Souvenirs, Gifts & Novelties - May 2021

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Commentary

New Life

Quotable

Along with signs of renewal in the garden, we’re beginning to see signs of renewal and new life in the souvenirs and gifts market. States are opening up gradually and fully-vaccinated people feel more comfortable venturing out from wherever they have been holed up for the past year or so.

Contributors from the beach apparel and zoo and aquarium markets are obviously hitting their “hot” seasons and people are eager to be out and about. They are also eager to buy the sorts of souvenirs they can’t order from Amazon, that are only available on-site.

Jewelry never fades in popularity but this is the time for seaside boutiques to really shine. Art museum and cave and cavern gift shops are also enjoying the surge of people eager to experience wider horizons.

This is the time of year to place your orders for Christmas merchandise, and contributors who run year-round Christmas stores share their views of the business picture.

Independent toy sellers share their predictions for the bestsellers of 2021 – another category to address in your Christmas ordering.

This issue also contains product and industry news, the trade show calendar, and the summer Profiles in Excellence feature. We hope you enjoy the issue. If you have comments, questions, or suggestions, please contact me by calling 610-645-6950, or emailing editorsgnmag @ kanec.com and I will respond to your query personally.

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

Greeting cards, note paper, and journaling have been strong as people cope with social isolation. It helps when the accessories are attractive. See the Stationery Section, beginning on p. 46, to see what’s selling this season.

Scott C. Borowsky

“Quality is not an act, it is a habit.”

- Aristotle

New Ownership Brings New Look to Desperate Enterprises

By Susan Mease

Desperate Enterprises has a new president/owner, Shane Robinson, but he’s hardly new to the business. The founder of the business, Robert Secrist, was a childhood neighbor of Robinson’s who started doing odd jobs for him at age 9 or 10. He’s been an “official” employee for 27 years, starting as a packer of orders during college. When Dan Hutchings, the most recent owner of the company, decided to retire, Robinson led an employee buyout with seven silent partners so no jobs would be lost.

Robinson had been focused on management and marketing before the change in ownership, and says he is learning licensing as he goes. Desperate Enterprises currently has over 830 unique images, a number Robinson is growing. He says that “all the licensors know I’m new and have been very gracious.” One significant new license is Lee Keller art from a suggestion by his college-age daughter. When she was decorating her dorm room, she told him his signs were for boys. She came home with a Lee Keller picture to show him that she liked. Now Robinson is finding he has to reorder Keller’s pictures of llamas, pigs, Highland cattle, and dogs every week. Robinson says he will hire freelance artists of all ages, races, and genders to broaden the appeal of his products; he is always on the lookout for what will appeal to the next generation of buyers and he welcomes suggestions for new ideas and images.

Desperate Enterprises has changed to a new manufacturer and is having phenomenal success with their

TRADE SHOW NEWS

bottle cap line and is also producing corrugated tin signs. The company can entertain custom work and that has become a growing part of the business.

In a somewhat crowded decorative sign market, Desperate Enterprises holds firmly to the lower price point (generally $9.99-$12.99 retail); all the signs are made in the USA and Robinson insists they always will be. He sees his target market as mom & pop stores across the country and souvenir stores (not Big Box Stores) for customers who want to lighten up the mood in homes, garages, bar areas. His minimum orders are low so a store buyer can be aggressive trying new images; they’re not taking a huge gamble. The company does no manufacturing, just warehousing and distribution.

Robinson attended the Gatlinburg show last fall by himself as he didn’t want to take a chance exposing anyone else. As it turned out, he said that was his best show ever. He also did the Dallas show at the beginning of the year. Robinson has noticed that the shows seem to be going more regional and sees that as possibly an advantage.

For the first time, Desperate Enterprises has added a sales rep group and they are working to broaden market share. Robinson is being aggressive in product development and adding hanging signs, wood, and rusted metal. Desperate Enterprises was a pioneer 30 years ago, but Robinson recognizes the need to change with the times. It’s an exciting time to shop Desperate Enterprises.

Exhibitions Industry Celebrates the Launch of First-of-Its-Kind

Global Coalition

As global economies look for opportunities to rebuild business in the wake of the COVID-19 pandemic, exhibition organizers and associations from around the world are joining together to form a coalition dedicated to bringing critical live event platforms back to market, with safety at the foundation of the collaborators’ approach. As industries ranging from manufacturing to healthcare, aviation, agriculture, maritime and many others, look for opportunities to recover following devastating economic hard-

ship, the exhibitions industry is dedicated to supporting commerce and connection by providing safe environments to network and do business.

This coalition, which is led by the Global Association of the Exhibition Industry, UFI, organizer of Global Exhibitions Day on June 2, 2021, and important industry associations such as SISO, as well as the world’s leading exhibitions organizers Clarion Events, Comexposium, Diversified Communications, Emerald, Informa Markets, Reed Exhibitions

(RX) and Tarsus, are joining forces as their customers are signaling a desire to return to live event experiences.

“Exhibitions and business events are the fastest of all fast tracks to drive economic recovery after the pandemic,” said Kai Hattendorf, managing director and CEO – UFI. “Especially small and medium-sized enterprises rely on these marketplaces to drive their sales. As an industry, we have systems and processes in place to provide safe platforms for face-to-

Continued on page 16

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TRADE SHOW NEWS

Trade Show News (From page 12)

face trading.”

While this expansive global group is collaborating for the first time, many of the leading exhibitions organizers, typically competitors, have been finding meaningful ways to collaborate and combine resources for the benefit of the global communities they serve. Most notably, many of the industry’s organizers and associations joined forces last year to create and support the All Secure Guidelines, a rigorous set of globally-adopted and medically-vetted health and safety measures designed to create a consistent and diligent approach to visitor health at all global trade shows in 2021 and beyond. Aligned to this, UFI developed and released a Global Framework for the successful reopening of trade shows, addressing advocacy bodies and institutions and backed by mem-

bers of the coalition and the wider industry.

“Our platforms help build and grow global industries,” said Charlie McCurdy, CEO, Informa Markets. “They serve an important role in relationship building, discovering innovation and revenue-driving for the communities they serve. This year, our support in re-invigorating hard-hit communities is more important than ever. Our communities are ready to return to the show floor, and it’s our responsibility to ensure they feel confident that our platforms value their success and safety in equal measure.”

Three co-located fashion events, MAGIC PopUp, WWIN and OFFPRICE, saw collaboration in Orlando, Fla., between Informa Markets, Clarion and Tarsus to execute their events using the All Secure Guidelines, where onsite rapid testing of all participants proved the

effectiveness of the safety plans with no infection spread.

Douglas Emslie, CEO, Tarsus and Chair of SISO, said: “We hear firsthand from our customers how eager they are to get back to some sense of normalcy and how essential faceto-face events are to source products, negotiate and meet suppliers. All three organizers, and our customers, were extremely pleased with the turnout and buying activity at our recent co-located fashion events. In providing a controlled and compliant environment, we believe that we have provided reassurance and confidence that live shows are a very effective and safe way to do business once again.”

“We are eager to start organizing live events again after a year of experiential learning. These events will still prioritize safety and will be reinforced by the virtual opportunities we learned

Continued on page 18

Trade Show News (From page 16)

to create,” said Renaud Hamaide, chairman of Comexposium. “I firmly believe that live events are critical to driving economic recovery. These interactions will truly revamp individual businesses and entire industries.”

The sixth annual Global Exhibitions Day, celebrated annually, will take place this year on June 2, 2021, and recognizes the important role that trade exhibitions play in driving economies throughout the world. In the lead-up to this year’s day of celebration for the industry, this coalition wants to prove one thing – in-person opportunities for connection and business can happen safely and successfully, with collaboration, consistency and customer experience at the heart of the approach.

Art Studio Company Joins the Permanent Showrooms in Atlanta

Art Studio Company, who travels the world creating fun and exciting, handcrafted, gifts and souvenirs, is now joining the permanent Atlanta showrooms in Building 2, Suite 651.

Their ornaments are always number one, including always customizable glass, porcelain, stainless steel, sustainable carved wood, sequined, recycled wool and blown glass. The company now also offers shopper totes, tea towels, aprons, backpacks, bags, and more.

The new line of GOTS certified Organic Cotton Throws in two sizes can be customized too. All of the company’s handcrafted items can be name-dropped for specific locations.

Art Studio Company has joined the permanent Atlanta showrooms.

For 25 years, the Philadelphia Gift Show, has been the shopping destination of choice for the region’s retailers to find the latest products and hottest trends. It’s THE place to get a first-hand look at best-selling products and up-and-coming designs.

Returning to the Greater Philadelphia Expo Center, July 25 - 28, 2021, you’ll find everything you need for your busy season all under one roof, including:

• Holiday/Seasonal

• Handmade/Craft

• Decorative Accessories

• Jewelry

• Made in USA

• Apparel/Clothing

• Fashion Accessories

• Design, Decor, Furnishings

• Games/Puzzles/Toys

• Souvenirs/Novelty/Trend

• Outdoor Living/Garden

• Candy/Fudge/Confections

• Home Furnishings

• Plush

• Children's/Baby Items Cost effective

• Americana

• Gourmet: Food, Beverages & Wine

• Personal Care

• Environmentally Friendly/Natural/Recycled Products

• Custom Design/Private Label

• Gift Wrap & Accessories

• Beach Merchandise

• Stationery

• Nautical Gifts

• Retail Services & Supplies

• Licensed Products

• Books/Publications/Periodicals/Media

• Footwear & Accessories

• Native American Merchandise

• Swimwear

TRADE SHOW A Look at 2021 Trade Shows

May

14-16 Gem and Lapidary

Wholesalers

Watauga Festival Center

Franklin, N.C.

21-23 Gem and Lapidary

Wholesalers

Osceola Heritage Park

Orlando, Fla.

June

7-8 Gem and Lapidary

Wholesalers

Double Tree – Bloomington

Minneapolis South Minneapolis, Minn.

11-13 Gem and Lapidary

Wholesalers

Embassy Suites DetroitLivonia/Novi

Livonia, Mich.

18-19 Gem and Lapidary

Wholesalers

Eastern States Exposition West Springfield, Mass.

July 14-18 Atlanta Market Americasmart

Atlanta, Ga.

Continued on page 24

RSN 33

TRADE SHOW

A Look at 2021 Trade Shows

22-25 Gem and Lapidary

Wholesalers

Watauga Festival Center Franklin, N.C.

August

19-22 Rocky Mountain Apparel, Gift & Resort Show National Western Complex Denver, Colo.

22-26 Las Vegas Market Expo at World Market Center

Las Vegas, Nev.

September

9-12 Gem and Lapidary

Wholesalers

Holidome Tucson, Ariz.

October 6-8 Corpus Christi Souvenir & Resort Show

Corpus Christi American Bank Center

Exhibit Hall A Corpus Christi, Texas

13-15 Panama City Beach Gift Show

Boardwalk Beach Resort Panama City, Fla.

17-18 Gem and Lapidary Wholesalers

Doubletree-Bloomington Minn. South Minneapolis, Minn.

21-23 National Hardware Show

Las Vegas Convention Center

West Hall

Las Vegas, Nev.

22-24 Gem and Lapidary

Wholesalers

Burton Manor

Livonia, Mich.

29-31 Gem and Lapidary

Wholesalers

Osceola Heritage Park

Orlando, Fla.

November 1-3

December

Profiles In Excellence

Vendors for Better Business Outcomes

Twice a year, Souvenirs, Gifts & Novelties (SGN) brings its readership this Profiles in Excellence feature. The profiles are stories authored by the companies that offer glimpses into the vendors’ product mixes and operational practices. Between this issue’s ads, and these profiles, it is our hope that you will make new connections regarding the goods and services that you

are seeking to make your business stronger. If you are a vendor who would like to participate in the winter installment of the profiles, please contact our advertising sales department by emailing sgnmag@kanec.com. If you are a reader with comments, questions, or suggestions about this feature, please get in touch with our editorial department at editorsgnmag@kanec.com. We hope you enjoy the Profiles.

Profiles in Excellence Table of Contents

Edible Product News

Food Gifts

McCutcheon Apple Products offers fast-selling, high-quality, shelf-stable products for your retail store, garden center, or gift shop.

(Call the McCutcheon’s Wholesale office today at 301-662-3261 to set up your Wholesale account. For additional information, circle 74 on the reader service card.)

A view of McCutcheon Apple Products pickled edible gifts. The company’s products are ideal for all sorts of locations.

AmericasMart is

Welcome back! AmericasMart is open year round for you to restock your inventory or source for a design project safely and conveniently between markets.

• Temperature checks upon arrival, masks are required in each building, and social distancing measures are in place

• Access across gift, seasonal, fashion, home décor and commercial showrooms with bridges connecting Buildings 1, 2 and 3

• Complimentary valet parking at Hotel Indigo is open Restock, reenergize, rediscover your passion.

For open showrooms and virtual education, visit AmericasMart.com/OYR

@AmericasMartATL | #AtlMkt

P rofiles In Excellence • Trade Show

Atlanta Market at AmericasMart

The Premier Gift, Décor and Lifestyle Market

By Eleanor Hunt

Get back to business at Atlanta Market, July 13-19. Source from thousands of brands across all product categories including seasonal, tabletop, housewares, gourmet, juvenile, fashion accessories and more at July Market. Dedicated product neighborhoods and a completely integrated campus allow for easy navigation and cross-category discovery.

Atlanta Market is a hub of global commerce in the heart of downtown Atlanta, drawing buyers from all 50 states and more than 60 countries. Atlanta is an easy and efficient destination with award-winning dining options and exceptional accommodations within a two-hour flight of 80 percent of the United States population. Plan your stay at one of nearly 12,000 hotel rooms within walking distance of campus and take advantage of exclusive Atlanta Market rates by booking through AtlantaMarket.com.

Las Vegas Market

By Julia Roach

It’s

Different Here

Las Vegas Market offers buyers, designers, and exhibitors an efficient, effective and compelling market experience on a world-class, state-ofthe-art campus.

In addition to thousands of cross-category furniture, gift, home décor, and housewares products, resources, Las Vegas Market combines the buying experience with access to quality accommodations, dining, and recreation. Discover fresh introductions, favorite bestsellers, and a distinctive West Coast mix of exhibitors by day and then enjoy renowned restaurants, stunning surroundings, and easy access to entertainment after Market ends.

It’s Buy Time, West Coast Style

From Top 100 furniture retailers to exclusive boutiques, design studios, and gift stores, buyers discover a compelling variety of products at Las Vegas Market,

As you plan your Market trip, take advantage of several new, integrated digital tools for Atlanta Market, including the new AtlantaMarket.com. This dedicated source for all things Atlanta Market includes improved brand and product search and ease of navigation – all integrated with IMC’s interim B2B ecommerce tool, ShopZio. When JuniperMarket, IMC’s new B2B ecommerce marketplace, launches later this year, it will seamlessly connect digital and physical markets in a way no other platform can.

Comprehensive safety protocols remain in place across campus to create a safe and comfortable environment for all our attendees to conduct business. View our industry-leading Together Safely plan at TogetherSafely.com.

(To register and for more information, visit AtlantaMarket.com. For additional information, circle 02 on the reader service card.)

including upholstery and case goods, mattresses and bedding, lighting, casual furniture, rugs, housewares, handmade, seasonal, and more. Our showrooms feature a dynamic variety of established and up-andcoming home and gift resources with everything from trending furniture collections to artisanal, handmade items represented - one-stop shopping in one convenient location.

Our comprehensive offering of more than 4,300 furniture, home décor and gift resources provides great value for Las Vegas Market brands, retailers, and interior designers. This is THE premiere gift and home market in the West, and when you visit LVMKT, you are certain to discover a unique mix of gift and home products only found here, along with valued partnerships that withstand the test of time.

(For more information, visit www.lasvegasmarket. com or circle 24 on the reader service card.)

Jewelry at Seaside Boutiques and Jewelry Stores

By: June Allan Corrigan

It’s amazing how a little sand squished between toes and a fresh ocean breeze can brush all cares away. Seaside vacationers slow down to savor the setting and frequently find themselves in the mood or with the time to shop. Good news for boutiques and jewelry stores in nautical locales! Four identify some of their best-sellers and share a few display tips here.

Although Vignette Key West, a women’s clothing boutique in Key West, Fla., doesn’t consider itself to be a beachy kind of store, it does cater to a mix of locals and tourists. “A lot of people want to buy jewelry because we have interesting pieces at a good price point,” said Owner Tania Cole . However, she admits being in a vacation frame-of-mind helps too. “It’s kind of special to buy something to remember your trip.” In her 650-square-foot establishment, that could be a selection from either the Chan Luu or Annika Inez jewelry lines – which are both very popular and project a certain look. Or it could be a one-of-a-kind piece. “I like to carry stuff that is not really out there. Sometimes women will come in and tell me they make jewelry. I look at it and then they send me a pick box. That’s always fun and it’s more unique that way. It’s not something you can find anywhere else.”

Cole believes in having a mix of jewelry – both delicate and chunkier styles such as selections from zoWEE Jewels – on hand to accentuate the fashions she sells. Vignette Key West is first and foremost a clothing store, but shoppers always appreciate its jewelry array. “Putting jewelry on mannequins and displays definitely sells it,” Cole concluded.

Jewelry is the top-selling category at The Purple Cow Co. in Wakefield, R.I., and has been from the beginning. “I have a reputation for having interesting jewelry,” said Melinda Witham who started the business with her mother Johanna 32 years ago. The 4200-square-foot gift store features unique jewelry that is crafted locally as well as in other parts of the country and the world. “I have some artists that I’ve been buying from for 30 years.” Hand-made sterling silver jew-

elry from multiple sources is a consistent best-seller. Customers also love the work of Israeli designer Ayala Bar. “It’s really beautiful and every six months, her entire line is brand new. Everything she does is limited edition. My customers buy it, wear it and get so many compliments, they feel really good about themselves and then they want more.”

All jewelry at The Purple Cow Co. is displayed gallery-style inside flat-topped glass display cases. Witham is a big fan of organizing displays by color. “I like it when similar colors are together. It makes it easy for people to make choices when you have a pair of earrings and a necklace and a bracelet that all match in proximity of each other.” She has noticed that male shoppers in particular seem to gravitate towards this kind of arrangement. “They like it when they can see and say “Oh, that all works together. I’ll take all of it!”

Chris Larochelle agrees there is something about being on vacation that prompts people to shop. He co-owns Minka, a boutique in Kennebunkport, Maine, with his wife Michelle Rose , a business which emerged from her early soap and jewelry making efforts. For close to 15 years, their 500-square-foot retail space has been home to a variety of natural, modern and handmade fashion, art and accessories – including jewelry – much of which they design themselves. “On vacation, you’re usually going out to dinner which inspires you to get dressed up a little bit. Maybe pick up a pair of earrings and say, hey, these would be good for dinner tonight,” he said. At Minka, those earrings would likely be the store brand. “My wife makes all of the jewelry plus she has a handbag line and a body care

line. And we work with local artists. If we don’t make it ourselves, we’ll design something and see if a local artist will make it for us.”

When it comes to display, Minka takes its cues from color. “We like to keep it clean. By that I mean we have all our products grouped by color,” said Larochelle. At one time, the compactsized store relied on cubbies but lately it has leaned into A-frame fixtures. “They’re all lined up in a row. Shoppers tend to notice merchandise, including jewelry, that way.”

Low Tide Jewelry Co. is new on the scene in South Kingston, R.I., having just opened this year. Owner Paula Quigley calls her jewelry designs “wearable beach love” and clearly her fondness for the seaside shines through in her designs. “It’s that sense of place that people want to take home with them. They remember the way they felt by the ocean whenever they see, touch or wear the piece,” she said. Sea glass, beach stone and sea glass earrings, necklaces and rings as well as custom-made initial rings are some of the best sellers inside her 400-square foot store. “There is an intimate connection for both. Love of the ocean and family runs deep. You can rub the sea glass, shells and stones that are smoothed by waves and sand or look at your hand and see initials of your human or

fur children and feel that love.”

NIVA Green in Long Beach, Wash., bills itself as a modern curiosity shop of interesting and useful things. Owner Heather Ramsey doesn’t consider her approximately 450-square-foot to be particularly beachy. “I’m sort of the alternative to the beach.” However, she agrees her locale lends itself to jewelry sales. “People are here, it’s a special treat and they have time to look. So, when it comes to small things like jewelry, maybe they can find just the right thing. It’s a relaxed atmosphere.” Green Tree Jewelry is one of her top sellers. Shoppers appreciate the company’s laser cut wood designs and huge variety of delightful subject matter and shapes.

In terms of display at NIVA Green, Ramsey has discovered that simple pendants and earrings work best in their packaging. “They’re on a card with some information and I put them in large wooden or glass bowls and people sort and look through them.” She finds the display stand that Green Tree Jewelry provides for its earrings just perfect and takes full advantage of it. Other jewelry finds its way onto little figurines. “I’ve got a little bear who has a bracelet around his wrist and sometimes I use a beautiful old dog bookend I have. I’ll put a bracelet around his neck as a collar. My displays are a little bit unconventional but they seem to work here.” ❖

Is natural fiber jewelry selling or are sales stalling and why?

Natural fiber jewelry is more of an occasional item at Vignette Key West, a women’s clothing boutique in Key West, Florida. “Once in a while, we’ll carry jewelry made from jute, for instance, but it’s not something we constantly have in stock,” said Owner Tania Cole

Recycled leather bracelets sell quite steadily at The Purple Cow Co. in Wakefield, Rhode Island. “I have a local gentleman who repur-

poses saddles and belts and similar materials. He cuts them down and makes really cool bracelets with them,” said gift store Owner Melinda Witham.

A limited line of leather earrings sold well at Minka, a boutique in Kennebunkport, Maine. “Currently we don’t have any natural fiber jewelry on hand but we’re bringing in some macrame items by a local artist who does really well at craft shows. I have a good feeling her

line is going to sell,” said Chris Larochelle who co-owns the boutique with his wife Michelle Rose.

Leather bracelets and wooden earrings sell very well at NIVA Green, a gift shop in Long Beach, Washington. “It’s a trend. And leather bracelets are very comfortable to wear as far as bracelets go,” said Owner Heather Ramsey ❖

Jewelry at Seaside (From page 29)

Increasing Jewelry and Home Décor Sales at Art Museum Shops

By Karen Appold

When looking to increase sales of jewelry and home décor at art museum shops, take some tips from other shopkeepers such as what sells well. Barbara Dunn, museum store manager, The Vero Beach Museum of Art, Vero Beach, Fla., said her top jewelry sellers are necklaces by LPL Creations. This Florida-based jewelry artist creates 18-carat gold plate handmade pieces and freshwater pearls, which makes the price point affordable.

Because Sea Lily Jewelry is made from piano wire jewelry, it is unique and a conversation starter, Dunn said. Necklaces sell better than earrings and bracelets at the 690-square-foot shop.

Rings from RS Covenant feature designs that are suitable for all ages and are incredible imitation pieces, Dunn said. “The pieces are so good that many patrons like them for show, but also to travel with because they don’t have to worry about loss or theft,” she said.

Julie Steiner, senior director of admissions and retail operations at the Barnes Foundation in Philadelphia Pa., is seeing the strongest jewelry sales among her least expensive lines, particularly lightweight laser cut wood and bamboo earrings by Green Tree jewelry. The latter has the added benefit of being made in the United States, which has proved to be an important consideration with all of the supply chain disruptions of the past year.

In second place are pleated fabric necklaces from Alexandra Tsoukala in Greece. “Again, lightweight and inexpensive materials are the key,” Steiner said.

Chacho Herman , associate director of earned income, The San Diego Museum of Art at Balboa Park in California, said Sheri Liebert necklaces are top sellers. This local San Diego designer makes high-end pieces ranging from $250 to $750. “Her pieces tend to be one-of-a-kind items, which is a strong selling point,” he said. “Since reopening, we’ve found that visitors are more willing to support local San Diego

designers. Her popularity can also be attributed to her frequent trunk shows at the gift shop, so guests recognize her name.”

Another good seller is KJK Jewelry bracelets and earrings. “The story behind Kathrine Kornblaus’s (KJK) jewelry is fun,” Herman said. “People love hearing that she was eager to work with me to develop a cohesive and beautiful collection that reflected exhibitions’ themes. Priced between $45 and $150, her items are not inexpensive, but can be considered affordable.”

Rings by Alexandra Scarlet, another local designer, also fly off the shelves. Again, this is because customers are excited to buy local merchandise. Her rings are modern designs, using semi-precious materials, and the price is right in the sweet spot of $125 to $175 per ring, Herman said.

Cheryl Tuttle , director of finance and operations at the Des Moines Art Center in Iowa, said her top jewelry seller is Iris de la Torre brooches made by a Mexican artist living in the United Kingdom. The brooches are made from recyclable acrylic inspired by traditional Mexican folk arts and crafts. They are available in a wide variety of colors and styles.

TOP-SELLING HOME DÉCOR

At the San Diego Art Museum gift shop, contemporary Tibetan vases from Art Floral Trading are a

Continued on page 34

Museum Gift Shops offer an array of jewelry.

Increasing Jewelry (From page 32)

best-seller. “From diminutive single bud vases to large bouquet pieces, this line is a consistent good seller,” Herman said.

Vasa tabletop décor by Los Angeles-based artist Vasa Mihich also does well. His multi-colored tabletop home décor pieces are made from laminated acrylic. “His pieces spark whimsy and broadcast color, both of which appeal to customers,” Herman said. “And when we tell customers that he’s a Southern California artist, of course they’re even more likely to be supportive and purchase a piece.” Prices range from $300 to $750 per item.

Unique wall clocks from Clever Clocks are also popular. “The approach is artistic with inspiration from artists as varied as MC Escher to Russian constructivists,” Herman said. “People looking for a unique way to tell time without looking at their phones find that these wall clocks suit their need.”

The gift shop at The Vero Beach Museum of Art does well with merchandise from C&F Enterprise, particularly dish towels with beautiful prints and fun quotes or sayings. Fabric placemats made of quality material available in bright colorful prints are also

Continued on page 36

The Pandemic’s Mixed Effects on Home Décor Sales

SGN asked art museum shop staff if COVID-19 impacted sales of home décor. Here’s what they had to say.

Julie Steiner, senior director of admissions and retail operations at the Barnes Foundation in Philadelphia Pa.: Definitely, and I do think it will continue for a while. The pandemic has reframed our relationships with our homes, and encouraged us to turn inward, so we’re all reconsidering our home spaces and how we use them. I think the virus has increased our expectation of being comfortable and creatively fulfilled, without leaving our houses.

Chacho Herman, associate director of earned income, The San Diego Museum of Art at Balboa Park in California: I haven’t noticed a huge uptick in home décor sales. When we reopened on March 19, higherticket décor items were selling. Before the pandemic, we would sell an $18 vase regularly. Those sales are dropping off and we are now consistently selling $145 clocks.

Cheryl Tuttle, director of finance and operations at the Des Moines Art Center in Iowa: I haven’t seen an increase in home décor items during the pandemic. Our highestselling items throughout the past year have been things to do such as puzzles, crossstitch, art kits, and so forth with personal gratification items such as jewelry coming in close behind. ❖

Increasing Jewelry (From page 34)

good sellers, Dunn said.

Homefire Rugs are another constant best-seller. “Customers love the bright colored prints and patterns, and the fact that they’re washable,” Dunn said.

Two’s Company’s home items also sell well. “With so many new and different products coming in, it’s hard to say what works best for us,” Dunn said.

Pillows are all the rage for Steiner. “We’ve seen a great increase in a wide variety of styles because people are spending more time at home and refreshing and revamping their home décor,” she said. “Pillows are cozy and comfortable and provide an easy way to update your look and bring in a bit of color and art.”

Among Tuttle’s best-sellers are Gurgle Pots—which are unique, colorful, fish-shaped water pots that produce a delightful gurgling sound. Guests frequently purchase them to use as a pitcher or vase. The 2,000-square-foot shop garners around $250,000 annually.

DISCOVERING INTERESTING JEWELRY

Finding new jewelry is not always easy. “Price is a big factor as well as style,” Dunn said. “We like finding jewelry designers at the Marts, Trendz shows, and by asking other stores and museums what they stock. That way you can see and feel the jewelry and ensure the quality of products before making an investment.”

Steiner looks for jewelry makers with an interesting story or a local or mission-related connection to her museum. She also looks for novel designs.

Herman is always on the lookout for new jewelry. He asks jewelers whom he respects if they have any recommendations and he gets ideas from Instagram. He also finds new jewelers at gift shows. Due to current

travel restrictions, he has to depend on word-of-mouth and social media for now.

The Des Moines Art Museum’s buyer frequently attends gift markets and finds items on Faire, especially during the pandemic. One newer method that has worked well for her has been to contact a vendor individually if she sees something interesting in her travels and asking if they would be willing to sell wholesale, Tuttle said.

CHOOSING NEW HOME DÉCOR

It’s always challenging to find items that you think customers might purchase, especially when you have a small store and many of your customers are members, said Dunn, who tends to reach out to industry groups like the Museum Store Association (MSA) or other museum store managers for new ideas.

Dunn advised constantly refreshing shelves with new items, but also offering things at multiple price points. “As a museum store, we find items relating to the current exhibition or collection sell well such as exhibition catalogues, art books, and items showcasing the main artworks on view,” she said.

Buyers for the Barnes Museum’s 1,100-square-foot gift shop have done a variety of virtual trade shows and virtual showroom appointments; however it’s quite difficult to see the quality and style of products through a screen, said Steiner, who looks forward to buying inperson again soon.

The best way for Herman to find home décor for his 1,100-square-foot shop is by attending trade shows. Due to current travel restrictions, he is taking advantage of online shows and visiting the new MSA marketplace, which offers many new and unique products. ❖

Silver Streak

By Mike Mallon

Silver Streak was founded by Mike and Betty Mallon in 1978 in Scottsdale, Ariz. Silver Streak has built a reputation for providing the best professional and friendly customer service in the gift industry. Their impressive printed catalog, with over a 1,000 different items to choose from, has made them a leading wholesale distributor for natural minerals, gemstone gifts, souvenirs, and crystal jewelry.

In 1994, Silver Streak changed the Tumbled Stone business with a new display and an incredible new way to sell tumbled stone: The Ore Car Attraction. It is perfectly themed to the gem and mineral retail business. Retail sales of Tumbled Stone went mainstream when Silver Streak introduced selling it by the bag, giving customers an interactive educational choice of more than 50 different Semi-Precious Gemstones to start their own collection. It has now been 27 years; there

are more than 1,500 Ore Car Displays in Theme Parks, National Parks, Truck Stops, Airport Stores, Bookstores and every type of Gift Store you can imagine. These locations have generated sales of more than 30 million pounds of Tumbled Stone and are showing no signs of slowing down.

Success didn’t stop there; the next great selling line is the Crystal Jewelry Collection. Displaying this beautiful jewelry on a Natural Manzanita tree has had impressive results. Customers with the Manzanita Tree Display are experiencing sales of 600 to 900 Crystal Necklaces per season, all with a three-time markup.

With fast turnaround, and a Satisfaction Guarantee, you’ll know why Silver Streak has set the pace in the industry.

(Order anytime on our easy-to-use website, www. SilverStreakS.com.

We look forward to helping you place an order; call 800-526-9990. For additional information, circle 38 on the reader service card.)

Jewelry Product News Brief

Silver Streak Offers New 2021 WireWrapped Titanium Aura Pendants with Manzanita Tree Crystal Jewelry Display

Silver Streak now offers new 2021 Wire-Wrapped Titanium Aura Pendants with Manzanita Tree Crystal Jewelry Displays. Titanium Aura Druzy Pendants are hand-crafted pendants shaped and treated with Titanium, Cobalt and other metals, producing a brilliant range of iridescent colors. They are then wrapped in silver, gold, or copper wire, and sold on 24-inch gold or silver plated chains. See all the new styles of jewelry and our themed displays online, and at the Las Vegas Souvenir & Resort Gift Show, Booth 144-146-148.

(See all display packages for jewelry at www.S ilver S treak S .com. For more information, call 800-5269990 or circle 38 on the reader service card.)

See all the new styles of Silver Streak jewelry and the new themed displays online, at the Las Vegas Souvenir & Resort Gift Show, Booth 144-146-148.

P rofiles In Excellence • Gem and Jewelry

Rocky Mountain Leaf Company

At Rocky Mountain Leaf Company, we transform real pieces of nature into popular souvenirs and gifts. Since our company was established in 1974, our product line has expanded from unique jewelry pieces to a variety of keepsakes, including ornaments, nightlights, and wine charms. We hand-craft every item from natural objects, including leaves, cones, and seashells. As a result, every piece is truly one-of-a-kind.

Our products are all handpicked in nature for shape, size, and quality. Through the process of copper electroplating, each piece is preserved and given lasting durability. The natural beauty of each item is further enhanced with a gorgeous coating of 24k gold, iridescent copper, fine silver, or rose gold.

We offer a wide range of products that reflect the natural environment in most parts of the U.S. We also give buyers many options to customize our products to fit their locations. We design free namedrops for

Jewelry Industries

By Janice McKenna

Harvey Ullman started to sell jewelry at the age of 14 in his family’s business, Leonards’ Wholesale Enterprises. He has 50 years of experience selling to retail jewelry stores and gift shops in New York State and Pennsylvania. Ullman now manufactures jewelry under Jewelry Industries, Inc.

Ullman said, “As a sales rep myself, I have first-hand knowledge of what will sell and what merchandisers expect. They want a unique, quality product at the right price point and excellent customer service. I’m proud to say we deliver on all counts.”

His Calypso collection creations include sterling silver stainless steel jewelry and semi-precious colored

ornaments, keychains, and magnets, with no minimum quantities required. We also carry numerous brass charms, which can be added to our ornaments and jewelry to depict local wildlife, recreation, and more.

Our company works with businesses of all sizes, and we aim to make our line accessible to every retailer by not having any minimum quantities per item. To make setting up our line easier, we offer new customers a free wood countertop display or ornament tree with any opening order over $250. Our products are all made to order, and we pride ourselves on our fast production time. We typically ship custom orders within one week and provide quick delivery to most states from our location in Colorado. Over the past year, we have redesigned our website, built up our inventory, and tested new product ideas. This year, we look forward to offering an even wider selection of quality, USA-made products to new and returning customers.

pendants and earrings. New collections include a genuine abalone line, Guardian Angel pin collection, stainless steel magnetic closure bracelets, and sterling silver with zirconia earrings.

Jewelry Industries, a full member of the respected Manufacturing Jewelers Association (MJSA), is growing quickly and accepting established gift shop reps around the country. The company is based in Syracuse, N.Y.

(For more information, call 315-491-9504 or circle 54 on the reader service card.)

Resort and Beach Apparel at Boutiques

America’s beach resorts are gearing up for what might be their best summer ever, as pandemicweary Americans head to the shore. From sundresses to T-shirts, casual apparel fits the pandemic lifestyle.

In Chincoteague, Va., Sunsations is ready with brightly colored shirts to match the summer mood. “Vibrant colors, that’s what people want,” observed Manager Jay Beaule. “Bright blue, bright yellow, bright orange.” Nearly every colorful tee, for both men and women, is printed with logo graphics at Sunsations, which has 35 East Coast locations from Maryland to Florida.

Interviewed in April, Beaule said it was still early to predict which styles would sell best this summer. But along with brightly colored shirts, he expects sunglasses, hats and other beach gear to do well with Sunsations’ vacationing clientele. “We’re just getting started for this season, and last year was the pandemic, so we’ll see what’s popular,” Beaule said.

Bright colors like fuchsia and turquoise, along with marine motifs and artsy prints, are the signature look at Funky Closet, also in Chincoteague. Owners Barbara Limmen and Kathryn Graham curate a distinctive selection of flowy tunics, dresses, tops and scarves that appeal to shoppers looking for something different. “We go to the shows and look for items that are unique — things you won’t see at all the other beach shops around here,” Limmen said.

Jewelry is a best-selling category for the boutique. At Funky Closet, nearly every display outfit is accessorized with a bold, chunky necklace in brightly colored beads, and there are bracelets to match. Many tops and accessories feature flamingo motifs or starfish graphics, bringing the coastal theme home. Other resort stores succeed by offering an alterna-

tive to beach themed merchandise. The Gatehouse, a Southport, N.C., boutique, eschews coastal motifs in favor of a French-inspired retro aesthetic. “Our look is very romantic, very feminine,” said Owner Meesha , who uses a single name. “I do a lot of online searching for unique items, and I have particular vendors whose quality I trust.”

Gatehouse customers favor dresses and tops rather than bottoms. And they are less driven by trends, Meesha said. “I have no idea,” she said when asked which pieces will be hot this season. “It’s random, every year.”

At Tonya’s Treasures in Jekyll Island, Ga., Southern lifestyle brands are always winners. They include Southern Marsh, which produces graphic T-shirts, hoodies and dresses, all with a faded-cotton, beachcasual vibe. “I feel like we’ll always sell Southern Marsh well here,” said Manager Megan Wells . Another favorite is Old Row, which makes what it calls party wear aimed at college men. “It’s really big with frat boys down South,” said Wells of T-shirts featuring slogans like “Admit Nothing” or an image of Forrest Gump alongside the word “legend.” “Guys like the graphics.”

Continued on page 44

It will be bright, hot colors for a hot summer.

What Are Your Coastal-Themed Gift Best-Sellers?

Coastal style is a favorite not only for apparel, but also for gifts. Marine themes appeal to tourists looking for vacation souvenirs as well as locals shopping for home accents.

“Any nautical home décor pieces sell really well,” affirmed Megan Wells, manager at Tonya’s Treasures in Jekyll Island, Ga. This year, oyster ceramic pieces have been popular for entertaining and hostess gifts. A line of water resistant beach bags from Scout brand flew off shelves at all three area locations of the 20-year-old shop. Wells pointed out that apart from the beach, tote bags are useful

for picnics, boat outings and even grocery runs.

Coastal themed mugs are the top gift at Sunsations in Chincoteague, Va. “They are embossed with our round Chincoteague logo, and people really like that,” said Manager Jay Beaule

Jewelry, always a prime category, is a perennial favorite for gift giving at Funky Closet, also in Chincoteague. Co-Owner Barbara Limmen said people can’t resist colorful bracelets and necklaces, some crafted from cowrie and other sea shells.

And while The Gatehouse, a Southport, N.C., boutique, has

a distinctly French vibe that sets it apart from typical beach shops, Owner Meesha nonetheless does a brisk business in totes that

Resort and Beach Apparel (From page 42)

top-selling, boho-inspired line, Peach Love, combines California beach style with what it calls “Southern charm.” To find new vendors with that relaxed, island feel, Store Owner Tonya Brown scours the Atlanta Apparel Market and other trade fairs.

This year has brought a more casual lifestyle for many Americans — and coastal styles are a perfect fit. At Enjewel, a Fort Myers, Fla., boutique, sundresses and jumpsuits are best-sellers for their versatility. “Many of these dresses and onesies that look like dresses function for both work and going out,” explained Manager Amy Bennett . “And I’ve noticed that retro prints have been big this spring.”

For women, Buddy Love is a hit with on-trend styles like maxi dresses, cut out shoulder tops, strappy sundresses and swim tunics. Summery colors like white, pink and aqua and tie-dye t-shirts with slogans like “Good Vibes” are perfect for vacation. Another

Since buying the shop last October, Bennett’s father-in-law, Tim Ferguson, has mostly relied on existing vendors for the styles that customers love. “This will be our first summer with the store,” Bennett noted. “We don’t know yet what will do well this year, but dresses will probably still be popular.” ❖

RSN 31

Blues and greens and floppy hats are mainstays for summer.

Stationery, Calendars, Frames, and Gift Wrap at Stationery and Gift Stores

By Carimé Lane

Stationery and gift stores have been on the front lines of keeping our spirits up during the pandemic. Read on for more information about how stationery is moving in four gift stores across the nation, along with details on their calendar, frame and gift wrap sales.

Gum Tree has two Californian beachfront locations – one in downtown Manhattan Beach (1,500-square-feet), and the other in downtown Hermosa Beach (roughly 1,000-square-feet), where they also run an attached café.

They carry a large selection of notebooks and boxed thank you notes. They’re known for their big and beautiful selection of individual cards, said Co-Owner Lori Ford . These cards are their bestsellers when it comes to stationery products.

Frames sell well, expressed Ford, especially bone, printed bone, inlaid bone, along with some wood and mother of pearl. The frame selection covers all shades of ivory and indigo.

“We are at the beach, so the natural materials sell really well here,” Ford said.

Letterpress and metallic foil printed stationery are well-loved at the store, but watercolor style artwork on cards and journals are also trending at the moment. During the pandemic, cards were a hot seller. Ford feels letter writing is making a comeback as a way to connect with friends and family.

“It’s a more heartfelt and meaningful way to stay in touch in this increasingly digital world,” Ford said.

Stocklist Goods & Gifts in Tacoma, Wash., saw $500,000 worth of sales last year in their 1,700-square-foot shop. They plan to open an additional 1,800-square-feet in the coming summer, said Liz Van Dyke , owner of the shop.

At Stocklist, they sell a variety of styles of calendars from various calendar vendors to reach a

Continued on page 48

A table display of stationery at Love of Character. Small notepads are popular for the store.

Stationery

Stationary, Calendars, Frames (From page 46)

broad demographic. Their best-selling calendars tend to be larger wall calendars with space to write appointments. Small planners that fit into your pocket-book or purse are also frequently purchased.

Stocklist Goods carries an extensive collection of their top-selling Cavellini & Co. posters and prints, which double as gift wrap.

Cards sent “just because” are trending, along with cards containing sentiments of support and love, said Van Dyke. Cards where artists are donating a portion of their proceeds to a charity, including COVID-19-related charities, are doing well. Sales of stickers have also taken off– Stocklist sells stickers by roughly 15 different sticker artists.

“Stickers sell as a great little addition to cards,” said Van Dyke.

JK Gift Shop is co-owned by two sisters: Julie McNabb and Katie Heinz . The Ohio-based gift shop can be found in two locations–one in Wooster (1,200-square-feet) and the other in Medina (2,500-square-feet).

At JK, they carry a large card selection. Lines include cards ranging from humorous Shannon Martin cards, to sweet Compendium cards to Curly

Girl cards, which are blank inside. They also carry a variety of journals.

Because they also run an interior design studio, they stock a large assortment of decorative frames (Mudpie, Demdaco and Kalalou). They also sell many giftable frames.

The staff at JK handmake their gift wrap. They design bags using cut-out balloons and trim for birthdays, cut-outs of a bow tie and long tie for Father’s Day, and so on.

“The bag the customer receives can be given straight to the recipient,” McNabb said.

These bags are given to customers as part of their loyalty program, but may also be purchased by out-of-towners for $2.95. JK has Emily McDowell bags available for purchase as well, emblazoned with fun sayings like: “OMG it’s a pony.”

In the card section, anything with a humorous tagline does well, said McNabb. For instance, Shannon Martin cards are favorites. In the frames section, oversized wooden frames that say “Sister,” “Grandparent,” or “TGIF: This Grandma’s Fabulous” are most popular.

Frames with interchangeable attachments are also big hits. The attachments include a baby carriage attachment for the birth of a baby, which can be changed into

A selection of wrapping paper at Love of Character. The store carries higher-end gift wrap by independent designers in a mix of single and continuous rolls.

A colorful arrangement of stationery and gifts at Love of Character. Rifle Pape Company is the store’s best-selling brand of stationery.

P rofiles In Excellence

Leanin’ Tree

By Patrick Wallace

Leanin’ Tree has been heartened to see greeting cards serve such a meaningful purpose during challenging times, helping family and friends stay connected and support one another. From an encouraging message to a get-well wish or a cheerful hello, greeting cards have helped lift a spirit and bring a smile.

While your customers can find comfort in a greeting card, you can take comfort in Leanin’ Tree. We are a reliable, family-owned business founded in 1949. All of our cards are proudly made in the USA, ensuring prompt order fulfillment and helping our economic recovery.

You can also take comfort in new card designs introduced throughout the year, helping you build repeat business and generate impulse sales. Leanin’ Tree has introduced over 100 new cards in a May catalog available now. You’ll find new designs in a wide variety of popular themes to meet your local needs. We make it easy for you to support your customers with cards for a lighthearted hello or heartfelt greeting.

In addition to an unmatched selection of best-selling everyday cards, Leanin’ Tree has you covered for all major seasons including Valentine’s Day, Mother’s Day, Father’s Day, Halloween and Christmas. All cards are printed on recycled paper using soy-based inks.

When offering cards in your store, leave uncertainty behind. Retailers have rated our line as the number one best-seller for 15 years in a row.

(Leanin’ Tree invites you to call 800-525-0846 for a free catalog and sample pack. For additional information, www.TradeLeaninTree.com, or circle 25 on the reader service card).

Stationery

a backpack for the first day of school, and changed again for other occasions or to suit the season.

There’s been an uptick on journal sales with pretty and positive sayings and decorations. McNabb anticipates this trend will continue, as people continue to record their thoughts, especially during this historic time where we’re facing Covid-19.

Love of Character, located in Wichita, Kan. carries a large assortment of greeting cards in a wide variety of genres, along with paper goods, note pads, stationery sets, notebooks, plus accessories like pens, washi tape and desk accessories.

Rifle Paper Co., a line they’ve carried since opening in June 2016, is their best-selling brand of stationery. Love of Character carries their entire line. Anna Bond, who hand-paints the illustrations for Rifle’s products, is known for her folky floral style, said Owner Mary Billings . “She’s the trendsetter in that market,” Billings commented. Rifle Paper Co. is always innovating with new floral patterns and styles, Billings added.

“We accent with other funny brands, or brands with a more modern style, like Moglea, with abstract designs, or even clean line, gender neutral friendly designs as well. We try to have a

Continued on page 50

New Notions cards from Leanin’ Tree.

May 2021 card introductions from Leanin’ Tree.

Sisters Julie McNabb and Katie Heinz own JK Gift Shop.

Stationery

Stationary, Calendars, Frames (From page 49)

spectrum for our customers,” Billings said.

Love of Character sells ready-to-use planners and calendars.

“In calendars, we try to find fun ones that have really pretty prints that people like to put in their homes as a pretty accessory and wall décor, and smaller desk size calendars as well,” Billings said.

They carry higher-end gift wrap by independent designers, in a mix of single and continuous rolls.

Small, cute notepads are no brainer purchases for customers to gift to themselves or others.

“They’re an easy gifting item that most people are going to enjoy,” said Billings. “And you’re not

It’s not your mother’s gift wrap.

dictating someone else’s style by buying a notepad for them.”

They also produce custom notepads and stationery, which are ideal for teacher’s gifts, graduations, and Christmas gifts where customers have more time to plan their purchase out, Billings said.

In the past year, uplifting designs have been trending in stationery.

“With everything that was going on, people gravitated towards fun colorful patterns–rainbows, smiling faces and funny sayings,” Billings said.

Greeting cards that make someone laugh or smile in a time of hardship have been popular as well, Billings said.

She sees the niche for graphic simplistic designs, which are now on the sidelines, growing in the future in contrast to the bright and loud trend we’re seeing now. ❖

What Are Your Top Tips to Sell More Frames?

At the Gum Tree stores, they slip magazine cut-outs into all of their frames for display, explained Ford. The frames are displayed throughout the shop in various color vignettes.

“If a frame is in a blue vignette

for example, we will pick a beautiful photo of a blue oceanscape to tie it all together,” Ford said.

Don’t relegate your frames to the home section, advises McNabb. At JK, they have frames in every section of the store, which

has been instrumental in selling more frames. That includes their pet section.

“Some people have fur babies–not everyone has kids,” McNabb said. ❖

A view from above of a stationery display at Love of Character. The store sells ready-to-use planners and calendars.

Inexpensive Souvenirs Are Big at Zoo Gift Shops

From stickers to magnets, to stuffed animals, both name-dropped and generic souvenirs are big sellers at zoo gift stores nationwide.

At the Big Bear Alpine Zoo in Big Bear Lake, Calif., Merchandising Manager Christine Bice described her top-selling inexpensive souvenirs as “little cuddly stuffed toys. Those are by far our most popular merchandise. We have miniFlopsies on display in a big bin in the middle of the store that do extremely well.” While the display is attractive and eye-catching, the popularity of this item is also due to a reasonable price point of $7.50, and a wide range of animal choices. “They are the best seller we have, for sure,” she said. Made with soft plush, the small toys are also appealing for their quality.

When it comes to other inexpensive items, magnets are a top-seller as well at the recently expanded gift shop. Bice sees a trend in the appeal of magnets due to how easily customers can purchase and carry them, and the custom styles that the store carries. “Our magnets are a good grab and go. And we had them all customized, which people like. One in particular is very popular. It was drawn from the animals here at the zoo, and it shows that the animals residing here are all rescue animals. That one is an especially good seller,” she reports. “One of the most prominent features on the magnet is an image of our two snow leopard sisters here. They each have only one eye. The magnet reminds people that the animals here are being taken care of, and that they couldn’t be taken care of or safe elsewhere.” For Bice, custom magnet designs are definitely a top trend.

“Our magnets are a good grab and go. And we had them all customized, which people like. One in particular is very popular. It was drawn from the animals here at the zoo, and it shows that the animals residing here are all rescue animals. That one is an especially good seller.”

- Christine Bice, Big Bear Alpine Zoo, Big Bear Lake, Calif.

At Zoo Montana in Billings, Guest Services Manager Kathy Barton described her best performing inexpensive souvenir items as “Colorful little rainbow candy tops or lollipops that have stuffed animals around them. They are a really strong seller. We were sold out and just restocked today, and the display is almost empty again already.” The item has wide-spread appeal, she related. “We see both kids and adults purchasing them. They are both crazy for them, and I think it is because you get both a sweet and a little stuffed toy both at one time.” The candy and plush combination is also offered at an attractive price point for customers. “You get two things for a lower price, and one is consumable, while the other one sticks around,” she said, making the purchase a win-win for guests.

With that in mind, while namedropped magnets tend to sell better overall than generic items, when it comes to plush animals, name-dropping matters less. As Bice notes “Plush is king in our gift store, and most of our plush is not personalized. Some stuffed animals do have hoodies on them that feature the name of the zoo, and those sell very well, but then so do generic plush.”

Barton also does well with stickers and magnets. “I saw that trend coming, and I have orders in right now for a ton of both of those items. Our magnets are already on the floor and they are doing just fantastic.” She added, “I get requests for stickers all the time, and when the new order comes in, we’ll get that display up and we will have a whole wall of them. The wall will include some bigger decals, too.” Price point and ease

Continued on page 54

Zoos and Aquariums

Inexpensive Souvenirs (From page 52)

of purchasing these small but memory-making items are both part of the appeal.

Name-dropped inexpensive souvenirs sell better than generic items at the gift shop, Bice said. “Namedropped items for sure appeal to people the most. They want to remember where they got something. They want that memory.” Along with offering name-dropped merchandise, Bice said top-sellers throughout the shop feature images of the animals at the zoo. “Anything with a red panda, an otter, a sloth, any of the animals they see here, those will be the top sellers.”

Tom Harvey , owner of Safari Zoological Park located in Caney, Kan., revealed that the top-selling inexpensive souvenirs in his gift shop are plush animals. “They sell anywhere from $4.99 to $34.99. We have a lot of white tigers and grizzly bears, and any of the animals that we have here at the park people will want to purchase them in plush.” The animals are not namedropped. Along with plush toys, reasonably priced Tshirts are also sold at the 1,000-square-foot gift shop and do well. The store does not stock inexpensive stickers, magnets, pens and pencils or keychains. As to name-dropped items, T-shirts that feature the zoo name are the only type of wearable that the store carries. “We simply don’t have any shirts without a namedrop on them. We have our own design logo shirts, and others which are from the mountain in the area with a nice design of an animal and our name drop on the back.” The trend in wearable souvenirs as well as in plush appears to be customer interest in well-made

items, Harvey asserted. “Our plush animals are from Rhode Island Novelty. They are very high quality.”

In Winston, Ore., Crystal Banks , gift shop supervisor at Wildlife Safari, described stickers, magnets, key chains, and smaller stuffed animals as best-sellers. “They are all inexpensive and easy to grab. And we have many new designs.” Name-dropped merchandise sells best for the store. “Customers want a souvenir that brings a memory with it,” she explained.

Banks has also observed some specific trends with inexpensive souvenirs. “With magnets, the design aspect is very important now,” Banks said. “Our customers are looking for the animals we have here. For example, we feature giraffes at the park, and have lots of items that have giraffes on them, including magnets, as well as stuffed animals that represent giraffes, and they do very well.” She also sees another trend. “I would say people are looking for things that are more upbeat.” With magnets particularly, upbeat look and animal design are both key for strong sales. With that in mind, Banks is always looking for new and appealing magnet styles, she related. “I just ordered a batch of new magnets 20 minutes ago,” she laughed. “They are Clay Critters and feature the safari park animals on them. Others have Swarovski crystals on them, which is a great look. I would expect them to be popular, too.”

Overall, top-selling inexpensive souvenirs at these four zoo locations feature site-specific animals, with plush animals a very strong category. ❖

Top Selling Stickers at Zoo Gift Shops

What are the top-selling stickers at zoo gift shops? It not only depends on each location as to what types of stickers do best, but some gift stores find stickers are just not resonating with customers at all.

At the Big Bear Alpine Zoo in Big Bear Lake, Calif., Merchandising Manager Christine Bice said she finds this is the case. She observes hardly any interest in stickers among shoppers. “We really do not sell them. There is not much demand for them. We do have a few decals, but they are

not a big thing for us.”

Like Bice, Tom Harvey, owner of Safari Zoological Park located in Caney, Kan., does not offer stickers in his store. He focuses instead on items that have plenty of appeal already, namely plush animals and T-shirts.

The sticker story is different at Zoo Montana in Billings, where Guest Services Manager Kathy Barton has just ordered a large number of new stickers. She can’t project as yet which ones will be the most popular overall, she noted. But there’s one thing

she does know: “Top-sellers will most likely feature our animals on them. I had some car decals with silhouettes of our popular animals, and they did very well.”

Stickers are also important sellers at Wildlife Safari in Winston, Ore., according to Gift Shop Supervisor Crystal Banks. Banks is currently planning new designs for summer orders. Keeping sticker design fresh and positive is what is most important for sales, she said. ❖

P rofiles In Excellence • Gifts

LaserGifts

By Cynthia Powers

Did you know LaserGifts develops, engraves, decorates, and assembles name programs in the USA!

For over 30 years, LaserGifts has manufactured superior, high-quality, and high-profit name programs and souvenirs for the tourism and gift industry. Products can be found in many prominent locations such as nationally recognized attractions and popular gift and souvenir stores.

Some of the best-selling industry name programs revolve around the LaserGifts SUPER SELLERS, the solar powered keyring. Due to popular demand, the company continued to innovate and expand its solar powered product line by introducing the SolarMini Zipper Pull, Solar Carabiner, Flash-n-Flip™ Keychain, Swing Thing and Seize the Date Keyring. In total, LaserGifts’ patented and proven solar powered products have sold over 23 million units worldwide!

Always innovating and ahead of the curve, the new LaserGifts Legacy Knife is a Premium program that of-

North Country Wind Bells®

By Connie Davidson

North Country Wind Bells® Is Ready for the 2021 Season!

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

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

fers retailers a high profit, top quality item. An heirloom keepsake that retail customers will cherish for years to come.

Located in ‘Everybody’s Hometown’ Prescott, Ariz., LaserGifts is one of the larger employers in the area with approximately 110 staff members during our peak seasons. Although customs requires that items be marked as ‘made in China’ the value of the finished product is certainly in the initial development and decoration of the item, which happens in the United States! From start to finish, your Legacy Knives, pocket tools, multipurpose tools, keyrings and pens are all engraved, finished and packed in our production facility by our amazing team members!

Contact LaserGifts TODAY for a catalog and personalized sample!

(For more information, call 928-776-4430, visit www.lasergifts.com, or circle 23 on the reader service card.)

rugged coastline and deep forests, with a desire to protect them.

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

Now more than ever, with the changing world of trade, retailers of all kinds are seeking American-made products. Visit North Country Wind Bells® at the Smoky Mountain Gift Show in Gatlinburg, Tenn., in November!

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

Trends in Souvenirs and Gifts at Caves, Caverns, and Non-Profits

By Carimé Lane

Outdoor explorers will be taking in experiences at caves, caverns, and non-profits this summer. Take a peak at what five of these organizations are selling as souvenirs, and what they have in store for their visitors this summer.

JD Harshfield, gift shop manager at Ohio Caverns, explained that, as they’re a cavern, most of their gift shop merchandise consists of rocks and mineral specimens. Amethysts and tumbled rocks are best-sellers at the caverns. They have an 8-foot-by-4-foot table of these tumbled rocks that guests dig into, Harshfield said.

Gem mining bags also sell particularly well. These bags contain dirt along with rocks and minerals. Guests sift through the dirt to find the remaining rocks and minerals that they can take home with them.

This summer, they’re planning to increase the amount of logoed souvenirs available at their shop. Harshfield said these are products serve as a reminder of a guest’s visit, as conversation starters and as advertising for the caverns as well.

Harshfield abides by the philosophy that: “You’re not going to sell anything if people don’t know what it is, especially with rocks and minerals.” You must identify each individual piece you’re trying to sell, Harshfield said.

At the Caverns of Sonora gift shop located 15 miles southwest of Sonora, Texas, on the I-10, they steer away from being a “standard kitschy,” gift shop, said Patti Landrum , who handles inventory at the 4,185-square-foot Caverns of Sonora gift shop.

They carry logoed stickers with the cavern’s image, walking stick medallions and iron-on patches. Top-

selling souvenirs include the cavern’s magnets and plush toys.

“For the more discriminating customers, we offer unique fossils from our middle eastern market,” Landrum said.

Landrum added that they offer very competitive prices on all items ranging from small rocks and kids’ jewelry to choice fossils and minerals. They also stock a good selection of jewelry for all budgets.

For the summer, Landrum is experimenting with selling tank tops.

“So far, I’m noticing the women are really liking it. Slow to sell are the kids’ and mens’ tanks,” Landrum said.

They recently moved nearly all of their display cases, which opened up traffic flow.

“This worked wonderfully during spring break. It gave customers a chance to see items in a completely different way,” Landrum said.

In The Peregrine Fund’s headquarters at the World Center for Birds of Prey 400-square-foot gift shop, offerings range from apparel to stickers to puzzles to books and fair trade items from their project areas

Continued on page 58

Michelle Kim, Volunteer Coordinator at the Busch Wildlife Sanctuary

High Pro t Margins!

Souvenirs and Gifts Section

Trends in Souvenirs and Gifts (From page 57)

worldwide where they’ve been working to preserve birds of prey.

The item they sell the largest quantities of, said Alicia Leacox , assistant director, are their postcards of avian ambassadors (for example, birds guests see on their visit). These 5-by-7 postcards feature photos captured by their volunteers. Logoed stickers of various sizes that guests can place on water bottles, cars, and so on, are their second-highest sellers. They’re simple, affordable, and something you can take home with you, Leacox said.

This year, custom facemasks were also a top seller. The shop’s bestselling face masks were fun, retro logoed masks in honor of their recent 50th anniversary, but they also sold other designs including silly eagle beak masks and graphics of various birds.

For kids, plush birds sell best.

“Big, snowy owl plush toys from Wild Republic are really popular,” Leacox said.

Every spring, they increase the variety of hats for sale because of the uptick in demand for hats in the summertime. A local embroidery screen printer worked with their scientists to create scientifically accurate color patterns for the embroidery of birds, including the Peregrine, American Kestrel and Northern Goshawk, on their hats.

Sue Roberts , a friend of The Fund, creates custom neck coolers designed to beat the heat, which also sell well come summertime. The fabric on the outside of the coolers is decorated with various birds of prey.

After three years of merchandising for The Fund, Leacox has noticed that simply moving an item to a different spot in the store will get it noticed.

“I sometimes try to do this on almost a rolling basis so that people coming in on a regular basis, like our members – and visitors coming more than just once a year – that didn’t notice something before, will notice it the next time they come,” Leacox said.

Re-locating items you are trying to clear out next to the cash register is a great strategy to get a customer to notice these items while they’re checking out, Leacox said.

Busch Wildlife Sanctuary welcome center manager Matt Parent said their best-selling category in souvenirs are their plush animals. Parent favors a less cartoonish, more realistic-looking plush animal. Their plush animals are reflective of the animals they treat and release, which means they carry native Florida animals such as armadillos, pelicans, barn owls, eagles and black bears. The plush red foxes are the best-seller in this category, followed by plush alligators.

Alicia Leacox, Assistant Director and Sales Manager for The Peregrine Fund’s World Center for Birds of Prey and her Avian Ambassador colleague Oliver, Verreaux’s Eagle-Owl.

Souvenirs and Gifts Section

Trends in Souvenirs and Gifts (From page 58)

As usual, for the summer, Parent looks for souvenirs that will appeal to the elementary school crowd since school is out for them. This summer, he would like to up the ante in book offerings. In particular, he intends on branching out in books involving specific species and with those with greater educational value.

To cater to adult visitors, Parent is developing the presentation of their animal paintings. The gift shop sells paintings where they walk their animals across a blank canvas in non-toxic colored paint. They sell these as a guest experience where the guest is present for the creation of the painting, or sell them in the gift shop. Previously, just repositioning those paintings on a gift shop wall caused an amazing boost in sales. So, this summer, he will work with different framing techniques, sizing and colorations, as these paintings have been instant sellers with adults in the past.

Parent likes to keep gift shop offerings at the eye level of his target customer. He also uses spotlights to highlight displays in the Sanctuary’s 800-square-feet of sales space. For instance, on a wall containing approximately 30 variations of animal crossing signs, using a spotlight draws visitors’ eyes to that display.

The Luray Caverns located just west of Luray, Va., house three gift shops located throughout the property, each with their own mix of products, according to Shawn Painter , retail operations manager at Luray.

In terms of custom, name-dropped souvenirs, Tshirts and apparel is a top category, Painter said.

“We offer a wide selection of tees, outerwear, and sweatshirts for all ages and many designs with caverns images,” Painter said.

Their top-selling item visitors also tote home as souvenirs are all things rocks, gemstone and mineralrelated, Painter said.

“This is by far our biggest selling category. It’s just natural to pick up something rock-related to take home as a souvenir from a cave,” Painter said.

They’ll maintain a product mix similar to previous summers, including mugs, glassware, keyrings, magnets and so on, Painter said. Any changes will mostly consist of alterations in style and color according to current trends, Painter said.

“We find items at eye-level get the most attention,” said Painter. However, since every item can’t always be displayed at eye level, she also likes to move the merchandise that goes unnoticed to new locations. ❖

The Gift Picture at College Stores

The Best Buys for Students and Alums

This past pandemic year has seen a lot of uncertainty and plenty of variables. Throughout it all, at the University of Wyoming store in Laramie, there has been one constant: stickers.

“We sell tons of them. Every month we sell hundreds, if not thousands of them,” said Apparel and Gift Buyer Jessica Lindmier. “Whether the store is open or not open, whether it’s tourists, students, alumni — stickers do fantastic for us no matter what is going on.”

It’s the same at the Torero Store at the University of San Diego, where “our best-sellers are stickers, stickers, and more stickers,” said Gift Buyer Sandy Brower . Nearly every shopper leaves with at least one decal from the Blue 84 brand: “It’s a great add-on sale to logo clothing.”

Of course, no shop can rely on stickers. To maximize revenue at the University of San Diego Torero Store, Buyer Sandy Brower buys ahead of season, making sure that merchandise is on hand for upcoming events like spring break: “That’s when families are touring campus and want a souvenir T- shirt,” Brower noted.

To spot tendencies in advance, Brower takes note of what students are wearing and which brands they use, both in person and on social media. “Pinterest is a good indicator of what is trending,” the buyer observed. In-store, “displays need to tell a story about the merchandise. It can be a theme story, seasonal story, or color story.”

In Laramie, University of Wyoming store employees rotate items constantly. “We try

to re-merchandise the whole store weekly,” said Lindmier. “We’ll display our clothing alongside gifts to make a collection. That increases sales because people will add on, buying everything that goes together.”

Lindmier keeps her eye out for trends, especially those on the coasts. “In our region, we usually get things a few months later, so we’ll look at what’s work-

A sunshine-themed display with corresponding colors at the University of San Diego Torero store. Stickers are bestselling for the store,

University of Wyoming shows another way they like to pair collections together in their displays.

Souvenirs and Gifts Section

ing in other areas,” she explained. “We also look at price point; we don’t want to price ourselves out of what people would buy.”

Shoppers at community colleges tend to be more cost conscious, according to Clint Aase , Store Director at The Bronco Bookstore at California State Polytechnic University, a two-year school in Pomona. Commuters typically do most of their shopping elsewhere, in contrast to four-year college students who live and shop on campus. For that reason, Aase stocks basics rather than trendy items that will go out of

style before they sell out.

“Gift items do tend to turn over slower,” Aase said. “Day-Glo yellow is an ‘in’ color, but if you’re ordering 144 mugs at a minimum, that might be a year’s supply

A display of gift merchandise at the University of San Diego Torero store in San Diego, Calif. The store’s apparel and gift buyer keeps an eye out for trends, especially on the coasts

The UW store brought this collection in in August of 2020. This design was custom drawn by Julia Gash and has done very well.

Souvenirs and Gifts Section

sellers, and mugs are more popular than ever, perhaps since people spend more time at home.

Most of The Bronco Bookstore’s sales have shifted online during the pandemic. Aase said he now devotes as much or more attention to the shop’s digital presence, using the same display philosophy that works in the physical store. “Keep it simple. They can’t buy it if it’s not visible,” he advises. In person, “keep enough space around merchandise so people can move. Don’t fill up the floor like an overstuffed burrito.”

At Kilgore College in the Texas town of the same name, Bookstore Manager and Buyer Kenton Beal displays gift merchandise by theme and season, rotating new items up front. Top-selling items continue to be classic souvenirs like key chains, coffee mugs, decals and water bottles. To keep the selection fresh, Beale introduces seasonal palettes.

“Neon colors are kind of all the rage right now,” the manager explained. “I look at what people are carrying around with them, what the trends are.”

In Kutztown, Pennsylvania, the buying team at the Kutztown University campus store looks for seasonal twists. “For Christmas, we’ll have gnomes, nutcrackers, ornamental ornaments, things that

What Types of Higher-Priced Gifts Sell Best for You?

Higher-end college bookstore gifts fall into two categories: trendy, like the Hydro Flask stainless steel bottles that sell for upwards of $30, and classic, namely diploma frames.

“Hydro Flasks have always been in demand, and a winner for the store,” noted Sandy Brower, gift buyer at the University of San Diego’s Torero Store. Other coveted gifts are skateboards emblazoned with the university logo and artisan Christmas ornaments, which Brower calls “lifelong keepsakes.” “And for alums, logo watches featuring historic architectural features of one of the original campus buildings have been a new and successful item,” Brower noted.

Lawn signs, a popular way to celebrate outdoors during the pandemic, are a highlight this year at the University of Wyoming cam-

pus store in Laramie. “People are showing their pride,” said Apparel and Gift Buyer Jessica Lindmier of the signs, which sell for $20 to $80. “Whether they’re staying home or celebrating in person, there’s a lot of excitement around graduation.”

Hydro Flasks, priced from $30 to $50, are favorites at the store all year round. “We do great with any size bottle,” said Lindmier. “Students love it, tourists love it.”

Hydro Flasks are among the few luxury items at The Bronco Bookstore at California State Polytechnic University, a two-year school in Pomona. “We’re a division II commuter college, and our customers are price conscious,” observed Store Director Clint Aase. “There’s never been much demand for high-end items apart from computers and technical necessities.” The exception are those

upscale bottles in trendy colors, which fly off shelves at $40 and up.

The top splurge at Kilgore College Bookstore in that Texas town is typically a diploma frame, which retails for $75 to $130. Keepsake frames are also winners for Kutztown University Campus Store in Kutztown, Pa., where patrons are more likely to spend for a graduation. “All our frames sell well, as well as license plates and home decor with a Kutztown theme,” said Assistant Buyer Sarah Huff. “We have a lot of graduation-related merchandise right now.” Home décor is a perennial category for higher-end gifts; pillows and blankets — some embroidered — sell for $40 to $60, along with accent pieces like a wooden campus clock tower. ❖

Floral-themed gifts at the University of San Diego Torero store. The store’s apparel and gift buyer looks at price point, as to not price the store out of what people would buy.

are a little different, explained Assistant Buyer Sarah Huff . “We try to stay in the know about what’s coming up.”

Graduations, campus tours and orientation sessions all offer opportunities for souvenir shopping. At a spring alumni event, Huff and Buyer Karri Shearer set out a graduation themed table featuring 2021 graduation face masks, which were a hit. The team plans to do a similar display for this summer’s orientations.

“Lanyards sell well for people coming to see the school in person,” Huff noted. New spring hats, such as fresh styles with leather patches, were a recent highlight. And drinkware is a consistent favorite on the gift side. “Sports bottles are big, and our mugs are selling like crazy right now,” said Huff in April. “People like to give mugs to each other.”

With activity picking up on campus, Shearer and Huff are buying more confidently. “We were kind of in the dark for a while about knowing when people would return,” said Huff in April. “We started with just restocking, but now we’re focusing more on novelty.” ❖ RSN

U of Wyoming student employee Morgan is showing off best-selling sticker from Blue 84 and one of the Spring colors from Hydro Flask. Many customers pair stickers with their Hydro Flasks to make them unique.

P rofiles In Excellence

Bert Anderson

Bert Anderson has been producing whimsical designs for the gift industry for over 25 years. Starting in the early 90’s with limited edition Santa figurines, he now concentrates on a wide variety of ornaments for the souvenir/resort market.

While most of his current line depicts North American wildlife, he likes to venture into ‘niche’ items that many larger companies may dismiss. So in addition to bear, moose, elk and other wildlife, there are also aliens, bigfoot, Abe Lincoln and Santa in a bathtub! He also does custom items with low minimums. Some of the companies that he’s designed ornaments for include Las Vegas’ Venetian and the Grand Ole Opry in Nashville. Have an idea for an ornament or other custom piece? Give the shop a call and we can talk.

Probably the biggest boost to his business was when he started offering free personalization with no minimum order. So now any shop can have their state, their National Park, their town or their business name written on a whimsical best-seller without the worry of minimum orders or minimum quantities. His items can be found in the temporaries at the Las Vegas World Market Expo building, the Las Vegas Souvenir show and the Smoky Mountain Gift Show in Gatlinburg. Or call 800962-9122 and we’ll send you a catalog.

FEATURED ADVERTISERS

Bringing Home Scented Soaps and Candles Selling Tips from Gift Stores

By June Allan Corrigan

Of all the human senses, the sense of smell is the one most likely to conjure up a memory or set a mood. No wonder people enjoy bringing scented soap products and candles into their homes. Who wouldn’t want to satisfy cleansing and lighting needs while breathing in their favorite scent? Four soap and/or candle stores in various parts of the country describe how they serve their customer base.

At The Bubble Bistro in Memphis, Tenn., all products are proprietary. “All of our products are hand-made from scratch right here. We do not carry any other brands, just our own exclusively,” said Owner Andrea Johnson . Hands down, she said, their top-selling soap is their Honey Cream Luxe Moisture bar. It’s made with Caribbean Rainforest honey, hemp, goat milk and shea butter. The 1,500-square-foot establishment also does a brisk business in solid shampoo bars. “There’s no liquid waste and no plastic bottle waste when you use a shampoo bar,” explained Johnson. Customers love how easy they are to use and of course, the quality of the shampoo itself – its plentiful lather, moisturizing benefits and the body it bestows.

The Bubble Bistro’s primary demographic is women age 35 and older. A woman might bring home one of their artisanal soaps and suddenly her husband, children and quite often visitors respond to it. Then it becomes a household favorite. The Bubble Bistro’s product of-

ferings are pretty consistent but they’re always working on new natural scent formulations. “Every summer we release a Summer Jam Promotion Box and introduce anywhere from 16 to 20 scents at one time,” said Johnson, who started her business in the Virgin Islands before relocating it to Tennessee. “We have a very organic following. Our customer base started globally from tourists and we have customers from all over. Ultimately, we are targeting the customer who wants amazing luxury products at affordable prices.”

Brookfield Candle Company in Framingham, Mass., specializes in soy candles. They’re all made in-house and at last count, there was something like 247 fragrances on offer. “It’s hard to narrow it down to one best-seller. We have a lot of popular seasonal scents,” said Owner Karen Fintonis . In the fall, for example, apple and pumpkin scents are in demand. “Our best-sellers are kind of an even mix of a lot of different

Owner Sharie Hendricks of Laguna Candles in Laguna Beach, Calif. “People just love our candles,” she said.

fragrances. Everyone’s nose is different.” Chances are the company has something to please even the most finicky customers and if they don’t, Fintonis is bound to formulate a new scent that will. “We have a lot of repeat customers who will just order the same fragrance over and over but then we have a lot of customers who like to switch it up and try new things.”

Traditionally, the bulk of Brookfield Candle Company’s sales are made in-person at farmer’s markets and craft fairs. They set up their well-planned 10-foot-by-10-foot vending space at large, often juried events which will sometimes see between 70,000-100,000 people come through. Of course, that was pre-pandemic. “Then everything was canceled so we went from 53 shows in 2019 to seven shows in 2020,” Fintonis said. Fortunately, the company has been able to concentrate on its wholesale and online business until they can begin to segue back into selling candles at in-person events.

For shoppers keen to create their own custom blended bath and body products, Bath Junkie in Carmel, Ind., is just the place. “Customers pick their products, design their own fragrance blend and then we make it exactly the way they want,” said Owner

Continued

Bath crystals at Bath Junkie Carmel in Carmel, Ind. At the store, customers can design their own fragrance blends.

Souvenirs and Gifts Section

Bringing Home Scented (From page 69)

Melissa Farmer . The 1,100-square-foot establishment has about 50 products they make onsite in addition to carrying products from other sources. Of those inhouse offerings, their sea salt body scrubs are their number one seller. “People love the natural ingredients we use in our scrubs plus ours is a little creamier versus some that are slightly coarsier.” Bath Junkie does not make its own bar soap and instead carries premium lines like Finchberry. The store also sells candles featuring popular offerings from Votivo and Creative Energy Candles. To find unique merchandise, Farmer typically travels to AmericasMart Atlanta and NY Now. She looks forward to resuming this practice as the pandemic wanes.

Bath Junkie caters primarily to women, although it’s a pretty wide demographic. High school and college students come in as do mothers in their 30s and 40s. “We’re very family focused. We have a lot of women who come in with their daughters,” Farmer said. If they aren’t there to shop, chances are people arrive to attend a party! Bath Junkie offers all kinds of party packages – birthday parties for children and adults, bridal or baby showers, team building, club meetings and more. Guests get a hands-on opportunity to create their own unique products and scents, not to mention tell their friends about the store. “When it’s a child’s birthday party, we almost always have at least one person in the group who wants to book their party here too when their birthday rolls around. Because they had a lot of fun!”

Laguna Candles in Laguna Beach, Calif., has developed quite a following during the 18 years it has been in business. “People just love our candles!” said Owner Shari Hendricks . They are a proprietary coconut oil wax blend with a touch of soy, hand-poured and hand-crafted on site. Known for especially rich fragrances, each scent has been designed in collaboration with a master perfumer. “We really try to use essential essences and avoid the use of synthetics.” Laguna Candles has two retail spaces in town although nei-

Bird candles and prints of birds are available at Laguna Candles. Prepandemic, a sample fragrance kit containing two-ounce candles was a top seller both in-store and online.

Bath Junkie Owner Melissa Farmer mixing product. The store has about 50 products they make onsite in addition to carrying products from other sources.

A trio of candles from Laguna Candles in Laguna Beach, Calif. The store has been in business for 18 years.

ther is permitting customers to enter at this time due to COVID-19. Pre-pandemic, a sample fragrance kit containing two-ounce candles was a top seller both instore and online. The latter option has only grown in popularity because it gives customers an opportunity to smell the fragrances and enjoy the experience of burning the candle in the comfort and safety of their home.

Another characteristic that sets Laguna Candles apart is its use of artisanal vessels crafted by local artists. One particular standout is their Heirloom Candle Collection created in conjunction with local artists and master glass blowers. “Many of our customers just love art and love the combination of our candles in beautifully crafted and unique vessels.” Laguna Beach is known for its many art galleries, coves and beaches so it’s not surprising that Laguna Candles’ primary demographic is a mix of tourists, women and art lovers.

Mugs, Wine Glasses, Rocks Glasses, and Tea Towels

New for 2021. Define your year with our new collection of original definitions on mugs, wine glasses, rocks glasses, tea towels and more! Whether you’re working from home, in the office, or on the front lines, About Face Designs, Inc., gifts give new meaning to everyday life.

(Shop Defined now at aboutfacedesigns. com. For more information, call 847-914-9040, or circle 56 on the reader service card.)

What Is Your Top Customer Service Tip?

The Bubble Bistro in Memphis, Tenn., advised taking great care to ensure consistency. “That, if nothing else, has always led our customers – that our products have never changed. They’re consistently what we say they’re going to be,” Owner Andrea Johnson said.

Brookfield Candle Company in Framingham, Mass., recommended listening to customers. “Find out what they’re interested

in and really tune into what they have to say,” said Owner Karen Fintonis. She personally doesn’t care for floral-scented candles but if she didn’t listen to and cater to her many customers who do, she would be turning her back on a large segment of business.

Bath Junkie in Carmel, Ind., believes in creating a welcoming atmosphere. “I feel like we make friends with our customers. It’s just how we approach things,”

said Owner Melissa Farmer. Flexibility is important. By leaning into their sample candle fragrance kits during the pandemic, Laguna Candles in Laguna Beach, Calif., has been able to keep their customer base happy and up to date on their latest scents. “To be able to burn our candles and have the opportunity to smell our many fragrances, people really love that,” Owner Sharie Hendricks said. ❖

An artful photo of a candle from Laguna Candles. The company has two retail spaces in town.

Care Product News

The Emu Story

By Renee Predmore

“The only hand sanitizing mist that feels good, smells good and does good!”

emu was founded during the 2020 global pandemic by friends (artists, musicians, athletes, parents) who felt the world needed a premium hand sanitizer that provides peace of mind, positive impact, and that we actually enjoy using.

Partnering with industry-leading experts, the company formulated its own cleansing, moisturizing, and refreshing blend infused with top-quality ingredients aloe-vera, vitamin e, and essential oils.

The company’s unique mist comes in luscious fragrances. The one-touch continuous spray mist design uses no aerosols, is TSA approved, vegan friendly, gluten free, never tested on animals and proudly Made in the USA.

emu donates a portion of proceeds to covid research and the company is passionate about making a difference!

emu is partnering with retail locations nationwide to bring health and balance to the world. Let the company show you how emu can enhance your customer experience while maximizing your sales.

(For wholesale information, please contact one of our incredible representatives at 800-250-4643 or email emu at hello@sprayemu.com. #sprayemu. The company looks forward to meeting retailers at the Philadelphia Gift Show July 25-28, 2021 Booth# 727.)

Home Décor Product News Brief NB

Lorena Canals Offers Sustainable Home Textiles

Lorena Canals is the perfect choice for sustainable home textiles, because every day is Earth Day. Lorena Canals does its bit for the planet – handmade, using natural fibers and non-toxic dyes are some of the staple values the brand stands for in order to provide Earth-friendly, home-washable rugs and textile accessories that are also zero waste.

Lorena Canals has chosen to be Earth-friendly from the very beginning. Since the introduction of its washable rug concept in the market in the 1990s, its rugs and textiles continue to be handmade by craftspeople in its own factory in northern India, using all-natural fibers and chemical-free, non-toxic dyes to ensure durability, child safety and, above all, respect for the environment.

Products from Lorena Canals have always been earth-friendly.

Ramson’s Imports, Inc.

By Nita Chabria

Ramson’s Imports, Inc., is one of the nation’s leading importer and wholesale distributor of novelties and other general merchandise. Established in 1971, owned and operated by Manu and Nita Chabria, who have been joined by their son Mahesh Chabria, along with a dedicated and knowledgeable staff to create 50 years of a successful business. Ramson’s has become one of the largest suppliers of Bandanas, Hats, Flags, Jewelry, Signs, Magnets, and is also a Licensee of military products. We also carry licensed NFL, College, and Baseball products that are sold to wholesalers and distributors of gen-

A&F A

eral merchandise in the country. In addition to our low prices, we offer significant discounts for full-case and multi-case purchases. Our extensive product line consists of thousands of items, and is constantly growing. Ramson’s ships you the widest selection in novelties and other general merchandise directly from their warehouse in Columbus, Ohio.

(For more information, check out our website, www.RIOhio.com, or call us toll free to place your orders at 800-669-0874. For additional information, circle 35 on the reader service card.)

&F Souvenir has expanded its product offering in 2021. A leader in the souvenir industry for 59 years, customers have known this is the place to go for short run custom drinkware as well as custom plaques. Now the company has added a wide variety of souvenirs decorated in North America.

“Our goal is to become a one stop shop for our customers when they are building out their collections” said Michael Atkinson, President of A&F

“Those customers who have met with us this year have seen that we have significantly expanded the line and they love our product offering.”

In addition to more products and decoration capabilities the company has increased its sales team and added four members to its art team to help with the growth.

“We are decorating domestically” added Atkinson, “this means it isn’t too late to bring your customers a fresh new collection in 2021.”

If you still want new products for this summer contact a representative today. sales@afgift.com (519-664-2289) .

6 pcs per style . $12.00 dz

Earrings $24.00 dz

$5.00 Each 2’ X 3’ Embroidered Flag

Can Coolers 2 dz/ut $21.00 12 ut $18.00 ut Hat Pins $6.00 dz

Souvenir

P rofiles In Excellence • Edible Gifts

McCutcheon Apple Products

By Jean Radish

“My small family lives in Florida, and we picked up our first gallon of McCutcheon’s cider at Fresh Market for this long Thanksgiving weekend. The jar is too large for just us three, but it’s been a tough year, so we splurged. We were not disappointed. Your cider helped to make our holiday all the better. The adults mixed it in some cocktails, the child drank it straight, and it was delicious no matter the preparation. It helped to make our holiday weekend all the better. Thank you!”- email from a customer, received 11/28/2020

McCutcheon’s products are an established family tradition that are sold across the country. Still family owned and operated, McCutcheon’s has been making fine fruit products since 1938. By using only the finest fruit and wholesome ingredients to make their delicious home style products, McCutcheon’s produces and distributes a wide array of delicious products customers will return for again and again. The reason-

able cost, delicious taste and homemade look make McCutcheon’s a perfect fit for any country store, gift shop, garden center or roadside stand. McCutcheon’s also offers private labeling on most products that promote your brand and increase customer loyalty.

The McCutcheon’s product line includes Fruit Butters, Preserves, Juice Sweetened Spreads, Freshly Pressed Apple Cider, Pickled Condiments and Relishes, Honey, Baking Mixes, Sodas, Salad Dressings and Sauces, Chips, Dips and Soup Mixes.

“To whom it may concern, I am truly stunned by your ability to craft such unique products. They are the perfect balance of indulgent and light, and the flavors are out of this world. When I tried your jellies, I was hooked for a life time! Have a fabulous day.”email from a customer, received 1/3/2021

McCutcheon’s time-honored recipes have made their gourmet quality products a family favorite for generations. Let McCutcheon’s help grow your business with both new and returning customers.

(For more information, call 301-662-3261. For additional information, circle 28 on the reader service card.)

New wholesale customers only. May not be combined with other offers. One-time use. Valid until 5/31/2021.

Spotlight on Christmas The Business Picture at Year-Round Christmas Stores

How happy are the holidays? So happy that many Christmas stores across the United States operate year-round. For this article, shop staff and owners described how their cheer-giving business has changed due to the pandemic, and discussed their top display tips and current best-sellers.

At City Lights Collectibles in San Diego, Calif., Manager Brian Young said that business is currently “back to normal,” despite a seven-week closure when the pandemic began. “It’s been a slow build back up, but our online business is enormous anyway. We have a fiveman shipping department normally, but it grew during the pandemic.” Young noted that with a whopping 27,000 square feet of store space, concerns about limiting the number of in-store shoppers were virtually non-existent. “We could easily handle the guidelines of how many people could be in the store at any one time. We never had a problem there,” he attested.

Display is focused on a number of different styles. “We have 28 decorated trees, 72 ornament racks, 11 other displays, and a department consisting of 56 Villages that is 240 square feet all year.” Displays are created by two full-time in-store decorators and designers, and displays are changed up in full once annually, he said.

Best-sellers are “very seasonal,” Young reported. “During the actual Christmas season, our biggest sales are foliage, artificial trees, and décor. This time of year, we are more gift and collectibles, elves, angels, seashell ornaments, and ornaments that

feature things like surfing, snorkeling, all the themes which appeal to tourists in our area.”

In Manteo, N.C., Patricia Lassen , manager of The Christmas Shop, has added additional shopping options for customers during the pandemic. “We added curbside pick-up and mail order options that can be easily done on our website,” she said. “We’re going to continue doing the mail order long-term, because that has done really well for us, and if people want curbside, we’ll definitely do that. We also use Facebook and Instagram to display our items more now than before the pandemic, she added. “We had a lot of Instagram Live videos up during the height of the pandemic, but we don’t use those as much now.”

Design and display are very important in the vast 30,000-square-foot The Christmas Shop. According to Lassen, “We all pretty much chip in, but our owner does a lot of display as does our assistant manager, Sheila Hinkle; they have a real flair for it. Our owner decorates all the trees.” She explained that the shop places some but not all ornaments on the trees, and the displays are changed in full approximately every six months. Best-sellers for the Continued on page 76

City Lights offers Christmas collectibles including Byers’ Choice Carolers.

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Spotlight on Christmas (From page 75)

store include “Karen Didion Santa figures that are collectibles, and anything coastal themed, such as lighthouse ornaments and seashells. They sell well because of our location, and the Santa figures do well because they are so unusual.”

Dieter Rausch , owner of The Christmas Sleigh, Inc. in Middleburg, Va., described his best-sellers as all being extremely unique. The authentic German Christmas shop carries many handmade German and Austrian collectables, from ornaments such as Austrian painted Christmas eggs and Wiener bronzes to German pyramids. “While everything you can think of for and about Christmas you will find in my store, my ‘Smoking Man’ is always very popular. He’s a wooden figure that contains incense, which leaves his mouth. He sells well because he is so unique

Theft Prevention at Christmas Shops

It might be the holidays all year long at Christmas shops, but along with the cheer, the potential for theft also still exists. For this article, store staff members discussed top theft prevention tips.

At City Lights Collectibles in San Diego, Calif., Manager Brian Young said, “We have cases for some high-end items, but we also rely a great deal on our store employees. We have 14 different members of our customer service staff on the floor at one time to keep an eye on things and help people.”

In Manteo, N.C., Patricia Lassen, manager of The Christmas Shop, related, “We really don’t have anything in locked cases other than a few high-end jewelry lines. For us, it’s more about keeping a watchful eye on things. Our staff walks around the store a lot.”

Paula Cookenour, who handles sales and display at Jule Haus in Solvang laughs when asked about theft prevention. “Prayer helps,” she said. “Mostly we have not had blatant loss. We are blessed to have a beautiful store, and most people respect that. If we have misgivings about someone, we usually come up and ask them ‘Do you have anything in mind?’ Using a little catch phrase like that, letting them know you’re ready for them at the counter and watching them, that usually helps to prevent any theft.”

In Harrisonburg, Va., at the Snow and Ice Christmas and Gift Store, Owner Dustin Kline said, “Most of our theft prevention involves being around and engaging with our customers, trying to create a more personalized experience. We don’t hover or

follow people around though. Ever since I have opened, I have always had the philosophy that if I had to follow every customer around like a lost puppy, I’m not going to do retail. Fortunately, theft rarely happens, and when it does, it is often right in front of your nose, and the harder I try to prevent it, the more it could happen. So, really it’s all about building relationships with regular customers and tourists alike. We like to be visible and present, and make sure they feel they’re in a community store, dealing with someone personally, not a corporation. That makes a difference. Being engaged and visible is key,” he explained.

Overall, theft prevention techniques rely on an engaged staff visibly present to keep Christmas stores merry. ❖

With 27,000 sq. feet, City Lights can display thousands of ornaments.

and different, you can’t find him at all in most Christmas stores,” Rausch attested. The smoker figure was first created in 1850 and comes in a variety of themes, from Santa Claus and chimney sweep, to baker and countless others.

To display his unique collection of merchandise, Rausch said all staff members in his 1,000-square-foot shop, including himself, work on that. “Glass items you put on the trees, the wooden items on a shelf. When I’ve sold an item, I know to restock it and where to replace it. We continually replace and design our displays. When I have a good weekend, by Monday morning, I am glad to do that if we have an empty shelf. That is my dream,” he laughed.

Jule Hus has been in business for 53 years, and the Solvang, Calif., shop is still offering the merriest of Christmas merchandise to its shoppers, according to Paula Cookenour , who handles sales and display at the store, and has herself been a part of the store for 30 years. And even a pandemic can’t dampen the cheerful tone the store sets for shoppers.

“We do have a few hours a day where we offer pickup, but really the only major change we have made is asking people to wear masks, and most people have

given us great cooperation. We also have what we call “hand santa-izing” in the store for our customers, and as a part of our very careful and proficient cleaning,” Cookenour explained. “We try to be gracious to the customer, and if they want us to bring a package out front, and have already paid for it over the phone, we can work that out.” While the store was closed during the pandemic for a few months, no online model was created. Instead, the store simply reopened when allowed with signage on the wall about masks and social distancing. “We try to keep the store light and happy. It is known for being a fun and cheerful place, and that’s how we want to keep it.”

That experience translates into the store’s display as well. “We do not use wall racks. We have some Christmas trees, and we have some hanging on half trees suspended on the wall. Those are all themed. But for the most part, we display using layered tables with trays of ornaments, as well as two turn-style racks that we have resin ornaments displayed on. We would never display our authentic European glass that way.” Lassen explained that other than working to alleviate any

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challenges with breakage, all areas sell well and are always themed to a specific type of ornament. Cookenour elaborated, “Right now we have a candy and cookies-themed tree, a patriotic tree, those are the types we use. That way, when someone asks for help finding a kind of ornament, we can lead them to a specific destination. We don’t have to walk all around the store unless someone wants something vague, like an undescribed cat ornament, and then we have to remember where all the different types of cat ornaments might be.”

She added that the only area that changes throughout the year in full is the front window. “There we change themes frequently. We just changed it to Easter, with egg ornaments and things like that. After the time for a seasonal display passes, we replace the items around the store by area. That window changes every three or four months, but not on a regular schedule.”

At the Snow and Ice Christmas and Gift Store in Harrisonburg, Va., Owner Dustin Kline related that his top-sellers are themed ornaments, ornaments with names on them, and Department 56 villages. “The villages have been popular for a while now, and the ornaments with names have always been pretty much

my number-one seller,” Kline stated. “The themed ornaments that do well for us tend to relate to personal interests, whether its soccer or farming, new babies, just-married couples, or right now, cardinals. It’s cardinal season here, and we have had a stronger, snowier winter, so people come in and talk about how beautiful it is to see them again. They’re our state bird as well, so both contribute to them being popular right now.”

Kline does much of the display work in the store himself, taking turns with his sister. “We do not use a lot of trees; we are kind of the opposite of most Christmas stores. When we fill our trees with ornaments its counterintuitive for us; they don’t sell as well.” He noted that “My customers tend to find the items easier if they are hanging on hooks on the wall, where they can view them all by categories such as farm animals, cardinals, what have you, more easily. We do some themed trees for show, but as far as selling the ornaments, they do better for us on hooks and racks.”

And as far as pandemic changes go, Kline said, “We have been doing more social media and some curbside pick-up, but we do not have an online store set up yet. We have been getting some sales through Facebook and by phone, and we are hoping to get an online store going.” However, he explained that “The volume of items we have, thousands and thousands of ornaments, honestly the workload to get those less expensive items onto the website and photographed is so great that moving in that direction is a very slow process.”

Regardless of the type of display technique used or the most popular holiday products, Christmas stores nationwide continue to put some ho-ho-ho into shopping, even in pandemic times. It appears that Santa has adjusted very well to wearing a facial mask when necessary. ❖

Artist Jim Shore shows off one of his designs at City Lights.

Online sales are enormous at City Lights, according to Manager Brian Young, but it’s a shame to miss the floor displays.

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Trends in Toys and Gifts at Baby Stores

Question: What could be more fun than the joy small children, babies, and parents experience from toys and gifts? Answer: Selling more of these terrific items. Store owners and staff discuss the trends they are currently seeing in toys and gifts, the ways in which they encourage shoppers to add a toy or gift to another purchase, and the changes stores have made due to the pandemic.

At Cookie Pot Children’s Boutique, in Gladstone, Ore., Owner Liz Banta described her top sellers in these categories currently as “fun Easter baskets that have toys in them like bath bombs, or Tattoo pens, and dinosaurs, wind-up toys, and things like that. We typically have smaller items that are great for stocking stuffers during the holidays, quick birthday gifts, all kinds of very affordable items,” she related. “They do well for us because of price-point generally, and right now people are also trying to support local shops when they buy gift items.” According to Banta, while Jellycat stuffed animals, books and puzzles also do well, these small giftable items are her top sellers.

To get shoppers who may have stopped in for an apparel item interesting in adding a toy or gift to their purchase, Banta again focused on price point. “With so many affordable toy items, people can come in for clothing and easily pick up a fun toy for under $10. Then, everyone, parents and kids both, leave happy.” She also boosts interest in toys by promoting on Instagram and Facebook, which Banta cited as her main source of advertising.

The 800-square-foot shop, which focuses on a mix of new and primarily consignment clothing, offers only brand-new toys and books, and has made changes due to the pandemic. “We were not huge on social media prior to the pandemic, but we use it a lot more now. We transitioned to posting online in Instagram and Facebook and made it much easier for people to use electronic purchasing from home,” Banta explained. “We also offered at-home Santa and Easter Bunny visits, where the characters brought gifts. And shoppers could purchase items for delivery, and we offered a general package for an Easter basket last year.” She said the store did well with its unique

character visits. “We did about 35 Santa and 30-50 Easter Bunny visits,” she noted. “We also began to offer curb-side pick-up. November and December were the best months we have had so far, and our business has been amazing actually.”

The big gift and toy trend at Lil’ Chic Baby Bug Boutique in Tucson, Ariz., is a pacifier with plush attachments. Owner Darrial Hellpap said, “That kind

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Allie Bennett of Little Freebirds shows off Easter-themed gifts.

Plush and Toys

Trends in Toys (From page 80)

of pacifier keeps kids busy while soothing them.” The pacifiers feature detachable plush toys for easy cleaning. She added, “I also sell rattles, but the pacifier sells the most. I also do well with nipple balm for pregnant women. I think those both sell well at least in part because of my affordable price point on them; the items are more expensive elsewhere. Also, it’s the specialness of these items: the plushies can attach to all pacifiers and the Nipple Crack nipple balm, well, the name brings you to it and it’s really a necessity for breastfeeding moms.”

Hellpap said store positioning is key to boost sales of these items as add-ons to other purchases. “I have the pacifier plushies up near the counter near a display of bows. The nipple balm I keep over by the kids’ clothes, and I cross-merchandise them between our maternity clothing side and children’s clothing.”

The store first opened in the middle of the pan-

demic after the lockdown began to lift, Hellpap said. “I expected it to be slow, but between advertising and my location, the fact that I’m the only type of store like this in the area, things were slow, but that helped. I also do curbside pick-up for my store, and I usually have only one person at the counter.” She also performs rigorous cleaning and sanitizing precautions at her 1,200-square-foot shop.

In Scottsdale, Ariz., at Kidstop, Owner Kate Tanner said outdoor toys are the big trend in toys and gifts at her store. “Being in Arizona, we are blessed with great weather, which has led to a 50-60% increase in outdoor toy purchases during the pandemic. Scooter sales have really gone up. Really anything for active family fun does well.” Tanner revealed, “It’s really so nice to see parents interact with their kids. I think people are tired of Zoom and tech, and when we post email blasts on family fun items, we see a lot of re-

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Darrial Hellpap uses store positioning to encourage add-ons at Lil’ Chic Baby Bug Boutique.

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Trends in Toys (From page 82)

sponse to that.”

Currently, Tanner sees an “explosion for Easter baskets. We do custom baskets and we have an Easter basket buffet table, where parents can grab a shopping basket and start picking things like little Jellycat bunnies. I think the talk of running out of toys because of issues at the port scares people, and they’re more inclined to stock up when we honestly don’t know when the next shipment of an item is going to come in.” To preclude some port issues, Tanner is storing items in anticipation of shortages at the end of the month in Easter items.

Other popular gift items include baby clothing. “That has hit in the last 30 days. Coming out of the holidays I was pretty nervous because baby clothing was getting crushed by COVID-19, but it has come back.” She added, “For us, the idea of shop local really helps us to sell all of these things. We had some magazine articles written on us that we are still here, which also helped, and the shop-local love has been huge. People want that expert customer service, they want our recommendations.”

Tanner encourages add-ons of gift items simply by the items she carries in her 3,500-square-foot store. “We really don’t have to do anything. Our store has become known as having gifts and fun for all ages. We even have a gift section in the store. That includes some fun adult items, like a Chirpy Top that you put on top of wine bottles, and they were the biggest hit here in December. We have giraffe blankets for

Using Social Media to Increase Sales

Owners of baby and children’s shops are ready to offer some savvy insight into using social media to increase sales.

At Cookie Pot Children’s Boutique, in Gladstone, Ore., Owner Liz Banta described her technique as “posting new items that come in and doing that three posts a day. We also try to respond to people in a timely fashion and interact with our customers via social media sites. People can put things on hold, and we can invoice them online, and that often brings them into the store which leads to more sales,” she reported.

In Tucson, Ariz., at Lil’ Chic

Baby Bug Boutique, Owner Darrial Hellpao said, “I use Facebook and Instagram, but to be honest, I wasn’t really seeing a lot of traffic there. So I mostly focus on google on Google Ads. I have seen more traffic based on shoppers finding me there, and basing purchases based on those ads.”

In Scottsdale, Ariz., at Kidstop, Owner Kate Tanner said, “We did an Instagram video last night about a new gel blaster, a $60 toy, and we sold eight today plus accessories. People will come in and they will come in for those Instagram live items, they’ll share the video with each other there, or they saw us on Facebook. It

works for us.”

In Laguna Beach, Calif., Allie Bennett, owner of the 550-square-foot Little Freebirds, posts a variety of new items on Facebook and Instagram, as well as offering the option to Facetime the store for personalized shopping without a visit in-store to browse.

While social media doesn’t translate into a large increase in purchases for every baby and children’s shop, in a number of cases, it does, and also serves to supplement other efforts to reach out to customers in this category. ❖

You can’t go wrong with children’s books and plush.

babies and adults, whiskey flasks for dads, Spongelle bath sponges for the kids, and in adult styles, we have a buffet table of Easter items. We like to do quirky, fun things. When you gift someone something from here, they will remember you.”

As far as pandemic changes go, Tanner said website updating was her key to sales survival. “We were very fortunate and blessed that we went to a new website when we got our PPP loan. We loaded about 3,000 toys on website in four weeks, and that helped us limp through last April to July on our old site. Then we launched a new site in November, ditching the outdated, four-year- old site. If your website has plugins or things like that, you have to make sure that you are updated to the nth-degree. As easy as it is to build a website now, there is no reason to sit on old- fashioned, cookie-cutter websites anymore. The baby industry always brings in a millennial panel to its conferences, and I will never forget a woman saying at one that ‘we judge you by your website.’” Tanner elaborated, “People are looking to see if it is a custom site that is a representation of the store, not just something basic. Your website and social media are big.”

But, for Kidstop, Tanner finds the biggest pandemic change to be a very positive one in terms of customer relationships. “The biggest change is how nice people have become. They are thankful for simple things like us carrying toys to their cars for curbside, and they are thankful for seeing us on Facebook. People say thank you a lot.”

In Laguna Beach, Calif., Allie Bennett , owner of the 550-square-foot Little Freebirds, said the pandemic year has been challenging, but despite that, “People always have a heart for little children.” She reported, “One new trend is in Legacy books, they’re very sweet, and I have seen people wipe away tears for these books. I think they offer hope.” Additionally, she finds items such as little Jellycat toys with books and ecologically sound Green Toys, do strong sales, as well as little trucker hats. “They’re well-made and, COVID or not, there is a lot of sun here, so the hats remain really strong sellers for us as gifts.”

Encouraging add-on sales means cross-merchandising for Bennett. “We always cross-merchandise everything. On mannequins, I have layered brands in clothing and always include toys. My mannequins have headbands, hats, sunglasses, everyone is fully dressed. I have a mannequin right now that’s wearing a Mimi & Maggie dress, a headband, glasses, and holding a Jellycat stuffed dog.”

As far as pandemic changes, Bennett asserted, “We do social distancing, and we have hand-sanitizing dis-

pensers at our door and register to use and to buy; we sell masks, nice cotton ones for little kids. And if people need masks here to shop, we offer them. We didn’t find curbside pick-up to be that great for us. People either wanted to come in, or they did not. We offered it, but very few people called up about it.” Bennett said the shop also offered Facetime visits for shoppers. “I feel like a lot of my customers really didn’t want to jump online and do ordering. But by the same token, they didn’t want to buy from just everyone. They knew what we had. When they knew they were going to spend money, they really wanted to spend with someone they knew. I have been here in the community for a long time. They would rather call and do a Facetime buy, and I would bag, box, bow and they would come into the store for pick-up.” Above all else, she said, “We definitely had to pivot this year.”

In short, while gift and toy items at baby and children’s stores remains strong overall, one of the main takeaways in this category is that buyers want to shop local, rely on good customer service, and will support stores offering both - even in pandemic times. ❖

Independent Toy Stores

Predictions for the Best-Sellers of 2021

While no one knows what the future will hold, one thing is certain – kids will always love toys, and parents, friends, grandparents, and children themselves will always want to buy them. At independently owned toy stores, toy sales are going strong. Owners and staff discuss current top-sellers and predict the hits they foresee ahead.

At Toys N’ More in Reno, Nev., Owner Stefanie Forgie predicted anything that “keeps kids happy and occupied” will continue to sell well this year. “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. Art-making items will continue to do well I’m sure, and we are starting to carry lots more outdoor toys which will certainly be strong in warm months. 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. Melissa and Doug brand has bug-catching items, and outdoor exploring-type items that are popular and will continue to be.”

Currently, Forgie’s bestsellers are wide ranging. “We have a large variety of Mattel items like Barbies and Hot Wheels that always do well; we have the largest selection of Melissa and Doug toys in the area, and we are doing well with a new company out of Santa Cruz, Modari. They have very nice quality items, very well-built, and that appeals to people. Of course fidget toys are still going through the roof, and we have a lot of retro toys that appeal to parents because the toys remind them of their childhood.” She added that other top sellers are those that are seen by kids on Tik Tok. “If they see it that way, on that platform, then all of a sudden they’re going crazy for it,” she related. And, defying any trends or promotion, kites and puzzles also remain strong sellers for the sim-

ple and active at-home fun they can both provide.

In her 8,500-square-foot store, Forgie frequently adjusts her displays by moving “any items that seem stagnant or aren’t selling” to a more prominent area in the store. “We will test it in different locations to see if it does better, and usually it does.”

In Sedona, Ariz., Jennifer Williams , owner of Sedona Kids Company, predicted fidget toys, which are currently hot sellers for her, and current high-demand outdoor toys, will continue to do well for the store all year. “Beyond that, I can’t predict. We try to carry a lot of Southwestthemed products, especially in children’s books, and those should also do well. Visitors to the area look to those items as gifts.”

Overall, currently, Williams noted, “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.”

Williams’ displays are based less on foot traffic and more on window space. “I have three large display windows that are my display focus. I also do move things around in the store based on foot traffic, but in the windows, I have a little bit of everything to pique interest, including our games and STEM products.”

Current best-sellers at Thinker Toys in Portland, Ore., include everything from puppets to books and puzzles, to stuffed animals and science kits, according

Owner Jennifer Williams and daughter Katie Williamsretail associate.

Plush and Toys

to team member Terri Carlson . “This year, puzzles have outsold everything because of the pandemic; we are now seeing a lot of more active outdoor toys coming into spring. And we continue to do well with LEGO sets.” For 2021, she sees best-sellers focusing on the outdoors. “We think a lot of people will be spending more time outside, so outdoor toys from motorized cars, to remote control toys, to sports equipment like soccer balls, should all do well.”

Foot traffic does influence store displays, Carlson noted. “We try to make everything accessible and visible with plenty of space to move around because of pandemic guidelines. We try to space everything so that it is both easy to find, and to find quickly.”

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, is seeing a wide uptick in outdoor items at all shops. “Things like bug catchers, butterfly habitats, terrariums, and pool toys are really selling. Pool toys in fact are in short supply. School items are also still big, and I see that continuing, because parents want to keep their at-home learners on track.”

Currently and in the past year, Wahlquist said top sellers include “LEGOS, particularly some of the older-age collector sets, such as the creator expert, ideas, and technic line. Puzzles are also a large seller over the last year, as well as games. We have seen an increased interest in games that everyone in the family can

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Plush and Toys

Independent Toy Stores (From page 87)

play. People are still just looking for activities they can do together while staying inside.” She added, “And we have people who are repeat customers in that area –perhaps they started doing puzzles when the pandemic started, but just enjoy it and so they continue with it.” She’s also seen a big increase in Pokemon cards, which the store has carried for 20 years. That change has surprised her. “We’ve seen a huge new interest in that but I’m not positive as to why, and we see it for all ages. There do seem to be a few more classic sets, retro-style Pokemon items, and those have been really popular.”

Wahlquist said the stores each rotate their selection regularly. “Our main categories stay the same, but front of store and end cap displays we change out a lot. Customers like to see something new, and so we take things from the back of the store and move to the front to more highly trafficked areas.” She attested, “We like to highlight our best-sellers and themes in the front of the store.”

In San Diego, Calif., Katie Itow , assistant manager at Gepetto’s, has one strong prediction for a 2021 bestseller. “Squishmallows are going strong. They are big, plush, stuffed animals, with a large variety. They’re soft and very squishy and come in all different sizes and animal types. They’re very popular now and I

think that should continue.”

Current best-sellers also include fidget toys, squish balls, and Little Loopers. “Anything that keeps their hands busy does well. With kids based at home right now far more than usual, they need things that occupy them in that way. And, because Tik Tok has really taken off as a way to see new toys, when kids see things go viral there, that plays a big part in what sells now.”

In-store display is based on prominent featuring of items that the store expects to be popular, as well as on inventory and seasonal items. “We’ve moved our outdoor toys pretty prominently to the front with warmer weather ahead.”

From current top sellers to predicted future hits, playtime means fun for children and strong sales at independent bookstores. ❖

Are Children’s Book Sales Up, Down or Flat and Why?

Words are still a valuable asset when it comes to selling children’s books at most toy stores. Owners and staff look at the sales picture in children’s books.

Jillian Wahlquist, vice-president and co-owner of Tom’s Toys in San Luis Obispo, Beverly Hills, and Montrose, Calif., said books have always done well and sales have increased now, if not dramatically. “I call books a guiltfree purchase for parents. They are likely to buy a book for their children even if they won’t buy a toy.”

Terri Carlson, team member at Thinker Toys in Portland, Ore., explained that book sales are up for the store. “I think people are just looking for something for children to enjoy and learn from during the pandemic.”

In Sedona, Ariz., Jennifer Williams, owner of Sedona Kids Company, described book sales as up. “Children’s books are doing excellently. I think it is because people are at home more, and they’re looking for new things to keep children occupied. That’s a big reason for a lot of our sales.”

In San Diego, Calif., Katie Itow, assistant manager at Gepetto’s reported, that “Sales for books are pretty consistent year-round. They are doing well for us as learning tools, particularly for pre-school age. They are normally a popular item, but I would say even more so now, because parents aren’t sending the children to school programs.”

But, at Toys N’ More in Reno, Nev., Owner Stefanie Forgie said, “I think book sales are flat. We are asking a child to sit still, when that is what they have all been doing right now. Keeping them active, happy, and entertained on projects and with toys that give parents some relief is the trend.” ❖

P rofiles In Excellence • Plush and Toys

Fiesta Toy

By Coral Reynolds

In 1972, Harold Kleinman started Fiesta Toy in sunny California on the Santa Monica Pier. Initially, Fiesta imported plush for games on the pier. Kleinman purchased closeouts to give as prizes and sold his excess to amusement parks all over the USA. Entrance to the retail market began when a manufacturing representative asked Kleinman for permission to sell Fiesta’s products to retail, and steady growth followed.

Known for their wide variety and breathtaking design, Fiesta manufactures stuffed animals of just about everything. Whether you’re looking for a teddy bear, or an exotic animal plush toy, Fiesta has something for you. They look further than the sky for the limit, offering stuffed animals in the likeness of real-life counterparts found on land and at sea as well.

Fiesta is known for innovative plush designs that combine form and function. Swaddle Babies features plush that can be held in a plush swaddle, allowing kids to take their Fiesta plush with them wherever they go! Considering their environmental footprint, Fiesta is releasing an all-new recycled plush line called “Earth Pals” with plush made from recycled water bottles!

In addition to the manufacturing of their popular products, Fiesta does custom and private label work for many clients. Fiesta not only offers quality but competitive pricing, earning the reputation of being a trusted source and resource partner in the manufacture of branded, private label, custom, and licensed plush.

In addition to sales representatives all over the USA, Fiesta has an in-house product development and sales team. They have work experience from Mattel, Hasbro, Disney, Ace Novelty, Play By Play, and Nanco, to name a few. Their average employee has been with Fiesta for more than 10 years. They know their jobs and how to do them, and more importantly, they know the customer needs.

Daily Fiesta is striving to meet the needs of our customers and the final consumers, working non-stop to come up with the plush that everyone wants to take home while still sticking to our Promise… Quality, Value & Service Since 1972.

Monogram International Inc.

At Monogram International Inc., we continue to be a leading creator and distributor of innovative licensed toys, collectibles, and souvenirs. Founded in 1970 and still going strong, Monogram International Inc is pleased to present their products to the readers of Souvenir, Gifts and Novelties magazine. With great privilege, we hope to start business with many more retailers across the country. Be sure to check out our company website: www.monogramdirect.com for our catalog and other exciting product news.

We have had a long run of carrying a vast selection of keychains, figurines, toys, stationary items, desk accessories, lanyards, and banks featuring licensed characters and movie titles from Disney, Marvel, DC, Warner Bros, and Nickelodeon. Our catalog is strengthened by an array of products with the Mickey Mouse, Disney Princesses, Lilo and Stitch, Nightmare Before Christmas, Kingdom Hearts, Avengers, Justice League, and Harry Potter brands to name a few.

We touch on wider demographics by expanding our licensing to the hottest titles like Star Wars and The Mandalorian; Alien vs Predator; Warner Bros’ F.R.I.E.N.D.S. and Seinfeld; Hasbro’s Dungeons & Dragons, My Little Pony, and Transformers; ABC’s Golden Girls; Universal Studio’s Masters of the Universe and Horror Classics; and Popular Japanese titles like Dragon Ball Z, My Hero Academia, Naruto, Sailor Moon, Digimon, Godzilla, Sanrio, and Ultraman.

Not only does Monogram consistently provide fresh merchandise to impulse buyers from a variety of fandoms, Monogram also withholds a high standard of quality for their products at low, competitive prices. Best known as “Your Blind Bag Headquarters”, Monogram’s 3D foam key ring blind bag display boxes relentlessly drive sales for many different businesses from specialty mom-and-pop-shops to major international distributors. Your customers won’t be able to get enough of Monogram’s gift items and collectibles and you’ll want to keep some for yourself too!

Shown are models holding Fiesta Toys. Fiesta is known for innovative plush designs that combine form and function.

P rofiles In Excellence • Plush and Toys

Wikki Stix

By Bradley Smith

“Grandma, look what I made for you!” Now, there’s a special gift Grandma’s waited months to enjoy.

Fun, easy to use and mistake-free, Wikki Stix are an ideal way to offer a special message to a special person. Just press them down on the paper, no glue, no paste, no mess! And easy to peel up and reposition to make changes. And, Made in the USA, the original one and only waxed-yarn creative toy.

Fold a piece of paper in half to make a card, make the front festive and colorful, and handwrite a message inside. Tape two sheets of paper together to make a poster. And create a BIG message!

Wikki Stix make it easy for kids to create a picture of what they see on their trip.

Or, a scene from home. Whatever the subject, the important part is the creativity. Instead of staring passively at screens, with Wikki Stix, kids are actively and imaginatively creating.

And since not every vacation day is a bright and sunny day at the beach, it’s good to have Wikki Stix on hand for a rainy afternoon in the hotel room. Small, lightweight and easy to pack, Wikki Stix are the perfect take-along toy.

But even without a big trip on the agenda, kids can enjoy Wikki Stix at home …Making a funny self portrait, a picture of Fluffy the Cat and Duke the Dog …Or just a bunch of silly characters they can create and name themselves. Make it a cartoon world or a world full of Wikki Super Heroes!

And, you can create a Wikki message board for daily reminders, things to do, a daily joke, or message of inspiration. Use a piece of posterboard or even a whiteboard, and set it in a convenient place for everyone to share. Make it serious …Make it inspirational …Make it silly …Make it for Grandma! With Wikki Stix, you can make it your way!

(For more information, visit www.wikkistix.com, call 800-8694554, or circle 45 on the reader service card.)

Traveling Animals

By Peter Eades

The creators of the award-winning Traveling Animals board game are pleased to announce the release of Migrating Traveling Animals. This compact version of the game includes 75 animal cards with all new questions and 10 brand-new animal cards. Also included in the card deck are 14 world cards with new questions, 10 bonus cards and 10 hazard cards. It’s the perfect game for stimulating fun while you explore the world around us!

Like the original board game, this new version features magnificent original artwork to inspire international wildlife conservation! The on-the-go format makes it an excellent travel companion. These new cards can also be used as an expansion deck for the original game.

The game contents include 109 large 3 ½-inch-by-5 ¼-inch colorful game cards, game instructions, and card holder box.

It’s the perfect companion for the original Traveling

Fun, easy to use and mistake-free, Wikki Stix are the original one and only waxedyarn creative toy.

Animals board game, winner of the Tillywig Best Family Fun award, the 2018 Teachers’ Choice Award for the Family, and Creative Child Magazine’s 2017 Game of the Year/ Product of the Year awards.

Both versions of Traveling Animals provide a fun and exciting game experience for families and animal lovers alike! The creators of the game teamed up with wildlife artist Peter Eades to showcase the beauty and variety of wildlife while also providing valuable education about wildlife conservation. In order to further wildlife conservation efforts, Traveling Animals will donate 10% of all profits to animal conservation and education.

The Traveling Animals game board features a map of the world crossed with actual global migration paths. Players can select an animal guide token and trek across their choice of migration paths while collecting colorful animal cards. The game provides fun and learning for the whole family using strategy and knowledge with multiple paths to win!

(For more information, visit https://traveling-animals.com, call 303-520-7300, or circle 53 on the reader service card.)