Souvenirs, Gifts & Novelties - June/July 2022

Articles

Gifts

32 Keeping the Home Fires Affordable - Home Décor Gifts at Discount, Variety and Floral Stores

For this article, store staff members and owners provided insight about their top sellers in the home décor category and how to find them, as well as the best ways for stores to sell more décor items.

36 Windchimes, Flags and Banners at Beach and Resort Stores

At stores that carry the tuneful chimes, a great selection allows every shopper to walk out with something — whether it’s an inexpensive gift or a patio trinket, a musical delight or an eye-catching accent.

Manager Rachel Klinnert.

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PRESIDENT & EXECUTIVE EDITOR

Scott C. Borowsky

610-645-6940 ext. 0

ASSOCIATE EDITOR

Sasha Borowsky sborowsk@gmail.com

MANAGING EDITOR

Caroline A. Risi editorsgnmag@kanec.com

CONTRIBUTORS

June Allan Corrigan

Hilary Larsen

Genie Davis

Sara Karnish Carime Lane

CONTROLLER

Joseph W. Mellek

610-645-6944

BILLING AND CIRCULATION

59

40 More Than Merchandise – The Retail Picture at Hospital Gift Shops

Officials from hospital stores in Pennsylvania, Wyoming and Ohio were interviewed for this story covering gift sales.

42 Bonus Sidebar: When Retailers Don’t Draw a Winning Hand –Strategies for Slow Sellers

Surf Expo Special Beach and Resort Report

53 Taking Home Something for the Home - Quality Gift and Home Décor Best-Sellers at Beach and Resort Stores

Despite some supply chain issues, beach and resort stores are ready to provide the perfect take-home gifts for visitors and locals alike.

59 Where There Is No Shortage of Sales - T-shirt Trends at Beach and Resort Stores

A look at T-shirt sales at stores in Rhode Island, Florida and Nova Scotia.

62 Bonus Sidebar: What Are Your Most Popular Sunglass Styles and Why?

Las Vegas Souvenir Report

94 What Sells Best at the Beach – Souvenir Sure Sellers at Beach Stores

Souvenirs are plentiful at beach stores, and the stores that populate beach communities.

102 Reflections of Nature – Trends in Jewelry at Resort Area Stores

Shoppers love to take home gifts that remind them of their time away from home.

108 Giving a Cheer for Apparel Sales - Clothing Trends at Boutiques

Apparel trends for early summer this year appear to be focused on vivid hues and cheerful patterns, according to staff and owners at boutique apparel shops in California and Arizona.

110 Bonus Sidebar: Are Skirts and Dresses In or Out – and Why?

Apparel

111 Serving a Public of Plant Lovers – Apparel at Botanical Gardens

Apparel and accessories still sell at botanical gardens, and shops are now offering distinctive and locally specific merchandise.

114 Merchandise that Is Perfect for Showers of Happiness - Baby Shower Gifts at Baby Stores

A look at how baby stores offer everything from gifts to everyday merchandise for babies.

128

115 Bonus Sidebar: Tips to Increase Buys for Baby - Top Customer Service Advice

Apparel and Accessories

119 Where Smaller Merchandise Can Create Bigger Sales

Accessories continue to be a strong category for independent boutiques.

IGES Features: Name-Dropped Merchandise Section

122 Souvenirs that Sell - Name-Dropped Merchandise Trends at Zoos, Caves and Caverns

How name-dropped merchandise is selling at stores in Pennsylvania, Washington, New Hampshire and Kentucky.

126 Selling Fun at the Park - Name-Dropped Gifts at Theme and Waterparks

The name-dropped gift and souvenirs picture at a selection of parks.

Licensed Products

130 Playing on a Winning Team – Licensed Sports Products at Sports Fan and College Bookstores

Sales are positive for college bookstores and sports fan shops, this story found.

131 Bonus Sidebar: What Do You Do with Slow-selling Licensed Sports Products?

Jewelry

134 The Challenge of Honoring Tradition - Trends in Native American Jewelry and Craft Sales

This story explores the challenges of selling Native American jewelry and gifts.

136 Selling Jewelry at Hallmark Stores, Gift Stores and Pharmacies

Jewelry is a favorite purchase for customers at Hallmark and drug store gift shops.

Pet Gifts at Pet Boutiques

138 Pet Stores: Where Offering Quality Is Never Barking Up the Wrong Tree

Pet boutiques carry a wide range of gifts and essentials for their four-legged customers and the humans who love them.

ASD Value and Variety Merchandise Report

141 Back to School at Discount and Variety Stores

Thrifty shoppers turn to discount and variety stores for their back-toschool needs.

144 Snacks, Candy and Gourmet Products at Country and Candy Stores

For this article, SGN Contributor June Allan Corrigan interviewed officials from five stores to get a feel for snack, candy and gourmet product sales.

148 Trends in Treats for the Senses – Soaps, Candles and Lotions at Resorts

Trends in scented products at resorts in Washington, Oregon and California.

150 Bonus Sidebar: Which Smells Spell Sales – Top Selling Scents in Soaps, Lotions and Candles

Christmas in July

151 Going All Out for the Season - Trends in Ornaments and Other Decorations

A general manager and an owner from two Christmas stores discuss best-sellers.

152 Bonus Sidebar: What Are the Trends in Christmas Colors? Why?

151

144 160

Games, Playthings and Plush

155 Finds for Families - Best-Sellers at Toy Stores

Best-sellers and toy trends may change, but toy stores are a great place to enjoy a wide selection of playthings.

156 Bonus Sidebar: What Do You Do With Slow Selling Merchandise?

159 Toy Best-Sellers at Children’s Museums and Public Lands Partner Stores

This story gets a feel for toy best-sellers at the unique selling environment of children’s museums and public lands partner stores.

160 Bonus Sidebar: What Is Your Top Staff Training Tip To Teach Customer Service?

Commentary

Summer Reading for Better Sales

This issue of Souvenirs, Gifts & Novelties (SGN) brings you a wealth of information on how to make your summer selling season the most fruitful ever. We cover all of the major merchandise categories, including gifts, jewelry, apparel and toys. We also offer an exhibitor list and special section for Surf Expo, and special sections for the Las Vegas Souvenir Show, IGES and ASD.

Scott C. Borowsky

Quotable

In the Gifts section, we offer the stories on home décor at discount, variety and floral store and sales trends at hospital gift shops. In Surf Expo Special Beach and Resort, the articles cover quality merchandise, T-shirts and windchimes, flags and banners. And in the Las Vegas Souvenir report, there is a special preview section provided by the trade show as well as a story on souvenirs at beach and resort stores.

In the Apparel section, there are stories on apparel at botanical gardens and baby shower gifts, with additional stories on apparel and accessories trends and sales at boutiques.

Name-dropped merchandise is a mainstay of all types of stores, and in the IGES section, we offer a look at this type of merchandise at zoos, caves, caverns and at theme and waterparks.

Not selling jewelry is missing out on a steady and reliable income source. Native American jewelry serves the dual purpose of steady earnings, and of supporting and honoring the traditions of craftspeople that produce these types of accessories, our story found. The jewelry section also covers trends in jewelry at resort area stores, and jewelry sales at Hallmark, gift stores and pharmacies.

The adoption of pandemic pets has meant more pet owners than ever shopping for their dogs and cats. In the story “Pet Stores: Where Offering Quality Is Never Barking Up the Wrong Tree,” we look at the wide range of gifts and essentials available for animal companions.

In the ASD Value and Variety Merchandise Report, back-to-school sales at discount and variety stores is covered, as is the sales of snacks, candy and gourmet products at country and candy stores.

The issue also offers stories on soaps, candles and lotions at resorts, ornaments and other decorations at Christmas stores, and toys and games at toy stores, children’s museums and public lands partner stores.

I hope you enjoy the issue. Please contact me by emailing editorsgnmag@kanec.com with your comments, questions or suggestions.

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

610-645-6940

“ The currency of real networking is not greed but generosity. ”

- Keith Ferrazzi

Linda Cook, who is in charge of ordering inventory for Hidden River Cave and American Cave Museum in Horse Cave, Ky., photographed with a tree display she made herself to showcase locally made ornaments by Erika Butler of Countryview Creations. See the story on page 122 for an interview with the buyer for the attraction.

New Jersey Bag Supplier Helps Businesses with Plastic Bag Bans

Bruno & Company is a family owned and operated business located in North Wildwood, N.J. The business provides reusable bags compliant with local and state bag ban requirements, including New Jersey’s soon-to-be-enforced plastic bag ban. The company produces polypropylene fabric reusable bags that come in a variety of different sizes, and colors. They specialize in full custom printing which allows businesses to print their logos and graphics.

Single use plastic bags are a thing of the past. Starting May 4, 2022, New Jersey retail stores, grocery stores and food service businesses may not pro-

TRADE SHOW NEWS

IMC Partners with Sherwin-Williams for Programs in Atlanta and Las Vegas

International Market Centers (IMC) has partnered with Sherwin-Williams, a leader in paint and coatings, to present color trend programming at AmericasMart Atlanta’s Market Wednesday in June.

“Knowledge of color trends and an understanding of influences on color are imperatives for the design community that sources at both AmericasMart and LVDC,” said Dorothy Belshaw, IMC executive vice president, chief customer and marketing officer. “This June, we are delighted to partner with Sherwin-Williams, a long-time IMC educational partner, to bring current information to our markets from coast-tocoast.”

In a lunch-and-learn session, titled Designer-Approved Color Trends, four of Atlanta’s top interior designers were to address 2022 paint color trends and practical applications for design projects.

vide or sell single-use plastic carryout bags. Singleuse paper bags are allowed to be provided or sold, except by grocery stores equal to or larger than 2,500 square feet, which may only provide or sell reusable carryout bags. Fines for using plastic bags can be up to $5,000 per violation. In addition, Philadelphia has their own plastic bag ban.

Bags by Bruno provides eco-friendly reusable bags at an affordable cost. For more information, email Bags@brunoandcompany.com or call 856-287-4510.

Atlanta Market Grows Gift Depth and Breath in Summer 2022

Atlanta Market is expanding its 5,000-plus brands with 32 showroom updates for the Summer 2022 edition, July 12-18, 2022 at AmericasMart Atlanta.

“Atlanta Market’s gift offerings are bigger and better than ever this summer with brands updating their presentations to showcase fresh, new product,” said Scott Eckman, International Market Centers (IMC) executive vice president, chief revenue officer. “The largest gift product presentation in the nation will showcase new and expanded showrooms throughout the campus offering the full spectrum of gift product.”

Mud Pie will expand at AmericasMart Atlanta in Summer 2022.

TRADE SHOW NEWS

Summer 2022 Las Vegas Market Expands Bedding, Furniture and Home Décor Resources

Las Vegas Market is the only opportunity of the summer for buyers to source fresh product across the home furnishings spectrum with nearly 600 bedding, furniture and home décor resources – including some 24 new, expanded and relocated showrooms and 60-plus temporary exhibitors – at the Summer 2022 edition, July 24-28, 2022 at World Market Center Las Vegas.

“Las Vegas Market’s furnishings momentum is accelerating with exciting new brands, expanded resources and recommitments from industry leaders,” said Scott Eckman, executive vice president, chief revenue officer. “Bedding is better than ever, and furniture and décor are offering the largest collection in the west. It will be a can’t-miss market for the industry this summer.”

Complementing the furniture and home décor permanent showrooms are temporary exhibits in two locations. The B2: Home Furnishings Temporar-

ies feature nearly 20 crosscategory exhibitors including notable brands Gaucho Sheep & Leather Products, Inc. (cowhide and sheepskin home décor), Montana Woodworks, Inc. (heirloom quality rustic furnishings handcrafted in Montana), Southwest Looms (boutique area rugs), Synca Wellness (massage chairs) and more. Décor product also is presented in the Expo at World Market Center Las Vegas with 40plus exhibitors in the Home category as well as within the Design, Handmade and Immediate Delivery categories. Highlights include Ashore Lighting (handcrafted, luxury lighting and furniture), Braid and Wood Design Studio (modern indoor plant hangers), CEREMONIA (globally inspired, sustainably made and ethically source home decor and gifts), Fire & Pine (American-made burnt wooden maps, patents and home décor), Jitana (handmade home décor) and more.

Atlanta Market Home Décor Offerings Feature Cross-Category Updates and Expanded Amenities for Summer 2022

Atlanta Market continues to refine its home décor offerings with some 11 updates in furnishings, décor, textiles, rugs and accessories as well as the reopening of the Designer Workspace planned for the Summer 2022 edition, July 1218, 2022, at AmericasMart Atlanta.

“The Summer 2022 home décor updates showcase what makes Atlanta Market unique – the ability to source for the whole home in one contiguous location with industryleading amenities and services,” said Scott Eckman, International Market Centers (IMC) executive vice president, chief revenue of-

ficer. “New commitments to the market and major expansions from top brands across categories as well as enhanced designer services further strengthen the collection as a destination for top retailers and designers.”

Gift for Life/ NY Now Team Surpasses $40K Goal for AIDS Walk New York

The Gift for Life/NY Now team, led by top individual fundraiser Matthew Katzenson and team co-chairs, Su Hilty and Caroline Kennedy, announced that the team raised $44,500-plus for this year’s AIDS Walk NY, which took place May 15, 2022. Team Gift for Life/NY NOW placed fourth in overall fundraising for the 2022 event, which brought in $2,246,787 to benefit those living with and affected by HIV and AIDS.

Ngala Trading is expanding at AmericasMart.

Phillips Collection will expand at Las Vegas Market.

Personalized Kids Cups

No more fighting over who gets the fun cup! With 120 different names and titles, there is plenty of animal-themed drinkware for every kid on your gift list.

Kids love these bold, bright, durable and lightweight cups. They are 3.75” tall and hold 8.5 fluid ounces. Choose from eight whimsical illustrations: panda, dinosaur, lion, sloth, cat, flamingo, unicorn and mermaid. With Panda Crew personalized Kids’ Cups, it’s easy to tell whose cup is whose. •

The Leader in Personalized Gift Giving

TRADE SHOW NEWS

Las Vegas Market Plans for Largest-to-Date Expo Temporary Presentation

Expanded International Brands and New Pavilions Grow Summer 2022 Trade Show

Las Vegas Market will present its largest-to-date temporary exhibits in the Expo at World Market Center Las Vegas, filling the facility with an international collection of hundreds of top brands highlighted by new pavilions and events on the trade show floor July 24-27, 2022.

“Las Vegas Market temporary exhibits are the place for discovery this summer,” said Scott Eckman, International Market Centers (IMC) executive vice president, chief revenue officer. “Wall-to-wall, the Expo will be brimming with compelling new products in gift and home décor. Every category has must-see brands and new showcases are bringing fresh resources to market.”

Las Vegas Market’s hundreds of temporary exhibits present gift and home decor product from established and up-and-coming brands in six destinations in the Expo at World Market Center Las Vegas: Gift, Home, Design, Handmade, Luxe and Immediate Delivery. The presentation grows with nearly 40 cross-category brands that are new to Las Vegas Market or returning after a hiatus highlighted by Ashore Lighting (hand crafted, luxury lighting and furniture), Good Luck Sock (socks), Mermaid Perfume (personal care), Poppy & Pout (personal care), The Global Trunk (home décor), Trvl Design by ID Accessories (travel accessories), Vital Industries (glassware and tabletop), We The Wild Plant Care (plant care), With Co (cocktail mixes) and more.

The growth in new brands and return of brands after pandemic breaks coupled with significant recommitments and booth expansions have extended the Las Vegas Market temporary exhibits footprint to fill the Expo just four markets after the purpose-built facility opened in Winter 2021, reports Eckman.

International Expansion

The Summer 2022 Las Vegas Market marks a major milestone in the return of the internationality of the buying event with exhibitors hailing from 15 countries (Australia, Chile, Denmark, Faroe Islands, Finland, France, Iceland, India, Indonesia, Italy, Norway, South Korea, Spain, Sweden and Turkey). These unique exhibitors will be highlighted via a new tour featuring HGTV's Bargain Block Duo Keith Bynum and Evan Thom-

as and Rue Magazine Editorial Director Kelli Lamb who will discuss their favorite items on Monday, July 25.

International highlights include Amigos de Hoy (ethically sourced leather products from Australia), Aquavireo AB (linens from Sweden), Banwood (design-oriented children's bikes from Spain), Elitis (wallcoverings, fabric and accessories from France), Glasshouse Fragrances (candles and diffusers from Australia), Lissoy (linens from France), Nature's Collection (Danish interior lifestyle products), Neem (home and clothing collections using indigenous Indian handloom textiles), NØRDIK (representing 13 sustainable Scandinavian home decor, textiles, tableware, accessories and gifts), Pappelina (rugs from Swe-

Continued on page 22

A view of a previous Las Vegas Market show.

den), Treko Chile (high-quality woolen pieces using the textile traditions of the artisans of Chiloé in Chile), Zafferano America (Italian design-oriented high-end tabletop and lighting) and more.

New Pavilions Introduce News Lines

Las Vegas Market highlights unique makers in two new pavilions showcasing women-owned brands and greeting cards and stationery products.

Some 12 women-owned brands – encompassing health and wellness, apparel, accessories, skincare, home décor and food and beverage – identified by IMC’s VP of Social Impact Vanessa Bruce will be presented in a new shoppable showcase designed

to highlight values-based commerce. These first-time exhibitors come to Las Vegas Market via Bruce’s Dough network of women-owned brands which was acquired by IMC in early 2022. Bruce leads a panel discussion with select pavilion vendors to explore the importance of weighing a brands’ ethics and values when sourcing on Sunday, July 24 at 2 p.m.

The Greeting Card Association (GCA) plans to bring its GCA Village to Las Vegas Market to showcase member brands offering greeting cards, custom invitations and imprintables, gift wrap, journals, planners, notebooks and more. The full list of member brands will be announced soon.

Activity on the Trade Show Floor

The Expo Seminar Room re-

turns for Summer 2022 with a full roster of education, events and celebrations. In addition to the Dough panel, buyers can attend the FIRST LOOK seminar, market orientation and more in the space. The Expo Seminar Room also hosts the Gift + Stationery 40 Under 40 Awards - Meet + Greet Celebration and a GC Buying Group Sip & Shop. A full list of Expo Seminar Room events will be announced soon.

“The Las Vegas Market trade show floor will be buzzing this summer,” added Eckman. “The excitement of new products will be matched with the hum of a new gathering place in the heart of the temporary exhibits. It’s an experience not-to-be missed.”

IMC Partners with GC Buying Group to Present GCX: Expo & Education in 2022

New Two-Day Event Debuts at Atlanta Market in July; Expands to Las Vegas Market in 2023

International Market Centers (IMC) and GC Buying Group today announced a new partnership to produce GCX: Expo & Education, a semi-annual buying and programming event connecting gourmet and housewares brands and retailers. Following the inaugural edition at IMC’s Atlanta Market in July 2022, IMC and GC Buying Group intend to expand the event to also be held at IMC’s Las Vegas Market beginning in 2023.

“GCX: Expo & Education will be a two-day opportunity for GC Buying Group members to be fully immersed in business-building product discovery and education,” said Janis Johnson, founder and president of GC Buying Group. “The model that we have created with IMC is a win-win for buyers and sellers. It creates an opportunity for retailers to explore Atlanta Market in its entirety after their two-day GC focus and it provides GCX vendors with direct access both to GC retailers and to a broader Atlanta Market buying audience.”

For GCX: Expo & Education, GC will recruit brands – including both established IMC exhibitors and newto-market resources – to exhibit in a one-day vendor display open to GC Buying Group members and market attendees. The inaugural Atlanta Market showcase, on Wednesday, July 13 (AmericasMart Building 2, Floor 3), is expected to feature some 75-plus housewares and gourmet products vendors. Brands exhibiting in the GC Expo have the option to extend their participation in the Atlanta Market as exhibitors, within the temporary exhibits’ Gourmet and Housewares categories, through Monday, July 18.

Day two of GCX: Expo & Education will feature a full day of educational programming and product demonstrations exclusively for GC Buying Group members, as well as non-members who purchase membership before or during the event. For Atlanta Market, programming is Thursday, July 14, with subjects and presenters to be announced in the coming weeks.

Trade Show News (From page 20)

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

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

I LOVE LAS VEGAS MARKET

“Las Vegas Market is really inspiring! You get so many ideas for displays within your stores, but then also being able to see all the products, touch them, feel them, see the packaging. I am one that is taking stuff out of the box all the time because I need to see the toy. I need to see how you can play with it or play the game, so I love that part of the Vegas Market. I come to see what is new for the year.”

— Kate Noreen, Buyer, Mudpuddles Toys & Books, Sherwood, OR Toys and Gift buyer

Register Now: July 24–28, 2022

LasVegasMarket.com | @lasvegasmarket

TRADE SHOW NEWS

Exploration Drives Summer 2022 Las Vegas Market

July 24-28, 2022 at World Market Center Las Vegas

Expansion in resources and programming is positioning Las Vegas Market as Summer 2022’s premier opportunity to source top furniture, gift and décor with new product from top lines complemented by engaging education and events July 24-28, 2022 at World Market Center Las Vegas.

“Buyers love Las Vegas Market for the total cross-merchandise buying from must-have lines,” said Bob Maricich, International Market Centers (IMC) CEO. “These robust discovery opportunities combined with proprietary programming and a celebratory atmosphere will create a market like none other this summer.”

Robust Resources

Las Vegas Market will offer thousands of furniture, gift and décor resources in hundreds of permanent showrooms and temporary exhibits across four build-

ings on the World Market Center Las Vegas campus – Buildings A, B and C and the Expo at World Market Center Las Vegas.

new-to-Las-Vegas brands and expansions by existing resources showing more accent furniture, lighting, rugs and wall décor. In gift – presented by branded showrooms and top west coast sales agencies on seven floors in Building C – lifestyle offerings grow alongside specialty categories like gourmet/ housewares and toys.

Growth is anticipated across all verticals. In furniture, offered on 31 floors in Buildings A and B, continued growth in bedding further strengthens Las Vegas Market as THE national bedding market. Designer-focused décor resources presented on 13 floors in Buildings A, B and C grow with

Las Vegas Market’s temporary exhibits will fill the Expo at World Market Center Las Vegas with their largest presentation to date. Hundreds of brands will show in six categories: Design, Gift, Immediate Delivery (Cash & Carry) Handmade, Home and Luxe plus a new pavilion for values-based brands connected with IMC’s acquisition of the Dough network.

A full list of Las Vegas Market exhibitors is at LasVegasMarket. com/exhibitor/exhibitor-directory.

Warren Shoulberg To Receive Gift For Life’s 2022 Industry Achievement Award Industry Leader To Be Recognized at Retailer Excellence Awards

Gift for Life, the gift and home industries’ sole charitable organization, recently announced that business journalist Warren Shoulberg will be honored with its 2022 Gift for Life Industry Achievement Award on June 22, 2022, in Dallas, Texas.

Gift for Life’s Industry Achievement Award recognizes overall excellence and contribution to the gift and home industry – whether as a thought leader, standard-bearer or overall industry influencer.

“Warren’s journalistic excellence in the home and gift industries makes him so deserving of this special recognition,” said Cole Daugherty, chair of the Gift for Life board. “His keen observations and analysis over the decades have been a catalyst for business leaders and companies to outperform expectations and to improve manufacturing, retail and wholesale.”

An exterior view of the World Market Center.

Summer 2022 Atlanta Market Presents Tastemaker Programming and Events Staged in all Three AmericasMart Buildings

Atlanta Market will use the three-building AmericasMart Atlanta campus with 20-plus engaging tastemaker presentations, gourmet demonstrations, tours and events over six days during the July 12-18, 2022 buying event.

“Inspiration abounds at the Summer 2022 Market with chances for attendees to explore new opportunities and connect with top tastemakers across gift and home,” said Dorothy Belshaw, International Market Centers (IMC) executive vice president, chief customer and marketing officer. “Programming throughout the AmericasMart campus seamlessly integrates the learning and product discovery experiences that are hallmarks of Atlanta Market.”

Cross-Campus Events

Atlanta Market presents programming in three dynamic locations in Summer 2022: the Building 3 atrium, the Jura Gourmet Demonstration Kitchen in Building 2 and the Atlanta Market Seminar Space in Building 1.

The dramatic Building 3 atrium is the main stage this July, hosting a series of engaging tastemaker presentations and the Market Kickoff party featuring Fleetwood Mac tribute band Rumours on Wednesday, July 13 at 6 p.m. Educational programming kicks off with “Remco’s World of Flowers, Art & Event Design Still Life: Still Alive,” a live floral demonstration presented by Remco Van Vliet, a third generation Dutch Master Florist and the exclusive floral designer for the Metropolitan Museum of Art on Wednesday, July 13 at 1 p.m. followed by a meet and greet in the Accent Décor showroom.

The Jura Gourmet Demonstration Kitchen in the heart of the gourmet and housewares showroom collection in Building 2, Floor 8 is buzzing this market with national and local talent including

“Top Chef” finalist, “Guy’s Grocery Games” participant, cooking competition judge and national restaurateur Chef Brian Malarkey on Wednesday, July 13 at 2 p.m. and the food and beverage team from Atlanta favorite Alma Cocina Downtown presenting a craft cocktail demonstration paired with light bites in “Sip & Savor Modern Mexico with Alma Cocina” on Friday, July 15 at 2 p.m.

Among the activities in the Jura Gourmet Demonstration Kitchen is on Wednesday, July 13 at 5:30 p.m. with a market-wide meet up of gourmet and housewares retailers presented as part of the GCX: Expo & Education. Additional Jura Gourmet Demonstration Kitchen programming is to be announced.

Tours and Consultations

Highlight the Best of Market

Atlanta Market also offers guided opportunities for buyers to learn about its vast product offerings. The “New Buyer Tour: Temporaries” is a tour of Atlanta Market’s 10 temporary exhibit floors led by Marie Knight, SVP of Gift & Home Tradeshows at 9 a.m. on Wednesday, July 13. Design Services Manager Caroline Russell leads the “New Buyer Tour: Home” exploring home décor resources on Thursday, July 14. Additionally, Buyer Services Manager JD Whitehead offers personal consultations for gift buyers Tuesday, July 12 through Thursday July 14, 8 – 10 a.m. in the Building 2, Floor 8 Buyers Lounge.

In addition to programming, Atlanta Market will present food and beverage amenities, photo opportunities, a vignette of Market Snapshot finalists and other pop-up experiences throughout the market. A full list of Summer 2022 Atlanta Market events is at AtlantaMarket.com/Attend/Events.

An Atlanta Market seminar.

America’s Leading Ornament Manufacturer

“The

Meredith Sorenson Retail Buyer Xanterra Travel Collection

July

12-18

SHOW

A Look at Upcoming Trade Shows

8-10

Surf Expo

24-28

Atlanta Market

AmericasMart

Atlanta, Ga.

(Circle 05 on card.)

Las Vegas Market Expo Center at World Market Centers

Las Vegas, Nev.

(Circle 30 on card.)

28-31 Gem and Lapidary

Wholesalers

Franklin, N.C.

August

7-9

Las Vegas Apparel Expo at World Market Center

Las Vegas, Nev.

14-17 NY NOW

Jacob K. Javits Convention Center

New York, N.Y.

(Circle 39 on card.)

15-17 Rocky Mountain Apparel Gift and Resort Show

National Western Complex

Denver, Colo.

(Circle 47 on card.)

21-24 ASD Marketweek

Las Vegas Convention Center

Las Vegas, Nev.

September

1-4 Gem and Lapidary Wholesalers

Tucson Gem Show

Tucson, Ariz.

19-21

Orange County Convention Center

West Concourse Orlando, Fla.

(Circle 56 on card.)

AmericasMart Atlanta

Fall Market

AmericasMart

Atlanta, Ga.

(Circle 05 on card.)

20-23

Las Vegas Souvenir Show

Las Vegas Convention Center –

South Hall

Las Vegas, Nev.

(Circle 67 on card.)

October

1-2

Gem and Lapidary

Wholesalers

Minneapolis, Minn.

11-15

Atlanta Apparel

AmericasMart

Ga.

Continued on page 30

Showrooms: July 12–18, 2022

Temporaries: July 13–17, 2022

Come Explore GIFT With Us

Experience the summer’s biggest in-person buying opportunity featuring thousands of lines across all categories of Gift and Lifestyle. We’re here to connect you with new vendors and the latest product introductions.

Learn More and Pre-Register at AtlantaMarket.com/Gift

PRODUCT SOURCED FROM : ABBOTT, AMEICO, CAROLINE HILL, DEAR BENI, HONESTLY MARGOT, IVYSTONE, KALALOU, LEMON JELLY, LIFEGUARD PRESS, SUN JELLIES

TRADE SHOW

A Look at Upcoming Trade Shows

28-30 Gem and Lapidary Wholesalers

Orlando, Fla.

30-Nov. 1 Ocean City Resort Gift Expo

Roland E. Powell Convention Center

Ocean City, Md.

November

1-2 Gem and Lapidary Wholesalers

Asheville, N.C.

8-10 IGES

Sevierville Convention Center

Sevierville, Tenn.

9-12 IGES

Le Conte Convention Center

Pigeon Forge, Tenn.

9-12 Smoky Mountain Gift Show

Gatlinburg Convention Center

Gatlinburg, Tenn.

December

5-8 Grand Strand Gift & Resort Merchandise Show

Myrtle Beach Convention Center

Myrtle Beach, S.C.

January 2023

10-12 Halloween & Party Expo

The Mirage

Las Vegas, Nev.

10-17

Atlanta Market

AmericasMart

Atlanta, Ga.

(Circle 03 on card.)

Keeping the Home Fires Affordable Home Décor Gifts at Discount, Variety and Floral Stores

Home décor represents a popular category at discount, variety, and floral stores – particularly during the pandemic. For this article, store staff members and owners provided insight about their top sellers and how to find them, as well as the best ways for stores to sell more décor items.

At Down to Earth, a gardening and floral store in Eugene, Ore., Manager Rachel Klinnert said “House plants are my top-selling home décor item. We offer them in a range of sizes with indoor pottery to complement them. We also do a lot of home décor gift items, such as candles, and kitchen goods like Fiestaware. We have Fiestaware bowls, fruit bowls, and plates in all colors, all made in the U.S., and many people mix and match them.”

To sell more décor items, Klinnert relies on social media posts and displays in-store, combining décor items with other merchandise. Finding new home décor items that fit well in the 9,000-square-foot store’s merchandise mix is an on-going process, she reported. “We’re always looking for new local vendors, and we support our local artisans with the items they offer, such as local pottery. We look for sustainable materials and unique items.” Klinnert added that “We go to trade shows and search in catalogs as well as reaching out to local vendors.”

In Seattle, Wash., at City Peoples Gardening Store, Gifts Buyer Lisa Crabtree explained that pillows are the store’s “number one top selling décor items. We also do well with pots for plants both indoors and outdoors. But pillows are the big item in interior décor for

us. They’re colorful and we look for organic materials, natural materials with texture.” According to Crabtree, “A lot of our pillows feature some embroidery or applique rather than just simple prints. We look for woven items, any pillows that are unusual.”

“House plants are my top-selling home décor item. We offer them in a range of sizes with indoor pottery to complement them. We also do a lot of home décor gift items, such as candles, and kitchen goods like Fiestaware. We have Fiestaware bowls, fruit bowls, and plates in all colors, all made in the U.S., and many people mix and match them.”

- Rachel Klinnert, Down to Earth, Eugene, Ore.

Selling more home décor items at the 5000-squarefoot store includes “a fair bit of emphasis on social media,” but Crabtree asserted that the best way to improve sales is still in the store. “It’s really an experiential thing. People come in for the nursery and they come in for gifts, and we have attractive displays. We don’t really sell online.” However, she noted that the store also does a monthly newsletter. “We focus on the new items that come in through our newsletter, as well as on Instagram and Facebook. We post special group stories on our home décor items.”

Finding new items in this category has been a challenge, especially recently, she reported. “We haven’t been going to trade shows because of Covid the past few years. So, I look for things I like, I try to include local vendors whenever possible, and I research products on Etsy. I also hear about certain items through word of mouth, and I follow up on those items that are of interest to me. We always try to buy and support locally whenever we can.”

Continued on page 34

Keeping the Home (From page 32)

Also in Seattle, at The Beehive Mercantile variety store, Owner Paula Lukoff explained that “as a mercantile, we sell a little bit of everything from furniture to clothing and foods, but when it comes to home décor, we do best with candles of all kinds and unique glass votive candle holders. We also look for items that have a kind of vintage flair,” she said. “In fact, for my displays, I like to bring in some vintage items from estate sales to add in.” Along with the candles and votive candle holders, Lukoff says that like Crabtree, she does best with pillows. “Particularly we do well with high-end designer pillows in silks and velvets, or more novelty types of pillows, such as those with bees on them because of our store name, or nautical themes because of our location in a community by the water.” Another big hit: “Kraken items are selling well, because our new hockey team is called the Kraken. So, we’ve brought in pillows and wall hangings with big octopuses on them.” The store also does strong décor sales with original art and prints from local illustrators, as well as with pottery pieces for air plants. “The best-sellers in home décor really changes with the seasons here,” she said.

mix of merchandise. “I use catalogs, I find local vendors, I use online ecommerce panels like Fair. We’re just starting to go back to trade shows. I always try to support local makers when we can and bring in things that are unique and different.”

At the 2,000-square-foot Sweet Discounts in Sacramento, Calif., Augustine Hernandez , the owner of the busy discount store, described candles as his numberone best-selling home décor item. “Definitely candles do the best. Mirrors are another strong seller for us. They’re good bargains because the price is right; we offer 50% off all year long. They’re good quality items as well.” He described home décor as a popular category for his store, although most shoppers are looking for clothing or kitchen items when they come into the store. Asked how he promotes sales of more décor items, he explained, “We post anything new that comes in on social media.”

As to how he finds the items he stocks in the store, Hernandez stated, “Primarily, we use liquidators to supply our merchandise, including home décor items.”

“Our owner, buyer, and merchandiser is amazing at creating displays. She mixes and matches décor with non-décor items, and the displays are all colorized, too. For example, if we have a black and white ceramic section, then we have a black and white wrap displayed next to that.”

Lukoff’s top-techniques to sell more home décor items at her 6,200-square-foot shop include in-store displays and social media posts. “I think selling more décor pieces comes down to a combination of things. In-store displays are very important. I set up little vignettes about the merchandise, and we put a lot of décor items in our windows to catch people’s attention coming into the store. On Instagram, I do a lot of promotion there, and we’re in the process of getting our ecommerce site up and running, which will lead to additional sales in this area.”

She follows an equally eclectic approach to finding and adding new home décor items that fit her store’s

In Langley, Wash., at The Star Store, Janet O’Sullivan manages dry goods in a store that includes a large grocery and deli along with a wide mix of clothing, accessories, gifts, and décor. According to O’Sullivan, the store has a range of best-sellers. “It’s hard to pick just one or two. We sell lots of different kinds of glassware and ceramics, and they all do very well for us. I would have to say ceramic goods are the biggest décor sellers for us.” To sell more of these items, it’s in-store display all the way, she asserted. “Our owner, buyer, and merchandiser is amazing at creating displays. She mixes and matches décor with non-décor items, and the displays are all colorized, too.” She explained, “For example, if we have a black and white ceramic section, then we have a black and white wrap displayed next to that.”

Much of the merchandise the Whidbey Island mainstay offers came from trade show finds in the past, O’Sullivan said. “We have not gone to the shows in a while though because of COVID, so right now, online shopping is the way that we find many of our items.”

From gardening and floral shops to discount and variety stores, home décor is a merchandise category that’s staying strong, and frequently utilizes handcrafted items. ❖

- Janet O’Sullivan, The Star Store, Langley, Wash.

Windchimes, Flags and Banners at Beach and Resort Stores

Shoppers at Vision of Eden in Sacramento, Calif., adore the store’s selection of wind chimes. “Ours range from really small ones that cost $14.99 to these giant ones that cost hundreds of dollars,” explained Owner

Donna Tielsch.

At stores that carry the tuneful chimes, a great selection allows every shopper to walk out with something — whether it’s an inexpensive gift or a patio trinket, a musical delight or an eye-catching accent.

“Some people really like chimes that are tuned to the pentatonic scale, so they’re actually making musical notes, not just sound,” Tielsch explained. “Other people come in and say, ‘I need something with a hummingbird on it, or a butterfly or a dragonfly.’ ”

Among the most popular wind chimes at the 2,200-square-foot store are solar models that charge by day and glow by night. “People love them because even if there’s no wind, they look so beautiful in the dark,” Tielsch noted.

Decorative garden flags are also popular at Visions of Eden, especially those of medium dimensions — two

“Some people really like chimes that are tuned to the pentatonic scale, so they’re actually making musical notes, not just sound. Other people come in and say, ‘I need something with a hummingbird on it, or a butterfly or a dragonfly.’ ”

Natural agate wind chimes suit the rocks-andmineral theme at Crystal Magic, a 2,400-square-foot boutique in Sedona, Ariz. Kathy McMillen , the store’s manager and buyer, sources rocks along with gemstone décor from around the world; displays and light fixtures are all crafted in-house by the store owner.

The top-selling wind chimes are high quality, melodious models from the Woodstock line. But in Sedona, a favorite resort for spiritual seekers, many favor more subtle models from Atelier Zaphir, where the chimes sound from inside hand crafted tubes. “People really like using those for meditation,” McMillen explained. Those same customers also favor Tibetan prayer flags, which the manager called “absolutely our top seller” in the flags and banner category. Crystal Magic also does a brisk business in crystals of all kinds, as well as so-called chakra flags.

Like a number of other flag and banner retailers, McMillen said she had watched sales of inspirational banners decline over the past few years. “We sell fewer every year since I arrived six years ago, and I’m not sure why,” she said.

by 1.5 feet, which is big enough to make a front yard statement without being unwieldy. Best-selling styles feature pleasant, universal sentiments like “welcome” and designs such as flowers or butterflies.

To sell wind chimes, flags and other outdoor décor, “you have to have put them out where people can touch them, see them and hear them,” Tielsch opined. “Customers will walk by and play with our wind chimes all day long.”

At Kahuku Gift and Garden in Captain Hook, Hawaii, wind chimes do better than banners, which in turn move faster than flags. But all these items find favor among shoppers looking for beachy accents and island memories.

“With flags, your more Hawaiian designs sell better — things like tropical flowers and butterflies,” explained Kahuku Owner Lisa Barsell . All kinds of wind chimes are popular, including those crafted from local

Continued on page 38

- Donna Tielsch, Vision of Eden, Sacramento, Calif.

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Windchimes, Flags and Banners (From page 36)

bamboo as well as ceramic, and metal varieties. To find new merchandise, Barsell reads trade magazines, hits the trade shows and networks with local artisans in her community.

In Delray Beach, Fla., retailer Jill Capone also sources home décor from nearby vendors and artisans. There’s a beachy vibe throughout her boutique, Serenity & Tea, which appeals equally to locals, snowbirds and vacationers.

Capone has noticed that signs are more popular than flags. Hers are made by a Fort Lauderdale artist, and feature slogans like “seas in greetings” and “get real” — “fun little beach themed items,” Capone noted. At the moment, Capone stocks fluttering dream catchers instead of wind chimes, hanging them to catch shoppers’ attention.

Wind chimes also sway from the ceiling of Moana Organic Trades in Kailua-Kona, Hawaii. But Owner Jonathan Wright has observed that many shoppers at the 2,000-square-foot store just don’t notice them. Then again, he reflected, wind chimes are only popular with certain shoppers. “Some people absolutely love them,” observed Wright. “Other people think they’re the worst things that ever happened.”

Wright carries “sun catcher” wind chimes crafted from sliced seafoam green, purple or blue agates, which filter the sunlight and have the benefit of also being healing energy stones. The store also features numerous wind chimes crafted from round capiz; the delicate Hawaiian seashells are often painted to resemble tropical flowers or arranged in the shape of seahorses. Moana Organic Trades also sells flags and banners, although the latter, as elsewhere, are less popular than other forms of décor.

Whatever their opinion of wind chimes — or flags, banners and hangings — Wright knows that shoppers won’t buy what they can’t see. So he takes full advantage of his giant display windows that overlook the Pacific Ocean. “We kind of use that to display our merchandise,” the retailer explained, “and make people feel like they’ve got suggestions.” ❖

More than Merchandise The Retail Picture at Hospital Gift Shops

Hospital gift shops are much more than small retail spaces where friends and family can pick up flowers, candy, or small items to lift patients’ spirits. Many medical facilities, with an incredible amount of support from auxiliaries and other affiliate partners, have invested resources into building out their retail operations. Some are full-fledged shopping destinations in communities with limited options for gifts, apparel, and a host of other unique merchandise. Gifts that comfort, inspire, and bring smiles are especially strong sellers in hospital gift shops.

Holly Verbos , supervisor of Gift Shops and Guest Services at Penn State Health/Milton S. Hershey Medical Center in Hershey, Pa., said they do well with Willow Tree figurines and Demdaco’s Giving Bears. It’s no surprise Verbos said they sell a lot of plush, as younger patients always appreciate the company of a cuddly friend while in the hospital.

Kozy Korner Gift Shop at Sheridan Memorial Hospital in Sheridan, Wyo., carries a wide selection of merchandise for patients, visitors, and community members, as locals often come in to shop. Best-sellers include plush animals, candles, jewelry, and children’s

“We find new items by trial and error. If someone is looking for something, we try to find it. We’re always looking to carry new things.”

-

books and toys, according to Jean Thomas , co-manager/buyer and member of the hospital’s team of volunteers. “We find new items by trial and error. If someone is looking for something, we try to find it. We’re always looking to carry new things,” Thomas said.

Arlene Flood , manager of Volunteer Services who oversees the volunteer staff at Cheyenne Regional Medical Center’s Pink Boutique in Cheyenne, Wyo., said, “Right now our best-selling gifts are comfort items for patients, like socks and candy. They sell well because they’re for the patient’s comfort—they’re fun, and they give the patient a little smile. We carry dif-

ferent kinds of socks. For our staff, we carry logowear that is also really popular. It’s nice to be able to wear the items on the floor.”

In the wake of COVID, many hospitals have only recently started to relax their visitation policies. Most had strict limitations on the number of visitors allowed per patient. Reduced foot traffic in brick-and-mortar facilities meant fewer customers in the gift shops. Staff became an even larger customer demographic for hospital retail operations. “Eighty percent of our customers are our staff,” said Tomasean Kesig , assistant director, Ohio State University Wexner Medical Center (OSUWMC) Gift Shops. She oversees the flagship Scarlet Ribbon Gift Shop and a second smaller retail space, OSU East Gift Shop. “It’s convenient. They can shop on their breaks. It’s an important part of our employees’ days—it’s a way to get away from some of the clinical aspects they may be dealing with. We have a large selection of logoed merchandise—employees want to represent the facility. We have a great selection for them to choose from.” Verbos pointed out, “I think it is important to remember that your largest customer base is your organization’s employees!”

While not straightforward gifts, personal care items for patients are always popular. “We provide a little respite for patients and family members,” Kesig said. “We sell a lot of sundries, like over the counter items. Often, patients come here unexpectedly, or they are staying for an extended time, and they may need things like socks, and other items they don’t have with them. We carry everything for them.” Kesig said their motto is “improve the lives of our customers by offering a variety of products that serve their needs while

Jean Thomas, Kozy Korner Gift Shop, Sheridan Memorial Hospital, Sheridan, Wyo.

delivering excellent customer service.”

Flood said it’s important to give shoppers the right amount of attention. “We want to make them feel comfortable. Sometimes the person in our store is going through their worst day ever. We try to pick up on what we might be able to do for them,” she said.

Many hospital gift retailers were unable to travel to many of the trade shows over the past two years, so they rely on other methods to find new gifts. “When choosing what gifts to sell, I’ll ask our vendors what their top sellers are. Those of us on the management staff will watch social media, keep an eye on trends. Some of us have kids, some are elderly or have elderly parents. We all fit into a category of people buying in our gift shop,” Kesig said. “We also listen to our customers. And take risks. We bring in some unique items.” The Giving Collection by Demdaco, an assortment of soft items, including a plush bear, blankets, and shawl, with an attached canvas tag inscribed with an inspirational saying, is a top seller at OSUWMC. “Anything in that line sells well,” Kesig said. “It has a nice sentiment on the packaging. That’s really what sells it.”

Because of their affiliation with the university, OSU-branded apparel is by far their biggest category.

Displays are created to make shopping as simple as possible for the customer. Some want a convenient, “grab and go” experience; others want to take the time to browse. According to retailers, merchandising items so they are visible, easy to find, and arranged in an appealing way makes it easy for customers to find what they need. “Keep changing things up! I try to remerch daily and rotate items,”

Continued on page 42

“Right now our bestselling gifts are comfort items for patients, like socks and candy. They sell well because they’re for the patient’s comfort— they’re fun, and they give the patient a little smile. We carry different kinds of socks. For our staff, we carry logowear that is also really popular. It’s nice to be able to wear the items on the floor.”

- Arlene Flood, Cheyenne Regional Medical Center’s Pink Boutique, Cheyenne, Wyo.

More than Merchandise (From page 41)

Verbos said. “[A good display] is full but not cluttered. It can be easy to over-decorate. It may look beautiful, but is it easy for the customer to find what they want?”

Flood recommended displays have “color and height. Try to bring things to eye level. Make it eye catching with color or sparkle. Make it feel like it should be theirs. We do grouping and/or themes with

“Eighty percent of our customers are our staff. It’s convenient. They can shop on their breaks. It’s an important part of our employees’ days—it’s a way to get away from some of the clinical aspects they may be dealing with. We have a large selection of logoed merchandise— employees want to represent the facility. We have a great selection for them to choose from.”

- Tomasean Kesig, Ohio State University, Wexner Medical Center (OSUWMC) Gift Shops, Columbus, Ohio

our store layout—animal stuff, stickers, Chapstick, lip gloss, hand lotions…it’s all grouped together.” Kesig said rotating stock is very important, especially as hospital gift shops see significant repeat business. “You want a great assortment in a display. You don’t want to buy everything from a single vendor. You want assortment, and you want variety. And move your merchandise. We constantly have a new front window to make people want to stop in the store. And make it eye-catching. Many of the girls who work here were fashion merchandising majors, so they know how to make things appealing,” she explained.

As an extension of hospitals’ commitment to the communities they serve, stocking a little bit of everything in the gift shop gives a much appreciated “something extra” to patients, staff, and visitors. “Being convenient, accessible, and having my staff make those deliveries, and if there are questions or things we can help with, we have that one-on-one interaction with patients and their families,” Kesig said. ❖

When Retailers Don’t Draw a Winning Hand Strategies for Slow Sellers

Retailers are like gamblers in that they will sometimes stock merchandise that simply doesn’t sell. Whether it’s a new trend that just hasn’t yet reached a particular market, an overabundance of an item, or simply merchandise that is out of season, there are many reasons why certain items don’t sell.

If the items don’t sell at the regular price, grouping them together and putting a “Sale” or “Clearance” sign on it just might work.

“We’ll try to discount the items and sell them that way,” said Arlene Flood, manager of Volunteer Services, Cheyenne Regional, Cheyenne, Wyo. “By ordering smaller quantities, I don’t have much left over. Or we’ll donate it to charity. We’re team-

ing up with another nonprofit who is doing purse and jewelry sales. We’ll try to make it available to other nonprofits.” Flood said her team will also make up gift bags for people who are in the waiting room. “We’ll put a chap stick, a lotion, maybe a deck of cards in a small bag to help pass the time,” she explained. “We’re trying to do more of that. We’ll give trial-sized items as a gift to help promote the store. I’ll also pick a random day and tell everyone we’re doing a percentage off that day.”

Ohio State University Wexner Medical Center Gift Shops Assistant Director Tomasean Kesig said, “We’ll do a markdown. We start at 50 percent; occasionally we’ll go down to 75 percent.”

Holly Verbos, supervisor of Gift Shops and Guest Services

at Penn State Health/Milton S. Hershey Medical Center in Hershey, Pa., said she will move the items first: “Sometimes that’s all it takes for customers to notice a display that was being passed up before. We have small sale events throughout the year and then an annual clearance even in June where we start with 20% off clearance items and increase the percentage each week.”

Kozy Korner Gift Shop at Sheridan Memorial Hospital in Sheridan, Wyo., Co-Manager and Buyer Jean Thomas said, “All of our winter clothing is 30 percent off. Next year—everything will be 50 percent off, so we at least get some of our money back. Sometimes our volunteers will do a garage sale. We just write them off as a donation.” ❖

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www.haydenshapes.com

HBY Miami LLC

www.hbymiami.com

HeadLimes, LLC www.HeadLimes.com

Heat Swimwear www.heatswimwear.com

Henri Costa www.henri-costa.com

High Range Designs

https://laidbackusa.com/pages/ laid-back-resort-wholesale

High Wind Productions www.joeblow.com

HIHO www.go-hiho.com

Hip Heads www.hipheads.com

HMI Bali LLC www.retroboardsusa.com

Hook & Tackle www.hookandtackle.com

HS Seashells HSSeashells.com

HST US

Huge Brands/Spilt Ink www.hugebrands.com

Huk Performance Fishing www.hukgear.com

Hunter Lou Www.hunterlou.com

Hurley www.hurley.com

HYFVE

Hyperflex Wetsuits www.hyperflexusa.com

Ibkul www.ibkul.com

ICEMULE Coolers www.icemulecooler.com

Impulse Souvenirs www.impulsesouvenirs.com

50

Surf Expo Exhibitor List 2022

as of June 9, 2022

IMSY www.imsyswimwear.com

In Gear Fashions & Swim www.ingear.com

India Boutique Inc. www.indiaboutiqueinc.com

Indian Tropical Fashions Inc. www.indiantropicalfashions.com

Inis the Energy of the Sea www.inisfragrance.com

Instyle Fashion Inc. www.instylefashioninc.com

Ipanema www.ipanemausa.com

IPD International www.ipdsurf.com

Isaac’s Designs www.isaacsdesigns.com

Island Gear, LLC www.towelsworld.com

Island World Apparel Corporation www.islandworldswim.com

ITS Classics www.itsclassics.com

Jackie Gallagher Designs www.jackiegallagherdesigns. com

Jaco Of America, Inc. www.jacousa.com

Jailbird Designs www.jailbirddesigns.com

Jantzen, Cosita Linda, Phax www.jantzenbrands.com

JBAY.ZONE www.jbay.zone

Jeep By Buck Wear www.buckwear.com

Jelly Belly Candy Company www.sportbeans.com

Jet Pilot www.jetpilot.com

Jetty www.jettylife.com

JMP Fashions, Inc. www.jmpfashions.com

Joe Blow T’s www.joeblow.com

Johnny Fly www.johnnyfly.com

Jordan Taylor Inc. www.jordantaylor.com

Joybees www.joybeesfootwear.com

Julie + Joe https://julieandjoe.com/

Kahala Sportswear Group www.kahala.com

Katin www.katinusa.com

KikiSol www.kikisol.com

Kikkerland Design, Inc. www.kikkerland.com

KMA Fashion And Gift www.kmamarkets.com

Kooringal Australia www.kooringalhats.com

Koppe & Co./Koppes Kandles Inc www.koppeskandles.com

Kreedom www.fortresseyewear.com

Ky’s International Fashion www.kyifi.com

La Class www.cblcwholesale.com

La Mer Luxe www.lamerluxe.com

La Moda Clothing www.lamodaclothings.com

La Strada Showroom Lagaci Inc. www.wholesale.lagaci.com

Laid-Back Resort

https://laidbackusa.com/pages/ laid-back-resort-wholesale

Lake Time Supply www.laketimesupply.com

Lakeshirts/Blue84 www.lakeshirts.com

Lamo Footwear www.lamofootwear.com

LaTAN Swim www.laTANswim.com

Le Club Original www.lecluboriginal.com

Le Styles Inc. www.LeStylesInc.com

League-Legacy www.legacy92.com

Levy Sales Inc. www.retroboardsusa.com

Lines Of Denmark

www.linesofdenmark.com

Liquid Energy Apparel

www.liquidenergyapparel.com

Live Oak Brand www.liveoakbrand.com

Local Boy Outfitters www.localboyoutfitters.com

Look Mode lookmodeusa.com

Lotus and Luna www.lotusandluna.com

LTC Trading Corp. www.LTCHATS.COM

Luba’s Fashions www.lubasfashions.net

Lucky 7 USA www.lucky7usa.com

Lulu-B Clothing www.lulubclothing.com

Magic T-Shirts www.magict-shirts.com

Makai www.dorfman-pacific.com

Mang www.manggear.com

Manhattan Beachwear www.mbwswim.com

Maria Victoria Llc www.mymariavictoria.com

Marine Layer www.marinelayer.com

Matisse Footwear www.matissefootwear.com

Matrix SALESHIP.COM

Maui Vera www.mauivera.com

Metal & Wood www.metalandwood.co

MIA Shoes www.miashoes.com

Miami Souvenirs, Inc. miamisouvenirs.com

Moby Dick Marine Specialties, Inc./Upper Deck, Ltd.

Momentum comfort gear www.momentumcomfortgear. com

Monetti Apparel www.monettiapparel.com

Moonglow Jewelry moonglow.com/wholesale

MTO Wear www.nativeoutfitters.com

Multi-Coins Industrial Limited Alphastyle.store

Mustang Survival www.mtiadventurewear.com

MV Sport/The Game www.mvsport.com

My Word Signs www.mywordsigns.com

Native Outfitters www.nativeoutfitters.com

Nature Backs naturebacks.com

Nature’s Retreat www.natures-retreat.us

Nautical Tropical Imports www.nauticaltropicalimports. com

norty footwear and clothing www.thenortybrand.com

Nublu Apparel USA www.nublusport.com

NuuSol Footwear https://www.nuusol.com

Ocean Jewelry www.oceanjewelrystore.com

Ocean World Imports www.oceanworldimports.com

OCEANIA www.shopoceania.com

Odd Sox www.oddsoxofficial.com

OKK TOYS www.okktrading.com

Old Dock Apparel www.olddockapparel.com

Old Guys Rule www.oldguysrule.com On The Road Wholesale www.ontheroadwholesale.com

O’Neill Eyewear www.inspecsusa.com

O’Neill Men’s www.oneill.com

O’Neill Women’s www.oneill.com

OneOne Swimwear www.oneoneswimwear.com

Surf Expo Exhibitor List 2022

as of June 9, 2022

Opolis. www.opolisoptics.com

OTIS Eyewear www.otiseyewear.com

Ouray Sportswear

www.ouraysportswear.com

Out of Hand Graphics, Inc. www.outofhandgraphics.com

Paradise USA www.paradiseusa.net

PARC Packaging www.parcpackaging.com

Parker & Hyde www.parkerhyde.com

Party Pants www.partypantsusa.com

Peepers by PeeperSpecs www.peeperspecs.com

Pepper’s Polarized Eyeware www.pepperseusa.com

Periwinkle by Barlow www.periwinklebybarlow.com

Peter Grimm, Ltd. www.petergrimm.com

Petite Jolie https://www.petitejolie.com.br

Phoozy www.thephoozy.com

Pichincha Spirit of Nature www.pichinchagifts.com

POP Board Co. www.popboardco.com

Popularity Products www.popularityproducts.com

Powder Pouch www.powderpouch.com

Prairie Mountain www.prairiemountain.net

Preston 1947 by Ebinger Brothers Preston1947.com

Primitive Skateboarding

Pro Tiez www.HairTies.com

Project Reef www.projectreef.com

Psycho Tuna www.psychotuna.com

PTL One www.ptlone.com

Puka Creations www.pukacreations.com

Pukka Inc. www.pukkainc.com

Puppie Love www.liveoakbrand.com

Pura Vida Bracelets www.puravidabracelets.com

Pure Candle Company www.purecandlecompany.net

PW Shoes www.nypwshoes.com

Quiksilver Inc. quiksilver.com

Quiksilver/ROXY https://quiksilver.com

Quintsoul www.quintsoul.com

Raindrops Resort www.raindropsresort.com

Rastaclat – Seek the Positive www.rastaclat.com

Real Shades www.realkidshades.com

Reef Apparel https://hybridapparel.com/

Reel Legends www.reellegends.com

Reelskinz www.reelskinz.com

Rhythm www.rhythmlivin.com

RICS Software www.ricssoftware.com

Ride Nature Skate Park www.ridenature.org

Rio de Sol https://www.riodesol.com

RIP CURL www.ripcurl.com

RMR Designs www.designsbyrmr.com

Roark www.roark.com

Robert J. Clancey, Ltd. www.rjchawaii.com

Rockin Footwear X High Tide rockingfootwear.com

Ronix/Radar www.ronixwake.com

Roostas shoproostas.com

RSVLTS rsvlts.com

RVCA www.rvca.com

Sail/Avalanche www.josmo.com

Salt Creek Apparel, LLC www.saltcreekapparel.com

Salty Cali www.saltycali.com

Salty Crew www.salty-crew.com

Salty Home salty-home.com

Sand Cloud www.sandcloudapparel.com

Santiki & Travida www.santiki.com

Scala www.dorfman-pacific.com

Scandical www.scandical.com

Sea Bags www.seabags.com

Sea Creations www.sea-creations.com

Seaspice Resortwear www.bespokemoda.com

Seven Seas Handcrafted Marble

Shebop Beach www.shebopbeach.com

Sherry Manufacturing www.sherrymfg.com

Siesta Drinkware www.siestacups.com

Silver Girl www.silvergirlllc.com

Simbi www.simbihaiti.com

Sito Shades www.otiseyewear.com

SJT Enterprises Inc. www.greatstorestuff.com

Skinny Water Culture www.SkinnyWaterCulture.com

Skye Swimwear, Eidon skyeswimwear.com

Slant Six www.Slant-Six.com

Smart Blonde smartblonde.net

Snapper Rock Swimwear New Zealand www.snapperrock.com

SnappyScreen www.snappyscreen.com

SOCCO www.socco78.com

Soft As A Grape www.softasagrape.com

SoftShirts www.softshirts.com

Soruka www.soruka.com

Southern Attitude/Tortuga Moon/ Country Life Outfitters https://www.LifeApparelWholesale.com/

Souvenir Source www.souvenirsource.com

Sperry www.sperry.com

Spirit Jersey® https://www.spiritclothing.co

Steamboat Sticker steamboatsticker.com/ Stoners Life www.stonerslife.com

Strand Imports www.strandimports.com

Sun Art Design www.sunartdesign.com

Sun Bum www.trustthebum.com

Sun n Sand Accessories www.sunnsand.com

Sun Own Industrial Co., Ltd. www.atunas-sports.com/ Sunburn Drink www.sunburndrink.com

Sundek www.sundekusa.com

Sunflair www.sunflair.com

Surf Gypsy- Ocean Drive

Surf Industry Members Association www.sima.com

Surface Sunscreen www.surfacecorp.com

Surfer Dudes www.surferdudes.com

Surflogic www.surflogic.com

Swig Life www.swigwholesale.com

Swimsuit Station www.swimsuitstation.com

Swimwear Anywhere www.swimwearanywhere.com

Tahe Outdoors www.tahesport.com

Techstyles Sportswear www.techstyles.com

Teema Towels www.teema.co

TELETIES www.teleties.com

Telic Footwear www.telic.com

Teva www.deckers.com

TGT Stickers www.tgtstickers.com

The Life Is Good Company www.lifeisgood.com

The Naked Bee

The Petting Zoo www.pettingzooplush.com

Thread https://www.threadwallets.com/

Thunderhawk Inc. Thunderhawklures.com

Tidewater Collection www.tidewatersandals.com

Tidewater Tots Www.tidewatertots.com

Tiki Toss www.mellowmilitia.com

Tommy Bahama www.tommybahama.com

Too Cool www.toocoolresortwear.com

Surf Expo Exhibitor List 2022

as of June 9, 2022

Top Image USA www.topimageusa.com

Tori Richard www.toririchard.com

Tormenter Fishing Products, Inc. www.tormenterocean.com

TowelTote https://toweltote.com

Toys 2000 www.toys2000inc.com

Treasures of Bali, LLC www.treasuresofbali.com

Tribal shoptribalfashion.com

TRUE OCEAN www.trueoceanproducts.com

Turtle Tracks Family https://TurtleTracksFamily.com/ Twd Fashion/Blue City Impex International LLC. www.twdfashion.com

TY www.ty.com

TYR Sport Inc. www.tyr.com

U R Stickers www.urstickers.com

UNIFIUNIFI mfg REPREVE Fabrics www.unifi.com

Unsalted Coast www.unsaltedcoast.com

US APPAREL www.usapparelonline.com

USA Traders www.safinasportswear.com USPS c/o Czarnowski

UZZI www.uzzi.com

Valani www.valaniapparel.com

Vintage Havana Kids www.vintagehavanakids.com

Vintage Summer/The Endless Summer www.vintagesummerswimwear. com

Vissla/Sisstrevolution www.vissla.com

ViV & Lou www.vivandlou.com/wholesale

VOLATILE www.volatileusa.com

Volcom www.volcom.com

VOS www.encorebrandz.com

Waboba www.waboba.com

Wallaroo Hat Company www.wallaroohats.com

Water Sports www.streammachine.com

Wave Life LLC www.wavelife.us

Wayne Carver www.waynecarver.com

Wear First Sportswear wearfirst.com

Weekender www.hookandtackle.com

West Indies Wear www.westindieswear.com

WestCoast Sunglasses www.westcoastsunglasses.com

Wild Berry Incense

www.wholesale.wild-berry.com

Wild Republic www.wildrepublic.com

Wild Tribute www.wildtribute.com

Wild West Shirt Company https://www.wildwestshirts.com/

Wildlife Collections www.wildlifecollections.com

Wishpets LLC www.wishpets.com

World End Imports www.worldendimports.com

Worldwide Sportswear www.wwspwear.com

Wow Watersports https://wowwatersports.com

WTF-What The Fin www.whatthefinapparel.com

XTRATUF www.xtratuf.com

YACHTCLUB www.yachtclub.ws

YADY Yadyclothing.com

Yellow Box www.yellowboxshoes.com

Yesterdays Sportwear www.yessport.com

YETI www.yeticoolers.com

YRI Custom Designs www.yridesigns.com

Zizo USA Inc. zizousa.com

Taking Home Something for the Home Quality Gift and

Home

Décor

BestSellers at Beach and Resort Stores

By Genie Davis

At beach and resort stores, quality gifts and home décor items are doing well for shops that feature items appropriate to the location. Despite some supply chain issues, these stores are ready to provide the perfect take-home gifts for visitors and locals alike.

At World’s End in Port Townsend, Wash., Owner Joyce Janetski explained that her store sells clothing and home décor, with her top-selling most expensive gift being a wall clock. “It’s Steam Punk style with gears that move. It’s just cool. People simply love it.” According to Janetski, she’s sold hundreds of the clocks. “It’s large, made of metal, and we have a Steam Punk festival here in town in June. It really fits the vibe of our Victorian seaport town.” Additionally, she

also does well with hats as a gift item. “We also do a lot of jewelry. I don’t do antique jewelry, but I have pieces that looks as if they are. And we do well with telescopes, pocket watches, and nautical and cast-iron decorator hooks. All these items fit the beach loca-

Continued on page 54

Forsythea shoppers respond to merchandise that cannot be found at big box stores, the owner said. Shown is a close-up of mugs for sale at the shop.

A display of tableware and decorative accents at Forsythea. Linoleum block prints that the owner creates are sold at the store.

Surf Expo Special Beach and Resort Report

Taking Home Something (From page 53)

tion, the seaport, and the history of the town, and that is part of why they do so well.”

Janetski’s top seller in home décor is a cast iron key holder. “It’s wall mounted and looks like an octopus. The keys each hang from a tentacle.”

Like so many shop owners these days, she has been affected by supply chain issues. “Our telescopes and compasses come from India, and anything that comes from India and China have really slowed down. And on top of that, shipping costs have risen. That led me to do something I try not to do – increase prices. But the large increase in shipping really has affected me. It’s doubled in cost.”

Heading south to Astoria, Ore., Patricia Fagerland , owner of Forsythea, specializes in artisan home décor with work by local and regional makers.

Fagerland’s high-end gift top sellers include Motawi tile and paper-mache lamps, which she described as “gorgeous. They’re both very unusual and hand crafted. People see the value in them right away, they’ll say they haven’t seen anything like it before.” She also does well with concrete sculptural pieces created by an artist in the Levinworth area nearby, hand-made pottery and original artworks including paintings and linoleum block prints that Fagerland herself creates. “My whole shop has a very artful vibe to it,” she said. In home décor, her top seller is the Motawi tile.

Tableware in earth tones for sale at Forsythea. Handmade pottery and original artworks sell well for the store, according to the owner.

Forsythea features a small toy boutique department that has become known for its selection of books, the owner said.

Jessica De La Mora, assistant, Petals N’ Wax, photographed holding a decorative sign. The store does well with signs, the executive vice president said.

“The smallest pieces go for $40 and larger pieces do go up from there, but people buy a great deal of it. I also have really fun kitchen tablecloths and other kitchen linen that fit that category. I didn’t think I would be that heavily into those kinds of items, but I started bringing it in and my customers responded to it.” She added, “They are all very different, nothing you would see at a big box store.”

Fagerland has also been affected by supply chain problems. “It’s slowed certain things, yes. But I have found ways to fill in with quick-response ordering platforms. I don’t know if it was already happening before COVID or not, but there are certain wholesale sites that even some of my regular vendors show up on. They have products that are ready to ship, which helps me a lot.”

Her 1,100-square-foot store has a small boutique toy department, and recently she was not able to get her usual Melissa and Doug items. “So, I went on one of those quick-response sites, and I was able to order some of the items, as well as some other types of items. It was an opportunity for growth and expansion because I found other toys that I liked,” she said. “I also went more heavily into children’s books, and now many people come to me for that, all because I made that change.”

In Venice Beach, Calif., Dena Simpson , director of operations for Whimsy and Row, said the store’s top selling more expensive gift items are primarily clothing. “We are also a clothing brand, and we made a lot of our own clothing. We also do well with eco-friendly, locally made candles.” Both items sell well as gifts because they are “locally made and unique. That’s what people like about them. We sell a lot of gift cards, so that people can pick out what they want as their own gifts, and we sell a small selection of straw hats as gifts that are geared for beachwear.” Simpson described the PS brand candles carried by the store as the top sellers in home décor. “We used to carry pottery and art pieces, but it wasn’t doing that well for us,” she attested.

Simpson noted that “We were absolutely affected by supply chain issues. We’ve gone to some different vendors, but mostly we’ve just stuck it out and been patient. In some cases, we promised people who preordered items that they would be here in January, and they didn’t come in until February.”

Also in the Los Angeles area, in Marina Del Rey, Calif., Petals n’ Wax has gift and décor items that are different than Whimsy and Row. Evelyn Taplin ,

Continued on page 56

Bowls and mugs highlight this display at Forsythea. The store has an artful vibe, according to the owner.

Patricia Fagerland, owner of Forsythea in Astoria, Ore. Fagerland’s store specializes in artisan home décor with work by local and regional makers.

Surf Expo Special Beach and Resort Report

Taking Home Something (From page 55)

executive vice-president of merchandising for the 1,200-square-foot store, reported that her top selling more expensive gifts include “candles, diffusers, baby gifts, any gift related to wine, and greeting cards, because we carry a lot of various quality brands like Papyrus, and we also make them ourselves, as we have been doing for 43 years.” She proudly noted that the shop has been voted “Best Gift Store on the West Side” for the past nine years. “I’ve had stores in many malls for years, but now we just have this one marina location, it’s a great business with loyal customers.”

In the décor category she said, “We do a lot of sales in signs, many of them are either inspirational or humorous, because people really want to laugh. We also have beach and mermaid signs because of our location. We also sell a lot of Botanical-brand candles, we do absolutely phenomenally with those.

Unlike many other stores, Taplin said she has not been much affected by supply chain problems. “Part of that is because I am known as the ‘queen of the over-buy.’ We always have plenty of merchandise in stock,” she reported. “We make our own or import tissue packs, picture frames, candle holders, some of our

inspirational signs and more, so we also always have some of those products in the warehouse.”

But Taplin attested that “The main reason I would say we have no problems is that I have always bought a lot. I have had some items that were backordered, and I forgot I ordered them, and so we ordered again, and now we have plenty. I have been teased that I do so much business at my store because people know that when they come here, I will have the items they are looking for.”

At Within the Wild Winterlake Lodge resort in Anchorage, Alaska, Kirsten Dixon , owner of the seafront gift shop and resort said that among her top-selling high-end gifts, the most popular include sea-glass earrings and sea glass items in general. “We do a lot of local crafts as well as a commercial brand in nice comfy sweaters, called Barefoot Dreams. We also sell a lot of Patagonia gear, and ocean-based products like lotions and creams.” She stressed that “People are buying things that fit the area, that fit the idea of Alaska and being along the ocean coastline. Hopefully every-

Continued on page 58

A display of home décor items at Forsythea. Shoppers see the value in the store’s unique merchandise, according to the owner.

Sea-themed pillows displayed alongside housewares at Forsythea. Quick-response ordering platforms have helped the store stay stocked during supply chain slowdowns, the owner said.

Surf Expo Special Beach and Resort Report

Taking Home Something (From page 56)

thing in the store fits that idea.”

In home décor, she said it is primarily art that sells the best. “We sell a lot of local artists whose work is hung around the lodge and in the guest cabins, and guests can purchase it at the gift shop. We also do well with linens, nice quality napkins, and Alaska-made wood products like handmade wooden bowls.”

Like Taplin, Dixon’s gift shop has not been too much affected by supply chain problems, but for different reasons. “So many of our products are local,” she said. “Freight to Alaska is extremely expensive, particularly with new surcharges being added, so I have to be a little bit smarter in terms of the cost of freight for everything.” Dixon added that along with the 300-square-foot shop, Winterlake also has a small café which is more affected with supply chain difficulties than the store. “It’s getting harder for perishable commodities with freight going up, that is definitely the case.”

Overall, despite supply chain concerns, gift shops in beach towns and at resorts are thriving, at least in part due to carrying merchandise that resonates with the community in which they are located. ❖

A colorful and interesting home décor display at Forsythea. Original artworks including paintings can be found at the store.

A book and home décor items at Forsythea. The store’s high-end gift top sellers include Motawi tile and paper-mache lamps.

Evelyn Taplin, executive vice president of Petals N’ Wax in Marina Del Rey, Calif. Taplin said candles, diffusers, baby gifts, wine-related items and greeting cards are top selling for the store. She is shown here with pet-themed gifts.

Where There Is No Shortage of Sales

T-shirt Trends at Beach and Resort Stores

By Carimé Lane

In their roughly 450-square-foot shop at Jensen’s Marina & Cottages on the island of Captiva, they sell cotton T-shirts screen printed by a company called High Range. They sell a wide variety of T-shirt styles and find their collection to be quite popular. They tailor their merchandise especially for Jensen’s, which their company purchased in February of 2021. Operations Manager Cody Lujan explained that, when no one from the Jensen family line wanted to continue running the business, they made the purchase.

“You can go to Bass Pro, Cabello’s, local shops and wholesalers and always find high performance T-shirts everywhere,” Lujan said. But to get a Jensen’s shirt, you need to visit their shop specifically–there’s no other place in the world to get one. The Jensen Brothers have had a legacy for quite some time, explained Lujan. So stamping Jensen’s on a T-shirt and selling it for an affordable price makes for an easy sell.

Since they purchased Jensen’s, they’ve changed T-shirt styles twice. They plan to do the same thing each year. That way, customers can wear a Jensen’s Tshirt from a particular year that may not be available for the next few – or several – years.

“People are in on it,” said Lujan. “They really enjoy the exclusivity aspect of it.”

To keep T-shirts moving, Lujan suggested ensuring they’re displayed front and center. They saw their T-

Continued on page 60

At left, Dockhand Oliver Clarke, with Operations Manager Cody Lujan, Jensen’s Marina and Cottages on the island of Captiva, Fla. The store sells a variety of T-shirt styles.

A T-shirt display at White Point. The gift shop manager said the most popular T-shirt style is a tie dyed shirt that says “Peace, Love & Bunnies.”

Surf Expo Special Beach and Resort Report

Where There Is No Shortage (From page 59)

shirt sales go down for a bit because customers couldn’t see any of the T-shirts when they walked in, expressed Lujan. During that time, customers had to ask where they were, he explained. Once they moved them further in front of the store and placed them on spinning painted racks, decorated them with driftwood and made the display enticing, they were flying off the shelves again.

“We’ve even had people get off the boats before and tell us we’re just here for a Jensen T-shirt,” Lujan said.

For the past few years at BI Tees on Block Island, customers have been loving the pigment or garment dyed look, said Co-Owner John Cullen . In fact, they stock T-shirts from several different vendors producing that type of shirt.

Because they’re both on an island and the beach, people gravitate to coastal-type designs. The shape of Block Island is unique, so T-shirts using that shape as part of the design are popular. Other popular coastal designs include sharks, pirates or surfboards. Designs that include dogs have been popular the past few years, mentioned Cullen. Often, these designs include dogs depicted alongside an aspect of the coast. For instance, designs sold at the store have

included dogs on the beach or a dog with a fish in its mouth.

When it comes to T-shirt display, it’s important for customers to be able to see the design. The part of the T-shirt facing the customer should have the largest part of the design on it. “It’s important that the customer is able to see all of the design,” said Lujan. “This catches the customer’s eye – the designs and col-

Continued on page 62

Gift Shop Manager Aurora Thuston of White Point in Hunt’s Point, Nova Scotia. T-shirts and other apparel at the store come in a large selection of colors and styles.

Assistant Dockmaster and Tackle Supervisor Tony Smith of Jensen’s Marina & Cottages, photographed with merchandise. “People are in on it. They really enjoy the exclusivity aspect of it,” said the operations manager of name-dropped T-shirts.

Administrator Alissa Shupperd and Dockhand Elton Franks of Jensen’s Marina and Cottages. T-shirts stamped with the Jensen name priced affordably sell well, the operations manager said.

Where There Is No Shortage (From page 60)

ors help to lure them in.” Putting them on a round rack where you can’t really see the designs isn’t helpful, said Cullen. “Seeing the T-shirt is what helps drive sales,” he said.

According to Cullen, keeping a good Tshirt display at their 500-square-foot store takes constant maintenance. At BI, employees are trained to organize the display after customers have rifled through the T-shirts.

Cullen finds that putting size rings on the hangers helps to make T-shirts easy to find for both customers

Continued on page 64

What Are Your Most Popular Sunglass Styles and Why?

Being in a vacationer’s area, high profile sunglasses like RCI, Ray-Ban’s or Costa’s that run in the $200 to $300 range are a hard sell. Instead, Jensen’s Marina and Cottages Operations Manager Cody Lujan said customers want something that’s functional, and polarized. They carry entry level sunglasses from a local dealer. At a $20 price

point, they carry every size and dimension you can imagine, Lujan said. Their rotating display carries about 100 sunglasses. “They’re priced right, hold up and they look cool,” Lujan said.

It's more difficult to find something that’s somewhere between cheap and luxurious, but for customers looking for something more special, they carry Suncloud

sunglasses, a subsidiary of Smith. They’re polarized, come in a velvet bag, “won’t snap in two” and sell for $44.95. At Jensen’s, they sell these sunglasses at a lower price than the retailer recommends because they value the high turnover the lower price point brings.

At BI Tees, their sunglasses go from $18 to $30. They used to stock more expensive sunglasses, but those took too long to sell according to Co-Owner John Cullen.

Cullen also said aviators are still popular at their store. They’re purchased by young and old. Younger customers also gravitate towards sunglasses in bright fun colors. This also helps draw attention to the display.

It’s very much a self-serve type of display, said Cullen. “At that price point, you don’t really need to educate customers on filter and lens.” And once a pair has been purchased, they replace it with another as soon as they can to keep the display looking full. ❖

A merchandise display that includes sunglasses at Jensen’s Marina and Cottages in Captiva, Fla. Rather than pricy designer shades, the location carries sunglasses from a local dealer with a $20 price point.

Jensen’s Marina and Cottages logo merchandise on display. The company was sold in 2021 but retained the Jensen family name.

Surf Expo Special Beach and Resort Report

Where There Is No Shortage (From page 62) and employees.

“We like to have things look organized and attractive and to keep it that way it takes constant attention to the small details,” Cullen said.

Cullen explained that although the last two years have been very challenging, they are fortunate to be in location they’re in. They’re open seasonally from April to October. “People love Block Island and continue to come even through the pandemic,” he added. Furthermore, their 2021 summer was the busiest summer ever in the history of the business.

In their 200-square-foot White Point gift shop in Hunt’s Point, Nova Scotia, they maintain a selection of unisex T-shirts, pull over hoodies and zip ups said Aurora Thurston , White Point gift shop manager. Their T-shirts, as well as all of their other attire, come in a large selection of sizes and colours.

Each piece of apparel features their “White Point” umbrella logo said Thurston, which provides each individual with a memory reminding of their stay when worn. Their most popular option is their “Peace, Love

& Bunnies” T-shirt which is tie dyed.

“This style of T-shirt is often very popular with the younger generation and features a picture of one of our resident wild bunnies!” expressed Thurston.

Selling more T-shirts begins with the “Magic of White Point!” said Thurston.

“I believe that through bringing joy and happiness to their day, everyone leaves with not only what they were looking for, but also, a warmed heart or a good laugh!” said Thurston. “We are not just a giftshop, we are a place that is gifted by each individual and experience!”

They openly display all apparel, so guests can see the selection.

“Our giftshop may be small, but it is filled with a vast array of wonderful and beautiful artistic expressions from the hearts of many local Nova Scotian artists,” Thurston said. ❖

Jensen’s Marina & Cottages Professional Charter Guide Jesse Romero. T-shirts are displayed on painted spinner racks to draw attention to them.

Administrative Assistant Azra Mustafai with Dockhand Elton Franks of Jensen’s Marina & Cottages. Cotton T-shirts screen printed by a company called High Range are sold in the roughly 450-square-foot shop.

Anticipation building for the Las Vegas Souvenir & Resort Gift Show this fall

Taking place September 20 – 23, 2022, the Las Vegas Souvenir & Resort Gift Show is once again returning to the Las Vegas Convention Center, South Hall. As the nation’s premier souvenir show, buyers can expect to see the latest trends and source new products from new and returning exhibitors in every category.

“The exhibit hall is almost sold out and we are really excited for this year’s event! We know shipping continues to be a challenge, so we’ve expanded the ability to shop Made in America on the show floor this year, giving buyers more options to get products quickly. Plus, with travel picking back up, there’s no better time to restock for next season than at the Las Vegas Souvenir & Resort Gift Show,” said April Holinek, Show Director.

Here are the top 3 reasons to attend this September:

2 1 3

EXHIBIT HALL

Shop a wide selection of products from hundreds of exhibiting companies displaying everything from souvenir/resort, logo products to giftware, jewelry/ fashion accessories, apparel, toys/games and so much more. Specialty areas on the show floor include Made in America, Native American Pavilion and Emerging Marketplace. See a small preview of the products available on the following pages!

JOIN YOUR PEERS

As the largest resort and souvenir show in the nation, top buyers attend from all 50 states and 30+ countries! Janet Kane, buyer at Jamestown-Yorktown Foundation attends because, “The Las Vegas Souvenir Show is a unique opportunity to brainstorm new items with our existing vendors AND discover new products. We appreciate that the show is so shoppable. It is well organized, spacious but inviting and filled with smart little extras like the product spotlight showcases and meeting areas.”

PERFECT LOCATION

Las Vegas is hard to beat with nonstop flights from most major cities. In addition to world class dining, top name entertainment, and a state-of-the art convention center, you’ll be able to take advantage of specially priced room rates at the show’s host hotels-including shuttle service to/from show. It’s easy on your time and budget!

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Expanded opportunities to shop American-made products at the Las Vegas Souvenir & Resort Gift Show

According to NRF Vice President for Supply Chain and Customs Policy, Jonathan Gold, “Consumers are still spending and the supply chain is still working to keep up.” The Las Vegas Souvenir & Resort Gift Show provides the opportunity to find new resources and shop domestically with the Made in America pavilion. Featuring 50+ exhibitors, you’ll find products from top names such as Metal & Wood Signs, Dowdle Puzzles, Rex Tooth Studios, My Word Signs, Dust City Wood Stickers, and more.

As you browse through the products in this preview, make note of the items you like and make appointments with those exhibitors to get your orders placed and ensure you are fully stocked for the upcoming season. To view the full exhibitor list, visit lvsouvenirshow.com.

GoDonuts Booth: 1526

GoDonut solves an everyday problem with an innovative, American-manufactured solution: securely propping up your smartphone or tablet at a usable angle. The GoDonut Original design is compatible with smartphones and standard sized tablets up to ½” thick and the GoDonut PLUS+ can accommodate cases thicker than ½”. Available in a variety of colors.

Phone: (559) 248-6300

Web: www.godonut.com

Eye-Dye Booth: 2942

These tie-dyes we presently stock unembellished for a quick ship in days -not weeks- to your location. They are proven sellers and are sure to fly off your shelves. We can print with your location or logo - with a two week delivery to your store. Available in Short Sleeves - SM-XXXL

Phone: (850) 469-8872

Web: www.eye-dye.com

Charles Products Booth: 911

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

Phone: (301) 881-1966 ext.123

Web: www.charlesproducts.com

Uzzi Booth: 2725

Uzzi Hawaiian Shirts offer a variety of colorful, fun, and vibrant prints. From classic tiki hut prints to flamingos, bananas, hibiscus, and tropical fish. They are made from a dry fast fabric with UPF 50 protection from the sun. From the beach to pool to boat to lounging around, Uzzi Hawaiian shirts provide a relaxed fit made for comfort and movement.

Phone: (954) 777-9595

Web: www.uzzi.com

Air Balance

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Booth: 1618

Classic comfortable Mens Flip Flop, Round open toe, slip on with cushion molded EVA footbed to give additional walking support. Available in different colors.

Phone: (305) 438-9009

Web: www.allfootwear.com

Eco Wear and Publishing Booth: 522

Over 155 highly detailed Animal and Wildflower designs. Each has an interpretive tag with information about the species. Very high quality caps made with Pigment dyed Cotton and Adjustable Brass buckle closures. Our products are widely popular with nature enthusiasts and conservationists.

Phone: (575) 557-5757

Web: www.ecouniverse.com

Wishpets

PrettyPets are Pretty Fun!

Phone: (503) 574-2700

Web: www.wishpets.com

Booth: 405

R.S. Covenant,Inc.

Booth: 735

First Quality, or Flawless Clear and Champagne CZ hand-set in a precious rhodium setting.

Phone: (636) 272-4822

Web: www.rscovenant.com

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Rio Grande Wholesale Booth: 2549

Hand-crafted Taos and Navajo jewelry. Acoma pottery and hand tooled Mexican leather purse.

Phone: (505) 242-3739

Web: www.riogrande-trading.com

Wallaroo Hat Company Booth: 2137

The Carkella by Wallaroo line of hats was born from a spirit of travel and quest for adventure. They are easy to pack, comfortable to wear, and rated for superior sun protection. Using high-quality, sophisticated materials in timeless silhouettes, they are made for a lifetime of memories. What makes Carkella unique is a hidden magnet embedded in the trim of each hat. It holds a metal emblem that can be customized with your logo or artwork. An innovative and affordable, customized solution, it becomes a tasteful and memorable souvenir for any event – a corporate retreat, an annual tournament, a favorite destination – the possibilities are endless.

Phone: (303) 494-5949

Web: www.wallaroohats.com

Bert Anderson Collection Booth: 1516

This adventurous ziplining bear is having the time of his life! He’s holding a sign that is perfect for personalization. He measures approximately 3”x3.5”. No minimums!

Phone: (800) 962-9122

Web: www.bertandersoncollection.com

Capsmith Inc Booth: 1243

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

Phone: (407) 328-7660

Web: www.capsmith.com

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A.T. Storrs Ltd. Booth: 1111

This beautifully crafted humpback ornament is one of many sealifewildlife designs found in our line of brass ornaments. Beautifully packaged and customized to your location at low minimums. We also create fully customized designs specific to your location. Come by our booth to see examples of our work and to get started on a custom design just for you.

Phone: (604) 734-3211

Web: www.atstorrs.com

Habana Brisa Booth: 3230

Welcome to the beautiful world of Habana Brisa! A new Ron Rice premium line of sun care products inspired by the beauty of Cuba. Habana Brisa is made with natural oils and quality ingredients infused with Vitamin E - all non-GMO and vegan. Habana Brisa includes a full range of Reef Friendly SPF 30, 50, and 70 lotions and sprays for adults and children. Habana Brisa - hydration and sun protection - a beautiful fresh scent for every day.

Phone: (386) 673-7336

Web: www.havanasun.com

History & Heraldry Booth: 651

No more fighting over who gets the fun cup! With 120 different names and titles, there is plenty of animal-themed drinkware for every kid on your gift list. Kids love these bold, bright, durable and lightweight cups. Choose from eight whimsical illustrations: panda, dinosaur, lion, sloth, cat, flamingo, unicorn and mermaid. Measuring 3.75” tall they hold 8.5 fluid ounces, the perfect size to brighten snack time for children of all ages.

Phone: (954) 255-1944

Web: www.historyandheraldry.com

LaserGifts Booth: 1251

A souvenir so beautiful it’ll be handed down from generation to generation. Made of real wood with a rosewood finish, a stainless-steel blade and antiqued scroll work accents. This gorgeous knife comes individually packaged in a locationdropped case. Come see why retailers are excited about the performance of this premium program and why YOU should have this in your stores!

Phone: (928) 710-7524

Web: www.lasergifts.com

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RexTooth Studios Booth: 1649

Sauropods - the famous long necked dinosaurs - didn’t have the frills, crests, spikes, horns, claws, clubs or teeth of many of the other famous dinosaurs. Instead, they wow us with their size. The biggest of these astounding animals stretched to more than 120 feet long and weighed over 70 tons! Join award winning author/illustrator Ted Rechlin (Tyrannosaurus rex, Sue: Welcome to the World of Tyrannosaurus rex) and Dr. Cary Woodruff as they unravel the mystery of the sauropods.

ISBN: 978-1-7371242-0-7 Hardcover Graphic Novel 128

pages

Phone: (406) 599-1747

Web: www.rextooth.com

Gear For Sports Booth: 434

Gear Lifestyle Brands is your premier partner for souvenir apparel. Our family of brands includes Champion, ComfortWash, Gear for Sports, Under Armour & Alternative Apparel. Our products bring quality, graphic options, and style variety. From screenprint to embroidery, headwear to lounge wear, we can do it all. With low minimums and completely customizable art, GLB has the brand for you.

Phone: (913) 693-3604

Web: www.gearforsports.com

Prairie Mountain Booth: 543

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 and digital catalog for your apparel needs.

Phone: (417) 232-4941

Web: www.prairiemountain.net

Grasshopper’s Mermaid Booth: 2153

Grasshopper’s Mermaid stickers are 100% USA made, name-dropped stickers for your resort town, zoo, museum or aquarium – AND YES – we can do customs for your location! Each indoor/outdoor sticker is printed with waterbased inks and is UV coated with an outdoor lifespan of 5 years. Grasshopper’s Mermaid always donates 10% back to conservation efforts on each purchase! You can also pick your favorite sticker designs to order on frameable prints or as USA made premium cotton, organic hemp and bamboo shirts. Phone: (920) 840-7337

Web: www.grasshoppersmermaid.com

The Petting Zoo Booth: 831

Come alive with our Wild Onez, realistic sea life and wildlife collection. We create the most trend-forward, innovative plush products on the market. Petting Zoo Plush is recycled... Each plush toy is made up of approximately 17 plastic water bottles and features a recycled tag. We care for the world we share!

Phone: (888) 867-4059

Web: www.pettingzooplush.com

Arrow Emblems LLC

Impulse Souvenirs Booth: 2731

Quality 100% cotton or blend shirts. Brands that you can trust. Dozens of colors. Comfortable, ultra-soft in unisex, ladies and youth sizes. Multi-colored printed designs, multiple styles. Custom original art designs exclusive to your destination. Mix designs, mix colors to create the right fit for your store. Impulse is here to help.

Phone: (828) 380-9045

Web: www.impulsesouvenirs.com

A & F Gift and Souvenir Booth: 931

This earthy stoneware mug and shot collection with metallic copper bottom and reactive glaze is the perfect mix of rustic elegance. The unglazed center stripe provides a variety of custom imprint location options. A generously proportioned 18oz mug, and 2oz shot. Available in four colors: Cobalt, Turquoise, Coral and Light Blue.

Phone: (519) 664-2289

Web: www.afgift.com

Barry-Owen Co.,Inc. Booth: 1143

Item #BV1274, Approx 10” wide X 31.5” long, Made by hand Phone: (323) 724-4800

Web: www.barryowen.com

Raindrops Resort

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Booth: 1715

They’re slashed across the back like ripped blue jeans, with dye sublimated patches showing through, left chest patches and hip rips on the front.

Phone: (630) 968-5100

Web: www.RaindropsResort.com

Silver Streak Booth: 505

More than 30 New Styles have been added to our Crystal Jewelry Necklace Assortment this year. All pendants are already chained on 24” gold or silver plated chains. Our single sku, one price necklace assortment makes it easy for you to stock, and our Genuine Arizona Manzanita Tree Display makes it even easier for you to sell.

Phone: (480) 894-9528

Web: www.silverstreaks.com

Honey House Naturals Booth: 2627

Inspiring business, Keep the good experience fresh in their minds, along with your logo and contact information on these stunning Bee Bar Lotion tins. Beautifully embossed and artfully designed, these tins become customer keepsakes along with your own vital business information.

Phone: (253) 926-8193

Web: www.honeyhousenaturals.com

PinSource Booth: 1138

PinSource is the worldwide leader in lapel pins. Since 1986, we’ve designed and produced promotional, collectible, and recognition items for companies large and small. Our expertise is in creative design, fast turnaround, high quality and hard to build items. Stop by our booth to see examples of our work.

Phone: (802) 338-5220

Web: www.pinsource.com

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Bamboo Source

Tropical Decor Booth: 2227

Galvanized metal and Capiz Shell hand-painted Red Parrot Wind Chime #1068. This spectacular chime is part of our new collection of Capiz and Metal art. Hand made in the Phillipines.

Phone: (760) 722-1774

Web: www.bambootropicaldecor.com

The Handcrafted Booth: 450

High quality wood intarsia wall decor, puzzle boxes, doubleside ornaments, magnets and keychains that are handmade from various species of wood in their natural colors. Unique recycled metal art.

Phone: (281) 496-7026

Web: www.thehandcrafted.com

Steamer Lane Design Booth: 1442

Steamer Lane Design crafts sustainable wood magnets, keychains, and ornaments. Choose from dozens of designs or have us engrave your logo or graphics. Low minimums, sustainably sourced wood, and Made in the USA.

Phone: (360) 790-2790

Web: www.steamerlanedesign.com

Topline Products, Inc. Booth: 449

Snowglobes, Keychains, Magnets, Shot Glasses, Bottle Openers, Liquid Timers, Binoculars, Pens, and more!

Phone: (800)745-6623 ext.106

Web: www.toplineproducts.com

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Xplorer Maps Booth: 2054

Xplorer Maps is the best fit for your store: Unique and custom hand-drawn map products. The best customer service in the industry! Product satisfaction guaranteed! ALL products in stock! Orders ship in 2-3 days! ZERO MINIMUMS! All products; all the time! 50+ MAP DESIGNS of National Parks, States & Travel Destinations

Phone: (406) 493-0166

Web: www.xplorermaps.com

LazyOne

Booth: 711

Never be cold again while wearing the Super Comfy LazyOne oversized Sleep Hoodie. Brushed Cotton and Polyester knit fabric.

Phone: (866) 340-5278

Web: www.lazyone.com

Zhen Zhu Booth: 2427

Our ornaments are hand painted from the inside - creating a uniquely created collectible. They come in their own handcrafted gift box to make shipping and storage easy. Each ornament is a sentiment of places visited that people can take home as a memory or a gift.

Phone: (480) 663-1133

Web: www.zhenzhuinc.com

Rabbit, Bill & Traci Booth: 2543

1000 piece puzzle

Phone: (918) 825-3716

Web: www.billandtracirabbit.com

CTM Group, Inc., dba The Penny Men Booth: 1530

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

Web: www.pennymen.com

Momadic Booth: 1539

A versatile and unique eco-friendly gift made from handpicked river rock, with designs carved all the way through each rock and over 150 designs to choose from. Chances are we have that perfect design that captures your customer’s interest - great items to collect or trade!

Phone: (605) 338-0732

Web: www.momadic.com

Wear Code Corporation Booth: 704

Based out of San Diego, CA operating its privately owned production facility in Mexico, Wear Code is a leading manufacturer of custom embellished apparel for men, women, teens & kids. We guarantee the highest quality products and textiles at the best value with friendly service you can count on!

Phone: (619) 520-4350

Web: www.wearcode.com

Amelio C. Enterprises Booth: 2554

Branded lollipops with assorted flavors that include: Prickly Pear & Watermelon, Prickly Pear & Lemon, Prickly Pear & Blueberry, Prickly Pear & Apple, and the Original Prickly Pear. Phone: (602) 956-4833

Web: www.ameliocenterprises.com

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Lipco Group Booth: 1043

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

Phone: (800) 634-7547

Web: www.lipco.biz

Arrow Emblems LLC Impulse Souvenirs Booth: 2731

Quality custom products from the experts! We specialize in high-quality, uniquely designed souvenirs including patches, magnets, pins, stickers and decorated apparel for tourist destinations, museums and theme parks. Impulse Souvenirs is your one-stop souvenir source. From concept to retail ready, we can deliver memory makers that sell. Let’s us create a program for you.

Phone: (828) 380-9045

Web: www.impulsesouvenirs.com

Wildthings Snap-Ons Booth: 1126

We specialize in Jr Ranger gear for children. We have a variety of Jr Ranger Vests, Hats, and Backpacks. We also have educational t-shirts with or without snap-on toys. Our t-shirts have themes from bugs & butterflies, dinosaurs, reptiles, mammals, and sealife. We offer a Free Name Drop and have No Minimums.

Phone: (415) 457-0112

Web: www.wildthingstshirts.com

Pinnacle Designs Booth: 623

Pinnacle Designs is the leading supplier of quality custom made lapel pins, keychains, magnets and specialty souvenir items for over 40 years. We provide innovative designs, processes and are dedicated to provide complete customer satisfaction. Come let us create something for you.

Phone: (818) 365-7772

Web: www.getpinnacle.com

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Travel Posters Booth: 554

Work your way along the Ribucon Hiking Trail of Lake Tahoe to vistas like those shown in our original design. Claim your memories at D. L. Bliss State Park in California, and take home a view that you will hold for years.

Phone: (720) 468-0258

Web: www.travelposters.com

McGovern & Co. Booth: 1005

This is not your average souvenir-quality water-bottle. Our beautiful powder-coated water-bottle uses the highest grade 188 stainless steel and is double-wall insulated. Just like the high-end brands, beverages stay icy cold for 24 hours and steaming hot for 12 hours. Choose from custom or stock. We hope to see you at the booth. Have a great show!

Phone: (630) 740-4847

Web: www.mcgovernandcompany.com

Country Fresh Food & Confections, Inc.

Booth: 1951

Low cost private labeling is available for both 6oz and 12oz fudge trays in both Traditional Fudge as well as Keto SugarFree Fudge. The trays offer an excellent shelf life of over 6 months and are perfect for contactless sales. With over 85 flavors offered in the 12oz tray, these popular trays of premium fudge are great as a souvenir item as well as for online sales. All fudge flavors are made from scratch using premium ingredients such AA Grade Butter, Cream, Belgian Chocolate, and real fruits and berries.

Phone: (865) 435-2655

Web: www.countryfreshfood.com

Ahead LLC Booth: 1617

Mid fit. Unstructured. Tye-Dyed Cotton Twill. Adjustable Slider Closure With Snap Buckle. Available In 3 Colors.

Phone: (508) 985-9898

Web: www.aheadweb.com

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Artistic Impressions Booth: 1337

We are a USA based wholesale manufacturing company where we develop and produce high quality souvenirs, jewelry, and fashion accessories at the right price point. We provide unique kiln fired and laser engraved personalized items using a vast variety of materials including porcelain, glass, metal, leather, wood and acrylic. Our hand painted, kiln fired pieces will not scratch or fade and will last a lifetime. These souvenirs are entirely assembled, cut, painted, pressed, and sewn in house.

Phone: (406) 961-3353

Web: www.maiwholesale.com

Doodle Pants Booth: 814

A new addition to the ever-popular Doodle Pants collectionBuzz the Bee! Buzz Buzz! Can you bee-lieve it? It’s a backpack! Doodle Pants 3D Hoodies are totally unique, and totally comfy - 100% cotton and sturdy zippers ensure a long life.

Phone: (800) 299-3572

Web: www.doodlepants.com

Arrow Emblems LLC

Impulse Souvenirs Booth: 2731

Popular beanies and caps that your visitors will love! You can add personalized labels, retail hangtags, and packaging so that you are retail ready – Right on the shelf from unpacking. Factory direct, quality products from Impulse Souvenirs. Call today or visit our booth. The Impulse team is ready to help. Phone: (828) 380-9045

Web: www.impulsesouvenirs.com

Redstone Concepts Inc Booth: 3139

The Origin 2 is a unisex, packable waterproof and breathable jacket equipped with highly technical features, including: Water-repellent YKK zipper, fully taped seams, concealed and adjustable hood, elasticated cuffs, back venting, and reflective detailing. All Mac In A Sac product are PFC & PFOA free.

Phone: (514) 823-0900

Web: www.macinasac.com

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DrinkingStraws.Glass LLC Booth: 1825

Reusable, durable handmade glass straws made in the USA. Perfect for traveling and at home use. Made by a professional glass artist of over 20 years.

Phone: (360) 296-4208

Web: www.drinkingstraws.glass/ecofriendly-glassstraws

Outlaw Soaps Booth: 1537

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

Phone: (925) 784-5581

Web: www.liveoutlaw.com

Kalan L.P. Booth: 617

It’s double the fun with these 2 pack magnet sets! Available either in a 2.5” x 3.5” double pack or 1” x 4” double pack. Both feature full color artwork and are USA Made!

Phone: (800) 345-8138 ext.313

Web: www.kalanlp.com

Black Anchor Supply Co. Booth: 1839

Relaxed for a super-comfy feel, the Crop Hoodie comes in our super soft 3-end fleece and features an on-trend silhouette. The 3-end fleece has an ultra tight-knit construction giving it better printability, soft hand-feel. Let us design the Perfect graphic for your location!

Phone: (661) 309-1193

Web: www.blackanchorsupply.com

Sunbird Wholesale Booth: 555

We supply the most upscale and innovative apparel in the resort wear industry, at surprisingly reasonable prices. As a retailer, you’re always looking for something STRIKINGLY DIFFERENT -- WE HAVE THAT PRODUCT! Don’t miss our booth.

Phone: (513) 675-3936

Kaistone Collective Booth: 1457

We specialize in creating and producing items in our Utah studio that are specific to our customers geographic needs. We work with many different materials and every piece is a one of a kind work of art!

Phone: (801) 643-6897

Bonnie Lee Books Booth: 1512

Bonnie Lee Books is a children’s book company that produces Hardcover storybooks for beginning readers and Board books for developing young minds. Bonnie Lee Books stories have a whimsical flair that introduce children to unique animals & their environments. For preschoolers and kindergartners especially, Bonnie Lee Books teaches valuable life lessons and helps develop the foundations for early reading.

Phone: (415) 606-9546

Web: www.bonnieleebooks.com

Monterey Import Co. Booth: 1224

Gunmetal colored steel shot with custom iridescent design that reflects in vivid colors.

Phone: (707) 795-3067

Web: www.montereyimport.com

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Cool Jewels® Booth: 531

Clear Seas Project™ is dedicated to removing trash from our oceans. The effort is funded by sales of bracelets in a variety of styles, including paracord as well as semi-precious stone beads, each featuring a sea life-related pendant. We remove 1 pound of trash for every bracelet sold! Attractive packaging features recycled carding and eye-catching foil printing. Interesting facts about ocean pollution and the featured sea life or a specific body of water are included on the back of the card.

Phone: (954) 456-5444

Web: www.cooljewels.com

Beacon Design Booth: 1431

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: (401) 333-9200

Web: www.beacondesign.com

American Air Freshener Co. Booth: 1453

Looking for a FRESH product to offer your visitors? Over 200 million car air fresheners are sold each year! Custom air fresheners for your location are a low-cost, fast-selling, high margin item. Low minimum, free name drop, custom artwork. Customers will remember their visit each time they get in their car. Proudly Made in the USA.

Phone: (915) 276-6949

Web: www.americanairfreshener.com

Creative Endeavors NW, Inc. Booth: 1747

Our featured vendors at the show are Northwest Art Mall and Recherché Furnishings. Northwest Art Mall offers incredible selections of retro nostalgic Northwest and Alaska designs available on magnets, postcards, tin signs, prints, mugs, etc. Recherché Furnishings™ is a family-owned and operated furniture design boutique in North East Texas. Made in the USA! Phone: (206) 930-2239

Web: www.cendeavorsnw.com/shop

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Wild Republic K&M International, Inc. Booth: 2311

Monsterkins are created by the Earth for the Earth. Each Monsterkins plush toy has a story about the places on Earth they protect. Monsterkins are not only super fun and soft but also earth friendly made of 100% recycled fabric and fiber fill. Each monster hang tag is made of recycled paper, printed in soy ink, and is attached by a cotton string instead of plastic. These plush monsters are also bead free.

Phone: (440) 725-3709

Web: www.wildrepublic.com

MV Sport Booth: 2406

The Everly Sueded Fleece Hood is a super-soft, 7oz. 65/35 cotton/polyester fleece, jersey-lined pullover hoodie. It has a boxy fit and a sueded finish for a great hand feel. Details include matching drawcords, rib knit cuffs, and waistbands, side and sleeve panels. Colorways include color blocks, solids, and a leopard print for a variety of fun options.

Phone: 800-367-7900

Web: www.mvsport.com

Prairie Schooner Booth: 1326

Canvas Grab and Go Bags available in three colors

Phone: 520-696-3357

Nublu Apparel USA Booth: 2150

We are an Apparel Company based in Henderson providing unique, intricate, and quality Souvenir Style Apparel. All styles show Large Back Print and Small Left Chest branded logo. Wholesale Stocked TEE Collections have quick shipping and no Minimum Qty. Guaranteed to draw your customer’s eyes! Namedrop customization is our specialty, allowing Store Branding and Location Names worked into our designs. Min 60 Pieces per customer design. Our collections are sure to suit any novelty or souvenir-based business!

Phone: 702-429-8811

Web: www.nubluapparelusa.com

What Sells Best at the Beach Souvenir Sure Sellers at Beach Stores

By Sara Karnish

Beach getaways give individuals and families a much-needed break from their everyday routines; most look for a souvenir to remember their special visit. Whether looking for a memento that’s ordinary, or most definitely out of the ordinary, visitors can find it at the various beach stores that populate boardwalks and beach communities.

Many beach retailers enjoy repeat business from loyal vacationers and visitors year after year. Angelika Unzens , who co-owns Geronimo’s Outpost in Pensacola Beach, Fla., with her sister Valerie Unzens, said her store has become a tourist destination. “Ninety-five percent of our customers are return customers. We have a local following. Tourists in our area come back every year—they come to our store time and time again. Some of them—we have relationships with them. We really don’t advertise much,” she said. She works with many local artists and crafters and carries one-of-a-kind items in her 3,000 square foot store. “At the moment, our fashion boutique is our most popular section. In souvenirs, [it’s] local art and locally-made items—ornaments, painted wine glasses, handmade pottery, paintings of landmarks that relate to our beach. We advertise local souvenirs, apparel, arts, and crafts.”

Items that reflect the area or are made by local vendors are the standout best sellers for the retailers who carry this type of merchandise. Name-dropped trinkets are also strong sellers for visitors looking for a fun gift. Karen Young , owner of Gift Box at the Beach in Olcott Beach, N.Y., said her best-selling souvenirs are “Life is Good T-shirts, especially our name-dropped ones, and specialty food items. We sell locally-made jams, jellies, scone mixes, and barbecue sauce. Also, our magnets are made using pictures we’ve taken.”

Larry Hume , owner of Sunset Beach Gifts in Cape May, N.J., said mugs are a consistent best- seller in their souvenir category. “They’re at a good price point. We always try to price value for our customers. With the cost of everything, we’ve had to raise a lot of our

prices. Most of our mugs are now $12.99; they still sell. We also sell a lot of jewelry.” He added, “Last year was an anomaly. Every [retailer] at a destination had their best year ever. Anything we put on our shelves sold. One thing I’ve realized—it’s about trying to pick the right product mix and create visual displays with themes. Price isn’t as important as it used to be. Instead of worrying about the price, we try to emphasize

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Owners Michele and Larry Hume of Sunset Beach Gifts in Cape May, N.J. Mugs are a consistent best-seller for the store.

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What Sells Best (From page 94)

the quality of the product lines. We try to buy from the U.S. whenever we can.” Additionally, they try to carry items made by local vendors in their 3,500- square-foot store as much possible. “We sell more larger items instead of smaller things like magnets. The trinkets like magnets and keychains aren’t as popular as they used to be, although foreign travelers may want something small because of limited space. And of course, women always like to buy jewelry,” he explained.

At Treasure Chest in Hermosa Beach, Calif., apparel is a top souvenir. “People love our T-shirts and hoodies year-round,” said Owner Darren Eichhorn . “The reason is quality and style— wearable designs from the best vendors like Blue 84, Techstyles, Duck Company, and Black Anchor.”

Some retailers have noticed trends in their markets; others haven’t noticed current standout items. Eichhorn said there is a huge demand for stickers—“water bottle/laptop quality stickers with T-shirt grade designs have replaced the fridge magnet in terms of quantity bought,” he explained. Unzens and Young both said the demand for locally-made or -inspired items does not seem to be slowing down. “We sell shot glasses and all of that sort of merchandise that is made in China, but the interest is really in local arts and crafts—we’re doing better than ever with that,” Unzens said. “Our locally-made jewelry is really nice stuff. Our artisans use sterling silver, pearls…it’s very up-market.”

Eichhorn carries locally made items that fit their 2,000 square foot store’s casual, fun, and funky atmosphere. “We carry a great locally made map puzzle of the area, a drinking party game created by one of our own called Wasteland, a cool stylist and fun local hat and patch product called Pull Patch, sunglasses by Dizm and sand in a bottle art by Bobby Carlson,” he explained. Retailers turn to different methods to find their merchandise.

Anthony Verna of Sunset Beach Gifts. Larger items are selling better than merchandise such as magnets, one of the owners said.

Mug and gift displays at Treasure Chest. Locally made items are sold at the store.

Jeanette Bartolomeo of Sunset Beach Gifts. Price isn’t as important as quality in today’s climate, one of the store owners said.

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Las Vegas

What Sells Best (From page 96)

“I like to visit other stores that are doing well in relatively similar markets and see what they are carrying. But overall, it seems to me that souvenirs don't require innovation, but they do require quality,” Eichhorn said. “People want to buy something that lasts as long as the memory.” Unzens has a core group of artisans and crafters she has worked with for over a decade and said she is not currently looking to add to the list of vendors for her 3,000-square-foot store. “They always come up with new items. I’m very happy with what I have. We tell them what we need and they make it for us—we have a close relationship. We’re a business, but not an art gallery; we have exceptional items,” she said.

Likewise, Hume has developed strong working relationships with many of his vendor reps throughout his years in business. He said online direct wholesale marketplaces like Faire are giving sales reps some stiff competition. “We just used it for the first time,” he said. “A lot of vendors will have to do some soul searching as to whether they want to cut out their reps or still rely on them. We have some long-standing relationships with many of our reps. The squeaky wheel gets the oil—if we see a lot of our reps, they’re the ones who get the orders.” Young suggests “finding a niche that no one else in your area has, and using local sales reps!”

Merchandising is one of the most fun aspects of retail. “We are predominantly a ‘folded’ store. If we have a fun shirt that is reminiscent of a classic rock band,

it won’t be seen by the right customer unless it is displayed,” Eichhorn said. “By simply hanging it, we can hear a customer’s reaction and the shirt that didn’t sell begins to move. If you are a folded store, display and model a garment wherever you can, especially if the design has humor or any messaging at all.”

Young’s basic tips for a good display are to make them easy to see and access, with clear labels (i.e., prices); color and balance are also essential.

“Merchandising is really important to keep the store exciting,” Unzens said. “We frequently move things

A view of merchandise displayed outside at Treasure Chest. T-shirts and hoodies sell year round at the store, the owner said.

Karen and Steve Young, owners of the Gift Box at the Beach. Karen Young said items made by local vendors sell well for the store.

Matt Palmer and Donna Holmes of Sunset Beach Gifts. Jewelry sells well for the store.

around. We have what we call ‘outposts’ for every artist so customers can see their work. It is very clean in our store, not careless. In a display, the lighting is very important. We have wall décor and have it lit up very brightly and have nice shelving. I’m a designer by profession, so I usually do the displays myself. It works.”

Hume is a strong believer in arranging items with a common theme. “You can’t just look at one or two items that will get lost among a hodgepodge of other items. If we can’t make a statement with a line, we aren’t going to buy it. A lot of our displays are not that fancy. We have some nice hutches and shelving. We get so busy, we don’t have much time to create vignettes—it’s usually 1-2 lines per display piece, and [the merchandise on] each hutch tells a story. We display most of our lines together—

signs everywhere the customer still is hesitant to ask for help.” He continued, “Also, price items. It builds immediate trust for the customer that is far from home and doesn't want to feel like they have been suckered or ‘had’ by a price pulled out of thin air.” And with so many retailers welcoming out-of-town visitors, be an ambassador for your community. Young suggested, “Always be happy to see the customers and make them feel welcome! Also, know about your area to be able to offer suggestions—local restaurants, places to stay, things to do, et cetera.” ❖

we’ll sometimes mix and match 2-3 lines within a product category.”

Many customers return to their favorite souvenir store year after year because they know they will find the perfect item; great customer service is another reason beach stores enjoy repeat business. Eichhorn said, “When it comes to sizes keep the floor well stocked and make announcements that you have more if they don't see theirs (if you do of course). Even with

Karen Young, owner of Gift Box at the Beach in Olcott Beach, N.Y., dressed as a pirate for a Pirate’s Festival. Name-dropped trinkets sell well for the store, Young said.

Reflections of Nature Trends in Jewelry at Resort Area Stores

Whether vacationing by the sea, or close to rushing rivers and beautiful mountains, shoppers often seek jewelry items at resort area stores, and look for items that will represent the region or remind them of their time away from home.

At Mermaid’s Cove, located in the Pacific Beach area of San Diego, close to trendy bay front hotels, Tourmaline Surf Beach, and Sea World, the jewelry sold at Mermaids Cove, reflects the seaside location. According to Craig Ellsworth , who co-owns the shop with his wife Susan, its merchandise curator, “It’s hard to predict what will sell best now, because there are always inventory issues that come up. But right now, the Steven Douglas jewelry line and Zeelandia line both do very well for us. We do a lot of sea-inspired jewelry,” he related, “such as sea horses, octopi, and, of course, anything mermaid.” He noted that the store

shies away from inexpensive imports such as rhinestone jewelry. “Really everything is seainspired because of our resort location, and the jewelry items we carry are themed that way, too.” Among the most popular items are a figurative mermaid sculptural necklace from Steven Douglas. “We work with higherend items with these designers, because you are paying for the name.”

Susan Ellsworth is the store’s buyer, and, according to Craig, “She travels to a variety of shows, and finds items online. It is a kind of a hybrid. The sea theme is the thing that we look for.” He added that “We promote our jewelry with in-store displays that Susan creates. We don’t use any manufacturers or makers displays for our jewelry or any other item.” Instead, he said, “We theme by subject – such as mermaid, or fish, in a central location in the store primarily. But we also mix and match jewelry items in display scenes with clothing and home décor.” As to social media, the shop doesn’t have a presence to boost sales yet, but the owners are considering a foray into TikTok.

In another California beach town, the charming and quaint resort destination of Cambria is located close to the popular Moonstone Beach. At Artifacts Gallery, Manager Shelley Woeste , said “Everything was carry is sterling silver, and the most popular is made with moonstone, because Moonstone Beach is right here.” The store’s jewelry is all hand-crafted, although not typically locally made.

According to Woeste, the shop originally found jewelry items at jewelry shows. “Now and during the pandemic, we find more online, but we have carried a lot of our jewelry companies for over 20 years, as well as bringing in new artists here and there. We are really looking mostly for things that are sterling silver set, and remarkable stones that highlight the jewelry itself. We have one shelf that is just silver, but most everything else has a stone in it. We do not carry any

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A counter at Artifacts Gallery. The store has carried merchandise from many of its jewelry companies for over 20 years.

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Reflections of Nature (From page 102)

costume jewelry.” The 2,000-square-foot shop also sells artworks, jewelry boxes, cards, and other small, keepsake items.

Woeste said displays are the best way to sell more jewelry, and the shop chooses to display by type of stone. “We do not sell any jewelry on our website, so it is always evolving here. We display by type of stone, rather than each jewelry artist. It helps people to find

“It’s hard to predict what will sell best now, because there are always inventory issues that come up. But right now, the Steven Douglas jewelry line and Zeelandia line both do very well for us. We do a lot of sea-inspired jewelry, such as sea horses, octopi, and, of course, anything mermaid.”

what they are looking for most easily. They’ll usually come in and ask for a specific stone, such as moonstone or amethyst, rather than for a specific artist.”

At Aqua Gifts, located in Coupeville, Wash. on Whidbey Island, Store Owner Christian Chambers sells a mix of gifts, jewelry, accessories, apparel, and bath and body products. In jewelry, he said the approximately 1,000-square-foot shop presently does best with two different types of jewelry. At a lower price point, he described “small, stretchy bracelets with small beads, gemstones, or tennis style with crystals around them” as doing very well for the store. “At the higher end, we do well with handmade jewelry made with crystals or natural gemstones. Some are locally made. I think people like the look of them, the nice material. We still do well with earrings, but smaller styles, dangly but smaller.”

Chambers explained that “People like to buy themselves something shiny just

‘because,’ both locals and visitors.” However, he said, “I think visitors like to have something special they can remember their trip by, even if it doesn’t have the name of the town on it.”

He finds the jewelry he carries primarily online. “I do have some reps who come to the store to show me what they have, and some local artists come into the store to show me what they’ve made. I haven’t gone to jewelry shows for three years. What I look for is something unique, pretty, well-made, good quality metals, silver or gold and gemstones on the nicer pieces. It’s also important to keep well-made jewelry at a lower price point here, too.”

To sell more jewelry, Chambers related “It is all about display, getting things out where people can see them, and having nice fixtures, stands for necklaces and bracelets.” In terms of display type, “People are not buying matching sets of jewelry anymore, so you can put pieces together that pair well, without being from the same designer or part of a set. Jewelry has its own section in the store, near the register where I can keep an eye on it, but if I am putting clothing items together on a mannequin, I will also put jewelry on it, so people can see what they can do with the outfit. I do some cross selling that way.”

With locations in both Hood River Locks and Hood River, Ore., Spruce Gifts and Provisions offers an eclectic selection of merchandise, including jewelry. General Manager Lauralee Foley said that her

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- Craig Ellsworth, Mermaid’s Cove, San Diego, Calif.

A jewelry display at Artifacts Gallery. All of the jewelry the store carries is sterling silver.

Manager Shelley Woeste of Artifacts Gallery in Cambria, Calif. Moonstone jewelry is popular for the store, which is located near Moonstone Beach.

Reflections of Nature (From page 104)

number one top seller in jewelry is the brand Wheeler. The line features images of nature, including trees and fish. “They have amazing products and are an amazing company. Our second best-seller would be several local artists all put together, and their work sells well because they are local. In the Wheeler line we have some great inexpensive jewelry; with the local items, we focus on themes of the area, like the river, mountains, trees, and things like that. Both the images themselves and the fact that it is local help to sell it.”

Foley said she finds jewelry for the store in several different ways. “Local artists come in and show us what they have. I find other, bigger lines at shows and online. We always love finding eco-friendly items, we love made in the U.S. items. With local jewelry, we’re looking for unique and the items that kind of sell themselves being here.”

Selling more jewelry depends on successful display techniques, she said, agreeing with other resort area shops. “We group jewelry together, which makes it easier for people to see it.” She added that improving jewelry sales is also about “selling products that we love and believe in. We also wear what we carry all the time, so people see that, and they want to wear it, too.”

Summing up, resort area stores sell jewelry items that fit their location and serve as great memories for visitors as well as appealing to local customers. ❖

A closeup of rings at Artifacts Gallery. The store’s jewelry is all handcrafted, although not typically locally made.

Giving a Cheer for Apparel Sales

Clothing Trends at Boutiques

Apparel trends for early summer this year appear to be focused on vivid hues and cheerful patterns, according to staff and owners at boutique apparel shops.

At Creations Boutique in Tucson, Ariz., Assistant Manager Kanasha Smith said, “We are seeing a trend in bright colors for summer and spring, they’re more bright than we have seen in the past, and then a few neutral shades, too. I think it is because people are more ready to go out and have fun, and because we cater to younger women, because we are located near the university, and I believe younger demographics may be drawn to bright colors.”

In tops, she said, “We have a mix of everything. Our most significant seller is a short-sleeved crop top that’s very versatile. It can be worn by itself, of course, and for a more modest look, underneath a tank-top style dress.”

Her best-selling pants are “high waisted and bell bottom styles. They vary in color from some bright shades to some more neutral bottoms.”

Also in Tucson, at Desert Bloom Downtown, Owner Claudette Myers agreed that color is essential in apparel today. “We see a lot of color and a lot of print. We’re in the desert and that’s what it’s all about. I specialize in smaller sizes; extra smalls are my top-selling sizes. We carry all sizes, but that category is a fast seller for me. I have a lot of petite women who shop here.”

Her best-sellers in tops are sleeveless. “The mean age of my clients about 70,” she said. “But they certainly don’t look it or act it. Some people come in who want their arms covered, and I do have a few threequarter sleeves, but the focus is definitely on tops that show off their bare arms. Some of the more interesting pieces are sleeveless right now.” She added that she selects fashions by what she likes for the store. “I know who my market is. I cater to a youthful mentality not age. I don’t pay attention to following the rules, I carry what I like and what I think will look good on people.”

In pants, Myers asserted that “my women love jeans, fitted jeans.” She explained the look. “I have been bringing in wide-leg jeans for a few years now. It’s a fashion forward look. Jeans are a big category for us, although not in the summer, when dresses are more desired.”

She added, “My customers tell me that if they want a dress, they will find it here. We are known for that. Pants are more of a slow category this time of year, although surprisingly, I’m selling drawstring, scrunch joggers. Those do very well. I started bringing them in last year, and to my surprise, they sold so well they actually paid my rent!” Myers explained that while she is a “little bit over the look,” it is still going strong. “It’s not quite as strong as it was last year, but women love them. It was honestly a real surprise to me because it’s kind of bulky around the middle.

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Giving a Cheer (From page 108)

My women are in good shape, and they want to show the work usually.” She added, “Initially, I just brought in a tiny bit of them last year and they sold straight out of the box. I kept ordering and re-ordering. I’d say the look is peaking now, though.”

The 1,700-square-foot store gets new products every single day. “It moves fast for me,” Myers said. “If I see something here more than a couple of weeks, I consider it to be a dog. I work with my customers; I sell what matches their personalities. If it looks like you, if it looks right, that’s my goal. My job is to make you look like ‘you’ on the very best day. I have a knack for figuring out what fits a person, in dresses, pants, tops, all categories.” And her gift for finding the best look for each person goes far beyond trends.

In Los Angeles, Calif., Michelle Pedersen , owner of Treehaus, agreed with Myers and Smith that “fun colors and patterns are very much the trend.” Pedersen is also selling a lot of hemp clothing at present. “The hemp is comfortable, durable, and people like the feel of it. It’s also eco-friendly, and that’s what makes it popular. As far as colors and patterns go, people have had hard times for a while now, and they’re ready to gravitate toward more fun pieces.”

In tops, Pedersen says her 900-square-foot shop is selling a lot that are “patterned and fun, more bright colors, those our best-sellers in blouses. We also sell a lot of hemp T-shirts. For pants, she said, wide-leg styles are the most popular look. “We have jeans, cargo pants, it doesn’t matter, the style is wide leg.

People are also excited to have full length rather than cropped pants, but in the summer, we will likely switch to shorts.”

In the Eagle Rock area of Los Angeles, Sara Beard , vision director of Haley Solar, said the store’s top apparel trends are – bright colors and prints. “We have a lot of printed dresses for summer. I think people are looking for more color. On the runway, that’s what they’ve been showing. They’re doing a lot of color prints, and different color mixing choices. It’s a bold look.”

In tops, the store does well with short sleeved blouses. “We manufacture our own line and we do well selling a lot of our own line. Some are hand-dyed silk, some are upcycled vintage fabric, some with vintage cat-face buttons on them. They are all designed by our owner.”

In pants, the 1,000-square-foot store’s shoppers go for a high waist and a cropped ankle. “In denim, the look has a wide leg as well. The brand we sell has a three percent stretch to them so they’re very comfortable, it’s almost like wearing sweatpants. People buy them in multiple colors. We can’t keep them in stock, they sell that quickly,” she reports. “We carry them in white, a khaki-ish color, black, and a mossy green.”

The apparel trend for summer is clearly bright and patterned, whether the look is driven by a desert location or this year’s runway scene. And while comfort is still key for shoppers, so too is a desire to show off a bold new look in the almost-post-pandemic world. ❖

Are Skirts and Dresses In or Out – and Why?

Boutique shops see dresses outselling skirts, with a definitive yes to dresses being an “in” look.

At Creations Boutique in Tucson, Ariz., Assistant Manager Kanasha Smith said, “Dresses definitely do well, because they are definitely more of a fit for our customer aesthetic than skirts.”

Also in Tucson, at Desert Bloom Downtown, Owner Claudette Myers said “Dresses are in for sure. The industry is not up to speed yet with skirts, but they are out there. They have not been in

vogue for over 10 years, I would say. They’ll come back when the industry catches up [in terms of style].”

At Treehaus Boutique in Los Angeles, Calif., Owner Michelle Pedersen agreed with Myers. “Dresses are in for sure, but skirts are kind of out. I always love a skirt, but unless there is something that’s really a standout in style, they haven’t gone as well for us. I don’t really know why.”

Sara Beard, visual director for Haley Solar in Eagle Rock, Calif., thinks it is not so much that

skirts are not popular, but that it is difficult to find the right selection. “Dresses are always popular, but skirts need to have the right look. We don’t carry a lot of skirts, but when we do, we sell them. We usually sell them in a set with a matching cropped top. Those do very well for us.”

Shop staff and owners concur that perhaps dresses are more popular with shoppers because they offer a complete look; skirts need pairing with an appropriate top creating a full outfit, to offer the same appeal. ❖

Serving a Public of Plant Lovers

Apparel at Botanical Gardens

Susan Dean, the meticulous retail curator at Bayard Cutting Arboretum Horticultural Society in Babylon, N.Y., knows her clientele: discerning women in their 40s and up. They’re looking for a fun item to wear, but generic togs won’t cut it. “Our shoppers want pretty, distinctive accessories,” explained Dean, who as a board member of the Arboretum Horticultural Society is the gift shop’s manager and buyer. “My demographic isn’t looking for a logo T-shirt.”

Apparel and accessories are a perennial category at botanical garden gift shops — but as retail competition gets more intense, garden shops are stepping up their game with distinctive and locally specific merchandise.

Dean actually used to stock nameddropped tees, but they didn’t do well. What does sell: kimono style shawls, diaphanous scarves, and rain capes with museum art prints — elegant items that shoppers won’t find just anywhere. “I do want some branded things, so people can remember where they’ve been, but I don’t want to be a souvenir shop,” explained Dean. Bayard shoppers are more likely to pick up a name-dropped tote bag or hat than a piece of clothing.

Dean and her all-volunteer staff had just launched the gift shop one year before the pandemic shut it down. After being closed for the following two years, the store recently reopened, and Dean, a retired teacher, is still figuring out the merchandise mix. The gift shop is housed in a converted bedroom in the arboretum’s vintage manor house, so space is limited.

But sales and enthusiasm have both been strong this spring, as pandemic-weary Americans have flocked to gardens. “We were a well-kept secret until Covid,” noted Dean. “People are looking for another outdoor place, apart from the beach.”

Visitation is also strong at Ganna Walska Lotusland in Santa

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Susan Dean, board member, and Rosanne Levane, volunteer, of Bayard Cutting Arboretum Horticultural Society in Babylon, N.Y., photographed wearing apparel available at the store that feature floral art themes. This type of apparel, not logo T-shirts, sells well for the store, Dean said.

Apparel

Serving a Public (From page 111)

Barbara. Store Manager and Buyer Karen Kester takes pride in a selection of “things you won’t find anywhere else,” she said. She works directly with artisans both local and across the globe; customer favorites include necklaces handmade by Turkish women and silk scarves that the store’s assistant curator hand crafts using dyes from garden plants.

Lotusland’s distinctive horticulture is reflected in the shop selection. Another line of scarves, printed with original paintings of lotuses, is hand finished in Italy; much of the jewelry features real leaves pressed into earrings and

outside inside the store,” said Kester.

Anything with flamingos is a hit at the Flamingo Gardens Botanical Gardens and Everglades Wildlife Sanctuary in Davie, Fla. Store Manager Margaret Alicea stocks T-shirts name-dropped with the gardens for both kids and adults, and youth styles featuring Florida alligators and macaus are also popular. “This is a won-

Views of The Bayard Cutting Arboretum Horticultural Society gift shop sales floor. In light of competition, stores such as this are stepping up their game with distinctive and locally specific merchandise.

pendants. Even the popular sun hats are crafted from natural, plant-based materials, such as raffia, straw and sea grass.

Hats in general are a strong category at gardens, where visitors may come unprepared for the sun. That’s why Kester also carries name dropped, embroidered baseball caps. “If people come to tour and didn’t bring a hat, they often feel like they need one,” Kester explained.

Lotusland does carry T-shirts and sweatshirts, displaying apparel in its own section. Scarves hang from wall hooks, while hats are perched on an antique iron rack. Kester favors themed displays, color coordinating apparel and accessories around artwork. “Everything is very tied together, bringing our garden from

derful attraction for kids, and we cater to families,” Alicia said.

Hats of all kinds are popular at Flamingo Gardens, where baseball caps are a top item for both adults and children. Last summer, the gift shop ordered sun hats and fedoras, “and those sold very well,” said Alicea. “We have a lot of strong sun here. And it’s Florida, so people go to the beach a lot.” For the same reason, swimwear for kids is another strong category.

At the 1,200-square-foot store, Alicea uses fourway fixtures to display her brightly colored merchandise. Alongside shirts and hats, there are flamingo scarves, flamingo plush and all manner of flamingo trinkets — thanks to the store’s buyer, who scours the internet for fun new items.

With less than 1,000 square feet to work with, Gift Shop

Buyer Felice Robertson relies on endcaps and shelving to display turtle-themed tees and trinkets at Tybee Island Marine Science Center. “It’s challenging, because there’s no room for a fourway,” she said.

Best-sellers include Fahlo brand turtle “tracking” bracelets, whose purchases support turtle conservation and come with an app to follow a particular critter. The bracelets have proven so popular that Robertson has also started carrying Fahlo’s shark bracelet.

Anything bearing the Tybee Island logo sells well, especially kids’ T-shirts featuring turtles and other marine themes. Robertson hopes to stock more hats as the season goes on, along with accessories aimed at the smaller budgets of scouting and school groups.

“Everything’s doing well right now,” the manager reflected. “Sales have really picked up.”

The supply chain has made stocking inventory difficult, but “we’re learning to adapt,” Robertson added. She is looking forward to a July trade show in Atlanta — her first time attending since the pandemic — and a Myrtle Beach expo in December. Googling vendors and researching suggestions online can yield interesting merchandise, “but there’s something about touching an item, seeing it in person,” Robertson explained. “I’ve been buying for nearly 30 years, and that’s still important.” ❖

Art-themed floral apparel and accessory gifts at The Bayard Cutting Arboretum Horticultural Society’s store. Elegant items shoppers won’t find elsewhere sell for the shop.

Merchandise that Is Perfect for Showers of Happiness

Baby Shower Gifts at Baby Stores

By Sara Karnish

From the precious to the practical, baby shower gifts meet a wide range of needs for parents-to-be. Baby store retailers strive to offer shoppers the latest trends while continuing to carry the tried-and-true essentials for newborns. The goal is to have everything new parents need to get their little one off to a good start.

“Swaddles [are a best-seller] for sure. Also footie pajamas,” said Becky Salyer , owner of Bumps ‘n Bundles in Billings, Mont. “The swaddles are something that’s easy to use in a multifunctional way—you can swaddle the baby, or use them as a nursing cover. They’re nice and lightweight. The footie pajamas sell well because babies like to be cozy. We carry a lot of bamboo footed pajamas. There’s nothing better than holding a baby that’s in something super, super soft.”

Macy Mulligan , owner of Plaid Rabbit Gifts in Nashville, Tenn., said they have two standout brands: “Definitely [the brand] Kissy Kissy—that’s probably our Number One selling brand overall. They’re a soft pima cotton brand out of Peru. They make designs in all kinds of prints, from a plain white onesie to different prints and patterns. Our top gift line is Jellycat. That line does really well. They have just about every kind of plush animal available.” When it comes to baby shower gifts, sometimes the everyday items are the most appreciated. Susan Macko , owner of LemonLlama Boutique in Avon, Conn., said, “Because we have such a varied collection of options, I find we sell a little bit of everything, really. Our top-selling baby gifts are assorted footies—some bamboo, some pima cotton, some magnetic—chenille sweaters, and handmade bibs.”

Retailers use various strategies to promote their store as a destination for baby shower gifts. “We do offer [baby shower] registry, so that’s helpful,” Mulligan said. “We also offer complimentary gift wrap for any gift bought at Plaid Rabbit. People love the idea of

pulling up in the parking lot, coming in, get a gift off the registry, and it’s wrapped right here. If the momto-be is not on the registry, the person can still shop and find a nice item. When they walk out, they have a

Owner Macy Mulligan of Plaid Rabbit Gifts in Nashville, Tenn. Top brands for the store are Kissy Kissy and Jellycat, Mulligan said.

perfectly wrapped gift and can go straight to the shower. I’m sure some folks do that.” Brand recognition is helpful when it comes to being a shopping destination. “It starts with carrying the correct products moms and gift givers love,” Salyer explained. “We also offer gift wrap. I think when people see the iconic striped paper from our store, they get excited to see the gift. They know it came from Bumps ‘n Bundles.” Macko said, “It’s very important to us that the gift be nicely presented, so we have boxes, gift bags, tissue, and ribbons. I think people come in for a gift knowing it’s all wrapped and set to give. Also, we have a wide variety of choices and price points, including many handmade options, so this too may be a reason to shop here.”

Amie Grubb , owner of Sweet Pea Children’s Shop in Bethlehem, Pa., said her best-sellers and “go-to” baby shower gifts include “footie sleepers as far as apparel. Blankets, stuffed animals, and books for gifts. I think they are big sellers because babies practically live in footie sleepers for the first few months. They’re comfortable for the baby and easier for the mother to dress them. Blankets are versatile—depending on the season you can swaddle the baby, or drape it over a stroller when out for a walk. Stuffed animals are good sellers because who doesn’t like a cuddly stuffed animal? Sometimes there is a book that will match with the stuffed animal, which makes a nice gift.” She added, “Grandparents

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Tips to Increase Buys for Baby

Top Customer Service Advice

When it comes to customer service, retailers say a friendly and helpful, but not pushy approach seems to work best.

Becky Salyer, owner of Bumps ‘n Bundles in Billings, Mont., speaks with the customer before making appropriate suggestions. “I ask a lot of questions. It’s easy for customers to have their guard up a little—[sometimes] they just want to browse. I’ll ask them things like, ‘Do you have any kiddos?’, ‘Are there kiddos in your life?’ I get to know them a little bit. Asking questions helps to break that barrier. Find out what their needs are versus telling them what their needs are.” She

added, “I always try to remind the gift giver—the mom-to-be will remember who gifted them with a particular item when they dress their baby, so try to put something of your own personality in the gift.” Likewise, asking questions to get a better sense of the parent-to-be can also help with choosing a gift. “If you know them, help them pick out something the parent would like,” said Amie Grubb, owner of Sweet Pea Children’s Shop in Bethlehem, Pa.

Macy Mulligan, owner of Plaid Rabbit Gifts in Nashville, Tenn., said she and her team make a point to greet the customer, and ask what they are looking for. “If they say they are looking

for a baby shower gift, I will ask if they are looking for clothing or something unique? I typically start there. If they want clothing, I’ll take them to the apparel section and show them what’s available. If they want a gift, I’ll show them to the gift section.”

Susan Macko, owner of LemonLlama Boutique in Avon, Conn., will advise the shopper on sizing. “If I am asked, I suggest they buy a larger size—9-, 12- or even 18 months. Many baby shower gifts are 3- and 6-month, so the parent may have so much of those sizes. I also suggest a non-seasonal item sometimes so you don’t have to gauge size versus season.” ❖

Apparel and toys on display at LemonLlama Boutique. Gift wrap with paper that is distinctive to the store generates excitement for gift recipients, the owner said.

An apparel display accented with toys at LemonLlama Boutique in Avon, Conn. The store sells a little bit of everything, the owner said.

Merchandise that Is Perfect (From page 115)

are often my biggest customers. Sometimes they have a little more cash flow to buy some of these things.” Grubb points out she is one of the only retailers of her kind in her area. “I have higher quality clothing and different things you won’t find in a big store, and some people want ‘different’. We carry brands no one else does.”

Parents-to-be always appreciate the essentials, but retailers say some companies have taken the “essentials” to new levels. Although comfort and convenience aren’t exactly trends, manufacturers’ response to new parents’ need for both is something new. “People want comfort and ease,” Mulligan stressed. “A few brands offer zippers instead of snaps. Some moms want zippers so they’ll register for items with zippers. There’s a brand called Magnetic Me…dads love it! [The clothing has magnetic closures instead of zippers or snaps]. Between soft for the babies and easy to put on, they’re the two biggest trends I’m seeing.” Salyer said she is noticing a change in how customers purchase apparel as a gift. “People are getting a little more aware of what size they’re buying, and for what season. Previously, we had to educate people a little more on sizes. We’re definitely seeing the customers get smarter about sizing—they’re buying larger sizes, not just something for a newborn. They’re not just going for something cute; they’re going for something practical.” Retailers are also noticing a greater demand—and supply—of gender-neutral apparel and items for baby showers and every day. “Parents aren’t finding out what they’re having as much as they once did,” Grubb said. “They’re looking for more genderneutral items. I am seeing more clothing manufacturers putting, for instance, a dinosaur on girls’ pajamas, or sports-themed appliques. That’s a big change.”

When displaying merchandise for babies, part of the fun is showing off the adorable items in a visu-

ally appealing way. Salyer said, for her, merchandising relies heavily on curating the items in the correct way. “People are so visual when they shop in a brick-and-mortar,” she said. “They’ll say, ‘I can pair this with that top’, or ‘I can add a hat’. Merchandising is telling a story without words—in a more visual way.” Mulligan tries to add some color to her displays so they “pop”: “I also love merchandising with themes. [For a bath theme] we might put a hooded baby towel with baby shampoo and some bath squirters. Themed gifts are really cute.” Lacko agreed merchandising is important, but said, “Unfortunately for us, it doesn’t last long. We’ll put up a display, and customers will buy from it and it will look half-empty. It’s a constant chore, everywhere in the store.” Grubb said, “I change my displays every so often, and definitely when I get new product in, I try to display it. I also have a window display that I’ll change. I try to make it fun.”

Grubb mentioned the importance of shopping local, and how many independent retailers have more unique items than larger chains. “It’s fun for someone to come in, shop around, and pick something out you think the other person will like. I probably have things here they’ve never seen.” ❖

Store Owner Susan Macko and Store Associate Katie Gorham of LemonLlama. The store offers many gift choices at various price points, including hand-made options.

Plaid Rabbit Gifts Owner Macy Mulligan photographed with a display. Mulligan said top selling gifts at the store include footies, chenille sweaters and handmade bibs.

Where Smaller Merchandise Can Create Bigger Sales Accessories at Apparel Boutiques

Trends come and go, but the accessories category will always be strong for independent boutiques. “Jewelry and little items always do well, so we try to always stock plenty of them,” said Owner Joanne Dina, of Anna Grace, a Buffalo, N.Y., boutique. “It’s easy for people to buy. There’s no need to try anything on; jewelry or socks won’t make you feel bad about yourself. It’s just a fun little purchase.”

At the 700-square-foot store, the delicate jewelry trend has driven a lot of recent accessory purchases, and socks “sell a ton” in fall and winter. With limited space, Dina tries to “tell a story with a few items,” avoiding the clutter that can be a customer turnoff.

At MS Eye Candy Boutique, also in Buffalo, Owner Siobhan Taylor likes to space out displays, using walls as well as tables. “The more creative you are, the better you sell it,” she reflected. “And if you can put things on mannequins, that always helps.”

Hats are a top-seller yearround at the 1,300-squarefoot store. Wool and knit caps “are cute and keep you warm” in winter, while bucket and fedora styles do well in warmer weather. She doesn’t carry a lot of socks, “but when I do have them, I do sell them,” she added, citing fishnet and sheer polka dot styles that have lately been popular worn with heels.

After years when tops billowed and waists were not a focal point, Taylor said belts are now back in fashion. “Everything comes around again,” she reflected. But today’s customers wear them differently: They’ll belt a pair of “Mom” style jeans, or drape a loose style under a crop top to emphasize the waist. Taylor said jeweled

and chain styles are most popular at MS Eye Candy.

Jewelry is also perennially popular at the 10-yearold boutique. While silvertone pieces sold better in the past, lately Taylor has seen a shift toward gold for small accessories, including hair jewelry.

In Cleveland, winter- and pandemic-weary shoppers are looking for a jolt of color this spring.

“I’m selling pieces that are chunky but still lightweight,” said Kim Crow , owner of Evie Lou, a 12-year-old boutique. “People are looking for a jolt of color. A fun necklace is definitely resonating now.”

Crow visits trade markets in New York and Chicago to find new items, as well as taking suggestions from her sales reps. Once merchandise comes in, Crow arranges jewelry and accessories on the front of every rack at the 3,500-square foot-store.

“We find that to be very effective,” she noted. She’ll also display socks with coordinating shoes, “to give people an idea of how they look together.”

Sales of socks are way up, especially the novelty styles that are in vogue to spice up otherwise restrained outfits. “People will wear all black, but with red and blue socks,” observed Crow. “We’re not a silly store, but people are definitely looking to have more

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“The more creative you are, the better you sell it. And if you can put things on mannequins, that always helps.”

- Siobhan Taylor, MS Eye Candy Boutique, Buffalo, N.Y.

Where Smaller Merchandise (From page 119)

fun with their socks.” Polka dots and stripes are huge, multicolor is a winner, and funky textures like dots or raised weaves all do well.

Like many boutique retailers, Crow has seen sales of fashion scarves decline. A few years ago, scarves were such a key accessory that women would wear them all year round, with or without jackets, shifting to lighter fabrics in summer. Now, “sales have slowed a lot,” Crow observed.

During fall and winter, MS Eye Candy Boutique in Buffalo always sells a lot of scarves; they’re essential in upstate New York. “People also give scarves as gifts a lot, especially around the holidays, because scarves are practical and also fashionable,” noted Siobhan Taylor . Along with trade shows, Taylor said she increasingly Googles and shops online ven-

NEWS BRIEFS

dors to find cute new scarves and other accessories. Spring and summer scarves have faded at Anna Grace, as well as at The Rockin’ Outlaw in Browning, Mont. “We used to sell a lot of them, but not as much now,” said Terry Weasel Tail , who owns the Montana boutique. But as elsewhere, novelty socks have become more popular at Rockin’ Outlaw. With a lot of merchandise and just 1,600 square feet, Weasel Tail uses the ceiling as well as walls and floor fixtures to display items, and rotates items to keep the look fresh.

Boho style fashion jewelry sells well, Weasel Tail reported. But caps are her customers’ favorite accessory. “Those, we can’t seem to keep in stock for very long,” said Weasel Tail. Like her industry colleagues, she realized on a mix of trade show visits and online hunting to keep her shelves fashionably full. ❖

Apparel and Footwear Industry Welcomes Vital Reforms to Rectify Shipping Misconduct

The American Apparel & Footwear Association praised passage of the Ocean Shipping Reform Act of 2022 (OSRA) in the House June 13, 2022. The bipartisan bill requires the Federal Maritime Commission (FMC) to establish and reinforce rules to prevent excessive and unjust detention and demurrage fees and establish rules regarding refusal/denial of service. AAFA sent a “YES” key vote letter to members of the House ahead of the vote, a news story posted to the American Apparel & Footwear Association said.

Because the measure was previously approved by the Senate, today’s action in the House now clears it for signature into law by President Biden, who has indicated he will sign it into law, the story said.

“The Ocean Shipping Reform Act is an essential – and frankly long overdue – piece of legislation that will strengthen the resiliency of our supply chains,” said Steve Lamar, president and CEO of the American Apparel & Footwear Association. “AAFA has been a

leading advocate for this bill to ensure that American companies are protected from price gouging in the global shipping industry. The supply chain crisis that began in 2021 and continues today, showed us how price gouging and non-competitive practices can impact American companies and American families. This bill will ensure that these sorts of practices are not replicated in the future. Thank you to Congressmen John Garamendi (D-CA-3) and Dusty Johnson (R-SD) and Senators Amy Klobuchar (D-MN) and John Thune (RSD) for their leadership in getting Congress to recognize the urgency of this situation and getting this legislation approved in near-record time. We urge the President to sign this measure as soon as possible so that it can be swiftly implemented and enforced, the story said.

(For more information on the American Apparel & Footwear Association, please visit www.aafaglobal. org.)

“We used to sell a lot of them, but not as much now.”

- Terry Weasel Tail, The Rockin’ Outlaw, Browning, Mont., commenting on the sale of spring and summer scarves.

Name-Dropped Merchandise Trends at Zoos, Caves and Caverns

Ask David Cale how he decides which items are worth name-dropping at the gift shop he manages for Laurel Caverns in Farmington, Pa., and his response is straightforward. “Our strategy is, we name-drop everything that we can possibly name-drop here,” Cale said with a laugh. Products branded with the Caverns logo simply sell better to souvenir shoppers, he explained: “It’s what the customers want.”

The best-selling branded items at Laurel Caverns’ 900-square-foot retail outlet are magnets, T-shirts and caving helmets. Such merchandise all moves so reliably that Cale doesn’t mess with his regular displays — racks, counters and fixtures.

The manager explained that the challenge is not choosing which items to brand or even getting customers to buy them; in recent years, it’s simply keeping products in stock. With supply chain disruptions and constant delays, “we’ve had to reorder things sometimes three times in a row, and we never know if we’re going to get them back in,” Cale noted.

which in addition to being useful are inexpensive.

Lost River Caverns best-sellers include adults’ and kids’ T-shirts, sweatshirts, hoodies, and caving helmets. A new line of name-dropped scented candles has been popular. And drinkware is a favorite of shoppers: shot glasses, stainless steel water bottles, and myriad styles of coffee mugs, some of them handmade and customized by traditional Pennsylvania artisans.

We sell a lot more that have the zoo name, because if you’re going to get a sweatshirt, you might as well get a souvenir at the same time.

Traditional gift shop items — magnets, keychains, and mugs — are perennial favorites at Lost River Caverns in Hellertown, Pa. Co-Owner and Buyer Beverly Rozewicz aims for practicality when choosing which items to name-drop at the caverns gift shop, which has just under a thousand square feet. “Rather than frivolous or decorative things, I like things like magnets, which are souvenirs but also useful,” Rozewicz explained.

In the same category are cork or silicone-style coasters, wooden rulers and branded pens and pencils,

Rozewicz displays products by theme around the store, with all the drinkware in one section, local items in another, and so forth. In addition to shelving, there’s a display in the center of the sales floor that shows off merchandise from every perspective.

Multiple sight lines also work for the Woodland Park Zoo gift shop in Seattle, Wash. Manager Megan Colley arranges items on high and low mannequins “so you can see from all angles,” she explained. Colley also uses theme tables to display best-selling name-dropped items like water bottles, hats, and magnets.

Logo tees and sweatshirts are top items, even though they are “considerably more pricey than our Continued on page 124

- Megan Colley, Woodland Park Zoo, Seattle, Wash.

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Name-Dropped Merchandise (From page 122)

others,” the manager noted. Sweatshirts in particular are a favorite in winter time, when visitors are often surprised by chilly rain. “We sell a lot more that have the zoo name, because if you’re going to get a sweatshirt, you might as well get a souvenir at the same time,” Colley pointed out.

That’s why so many items are name-dropped at the Lost River Gorge and Boulder Caves in North Woodstock, N.H. Best-selling logo items at the gift shop include magnets, shot glasses, limited edition T-shirts, bear and moose figurines, and fancy chocolates in the shapes of river rocks.

“People are just more excited to buy things that have our name on it,” said Assistant Manager Pamela Wintturi . She displays items by theme, with apparel in one section and rocks and minerals in another. “We’ve kind of divided the space into two sides,” she explained, “with more of the adult items to one side and the kids’ items to the other.” That way, it’s easier for shoppers to find what they’re looking for.

Name-dropped unisex clothing is the top seller at many cave and zoo stores, and Hidden River Cave and American Cave Museum in Horse Cave, Ky., is no exception. Buyer Logan Wilder said the most popular T-shirt is printed a rainbow graphic and the words “Sunset Zone, Hidden River, Kentucky. “

Wilder and his colleagues have found that adult apparel sells better than kids’ clothing, and order accordingly. Price point is also a huge factor; the store recently settled on logo shot glasses in the $10 range. To catch the eyes of shoppers, logo merchandise is displayed on glass shelving amid sparkly rocks and minerals.

And while tees and sweatshirts are the tried-andtrue favorites, Wilder said the Hidden Rivers store has had a hit this year with wood-cut, laser-engraved wooden trinkets from the Country View Creations line. “In particular, we’ve sold a lot of Christmas ornaments that have our logo on them,” Wilder said. “People buy those all year long.” ❖

Name-Dropped Gifts at Theme and Waterparks

By Carimé Lane

Morgan’s Wonderlandis the one – and only – Ultra-Accessible TM theme park. Their gift shop, “The Squad Shoppe” is approximately 400-square-feet.

Here, their T-shirts are their top selling name-dropped gifts. “We try to name-drop on most of our merchandise but any T-shirt with our logo or butterfly on it seems to sell the most,” explained Kaleigh Green, food and retail manager.

The butterfly logo was created to represent Morgan’s Wonderland, explained Green. “It symbolizes the life and joy you can find when visiting Morgan's Wonderland,” she added.

To sell more name-dropped gifts, whenever they come out with new merchandise that has their name or butterfly on it, they like to display it right near the register or on the nesting tables as you walk into the gift shop. “The nesting tables right as you walk in the shop are the perfect location for guests to see merchandise,” Green said.

They also use a mannequin in store decked out with everything Morgan’s Wonderland, indicated Green. He wears a logo shirt, branded shorts, sunglasses, a

lanyard, bracelet, and hat - all of which have either their name or butterfly on them.

At the 15 different retail locations within Hersheypark, they have more than one top-selling name-dropped gift, including their name program racks of keychains and mugs, higher-end drinkware and T-shirts. Their largest flagship store, Hersheypark Supply Co., is 10,000 square feet.

“For our name program rack offerings, our vendors make it easy to customize graphics and/or name drop onto these items to create fun, personalized souvenirs for our guests,” commented Alexandria Carl , a senior buyer of retail for Hershey Entertainment & Resorts.

According to Carl, higher-end drinkware provides unique options with higher perceived value than their traditional counterparts.

“We find that guests are willing to spend a little extra to have some-

Hersheypark’s largest flagship store, Hersheypark Supply Co., shown here, is 10,000 square feet.

At Magic Springs in Hot Springs, Ark., General Manager Jesskya Hanna said their top-selling name-dropped merchandise is a premium floating waterproof cell phone case.

IGES Features: Name-Dropped Merchandise Section

thing special,” said Carl. Some of their best styles currently are stocked from vendors such as Corkcicle, Silipint, and Asobu.

To sell more of their name rack items, Carl indicated that it’s “definitely worthwhile to find a vendor that utilizes more modern names.” They see much more success with the companies that update their available names each year versus those that don’t update frequently, she added.

Carl also recommended seeking out the best quality products. “Don’t settle for the cheaper option if you don’t have to,” expressed Carl. “Many customers will appreciate items that look and feel better, even if they have to spend a little extra.”

Their number one rule of thumb when merchandising sales floors is to sell merchandise in “stories” or “programs.” “It’s a great way to upsell, and it’s much more impactful visually,” said Carl. “Instead of displaying one or a few standalone items, we build a full display featuring the same artwork, color story or theme.”

At Canada’s Wonderland near Toronto, ON, Jordan Hartley , manager of merchandise, said their ride-themed custom ‘Squishmallow’ plush toys are immensely popular

Continued on page 128

Name-dropped drinkware at Canada’s Wonderland. The park makes an effort to have something for everyone at their shops.

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Name-Dropped Gifts (From page 127)

with their guests within their 15 retail shops on site ranging from 300 to 3,600 square feet. Other proven performers include their “Skater Collegiate” program of park name apparel – which includes styles for men, women, juniors and youths – and drinkware.

According to Hartley, when the store finds good art, they strive to integrate that art into a program that includes all of their biggest categories: apparel, plush, headwear, drinkware and gifts. “This also allows us to display the items together for a bold statement on the sales floor,” commented Hartley.

In addition, they carry product that will appeal to guests of all ages and style preferences.

“From baby onesies to tie-dye T-shirts to teen-skewing fashion cut garments to comfortable sweaters – we make a concerted effort to have a souvenir for everyone at our shops,” said Hartley.

A team of visual merchandisers carefully plans and program the displays. They focus on creating exciting and interesting shopping experiences for their guests, Hartley said.

“Our team takes a holistic approach to our floor layouts, taking into consideration the flow of traffic through our shops and combining similar product groups that make sense (for instance – a program focused on children might be best positioned close to our candy section),” indicated Hartley. “They consider where they think our guest’s eyes move upon entering, which way do they turn, and where do we want them to look next?”

At Magic Springs in Hot Springs, AR, General Manager Jesskya Hanna said their top-selling name-dropped merchandise is the AquaCase. It’s a premium floating waterproof cell phone case that allows full use of the phone. Custom stickers have also been a hot buy this year. And naturally, they sell plenty of shirts, tanks, keyrings, drinkware and magnets.

They have multiple real estate throughout the park

Alexandria Carl, a senior buyer of retail for Hershey Entertainment & Resorts. At the 15 different retail locations within Hersheypark, they have more than one top-selling name-dropped gift.

Name-dropped T-shirts and drinkware at Hersheypark. A senior buyer of retail recommended seeking out the best quality products.

Name-dropped plush available at Hersheypark. A senior buyer of retail said not to settle for cheaper merchandise options.

where they sell gifts and memorabilia. Their largest location is their 3,000-square-foot Emporium Gift Shop. The smallest – at 700 square feet is called The Attic. At the Emporium Gift Shop, guests experience a one-stop shop for a variety of gifts and Magic Springs souvenirs, in Surf’s Up Swimwear, they can purchase swimwear, skincare, apparel and accessories. And The Attic is where they sell discounted souvenirs, toys and apparel.

“As the only theme and water park in Arkansas, we have built a strong reputation as the Thrill Capital of Arkansas, driving tourists and locals alike to our stores as they visit our park,” said Hanna. “To help sell more name-dropped gifts, we strategically offer our top-selling items in multiple hightraffic locations. We’ve discovered that if a guest sees the product at one stop and thinks about it, the next stop will most likely make the sale, so we make it as easy as possible for them to see the items that will make their experience more special.”

What’s more: their team members are trained to upsell with every transaction to increase store revenue and guest experience.

Because Magic Springs is an attraction that guests love to visit and return to all summer long, their team changes the front entry displays often to keep a fresh showcase of their offerings, said Hanna. “We have mapped out our high-traffic areas and our top-selling items are placed on floor displays in the main walkways of our shops,” explained Hanna. “To help as cashiers are assisting guests with purchases, we display our AquaCases across the wall behind our cashiers to show all the color options.” ❖

Name-dropped drinkware is available at Hersheypark. Higher-end drinkware provides unique options with higher perceived value than their traditional counterparts, a senior buyer of retail said.

A display of Squishmallows at Canada’s Wonderland. The toys are immensely popular with guests, the manager of retail said.

Playing on a Winning Team Licensed Sports Products at Sports Fan and College Bookstores

By Genie Davis

From stadium team stores to college bookstores and local fan stores, licensed sports products are scoring touchdowns and home runs when it comes to sales.

At the Rancho Cucamonga Quakes Team Store in Rancho Cucamonga, Calif., Denise Vasquez is the director of accounting and oversees the team store. She described the fan store as consistently having one number-one best-seller. “Our hats always sell best; they are simply number one. They’re popular because they do offer shade which can be important in our area, and mostly simply because they are something that people enjoy having and

like to wear. Second, our top sellers would be novelty items such as our mascot Tremor dinosaurs. They’re popular with kids and they are also a great souvenir.” Another big seller at the store is the Quakes team blanket. “Especially at the beginning of the season, it can be chilly or windy here in the El Cajon pass, so people just love these soft sweatshirt blankets for the stadium, and to take home.”

To create attractive, attention-getting displays in the store, Vasquez said, “We group some like- items together, and we categorize by departments such as youth, ladies, menswear. The hats are placed throughout our merchandise mix. We have added a special new section this year which we are really highlighting,” she noted. That new section is for a minor league baseball first: a partnership with the Marvel comic universe. “Starting June 18th, we will be highlighting a display that features the Marvel theme ‘Defenders of the Diamond,’” Vasquez explained. “It includes characters like The Hulk, Black Panther, Black Widow, we have these characters with ‘Quakes Baseball’ on apparel along with the Marvel characters and ‘Defenders of the Diamond.’ One shirt features a mix of all the characters.”

She added that, “We have already put in our hat order for next year. And in 2023, we will also have a special Marvel shirt featuring our mascot, Trevor, showing him as a yoked-out muscular dinosaur superhero. We plan to add a new item to our team store Marvel line every year.”

Asked who buys the most licensed sports products and how the store appeals to these shoppers, Vasquez related, “It’s really a mix of everyone. For the blankets, everyone gets cold, kids, or adults, so they are popular across the board. The mascot items are mostly for kids, we even have foam claws that the kids just love. Women tend to come in and pick out shirts and other wearables for the whole family. So, we just try to keep a great mix of items that appeal to a wide range of our fans.” Additionally, she said, “With kids’ items, we try to place them lower on shelves so they can reach them and see them more easily. We also have a special separate kids merchandise section in the store.”

Across the country, at the Lions Pride college store in State College, Pa., Gift Buyer and Floor Manager Emily DeAntontio described top-selling licensed sports products as “Traditional team items such hats and T-shirts, car decals, and magnets. Hats and T-shirts are very popular for Penn State. They do a lot of ‘white out’ stadium games and so white hoodies are extremely popular.” She explained that “a ‘white out’ is a promotion to get everyone in the stands wearing white, so that the entire stadium appears whited-out. We have soccer and football white hoodies for those games.”

To make a strong display statement, DeAntonio said, “We keep items in individual sections. We have one that is all our sports apparel and hats, and one

area that is decals and such. Everything goes in its own section, and we try to keep all our sports merchandise overall in one area.”

Purchasers are varied, however, “Most of our fan merchandise sells to people coming to watch the games, whether it is alumni, students, the general public – it’s a mix. They buy what is seasonal, volleyball in spring, football in the fall, for example,” she said. “In the summer, there are sports camps where elementary kids come and do sports on the Penn State campus, and we see that clothing, too, at that time. Parents and kids are both buying then.”

In Los Angeles, Calif., close to Dodger Stadium, The Fourth Quarter fan store sells a wide-range of sports team fan items, with a strong emphasis on Los Angeles-based teams. Manager Eric Nicholas said, “The bulk of our top sellers are for the local teams in all the major leagues. We do best with headwear and jerseys. We honestly don’t do as much novelties as we used to.” The store also offers an extensive array of lanyards, wallets, license plate frames, and lapel pins.

He added, “Our Dodgers major league baseball merchandise is almost year ‘round for us, while other items are more seasonal sellers. I think that is due to the fact that we’re literally just five minutes from Dodgers Stadium.”

“Apparel is always king, particularly Tshirts and polos. Anything with the longhorn image sells best, and seasonally, football fanwear is always the biggest part of the year.”

- Andrea Swanson, University of Texas Austin

To create notable displays, Nicholas explained that the store focuses on endcap displays. “We also have different racks and areas in the store to highlight different types of items, such as showcasing hats in just one area of the store. We are also heavy on showing our newest items on Instagram and Facebook. Social media displays are big.”

As to who visits and shops at the store the most, the audience is mixed. “Most are adults between the ages of about 18 to 50,” Nicholas said. “But we also have a mix of some kids. We have merchandise for all of them.”

At the University of Texas Austin, Andrea Swanson , souvenir and merchandise buyer for the campus bookstore, says top-selling licensed sports products include T-shirts, sweatshirts, polos, hats, and other apparel, as well as drinkware and automotive categories. “Apparel is always king, particularly T-shirts and polos,” she reported. “Anything with the longhorn image

Continued on page 132

What Do You Do with Slow-selling Licensed Sports Products?

Slow-selling sports products?

While not common, as many sports products are strong sellers, college, fan, and team store officials described what they do with merchandise that doesn’t score big with shoppers.

At the Rancho Cucamonga Quakes Team Store in Rancho Cucamonga, Calif., Accounting Director Denise Vasquez, who also oversees the team store, said, “At the end of the season we will put any merchandise that has not sold well on sale.”

At the Lions Pride college fan store in State College, Pa., Gift Buyer and Floor Manager Emily DeAntontio replied, “We usually

keep them over to the next year. But, if an item is being discontinued for a newer style, then we will put it on sale at the end of the season. Some sports’ fan wear we keep out all year, such as football merchandise or volleyball.”

In Los Angeles, Calif., Eric Nicolas manages The Fourth Quarter fan store. Although Dodger items stay strong all year, other items are marked down when off season. At press time, a range of Lakers gear, as the NBA season ends, was available online at significant mark downs.

At the University of Texas Austin, Andrea Swanson, souvenir, and merchandise buyer for

the campus bookstore, said, “We typically mark these items down if they are not selling.”

Mark Beskid, general manager of the Storm Baseball Team in Lake Elsinore, Calif., agreed. “I usually will try running a special on them. Nothing over the top, but maybe a percentage off or something like that. If it’s a product that’s old and for some reason I still have a lot of them on hand, sometimes I will run a ‘buy X product, and get the slow selling product for free or at a discount’ sale. Or something like ‘spend X and get slow selling product for free or at a discount’ as well.” ❖

Licensed Products

Licensed Sports Products (From page 131)

sells best, and seasonally, football fanwear is always the biggest part of the year.” Basketball and baseball seasons also draw many shoppers, she attested.

When it comes to display, like-items are kept together overall. “We have our football sideline products together in one area, but we also merchandise a lot of T-shirts together, sports and non-sport T-shirts.”

Buyers are a robust mix. “We cater to students, fans from all over, alumni, everyone. The best way to serve them is to keep a wide variety of merchandise in the store,” Swanson stressed. “When purchasing, we make decisions as to who would fit best with each product; we’re price- sensitive to students, while alumni don’t care as much on price and are more driven by brand. So, we make decisions on whether something is a fan item for students or alumni.”

Mark Beskid , general manager of the Storm Baseball Team in Lake Elsinore, Calif. also runs the team store. Best-sellers: “On-field Baseball Caps– we have one of the most popular logos in all of baseball, majors and minors. People love the Storm ‘Eyes’ and most fans like to buy the same hats that the players wear on-field.” As to display, he said, “It’s important to make sure you have good sight lines to the products you are trying to push the most. And don’t group like-colored items together, or they start to blend with each other.” Customers, as with other fan stores, are varied. “We get a lot of travel ball teams and little league teams that buy our merch, but honestly everyone buys our products in-store and online. Due to our logo, I think it’s just popular with everyone.”

Also popular with just about everyone: licensed sports merchandise! ❖

The Challenge of Honoring Tradition

Trends in Native American Jewelry and Craft Sales

Southwestern jewelry and feathery dream catchers: These iconic Native American pieces have enduring appeal. But selling them is trickier than it used to be, with supply shortages driving up prices, especially in touristic locations.

Steve Nelson has sold Indian turquoise jewelry and crafts since 1976 at Gold Bear Trading Company in Racine, Wis. He has a loyal clientele for the classic Southwestern merchandise, but Nelson can’t charge as much as his brother does at Gold Bear’s sister stores in North Carolina and Naples, Fla., where shoppers are prepared to splurge. “His stores rock and roll — he does more sales in one day than I do in a month,” Nelson said. “It boils down to location, location, location.”

For the same reason, Owner Paul Bear’s price tags are modest at the Turquoise Bear Native American Trading Post in Elizabethtown, Pa. — another town that, like Racine, is neither affluent nor a destination for Native crafts. Bear has been annoyed to hear his customers report sightings of near-identical pieces selling for far more money in in resort towns. “If you’re a tourist, it’s more of an impulse buy,” Bear explained. “You’ve got this adrenaline going because you want to bring a souvenir home, so you expect to pay a lot more. And of course, you’ve got the celebrity, movie star factor.”

- Paul Bear, Turquoise

Native American Trading Post, Elizabethtown, Pa.

Bear has a $270 necklace that was spotted by regular clients in Aspen, Colo., for $15,000 — “same necklace, same artist, same everything,” he said ruefully. A $35 horsehair pottery piece of his was spotted selling for $750, also out West. Bear points to shortages from his Southwestern sources, which has driven up prices as demand continues unabated. “My supplier in New Mexico said that since the pandemic, 75 percent of silversmiths have gone out of business,” Bear noted. Established artisans weren’t making enough money to keep going, he elaborated,

My supplier in New Mexico said that since the pandemic, 75 percent of silversmiths have gone out of business.

Bear

while the younger Native generation often isn’t interested in carrying on the tradition.

Still, Bear has a devoted clientele, many of whom come to the 1,400-square-foot store looking for particular pieces. Besides sterling silver jewelry, Turquoise Bear customers snap up dream catchers — the number one non-jewelry item — as well as leather bows and arrows and other decorative accents.

Even out in Phoenix, Ariz., where the clientele includes as many Natives as tourists, Retailer Bob Nuss has noticed supply shortages. Nuss, who has owned Drumbeat Indian Arts since 1972, said that during the pandemic, he sourced less jewelry and more medicinal herbs for healing and funeral ceremonies. “There haven’t been tourists around much for the last couple of years,” he noted.

Nuss’ 1,200-square-foot store has always catered to a slightly different market. Local Navajo and Hopi Indians typically inherit statement jewelry rather than buying it, Nuss observed, while silver jewelry isn’t even favored by other tribes, such as Apache. This Indian clientele is more likely to buy beadwork and other supplies to make powwow outfits or craft their own jewelry.

Turquoise earrings are Drumbeat’s best-selling bauble, often purchased to complement existing pieces. In the home décor category, Nuss’s biggest sales come from dream catchers and medicine wheels in a variety of sizes and colors.

At the Squash Blossom, a boutique in Nyack, N.Y., Owner Trudy Feiner caters more to individual tastes than to particular trends. “We sell a lot of Native American silver and turquoise,” Feiner reported. The store does a brisk business in both simple jewelry and large statement pieces, like big gemstone rings, as well as accent décor such as pottery and baskets. Feiner buys much of her native jewelry and crafts from Navajo and other artisans in New Mexico.

Of course, not all Native American handcrafts come from the Southwest. Maruskiya’s of Nome, Alaska has built a clientele over four decades selling whale bone and walrus ivory jewelry, musk ox headbands, and other pieces sourced from local materials

and made by indigenous Alaskan artisans.

Brothers Robert and Andrew James manage the store, which is owned by their parents, Marty and Patti James. “There is a bit of a resurgence in people wanting real items that are handcrafted locally,” said Andrew James, adding that shoppers are prepared to pay more for such items. “People we work with hunt walrus for food, and we sell the art they make out of it.” Similarly, patrons are willing to pay hundreds of dollars for hats and other head wear woven from musk ox fur harvested on the tundra.

“I tell people, the money you spend here has a direct impact in this isolated local economy,” said James. “Shoppers want a story, something they can connect with. They’re looking for meaning.” The Native American heritage, he added, is “a compelling selling point.” ❖

Great Seller!

Dog Tag Necklaces

WoodNecklacesCookie

There is a bit of a resurgence in people wanting real items that are handcrafted locally. … People we work with hunt walrus for food, and we sell the art they make out of it.

- Andrew James, Maruskiya’s Nome, Alaska

Selling Jewelry at Hallmark Stores, Gift Stores and Pharmacies

Whether a pick-me-up or an impromptu gift, jewelry is a perennial favorite for customers at Hallmark and drugstore gift shops. “People usually come in for cards, and then the jewelry is what I would call a purchase of opportunity,” said Julie Phillips, manager at Sue’s Hallmark in Ventura, Calif.

Thanks to a recent trend toward delicate, tiny pieces, today’s jewelry is more wearable and financially accessible than ever. At Sue’s Hallmark, customers love casual, trendy pieces from the Rain line, which cost under $20. “They can afford to buy new earrings and update their look every six months,” Phillips explained. The Silver Forest line, which costs a few dollars more, has a devoted following across Hallmark stores for its rewards program: Frequent shoppers get freebies that coordinate with their purchases.

Around holidays like Christmas or Valentine’s Day, Sue’s sees a flurry of last minute gift shoppers. For those

Gift has success with colorful, fair trade jewelry that’s both stylish and sustainably made. The best-selling line, Tagua by Soraya Cedeno, comes from Ecuador; it features chunky, beaded necklaces and bracelets handcrafted from vegetable dyed tagua nuts and leather cords.

Store Manager Dena Crawford arranges pieces on mannequins “so they really pop,” she explained. Amid a 1,500-square-foot retail section full of merchandise, she noted, selling jewelry is “all about the display.”

While some shoppers look for sustainability, others value spirituality. Religious jewelry is the top category at Judy’s Hallmark Shop in Joplin, Mo., where Manager Devin Duncan said her customers don’t follow trends. “We have the most luck with bracelets,” especially those featuring saints, Duncan noted. “The other stuff just doesn’t sell well.” Judy’s Hallmark shoppers are also price conscious, favoring pieces in the $10 range: “$20 for us is high end, pushing it.”

clients, the store stocks a higher end line of rhodium plated jewelry; stud earrings, for instance, range from $20 to $100. “These are quality items, and they did really well over the holidays with that special occasion shopper,” explained Phillips.

To keep jewelry sales strong, Phillips and her team scour the nearby L.A. Jewelry Mart, trade shows and local artisan galleries for an eclectic variety of baubles. Recent hits have included zodiac pieces and seasonal themed jewelry, as well as coastal pieces in the coastal store’s beach section. “We have stuff you won’t see elsewhere,” Phillips noted.

Just up the California coast, Cambria Drug and

At many Hallmark stores, the jewelry section is right up front, catching patrons’ eyes as they walk in. That’s the case at Judy’s, as well as at Kurt’s Pharmacy and Hallmark in Twin Falls, Idaho. “People come in for their prescriptions, but the first thing they see is our jewelry display,” said Store Manager

Debbie Thompson

The Silver Forest line is extremely popular with collectors, and Kurt’s also does well with the Howards and rain jewelry brands. Necklaces, especially chains with tiny pendants featuring gemstones or cubic zirconia,

“People usually come in for cards, and then the jewelry is what I would call a purchase of opportunity.”

- Julie Phillips, Sue’s Hallmark, Ventura, Calif.

are the top selling pieces overall; Silver Forest shoppers will often pair them with matching earrings.

While the delicate look is still going strong, Kurt’s Sales Associate Twila Chapman has seen a trend toward bolder jewelry as the pandemic ebbs. “The little pieces are more of an everyday thing,” she observed. “With our restaurants, schools and universities opening up, and concerts happening for the first time in a couple of years, people are going out and looking to make more of a statement.”

In Bakersfield, Calif., Retailer Carol Rodgers thinks the split maybe generational. At Bobbi’s Hallmark Shop, which she has owned for 35 years, older women gravitate toward larger jewelry; Generation Z opts for daintier pieces that show up well in Instagram close-ups. Rodgers’ in-house guide to youthful tastes is her own granddaughter, Manager Mikayla Yeomans. (The family business also includes Rodger’s Co-Owner, daughter Kim Yeomans, and her other

granddaughter, Chelsea Willis, who assists with bookkeeping.)

A few years back, Rogers noticed that Bobbi’s fashion section was failing to attract younger shoppers, and she turned to Mikayla for help. The result is Lovayla Boutique, a store-within-astore that occupies about a third of Bobbi’s 8,500 square feet. Mikayla Yeomans rotates fashion displays on a half-dozen mannequins, and created a separate website and social media accounts for the boutique.

“Our fashion just took off,” marveled Rodgers. Her granddaughter’s “Western boho” sensibility has revitalized sales of clothing, hats, purses and jewelry. Necklaces and bracelets are best-sellers in the jewelry department; top lines include Silver Forest, Rain and Jean Marie. “And when customers try on outfits and wonder how to accessorize, Mikayla always has a suggestion,” Rodgers added. ❖

Crystal and Gemstone Product News Brief

Friendly Crystals: A Source for Your Crystal and Gemstone Jewelry Needs

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

• Best-selling power bracelets with 49 gemstone varieties to choose from! All attractively carded with descriptions and gemstone meanings in two options, English/Spanish and English/French;

• A large selection of orgone pyramids in unique stone combinations;

• And, 200-plus products including genuine gemstone, shamballa and lava bracelets, exquisite minerals, malas, kits, chakra and 92.5 sterling silver jewelry, comfort stones and more.

Ask about the company’s combo packs, gemstone trees with 700-plus genuine stones, and attractive product labels.

Friendly Crystals all-natural gemstone products are not only uniquely beautiful but are known for their strong healing properties - this makes each and every product we offer a meaningful gift.

Friendly Crystals welcomes the opportunity to do business with you!

(For more information, visit www.friendlycrystals.com, call 800-372-6830 or circle 22 on the reader service card.)

Pet Stores: Where Offering Quality Is Never Barking Up the Wrong Tree

By Sara Karnish

Pet boutiques carry a wide range of gifts and essentials for their four-legged customers and the humans who love them.

Quality ingredients and materials are important to pet owners, and retailers are always looking for new ways to delight their clientele. “Our top-selling item would be our bulk treat section,” said Jennifer Lugar , owner of Unleashed Pet Bakery & Boutique in Roanoke, Va. “We have 16 different varieties of treats that we rotate out. Owners can bring their pets in, sample the treats, and mix and match the varieties.” Likewise, treats

are a popular item at Doggy Doos Boutique & Barkery in Sayre, Pa., according to Owner Melanie Stratton . “Our baked goods are our biggest sellers—homemade human grade treats and birthday cakes,” she said. “We have a full deli of homemade dehydrated items. We also sell a locally-made Dog Brew, which is beer without the hops. That’s a huge seller— really healthy ingredients. Other big sellers are our smoked bones, which my husband smokes for me, and our hand-

made dog clothing—pajamas, sweaters, coats, which are made locally by a friend of mine.” Both said the edible gifts sell so well because pet owners are taking a stronger interest in what they give their canine friends. “The reason why our treats are popular…variety is the main reason, but they’re also preservative-free, chemical-free, and they contain simple ingredients pet parents can trust. People are leaning more toward simple ingredients when it comes to treats,” Lugar said. Stratton added, “People are waking up as far as the ingredients in pet products. They are getting smarter [and] researching. I’m a huge proponent of animals eating a species-specific diet, and am just a big fan of animals eating healthier diets.”

Colleen Young , operations manager at The Fish and Bone in Portland, Maine (with a second location in Boston, Mass.), said like most

Operations Manager Colleen Young, left, with Store Manager Stephanie Bobbin, of The Fish and Bone in Portland, Maine. The store has a second location in Boston, Mass. Lobster toys are popular in the Maine location, Young said.

The LickiMat Buddy Toy for large to extralarge dogs is available at Doggy Doos Boutique and Barkery in Sayre, Pa. Baked goods are the biggest sellers at the store.

Pet Gifts at Pet Boutiques

visitors to Maine, dogs love lobster—toys, anyway. “Everyone who visits Maine wants to bring home a piece of it,” Young said. And just like gifts for humans, Jennifer Brhel , co-owner of The Posh Pet Boutique in Mentor, Ohio, with business partner Rich Greer, said owners seek out unique gifts for their pets. Her custom-made dog clothing is extremely popular. “I make everything so I get a lot of custom orders,” Brhel explains. “I also do custom pencil pet portraits.”

Stratton said, “People treat their pets like their children. Many people are more inclined to have pets than children. [Because of this] birthday cakes and cookies and dog parties are big trends.” Besides her “barkery” and boutique, Stratton has a regular clientele for her an on-site grooming salon.

Pet store retailers often develop close relationships with their customers. These retailers sell products that can’t be found anywhere else——or their handmade items—like custom dog clothing—are highly sought after by their customer base. Sometimes, both encourage repeat business and Brhel gets product ideas from the fabrics she has in stock, or customer requests inspire new ideas. “My customers will send me things, or request different clothing. For instance, in my area, we have a Dog Prom coming up, and one of my customers is coming in to talk about a dress for her dog.” Lugar said she often gets product suggestions from her customers, as well, and does her best to stock unique items. “A lot of it is word of mouth—customers will come in and say they’re looking for something, or a company will reach out to us. We develop partnerships that way,” Lugar explained. Young said they find new products by “attending trade shows, local craft shows, and always

Continued on page 140

Max and Molly Urban Pets’ Tick and Flea Soundshield in a photo provided by Doggy Doos Boutique and Barkery. Smoked bones and handmade dog apparel are available at the store. RSN

Pet Gifts at Pet Boutiques

Pet Stores (From page 139)

keeping our eyes peeled on social for fun new toys!” Stratton said she gets ideas for new products by staying current with trends but putting her own spin on them: “I read a lot of magazines—a lot of pet magazines. I just take modern-day things and approach them more naturally. For instance, we do our own burger bites. I buy the raw meat, then dehydrate it and sell the treats. They’re much healthier than the bags of treats which are loaded with preservatives. Our cakes are made by a local baker and contain no white flour or white sugar. We sweeten them naturally with honey or applesauce, and they have a yogurt frosting.”

Many pet store retailers are understandably dogfriendly and welcome four-legged customers and their owners. When merchandising—often in a small space—retailers must get creative with their displays but are careful to not arrange edible merchandise on the floor. “We have a pretty small store [1,000 square feet], so we like to keep it as clean as possible and move things around weekly,” Lugar said. “For a good display, I think it needs uniformity, cleanliness, and you need to explain where a product comes from—tell the story and talk about the company.” Stratton stressed creating displays that are neat and organized so they are easy for customers to browse. She pointed out her employee regularly moves things around to generate interest around items that have been slow sellers.

Brhel said because she has limited space, she arranges her clothing by size. “It’s easy to find,” she pointed out, adding, “I dress my dogs a lot, too. They’re always wearing something different. I like to recycle items and use them as display pieces. For instance, I have an entertainment center that I’ve upcycled and use to display merchandise.” Stratton said ongoing supply

chain issues have made it more challenging to create displays. “A good display is full, but it’s been hard getting merchandise, and the shipping costs are through the roof,” she explained. “But I like a nice presentation with lots of color, and something at eye level. I do a lot of Facebook videos drawing attention to my displays.” When merchandising at The Fish and Bone, Young said, “We love playful displays. We’ve hung things like seagull toys from the ceiling and put dog corn on the cob toys on cornstalks. We like to mix real with play. It’s also so important to keep displays minimal and not overdo them with products.”

Because of the close relationships many have with customers, pet retailers are active members of the communities in which they do business. “I want to stress how important it is to shop local,” Lugar said. “There are lots of creative people out there making wonderful things.” ❖

A view of the sales floor at The Fish and Bone. The store loves playful displays, such as hanging seagull toys from the ceiling.

Dog gifts at The Fish and Bone. The operations manager said new products are found for the store by attending trade and local craft shows, and by keeping an eye on social media.

A promotional image for Ultra Oil Skin and Coat Supplement from Doggy Doos Boutique and Barkery. In the edible gifts category the store even sells locally-made Dog Brew, which is beer made without the hops.

Back to School at Discount and Variety Stores

By June Allan Corrigan

You know summer is on the wane when back to school shopping starts up in earnest. The annual scramble to equip students for the coming year can get expensive, especially for households with two or more children. The thrifty turn to discount and variety stores which usually gear up for the season and where shoppers can frequently find some great bargains.

Backpacks top the best-seller list at Burns Bargain Center in Anderson, Ind. Essentials like glue, pencils, scissors and more follow close behind. “You just never know what you’re going to find here,” said Owner Kathy Mougeotte . When the calendar dictates, she centralizes all backto-school merchandise in an easy-to-spot display near the entrance of her 8,000-square-foot store. For shoppers, the hunt is half the fun.

Since Burns Bargain Center’s stock-in-trade is new, brand name merchandise at discount prices, there’s no need to offer special deals on back-toschool items. “Everything they find here is already specially priced,” explained Mougeotte. She does get the word out however, via Facebook and print media so shoppers know when to head in for the best selection.

While the thrill of finding great deals never gets old, the pandemic has clouded the picture for variety discount shoppers and store owners alike. “The way COVID has changed what we can buy, I don’t know from one minute to the next what I can get in here,” said Jerry Willis , who co-owns The Variety Store of Frog Pond in Oakboro, N.C., with his wife, Angela . “We have some school-related merchandise in here now. But I don’t how long it will last or when and if there will be something else to replace it because everything is so hit and miss these days.”

Chalk it up to supply chain woes. Shopkeepers are learning to ride with it and their customers are getting wise too. Whereas back-toContinued on page 142

Emily Glecoff of Glecoff’s Family Store in Haliburton, Ontario, Canada, photographed with back-to-school merchandise. Supply lists posted by local schools makes it easy for the store to stock up on best-sellers.

ASD Value and Variety Merchandise Report

Back to School (From page 141)

school business at The Variety Store of Frog Pond usually intensifies in the weeks leading up to school start dates, these days Willis is seeing shoppers snap up school supplies anytime they can get their hands on them in his 15,000-square-foot store. “Prior to this year, it wasn’t an issue. But we never know when the deals are going to come in and the shoppers are realizing it too.” It’s a case of getting when the getting is good.

The Variety Store of Frog Pond endeavors to stock backpacks, pens, paper, notebooks, composition books and related school supplies. These would all seem to be safe bets but an element of unpredictability is inherent in his business. “I run around and buy what I think will sell and then it sits on the shelf and grows legs. And there are some things we sell that go so fast I think oh, why didn’t I buy more of that?” Willis said. Hit or miss, this North Carolina store relies on Facebook to alert shoppers to new and seasonal merchandise as it arrives. Sometimes the posts do mention pricing. “But

to make our own,” said Clay. It’s not uncommon for astute shoppers to find discounts of anywhere from 25 to 35 percent off select merchandise. Essential school items are visible on end caps and at the check-out counters so there’s little chance anyone will forget to buy what the students in their households need. If shoppers happen to miss the back-to-school flyer, they can learn what’s happening via Facebook or Instagram. “We try to meet everyone’s needs school and otherwise. We have everything here from dollar merchandise all the way up to higher end items like home décor,” he concluded.

School supplies can be found any time of the year at Discount Overstocks in Rapid City, S.D., but this independent store also does a big push before the new academic year begins. In addition to seeing plenty of students and/or their parents come through to snap up education essentials, the 15,000-square-foot retail space also gets a good share of teacher traffic. “Lots of teachers come in here and also buy because we feature our stuff at almost 50 percent off retail. We’re usually

whatever we bring in here, we always sell at rock bottom prices so customers are always going to get a great deal.”

Having an idea of what kind of school supplies will be demand helps Glecoff’s Family Store in Haliburton, Ontario, Canada, with their ordering process. “Most schools around here put out a list prior to the school year for the kids so they or their parents know what to get. That makes it easy for us,” said Clay Glecoff who owns the business with his wife Amy. Most of the key items – pencils, pens, erasers, notebooks, all the basics – are on hand year-round in their 8,000-square-foot well-equipped variety store anyway. They just bump the volume up come back-to-school time. Orders are in place well before the products come in around midJuly.

An eight-page flyer inserted in the local paper typically advertises Glecoff’s Family Store back-to-school specials in early August. “However, the supplier we have this year isn’t going to do the flyer so we’re going

50 percent off what they might find at Walmart,” said Store Manager Deb Anderson . Top-selling items include notebooks, looseleaf paper, binders, and trapper keepers. The latter resemble a notebook but feature a zipper. Trapper keepers remain popular because they’re capable of containing a whole host of school-related items.

Discount Overstock relies on Facebook to promote merchandise. When it comes to back-to-school items, Anderson said she may have as many as eight to nine pallets held in reserve for the peak shopping period. Back-to-school shopping season typically begins in July and once social media gets the word out, eager customers stream in to snap up deals. “Ultimately we end up with four to five counters full of back-to-school merchandise – up from our usual two counters of stationery supplies - and it’s gone in no time.” Placed prominently near the front of the store, back-toschool merchandise is always a hit! ❖

Snacks, Candy and Gourmet Products at Country and Candy Stores

The taste for candy and gourmet foods has never wavered during the pandemic. If fact, trying times have only compelled people to buy more sweet treats and comfort foods as well as ride the waves of availability. Five country and candy stores in various states provide a peek into how the pandemic has impacted them and why customers keep coming back for more.

If you can imagine a store filled from floor to ceiling with thousands of pounds of packaged sweets and nuts, you can imagine Yummies Candy & Nuts in Kittery, Maine. Inside the 1,800-square-foot emporium, gummy bears remain a top-selling staple and customers always wax nostalgic for nonpareils. Proximity to the sea means saltwater taffy is another frequent choice and people never seem to tire of classic Twizzlers either.

As a purveyor of often unusual and nostalgic candy and nuts, Yummies has faced some pandemic-induced challenges. “Some of the products that were bestsellers aren’t anymore because so many places that made them are no longer in business or if they are, they aren’t making certain items,” said Director of Sales Matt Brodsky . Demand is still there but supply isn’t. However, Yummies came through the pandemic pretty much unscathed. “We’ve been around for over

three decades. We’re the only place like this around so we keep busy no matter what.” Online orders and curbside service saw them through the strictest lockdown periods.

Yummies Candy & Nuts asked customers to wear masks the past couple of years to keep staff in the small, family-owned store from getting sick. It worked because no staff did. The prospect of germs on their wares has never been an issue because there aren’t any open bins of candy. Everything is wrapped and stacked. Meanwhile, the establishment saw a bump in sales last summer which Brodsky attributed to people being ant-

Owner Anna Largay of the Old Port Candy Co., in Portland, Maine. The shop is best known for its fudge, which is made in the store.

Taffy and Pez dispensers at Yummies Candy and Nuts. The store came through the pandemic unscathed, the director of sales said, with online orders and curbside pickup seeing the shop through the strictest lock-down periods.

sy to get out plus the fact they had some stimulus money in their pocket. “They were just driving around and candy and snacks always makes you feel better about life and yourself. They’re a nice pick-me-up,” Brodsky said. However, he wondered if gas prices might flatten sales some this summer. Time will tell.

People keep coming back for the homemade cheese spreads found at Seaside Country Store in the town of Fenwick Island, Del. “There’s a zesty horseradish cheddar cheese flavor plus six other kinds we’ve been selling for close to 50 years,” said General Manager Lori Bennett . Over 30 flavors of homemade fudge are another big draw as are the jellies, jams, seasoning and

sauces also sold on the premises. Sales have been a little flat so far this year compared to the summer of 2021 which turned out to be one of the best the store ever experienced. This year’s summer rental picture is bright, according to Bennett, so hopefully sales will be up to par.

The strict pandemic measures necessary during the summer of 2020 didn’t do Seaside Country Store any favors. “It was shopping by appointment and then we had to do curbside and these things definitely took a toll on sales,” said Bennett. The store’s longevity and reputation are ultimately what saved it. “The owner has been here for so long she had the wherewithal to

Continued on page 146

Of Rheb’s Candies, Manager/Part Owner Elmer Wengert, Karen Martin, Tara Gillespie, Morgan Robertson, Linda Hererra and Luisa Gutierrez. All of these staff members work in production. Vanilla buttercream chocolates top the bestseller list at the store.

A taffy display at Yummies Candy and Nuts in Kittery, Maine. Proximity to the sea makes the confection a solid choice for shoppers.

Snacks, Candy and Gourmet (From page 145)

keep going.” Unfortunately, the practice of offering samples – so vital when selling foodstuffs – had to be retired during the worst of the pandemic. It’s now back but only to a certain degree. “We don’t so as much as sampling as we used to but other than that, we’re back to running pretty much the same way we do from year to year.”

Vanilla buttercream chocolates habitually top the best-seller list at Rheb’s Candies in Baltimore, Md. The family-owned business has been around since 1917 and is now in a fourth generation’s hands. It’s still in the same location too with a retail store in what was initially a garage and the manufacturing plant right behind in the former family home. “Truffles, turtles, sea salt caramels, cherries, nonpareils – they’re all good sellers. We make about 75 different kinds of candies between milk and dark chocolate,” said Manager and Part-Owner Elmer Wengert , who has worked there for 42 years.

People who frequented Rheb’s Candies as children now bring their children and grandchildren. “During the holiday periods, there might be 50 people outside waiting for us to open. They have their favorites and when they pick up an order, they’ll place an identical one for the next year. Some even ask for salesladies who’ve waited on them season after season,” Wengert said. In spring of 2020, Rheb’s had all its Easter candy made and ready to go when the pandemic forced them to shut down for a time. “It hurt us because nobody wants an Easter egg after Easter.” The 300-square-foot

store tried to donate the candy to hospitals or nursing homes but nobody was able to take anything and the majority ended up being thrown away.

Fortunately, Rheb’s Candies has reaped the benefit of booming holiday seasons since the spring 2020 losses. “Christmas, Easter, Valentine’s – they’ll all been wonderful once everything was back up and running. We usually experience a little uptick in our sales each year, not a whole lot but it’s enough to make everybody comfortable,” Wengert said. As for pandemic measures, he admitted it was hard to wear a mask all day to cook candy and he’s grateful those rules have relaxed. Meanwhile, there are some instances where the practice of curbside service remains. “Even before the pandemic, we always had a few elderly people who would call in an order and we’d bring their candy out

A view of the sales floor at The Olde Country Store & More in North Cohocton, N.Y. Nostalgic and new candy, as well as taffy, sells well for the store.

A family photo of Owners Jenny Wells, her sister Denise, and father Jeffrey of The Olde Country Store & More in North Cohocton, N.Y. The 189 bins of bulk candy that run one length of store are eye-catching and a big draw.

to their car. We always take care of the people who’ve been coming here for years and will continue to,” he concluded.

The 189 bins of bulk candy which run one length of The Olde Country Store & More in North Cohocton, N.Y., are quite eyecatching. They’re a big draw for people entering the 173-year-old store which was first established in 1849. The bins are supplemented by additional jars featuring even more candy – nostalgic as well as new varieties plus a good selection of taffy. “Our store is famous for the candy wall, said Jenny Wells , who co-owns the historic property with her sister Denise and father Jeffrey.

The Olde Country Store & More operates out of the 2,000-squarefoot bottom half of its two-story building. It also sells a lot of locally made food items such as honey and maple syrup as well as notecards, postcards, cookie cutters and similar. There is even a German corner featuring items of interest from that country, in a nod to the Wells’ family heritage. They were just re-opening after their traditional winter break when the pandemic hit in March 2020. Although sales took a hit until they were able to re-open in June, they got through the period with a combination of online sales, curbside service, and some shipping. A wholesale business the Wells had begun in 2016 featuring a “Green Heart of the Finger Lakes” logo they created and affixed to items like T-shirts, stickers and mugs helped too.

Once strict lockdowns subsided, The Old Country Store & More has been busier than ever. “It’s a mix of people getting out of the cities but also just our local population wanting to do more staycations because of all the camping, hiking, and skiing in our area,” said Jenny. Attentive sanitizing protocols remain but otherwise, it’s business as usual and the picture looks bright!

Fudge tops sales at Old Port Candy Co. in Portland, Maine. “Since we make our fudge here at the store, it’s probably what we’re best known for,” said Owner Anna Largay . The 1,000-square-foot retail space also sells lots of chocolates from its chocolate display case, both individually and as part of boxed selections. Sales have been up in recent times which Largay attributed to her tourist town setting. “I think folks are excited to get back out in the world. Every weekend is busy with tourists. It isn’t just during the summertime anymore.”

Not that Old Port Candy Co. hasn’t felt the pandemic’s effects. “During the lockdowns and while masks were required, sales declined,” Largay said. Reduced store hours and the fact that many people didn’t feel comfortable shopping in person lay at the heart of the problem. One practice the store took up during the pandemic was to bag all its bulk candy so it wasn’t self-serve any longer. Generally speaking, that is no longer the scenario. Most of the bulk items are back to being self-serve except for a few which staff are still bagging because they’ve discovered they sell better that way. “We also now work with all the local delivery services – GrubHub, UberEats - which is something we never did before and we plan to continue those relationships,” Largay concluded. ❖

A view of displays at The Olde Country Store & More. There are 189 bins of bulk candy at this 173-year-old store.

Matt Brodsky, director of sales, Yummies Candy & Nuts, Kittery, Maine, photographed with candy. The store saw a bump in sales last summer.

Trends in Treats for the Senses

Soaps, Candles and Lotions at Resorts

The scent of sales is delightful when it comes to soaps, candles and lotions sold at resort locations. For this article, resort staff explained their tips to sell more of these items, as well as describing their bestsellers, and offering their take on whether candles still burn brightly in terms of sales, or are sputtering out.

At McMenamins’ Kalama Harbor Lodge, located in Kalama, Wash., Hotel Manager and Gift Shop Manager Rachel Curtin said the gift shop’s soaps and lotions are strong sellers, due at least in part to attractive store displays and “the ability to sample. We never stopped offering samples of the products we carry, even during the pandemic, because we were able to effectively sanitize the containers.” She said that experiencing the products is the best way to definitively boost sales.

Among her best-selling soaps and lotions are soaps from the Backwoods Soap Brewery Company, and lotions from Roman Ruby Botanicals. “Roman Ruby products are handcrafted and locally made. The scents

yeast sourced locally in the Pacific Northwest.

At Kalama Harbor Lodge, Curtin related that the candles the gift shop offers are still “in” items for the resort’s guests. “In general, our candles do really well. We see no change in their sales at our shop. Our most popular candle brand is Four Points Trading Company. They’re soy candles that are handmade, and again, they also represent the area we’re located in.”

remind people of the region we’re located in.” As for Backwoods Soap from the Backwoods Brewing Company, the gift shop offers a wide variety of scents that also have local appeal, as well as having added appeal due to McMinamins own focus on beers. The familyowned company serves their own handcrafted beer as well as wine, spirits, and coffee.

In short, it fits the location well that the handmade Backwoods Soap products are made from hops or beer. Along with their creative artisan soap items, the company also sells candles, all made from the hops and

At the Old Wheeler Hotel in Wheeler, Ore., Katie Brown owns both the gift shop and small resort hotel. She said that she offers guests unique, locally made items that serve as a memory of their experience in staying at the hotel. “Our guests prefer purchasing something made locally,” she noted, regardless of the type of item they’re interested in purchasing.

For Brown, like Curtin, the best way to sell more soap, lotions, or candles is to experience what the shop offers. “If we light a candle in the gift shop, and guests walk inside, then they want to buy it. Displays are also important.” A local creator makes both the shop’s soaps and candles. Brown says, “Candles are

“We never stopped offering samples of the products we carry, even during the pandemic, because we were able to effectively sanitize the containers.”

- Rachel Curtin, McMenamins’ Kalama Harbor Lodge, Kalama, Wash., commenting why in part the shop’s soaps and lotions are strong sellers.

still quite popular for us in specific, local scents.” And the scent that does the best for the shop is somewhat unexpected, Brown stated. “I would not have thought that red current would be what people really gravitate towards, but they do.” Like the hotel’s eight charming rooms, the soaps and candles the shop offers are unique to the location.

The Steamer Trunk gift shop is located between the Pavilion Hotel and the Hotel Mac Rae in Avalon, Calif., on Catalina Island’s main harbor street. According to Sales Associate Janeece Lowder , speaking for owner Sue Rikalo, the store does very well with soaps, lotions, and candles of all kinds.

“Our soaps are scented and contain shea butter; we have everything from lavender spray mist to CBD lotion. Michel Designs and Inis brand lotion and soaps both do extremely well for us. I cannot keep Inis soaps in stock. It’s said to have the energy of the sea, and of course it has a lot of appeal because of our location on Catalina Island.” She added, “People know we have it and come here for it all the time. The scent is sea mineral, and it includes both sea and seaweed-based minerals. We have diffusers in that scent, too.” While the product is not locally made – it is family-owned and made at a farmhouse in Ireland. She explained

that the appeal of the product is its naturalness, its uniqueness, and simply its specific scent. “People seek out particular scents, often even more so if they’ve come to Catalina right off the cruise ships.”

Among the most popular candle brands at the shop are Michel Designs, which she said “people like for the ocean scents, and the look of the packaging, which

Continued on page 150

Trends in Treats (From page 149)

is also ocean themed. We also carry Rewine candles in wine and cocktail scents. While we sell them, and they move for us, I don’t think people are buying as many candles as they used to.”

At the Hallmark Resort and Spa in Cannon Beach,

“Our soaps are scented and contain shea butter; we have everything from lavender spray mist to CBD lotion. Michel Designs and Inis brand lotion and soaps both do extremely well for us. I cannot keep Inis soaps in stock. It’s said to have the energy of the sea, and of course it has a lot of appeal because of our location on Catalina Island.”

- Janeece Lowder, The Steamer Trunk gift shop, Avalon, Calif.

Ore., Guest Services Manager Genelle Mosley described the best ways to sell more soaps, lotions, and candles as “through display, and by including these items in some packages for hotel stays. In the gift shop itself, it’s all about our displays. We really don’t use

Which Smells Spell Sales

social media or other online promotion.”

Mosley said that the shop does well with bath bombs, and that CBD bath bombs are among the most popular. “They soothe muscles after taking a hike, and they’re locally made.” She noted that “Carrying locally made items definitely helps sell all kinds of products, particularly in our area, and soaps and candles are no exception. In our community we are not allowed to have any franchises. Everything in this town is locally made or owned by someone here.” The gift shop in the hotel does not sell lotion, but the property’s spa shop does. “We try not to compete with the spa shop in what we offer,” she said.

Mosley offers a tip for resort gift shops. “I think no matter where you’re located, locally made items are always going to be top sellers. Having local products is the best way to sell more soap or candles.”

All in all, candles, lotions, and soaps all still offer the aroma of success for resort and resort area gift shops; in each category having locally made, handcrafted, or regionally associative items leads to the strongest sales. ❖

Top Selling Scents in Soaps, Lotions and Candles

What scents in soaps, lotions and candles sell best? At resort gift shops, scents that represent resort location are sure-fire hits.

At McMenamins’ Kalama Harbor Lodge, located in Kalama, Wash., Hotel Manager and Gift Shop Manager Rachel Curtin said the top selling scents are unique for each type of product the shop offers. “With our Backwoods Soap, among the variety of scents they offer, the Ridge Run Stout and Oatmeal, and the Honey Nut Bumbler are our most popular. In the Roman Ruby Botanicals lotions that we carry, the most popular scents are Sandstone Clove and Rose, the

Rose City, and the Oregon Coast. They remind people of the local area, they’re named after the area or local brews, and that makes them reminiscent for people.” She added, “With candles, green clove and aloe is the most popular scent.”

For Katie Brown at the Old Wheeler Hotel, the owner of the resort and gift shop sees red current as the most popular scent for both soaps and candles. “It reminds people of their stay here, and both are created locally, handcrafted.”

According to Sales Associate Janeece Lowder, speaking for owner Sue Rikalo at The Steamer Trunk gift shop in Avalon, Calif.,

popular scents include Inis brand sea mineral soap and diffuser, Michel Designs’ brand ocean tide and beach scents in both soaps and candles, and wine, Mojito, and Margarita scents from the Rewine brand in candles as well.

At the Hallmark Resort and Spa in Cannon Beach, Ore., Guest Services Manager Genelle Mosley said that “In terms of scent we have so many different scents in both our bath bombs and our candles. We have a variety of 15 scents with the candles we offer – cucumber mint, a scent called Cannon Beach Breeze, and a light hydrangea sell among the best, as do driftwood and a Very Vanilla scent.” ❖

Going All Out for the Season

Trends in Ornaments and Other Decorations

By Carimé Lane

Personalized ornaments are very popular at Always Christmas located in Hiawassee, Ga., said Tammy Hollingshead, general manager. They sell well because they can accommodate all of the unique ways names are spelt. Along with personalizing with the name of an individual, they also personalize ornaments with the names of entire families. For these, there is a selection of ornaments customers can pick from with designs such as black bears (indigenous to the area), ugly sweaters, snowmen or penguins. These ornaments are made to be personalized by families or groups of people. For example, an ugly sweater ornament features two ugly sweaters that are larger than the others to represent parents and smaller sweater ornaments to be personalized with the names of the children.

Many customers will give an ornament to their child or children every year, with their name and the year on it, said Hollingshead. Customers jump at the opportunity to give gifts where something was picked out just for them, she added.

They also cater to local trends. For instance, local ornaments with the town’s name on it are always a hit because they are situated in a tourist town. These ornaments are also made in the USA, which is an added draw for customers.

Anything decorated with cardinals has also been popular lately shared Hollingshead.

Legend has it that when you see a cardinal in your yard, it’s your loved one in heaven. Hollingshead has seen bereavement gifts in general trending at the moment. She believes it may be that customers are experiencing loss due to COVID, or losing grandparents or parents, or perhaps that these sales reflect the demographics of those buying at the store.

Hollingshead also stated that gnomes were big last year. They decorated their center tree with them. Although people have a love/

Continued on page 152

Of Always Christmas in Hiawassee, Ga., back left is Designer Rita holding Gizmo, in the middle Emily, and on the right is Andrea holding Stormy. In the middle row is DeeDee and Ellee holding Maggie the dog, and in the bottom row is General Manager Tammy Hollingshead with her father Owner Ray Wine. Small glass trees with glass ornaments hanging from the branches are big hits for the store, Hollingshead said.

Going All Out (From page 151)

hate relationship with gnomes, Hollingshead said this trend appears to be continuing through the spring. She also noted that Egyptian glass ornaments have been taking off lately.

In her store in particular, what Hollingshead calls ‘dancing glitter globes’ or ‘glitter lanterns’ have been very popular. The lanterns contain a liquid thicker than water with glitter that floats to make it look as though there are a bunch of little lights inside the lantern.

Small glass trees with little glass ornaments that hang on the branches are also big hits.

Additionally, retro ceramic trees that look like something your mom would have made in ceramics class with light bulbs on the end of each branch are really catching customers’ eyes. The ceramic tree itself lights up, explained Hollingshead.

Custom bows and mantel pieces are sought after items at Always Christmas. “A lot of times, people don’t know how to make their own bows,” explained Hollingshead.

Flocked picks and

Continued on page 154

What Are The Trends in Christmas Colors? Why?

Since they’re in a traditional area, the big Christmas colors are still red, gold, silver and white at Always Christmas.

For the past two years, said General Manager Tammy Hollingshead, they’ve had a gold and silver tree with lots of glitter that customers have picked clean

both years. This year, she said they’ll decorate the center tree in that color scheme, too.

The color combinations of red and gold and red and white remain big colors for them, Hollingshead said.

At The Christmas Haus, which has locations in Gettysburg and

New Oxford, Pa., and revenue of 1.2 million annually between two stores, copper has been very popular this year. “I think it blends well with gold, so it goes with items already on people’s trees,” said Roger Lund, owner.❖

A cardinal water globe, a display of wooden ornaments, and a bear family ornament from the Always Christmas store. Cardinal items are popular sellers for the store, as are name-dropped ornaments, the general manager said.

Christmas in July

Going All Out (From page 152)

glittery picks (florals or other items that you can stick in the tree) are another popular buy. “They take up a good amount of space so the tree looks full without having to spend a lot of money on a whole bunch of ornaments,” said Hollingshead.

In a year-round Christmas store, a well-lit Christmas tree is a perfect way to display your wares, said Hollingshead. For instance, full size Santas, signs and picks can all fit within the branches. “You can put almost everything in a Christmas tree,” she continued.

Lighting makes displays a lot more attractive, said Hollingshead. Tiny LED lights work well. They stock garland lights with bulbs spaced so closely on the green cord that it produces five times more light in a tree than a traditional string of lights could.

“When you can light up the ornaments they really shine,” said Hollingshead.

Business has picked up – especially within this past year, said Hollingshead – in their 4,000-square-foot Christmas store, established in 1993. They also have a gift store and ladies’ boutique, all connected so you can shop all of the stores without having to go outside.

At The Christmas Haus with two stores in New Oxford and Gettysburg, Pa., they have noticed a trend in mystical woodland ornaments, including gnomes, elves, fairies, mushroom houses and dragons in their combined retail space of 4,000 square feet.

“They are charming and whimsical and I think people find a certain level of escapism in them,” commented Owner

Roger Lund . “Like there might be a better world, even if it is deep in a forest.”

In terms of decorations, birds and figural (for example, Santas, snowmen and forest figures) are the top sellers, along with brightly colored reflectors.

They stay with themes to allow the customer to focus, expressed Lund. “Because we have thousands of ornaments, it is hard for customers to focus unless we do things like create a Santa tree, or a tree with food items,” Lund said. ❖

Of Always Christmas General Manager Tammy Hollingshead working with ornaments. Personalized ornaments sell well in this tourist town, she said.

GAMES, PLAYTHINGS AND PLUSH

Finds for Families Best-Sellers at Toy Stores

Best-sellers and toy trends may change, but one thing is always true: toys are a part of everyone’s life from tiny tot to adult, and toy stores are a great place to enjoy a wide selection.

At At Toys N More in Reno, Nev., known for providing fun and unique items in a family-owned and family-welcoming environment, CoOwner John Forgie said an interest in learning toys is a big trend for his customers. But he isn’t talking about toy items that are specifically engineered as teaching tools. “There are lots of items which we can recommend and emphasize as a learning experience just from our general toy mix. For ex-

ample, a Hot Wheels toy isn’t just a toy car, when we build tracks at home, my sons and I talk about physics, energy, and inertia. Whether building LEGOS or playing with cars, or something as simple as playing a Backgammon game, there are plenty of fun toys that are also learning experiences, experiences that can be STEM related.” He added, “Monopoly is another example, and we have so many versions of it and other historic board games, as well as Chinese Checkers. They are all learning opportunities, and that is what we try to impart.”

Regarding the biggest toy sellers in the 8,500-squarefoot store, Forgie reported that “We specialize in Hot Wheels, so they are a big part of our overall mix. LEGOS are still very popular because they’re such a great toy, and some of my biggest sellers there go to adults. It’s important to keep a wide range of toy items that appeal to all ages.” Other popular items include “Fidgets, even though they have been around for eons, kids love them,” he laughed. “Then there are Bruder toys. They are basically an upscale version of Tonka Toys that really work. For example, if you put water in the toy firetruck, the pump actually sprays water.” The store is well-known for carrying these realistic, durable items, which have a big following.

Asked about continuing pandemic practices still kept on by the store, Forgie asserted that the store has generally kept performing consistent, frequent sanitation.

“It’s just about

washing your hands, keeping the store clean, wiping down all the doors, things which we do all the time. It keeps things looking nice, too, as well as clean,” Forgie said.

In Bend, Ore., at the independently and locally owned Leapin’ Lizards Toys, Sales Coordinator Nate Pereira related that the store’s top sellers include the

Continued on page 156

A corner display of toys at the KidsQuest Children’s Museum store. Stocking unique items draws guests in, the museum floor and store manager said.

Games, Playthings and Plush

“There are lots of items which we can recommend and emphasize as a learning experience just from our general toy mix. For example, a Hot Wheels toy isn’t just a toy car, when we build tracks at home, my sons and I talk about physics, energy, and inertia. Whether building LEGOS or playing with cars, or something as simple as playing a Backgammon game, there are plenty of fun toys that are also learning experiences, experiences that can be STEM related. …Monopoly is another example, and we have so many versions of it and other historic board games, as well as Chinese Checkers. They are all learning opportunities, and that is what we try to impart.”

- John Forgie, Toys N More, Reno, Nev.

Finds for Families (From page 155)

patterned and colored cubes from Shashibo that can be formed in a variety of different shapes. “The toy is extremely popular. It’s rated for ages 5 and up, but I’ve sold it to even younger children, and it is a toy that sells consistently,” he said. “The pricing is good too, in the $24 range.” The award-winning shape shifting box puzzle offers four different artistic, magnetic patterns and is safe for all ages.

He described long-term, steady sellers at the store as LEGOS and Pokemon toys. “There are a lot of different things you can do with both those toys, and that keeps them popular. Another item that’s consistently a strong seller are the games from Two Bros Bows. Those are bow and arrow sets that have been created so that they are not dangerous for play. People will call us about them and reserve them as soon as we have them in. That’s also true of the Spooner Boards we sell, which are basically a skateboard without wheels. People just snatch them up.”

Stephanie Luckeratch , assistant manager at Snapdoodle Toys and Games in Seattle, Wash., said one broad trend that she has observed in sales is an interest in “more family-related items, things like cooperative games and puzzles. They’ve been selling well since

Continued on page 158

What Do You Do with Slow-Selling Merchandise?

Slow moving merchandise can be a challenge. But at toy stores, even slower moving items are often sellers over time, or with a bit of judicious new placement.

At Toys N More in Reno, Nev., Co-Owner John Forgie said, “We will move slower moving merchandise around in the store; some things that perhaps we’ve decided to thin out, when we only have a few of an item left, then we will put them on a clearance table. But honestly, most everything if it is priced right will move.” He added, “For example, we have one of the bigger selections of larger LEGO sets in the area. They may take a while to move, [in part due to price point], but they do eventu-

ally.”

In Bend, Ore., at Leapin’ Lizards Toys, Sales Coordinator Nate Pereira explained that “We rarely need to put things on sale. If we have an excess of something or a very seasonal item, such as a holiday themed item, then we will do so. But mostly, we will just leave anything that moves more slowly where it is and be aware

that these are usually niche items, and they will be purchased eventually. Once the item does sell, it is usually a fairly expensive item, and it will be a significant sale one day to the right person.”

Stephanie Luckeratch, assistant manager at Snapdoodle Toys and Games in Seattle, Wash., said, “We tend to move around any slow items and try different displays for them. If none of that works, then an item will go in our sale section.”

In Encino, Calif., at As You Wish Toys and Books, Owner Christine Johnson said, “We don’t really put things on sale. But we will move items around, especially down to eye level for more attention.”❖

Games, Playthings and Plush

Finds for Families (From page 156)

COVID hit. People are still spending more time in their family pods, that hasn’t changed, so that interest remains.”

And speaking of the pandemic, Luckeratch noted that while masks are optional now, for staff members, wearing masks is a pandemic practice they are keeping. “We are just around so many people who are not eligible to be vaccinated, and I for one am keeping my elderly mother safe,” she explained. The store also consistently wipes things down. “I wouldn’t say there’s something major to that,” she noted. “We have always kept things clean, we may just be more conscious of it now.”

Among the stores biggest sellers currently are sand toys of all types, and bubbles. “Bubbles are going like mad because it is springtime. Both are seasonal sales.”

Year in and year out, the approximately 9,000-square-foot store, the largest in the Seattle area, sees strong sales from LEGOS, board games, puzzles, and art supplies, she said. “We have some consistently top sellers in just about every department.”

In Encino, Calif., As You Wish Toys and Books, is a new incarnation as of 2021. Located on a site that has been home to toy stores since the 1990s, the unique combination toy and book shop follows a legacy of providing interesting and engaging toys in the area. The store carries books ranging in age and type from

tots’ traditional picture books to new young adult books and graphic novels. Owner Christine Johnson said that “Plush is trending especially for older kids and adults, especially Japanese style anime Anirollz, that is doing very well for us. Bellzi is another brand that does very well also. Both sell out when we bring them in. They can be comfort objects, that is an outgrowth of the pandemic.”

And speaking of the pandemic, “We still require employees to wear masks but we have brought back our play tables. People are really enjoying having them back. We have a train table and a Hava Little Friends doll table.”

According to Johnson, among the stores other biggest sellers are “Pokemon cards as well as Crazy Aaron’s Thinking Putty. We have older kids coming in who really like both of those. I think having older kids as part of the mix can be challenging for some toy stores, but in ours we still have pre-teens from the neighborhood coming in just to hang out, and these are among the items that appeal to them.”

Regardless of location, from year-round classics to the latest toy trend, shoppers eager to play – or purchase playthings for their or other children, enjoy discovering the wide range of toy choices at their local toy stores. ❖

A collage of merchandise that is available at KidsQuest Children’s Museum in Bellevue, Wash. Educational toys are popular for the museum’s store.

A staff member behind a counter at the KidsQuest Children’s Museum store. STEAM items are part of the merchandise mix at the attraction.

Toy Best-Sellers at Children’s Museums and Public Lands Partner Stores

Plush was a gift shop favorite before the pandemic — and now that families are returning to children’s museums and parks, stuffed critters remain a hit with shoppers.

The Children’s Discovery Museum of the Golden Crescent in Victoria, Texas, saw its revenue more than double from 2019 to 2021; plush played a starring role. “Kids go crazy over these silly $15 stuffed snakes,” said Liz Tise, the executive director. She tries to choose items that align with the museum mission; for instance, a dinosaur exhibition generated brisk sales of dinosaur plushies.

Tise arrived in February 2020, a month before the COVID-19 shutdown. She saw revenue slip from $6,600 in 2019 to $5,100 in 2020 before rebounding to nearly $16,000 last year, and 2022 looks similarly promising. Determined to bring back her museum’s retail, Tise set up wholesale partnerships, networked with colleagues at other Texas children’s museums, and announced the shop’s first-ever net retail income last year.

And that was despite supply chain challenges. “Our top seller in 2020 was a $6 giant horseshoe shaped magnet that the kids loved,” Tise recalled. “I had it in stock for about a half a year in 2020, but it’s been hard to keep it on the shelf.” Games typically are less popular, but Tise has also done well with musical toys like harmonicas and kazoos at the 150-square-foot store. She looks for items that cost less than $3: “Parents are quicker to spend small amounts, so I try to keep that price tag affordable for families.”

A range of prices is also key to the sales at the Explorer Store at the Science Museum of Minnesota in St Paul. “You have to include items that children can pay for with their own allowance or money,” explained Kate Johnson , manager of Retail Sales and Strategy. “Small grab-and-go items by the counter have been very successful for us this year.”

The plush category brings in anywhere from $10,00025,000 in monthly sales, according to Johnson, who oversaw this year’s launch of a best-selling branded plush dinosaur. Dubbed the Adopt-a-Rex, each toy wears a

Shown, from left to right, Lucas Yang, Nathan Schade and Nicholas Shelton, visitor experience facilitators at the Science Museum of Minnesota in St. Paul, Minn. The store is managed by Kate Johnson, manager of retail sales and strategy. Johnson advised to stock small items children can pay for with their own money. Continued on page 160

Games, Playthings and Plush

Toy Best-Sellers (From page 159)

name-dropped hoodie and comes with a certificate signed by the museum paleontologist, “so you can adopt bring home your own T-Rex,” Johnson said.

Fidget poppers, dinosaur figurines, slime and science kits round out the top toy sellers at the Explorer Store, which earned $185,000 in sales between January and May of this year. Rock and fossil specimens are a perennial favorite with children, who especially favor shark teeth and carved animals. “We will often see children with both rocks and toys at the register,” Johnson noted.

At KidsQuest Children’s Museum in Bellevue, Wash., the top sellers are a mix of pretend play and so-called STEAM items — an acronym that stands for science, technology, engineering, art and math. Educational toys from the Fat Brain brand, along with any wheeled vehicle, “are super popular,” affirmed Miranda Sage ,

What Is Your Top Staff Training Tip To Teach Customer Service?

“Have conversations with guests on things that they find interesting, whether or not they have to do with the museum. Building connections between visitors and staff makes the experience more enjoyable for everyone and allows for deeper interactions to happen.”

— Miranda Sage, Museum Floor and Store Manager, KidsQuest Children’s Museum, Bellevue, Wash.

“Personalize interactions — be natural and in the moment, and

share your own product knowledge. Remember that customer service is key in the retail space, because it is the last place people visit before they head home — so make sure they have a great experience.” — Kate Johnson, Manager of Retail Sales & Strategy, Explore Store - Science Museum of Minnesota, Saint Paul, Minn.

“Be engaged with your customer. At the counter initially, find out where they’re from, have they visited before. Cape Cod has a lot

to do, so we thank them for taking the time to find us.” — Heather Palmer, Community Outreach Director, Cape Cod Children’s Museum, Mashpee, Mass.

“Two words: positive attitude. Each employee has a unique personality, and they all bring their own product and park information and experiences to share.”

— Amber Meek, Retail Manager

Arizona Natural History Association, Sedona, Ariz. ❖

Merchandise displays at the Science Museum of Minnesota. Fidget poppers, dinosaur figurines, slime and science kits are among the top toy sellers at the store, according to the manager of retail sales and strategy.

museum floor and store manager.

Sage uses the gift shop’s strategic location to watch how patrons interact with museum exhibits. “We base a lot of our items that we sell off that,” she noted. “Stocking unique items that visitors can’t find elsewhere is a great way to draw people in.”

At the Red Rock Ranger Station in Sedona, Ariz., souvenir shoppers want plush mementos of javelinas, ring-tailed cats, and the like. “All our plush are animals found here in Coconino National Forest, so they go with what guests have learned in the park,”

“You have to include items that children can pay for with their own allowance or money. Small grab-and-go items by the counter have been very successful for us this year.”

- Kate Johnson, Science Museum of Minnesota, St Paul, Minn.

explained Amber Meek, retail manager for the Arizona Natural History Association, the park’s partner organization.

Stuffed animals are the top selling category at the 200-square-foot retail outlet. Other kids’ favorites include books, puzzles, playing cards, and activity and coloring books. “If customers request something, we’ll go on a hunt for that item,” Meek explained. But given the ongoing supply chain problems, she’ll overlap old and new vendors to make sure the shop has enough inventory.

Twelve-inch stuffed mermaids with reversible sequined tails are the hot item at the Cape Cod Children’s Museum in South Mashpee, Mass. “We can’t

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Games, Playthings and Plush

Toy Best-Sellers (From page 161)

keep those in stock, noted Heather Palmer , community outreach director, who oversees the museum’s retail. Another best-seller is an item called a “dino grabber,” with a squeezable dinosaur’s head at the handle. “It’s the first thing that kids go to in the store,” Palmer observed.

Not all the best sellers have been so predictable. The store’s top game lately is a chess learning kit, inspired by Palmer’s nowgrown children and the popularity of the chess club at local schools. The museum has even held family game nights that have driven sales of the chess toys.

One secret to successful children’s retail is anticipating demand. “We don’t just get the Massachusetts school vacation week; we have visitors from across New England and New York,” Palmer recalled. “The whole month of April was busy, because those other states are coming to visit us.”

When choosing new items, Palmer looks for quality products that will hold up to sustained play. “We want something that kids will have for a while and get to be creative with, and have an educational artistic component,” she noted. ❖

Games, Playthings and Plush Product News Brief NB

The Petting Zoo Wins Mom’s Choice Award

The Mom’s Choice Awards® has named The Petting Zoo as a Gold Recipient Winner and Among the Best in Family-Friendly media, plush products and services.

The Petting Zoo has announced that its Zookeeper Dolls with Friends Collection has earned the Mom’s Choice Award® (MCA). The collection was rigorously rated by a panel of MCA evaluators and scored on a number of elements. The categories included production quality, design, educational value, entertainment value, originality, appeal and cost. The Petting Zoo was deemed to be among the best makers of plush for families.

Zookeeper Dolls are soft and cuddly, made from recycled materials, sporting a safari shirt, hiking boots and cute twisty curls, complete with a removable, plush animal tucked under her arm. A best seller!

“We are thrilled to earn the Mom’s Choice Awards Honoring Excellence Gold Seal of Approval,” the company said in a press release.

(For more information on products from The Petting Zoo, circle 43 on the reader service card, visit www.pettingzooplush.com or call 888-867-4059.)

Zookeeper dolls from The Petting Zoo are award-winning.