Souvenirs, Gifts & Novelties/August-September 2022

In Every Issue Bonus Features

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 June Allan Corrigan

Genie Davis

Sara Karnish Carime Lane Hilary Larson

CONTROLLER Joseph W. Mellek 610-645-6944

BILLING AND CIRCULATION

Susan Mease 610-645-6940

PRODUCTION

Stock Images; pg78©Imagevixen/bigstock.com; pg120©KMNPhoto/bigstock.com; pg126©Yulia Petrova/bigstock.com; pg164©pdb1/bigstock.com; pg166©/bigstock.com; pg172©dolgachov/bigstock.com; pg173©istockphot/trigga; pg181,199©Denchik/bigstock.com; pg200©Eugeni/bigstock.com; pg202©HighwayStarz/bigstock.com; pg204©Dragon Images/bigstock.com; pg205©Tomboy, stormy/bigstock.com; pg206©haveseen/bigstock.com; ©pixabay, ©pexels, ©unsplash

123

Articles

Special Feature: Retail at Colonial Williamsburg

36 Colonial Williamsburg – Taking Home a Piece of History

An in-depth look at the retail operation at Colonial Williamsburg in Williamsburg, Va., by Contributor David E. Kriso.

Smoky Mountain Gift Show Section

39-72 Smoky Mountain Gift Show Preview

74 Selling Classic Coastal Images – Gifts, Souvenirs and Decorative Signs at Seaside Locales

Contributor Hilary Larson interviewed store officials in Florida, Guam, Connecticut and California to discuss souvenirs themed to coastal areas.

78 Best Mementos for the Money – Name-Dropped Souvenirs at Zoos and Aquariums

For this article, Contributor Genie Davis interviewed store officials from zoos in Oregon and Calif., and a zoo and aquarium in Oregon, to discuss namedropped souvenirs.

83 Bonus Sidebar: Are Sales of Keychains and Magnets Still Going Strong?

84 Great Choices for Style – Country Store Home Décor Merchandise

Contributor Carime Lane interviewed country store officials in Alexandria, N.H., Marilla, N.Y., and Berlin, Ohio, plus a general store owner in Rosewell, Ga., to discuss home décor best-sellers.

96 Where Gifts Are a Natural - Jewelry Trends at Caves and Caverns

Jewelry is a great fit for the merchandise mix at caves, this article found. The piece includes interviews with attraction officials in Pennsylvania and Texas.

100 Bonus Sidebar: What Is Your Top Jewelry Display Tip?

IGES Section

104-116 IGES Show Preview

120 Merchandise to Pamper People - Soaps and Lotions at Coastal Boutiques and Resort Stores

Contributor Sara Kanish interviewed store owners in Oregon and New Jersey, and a retail director in New Jersey, for this look at the sale of personal care products.

126 Going for Style – Apparel and Sunglasses at Resort Gift Stores

This article discusses the sale of apparel where sunglasses are sometimes the finishing touch, with interviews of store officials at resorts in South Carolina, Florida, New Jersey and Pennsylvania.

TABLE

Contents

131 Bonus Sidebar: What Is Your Best Display Tip?

133 Merchandise for the Fun of It - Plush and Toys at Public Lands

A look at plush and toys sales at public lands in Nevada, Montana, Wyoming and Utah.

Apparel

140 Building Relationships, Building Businesses – Apparel Trends at Black-Owned Apparel Boutiques

140 160

Trends in apparel are discussed in this article that features interviews with owners and a vintage curator at Black-owned shops in Pennsylvania, New York, California and Florida.

142 Color Crush – Top-Selling Apparel at Theme and Water Parks

Apparel trends, including the popularity of tie-dye garments, are covered in this story that features interviews with parks in Pennsylvania, Georgia and Alabama.

Jewelry

148 Gifts for Fashion and Peace of Mind - Jewelry at Jewelry and Inspirational Stores

The owners of stores in California, Minnesota and Vermont weigh in on jewelry sales in this article by Contributor June Allan Corrigan.

Spotlight on Store Fixtures and Lighting

154 Where Presentation Is Nice, But Selection Sells - Jewelry Displays and Lighting at Hallmark and Gift Stores

Selection is more important than lighting and display when it comes to selling jewelry, this article found. The piece features interviews with Hallmark and gift shop retailers in New York, Michigan, Idaho and Wisconsin.

156 Arranging Merchandise By the Book – Display Trends at College Stores

For this article, retail officials at college stores in Hawaii, Washington and Arizona discussed display trends.

160 Retail as Respite – Tips for Great Displays from Hospital Gift Shops

Hospital retailers in Tennessee, Florida and Minnesota for this article discussed the part display plays in their stores.

164 Arranging for a Sales Winning Streak - Display Tips at Sports Museums and Halls of Fames

Gourmet Candy

168 Trends in Treats – Candy Sales at Candy Stores and Florists For this article, candy store owners in Bennington, Vt., and Jackson, Miss., and florist shop owners in Cypress, Calif., and Bellingham, Wash., weighed in on candy trends.

170 Bonus Sidebar: What Practices Put Into Place During the Pandemic Restrictions Will Be Kept? Why?

Games, Plaything and Plush

172 Hardware and Toy Shops – What’s Tops in Toys

Contributor Carime Lane interviewed hardware store officials in Georgia and Illinois, and toy shop owners in Michigan and Colorado, to get a picture of toy sales trends.

176 Bonus Sidebar: Which Games Sell Best and Why?

177 The Best for Babies - Trends in Baby Toys, Including Plush, at Baby Stores

While styles and materials continue to evolve, classics like stuffed animals, dolls and rattles remain top sellers at children’s and baby stores, according to retailers in Kansas, Oklahoma and Oregon.

General Merchandise Special Report

200 Where the Deals Are – Best-Selling Merchandise for Discount, Variety and General Stores

This story takes the pulse of bargain stores in Washington and Arizona.

174

169 207

202 Bonus Sidebar: Going Small – Merchandise Items for Small Gifts

Party Stores

204 Keeping the Fun Home - Christmas and New Year’s Eve Trends at Party Stores

With a pandemic-led societal shift toward home entertaining, customers are spending more on increasingly lavish and sophisticated parties, this article found. This piece by Contributor Hilary Larson features interviews with party store officials in Texas, Pennsylvania, South Dakota and Wisconsin.

Year-Round Christmas Stores

206 Where Santa Makes Sales Sense - Christmas and Holiday Merchandise at Christmas Stores

Store owners and staff are always in a holiday mood when welcoming shoppers at these Christmas stores in Delaware, Oregon, California and South Carolina contacted by Contributor Genie Davis for this article.

Commentary

Cultivating Customers

Practice and training will help your staff exhibit friendly helpfulness rather than intrusive overstepping when approaching customers. Help them flourish by instructing them in thoughtfulness delivered with smiles so shoppers know your store is, plainly and simply, a nice place to be.

Scott C. Borowsky

Quotable

Each issue of SGN delivers a look at all types of United States stores to give readers great ideas and insights into today’s retail world. The stores SGN reaches out to are smaller operations than the giant retailers, but the owners, managers and buyers are making their way in a challenging economy and offer many words of wisdom to learn from. In this end-of-summer edition our contributors interviewed retailers in over 30 states plus the territory Guam to get a feel for the current industry climate.

Great retail starts with the best merchandise, and in addition to the original stories, we also offer a look at a selection of quality vendors in our annual Buyer’s Guide. We hope you enjoy the guide, as it is a great way to find new companies.

Also in the magazine are special sections devoted to the Smoky Mountain Gift Show and the International Gift Exposition in the Smokies (IGES). These important November trade shows will be here before you know it, and the sections shine a spotlight on the events.

There is so much more to enjoy in this edition. For example, Contributor David E. Kriso offers an in-depth look at Colonial Williamsburg’s retail operation. And Contributor Hilary Larson discusses gifts, souvenirs and decorative signs at seaside locale stores.

The magazine also covers name-dropped souvenirs at zoos and aquariums in a story by Contributor Genie Davis, and country store home décor merchandise in a piece by Contributor Carime Lane. Additionally, Contributor Sara Kanish covers a look at the sale of personal care products at coastal boutiques and resort stores. And Contributor Karen Appold wrote about top selling apparel items at theme and waterparks.

Our contributors also offer coverage of a wide range of other topics including apparel at Black-owned apparel boutiques, plush and toys at public lands stores, apparel and sunglasses at resort gift stores, jewelry at jewelry and inspirational stores, jewelry displays and lighting at Hallmark and gift stores, and many other topics as well.

I hope you enjoy the issue. Please email the magazine at editorsgnmag@ kanec.com with your comments, questions and suggestions, and we will be sure to respond to your note.

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

“Make a customer, not a sale.”

- Founder Katherine Barchetti, K. Barchetti Shops

Makai Dennis, model and manager, right, with Blacqskirt The Design House Owner and Designer Sherri Hall. See the story on page 140 for an interview with Dennis regarding apparel trends at Black-owned apparel boutiques.

Toy Association’s Kimberly Carcone Promoted to Executive VP, Global Market Events

The Toy Association announced recently that Kimberly Carcone has been promoted to executive vice president of global market events, according to the association’s website.

Carcone is a seasoned professional with 30 years of experience in non-profit and corporate event management, marketing, and publishing in both New York City and Washington, D.C. She joined The Toy Association in 2007, serving most recently as senior vice president of global market events. As an integral member of The Toy Association’s senior management team, Carcone is responsible for the management of Toy Fair, in addition to leading the development of year-round events, private meetings, and opportunities that connect toy sellers and innovators with key retail buyers, licensors,

Gift for Life Celebrates 30 Years

Industry leaders raised a glass to Gift for Life’s 30th anniversary during a GHTA reception in July at Atlanta Market.  Since its founding in 1992, the all-volunteer organizations has motivated the gift and home industry to donate more than $6 million in connection with at-market events, cause marketing initiatives and direct donations.  Special recognition was given to GFL founder, Peter Schauben, for his passion and tenacity in bringing the industry together to fundraise initially for HIV/AIDS research, education, treatment and education, and currently for crisis-related hunger relief.  To donate in honor of the 30th anniversary, visit https://donate.wck.org/GFL30.

entertainment executives, and other decision makers in the toy, game and youth entertainment industry.

Over the past 15 years, Carcone received numerous accolades for her work at The Toy Association. Prior to joining the association, Carcone held various leadership positions at ALM Events, a division of American Lawyer Media; E.W. Williams Publications; Miller Freeman, Inc.; VNU Business Media; The American Society of Interior Designers; and the Council on the Arts for the City of Long Beach.

IMC Updates Resources and Offers Trendsetter Programming for Fall 2022 High Point Market

The Fall 2022 High Point Market will take place October 22-26, 2022 in 17 Downtown High Point Properties. International Market Centers (IMC) will present 1,000-plus permanent showrooms and temporary exhibits featuring fresh, new furniture, décor, lighting, rugs and more in its 17 Downtown properties – including the International Home Furnishings Center (IHFC) which marks its first phase of reorganization –plus engaging programming and can’t-miss industry events during the event.

“Innovation is the guiding light for High Point Market this Fall,” said Bob Maricich, IMC CEO. “The promise of new brands, new partnerships, new introductions and new ideas is compelling the retail and design communities to gather again this October. With IMC’s exhibitors comprising 70% of the product resources at High Point, we are ready to lead the industry’s discovery opportunities again.”

Uniting Our Industry for

Years

Gift for Life celebrates three decades uniting the gift and home industries for common good. Together, we have raised more than $6 million—first to fight HIV/AIDS and now to support crisis-related hunger relief via World Central Kitchen.

DONATE. PARTICIPATE. FEED THE HUNGRY. FEEL THE GOOD.

The National Retail Federation Joins Groups to Issue a Statement on the Implementation of the Uyghur Forced Labor Prevention Act

As the Uyghur Forced Labor Prevention Act entered into force recently, and key components required by the UFLPA were published, including the UFLPA enforcement strategy and the Entity List, the American Apparel & Footwear Association, National Retail Federation, Retail Industry Leaders Association and The United States Fashion Industry Association made the following statement:

“Our members have a zero tolerance for forced labor and will continue to make every effort to mitigate, root out, eliminate and prevent forced labor in their supply chains. The UFLPA is a key

component of a broad global strategy and our shared goal to end forced labor.

“We look forward to an increased partnership with U.S. Customs and Border Protection and the U.S. government’s Forced Labor Enforcement Task Force as industry works to amplify the U.S. government’s efforts to eliminate forced labor in the Xinjiang Uyghur Autonomous Region.

“This partnership is critical to make UFLPA enforcement as effective and targeted as possible.”

(From The National Retail Federation website.)

Emerald Holding, Inc., Announces the Acquisition of Bulletin, Inc.

Emeralds Holding, Inc., the owner and organizer of NY NOW®, the wholesale market for retail where brands, buyers, and designers gather to connect and discover, recently announced the acquisition of Bulletin Inc., a wholesale marketplace connecting over 3,000 independent brands with over 26,000plus retailers.

All Bulletin employees will join Emerald as part of the acquisition, including co-founders Alana Branston and Ali Kriegsman. The co-founders will remain committed to and lead the future growth and success of both Bulletin and NY

NOW, with Branston moving into an expanded role of Group Vice President, Gift & Home and Kriegsman moving into the role of Vice President, Strategy, Gift & Home.

The acquisition of Bulletin will elevate the experience for wholesale buyers to discover a broader array of innovative brands and makers via a fusion of in-person and e-commerce offerings, creating a 24/7 platform for brands and retailers to connect and transact with each other. Further, the merger will infuse the iconic NY NOW Gift and Home Show with Bulletin’s entrepreneurial spirit, industry expertise and extensive customer base of brands and retailers. The union of these two platforms will provide small businesses access to a solution that allows them to fuel innovation and design and provide buyers

with year-round inspiration and discovery.

“NY NOW is experiencing a period of transformation and revival,” said Karalynn Sprouse, EVP, Emerald. “The combination of Bulletin and NY NOW not only provides us with a dynamic platform that delivers year-round discovery and engagement, but Alana, Ali, and the Bulletin team’s thought leadership, forward-looking perspectives, and extensive network of makers, designers, influencers, and media will serve as new pathways of expression and creativity. In addition, this union reconfirms our unwavering commitment to NY NOW, especially as our 100th anniversary of being the preeminent resource for the Gift and Home industry grows near.”

“We see a massive opportunity

Trade Show News (From page 20)

to combine the efficiencies of our leading digital platform with the pure magic of an iconic in-person event,” said Alana Branston, Bulletin’s CEO and Co-founder. “During the pandemic, our industry lost a lot of its humanity despite the explosion of wholesale e-commerce and became very transaction-driven and impersonal. Because of this, it’s grown harder for brands and buyers to broker real, enduring relationships. So, we’re excited to rethink and revamp NY NOW’s format, programming, and positioning to guarantee an in-person show that puts those relationships frontand-center, underpinned by transactions and commerce at the event and year-round. It’s exactly what our customers have been asking for.”

Confidence, Commerce and Connections at Summer 2022 Atlanta Market

Confident retailers and designers anticipating a strong fourth quarter gathered at Summer Atlanta Market, July 12-18, 2022, to source trendsetting product, exchange ideas and connect with leading brands and company principals, according to a press release from International Market Centers (IMC).

“Business was definitely robust this week at Atlanta Market, as buyers and sellers reconnected –some for the first time since Winter 2020 – at the United States’ largest gift and home decor collection,”

noted IMC CEO Bob Maricich. “The nation’s buying power came to Atlanta to focus on sourcing musthave product in preparation for the fourth quarter.”

Buyers Get Back to In-Person Sourcing at Atlanta Market

For many, the need to nurture vendor relationships and the unmatched concentration of leading gift and home brands drove buyers to Atlanta Market.

“Atlanta Market has a big impact on our business -- it's the best market in the country,” said Retailer Howard Henschel, CEO and President of Norman’s Hallmark, who attended the market with a delega-

Continued on page 24

Tuesday, Oct. 11: 9:30 am - 5:00 pm

Wednesday, Oct. 12: 9:30 am - 5:00 pm

Thursday, Oct. 13: 9:30 am - 3:00 pm

Returning to the Boardwalk Beach Resort from October 11-13, 2022, the Panama City Beach Gift Show o ers a one-stop souvenir and resort gift product resource for retailers from the Florida Panhandle to the surrounding Gulf Coast. Here you’ll find best-selling lines together with new resources in a cost-e ective, convenient setting. Take the Boardwalk to the Best!

October 11-13, 2022

TUESDAY - THURSDAY

Trade Show News (From page 22)

tion of six buyers sourcing for 68 locations in four states. “We missed it during COVID and in January because of travel problems. We came this summer to see new trends, to

of their stores and back to Atlanta Market for networking, education and informed product discovery.

“It was so good to reconnect with vendors and fellow retailers after two-and-a-half years,” said Bob Kratchman, president of Kitchen Kapers with four locations in Pennsylvania. “Special thanks to Janis Johnson and IMC for creating the GCX event. It confirmed for me the necessity of meeting in person.”

three United States territories and 48 countries. Some 9% were new to Atlanta Market and 14% returned after a pandemic hiatus. The geographic breakdown of Atlanta Market buyers has returned to more a traditional pattern with international attendance rebounded to pre-pandemic levels and notable growth in attendees from the Midwest, Northeast and Southwest.

negotiate and to speak to the principals of our various vendors – all very important for our business.”

Programming including the new GCX: Expo & Education, a joint presentation from GC Buying Group and IMC, also brought buyers out

Buyers used social media to share experiences and encourage others to make the trip to Atlanta Market. Designer Rhonda E. Peterson of Atlanta posted, “If you’re a member of the trade and have not been to AmericasMart (lately), I think it’s time you did. They have made some wonderful changes and updates to make your market experience even more pleasurable and productive.”

In total, Atlanta Market attracted attendees from all 50 states,

Trade Show News Brief

Mutual Sales Offers a Virtual Alternative to In-Person Trade Shows

Shop from the comfort of your home or office. The holiday season can be a tough time for travel, so Mutual Sales has implemented a virtual alternative for those who do not want to attend in-person trade shows. Show specials, new product releases, custom towels and entire order savings can be found right on their website: www.mutualsales.com.

Shop the virtual show from November 7-21, 2022 for the best savings on the 2023 season. Product can be shipped any time through June 1, 2023. With the ongoing supply chain issues, act now to secure product for your best season yet.

(For more information, visit www.mutualsales.com or circle 55 on the reader service card.)

Connections Drive Commerce

Making connections with new buyers and reconnecting with existing customers was top of mind for brands and sales agencies at Atlanta Market.

“I certainly met a lot of new people at Atlanta Market that I didn’t have exposure to before and probably wouldn’t have found on the road,” said Daniel Ratchford, national sales representative for décor brand Chelsea House. “Business

Continued on page 28

An exterior view of AmericasMart in Atlanta, Ga.

Retailers can shop from the comfort of their home or office this November by visiting the Mutual Sales website.

Trade Show News (From page 24)

is strong. This was my best Atlanta Market ever and a nice ‘summer bump’ for Chelsea House.”

Jordan Godwin, director of marketing and graphic design for Chelsea House’s sister brand Wildwood, echoed that sentiment, noting that about half of the brand’s buyers were new accounts while the rest were existing buyers excited to be back at market. “After COVID, buyers are getting back into the swing of things. It felt like old times with people socializing, hanging out and talking. There has been an exciting buzz going on throughout the market.”

The Summer 2022 Market was also an opportunity for established brands to continue to leverage investments made over the past few years in AmericasMart Atlanta’s strategic campus updates. Gift and décor brand TAG experienced a continued benefit from a relocation made in Summer 2022.

“We have been averaging about 35% new accounts each market with buyers coming back to Atlanta Market and seeing our new location for the first time,” said Thom Petrouski, TAG senior vice president of sales, who also reported growth in average order size and interest in “at-once” orders for immediate goods. “IMC really hit it out of the park with the showroom restack. This is the most cohesive Atlanta Market has ever been. The depth .and breadth of product and grouping together of the lifestyle brands is what made the key accounts fly in and the independents come back to market.”

For new brands, Atlanta Market offered an unmatched opportunity to connect with buyers and share their stories.

Eva Lester who debuted her

Gleam eyewear brand as part of the RISE pavilion of women-owned brands produced by JuniperMarket by IMC, explained. “Atlanta Market was a such big opportunity for exposure. I don’t think I would have been able to meet this many buyers in one place without this chance.”

The Summer 2022 Atlanta Market presented 8,000-plus gift and home décor brands in 1,000-plus showrooms and 1,110-plus temporary exhibits including 250-plus new, expanded and relocated exhibitors. It launched two new categories - Boutique LUXE and Cash & Carry LUXE – and three new showcases: two Emerging Brands Showcases featuring up-and-coming gift and personal care brands and RISE by JuniperMarket by IMC.

Key Accounts, Buying Groups and Associations Amplify Atlanta Market

Expansion of travel opportunities encouraged Atlanta Market attendance from key accounts, buying groups and associations.

Top trade associations used the Atlanta Market temporary exhibits to showcase member brands in pavilions including The Greeting Card Association’s (GCA) *Noted @ Atlanta Market area, the Museum Store Association’s (MSA) The Gallery Collection and the Virginia’s Finest and Georgia Grown.

Atlanta Market hosted events for 13 associations and buying groups in Summer 2022. Of note was the new GCX: Expo & Education, a bustling one-day vendor display and a half day of programming open to GC Buying Group members. The Gift and Home Trade Association (GHTA) hosted a cocktail reception when Gift for Life honored founder Peter Schauben of Schauben & Co for his 30 years of

service at $6 million raised.

Market Events Encouraged Discovery and Networking

Some 20-plus events and gatherings enhanced buying energy throughout all three AmericasMart buildings. Building 3’s mainstage hosted top international tastemakers as well as a standing-room-only Market Kickoff Party. Building two featured engaging cooking demonstrations and a bustling Buyer’s Lounge. Building 1 presented tastemaker education and a toast to the new Designer Workspace. Buyers also enjoyed Instagrammable moments and product displays for Market Snapshot and new temporary exhibitors throughout the buildings.

The next Atlanta Market is Tuesday, January 10 – Monday, January 16, 2023.

Surf Expo Attracts More Than 600 Exhibiting Brands to Upcoming September Show

Surf Expo, the premier watersports and coastal lifestyle tradeshow, returns Sept. 8-10 to the Orange County Convention Center’s West Concourse in Orlando, Fla., with a wide range of brands and a diverse floor plan.

“We are thrilled to return to Orlando this summer with an extensive and impressive list of brands to help retailers fulfill all their buying needs,” said Roy Turner, Surf Expo senior vice president and show director. “Coastal and beach related categories have been in high demand the past two years, and with our increased list of exhibitors, we Continued on page 30

SHOW NEWS

Trade Show News (From page 28)

look forward to introducing buyers to new brands as well as offering them a productive environment to connect with their existing brand partners.”

Brands exhibiting in the Watersports sections of Surf Expo include 4ocean, AVID Sportswear, Billabong, BN3TH, Body Glove, Brixton, Cape Shore, Carve Designs, Carver Skateboards, Captain Fin, Dark Seas, Fair Harbor Clothing, Havaianas, HAYDENSHAPES

SURFBOARDS, Hurley, Impulse Souvenirs, IMSY, IPD International, Jetty, Katin,  …LOST, Lotus and Luna, Manhattan Beachwear, O’Neill, Otis Eyewear, Party Pants, POP Board Co., Psycho Tuna, Pura Vida Bracelets, Quiksilver, Rastaclat, Reef Apparel, Rhythm, Rip

Curl, Roark, ROXY, RSVLTS, Rusty, RVCA, Saint Maddox, Salty Crew, Sand Cloud, SEATEC OUTFITTERS, Simbi, Sisstrevolution, Sun Bum, Surfer Dudes, Tahe Outdoors, Teva, Thread, Vissla, Volcom and YETI.

In the Coastal Life categories, brands attending the show include Beach & Barn, Bogg Bag, Dippin Daisys, ELAN, EXIST, Hang Loose, HUK, Kanga Coolers, Lakeshirts/Blue84, LowTides Ocean Products, Old Guys Rule, Quintsoul Swimwear, Sperry, Steamboat Sticker, Sun ‘N’ Sand Accessories, Surface Sunscreen, The Life is Good Company, The Petting Zoo, Teva, Tommy Bahama, Tori Richard, Vionic, and Yesterdays Sportswear.

Surf Expo is also welcoming more than 150 new brands to the show including Bartolo Beachwear, Benson, Chasefire Outdoor,

Duck Camp, Guy Fox California, Imago Portugal,  iROCKER SUP, JBAY.ZONE, Johnny Fly, Lake Label, LaTAN Swim, Marine Layer, OneOne Swimwear, Phoozy, Puffin Coolers, Roostas, Seatec Outfitters, Sea & Grass, Stoners Life, Teema Towels & Blankets, The Wave Hut and Trippy Outdoor.

“We look forward to seeing the vibrant Surf Expo community come together to discover new products and make new connections as our industry continues its rapid growth thanks to more consumers embracing the active coastal lifestyle,” Turner said.

Registration is open for Surf Expo September. Head to Surfexpo. com for further show information, including the exhibitor list and floor plan. ❖

FALL MARKET

SEPT. 19–21, 2022

This September’s must-attend event gives you access to the leading trends and showrooms, including home and gift categories and everything in between. Plus, in-person educational seminars, networking opportunities and more to help you build your business.

AmericasMart.com/FallMarket

@AmericasMartATL | #AtlMkt

TO THE TRADE |

©2022 International Market Centers, LLC

PHOTOS: CARACOLE, CURREY & CO., SCHAUBEN & CO., TRAPP FRAGRANCES, SAGEBROOK HOME

Calendar TRADE SHOW

A Look at Upcoming Trade Shows

September

1-4 Gem and Lapidary Wholesalers

Tucson Gem Show

Tucson, Ariz.

8-10 Surf Expo

Orange County Convention Center

West Concourse

Orlando, Fla. (Circle 81 on card.)

19-21 AmericasMart Atlanta Fall Market

AmericasMart

Atlanta, Ga. (Circle 09 on card.)

20-23 Las Vegas Souvenir Show

Las Vegas Convention Center –South Hall

Las Vegas, Nev.

October

1-2 Gem and Lapidary Wholesalers

Minneapolis, Minn.

11-13 Panama City Beach Gift Show

Boardwalk Beach Resort

Panama City Beach, Fla. (Circle 60 on card.)

11-15 Atlanta Apparel

AmericasMart

Atlanta, Ga.

14-15 Gem and Lapidary Wholesalers

West Springfield, Mass.

21-23 Gem and Lapidary Wholesalers

Livonia, Mich.

22-26 High Point Market

International Market Centers

High Point, N.C.

28-30 Gem and Lapidary Wholesalers

Orlando, Fla.

30-Nov. 1 Ocean City Resort Gift Expo

Roland E. Powell Convention Center

Ocean City, Md. (Circle 58 on card.)

November

1-2 Gem and Lapidary Wholesalers

Asheville, N.C.

8-10 IGES

Sevierville Convention Center

Sevierville, Tenn. (Circle 37 on card.)

9-12 IGES

Le Conte Convention Center Pigeon Forge, Tenn. (Circle 37 on card.)

18-20

Corpus Christi Souvenir and Resort Show

Corpus Christi American Bank Center

Exhibit Hall B

Corpus Christi, Texas (Circle 19 on card.)

9-12

Smoky Mountain Gift Show

Gatlinburg Convention Center

Gatlinburg, Tenn.

December

5-8 Grand Strand Gift & Resort Merchandise Show

Myrtle Beach Convention Center

Myrtle Beach, S.C. (Circle 34 on card.)

Continued on page 34

January 2023

4-6 Surf Expo Orange County Convention Center West Concourse Orlando, Fla. (Circle 81 on card.)

10-12 Halloween & Party Expo The Mirage Las Vegas, Nev.

10-17 Atlanta Market AmericasMart Atlanta, Ga. (Circle 09 on card.)

25-27 Oasis Gift Show

Phoenix Convention Center Phoenix, Ariz.

29-Feb. 2 Las Vegas Market World Market Center

Las Vegas, Nev. (Circle 47 on card.)

February

5-7 Philadelphia Gift Show

Greater Philadelphia Expo Center Oaks, Pa.,

5-8 New York Now Winter Market Javits Center New York City (Circle 57 on card.)

Business-to-business is still person-to-person, and Las Vegas Market is where partnerships between buyers and sellers are formed and nurtured, all against the backdrop of a world-class West Coast destination.

Join us and see why thousands of furniture, gift, and home décor products are only part of the story at Las Vegas Market!

I LOVE LAS VEGAS MARKET

“Market

— Rhonda Peterson, Designer, Atlanta, GA, Furniture, Décor, Gift, Housewares, and Rugs Buyer

Colonial Williamsburg: Taking Home a Piece of History

By David E. Kriso

The quaint city of Williamsburg, Va., has forever been entrenched in our country’s history. From its first days of being settled to times of revolutionary conflict, it has served as an iconic living time capsule. Each and every year, guests are enthralled with the new and amazing items that Colonial Williamsburg’s gift shops have to offer. From reminders of the village’s past, to mementos of their visit, to celebrating the village’s place in American history, Colonial Williamsburg offers an array of souvenirs highlighting the importance of appreciating history. More importantly, such souvenirs and novelties are essential to preserving memories for generations to follow.

Heather Hufton , Colonial Williamsburg’s e-commerce manager, took the time to share important details on a handful of popular gift shop products purchased by guests on a repeat basis. Initially, Hufton was asked to share her vision of the experience she wants guests to have in Colonial Williamsburg’s gift shops.

“After discovering arts and crafts from centuries past in The Art Museums of Colonial Williamsburg, guests can stop by the museum store to pick up treasures of their very own inspired by objects they see in our exhibits. The museum store offers jewelry, books, historic reproductions, and Americanmade crafts. One-of-a-kind handmade pottery, glassware, and framed prints inspired by the museum’s folk art collection are special finds,” she said, adding “The museum store space features vaulted ceilings, floating shelves full of colorful art glass highlighted by natural light pouring through the floor-to-ceiling windows, and exposed brick all working together to create a calming and peaceful environment conducive to exploring and discovering. Merchandise is approachable, inviting shoppers in to learn more about the story each item tells.”

To touch base on the specifics of the museum store, she said, “Each piece in our store is carefully curated to reflect our collections. Unlike the objects behind glass in the rest of the museum, the art available in the museum store can go home with our guests. It’s a very meaningful purchase for most of our customers.”

All gift shops at popular attractions have their best-sellers. They all tell a simple story of a guest’s visit. At Colonial Williamsburg, the gift shops feature products that celebrate the village’s living history. Hufton energetically shared some of the merchandise best-sellers at Colonial Wil-

Continued on page 38

Colonial Williamsburg is always introducing new gift shop items to keep its mission alive. Shown here is a display of housewares.

liamsburg’s gift shops. “The museum store’s best-sellers include American-made folk art from dozens of artists, sewing and craft kits, and books. The success of these items is directly related to what museum visitors are experiencing at Colonial Williamsburg. Merchandise that connects the story of the place to the product and who made it is the most successful,” she said. She pointed out a popular item purchased by adults, “Early Seating Upholstery” by Leroy Graves. “It’s directly related to the exhibit Upholstery CSI in the museum, highlighting Mr. Graves’ groundbreaking restoration process for upholstered furniture that has become a standard in museum conservation today,” she added. Hufton then turned to a popular item for children, “Down on the Farm.” It features characters based on the objects in the collection such as children’s toys. She said, “It’s a wonderful for children to remember their visit to Colonial Williamsburg and the museum.”

Every museum’s gift shop has unique approach to upselling new and interesting items. At, Colonial Williamsburg, there is no shortage of that proficiency. Hufton described the merchandising department’s methods; “Our team focuses on connecting the products with the guests’ experience of Colonial Williamsburg. Our collections, the historic area, programs, and interpreters are all sources of inspiration for the merchandise in our shops.” When asked to further elaborate on this, she said, “When introducing a new item, we ground ourselves in the story behind the object and maker of the piece. At the museum gift shop, guests are already coming into the store inspired by what they have seen on exhibit, and we delight in being able to make the connection between art they can purchase today with something they just saw dating back hundreds of years. It’s a meaningful connection that we never get tired of making with our customers.”

To keep the visitors’ interest and to maintain its educational nature, Colonial Williamsburg is always introducing new merchandise to keep its mission alive.

Further, such new merchandise has a unique purpose. When asked to point out the new products that are available in the museum’s gift shops, she replied, “One of our featured artists at the Museum store is Susan Daul and we are very excited to add more of her pieces to our inventory. Susan Daul makes reproductions of Fraktur art, a style of folk art made in early America by German immigrants that settled in eastern Pennsylvania. Common forms of Fraktur include marriage certificates, baptismal records, and other life events. The pieces are hand-printed, drawn, and colored and no two are exactly alike.” When asked why these new products were chosen, she said, “Because of the unique nature of the arts and crafts items we sell at the museum gift shop, we are constantly adding new pieces and artists to our offering. That’s one of the most fun things about the store – it looks a little different every time you visit, so customers can re-discover new art to add to their collection every visit.

Gift shop products do more than bring in revenue. They are reminders of guests’ experience. They serve as mementos of exhibits featured at an attraction. Colonial Williamsburg’s gift shops exemplify both of those attributes. Whether drawing the interests of adults, teens, and children, Colonial Williamsburg’s gift shop products enable all three age groups to be entertained, informed, and inspired. From folk art, to exploring immigrants’ history, to children’s books depicting colonial life, visitors are undoubtedly amazed at what they find. In fact, Colonial Williamsburg doesn’t just carry inviting and enthralling souvenirs. Smart merchandising is what makes Colonial Williamsburg a place to visit time and again. It takes fine professionals with enduring visions, a loving passion for history, keeping the past and present alive, and inviting visitors back to be a part of history on a repeat basis. It’s not just the exhibits that make Colonial Williamsburg an enthralling attraction. The gift shop merchandise also tells the story, teaching the lessons of, and keeping the emphasis on, the past. ❖

The cover of a sticker book available at Colonial Williamsburg in Williamsburg, Va. Gifts are inspired by the objects at this historical attraction.

Colonial Williamsburg (From page 36)

Show Preview

The Smoky Mountain Gift Show is bear-y excited to return to the Gatlinburg Convention Center located in Gatlinburg, Tennessee on November 9-12, 2022! The Smoky Mountain Gift Show has brought top-name souvenirs, resort gift lines, and innovative tourism products together under one roof for optimum buying convenience for 57 years. Only at #SmokyMtnGift will you have an opportunity to shop an unrivaled selection of top name lines and new products from hundreds of leading manufacturers and innovative newcomers in the souvenir, resort and gift industry.

are calling the

See the newest introductions and best-selling favorites, including:

• Made In the USA Products

• Sustainable Products

• Apparel & Clothing

• Lake, Mountain & Lodge Décor

• Nature & Wildlife Products

• Home Accessories

• Lifestyle Products

• Gourmet Foods

• Souvenir, Novelty & Trend Items

• Games, Puzzles & Toys

• Holiday & Seasonal Items

• Jewelry

• Licensed Products

• Custom Logo Products & Promotional Items

• Women Owned Products

• Minority Owned Products

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

- Tommy Brown, Saint Louis Zoo

Show Preview

MATCH! in the Mountains

The MATCH! program is a highly interactive, unique meeting format that brings together qualified, top decision-makers with suppliers who meet their sourcing needs. This VIP experience creates a productive and collaborative networking experience during the show.

MATCH! buyers can expect a concierge experience, facilitated by our MATCH! program manager, to help with registration, appointment setting and more. Meetings are prescheduled and take place right in exhibitors’ booths, allowing buyers to see and touch products up close.

As a MATCH! exhibitor, the program guarantees productive meetings with buyers looking to write orders. MATCH! exhibitors will know the meeting times and further information about their upcoming meetings at the show, in order to cater to buyer needs.

Interested in learning more and participating in MATCH!? BUYER CONTACT

Amy Bloom

amy.bloom@clarionevents.com

203.246.2793

EXHIBITOR CONTACT

Christina Bell

christina.bell@clarionevents.com

678.370.0335

Florida State Distributors, Inc.

Show Preview

Booth: 3007

Personalized square design, featuring aquarium elements. The animals chosen by the client are predominately featured on the piece and emphasized by sitting on top of the base design, creating the eye-catching 2D effect.

Phone: 407-841-8344

Web: www.flstatedist.com

Capsmith Inc

Booth: 402

Customize your own Poly Pattern Tribal bear cap with your chosen icon and name-drop. Vintage style sublimation print on polyester knit crown combined with black mesh makes this the perfect combination between vintage and new. Custom deep fit crown & slightly curved bill provides the most comfortable and stylish fit available.

Phone: 407-328-7660

Web: www.capsmith.com

VisComm Publishing Booth: 4307

Our large 2.5”x3.5” and panoramic 1.5”x4.5” photo magnets are colorful and sturdy, making them an ideal souvenir. You can choose from our generic designs as shown, or, for no extra charge, you can do a custom name-drop for your location. These magnets are made in the USA and are constructed with the highest quality materials.

Phone: 888-511-0900

Web: www.viscommpublishing.com

Charles Products Booth: 914

This year we are showcasing a new apparel line that offers high quality shirts and designs to meet your merchandising needs. With 70 years of experience, we have the largest selection of custom designed, high-quality gifts, and souvenirs in the industry. Our goal is to be your creative retail partner that helps make memories last a lifetime.

Phone: 301-881-1966 x123

Web: www.charlesproducts.com

Rustic Ironwerks

Show Preview

Booth: 4204

These amazing Circle Night Lights, Cell Phone Holder (with choice of images) and the NEW Poster Welcome Sign are just a small part of this exceptional line! Customization available with minimum order. 100% Made in America.

Phone: 928-636-9120

Web: www.rusticironwerks.com

Barry-Owen Co., Inc.

Booth: 1626

Butterfly Dreamcatcher wall decoration, 14” wide x 30” tall, made of bamboo, wood, cotton string/rope, and feathers, item #BV1297

Phone: 323-724-4800

Web: www.barryowen.com

Stuffed Animal House Ltd. Booth: 817

Made with the best quality materials and cutting edge designs. We specialize in North American wildlife plush from black bears to bigfoot. Many of these cuddly critters  are dressable and there are many clothing options. In house embroidery and design allows you to customize your plush to meet your needs.

Phone: 800-387-5874

Web: www.stuffedanimalhouse.com

The Little Birdie Booth: 4300

An American Made product, Little Birdie pillows are washable, customizable, and personalized for your area. We are made in Mississippi and shipped from our family owned business of seven years. We have pillows, burp cloths, tea towels, and bags. Phone: 662-628-4172

Web: www.littlebirdiehome.com

Show Preview

Eagle Emblems Booth: 1017

We stock 1,000’s of top-quality products for immediate delivery. Our product lines include: caps & hats, bumper & window stickers, belt buckles, challenge coins, cups & mugs, flags & banners, gift sets, key rings, magnets, pins & emblems, embroidered patches, license plates & frames, metal signs, tee shirts, closeouts & much more!

Phone: 831-724-5470

Web: www.eagleemblemsinc.com

Art For The Young At Heart Booth: 4413

Choose from a large selection of painted designs and madein-the-USA products. Add an optional name-drop or have Kathryn create your very own custom product with or without your logo. Plenty of gift and souvenir options including classic glass ornaments, unique 3D wood ornaments and magnets, suncatchers, coasters, stickers, and more.

Phone: 303-995-9291

Web: www.artfortheyoungatheart.com

Print On Foods

DBA Independent Ink Inc. Booth: 231

Print on Foods personalizes candy using 4-Color ink printing that are edible and kosher certified. We print any logo, picture or memory onto candies and chocolates. They are beautifully displayed in a clear acrylic gift box perfect for gifting and big events. We also print on various range of food products, so any idea is possible. These custom treats are perfect for souvenirs and retail stores as they leave a lasting impression on consumers. Print on Foods is also Proudly Manufactured in America.

Phone: 310-922-0388

Web: www.printonfoods.com

Cullowheegee Farms Booth: 4301

Sustainability has been our number one goal from the very beginning. We are committed to produce handmade products that are plastic free, biodegradable, compostable, natural, and plant based. All of our soaps are colored naturally, use essential oils for fragrance, and are made with nourishing plant oils. Besides body soaps we have shampoo bars, face soaps, solid dish soap, lip balm, bug repellent lotion bars, dog shampoo, beard oil and more!

Phone: 616-217-6744

Web: www.cullowheegeefarms.com

Show Preview

Prairie Mountain Booth: 613

Prairie Mountain always has something new to see - caps, sweats, outdoor apparel and much more. Check out the website www.prairiemountain.net or come to the booth!

Phone: 417-232-4941

Web: www.prairiemountain.net

Fahlo / Wildlife Collections Booth: 3422

Track a real animal! By combining a tangible bracelet and interactive tracking experience, our goal is to educate customers about wildlife and excite them about conservation. 10% of our net profits are donated to our partners, which include the Sea Turtle Conservancy, Save the Elephants, Polar Bear International, Saving the Blue, and Global Penguin Society.

Phone: 304-887-2648

Web: www.myfahlo.com

Grasshopper’s Mermaid Booth: 4407

Grasshopper’s Mermaid stickers are 100% USA made, name-dropped stickers for your resort town, zoo, museum or aquarium -- AND YES -- we can do customs for your location! Each indoor/outdoor sticker is printed with waterbased inks and is UV coated with an outdoor lifespan of 5 years. They are also dishwasher safe! Grasshopper’s Mermaid always donates 10% back to conservation efforts on each purchase! Our show special includes a free display (up to a $500 value).

Phone: 920-840-7337

Web: www.grasshoppersmermaid.com

Purr-Fection By MJC Booth: 3105

Check out our patented Gift Card Animals! Pictured here is our 6” sitting black bear, equipped with gift card holder moldings in each paw. This unique design allows for a secure hold on any card thickness. Our number one goal has always been customer satisfaction, which is one of the main reasons for this design. Our customers now have the ability to deliver a plush animal and a favorite gift card all in one. All Gift Card Animals are hand-made, using only the highest quality materials available. Be sure to check out our other GC Animals, in addition to the black bear! Phone: 503-691-0173

Web: www.purr-fection.com

AMETHYST GEODES

TUMBLED STONE ORE CAR ATTRACTION

SOAPSTONE ANIMALS

MAGNET & KEYCHAIN DISPLAY PROGRAM

RexTooth Studios

Show Preview

Booth:

Mammoth is Mopey is a hardcover 7”x7” beautifully illustrated alphabet book of known and obscure prehistoric creatures that called our planet home! A must have for the youngsters and adults that want to learn about the past.

Phone: 406-599-1747

Web: www.rextooth.com

1742

All Star Dogs

Booth: 4409

All Star Dogs is the industry leader in officially licensed and custom branded pet products, proudly Made in the USA. Our collection of pet apparel and accessories includes licensed team wear, armed forces brands, and custom cut and sew items for name-drop opportunities. Low minimums from 24 units!

Phone: 800-391-3520

Web: www.allstardogs.com

Art Studio Company

Booth:

1202

New state flower mason jar shopper designs available now! Each shopper is hand drawn by a regional artist, and customized for your location.

Phone: 855-225-8090

Web: www.artstudiocompany.com

My Word Signs Booth: 918

Extremely popular, Porch Boards™ can be used outdoors or in. They look great on the porch, in an entryway, hanging outside or in the mud room. Deeply embossed wood grain gives a rich detail to the specially developed composite wood board that will stand up to year-round full exposure to the elements! They are even mildew and insect resistant! A rope hanger on the back makes Porch Boards™ easy to hang. Dimensions: 46.5” x 8” Approximately .4” thick

Phone: 978-682-3910

Web: www.mywordsigns.com

Dona Bela Shreds

Show Preview

Booth: 3514

ReRope upcycles new, unused textile remnants and creates eco-friendly, sustainable pet products. Hundreds of color options. Customized Game Day colors available. All toys are made with durable and colorful jersey knit textile remnant material.

Phone: 877-361-0884

Web: www.donabelashreds.com

Mason Jar Label

Booth: 4111

This super soft T-shirt is the perfect way to express your love of the mountains and outdoors. Whenever the opportunity arises, you can answer the call in ring-spun cotton and poly comfort with a resounding “Yes Please!”

Phone: 817-725-7234

Web: www.masonjarlabel.com

Walking in Memphis, LLC

Booth: 3311

Full line of artisan merchandise including apparel, stickers, drink/barware, magnets, coasters & coaster sets, stationery, ornaments, key rings, mints, playing cards, puzzles, canvas prints, and more - new products added regularly - come see us!

Phone: 901-482-2612

Web: www.spiritofmemphisgifts.com

Squishable

Comfort Food is Squishable’s hottest current line, now representing over half our bestsellers. Giant, huggable plush food – tacos, hamburgers, cinnamon buns, and even avocados – speaks to both kids and kids-at-heart alike. Phone: 800-490-9784

Web: www.squishable.com

Booth: 425

Show Preview

Eagle Crest Inc. Booth: 3421

Our slim-line 72 Cap display takes-up very little space and comes pre-loaded with an assortment of patriotic and military/veteran-related Eagle Crest caps. Each Cap is manufactured to exacting standards and is covered by a lifetime warranty. At the time of order, we will work with the customer to ensure the assortment of caps is tailored to the unique needs of the markets in which the retailers operate.

Phone: 904-786-8013

Web: www.eaglecrest.com

Morris Magnets Booth: 101

At Dust City/Morris Magnets Gifts, we offer a large variety of products and designs. Choose from magnets, key tags, ornaments, coasters or our legendary Wood Stickers. We have over 3,000 designs to choose from, all of which can be name-dropped at no cost!

Phone: 360-863-8141

Web: www.morrismagnets.com

Pumpernickel Press Booth: 3524

Awe-inspiring gifts and souvenirs for travel and vintage art lovers. Tourist Courts by Pumpernickel Press feature awardwinning vintage poster art by Anderson Design Group. Our products exceed expectations with high-quality, vibrant designs that capture the unique essence of America’s top destinations and all 63 US National Parks. touristcourts.com

Phone: 540-955-5770

Web: www.pumpernickelpress.com

Outlaw Soaps Booth: 3324

This bottle of badassery brings the scent of a Western movie ridin’ shotgun on your every day: leather, gunpowder, sandalwood, and sagebrush. It smells like you just walked off the set of A Fistful of Dollars or like Ennio Morricone wrote the soundtrack of your life. It’s a thick and creamy, not-at-all-oily-or-greasy, fast-absorbing, natural ingredient-havin’, silky way to smooth your tumbleweed hands (and rest of you, but we’re not gettin’ in your business).

Phone: 925-784-5581

Web: www.liveoutlaw.com

Show Preview

Lipco

Group Booth: 511

Lipco offers a huge variety of souvenirs, gifts, drinkware, toys, tees and home décor, including many wildlife and wilderness themed items. Browse our extensive library of stock designs or provide your own custom design to print on our customizable items!

Phone: 800-634-7547

Web: www.lipco.biz

Girlie Girl Originals Booth: 3303

This bag is the perfect blend of luxury, style, and functionality for everyday use or travel. This may be the best tote you will ever own! No sacrificing style for versatility here. Take it to the water park, lake, and beach! It’s easy to wipe clean and waterproof. This tote features side snaps that can streamline your bag. Need more room? No problem! Release the snaps and watch the top width of your bag expand!

Phone: 662-720-1155

Web: www.girliegirlorigionals.com

Tri-State

Souvenir & Novelty Booth: 233

Tri-State Souvenir has been distributing souvenirs and novelty items for over 40 years. We offer fantastic artwork on high quality items with incredible pricing.

Phone: 812-437-4052

Web: www.tri-statesouvenir.com

The Long Sales Group Booth: 3208

We bring nature to you through our artist-run brand focused on the outdoor experience. AtomicChild apparel is great for hiking, camping, or just a lazy sunday. This shirt features our popular Circle of Peace design.

Phone: 303-294-0191

Web: www.facebook.com/longsalesgroup

Show Preview

Xplorer Maps Booth: 4410

Xplorer Maps is more than just maps! Check out our top five best-sellers from 2021 [Blankets-Puzzles-Mugs-Shots and Totes] of our Great Smoky Mountain Collection! We are working diligently to identify the very best retail fits for the XM brand in communities throughout North Carolina and Tennessee. Please consider joining our team and becoming part of a fast-growing and unique line of hand-made artistic map products.

Phone: 406-493-0166

Web: www.xplorermaps.com

Smith-Southwestern Booth: 220

New arrival just in! Stop by Booth #220 to check out the new Fun Icons line, Mug and Shotglass! Line available for 14 different states!

Phone: 480-854-9545

Web: www.smith-southwestern.com

HeadPeace Booth: 3120

The necessary accessory that absorbs sweat during a yoga session, hides messy hair when you’re running late, keeps those flyaways out of your face, and keeps your ears warm on a chilly day!

Phone: 719-352-1485

Web: www.headpeaceheadbands.com

Rocky Mountain Leaf Company Booth: 3503

This year, Rocky Mountain Leaf Company has expanded its popular line of rose gold products to include birch leaves, oak leaves, and cones. This pendant features real birch leaves that have been dried, sandblasted, and electroplated in bright copper, then given an outer plating of rose gold or fine silver. Each pendant comes with an 18-inch curb chain. Each leaf is carefully hand-picked in nature for its shape, size, and quality, and all items are made in the USA.

Phone: 877-888-2151

Web: www.rockymountainleaf.com

Show Preview

Center Court Booth: 706

Davinci Stack Rings are Center Court’s fastest growing product line! Customers love to stack and layer them to create endless possibilities. Retailers love the margins and lifetime warranty. Free display with purchase of starter package.

Phone: 574-807-0282

Web: www.centercourtdirect.com

Wild West Shirt Company Booth: 3203

Wild West Shirt Company is one of the premier decorated apparel companies in the nation. We specialize in unique and high color artwork created for screen print, digital print, and embroidery. Our customers are resort, souvenir and gift shops, outdoor outfitters etc.

Phone: 855-601-2500 x201

Web: www.wildwestshirts.com

Wildthings Snap-Ons Booth: 3215

We offer our Jr Ranger Vest in Green and Pink CAMO in sizes small through x-large. They come with or without toys (compass clip and frog/butterfly). There are NO Minimums and you receive a FREE Name Drop.

Phone: 415-457-0112

Web: www.wildthingstshirts.com

Dowdle Folk Art Booth: 317

Fun, high quality, best selling, made in America puzzles that feature the artwork of well known folk artist Eric Dowdle. We also offer custom image puzzles in low minimum quantities.

Phone: 801-785-1123

Web: www.dowdlefolkart.com

Show Preview

Parris Manufacturing Booth: 213

Be a Galactic Ranger and traverse the galaxy with your trusty blaster! Manual foam dart blaster with 20 light safe soft darts. Rifle style and size toy. Can load up to 6 darts in cylinder for fast fire fun! Great for ages 8 and up.

Phone: 800-530-7308

Web: www.parrismfgco.com

Vintage Goods

Apparel LLC

Booth: 1008

Men’s quality T-Shirts, Hats and Accessories. Stop by to see our new Fall 2022 product. Phone: 760-214-9174

Web: www.oldguysrule.com

Kurt S. Adler

Booth: 3523

Full line Christmas source, ornaments, table top, Lights and Greenery. Items to fit your store! Create the mood and increase sales with Kurt Adler! See us in booth 3523, Mills Ballroom.

Phone: 212-924-0900

Web: www.kurtadler.com

Mill Wood Art Booth: 3125

Come see our variety of products including wall decor, drink coasters, stickers, and games. Over the past 10 years, we have created thousands of customizable designs highlighting subjects such as Lakes, Mountains, Beaches, Maps, Animals, Farmhouse, and much more! We pride ourselves on quality and great customer service. Come see what Mill Wood Art can create for you!

Phone: 919-828-7376

Web: www.millwoodart.com

Mountain Graphics

Show Preview

Booth: 3202

Eye catching, outdoor weather resistant stickers and magnets. Many stock designs to choose from. Name Drops are Free. Made in the USA. For more information call 1-888-764-6450 or visit www. mtgraphics.com.

Phone: 1-888-764-6450

Web: www.mtgraphics.com

Muggiez Booth: 1006

MUGGIEZ is a 100% American made drink handle that universally fits all types/sizes/brands of stainless steel & double-wall insulated cups; aluminum cans & bottles, pint & pilsner glasses, plastic bottles, sippy cups & baby bottles, thermoses, wine bottles, hydro-flasks & swell bottles.

Phone: 469-474-8257

Web: www.mymuggiez.com

Wildlife Artists, Inc. Booth: 2108

We foster engagement and advocate for wildlife and our public lands and are committed to sustainability, leading the industry in conservation efforts and in reducing plastic in our lands and waters. From the first realistic wildlife plush in the 1980s, to the first plush hanging monkey in 1994, to the first plush snake and the first soft mermaid doll, Wildlife Artists leads in innovation, adorably realistic wildlife plush and continue to set the standard and raise the bar in eco efforts, both in product and practice, authentically so.

Phone: 203-778-6800

Web: www.wildlifeartistsinc.com

Tortuga Rum Cake Company Booth: 3200

Indulge in Tortuga’s new selection of spirit cakes inspired by America’s oldest and traditional delectable recipes, and experience unique flavors characterized by bold notes and magnificent richness.

Phone: 786-817-6873

Web: www.tortugarumcakes.com

Show Preview

KT College Picks, Inc.

Booth:

3035

KT College Picks, Inc. is a women owned, small business that represents over 20 lines. We will be offering Columbia, Nordic Company drink ware, Jardine gifts & accessories, and Uscape apparel.

Phone: 919-439-2663

Web: www.ktcollegepicks.com

PinSource

PinSource is the worldwide leader in lapel pins. Since 1986, we’ve designed and produced souvenir, collectible, and recognition items for companies large and small. Our expertise is in creative design, fast turnaround and high quality.

Phone: 800-743-2491

Web: www.pinsource.com

Booth: 103

Earthganics

Booth: 4305

Offer your customers a clean and healthy option when enjoying the outdoors! A family friendly insect repellent spray or lotion bar that smells wonderful and works great! Heal any insect bites, stings, or burns with our array of healing ointment options.

Phone: 513-430-0503

Web: www.earthganics.com

Dodoland

EUGY is a global award-winning 3D paper puzzle from New Zealand designed to connect animal lovers and future generations with nature in a sustainable way.

Phone: +64 21 949 690

Web: www.dodoland.co.nz

Booth:

312

Show Preview

Rock Canyon Clothing Co. Booth: 1822

Leading by design, we started Rock Canyon Clothing. To this day, encapsulating incredible places and experiences is our top design priority.  We like to use high quality Richardson Hats, of which we stock several different styles and colors. Come check out our booth, we have all new designs in silkscreen & patches.

Phone: 801-747-2323

Web: ic-promos.com

Pikes Peak Rock Shop Booth: Elkmont Room

Fossils, Geodes, Tumbled Stones, Crystals, Amethyst, Agate, Polished Minerals, Pebbles, Soothing Stones, Worry Stones, Pyrite, Candle Holders, Jewelry, Puffed Hearts, Spirit Stones, and more!

Phone: 719-687-5423

Web: www.pikespeakrock.com

Arrow Emblems LLC / Impulse Souvenirs Booth: 210

Create stunning collections of your design across a wide selection of quality products. Impulse Souvenirs directly manufactures these items including stickers, magnets, pins, patches, keychains, ornaments, luggage tags, caps, T-shirts, beanies, cinch bags and more.

Phone: 253-428-0096

Web: www.impulsesouvenirs.com

Recherche Furnishings Inc. Booth: 3511

Wipe Yer Paws rustic metal sign. Naturally rusted, can come as a stand alone sign or mounted to reclaimed wooden frame. Made in the USA. Custom designs are always welcome with no design or setup fees.

Phone: 469-337-3680

Web: www.recherchefurnishings.com

Ukidz LLC

Show Preview

Booth: 3410

Durable, beautifully crafted, and even compatible with most of the other major interlocking block brands (so you don’t have to start your whole collection all over again), the EcoBricks™ 145-Piece set is a brilliant alternative to plastic block construction.

Phone: 847-224-9776

Web: www.ukidz.com

Safari Ltd.

Booth: 3219

Turn any sandbox or sensory bin into a mini worksite with this set of 6 bright and colorful miniature construction vehicles! Kids can learn all about these heavy duty machines without ever having to put on a hard hat.

Phone: 305-621-1000

Web: www.safariltd.com

Kool Africa

Booth: 1016

Africa’s fastest selling animal T-shirt range now in The USA. Come see why 10 countries in Africa recommend this range. Finally have a consistant supplier of African animal apparel.  Phone: 27 83 577481

Web: www.koolafrica.co.za

Ocean

World Imports Booth: 1720

Mermaid on a Turtle Figurine

Phone: 407-271-8774

Web: www.oceanworldimports.com

Show Preview

Maple Landmark

Woodcraft Booth: 1709

Our NameTrains Airport Set is ready for take-off! This 16-piece set includes two intersecting runways and all the ground facilities for a bustling hub. Phone: 802-388-0627

Web: www.maplelandmark.com

Kalan L.P.

Booth: 3515

Our domed ornaments measure 2.5” in diameter and are decorated in the USA. Featuring full-color graphics with a beautiful dome glaze. The ornament shell is made of iron with a black nickel plating and comes on an 8” red ribbon.

Phone: 800-345-8138 x313

Web: www.kalanlp.com

The Candleberry Co Booth: 3300

For over 20 years, we’ve been committed to warming hearts and making “homes sweeter” all over the nation with our unique, authentic, Remarkably Reminiscent fragrances. We describe Hot Maple Toddy® as the Bourbon-infused maplehoney concoction Grandma used to make. Warm, rich maple meets the syrupy sweetness of honey with a slight, spicy nip of rum. Experience the true Hot Maple Toddy® for yourself! Phone: 502-223-2799

Web: www.candleberry.com

World End Imports Booth: 1020

Visit

Web: www.worldendimports.com

Show Preview

Blair Cedar & Novelty Works, Inc. Booth: 1302

Piggy banks and jars are a thing of the past. Instead, store coins in a hand-crafted, cedar log cabin bank proudly made in America in the heart of the midwest! This product can be made custom with your image and graphics or we can design it for you.

Phone: 573-346-2236

Web: www.amiablaircedar.com

Boulder Canyon Apparel Booth: 716

Your go to supplier for all of your Comfort Colors needs. Phone: 623-572-9933

Web: www.bcaresortwear.com

Silver Streak Booth: 1601

More than 30 New Styles have been added to our Crystal Jewelry Necklace Assortment this year. All pendants are already chained on 24” gold or silver plated chains. This top selling line is so profitable you will think Money DOES Grow on Trees! See our full collection of Crystal Jewelry and our Award Winning Themed Displays online and at Booth #1601. Phone: 480-894-9528

Web: www.silverstreaks.com

Jaco of America, Inc. Booth: 1307

A valued supplier in the industry for over 25 years, Jaco of America, Inc. is a woman-owned gift and souvenir company that specializes in creating product groupings from themed categories including sealife and coastal, wildlife, nature, and designs specific to your own attraction. Come and explore our fabulous fused glasswares including multifunctional glass bowls, wind chimes, nightlights, and miniature glass figurines, or consider adding a namedrop or custom design to one of our magnificent, printed in the USA souvenir items like a magnet, mug, shot glass, keychain, ornament, decal, or window cling.

Phone: 407-265-9928

Web: www.jacousa.com

Show Preview

Pavilion Gift Co. Booth: 1511

We all have men in our lives who enjoy being outside. Whether it’s fishing or camping, there is something inspiring and captivating about the great outdoors. Man Out by Pavilion provides gifts that offer a sense of adventure and display the love of being in nature.

Phone: 888-762-4457 x181

Web: www.paviliongift.com

Steamboat Sticker Booth: 3226

Steamboat Sticker has earned a well-deserved reputation over the last decade as the go-to supplier of the highest quality, best designed, and most durable stickers in the resort marketplace. From a niche boutique at the water’s edge to the most magnificent western parks, we have an unparalleled range of art and displays that maximize your return with a modest footprint.  Reach out to our customer service team to experience what many quality retailers already know.

Steamboat Sticker leads, and imitators follow. Phone: 970-879-0833

Web: www.steamboatsticker.com

Artistic Impressions Booth: 3414

We provide unique kiln fired and laser engraved personalized items using a vast variety of materials including porcelain, glass, metal, leather, wood and acrylic. Our hand painted, kiln fired pieces will not scratch or fade and will last a lifetime because the mineral paints are actually fired into the porcelain itself to make it one piece. We are proud to offer taffy totes and our kiln fired chokers as 100% U.S.A. made items. Phone: 406-961-3353

Web: www.maiwholesale.com

Camp David Booth: 4205

A fresh and colorful twist on a classic crew -- our Rainbow Crew does not disappoint! This is a proven silhouette that your customers will know and love, and is offered in athletic heather or chalk. They will not want to take this off!

Phone: 913-647-4136

Web: www.campdavid.com

KC Gifts/ Kootenay Collections, Ltd.

Courage Seal Necklace

Phone: 250-489-4884

Web: www.kcgifts.ca

Show Preview

Booth: 820

CTM Group, Inc.,

dba The Penny Men

Booth: 1717

Introducing our Famous Penny Books and our NEW Penny Collector products. Penny Books are a perfect way for your customers to keep and display their elongated penny collection. Books can also hold Medallions too! Our NEW Penny Collector products feature Bracelets, Necklaces and Keychain/Magnet Combos. The Bracelets are ONE SIZE FITS ALL which means less SKU’s and more money in your pocket.

Phone: 610-659-6918

Web: www.pennymen.com

Brisco Apparel Company, Inc

Booth: 1310

Brisco Brands produces graphic printed tees and fleece with a commitment to quality and value. Our in house art department generates all genres of novelty, licensed, and souvenir graphics. Buy our premium solid and tie dye bodies either blank or printed.

Phone: 800-283-9480 x5001

Web: www.briscobrands.com

Shell Creek Sellers Booth: 2100A

Our Travel Prints are made in a Mid Century Modern style with vivid colors, capturing the beauty of your location. We offer 20x30 ($40 wholesale), 11x17 ($12 wholesale) and notecards and envelopes in packages of 8 ($7.50 wholesale). Let us capture the beauty of your location. Stop by 2100A for the details on creating your own prints, stickers and notecards. Phone: 303-558-6478

Web: www.shellcreeksellers.com

Show Preview

Western Express Booth: 325

At Western Express we are a wholesale distributor of highquality country western merchandise ranging from hats, apparel, belts, belt buckles, holsters, accessories, novelty items, & many of our popular products are proudly made in the USA. We have been in business for over 40 years and have built a reputation in the western fashion industry by providing quality one-stop shopping for western products at an affordable price while offering fast, reliable shipping worldwide.

Phone: 412-638-6524

Web: www.wexpress.com

MV Sport Booth: 1314

Our best-selling style, the Pro-Weave® Sweatshirt Blanket, is even more exciting as, Style 3333, in our fashionable allover prints! Choose from a variety of Tie Dye patterns, a leopard print, and a fun take on camo. An 11oz. full-size blanket at 54 x 84” and a super comfy 80/20 cotton/poly fleece will keep you, and a friend, cozy, stylish, and warm. Available decorated, tied, and rolled with customized hangtag.

Phone: 800-367-7900

Web: www.mvsport.com

The Rose Lady Booth: 912

Made of “Real Leaves” that have been preserved and dipped in rose gold.  Images of wildlife have been embedded inside a real leaf. A very delicate and intricate process that is unique and everlasting.  Only from The Rose Lady. Made in USA.

Phone: 562-596-0072

Web: www.theroselady.com

Openers.beer Booth: 808

Chrome (black nickel) bottle opener with leather strap and heavy duty keyring. Decorated with your custom namedrop in full color, then covered with our crystal clear Gel-Skin coating. Each order includes a customized namedrop. We will do all your artwork if needed, at no additional charge. Headercard is included as well. This opener will give you 350% return on investment. The quality is amazing.

Phone: 714-432-1951

Web: www.openers.beer

Show Preview

Nublu Apparel USA Booth: 4100

Nublu Apparel, based in Henderson Nevada, provides unique and quality souvenir style apparel. Our styles range from Custom to Branded lines. Our designs make it easy for our customers to namedrop their apparel to suit their location. Our branded lines of apparel and hats are easy for the consumer with small quantity minimums and GREAT sales potential!

Phone: 702-429-8811

Web: www.nubluapparelusa.com

Sunnie Lane Booth: 4212

Pressed flower glass magnets that are the perfect gift and souvenir item! The magnets are made with real pressed flowers and are beautifully showcased on a wooden display

Phone: 435-896-3000

Web: www.petallane.com

Rocky Mountain Outfitters Booth: 1109

Rocky Mountain Outfitters is a wonderful line of New Zealand Wool Knitted Sweaters and Accessories. We offer a range of men’s and ladies zipped sweaters of classic styles. In addition to the sweaters, we have matching beanies and mittens as well as a luxurious selection of faux fur knitted beanies, hats and mittens.

Phone: 403-638-7923

Web: www.rockymountainoutfitters.ca

Huge Brands Inc Booth: 1514

Come visit us at booth #1514! Huge Brands exists to facilitate opportunity where there is potential. We leverage the power of merchandise to create growth opportunities, and push the boundaries of possibility for their client partners.

Phone: 801-355-0331

Web: www.hugebrands.com

FEATURE STORY

Selling Classic Coastal Images

Gifts, Souvenirs and Decorative Signs at Seaside Locales

Trendy isn’t exactly the first word that comes to mind for coastal souvenirs. Instead, seaside retailers report that decade in and decade out, it’s the classics that sell — from anchors and starfish to mementos branded with beach names.

“Crabs, starfish, boats, anchors — those are always huge,” said Jennifer White , owner of Cottage Flair in Old Saybrook, Conn. “With your coastal stuff, you’re selling the same motifs every year.”

At her 1,000-square-foot boutique, this year’s top seller is the Cutlery Couture line of marine-themed tableware. Decorated with starfish and shells, the novelty cutlery is sold in burlap silverware pouches. “People can use them for a buffet or to set a beautiful table or when they go out on a boat or a picnic,” White explained.

visitors, White gets a lot of mileage out of her window displays. “I have customers who come in and say, ‘I walked by last night coming back from the restaurant, and I saw this item in the window.’ ”

At Artesana, a 3,500-square-foot emporium in Pensacola, Owner Josephine Daniels favors blue and green displays that reflect the Florida seaside vibe. She’ll even put out blue pumpkins alongside seashells in fall, to make her seasonal display “more coastal looking,” the retailer explained. “We like to keep it bright and airy.”

Daniels’ shoppers are looking for local items and souvenirs that remind them of Pensacola. Among the store’s best-sellers are area-made and Pensacola-branded candles, decorative beach pillows, and tumblers customized with local beach emblems. “We also a do lot of Blue Angels items because we’re right by the bay,” said Daniels, referring to the Pensacola Beach Air Show featuring U.S. Navy flyers known as The Blue Angels.

Coastal-themed dish towels are another popular item. White carefully coordinates her beachy houseware displays, “so people know so how to put it out and what looks good with what.”

Decorative signs with slogans like “Life’s a Beach” are a hit at Cottage Flair and many other coastal boutiques. “The most popular ones say things like ‘Welcome to our Porch’ or ‘Life is Better on the Patio’ — anything about the deck, beach or patio,” said White. Local decorators favor vintage style signs crafted from old door panels with mottos like “All You Need is Love...And The Beach.”

With plenty of foot traffic from tourists and seasonal

Military shoppers are also a big factor in Guam, where a reduction in tourism due to the pandemic has prompted gift shops to shift emphasis. With fewer visitors buying souvenirs, retailers like Elaine Kwok are selling more items for special occasions like birthdays and graduations.

“They don’t want anything extravagant or luxurious,” Owner Kwok said of her mostly local clientele at Gifts Motion, a 100-square-foot outlet at the Agana Shopping Center. Instead, Kwok does a brisk business in plush fish and other animals for children, travel items like fancy soaps in carrying cases, and the customized friendship bracelets her store is known for. And she ro-

Continued on page 76

“Crabs, starfish, boats, anchors — those are always huge. With your coastal stuff, you’re selling the same motifs every year.”

- Jennifer White, Cottage Flair, Old Saybrook, Conn.

Smoky Mountain Gift Show Section

Selling Classic Coastal Images (From page 74)

tates items throughout the store, so frequent shoppers can always find something new.

“People will come in and say, ‘I saw it on TikTok and I don’t know where to get it,’” Kwok laughed. “These

“People will come in and say, ‘I saw it on TikTok and I don’t know where to get it.’ These kinds of trends start online, and everybody sends it around to their friends on social media.”

- Elaine

kinds of trends start online, and everybody sends it around to their friends on social media.”

In the same shopping center, retailer Benny Pinaula relies on what he calls “the Louis Vuitton model — word-of-mouth,” along with savvy visual merchandising by color. At New Memories, Pinaula’s 800-square-foot store, tourists and locals alike snap up windproof tablecloths, his runaway best-seller. Except, of course, they don’t run away, because they’ve got elastic on the corners — the better to withstand Pacific breezes.

“They fit your standard 4-to-6-foot tables, and the

beauty is, they’re also reusable; you can throw them in the wash,” Pinaula noted. The tablecloths come in solids as well as a variety of coastal motifs, from Guam scenes to generic island and picnic prints.

For those who prefer to entertain at home, another popular item is a Guam-branded apron that fits over a wine bottle. “So that would be your centerpiece for your table,” Pinaula explained.

In Morro Bay, Calif., Store Manager Stacy Alcorn said shoppers at Coastal Treasures and Gifts are almost universally looking for merchandise that features the town name or its iconic images. Favorite items include magnets, keychains and mugs featuring Morro Bay’s famous rock, the Embarcadero or sea otters.

A new 500-piece, specially designed Morro Bay jigsaw puzzle has been a hit this year with shoppers, according to Alcorn. “People come in and ask for it,” she noted.

Locals also go wild for the 800-square-foot store’s decorative sign collection. With cute sayings like “Anchored in Love,” “Salty Kisses, Starfish Wishes” and “The Beach Life is The Best Life,” “they’re mostly coastal,” Alcorn affirmed. She moves signs and other merchandise around the store, bringing in new items every year “to make it fresh a little bit,” Alcorn added. “So it’s not the same thing all the time.” ❖

Kwok,

Gifts

Motion, Agana Shopping Center, Guam

FEATURE STORY

Best Mementos for the Money

Name-Dropped Souvenirs at Zoos and Aquariums

Choosing new name-dropped souvenirs and discovering which items sell best in this category can lead to a veritable “zoo” of choices at zoos and aquariums. For this article, zoo and aquarium staff explained why.

At Newport Discovery Zoo and Aquarium in Newport, Ore., zoo Director Blane Brown said the 300-square-foot gift shop carries a limited number of name-dropped souvenir items. “We have shirts and stickers, but that is pretty much it for name-dropped items. Why did we choose those kinds of items? There are several reasons, but most of all, with many other kinds of name-dropped items it becomes a little more costly for us, and then we have to add extra money to the price we are selling the merchandise,” Brown stated. “People just aren’t spending the money the used to on that kind of item, they are being more frugal. So, it isn’t a good idea for us to pay to name drop a plush item like we used to.”

Along with price point, a shortage in supply led Brown to this decision. “With some stuffed animals, you can’t find the product much less find someone to do the name-drop for us on those items reasonably. That is a real challenge.”

However, T-shirts and stickers are doing well as name-dropped souvenirs. “They are reasonably priced, with the shirts at $20. And they make a good wearable souvenir. The fad of the day are sloths, and we have a shirt with our logo and a sloth on it, and that is extremely popular. What kind of animal is going to prove a popular purchase can really be determined per se, but the price point can be, that’s what people want to spend these days, around $20. A year ago, they would buy many other things for more.”

The fluctuating popularity of one animal or another is in part due to the fact that Newport Discovery Zoo

and Aquarium is a rescue. “We don’t keep many of our animals long, we try to find homes for them at other zoos or another location, so we have a different kind of market in terms of what sorts of animal items we select at any given moment.”

Elsewhere in Oregon, at Wildlife Safari in Winston, Kelly Wiley just took on her position as gift shop manager, so has not yet put new name-dropped plans for items into place. “We are planning to name-drop T-shirts, plush, and mugs because those items sell really well overall. People like those as gifts, and they like

Continued on page 80

Smoky Mountain Gift Show Section

Best Mementos (From page 78)

them even more when they are name-dropped,” she attested.

As to an item that’s name-dropped and does well presently for the store, Wiley reported that “We have name-dropped coasters that do really well. They are great as a memory item, and make a good gift for others, too. They’re unique and colorful, with Wildlife Safari dropped on them and some of our animals. It’s one of our best-sellers overall.”

As to other best-selling name-dropped items, “Over all it is plus had T-shirts. People want to touch an ani

“We are planning to name-drop T-shirts, plush, and mugs because those items sell really well overall. People like those as gifts, and they like them even more when they are name-dropped.”

- Kelly Wiley, Wildlife Safari in Winston, Ore.

mal, and plush accomplishes that for them, which is why of course we want to do more of them name-dropped. Our T-shirts are colorful and name-dropped, they’re a great buy, and people just love them as souvenirs.” In a lower price point, Wiley related that shot glasses and magnets both sell well.

In Santa Ana, Calif., Alex Decker , manager of inventory for the Santa Ana Zoo uses a measured approach to the name-dropping of souvenir merchandise. “We do market research, we go to other zoos to see what they are selling, we look in catalogs,” Decker explained. “We like to do a lot of what I call ‘trying and tracking,’ getting smaller quantities and doing a test run and then getting a larger quantity and ordering the items more often if they sell better.” That is how he discovered the store’s best-selling name-dropped item: sippy cups

“We were selling them already when I came into the position, but I added a few new styles since we started. I saw those newer styles in a catalog, and we got the small quantity in first as a test, and it sold out in the first weekend, so we got more. And now we have several different name-dropped sippy cups.”

The item is popular for a reason specific to the Santa Ana Zoo, according to Decker. “The sippy cups are the most popular, because our main market is stroller moms with young kids, local moms. The cups are very

Continued on page 82

BOOTH NO. 2318

Smoky Mountain Gift Show Section

Best Mementos (From page 80)

popular for them, a practical souvenir.” Also popular are magnets, pens, and pencils. “The price point is so good on those items that people will come in and buy five pencils or five magnets at a time because they are so inexpensive,” Decker laughed.

At the Happy Hollow Zoo in San Jose, Calif., Retail Operations Manager Nick Schmanek , related that the gift shop’s main name-dropped souvenirs are T-shirts

“The [name-dropped] sippy cups are the most popular, because our main market is stroller moms with young kids, local moms. The cups are very popular for them, a practical souvenir.”

and children’s shirts in all sizes. “The apparel is printed with our name, and in the past, we have also had apparel with our logo as well as our name. The only plush we have that is name dropped is Danny the Dragon, the mascot for the park and zoo.” Name dropped items,

though limited in type all do very well, he said. “We are almost sold out of our Danny the Dragon, we sold 500 of them in the last year.”

Choosing souvenirs to name-drop is a process that Schmanek uses to make recommendations for new name-dropped items, but in which he does not decide on the final selection. “We have a buying team who works remotely with Happy Hollow. They agree to carry the products that they like, and while I can suggest items, they make the final decision. Apparel is a big success in terms of name-dropping, for a number of different reasons. It’s one of the easiest kinds of items to name-drop, and it is free advertising for us when people wear the clothing.”

For zoos and aquariums of all sizes and budgets, it’s clear that name-dropped items sell well at gift shops. While apparel is a clear winner, due to the easy of namedropping and price points on the customized clothing, other unique items such as sippy cups at the Santa Ana Zoo and coasters at Wildlife Safari are big hits, too. The biggest takeaway: guests still love souvenirs that help them keep memories of their zoo and aquarium visits alive. ❖

- Alex Decker, Santa Ana Zoo, Santa Ana, Calif.

Are Sales of Keychains and Magnets Still Going Strong?

Asked if the sales of keychains and magnets are going well, and why, zoo store staff was mainly positive about these products.

At Newport Discovery Zoo and Aquarium in Newport, Ore., Zoo Director Blane Brown said “Both do decently for us, they are well priced. We had some magnets around $10 and people were all over them, however, if they are $15 people hold off. In both these categories, finding the right price point is the key. Some were namedropped and some were not; in magnets, the namedropped items do move the most quickly. With key rings, we don’t have any that are name-dropped, and how well they sell depends on the animal depicted. We had

a kangaroo for a while before we were able to rehome him, and that made key chains with kangaroos on them move more quickly.”

At the Wildlife Safari in Winston, Ore., Store Manager Kelly Wiley explained that “We do sell a lot of name-dropped magnets and key rings. I think it’s the price point that really moves them, and they make great souvenirs.”

In Santa Ana, Calif., Alex Decker, manager of inventory for the Santa Ana Zoo reported “Magnets do well for us, but we don’t have a huge quantity of key chains, as they aren’t as popular.” Asked why that is the case, Decker noted “Our non-logo key chains tend to sell better, the plain one we have doesn’t sell well. The non-lo-

go ones are more attractive to customers because they are in the shape of colorful animals. If we could find the right one, with the right space to name-drop, that would probably do really well for us, but right now the key chains of animals are difficult to name-drop.”

Nick Schmanek, retail operations manager at the Happy Hollow Zoo in San Jose, Calif., said the gift shop has a magnet with the zoo’s name on it that does well, and key chains with pictures of park animals but without a zoo logo or namedrop. “They all sell pretty decently because they’re easy small souvenirs, a quick grab and go for guests,” he explained. ❖

Great Choices for Style

Country Store Home Décor Merchandise

By Carimé Lane

Newfound Country Store, located on the Alexandria, N.H., Newfound Lake –dubbed the cleanest lake in the world by some – is open seven days a week with the only 24-hour gas on the lake.

Their custom made Newfound Lake cutting boards and Solo stoves are the best-sellers in their home décor selection said Amanda Thomas , buyer, manager and owner of the familyowned 5,400-square-foot store.

The cutting boards are handmade by the Massachusetts-based company Nautically Northern. They are fashioned in either square or round shapes. Some feature marble inlays, while others are decorated with the outline of Newfound Lake. The boards are all emblazoned with Newfound Lake. Thomas said the namedrop has a lot to do with why they’ve done so well.

As for their popular Solo stoves, Thomas said they sell well because they are good quality product with humble origins.

“The business [Solo stoves] started out small; people like to support them,” said Thomas.

She allows her own tastes to guide her decisions when it comes to purchasing new home décor items for the shop.

Thomas’ best customer service tip for selling more home décor merchandise is to “sell customers something they don’t know they needed.” One way Newfound Country Store does this is by posting products to social media. In addition, Thomas does live videos on Facebook where she walks around the store showing the new product.

“People get a kick out of that,” Thomas said. In store, she suggested being personable with customers and bringing up products they would not have thought they needed during the conversation.

Continued on page 86

The Marilla Country store offers a mix of mass produced and handmade pieces. Shown is a selection of porch-themed merchandise.

Smoky Mountain Gift Show Section

Great Choices (From page 84)

At the 171-year-old Marilla Country Store based in Marilla, N.Y., Owner Sandy Grunzweig said their wall accents – ranging from artwork to dimensional pieces like window frames, shutters and arched architectural features – are doing well.

“They’re a little different, and easy to work into a vignette in your home,” Grunzweig said.

Decorative pots and high quality indoor florals like succulents and ferns with a real touch feel are also mov ing well this Spring, according to Grunzweig. For her customers, these décor items bring the outdoors inside, but without the higher maintenance of real plants.

the store as of late are small accent furniture pieces, such as end tables. Customers are nabbing these so they can freshen parts of rooms in their house without hav ing to re-do a room in its entirety.

tant to constantly create fresh displays, said Grunzweig. You may want to place the new merchandise in a key area of the store for a period of time before moving it to a more permanent home in the store, she explained.

Smoky Mountain Gift Show Section

Great Choices (From page 86)

She also suggested mixing standard pieces with seasonal décor, so all of the merchandise looks relevant.

Communicating what’s new to the staff so they can talk about it with customers is also key to selling new items, as is featuring products on social media, Grunzweig said.

Choosing new merchandise is a special challenge for a country store, since their selection of merchandise is naturally very broad expressed Grunzweig. At Marilla, products range from bulk food to deli to spices and a huge array of home décor furniture. To purchase new merchandise for their home décor selection, Grunzweig thinks first about appealing to their strongest demographic. They look at what’s currently relevant and on trend, while staying true to items traditionally found in a country store. They also select merchandise that fits their store’s brand.

Further, they continue to bring in one of a kind and handmade items, often procured from Amish markets. This offers customers a mix of mass produced and handmade pieces. “You’re not going to find that kind of mix anywhere else,” Grunzweig said.

When it comes to serving customers with home décor needs, Grunzweig said they work with people to un-

derstand what they’re looking for and the merchandise they have to fill that request. She talks color palettes and designs with customers to help them gain an understanding of what the final look will be for their various options.

Some customers come into the store with a picture of what they want. In this case, she’ll help with design or product suggestion. “Maybe it’s just bringing something new in or re-arranging, while still using the items they use in their home now,” said Grunzweig.

At Roswell General, where there is a large demographic of outdoor adventurers and grilling aficionados, the Big Green Egg – an aesthetically pleasing pock-marked navy green smoker and a grill – is their best-seller when it comes to outdoor home décor. Owner Julie Costanzo said there was a huge uptick in sales of the Green Eggs and other accessories that could be paired with it during the pandemic, as many got into grilling as a hobby.

Their other best-selling home décor items are accessories like tea towels, pint glasses or metal cups. These items are best-sellers because they are decorated with references paying homage to Roswell. These design include the Roswell, Ga., zip code and statements like

Continued on page 92

A display of bee-themed merchandise at Marilla Country Store. The owner said creating fresh displays is important when bringing in new home décor items.

At the Marilla Country Store, shown is a display of lemonthemed merchandise for the home. Small accent pieces, such as end tables, are selling well for the store, according to the owner.

Smoky Mountain Gift Show Section

Great Choices (From page 90)

“Roswell Ya’ll.” Customers come in specifically looking for these Roswell-related items. They may want an item like this because they’re visiting, sending a gift to a friend, or are purchasing it for their own home, Costanzo said.

Since they’re located in a historic district, they try to bring in as many local items as possible and give new product vendors a chance.

When looking for new home décor items to stock, Costanzo recommended listening to what customers are asking for, and then seeking out the most unique items they can find in that area. “We don’t want to carry what everyone else is carrying,” Costanzo said.

Candles, textiles, books, wall art and florals are all best-selling home décor items at the Berlin, Ohio, Country Gatherings, said Donna Hochstetler , buyer/merchandiser.

“I feel people are falling in love with their homes again,” said

A bee-themed container that is perfect for flowers from the inventory at Marilla Country Store. Artificial plants help bring the outside in without the maintenance of the real thing, the owner said.

Reusable Stainless Steel Camp Mug

Stainless Steel Camp Mugs, Water Bottles and Pint Glasses. Choose from many eye-catching designs or add one of your own. Reusable, these are dishwasher safe and BPA-free. Many Designs for the outdoor retail market. Name-Drops are free, Low Minimums! From Mountain Graphics.

(For more information call 1-888-764-6450, visit www.mtgraphics.com or circle 54 on the reader service card.)

Outdoor Stickers

Eye-catching, outdoor weather resistant stickers and magnets are available from Mountain Graphics. Many stock designs to choose from. Name-Drops are Free. Made in the USA.

(For more information call 1-888-764-6450, visit   www.mtgraphics.com or circle 54 on the reader service card.)

Souvenirs Product News

Hochstetler “They are wanting to update and create warm spaces. Changing up textiles and florals is an easy way to make a space feel different and new each season.”

Hochstetler purposely set out to purchase encouraging artwork and inspiration books. “People need a lot of hope right now,” she said.

In deciding what sorts of new home décor merchandise to bring into the store, Hochstetler studies current and upcoming trends, keeps an eye on influencers, while also keeping the demographic of the area in mind. She also advocates for being open minded and willing to take risks.

When selecting and purchasing new products, it’s important to believe in the product, be knowledgeable about it and know how to merchandise it visually.

“When you are excited about your product it is contagious to all your employees and it's like a domino effect to your customers,” Hochstetler said. ❖

Nautical merchandise at the Marilla Country Store. Communicating what is new to the staff is key to selling new items, the owner said.

Smoky Mountain Gift Show Section

Souvenirs Product News

Magnets, Keychains and Ornaments

Increase your sales with eye-catching, outdoor Magnets, Keychains and Ornaments from Mountain Graphics. Pick one of our many outdoor designs or customize with one of yours. Our Keychains, Magnets and Ornaments are made from renewable hardwoods. All Made in the USA!

(For more information, visit www.mtgraphics.com or circle 54 on the reader service card.)

Gifts Product News

Stainless Steel Drinkware and Dish Towels

XPLORER MAPS: Come and discover our NEW PRODUCTS for 2023!!!

We are at Booth 2054-57 at the Las Vegas Souvenir and Gift Show and Booth 4408-10 in Gatlinburg at the Great Smoky Mountains Show. Come and check out our NEW Stainless Steel Drinkware and our NEW Dish towels. (For more information, visit www.xplorermaps.com or circle 93 on the reader service card.)

Souvenir Product News Brief

SGN August Product Release

Blue Amber Is Available from Silver Streak

Blue Amber is a rare variety of fossilized amber from the resin of the extinct tree species Hymenaea Protera. Under normal light, Blue Amber appears like normal amber, when exposed to ultraviolet light a distinct blue coloration is exhibited. Blue Amber has scientific significance and is a great addition to anyone’s gem and mineral collection. Blue amber emits a very agreeable aroma, which is different from regular amber when it is being cut and polished. The energies of Amber are thought to guide your emotions to be more optimistic and creative. Silver Streak Blue Amber is from Indonesia, it formed 25 to 40 million years ago. The company has Blue Amber in stock in several sizes, a 3-inch-by-4-inch piece wholesales for $7.50, and the price includes an information card.

(For more information, call 800-526-9990, visit www.silverstreaks.com, or circle 71 on the reader service card.)

a very agreeable

Blue Amber

Blue Amber is a rare variety of fossilized amber from the resin of the extinct tree species Hymenaea Protera. Under normal light Blue Amber appears like normal amber, when exposed to ultraviolet light a distinct blue coloration is exhibited. Blue Amber has scientific significance and is a great addition to anyone’s gem and mineral collection. Blue amber emits

Blue amber, photographed here in both normal light, and under UV light, is available from Silver Streak.

New for 2023 from XPLORER MAPS is stainless steel insulated drinkware.

Where Gifts Are a Natural Jewelry Trends at Caves and Caverns

By Sara Karnish

Inspired by the authentic beauty found in underground caves and caverns, visitors to these attractions look for souvenirs that bear a close resemblance to, or serve as a unique reminder of, these natural wonders. Jewelry typically fits this description.

Right now, visitors are drawn to natural stones, and many are interested in the healing properties of certain stones. That’s what Terri Schleiden , a member of the management team at Penn’s Cave and Wildlife Park in Centre Hall, Pa., has noticed lately. “Amethyst, quartz, and crystal points [are the biggest sellers]. For awhile a few years ago, we were seeing more of the costume-type jewelry, but now more people are drawn to the natural stones. We carry quite a bit of those.” And trends from decades ago are back, Schleiden noted. “Quite honestly, I’m seeing things that were popular when I was young. Things are cyclical. Mood rings are popular. I’m not sure if people are more intrigued by natural stones or the healing properties of some. At most caves I think there’s an emphasis on rocks, minerals, and gemstones—there’s more of an appreciation for the natural over synthetic products.” However, Schleiden explained, none of their products come from their cave. The cave and all of its contents are protected so any mining is prohibited, and secondly, many of the gemstones sold in the gift shop are not found locally.

At Crystal Cave in Kutztown, Pa., there is also a big demand for jewelry featuring stones and minerals with beneficial properties. Best sellers in their 1,800-square-foot shop include “crystal point necklaces—wire-wrapped point do great. We also do a lot of zodiac necklaces as well as chakra-related necklaces. They’re popular because people are

Continued on page 100

Sales Clerk Sara Pham of Crystal Cave. Leather wrapped jewelry with adjustable cords are popular in the gift shop, the president said.

Smoky Mountain Gift Show Section

Where Gifts Are a Natural (From page 96)

into the metaphysical elements of the minerals and healing properties. More and more, people are asking about the different properties,” explained Jim DeLong , president of Crystal Cave. “We’re also selling a lot of wire-wrapped as opposed to those with a little hole drilled into the stone. The leatherwrapped with an adjustable cord are popular.”

Harmony Ramirez , buyer for Caverns of Sonora in Sonora, Tex., said, “Lately we’ve been selling a lot of raw mineral jewelry, and moldovite has been pretty popular. Nothing polished has been selling that great. Turquoise also sells pretty well down here.” She added that as the only rock shop for miles around Sonora, the prices in their 5,000-square-foot store are among the best in the area. Similarly, Ciera Giuttari , buyer/manager for Natural Bridge Caverns in San Antonio, Tex., said their most popular items are “natural stones. I like to find local vendors that work with natural stones. Anything in the shape of Texas sells well. Also Wheeler jewelry with lab-made opals. I think the trend for jewelry is either ‘the bigger the better’ or ‘the daintier the bet-

Continued on page 102

What Is Your Top Jewelry Display Tip?

Displaying jewelry in an attractive, eye-catching way is almost sure to boost sales. A combination of placement, lighting, and how the items are organized on the rack or in the case work together to draw customers and secure a sale. “We put a lot near the register for impulse buys,” said Jim Delong, president and buyer at Crystal Cave in Kutztown, Pa. “We have real trees in a rotating base that are about two to three feet high, and we hang items on there. It looks spectacular when it’s lit.” Harmony Ramirez, buyer at the Caverns of Sonora in Sonora, Texas, said her best display tip is to organize the items by vendor. “We have a large jewelry display, and we put the most likely to sell items on top based on the rock or mineral. [For instance] moldovite sells quickly, so

we put that out first,” she explained. “A good display has a lot of variety. Don’t put the same colors or types of pieces next to each other. We try to make it interesting—it gives the customer something to look at, and they keep looking until they find a piece they like. We want to have a pretty display, too.”

Arranging items which are similar, but not identical, is also effective, according to Terri Schleiden, management at Penn’s Cave and Wildlife Park in Centre Hall, Pa. “We like to showcase the stones and pieces together, or maybe display them in a way where they’re not necessarily a matched set with earrings, a necklace, and a bracelet, but have a similar stone,” she suggests.

Ciera Giuttari, buyer and manager at Natural Bridge

Caverns in San Antonio, Texas, said visibility is key. “It needs to be somewhere people can see it,” she said. “It needs to be lit—let it sparkle. For seasonal items, have them at the front of the store in a seasonal display, closer to the front where people are checking out. And what makes a good jewelry display for us…we like for it to have multiple sides so it can spin. It takes up less space and everyone can see the items. In a case, if it’s not super visible or spinning, it’s harder for people to see it. We have some things in a case or on a rack that doesn’t spin and they don’t sell as well. Sometimes people ask to try things on. We don’t let people try on pierced earrings, but we do let them try on rings.” ❖

Isabella Morales, left, and Mayven Small, of Crystal Cave in Kutztown Pa. The cave’s president tries to buy gift store merchandise that he thinks customers will like.

Smoky Mountain Gift Show Section

Where Gifts Are a Natural (From page 100)

ter.’ You should always have your staples— have a good assortment of mixed metals and your smaller jewelry pieces. The more ‘fashion jewelry’ pieces will be the ones to change with the trends.” Natural Bridge has two retail outlets—a small shop in the visitors’ center and a location in their village called the Trading Post.

Schleiden said as far as materials, amethyst and rose quartz are by far their two biggest sellers, with tiger’s eye rounding out the top three. “I think many people are drawn to amethyst because of the color. I wear a lot of it myself because I was fortunate to be born in February and it’s my birthstone. I’ve seen more people being drawn to the labradorite, as well,” she said.

Women are the primary customer in most cave and cavern stores, although Schleiden said it’s heartening to get younger customers—especially boys— visiting the cave on a field trip looking for a special gift for their moms. “It’s always very sweet,” she said. “It’s interesting to see what they are drawn to. It seems that for little children buying for adults—the more

sparkly the item, the better.”

Jewelry with some connection to a cave or cavern and contains natural materials are strong sellers for gift shops. Retailers try to stock a wide range of items to appeal to customers’ diverse tastes. They rely on trade shows, sales rep suggestions, and feedback from fellow staff members, as well as what might speak to them personally, to choose the merchandise they carry. Price point is also a factor. “I do all the buying here and I try to choose what people will like—maybe not necessarily what I would like, but you can’t think like that. Across the board, I try to get what people will like,” DeLong said. “Some things fly off the shelves; other things are slower to sell. We like to carry a wide variety of everything, whether bracelets, anklets, necklaces, rings, and we try to have things that are similar so people can match items.” ❖

Jim DeLong, president and buyer of Crystal Cave. Delong orders similar jewelry pieces so guests can purchase matching items.

Sales Clerk Daylynn Reppert of Crystal Cave in Kutztown, Pa. The cave store has a big demand for jewelry featuring stones and minerals with beneficial purposes, according to the president.

Sevierville is Now Double the Size!

Arrive a day early on Monday, Nov 7th, to reap all the benefits Show Opens Tuesday, November 8, 2022

ONLY AT SEVIERVILLE

Made in America

The Made in America Product Pavilion will have 50+ vendors, making it easy to discover the best gift merchandise created in the USA. Spend some time exploring, and you’ll uncover new ways to satisfy your customers’ cravings for American-made items.

The Campground

A dedicated pavilion geared towards the outdoor and recreation industry. Featuring unique merchandise including boating, wellness, lake sports equipment, outdoor cookware, games, and more.

NEW! Sustainability in Retail Professional Program

Now offering a dedicated program to help you make informed decisions when purchasing sustainable products and show you how to successfully implement marketing strategies for your store

NEW! American Dreamin’ Program

Designed to celebrate old and new traditions, colleagues, and friends – this new program aims to create new shopping, networking, and educational experiences for buyers. Win prizes including a vacation, cash giveaways, and more - all valued at $50k!

The International Gift Exposition

in

the Smokies (IGES) 2022

Made in America

Only at Sevierville, Tenn. NEW!

The Made In America Product Pavilion features top-quality offerings (including Amishand locally made items) from vendors you won’t find at any other location, the Made in America Product Pavilion makes it easy to discover the best gift merchandise created in the USA. From bubbles to moon pies, socks to pet souvenirs, the companies in this special area of the exhibit floor cover a wide range of categories — but they all share the dedication to craftsmanship that consumers expect when they see the “made in USA” label. Spend some time exploring, and you’ll uncover new ways to satisfy your customers’ cravings for American-made items — while maximizing your profit potential.

The Campground@IGES

Source the greatest goods for the great outdoors at the Campground @ IGES. Back by popular demand, this specialty pavilion makes it easy to discover your next best-sellers in the fast-growing outdoor and recreation category. Sales across the U.S. campground and RV parks industry are expected to climb to $7.1 billion by 2026 — and there’s no better place to find the products you need to capitalize on this steadily increasing trend. Featuring everything from boating and lake sports equipment to wellness products, outdoor cookware to kids’ activities — the Campground is the ultimate wellspring of innovative, affordable recreation merchandise for tuned-in buyers like you.

Product Categories include:

• General Store / Sundries

• Outdoor and Tactical Gear

• Clothing, Footwear, and Accessories

• Boating, Fishing, and Accessories

• Housewares, Cooking, and Coolers

• Outdoor Home Décor, and Games

• CBD

• Wellness

• Bargain Cave

• Kids Activities

Boost your eco IQ with the new Sustainability in Retail Program, an education series developed to help buyers enhance their understanding of key elements of environmental, social, and economic impact. Through lectures led by trusted conservation and retail authorities and an interactive tour, you’ll gain the knowledge necessary to confidently make informed purchasing decisions — and implement a go-to-market strategy for incorporating sustainability into your brand. Complete the course to earn your official Sustainability in Retail Professional (SRP) certificate at the awards ceremony and receive a window cling to showcase your commitment to your store! Space is limited — secure your place for just $49 through October 5, then the price goes up to $79!

NEW PROGRAM!

Designed to celebrate old and new traditions, colleagues, and friends, this new program aims to create new shopping, networking, and educational experiences for buyers at IGES Sevierville.

Prizes

Win big with prizes that celebrate the USA! This year at IGES Sevierville, attendees can enter to win a dreamy American Beach Vacation, $500 spending money, or a 2022 SUV – the ideal vehicle for a good old-fashioned American road trip.

Opening Night Party

After shopping Sevierville during the day, stick around to mix and mingle at the American Dreamin’ Opening Night Party. Featuring the smooth sounds of Monsters of Yacht!, a band specializing in the American-born genre yacht rock, this event provides the perfect opportunity to kick back and recharge. Enjoy relaxing tunes while you chat with vendors, talk shop with your peers from across the country, and savor complimentary cocktails and refreshments from 6-8 p.m. at the Sevierville Convention Center.

The International Gift Exposition in the Smokies (IGES) 2022

Listing of Events by Day

SPECIAL FEATURES

DAILY: EXPERIENCE AMERICAN DREAMIN’

Experience American Dreamin’ at IGES Sevierville the OG of IGES where you can Win Big with prizes that celebrate the USA, including a brand new SUV – the ideal vehicle for a good old fashioned road trip, a U.S. beach vacation or cold hard US dollars to spend. All especially curated to deliver an exceptional buying experience — it’s well worth adding a day to your IGES agenda.

Sevierville Convention Center

Exhibit Hall

108 MONDAY, NOVEMBER 7, 2022

1:30 p.m. – 5:30 p.m.

DAILY: MADE IN AMERICA

IGES is proud to highlight a selection of unique artisan products, gourmet food and other locally made merchandise who fall into our ‘Made in America’ category –vendors you won’t find anywhere else. Search Made In America Vendors here.

Sevierville Convention Center (Aisles 2000-2600)

DAILY: THE CAMPGROUND AT IGES

Geared towards outdoor and recreation buyers, this area will feature fresh merchandise across boating and fishing equipment, outdoor and tactical gear, sundries, wellness and more. Learn more about the Campground @ IGES here.

Sevierville Convention Center (Aisles 2900-3100)

3 p.m. – 4 p.m.

Sustainability Shopping Tour

Boost Your Sustainability IQ and Become a Sustainability in Retail Professional

At the all NEW Sustainability in Retail Professional Program, an education series developed to help you enhance your understanding of key elements of environmental, social, and economic impact — a top-of-mind concern for many consumers in the USA. Walk away with a plan for your store plus showcase your commitment with a certificate of completion and window cling for your store! SPACE IS LIMITED – REGISTER TODAY! ONLY $49 through October 5th

Sevierville Convention Center

TUESDAY, NOVEMBER 8, 2022

8 a.m.

Swag Bag Giveaway

First 200 attendees will receive a ticket for an IGES tote bag filled with samples from participating vendors. Make sure you arrive early at our Sevierville location.

Sevierville Convention Center

8:30 a.m.

Complimentary Breakfast Bites and Coffee

Get it while it’s hot! Complimentary pastries are offered on opening day in the Lobby to make sure buyers are energized for the day.

Lobby at Sevierville Convention Center

Looking for products that are doing good in the world to stock in your store? This tour is the hands on portion of our Sustainability in Retail Professional Program, led by Tommy Brown of the St. Louis Zoo, Sustainability Buyer.

Sevierville Convention Center

5 p.m. 7 p.m.

Opening Night Event - American Dreamin’

Come celebrate at the Sevierville Convention Center with your colleagues and other industry professionals at the “American Dreamin opening night event! Featuring Monsters of Yacht straight out of Nashville, Tenn., as the premier tribute to the Yacht Rock genre, delivering recreations of songs from artists like Christopher Cross, Doobie Brothers, TOTO, Robbie Dupree, Player, Hall & Oats, Steely Dan, Gerry Rafferty, and more. Enjoy complimentary drinks on us!

RSVP Link Coming Soon

Sevierville Convention Center

WEDNESDAY, NOVEMBER 9, 2022

8 a.m.

Swag Bag Giveaway

First 200 attendees will receive a ticket for an IGES tote bag filled with samples from participating vendors. Make sure you arrive early!

LeConte Center at Pigeon Forge

8:30 a.m.

Complimentary Breakfast Bites and Coffee

Get it while it’s hot! Complimentary pastries are offered on opening day in the Lobby to make sure buyers are energized for the day. Lobby at LeConte Center at Pigeon Forge

8:30 a.m.

Morning Brew

Complimentary coffee while supplies last daily. Lobby at Sevierville Convention Center

6 p.m.

Zoo, Aquarium & Garden (ZAG) Annual Meeting and Dinner

Dinner is open to all Zoo, Aquarium & Garden (ZAG) members ONLY.

For information on joining the association for merchandise buyers at zoos, aquariums & gardens, click here.

LeConte Center at Pigeon Forge

6 p.m.

Hosted Buyer Dinner: Cave Buyers

Join other industry colleagues for a hosted buyer dinner to network, engage and forge valuable relationships in your market. Space is limited!

Deadline to RSVP: 10/23/2022

Riverstone Resort

6 p.m.

Hosted Buyer Dinner: Museums

Join other industry colleagues for a hosted buyer dinner to network, engage and forge valuable relationships in your market. Space is limited!

Deadline to RSVP: 10/23/2022

Riverstone Resort

6 p.m.

Hosted Buyer Dinner: Amusement and Water Parks

Join other industry colleagues for a hosted buyer dinner to network, engage and forge valuable relationships in your market. Space is limited!

Deadline to RSVP: 10/23/2022

DreamMore Resort

6:00 PM

Hosted Buyer Dinner: Campgrounds

Join other industry colleagues for a hosted buyer dinner to network, engage and forge valuable relationships in your market. Space is limited!

Deadline to RSVP: 10/23

Margaritaville Island Hotel

6 p.m.

Hosted Buyer Dinner: National and State Parks

Join other industry colleagues for a hosted buyer dinner to network, engage and forge valuable relationships in your market. Space is limited!

Deadline to RSVP: 10/23/2022

DreamMore Resort

THURSDAY, NOVEMBER 10, 2022

8:30 a.m.

Morning Brew

Complimentary coffee while supplies last daily. Lobby of each Convention Center

2 p.m. – 3 p.m.

Sustainability Shopping Tour Led by Tommy Brown from the St. Louis Zoo

Discover the latest in new and trending gift and souvenirs on this buyer tour. Only 30 spots available. Link to register coming soon.

LeConte Center at Pigeon Forge Information

Desk in Lobby

FRIDAY, NOVEMBER 11, 2022

8 a.m.

Zoo, Aquarium & Garden (ZAG) Annual Meeting and Breakfast

This breakfast is open to all Zoo, Aquarium & Garden (ZAG) members ONLY. For information on joining the association for merchandise buyers at zoos, aquariums and gardens, contact the association.

LeConte Center at Pigeon Forge

8:30 a.m.

Morning Brew

Complimentary coffee while supplies last daily. Lobby at LeConte Center at Pigeon Forge

3:30 p.m. - 4:30 p.m.

TGIF Happy Hour

Thank goodness it’s Friday – who doesn’t need a reason to relax and celebrate? Join us for laughs and drinks.

LeConte Center at Pigeon Forge, Location: TBA

SATURDAY, NOVEMBER 12, 2022

8:30 a.m. Morning Brew

Complimentary coffee while supplies last daily. Lobby at LeConte Center at Pigeon Forge

The International Gift Exposition in the Smokies (IGES) 2022 IGES Exhibitor List

Merchandise to Pamper People Soaps and Lotions at Coastal Boutiques and Resort Stores

By Sara Karnish

Personal care products are natural additions to coastal boutiques and resort stores’ merchandise selections. Many of these items are inspired by, or made from, coastal elements. Think sand, salt, and water, as well as plants and flowers native to the seaside. Incorporating these ingredients into personal care products like soaps and lotions is a practical way to bring a bit of the coast home.

Beach Soap and Candle Company in Cannon Beach, Ore., sells unique collections of beach-themed artisan soaps, bath bombs, candles, lotions, and more in their 800-square-foot flagship store in Cannon Beach, second location in Seaside, Ore., and online store. Among their biggest sellers: “We have one called Sea Glass that’s an essential oil blend and has the colors of sea glass in it. Out here a lot of people want to find sea glass on the beach when they visit. It’s not always easy to find. It’s something people think of with affection and excitement, plus [the soap] smells nice,” said Owner Erin Fenison . “It’s a combination of aesthetic and concept.” She added they sell shea butter lotions which are light, silky, and best of all, pleasant-smelling. “Usually the scents that sell the most are consistent throughout the product line. We have a very simple recipe that’s appealing to a lot of Continued on page 122

Colorful items from Beach Soap and Candle Co.

Owner Erin Fenison of Beach Soap and Candle Co., in Cannon Beach, Ore. The store has a second location in Seaside, Ore., and an online store.

Merchandiseto Pamper (From page 120)

people. It’s very nice, feels good, and is very effective. We have a Sea Glass lotion that sells well. Another popular one is Seashore, which is sandalwood and vanilla. A fun one is called Beach Baby, where we basically purify local sand [which gives it exfoliating properties] and that comes in mango coconut.”

Across the country, at Sea Foam Soap Company of Blue Eden in Stone Harbor, N.J., their best-selling fragrance is appropriately called Beach. “It smells like suntan lotion and is very relatable to people,” said Owner Caroline Ranoia . “People will order it online year-round. It’s crazy just how much people clamor to it. We’ve expanded that whole collection—there’s a candle, bar soap, 3-in-1 product which can be used as a liquid soap, body wash, or bubble bath. We also do an infused version—we take a bar of our 8 oz. soap and infuse it with Himalayan salt. It exfoliates and you absorb the magnesium and potassium into your skin through the salt. I’m always trying to come up with something unique and different. We’re in a small community so I want to have things that are different from what everyone else has.” Ranoia also works with some of the nearby boutique-style hotels, providing sample size products for room amenities and supply the gift shops with full size versions of the products. “It’s been a godsend for our sea-

Goat's milk soap from Beach Soap and Candle Co. Among the store’s biggest sellers are products with essential oils called Sea Glass.

Donut-shaped soaps at Beach Soap and Candle Co. The store sells artisan soaps, bath bombs, candles and lotions.

Farmer’s Market Blueberry soy candles from Sea Foam Soap Company of Blue Eden. The owner is always trying to come up with something new and different.

sonal business,” she said. All products are made inhouse. Sea Foam’s 1,000-square-foot store features a zero-waste section and a refill station where customers can bring in their own containers and refill them with product. She describes their lotion as a “beautiful product that’s affordable. It’s an all-over lotion so you can use it on your hands, body, even in your hair to combat frizz. It’s our Number One product after the Beach scent line. It’s made with goat’s milk, shea butter, honey, and aloe. There’s no oil so it really absorbs into your skin. I’ve been making it for the 27 years I’ve been in business. We sell a 12-ounce tub for $26.”

Besides coastal boutiques, personal care products—whether or not they are coastal-inspired—are popular items at coastal resort shops. Elissa Hearn , retail director at Crystal Springs Resort in Hamburg, N.J., said, “Guests are much more engaged with soaps and cleansing options since the COVID pandemic. Having natural product offerings with clean, fresh scents are appealing.” Their best-sellers are Beekman 1802 and Baudelaire; Beekman 1802 in particular because “products are natural, price

Continued on page 124

A display of colorful soaps at Beach Soap and Candle Co.

points on target, great product mix, and packaging is very attractive. They also offer great gift-able items,” she pointed out. Customers are making more time for self-care and seeking out high-quality, affordable luxury hair, skin, and body products. “We’ve seen strong sales trends with self-care items, including percussion instruments by Theragun and NuFace. People are investing and scheduling more time for their overall well-being,” Hearn said. “The biggest trend is overall growth in the self-care/cleansing area. Guests are looking for organic and natural ingredients, Eco friendly packaging, clean aromas and moisturizing & non-sticky sanitizer options.”

Along with soap and lotion, candles and other items for the home have become key components of the selfcare product category. “Our business has increased about 85 percent in candles and soy candles,” Ranoia said. “A lot of people are afraid to light candles; reed diffusers have been a good alternative. They coordinate with all of our other scents. That’s my goal here—to have a collection with multiple items and get that multiple

sale for all the products in that one scent.” The products provide the fragrance and ambience of a candle without the worry of an open flame.

Consumers are taking a stronger interest in product ingredients and actively research before buying. “I’ve been very committed to having as clean ingredients as possible. [It’s important] to know the difference between clean ingredients and synthetic. We only purchase fragrances that are free from phthalates and free from excessive chemicals,” Fenison said. “I think the newest thing is utilizing technology to communicate with your customers and educate them about what the product does. For instance, there are some people who don’t know what a bath bomb is or what it does. [I spend a lot of time] educating people about the value of reducing the toxin load in your home and on your skin.”

It’s not surprising that walking into a personal care product boutique or resort store carrying these products is a total sensory experience. “Merchandising and how things are placed plays a huge role in our store,”

Caroline Ranoia, owner, Sea Foam Soap Company of Blue Eden in Stone Harbor, N.J. The company’s bestselling scent is called “Beach” and is available in an entire collection of products.

Personal care merchandise at Sea Foam Soap Company of Blue Eden. Some soap available at the store is infused with Himalayan salt for an exfoliating property.

Merchandiseto Pamper (From page 123)

Ranoia said. “My philosophy is always, ‘The more you have, the more you sell.’ I’m always mindful of that in my displays. Everything is very organized on the tables. And keep the store clean—everyone wants to come into a clean store. The girls behind the counters are wearing aprons so they’re easily identified. When things are organized and categorized, it’s easy [for customers] to look for it, ask questions about it. That’s also why we’re here—to answer your questions and tell you about the products. We’re not dermatologists by any means, but we’ve worked with the stuff long enough to make recommendations,” she added.

Hearn said creating a clean, pleasant space for customers to pause—and allowing them to test the products—helps to boost sales of personal care items. “Unfortunately, manufacturer testers have been removed for guest’s safety, but having staff engage and dispense small amounts of product has been helpful. Shelf talkers are important; guests want to know what ingredients are in the product line. [A good display] is clean and organized, with good product variety, shelf talkers, props, and dimension. And do not forget lighting!”

Today’s consumers are more educated than ever, rely -

ing on business’ social media pages and online reviews gather information before making a purchase. Retailers should not neglect their social media presence. Explainer videos, behind-the-scenes glimpses at the manufacturing process, and much more are common on social media today. “Social media plays a big part in our merchandising,” Ranoia said. “We want to do a beautiful display and put it on Instagram and Facebook to get into our store. It helps to sell the product and create brand awareness for us. That’s my biggest word of advice for any store—create a good experience, be on top of your social media. People do look at that. We post every day on social media—it lets people know we’re here. We’re not just open three months of the year—we’re open year-round. We’re off the beaten path so we have to be a little creative with our curb appeal and displays. We try to think of different things that will work and people will like.” ❖

Dog merchandise at Sea Foam Soap Company of Blue Eden. Customers order online year-round from the store, the owner said.

Egg-shaped items make for a colorful display at Beach Soap and Candle Co.

IGES Feature Story

Going for Style Apparel and Sunglasses at Resort Gift Stores

By Sara Karnish

Apparel and sunglasses are two consistent best-sellers at resort gift stores. From name-dropped and logoed T-shirts to upscale resort wear, resort stores carry a selection of apparel for everyone. Sunglasses, more of an essential accessory, can add a stylish finishing touch to any outfit.

“My top sellers are T-shirts and sweatshirts—this year in crew neck—with ‘Garden City, SC’ in the design,” said Emily Fassett , owner of The Deck Shop at Water’s Edge Resort in Garden City, S.C. “I sell Comfort Colors tees and MV Sport Vintage sweatshirts, and carry Florida Hat Company and all styles sell very well.” The Deck Shop carries a wide assortment of merchandise in their 1,000-square-foot store, from beach-themed gifts to beachwear and essentials like sunscreen, sand toys, and snacks.

Standard crew neck sweatshirts have seen a comeback in recent seasons and continue to be popular. “Hoodie”style sweatshirts continue to hold their own in the apparel category; pull-over styles are a best-seller at the Sea Shell Resort and Beach Club in Beach Haven, N.J., according to Resort Manager Jaimee Boyle . Name-dropped apparel always sells well, as it’s a clear memento of a special getaway. Robyn Daniszewski , gift shop supervisor at Audrey’s Gift Shop at Pink Shell Beach Resort and Marina in Fort Myers Beach, Fla., said their best-sellers in apparel include “Pink Shell 50 SPF sun shirts in youth, women’s, men’s, Pink Shell sweatshirts in season, Pink Shell tees in youth, women’s, and men’s.” Daniszewski explained Audrey’s is “not your typical souvenir shop. We have items in the store that represent the Pink Shell, boasting the Pink Shell logo and all along with other brands such as Lilly Pulitzer accessories, Spartina bags and jewelry, Gretchen Scott apparel, Ibkul and Gottex Apparel, Rockin’ Footwear, and many more brands.”

At the Bear Creek Mountain Resort in Macungie, Pa., Retail and Rental Manager Ryan Fanelli said long-sleeved tops are strong sellers. “Being a mountain resort we do a significant amount of sweatshirt

Continued on page 128

Apparel on display at Bear Creek Mountain Resort. Because of its mountain locale, where evenings can be cool, this type of apparel sells well, the retail and rental manager said.

Going for Style (From page 126)

sales. In the summer we sell a couple nice light weight hooded long sleeve shirts as it does get cool at night up here,” he explained. The key with apparel is to strike a balance. “For apparel I found it most important to find a balance between your resort logo, some of which are not exactly great to put on a T-shirt, and themed or seasonal designs. Making something that is fun and unique to your resort draws the eyes of someone in the shop looking for a souvenir but also making sure that you do not have too busy of a design has been something I have found to be very important.”

Sunglasses are both fashionable and functional Although functionality is more of a concern than style for many, finding a look that suits a person’s face is still vital. Fassett has a limited selection at The Deck Shop, carrying only the Panama Jack line, with classic wayfair and aviator styles still the most popular. At the Pink Shell Beach Resort, “we sell a Cliff Weil assortment of glasses in women’s, men’s, youth in the following brands: Red Carpet,

Continued on page 130

RSN 41

A T-shirt display at Bear Creek Mountain Resort. The retail and rental manager said designs that are not too busy do well.

IGES Feature

Going for Style (From page 128)

Illusion, Crave, Sea Striker, Optic Edge, Islander Eyes, and Just a Shade Smaller,” Daniszewski said. Displaying the sunglasses on a spinning rack and having a mirror available so customers can try on a pair or two is helpful.

Retailers also understand the importance of keeping up with trends, even when timeless styles continue to be strong sellers. Carrying a mix of styles tends to be most successful. Boyle noted retro colors and crew cut styles are trending at Sea Shell Resort. At Bear Creek, Fanelli said, “Lightweight soft hand apparel has been on the climb. It does come at an increased cost and pricing, but that hasn’t seemed to deter sales. People know you get what you pay for, so a nice tri blend soft hand fitted shirt is an easy sale as long as you keep your logo clean and simple. This summer we have introduced some ladies crop top T-shirts and those have been a hit, better sales than the ladies tank tops.” Rather than constantly strive to have the latest “it” look, Fanelli said it’s sometimes better to restock the tried-and-true sellers. “If you find something that works, stick with it.

I hear often from the hotel staff that we ‘need’ new designs or colorways because we carry over the same product from year to year. Although we the staff who see this carry over as being lack of new product, the guests of the resort are seeing it for the first time. I have one design for a men’s shirt that we haven’t change the logo, the shirt it is printed on, and the color of the shirt for eight years but it continues to sell as one of the strongest men’s pieces we have,” he said.

Moving merchandise around, especially items which are slow to sell, is surprisingly effective. Regular customers may notice an item that has been lingering on a rack for months if it’s moved to a more visible location. Likewise, discounting items or bundling T-shirts and hats for a packaged deal is also a good way to move slow-selling items.

Mixing cool with classic, name-dropped with name-brand, and displaying the items in a visually appealing way are just a few ways resort stores to draw customers’ attention and drive sales of apparel and sunglasses. ❖

Retail and Rental Manager Ryan Fanelli of Bear Creek Mountain Resort in Macungie, Pa. Fanelli said long-sleeved tops are strong sellers.

Apparel on display at Bear Creek Mountain Resort. Offering themed and seasonal designs, as well as apparel with the resort logo, is a way to strike a balance when it comes to the clothing selection, the retail and rental manager said.

What Is Your Best Display Tip?

As the saying goes, most of a business’ success relies on “location, location, location”. This definitely applies to the apparel merchandise in resort stores. Although a consistently strong seller, resort store managers often have to work within limited space to arrange eye-catching displays.

Merchandising is one of the most creative and effective aspects of retail. Customers are drawn to the visual presentation of a store’s inventory first; the items’ features will ultimately decide the sale. Product placement is also critical. “Display [apparel] in an area that is highly trafficked and

an area where customers have the opportunity to feel the items,” recommended Jaimee Boyle, manager, The Sea Shell Resort and Beach Club, Beach Haven, N.J.

To boost sales of both apparel and sunglasses, Gift Shop Supervisor Robyn Daniszewski of Audrey’s Gift Shop at Pink Shell Beach Resort and Marina in Fort Myers Beach, Fla., recommended putting the newest merchandise front and center so it’s clearly visible for customers.

Due to limited space, Emily Fassett, owner of The Deck Shop @ Water’s Edge Resort, said he and his team have had to be creative with displays. They have

merchandise in multiple locations to keep it visible throughout the resort. “In our gift shop there is very little space to hang an item for display; it is a wall of built in shelving with folded piles of our logo wear. What we did was add a four-way rack to our hotel lobby just outside the gift shop so we can showcase those seasonal and/or new items that I feel will be a hit with our guests,” he explained.

Retail and Rental Manager Ryan Fanelli of Bear Creek Mountain Resort & Conference Center in Macungie, Pa., advised, “Choose carefully what is seen through the windows and change the display often.” ❖

New Product News Brief NB

JackRussell Offers New Line of Transfers

JackRussell is proud to announce the release of its new technology and exclusive FLO-GLO Transfers©.  CEO Ken Kriegel said, “This is a huge game changer for JackRussell and our customers. We’re offering a digital transfer with a much wider, expanded color range, enhanced with fluorescent colors that light up under UV and bar lights. Our transfers make your store look great!”

FLO-GLO Transfers© work on 100% Cotton, 100% Polyester, Poly/Cotton Blends, Spandex, and Lycra with technology ONLY available from JackRussell.

(For more information, visit the company at IGES Pigeon Forge #6753, order at the website http://flo-glotransfers.com, call Ken at 920-5737869, email flo-glotransfers@jackrussellapps.com, or circle 41 on the reader service card.)

JackRussell is producing its new line of transfers in-house to control the product quality.

Housewares Showcase Product News

Hand-Forged Damascus Steel Cleaver

Faneema Cutlery offers an ergonomic and stylish Damascus cleaver with an ergonomic handle that provides excellent balance. You will be able to perform all types of cutting tasks perfectly, from chopping vegetables to cutting meat.

(For more information, visit www.faneemacutlery.com, call 469-388-7343 or circle 29 on the reader service card.)

Home Goods Product News Brief

1 Brilliant Gift, LLC, Offers

Drinkware for Tourists

Memorable

Who doesn’t love a good vacation to their favorite destination? We at 1 Brilliant Gift, LLC, do too, and have created a unique line of drinkware to remind us of those happy places. Your customers will love our design and quality and you will love our fast turnaround time and competitive pricing.

With gifts designed and decorated in Orlando, Fla., 1 Brilliant Gift, LLC, offers thousands of stock designs covering most destinations, all available on our stock drinkware.   Don’t just name-drop your destination, let us design your destination into your graphics, only 36 pieces minimum per design!  Fully custom design is also available for as few as 72 pieces.

Our in-house full color printing and etching processes are state of the art, producing beautiful full color, full wrap graphics on most of our drinkware.  Our on-staff design team is eager to help you with your next project.  Please contact us for nothing other than brilliant results!

(For more information, visit www.1brilliantgift.com or circle 13 on the reader service card.)

Faneema Cutlery offers a cleaver with an ergonomic handle.

Name-dropped wine and whiskey glasses from 1 Brilliant Earth. Contact the company for brilliant results for your custom drinkware project.

IGES Feature Story

Merchandise for the Fun of It Plush and Toys at Public Lands

By Sara Karnish

Purchasing souvenirs is a must for youngsters, whether they are on a school field trip or family vacation. Public lands, popular destinations for both types of getaways, carry a unique selection of toys and plush. These items appeal to young guests as cuddly friends and to parents as creative teaching tools. “Plush is an important category to our assortment because it provides a variety of experiences for kids from the soft touch to all the cute different styles, plus they provide imaginative play,” said Holly Bell , assistant retail manager, Elements Gift Shop, Red Rock Canyon National Conservation Area in Las Vegas, Nev. “Kids love plush and toys! It’s a great way for them to learn about desert animals and reptiles. Many of our products have an interpretive message on the tag to encourage education.”

Bell says their top selling plush is a replica of one of the Canyon’s most special friends. “Jackson the Red Rock Canyon Burro is our best seller, hands down! This adorable burro is a perfect replica of our adopted burro from his freeze mark on his neck to a recording of his brays,” she explained. “Southern Nevada Conservancy adopted Jackson when he was a baby. He lives at Red Rock Canyon Cowboy Trails and loves to receive visitors! Other popular plush animals are desert tortoise, bighorn sheep, coyotes, and rattlesnakes.”

Julie Dougherty , director of park stores at Glacier National Park in Columbia Falls, Mont., said plush grizzly bears and mountain goats are their biggest sellers. Chris Campbell , sales manager at Devils Tower National History Association in Devils Tower, Wyo., said plush prairie dogs are their top seller, followed by plush rattlesnakes and eagles. “The prairie dogs are big sellers because Prairie Dog Town is the first place visitors go in the park, so when the kids

Continued on page 134

Leila Arthur, sales associate, and Beth Dixon, sales associate/Burro Rangler, of Elements Gift Shop at Red Rock Canyon National Conservation Area. Many of the shops toys have interpretive messages on tags to encourage education.

Merchandise for the Fun (From page 133)

come into the shop, they want a plush prairie dog,” she explained. “I really think they sell themselves. I put them right by the front door. When the kids come in, they have a prairie dog in one hand and a rattlesnake in the other and ask their parents to buy them.”

As educational venues, public lands stock plush figurines which are realistic representations of the animals found within their park or conservation area. Don’t expect to find green teddy bears or purple turtles on their store shelves. “Our plush have to be animals that live in the park, so that really limits us to what we can carry,” Dougherty said. “It needs to have some interpretive value—the tag has to [include information] to teach someone about the animal.”

Non-plush toys and games available at public land stores also have some educational or practical aspect. For instance, Dougherty said binoculars are their best-selling

Continued on page 136

RSN 78

Assistant Retail Manager Holly Bell of Elements Gift Shop at Red Rock Canyon National Conservation Area, photographed with Jackson the Red Rock Canyon Burro plush. The real Jackson is a resident, and the plush is a best-seller at the store.

IGES Feature

Merchandise for the Fun (From page 134)

toy; mini building blocks featuring pictures of animals found in the park are top sellers at Red Rock Canyon. “We carry a desert tortoise, desert bighorn sheep, collared lizard, roadrunner, and scorpion. They are the perfect size for little hands and keep them busy for hours!” Bell said.

Games continue to see strong sales as families look for alternatives to screens and electronic devices. The more unique, the better. “Anything with the ‘National Park’ on it sells well,” Campbell said. “We have National Park versions of Monopoly, Scrabble, Yahtzee. Also card games for the car. Puzzles sold like crazy during COVID and are still doing well. Grandparents love to buy them as Christmas gifts. They love them because they’re educational and everyone can get involved.”

Plush and toys give young visitors a new way to engage with nature. “Being able to have a plush so the kids can take it into their hands and [it] educates them about the park…it’s another way to sell product and educate the kids, as well as have something

soft and squishy they can love,” said Paula Henrie , publications specialist, Bryce Canyon Natural History Association in Bryce Canyon, Utah. “Our biggest sellers in the plush are the 12-inch animals—bobcat, chipmunk, mountain lion. North American wildlife. We did add dinosaurs, and they seem to be going well, too. In toys our best-sellers are mini building blocks with North American animals on them, and a custom source hammer to go with the rock formations in the park, and we also had a Mystery Packet, where they buy and get whatever [surprise gift]. We also sell a Park Ranger pickup truck that’s popular with little boys. They see our rangers driving around in these trucks and they want one, too.” She said plush and toys are big sellers because most are small, can fit into a suitcase or car easily, and, she added, “everyone loves Legos.” “The plush are big because they’re cuddly and fun. Grandparents come in and buy a lot. Every kid who walks in wants a plush. We have two [plush] rattlesnakes—one that’s eight feet long, another one that’s longer, and we sell out of them all the time.” National Park-themed games are strong sellers in the games category; Henrie mentioned an animal card matching game called Skunk in the Campground also does well.

Merchandising—always an important aspect of retail—is a bit different for toys and plush because these items are

Continued on page 138

Plush, posters and walking sticks on display at the Logan Pass Store at Glacier National Park. Plush must represent animals that live in the park, the director of park stores said.

Sales Associate Kathy Finger and Sales/Receiving Associate Shana Vanlancker, photographed with last minute pick up items, at Elements Gift Shop at Red Rock Canyon National Conservation Area in Las Vegas, Nev.

Watchover Voodoo

Happiness comes in an irresistibly cute package! Sweet, edgy, loving and bold, our Watchover Voodoo Dolls are packed with maximum personality.

This long-running, best-selling selection of 3.5” string dolls on keychains adds a personal touch to backpacks, purses, luggage, car mirrors and more. Customers go crazy collecting all 72.

Made from string, each high-quality doll comes with a tag that sends a positive, unique message. Each voodoo keychain is attached to a colorful 6.5” backing card, making it the perfect size to bring along good luck wherever it’s needed.

The Leader in Personalized Gift Giving

Excellent quality, value priced gifts. H&H floor displays are highly productive and designed to maximize retail sales.

Merchandise for the Fun (From page 136)

aimed at a different demographic. “Your best-sellers are now at eye-level which going to be a bit lower and creating eye catching displays that are kid friendly is a must,” Bell pointed out. “Ask what their favorite animal is. We often will suggest items we have purchased for our own kids and grandkids which helps make them relatable. We like to educate the kids to respect and observe wild animals and not to try to pet them like they can with the plush.” Campbell said a good display sticks with the basics—fullness, cleanliness, and items are at eye level. She mentioned another tip: “I have one shelf in my store where I put all my ‘hot’ items. Anything I put on this shelf sells like crazy—it’s the darnedest thing. Right now it’s cookbooks.” Henrie, who arranges most of the displays in the 1,600-square-foot store, said she’s gotten positive comments on her arranging, and she tends to group similar items. “In our geology section, for instance, we’ll have books, maybe some rocks, some dinosaurs …that seems to work really well.

Seasonal Sales Associate Eliza Grigsby of the Glacier National Park’s Apgar Visitor Center in Columbia Falls, Mont. Plush grizzly bears and mountain goats are the biggest sellers for the organization.

Also, if the customer can hold an item in their hands, they are more apt to buy.”

Providing customers with a clean, tidy, well-organized store, with merchandise which is clearly labeled and easy to find, empowers customers to browse and buy on their own. When staff can speak with customers more frequently to share information and answer questions, it helps customers make buying decisions. Bell said her selling tips are effective “because we take the time with each visitor to learn their interests and help make the best choice. We like to help visitors remember their time at Red Rock Canyon by providing merchandise that helps recreate all the great memories they made during their stay with us. We have an experienced staff who enjoys engaging with the customer about their visitor experience and help them choose the right item based on the child’s age and interests.” ❖

Associate Director of People and Culture Renee Metcalf of the Glacier National Park. Toy binoculars sell well for the park.

Building Relationships, Building Businesses

Apparel Trends at Black-Owned Apparel Boutiques

Over 15 years in Philadelphia retail, Steve Jamison has been successful by building relationships. He greets every potential client at Blue Sole Shoes with a handshake upon entering, or a wave as they walk by.

“The most important factor is listening to customers and understanding their particular needs,” Jamison explained. He makes sure his staff asks questions to get an idea of what patrons are looking for — and if Blue Sole doesn’t have it, he’ll refer them somewhere else: “It’s not necessarily about making the sale that day.”

That service-driven approach to retail is what makes Blue Sole Shoes among Philadelphia’s most successful Black-owned businesses. The venerable Center City store carries a huge selection of styles and brands, from fashion sneakers to formal dress shoes. Jamison is always adding new items from trade shows, and he has long-standing relationships with designers and manufacturers.

“My clientele is everyone from a young guy buying a pair of shoes for prom to an older, perhaps retired gentleman who just loves shoes,” noted Jamison. While his store’s huge variety means no single brand is a best-seller, Jamison has noticed a trend toward sportier looks, even for the office or dressy occasions. “I think it’s because men are generally dressing more casually lately,” the Sherri Hall, owner/designer, of Blacqskirt The Design House in Philadelphia, Pa. Hall launched her brand in 2007, and the business now includes both online and physical stores as well as pop-up boutiques.

retailer observed.

Comfort is also a priority for shoppers at Sincerely, Tommy, a Black-owned Brooklyn boutique. Vintage Curator Mary Williams said the store’s best-sellers are “things that are sheer, lightweight, breezy,” she said, noting that she sources her wares “all over the place.” Reflecting the dual trends of 2022, Sincerely, Tommy customers either want oversized looks or body-conscious, skin-tight styles this year, Williams said.

The retailer thinks she’s been successful by relying on her fashion instincts. “I generally think of myself as someone who has great taste, and that translates fairly well” to the boutique, Williams said. “People trust me to decipher what I think looks cool, and what shoppers will like.”

Over eight years in Bedford-Stuyvestant, the self-styled “lifestyle concept store” has built that trust through a local approach. “If they’re neighborhood people, they’re looking for you to recognize them when they come in,” Williams explained. “They want that personal interaction, to not make it so cold.”

A comfortable, homey environment is also the goal at the BLACQSKIRT Design House in Philadelphia, Pa. “We want you to feel welcome,” said Store Manager Makai Dennis . “You may come in not looking your best or feeling your best. But when you walk out, we want you to feel your best. We hope you try whatever you want, we give you options, we’re never rushing you.”

The BLACQSKIRT Design House was born after Sherri Hall , frustrated at finding clothing that fit well, turned to her mother, Sybil Lyles, an experienced seamstress. The two developed a collection of A-line skirts, the signature item for a brand that launched in 2007. Today, the business includes an online store and pop-up boutiques, in addition to a 750-square-foot location in the Mt. Airy neighborhood. Shoppers will find a selection of Hall’s hand-crafted goods along with new and up-cycled garments.

To that end, the brand offers what Hall calls inclusive sizing — from size XS to 3X, so most women can find something that fits. “We also never buy things twice,” explained Dennis. “So you’ll be able to wear things you buy here without seeing them on anybody else.”

Some Black-owned stores, like Kutula by Africana, appeal to customers with an overtly African aesthetic.

The Los Angeles emporium specializes in what Owner Bo Anuluoha calls authentic African fabrics, especially the best-selling dashikis and flowy dresses popular with customers.

Anuluoha travels widely and visits trade shows to source her merchandise. “I do my research,” she said. “We have the best in the country when it comes to selection.” In the era of online shopping, Anuluoha also knows shoppers visit her 1,000-square-foot store for a one-on-one experience. “That’s why people go to boutiques — because they want personal service,” she said.

Building those relationships is more important than ever for independent boutiques, according to Shanae Simon , owner of Closet of Classè in Tampa, Fla. “I constantly talk to people,” said the retailer. “Anywhere and everywhere you go, you should start with, ‘I own this business.’ Just whenever it comes up in the conversation. I mean, how will people know about your brand if you don’t tell them?”

Simon’s is a 100% resell business: She buys fashion and accessories from locals, then re-sells them at impulse-buy prices. It’s an inclusive retail model, with sizes from XS to 2X and most items under $15. “I have women from 18 all the way to 70 come in and shop,” Simon said.

“Going-out pieces” are always popular, especially statement tops. “And sunglasses, always. You can never have too many of those,” Simon noted. “People love finding things here that are unique; they’re one of a kind. And stylish. And everything is $20 or less.” ❖

An exterior view of Blacqskirt. Creating a comfortable, homey environment is a goal for the business.

Color Crush: Top-Selling Apparel at Theme and Water Parks

By Karen Appold

Tie-dyed apparel continues to be all the rage at some water and theme park gift shops.

In particular, James Mayall , director of games and merchandise at DelGrosso’s Park & Laguna Splash in Tipton, Pa., said the tie-dye aquariums blue and tie-dye rainbow color tone youth T-shirt with an urban print is the best-seller in this category. “Tie-dye has been very popular and a top seller over the past five years,” he said. “The shirt’s urban print works well with guests of any age.”

Tie-dyed name-dropped T-shirts sell especially well for Michael Cordani , merchandise manager at Wild Adventures in Valdosta, Ga. In fact, he said any clothing items that are tie-dyed are hot items, including tanks and shorts.

Tie-dye tees and hoods are popular for Nikki Coyle, corporate retail director at Kalahari Resorts in Pocono Manor, Pa., which has an indoor waterpark. “Tie-dye made a comeback several years ago and is still on trend for all ages,” she said. Its eight shops, which range from 150 to 6,200 square feet, carry eight colors in both youth and adult sizes. The shops have also had success selling tie-dye clothing for toddlers and infants.

Another popular seller for Mayall is the Adult Sports Seal Live in Tell T-shirt in three different colors including sangria, ice, and sage with a white faded print. “They are popular because of the collegiate design, which is found on a lot of college-branded apparel,” he said. This particular apparel also incorporates the park’s 75th anniversary in the design, which helped to make it one of the top three sellers of apparel for 2022.

The adult Park Grove Cromer Sweatshirt with a hood in navy with a white print and a white sweatshirt with a hood featuring a navy print is also a good seller for Mayall. “Similar to the T-shirts, the sweatshirts are

popular because of the collegiate design which is found on most college-branded apparel,” he said. Also, because the park is situated only 30 minutes south of Penn State University’s main campus, using blue and white in the design increases the apparel’s demand.

Name-dropped promo tees from Prairie Mountain also take the cake at Wild Adventures’ seven shops. “These do well because of the sheer cost of the item,” Cordani said. “We have to purchase a large quantity in

Continued on page 144

Team Leader Lisa Kuhn and Team Member Cyrus Simmons of DelGrosso’s Park & Laguna Splash. The games and merchandise director advised keeping good selling items for a few seasons.

Color Crush (From page 142)

order to get the right pricing.” He charges $30 for two or $19.99 for one.

Swimwear is another good seller for Cordani. “You would be surprised at how many guests come here who need swim suits,” he said.

A top-seller for Coyle is the Adult Popularity crew neck sweatshirt. “Crew neck sweatshirts are back and this embroidered one is unisex and has great crossover appeal for all ages,” she said.

Stocking New Items

If something is a good seller, Mayall recommended keeping it for at least a few seasons. “If it continues to be a best-seller, why change it?” he said.

When looking for new apparel to stock, consider using programs. “A strong program could include multiple pieces of apparel and accessories such as hats and bags,” Mayall said. “This appeals to guests, especially teenagers who tend to purchase

Apparel Product News Brief

Uzzi Amphibious Gear Offers Outdoor Apparel for Kids and Adults

Uzzi Amphibious Gear began in 1995, after the founders envisioned a clothing brand inspired by Nature, Land, and Ocean. The company strives for comfort and perfection by creating innovative garments for people who enjoy an active and social lifestyle. From the beach to the boat, divers to hikers, kids to adults, the company’s products are designed to blur the lines between land and water.

Uzzi Amphibious Gear creates catalysts for adventure, exploring the outdoors, and living. If you enjoy surfing, swimming, boating, camping, hiking, and being outdoors, we are the brand. We specialize in swimwear, outerwear, and activewear for men, women, and children.

(For more information, visit www.uzzi.com, call 954-777-9595 or circle 85 on the reader service card.)

A sweatshirt display at DelGrosso’s Park & Laguna Splash. The games and merchandise director advised visiting local malls and apparel stores to see the up and coming items.

Uzzi Amphibious Gear specializes in swimwear, outerwear, and activewear for men, women, and children.

shirts and matching shorts.”

In order to stay abreast of trends and to see what’s up and coming, Mayall suggested visiting local malls and apparel stores. Share mock-ups of apparel designs with people you know. “Find out what people like by asking co-workers, friends, and focus groups,” he said. “These people are your shoppers.”

Cordani said it’s important to know who your customer is and what they need and like. “Ask where they’re from, what they’re celebrating, and who they’re with,” he said. “When a customer feels comfortable where they’re shopping, they’re more likely to open up their purse strings! “

Train your team to listen to what customers want,” Cordani said. “Any feedback is good feedback. Take it, evaluate it, and make it happen!”

When looking for new items to stock, Jared Sorensen , chief visionary officer at Majestic Caverns in Childersburg, Ala., follows trends on social media and observes what guests wear to his attraction—which has a cave as well as amusement rides. “Always make sure to have a variety of cuts that would interest any demographic and a range of seasonal styles for different climates,” he said.

Coyle is sure to pick a soft and comfortable material for apparel. Furthermore, she aims to choose universal colors or colors that everyone likes. “This is important to bring more options to different people,” she said.

Popular Trends

For Mayall, in addition to tie-dye, navy T-shirts and sweat-

shirts sell well at his two shops, which boast 2,400 and 1,200 square feet. “Navy apparel has always been a staple in our gift shops,” Mayall said. “It works well with simple designs as well as more custom designs.”

Neon colors are also still popular with Tshirts in adult and children sizes. “We sell a lot of neon T-shirts, crop tops, hats, and shorts,” Mayall said. “This year, we did a summer vibes program that included shorts, sweatshirts, and T-shirts and they sell very well.”

Sorensen has found that earth tones and neutral colors move much quicker with

Continued on page 146

Tie-dye and navy T-shirts and sweatshirts are best-selling for DelGrosso’s Park & Laguna Splash, according to the games and merchandise director. Shown is a display of T-shirts and plush.

Michael Cordani, merchandise manager, Wild Adventures Theme Park, Valdosta, Ga. Tie-dye, name-dropped T-shirts sell especially well for the store, Cordani said.

older generations compared to striking, bright colors which typically draw children. “We’re putting reorders through weekly due to the trending comeback of snapback hats, which are now accompanied with leather engraved logos,” he said.

How Staff Can Boost Sales

In order for a customer service team to increase sales, Mayall said you need to give your team the tools to do the job. “Make sure your team is knowledgeable about the apparel you’re selling,” Mayall said. “T-shirts and sweatshirts come in a variety of weights and textures. This is important for your team to know so they can make recommendations to guests who may have a specific need.”

Furthermore, Mayall advised informing team members about the specifics or story behind your designs. “This could be your park’s opening year, past or present attractions in a design, or even a milestone anniversary,” Mayall said.

Rather than having staff stay behind a counter or register, Sorensen said it’s important to encourage staff

to get onto the shop floor. “While organizing and maintaining displays, they can relate to guests and see if they can help them find what they’re looking for and make recommendations,” he said.

Coyle likes to merchandise items in collections to ensure that guests can see all like items, which can lead to a quick add-on to a purchase. “If someone buys a tiedye hoodie, a matching tee is folded nearby,” she said. Associates wear the shops’ apparel and can explain the fit and feel of the garment.

Apparel Displays

Attracting attention to clothing is another way to boost sales. Mayall’s shops display apparel on wall units and four-way units. “When guests enter a store, they are greeted with a vibrant splash of colors on the sevenfoot wall units and the four ways are portable so we can place them close to the doors so guests see the apparel when coming inside,” he said.

For Sorensen, it’s important to use a variety of shapes and dynamic heights for visitors to peer around the 3,600-square-foot shop. He recommended using cir-

Amy Gebhard, merchandise lead, Wild Adventures Theme Park. There are seven shops at the park.

Games and Merchandise Director James Mayall of DelGrosso’s Park & Laguna Splash in Tipton, Pa., photographed with plush and toys. T-shirts including design elements celebrating the park’s 75th anniversary were top selling for the park this year, he said.

Color Crush (From page 145)

cular tables as a base so guests can ideally flow and minimize bumping into corners. Stacking rectangular chests and square crates creates intrigue for the base of a display.

Sorensen said the game-changer for any visual display is to tell a story. “In order to do that, you need to find the right balance of lighting, shadows, and color to create a scene,” he said. “It’s important to highlight a particular item by creating surrounding dark, cool lighting with ambient light to create shadows. It’s exponentially more effective if you have atmospheric music to settle guests into any story-based experience, especially by creating a relaxing environment surrounding a financial transaction.”

Coyle likes placing new items front and forward and moves items around daily to ensure that everything looks new and fresh. She merchandises apparel with other souvenir items such as mugs and keychains to show that they can add lots of great items to a purchase. ❖

Apparel Product News Brief

Branded Store Neck Tags Are Available from JackRussell

Brand your store’s merchandise with your logo as a Full Color, Neck Size Tag from JackRussell!  The company’s talented art team will design a digital transfer neck tag for as little as 25 cents each in quantity. Available in both Adult and Youth sizes for 100% Cotton and 50/50 Poly Cotton Blend.

Personalize it even more by adding your website, phone number and city location to remind your customers where they purchased that great garment. JackRussell prints and ships FAST! Your success is their goal. IGES Pigeon Forge #6753.

(For more information, call or email Ken to order, or for a catalog, at 920-573-7869 or necktags@jackrussellapps.com. For additional information, visit https://jackrussellapps.com/ javanews/jackrussell/ or circle 41 on the reader service card.)

Team Leader Alex Perry of DelGrosso's Park & Laguna Splash in Tipton, Pa.

Jack Russell offers full color size neck tag heat transfers. The talented art team at JackRussell will design a digital transfer neck tag for as little as 25 cents each in quantity. The company prints and ships fast.

Gifts for Fashion and Peace of Mind

Jewelry at Jewelry and Inspirational Stores

By June Allan Corrigan

What prompts someone to buy a piece of jewelry? Motivating factors can be quite specific although baubles and trinkets are also purchased on a mere whim. Whatever the scenario, shopkeepers in tune with their demographic post strong sales as the following three establishments illustrate.

Jewelry pieces made with rose quartz are consistent bestsellers at The Crystal Matrix Center in Los Angeles, Calif. “Stretch bracelets – the little Buddha bracelets, as they’re called – are very popular right now,” said Patricia Bankins , owner of the facility which began as a small holistic healing center and now includes 1,100-square-feet of retail space. Since rose quartz is known as the stone of unconditional love, pendants featuring it tend to get a lot of attention as well. “Anything that is worn over the heart, in particular, the energy is being recirculated throughout the body.”

Bankins noted that moldavite – a crystal formed by meteorite impacts and mined in the Czech Republic – has been having a moment. “It’s a popular stone with all age groups.” Demand for jewelry made with the greenish natural glass continues due to its purported emotional and physical healing powers. However, the sticking point with moldavite is that its price has risen since COVID caused mining to shut down. This causes some shoppers to pause even though

Bankins has plenty of moldavite on hand.

Jewelry featuring black tourmaline – also known as Schorl –sells very well at The Crystal Matrix Center. “It’s a great protective stone. If you’re around people who tend to be negative – black tourmaline will deflect that negativity,” said Bankins. Her clientele frequently consists of couples in their 20s and 30s but she also gets a lot of young kids and teens. The latter are entranced by the stones and their interest is being fanned by TikTok videos. “As a store owner, I’m gracious and generous to all my customers because the young ones especially might find something that’s brand new to them. They’re not buying a lot right now – maybe only a couple of little tumbled stones – but when they get into it, it’s very seductive. They could be your thousand-dollar customer a few years down the line.”

Everyone has their own unique approach to wearing jewelry. Some like to personalize it which explains why pendants and charms garner so much interest at

Continued on page 150

Necklaces and earrings on display at Max’s. It is often said at the store “let your style be your story” and “own your style,” the owner said.

Jewelry

Gifts for Fashion (From page 148)

Max’s in St. Louis Park, Minn., according to store Owner Ellen Hertz. One of her top sellers is Erica Molinan’s jewelry which is double sided and features a quote on one side.

“While we wear jewelry because it’s pretty or we think it’s a ‘cool’ piece, I also think people like to choose jewelry that they believe reflects who they are and a pendant ‘story’ allows them to do that,” said Hertz. “At Max’s, we often say: ‘let your style be your story’ and ‘own your style,’ and jewelry is a way to do that.”

Although stacking rings has been trending for a while, Hertz has noticed people gravitating towards wearing multiple pieces of jewelry in every category. “Layers, layer and more layers!” she said. Since multiple ear piercings are commonplace, many of Max’s customers – especially the younger ones – are buying lots of studs. “Often, we sell only one stud as people like to mix and match and have a real ‘ear’ party going on!” Necklace layering has become quite the thing too.

“The concept of a ‘neck mess,’ which was coined by others in the industry a few years ago, has really exploded,” says Hertz. Whereas once people were simply layering small and deli-

A candy display at Max’s. The store’s primary demographic is the self-purchasing women, the owner said.

At Max’s, fine jewelry was still selling during the height of the pandemic, and the owner said it was part of an effort to lift shoppers’ spirits.

A bright display of merchandise at Max’s. Layering of all types of jewelry is popular, the owner said.

cate necklaces, the look of wearing bigger and chunkier pieces together is everywhere.

Hertz attributed the propensity to layer jewelry to the pandemic. “People are wanting to wear so much together because they have the pieces and haven’t been able to go out and wear them much in the last two years.” Max’s – a 1,900-square-foot establishment with 1,100-square-feet of retail space – has many customers who continued to buy fine jewelry during the height of the pandemic as part of an effort to lift their spirits. “Now that we’re out and about again, I think people want to wear what they have.”

Max’s primary demographic is the self-purchasing woman. The 16-year-old store’s jewelry offerings tend to skew contemporary although many different definitions of that term are represented. “Our jewelry appeals to women who want something different than what they’ve historically been wearing, so they’re attracted to our collection of designers,” Hertz concluded.

Meanwhile, anyone seeking inspiration and affirmation would do well to visit Spirit Dancer Crystals and Gifts in Burlington, Vt. In addition to offering different spiritual classes and workshops, the metaphysical book and gift shop carries a good assortment of symbolic jewelry. According to store Owner Annette Gingras , the best-selling items are Norse and Pagan jewelry

Continued on page 152

Ellen Hertz, owner, Max’s, St. Louis Park, Minn. A top seller for the store is jewelry that features a quote on one side.

Jewelry

Gifts for Fashion (From page 151)

items, primarily pendants. “I believe that they sell well because they represent different aspects of our customers and how they are wanting to present in the world in both their spiritual communities and in their lives.”

By way of example, Gingras pointed to any of the triple goddess symbols or pentagrams her small boutique retail space has on display. Upon seeing them, people immediately know they’re in a store with a community that supports them. Jewelry along those lines sparks a connection.

“It’s like a talisman – an outward expression or something that helps them to feel

Jewelry Product News Brief

Friendly Crystal Offers Crystal and Gemstone Jewelry

Friendly Crystals is a wholesale crystals and gemstone jewelry supplier with offices in USA and Canada. Proudly family-owned and operated since 2006, the company’s continued dedication to high-quality standards and our personalized approach has led to long-lasting client friendships.

The company’s all-natural gemstone products are beautiful and known for their strong healing properties. Each product Friendly Crystals offers makes a meaningful gift.

The company’s best-selling power bracelets are attractively carded with gemstone meanings in two options - English/Spanish and English/French. The built-in marketing on the tags help sell them and the company’s customers have seen their bracelet sales soaring!

Visit Friendly Crystals at the 2022 Las Vegas Souvenir and Resort Gift Show

September 20-23 Las Vegas Convention Center – South Hall – Booth #3427.

(For more information, visit www.friendlycrystals.com, call 800-372-6839, or circle 31 on the reader service card.)

Power bracelets from Friendly Crystals are carded with gemstone meanings in two options - English/Spanish and English/French.

The 16-year-old store showcases contemporary pieces.

safer or connected in their body.” Gingras herself wears the Seed of Life and crystal pendants which tend to initiate conversations with people from all walks of life. “There’s a relatability.”

As for trends, the aforementioned Norse jewelry continues to be popular, as does anything representative of druids or fairies. Spirit Dancer Crystal and Gifts’ prime demographic are individuals in their late teens through early 30s. This age range tends to be seeking and wanting or feeling a connection to nature and nature-based modalities or magic. A good percentage of their interest can be traced back to popular literature.

“When Harry Potter came out, there was a huge surge in young people stepping into and understanding that anything is possible when it comes to their imagination,” explained Gingras. “And I believe a lot of the fantasy books that are out there are allowing them to be able to connect to what we call the magical child or the inner child and that ability to play.”

Gifts Product News Brief NB

Urban Charm Announces New Products –Stainless Steel and Glass Magnets

Urban Charm now offers stainless steel and glass magnets. These sturdy magnets come in two sizes – 1 inch and 1.25 inch. Only $2 wholesale, these magnets can have custom artwork, photo or logo for your store or destination. We offer low minimums on our custom products so that you can discover what sells best for your store needs. We have hundreds of artwork designs to choose from in our catalog.

Looking for something else? Just ask! We love to create custom pieces exclusive to your store. With our one of a kind jewelry, magnets and keychains, we can design anything - from quotes and words to images.

All of our jewelry and accessory designs are made in Pennsylvania. Components are made from stainless steel and pewter.

(For more information, visit www.urbancharminspires.com, call Kim at 610-790-3244 for your own free custom order today, or circle 84 on the reader service card.)

Interior views of Max’s. Shoppers like personalized jewelry, the owner said, and pendants and charms are good selling for the store.

Urban Charm now offers stainless steel and glass magnets in two sizes.

Where Presentation Is Nice, But Selection Sells

Jewelry Displays and Lighting at Hallmark and Gift Stores

Good lighting always helps sell jewelry — especially fine jewelry, which sparkles under strategically placed spotlights. And as any retailer will attest, artful displays can make the difference between snappy sales and merchandise that lingers.

But Hallmark and gift shop retailers report that by far, the biggest factor in moving merchandise is having an appealing selection. Hallmark shoppers in particular seek out collectible costume brands like Pura Vida and Silver Forest, while independent gift shops do well with local and artisan wares.

At Re-Pop Gifts in Boise, Idaho, much of the store’s jewelry is locally sourced from independent artisans. Popular baubles often feature kitschy themes like Dolly Parton or characters from “The Office.”

you really want the lights to make it sparkle," Hilgert explained. "Obviously, the whole store is lit pretty well." Re-Pop Gifts does illuminate its retro apothecary cabinets with special lights to draw shoppers' attention. Hilgert also displays some jewelry on novelty fixtures — some crafted from Lego pieces — along with spinners for earrings.

In New York City, Juliana Stevens favors soft, golden lighting for her jewelry selection at The Evolution Store, the 1,100-square-foot gift emporium she has run on Broadway for nearly 30 years. "We tend to use more of a yellow light instead of a hard, white or blue light," Stevens explained. "It fits the aesthetic of our store and makes everything look warmer. But of course, I don't know if that would work for everybody."

The Evolution Store features a mix of fine and costume jewelry, most rendered in silver and silver tone metals. Stevens said her jewelry display cases are fitted with LED light strips to show off wares inside.

Owner Millie Hilgert said that while she takes care to present her wares in a space that is attractively lit and well organized, she doesn't feel the need for spotlights for her pop culture-inspired costume jewelry.

"My customers need enough light to see what they’re looking at, but it’s not like buying fine jewelry, where

Jewelry has been a strong business at Kristi's Hallmark shop in Saint Clair Shores, Mich. The store features a mix of popular jewelry brands like Pura Vida — a California line of hand-beaded pieces from Costa Rica — and Silver Forest, which specializes in handcrafted, nature-inspired designs.

"We are a Hallmark store, so we're generally well lit all over," affirmed Denise Searcy , manager at Kristi’s Hallmark shop in Saint Clair Shores, Mich. Searcy displays some of the items in cases, with others distributed

“We tend to use more of a yellow light instead of a hard, white or blue light. It fits the aesthetic of our store and makes everything look warmer. But of course, I don’t know if that would work for everybody.”

- Juliana Stevens, The Evolution Store, New York, N.Y.

Spotlight on Store Fixtures and Lighting

throughout the floor of the gift shop.

As elsewhere, earrings are a best-seller, especially from the collectible Silver Forest line, which offers coordinating pieces and a popular loyalty program. Kristi's does especially well with crosses and other faith-themed jewelry as well, according to Searcy.

Jewelry is also a perennially strong category at Lori's Card and Gift in Hayward, Wis. But after strong sales last year, Owner Donna Disera has noticed demand softening throughout the store this year, perhaps in response to rising inflation.

Lori's is a 16-year fixture in Hayward, which sees a lot of business from seasonal vacationers in Wisconsin’s Northwoods region.

At the 2,100-square-foot Hallmark Gold Crown store, Disera

a while, and then it just slowed down.” Taking her cue from customers, Starman put the store’s remaining jewelry — mostly bracelets — on the clearance rack and is waiting for tastes to shift before replenishing inventory.

“I'm sure that jewelry will come back in a few years,” Starman added, “and then we'll get more in stock.” ❖

features a large mix of fine and costume jewelry. In the latter department, the Silver Forest line is a consistent hit with shoppers. "We keep our finer jewelry in a locked case with LED lighting," the retailer said. The displays are attractive and seem effective, so Disera said she doesn't overthink it. "I don't really have strong opinions about the lighting, to be honest," she laughed.

Regardless of displays and lighting, jewelry doesn’t sell well everywhere. At Jan's Hallmark in Allen Park, Mich., earrings, necklaces and bracelets haven't been attracting shoppers this year. “These things go in cycles,” reflected Manager Shell Starman . “Jewelry was selling like crazy for

“We are a Hallmark store, so we're generally well lit all over.”

- Denise Searcy, Kristi’s Hallmark, Saint Clair Shores, Mich.

Arranging Merchandise By the Book Display Trends at College Stores

Having engaging displays is just as important at college stores as it is at merchandisers that are not located on a college campus. From attracting customers to moving products, college store staff members for this article discussed just what they do to get an "A" in display.

At the Seattle University Campus Store, store Manager Sione Pauu described the display philosophy of the Seattle, Wash. store as involving both thematic and mix and match approaches.

“In terms of themes, we usually go with seasonal themes, it just depends on the time of the year. Backto-school is the season that we focus on dorm related merchandise, while in the winter, we are more about sweaters and warmer clothing in our displays. We will definitely mix and match items in our displays, but usually things that would naturally go together, like sweaters with hats.” Pauu’s top display tip is to “Display whatever is in stock and place it where it is going to be seen. At our store, we have displays at both of our entrances with lots of new items.”

The lesson Pauu has learned and wants to impart about successful displays is basically all about keeping things fresh.

“The best way to display merchandise is to always change the displays, do it more often than not. You need to do that to attract more attention. Even if it’s the same season, so thematically you’re not changing the display, you want to keep it looking fresh and different.” He added, “We get a lot of the same people coming in, the same students, so you have to keep changing the look so they know there are different things in the store, things they wouldn’t see otherwise without a fresh display to show them.”

In Tucson, Ariz., Cely Portillo , clothing associate at the University of Arizona Bookstore, has created many different displays. “All of our displays really focus on the brands we offer. We carry a lot of name brands, particularly in clothing, whether it is Nike or Collesium or what have you. We also believe in doing mix and match with our merchandise, usually in themed displays. Let’s say we have a Mom-and-Dad themed display, that’s where we would really have things like decals, shirts,

mugs, all of that placed together in one display, but as items that would appeal to parents.”

Portillo’s top display tip is to “keep things organized. Our merchandise is primarily displayed in the departments where the displays fit, clothing is a bit of an outlier with that, we have clothing in displays all over the

Continued on page 158

Apparel on display at the Kauai Community College Bookstore in Lihu’e Hawaii. The store focuses on keeping like items together in expected places for shoppers.

Spotlight on Store Fixtures and Lighting

store, but other categories, whether it’s school supplies or general merchandise, those displays are by department.”

Placement within the store is also important, whether within departments or on the general merchandise floor. “We have two front displays that contain whatever the most recent merchandise may be, so we can attract the most attention to that. We will keep our branded items such as Nike on one of the tables, on the other it might be a seasonal display. Around Father’s Day we had gift ideas like sweaters and shirts for dads and mugs together on the other upfront display table.”

The biggest lesson she can impart in terms of display is like Pauu’s in Seattle. “We think it is important to change our displays frequently. Of course, it depends on what is going on at the time, but we change things out a lot in a way that fits within a specific season.” She noted “Our next big displays throughout the store will be for back to school; keeping within that general category of back-toschool items, we will change displays frequently.”

Steve Wenger , store director at the Wildcat Shop at Central Washington University in Ellensburg, Wash., said that the store’s general display philosophy right out of the gate is to change up displays constantly. “Especially our end cap displays, it’s very important to change those regularly. While some of our staples don’t change, for the most part our displays are seasonal, and we want to keep those displays fresh. We want to make sure that any product we feature is moved on a regular basis and displayed differently for each season.” He also noted that “We will move locations within the store to high traffic areas, both to display new merchandise and for merchandise that maybe isn’t moving as quickly in other locations.” Wenger said there are several display areas that are more prominent and draw more customers than others, and those are the places that he displays the newest merchandise. “Typically, those are on the right-hand side of the store entrance, and in the

center of our downstairs area. There’s a lot of foot traffic in those locations.”

As to overall display tips, he said, “We believe in cross-merchandising in our displays. We want a good match with our one key product we are trying to sell, and then we add other things that might be considered additional sale items into that.” He described the approach as a mix of thematic with mix and match styles in the store’s displays overall.

According to Wenger, “Typically, since we are going to try to move several different types of merchandise in one display, we will place compatible items together. For example, we will have a selection of graduation alumni products with license plates, a sweatshirt, and a T-shirt that we really want to sell all in an attractive combination of items placed together.”

Wenger added that the best lesson he’s learned in terms of campus store display is the same as the store’s overall philosophy: to change things out frequently. Just like Pauu and Portillo, he pointed out that changing things up is key to attracting buyers. “When you change things up, you continue to catch the customer’s eye. Never have the same thing in the same location for more than two or three weeks. It really does help to move our product, especially on those end caps, if you move something to another location. Chances are the item will catch attention all over again in that second location.” He repeated, “I can’t stress it enough; you want to move things around and keep things fresh.”

Wenger’s store is large, with a 9,500-square-foot sales floor, which makes the plan of moving merchandise around the store to keep a fresh look even more important, as not all shoppers will visit all areas of the store at one time.

At Kauai Community College Bookstore in Lihu’e, Hawaii, store Manager Noel Mock has a different approach to display than that of the bookstore staff in mainland locations.

Mock explained that the store uses display racks and bookshelves, keeping a focus on having items in expect-

Merchandise on display at Kauai Community College. The manager would like to change out displays more often, but is limited due to staffing.

Arranging Merchandise (From page 156)

ed place in the store with some mix and match thrown in. “We will have our T-shirts with logo umbrellas and other logo items, for example. But we try to group items together more than anything else.” He related that “We have logo apparel in one area, then we have the nursing scrubs and lab work and chef ware in another area; we have textbooks in one area; the school supplies and art in another. While the merchandise and merchandise displays are not necessarily grouped by department, we do group items together by the types of things that students would want to find altogether in one place.”

The 900-square-foot store’s displays of general merchandise are limited. “We will have a couple around in different places to catch someone’s eye, but we usually just keep items in one area so we can easily direct our customers to that one area, and they can easily find what they are looking for in that category on the racks and shelves.”

Mock would like to change displays out more often, but he said, “We just don’t have the manpower. The store is basically just staffed by me and one student as personnel due to budget issues the last five years. So that kind of prevents us from changing merchandise displays as often as we would like, say for back-to-school or seasonal.”

Mock said that he would like to do that kind of changing display, but due to constraints of time and staff, “Mostly what we do is just highlight a particular item, add it to an existing display. We keep the displays we do have wellstocked in each area of the store, so that when people come to find an item, the item is there, and the displays in those departments are up to date. If there is only one item left, we’ll move that to a clearance rack and display it there.” ❖

Office supplies on display at the Kauai Community College Bookstore. Students can find the items they want all in one place in the store, the manager said.

Retail as Respite Tips for Great Displays from Hospital Gift Shops

By Carimé Lane

The Maury Regional Auxiliary Gift Shop in Columbia, Tenn., is an oasis for patients, employees and visitors alike said Tracy Barker, gift shop coordinator.

“We want everywhere people walk into to be an area of respite and intrigue, especially during COVID times,” expressed Barker.

When customers first walk in, it’s important they feel like they’re walking into a special emotionally uplifting place that doesn’t feel like a gift shop in a hospital, she said.

At the Maury Regional, customers are first greeted with greenery and flowers when they enter, so it feels like you’re walking into a small green house. Then, immediately to the right is a display of beautiful jewelry and boutique clothing. These displays make you stop, look and emotionally pull you through the store, explained Barker.

None of the sundry items like medicine, balloons or candies are in the front of the store. The store is set up so the customers are led through the store to the necessities so customers can pick up gifts along the way to the sundry section, Barker said.

None of the display fixtures in the gift shop make you feel like you’re in a hospital, Barker said. Instead, they’ve thrift shopped for antique tables. Every table has a different theme and product explained Barker. Some of their tables also have pull out leaves that transform the shape as well.

“Don’t be afraid to mis-match, as it adds to the intrigue,” said Barker. And while you may want to match some things like wood, for instance, it’s OK if the tables are different shapes, Barker said.

They may cover the tables with velvet for the Christmas season and burlap and fountains in the summer. Your display must continually evolve as time progresses, said Barker. If you take items from the back of the store to the front, customers will see it for the first time, she said.

As they enter the store, customers walk into the greenhouse area and onto a circular vintage rug from Spiker and Co. “They pause in the middle of this circle and take in the color and freshness of this display,” Barker said.

Pictured with Teddy bear and kitchen items, Sales Associate Juliet Summers and Elaine Goetsch, assistant supervisor, of the Mayo Clinic’s Sisters Crossing Gift Shop at Saint Mary’s Campus in Rochester, Minn.

Spotlight on Store Fixtures and Lighting

Then, they automatically turn to the right where a large table and mannequin is set up featuring the newest items in the store. This display will also include a variety of jewelry, as well as some flowers from the greenhouse display. Because each section gradually ends and begins, the customers’ eye to pulled from one display to the next.

She endorses learning from employees when it comes to displays.

“Allow other people in your store to mentor setting up the displays no matter how old they are,” said Barker. “See what lights the 16 or 80 year old you’re working with up.” She suggested taking your most creative employee to market with you. When you’re at the market, they’re already working on your display, she expressed.

Robyn Kuntzmann , brand manager of the Branches Gift Shop division of Morrison Healthcare, explained hospital gift shops are unique in their customer base. She oversees 20 hospital gift shops in nine different states. At these locations, 80 per cent of their sales are to staff of the hospital, including doctors, nurses and food service staff.

Because they have this captive audience, it’s very important that the displays are rotated at least weekly, expressed Kuntzmann.

The staff – who sometimes come in two or three times a day – are looking to get respite from the floors in the gift shop, so they come in seeking snacks, candy and drinks located in the back of the store. This means you must have something up front to capture their at-

tention or they will have blinders on when they walk through the store, Kuntzmann said.

They favor display tables of two or three different heights paired with staggered merchandisers.

“We want the merchandisers to go away; it’s the product that need to be forefront,” Kuntzmann remarked.

The traffic moves straight into the store in almost all cases in their 300 or 400 to 1,000-square-foot stores. The cash wrap is in the back of the store with a full view of the door.

“People will go straight through the door and that’s why it’s important that that line of sight is through that path,” Kuntzmann said.

Displays that pop will entice passersby to come into your store, said Gail Cook , manager at two Mayo Clinic Rochester hospital gift shops: the 1,300-square-foot Sisters Crossing Gift Shop at Saint Mary’s Campus and the 1,193-square-foot Methodist Campus Gift Shop.

“In a hospital gift shop, you only have seconds to capture people’s attention as

Continued on page 162

A display of soy candles with a water element at the Maury Regional Auxiliary Gift Shop in Columbia, Tenn. The staff tries to create an oasis for shoppers in the hospital setting.

Sales Associate Lisa Peterson of the Mayo Clinic Methodist Campus Gift Shop in Rochester, Minn., pictured with a lemonade stand. Displays that pop will inspire shoppers to visit the store, the store manager said.

Spotlight on Store Fixtures and Lighting

they pass by your window,” said Cook. “Staff and visitors are going by windows looking at cell phones and their patient itineraries. If there is something that can capture their attention, a bright color, a funny saying, or an unexpected item, they will stop and look.”

And since customers cannot always stop and shop right away, your display should also be memorable, recommended Cook. If it’s memorable, they will keep thinking about the display, and hopefully stop in later to buy – or even mention the cute item they saw in the window to a friend.

According to Cook, a good display should also tell a story. To do that, you’ll want to pick a theme, and an item to be the focal point. Your customers’ eyes will stop on that item, said Cook, and then move on to the other merchandise you have included in your story. For that reason, you can also sprinkle older items in with the display to make them appear new. Using different heights and depths gives visual interest to the story you’re telling, said Cook. But she also cautions against overcrowding your display.

Jennifer Anderson , assistant supervisor of the Mayo Clinic Methodist Campus Gift Shop, recommended that a hospital gift shop be set up as a destination. Apparel in particular can help patients, visitors and staff imagine destinations that take them away from their present-day stress and worries, said Anderson. “Color, fabrics, and textures in apparel will help evoke their senses, taking them on a journey,” she said.

According to Anderson, one of the best ways to sell

your apparel and accessories is to use a mannequin. She recommended thinking of dressing a mannequin like “outfitting.” “By outfitting your mannequin with current and on trend apparel and an array of accessories, you will enhance visual excitement,” Anderson said.

When outfitting, it’s important to use the rule of three, which is the idea that consumers are visually stimulated when items are displayed in groups of three. An example of utilizing the rule of three, said Anderson, would be arranging styles of earrings, necklaces, and bracelets in one focal point.

Anderson also recommended cross merchandising items to make the most of every inch. “Cross merchandising items from different product categories together will draw attention to your wall or windows showing customers what all your store has to offer,” said Anderson. “Cross merchandising provides value to customers by reminding them of a need, sparking ideas, and streamlining their shopping

A selection of baby gifts at the Maury Regional Auxiliary Gift Shop. All of the sundry basics are kept at the back of the store to get shoppers looking at the many other types of items the store stocks.

A colorful merchandise arrangement at Maury Regional Auxiliary Gift Shop. Antique tables are used as display pieces at the store.

Retail as Respite (From page 161)

process. This is also a big win for driving sales.”

Anderson and Cook said their favorite display piece depends on the situation. They favor acrylic cubes in most displays to gain height.

They also love using pieces of artificial turf and greenery. “It brings the outside into the building creating an atmosphere of outdoor fun and helps customers visualize what they could do with the merchandise at their own home,” they said.

In general, said Anderson and Cook, people enter a shop and turn to the right, so they always have a great display on that side for customers to stop at and acclimate to the store. In addition, they curate a great display on the other side as well. And, like the other shops featured in this article, they leave the candy display for the back of the store, so customers go by many displays before getting to the candy. ❖

Maury Regional Auxiliary Gift Shop Manager Tracy Barker, in blue, with Sales Trainer and Creative Design staff member Katie Collier. The two have been working together for the last five years “to make the shop something more than just another retail establishment. In this COVID world, it’s a place where anyone who needs to forget they’re at a hospital can find an oasis, hear fountains, listen to chill music, and decompress. And of course shop. The shop has been the main fundraiser for the Auxiliary for nearly 60 years,” Barker wrote in an email.

SPOTLIGHT ON STORE FIXTURES AND LIGHTING

Arranging for a Sales Winning Streak

Display Tips at Sports Museums and Halls of Fames

Sports fans and history buffs alike can get their fill of both at sports museums and halls of fame. Afterwards, a stop in the gift shop offers visitors an assortment of one-of-a-kind merchandise available for purchase.

Although these gift shops carry several unique souvenirs, they are not fan stores. Ricardo Rodriguez , Museum Director at the Baseball Heritage Museum in Cleveland, Ohio, said, “I find it important to identify most strongly with a museum gift shop and not a sports memorabilia store. We’re not in the business of baseball cards, autographed bats, jerseys. We have a few autographed baseballs but it’s a very small percentage compared to our branded merchan-

dise. It’s really easy to be sucked into the world of sports memorabilia as a sports museum.” Rodriguez said their best-sellers are their standard branded T-shirts; second would be baseball caps. In his tenure as museum director, Rodriguez said he’s expanded the shop’s T-shirt selection; the shop now carries more designs featuring text and imagery of the Museum’s adjacent League Park, America’s oldest baseball park. “We have three shirts which are our core designs. The interesting thing about the museum is it’s an historic place. When people come to the museum, they’re not necessarily coming for the

“ …When people come to the museum, they’re not necessarily coming for the museum—they’re coming for League Park. Sometimes they come for the museum and don’t know the ballpark is still there. It’s important to have ‘League Park’ on all of our merchandise. We quickly changed the wording to ‘Baseball Heritage Museum at League Park.’ ”

- Ricardo Rodriguez, Baseball Heritage Museum, Cleveland, Ohio

museum—they’re coming for League Park. Sometimes they come for the museum and don’t know the ballpark is still there. It’s important to have ‘League Park’ on all of our merchandise. We quickly changed the wording to ‘Baseball Heritage Museum at League Park.’” The museum shop has limited space (50 square feet), and Rodriguez, who handles the merchandising, must be creative with product placement. “Being a small nonprofit, we have to be creative for many different reasons—space, budget, resources. I got an 8-by-8 fence panel which

goes with the baseball theme, and that’s where we hang our T-shirts. Next to that is the hat rack, then we have a glass showcase about 6 feet tall. We use that for the higher-ticket items-- antique reproduction photos in antique frames, autographed baseballs. The glass showcase acts as our retail stand and transaction area. Have patches, bumper stickers, mugs, autographed baseballs, signed programs,” he explained.

“Display” doesn’t always mean keeping items behind glass or on a shelf. Visitors to the USGA Golf Museum and Library in Liberty Corner, N.J., can test items out on the putting green behind their 430-square-foot shop before purchasing. “There’s no better way to display the merchandise than actually going out there and using it yourself,” said Karen Geppert , Community Engagement Coordinator at the Golf Museum and Library. She explained their shop has three distinct sections of merchandise—U.S. Open-branded items, museum items, and general golf items. “Of course our biggest sellers are the U.S. Open items,” she said. “One nice thing about our shop is a person can purchase a U.S. Open item before it happens and wear it to the event. That’s always exciting for people.”

For sports fans and history buffs, there’s no better souvenir than a genuine article. Fans of horse racing can purchase a dirty horseshoe at the Kentucky Derby Museum store in Louisville, Ky. “It’s an official horseshoe worn on the Churchill Downs racetrack, and it still has dirt in it from the world-famous track,” said Kristina Gerard , the Museum’s Director of Retail Operations. It’s the top seller in the 1,500-square-foot

Continued on page 166

Spotlight on Store Fixtures and Lighting

Arranging for a Sales (From page 164)

store, followed by tote bags and T-shirts. The goal for displays at the Kentucky Derby store is to create an open space where items lead the eye around the store in a way that isn’t overwhelming. “Our spotlight sections highlight Bourbon or glassware, for example, and we group items in themes around the store. We also put an emphasis on local vendors by featuring information about where the items came from so that we can tell

“Our spotlight sections highlight Bourbon or glassware, for example, and we group items in themes around the store. We also put an emphasis on local vendors by featuring information about where the items came from so that we can tell a story. It makes customers feel good about their purchase when they know who they’re supporting.”

- Kristina Gerard, Kentucky Derby Museum,

Louisville, Ky.

a story. It makes customers feel good about their purchase when they know who they’re supporting,” Gerard explained. Due to the unique shape of the store, the retail team has also had to be creative when it comes to arranging merchandise. They rely on color to draw and keep customers’ attention. “It’s been a puzzle in progress learning how to best utilize the space. Keeping the customer flow in mind is key, as well, because as a tourist attraction, we get waves of large groups stopping in the store. We have three points of entry/exit, which presents another challenge in a tight space. We make sure we have the best layout possible so that we can still assist people while other guests flow through to shop,” Gerard said.

Grouping like items together is a successful way to encourage upselling. Gerard utilizes this method at the Kentucky Derby Museum store. “For example, one of our main themes is Bourbon, so if someone is looking for a certain Bourbon brand, we also have items that correlate with it, from Bourbon ball candies, to Bourbon grilling spices, to rocks glasses, to Bourbon themed tea towels and more,” she explained. Bundling items, or offering a discount on a package works well at the Baseball Heritage Museum. “Our patches are $8, stickers are $5,

pins are $5, and if you get all three, it’s $15,” Rodriguez explained. “You always want to suggest more. Our docents are pretty good at that. People…have their favorite items, and they’ll always point shoppers in that direction. Using our newsletter subscriber list and making sure we announce every time we get new merchandise in [has helped].” He added, “It never hurts to remind people we’re a nonprofit. We keep our doors open through generous donations and purchases at the gift shop. Sometimes that’s good enough for people to buy more. We educate them gently about our nonprofit status.”

The items at the USGA store work well on their own, but there are always opportunities to suggest other items. “Being a golf museum, people sometimes come in who are not golfers themselves but are looking for a gift. I can say to them, ‘This is a very nice golf towel’, and direct them to a nice divot tool to go with it,” Geppert said.

Creating the displays is usually the responsibility of a select few team members. “My store manager, Ronelle Tajalle, and I work together on our displays,” Gerard said. “Ronelle has a background in visual merchandising which means she has a keen eye for designing aesthetically pleasing displays that not only look great but work in our space.” Though still focused heavily on the brick-and-mortar retail store, The Kentucky Derby Store has boosted their online presence significantly in recent years. “We have amplified our online sales through ecommerce and the power of social media. Great photography goes a long way, and sometimes this means taking items we want to feature out of the store and into a pretty space for a nice backdrop. For instance, we took a gorgeous clutch and made it pop with flowers in the picture with it. Bourbon-themed socks on a Bourbon barrel, an equestrian pillow in a leather chair, bejeweled horseshoes in front of the Twin Spires™ are other examples,” Gerard said, adding, “While we have a professional photographer on staff who can help out, often times our social media team is snapping pictures with a smartphone, so anyone can make this effort to see a big change in how your product is presented online and on social media.”

It’s all about offering a wide merchandise selection that reflects the organization and appeals to a wide customer demographic. Geppert said, “I’m a big believer in explaining to the customer what you have, then letting them go on their own. Sometimes they pass other items and say, ‘This will go really well with that’. We have a wide variety of merchandise—it’s easy for someone to gather several medium-priced items to make a gift.” ❖

Trends in Treats Candy Sales at Candy Stores and Florists

By June Allan Corrigan

“If it begins with chocolate, it ends with a smile.”

That’s the slogan at The Village Chocolate Shop -

pe in Bennington, Vt., and truer words could hardly be spoken. Candy makers know it as do florists who are no slouches either when it comes to prompting smiles. Serving as a stand-alone treat or as an accompaniment to a beautiful flower arrangement, candy equals happiness. For this article, offi cials at two sweet shops and two florists discussed trends and how they sell more of everyone’s favorite treats.

Dark chocolate is trending at Vermont-based and family owned The Village Chocolate Shoppe. In addition to their Bennington location, the Monte family also operates The Village Peddler and Chocolatorium in East Arlington. “My orders for milk and dark chocolate are almost equal now whereas before it was like 10 to one,” said Owner Nick Monte . It’s a shift he’s seen happening over the past five to six years. “Everyone is more aware of the health benefits of dark chocolate and the fact they can include it in their diet. It’s made a big difference.”

Kids tend to gravitate towards more sugar-laden milk chocolate selections at either of this candy maker’s approximately 1,000-square foot locations. “Adults want something a little more sustainable,” Monte said. At this point, dark chocolate and milk chocolate versions of all their confections exist – even ones that were traditionally milk chocolate only. For instance, Monte initially resisted the idea of making dark peanut butter cups. “But I finally gave in and they’ve turned out to be really great sellers!”

Variety is The Village Chocolate Shoppe’s secret to increasing candy sales. Shoppers find all their favorites but also a host of unique offerings the Monte family creates at the Bennington location – the site of production for both stores. Meanwhile, Monte’s daughter Denise,

who helps out as a cashier part-time, recommended paying attention to customers’ conversations. “Listen to customers as they talk amongst themselves, especially if you feature a big variety. Then you can offer them a sample of something you overheard them saying they might like.”

The Monte family also devotes space at The Village Peddler and Chocolatorium to educating people about chocolate. In addition to featuring an exhibit about the confection’s history and hosting gatherings where they explain its finer points, they also conduct tastings or “flights” of chocolate akin to those offered by wine or

Candymaker Paige Hunter, Owner Emmie King, King’s mother and retired original Owner Nancy King, and Manager Christie Irby, of Nandy’s Candy in Jackson, Miss. First quarter sales were strong at the store.

craft beers purveyors. “We’ll include mass market chocolate and higher grades of chocolate so people researching its health benefits can taste the difference for themselves,” Nick Monte concluded.

There was a time when M & M Floral & Gifts in Bellingham, Wash., would give customers carte blanche when they wanted to pair chocolates with a flower arrangement. The approximately 2,500-square-foot shop has always relied upon Chocolate Necessities, a renowned local chocolatier, to supply the product. “We would tell them they have this, this and this and then the price and it just got kind of monotonous,” said M & M Owner Mary Sue McIntosh . Rather than overwhelm the customer with too many choices, the florist introduced a drop-down menu on its website for candy add-ons limiting the choices to truffles and sea salt caramels, which are generally the most requested items anyway.

McIntosh admitted she was a little hesitant to try the website method, but the drop-down menu has worked beautifully and they actually sell more candy that way. “However, around the holidays, we will display chocolates onsite and we have a lot more choices for those who walk in the door.” The artisan chocolates have a short shelf life though so she

Continued on page 170

Chocolate-covered cherries available at Nandy’s Candy. Candy and sweets bring comfort and joy, the owner said.

Gourmet Candy

Trends in Treats (From page 169)

knows it’s best to limit in-house supply to peak flower buying periods.

Staying local is important to McIntosh and her long-standing association with Chocolate Necessities causes many regular customers to unconsciously link the two businesses. “Sometimes they’ll want to pair different chocolates we only carry during the holidays with a floral arrangement. They’ll say ‘Oh, you’re not offering it now?’ but we’ll usually relent and launch into our old spiel of this, this plus the price points!”

First quarter sales were strong at Nandy’s Candy in Jackson, Miss., and there’s every indication the trend will continue. “Candy and sweets are something that always bring comfort and joy,” said Emmie King who now runs the business her mother started 42 years ago. “No matter how bad the day is, you either need

Continued on page 171

What Practices Put In Place During The Pandemic Restrictions Will Be Kept? Why?

At family owned and Vermont-based The Village Chocolate Shoppe in Bennington and The Village Peddler and Chocolatorium in East Arlington, hand sanitizer and masks remain on offer. “Probably the most significant thing is requiring that all our employees be vaccinated,” said Denise Monte, a daughter of the owner. The Monte family operates the stores. “Most of our employees continue to wear masks too because although we know our own status, we don’t know necessarily know the status of our customers.”

No-contact flower delivery – once a staple of the pandemic – is still practiced in many instances by M & M Floral & Gifts in Bellingham, Wash. The florist seldom schedules morning deliveries and always calls ahead in warm weather if

they plan to leave a floral arrangement on the porch. “Flowers will wilt and any chocolate add-ons will melt!” said Owner Mary Sue McIntosh. “Still, we’ll wait if we sense it’s an older person who’s slowly coming to the door. It’s nice to hand them an order rather than

expect them to bend over and pick it up.”

Nandy’s Candy in Jackson, Miss., shortened its hours during the height of pandemic restrictions and they’ve kept the policy in place to a certain extent. “Not a whole lot – just closing an hour earlier on Saturdays now and closing altogether for the three-day summer holiday weekends of Memorial Day, the 4th of July and Labor Day. It doesn’t really affect my bottom line and I’d rather give people the time off. It helps boost morale,” Owner Emmie King said.

Signage outside Classic Flowers & Confections in Cypress, Calif., continues to recommend that all who enter wear a mask. “As people come in, we encourage them to put one on. We have to be careful,” Owner Rosa Solis said. ❖

Chocolate letters are available at Nandy’s Candy. The owner relies on creative merchandising to increase sales.

Owner Emmie King of Nandy’s Candy in Jackson, Miss., photographed making a confection called Divinity. King said giving staff members long holiday weekends off helps boost morale.

a piece or maybe your friend does!” During the warm months customers gravitate towards more summertime treats inside her 1,750-square-foot production facility which devotes 350-square-feet to retail space. They want things that travel well – items like s’mores, caramel popcorn and Jelly Belly gourmet jellybeans. Despite their sticky nature, pralines are in demand too since they’re such a staple in the South. “Tourists passing through ask for them as do locals hosting family gatherings.”

King relies on creative merchandising to increase sales. “I think it’s all about packaging and creating gifts that go together. When people want to give something to someone, they may consider gifting a mug or a plate –items that are more of a keepsake. So, we think why not fill it with candy?” By way of example, Nandy’s Candy features cute little pie tins filled with chocolates shaped like the state of Mississippi. “It’s a very popular item for customers to gift to other people in state or out. People like something that’s ready to pick up and go – something that is already wrapped and looks like a gift when they walk out the door.”

As for what’s new in the world of candy, King has seen Hot Cocoa Bombs give way to Smash Cakes – confections that resemble giant cupcakes but come complete with a little hammer to better access the candy that lies hidden within. “You can fill them with M&Ms or chocolate gold coins or just about any kind of small candy you can think of.” Nandy’s Candy has created large Smash Cakes (or Smashers as they’re also known) to serve as birthday party centerpieces intended for

people to share.

When pairing floral arrangements with sweets, Classic Flowers & Confections in Cypress, Calif., puts a slight spin on proceedings. “We have freshly baked pastries like macarons, brownies, gooey chocolate chip cookies and lemon bars,” explained Owner Rosa Solis “So customers have a variety of confections to choose from if they want to include a box of them when ordering flowers.” If someone is browsing flowers on the shop’s website, they can click on the Flowers and Sweets selection and get the same thing.

The French confections known as macarons are particularly colorful and pair nicely with floral arrangements. Classic Flowers & Confections sells macarons individually but packs of seven and fourteen are also available. People stopping in to get flowers can also take a seat at one of several tables located inside and outside to order tea or a beverage along with a confection. Fresh flowers and freshly made treats – now that’s a winning combination! ❖

A Jelly Belly display at Nandy’s Candy. The candy travels well in the warm weather, and is in demand during the summer months.

A confection called Smash Cakes or “Smashers” is available at Nandy’s Candy. The treat comes complete with a small hammer to get to the candy inside.

Hardware and Toy Shops What’s Tops in Toys

By Carimé Lane

Kendra Mayfield , gift buyer at Mayfield Ace Hardware in Covington, Ga., said the best-sellers in their 2,500-square-foot gift, card and toy section – of their 28,000-square-foot hardware store –are Legos and puzzles.

“They continue to have universal appeal, they can be enjoyed alone or with others, and they create a sense of pride and achievement when completed,” Mayfield said.

Simple toys such as their Legos and Lincoln Logs, Skytops, boomerangs, marbles, jacks, yoyos, Balsa Wood Airplanes, jump ropes, hula hoops, and plush that are creative and nostalgic are the foundation of their toy area, explained Mayfield. Most of their shoppers purchase the toys as gifts, and so, according to Mayfield, they “offer toys that are easy to understand, familiar, and often fondly remembered by the giver.”

Puzzles – both traditional and 3-D wooden – remain wildly popular at Mayfield Ace. They’re so popular that they have trouble keeping up with the demand for new designs, said Mayfield. She believes the pandemic was very impactful in reframing our thoughts on family activities.

“That forced time at home together created an environment for families to rethink how they could enjoy time together,” said Mayfield. “The norm had become rushing from one scheduled activity, like ball practice and dance class, to another. Suddenly, families were at home and turned to gardening, movies, games, and puzzles for recreation. They discovered that it was both relaxing and fun to play

Manager Chris Morgan of Lake Forest Hardware, Card and Gifts in Lake Forest, Ill. Melissa and Doug products and Jellycat stuffed animals sell best in the store’s toy section.

Co-Owner and Operator Tony Mogck of Theo’s Toys and Games. Mogck said simple toys almost always outsell complicated ones.

Games, Playthings and Plush

together in those ways. Now that the world is getting back to regular activities, we see that many families are continuing to enjoy some of those pandemic-discovered activities like puzzles.”

At Genuine Toy Company, Elle Dare , owner and buyer, said they’re known for their realistic looking and unique stuffed animals, including wombats and plesiosaurs. Additionally, customers come to the toy store specifically for their Calico Critters, since they are known to carry the entire line.

Further, axolotl and blobfish toys are really hot at the shop. Kids may have gotten to know the axolotl because they were included in Minecraft, but even if customers aren’t familiar with the salamander-like animal, they are attracted to this cute creature that seems to always be smiling, Dare said.

The store specializes in retro games, so for them, it’s not necessarily about simple or complicated toys selling better. What really makes a sale is if a toy is something a customer used to play and remembers fondly, explained Dare.

Continued on page 174

Jenni Wittrock, left, with Savannah Allen, are sales associates with Genuine Toy Company. The store carries the entire line of Calico Critters.

Games, Playthings and Plush

Hardware and Toy Shops (From page 173)

In their toddler section, said Dare, Fisher Price toys are hot, including simple items like whoopie cushions.

“People like those because now there’s so much tech,” said Dare. “They like something simple where they can use their imagination.”

Puzzles have always been popular at the shop, but during the lockdowns, people really got into them, said Dare. She said customers were reminded of how relaxing and fun puzzles are during pandemic times, and that’s why they’re still trending today. They carry a large selection of puzzles, of which 1,000-piece puzzles sell best. A large portion of the customers are into collage type puzzles, while the other half selecting landscape puzzles.

At the 12,000-square-foot Lake Forest Hardware, Card and Gifts in Lake Forest, Ill., Manager Chris Morgan said Melissa and Doug products and Jellycat stuffed animals sell best in their toy section. They strive to carry the best quality gifts such as these brands to serve the surrounding community that aren’t phased by a higher price point. According to Morgan, these brands also sell well because they are well known.

In general, simpler gifts sell best at Lake Forest because customers come in mostly looking for gifts for younger kids, Morgan said.

They couldn’t keep puzzles in stock during the pandemic in their 2,000-square-foot toy section, but nothing will reach the height of pandemic sales, commented Morgan. For a couple of years, they couldn’t keep puzzles in stock. Now, said Morgan, they’re seeing puzzles sales go back to pre-pandemic levels. It’s hard to tell whether this could change, however, he added, since we are just easing out of the pandemic, plus it’s summertime, and the

Continued on page 176

An exterior view of Theo’s Toys and Games in Manitou Springs, Colo. The co-owner and operator said puzzles, which enjoyed popularity during the pandemic, have always sold well for the store.

Owner/Buyer Elle Dare of Genuine Toy Company in Plymouth, Mich., photographed with displays. The store is known for its realistic and unique stuffed animals, Dare said.

A plush and toy display at Lake Forest Hardware, Card and Gifts. In general, simple gifts sell better than more complicated ones, the manager said.

Games, Playthings and Plush

Hardware and Toy Shops (From page 174)

focus is on the outdoor activities of the season. Puzzles for little kids sell more often that the more complex puzzles, Morgan said.

At the approximately 1,000-square-foot Theo’s Toys and Games in Manitou Springs, Colo., Owner and Operator Tony Mogck said their best-sellers tend to be items that people already have a liking for and identify with, such as Star Wars, Harry Potter or Among Us.

When it comes to sales of simple versus complicated toys, Mogck said simple toys almost always outsell complicated ones. “If an adult doesn't understand the product, they don't think a child will be able to understand,” he explained.

According to Mogck, while they did boom during the pandemic, puzzles have always been a popular item at the shop. ❖

Which Games Sell Best and Why?

The 2,200-squarefoot Genuine Toy Company boasts a large board game section. EXIT games are one of their bestsellers. Since they have a large gamer clientele – both die hard and casual – when they hit the shelves for the first time roughly three years ago, these games were popular out of the gate, said Dare. In fact, they keep running waiting lists of about four or five people long for the games.

Customers can always come back to buy new versions of the game, since you have to physically destroy the game to win explained Dare. The price point, at $14.99 to $19.99 for four or five people makes the game a good buy for a night of entertainment, Dare said.

Ticket to Ride is another favorite at Genuine Toy. It’s easy to learn and a game the whole family can enjoy, commented Dare. In the

past, she believes some customers may have been dissuaded from picking the game up because the graphics are more intense –and not as cutesy as many game players had become accustomed to. These days, though, they consider the game a new classic. Like-

wise, Forbidden Island is another game they think of as a new classic. It’s a cooperative game, where the players must work together to succeed. Customers like a game that’s not cutthroat, Dare said.

At Theo’s Toys and Games, which brings in under $500,000 in annual sales, Mogck said their games with a mid-range complexity mixed with solid mechanics such as Catan or Rebellion tend to sell best.

In the game section at Mayfield Ace, their best-sellers are outdoor games like disc gold and corn hole. “Our customers are drawn to active games that can be done with others,” Mayfield said. Similarly, at Lake Forest, customers mainly stick to purchasing outdoor games like bocce ball and volleyball, and these purchases fluctuate depending on the season. ❖

Manager Kyla Doak, left, with Owner/ Buyer Elle Dare, of Genuine Toy Company. The 2,200-square-foot store boasts a large board game selection.

GAMES, PLAYTHINGS AND PLUSH

The Best for Babies Trends in Baby Toys, Including Plush, at Baby Stores

If true novelty is rare in the baby department of toy stores, perhaps it’s because babies themselves remain the simplest of creatures. Soft plush to cuddle, sensory objects to shake and non-toxic teethers to chew on — that’s all most babies have needed for generations. So while styles and materials continue to evolve, classics like stuffed animals, dolls and rattles remain top sellers at children’s and baby stores, according to many retailers.

In particular, the British Jellycats line of super-soft plush is a hit at stores from coast to coast. “We sell so many of those. It’s just crazy how many Jellycats and plush toys we sell,” said Amy Morris , manager at The Little House in Prairie Village, Kan. “We can hardly keep them in stock.”

At the 4,000-square-foot children’s clothing store, where about 10 percent of retail space is devoted to toys, shoppers have lately favored retro versions of classic toys. Morris sells lots of wagons, shopping carts and baskets in natural fibers like woven rattan as opposed to plastic. “A lot of the furniture that’s up and coming right now is rattan and more retro-looking, so it’s just kind of what the industry is doing, and toys follow the trend,” she observed.

At the Bull and the Bee in Portland, Ore., Manager Sonja Cook sees a lot of parents studiously avoiding plastic in favor of classic wooden toys from countries like Germany and France. “And then I would say our next most popular is the complete opposite — Simple Dimples, which is a little silicone pop toy,” she laughed.

In fact, Cook thinks silicone toys are a trend: “They’ve definitely progressed over the years, with new takes on an old classics,” like a shape sorter in silicone from the Fat Brain Toys line. “People feel a little safer with silicone, and it can be chewed on as well as played with,” noted Cook. That’s because silicone, unlike plastic, is universally free of troublesome chemicals like BPA. Teethers and other sensory toys are showing up more often in silicone.

But plush, especially the Jellycats line, remains the top category at the Bull and the Bee. Cook said Jellycats are popular for featuring a wide variety of animals, as well as foods, fruits and other plants — all rendered in

ultra-soft plush.

“Jellycats are just so incredibly soft,” affirmed Darla Mosbarger , owner of Heirloom Boutique in Goodland, Kan., where the plush line is the top selling baby item. “And they’re made in London. You can’t compare that to something you could buy at a gas station.”

At her 2,500-square-foot children’s boutique, where about 10 percent of the space is devoted to toys, the Cuddle + Kind line of hand-knit dolls from Peru are “super popular,” Mossberg said. Besides being soft, their proceeds go toward a child hunger charity, making them a popular choice for shoppers. Rounding out the best-seller list are toys from the venerable, natural materials line Melissa & Doug — “their quality holds up” - and the Manhattan Toy Company, which has a lot of bright primary colors “so they’re good for either a boy or a girl,” explained Mosbarger. “If you have a boy first and a girl second or vice versa, you can use them for both.”

Gunda and Jellycats are the favorite plush lines at Keedo Clothes in Oklahoma City. Owner Kelly Smith said gift-givers especially love that the plush felines, puppies and other critters often have matching board books. “Right now, the trend is instead of giving a card, you give a book with a gift, and then you write a note inside it,” she explained. “Instead of paying $2-$3 for a card, you might as well pay a little bit more and then they have a book as a keepsake.”

Similarly, rattles and teethers from the higher-end Sassy Baby line are popular “because they’re nicer than what you get at Target and Walmart, very well made,” explained Smith. She noted that shoppers come to her 2,700-square-foot specialty store expecting to pay a little

Continued on page 178

Games, Playthings and Plush

The Best for Babies (From page 177)

more. “Especially for gifts, grandmothers don’t really care that we’re a little bit more expensive,” she added. “They know you get what you pay for.”

Smith launched a website so her customers could shop online during the pandemic, but as Covid fears have ebbed, she’s pleased to see more of her customers shopping in the store. The prime grandmother demographic was never a fan of online retail, she added, “and everybody missed coming in to see and touch things in person.”

At Little Story’s Boutique in Leavenworth, Kansas, Owner Katee Afeldt said shoppers have been snapping up novelty rattles attached to plush or crocheted

Toy Product News

Homestate Plush

Take Me Home - cute plushies from Stuffed States USA are made in the shape of your Homestate! A unique gift or souvenir that lets you show your state pride, or bring one home as a vacation memento. Makes Great Dorm Décor - send your loved one off to school with a little bit of love from home!

(For more information, call 310-554-8855, visit www.StuffedStatesUSA.com or circle 100 on the reader service card.)

figurines. She also sells a lot of handmade plush baby dolls “that are similar to a stuffed animal, and a lot easier than a plastic doll for the littler babies,” Afeldt observed. “People give them around six months, when babies can sit up and hold on to them and then grow up with that little doll.”

But washable books might just be the top baby toys at Afeldt’s 1,200-square-foot boutique. “I cannot keep them on in stock! Pretty much the minute they hit the shelf, they move right out the door,” she said. The combination of book and bath toy has proven irresistible for gift shoppers torn between them. “Washable books are great because they’re just a little bit more versatile,” Afeldt observed. ❖

Special Souvenirs,

Gifts & Novelties (SGN) Supplement

2022-2023 SGN Buyer’s Guide Directory: Creating Partnerships for Success

Your vendors are important partners for a successful business. 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 2022-2023 Buyer’s Reference Guide 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 2023-2024 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.

1 BRILLIANT GIFT/2 MONKEY TRADING

3601 Vineland Rd., Ste. 14

Orlando, FL 32811

(407) 985-3966 ext. 110

sales@2monkey.com

www.2monkeycom

Gifts, most made or finished in the United States.

RSN 13

4 & 1 IMPORTS, INC.

5873 Day Road

Cincinnati, Ohio 45247

AB EMBLEM

PO Box 695

22 A-B Emblem Drive

Weaverville, NC  28787-9252

ACE WORLD

9075 Rancho Park Court

Rancho Cucamongo, CA  91730

AEROMAX, INC.

28W079 Industrial Ave.

Lake Brrington, IL 60010

A & F GIFT AND SOUVENIR CO., LTD.

4624 Central Park Blvd. Suite 100

Denver, CO 80238

(519) 664-2289

(519) 664-3037 FAX

www.afgift.com

Providing quality custom souvenir products to gift shops all across North America.

RSN 01

ALASKAN SUNCATCHERS

10678 E. Meadow Lark Circle

Palmer, Alaska 99645

ALBERTA GIFT SHOW/TRIPPS

WEST ALBERTA GIFT SHOW

Canadian Gift & Tableware Association (CGTA)

42 Voyager Court South

Toronto, ONT M9W 5M7

ATLANTA MARKET AT AMERICASMART

January 11 – January 15, 2023

240 Peachtree Street NW Suite 2200

Atlanta, GA  30303

(800) ATL-MART

www.atlantamarket.com

A premier gift, décor, and lifestyle market.

RSN 09

AMAHI UKULELES

7605 Production Drive

Cincinnati, OH 45237

AMERICAN GIFT CORP.

6600 NW 74th Ave.

Miami, FL 33166-2839

AMERICAN STYLE SUNGLASSES

PO Box 13887

Jackson, MS 39236-3887

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 02

ANCHOR ME BRACELET

54 Acushnet Rd.

Mattaoisette, MA 02739-1532

2022 - 2023 Buyer’s Guide Directory

ART STUDIO COMPANY

PO Box 880133

Steamboat Springs, CO 80488

AANDE 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 03

ANJU JEWELRY

GA DESIGNS, INC.

75 John Portman Blvd. Ste. 65349

Atlanta, GA 30303

(404) 221-0707

FAX (404) 551-5240

www.anjujewelry.com

A jewelry company that creates unique, hand-crafted products that blend traditional craftsmanship with modern trends.

RSN 04

ARBOR DAY FOUNDATION

211 N. 12th Street

Lincoln, NE 68508

ARNDT’S FUDGERY

106 W. Washington St. Newton, IL 62448

ART BRANDS LLC

225 Business Center Drive

Blacklick, OH 43004

THE ART GAME LTD.

7370 Eastgate Road, Suite 150 Henderson, NV 89011

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 06

ARTISTIC IMPRESSIONS

115 Kurtz Lane

Hamilton, MT 59840

(866) 961-3353

(866) 961-0047 FAX

www.maiwholesale.com

Personalized products and jewelry.

RSN 05

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

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

BACK TO CALI

B2556 Ingleton Ave. Carlsbad, CA 92009

BAGS BY BRUNO

116 E. 17th Ave.  North Wildwood, NJ  08260

(856) 784-6845

(856) 784-6846 FAX

Bags@brunoandcompany.com

https://bagsbybruno-nj.com/

Eco Friendly Reusable Bags and Coolers

RSN 14

BARRY-OWEN CO., INC.

5625 Smithway Street

Los Angeles, CA. 90040

JOHN BARTON COMPANY

2701 East Tioga Street

Philadelphia, Pa., 19134

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

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

BINGHAMTON KNITTING COMPANY

11 Alice Street

Binghamton, NY 13904

BOTTLE BENDERS, INC.

26 Junes Way

Eastanollee GA 30538

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

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 15

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

CAPITOL EARTH RUGS

8001 Assembly Court Suite 21-24

Little Rock, ARK 72209

CAPSMITH INC.

2240 Old Lake Mary Road

Sanford, FL 32771

(800) 228-3889

www.capsmith.com

sales@capsmith.com

Leading provider of custom namedrop souvenir headwear, novelty hats, Color My Cap, critter hats for zoos, aquariums and more. In-house art and production capabilities available.

RSN 16

THE CARD BUREAU

5414 Port Royal Road, Suite 202

Springfield, VA 22151

CARLO BIAGI/ UNODOMANI LLC

320 Mears Blvd.

Oldsmar, FL 34677

CARIBBEAN JOE

5 Bryant Park, 30th Floor

New York, NY 10018

CCELEBRIDUCKS

3592 Pine Terrace Drive

Kelseyville, CA. 95451

THE CHARLESTON MINT

232 S. Caldwell St. Brevard, NC 28712

(800) 745-MINT

(828) 883-8988

(828) 883-9543 FAX

www.thecharlestonmint.com

eanne@thecharlestonmint.com

gcneiman@thecharlestonmint.com

caleb@thecharlestonmint.com

Custom ornaments, including bronze, coins, keepsakes, souvenirs and more.

RSN 96

2022 - 2023 Buyer’s Guide Directory

C/D

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

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

CORPUS CHRISTI SOUVENIR & RESORT SHOW

October 18-20, 2022

Corpus Christi American Bank Center

Exhibit Hall B

1901 North Shoreline Blvd.

Corpus Christi, TX 78401

(404) 323-8319

Pinnacle-shows.com/

corpuschristisouvenirandresortshow

An event from Pinnacle Shows featuring a versatile and unique selection of souvenirs, resort items, fashion accessories and more.

RSN 19

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

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

D.C. JAYMES & CO.

1008 N. Beaumont Rd.

Ringgold, GA  30736

www.dcjaymes.com

(706) 924-1008

(800) 533-0527

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

DDJ MAGS/MAD MAGS

164 Interlochen Drive

Atlanta, GA 30342

DADANT CANDLES (DADANT & SONS, INC.)

51 South 2nd Street

Hamilton, IL 62341

DAVID BEHRENS ART

326 San Felipe St. NW

Albuquerque, NM 87104

DAVINE INTERNATIONAL

4774 Northgate Blvd.

Myrtle Beach, SC 29577

D NOW, INC.

7150 Rainbow Drive, Unit 38

San Jose, CA 95129

DODOLAND/EUGY

417 Three Mile Bush Rd. Whangarei 0185

New Zealand

www.dodoretailer.online

sales@eugy.com

Eco-friendly cardboard 3D paper puzzles.

RSN 26

DOODLE PANTS

6322 Balboa Lane Apollo Beach, FL 33572

DOWDLE FOLK ART

1280 W. 200 S. Lindon, UT 84042

THE DUCK COMPANY

5601 Gray Street

Arvada, CO 80002

DUTCH AMERICAN IMPORT CO. INC.

2412 Grant Ave. Rockford, IL 61103-3944

(800) 221-7074

(800) 966-3630 FAX

info@dutcham.com

www.dutcham.com

An extensive selection of open-stock designs for your state and area. Specializes in developing customdesigned pewter or domed photo emblems with a customer’s logo or theme.

RSN 23

DYNASTY GALLERY

2765 16th St.

San Francisco, CA 94103-4215

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 24

EAGLE PRODUCTS

87 Shawnee Avenue

Kansas City, KS 66105

(816) 474-9423

(816) 474-1599 FAX

(800) 821-2615

drockey@eagletshirts.com

www.eagletshirts.com

T-shirts and caps, custom screenprinting and embroidery.

RSN 25

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

ELOX 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 27

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, framed prints, posters, placemats and more.

RSN 28

EYE CATCHING JEWELRY LLC

48 Anderson Farm Road Corinth, ME 04427

FTH WHOLESALE

2374 West New Orleans St. Broken Arrow, OK 74011

FANEEMA CUTLERY

1 Westbrook Corp Ctr., Suite 300 Westchester, IL 60154

(469) 388-7343

www.faneemacutlery.com

info@faneema.com

Knives of high quality, unique design and superior style.

RSN 29

2022 - 2023 Buyer’s Guide Directory

F/G

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

FRIENDLY CRYSTALS

19323 Brook Village Road

Houston, Texas 77084

(800) 372-6839

(416) 385-7358

contact@friendlycrystals.com

Mineral specimens, natural rocks, cut and polished stones.

RSN 31

FTH WHOLESALE

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

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 FOR LIFE/AMFAR

120 Wall Street, 13th Floor

New York, NY 10005

Sheila.charton@amfar.org

(212) 806-1657

A gift industry fundraising organization supporting aids research and education and HIV/ AIDS prevention and treatment.

RSN 32

GIFT STONE

1404 Hamlin Avenue Suite E St. Cloud, FL 34771

GLACIER GLOVE

525 Colbert Drive Suite 107

Reno, NV 89511

GGLOBAL GIFTS AND NOVELTIES

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

GLOBAL SWIBCO TNP

4535 SW 34th Street

Orlando, FL 32811

(630) 968-8900

Gstinfo@srpcompanies.com

www.swibco.com

For over 30 years, an industry leader in gift, souvenir and novelty merchandise, specializing in personalized items.

RSN 33

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 4-7, 2022

Myrtle Beach Convention Center 2101 North Oak Street

Myrtle Beach, S.C. 29577

www.grandstrandgiftshow.com

A trade show that attracts the top-selling brands in the coastal souvenir and resort business from proven gift and resort manufacturers.

RSN 34

HHALLOWEEN & PARTY EXPO, LLC

35 Nutmeg Drive, Suite 125

H/I

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

(800) 416-5567

hello@historyandheraldry.com

www.historyandheraldry.com

H&H…the leader in personalized gift giving includes impulse gifts and home fragrance products.

RSN 35

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 36

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

7 Cedar Court Union, MO 63084

IMPEX GROUP

200 Executive Avenue

Read Building, Lower Level

Ossining, NY 10562

IMPULSE SOUVENIRS

6004 s. 190TH St., #104 Kent, WA 98032

(253) 428-0096

www.impulsesouvenirs.com

One-of-a-kind custom products for your attraction. Souvenirs and apparel plus displays.

RSN 39

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® AND THE SOUVENIR SUPER SHOW ™ (IGES)

600 Corporate Pointe, 10th Floor Culver City, CA

(800) 430-7608

(864) 699-0930

info@iges.us

A popular resort, souvenir and specialty gift trade show that is also a vacation experience in Tennessee’s beautiful Smoky Mountains for participants.

RSN 37

I-SPIN

6333 W. 3rd Street

Beverly Hill, CA 90036

2022 - 2023 Buyer’s Guide Directory J/K

(800) 522-3267 (United States and Canada)

(707) 399-2390 (All Countries)

www.jellybelly.com

KID-U-NOT, INC.

1201 Central Park Drive

Sanford, FL 32771

JACKRUSSELLAPPS LLC

709 Manitawoc Street

Menasha, WI 54952

Contacts: Ken and Gloria Kriegel Facebook.com/jackrussellapps

Jackrussell.co

Resortwear, DTF transfers, JackRussell licensed merchandise, and drinkware.

RSN 41

JACKSON PACIFIC INC.

9775 SW Commerce Circle, Suite C2

Wilsonville, OR 97070

(800) 545-7017

(888) 561-5890 FAX

www.jacksonpacific.com

Nature’s Treasures ornament collection.

RSN 40

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

Jelly beans and other confections with natural flavors made in a peanut-free factory. Satisfaction guaranteed.

JENKINS ENTERPRISES

7200 Industry Drive North Little Rock, AR 72117

JESUS SAID…(MONKEY BUSINESS INC.)

400 Fifth St. Calumet, MI 49913

JOSEPH K. & COMPANY, LLC PO Box 26026

Honolulu, HI  96825

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 43

KASTLFEL

1731 S. Wadsworth Blvd.

Lakewood, CO  80232

KELLY APPAREL

3385 Harper Rd.

Florence, KY 41022

KELLYTOY WORLDWIDE INC.

4811 S kool Alameda St.

Los Angeles, CA 90058

KERUSSO INC.

402 Highway 62 Spur

Berryville, ARK 72616

KIDZ CONFECTIONS

PO Box 170530

Milwaukee, WI 53217

KITTY KELLER DESIGN

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 44

KOPLOW GAMES

369 Congress St.

Boston, MA 02210

KREATIVE KIDS

161 Mercury Circle

Pomona, CA 91768

KURT S. ADLER INC.

Head Office & 1 Main Showrooms: 122 East 42nd Street

New York, NY 10168

(212) 924-0900

(800) 243-9627

www.kurtadler.com

Showrooms Locations: Atlanta, GA – Des Plaines, IL – Dallas, TX

– Las Vegas, NV – Los Angeles, CA – Minnetonka, MN – Palmyra, PA – Toronto, Canada

Kurt S. Adler is the leading importer of Christmas decorations, creating beautiful holiday memories for 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 45

LDA CREATIONS INC.

2328 Silver Lake Road

Dayton, VA 22821

LAMAR CREATIONS INC.

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 46

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

(702) 599-9621

(888) 416-8600

(702) 599-9622 FAX

Giving retailers access to more than 4,300 gift and home resources both onsite and online. 2023 Winter Las Vegas Market, January 29-February

2, 2023. 2023 Summer Las Vegas Market, July 30-August 3, 2023

RSN 47

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

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 48

LITTLE CRITTERZ

24040 Camino del Avion, Suite E222

Dana Point, CA  92629  sales@littlecritterz.com  www.littlecritterz.com

Hand-crafted and hand-painted animal figurines plus ornaments, animal patches, animal pins and more products on the way.

RSN 49

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

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

MAD MAGS

164 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

2022 - 2023 Buyer’s Guide Directory

MARY DUNCAN/CUSTOM CREATIONS

1396 Las Verdes Ct. Titusville, FL 32780

MARYLAND BRAND/PUPPIE LOVE™

6500 Quad Ave. Baltimore, MD 21205

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

Family owned and operated since 1938. Producer and distributor of fruit butters, preserves, ciders, jellies, pickled products and more!

RSN 50

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 51

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

MIAMI SOUVENIR & RESORT SHOW

Miami Airport Convention Center

711 NW 72nd Ave.

Miami, FL 33126

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 52

MONAGUE NATIVE CRAFTS PO Box 3092

Mission, BC V2V 4J3 Canada

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 53

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

(570) 724-2687

www.mtgraphics.com

Apparel, accessories and wholesale products.

RSN 54

MUGGIEZ

9441 Stonehearth Lane

Forney, TX 75126

MUSIC OF THE SPHERES, INC./MOTS CHIMES

5011 East Cesar Chavez

Austin, TX 78702

MUTUAL SALES

2 Corporate Park Drive Derry, NH 03038

mail@mutualsales.com

(603) 421-0100

www.mutualsales.com

A specialized direct importer and distributor of more than 1,200 beach items.

RSN 55

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

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

NATURAL SELECTIONS

INT’L INC.

1401 Distributors Row, Suite A Harahan, LA 70123

NATURE’S RETREAT LLC

1818 Hanover Pk. Hampstead, MD 21074

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

NY NOW

Jacob K. Javits Convention Center Level 3

655 West 34th Street New York, NY

NIGHT SPORTS USA

2721 West Ridge Circle Minnetonka, MN 55305

NORTH AMERICAN BANCARD

250 Stephenson Highway

Troy, MI 48083

(866) 481-4604

www.nynab.com

Credit card processing at competitive rates made easy whether you need credit, debit, or mobile processing from virtual or wireless terminals.

RSN 57

NORTH COUNTRY WIND BELLS®

544 State Route 32 Round Pond Maine 04564

(207) 677 2224

(877) 930 5435

(207) 677 -3224 FAX

ncbells@tidewater.net

orders@tidewater.net

www.NorthCountryWindBells.com

Wind Bells/Chimes

RSN 56

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

2022 - 2023 Buyer’s Guide Directory

O/P

OCEAN CITY RESORT

GIFT EXPO

October 30-November 1, 2022

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 58

OCEAN WORLD IMPORTS

6843 Narcoossee Road

Suite 79

Orlando, FL 32822

(833) 927-1287

(407) 271-8774

(407) 779-9999 (Business Cell)

sales@oceanworldimports.com

A family owned business that imports merchandise from China including gifts and souvenirs and ceramic and polyresin items. Custom imprints are available.

RSN 59

OOOH YEAH SOCKS/SOCK IT UP/OOOHGEEZ SLIPPERS

40 Porter Way

Placentia, CA 92870

THE ORIGINAL TOY COMPANY

230 Woodmont Road

Units 7-12 Milford, CT 06460

ORNAMENT CENTRAL

41 Lomar Park Drive, Unit 6

Pepperell, MA 01463

PANAMA CITY BEACH GIFT SHOW

October 11-13, 2022

Boardwalk Beach Resort

9400 S. Thomas Drive

Panama City Beach, FL 32408 (470) 306-5544

www.pinnacle-shows.com/panamacity-beach-gift-show

A top event for beach, souvenir and resort lines from Pinnacle Shows.

RSN 60

PAPER LANE

PO Box 2696

Hayden, ID 83835

penny machines. Our builder has been building the most reliable machine for 28 years!  Now you can get the top pressed penny accessories and top quality penny machines in one place!

RSN 62

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

5 Industrial Way, Suite 1 A Salem, NH 03079 (610) 659-6918

www.ctmgroupinc.com

United States-made penny and medallion machines as well as exclusive accessory products!

RSN 63

PALMETTO CAT DESIGNS

4831 Port Loop Road #101

Southport, NC 28461

PARRIS TOYS

PO Box 338 Savannah, TN 38372-0338

(800) 530-7308

www.parristoys.com

Classic, quality toys. RSN 61

PB MISTERS

6260 River Crest Drive Suite G Riverside, CA 92507

PENNYBANDZ

450 S. Denton Tap Road Unit 2386 Coppell, TX  75019

972-989-3867

albert@pennybandz.com

Pennybandz, the original pressed penny accessory company since 2011, is now offering quality pressed

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

RSN 64

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. 2 02-143

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 65

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

PURR-FECTION BY MJC

18810 SW Teton Ave.

PO Box 1703

Tualatin, OR 97062

(800) 359-0254

(503) 691-0173

(503) 691-0548

sales@purr-fection.com

www.purr-fection.com/contact

Since 1986, a leader in plush toy manufacturing, with customer satisfaction the company’s number one objective.

RSN 67

QMT ASSOCIATES INC.

PO Box 823

Manassa Park, VA 20113

R. 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 68

REGATTA APPAREL GROUP

1102 W 16th Street

Panama City, FL  32405

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

QRHYNE AND SON

250 Merchant Mile

Ringgold, GA 30736

RIDGEWAY COMPANY

PO Box 493 Bridger, MT 59014

RRIVER’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

1600 NW 165th Street

Miami Gardens, FL 33169

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

2022 - 2023 Buyer’s Guide Directory

R/S

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 69

S4 LIGHTS

3601 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.

RSN 74

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

SEAGULL INTERNATIONAL INC.

1220 Spring Garden St. Philadelphia, PA 19123-3293

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 70

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

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

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

RSN 71

SIMPLY SOUTHERN

498 Gallimore Dairy Rd. Greensboro, NC  27409

www.simplysouthern.com

(855) 219-4399

An apparel brand offering catchy T-shirts and clothing since 2005.

RSN 72

SINCERE SURROUNDINGS

408 North 2nd Avenue East Rock Rapids, Iowa  51246

(712) 472-2290

sales@sinceresurroundings.com

www.sinceresurroundings.com

Unique wooden home décor and gifts.

RSN 73

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

November 9-12, 2022

www.smokymtngiftshow.com smokymtngiftshow@clarionevents. com

The nation’s longest running souvenir show brings Tennessee’s largest selection of top-name souvenirs, resort gift lines, and tourism products together under one roof November 9-12 in Gatlinburg, Tenn.

RSN 75

SNOOZIES!® Box 818

Elm City, NC 27822

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

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

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 76

SOUVENIRS, GIFTS & NOVELTIES MAGAZINE

1062 East Lancaster Avenue, Suite 15-F

Bryn Mawr PA 19010

(610) 645-6940

(610) 645-6943 FAX

A trade 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 77

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

SPOOKY BABY

1555 Vine Street

Los Angeles, CA 90028

SPORTS LICENSING & TAILGATE SHOW

January 18-20, 2023

Las Vegas Convention Center

Las Vegas, Nev.

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 78

ST. CLAIR APPAREL

3431 William Richardson Drive

South Bend, IN 46628

2022 - 2023 Buyer’s Guide Directory

S/T

STEALTH TECHNOLOGIES, LLC

15752 S. Mahaffie Street

Olathe, Kan. 66062

STEAMBOAT STICKER

PO Box 774000-327

Steamboat Springs, CO 80477-4000

(970) 879-0833

www.steamboatsticker.com

info@steamboatsticker.com

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

RSN 79

STEELBERRY

East Coast: 50 Hickory Lane

So. Burlington, VT 05403

(866) 727-9811

(802) 264-9899 FAX

West Coast: 15127 NW 24th St.

#730

Redmond, WA 98052

(866) 727-9811

(802) 264-9899 FAX

www.steelberry.com

Custom car magnets, decals and bumper magnets.

RSN 80

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

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

SURF EXPO

1145 Sanctuary Parkway, Suite 355

Alpharetta, GA 30009

(800) 947-SURF

(800) 947-7873

www.surfexpo.com

September 8-10, 2022 and January

4-6, 2023 trade show in Orlando, Fla.

RSN 81

SWEET GISELE

5900 Decatur St.

Ridgewood, NY 11385-5955

SWIRLY GIRLZ

10226 East Summit Canyon Drive

Houston, TX 77095 T

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

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

TOUCHSTONE 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

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 83

TREE BUDDEES

1543 West Hamlin Road

Rochester Hill, MI 48309

TREE FREE GREETINGS

33 Whittemore Farm Road

Swanzey, NH 03446

UZZI AMPHIBIOUS GEAR

205 Ansin Blvd.

Hallandale Beach, FL 33009

info@uzzi.com

www.uzzi.com

(954) 777-9595

A clothing brand inspired by nature, land and ocean for people who enjoy an active and social lifestyle. Apparel for kids and adults.

RSN 85

VALANI APPAREL

V2510 N. Chester Street

Gastonia, NC 28052

VELO BLING DESIGNS

PO Box 281107

Lakewood, CO 80228

TOWN PRIDE

We Make Custom Easy!

615 E. Main Street

Yarmouth, ME  04096

(207) 466-4004

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 82

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

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

(610) 790-3244

kim@urbancharminspires.com

www.urbancharmbeads.com

Custom jewelry, keychains, magnets and ornaments.

RSN 84

US GAMES SYSTEMS, INC.

179 Ludlow St. Stamford, CT 06902

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.

WNew York, NY 10001

WALLAROO HAT COMPANY

3155 Sterling Circle

Boulder, CO 80301

WARM FUZZY TOYS

23 Broderick Rd.

Burlingame, CA 94010

2022 - 2023 Buyer’s Guide Directory

WWAYNE CARVER

2412 Grant Ave

Rockford, IL  61103

(800) 573-7123

orders@waynecarver.com

www.waynecarver.com

Name Programs.

RSN 86

WEBB CANDY CO.

980 Aldrin Drive

Eagan, MN 55121

THE WELMAN GROUP

7970 Old Georgetown Road #D

Bethesda, MD 20814

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

WHEELER 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 88

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

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

RSN 89

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

The All-American travel toy – Made in the USA!

Clean, quiet, hands-on fun!

RSN 90

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 91

WILD BERRY INCENSE

5465 College Corner Pike

Oxford, Ohio 45056

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

Kids' T-shirts, vests and hats that feature interactive toy components.

RSN 92

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

X/Y/Z

YOUR NEEDS COMPANY

10731 Lasser Court

Ventura, CA 93007

YUMI HATS

1372 Bennett Drive, Unit 100

Longwood, FL 32750

ZACHARY IMAGES

1929 Linden Ridge Drive Fort Collins, CO 80524

ZHEN ZHU

2838 N 71st Place

Scottsdale, AZ 85257

XPLORER MAPS

PO Box 8593

Missoula, MT  59807

info@xplorermaps.com

(406) 546-2695

Creators of fine, hand-drawn map gift products that include illustrations of national parks, historical sites and destinations throughout the world

RSN 93

XPRES, LLC

111 Cloverleaf Drive

Winston-Salem, NC 27103

Where the Deals Are Best-Selling Merchandise for Discount, Variety and General Stores

These days, more and more people are looking for a bargain. They’re also looking for a shopping experience where they can find everything that they need without making 10 different stops around town to find items. For this article, store staff members at discount, variety, and general stores described what items are the hottest sellers for them and how they serve an evergrowing cadre of customers.

At Bargain Barn Outlet in Monroe, Wash., Manager Dena Carter described her top sellers as “Really everything you ever needed but didn’t know you needed! While it changes a lot, because we carry items that originally came from Amazon and Sam’s Club, right now hummingbird houses are extremely popular. We carry all sorts of eclectic items,” she laughed. Having unique and random items such as a small bird habitat often boosts sales, Carter said, because her customers enjoy finding something that’s a little bit different and outside the expected. However, along with the uncategorizable, she explained, “We do well with consumable foods, furniture, and electronics, such as televisions, which we have a lot of at present. We also sell a lot of exercise equipment, and linen items for the home. All home items and beauty items do very well for us all year,” Carter explained. “People are always looking for a good bargain, and we have it.”

Seasonal items are also popular, she said, “Right now our top seasonal buys are inflatable pools, BBQs,

““Really everything you ever needed but didn’t know you needed! While it changes a lot, because we carry items that originally came from Amazon and Sam’s Club, right now hummingbird houses are extremely popular. We carry all sorts of eclectic items.”

outdoor lighting. Air conditioners are huge sellers, but they go fast, and we don’t have any in stock presently.” Seasonal bargain hunting is especially appealing, since a good portion of the items can only be used for a limited amount of time each year. Carter added, “You never know what you are going to find here. We get a truck a day of items, with products of all kinds in the mix.”

- Dena Carter, Bargain Barn Outlet, Monroe, Wash., describing the store’s top sellers.

When it comes to customer service, Carter focuses on several different areas to benefit customers at her store. “I’m good at suggesting the things people didn’t know they needed. My top tip is to just be very proactive with people. I make sure that everyone here knows what we have in the store. I walk through the store all the

Continued on page 202

Where the Deals Are (From page 200)

time to keep up. I can’t sell it if I don’t know we have it,” she stressed. “We also do displays of our items, and we keep them current and attractive, really show off what we have.”

In Sedona, Ariz., at the 3,000-square-foot Earthbound Trading Company, Manager Kristin Annitto said that her best-selling merchandise includes women’s clothing, jewelry, and home goods. “Our rocks and minerals, which change all the time, are very strong sellers for us, at least in part because of our location. Jewelry is always good for us. We had a lot of jewelry featuring mushrooms in the spring, now the back-to-school items are a little bit heavier and darker in jewelry look. Our home goods include bowls, garden gnomes at a really good price point, and glass vases with root wood on the bottom. They all make great gifts or things that people want for their homes.”

Annitto’s top customer services tip is to “practice nomadic selling. What that means is that we are out there on the floor talking to people as they come in. We walk them through here, we don’t just point to things. We become our customer’s buddy when we can.” She noted, “We are sales-driven but driven only in terms of getting to know our guests and turning them into friends. That’s what works best for us, establishing those relationships in order to make sales.” Also in Sedona, at the city’s outpost of the nationwide Tuesday Morning

Going Small Merchandise Items for Small Gifts

Discount and variety stores offer a wide range of smaller merchandise items that sell well for seasonal stocking stuffers and as small gifts all yearround.

At Bargain Barn Outlet in Monroe, Wash., Manager Dena Carter said, “We get that sort of thing in regularly, and people love the small toys, they go after lots of health and beauty items, and they will also purchase small snacky food items. It’s a good variety that people can use for small gifts, or seasonally in holiday stock-

ings.”

In Sedona, Ariz., at Earthbound Trading Company, Manager Kristin Annitto related that “We have a good eclectic mix of smaller items, spa and aroma-based products, key chains, little grab and go stickers. Those are the favorites at a really great price point. People enjoy using them as gifts or for stocking stuffers alike.”

At the Sedona location of the nationwide chain Tuesday Morning, discounts abound with a wide variety of choices for small gifts and small holiday items. Ac-

cording to Manager Katrina Guaderrama, “We do a lot of sales in food items, such as cookies and candies, chocolates and breads, people come in the store for those things to use for small holiday gifts. In the non-edible area, we always have great small items all year. Tech does very well in that category, small pieces like earbuds for phones,” she said. “Jewelry is another strong seller for us when it comes to smaller gift items, because many of the pieces have such excellent pricing.” ❖

“All of our categories do well because people get a lot for their money here.”

- Katrina Guaderrama, Tuesday Morning, Sedona, Ariz.

discount chain, Manager Katrina Guaderrama related that choosing any specific type of best-selling merchandise for her 2,000-square-foot store is “a loaded question here. We have so many different things, different types of items that do well. I guess if I had to pin it down, I would say furniture and carpets do best of all. We are lucky though; we really do carry something for everyone. Housewares, bath ware, cosmetics, it all does well.” She related that the reason for the store’s wide-spread bestsellers comes down to simply having “amazing prices in all areas, with furniture and carpeting being particularly amazing for what we have. On top of that, our area has a lot of Bed and Breakfasts, and they are always

““We really do have everything here, clothing, general merchandise, gifts of all kinds. It’s two businesses in one all in one building, a full-service grocery, and a merchandise store with a wide variety of general items. Clothing overall is our best category in merchandise. Visitors and local residents alike come here to purchase that.”

looking to update furnishings.” Overall, she says “All of our categories do well because people get a lot for their money here.”

Her customer service tips focus on information and visualization. “Knowing where everything is so that we can point people in the right direction for the types of items they’re looking for, that’s very important,” she said. “Presenting what we call suggestive displays is also a good idea, showing people what kinds of items work together.”

At The Star Store, a general store in Langley, Wash., Owner Gene Felton took a minute out of his busy Whidbey Island fair weekend to describe his best-selling merchandise. “We really do have everything here, clothing, general merchandise, gifts of all kinds. It’s two businesses in one all in one building, a full-service grocery, and a merchandise store with a wide variety of general items. Clothing overall is our best category in merchandise. Visitors and local residents alike come here to purchase that.”

As to customer service tips, he said, “Pay attention to your customers. We walk people through the store, and if they want something specific, we walk them right to the aisle, we don’t just point them in the direction of those items.” He related that “We also suggest items that might go together. For example, if they want a T-shirt, we also point out the hats or sun protection or what have you. We try to coordinate other items for them.”

Overall, stores that have a wide mix of merchandise, whether they are discount stores, general stores such as The Star Store, or a unique variety location, these stores do well with customers due to their price points, an ever-changing array of arriving items, and customer service that really focuses on the customer. Great pricing and variety aside, staff at each store agree that knowing the merchandise that’s available and interacting with customers about it directly is a key tip in terms of getting customers to purchase – and come back to purchase more. ❖

- Gene Felton, The Star Store, Langley, Wash.

Keeping the Fun Home Christmas and New Year’s Eve Trends at Party Stores

With a pandemic-led societal shift toward home entertaining, customers are spending more on increasingly lavish and sophisticated parties. “After COVID hit, people were doing more intimate gatherings and decorating even more, because they weren’t going anywhere,” observed Amber Jensen, manager at Party Depot in Brookings, S.D.

Around Christmas, Party Depot sees huge sales of wreaths, garlands and other greenery that people use to decorate their homes. Light-up trees and ornaments are also top sellers. “We’ve been doing really well with Christmas the last few years. We’re selling more and more décor, especially during the past 4 or 5 years,” noted Jensen.

Overall, winter holiday sales have slowly but steadily increased in recent years at Party Depot. New Year’s Eve tends to attract more last-minute shoppers: “Oh gosh, we’re having a little thing,” customers will tell Jensen, as they scoop up noise makers and other party accessories.

In Mequon, Wis., Manager Glen Victorey said that reduced bar and restaurant spending has translated into bigger budgets for Christmas, Hanukkah and New Year’s Eve shoppers at Elliot’s Partyland. “This is a very Jewish area, and Hanukkah has been bigger and bigger for us,” he noted. Menorah candles are the top holiday décor item, along with blue and white tableware. Elliot’s also sells “lots of silly things to wear” to Hanukkah parties, Victorey noted, such as blue hats, crowns featuring Stars of David, or kitschy scarves with latke puns.

At Christmas, Victorey has noticed a décor tendency toward expanding color palettes — lime green instead of forest, for example — as well as the ubiquitous, trendy Buffalo plaid. He’s also noticed party givers opting for themed buffet bars — potatoes, hot chocolate or other basic foods with a dozen or more novelty toppings and stir-ins.

Victorey is among the many party retailers who says New Year’s Eve is hands down the biggest single party-shopping day. “It’s the biggest day of the year for us — in terms of sales, and [in] terms of the amount of customers that come through the door,” he noted. But with everyone from Target to William Sonoma competing with party stores for those shoppers’ dollars, “you have to do

“ ”

“It’s the biggest day of the year for us — in terms of sales, and [in] terms of the amount of customers that come through the door.”

- Glen Victorey, Elliot’s Partyland, Mequon, Wis., commenting on New Year’s Eve sales

Party Stores

something that differentiates you from everybody else.”

At Elliot’s Partyland, that means oversized clear balloons filled with confetti and mini balloons that families pop at midnight — or earlier, for small children — creating a ball-drop-in-the-living-room effect. Color schemes have evolved beyond the traditional black and white, cocktail accessories have gone upscale, and those little disposable hats and horns have given way to more sophisticated styles. “People want more glitz and glamor nowadays,” Victorey said.

Christmas is primarily a family affair for many, and the holiday takes a back seat to New Year’s Eve at many party retailers, such as Party Fair in Berwyn, Pennsylvania. For Christmas, Store Manager Wayne Van Curen sells mostly tableware and tabletop décor, like the balloon towers and arches that are his specialty.

“New Year’s Eve is a completely different story,” Van Curen said. “People go all out. We do a month’s worth of business in one day, literally.”

During the pandemic, Party Fair customers have tended to throw smaller parties — 10 guests, perhaps, instead of 50 — “but they made it as extravagant as they could,” said Van Curen. This past holiday season, with restrictions easing, “it was crazy; they went wild.”

- Simon Kuonen, Party Bazaar, Dallas, Texas, commenting on the designer party ware sold at the store

That was certainly the case at OMG! Party Store in Reading, Pa. Balloons and balloon decorations were last year’s holiday hit, according to Manager Jasmine Grullon . “People were decking their halls with the Grinch, Santa Claus, candy canes,” she noted. “They’ll spend on whatever floats their boat.” At OMG!, New Year’s Eve sees soaring sales of champagne bottles, champagne and wine glasses, and décor in black, white, gold and silver.

The 2,100-squarefoot store has seen its sales expand thanks to savvy social media outreach. “Clients will come in with

some ideas of their own, and we’ll replicate it or try to recreate it in our own way,” Grullon explained.

Designer party wares — like napkins from the Caspari brand or wrapping paper and gift bags from Jillson &  Roberts — are holiday best-sellers at Party Bazaar in Dallas. “Our shoppers are looking for something more sophisticated, a little more unique, that they can’t necessarily find at their Target or Walmart,” explained Store Owner Simon Kuonen

At his 4,000-square-foot shop, seasonal sales are strong from November — when Kuonen sets up Christmas displays — through the end of December. At this point, he anticipates the ebb and flow of shopping patterns. “New Year’s Eve is our single busiest day of the year, but it’s a very compressed holiday — nobody really purchases anything until the week after Christmas,” Kuonen explained. “In terms of total volume, Christmas is still number one.”

After spending a month-plus decking the halls with reefs and garlands, hunting for the perfect gifts, and setting the perfect holiday tables, Party Bazaar shoppers “come in on December 27th and grab a handful of hats, horns, noisemakers, sparklers and invites,” Kuonen said. “Then they’ll invite over a couple of friends and call it a day.” ❖

“Our shoppers are looking for something more sophisticated, a little more unique, that they can’t necessarily find at their Target or Walmart.”

YEAR-ROUND CHRISTMAS STORES

Where Santa Makes Sales Sense

Christmas and Holiday Merchandise at Christmas Stores

Store owners and staff are always in a holiday mood when welcoming shoppers at these four Christmas stores. From east coast to west, Christmas ornaments and other holiday merchandise remain big sellers all year.

At Christmas Spirit in Rehoboth Beach, Del., Owner Jill Hudson said her location helps to sell her merchandise. “Because we are at a beach location, anything that is beachy, anything that reflects the area, is a top seller in holiday merchandise. We carry a lot of items that are personalized, or that have the name of our town on it. We also do

well with a lot of beach-themed decorations being just a block and a half from the water.” This includes holiday ornaments and décor that is name-dropped with “Rehoboth” or souvenir ornament décor that features local icons like Dolle’s Saltwater Taffy. Another popular item are handpainted sand dollar ornaments that use a lively Grinch theme. “We have sand dollars painted to resemble the Grinch himself, Cindy Lou, and Max. All are tree ornament figures.” Hudson noted that the store also does well with Glass Company ornaments, because of their attractive traditional style, and items from Christopher Radko. The store also sells holiday tea towels, but this is not a top-selling category.

Primarily, the store caters to out-of-town visitors. “We are mostly a tourist-based destination. I think we serve these customers well with ornaments that can be personalized, which make a great take-home memory, or with our sand dollars and other unique, beach-themed items,” Hudson said. She added “Personalizing with family names and dates is very popular.”

To create an aura of year-round holiday excitement, Hudson said she relies on an iconic figure in the front window of her approximately 2,000-square-foot store. “We have a life-size Grinch that changes seasonally. For example, right now, he’s wearing a captain’s hat and an anchor shirt. He’s carrying a beach towel and a life preserver. People always want to come in and take pictures with him. He really draws people in, the Grinch!”

Heading south to Charleston, S.C., Brittany Wilson is the director of operations at Charleston Christmas Collectibles. According to Wilson, at her store, the largest holiday sellers are unique and one-of-a-kind items, as well as collectibles. “We focus on collectible lines such as Jim Shore and Buyer’s Choice; the Santa line of Department 56 Merchandise also does well. But a real standout for us are our custom pieces

A Christmas ornament display at Christmas Spirit. Handpainted sand dollar ornaments with a lively Grinch theme sell well for the store.

Year-Round Christmas Stores

created by local artists.”

She reported that “Many of our ornaments are done in South Carolina, North Carolina, and Georgia. We also carry a line-up of custom brass pieces that are exclusive to us, and traditional ornaments. Overall we try to focus on items that are unusual, that you can’t find at chain stores like Michael’s.” Wilson noted, “The local aspect and the uniqueness of these items is what makes them do so well for us.”

The store caters to a mix of tourists and locals, which varies by time of year. “In the summer months, we are in a high-tourist area, and our customers are mainly visiting from out of town. From October to December, it’s more local Charleston-area shoppers who come up and support us, purchasing items as their own décor and gifts. We also have a website where we offer a lot of our main items, so we can reach customers all over.”

Wilson explained that “We have been in business for over 40 years, and we have customers who have come into our store for over 30. We keep items that are specifically selected to appeal to them, as well as a lot of the new, fun, and different things that have just come out.”

Located within the Charleston city market, the store is 400 square feet, with an entrance down a long narrow hall. At the end of that hall, Wilson described the first thing customers will see as displays of Christmas trees. The store creates a lot of its all-year Christmas energy and excitement through these displays. “Whenever you walk in, you have that immediate ‘Christmas at home’ feeling. That’s our big thing, you step into the store, and you see all these giant, decorated trees, and people naturally get very excited by that.”

Heading west, at Christmas Cottage in Lincoln City, Ore., Owner Barbara Jenkins-Gibson described her

Continued on page 208

An exterior view of Christmas Spirit in Rehoboth Beach, Del. Personalized items do well for the store, according to the owner.

Jill Hudson, owner, Christmas Spirit. A life-size Grinch with a changing wardrobe in the store’s front window draws people in to shop, and for a photo opportunity, she said.

Beach-themed Christmas merchandise at Christmas Spirit. Anything beachy does well for the store, the owner said.

Year-Round Christmas Stores

Where Santa Makes Sales (From page 207)

holiday best sellers as also being “home-oriented.”

“Right now, dog ornaments, cat ornaments, more family-oriented ornaments are big, because people have spent and still are spending more time at home, and many have pets,” she related. “There is a new emphasis on the value of family right now that has come out of this, so we are selling a lot of things that denote family.”

Jenkins-Gibson said the store personalizes and dates everyone’s ornaments free of charge. Tourism shapes the bulk of most of the store’s customers due to its location right along the Pacific Ocean.

“While locals do come in, there would not be enough business without tourists,” she explained. “With visitors in mind, we not only personalize with names and dates, even sayings if they wish, but we also name drop ornaments with the name of our town or ‘Oregon Coast,’ things like that.” Additionally, the store devotes an entire section to nautical and beach-themed items. “Visitors like to have something they can take home as a great souvenir of their visit, so I do try to find things that are unique to the beach area and beach experience. We do a lot of sea-life shapes and handblown glass pieces, for example,” Jenkins-Gibson said.

The 3,000-square-foot store is open 362 days a year, and

Halloween-themed merchandise at Christmas Spirit. The store caters primarily to out-of-town visitors.

A Christmas display of home décor, ornaments and other items at Christmas Spirit. Name-dropped items are popular for this Rehoboth Beach, Del., store.

Beach-themed ornaments at Christmas Spirit. Souvenir ornaments featuring iconic Dolle’s Saltwater Taffy sell well in this Rehoboth Beach, Del., store.

she keeps the Christmas glow going in a variety of ways. “We change the store up with new items often so that seasonal customers always see something different. But I always have one tree that’s lit and filled with Mark Roberts fairies. We also have the fairies hung all over our store, from the ceiling, in the windows. That creates a special atmosphere,” she said.

In San Diego, Calif., at City Lights, store Director Brian Young caters to a mix of tourists and locals. “In the summer, tourism is the draw, while in winter, it’s locals closer to the holidays,” he said, citing a similar seasonal dynamic to that of South Carolina’s Charleston Christmas Collectibles store. “We sell a lot online as well, and we ship worldwide every day.”

Beacon Design

By Teagan Orlando

Beacon Design is proud to be the leading ornament manufacturer in the United States. Their unique metal-etched ornaments are designed, tooled, assembled, and packaged within their Lincoln, R.I., headquarters. As a veteran founded company and leader in the industry, Beacon Design holds its product to the highest quality standards. With hundreds of ornament designs to choose from, their retail line offers something for everyone. Categories consist of Name Drop Banner, Coastal, Nature, Snowflakes, Seasonal, Annuals, Americana, Military, and General. In addition, they offer customization with an oval name drop as well as full custom designed ornaments, that reflect their client’s vision.

One of their greatest success stories is a 41-plus year partnership with the White House Historical Association. Since 1981, Beacon Design has been the official manufacturer of the Annual White House ornament. Their annual program is the largest of its kind in the United States, generating millions of dollars in revenue to support the association's mission. Each year close to a million ornaments are sold nationwide and abroad.

All products are 100% Made in the U.S.A at their state-of-the-art facility allowing them to offer short lead times, competitive pricing, quantity breaks, superior quality, low minimums and exceptional service.

As to best-sellers, “We do a lot of Christopher Radko as well as with Old World Christmas items name dropped with San Diego on them. People like to take these home as keepsakes,” Young stated.

The 27,000-square-foot store keeps things in the holiday spirit with an all-year series of Christmas tree displays. “We have 18, seven and nine-foot-tall trees predecorated. And we have a big mix of 72 racks of ornaments displayed, too,” he said.

In short, holiday spirits are merry at permanent Christmas stores from coast to coast, where personalizing items, and offering ornaments that reflect the stores’ unique locations, are key to 12 months of seasonal sales. ❖

With full custom designed product, you can maximize sell through because the product is unique to your organization and audience. All aspects of your design can be customized, from plating finish, to dimension, packaging, etc. Beacon Design strives to meet your needs, work within your budget and give you product that maximizes results and drives revenue.

(Whether you are interested in shopping their retail line or creating a one-of-a-kind custom piece, please contact their sales team by emailing sales@beacondesign. com or by calling 800-521-5001. For additional information, circle 11 on the reader service card.) ❖

Beacon Design has enjoyed a 41-plus year partnership with the White House Historical Association as the official manufacturer of the annual White House ornament.

Company Profile ∙ Ornaments