Souvenirs, Gifts & Novelties - May 2022

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ASSOCIATE EDITOR

MANAGING EDITOR Caroline A. Risi

CONTRIBUTORS

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38 Easy Gifts for Sunny Location Stores - Jewelry Trends at Coastal Boutiques

For coastal stores, jewelry can be a perfect fit for guests looking to purchase packable, unique gifts for self or others. This story features interviews with stores in Maine, Canada and New Jersey regarding jewelry sales.

40 Bonus Sidebar: Is Delicate Jewelry Still Popular or Are Bigger Jewelry Pieces Trending?

Apparel and Accessories

43 Best Bets for Babies - Apparel and Accessories Trends at Stores in Pennsylvania, Michigan, Kansas and Indiana

How fashion-forward parents are dressing today’s tots.

44 Bonus Sidebar: What Are the Top Baby Apparel Colors?

Apparel

46 A Fun Way to Enhance a Visit for Guests - Offering Apparel at Museum Stores

Apparel sales trends at museums in North Adams, Mass., Frisco, Texas, and Branson, Mo.

50 Looks for Vacations and More - Apparel Trends at Resort and Seaside Stores

At apparel shops in California, Hawaii and Alaska near resort and seaside locations, the trends are as varied as the merchandise and clientele.

47

54 Bonus Sidebar: Have Supply Chain Problems Affected Merchandise Delivery?

Year-Round Christmas Stores

58 Going All Out for Holidays - Best-Selling Christmas Store Merchandise

According to this story, Americans are celebrating a return to normal with record décor budgets. There are a million ways to celebrate Christmas, but lately, holiday retailers have noticed a trend: People are going all out.

Gifts

62 Country and Variety Stores - Merchandise that Meets Community Needs and Wants

For this article, country and variety stores were interviewed in Alaska, California, Idaho and Colorado to discuss shopping trends and merchandise.

65 Giving Sweets for Special Gifts – Business Trends at Candy Stores

67

For this article, Contributor Carime Lane interviewed candy retailers in Fort Saskatchewan, AB, China Grove, N.C. and Lexington, N.C., to discuss business trends and customer service tips.

68 Giving a Read on Retail Trends - Best-Selling Gifts at College Stores

From stickers to stemware, wall art to wallets, college stores’ gift departments truly carry something for everyone. This article features a discussion of gifts with college retailers in Pennsylvania, Alabama, Michigan and Washington.

Name-Dropped Products and Souvenirs

76 Trends in Name-Dropped Souvenirs at Zoos and Aquariums

Name-dropped souvenirs may cost more to order, but they are among the most popular items sold at zoo and aquarium stores. For this article, retailers representing attractions in Michigan, Pennsylvania, New Jersey and Massachusetts discussed name-dropped products.

78 Name-Dropped Souvenirs at Public Lands Partner Stores

Many public lands partners are just beginning to offer name-dropped merchandise. But when these items are offered, they prove a popular fundraising tool.

80 Bonus Sidebar: When Name-Dropped Souvenirs Don’t Sell

82 Helping Fans Show Their Spirit - Licensed Products at Sports Fan Stores

Whether cheering for a local, regional, or national team, dedicated sports fans want to show off their team spirit. For this article, sports retailers in Illinois, Nevada, West Virginia and Ohio discussed their businesses.

86 Whether Nature-Made or Commercially Produced, Gifts Sell at Caves and Caverns

A variety of items sell at caves and caverns, and for this story Contributor Carime Lane interviewed officials in New Mexico, Texas and Missouri to discuss sales trends.

85

68 98

88 Bonus Sidebar: Top Display Tips for Custom Products

Home Décor and Quality Gifts

94 Big Sales for the Home - Décor and Quality Gifts Are Selling at Gift Stores

High-end gifts and home décor items are moving well for the gift stores in New York, Florida, Massachusetts and New Hampshire interviewed for this article.

95 Bonus Sidebar: Which Decorative Signs Sell Best and Why?

Games, Playthings and Plush

98 Fixing to Cure Toy Needs – Selling Playthings at Hardware Stores and Pharmacies

Shoppers can pivot to purchase toys even if they are shopping hardware stores and pharmacies for other merchandise, this story found.

101 Plush and Toys at Toy Stores - Whether New or Classic, Toys Are Selling

For this story, Contributor June Allan Corrigan interviewed toy retailers in Nevada, Louisiana, Virginia, Minnesota and Delaware to discuss trends in playthings sales.

Commentary

Fostering a Spirit of Cooperation

Your store is a reflection of your viewpoints, philosophies and beliefs about how to operate a successful business. As you strive to make profits and foster loyal customers, don’t forget to bring your staff along with you. Whether it is a new employee just learning how you want business conducted or a veteran staff member who has contributed so much to your success, making your store a space where opinions are valued and creativity is fostered can be challenging, especially when the day-to-day operations are busy. Making the time to check in with everyone regularly, and striving to have employees work with you as opposed to for you, are invaluable ways to be that can ensure a smooth operation where employees want to stay.

Quotable

In each issue of Souvenirs, Gifts & Novelties (SGN), we strive to let owners, managers and buyers speak about the sales trends they are experiencing as well as offering operational advice. Our knowledgeable Contributors interview retailers all over the country to get the broadest possible base of opinions from a variety of store types. Not finding your store classification in the magazine? Many of the insights offered in SGN stories can apply to any type of shop, but you can also email us at editorsgnmag@kanec.com and we will be happy to include your business in a future edition.

This issue, in addition to the best stories about retail, we offer the special Profiles in Excellence feature. The Profiles are a chance for vendors to discuss their products and services. If you are a business interested in being featured in the next installment of the Profiles, please contact our adverting sales staff at sgnmag@kane.com.

Each edition we offer sections covering all of the top merchandise categories, including jewelry, apparel, gifts, toys and others. In this issue’s jewelry section, we cover trends and sales strategies at a selection of Black-owned stores, jewelry sales trends at coastal boutiques, and more. And in the Apparel and Accessories section, we offer a look at baby apparel and accessories. Also in the area of apparel, the issue features stories on museum and resort and seaside store apparel sales.

The changing pandemic is causing a ripple effect into the retail world. This issue’s Year-Round Christmas Stores story offers a look at how the two pandemic years are affecting current spending on holiday decorations. And a story on quality gifts and home décor also illuminates how some customers are spending bigger to beautify their homes.

This issue also offers an expanded Gifts section, and stories covering toy trends.

I hope you enjoy the magazine. Please contact me with your comments, questions or suggestions by emailing editorsgnmag@kanec.com. For advertising opportunities, vendors can email our sales staff at sgnmag@kanec.com.

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

Scott C. Borowsky

“No matter what accomplishments you make, somebody helped you.”

- Althea Gibson

Of REVIVED Furniture and Home Décor in Londonderry, N.H., Sales Associates JoJo Nassiff and Suzanne Black, Warehouse Manager Linda McCullough, Assistant Manager Kathy Cote, and seated on the bench, Owner Carolyn Leiter with Store Manager Colleen Saulnier. See the Home Décor and Quality Gifts story for an interview with Leiter.

Hassenfeld Leads Toy Foundation Campaign for Ukrainian Children

The Toy Foundation (TTF) is calling on the global play community to bring comfort and aid to the thousands of children and families impacted by the largescale humanitarian crisis in Ukraine.

In response, TTF has partnered with toy industry veteran Alan Hassenfeld and the Hassenfeld Family Initiatives to spearhead an industry-wide relief effort. Hassenfeld has pledged to donate $1 million and is challenging others throughout the play industry to join him in making an impactful contribution.

“Everything we do as an industry is about children. It’s our responsibility to do everything in our power to try and bring a smile to the faces of these children as they endure this incredible darkness,” said Hassenfeld. “As we watch these events unfold, how can any of us not want to help in every possible way?”

TTF will work with national and international partners, vetted by TTF and its campaign committee lead-

ership, to provide essential aid and resources to the thousands of displaced families impacted by the crisis.

“The Toy Foundation exists to offer aid and support to children in need everywhere, but especially those who have been impacted by such life-altering and traumatizing events such as this,” said Pamela Mastrota, executive director of TTF. “We are calling on our industry partners to open their hearts and lend their support in any way they can.”

Those in the toy community who wish to aid in these critical efforts are encouraged to do so. TTF is currently seeking both monetary and product donations. For information, contact TTF’s Executive Director Pamela Mastrota or its Director of Development John Fistolera or visit: https://toyfoundation.org/ttf/sign-in.aspx.

(Source: The Toy Industry Association website. To learn more about The Toy Foundation’s work, visit Toyfoundation.org.)

Gift for Life Welcomes Five New Board Members

Gift for Life, the gift, stationery and home decor industries’ sole national charitable organization, announced recently the addition of five individuals to its board of directors: Andrea Padilla of Transpac, Angela Jacobson of Stephen Joseph, Inc., Crystal Vilkaitis of Crystal Media, Landon Metts of Creative Brands, and Maureen Carpenter of nora fleming.

Gift for Life also acknowledged the resignation of long-time member and former Gift for Life Board Chair

Frank Joens, formerly with the L.A. Mart.

“We look forward to the ideas and energy these newcomers bring to Gift for Life and our year-round fundraising efforts,” said Chair Cole Daugherty. “We will be launching new initiatives across the country in the coming months that will help deliver food relief in support of World Central Kitchen’s amazing work in the U.S. and around the world.”

Halloween & Party Expo Returning to Las Vegas for 2023 Event

The Halloween & Costume Association and Clarion Events are excited to announce that Halloween & Party Expo will return to The Mirage in Las Vegas, Nev., for the 2023 event, with the show taking place January 10-12, 2023. The Halloween & Party Expo is North America’s only event to bring all things Halloween, Party and Celebration under one roof. The show successfully returned this year in January and was met with great feedback from buyers and exhibitors alike. Both groups commented that there is no substitute for the face-toface experience. At the 2023 event, Halloween, party and specialty retailers can once again expect three days of new product releases, networking and sourcing opportunities combined with the convenience and excitement Las Vegas provides as the host-city.

ers that they were delighted with the new location and format of the show. Las Vegas is convenient to travel to and holding the event in a host hotel allowed more opportunity to create a community feel during and after show hours. We are excited that we could answer their request and return to Las Vegas in 2023.”

The Halloween & Party Expo is the most comprehensive opportunity to source and prepare for the upcoming Halloween season, and the January show allowed buyers and exhibitors to make new business relationships, see and feel new products in person, and write orders. Buyers and exhibitors were pleased with the opportunities the event provided:

halloweenpartyexpo.com or follow #theHPE23 on social media. Hotel reservations and attendee registration, which is complimentary for buyers, will open late summer.

Exhibit space is available to all companies involved in costumes, accessories, makeup, novelties, party supplies, toys, gifts and similar products. Those who are interested in booth space or sponsorship should contact Marni Golden Vinci at 203-242-8712 or marni.vinci@clarionevents.com.

Top Resources and Programming Encourage Exploration at Summer 2022 Atlanta Market July 12-18, 2022

Halloween & Party Expo Show Director Marni Golden Vinci commented, “The focus of the 2022 event was to create a safe environment for buyers and vendors to get back to business. The feedback post-event was overwhelmingly positive regarding the return to live shows, the need for the events, and the business that got done on the show floor. Most importantly, we heard from our custom-

Following the success of the show, there was tremendous feedback to keep the show in Las Vegas. Gregor Lawson, Chairman of the Halloween & Costume Association board and founder of Morphsuits added, "The 2023 Halloween & Party Expo is thrilled to return to Las Vegas based on the request of our attendees and exhibitors. As the country's number one tradeshow city, there are unlimited dining and entertainment options as well as affordable flight options for domestic and international travelers. We are looking forward to partnering with The Mirage to provide discounted hotel rates as well as opportunities for networking on and off the show floor. We can't wait to carry the excitement and positivity from this year's event into 2023."

For more information visit www.

Atlanta Market is set to be the industry’s biggest buying event of Summer 2022 with 8,000-plus gift, home and lifestyle brands exhibiting plus a full roster of in-person events, seminars and celebrations set for its July 12-18, 2022 run at AmericasMart Atlanta.

“Exploration is the buzzword for the Summer 2022 Atlanta Market,” said Bob Maricich, International Market Centers (IMC) chairman and CEO. “A return to nearly pre-pandemic levels of resources with unmatched access to hot categories like décor, gourmet, tabletop and values-based brands plus industryleading education creates an opportunity to explore what’s next like nowhere else this summer.”

Atlanta Market offers the industry’s most expansive gift and home décor resources with some 8,000plus brands showcased across 40 Continued on page 18

“This has been the best day and we were so excited to see so many new exhibitors!”

- D. Nachnani, Harygul's Halloween, buyer

“Best show by far in over a decade! Thank you to everyone that stopped by our booth and we look forward to a great year!”

- Holly Adamonis-Zuller, Loftus International, exhibitor

TRADE SHOW NEWS

Trade Show News (From

floors in AmericasMart’s Downtown Atlanta campus.

The famed Atlanta Market temporaries expand for Summer 2022 with a new pavilion for values-based brands connected with IMC’s acquisition of the Dough network and a new category – Cash & Carry LUXE – featuring high-end jewelry and accessories. The 30-plus Atlanta Market temporary categories - representing 3,000-plus lines - are in their historic locations for Summer 2022.

Updates are found throughout the 1,000-plus Atlanta Market showrooms, with new products and bestsellers in home décor and general gift plus specialty categories including children’s, floral, gourmet and housewares, jewelry and accessories, outdoor living, seasonal, stationery and tabletop. Atlanta Market offers home décor product in 300-plus showrooms on eight floors and gift product in 700-plus showrooms on 17 floors in Buildings 1, 2 and 3.

For a full list of Atlanta Market exhibitors, visit AtlantaMarket.com/ exhibitor/exhibitor-directory.

The Summer Atlanta Market experiences that buyers love are set to return for the 2022 staging. The JURA Demonstration kitchen will provide four days of cooking demonstrations and seminars – with some to-be-announced star power – throughout the market. The redesigned Designer Workspace in Building 1 will reopen this Summer with a new optimal location on Floor 15. Buyers also can expect photo ops, industry celebrations and other onsite amenities.

JuniperMarket, the newly launched wholesale marketplace powered by IMC, will have a presence at Atlanta Market with photo ops, product displays, giveaways

and opportunities for buyers to engage and register for the new digital marketplace. JuniperCommerce also will welcome suppliers to its showroom in Building 1, Floor 9.

Atlanta Market will provide its signature planning tools for the Summer 2022 market including an optimized AtlantaMarket.com and the AmericasMart app, plus the Atlanta Market Magazine will be available in June; the Atlanta Market Buyer’s Guide will be available at market. Additionally, Market Snapshot, IMC’s social media showcase of new products and best sellers, begins in May.

Registration is open now for Atlanta Market at AtlantaMarket.com/ Attend/Registration. Showrooms are open Tuesday, July 12 – Monday, July 18, 9 a.m. – 6 p.m. and temporary exhibits are open Wednesday, July 13 – Sunday, July 17, 9 a.m. – 6 p.m.

Gift For Life/ NY NOW Partner Again for 2022 AIDS Walk New York Fundraising Event Scheduled for Sunday, May 15, 2022

Gift for Life, the gift and home decor industries’ sole national charitable organization, and NY NOW are fielding a team for the in-person return of AIDS Walk New York 2022, an annual 10K walk raising funds for GMHC, on Sunday, May 15 in New York’s Central Park. NY NOW has pledged to match the first $8,000 in donations.

“This year marks the beginning of our second decade participating in this wonderful life-giving event,”

said Caroline Kennedy, Gift For Life/ NY NOW team co-captain. “Over the last 10 years, we have raised more than a quarter of a million dollars for GMHC. For 2022, the team has raised its fundraising bar and set a very ambitious goal of $40,000 … and with the industry’s support we can do it!”

Due to COVID-19 restrictions, AIDS Walk New York has been held virtually for the last two years. “We are so excited to return to walk in Central Park!” added Su Hilty, team co-captain and Gift for Life Honorary Board member. “We are thrilled to have NY NOW as our partner once again and are delighted to kick-start our fundraising with their generous $8,000 matching pledge.”

Amy Loewenberg, NY NOW Senior Relations Manager, remarked, “AIDS Walk New York is a vital lifeline helping those affected by HIV/AIDS here in the New York metropolitan area. Our partnership with Gift for Life is a highly valued one that has grown for over two decades and we couldn’t be more excited to team-up with Gift For Life again this year to help raise awareness and funds for HIV/AIDS prevention, care and advocacy!”

Gift for Life Board Chair, Cole Daugherty added, “Our organization was founded in 1992 to fight HIV/ AIDS, and our annual participation in AIDS Walk is a meaningful continuation of our work to end the epidemic. We invite industry buyers, suppliers and service providers to join us and make a difference.”

Now in its 37th year, AIDS Walk New York has inspired nearly 890,000 people to walk and millions more to donate, raising nearly $155 million to combat HIV and AIDS. The funds raised at the event remain a vital lifeline sustaining the preven-

Continued on page 20

page 16)

Sentiment Gift Stand

This four-sided floor display is an incredible one-stop gift shop, with four fresh and unique products that make it easy to shop for loved ones. Each side of the display merchandises a different product line to ensure your customers will find the perfect gift every time!

Reflective Words sentiment hangers are made of wood with reflective details that serve as a way to remind someone daily just how special they are.

Sentiment Shelf Blocks look great everywhere, conveying thoughtful messages on freestanding cedarwood blocks.

Impressions Tote Bags are stylish and useful, with uplifting quotes stitched to a compact pouch. The clever design unfolds, revealing a roomy zippered bag with a shoulder strap.

Sentiment Succulents are the best kind of houseplant, by adding lightness and cheer to any decor – but no green thumb is required!

Compact Gift Shop

Just 2 Square Feet!

The Leader in Personalized Gift Giving

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

tion, care and advocacy programsGMHC provides for the thousands of individuals affected by the disease in the tri-state area. The proceeds also benefit dozens of other HIV/AIDS service organizations that are able to participate as teams and raise funds through the Community Partnership Program (CPP). For more information, visit ny.aidswalk.net/Who-Benefits.

To join the Gift for Life/NY NOW team and fundraise, or to donate, visit https://ny.aidswalk.net/GFLNYNOW, or contact team co-captains, Su Hilty, at HiltyBrady@aol. com, or Caroline Kennedy at kebbiekcaroline@gmail.com.

IMC to Acquire Shoppe Object and Shoppe Online

Co-Founder Jesse James to Join IMC as Vice President and Show Director

International Market Centers recently announced an agreement to acquire Shoppe Object, a designfocused home and lifestyle tradeshow and its Shoppe Online B2B e-commerce platform. Shoppe Object co-founder Jesse James will join IMC as Vice President and Show Director, reporting to Executive Vice President, Chief Customer and Marketing Officer Dorothy Belshaw. Cofounders of Shoppe Object, Deirdre Maloney and Minya Quirk, will remain involved in a consulting capacity.

“Jesse, Deirdre and Minya have built an incredibly strong and compelling market quickly and authentically, and this acquisition is an exciting new partnership for us all,” said

Bob Maricich, IMC CEO. “Shoppe Object will have the ability to grow the reach of its impeccably curated and artfully presented physical and digital platform with our investment; and IMC will have a new opportunity for regional expansion in the Northeast as well as a pipeline to bring new design-driven and socially-conscious brands, makers and voices to our physical and digital markets.”

The closing was to take place after the conclusion of the February 2022 edition of Shoppe Object, according to Maricich.

Celebrating and Upholding the Shoppe Object Brand

IMC plans to maintain the autonomy of Shoppe Object with the existing team handling sales, marketing, and management under James’ direction. Working closely with James, IMC will expand the existing semiannual show in New York City and explore regional extensions in established IMC venues and other major cities by combining creative vision, exhibitor feedback and business needs.

“This partnership makes strategic sense because IMC recognizes the significant value in Shoppe Object’s core origins,” said James. “Shoppe Object embodies a community spirit and was born out of a need for change. IMC appreciates Shoppe Object for that and is committed to maintaining our brand integrity, disciplined curation and forward vision.”

Shoppe Object was launched in 2018 by James, founder of the creative consultancy and sales agency Aesthetic Movement, in collaboration with Maloney and Quirk, co-founders of Capsule, an international tradeshow for independent ready-to-wear labels launched in 2007 and sold in 2013. Following an enthusiastic

response from buyers and brands alike, Shoppe Object grew exponentially from the 100 home and lifestyle brands of its inaugural event to its current annual mix of 500-plus seminal design brands and emerging makers. The physical market is held in New York City each February and August.

In 2020, Shoppe Object extended into the digital realm with the launch of online marketplace Shoppe Online. The B2B platform enables buyers to preview, browse and buy from Shoppe Object exhibitors year-round and integrates with at-market buyer profiles to facilitate lead management, order writing and post-show follow up.

New Opportunities to Promote Inclusion Across IMC Markets

The acquisition of Shoppe Object and appointment of James is another strategic step in IMC’s plan to emphasize the value of curated content, support values-based commerce and bring new perspectives to its community of brands.

In addition to his focus on the strategic growth and expansion of Shoppe Object, James will work closely with recent hire Vanessa Bruce, IMC’s Vice President of Social Impact, to identify and showcase values-based resources both at IMC’s physical markets as well as on the newly launched JuniperMarket B2B ecommerce platform powered by IMC. His efforts will focus on growth through the development and promotion of diversity, equity and inclusion among buyers and sellers.

Maricich added “Jesse has been a long-time customer and partner of IMC and we’re excited to welcome his discerning eye and cultural ethos to our team as we explore the impact opportunities of our markets.” ❖

Trade Show News (From page 22)

TRADE SHOW

A Look at Upcoming Trade Shows

May

13-15 Gem and Lapidary

Wholesalers

Franklin, N.C.

20-22 Gem and Lapidary Wholesalers

Orlando, Fla.

June 8-11 Atlanta Apparel

AmericasMart

Atlanta, Ga.

July 12-18

Atlanta Market

AmericasMart

Atlanta, Ga. (Circle 03 on card.)

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

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

28-31 Gem and Lapidary

Wholesalers Franklin, N.C.

August

7-9 Las Vegas Apparel Expo at World Market Center Las Vegas, Nev.

14-17 NY NOW Jacob K. Javits Convention Center New York, N.Y.

Continued on page 24

SHOW Calendar

September

1-4 Gem and Lapidary Wholesalers

Tucson Gem Show Tucson, Ariz.

8-10 Surf Expo Orange County Convention Center West Concourse Orlando, Fla.

19-21 AmericasMart Atlanta Fall Market AmericasMart Atlanta, Ga.

(Circle 03 on card.)

20-23 Las Vegas Souvenir Show

Las Vegas Convention Center – South Hall

Las Vegas, Nev.

October

1-2 Gem and Lapidary Wholesalers

Minneapolis, Minn.

11-15 Atlanta Apparel AmericasMart Atlanta, Ga.

14-15 Gem and Lapidary Wholesalers

West Springfield, Mass.

21-23 Gem and Lapidary Wholesalers

Livonia, Mich.

22-26 High Point Market International Market Centers

High Point, N.C.

28-30 Gem and Lapidary Wholesalers

Orlando, Fla.

30-Nov. 1 Ocean City Resort Gift Expo

Roland E. Powell Convention Center

Ocean City, Md.

November

1-2 Gem and Lapidary Wholesalers

Asheville, N.C.

8-10 IGES

Sevierville Convention Center

Sevierville, Tenn.

9-12 IGES

Le Conte Convention Center

Pigeon Forge, Tenn.

9-12 Smoky Mountain Gift Show

Gatlinburg Convention Center Gatlinburg, Tenn.

December

5-8 Grand Strand Gift & Resort Merchandise Show

Myrtle Beach Convention Center

Myrtle Beach, S.C.

January 2023

10-12 Halloween & Party Expo

The Mirage

Las Vegas, Nev.

10-17 Atlanta Market

AmericasMart

Atlanta, Ga.

(Circle 03 on card.)

Showrooms: July 12–18, 2022

Temporaries: July 13–17, 2022

Come Explore GIFT With Us

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

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

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

Spring Profiles in Excellence

Finding the best merchandise you can offer customers looking for a value or a treat begins with making a connection with quality vendors. The vendors showcased in each issue of Souvenirs, Gifts and Novelties (SGN) are such companies. Businesses offering everything from apparel and custom gifts to jewelry and accessories can be found each issue in the advertising pages of SGN. Additionally, twice a year SGN offers this special Profiles in Excellence feature. The profiles are a chance for vendors featured in half-page ads

or larger to put a spotlight on their companies. We hope you enjoy this issue’s profiles, which are spread throughout the magazine. If you are a vendor who would like to be featured in the next installment of the profiles, please contact the SGN sales department by emailing sgnmag@kanec. com. If you are a retailer with comments, questions or suggestions, please email the SGN editorial department at editorsgnmag@kanec.com.

Read SGN and Never Miss a Tip or Trend!

Profiles in Excellence Table of Contents

P rofiles In Excellence • Tradeshows

Atlanta Market at AmericasMart

The Premier Gift, Décor and Lifestyle Market

By Eleanor Hunt

Come explore with us at Atlanta Market, July 12–18. Source from thousands of brands across all product categories including seasonal, tabletop, housewares, gourmet, juvenile, fashion accessories and more at Summer 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 twohour 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.

The Atlanta Market experiences buyers love return this summer, with a full lineup of in-person educational seminars, cooking demonstrations, industry parties and networking events. Also look for a new pavilion of values-based brands in the Building 3 Atrium amidst Atlanta Market’s famed temporary exhibits.

As you plan your Market trip, take advantage of several integrated digital tools at AtlantaMarket.com. This dedicated source for all things Atlanta Market includes improved brand and product search and ease of navigation. The website is also integrated with IMC’s new B2B ecommerce marketplace, JuniperMarket, seamlessly connecting digital and physical markets in a way no other platform can.

(To register and for more information, visit AtlantaMarket.com. For additional information, circle 03 on the reader service card.)

Getting Stationery Sales Right Trends in Putting Pen to Paper

By Sara Karnish

As consumers increasingly return to everyday life, some pandemic-inspired trends have carried over. “Screen fatigue,” caused by hours spent working and learning online, has inspired a return to the days of hand-writing cards and letters. Stationery stores are seeing a resurgence of customers wanting to put pen to paper, rather than fingers to keyboard, in their written correspondence.

“So many people come into the store and they say, ‘Well, no one writes anymore. They text.’ My argument is—we sell a lot of stationery now. I think there is a craving for a tactile experience,” said Nancy Laboz , owner of Parcel in Montclair, N.J. “I think there’s a craving for holding onto past generations and the way things were done. People are very interested in pressing wax seals; if the paper is hand-made or hand-torn, there’s a nod to the olden days of writing letters. It’s kind of a romantic notion. I have men coming in to buy writing paper. Gift wrapping was more prominent than ever this past year. To hold a pen and practice handwriting again…there’s a little bit of a ritual to that. Where it may be lost in business correspondence, I think it’s picked up in personal correspondence. Journaling is big. The younger generation is newly embracing that. For us, being kind of vintage-inspired has helped. It’s all those beautiful traditions coming back. People come to us knowing they’re going to get the finery in writing and paper.”

Like other retailers, stationers say customers want unique paper and writing implements to send personal messages. Greeting cards are also enjoying something of a Renaissance, said Jennifer Luna , owner of Paper Luxe Stationery and Gifts, with locations in Fircrest and Gig Harbor, Wash. “[Our best-sellers] are birthday, sympathy, or just because. Greeting cards are an affordable way for anyone to connect with friends and family that makes both the sender and the recipient feel good in a way that just cannot compete with digital. We also have card collectors that just find

Nancy Laboz, owner of Parcel in Montclair, N.J. Laboz said there is a craving for the tactile experience of writing, and she subsequently sells a lot of stationery.

Stationery Store Trends

their favorites and save them to frame as artwork, display on their desk at work, or to stash away for the perfect occasion.” Besides cards, Luna said stickers are among her strongest sellers. “We sell so many stickers. They are an inexpensive way to express yourself on your laptop, water bottle, or car. They are also so fun and easy to buy for others and to send in the mail in a greeting card. People can’t resist when they see one from their best friend’s favorite television show, or their spouse’s favorite hobby, or a local city sticker to express their own local love…it’s an easy grab and go gift.”

Liz Richmond , owner of The Paperbag in Allentown, Pa., said she is seeing a greater demand for writing paper than in previous years for many of the same reasons: “I’m just seeing a trend in customers wanting general stationery. People are getting back to the written word. It doesn’t matter what it’s on— cards, stationery. The pandemic was really a great influence on people getting back to the written word. People couldn’t see each other, so they would send a card. We were closed for 13 weeks, but even after we reopened, it took people time to feel comfortable coming back into stores. [When they came back] our card sales went up. Our wedding business is coming back— we’re back to where we were, to some extent.”

Richmond and other stationers saw much of their wedding

Continued on page 30

Cards and candles at Parcel. Shoppers are interested in wax seals, according to the owner.

Stationery Store Trends

Getting Stationery Sales (From page 29)

goods business disappear in the wake of COVID. It is returning as cancelled or postponed events are rescheduled. Amy Bass , owner of Nota Bene Fine Paper Boutique in Pittsburgh, Pa., said much of her wedding business is coming back. “Invitations are still popular—either the parents will insist on it, or the couple will want to do it because it sets such a tone. Not everyone wants to send an e-vite. We do invitations for birthdays, baby showers, bridal showers. We’re still really busy with weddings—[the invitation] really does set the tone for the event.” Bass has remained competitive in a largely digital world by “being one of the few remaining stationery stores. We do in-house printing—flat digital printing, so they can pick out a box of stationery and have it printed for them in one to two days. We do a lot of letter press, which is very popular. We do a lot of digital flat printing, which allows for bringing color into the design. None are done in-house—some of our popular lines are Bella Figura, Arzberger. We still do some Crane, and William Arthur, and Cramer Drive,” she explained.

Stationers find new vendors in different ways. “There used to be a big stationery show where new vendors would show up constantly. That’s almost nonexistent right now,” Bass said. “I rely more on our existing vendors expanding their lines. It’s very hard to find a brand-new vendor; existing vendors are really good at creating new products.” Richmond relies on trade magazines and finds many items through Faire.com—a wholesale website of independent makers. At Parcel, Laboz said they have eliminated all outside vendors;

all the cards and paper sold are made in-house. (They also sell their products through Faire.com). Parcel’s brand is a mixture of modern and vintage. As far as best-sellers, Laboz said, “What works best for us is a little more heartfelt, sentimental, and nostalgic. We

A view of displays at Parcel. Shoppers are again practicing the ritual of handwriting, the owner said.

Augusta, the Paisley and Paper shop dog. The owners love any stationery vendor who offers fine paper and beautiful designs.

The sales floor at Parcel. “ …For us, being kind of vintage-inspired has helped. It’s all those beautiful traditions coming back. People come to us knowing they’re going to get the finery in writing and paper,” the owner said.

try to keep modern by touching on some updated phrasing or colors. We can acknowledge trends in subtle ways, but people look to us for the symbolic and sentimental. We don’t do overly cheeky, crass, political, or anything with foul language. We are touching on a lot of references from the past with our imagery. We do a lot with zodiac, tarot, constellations. We’ll embrace a trend when it applies to us—our younger customers are really into that. We have supportive imagery that makes us special in that category. We give a nod to what’s going on in the world in a subtle way—people look at our cards as more artful or subtle. Often people keep our cards as art—[we] do small art prints.”

Marty Garrison , owner of Paisley and Paper in Greenville, S.C., is noticing a few trends in her market: “Personalization is still key; desire for environmentally friendly paper; more color and custom logos in wedding suites; bringing together all pieces of a wedding suite, and artwork and stationery to make a cohesive brand for a couple’s big day,” she said. “These trends are making a big splash due to Instagram and Pinterest – so many ideas are compared and copied.” She noted their overall bestsellers include timeless products: “Note cards and notepaper that we can personalize. Our customers know the importance of writing a good thank you note for a gift, an interview, a dinner, or a party.” She noted she is always looking for new vendors. “We love our tried-and-true brands such as Arzberger, Crane, and Embossed Graphics, but sometimes we need to provide more of a selection. We love any stationery vendor who offer fine paper and beautiful designs. We scour the temporaries at Americas Mart, magazines and Faire all of the time. We also shop in other stationery stores when we are visiting different cities to see what they offer. Always keep your eyes open!”

Stationery retailers are quick to quash any rumors that handwritten correspondence is a thing of the past. “So many people feel like stationery and writing letters is dead. I always laugh because I’ve created two stores whose revenues definitely beg to differ!” Luna said. “Not everyone has to use and appreciate greeting cards, stationery, and own a collection of a million different fun pens. But for those of us who do, it brings so

Continued on page 32

Marty and Bryan Garrison, owners, Paisley and Paper in Greenville, S.C. Marty Garrison said she is always looking for new vendors.

A wrapping area at Parcel. Gift wrapping has been more sales prominent than ever this past year, the owner said.

Carson Garrison, owner, Paisley and Paper. Offering personalization is key for the store.

Mary Brandon of Paisley and Paper. The store does well with timeless products such as personalized note cards and notepaper.

Stationery Store Trends

Getting Stationery Sales (From page 31)

much joy and a non-digital aspect to our lives that is much needed.” She added, “Beautiful stationery and paper goods are a throwback to Gen Xers and Baby Boomers who had to use those items before the early 2000s when email became the main mode of communication. I think it makes them feel good to put pen to paper and can appreciate the emotional value of sending a card in the mail to make someone feel special. For the younger generations who are just experiencing paper goods and greeting cards, it’s a whole new experience that is exciting and tactile.”

P rofiles In Excellence • Greeting Cards

Leanin’ Tree

By Pat Wallace

Leanin’ Tree has introduced over 100 new greeting card designs in May to help their retail partners build impulse sales and repeat business during the summer season. New cards are available in a wide range of themes, from popular humor cards that bring a smile, to sweet greetings that warm your heart.

Leanin’ Tree’s May wholesale catalog is available now with dozens of new cards ready for immediate shipment. You’ll find funny birthday cards that are a delight to send or receive, adorable new designs by artist Kendra Dew, spirited humor from Shari Jenkins, and new Celebration Greetings® cards that include inspiring Scripture.

Retailers in nationwide surveys have rated Leanin’ Tree as the number one best-selling line of greeting cards for 16 years in row. The established company of-

fers an unmatched variety of cards with proven consumer appeal to help your customers laugh, appreciate and support one another, or share a special moment.

Founded in 1949, Leanin’ Tree is an employeeowned company that leads the industry in customer service. All cards are proudly made in America and printed on recycled paper. Leanin’ Tree is a strong link in your supply chain with prompt, reliable fulfillment of value-priced products that your customers will enjoy and share.

In addition to a broad selection of everyday cards, Leanin’ Tree has you covered for all major seasons including Valentine’s Day, Mother’s Day, Father’s Day, Halloween and Christmas.

(Leanin’ Tree invites you to call 800-525-0846 for a free catalog and sample pack. You can also visit www. TradeLeaninTree.com or circle 22 on the reader service card for more information.)

A wall of cubbies at Parcel. Young people are embracing journaling, according to the owner.

May birthday card introductions for Leanin’ Tree. The company provides greeting cards for all the major seasons.

May Leanin’ Tree introductions by Kendra Dew. The company is offering adorable new designs from the artist.

Trends and Sales Strategies for Black-Owned Jewelry

Stores in Atlanta, Ga., Memphis, Tenn., New Orleans, La. and Washington, D.C.

By Hilary Larson

Rhae Clore is 71, “but I pass for 50,” said the owner of Gemstone Glam Jewelry and Beads in Atlanta, Ga. “My style is big and bold. Instead of one string of pearls, I’ll wrap three strands to make a cluster. If I wear it to church, people come up and want to buy it.”

Clore is a veteran Black jeweler in a town noted for its Black entrepreneurs, many of them women. Her success comes from dressing people like herself — confident, stylish professionals — and knowing how they shop. “Powerful women in DC want something to accentuate their suits or dresses,” said Clore. “They’re not wearing trendy. They’re accessorizing with real stones” — often jade, turquoise, ruby or labradorite — “and making a statement.”

Wearing her own pieces around town is one of Clore’s most effective merchandising techniques. “Seeing it on someone tells a story,” she explained. But in her 70s, Clore doesn’t wear everything — especially the sexy waist beads, worn with a bikini or hip hugger jeans, that are now popular with younger Black women. “I’m at my high school weight, and I could put them on, but I’m not going to,” the retailer laughed.

Clore makes most of the jewelry for her 700-square-foot storefront, which she opened in 2017. To attract browsers to her boutique — the sole retail outlet on the first floor of a conference center — Clore relies on bright lighting. “I’ve got lights everywhere — big spotlights, two showroom windows,” Clore reported. She also maximizes displays in her showroom windows and on wall fixtures. “It’s like, Wow! Look at all the jewelry!”

Retailer Anika Hobbs has also found wearing merchandise to be the most effective merchandising. Hobbs encourages customers to try

Continued on page 36

Sophia Omoro, designer/CEO, odAOMOi: Luxury Design for Global Citizens, New Orleans, La. The brand emphasizes nonwasteful fashion.

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

Trends and Sales Strategies

(From page 34)

on baubles at the two locations of Nubian Hueman, her boutiques in Washington, D.C. and Baltimore. “Then we always ask, ‘How do you feel?’ If they love it, that’s all we need to seal the sale,” explain Hobbs. “The best display is on their own hand or wrist — and in their heart.”

Hobbs curates a jewelry selection from across Africa and the Black diaspora, from Europe to the U.S. and Caribbean. Her biggest seller is African mask rings, which are handmade in brass by artisans in Ghana and Nigeria. Nubian Hueman boutiques — 1,000 and 500 square feet, respectively — also host cultural events.

Indeed, many Black retailers emphasize the importance of cultivating relationships and building community through artisanship. Such is the case at od-

AOMOi: Luxury Design for Global Citizens, in New Orleans, La., said CEO and Designer Sophia Omoro “Styling our clients head to toe is a gift that resonates with the customer,” Omoro explained. All items are

What Is Your Top Customer Service Tip?

“Be authentic. Customers yearn for real, in-person conversation. We don’t take their presence for granted: They could be anywhere, but decided to be in our store.” — Owner/Curator Anika Hobbs, Nubian Hueman, Washington, D.C. and Baltimore, Md.

“Our guests leave with a reminder of the emotional experience they have in our space. It is therefore not about what they buy, but rather how they feel when they leave us.” — Designer/CEO Sophia Omoro, odAOMOi: Luxury

Design for Global Citizens, New Orleans, La.

“The most important thing is not making that sale; it’s mak-

ing people feel good, having a conversation.” — Owner Grace Byeitima, Mbabazi House of Style, Memphis, Tenn.

“Go out of your way to make that customer happy. Whatever you have to do, make it worth their while.” — Owner Rhae Clore, Gemstone Glam Jewelry and Beads, Atlanta, Ga.

“Have things that a lot of stores don’t sell in your area. It makes you a unique destination.” — Manager Latisha Nutall, Lee’s Handbags and Accessories, Memphis, Tenn. ❖

Anika Hobbs, owner/curator, Nubian Hueman, Washington, D.C. and Baltimore, Md. Hobbs has found that wearing merchandise is the most effective merchandising.

made on site in limited quantities, often responding to customer requests: “One-of-a-kind pieces make the wearer feel powerfully special.”

The odAOMOi brand emphasizes non-wasteful fashion, caring for both the environment and the humans involved. Omoro said her top sellers are beaded epaulets and capelets. “They’re pieces that elevate any outfit to that next level,” she explained, “whether a tank top, a T-shirt, or a fancy sheath dress for an evening out.”

Shoppers at the Mbabazi House of Style in Memphis, Tenn., find not only unique African designs, but also a socially conscious Black community. The 1,400-square-foot Memphis store works with tailors and other artisans in Uganda, as well as local Tennessee makers. Owner Grace Byeitima is committed to fair trade and named the store after her mother when she opened the business in 2005.

All of the jewelry is handmade and one of a kind; much of it is made in house, using all natural materials. Earrings typically retail for $20 and up, while necklaces can cost over $100 — all within many shoppers’ budgets. Jewelry constitutes 40 percent of

Mbabazi’s sales; the most popular category is recycled brass, which is shiny, high impact and affordable. “A lot of people like gold, and it’s similar,” Byeitima explained. “It’s also about novelty.”

At Lee’s Handbags and Accessories in Memphis, Tenn., new merchandise is displayed right up front, so even regulars will spot something fresh. Manager Latisha Nutall said the 1,200-square-foot boutique aims to carry broadly appealing items, not just trendy pieces. The delicate jewelry look is popular right now; pendants and charms are best-sellers, while earrings and bracelets do better than traditional necklaces.

“Customers want things that stand out and make a statement, not things you see everywhere,” Nutall observed. “They like to know that if they come to Lee’s, they’ll find something a little bit different.” ❖

Easy Gifts for Sunny Location Stores

Jewelry Trends at Coastal Boutiques

By Carimé Lane

Victoria Conner, owner of My Darling Maine Island Boutique where they sell a variety of goods, including gifts, clothing and accessories said her number one indicator for choosing a particular piece of jewelry is that it’s locally made. They’re looking for jewelry that’s as close to home as possible and supporting those in New England, said Conner.

“Many of the pieces we offer make a memorable keepsake of a customer’s trip to the area, or meaningful gift,” said Conner. “I believe visitors are shopping for memories when they choose to purchase gifts during their trip to Bar Harbor and Acadia National Park. Having unique jewelry that connects to the beauty of our surroundings is a big filter when buying for the shop.”

After that, they seek unique pieces that fit within an affordable price range. They don’t sell fine jewelry – there are already a couple of shops nearby that do. They like to stay in their lane, expressed Conner. For

the most part, that means they sell jewelry under $100. Some pieces featuring semi precious stones would sell for under $200.

“In general, if the brand tells a story, supports a local (or close-to-home) artist, meets our price range for customers, pairs back with our apparel and fits with the vibe of the shop and, then it’s a great fit for us,” said Conner. “I’m also very open to collaborating with new artists, especially if they are just getting start-

Bracelets from Wren Boutique. The store stocks jewelry with function in mind.

Gold earrings look attractive displayed against a white background at Wren Boutique. Social media is an important sales tool for the shop.

ed. It’s a privilege to give local, budding artists a platform for showing their wares when it’s a good fit for the boutique. Win-win.”

Those shopping for jewelry at My Darling Maine are looking for something indigenous to the area, said Conner. That includes sea glass jewelry repurposed from glass found on the Island, crushed lobster, oyster or mussel shell jewelry or earrings made from repurposed Lobster Bands (bands fishermen use to put over the claws so the lobster don’t pinch you) that are indigenous to ocean or river waters of Maine. The story card on the lobster pieces share the name of the fishing boat and the captain.

In their 2,500-square-feet of selling space, staff share a story with the customer. For instance: They’ll indicate the oyster shell on the jewelry comes from a body of water in the area. The customer will say: “We just went through there!’ and want to pick up the piece.

Being ready to communicate the story behind the pieces you’re selling is Conner’s number one tip for selling

Continued on page 40

My Darling Maine Island Boutique staff member Suzanne photographed with a jewelry display. The owner’s number one indicator for choosing a particular piece of jewelry is that it’s locally made.

Jewelry

Easy Gifts (From page 39)

more jewelry. At My Darling Maine, they know everything about the product, down to the name of the person who made the product.

“That pulls everything together – knowing the story from start to finish – telling the story behind the piece, how it relates to the area and why we picked it, without it being a Bar Harbor TShirt,” said Conner.

Ensuring the jewelry is visible and that it has its own dedicated area is also very important, said Conner.

Staying within the price point of the socioeconomic class of those who visit, keeping jewelry pieces in the window so customers know that they sell it, wearing the outfits themselves to show the complete looks and upselling jewelry as a complement to clothing purchases are also very helpful in selling more jewelry.

Latitude in Cape May is an 850-square-foot boutique selling clothing, souvenirs, gifts, hats, men’s clothing and of course: jewelry.

Is Delicate Jewelry Still Popular or Are Bigger Jewelry Pieces Trending?

According to Victoria Conner, owner of My Darling Maine Island Boutique in Bar Harbor, Maine, delicate jewelry is absolutely still popular. “We see time and again requests for simple classic pieces,” Conner said.

“Although bigger and bolder jewelry is trending in the fashion world among celebrities and on social media, delicate, minimalist jewelry continues to hold a comfortable place in our assortment,” expressed Owner Erin Norgan of Wren Boutique in British Columbia, Canada. For instance, customers are purchasing multiple fine stacking rings made of mixed metal to adorn their fingers at Wren Boutique, said Norgan.

According to Carolyn M. Young, owner of Latitude Cape May in Cape May, N.J., delicate jewelry is still trending, in particular when layered. But more of a statement and heavier look is coming back in with the paperclip link. ❖

Delicate necklaces from the Wren Boutique. Minimalist jewelry continues to hold a place in the store’s assortment, the store owner said.

Earrings with a splash of color from the Wren Boutique. The owner said nonbinary, gender-neutral fluidity is trending in jewelry.

Erin Norgan, owner, Wren Boutique in Canada. The store focuses on stocking local, ethically sourced apparel and accessories.

Latitude is right on the beachfront, so coastal or souvenir type items are what customers are looking for at her shop said Owner Carolyn Young . A ring decorated with a wave and captioned with “Cape May” is a very popular piece she carries. Anklets and toe rings are also sought after items.

She stocks product with added value – especially higher end pieces. For instance, she’ll try to find companies offering lifetime guarantees.

The best way to sell more jewelry is to “get the jewelry in their hands,” expressed Young. “Encourage them to try it on and touch it because if they do, they will connect with it.”

Proper lighting on the jewelry is also very important – especially when it comes to your more costly items, said Young. She uses a lot of track and LED lighting in her jewelry cases. “It really does improve the look of the display,” commented Young.

Bowen Island-based Wren Boutique is focused on independent, local, ethically sourced fashion and accessories, indicated Erin Norgan , owner of the 1,100-square-foot Wren Boutique.

“We aim to lift emerging independent Canadian designers and the jewelry brands we stock in our boutique align with this mission,” expressed Norgan. “Our core jewelry styles tend towards minimalist, contemporary essentials that are designed with function in mind. Our smaller, seasonal collections are an evolving expression of unique statement pieces that play into and complement our seasonal clothing assortment. Ranging from affordable fashion jewelry to bespoke, handmade items, we like to ensure that there is something for all of our customers.”

Norgan is seeing sustainability trending as customers become more conscious of their place in the supply chain.

“There has been a discernable trend toward supporting so-

Continued on page 42

Jewelry accented by pearls from the Wren Boutique inventory. The store stocks everything from affordable fashion jewelry to handmade items.

Jewelry from Wren Boutique. The store aims to lift up independent Canadian designers.

Necklaces on display at Wren Boutique. The store offers smaller, seasonal collections.

Jewelry with blue elements stands out against white display pieces in this Latitude merchandise arrangement. The owner tries to stock products offering lifetime guarantees.

Jewelry

Easy Gifts (From page 41)

cially responsible, often local designers that are designing jewelry from recycled metals and ethical gemstones,” said Norgan.

They’re also seeing non-binary, gender-neutral fluidity trending in jewelry. Driven heavily by Gen Z customers, they’re noticing bolder silver statement pieces taking center stage along with unisex chains, earrings, rings and bracelets.

According to Norgan, social media continues to be an incredibly important sales tool for the boutique.

“A social-first approach to our jewelry campaigns is one of our most effective strategies for increasing awareness of our products and reaching new audiences,” said Norgan.

Since jewelry purchases are very personal and symbolic, they also try to make the buying experience as thorough, and multidimensional, as possible.

“We strive to connect to our customers through storytelling, allowing them to experience a personal association with an occasion, moment, or person in their own life. People want to buy jewelry that matters to them,” said Norgan. ❖

Delicate necklaces and colorful stained glass jewelry on display at My Darling Maine Island Boutique. “ ...Having unique jewelry that connects to the beauty of our surroundings is a big filter when buying for the shop,” the owner said.

Best Bets for Babies

Apparel and Accessories Trends at Stores in Pennsylvania, Michigan, Kansas and Indiana

By Sara Karnish

Adults aren’t the only ones who want to look stylish. Many fashion-forward parents dress their little ones in the latest trends, whether apparel or fun accessories.

In accessories, it’s all about stylish but sturdy items—those that can withstand the wear and tear from the most active infant or toddler. “As far as socks go, we sell a lot of Robeez socks for infants and up to 4-year-olds and also a lot of Pals Socks for the kids around 2 and up,” said Ann Brosmer , owner of EJ and Dot’s Children’s Bou-

tique in Jasper, Ind. “Robeez stay on great, so they are perfect for those kiddos who are always kicking off and losing their socks. Pals Socks offer fun mismatched taller sock pairs that bigger kids love!” For hats, Brosmer said, “We sell a lot of Kyte Baby and Copper Pearl. I feel the Kyte sell so well due to the fact that they offer a lot of nice solid colors that will go well and match with many things, plus they are made with bamboo, making them super soft and stretchy. Copper Pearl are nice to match with their swaddles and knotted gowns for a sweet gift set.” In jackets and sweaters, Brosmer said, “We love ML Kids for fun and trendy denim jackets, often with lace or fringe trim or detail. These also work great for layering in the spring and fall.”

socks, as well as JoJo Maman Bebe because they have sturdy grippers on the bottom.” In jackets and sweaters, Montague said, “Mayoral is probably our biggest seller in sweaters—they make these little sweaters which can be worn with a dress. We also sell a lot of Sarah Louise and JoJo Maman and Bebe.” Sami Buffalomeat , manager at Sweet Tea and Caviar Boutique in

“Our best-seller is the Claber brand. They have different styles for holidays—shamrocks, a nice winter sweater for Christmas with an applique. In coats, it’s probably Hatley, which has nice rain gear, and in a dress coat, it would be Widgeon, which goes up to a size 6. Widgeon is a great coat—it’s a fleece coat with Velcro tabs. They’ve been around a long time, and customers still love them.”

- Mary Rose Perry, Enchanted Elephant Boutique, Scranton, Pa., commenting on jackets and sweaters carried by the store.

Allison Montague , owner of Snapdragon Boutique in East Grand Rapids, Mich., said some accessories trends in hats and socks in her shop are “JoJo Maman Bebe in hats, because they have a flap in the back to keep the baby’s neck warm and parents like that. Jeffries Socks are big for us, because they have the biggest range—everything from boys’ athletic to girls’ frilly

Lawrence, Kan., said, “Our best-selling brands in hats are either Blueberry Hill or Huggalugs. In socks it’s probably Little Stocking Co. They sell well because they are in a very neutral tone and you can wear them with any outfit. They are also at a good price point. The hats are more for winter wear, but most are neutral and go with any outfit.” She added, “In jackets and sweaters, our top lines are Rylee and Cru. They have a lot that are neutral tone, so you can pair them with lots of colors, or just go with the neutral tone.”

At Enchanted Elephant Boutique in Scranton, Pa., Owner Mary Rose Perry said she carries more of the

Continued on page 44

Apparel and Accessories

Best Bets for Babies (From page 43)

classic children’s clothing, such as dresses with Peter Pan collars and smocking. In accessories, she said, “Jeffries socks are popular because they have different styles. Also Condor socks, which are knee socks with a bow. They sell well because they’re different— kind of dressy, and not too many people carry them. They’re a European brand.” In jackets and sweaters, Perry said, “Our best-seller is the Claber brand. They have different styles for holidays—shamrocks, a nice winter sweater for Christmas with an applique. In coats, it’s probably Hatley, which has nice rain gear, and in a dress coat, it would be Widgeon, which goes up to a size 6. Widgeon is a great coat—it’s a fleece coat with Velcro tabs. They’ve been around a long time, and customers still love them.”

Comfort and softness are still in high demand for apparel of all kinds. “We’re seeing a huge trend toward bamboo sleepers and apparel,” Brosmer said. “Our customers love all of the great qualities bamboo offers. We carry six, seven different companies that offer bamboo and order from one or more most every week! We also have a lot of moms who look for organic cottons.” At Snapdragon, consumers fall into two

categories: “There’s a certain market that wants more earthy, textured fabric. Others want more embellished or ‘poufy’. There are strong trends for both,” Montague said. “And we’re definitely still selling a lot of classics. There’s still a demand for that look where we are.” One style trend with Sweet Tea and Caviar’s customers are retro band T-shirts for infants and toddlers. “We have a line called Rowdy Sprouts, which has a selection of older band T-shirts that’s pretty popular. We have Jimi Hendrix, TLC, Nirvana, Pink Floyd. I’m not sure if it’s just because our clients like those bands, or because they’re nostalgic. The T-shirts are for ages 6 months to 12 years old,” Buffalomeat explains.

Looks change, but excellent customer service is one trend which will never go out of style. “[Our top tip] is to help the customer as best we can,” Buffalomeat said. “We are a small business and will try to accommodate a wide variety of requests, especially for first-time customers. We will go out of our way to help with sizing so customers don’t have to exchange sizes later.” Perry said her best tip is to simply be courteous and kind. She also offers free gift wrapping so busy shoppers can purchase and package items all at once. Brosmer has free gift wrapping available, as well. “Cus-

What Are the Top Baby Apparel Colors? “S

oft” or “muted” could best describe the popular color palette for baby apparel this season.

Owner Allison Montague of Snapdragon Boutique in East Grand Rapids, Mich., said neutral colors are “in for sure,” as fewer parents are finding out the baby’s gender in advance. She also says, “Yellow is super ‘in,’ whether mustard or even [a] brighter [shade]. Also dusty pink or a rosy pink—

that’s true even for boys.”

Owner Ann Brosmer of EJ and Dot’s Children’s Boutique in Jasper, Ind., said, “New moms seem to be going toward soft, neutral earthy tones. Grandparents still love all of the pastels.”

Manager Sami Buffalomeat of Sweet Tea and Caviar in Lawrence, Kan., said, “Looking at our fall colors, it was definitely more neutral. Rust and charcoal—you can pretty much pair them with

any kind of neutral, or really with anything. We’re just now getting into spring with the brighter colors and brighter patterns. I’m seeing more fruit designs and vibrant colors for spring.”

Enchanted Elephant Boutique

Owner Mary Rose Perry said she is seeing “tan or brown—either color right now is on trend. We also do have a lot of pastels.” ❖

tomers always love and appreciate that! Greet your customers with a smile, and we always try to know and remember our repeat customers and greet them by name…It makes people feel important and welcomed when you take the time to get to know them,” she explained. Montague said her top tip is “listening to the customer. Be responsive, and give them what they want. That’s the feedback I get—I know my merchandise, I know what they like, and I can match those two things together.”

Merchandising is an essential aspect of any apparel retailer. For shoppers who are also busy moms, or grandmas looking for the perfect gift but may be unsure where to start, it’s even more crucial. “Merchandising and knowing your products and how they work, or benefits of them—for instance, knowing and relaying to a customer the benefits bamboo offers will often sell that garment—is very important to a small business,” Brosmer said. “Many customers who shop small are doing so in order to see and feel an item before purchasing and also get questions answered about using the item. Plus, if merchandised properly, they can see cute add-ons that go with the product. Social media is also very important for our small business. Hardly a day passes that we don’t have a customer

coming in and asking for something they had seen posted recently.”

At Sweet Tea and Caviar, they maximize limited space. “We have a small storefront. We try to arrange a collage of every brand we have, in each style of color. We have little mannequins we’ll dress up, and put different sizes on them, and we put it in front so it’s all right there,” Buffalomeat said. “This way customers don’t have to look all over the store for a size.”

Perry relies on grouping like items in many of her displays: “I try to keep the baby items in one section. We also have a lot of brother-sister stuff, so we keep that together. If it’s matching, we’ll keep that together.”

Montague’s merchandising philosophy is to keep it simple and make it easy for customers. “Change it up. Keep it fresh. Anytime you can show people how things go together or how it should work, it makes everyone’s life easier. Pairing things together that makes sense takes the guesswork out of it for people.” ❖

APPAREL A Fun Way to Enhance a Visit for Guests Offering Apparel

at Museum Stores

By Carimé Lane

The success of a piece of clothing at a museum store depends on a variety of factors: the popularity of the associated exhibit, price point, quality of the clothing and creativity that went into the making of the apparel, among other things.

Massachusetts Museum of Contemporary Art (MASS MoCA) is a unique museum in the sense that they don’t have a permanent collection, explained Phyllis Criddle, director of retail operations at MASS MoCA. They have both long and short term exhibitions. All of their apparel is either based on one of these rotating exhibitions or logo-branded explained Criddle.

In general, their apparel is a great category for their shop. Sales will fluctuate with the popularity of an exhibition. “The more well known the artist, the more highly sought after the items in the shop,” commented Criddle.

The size of the store has changed drastically over the past several

years, said Criddle. “It grew and then shrunk with COVID and still remains relatively small,” Criddle added. The lobby of the museum is large and shared between retail, café and box office, which allows for this fluctuation in size.

They experienced very robust pre-pandemic sales. After re-opening, they were much slower than they were accustomed to being. But since last summer, they’ve been seeing sales figures rising above pre-pandemic levels. Some months have been their best-to-date, said Criddle.

The majority of the apparel they sell are screen-printed T-shirts. They don’t produce many digitally printed products. Criddle said she is normally

Phyllis Criddle, director of retail operations, Massachusetts Museum of Contemporary Art (MASS MoCA), in North Adams, Mass. The museum has short-and long-term exhibits, but no permanent collection.

T-shirts sell well at the Titanic Museum, and the attraction’s main T-shirt screener is located in Missouri, not far from the museum’s Branson location.

not satisfied with the end result.

“Screen printing is usually the way we go,” expressed Criddle.

They also offer sweatshirts and embroidered hats. They emphasize ethically-produced and locally created garments. According to Criddle, everything is screenprinted locally in a small business in Scheffield, Mass. In future, Criddle is interested in branching away from those items and into some more unique and unusual garments in the future.

The apparel associated with the most well-known/ popular artists that drew visits into the museum in the first place are their best-sellers, said Criddle. “Guests want something in hand to remind them of their visit,” she added.

In terms of apparel type, T-shirts sell the best. This can be explained by the accessible price point, said Criddle. The majority of the T-shirts are $28, but they range in price depending on the age group targeted –children’s T-shirts are less, for example. But items with a higher cost of production – as in long-sleeves or baseball style tees – will be pricier.

At $66 for crew neck sweatshirts and $78 for zip hoodies, sweatshirts are the higher range apparel they stock. They don’t create many sweatshirts based on exhibitions. Instead, most of them are decorated with the museum logo.

At the Titanic Museum Attractions in Branson, Mo., Pigeon Forge, Tenn., and their online store, every piece of casual wear, such as T-shirts, caps and hoodies are custom made. They feature either a real image of the Titanic story, replicas of vintage posters, or custom de-

A display of shirts at the National Video Game Museum in Frisco, Texas. The store has eight original T-shirt designs to choose from.

A display of pink and black logo jackets at the Titanic Museum. Jackets and fashion fleece are among the store’s higher priced items.

Titanic-themed hats on display at the Titanic Museum. The executive buyer said the store wants its products “to be unique from other museum stores that carry non-custom merchandise.”

Continued on page 48

Apparel

A Fun Way to Enhance (From page 47)

signed images and wording that capture the essence of the Titanic with a modern look.

Other offerings include period pieces that could have been worn by passengers on the Titanic. They offer an extensive jewelry collection that includes iconic maritime symbols, replica Victorian styled pieces to items commemorating the Jack and Rose love story from James Cameron’s Titanic. Scarves are also for sale – some of which are custom designed with icons of the Titanic story, as well as replica vintage shawls. Gold, blue and white caps embroidered with the word ‘Captain’ have also been inspired by the museum’s exhibition.

In addition, they also carry a variety of embellished jackets and fleece outerwear apparel, all of which carry the Titanic logo, and which are a must buy for many of their customers.

Lois Warner is the executive buyer for all locations of the Titanic Museum Attractions.

According to Warner, they pride themselves on their mission and motivation: “We want our products to be unique from other museum stores that carry non-custom merchandise,” said Warner

They are invested in supporting their local economy, said Warner. They use local suppliers in both Tennessee and Missouri, including their main T-shirt screener located in Missouri, not far from their Branson location.

This type of merchandise – along with their wide range of offerings – brings in many shoppers from the local area, along with the tourists.

Their higher-priced apparel includes their jackets in the $40-$60 range and their fashion fleece in the $40

A cap display at the National Video Game Museum. Caps and socks are sourced from local distributors.

A logo onesie at the MASS MoCA gift shop. The emphasis in on ethically produced and locally created garments at the store.

Jackets at the Titanic Museum Attractions store in Branson, Mo. All of the organization’s apparel is custom made.

range.

It’s hard to identify only one best-selling item, said Warner, although she commented that their T-shirt sales are very strong. They’ve also seen tremendous gains in their jacket sales, including their branded windbreakers designed with a Maritime type feel. Most of their apparel comes in ladies, unisex, men’s and children’s, so they can accommodate all types of fit.

They are a heavy seasonal tourist operation – even though they’re open 364 days a year – so apparel sales fluctuate based on the season, said Warner. For instance, from Memorial to Labor Day, guests will want to buy something they can wear right away based on the weather.

At shows, she gravitates towards high quality craftsmanship and smaller unique companies that care about their product. As a result, numerous guests have remarked that they’ve never seen many of the products before entering the Titanic shops or website.

At their 800-square-feet gift shop, the National Videogame Museum sells a variety of T-shirts, hats and socks.

The T-shirts are all original designs: At present, they have seven different motifs available.

John Hardie , director, explained that the tees feature video game characters or themes that visitors can connect with. For instance, one shirt depicts a Jurassic Park theme, but features a Yoshi character as a dinosaur.

They source their socks and hats from local dis-

tributors. These items feature characters like Sonic and Mario. Using these motifs helps to decrease the expense, while also giving visitors items that connect to the exhibitions.

Their top selling apparel item is their custom tees. They’re constantly running out of these items. Hardie believes these sell because of the cool, fun and nostalgic-feeling designs on them. You also can’t get these custom designs by dropping by a Walmart, expressed Hardie.

Shirts and hats are $19.99. “Most people who buy a T-shirt don’t feel like they’ve overpaid with that price,” said Hardie. ❖

A selection of plush and toy items at the National Video Game Museum. The top selling apparel item for the attraction are custom T-shirts.

Plush and toys on display at the Titanic Museum. The store is invested in supporting the local economy.

These Jack and Rose shirts are available at the Titanic Museum store.

Looks for Vacations and More Apparel Trends at Resort and Seaside Stores

At apparel shops located near resort and seaside locations, trends are as varied as the merchandise is unique, appealing to both tourists and local shoppers alike.

At Fowler’s Boutique in Encinitas, Calif., the family-owned shop offers merchandise for all members of the family, and Owner Chris Fowler is happy to share his knowledge of area restaurants and interests along with his store’s fashion know-how.

Currently, denim, dresses and T-shirts are among the most popular apparel pieces at the store, which is located close to San Elijo State Beach. “Loungewear was what everyone was buying for the last two years, but now people are needing denim again, jeans that fit well, as well as hats and sunglasses because everyone is wary of the sun,” he noted. As to dresses, Fowler relates, “The dresses we offer are very unique, and women like unique pieces, so that helps with sales.” And he notes “T-shirts are on fire again, because good weather brings out T-shirt buyers among men.”

Fowler said he always keeps apparel choices distinctive. “We do a curation process of bringing in overseas products, sometimes from Australia, sometimes France, as well as carrying local brands and products. We like to carry items that are hard for people to find anywhere else.” And when it comes to display, Fowler’s process at his 1,100-square-foot store, is to mix and match apparel merchandise. “I don’t think anyone wants matched tops and bottoms, so creating a stylelook with our displays is effective.”

In the resort community of Kailua-Kona, Hawaii, Leilani Matsumoto , manager of Pueo Boutique focuses on local designers or items that are made in Hawaii. The chic women’s store, which has two locations, offers a wide selection of clothing and jewelry, including everything from comfortable sweats and T-shirts to dressy evening attire, and even a line of children’s clothing that is handmade in Maui. A

number of items feature the native Hawaiian owl, or pueo, as a logo design. Currently, however, Matsumoto related that “We do really well with pants, dresses, and jumpsuits – they are all just flying off the rack. We have a lot of tourists coming in that like the native asContinued on page 52

Photographed with a shirt was staff member Kasey Sherman of Shop Mahina boutique in the Lahaina Gateway Center in Hawaii. The manager said the store is always on the lookout for fun, wearable apparel pieces to stock.

Apparel

Looks for Vacations (From page 50)

pect of the merchandise we carry, its fresh style, and we also have local residents who are re-entering the world after the pandemic, wanting new clothes.” At the shop, Matsumoto and Owner Amy Sheffield “handpicks all of our brands,” Matsumoto said. “We work directly with our brands to make sure we have exclusivity or different prints or styles than other area boutiques in our area might carry from the same brands. The pieces we carry are all different from anything else you might find.”

Display varies, she explained, “depending on how are feeling. We have three mannequins, one for women’s, one for men’s, and one for children’s clothing. We will put one outfit together that is fully accessorized on each of them. On the racks, we separate first by style, for example, we will put all T-shirts together, or all pants together. We have one rack that is all, 100% native Hawaiian brands, and we separate those items by color.”

Island hopping from the Big Island to Maui, at Shop Mahina, in Lahaina, Hawaii, Manager Sophie Foulkes-Taylor said summery dresses are a big trend for the store. “It’s springtime, so everyone wants spring-

Apparel

inspired dresses, particularly floral prints. Rompers and pantsuits are very popular as well, I think at least in part the reason for that is those make a good transition from pandemic loungewear to public attire.”

The boutique was voted Maui's Best Boutique for 15 years running by readers of the local readers of Maui Time Weekly, in part due to its eclectic mix. She attested that the shop keeps its clothing selection unique by “always looking for fun, wearable pieces. We look for clothes that can be worn here and work in the laidback island lifestyle, but you can dress them

Continued on page 54

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Looks for Vacations (From page 52)

up, too. We also want clothes that can be worn on the mainland if you’re just here for a visit.” Foulkes-Taylor said the store has a “50/50 mix of visitors and locals. Some other stores in town have more visitors and get

“Loungewear was what everyone was buying for the last two years, but now people are needing denim again, jeans that fit well, as well as hats and sunglasses because everyone is wary of the sun. …The dresses we offer are very unique, and women like unique pieces, so that helps with sales. ..,T-shirts are on fire again, because good weather brings out T-shirt buyers among men.”

- Chris Fowler, Fowler’s Boutique, Encinitas, Calif.,

more pieces that are primarily suitable for the mainland entirely.”

When it comes to display, Foulkes-Taylor said, “We are very much into color stories, so we want a beautiful flow of color. We’ll often start out inspired by a

print with different colors and move on from that. It’s important for us to have accessories that fit our color story as well.”

At Blush Boutique, located close to the water of Knik Anchorage, Owner Haley Lindow described her merchandise as casual contemporary. “Our most popular item is designer denim. We’ve been open 17 years this June, and we’ve always been known for that. We’ve carried the same brands for all those years that customers love.” Describing her customers as a mix of the loyal

Have Supply Chain Problems Affected Merchandise Delivery?

At seaside and resort locations, boutique stores discussed for this article whether current supply chain issues have caused any disruptions in merchandise delivery.

At Fowlers Boutique in Encinitas, Calif., Owner Chris Fowler said the answer is both “Yes and no. I have 70 brands, so anything was delayed, I was able to skip to a different brand. We could work around any hold ups. So, if people planned for this, and had their merchandise in, then I went to them first. The delivery situation didn’t affect me in terms of having the merchandise, but it did in

terms of choosing which supplier.”

In Kailua-Kona, Hawaii, Leilani Matsumoto, manager of Pueo Boutique noted “Prices have gone up, but that’s the state of the world right now. Getting the merchandise itself has not really been affected. During the pandemic, one of our supply companies for shopping bags closed. They were local, and we’ve had some issues with ordering bags online, but it can’t be helped that we cannot support a Hawaii-based supplier because of that closure.”

At Shop Mahina, in Lahaina, Hawaii, Manager Sophie Foulkes-Taylor said for the Maui

boutique, “Surprisingly we have had less supply chain problems than previously. I don’t know why exactly, but most of our buyers are very mindful of possible issues and so they have stocked up when we feel that there could be a busy season. I think we stock up earlier than we used to as well, so all that proactive action means we haven’t really had many problems.”

At Blush Boutique in Anchorage, Alaska, Owner Haley Lindow explained that “90% of our goods are made in the U.S., so we haven’t really had an issue, we have been fortunate in that.” ❖

local community, and “people from all over the U.S. and Canada, including flight attendants,” she said that the shop’s “lovely mix” of shoppers shifted somewhat over the pandemic “because we had no cruise ships visiting then.” Now visitors have returned along with her regular local resident shoppers.

Appealing to both locals and guests is the always-fresh variety of merchandise offered at the

1,200-square-foot store. “We get a shipment once a week, and we get one item in each size. That keeps the look of each item unique to you. You won’t find multiples of the same item on each rack, and we have new items in every week.” As to display, she termed her staff as “great at merchandising. They move the store around every week; we have mannequins, tables

Continued on page 56

T-shirts Product News Brief NB

Latitude 38 Designs Launches Coloring Advent T-Shirts

Latitude 38 Designs has introduced a fun line of Advent T-shirts to help customers count down to and get ready for Christmas while decorating a Tshirt they can wear up to and on the holiday.

“Advent calendars are a popular way for both kids and adults to generate some excitement for the Christmas holiday while having a visual reminder of how many days away it is,” said Lisa A. DeNiro, president of Latitude 38 Designs. “Rather than just opening up doors and getting token treats, we came up with a creative Advent activity that kids can do every day, and get a cute, custom-colored T-shirt to wear in the process.”

The Advent T-shirts are titled “Countdown to Christmas” and are printed with 25 black-andwhite Christmas images for coloring, which are numbered and laid out in a grid much like a calendar. Each shirt comes with six fabric markers for coloring, and additional markers are sold separately for those wanting extra color choices. There are two designs available so customers can choose a shirt with either religious or secular Christmas images. The shirts are made of 100% pre-shrunk comfortable cotton in unisex sizing from youth medium to adult XL. Children should start coloring one image each day on December 1, and by the 25th, will have the shirt completely colored.

“Kids – and parents – will have fun coloring in the Christmas images each day leading up until Christmas and wearing this customized Christmas garment,” said DeNiro. “Kids of all ages love to color, and this is something they can color and wear to show off their handiwork.”

Advent T-shirts are the perfect addition to the product mix at specialty retail outlets such as card and gift shops, arts-and-crafts retailers, toy stores and educational product stores. Retail pricing starts at $24.95; dealer and distributor pricing is available starting at 12 units.

Latitude 38 Designs donates a portion of the proceeds from the sale of all Advent T-shirts to Toys for Tots to aid the charity in its mission to bring hope to less fortunate children during the holidays.

Latitude 38 Designs is the maker of unique and fun T-shirt designs for a variety of interests.

(For more information, visit the company’s website at www.latitude38designs.com or circle 55 on the reader service card.)

A fun and wearable coloring project for all ages, Advent T-shirts from Latitude 38 Designs are a perfect addition to the product mix at a variety of stores.

Looks for Vacations (From page 55)

with folded items, a beautiful wall that can be changed out between shelves and hanging bars to provide a new look. Keeping things looking fresh and different is important in display, and we take pride in that,” Lindow explained.

While several stores note an interest in denim for shoppers, overall, there is no one trend in apparel at stores located near the sea or vacation destinations. Spring weather also leads to renewed interest in dresses and Tshirts, but the main trend overall appears to be simple: both visitors and local shoppers are going into stores at these locations with the decision to buy new fashion.

P rofiles In Excellence

Mutual Sales, Inc.

By Samantha Walker

Since 1950, Mutual Sales has been making sure that independent stores, small chains, and special-order corporate customers have gotten the merchandise they need, when they need it. They are a specialized direct importer and distributor of more than 1,200 beach and summer recreation items. They are family owned and operated since 1950, making them the oldest beach and resort distributor in the country. They have grown from humble beginnings in a 2,000-square-foot space to a modern 25,000-square-foot warehouse.

Mutual Sales makes every effort to ship in-stock items the same day or next day. Through their long experience of taking care of customers, they understand that there's a world of difference between getting

• Beach and Resort Merchandise

product on the shelves on Friday rather than having to wait until Monday for it to arrive. When the season is hot, every day counts, and they know that as well as their customers do. The fact that they have one of the best, if not the best, customer retention rates in the industry shows that their attention to service helps keep customers year after year. Their top-rated customer service team is eager to work with you.

The Mutual Sales design team works hard to keep up with current and upcoming trends. Their products reflect that with updated colors, styles and designs each season. They work with over 50 factories to source quality and innovative merchandise. Mutual Sales is a great source for all your beach and summer recreation needs.

(For more information, call 800-486-9469, visit www.mutualsales.com or circle 24 on the reader service card.)

Mutual Sales, Inc., is an importer and distributor or more than 1,200 beach and summer recreation items.

Mutual Sales, Inc. operates out of a modern 25,000-square-foot warehouse.

Going All Out for Holidays

Best-Selling Christmas Store Merchandise

There are a million ways to celebrate Christmas, but lately, holiday retailers have noticed a theme: People are going all out. Whether their preferences run toward traditional red and green or trendy pink and lavender, Americans are celebrating a return to normal with over-the-top holiday cheer — and record décor budgets.

“Last year, everyone wanted to decorate a lot because after being home for a year, they wanted a beautiful tree for their families,” observed Michael Perez , manager at Aldik Home in Van Nuys, Calif. “And by the second year, people wanted to have a party. They’d remodeled their houses, redone the furniture; it was time to elevate their holiday. They’re saying, ‘I’m going to live my best Christmas now.’ ”

On October 1, Christmas officially starts at the 25,000-square-foot home emporium, which specializes in décor and plants for the other nine months. Aldik transforms into a holiday wonderland forested with nearly 70 artificial trees, ranging from 7.5 to 12 feet tall. “And they’re all lit up, because who wants a tree that’s not lit up,” Perez added.

On a per item basis, décor outsells trees, but Perez figures the two categories are roughly equal in terms of dollar volume. “Customers will buy one tree and use it for five to 10 years, but they may buy 300 ornaments in that time,” he said.

Since the tree lasts for multiple seasons, Perez added, “they don’t want a rainbow pink tree. You can’t have the same décor each year.” Why not? Because, Perez explained, everyone takes selfies in front of the tree and posts those shots on social media. And at least in tony Southern California, nobody would get caught dead with the same décor two years running.

But many shoppers feel stymied at having to come up with a whole new look. So Aldik employees work

individually with customers to create a décor scheme for the year — even coming to the house, for a fee, to decorate on-site. “It’s like having a caterer bringing your food, except for holiday décor,” Perez explained.

“Last year, everyone wanted to decorate a lot because after being home for a year, they wanted a beautiful tree for their families. And by the second year, people wanted to have a party. They’d remodeled their houses, redone the furniture; it was time to elevate their holiday. They’re saying, ‘I’m going to live my best Christmas now.’ ”

- Michael Perez, Aldik Home, Van Nuys, Calif.

In 2021, pastels were popular; Aldik sold a lot of soft mauves and lavenders with silver and gold accents. Less than 2 percent of merchandise goes unsold in a typical season, according to Perez: “We promote a certain look, and our customers eat it up.”

At Holiday Warehouse in Plano, Texas, Manager Nancy Intrator sees two parallel trends — “back to tradition, or very funky.” For the latter camp, pink has been huge for several seasons, so the store ordered a

Continued on page 60

Year-Round Christmast Stores

Going All Out (From page 58)

ton of it — in tones from petal to fuchsia — along with other whimsical hues like lavender and bright green. For traditionalists, 2021 saw a lot of “elegant” white and gold.

All 30,000 square feet of Holiday Warehouse are “covered with Christmas,” Intrator said. Trees are the best-selling item; Texans favor the frosted look, “with snow we’re probably not going to get down here.” The store works with a factory to custom design trees and garlands for that Texan oversized look. “We’ve got really big houses around here, so you can’t have a two-inch-wide garland,” Intrator pointed out, noting that warehouse garlands run a full two feet wide.

The store also emphasizes high quality LED lighting, which has improved to rival the look of incandescents. As Intrator has noted: “The number one thing people get upset about is if the lights on the tree don’t work.”

Merchandise is arranged by themes, from Old World to psychedelic, and employees are happy to work individually with customers to design their holiday schemes. “Whether they buy $60,000 worth of stuff or a $6 ornament, every customer has to be treated the same, with that personal touch,” Intrator affirmed.

With nearly a decade in business, Holiday Warehouse has clearly figured out what works. The proof: Nearly everything sells out by early winter. “Thanksgiving used to be the kickoff,” observed Intrator. “Now people want trees by August.”

The retail scene is less frenetic in Socorro, N.M., where holiday décor has declined as a category at The Christmas Store. Owner Lauren Finley keeps the name because it’s known in the community, although much of her business has shifted to flowers.

Finley said the pandemic took a heavy toll on her

retail community, including the personal connection that was once a hallmark of her customer service. “Now I’m doing most of my business over the phone or on the website,” she said. “People are spending more, but we don’t see them as often.” Ornaments remain the top holiday seller, especially those with a southwestern theme like cowboys or handmade from stained glass.

Customers at The Holiday Shoppe in Sausalito also favor merchandise with a local theme. “Anything with San Francisco or Sausalito on it does really well,” said Manager Hengameh Rafi i. Best-selling ornaments feature the Golden Gate Bridge, cable cars, or sailboats on Sausalito Bay. Many are hand-painted figurines, wooden carvings or glass balls.

Rafii often helps collectors who’ve come in for popular lines like Lenox or Christopher Radko. “We’ll go into depth, show them everything we have,” she explained of her service philosophy. “Collectors always want to know what’s new.”

At Jule Hus in Solvang, a Danish cultural mecca in California’s Central Valley, shoppers are drawn to Christmas tradition. “Our bread and butter is Old World Christmas, with an emphasis on European and Scandinavian style,” said David Watts , whose parents started the business in 1967. Jule Hus is itself a family tradition; Watts’ grandparents, as well as his own sons, have worked in the store, which he took over with his wife, Lauren, 30 years ago.

Customer favorites include molded glass ornaments from Italy, Czechia and Poland, as well as German nutcrackers and advent calendars and Scandinavian candle holders and candles. “It’s a lot of things you don’t find elsewhere,” Watts observed. The family tried importing European Christmas foods over the years, but found that mainstream retailers have in-

creasingly discovered that niche — and, with bulk orders, can sell it for less.

Watts doesn’t believe in either pre-holiday markups or post-holiday sales, so he rotates slower merchandise until it finally sells. It’s all part of his philosophy of treating patrons the way they the way he would like to be treated — and making sure his store feels like a

P

special experience.

“Giving them a story behind the merchandise makes it more valuable to them,” Watts reflected. “Learning about the history of the town, the nutcrackers, how glass is blown, when certain traditions came to the U.S. — that makes their day.” ❖

rofiles In Excellence • Ornaments

Profiles

Beacon Design

By Teagan Orlando

Beacon Design is proud to be the leading ornament manufacturer in the United States creating unique metal-etched ornaments that are designed, manufactured, and packaged in our Lincoln, R.I., headquarters. As a veteran-founded company, Beacon Design holds its product to the highest quality standards. With hundreds of ornament designs to choose from, our retail line offers something for everyone. Categories consist of Name-drops, Coastal, Nature, Snowflakes, Seasonal, Americana and Military.

Each hand-crafted ornament is made from solid brass, finished in 24kt Gold, Rhodium Silver, or Brass Lacquer, printed with vibrant color, delicately assembled by hand and elegantly packaged in a retail showcase window box. All ornaments are 100% Made in the U.S.A. offering short lead times, competitive pricing, quantity breaks, and low minimums. Beacon Design also offers full custom designs to expand your assortment annually.

Since 1981, Beacon has been the official manufacturer of the annual White House Historical Association’s ornament. Their custom ornament program is one of their greatest success stories, raising millions of dollars to support the Association’s mission.

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(For additional information, please circle 05 on the reader service card.)

Each Beacon Design ornament is made in the United States from solid brass, and finished in 14kt gold, rhodium silver, or brass lacquer.

Country and Variety Stores

Merchandise that Meets Community Needs and Wants

Native Alaskan beadwork or reindeer pelts are among the distinctive gifts available at Coghill’s Store, a century-old emporium in Nenana, Alaska. But locals also pop into the store every day for groceries, hardware, camping supplies, hunting gear and sandwiches from the cafe.

Throughout rural America, country and variety stores supply not only daily essentials, but also gifts, souvenirs and impulse buys. Sometimes the items are fancy, like Coghill’s beaver and lynx pelts or gloves carefully beaded by indigenous artisans. Sometimes, it’s a bottle of local honey, wine or bear spray.

“I buy from the locals around here, and that’s what’s most popular when people are looking for gifts,” said Tallon Shreeve , Coghill’s owner. Earrings are the top selling beaded piece, but handcrafted necklaces, hats and bookmarks are also popular. Pelts from locally caught wolves, reindeer and other arctic animals make memorable Alaskan gifts, and can be used as throws or wall accents. Shreve said about 500 square feet of his 3,000-square-foot store is devoted to the gift shop.

Nearly all the customers at Country Cousin Store in Ketchum, Idaho, are tourists or vacationers, so Owner Scott Sherman carries a wide selection of gifts. T-shirts, hoodie sweatshirts, keychains and other souvenirs bearing the Sun Valley logo are best-sellers. “People are often looking for something to wear, nice things to bring back from their vacation,” Sherman noted. “So within reason, price point isn’t a big concern.” Size, however, is an issue for vacationers with limited suitcase space, so Sherman tries to stock smaller gifts and logo trinkets that are easy to pack.

And while they are unlikely to become regulars, guests are all greeted with a friendly hello — that’s Sherman’s service philosophy. “We try to leave a good mark on the town, because we’re part of their experi-

ence here,” he reasoned.

The clientele is much more local at Wenger’s Country Store, a family owned landmark in Copper Center, Alaska. Most shoppers are looking for everyday things like groceries, gardening supplies, auto parts and the like. “We do try to carry the most essential items, and make sure to stock what people want,” explained Manager Ethan Goodwin .

But shoppers looking for gifts will find practical yet fun items among the necessities. There are gourmet hot sauces, French cheeses, local honey, Wenger’s namedropped T-shirts and sweatshirts — even the occasional inspirational book.

In Los Angeles, Canyon Country Store Owner Tommy Bina also knows his clientele. Amid the Southern California mountains, they’re less interested in guns and ammo than in organic and natural foods. Bina said his shoppers love imported candies and cookies from Europe, so he stocks them specially in a gourmet section within the 2,400-square-foot store. He’s also got a line of artisanal sodas, and the store’s fresh soup is a customer favorite.

“I know what people want around here — things that are healthy, all natural, things from Europe,” Bina

Continued on page 64

“People are often looking for something to wear, nice things to bring back from their vacation. So within reason, price point isn’t a big concern.”

- Scott Sherman, Country Cousin Store, Ketchum, Idaho

Gifts

Country and Variety (From page 62)

noted. When considering new items, “I see what’s moving, and if it does well, I’ll order more like it.”

To find new items that tickle the fancy of his shoppers, Hartland Clubb pages through Souvenirs, Gifts & Novelties magazine. “That is how we find a lot of interesting things,” said Clubb, the owner of Clubb’s Variety Store in Delta, Colo. He’s also a fan of Variety Distributors Inc., a cooperative supplier based in Harlan, Iowa.

And the customers at Clubb’s 14,000-square-foot store, which he’s owned since 1968, love anything from the River’s Edge line of country themed products. Club’s best-selling gifts are tin signs featuring gun and redneck humor, often mordant in nature, with slogans like “10 reasons men prefer guns over women,” or “Prayer is

the Best Way to Meet the Lord. Trespassing is Faster.”

“They are very popular,” Clubb noted. The brand’s animal themed wine bottle holders — featuring Western species like horses, moose, bears and coyotes — are another favorite gift.

Western style home accents and outdoor themed gear are the store’s calling card, and Clubb said gifts sell best between $20-$30. “People like River’s Edge items because they’re relatively inexpensive, and they fit with our décor and lifestyle,” the retailer noted.

Country and variety stores also suit the lifestyle of shoppers who prefer to browse in person, but don’t feel comfortable navigating a giant Wal-Mart, especially during the pandemic. “We still have a lot of people who prefer to shop in a smaller store,” Clubb observed. “It gives …people a level of comfort that they just don’t get in a big box retailer.” ❖

“I know what people want around here — things that are healthy, all natural, things from Europe. …I see what’s moving, and if it does well, I’ll order more like it.”

- Tommy Bina, Canyon Country Store, Los Angeles, Calif.

Giving Sweets for Special Gifts Business Trends at Candy Stores

As the effects of the pandemic continue to reverberate in the candy business, many candy stores are still serving up their specialty delights. Here's a sampling of what’s happening at candy stores throughout North America.

Tamara Whitton , owner of The Cotton Candy Shoppe in Fort Saskatchewan, AB, Canada, has been in the cotton candy business for close to 20 years. Just as the name of her shop suggests, their claim-to-fame –and the only type of candy they sell–is cotton candy. Whitton previously owned a candy shop where she sold a wide variety of treats, but eventually decided to go-niche and sell solely cotton candy.

They make the cotton candy in-house in small batches. Along with selling just over 100 different flavors of the cotton candy in their 2,000-square-foot (of which 275-square-feet is the sales floor) brick and mortar shop, they retail across BC and Alberta to a variety of convenience stores, concession stands and sports ven-

They also sell unique cotton candy creations like their cotton candy cakes and cotton candy glitter bombs, featuring three different types of edible glitter that are a hit at weddings and bridal showers. In addition, Whitton also fashions flavors using provinces as inspiration – for instance: Ontario Peach. She creates these flavors through trial and error in own

Blue raspberry, cream soda, gummy bear, any of the sour flavors and banana split are most popular. Booze flavors in particular are

Whitton believes that consistency, ex-

cellent customer service, communication and transparency are key to creating repeat customers. For instance, that means being honest about time frames customers may be looking at for their orders and so on.

During the pandemic, The Cotton Candy Shoppe lost much of their custom order business. They needed to change the way they operated and open up their wholesale program, said Whitton. “We focused on online sales and grew a bigger reach across Canada,” she explained. Her advice to other retailers recuperating from the pandemic is to hustle and cold call.

Continued on page 66

A selection of chocolates at The Candy Factory. Puff candy made in Lexington by the Piedmont Candy Company is a top seller for the store.

Over at The Candy Shoppe on Main in China Grove, N.C., Rohan Banton said they are known for their Cheerwine fudge, created from the same syrup as Cheerwine soda. The original owners created the flavor the second year they were in business, explained Banton. Since North Carolina is the birthplace of Cheerwine, the fudge flavor instantly became a hit.

Fudge and chocolates are their main best-sellers. A portion of the fudge and chocolates are made inhouse, which Banton thinks has contributed to the success of these times at the shop.

Banton said that number one way of creating repeat customers is to understand your market and what people are looking for.

Store owners also need to figure out how their shop will survive after COVID. There is a supply chain issue in the candy industry across the board, said Banton. You may be able to get something today, but might not get it down the road. For instance, they’ve encountered this issue with their Peanut Butter Meltaway. They haven’t been able to stock the treat for a few months. They’ve managed to find a substitute: Buckeyes. The candy is very similar to the Meltaways, “but a lot of the die hards don’t think it’s as good of a replacement,” Rohan said.

One aspect of the store that has changed is how the store sells bulk items. They don’t allow customers to scoop out their own bulk items anymore, and will continue to do so to be on the safe side, Rohan said.

They’re also delivering on some of the promises they made to their customers before the pandemic caused the shut down. Last year, they started scooping ice cream (10 different flavors) and in June 2022, they’re opening a soda bar.

His store is not your traditional candy shop, said Banton. The atmosphere is also: they’re situated in a building constructed around 1905. The 2,400-square-foot sales floor is surrounded by

Gifts Product News

Book-Themed Gifts

Fly Paper Products, based in Ann Arbor Mich., is an innovative company offering Literary Gifts for Book Lovers. Among the many high quality products the company offers is the Book Lover ‘Shelfie’ 11-ounce Ceramic Mug with a wholesale price of $6.75.

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A view of the sales floor at The Candy Factory. The 1890 building features the original wood floors and brick walls.

Dark chocolate caramel sea salt fudge photographed at The Candy Factory. The business is known for its in-store-made homemade fudge.

Giving Sweets (From page 65)

original ceiling and flooring.

The Candy Factory’s Red Bird peppermint puff candy, made locally in Lexington by the Piedmont Candy Company and top 10 allergen free since 1890 is one of their largest sellers, said Annette Conrad , president.

They are also known for their homemade fudge made in store: They have 16 varieties of fudge available on any given day, explained Conrad. Their unique flavor offerings including cotton candy, dark chocolate sea salt caramel, and seasonal fudges like peppermint cane and pumpkin praline help to draw customers to their fudge.

According to Conrad, one repeat customer aptly summed up The Candy Factory’s recipe for success in creating repeat customers: “You're really in the people business; you just happen to sell candy,” they had remarked. “We have great staff who work hard to provide exceptional customer service,” said Conrad. Conrad said they also lead by example with regards to taking care of customers. What’s more: They run a shop where the work is hard but employees are provided a fun and happy environment.

During COVID, they brought in windows from the store’s co-owner’s great grandmother’s house instead of plexiglass to match the décor of the 1890 building, which still features the original wood floors and brick walls. They have found the windows helpful in directing customers when they are ready to purchase their items. What’s more: They can also use the windows for the purpose of enhancing the in-store atmosphere: They decorate them to match the season, Conrad said. ❖

Wynn and Annette Conrad, owners of The Candy Factory in Lexington, N.C. The

Annette Conrad said.

Giving a Read on Retail Trends Best-Selling Gifts at College Stores

By Sara Karnish

College stores are the headquarters for school spirit, stocking an array of merchandise that makes it easy for students, parents, and alumni to show off their campus pride. From stickers to stemware, wall art to wallets, college stores’ gift departments truly carry something for everyone.

“For gifts, it’s about thinking about your customers and trying to meet their needs with unique products,” said Mindy Bradford , manager of Licensed Products at University of Alabama’s University Supply Store in Tuscaloosa, Ala. “We get the orientation and move-in, and campus tours who drop off right outside our store, so we get that traffic. I’m not sure the students shop here as much, but we get the parents, the fans, and the prospective students. For me, I think about gifts at various price points, and students coming here from out-of-state—what’s small and will travel well on a plane?”

Karri Shearer , apparel and gift buyer for the KU Campus Store at Kutztown University in Kutztown, Pa., said her top selling tip is “a variety of items that are merchandised well and marketing new items on our social media platforms.” Gift best-sellers at KU include “mugs and blankets with the Kutztown logo, and in non-logoed products, trends are “Squishmallows and stickers.”

Feedback and customer requests are major drivers for stocking merchandise of all kinds. Jenni McDow-

ell , non-emblematic buyer at Western Washington University’s AS Bookstore in Bellingham, Wash., welcomes input from students. “The first thing I do is listen to what the students want as far as what they want to see in the store. Sometimes what they want evolves. A lot of it has to do with research and how we merchandise it. We try to make the displays look inviting and easy to shop from. We promote it as much as we can on social media so students see an item and say, ‘This is cute. I can see this in my life.’ We are a tote-centric school, so tote bags generally sell well. There is one tote from a company called One Lane Road that features this certain kind of red-and-white mushroom, and it’s selling phenomenally,” McDowell explained. “I don’t know if our students get away from using backpacks because they are out of high school, and maybe they view it as, ‘I used a backpack in high school and don’t want to use one anymore.’ There is one type of waterproof backpack that is popular, but we can’t stock it just yet because it is at a much higher price point than we usu-

Continued on page 70

A display that includes plant-themed tote bags at Western Washington University’s AS Bookstore. The store’s employees strive to make displays inviting and easy to shop from.

Gifts

Giving a Read (From page 68)

ally carry. We try to keep things affordable, so we’re not able to stock this type of backpack just yet.” McDowell works in conjunction with another buyer who handles the emblematic (logoed) merchandise, and the bookstore’s e-commerce associate to stock the gift section. “It’s definitely more than just me who makes the gift section. I work with students, I work with e-commerce to get an idea of what people want. Listening to people—especially the students—has been really, really great,” she said. “A lot of our website currently is marketed a lot more toward our emblematic wear—like clothing, mugs. There is a lot of outreach to students, but more to parents and alumni. In-store—our non-emblematic gift section is geared more toward students on campus, with things they can put in their dorms, or get a quick gift for themselves or someone else. Online and in-store are geared toward different customers—we’re trying to make it all into one.”

The selling philosophy at Central Michigan University (CMU)’s Bookstore is simple and straightforward: “Solid merchandising strategies and keeping your sales floor clean, neat, and organized,” according to Barry Waters , CMU bookstore director. He added, “CMU imprinted drinkware is a heavy seller for us, and imprinted stickers are very popular.” Stickers have been a popular seller for retailers of all kinds due to

Gifts Product News

their versatility, low price point, and wide array of designs and color schemes. They are an easy way for students, fans, and alumni to show their school spirit, and they add a fun element of color and design to laptops, cars, and notebooks, among other items.

Bradford said, “We sell tons of decals. You can put them on cars, laptops. Drinkware is another huge category, whether coffee mugs, a travel tumbler, or branded shaker bottles. We have a little bit of everything. Students buy them, parents buy them, fans buy them. Pets are also a popular category. I’ve tried to add to it. If they’re a fan of the school, they want to get something for their pet. [We have] fun new toys, ballcaps for dogs, boneshaped magnets and ornaments. Anything ‘pet’ sells great.”

Besides offering a selection of gifts to appeal to a broad customer demographic, Bradford said she is making a conscious effort to follow the trend of stocking products made from environmentally friendly materials. “Everything is moving to more sustainable products. Rather than buying disposable water bottles, students are investing in a sustainable bottle,” Bradford said. “We’re just trying to branch out and expand. We’re known as a football school—we’ve been trying to branch out our athletics. We do carry some of the team apparel—golf,

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Gifts on display at Western Washington University’s AS Bookstore. The buyer works in conjunction with other staff members, and students, to make the gift selections for the store.

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tennis, et cetera.” She said, “I’m always trying to find fun new products, and keep up with trends. There are a lot of trade shows out there, and it’s fun to find new vendors and products.” One of their new items will be wall art—a imprinted images of campus buildings, landmarks, and different aspects of campus on materials from canvas to wood. “[They’ll] make great gifts for internal customers—retiree gifts, award gifts, throughout the U.A community,” Bradford said.

McDowell said trends with Western’s students are cyclical: “It definitely varies on what is popular. We have two different companies who are doing a lot of mushrooms and cutesy, nature-themed images—that’s what the reps are showing me. Students want things that are fun but can be used day-to-day, like mugs and totes. We sell socks by a local company called Mod Sock and they are selling well. Fun but practical items are the trend I’m seeing in the store.”

Merchandising is a key aspect of showcasing a college store’s various items. Displays must catch the eyes of passersby, whether current students or campus visitors. Waters noted, “You want the customer to be clearly able to see the product and be able to handle [it].” McDowell said, “Merchandising is super-important. There’s the idea of ‘don’t judge a book by its cover’, but of course we do. The more put together and Instagram-worthy the display is—if a student actually wants to take a picture of it—the better it is. A good display has multiple levels to it. It can be shopped very easily, so a customer can take something from the display and it won’t be ruined. It should be easy to refill—a ‘hole’ can throw off the whole display, so it

should contain items that can be replaced quickly by either the same or similar item. Or have a theme for the display so you can shift things around and they still work.”

Besides in-store displays, college store retailers utilize social media to advertise new merchandise, sales, promotions, and more. Shearer said the team at the KU store shares information about new items or sales

Continued on page 72

Gifts Product News Brief • Maps and Gifts

Xplorer Maps Offers Maps and More

Xplorer Maps is proud to announce our newest original, hand-drawn maps of the states of New Hampshire and Maine! All of our lithograph maps measure 18-inches-wide-by-24-inches tall and are printed on 80-pound heavy card stock with soy-based ink and 50% post-consumer material. Visit www.xplorermaps. com to see the company’s TOP 5 sellers: Blankets, Puzzles; Totes; Mugs; and Shot Glasses.

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Xplorer Maps now offers original, hand-drawn maps of the states of New Hampshire and Maine.

A display of emblem apparel at Western Washington University’s AS Bookstore. The store’s online shop does more outreach to parents and alumni, while the physical store is more geared toward students.

Gifts

Giving a Read (From page 71)

on their social media platforms. Waters said they promote their gifts to different customer segments by “concise messaging on our website, keeping hot sellers on the forefront and get new items on our web site and on the sales floor as quickly as possible.” At their respective schools, Bradford and McDowell turn to those who know this type of marketing, and its core audience, best—the students themselves. “Everything goes through StratComm,” Bradford said (referring to the university’s Strategic Communications office). “We have a student handling social media right now, and they are doing a great job. We’re trying to freshen it up. We’ve moved to TikTok and some of the other platforms the students are on. We try to keep it fresh, keep it social. It’s brought more students into our bookstore and it’s really helped bring more people to our website, especially if we promote a hot new item.”

McDowell added, “We are definitely trying to grow

more into social media. Our brand manager has done a ton of work with this, and I’ve been working with him. We’ve done ‘reels’ for Instagram, and we’re asking the students who work at the bookstore, ‘If you were to see something on Instagram, what would it be?’ We’re asking the students to help us—they know what students want because they are students themselves. We’re taking merchandise outside and taking pictures of it—we have the cherry blossoms in bloom, and [we’re] using different backgrounds. We were also doing stories on Facebook and reaching out to students when we were looking at getting tote bags in. We asked them what kind of bags do you want to see? Some responded with ‘florals,’ or someone else responded with ‘vintage movie posters,’ which I thought was a great idea, although I’d have to research it. Getting the feedback from students has been really great.” ❖

Jenni McDowell, nonemblematic buyer at Western Washington University’s AS Bookstore in Bellingham, Wash. McDowell welcomes input from students on what to stock in the store.

P rofiles In Excellence • Gifts

Town Pride

By Jessica Olmstead

At Town Pride we focus on making custom easy! We do all of the creative and design work for you, all while having quick turnaround times, low minimums and no set up fees! We curate quality goods made or finished in the USA by women and family owned makers. Offering everything from knit sweaters to candles, stationery, drinkware, serveware and jewelry. We offer stores the unique ability to have a curated collection of custom goods that would take years to find on their own. It’s important to us to build relationships with our approved shopkeepers and protect their sources so we will never sell direct to consumer. We pride ourselves on collaboration, quality, creativity and consistency and are regularly adding new products and are always on trend. Recently, Town Pride partnered with artist Avery Jackson to feature her fun, bright and beautiful artwork on custom goods. We’ve always admired her original watercolor art and now you and your customers can love it too on pillows and blankets, towels and aprons, clothing, notecards and MORE! The Avery’s Home Collection is only available wholesale, exclusively through Town Pride. We’re always welcoming new independent customers and are currently collaborating with gift shops, resorts and destinations, collegiate, realtors, non-profits, state and national parks, museums and societies. Connect with us at info@townpride.com to receive a catalog of our fantastic products! We love what we do and you will too! Get on board with the local love and custom trend with Town Pride.

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Sincere Surroundings

By Abbey Grooters

Sincere Surroundings offers unique wooden home décor and gifts with impeccable quality, beautiful design and on trend sayings that will get you laughing, inspired, and encouraged!

Sincere Surroundings is a family-owned business located in Rock Rapids, Iowa, where all of their products are conceptualized, designed, printed, and shipped. The personalized nature of their products provides a multitude of options with no limit to your imagination.

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5. GREAT PRICE POINTS. The wide variety of products that Sincere Surroundings offers opens up price points to accommodate every type of shopper. From large statement pieces, to small magnets. There is truly something for everyone and every price point.

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Town Pride accomplishes all of the creative and design work for its customers, and offers quick turnaround times, low minimums and no set up fees.

All of the products from Sincere Surroundings are designed and printed in, and shipped from, Rock Rapids, Iowa.

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LaserGifts

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Trends in NameDropped Souvenirs at Zoos and Aquariums

At Cape May County Zoo’s gift shop, 10-inch plush pandas wearing zoo logo vests are the runaway best-seller. That’s because they hit sweet spots for both kids and their parents, according to Kaitlyn Prosser, retail manager for the Cape May Court House attraction. “Parents want a souvenir with the name of the zoo on it, and kids always want stuffed animals — so it’s the best of both worlds,” she explained.

Name-dropped souvenirs cost more to order, but they are among the most popular items sold at zoo and aquarium stores — and for good reason. Many visitors are specifically looking for mementos branded with the name of the attraction. Items typically do well if they’re also useful, like T-shirts and refrigerator magnets, or if they tie in to zoo attractions, like popular animals. Cape May’s name-dropped plush, for example, rotates styles between the zoo’s most beloved attractions, including snow leopards and red pandas.

Prosser said the gift shop also carries logo apparel. But aside from toys, best-sellers in the name-dropped category are small impulse souvenirs like magnets and key chains. “For us, what makes a difference is where we display it,”

stamped, while they wait, into wooden animal “paw” ornaments; onto lenticular key chains from LaserGifts; and on the side of mini mugs from Holden International.

“Parents want a souvenir with the name of the zoo on it, and kids always want stuffed animals — so it’s the best of both worlds.”

- Kaitlyn Prosser, Cape May County Zoo, Cape May Courthouse, N.J.

Prosser explained. “Magnets are the first thing people see when they walk in, and key chains are right up at the counter.”

Some zoo shops have found particular success with souvenirs that are not only name-dropped with the attraction, but also personalized with the names of guests, their children or even their pets. At the Nature Store at Lehigh Valley Zoo in Schnecksville, Pa., visitors can have their names

“The majority of our guests are stroller parents who want to buy something to remind them of their visit,” said Robert Rowan , the zoo’s senior director of Operations. These souvenirs do even better, he explained, “when they have our name or logo along with the name of their child or children.” At the 1,350-square-foot gift shop, Rowan explained, all the personalized products are in a section on display racks, “so if we don’t have a specific name in one product, there’s a chance it might be available in another.”

The LaserGifts line is also “very popular” at the John Ball Zoo gift shop in Grand Rapids, according to Retail Manager Allison Gartner . Personalized pocket tool kits, key chains, and street name signs have all done very well. This year, dog names are especially in demand: “During Covid, I think everyone’s gotten a dog,” Gartner laughed.

The most effective displays for this kind of product, according to Gartner, give people room to hunt around for their names, or for the styles they’d like to have personalized. Gartner displays her LaserGifts souvenirs on spinners with plenty of space between them.

After four years at the zoo, Gartner became retail

Name-Dropped Products and Souvenirs

manager last fall, and for now is “sticking with what works” in the name-dropped category. Many top sellers are common products like coffee mugs or reusable tote bags featuring Grand Rapids imagery. “These are things you use every day, and that way, you’ll always see our name,” Gartner noted. “They are things that create a memory — and tie into what grows that passion for our zoo and our area.”

That connection is why Lisa Hurd , store manager at the Buttonwood Park Zoo, is hoping to bring more name-dropped items into a gift shop that traditionally didn’t carry them. “Anything with our animals, these are going to be things people can relate with,” Hurd said.

Popular merchandise at the store includes a new line of sterling silver animal charms, as well as the perennially best-selling apparel line for adults and kids featuring zoo animals like coyotes, black bears and sloths. Ball caps, messenger bags, Christmas ornaments, and “Baby on Board” decals featuring the zoo’s popular baby sloth are also doing well this year.

When guests walk into the 700-square-foot store, the first thing they see is a zoo-specific merchandise display along the back wall. “It’s a colorful wall, and

we have constant foot traffic,” explained Hurd.

Name-dropped and logo apparel is the runaway best-selling category at the Pittsburgh Zoo & PPG Aquarium. Hoodies and T-shirts top sales, along with logo fleece blankets, according to Stacey Wade , district manager for retail at The SSA Group, which manages the zoo and aquarium store.

To boost sales, Wade merchandises apparel “on a focal table or on mannequins, to showcase how clothes look on a body form,” she explained. Whether wearable or not, branded items are consistently the top sellers at the Pittsburgh gift shop. “Most guests want to leave with a memory of their trip,” Wade observed, “and nothing is better than leaving with a namedropped souvenir.” ❖

“These are things you use every day, and that way, you’ll always see our name. They are things that create a memory — and tie into what grows that passion for our zoo and our area.”

- Allison Gartner, John Ball Zoo, Grand Rapids, Mich., commenting on products such as namedropped coffee mugs and reusable tote bags.

NAME-DROPPED PRODUCTS AND SOUVENIRS

Name-Dropped Souvenirs at Public Lands Partner Stores

By Genie Davis

Public lands partner stores help to support the mission of state and national parks as well as historic areas. Each store is different regarding the types of name-dropped souvenirs they sell, and many public lands partners are just beginning to offer merchandise. But when these items are offered, they prove a popular fundraising tool.

At Yellowstone Forever, the official non-profit partner of Yellowstone National Park, located in Bozeman, Mont., Product Manager Deborah Collins related that “We sell many items with our logo or the park name on them, and we do very well with pins and patches and magnets in terms of quantity. We also sell namedropped insulated water bottles and drinkware including mugs, and those items also do very well.” Pins, patches, and magnets have great price points and are easy to pack, making them popular as well as easy to collect. Drinkware is a strong seller at least in part because of its usefulness.

Display is Collins’ focus for selling more of any of these items at the nine Yellowstone Forever shops, eight of which are in the park. “Ninety percent of our sales comes from our retail stores, not online, so our emphasis is on displaying them with thematic themes or mixed and matched with other like-items when the stores are open seasonally.” She noted that each of the stores feature a Yellowstone Forever display area. “Most of the items we have say Yellowstone on them, but the items I mentioned are those that have our name or logo on them.”

When it comes to choosing which items to namedrop with the non-profit’s information, Collins said, “We want to offer an item that’s name-dropped for us in each category, so one pin, one patch, one mug, one

magnet. We have a slight representation across all the different products we sell.”

Yellowstone Forever’s stores range in size from 200-square-feet to approximately 800-square-feet at the Old Faithful Visitor Center.

At Friends of Valle De Oro National Wildlife Refuge in Albuquerque, N.M., Executive Director Katie Dix had exciting news. The public lands partner is opening their in-person nature store May 5th, a process that was long delayed due to COVID-19. The organization will also continue to sell items online and at events. “We have Tshirts, a variety of hats, insulated water bottles, growlers, beer pint glasses, and wine tumblers. The drinkware and T-shirts sell the best.” According to Dix, this is due to early fundraising efforts by the organization. “We used to have beer fundraisers at local breweries, and the pint glasses have become a bit of a collector’s item for people. And T-shirts, of course, are always popular.”

While the organization has been more event-driven in the past to sell namedropped souvenir items, now the focus will be on display. “We’ll be looking at in-store displays of course, and we will also be using social media more with both our online and brick and mortar store open.” She explained that May 5th is a soft-opening, September the

Continued on page 80

Name-Dropped Products and Souvenirs

Name-Dropped Souvenirs (From page 78)

grand opening. “The grand opening is an extra special time for us, as it is also the 10-year anniversary of the refuge itself. We’re really looking forward to these events. We have been in a hurry up and wait for so long, and now we are so excited to finally be able to plan things.”

Selecting which items to namedrop is still a work in progress for Dix. “Because we are still in the process of building out our nature store, we are certainly looking for more things in alignment to our mission and values. Sustainable materials are important to us and carrying items that are locally made or at least made in the United States. Along with our name-dropped items, we also carry other merchandise including books, jewelry, pens, and the like that aren’t name dropped,” she said. “I think we choose what items to name-drop based in part on the room available for a logo and name, like our glassware, T-shirts, and hats provide.”

At the Tucson branch of the Western National Parks Association National Parks Store, Manager Kris Luecker said originality helps to boost sales of the name-dropped souvenirs and gifts that the store carries. “What does best for us are apparel items, and cards and stationery. I think they do well for us because the artwork and design we use are unique, and

they are very much in keeping with the Tucson and Southwest theme of our organization. They’re great items for locals who want a piece of the southwest, and for tourists to take home, as well.”

In store display is key to sell these items. “We keep all our name-dropped items in one place, but within the appropriate area of the store. So, our namedropped T-shirts are in the apparel area of the store, and stationery is in housewares. Keeping things together and in the right area of the store is important to sell more,” Leuker attested.

Debbie Ketel Speas , COO at the Mount Rushmore Society in Rapid City, S.D., explained that the supportive society has three stores. “We have locations at the Mt. Rushmore Memorial, downtown Rapid City, and at the airport. We have somewhat different restrictions in what we sell at the park store, and specifically sell namedropped postcards with our logo and website on them, and a Cloisonné hat tack/pin.” The society also does well with passport stickers for the National Park Passport book. Despite the small size of the hat tack, the society can include their logo, website, and mission.

“Both the postcards and the hat tacks are very popular. The hat tack sells very well for us both because it is a unique item in design, and because it is also a collector’s item. Many people collect pins like this,” Speas said. As to the passport stickers, Speas reported,

When Name-Dropped Souvenirs Don’t Sell

When name-dropped souvenirs are not selling well at public lands partner stores, what do shops do with this merchandise?

At Yellowstone Forever, the official non-profit partner of Yellowstone National Park, located in Bozeman, Mont., Product Manager Deborah Collins said, “We try to put them on sale, reduce the price, and then if we still have them, we reduce the price again, until they are gone.”

At Friends of Valle De Oro National Wildlife Refuge in Albuquerque, N.M., Executive Director Katie Dix noted that the answer is yet to be determined in the organization’s new brick and mortar store, but the plan is “to likely both reduce pricing to see if that helps the items to sell, and to see if they are appropriate items to use as gifts for our volunteers.”

At the Tucson branch of the Western National Parks Association National Parks Store, Manager

Kris Luecker said she hasn’t experienced any name-dropped items selling poorly, “at least not in the time I have been here.” She agreed that reducing price should this occur, could be an option.

Debbie Ketel Speas, COO at the Mount Rushmore Society in Rapid City, S.D., explained, “What we offer sells well. If something didn’t sell well, then it’s simply that the director of retail wouldn’t reorder it.” ❖

“They are also a collector’s item. We have all the information about us on the stickers, as well.” The society additionally does well with, but does not place the organizations name-drop on, round and square coins. These coins do have the name of Mount Rushmore on them, however, Speas asserted.

Selling more name-dropped souvenirs are based on both display and media. “I send out email blasts; for example, just today I blasted that the hat tacks were back in stock. We also promote them on our website.” However, she added that “Mostly people buy them in the moment at the park, and the most successful sales are due to displaying them together, and close to the register where they can be seen.”

Choosing which items to name-drop is primarily about tradition. “We’ve had the hat tacks since I started 20 years ago, and they’ve always been popular, and remain that way.”

At the Big Sur Natural History Association in Big Sur, Calif., Bookkeeper Jaci Pappas said for the present, the association only sells name-dropped maps and firewood. “But we are working on getting a pressedcoin machine with name-dropped coins. We are aware that this could be a money maker, but we haven’t

decided as to our design yet.” She said the last few years have been devoted to setting up the association’s visitor center. “There’s a lodge with a gift shop in the park, so people tend to go there for souvenirs.”

She said there’s a need for some name-dropped merchandise, however. “Our maps include the name of the association, and they show the hiking trails and amenities in each of the three parks. Selling them and the firewood is how we make money, and how we were able to rehabilitate our nature center and purchase electronic equipment for films and Power Point presentations.” But any name-dropped merchandise the association plans to carry will need a compact footprint. “Our visitors center is only approximately 600feet,” Pappas said.

All in all, when public lands partner stores offer name-dropped merchandise, it sells well, appealing to both visitors’ interest in souvenir and gift items, and supporting the organization as well. ❖

Helping Fans Show Their Spirit Licensed Products at Sports Fan Stores

By Sara Karnish

Licensed products of all kinds are sports fan favorites. Licensed items are not only high quality, but they are a clear indicator of team loyalty. Whether cheering for a local, regional, or national team, dedicated sports fans want to show off their team spirit.

Jerseys and hats are undoubtedly the top licensed product sold at sports fan stores. Bruce Mianecki , manager of Vegas Sports and Hockey in Las Vegas, Nev., said it’s because of their versatility. “The jerseys sell well because fans want to represent their teams—both current and old-school players. Hats do well because they are something a fan can wear every day to represent a favorite team,” he explained.

Jerseys and hats are the top sellers at Wrigleyville Sports in Chicago, Ill., and according to store Manager Devin Carlstrom , other top sellers include “small items like keychains. Last year we also sold a ton of blankets. I think it’s because people come to visit the city and aren’t prepared for the weather.” Licensed products in the automotive category have been selling well at Sports Fanz in Hurricane, WV. Owner Chad Rogers said, “We sell chrome and color chrome emblems, license plate frames, hitch covers. I don’t know if it’s an underwhelmed category, but I know we have a lot of variety. Our big local teams are the West Virginia Mountaineers, and we have about 25 different plates for that team,

and Marshall Thundering Herd, and we have about 15 plates for that team. One thing about the emblems and plates—they are not gaudy or in-your-face. West Virginia, our bestselling emblem, is very subtle. And chrome goes with just about anything.” He added, “Lanyards have been another big, inexpensive licensed item. I am also seeing more ladies with vanity license plates or a license plate frame or auto emblem.” Rogers said products for their local teams are big sellers in their 2,800-square-foot store, and there is high demand for items from the traditional big market teams, like the New York Yankees and Boston Red Sox in baseball, and the Pittsburgh Steelers and Dallas Cowboys in football. “Where you have different teams winning, it helps us reach out to fans,” Rogers said, citing their large selection of team merchandise.

Craig Katz , director, Merchandise and Licensing for the Toledo Walleye minor league hockey team in Toledo, Ohio, said jerseys are simply a must-have for devoted hockey fans. They are the top seller at The

Continued on page 84

Licensed apparel at a Toledo Walleye minor league hockey team store. The retail operation offers four different styles of jerseys.

Name-Dropped Products and Souvenirs

Helping Fans Show (From page 82)

Swamp Shop, the Walleyes’ flagship fan store, and the Tackle Box, a smaller retail location. “We have four different styles of jerseys, and they all do extremely well,” Katz said. The Walleye is part of the Central Division of the Western Conference of the ECHL, which approves all product licensing. “Throughout the season, we’ll do multiple special edition jerseys— the ECHL is league partners with DC Comics, Marvel Comics, and Nickelodeon. We will also create alternate jerseys in-house for special events, and they also sell well,” he added.

Visibility and promotion are top tips for selling licensed products. Social media and promoting items online have been invaluable marketing tools for retailers. “The Cubs are our Number One best-selling team, and Number Two would be general Wrigley Field merchandise for visiting fans. It’s a big destination. A lot of other teams’ fans come in and want field merchandise. And usually, it’s whatever team is doing well. The [Chicago] Bulls are doing well right now, so we’re selling a lot of Bulls merchandise,” Carlstrom explained. “We used to be able to market items and sell them online. The League put in restrictions and limited what we could do with that. With the Cubs merchandise—a lot of it is placement within the store. We make sure items are in a good spot and always stocked on the shelves. We have a lot of people walking by,

so we make sure the stuff that catches the eye is right by the window.” Rogers cautioned retailers about reading labels carefully: “Make sure you are buying the officially licensed products. Don’t get sticker shock—if you don’t, you take the chance of buying counterfeit goods, and no one wants to sell that! Make sure you’re only buying the officially licensed product. Most of the professional leagues put a hologram on the item’s tag.” Katz utilizes different marketing platforms to promote the Swamp Shop’s newest merchandise. “We use a lot of social media to promote products when they come in. We’ll create in-store displays highlighting certain products so fans see them quickly and easily. I’ll also put ads on the ribbon boards and video board to highlight special items or special jerseys,” he said.

Arranging creative, eye-catching displays also help to boost sales. “Display is key,” Rogers said. “You have to make it easy for people. Having a good, colorful, eye-catching display is a massive part of selling. We have all of our hats together in a 20-foot section, then they are broken down by sport, then by team nickname.” Mianecki also utilizes grouping when arranging displays: “All of our player jerseys are on the wall and blocked off nicely. We do a setup with player jerseys, then jerseys with no names.” Carlstrom said they group items and put them in key locations around the store. “It depends on the type of item. We try to keep our teams together. We’re getting new Cubs things in, so we’ll move the other teams around. A lot of it is how much room we have for other teams.”

Katz said, “If we want the attention on a specific item or type of items, we’ll do something creative, like make a pyramid of hockey pucks. On special event nights, we’ll put that merchandise front and center so it’s the first thing fans see when they come into the store. An effective display is eye-catching, easy to shop, maybe it has signage. What makes it eye-catching is how it’s displayed, like a pyramid of pucks, a mannequin wearing one of the jerseys, or something

Craig Katz, director, merchandise and licensing, Toledo Walleye minor league hockey team in Toledo, Ohio. Jerseys are a must-have for devoted fans, Katz said.

T-shirts on display at the one of the two retail locations for the Toledo Walleye minor league hockey team. On special event nights, certain merchandise is placed front and center for quick sales.

different to catch customers’ attention.”

Retailers’ goal is customer satisfaction. “We provide world-class customer service. At the end of the day, nothing we sell is a necessity, and customers could order it online if they wanted to,” Mianecki said. “Our customer service starts the minute a customer walks in the store. We stop what we’re doing to wait on the customer. We have a lot of lifelong customers who are loyal to us specifically.” Carlstrom said accommodating customers’ needs and requests are key elements of Wrigleyville Sports’ service philosophy: “If customer wants to return something past its return date, we’re accommodating,” he said. “Being a smaller company, it’s important to keep customers coming back. [We] do what we can to keep them happy.” Rogers said, “We try our best to take care of our customers’ needs as best we can, and we try to identify where we come up short. We look forward to seeing people visit our brick-and-mortar location. We appreciate all of our customers.”

Excellent customer service at the store is all part of giving fans a great experience at a game. “[Our philosophy is] to attend every customer—attend their needs and make sure they walk out happy,” Katz said. “We try to make ourselves very available to answer questions. If they don’t see a certain size, they might ask if we have it in the warehouse. It’s also about educating the fans on some of the products.” ❖

A cap display at a Toledo Walleye minor league hockey team store. The staff members at the stores attend to each customer, with the goal of making sure they walk out happy, said the director, merchandise and licensing,

Whether Nature-Made or Commercially Produced, Gifts Sell at Caves and Caverns

Frank Hurley, the second oldest ‘Cave Man’ in the United States, purchased Jacob’s Cave located in the Ozarks in 1965. He said the merchandise in the cave’s gift shop is reminiscent of a visitor’s experience exploring the cave. They sell numerous types of rocks and minerals, including black light rocks and polished rocks and jewelry crafted from these rocks. They specialize in geodes obtained from northeast Missouri. They saw these geodes in half to expose the mineral matter within. In addition, they extract mineral specimens from inside Jacob’s Cave and create necklaces from the material. These one-of-a kind necklaces are sold for around $25 a piece.

Customers are especially interested in pretty or polished rocks. Minerals that are florescent or that show when under black light are easily sold as well. Little kids are big fans of polished rocks said Hurley. They sell a half cup of polished rocks about the size of a thumbnail to kids aged 5 to 10.

According to Hurley, teenagers or older women are interested in the jewelry they sell, while older men prefer geodes that have been cut in half and polished to place on their desk.

About 10 years ago, they started selling pendulums. Pendulums are chains with a rock made from a variety of minerals attached to only one end. Lore has it that if you ask a pregnant woman to lie down and hang the chain over her belly, if the chain goes in a circle, the baby is female, but if it swings back and forth, it’s male. Ten years after they started to carry the chain, the product is still popular with guests, expressed Hurley.

With approximately half a million dollars in annual sales, Georgetown, Texas-based Inner Space Caverns relies on sales of staple custom items like coffee cups, teddy bears wearing T-shirts decorated with ‘Inner Space Cavern’ and shot glasses. But Danielle Hipp , gift shop manager and Taunya Vessels , general manager, indicated they also stay on top of the trends. For instance, they followed the fidget spinner craze by name dropping them and bringing them in when the item was hot. They

Continued on page 88

Madeline Brand, manager, Inner Space Caverns, Georgetown, Texas. Name-dropped mugs, magnets, postcards and T-shirts sell well for the attraction.

Name-Dropped Products and Souvenirs

Whether Nature-Made (From page 86)

also brought in – and recently sold out of – namedropped mood rings.

Mugs are strong sellers in their custom product selection, as are magnets, postcards and T-shirts, said Hipp and Vessels.

Other very popular custom items include pictures of visitors snapped inside the cave and photos of the cave turned into a puzzle. Customers also frequently purchase small bags emblazoned with ‘Inner Space Cavern’ on the outside, and fill them with rocks they’ve selected.

Among these, though, “tees are probably number one, which is great because we always name drop our T-shirts,” expressed Vessels.

It’s the customer service, including the friendly service of the cave tour guide, that Vessels credits for selling custom merchandise.

“If people come in and they don’t have a good time, they won't buy anything,” said Vessels.

During the pandemic, supply chains for namedropped clothing had dried up, said Vessels. So when a salesperson dropped by selling boonie hats they took a chance and bought 244 hats – the minimum number they were required to buy if they wanted the hats name-dropped. Normally, they would have turned him away, but because they were so desperate for name-dropped merchandise, they gave the

Continued on page 90

Top Display Tips for Custom Products

At Jacob’s Cave, Owner Frank Hurley said spreading out the custom products so customers can easily see the products is key to a good display. In addition, he recommended glass casing for expensive products.

Put your custom merchandise in places where people can see them, and keep the displays full, recommended General Manager Taunya Vessels at the roughly 500-square-foot Inner Space Caverns gift shop in Georgetown, Texas.

“If there's just a couple [items]

out, it looks like leftovers and people don't want to buy it,” commented Vessels.

The way you present your showcases is important, said Owner Debbie Reinschmidt of Ice Cave and Bandera Volcano in Grants, N.M. They originally followed the advice they received at a conference to put like items together. But when a new artistically-gifted employee was hired, they changed that method. The employee designed the showcases creatively, arranging various products together in such a way that particular merchandise really

caught a customer’s eye. This change made a big difference in sales, Reinschmidt said.

In their approximately 1,200-square-feet of shop, they are doing better than they ever have in terms of sales, said Reinschmidt. While she has a feeling climbing gas prices will eventually hurt them, she estimated they have probably doubled what they were making before the pandemic. “Our store sales sometimes surpasses sales for admission to the ice cave and volcano. That never happened in the past,” she said. ❖

Ice Caves and Bandera Volcano Administrative Assistant Nicole Evans. The gift store stocks name-dropped T-shirts, caps, magnets, keychains, stickers and shot glasses.

Name-Dropped Products and Souvenirs

Whether Nature-Made (From page 88)

boonie hats a shot. As it turned out, the hats flew out of there – and are still selling, said Vessels.

At the Ice Caves and Bandera Volcano in Grants, N.M., they stock name-dropped merch T-shirts, caps, magnets, keychains, stickers and shot glasses.

Visitors also arrive expecting to find items from in the area like pottery tree ornaments sourced from the Acoma Pueblo approximately 35 miles from the Ice Caves. The ancient Acomas used to venture inside their caves to retrieve ice, reported Debbie Reinschmidt , owner.

Magnets with a photo of the caves on it are big sellers. And T-shirts with sayings like “I climbed the volcano” often catch a visitor’s eye as well. Rocks are also hot picks for guests – some are lava and agate from the local region, but others have been collected from locations across the globe.

Magnets, hat pins and patches are best-sellers at the Ice Caves.

Ice Caves and Bandera Volcano gifts including antler whistles and jewelry. Keychains have been a surprise hit for the attraction.

A merchandise display of jewelry and gifts at Ice Caves and Bandera Volcano in Grants, N.M. Magnets with a photo of the caves are big sellers for the attraction.

Reinschmidt said visitors like small, easily portable momentos of their experience as they’re travelling. These items can also occupy a particular space in a visitor’s home – for instance, visitors can put a magnet on their fridge, or put stickers on their cars or RV for a memory of their good time.

At first, Reinschmidt was skeptical about bringing in shot glasses to sell, but they go like crazy, she expressed.

The keychains were another surprise hit. Sales started out slow, but when they stocked up on new keychains featuring pictures of the ice cave, visitors snatched them up. Many have been buying the keychains to use as ornaments, explained Reinschmidt. In fact, this has inspired her to think about also ordering custom ornaments to sell in the future. ❖

Miles Potter, tour guide, Inner Space Caverns, photographed in front of a polished stone display. Guests can place the stones they select into small, name-dropped bags.

P rofiles In Excellence • Gifts

Friendly Crystals

By Mohammad Sachee

Family-owned and operated, Friendly Crystals has been in the natural rocks and healing semi-precious gemstone business for 15-plus years.

We are distributors of crystals and gemstones in USA and Canada, and ship to gift and souvenir stores, caverns, metaphysical and new age shops, book stores, yoga studios, spas and related body, mind and spirit shops.

• Power Bracelets

• Chakra Sets

• Gemstone Trees

• Shamballa B racelets

• Chakra Power Charm

• Orgonite Pyramids

• Lava Aromatherapy

• Bracelets

• Chakra Car Charm / Bookmark

• 92.5 SS Double Terminated Pendants

Our all-natural gemstone products are not only uniquely beautiful but are known for their strong healing properties — this makes each and every product we offer a meaningful gift. Most of our products come with an informative write-up to allow customers to cherish their gift.

With a range of over 40-plus all-natural gemstones to choose from, our exclusive Power Bracelets are beautifully branded in vibrant colors with gemstone meanings to attract consumers.

All of our power bracelets are carded/labeled in English and Spanish for the United States market, and in English and French for the Canadian market. We also provide versatile POP display stands, designed to either hang on the wall or sit on the table/counter top.

We endeavor to maintain consistent high quality, and through our personalized service have developed lasting friendships with many of our happy repeat customers. We are able to source and customize products as per customer requirements.

We are committed to provide excellent quality and easy to sell products, topped with our fast shipping. Our Friendly Crystals’ wholesaler-only website promises a seamless shopping experience. We look forward to grow our businesses together!

(For more information, call 800-372-6830, email contact@friendlycrystals.com, visit www.friendlycrystals.com or circle 14 on the reader service card.)

P rofiles In Excellence •

Pennybandz®

By Amy and Albert Guerrero

Pennybandz® continues to expand and devel op their product line to fuel America's love af fair with pressing pennies!

As you may already know, Pennybandz®, the origi nal penny accessory company since 2011, is only sell ing directly to you. We are no longer using any distrib utors. Making the move to work directly with you has been the best decision we have ever made. The op portunity to work with and serve you directly is truly a blessing. The passion each of you have for your stores has driven us to ensure you are not only taken care of, but that we offering you the highest quality, patented products that your customers will love for a lifetime. We are a family owned and operated company with a heart for service. We promise you will actually LOVE working with us.

Get ready and make sure to stay in the loop as we have several exciting new products in the works. We are also now offering custom pressed penny machines that are built in the USA! Our builder has been building penny machines for over 28 years and con tinues to lead the industry by building the most reli able machines available. We offer the machines as a straight purchase or revenue share program.

We have a 100% reorder rate so you can make your first order with confidence. PLUS, your first order

Impulse Souvenirs

By Laura Alikpala

We at Impulse Souvenirs would like to introduce ourselves as your one-stop “Original Art” souvenir source.

Each and every destination is unique, whether a park, coastal town, zoo, aquarium, or garden. When items in your gift shop showcase your “uniqueness” visitors will remember their experience fondly.

Work with our subject-matter experts to get the dedicated attention of souvenir specialists with 20plus years of experience who develop custom, oneof-a-kind quality souvenirs that sell and merchandise displays that deliver turnover. Our veteran sales staff partners will listen to you, and thoroughly understand your one-of-a-kindness. Then, we work internally with our talented designers to create ORIGINAL ART that captures and conveys your location’s particular experience!

venirs.com, email service@impulsesouvenirs.com, call 253-248-0096, or circle 16 on the reader service card.)

P rofiles In Excellence • Pet Souvenirs

Kool Tees

By Kim Lopilato

Kool Tees is your place for pet souvenirs. We offer a full line of customizable dog tees, bandanas and plush bone toys. Our best-selling souvenir floor rack is a great addition to any store. It comes with an assortment of plush bone toys, bandanas and dog tees all name dropped with your city, state or store name. The assortment includes the floor rack and header card for free. We also offer a counter display for bandanas or toy bin for bone toys. Our bone toys are our newest addition to our pet souvenir line and the reorders have been incredible. We can also custom design dog tees, bandanas, bone toys and adult T-shirts with your logo or your own saying. Our custom minimums are very low and our prices can’t be beat. Everyone wants to grab a little something for the pet loved one in their life. Pet souvenirs are a perfect addition to any store.

(If you have any questions or would like to order, please call us at 631-243-0972. You can see all of our items on our website, www.kooltees.com. For additional information, circle 18 on the reader service card.)

North Country Wind Bells ®

By Connie Davidson

North Country Wind Bells® Is Ready for the 2022 Season!

North

Country

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

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

“Haunting Sounds and Magic Memories®” echo very fond memories through the company’s wind bells in unique and sound designs for vacationing travelers nationwide. These travelers purchase a North Country Wind Bell® to embrace memories that will play for years to come. These wind bells also make the perfect gift, yearround, “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. For more information, circle 25 on the reader service card.)

Retailers can order Kool Tees merchandise now to secure the goods for any delivery date they like.

Big Sales for the Home Décor and Quality Gifts Are Selling at Gift Stores

As Americans start entertaining at home again, retailers report booming sales of charcuterie boards, coasters, and vases. And after cocooning during the pandemic, consumers are splurging big — whether on décor for their newly renovated houses or for high-end gifts.

“People just don’t worry about how much they spend right now,” observed Carolyn Leiter, who with husband Richard owns REVIVED Furniture and Home Decor in Londonderry, N.H. “They just want to fix up their house, and they’ll spend hundreds and hundreds and not even think about it.”

At the 7,000-square-foot store, faux flowers are a hot ticket for home decor, along with oversized ceramic vases to display them in. Black is trending, often mixed with metals or white prints for decorative shelving or wall decor. Revived also sells a lot of natural accents — rattan baskets, seagrass trays and the like. Charcuterie boards and accessories like jams and jelly containers are also flying off shelves at the six-year-old store.

“People did a lot of nesting and home improvements over the last year or two,” noted Pamela Robinson , owner of Junction 71, a housewares and gift shop in Amherst, N.H. “Now, they’re refining that space. They’re spending more for specific items that are one of a kind.”

At Robinson’s three-year-old store, farmhouse chic is still a popular aesthetic. “Clients enjoy that vintage, antique look — repurposed or handcrafted goods,” the retailer noted. “They’ll blend it in with items they already have, because it adds character.”

At the 5,000-square-foot store, wooden items like charcuterie boards, clocks and farmhouse tables are hot sellers. Robinson said her customers think nothing of shelling out at least $100 on a quality gift — about double what they might have paid for the same occasions a few years ago. She sells a lot of chalk or mineral based paint that clients use to refinish existing pieces, being creative about upcycling what they have, Robinson noted.

Accent pieces like wall hangings or objets d’art are

Junction 71’s best-sellers. “They provide a focal point in a room — something to build a room around, or tie everything together,” Robinson explained.

New York City retail remains diminished from prepandemic times, but retailers like Joy’s Flower Pot are adapting. Owner Kelly Nguyen has increased her stock of decorative vases due to demand from gift givers splurging not only on flowers, but on the lasting gesture of a receptacle. “People like to choose a cute vase,” Nguyen said. “It’s an add-on item — a look people like to have in their homes, even without flowers.”

Nguyen has seen both trends and clientele change over a decade at the 400-square-foot store. While big splurges still happen for Valentine’s Day, Mother’s Day, and the year-end holidays, Joy’s customers have shifted away from fresh toward dried flower arrangements. “People like them because they last,” Nguyen explained.

Boston-themed Christmas ornaments are the yearround best-seller at the Old North Church gift shop, an historic attraction in Boston. “People like their destination tree — they’ll have all the trips they’ve taken that year displayed on their tree,” explained Pam Bennett , director of retail operations at the 1,000-square-foot store. Pewter nativity sets made in Canada are another top item, despite their price tag of $40-$200. “We sell them all day, every day,” Bennett said. “People don’t hesitate. Paul Revere fans snap up tin lanterns, a quality accent piece for both indoors and outdoors.

Continued on page 96

Which Decorative Signs Sell Best and Why?

After several tough years, sign shoppers are looking for a little lightness. “Anything with a very motivational, positive message is what sells,” said Carolyn Leiter, co-owner of REVIVED Furniture and Home Decor in Londonderry, N.H. Examples of her best-selling decorative sign slogans are “Bless Our Nest,” “Together is My Favorite Place to Be,” and “Our Happy Place.”

A similar trend prevails at Junction 71, a housewares emporium in Amherst, N.H. “Welcome to our beautiful chaos” is a typical sentiment on

Owner Pamela Robinson’s best-selling signs. “People are looking for things that are funny, relatable — signs that describe their lifestyle,” she noted. With a location near a military outpost, Junction 71 also does a brisk business in inspirational and patriotic signs. “Our Americana line is a huge part of our home decor business,” Robinson noted.

“Good Morning, This is God and I’ll Be Handling All Your Problems Today” says one of the most popular metal signs at Old North Church gift shop in Boston. Pam Bennett, director of retail operations, said her cus-

tomers’ tastes skew traditional — welcome slogans, flags, and stripes in American red, white and blue. “We have a pretty traditional, conservative demographic, so patriotic signs have been very strong for us,” Bennett noted. ❖

Home Décor and Quality Gifts

Coasters, trivets, cutting boards, measuring spoons and vintage style pillows round out the customer favorites at Old North Church, a 300-year-old landmark whose gift shop is seasonal. In March, Bennett was looking forward to the launch of a new, 850-squarefoot store later this spring, in a 1715 building on the same campus. The new retail outlet will feature locally made artisan wares from woman owned, family, or BIPOC businesses based in New England.

“A lot of people who shop here look for products that are U.S.A. made — that’s a huge consideration for people — and we’re taking it one step further,” said Bennett. “It’s a test for us,” The new store will feature gourmet foods like jams, syrup and candy, along with higher priced jewelry and quality gifts.

This is definitely a year for splurging at the Tampa Museum of Art, where Store Manager and Buyer Susan Gauthier has seen average purchases trend upward at the Museum Store. “We’re selling more of the expensive jewelry; people will spend $150 versus $100 a year ago,” observed Gauthier.

Jewelry is the number one category at the store, which specializes in higher-end jewelry — gold filled, sterling silver, freshwater pearls and gemstones. Higher-end jewelry used to average $80-$200, but local artist designs are now selling briskly upwards of $200, especially with colorful stones that tie in to museum exhibits. “The quality is better, and these are one-ofa-kind designs,” explained Gauthier.

The strongest trend she’s seeing in 2022 is a willingness to spend more for unique, handcrafted pieces — not just jewelry, but also housewares. “People are starting to entertain again. We sold a lot of martini, shot and wine glasses during the holidays,” she noted. Wooden charcuterie boards, wooden trivets, and coaster sets were all popular.

And the number one home décor category is a line of Spanish-style mosaic animal figurines. “They’re constantly selling out. It’s become kind of a collectible for us,” Gauthier said.

Another trend is anything branded with the museum logo. “We are selling a ton of branded,” the retailer noted. Totes, umbrellas, cosmetics bags, apparel, mugs — “everyone wants our name on things.” ❖

Fixing to Cure Toy Needs Selling Playthings at

Hardware Stores and Pharmacies

By June Allan Corrigan

It’s a mistake to think that customers who are seemingly intent on shopping one category of merchandise aren’t open to shopping another. Rand’s Hardware in Plymouth, N.H., proves it all the time with a 16-foot display of toys and a 12-foot array of custom handcrafted sodas, both of which sit right inside the store’s entrance. “Some people actually stop and look around to make sure they’re in the right place,” said Owner Glenn Dion. If there is any confusion, it is soon set aside and in the case of toys, who knows? The holidays might be approaching or there could be a child in their life with an upcoming birthday. Suddenly, that attractive display of toys doesn’t look out of place at all. In fact, it often turns out to be pretty handy.

Rand's Hardware sticks primarily with Melissa & Doug toys. The approximately 16,000-squarefoot retail space carries the brand’s puzzles, games, dress-up kits and more, although Dion said they don’t feature of lot of their plush. “It’s a quality product line with a good reputation. We started off with a four-foot display just to give it a try and it caught on with grandparents and people who don’t want to deal with the big box stores.” It wasn’t long before Dion devoted more space to toys and word of mouth has resulted in steady sales. “It’s hard to find a decent quality toy that will engage a child and Melissa & Doug specializes in that category. For younger kids, we really fill a niche.”

Upchurch Drugs and Gift Shoppe in Durham, N.C., also features the Melissa & Doug toy line including plush items, although supply of the latter tends to vary. Small teddy bears by DEMDADO featuring birthstone hearts are popular. “They retail for $15 and we’re constantly reordering them. Customers really seem to be into birthstone related items these days,” said Owner Janet Upchurch . She also carries a line of super soft plush for babies that people will often purchase as part of a larger gift. “However, I personally think when a piece of plush goes over $15 or $20, people start hesitating.” That being said, she does stock Melissa & Doug jumbo plush oc-

Glenn Dion, owner, Rand’s Hardware in Plymouth, N.H. The store offers a big selection of Melissa & Doug toys.

Games, Playthings and Plush

casionally – items such as their giant giraffe which are a considerably higher price point. People buy those as décor pieces for a nursery or child’s room. Displaywise, they also can be quite eye-catching inside the 8,000-square-foot store and cause toys to stand out amid the merchandise mix. “I’ll place a jumbo plush item atop a toy display and people really notice.”

The gift shop occupies 2,000 square feet of the overall pharmacy space and Upchurch firmly believes in having toy demos on the floor. “I think anytime you can put a toy on display so people can touch, feel, and play with it, people are encouraged to buy it.” As an example, she references an adorable toy grocery cart she has taken out of the box and how often kids want to push it around the store. “Mom and/or grandma see how well the child is playing with it and how much they enjoy it and before you know it, they buy it.” Upchurch is drawing the line at taking a toy piano out of the box for demo purposes however, as she knows she doesn’t want to listen to it all day long!

Dan’s Ace Hardware in Idaho Falls, Idaho, tends to feature toys in the period leading up to Christmas. Wind up die-cast metal cars have been popular in

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A wall display of toys at Rand’s Hardware. The merchandise selection fills a need for shoppers who might not want to go to big box stores to buy playthings, the store’s owner said.

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Fixing to Cure (From page 99)

the past as have toy tool kits. In terms of plush, the 1,600-square-foot generally features Pillow Pets. For the upcoming holiday season, Manager Stephan Levacy-Sabin plans to bring in some LEGO. “I was at a show and looking through some of the LEGO merchandise available and I think it will sell.” He said he’s likely to stick with Star Wars and Avengers sets or other action/adventure themes.

At Dan’s Ace Hardware-Idaho Falls, toys reside squarely in the impulse section by the cash register so customers in the check-out line have a good view of them. “I fill the shelves with toys or use stand-alone cardboard containers to display toys,” said LevacySabin. It’s worked out well so far and the toy buying inclinations of customers is leading to a moderate expansion in that area.

Jolley’s in Salt Lake City, Utah, bills itself as a one-stop shop with a pharmacy, gift shop and florist all in one location. The approximately 5,000-square-foot retail space has quite a broad selection of gifts and in fact, has a whole section dedicated to toys. In terms of plush, Jolley’s sticks

with Jellycats. “The name is synonymous with quality and people love them because they’re adorable and soft,” said Owner Kelly Elggren . Another trend she’s observed lately is people gravitating toward old-fashioned natural wood toys. “Parents and grandparents like them because they’re toxin-free.” Meanwhile, a charming brand of Danish-designed toys known as Maileg has found many fans in the community. “People love to collect all the little mice and their accessories,” Elggren explained.

A collection of vintage furniture that Jolley’s also happens to sell displays toys to their best advantage. “We invent themes and stories and put together collections of different items incorporating our vintage furniture pieces,” said Elggren. “We want the toys to look playable and we take them of any boxes they come in so people can see what they’re getting.” Jolley’s Gift, Floral and Pharmacy also provides free gift wrapping. “A lot of people who come by for gifts or last-minute items love knowing they can get it wrapped and out the door. I think just making things playable and touchable so people can see and

A toy display at Rand’s Hardware. The store features a 16-foot display of toys that attracts shoppers’ attention.

Plush and Toys at Toy Stores

Whether New or Classic, Toys Are Selling

By June Allan Corrigan

It’s not unusual for new parents to suddenly begin remembering all the toys they used to enjoy playing with as a child. Which explains the ongoing popularity of classic toys – items like Hot Wheels, Barbie, and long-established board games – or as Stephanie Forgie , owner of Toys N More in Reno, Nev., noted, “Anything that has served the test of time tends to do very well for us as parents try to bring a sense of their childhood to their own offspring.”

Classics aside, the current best-seller at Toys N More are fidget toys. Forgie chalked it up to their affordability and the fact that kids just love getting the latest sensory gadget and trading them with their friends. Interestingly, Tangle – the twisty, fidgety art toy that has been around for 40 years – is finding a new audience inside the 8,000-square-foot store . “Tangle is circling around to the younger generation,” explained

Forgie, which would seem to indicate there is room for a little bit of nostalgia even amid the hottest trend.

Squishmallows and the more food-centric Squishables rank among the top-selling plush at Toys N More, although Ty products continue to hold their own. “The original Beanie Babies are making their way back around and I can’t keep Beanie Boos in stock,” said Forgie, whose customer service philosophy centers around the idea of having fun. To achieve that, Toys N More always has plenty of samples on the floor. It also stays on top of current plush and toy trends via word of mouth and the latest news from vendors. For

Continued on page 102

Myriads Toys and Games Sales Associate Rachel Bethards playing with one of the store’s new finger puppet books. Old-fashioned toys are new and interesting to children accustomed to smartphones, the co-owner said.

World of Mirth Owner Thea Brown photographed near toy displays. The store has found great success with the eeBoo line of puzzles and cooperative games that they have carried for over 20 years.

Games, Playthings and Plush

Plush and Toys (From page 101)

instance, Shashibo shape shifting cubes were a recent recommendation that continues to do very well. “Again, they fall into that fidget category popular with kids, but they also capture adults’ imagination.”

Bicycles are a top seller at Le Jouet, a specialty toy store in Metairie, La., in business for 54 years. Customers will also find a wide selection of toys from brands like Mattel, Fisher

“We try to be helpful to our customers. We have a 21-day full refund return policy, and we offer at-home deliveries for convenience. So, if someone doesn’t want to leave their home, we can deliver balloons and party supplies as well as table and chair rentals. Our customers love that we can do that for them because it just makes things easier.”

Price, Brio, Bruder and more inside the 6,600-square-foot retail space which has an accompanying 14,000-square-foot warehouse. “From classic to hard-to-find toys to the latest trending in advertisements, we have it all,” said Buyer Mary Wood . “People love that they can call us up on their way to a birthday party and say, hey, can you find me a gift for $20 and wrap it up – we offer free gift wrapping year-round – and they can just come in and pick it up.”

That kind of service is indicative of Le Jouet’s philosophy concerning customers. “The customer comes first all the time. If somebody comes in, we make sure we acknowledge them. We make sure they feel welcome and stay on top of what they need,” Wood elaborated. In terms of plush merchandise, Ty products are a consistent best-seller as are selections from the Jellycat, Douglas, Aurora World and Wild Republic lines. “It’s hard to say which one is number one because they all sell so well here. They’re all very well made and super soft whether for infants or older kids. We have a big variety.”

Le Jouet remains in constant communication with its sales reps to stay up to date on current trends in plush and toys. Word of mouth plays a role too. “We read the catalogs and watch for advertisements. I also have two small children and other staff members have grandchildren so going to different parties and being around different kids, we can see what they’re wanting and what is trending,” Wood concluded.

At World of Mirth, a toy store for kids of all ages in Richmond, Va., the top-selling plush line is Jellycat and has

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World of Mirth Assistant Manager Max Lincoln photographed with a display. The 3,400-square-foot store does well with Douglas cuddle toys.

World of Mirth Sales Staff member Asher Fitzpatrick photographed with merchandise. The store is experiencing strong sales with Fat Brain.

- Michala Navratil, Party Planet, Surprise, Ariz.

Games, Playthings and Plush

Plush and Toys (From page 102)

been for a number of years. “We love them. We love the quality. They have a good weight to them plus they always use amazing fabrics,” said Owner and Buyer Thea Brown . Next in line are Douglas cuddle toys which feature a slightly lower price point. “Douglas animals also tend to be a bit more realistic which definitely has its customer base.”

As for toys, World of Mirth is experiencing strong sales with Fat Brain. “Customers love the bright colors plus the fact the toys are multi-functional and their kids are learning without even realizing it.” Brown’s 3,400-square-foot store has also found great success with the eeBoo line of puzzles and cooperative games which they’ve carried for over 20 years. “They work with lots of different artists and the artwork is always amazing and high quality. We love that almost everything from eeBoo is made out of recycled materials.” Although customers definitely help World of Mirth stay on top of trends, Brown is always scanning Instagram and magazines and seeing what is going on in other sales streams. “I’m checking out food and design magazines, for instance, to see what kind of colors are coming up and building off of that. The colors will always move over to the toy world.”

World of Mirth’s customer service philosophy centers around play. “We want everybody to come in here, have a

Owner Buddy Wood of Le Jouet, Inc., photographed with a game wall. The store has been a specialty toy store for 54 years.

Myriads Toys and Games Manager Albina Ivanova photographed with Molang items. This South Korean toy line’s bunnies and chicks were popular for Easter.

Sales Staff members Mia Fuller and Greta Gotschalk of World of Mirth in Richmond, Va., photographed with plush. Jellycat has been the top selling plush line for the store for a number of years.

great time and be a child. Whether you’re an actual child or a grown-up, we encourage that inner child to come out,” said Brown. “We also strive to treat people like we want to be treated.” Since the store has been around for almost 30 years, Brown believes it is essential to move things around constantly and to place new, top-selling items in a prime spot. “The store itself is very bright and can be kind of its own character sometimes so we need to make sure we merchandise in ways that are eye-catching.” She also knows plush is never going to sell sitting high on a shelf. “People want to feel the texture and weight of it. When somebody takes a plush and holds it, gives it a hug – probably eight times out of 10 it’s walking out the door with them.”

Legacy Toys, with five locations in Minnesota and one in North Dakota, is seeing many requests for soft, squishy plush these days which means Squishables, Squishmallows and Ty Squish-A-Boos are flying off the shelves. “I think kids and people in general are looking for that comfort type of item and those fit the bill,” said Chief Operating Officer Peter Cpin . Classic toys such as Barbie and Hot Wheels continue to be popular even as Legacy leans more into fidget toys. “Last year we saw interest in fidget toys surge – we couldn’t keep them in stock – and it’s never faded. So much so we’ve created some branding around the idea and now have fidget islands featuring all of our fidget toys. We’ve made some fidget blind boxes and even carry a teddy bear that has a popper feature built into its stomach!”

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World of Mirth Owner and Buyer Thea Brown photographed with her husband Joe Moore and son Loki Moore. The store’s staff strives to treat customers as they would like to be treated.

Sales Associate and Buyer Bridget Alexander, photographed with plush at Le Jouet, Inc. The customer comes first at the store.

Peter W. Cpin, COO, Legacy Toys. The company has five locations in Minnesota and one in North Dakota. Cpin said classic toys and fidget toys both sell well for the stores.

Games, Playthings and Plush

Plush and Toys (From page 105)

To increase sales, Legacy Toys works on keeping as many displays as possible at kid eye level and by continuing to rotate the selection often. “Week to week, we try to keep it fresh and in people’s faces. It’s interesting how customers will notice things they didn’t when they were in just last week and all we did was move it.” Legacy Toys’ customer service philosophy is to be a problem solver in any scenario. A crying child? Parents or grandparents in need of a birthday present? “We try and solve the problem with some fun and hopefully have them come out looking like a hero in the end,” Cpin concluded.

At Myriads Toys & Games in Dagsboro, Del., plush sales tend to be quite seasonal, according to Ryan Stuckey who co-owns the business with his wife Ksenia Litvinova. Bunnies and chicks from Molang, a South Korean toy line were popular this Easter and at Christmas time, Elf on the Shelf barely stays there. Since their 900-square-foot store is close to the beach, mermaid plush does well and there’s a fair amount of interest in timeless classics like Peter Rabbit, Raggedy Ann and Andy as well as plush tied to movie releases.

In the toy department, Myriads Toys & Games has witnessed parents wanting to go back to the basics with items such as dollhouses – and kids clamoring for those kinds of toys too. “And when I say basics, I mean 1980s stuff,” says Stuckey. “I just assumed that growing up with all the latest gadgets that kids would find enough entertainment from smartphone games and

the like, but the lesson is people crave stimulation and novelty. If you only grew up with smartphones, going back to an older, more analog type of toy becomes new and interesting.”

Knowing your market is key to selling more toys and plush, according to Stuckey. “And really being an advocate for the product. Something I like to keep in mind when making suggestions to people is there are lots of cool experiences and toys out there that may resonate with a lot of different people but they just don’t know it yet. It’s my job to help people find fun experiences and who knows where it will take them?”

Stephanie and John Forgie, owners, Toys N More, Reno, Nev. Stephanie Forgie said toys that have served the test of time tend to sell well.

Le Jouet Inc. Sales Associate Sean Flanagan with lego toys. Customers can call ahead and get a toy wrapped and ready to pick up.

Bike mechanic Mike Tippie of Le Jouet Inc. photographed with bikes. Bikes are top sellers for the store.