Souvenirs, Gifts & Novelties - March/April 2022

In Every Issue

Bonus Features

Spotlight 26 Insights from Black Retailers in Massachusetts, Georgia, Pennsylvania, Michigan and California

Contributor Hilary Larson reports on the rewards and challenges faced by Black retailers.

and Accessories 32 Great-Selling Garments - T-shirt Trends at Zoos and Aquariums

For this article, Contributor Carime Lane interviewed four store managers about their T-shirt-selling strategies. 34 Bonus Sidebar: Do You Sell T-Shirts in Different Cuts? Why or Why Not?

Stock Images; pg32©Imagevixen/bigstock.com; pg64©istock.com; pg84©Stanislau_V/bigstock.com; pg98,101©Tomboy/bigstock.com; pg102©Denchik/bigstock.com; ©unsplash; ©pixabay; ©pexels

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

Hilary Danailova

Genie Davis

Sara Karnish Carime Lane

CONTROLLER

Joseph W. Mellek

610-645-6944

BILLING AND CIRCULATION

Susan Mease

610-645-6940

PRODUCTION MANAGER/ ART DIRECTOR

Debby Clarke

36 Where Sales Win - Licensed Gifts for Football and Sports Fans

For this article, Contributor Hilary Larson interviewed store owners and managers in Philadelphia, Pa., Brookfield, Wis., Tukwila, Wash., and Carson, Calif., for a look at best-selling licensed gifts for sports fans.

40 Getting Shoppers Excited About the Extras - Jewelry, Handbags, Footwear and Socks at Boutiques

The right accessory brings an outfit together, expresses personality and can be used to complement other outfits in a customer’s closet as well. This article contains insights on selling accessories from store owners in Chicago, Ill., Lakeland, Fla., Dallas, Texas, and Willoughby, Ohio.

43 Bonus Sidebar: What Type of Shopping Experience Do You Strive to Create For Shoppers?

44 How People Show Their Love for Parks - Apparel at Public Lands Partner Stores

As Americans have flocked in record numbers to national parks, demand for souvenir apparel has reached new heights, according to this article.

46 Bonus Sidebar: Are Hats Good Sellers? What Types of Hats and Why?

48 Selections for When the Sun Shines - Summer Apparel and Accessories at Resort Stores

Whether name-dropped or one-of-a-kind items made by local artisans and vendors, apparel and accessories are among the top sellers for resort stores. This article explores the topic with retailer interviews from stores in Orlando, Naples and Islamorada, Fla., Mount Tremper, N.Y. and Big Sur, Calif.

50 Bonus Sidebar: Current Trends in Sunglasses

Jewelry

54 Carving Out Sales - Jewelry at Cave and Cavern Stores

At cave and cavern stores, jewelry is as hot as ever, this story reports.

56 Bonus Sidebar: What Is Your Top Customer Service Tip?

Home Décor

57 Gifts for Home with a Collegiate Flair – Home Décor Merchandise at College Stores

Home décor isn’t a major category for college bookstores where apparel, souvenirs and textbooks are strong sellers. But these stores do offer a variety of gifts for the home.

Maritime Museum and Coastal Store Report

64 Tying Sales to Sea-Themed Gifts - Nautical Merchandise at Maritime Museums

Merchandise with a local touch does well for maritime museums. For this article, SGN’s Contributor interviewed a curator, a director of visitor services, a museum store buyer, a museum operations coordinator, and a guest services manager to discuss nautical merchandise offered in their stores.

Contents TABLE OF

67 Bonus Sidebar: How Do You Reach Out to Boat Enthusiasts?

68 Bringing to Mind Where Sea and Land Meet - Best-Selling Coastal Gifts

For this article, SGN’s Contributor interviewed store owners in Plymouth, Mass., Hamburg, Pa., and Sea Isle City, N.J., for a look at selling coastal gifts.

70 Bonus Sidebar: How Stores Use Color for Sales Success Resort Report

78 94

76 Quality Gifts at Resorts – Unique Products from Unique Locations Resort stores stock a selection of higher-priced gifts for shoppers looking for unique quality goods.

81 Having a Vision for Selling – Visual Merchandising and Display at Resorts

This article covers how resorts draw attention to their gift store merchandise.

Games, Puzzles and Plush

84 From the Classics to What’s Current - Trends in Games and Puzzles at Pharmacies and Hardware and Toy Stores

Games and puzzles are standard fixtures on toy store shelves, but they are also available in some non-traditional niche retailers—namely, hardware stores and pharmacies.

86 Bonus Sidebar: Top Games and Puzzles for Kids and Adults

89 Finding Fun Beyond Games - Trends in Plush, Dolls and Action Figures at Toy Stores

For this article, toy retailers in West Chester, Pa., Kokomo, Ind., and in Delaware, said plush, dolls, and action figures remain as popular as ever.

Party Stores

93 Keeping Sales Popping - Party Supply and Decoration Best-Sellers at Party Stores

Get-togethers are slowly getting larger as more people feel comfortable attending in-person events, and party stores are there with the goods customers want for their parties.

95 Bonus Sidebar: Are Parties Staying Small?

Christmas Stores

98 Trends and Best-Selling Merchandise at Year-Round Christmas Stores

For this article, three store owners and a buyer from Christmas stores in Texas, California, New Mexico and Arizona, described current trends, best-selling merchandise, and the techniques they use to get customers in the holiday spirit all year long.

Commentary

Great Business Practices for Successful Sales

As you go about presenting your store in its best light, all the while appreciating what shoppers want from their visit, it is good to remember to make shopping a fun and enjoyable escape from the everyday. With an informative combination of trends reporting and advice from retailers just like you doing business all over the United States, each issue of Souvenirs, Gifts & Novelties (SGN), offers many tools to reach your goal of finding retail success.

Scott C. Borowsky

Quotable

The industry is made up of a rich tapestry of individuals striving to make it a better place to do business. In March, we lost souvenir and gift industry veteran Al Bass. Bass and I attended the same college, Babson in Wellesley, Mass. He was a friend and colleague to many, and will be greatly missed. See the “In Remembrance” item in this issue for an article about him.

Other special features in this edition include a look at Black-owned stores in Massachusetts, Georgia, Pennsylvania, Michigan and California, and our Annual Trends Report.

The issue’s regular sections are also full of new ideas and thoughts on doing business. In the Apparel and Accessories section, we feature stories on T-shirt trends at zoos and aquariums, licensed gifts for sports fans, jewelry, handbags, footwear and socks at boutiques, apparel at public lands partner stores, and summer apparel and accessories at resort stores.

Jewelry is a leading category for many stores in our coverage universe. In this edition, we offer a story on selling jewelry at cave and cavern stores. Home décor is a merchandise category that can be easily woven into the merchandise mix. In this issue, we cover home décor merchandise at college, discount, variety and floral stores.

We also offer a bonus Maritime Museum and Coastal Store Report that includes stories on nautical merchandise at maritime museums, and bestselling coastal gifts.

Each issue we offer toy coverage, and in this edition’s Games, Puzzles and Plush section, we cover games and puzzles at pharmacies, hardware and toy stores, plus trends in plush, dolls and action figures.

In the Party Store section, we cover best-sellers in the party supply and decorations categories, and in the Christmas store section, we offer the story “Trends and Best-Selling Merchandise at Year-Round Christmas Stores.”

I hope you enjoy the issue. Please contact me with questions and suggestions by emailing editorsgnmag@kanec.com and I will be happy to respond.

Scott C. Borowsky President and Executive Editor Souvenirs, Gifts & Novelties magazine 610-645-6940

“All business is personal. ...Make your friends before you need them. ”

- Robert L. Johnson

Of the Glacier Park Conservancy, based in Columbia Falls, Mont., from left to right: Amber Lundgren, buyer and merchandising manager; Renee Metcalf, associate of people and culture; Julie Dougherty, director of park stores; Chris Walters, warehouse manager; and Rachel Dura, park stores coordinator. See the story on page 44 for an interview with Dougherty.

For

For your customers…

Greeting

NY NOW and Gift For Life Partner To Raise Funds for World Central Kitchen

NY NOW and Gift for Life planned to partner to raise funds for World Central Kitchen through the market’s “Floor to Store” exclusive installation at New York City’s Jacob K. Javits Center during the February show.

“NY NOW is a long-standing Gift for Life partner and we appreciate their willingness to innovate to develop creative new ways to engage their audience with our efforts,” said Cole Daugherty, chair of the Gift for Life board. “NY NOW’s Floor to Store donation program is a fantastic way to launch into our 2022 fundraising efforts for World Central Kitchen.”

Modeled after a brick-and-mortar storefront, “Floor to Store” was to showcase 50 top gift and stationery brands. Buyers and sellers who donated a minimum of $10 were to qualify to win a gift box of display curator Amy Loewenberg’s favorite products from the installation.

“I have had a cherished connection to Gift for Life for nearly a decade and am a proud supporter and advocate of their charitable efforts,” said Amy Loewenberg,

A&F Souvenir Expands Operations

NY NOW Senior Relations Manager and Floor to Store curator. “The Floor to Store Exclusive is a representation of any Main Street store. We peek through the shop windows, and we’re intrigued. We’re compelled to enter, where our senses are immediately tickled through an abundance of colors, textures, sounds, and smells that all speak our language. We know it will draw in buyers who want to discover, explore and be inspired by leading stationery and gift brands. And we hope the opportunity to win a collection of featured products will compel many donations.”

Gift for Life, the industry’s sole charitable organization, raised more than $100,000 in 2021 between market week fundraisers and special events. The bulk of donations were directed to World Central Kitchen’s Restaurants for the People program, which meets critical needs on two fronts: buying meals directly from restaurants and delivering them to Americans who need help – in 400 cities across 35 states.

Opens New United States-Based Production and Warehouse Facility

A&F Souvenir (A&F) is expanding their operations and opening a new United States-based production and warehouse facility in West Chester Township, Ohio, located in the greater Cincinnati, Ohio, area. This new facility will allow A&F to produce custom products with more flexibility, low minimums, and quicker lead times for customers.

“We are very excited to expand our physical operations to the United States,” said A&F Souvenir President Michael Atkinson. “This operation will make A&F the only company in the souvenir industry with facilities in Canada and the United States. This will be an advantage for customers in both countries and provide them with the best delivery and pricing.”

The new facility will include warehousing as well as hard and soft good production. Not only will this new facility provide customers with more flexibility around high-quality, custom products but it will also allow A&F to continue focusing on sustainable business practices and eco-friendly products all while keeping prices low. A&F Souvenir was purchased by 1M Group, LLC in January of 2020. Their strategy is to become the top supplier in the industry and the most eco-friendly, quality souvenir company in the marketplace.

“For us it isn't just about the product composition,” said Kip Zsupnik, CEO of 1M Group, LLC, “becoming the most eco-friendly company in the market means that we consider the environment for each item we sell. So even if the product isn't currently made from an eco-friendly material, we can still make an impact. For example, reducing or removing single-use plastic in the packaging of the product and reducing our carbon footprint with shorter shipping distances.”

The new facility is scheduled to open in late spring 2022 with Cody Eldredge, previously director of sales at A&F, taking the helm as vice president of Operations for the new facility.

A&F Souvenir Names New Vice President of Sales

A&F Souvenir has announced that Marc St. Pierre has been appointed Vice President of Sales.

“Marc has been in the souvenir industry for over 24 years and brings a wealth of experience, integrity and knowledge to our organization,” said President Michael Atkinson. “We are excited to have him join our growing team. Marc completed an incredible chapter in his previous positions with Cool Jewels and we look forward to his energy, focus and new sales strategies.”

A&F Souvenir has been a custom manufacturer, decorator and importer of souvenirs for the past 60 years. The company has operations in both the United States and Canada.

IMC Announces New Hire to Enhance Open Year Round Experience

International Market Centers (IMC) has announced the hiring of Caroline Russell, who as the new Design Services Manager will focus on driving Open Daily and at-market attendance of designers and home retailers to AmericasMart and providing on-site customer service once they arrive.

Marc St. Pierre

My Name Magical Storybooks

My Name Magical

Storybooks are unique and enchanting books, putting the child into the story as the main character!

21 colorful and whimsical pages, captivate young readers by seeing their own name in print as the story unfolds.

The books (6" x 6") feature exciting storylines and are a perfect gift when paired with stackable Unicorn or Wand colored pencils in 5 bright colors.

The Leader in Personalized Gift Giving

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

Strong Buying and Outstanding Energy at Winter Las Vegas Market

Buyers from 50 States and 50 Countries Drove Record Sales Volume

Las Vegas Market returned to its customary January timing with strong performance reported across furniture, bedding, home décor and gift and a full roster of thought-leadership programming and industry events at the Winter 2022 edition, January 23-27, 2022, at World Market Center Las Vegas.

“Las Vegas Market is back!” said Bob Maricich, International Market Centers (IMC) CEO. “The buying power, activity and enthusiasm was at a level we have not seen in two years. Outstanding product presentations, engaging programming and

attendance from California retailers and designers. Overall, all 50 states and 50 countries were represented at the winter market.

Brands Reach New Buyers at Las Vegas Market

Nearly 40 new and expanded showrooms in addition to thousands of returning lines offered a wealth of resources for buyers and created new opportunities for brands, especially with the design community.

In gift, new showrooms increased discovery opportunities for buyers.

“Opening the showroom at Las Vegas Market has been fantastic,” said Karen Alweil, founder and CEO of Karen Alweil Studio, representing 38 gift and lifestyle brands. “We are seeing customers who don’t travel to other markets that we haven’t seen in a long time plus meeting new customers who don’t currently work with sales agencies. I am feeling good about the opportunities that will come from my participation in Las Vegas Market.”

Established Las Vegas Market exhibitors also reported a strong show.

show and new accounts.

“The Winter 2022 Las Vegas Market was the best we’ve had in a couple years. We’re happy that everyone’s back and shopping again,” said Dustin Rowser of home décor brand Uber Chic Home, who reported working with “big buyers wanting quantity.”

“About 90% of the orders on our first day were brand new customers that we have never met,” said Candice Cancade, CFO of Lynn & Liana Serveware.

Jennifer Borré, owner of Berit Brooks handmade leather pieces, said the market was “incredible. We opened the show with a massive line in front of our booth. We had record breaking sales volume.”

Las Vegas Market Experience Attracts Buyers

With travel restrictions lifting, many key accounts returned to market including City Furniture, The Dufresne Group, Pottery Barn, RC Willey, Rooms To Go and more.

the opportunity to come together again made for an unmatched market experience.”

Las Vegas Market is quickly recapturing attendance, growing by 50% over its Winter (April) 2021 presentation. Significant gains were recorded in international attendance, as well as in buyers from the Midwest and Northeast. West coast traffic continued to be strong with heavy

“Tag posted historical and record-breaking numbers at Las Vegas Market and we, along with our respected sales agencies, have momentum as we take our brand on the road for future bookings,” said Chuck Fraelich, president of the gift, home décor and seasonal brand. “The resiliency of the independent specialty customer base is remarkable, and through their efforts in 2021, most are coming off strong fiscal years and they came to market looking for inventory as demand remains strong for 2022.”

Exhibitors in Las Vegas Market’s 400-plus temporary booths presented in the Expo also reported a record

“It’s been two years since our team has traveled to market, and we missed the people and the pulse of a furniture market,” said Shaun Dufresne, senior director of Merchandising for The Dufresne Group servicing 320 locations across Canada. “We were very happy to return to the process of discovery and in-person engagement that market provides.”

Buying groups and associations had a strong presence at Las Vegas Market including American Society of Interior Designers (ASID), GC (Gourmet Catalog) Buying Group, Museum Store Association (MSA), Zoo Aquarium & Garden (ZAG), The Rental Buying Group (TRIB), Real Deals, PLATIN Latin American Alliance, Fair Trade Federation and Furniture Marketing Group (FMG), which Continued on page 20

Las Vegas Market returned to its customary January timing with strong performance across categories.

TRADE SHOW NEWS

Trade Show News (From page 18)

hosted more than 200 buyers for pre-market seminars and at-market buying.

“The Las Vegas Market has the best representation of vendors and categories,” said Carly Winslow, buyer for Martin Patrick 3, which offers apparel and fine home furnishings plus interior design in Minneapolis, Minn. “I always leave the market feeling inspired. I always find something new and interesting to add to our store assortment from gift, furniture to home décor.”

Buyers enjoyed nearly 30 events with only-in-Las-Vegas programming including an exclusive Juniper-hosted concert by American pop band OneRepublic plus signature programming with the Design Icon Kathryn Ireland as well as cooking demonstrations, designer panels, trend forecasts and more. Notably, Blackstone economist Senior Managing Director and Chief Investment Strategist, Private Wealth Solutions Joe Zidle shared his perspective on the global supply chain, employment/wages and other top-of-mind topics with a gathering of selected industry CEOs.

The newly launched B2B e-commerce platform JuniperMarket had a big presence at Las Vegas Market with a new Experience Center in the heart of the World Market Center courtyard plus an all-new JuniperCommerce showroom and pop-up experiences throughout three World Market Center Las Vegas buildings.

Las Vegas Market Names Six Winter 2022 Market Snapshot “People’s Choice” Winners

Las Vegas Market has announced six “People’s Choice” winners of its Winter 2022 Market Snapshot.

“The depth and breadth of Las Vegas Market’s product offerings allow us to celebrate the best designs across a whole spectrum of product,” said Dorothy Belshaw, International Market Centers (IMC) executive vice president, chief customer and marketing officer. “We congratulate these six winners and wish them a successful market week.

The Winter 2022 Las Vegas Market Snapshot Winners represented the best in the market’s product categories: furniture and bedding; gift and housewares; and lighting and home décor. People’s Choice winners, which were selected by popular online voting, were the: Dovetail Bagley Side Table, Hubbardton Forge Olympus 20-Light Starburst Pendant; the Lynn and Liana Baguette Board; the O.W. Lee Co Kensington Dining Arm Chair and Dining Side Chair; the Pink Lemonade Zima Throw; The Phillips Collection Splash Bowl Silver Wall Art; and the Roman Stone Freeform Console Table.

Top Lines, Robust Traffic and Order Writing Highlight Second Edition of Rocky Mountain Apparel, Gift & Resort Show

The Rocky Mountain Apparel, Gift & Resort Show concluded on February 23, 2022, in Denver to rave reviews from exhibitors and buyers. Retailers of all sizes worked with their favorite resources and found new lines to add to their stores. National brands and leading rep groups exhibited more than 1,000 lines of lodge and resort souvenirs, apparel, Native American jewelry, home décor, pottery and rugs, fashion accessories and jewelry, outdoor and western products.

The Rocky Mountain Apparel, Gift & Resort Show continues to be a destination for National Parks, ski resorts, zoos and aquariums, museums, airports, retail stores, spas and boutiques.

The next edition of the Rocky Mountain Apparel, Gift and Resort Show will be at the National Western Complex, 4655 Humboldt St, Denver, CO 80216, August 15-17, 2022.

The Rocky Mountain Apparel, Gift & Resort Show is produced by RedlineXpo and is proud to be supported by the Denver Market Association.

(For more information, please visit: rockymountainshow.com.)

A view of the show floor at the Rocky Mountain Apparel, Gift & Resort Show in February, 2022. The next edition of the show is August 15-17, 2022.

A Look at Upcoming Trade Shows

April

2-6 High Point Market International Market Centers

High Point, N.C.

4-5 Gem and Lapidary Wholesalers

Minneapolis, Minn.

8-9 Gem and Lapidary Wholesalers West Springfield, Mass.

11-15 Atlanta Apparel

AmericasMart

Atlanta, Ga.

(Circle 02 on card.)

28-29 SF NOW

Noted, The Greeting Card Expo

Fort Mason Center for Arts and Culture

San Francisco, Calif.

May 13-15 Gem and Lapidary Wholesalers

Franklin, N.C.

20-22 Gem and Lapidary Wholesalers

Orlando, Fla.

June 8-11 Atlanta Apparel

AmericasMart

Atlanta, Ga.

(Circle 02 on card.)

July 12-18 Atlanta Market

AmericasMart

Atlanta, Ga. (Circle 02 on card.)

24-28 Las Vegas Market Expo Center at World Market Centers

Las Vegas, Nev. (Circle 21 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. (Circle 21 on card.)

14-17 NY NOW

Jacob K. Javits Convention Center

New York, N.Y.

September

1-4 Gem and Lapidary

Wholesalers

Tucson Gem Show

Tucson, Ariz.

19-21 AmericasMart Atlanta Fall Market

AmericasMart

Atlanta, Ga. (Circle 02 on card.)

20-23 Las Vegas Souvenir Show

Las Vegas Convention Center – South Hall

Las Vegas, Nev.

October

1-2 Gem and Lapidary

Wholesalers

Minneapolis, Minn.

Continued on page 24

SHOW

A Look at Upcoming Trade Shows

11-15 Atlanta Apparel

AmericasMart

Atlanta, Ga.

(Circle 02 on card.)

14-15 Gem and Lapidary Wholesalers

West Springfield, Mass.

21-23 Gem and Lapidary Wholesalers

Livonia, Mich.

22-26 High Point Market International Market Centers

High Point, N.C.

28-30 Gem and Lapidary Wholesalers

Orlando, Fla.

30-Nov. 1 Ocean City Resort Gift Expo

Roland E. Powell Convention Center Ocean City, Md.

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

10-17 Atlanta Market

AmericasMart

Atlanta, Ga.

(Circle 02 on card.)

Al Bass: The Industry Loses a True Living Legend

October 1, 1937 – March 7, 2022

Al Bass passed away peacefully on March 7, 2022, surrounded by his family after a short illness. He retired at age 80 after many decades in the souvenir and resort industry. He missed many aspects of the business, but first and foremost the interaction with customers and peers.

Al joined his family’s wholesale business after serving in the United States Air Force and graduating from Babson College in 1961. He worked as a dry goods wholesaler in the Boston area until his father’s retirement in 1972.

Al transitioned to a sales rep, first in gifts and then switching to the souvenir business. The souvenir business was the perfect fit for him and became his life for the next 50 years.

He loved the work, the travel and most importantly the people. He made lifelong friendships with customers, colleagues and competitors. He treasured the longterm relationships he had with the companies that he represented and was with most of them for 40-plus years. He retired from actively travelling at 80, but still wrote orders until this season.

Al most enjoyed the camaraderie at trade shows. He not only attended them as a salesman; he organized and managed many over the years including The New England Souvenir Show, The New York (Lake George) Souvenir Show, Wildwood Souvenir Show, The Green Mountain Souvenir Show and the National Unfinished Furniture Show. He also exhibited in many international trade shows outside of the souvenir business visiting Germany, France, England and China to sell American products abroad.

His love of trade shows prompted him to start the Snowbird Souvenir Show, an invitation-only trip for a close circle of friends, both reps and customers. They did a small amount of business and explored exotic resort destinations abroad.

“We were so sorry to hear about Al. As co-founders of Urban Expositions, Al was very supportive of our events and offered us a great deal of insight and wisdom in order for us to always try to improve the overall experience for our customers. Many of the decisions we made came from the advice we received from Al. He was also a pretty darn good show promoter as well. We and the souvenir, gift and resort industry have truly lost a legend. He will be greatly missed,” said Doug Miller and Tim von Gal.

Al was also the founder and long-time Secretary and Emcee of the Living Legends Association. He loved the dinners and celebrating the lives and careers of his peers.

“To the ultimate Living Legend. Thanks for your knowledge, kindness, friendship and all of your contributions to the industry. You will be greatly missed by all,” said Souvenirs, Gifts & Novelties (SGN) magazine Advertising Director Larry White. White was honored by The Living Legends group in 2016.

"Al always had a smile on his face and was the ultimate Living Legend," said Joe and Shelly Goldberg.

Al had so many friends in the business, it would be a disservice to single out any one of them. The souvenir business made Al one of the happiest and most content people you could ever meet. Being a sales rep was the perfect position for him.

Jeff Jacobson of Scranton, Pa.’s Jacobson Hat sent this message to the Bass family, “I am deeply saddened to learn that Al has passed away. My thoughts and prayers are with you and your family. Al was such a major force in the souvenir industry and at Jacobson Hat for so many years that it is hard to believe he is gone. His customers and the companies he represented loved him. He was a great person and an excellent salesman. His work ethic and his love for selling was an inspiration to me and to all around him. I met Al in November 1979 at the Gatlinburg Show, which was my first show. Cowboy hats were the hot item and Al was the perfect salesman dressed in his western shirt with metal collar tips and cowboy boots. I immediately recognized that Al knew our line frontwards and backwards. Al was a driving force in creating the Living Legends and if there was a Hall of Fame for the Legends, Al would be a first ballot inductee. He will be missed.”

Al is survived by Debbie, his wife of 58 years. His son, Mike Bass, and son-in-law, Brian Tonis, continue the work at Bass Resort Sales Corp. He is also survived by his daughter Edie Tonis, daughter-in-law Wendy FowlerBass and grandchildren Matthew, Jonathan, Benjamin and Caroline.

Al’s love for the social aspects of the business is best summarized by the quote with which he ended every Living Legends meeting:

“Everyone has to believe in something; I believe that I will have another drink.” ❖

Al Bass was the founder and long-time Secretary and Emcee of the Living Legends Association.

Insights from Black Retailers in Massachusetts, Georgia, Pennsylvania, Michigan and California

Tamika Champion had gone through difficult times — illness, divorce and more. “When I was going through things, God gave me beauty from ashes,” she told herself, citing the Isaiah Biblical verse. “There are so many hurting women out there; why don’t I do something for them?”

So three years ago, Tamika and her husband and business partner, Jimmy, opened Beauty for Ashes Clothing and Candles in Canton, Mass. The pair already had a sportswear business, and between their retail experience and personal touch, the store quickly became a fixture in their largely Black community.

“Black-owned businesses are small businesses — Mom and Pop businesses,” observed Jimmy Champion. “To support Black-owned businesses helps these owners and their communities grow.”

In the nearly two years since George Floyd’s murder touched off an American racial reckoning, Black-owned businesses have seen a surge of appreciation. But like most small business owners, Black entrepreneurs like the Champions face a challenging environment dominated by big box, chain and online retailers.

“We’re in a part of town many people aren’t aware of, because

“Not everybody wants to shop online. I’m a people person. When you come in here, you get a live person to help out, a fitting room to try things on your body. And you can shop at the last minute for something.”

Rachael

many people don’t come to the Black parts of town,” Jimmy Champion pointed out. “So we have to market ourselves. We need not only Black customers, but also a diverse customer base.”

At Beauty for Ashes, shoppers love Tamika Champion’s candles and fragrances for things like healing or romance. Homemade inventory helps compensate for the supply chain disruptions that have caused widespread shortages. In addition to candles, lotions, sugar scrubs and other artisan beauty products, the boutique sells apparel and accessories. “We sell things that help women feel comfortable and be beautiful,” Jimmy Champion said.

In-person shopping is all about building community, according to Rachael Adadevoh-Woods , owner of ArtLoft Midtown in Detroit. “Not everybody wants to shop

Continued on page 28

-

Adadevoh-Woods, ArtLoft Midtown, Detroit, Mich.

Owner Tamika Champion of Beauty for Ashes Clothing and Candles in Canton, Mass. Champion owns the store with her husband and business partner Jimmy Champion.

Retail Spotlight

A Look at Black-Owned (From page 26)

online,” she observed. “I’m a people person. When you come in here, you get a live person to help out, a fitting room to try things on your body. And you can shop at the last minute for something.”

Adadevoh-Woods believes her shop should be a welcoming space; with smiles and small talk, she strives to put at ease shoppers who might feel self-conscious in a small store.

After two decades in the suburbs, Adadevoh-Woods wanted to be part of Detroit’s urban renaissance and moved into the 1,000-squarefoot downtown storefront. She sells a mix of fashion, home décor,

“When you support a Black business, you’re essentially supporting the dream. It’s important to keep the small businesses going; Ray-Ban doesn’t need it as much as we do. For me personally, it’s supporting a legacy I want to leave behind.”

shoes and Judaica (Jewish ritual and art objects). “I’m all about inclusion,” Adadevoh-Woods said of this last category, noting that many Jewish patrons have become friends over the years. “I saw the need. I thought, why not?”

Adadevoh-Woods is originally from Ghana via London, and her boutique reflects a modern, cosmopolitan Black outlook.

“Global lifestyle and functional art that is wearable and usable” is how she described her wares, sourced from artists, trade shows and her own jewelry studio. “People love unique. A lot of what I carry is one of a kind, or if it’s a garment, we may just have four — in small, medium, large and extra large.”

Where possible, Adadevoh-Woods buys from Black vendors, “but they are few and far between,” she noted. In today’s retail environment, costs are high, profit margins often low, and small-scale production a difficult proposition.

Because of the racial wealth gap, Black entrepreneurs often face steeper financial challenges than their white counterparts. “A lot of Black-owned businesses feel they’re being left behind,” Adadevoh-Woods said. “They may not have family money, and getting loans can be more difficult.” That’s why Adadevoh-Woods is active in local fundraisers and organizations: “We need to help this community so we can help others.”

That’s the message that Jasmine McDonald , owner of Babes of the Wave in Los Angeles, would like to promote as well. McDonald launched her business in 2019, selling sunglasses and accessories online and complementing her e-business with

Shoppers photographed in the ArtLoft store. Customers get the benefit of help from staff members and the ability to purchase a last-minute item.

Beauty for Ashes Clothing and Candles Store Manager Darrah McGruder. Homemade inventory has helped compensate for supply chain disruptions.

- Jasmine McDonald, Babes of the Wave, Los Angeles, Calif.

pop-up sales events. Sunglasses and fashion studs are her top selling items; McDonald includes a personal thank-you note with every purchase she ships.

In lieu of actual models, Babes of the Wave posts pictures of clients wearing their purchases on social media. They in turn will tag her business online, developing relationships that go beyond transaction. Honest communication, McDonald said, is the core of customer service; if an order is running late, she’ll call to let the customer know.

Three years in, Babes of the Wave has a devoted following of customers from diverse backgrounds. “When you support a Black business, you’re essentially supporting the dream,” said McDonald. “It’s important to keep the small businesses going; Ray-Ban doesn’t need it as much as we do. For me personally, it’s supporting a legacy I want to leave behind.”

Like other Black business owners, McDonald wishes there were more Black vendors to support. “I’ve never

Continued on page 30

A display of home décor and religious items at ArtLoft. The work of artist Michael Aram is among the merchandise represented.

Retail Spotlight

A Look at Black-Owned (From page 29)

come across any,” she said.

That’s because, according to retailer Bryan Neely , there aren’t many left. “Especially right now, it’s difficult just to remain in business,” said Neely, who has owned Culture Exchange, a Philadelphia, Pa., boutique, since 1987. He patronizes Black businesses whenever he can. “Special help from people of your own ancestry helps solidify things — helps

“Smaller businesses are authentic and connected. But also, by showcasing Black business people, they can go beyond the community they’re in. It’s a step forward, and a breath of fresh air.”

keep us going,” he said.

Neely originally envisioned his store as an international emporium; the slogan was “travel the world in the confines of our shop.” But exotic items didn’t sell as well as balloons, greeting cards, live flowers and plants. “We’ve ventured into vitamins and herbs, and they’re up there as well,” he said.

Across nearly four decades, Culture Exchange has become more than just a shop; it’s a community hub, and Neely’s customer service approach reinforces that. “Some people simply want to browse, and maybe they’re not prepared to spend right

- Chloe Benard, Squash Blossom Boutique, Grant Park and Decatur, Ga.

An exterior view of ArtLoft. After two decades in the suburbs, the owner wanted to be part of Detroit’s urban renaissance and moved into a 1,000-square-foot downtown storefront.

Of ArtLoft Midtown in Detroit, Mich.: Rachael Adadevoh-Woods, proprietor, sales and buyer; Whitney, sales and buyer; and Mr. Leon, sales and stylist. Adadevoh-Woods said her shop is a welcoming space.

Apparel and hats on display at ArtLoft. Much of what the proprietor stocks is one-of-a-kind. In the case of apparel, she may stock one item type in four sizes only.

away,” he noted. “In time, if you’re respectful, they’ll eventually decide to support your business.”

A similar feeling animates Squash Blossom Boutique, which has two locations, in Atlanta’s Grant Park neighborhood and in the suburb of Decatur. Manager Chloe Benard encourages warm, friendly interaction that “gets our unique style out there into our neighborhood,” she said.

The 23-year-old business has a chic, boho aesthetic. Fashion, jewelry, art, stones and tarot cards represent both local vendors as well as lines from Africa, Israel, New York and Los Angeles. “We like to offer something a little bit different,” Bernard explained. When possible, Squash Blossom showcases Black vendors like Rebel Designs, a line of handmade jewelry and leather goods from Gina Riley.

Supporting Black-owned businesses, according to Benard, means cultivating a richer neighborhood spirit. “Smaller businesses are authentic and connected,” Benard explained. “But also, by showcasing Black business people, they can go beyond the community they’re in. It’s a step forward, and a breath of fresh air.” ❖

Beauty for Ashes Clothing and Candles

Sales staff member Ahniya Myers. Shoppers love the store's selection of candles and fragrances.

Great-Selling Garments

T-shirt Trends at Zoos and Aquariums

By Carimé Lane

AT-shirt is a crowd favorite for guests looking to bring their experience at zoos and aquariums home with them. Here, we talk to four store managers about their top-selling T-shirts, how they sell more of them, and the selection they offer.

Sam Robinson , retail operations manager at Riverbanks Zoo & Garden said the top selling shirts in their 3,800-square-foot shop are from their Palmetto Collection. “They are not only name-dropped but have our South Carolina beloved Palmetto on it,” said Robinson. This soft shirt comes in two colors.

To sell more T-shirts, Robinson suggested keeping them in a prime spot in your store. “Feature them on a stand and have them on a bust so guests can see the shirt on,” Robinson said. Robinson also suggested rotating the T-shirts on a regular basis. “Guests want to see new things and if you have a lot of returning guests, just rotate things around to give the ap-

pearance of new product if you don’t have any new shirts,” Robinson said.

At Riverbanks Zoo where annual sales are 3.1 million, they have over 30 shirts for sale. They consistently order new shirts and have a new collection arriving in March.

Over at Alaska Zoo, some of the most popular T-shirt designs include a “Get Outside” message, a close-up of a snow leopard face, and polar bears.

Guests feel inspired to purchase items because they feel an emotional connection to the animals they saw just prior to entering the shop. Another way to get guests feeling good about making a T-shirt purchase is using signage informing guests that a portion of the proceeds from the shop directly support the Alaska Zoo and its many

Retail Operations Manager Sam Robinson is the Columbia, S.C. Riverbanks Zoo & Garden store manager. Top-selling, soft garments that come in two colors, the store’s Palmetto Collection shirts are namedropped and have the state’s beloved Palmetto on them, Robinson said.

Apparel and gifts on display at the Seattle Aquarium. The store always has multiple T-shirt designs that celebrate its popular animal residents.

Apparel and Accessories

conservation programs.

They also find featuring a lead shirt either hung or on a feature table worn by a mannequin helps boost sales. In addition, having each T-shirt design hung clearly on a T-shirt wall allows for easy size selection once a customer sees a design they like.

For the upcoming spring and summer season, they have 21 designs of adult T-shirts planned, including carryover and new styles.

“Our seasonal limited-edition Seattle Aquarium Sea Otter collection is very popular right now,” said Jasmine Ramirez , store director at the Seattle Aquarium Gift Shop. The collection features various original illustrated designs. According to Ramirez, one of their most popular designs is a “lighthearted message” featuring an “adorable” illustrated otter that says “I Hide Snacks in my Armpits. Yum.” with Seattle Aquarium branding. This style is made from 60% recycled cotton/40% recycled polyester.

They also offer the Respect the Locals collection in Continued on page 34

A wall display of T-shirts at the Seattle Aquarium. The store director advised making T-shirts easy to see and keeping displays tidy to sell more shirts.

RSN 44

Apparel and Accessories

Great-Selling Garments (From page 33)

both hoody and T-shirt style featuring a seal, octopus, and orca with the Seattle Aquarium branding. The materials they use for this collection are made from recycled PET water bottles and include up to 6.5 recycled plastic bottles per piece, Ramirez said.

Ramirez suggested making T-shirts easy to see. “A display that features a single design helps the product and message stand out, explained Ramirez. “A Tshirt wall is another great way to accomplish this, as it shows all of the design options that are available and keeps the display looking tidy throughout the day.”

Seattle Aquarium Store always has multiple Tshirt designs available to purchase. They currently offer over 20 different designs that celebrate popular animal residents of Seattle Aquarium, such as orcas, puffins, otters, sharks, octopi, jellies and so on, Ramirez said. These designs come in various color, size, and style options. “We refresh the assortment in the Spring, and plan to introduce even more variety to continue celebrating Seattle Aquarium special moments,” Ramirez said.

Chris Florio Bice , gift shop manager and buyer at Big Bear Alpine Zoo said the zoo is now located in a new facility, which has been open for a little over a year. They have a bit more room in this gift shop, but it’s still not huge, commented Bice.

Bice said their zoo is an intimate facility focusing on rehabilitation of native Alpine species. Because of this, the focus is on picking just a style or two to

Do You Sell T-Shirts in Different Cuts? Why or Why Not?

At Riverbanks Zoo, they sell men’s, women’s youth and baby cuts, along with long sleeve, short sleeve, tank tops and hoodies. “We have it all!” said Sam Robinson, retail operations manager at Riverbanks Zoo & Gardens in Columbia, S.C. Robinson feels having this wide variety helps with sales since they cater to guests of all shapes and sizes. For instance, in their adult T-shirts, they carry a size range from small to 3x.

At the Alaska Zoo in Anchor-

age, Alaska, many styles are also offered. They find that many people prefer unisex cuts to give as gifts because it removes the guesswork, while people who are shopping for themselves generally prefer a specific cut that they feel is flattering for their body type. They offer a variety of body styles to cater to guest preference. Basics are often unisex, while art collections are presented on different fashion cuts for men, women and youth.

The Seattle Aquarium in Se-

attle, Wash., sells unisex, men’s, women’s, youth and toddler T-shirts and these include various fits such as crew neck and v-neck, long and short sleeve to accommodate all guests.

At the 700-square-foot Big Bear Alpine Zoo Gift Shop, all tees are unisex. Gift Shop Manager and Buyer Chris Florio Bice explained they don’t have room for that many styles. She also added that keeping styles limited have not caused an issue in the past for her at other gift shops. ❖

A T-shirt display at the Big Bear Alpine Zoo in Big Bear Lake, Calif. The store sells T-shirt styles for adults, children and toddlers.

display, which works for them. “I make sure the choices clearly display the zoo name and purpose, which is “Saving Wildlife since 1959,” Bice said.

When it comes to selling more T-shirts, “display is key,” said Bice. “I have done my best to create an experience in our store, complete with interesting décor, rustic style, animal sounds and pleasant smells,” said Bice. “This encourages lingering, which creates better sales.”

In addition, your T-shirt display should be kept neat, which makes them look appealing, Bice said.

They keep samples for size avail-

able near the register. “It is more work on the front end to wrap each T-shirt or sweatshirt individually, but much less work during the day to keep the display organized and clean,” Bice said.

At the moment, they have one style of Tshirt available for adults in two colors, one for kids and one for toddlers. “I do plan to add another adult style and one more for kids, as the pandemic wanes (fingers crossed).” ❖

Otter-themed merchandise at the Seattle Aquarium. This seasonal limited-edition line features various original designs.

Of the Riverbanks Zoo & Garden, from left to right, are November Campbell, floor supervisor, and Assistant Operation Managers Emily Collin and Kristi Vincini. The store consistently orders new shirts and was expecting a delivery of a new collection in March, according to the store manager.

Where Sales Win Licensed Gifts for Football and Sports Fans

It doesn’t matter whether the Eagles are winning (sometimes) or losing (sometimes). Philadelphia football fans are among the most passionate anywhere — which is why Eagles team jerseys are the top selling gifts at Mitchell & Ness, a new sports store in that city’s downtown. The business also has a Los Angeles “Hall of Fame” themed location, and plans to expand into other cities.

Manager Josh Steinberg said fans go especially wild for vintage jerseys featuring two popular former players, Brian Dawkins and Randall Cunningham. “Those shirts feature that Kelly green that the Eagles used to wear,” Steinberg explained. “People love that throwback green.” At the 2,500-square-foot emporium, on Philadelphia’s downtown shopping street, Steinberg maximizes sales through displays that take full advantage of wall space.

Licensed jerseys are a perennial best-seller for fans of football as well as basketball and, increasingly, ice hockey. But at Mitchell & Ness, Steinberg sees another way to boost revenue: Expand beyond classic

Licensed team apparel is dominated by official team stores and chain retailers. But independent retailers report that vintage or one-of-a-kind items, such as signed jerseys and helmets, are what sets them apart. Vintage Eagles jerseys featuring stars of yesteryear, like Reggie White, are top sellers at Chestnut Hill Sports in Philadelphia. While modern Eagles gear is emerald green, Co-Owner Tom Amodie sells a lot of retro tops in black and that much-coveted Kelly green. “For us, it’s the older jerseys that do better,” Amodie observed at the 2,000-square-foot store.

Eagles gear is usually what they come in for, and Amodie makes sure it’s easy to find — right up front where customers walk in. Baseball jerseys and children’s styles are also popular. But as everywhere, supply chain hiccups have made inventory unpredictable. “We sell what we can get,” said Amodie. “With the pandemic, a lot of stuff is on hold.”

jerseys into more fashion-forward styles. Eagles logo fleece, mesh tops, jackets and tops in trendier cuts are all examples of what Steinberg calls “lifestyle pieces” — and they’re selling big. Last summer, the store did a brisk business in, of all things, shorts.

“That fan apparel, it’s more limited to people who are looking for authentic, core styles,” explained Steinberg. “We want to expand beyond game day to every day. The fashion customer is a different customer, who is looking for more exciting styles and eyecatching patterns.”

In Brookfield, Wis., “it’s all about the Brewers, Bucks and Packers,” said Darrell Lemieux , who with his son, Jeff, owns Jeff’s Sports. Anything from Wisconsin’s favorite teams is a winner at the 40-year-old shop, a destination for vintage team novelties. Popular items include pennants, autographed pictures and cards, team key rings and decals, and signed jerseys and helmets.

In addition to the 4,000-square-foot retail store, Lemieux maintains a custom framing business in the building’s 7,500-square-foot basement. “People will bring in anything to frame, because they know there’s nothing like the personal touch that custom framing

Continued on page 38

“

“Those shirts feature that Kelly green that the Eagles used to wear. People love that throwback green.”

- Josh Steinberg, Mitchell & Ness, Philadelphia, Pa., commenting on the store’s vintage-inspired Eagles jerseys

Apparel and Accessories

Where Sales Win (From page 36)

offers,” the retailer noted.

Of course, while football is arguably America’s most popular sport nowadays, some cities are biased toward their baseball, hockey or basketball teams. Case in

““Everyone’s excited about our city’s new team. Those jerseys sell fast.”

glewood, a short drive from the shop). The Rams win may help boost sales of team gear. But for now, Coyotl is excited by higher-end, luxury licensed apparel that gives Lakers fans new and fashionable reasons to add to their wardrobes. “We’ve got a new Lakers leather jacket that’s very popular,” Coyotl said. “Of the new things we have, the fancier and more expensive, the more people like it.”

- Kaluhm Walter, Seattle Team Shop, Tukwila, Wash., commenting on the high demand for Kraken jerseys.

point: Los Angeles, which for decades lacked an NFL team. The L.A. Lakers are still the local obsession, and Lakers team jerseys are the top seller at Team LA Store in Carson, Calif. “People will buy anything Lakers,” said Store Manager Stephanie Coyotl , who said the Kings, L.A.’s hockey team, was a close second.

The city’s new football team is a distant third at Team LA Store, even though the Rams made it to this year’s Super Bowl (played at the SoFi Stadium in In-

Also new is the Seattle Kraken, an NHL ice hockey team. At the Seattle Team Shop in Tukwila, Wash., Store Manager Kaluhm Walter said demand is high for Kraken jerseys and other hockey related merchandise. “Everyone’s excited about our city’s new team,” Walter said. “Those jerseys sell fast.” Walter makes sure to display the newest Kraken gear right up front, with higher-up wall displays as well.

Both the Seattle Team Shop and the official Kraken team store are able to customize licensed apparel, which Walter said is a strong selling point. “A lot of people are getting their names put on the shirts,” he observed. “That makes it kind of personal.” ❖

Getting Shoppers Excited About the Extras

Jewelry, Handbags, Footwear and Socks at Boutiques

By Carimé Lane

Accessories are important for customers and store owners alike. The right accessory brings an outfit together, expresses personality and can be used to complement other outfits in a customer’s closet as well. Boutique store owners can help customers curate an outfit with accessories and boost their bottom line. Here four boutique owners talk about sales trends of jewelry, handbags, footwear and socks, how to sell more of these items and the atmosphere they strive to create in their boutiques.

Where handbags and jewelry are concerned, Christine Boring , owner of Bungalow Boutique & Gifts, buys from vendors where she’ll receive one or two pieces of a style in store, not 10 or 12 of the same thing. This means she has a great variety for customers to choose from. She currently offers two handbag lines and five jewelry lines.

To sell more items, a prime spot for display is next to the check out. Boring has three earring displays on or next to the check out area in her 1,000-square-foot shop. They are a great “impulse purchase” she said. She’ll also attract customers with a discount for 2 pairs of earrings. They’re sold as one pair for $18 and two pairs for $30.

Boring suggests investing in good display items for jewelry. Show necklaces individually, not on a T rack display. When you have a bunch of things together, it doesn’t look special said Boring.

In addition, Boring ensures that no one around in a surrounding shop is selling the

items in her shop by purchasing only from vendors that give her zip code protection.

“We offer great customer service,” said Boring of Bungalow, which brings in annual sales of $300,000. “[That includes] taking clothing into the dressing room, bringing extra sizes or other items while shoppers

Continued on page 42

Tiffany S. Walker, owner and designer at Pink Lucy in Dallas, Texas. Walker said sustainability is on trend for accessories as a whole, and should always be an important element in the design process.

Earrings from the Black-owned business The Vintage Royalty are available at Squasht Boutique. The boutique’s owner uses social media to increase merchandise sales.

Apparel and Accessories

Getting Shoppers Excited (From page 40)

are in the dressing room and giving honest feedback. We love to accessorize and encourage customers to do the same.”

According to Tiffany S. Walker , owner and designer at Pink Lucy located in Dallas, Texas, sustainability is on trend for accessories as a whole and should always be an important element in the design process.

In terms of handbags, oversized bags to stash all of your essentials as we head back to the office after the pandemic are trending, said Walker. “For smaller bags we are seeing the ‘bagcelet’ - a small handbag that you can wear on your wrist as a bracelet,” said Walker.

For shoes, tall is trending. “We are soaring to new heights this season with “skyscraper” platforms,” explained Walker. “Made in every style imaginable, the commonality is eye catching platforms.”

To help customers coordinate an outfit from Pink Lucy’s merchandise, Walker always encourages customers to add a statement piece “to make what they are wearing 'pop'."

According to Walker, one statement piece is more than enough. “You don’t want the articles of clothing you’re wearing to compete with each other or clash,” she continued.

Lesley Timpe , owner and designer at Chicagobased Squasht Boutique said they specialize in local and handmade merchandise.

According to Timpe, retro is currently on trend. They carry clay polymer jewelry from Common Violet and 80s-90s inspired gold, chunky bright acrylic pieces from the Black owned business Vintage Royalty. Timpe anticipates that shells and natural elements will be trending come Springtime.

In her shop, Timpe selects socks based on what she knows customers in her area would be interested in –that includes animals, hedgehogs, horses, cactus –and cozy warm socks.

To increase sales, Timpe primarily uses social media. Timpe said they often partner with local designers and cross-promote together.

Timpe said they also encourage shoppers to coordinate outfits using social media. Instagram is their main social media platform. They just started doing outfit reels on Instagram. While they do feature photographs of models wearing entire outfits, they

Apparel displays at Squasht Boutique. Shoppers can view complete outfits from the store on Instagram.

Lesley Timpe, owner and designer at Chicago-based Squasht Boutique. The store specializes in local and handmade merchandise.

also use plenty of flat lay photos to showcase various outfits. Customers will often come into the store and mention they saw a particular outfit on Instagram that they have to have.

Timpe said that, while posts using models wearing the outfits garner a better response and more attention, it’s more practical at their 1,150-square-foot independent boutique to mix the flat lays with the photos of models.

Within her customer-base Angie Vodopivec , owner of Ohiobased 2,000-square-foot Yogi’s Closet is seeing dainty mixed with chunky trending. Gold jewelry sales are still going strong, but some are craving silver, she said.

Vodopivec finds customizable bags sell well in her 2,000-square-foot shop. Customers buy a base and then can purchase from a selection of straps, some decorated with embroidery, and others emblazoned with words.

To sell merchandise and show how outfits can be coordinated, Vodopivec features an unboxing video every Wednesday. These unboxing videos have grown in popularity she said. ❖

What Type of Shopping Experience Do You Strive To Create For Shoppers?

“We want customers to feel special and beautiful. They need to know they look good,” said Christine Boring of her customers at Bungalow Boutique & Gifts in Lakeland, Fla.

“I want customers to come in and have fun first and foremost,” expressed Owner Angie Vodopivec. She also strives to create an experience at Yogi’s Closet Boutique in Willoughby, Ohio, where shoppers can feel at home. She loves seeing mothers and daughters come into the shop together. They also have a sitting room where friends can get together to try on and share various looks together. What’s more: She hosts monthly events where customers learn a craft (last month: charcuterie,) are served wine and shop.

At Squasht in Chicago, Ill., they aim to give customers a fun, super casual experience. They

don’t want customers to feel pressured or obligated to buy anything. Sales goals and numbers is not something discussed with staff. They want to make sure customers find something they really want. Owner and Designer Lesley Timpe said they encourage guests to try items on, but

also read people – if they show they’re into it, she will give them items to try on. If not, she knows not to push it.

“We like to make our customers feel as though they are a part of the Pink Lucy family, because they are,” said Tiffany S. Walker, owner and designer at Pink Lucy in Dallas, Texas.

In their 1,500-square-foot showroom, where annual sales are $526,000, they have a charging station for cell phones and devices, offer wine and beverages, and one-of-a-kind apparel and accessories.

“From upbeat music, a warm and friendly environment to the way we engage with our customers- it is of the utmost importance for our customers to know that we are experts in what we do, that we are passionate about the art of fashion and we want to know that our success is because of them,” expressed Walker. ❖

Colorful earrings from the Squasht Boutique inventory. Retro is currently on trend, the owner and designer said.

A necklace available at Squasht Boutique. The store aims to give customers a fun, super casual experience, and the staff wants to make sure customers find something they really want.

How People Show Their Love for Parks Apparel at Public Lands Partner Stores

As Americans have flocked in record numbers to national parks, demand for souvenir apparel has reached new heights. “Site specific clothing has become its own sort of fashion statement as people travel around the parks,” observed Matthew White , retail operations manager for Black Hills Parks & Forests Association, which partners with seven national parks, monuments and forests.

“I would say 75 percent of our visitors wear apparel from other parks. It’s something simple to remember where you’ve been, and other people will ask you about it, which helps more people learn about our parks. So it really is a win for everybody, especially the smaller locations, like Agate Fossil Beds National Monument.”

Best-sellers across the 16 Black Hills partner stores, which average 300 to 600 square feet, include name-dropped T-shirts and hoodies. Many, like a top selling shirt featuring bison graphics, are from the Wild Tribute brand. “People really like

their styles, and they’re popular throughout the public lands stores,” said White. Another customer favorite is a line of shirts made in the USA from recycled materials — so-called “cause marketing,” White explained, that resonates with socially conscious consumers.

At the Lewis and Clark National Park Association, Executive Director Cynthia Thompson’s number one tip for selling apparel is intuitive: “Pick images that resonate with what people are actually seeing in your park.” Best-sellers at the 700-square-foot Fort Clatsop bookstore in Astoria, Ore., are tees and sweats featuring park landscapes: huge trees, the Pacific coastline and the store’s namesake fort. “People look at them and say, I saw that on my visit there!” observed Thompson, explaining that the shirts become a conversation piece. “We specialize in super duper local graphics.”

Continued on page 46

Cashier Esther Steiner photographed holding a bag and sweatshirt at the Lewis and Clark National Park Association in Astoria, Ore. Tees and sweats featuring images of the sights at the park sell well, the executive director said.

“Site specific clothing has become its own sort of fashion statement as people travel around the parks.”

- Matthew White, retail operations manager, Black Hills Parks & Forests Association

Apparel and Accessories

How People Show (From page 44)

In addition to T-shirts in both short and long sleeves styles, Lewis and Clark has done well with hooded, fleece and quarter zip pullover styles. Best-selling col-

Natural History Association in Interior, S.D. Socks are a best-seller: “People pull up their pants a little, and you see our logo and a bison,” said Executive Director Katie Johnston . “It’s something you can show off at work, but it’s also functional in the park.”

Johnston said the shop’s logo socks high quality and comfortable, equally wearable with business shoes or hiking boots. Scarves, similarly versatile, are another favorite accessory.

ors vary by season — blue tones in winter and warmer, sunnier designs in the summer months.

Wildlife and landscape graphics are also featured on the popular shirts, caps and socks sold by Badlands

This year’s top-selling unisex T-shirt was heather gray with a vintage style graphic featuring a vibrant turquoise and orange sunset over the Badlands landscape. “That tee outsold any of our others this year, and that image was popular anywhere we printed it,” Johnston noted.

It was a great sales year at the three visitor center retail outlets of Glacier Park Conservancy, based in

Are Hats Good Sellers? What Types of Hats and Why?

It strikes a lot of people as weird, but young shoppers — especially girls — are wild about the mesh trucker style hats traditionally associated with men four times their age.

“That Grandpa look is cool,” observed Julie Dougherty, director of park stores at Glacier National Park Conservancy in Columbia Falls, Mont. Hats are popular overall, and trucker styles comprise perhaps half of headwear sales. But the store also sells 12 styles of ball caps and plenty of beanies on cool August days, “when people don’t think they’ll need them,” Dougherty observed.

Retail Manager Tracy Christoff has seen the same vogue for trucker hats at the three retail outlets operated by the Conservancy for Cuyahoga Valley National Park in Peninsula, Ohio. “It’s funny how young women want to dress like their grandfathers,” she laughed. Beanie caps are also popular, she noted.

All kinds of hats sell well at the Fort Clatsop bookstore, operated by the Lewis and Clark National Park Association in Astoria, Ore. They include garment-washed cotton ball caps in soft colors like faded denim blue and hunter green; khaki bucket styles; and beanie caps with an embroidered front patch.

Given the fort’s military connection, Executive Director Cynthia Thompson is not surprised at the

demand for military style caps. “They are like ball caps, but with a smaller rim and flatter top,” she explained. “They’re a little vintage, a little retro, so it goes with our theme.”

At the Black Hills public lands partner sites, hats are “decent sellers, but definitely not blowing the doors off,” said Matthew White, retail operations manager for the Black Hills Parks & Forests Association. “It depends how you merchandise them.” One winning strategy: a discounted T-shirt and hat combination.

Stocking hats, in earth tones with patch decorations, are popular with Badlands visitors. “They’re simple but very nice looking hats,” noted Katie Johnston, executive director of the Badlands Natural History Association in Interior, S.D. Ball caps sell all year round; stocking caps do best in fall and winter. All of them bear the park name and logo, alongside wildlife or landscape graphics. ❖

“It’s a gift they can bring back that’s practical but also has pictures of things they’ve seen here.”

- Julie Dougherty, Glacier Park Conservancy, Columbia Falls, Mont., commenting on socks with local wildlife and scenery designs.

Columbia Falls, Mont., and Director of Park Stores Julie Dougherty expects 2022 to be another record season. Her winning apparel formula involves basic unisex styles, evocative park imagery, comfortable cotton or blends, and a modest price point. “We’ve got all kinds of people who come into the store, and we want to have something for everyone,” Dougherty said.

The stores’ popular socks are designed with local wildlife or scenery — grizzlies, mountain goats, the park’s red busses. “It’s a gift they can bring back that’s practical but also has pictures of things they’ve seen here,” the retailer said.

T-shirts are a perennial best-seller; each year, a new style features a different Glacier park animal, such as a wolf. “T-shirts truly are a souvenir,” Doughtery noted. Sweatshirts, outwear, ball caps and beanies also sell well, especially to underdressed summer tourists.

This season, Dougherty is debuting simple, unisex name-dropped sweatpants. “We don’t normally carry those, but it’s often cold up at the mountain pass,” she noted. “So I think they’ll do well.”

In Peninsula, Ohio, Retail Manager Tracy Christoff has found success by keeping inventory local at the three outlets operated by the Conservancy for Cuyahoga Valley National Park. “We always look for merchandise designed by local artisans,” Christoff explained. Best-selling hoodies, for instance, are custom designed and printed by the Cleveland Clothing Company. Another local outfit is responsible for the shop’s logo cycling jerseys.

Christoff oversees a 1,000-square-foot store in Peninsula, as well as a seasonal shop in the park and a small retail outlet in the park visitor center. All feature regional art, as well as graphic tees featuring the Cuyahoga logo and other nature themes. ❖

Seen at the Philadelphia Gift Show

Greg J. Robitaille, founder and owner, with Kevin Haveron, national sales manager, Xplorer Maps, Missoula, Mont.

Selections for When the Sun Shines

Summer Apparel and Accessories at Resort Stores

Whether name-dropped or one-of-a-kind items made by local artisans and vendors, apparel and accessories are among the top sellers for resort stores as guests look for unique vacation mementos. Retailers are also tasked with stocking appropriate apparel and accessories selections for each season—both staples and trending items. Marcilene Smith , retail manager/buyer for The Shops at Emerson at Emerson Resort & Spa in Mount Tremper, N.Y., said their best-selling summer apparel includes the tried-and-true pieces: “Men’s and women’s swimsuits are our top sellers because of our

outdoor pool, spa (steam, sauna and hot tub) and swimming in the Esopus. Also, men’s graphic T-shirts, Catskill hoodies for cooler evenings, summer dresses for local weddings or dinner out.” In accessories, Smith said, the strong sellers are “straw bags, outdoor gadgets for camping, and books for reading by the pool.”

Lori Comey , product development manager at Westgate Lakes Resort in Orlando, Fla., said, “For ladies, our top items are Raya Sun’s floral maxi dresses and floral rompers, and from La Class, strapless maxi dresses and jumpsuits sell well. For men, we sell lots of board shorts and Hawaiian print camp shirts. We also sell a lot of unisex red Lifeguard hoodies,” she explained. In accessories, Comey said in their 6,500-square-foot store, “flip flops and water shoes consistently sell well for us. Also, fanny packs are back in a big way. We sell a big variety of bags, from crossbodies to backpacks and tote bags. [They are popular because] Comfort is key for footwear here year-round. Our guests can buy the flip flops they need here in January when it might be snowing back home for them! We carry a variety of bags, but backpacks, fanny packs and crossbodies are the most popular here to take to the theme parks.”

Practicality is also a factor at Post Ranch Inn in Big

Gift Shop Attendant JuDik Ferguson of Cheeca Lodge and Spa in Islamorada, Fla., photographed with men’s apparel. The director spa and retail said she sees a savvy men’s clientele at the location who like to shop.

Marcilene Smith, retail manager/buyer, for the Shops at Emerson at Emerson Resort & Spa in Mount Tremper, N.Y. Men’s and women’s swimsuits are best-selling for the store, Smith said.

Apparel and Accessories

Sur, Calif., as Retail Director Hana Nishiguchi said the top sellers in their 1,100-square-foot store are “swimsuits for women and swim trunks for men. We carry fabulous brands such as Malia Mills, Matteau & Casa Raki to name a few. The quality and style of the suits are incredible, and guests love them.” Best-selling accessories include “Post Ranch Logo Ball Caps. People want to purchase a keepsake of the resort, and ball caps are always a big seller,” Nishiguchi explained.

Casual sophistication and tropicalinspired looks appeal to customers at Naples Grande Beach Resort in Naples, Fla. “Tommy Bahama and Vix [are our top sellers]. Tommy Bahama is our top seller, due to its laid-back sophistication and a permanent vacation mindset offering to all our clientele island-inspired swimwear, tropical printed silk shirts, and sundresses,” said Yenier J. Marrero , Naples Grande’s Spa, Fitness and Retail Director. “Tommy Bahama offers a full range of clothing for men and women with quality that transcends time. Vix sells well because of the quality and the attention to detail on each piece of cloth. All designs are inspired by the Brazilian culture-making every woman feel empowered and self-confident. Vix also works directly with World Vision (a humanitarian organization) and has helped many families in Brazil,

Continued on page 50

At the Westgate Lakes Resort store, backpacks, fanny packs and crossbody bags are all popular items for guests to purchase and take to the theme parks, the product development manager said.

Gift Shop Attendant Alex Johnson photographed with men’s apparel at the Cheeca Lodge and Spa. The resort’s store is 2,500 square feet.

Apparel and Accessories

Selections for When (From page 49)

Africa, India, Haiti, and Bali.” Marrero said best-selling accessories are “Binka Logo Hats. Our Binka Logo Hats are popular among clients due to their fabulous and brilliant colors and exceptional quality. Guests buy them to protect themselves from the sun due to the fact that they are SPF 50 but also as a souvenir that reminds them about their stay at our hotel.”

Dianna Thomsen , director spa and retail at Cheeca Lodge & Spa in Islamorada, Fla., said at the resort’s 2,500-square-foot Signature Store, “Our biggest seller are men’s tops ranging from our Cheeca Lodge branded rash guards and T-shirts to dress shirts for that unexpected dinner out or the barefoot elegance wedding they are attending at the resort. I am always looking for more men’s clothing and accessories and am in the process of bringing in new lines. I am seeing a savvy men’s clientele here and they do like to shop. Keeping up to date on what is selling in menswear, not only in resorts but across the country is important to me to keep our upward trend in menswear going strong. Along with clothing, our other best-seller is anything that says ‘Cheeca Lodge and Spa’ on it. Everyone likes to take a souvenir home with them and when you visit a resort that is as amazing as Cheeca, you want to remember it. Tumblers, coffee mugs, koozies, lighters, and our famous Cheeca T-shirts always do well.” She added, “With our location in the Florida Keys, there is always summer fun to be had. “We specialize in resort and summer wear yearlong focusing on items that will enhance your vacation for all featuring items for men, women and children.” When it comes to summer accessories, Thomsen said, “Men, women, and children share equally with the desire to purchase our hats. We feature logoed Cheeca baseball hats and visors, which are always a big

Current Trends in Sunglasses

Sunglasses are one of the most durable and versatile items in the accessories category. They have the distinction of being highly practical yet endlessly trendy. Resort store retailers carry a wide selection of styles as part of their summer wardrobe inventory.

“With fishing, boating, and beach activities popular at this location, sunglasses and hats are always in demand,” said Dianna Thomsen, director spa and retail, Cheeca Lodge and Spa in Islamorada, Fla. “We are currently carrying two lines of sunglasses to fit different budgets. They both

share equally in our sales, and it is just a matter of taste as to what brand they are choosing. Currently, I am selling both Costa and Ocean Eyes and am very pleased with both lines.”

Product Development Manager Lori Comey of Westgate Lakes Resort in Orlando, Fla., sees strong sales in classics like Wayfarers and aviator styles. Yenier J. Marrero, spa, fitness and retail director for Naples Grande Beach Resort in Naples, Fla., said, “We carry Maui Jim sunglasses, and the top trends are vintage, oval, aviator, and cat-eye.”

Retail Manager/Buyer Mar-

cilene Smith of The Shops at Emerson in Mount Tremper, N.Y., pointed out the trends she is seeing are “100% UV protection, polarized, and floating for fishing.”

JuDik Ferguson and Alex Johnson, gift shop attendants, at Cheeca Lodge and Spa, photographed outside of the store. Namedropped souvenirs sell well for the shop, according to the director spa and retail.

hit, but a close second are the various straw hats we carry for both men and women. Keeping the sun off our heads while lounging on the beach or at the pool keeps the demand high on this accessory.”

At seasonal resorts with higher visitation in the warmer months, summer apparel and accessories become more like essentials than luxuries. Smith said they have strong sales in these categories because “We are in an isolated area with a good selection and quantity of products that are in need.” The more lightweight items are also a happy reminder of a treasured vacation: “We stock and sell ‘summer’ items year-round in Florida for our guests to use here and back home. Brightly colored items are uplifting, they ‘say’ Florida, and they’re fun and wearable souvenirs to take back home,” Comey said. And name-dropped or custom merchandise is also a great conversation piece when guests return home and share

vacation stories. One of Marrero’s most effective selling tips is to “have items for sale that identify the hotel and the city. Create a memorable experience for all our guests. Model our clothing. Create color tendency with clothing from the same line to create multiple sales and not an individual item sale,” he said.

As always, creating visual interest is key when it comes to merchandising, according to retailers. “I have found the quickest way to move items is to feature them in our window displays,” Thomsen said. “Keeping the windows fresh, visually appealing, and clutter-free brings in guests. Catching their eye as they walk by is my best advertising.” Marrero advised, “Have proper inventory level; be on top of all the market and fashion trends.” Comey has had success with grouping similar items: “We merchandise primarily by category, so all our fanny packs will be together in one section. We show similar categories adjacent to each other; for example, sunglasses, flip flops, sun hats and beach bags are displayed near each other. We will also show matching items together – for example, a baseball cap that matches a T-shirt.” Nishiguchi recommended intentional placement: “Be purposeful in your placement and try to tell a story. Creating vignettes with great lighting is key.”

Above all, Smith said, be adaptable and creative, as ongoing supply chain issues are still creating challenges when it comes to stocking and selling products. The ability to pivot and think differently continues to serve retailers well as they find new ways to catch and keep customers’ attention. ❖

A view of the sales floor at Westgate Lakes Resort in Orlando, Fla. The product development manager said maxi dresses, rompers and jumpsuits all sell well in the women’s apparel category.

Dianna Thomsen, director spa and retail at Cheeca Lodge and Spa. Men’s tops - everything from T-shirts to dress shirts - sell well for the store, Thomsen said.

Carving Out Sales Jewelry at

Cave and Cavern Stores

At cave and cavern stores, jewelry is as hot as ever. Amethyst is the top-selling gem just about everywhere, while vendors like Wheeler and A. T. Storrs remain go-to favorites.

But after two years of pandemic stress, demand for healing stones has soared. As masks as well as jackets come off, dangling earrings and other statement-making pieces are gaining ground.

“Our most popular jewelry dangles, and it does have gemstones,” noted Terran Radliff , retail manager at Howe Caverns in Howes Cave, N.Y. “With the removal of mask restrictions, you’re going to see a lot more women going back to those dangling styles.”

Metaphysical gems — said to promote emotional wellness — have been in demand, especially amethyst and rose quartz and the so-called “chakra” stones, which are associated with harmony and balance. “Anything with those seven stones sells big,” Radliff said. On a related note, zodiac and sun sign jewelry “is a trend that comes and goes, and it’s back right now.”

With cavern shoppers in the mood for rocks, it’s no

“It’s really versatile, which is a selling point. People will often add a metaphysical stone, or buy a bag of polished rocks so they can change up the stones to match their outfit.”

- Terran Radliff, Howe Caverns, Howes Cave, N.Y., commenting on cage-style pendants

surprise that necklaces and delicate bracelets incorporating gemstones are best-sellers. The most popular necklace styles at Howe Caverns include pendants with a single stone suspended from a coiled wire; the “tree of life” design featuring metal branches within a circle; and “cage” necklaces, which allow wearers to customize stones in an openwork metal pouch.

“It’s really versatile, which is a selling point,” said Radliff of the cage style, sold as a pendant with a single polished stone. “People will often add a metaphysi-

cal stone, or buy a bag of polished rocks so they can change up the stones to match their outfit.”

With supportive management, Radliff tries new styles each season to determine what works for the 800-square-foot store. Her favorite brands are Wheeler, with a plethora of choices, and Silver Forest, which has a popular rewards program. Successful new items typically incorporate gemstones or are nature oriented; those under $5 do especially well. “People looking for a memory that’s not too expensive,” Radliff explained. “It may be a kid who doesn’t bring a lot of money on a school trip, or a parent on a budget who still wants to buy something for each child.”

At Marengo Cave, a National Landmark that bills itself as “Indiana’s most popular natural attraction,” Store Manager Mary Jo Calhoun looks for unique items. “We try not to carry the same jewelry that every other cave carries,” she explained. To that end, Calhoun works with local artisans to customize pieces, and scours trade shows for new arrivals to showcase. “We play with different kinds of lighting and displays to catch people’s attention,” she said.

Natural materials — especially colorful gemstones like amethyst and carnelian — are always strong selling points. But as visitation rises at caves like Marengo, Calhoun is seeing two different kinds of jewelry shoppers. “Some people come in looking for pieces for healing, calming, anxiety,” she noted. “And some people just want pretty.”

Ann Dunlavy sees the same divide at Lincoln Caverns, which she owns in Huntingdon, Pa. “We’ve got customers who want crystals for healing, and others who go for colorful stones,” she said, adding that purple amethyst, pink quartz, ruddy jasper, black obsidian

Continued on page 56

Wheeler Manufacturing Co., Inc. has been designing, producing, and selling wholesale jewelry since 1946 and is the leading per-square-foot producer in the tourist, souvenir and travel industries. Contact them to see the latest product and determine which brands are the right fit for your store.

Carving Out Sales (From page 54)

and multicolored, ringed agate are all best-sellers.

Shoppers especially love jewelry under $5; gemstone cross necklaces are favorites in this category, along with shark’s teeth, mood and rock nugget necklaces for kids. A recent hit is the $7 recycled bottle bracelet from Holden, which “fits in with our sustainability mission,” Dunlavy noted. At $12, gemstone hearts are also favorites.

how Grissom came across the A.T. Storrs “Wild Pearle” line, whose eye-catching displays and $15-$20 tags have made it a best-seller for the West Liberty attraction. “It’s a decent quality product for the price,” explained Grissom. Abalone, with its mother-of-pearl seashell luster, is a favorite material.

Aside from getting inspiration from magazines and trade shows, Grissom also imports semiprecious gems directly from Brazil and has pieces custom made. Predictably, amethyst is tops — “that shiny purple gets people’s attention” — but quartz points and tourmaline are close seconds. Lately, Grissom has noticed a growing trend toward raw, unpolished stones — “that natural look.”

“We have a lot of locals who shop here because of our rocks,” explained Dunlavy, who has greatly expanded the gemstone selection in recent years. “And our prices are really good compared to other shops.” All-day themed programs — around bats, for instance boost sales with tie-ins including charms, earrings and mood jewelry.

For new merchandise, Dunlavy turns to favorite brands like Wheeler and A.T. Storrs’ “Medicine Stone” line, as well as cave vendors like Village Originals, Pike’s Peak Rock Shop and Nature’s Retreat. She also shops carefully at local trade shows — ”I like to hand pick” — and features an employee’s handmade wire-wrapped jewelry. “We look for things we don’t already have — a mix of unique items and pretty, vibrant, colorful pieces,” Dunlavy reflected.

More than a few cave retailers, like Manager Tim Grissom at Ohio Caverns, in West Liberty, Ohio, mentioned they found new vendors in SGN. That’s

New merchandise immediately goes on the Caverns’ social media sites, which Grissom said has been highly effective for the 2,400-square-foot gift shop. “Our cave is attractive, but a lot of people do come in here just to shop,” he observed.

The two-story retail emporium at Smoke Hole Caverns Resort draws all kinds of shoppers, from serious jewelry buyers to browsing vacationers. Shoppers at the 26,000-square-foot store will find everything from turquoise and silver Westernwear to higher end gemstone jewelry. Crystal, long beads and anything featuring rocks are popular. “They just buy it all,” said Owner Janet Henritz . “People come here because they know they can find it here.”

Assisted by her daughters, Jill and Janel, who are the buyers, Henritz sources crowd-friendly styles from trade shows (the Dallas Gift Show is a favorite) and trusted lines like Storke and Florentina as well as Brighton, which customizes classic silver styles with gemstones. “I still have all my Brighton jewelry from 30 years ago,” Henritz reflected. “It really lasts; the quality is there.” ❖

What Is Your Top Customer Service Tip?

After two pandemic years of social distancing and political upheaval, “people are really fragile right now,” observed Terran Radliff, retail manager at Howe Caverns in Howes Cave, N.Y. “If you approach with a gentle ‘How can I help? Do you have any questions,’ that opens the door.”

At Ohio Caverns in West Lib-

erty, Ohio, Manager Tim Grissom has also noticed that shoppers are “a little bit more on edge. So we try to be even kinder than normal,” he explained. “We want to show them how much we appreciate them being here.”

For Ann Dunlavy, owner of Lincoln Caverns in Huntingdon, Pa., service means a personal

touch. Everything from tours to the gift shop is tailored to guests’ needs; Dunlavy will even allow regulars to browse the gift shop by appointment when Lincoln Caverns is closed. “We’re small, so we’re very personalized,” Dunleavy observed. “I just try to make everyone who walks in that door feel special.” ❖

“We’ve got customers who want crystals for healing, and others who go for colorful stones.”

- Ann Dunlavy, Lincoln Caverns, Huntingdon, Pa.

Gifts for Home with a Collegiate Flair

Home Décor Merchandise at College Stores

At college bookstores nationwide, home décor items are often a part of the merchandise mix. In many cases it is a supplemental area, however, with stores focusing more on apparel items, small souvenirs such as stickers, and of course, textbooks.

In Boise, Idaho, at the Boise State University Bronco Shop, Store Manager Ally Cronin reported that home décor items include a variety of different clocks. “They’re all unique. We have one made from a wine bottle, a chrome finished clock, and a black one. I also have a wine and wine glass caddy with the Bronco head and our logo on it. That is also made from wine barrels.” Each of the items have the school logo or the Bronco head and logo.

According to Cronin, the store sells more of this merchandise due to display. “I was a visual merchandiser before I came here, so I always merchandise very carefully. That’s important with these items. We also have them on our store website.”

The location of Cronin’s store draws “everyone, alumni, students. These items are reasonably priced but more geared to alumni,” Cronin said. “The largest wine barrel clock, which is handcrafted is $195; the other clocks are in the $30 to $40 range, and the wine caddy is $39.95.”

There is a second Bronco Shop location, Cronin’s is downtown, the other is on campus, where some additional items are carried. The Bronco Shop online store has a variety of additional home décor items including a small cheese board and knife set with a Bronco football on the board; coasters created by Julia Gash, depicting many aspects of campus life from buildings to sports teams; Boise State picture frames; twin bedding sets in the school’s colors with the Bronco head logo; kitchen towels; and a Bronco logo throw rug.

At The Maverick Store located at Colorado Mesa University in Grand Junction, Colo., General Man-

ager Andrew Connolly related that “Home décor is not a massive category for us. It tends to be more about items such as CMU logo blankets and throws.” He noted, “They sell very well for us seasonally, in the winter and fall, or when there’s an evening football game.” The 7,500-square-foot store also offers “Desk accessory items, such as business card holders. While

Wine barrel wine glass caddies are available at the Boise State University Bronco Shop. The retail operation also offers logo bedding sets, kitchen towels, throw rugs and more. Continued on page 58

Gifts for Home (From page 57)

some of these items are being purchased by alums, most are purchased by students and parents. Parents make a lot of purchases,” he said.

Connolly added that there is a reason for alumni sales being not as strong as they might otherwise be. “We have a big alumni base, and we reach them. But we changed the name of our institution, so that alienates some people.”

In 2011, the Board of Trustees and the State of Colorado renamed the institution Colorado Mesa University to reflect the school’s growth, which today includes over 10,000 students.

Connolly related that the store also sells diploma frames. “The frames are our most popular décor-type item for alumni, and those can be done in the old name as well, but we cannot stock them that way.” The store also offers drinkware such as glasses and ceramic mugs with the school logo, name, or Mavericks team logo.

He noted that in the past, the store sold more elaborate décor items such as clocks, but those items did not do well at the store. Online, The Maverick Store also offers wooden signs with the school’s name and school colors.

To sell any of the décor merchandise Connolly now carries, he relies on display and social media. “We use cross merchandising for display as well as having a separate display area by category. We also display these items in our store windows. We use social media if we are promoting around holiday time, seasonally, or for

graduation.”

In Centralia, Wash., at the Centralia College Bookstore, Bookstore Manager Amanda Witt explained that “The majority of what we sell is textbooks and clothing. We sell some coasters, shot glasses, wine glasses, mugs, and blankets, but we do not offer a lot of home décor items.” She noted that “We display these items cross-merchandised attractively, but there’s just not big sellers for us.”

Both students and alumni buy these items at the rural campus, as do parents who are shopping for students.

In Olympia, Wash., Heather Schofher , store manager at The Evergreen State College Greener Bookstore, offers a range of small décor items, but by far the strongest seller are “Posters from Cavallini. Students just love those and buy a lot of them.” These posters have a nostalgic, vintage design that can be used to frame, hang up using the company’s Vintage Poster Kit, or just pin to a wall, they can also be used for crafts or as gift wrap. “Most students buy them and just hang them,” Schofher said. They’re made from high-end

Continued on page 60

Boise State University blankets are available at the school’s Bronco Shop. The school has both a downtown-Boise location and an on-campus store.

Ally Cronin, store manager, Boise State University Bronco Shop in Boise, Idaho. A visual merchandiser in her previous job, Cronin said careful merchandising is important to create sales for home décor items such as clocks.

Home Décor

Gifts for Home (From page 58)

Italian paper stock and run about 20 by 38 inches in size. They are not customized for the school. Logo décor items include “blankets, glassware, beer

“They’re all unique. We have one made from a wine bottle, a chrome finished clock, and a black one. I also have a wine and wine glass caddy with the Bronco head and our logo on it. That is also made from wine barrels.”

- Ally Cronin, Boise State University Bronco Shop, Boise, Idaho, commenting on the store’s home décor selection.

steins, shot glasses, and slate coasters. The blankets do pretty well, too,” she said. “But the posters are what really sell for us, because they are so inexpensive at just $2 each.” Selling more of these items is based on display in store. “We have a lot of mixed items by theme, and then we have other items in bins or within separate categories in the store. But when we do cross-merchandising, we usually have a mannequin in school apparel with other

Continued on page 62

ROUTE 66

A Boise State University logo clock. All of the clocks the school sells are unique, according to the store manager.

Home Décor

Gifts for Home (From page 60)

items placed around it.”

Drinkware is the one décor item that alumni purchase, according to Schofher. “They also purchase a lot of apparel. Alumni and students honestly spend about the same amounts; however the posters are popular mostly with the students.”

Overall, home décor is often a smaller category at college bookshops than apparel or the books themselves, but individual items can nevertheless be strong sellers at different campuses.

With that in mind, décor may be an area of merchandising that is prime for growth, or, unlike apparel and classroom accessories, it simply isn’t as large of a priority for student shoppers. According to store staff, alumni tend often to wear their school colors, supporting their alma mater with wardrobe rather than home items. On the other hand, perhaps the next big hit in college-centric home décor is just waiting to be discovered! ❖

Home Décor Product News Brief NB

Xplorer Maps Offers Gifts with Historical and Geographic Accuracy

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(For more information, visit www.xploremaps.com, or call 406-546-2659.)

Xplorer Maps maps are approved by National Park Service specialists and their respective non-profit partners.

Boise State University etched pub pilsners are available at the school’s shop. The school’s online store offers additional home décor items.

Tying Sales to Sea-Themed Gifts

Nautical Merchandise at Maritime Museums

Every March on the Annapolis, Md., waterfront, there’s an annual oyster roast and sock burning. You heard that right: Over a thousand people gather to watch local sailors burn their worn-out winter socks in a tradition that kicks off spring.

At the Annapolis Maritime Museum, Operations Coordinator Tracey Neikirk saw a retail opportunity. “We’ve worked with a designer to create our own two sock designs with oysters and crabs, a nice quality sock,” she explained. The socks sold briskly all winter, Neikerk said, and were expected to do even better as sock burning fever ratcheted up.

At maritime museums around the country, the winning formula is merchandise with a local touch. “We focus on the history and ecology of our working waterfront, educating people about the heritage of the area,” Neikirk explained of the 300-square-foot store’s mission. The museum gets plenty of visitors from the town’s downtown and its dock, as well as a park with popular summer concerts. And locals “are always looking to pick up something that relates to our area,” Neikirk added.

Souvenir books are a perennial bestseller. So are locally made candles in vintage-style containers reminiscent of the oyster cans once produced in the museum building, a former oyster processing facility. “It’s a unique souvenir for us,” noted Neikerk. Also popular are keychains and bottle stoppers molded from oyster shells by a Nova Scotia company, and wine glasses etched with the local skipjack (a boat used for oyster harvesting).

Ninety percent of guests at the Columbia Maritime Museum in Astoria, Ore., have traveled at least 90 miles to get there, according to Store Manager Blue Anderson . Many are river cruise passengers seek-

ing gifts for the people who took care of their pets or plants while they were away. “We really keep size and weight in mind when selecting merchandise,” observed Anderson. “And for those who don’t want to fill up a suitcase or the car, we offer shipping.”

At the Columbia gift shop, vacationers snap up boatswain whistles, map magnifiers, antique style compasses, spy glasses and globes from the Authentic Models reproductions line. “We also have a line of water-resistant outerwear that we sell year-round,” said Anderson. Those jackets sell particularly well during the summer months, when lightly dressed tourists are Continued on page 66

Souvenir socks and ships in bottles on display at the Annapolis Maritime Museum. Custom oyster and crab socks made by We Help Too sell well for the store, and fit in with the town’s annual spring oyster roast and sock burning.

Maritime Museum and Coastal Store Report

Tying Sales (From page 64)

surprised by cold Pacific winds. This year, Anderson brought in items themed around bees and beeswax to coordinate with a new permanent exhibit on shipwrecks. “We’ve been testing items in multiple categories, and they’ve all done well,” Anderson reported. “Kitchen items, scarves, food products, plush – if it has a bee involved, we’ll stock it!” She said the store is also expanding its Coast Guard merchandise, which is popular but underrepresented in the local market.

In Samoa, Calif., the Humboldt Bay Maritime Museum is slowly rebuilding its gift shop inventory as pandemic restrictions ease. “Revenue was really down, so I don’t have the revenue on hand to invest in a lot of new stuff,” explained Curator Don Hofacker , who cites the supply chain as another issue.

A perennial favorite, for all ages, are nautical knot-tying games. The most popular include Boaters’ Challenge and the Campers’ Game. Sold in kits that include decks of cards, “they do quite well, and they also teach a life skill,” Hofacker noted.

Locally oriented books are popular with every demographic. Seniors are more likely to visit in winter, when sales are slower; summer brings families with children and bored college students looking for something to do. “All summer, the items pretty much sell themselves,” said Hofacker. “Kids really enjoy jewelry featuring pirates and mermaids. There’s a real fascination with them.” As he broadens inventory, Hofacker hopes to add locally themed coloring books to the mix.

As of February, Chelsea Lane was still considering orders for the summer season at Maine Maritime Museum, where she is guest services manager. Most visitors at the Bath, Maine museum are out-of-towners, including a steady stream from the cruise ships that dock overnight near the museum.

Maine-themed maritime and historical books are best-sellers at the gift shop. “A lot of people see them as an opportunity to engage more with what they’re seeing here at the museum, and to broaden their experience of Midcoast Maine,” Lane explained. She tries to carry items from area artisans, such as the popular logo tees designed in nearby Brunswick.

Books are the best-sellers for all age groups at the Custom House Maritime Museum in Newburyport, Mass. “We get a lot of history buffs, because the museum is in a historic district,” explained Store Buyer Maureen Wolf . Nautical, preppy style jewelry from Peachy Pendants is also a top seller; with motifs like

Volunteer John Runyon of the Annapolis Maritime Museum Admission and Shop in Annapolis, Md. Merchandise with a local touch does well for the store.

Museum Operations Coordinator Tracey Neikirk of the Annapolis Maritime Museum. “We focus on the history and ecology of our working waterfront, educating people about the heritage of the area,” she said of the 300-square-foot store’s mission.

lighthouses, anchors and ginger jars, “it really speaks to the coast,” Wolf explained. “It’s also nicely made and reasonably priced.” A pair of earrings, for example, costs under $20.

Wolf estimates at least 60 percent of her customers are tourists. With ample competition from downtown shops, the Museum Store tries to avoid redundancy in its selection. “A lot of locals come into our store to shop because they know they can find unique things

here,” Wolf said.

Among this year’s items are a line of handcrafted pewter knick-knacks from Nova Scotia. “They are beautiful nautical pieces — tiny salt cellars, scallop shells with tiny spoons,” said Wolf, adding that Custom House is the first Newburyport vendor to feature the Amos Pewter line. Well priced under $25, the pewter trinkets were popular for holiday gifts last winter.

How Do You Reach Out To Boat Enthusiasts?

Nautically themed merchandise is a natural lure for shoppers who dock nearby. At the Maine Maritime Museum, boaters love decorative “half-hulls” — three-dimensional boat models that are halved and wall mounted. “They’re locally made on-site by volunteers in our boat shop, and a lot of time and effort goes into creating them,” said Guest Services Manager Chelsea Lane

The Columbia Maritime Museum in Astoria, Ore., doesn’t sell actual boating instruments. Instead, “labeling items such as sextant replicas and decorative maps with ‘Warning: Not For Navigational Use’ brings a smile to those who actually navigate,” reported Store Manager Blue Anderson. “We sell boat enthusiasts fun, marine-themed items for their homes or boats.”

Many waterfront institutions, like the Annapolis Maritime Museum in Maryland, cater to the boaters who dock nearby. “Our back lawn is directly on the Riverwalk, so we offer our ‘first mate’ museum members docking privileges at the museum,” reported Museum Operations Coordinator Tracey Neikirk. “They can walk into town

from the boat and enjoy a concert or have dinner. Being in between several boat yards, we have a captive audience.”

The Custom House Maritime Museum in Newburyport, Mass, also caters to port arrivals. “People dock here and make a vacation of it,” said Store Buyer Maureen Wolf. Knowing that boaters love to entertain on deck, Wolf ordered wine cozies specially printed with a nautical map of Newburyport. Marine-themed

paper napkins, bottle openers and handmade cutting boards are also popular with recreational sailors.

After all, while tourists come and go, boaters are part of the fabric of any coastal region. “We are a boating community; we’ve got a lot of local fishermen,” noted Don Hofacker, curator at the Humboldt Bay Maritime Museum in Samoa, Calif. “And our museum is a real community center. We promote tourism all around here, and they appreciate it.” ❖

At the Annapolis Maritime Museum in Annapolis, Md., candles made by the Annapolis Candle Company sell well as unique souvenirs. The containers are reminiscent of the cans once produced in the museum building, a former oyster processing facility, and one style features “Skipjack” on the label. A shipjack is a boat used for oyster harvesting.

Bringing to Mind Where Sea and Land Meet Best-Selling Coastal Gifts

By Sara Karnish

Coastal gifts bring the beach to your home any time of year. Whether steps from the shore or several states away, coastal gift shops offer a wide selection of sea-inspired merchandise to appeal to a diverse customer demographic.

“My vision when I opened the store was a seaside cabin, filled with old furniture, full of shelves, but with a nice garden area,” explained Joanne Meeks, owner of Whimsical Wishes in Plymouth, Mass. “Our best-sellers are the [framed prints of] writing in the sand by Lisart of Maine, but we also sell a lot of 18-inch signs with sayings on them that I call ‘shelf sitters.’ People usually buy the ones that are funny—people need to laugh! We also sell a lot of jewelry, and garden [items.]”

Customers looking for an eclectic mix of merchandise— coastal gifts and souvenirs alike—can find it at Sessoms’ Gifts and Candies, a staple of the Sea Isle City, N.J., community for 50 years. Among their variety of items, Owner Roberta Sessoms said mugs are a top seller. “We kind of have three stores in one,” she explained. “One is a fudge shop, and the other is a gift shop with nautical items, natural items, and the more inexpensive souvenirs and mugs. We carry a lot of pirate stuff, and we’re the only ones on Sea Isle to sell live hermit crabs. The third ‘shop’ is called Below Sea Level, and that has the T-shirts and sweatshirts. We just started carrying the Puppie Love line, and we do well with that.”

Chris Sorenson , owner of Beachy Keen in Sea Isle City, N.J., said their best-sellers are imprinted stone coasters from Lantern Press which show beach scenes and/or are namedropped with “Sea Isle City,” making them the perfect souvenir for customers who want something small to easily fit into a suitcase, yet are unique to a location. Sorenson added, “We encourage our imprinted modern items, such as our coasters. We have one with a heart made of stones that is wonderful for beach brides or an engagement gift. Coasters have a practical use and also bring back memories of your visit.”

Owner Jennifer Kulikosky of The Blue Coast in Hamburg, Pa. Kulikosky brings coastal gifts to an audience that doesn’t live near a coast.

Maritime Museum and Coastal Store Report

Jennifer Kulikosky , owner of The Blue Coast in Hamburg, Pa., knows her store is quite a distance from the ocean, but that’s part of its appeal. Kulikosky said she wanted to bring “coastal gifts to people who are not near the coast—people who are ocean lovers but don’t get to the ocean. They enjoy seeing these things [coastal gifts] year-round.” Bestsellers in her 600-square-foot store include “the Para Vida line of jewelry—it ranges from $5 to $30. We also have a candle line called Surf’s Up out of Bellmawr, N.J., and the biggest one is about $22. The Four Oceans bracelet always does well. Most of what I sell are small things—small tabletop décor, small wall hangings. I don’t sell a ton of large pieces. It’s easier for someone to walk in and buy a $22 candle rather than a $300 wall hanging.”

One of the best ways to carry merchandise

Continued on page 70

Coasters on display at Beachy Keen. Imprinted stone coasters from Lantern Press are best-sellers for the store.

Bringing to Mind (From page 69)

unique to a store, not just a tourist-heavy area, is to seek out items by local artisans, crafters, and vendors. Supporting other local businesses is a great way to market local talent and ensure your inventory is truly unique. “I work with local artisans and vendors as much as I possibly can,” Meeks said. “I think it’s important. And people like to know the story behind the products. They appreciate that little bit of information. I like to be able to say, ‘This woman makes this.’ I know many of the [vendors] personally.”

Sorenson said Beachy Keen has been trying to work with more local companies, and said they are looking forward to adding more local products to their merchandise mix. Sessoms said, “People want to come in and buy from local folks,” adding they carry Philadelphia, Pa.-based Asher chocolates and a few items hand-painted by local artists.

Retailers utilize different techniques to encourage sales. Being a pushy or aggressive salesperson is not preferable; retailers interviewed for this article said they try to be helpful and visible, but largely stay in the background while customers browse. “I encourage

How Stores Use Color for Sales Success

Color has a tremendous impact on our outlook. Bright colors inspire happiness and energy; soothing pastels inspire calm, tranquility, and a more relaxed attitude. In retail stores, color palettes are chosen thoughtfully, with the intention of making customers feel relaxed and comfortable. Coastal gift stores are no exception.

At Beachy Keen in Sea Isle City, N.J., aqua is the color of note, clearly as a nod to the surf and sky. “It makes for a relaxing shopping environment,” Owner Chris Sorenson explained.

Likewise, Owner Jennifer Kulikosky of The Blue Coast in Hamburg, Pa., said she has chosen “all shades of blue. I’ve found that most customers gravitate towards blues—they’re relaxing

and calming. Most merchandise comes in shades of blue…except flamingos,” she joked.

Joanne Meeks, owner of Whimsical Wishes in Plymouth,

Mass., said she leans toward earth tones, particularly shades of blue and green “because they are the colors of the ocean, plus very relaxing,” she explained. ❖

A candle line called Surf’s Up of Bellmawr, N.J., is available at The Blue Coast.

Merchandise on display at Beachy Keen. The store’s color of note is aqua, which the owner said is a relaxing hue.

people to buy what they want and really need,” Kulikosky said. “I’ll tell them to think about it and come back. And they’ll do that—they know I’m not just pushing something on them to make a sale. I’m not a pushy salesperson—if I think something is right for them, I’ll tell them why I think they should buy it. I give them my honest opinion. It’s helped my business—my customers will tell others about the nice shop with the nice salesperson. I’ll encourage add-ons, but I’m not super pushy.” Because of their long history in the business community, Sessoms said they see many of the same customers year after year. “We have good quality merchandise. We don’t push anything. People come back year after year because we have good quality and good prices. We’re not pushy at all. We’ll just ask customers, ‘Is there anything you need?’ I like to let customers look through the store. Someone can come into our shop several times and never see it all. There’s just so much stuff in our store,” she said.

When it comes to merchandising, retailers often must be creative and make the most of their space. “I like products

A display of jewelry at The Blue Coast. Best-sellers for the store include the Para Vida line of jewelry with prices ranging from $5 to $30.

Maritime Museum and Coastal Store Report

Bringing to Mind (From page 71)

that go together,” Meeks said. “I don’t have much space [400 square feet], so I must make do. I group like items—bowls, glasses. I don’t have a theme, so much, as I just group similar items.”

Kulikosky said, “I merchandise by color. I think that’s important. And also by theme, so I’ll do sea horses, sea turtles, pineapples. I also change my store around about once a week. I’m constantly moving things around. Someone will not see something for weeks, then I’ll put it in a different place, and customers will think it’s new.” Sessoms utilizes glass display cases for much of their merchandise, so it is easy for customers to see. Even in the coldest winter months, coastal gifts add a little bit of summer sunshine to any home or garden. Unique inventory and sea-inspired colors speak to customers looking to create their own little piece of paradise, wherever they may be. ❖

Chris Sorenson, owner, Beachy Keen, Sea Isle City, N.J. Sorenson said the store is looking forward to working with more local companies to add their products to the merchandise mix.

Showcase Product News Brief NB

LaserGifts® Offers the Legacy Knife

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(For more information, visit www.lasergifts. com or circle 20 on the reader service card.)

A display of sunglasses and gifts at The Blue Coast. The owner keeps the merchandise on the smaller side so it is easy for shoppers to buy and walk out with their purchases.

Beautiful and functional, The LaserGifts® Legacy Knife makes for a memorable souvenir.

Owner Anne-Marie Rose of Bridge Connections Rep Company.

Justin and Thomas of Starz Puzzles, LLC.

Quality Gifts at Resorts Unique Practices from Unique Locations

Resort guests don’t always want to bring home a namedropped T-shirt or magnet. Sometimes they prefer a souvenir that is a bit more sophisticated or meaningful. With this in mind, resort shops stock a select amount of higher price point merchandise for guests seeking unique, quality gifts for themselves or someone special.

At the Spa Boutique at Topnotch Resort in Stowe, Vt., which measures a cozy 600 square feet, Spa Manager Alex Braaten said their various skin- and body-care products are top sellers in the quality gift category. “For us, products we use in the spa are very popular because you can experience the product before committing to it,” she explains. “Since we offer luxurious treatments, the skincare, body care, and even hair care items are on the higher end of the pricing scale and our guests love the high quality of the products we offer.”

Kitchen and houseware items with a local flair are standouts in the quality gift category at The General Store at Rush Creek Lodge and Spa at Yosemite [National Park] in Groveland, Calif. “We work with a local craftsperson named Lori, of Lori’s Woodworking. She makes the most beautiful, handcrafted cutting boards from hardwoods. They are available for sale in the shop and also used in the Tavern as charcuterie boards. They are a lovely, unique, and functional reminder of a great vacation,” said Darcy Locke , assistant retail manager.

Michele Johnson , retail manager for The Boutique at Mission Point at Mission Point Resort on Mackinac Island, Mich., said gifts with local flair of any kind— whether made by local vendors or products that reflect the area in some way—are their biggest sellers. “I carry over 25 local Michigan artists in the store,” she explained. “I have a silversmith who does beautiful jewelry for us. They are one-of-a-kind pieces—they

are displayed in a cabinet near the register so we can tell the story [of the items] and people can see them. We have candles, we have woodworking—all custom pieces.” Supporting local vendors and the community is at the heart of what Mission Point is all about, Johnson explained. “We believe that supporting local is the key to not only the island, but the resort itself. When people come on vacation, they’re looking for unique, locally-specific items. I love having so many Continued on page 78

Wood décor makes for a warm environment at a Lake Quinault Lodge gift store. Higher priced gifts at the store are typically locally made. Photo courtesy of Aramark.

Resort Report

Quality Gifts (From page 76)

things that are locally made. Guests ask for them year after year. Vendors come to me via referral. We had one jewelry artisan who was staying at the hotel. She walked into the store, handed me her card, and said, ‘I’d love for you to carry my work here.’ [The local artisans] are a tight-knit community—they often refer each other. I’ll look to them to see if items will fit with our store. I also look to see if they can put our logo on the items—that’s also very important. People love logoed items.”

Johnson added that glassware is another big seller: “I have a stemless wine glass with our logo on it— two Adirondack chairs—it’s one of our top sellers. It’s a fun gift to bring home.” Edward Delgado , director of retail for Aramark Destinations, the retail

something that will reflect their experience on the lake.” Their small but meaningful selection of Native American and artisan jewelry is another way customers can bring home a unique souvenir representative of the area.

vendor for Lake Quinault Lodge at Olympic National Park in Quinault, Wash., said they sell stemware and beer steins engraved with the Lake Quinault logo in the store, and customers who order beverages at the on-site restaurant can purchase their glass as a souvenir. According to Delgado, the quality gifts in the 1,200-square-foot shop at Lake Quinault “are usually going to be your local gifts—either made on the Olympic Peninsula or West Coast of Washington. We sell pillows, lotions, lavender products from Sequim [a town in Washington]. Another top seller are Pendleton products. They’re an Oregon-based company, but a national brand known for their high-quality blankets. We sell quite a few of them.” He added, “I try to find things the customers will love and will remind them of their experience in Lake Quinault. They want

Artisan jewelry, particularly custom pieces, are usually among resorts’ biggest sellers. Braaten said they carry it at Topnotch and it does well. “We are currently carrying a great jewelry line that is made by a local artist in Stowe and she also makes custom pieces on request. Artisan jewelry is unique and special, and it gives the feeling of something more personalized. Guests love buying something they cannot buy in most stores. Most of the time the artisan jewelry made in small quantities adds a layer of exclusivity people enjoy and adds value to the product.” Braaten added it’s important to support local vendors: “Nowadays you can purchase pretty much everything online, so to offer items which are locally made makes guests more interested in them. Local artisan products do well in Vermont and a town like Stowe. Guests want to feel connected to the place when they visit, and they can do that through the local products. Also, a locally made item works as a souvenir that reminds them of the experience and adds a sense of place. Local items can be ‘trendy’ in the sense that they are popular for a certain area before spreading on a wider scale. For example, the CBD craze started in Vermont a few years ago, earlier than other states. Offering CBD products in our Spa Boutique when it wasn’t available elsewhere made it a very sought-after product, as well as a great gift for guests to bring home with them.”

Locke explained, “We carry a small selection of sterling silver and natural stone jewelry, as well as some handmade craft jewelry in the General Store. We do quite a bit of business in both categories, but the lower priced pieces sell better to young people.” She added, “Because we are a General Store and also supply groceries, beer and wine, we sell quite a bit of glassware and mugs. They are very popular branded items for us. Our customers like to take home a small item that reminds them of their adventures at our resort and at Yosemite National Park.” The General Store measures approximately 1,200 square feet.

Although merchandising is essential for all items,

A view of the sales floor at Lake Quinault Lodge at Olympic National Park in Quinault, Wash. Engraved stemware and beer steins are sold as souvenirs at the store. Photo courtesy of Aramark.

retailers say for the quality gifts, sometimes unique positioning is necessary. “A lot of thought and consideration goes into the displays around the higher priced items,” Locke continued. “Maintaining a clean, bright and focal location while making sure to refresh the merchandising regularly is an important part of our business.” Carrying products by local vendors is an important part of Rush Creek’s retail mission, as well. “We have a small amount of local artisan jewelry and personal care products. We try to focus on bringing in pieces which are unique and representative of our area. They are a little soft as far volume drivers but add a personal touch that is irreplaceable,” Locke said.

Delgado said, “Displays should be clean and not cluttered. Keep them simple. I might add a prop or a plant, maybe some signage, but the focus remains on the product. The customer should really be able to see the item, especially if it’s something

An exterior view of the Lake Quinault Lodge. The resort’s store carries Pendleton products, an Oregon-based company know for highquality blankets. Photo courtesy of Aramark.

Resort Report

Quality Gifts (From page 79)

high end. We really want to focus on it and make the experience great.” He said the return guest motivates the retail team to keep the inventory fresh and new. “Someone who comes to Lake Quinault Lodge—[most] have been coming for many, many years. They have lots of experience going back and forth with their families. It’s a nice way to purchase items for the gift shop—I’m always challenged to find something new, exciting, and local. That’s the beauty of Lake Quinault—the return customer who always wants to find something new. It’s fun.”

Johnson strives to give customers a visual recreation of the average home in the 1,200-square-foot Boutique to determine what items may look like in various rooms. “I have the store set up in such a way that there

is actually furniture—wooden tables, wooden shelving units. Display is very important,” Johnson stressed. “We have a large wooden table [in place] right as you walk in the door—on it, we display everything from an $11 candle to a $200 afghan which was made by a local island resident. Flow is so important. I make it so when a customer walks in, it’s almost like walking into your own home. Can you look at a piece and see it in your home? For the clothing, I have complete outfits on mannequins. You have just a few seconds to capture your guests’ attention. Most people come in and say, ‘Wow, this place is so welcoming,’ then you have a quality product, and a locallymade product—it’s a win-win for everyone. We see the boutique as a small reflection of the hotel and its focus on customer service and supporting local—that’s our goal at the end of the day.”

A Mission Point Resort store display of Michigan gifts. The Mackinac Island, Mich., resort counts locally made products as their biggest sellers.

Having a Vision for Selling

Visual Merchandising and Display at Resort Stores

As its name suggests, the Historic Occidental Hotel is a grand old building in Buffalo, Wyo. And Co-Owner Jackie Stewart takes advantage of its vintage details when creating gift shop displays. “We make use of old cabinets, of our ceiling,” she said. Quirky charm suits both the hotel’s ambiance and its retail selection, which Stewart described as “eclectic.”

Tiny or expansive, local or corporate, resort gift shops are as different as their properties. Retailers like Stewart know how to visually merchandise to appeal to their particular demographic — be they fly fishing vacationers or beachgoers browsing for cover-ups.

With a lot of visitors from Europe, Stewart showcases smaller items like agate pieces, arrayed temptingly on the counter. “Travelers who are going to fly home can pick up little things, but not big things,” the retailer explained. For the same reason, Western themed books — easily slipped into the suitcase pocket — are on prominent display.

The past two years were the busiest ever at the 750-square-foot gift shop, despite the downturn in European tourism. “The Americans have been out and about, and they buy everything,” said Stewart, who has sold reams of hotel logo tees, hoodies, and drinkware. For a new line of wind bells, Stewart bought the vendor’s display — a strategy that saves energy while effectively showcasing a product.

Vacationers love local souvenirs, so Stewart puts items like honey and candles where people can easily see them. “If I can support our local artisans, I do,” Stewart said. One recent winner in that category was a line of woolen products, such as sweaters and yarns, from the nearby Mountain Meadow sheep farm and wool mill. “We did a new display of his stuff, and boy did it pop,” recalled Stewart.

The gift shop at The Greenbrier Inn in Killington, Vt., “is set up in vignettes,” said Owner Kathy Iannantuoni . “We’ll work around a color, a theme. That’s what sells things.”

For example, an hors d’oeuvre theme will incorporate wooden charcuterie boards, cocktail napkins, and

ceramic serving pieces alongside cookbooks and candles. A color theme, meanwhile, might feature accessories like scarves, jewelry and bags in coordinating hues.

Iannantuoni does all her own displays, and like many in the industry, reports two consecutive banner years for the Greenbrier gift shop. It helps that with 7,000 square feet, the store has plenty of room to work with; shoppers will find appealingly organized sections for toys, children’s wear, entertaining and so forth. “It’s very compartmentalized,” Iannantuoni explained. This was the busiest winter ever at Cottage Place on Squam Lake in Holderness, N.H. Yet the retail and hospitality business suffers from a labor shortage — which is why Natalie Palmer , the resort’s manager, does all the displays together with her mother at the Cottage Shop. “We know how we like it to look,” Palmer explained.

- Kathy Iannantuoni, The Greenbrier Inn, Killington, Vt., commenting on creating vignettes in the store.

As her mother steps back from the business, Palmer plans to transition the Cottage Shop from a boutique to more of a gourmet convenience store. She envisions a place where guests can pick up anything from snacks and toothpaste to gourmet local treats that double as souvenirs and thank you gifts for the people watching the plants or pets back home.

Continued on page 82

“We’ll work around a color, a theme. That’s what sells things.”

Resort Report

Having a Vision (From page 81)

Meanwhile, the family’s display philosophy remains the same: “We do like with like,” Palmer affirmed. “Anything Christmas themed or both themed, it’s all together in one place.” The only time that hasn’t been successful, she added, was an ornament display that was too excessive for its limited space. “We had too

“Once finished, back away and see if it catches your attention. At the end of the day, everyone is a consumer. Would you buy it?”

are just too crowded,” observed Beverage. Still, she keeps merchandise visually organized by grouping related products together — apparel, glassware and so forth. In the new space, “we’ll be trying to get more West Virginia made products and crafts,” Beverage added.

Megan Kiley , director of retail at Florida’s Streamsong Resort, feels it is paramount to minimize clutter. “Overwhelming your customers turns them off,” she said. “We focus on simplicity and ease of shopping. We try to arrange the store so that the customer never has to ask where something is.”

many of them together, and it all just did not sell as quickly as we’d hoped,” Palmer noted.

More space will certainly make a difference for the Elk Springs Resort and Fly Shop in Monterville, W.V. Manager Amanda Beverage said the gift shop hopes to reopen in a larger space by this summer, with more room to display the popular resort hats, T-shirts, and Appalachian glass products. (The resort also has a fly shop that specializes in fishing gear.)

In the current space, around 100 square feet, “things

Kiley keeps displays interesting by mixing products to hold guests’ visual attention. “Keep it flowing throughout the shop avoiding any dead space,” she advised. “And make a statement through a welcome display or window display; you need to catch their attention to keep them looking. The entrance sets the tone for the rest of the store. If they aren’t interested in the front, they aren’t interested in the back.”

When training staff, Kiley emphasized “layering” technique — adding dimension through varying levels and heights, along with props like books and multiple products. Less is more, she said, and no display is permanent: If a section isn’t selling, it’s easy to redo. “Once finished, back away and see if it catches your attention,” Kiley added. “At the end of the day, everyone is a consumer. Would you buy it?” ❖

Gift

and

Souvenir Product News Brief NB news brief

Stuffed States USA Are Fun and Educational

Newcomer on the gift and souvenir scene is Stuffed States USA. Cute plushies made in the shape of each United States state, each one has a friendly smile. Super collectible and educational to boot, customers can collect them as they travel our beautiful country.

Stuffed States are perfect for resort and hotel shops, airport stores, museum stores, national and state park entrances, amusement parks and zoos, and tourist kiosks. And are also great for locals and college students who want to show their state pride by purchasing them at brick-and-mortar gift shops and bookstores. Custom college colors are available.

A great fit for carry-on bags, each state measures no more than 8 inches by 5 inches. Traveling parents/grandparents will find them to be a unique gift to take home to the kids. It’s a geography lesson disguised as a smiley new friend. Tweens and teens will love Stuffed States too, and they make for a cute dorm décor addition.

(For more information, call 310-554-8855 or circle 37 on the reader service card.)

Shop owners love Stuffed States because they are a unique cross over gift that satisfies many types of customers.

- Megan Kiley, Streamsong Resort, Streamsong, Fla.

From the Classics to What’s Current Trends in Games and Puzzles at Pharmacies and Hardware and Toy Stores

By Sara Karnish

Games and puzzles are standard fixtures on toy store shelves, but they are also available in some non-traditional niche retailers—namely, hardware stores and pharmacies. In interviews for this article, these merchants said stocking items like games, puzzles, and other toys are part of meeting customers’ needs—although they come in for the core service, patrons are often pleasantly surprised at the other items they find in the store.

Diversifying is the key to long-term success. “Most of the time, even if you are ‘just’ a hardware store, you have to bring people in for something else,” said Wendy Morgan , CFO of two Coast Hardware stores in Willits and Fort Bragg, Calif., and a third store that exclusively sells hardware. “To me, retail is a very difficult business to be in these days, especially those with brick-and-mortar locations. In small towns, you have to have something to keep people’s interest. We have other hardware stores in the area—Fort Bragg alone has four. If you don’t figure out another reason to bring people into your store, someone will be out of business. There’s not enough room for just a hardware store. I’m always looking for new things to feature.”

Isabel Danielak , manager/buyer at Silverton Pharmacy and Gift Shop in Toms River, N.J., said games and puzzles have been part of the store’s inventory throughout its long history. “We sell a lot of Masterpiece and Springbox puzzles. In games our big sellers are the classics—Monopoly, Clue, Perfection, Trouble. Games have always been good sellers for us, but we’ve noticed an increase in the last few years. With fewer big box stores around us, there are fewer places to get them, so [customers] come here. People are spending more time with family. Even when they are going somewhere with family, they’re taking a game with them,” she explained.

Games and puzzles continue to bring in strong sales at full-service toy stores, as well. At Island Treasure Toys, with its flagship store in Freeport,

Emily Drappi, owner/buyer, Island Treasure Toys, Freeport, Maine. Drappi said they can’t keep popular Rubik’s Cubes in stock.

Games, Playthings and Plush

Maine, and three additional locations in Kennebunkport, Bath, and Yarmouth, Maine, the topselling games are “Throw, Throw Burrito, and a new one called Kids Against Maturity, which is kind of a kid-friendly version of Cards Against Humanity. Pokemon, and the Simon guessing game. [Also] Catch the Snitch from Spin Master and [classics like] Scrabble,” according to owner/buyer Emily Drappi. “Puzzles are still popular—they were really strong in 2020, then it kind of cooled off in 2021. This year so far, we’ve had a strong puzzle season. Our big sellers in puzzles are Ravensburger and some more ‘brain teaser’-type puzzles. And Rubik’s Cube—we could not keep them in stock.”

Games and puzzles are popular at World of Toys in Berlin, Md., but there are plenty of other items available to tempt customers in their 4,800-squarefoot location. “We have over 15,000 items in the store,” explained Owner Olga Kozhevnikova . “In games, our big sellers are Taco Cat Goat Cheese pizza, a popular card game for ages 8-plus. Lots of games for older kids—Katamino Family, a logic game. For teenagers and adults, Ticket to Ride, Catan, Continued on page 86

Construction toys at Big Smile Toys at The Hardware Center. The majority of the toy department’s clientele are grandparents and young families who remember and love classic games, according to the toy manager.

Games, Playthings and Plush

From the Classics (From page 85)

Thames and Kozmos escape room games [sold well].” In puzzles, Kozhevnikova said, “We carry name brands like Ravensburger, White Mountain, Cobble Hill. We have ones starting at 25 pieces and up to 2,000 pieces. We have a puzzle line by University Games. They’re mystery puzzles with eight titles. You read the little

10-page story, then put the puzzle together—you have no idea what the picture looks like [until it’s finished]. They’re very popular.” She adds, “Games and puzzles are selling so well because kids are spending a lot of time with electronics, and parents want to get them away from them. And a lot of older people do puzzles to stay occupied. When I have free time, I do them

Top Games and Puzzles for Kids and Adults

Games and puzzles have the same timeless appeal of other toys. In the last few years, families spent more time together than perhaps ever before. Game Nights became a common fixture in many households at the height of the COVID pandemic as children and adults looked for different activities to do together.

Emily Drappi’s top game suggestions for kids and adults to play together are Kids Against Maturity, Mind the Gap, and classics like Scrabble, Battleship, and Chess. “One that I like and recommend for different ages is Tenzi. And Buildzi, where each person gets a little set of blocks in the same shape. You race to build the tower the fastest,” explained the owner/buyer for Island Treasure Toys, which has a flagship store in Freeport, Maine.

Olga Kozhevnikova, who owns World of Toys in Berlin, Md., recommended “family puzzles”, which consist of 350 pieces featuring themes like The Wizard of Oz, Alice in Wonderland, and different states. Also, “mystery puzzles. I’ve done one of them with my kids. It’s a good puzzle to bring the family together. Ravensburger has good quality Disney puzzles with good quality pic-

tures.”

Wendy Morgan, CFO of two Coast Hardware stores in Willits and Fort Bragg, Calif., said for generational games, “It goes back to dominoes, Yahtzee, and some of the newer kids’ games like Apples to Apples and Jenga. They’re entertaining for kids and adults. Then you have your [games like] Connect Four, Sorry!, Clue, and the themed Life games, like Super Mario. Also Uno, cards, games that have been around for quite some time. I mean, who doesn’t like Uno? Maybe they’re still popular because the adults relate to the games. They remem-

ber playing them as kids.”

Isabel Danielak, manager/ buyer at Silverton Pharmacy and Gift Shop in Toms River, N.J., also recommended the tried-and-true classics like Monopoly, Clue, and checkers, as well as Sorry!

Toy Manager at Big Smile Toys at The Hardware Center in Paoli, Pa., Bebe Feimster said, “Many of the classic games are family friendly. Candy Land and Chutes and Ladders are great for younger kids, and Clue, The Game of Life and Scrabble are good for families with older children. Puzzle companies also manufacture Family Puzzles, which have different size pieces so the whole family can enjoy putting them together. Three hundred-to-500-piece puzzles seem to be popular for families to do together.” ‘Family time’ has taken on new importance as a result of the pandemic, and games and puzzles have become favorite family pastimes. “When people were stuck at home, they needed things to do, especially as a family. Group activities such as playing games and assembling puzzles was (and is) an inexpensive and entertaining pastime. Many of our customers have told us that they never did puzzles prior to the pandemic, but now they love it!” ❖

Bebe Feimster, toy manager at Big Smile Toys at The Hardware Center in Paoli, Pa., photographed with puzzles and games. Feimster said family puzzles with different size pieces let the whole family enjoy putting them together.

myself. My daughter will do the puzzle with me, but on her own, she wouldn’t. They’re a way to bring families together. Last year was our best year ever. We have a great selection. The games and puzzles we carry—you wouldn’t be able to find them in the stores around us. Customers take advice from us before making their purchase.”

At Coast Hardware, Morgan said she’s found that puzzle sales are seasonal. “For instance, around the holidays, Christmas scenes sell. In the spring, it’s pastels—lighter colors, brighter colors. Your tried-and-true sellers will be anything with animals. We also sell complicated puzzles, when everything is the same color, or there are just a few colors. I’ve sold puzzles for a decade or so—they turn pretty consistently. The last few years, the sales were out of control, but people were at home, and there’s only so much TV you can watch or Internet you can look at.” Morgan is in a rural area of northern California, near the Oregon border, and said she has a large clientele of traveling nurses who work for the various hospitals and clinics in the area. “I have a good clientele there, because they’ll come out and stay for

a month or so, and it’s something to do when they’re off,” she explains. Morgan carries a variety of indoor and outdoor games, noting they are also seasonal— “When it’s raining or the weather is bad, people will buy more Jenga and the indoor games. We also sell outside stuff—cornhole, balls, horseshoes. It’s not unusual for game sales to be seasonal.”

Rather than stock a few shelves’ or an aisle’s worth of toys, Big Smile Toys at The Hardware Center in Paoli, Pa., is an entire department which has been a fixture in the community for many years. Games and puzzles remain strong sellers in the toy category. Toy Manager Bebe Feimster said, “Our number one line in puzzles is Ravensburger; best sellers are 500- and 1,000-piece puzzles. They sell well because puzzlers love the quality and images from Ravensburger, and the puzzles are made in Germany.” In games, Feimster said, “We sell a great deal of classic games such as Candy Land, Sorry and Rummikub, just to name a few. The majority of our clientele are grandparents and young families who remember and love those classic games!”

Retailers rely largely on their sales reps and attending annual trade shows (both in-person and virtually) to keep up with trends in the game and puzzle categories. Kozhevnikova said she works with over 100 different vendors; she and Drappi are also members of the Good Toy Group, a buying collecContinued on page 88

Stevie Tagye, sales associate, photographed with puzzles at Big Smile Toys at The Hardware Center in Paoli, Pa. Rather than stock a few shelves’ or an aisle’s worth of playthings, the store offers an entire department of toys.

A game display at Big Smile Toys at The Hardware Center. The toy manager said the store’s number one line in puzzles is Ravensburger.

Games, Playthings and Plush

From the Classics (From page 87)

tive of toy store owners. Drappi said the group has been helpful when it comes to learning about the latest and greatest toys of all kinds: “They help find new products for us. That’s how we learned about Kids Against Maturity. I also find out about a lot of games from our customers, and I’ll order them because of their interest.” Drappi is seeing single-player game sales increase. “Some parents are working or trying to get kids off screens, so they seem to be trending a bit,” she said.

Displaying games and puzzles can be a challenge because of limited space versus the size of the items’ boxes. At Silverton Pharmacy, Danielak said puzzles are on a spinner rack and games are on the store shelves in their 8,000-square-foot space. Feimster said at Big Smile Toys, “we find that if you have the space, it is best to face the boxes out, rather than having them on the shelf showing the box sides. We display games by age, which makes it easy for customers to find an appropriate choice. Puzzles are displayed by piece number.”

Kozhevnikova said, “Customers can see every title. We rarely have boxes facing sideways. On every puzzle, you can see the picture. We have a big aisle of kids’ puzzles that go from older to younger kids. We have a table in the store where we’ll put out new games so customers can play. We can explain the game, they can play it. We have around 30 titles on the game tables. We change them up now and then. Certain games stay on the table, others we switch around. This year, a lot of companies raised their prices. We have to watch. We trying very hard to find discounts to keep prices low for customers.”

Drappi said games and puzzles each have their own section in Island Treasure Toys’ 3,000-square-foot flagship store. “Nothing too creative [in merchandising] at the moment. Before the pandemic we had a big table in the game section—we had a lot of games out for people to demo. It’s much harder to demonstrate how games work when they’re in the box. Right now we do more explaining than showing.” She said they used to have a Team Game Night for the team members at all four of their locations to bond and try out new games.

Morgan said, “I am a hardware store, so everything is on shelves. You have to keep it looking full, fresh, and always changing. When it gets stagnant, you’re stuck with what you have. Over the last few years, it would get stagnant because I just couldn’t get things in. We had to work with what we had. We would keep rotating them and moving them around. Customers understood.”

As niche retailers continue to explore new offerings and toy stores evolve their inventory to meet customers’ requests and stay current with trends, games and puzzles will likely remain popular with children and adults alike. ❖

Toy Manager Bebe Feimster of Big Smile Toys at The Hardware Center. Feimster said games and puzzles remain strong sellers in the toy category.

Colorful Name Train toys at Big Smile Toys at The Hardware Center. The store’s toy department has become a fixture in the community.

Finding Fun Beyond Games Trends

in Plush, Dolls and Action Figures at Toy Stores

Children need their own special friends for pretend play or to cuddle with at night. Toy retailers say plush, dolls, and action figures remain popular as ever.

“In plush, hands-down our best-sellers are Squishmallows,” said KC Olafsson , co-owner of Monkey Fish Toys in West Chester, Pa., with husband Mike. “They’ve become such a craze over the last two years, mainly because of social media and TikTok influencers. The products are very soft. Now that everyone is on the hunt for them, they continue to be a sales driver. Barbies continue to be a traditional sales item kids want. There are no stores

near us with such a wide variety of Barbie dolls. Our store is really gaining ground as the place to go for Barbies. In action figures, a big seller is definitely Goo-Jit-Zu. They’ve gotten popular because of social media. They continue to diversify their collection—they’ve put out some hard to find and rare ones. The figures have sensory, fidget standpoints—they have a lot of textures. Kids like that. There’s versatility in the play— they’re action figures with sensory aspects.”

Fans drive the demand for certain toy categories, particularly action figures that can also be preserved as collectibles. Amber Jordan , owner of Kokomo Toys and Collectibles in Kokomo, Ind., said she doesn’t sell much plush—“those that tend to be most popular are usually Pokemon”—and she would classify her ‘dolls’ as 12inch figures. For that category, she says the Hot Toys brand is a top seller due to the assortment of their lines (“They do figures from lots of different movies, like Star Wars and Marvel,” she explained) and their highly detailed models. In action figures, Jordan said her best-sellers are “Star Wars, with Marvel right behind it. As far as popular characters, it’s probably Luke Skywalker from Star Wars. They’re popular because they’re really fan-driven. It’s just a matter of what relates most to those people who are interested. Luke Skywalker is an iconic hero who relates to a lot of people’s childhoods. Hot Toys—are really well-made, really good quality. [They’re the] best of the action figures you can buy. They are highly articulated. They often come with extra pieces; you

can dress them differently. There are several options for posing and/or re-creating the movies.”

Tidepool Toys and Games, with locations in Bethany Beach and Fenwick Island, Del., have various best-sellers in these categories. In plush, it’s Douglas, Wild Republic, and Squishables, according to Buyer Lori Smyth , who co-owns Tidepool Toys and its sister store, Kids Ketch in Lewes, Del., with husband Sandy. Douglas is the top seller because “their many breeds of dogs and cats, as well as unique wildlife, are especially popular because of the realistic features and

Continued on page 90

Monkey Fish Toys Owner KC Olafsson photographed with plush merchandise. Olafsson said the store’s hands-down plush best-sellers are Squishmallows.

Games, Playthings and Plush

Finding Fun (From page 89)

high-quality fabrics. We buy a varied selection of sizes, so our customers have different price point options. We have also seen sales in the Douglas Baby Collection take off, including the adorable ‘Sshlumpie’ baby blankets and machinewashable plush teethers. Wild Republic stuffed animals complement our plush department with more exotic creatures such as sloths, snow leopards, and fennel foxes. Our customers at the beach especially like the nautical animals including squids, whales, and sharks. Their Ecokin line sells well and is also good for the planet. In addition to having recycled hang tags and biodegradable packaging, each Ecokin is made from 16 used water bottles!” She noted Squishables are a longtime best-seller: “We have always done well with the aquatic varieties of this line of super ‘squishy’ plush, but the trendy Comfort Food styles have really picked up in sales recently. Who doesn’t like to cuddle with an adorable ‘Pumpkin Spice Latte’?” Their most popular action figures include the Avengers, Superman, and Batman from Mattel and Hasbro.

Dolls continue to see strong sales, from delicate porcelain models to sweet baby dolls and everything in between. Tidepool’s top sellers in the doll category are “Sea Sparkle Mermaids by Aurora. These dolls continue to be best sellers for us. Customers are attracted to their eye-catching features and soft, shimmering

fabrics. The wide variety of mermaid designs make a great beach souvenir for everyone! Also, Corolle and Madame Alexander. Our customers still love these classic doll brands because of their high-quality and beautiful designs,” Lori Smyth said. “The traditional ‘Bebe Calin’ play dolls from Corolle are our best-sellers along with the fun, new Corolle ‘Rainbow Dolls’ with cotton candy-colored hair. Our customers also love the Little Cutie dolls from Madame Alexander for age 0-plus, because they are so cuddly and just the right size for a child to take anywhere!” Smyth added, “Barbies are a perennial item for us. The ‘Color Reveal’ Barbies are an exciting twist to the classic styles and have been selling great. Our customers also love the Barbie playsets with active themes such as cycling and surfing. These dolls make great gifts for the young adventurers.”

At Monkey Fish, Olafsson said, “LOL Dolls still have a following. Little girls aged 4 and 5 will come in asking for them. Baby dolls by Melissa and Doug are popular. My First Dolls—a lot of grandparents come in for them. And Corolle—customers love that line, with the little vanilla smell of the babies. They have a diverse line we carry in terms of skin colors, so they appeal to all of our customers.”

Visibility and consumer education work together to drive sales in each of these categories. Olafsson relies heavily on social media to promote new products and educate viewers/customers about their various features. “Whether you like being on social media or not, that is the key,” she explained. “Whenever we get new shipments, we put it on social media. We’ll post

Continued on page 92

A Barbie and doll display at Monkey Fish Toys. There are no near-by stores with as large a selection of Barbies, the owner said.

Kokomo Toys and Collectibles Owners Amber and Todd Jordan. Action figures from the high quality Hot Toys brand sell well for the store, Amber Jordan said.

Games, Playthings and Plush

Finding Fun (From page 90)

videos of how they can be used. Team members knowing about them—they’re then able to guide the customers to those items and can sell the benefits of those items. From the [in-store] display standpoint—having a presence [is key]. For our Squishmallows, they’re in the front window so for people going by…if they didn’t know we have them they can see them.” Jordan says some of the items often sell themselves. “It’s just a matter of finding the right character for the customers,” she pointed out. “They may have an idea of what they’re looking for, but there are probably options they didn’t know they had, or they didn’t know something was available. A lot of times, we show them more options than they knew were available.” Sandy Smyth said arranging the items so they are clearly visible help drive sales.

Along with visibility and consumer education, merchandising is another important factor when it comes to boosting sales. “From the Barbies—the more organized and ‘crisp’ you can have a display where it tells a story, the more effective it is,” Olafsson said. “With the Squishmallows—have various signage that tells the customer what it’s about. The more we can educate the consumer, the better. The more it will continue to ‘pop’ and bring the customer in. Make it pleasing to the eye. For kid customers, we need to place those items so they are at eye level and they can gravitate towards them. And change it up. We just moved our dolls from one spot to another. Keep it fresh—that way

it’s always a nice surprise. It may be merchandise that’s been there awhile, but it’s in a different spot.” Olafsson also tries to get to know her customers, especially her youngest consumers, who typically educate adults about trends and what’s “cool.” “Talk to the kids when they come in,” she suggested. “We’ll say, ‘Tell us more about the item and why you like it’. That way, we can be ahead of staying on top of the trends. We try to stay ahead of it as much as we can.”

For toy retailers, it’s all about customer satisfaction and making them smile. As Sandy Smyth said, “We try to carry something for everyone, from traditional dolls and animal plush to exotic dragons and animals you won’t see in most stores. Keeping a good variety and displaying it well moves a lot of product for us.” ❖

A view of the sales floor at Kokomo Toys and Collectibles in Kokomo, Ind. Star Wars and Marvel action figures are best-sellers for the store.

A selection of dolls at Tidepool Toys and Games, which has locations in Bethany Beach and Fenwick Island, Del. Dolls continue to see strong sales, the co-owner and buyer said.

Tidepool Toys and Games and sister store Kids Ketch Co-Owners Lori and Sandy Smyth photographed in the Tidepool Toys and Games Fenwick Island, Del., store. Douglas plush is top selling for the business.

Keeping Sales Popping Party Supply and Decoration Best-Sellers at Party Stores

By Sara Karnish

The party planning industry and its affiliates— namely party supply and decoration retailers—are in the business of celebrating and recognizing special occasions. Even as customers’ preferences and trends change, retailers say there are still some trends and traditions that continue to stand the test of time. Gatherings may have been smaller throughout the pandemic, but retailers say customers still found reasons to celebrate. Get-togethers are slowly getting larger as more people feel comfortable attending in-person events.

In party supplies, Simon Kuonen , owner of Party Bazaar in Dallas, Texas, said their best-sellers are “balloons, high-end paper products, and novelty candy.” He said helium balloons are unquestionably their best-seller, mainly because of their versatility—they are appropriate for a wide range of occasions—and because they are one product that is difficult to purchase online. A customer can purchase them, but would still need to get them filled. In most instances, party stores can do both. Kuonen added, “We have hundreds of my-

lar balloons to choose from as well as a wide array of latex balloons. Our confetti balloons, filled with the customer’s choice of confetti, are also a hit, and at $19.95 a ‘pop’ they quickly run up average ticket sales. Finally, we also offer custom balloons that can be personalized with messages with just one day lead time.” Party Bazaar also does well with their selection of paper

Continued on page 94

Sales employee Maria Barrera with an airloonz balloon. The store has hundreds of mylar balloon to choose from.

Papier mache eggs for Easter decorating and baskets are available at Party Bazaar. Candy sales are strong for the store.

Party Stores

Keeping Sales Popping (From page 93)

goods: “We stock a variety of brands such as Caspari, Meri-Meri, IHR/ Boston International, Sophistiplates, and more. By offering a wide range of patterns, customers come in confident they will find what they need. In addition, these are products that aren’t easily purchased on Amazon or from mass retailers.” Kuonen said although they have a higher price point, a customer understands the difference in quality between a three-ply Caspari napkin and a two-ply napkin from a big box retailer. Their candy sales are strong because of its universal appeal—color and flavor for kids and the nostalgia factor for parents. “Most birthday parties require favors, and candy is an easy favor for parents and pretty universally liked by kids,” Kuonen explained. “We also sell a decent amount as impulse items for both kids and adults. Nostalgic candy from the 60’s through the 90’s aids in impulse sales. People often say, ‘I haven’t had this in years’ as they check out with a handful of candy in addition to their intended purchases.”

Sandy Puckett , owner of Balloons and More Party Store in Valdosta, Ga., said balloons and solid tableware are their best-sellers due to the “huge variety and great quality” in their 2,500-square-foot store.

Lisa Perrin , owner of Cheers to You Party Goods in Portland, Ore., said when it comes to party supplies, “birthday candles, plates, napkins, word garlands and fringe” are their biggest sellers. Perrin has had her business for less than a year. Cheers to You is a boutique-type event planning retailer; Perrin said she carries very little in the category of licensed party supplies and décor, although she does get these requests

on occasion.

No event is complete without appropriate décor to set the tone for the entire function. Kuonen said in decorations, “Overall, our Beistle paper decorations win. Beistle has great products at a reasonable price, most of which are made in the USA. Their cutouts, honeycomb paper decorations, and accessories also aren’t found (for the most part) in Party City. As a

Of Party Bazaar, from left to right: Sadie, sales support, Owner Simon Kuonen, Brittany Robinson, sales, Mariah Luera, balloon specialist, Carol Sullivan, Angy Rodriguez, Maria Barrera, and Leslie Rojas, sales, and Manager Sarah Luera. Best-sellers for this Dallas, Texas, store are balloons, paper products and novelty candy.

A display table of party goods at Cheers to You Party Goods in Portland, Ore. Birthday candles, plates, napkins, word garlands and fringe are the biggest-selling party supplies, according to the owner.

Party Bazaar Manager Sarah Luera photographed with giant balloons. Balloons are appropriate for a wide range of occasions, the owner said.

boutique store, ‘not found elsewhere’ is important for us. We carry a range of decorations for most general themes and try celebrate every holiday—Valentine’s Day, Mardi Gras, Olympics, St Patrick’s Day, Kentucky Derby, et cetera, it’s all available.”

Perrin does great business with decorations like balloons, streamers, and fringe garlands, adding “honeycombs have also been really big.” Puckett’s biggest sellers for decorations include “gender reveal, baby shower, and licensed themes. We have a great selection, and our prices are compatible with what you see online.”

Predicting trends can be difficult, but one factor remains constant—they are always changing. From licensed characters to patterns to party themes to color schemes, it’s not unusual for trends to change from year to year, although some trends have longer staying power. Perrin said right now, “Boho is still pretty popular. And events are very colorful—people are looking to get away from the mainstream colors. Pink and gold have been huge. Of course, Pinterest plays a huge role in everyone’s designs.” Licensed characters continue to be a big draw in Puckett’s market: “Bluey, Sonic [the Hedgehog] and Barbie just came in. Mickey Mouse, Spider Man, sports themes, Paw Patrol, and rainbow décor are great sellers. Buffalo plaid [pattern] and milestone birthdays are also selling well,” she says. For colors and patterns, Puckett added, “Rose gold is still selling well, as is eucalyptus. We customize balloon décor, which sells well.” She noted “Frozen, PJ Masks, and coral tableware” are trends that appear to be fading within her market.

Kuonen said he’s seeing more customers return to ‘timeless’ themes: “Generic princess, unicorns, construction, and dinosaurs are all popular now. Many of our Continued on page 96

Are Parties Staying Small?

As the world continues to adjust to the new normal caused by the COVID-19 pandemic, families, friends, and colleagues are slowly starting to plan and execute events of all kinds.

Retailers interviewed for this article said parties are starting to return to pre-pandemic attendance numbers. Sandy Puckett, owner of Balloons and More Party Store in Valdosta, Ga., said, “Parties were small due to COVID, but in the past few months, customers are buying a lot more for larger parties.”

Lisa Perrin, owner of Cheers to You Party Goods in Portland, Ore., said she is still seeing smaller gatherings: “For the most part, parties are staying small. People are really trying to be conscious about what COVID has brought. If it’s a larger party, then they’re having them outside. For the most part, I’m still seeing small and intimate, but I think that will change.”

Simon Kuonen, owner of Party Bazaar in Dallas, Texas, said in Texas, not much has changed as far as gatherings. “Texas in

general has not seen the interruptions seen in some parts of the country. Overall, most parties seem to be the same size as they would have been in 2019. We have been back to a normal level since June of 2020,” he said. “The only parties that seem to have scaled back are weddings due to the lead time required to plan. Many people seem to be nervous to plan parties too far in advance, likely due to fears of cancelations or lockdown.” ❖

Sales Support dog Sadie of Party Bazaar. A selection of paper goods does well for the store, according to the owner.

Party Stores

Keeping Sales Popping (From page 95)

clientele seem to be moving away from the character-centric parties and moving towards more tailored parties that decorate with classic themes. We are also seeing a lot of 90’s themed parties as our generation relives their youth in their 40’s. As an extension, bright and bold seem to be in demand. Our eco-friendly products like bamboo dinner ware are also popular as people try be conscientious of the environment.”

Merchandising is typically one of the most enjoyable aspects of retail, as it lets team members stretch their creative muscles. Within the party planning space, the opportunity for creative merchandising is truly endless. Perrin has a “like with like” merchandising philosophy—“I try to do like things with like things. Valentine’s Day is with Valentine’s Day, for instance. I just try to say, ‘Here’s what we have for you to look at.’ I’ll walk people around the store and show them what we have,” she explained. Puckett utilizes planograms to make it easy for customers to find merchandise and create an effective flow throughout the store. Kuonen said, “We try to rotate seasonal displays to the forefront and keep staple items in stock. We carry a rainbow of solid color items to aid in decorating for any party. We deal with about 500 vendors

(sometimes for just a single item from a vendor) to not only have diversity of products, but to have multiple sources for the same product. This has been especially important this past year as supply issues have affected retailers worldwide. We often are asked ‘Why do you have x item when no one else does?’, and the answer

Personalized balloons at Party Bazaar. Customers can purchase custom balloons with one day lead time at the store.

The Cheers to You Party Goods Team, back row, Katie Morey, Anne Scearce, Owner Lisa Perrin, Jennifer Glickman Hett, and Trista Rodgers. Shown in the front are Sydney Hett and Kate Rodgers. Customer service is Perrin’s top priority.

Birthday balloons from Cheers to You Party Goods. The store offers a colorful, cheerful space to shop in for customers.

is, a list of manufacturers and vendors that we have collected over the last 70 years.”

As independent businesses, retailers say providing excellent customer service is critical. Educating the customer is a large part of this—demonstrating how certain products work or pairing items together to create a visual for a possible theme are all elements of the party supply retail business. Puckett said she spends a lot of time educating customers about the temperament of latex and foil balloons.

“[Customer service] is my top priority,” Perrin said. “My top tip is to just be really personable—be open to helping them [the customer]. I go out of my way to make it as easy as possible for them. I also have a colorful, cheerful space [measuring approximately 1,080 square feet, with roughly 1,000 of selling space] that motivates people to see what they want to do for their events.”

Kuonen said giving the customer undivided attention is important. “Be there for the customer. Make them feel special, because they are. We are a small store, but there are usually seven or eight people working at any given time. We work with customers oneon-one to help them find what they need and get them out of the store quickly.” And independent retailers embrace the community in which they do business. “We offer a level of service that will not be found at a national chain store. We also connect with our customers and remember them,” Kuonen said. “Although we are in the middle of Dallas, we are actually in a

small town called University Park. Combined with Highland Park these two small towns form the ‘Park Cities’ and are completely separate, yet surrounded by Dallas. We have a small-town feel. I am seeing a generational cycle—customers I remember being children are now coming in with their own children!” ❖

A gift wrap display at Party Bazaar. The store’s owner said he is seeing sales of timeless themes such as princesses, unicorns, construction, and dinosaurs.

Easter party merchandise at Party Bazaar. The store offers quality party items from companies such as Caspari and MeriMeri, and customers can tell the difference from what the store stocks and cheaper alternatives.

Confetti balloons are a hit for Party Bazaar. The balloons come filled with a customer’s choice of confetti.

Trends and Best-Selling Merchandise at Year-Round Christmas Stores

It’s beginning to look a lot like Christmas – actually, it always does, 365 days a year, at these Christmas stores. In this article, store owners and staff described current trends, best-selling merchandise, and the techniques they use to get customers in the holiday spirit all year long.

At The Christmas Store in Fredericksburg, Texas, Buyer John Mooring said the 10,000-square-foot holiday shop has so much merchandise that specific trends are difficult to pinpoint. “We have everything from cocktail items to animated figures, socks, and books. Gnomes are huge, but they have been for a while. People ask about trends all the time, but here, it’s just about everything Christmas.”

Among Mooring’s best-sellers are Department 56 Villages and European blown glass. “They do very well for us because they are such unique items for the area. We’ve been here 27 years, and everyone knows we have them, and we have lots of regulars, a huge clientele who look for these items.” Additionally, he noted, “We also have hundreds of thousands of tourists coming through our area, and we are right in the heart of downtown, which is an enormous tourist destination.” Because of the store’s location, visitors are looking for Fredericksburg-specific ornaments.

“We have custom-made Fredericksburg pieces that appeal to people here on vacation, visitors who want something to remind them of their visit here for their tree. We have everything from

hand-cut wooden ornaments to $80 hand-blown glass.”

In short, getting customers to think about Christmas all year is no challenge at The Christmas Store. “We post on social media quite a bit, but our location is such that we draw people to begin with. As soon as someone walks in the door it is Christmas land, even if it’s the heat of summer, when you walk in our door, it’s a winter wonderland of lighted trees, ornaments, and collectibles.” Mooring added that, “The last two years especially, people want to be happy, and they come in here, with our great displays and great employees, it’s a happy place. Along with the tourists, we have customers who have been coming here for years, and they feel at home when they come in,” he related. “We pride ourselves on our customer services and making sure our customers feel recognized and taken care of.”

In Montrose, Calif., at Holiday House Interiors, Owner Christina Snow agreed with Mooring regarding store trends. “We sell everything, and our customers love everything. People are starved for happiness, especially because of COVID. People are always looking for things that remind them of the pleasures of the holidays, and that is something different for everyone. There’s no one specific trend.”

Continued on page 100

Pictured are the owners of The Shop A Christmas Store, in Santa Fe, N.M, Janice Griego and husband Rick Griego. Janice Griego said they have noticed they are selling a lot more blown glass ornaments.

Christmas Stores

Trends and Best-Selling (From page 98)

Laughing that with “my name, I had to own a store like this,” Snow described her best-selling holiday merchandise as focused on collectibles. “Mark Roberts is a gorgeous line, as is Christopher Rothko, among

we have vibrant displays all year ‘round.”

Despite the in-store displays, Snow said that she’s seen “a huge change since COVID. People were forced to shop online, and people have really shifted to that. I’d say more than half our sales are online right now,” she noted. “We want to change that and get them back into the store, and I think it will happen slowly.” However, for now, she related, “The trend is that social media works wonders. You really need to stay on top of it, and offer personal treatment, too. For example, if we are asked a question on Instagram, we answer it within an hour.”

others. We have over 80 vendors. Roberts is a master craftsman, one of the last, he really layers his pieces with detail.” She cited the quality of these items as one reason that sales of the collectibles are strong. “They’re heirloom quality, and they come with a certificate of authenticity; they are all numbered, and come boxed, with new, fresh items every year. They’re truly collectibles you can pass from generation to generation.”

To get her customers in the Christmas spirit, Snow relies on a variety of methods at her 3,000-square-foot shop. “We are on social media, and in online groups, we’re an Amazon seller, and we have a website that promotes our store.” She added, “In the store of course

S howcase Ad

Janice Griego co-owner of The Shop - A Christmas Shop in Santa Fe, N.M., along with her husband Rick, does see a current trend in Christmas merchandise. “We’ve noticed we’re selling a lot more blown glass ornaments. I think the interest in that style of ornament is at least in part nostalgia driven. People are going back to things that remind them of their grandparents or parents.” According to Griego, most of her top-selling merchandise is locally made. “We represent about 40 different artists, and they create items that are unique to the area. Many people come in who are visiting Santa Fe, and they want to collect a memory of their trip to the city or of New Mexico in general, but with a Christmas theme.”

Getting customers into the 1,800-square-foot store all year means in-store displays and website promotion for Griego. “We are working on setting up more social media. In the meantime, we hand customers our card with our website on it for ordering online. We sold a great deal online during the pandemic, and many items were ordered and picked up curbside. We’ve continued to do that for people, although we have many people walking in the store again,” she said. “We’re at a destination spot that people love to come to, and they love coming in our shop and seeing what the Christmas items we have to offer all year.”

Diego Constante , owner of Feliz Navidad in Sedona, Ariz., sees a continuing trend in locally- made and U.S.-made merchandise. “Our niche is locally made Christmas items, and it’s a growing trend in that people are looking more and more for unique items, things they can’t find at a big box store. The décor in my shop goes along with our local items, everything fits into the scenery and landscape of Sedona; it has a certain vibe and energy here that people like.” He explained that while the store is open all year, things change a bit during the holiday season in terms of the items that his customers purchase. “Closer to Christmas, people are looking for a more traditional style of ornament. The rest of the year, I say that we sell mem-

“The last two years especially, people want to be happy, and they come in here, with our great displays and great employees, it’s a happy place. Along with the tourists, we have customers who have been coming here for years, and they feel at home when they come in. We pride ourselves on our customer services and making sure our customers feel recognized and taken care of.”

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John Mooring, The Christmas Store, Fredericksburg, Texas

ories, not just ornaments. People are buying a memory of the southwest, a memory of a visit to the area.”

The 700-square-foot store has been in business for 40 years, Constante said, and during that time his best-

“We sell everything, and our customers love everything. People are starved for happiness, especially because of COVID. People are always looking for things that remind them of the pleasures of the holidays, and that is something different for everyone. There’s no one specific trend.”

our ornaments, and especially our best-sellers, reflect the area, representing it and depicting it, with images such as cacti and red rocks.”

For Constante, social media and online promotion of the shop is not something he focuses on. “Our main focus, and what brings people here, is our brick-andmortar store, our interaction oneon-one with our customers, and the merchandise itself that we have in our store. Our décor, even form the outside, draws them in any time of year, and our energy is focused on our store and our display. As soon as they walk in, they see Christmas, they know what we have, and they want to experience it.”

sellers have consistently been created by local artists. “Most of them have a Southwest flavor, ornaments you cannot find anywhere else, that depict the area we are in, the red rock country we’re surrounded by. Most of

Summing up, at Christmas shops nationwide, the jingle bells don’t stop ringing out sales all year long. ❖

- Christina Snow, Holiday House Interiors, Montrose, Calif.

Annual Trends Report

A Look Back at 2021 T

he year 2021 saw a variety of retail stores offering everything from apparel to edible gifts. And, along with merchandising trends, retail also took on strategy changes to accommodate pandemic protocols and safety.

In the Apparel category, a return to buying fashion items was pivotal over the course of 2021, as the nation began to reopen and the tendency to look for stay-at-home items like cozy sweats and leggings dissipated. This was especially true when it came to children’s apparel. According to Kate Tanner , owner of Kidstop in Scottsdale, Ariz., “I was pretty nervous because baby clothing was getting crushed by COVID-19, but it has come back.” In adult clothing, boutique shops saw an uptick in colorful and vibrant clothing styles. At West of Camden, in San Diego, Calif., Owner Lindsey Lamoureux revealed, “People want something colorful and different” this year. Unusual items were also big sellers, rather than the more standard items that shoppers could find from big box retailers online. At Green Monkey, a stylish boutique located in Tucson, Ariz., Manager Dominique Maciulla reported that “People like to find unique styles, and along with that, we are also getting a lot of snowbirds ready to pack up for the summer. They’re looking for a piece of Tucson to take with them when they leave.” Active wear was also a big trend as the nation began to return to life – particularly outdoor life. At Lake Life Tsunami Surf and Reef, in Murrells Inlet, S.C., Owner Oren Zohar said, “Men’s and women’s swimsuits both fly out the door. In apparel everything from men’s T-shirts to women’s sundresses sell strongly.” At Divers Direct in Key Largo, Fla., General Manager Brenda Kiffmeyer related that the store’s best-sellers in apparel included a wide variety of brands and styles. “Anything that isn’t nailed down just moves quickly, ever since COVID-19 restrictions. Swimwear, board shorts, and rash guards sell the best.”

Jewelry saw a variety of changes this year. As people

reemerged from both self-imposed and health-safety restrictions, jewelry purchasing saw an uptick. And unique styling was an essential draw. At the Heart & Hand Boutique in Ashland, Ore., Owner and Designer Elise Peters noted that “…people seem to be really loving simple things, single drop styles. For example, people want something like a pearl on a silk cord that almost looks invisible on the skin. It appears the gem is hanging invisibly on the neck. It’s a very understated look for women of all ages...”

Gemstone based and other natural and handcrafted jewelry was also more popular. According to Vicki Singer , owner of Folkways in Eugene, Ore., “We see a lot of interest in natural gemstones as well as in sterling silver items. People are looking for real items overall, there’s very little interest in costume jewelry

Associate Jared Willis of the St. Louis Aquarium at Union Station in St. Louis, Mo., wearing an aquarium shirt. Apparel sales beyond cozy sweats rebounded in 2021.

of any kind.” Singer also noted a “growing interest in things that are made by hand, authentic things.”

Personal care products continue to climb in popularity, fueled by the pandemic safer-at-home. Top sellers focused on natural scents and handmade products. As was true with jewelry sales, the emphasis was on quality and uniqueness, and in the case of personal care items, the natural. In Tucson, Ariz., at Rustic Candles, Sales Associate Alexis Ho , speaking for Owner Monica Cota, said the shop’s best-selling handmade soaps and candles included elements such as “flower parts, or coffee grounds, salt, sugar.”

Toys that took off in 2021 ran the gamut from educational play to toys that focused on outdoor activities, both categories’ popularity a reaction to the pandemic, and the need to keep kids entertained, supplementing what was in many states still-online schooling programs.

At Toys N’ More in Reno, Nev., Owner Stefanie Forgie noted in May that “Parents right now really need to be keeping children entertained whether the kids are home-schooled or just due to other changes from the pandemic. …The number one request right now is for outdoor toys. They’re looking for motorized vehicles, sand toys and things to experience nature or explore it.”

In Sedona, Ariz., Jennifer Williams , owner of Sedona Kids Company concurred on the need for educationally stimulating toy items. Family activity games were also a hit. “A lot of educational toys do well, especially with home-schooling or distance learning, they’re a bit more appealing. We sell a lot of STEM related projects. Family games also do well, and of course that too is related to people being at home more.”

Continued on page 104

Stillwater, Minn.’ Tremblay’s Sweet Shop Owner Marcy Tremblay with son and Candy Maker Levi Tremblay. Freshly made edible merchandise was popular in 2021.

Annual Trends Report

A Look Back (From page 103)

Overall, many stores continued to sell puzzles and board games, interests that peaked during the most socially distanced period of the pandemic, but there was a groundswell of rising interest in outdoor toys over the course of the year. With three approximately 5,000-square-foot California stores, one in San Luis Obispo, one in Montrose, and one in Beverly Hills, Jillian Wahlquist , vice-president and co-owner of Tom’s Toys saw a major increase in outdoor toy sales. “Things like bug catchers, butterfly habitats, terrariums, and pool toys are really selling. Pool toys in fact are in short supply.”

Logo and licensed merchandise continued to be popular in 2021. At college stores, the focus was on the simple and comfortable, often dictated by weather. At California Polytechnic University in Pomona, Calif, Director Clint Aase said, “Traditional college sweatshirts and T-shirts are by far the bestsellers for us.” Erin Jones , manager of apparel and clothing at Middlebury College in Middlebury, Vt., related that her best-selling apparel items were comfortable, cozy basics, such as name-dropped sweats from Champion and Gear. “The kids up here really enjoy the core basic items. The fashion-skewed items just

Shar Howell and James Emery, Wildlife Safari Gift Shop employees, photographed at the Winston, Ore., attraction. Name-dropped merchandise sold well at zoos in 2021.

Employee Taylor Cook modeling a grey Uscape scenic circle hoodie at the Shocker Store at Wichita State University in 2021. College stores reported a demand for comfortable apparel in 2021.

don’t sell as well or as consistently and quickly.”

At fan stores, those located in sports stadiums often had merchandise leftover from a curtailed or nonexistent season in 2020 or early in 2021. At Phillies Citizens Bank Park in Philadelphia, Pa., Karen Gjellestad , sales associate at the Philadelphia Phillies NFL team store, speaking for Manager Megan Kelly, noted that store “had an abundance of the Phanatic plush left over from last year, so we haven’t gotten the new colors as yet. People are very much buying them now.” In fact, people were on a buying frenzy at many outlets selling licensed merchandise, a good thing for stores with merchandise previously unsold. In Omaha, Neb., at Husker Hounds, Manager Brett White concurred: “We’re still selling surplus plush from last year due to the pandemic.”

At the Buffalo Zoo in Buffalo, N.Y., Nicole Wurstner , director of retail operations, asserted that “Coming out of the pandemic, all our sales are definitely trending up, and sales of name-dropped items are definitely doing well. I think people are very interested in getting out right now and going places. They are also interested in supporting institutions like zoos. …They want to show that support by having something namedropped or with a logo on it to commemorate their visit and show that support.”

With Edible Gift products the trend toward locally made, freshly made or unique items, rather than

pre-packaged items was strong. In Lincoln City, Ore., Shelby Wright , manager of Candyland, related the store’s top-sellers were all locally made or made in the shop. “Along with the taffy, it’s chocolates and homemade caramel corn. We make the caramel corn every morning… in an old school copper kettle.” At Stash gift shop in the central California beach town of Cambria, Calif., Operations Manager Monica Casas noted that “One of our best-sellers is an artisan, locally-made chocolate from Cellia Chocolatier in San Luis Obispo.”

Home décor items also trended to the local and handcrafted. At PopCycle in Tucson, Ariz., Store Manager Libby Tobey related that “What we’re seeing is that people are actively seeking more locally sourced home gifts, and that is especially true of things that are creature comforts. …There has been a lot of interest in nesting and improving the look of your nest. It started when COVID-19 first happened, and

Continued on page 106

Gavin Snider, director of operations, Texas Surf Museum in Corpus Christi. In 2021, sports fan stores in stadiums reported leftover merchandise, according to an article in SGN.

Mary Nickelson, retail and purchasing manager, Nickelodeon Universe, Mall of America, Bloomington, Minn., photographed with plush toys. In 2021, popular toys ran the gamut from educational to outdoor, in response to the need to keep children entertained.

Annual Trends Report

A Look Back (From page 105)

it’s continued on.”

And speaking of the pandemic specifically, overall, retail responded to the pandemic in a variety of ways that continued throughout 2021. Some stores installed plastic barriers between check-out counters and customers, others created wider aisles, and shops selling edible goods eliminated food sampling. Toy stores removed toys left out for group play. Additionally, some stores provided personalized shopping experiences for customers using FaceTime and Zoom. The most lasting responses, however, have been an increased use of social media to promote items, and improved online ordering and merchandising overall.

Phillip No , owner of La Jolla Outpost in La Jolla, Calif., said his store will continue to conduct “more online promoting. We also use thirdparty sites like Groupon, and are our pushing our website more, trying to activate people to buy online. Those will continue.”

At The Old Flamingo in Salt Lake City, Utah, Coop Vendor Sharleigh Conti reported that social media was key to improving sales. Begun at the height of the pandemic “We really all had to

turn to this when things shut down, to use Instagram, to use Venmo, to offer curbside pick-up,” all of which are continuing trends in retail.

Along with outside pick-up, some shops are using outside kiosks or stands to supplement indoor brick and mortar stores, particularly at venues such as zoos, aquariums, and other attractions. At Wildlife Safari in Winston, Ore., Gift Shop Supervisor Crystal Banks explained that “Our main change is the addition of that outside gift shop. It did so well for us last year and we are going to continue that with high hopes for the same outcome of added sales.”

The strongest 2021 take-away trends? Strong interest in locally made, unique, and handcrafted items across the board; and retail stores that continue to pay attention to online merchandising and social media. And while home décor and personal care products both spurred to popularity during the pandemic still remained a strong interest, outdoor items from active apparel to kid’s toys was a burgeoning market as well.

Photographed with a jewelry case, at left, Amy Martin Paavola, store owner and jewelry artist, Earthy Delights at Amy Zane, with Store Manager Violet Humphreys. Understated jewelry and handcrafted pieces were popular in 2021.

Sales Associate Liz West of Pocono Soap in Stroudsburg, Pa., photographed with a display. In 2021, personal care products continued to climb in popularity.

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 clients, the store stocks a higher end line of rhodium

Just up the California coast, Cambria Drug and 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.”

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.

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 Twins 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

Continued on page 160

“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.

Jewelry

Selling Jewelry at Hallmark (From page 156)

with tiny pendants featuring gemstones or cubic zirconia, 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 open-

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-a-store that occupies about a third of Bobbi’s 8,500 square feet. Mikayla Yeomans rotates fashion displays on a halfdozen mannequins, and created a separate website and social media accounts for the boutique.

ing 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

“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. ❖

“People come in for their prescriptions, but the first thing they see is our jewelry display.”

- Debbie Thompson, Kurt’s Pharmacy and Hallmark, Twins Falls, Idaho.