Souvenirs, Gifts & Novelties - June/July 2021

VOLUME 60 NO. 5 • JUNE/JULY 2021 • $7

PRESIDENT & EXECUTIVE EDITOR

Scott C. Borowsky

610-645-6940 ext. 0

ASSOCIATE EDITOR

Sasha Borowsky sborowsk@gmail.com

MANAGING EDITOR

Caroline A. Risi editorsgnmag@kanec.com

CONTRIBUTORS

Karen Appold Hilary Danailova

Genie Davis

Sara Karnish Carime Lane

Natalie Hope McDonald

CONTROLLER

Joseph W. Mellek

610-645-6944

BILLING AND CIRCULATION

Susan

Gutberlet.

Contents TABLE OF

Articles

SGN Merchandise Manager Perspective

40 Knott’s Berry Farm’s Merchandise Manager Karl Busche

Discusses Sales and Souvenir Trends

What’s hot in the souvenir market today? For this article, SGN asked Knott’s Berry Farm’s Merchandise Manager Karl Busche.

Pet Gifts

44 Leading Trends - The Sales Picture at Pet Stores

40

Contributor Carime Lane spoke with three pet store retailers to get a read on doing business during these challenging times.

46 Bonus Sidebar: What Are Your Predictions for Future Trends?

Las Vegas Feature Story

70 Making Sales a Sure Thing - Selling Jewelry at Boutique Shops

Why jewelry is a popular accessory at clothing boutique shops.

72 Bonus Sidebar: Pandemic-Added Store Operations that Are Here to Stay

Souvenir Report

44

74 Back to the Beach - Beach Shops Talk Top Sellers and the Challenges for the Summer Season

For this article, beach shop owners discussed their top selling items along with the challenges they are facing for the summer selling season.

Apparel Report

80 Tips to Sell More Apparel at Water Parks and Amusement Parks

Tips to increase clothing and accessory sales.

82 Bonus Sidebar: Oops! The Most-Often Forgotten Apparel Items

84 Where Gifts to Wear Shine - Apparel Trends at Museum Stores

For this article, managers and executive directors at five museum stores discussed trends in apparel.

80

86 Bonus Sidebar: Which T-Shirt Designs Does Best For You And Why?

100 106

IGES Feature

88 Merchandise Trends for Gift Stores in the Southeast

How business is different this year for five stores in Tennessee, West Virginia, South Carolina, and Mississippi.

Trends at Museum Stores

90 Nowhere to Go But Up - Museum Retailers Hope for a Picture Perfect Recovery

As museums reopen, albeit maybe in a reduced capacity, their shops are noticing a definite uptick in sales.

Edible Gifts

94 Mining the Best Candy Store Finds for Customers

The summer season triggers sales of certain classic candies plus some new additions, this story found.

96 Bonus Sidebar: In-Person Tastings Are Key to Boosting Sales

ASD Section

102 Party Supplies and Decorations - Getting in the Party Spirit at Party and Discount Stores

Balloons and lawn decorations are the hot party items this year, as the pandemic has prompted more Americans to hold their celebrations outdoors, this story found.

104 Bonus sidebar: What Is Your Top Customer Service Tip?

ASD Spotlight - Trends at Nature Organizations

106 Back to Business - How Gift Shops at Aviaries, Arboretums and Gardens Are Welcoming Guests with New Merchandise and Added Safety Precautions

How a unique group of attractions handle the gift picture at their locations.

108 Bonus Sidebar: Sales Tips - Customer Service in the Age of COVID

112 Bonus Sidebar: Reopening the Gift Shop - What’s New at the Arboretum Foundation

TABLE OF 114

Contents

Jewelry Section

114 For a Crisis-Weary Public, Jewelry Is Just the Thing

A pretty new bauble is just the thing to perk up an outfit — especially for pandemic-weary Americans on summer vacation, this article found.

Bonus Home Décor Feature

118 Following the Signs - Decorative Signs Point the Way to Sales at Gift Shops

Gift shops are continuing to follow the signs to strong sales in decorative signs.

Zoo and Aquarium Section

120 Themed, Local, and Handcrafted - Jewelry at Zoo Shops

For this article, zoo staff members described their jewelry top sellers in both high-end and more inexpensive categories, and the best ways to sell more jewelry items.

122 Bonus Sidebar: Predictions for Summer Best-Sellers

Name Programs

118

124 Trends in Name Program and Name-Dropped Souvenirs at Zoo Gift Shops

At zoos and animal attractions nationwide, name-dropped souvenirs are more popular than ever.

126 Bonus Sidebar: Knowing What to Name-Drop

Games, Playthings and Plush

134 Trends in Plush and Toys at Sports Fan Stores

A look at the toys fans have been favoring at the stores that celebrate sports.

134 Bonus Sidebar: Which Plush Pieces Sell Best?

136

Stock Images: pg32,110,127,145©robuart/bigstock.com; pg34,38©kakin mah/bigstock.com; pg40©Aha-Soft/bigstock.com; pg44©cynoclub/bigstock. com; pg79,100,101,116,132,140,142,144,146©New7ducks/bigstock.com; pg80©Studio Light and Shade/bigstock.com; pg102©paprika/bigstock. com; pg10,114©CherylCasey/bigstock.com; pg114,116©Jag_cz/bigstock.com; pg120©Imagevixen/bigstock.com; pg122©Ashtray/bigstock.com; pg124©romrodinka/bigstock.com; pg126©Four Oaks, DenisNata/bigstock.com; pg128©soupstock/bigstock.com; pg138©Vaskina_mat/bigstock.com

Commentary

Embracing the Possibilities

Scott C. Borowsky

Quotable

This summer feels different from other times of economic recovery. It is a unique climate because the improving business outlook is tinged with the awful realization that according to an article published in the New York Times, over 600,000 people have died of COVID-19 in the United States. Because of the losses, now more than ever is a great time to bring simple pleasures back into the lives of your customers and help them see the possibilities for recovery and change. Depending on your store, stocking cheerful home décor items, meaningful souvenirs, and mood-lifting apparel and jewelry are great ways to help your clientele enjoy their vacations, or just have fun getting out to visit your shop in person. Now is the time to really serve customers and appreciate what retail can do for people by offering social interaction, and a chance to buy thoughtful gifts for self and others. Retailers can also use their expertise to help shoppers find the perfect new piece of flattering apparel, stylish complementary accessories, or other types of feel-good merchandise.

In each issue of Souvenirs, Gifts & Novelties (SGN), our talented contributors bring you the perspective of store owners, managers, and staff members from all over the United States. Rather than shifting to online-only editions during the pandemic, SGN has continued its print format to bring you coverage on how a variety of store types were faring with closures and changed operations. We are currently covering how stores are dealing with the aftermath of reopening, and many retailers are reporting great optimism for the summer season.

For example, as museums reopen, their stores are noticing a definite uptick in sales, according to the story “Nowhere to Go But Up - Museum Retailers Hope for a Picture Perfect Recovery.” And in the Edible Gifts feature “Mining the Best Candy Store Finds for Customers,” retailers discussed how the summer season can trigger sales of certain classic candies plus some new additions.

We also offer special coverage drawing attention to the ASD, Las Vegas Souvenir and Resort Gift Show and the International Market Centers’ Atlanta and Las Vegas shows. And don’t miss the vendor spotlight stories and product news items.

I hope you enjoy the issue. Please email editorsgnmag@Kanec.com with your questions, comments, and suggestions, and I will respond to your note personally. If you are a vendor interested in putting your products in front of our thousands of readers, please email our advertising sales staff at sgnmag@Kanec.com.

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

“I see possibilities in everything. For everything that’s taken away, something of greater value has been given.”

- Michael J. Fox

Michelle Cormier, Uptown Gifts on Main LLC, Columbia, S.C., photographed with SCOUT© bags. See the story on page 88 for an interview with Cormier covering merchandise trends.

Handcrafted in Virginia

For more than 30 years, we’ve studied and perfected what we call “the Science of Sound”. Our chimes are individually handcrafted, hand-tuned, and made in Virginia using USA sourced materials, for exceptional precision and lasting beauty. From the shape of the components to the materials we use, every detail is tested and engineered to deliver superior resonance and tone.

Aurora World Partners with Scholastic Entertainment, Inc., to Launch “Clifford The Big Red Dog®” Plush in

Aurora World, Inc. is excited to announce its collaboration with Scholastic Entertainment, Inc., a division of Scholastic, the global children’s publishing, education and media company, for a brand new plush of the beloved Clifford The Big Red Dog®, a literary classic with more than 134 million books in print and appearances in various animated TV series and an upcoming live-action film.

“Aurora is honored to be partnering with Scholastic Entertainment to bring the charming plush designs of Clifford The Big Red Dog to life,” said Michael Kessler, Aurora World’s senior vice president of Sales and Marketing. “Clifford is a true evergreen property empowering positive life lessons – kindness, honesty and empathy. Designing Clifford plush with sustainable materials will be another positive that Aurora is thrilled to back Scholastic Entertainment with for this amazing classic character.”

North America

Aurora World began its sustainability journey in 2018 and has come far in designing and manufacturing eco-friendly plush products. With an extensive care to detail, Clifford The Big Red Dog will observe Aurora’s methods in contributing to a greener world while maintaining the joy and magic of Clifford’s original personality.

“Aurora World creates exceptional plush products that capture the true essence of a brand in addition to being sustainable,” said Scholastic Entertainment’s Director of Creative Licensing Lynne Carpi. “Clifford is an evergreen property, the first book was published in 1963, the new TV series launched in 2019 and the live-action movie, coming in November 2021, will introduce a new generation to the big red dog. We know that fans of all ages will embrace the soft and cuddly Clifford plush made by Aurora.” ❖

SJT Enterprises Hires a New National Sales Manager

SJT Enterprises has announced the addition of Greg Garton as their National Sales Manager.

“I am ecstatic Greg is coming on board as SJT’s Sales Manager,” said Tim Smith, president and founder of SJT Enterprises. “He brings decades of experience in the gift and souvenir industry to SJT. He’s highly respected among retailers, distributors and sales representatives. SJT is the world leader in low cost, USA-made wood plaques and stone coasters, most of which fit in the gift and souvenir industry, so I don’t doubt Greg will help to grow our sales tremendously”.

(Contact Garton by emailing greg@sjtent.com or calling 562-277-2204.)

TRADE SHOW NEWS

The Industry Loses Ronald Charles “Ron” Pierotich

Ronald Charles “Ron” Pierotich, who found his career niche in the souvenir and gift business, passed away May 19, 2021. Pierotich, an entrepreneur from an early age, had previously worked in the vending/amusement industry, and later in the package store business.

Pierotich, who was predeceased by his wife of more than 50 years and high school sweetheart Judy Ewing, opened the Lighthouse Gift Shop. He later formed a partnership with his son JJ and created what is now Sharkheads and Souvenir City, which are still in operation, according to a published obituary.

Memorials may be made to St.Vincent de Paul Community Pharmacy, P.O. Box 1228, Biloxi, MS 39533 or Our Lady of Fatima Catholic Church, 2090 Pass Road, Biloxi, MS 39531. ❖

Expanded Atlanta Market Temporaries Feature More Brands and New Partnerships in Summer 2021

Growing comfort in attending in-person buying and selling events plus investment from key industry organizations working to get their members back to business is driving expansion of the Atlanta Market temporary collection with nearly 1,000 lines anticipated for the Summer 2021 Market, July 14-18, at AmericasMart® Atlanta.

“Gift and décor brands are ready to exhibit at in-person markets and are choosing Atlanta Market to reconnect with their customers,” said Scott Eckman, International Market Centers (IMC) cheif revenue officer. “This summer in Atlanta, buyers will have even more opportunities to discover new products and vendors.”

The Summer 2021 temporaries also include the new and returning participation of vendors from three industry organizations: The Accessories Council; the Museum Store Association; and Virginia’s Finest.

Atlanta Market presents the industry’s largest collection of gift and home décor temporary exhibits. The thousands of exhibitors are showcased in 31 categories on eight floors across AmericasMart’s three buildings. ❖

The CollectionGalleryMakes its Debut at the Summer 2021 Atlanta Market

Atlanta Market and the Museum Store Association (MSA) recently announced exclusive collaboration on a new buying destination – The Gallery Collection – which makes its debut at the Summer 2021 Market with a curated collection of apparel, books, educational products, Fair Trade, games, garden, home decor, independent artist, jewelry, Made in America, multimedia, paper, recycled/green, reproductions, toys and souvenir/ promotional merchandise that is open to all market attendees.

“We are proud to work with MSA to create a new product discovery opportunity for buyers,” said Terence Morris, senior Continued on page 20

Buyers in a booth at the Atlanta Market Temporaries show.

TRADE SHOW NEWS

The Gallery (From page 18)

vice president of leasing, gift for International Market Centers (IMC). “Whether buyers represent museums, galleries and cultural attractions or are interested in introducing educational and artisan products into their merchandise mix, The Gallery Collection will be a can’t miss destination.”

Some 20-plus exhibitors are slated for The Gallery Collection.

Gift Leasing Accelerates for Summer 2021 Atlanta Market

Significant gains in gift showroom leasing for Atlanta Market are indicating a continued rebound for both the semi-annual buying event and the greater gift and lifestyle industry, reported International Market Centers (IMC). Some 33 debuts, relocations and expansions in the general gift; gourmet, housewares and tabletop; and outdoor living and seasonal categories are set to open among Atlanta Market’s 700-plus gift showrooms for the July 13-19, 2021 market.

“Upticks in new leases and expansions in the nation’s largest gift collection at Atlanta Market are a bellwether for the gift industry as a whole,” said Scott Eckman, IMC chief revenue officer. “This growth in general gift - as well as the specialty gourmet/ tabletop and outdoor living/seasonal categories which have been experiencing high levels of consumer demand during the pandemic – indicates an industry confidence that we have been eagerly anticipating.” ❖

IMC Expands Gourmet Offerings with New Gourmet Housewares Collections

Launching in Las Vegas in Summer 2021, Expanding to Atlanta in Winter 2022

IMC recently announced a plan to significantly expand its gourmet housewares product resources to address buyer demand. The Gourmet Housewares Collection will debut at the Summer 2021 Las Vegas Market, and expand to the Atlanta Market in Winter 2022.

“IMC is stepping up to offer more opportunities for buyers and vendors to connect as interest in the gourmet category continues to grow,” said Bob Maricich, IMC CEO. “The Gourmet Housewares Collection will be a dedicated, comprehensive and focused collection on the trade show floor at each of our Winter and Summer Markets designed to give brands the opportunity to get in front of new and existing accounts and providing cross buying opportunities

for independent specialty gift, home, hardware and lifestyle retailers.”

The buying destinations will feature up to 100 new resources including kitchen gadgets, cookware, small electrics, grilling tools, kitchen textiles, bar accessories, cookbooks, gourmet food and more. These new resources will expand existing gourmet housewares and food resources presented in permanent showrooms in each city with some 450-plus brands in Atlanta and 350-plus in Las Vegas. Both markets also feature an expansive and comprehensive presentation of complementary lifestyle, seasonal, and home décor products.❖

Expanded Resources at Summer 2021 Atlanta Market

Registration is now open for the Summer 2021 Atlanta Market (showrooms July 13-19, 2021; temporaries July 14-18) which marks a major advancement in its post-pandemic rebound with its most expansive product offerings since the beginning of the COVID-19 crisis.

“The optimism of the first half of 2021 is amplified for the summer market,” said International Market Centers (IMC) CEO Bob Maricich. “Buyers and sellers are preparing for a strong market as industry recovery continues and business approaches pre-pandemic levels.”

Near Pre-pandemic Level Resources

Atlanta Market expects significant expansion in showroom and temporary resources for the July buying event.

Continued on page 21

Buyers sourcing new product at Atlanta Market.

Expanded Resources (From page 20)

“We are on a strong growth path,” explained Chief Revenue Officer for IMC Scott Eckman. “Early commitments for new leases and expansions, and healthy trade show sales signal the return of the unmatched depth and breadth of lifestyle product that is a hallmark of the Atlanta Market experience.”

Of note for summer 2021 is the reopening of trade show destinations to accommodate resource growth, with nearly 800 lines presented in socially distant temporary booth configurations on nine floors across the three-building AmericasMart campus. ❖

IMC Recruits Digital Innovator Bill Furlong of Expedia Group

International Market Centers (IMC), a Blackstone portfolio company, recently announced that William B. (Bill) Furlong will join the company in a newly created position as Chief Executive Officer of Juniper, IMC’s new fully integrated omnichannel B2B e-commerce platform. This strategic hire further underscores the companies’ investment in and commitment to the development of an industry-first, best-in-class B2B suite of software and marketplace solutions. Together IMC and Blackstone have invested over $100MM in product development and built a team of over 160 people in less than 18 months.

Furlong brings 25 years of digital innovation and leadership experience, including 11 years with Expedia Group that included oversight of the Americas business for the Vrbo/HomeAway vacation rental marketplace. During that time, he led teams that successfully developed industry-first digital tools for vacation rental management companies and powered a best-in-class digital marketplace for vacation rentals. ❖

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

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

“The Summer 2021 First Look trends reflect the optimism of consumers now with bright colors, playful materials, a bit of whimsy and an excitement to return to travel and other activities,” said Dorothy Belshaw, chief customer and marketing officer for IMC. “FIRST LOOK identifies these trends in the context of Las Vegas Market and serves as a preview for retailers and designers looking for relevant at-market resources.”

The four Summer 2021 FIRST LOOK themes are: ’80s BEATS - Eighties-era influences span all product segments at Las Vegas Market, from curvy upholstery and expressionist accessories to vintage handbags and lip balm; EARLY TO RISE - Sunny is up and novelties are sweet in EARLY TO RISE, a casual vignette filled with housewares, small appliances, tabletop, gourmet, dining furniture, and decorative accessories; HOME & AWAY - FIRST LOOK hones in on what home means to the post-pandemic consumer. Meanwhile, pent-up demand for travel, vacation and experience grows with each passing sunset; and, SPECIAL EFFECTS- Abstract patterns, translucent materials, neon lights, iridescent finishes, shimmery metallics with focus categories that include LED lighting, decorative accessories, housewares, textiles, area rugs and upholstery.

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

A strong fourth quarter and later-than-normal summer show dates have positioned Las Vegas Market as the West Coast’s last major sourcing opportunity for 2021, offering retailers a robust assortment of gift, home décor and furniture products to fill their holiday inventory needs. Registration for Summer 2021 Market, which runs August 22 – August 26, opens soon at LasVegasMarket.com.

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

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

William B. (Bill) Furlong.

The Miami Souvenir and Resort Show Is Scheduled for August 14-16, 2021

Pinnacle Shows, LLC, has announced that the Miami Souvenir and Resort Show will be held August 14-16, 2021.

The show is custom-tailored to meet the buying needs of South Florida resorts and island buyers. Attendees will find a unique offering of resort and souvenir merchandise, apparel, jewelry, gifts and fashion accessories with a regional feel that isn’t represented anywhere else.

“We have spoken directly to a large number of resorts in South Florida and many of them are having their best year in over a decade. We have seen that trend reflected in our regional trade shows over the last few months. Not only has the tourism industry shown its resiliency, but also its ability to thrive over the last year. As travel continues, resort buyers are increasingly in need of merchandise suppliers. Our Miami Souvenir and Resort Show is in a unique position to bring regional exhibitors together with regional attendees. The demand is there. Let’s bring the supply. It’s time to do business again,” said President of Pinnacle Shows, LLC, Matt Miller.

The show will be held at the Miami Airport Convention Center. This is a new location from the previously held souvenir and resort show in Fort Lauderdale and will capture the thriving resort buyers from South Florida as well as the Caribbean. For further details, visit www.pinnacle-shows. com.

Trade Show Exhibitor News Cape Shore Is Ready for Surf Expo

Cape Shore is ready to hit the tradeshow circuit once more. After taking a virtual approach to the 2020 tradeshow season, Cape Shore will be kicking off their 2022 line titled “Cape Happy” at the Surf Expo in September. The show is scheduled for September 9-11, 2021 in Orlando, Fla.

With a renewed sense of purpose, strength, and brightness, Cape Shore has designed a new line of products with a focus on happiness - Cape Happy to be specific. Cape Happy is defined by the feeling you get when you lose yourself in a truly spectacular vacation or staycation moment. We see 2022 as the ultimate year of renewal and we invite

Continued on page 28

TRADE SHOW NEWS

Trade Show Exhibitor (From page 26)

you to spread your vacay buds and prepare to blossom.

“After taking a virtual approach to our 2021 line launch, we are ready to get back to shows, connect with our customers, and get back to normal,” said Cape Shore President Michael Perfetti. “We are ready to move forward and our 2022 Cape Happy line is the perfect way to bring some happiness and joy back into the world of souvenirs.” ❖

Art Studio Company Has a New Showroom for Established Company

Art Studio Company, who travels the world creating fun and exciting hand-crafted gifts and souvenirs, is now joining the permanent Atlanta showrooms in Building 2 Suite 651. Their Ornaments are always number one; including traditional glass, porcelain, stainless steel, sustainable carved wood, sequined, recycled wool and blown glass that are always customizable, but you also must check out their new Shopper Totes, Tea-Towels, Aprons, Backpacks, Bags, and more. The new line of GOTS certified Organic Cotton Throws in two sizes can be customized too! All of their hand-crafted items can be name-dropped for your locations. ❖

Calendar TRADE SHOW A Look at 2021 Trade Shows

July 14-18

Atlanta Market Temporaries

Americasmart

Atlanta, Ga.

(Circle 81 on card.)

22-25 Gem and Lapidary Wholesalers Watauga Festival Center Franklin, N.C. August

19-22

Rocky Mountain Apparel, Gift and Resort Show

National Western Complex

Denver, Colo.

(Circle 47 on card.)

22-25

ASD Market Week

Las Vegas Convention Center

Las Vegas, Nev.

22-26

Las Vegas Market Gift and Home Temporaries

Expo at World Market Center

Las Vegas, adjacent to Building C

Las Vegas, Nev.

(Circle 74 on card.)

September 9-11

Surf Expo

Orange County Convention Center

West Concourse

Orlando, Fla.

(Circle 59 on card.)

Continued on page 30

TRADE SHOW

A Look at 2021 Trade Shows

9-12 Gem and Lapidary Wholesalers

Holidome Tucson, Ariz.

28-30 Las Vegas Souvenir and Resort Gift Show

Las Vegas Convention Center West Hall

Las Vegas, Nev.

(Circle 80 on card.)

October

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

6-8 Corpus Christi Souvenir & Resort Show

Corpus Christi American Bank Center

Exhibit Hall A Corpus Christi, Texas

13-15 Panama City Beach Gift Show

Boardwalk Beach Resort Panama City, Fla.

17-18 Gem and Lapidary Wholesalers

Doubletree-Bloomington Minn. South Minneapolis, Minn.

21-23 National Hardware Show

Las Vegas Convention Center West Hall

Las Vegas, Nev.

22-24 Gem and Lapidary Wholesalers

Burton Manor

Livonia, Mich.

29-31 Gem and Lapidary Wholesalers

Osceola Heritage Park

Orlando, Fla.

November

1-3 Ocean City Resort Gift Expo

Roland E. Power Convention Center

Ocean City, Md.

2-3 Gem and Lapidary

Wholesalers

WNC Agricultural Center

Asheville, N.C.

10-13 IGES

LeConte Center

Pigeon Forge, Tenn.

10-13 Smoky Mountain Gift Show

Gatlinburg Convention Center

Gatlinburg, Tenn.

(Circle 53 on card.)

December

5-8 Grand Strand Gift & Resort Merchandise Show

Myrtle Beach Convention Center

Myrtle Beach, S.C.

Save the Date:

February 19-22, 2022

Toy Fair NY

Jacobs K. Javits Center

New York, N.Y ❖

Vendor Perspective

Kurt Adler Sees a Healthy Souvenir Market Ahead

With restrictions lifting from the pandemic and the light at the end of the tunnel closer than ever, we at Kurt Adler have no doubt that the souvenir business will be huge this summer. After being cooped up for over a year, people are more eager than ever to get out, travel, and make memories. The best way to develop your souvenir business is to include Christmas ornaments as part of your offering. Christmas ornaments do not take up a lot of space, are easy to sell, pack well, and, most of all, provide a deep sense of joy to customers since people truly love Christmas.

At Kurt Adler, we have every type of Christmas ornament you need. Whether you are looking for the season’s best licenses, a gift for a child, or a personalizable token to remember a great trip with friends, we have it all. With over 8,000 SKUs to choose from, we have something for everyone. Kurt Adler is your one stop shop for all of your holiday needs.

(To view the complete line, visit www.kurtadler.com. For additional information, circle 31 on the reader service card.)

Never Miss a Trend with SGN

Souvenirs, Gifts & Novelties (SGN) has for decades been keeping its readers entertained and informed with the latest industry trends articles and vendor ads.

Now more than ever it is important to learn the perspectives of your colleagues around the country. Read SGN for informative original stories that offer the opinions and advice of all types of retailers in the United States. And many of the top vendors in the industry advertise in SGN, so you can get leads on goods and services that could take your business from good to great. Get in touch with SGN by visiting us at www.sgnmag.com and on Facebook, following us on Twitter, emailing the magazine at editorsgnmag@kanec.com or calling our offices at 610-6456940. Don’t forget to send us your email to receive the free SGN eNewsletter. The eNewsletter includes a bonus original article and a summary of the latest print edition.

INTERNATIONAL MARKET CENTERS (IMC) SPOTLIGHT

IMC Retailer Q&A

An interview with Associate Director of Earned Income

Chacho Herman, The San Diego Museum of Art, San Diego, Calif.

International Market Centers (IMC): What are you doing to encourage retailers back into your brick and mortar store now that COVID restrictions are lifting?

Chacho Herman (C.H.): At the top of the list is ensuring that our customers (and staff!) feel safe by having a mask wearing policy. People who visit cultural institutions like ours are more encouraged to visit and stay if they feel safe. This is why we’ll continue to ask patrons to wear a mask, and enforce the rule once they are inside. We have removed several store pedestals in our store to allow for more “distanced” shopping. We added an extra sales associate on the floor for more personal and responsive customer service.

IMC: Which business practices instituted during COVID do you intend to continue through recovery?

C.H.: As mentioned above, we will continue to implement a safe shopping environment. We have a hand sanitizing station at the store entry that all our customers are highly encouraged to use. And again, adding an extra store associate for immediate assistance for our customers for a pleasant visitor experience.

IMC: How might inventory/supply chain issues impact your holiday buying?

C.H.: I’ve got to act fast to get the merchandise I need to have a successful holiday season. There’s not time to hesitate as everyone will be in the same boat. It will be important to be sufficiently stocked with our best sellers well in advance, and to swiftly order items new to the store. It’s already happening that items I’m used to having in stock with no problem are already on back order.

An interview with E-Commerce Merchandising/Systems Coordinator Kate Botelho Sibya, and Retail Operations Manager and Buyer Laura Murphy, of The Preservation Society of Newport County, Newport, R.I.

International Market Centers (IMC): What are you doing to encourage retailers back into your brick and mortar store now that COVID

Continued on page 36

Associate Director of Earned Income Chacho Herman, The San Diego Museum of Art, San Diego, Calif.

A view of The San Diego Museum of Art’s store.

International Market Centers (IMC) Spotlight

restrictions are lifting?

Kate Botelho Sibya and Laura Murphy (K.B.S. and L.M.): As the restrictions are being lifted, we are moving forward cautiously. We are extending our hours at our store on Bannister’s Wharf in downtown Newport, R.I., as the hospitality business is booming here. The store has been working with the local business community and Chamber of Commerce on different festivals such as Daffodil Days. We had a bright and cheerful window to encourage visitors along with participating in a variety of events centered around that week. Book signings have been very successful in the past. We are now booking them for the summer. We hope to expand into food tastings, but we will wait and see on that front! Working with the local retailers creates a shopping destination for our visitors.

Which business practices instituted during COVID do you intend to continue through recovery?

As the COVID restrictions are being lifted, we are going to be keeping many of our practices in place not only for the customer, but for our staff to feel comfortable in the working environment. We have not lifted the mask requirement for the stores and the plexi-glass will remain in place for the time being.

Additionally, our fixtures and product selection was thinned out to allow for social distancing and our dollar per transaction increased, so we’re going to continue that practice. The number of customers entering the store will be lifted. Also, during the shutdown we began sending email blasts out weekly to our customers, this is something we’re planning to keep doing as it boosted traffic and orders on our website, NewportStyle. net.

IMC: How might inventory/supply chain issues impact your holiday buying?

K.B.S. and L.M.: In the early part of the winter, I worked with my holiday vendors and placed my orders with future ship dates to secure the product. I had heard that there were going to be possible shortages in product, and I took advantage of virtual buying with my reps. It worked out very well! Now I just keep my fingers crossed that it will arrive safely. We also buy holiday ornaments that we sell year-round, many of which are made in USA (and even better, made in Rhode Island). This way we have a back-up plan if orders don’t arrive when we need them. ❖

A view of a store for The Preservation Society of Newport County, Newport, R.I. The current merchandise arrangements encourage social distancing.

E-Commerce Merchandising/Systems Coordinator Kate Botelho Sibya of The Preservation Society of Newport County.

Retail Operations Manager and Buyer Laura Murphy, of The Preservation Society of Newport County.

IMC Retailer Q&A (From page 34)

Preparing for Post-COVID Retail

By Chairman and CEO Bob Maricich, International Market Centers (IMC)

As the country reopens and mandates are lifted, retailers are shifting their focus to the return of in-person shopping. To facilitate this recovery, International Market Centers (IMC) – producers of Atlanta Market and Las Vegas Market -recently gathered gift, gourmet and home furnishings retailers from across the country for a conversation about the lasting impact of the pandemic on business and plans for a new retail reality.

The consensus is that store traffic is strong and the demand for gift and home products is high with the expectation to stay on this trajectory for the remainder of the year. Key concerns have shifted from health and safety to continued supply chain issues, rehiring laid-off staff and creating a buying environment that is comfortable for all customers.

Here are five key take-aways:

The pandemic has forever changed retail – for the better. Businesses are running leaner and more streamlined with less extraneous costs after forced closures led to layoffs and reduced revenues. Additionally, adjusting to changing opening protocols has encouraged retailers to consider new marketing opportunities like Facebook Live and other social media tools to continue to reach their customers.

Supply chain problems present new opportunities. From containers stuck at ports, longer-than-normal production times and smaller-than-expected orders, retailers are adjusting to low inventory. To compensate, they are adding new categories and creatively merchandizing stores to cover gaps. They also are diversifying their vendors to have a better chance at getting the merchandise they need. Retailers are open with customers about supply chain issues to alleviate concerns about increased prices, longer wait times or reduced product choices.

Strong sales are expected at least through yearend. The nationwide housing boom is continuing to drive furniture and home décor sales. Consumer confidence is resuming, with people beginning to travel,

go to restaurants and spend money on experiences. A strong holiday season with significant gift buying is predicted.

Customer comfort is key for the in-person shopping experience. As mask mandates lift, follow the customer’s lead: if the customer is masked, retailers should mask and give them space; if the customer is unmasked, vaccinated sales staff should feel comfortable unmasking. Pre-COVID comforts like complimentary coffee, water and cookies are slow to return as retailers navigate the latest health and safety guidance.

(Re)hiring is a challenge. Coast-to-coast, retail hiring has been a challenge. Whether recalling staff laid-off at the start of the pandemic or through inperson networking, retailers are working hard to find the right salespeople. Monetary incentives for current staff and new hires will be key for retaining workers as more jobs become available.

IMC’s Atlanta Market (July 13 -19) and Las Vegas Market (August 22-26) are ready to serve retailers navigating the new retail landscape with broad selections of gift, home décor and furnishings product. For more information about Atlanta Market visit AtlantaMarket.com . For Las Vegas Market, visit LasVegasMarket.com . ❖

Knott’s Berry Farm’s Merchandise Manager Karl Busche Discusses Sales and Souvenir Trends

What’s hot in the souvenir market today? Well, according to Knott’s Berry Farm’s Merchandise Manager Karl Busche, a wide variety of items are doing bang-up business, including nostalgia-related items, edibles, and of course, Peanuts-related toys that appeal to kids.

“As we go into our 100th anniversary this year at Knotts, we also have a brand-new ride, so really everything involving the new ride or celebrating the 100th year here are extremely popular. We are also celebrating all of our retro rides and attractions and have souvenirs featuring them. Those are the things that we’ve been selling the most of,” he said.

T-shirts and plush items are trending well in general. “We are also doing very well with our pin program. We’ve been doing 100 pins for each year at Knotts, and we offer a new collectible every week. We started that program in January 2020, and when the park closed for a while last March that was one of the things that got us through the pandemic, the pin sales.” Busche said that people came to the park just to buy the pins. “We are in the hub of the pin vortex, being six miles from Disneyland. When we first started the pin program, we had 600 people waiting in line for the new pin.”

The synergy between the two parks, with Knotts opening considerably earlier than Disneyland, and Walt Disney and Walter Knotts friendship, helped in part to propel the pins to a “must have” status.

“Because of the pandemic, we extended the pin launches to two years rather than just one. The pins helped us pivot our stores to more online business. They really reenergized things when everything was closed.” Busche explained that “During the pandemic, customers were looking for collectibles, and people started buying from the theme park’s websites.”

The pins continue to be popular, as do mugs and magnets celebrating the 100-year park anniversary.

Having opened the new Beary Tales ride, based on an earlier incarnation that ran from 1974 to 1984 at the park, and the anticipated revamping of that at-

traction during the pandemic led to a lot of interest in boysenberry-related products which tie in to the ride as well as the park itself.

“Our jams and jellies have always been a big part of Knotts,” Busche said. “Mr. Knott created the boysenberry, and of course the park began from a boysenberry stand. People also came in during the pandemic and started buying us out of everything boysenberry from candy to jams. Three days before we were going to have our Boysenberry Festival in 2020, everything

Continued on page 42

Karl Busche, merchandise manager for Knott’s Berry Farm, photographed with park characters. Food festivals have kept retail sales moving at a healthy pace for the park.

SGN Merchandise Manager Perspective

stopped, so even though we couldn’t have that festival last year, people really wanted those products.”

The park was fortunate, according to Busche, in that Knott’s was able to reopen in part five weeks after lockdown, for a Taste of Boysenberry Food Festival. The park itself stayed closed due to the pandemic.

“All the other parks were completely closed, but we had six food festivals,” Busche said. “They were safe and a lot of fun. Attendees received a tasting card for different boysenberry food items. The tastings were sold out every single week.”

Of all the Cedar Fair parks, only Knotts was open during the pandemic – for the food fairs only. “It met all the safety regulations in California. And it re-energized the boysenberry business. I had to keep getting jams and jellies, and it was a really big deal.”

Also big was the anticipation for the Beary Tales ride. “It was closed for 35 years, and it is now completely updated. We brought back the old children’s book that the ride was based on, and we are selling thousands of copies of that. The bears originally had a crafty coyote nemesis who steals their pies, and the entire ride is about Crafty stealing the pies. So, we brought in plush of Crafty who now has six pups. We have the whole plush of the bear family that run the pie factory and now the coyote family, too. That plush has been selling like crazy. Really anything to do with the ride people want to buy. The ride itself, being a dark ride with a shoot ‘em up game, it brings a lot of nostalgia, and people are really responding to that.”

Along with new plush figures, Busche also brought back old posters about the original ride and ride maps. “We put them on regular 24-by-36-sized posters, and

we have been selling a lot of those for $9.95 a piece. People usually do smaller posters nowadays but we went back to the big ones, which people seem to like a lot. They’re as large as the Farrah Fawcett poster era,” he laughed.

Like the souvenir sales themselves, the park “came back fast after the pandemic,” Busche attested. “We have more of a neighborhood feel than Disney. A lot of our employees live down the street and walk to work. It feels comfortable here and people are very respectful of the rules.”

After experiencing a hard close in December, the park reopened for a food festival in January, and now the full park has been open at 25% capacity. “I’m not sure what the new regulations will look like, or whether we will be at 40% open or we might be fully open. We are trained to do whatever the state wants.”

Presently, guests are staying masked except to eat and drink, and 400 picnic tables are located throughout the park to do just that. “We have a high annual pass rate. It’s relatively inexpensive at just $101 a year, and people often come in and just get food or buy things, even when the park is fully open.”

During the food festivals, when no rides were operating, guests very much focused on making purchases, Bushe reported. “They could walk around with food, but then they were driven into the stores. Nothing else was open. The food festivals brought out more adults than kids so the items that sold were different. Our Peanuts sales weren’t as strong because of kids not being back until the park opened again, but once we did reopen, the kids are buying, and Peanuts-related items are huge. And candy has continued to explode.” There are still some differences with pre-pandemic sales. “You can’t just fill up your own bags with candy now, but we have extra staff to do that for you.”

As to what’s ahead in souvenir sales, Busche said he sees a strong trend for purchases of a Peanuts “Welcome Back” shirt and other tees with a representational K for Knotts. “Anything that is a kind of a welcome back theme has been resonating. We have Snoopy hugging the K that represents Knotts, with ‘welcome back.’” He added, “That whole welcome concept is the biggest trend this year. People want to feel regular again, they want to scream on the roller coasters. When we first re-opened people

Knotts Berry Farm’s (From page 40)

A merchandise display at Knott’s Berry Farm. T-shirts and plush are selling well for the park, according to the merchandise manager.

were just bouncing up and down, they were so excited to get on the roller coaster, and to even see the horses with the stage-coach. Just to see anything. People are embracing everything.”

Busche said he sees the theme park market in general revitalizing since COVID-19. “People are more excited than ever to be here. They feel more relaxed at outdoor attractions and most of our attractions are outdoors. They can just walk around with the kids and experience fun fair-like food and take photos. I see a lot more taking photos at our ‘fun photo’ sites throughout the park and then sharing them on social media.”

Being glad to be a part of the theme park experience is in part why people are enjoying food elements as much as the rides at Knotts, Busche said. “We are not a ‘healthy options’ sort of place, but that’s not what guests are after. They are here for the original Mrs. Knotts chicken dinner. This is not a salad crowd; people don’t care about calories or cost.”

The enthusiasm and willingness to spend also extends to creating plush at the park’s Build-a-Bear store, and big sales for “the geode guy, whose big thing is cracking open the geodes right in front of you. He said he never saw so many people wanting to have him do that.”

The reason? “I think people are starving for live experience, people are back into the handmade items, and of course we have lots of crafters here. People want an authentic feel which is partly why we sell so many jams and jellies and why people enjoy just walking around watching costumed cowboys strumming music.”

Busche said that the games business at the park has also exploded. “People love the simple games like throw a ball, win a prize. We have exclusive prizes based on Squishmallow toys, and the prizes are very hot right now, too.”

Buying exclusively for Knotts Berry Farm rather than for all Cedar Fair park stores, Busche focuses on a specifically-Knotts assortment. “We’re the exclusive buying group for Knotts as the only year ‘round Cedar Fair location. We have our own merchandise. We do participate in imports and such, but really 99% of what we have is just what keeps this park going.”

While individual park shops are not as themed as Disneyland’s stores, there are different merchandise mixes at the different shops within the park. “The historical emporium is more of a general kind of gift shop than some of the others. The Virginia Knotts store has also changed over the years to more of a full park experience. We have a full food store for all our jams, jel-

lies, butters, and coffees. We have three candy stores, and our Fiesta Village store is themed to have a more Hispanic feel, even with the Snoopy items. Then of course our Camp Snoopy camp store, and our Peanuts Headquarters have all sorts of Peanuts-driven merchandise.” Additionally, the park has western apparel and hat stores, and has added a new shop, Cordie’s, located near the new Beary Tales ride. “It’s a very large store, so we were able to put in an art show, featuring artists who are fans of Knotts or selling Knottsinspired art there as well as our regular merchandise. We did this because it gives people new things to experience. But we are also theming that store with merchandise inspired by the new ride, including small cars that replicate the old ride cars when Beary Tales was last a part of the park.”

Between strong retail sales and enthusiastic guests – and hungry ones – Busche attested that things are changing back rapidly to a pre-pandemic environment. “The only real difference between 2019 and today is that people are more aware of their personal space and still wearing masks. People are walking around having a great time again, and there is no big change to that, except that they have their masks on.”

For Busche, if there is one message from the past year that he sees and wants to impart, it is this: “Yes, something happened, but we are going to get over it. It was easier for us to bounce back than for Disney because we were back already with the food festivals and didn’t have to wait an entire year to bring any guests to the park.”

Those festivals not only entertained the public hungry for fun as well as food, but allowed the park to keep employees on staff despite pandemic closures. “They are just solid gold right now,” Busche said. “Getting great employees is always the biggest challenge and we are in good shape.” ❖

Knott’s Berry Farm’s Merchandise Manager Karl Busche posing in front of a park illustration. This Buena Park, Calif., attraction is experiencing strong sales of souvenirs.

Leading Trends The Sales Picture at Pet Stores

By Carimé Lane

Are sales up because of the increase in pet adoptions during COVID? What types of products are trending when it comes to pet accessories? We spoke with three sources in the pet store business to find the answers to these questions, and more.

The 4,800-square-foot Animal Connection in Charlottesville, Va., offers both services and products. These include their in-house dog training, and corresponding products including training leads, exercise accessories like floatation vests, backpacks, and treat or waste bag pouches.

Their in-house bakery is another of their offerings, where birthday party and “gotcha” day party bakery treats, cakes, party hats, and party-themed dog toys have been a big hit, especially as of late, with many looking for ways to celebrate while conforming to pandemic stipulations, according to Owner Pattie Zeller .

Zeller has noticed an uptick in new dogs around the neighborhood since the start of the pandemic.

“We have seen an incredible increase in sales right across the board, from pet food to pet care and supporting accessories,” Zeller said.

They use various bundles and gift boxes based on a theme to make purchases easy for customers. For instance, they offer new dog packages including a leash, collar, and custom tag and birthday celebration packages, which include a party hat, toy, bandanna, and bakery treats.

Due to the increasing focus on climate change, Zeller said their eco-friendly “green” pet gear sells really well. In addition, they have an arrangement with a toy supplier where when a toy wears out, they send it back to the supplier who recycles it, and forms it into a new toy.

“Even our waste bag holders are made from recycled “festival banners” and they come in great colors,” said Zeller. “Our customers love that we’re upcycling and carrying our environmental theme all the way through.”

But their best-selling accessory by far, said Zeller, is a one size fits all “lead and harness all-in-one,” avail-

able in many different colors.

“For new pet owners, it teaches a dog not to pull,” said Zeller. “But it’s not like those “gentle leaders” or “freedom harness” gimmicky items. This product really teaches the dog and helps the dog become a wellmannered family pet sooner than any other product we’ve found.”

Zeller finds this product to be important at this time in particular with many are migrating back to the workplace, which often means there’s less time for exercise and interaction. This product can keep owners from sending their dog back to the shelters due to training or behavior issues, Zeller said.

Animal Connection Owner Pattie Zeller photographed with dogs. The Charlottesville, Va., business offers both services and products.

“Anything we can do to help keep that dog in their home is a benefit!” Zeller said.

Their other best-sellers, said Zeller, are interactive, mentally stimulating toys, especially those where CBD-infused peanut butter or yogurt can be used with the toy. At Animal Connection, Zeller prefers Hyper Pet or Nina Ottosson as they’re “sturdy and challenging.”

After enduring the effects of the shutdown, the roughly 1,800-square-foot Stinky’s Kittens & Doggies Too in Somerville, Mass., expanded their delivery service, held a pop-up market, and created an online store which all contributed to boosting business, said Owner Jo-Ann Keith

According to Keith, teepee tents are trending now that those in the area are buying up condos and homes. At the moment, they’re completely sold out. She added that VW bus carriers, along with unique squeaker toys like baby penguins and giraffes, are also hot.

For cats, scratchers are always trending. Customers are also finding Keith’s new knapsacks with a clear bubble for your cat or dog to look at their surroundings handy, especially when having to wait outside when visiting the vet. “Pets are calmer with the knapsacks–it makes a visit less stressful,” Keith said.

Since they focus on catering to cats, Stinky’s best-selling accessories are for felines. Their fly catcher toy is the best seller in that area. All of the food they sell also flies off the shelves, since the selection at Stinky’s can’t be found on Chewy.com or on Amazon. Instead, Keith prefers to buy from artists or small business just starting out.

Kerry

Scott , owner of Good Dog Goods in Oak Bluffs, Mass., agreed that there has

Continued on page 46 RSN

A cat backpack carrier product shot from Stinky’s Kittens & Doggies Too in Somerville, Mass. In response to the pandemic, the business expanded their delivery service, held a pop-up market, and created an online store.

Pet Gifts

Leading Trends (From page 45)

been an uptick in business due to the increase in pet adoptions during the pandemic. She also noted that in their area, there has always been a strong tradition of rescuing and adopting puppies and adult dogs.

But Scott said sales are up, not just due to the increase in pet adoptions. She thinks the increase also springs from how the pandemic has prompted us to turn the focus onto our health.

“I think that whenever humans start to pay really close attention to their own health issues, it’s natural for them to apply those same principles to their animals,” Scott said.

In their 22 years doing business, holistic health has been a cornerstone.

“I made my mind right from day one that I wasn’t going to sell in my store one single thing that dogs could swallow that wasn’t US-made, US-sourced and carefully-sourced, if not organic,” Scott said. “Responsible products that really can make a difference in people’s lives. That’s what we do.”

Healthy, organic and CBD products are currently trending, Scott said. She has also found the interest in United States-made products, where the vast majority of her products are sourced, has been steadily growing within recent years.

Customers are also keenly interested in carefully sourced, privately labelled items. Scott meticulously sources the products under her private label. For instance, she’s choosy about CBD products, which she cautions can be adulterated, or laced with pesticides, and has traveled to various states to select sources firsthand.

Collars and leashes are top sellers for Scott. Every

single piece on the collar/leash is manufactured in the USA and Coast Guard break strength tested.

“What matters is–as decorative as they are–is that they keep your pet safe on a leash,” Scott said.

Walking harnesses made in BC and Colorado, where they “understand how to make something that will save a life,” also sell better than the rest of the store’s product, Scott said. ❖

What Are Your Predictions for Future Trends?

At Charlotteville, Va.’s, Animal Connection, Owner Pattie Zeller has seen a growing enthusiasm for including dogs at weddings and events. They have a Gift Registry for brides and grooms of all ages.

“If you think about it, a lot of people are getting married later in life and maybe they have all they need, gift wise,” said Zeller. “So, we offer them a year of dog

washes or grooming services or things they might need for their pet in our registry.”

Additionally, they offer products that help dogs be a part of the ceremony, including custom collars in the bride’s colors, pouches for the rings to be held by the dog during the ceremony and a special cake dogs can enjoy at the wedding ceremony.

In the future, Kerry Scott,

owner of Good Dog Goods in Oak Bluffs, Mass., predicted the trend in purchasing United Statesmade products growing stronger, as interest in these goods has been growing steadily by the year.

Open air pop-up markets are going to be the latest thing, said Jo-Ann Keith, owner at Stinky’s Kittens & Doggies Too in Somerville, Mass. ❖

A view of displays in the colorful Animal Connection store. The 4,800-square-foot business offers in-house dog training, and all the dog products a person could want for their pet.

SEPTEMBER 28 – 30, 2021

2021 LAS VEGAS SOUVENIR & RESORT GIFT SHOW RETURNS WITH MORE OPPORTUNITY THAN EVER

Kicking off September 28 – 30, 2021, the Las Vegas Souvenir & Resort Gift Show will take place at the Las Vegas Convention Center in the NEW West Hall. The nation’s premier souvenir show is set to offer buyers new products from some of the biggest names in every category.

"We look forward to reconnecting with everyone and are excited to get back to an in-person event. Our team is committed to providing an environment to safely conduct business and are working closely with local officials and the convention center. With the show floor filling up quickly, buyers will have the opportunity to shop the latest products and trends from thousands of booths", said April Holinek, Show Director.

Specialty pavilions and product areas include:

SOUVENIR/RESORT

Top names and emerging leaders showcasing destination, resort and tourist merchandise, souvenirs, sustainable products, T-shirts, beach items, coastal and nautical, lake, mountain and lodge, ski-themed products, logo products, shell items, giftware, jewelry/fashion accessories, toys/games and more.

EMERGING MARKETPLACE

A must-visit for buyers to see up-and-coming artists and innovative newcomers in a range of market sectors.

NATIVE AMERICAN PAVILION

One-of-a-kind designs and authentic American Indian artisan crafts along with a series of events & displays.

MADE IN AMERICA

The newest introductions from leading brands showcasing American-made resources.

FOOD FOCUS

This growing section brings together a number of sweets, treats and other gourmet and packaged food offerings - a natural market for profitable add-on and impulse sales!

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

It is essential for me and my staff to get a well -rounded feel on what the market is offering when planning our season, and there’s no easier way to get this glimpse than to attend the Las Vegas Souvenir & Resort Gift Show. It’s a must show for anyone in the gift and souvenir industry.

Jose Sepulveda, VP Retail Sales, Evelyn Hill Inc.

SEPTEMBER 28 – 30, 2021

New product categories for 2021!

In response to increased buyer demand, the Las Vegas Souvenir & Resort Gift Show is introducing some new product categories for 2021! Americans are becoming more socially-conscious with regard to how and where they shop, with 54% of U.S. consumers prioritizing brands whose purpose aligns with their own values and morals according to research conducted by Mintel.

KEEP AN EYE OUT FOR THESE ICONS TO IDENTIFY EXHIBITORS OFFERING PRODUCTS IN THESE CATEGORIES ON OUR WEBSITE AND AT THE SHOW!

Women

Owned Minority Owned Sustainable

TO VIEW THE FULL EXHIBITOR LIST, VISIT LVSOUVENIRSHOW.COM

SEPTEMBER 28 – 30, 2021

Meet

MAKE THE MOST OF YOUR TIME AT THE LAS VEGAS SOUVENIR & RESORT GIFT SHOW WITH THE MATCH! PROGRAM

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

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

As a MATCH! exhibitor, the program guarantees productive meetings with leading Souvenir and Resort buyers, concessionaires, zoos, aquariums and national park retailers who are actively sourcing.

INTERESTED IN LEARNING MORE AND PARTICIPATING IN MATCH!? CONTACT OUR TEAM TODAY! Buyers should contact Jhana Jordan at jhana.jordan@clarionevents.com or call 678-370-0338.

AIR BALANCE

Tie Dye Eva Clog. Light and super comfortable due to their ergonomic design and flexible construction, sling back strap. Available for Women, Girls and Toddlers. 3 colors per case, 36 pairs per case. SKU: ABC7012

PHONE: 305-438-9009

WEB: www.allfootwear.com

BOOTH: 1519

SEPTEMBER 28 – 30, 2021

PRAIRIE MOUNTAIN

Prairie Mountain offers a wide range of fashion & promotional apparel. We are known for our vast selection of quality art with some of the best pricing in the industry. From fashion tee’s and caps, top of the line promotional goods, talented in-house artists, and extremely competitive pricing, you do not want to miss the new products for your apparel needs. We look forward to having you visit our booth.

PHONE: 417-232-4941

WEB: www.prairiemountain.net

BOOTH: 658

BAMBOO SOURCE TROPICAL DECOR

Hand carved Whale Tail Statue Set of 3 - Available in four colors - White, Aqua (shown), Blue and Natural

PHONE: 760-722-1774

WEB: www.bambootropicaldecor.com

BOOTH: 1555

BARRY-OWEN CO., INC.

POP FIDGET TOYS! We have a wide variety of styles available and we carry pop fidget keychains too. Visit our website to find out more!

PHONE: 323-724-4800

WEB: www.barryowen.com

BOOTH: 1242

SEPTEMBER 28 – 30, 2021

R.S. COVENANT, INC.

R. S. Covenant rings only look real! Visit us in Booth 737 at the Las Vegas Souvenir and Gift Show to see how we can custom make a ring or jewelry program for you!

PHONE: 314-409-6050

WEB: www.rscovenant.com

BOOTH: 737

BLACK ANCHOR SUPPLY CO.

Black Anchor Supply Co. has been in business for over 30 years and is known for being one of the most cuttingedge companies in the custom resort apparel industry. Our mission is simple – to make shirts that you’ll always want to wear. The anchor symbol represents stability and strength while inspiring adventure and creativity. Our products embody these values with the hopes to inspire people to do great things.

PHONE: 800-295-8599 x102

WEB: www.blackanchorsupply.com

BOOTH: 392

CAPSMITH INC

Poly Stripe Resortwear Collection. Diverse and electrifying, the Poly Stripe Resortwear collection features sublimation print on polyester knit crown, woven applique and comes in a modern custom deep crown fit and slightly curved bill. Available in various patterns such as Patriot, Beach, Sunset, Forest and more. Pattern shown on left is Patriot and pattern shown on right is Beach. Customize your cap with your chosen icon and namedrop. Available in overseas program. Call 1-800-228-3889 or visit our booth for details.

PHONE: 1-800-228-3889

WEB: www.capsmith.com

BOOTH: 1807

WOOD YOU TELL ME

Quote Boxes. Is it a gift? Souvenir? Art? All the above! Fabulous nature quotes aren’t just for posters and tshirts. Our Quote Boxes give new life and meaning to a little wood box for collecting treasures, storing jewelry, etc. A popular product along with our other boxes for over 10 years. Box lid fits perfectly anyway you put it on. $10.75 ea. Custom available. Made in USA. We’d love to see you at booth 1081!

PHONE: 218-234-5728

WEB: www.wytm.com

BOOTH: 1081

COUNTRY FRESH FOOD & CONFECTIONS, INC.

Country Fresh Food & Confections, Inc. continues to add to their expansive list of product offerings that are available for Private Labeling. 12oz trays are available in over 80 flavors of Country Fresh Fudge™ including Ketofriendly Sugar-Free Fudge. Another popular option for contactless sales is Country Fresh Fudge™ 6oz fudge trays in assorted flavors. The attractive full color display contains six different top-selling flavors. Each clear, resealable tray contains a knife for customer convenience. Each tray has a six-month shelf life. Displays are also available in Keto-friendly Sugar-Free fudge as well as Spirit Legends™ flavors such as Kentucky Bourbon and Tennessee Whisky.

PHONE: 800-545-8782

WEB: www.countryfreshfood.com

BOOTH: 1778

AHEAD LLC

AHEAD is a leading supplier of headwear to the USGA, PGA of America, Ryder Cup and numerous PGA Tour events in addition to more than 5,000 green grass and resort shops throughout the world. Our men’s apparel line offers exclusive collections, everyday essentials, mid layers, outerwear and casual attire. Our AHEAD apparel line is carefully designed and finely crafted with features that include moisture wicking, wind and water resistance, anti-microbial properties, UPF properties, and thermal regulation.

PHONE: 508-985-9898

WEB: www.aheadweb.com

BOOTH: 1032

DODOLAND

dodoland is a New Zealand company well known for its EUGY 3D paper puzzles. Eugy’s are fun, educational, eco-friendly, collectible and a perfect family bonding activity. With a range extending to over 70 models and distribution in 27 countries, Eugy’s are an international success and an ideal gift for children and animal lovers of all ages.

PHONE: +64 21 946 690

WEB: www.EUGY.com

BOOTH: 386

HISTORY & HERALDRY

We’re H&H - the leader in personalized gift giving! For more than 25 years, we’ve been developing new lifestyle brands and impulse products in our UK creative design studio, and shipping all across the USA from our Kansas City hub. Our products are specifically designed to be sold on floor stands to maximize sales, while minimizing our footprint at retail. At H&H, we aspire to provide our retail partners with products that surprise & delight consumers and ultimately inspire impulse buying. Our products are high quality, yet value-priced, with competitive margins. Our curated product portfolio includes ladies’ fashion, men’s accessories, kids, pets and holiday products. Sure to encourage personalized, thoughtful, inspirational and meaningful gift giving.

PHONE: 954-255-1944

WEB: www.historyandheraldry.com

BOOTH: 772

BONNIE LEE BOOKS

Bonnie Lee Books stories have a whimsical flair that introduce children to unique animals and their environment while developing the foundations for reading. Bonnie Lee Books are created with the highest quality materials. They are case bound and have high gloss lamination to make colors more vivid and images sharper.

PHONE: 415-606-9546

WEB: www.bonnieleebooks.com

BOOTH: 2011

SEPTEMBER 28 – 30, 2021

THE PETTING ZOO

For more than 21 years, The Petting Zoo has consistently offered the highest quality wholesale plush at the greatest value. Come see what’s new!

PHONE: 443-459-3336

WEB: www.pettingzooplush.com

BOOTH: 153

HONEY HOUSE NATURALS

Private Label Bee Bar Lotions. Put your own logo on our Large Bee Bar (2oz). This marvelous solid bar is a lotion! As the Bee Bar lotion is picked up and warmed by the hands or skin, the essential oils and butters are released and can be gently massaged into the skin and absorbed like any lotion. These amazing solid lotion bars are available for private label. They come in a gold embossed tin with your logo in the center.

PHONE: 253-926-8193

WEB: www.honeyhousenaturals.com

BOOTH: 958

LASERGIFTS

Did you know LaserGifts develops, engraves, decorates, and assembles name programs in the USA?! The new LaserGifts Legacy Knife is a Premium program that offers retailers a high profit, top quality item. An heirloom keepsake that retail customers will cherish for years to come. For over 30 years, LaserGifts has manufactured superior, high-quality, and high-profit name programs and souvenirs for the tourism and gift industry. Products can be found in many prominent locations such as nationally recognized attractions and popular gift and souvenir stores.

PHONE: 888-674-6612

WEB: www.lasergifts.com

BOOTH: 1043

WILDTHINGS SNAP-ONS

Wildthings Snap-Ons LLC specializes in Jr Ranger Vests, Hats, and Backpacks for children. They come with a FREE Name Drop and there are NO Minimums. They come with or without toys (compass clips & frog/butterfly). Our vests come in sizes Small through X-large. They come in Green, Pink, Khaki, Green Camo, Pink Camo, and Blue Camo. We also offer our vests in Adult sizes Small through X-large, in both Green and Khaki. We have matching bucket hats too!

PHONE: 415-457-0112

WEB: www.wildthingstshirts.com

BOOTH: 847

SEPTEMBER 28 – 30, 2021

BEACON DESIGN

Beacon Design’s red holiday pickup truck ornament is one of their most popular open line pieces. Ornament collectors and dog lovers of all ages would love to see this handcrafted keepsake in your store! Made 100% in the USA, etched from solid brass, finished in 24kt gold, and printed in vibrant color. The ornament measures approximately 2.8 x 2.6in, hangs from a ribbon, and is packaged in an elegant window box.

PHONE: 800-521-5001

WEB: www.beacondesign.com

BOOTH: 1178

LIPCO GROUP

Lipco offers a huge variety of souvenirs, gifts, drinkware, toys, tees and home decor. We have many wildlife and western themed items. We can customize items from our extensive catalog of designs, or we can print own your unique designs. We offer low minimums and affordable prices.

PHONE: 800-634-7547 x1210

WEB: www.lipco.biz

BOOTH: 279

MONTEREY IMPORT CO.

Stainless steel shotglass with iridescent design pops on your display shelf. Let us customize one for you today!

PHONE: 707-795-3067

WEB: www.montereyimport.com

BOOTH: 1036

YOUR GO TO PLACE FOR ALL THINGS APPAREL & HARD GOODS

COME VISIT US AT THE LAS VEGAS SOUVENIR & RESORT GIFT SHOW

BOOTH # 859

CTM GROUP INC / THE PENNY MEN

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

PHONE: 603-327-0087 x25

WEB: www.pennymen.com

BOOTH: 978

SEPTEMBER 28 – 30, 2021

CAPSMITH INC

Rum Label Resortwear Collection. Classic and vintageinspired, our Rum Label collection is available in a multitude of colors such as Dark Forest, Navy, Celadon, Burnt Orange and more. Rum Label Collection features a vivid print on distressed fabric applique on crown. Distressing on bill adds to the vintage charm of this collection. Nylon mesh back and hook & loop closure add to extended wear comfort. Customize your cap with your chosen namedrop. Available in custom icon and namedrop overseas program. Call 1-800-228-3889 or visit our booth for details.

PHONE: 1-800-228-3889

WEB: www.capsmith.com

BOOTH: 1807

MOMADIC

Dog Tag Necklaces. Available in stainless steel or reused natural copper material, these dog tag necklaces feature a 28” metal chain. Choose from over 200 designs to appeal to your customer’s desires. Name drop also available!

PHONE: 605-338-0732

WEB: www.momadic.com

BOOTH: 1079

PINNACLE DESIGNS

Pinnacle Designs is the premiere manufacturer of quality custom & stock souvenirs for every budget! We offer a variety of items including lapel pins, keychains, magnets, patches, lanyards, ornaments, walking stick emblems and so much more! Shown are two of the newest additions to our line. These exquisite quality magnets combine the rustic look of wood with 3D metal for a polished look. These are also available as keychains. The Victorian themed enamel keychains are double sided and come with a fun sparkly tassel. There are several tassel colors from which to choose! Please contact our experienced sales team to get started on quality custom souvenirs for your location.

PHONE: 800-438-7467

WEB: www.getpinnacle.com

BOOTH: 559

REXTOOTH STUDIOS

Made from 100% recycled materials, this jigsaw puzzle celebrates our National Parks! One of ten new designs!

PHONE: 406-599-1747

WEB: www.rextooth.com

BOOTH: 879

SEPTEMBER 28 – 30, 2021

RIO GRANDE WHOLESALE

Mediterranean Coral 10 strand necklace, green Royston lariat necklace, Acoma pot, Santo Domingo hummingbird pot, 15 row green turquoise dot bracelet, Mediterranean Coral cluster bracelet, Sonoran Gold cluster ring, Nevada turquoise chandelier earrings, tooled leather purse and wallet. All items subject to availability.

PHONE: 505-242-3739

WEB: www.riogrande-trading.com

BOOTH: 1293

WOOD YOU TELL ME

Glow Lights. At 1/3 of a watt, each light casts a warm sunset glow that lasts for years. Our Glow Lights are a wonderful functional souvenir or home decor item. Many styles to choose from. Easy to light display is included with an order of 30. We send the rest of your order carded and retail ready. Each unit measures 2.75"". Fits any outlet. $7.35 ea. Made in USA. We’d love to see you at booth 1081!

PHONE: 218-234-5728

WEB: www.wytm.com

BOOTH: 1081

ZHEN ZHU

Zhen Zhu Ornaments. Our ornaments are individually hand painted from the inside - meaning that each ornament is a uniquely created collectible. Each coming in a handcrafted gift box to make shipping and storage easy. What makes our ornaments so special comes down to the memories they create. People want to take home a piece of the places they visit. How do we know? Because when one gets lost or broken, they contact us to get it replaced. Stop by at the show and see what we have to offer!

PHONE: 480-663-1133

WEB: www.zhenzhuinc.com

BOOTH: 1759

XPLORER MAPS

Wrap yourself in super soft, crazy comfy, beautiful ART! These fleece blankets are perfect for the follow-up to Xploring our world’s most amazing, and YOUR favorite places. Made of 50% berber fleece and 50% microfiber fleece, it’s the stuff dreams are made of. Blankets measure 58" x 50". Machine washable

PHONE: 406-493-0166

WEB: www.xplorermaps.com

BOOTH: 1198

KALAN L.P.

Kalan’s USA Made Custom Souvenir Line is perfect for any budget! We offer low minimums, good prices and great customer service! All our of our USA made items are full color! This line includes all the best sellers! Magnets, Postcards, Keychains and more!!

PHONE: 610-623-1900 x326

WEB: www.kalanlp.com

BOOTH: 647

SEPTEMBER 28 – 30, 2021

STONEAGE ARTS, INC

Stoneage Arts Global’s mission to provide gifted World Artisans with economic opportunities and a platform to showcase their handcraft continues! Working together we produce unique art, gift, and décor items committed to sustainability and with a consciousness toward the environment. Our Kisii Stone Collectibles are created entirely by genuine human touch with basic hand tools, individually painted with natural dyes in this beautiful aqua motif.

PHONE: 407-847-6446

WEB: www.stoneagearts.com

BOOTH: 292

AMELIO C. ENTERPRISES

Come see what’s new!

PHONE: 602-956-4833 x1001

WEB: www.ameliocenterprises.com

BOOTH: 798

AVALON APPAREL

Style #40 mens zipper pocket space dye

$16.00

PHONE: 727-531-3662 x12345

WEB: www.colorsofavalon.com

BOOTH: 1250

SEPTEMBER 28 – 30, 2021

BERT ANDERSON COLLECTION

Bigfoot/Sasquatch Ornament 5" high

$4.75 each - No minimums. Free personalization!

PHONE: 800-962-9122

WEB: www.bertandersoncollection.com

BOOTH: 158

B & B APACHE CACTUS

Cactus Gardens in all sizes from magnets to 10 inch gardens planted in 3 different styles of stoneware pots, 4 colors of S.W. ceramic décor pots, and a few terracotta pots. Boxed Cactus Travel Kits come in a decorated box in 9 varieties. We have 3 different colored lines of Hi-Fire Functional Stoneware Pottery, including cases, bowls, chip-n-dip, utensil holders, etc. We also have fun ceramic Geckos & Kokopelli. We make all our own pottery and plant our cactus in Arizona, USA. Ask about delivery.

PHONE: 480-983-1948

WEB: www.bandbapachecactus.com

BOOTH: 986

FEATURE STORY

Making Sales a Sure Thing Selling Jewelry at Boutique Shops

Jewelry is a popular accessory at clothing boutique shops, and while favorites vary, strong display and in-store placement, as well as social media, are all important elements of making jewelry sales into a real store “gem.”

At Tumbleweed in Portland, Ore., Manager Sonja Geisler said that the store’s best-seller is the Austin-based Claire Sommers Buck brand of jewelry. “She’s very globally influenced, and I believe the reason this line is so popular for us is because it is very unique. She also carries many beautiful, special, and unusually designed stud earrings, and there is a real trend right now of little stud earrings being extremely popular.” For Geisler, selling more jewelry in associated with placement of these items within the store. “We have all our jewelry by the check-out desk, and we handwrite our receipts, which is a personal touch that we do, but it also takes a little longer to make a purchase. While that process is happening, people tend to drift through and browse the jewelry items and notice things they might want to add to their purchase.” She added, “We also post some of our jewelry on Instagram, too, although because we are primarily a clothing store, apparel items get more focus on social media.”

At the cutting-edge, independent-label boutique, Geisler’s top display tip is to make displays easy to see. “We put necklaces on our mannequins so customers can see them. But keeping the jewelry near the register is what really works for us. That placement is important, because everyone is going to see it and be able to spend a little time browsing it as well at that location.”

In Seal Beach, Calif., Shara Sales Associate Joselyn Escobar , speaking for owner Meghan Boyce, said

that big sterling silver stone rings are trending as a must-buy at the shop. One of six locations for clothing, accessories, and jewelry, the store is known for its fun Tshirts and trendy necklaces. But for now, rings are king. “They sell a lot,” Escobar related. “Everyone seems to be getting into the idea of wearing rings, particularly the bigger, chunkier ones.” According to Escobar, “It’s the fashion trend in jewelry right now. We also do a lot with zodiac necklaces and initial necklaces, and small birth-stone stud earrings. The stud earrings are also a trend.”

To sell more jewelry, Escobar said in-store display and social media are both important. “We do try to promote jewelry items on Instagram, particularly whatever new items are coming in. In the store, display is centered around keeping the jewelry separate from our clothing; and we have mannequins in the window as well as a display case that shows our jewelry.” And when it comes to display, grouping jewelry items by type is a good idea, Escobar stressed. “For example, we have a cabinet with all our sterling silver items in it. We can easily recommend that jewelry to people with more sensitive skin, because sterling can be best for that. Elsewhere in the store we keep our earrings or our necklaces, and within those categories we separate them by the type of jewelry we have.”

At the 1,000-square-foot Treehaus in the Atwater neighborhood of Los Angeles, Calif., Co-Owner Michelle Pedersen said, “We sell a lot of jewelry, both

Mary Rose Boutique model CC highlights a bracelet. The store favors vendors who employ eco-friendly, sustainable and fair trade practices.

Las Vegas Souvenir & Resort Gift Show Section

locally made and small batch makers that are located in a variety of places. One of our best-sellers is Jenny Bird. That’s not a local brand, but the construction and design are both really good,” she reported. “The design is just spot-on; it’s modern minimal and very high quality. I think this specific jewelry brand does so well because it goes well with many of our different apparel items.” Promoting jewelry items is based on both in-store displays and also accomplished through posts on both Instagram and Facebook, Pedersen related. “But to be honest, our jewelry kind of sells itself for us. People come into the shop looking for jewelry because they know we have a really good selection.”

Her display technique is as unique as the jewelry items the store offers. In-store displays are highlighted throughout the shop and describe the jewelry in detail. “We have different markers with little biographies about the jewelry all around the store. Those careful descriptions help shoppers to explore all our different makers.” In short, she said that the variety the store offers and its personal touch are both very appealing to Treehaus shoppers.

Her top jewelry display tip, however, is to “keep things flat. That does best for us. Having a flat display makes it easier for customers to really view each item, and we use a white background so the jewelry will pop more.” The shop does hang some necklaces, but primarily flat is the focus, she says, because it makes the jewelry standout.

In Long Beach, Calif., at Prism Boutique, Owner Dayna Mance reported that her fashionable Bohemian clothing and jewelry store finds both necklaces and Continued on page 72

Ash, a store model for Mary Rose Boutique, shows necklaces to their best advantage. Earrings are top sellers for the store.

Making Sales a Sure Thing (From page 71)

earrings to be strong sellers. “Gold continues to be the strongest seller,” she noted. She gold jewelry items simply appeals to all her customers. But whatever precious metal is used in a piece, to sell more jewelry, Mance often features her jewelry on social media. The promotion can, she said, “help drive sales.” When it comes to display in the store, she makes sure the jewelry can shine, believing that positioning jewelry well in terms of lighting to be among the most appealing display tip. Also important: “Keep everything clean and organized. Keep everything simple.”

At the size-inclusive, body-positive Mary Rose Boutique in Oregon City, Ore., Owner Julie Allen said that “Our earrings have been our top sellers.” She has high hopes for new jewelry just arrived from the vendor Mata Traders. Ethical, handmade jewelry such as Mata have the strongest appeal for boutique customers.

Allen said she informs her customers about the products and vendors directly in her 1,800-square-foot store. She described that kind of personal customer interaction as the best way to sell more jewelry. “We also give suggestions and tips for jewelry to fit well with [our customers] outfits.” Additionally, she said her store sells more jewelry by providing pieces that come from “vendors who are eco-friendly, sustainable, and have fair trade practices.” Her top display tip? “Accessorize jewelry with outfit options. We utilize our mannequins to showcase how to wear pieces,” she explained.

Overall, jewelry remains a strong seller at boutique shops; and while the type of jewelry that is most popular at any given store and display techniques may differ, jewelry remains a sparkling sales star among boutique accessories. ❖

Pandemic-Added Store Operations that Are Here to Stay

Asked what aspects of store operations that began during the pandemic but appear to be sticking around, clothing boutique owners and staff cited a variety of customer-oriented changes.

At Tumbleweed in Portland, Ore., Manager Sonja Geisler said, “I think what’s here to stay is getting to personally know our customers, and know what they like, so that if they don’t want to come into the store, we can find things they would like to purchase for them. We offer delivery and pick-up, and if we are working with established customers, we sometimes let them keep a few items on approval, and if they don’t like something once they’ve tried it on, we will pick it up as a

return. We are definitely keeping all of those service areas in place; they have worked very well for us.”

In Seal Beach, Calif., Shara Sales Associate Joselyn Escobar, speaking for owner Meghan Boyce, said things have not changed all that much in terms of store operations during the pandemic. “We don’t offer pick up, for example. But people are required to wear masks even if they are vaccinated, and that is something we will keep doing for a while, anyway.”

Located in Los Angeles, Treehaus Co-Owner Michelle Pedersen said, “We do a lot more in-store pick-up that we used to do, and that will continue. It’s not like we didn’t offer that service before, but we weren’t making a

point of telling people about it. We also do more email outreach for online sales as well, and that will also certainly continue.”

In Long Beach, Calif., at Prism Boutique, Owner Dayna Mance reported, “We opened more doors to let more airflow in during the height of COVID-19. We love the fresh air so much that we will continue doing this. We will also continue with extra cleaning and asking customers to sanitize their hands upon entry to the boutique.”

And at the 1,800-square-foot Mary Rose Boutique in Oregon City, Ore., Owner Julie Allen has a sanitizing technique she plans to feature long-term at her store. “We steam all clothes after they are tried on. This is an operation we are planning on continuing.” ❖

A store model named CC wearing a necklace in a photoshoot for Mary Rose Boutique. The owner said personal interaction is the best way to sell more jewelry.

Back to the Beach Beach Shops Talk Top Sellers and the Challenges for the Summer Season

By Karen O’Malley

For this article, beach shop owners discussed their top selling items along with the challenges they are facing for the summer selling season.

The Gay Dolphin Gift Cove, in Myrtle Beach, S.C., has something for everyone, said Owner Justin “Buz” Plyler. Of his 35,000-square-foot store, Plyler said, “It’s so big because we try to satisfy niches. Everyone who comes to the store finds something there that they both find beneficial to their vacation and fun. We have an enormous amount of things that apply to your stay at the beach.”

The store also aims to appeal to all generations, beginning with the children in a family. “We have probably four generations in a family that come to the store every year. And, the children will be introduced to the store by the way of the toys,” he said. “We have all manner of toys, which we keep down low, for the children to be able to pick up. My thinking is that there are things that create initial contact with the customer. The little children come back, and we try to have something for every age group.”

In addition to toys, the Gay Dolphin Gift Cove stocks thousands of items that are manufactured inhouse. From postcards to seashell decor to bicycle name plates, numerous items are produced by staff. “We carry the staff through the winter with a full 40hour workweek. We needed something to keep them busy and to get some return on, so we began manufacturing things out of seashells,” Plyler said. He added that his wife, Michelle, who also manages the shop, has played a large part in developing the items: “The success of the shop and of our products have been largely due to her graphics arts skills and her tremendous computer knowledge. She has been responsible for so many of the items we have produced. In all aspects of the shop, she has worked very hard,” he said.

But, like many employers across the country, the Gay Dolphin is experiencing a shortage of staff as it starts the busy summer season. “When you’re this size, it’s a wild ride. Every year’s a challenge. This year the challenge has been primarily the labor,” Plyler said.

Employee Monique shows some of the many nautical-themed items that are available at Pier Gifts.

Continued on page 76

Back to the Beach (From page 74)

He added that it’s the extra things that the shop does that helps it retain employees: “We’ve always had a great relationship with our staff. They refer people to us and we’ve been able to stay in business. Right now we’re probably running with 35 or 40 people – it’s hard to run the store with that. We need 50. But, everybody has pitched in; everyone has done a good job.”

Terri Custer , owner of Pier Gifts in Pismo Beach, Calif., has witnessed staffing issues as well. “We’ve had to reduce our hours because I can’t work the great staff that I have into the ground. When you’re open seven days a week from 9 a.m. to 9 p.m., it gets a little hard. So we started opening at 10 a.m. and closing at 8 p.m. And we just try to be more cautious about how we’re scheduling,” Custer said.

Custer bought the shop 31 years ago, and in the past year was able to also purchase the building where the store is located. “We have about 11,000 square feet of sales floor, and I probably have that much in the back with office and storage, which helps us keep a lot of product moving without having to go to a storage unit to get it, so that’s been helpful to us,” she said.

The shop is divided into three sections. “We have clothing, souvenirs and gifts. And, we try to sell everything. I don’t want to be reliant on just one product,” Custer said. “We try to stay on-trend but always beachy. We’re at the beach; that’s why everybody’s here. We do a lot of namedropped garments, that have ‘Pismo Beach’ on them, a lot of souvenirs, nautical gifts and shells, you name it.”

Other top products for Pier Gifts are marijuanathemed gifts, Custer said. “They say things like ‘California, Legalize It’ – it’s been so huge and sells like hotcakes. People also like our ‘Toast and Roast’ mugs and other fun little marijuana-themed things.” Beachinspired jewelry and tie-dyed garments with either soft or bright colors are also popular this year, she said.

Pier Gifts is a family business, with Custer’s daughter Nicole helping to manage the business and poised to take over when Terri retires. “We love it; we love our customers. Everybody’s on vacation and generally in a pretty good mood. Even in the last year, we’ve been very

Owner Justin “Buz” Plyler and staff of the Gay Dolphin in Myrtle Beach, S.C., pose in front of some of the store’s popular seashell items.

Blue Room Gallery and Gift Shop Owner Clare Conley. The Bethany Beach, Del., store opened in 1994. The shop’s name was inspired by a surfing term.

Beach-themed items, and name-dropped gifts featuring “Pismo Beach” are some of the most popular at Pier Gifts.

busy because so many beaches were closed in California,” she said. “Right now we have a lot of Californians getting out of LA and San Francisco and coming down to something smaller, and a little softer and more friendly feeling. Overall it’s a very nice little beach town business,” she added.

Blue Room Gallery and Gift Shop was opened by Owner Clare Conley in 1994 in Bethany Beach, Del. What began as a fine art gallery has evolved to an eclectic mix of art prints, unique items for the home and gifts. One of the shop’s biggest sellers is a line of beach posters. “A local artist has developed, so far, 85 of these Art Deco style posters. We have Bethany, all of the other local beach towns and more. They’re a big seller,” Conley said. The 500-square-foot shop also stocks a selection of items from around the Continued on page 78

Popular items at the Blue Room Gallery and Gift Shop include posters of nearby beaches designed by a local artist.

Back to the Beach (From page 77)

world, including items made throughout the United States, as well as ones from Italy, Spain, Egypt, South America, South Africa, Kenya and more. “You can almost take a trip around the world with the amount of countries that we sell from,” Conley said.

One item from a company based in Australia has brought the store a lot of attention, Conley said: “I started putting out a beach umbrella that looks like a cabana. I make this whole display outside with the cabana and my Turkish towels and prints, which are some of my best-sellers. That display has really captured the attention of the customers walking by making them want to come in.”

But, as a retailer that carries such a variety of items, the shop has experienced some supply chain disruptions due to the lingering effects of the pandemic, Conley said. “Some of my best-selling products have been delayed. It’s just taking longer to get the products. So, I’m really having to think ahead with my ordering,” she said.

Shoppers eager to enjoy their time at the beach has also created a bit of a challenge, albeit a good one, she said. “One of the positive things out of the pandemic is that our season is starting earlier. So we’ve been getting our stores ready earlier and need to get all of our product earlier since we’re busier earlier,” she said. “It is a little bit of a challenge with the workload, but it’s a good thing in the end.” ❖

Home Décor Product News

Handmade Stars

Lorab International offers the best designs and quality of handmade stars from India. Take a SPLASH with our Splash Blue Star and check out our website to see all the beautiful stars we offer. Lighting them will make you SMILE.

(For more information visit www.lorab.com, call 831-818-2533, fax 702-837-5532, or circle 83 on the reader service card.)

Shown is Terri Custer, who has owned Pier Gifts in Pismo Beach, Calif., for 31 years.

Home Décor Vendor Profile

North Country Wind Bells® Is Ready for the 2021 Season

North Country Wind Bells® offers seven unique wind bell collections with over 62 beautiful wind bell melodies and includes over 100 interchangeable windcatcher options to personalize any bell with a nautical, woodland, holiday, spiritual, or whimsical theme to fit any storefront in any part of the country.

Each wind bell is carefully constructed with recycled steel and then powder-coated in the extensive workshop on the family compound on the rugged Pemaquid Peninsula of Maine. These special wind bells are then neatly tagged and tucked into a distinctive recyclable box. North Country Wind Bells® is a proud “green” company. The company’s passion and creativity are derived from living in the austere beauty of Maine’s rugged coastline and deep forests, with a desire to protect them.

“Haunting Sounds and Magic Memories®” echo very fond memories through the company’s wind bells in unique and sound designs for vacationing travelers nationwide. These travelers purchase a North Country Wind Bell® to embrace memories that will play for years to come. These wind bells also make the perfect gift, year-round, “as with every gentle wind, the recipient will have a lovely reminder of you and their fond memories of places visited!”

Now more than ever, with the changing world of trade, retailers of all kinds are seeking American-made products.

(Go to northcountrywindbells.com for more information and to hear the bells. Wholesale prices are $15.50 through $50. Wholesale ordering is available through the website. Call 877-930-5435 toll free Monday through Friday from 8 a.m. to 4 p.m. EST or email ncbells@tidewater.net. For additional information, circle 43 on the reader service card.) ❖

Retailers can visit North Country Wind Bells® at the Smoky Mountain Gift Show in Gatlinburg, Tenn., in November.

Tips to Sell More Apparel at Water Parks and Amusement Parks

By Karen Appold

If you’re looking to increase clothing and accessory sales at your gift shop, there’s no need to reinvent the wheel. Sell what sells best at similar shops, stock appropriate items for each season, and display items in attractive ways in high-traffic areas of your store.

When it comes to top-selling apparel items, Gary Popp , manager of retail and premium services, Elitch Gardens Theme and Waterpark in Denver, Colo., said tie-dyed T-shirts continue to be the shop’s strongest seller. “They remind people of summer with their bright colors,” he said.

Popp said aqua socks are also popular because guests like the comfort of running around the waterpark and not having to take off flip flops to ride attractions or worry about losing them.

Jamie Hansberry, human resources manager and buyer, Enchanted Forest, Turner, Ore., said her number one selling clothing item is also T-shirts, particularly those touting Ice Mountain—the first large ride to open in the park in 1983. These shirts come in blue or yellow and feature a picture of the park’s Ice Mountain Bobsled coaster coming through a forest of trees and a snowy mountain. The shirt was designed by Garret Baker, the grandson of the park’s creator, Roger Tofte.

Enchanted Forest Socks are also popular. The socks contain images of park attractions, including Ice Mountain, the Shoe Slide, the Log Ride, and many more. They come in both child and adult sizes. “Guests love that many of the park’s attractions are pictured on the socks,” Hansberry said. The socks are one-of-a-kind and are designed by Susan Vaslev, Tofte’s daughter.

T-shirts are also all the rage at Nelis’ Dutch Village in Holland, Mich., particularly child and adult tie-dye shirts, said Veronica Curtis , retail manager, Nelis’ Dutch Village, Holland, Mich. Items with tulip designs sell well too because Dutch Village was first a tulip farm. “It’s fitting for our heritage,” she said, adding that the town holds a tulip festival every spring.

Unsurprisingly, Chris Sanchez , director of guest services, Epic Waters Indoor Waterpark, Grand Prairie, Texas, said top sellers are accessories, specifically waterproof phone cases and goggles. “However, what surprises me is that our number one and number two

A T-shirt display at Nelis’ Dutch Village. Tie-dye shirts in adult and children’s sizes do particularly well for the attraction, Continued on page 82

Tips to Sell More Apparel (From page 80)

top sellers for apparel are men’s water shoes and men’s swimwear respectively,” he said. “Oftentimes, fathers and uncles do not come prepared to swim in a waterpark, which is probably because they either forgot to bring their swimwear or they walk in and see how epic the waterpark is and decide to swim once they arrive.”

Jessica Moon , retail, games, and attractions manager, Six Flags Over Georgia, Austell, Ga., said her “Six Flags Over Georgia Crew Sweatshirt” is her number one seller for adult apparel. It comes in a variety of colors and is valued at $29.99. “The material is a soft cotton fleece that’s really comfy and on trend with the oversized sweatshirt look,” she said. Adults and teens flock to this item.

Moon’s number two hottest item is the park’s new Exclusive “Spring Tee” valued at $14.99 or two for $20. They come in six different colors available in youth and adult apparel, and are 100% breathable cotton.

For Giacomo Belardo , in park revenue director, Noah’s Ark Waterpark, Wisconsin Dells, Wis., higher-end branded swimwear and clothing from

Oops! The Most-Often Forgotten Apparel Items

When visiting a waterpark or amusement park, some people tend to forget that they might need more than the shirt on their back.

Gary Popp, manager of retail and premium services at Elitch Gardens Theme and Waterpark in Denver, Colo., said custom towels are the number one item people buy due to forgetfulness. “Guests come to the park prepared, but an extra dry towel is important whether it’s used to dry off or keep as a memory of their visit,” he said.

Towels are also the top item that people don’t bring to Epic Waters Indoor Waterpark in Grand Prairie, Texas, said Chris

Sanchez, director of guest services. As a standalone indoor waterpark, it doesn’t have a hotel connected to its building like many of other indoor waterparks. Those facilities generally have a towel rental service, which the park doesn’t offer. The 2,000-square-foot shop offers a selection of both generic and Epic Waters branded towels at all price ranges.

Jamie Hansberry, human resources manager and buyer, Enchanted Forest, Turner, Ore., said visitors tend to forget to bring hoodies. “Oregon can get chilly and rainy, and we are in a shaded forest,” she said. “I don’t think

guests realize how chilly it can get here in the spring or on summer mornings.”

Guests visiting Nelis’ Dutch Village in Holland, Mich., also frequently find that they need a warmer cover-up. “Since the majority of our park is outdoors, it can be chilly in the morning and hot in the afternoon,” said Veronica Curtis, retail manager. “Many guests find they need a coat or jacket for the changing weather conditions. Sweatshirts are a great pick-up item that can take that chill off as well as be a souvenir. Long-sleeved shirts with hoods are popular when rain showers pop up.” ❖

Adult T-shirts in a wall display at Nelis’ Dutch Village. In addition to T-shirts, gifts with tulip designs also sell well.

Quicksilver, Roxy, and Life is Good along with footwear from Cobian and Havaianas sell well. “These brands are iconic in the swim and surf categories and have broad appeal across all age groups,” he said.

Changing Selections for Summer

As Six Flags Over Georgia prepares for the summer season, it will highlight its featured programs and place them on displays alongside complementary accessories such as baseball caps, visors, sandals, and fanny packs. Moon and her staff will dress mannequins in ways that enable guests to imagine themselves wearing these items. “Guests are mostly focused on riding rides, so we want to make their decisions to purchase souvenirs easy for them by having the product staged together,” she said, which makes the transaction go quickly. There are 20 gift shops throughout the park, ranging from 400 to 1,500 square feet.

For the summer season, the 800-square-foot shop at Elitch Gardens Theme and Waterpark will offer an edited selection of ladies’ swimwear. “Having the ‘Basic Betty’ in stock is key to sales,” Popp said.

Epic Waters maintains a temperature of 85 degrees, so it sells summer apparel all year round. In the winter months, however, people tend to purchase more hoodies, sweaters, and other warm clothing. Coming out of winter, the shop shifts its focus from winter apparel to a summer-focused collection. “By moving these items off the sales floor, we can make space for tank tops, cover-ups, and sunhats, which will sell better in the warm summer months,” Sanchez said.

For the summer season, Belard’s plan is to bring in styles that are classic and continue to be trending. “This keeps all guests excited about the products,” he said. “We feature selected items by line or display the lines up front on mannequins so guests can visualize

themselves wearing products.”

Display Tips

The shop at Elitch Gardens Theme and Waterpark has two entry points, so it uses nesting tables at both entries to showcase apparel and accessories. Its wall displays and many floor fixtures are used to display swimwear in obvious girls, misses, ladies’, men’s, and boys’ sections.

Every visitor at Epic Waters Indoor Waterpark has to walk through its retail store to enter the park. Its top-selling item—waterproof phone cases— are within hands reach of the admissions queue line allowing for impulse buying. The shop also has large displays of its goggle collection on the back wall to grab the eye and encourage guests to walk through the store and potentially see other items they may purchase, Sanchez said.

Classic Enchanted Forest labeled apparel is displayed at eye level in the Entrance Gift Shop, located right next to the park’s entrance and exit. Therefore, it is either the first or last thing people see in the park, Hansberry said.

Most of the shop’s other shirts are displayed in its Western Town Gift Shop, named Opera House—which is in the center of the park and is its busiest gift shop. A video of the park’s history plays inside Opera House, which draws people into the store, Hansberry said. The shirts are located next to the video playing area. The park’s gift shops range in size from 300 to 1,040 square feet.

Nelis’ Dutch Village has a dedicated T-shirt room in its 10,000-square-foot main gift shop for customers to peruse its complete collection. Some of its shirts and sweatshirts are highlighted in other areas throughout the theme park, Curtis said. ❖

Veronica Curtis, retail manager, Nelis’ Dutch Village in Holland, Mich., photographed with T-shirts in the background. The 10,000-square-foot store has a dedicated T-shirt room.

Where Gifts to Wear Shine Apparel Trends at Museum Stores

Among the hottest trends at Laura Ingalls Wilder Museums in both Walnut Grove, Minn., and Mansfield, Mo., is a style that’s been out of fashion for at least 100 years: bonnets. The same kind worn by the female characters in Wilder’s “Little House on the Prairie” novels, and by Wilder herself.

The hand-sewn calico toppers — in sizes for infants, grandmas, and everybody in between — fly off shelves at both museums. “In a good year, we sell 700-800 bonnets,” said Amy Foster , executive director of the Laura Ingalls Wilder Museum in Walnut Grove. “It’s a big business.” For Midwestern women, bonnets are not only nostalgic but also practical: Foster said the hats protect against dust and bugs in the garden.

Foster recruits local women, including her own mother, to sew the bonnets and matching aprons and dresses. “They’re all grandmas, and they’ll bring their friends,” explained Foster. Two- and three-piece bonnet sets are favorite gifts, and pink and purple are the most sought-after colors.

At the Laura Ingalls Wilder Historic Home & Museum in Mansfield, Mo., Gift Shop Manager Susie

pioneer style favored by modern shoppers. Mansfield shoppers can even find jewelry incorporating replicas of Wilder’s silverware pattern.

Of course, both stores also do a brisk trade in logo T-shirts and sweatshirts. In Mansfield, Choate said light yellows, blues and pinks are hot this year. “We got a new embroidered design last year that was pretty popular, too,” Choate noted.

“I have daughters in their 20s, and these are just a big thing right now. You can throw them on over a tank top, or if the air conditioning’s too cold.”

Choate also finds local women to sew the best-selling bonnets, aprons and dresses, which come in a variety of ditsy-floral prints. Both Wilder museum stores also carry vintage-style coonskin caps for men, another

The Walnut Grove store carries a full range of shirt styles, from zip-ups to crewnecks and hoodies. Olive green, scarlet red and purple are top colors, and a three-quarter-sleeve shirt in a trendy buffalo check has been the surprise best-seller for three years running. “It has the state of Minnesota and a star on it, and we keep having to restock it,” Foster said.

Another hit is the long-sleeved hoodie in a thinner,

Continued on page 86

Logo ball caps from the Ulrich Museum of Art, which is located on the Wichita State University campus in Kansas. The caps are launching this summer and follow a successful T-shirt line that was launched shortly before the March 2020 shutdown.

- Beth Glandt, Colorado Railroad Museum gift shop, Golden, Colo., discussing the lightweight hoodie trend.

Where Gifts to Wear (From page 84)

T-shirt material, rather than the more traditional sweatshirt. “Teenage girls just love those,” noted Foster of the shirts, which come in gray and purple. “They’re the perfect weight for a cool morning.”

Lightweight hoodies have also done extremely well at the Colorado Railroad Museum gift shop in Golden, Colo. “I have daughters in their 20s, and these are just a big thing right now,” observed Gift Shop Manager Beth Glandt . “You can throw them on over a tank top, or if the air conditioning’s too cold.”

The Railroad Museum sees a lot of international as well as domestic visitors — and they all have to walk though the shop to enter or leave. “It’s a strategic setup,” laughed Glandt. Many patrons are passionate about trains; favorite souvenirs include a denim hickory-strip engineer cap for kids and blackand-white caps for adults. Bestselling tees and sweats, with graphics by a local designer, are those that feature popular engine numbers. “We have three historic locomotives, and all three have been really big,” said Glandt. “Our rail fans grew up with the railroad, or their parents or grandparents did, so it really resonates.” When Engine #20 debuted last year — after a 15-year, $3 million restoration — “everyone wanted it” on a shirt, Glandt said.

Kids’ shirts are more fanciful, with the museum

logo on the sleeves. The boys’ best-seller shows a train going through sunset mountains, while the top girls’ shirt has glittery flowers around a train in hot pink. “We have been around for 60 years, so we have our standby vendors that do great work,” Glandt said. “We’re lucky to have those relationships.”

Museums in many states were closed far longer than other venues; in some parts of the United States, non-local visitors were restricted as late as June. As attendance gradually returns, museum retailers are trying to gauge shoppers’ moods.

The gift shop at the Ulrich Museum of Art, on the Wichita State University campus in Kansas, launched a T-shirt line for the first time shortly before the March 2020 shutdown. “People were excited for them. Those shirts really took off,” recalled Joanna Ramondetta , finance and office manager. Once the museum finally reopened earlier this year, tees in larger sizes were the first thing to sell out. This year’s new item, an Ulrich logo ball cap, is launching this summer, and Ramondetta expects it to do well.

While Ramondetta restocks, the Ulrich gift shop will emphasize its online store during a summer building renovation. “I hope people find us there,” Ramondetta said of the website. In fall 2021, Ramondetta expected increased foot traffic from a new student lounge.

Which T-Shirt Designs Does Best For You And Why? “O

ur best-seller has our logo with our farm house graphic on it.” – Gift Store Manager Susie Choate, Laura Ingalls Wilder Historic Home & Museum, Mansfield, Mo.

“We’ve got a single design - a black tee with our logo on it - and it does very well.” –Finance and Office Manager Joanna Ramondetta, Ulrich Museum of Art, Wichita, Kan.

“A long-sleeved tee that’s got

stuff written all over it. It has the name of the program and lots of other details on the sleeves, the back, even the pocket. I wasn’t sure about all that writing, but our printer told me, ‘Listen, it’s been selling well for a long time, stick with it.” – Executive Director Chris Faye, Hui o Laka/ Kokee Natural History Museum, Kekaha, Hawaii

“Our top design shows our covered wagon being pulled by oxen. It’s also got our museum

name along with Walnut Grove.” –Executive Director Amy Foster, Laura Ingalls Wilder Museum, Walnut Grove, Minn.

“Our lightweight hoodie tees branded with our Engine #20 have been a real big seller, especially for rail fans. People know our particular locomotives. You can’t get this design anywhere else.” — Gift Shop Manager Beth Glandt, Colorado Railroad Museum, Golden, Colo. ❖

Susie Choate, bookstore supervisor, Vicki Johnson, museum supervisor, and Sheena Mahan and Rhonda Cecchini, docents, of the Laura Ingalls Wilder Home and Museum. Bonnets are top-selling for the organization.

When COVID shut down the Kokee Natural History Museum in Kekaha, Hawaii last year, Executive Director Chris Faye had a huge inventory ready for spring break. After a five-month closure, the museum, in the Koke’e State Park on Kauai, reopened — but only to locals. Visitors were restricted from the island until May 2021, and during months of slower-thanusual attendance, the ongoing uncertainty led Faye to hold off on new buying.

“We’re selling a lot of tees and sweats, all basically stock from before the pandemic,” said Faye. Shortsleeve tees, in neutral gray and blue, do well in summer, while long-sleeved shirts are a top item for chilly

vacationers. “We’re at 3,600 feet, and many people buy them just because they’re cold when they get up here,” Faye noted. These shirts come in forest green and hunter orange — the latter designed specifically for local hunters, who are required to wear long sleeves in bright colors. Logo caps sell well with kitschy park slogans like “May the Forest Be With You.”

As more tourist buses pull up to the museum, Faye said the store is filled with vacationers who don’t have many options. “So many businesses are still closed that we’re filling a niche right now,” she said. “We’re not back to normal yet. But I’m not sure how long this will all last.” ❖

Apparel Product News Brief NB

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Eagle Products offers Fashion Appliqué with endless fabrics, thread colors, stitch techniques, and decoration capabilities

Merchandise Trends for Gift Stores in the Southeast

What a difference a year makes. Last summer, River Fair Trade did a strong business in housewares for Americans trapped at home by the pandemic. “I cannot even tell you how many wind chimes we sold last summer,” said Shannon Dowling, owner of the Morgantown, West Virginia boutique. “But we couldn’t sell a dress to save our lives.”

This year, wind chimes are trending down, and sales of clothing and accessories are up. Americans, many newly vaccinated, are heading out to dinner and on vacation for the first time in a year — and buying new purses, earrings and outfits for the occasion. Dowling is among the many Southeastern retailers who report booming sales of apparel and accessories for newly liberated shoppers.

“We’ve got pants and wrap shirts made from recycled silk safaris that are flying out the door because they’re comfy, but also dressy enough to wear to a festival,” the retailer said. “We’re seeing an uptick in jewelry — nothing fancy, nothing expensive, just colorful, lightweight items for going out again. Headbands are a huge hit; we sell a ton of them. And bags and purses are starting to move again, while last year, we couldn’t sell even one.”

Summer is usually slower in Morgantown, which gets most of its traffic from West Virginia University. But as the school year ended in May, Dowling saw a huge influx of tourists — “a really pleasant surprise,” she noted. To attract weekenders and locals participating in Morgantown’s downtown arts walk, Dowling filled her 525-square-foot storefront with colorful window displays. Inside, shoppers are greeted by coordinating jewelry, hat and clothing displays along walls and on floor fixtures. River Fair Trade will relocate this fall to an adjacent space with triple the square footage.

It’s an optimistic move — and symbolic of how American retail, after a pandemic slump, is joyfully rebounding. “Last year we had ordered comfier, organic clothes like overalls for staying home,” Dowling reflected. This year, she thinks summer’s hot item will be sun hats for people finally headed on vacation.

And while dress sales are still slow, she expects orders to pick up in the fall, when faculty returns and events resume on campus.

At Uptown Gifts on Main in Columbia, South Carolina, customers favor personal items like purses, bags, reading glasses and slippers. “Now that they’re going back to work, people are looking for things they haven’t been out to touch and feel in person in a long time,” observed Owner Michelle Cormier. She expects this summer’s beachgoers to snap up tote bags and towels, as well as the ever-popular Corkcicles insulated tumblers.

Cormier bought the 13-year-old shop last August from a retailer who had decided to close during the pandemic. This spring, downtown Columbia filled up again with businesspeople and tourists, and sales are up at the 2,274-square-foot shop. “The holiday season was definitely better than I anticipated,” the retailer reflected. “And now that the weather is getting warmer, I’m seeing a lot more people.”

Summer weather has also brought more visitors to Franklin, Tennessee. “That’s when we typically sell more souvenirs than anything else, and I think that will be the case this year as well,” said Sarah Pounders , Owner of Made in TN, a boutique featuring local wares. “We always get lots of locals, and tourism is definitely picking up.”

Coffee mugs, coasters, and postcards are the perennial best-sellers at Pounders’ boutique, which features exclusively products crafted by Tennessee artisans. Circular displays with one-way traffic throughout the store not only highlights unusual items, but also encourage social distancing. “People do appreciate that,” Pounders said.

In Ocean Springs, Mississippi, Gayle Jones has

been greeting a steady influx of patrons at Poppy’s, her 3,000-square-foot boutique. “They’re going out to shop, and shop local,” the retailer reported. Housewares of all kinds have been hot this spring — drinking glasses, garden items, flags, door hanger décor. “We sell a lot of that kind of stuff,” explained Jones, adding that aside from a small jewelry selection, her shop specializes mostly in home decor. “Even my Tyler laundry soap, I can’t keep in stock.”

With newly vaccinated Americans finally ready to entertain again, Jones is betting big on partyware this summer. “The dip trays, the charcuterie boards — now that people are getting out and getting together, I see a lot of that,” she noted.

Jones is constantly rearranging displays at Poppy’s, which she opened in 2007. After a year of pandemic isolation, she envisions the store as a retail oasis. “It’s a happy place where people can come to relax, have a little shopping therapy, and hopefully fall in love with something for themselves or a friend,” Jones said. “I want to make this an inviting space, with a mix that’s always fresh.”

One pandemic change, however, is permanent. “We removed a lot of our displays to make the store more open, more comfortable for people to browse,” Cormier explained. “And we’re going to keep it that way, because people like the extra space.”

It’s a busy season so far at Country Barn Gift Shop in Pigeon Forge, Tenn. Children’s toys are always a favorite category, said Owner Patricia Marks , and this year is no exception. Popular items include stretchy little animals and bubble toys that pop with the fingers — a contemporary twist on last year’s fidget spinners. “There are things that give kids a little release, calm them down,” explained Marks.

Naturally, in the heart of Tennessee’s tourist belt, Country Barn does a brisk business in destination Tshirts and sweatshirts. Marks’ family has owned the 4,000-square-foot emporium since 1985, and those bonds matter more than ever. With the tight labor market, “we literally couldn’t get through this year without the family helping out,” Mark’s reflected. “It’s going to be a big summer.” ❖

Nowhere to Go But Up Museum Retailers Hope for a Picture Perfect Recovery

As everyone is painfully aware, 2020 was a brutal year for the souvenir and gift industry. Museum gift stores were hammered as many were impacted by a state order mandating that the host museum be closed. As they start to reopen, albeit maybe in a reduced capacity, their shops are noticing a definite uptick in sales.

Stella Moraes Gutberlet , guest services manager of the Children’s Museum of the Upstate in Greenville, S.C., said they have opened at a reduced capacity. They spent the lockdown period renovating and enlarging the store. They also set up better financial controls and established an offline store. When Moraes Gutberlet looks at her top sellers like plush animals, magnetic toys, and, particularly, Kineticsand, she is optimistic for the year.

They are planning to attend fall trade shows such as Myrtle Beach and Gatlinburg, and she said she believes the industry is headed in a good direction.

The Sioux City Public Museum in Sioux City, Iowa, offers an eclectic collection and the best-sellers in the gift shop reflect that. Mary Green-Warnstadt , store manager, points out pioneer bonnets, coonskin caps, cowboy hats, engineer hats, rock collections and related jewelry, and history books as their top sellers.

Susan Kelley , executive director of the Children’s Museum at Holyoke in Massachusetts, has an interesting dynamic: attendance at the museum is down but buying is up at the museum shop. Visitors seem to be happy to get out and they feel the museum and the shop are safe and clean.

Kelley likes to tie her merchandise to items in the museum so that a purchase is often a reminder of items in the collection. For example, they have a front end loader on display that kids can climb in so, not surprisingly, construction vehicle toys are big-sellers. They have a fabulous collection of Pez dispensers and sell Pez in the shop. They offer a lot of $1 products and don’t carry anything over $25 so visitors to the 40-year-old establishment feel they get good value. Kelley does most of her buying online, rather than at shows, and calls out fire trucks, a grocery basket full of pretend

fruits and vegetables, Beanie Boos, and craft sets (especially a unicorn bank) as top sellers for the under-11 crowd she is usually serving. Museum members get a discount and she always has sale racks. The member newsletter also highlights new items in the store.

Melissa

Godber is the 20-year store manager for the Old Courthouse Museum in Sioux Falls, S.D., part

Stella Moraes Gutberlet, guest services manager of the Children’s Museum of the Upstate in Greenville, S.C. During the lockdown period, the museum store was renovated and enlarged.

Trends at Museum Stores

of the Siouxland Heritage Museums. She carries books and historic toys, but her emphasis is on local and regional products. She said she also carries “lots of puzzles.” Perhaps their popularity is a result of the South Dakota winter climate.

The Yankee Air Museum in Belleville, Mich., is another site noticing that people are starting to come back. They have a unique take on Covid safety: you make your own face mask when you arrive. Sarah Lewkowicz , long-time volunteer and, for the past four years, visitor experience and retail director, set up a kiosk at Christmas at local malls and they will do pop-up shops at events.

Cory Potter , museum shop manager at the Flint Institute of Art in Michigan, said sales have held up for his brick and mortar store and online store, and calls out socks, glass art, novelty mugs, and funny candles as his top sellers. He is another believer is changing displays regularly so everything looks new again. He generally attends the trade shows in Las Vegas, Atlanta and in New York for NY NOW.

Back in South Carolina at the Old Exchange & Provost Dungeon in Charleston, Suzanne Houser , the gift shop supervisor, said she tries to sell “the unique and different.” They do well with books about Charleston and children’s Revolutionary War products such as colonial toys and dolls. They also offer a

Continued on page 92

A view of the gifts down an aisle of the store at The University of Pennsylvania Museum of Archaeology and Anthropology in Philadelphia, Pa. Stocking fair trade items is important to the store manager.

Trends at Museum Stores

Nowhere to Go But Up (From page 91)

collection of Rainbow Row T-shirts since Rainbow Row is just around the corner. Houser points out that competition is heavy in tourist-centric Charleston.

Attendance at the South Carolina Aquarium in Charleston is trending up and that’s causing a surge in gift shop sales as well. The items they carry all have a tie to sea life and the most popular things are T-shirts and plush, according to Marci Coleman , gift shop manager. Any item with a river otter or sea turtle design is popular but the real standout are items with an exclusive design that plays off the Red Cross logo and represents the Sea Turtle Care Center program on site at the Aquarium. The products they offer allow guest to go home with an emotional connection to this very special program.

At the Battleship South Dakota Memorial in Sioux Falls, S.D., the long-time store manager said they sold lots of puzzles, history books, children’s books, tiles and coasters. In addition, they have been successful with a novelty item: honey from hives on the roof of the attraction.

Susan Kelley, executive director of the Children’s Museum of Holyoke in Massachusetts, photographed with two of her bestselling toys. Attendance at the museum is down, but buying is up at the museum shop.

Keystone Area Historical Society in Keystone, S.D., opened early this season to get a jump on sales and they have been strong. Casey Sullivan is in his second year as a manager. Books are the top sellers plus anything to do with Carrie Ingalls (she lived nearby) and The Little House on the Prairie stories including bonnets, pioneer toys, and T-shirts.

At the Woods Hole Oceanographic Institution in Massachusetts, the Gift Shop Manager Kathy Patterson said that customers are environmentally aware and are really looking for eco-friendly gifts, and those items tend to have a higher price point. She counts on vendors who understand what they are about. The store offers branded items such as socks. Online sales are up and in-store sales are strong.

Sylvia Weslie has been the CEO and Museum Shop Manager for The Butterfly Place in Westford, Mass., for over 30 years. She described the shop as a fun place that offers all things butterfly including, books, plush toys, stickers, jewelry made from butterfly wings, ornaments, and more. They prefer American-made products and do offer special pricing sometimes such as when a customer buys 15 or more kites. The Butterfly Place has even become a popular wedding venue.

The Spellman Museum of Stamps and Postal History in Weston, Mass., is just one room and the gift shop is very specialized. Manager Anne O’Keefe offers stamps, puzzles relating to stamps, and post cards. She wants items on sale to tie to the exhibits. The museum is a must-see and must-shop stop for philatelists.

The Penn Museum, more formally The University of Pennsylvania Museum of Archaeology and Anthropology in Philadelphia, Pa., has undergone recent renovations and sales are now up per capita and attendance is holding steady. Scott Lloyd , the museum shop manager, said they have launched an online store and are reaching more people than ever who are interested in items imported from Africa or Mexico or South America. The museum also acquires merchandise from Desert Design wholesalers and sometimes creates its own products such as silk scarves in designs inspired by the museum’s archives. Fair trade is important to Lloyd and he sometimes shops the fair trade section of NY Now.

There is a hopeful vibe at most museum and attraction gift shops these days with some shops even running ahead of pre-COVID numbers and others having developed a new or a stronger online presence. ❖

Sylvia Leslie, CEO and museum shop manager for The Butterfly Place in Westford, Mass. The shop offers all types of butterfly merchandise, including books, plush toys, stickers, jewelry made from butterfly wings, ornaments, and more.

Mining the Best Candy Store Finds for Customers

By Karen Appold

The summer season triggers sales of certain classic candies plus some new additions. At Old Port

Candy in Portland, Maine, Owner Anna Largay said taffy, chocolate-covered blueberries, and gummy lobsters are all the rage in the warmer months. “Taffy is traditional seaside fare in Maine,” she said. “The chocolate-covered blueberries are a treat, as they are made locally with Maine blueberries. And the gummy lobsters are just fun. Everyone wants lobster when they come to Maine.”

For Dawn Gildersleeve , the general manager of Cherry Republic’s shop in Traverse City, Mich., chocolate-covered cherries are the top-selling candy throughout the year. In summertime, they are especially popular, particularly ruby red sour cherry patches, sour twin cherry gummies, cherry licorice bites, imperial malted milk balls, and iced imperial pretzels. “These candies are a hit with all age groups, but kids on summer vacation really love them,” she said. “They are offered at a lower price point than our chocolates and hold up better during the hot summer months for those who are traveling.”

In May and June, Brenda Casabona , co-owner, DeFluri’s Fine Chocolates, Martinsburg, W.V., said the best sellers are gift boxes of truffles and assorted chocolates that are themed for Mother’s Day, Father’s Day, graduation, and as a “thank you” to teachers. “They are popular because the packaging is specifically themed for the occasion,” she said. For example, boxes say “Happy Mother’s Day” or “thank you” along with apple motifs inscribed on boxes.

Casabona said her summer sales tend to be non-chocolate items such as gummy candies or small chocolate boxes for an occasional birthday or thank-you gift.

Quality chocolate sales fall off in the summer because it’s hot and chocolate melts, Casabona said. Before the advent of air conditioning, many chocolatiers in

Store Owner Jeff Balk, left, with Store Manager Keith Ingram, of Snyder’s Candy in Rehoboth Beach, Del. Last summer, even during the pandemic, Jelly Fruits outsold all other candies at least 10 to one, according to Balk.

Edible Gifts

the United States ceased production in the summer because cool conditions are needed to produce finished chocolates, so production was difficult or impossible. “I think this contributed to a cultural association of summer with ice cream whereas chocolates resonate with cooler weather,” she said.

Jeff Balk , owner, Snyder’s Candy, Rehoboth Beach, Del., said candy that is popular on Tik Tok and YouTube dictate both candy sales in store and online. Last summer, even during the pandemic, Jelly Fruits outsold all other candies at least 10 to one. Now, he is seeing continued sales in Jelly Fruits, but both Toxic Waste’s Slime Lickers and Juicy Drop Pop’s Dip ‘n Stix will take off this summer. “Their momentum has al-

ready picked up and our distributors are unable to keep them in stock,” he said. “There is no doubt that their popularity is triggered by videos posted online. Typically, popular summertime candies sales include cotton candy, Bean Boozled, and anything sour.”

Favorites Other Times of the Year

Cherry Republic’s line of chocolates is consistently a best-seller throughout the year. “Chocolate is a universal gift and appropriate any time of the year,” Gildersleeve said. The shop carries a wide variety of chocolates including cherries covered in milk chocolate, Continued on page 96

Edible Merchandise News

Nassau Candy Debuts Exclusive Confectionery Creations at Sweets & Snacks 2021

Nassau Candy, a leading wholesale manufacturer of specialty and private label confections, will reveal its latest crop of factory-fresh chocolate and exclusive gummy creations at Sweets & Snacks 2021 in Booth # 21628. New to the Nassau Candy roster – hot chocolate bombs, milk chocolate cake batter, milk chocolate covered red fish, milk chocolate sea salt caramel sandwich cookies, donut holes, a family-sized s’mores kit, and gummy glitter stars and moons.

“Two-thousand and twenty into 2021 has been all about comfort and snacking, with chocolate, anything s’mores, and little bites of indulgence topping the must-have list,” said Les Stier, CEO and founder of Nassau Candy. “This year, we’re ahead of the trends, giving customers all their favorite comforts with new twists they will really appreciate. We’re excited to share new products bursting with chocolate, decadent pieces of batter and dough, as well as snacks to get the whole family in on the fun.”

Nassau Candy will also be one of the first to merchandise its bulk offerings in the latest bulk candy display from Siffron, a leader in retail merchandising and loss prevention. The display features scoop bins in a tiered assembly for easy access and visibility to the product levels in the bins. For added food safety, each bin is equipped with a membrane to seal out harmful contaminates when not in use, in addition to scoop holders, self-closing lids, and a sugar tray underneath. Changing the bin sizes and types is simple due to the display’s modular design. Also included with the display is a bag holder that can be placed anywhere on the fixture.

(For more information on Nassau Candy please visit www.nassaucandy.com.)

Nassau Candy will offer the treats pictured at Sweets & Snacks 2021.

Mining the Best Candy (From page 95)

dark chocolate, cherry chocolate, white confectioners glaze, amaretto chocolate, and premium 72 percent dark chocolate. Its milk and dark chocolate-covered turtles are great for holidays and are always a fan favorite. “Cherry Republic’s chocolate-covered nut mixes are perfect for entertaining—especially around the holidays.”

From September through Father’s Day, DeFluri’s Fine Chocolates’ best-selling candies are boxed chocolates that are purchased primarily as gifts. “They’re popular because they’re a gift that not everyone buys every day; therefore they are seen as special and indulgent,” Casabona said. “If you’re purchasing a gift for someone you don’t know extremely well, chocolates don’t require that you know a size or color preference. They’re considered special but not overly personal. Some events are culturally associated with chocolate such as Valentine’s Day and Easter.”

Snyder’s Candy has been at the same location in Rehoboth Beach for 81 years. Its retro candy selection is an attraction for locals and tourists alike and are popular year-round. “I believe that it’s so popular because of our wide selection,” Balk said. “Other popular items are Pez and anything sour.”

Old Port Candy makes fudge in the 900-square-foot store, which is popular all year long. “People love to buy what we make and what we’re known for,” Largay said.

In-Person Tastings Are Key to Boosting Sales

Giving out free samples is a great way to boost sales at candy shops. But with the pandemic, shops weren’t able to entice guests with the well-proven sales tactic.

Historically, sampling has been extremely important at Cherry Republic. “Our values are life, liberty, beaches, and pie—with ‘pie’ representing generosity,” said Dawn Gildersleeve, the general manager of Cherry Republic’s shop in Traverse City, Mich.

“In pre-COVID times, customers were normally greeted by overflowing sample bowls filled

with chocolate-covered cherries, cherry salsas, nut mixes, and cherry candies. In fact, Cherry Republic usually invests hundreds of thousands of dollars each year in providing free samples.

Currently, Cherry Republic is working on COVID-friendly ways to sample, including providing free one-ounce pre-packaged samples of a few of its most popular products. “We’re also hoping to do some outside sampling this summer season,” Gildersleeve said.

Cherry Republic has six stores throughout Michigan, ranging from 5,000 square feet in Traverse City,

its flagship store, to 2,000 square feet.

Jeff Balk, owner, Snyder’s Candy, Rehoboth Beach, Del., said fudge samples are always key to selling fudge because it’s hard to say “no” once you have tasted his fudge. Thankfully, the 425-square-foot shop is able to offer samples again.

In-person tastings can help make a sale, said Brenda Casabona, co-owner, DeFluri’s Fine Chocolates, Martinsburg, W.V., who still offers samples in some instances. ❖

Shown, in front, Amanda Tranmer, Traverse City store manager, Cherry Republic, Michigan, with Dawn Gildersleeve Traverse City General Manager, in the back. Gildersleeve said chocolate-covered cherries are the top-selling candy throughout the year.

Display Tips

Cherry Republic’s iconic, eye-catching packaging makes its products instantly pop on the shelf. “We feature our best-sellers in easy-to-find places and in multiple locations throughout our stores,” Gildersleeve said. “We display smaller versions of our full-sized products at the point-of-sale for last-minute purchases and add-ons.”

Themed displays work best for Casabona, placed well out of the way of sunlight. “Smaller baskets are great for giving a presence to small gift boxes and bags that would otherwise be overlooked if displayed individually,” she said. “We always create displays with varying colors, heights, and levels to draw the eye.” The shop is 1,000 square feet.

Balk’s store is just over 400 square feet so display is key. “We have a section dedicated to retro candy, candy bars, Pez, and so forth,” he said. “People are drawn to this large cluster within the small store.”

“Keep selections full,” Largay said. “No one likes the last one of anything. When it’s full, it’s always more appealing.”

Changes Due to the Pandemic

COVID-19 forced candy stores to make some changes to their service. Before the pandemic, Old Port Candy offered bulk candy that guests could scoop themselves. Now, staff pre-wrap everything in onequarter pound bags. “At first customers missed the scooping, but almost always they end up saying that they actually like it better this way,” Largay said. “I find there are fewer surprises at the cash register and the store is so much cleaner at the end of the day because there aren’t any spills.” She plans to continue bagging all the candy from here on out, even though it’s labor intensive.

Furthermore, Old Port Candy started making private-label fudge for wholesale, as well as selling packaged bulk candy wholesale to some distributors, which has created an additional sales stream.

Cherry Republic made several changes to accommodate COVID-safe protocols, including: creating one-way traffic flow through its retail stores, increasing the frequency of cleaning procedures, installing plastic shields between customers and staff at point-ofpurchase, requiring staff and customers to wear face-

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WHAT’S TRENDING!

WHAT’S TRENDING!

WHAT’S TRENDING!

WHAT’S TRENDING!

WHAT’S TRENDING!

Edible Gifts

Mining the Best Candy (From page 97)

masks, and offering free hand sanitizer throughout stores.

“Going forward, we are adjusting some of these practices as CDC guidelines change,” Gildersleeve said.

Casabona removed some displays to provide more open floor space. The shop offered online ordering with curbside pickup as well as private shopping times at the beginning of the pandemic. “I don’t think these changes will become permanent as people become more comfortable with going back to in-store shopping,” she said. “We are seeing people starting to migrate back to the in-store experience.”

Several changes were made to Snyder’s Candy store during the pandemic in order to make the store safer for staff and customers. Plexiglass was added to the register area as well as to a back area where staff often interact with customers. Also, new displays for all candy were purchased so that there was more room for customers to stand as well as social distance. Balked removed most self-serve candy bins for unwrapped candy, such as gummies, that used a scoop. He plans on keeping all changes, except for the social distancing stickers. ❖

Edible Gift Vendor Profile

AmuseMints Sweets & Snacks

Company President Todd Reisman Discusses Trends and Treats

Business is sweet indeed at Amusemints

Sweets & Snacks, a division of Nassau Candy. According to company president Todd Reisman, AmuseMints supplies candy and souvenir items to tourist attractions from FECs to national parks and waterparks nationwide.

“All of our candies and snacks are customized to the location. Our company is the biggest supplier of specialty confections in the U.S. and a huge distributor of national brands,” he explained.

The biggest trend for Reisman is currently “out of sight demands” for all the products his company offers. “I have never seen anything like it to be honest. It’s like the Roaring Twenties – business is going gang-

busters.” There is one issue concerning that increased demand, however. “Due to interruptions in the supply chain and disruption with the ability to get certain products, customers have to be flexible.”

Reisman noted that there is a tilt toward healthier food options as well. “Every customer now adds a healthy choice. We have trail mixes with M & M’s and nuts and dried fruit, which are more for the parents than for kids for the most part. But my number one thing is still gummies of all kinds, gummy bears, gummy worms, you name it, the type depends on the attraction. Gummies are the strongest seller for kids.” And with gummies themselves, there are also requests for a healthier style of treat. “Many attractions, espe-

A candy display at Cherry Republic showcasing popular sour cherry candy.

cially zoos and aquariums, request that our gummies are palm-oil-free. They are very much concerned with that. It’s harder to find gummies made without it, and they are more expensive without palm oil, but we do it.”

Besides the bagged gummies, AmuseMints’ most popular candy are large-sized, custom chocolate bars. “Our sales this season have been absolutely out of sight. We will very likely have these reordered soon, and it’s just Memorial Day coming up. Every weekend has been blockbuster for us at all attractions.” Customized sugar-free peppermint mints are also popular.

Already reordered are souvenir items, a new area for the company. AmuseMints purchased Ace USA six months ago. That Seattle, Wash.-based company provides apparel and other hard goods for attractions. “I just spoke to Silverwood Amusement Park and they are already sold out of everything on the souvenir side. They buy a boatload of candy from us, as well.”

Reisman said that the tremendous sales the company is experiencing is due to “pent up demand. People want to go out, and their demand is also goosed by some government money. If you’re a family of four you may have received a substantial amount, and if you were couped up with your kids for a year, you’ll want to take them places and buy them things now.” He noted, “This is certainly like nothing I’ve ever seen, and I’ve been in the business for 25 years.”

AmuseMints is also finding that customers are interested in more environmentall-friendly packaging. “I see less use of plastic bottles and more stainlesssteel bottles; no aluminum bottles are requested because there is concern in regard to leaching of the aluminum material. We have customized stainless steel bottles for many locations and there is a lot of demand for it across the board.” The company is currently in a good position to fill these requests, Reisman said. “Fortunately we do have a good inventory for these items, because there have been distribution challenges, and they are popular. At many National Park locations now, that is the kind of bottle they have for consumers to purchase, rather than single-serve plastic bottles. They have water filling stations for the bottles.”

The only items in Reisman’s line that have fallen out of favor recently are candies containing palm oil, including gummies, at least in some of Reisman’s more environmentally-aware locations. He’s found items without palm oil to replace them.

Overall, regardless of the attraction, AmuseMints’ products are quite simply put, wildly popular. “We’re really fortunate in that we sell things people want.

Candy is desirable anywhere. In hotter climates, chocolate can become problematic, but it’s still selling well, they just have to be more cautious with it. Everything is in high demand right now. We just don’t have enough of it fast enough,” he laughed. “But we are keeping it going.”

As to packaging, customization is of course standard. “People are always looking for different vessels to put candy in since we are private packaging everything. We customize the labels in different shapes both shorter and larger, to make interesting store displays, so that kind of thing is going well.” There is a new look to some of their packaging, he explained. “Because of COVID-19, people are more concerned about germs and things like that. While we always have new vessels to place bulk candy in, people are looking for closed and resealable containers like acetate rectangles that you can put six to eight ounces of candy in. That’s much bigger for us that bulk packaging where consumers put the treats in a bag.” He described the enclosed containers as being “something a family of four could share. They may not take it home, but they will be able to share it and then reclose it again while they are away.”

Along with the recent purchase of Ace USA for souvenirs and apparel, AmuseMints has also just launched a new product that is selling “incredibly well,” he said. “We just launched our hot cocoa bombs. It’s a TikTok craze. They’re a hollowed-out chocolate circle or egg and you drop it in a mug, pour hot milk over it, and the cocoa comes out. It was a huge craze last fall online.” The bombs contain sprinkles and marshmallows.”

The company is also offering another new sweet treat: premium sea salt caramels. “We’ve just started selling them in both tall acetate containers or customized larger tins. We do a lot of those. They’re easy to pack if you are planning to take candy home as a present,” Reisman said.

All told it is a very sweet picture indeed for sales and new products at AmuseMints.

(For more information, call 302-292-6364, visit www.amusemints.com, or circle 05 on the reader service card.) ❖

Party Supplies and Decorations

Getting in the Party Spirit at Party and Discount Stores

By Hilary J. Larson

Balloons and lawn decorations are the hot party items this year, as the pandemic prompts more Americans to hold their celebrations outdoors.

“We’ve seen an increase in balloons and piñatas during the pandemic,” affirmed Simon Kuonen, owner at Party Bazaar Dallas. A longtime staple of children’s birthdays, piñatas have become more popular for adult events like baby and bridal showers “because they’re an outdoor activity,” Kuonen pointed out. And from last spring’s lockdown to this year’s graduations, so-called “balloon drops” — where dozens of globes are released into the air — have become a popular way to celebrate occasions.

“Here in Dallas, people are getting back to normal,” said Kuonen in early April. By the Texas spring, Party Bazaar was doing a brisk business in disposable paper products. “That was always our core business, so we were already positioned well, and now we’re selling even more of that,” noted Kuonen.

Capitalizing on a preference for sustainability, Party Bazaar offers plates and silverware crafted from bamboo — a natural material that resonates with its clientele. “People are realizing they want to be more

events to safely celebrate spring occasions.

Balloons continue as Fulton’s top party category going into summer 2021. Lawn signs are popular for a second pandemic season, and all manner of outdoor decorations have been trending upward, Gavetti said. Plate and napkin sales are still lagging, but the retailer thinks sales of these items will grow as people get more comfortable entertaining again.

The Wilmington business is stepping up its online game to boost sales. “You have to let people know about what you have,” said Gavetti, who posts on Facebook and the store’s website. “And you have to let people know that if they come to your place, it’s going to be safe.” The 19,000-square-foot store emphasizes capacity limits and social distancing, along with masks and Plexiglass barriers.

eco conscious,” said Kuonen, who promotes the offerings on Instagram and other social media sites.

Foot traffic is also increasing at Fulton Paper and Party Supplies in Wilmington, Del. “People are in the spirit for parties. They’ve been cooped up for so long, they’re dying to do something,” said Owner Michael Gavetti . As spring temperatures rose, Gavetti saw more patrons planning socially distanced, outdoor

In Plymouth, Mass., Itzaparty created an online store just for last year’s graduation season, allowing patrons to place orders for curbside pickup. “That helped a ton while we were closed for indoor shopping,” said Lindsay Houlihan, who manages the Plymouth store, one of Itzaparty’s four Boston area locations. Customers appreciated the service, and by March of this year, business was already strong for the 2021 spring occasions.

Continued on page 104

“We’ve seen an increase in balloons and piñatas during the pandemic, because they’re an outdoor activity.”

- Simon Kuonen, Party Bazaar Dallas

Party Supplies (From page 102)

“We’re seeing a lot of balloons, a lot of decorations, people just trying to make it extra special,” Houlihan said. Popular items include yard signs on stakes, as well as elaborate balloon arrangements to celebrate birthdays and anniversaries. For the second year in a row, customers are snapping up car decorating kits that allow revelers to scrawl chalk greetings on car windows. “During graduation season in particular, they’re a big favorite. People will write congratulations, personal notes,” Houlihan said.

dict,” reflected Bernstein. With the country opening back up, she plans to order a huge amount of balloons this season; inventory and shipments are still uncertain, and she wants to be prepared.

For now, most parties are still private events — and Bernstein is happy to see families going all out. “This year’s high school graduates lost both their senior and their junior years, so the parents really want to do something nice,” she said.

In Honolulu, Theresa and Bennett Chan are waiting out a pandemic lull at Party Pizzazz, their 35-yearold emporium. “The common thing here is to have a nice size party — that means 100 to 300 people,” explained Bennett Chan. “We used to do four or five a day on the weekends. Now we have none.”

Lawn balloons and other decor are also tops for party shoppers at Balloon City Boston. “What’s never died down are balloon numbers and letters,” noted Christine Bernstein, who owns the store along with husband Michael. But for most of Bernstein’s 38 years in business, corporate and institutional events were the backbone of revenue. Now that market is dormant, and Bernstein doesn’t foresee corporate orders rebounding for at least another year. And while Balloon City has had a few college orders this spring, it’s likely to be one balloon arch marking a single entrance for a private tour, rather than many garlands across campus.

“The hard part is that we don’t know what to pre-

As of April, local pandemic restrictions loosened to allow gatherings of just 25 people. “You still cannot have a large party, and that has put a huge damper on things,” Chan said. “People are doing the drive-by birthday, drive-by baby shower or graduation party. Balloons sell for that, but nothing else — and maybe just a dozen balloons.”

When Chan spoke to SGN in April, a customer came in to buy three $1.50 pinwheels — not to decorate for a party, but to chase away birds. Chan has been minding the store while his wife pitches in to watch their grandchildren during a year of largely remote schooling. “We’re not making any money now,” the retailer reflected. “Fortunately, we’re a mom and pop store; we don’t have any employees to pay. We’re just waiting for the parties to come back. Balloons and good food, that’s what Hawaiians want.” ❖

What Is Your Top Customer Service Tip? “O

ur focus is on helping customers one-on-one through the process of getting their party supplies. It’s that personal touch you don’t get when you’re ordering online.”

— Simon Kuonen, owner,

they’re getting without having to come in.” — Michael Gavetti, owner, Fulton Paper and Party Supplies, Wilmington, Del.

“Ask the customer what they’re most comfortable with. We’ll gladly do whatever it takes to help. Go the extra mile.” — Lindsay Houlihan, manager, Itzaparty! Plymouth, Mass.

Party

Bazaar Dallas

“Do whatever makes the customer comfortable. Make sure you have the curbside option, or I’ll do drop-offs if people need it. I’ll text pictures, so people can see what

“We’re truly interested in the customer. I’ll try to understand what my customers need even if they don’t know yet, so I can sell what’s most appropriate — and I don’t oversell. What sets us apart is that personal attention to detail.”

— Christine Bernstein, owner, Balloon City Boston

“We’ve always strived to offer excellent customer service, and that hasn’t changed.” — Bennett Chan, co-owner, Party Pizzazz, Honolulu ❖

“People are in the spirit for parties. They’ve been cooped up for so long, they’re dying to do something.”

- Michael Gavetti, Fulton Paper and Party Supplies, Wilmington, Del.

Back to Business

How Gift Shops at Aviaries, Arboretums and Gardens Are Welcoming Guests with New Merchandise and Added Safety Precautions

By Natalie Hope McDonald

Shofuso House is a hidden gem in Philadelphia’s Fairmount Park. Built in Japan in 1953, it was first shipped to New York and exhibited at the Museum of Modern Art before moving to its present location just five years later. After making its international journey, the structure, which was built using traditional materials and techniques, has become a popular yet always serene attraction thanks to its traditional tea house, pond garden and tiered waterfall island.

After reopening post-COVID, the venue is enjoying ongoing maintenance under the tutelage of Dr. Tomoki Kato, an eighth generation Japanese landscape architect, historian and horticulturalist. During which time, visitors are once again welcome to explore the house and garden, and to attend traditional tea service and other special events and classes.

Christina Schank , Shofuso House

Site Manager of the Japanese House and Garden, explained that there have been a few changes because of the pandemic.

For example, the gift shop began to sell powdered green tea, or matcha prior to COVID. “A lot of people are unfamiliar with how this tea looks compared to leaf teas, so we at one point decided to display an example that visitors could open in order to see the difference,” she said. “However, after COVID, we have decided to no longer put out an open container for people to pick up and observe, in order to minimize person to person interaction with our gift shop items. We have also begun to store more items inside of the ticket window for purchase, instead of having them displayed outside all day. These will both be permanent changes moving forward.”

The venue is also enforcing guidelines put in place

by the City of Philadelphia which, to date, requires masking indoors.

At Shofuso, the gift shop is quite small and located outdoors within the venue’s grounds. But the few items it does showcase celebrates Japanese culture authentically.

Schank said that the 36-inch Koi nobori, or Koi windsocks, are particularly popular each season. “Koi

Continued on page 108

Accessories on display at the Adkins Arboretum. Nature-themed gifts do well for the center.

Back to Business (From page 106)

nobori are brightly colored with beautiful designs,” she explained, “that are mesmerizing to watch as they blow in the breeze. We even sell a small version attached to a wand for kids to fly around by hand, which are just as popular as our larger version.”

Interestingly, these decorations have a specific affiliation with a Japanese holiday, Children’s Day, which celebrates children in Japan, and aims to wish them a long and healthy life like that of a koi fish. “Every May,” said Schank, “families will hang Koi nobori of

all different shapes and sizes around their homes to represent the different members of their family.”

Traditions like these play an important role in what types of gifts are sold at the intimate little shop. While they come from a variety of sources, the biggest suppliers are Miya Company and Shoyeido, which provide ceramic items, such as tea sets, sake sets and tea cups and a large and high quality selection of ceramic incense holders and long stick incense, respectively.

“When people visit Shofuso,” said Schank, “they want to buy something that they can take home that continues to remind them of their experience with Japanese culture. Therefore, our choice to use these suppliers helps us to keep our visitors connected and to enhance their experience, even after they have left our house and gardens.”

A new item that the shop is introducing this season is noren, Japanese room separating apparatuses that are made of cloth, and adorned with beautiful designs of Japanese scenery and art.

“We have one prominently displayed in our ticket window area, which does

Sales Tips Customer Service in the Age of COVID

As venues reopen and guests start to reenter both indoor and outdoor facilities, there are a few ways that gift shops can make accommodations that encourage browsing while lessening health risks.

Free masks: While recommendations vary from state to state in terms of mask wearing, the CDC suggests that anyone who has not been vaccinated wear a mask indoors and in crowds of people. To ensure unvaccinated people can meet these requirements, consider offering

free disposable masks upon entry.

Hand sanitizer: Touching merchandise can be a dirty business, which is providing hand sanitizer stations is a good way to encourage customers to wipe down. Also consider asking guests to sanitize upon entering the venue to cut back on potential cross contamination within the store.

Limit try ons: Sunglasses and jewelry can be hotbeds for contamination, which is why it’s smart to create a plan for either limiting or disinfecting any items that

people might ask to try on. Take a cue from most eyeglass stores that disinfect each pair of frames a customer tries on. One way to do this is to have a place for people to return “used” merchandise easily so that it can be refreshed and returned to the shelves quickly.

Open up space: Creating space in even the smallest venue allows guests to roam comfortably. Consider moving around tables and shelving, and even eliminating any bulky displays that make it harder to social distance.

A light-filled view of merchandise display at the Adkins Arboretum in Tuckahoe State Park in Maryland. The site features a 400-acre native garden.

a great job of separating our front window from our break room, and visitors are in awe of the quality of light that they provide through the cloth. Miya Company sells these as well, so I have been looking diligently into which designs I think will be of most interest to our guests.”

Bird Is the Word

At the National Aviary in Pittsburgh, Pa., the gift shop reopened with all the usual best-sellers this season, including magnets, snow globes, keychains and stuffed animals. According to Kate Campbell , the aviary’s Senior Manager of Guest Operations, the most popular toys tend to reflect the venue’s residents, like penguins, sloths and flamingos.

“For many people,” Campbell explained, “magnets and snow globes are collectables, and for others, these are small ways to remember an amazing visit. During the pandemic, many people have turned to activities like doing puzzles for comfort and entertainment.”

As the only independent indoor nonprofit aviary in the country, the National Aviary is a unique place to see free-flying bird habitats and learn more about signature species being housed here. With a focus on conservation, many items in the gift shop serve to raise funds for the care of the birds and also to teach people about their characteristics and history. Guests, for example, can book a time to meet the African Penguin while learning all about this species in the shop.

Campbell stocked up on quite a few bird-related items this season, including stuffed budgies that she said “fly” off the shelves every year. “They are adorable, very soft and huggable, and people of all ages are buying them. With more people traveling and taking day trips to Pittsburgh, we’ve made sure to have plenty of items like magnets and snow globes on hand. These items make excellent souvenirs and a great way to re-

member your visit.”

Even though the pandemic shut down much of the activity at aviaries like this one, Campbell said it inspired them to launch an online gift shop for the first time. She said it became “a vital source of revenue when we were closed in accordance with statewide guidance to help stop the spread of COVID-19. National Aviary fans from near and far have loved the option to shop online for some of our most popular products.”

Back in the brick and mortar, however, keeping things fresh has been a big part of the reopening. “We make it a point to change our displays frequently and find fun, thematic ways to group items. People love being able to browse by specific animals, so we might

group all of our sloth items, like T-shirts, puzzles, books, mugs, games, together in one area.”

Overall, she said the shop seeks to create a friendly and customer-oriented environment by treating each guest with kindness. “We have also learned,” she added, “that parents appreciate having the tags on stuffed animals removed before they are given back to their child.”

Outdoor-Only Shopping

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Tucked into the U.C. Santa Cruz Arboretum and Botanic Garden is Norrie Gift and Garden Shop, a

Children’s merchandise at the Adkins Arboretum. Visitors to the arboretum are often grandparents buying for grandchildren.

Back to Business (From page 109)

botanical lover’s dream since 1994 when the shop was first built with donations from a local supporter. Named after the woman’s daughter, Norrie’s has become a must-see for garden enthusiasts throughout Northern California.

Nursery Manager and Propagator Linda McNally said that these days succulent wreaths are very popular at the shop. “The succulent wreaths are made by volunteers here in our nursery,” she explained, “and they can be used as a hanging decoration or a table centerpiece.”

In addition to a selection of household items, jewelry and gifts, Norrie’s has also stocked up on a selection of plants that thrive in the region’s dry summers, plants that are sourced from the Mediterranean climates around the world, both local to California, but also as far as Australia, New Zealand and South Africa. Both salvias and succulents are especially popular.

The inventory, though limited, is very specific since the shop is outdoor only. And since reopening after the pandemic, Norrie’s follows the guidelines set by the University of California, which are applied to all students, staff and visitors.

Book Club-Approved

A 400-acre native garden in Tuckahoe State Park

in Maryland, Adkins Arboretum features five miles of paths through meadows and native plant gardens on the beautiful Eastern Shore. As a model for land management and conservation, the arboretum offers a range of educational and recreational events throughout the year. And in addition to the gift shop, the venue also hosts semiannual Native Plant Sales (April and September) where gardeners find the largest selection of ornamental native plants in the region.

The focus on nature continues at the gift shop located inside the visitor center lobby which underwent

Continued on page 112

Vendor Spotlight

The Legend of Wild Berry

Fifty years ago when Mark Biales and Roger Atkin started making Wild Berry Incense on the front porch of Biales’ house, some people thought “That’s nuts.” But eventually other retailers began calling the Wild Berry store asking if they could sell their incense. Their sincerity and Biales’ and Atkin’s desire to share their passion for fragrance gave them the confidence to make a leap of faith into the wholesale market.

Biales and Atkin are thankful that each of their customers at one point thought “I like these nutty guys,” and decided to put their incense in their stores.

(For more information, visit www.wild-berry.com or circle 67 on the reader service card.) ❖

Great gifts are available at the Adkins Arboretum, including this namedropped hat. Logo T-shirts and hats do well for the site.

ASD Section

Back to Business (From page 110)

a transformation prior to the pandemic. Here, guests find a selection of gifts like jewelry, clothing, book and nature-inspired decor.

According to Michelle Draper , manager of Visitor Services, Adkins Arboretum logo T-shirts and hats, stuffed Audubon birds and wildlife finger puppets, beeswax wrap and books are the most popular items in the shop.

Reopening the Gift Shop

What’s New at the Arboretum Foundation

Guests are returning to the Arboretum Foundation’s 230 acres of urban green space after being closed during the pandemic. Matt Schropp-Lance, Bookkeeper and Gift Shop Coordinator, has been working hard getting the popular Seattle destination retail-ready, and shares some of his secrets.

Tourist Attractions & Parks (TAP): When did the gift shop officially reopen?

Matt Schropp-Lance: Our gift shop was closed for about a year, and we were just able to reopen on a limited basis in April.

TAP: What merchandise is most popular now?

M.S.L.: Since reopening our most popular items have been whimsical and nature-related greeting cards, and plants grown by our volunteer-run Pat Calvert Greenhouse and Plant Donations Nursery. We are well known in the neighborhood for having one of the best card selections around, and are a popular resource for the Puget Sound area gardening and horticultural community.

TAP: What makes these items

“They provide a sense of fun and an opportunity to remember their day at the Arboretum,” she explained. “Often, our visitors are grandparents shopping for their grandchildren.”

Each season, the shop refreshes its book collection, which is endorsed by the Arboretum Book Club, a group that helps promote the mission through a monthly book discussion related to conservation issues. The shop also has a growing

so popular?

M.S.L.: Snail mail is coming back into style! For our card lines we focus on pieces that represent local flora or fauna, are visually stunning, have a great feel to them, or vendors that have a unique or important story to tell. Our plants have always been popular, and we believe gained in popularity after this last year where more and more people were home and getting into gardening. It’s such a fulfilling activity, and it’s easy to be patient with plants when you have a little extra time on your hands.

TAP: Are you introducing new inventory this season?

M.S.L.: We haven’t introduced a lot of new items into our store, because we have just reopened after a 13 months closure. With so many people getting in touch with their puzzling-side during COVID, we’ve brought in the eeBoo line of puzzles. A womanowned company with colorful artwork and a high quality feel, these puzzles have been flying off the shelves and are popular with staff, volunteers and customers alike.

Something new that we did try for the first time in the winter was

creating an online store and doing curbside sales. The online store has been successful around winter and spring holidays; and with this inspiration, we figured out how to incorporate an online store presence for our volunteer-run Greenhouse and Nursery. This allows customers to pick up plants and scan a QR code to make their purchase online.

This plant website has been very successful and continues to run even while we’re open—we’re finding that nearly 50 percent of our plant sales are now being made online rather than in person.

TAP: How are you navigating COVID safety going forward?

M.S.L.: Our physical store operates in a building owned and managed by two different government entities, so we have had to be very methodical and forwardlooking in regards to COVID policy. We continue to enforce mask-wearing, social distancing and sanitization routines, and likely will for another few months while Seattle continues to recover from Covid-19. We do plan to continue our online plant sale option into the future, given that it’s been such a success. ❖

list of recommended books for gardeners that has become a popular feature for both green thumbs and fledgling botanical enthusiasts.

“We’ve also begun to sell Arboretum bucket hats; they’re popular with teens and tweens,” said Draper, who is always looking for new ways to reach a wider demographic.

Since COVID, other changes are afoot at the venue. For starters, Draper said, “We’ve opened up our floor space to allow for more social distancing and improved air flow.” The restrooms were also recently updated with better ventilation and touchless fixtures.

“As much as possible,” she said, “we continue to hold programs outdoors and limit class size. Complimentary masks and hand sanitizer are also available at the front desk.”

A close-up of mugs at the Adkins Arboretum. Guests to the site enjoy native plant sales in addition to the gift store’s selection of merchandise.

For a Crisis-Weary Public, Jewelry Is Just the Thing

Apretty new bauble is just the thing to perk up an outfit — especially for pandemic-weary Americans on summer vacation.

“That dark, depressing time is behind us now, and we’re all getting out again,” observed Aleshia Serianni, owner at Pineapple Lain Boutique in Sarasota, Fla. “I’m seeing people going out and buying new jewelry for themselves.”

To match their exuberant mood, shoppers favor colorful jewelry in hues like hot pink, turquoise and chartreuse lime. “Your standard, basic gold and silver hoops are still selling, but right now I’m really moving all the brightly colored pieces,” noted Serianni. She opened Pineapple Lain two years ago, and credits Florida’s generally loose pandemic restrictions for the success of her business. Even as snowbirds headed north, Florida locals and tourists have streamed into her 900-square-foot shop.

“I buy pieces with accents, designs and patterns that you won’t see everywhere else,” said Serianni. Beaded and tassel styles are best-sellers this season, while the most common jewelry sale is a $15 pair of earrings.

“All of a sudden, people want more color, and that’s

investment pieces, Shaw said Lotus is selling jewelry like hotcakes. Classic chains and gold pieces handmade in Italy are consistent top sellers for the store. On the less expensive end, the Chan Luu line is popular for delicate, quirky pieces under $200.

“We always do well with pavé diamonds and novelty pendants on chains,” Shaw said. This year, customers are making a beeline for anything with a bee motif — from inexpensive charms to diamond earrings. “I think it’s because there’s been such an emphasis on bee populations being endangered over the past few years,” Shaw suggested.

At the 5,000-square-foot emporium — which has sections for shoes, accessories, apparel, and fine jewelry — Shaw has seen an uptick not only in shoppers, but also in tourists, as Americans return to leisure travel. That’s also true at Salt Coastal Outfitters in Orange Beach, Ala, which caters to “ages 18 through 80,” according to Owner Doris Butler

kind of across the board,” observed Manager Patty Shaw of Lotus Boutique, nearby in Sarasota. “Considering what we’ve all been through, it makes sense. People are in the mood to have fun things again, and designers have put more color into the current collections.”

From earrings that cost less than $100 to four figure

“We’ve got winter snowbirds, plenty of locals, more tourists in the summer,” Butler said. “Our jewelry selection is a real mix because our clientele is a mix, too.” The eclectic selection ranges from colorful beaded bracelets and metalwork earrings to pendant necklaces set with seashells, coins and pearls. Earrings mostly sell in the $20 to $60 range; necklaces cost from $15 to more than $200.

“I try to carry a wide variety, and things they won’t find in other stores on the beach,” said Butler. Sourcing wares from artisans both local and national, she aims for a refined look that wears well beyond the Continued on page 116

“Your standard, basic gold and silver hoops are still selling, but right now I’m really moving all the brightly colored pieces.”

- Aleshia Serianni, Pineapple Lain Boutique, Sarasota, Fla.

Jewelry Section

For a Crisis-Weary Public (From page 114)

vacation. “This is a place where you could get a linen shirt that you can take back and use in Atlanta,” Butler explained. “I look for effortless pieces to dress up or dress down.”

At Lovebird Boutique and Jewelry Bar in Santa Barbara, Manager Talia Hankey said shoppers are ready to dress up again. At least by California stan-

All of Lovebird’s jewelry is set in sterling silver, some of it gold plated. Delicate earrings have been a top item this season; most cost $50 to $200. Necklaces and charms from local artists are also popular. With jewelry displayed in a large glass case, on earring trees and accessorizing outfits on mannequins, the boutique has a boho-chic feel.

Tourists have also returned to Alaska, where business is brisk in the coastal resort town of Girdwood. At the Great Alaskan Tourist Trap, Constance Cooley’s 16-year-old store, newly vaccinated locals are also shopping for the store’s locally crafted jewelry and gifts. “The name of my shop is Great Alaskan Tourist Trap, so I don’t do fine jewelry,” chuckled Cooley.

dards — which means dainty gemstone earrings and layered necklaces, to go with sundresses and embroidered shirts. “During the pandemic, there was a huge loungewear trend, but that is dissipating,” said Hankey.

Handmade beaded necklaces and earrings sparkle on shelves; the average piece sells for about $25. There’s even a tanning booth in the 900-square-foot store. Guests can check out regional music, coffee and artisan soaps. From native earrings to seashell charms, all of it sells briskly, and Cooley knows why: “People are buying a little piece of Alaska.” ❖

Gift Merchandise Vendor Profile

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“I try to carry a wide variety, and things they won’t find in other stores on the beach.”

- Doris Butler, Salt Coastal Outfitters, Orange Beach, Ala,

For a catalog please visit www.WheelerJewelry.com or call toll-free 1.800.843.1937

HOME DECOR FEATURE

Following the Signs

Decorative Signs Point the Way to Sales at Gift Shops

Gift shops are continuing to follow the signs to strong sales – in decorative signs.

Stocking decorative signs are a big part of the merchandise mix at West Arrow Trading Post in Encinitas, Calif., according to Owner Nuryah Ben-el. “We carry hand-made decorative signs from a Florida company called Southern Mesa. They are doing very well for us. Because our shop is basically desert meets the beach décor, we have beach signs and desert signs that both do well.” For Ben-El, simple styles sell best. “We have one with just a Saguaro cactus on it, and one that says “Pray for surf,” and they are both very popular,” she reported.

Sales have been very “even keel,” she said. “Everyone likes that kind of signage.” She noted that the signs she carries are “pretty special. I am carrying oneof-a-kind signs, and I am selective in who I purchase from. We buy from a lot of women-owned businesses, for example. Most everything we carry is handmade, and that includes the signs from Southern Mesa. I choose everything here by hand, and when it comes to the signs, I select both the frame and text.”

At Beach Basket Gift & Clothing Shop in Gig Harbor, Wash., Sales Associate Mike Schmidtke is a part of the long-term family business, founded by Julian and Leslie Schmidtke. He explained that most of the signs, like many souvenir items that the shop carries, are imports, and the businesses that provide them are

“low on manpower since they’ve opened up. So normally we have more decorative signs than we do right now; we are waiting on them.” Most of the signs the shop carries are nautical-themed he says, because the shop is located close to the Puget Sound. “We do well with signs like ‘Beach This Way’ and ‘Beach House’ or ‘Beach House Gig Harbor, Washington,’” he related. “We also do well with mermaid-related signs, ‘Sandy Toes,’ ‘Fresh Crabs,’ things like that.”

When in stock, Schmidtke said, “Signs do pretty well. It’s not as big a category as T-shirts or mugs that are a little more practical, but they are still good sellers.”

In Jackson, Wyo., Camille Neilsen , sales associate at Lucky You Gifts, speaking for Owner Victoria Pambelle, said, “We have a lot of classical, family-oriented signs, and we have comedic signs. We do best with the family-related warm and friendly ones. They’re created using refurbished farm wood and feature loving quotes on them.” Neilsen described the most popular are signs presenting sentiments such as “You make me happy when skies are grey” and “What I love about my home is who I share it with.”

The use of refurbished wood is a strong attraction for buyers, according to Neilsen. “Our signs sell really fast for us. They’re very popular overall. But right now, I’m seeing a trend toward specific kinds of signs, like loving mom and daughter signs or signs featuring quotes from John Muir that are very nature-oriented.”

Themed, Local, and Handcrafted Jewelry

at Zoo Shops

Animal-themed, hand-crafted, and locally sourced jewelry are the themes at zoo and aquarium shops in variety of locations nationwide. For this article, zoo staff members described their top sellers in both high-end and more inexpensive categories, and the best ways to sell more jewelry items.

At Zoo Boise in Boise, Idaho, the Zootique Gift Shop stresses a wildlife-oriented and environmental theme. Warehouse Manager Delaney Vatcher said display is the most important way to sell more jewelry items.

“Generally, it is display that’s most important for jewelry sales. Some of our jewelry suppliers give us displays that do a great job pushing the product. But it is all about having jewelry in a convenient location that’s easy to see and displayed in a way to draw the eye.” She said that is accomplished with crossmerchandising and special displays occasionally, but that inexpensive items move so quickly the store cannot keep up with creating that type of presentation. “With our more expensive items in cases, we can create more elaborate displays,” she noted. “In the past, we’ve featured items from a region in Mozambique, Africa, in a display that included hand-carved earrings and a variety of products from the region. The zoo has donated a lot of resources and time to the area, and we have a relationship with Gorongosa National Park.” That link makes for an attractive and involving display.

giraffes, wolves, red pandas, lions and tigers, especially pieces that show the animals that are at the zoo themselves.”

The Santa Barbara Zoo in Santa Barbara, Calif., holds mammals, amphibians, reptiles, insects, and a small aquarium. The facility’s retail director, Ross Beardsley , explained that at present, the 1,200-squarefoot gift shop remains closed, while outdoor, tented space – which the zoo plans to keep long-term in addition to the indoor shop – has created a pandemic-safe environment. When the shop is open, as it soon will be, he described the primary focus on jewelry as oriented more toward kids than adults, with offerings that are more inexpensive than high end.

“Generally, it is display that’s most important for jewelry sales. Some of our jewelry suppliers give us displays that do a great job pushing the product. But it is all about having jewelry in a convenient location that’s easy to see and displayed in a way to draw the eye.”

- Delaney Vatcher, Zoo Boise, Boise, Idaho

Overall, inexpensive jewelry typically does better for the shop than more expensive items, Vatcher related. “We have the collections of hand-carved wood jewelry from Africa that does well on the higher-end side, but mostly items around the $10 mark, necklaces and bracelets, do the best.” She described these items as “pretty much all animal themed, including turtles,

“We don’t sell fine jewelry like art museums do, with collections in cases by the cash wrap. We have a limited amount of jewelry in cases by the cash wrap, but it doesn’t really sell for us.” There is an exception to that, however. “Highend rings from R. S. Covenant do very well. They have an amazing display shaped like a pyramid on little steps. The displays really sell it,” he asserted. “The display sits on top of little drawers that the cashier can access. We carry one piece of each style, and each can be changed out if it doesn’t sell. They’re beautifully

Continued on page 122

made pieces.” The brand was added because the zoo does a lot of weddings on the property, and nicer zoothemed gifts were requested often for bridesmaid gifts. “The line has zoo, aquarium, and other themed rings.”

Overall, he said, the zoo store does well with more inexpensive items, such as those from World End Imports, which he described as the store’s favorite line. “They have a rep who comes and does our wall displays and takes an inventory count, so it is basically a turn-key operation for me.” When the store is open, Beardsley said keeping the large eight-by-four-foot wall space used for this jewelry full and replenished leads to strong sales. “Our rep usually comes up from Los Angeles every three weeks. We moved from a fourway rack to the wall display because you can see the whole display of jewelry at once, from the more expensive items for older kids and adults at the top to lower space for less expensive items aimed at younger kids on the bottom. This has done really well,” he noted. That said, the always-busy zoo store did better with jewelry five years ago than more recently, he explained, so he will be keeping an eye on that category.

Where sales continue to thrive are in mood rings, which Beardsley described as “selling all day long, placed next to the register.” For World End Imports “The price point is generally $6.95 to $19.95, with a

medium price of around $9.95 selling very well. All the pieces are zoo animal-related.” The wall display is located near the register both to draw customer attention and, as he explained “not so we can watch it, but so the customer thinks we are watching it.”

In Salisbury, Md., at the Salisbury Zoo, located on the beach-close Delmarva Peninsula, Gift Shop Buyer and Development and Marketing Associate Mary Seeman sometimes uses social media to display jewelry items, but primarily relies on display near the counter and on individual racks. “We display our Sienna Sky brand on its own rack, while World End Imports and

Predictions for Summer Best-Sellers

What jewelry items will do best this summer? For this article zoo shop staff members offered their predictions.

At Zoo Boise in Boise, Idaho, Warehouse Manager Delaney Vatcher said, “We have a new line of bracelets that’s doing really well from Tree Mission. The line plants a tree with every purchase, and depending on what kind of bracelet they pick, people will get a certain kind of tree planted. People really love that.” She expected that line, as well as the ever-popular mood jewelry, to do well this summer.

Ross Beardsley, retail director at the Santa Barbara Zoo in

Santa Barbara, Calif., said that when the main store, which sells his jewelry, opens again “Bracelets always do the best. We sell many of those with different animals. We also have a separate rack just for friendship bracelets, three for $9.95, and those sell all day long. And I expect our high-end rings from Covenant to continue to do well.”

Retail Manager Bre Wong predicted her summer best-sellers at the Alaska Wildlife Conservation Center in Anchorage as relying on locally made items. “I think the biggest difference this versus last or any other season will be that we will not offer mass-produced

items.

and their flavor and their craft. That will make the difference in what sells this year.”

At the Salisbury Zoo located in Salisbury, Md., Gift Shop Buyer and Development and Marketing Associate Mary Seeman said the shop’s Jajebo line of earrings will do well. “They are lightweight for summer, and unique. Being located close to the Maryland shore, inexpensive items like sharks’ teeth pieces do well for us, as well as anything with flamingos on it. Jewelry with bears and cats on it also does very well and should this summer.” ❖

The focus is on local artists

Themed, Local, and Handcrafted (From page 120)

other items are close to the counter. My Fair Trade items are grouped in displays by the counter on turnaround-style displays. And, I have a flat wall right by the cash wrap that I use to hang items on as well. This kind of placement is what works best for us in terms of sales.” She added that the zoo itself is relatively small in size but receives a large attendance at the zoo itself and in the shop, which makes keeping the jewelry displays easy to spot essential. “I don’t have a lot of space in the shop itself,” she said of the approximately 300-square-foot space.

Despite the shop’s small size, jewelry is a strong seller for Seeman. “Our expensive pieces such as Fair Trade, things like alpaca silver jewelry and copper cuffs and necklaces all do well and are somewhat zoothemed. We try to keep things affordable; with more inexpensive items, we do well with necklaces and earrings from both Sienna Sky and World End, as well as with the Jajebo line,” she said. “The Jajebo line features drawn images of animals that are reproduced on recycled, laminated cereal boxes. They are just beautiful, and true to what the animal looks like, whether its bees, bugs, or zoo animals.”

For Retail Manager Bre Wong at the Alaska Wildlife Conservation Center in Anchorage, Alaska, keep-

ing displays fresh, cross-merchandising, and separate jewelry display areas all work to enhance sales. “For higher-end items, we keep those in a display case. Items that are more attainable for everyday wear are on jewelry racks that either the vendors themselves have created or on a table with nice holders that I have. We change our displays based on what items we have at the time.” The gift shop is just under 2,000-squarefeet, Wong said.

High-end jewelry items include Alaska-made silver, sea glass jewelry, and hand-painted jewelry from Trickster Company, Wong said. “Locally made items are the focus of what we have. We are shifting everything in the store from mass-marketed or made-overseas items to those that are locally created.” This is true of more inexpensive jewelry items as well, Wong attested. “We have lovely laser-cut wooden jewelry priced at $12 for a set of earrings. In the more expensive category, we have $50-$100 silver and gold necklaces, and even some expensive ivory pieces that are hand-carved by Native Alaskans.”

Whether inexpensive or high-end, jewelry sales continue to be a gem at zoo gift stores in a variety of locations. ❖

Trends in Name Program and NameDropped Souvenirs at Zoo Gift Shops

At zoos and animal attractions nationwide, namedropped souvenirs are more popular than ever. For this article, retail staff members discussed what items do best for them in this category and why.

At the Buffalo Zoo in Buffalo, N.Y., Nicole Wurstner, director of retail operations, said her name-dropped items focus on apparel and drinkware. “We have name-dropped and logo drinkware, reusable eco-friendly straws, water bottles, growlers, and tumblers. We also have hats and other apparel; and lots of little souvenir-type items such as ornaments. We also have custom postcard programs with our logos, and photos taken here of our animals.”

While each of these items are popular, among the many name-dropped items offered, Wurstner said that “Drinkware is big. People like having tumblers and bottles and growlers that have our logo and name-drop on them. They are a trendy item; they’re practical and make good gifts or souvenirs.”

It adds to the appeal of these products that “We have a very nice logo at our zoo, which people really like. We use it on all our key souvenir pieces, apparel, and of course, the drinkware.” When it comes to apparel, the store offers groupings of items, such as shirts or hats, in a collection of colors with name-drop, according to Wurstner. As to current sales, she explained, “Coming out of the pandemic, all of our sales are definitely trending up, and sales of name-dropped items are definitely doing well. I think people are very interested in getting out right now and going places. They are also interested in supporting institutions like zoos.” She added, “They want to show that support by having something name-dropped or with a logo on it to commemorate their visit and show that support.”

“T-shirts, sweatshirts, hats, drinkware from shot glasses to wine glasses, postcards, stickers, magnets, shopping bags, bottle openers, and ornaments. We carry anything that customers have told us that they want in terms of name-dropped items; we’ve learned what they buy from 28-years of experience.”

firmly rooted in successful merchandising. “We pride ourselves on that. We make sure we have a good, full display of products with like-items placed together to create a story. We want to put together a collection of pieces that will move the guest’s eye from left to right, so that they see everything available for a particular product story.” Additionally, she said that in the Buffalo Zoo’s 3,000-squarefoot store, “We keep merchandise in a spot that makes sense for any specific type of product within the store. We also will feature name-dropped items at a table where a guest will see them along a pathway through the store.”

- Dave Bannister, Safari West, Santa Rosa, Calif.

Dave Bannister , gift store manager at Safari West preserve in Santa Rosa, Calif., also features an array of name-dropped products at his conservation-focused location. The 2,000-square-foot store’s name-dropped selection is varied, including “Tshirts, sweatshirts, hats, drinkware from shot glasses to wine glasses, postcards, stickers, magnets, shopping bags, bottle openers, and ornaments. We carry anything that customers have told us that they want

For Wurstner, selling more name-dropped items is

Continued on page 126

Name Programs

Trends in Name Program (From page 124)

in terms of name-dropped items; we’ve learned what they buy from 28-years of experience.” His top name-dropped sellers? “Ornaments do very, very well here…they’re something that our customers ask for.”

Like Wurstner at the Buffalo zoo, Bannister has seen a “surge in business in general since we reopened this March. We have been at capacity. Sales in gifts flow in with that attendance.” He reported, “I don’t think the product mix is different than it was two years ago, but name-dropped items definitely do well for us. People do come in and specifically ask for things with our name on them, like our specially designed ornament that features our animals as well as our name.”

As it is for Wurstner, selling more name-dropped items is all about display for Bannister. “They’re displayed where customers can easily find them in the store, and in the case of the T-shirts and sweats we don’t carry any that aren’t name-dropped, so they’re front and center, easy to find.”

At the Caldwell Zoo in Tyler, Texas, Assistant Gift Store Manager Leslie Reyes includes toy survival kits, binoculars, magnets, mugs, shot glasses, and popular “twisty” souvenir cups in a long list of name-dropped items. “About the only thing we don’t name-drop are plush items. At one point, we did have name-dropped little hoodies and ribbons for plush, but we don’t do that anymore. The items that we are name-dropping are definitely the ones that people are buying.” She added, “With a lot of Spring Break visitors from out of town and

Continued on page 128

Knowing What to Name-Drop

How do zoos and other animal attractions select the right products to name-drop?

At the Buffalo Zoo in Buffalo, N.Y., Nicole Wurstner, director of retail operations, said, “Hard goods are usually set up for doing name-drop and custom items, and so that is a first choice, something where you can use a screen to create the look you want. Plush is more difficult to do, because it involves something like adding additional things to the item. In general, popular hard goods are what we look for because it’s easiest to set up for custom pieces.”

Dave Bannister, gift store manager at Safari West in Santa Rosa, Calif. selects his namedropped items through specialty suppliers and at trade shows. “We have a number of suppliers who

are specialists in name-dropped items. We give them our logo and type style, and they take it from there with items we have found.” Selecting items is also based on the popularity of the item type in the store.

At the Caldwell Zoo in Tyler, Texas, Assistant Gift Store Manager Leslie Reyes also noted that customer interest in a product or a product’s popularity, lead to more name-dropped items in that category. “Drinkware and mugs

are chosen, as well as key chains and magnets because they’re the kinds of things that people request the most.”

And at the Ellen Trout Zoo in Lufkin, Tex., Gift Shop Sales Associate Kaylin Vansau said, “We name-drop the items people most want to see with our name and logo. We base that on what they ask for – particularly clothing items are something they want to see name-dropped.” ❖

Souvenir Vendor Spotlight: Laser Gifts

Tips for a Successful Name-Dropped Merchandise Program

Las Vegas is full of interchangeable souvenirs — key chains, magnets, coffee mugs and the like. But at 5 Star Helicopter Tours, Owner Rebecca Lok boosts souvenir revenue with personalized mementos from the Laser Gifts line. Patrons can engrave their names and the dates of their vacations on knives, bottle openers, pens, magnets, cork screws, yo-yos, license plates, and metal key rings.

“We believe this merchandise is so popular because it stands apart from the usual plastic throwaway souvenirs that usually greet visitors to popular destinations,” said Lok. “Laser Gifts merchandise is eye catching, high quality, different from the usual souvenirs, and definitely within anyone’s budget.”

As much as guests enjoy Lok’s helicopter tours, she knows that when it comes time to buy souvenirs, they’re looking for something that says “Las Vegas” or “Grand Canyon.” “A helicopter company name doesn’t mean anything to an international visitor,” Lok said. “We try to brand those destinations on all our merchandise, so our clients can show friends and family where they visited. We’ve found over the years that we sell substantially more merchandise with this philosophy, rather than just using our name.”

At Mount Rushmore, engraved pocket knives are a hit at the Xanterra Travel Collection at Mount Rushmore Memorial in Keystone, S.D. The store, which has both on-site and online outlets, contracts with Laser Gifts to inscribe multi-tool and lock-blade pocket knives. Inlaid with rosewood, the heirloom knives attach with a belt clip and can fit up to 16 letters or numbers.

“Guests like items that are personalized,” said Retail Manager Mark Parker . Every name-dropped item includes either the words “Mt. Rushmore” or the presidents’ iconic faces of the presidents. “That way, they’ll remember where they got the personalized keepsake,” Parker explained. “And with the Rushmore Faces on the other side, it will always remind them of the great vacation they took in 2021.”

Parker said a successful name-dropped program relies on strong inventory. “Empty pegs don’t sell very much product,” he pointed out. “Always have someone be responsible for keeping it full, whether it’s an employee or the rep of the company.” Parker also recommended keeping a backup rack or peg wall for back

stock items in a warehouse. “That way, you will keep the pegs full between orders and shipping,” he added.

Of the 20,000 products Kathy Jones carries in her gift shop at Yogi Bear’s Jellystone Park Resort in Wildwood, Mo., the runaway best-seller is Laser Gifts’ Flash-n-Flip solar keychain. “It’s their number one, and it’s our number one as well, ever year,” said Jones. The key chains carry the customized park logo on one side, as well as a flashing lighted name.

“It’s the best and most unusual key chain on the market,” said Jones. “To have something with your name on it in a souvenir shop is always very popular. And there are so many names to choose from — visitors will say, ‘I’ve never seen my name before on anything!’ People also love that it flashes — and because it’s solar-powered, it never runs out or has to be recharged.”

The Flash-n-Flip has several other qualities that make any name-dropped item a winner. Jones pointed out that it’s a favorite for all ages, from little kids to their grandparents. It retails for just $8.95. “And Laser Gifts has a great graphic art department; the design they’ve customized for us is really beautiful,” Jones said. Given all that, who wouldn’t want to take this souvenir home? ❖

Rebecca Lok, owner, with Gloria Kritzler, operations ground manager, and Lisa Stephens, tour coordinator, 5 Star Helicopter Tours, North Las Vegas, Nev., photographed with Laser Gifts merchandise. Lok likes the eye-catching uniqueness and quality of Laser Gifts souvenirs.

Name Programs

Trends in Name Program (From page 126)

summer vacationers coming, name-dropped items do very well. Our guests are looking for souvenir items that represent the locations they’ve visited, like key chains and magnets, which we also sell here namedropped.” Like Wurstner and Bannister, Reyes said strong displays are the best way to sell more namedropped products. “Along with displays in the store, we also have a remote gift shop set up right outside the shop, and we put name-dropped items out there to draw even more attention to them. They do very well out there.”

Also in Texas, at the Ellen Trout Zoo in Lufkin, Kaylin Vansau, gift shop sales associate, offers her take on name-dropped gifts. The shop is volunteer run by the Friends of Ellen Trout Zoo, who work hard to make sure the shop is well-stocked with souvenirs and gifts as well as food and beverage items.

“In the name-dropped category, we have hats, Tshirts, pins, key chains, magnets, coffee mugs, wine glasses, and shot glasses. We have no name-dropped

plush,” Vansau said. “Sales are going very well, but to be honest that’s the same as in any year, it’s no different now since the pandemic. Our name-dropped items are a popular part of our sales.” Agreeing with other zoo gift shop staff members, she noted, “Display is by far the best way to sell more name-dropped items. We are a very small shop, and what we do is mix the namedropped items in with others that have no name-drop, but we position our customized items to stand out throughout the store.”

While name-dropped merchandise at zoo gift stores continues to thrive, plush appears to be less likely a candidate for name-dropping than other items, both due to the difficulty in customizing it, and the fact that although they love to purchase plush animals, shoppers don’t have it on their must-have request list for name-dropped or logo items. Apparel and drinkware, small souvenirs and ornaments – those are the most requested name-dropped items by guests. ❖

Souvenir Vendor Profile

Souvenir Avanti: Creator of Unique Souvenirs

For over 35 years and counting, Souvenir Avanti has been and continues to be an award-winning leader for custom metal manufacturing throughout the souvenir and promotional industries. Expanding into the retail market was a natural extension of a well-known Souvenir Division with superior domestic production capabilities and flexible delivery schedules. Having a manufacturing facility based in North America was perfect to offset the challenges associated with importing products including, but not limited to, potential production and shipping delays as well as rising freight costs and duty rates.

With a 100% lead free production facility in excess of 30,000 square feet, this family owned and operated business employs over 100 hardworking production and administration staff members. Since 1986, Souvenir Avanti has provided jobs for thousands of tax-paying Americans and Canadians.

Specializing in custom metal casting and digital printing, Souvenir Avanti can create uniquely detailed pieces perfect for capturing the distinctive qualities of any attraction. Their specially trained and skilled team of creative graphic designers can take any landmark and develop a variety of attractive styles that are capturing the attention of retailers and attractions across North America.

With styles and selections available for nearly every state and major city across North America, Souvenir Avanti excels in their ability to create custom designs with exceptional quality, low minimums, and fast turnaround times.

(Please send any inquiries to orders@souveniravanti.com or call 800-265-2266. For additional information, circle 55 on the reader service card.) ❖

Souvenir Avanti can create custom designs of exceptional quality.

Trends in Plush and Toys at Sports Fan Stores

Sports fans love showing support for their favorite teams. Plush and other toys are one fun way to do just that. Whether as a keepsake, game day souvenir, collectible, or children’s toy, fans enjoy purchasing a wide range of these items.

At the Seattle Team Shop in Seattle, Wash., Assistant Store Manager Jacob Campbell said the approximately 400-square-foot store sells Foco brand plush. Foco is a top manufacturer of plush mascots and bobbleheads. Campbell noted that trends for top-selling items vary by season for the local teams, depending on what teams are playing. “We have small Seahawks and Mariners teddy bears, and medium plush teddy bears for the Huskies, Sounders, and Seahawks. Our largest plush animals are big monkeys, created for the Seahawks.”

For the summer, plush sales stay consistent, as they do throughout the year. “Toys are steady throughout the year. In the summer, our best-sellers at the store tend to be visors and sun hats.” To sell more plush merchandise, Campbell primarily relies on display. “For us, the main thing is placement in the store. We keep the plush items next to the register, so they are the last thing people see, and kids are always excited

to see it, and always run to the display. Pricing however is high-end, which makes it a little more challenging as an impulse buy for parents.”

In West Allis, Wis., Amy Hunt , owner of the 4,000-square-foot Green & Gold Zone related that “Teddy bears, unicorns, and football-shaped plush toys sell the best for us. We sell the most of our plush merchandise around Christmas, but over all they do well all year long.” Because of those strong sales, she added, “We’re always looking for new items in plush, because they do so well for us.” Additionally, Hunt’s store also sells bobbleheads and team totem poles. “Plush is the best-seller for us though,” she reported.

Summer best-sellers? Hunt predicted the Wisconsin Brewers plush and toys will do quite well for the store. “We have some plush baseballs ordered that go well with our other Brewer items, and Brewer bobbleheads, and as far as I know those should be big for us. We

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Which Plush Pieces Sell Best?

Sports fan stores offer their take on what plush items appeal the most and sell best to customers.

At the Seattle Team Shop in Seattle, Wash., Assistant Store Manager Jacob Campbell said that “Our smallest teddy bear plush for the Seahawks is the item that sells the best for us.” The team itself, and the item’s price

point, both drive sales on the smaller bear.

In West Allis, Wis., Amy Hunt, owner of the Green & Gold Zone, described what plush merchandise sells best for her store as “Teddy bears and unicorns that are roughly about 12-to-18 inches in size. That size is the sweet spot for those plush team items.”

At Sports Fanz in Hurricane,

W.V., General Manager and Head Buyer Chad Rogers related that plush blankets with teddy bear heads and arms, created for West Virginia-based teams, are his top seller when it comes to plush merchandise. Both cuddly and practical, they do especially well for the store in the fall. ❖

Games, Playthings and Plush

usually can’t keep our bobbleheads in stock, they are such a popular item with our customers,” she reported.

To sell more plush figures and toy merchandise, Hunt relies on a variety of methods. “We use social media extensively to promote them, and we put new items up on Facebook and on our website just as soon as they come into the store. We also cross merchandise them throughout the store, and we group like-items together as well, so our customers can see everything we have. We position some of it near the register, so they’ll see it when they check out, too.”

Jeff Lemieux , owner of Jeff’s Sports, Inc. in Brookfield, Wis., does not sell plush merchandise at all. But the store offers other toy category items. “We do very well with our bobbleheads, but the very hottest thing for us are sports card collections. They sell for any team at all, because it is based on any hot players for any given team. With bobbleheads, our best sales come from local team figures.” Lemieux said that he is considering adding plush items for local teams to his toy mix as well. His best-selling summer items depend on how individual teams perform. “Brewers merchandise should sell for us if they do well,” he asserted.

Trends in Plush (From page 134)

General Manager and Head Buyer Chad Rogers, with Corey Rogers, of Sports Fanz in Hurricane, W.V. Action figures are a tread currently in the toy industry.

Selling more toy merchandise is based on a number of factors. “Social media definitely plays a part, and we position the items in the store close to the register or at the front of the store so people can see them easily. We will also cross merchandise the items when appropriate.”

At Sports Fanz in Hurricane, W.V., General Manager and Head Buyer Chad Rogers reported that the store has seen a new trend in toys. “There has been a huge trend to action figures. Funko Pops PVC figures have been huge for us. We also did an in-store promotion for the West Virginia Mountaineers bobblehead that was tremendous.” The bobblehead sales also raised money for a charitable fund and brought a lot of positive attention to the store, he said.

Rogers explained that the reason the Funko Pops figures are so popular is in part because there aren’t as many companies manufacturing sports action figures as there used to be. Their availability through Funko is very appealing to customers; however, Funko is not the only action figure style that does well for the store.

“We also brought in a brand new one from an Ohio

Shot Ballers. The figures are small and to scale, but their heads are oversized, with a look like bobbleheads.” Rogers said these figures include NBA, NFL, and MLB players.

“To supplement the individual Big Shot Ballers line, Party Animal also did gift packs of mini-figures with seven or eight individual figures shrunk to just a couple of inches high. That has done very well. They also do a product called Teenymates that follow along the same idea in gift packs; but they’re shrunk to just a couple of inches high.”

Rogers noted that these small mini figures have sold very well for the store, especially the mini figure NBA items. He finds that very few companies these days make action figures, so the PVC figures that Sports Fanz carried, including Teenymates, are somewhat unique, which is part of why they do so well for the store.

When it comes to plush, stores sales are strong as well. But the store doesn’t carry conventional plush figures. “We don’t sell stuffed animals. We sell plush throw blankets with team logos on them, and a prod-

Games, Playthings and Plush

Trends in Plush (From page 137)

Masterpiece Puzzles. It has a small plush teddy bear head and arms on it in super soft plush. The Security Bear is a massive seller for us, mainly in college teams. The blankets measure approximately 50-inches-by-60-inches,” he said.

For the summer, Rogers said best-sellers will be both TeenyMates and Big Shot Ballers sets created for baseball teams. “Those will definitely be popular for us. But, what I’ve noticed as a big summer seller are sports team items for cars rather than other categories of merchandise.”

Selling more plush and toy merchandise means both social media and store display for Rogers, and the store’s social media hits all the major platforms. “We do a lot of social media, in fact we do every kind, Facebook, Twitter, Instagram, and TikTok. We have also started to develop our own YouTube channel. And we do promotions through Google shopping.”

According to Rogers, the store shoots videos inside the store to show people what merchandise they typically offer, and any new products as they come available.

“Along with that, we also have adopted a hybrid

drop method, in which we carry best-selling team items in the store, but we can get the same items in for any team, if people want to purchase them, and ship those. That helps us appeal to all types of team fans.”

As to in-store display, the 2,800-square-foot SportsFanz has a large display of the PVC action figures positioned in the front of the store. “In the summer, we move our plush animal blankets to the back of the store because they are more of a fall item. But they still sell year-round.”

While sports fans are driven to purchase a wide variety of team logo and character items, plush and toys are a strong seller at most fan stores. ❖

Toys Product News Brief NB

Fidgit Stix Offer a New Twist on Fidget Toys

There is a new twist on fidget toys: Fidgit Stix for fidgety fun! These toys are soft, pliable, and endlessly reusable and are ideal for fidgeting. Easy to bend, twist, shape, and manipulate again and again. Plus, they stick to paper, so fidgeting can become doodling!

Fidgit Stix come in a reusable poly bag, so they can be kept handy for airplane trips, or sitting through endless, boring Zoom meetings. Non-toxic, they are also appropriate for children who need quiet, calming, sensory play.

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Toy Vendor Profile

Get Toy Joy with Toysmith

At Toysmith, we turn every day moments into joyful memories. The Toysmith story began in 1982 and our portfolio now includes every type of highquality toy and gift under the rainbow. We work closely with our independent retailer family, and today more than ever we strive to make it simple, efficient and joyful to do business with us.

Toysmith is proud to present a wide array of joyful, ontrend impulse and novelty items as well as unique gift offerings. Signature lines include Project Blueprint™, 4M™ Science and Craft, Beetle & Bee Garden™, Snapperz™, Oddly Satisfying™, Hatch N Grow™ and more. Our product portfolio is also filled with evergreen categories including Die Cast, Slime, and a full range of popular sensory products.

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(For additional information, visit www.toysmith.com or circle 61 on the reader service card.) ❖

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Toy Vendor Profile

Squishmallows from Kellytoy: Plush with Star Power

The fat, fluffy critters started appearing on toy shelves in 2017. Within a few years, the Squishmallows — as the plush line from Kellytoy is known — were stars of TikTok, bopping to music in bedrooms across America. And when the pandemic locked America down, consumers took comfort in the squeezable toys, making Squishmallows a phenomenon on the level of 1990s Beanie Babies or 1980s Cabbage Patch Kids.

“Fans often mention that stuffed animals like Squishmallows help relieve stress and anxiety,” noted Kellytoy Co-President Jonathan Kelly. “So Squishmallows were very timely additions to people’s homes in 2020 and 2021.”

Squishmallows took off in a way Kelly could scarcely have envisioned when he first dreamed them up. On a visit to Japan, he saw a whimsical plush toy with rotund proportions and quirky features, and decided a similar product would stand out in the American market. The Kellytoy team worked for months to develop critters with just the right elements of softness and cuteness: Puffy Squishmallows have either a mouth, a nose or a snout right between big, round eyes, a nod to the animé aesthetic. They are made of marshmallow-soft, machine washable polyester, and come in a variety of sizes, from 3.5-inch clip-ons to the jumbo 24-inch stuffies. And like those Cabbage Patch Kids of yore, each Squishmallow has a unique name and storyline.

More than 83 million Squishmallows have sold in the four years since they hit shelves at Costco and Walgreens and websites like Amazon; these include not only the Original line, but also the HugMees and FlipA-Mallows spinoff styles. Last March, The New York Times reported that sales of Squishmallows had tripled during just the previous six months.

As of May 2021, there are more than 1,000 Squishmallows varieties, not including licensed characters like Baby Yoda. There are Squishmallows that resemble foxes, elephants, strawberries, unicorns, cupcakes, pineapples, koalas and avocados. Kelly said the brand plans to continue expanding the Squishmallows line with new and licensed characters, catering to demand from a mushrooming cadre of collectors who seize on every new addition (a collector’s guide is due out this

summer at squishmallows.com).

With a turnaround time legendary in the industry, Kellytoy is able to respond effectively to consumer demand. The Los Angeles-based manufacturer moves its plush toys and gift products from design concept to store shelves faster than most by sourcing everything in-house, allowing it to control every cost along the way while keeping a strict eye on quality.

Founded in 1986, Kellytoy boasts a portfolio that spans market segments from gift, specialty and toy retailers to party stores, supermarkets and drugstores, warehouse clubs, and amusement parks. In addition to Squishmallows, other best-sellers include the Pillow Chums™, Kellybaby™ and Kellypet™ lines,

Continued on page 144

Squishmallows are popular among students at Mission Viejo, Calif.’s, Silverado High School.

Photos by Robyn Alvillar

Toy Vendor Profile

expansive seasonal and everyday plush offerings, and products featuring classic characters like Care Bears, Strawberry Shortcake and Betty Boop.

“Our high-quality toys offer value-add and low price points, making them extremely competitive,” said Kelly. “This has contributed to our loyal customer base, which includes many of the country’s bestknown retailers and chains.”

The company’s success caught the attention of Jazwares, LLC, which in April 2020 acquired a majority stake in Kellytoy. Jazwares, based in Sunrise, Fla., has in recent years acquired a portfolio of brands and works to leverage the combined entities’ strengths.

So far, the collaboration is working: As of 2020, Jazwares is the nation’s number one plush manufacturer, according to the New York-based NPD Group, which researches consumer trends. Kellytoy is a powerful contributor to that figure: The brand is the top supplier of both generic plush and grocery, drug and value store plush, and Squishmallows are themselves the nation’s number-five plush property, NPD reported last July.

Kellytoy in general, and Squishmallows in particular, undoubtedly benefited from an across-theboard increase in sales of consumer goods during the pandemic, Kelly told SGN. “We saw this trend with

Squishmallows in our online shop and at retailers as well,” he noted. “Overall screen time has dramatically increased during the pandemic as well — and in turn, we saw a huge increase in organic videos featuring Squishmallows on TikTok.”

As of mid-May, 2021, there were an astounding 2.2 billion views of videos using Squishmallows-related hashtags. Dozens are social media accounts — on Twitter, Facebook, Instagram, TikTok and Pinterest — are dedicated to displaying #squishmallowsquad collections, talking about the characters, and trading tips on where to collect. On Facebook alone, Squishmallows counts over 80 fan groups whose combined members number in the tens of thousands.

With no signs of slowing, the Squishmallow phenomenon continues to blaze across the Internet, spurring ever more sales of the huggable critters. Hugs, of course, were in short supply during a year of social distancing — but even as people return to gatherings, it’s a good bet many will be cuddling up or crowding around a smartphone, enjoying the kitschy antics of their “squishies.”

(For more information, visit www.squishmallows. com or circle 28 on the reader service card.) ❖

Toys Product News Brief NB

Sandtastik® Offers Peel ‘N Stick Sand Art Boards

Creative fun with 5-by-7-inch and NEW 8-by-10-inch craft adhesive boards in pre-cut designs or blank. Peel off the precut top paper layer to reveal a sticky surface and sprinkle on your favorite sand color. A variety of themed designs available including space, dinosaurs, flowers, Holiday characters, and much more!

(For more information, visit www.sandtastik.com, email info@sandtastik.com, call 800-845-3845 or circle 49 on the reader service card.)

Squishmallows from Kellytoy (From page 142)

Craft adhesive boards from Santastik offer creative and simple fun with sand.

SOUVENIR VENDOR FEATURE

Pennybandz Now Offers the Penny Journal®

Pennybandz has unveiled the Penny Journal®, the Ultimate Pressed Penny Collector book. Unlike any pressed penny book….ever. The Journal holds 146 coins and has a 72-page built-in journal to track your memories and your pressed pennies. It is covered in a high quality, vegan leather with an elastic band to keep your pennies safe. It comes in seven colors, with more colors available this Spring.

With a built-in zipper pocket to store extra change, the Penny Journal is also expandable to fit two additional pennyholding insert pages which will hold 128 more pressed pennies! The Penny Journal, the new vegan leather Tri-fold collector book, new Pennypalz, and refreshed colors for the classic original wristbands, are all ready to ship.

All Pennybandz products are exclusively sold by Pennybandz, and are no longer selling through distributors. Ordering is easy on the company’s wholesale-only website, www.pennybandzwholesale.com. Retailers can also call 972989-3867, or email albert@pennybandz.com, to place an order. Let’s all get back to living the adventure in 2021, and pressing pennies along the way.

(For additional information, circle 44 on the reader service card.) ❖

Toy Product News Brief

Uncomplicated, Fun Play Returns with EUGY’s

EUGY’s are the collectible phenomenon taking kids’ play back to basics. EUGY’s are eco-friendly and sustainable. They combine learning with fun as each model takes shape following the simple numbered assembly process. Fun facts are included to inform and entertain. The finished EUGY is colorful, durable, and will take pride of place on display.

(For more information, email kevin@eugy.com, visit www.eugy.com, or circle 20 on the reader service card.)

The Penny Journal® from Pennybandz holds 146 coins and has a 72-page built in journal.

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

Toy Vendor Profile

Soft Stuff Creations Distributes Toys Designed by Bill Helin

Soft Stuff Creations is honored to be distributing plush toys and finger puppets designed by Bill Helin, a Tsimshian artist based in British Columbia.

Steeped in the rich cultural traditions of Northwest Coastal art, Helin is an artist, book writer, illustrator, and designer who creates two and three dimensional art in the tradition of his Tsimshian ancestry.

Helin’s children’s books are rich in the storytelling tradition and assist in various school educational programs. His “Culture Crew” plush and puppet characters translate into amazing fun and educational toys.

Culturally relevant, fun and educational, this collection has become a top-selling product for the discerning buyer. Soft Stuff will be licensing new Native artists from across North America to expand this exciting product Collection.

(For more information, visit www.softstuffcreations.com, call 888-228-5001, or circle 54 on the reader service card.) ❖

Toy Industry News

Soft Stuff Creations offers fun and educational toys based on the art of Bill Helin, a Tsimshian artist based in British Columbia.

Bring Summertime Fun to Kids in Underserved Communities: Donate to TTF’s Summer Toy Drive

The Toy Foundation (TTF) is reminding toy manufacturers and distributors there’s still time to donate toys and games to thousands of deserving children this summer.

The 2021 Summer Toy Drive, open now through Labor Day, is in need of outdoor toys, arts and crafts toys, sports toys, games, puzzles, brainteasers, ride-ons, compounds, and more. Free pick-ups can be coordinated in most cases and all donations are tax deductible.

“The holiday season isn’t the only time of year to make an impact,” said Elizabeth Max, senior foundation manager at TTF. “Children deserve to experience the comfort of play year-round. That is why the generosity of our partners has been so critical during these summer months. We invite

more toymakers to take the time to contribute and, in the process, touch the lives of thousands of underserved kids nationwide.”

This year, The Toy Bank is partnering with several children’s charities, including the First Responders Children’s Foundation’s Power of Play initiative, which is transforming play spaces within New York City Housing Authority public housing and donating truckloads of free sports equipment to children in those communities.

Toy companies can contact Elizabeth Max to learn more about the summer toy drive. All donations are tax deductible. To learn more about The Toy Foundation’s decadeslong work, visit www.toyfoundation.org. ❖