Howards, which they display in jewelry cases. But these don’t move as quickly, Adams said.

Most of their jewelry is displayed just as you enter the store, said Adams. The sparkle catches customers’ attention when they first walk in, so they’ll often stop and have a look at that display.

All ages–mainly ladies–often stop by their gift shops to purchase jewelry for their grandmothers or mothers. This means that Adams must buy with an eye for universal appeal. Her customers are interested in cost effective jewelry and are fond of unusual items. In fact, they get many compliments pertaining to their unique jewelry selection. Many customers tell Adams that every time they’re in a hospital, they want to visit the gift shop because they find hospital gift shops always stock unique items.

At the Atrium Gift Shop of St. David’s Medical Center in Austin, Texas, they’re operating at their full hours, but at about 70 percent saleswise, said John Moss buyer/manager. However, they’re already ahead of projections for the year.

During the pandemic, they were closed for roughly six weeks and then opened part time, but weren’t permitting shoppers inside the store yet. St. David’s is a non-profit gift shop, where profits are directed to a scholarship fund. “We were fortunate that the hospital worked with us. We had to submit plans to every step of the way,” explained Moss.

Carole Meckes , assistant manager, said they’d

been restricted to one visitor per patient in their 2,400-square-feet of selling space. These restrictions just recently eased up. They’ve had to get creative to keep sales moving by offering a personal shopping service, where one customer can make an appointment to shop the store by themselves, curbside pick-up, and have started tackling a facelift of the website, complete in September/October.

Earrings are their best-selling type of jewelry. There has been an industry slump generally when it comes to necklaces, commented Moss, but bracelets are still doing well.

They’re always looking at what’s moving and at what the trends are. At the moment, gold is trending. Currently, smaller types of earrings have been selling, and they’ve had requests for sleeker designs. They’re also selling less of the larger hoops. Some items, like clip-on earrings, are always kept in stock to offer a wide selection to customers.

They find keeping earrings by the checkout helps to sell more jewelry. Moss said simple is best: Displays that are not too crowded, easy to see and not confusing work well.

Their primary jewelry customer is 30-plus, along with hospital staff. Moss said most of the staff knows regular shoppers by name. Listening to the customers, and reading various publications to spot trends helps them know what to order.

Moss and Meckes also look at price point when buying jewelry for their demographic. “For us, when it starts to go above $20, our customers start to say ‘I don’t know if I want this,’ ” expressed Moss. ❖

Phil Lowe, 91, a volunteer at Ascension St. Thomas Hospital. Volunteers have been permitted back in the stores as of March 2021.

A display of earrings and rings at The Atrium Gift Shop at St. David’s Medical Center. The profits for this non-profit gift shop are directed to a medical scholarship fund.

Going Small for Big Sales Trends in Inexpensive Gifts at General and Variety Stores

By Carimé Lane

When it comes to gifts, it’s the thought that counts. And general and variety store owners are ensuring that this thought goes a long way–even when it comes to inexpensive gifts. Here, three retailers told us what sells best in this category, how they sell more inexpensive gifts, and how they curate their selection of small and inexpensive gifts.

GOODS, located in Cincinnati’s Over the Rhine neighbourhood sells mainly locally procured items like jewelry, patches, cards and pet supplies, including goods they create in-store, which include printed T-shirts and coffee mugs, along with candles. They produce items for other local designers as well.

GOODS Owner, Carl Hunt , said T-shirts and socks are among their best-selling inexpensive gifts. The T-shirts are decorated with a range of images– either quips related to Cincinnati, or their renditions of album covers and cost from $15-$20 dollars. Their sock selection includes fun decorations like flamingos, donuts, or socks with political messages like #blacklivesmatter. Socks cost $7 each or two for $12.

Selling inexpensive gifts is often about positioning products, for instance: putting them in front of the customer such as the front area and around the checkout said Hunt. Keeping product at eye level is also helpful. Being on a fairly busy street adds sales from passersby. In addition, Hunt said they post inexpensive gifts heavily on Instagram to increase sales.

Hunt picks up new inexpensive merchandise at vendor street festivals. He wanders through, waiting for something to catch his eye and watching to see how other browsers react to products. Sometimes, he uses these trips to inspire his own creations.

Via Convenience in Calgary, Alberta, sells necessary sundries like face tissue, cleaning supplies and snacks, but also houses a section dedicated to local companies and products. In his two months of operating thus far, Razwan Arshad , owner, said

Continued on page 154

Owner Benjamin Duensing of Sunbeam General, which has four locations in New Jersey and Pennsylvania. The store’s best-sellers in the inexpensive gifts category include jewelry, toys, notebooks, journals, and stickers, according to Duensing.

Going Small for Big Sales (From page 152)

best-selling inexpensive gifts have been locally made hand poured coconut or soy candles. Milk Jar and Land of Daughters–a Metis and female founded company–are popular brands at Via. Speciality chocolates including Dick Taylor are also fast sellers. “Lots of soul goes into these products,” Arshad said.

Farmers markets are one of the best places to find items to stock for his 1,200-square-foot shop in this category, said Arshad. Knowing and telling customers the story behind the product always helps to make purchases more meaningful, he added.

Arshad has found opening during the pandemic to pose an extra challenge since government subsidies in Canada have only been offered to businesses with pre-

pensive items available to shoppers. Their best-selling inexpensive gifts include jewelry, toys, notebooks, and journals and stickers. Novelty socks–printed with yoga, animal designs, or TV-related prints–for example: The Office or Schitt’s Creek–were so popular that they opened a store to sell these socks exclusively. Their jewelry attracts customers of all ages–kids are happy to find jewelry at a price they can afford (which ranges from three to six dollars) and both kids and adults enjoy sorting through piles of rings to find the one they like.

“We find that we get a lot of young girls that buy five or six rings and stack them,” said Duensing. “It’s an inexpensive way to get a little bling on your hands. We go through thousands of them.”

Squishy toys and fidget spinners sell well in the toy category. Right now, bubble poppers are having a moment.

Duensing’s customers “love the hunt,” when it comes to shopping for gifts at his stores. For instance, they like searching through jewelry displays in various types of containers like bowls, boxes, or full tabletops of rings with different prices to find the one that stands out to them. “They find it, love it, and buy it,” said Duensing. “When we put our money and styling towards a particular collection, people gravitate towards that.”

It’s also important to look for quality items, said Duensing. Even though the product is inexpensive, customers don’t want something that will break tomorrow, he added.

existing sales figures. He’s still been making it work by doing what he can, including keeping long hours at the store himself in lieu of hiring employees.

At Sunbeam General, with four locations in New Jersey and Pennsylvania ranging from 500 to 2,000-square-feet, Owner Benjamin Duensing said their store is generally geared towards making inex-

Choosing inexpensive gifts for the store comes down to using your best judgement, taste and then researching the product. The past year excepted, Duensing mainly attends trade shows to find new products. They also take a couple of trips per year to visit stores similar to theirs to observe what types of products are working for these spots.

Leigh Navarro , who’s been in the retail business since she was a teenager, told us she closed two of her remaining locations, one in San Antonio, and one in Austin at the end of 2020 due to the effects of the

Sunbeam General customer Mick Castagna. Novelty socks became so popular that the company opened a store to sell socks exclusively.

“They find it, love it, and buy it. When we put our money and styling towards a particular collection, people gravitate towards that.”

- Benjamin Duensing, Sunbeam General, New Jersey and Pennsylvania

pandemic, which included the downturn in customers in previously heavily trafficked tourist areas. Since then, she’s operated as a weekly pop-up shop, still under the name Austin General Store. “I only book pop up shows when I can work them myself. I will sell my favorite items better than any employee, so I am far more effective,” said Navarro of the transition. “I have all of the tools to open another full-time retail store, and if it feels right, then I will do it. In the meantime, even though I no longer have employees, I am enjoying the freedom that comes with pop-ups and the amount of flexibility I can enjoy without staff.”

Her best-selling inexpensive gifts fuse with a personal passion of hers. “I have been a jewelry designer/ maker for decades and I love to sell it,” said Navarro. It’s easy to find jewelry for the tastes of every customer, ranging from handcrafted USA-made pieces

to those mass-produced overseas and “everything in between,” said Navarro. Currently, her favorite line to sell is Dawn & Dusk, one she produces herself. “I created it because I wanted a well-made, well-priced item that’s easy to display and sells without having to think about it,” Navarro said.

Navarro finds jewelry easy-to-sell because it is small, both to merchandise and for customers to carry home. Along with that, gifts of jewelry are a cinch for customers to ship home–or to a friend–and can easily be tucked into a suitcase.

In locating gifts to stock, Navarro said she “always looks for things I love at trade shows, listen to makers who stop in the store, and I also trust my instinct.” She also asks questions like: “What are people asking me for?”, “What do I like to buy on vacation?” and “What do I buy for hostess gifts, friends’ birthdays?” and so on. ❖

A Study in Sales Merchandise

Best-Sellers at College Stores

Tie-dye, crop tops and loungewear are proving to be durable trends for a second season at college bookstores around the country.

“In general, this past year we saw a lot more relaxed styles,” said Kassidy Conway, Apparel Manager at the Oklahoma State University bookstore in Stillwell. “We’ve sold a lot of loungewear — sweatpants, sweatshirts, hats.”

The same is true at the Colorado State University Bookstore in Fort Collins, where Merchandise Buyer Amy Lawton is selling more sweats than usual. “People are working from home more, and we’re still seeing that trend,” she said. With society opening up over this past spring and summer, “I would have imagined it would shift a little bit, but athleisure is still a thing.”

Given the lingering uncertainty over how the pandemic will affect campus life and fashion trends, Lawton said this is not the year to experiment. “We’re going with our tried and true this year, focusing a lot on

just basics,” she explained.

At the Oklahoma State University bookstore, Champion remains a popular brand, while crop tops and tie-dye are selling briskly for the second year in a row. “I think we would have sold even more if people had been on campus,” reflected Conway.

Oklahoma State will return to a regular schedule this fall, and the bookstore is ready with trends like oversized, boxy tops for women. When ordering new items, Conway is more willing to take a chance on known brands like Gameday Couture, “which is

Continued on page 158

Employee Taylor Cook modeling a grey Uscape scenic circle hoodie was photographed standing in front of the popular Uscape Display in the Shocker Store at Wichita State University. Buyers for the operation research trends across different schools and brands to get a feel for the next season’s fashions.

A Study in Sales (From page 156)

cutting-edge on design and has done well for us,” she noted. “Price point is a big factor for something we haven’t tested. We’ll try things at a more moderate price point before we risk that higher end option.”

Buyers for the Shocker Stores at Wichita State University research trends across different schools and brands, getting a feel for the next season’s fashions. “We look at what’s coming into style, as well as what’s sold well for us in the past,” said Manager Aaron Fink . Shocker Stores strike a balance between novelty and classics, he explained: “We want to keep our brand as clearly defined as possible.”

Tie dye, crop and tank tops continue to sell briskly in a wide variety of styles and colors, said Fink. In particular, the Uscape line of apparel is a favorite for its skyline graphics printed on tees, sweats.

Brand-name loungewear was never a huge category for the Palmer College of Chiropractic Bookstore in Davenport, Iowa. Apparel Buyer Loreen Frazier observed that Palmer’s Iowa students are on a budget that doesn’t allow for pricey sweats; the school’s Florida campus, in contrast, does well with status brands. But there are exceptions. Champion T-shirts are popular in Davenport, along with trekker hats and some Nike and Adidas items. “We just always have to be careful with our price point,” explained Frazier. “For example, I’ve been looking for nice girls’ leggings that are not $50, and that’s hard to find.”

Earthy colors like olive and yellow have sold well this year. “I’ll go visit other stores to see what colors are in style,” said Frazier. With students

What’s Your Best-Selling Gift Item?

Name dropped drinkware — water bottles, mugs and glasses — is a popular gift at many bookstores. “People like them because they travel well,” explained Manager Aaron Fink, of the Shocker Store at Wichita State University. “If kids are flying home from campus, or parents are visiting, mugs and bottles are easy to pack and take along. We also have a lot of out of state teams who come for games and collect them from campuses they visit.”

Many beverage items are branded for moms, dads or alumni, making them ideal gifts.

Coffee mugs and water bottles “are a top item for us,” said Amy

Lawton, merchandise buyer at the Colorado State University Bookstore in Fort Collins. And travel mugs remain a favorite at Alvin Community College in Alvin, Texas. “It surprises me because people aren’t traveling much,” noted College Store Manager Vicki Marvel.

At Palmer College of Chiropractic Bookstore in Davenport, Iowa, “it seems like everyone who comes in once a water bottle or a blender bottle,” observed Loreen Frazier, the bookstore’s apparel buyer. (A blender bottle, for those who don’t know, shakes together protein drinks for the gym-bound).

Water bottles are popular at

the Oklahoma State University bookstore in Stilwell. But mugs didn’t sell as well this year, since the pandemic cancelled the football games that typically drew mugs’ target audience — alumni. New students at summer orientation “are heavy into stickers and decals for laptops and bottles,” said Apparel Manager Kassidy Conway in July. “It’s an easy add-on when they’re visiting.” With sales and foot traffic up, there’s only one item Conway hopes to sell less of this school year: “Masks,” she said with a laugh. “I really, really hope we’ll be past that.” ❖

back on campus as of July, “we’ll look into whatever the students ask about; they give us suggestions about new items.”

Many bookstores are sticking to basics during a year of transition. They include the College Store Alvin Community College in Alvin, Texas, which has un-

dergone a lengthy pandemic renovation. “We’re not ordering a lot because we don’t have the selling floor right now,” explained Manager Vicki Marvel . One exception: tie-dye apparel, which Marvel said she re-

orders constantly.

With limited space, The College Store has benefited from a decision with fellow members of the Southwest College Bookstore Association to print shirts in-house as needed, rather than having to order large minimum quantities. “It’s cheaper for the students, and we don’t have to have a large inventory,” Marvel explained. ❖

“Price point is a big factor for something we haven’t tested. We’ll try things at a more moderate price point before we risk that higher end option.”

- Kassidy Conway, Oklahoma State University Bookstore, Stillwell, Okla.

EDIBLE GIFTS

Edible Add-Ons Snacks and Candy at Pharmacies and Florists

By Sara Karnish

Pharmacies and florists are known for their respective core businesses. Adding other merchandise categories like snacks and candy to their store shelves not only increases revenue, it makes these businesses convenient “one-stop shops” for customers. Jill Boccella , assistant manager/buyer at Fireside Flowers and Gifts in Richboro, Pa., said bringing candy and snacks into the merchandise mix gives customers other options besides standard floral gifts for an occasion like sympathy., “We do gourmet baskets. We do tea and cookie baskets. The candy is pretty popular. Sometimes customers come in and will make their own baskets out of the loose candy. The gourmet foods and candy are also a great add-on to a floral gift,” she said. Customers can also come in and browse their selection of candy, snacks, and pasta, Boccella added.

Coker Hampton Pharmacy and Gift Shop has been a fixture in the community of Stuttgart, Ark., since 1928. “There has always been an expectation for a pharmacy to have a little candy section and stock the ‘grab and go’ items,” said Kim Bethea , Coker Hampton’s owner and buyer. Their “little candy section” has grown into a full edible gift boutique, carrying sweet and savory items ranging from timeless favorites like Hershey chocolate bars to specialty snacks like J&M Cheese Straws, appetizers, dip mixes, and unique spices. Bethea said the tried-and-true favorites remain the best sellers. “It’s hard to beat the traditional candy like Snickers and peanut M&Ms. We carry a mixture of gummies, Tootsie Rolls. We sell a lot of bulk chocolate-covered nuts—almonds, pecans, cashews. A favorite is a malted peanut butter ball which is a best-seller in the bulk items.”

Customers with a serious sweet tooth can satisfy it at Oswald’s Pharmacy in Naperville, Ill. They have an entire aisle devoted to candy and snacks, and customers love their selection of unique, hard-to-find vintage candy. “Our core best-sellers are still the staples—Snickers, M&M’s. But anything with a ‘vintage’ feel sells well. We recently carried a collection of Hershey bars with vintage NASA

Dried pasta and cooking oils on display at Fireside Flowers and Gifts. Customers can fashion their own gift baskets from the store’s edible merchandise.

Edible Gifts

wrappers, and they sold out before the regular Hershey bars,” said Owner Alex Anderson . “People like the vintage candy because it’s harder to find, and it’s like a trip down memory lane. We carry some iconic candies like Regal Crown Sour Cherry and a few others.”

Bethea said they have tried carrying retro candy at Coker Hampton, but sales fell flat. “As odd as it sounds, the retro/vintage candy has not caught on in our area—it’s the basics. We’ve had some success with it around a seasonal period, but overall, the standards sell best. It’s incredibly hard to gauge a customer, but that’s what keeps it exciting,” she added.

As any child will agree, few things go better together than toys and candy. Donlon Pharmacy and Toy Jungle in Decorah, Iowa, has plenty of both. Susan Pederson , assistant retail manager at Donlon’s, said the pharmacy has been in business since 1932. The pharmacy occupies 1,650 square feet; the retail space, 5,000 square feet. The dedicated area for The Toy Jungle, Northeast Iowa’s largest toy store, was added much later. Donlon’s hometown of Decorah is also home to Nordic Fest, an annual three-day celebration of Scandinavian heritage that welcomes thousands of visitors from around the world. Pederson said their candy and snacks have three main customer demographics: tourists who visit Decorah, local school children who visit The Toy Jungle, and employees from neighboring businesses who stop by Donlon’s for a quick snack on their lunch break. “We have families who come in from all over the world for Nordic Fest.

Continued on page 162

Retail Team Member Jacqueline Flood in the allergy friendly, natural and diabetic section of Oswald’s Pharmacy. Customers especially enjoy the store’s selection of vintage, hard-to-fine candy.

Edible Gifts

Edible Add-Ons (From page 161)

They will be buying old-fashioned toys and they like to buy old-fashioned candy. We often hear two different generations stating how they “remember eating this as a kid.” Pederson said they carried a wide assortment of retro candy, but ceased most of the ordering due to COVID-19. “When we closed because of COVID, we had curbside service. This included candy. People could go online and order it, then we would take it out to them. Because folks weren’t coming into the store, we stopped carrying candy and snacks. We are bringing it back this year for Nordic Fest,” she said. “Our best-sellers in candy are the basics—chocolate bars, M&Ms. Tamales are a hot item. In the old-fashioned candy, the root beer barrels sell well, and also Zots. Knudsen’s Caramels [made in Red Wing,

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Minn.] are highly, highly popular. Folks come in and buy them for coffee gatherings, or they will cut them up and give them as gifts at Christmas.” Pederson said the sweet items ultimately sell better than savory: “It’s the adults who usually want the salty or savory snacks. We sell a lot of Reese’s Peanut Butter Cups, Snickers, M&Ms, gum. In savory our big sellers are mixed nuts, peanuts, and single bags of chips.”

When customers walk through Fireside Flowers and Gifts’ selection of fresh and silk flowers to the back

Gourmet products and mixes at Fireside Flowers and Gifts. Assistant Manager/ Buyer Jill Boccella said, “Pretzels are a big thing. We have a fancy assortment with white, milk, dark and flavors like Oreo-covered that seem to be really popular.”

A view of McCutcheon Apple Products pickled edible gifts. The company’s products are ideal for all sorts of locations.

Owner Alex Anderson of Oswald’s Pharmacy in Naperville, Ill. Customers who like candy enjoy shopping an entire aisle of sweets that is offered at the store.

of the store, they will find an assortment of edible gifts. Boccella said they sell more sweets, with Abdallah Chocolates and Sea Salt Caramels their biggest sellers; Stonewall Jams are “a close runner up … some people like the mix of sweet and salty, but everyone really goes for the sweets.” As customers begin to shop in-person again, retailers are noticing some trends. “Pretzels are a big thing,” Boccella said. “We have a fancy assortment with white, milk, dark, and flavors like Oreo-covered that seems to be really popular.”

Bethea has noticed an interesting buying pattern with their customers. “As more and more people identify themselves as ‘foodies’, for that segment of the customer base we have to find cool, neat things for them to buy, whether it’s an appetizer or a sweet bite at the end of a cool meal. Then we have people who have eaten Snickers forever. If they’re going to allow themselves a treat, they reach for a Snickers. It’s either something very standard, or something very exotic. There’s not much middle ground.” Anderson is seeing more snack and candy options for people with food sensitivities as an emerging trend. “There is some easing into natural, organic, allergyfriendly snacks and candy. I am seeing more family shopping for food sensitivities. We have a section that’s sugar-free diabetic candy, and allergy-friendly. That’s a bit closer to home because my daughter has some food allergies, so I try to keep things on hand for her,” he said. He named Enjoy Life, a gluten-free, allergy-free snack line; 88 Acres

Continued on page 164

A candy gift display at Fireside Flowers and Gifts in Richboro, Pa. For occasions such as sympathy, edible gifts can give shoppers more options beyond flowers, according to the assistant manager/buyer.

Edible Gifts

Edible Add-Ons (From page 163)

Seed Bars, treats free of peanuts, tree nuts, gluten, dairy, eggs, soy, and sesame; and BonBons from Switzerland by European company EuroChoc, sugar-free chocolates available in a variety of flavors, as a few standout brands in the food sensitivity snack category at Oswald’s.

Clean, well-organized, and well-stocked are just three must-haves for an effective edible gift display, according to retailers. Additionally, Bethea arranges like items together. “For the specialty things, the sweet and salty snacks are put with the serving pieces. We put them with the serving ware where people will look at the item and say, ‘Oh yes, I can buy that and serve it.’ Put items together to show people how they can use them in their hospitality. You want to display them in a manner where you plant seeds for why the person has to make that purchase,” she said. “What entices

people the most—you make it where they can’t walk out of the store without [the item]. They’ll personally enjoy it or want to buy it for someone they’re going home to or being entertained by.” Bethea said planning events in which products can be sampled also helps to boost sales. “Plan an event, or when you have an event, make sure those products are part of your display in a high traffic part of the store. Set [products] up in an attractive manner.” Nostalgia and reminiscing lead to sales with much of Donlon Pharmacy’s older clientele. Pederson said, “We’ve been in existence since 1932. A lot of our clientele remember when we had a soda fountain. We get a lot of folks who want to come in and reminisce. That will lead them to come in and pick up some candy which reminds them of those times. Our store is part of the history of downtown Decorah, and reminiscing makes a difference in buying habits. We have multigenerations who will come in and share memories. During COVID, folks realized how important families and memories are. We have seen a lot of old-fashioned toys selling. When folks come in, they come in for the experience. They come in for the toy department and the candy. When they leave, we want to make sure they had the best experience possible.” ❖

Edible Gifts Product News

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Medical Equipment Buyer Jackie Salgado in the medical equipment department of Oswald’s Pharmacy. The store does well with bulk chocolate-covered almonds, pecans and cashews.

Owner and Buyer Kim Bethea of Coker Hampton Pharmacy and Gift Shop in Stuttgart, Ark. The store has a full edible gift boutique, carrying both sweet and savory items.

GAMES, PLAYTHINGS AND PLUSH

Which Toys Can’t Be Beat Toy

Best-Sellers

at Toy Stores

There’s nothing more fun than toys – except, perhaps, finding the toys that become best-sellers for toy stores throughout the country. Play, after all, never goes out of style.

At Toys n’ More of Reno, Owner John Forgie has several big hits that stand out in his store. “Hot Wheels sells very well, Squishmallows have been really in demand because of the Internet hype behind them, plus they were not available for delivery for a while. Bruder Trucks are also a big hit for us. They are kind of a replacement for Tonkas, but they’re a really high end, quality product,” He noted. “They’re not inexpensive, but good is hardly ever cheap, and cheap is hardly ever good.” He added that the store also sells a large number of Legos. “Overall, we have a very wide mix of products. We’re not Toys ‘r’ Us, but the nearest toy store to ours is 2,100-square-feet, and we have 8,500-square-feet, so we can carry a lot of products.” The store’s largest selling single brand is Melissa and Doug, he said.

“While we have an extensive selection, we also offer personal service, like complimentary gift wrapping. We own the store, we work the store, and we have three kids ourselves, ages 5, 6, and 9.”

With that in mind, Forgie said that the best way to find unique toys to sell in the store is through his and his wife’s personal experience. “We purchased the Bruder trucks for our own kids. We have some that are 8 years old – we use them as a demo in the store. We’re a physically big family and our kids don’t break them. One was left out in the snow in Tahoe in the winter – and when the snow melted it was still in great shape.”

When it comes to display, the store groups toys primarily by age. “One end of the store is for the youngest children, and the far end of the store goes up to age 12. We also have a little corner for fidget toys and other small items. And throughout the store, we have items in distinct areas, like RC cars, or nerf guns all in one place. But primarily, we display by age.”

In Tucson, Ariz., at Mildred and Dildred, Sales As-

sociate Kristin Steiner and manager Lindsey Duel discussed the store’s top sellers and how they’re selected. According to Duel, “We find our toys through company reps who come in and show us new items, through word of mouth, and based on items requested by customers. Those are the main ways.”

Steiner described best-sellers as “DIY doll houses for older kids that are intricate and fun; pop fidgets which just sell like hot cakes for kids from age 6 to 11 years of age; and Japanese capsule toys because anything small has a great deal of appeal right now. The capsule toys are little kits that allow you to make tiny fruit, or groceries, things like that. Some are items that you sew or shape.” She explained that “The miniature world has a lot of appeal, and so does the trend toward Japanese items. The feeling of having or making something super tiny can feel really good to kids, I think it’s mostly the size, and they’re super cute. The do-it-yourself kits are popular because parents want their kids to stay busy, and kids enjoy being more occupied. There’s benefit to all play of course,

Continued on page 166

“They’re not inexpensive, but good is hardly ever cheap, and cheap is hardly ever good.”

- John Forgie, Toys n’ More, Reno, Nev., commenting on Bruder Trucks

Games, Playthings and Plush

Which Toys (From page 165)

whether it’s pretend-play or racing cars, but anything do-it-yourself allows more STEM-type fine motor skill kinds of activities, plus there’s more creativity, special planning and awareness involved.”

Duel and Steiner described displays in the store as being arranged both by age and theme. According to Steiner “It depends what the item is. When you come to a kid’s store, the age-range selection helps tremendously, so that comes first; the second type of display, like with like items in one category, that comes next.”

Heading north to Anchorage, Alaska, Classic Toys’ Sales Associate Vickie Lenon has worked at the store for 17 years and has a strong sense of what toys sell best and why. Recently purchased by owners Ben and Brittney Jarrett, who are already planning visits to trade shows to find new items, the store offers a wide range of items displayed at demonstration tables and thematically throughout the 3,000-square-foot store.

Lenon said, “We have a baby wall which is ages 0 to 3 years, because those toys for that small a child are quite different than anything else. Everything else is divided by type of toy. We have a building themed area, a truck area, a game section, art and music, and

Lego, which has its own section, among others.”

Top sellers? According to Lenon, “Magnets are big for us right now, all sorts of magnetic discovery toys that encourage learning and experimentation. We do well with Smart Max and Magnatiles, which are great building materials. I always recommend both of those.”

Shane Powers , owner of Toy Quest in Fairbanks, Alaska, described his bestsellers as those focusing on education. “Home school has attracted a lot of buyers to the education area due to pandemic closures. We’ve had a real renewed interest in educational items, and a big time increase in toys that can occupy kids for a long period of time while their parents are working from home. Everything changed because of that.” By category, science-based toys do best; in terms of games, he explained that “board games changed from partytype games to longer lasting games like Monopoly and Risk.”

The store itself tends to avoid “super trendy toys,” Powers attested. “Part of the reason for that is we are simply so far out on the supply chain, that by the time we catch up, the trend could be over. So, we stick to more classic toys than anything else.”

Continued on page 168

Toy Product News Brief NB

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A simple, numbered assembly process makes Eugy’s an easy and fun toy.

Games, Playthings and Plush

Which Toys (From page 166)

The one toy he cannot keep in stock because it has so much appeal for customers comes from Magnum Brand, he reported. “They have rubber-band guns and wooden swords and shields, and we cannot keep the swords and shields in stock. We are always reordering them.”

To find the best toys for his store, Powers primarily visits trade shows, and will be attending a show in Minneapolis, Minn., in a few weeks. “Vendors and sales reps just don’t come up here.”

Powers displays his store’s selection by type of toy. “We have a science section, a boating section, a doll section, dinosaurs, games, puzzles, they each have their own area.” The only by-age grouping in the 4,200-square-foot store is a section for one through three-year-old children.

And in the Tacoma, Wash. area, at Curious Bear in Fircrest, Manager Anne Wiley described her best-seller as “Spin Again by Fat Brain Toys. It’s for all ages, and it’s something virtually anyone can get excited about.” Two other hits are Air Fort, which she described as “something that feels very different for families to do together, and pop fidgets for the ‘tween age. “But the

one must-have toy for the store would be Spin Again,” she asserted. “The toy operates as a stacker, with each piece spinning down a rod. Kids, babies, parents, really all ages just like it and it remains our top seller.” Wiley also has a personally popular favorite, a Maileg mouse. “It’s a tiny stuffed toy inside a matchbox. And it’s just adorable.”

The store finds its toy selection in several ways. “We have many reps who come in, and sometimes we see something different on Instagram. You’re always influenced by what you see, and hope to stay on top of the trends.”

The 1,800-square-foot store displays its selection with seasonal exhibits at the front of the store, and groupings both by age and type of toy throughout. “For example, we have all our puzzles together, but within the puzzle section, we group the toys by age. That said, to some extent everything is dictated by where we can fit an item in our space.”

In short, the toy store “toy story” may differ somewhat from store to store, but learning toys, quality toys, and classics, are among the most popular. ❖

What’s Gaining in Games

The Sale of Games and Puzzles at Toy and Game Stores

By Carimé Lane

Erik Bigglestone , managing owner at Games of Berkeley in California, reported that puzzle sales rose steeply during the pandemic, but since opening up, puzzle sales have flattened. Now, they’re closer to their pre-pandemic numbers. Gamewise, board games and trading card games like Pokémon and Magic the Gathering are currently up.

The customer request ofthe-moment at Berkeley’s are conversation games. Bigglestone speculates the reason for this is that as friends and family are now gathering again, they want to get re-acquainted with one another. Miniature war games and role-playing games are also currently appealing to customers.

As for trends in puzzles, Bigglestone told us that prepandemic, many stayed loyal to a brand– for instance Ravensburger. However, during the pandemic, customers have stepped out of that box. Many branched out and tried other brands, as availability of their chosen brand dropped, or because more game companies and design houses began making more puzzles to match demand during that time. Customers currently favour puzzle artwork featuring birds or multicultural imagery, Bigglestone said.

To sell board games and puzzles, the store focuses on experience and expertise. Each employee has a particular knowledge focus. For instance, their chief buyer is focused on board and miniature war games.

They also rely on exceptional customer service to make sales. “More than anything else, make customers feel welcome–engage with them in a way that isn’t overbearing and makes it clear that you consider them to a be a part of your community,” advised Bigglestone.

Puzzles are different, said Bigglestone, as the key

Continued on page 170

Erik Bigglestone, managing owner, Games of Berkeley in California. Sales of board games and trading card games are currently up, he said.

Games, Playthings and Plush

What’s Gaining (From page 169)

here is to stock a variety of options. Because they know the business well, they usually look at what sells best and order more in that area, but sometimes taking risks with unique or intriguing designs pays off, said Bigglestone.

At the 1,300-square-foot Big Fun Columbus, they mainly sell vintage board games. Owner Jason Floyd Williams said sales of vintage games are on the decline, while he noted neighbors who sell primarily newer games have seen steady sales during the pandemic.

Williams sees the trend continuing–where new games will outsell most vintage games. However, he thinks that vintage games like Mall Madness, Dark Tower, and Hero Quest will always hold a special spot for collectors.

At Big Fun, their puzzle selection is small– primarily made up of Super 7 puzzles and vintage ones. But a few independent companies have reached out recently, so they’ll be expanding the selection with these, said Williams. “Our puzzles have sold well. I think puzzles have become therapeutic for folks during the pandemic.”

Kathleen Donahue , owner of the 3,000-square-foot Labyrinth Games & Puzzles located in Washington, D.C., said sales are up even when compared with 2019 numbers. Now, they’re starting to see customers–including some tourists–coming back excited and ready to spend the disposable income they put on ‘hold’ while quarantined at home. As a result, they’re selling more expensive games. And sales of collectible card games like Pokémon and Magic the Gathering are “still off the charts,” Donahue said.

Trends in board games tend to be fluid, said Donahue, but they are currently selling plenty of two player and solitaire player games. They’re seeing an uptick in social party and complex games, but there has been a slight downturn in sales of games for kids.

Last spring, puzzles

Continued on page 172

A view of a board game display at Labyrinth Games & Puzzles in Washington, D.C. More expensive games are selling, as customers return to the store with saved up money to spend, according to the owner.

Of the Bellingham, Wash., Fairhaven Toy Garden, pictured left to right, Dylan Collins, Owner Tina Anderson, Sri Bhola and Ryan Mullenix. The staffers all consider themselves “toy gardeners.”

Games, Playthings and Plush

What’s Gaining (From page 170)

were flying off shelves more than ever, said Donahue. Now, sales have slowed since last year. Donahue noticed that non-puzzlers begin puzzling during the pandemic and have continued to puzzle since.

Tina Anderson is owner of Fairhaven Toy Garden, located in Bellingham, Wash., where games are the best-selling category in their 1,900-square-foot shop, and annual sales are roughly $600,000. When Anderson compared current sales to Covid sales, games and

Toy Product News Brief

What’s New for ‘22 at the Petting Zoo?

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Jessica Marks, assistant buyer, of Sir Troy’s Toy Kingdom, North Canton, Ohio. Lighthearted games have gained in sales during the past year, according to the game buyer and vice president.

puzzles are both down. However, when she compared current sales to pre-Covid sales, games are down and puzzles are slightly up.

During COVID shutdowns, the store had many requests for two person and family games, as customers were only playing with members of their own households. Now, customers are coming in for all types of games again, said Anderson.

“Classic games have made a comeback now that grandparents are getting together with their grandchildren again,” said Anderson. “And families are really starting to step out of their comfort zone to learn how to play new games–not your typical games of chance like Candyland or Hi Ho Cherry Ho–that are engaging for the adults as well as the children.” She also noted that EXIT and Escape games have been popular.

Post-lockdown, people are still puzzling, but summer weather typically slows down their puzzle sales, said Anderson. “However, when I compare the past two months of puzzle sales to prior years, I am finding that we are way up compared to the past prior few years,” she said.

They are also selling a lot more 1,500-plus piece puzzles than they used to, mentioned Anderson. “We expanded our puzzle selection during Covid,” “So that may account for some of the increase in sales as well,” Anderson said.

To sell more board games, “make sure your employees learn to play as many games as possible,”

Anderson said. They have a lending library of games for employees to take home and encourage employees to play demo games in store when business is slow. “If they can explain how to play the game and why they like playing a particular game, then it will be easier for employees to sell them,” Anderson said.

Continued on page 174

Heather Marks , game buyer and VP at Sir Troy’s

An overhead shot of the sales floor at Games of Berkeley. Customers currently favor puzzle artwork featuring birds or multicultural imagery, according to the managing owner.

Gwendolyn Reza, store manager, Games of Berkeley. The managing owner said conversation games are selling well as people begin gathering in person again.

Games, Playthings and Plush

What’s Gaining (From page 173)

Toy Kingdom said board games have experienced an overall steady increase in sales and popularity over the past several years at their flagship store in North Canton, while at their Medina, Ohio, location, sales have been very steady since opening in November of 2020.

“The trend of family game nights and social gatherings of adults centering around games have been on the increase for several years,” Marks said.

There was also a dramatic uptick in sale of puzzles in 2020, said Marks. “We believe everyone was seeking downtime from screen time - a digital detox - and board games and puzzles helped provide a fun balance to life in 2020,” commented Marks.

The most noticeable trend during the past year, noted Marks, was the shift in demand from complex multiplayer strategy games or more serious tabletop games to two to three person games that may not take as long to play and are a bit more lighthearted. “Classic games were also strong contenders, as buyers looked for that comfort of the tried-and-true games they grew up with and wanted to share with their families,” commented Marks.

Marks has seen a shift to the younger demographic where puzzles are concerned. The highest demand is

Toy Product News Brief

Parris Toys Now Offers Galactic Rangers

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for puzzles with licensed themes and mystery puzzles that have a game-like feel. “Traditional puzzles with scenic themes will always be evergreen, but we can’t seem to keep some of our licensed lines in stock!” expressed Marks.

At Sir Troy’s, the game and puzzle buyers’ passion for hobbies leads them to conduct a considerable amount of personal research, which they regularly share with other employees.

“Being passionate about the products you carry is important, as there is no hard sell involved. expressed Marks. “We genuinely love the products we choose to carry.” ❖

Assistant Manager Jesse Ramirez of Games of Berkeley. Each employee at the store has a specific product knowledge focus.

New Galactic Rangers from Parris Toys offer interactive fun.

2021-2022 Buyer’s Guide Directory

Souvenirs, Gifts & Novelties (SGN): A Resource for Success

As important as a self-reliant mindset is when it comes to making your way as an independent retailer, knowing when to reach out toward collaborations is just as vital. The right vendors will welcome you into the fold with great products and customer service that will help you stand apart from other stores. Your customers will thank you for making their shopping efforts fun by returning to shop again, and by telling their friends about your business. Souvenirs, Gifts & Novelties (SGN) can too become part of your winning team. The vendors that advertise in each edition of SGN are proven companies with quality products and a commitment to customer service. Each year, we offer this special supplement as a resource for store owners and managers to put a selection of industry vendors all in one place in one directory. This 2021-2022 Buyer’s Guide Directory contains current contact information for advertising companies. To learn more about these businesses, please turn to the Featured Advertisers index to see page numbers for the companies’ ads. If you are a vendor who would like to be included in the 2022-2023 edition of the guide, please contact SGN’s advertising sales department at sgnmag@kanec.com. If you are a reader with comments, questions or suggestions, please contact the SGN editorial department at editorsgnmag@kanec.com. We hope you enjoy this special feature.

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2021 - 2022 Buyer’s Guide Directory

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AMISH KRAFT COMPANY

17305 Grabill Rd. Grabill, IN 46741-9538

AMUSEMINTS® SWEETS & SNACKS

A DIVISION OF NASSAU CANDY

10500 East 54th Ave Unit J Denver, CO 80239-2100

(303) 292-6364

www.amusemints.com

High quality mints packaged in tins that are collectibles and keepsakes.

RSN 05

ANCHOR ME BRACELET

54 Acushnet Rd. Mattaoisette, MA 02739-1532

ART BRANDS LLC

225 Business Center Drive

Blacklick, OH 43004

THE ART GAME LTD.

7370 Eastgate Road, Suite 150 Henderson, NV 89011

ART STUDIO COMPANY

PO Box 880133

Steamboat Springs, CO 80488

adriana@artstudiocompany.com

(customer service) michelle@artstudiocompany.com

(custom orders)

www.artstudiocompany.com

(855) 225-8090

(727) 499-5434 FAX

Hand painted ornaments is just one of many souvenir ornaments in our large selection of souvenir gifts and ornaments. We specialize in custom work!

RSN 08

ARTISTIC IMPRESSIONS

115 Kurtz Lane Hamilton, MT 59840

info@atstorrs.com

Jewelry and gifts for the resort souvenir market.

RSN 10

AT SEA TRADING CO.

8525 Lindberg Bay #6 St. Thomas, VI 00802

AURORA WORLD INC.

8820 Mercury Lane

Pico Rivera, CA 90660

(562) 205-1222

(562) 948-1661 FAX

(800) 287-6722

info@auroragift.com

www.auroragift.com

Plush, toy pet carriers.

B

BACK TO CALI

2556 Ingleton Ave.

Carlsbad, CA 92009

BARRY-OWEN CO., INC.

5625 Smithway Street

Los Angeles, CA. 90040

JOHN BARTON COMPANY

2701 East Tioga Street

Philadelphia, Pa., 19134

ANDE ROONEY INC.

3 Lumen Lane

Highland, NY 12528

(845) 691-2260

information@anderooney.com

www.anderooney.com

Ande Rooney® the original highly embossed tin sign and magnet company.

RSN 06

ARBOR DAY FOUNDATION

211 N. 12th Street

Lincoln, NE 68508

ARNDT’S FUDGERY

106 W. Washington St. Newton, IL 62448

ASD TRADE SHOW

2950 31st St., Suite 100 Santa Monica, CA 90405

AT DESIGNS

70 Production Drive Scarborough, ON Canada M1H 2X8

A.T. STORRS LTD.

1353 East Pender Street

Vancouver, B.C. V5L 1V7

Canada

(604) 734-3211

(604) 734-3100 FAX

(888) 561-5890 (Toll-free FAX)

(800) 561-5800

www.atstorrs.com

BAYPOINTE/SOUTHPOINTE PO Box 140

Berlin, MD 21811

BEACON DESIGN

15 New England Way

Lincoln, RI 02865

info@beacondesign.com

(800) 521-5001

(401) 333-1634 FAX

www.beacondesign.com

Ornaments, bookmarks, keepsakes, lapel pins, wall art, jewelry findings and more.

RSN 11

BEARS FOR HUMANITY

33459 Western Avenue

Union City, CA 94404

BEDSIDE HEALERS

2206 Sprague Ave. Royal Oaks, MI 48067

BENT BRUSH ART

165 Jug Hollow Road

Phoenixville, PA 19460

BRAVO

806 Nichols Blvd.

Colorado Springs, CO 80907

BRAZOS OAKS LTD.

6408 Gholson Rd. Waco, TX 76705

BRIGHT OF AMERICA

9523 US Highway 42, Unit 881 Prospect, KY 40059

BROWN SUGAR DISCS INC.

9222 94 Street NW Edmonton, AB T6C 3V5 Canada

(800) 457-7087 FAX

webmail@cape-shore.com

www.cape-shore.com

RSN 16

CAPITOL EARTH RUGS

8001 Assembly Court Suite 21-24

Little Rock, ARK 72209

BERT ANDERSON COLLECTION

2840 South 70th Street Suite 7-131

Lincoln, NE 68506

(800) 962-9122

bert@bertandersoncollection.com

www.bertandersoncollection.com

Resin ornaments by artist Bert Anderson.

RSN 12

BEST SOLUTION JEWELRY RESTORING

PO Box 934612

Margate, FL 33093-4612

BEWALTZ

1550 S. Millken Ave., Suite E Ontario, CA 91761

(909) 295-9156

wholesale@bewaltz.com

www.bewaltz.com

Gifts, drinkware, toys, accessories, bags, stationery, tech and décor.

RSN 13

BINGHAMTON KNITTING COMPANY

11 Alice Street

Binghamton, NY 13904

BOTTLE BENDERS, INC.

26 Junes Way

Eastanollee GA 30538

BRUSH ART/AC & F

165 Jug Hollow Road

Phoenixville, PA 19460

BUCKET WONDERS

1145 S. 1680 West

Orem, Utah 84058

(801) 221-9894

(801) 221-0864 FAX

info@bucketwonders.com

www.bucketwonders.com

Personalized souvenirs and gifts.

RSN 14

BUY 4 STORE.COM

207 W. 138th Street Los Angeles, CA 90061

CACTUS BAY APPAREL

PO Box 83477

Phoenix, AZ 85029

CANDLES AND QUOTES

14 Tarence St.

Rockville Centre, NY 11570

CAPE COASTAL DESIGNS

1911 SE 32nd Terrace

Cape Coral, FL 33904

CAPE SHORE

86 Downeast Drive

Yarmouth, ME 04096

(800) 343-2424

CAPSMITH INC.

2240 Old Lake Mary Road

Sanford, FL 32771

(800) 228-3889

www.capsmith.com

sales@capsmith.com

Custom name-drop souvenir headwear. Caps, face shields, Danbando®, beanies, officially licensed military caps, and more.

RSN 15

THE CARD BUREAU

5414 Port Royal Road, Suite 202 Springfield, VA 22151

CCARLO BIAGI/ UNODOMANI LLC

320 Mears Blvd.

Oldsmar, FL 34677

CARIBBEAN JOE

5 Bryant Park, 30th Floor

New York, NY 10018

CELEBRIDUCKS

3592 Pine Terrace Drive

Kelseyville, CA. 95451

THE CHARLESTON MINT

232 S. Caldwell St.

Brevard, NC 28712

2021 - 2022 Buyer’s Guide Directory

CITRUS BLOSSOM SOY CANDLES

2840 Scherer Drive North, #460

St. Petersburg, FL 33716

CJ PRODUCTS, INC./MY PILLOW PETS

2045 Corte Del Nogal Carlsbad, CA 92011

CLEAR SOLUTOINS PO Box 2460

West Brattleboro, VT 05303

THE CLOCK LADY

4613 McTyre Way

Marrietta, GA 30064

COMASIA, LTD.

ASIAN GIFTS & PREMIUMS AND RELATED TRADE SHOWS

16/F Skyline Tower

39 Wang Kwong Road

Kowloon Bay

Kowloon

Hong Kong

COOL JEWELS® BY PHILLIPS INTERNATIONAL, INC.

717 Northwest 2nd Street

Hallandale, FL 33009

(800) 432-3636

(954) 456-5444

(954) 456-5501 FAX

The hottest in trend wholesale fashion jewelry.

RSN 18

COSMIC ANT DBA COLLECTABELLS PO Box 2576

San Marcos, CA 92079

COUNTRY FRESH FOOD AND CONFECTIONS INC.

405 Main Street

Oliver Springs, TN 37840

COUTURE TEE COMPANY

105 Miller Street

Farmerville, LA 71241

COWICHAN SOUVENIR CO.

101 – 2971 Viking Way

Richmond, British Columbia V6V 1Y1 Canada

(888) 939-3223

(888) 748-2092 FAX

www.cowichansouvenir.com

A resource for quality souvenir apparel serving retailers including large souvenir shops, historic National Parks, tourist attractions, and boutique souvenir shops.

RSN 19

CREATURE COMFORTS TOYS

3909 Witmer Road Unit 1007

Niagara Falls, NY 14305

CREATIVE CONCEPTS INC.

1500 Georgia Rd., Building A Irondale, AL 35210

CREATIVE WRAPS

710 Kennedy Blvd. Somerdale, NJ 08083

CUDDLE BARN

2839 Tanager Ave. Commerce, CA 90040

CUPPA, INC.

3131 Morris St. N St. Petersburg, FL 33713

CUTTING EDGE INDUSTRIES

1233 W. St. Georges Ave.

Linden, NJ 07036

DAVID BEHRENS ART

326 San Felipe St. NW

Albuquerque, NM 87104

DAVINE INTERNATIONAL

4774 Northgate Blvd.

Myrtle Beach, SC 29577

D.C. JAYMES & COMPANY

4570 Thicket Trail

Snellville, GA 30039

(770) 979-2229

(800) 533-0527

Specializing in pricing equipment, labels and tags, bar code printers, electric signs, and general store supplies.

RSN 20

D’EARS

13014 130th Avenue

Finlayson, MN 55735

DENVER GIFT SHOW

451 E. 58th Ave.

No. 470

Denver, CO 80216-1422

DESPERATE ENTERPRISES

PO Box 604

Sharon Center, OH 44274

(800) 732-4859

(888) 484-6744 FAX

questions@desperate.com

www.desperate.com

Home décor and collectibles, including tin signs and magnets

RSN 21

DIAMONZ

96 Linwood Plaza, Ste. 124

Fort Lee, NJ 07024

DIONIS/CREATIVE CONSUMER PRODUCTS

1993 County Line Road

Suite B

Warrington, PA 18976

DDADANT CANDLES (DADANT & SONS, INC.)

51 South 2nd Street

Hamilton, IL 62341

DJ MAGS/MAD MAGS

164 Interlochen Drive

Atlanta, GA 30342

DMD PRODUCTS, LLC (LOVE HANDLE)

9973 FM 521 Road

Rosharon, TX 77583

D NOW, INC.

7150 Rainbow Drive, Unit 38 San Jose, CA 95129

DUTCH AMERICAN IMPORT

CO. INC.

2412 Grant Ave. Rockford, IL 61103-3944

www.dutcham.com

(800) 221-7074

(800) 966-2620 FAX

info@dutcham.com

Custom pewter souvenirs.

RSN 25

DYNASTY GALLERY

2765 16th St. San Francisco, CA 94103-4215

(800) 821-2615

drockey@eagletshirts.com

www.eagletshirts.com

T-shirts and caps, custom screenprinting and embroidery.

RSN 27

EARTH BANDS INC.

6137 Sacramento Ave. Dunsmuir, CA 96025

ECOSMART DESIGNS

2400 Industrial Lane, Unit 1400 Broomfield, CO 80020

EDUCATION OUTDOORS

5185 N. US 31 Eastport, MI 49627

DODOLAND/EUGY

59 Handforth Street

Whangarei 0110

New Zealand

www.eugy.com

sales@eugy.com

USA

Dodoland LLC sales@eugy.com

Children’s puzzles and games.

RSN 23

DONNA SHARP

1315 Cedar Grove Road

Shepherdsville, KY 40165

DOODLE PANTS

6322 Balboa Lane

Apollo Beach, FL 33572

(562) 682-2999

www.doodlepants.com

info@doodlepants.com

service@doodlepants.com

Unique, quality baby apparel.

RSN 24

DOWDLE FOLK ART

1280 W. 200 S.

Lindon, UT 84042

THE DUCK COMPANY

5601 Gray Street

Arvada, CO 80002

E & S IMPORTS

80 13th Ave. #3B

Ronkonkoma, NY 11779

EAGLE CREST

5353-1 Romona Blvd. Jacksonville, FL 32205

EAGLE EMBLEMS, INC.

11365 Commercial Parkway Castroville, CA 95012

(800) 366-7467

(831) 724-2881 FAX

www.eagleemblemsinc.com

info@eeincusa.com

Pins, Patches, License Plates & Frames, Coins, Hats, Flags, Key Rings, Stickers, Magnets, Belt Buckles, Medallions, Cups, T-shirts, Wallets & More!

RSN 26

EAGLE PRODUCTS

87 Shawnee Avenue Kansas City, KS 66105

(816) 474-9423

(816) 474-1599 FAX

EELOX USA

3226 Prince George Friendswood, Texas 77456

EMERALD EXPOSITIONS

31910 Del Obispo, Ste. 200 San Juan Capistrono, Calif., 92675

ERAZOR BITS

PO Box 1069

Branegat, NJ 08005

EXIST

1650 NW 23rd Ave.

Ft. Lauderdale, FL 33311

(954) 739-7030

info@existusa.com

www.existusa.com

Women’s and men’s apparel. RSN 28

EXOTIC SEA IMAGES

6104 Harvester Court

Burke, VA 22015

(703) 425-2546 FAX

(703) 425-0200

(888) 857-6576

info@exoticseaimages.com

www.exoticseaimages.com

Magnets, coasters, luggage tags, key rings, posters, placemats and more.

RSN 29

2021 - 2022 Buyer’s Guide Directory

FGH

EYE CATCHING JEWELRY LLC

48 Anderson Farm Road Corinth, ME 04427

FTH WHOLESALE

2374 West New Orleans St. Broken Arrow, OK 74011

FETPAK INC.

70 Austin Blvd. Commack, NY 11725

FIESTA TOY CO.

2834 E. 46th St. Vernon, CA 90058

(323) 581-9988

(323) 277-1860 FAX

fiesta@fiestatoy.com

www.fiestatoy.com

Plush toys.

RSN 30

FIRST CARD CO.

79 Commercial Way East Providence, RI 02914

FIRST IDEAS CORP.

991 Broadway Albany, NY 12204

FLAPPIN FLAGS

175 Cap Court Eugene, OR 97402

FLORIDA MARINE RESEARCH

1315 Mango Ave. Sarasota, FL 34237

THE FOLAND GROUP SURESHOT/CHARM CO.

1500 S. Hellman Ave. Ontario, CA 91761

FOLKMANIS PUPPETS

1219 Park Ave.

Emeryville, CA 94608

FOOTBRIDGE®

1243 E. Beamer St., Ste. B Woodland, CA 95776

FTH WHOLESALE

2374 W. New Orleans St. Broken Arrow, OK 74011

G.A. DESIGNS, INC. DBA ANJU JEWELRY

250 Spring Street Suite 65349

Atlanta, Ga., 30303

GEM AND LAPIDARY WHOLESALERS INC. PO Box 98 Flora, MS 39071

GEM CENTER USA 4100 Alameda Ave. El Paso, Texas 79905

GEM CREATIONS

15512 Commerce Lane Huntington Beach, CA 92649

GEM GUIDES BOOK COMPANY

1155 West 9th ST Upland, CA 91786

THE GEM SHOP

W64 N723 Washington Ave. Cedarburg, WI 53012

GENESEE CANDY LAND

25958 Genesee Trail Road Golden, CO 80401

GEO CENTRAL

6049 Hi-Tek Court

Mason, OH 45040

GIFT STONE

1404 Hamlin Avenue Suite E St. Cloud, FL 34771

GLACIER GLOVE

525 Colbert Drive

Suite 107

Reno, NV 89511

GLOBAL GIFTS AND NOVELTIES

4490-A SW 34th St. Orlando, FL 32811

GGLOBAL SWIBCO TNP

4810 Venture Rd.

Lisle, IL 60532-3597

GLOBAL VILLAGE GLASS STUDIO INC.

600 NW 40th St.

Seattle, WA 98107

GLOBAL VISION EYEWEAR CORP.

5760 N. Hawkeye Court SW Grand Rapids, MI 49509

GRAND STRAND GIFT AND RESORT MERCHANDISE SHOW

December 5-8, 2021

Myrtle Beach Convention Center 2101 North Oak Street

Myrtle Beach, S.C. 29577

www.grandstrandgiftshow.com

The Grand Strand Gift & Resort Merchandise Show attracts the topselling brands in the coastal souvenir and resort business from proven gift and resort manufacturers.

RSN 31

HHALLOWEEN & PARTY EXPO, LLC

35 Nutmeg Drive, Suite 125

Trumbull, CT 06611

THE HAYWIRE GROUP

POB 51084

Indian Orchard, MA 01151

HEADS UP PUZZLES

227 Bellevue Way NE, Ste. 439

Bellevue, WA 98004

HEARTLAND WHOLESALE

62788 Country Road 37

Goshen, IN 46528

HERITAGE METALWORKS

2089 Bondsville Road

Downingtown, PA 19335

HERITAGE PUZZLE

PO Box 328

Pfafftown, SC 27040

HISTORY & HERALDRY/ H&H USA

4525 NW 41st St, Suite 150

Riverside, MO 64150

HIS-T-RY APPAREL

3848 NW 125th Street

Opa-Locka, FL 33054

HOGEYE, INC.

4148 MLK Blvd., Suite 1

Fayetteville, AR 72704

HOLDEN INTERNATIONAL INC.

7000 Bryan Dairy Road, Unit B3

Largo, FL 33777-1610

(800) 404-1091

(727) 545-4478

(727) 545-4650 FAX

sales@holdenintl.us

www.holdenintl.us

Personalized products, gifts and souvenirs.

RSN 33

HONEY HOUSE NATURALS

PO Box 1348

Milton, WA 98354-9318

HOUSE OF KOOPSLIE

20103 46th Avenue

Edmonton, Alberta CANADA T6M 2X9

HOWARD’S INC.

8140 Mallory Court

Chanhassen, MN 55317

HUCKLEBERRY HAVEN INC.

PO Box 5160

Kalispell, MT 59903

HUGGALUGS

1108 2nd Avenue

Kirkland, WA 98033

HUNTER

MANUFACTURING LLP

201 West Loudon Avenue Lexington, KY 40508

HUNTERS RESERVE

12900 Highway 55 Plymouth, MN 55441

IDEAMAN

I7 Cedar Court Union, MO 63084

IMPEX GROUP

200 Executive Avenue Read Building, Lower Level

Ossining, NY 10562

INFINITY APPAREL GROUP

2800 NW 125th St. Miami, FL 33167

IN THE BREEZE

PO Box 6417

Bend, OR 97708-6417

IN THE SAND GOLF

1628 Dale Mabry, Ste. 105

Lutz, FL 33548

THE INTERNATIONAL GIFT EXPOSITION IN THE SMOKIES® (IGES)

600 Corporate Pointe, 10th Floor

Culver City, CA

I-SPIN

6333 W. 3rd Street

Beverly Hill, CA 90036

JACKSON PACIFIC INC.

J9775 SW Commerce Circle, Suite C2

Wilsonville, OR 97070

(800) 545-7017

(888) 561-5890 FAX

www.jacksonpacific.com

Nature’s Treasures ornament collection.

RSN 34

JACOBSON HAT CO. INC.

1301 Ridge Row

Scranton, PA 18510

JAX LTD. INC.

141 Cheshire Lane

Minneapolis, MN 55441

J. BIRD

4792 Spring Road

Huntington, WV 25705

J.D. YEATTS & SON 920 Industrial Ave.

Danville, VA 24541

JEANNE SIMMONS ACCESSORIES

1211 Activity Drive

Vista, CA 92081

JELLY BELLY CANDY COMPANY

One Jelly Belly Lane

Fairfield, CA 94533

JENKINS ENTERPRISES

7200 Industry Drive North Little Rock, AR 72117

2021 - 2022 Buyer’s Guide Directory

JESUS SAID…(MONKEY BUSINESS INC.)

400 Fifth St. Calumet, MI 49913

JOSEPH K. & COMPANY, LLC

PO Box 26026

Honolulu, HI 96825

(870) 423-3568 FAX

sales@kerusso.com

www.kerusso.com

Religious-themed apparel and gifts.

RSN 37

KID-U-NOT, INC.

1201 Central Park Drive Sanford, FL 32771

KIDZ CONFECTIONS

PO Box 170530 Milwaukee, WI 53217

KITTY KELLER DESIGN

millions of people since 1946. Our products include Christmas ornaments, lights, nutcrackers, licensed products, and much more. We are your one-stop source for all your holiday needs.

RSN 39

LDA CREATIONS INC.

L2328 Silver Lake Road

Dayton, VA 22821

LAMAR CREATIONS INC.

KALAN INC.

97 S. Union Ave.

Lansdowne, PA 19050

(800) 345-8138

www.kalanlp.com

sales@kalanlp.com

From metal signs, buttons and magnets to key rings, car signs, plush, jewelry and more, all types of souvenirs and gifts.

RSN 35

KASTLFEL

1731 S. Wadsworth Blvd.

Lakewood, CO 80232

KELLY APPAREL

3385 Harper Rd. Florence, KY 41022

KELLYTOYS HOLDINGS, LLC

4811 S Alameda St. Los Angeles, CA 90058

(323) 923-1300

(800) 346-0312

Founded in 1986, an influential, leading manufacturer and distributor of high-quality plush for national chains, toy, specialty, gift, party, drug, and amusement retailers.

RSN 36

KERUSSO INC.

402 Highway 62 Spur

Berryville, ARK 72616

(800) 424-0943

(870) 423-6242

416 N. Austin St. Seguin, TX 78155

KLUTZ SCHOLASTIC

568 Broadway, Ste. 503 New York, NY

KOOL TEES

151-18 W. Industry Court

Deer Park, NY 11729

(631) 243-0972

(631) 243-0982 FAX

kooltees@aol.com

www.kooltees.com

Apparel for pets and adults. Free customization and name-drops for shirts. Blank dog tees are also available.

RSN 38

KOPLOW GAMES

369 Congress St. Boston, MA 02210

KREATIVE KIDS

161 Mercury Circle Pomona, CA 91768

KURT S. ADLER INC.

122 East 42nd Street New York, NY 10168

(212) 924-0900

( 212) 807 0575 FAX

www.kurtadler.com

info@kurtadler.com

Kurt S. Adler is the leading importer of Christmas decorations, creating beautiful holiday memories for

6502 NW 16th St.

Plantation, FL 33313

LASER GIFTS

PO Box 10035

Prescott, AZ 86304

(928) 776-4430

(888) 674-6612

(928) 776-4277 FAX

(888) 670-0950 FAX

sales@lasergifts.com

www.lasergifts.com

High quality, personalized gifts and souvenirs.

RSN 40

LA-TEE-DA!/CASEY POTTERY

PO Box 740

Scottsville, TX 75688

LAS VEGAS MARKET

International Market Centers

475 S. Grand Central Parkway Ste. 1615

Las Vegas, Nev. 89106

www.lasvegasmarket.com

Giving retailers access to more than 4,300 gift and home resources both onsite and online.

RSN 41

THE LAZY DOG AND CO.

1 Horizon Rd. #1001

Fort Lee, NJ 07024

LAZY ONE

2885 North 200 West Logan, UT 84341

LEANIN’ TREE

PO Box 9500 West Boulder, CO 80301

LEGENDARY GAMES

PO Box 780425

Wichita, KS 67278-0421

www.lorab.com

Paper stars and cord sets. The stars are 100% handmade from the finest quality paper.

RSN 42

LUKE’S TOY FACTORY

128 East Liberty Street, Suite #5

Danbury, CT 06810

LUXE APPAREL

2100 North Powerline Road, Suite 7

Pompano Beach, FL 33069

MASK US

3121 Main Street, Ste. F Chula Vista, CA 91911

MASON JAR LABEL

PO Box 751

Decatur, TX 76234

MCCUTCHEON’S APPLE PRODUCTS INC.

13 S. Wisner Street

Frederick, MD 21701 (301) 662-3261

www.mccutcheons.com

THE LIPCO GROUP

PO Box 168

Kirbyville, MO 65679

(800) 634-7547

(417) 334-3007

www.lipco.biz

Lipco offers a huge variety of souvenirs, gifts, drinkware, toys, tees and home décor. Serving customers for over 50 years.

RSN 88

LITTLE CRITTERZ

PO Box 750 Poway, CA 92074

LITTLECUP HANDMADE

CERAMICS

325 A East Redwood Avenue Fort Bragg, CA 95437

LONDONO ART STUDIO

300 East Oakland Park Blvd. Ste. 315

Oakland Park, FL 33334

LOOSE NECK LAND

141 Stevens Ave. Unit #14

Oldsmar, FL 34677

LORAB INTERNATIONAL

PO Box 382

Hatch, UT 84735

(800) 747-0334

MAD MAGS

M164 Interlochen Drive

Atlanta, GA 30342

MADD CAPP GAMES

PO Box 970055

West Hartford, CT 06137

MAGIC T-SHIRTS

11220 Metro Parkway Suite 11 Fort Myers, FL 33966

MAGIC WOODS LLC (WOODEN HAND CRAFTS DESIGN)

6866 Dolce Street Orlando, FL 32819

MAGNET WORLD INC.

864 Desert Mountain Court

Reunion, FL 34747

MAGNETIC CANVAS

4755 Thompson Road

Atlanta, GA 30349

MARK-MY-TIME, LLC

PO Box 687

Higley, AZ 85236

MARY DUNCAN/CUSTOM CREATIONS

1396 Las Verdes Ct.

Titusville, FL 32780

Fruit butters, preserves, jams, jellies and more

RSN 44

MEDALLION MINT

1002 S. 3rd St.

Chickasha, OK 73018

MEGA SHOW PART 1 & 2

Kenfair Exhibition (Hong Kong) Ltd. Room 2502 25/F

9 Queens Road

Central, Hong Kong

MEI WAH COMPANY INC.

645 Battery St. San Francisco, CA 94111 (415) 397-9779

Sales@meiwah.com

www.meiwah.com

Custom logo jewelry and souvenirs. RSN 46

ME TIME AUDIO LLC

611 S. 8the Street PO Box 25

West Dundee, IL 60118

MIAMI SOUVENIRS

1600 NW 165th Street

Miami Gardens, FL 33169

2021 - 2022 Buyer’s Guide Directory

MN

MIAMI SOUVENIR & RESORT SHOW

711 NW 72nd Ave.

Miami, FL 33126

(470) 306-5544

www.pinnacle-shows.com

A souvenir and resort-focused show bringing souvenir and resort merchandise, gifts, jewelry, and fashion accessories together under one roof in the most convenient location.

MIAMI’S WHOLESALE SHOW

3438 SW 24 Terrace

Miami, FL 33145

MID-SOUTH PRODUCTS

2127 Thomas St.

Memphis, TN 38134

MILK HOUSE CANDLES

205 Plaza Lane

Osage, Iowa 50461

MILLWOOD ART®

1500 Capital Blvd.

Raleigh, NC 27603

MINDS EYE DESIGN

PO Box 2588

Ann Arbor, MI 48106-2588

MINDWARE

PO Box 45307

Omaha, NE 68145

THE MINT BOX

1393 Progress Way, Ste. 914

Elderburg, MD 21784

MISSION IMPORTS

100 Hoover Lane, Ste. #6

Mesa, AZ 85210-5265

MISTER SNACKS INC.

500 Creekside Drive

Amherst, NY 14228

MITCHELL PROFFITT COMPANY

5644 Doolittle Road

Jacksonville, FL 32254

MOMADIC

3405 W. Eide Drive

Sioux Falls, SD 57107

(888) 269-0036

(605) 335-1537 FAX

sales@momadic.com

www.momadic.com

Souvenir gifts, custom and namedrop.

RSN 48

MONAGUE NATIVE CRAFTS

PO Box 3092

Mission, BC V2V 4J3 Canada

MUGGIEZ

9441 Stonehearth Lane

Forney, TX 75126

MUSIC OF THE SPHERES, INC./MOTS CHIMES

5011 East Cesar Chavez

Austin, TX 78702

(888) 3-CHIMES

(512) 385-0340

(512) 385-0420 FAX

motschimes.com

jan@motschimes.com

Meticulously hand-crafted wind chimes.

RSN 50

MV SPORT CO.

88 Spence St. Bay Shore, NY 11706-9171

MY AUDIO PET

6175 Hickory Flat Highway Suite 110-389

Canton, GA 30115

MYTHOLOGY COMPANY

MONOGRAM INTERNATIONAL, INC.

21005 Commerce Pointe Drive

Walnut, CA 91789

Mii8344@monogramdirect.com

(909) 718-8388

(909) 718-8368 FAX

www.monogramdirect.com

Licensed giftware, toys and collectibles for children and adults.

RSN 49

MONTANA ARTISTIC IMPRESSIONS

115 Kurtz Lane

Hamilton, MT 59840

THE MOUNTAIN CORP.

59 Optical Ave.

Keene, NH 03431

MOUNTAIN GRAPHICS

4619 Route 6 Wellsboro, PA 16901

101 South Topanga Canyon Blvd. #1621

Topanga, CA 90290

NAME DROPS

W209 N17500

Industrial Drive

Jackson, WI 53037

THE NAME PEOPLE

151 Walton St.

Portland, ME 04103

NATE’S CANDY JAR

145 E. Main St.

Gosport, Ind. 47433

(812) 879-3436

www.natescandyjar.com

Candy, Christmas gifts, apparel, gift baskets and more.

RSN 51

NATURAL SELECTIONS INT’L INC.

1401 Distributors Row, Suite A Harahan, LA 70123

NATURE’S RETREAT LLC

1818 Hanover Pk.

Hampstead, MD 21074

(443) 536-5783

Natures-retreat@outlook.com

www.naturesretreat.net

Aromatherapy jewelry and 100% pure essential oils.

RSN 52

NAU-T-GIRL JEWELRY

2389 Tamiami Tr. S.

Venice, FL 34293

NEW ENGLAND BELLS

32 West Meadow Rd. Bradford, NH 03221

NEW GLOBALWARE INC.

7507 Kingspoint Parkway

Suite 101 Orlando, FL 32819

NEWOOD DISPLAY FIXTURES

PO Box 21808 Eugene, OR 97402

NIGHT SPORTS USA

2721 West Ridge Circle

Minnetonka, MN 55305

NORTH COUNTRY WIND BELLS

544 State Route 32 Round Pond, ME 04564

(207) 677-2224

(877) 930-5435

(207) 677-3224 FAX

ncbells@tidewater.net

www.NorthCountryWindBells.com

Wind bells.

RSN 53

NORTHERN GIFTS

PMB 882 250 H Street

Blaine, WA 98230

NORTHWEST LASER DESIGN, A DIVISION OF A.T. STORRS, LTD.

1353 East Pender Street Vancouver, B.C. Canada

V5L 1V7

NOSTALGIC IMAGES

26012 Nostalgic Road Defiance, OH 43512

NUBANI 2850 Oak St. Bellwood, IL 60104

NUWATI HERBALS

7610 Dale Avenue Richmond Heights, MO 63117

NUUSOL

1502 Aviation Way Caldwell, ID 83605

OASIS GIFT SHOW

15591 W. Yucatan Drive Surprise, AZ 85379

OCEAN CITY RESORT GIFT EXPO

November 1-3, 2021

The Roland E. Powell Convention Center

4001 Coastal Highway Ocean City, MD 21842

Oceancitygiftshow.com

oceancitygiftshow@clarionevents. com

A trade show with destination, resort and tourist merchandise, souvenirs, beach items, T-shirts, logo, shell items, and much more.

RSN 91

OOOH YEAH SOCKS/SOCK

IT UP/OOOHGEEZ SLIPPERS

40 Porter Way

Placentia, CA 92870

(909) 345-2688

(909)378-5703

info@ooohyeah.com

sales@ooohyeah.com

www.ooohyeah.com

jywholesale.com

Women’s, men’s, and kids’ fun socks and fun slippers.

RSN 54

THE ORIGINAL TOY COMPANY

230 Woodmont Road

Units 7-12

Milford, CT 06460

ORNAMENT CENTRAL

41 Lomar Park Drive, Unit 6

Pepperell, MA 01463

PALMETTO CAT DESIGNS

P4831 Port Loop Road #101

Southport, NC 28461

PANAMA CITY BEACH GIFT SHOW

Boardwalk Beach Resort

9400 S. Thomas Drive

Panama City Beach, FL 32408

PAPER LANE

PO Box 2696

Hayden, ID 83835

PARRIS TOYS

PO Box 338

Savannah, TN 38372-0338

(800) 530-7308

www.parristoys.com

Classic, quality toys.

RSN 55

2021 - 2022 Buyer’s Guide Directory

PB MISTERS

6260 River Crest Drive Suite G Riverside, CA 92507

PENNYBANDZ

450 S. Denton Tap Road Unit 2386

Coppell, TX 75019

THE PENNY MEN, A DIVISION OF CTM GROUP, INC.

9 Northeastern Blvd. Salem, NH 03079

(866) 766-7166

www.thepennymen.org

Electric and non-electric machines from the largest penny machine company in the world.

RSN 56

THE PENNY PRESS MACHINES CO., LLC

3020 Centerville Rd. Little Canada, MN 55117

THE PETTING ZOO

8263 Patuxent Range Rd

Jessup, MD 20794

(888) 867-4059

cs@pettingzooplush.com

www.pettingzooplush.com

For over 22 years, The Petting Zoo has consistently offered the highest quality wholesale plush at the greatest value.

RSN 57

PCF SOUVENIRS/THE POSTCARD FACTORY

7414 Kingsport Parkway, Ste. 100 Orlando, FL 32819

PHOTO THROW

280 N. Midland Avenue

Bldg. J-1, Ste. 340

Saddle Brook, NJ 07663

PIKE’S PEAK ROCK SHOP

451 Forest Edge Road

Woodland Park, CO 80863

PINE TREE PUBLISHING

50 Hummel Blvd. Grove City, PA 16127

PINNACLE DESIGNS

615 8th Street

San Fernando, CA 91340

PINNACLE SHOWS

12460 Crabapple Road, Ste. 202-143

Alpharetta, GA 30004

PLANET SILVER

4281 Express Lane Suite N4964 Sarasota, FL 34249

PLAYING CARDS PLUS

3434 S. Litzer Drive Flag Staff, AZ 86001

POPULARITY PRODUCTS

400 Federal Blvd. Carteret, NJ 07008-1006

(718) 499-2020

www.popularityproducts.com

jack@nypopular.com

Apparel.

RSN 58

THE POSTCARD FACTORY/ PCF SOUVENIRS™

7414 Kingspointe Parkway, Ste. 100 Orlando, FL 32819

PREMIUM PRESS AMERICA

PO Box 159015

Nashville, TN 37215-9015

PUDUS LIFESTYLE CO.

145-11120 Horseshoe Way

Richmond, BC V7A 5H7 Canada

PUMPERNICKEL PRESS

508 Jack Enders Blvd.

PO Box 603

Berryville, VA 22611

PUPPIE LOVE®

6500 Quad Ave., Ste. A Baltimore, MD 21205

(410) 633-0309

(800) 899-TEES (8337)

www.puppielove.com

orders@puppielove.com

Apparel, accessories and gifts.

RSN 43

PURR-FECTION BY MJC

18810 SW Teton Ave. PO Box 1703

Tualatin, OR 97062

QQMT ASSOCIATES INC.

PO Box 823

Manassa Park, VA 20113

RR. EXPO (USA) INC. DBA SONGS OF INDIA

1112 S. 344th St. Federal Way, WA 98003

RAMSON’S IMPORTS, INC.

5159 Sinclair Rd.

Columbus, OH 43229-5413

(614) 846-4447

(614) 846-4809 FAX

www.riohio.com

(800) 669-0874

(866) 846-4809 FAX

info@riohio.com

Quality general merchandise.

RSN 59

REGATTA APPAREL GROUP

1102 W 16th Street

Panama City, FL 32405

(850) 625-0050

(850) 215-2171 FAX

www.regattaapparelgroup.com

Licensed and custom printed apparel. Name-drops available.

RSN 60

RENEGADE CLUB INC.

729 NW 7th Terrace

Ft. Lauderdale, FL 33311

RETRO PETS ART

10600 4th St N #1007

St. Petersburg, FL 33716

REX DISTRIBUTORS

5403 Ayon Ave.

Irwindale, CA 91706

REXTOOTH STUDIOS

153 Nash Creek Lane Bozeman, MT 59715

RHYNE AND SON

250 Merchant Mile

Ringgold, GA 30736

RIDGEWAY COMPANY

PO Box 493

Bridger, MT 59014

RIVER’S EDGE PRODUCTS INC.

One River’s Edge Court

St. Clair, MO 63077

RMR DESIGNS

9610 Norwood Drive

Tampa, FL 33624

ROCKPOINT APPAREL

9925 Aldine Westfield St.

Houston, TX 77093

ROCKIN FOOTWEAR/HIGH TIDE (MIAMI SOUVENIR)

1600 NW 165th Street Miami Gardens, FL 33169

www.hightidefootwear.com

Men’s, women’s and kids’ footwear.

RSN 47

ROCKY MOUNTAIN LEAF CO.

14818 West 6th Ave., Unit 12A Golden, CO 80401

ROCKY MOUNTAIN SUNSCREEN

14700 West 66th Place, Suite 7 Arvada, CO 80004

THE ROSE LADY

PO Box 251 Los Alamitos, CA 90720

ROYAL BOBBLES

5885 Shiloh Road, Ste. 101 Alpharetta, GA 30005-2217

ROYAL CRAFTERS

5836 E. 32nd St. Yuma, AZ 85365

RS COVENANT

215 East Elm St.

O’Fallon, MO 63366

(636) 272-4822

(636) 272-5054 FAX

(800) 835-8997

rsc@rscovenant.com

www.rscovenant.com

Sterling silver and fashion rings and jewelry. Ring programs since 1978.

RSN 61

S4 LIGHTS

S3601 La Grange Parkway

Toano, VA 23168

SJT ENTERPRISES

28045 Ranney Parkway

Unit B

Westlake, OH 44145

(440) 617-1100

(440) 617-0987 FAX

www.ThousandsOfSigns.com

sales@sjtent.com

Wood plaques, magnets and Stone coasters

RNS 65

SADA AND COMPANY

6843 Narcoossee Road, Suite 79 Orlando, FL 32822

SALT BOX SIGNS INC.

3737 W. Douglas

Wichita, KS 67213

SALT CREEK APPAREL LLC

11076 Venture Drive

Mira Loma, CA 91752

SANDY CREEK MINING

522 S. Poplar St.

Fostoria, OH 44830

SAN FRANCISCO

CHOCOLATE FACTORY

1519 Mission St.

San Francisco, CA 94103

SANTA DOLLARS

PO BOX 793

Palm Harbor, FL 34682

SANDTASTIK

PRODUCTS LTD.

1-58 Prosperity Ave.

Port Colborne, Ontario L3K 5X9

Canada

(800) 845-3845

(905) 734-7340

(800) 831-6111 FAX

https://www.sandtastik.com

Play sand, craft kits and sets, plaster casting and more.

RSN 62

SEAGULL

INTERNATIONAL INC.

1220 Spring Garden St.

Philadelphia, PA 19123-3293

2021 - 2022 Buyer’s Guide Directory

SHOWPROCO, LLC

2915 Biscayne Blvd., Suite 303

Miami, FL 33137

SHRISAI INC.

3302 Maggie Blvd. Orlando, FL 32811

SIGNATURE STONES INC.

1548 Burden Lake Road

Averill Park, NY 12018

SIGN DOLLS

34 E. Main Street

Carnegie, PA 15106

SIGNS 4 FUN

17643 N 25th Ave

Phoenix AZ 85023

(602) 993-3000

(800) 735-7757

(602) 910-6091 FAX

www.signs4fun.com

Great-selling signs and gifts, including novelty clocks, lamps, magnets and ID cards.

RSN 63

THE SIGN FARM

6503 W. 415

Adair, OK 74330

SIGN OF THE TIMES

4950 S. Sante Fe Ave.

Vernon, CA 90058

SILVER DEER

963 Transport Way, Suite 14

Petaluma, CA 94954

Discover quality gemstones, jewelry, gifts, souvenirs and themed displays. Let our 40-plus years experience and user-friendly online ordering be your guide.

RSN 64

SIMPLY SOUTHERN

498 Gallimore Dairy Rd. Greensboro, NC 27409

SINCERE SURROUNDINGS

408 North 2 nd Avenue East Rock Rapids, Iowa 51246

SKIN SHOP U.S.A.

7045 Bolestown Road

Alpine, TN 38543

SMITH SOUTHWESTERN INC.

1850 N. Rosemont

Mesa, AZ 85205-3317

SMOKEHOUSE JERKY CO.

3600 W. Florida Ave.

Hemet, CA 92545

SMOKY MOUNTAIN GIFT SHOW

Gatlinburg Convention Center

234 Historic Nature Trail/Airport Road

Gatlinburg, TN 37738

www.smokymtngiftshow.com

(708) 486-0708

SOCK IT TO ME

3505 SE 21st Avenue

Portland, OR 97202

SOLARX

35490 Lorain Rd.

North Ridgeville, OH 44039

SOLMATE SOCKS

PO Box 240

South Strattford, VT 05070-0240

RSN 137

SOFT STUFF CREATIONS

11191 Horseshow Way

Richmond, BC V7A 4S5

SOPHIA’S®

30 Three Tun Road, Suite #5

Malvern, PA 19355

SOUVENIFTY

1550 Miliken Ave., Ste. E Ontario, CA 91761

SILVER STREAK IND.

1604 S. Edward Drive

Tempe, AZ 85281

(480) 894-9528

(800) 526-9990

(480) 894-6037 FAX

www.silverstreaks.com

sales@silverstreaks.com

The Nation’s Oldest, Most Beloved Souvenir Show, Smoky Mountain Gift Show, will be taking place November 10-13, 2021, at the Gatlinburg Convention Center in Tennessee.

RSN 87

SNOOZIES!®

Box 818

Elm City, NC 27822

SOUVENIR AVANTI

116 Leacock Drive

Pointe-Claire,QC, Canada H9R-1H1

(514) 694-0707

(800) 265-2266

(514) 694-8224 FAX

info@souveniravanti.com

www.souveniravanti.com

Manufacturer of custom cast metal souvenirs and promotional products.

RSN 66

SOUVENIRS & GIFTS, NOVELTIES MAGAZINE

1062 East Lancaster Avenue, Suite

15-F

Bryn Mawr PA 19010

(610) 645-6940

(610) 645-6943 FAX

A magazine that is required reading for successful retailers.

SOUVENIR SOURCE

399 Neponset St Canton, MA 02021

(617) 466-2345

(815) 397-0003 FAX

orders@souvenirsource.com

www.souvenirsource.com

Your one-stop for the largest selection of custom designed souvenirs, short-run imprints, gifts and novelties in the souvenir industry.

RSN 67

SPECIALTY STORE SERVICES

454 Jarvis Ave. Des Plaines, IL 60018

SPIN BALLS INC.

505 SW 17th Street

Fort Lauderdale, FL 33315

SPIRIT ACTIVEWEAR/ SPIRIT JERSEY®

2211 E. 37th St.

Los Angeles, CA 90058

(213) 784-0254

www.spiritjersey.com

Quality apparel.

RSN 68

SPOOKY BABY

1555 Vine Street

Los Angeles, CA 90028

SPORTS LICENSING & TAILGATE SHOW

January 19-21, 2022

Las Vegas Convention Center

Las Vegas, Nev.

Attendee Information: slt@experient-inc.com, (864) 327-0952

Exhibitor Information: matt.lawson@emeraldx.com, (727) 482-1656

A premier trade show event for licensors, licensees, retailers and colleges interested in licensed products.

RSN 69

SQUIRE BOONE VILLAGE

406 Mount Tabor Rd. New Albany, IN 47150

SS HANDCRAFTED ART LLC

195 E. Waterlynn Road

Mooresville, NC 28117

(866) 352-9377

(704) 664-2544

(704) 664-9822 FAX

www.sshandart.com

theturtleman@sshandcrafted.com

Home of the artisan-made marble turtle now also offering hand-knit turtles to share a love of turtles and to contribute to ocean conservation. The company’s motto is “Do good, and you do well.”

RSN 70

ST. CLAIR APPAREL

3431 William Richardson Drive South Bend, IN 46628

STEALTH TECHNOLOGIES, LLC/WOODZGEAR

15752 S. Mahaffie Street

Olathe, Kan. 66062

(913) 228-2214

Woodzgear.com/stealth

Expertly crafted gifts and souvenirs.

RSN 71

STEAMBOAT STICKER

PO Box 774000-327

Steamboat Springs, CO 80477-4000 (970) 879-0833

www.steamboatsticker.com

Steamboat Sticker the most creative stickers available in Resort Retail. Come Check Us Out! You won’t be disappointed.

RSN 72

STEPHEN JOSEPH GIFTS

4302 Ironton Ave.

Lubbcok, TX 79407

STEWART’S CRAFTS LLC

5155 Howard Rd.

Cumming, GA 30040

STICKER ART

10 Town Plaza #405

Durango, CO 81301

STICKERS BY SANDSTONE

15661 Producer Lane, Unit L Huntington Beach, CA 92649

STORE ON WHEELS, INC. 809 Hylton Road Ste. 1

Pennsauken, NJ 08110

THE SUBURBAN MONK

50 Grandview Place North Caldwell, NJ 07006

2021 - 2022 Buyer’s Guide Directory ST

SUNBURST COMPANIES

234 Hartford Ave. Providence, RI 02909

SUNCATHER HEAVEN LLC

1780 Deer Road

Tillamook, OR 97141

SUN FASHION DESIGNS INC.

3220 Tower Drive

Prescott, AZ 86301

SUN RAYZ SUNGLASSES

PO Box 7457

Myrtle Beach, SC 29572

SUNRAYZZ IMPORTS

1089 W. Broadway #74

Vancouver BC V6H 1E5

SUN SANDALS

2870 Electonics Drive Melbourne, FL 32935

SUNSHINE JOY DIST.

PO Box 12

32 Mechanic Ave. #414 Woonsocket, RI 02895

TGT

PO Box 7549 Jackson, WY 83002

TEEDA

1107 Fair Oaks Ave. #75 South Pasadena, CA 91030

TEES BY CLASSY

3749 Broadmoor Ave., Ste. A Grand Rapids, MI 49512

THOMPSON’S CANDLE COMPANY

328 Allegheny St. Huntingdon, PA 16652

THREE ONE FIVE, LLC

505 Newcastle Road Syracuse, NY 13219

THUNDER SPORTSWEAR

1416 Fabricon Blvd., Unit F Jeffersonville, IN 47130

TIDE POOL ENTERPRISES

6857 Richard St. San Diego, CA 92115

TIMBER GREEN WOODS

PO Box 176

Spring Green, WI 53588

TTOUCHSTONE DIST. INC.

103 S. Bridge St., Suite B

Dewitt, MI 48820

TOURING SOUVENIRS

145 Pier View St.

Charlestown, SC 29492

TOWNIE®

ENTERPRISES, INC.

352 Main Street

Acushnet, MA 02743

SURF EXPO

1145 Sanctuary Parkway, Suite 355

Alpharetta, GA 30009

(800) 947-SURF

(800) 947-7873

www.surfexpo.com

Trade show

RSN 73

SWEET GISELE

5900 Decatur St.

Ridgewood, NY 11385-5955

SWIRLY GIRLZ

10226 East Summit Canyon Drive

Houston, TX 77095

TIN BOX COMPANY

216 Sherwood Ave. Farmingdale, NY 11735

TIPSY INC.

4949 District Blvd. Vernon, CA 90058

TKO SALES

5708 Westbourne Ave. Columbus, OH 43213

TOPLINE PRODUCTS, INC.

840 Thomas Ave. SW Renton, WA 98057

TOWN PRIDE

A Curated Collection of Local Love

615 E. Main Street

Yarmouth, ME 04096

(207) 332-2904

www.townpride.com

INFO@TOWNPRIDE.COM

https://www.facebook.com/TownPride-USA-325886404878401

http://www.instagram.com/town. pride

Gift, Resort and Home merchandise to celebrate Home Pride and Local Love.

RSN 76

TOY INDUSTRY ASSOCIATION

1115 Broadway #400

New York, NY 10010

T.R. MCTAGGART

219 N. Front St.

Stardish, MI 48658

TRADEMARK MARKETING

INTERNATIONAL, INC.

1290 Old Altharetta Rd.

Altharetta, GA 30005

TRAVELING ANIMALS INC.

PO Box 592

Evergreen, CO 80437

(303) 520-7300

info@traveling-animals.com

orders@traveling-animals.com

www.traveling-animals.com

An award-winning game with a portion of the profits benefiting education and wildlife conservation organizations.

RSN 77

TREE BUDDEES

1543 West Hamlin Road

Rochester Hill, MI 48309

TREE FREE GREETINGS

33 Whittemore Farm Road

Swanzey, NH 03446

UNEMPLOYED PHILOSOPHERS GUILD

105 Atlantic Ave. #1 Brooklyn, NY 11201

UNIQUE GIFT CO.

19 Mayview Road

PO Box 552

Lawrence, PA 15055

URBAN CHARM

1337 Commonwealth Blvd.

Reading, PA 19607

US GAMES SYSTEMS, INC.

179 Ludlow St. Stamford, CT 06902

VELO BLING DESIGNS

PO Box 281107

Lakewood, CO 80228

VILLAGE ORIGINALS & VILLAGE GIFTS

2003 Viscount Row Orlando, FL 32809

VINTAGE REEF

7712 S. Long Beach Blvd. Long Beach Township, NJ 08008

VISCOMM PUBLISHING, LLC

919 West Pearson St. Hernando, FL 34442

VOORCO DESIGNS LLC

PO Box 510146

Punta Gorda, FL 33951

WACKY LINKS™

248 W. 35th St. New York, NY 10001

WALLAROO HAT COMPANY

3155 Sterling Circle Boulder, CO 80301

WARM FUZZY TOYS

23 Broderick Rd. Burlingame, CA 94010

WAYNE CARVER

2412 Grant Ave

Rockford, IL 61103 (800) 573-7123

orders@waynecarver.com

www.waynecarver.com

Name Programs.

RSN 78

WEBB CANDY CO.

980 Aldrin Drive

WEST TREND

581 4th Street

San Fernando, CA 91340

WESTERN & ENGLISH SALES ASSOC. (WESA)

451 E. 58th Ave.

Suite 4128

Denver, CO 80216

WESTERN EXPRESS INC.

300 Villani Drive

Bridgeville, PA 15017

WESTERN SUPPLY

2200 Red Oak Ave. Las Vegas, NV 89109

WESTERN WOODS

DIST., INC.

740 N. Red Rock Road

St. George, UT 84770

WWHEELER MFG. CO. INC.

107 Main Ave.

PO Box 629

Lemmon, SD 57638

(605) 374-3655 FAX

(800) 843-1937

Order.Desk@ewheeler.com

www.ewheeler.com

Jewelry

RSN 80

WHIMSIES

Box 42

Fate, TX 75132

WHISTLE CREEK

114 Stone View Circle, Mammoth Spring, AR, 72554

(970) 586-7310

(970) 586-3447 FAX

jwhistlecreek@gmail.com

www.whistlecreek.com

VALANI APPAREL

2510 N. Chester Street

Gastonia, NC 28052

Eagan, MN 55121

THE WELMAN GROUP

7970 Old Georgetown Road #D

Bethesda, MD 20814

High-quality walking sticks and the Survival Kit in a Sardine Can.

RSN 81

2021 - 2022 Buyer’s Guide Directory

WHITE KNIGHT DISTRIBUTING

1246 East Pine Road Williams, AZ 86046

WHITE WING

PO Box 191

Camp Wood, TX 78833

WHITNEY COLLECTION PO Box 8061

Calabasas, CA 91372

WHITNEY HOWARD DESIGNS PO Box 8061

Calabasas, CA 91372

THE WIKKI STIX CO.

11034 N. 23rd Drive #103

Phoenix, AZ 85029

(800) 869-4554

(602) 870-9937

(602) 870-9877 FAX

info@wikkistix.com

Unique wax and yarn creative activity toy... Shape, stick, play!

RSN 85

WILCOR OUTDOORS

161 Drive In Road

Frankfort, NY 13340

WILD ATTIRE, INC./ ALYNN NECKWEAR

10372 Stanford Ave., Suite P Garden Grove, CA 92840

(714) 489-2230

jennifer@wildattire.com

www.wildattire.com

Ties, Socks, and more. Apparel brands with something to say.

RSN 82

WILD BERRY INCENSE

5465 College Corner Pike

Oxford, Ohio 45056

(800) 542-3779

(513) 523-4313

www.wild-berry.com

With over 90 premium quality fragrances, your customers are sure to enjoy “America’s Best Incense.”

RSN 83

WILD REPUBLIC/K&M INTERNATIONAL INC.

1955 Midway Drive

Twinsburg, OH 44087

WILDLIFE EDUCTION LTD.

1260 Audubon Lane

Park Hills, KY 41011

WILDTHINGS SNAP-ONS LLC

7593 Windy Knoll Drive Cincinnati, OH 45241

(415) 457-0112

(415) 457-6804 FAX

adina@wildthingstshirts.com

www.wildthingstshirts.com

Interactive (with Toys) T-Shirts, Vests, and Hats for Kids.

RSN 84

WILD TRIBUTE

2920 Rungius Road

Jackson, WY 83001

WINDBED USA

9155 Archibald Ave., Suite 102

Rancho Cucamonga, CA 91730

THE WINE STEWARD

4220 Adeline Drive

Oak Lawn, IL 60453

WISHPETS

6555 SW 110th Ct.

Beaverton, OR 97008

WITZ SPORT CASES

11282 Pyrites Way

Gold River, CA 95670

WOOD MAGNETS

4240 Lost Hills Road #708

Agoura Hills, CA 91301

WOOD YOU TELL ME

16655 Highland Drive

Detroit Lakes, MN 56501

WOODZGEAR

15752 S. Mahaffie Street

Olathe, KS 66062

WOOMBIE/KB DESIGNS LLC

480 Barnum Avenue

Suite 21

Bridgeport, CT 06608

WORLD IMPORTS

PO Box 786

Cape May Courthouse, NJ 08210

WORLDWIDE CREATIVE DESIGNS AND WORLDWIDE MARINE LIFE ART

PO Box 3632 South

El Monte, CA 91733

WORLDWIDE SPORTSWEAR

4471 East Port Parkway

Port Orange, FL 32127

WUU JAU

2600 So. Kelly

Edmond, OK 73013

Making Sales Second Nature

Best-Selling Natural Soaps and Lotions at Specialty Stores

Fragrant, easy to gift and universally practical, soaps and lotions were popular even before the pandemic. “But now they’re even more popular, because people are washing their hands more often,” noted DaMarla Von Tipton, retail manager at Lunaroma Aromatic Apothecary in Burlington, Vt. And all that washing makes hands drier, so sales of lotions and other skin products are also up at stores nationwide.

After sending patrons home with trial sizes earlier in the pandemic, Lunaroma has returned to displaying its 24 housemade soaps alongside a large basin, so guests can sample them. “There’s no one scent for everybody; it always ends up being whatever someone likes,” explained Von Tipton. “It’s all about coming in, trying things, smelling the products.”

The soap display is organized alphabetically, but Lunaroma also carries body butter, body cream, body silk, lotions and massage oils. In every format, the brand emphasizes aromatherapy, the curative properties of fragrance; an example is lavender to promote tranquility. Lunaroma’s 21-year-old business also sells its products wholesale and will customize products to order.

Choosing a bath product can be very personal, according to LaDonna Ford, who has been making all-natural soaps since she learned as a child from her grandmother. At her Casa Grande, Ariz., store, Arizona Native Lotions and Soaps, “we have so many different kinds of soaps; what people buy depends on their age and needs,” Ford said. Oatmeal, a top selling ingredient, is a mild exfoliant that’s good for sensitive skin. Deactivated charcoal is helpful for acne scars and dark spots. “And goat milk soaps, when they’re made from scratch with real milk and not powder, leave your skin incredibly soft, not slimy or dry like store detergent,” Ford said.

The retailer opened her 600-square-foot shop last year, after starting the business as an ecommerce brand five years ago. She also carries other craft brands, with merchandise mixed eclectically; bath salts, body butters, lotions and soaps all share the shelves. “My philosophy is to leave it all out, so people can smell and sample everything,” Ford said.

At Portsmouth Soap Company in Portsmouth, N.H., patrons are encouraged to have fun with the foaming gels and soapy suds. Owner Lauren Wolf keeps plenty of samples out, and in a 600-square-foot boutique, shopping is inevitably communal. “Selling a such a fun way to interact, helping people find the right product,” Wolf observed. Once high season is over in this resort town, Wolf hosts soap-making classes for the locals.

Inside Portsmouth Soap Company, there are sections for the men’s line, for goat milk soaps

Continued on page 198

Owners Steve Meka and Dave Willett of Stem Handmade Soap. The businesses two Ohio locations specialize in herbal fragrances such as lemongrass, spearmint, rosemary mint, patchouli, and orange clove.

Making Sales Second (From page 196)

aimed at sensitive skin, and a table featuring seasonal items. Wolf opened the store three years ago, and got through the pandemic thanks to a hastily assembled website. “I never wanted to sell online, but it’s been really huge for us,” Wolf reflected. “And Portsmouth is a community that has really supported its small businesses.”

The two Ohio locations of Stem Handmade Soap specialize in herbal fragrances like lemongrass spearmint, rosemary mint, patchouli, and orange clove. “When people come in, we guide them to the displays where they can sniff the soaps until they find their scent,” said Steve Meka , who owns Stem locations in Lakewood and Shaker Heights.

Over the years, he has experimented with various types of displays in the shops, which are both smaller than 400 square feet. “What works best for us is grouping scents together across all formats,” Meka explained. Once a customer settles on a favorite scent, there are bar soaps, bath bombs, sugar scrubs, lotions, body butters and foaming hand soaps to choose from.

You don’t have to be a wine lover at Napa Soap Company, but it certainly helps. Almost every product at the St. Helena, Calif.,-based business incorporates wine and grapeseed oil. “Wine has antioxidant

Because of how displays are designed, once a Stem Handmade Soap customer settles on a favorite scent, there are bar soaps, bath bombs, sugar scrubs, lotions, body butters and foaming hand soaps to choose from. Shown is a view of the sales floor at one of the stores.

properties, so it’s good for your skin,” explained Owner Sheila Rockwood

At the 21-year-old artisanal business, all the lotions are crafted without parabens, and shea butter complements the hydrating qualities of grapeseed oil. There’s a men’s shaving line, as well as bath bombs, candles and liquid soaps, all in 28 mostly wine-related scents like “cabernet soapignon.” “The ones with the wine names tend to be the most popular,” said Rockwood. Napa’s products, which are also sold at other outlets, are merchandised by type; there is a wall of bar soaps, a shelf for liquid soaps and lotions, and so forth. ❖

What Is Your Top-Selling Soap Scent?

With all the scents out there, humble lavender still rules the day at many soap and toiletry stores.

“Anything lavender does really, really well for us,” said Steve Meka, owner at Stem Handmade Soap in Lakewood, Ohio. “We carry plain lavender, lavender eucalyptus, lavender lemon — and a few times a year, special lavender blends like vanilla and thyme.”

Lavender is the top scent at Arizona Native Lotions and Soaps in Casa Grande, Ariz., where cranberry is another favorite. “And a lot of people like peppermint to relieve pain in sore muscles,” said Owner LaDonna Ford

At Lunaroma Aromatic Apothecary in Burlington Vt., the best-

selling fragrances are lemon lavender and rosemary lavender. “Lavender is popular because it’s very calming, and most people enjoy relaxing,” explained Retail Manager DaMarla Von Tipton “It’s a lovely, herbally floral scent.” Lavender and eucalyptus are the reliable year-round favorites at Portsmouth Soap Company in that New Hampshire town. But Owner Lauren Wolf said seasonal smells resonate in a coastal resort. “Right now anything coconut is doing fabulous,” said Wolf in July. “In a month, it’ll be cinnamon spice and fall scents.”

There is a subtle note of grape, as in wine, in all the fragrances at Napa Soap Company. “Cabernet soapignon” and “soapignon blanc,”

a grapefruit and pomegranate blend, are customer favorites at the St. Helena, Calif., store, according to Owner Sheila Rockwood. ❖

A promotional photo for Stem Handmade Soap, which has locations in Lakewood and Shaker Heights, Ohio. Lavender merchandise does really well for the store, according to Steve Meka, one of the owners.

Name-Dropped Plush at Zoos and Aquariums

Mark Girardy stocks both name-dropped and generic plush at the gift shops he oversees at the National Mississippi River Museum and Aquarium. But where possible, he likes to put the Dubuque, Iowa museum’s logo on plush toys: They sell better that way.

“Having the name of our museum makes for a more meaningful souvenir,” explained Girardy. “It has that extra memory attached to it. Parents like that, and they’re willing to spend more for it.”

Name-dropped items, like anything customized, typically cost more to produce. But at zoos and aquariums, that logo can pay for itself; it’s the difference between just another stuffed toy and a genuine memento.

At the National Mississippi River Museum’s two gift shops, Girardy name-drops plush versions of the aquarium’s most popular animals. “Number one at the aquarium is probably our river otter, which is a huge hit with kids,” the Store Manager said. “It’s always huge at the gift shop, too. I can’t keep the plush version in stock.”

Girardy added that he is less likely to put the museum logo on less relevant or popular animals, like mermaids, sharks or octopus. But sales of all plush are soaring this year, as Museum visitation numbers are so far at or exceeding those of 2019.

At the Frank Buck Zoo in Gainesville, Texas, Gift Shop Manager Megan Kennedy takes a similar approach, name-dropping the zoo’s most beloved animals. “When we’ve had name-dropped plush, it was either our iguanas or the snakes,” said Kennedy, adding that as of July, the store did not have any in stock.

And it’s no surprise that the named dropped plush cheetahs are the top sellers at Wildlife Safari in Winston, Ore., which calls itself the nation’s number one cheetah breeding facility. “Our cheetah plush are very cute; they’re wearing logo hoodies in different colors,” said Gift Shop Manager Crystal Banks . The stuffed toys, from Wild Republic, celebrate a species that has

seen more than 200 live births here.

Wildlife Safari never closed during the pandemic — guests experience the facility in their own cars — and attendance has been brisk throughout. “We had record sales last year, and we’ve been doing great this year as well,” said Banks. Along with plush, the store’s best-sellers include name-dropped apparel; one sweater featuring a cheetah and a rhinoceros “flies off the

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Shar Howell, and James Emery, Wildlife Safari Gift Shop employees, standing with a cheetah plush display. The toys are top selling for the store,

Zoo and Aquarium Section

Name-Dropped Plush (From page 199)

shelves,” noted Banks. “I’ve actually had to order it three times already.”

The Cleveland Metroparks Zoo gift shop names drop certain specialty items, like an endangered animals line from the “Future for Wildlife” conservation program. Store Manager Paula Hlucky said the line includes lions, tigers, elephants, rhinoceros and giraffes; all bear the zoo’s logo and the slogan “Be a hero for wildlife” on the tag.

A whimsical plush elephant, styled as a zookeeper, wears a vest with the zoo logo on it. “That one is pretty popular,” Hlucky observed.

With strong sales from a busy summer season, zoo and aquarium retailers have to move merchandise quickly. “I’ve never had to put plush on clearance, but I do have a small discount section for clothing when we get down to just a size or two,” said Girardy at the National Mississippi River Museum and Aquarium.

Megan Kennedy creates raffle baskets or baskets with markdowns at the Frank Buck Zoo. And at Wildlife Safari, Crystal Banks drops prices on slow selling items, then

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What Name-Dropped Items Sell Best For Your Store And Why?

Tried-and-true souvenir staples — magnets, keychains and mugs — remain among the best-selling name-dropped items at zoo and aquarium gift shops around the country. But drinkware, a soaring category for retail this year, is making inroads, and logo apparel remains a customer favorite.

At the Frank Buck Zoo in Gainesville, Texas, newly introduced T-shirts featuring zoo animals with a screen-printed logo are so popular that Gift Shop Manager Megan Kennedy can’t keep them in stock. Magnets, keychains and stickers also remain strong sellers. “That’s what most people ask for when they come in,” Kennedy noted.

“They like these kinds of items as keepsakes — things you can’t get just anywhere.”

A children’s water bottle is the name-dropped best-seller at the National Mississippi River Museum at Aquarium in Dubuque, Iowa. “With the pandemic and our water fountains closed, people really like the idea of a reusable, personal container that has a top on it,” explained Store Manager Mark Girardy

A new line of logo silicone drinkware has done well at Wildlife Safari in Winston, Oregon. Gift Shop Manager Crystal Banks said other named dropped souvenirs, like coffee mugs and utility knives, are also top sellers. Water bottles, mugs and mag-

nets are also the name-dropped favorites at the Cincinnati Zoo and Botanical Garden, said Gift Shop Manager Samantha Tritsch Water bottles and coffee mugs are top items at The Cleveland Metroparks Zoo gift shop. But the current hit is a name-dropped set of binoculars for children, “so they can look at our animals right up close,” said Store Manager Paula Hlucky. In addition, jewelry — much of it name-dropped — has consistently been a strong category during her 30 years at the store, Hlucky said. “We’re always running out,” she observed. “Jewelry does well with young people, and a lot of young people come here.” ❖

Winston, Ore., Wildlife Safari Gift Shop Lead Serina Preach, photographed with an apparel display featuring a paw design. The attraction never closed during the pandemic, as guests view the animals from their cars.

Zoo and Aquarium Section

Name-Dropped Plush (From page 200)

moves them into clearance. “I’d rather keep the product moving,” she said.

This summer, it seems, enthusiastic visitors will snap up nearly any well priced souvenir. “Guests will pretty much buy what we put out there,” said Store Manager Samantha Tritsch of the Cincinnati Zoo and Botanical Garden. “If it’s older, we’ll just re-mer-

chandise it to make it look fresh.”

Aside from a small sale section, leftovers are rare at the Cleveland Metroparks Zoo gift shop. “We sell out so much we don’t have much left over,” said P aula Hlucky . “We have a strong environmental program here, and people love to support the zoo through all our merchandise. And with lots of events, we are really busy.” ❖

In 1991 a small company was founded in Philadelphia, Pa.: The Penny Men. Two partners built and placed their first penny machine at the old Philadelphia Spectrum. Thirty years later a lot has changed - The Penny Men is now part of CTM Group, Inc., a company that provides a slew of self serve options for tourist and retail locations in the United States and 11 countries.

The first penny machine in 1991 has led to over 2,300 in 2021. Plus, the company now places their medallion machines along with candy, kiddie rides, game rooms and even ice cream machines! In 2021 more than 25 million people will use CTM Group, Inc. penny machines alone!

As with so many other businesses, COVID was devastating to CTM Group, Inc. Plus, to add insult to injury right before COVID, the company that CTM represented exclusively for nine years with their wearable penny accessory products abruptly decided to go after CTM clients directly. All in all, 2020 was quite the struggle.

However, with the same strength, persistence and smarts that helped the company grow every year for 29 years, they buckled down and have positioned themselves for another 30 years.

What’s new:

• All of the machines now placed by CTM Group, Inc. offer a cashless option;

• They have a new and exciting wearable product called “Pennycollector;”

• And, the company can provide individual cranes/ prize machines to a location or they can set up a fully staffed redemption game room for sites.

One thing that has not changed in 30 years - CTM Group, Inc. clients never pay one dime for any of the equipment we build and place at your location!

CTM Group, Inc. looks forward to another 30 years! Please come say “Hi” to us at either the Las Vegas (Booth #978) or Gatlinburg (Booth #1717) Shows. We will have giveaways and fantastic show specials!

(To make an appointment, or for questions, contact John Cweiber by emailing jcweiber@ctmgroupinc.com or by calling 610-659-6918. For additional information, circle 56 on the reader service card.) ❖

Souvenir Vendor Spotlight: The Penny Men/CTM Group, Inc.

The Penny Men: 30 Years of Leading the Way!

Penny collector products from The Penny Men. The company has been an industry leader for 30 years.

Best-Selling Party Supplies and Decorations for New Year’s and Any Time

It’s party time. Even as COVID-19 restrictions shift and change, families and friends are planning celebration activities of all kinds for a wide range of occasions.

At Party Planet in Fairbanks, Alaska, Owner Bill Torgerson is a known balloon artist, so perhaps it’s no wonder that among his top-selling party items are balloons. “They’re always strong for us. We can make a large variety of balloon sculptures, art pieces, columns, and garlands. We also have a lot of streamers and party favors that do well.” With party favors, currently supply shortages have resulted in the store liquidating its older products, he related, but people are eager to buy them. “Everyone’s in a rush right now, to both open up and to hold events,” he said.

Come New Year’s Eve, the store always changes things up, and Torgerson sees this year as being one that will be “a lot bigger,” that in past years. “Last year and other years before the pandemic, people were quieter in terms of their celebrations. This year I foresee them doing larger and more social things. By that I don’t expect a big influx of people buying decorations for their homes, but rather I expect to see bars and restaurants buying a lot of items to accommodate people going out and attending events at those locations to celebrate.” He added that “Our best-sellers for New Year’s are plastic champagne flutes, little noise makers and confetti poppers. Balloons are strong, but at that time of the year it really is more businesses that are looking for a large sculpture of balloons to fill up space, not so much smaller balloon items for at-home parties.”

Torgerson said that parties have changed somewhat since the pandemic, and his 800-square-foot store has, too. “Last year people weren’t able to have parties, so

their budgets shifted to balloons, which of course I am more than happy to help out with, because I am versatile with them. People were getting big balloon sculptures for small family celebrations when they couldn’t have bigger parties. The display was more important than before.”

In Portland, Ore., at The Lippman Company, Manager Robyn Adair also is big on balloons. “They’re getting more popular every year, and they are very popular right now,” she explained. “I think maybe as party supplies, balloons are going bigger because people want to celebrate more right now, feel more special and party with more elaborate displays. And people have also viewed balloons in use on Pinterest for even small parties, and it’s appealing.”

Come New Year’s Eve, Adair expects to see sales of more balloons, as well as streamers, noise makers, and plastic champagne cups. “The real difference for New Year’s Eve is the color theme. Particularly in balloons the colors tend to be gold, silver, and black. I think this year people will go bigger and splashier. Last year we didn’t see a lot of big parties, and there were certainly none happening at businesses, and I think we will see that return this year. I think in general New Year’s will happen on a bigger party scale, because people didn’t get to party at all last year.”

Overall, Adair feels that parties have changed since the pandemic. “For a while, there were more outside parties, although I am seeing less interest in things like

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Party Stores

Best-Selling Party (From page 203)

yard signs now, which were big during the height of the pandemic. So, I would say overall we are looking at bigger parties and more items for indoors.”

At the 13,000-square-foot Champion Party Supply in Seattle, Wash., Owner Victoria Champion also sees New Year’s as going big this year. “It is usually our second busiest holiday for balloons, second only to Halloween. Those should do well this year, too. We also sell a lot of wearable items, like glasses that say ‘2021’ on them. I am expecting an uptick in Roaring 20s themed costumes, too. We sell a lot of costumes here as well as party supplies, and I am betting on flapper styles and accessories to be big. I think people will be dressing up and going to more parties this year.”

She said that her store is somewhat unusual in that it sells both costumes and party supplies. “Most stores don’t do both.”

As to best-selling party items overall, she said pinatas are big right now. “They are selling faster than normal, and balloons, too, which have really been a bright spot throughout the pandemic. Banners are also a big thing. People like pictures of the birthday person on the banners, because they tell a story, one that looks nice in photos.”

Champion sees a lot of changes in parties since the pandemic occurred. “We’re close to downtown Seattle, and we have not seen a lot of office parties and events or bar and restaurant parties. That area is

Top Children’s Party Themes

For kids’ birthday parties, themes are ever-changing. This year, party store owners and staff look at what kids are craving come party time.

At Party Planet in Fairbanks, Alaska, owner Bill Torgerson says “A lot of the themes for kids go along with the movies and video games and pop culture, whatever is trending there. This year I would say it is Minecraft, Fortnight, princesses, mermaids, unicorns and superheroes, regardless of which character is associated with those categories.”

In Portland, Ore., at The Lippman Company, Manager Robyn Adair said that many kids crave licensed character mer-

all coming back in kind of a trickle. I do weirdly see personal event tickets going up in price, however, because I think individuals and private parties are compensating for that loss, maybe overcompensating for all the restrictions. It’s as if they were or are thinking that while we can’t have too many people at a birthday party, we can spend more on decorations and get a really nice photo out of it.”

At Balloon Fantasy party supply in Santa Maria, Calif., Sales Associate Aliah, speaking for Owner Marguerita Guzman, said the store’s top-selling party supplies are pinatas and balloons. “Everyone just wants those items for their parties because they’re fun and decorative. A lot of people like doing balloon arches, so those are big for us. At New Year’s, we see a lot of streamers and balloons. I think things are opening back up enough that those will be much bigger for us this year.”

One reason that balloons have been popular for the store is that they are very attention getting at parties, she said. “People have been trying to use more decorative style, particularly for yard parties and drive-by events. Balloons, especially arches, are a big part of that kind of an event when it comes to décor. People want things that really stand out from a distance.”

All in all, party supply store staff see bigger and better parties ahead, while the trend toward balloon displays should continue in terms of a craving for largescale decorations. And for New Year’s – it looks like it could just be a jubilant occasion to welcome 2022. ❖

chandise that the store doesn’t carry. “Minecraft is a big deal, but we don’t have that theme. We do have a generic version of that theme, and that does well, as do llamas and sloth items. I think kids are just interested in those kinds of different animals right now.”

At Champion Party Supply in Seattle, Wash., Owner Victoria Champion said she’s been surprised in seeing an actual downturn in interest for licensed items. “Things like Batman and Spiderman are not as popular as more generic things like dinosaur themes or unicorns. I think it’s because parents doing the buying might find the more generic themes more Instagram friendly

than say a Super Mario theme. The only licensed characters that still seem to have a lot of appeal are Baby Yoda and Pokemon. So in general, it’s the items that are not from a favorite TV show or movie that people are buying for kids’ parties.”

At Balloon Fantasy party supply in Santa Maria, Calif., Sales Associate Aliah, speaking for Owner Marguerita Guzman, described the store’s most popular kids’ party themes, at least for younger children, as “Baby Shark and Cocomelon. Both are cartoons, and kids like the music in them, too, so you can theme an entire party around characters like that, which is a lot of fun.” ❖

YEAR-ROUND CHRISTMAS STORES

Best-Sellers Where Every Day Is a Holiday

By Sara Karnish

Christmas may only come once a year, but retailers at Christmas shops sell merchandise to surprise and delight customers for the other 364 days. This means having a tremendous amount of inventory options to satisfy customers’ wide-ranging holiday décor and gift giving needs.

“I carry everything they make for Christmas, from high-end to animated to themed ornaments,” said Cori Rice , owner of The Christmas House in McCall, Idaho. “My buyers are people looking for a collectible item. A lot of the people who come into my shop have a tradition of buying an ornament for every member of their family. Some customers seek out my shop, because I literally carry every line and have every type of

theme. We live in a mountain resort town, so I sell a lot of themed ornaments—anything having to do with the lake, or moose, or camping. I also sell a lot of McCall, Idaho-type ornaments.”

Themed ornaments are a top seller because of their versatility and timelessness. Retailers in or near tourist destinations say many of their customers stop by to pick up new themed ornaments as a memento of their visit, or to reflect milestones within the family. “Themed ornaments are our best seller year-round, because the themes encompass a variety of things,” said Dustin Kline , owner of Snow and Ice Christmas and Gift Store in Harrisonburg, Va. “It could be snowmen, sports, or whatever tugs at the heartstrings of what’s going on in the family.”

Personalized items are classic gifts full of meaning. Jo Ann Hershberger , owner of ‘Tis the Season in Berlin, Ohio, said, “We have a whole room of ornaments that can be written on. When I think of personalized items, I think people want something that will give them good memories. There have been a lot of people cooped up, they haven’t had a lot to look forward to. [These ornaments] are reminders of good times—it makes them happy.”

Many customers get into the festive holiday atmosphere in a big way. Some decorate every room in their home. Themed gifts and items reflecting the spirit of the season remain popular. Jordan Cummins , manager of Jingle Bells Christmas Shoppe in Jim Thorpe, Pa., said, “Our candle line is one of our best-sellers. We sell Milkhouse Candles, which are made from soy and beeswax. People like them because

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Sales Associate Becky Best of The Christmas House in McCall, Idaho. The store carries everything from high-end to animated to themed ornaments.

Year-Round Christmas Stores

Best-Sellers (From page 205)

they have very long burn times. Sometimes a customer will come in and just buy one, then they’ll come back the next year and stock up.” Cummins’ mother, Barbara Zehner, owns Jingle Bells.

Kline said besides ornaments, his best-sellers include “shelf-sitter items, like Nativity scenes, snowmen, cardinals. And, surprisingly, we’ve been selling a lot of Christmas night lights.” Besides ornaments, Hershberger sells out of Jim Shore and Old World products every year. Retailers attend trade shows, read industry publications, and rely on recommendations from their sales reps to keep current with trends and purchase new products.

Even customers who continue to display the same décor every Christmas will occasionally add one or two new items to freshen up the look. Rice said she tries to add five to 10 new lines annually and constantly seeks out the new and unique—“It could be anything from a custom-made, high quality pillow to a diffuser line or candle line I don’t normally carry that maybe has unique packaging or scents. And I am always looking for locally-made ornaments, and always looking for something different.” The holiday season in 2020 was different than any other, as families scaled back their gatherings or held virtual get-togethers. It was difficult to capture a particular trend; however, in 2021, retailers are noticing a change in customers’ buying preferences and behaviors. “My customers range from people who bring out the same things they’ve inherited from family members [every Christmas] to people who decorate in a new theme every year,” Rice said. “For trends, I’m definitely noticing gingerbread and a candy cane look. Colors like pink, mauves, white. Anything with a moose, elk, or ‘outdoorsy’ sells well here—I bring out everything I can find with a moose or elk and it sells. Textures are big— everything from feathers to burlap. I’ve also seen faux fawn items like tree skirts. Anything that adds textures and dimensions is trending.” She added, “I’m seeing families who are happy to be together after not being together for over a year. Their mindset is calm. It’s nice to see families enjoying each other’s company.” Kline has noticed a similar trend: “Sentiment. And that’s where many of our themed ornaments come in. Families weren’t able to get together last year, so they were buying and sending gifts like ornaments. It’s been nice to see the little ‘thinking of you’ gifts and gestures come back, and the good, thoughtful moments.” Kline said the black-and-white and black-and-red buffalo plaid, and vintage decorations are all trending with his customers: “Natural is big. Natural-looking green-

Continued on page 208

Dustin Kline, owner, Snow and Ice Christmas and Gift Store, Harrisonburg, Va., photographed with his nephew and junior elf Jack Thomas. “It could be snowmen, sports or whatever tugs at the heartstrings of what’s going on in the family,” Kline said of best-selling themed ornaments.

JoAnn Hershberger, owner, ‘Tis the Season, Berlin, Ohio. The store has a whole room of ornaments that can be written on.

Year-Round Christmas Stores

Best-Sellers (From page 206)

ery and things with a vintage/classic style are definitely trending here. Things that tug at heartstrings or invoke a memory is what sells best here, so definitely ornaments. The Shiny Brite company has been doing great with reproducing some of those old classic styles but bringing out some new things.” He added, “Collectibles in general have been growing over the past few years for us—everything from lines like Snowbabies to Jim Shore to Willow Tree. We’re getting a lot of young collectors. They may not buy every piece as collectors did years ago, but they are buying them. It’s fun to see families having fun together. It’s nice to see them come in and work together at picking things out and having fun doing it.” Glass ornaments are something of a specialty at Jingle Bells, Cummins notes, adding, “We try to have a little bit of everything as far as style, from vintage to modern.”

Merchandising and arranging attractive displays is essential. It’s usually one of the most

What Are the Christmas Color Favorites?

Red, green, silver, and gold have long been the colors of Christmas. Retailers say although the tried and true remain the perennial favorites for customers, there are some new color trends for 2021.

“We carry it all [for trees],” said Jo Ann Hershberger, owner, ‘Tis the Season. “We are seeing some of the darker colors, like navy blue and hunter green. Green was always a hard color for us because the ornaments and décor blend in with the tree. Our designer has arranged the ornaments in such a way, though, that they are selling.”

Cummins said many of their customers do their tree all in one color or one theme. Cori Rice, owner of The Christmas

Cori Rice, owner, The Christmas House, McCall, Idado. Rice said whimsical colors such as pink and blush are a trend this year.

House, is seeing customers buy a range of color palettes. “The traditional colors always do well. What I’ve been seeing this year are more whimsical colors. We’re seeing a lot of pink and blush. A lot of bright, shiny, multi-colored garlands.”

Owner Dustin Kline of Snow and Ice Christmas and Gift Store, said in his area, customers still prefer the standard red and green with some silver and some blue. “We’ll have some folks who are doing specialty themes, but very traditional is still the top pick. The feedback we get from customers—they are looking to increase the number of years they can use those items. Even if they do something a little different the next year, they can build upon what they have.” ❖

A merchandise display at The Christmas House. Lake, moose, and camping-themed ornaments sell well for the store.

enjoyable elements of working in retail. Christmas shops take their displays to new levels, often giving their associates plenty of creative license to put together something truly magical and inspiring. Hershberger has brought a new designer on board and is thrilled with her work. “We decorate about 80 trees in just about any color or theme. Our new designer is amazing. Every tree is unique with its design. We’re surprised how many black ornaments we’ve been selling this year, and a lot of navy. I’m convinced merchandising is key.” Hershberger said rearranging the displays to incorporate lingering merchandise has been very effective. “We have things that are different from things we’ve had in the past,” she said. “For instance, we’ve had a set of holiday dishes, but now our designer has added linens [to pull the look together]. If you have a good designer, they know how to display items to make them sell. Merchandising is 100 percent of selling. If a customer can’t see it, they won’t buy it.” Cummins said the team at Jingle Bells just brought in a new display cabinet for their Old World ornaments. “They were getting a bit overlooked. We put them in a case and arranged them differently and they’ve been selling like crazy. [Merchandising] makes a world of difference.” Rice said, “That’s where the fun comes in. I like layering items and using height variances. I like to keep themes together. For instance, I have a ‘pinecone’ table with everything from extra-large pinecones as a centerpiece to tableware with pinecones. I’ve been complimented on our displays. I tend to do most of them because I think I’m a little more adventurous, but I like to give my employees some creative license to arrange new displays. I like to incorporate traditional retail displays with antique fixtures. I think merchandising and displays is number one.” ❖

PHOTOS

The owner of The Christmas House tries to add five to 10 new lines annually and is always seeking out the new and unique.

Seen at The Philadelphia Gift Show

Lou of Anju Jewelry.

SHOW