Souvenirs, Gifts & Novelties - January 2022

Calif. See the story on page 66 for an interview with Ball.

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PRESIDENT & EXECUTIVE EDITOR

Scott C. Borowsky

610-645-6940 ext. 0

ASSOCIATE EDITOR

Sasha Borowsky sborowsk@gmail.com

MANAGING EDITOR

Caroline A. Risi editorsgnmag@kanec.com

CONTRIBUTORS

Karen Appold Hilary Danailova

Genie Davis

Sara Karnish Carime Lane

CONTROLLER

Joseph W. Mellek

610-645-6944

BILLING AND

Contents TABLE OF

36 Bonus Sidebar: The Most Popular Animals Depicted on Gifts

38 Selling Pet Gifts at Pet Boutiques

For this article, four owners of pet boutiques and markets shared their tips on what sells best, selecting unique product and which toys dogs like best.

40 Bonus Sidebar: What a Dog Likes: Trends in Toys

42 The Sky’s the Limit for Some Museum Shop Shoppers

This article explores gifts that appeal to shoppers willing to spend a lot.

44 Bonus Sidebar: The Most Popular Least Expensive Gifts

48 Selling Coastal Gifts at Maritime Museum Shops

When visiting the gift shop at a maritime museum, a sea-themed gift is a likely purchase. So what’s topping gift lists these days?

22

50 Bonus Sidebar: Top-Selling Gifts for Kids

52 Selling Gifts at Gift Shops and Boutiques

Read this article to hear from five gift shop and boutique store owners for their take on selling gifts.

54 Bonus Sidebar: Tips to Prevent Theft

56 Affordable Presents – Gifts at General, Discount and Variety Stores

Contributor Hilary Larson interviewed three owners and two managers at stores in New Hampshire, Vermont, California, and Kansas for this interesting look at trends in gifts at discount and general stores.

Apparel and Accessories

60 Apparel and Accessories Trends at Resort Stores

38

For this article, Contributor Sara Karnish discussed apparel trends with retail officials at four resorts.

65 Bonus Sidebar: Top-Selling Gifts at Resort Stores

66 Trends in Apparel and Accessories at College Stores

College stores interviewed for this story found apparel and accessories sales to be a mixed bag of increases, and for one store, downturns, from 2019.

68 Bonus Sidebar: What Are Your Logo Merchandise Best-Sellers?

70 Mining for Apparel Sales Gold - Trends in Apparel and Accessories at Apparel Stores

Some trends, like neutral colors and wider-legged jeans, are evident at boutiques across the country. But others are specific to a region, a neighborhood or even a subculture, this article found.

72 Cozy Choices for Children - Best-Selling Baby Apparel

42

According to this article, which features comments from four baby store owners, comfort and functionality, as well as a stylish look, were trends in baby apparel this past year.

73 Bonus Sidebar: In or Out? The Long and Short on Dresses

Mother’s

Day, Father’s Day and Nurse’s Day

75 Trends in Gifts at Stationery, Hallmark, and Floral Stores

For this article, store staff and owners discussed what sells best for Mother’s Day, Father’s Day and Nurse’s Day.

Home Décor

79 Sowing Sales - Home Décor Merchandise Trends at Botanical Garden Gift Stores

Home décor is a popular category at botanical garden gift shops, this article found.

80 Bonus Sidebar: What Are Your Top Customer Service Tips?

Jewelry

84 Hospital Retail Trends Report: Jewelry Trends

For this article, our contributor reported on hospital shop jewelry trends.

86 Bonus Sidebar: The Mission Behind Hospital Gift Shops

90 Trends in Jewelry Sales at Boutiques and Jewelry Stores

Small, delicate jewelry is taking center stage sales-wise, retailers interviewed for this story reported.

92 Bonus Sidebar: What Are Your Top Jewelry Display Tips?

93 Jewelry Trends at Caves and Caverns

This article covers what is selling well in the jewelry category.

Public Lands Partner Stores

95 Best-Selling Souvenirs at Public Lands Retailers

95

64 109

A look at how gift and souvenir merchandise fits in to the education and conservation missions of public lands.

98 Bonus Sidebar: Top Staff Training Tips

Snacks, Candy, and Gourmet Products

102 Trends in Edible Gifts at Candy Stores

Sweet treats abound at candy stores.

Halloween Section

105 Scaring Up Sales - Halloween Trends at Party Stores

Party retailers interviewed for this article reported strong demand for costumes and piñatas themed around witches, skeletons, pumpkins, and vampires.

107 Going Big for the October Season - Halloween Decorations at Hardware Stores

A look at Halloween merchandise trends at hardware stores in 2021.

Games, Playthings and Plush

109 Toy Best-Sellers at Toy Stores

For this article, toy retailers took a look back on 2021’s best-sellers as they prepared for the New Year.

Commentary

A New Year to Focus on Customers

The New Year comes on the heels of two extraordinarily difficult years worldwide. We hope our readership and advertisers will stay safe and healthy in the New Year.

This issue is full of interesting stories to inspire you to make your store the best it can be in 2022. There is an expanded Special Gifts Section that covers gift trends at sports fan and Minor League stores, country stores, pet boutiques, museum stores, gift shops and boutiques, and others.

C. Borowsky

Quotable

“ Retail is a customer business. You’re trying to take care of the customer—solve something for the customer. And there’s no way to learn that in the classroom or in the corner office, or away from the customer. You’ve got to be in front of the customer. ”

- Erik Nordstrom, President, Nordstrom Direct

We also cover trends in wearables at resort, college, baby and apparel stores. And, for the first time in two years, we resume our hospital store coverage with the story on jewelry sales that includes interviews with hospital store employees in Illinois, Minnesota and Montana.

Also part of our jewelry coverage in this issue is a story on jewelry selling at boutique and jewelry stores, and jewelry sales trends at caves and caverns.

We also offer a story on sales trends in stationery, Hallmark and floral stores for Mother’s Day, Father’s Day and Nurse’s Day, and a home décor article that contains interviews with botanical garden retail officials in Arizona, New Mexico, Ohio, the Bronx New York and Virginia.

The issue additionally offers articles on home décor merchandise at botanical garden gift stores, souvenirs at public lands, edible gifts at candy stores, Halloween goods at party and hardware stores, and toy best-sellers at toy stores,

I hope you enjoy the issue. Please email me with your comments, questions or suggestions at editorsgnmag@kanec.com. You can also get in touch by visiting SGN on Facebook. And don’t miss additional ads and a selection of print articles on the SGN website, www. sgnmag.com.

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

610-645-6940

America’s National Parks™ store staff members, from

right, Nashalie Agosto, Angel Rosa and Ana de Jesús, at San Juan National Historic Site in San Juan, Puerto Rico. See the Public Lands Stores story for an interview with Eastern National Merchandise Manager Julianna Haviv. Eastern National handles the site’s store and many other public lands retail outlets, focusing on merchandise that promotes education.

Scott

left to

For

IMC Completes Atlanta NEXT

Home Décor Transformation in Winter 2022

International Market Centers (IMC) marks a major capital and strategic investment milestone with the Winter 2022 completion of its multi-market “Atlanta NEXT” transformation of the AmericasMart Atlanta home décor offerings. An additional 60,000-plus square feet of new, expanded, relocated and renewing showrooms were confirmed in the lead up to the Winter 2022 Atlanta Market, January 11-18, 2022.

“The latest 19 updates drive the eight-floor home décor marketplace to capacity, fulfilling IMC’s vision to create a compelling design-driven destination for market and year-round buyers,” said Scott Eckman, IMC executive vice president, chief revenue officer. “When we embarked on the Atlanta NEXT plan in 2019, we had no idea what the next few years would bring, but we continued in our commitment to reimagining our home décor sourcing experience. We are proud to present an intuitive and comprehensive destination of more than 300-plus showrooms for the design and retail community.”

The 12 winter 2022 expansions within Building 1 continue to refine the home décor offerings and bring more lines to Atlanta Market. Complementing the permanent showrooms are 215-plus home décor temporary exhibitors on three floors.

Launched in 2019, Atlanta NEXT is a multi-stage capital and strategic investment plan that transforms the AmericasMart Atlanta business through enrichment of all categories, strategic remerchandising of resources and improvements to all buildings.

Las Vegas Market Temporary Exhibits Expand Again in January 2022

Las Vegas Market’s temporary exhibits – housed in the all-new Expo at World Market Center Las Vegas – are tracking to grow by more than 30 percent to showcase nearly 400 established and up-and-coming lines in seven easy-to-shop gift and home decor destinations for their Winter 2022 staging, January 23-26, 2022.

“The Las Vegas Market Gift & Home temporary exhibits are a dynamic hub of inspiration, offering one-of-a-kind products, West Coast only vendors, and an eclectic mix of home, gift, design, and fashion lines found nowhere else in the United States,” said Scott Eckman, International Market Centers (IMC) executive vice president, chief revenue officer. “This Winter, they are a must-see for buyers in search of unique products, cash and carry, and the newest additions to the product scene.”

A full list of temporary exhibitors is available at LasVegasMarket.com/exhibitor/exhibitor-directory. ❖

The Las Vegas Market temporary exhibits are trend incubators with new and established brands bringing fresh product to all of Las Vegas Market’s seven product destinations: Design, Gift, Gourmet Housewares Collection, Handmade, Home, Immediate Delivery and Luxe.

30,000-Plus Buyers To Access Junipermarket In Preparation For January 2022 Launch

A new way of B2B wholesale sourcing is imminent as JuniperMarket enters the penultimate stage in its launch: a phased preview for more than 30,000 select buyers to source from the site’s more than 1 million gift and home décor products. JuniperMarket, a new B2B e-commerce marketplace powered by International Mar-

ket Centers (IMC), was to go live to the gift, home, furniture and apparel industries in early January.

“We are putting the final touches on JuniperMarket before our grand opening,” explained Bill Furlong, Juniper CEO. “These 30,000-plus invited users will give us final insights that will ensure we have the intuitive, omnichannel tool buyers need when it opens to the full retail and design community at the start of the winter 2022 buying season.”

Buyers can register for JuniperMarket when they register for either the Las Vegas or Atlanta market and at the JuniperMarket Experience Centers

at both markets. Interested brands can meet with the sales team during Atlanta Market in Building 1, Floor 9 and at Las Vegas Market in Building C, Floor 1.

“JuniperMarket’s programming in Atlanta and Las Vegas will celebrate our launch as well as the official start of an a symbiotic – and fruitful— relationship between physical and digital markets,” noted Furlong. “We look forward to joining with the industry as we toast to the opportunities that are to come!”

For more information, visit www.JuniperCommerce. com. ❖

Made in the USA

At Wind River®, our chimes are made in Virginia and inspired by the shores, mountains and valleys of the place we call home. They also reflect the spirit and landscapes of communities throughout the United States. From top to bottom, tubes to strikers—every Wind River® chime is made almost entirely from American-sourced materials.

We use string and pipe from New York, Georgia and Florida, native hardwood from Pennsylvania, metal components from the Midwest, and sustainable, rot-resistant California redwood.

We strive to leave the world a little better than we found it—through our workplace programs, our philanthropy, and the soothing notes of our signature products. Because at Wind River®, we don’t simply make chimes. We shape environments—at our company, in our community, across the country, and beyond.

Atlanta Market Building 2, Suite 9B82

January 12-18, 2022

Wind River®

800-345-2530

windriverchimes.com

service@windriverchimes.com

SHOW Calendar

A Look at Upcoming Trade Shows

January 2022

19-21 Sports Licensing and Tailgate Show

Las Vegas Convention Center

Las Vegas, Nev.

23-27 2022 Winter Market

Las Vegas Market

Las Vegas, Nev. (Circle 24 on card.)

29-Feb. 6 Gem & Lapidary Wholesalers Holidome Tucson, Ariz.

29-Feb. 6 Gem & Lapidary Wholesalers

Gem Mall

Tucson, Ariz.

February 2022

1-5 Atlanta Apparel Show

AmericasMart

Atlanta, GA (Circle 01 on card.)

6-9 NY NOW Javits Center NY, NY

9-11 Oasis Gift Show

Phoenix Convention Center Phoenix, Ariz.

• NEW Immediate Delivery section for buyers that need products now!

• The latest trends in Gifts, Made in the USA, Home Decor & Accessories, Kids & Toys, and so much more

• Artisan Alley featuring unique and one-of-a-kind handmade designs

• Free onsite parking and discounted hotel rates

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 really enjoy going there because it’s a completely different marketplace.”

— Corey Damen Jenkins, Principal, Corey Damen Jenkins & Associates, New York City

SHOW Calendar

A Look at Upcoming Trade Shows

19-22 Toy Fair NY Jacobs K. Javits Center New York, N.Y.

21-23 Rocky Mountain Apparel, Gift and Resort Show

Colorado Convention Center Denver, Colo.

27-March 2 ASD Marketweek Las Vegas Convention Center Las Vegas, Nev.

March 25-27 Gem & Lapidary Wholesalers Livonia, Mich. ❖

MARCH 2–4, 2022

Join us for Spring Market, featuring hundreds of permanent showrooms – perfect for one-on-one time with reps and locking in your seasonal buying for 2022 from top lines in holiday, oral, gift, garden, seasonal, housewares, gourmet, entertaining, tabletop and home décor.

AmericasMart.com/Spring

@AmericasMartATL | #AtlMkt

TO THE TRADE | ©2022 International Market Centers, LLC

Annie Selke

Vietri

The Perfect Gifts at Sports Fan and Minor League Stores

By Sara Karnish

Apparel is not the only way sports fans show their team loyalty. Fan store retailers interviewed for this article said gifts of all kinds are popular for both the fan or the fan in someone’s life.

Headwear and drinkware top the list of popular gifts.

“Adjustable hats and novelty items, like trading cards and logoed baseballs, are our top-selling gifts,” said Emma Reese , merchandise manager for the minor league baseball team Fort Wayne TinCaps’ Orchard Store in Fort Wayne, Ind. “They do well because they’re good gifts for anybody. People tend to come in and ask what other people are buying, and they’ll go off of that. I get people in here who wouldn’t necessarily come to a game, but they’re buying gifts for people who would come to a game. The adjustable hats are good because anybody can wear them. Kids can grow into an adult-sized hat. We have kids’ hats but they don’t sell as well. I think it’s the versatility of the items—that’s why they tend to be popular.”

Jennifer Crum , merchandise manager for the Chattanooga Lookouts minor league baseball team in Chattanooga, Tenn., said, “We have three differ-

ent on-field hats which are very popular. Fans of all ages, and collectors, love minor league hats and always jump on the opportunity to buy one.”

Ted Tornow , general manager of the Clinton LumberKings minor league baseball team in Clinton, Iowa, said hats comprise about two-thirds of their sales. “Hats are versatile. They protect your head, show your allegiance to a team, or it may have

Continued on page 24

Ball caps on display at a store for the Fort Wayne TinCaps in Fort Wayne, Ind. Headware and drinkware top the list of popular gifts for the team.

A cash wrap area at a store for the Montgomery Biscuits in Montgomery, Ala. Adjustable hats and classic T-shirts sell well for the store.

Special Gifts Section

The Perfect Gifts (From page 22)

been a gift from someone. They’re fairly universal. Our logo is very recognizable. Our caps have either the Louie logo, the ‘C’ crown, which we developed many years ago, or the Copa Clinton Elotes logo.” (Elote is a popular street food in Mexico, consisting of a grilled cob of corn, seasoned with chile powder, cheese, mayo, salt, and juices. In this logo, the elote, representing Iowa’s top agricultural crop, steps up to the plate with its bat.) Besides hats, Tornow said bobbleheads are also strong sellers.

Ashley Williams , retail manager for the Biscuit Basket, team store for the Montgomery Biscuits minor league baseball team in Montgomery, Ala., said adjustable hats and classic tees are also their best-sellers: “They’re our best-selling item because they work for almost everyone and gives you just the right amount of taste into our team and organization”. For 2022, Williams will be featuring new items that players wear on the field: “For example, batting practice shorts and tops. Professional athletes are highly admired, and many individuals aspire to be one, or even just look like one. So, putting these items in the store for sale gives them that opportunity.”

Heads and Tails in Tampa, Fla, a longtime local retailer, carries merchandise for professional and collegiate Florida sports teams. Drinkware is one of their biggest sellers in the gifts category. “It’s collegiate apparel for Florida and Florida State [in gifts]. In drinkware, we do a lot with Tervis, and another company called Gametime Sidekicks,” said Stephen Sherman , who recently became Heads and Tails’ new co-owner with business partner Adam Snyder . “Anything that has to do with retro team logos does well, too.”

Because of ongoing supply chain issues, it’s been challenging for some retailers to stock merchandise. Reese said she’s had to change some of her orders a bit. Looking ahead to 2022, she said fans can expect to find some new gift items in the team store, although their classic merchandise continues to sell best. “I’ve gotten a lot more variety as far as our novelty items. We’ve gotten in a new ornament. We have a teddy bear that’s coming in—people have asked for small stuffed animals for kids,” she said. “But in terms of new items, things in our store tend to stay the same. I try to look and get new items that would be trendy, but even then, a lot of that wouldn’t necessarily sell well in our market. It’s more with staying consistent with what we offer, although we do vary shirt designs.” Reese said she is always open to new items if she can get them in.

The Lookouts team store carried several new hat and T-shirt designs, including an American Sign Lan-

Jennifer Crum, merchandise manager for the Chattanooga Lookouts minor league baseball team in Chattanooga, Tenn. The store stocks versions of the three different on-field hats.

Caps, T-shirts and balls on display at a Fort Wayne TinCaps store. The store has a new ornament for sale, and also has a teddy bear that is coming in after people asked for small stuffed animals for kids, the merchandise manager said.

A view of the sales floor at the Clinton Lumber Kings store in Clinton, Iowa. Hats make up about two-thirds of the store’s sales, according to the general manager.

guage (ASL) T-shirt, during the holiday season. “This shirt was inspired by our Deaf Awareness Night and features ‘Lookouts’ in ASL script,” Crum explained.

Sherman said he and his team look for unique items to appeal to their customers. “We have decanter sets for the teams by a company called Heritage Pewter. They’re really nice products. Because the Bucs [Tampa Bay Buccaneers] won the Super Bowl and the Tampa Bay Lightning won the Stanley Cup, the city’s been termed ‘Champa Bay’. Anything with that saying on it has been selling—barware to wallets to coffee mugs to mini trophies. We work with a local company called Bourbon and Bowties who came out with acrylic earrings that say ‘Champa Bay.’ They’re really cool,” he said.

As for gift trends during the holiday season and into 2022, Crum said, “People seem to be gravitating towards unique and personal gifts this holiday season. Our custom personalized on-field jerseys are very popular and have been flying off the shelf.” Sherman predicted stainless steel or metal drinkware will be big in the gift category, and the “athleisure environment” in apparel will continue. Williams said some of the gift trends she is seeing are “novelties for outside play such as bats, catching gloves, and even flyers and balls for dogs. Physical activity has increased within the past years, and I think that a lot of individuals value the time they get to spend with their loved ones outside having fun.”

Fan store operators rely on social media to spread the word about new items and promote events, specials, and other important happenings. Many take a cross-promotion approach to merchandising, focusing on the new items shared on social media when arranging displays within the store. Reese does this regularly. “We’ll highlight different items that we have in the store on our social media pages. We’ll get people who come in because they saw the items online. I also tend to change the layout of the store pretty frequently. Because of the nature of our industry, we have season ticket holders, so I’ll try to rearrange things a little bit so something catches your eye when you walk in. I could change something or move it, and people will think it’s a new item. Rearrange and post on social media—they’re the two things I do to make items stand out.” Tornow said, “With 500

Continued on page 26

Logo merchandise for the Chattanooga Lookouts. Fans of all ages, and collectors love minor league hats, the merchandise manager said.

Employee Chris Brown, with a glassware display, at Heads and Tails in Tampa, Fla. The store carries merchandise for professional and collegiate Florida sports teams.

Shoppers at a store for the Fort Wayne TinCaps. Many store customers are buying gifts for fans, the merchandise manager said.

Special Gifts Section

The Perfect Gifts (From page 25)

square feet [of retail space] and crisscross merchandising, we have to get items in so people see things. We’ve reorganized our website, we run specials on social media. Clinton is a small city; we’re a communityowned team. If we come out with something new and our fans don’t have it, they want to get it. We came out with a bunch of Nike dri-fit tops with numbers on them. We’ve done well with them. We’ll use social media, put an ad in the newspaper, there are a couple of baseball card fanatics…we’ll put it on our pages.”

Williams said social media is a great way to stay in contact with fans from out of the area. “With many of our fans not being local, this is the best way for us to keep them up to date on all that we have to offer and special promotions and sales,” she explained.

At Heads and Tails, they use social media to catch fans’ attention and bring them into their store. “We have a really good team in the store. None of us have a retail background. We’re sports fans. We have a big ‘feature wall’ up front in the store. We didn’t change the layout of the store because there wasn’t much we could do with it. The feature wall is for hockey and pro football. Whatever we know will be a fast mover will

be on that wall at all times,” Sherman said, “Merchandising for us more than ever has been done through social media. We have a social media intern—a 21-yearold from University of Tampa. We want the youthful approach to social media. People do come into the brick-and-mortar location in order to get the product they see on our social media pages. Our website allows for purchase online, pickup in store—we have a lot of folks who do that.”

Carrying a mix of classic and new gifts to appeal to longtime and brand-new fans, and utilizing social media to promote these offerings, ensures strong sales in the gift category for sports fan and minor league retailers. ❖

A merchandise display at a Montgomery Biscuits store. Batting practice shorts and tops will be in the store’s inventory this year.

A cap display at a store for the Montgomery Biscuits. For 2022, the retail manager will be featuring new items that players wear on the field.

A baseball display at a Montgomery Biscuits store. The retail manager said social media is a great way to stay in touch with fans from out of the area.

A view of baseball cards on display at the Clinton Lumber Kings store. Bobble heads are strong sellers for the store.

Licensed Apparel and Souvenirs at Sports Fan Stores

By Sara Karnish

Wearing apparel and displaying treasured souvenirs are just two of the many ways sports fans show unwavering devotion to “their” team. Mike Luciano , director, merchandise, for the Lehigh Valley Iron Pigs minor league baseball team in Allentown, Pa., said apparel and souvenirs are an important way for fans to extend a treasured moment by taking a bit of it home with them.

“You’re trying to give fans the best experience possible. You want to give them the best time they’ve had in maybe a long time. It’s kind of our duty to give them the best experience, and enjoy their time out and time together with their family. Apparel and souvenirs give them something to take home. A fan can easily come into the store and get a shirt, hat, or baseball and look fondly on that [experience],” he said.

Luciano said they are having great success with standard baseball caps. “Baseball hats are very ‘in’— especially the fitted hats with the straight brim. We have a big community of hat collectors, and I think it speaks to why a lot of people like our brand. We reinvent ourselves all the time. We’ll do five specialty caps for five different theme nights—fans want to get the ‘new look’ or ‘new thing.’”

Retailers said replica jerseys and basic tees are the strongest sellers at fan stores. “I think one of the reasons the jerseys sell so well is because at the beginning of the season, we’re always going to sell the higher-ticket items for the whole season,” said Sara Shumar , director of merchandise and purchasing for the Milwaukee Admirals minor-league hockey team in Milwaukee, Wis. “We sell a fair amount of T-shirts [all season]. Season ticket holders will come to

20 or 30 games—they’re investing in that piece they’ll wear all season.”

Isaac Berg , manager of the Pro Shop for the Florida Everblades minor league hockey team in Estero, Fla., said they sell a wide array of replica jerseys. “We have an incredibly unique set of logos with a sawtooth pattern accent on many of the jerseys that make them visually appealing for the customer. We also sell quite a few price point sweatshirts and hoodies. Because we are in Florida, many of our fans, especially newer to the team, show up to the rink in beach outfits and quickly figure out that they are not dressed warm enough for the game,” he pointed out.

Carie Hannawalt , director of Sales and Marketing for Destroyer. Rocks, retail vendor for the Grand Rapids Griffins minor league hockey team in Grand Rapids, Mich., said she feels the jerseys, hats, basic tees, and pucks sell well because “they’re traditional. It’s the one thing, even if you are coming to your first game, you will get a memento from your first professional hockey game. That’s what I find most people are looking for—something a little more traditional, and non-dated. Nothing theme-related.” She said team apparel and souvenirs are a big part of sports fans’ lives in Grand

Continued on page 30

Jerseys and caps for sale at The Zone, the store for the Grand Rapids Griffins. The director of sales and marketing said team apparel and souvenirs are a big part of sports fans’ lives in Grand Rapids.

Special Gifts Section

Licensed Apparel (From page 28)

Rapids. “The memory is important, but not just from a memento point of view. The Grand Rapids area is a very proud area—they like to show off their [Griffin] pride. People come in to get the latest and greatest apparel and souvenirs.”

Game equipment replicas sell well in the souvenir category. “Some of our best licensed souvenirs are our pucks and our keychains,” Berg said. “Our pucks are probably our most popular souvenir, as they are an essential part to the game of hockey. We offer a large assortment of different styles, and they are often purchased and used by fans to get player autographs.”

Luciano said the Iron Pigs’ bestselling souvenirs are mini wooden baseball bats and baseballs printed with the team’s various logos. “After those top two, I would say the plush animals representing our different mascots, and all the little tchotchkes like magnets, shot glasses—the small items,” he said.

Hannawalt said their pucks sell well, particularly with collectors. She added, “Lapel pins do pretty well for us. Also some of the non-collector things but things that are a little more useful, like bottle openers, keychains—things you can use year-round.”

Besides pucks, Shumar said they sell a lot of cowbells as a nod to their Midwestern roots. “Fans have fun with our different logoed cow bells. Sometimes we’ll have them for theme nights. They’ll be at a higher price point, so fans can pick and choose. We’ll have three or four varieties available,” she explained.

Retailers utilize different merchandising techniques to spotlight their higher price point items.

“During the games, we have a merchandise stand set up at one of the highest trafficked areas in the building whose sole purpose is to sell our high-end replica jerseys. We use body fills and hang them on slot wall to make sure they are visible even through a crowd,” Berg said.

Shumar said she does her best to make sure she has a nice selection of merchandise at every price point. “The jerseys are a good billboard for

us,” she said. “We always have them displayed prominently.”

Luciano said, “We work with our vendors to give us fixtures when possible. If it’s a high-priced item like a jersey, we put it on one of our best fixtures. We make sure it looks great and stands out. It’s all about dynamic merchandising at that point.”

Hannawalt said she and her team don’t do much targeted advertising or special merchandising for the higher priced items. “For us, the premium items would be something like an authentic jersey—something exactly like what the players wear on the ice. They’re one of the more expensive items we have in the store. We’ll display them closer to the office, hang them higher up. They’re not just something a customer can pick from the rack. But the thing with the more expensive items is we get more inquiries from collectors, so they’ll come to us rather than our having to market them. They’re for the die-hards. They come to us to ask about them,” she explained.

Apparel trends extend to the world of sports. Luciano said right now they are seeing a strong interest in “5950 fitted hats, New Era fitted caps. I’m seeing more bright colors in the tees and hoodies—pinks, blues, other brighter colors. Gold is selling very well,” he explained.

Creative merchandising in general is key for driving apparel and souvenir sales. There is so much going on during a game, it is important to add merchandise to the mix, but do it strategically and purposefully. “From food vendors, TV’s in the concourse, other patrons walking by, and especially the game going on the ice, it is important to make sure that your product can catch attention through all of that,” Berg advised.

Shumar said merchandising is one of her favorite parts of the job. “I love doing displays. We don’t have the biggest store, but we do displays in our windows. I think the store can set the tone if we’re doing a theme night. You

Carie Hannawalt, director of sales and marketing for Destroper.Rocks, retail vendor for the Grand Rapids Griffins minor league hockey team. Traditional souvenirs such as jerseys, hats, T-shirts, and pucks all sell well for the team.

An apparel display at The Zone, a store for the Grand Rapids Griffins. Pucks and lapel pins do well for the retail operation. Continued on page 32

Special Gifts Section

Licensed Apparel (From page 30)

can showcase the eye-catching items customers would not have thought of. We’ll have six past logos that we’re going to use—we’ll pull multiple items with that logo to display,” she explained.

Hannawalt said, “That’s one thing I like to train our managers on, especially when we get new stuff in. If it’s not made to be noticed, it won’t get noticed. We like to make things look fresh and new. When we get a new Tshirt or sweatshirt in, we show it off so it catches fans’ eyes—market it in a way that makes your store look ever-changing.”

Luciano said it’s critical to keep the merchandise orderly and neat to keep the shopping experience quick and easy for fans. “We don’t have the luxury of having customers who are coming in to browse. They are coming in between innings or right before the game. They want to come in, pick up their item, and go back to watching the game. It’s important to keep things organized and departmentalized. We have it set up almost like a department store but in a small space. It’s really important to keep the displays organized and full.”

Sports fan stores try to carry a variety of merchandise to appeal to all fans, whether first-time attendees or longtime season ticket holders. There is always something new for fans to add to their man cave or she shed to show their love for a sports team. ❖

Top Selling Licensed Items for Kids

Apparel and souvenirs are an important part of the sports game experience, and retailers carry a wide selection of merchandise specifically for the next generation of sports fans.

“Our most popular souvenirs for fans are the plush of our mascots. We have seven—Ferrous and FeFe (the iconic pig characters whose names were inspired by the atomic symbol and name for iron), Chris P. Bacon [a plush slice of bacon], Hambone, a piece of ham who is like a Charlie Browntype character, sort of a lovable loser, Barbie Q., Ribbie, a plush spare rib, and Diggity, a hot dog. In the seventh inning we have all seven mascots race around the ballpark. Hambone might win twice a season. The plush are colorful and very unique,” said Mike Luciano, director, merchandise,

for the Lehigh Valley Iron Pigs in Allentown, Pa.

“The two current best-selling licensed souvenirs for kids are our Everblades mini hockey sticks, and our cowbells. The mini sticks are not only a great item to hang up on a wall, but they can also be used to start learning the game of hockey for children who might be newer to the sport,” said Isaac Berg, manager of the Pro Shop for the Florida Everblades.

Carie Hannawalt, director of sales and marketing for Destroyer.Rocks, retail vendor for the Grand Rapids Griffins, said their young fans love the “plastic mini sticks and pucks, and custom plush of our mascot, Griff.”

Sara Shumar, director of Merchandise and Purchasing for the Milwaukee Admirals in Milwaukee, Wis., said, “We sell a lot of youth

hats. In novelties and souvenirs, pucks are huge. You can buy a different logoed one with each game. We also sell a lot of stuffed animals. We sell a lot of plush of our mascot, and any other type of animal wearing a team T-shirt.” ❖

A view of a shop for the Grand Rapids Griffins. Fans like to show off their Griffin pride with game mementos, the director of sales and marketing said.

Mike Luciano, director, merchandise, for the Lehigh Valley Iron Pigs in Allentown, Pa. Plush representations of the team’s seven mascots are the outfit’s most popular souvenirs.

Country-Themed Merchandise

Country Giftware at Country Stores

By Genie Davis

At country stores from Alaska to New Hampshire, gift merchandise is a strong seller. With many stores long-standing in their communities, each store features unique items with a regional spin; most top sellers reflect the heritage or specific interest of those communities as well, while not necessarily representing the traditional idea of country-themed merchandise.

Jo Hayden , owner of The Old Country Store and Museum in Moultonborough, N.H., said her top sellers include “lots of wrought iron, including hardware” in her approximately 5,000-square-foot store. She also sells many kitchen items as gifts. She believes the best way to sell these items at her “old-fashioned country store” is by category. “We have different sections in the store that feature different items, the hardware in one area, kitchen merchandise in another. That makes it easier for people to find what they want here. We are not a contemporary store with themed display tables.” And speaking of themes, themed table settings are not a trend at her store. She notes that “We do sell a lot of mugs though, as well as towels.” Edible gifts are very popular at the store as well including “jams, jellies, molasses, and candies.” The store ships some of these daily as well as offering them for retail in the shop. The Old Country Store is among the oldest in the nation, having been in existence for 228 years, and is well known for its selection of food gift items.

“We have different sections in the store that feature different items, the hardware in one area, kitchen merchandise in another. That makes it easier for people to find what they want here. We are not a contemporary store with themed display tables.”

- Jo Hayden, The Old Country Store and Museum, Moultonborough, N.H.

naments.” An even bigger seller at the store than Texas themed gifts however are items from Germany, Maldonado stresses. The town of Fredericksburg was founded by German immigrants in 1845, and the heritage of the region makes everything from aprons to trivets imported from Germany big sellers, she said. Mugs with an imprint of the state of Texas are also popular. Like Hayden, Maldonado said that the amount of merchandise the store contains, and the wide variety of items makes it best to display items available in the store by specific areas of the store. “We have a vintage section, a German section, an Elvis section, that type of thing. That’s what works best for us so that people know where to find what they are looking for.”

At the Fredericksburg General Store in Fredericksburg, Texas, Manager Angela Maldonado described her best-selling regional gifts as including “vintage toys such as wooden replica guns, Long Horn cattle wall hangings, decorative tea towels and oven mitts with Texas blue bonnets on them. We also have armadillo plush animals, and shot glasses, as well as decorative or-

Also in Texas, at the Luckenbach General Store in the tiny town of Luckenbach, Store Clerk Briahna White , speaking for General Manager Linda Goldsmith , said her best-selling country themed items include name-dropped merchandise from domino sets to mugs. The store also does well with animal-themed tea towels and small batch local soaps, with scents like Magnolia Texas Cactus. Unlike Maldonado and Hayden, White said the store does extensive displays and social media. “We have someone who comes in to do merchandising for us regularly, and we create themed displays and cross-merchandised

Continued on page 36

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Country-Themed Merchandise (From page 34)

displays. I also work on displays myself along with a co-worker, we’re always trying to keep things looking fresh and interesting.” As far as online media goes, she said, “We do regular posting online to our website as well as to Facebook and Instagram.” While the store does not offer tableware sets, they do well with pottery mugs. “They come in a wide range of colors, blue and green, orange with a turquoise rim, and they make a lovely set.” The store also does well with gift sets of wine tumblers in bright colors that feature the Luckenbach name. Locally made food items are also strong sellers at the store including Luckenbach coffees. “Books about the local area also feature the region and are popular as gifts; and books about musicians are popular gifts too,” she said. And with music a big part of the location’s heritage, “Guitar picks are also a big gift item,” White added. The store was originally a trading post that began in 1849; its music credentials came in the more recent past, with Jerry Jeff Walker recording in the store’s adjoining dance hall in 1973.

Among the many gift items offered at Orange Patch Too, in Mesa, Ariz., Buyer Michelle Smith said that “anything with a roadrunner does well for us.” The bird is available both as collectible figures and as on an image on everything from placemats to towels. But placemat sets are primarily seasonally themed at the family-owned store, however. Smith explained that “This time of year, we have holiday placemats, and they do very well. In the spring, it will be florals and abstract patterns.” The store itself grew out of the founders’ decision to plant some 200 acres of citrus

groves in the sunny location. “Because of the citrus around us, among the most popular gift items are anything to do with citrus products or orange blossoms,” Smith related. “One very popular gift item we have are orange blossom scented candles. We also do well with local jams, jellies, salsas, and orange blossom honey.” According to Smith, the best way to sell more of any of these items is by having strong in-store displays as well as an up-to-date website. “We do a mix of cross-merchandised themed displays, and categoryonly displays by section. Right now, we have a display of a variety of our kitchen items.” Rustic chic home décor items from picture frames and wall plaques to food and jewelry items are also featured on the store’s Instagram, Facebook and Pinterest.

And for Tallon Shreeve , owner of Coghill’s Store in Nenana, Alaska, his most popular regional gift items include “reindeer hides, tea towels and hot pads depicting local animals such as bears and moose.” The store also sells dreamcatchers, fur trappers’ hats, and regionally themed T-shirts as gifts, as well as gift cards and note cards, while also offering grocery items and snacks. “We have one aisle that is specifically for gift items, we don’t do anything special in terms of displaying them, but they are easy to find. Of everything that I sell in that category, I would say far and away the reindeer hides do the best” as home décor gifts.

All in all, across the nation, country stores offer a wide range of regional gifts that appeal to travelers, locals, and for some stores, online shoppers as well. In short, staying local is what country giftware is all about. ❖

The Most Popular Animals Depicted on Gifts

Animals are popular figures at country stores.

At the Luckenbach Texas General Store in Luckenbach, Store Clerk Briahna White, speaking for General Manager Linda Goldsmith, said, “We have popular tea towels with chickens on them, hand painted bags with horses, handkerchiefs with horses, and armadillo and rooster shirts.” Asked to pick just one animal as the most popular, horses may just win the race.

At the Fredericksburg General

Store in Fredericksburg, Manager Angela Maldonado described her best-selling animal-themed items as armadillo ornaments and shot glasses, long horn cattle wall hangings, and long horn ornaments.

For Tallon Shreeve, owner of Coghill’s Store in Nenana, Alaska, his most popular depicted animals are “moose, bear, and wolf. That goes both for decorative figures and printed animal images on our towels and hot pads.”

Jo Hayden, owner of The

Old Country Store and Museum in Moultonborough, N.H., said figures of moose, bears, and loons are her primary animal-themed items.

In Mesa, Ariz., at Orange Patch Too, Buyer Michelle Smith said her top-selling animal items are “Cardinals, quails, and roadrunners. Roadrunners are big for us. We have carved figures, as well as having the animals on placemats.” ❖

Selling Pet Gifts at Pet Boutiques

By Carimé Lane

When it comes to gifts for pets, pet boutiques and markets need to understand how to appeal to those looking for pet-related gifts–and, of course–the animal they’re purchasing the gift for. Here, four owners of pet boutiques and markets share their tips on what sells best, selecting unique product and which toys dogs like best.

At both of her City Dog Market shops in Georgia (the Brookhaven 2,000-square-foot location and the Avondale 850-square-foot location), Owner Renee Palmer aims to serve up a five-star restaurant-like shopping experience that can’t be duplicated online.

She cultivates an interactive shopping experience where customers can “touch it, feel it and smell it.” For instance, she often sets up sample stations. “Nothing can sell the treat like the dog,” said Palmer. Once, she served goat milk pumpkin lattes in samplesized shot glasses (large enough to accommodate the dogs’ snouts, of course). She’ll also have toys that light up when played with on hand to get furry in-store ‘shoppers’ excited.

Palmer said that “without a doubt” her most popular products are dog treats and chews. These are made up of “health and wellness brands we feel good about carrying,” Palmer said.

They’ve also teamed up with a local manufacturer to create their own signature line of treats–also among their best-sellers. These items are geared towards pet

parents who want to be clear about where treats are being sourced, assured that the products are made with ingredients free of additives and preservatives and are interested in sustainable farming. These items are purchased so frequently as gifts that Palmer often decorates them with a bow before placing them on the shelves. Your store brand should guide the product you select to sell, said Palmer. “Know your lane and stay within it,” said Palmer. “Over our 13 years of being in business we’ve made plenty of mistakes along the way–now that we’re clear about who we are, we stay in that health and wellness lane. It only makes sense.”

When looking for gifts to sell, you also want to keep your finger on pulse of what’s trending, said Palmer. Trends come in many forms: They could be the products themselves or certain colours, for example. In terms of products, CBD is hot right now–for humans and their furry friends. Palmer recommended maintaining a standard of quality when items such as CBD are trending. Since there are currently plenty of choices in the CBD space, shop owners need to be choosey.

Southern Paws Sales Associate Joyce photographed with a dog. Seasonal tables help keep new merchandise out in front of customers for a fun shopping experience.

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“We have standards in place to make sure our products are safe and effective.”

At the two locations of Southern Paws–one in the French Quarter (680-square-feet) and the other in The Riverwalk (1,100-square-feet) top selling pet gifts include treats from their “barkery” case, said Owner Michele Spansel . “Our customers love taking home souvenir treats for their pups,” said Spansel. The case is full of yummy treats with local flair including fleur del lis shaped treats, Mardi Gras masks, king cakes, and more, said Spansel. “Our store is located in the heart of the historic French Quarter, so any “New Orleans”-themed treat or toy is sure to make the perfect gift,” Spansel said.

When bringing in new merchandise, Spansel employs a “test and go” method. She will bring in a smaller quantity and test the market before buying deep. “Once the new merchandise has sold on the sales floor, a larger follow up order is placed as quickly as possible. However, if you know a new item will be

Continued on page 40

Store Manager Samantha “Sam” of Southern Paws photographed in front of a treat counter. The treats include fleur des lis-shaped pet confections to make a local connection for shoppers.

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Selling Pet Gifts (From page 39)

a home run, do not be afraid to buy bigger,” Spansel said.

When it comes to displays, window and table displays have always been the most successful way to showcase merchandise, Spansel said. “We always have a seasonal table filled with what’s new. Make it fun, keep it fun,” Spansel said.

The majority of people who come into the 1,000-square-foot Bark & Meow Pet Supplies in Toronto–known for its selection of vegan options for dogs and cats–are there to buy items for their own pets, said Owner Charles Ng . But during holidays, shoppers tend to drop by to purchase gifts for a friend’s furry friend. These customers normally choose toys and treats. Otherwise, they’re unsure about what’s safe for another owner’s pet.

Ng starts out small by buying a few items from a product line that he’s interested in. He’ll expand selection if customers are interested in it as well.

When he brings in new products, he’ll rearrange them on the shelves so new items are front and centre. If there’s space, he may use the display cases that come with the product.

What a Dog Likes: Trends in Toys

At Lake Erie Pet Co., Owner/General Manager Eric Huber said puzzle toys with treats or food hidden in the nooks and crannies are best-sellers. They keep dogs occupied and are long lasting. He carries the made-in-the-USA brand West Paw.

It’s impossible to name one best toy for a dog, said City Dog Market CEO and Founder Renee Palmer. “Dogs are as unique as we are.” But she does favour the plush toy Fluff and Tuff. “They do a really great job of making plush toys that hold up very well for customers,” expressed Palmer. What’s more: They’ve done unbelievable repeat business on the brand and it supports homeless pet community – “I love partnering with vendors like that who care enough to also give back,” said Palmer.

“Dogs and cats are like little kids; they’re not all the same,” said Owner Charles Ng at Bark & Meow. While some may play with a ball, another may be interested in a stuffed animal, he explained. There are other considerations, too. For instance, one toy might be torn apart by a larger breed, but suitable for a chihuahua. As well, a squeaker toy may not work if the pet parents live in a smaller quarters. But, in a large house, the squeaker toy may not be such an irritant.

Owner Michele Spansel at Southern Paws agreed. “Every dog is unique,” said Spansel. “Some are chewers, some love squeakers: The key is to have something for everyone.” ❖

Michelle Spansel Buckman, owner and buyer, Southern Paws in New Orleans, La. “Our customers love taking home souvenir treats for their pups,” she said.

City Dog Market Founder and CEO Renee Palmer, right, photographed with City Dog Market Store Manager Tisha Whitaker. Dog treats and chews are the most popular items in the store, Palmer said.

These usually provide more information about the product and get customers interested in an item, said Ng.

This year, Ng scattered Christmas-themed products are throughout the store–so Christmas dog toys are in the dog toys section, and Christmas dog treats are in the dog treat section, and so on. “Everywhere you go, you see a little bit of something,” said Ng.

In Cleveland, Ohio, the bulk of Lake Erie Pet Food Co’s business involves pet supplies delivery. They also sell from their 1,000-square-feet retail location.

Owner Eric Huber said consumable products (in particular, dog chews) in bulk packaging are the best-sellers here. Huber finds that shoppers are drawn to consumables in their true form, rather than in flashy packaging. He’s also found they tend to buy more of the consumables when they’re in bulk–and then come back to try them again.

For Christmas, they package items in gift baskets or stuffed stockings for dogs and cats that include items like Holiday Catnip Fish, purple feather, cat treats, chews and mini biscuits. Year-round they offer other gift baskets, like their puppy packs that include items like puppy food and chews suitable for puppies.

They use an 8-foot tall and 7-foot-wide antique hutch to display bulk products and place them in the various nooks and crannies. ❖

EXECUTIVE DIGEST

IMC’S DOROTHY BELSHAW RECEIVES 2021 TSNN OUTSTANDING SHOW PRO AWARD

International Market Centers (IMC) Chief Customer and Marketing Officer, Dorothy Belshaw, accepted the 2021 Outstanding Show Pro Award December 2, 2021, at the annual Trade Show News Network (TSNN) gala event. The award honored Belshaw for leading creation of IMC’s Together Safely COVID protocols, which were developed by combining extensive customer research with local and state guidelines and input from a top epidemiologist.

“Dorothy initiated and drove the research process that provided not only a deep understanding of customer needs during and after the

pandemic, but also identification of implicit fears about returning to markets and mitigants that would be necessary to safely and successfully reunite the industry at our events,” said Bob Maricich, IMC CEO. “Dorothy’s recognition as a TSNN Outstanding Show Pro is well deserved, and I’m confident her talents will continue to benefit our industry moving forward.”

With Belshaw’s guidance, IMC and Stax – an experienced global strategy consulting firm – collaborated throughout 2020 to survey 180,000plus retailers and designers who had attended IMC’s markets in Atlanta, High Point and Las Vegas along with

6,000-plus IMC tenants and exhibitors. The research had four broad goals: assess the current retail climate for business operations, sourcing and consumer sales; understand how IMC and its vendors can best support the retail community; inform market planning through 2020 understanding safety concerns and travel sentiment; and explore utility of digital tools for sourcing and selling. The survey found that physical markets are critical for retailers across all categories.

Belshaw is a 30-plus-year veteran of the trade show industry. She joined IMC in 2012 as President of its fledgling Gift division ❖

A display of bulk dog bones at City Dog Market. Sample stations are part of the experience for customers at the business’ two stores.

The Sky’s the Limit for Some Museum Shop Shoppers

By Karen Appold

For some customers at museum shops, money is no object. They’re willing to spend $100, $1,000, or even more. So what appeals most to these clientele?

For Ian Cunningham , operations manager at Crater Rock Museum in Central Point, Ore., jewelry and handcrafted items made by local artists are some of the higher priced merchandise that sells quickly and for upwards of $300 each. Home décor is among the 1,800-square-foot shop’s most expensive merchandise, and includes ame-

thyst cathedrals ranging from $500 to $7,500 each. “They’re a steady selling item, and the appeal is wide ranging,” he said. “Guests mainly buy them as gifts for others, decorations, collection pieces, and family heirlooms. Because many minerals and gems hold their resale value, they’re a good investment as well.”

Glenn MacPherson , director of the Museum of the American Revolution in Philadelphia, Pa., said the 750-square-foot museum store sells a variety of home décor items for history buffs. Signed prints from artist Don Troiani, who currently has a special exhibit at the museum, are selling well. They range from $120 to $250.

At the 1,500-square-foot shop at the Frazier Kentucky History Museum in Louisville, Ky., a large portion of merchandise is bourbon related. In 2018, the museum was Continued on page 44

Of the African American Museum AAMP in Philadelphia, shown from left to right: Vice President of Programming Ivan Henderson; Group Sales Coordinator Cassandra Murray Phillips; Gallery Guide Morgan Lloyd; Vice President of Operations Amber Mays; Visitor Services Associate Marcia Gray; and Facility Manager Kirk Dorset. Mays said the book, jewelry, and home décor categories contain some expensive choices

that help guests explore the Black experience.

The Sky’s the Limit (From page 42)

named the official start of the Kentucky Bourbon Trail, so lots of guests start their journey there, said Heidi Janes , manager of visitor services.

Amber Mays , vice president of operations at the African American Museum (AAMP) in Philadelphia, Pa., said that the book, jewelry, and home décor categories have some expensive merchandise. “These items appeal most to our clientele because they assist in exploring the Black experience,” she said. “Through our book selection, customers can learn more about African Americans and people of the African diaspora, which provides them with a better understanding of their cultural and historical relevance. By purchasing jewelry, customers not only support the museum, but they also have the opportunity to support local Philadelphia vendors. Purchasing a home décor item allows customers to share the AAMP experience and our brand outside of the museum’s four walls.”

Best-Sellers

Crystal Buxton , retail manager, LeMay - America’s Car Museum, Tacoma, Wash., said the book, “Lamborghini: Where Why Who When What” by Antonio Ghini,” is a top seller at the 350-squarefoot shop. “This classy high-fashion book features beautiful photography of one of the most iconic Italian cars on the market,” she said.

The Most Popular Least Expensive Gifts

For guests who don’t want to spend a lot at the gift shop, there are lots of popular options. Ian Cunningham, operations manager at Crater Rock Museum in Central Point, Ore., said grab bags are all the rage. They’re filled with local stones that have been tumbled to create a beautiful shine. “At $5, you can’t go wrong,” he said.

M2 Model Kits and die-cast models are by far the most popular less-expensive items at LeMay - America’s Car Museum in Tacoma, Wash., said Crystal Buxton, retail manager. “These toys are highly collectible and have a strong following,” she said. The die-cast models are created in limited edition runs with

rare models mixed in. They are highly detailed, and feature makes and models that are very popular with the museum’s demographic. They retail from $9.99 to $19.99.

At the African American Museum (AAMP) in Philadelphia, Pa., Amber Mays, vice president of operations said the AAMP lapel pin, the perfect complement to any blazer or blouse, is a top-selling inexpensive item which is priced at $7.

Jennifer Heslin, director of retail at the Whitney Museum in New York, N.Y., said oneinch pin back buttons by artist Noah Lyon fly off the shelves. “Customers love to comb through them, finding the perfect handful

of imaginative drawings featuring themes of political satire, social critique, simple observations, and offbeat humor,” she said. ❖

Amber Mays, vice president of operations at the African American Museum in Philadelphia (AAMP). Mays said jewelry purchases help support both the museum and local Philadelphia vendors.

This name-dropped mask is available at the African American Museum in Philadelphia (AAMP) in Philadelphia, Pa. A top-selling inexpensive item for the museum is a $7 AAMP lapel pin, according to the vice president of operations.

It retails for $85.

Alfa Romeo soft shell jackets, knot sweaters, and hats are also top sellers. Provided by local purveyor Tony Schmidt, these high-quality apparel items convey the class and sophistication that are synonymous with the Alfa Romeo Brand. “Alfa fans love to sport their gear and show Italian pride,” Buxton said. Items range from $79 to $120.

Art prints in various sizes including canvas prints from Artist Kelly Telfer are another best-seller for Buxton. “This California-based creator paints a series of racing scenes and iconic sports cars that guests can’t get enough of,” she said. “Images of Porche, McLaren, and Ferrari blazing around corners during well-known races are sure to captivate any European Racing fan.” They are priced from $49.99 to $485.

The Frazier Kentucky History Museum shop sells more than 90 bottles of bourbon that range in price, age, and size. “Many out-of-state tourists want to take home a special bottle of bourbon from Kentucky,” Janes said.

In addition to the liquor itself, U.S.-made granite beverage dispensers sell well for Janes because they are the perfect fixture for an at-home bar. Funky Rock creates these fully functional dispensers that allow any bottle of alcohol to sit atop a gorgeous stone and dispense a beverage.

Bourbon barrel heads are another hit for Janes, as

they are plentiful in Kentucky. Bourbon can be aged in new charred oak barrels, so many local artists have designed and personalized parts of the barrels. “They make another great addition to a home bar,” she said.

Cunningham said rock tumblers fly off the shelves as people become more interested in the do-it-yourself side of rock collecting. Amethysts are also popular because they’re beautiful minerals.

For MacPherson, a collector’s book called “Among His Troops: Discovering the Only Known Image of Washington’s Tent,” is a best-seller because it relates to a special exhibit at the museum. “Every guest is wowed by this presentation, so the book is a great addition to the story,” he said.

Jennifer Heslin , director of retail at the Whitney Museum in New York, N.Y., said hand-crafted bioplastic vessels by Artist Caroline Zimbalist sell well. “Each one is unique and has its own personality or Continued on page 46

Ian Cunningham, operations manager, Crater Rock Museum in Central Point, Ore. Among higher priced gifts at the museum are jewelry and handcrafted items made by local artists.

Manager of Visitor Services Heidi Janes holding a bourbon staff pick at the Frazier Kentucky History Museum.

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The Sky’s the Limit (From page 45)

essence,” she said. “They glow in the afternoon sunlight shining into our lobby shop.”

A cozy double-sided blanket by artist Shantell Martin is also popular at the 1,150-square-foot shop at the Whitney Museum. It’s bold and graphic, in a neutral black and cream palette. “It welcomes viewers to ask themselves ‘who are you,’ and then affirms them with a resounding ‘you are you,’” Heslin said. Before COVID, the shop averaged $2.5 million to $3.8 million in sales annually.

Drawing Attention to High-End Items

In order to get customers to notice quality gifts, Cunningham has several suggestions. He likes to place high-end items in areas where people will pass by more than once and not just when they enter or exit the gift shop. Lighting that highlights an item’s quality and brings it to people’s attention is also key. He will also rotate items in their own labeled sections because return customers will pass right by items they’re used to seeing. Making a quick video of an item and posting it on social media has also worked well.

MacPherson places prints in the front focal window directly opposite the entrance to the exhibit area. “Having products that speak directly to the exhibit helps tremendously,” he said.

When Janes displays related items, she always places them together to create a theme. For instance, all of the shop’s bourbon-related merchandise is in one part of the shop and each table is thematic. “If someone finds one thing they want to purchase, they may spy another one right next to it,” she said.

Well-lit feature tables with products front and center are a great way to grab guests’ eyes. Buxton merchandises high-end items with corresponding impulse or complementary middle-of-the-road items that could be purchased together, creating a story around the theme of the high-end product. “When you can create a wellbalanced story that a guest can easily translate, it makes the product more appealing,” she said. The shop garners $395,000 annually. ❖

Apparel and souvenir items at LeMay –America’s Car Museum. Alfa Romeo jackets, hats and sweaters are popular at the store.

Granite beverage dispensers at the Frazier Kentucky History Museum are made in the United States and sell well.

A merchandise display at LeMay – America’s Car Museum in Tacoma, Wash. An $85 book about Lamborghinis sells well for the store.

Bourbonbarrel gifts are available at the Frazier Kentucky History Museum in Louisville, Ky.

Selling Coastal Gifts at Maritime Museum Shops

By Karen Appold

When visiting the gift shop at a maritime museum, a sea-themed gift is a likely purchase. So what’s topping gift lists these days?

For Gloria Stern , museum store manager II at Split Rock Lighthouse Historic Site in Two Harbors, Minn., branded clothing including sweatshirts, T-shirts, and socks are top sellers. “Anything containing a lighthouse image is popular,” she said. Because it tends to get colder by Lake Superior, even down to 40 degrees on a summer’s day, some visitors purchase sweatshirts out of necessity.

Split Rock Lighthouse figurines and water globes are the shop’s second top sellers, followed by magnets and ornaments which come in a variety of views, types, and price ranges, Stern said.

Francoise Boardman , manager of the North Carolina Maritime Museum at Beaufort in Beaufort, N.C., reported that in the jewelry category, Sand-Sea & Sun’s recycled sea glass earrings and Sea Lily’s mother of pearl items sell well. “These are creations of the sea and are unique to the area,” she said. “The colors and designs are bright and easy to coordinate; they can be dressed up or down,” she said.

The Beaufort museum is the repository for artifacts from Blackbeard the Pirate’s flagship, “The Queen Anne’s Revenge,” so the 560-square-foot shop sells a lot of items relating to its large exhibit area. Piratethemed merchandise is its number one seller in the souvenir and toy categories, Boardman said. Pirate flags from Flappin’ Flags featuring Blackbeard’s flag also fly off the shelves. The shop garners $180,000 annually.

Michelle Porter , buyer and event coordinator at the Connecticut River Museum in Essex, Conn., said that when it comes to apparel, 100% cotton branded caps

and six-paneled Adams hats with adjustable leather straps sell well. Both contain the museum’s logo, which features a seagull and water waves, and the museum’s name. She said they are top sellers because they’re quality, branded items with lots of colors to choose from.

School of Fish Glassware has done well in the home décor category for Porter. “These charmingly nautical stemless or with stem wine glasses feature an etched school of fish with one of the fish swimming in the opposite direction,” Porter said.

Hand-knotted wreaths made from reclaimed fisherman’s rope have been a huge hit for Victor Oliveira , director of merchandising at the Peabody Essex Museum in Salem, Mass. Produced by All For Knot Rope Weaving Inc. in Nova Scotia, traditional wreaths are popular as well as custom made ones for special occasions such as Halloween, Pride month, and the December holidays. “When walking down the streets in Salem, a lot of people have flower wreaths on their doors,” he said. “Wreaths aren’t just a holiday thing.” Oliveira said they’re also appealing because Salem is a coastal community and it’s a unisex item.

Another best-seller for Oliveira is a T-shirt produced by Headline Shirts that depicts a ship being

A view of the sales floor at Split Rock Lighthouse Historic Site. Some visitors purchase sweatshirts out of necessity because of the chilly weather by Lake Superior.

attacked by a giant squid. “It’s a quirky and surprising item,” he said. “The theme of sea monsters and mythology is really big, and it appeals to both men and women.”

The “In American Waters” exhibition catalogue, featuring large colorful photos and historical text about a recent exhibit of paintings and objects, has also flown off the shelves, Oliveira said.

Top Tips to Sell More Gifts

Stern follows several tried-and-true strategies in order to sell more gifts. They include having products prominently displayed so guests can see them as they enter the store, having adequate stock on the sales floor so guests can easily find what they’re looking for, and offering a variety of price points for merchandise. “Make sure the store is tidy and clean,” she added, “and have knowledgeable staff who are ready to tell a product’s story.”

More than ever, people need laughter in their lives, said Porter. A line of whimsical greeting cards is located at the front of the shop. “I want customers to relax, enjoy the shopping experience, and ultimately share that laughter with them,” she said.

Boardman does a lot of cross-merchandising using different themes, such as pirates, boat building, conservation, and sea animals, using books, gifts, and souvenirs all in the same theme. “We always have a feature table at the store’s entrance that focuses on what’s happening in the museum or in the area,” she said.

Continued on page 50

A merchandise display at Split Rock Lighthouse Historic Site in Two Harbors, Minn. Branded apparel is top selling for the location.

Special Gifts Section

Selling Coastal Gifts (From page 49)

Trends for 2022

Regarding trends in gift sales, Porter expects merchandise featuring local artists to be sought after, as well as items from companies that pride themselves on being kind environmental stewards and partners with fair trade programs. “I work hard to find and partner with these vendors whenever possible,” she said. She researches Faire.com and Etsy for vendors, and also relies on word-ofmouth for like-minded suppliers.

Stern also anticipates locally produced and sourced products to increase in sales in 2022. “With many small businesses unable to survive the pandemic, guests will be looking for value but also items that help them feel like they are supporting a local artist or company,” she said. The 1,220-square-foot shop carries locally sourced pottery, photographs, note cards, and food items.

Books about the environment and sustainable items such as reusable straws, pens made of recycled plastics, and bracelets from 4Ocean made from trash collected along the coast are growing trends for Boardman. This also ties in with the Rachel Carson Reserve, which is located nearby and is a focus of the museum.

Boardman said that more gift items containing maps of the area will likely sell in the future. “Many people are interested in our location,” she said. Towels, coasters, wall plaques, magnets, and ornaments with maps already sell well.

Oliveira has observed customers starting to reject heavily manufactured plastic items, a trend that’s already well-established in Europe. “Visitors want sustainable and earth-friendly items, particularly when it’s regarding ocean and maritime themes,” he said. In fact, he expects the trend to be a permanent change.

“We challenged vendors to reduce plastic and packaging, and they’ve listened,” said Oliveira, who noted that guests are increasingly asking about who made an item and what it’s made of.” ❖

Top-Selling Gifts for Kids

Most museum gift shops have a section for their younger visitors. So what gifts are popular for this age group?

Year-round, finger puppets by Folkmanis sell well for Michelle Porter, buyer and event coordinator at the Connecticut River Museum in Essex, Conn. “Even adults like them, perhaps that’s because the entire assortment of finger puppets come in a handsome custom child wood dory rocking boat,” she said. Puppets are available in a variety of sea creatures, including turtles, fish, octopuses, sharks, and even mice—even

though they aren’t sea-related.

Francoise Boardman, manager of the North Carolina Maritime Museum at Beaufort in Beaufort, N.C., said that plush is a top-selling item for children, particularly stuffed sharks, turtles, and mermaids from Aurora. Kids also gravitate toward fun items such as sea animal slap bracelets from GeoCentral.

Plush is normally the number one seller for Gloria Stern, museum store manager II at Split Rock Lighthouse Historic Site in Two Harbors, Minn., however supplies have been limited so water

timers and games currently top her list of best-sellers.

Although Jelly Cats plush has been the number one selling item for kids, Victor Oliveira, director of merchandising at the Peabody Essex Museum in Salem, Mass., said sustainable items are also becoming quite popular at the 3,000-square-foot shop.

For example, Sailing Ship Kites, starting at $60, are available in different colors and sizes. When assembled, they look like ships. “You can fly them or use them as décor,” he said. “They’re easy to assemble and dissemble.” ❖

For the Split Rock Lighthouse Historic Site, figurines and water globes are the shop’s second top sellers, followed by magnets and ornaments.

Selling Gifts at Gift Shops and Boutiques

By Carimé Lane

Placing an item on a shelf is just the start when it comes to effectively selling gifts. Gift shop and boutique owners also need to keep a trained eye on finding unique gifts, training staff and theft prevention. Read on to hear from five gift shop and boutique store owners for their take on these topics.

Ifat Pridan , owner of Lili The First, a clothing boutique located in Washington, D.C., imparts the need to focus on what your store is mainly selling when it comes to selling more gifts. This focus will attract customers who enjoy your business, and will pick up gifts for their friends because they want to share the experience they had in your shop.

There are many channels that help a shop owner find unique gifts, said Pridan. “If we limit ourselves to one channel, we will not be as unique,” she explained. For LiLi The First, these channels include designers they are already working with, Instagram, travelling and taking recommendations from customers.

Pridan instructs staff to listen to the customer very carefully and ask questions of the customer. Questions may seem annoying at first, but after asking three or four questions, staff know precisely what the customer is looking for. Customers appreciate this because it narrows their options, saving them time and the confusion too many choices can bring. When they ask questions like this, Pridan finds she’ll sell the item to a customer 90 % of the time.

At the 1,000-square-foot say say boutique in Portland, Ore., Sarah Utrup , owner, said she engages customers by chatting about their holiday gift list. Through these conversations, she can help customers locate the hard-to-find gifts on their list. What’s more: while she’s speaking with the customer on this topic, she finds it helps the customer remember there was one or two people they had forgotten to include on their list.

Because they look for local unique or independent businesses–and due to Covid restrictions –Utrup has found online shopping, particularly FAIRE to be useful. The site allows you to search using filters to help you find merchandise that aligns with your values. Filters include ‘Women-Owned,’ ‘Made in the USA,’ or

‘Not Sold on Amazon.’ “It’s really easy to find great fits for the shop,” said Utrup. Products on Faire can also be easily transitioned into the store because Faire includes photos and descriptions on their website, Utrup said.

Utrup tells staff to be available to both those who need help and customers who don’t need immediate attention. At this time of year, shoppers are often looking for gifts, and their customers have a lot more questions. “We just offer ourselves to help,” Utrup said.

At Amelia, a 914-square-foot dress boutique also located in Portland, Owner Amelia Blakeman is a fan of engaging with the customer to “get a feeling for what they might be looking for, but haven’t realized it

Continued on page 54

Special Gifts Section

Selling Gifts at Gift Shops (From page 52)

yet,” Blakeman said.

“Not everyone goes out shopping with a list and some creative suggestions or personal recommendations can make a difference. I think it works because our customers tend to appreciate a genuine connection and a low-pressure sales environment. We want them to find something that fills their needs and makes them happy. If we don’t have it, we’ll recommend another local business that might carry it,” Blakeman added.

Blakeman said she’s on the lookout for new products year-round and keeps tabs on promising vendors, along with the artists current designers are following on social media. “Oftentimes they know their field best and will be exposed to new up and comers sooner than I might be. It’s a constant, ongoing search but that’s part of the fun!” Blakeman said.

She said one of the best ways to train/teach staff is to instruct them to “keep a subtle eye out and an ear open for signs they have questions (even if they won’t come right up to ask) or seem to need guidance,” Blakeman said.

“You don’t need to intensely [watch] them, but eager attentiveness can help provide info that can make a sale, point them to the correct product, or deter shoplifting,” Blakeman said.

Pam Hawkins Blondin owner of the Raleigh-based shop Deco likes to keep things friendly and personal.

Tips to Prevent Theft

Ifat Pridan at Lili The First greets her customers by approaching them, looking them in the eye and introducing herself. This type of intimate greeting builds rapport, which Pridan feels makes would-be thieves feel noticed and uncomfortable about snatching merchandise.

At saysay boutique, Sarah Utrup employs a similar technique in her approximately 1,000-square-foot shop. She feels that attentive customer service deters theft. This kind of customer service means staff are in the vicinity to help customers, but also

Their social media features members of the staff, local makers and local well-known locations. They’ve also started featuring locally made items through the Reelz app, courtesy of Blondin’s younger managers Savannah Bridges and Abby Zeugner. These techniques don’t include any heavy selling or pushing said Blondin. “We always make sure to express our gratitude to shoppers for supporting us and other local shops. I don’t know if this helps us to sell more, but it does develop very loyal customers!” Blondin said.

Finding unique items to sell takes some navigating as there are a few well curated stores in their city and “we all have similar taste,” Blondin said.

One thing they are known for is selling on consignment. They keep an application on their website for both wholesale and consignment vendors. They’ll go through the applications monthly (except for during the Christmas holiday season, when they’re too busy to comb through applications) and accept roughly one third to one half of all applicants. Contracts with smaller makers include an exclusivity agreement so they can ensure other shops within a few city blocks won’t be selling the same goods.

They also do scouting trips to independent and larger markets like NY NOW and Atlanta and shops in other cities for inspiration.

At Anvil Cards in Houston, Texas, Owner JC Woods specializes in locally-made goods and unique items, with a focus on greeting cards. They only carry

to watch.

“Get out from behind the counter and move around the store, dusting or rearranging, while maintaining friendly dialogue and being engaged with the customers,” suggested Amelia Blakeman.

JC Woods said the layout of a store should be kept “open and strategic.” Jewelry and small highpriced items should be kept near the register. Some of the fixtures in Anvil Cards are also designed to make stealing difficult. For instance, their bundles and stickers are placed on homemade copper covered posts. The hangers

also make a distinctive clicking noise when items are taken off, said Woods. He also suggested prominent cameras. “Shoplifting was worse than I’d like before we streamlined the store in late 2019,” Woods said.

Pam Hawkins Blondin suggested keeping small items close to the counter and/or enclosed. At Deco, they have a staffer walking the fairly large sales floor (3,300-square-feet) at all times. “We do have CCTV, but I am not sure how much of a deterrent that really is,” Blondin said. ❖

independent makers and feature their own line of products. He designs each product in the line and handmakes them in store. “That’s a big draw for our customers,” Woods said.

To find more unique gifts to sell in his roughly 1,000-square foot store, Woods said he just tries to keep his eyes open. “If I see a design I like, I make a note of the maker,” said Woods. They carry roughly 50-75 different brands in the store. “But each one has its own special style that makes the full collection stronger,” Woods said.

In terms of staff training, Woods gravitates towards a natural style, with a T-shirt and jeans vibe. He designed and made all of the fixtures and displays. “The store has a rough but cozy atmosphere. I just talk to folks like they’re old friends. Since our collection is small and local, we’re excellent guides for people unsure of what they’re seeking,” Woods said. ❖

Gifts Product News Brief

XPLORER MAPS to Unveil a New North Carolina Hand-Drawn Map

XPLORER MAPS is excited to be exhibiting at the Atlanta gift show for the second year in a row and we are proud to be unveiling our new NORTH CAROLINA hand-drawn map as well as some of our other new map projects featuring southern destinations. Come by and see us at the show at the Temps Building 3, 5th Floor Booth #1320. XPLORER MAPS: CONNECTING PEOPLE AND PLACE (For more information, email sales@xplorermaps.com, visit www. xplorermaps.com or circle 57 on the reader service card.)

Affordable Presents Gifts at General, Discount and Variety Stores

Americans turn to their general and discount stores for everyday essentials. But especially around holidays and occasions, people are also shopping at these stores for gifts: fancy foods, fussy soaps, and all manner of housewares.

“Everyone’s just looking to save money,” observed David Gorham , owner of Mr. G’s Liquidation Centers, which operates three Super Stores in New Hampshire and one in Vermont. With inflation, Gorham explained, “prices are going up every day. There’s a huge demand for anything at a discount.”

Fortunately, Gorham gets holiday merchandise nearly a year in advance — and he put it out a month earlier than usual this year, ready for bargain conscious holiday shoppers. The four Mr. G’s locations, each between 8,000 and 10,000 square feet, feature a constantly updated array of off-price and salvage merchandise, some of it from major brands.

This year, apparel has been a hot seller for gifts as well as personal use. “People come in because they never know what they’re going to see here,” Gorham explained. “We’ve got everything from tools and toys to gifts and housewares.”

General, discount and variety stores often claim to carry just about everything. But many do have a particular angle, from name brands to local or imported specialties.

Take Ernie’s General Store in Stockton, Calif. For more than 40 years, the 5,500-square-foot store has been a destination for lovers of Italian delicacies and fine liquors. Owner Ernie Giannecchini , who is of Italian descent, claims to have “the best deli west of Italy,” with everything from prepared chicken parmigiana and stuffed zucchini flowers to prosecco and gelato.

Toward the holidays, best-selling gifts include panettone — a traditional Italian Christmas bread — in flavors like pumpkin. Giannechini also does a brisk business in customized gift baskets, which range from $30 to $150.

Ernie’s selection of bourbons and tequilas also attracts gift givers: “Bourbon lovers, they don’t mind spending $100 or more for a bottle,”

Giannecchini explained. Favorites include novelty tequila bottles shaped like dragons, cougars, horses or guns, which can be displayed long after the contents are consumed.

Unsurprisingly, drinkware is also a top category; Giannecchini said his blown European glassware in onyx and alabaster “makes beautiful gifts.” Demand for his most popular items remain strong, especially toward the holidays, but “sales still aren’t where they used to be before the pandemic,” the retailer observed.

At Zeb’s General Store in North Conway, N.H., regional products are the specialty. “We have a soap room, which is very popular, with all small vendors from across New England,” said Assistant Manager Brenda Gillette . Best-selling gifts include homemade bath bombs, foot soaks and lotions from a Rhode

Continued on page 58

“Everyone’s just looking to save money, prices are going up every day. There’s a huge demand for anything at a discount.”

-

David Gorham, Mr. G’s Liquidation Centers, New Hampshire and Vermont

Special Gifts Section

Affordable Presents (From page 56)

Island brand, and the Buchanan line of men’s skincare.

Gourmet treats are also a hit with gift shoppers, especially around the holidays. “We have a very large candy counter,” noted Gillette. “It’s one of the highlight features of the store.” Zeb’s shoppers will find at least a dozen vendors of maple products, from syrup to sugar candy to gourmet maple coated popcorn. Other local lines offer salsa and pickled foods. To sell more of these goodies, Gillette said the store is promoting its gift baskets.

Distinctive displays set the tone for Zeb’s unique shopping experience. Visitors pass through a wide Victorian porch into rooms where merchandise is arranged on antique furnishings. A seasonal section inspires frequent shoppers, rotating from fall maple products to Christmas candy and late-winter hiking supplies.

Locally sourced products are also a hit with shoppers at the General Store & Company in Overland Park, Kan. Owner Michael Cole said his customers love fragrant candles, lotions and toiletries from a Kansas brand, and pickled foods and cocktail mixers from another nearby maker. “They’re products that are really interesting and unique,” explained Cole. One best-seller is a cracker kit containing crackers, savory toppings and cheeses.

“It’s best basically an instant appetizer mix in a box — you just pick that up and a bottle of wine.”

In his thoughtfully curated, 1,500-square-foot store, Cole also carries non-local products popular with gift givers. The heritage brand Pendleton, famous for its heirloom wool blankets, recently launched a sock line that has also proven successful. To attract more shoppers, Cole keeps up the store’s social media presence and advertises in local print media. “Thankfully, over 10 years, we’ve also developed a loyal following,” he noted.

The clientele at Vermont Discount Store in Williston is decidedly practical. Furniture and housewares are highlights of the 4,000-squarefoot emporium, and small appliances, like blenders or heaters, are top-selling gifts.

“We also have gourmet products, as well as a gluten-free aisle,” said Manager Chad Harrington .

Displays reflect the seasonal nature of Vermont Discount’s sales. “Right now, what’s selling is anything Thanksgiving related,” the manager said in early November. Harrington will rotate featured items again for Christmas and new products for 2022. “Gift cards are also very popular here, allowing people to get what they need to,” the manager added. ❖

Gift Product News Brief NB

SJT Enterprises Offers New Sea Life’s Beauty Surfboard Plaques

SJT Enterprises now has new Sea Life’s Beauty Surfboard Plaques. The company ships 100% - no back orders!

These plaques: measure 5 inches by 16 inches; are USA-made, at China prices; offer dozens of designs to choose from; are available with or without bottle opener; have a wholesale cost of $5.25 and $8.76; and have FREE Floor display options available.

“We have a soap room, which is very popular, with all small vendors from across New England.”

- Brenda Gillette, Zeb’s General Store, North Conway, N.H.

Shown are samples of SJT Enterprises’ new Sea Life Beauty Surfboard Plaques. SEE SJT Enterprises at upcoming shows in Las Vegas, Nev., and Philadelphia, Pa.

APPAREL AND ACCESSORIES

Apparel and Accessories Trends at Resort Stores

By Sara Karnish

Whether it’s a basic name-dropped T-shirt or the latest in stylish resort wear, apparel is one of the most profitable retail categories for most resort stores. Trends often change from season to season, and resort store retailers keep a close eye on new styles so they can stock their shelves accordingly.

“Tie-dye was huge this year,” said Kris Granahan, retail manager of Waterfront Gift Shop at The Abbey Resort and Spa in Fontana, Wis. “[Especially] T-shirts, sweatshirts, kids’ tees and sweats, but especially looks for women. Our biggest sellers in general were tees, sweatshirts, hoodies, and jackets. Tie-dye was big in tees and cropped hoodies.” Swimsuits were also strong sellers: “People kind of forget we have two pools and a beach right around the corner, so they don’t bring swimsuits.” Looking ahead, Granahan said, “Meetings are coming back little by little. With the meetings, we put more of an emphasis on corporate-looking merchandise. dress is slowly coming back as people return to the office. “

Colder weather was on the minds of guests at Mirror Lake Inn Resort & Spa in Lake Placid, N.Y. Spa Manager Victoria Dow said their most popular trend was “grey quarter-zip Sherpa Fleece.” For 2022, Dow expects a strong demand for locally sourced, one-of-a-kind items.

Valerie O’Donnell , retail manager/ buyer for the Ocean House in Watch Hill, R.I., manages all of the property’s retail spaces, including The Ocean House Boutique, the Spa, Below Deck, a seasonal outlet, and gift card sales. O’Donnell said, “Last season, swimwear and cover-ups in bright, cheerful patterns were very popular. Also, light weight printed flowing summer dresses were a big hit. People were excited to be out again and enjoying the beach and ocean.” Apparel that is unique to a location and can’t be found anywhere else is always popular. O’Donnell expects items tailored to a location will be a trend in 2022. She said, “People love purchasing items that remind them of their travel and experiences. For example, Ocean House has three new scarves launching soon. These scarves are in production, and

we are excited for their arrival in the coming weeks. They are specific to the Ocean House and the detailing is amazing.” The Ocean House, built right after the Civil War, is perched high on the bluffs overlooking

Retail Manager Jennifer Kotarski of The Grand Traverse Resort and Spa in Acme, Mich. Tie dye continues to be extremely popular for the operation, she said.

Apparel and Accessories

a quaint seaside village. Its Old-World charm and rich history adds to the guest experience.

Resort guests typically have their choice of retail locations on-site, so they rarely need to leave the property to pick up last-minute, lost, or forgotten items. The Grand Traverse Resort and Spa in Acme, Mich., gives guests plenty of shopping options. The resort is home to the Tower Gallery of Shops, which includes retailers Whirligigs Candy and More, Mud Pie, Adventure North Outfitters, Tumbleweeds toy store, Ashleigh’s (jewelry, handbags, and accessories), Pro Shop, Barefoot Store, and 231 The Store, offering a selection of Michigan-based products. The Resort’s Bear Logo Shop, which carries an assortment of name-dropped Grand Traverse merchandise, is also one of the shops in the Tower Gallery. Jennifer Kotarski, retail manager, oversees the on-site retail operation. At the 1,100 square foot Bear Logo shop, she said, “Tie-dye has continued to be extremely popular. We are noticing—the brighter, the better. Hoodies are also popular year-round. In the winter, people love Sherpa or fuzzy clothing.” Kotarski expects the tie-dye style trend to continue into 2022: “[Tie-dye] continues to be popular for the spring and summer. It’s popular for all ages and in both apparel and accessories,” she explains.

In accessories, sunglasses are a top seller. “Sunglasses are huge,” Granahan said. “Typically, customers are buying them because they lost a pair in the lake, or they were broken, and the guest doesn’t want to spend a huge amount on a new pair. We also sell a wide range of flip flops, from glitzy to everyday styles. Snoozy [brand] socks are also big, and right now we’re selling a lot of winter hats, scarves, and gloves.” Kotarski said headgear is big in their accessories category: “Baseball hats have been extremely popular in the last year. We even sold out at times. We expanded our inventory in the Bear Logo Shop to include new designs and logos. Anything that is Michigan themed is popular. Our logo campfire mugs are also popular all year long.”

Due to the resort’s proximity to the water, Dow said, “Scarves and jewelry are big sellers. The scarves and wraps are great for those cool summer breezes along the ocean as we are on the water and the evening can get cool and

Continued on page 64 RSN

Apparel and Accessories

Apparel and Accessories Trends (From page 61)

these scarves are perfect for little throw you might need on evenings like these.”

Guests want to bring home a reminder of their visit, and both apparel and accessories have the added benefit of practicality. “Logo apparel, accessories and destination themed products are popular because they are a great keepsake and memory piece,” Kotarski said. “People will remember their trip to Traverse City and Grand Traverse Resort and Spa every time they wear a shirt or hoodie and drink from a mug. Lots of apparel doesn’t go out of style either so you can get use out of it for a long time.” The boost in apparel and accessories sales is also encouraging for many retailers as another sign of life slowly returning to a new normal. “To accessorize for your daytime or nighttime events makes people feel good. Sometimes it’s just that necklace or earrings that makes you feel beautiful,” O’Donnell said. “People have been working from home—not being able to meet or go to your favorite restaurant so under dressing was the norm. Now everyone wants to get out there and dress again. It’s wonderful to see.”

Merchandising is as essential for resort stores as it is other retailers. Dow’s biggest display tip is: “Keep it fresh! Change displays and mannequins often; feature new items at the end of the rack. Have

a schedule to switch items up.” She added, “Our Gift Shop is not only for guests of the Inn. We have many local and transient guests who come shop with us. Specializing in locally made items, our Gift Shop is one of a kind!” O’Donnell said, “Our Boutique is in a defined, high-profile location so displays are important. Using height and proportion and something fun to catch the guests’ eye and make it inviting to come into the store. Grouping three items together helps create interest and lets guests use their imagination as to how they can accessorize to their style or personal needs. We refresh our store regularly- even if it’s just moving merchandise around. Sometimes that little change makes a big impact and now sells where it wasn’t moving beforehand.”

Granahan uses a bench to display items outside the store and catch guests’ attention. “We’ll rotate a display every two to three weeks. People buy the merchandise right off of it. I suggest keeping it eye-catching. We’ll use Abbey logoed items or fun things people may not see

Mudpie store Retail Associate Mary Fox of The Grand Traverse Resort and Spa. The store is one of several shopping options at the resort.

Retail Associate Don Sharpe of The Grand Traverse Resort and Spa. The resort is home to The Tower Gallery of Shops.

[inside]. We’ll typically stay color-coordinated—we like pulling things together that way. And keep things neat and clean.” Kotarski’s best tip is to keep displays organized, and full but not overcrowded. “Make sure all styles are visible. If you have certain items on display, make sure they are easy to find in the store and all

sizes are represented. Also keep things folded neatly and tidy.”

Whether dressing up for a night out or dressing down to relax, resort gift stores carry a range of apparel and accessories to help guests put together the perfect outfit for any occasion. ❖

Top-Selling Gifts at Resort Stores

Besides apparel and accessories, resort gift stores carry an assortment of gifts for guests to buy for themselves, family, or friends. It’s another way for resort guests to capture a treasured vacation and bring some of it home with them.

Valerie O’Donnell, retail manager/buyer for the Ocean House in Watch Hill, R.I., said, “Our logoed items are our top selling gifts. It’s not just our guests who stay at the Ocean House—it’s our neighbors who shop and visit with us on a regular basis all year round. Guests bringing home that special something with the Ocean House on it reminds them of the memories they created while staying with us. And our neighbors who brought friends and family for the day like to take a little something home that reminds them of their day out with good friends and family.”

Kris Granahan, retail manager of Waterfront Gift Shop at The Abbey Resort and Spa in Fontana, Wis., said, “Because of our location, guests want something that reminds them of the water. Nautical is a huge seller for us— decorative sailboats, signs with area coordinates, coasters. Metal garden statuary is also a huge seller for us.”

At Grand Traverse Resort and

Spa in Acme, Mich, Retail Manager Jennifer Kotarski said their best-selling gifts are “our sweatshirt blankets and Resort logoed hoodies.”

Victoria Dow, retail manager/buyer for the Ocean House in Watch Hill, R.I., said locally sourced items, including gifts, are strong sellers at Mirror Lake Inn. Among their most popular prod-

ucts—”Pure Placid body products. Pure Placid is a local Lake Placid company that specializes in lotions, candles, oils, and scrubs using water from Lake Placid in their products. They have formulated a scent named Redwood & Lavender exclusively for the Mirror Lake Inn that reminds you of your experience here.” ❖

Retail Associate Greta Vogeli holding a pink M22 sweatshirt at a store at the Grand Traverse Resort and Spa in Acme, Mich. Sweatshirt blankets and Resort logoed hoodies are the best-selling gifts at the resort according to the retail manager.

Trends in Apparel and Accessories at College Stores

Shoppers are returning to the Midshipmen Store at the US Naval Academy in Annapolis. And Chuck Morrow, deputy director for retail merchandise, is pleased to see a steady uptick in sales.

“There’s a lot of pent-up demand, especially from parents and alumni,” said Morrow, noting that while students were back on campus last year, pandemic restrictions and periodic closures dampened sales at the 36,000-square-foot store. “People are grabbing anything they can.”

Foot traffic and sales are rebounding at college bookstores around the country. Many, like the Midshipmen Store, report that apparel revenue has yet to return to 2019 levels. But the return of events like homecoming weekend, football games and alumni reunions has translated into huge demand for name-dropped apparel and accessories that show school pride.

This year’s big challenge, according to college retailers, is a chronic lack of inventory due to the notorious supply chain problems. “We’ll order 144 pieces of clothing and we’ll get 12,” complained Morrow. “Will

On a campus that is 70 percent male, Morrow has also seen the pendulum swing back from feminine and masculine styles to boxy, unisex shirts. “The hoodie in my opinion still outsells the crew neck,” Morrow observed. “People here like basics — nothing too cutting edge.”

At the State University of New York and Potsdam, students are back to in-person classes but keep buying loungewear. “Sales in that category were trending down before COVID, then they shot up during remote learning, just went through the roof. Even now, we’re still seeing strong sales,” noted Store Director Lyndon Lake .

“Sales in that category were trending down before COVID, then they shot up during remote learning, just went through the roof. Even now, we’re still seeing strong sales.”

- Lyndon Lake, the State University of New York and Potsdam, regarding the sale of loungewear.

we get more of them? Probably not. But we’ll put out those 12 anyhow.”

Morrow has come up with tricks to make his store look fully stocked, even when it’s not. He spaces his four-way fixtures a little farther apart than before, and arranges items artfully on shelves. Still, it’s hard to tell patrons that a favorite item has sold out and may never return.

Best-sellers include classic sweatshirts, as well as headwear and winter accessories as the weather cools.

Apparel and gift sales are up from last year, though still lagging 2019 revenue. One of the biggest 2021 hits was Squishmallows, a popular plush line from Kellytoy; the Potsdam store had sold nearly 800 by November. “We keep the Squishmallows up front, so when people walk in, they see them,” explained Operations Manager and Gift Buyer Kelly Lobdell . Pillow-like and comforting, the plush toys perfectly suit our pandemic mood, Lobdell added. Jewelry has also been an accessory standout, especially the Cool Jewels line, which Lobdell ordered after seeing an advertisement in SGN.

Lake and Lobdell have been strategic about displays that conceal sparse spots due to lack of inventory. Pandemic or not, Lake also swears by a time-honored merchandising trick: rotating items from the back to the front of the store. “It’s amazing how people will say, Oh, look at this new item,” the store director noted. “It’s been there all along, and they didn’t see it because

they never went that far back.”

Many people find it novel just to browse in person. Sales are growing after last year’s slump at the 13 Duck Stores, each about 30,000 square feet, at the University of Oregon in Eugene. Generation Z shoppers “can’t believe how convenient it is to get something right away — faster than the fastest shipping,” said Chief Merchandising Officer Brian Wright . “Brick and mortar is here to stay.”

After nearly two years online, young patrons approach the Duck Store as an exotic experience. “They’ll come in with their friends, take pictures and put them on Instagram,” Wright noted. “So you’ve got to have your store Instagram ready — and don’t

be worried about them taking pictures.” Pandemic inventory shortages have, paradoxically, streamlined the shopping experience. “Everything is just displayed more openly because there’s half as much stuff, so it’s all very easy to see. And there’s less discounting, so it’s easier to shop.”

That said, the right merchandise mix is crucial to

Continued on page 68

“There’s a lot of pent-up demand, especially from parents and alumni. ...People are grabbing anything they can.”

- Chuck Morrow, Midshipmen Store, US Naval Academy, Annapolis, Md.

Trends in Apparel (From page 67)

convince this demographic to buy actual stuff. “They download games, they share rides, they use Apple Pay — their whole life is digital,” Wright marveled. But they can’t get dressed digitally, so college sweatshirts are still a hit with young shoppers.

Ironically, old school items resonate with these children of the digital age. A top seller is old school,

scrunch-bottom sweatpants last popular during the Clinton administration. On the accessory side, Duck Store shoppers go for puzzles and board games, blackand-white composition books, paper calendars and decorative journals. “There’s something about oldfashioned things, especially with the ‘90s back in style, observed Wright. “They’ve heard those things are unique and cool.”

What Are Your Logo Merchandise Best-Sellers?

Hooded fleece sweatshirts are today’s name-dropped best-sellers, narrowly beating out the traditional crew neck style at many college bookstores.

The hooded style is a winner at the U.S. Naval Academy’s Midshipmen Store in Annapolis. It’s also the favorite style for shoppers at the Union College Bookstore in Schenectady, where people go for the school color, garnet.

Hoodies are practical as well as stylish, which is why they’re top sellers at the SUNY Potsdam Bookstore in upstate New York.

“It’s pretty cold up here,” said Kelly Lobdell, operations manager and gift buyer. Lately, sweatpants in the school colors as well as black have also been popular.

At the Titan Shops at California State University, Fullerton, crewneck sweatshirts have edged out hoodies as the top-selling item. Store Director Kim Ball said the most popular style features the school’s colors — navy, white and orange — and its name in Tackle 12 block letters. “We literally just got those in from Champion last month, and we couldn’t keep up

with demand,” Ball noted.

Any name-dropped apparel sells well at the Duck Store, the retail outlet at the University of Oregon in Eugene. “At a sporting event or just on campus, students want to wear and show their pride,” said Brian Wright, chief merchandising officer. “It’s just been so long since they’ve been able to do that — and so long since they’ve been in a physical store. Everything’s starting over again.” ❖

Of the CSU Fullerton Titan Shops, Senior Manager, General Merchandise Rickey Glenn, Buyer, General Merchandise, Kayla Fernandez, and Director Kim Ball, photographed with a display. Apparel with the school’s name in block letters sells well for the store.

Titans Team apparel at CSU Fullerton. Crewneck sweatshirts in school colors are best-sellers at the school’s Titan Shops.

CELEBRATING

Years

Since its founding in 1992, Gift for Life has united the gift and home industry for common good – whether crisis-related hunger relief or HIV/AIDS research, prevention, treatment and advocacy. Over the last 30 years, together we have raised nearly $6 million through at-market events, cause marketing products and direct donations.

During COVID, our focus shifted to virtual fundraising for crisis-related hunger relief. In 2021, with your support, our “Feed the Hungry. Feel the Good” raised $100,000+ for World Central Kitchen. Please join us as we continue to support programs that address food insecurity.

https://donate.wck.org/GFL30

Mining for Apparel Sales Gold

Trends in Apparel and Accessories at Apparel Stores

Some trends, like neutral colors and wider-legged jeans, are evident at boutiques across the country. But others are specific to a region, a neighborhood or even a subculture.

Take Monster-A-GoGo, a Gothic boutique in East Los Angeles, where there’s been an uptick in capes and pumpkin merchandise even after Halloween. “It’s Halloween here every day for our customers,” explained Michelle Ghoulmore — yes, that’s really her name — who has owned the 600-square-foot store for nearly 10 years.

As you would expect, black is always the most popular apparel color at Monster-A-GoGo. But orange, a hot hue this year, has been surging due to an uptick in pumpkin wear. Pumpkin themed capes have flown off shelves, along with bat, devil, and other horrorinspired motifs.

Another top seller lately is merchandise related to the TV character Elvira, Mistress of the Dark, portrayed by Cassandra Peterson. Fans of Peterson’s recent book, “Yours Cruelly, Elvira,” have been snapping up graphic T-shirts and purses based on the character.

Ghoulmore keeps on top of the horror and pop culture scenes, so her customers know they’ll always find something new. “People come here not just to buy stuff, but to see their favorite horror icons, and also for

there’s also maroon and khaki in the mix. To accessorize the look, Zumiez shoppers go for so-called “Dad” hats and perennially best-selling crew socks. “Stickers are also a big thing here; we have some really fun ones,” Bosse observed. “Just about every purchase includes a sticker. You might slap them on your skateboard, on your car — it’s that punk rock style.”

In East Los Angeles, the Westwear stores cater to a largely Latino, sports- and skate-oriented clientele. Streetwear is both the style and even the name of a popular brand here. “I’m from a Mexican family, and we have a way of dressing — a distinct style,” explained Manager Gerardo Leon . The typical look, he explained, is “Levi 501s, a white T-shirt and a Dodgers hat, maybe with Air Maxes. That’s LA.”

“I’m from a Mexican family, and we have a way of dressing — a distinct style.” The typical look is “Levi 501s, a white T-shirt and a Dodgers hat, maybe with Air Maxes. That’s LA.”

- Gerardo Leon, Westwear, East Los Angeles, Calif.

the community,” the retailer noted.

Hip hop is always in vogue at Zumiez, a retail chain that specializes in street wear. “Our customer is very brand loyal,” said Will Bosse , manager of the Zumiez mall store in Las Cruces, N.M. Favorite brands include Cookies, Vans, Nike and Champion.

The streetwear look favors dark colors like black and charcoal gray, accented by neon brights; this year,

As Leon’s example shows, branding is important to Westwear customers. Shirts and hats with sports team logos go over big. “Since the ‘80s, I’ve seen the same black and gray Raiders hat and the blue Dodgers shirt,” mused Leon. Basic styles with punchy graphics sell year in and year out, along with a pared down palette of black, white, navy, gray and Dodgers blue. “And much as we don’t like to accept it, gang colors do have an impact on the colors customers want or don’t want to wear,” Leon added.

Westwear has prospered by catering to those customers. Its two stores, averaging 900 square feet, bring in new merchandise but stay true to the formula. “We try to do something for the guy who’s a sports fan, who likes the home team, and also the guy who is into graffiti, into art, the Mexican lifestyle, tattooing,” Leon

Apparel and Accessories

explained. “You’ll get the 22-year-old, but you’ll also get a guy who’s older and wants it toned down.”

Across town in the trendy Silver Lake neighborhood, the boutique Lake sells a lot of what Manager Erica Walker calls “elevated casual wear,” with most price tags upward of $100. “People aren’t staying at home as much as they were before,” she observed. This year, shoppers have been updating their wardrobes with luxe sweaters, button-down shirts, drop crotch crepe pants, and anything from the Rachel Comey line.

Lake has seen an uptick in denim sales, but as elsewhere, the skinny look is out. “It’s all about the wide leg, or the super relaxed ‘90s carpenter style,” explained Walker. Along with neutral colors, Walker sees a trend toward modern jewel tones — navy, deep purple, emerald and forest green, and burnt orange. Her customers are accessorizing in 14 karat yellow gold with the look of the moment: tiny, delicate chains, pendants and layering jewelry.

In Haddon Township, N.J., accessibly priced versions of those pieces are a best-seller for Jagged Edge Boutique. Owner Alyssa Washington said goldtone has completely eclipsed the silver look that was domi-

“Colors like mocha, tan and bone — you could put that on with a pair of jeans, with a black or a gray legging, and it’ll match anything.”

- Alyssa Washington, Jagged Edge Boutique, Haddon Township, N.J.

nant a few years ago, and link chains and stackable rings are favorites.

On the apparel side, Washington reported, “bell bottoms are back,” in denim and even velvet. But while Jagged Edge’s clientele ranges from middle schoolers to their grandmothers, Washington said today’s bell bottoms sell to women too young to have worn them the first or even the second time around.

Leisurewear, a pandemic trend, remains a strong category for the 800-square-foot store, which opened a year ago. Washington carries a wide range of styles and colors to suit her diverse clientele; red and vintage peach have sold well lately. But neutrals rule, and Washington doesn’t expect that to change soon. “Colors like mocha, tan and bone — you could put that on with a pair of jeans, with a black or a gray legging, and it’ll match anything.” ❖

Cozy Choices for Children

Best-Selling Baby Apparel

By Sara Karnish

Comfort and functionality were two must-haves in apparel this past year, particularly in baby apparel. Busy parents and grandparents want their little ones to be stylish, but decidedly low maintenance. Retailers interviewed for this article said this is a direct reflection on adult trends, which have been more casual and comfortable for the last few seasons. Clothing and accessories with practical elements are big sellers. Items like Munch Mitts by Malarkey Kids, a silicon teething mitt designed by a mom, are selling well at Maditude Children’s Boutique and Toys in Mountain Top, Pa., according to Owner Amanda Pesce . She names Chew Cubes by Malarkey Kids as another popular item, as well as Zoocchini Comfort Crawler Legging and Sock Sets, which are designed to help babies grip, while they are crawling across floors to prevent slippage

Soft, natural fabrics are also in high demand. Morgan Miller , owner of Baby Sweet Pea’s Boutique in Uniontown, Ohio, said some of her most popular brands are “KicKee Pants, which are bamboo loungewear, layette, sleepers, and booties, Petite Lem, and Angel Dear, another bamboo line. I think these lines sell well because of the softness of the fabrics. We sell almost all bamboo and organic cotton. It sells well. The customers really like it,” she said.

ed by so many adults during the COVID pandemic extends to baby and children’s clothing. “People weren’t going to work or school, so they wanted to be comfortable. They want to look good, but still feel comfortable,” she pointed out.

“Magnolia Baby, Baby Wise, and Sarah Louise. I love Magnolia Baby for a couple of reasons—it’s incredibly soft, it washes beautifully, and it lasts and lasts. It looks the same after 30 washes as it did after the first wash.”

“[Our best-sellers are] anything that’s pima cotton with a really polished look, which is actually hard to find,” said Linda Johnson , owner of The Purple Goose in Alexandria, Va. “Our store has a little more of a traditional look, but if something is on trend, we’ll get it.” Johnson noted the casual, “athleisure” style adopt-

Jean Knouse , owner of Kiddie Korner Boutique in Danville, Pa., said her best-selling lines in everyday baby apparel include “Magnolia Baby, Baby Wise, and Sarah Louise. I love Magnolia Baby for a couple of reasons—it’s incredibly soft, it washes beautifully, and it lasts and lasts. It looks the same after 30 washes as it did after the first wash,” she said. She tries to carry items that are either unique to the area or hard for customers to find elsewhere, and has something of a niche market with christening clothes. “I carry a wide supply, which is pretty unusual today. We don’t have a large department store near us anymore—most of the big box stores have gone out—so I’m one of the only stores in a 30-plus mile radius that carries christening clothes.”

The “sophisticated pastel” colors including marigold, dusty rose, slate blues, and sea greens, were big trends in 2021. Looking ahead to what colors will be popular in 2022, Pesce said, “Tie-dye is coming back for spring/summer 2022. [Also for summer], I

- Jean Knouse, Kiddie Korner Boutique, Danville, Pa.

predict a lot of pastels and soft hues. Bright colors and metallics in boutique clothing. Florals and rainbows in prints.” Miller predicted a lot of periwinkle blue for girls. “I predict a lot of neons, a lot of smiley faces, a lot of lightning bolts. I think we’ll see more trendy symbols rather than colors.” She added, “I buy for so many different customers. I have a wide range of items— I buy for the trendier mom, and grandparents who want a more conservative look. We see a broader range of trends—Grandma will not buy what Mom will buy. Easy, comfortable is what’s in across all categories. Kids are the same—who wants to wear a stuffy outfit? We want them to love an outfit because it’s soft and comfortable.”

Knouse said in addition to the traditional soft pink and blue, gray is “a nontraditional color that has become traditional, because it pairs nicely with either pink or blue. I think we’ll see lavender or lilac for little girls, and for boys we’ll see shades of blue and green. In style trends, I think the trend toward natural fabrics will continue. The trend toward really high-quality items will continue. Smocking is one thing people look for, but is really hard to find in our area, which is

why I try to carry it. It brings people in, and if they are looking for something else, I likely have that, too.”

The style trend of easy, comfortable clothing will extend into 2022. Customers want more basic looks, even for little ones. “[One style trend] is more sets. People want the pima cotton sets. Rather than mix and match, people want to come in, get the matching outfit, and go. People have simplified their lives—they want to create a polished look with little to no maintenance,” Johnson said, adding skirts are going away because “you have to find a top to go with them.”

Knouse has noticed another outgoing trend: “Tights aren’t as popular as they used to be. Girls like the footless tights—they don’t pull down like regular tights do. They can add a cute little sock to them to make an outfit.”

In some ways, merchandising has gotten easier over the past year and a half; in other ways, it’s been more challenging. Baby apparel retailers strive to make the shopping experience easy and enjoyable for busy parents. Organization and visual appeal are two key ele-

Continued on page 74

In or Out? The Long and Short on Dresses

Styles may change, but retailers interviewed for this article said dresses are still a popular choice for little girls. “Jumpers are definitely in. Rompers are in. Also below knee-length dresses and maxi dresses,” said Amanda Pesce, owner of Maditude Children’s Boutique and Toys in Mountain Top, Pa.

Said Linda Johnson, owner of The Purple Goose in Alexandria, Va., “Dresses are always in. You can’t get a cuter look, especially

for photos.” Young girls under age 5 or 6 are particularly drawn to pretty dresses; Morgan Miller, owner of Baby Sweet Pea’s Boutique in Uniontown, Ohio, said they are decidedly “out” for girls over age 6.

Jean Knouse, owner of Kiddie Korner Boutique in Danville, Pa., said, “Dresses are still in. Little girls are very opinionated about when they want to wear them, or not. Sometimes they come in and want every one I have; other

times the child and their mother will have to look through each one until they find one they like. I also try to do skirts or skorts. I also make sure I have a dressy pant and dressy top if they’re just not interested in dresses.” She added, “I like the idea of dressing for celebrations making a comeback. We’ve become so casual in our appearance. Is it comparable to what it was 30, 40 years ago — absolutely not. But it’s starting to come back.” ❖

Apparel and Accessories

Cozy Choices (From page 73)

ments of achieving this goal. “I always like to move merchandise around a lot. I constantly move products around. I always focus on a theme for the front of the store, with mannequin statements. I like to build outfits. Many people who come in will buy the full outfit off the mannequin. I always like to match things up so they tell a color story,” Pesce said.

Miller tried a new merchandising approach this past season: “We started doing ‘bars’—a stocking

“Tie-dye is coming back for spring/summer 2022. [Also for summer], I predict a lot of pastels and soft hues. Bright colors and metallics in boutique clothing. Florals and rainbows in prints.”

stuffer bar, a toddler bar with sunglasses, small items in glass jars. We set up tables with the items in glass jars right in the front of the store so people saw them when they walked in. I also love a good theme. When I go to the markets, I take a lot of notes. If I see a lot of something, we’ll try it here. It makes sense to group items by theme or color. We commit hard to themes here,” she said.

Johnson invests in signage to help tell the story of a product and educate customers about its popularity and where it’s trending. “I think signage is important. I call them ‘shelf talkers’. I found an article about a line endorsed by Oprah. I printed out the article and

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put it by the items. It sold really well. Have shelf talkers that are always current—it really helps. [If a celebrity is using it], it’s one more thing to show customers that an item is trendy,” she said.

Customers are returning to shopping in brick-andmortar stores after a year-plus of buying online. “The revenue is much different, but people are getting the consumer confidence to come back into stores,” Johnson said. “People are definitely looking for more comfy in baby apparel, and they are buying fewer accessories. I used to sell about $5,000 in bows and barrettes—it’s nowhere near that now.”

Even in baby apparel, comfort and simplicity will continue to drive styles well into the New Year. ❖

(For more information, or to order, call 920-573-7869, email sales@jackrussellapps.com, visit www.jackrussell.com or circle 20 on the reader service card.)

- Amanda Pesce, Maditude Children’s Boutique and Toys, Mountain Top, Pa .

Trends in Gifts at Stationery, Hallmark, and Floral Stores

It isn’t only Valentine’s Day, Christmas, or Halloween that mark the busiest shopping days at stationery, Hallmark, and floral stores. Gift sales are robust for Mother’s Day, Father’s Day, and to a lesser extent, Nurse’s Day, at each of these shops. For this article, store staff and owners discussed what sells best for these holidays, and why.

At Paper Source in La Jolla, Calif., Shift Supervisor Veronica Rojas said the store has a wide selection of top-selling gifts. Regardless, she noted that “For both Mother’s Day and Father’s Day, one item is a real standout for us. It’s a small booklet with pre-printed cute tickets to redeem for the giver to do tasks or generally help at home. The tickets say things like ‘we will do the dishes’ or ‘we will make dinner,’ things like that.” For Nurse’s Day, Rojas related that “To a large extent the gifts are more humorous, such as mugs that say things like ‘Even We Can’t Cure Stupid,’ jokey items like that. But we also have socks which could be used for anyone in the medical profession and that are more serious, printed with words like ‘hero’ on them. Those are really popular, too.”

ner out.

At Ecru, which offers stationery and gifts in Portland, Ore., Owner LeAnn Dolan breaks down her top sellers for these holidays. With three stores ranging from 550 to 1,100 square feet, Nurse’s Day is a bigger seller at the store’s branch located near OSHU Nursing School than at her other locations. “I still don’t sell as many gifts for that holiday, but I do sell quite a lot of Nurse’s Day cards at that store.”

“Wellness. It was really big for us this year, and I think that will continue through next year. Wellness journals, nice candles, soaps, and face masks all do very well.”

- LeAnn Dolan, Ecru, Portland, Ore., commenting on her biggest merchandise category for Mother’s Day in 2021.

For all these holidays, triple-insulated tumblers and mugs are big sellers. “We partner with Rifle Paper Company to produce them. All year-round we do well with them and with triple-insulated stemless wine glasses, as well as Rifle Paper stationery products, too.”

Rojas said Mother’s Day is “usually extremely busy” and much more so than Father’s Day. She said that while dads may be feted with a meal, Mother’s Day is more oriented toward gift giving along with that din-

For Mother’s Day she cited the biggest category as “wellness. It was really big for us this year, and I think that will continue through next year. Wellness journals, nice candles, soaps, and face masks all do very well.” Additionally, she explained that “Boxed note cards that have a positive, affirmative message, pens, notebooks, locally made chocolates and sweets - these are all very popular for moms as well. We focus a lot on chocolate and tea makers from the Portland area. We have a lot of great ones in Portland, and those items are strong for all the holidays, Mother’s Day, Father’s Day, and when selling gifts for Nurse’s Day, those tend to be the items that do best.”

Other big hits for Father’s Day are journals, notebooks, and pens, Dolan reported. “Father’s Day isn’t a super big gift holiday for us compared to Mother’s Day. But, we do sell a lot of sweets and goodies for dads, and more of them every year. That is a real track for Father’s Day as a holiday, as well as being heavy on the paper goods sales for dads.”

Like Paper Source in La Jolla, Dolan’s Oregon stores see Mother’s Day as a “far bigger” gift-giving holiday than Father’s Day. “Everyone sends a Mother’s

Continued on page 76

Mother’s Day, Father’s Day and Nurse’s Day

Day card and looks for a gift of some kind, not only to give their moms but to their friends who are moms. I think that’s far less true for dads, at least in my stores.

at least it is certainly neck and neck with gift sales. Father’s Day is probably a distant fourth after Christmas for gifts.”

“We sell Cloud Forest which are locally made chocolates, and we make them available in bundle packs with chocolates and flowers combined together. If you aren’t into flowers as much, we have beautiful local pottery items that are a gift in themselves. We have so many different potters in the area, and selling their work supports not only the person you are gifting, but the people who create the pottery.”

Not everyone always buys for the dads, but moms are not forgotten.” She added, “I think in part that moms tend to expect a gift of some kind, where dads don’t necessarily.” In fact, she asserted that “Mother’s Day is actually a bigger holiday than Valentine’s Day for me,

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Mother’s Day is also a big gift-giving occasion at Solabee Flowers in Portland, Ore. as well. Erin Jardine , florist, declared flowers are still number one at both of the city’s two Solabee locations. “It is just one of the greatest time of years for flowers, there are so many different shades and bright colors, lots of new springtime specialties come in at that time, and they are really special. What mom doesn’t love a bouquet, something extra and thoughtful before taking her out to dinner or for brunch.”

Additional big sellers for Mother’s Day include edible items and pottery. “We sell Cloud Forest which are locally made chocolates, and we make them available in bundle packs with chocolates and flowers combined together. If you aren’t into flowers as much, we have beautiful local pottery items that are a gift in themselves. We have so many different potters in the area, and selling their work supports not only the person you are gifting, but the people who create the pottery.” Additionally, pottery can come with a plant. “We have beautiful plants which of course last longer than flowers, for as long as you can take care of them.” Speaking of plant care, Jardine noted, “We will help you make sure you get plants that are specifically geared to your needs. We are very aware of light and water requirements. We want the plants and the people caring for them to both succeed.”

For Nurse’s Day, Jardine said that gift items lean more toward non-floral gifts, including “fun trinkets such as rainbow catchers and specialty candles and incense from makers in Portland. Oil diffusers also do well for us. My sister is a nurse, and I think the reason those types of gifts are so popular is because nurses do have to deal with a lot of smelly things.”

Another gift idea popular for moms and nurses too, are experiential. “We offer classes like macrame and wreath-making and that can be a very nice gift for someone, a class that allows them to enjoy something different and take time out for themselves.”

For Father’s Day, Jardine said she thinks a lot depends on the individual father. “I do think plants and

Continued on page 78

- Erin Jardine, Solabee Flowers, Portland, Ore., commenting on big sellers for Mother’s Day.

Trends in Gifts (From page 76)

pottery are a kind of universal gift appreciated by everyone in the family. I think what elevates sales here in that category is that we have very personalized service. We try to steer you in the direction of easy-to-care-for plants to help grow interest and knowledge. We give out care-cards with every plant, too.” She cited Hoya Kerrii plants with their heart-shaped leaves, and succulents as being popular both for their attractiveness and because they grow slowly and like bright sunlight, requiring less frequent watering as well. This all makes them popular plants for dads.

According to Jardine, “Classes are good gifts for dads, too. I think overall, people are moving toward gifts that are an experience or are locally made. Classes that are taught by local creators means you are getting local within local, and that is a very attractive element for people, too.”

The busiest holiday is “definitely Mother’s Day,” Jardine stressed. “But Father’s Day is growing. It’s easy for anyone to come in our store for any holiday and come out with a nice-looking gift that’s ready to give. We’re all busy, we don’t have time to wrap gifts at home ourselves.”

At Amy’s Hallmark in Spokane, Wash., Sales Associate Stephanie Borndt , speaking for owner Nancy Kehoe, concurred that Mother’s Day is the busiest buying holiday when it comes to gifts, but Father’s Day is closing in. “While Father’s Day buying is getting busier, I think everyone has a mom-figure of some kind in their lives, and they’ll purchase something for another mom even if it is not their own parent. That isn’t as true for Father’s Day.”

Borndt said it is important that whatever the holiday, store staff offers “suggestions for fun gift ideas. We can walk people through the store, and if they have trouble picking something out, we’re here to help. I would say among the most popular items for moms are mugs. Kids come in and will really look for something that just says ‘mom’ on it.” For Father’s Day, she said top sellers include “Tumblers and T-shirts with fishing and hunting themes.” As to Nurse’s Day, Borndt said tumblers are also big. “We also will put together special appreciation-item baskets. The actual items vary depending on what we have in stock.”

Overall, Mother’s Day is still tops in gift sales, but gifting is popular for fathers and nurses too, with a wide range of possibilities from plants and pottery to mugs, paper goods, and sweets in top positions. ❖

Sowing Sales

Home Décor Merchandise Trends at Botanical Garden Gift Stores

This winter, visitors to Phoenix’s Desert Botanical Garden marveled at the large-scale glass art of “Chihuly in the Desert” — and decided they wanted a little Chihuly to spruce up their own homes. Sales of artwork and décor by the blown glass artist Dale Chihuly were brisk all winter at the Garden Shop, where visitors have come to expect distinctive souvenirs.

“A visit to our Garden Shop is part of the Botanical Garden experience,” explained Store Director Alejandra Herrera . “We use the opportunity to connect our products to what they just saw in the Garden.”

People visit botanical gardens for their beauty, and stop at the gift shop to bring home a bit of that aesthetic inspiration. At the Desert Botanical Garden, for instance, the Garden Shop is renowned for its selection of Southwestern and Native American home décor. “Our retail buyers look to connect with area artisans, makers and businesses wherever possible,” noted Herrera. “We want our offerings to reflect the

uniqueness of our region, and to help support the local community.”

Around the holidays, the city of Albuquerque, N.M., features sparkling light attractions — and unsurprisingly, novelty lights are a hit with shoppers at the ABQ BioPark Botanic Garden gift shop. All year round, visitors gravitate to name-dropped drinkware at the 10,000-squarefoot store, which is managed by the SSA Group. Water bottles are the

top seller, followed by wine tumblers and coffee mugs. “They’re all really big,” said Anthony Marquez , retail operations manager. “Our customers all want that ABQ BioPark logo.”

In Richmond, Va., Lewis Ginter Botanical Garden visitors love handmade vases from Thailand, colorful Mexican pottery and lamps crafted from real dried leaves. “We source our products from new local artisan vendors as well as gift markets,” explained Garden Shop Manager Tricia Wherry , who oversees the nearly 5,000-square-foot outlet.

Kathleen Steedman relies on her sales reps to find new and interesting items for the gift shop at Franklin Park Conservatory and Botanical Gardens in Colum-

Continued on page 80

“A visit to our Garden Shop is part of the Botanical Garden experience. We use the opportunity to connect our products to what they just saw in the Garden.”

- Alejandra Herrera, Desert Botanical Garden, Phoenix, Ariz.

Home Décor

bus, where she is the retail operations manager. “I also track the trends through social media and publications,” Steedman said at the 800-square-foot store. A current hit is a line of vintage style, poster size Caval-

pliers come to you. “Small vendors who maybe can’t afford to show at the big shows are constantly approaching our buyer here,” reported Margaret Csala , director of Retail and Business Development at the New York Botanical Garden in The Bronx.

Csala scans wares each year at the major trade shows in Atlanta and New York, but her team members have also spotted wonderful finds — like the shop’s most popular notecard vendor — at small maker and craft fairs.

lini wrap sheets that people bring home to hang on their walls. “They’re beautiful and extremely affordable,” the manager explained.

When your attraction is big enough, of course, sup-

At the 7,500-square-foot store, patrons love housewares with botanical designs, from flowers and herbs to vegetables and mushrooms. Best-sellers include glazed ceramic plant pots and the garden’s own branded line of kitchen dish towels. “We have a huge variety, and they sell phenomenally well,” Csala said. ❖

What Are Your Top Customer Service Tips?

wo things: One, make them feel safe in a clean environment, so they know we’re looking out for their safety during the pandemic. And two, make it personal by talking to guests. We’ll trade tips about plant care, tell them where the jewelry was made, answer any questions they have. Human interaction is what sets us apart; customers are hungry for that, and for the kind of advice you can’t get online.”

— Director Margaret Csala, Retail and Business Development, New York Botanical Garden, The Bronx

“We always greet someone with a warm hello or smile. This lays the foundation for a great experience in our shop. We then engage them in conversation about their visit, and from there, we can suggest merchandise.” — Garden Shop Manager Tricia Wherry,

Lewis Ginter Botanical Garden, Richmond, Va.

“I would say a smiling face, but that’s impossible with masks. Right now, with things getting back to normal, customer engage-

tions Manager Anthony Marquez, SSA Group - ABQ BioPark Botanic Garden, Albuquerque, N.M.

“We make guests feel at home while they shop, engaging them and sharing stories and details about the items. Guests really appreciate the attention, and they come away with a better understanding and appreciation for the Garden mission.” — Store Director Alejandra Herrera, Desert Botanical Garden Shop, Phoenix, Ariz.

“Make a connection through pleasant conversation. Always make sure your customer feels special and appreciated. Do not follow them around the shop, but offer assistance if they want it.”

ment is your best bet. Let the customer know we’re thankful they’ve come back — that really goes along way.” — Retail Opera-

— Retail Operations Manager Kathleen Steedman, Franklin Park Conservatory and Botanical Gardens, Columbus, Ohio ❖

“Small vendors who maybe can’t afford to show at the big shows are constantly approaching our buyer here.”

- Margaret Csala, New York Botanical Garden, The Bronx, N.Y.

Sowing Sales (From page 79)

Hospital Retail Trends Report: Jewelry Trends

Hospital gift shops provide gift resources for patients, hospital staff, and visitors alike. Jewelry trends fit reflect the location of the shop, as well as the hospital location, store size, and merchandise mix available.

At The Gift Shop at Hammond Henry Hospital in Geneseo, Ill., the store is managed and staffed entirely by volunteers, as is often the case at independent hospital shops. The store sells apparel, accessories such as handbags and scarves, jewelry, and home décor items, as well as flowers and small gift items. Through the shop’s support of hospital patient care through the funding of some hospital equipment, as well as assisting the community

with support for student scholarships in the health care field, the shop is an intrinsic part of the hospital’s culture. Volunteer Manager Julie West said that while the store carries a wide variety of earrings, bracelets, necklaces, and watches, despite the wide-ranging mix of jewelry items, the most popular item by far are cross necklaces. “They simply do the best for us,” she noted. “I think that is because in a hospital environment, people are sometimes looking toward the affirmation of spiritual thoughts, and also because this jewelry is just simple and pretty.”

“Right now, we are doing tremendous sales in necklaces and earrings. Not everyone has the opportunity to get new clothes, but you can change your jewelry and really freshen your wardrobe that way so that it still feels good.”

West said that jewelry sales have not changed greatly since the pandemic began, but sales patterns have been affected in general. “We don’t offer online sales, and we were closed for several months. That impacted us, as you can imagine, and really short-changed us on the months that we could sell. We’re just glad to reopen,” she stressed. “Our sales have rebounded, but we are not back to the level we were before overall, so that impacts every item we sell and carry.”

The store does a mix of display techniques, keeping jewelry in a separate area of the store and mixing and matching it with other items. Cross merchandising is often done with apparel, but it is sometimes thematic, as was the case of the popular cross necklaces. “We

merchandised those necklaces with some other spiritual items,” she said.

In Fridley, Minn., Jane Hogie manages three gift shops for the Mercy Hospital Group, two at Mercy Hospital and one at the Unity Campus. Hogie said at her stores, all jewelry is selling extremely well. “Right now, we are doing tremendous sales in necklaces and earrings. Not everyone has the opportunity to get new clothes, but you can change your jewelry and really freshen your wardrobe that way so that it still feels good.” Hogie noted that the store primarily caters to staff members. “A lot of our hospitals don’t allow visitors right now due to the pandemic, or they allow only one visitor per patient if the patient is not being treated for COVID-19.” Hogie sees staff members are all looking for different types of jewelry, depending on their ages and personal preferences.

“What’s really kind of fun to see is that all the different generations have different attitudes about jewelry. For millennials, real gold is a big draw; Gen Xers are more into bulky, big items, and so are the 80s girls. So, it’s important not to limit what you carry,” she noted. “You can’t just say ‘I like silver, or I like gold,’ and go in one direction, or you won’t come close to hitting all the markets that way.”

For Hogie, the major change in jewelry sales from pre-pandemic times is this: “Prior to the pandemic, there were more patient sales. Now we really are selling to staff members more than anyone else.”

For display, Hogie recommended keeping a jewelry display separate from other areas of the store, but also cross-merchandising some items with apparel when it’s appropriate. “We have a display just for jewelry

Continued on page 86

- Jane Hogie, Mercy Hospital Group, Fridley, Minn.

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Hosptial Retail Trends (From page 84)

adjacent to our clothing and purses, so when we do have an outfit on display, we will accessorize it.” She added, “It’s easier for the customer to see the whole package, rather than to visualize for themselves how jewelry will go with the design of apparel.”

The stores that Hogie manages range in size from a 300-square-foot small shop in the baby and children’s

“Our number one item is earrings. We sell a lot of them, usually simpler, stud-type earrings. I think they’re more appealing because they are simple and can really go with anything. Silver stud earrings are the biggest sellers.”

center, to an 1,100-square-foot space at Mercy Hospital. The Unity gift shop is 900 square feet.

At the Blessing Hospital Gift Shop and Tea Room in Quincy, Ill., Sales Associate Justyce Stephenson described the top-selling jewelry at the volunteer run and staffed gift shop. “Our number one item is earrings,” she asserted. “We sell a lot of them, usually simpler, stud-type earrings. I think they’re more appealing because they are simple and can really go with anything. Silver stud earrings are the biggest sellers.” She has not seen much change in jewelry sales from pre-pandemic times until now.

Jewelry at the gift shop is displayed with clothing items as well as in a separate area, Stephenson said.

“We do keep many of our earrings on a stand at the front of the store. We do display necklaces and some matching earrings with full outfits we are displaying, however. Doing that helps people think what jewelry would look the best with a particular outfit,” she said.

In Whitefish, Mont., at the North Valley Hospital, Gift Shop Manager Phyllis Johannes carries “necklaces, bracelets, earrings, the whole gamut of jewelry. But earrings are our best-sellers, mostly hoops and dangling styles which are very popular here.” Larger styles are both the general trend and add some glamor to daily life, adding to the appeal of these types of earrings.

The main change Johannes has witnessed since the pandemic is that “People in general come into the store less. But, when they do come in, they buy jewelry, and the earrings are among our best-selling items in the store.”

She keeps all the store’s jewelry in one area of the gift shop. “We have an earring wrap,” she noted. Additionally, the store is beginning to promote jewelry items online. “We are currently just starting out promoting items on social media, both for Instagram and Facebook.”

The small shop serves both patients and staff members, but tends to serve more staff as regular customers, Johannes explained. “We only have a 25-bed hospital, so it’s only natural that more of our customers are staff members,” she added.

Overall, jewelry of all kinds is a strong part of a successful merchandise mix at hospital gift shops, whether the stores cater more to staff or patients and patient visitors. ❖

The Mission Behind Hospital Gift Shops

What is the current mission of hospital gift shops? For this article store staff described how they support their hospital and their community.

At The Gift Shop at Hammond Henry Hospital in Geneseo, Ill., Julie West related, “Our main mission is to provide gifts for patients and visitors to purchase, but staff members can shop here as well. From our proceeds we can provide assistance for the hospital in regard to patient care. We target our proceeds to go entirely

through our auxiliary to purchase hospital equipment or support health education scholarships.”

In Fridley, Minn., Jane Hogie manages three gift shops for the Mercy Hospital Group. She described the gift shop’s mission as “providing a respite from the hospital itself. We’re a small boutique experience within the hospital. When you walk through our doors, we expect it to be homey enough that you forget you’re even in a hospital.”

At the Blessing Hospital Gift

Shop and Tea Room in Quincy, Ill., Sales Associate Justyce Stephenson stressed the fact that the store is “All volunteer run, and we serve more patients and patient visitors than staff. Our goal is to provide items they might like.”

In Whitefish, Mont., at the North Valley Hospital, Gift Shop Manager Phyllis Johannes related, “We support the hospital foundation which supports employees and special projects for the hospital.” ❖

- Justyce Stephenson, Blessing Hospital Gift Shop and Tea Room, Quincy, Ill.

Trends in Jewelry Sales at Boutiques and Jewelry Stores

Demand for jewelry is growing, but the jewels themselves are shrinking. If there’s one trend that cuts across fine and costume jewelry, the quirky and the classic, it’s the current vogue for small, delicate baubles — often chains — that are meant to be layered.

“I think that into 2022, the trend will still be towards smaller pieces,” affirmed Kesia Re , owner of Melanie Grace Boutique in Sahuarita, Ariz. Her clients favor simple shapes in gold, sometimes with Western accents like turquoise, to layer and mix.

Creative design is the emphasis at Idaho Springs Mountain Gems in the Colorado town of the same name. “Right now it does seem that people like those smaller designs,” reflected Owner Ian Smith , who crafts unique silver settings for quartz and topaz jewelry.

The sized-down trend has even made it to bridalwear. At the Ben Bridge Jeweler location in Henderson, Nev., Manager Andrew Shick sees brides “asking for very dainty, narrow shanks on their engagement rings, often with little diamonds down the sides,” he said.

Overall, the best-selling line at Ben Bridge is Pandora. The girly chains and charms are “fun, well made, and reasonably priced,” Shick explained. “And they keep it fresh with new designs each year. Then they retire the old ones, which become collectibles.”

Another popular line is Armitron, the heritage watch brand that recently relaunched featuring electrostatic technology instead of batteries. On the fine jewelry side, white gold still dominates, with rose gold a runner-up at the Seattle-based outfit, a fifth-generation family business. Top styles include gold chains, especially for men, and diamond hoops.

And while online sales surged during the pandemic, Schick said customers are back shopping in person. “My customers want to feel

and touch these pieces. They’re going to be putting out a great deal of money on something they’re going to wear every day,” he explained. “Jewelry is a very personal decision.”

Personalization is also a priority at Richter and Phillips Jewelers in Cincinnati, where an increasingly sophisticated social media campaign customizes marketing to niche audiences. Sales are strong for engagement rings and gold chains; yellow gold is soaring, along with diamond and ruby animal pendants. “Paper clip chains are especially popular,” observed Manager Christy Vigil .

But diamonds are out of fashion at Idaho Springs Mountain Gems. Instead, Co-Owner Andrew Clement sees customers looking for cheaper alternatives like birthstones or other white stones such as mois-

“I think that into 2022, the trend will still be towards smaller pieces.”

- Kesia Re, Melanie Grace Boutique, Sahuarita, Ariz., commenting on jewelry trends.

sanite. “They want the shine of diamonds, but not the price,” Clement explained.

At the 1,000-square-foot store he bought five years ago from a former colleague, Clement crafts one-of-a-kind pieces set with natural minerals. Customer favorites include rose quartz for its healing aspects and beautiful color, and 17 varietals of topaz, such as Swiss blue or rainbow “mystic” topaz. “People like how unique the stones are, as well as our settings,” noted Clement, who has made jewelry since childhood. “Our inventory is always changing. Once something is finished, we break the original molds.”

Handcrafted designs are also the calling card at Silver + Salt, an artisan outlet at the Seattle’s Pike Place Market. Owner and Jeweler Christine Heidel crafts delicate pieces in gold, sterling or oxidized silver with raw gemstones whose flaws and inclusions are part of the allure. While prices range from $50 into the thousands, most purchases are in the $150 to $200 range.

For 2022, “I see yellow gold continuing to be really popular,” predicted Heidel, who works in a studio adjacent to her 250-square-foot retail space. The trend of layered chains — mixing different links, textures and twists — “is still going to be big into next year.” Heidel also sees a trend toward personalization: mixing and matching metals and personalizing chains with charms, birthstones, diamond letters and gemstone add-ons.

Continued on page 92

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Jewelry Product News

Trends in Jewelry (From page 91)

The top seller this season at Silver + Salt is socalled “permanent jewelry” — pieces that are welded on and cannot be removed with a clasp. Most of these are “infinity bracelets, which are seamless, for a more streamlined look,” explained Heidel.

One trend with momentum is the fluidity between brick-and-mortar and online retail. After five years running Melanie Grace Boutique as a mostly online

“I love all the aspects of gold. Each nugget is completely unique; like snowflakes, no two are ever alike. I’m the first person who’s ever seen it. Sharing this with the rest of the world is my passion.”

business, with select customers visiting her Oregon showroom, Owner Kecia Re relocated to Sahuarita, Ariz., where the e-commerce business continues while she hunts for space. Online merchandising became increasingly important as Melanie Grace’s in-person shopping was disrupted by COVID and the move.

“You want to style pieces well and take really good photos,” Re explained, “so people notice something, want it and feel an urgency to grab it.”

Online jewelry sales keep Northern Made Creations going year-round. After running a traditional storefront in Anchorage, Owner and Jeweler Steve Fuller gave it up for the flexibility to spend the off-season mining for gold nearby. “I can’t be sitting in a storefront once the Christmas rush is over,” he explained. In January, the business goes online-only; come summer, he sells his handcrafted gold nugget jewelry to tourists at Alaska’s busiest outdoor market. During fall, he sets up temporary shops at Anchorage malls.

“I love all the aspects of gold,” observed Fuller. “Each nugget is completely unique; like snowflakes, no two are ever alike. I’m the first person who’s ever seen it. Sharing this with the rest of the world is my passion.”

Fuller grew up mining silver and panning for gold in New Mexico.

His natural nugget wares are unique enough to defy retail trends, but earrings, as elsewhere, are consistently a top seller. “That’s just typical in the jewelry business,” he said. ❖

What Are Your Top Jewelry Display Tips?

Retailers adapt jewelry displays for maximum impact and appeal.

Sometimes, that means balancing beauty with price point. At Ben Bridge Jeweler in Henderson, Nev., Manager Andrew Schick thinks “about what’s affordable for my window — affordable luxury, maybe coordinating items,” he explained. “We don’t want one-time customers, but instead to be their jeweler for life.”

At Idaho Springs Mountain Gems in Colo., Jeweler Andrew Clement mimics the mountain landscape in displays that feature more delicate pieces in front, and larger items in the back. And in Cincinnati, Manager Christy Vigil goes for a minimal, uncluttered display at Richter and Phillips Jew-

elers, with matching items shown together.

Jeweler Christine Heidel coordinates multiple chains on a single neck form, mixing metals and textures. “We don’t have a lot of space, so it helps that layering is a trend,” laughed Heidel, whose Seattle outlet, Silver + Salt, is just 250 square feet. Rings go on trays and earrings on stands to maximize space; Heidel also uses risers to display items at different levels.

Retailers without dedicated storefronts have to get even more creative. “A big part of it is having good signage,” noted Steve Fuller, whose artisan jewelry business, Northern Made Creations, has pop-up stores in malls as well as a booth at a summer

outdoor market.

Indoors, Fuller spotlights his gold nugget pieces in well-lit cases left over from his brick-andmortar store. At the outdoor market, Fuller maximizes his booth’s 40 square feet by displaying gems alongside a gold panning concession, drawing in curious passersby.

While Melanie Grace Boutique is in transition — from an Oregon showroom to a Sahuarita, Ariz., brick and mortar storefront — Owner Kecia Re puts even more thought into the photos on her ecommerce site. “We’ll display our jewelry on black velvet because that makes it shine more,” Re said. “And I’ll arrange it on a mannequin, to give people an idea of what they could look like.” ❖

- Steve Fuller, Northern Made Creations, Anchorage, AK

Jewelry Trends at Caves and Caverns

By Sara Karnish

Jewelry, especially pieces featuring gemstones and natural materials, is a strong seller at cave and cavern gift shops. “In our shop, a lot of what we do with our jewelry goes along with our theme—rocks and stones,” said Jennifer Brumbaugh , coordinator, Raystown Rocks Gift Shop at Lincoln Caverns and Whisper Rocks in Huntingdon, Pa. “We have people who come in looking for stones for metaphysical reasons—if they can wear it, it’s easier for them to have the stone with them. We also have a lot of people who come in looking for jewelry because it’s unique and special. Gemstones are really unique—when you’re buying stone jewelry, no two pieces are exactly alike. People like to show off their uniqueness with unique jewelry.”

Shawn Painter , retail operations manager at Luray Caverns in Luray, Va., said natural gemstone jewelry is also their best-selling item because “we’re a natural attraction” and because “it’s worn daily by many, available in a wide range of price points, easily gifted, and can be personalized.”

It’s a profitable category at Lost River Caverns and Gilman’s Mineral Lapidary in Hellertown, Pa., according to Beverly Rozewicz , partner/buyer. They assem-

“We have some really nice, big [resin jewelry] trees that we hang our necklaces on. We started with one—things sold so well, we bought a second one. It’s helped tremendously, especially with some of our unique pieces or things we don’t buy in large quantities. We hang them on the tree and they sell well.”

the silver and gold market, some of our suppliers have gone out of business,” she explained. Besides the jewelry they assemble on the premises, their best-sellers are “crystal point necklaces, whatever color they are. Rose quartz, amethyst, and quartz are the three major ones I see selling,” she said.

ble many of the pieces in-house and are a supplier for jewelry making supplies. “We carry some brand name jewelry like Adagio. We do a lot of necklaces, some bracelets and earrings. Some of the other pieces we get are from non-mainstream-type jewelry. We have businesses who come in and buy the loose stones and tools to make or buy their own jewelry. With the change in

J.D. Harshfield , manager at Ohio Caverns in West Liberty, Ohio, said his most effective selling tip is visibility. “We have an entire wall in our shop that’s dedicated to jewelry,” he said. “We have dozens and dozens of styles on hooks on our peg wall. We hang them by their style. They’re presented very nicely. Customers can easily compare styles, et cetera. We do a lot with AT Stores—they’re a very good supplier for us for pre-packaged and boxed jewelry.” The team at Ohio Caverns assembles many of the pieces they sell in their 1,500-square-foot gift shop in-house: “We bring in pendants from all over the world, put them on chains, and price them individually. It’s popular for us because a lot of it has to do with price point. It’s pretty inexpensive—most ranges from $6.99 to $14.99. We can do that because we buy directly from the source—no wholesalers,” he explained.

Retailers use a few different merchandising methods for greatest impact. “We try to keep like things together,” Brumbaugh said. “All of our gemstone

Continued on page 94

- Jennifer Brumbaugh, Raystown Rocks Gift Shop at Lincoln Caverns and Whisper Rocks, Huntingdon, Pa.

Jewelry

Jewelry Trends at Caves (From page 93)

jewelry is together, then we have more inexpensive pieces for kids (i.e., mood rings, mood necklaces, things that kids would buy). We have another section with more adult-looking, inexpensive jewelry that we keep in one area. We have jewelry tables—nesting tables that we can pull out and move around. That’s where we display the necklace trees and more expensive jewelry that creates a very pretty visual look to it, as well as keeping all that merchandise in one area.” She pointed out they have a separate section for aromatherapy items, including healing stones. “We pull that out and put it with the metaphysical items because it makes sense,” she explained.

Brumbaugh suggested using creative display pieces to show off the jewelry’s unique features. “We have some really nice, big [resin jewelry] trees that we hang our necklaces on. We started with one—things sold so well, we bought a second one. It’s helped tremendously, especially with some of our unique pieces or things we don’t buy in large quantities. We hang them on the tree and they sell well.” She added, “One thing I would recommend is to get some interesting-shaped bowls. Some of ours are made from stone. We use them for rings, sometimes our bracelets. They make nice display pieces, especially for the gemstones. It also ties into the venue and the theme of the store. We have some other displays—one of Wheeler jewelry—that we keep close to the counter. One other tip—we have aromatherapy jewelry that we sell in a little area that’s

displays. We’ve found that keeping things in display cases, people often do not want to ask to see it. It kind of inhibits sales,” she explained. “We’ve tried to get it out on the counters so people can see it more readily and will be able to identify the price more quickly. We’re working on getting it more up front and make it more visible. We have kind of a quirky store, it’s not as easy to display items.”

dedicated to metaphysical uses and purposes. We sell chakra jewelry. We have aromatherapy jewelry next to our pendulums, healing rocks, stones for metaphysical reasons.”

Painter advised utilizing vendors’ display racks and arranging items in a creative way. “Take advantage of racks and merchandisers offered by manufacturers. I believe they put a lot of study into merchandising their products. [And] offer a variety of price points and styles,” she suggested. They have tried different merchandising methods at Lost River Caverns over the years. Currently, Rozewicz and her team try to make it as visible as they can. “We have a lot of counter

Looking ahead to 2022, retailers are mixed on emerging trends. Harshfield said at Ohio Caverns, they keep up with trends to a certain extent, but tend to rely on their tried-and-true sellers “We don’t have anything specific that we’re looking to do with increasing sales [with trendy items]. Quartz and amethyst on a rotator pendant—we’re seeing a lot of them come in. We’re anxiously awaiting our shipment to see how they do in our store,” he said. Trends can be difficult to predict, and even more difficult to sell when it just doesn’t fit a market. Painter said she is expecting a few trends in the New Year: “I’m hearing natural, fun, and colorful. Chokers, pearls, chunky chains, and arm cuffs. Time will tell,” she said. Rozewicz predicted “longer necklaces, layered necklaces. One vendor is encouraging a lot of high-end birthstone jewelry.”

Visitors to caves and caverns gravitate towards jewelry because it is a direct correlation to the attraction. From birthstone rings to healing stones, cave and cavern gift shop retailers strive to carry a wide range of jewelry that looks great, is affordable, and fits the look and feel of the attraction. ❖

“I’m hearing natural, fun, and colorful. Chokers, pearls, chunky chains, and arm cuffs. Time will tell.”

- Shawn Painter, Luray Caverns, Luray, Va., commenting on 2022 trends.

Best-Selling Souvenirs at Public Lands Retailers

By Sara Karnish

Education and conservation are the two overarching missions of public lands. The souvenirs and books available in their gift shops reflect this mission, with an assortment of merchandise representing many aspects of these areas.

David Blacker , executive director of Death Valley Natural History Association, managing partner of Death Valley National Park (DVNP) in Death Valley, Calif., said their best-selling souvenir remains the classic tee. “It’s one thing that everybody is predisposed to buying. It’s the fact of being able to brag—you’re bragging about places you’ve been. We’ve also seen things like stickers really take off over the last year. Anywhere from the

regular size to 3-inch stickers. People are putting them on water bottles, laptops. I’ve doubled the number of stickers I’m carrying.” As a national park, Blacker said any souvenirs he wants to sell must be approved by the U.S. Park Service for their educational value. This oversight is a positive for their retail operation: “It makes us look for items that are better quality, better fits for our location.” Their merchandise strives for authenticity and accurate representation of different elements of the park. For instance, Blacker said, “We do plush toys, but they are realistic-looking desert animals.” Death Valley is well-known for its extremely hot, dry climate, the result of its below-sea-level basin, steady drought, and record summer heat, according to the DVNP website.

Basic tees are also a standout seller at The Rookery Nature Store at Ottawa National Wildlife Refuge (ONWR) in Oak Harbor, Ohio, according to Nature Store Clerk Julia Hinca . “Our best-sellers have been adult apparel items, specifically T-shirts. Tees have been selling consistently online and in person. We added some ‘unique to our location’ and custom designs which have been a hit! We also made a custom photo calendar which has sold well. Customizing our items has drawn attention and sales,” she said. According to the refuge’s website, the organization manages over 6,500 acres of wetland, grassland, and wooded habitat. It provides valuable habitat for a

diversity of waterfowl and other migratory birds, resident wildlife, and endangered and threatened species.

Debby Crain , retail operations director of Sequoia Parks Conservancy, oversees the Visitor Center stores in Sequoia and Kings Canyon National Parks and Lake Kaweah in California. Stores range in size from 2,500 to 200 square feet. Overall, “I would say apparel, pins, patches, stickers, plush and puzzles have been the best-selling items for us in the past year. Apparel probably because people want to buy something useful that doesn’t just sit there and collect dust. Pins, patches, and stickers are small and travel well and people like collecting them. Stickers are used a lot on people’s

Continued on page 96

An America’s National Parks™ store at Faneuil Hall, Boston National Historical Park. This and other Eastern National stores creates new products by adapting museum artifacts and images into something a visitor can take home. New merchandise is also sometimes found at trade shows with products being tested at multiple locations.

Public Lands Stores

Best-Selling Souvenirs (From page 95)

reusable water bottles. It shows off where they have been, what they believe in, et cetera. Plush is always a strong item for kids and even adults, especially if they have just seen them in the parks or they are just one of their favorites. Puzzles have done really well since COVID hit and people are looking for things to do that all members of the family can take part in,” she said.

Julianna Haviv is the Merchandise Manager for Eastern National, a nonprofit cooperating association, supporting the interpretive, educational, and scientific programs and services of the National Park Service and other public trust partners. “We operate at over 175 of the nation’s most significant cultural, historical, and recreational destinations in 33 states, the District of Columbia, Puerto Rico, and US Virgin Islands,” Haviv explained. As a public land partner, Eastern National focuses largely on merchandise that promotes education. “Among our best-selling interpretive products across all of our locations is our Passport To Your National Parks® program,” Haviv

said. “This program consists of books, an annual series of commemorative stamps, collectibles, apparel, and accessories. The books allow visitors to collect those famous ink cancellations at nearly every park in the National Park Service system.” Additionally, “each individual location always does well with custom apparel, reproductions, paper products like postcards and wall prints, drinkware, ornaments, and small collectibles like pins, patches, and hiking stick medallions. Because we are an educational and interpretive retailer, each location’s exclusive and custom assortment is unique and tells the story of the themes and history of each individual site,” she said. Haviv has a somewhat different selection process for new souvenirs than other retailers. She explained “All the products America’s National Parks™ stores sell must meet our educational product requirements and be approved by the National Park Service at the location where they are sold. We meet internally and with our National Park Service partners annually to review

Continued on page 98

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Continued on page 160

A Passport To Your National Parks® display at the America’s National Parks™ store at Mammoth Cave National Park. Eastern National operates the store, and the organization’s focus is on education.

Best-Selling Souvenirs (From page 96)

upcoming events, interpretive programming, or assortment needs in each location. This becomes our guide for custom product development for the following year. We like to align our products with the educational programs and exhibits at each location so our retail stores are an extension of a visitor’s experience at the park. New products for us are usually created by adapting museum artifacts and images into something a visitor can take home with them to remember their experience. We also will sometimes find a new vendor or product type at trade shows that meets our educational product requirements, and we may test those products in multiple locations.”

Crain explained some of the criteria she follows when selecting new souvenirs: “We have a Scope of Sales—guidelines if you will—that help to inform us what types of goods we are allowed to sell within the National Parks. It includes categories such as hiking, history, maps, items with some type of education value or an emotional value. We also look for American-made products. Our newest category that we are starting to work on is telling the story of our local indigenous people. We also look

Top Staff Training Tips

Trained, knowledgeable staff members round out the visitor experience at public lands, both in and out of the gift shops. Operators utilize several methods for training staff, with a strong focus on engaging with visitors.

“Make sure they know the basics,” said David Blacker, executive director of Death Valley Natural History Association, managing partner of Death Valley National Park (DVNP) in Death Valley, Calif. “We have books and reading material they can borrow so they can study and read up ahead of time. We allow staff to take home the books and read them. As the staff builds knowledge, you can see how it leads to upselling and other related material.”

Debby Crain, retail operations director of Sequoia Parks Conservancy, is a strong advocate for educating staff about the products in the gift shop. “I have done some trainings that I call ‘Did You Know…?’ I will pick a product we sell and tell them how

it was made, why we picked that product, the benefit of selling the product, et cetera,” she explains. “It’s always a good idea to train staff on customer service. How to speak to a customer who is upset. Greet people with a smile no matter what kind of day you are having,” she said.

Getting to know the visitors, many of whom are likely from out of the area, is another effective way to build a connection with customers. “My best advice is to engage with your visitors. Ask them about their experience and what they enjoyed most about their visit,” said Nature Store Clerk Julia Hinca of The Rookery Nature Store at Ottawa National Wildlife Refuge (ONWR) in Oak Harbor, Ohio. “It’s always interesting to learn what makes our refuge special to different people. During that conversation, you make personal connections and that can help you find the right souvenir for them.”

Staff can also be empowered

to contribute ideas for products. This has been the experience of Eastern National Merchandise Manager Julianna Haviv. “Our store staff is part of the product brainstorming process. They often get suggestions from customers and park partners and can bubble those up during product planning for the following year. Having staff as part of the brainstorming process, even if you don’t develop every single idea, has been a great way for them to connect with the assortment and become passionate about what they are selling,” she said. “If we are delivering product that is new to them, we will sometimes partner with our creative team to create product info sheets. They are a one pager that gives a description of all the product features. If your staff feels like they know their products well and believes in your mission, they will have a much easier time approaching customers and speaking with them about product,” she said. ❖

Julianna Haviv, merchandise manager for Eastern National, a nonprofit cooperating association, supporting the interpretive, educational, and scientific programs and services of the National Park Service and other public trust partners.

at companies that are trying to make difference. We have shopping bags which are made of paper and washable, T-shirts made of recycled water bottles, and vendors who believe in what we do and donate a percentage back to us for specific causes.”

Visitors want souvenirs because they are tangible reminders of a special moment they can keep forever. “With the national parks in particular…any location that tourists are drawn to—there’s an experience you have, and they want a touchstone of that experience. If you’ve watched sunrise at Dante’s View or sunset …it’s something that makes an impression. It’s not surprising people want a touchstone of that experience,” Blacker said.

Crain shares a similar perspective: “They want to take home a

lasting remembrance of where they have been and what they have seen for themselves or to share with others. After being in these parks and being around giant sequoia trees people realize what a wonder they are and want to take something home to remind them of their time or of seeing the wildlife here in the parks.” Trends, an important element of retail, typically co-exist with the classic souvenirs most public land gift shops carry. But younger visitors, with a growing social consciousness, are among the most informed consumer groups and consider a product carefully before purchasing. “In the past year it has been hard to pin down trends because we were closed during COVID and we have had a couple of wildfires in the parks that have shut the parks down. T-shirts, hats, Plush (stuffed animals), stickers, patches, and pins always seem to do really well. We are also trying to have products that will appeal to the different generations. The younger ones have definite ideas of what they want to purchase which

The Eastern National America’s National Parks™ store at Acadia National Park. Eastern National operates at over 175 of the nation’s most significant cultural, historical, and recreational destinations in 33 states, the District of Columbia, Puerto Rico, and the US Virgin Islands.

Public Lands Stores

Best-Selling Souvenirs (From page 99)

include recyclable, items that help a cause. We are doing more products that help raise awareness and funds for programs that the Park Service are doing within our parks,” Crain said.

Haviv explained how she and her team combine trendy and timeless merchandise: “We typically don’t buy into a lot of trendy or fad items because they don’t usually meet our mission or educational criteria. We like to marry trend with timeless by taking popular apparel colors, artwork styles, or base items like stickers and use them as a vehicle for museum adaptations. We may take a wallpaper pattern in a historic home and turn it into a scarf or take a historic graphic and make a sticker out of it.” Blacker said his team makes a “concerted effort to keep track of what the trends are. For years we would be a few years behind in every trend. Now, being so close to Las Vegas, we can go to some of the souvenir shows. The challenge is seeing what the trends are and how we can adapt them to fit our mission.”

When merchandising, sometimes an open-minded approach to try something new can be successful. Blacker suggests finding a method that works best for a particular attraction or clientele. “We try to arrange our displays thematically. If we’re highlighting a geology book, we put geology-related stuff with it. We deal with large crowds in small spaces. We’ll steal ideas from big box retailers. We’ll have T-shirts folded on a table. People can dig through stuff. We want

something that looks nice but fits the way customers want to find things. Our T-shirts, for example, we hang them on our back wall. Wherever you are in the visitors center, you can see them. [I would also say] don’t overthink it.”

Merchandising is an important part of the product lifecycle. “You can have an amazing product idea, but if it isn’t displayed properly, it will never reach its full potential. For new products or programs, we like to have corresponding merchandising plans. Sometimes we will even order special fixtures to ensure it is featured. I will also sometimes send out direction on which product themes or other product friends an item should be merchandised with,” Haviv said. “If something isn’t selling well, one of the first questions to ask is where is it merchandised? Moving things around can drastically affect the sales. Signage is also important. If there is a local artisan collection or a product with a unique story that isn’t conveyed on the item packaging, we will often put that near the product on a little 5-by-7 sign. When products have a story, I think it’s important for the customers to learn about it. It may be the difference between someone making a purchase or not.”

Blending conservation and education, with an eye on style and consumers’ buying habits, public land retailers stock an interesting mix of merchandise to enhance visitors’ experience and provide unique takehome mementos. ❖

Souvenir Product News Brief

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SNACKS, CANDY AND GOURMET PRODUCTS

Trends in Edible Gifts at Candy Stores

Sweet treats abound at candy stores, and while shops are just beginning to look toward the year ahead, new delicious ideas are certain for 2022.

At Cerreta Candies in Glendale, Ariz., Manager Alex Aragon said the approximately 3,600-square-foot shop’s top selling gifts include their “signature candy, French Mint.” Closely following this best-seller are “Arizona-related western shapes, which are chocolates that are shaped like boots, sheriff’s badges, cowboy hats, and things like that.” The reason these items are top sellers is two-fold, he explained. “They are both very unique, that’s the main thing. The western shapes I believe are also popular because people love to give and get locally themed gifts, and it’s so much fun when you also get to eat them at the end.” He added, “As to the French Mint, it is a true fan favorite.”

Aragon noted that “Those are our top gift items for both in-state and out of state customers. Everything we sell is available online, so they can be purchased anywhere, and those two are particular favorites.”

New merchandise for the new year is still being discussed. “We won’t make that decision just yet. In 2021 we added an item called the Beverly Essential Kit, which is a gift set that’s a mix of candies in a goody box to boost spirits during a tough time. Among the items it contains are French Mint pralines.” The box also contains items like Cactus chews, caramel corn, French Mint truffles, and a chocolate bar with an Arizona-themed wrap. “It’s an easy gift-giving item, and candy can always put a smile on your face. I think more of these kinds of items, gift boxes, will be in the mix next year,” Aragon said.

In Scottsdale, Ariz., Jerry Vargas , manager of It’Sugar, described the store’s top sellers as candy treats sold in themed tins and boxes. “We sell a lot of character

tins with the candy it matches inside. One of our most popular gift items is a Sour Patch Kids character-shaped tin with Sour Patch candy inside; we also have a Nerds tin, and a Swedish fish tin. They all do very well.” He said that people are drawn to the fun packaging as well as the candies they love that the tins contain.

Like Aragon, Vargas said that he sees no real difference in orders made for in-state and out of state shipping. “It’s all done through our website, and I can tell you that seasonal gift items are often popular no matter who is ordering them. For example at Christmas time, we do humorous novelty boxes with bulk candies in them, such as our ‘Merry Friggin’ Christmas’ box filled with chocolate rocks. It’s perfect for that ‘bah humbug’ sort of person. Jingle Berries are also a big holiday gift seller by mail. Those are chocolate-covered gummy bears.”

For next year, Vargas foresees candy items that originate on TikTok as trending. Currently these crowd favorites do well at the 2,000-square-foot store. “That’s certainly our biggest trend right now, candies featured on TikTok that wind up in the store. I also expect that will continue, and I also expect us to continue to do well with blind mystery box items that contain differ-

Snacks, Candy and Gourmet Products

ent cultural styles of candy. We have sweet and savory items imported from Japan, British-themed candies, and Asian-inspired candy assortments that we sell that way.”

At Cousin’s Candy Shop, in San Diego, Calif., Sales Associate Noah Berrigen , speaking for owner Judy McCord, described best-sellers at the old-fashioned confectionery shop as store-made fudge and taffy. “We have a wide range of flavors of both items, and the fact that they’re made right here makes them really appealing gifts.” Mailed gift items, both in California and out, also focus on the house-created fudge. “No matter where its being sent, people will find a flavor they like, or want to gift, it’s individual.” Seasonal flavors of the fudge specifically have appeal as mailed items. “Holiday eggnog and cappuccino flavors are very popular, and of course chocolate and chocolate peanut butter are always hits.”

Equally popular are candy bars that are custommade for the store. “We have San Diego Bourbon bars, s’more’s bars, a coffee bar. We ship a lot of those and we also sell them in the store; they make great gifts.”

For 2022, he related, “We are always widening the variety of candy we carry, and we definitely plan to get

more imported items from Mexico and Germany. This year we did a Harry Potter-themed candy test run, and it did well, so we will be offering more of that, chocolate wizard cards, a golden Snitch candy, Bertie Bott’s Beans, things like that.”

“We sell a lot of character tins with the candy it matches inside. One of our most popular gift items is a Sour Patch Kids character-shaped tin with Sour Patch candy inside; we also have a Nerds tin, and a Swedish fish tin. They all do very well.”

-

Randy Brinker , owner of Sweet Mickey’s Seattle has an entirely unique selection of candy in the Ballard neighborhood of the city. “The area we are in has a very Norwegian population. So, our top sellers are often traditional items from Denmark, Finland, Sweden, and Norway as far as gifts are concerned. Those are primarily licorice-flavored candies. Icelandic chocolate

Continued on page 104

Jerry Vargas, It’Sugar, Scottsdale, Ariz.

Snacks, Candy and Gourmet Products

Trends in Edible Gifts (From page 103)

is very popular for us; so are English biscuits, and marzipan does very well, too. One of our most popular items is Icelandic licorice-flavored chocolate. We’re sold out of it right now, because this year was a bit challenging for obtaining imported candies.”

As to mailed gifts, Brinker said while the store is

“I’ll be excited to see what the shows hold in Chicago, New York, and San Francisco. I haven’t read up on any new trends yet, but after Christmas, we’ll take a breath, sit down, and see what our next move will be.”

they are local and mailing to friends possibly out of state, that local aspect really sells it. The flavor favorites this year are chocolate peanut butter and plain chocolate. Last year it was dark chocolate sea salt caramel. But I think the chocolate salted caramel lost its luster from its height a couple years ago.”

not mailing out as many gift items this year in general, the fudge that the shop makes in-house is still doing well as a gift for the holidays both in the store and mailed. “There’s no difference between in-state and out of state buyers,” he said. “People like that it is made here, and whether they have come to visit or

For next year, Brinker said, “I’ll be excited to see what the shows hold in Chicago, New York, and San Francisco. I haven’t read up on any new trends yet, but after Christmas, we’ll take a breath, sit down, and see what our next move will be.” Unlike Vargas in Scottsdale, tinned candy is not something he that does well for the store, or that he will be adding to the mix in the coming year. “The tins used to be popular, but they’re not selling for us anymore.” But there is one trend that he envisions for 2022: “more private-label candy. That would be the main thing that I am really looking at,” he said. Brinker noted that people are “more interested than ever in locally made items. We will continue to import items from Finland and Norway, however. But overall, the focus will be on private label.”

All in all, it looks a sweet New Year ahead. ❖

- Randy Brinker, Sweet Mickey’s, Seattle, Wash,

Scaring Up Sales Halloween Trends at Party Stores

In a year of pandemic uncertainty, Halloween revelers returned to the classics. Party retailers interviewed for this article reported strong demand for costumes and piñatas themed around witches, skeletons, pumpkins and vampires.

Uncertain inventory was probably a factor. “People were buying whatever was in stock,” said Manager Mitch Lotenberg at Party Fair in Oakhurst, N.J. Even so, Lotenberg noticed less interest in licensed costumes tied into the latest movies or superhero characters. “People are tired of those generic items. They want to create their own costume and to be original about it,” Lotenberg observed.

At Party Fair, angels and cowboy hats were popular, and many clients were dressing up with nostalgic decade themes, like the 1950s and ‘70s. “I’ve seen the 1920s getting more popular because we’re in the 2020s, 100 years later,” Lotenberg explained. To sell more Halloween merchandise at the 10,000-squarefoot store, his philosophy is to have a wide variety of materials to inspire patrons’ creativity. “Nobody wants to be the same pirate as everyone else. Carry different styles of pirate shirts, not just one. Different weapons, types of swords. Let people make things their own.”

Rose Ramirez sees the same quest for uniqueness at Mercedes Piñatas & Party Supplies, her shop in the T Anchor Flea Market. While this year brought strong demand for witch and pumpkin items, Ramirez said people come to Mercedes for its distinctive merchandise. “Our piñatas are different from what you see in all the other stores, so we get a lot of Halloween business,” she said.

Ramira said the secret to success is carrying a variety of

“Tissue paper comes from wood, and the price of wood has soared, so something that used to be $20 now costs $60 to $70. Each pinata takes me three and half hours to construct. Imagine if I work 12 hours, how much I can actually make.”

- Francisco Rodriguez, Casa de Piñata, Albuquerque, N.M., explaining how the fragile economics of a small artisan business can collapse under the strain of inflation.

products, allowing customers to customize their holidays. Piñatas shaped like three-tier cakes, numbers and stars, many stuffed with balls, sell well because they’re “something you don’t normally see around here,” she noted. This Halloween, Mercedes also moved a lot of treat bags, along with 10- and 20-pound bags of candy. But it’s too early to speculate about 2022, Ramirez said. In this uncertain business climate, “I’ll think on that one when we get closer.”

Next year, the Justo family of Albuquerque will get an earlier start to meet demand for their Halloween piñatas at their business, Piñata Party. “It was such a rush this year; people were buying them constantly,” said Owner Tobias Justo Trinidad , who’s family crafts each piñata in house. “We had to start a few weeks earlier. Next Halloween, we’ll get going a month in

Continued on page 106

Halloween Section

Scaring Up Sales (From page 105)

advance.”

And unlike 2020, when Marvel characters like Harley Quinn were the hot items, this year Piñata Party did a brisk business in witches, zombies and skeletons. “People wanted the classics,” Justo Trinidad reflected. To keep sales strong, the family has stepped up its social media game, posting pictures of its wares on Facebook and Instagram rather than relying on foot traffic.

Sales were way down at Casa de Piñata in Albuquerque, as inflation drove up the cost of materials and

Rodriguez explained how the fragile economics of a small artisan business can collapse under the strain of inflation. “Tissue paper comes from wood, and the price of wood has soared, so something that used to be $20 now costs $60 to $70,” he explained. “Each pinata takes me three and half hours to construct. Imagine if I work 12 hours, how much I can actually make.”

For now, orders from loyal customers are keeping Rodriguez’s longtime business afloat. But if business doesn’t pick up, he’s thinking about closing for good. “I’m taking it one day at a time,” the retailer said.

- Abigail Burns, The Party Station, Grove, Okla., commenting on big business for spider web decorations in 2021.

customers thought twice about spending. “This year was terrible. I sold less than I did in 2019, maybe a quarter of my usual sales,” lamented Owner Francisco Rodriguez .

Interviewed in mid-December, Francisco said his last good day had been Halloween, despite when he sold three Frankenstein, three Dracula, and a half a dozen each witch and pumpkin piñatas. One very popular model this year — and not just for Halloween — has been the COVID piñata, which lets partygoers take out their pandemic frustrations on the notorious viral spikes.

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To stay relevant, many party stores have found that social media is essential. “People like to look online before they go shopping in person,” pointed out Abigail Burns , a manager and the balloon designer at The Party Station in Grove, Okla. Burns, Manager Samantha Dodson and Owner Sharie Cox promote the store’s creative balloon art through videos and pictures on Facebook and Google.

This year, Burns handled numerous orders for Halloween balloon garlands, and spider web decorations were “huge,” she recalled. “Since some stores didn’t have spider webs, a lot of people were out trying to find them.”

The Party Station, like other stores, sold a lot of costumes and merchandise related to witches and pirates. Power Rangers were popular for children, and clowns made a comeback, with people of all ages buying outfits for clown parties.

“These things go in cycles,” Burns observed. “You have to keep an eye on movies and popular culture throughout the year. It’s hard to know exactly what’s going to come and go.” ❖

“Since some stores didn’t have spider webs, a lot of people were out trying to find them.”

Going Big for the October Season

Halloween Decorations at Hardware Stores

Hardware stores are mainstays for basic holiday décor, especially lights and DIY supplies. But this past Halloween, demand was heavily contingent on the pandemic mood.

In the historic Boston neighborhood of Beacon Hill, crowds celebrated the first Halloween since pandemic lockdowns with “crazy black and orange lights, spotlights, and spider webs everywhere,” said Jack Gurnon , owner of Charles Street Supply. “Beacon Hill closes the street at 4 p.m. on Halloween so all the little kids and neighbors can come out. Everyone decorates their house, and they want the exterior to look scary. We sell hundreds of bags of that fake cobweb stuff.”

There was no trick or treating last year in Beacon Hill, nor the usual bell ringing and caroling over Christmas. So this year, with many vaccinated, locals were in the mood to celebrate. Gurnon’s wife, CoOwner Cassie, decorated sidewalk-facing windows with a spooky owl theme at the 2,100-square-foot store. Sales of everything from orange lights to yellow caution tape and clear trash bags quadrupled from last year’s Halloween revenue.

That’s not to say there weren’t challenges, such as supply chain disruptions. “We can’t get anything in,” complained Gurnon, whose family has run Charles Street Supply for 75 years.

Demand for Christmas merchandise was strong all fall, but many wholesalers sold out long before Halloween, forcing the Gurnons to search for new vendors. “People are learning to improvise,

to switch brands — ‘It’s not brand A, so I’ll go with brand B,’” the retailer noted. “I believe the supply chain will loosen up and I’ll be getting more inventory, so people won’t be panic buying anymore.”

It was a different scene in San Francisco, a city that

“…I believe the supply chain will loosen up and I’ll be getting more inventory, so people won’t be panic buying anymore.”

- Jack Gurnon, Charles Street Supply, Beacon Hill, Boston, Mass.

gained a reputation for stringent COVID precautions. “Halloween was almost non-existent this year,” reflected Co-Owner Steve Smith of Robert’s Hardware. Even before the pandemic, Smith reflected that several major events were canceled due to safety issues; more recently, restaurants and bars declined to throw their usual Halloween parties, and trick-or-treating has been minimal. “That did put kind of a damper on Halloween over the past number of years,” Smith reflected. “There was a little bit of décor, and everything was very local.”

Continued on page 108

Halloween Section

Going Big (From page 107)

At the 2,500-square-foot store, customers still came in for colored and blinking lights, as well as LED lights to illuminate private parties. And while Roberts, like most hardware stores, doesn’t sell pre-made costumes, creative types buy materials to craft their own get ups.

Spray paint, funnels, tubing, and paintable Tyvek jumpsuits are all top sellers around Halloween, Smith said.

The same is true at Zegeer Hardware in Charleston, W.V. “People won’t always necessarily tell me they’re buying stuff to make decorations, but I can tell,” said Owner Richard Zegeer . “We sell a lot of spray paints around Halloween.”

Zegeer’s family started the store with Christmas toys in 1948, but holiday merchandise has been phased out over the past decade, leaving mostly the raw materials DIYers use. “We’re a full service store where people come in and ask questions, like ‘How do I apply 100 pieces of reflectors to my costume?’ Or if they can’t find a certain string or wire, they’ll come here,” Zegeer explained. The store stocks holiday light sets year-round; they’re popular for weddings as well as Halloween and the winter holidays.

Also in Charleston, Bill Pile , owner of F.M. Pile Hardware, embraces the philosophy that you either do the holidays big or not at all. “If you want to buy a light set, you don’t want to see just one light set. A store needs to carry 20 or so, or else you wouldn’t come back,” explained Pile, whose grandfather started the business 90 years ago.

Over the years, Pile noticed his customers bought fewer and fewer holiday decorations at his hardware store. “You’ve got two months to sell them and if you

don’t, you’ve got to eat them or put them in storage the rest of the year,” he reflected. “Also, you can have the hottest thing this year, and next year you can’t give it away.”

Pile now leaves Halloween and Christmas merchandise to big box retailers, focusing on lawn and garden equipment and personalized service. “You could order so much, your store will look like a Walmart,” he said. “But it’s much easier to sell things you like. That’s my advice.”

Smaller hardware stores have space for only the bestselling holiday merchandise. At the 3,000-square-foot Schuele Ace Hardware in Buffalo, that means orange and purple string lights and animated inflatable décor for the lawn. “Blow up ghosts and the like, those sold out really fast,” said Manager Zach Huber . Pumpkin themed decor “did really well for us, as well as those stencil carving kits for pumpkins, and all kinds of Halloween lights.”

Huber has noticed local big box retailers featuring bigger Halloween sections every year. It’s a trend he expects to grow at retailers large and small. But unlike Christmas, Huber has observed that Halloween lighting tends to be more of an indoor affair; exterior décor is more along the lines of cobwebs, spooky figurines and lawn displays.

That said, if the last few years have taught us anything, it’s that predicting the future is a tricky business. “Who knows? I thought this would be over in a month,” recalled Smith of the spring 2020 pandemic lockdown. “Obviously I was wrong! But people are really wanting to get out and do something big once this is over.” ❖

GAMES, PLAYTHINGS AND PLUSH

Toy Best Sellers at Toy Stores

By Sara Karnish

As of press time, the hectic holiday season was wrapping up, and toy retailers were preparing for the New Year. In this article, they looked back on the best-sellers of 2021.

Fidgets, “pop-its,” and other sensory toys continued to dominate sales for most retailers. “If it squished, popped, stretched, or spun, it sold,” said Heather Edwards , manager/buyer for Snickelfritz Toys in Vernon Hills, Ill. “Schylling NeeDoh and TopTrenz Popits were some of the best-sellers. Lava Lamps, Micro Scooters, Bruder Trucks and Magna Tiles were also leaders for our store.”

Sensory toys were also big at Indiana’s oldest toy store, which has been in operation for 51 years, The Toy Chest in Nashville, Ind., although Owner Hilary Key said their customized packages made special occasions even more special for young customers. “This won’t come as a surprise to anyone—every item in my top is a fidget toy! Poppers, infinity cubes, Simpl Dimpl, NeeDoh, et cetera. If I sort by profit dollars, Airforts sneak in to the Top Ten as well as the packages that we make for our customers. For instance, when a customer orders a generic ‘Easter Basket”’ or ‘Birthday Box’ then we build it according to what they tell us about the recipient. Fidgets have really been the craze this year, but our custom packages are what have really increased our sales,” she said.

Besides fidgets and sensory toys, Shawnta Ray , owner of Happy Up, Inc., with locations in Edwardsville, Ill., and Clayton, Mo., said more sophisticated, next-level toys were popular. “Hands Craft makes these miniature houses and rooms that you’re making from scratch. They’re very detailed—definitely an older teenager or adult product. Almost all of them have working electricity. One of our trends has been what I call ‘tedious crafts’—you can’t think about anything else. They’re really mind-clearing. I think that’s some-

thing we all need right now!” She is also excited about their new stock of advanced wooden die-cut puzzles, aimed at “serious puzzle people,” as mentioned on the store’s Facebook page. “The ones I’m carrying now— they’re definitely an investment. They start at $35 and go up to well over $100. They have some really interesting cutouts. We’re also selling a ton of games right now.” Another item “selling great for us is ‘interactive plush.’ There’s a company called I Scream who makes a pillow-shaped plush filled with plush starlight

Continued on page 110

Hilary Key, owner of The Toy Chest in Nashville, Ind. Custom packages created by the store are tailored for the recipient, Key said.

Plush and Toys

Toy Best Sellers (From page 109)

mints, mini-waffles, gummi bears,” Ray explained.

Retailers expect the fidget/sensory toy phenomenon to continue well into the new year “I’m not sure if it’s because we’re seeing more and more anxiety in children, or if they really like to collect things. It’s probably a combination of both,” Edwards said. The fidget toys give children a way to keep their hands busy and are a healthier alternative to the hours of screen time they have been clocking with virtual schooling, playdates, and other everyday events upended by COVID. Key added, “I don’t think fidget toys are going away for a long time, because craving sensory input is driven by something much deeper than seeing an item on TikTok.”

Tactile items requiring critical thinking and creativity are popular, and their appeal is expected to continue into the new year. “I think the hot toys for us in 2022 will be the basics—arts and crafts, creatives, and new kinds of kits,” said

Continued on page 112

RSN 55

Manager Emily Stone of The Toy Chest. The owner uses social media to share information about new merchandise.

Plush and Toys

Toy Best Sellers (From page 110)

Lisa LeStrange , owner of Lucky Duck Toys in Bryn Mawr, Pa. “We carry a line of science kits by a company called Thames and Kosmos, which are higher-end science kits for older kids and do really well. They’re educational but fun for the kids. Also, telescopes— people have been spending a lot more time looking at the stars and being outside. We carry globes you can touch and it will talk, telling you about different places in the world. Another one is InteliGlobes, which are interactive and more high-end.”

Key predicts a surge in demand for toys geared towards younger children. “I think keeping on top of innovation for my infant/toddler department in 2022 will be important. We’re seeing a lot of families around us have a third or fourth baby, and there’s always a need to stock baby toys that the big family doesn’t already have, or that you can assure grandma they don’t have because it’s only been out for six months.”

Ray is seeing strong early interest in what she refers to as “articulated slugs—they’re incredibly satisfying to hold onto,” she said. She adds, “Fidgets will continue. The sensory stuff will continue to be built on. I also think there will be more innovation in baby

toys. Hopefully we will see an explosion of new stuff we missed this past year.”

Retailers frequently look to their young customers or relatives and social media to stay current with trends so their merchandise appeals to a wide age range. LeStrange belongs to a social media networking group for toy store owners on social media and says, “I listen to a lot of what these people have to say. I have to like it—even if the item is popular, if I don’t like it, I have a hard time buying it. I try to buy things you won’t find walking into a chain store. I try to find unusual things that make our mix look interesting when you walk in. You want the customers to walk in and say, ‘Wow, I’ve never seen so many things in my life.’ ”

Edwards pays close attention to social media platforms. “A lot of the trends are currently coming from TikTok and what the kids at school are talking about. I make sure to listen to the parents and kids to know what they are looking for and what they are excited about,” she said. Key also uses social media to share information about new inventory in her 1,300-squarefoot store. “Our best ‘merchandising trick’ has been highlighting new items in live videos. It can be

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Dinosaur Fun Kit

Perfect for dinosaur lovers, and who doesn’t love dinosaurs? The new Dinosaur Fun Kit from Wikki Stix has tons of activities, 156 Wikki Stix, Fun Facts and some silly dinosaur fun, too! Who knew Allosaurus liked to hula hoop and Diplodocus loved pizza! Available now.

(For more information, call 800-869-4554, email info@wikkistix.com or circle 55 on the reader service card.)

Plush and Toys

Toy Best Sellers (From page 112)

looking through everything we’re receiving on a particular day on a video or doing a full-on demo of an item, but nothing moves a product faster than a live video,” she explained.

Many retailers changed their store layout or curbed their in-store demos due to COVID. They are slowly returning to their pre-pandemic setup, but continue to adjust as necessary. “Our demo area is not open. We have a whole playhouse built into our store which we had to block off during COVID,” LeStrange said. “We had to adjust on that [demos]. Now we have part of our counter dedicated to demos. We also keep some demos behind the counter, but our demo area is very small. We keep changing it out so customers keep seeing something new.” Ray said about displaying items, “We spend a lot of time on it. During COVID we pulled all the acrylic out of our stores. We remade everything in wood. What I’ve found with plush—you mostly just have to keep it contained. You have to have smaller wooden boxes that squish it and keep it in place. We’ve also built special displays for our plush toys. With the little stuff, I take it out of the cardboard boxes and put them in big candy jars. After COVID, we put the little things in

jars so people weren’t touching it as much.” Because of the high volume of customer traffic Key gets through her 1,300 square foot store, she said her team “has to reset the store daily. I think the constant movement of our items (while it drives our employees mad) keeps everything selling and feeling fresh.” ❖

Toy Product News Brief NB

Ombrez Plush by The Petting Zoo Is Available

Shore up your shop with Ombrez, the hottest new trend in plush! The Petting Zoo’s ever-expanding line bursts with rainbow colors, and comes in a variety of animals including lions, giraffes, sharks, rays, dolphins and turtles, just to name a few. Each piece of Ombrez plush is recycled, high quality, super snuggly, offers boutique fabric, and is perfect for any on-trend gift shop. The Petting Zoo will be exhibiting at all the popular gift shows, so why not plan on visiting and give us a look? Or better yet, give us a call today!

(For more information, call 888-867-4059, visit www. pettingzooplush.com, email customercare@pettingzooplush.com, or circle 37 on the reader service card.)

The Snickelfritz Toys team, left to right, Tierney Krupka, Lynn Elliott, Hayden Edwards, Heather Edwards, Aviva Mastandrea, and Kay Lyter. The group calls themselves the Snickelstaff. This Vernon Hills, Ill., store is doing well with sensory toys.

Ombrez plush by the Petting Zoo offers rainbow colors and super-soft fabric.