Souvenirs, Gifts & Novelties - November/December 2021

VOLUME 60 NO. 87 •

PRESIDENT & EXECUTIVE EDITOR

Scott C. Borowsky

610-645-6940 ext. 0

ASSOCIATE EDITOR

Sasha Borowsky

sborowsk@gmail.com

2021 • $7

MANAGING EDITOR

Caroline A. Risi

editorsgnmag@kanec.com

CONTRIBUTORS

Karen Appold

Hilary Danailova

Genie Davis

Sara Karnish Carime Lane

CONTROLLER

Joseph W. Mellek

610-645-6944

Gift Shops that Complement the Location – Home Décor and Decorative Signs at Resort Stores

The story covers home décor and decorative signs sales at resorts in Nantucket, Arcata, Calif., Buffalo, Wyo., and Streamsong, Fla.

Why boardwalks and other beach locations are the perfect setting for candy sales.

For this story, four souvenir stores discussed their souvenir sales strategies.

for a story that features an interview with the facility’s Gift Shop Manager Lissa Dod.

Stock Images: pg24©robuart, AlexLMX/bigstock.com; pg28©Denchik/bigstock.com; pg31,34,36,38©festiven/bigstock.com; pg42©Maglara/bigstock. com; pg48©adamelnyk, urbanlight/bigstock.com; pg49©bhofack22/bigstock.com; pg51©mikeledray/bigstock.com; pg50©Julia Chupina/bigstock.com; pg66©Yulia Petrova/bigstock.com; pgxx©xx/bigstock.com; pg96©New Africa/bigstock.com; pg102©haveseen/bigstock.com; pg102,103,105©Jul land/bigstock.com pg122©Imagevixen/bigstock.com; pg125©parinyabinsuk/bigstock.com; pg126©monkeybusinessimages/bigstock.com; pg129©Paha_L/bigstock.com; pg129,130,132©Pavel.A.V/bigstock.com; pg136©Tanya Shulga, SAG stock/bigstock.com

60 Staple Souvenirs for Seaside Stores: Apparel and T-Shirts

Retailers discuss the popularity of apparel and T-shirts.

64 Bonus Sidebar: What Is Your Customer Service Philosophy

Apparel and Fashion Accessories

66 What Customers Are Wearing - Apparel and Fashion Accessories

Trends from Apparel Stores

For this article, apparel stores weighed in on the latest trends.

71 Bonus Sidebar: What Is Your Top Selling Jewelry Item and Why Is It Selling?

Spotlight on Logo and Licensed Merchandise

74 Trends in Logo and Licensed Apparel at College Stores

When it comes to logo and licensed apparel at college stores, school spirit is going strong across varied price points

76 Bonus Sidebar: Top Customer Service Tips

Quality and Garden Gifts

78 Where the Merchandise Selection Is Coming Up Roses - Outdoor, Garden and Quality Gifts at Garden Centers

Gifts are plentiful at the garden centers interviewed for this article.

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

Jewelry

86 Dressing for Cave Tourism Success - Selling Jewelry, Hats, and Apparel at Cave and Cavern Stores

For this story, cave and cavern store officials discussed sales trends for all types of gift store merchandise.

88 Bonus Sidebar: What Are Your Top Customer Service Tips? How Do You Train Your Staff For The Best Customer Service?

90 The Jewelry Picture - Trends in Jewelry Sales at Boutiques

What’s the sparkling new trend in jewelry? For this article, boutique managers and owners discussed what is selling.

92 Gem and Mineral Stores: Trends in Jewelry

For this article, four gem and mineral stores in different states revealed what is trending in their area with a nod to the tried and true.

94 Bonus Sidebar: What Are Your Top Jewelry Display Tips?

Soap and Candles

96 Candles and More: Merchandise at Bath and Body Stores

A look at the merchandise that is moving at stores that sell soap and candles.

Contents TABLE OF

98 Bonus Sidebar: Trends in Candle Sales

Waterpark Gifts and Souvenirs

102 Top Tips to Sell More Gifts at Waterparks

Waterpark retailers for this article discussed ways to sell more gifts.

104 Bonus Sidebar: When Do Shops Get Busiest?

Special Gifts Section

108 ’Tis the Season for Gift Sales to Surge at Museum Shops

102 113

How museum shop owners, managers, and buyers take advantage of the holiday season to increase gift sales.

110 Bonus Sidebar: How to Help a Good Employee Become Great

113 Great Ideas for Gifts - Pharmacy and Hardware Store Trends

Many pharmacies and hardware stores stock a wide assortment of gifts for all occasions.

116 Bonus Sidebar: How Do You Sell More Toys?

Zoo and Aquarium Section

122 Where Sales Is the Name of the Game - Best Name-Dropped Souvenirs at Zoos and Aquariums

For this article, gift shop officials described their top sellers as well as their tips for display – and just how popular name-dropped souvenirs are today.

124 Bonus Sidebar: Advice for Store Layout that Encourages Browsing and Buying

Games, Playthings and Plush

126 Selling Toys at National Parks and Monuments

National parks were such a common vacation choice in 2021 that many saw record attendance, and gift store sales.

126 Bonus Sidebar: Which Plush Sells Best and Why?

129 Simple Pleasures: Trends in Toys from Toy Stores

Toy retailers for this story discussed which playthings are selling in today’s market.

130 Bonus Sidebar: What Is Your Current Best-Selling Game?

Party Stores

136 Holiday Merchandise Top Sellers at Party Stores

At party stores, holiday merchandise is a strong seller for multiple seasons and multiple reasons, this article found.

Dreaming Up Better Business Practices

Innovation is key to keeping your store fresh, inviting, and worth spreading the word about. So don’t doubt yourself or whatever you are imaging as the right way forward for your business. Independent or smaller retail outlets are a reflection of their inhabitants, so get in touch with what you really want your store to say, and communicate with your staff members, who might have hidden gifts for display design or buying. Get to know your own store on a daily basis by tuning into what it is saying to customers with everything from the color of the walls and the configuration of the displays to the pricing and merchandise selection. And don’t be afraid to make changes bigger and smaller.

Scott C. Borowsky

Quotable

In each issue of SGN we interview your colleagues around the country for their opinions and experiences regarding merchandise display and buying, sales trends, the effects of the pandemic, and many other topics. These retailers have been generous with their time by taking a few minutes from their busy schedules to speak with or email with members of our team of talented contributing writers. We also include twice a year our Profiles in Excellence feature. This feature lets vendors who are also advertisers in the issues tell the stories of their companies in their own words. Don’t miss the Winter installment of the profiles, which are spread throughout this issue.

Also in the edition is a special Surf Expo Section that offers stories on home décor, decorative signs, boardwalk candy, souvenirs, and apparel. And our apparel section covers apparel and fashion accessories. Jewelry is another strong category for our readership, and the jewelry section looks at jewelry, apparel and accessories sales at caves and caverns, and at jewelry sales trends at boutiques and gem and mineral stores.

We also cover logo and licensed apparel trends at college stores, quality and garden gifts at garden centers, the sales picture at soap and candle stores, holiday gift sales at museums, and many other topics. Myself and an SGN colleague recently attended the Smoky Mountain and IGES trade shows in Tennessee. We found the shows to be positive and busy, and a good indication of a recovering industry. We wish you a profitable holiday season, and hope you enjoy this edition. Please get in touch with your comments, questions, and suggestions by emailing editorsgnmag@kanec.com or calling 610-645-6940. We also have a presence on Facebook and Twitter, and invite you to visit our sites.

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

“Don’t be afraid to follow that inspiration. It’s calling to you now for a reason.”

- Rebecca K. Sampson

The Industry Loses Ed Slater

The souvenir industry lost one of its fixtures on September 28 with the death of Ed Slater. Ed was an independent sales rep travelling the Jersey Coast to Miami for many years.

Ruth and Steve Segal, Seagull International, Inc. commented, “For more than 15 years, we were fortunate to have Ed as our dear friend and sales representative. He was truly a kind and generous person, and, of course, a great salesman. For many years, Ed traveled his favorite routes along the Virginia and Carolina coasts with his truck full of products (that Ed would refer to as ‘great deals’), usually with his beloved dog, Roscoe, in tow. What made Ed such a good salesman had nothing to do with the products he was selling but had everything to do with the joy he had in meeting people along the route, sharing stories with old friends and making new friends along the way, and enjoying a more than occasional meal at a favorite restaurant. Doing business with Ed was never about the actual sale, but about the personal connection and enjoyment he felt being with each person with whom he interacted.

Ed had an amazing ability to make you smile. His friends in the resort industry all became family to him. Celebrating his birthday in Myrtle Beach during the Grand Strand Show was a special time we looked forward to every year. All of us have been touched by Ed’s good nature and good humor. Ed was a really special guy who we will all miss dearly. Remembering Ed and all the good times shared together will always bring a smile to our faces – because Ed would want us to keep smiling.”

Smiling is a consistent theme as friends remember Ed. Marni Blonski of Forum Novelties shared, “Ed made everyone feel like family. When Ed was around you were sure to laugh. As funny as he was, he was just as hard working. He was a road warrior. We will all miss our ‘Uncle Ed.’”

Heidi McGowan of Jamestown-Yorktown Foundation in Williamsburg, Va., agreed. “Ed was always so full of life and always there to help in any way he could, just to make your life a little easier. It was such a pleasure to work with Ed and just to chat with him on the phone about everyday things. I know we will all feel a great void now that he is gone.”

And, from Christina Bell, Group Show Director at Clarion Events, “The Clarion Events, formerly Urban Expositions, team would like to offer our sincere condolences to the family, friends, and customers of Ed Slater. To know Ed was to love Ed, and his smile and infectious laughter warmed the aisle of many of our shows. He will forever be known as an industry legend who wanted the best for everyone he encountered.”

Ed is survived by his sons Jeffrey and Richard, two grandchildren, and his friend and former wife Lauren. Donations in his memory may be made to Isle of Wight County Humane Society, P.O. Box 273, Smithfield, VA 23431. ❖

The Industry Loses Ed Brownstein

Edward “Ed” Brownstein, a 50-year salesman for Beachcombers International and a towering figure in the souvenirs and gifts industry, died recently in St. Petersburg, Fla., where he lived. He was among the first salespeople Harry Chenin hired at Beachcombers International, the Fort Myers wholesale supplier of nautical novelties that Chenin’s father founded in 1946. (Chenin died in 2018; Beachcombers was sold in 2015 and is now known as Beachcombers Coastal Life.)

“Ed really put Beachcombers on the map,” said his longtime customer Michelle Plyler, who together with husband Buzz owns The Gay Dolphin Gift Cove in Myrtle Beach. Plyler meant it literally: Brownstein started on the Gulf Coast, then expanded Beachcombers’ sales territory across the Southeast and Mid-Atlantic. Along the way, through innate talent and a legendary sense of humor, he cultivated the kind of relationships that set great sales people apart — and build iconic brands. Souvenirs are often a

Continued on page 46

Ed Slater, photographed here at the Grand Strand Show, will be missed.

Made in the USA

At Wind River®, our chimes are made in Virginia and inspired by the shores, mountains and valleys of the place we call home. They also reflect the spirit and landscapes of communities throughout the United States. From top to bottom, tubes to strikers—every Wind River® chime is made almost entirely from Americansourced materials.

We use string and pipe from New York, Georgia and Florida, native hardwood from Pennsylvania, metal components from the Midwest, and sustainable, rot-resistant California redwood.

We strive to leave the world a little better than we found it—through our workplace programs, our philanthropy, and the soothing notes of our signature products. Because at Wind River®, we don’t simply make chimes. We shape environments—at our company, in our community, across the country, and beyond.

Wind River®

800-345-2530

windriverchimes.com

service@windriverchimes.com

Ace

USA/Amusemints Announces Relationship with S’Well® for Travel and Resort Retail Industry Company Will Combine Popular Reusable Bottles with Leading Customization Capabilities

ACE USA/AMUSEMINTS has announced that it has entered into an exclusive relationship with S’well® to offer personalized designer reusable bottles and accessories under its ACE brand specifically targeting retailers in the hospitality industry.

The relationship unites a leader in customizable, location-specific hard goods with the S’well ® brand, renowned for its sleek, elegant reusable containers that eliminate single use items like plastic bottles, while keeping beverages cold for 36 hours and hot for 18 hours. S’well ® is one of the fastest growing drinkware and accessories brands in the specialty markets, certified B-Corp, WomanOwned Business, and active partner of UNICEF.

“We are proud to be working closely with S’well ® to

offer its reusable bottles and other hard goods within the hospitality industry,” said Lance Stier, CEO. “Consumers are demanding more sustainable products, even while traveling. Low minimums combined with S’well’s ® most popular designs, make it easy for hotels, resorts, cruise lines and location-specific retailers to offer sustainability in an elegant, personalized package. Plus, we love the company’s important social mission.”

ACE USA will represent S’well ® in the hospitality space across the United States under the ACE brand. The initial ACE S’well ® product offerings will be an assortment of the company’s popular bottles, chillers, barware, mugs, tumblers and accessories — both print and solid color

Continued on page 18

NEWS BRIEFS TRADE SHOW NEWS

News Briefs (From page 16)

— that can be laser engraved with location-specific designs.

“We are excited to partner with ACE,” said Hugh Rovit, CEO of S’well ®. “The Company’s sales reach in the travel and resort channels is unparalleled, and its extensive decoration capabilities pairs perfectly with the S’well ® aesthetic. We look forward to bringing industry-leading reusable drinkware and accessories to this great new channel, furthering our Founder’s commitment to sustainable lifestyle products.”

Products will be available immediately. For more information, please visit www.aceusa.net ❖

We’re Back

OASIS is back and we are raring to get back to business as usual.

The show is scheduled for Feb. 9 –Feb. 11, 2022, at the Phoenix Convention Center in Phoenix, Ariz.

We are the premier gift show in the Southwest and we are getting calls and emails from buyers and vendors who want to attend our show.

Our vendors are bringing their newest most exciting items to show you. We expect to see a huge turnout as everyone is excited to get out and shop the latest trends. We have our ordering section, Artisans Gallery and cash and carry, something for everyone.

(For more information, visit www.oasis.org, email info@oasis.org, or call 602-952-2050.)

Atlanta Market Anticipates Strongest Market in Two Years Showrooms Open January 1119, 2022; Temporaries Return January 12-16, 2022

Atlanta Market is encouraging buyers and sellers to rediscover, reconnect and get inspired this Winter as it plans for the return to a full market experience highlighted by expanded resources and a complete roster of events at its January 11-18, 2022 staging.

“Atlanta Market expects to welcome back buyers and sellers who have shopped with us in 2021, as well as those who have not been to a market in nearly two years,” said CEO Bob Maricich, International Market Centers (IMC). “Temporary exhibit locations are reopening to accommodate expansive gift and décor resources and live, in-person events are resuming to engage and inspire buyers. Atlanta in January will be the market moment the industry is anticipating.”

Reenergized Resources

Atlanta Market continues the growth trajectory of its permanent and temporary exhibits - showing some 8,000-plus lines - for the Winter 2022 Market.

The temporary exhibits grow again, showcasing 3,000-plus lines in 33 categories in 10 exhibit halls across Buildings 1, 2 and 3. Of note, High Design returns to its former Building 2, Floor 1 location as a design-driven entry point to the Building 2 gift offerings.

For a full list of Atlanta Market exhibitors, visit AtlantaMarket.com/ exhibitor/exhibitor-directory. Registration is open now for the January

11-18, 2022 (temporaries January 12-16) buying event at AtlantaMarket.com/Attend/Registration.

IMC’s Unmatched Gourmet Resources Prepare Buyers for Success

International Market Centers’ (IMC) Winter 2022 Atlanta Market and Las Vegas Market offer can’t miss destinations for gourmet and housewares retailers looking for trendsetting new product, category growth opportunities and businessbuilding education. With a combined 1,000 gourmet and gift-oriented housewares, tabletop and specialty food lines alongside 12,000-plus complementary gift, home décor and furniture resources plus experiential and thought-leading educational sessions, the bicoastal markets offer retailers unmatched tools to grow their businesses.

“Discerning gourmet and housewares buyers are eagerly anticipating the Winter 2022 Markets in Atlanta and Las Vegas,” said Dorothy Belshaw, IMC executive vice president, chief customer and marketing officer. “For this category, it’s not about getting it first, but sourcing depth and breadth of quality resources that provide the best return on their market investment.”

Business-Building Resources

Atlanta Market and Las Vegas Market’s strong gourmet, housewares and tabletop offerings – bolstered by a breadth of complementary gift and home décor product – provide unrivaled opportunities for cross-category sourcing, shopping and new revenue stream exploration.

The comprehensive gourmet resources run the gamut of top housewares and tabletop brands and

specialty food purveyors. Buyers will find must-have lines in brand showrooms, sales agencies and temporary exhibits.

At Atlanta Market, some 475-plus gourmet, housewares and tabletop lines will be presented in showrooms on two dedicated floors of Building 2 with an additional 100+ gourmet, housewares and tabletop lines presented in five temporary exhibit categories: Gourmet, Gourmet LUXE, Housewares, Tabletop & Entertaining and Tabletop LUXE.

Las Vegas Market presents some 285-plus gourmet, housewares and tabletop lines in permanent showrooms with an additional 30-plus gourmet, housewares and tabletop lines in the all-new, connected EXPO at World Market Center Las Vegas.

“With the largest gift offerings in the country in Atlanta and the only opportunity to source gift, home décor and furniture together in Las Vegas, IMC’s markets offer unmatched exploration opportunities,” added Belshaw. “Our January markets are well-timed for retailers coming off a busy holiday season to re-order best-sellers and to discover innovative new resources.”

Gourmet and Business Programming

IMC presents a series of educational opportunities and gourmet industry networking at Atlanta Market and Las Vegas Market.

Cooking demonstrations bring food trends to life. The heart of the Atlanta Market gourmet and housewares collection – the state-of-theart Atlanta Market Demonstration Kitchen – will be bustling this market with four days of live cooking demonstrations. In Las Vegas, three days of cooking demonstrations will take place in a new location among the

Continued on page 22

Trade Show News (From page 20)

temporary exhibits in the EXPO. Additionally, both markets will host a series of in-person business and trend education throughout the market weeks.

For more information, visit AtlantaMarket.com and LasVegasMarket. com.

Las Vegas Market Experience Shines in Winter 2022

Market is January 23-27, 2022

Las Vegas Market amplifies its signature market experiences in Winter 2022 with expanded furniture, gift and home décor resources and the return of its celebrated proprietary atmarket programming for the January 23-27, 2022 staging at World Market Center Las Vegas.

“The elements of Las Vegas Market that attendees love – the crosscategory furniture, gift and home décor exploration, compelling pro-

gramming and industry celebrations

– are back in force this Winter,” explained International Market Centers (IMC) CEO Bob Maricich. “We invite the industry to discover again for themselves why so many retailers and designers name Las Vegas Market as their buying event of choice.”

Only-in-Las-Vegas event offerings expand in Winter 2022 led by IMC’s proprietary FIRST LOOK trend education complemented by return of designer-focused and gourmet-specific programming. Also resuming are gourmet cooking demonstrations presented by three tastemakers in a new location on the EXPO floor. Rounding out the programming are thought leader presentations, celebrity appearances, and celebrations.

JuniperMarket by IMC – the industry’s newest B2B wholesale buying platform – will have a presence at Las Vegas Market.

Registration for the January 2022 Las Vegas Market opens soon at LasVegasMarket.com.

Las Vegas Market Names Kathryn M. Ireland 2022 Design Icon

One of the world’s most influential interior and textiles designers, Kathryn M. Ireland, will be honored as the 2022 Design Icon at the Winter Las Vegas Market, set for January 23-27, 2022. Ireland’s appointment to International Market Centers’ (IMC) list of design visionaries marks a resumption of the Design Icon programming after a pandemic pause.

“Design inspiration never stops, and no one embodies that more that Kathryn M. Ireland,” said Bob Maricich, IMC CEO. “We are excited to resume our Design Icon programming this winter with Kathryn as our honoree. Her energy and style are unmatched, and we look forward to celebrating her as our newest Design Icon.”

Ireland is an internationally celebrated interior designer based in Los Angeles, Calif., who was born in England and raised in London and Scotland. Prior to launching her design career, she was an actress, clothing designer and filmmaker.

JuniperMarket Preps for December Launch

JuniperMarket, a new B2B ecommerce marketplace powered by International Market Centers (IMC), is set to launch in December. In November, the in-house team was working around the clock to onboard tens of thousands of SKUs per day from industry-leading gift, home and lifestyle sellers, and to accommodate the growing pipeline of brands eager to join the platform.

Las Vegas Market’s unique product offerings – a combined presentation of furniture, gift and home décor – is expanding as new and established brands make major investments in the market for January 2022.

“JuniperMarket is operating in high-gear, with our team of nearly 200 technologists and customer experience specialists working nonstop to onboard brands for our December launch,” said Eric Dean, president of Juniper by IMC. “Momentum is building for JuniperMarket as buyers and sellers eagerly anticipate this new opportunity to connect – anytime and everywhere.”

JuniperMarket will showcase thousands of brands with millions of product SKUs. Additionally, JuniperMarket has attracted some of the industry’s top sales representatives to the new B2B platform.

Gift for Life Welcomes Two New Board Members

Emalee Hoffman of Studio Oh! and Meg Estevez of Emerald Expositions/NY NOW

Gift for Life, the gift, stationery and home decor industries’ sole national charitable organization, announced today that Emalee Hoffman of Studio Oh! and Meg Estevez of Emerald Expositions/NY NOW, have joined its board of directors.

career as a buyer in 2009, joining Studio Oh! in 2014. Meg Estevez is a marketing professional with over two decades of experience in multichannel marketing strategy management and serves as Vice President of Marketing at Emerald Expositions.

Gift for Life is run by a volunteer board comprised of industry leaders representing market centers, media, sales agencies, manufacturers and suppliers of other industry services.

Surf Expo Celebrates Boom of Beach Lifestyle

Surf Expo successfully and safely reunited brands and buyers on September 9-11, 2021 at the Orange County Convention Center’s West Concourse in Orlando, Fla. After a hurricane and the COVID-19 pandemic prevented the September edition from staging the two previous years, the industry welcomed the return to an in-person format as buyers were eager to build their inventories during what has been an exceptionally busy year.

try to come out of this COVID situation.”

Surf Expo staged two successful shows in 2021 in a secure, safety-first environment to support exhibiting brands and retailers, who communicated strongly to show organizers the need to meet and conduct business in person as the industry sought to assume some degree of normalcy during these challenging times.

“We had an opportunity for safe, face to face contact in Orlando, thanks to Surf Expo,” said new exhibitor John Clark, TANDM Surf. “We now have the buyer contacts and relationships needed to partner with regional retailers, national chains, surf shops, tour operators and rental businesses.”

“I have to commend the Surf Expo team for putting on a great show despite the uncertainties and challenges that COVID-19 has presented. We found the September show to be very productive, with more key vendors than I expected. We‘re excited about some of the new products we found at the show and we wrote those orders onsite,” said Jill Bennett, owner, Birthday Suits, Outer Banks, N.C.

One trend that emerged was the tremendous number of new products available from more than 56 first time exhibitors.

Emalee Hoffman has been a part of the gift and home industry for more than a decade. She began her

“There’s still difficulty in finding product in the marketplace, whether it is at-once or pre-season orders or dealing with future supply chains, but it’s been a great year to be in the beach business,” said Roy Turner, Surf Expo show director. “The beach and resort business are having their second banner year in a row as we

The September show traditionally attracts Caribbean buyers and this year’s edition was no exception. Stores and resorts from Aruba, Turks and Caicos, St. Maarten, St. Lucia and Antigua were in attendance. The next edition of the show takes place January 5-7, 2022. For more information on the upcoming markets, please visit www.surfexpo.com. ❖

Emalee Hoffman

Meg Estevez

An International Market Centers Question and Answer Feature

Holiday Perspectives: Viewpoints from Two Retailers

International Market Centers (IMC): How did you buy for Holiday 2021?

Tommy Brown , Retail Manager/Buyer of Conservation Goods/ZAG Board of Directors, Saint Louis Zoo, St. Louis, Mo.: We were able to get in all the merchandise we needed for our Holiday event, and the rest of the season. We did increase our on-hands due to increased 2021 sales.

Owner Kim Sisco , Whitehouse Fruit Farm in Canfield, Ohio: We always shop the January Gift Show at AtlantaMarket. It is of great importance that we be able to examine our customer offerings and make the very best selections. Being American-made if possible is important to us and we are always able to find unique items that fill our needs and our customers desires. Early delivery is ideal and we accept shipment as soon as items are ready. This helped us to be ahead of the shipping crisis.

IMC: How are you planning for inventory gaps?

T.B.: We planned ahead, and we are not really seeing any gaps for the rest of the season.

K.S.: We have regrouped our inventory and redesigned many times. Our Gift Barn closes midDecember for the season which allows our inventory from wise January ordering to fill our season.

IMC: What are your plans for in-store holiday events?

T.B.: We will have our big Holiday Zootique on November 11. This is the kick off to the zoo’s

holiday season. We offer zoo members a special night of shopping, with food and drinks.

K.S.: We host a coffee shop in our Gift Barn during the holiday season to provide the option of a handcrafted beverage while enjoying Christmas music and perusing purchases.

Family Fun Night allows parents to purchase tickets for their children to come enjoy playing our game offering, join in story time, craft an ornament and share snacks from our in house donut shop.

Mid-December boasts Christmas On The Farm, our signature event that closes the Gift Barn. Horse drawn sleigh rides, s’mores and wieners to roast over an open fire pit, live music, Santa and real reindeer, and fresh kettle corn round out our customer experience.

IMC: What kind of over-and-above/special shopping services are you offering for the holidays?

T.B.: We will have the outstanding service we always provide to our guests.

K.S.: We have the best customer service in regards to product knowledge, and care, comfort and personality. ❖

— Tommy Brown, Saint Louis Zoo, ZAG Board Member

Companies for Today and Tomorrow

In the course of running a business, it is easy to get caught up in the everyday and put future planning aside. Finding new vendors and making new deals with current vendors are tasks best not put aside for too long though, as your merchandise mix is your purpose. Refreshing your store’s style from time to time is a recipe for success, as is holding steady on stocking goods your customers have come to expect. It is in the spirit of making a store your customers will visit again and again, and tell their friends about, that we offer this special Profiles in Excellence feature. The profiles are a way for vendors to tell the story of their companies, and to get exposure in SGN beyond their ads in this issue. We hope you enjoy this special feature. If you are a vendor who would like to appear in the next installment of the Profiles, please contact our advertising sales staff at sgnmag@Kanec.com. If you are a reader with comments, questions, or suggestions, please email editorsgnmag@kanec.com.

Print Your Catalog in SGN for Selling Success

Now more than ever, Souvenirs, Gifts & Novelties (SGN) readers are looking for the best products at the best prices for their loyal clientele. Position your merchandise front and center for retailers by printing your catalog within the pages of SGN, a trusted source of operational ideas and the best goods.

To learn more, contact the SGN advertising sales staff by emailing sgnmag@Kanec.com or by calling 610-645-6940.

RSN Company Name Page No.

RSN Company Name Page No.

P rofiles In Excellence • Trade Shows

Sports Licensing and Tailgate Show 2022

By Nikki Puckett

The Sports Licensing and Tailgate Show (SLTS) will take place, inperson, January 19-21, 2022, at the Las Vegas Convention Center. Attendee registration is now open. Qualified buyers can save $50 off of onsite prices by registering in advance at SportsTailgateShow.com.

There will be nearly 300 exhibitors on the show floor, representing all major professional and collegiate teams, with products from toys and games to home goods to pet products and much more.

Other show highlights include an updated License to Buy rewards program, Opening Night happy hour and retail-focused educational sessions. The industry breakfast will feature former NBA star Allan Houston as the keynote speaker.

The full schedule of events and exhibitor list can be found at SportsTailgateShow.com.

(For more information, call 864-327-0952 or circle 50 on the reader service card.)

The Rocky Mountain Apparel, Gift & Resort Show

By Tim Vongal

With a successful debut in August, the Rocky Mountain Apparel, Gift & Resort Show has become the region’s premier wholesale buying event. Featuring over 1,000 lines, the show attracts boutiques, National Parks, ski resorts, hospitals, museums, airports, spas, and zoos.

The Rocky Mountain Apparel, Gift & Resort Show is owned, managed, and produced by RedlineXpo – a partnership of five gift, resort, and apparel tradeshow industry veterans - Doug Miller, Tim von Gal, Dirk von Gal, Matt Miller, and Evan Shoda. Individually and collectively, these partners have enjoyed a tremendous track record of successful tradeshows. Doug and Tim, the former owners of Urban Expositions, have worked closely with Matt, Dirk, and Evan in producing industry-leading events for the apparel, gift and resort categories.

The next edition of the show will be at Denver’s world class Colorado Convention Center, February 21-23, 2022.

(For more information, visit www.rockymountainshow.com or circle 40 on the reader service card.)

A view of an event at the Sports Licensing and Tailgate Show. This year, there will be nearly 300 exhibitors on the show floor.

Calendar

TRADE SHOW A Look at Upcoming Trade Shows

December

5-8 Grand Strand Gift & Resort

Merchandise Show

Myrtle Beach Convention Center

Myrtle Beach, S.C.

January 2022

5-7 Surf Expo

Orange County Convention Center

West Concourse

Orlando, Fla.

(Circle 53 on card.)

11-13 Halloween & Party Expo

The Mirage

Las Vegas, Nev.

19-21 Sports Licensing and Tailgate Show

Las Vegas Convention Center

Las Vegas, Nev.

(Circle 50 on card.)

23-27 2022 Winter Market

Las Vegas Market

Las Vegas, Nev.

(Circle 25 on card.)

29-Feb. 6 Gem & Lapidary Wholesalers

Holidome

Tucson, Ariz.

29-Feb. 6 Gem & Lapidary Wholesalers Gem Mall

Tucson, Ariz.

February 2022

1-5 Atlanta Apparel Show

AmericasMart

Atlanta, GA

(Circle 01 on card.)

6-9 NY NOW

Javits Center NY, NY

9-11 Oasis Gift Show

Phoenix Convention Center

Phoenix, Ariz.

(Circle 36 on card.)

19-22

Toy Fair NY

Jacobs K. Javits Center New York, N.Y.

21-23 Rocky Mountain Apparel, Gift and Resort Show

Colorado Convention Center Denver, Colo.

(Circle 40 on card.)

27-March 2 ASD Marketweek

Las Vegas Convention Center

Las Vegas, Nev.

JANUARY 5-7, 2022

ORANGE COUNTY CONVENTION CENTER WEST CONCOURSE ORLANDO, FL

EXHIBITOR LIST

360 Inc.

360-inc.com

4ocean 4ocean.com

79 South China Import southchinaimport.com

A Happy Life Is... ahappylifeis.com

A&S Designs .................................................

AAB STYLE, INC aabstyle.com

ABC 123 Accessories abc123accessories.com

Advance Apparels advanceapparels.com

AFTCO aftco.com

Ahead, LLC .................................................... aheadweb.com

Air Balance & Lia allfootwear.com

Aloha Republic LLC aloharepublic.com

Altered Latitudes alteredlatitudes.com

Amerex Group, LLC amerexgroup.com

American Gift Corporation agiftcorp.com

American Needle americanneedle.com

Ana Clare by Three Friends Apparel threefriendsapparel.com

AnchorWorks LLC AnchorWorks.cool

Angie ............................................................ angieclothes.com

Apparel Licensing Group bighed.com

Aqua Case aquacase.net

Aquapac International Limited aquapac.net

ART ON T’S INC artonts.com

Arthur Fox Earring Boutique ......................... afoxearbtq.com

ArtiKen artiken.com

Artisans, Inc. artisansinc.com

ARTLINE HEAT TRANSFERS

Aryeh aryehcollection.com

Katin ............................................................. katinusa.com

Austins INC austinsinc.com

Avalanche Footwear josmo.com

AVID Sportswear avidgear.com

Bajio Sunglasses........................................... bajiosunglasses.com

Bali Beach Bracelets balibeachbracelets.com

Bali Prema baliprema.etsy.com

Bali Queen baliqueen.com

Baliawear

Ballast Beach Pillow...................................... ballastgear.com

Ballast Beach Pillow ballastgear.com

Bamboo Cay bamboocay.com

Banana Moon USA, LLC bananamoon.com

Barry-Owen Co., Inc. barryowen.com

BASIX OF AMERICA ....................................... basixofamerica.com

Beach Club Promotions, Inc beachclubpromotions.com

Beach Lunch Lounge beachlunchlounge.com

Beachables beachables.com

Belvedere Marketing belvedereexclusive.com

Ben Kaufman Sales Co. benkaufmansales.com

Bespoke Moda by Neo Nyc bespokemoda.com

Bicast, Inc. bicastlaser.com

Big Hairy Dog POS Systems bighairydog.com

Bimini Bay Outfitters, Ltd.............................. biminibayoutfitters.com

Blanco by Nature

BloqUV bloquv.com

Blowfish LLC blowfishshoes.com/ Blue 84, A Division of Lakeshirts lakeshirts.com

Bo Fashion Import, Inc. bofashionimport.com

Board Factory Co., Ltd, The (Sunova Surfboards)........................... sunovasurfboards.com

Boat House Apparel boathouseapparel.com

Body Glove IP Holdings, LP bodyglove.com

Bogg Bag boggbag.com

Bombora bomboragear.com/

Brass Reminders Co., Inc. ............................. brassreminders.com

Brook Textiles brooktextiles.com

Brook textiles brooktextiles.com

BRZ Performance, LLC anetik.com

Buck Wear, Inc. buckwear.com

Bucket Wonders, LLC bucketwonders.com

Buddy by the Sea buddybythesea.com

Cablz, Inc. cablz.com

California Mango californiamango.com

Camp David .................................................. campdavid.com

Cape Shore cape-shore.com

Capsmith, Inc. capsmith.com

Caribbean Joe / Original Penguin / Ben Sherman

Carson Optical carson.com

Carve Designs ............................................... carvedesigns.com

Casio America, Inc. gshock.com

CBLC Wholesale, Inc. cblcwholesale.com

Charlotte International Trade, Inc. charlotteinternationaltradeinc.com

Charming Shark Tropical Accessories ............................................... charmingshark.com

CHulaHoopsUSA chulahoopsusa.com

Chums, Inc. chums.com

CJ Bella Co. cjbellaco.com

Coast Hippie ................................................. coasthippie.com

Coastal Classics coastalclassics.net

Coastal Transfers coastaltransfers.com

CommentSold commentsold.com/

Cool Jewels (R) by Phillips International cooljewels.com

Coolibar, Inc. ................................................. coolibar.com

Corkcicle corkcicle.com

Costa Del Mar, Inc. costadelmar.com

CoTa Global cotaglobal.com

Cotopaxi cotopaxi.com

Cotton Love LLC ............................................ cotton-love.com

Cotton Natural cottonnatural.com

Country Club Surf Club countryclubsurfclub.com

Country Life Outfitters, Inc. lifeapparelwholesale.com

Coyote Vision USA coyoteusa.com

CRAZY APPAREL/ DIMCO APPAREL dimcoapparel.com

Creative Wraps, Inc rayasun.com

cromer company, the cromercompany.com

CROSSNET crossnetgame.com

Cruz Accessories .......................................... cruzaccessories.com

Cutting Edge Products Inc cuttingedgeproducts.net

Dainty Kids daintykids.com

Exhibiting As Company URL

Exhibiting As Company URL

Daisy Mae Designs ........................................ daisymaedesigns.net

Deckers Outdoor Corporation teva.com

Designs Unlimited designsunltd.com

Dippin’ Daisy’s dippindaisys.com

Dive Buddy Originals LLC divebuddyoriginals.com

DM Merchandising ........................................ 247dm.com

DMR Creative Marketing LLC

DNAM Apparel Industries, LLC

Dolma, Inc. dolmaimports.com

Donya Souvenirs donyaco.com

Dorfman Hat Co. ........................................... dorfman-pacific.com

Dorfman Pacific Co., Inc. dorfman-pacific.com

Dragon Alliance dragonalliance.com

DTEB Souvenir Depot Corp. gogiftdepot.com

Dune Jewelry dunejewelry.com

Dutch American dutcham.com

Elan International elan-usa.com

Ella Bing ellabing.com

EMI Sportswear emisportswear.com

ENO - Eagles Nest Outfitters, Inc................... enonation.com

Essencial Caps

ESY Inc. esyinc.com

Ethic Goods ethicgoods.com

Evergreen Guardian Imports

Exist .............................................................. existcatalog.com

Fahlo by Wildlife Collections wildlifecollections.com

Fair Harbor fairharborclothing.com

Feather 4 Arrow feather4arrow.com

Fiesta fiestatoy.com

Fins Unlimited............................................... finsunlimited.com

Fireside Industries, Inc. campfiredefender.com

Firewire Surfboards /Slater Designs firewiresurfboards.com

Fish Hard Gear fishhardgear.com

Fish Hippie .................................................... fishhippie.com

Fishi fishi.world

Flap Happy flaphappy.com

Flash Sales ingear.com

Floafers www.floafers.com

Floats Eyewear .............................................. floatsinc.com

Flojos flojos.com

Flomotion flomotion.com

FLOPEEZE International (USA), Inc. flopeeze.com

Florida Salt Scrubs floridasaltscrubs.com

Fragrances of Ireland, Ltd.............................. inisfragrance.com

Frogg Toggs froggtoggs.com

Fun Stuff, Inc. funstuffinc.net

Gear Lifestyle Brands gearforsports.com

Geckobrands geckobrands.com

GetaGadget, LLC getagadget.com

Ghost Board ghostlongboard.com

Gillz, LLC reellifegear.com

Giocam giocam.net

Girlie Girl Originals........................................ girliegirloriginals.com

Global Sun globalsunmerch.com

Global Swibco / TNP swibco.com

Good L Corp. bigbasketco.com

Good Land Supply Co. brewcitypromotions.com

GoSteel INC .................................................. gosteel.net

Grasshopper’s Mermaid Stickers ................. grasshoppersmermaid.com

Gretchen Scott gretchenscott.com

Grom Squad GromSquadUSA.com

Groove Life Corporation groovelife.com

Guy Harvey guyharvey.com

H2K Trading ..................................................

H2oh Colours Swimwear h2ohswim.com

Habit Outdoors habitoutdoors.com

Habitat - Clothes to Live In habitatclothes.com

HAND KREATION, INC. handkreation.com

Hang Loose Bands ........................................ www.hangloosebands.com

Happy Islands happyislands.com

Happy Kids for Kids happykidsforkids.com

HARBOR DESIGNS, INC.

Hari Mari harimari.com

Havaianas us.havaianas.com

Havana Sun havanasun.com

Havlu Sport Beach & Swim Towels havlusport.com

HBY Miami LLC hbymiami.com

Heard Design, LLC......................................... howlerbros.com

Heartwood Creations / Souvenir Source souvenirsource.com

Heartwood Creations / Wayne Carver waynecarver.com

Heat Swimwear heatswimwear.com

Henderson Aquatics, Inc. hyperflexusa.com

High Range Designs ...................................... laidbackusa.com

HIGH WIND PRODUCTIONS joeblow.com

HIHO go-hiho.com

Hinano Life www.hinanolife.com

Holden International Inc holdenintl.us

Huge Brands ................................................. hugebrands.com

HUK hukgear.com

Hulya Swim hulyaswim.com

HURLEY hurley.com

Hydrapeak .................................................... hydrapeak.com

Hydro Flask, Steel Technology LLC dba hydroflask.com

HYFVE/DOUBLEZERO

I-SEA SUNGLASSES i-sea.com

IBKUL CORP ibkul.com

ICEMULE Company, Inc................................. icemulecoolers.com

Image One image1one.com

Impulse Souvenirs impulsesouvenirs.com

IMSY, LLC imsyswimwear.com

In Gear Fashions & Swim ingear.com

INDIA BOUTIQUE INC .................................... indiaboutiqueinc.com

Indian Tropical Fashion indiantropicalfashions.com

Infinity Apparel Group wildchildhoodies.com

IPD Surf

ISAAC’S DESIGNS isaacsdesigns.com

Island Footwear islandfootwear.com

Island Gear, LLC islandgear.biz

Island World islandworldswim.com

It’s The Beach

ITS Classics................................................... itsclassics.com

J. R. Palacios Enterprises jrpalacios.com

Jackie Gallagher Designs jackiegallagherdesigns.com

Jaco of America, Inc. jacousa.com

Jailbird Designs jailbirddesigns.com

Jantzen, Cosita Linda, PHAX, Elemar ........... jantzenbrands.com

JASPER jasperfashion.com

Jetty jettylife.com

Jim Mayer Enterprises

JMP FASHION INC ......................................... jmpfashions.com

JOE BLOW T’S joeblow.com

JSlides Footwear jslidesfootwear.com

Just Black Denim justusablackdenim.com

Just Speed speed26.com

Kahuna Wagons ............................................ alumacart.com

KANGA Coolers buykanga.com

Kanu Surf kanusurf.com

Kaos Kapital Co. fydelitybags.com

Keeper Sports Products, LLC keepersportsproducts.com

Klean Freak kleanfreak.com

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

Koy Resort koyresort.com

L2 Brands league-legacy.com

La Strada Showroom ....................................

LAGACI wholesale.lagaci.com

Laid-Back by High Range Designs laidbackusa.com

Lakeshirts / Blue84 tgtstickers.com

Lamo Sheepskin, Inc. lamofootwear.com

Lava Rubber.................................................. lavarubber.com

Le Club Original lecluboriginal.com

Levy Ssles Inc miamigadget.com

Liquid Energy Apparel liquidenergyapparel.com

Live Oak Brand liveoakbrand.com

Lizton Sign Shop, Inc..................................... liztonsignshop.net

Local Boy Outfitters localboyoutfitters.com

Local Crowns localcrowns.com

Lokai lokai.com

lone rock clothing ......................................... lonerockclothing.com

Loser Machine, LLC / Dark Seas darkseas.com

Lotus and Luna lotusandluna.com

Love Unlimited NY, Inc. lovetransfers.com

LTC Trading Corp ltchats.com

Luba’s Fashions ............................................ lubasfashions.net

Lucky 7 USA lucky7usa.com

Lucky Eye evileyemall.com

Lucyd Lucyd.co

Lulu-B Clothing lulubclothing.com

Luv Bug Company......................................... luvbugcompany.com

MAAJI maaji.co

MAGIC T-SHIRTS magict-shirts.com

MALVADOS Lifestyle, Inc. malvados.com

MARIA VICTORIA LLC www.mymariavictoria.com

Matisse Footwear matissefootwear.com

Matrix

Metal & Wood Design Co. metalandwood.co

MIAMI SOUVENIRS miamisouvenirs.com

MiiR Holdings, LLC ........................................ miir.com

Mission Belt missionbelt.com

Miya Trading, LLC yumihatswholesale.com

Momentum Comfort Gear momentumcomfortgear.com

Monetti Apparel monettiapparel.com

Moonglow LLC .............................................. moonglow.com

MTO Wear nativeoutfitters.com

Mutual Sales mutualsales.com

MV SPORT / THE GAME mvsport.com

My Beach Cart www.mybeachcart.com

Native Outfitters nativeoutfitters.com

NECKZ, Inc. ................................................... neckz.com

Next Way USA, Inc. (Fashion Textile) nextwayusa.com

Nica Life nicalifeproject.com

Nomadic State of Mind nomadicstate.com

NORTY FOOTWEAR AND CLOTHING thenortybrand.com

Nublu Apparel USA........................................ nublusport.com

O’NEILL Eyewear inspecsusa.com

O’Neill Men’s us.oneill.com

O’Neill Women’s us.oneill.com

Ocean Drive & Surf Gypsy

Ocean Jewelry oceanjewelrystore.com

Oceania oceaniashoes.com

Oceantec oceantec-usa.com

Odd Sox Distribution oddsoxofficial.com

OKK Trading, Inc............................................ okktrading.com

Old Dock olddockapparel.com

Old Guys Rule oldguysrule.com

Out of Hand Graphics, Inc. outofhandgraphics.com

Outerknown outerknown.com

Panama Jack International, Inc. .................... panamajack.com

Paradise USA paradiseusa.net

PARC Packaging parcpackaging.com

PCF Souvenirs (Postcard Factory) pcfsouvenirs.com

Peace Frogs peacefrogs.com

Pepper’s Polarized Eyeware .......................... peppersusa.com

Peter Grimm, Ltd. petergrimm.com

Pichincha Spirit of Nature Inc pichinchagifts.com

Pineapple Island www.pineapple-island.com

Pirani Life ...................................................... pirani.life

Plum River B2B Software / Elastic Suite elasticsuite.com

POPULARITY PRODUCTS nypopular.com

Prairie Mountain prairiemountain.net

Primitive primitiveskate.com

Project Reef .................................................. projectreef.com

Psycho Tuna psychotuna.com

PTL ONE ptlone.com

Puka Creations pukacreations.com

Pukka pukkainc.com

Puppie Love .................................................. liveoakbrand.com

Pura Vida Bracelets puravidabracelets.com

Pure Lure Reel Fishing Gear purelurefishing.com

Quintsoul quintsoul.com

RAEN Optics raen.com

Raindrops Resort raindropsresort.com

Ramatex International ramatexinternational.com

Red Bobber Fishing Co. RedBobberGear.com

Reel Skipper reelskipper.com

RG Riley ........................................................ rgriley.com

RICS Software ricssoftware.com

RMR DESIGNS designsbyrmr.com

Robert J. Clancey, Ltd. rjchawaii.com

Rock Monkey Outfitters rockmonkeyoutfitters.com

ROCKIN FOOTWEAR X HIGH TIDE ................. rockinfootwear.com

Roshambo Shades roshambos.com

RSVLTS rsvlts.com

JANUARY 5-7, 2022

ORANGE COUNTY CONVENTION CENTER WEST CONCOURSE ORLANDO, FL

Rumpl rumpl.com

Sada & Co. sadacollc.com

Salt Creek Apparel, LLC saltcreekapparel.com

Saltwater Born .............................................. SaltwaterBorn.com

Salty Britches GetSaltyBritches.com

Salty Cali saltycali.com

Salty Crew salty-crew.com

Sand Cloud sandcloudapparel.com

Sandbar ........................................................ wheresyoursandbar.com

Sandy Ruben and Associates, LLC sandyrubenandassociates.com

Santiki and Travida santiki.com

Savage Supply Savagesupply.co

Savage Surfboards savagesurfboards.com

Scala dorfman-pacific.com

Scandical scandical.com

Scott Hawaii scotthawaii.com

Sea Bags, LLC seabags.com

Sea Creations ............................................... sea-creations.com

SEAGULL INTERNATIONAL INC seagullintl.com

SGS Sports, Inc.

Shark OFF thesharkoff.com

Shebop Beach shebopbeach.com

Shelby Swim ................................................. shelbyswim.com

SHERRY MANUFACTURING CO., INC. sherrymfg.com

ShoreBags shorebags.com

SHORELINE WEAR INC shorelinewearusa.com

Shwood Eyewear shwoodshop.com

Siesta Drinkware ........................................... siestacups.com

Silver Girl silvergirlllc.com

Simbi simbihaiti.com

SJT Enterprises, Inc. thousandsofsigns.com

Skyline Jewelry/ UIS Wholesale .................... skylinejewelryinc.com

SLANT SIX slant-six.com

Smith Sport Optics smithoptics.com

Snazzy Beads, Inc. snazzyandco.com

Snowman Coolers smithandevans.net

Soft As A Grape ............................................. softasagrape.com

Spirit Jersey® spiritjersey.com

Sportailor sportailor.com

SS Handcrafted Art LLC sshandart.com

Steamboat Sticker steamboatsticker.com

Stephen Joseph, Inc......................................

Sticker Pack stickerpack.com

Stormblade stormbladeboards.com

Strand Imports strandimports.com

Sun Art Design, Inc. sunartdesign.com

Sun Bum sunbum.com

Sun n Sand Accessories sunnsand.com

Sunburn Drink sunburndrink.com

Sunburn Drink sunburndrink.com

SUNFLOW .....................................................

surf 7 surf7usa.com

Surfer Dudes surferdudes.com

Svago Deportiva svago.com.mx

Swimsuit Station swimsuitstation.com

Tahe Outdoors North America, Inc. (formerly BIC Sport) tahesport.com

Techstyles techstyles.com

Teemax, Inc.

Teleties teleties.com

The Hilsinger Company ................................ hilcovisionoutdoor.com

The Petting Zoo pettingzooplush.com

The Supply Change, LLC / Love Is Project loveisproject.co

Thread Wallets threadwallets.com

Tidewater Sandals tidewatersandals.com

TOLEDO SPORTS ..........................................

Tommy Bahama tommybahama.com

Too Cool toocoolresortwear.com

Top Image USA topimageusa.com

Tori Richard, Ltd. toririchard.com

Toys 2000 toys2000inc.com

Treasures of Bali treasuresofbali.com

TRIANGLE BEACH trianglebeach.net

TRUE OCEAN LLC trueoceanproducts.com

Tula Blue ....................................................... tulabluerope.com

Turtle Tracks Family TurtleTracksFamily.com

TYR Sport tyr.com

U.S. Apparel usapparelonline.com

U.S. Divers Aqua Sphere aqualung.com

United States Postal Service ......................... usps.com

Universal Souvenir Co universalsouvenir.com

Unsalted Coast unsaltedcoast.com

Unsalted No Sharks nosharksgear.com

UZZI uzzi.com

Vintage Havana Kids ..................................... vintagehavana.com

Vintage Summer / The Endless Summer vintagesummerswimwear.com

Waboba waboba.com

Wallaroo Hat Company wallaroohats.com

Water Sports, LLC ......................................... streammachine.com

Wave Life wavelife.us

Wave Zone Skimboards wavezoneskim.com

Wear First Sportswear wearfirst.com

WestCoast Sunglasses westcoastsunglasses.com

Wicked Happy ............................................... wickedhappy.com

Wild Republic wildrepublic.com

Wild West Shirt Company wildwestshirts.com

Wishpets, LLC wishpets.com

World End Imports worldendimports.com

World Market Inc .......................................... visitor.net

Worldwide Sportswear wwspwear.com

Wrong

YACHTCLUB yachtclub.ws

Yellow Box Corporation yellowboxshoes.com

YRI Custom Designs yridesigns.com

Yuntech Pacific Trades, LLC PalmwaveHi.com

Zep-Pro zeppro.com

Zizo USA Inc zizousa.com

Zoew Beachwear ........................................... beachwear.com

SEE US AT SURF EXPO

Gift Shops that Complement the Location

Home Décor and Decorative Signs at Resort Stores

At the Nantucket Hotel and Resort, the personal connection starts with a newsletter guests receive at check in: There’s information about the Massachusetts island, and details about what’s on sale at the resort gift shop. The welcoming vibe continues in guest rooms, where vacationers find complimentary chocolates and distinctive linens.

So it’s no surprise that at some point during their stay, many guests head to the gift shop for distinctive souvenirs of their Nantucket stay — the same customized pillowcases, bathrobes and candles they’ve enjoyed at the hotel. High quality, unscented candles are the gift shop’s top housewares item, with logo hats and dog toys close behind. “And people love our pillow cases and our robes,” said Store Manager Fulya Castrello .

The personal, noncorporate feel of the Nantucket

“Just about everything we carry is minority owned, woman owned, or from a small business, mostly in this area. ...All of our apparel is produced right here in Arcata.”

- Emily Parsons, Humboldt Outfitters, Hotel Arcata, Arcata, Calif.

Hotel is what visitors cherish. “Our owner is the buyer as well as the designer of our custom products, and she buys what she likes,” Castrello explained. “So it’s a unique selection.”

At resorts around the country, décor is a way for vacationers to take home a bit of that resort vibe. At Wintergreen Resort in Nellysford, Va., Boutique Manager Doug Caldwell said anything with the Win-

tergreen logo does well with guests. Name-dropped pillows and colorful garden flags are among the bestsellers at the Wintergreen gift shop, where Caldwell displays items by section — pieces for the home and the garden, kitchen wares, children’s toys, and so forth.

At Humboldt Outfitters, the shop at Hotel Arcata in Arcata, Calif., shoppers love the curated selection of gifts with a local connection. “Just about everything we carry is minority owned, woman owned, or from a small business, mostly in this area,” explained Store Manager Emily Parsons . Humboldt name dropped tees and sweatshirts carry a custom designed graphic, she added: “All of our apparel is produced right here

Continued on page 44

Surf Expo Section

Gift Shops that Complement (From page 42)

in Arcata.”

Locally poured candles in scents like Simmered Cider and Lumberjack — a woodsy blend of fir and patchouli — are among the home decor favorites at Humboldt Outfitters. Parsons said houseware items, especially those designed for entertaining, are selling more briskly now that Americans are emerging from their pandemic isolation and socializing more. Californians, who have a reputation for taking COVID precautions seriously, “are maybe more likely to get together right now in each other’s homes,” Parsons explained. “They feel safer in small settings rather than places that are crowded.” That explains why a wooden charcuterie platter has been this past fall’s bestseller.

Humbled Outfitters occupies a fairly small space — less than a thousand square feet, which presents some challenges. Parsons takes advantage of ceiling and wall space to display décor items like Humboldtthemed signs, minimizing crowding on the sales floor. “It’s a balance — we have a lot of merchandise, but we don’t want customers tripping over things,” she noted. Foot traffic has indeed been strong this year, bolstered by a high visibility location next to the hotel and a popular eatery.

The lobby store at the historic Occidental Hotel in Buffalo, Wyo., emphasizes the old time Western aesthetic. Drinkware is the most popular housewares category lately, including coffee mugs as well as beer and shot glasses, according to Hotel Co-Owner Jackie Stewart . Other popular items include bird houses, candles, and vintage style knickknacks with a prairie vibe.

A selection of Western art by local artists “hasn’t been a big seller,” reflected Stewart. But at many resorts, guests gravitate toward signs and other items bearing the destination name. Occidental Hotel does a brisk business in decorative license plates that say “Wyoming,” which are popular as wall displays.

“Signs can be tricky,” observed Megan Kiley , director of Retail at Streamsong Resort in Streamsong, Fla. “I think they are so cool, but everybody has such particular taste when it comes to home furnishings.” The resort does not currently carry any decorative signs at its three retail outlets — a 500-square-foot lodge shop, another 500-square-foot store and the Streamsong Red/Blue Shop, the largest at 1,500 square feet.

Kiley said the resort’s best-selling housewares include glassware from Signs by the Sea, candles from Capri Blue, and personalized blankets from Custom Made Comfort. ❖

What Are Your Top Staff Training Tips?

“Give your team the information and tools they need to feel empowered to make decisions and assist guests with confidence. And secondly, make learning fun. Give people incentives to further their knowledge in other areas.” — Director of Retail Megan Kiley, Streamsong Resort, Streamsong, Fla.

“Teach them to engage guests right away. To focus, really pay attention to what people need. Be-

cause for our guests, that special touch is our signature.” — Manager Fulya Castrello, The Nantucket Hotel & Resort, Nantucket, Mass.

“I look for employees who are personable and who can read people. You need to be able to tell if someone wants to be helped or if they’d rather shop on their own. And you need to learn about our products — where they’re from and why they’re special — so you can communicate that to

our guests.” — Manager Emily Parsons, Humboldt Outfitters, Arcata, Calif.

“Fortunately, I haven’t had to train much because all our of people have been with us for seven or eight years. But customer service, that’s the most important.” — CoOwner Jackie Stewart, The Historic Occidental Hotel, Buffalo, Wyo. ❖

P rofiles In Excellence • Decorative Signs

Desperate Enterprises

By Wes Feathers

Desperate Enterprises was founded 30 years ago by Ohio entrepreneur Robert (Bob) Secrist. Bob had a love for nostalgia and was an avid collector of antique advertisements and signage. He founded the business with the primary mission to reproduce some of our nation’s iconic advertising legacy as metal signs and make them available to all at very modest prices. Starting with just six images, he began selling these at flea markets and antique shows. Over time, the business has grown, and it has truly become a global business.

Currently, Desperate Enterprises produces over 830 unique images, with worldwide distribution. The primary formats are either 12.5-inch-by-16-inch rectangular signs, or 11.75-inch in diameter round signs. The company holds a multitude of licensing agreements with DC Comics, Warner Brothers, Ford, Coco-Cola, General Motors, Anheuser Busch, and many, many more.

The business continues to grow as we expand our product offerings with new sizes, new images, and new products. But Desperate Enterprises continues to be rooted in our core family values, customer-centered

In Remembrance

The Industry Loses (From page 12)

family business, and by the 2000s, Brownstein was selling to the children and grandchildren of his early customers.

“I always said that Ed could sell ice to an Eskimo,” laughed Leslie Chenin Morale, Harry’s daughter. “If he believed in a product and he thought you needed that item, you might as well give up, because you were going to buy that item.” She added that Brownstein’s gift for sales was equaled by his honesty: “He was looking at the reorders and thinking long term. He knew that if you didn’t sell it, you wouldn’t reorder it.”

Buzz Plyler, who first met Brownstein in the 1960s, concurred. “When he said something was the best, it usually was,” said the Gay Dolphin co-owner. Plyler, whose family business dates to the mid-1940s, recalls a young Brownstein setting up shop at the local Holiday Inn. “He really listened to what people were looking for, and he’d relay that to the owners of Beachcombers,” Plyler said. “And

focus, and American-made quality. Our small business aims to help your small business succeed.

(For more information, circle 13 on the reader service card, call 800-732-4859 or visit www.desperate. com)

they’d come up with products that met your needs.”

Brownstein’s longtime customer John Derrick, whose family owns Sea Shell Shop in Rehoboth Beach, Del., remembers Brownstein as a consummate salesman and a trusted friend. “He was a very, very good salesman, and very honest about whatever he was selling,” Derrick said.

For 30 years, Brownstein supplied the Sea Shell Shop with nautical-themed souvenirs, Christmas ornaments, and signs with slogans like “Gone to the Beach.” Derrick’s grandmother started the business, “so my mom, Patty, knew him from the time she was a baby,” noted Derrick, who manages both Sea Shell Shop locations together with his mother. “She’s bought from him all her life.”

More than anything, Derrick remembers Brownstein’s sense of humor. “He’d pull out whatever new product from his pocket and say, ‘You don’t have this in your store …and you still managed to open your doors and be in business? How’s that possible?’ He was just so funny.” ❖

A Desperate Enterprises catalog. The company produces signs with over 830 unique images, holding a multitude of licensing agreements.

Where

Sweets

Sales

Are Certain Edible Gifts at Boardwalk Candy Stores

Times are sweet for edible gifts sold at boardwalk and beach-close candy stores. Vacationers and year ‘round residents alike head straight toward the sand for delicious gifts and tasty, unique goodies.

At the Candy Kitchen located on the Rehoboth Beach Boardwalk in Rehobeth Beach, Del., Key Holder Lucy Sirenanides said the shop’s top selling items are chocolate peanut butter fudge, pecan patties, and chocolate covered pretzels, as well as homemade taffy. “It’s all freshly made each week. A lot of people come to our location even off-season, and we’ve been busy all year.” The popularity of these particular items is due to both freshness and store-made creation.

According to Sirenanides, the store is open 24/7. “We typically keep the same items in stock all year, but there is some seasonal variation with our gummies and our chocolate. We do offer pistachio fudge in summer and pumpkin fudge in autumn and winter; we often have Christmas-season items as well.”

Across the country on the west coast, Vincent Brooking , owner of Carousel Toffee in beachside Capitola, Calif., reported that taffy is his number-one seller. “I’m right here in Capitola Village, and being right near the ocean, saltwater taffy is just one of those things that people have to buy, I think. I sell a lot of fruit flavors, watermelon, raspberry, and cherry.” His shop also does well with gummies. “Those do well particularly with kids, say sixth to eighth grade, anything fruity and sour they go crazy for.”

His location affects sales of these items, he said. “Being close to the beach is part of the attraction for this kind of candy. I’m open all year, although in fall and winter, I close on Tuesdays, Christmas, and Thanksgiving. I’m open every other day.”

Brooking offers seasonal treats, specifically for Halloween and Christmas.

“But with supply chain issues ongoing, I am not sure what we will have this year for the holidays. I ordered so much Halloween stuff and only received one thing. I do decorate the store for the holidays.” His saltwater taffy, while not produced on-site, is not affected by supply-chain issues, he noted. “I order it from a company in Salt Lake City. The makers used to work for this store years ago.”

At Marini’s Candy in Santa Cruz, Calif., Co-Owner Gino Marini also called saltwater taffy his “signature item” and a top seller. “We’ve been making the same recipe for 100-plus years,” he attested. “It’s still so popular I think because it is one of those sea-side treats people feel they can’t get any other place. There’s a lot of nostalgia generationally about our recipe. Families have come through that have enjoyed the same treat for generations.” His traditional taffy has expanded in terms of offered flavors, but otherwise stayed the same over the years.

Besides Marini’s well-known taffy, the store also does well with caramel corn. “That’s another big one for us. We have a good recipe for it that’s just very tasty. We also do salted toffee squares, turtles, salted caramels. Caramels are a big thing for us. I think all these things are the kinds of treats people like when times are tougher. They spend money on things that make them feel good about their day and forget about COVID or something that is going wrong in their lives. Our little bit of sweet brightens people’s days.”

Marini’s has three locations in Santa Cruz, with

Surf Expo Section

the wharf store its largest at 2,800 square feet; the boardwalk store just slightly smaller; and a “quaint 800-foot shop” on the west side of town with the chain’s warehouse and production facility located behind it. “That’s where we make everything,” Marini explained.

Store location is a big deal for the family-run business. “Being in a seaside, tourist-driven economy, having spots on the boardwalk and on the wharf helps us get foot traffic. They look at the waves, ride the rides, and get some candy. People who are landlocked much of the year, they get to see what we do on a daily basis just by coming here. We’re very fortunate to be in an area like this with high foot traffic. It’s hard not to love being here.”

The stores’ location also affects sales overall, as well as the merchandise carried. “People are on vacation and just happy to be here, so they come in for treats. Additional items, packaged things, change store to store, but each of our three shops sell our core prod-

ucts.” Seasonal items also change periodically. “We have a bunch of Halloween items in here now, then we will have Thanksgiving and Christmas candies. We really go all out for Christmas and incorporate a lot of seasonal items with our core products. We make sure we have something for everyone shopping for holiday

Continued on page 50

Where Sweets Sales (From page 49)

gifts.”

The store is open all year at the wharf, except for Thanksgiving and Christmas. “We are more seasonal on the boardwalk,” Marini said. “There we are open every day in the summer, and primarily on weekends the rest of the year. The westside shop is also mostly open on weekends off-season.”

In Lincoln City, Ore., Shelby Wright , manager of Candyland, related that the store’s top sellers also in-

Tips for Hiring Great Staff

At boardwalk and beachclose candy stores, hiring great staff is part of providing the tastiest customer experiences. What staffing tips work best at these locations? For this article, store staff and owners offered their top advice on hiring friendly, knowledgeable staff.

At Marini’s Candy in Santa Cruz, Calif., Co-Owner Gino Marini explained, “We just try our best with our interview process. Right now, we’ve had a hard time finding people in general, but we usually hire mostly first-time workers, as this is a good spot for a few years or a few summers, and then they can step into something else. Mostly we try to rigorously interview people and make sure they understand the values of customer service and customer experience.” He added, “That goes a long way for us. We want people to work here who are knowledgeable on our products, smiling, and greet people. My brother and I try hard to make it a fun environment for everyone. We do contests and giveaways to encourage people to stick around more, but usually our hires are only here for a temporary period, so we do go through a lot

clude saltwater taffy. “Along with the taffy, it’s chocolates and homemade caramel corn. We make the caramel corn every morning, it’s vegan, made with coconut milk-based butter in an old school copper kettle.” Additionally, the beach-close shop carries novelty candies like Abba Zaba and candy cigarettes, as well as trendy TikTok-popularized items. “We have candy for all ages, it’s all fun.” The shop’s unique location makes summer the busiest season for the shop, she explained. “People are here vacationing, and that’s a lot of our business,

of employees. The goal is always wanting to provide excellent customer service and customer experience to match our good products, so that customers go out and tell their friends and want to come back again.”

At the Candy Kitchen, located on the Rehoboth Beach Boardwalk in Rehobeth Beach, Del., Key Holder Lucy Sirenanides said, “I can’t speak for how we find people in the production and factory area, but here in the store, usually we hire students. They come to us usually by word of mouth, from area colleges or high schools. We also post open positions in the windows, and in newspaper advertisements.” Most often, extra staff is needed during the peak vacation season.

Vincent Brooking, owner of Carousel Toffee in Capitola, Calif., explained that he hasn’t hired any staff since he purchased the store just prior to the pandemic. “The previous owners kept things very simple, just putting up a ‘help wanted’ sign. Along with being by the beach, we’re also near a high school, and that did the trick for seasonal hires in the busy summer season.”

In Lincoln City, Ore., Shelby Wright, manager of Candyland, related that the store primarily relies on word of mouth hiring. “We don’t do a ‘help wanted’ sign. We usually hire people we know personally, or friends. Right now, we have my father, myself, my aunt, and a longtime friend working with us, as well as two high school girls who were new this year, that we’d known of through others. It’s all personal connections with us. We’re a family-run store, my parents own it, and I’ve been working here since I was [12.]” ❖

but we also have locals come to the boardwalk and beach and being right here in the center of it is really the perfect location for everyone.” The shop is open seven days a week, other than closing on Christmas and Thanksgiving. “A lot of local businesses close for the winter or take a month off, but we are here seven days a week all year.”

Wright related that the store carries the same main items every month. “We do get new outside inventory throughout the year, so that people will have different items to look at when it comes to packaged candies. We don’t do a lot of holiday specials though. Our signature items are the most popular, and we always carry them.”

She noted that “Our pricing on taffy and chocolate is the lowest on the coast. We’ll often get people returning because of our reasonable prices.” The shop has had its location for over 45 years. “It’s fun to get customers who come in and say they’ve brought their kids or grandkids in to enjoy our fun environment, after visiting themselves when they were younger.”

And that’s the long and short – and sweet of it. Traditional beach favorites such as saltwater taffy and caramel corn are among the top sellers at stores where the sound of the waves blends with the taste of generationally favorite sweets. ❖

Getting Souvenirs Selling

Coastal Gift and Souvenir Sales at Souvenir Stores

Acquiring a T-shirt, sticker, koozie or similar item when visiting a coastal setting is practically a requirement in most vacationers’ minds. With many purveyors all vying for the same shoppers’ attention, how can you make sure your establishment is the one they choose? For this article, four souvenir stores in various locales shared what works for them.

In Myrtle Beach, S.C., it’s easy to find mementos touting this famed vacation destination. However, at the long-established Gay Dolphin Gift Cove, a Myrtle Beach tradition since 1946, shoppers have been favoring store namesake souvenirs for the past five years. “Our top sellers are Gay Dolphin items –magnets, stickers, T-shirts and more printed with our logo. People want something that isn’t your typical souvenir, something kind of funny, that has some sticking power. It’s somewhere they went while in Myrtle Beach and want to remember instead of just the overall destination, you know?” said Owner Michelle Plyler .

Not that Gay Dolphin Gift Cove shies away from selling merchandise touting its locale. “We’ve always done really well with anything that has Myrtle Beach and someone’s name on it,” Plyler continued. The 35,000-square-foot store devotes an entire wall to bicycle license tags which feature 3,500 first names. Plyler does her homework, too. “I research the Social Security website for new baby names in the states around us that typically visit our area.” Her diligence about staying on top of trending and unusual names has thrilled many a customer and resulted in sales. “I had a 45-year-old man in here the other day who bought a tag. His name was Kermit and he’d never ever found his name on similar displays before!”

When hunting for merchandise to feature, Plyler is a fan of companies that welcome small quantity orders – especially when Gay Dolphin Gift Cove is set to introduce something new. “A lot of companies will do things that are custom and you don’t have to just take their stock designs either. You can differentiate yourself. In the age of buying online, you really have

to make your store an experience, carry unique things and cater to the visitor. Because once they get one item in their hand, they’re much more likely to buy other things in your store since they’re already planning to make a purchase,” she concluded.

T-shirts, shot glasses, magnets and coffee mugs are the top selling souvenirs at Everything’s Beachy “Beach Shop” in Colonial Beach, Va. Part of the Northern Neck peninsula, Colonial Beach is a river and beach town located on the Potomac which features the second largest strand of sand in the state. Naturally, the souvenir favorites at Everything’s Beachy all say Colonial Beach. “But the T-shirts might feature a picture of a crab too since we’re a big crabbing area, or a sunset or maybe even a palm tree, although those aren’t native to the area and have been brought in,” Continued on page 56

Cast iron gifts on display at the Gay Dolphin Gift Cove in Myrtle Beach, S.C. The store has been open since 1946.

Getting Souvenirs (From page 54)

said Owner Maryann Day who runs the business with her daughter Tara.

Their 3,000-square-foot store sees a lot of Christmas ornaments fly out the door year-round. “We’re a golf cart community. You’re allowed to drive them all over town so we have a little golf cart ornament with Christmas tree lights around it that’s a good seller,” said Maryann. All holiday baubles mention Colonial Beach as well. “People say the same thing – we collect an ornament from everywhere we go.” Display-wise,

Everything’s Beachy makes sure souvenirs are readily visible. Magnets are on a big magnetic board by the cash register and T-shirts dominate a wall in the same area. “If you see a T-shirt design you like, we point you to the rounder where you can find it in whatever size and color you want,” Maryann said.

When the mother/daughter team first thought to open Everything’s Beachy, they took their cues from shops they’d seen in Ocean City, Md. Between what they observed there and what they discovered attending gift shows, it wasn’t hard to figure out what they should carry. They’ve since supplemented souvenir offerings with beach essentials such as rafts, beach balls, pails and shovels, even sundresses. “And things people might have forgotten like suntan lotion, towels. We get a lot of that ‘Oh, I forgot my towel or my umbrella.’”

Topography definitely influences the souvenir selection at Block Island Trading Company on its namesake island in Rhode Island. The 750-square-foot shop’s best-sellers include glassware and ornaments etched with the Island image or its historical points of interest. Coasters, pillows, blankets as well as baby onesies, sweaters, bibs and hats bearing Block Island imagery rank among shoppers’ favorite purchases as well.

Merchandise displays at Block Island Trading Company cleverly reflect their content. “My ornaments are all displayed on a ‘Christmas tree’ made of slat wall wood looking very rustic,” said store Owner Jon MacKenzie . Meanwhile, a glass cube displaying items in the front window is secured with a fake ivy screen which is ideal for hanging still more ornaments. As for all those baby items? Well, they show to their best advantage housed in a large attractive crib.

MacKenzie spends the off-season winter months frequenting trade shows and traveling the country vis-

A view of a sales floor at the Gay Dolphin Gift Cove. Top sellers for the store are name-dropped souvenirs such as magnets, stickers and T-shirts.

A view of the exterior of the Gay Dolphin Gift Cove. The owner is a fan of companies that welcome small order quantities.

iting other shops and art fairs to find unique items to fill the shelves at Block Island Trading Company. “Since the majority of items in my store are customized, I often find artists on my own and ask if they will customize for my shop,” he concluded.

On the West Coast, go-to souvenir items mimic East Coast favorites. Mugs, shot glasses, magnets and postcards are best-sellers at the Old Wharf Trading Company in Santa Barbara, Calif. “They’re the most expected item in a gift shop so when people come in, it’s usually what they’re looking for. They already expect to find a silly shot glass, magnet, sticker or a postcard and it’s what they want,” explained Manager Mike Spackman . Everything in the generously sized store located on iconic Stearns Wharf denotes either the town of Santa Barbara, the state of California or is Californiathemed.

As popular as small souvenir items are, Old Wharf Trading Company’s real business lies in apparel. “We have slatted walls and lots of them so clothing is hung throughout the store. We have everything from chil-

dren’s to men’s to women’s clothing as well as sandals, towels and more,” said Spackman. In some way, shape or form, apparel and sundry all gives a nod to this vacation spot’s enviable location. As for finding new and appealing merchandise, Old Wharf Trading Company makes regular sojourns to merchant shows in Los Angeles and Las Vegas. ❖

Nautical décor displays at the Gay Dolphin Gift Cove. The owner said in the age of buying online, stores have to make their physical location an experience, carry unique merchandise, and cater to the visitor.

P rofiles In Excellence • Souvenirs

Exotic Sea Images

By Chris Alexion

Exotic Sea Images, LLC, offers coasters, magnets, luggage tags, and key rings featuring exotic and colorful images from the tropical seas, including dolphins, sharks, lobsters, fish, and coral reefs.

The coasters are composed of material that absorbs a considerable amount of spilled liquid, and are round with a generous diameter of 4 inches. They can be washed in warm water and in a dishwasher with the heat cycle. The coasters are produced right here in the USA, from start to finish.

The magnets are composed of metal and are very durable, with a semi-glossy appearance. Each magnet includes a description, superimposed on the image. They are made here in the USA.

Luggage tags are round or rectangular, and quite durable. They are easily distinguished from other luggage tags at a busy airport, and are made here in the USA.

The key rings are composed of tough acrylic, suitable for years of heavy use. They are smooth, easily handled, and made here in the USA.

All images are real photos from the tropical seas,

Cape Shore

By Meghan Palmer and Michael Perfetti

including Atlantic Ocean (Bahamas, Turks and Caicos Islands), Caribbean Sea (Cayman Islands, Bonaire, Martinique), and Pacific Ocean ( Fiji, French Polynesia, Palau, Philippines.)

(For more information, visit www.exoticseaimages. com. For a free catalog, email info@exoticseaimages. com, call 703-425-0200 or 888-857-6576, or circle 19 on the reader service card.)

Cape Shore is a family-owned company based in Yarmouth, Maine. We make souvenirs and we love doing it! We know that vacation dreams and memories keep us going through our busy lives. At Cape Shore, it’s our job to help your customers cherish and remember their vacation memories for years to come. Our specialty products are mugs and ornaments, but we truly make a little something for everyone in every tourist destination.

We take pride in our knowledge of the souvenir industry; it helps us design innovative products that are sure to make your customers smile. We love knowing each product brings back wonderful memories whether they are hung on the tree once a year or used for that first cup of coffee each day. At Cape Shore, we know that souvenirs are more than just a knick-knack picked up on whim; souvenirs are snapshots of our lives and we’re proud to be a part of our customers’ lives.

Whether you’re a small souvenir shop or a larger outfit, we can help. If you need merchandising tips, information on the best sellers for your tourist destination, or you just want to know more about our products, we always welcome a phone call. The Cape Shore family is always here for you!

Happy Shopping!

The Cape Shore Team

(For more information call 800-343-2424, email webmail@capeshore.com, visit www.cape-shore.com, or circle 10 on the reader service card.)

Exotic Sea Images, LLC, offers coasters, magnets, luggage tags, and key rings with real images from the tropical seas.

P rofiles In Excellence • Gifts

SS Handcrafted

By Joe Conde

An SS Handcrafted booth at the ASD trade show. Each year, the company picks an ocean conservation organization to support.

(For

email office@sshandart.com or circle 51 on the reader service card.)

P rofiles In Excellence • Resort Merchandise

Steamboat Sticker

By Chris Silva

S

Our catalog of art is bursting with thousands of territory specific designs that cover not the just basics, but delve deeply into lifestyle, humor, and vehicles. It is our opinion that the art mix matters tremendously when putting a program together and we’re happy to assist fine tuning that mix regardless of where you’re located or what subjects you need to cover.

ince 2012, Steamboat Sticker has quite simply re-defined the landscape for Name-Dropped resort stickers. Our passion for Industry leading Design, friendly and professional Customer Service and On-Time deliveries has continued to fuel our growth into national and international retailers who demand the best of all three.We have never wanted to be all things to all people, stickers are our jam, and it shows. However, we have been asked for Magnets of our art since the beginning and are pleased to announce that we have introduced them and they have been incredibly well received by our current customers. Reach out to your Customer Service Rep for all the Details!

(For more information, email INFO@SteamboatSticker.com, call 970-897-0833, or circle 52 on the reader service card.)

Staple Souvenirs for Seaside Stores: Apparel and T-shirts

By Sara Karnish

Apparel—namely, the basic T-shirt—is one of the most consistently profitable categories for seaside store proprietors.

Retailers give many reasons for its continued success. “T-shirts and sweatshirts are our bread and butter, especially the unisex styles. Most people just want something that says ‘Maine,’ and we sell lots of graphic tees. Lobsters are my most popular graphic,” said Ann Hoppe, manager and buyer at Puffin’s Nest in Rockland, Maine. “They sell well because the mid-coast is a tourist destination, and every week we have a new group of families. They want something that says ‘Maine,’ or ‘Rockland, Maine.’ And anything with a lobster or puffin—puffins especially. The puffin is the Atlantic sea bird that only visits Maine for a few months out of the year, so they are kind of intriguing and mysterious.” Froukje “Kiki” Gillespie , manager at Rosemary Beach Trading Company in Panama City Beach, Fla., has similar success with the basic tee: “Our top selling apparel item is the short-sleeved T-shirt. [It’s] the perfect souvenir for everyone.” Jonathon Cooley , owner of Mr. Bill’s Shirt Co. in Traverse City, Mich., said of tees—“They’re popular because they’re a local souvenir—anything name-dropped with Traverse City [sells] He offers custom printing, as well; customers can choose a graphic from the selections available and have a shirt printed on the spot.

Brent Burke , general manager at Island Beach Gear in Ocean City, N.J., said his customers also gravitate toward basic tees, but many look for apparel with a little something extra: “Customers want apparel that has a certain function. Anything with UV blockers sells well for us—T-shirts, rash guards, lightweight UV hoodies, pants. Folks are out in the sun and are concerned about looking after themselves. People are getting more savvy as far as fabrics, and there are some amazing fabrics out there with great UV protection. They’re designed to keep you cool as well as protected from the sun. The customer is savvy enough to know the difference [between fabrics with UV protection and without it].” Burke said the clothing brand Salt Life has been a consistently strong

seller—“We do well with it year after year. We had a new brand this year do really well for us—a company called Toadfish [Outfitters]. They’re wonderful from the perspective as they have a great conservation ethic—they take some of the money they make and put it back into restoring the oyster beds in Chesapeake Bay.”

Owner Jonathan Cooley of Mr. Bill’s Shirt Co., in Traverse City, Mich., said anything name-dropped with Traverse City sells.

Merchandising is one of the most creative aspects of retail, especially with apparel. Hoppe displays some of her tees and outfits a mannequin outside her store in good weather. She also creates eye-catching window displays to entice foot traffic to come in and shop. In the store, Hoppe groups merchandise by theme—“I’ll do an all-lobster theme or all-puffin theme with the icon and color coordinated. The theme is a good eye catcher,” she said. Burke also utilizes grouping, adding, “I group by category, and I always lead with our best. This doesn’t always mean our most expensive. The way we define ‘best’—how much time will a person get out of the item? [We] want to make sure this individual gets a high-quality product that’s not disposable. [We] want it to last. [We] do our homework so customers get their value and the item will last a long time.”

When it comes to merchandising, Gillespie stressed the importance of neat, organized displays to make it easy for customers to browse and buy. “If it’s hard, they won’t bother. Don’t overstock—that makes it hard, too, and I believe it devalues the item. Neatness is so important—the messier it is, the cheaper it is. We are constantly refolding shirts all day to keep the stacks neat. Make your displays inviting. We have started hanging our more expensive apparel items, so it is important to keep the hangers tagged with a size ring and in order. Again, make it easy for them to find and buy.”

Burke said selling more T-shirts comes down to listening to the customer. “Come to the store or buy from us online—we want to find the right fit for you. We learn about the customer. All of those things boil down to being a really good listener. We let the customer drive the car and find the best fit for their lifestyle.” When it comes to colors, Burke said it’s been “fun to see the more pastel colors coming back. That was big this year—we saw that with several brands, and it’s still going strong. People are loving the corals, aquas, and the ‘washed’ look. It’s a nice look and a great color palette.”

Cooley said their excellent customer service helps to sell more T-shirts. “We are downtown, so we are a heavy foot traffic store. Be friendly to everyone. And being able to print a design on the spot helps,” he said.

Continued on page 64

Dierdre Brightman, sales associate, Rosemary Beach Trading Company in Panama City Beach, Fla. The store’s short-sleeved T-shirt is a best-seller.

Ann Hoppe, manager and buyer at Puffin’s Nest with niece Mya, left, and daughter Brooke, store staff members. Most shoppers want something that says “Maine,” Hoppe said.

Sales Associates Olivia Phillips and Vica Alekseykov of Mr. Bill’s Shirt Company. Customers can choose a graphic from the selections available and have a shirt printed on the spot.

Surf Expo Section

Staple Souvenirs (From page 61)

The trending apparel colors at Mr. Bill’s are “heather colors— heather gray, heather charcoal, heather navy blue, which is a lighter shade of navy with a tonal fleck. Just about everything is hard to get in right now, however,” he pointed out. Hoppe said in her market, the go-to colors have been “green and blue— the ocean and the trees. They are always our top two colors. Retro has been popular, and I’m seeing more burnt orange, sea foam green—any coastal colors. Some stores near us have not been able to sell red, but I sell a lot of a crimson, a washed-out red color, because I think it reminds people of lobster.” The standard unisex tee remains Hoppe’s best-selling style. “Ladies like a more flattering cut, which I try to offer. The basic sweatshirt still does well. Crew-neck sweatshirts have come back. I think young people have always seen them as something older people wear, but

Sales Associate Lorelle LaBarge of the Rosemary Beach Trading Company. The manager and buyer said overstocking devalues items.

What Is Your Customer Service Philosophy?

Great customer service plus a great product selection makes the ideal combination for boosting sales. Veteran retailers interviewed for this article have developed their own successful customer service philosophies throughout their years in business.

“My philosophy is simple— people want things delivered on time, defect-free, and we care for people like they’re our family or friends. If one of our staff brings something out from the back—get it quickly. Check every item before it goes out. Treat people with the respect they deserve. Do those things and that’s 99 percent of customer service,” said Brent Burke, general manager at Island Beach Gear in Ocean City, N.J.

The philosophy of Jonathon Cooley, who owns Mr. Bill’s Shirt Co. in Traverse City, Mich., is equally simple and straightforward: “Be as friendly as possible, as helpful as possible, and make sure the customer gets what they want.”

Ann Hoppe, manager and buyer at Puffin’s Nest in Rockland, Maine, believes in not only acknowledging the customer, but getting to know them a bit. “Always greet the customer. Be friendly and helpful. We’re probably known as the friendliest store on the street. My big thing is, when I have new employees, is to stress greeting every customer. Always ask if they need any help. Always ask everyone ‘Where are you from?’, ‘Why are you visiting here?’” she said.

“Seeing” the customer is critical. Acknowledge them, make sure they are getting what they need, and answer their questions. Froukje “Kiki” Gillespie, manager at Rosemary Beach Trading Company in Panama City Beach, Fla., said, “During the busiest months of the year, it’s all about keeping the floor stocked. There is not much customer service going on because the store is packed. But if a customer does have a question, it is important

Sales Associate Mary Valentine and Manager and Buyer Froukje

“Kiki” Gillespie, of the Rosemary Beach Trading Company. Gillespie said focusing on a customer with a question 100% is important even if the store is busy,

that we focus 100% on them at that moment,” she said. “In our slower months, our goal is to make that person feel like they made a new friend before they leave the store. I want them to walk out of the store feeling like they just hung out with their best friends and chances are they will come back because of that feeling.” ❖

they have become more trendy in recent years,” she said.

Cooley said, “Cropped sweatshirts, hoods, and crews are popular this year—the softer the better.” In beach wear, Burke said, “When it concerns coastal, back when I grew up, everyone’s rash guard was skintight. [You] don’t have to have it that tight—it functions better when it’s a little loose. I’m seeing ruching on the side which conceals things. [In] Cover-ups—they’re really stylish while accentuating the stuff you want to and masking the stuff you don’t. Between designers and consumer demand, I’m seeing that replicated throughout every brand.”

With the supply chain challenges affecting businesses at every level, it’s been it’s been a challenge for retailers to stock the latest colors, styles, and graphics. They are accommodating customers’ requests as best they can. Gillespie has had to pivot more than ever in the past 18 months: “It has been incredibly hard to keep the shelves stocked. In this day and age, you have to juke and jive to get product. I have had to change colors mid-season, source from different companies, and bring in new product that would have never been on my radar,” she said, adding, “Just get creative. If you don’t have it, they can’t buy it. It’s all about having product on the floor and presenting in such a way that customers want to buy it. You can’t sit around and wait on product, or you will be flushing dollars away. Go get it and make some money!” ❖

Froukje “Kiki” Gillespie, manager/ buyer for the Rosemary Beach Trading Company. Gillespie said the store has started hanging its more expensive apparel items.

What Customers Are Wearing Apparel and Fashion Accessories Trends from Apparel Stores

Earth tones are in, and nowhere more than at the two Phoenix General boutiques in that Arizona city. After all, explained Co-Owner Joshua Hahn, terracotta, khaki green, and russet are not only trendy — they’re also desert colors, reflecting the beauty of Phoenix’s landscape. “We’re also seeing pops of neon this season, like neon green alongside olive,” Hahn noted.

Across the country, muted colors and soft, cozy styles are in vogue. And after years of skin tight denim, looser fits are now in demand. “We’ll always have a skinny fit customer, but everybody wants the wider leg styles right now,” said Hahn. Cow prints are also popular this winter at the 1,200-square-foot retail outlets, where Hahn has also observed clients layering sweater vests over white T-shirts.

Young professionals, ages 25 to 45, are Phoenix General’s prime customer. Hahn said this generation prioritizes quality over quantity. “Our customer is willing to spend a little more, and maybe buy fewer items,” he said. That pattern, he explained, fits into the store’s emphasis on “sustainability and ethical practices.”

In Portsmouth, N.H., it’s all about “soft, comfy clothing,” noted Lynda Raczek , Owner of 20 Below Boutique. “I’m selling a lot of plush hoodies, soft pants, anything that allows people to be comfortable.”

The 800-square-foot store caters to patrons from 20 to 60. “We have a range of styles to appeal to different shoppers, so mothers and daughters can come together and each find something they like,” explained Raczek. Summer brings an influx of tourists, and weekends remain busy year-round, with visitors attracted to Portsmouth’s downtown dining scene.

This fall, those shoppers aren’t only looking for soft

styles; the color palette is soft as well. Lighter hues such as putty pink and mint green have done well, along with traditional, darker fall colors like army green and, forest and burgundy.

Neutral, earthy colors like beige are all the rage for casual wear at Kissy, a family-owned boutique in Pitts-

A view of the sales floor at Kissy’s. Neutral, earthy colors in casual wear are selling well for the store, according to one of the owners.

Apparel and Fashion Accessories

field, Mass. But for dresses, Co-Owner Heather Eulian sees more vibrant shades: maroon, emerald green and cobalt blue. The 1,200-squarefoot boutique — which Eulian co-owns with her sister, Christen, and mother Heidi — caters to the diverse needs of a rural population. “We get shoppers from their teens to their 80s, so we run the gamut from casual to special occasion outfits,” explained Heather Eulian.

This year, the Eulians have sold a lot of

sweaters; cropped fits sell to the younger crowd, while chunkier, oversized and turtleneck styles are hits with customers who like Kissy’s “boho type” sensibility. And in this cold weather town, “flannels are always very popular around here,” Eulian noted.

Across the country in Portland, Ore., socks are flying off the shelves at Say Say Boutique, a 1,000-square-foot store. Best-sellers include socks from the Blue Q brand, which have smart little sayings on them: “Fight like a girl,” “I like long walks...to the library.” “A little feminism, a lot of cats and dogs” is how Owner Sarah Utrup described the slogans. Her clientele also loves anything with animals,

Continued on page 70 RSN

An accessories display at Kissy’s. Everyone from teens to people in their 80s shop at the store, which is located in a rural area.

Apparel and Fashion Accessories

What Customers Are Wearing (From page 67)

which is why the other line that does well is Powder UK: Their socks, crafted from trendy bamboo fabric, feature quirky little critters.

Cozy socks maybe a pandemic thing, but Utrup said she noticed shoppers gravitating toward funkier styles even beforehand. As a gift, footwear is “a great way to say ‘I’m thinking about you’ without breaking the bank,” she noted, “and everyone can use another pair of socks.”

Say Say shoppers are men and women, mostly between ages 30 and 60, who are looking for more distinctive items than those sold in chains. It’s no surprise that these offbeat tastes have made turquoise, mustard and — most improbably — red the favorite colors this fall and winter, when most of the country is awash in neutrals. “I have a whole rack of bright red right now,” said Utrup in November, suggesting the upcoming holidays could be a factor.

Most years, retailer Amy Ward is able to spot trends at her eclectic boutique, Amy’s Cottage in Williamstown, Mass. But not this year. After the summer tourism season, when shoppers snapped up Berkshires and Williamstown logo shirts, Ward no longer saw any particular patterns in purchases of ponchos, earmuffs, sleep shirts, leggings and ball caps. “This year, it really is a little bit of everything,” Ward said.

There aren’t a lot of retail options in rural Williamstown, home to Williams College. So Ward’s 1,500-square-foot emporium caters to the whole town — “the teenagers running down the street, their grandmothers, and everybody in between,” as Ward put it. ❖

Left to right, Owners Heather Eulian, Heidi Eulian, and Christen “Kissy” Eulian, of Kissy’s in Pittsfield, Mass. Vibrant colors are popular in dresses currently, Heather Eulian said.

A view of the exterior of Kissy’s. Sweaters and flannels are solid sellers for the store.

What Is Your Top Selling Jewelry Item and

Why Is It Selling?

“Earrings are having a moment. It’s an easy way to add a pop of color to an outfit. Also, right now people are into shorter hairstyles, and earrings work well with that.”Co-Owner Joshua Hahn, Phoenix General, Phoenix, Ariz.

“Earrings are one of the best-selling items in the entire store. We’re selling a lot of studs right now; they’re easier to wear with masks. They’re also a great gift item, because they don’t have to fit.” – Owner Sarah Utrup, Say Say Boutique, Portland, Ore.

“Luca and Danni. People love that brand, especially the bangle bracelets with a cardinal motif. We have cardinals right outside here, so people like the meaning behind it.” — Owner Amy Ward, Amy’s Cottage, Williamstown, Mass.

“We do very well with our natural stone pendants and bracelets. They’re sold with cards explaining the healing energies and properties of each stone.” — Owner Lynda Raczek, 20 Below Boutique, Portsmouth, N.H.

“We make most of our own jewelry here, out of sterling silver wire and charms. Necklaces and earrings are the most popular.” — Heather Eulian, Co-Owner, Kissy’s, Pittsfield, Mass. ❖

Create a Bandana Splash

Mix and match bandanas to create a vibrant, colorful store display. Seagull International, Inc., offers 100% cotton paisley bandanas (printed on both sides) in a wide variety of colors per 12 piece pack (Style 990-**). Other styles include USA flag and solid colors. Low minimums and value prices offered.

(For more information, visit www.seagullintl.com, call 800-666-9300, or circle 42 on the reader service card.)

An accessories display at Kissy’s in Pittsfield, Mass. The store produces most of its own jewelry out of sterling silver wire and charms.

SPOTLIGHT ON LOGO AND LICENSED MERCHANDISE

Trends in Logo and Licensed Apparel at College Stores

When it comes to logo and licensed apparel at college stores, school spirit is going strong across varied price points, with some constants in terms of which merchandise sells best.

At Dakota State University’s Trojan Zone store, interim Director Donna Fawbush said that her best-sellers vary by style. “It’s tough to say what is the best-selling item, because sometimes people fall in love with a logo or the artwork on an item that is a little pricier than what you think would sell so well, or just something unexpected.” That said, she added, “Overall, our more value-added items, sweats, and T-shirts, move more quickly and in more volume. But again, which one sells best specifically depends on both what the item is and what the artwork looks like.”

To sell more licensed and logo apparel, Fawbush relies on social media and an online store to promote items even more so than in-store displays. “We do both an all-student and all-staff email blast too, and I would say that is our primary form of communication and promotion.”

She described her highest end items as Under Armor apparel such as a performance hood or jacket. “Those items do sell well for us regardless of price, because quality does count.” On the lower end of the

“We sell a lot of basics. Our best-sellers are always basic T’s and hoodies, but we are seeing an uptick in crew sweats again, too. In sizing, we sell a lot of oversize items and retro-looking logos right now. People are going for a simple and old-fashioned look.”

- Sarah Crockett, Western Oregon University, Monmouth, Ore.

pricing scale, she said “T-shirts sell best, but we also try to include a value-added sweatshirt in our inventory as well. You really need to have a variety of price points for students. The value-added prices always sell very well.”

In Monmouth, Ore., at Western Oregon University’s store, Merchandise and Book Buyer Sarah Crockett related that “We sell a lot of basics. Our best-sellers are always basic T’s and hoodies, but we are seeing an uptick in crew sweats again, too. In sizing, we sell a lot of oversize items and retro-looking logos right now. People are going for a simple and old-fashioned look.”

To sell more of this merchandise, Crockett said display in the 2,600-square-foot store is key. “We also use some email blasts, but primarily what we most focus on is keeping our displays fresh in the store. We also tend to give out coupons for students who are buying books here. Those coupons can be used on apparel merchandise, and that always brings an uptick in sales, too.”

Her best-selling higher end items are “Expensive jackets. Our customers will spend money on a nice jacket. I believe the jackets sell well because it rains a lot here, and they need their jackets,” she laughs. Looking at the more inexpensive items that the store carries, Crocket said the most popular is a “Basic T-shirt that’s has a simple, licensed logo. The cost is under $20.”

Donna Huebner , store manager at Occidental College in Los Angeles, Calif., explained that “Because we are a college bookstore, T-shirts and sweatshirts sell the best for us overall. Those are just the kinds of items that people want. We offer them in a variety of price points.” The most expensive items that the store sells are “High end jackets. They do not sell that well for us though, because it really doesn’t get that cold here in Southern California. We carry them mainly for alums who live elsewhere in the country where it’s cooler, and they may want to buy one. Here locally, they don’t move.” She noted, “Our lowest cost items are socks and hats. Sock sales go up and down by year, they’re not as good for us now as they were a few years ago. Hats always do well for us, I think that is also due to our location. Because of the California sun, people are always trying to shade their eyes.”

Continued on page 76

Spotlight on Logo and Licensed Merchandise

Trends in Logo and Licensed (From page 74)

To sell more logo and licensed apparel she said instore displays are the most important factor in improving sales. “People come in and they see our displays and that attracts them to an item. We do a little bit of online merchandising and some social media, but the vast majority of our customers walk in and shop here in the store.” She added, “We are fortunate to have display windows that we tend to theme a little bit seasonally or use to display brand new items that come in. The windows face out to a patio where students eat at tables outside. That is a great tool for us,” Huebner said. “Inside the store, we do display some apparel as end cap items, but we kind of mix the merchandise there. For example, we’ll have a shirt, mugs, license plate frames, and hats all together in a display.”

Also in California, at Pasadena College’s Bookstore, Store Manager Paul Blackwell has a stand-out best-seller. “Your basic hoodie is our perennial bestseller. Even here in warm Southern California, people like to wear them. It displays campus spirit, and it’s just comfortable to put on.” He pointed out that overall best-sellers besides the hoodie are “at lower price points. Some of that has to do with being a community college. Value items like T-shirts sell best for us,

Top Customer Service Tips

College store buyers and managers discuss their school store’s top customer service tips – and there’s a strong emphasis on greeting customers and making them feel at home in a store.

At Dakota State University’s Trojan Zone store, Interim Director Donna Fawbush said her top tip is definitely “acknowledging them the moment they walk in the door. We try to offer customer service to everyone. We will ask what they are looking for and try to give them many different options. But first and foremost, we never let them walk in without interacting with them.”

In Monmouth, Ore., at Western Oregon University’s store, Merchandise and Book Buyer Sarah

and we also do reasonably well on inexpensive value sweatshirts.”

Looking at the more expensive merchandise that store carries, Blackwell said “High-end light jackets and windbreakers do well for us, but nothing too heavy because of the climate. Higher end hoodies also do well, and so do big roll up blankets in the same material as the hoodies.”

His top tips for selling more logo and licensed apparel? “We do everything from in-store displays to social media posts and email blasts. Because of the pandemic, we focused a lot on online promotion.” Instore, however, he said “We rotate our items so that our newest are by the door, and people will see them as soon as they come in. We’re operated by the Follett Higher Education Group along with 1,200 stores, so our home office does most of the social media for us and makes sure the images on our website look attractive. It does well for us, having nice photographs for hot merchandise items.”

Overall, while standard T-shirts and sweatshirt items are the strongest sellers when it comes to logo and licensed merchandise at college stores, having a variety of items at different price points is also key to having sales that make the honor roll. ❖

Crockett related that greeting store customers is important at W.O.U., too. “A cheerful greeting and just being friendly is the best form of customer service. We try to be accommodating, for example, we encourage people to take items over to the restroom to try on, as we don’t have a dressing room. We also remind them about our exchange policy, which we try to make easy, and that we are happy to work with them if they do need to exchange something.”

Donna Huebner, store manager at Occidental College in Los Angeles, Calif., explained that “We are always careful to greet everyone as they come in and then to check on them. If they are walking out without a purchase, we will ask if we can help them

find something. More often than not, they’ll say they were looking for an item but couldn’t find it, and we can walk them to the item.”

Also in California, at Pasadena College’s Bookstore, Store Manager Paul Blackwell agreed that helping customers find items is an important customer service technique. “It’s also important to greet them when they come into the store, and remember that everyone has different needs, so it all starts by just being friendly, available, and listening. We try to find out what they need, or if they are looking for a gift, then we can make suggestions.” He noted “We try to be flexible, and we have a good return policy. It’s not difficult to exchange something if doesn’t fit. That is very important I think.” ❖

Where the Merchandise Selection Is Coming Up Roses

Outdoor, Garden and Quality Gifts at Garden Centers

The breadth of merchandise inside many garden center gift shops can take shoppers by surprise. Suddenly, their initial plan to simply pick up some potting soil and a flat of petunias turns into something else altogether. The selection inside the gift shop at The Rhoads Garden in North Wales, Pa., serves as a perfect example. Items for baby, fashionable women’s clothing and home décor items do very well, as unexpected as their presence may be.

“A lot of people say oh, my god I’ve been here so many times and I’ve never been inside the gift shop. This is amazing,” said Buyer Lauren Hales . Shoppers will ooh and ahh over the luxury baby gifts she sources from product lines such as Elegant Baby, maker of blankets, apparel and more. Toddler purses from Doe a Dear elicit the same response. The Rhoads Garden has been in business since 1939 and gift offerings have evolved over time. Women’s clothing is the newest expansion effort. “We feature accessories such as scarves, gloves and jewelry and those have done so well that now we’ve added sweaters, leggings and more.”

At The Rhoads Garden, its greenhouse featuring indoor plants and seasonal items such as Christmas décor has a strong presence on a busy street. The greenhouse, in turn, leads into the gift shop area and many people discover it in this manner. Customers are invited to sign up for email updates on merchandise and to check out the shop’s Facebook and Instagram posts. Word of mouth tips off many to the treasures which lie within and without in the form of wind chimes, art poles, gazing balls, animal statues and other outdoor garden gifts. “We also do a lot of silk flowers. Apparently, good quality silks are hard to come by in this area and people really like our wreaths and

Continued on page 80

Christmas gift merchandise at the Haines Farm and Garden. Weatherproof decorative plaques with an optional stand sell well at the store.

Quality and Garden Gifts

Where the Merchandise (From page 79)

silk arrangements. We have designers who make them here,” Hales said.

At Haines Farm and Garden in Cinnaminson, N.J., decorative metal stakes are a popular outdoor garden gift. “They’re good quality at a reasonable price and we carry a wide selection which is why I think we sell so many,” said Owner and Buyer Bess Jenkins . Designs atop the stakes vary from spinning flowers to welcome signs to seasonal images such as pumpkins. Another top seller for the approximately 3,000-square-foot gift

shop is a weatherproof decorative plaque which comes with an optional stand. The plaques feature pictures or sayings which typically serve to welcome people to garden spaces. “People like them because they’re available for all the different seasons plus they’re made in America. They make a nice gift.”

Haines Farm and Garden continues to carry Byers’ Choice Carolers, sales of which pick up around the holidays. Jenkins said there is a customer base for higher quality wind chimes in her area too but she

What Is Your Top Customer Service Tip?

Staff members inside the gift shop at The Rhoads Garden – an extensive garden center and florist business in North Wales, Pa. – recommend striving to make a real human connection with your customer.

Engaging with the customer but striking the right balance is key at Haines Farm and Garden in Cinnaminson, N.J. “We greet

people when they come in the store and offer to help without being overly helpful,” explained store Owner and Buyer Beth Jenkins.

“Treat people the way you would want to be treated,” offered Nancy Thompson, owner and buyer at Madison Garden Center in Madison, Miss.

Friendliness and convenience are stock in trade at Cottage Gar-

den Farm in Waupaca, Wis. “We welcome customers, ask them if they’ve been here before and then we’ll briefly explain how we run things,” said Manager Esperanza Jenkins. “We tell them everything on display is just a sample and if they like something, we’ll run and get them a fresh, new one.” ❖

A winter hat display at The Rhoads Garden. The garden has been in business since 1939, and its gift offerings have evolved over time.

Beth Jenkins, owner and buyer for Haines Farm and Garden in Cinnaminson, N.J. Jenkins said decorative metal stakes are a popular outdoor garden gift for the store.

doesn’t rely on newspaper advertising to get the word out. “It doesn’t work. For us, it’s more word of mouth. Facebook and Instagram work although I don’t have a lot of time to post.” But sometimes all it takes is a single photo of a great item to create a buzz. For instance, a succulent pumpkin – a seasonal item which a staff member designs – always generates a lot of traffic for the gift shop. “A lot of people come in because either they saw somebody with it or they’ve gotten them before. They make a great hostess gift so we do sell a lot of those.”

Wind chimes are a top seller at Madison Garden Center in Madison, Miss., and customers are particularly fond of the Wind River Chimes brand. “They’re a quality product tuned to scale at a good price point. They make a really nice gift for people who love the outdoors,” said

Continued on page 82

Pine trees with red decorations, and silk flowers, are popular sellers for The Rhoads Garden. Designers make wreaths and silk arrangements onsite at the business.

RSN 35

Quality and Garden Gifts

Where the Merchandise (From page 81)

Owner and Buyer Nancy Thompson . “Even if they already have a wind chime, they could probably use another because people who like them tend to be okay with having multiples. A lot of people collect them because they have different scales.”

Madison Garden Center also does a brisk business in hanging art glass items. Meant to be hung outside, the large blown glass ornaments are sturdy enough to withstand the elements. “They come in a variety of shapes and colors plus they catch the light. They’re really pretty pieces.” Next in terms of top-selling gifts are birdhouses and birdfeeders, according to Jenkins who said her 5,000-square-foot store doesn’t do a lot of advertising. “We mostly rely on word of mouth and our displays. For instance, we have wind chimes in the doorway so on a breezy day, they just naturally chime.” Meanwhile, art glass pieces are shown to their best advantage on a metal tree and select birdhouses reside on stands.

Among the extensive home and garden décor offerings at Cottage Garden Farm in Waupaca, Wis., its spinners have gained something of a following and are a continual top seller. Designed by the establishment’s owner who is a former airline pilot and builder of experimental aircraft, the mesmerizing copper gar-

Continued on page 84

Winter outerwear accessories for sale at The Rhoads Garden. Sweaters, leggings and more were added to the inventory due to the popularity of accessories.

Pine tree gifts at The Rhoads Garden. The location’s greenhouse leads into the gift shop area.

Home decor gifts, including snowman-themed items, at the Haines Farm and Garden.

Quality and Garden Gifts

Where the Merchandise (From page 82)

den spinners rotate just like an airplane propeller. “He uses steel ball bearings and they’re all hand balanced. They’ll spin in winds of just two miles per hour and can take gusts of up to 60 miles per hour,” said store Manager Esperanza Janke

Cottage Garden Farm relies on carefully curated displays to showcase its many wares. “We’re always rearranging things to give our customers ideas on how to decorate their yards and how to use the products,” explained Janke. A top-selling item typically sits front and center in the display settings or “vignettes” that staff create. For instance, metal birds are another top seller for the roughly 5,000-square-foot store. Therefore, a metal rooster might dominate a display and be complemented by other farm-centric items such as wooden signage. A metal crane might be surrounded by color-coordinating gazing balls. Likewise, staff will corral purple and blue garden accessories to accent a metal peacock. “However, once the main item sells out – and it should if we’re doing a good job of merchandising – we find a new item to replace it and the best accessories to showcase it. It’s on ongoing task!” ❖

Outerwear and baby gifts at The Rhoads Garden in North Wales, Pa. Baby items sell well at the gift shop.

Dressing for Cave Tourism Success

Selling Jewelry, Hats, and Apparel at Cave and Cavern Stores

Here’s a riddle: Why do sweatshirts sell better in summer than winter at cave and cavern stores?

The answer is obvious to industry retailers. “Inside our cavern, it’s just 54 degrees in summer,” explained Tim Grissom, manager at Ohio Caverns in West Liberty, Ohio, where hoodie sweatshirts are a year-round best-seller at the gift shop. “Tourists come wearing T-shirts, and suddenly realize it’s 30 degrees colder than outside.”

At Bridal Cave in Camdenton, Mo., Manager Steve Thompson sees the same phenomenon at his seasonal lakeside store. “We sell a lot of sweaters because people come off the lake and aren’t prepared to go into a 60 degree cave,” he said.

Just about everything was selling this year at Bridal Cave and other cavern stores. Many families consider outdoor, nature-based experiences to be safest during a pandemic — and as cave attendance swelled, cash registers could hardly keep up.

“We had a record year in all departments — retail, attendance, everything,” Thompson reported. From jewelry to apparel to novelty gifts, “pretty much everything flew off shelves this year. There wasn’t one thing better than another. We sold our entire year’s inventory by March.”

By late October, Bridal Cave’s gift shop sales were already triple that of a normal year. Thompson said he might have sold even more if industry-wide supply chain issues hadn’t made stocking certain items difficult. Besides sweatshirts, customer favorites at the seasonal 1,200-square-foot lakeside store include swimsuit cover-ups, A4 athletic performance shirts, and custom designed tees in tie dye and a variety of sleeve lengths. Sweatshirt and T-shirt sets were especially popular.

At the 2,400-square-foot rock and mineral shop,

a year-round outlet located inside Bridal Cave’s main visitor store, gemstone necklaces are a perennial bestseller. “People are looking for the healing and cleansing powers of stones like amethyst, citrine and quartz,” Thompson said. “But all of our stones are real popular.”

Besides pent-up demand, Thompson credits the store’s success to its highly visible location between the boat docks and the cave entrance. “We had wait times because the crowds were so large this year, so we’d give kids free fish food while they were down by

Continued on page 88

General Manager Jim McMillan of Sea Lion Caves in Florence, Ore. McMillan said jewelry priced at $50 and under sells best.

the boat dock,” explained Thompson. “That would occupy their time while their families were shopping. And that got pretty much every family in the store.”

At Ohio Caverns, Tim Grissom also discovered that giving families an outdoor waiting area increased sales. “It might sound counterintuitive, because you want to keep everyone in the store,” he said. “But we created a deck area so that if people felt it was too crowded in the store, they can step out into the fresh air, sit at café-style tables for a little while, and then come back in and shop.” The patio has proven popular with older families as well as parents of young children. “They’ll get their shopping finished and go outside to allow others in their party to browse without feeling rushed,” Grissom explained.

This year, a baseball hat and T-shirt combination set was especially popular, featuring custom graphics in coordinating colors. Headwear sold well, especially trucker style hats. And jewelry is another strong category at the 2,000-square-foot store. “People who come here are in the mindset of rocks and stones,” explained Grissom. Best-sellers include wire wrapped pendants with gemstones like crystal quartz, amethyst and crystals. Stainless steel is the top metal, selling more than

twice as much as gold.

The most popular non-gemstone baubles are from a Canadian line featuring abalone. “Abalone doesn’t have a tie-in with the cave, but ours is at a very nice medium price point and it does extremely well,” said Grissom, noting that the average abalone piece costs around $20.

The Wheeler line of jewelry is a favorite at many cave stores, including Natural Bridge Caverns in San Antonio. Store Manager Cierra Giuttari said the line’s copper, stainless steel and gunmetal rings are so popular, “we can hardly keep them in stock.” Most pieces cost between $10 and $40, a sweet spot for impulse purchases.

Natural Bridge Caverns has multiple retail outlets, including the main gift shop, a rock shop and a candy store. Giuttari said guests like the trendy apparel selection, including Richardson style trucker hats that have sold out all year. “They’re so hard to get hold of lately, and they’re very specific,” the manager said. “Dad-style” hats for women also sell well, as well as Tshirts featuring either the cavern or a Texas state logo. “We’ve had a lot of success with the state branded Tshirts,” Giuttari said. “I’m not sure it would work everywhere, but it’s popular in Texas.”

What Are Your Top Customer Service Tips? How Do You Train Your Staff For The Best Customer Service?

Awell-trained staff is knowledgeable about the merchandise — and that translate into happier customers and more sales, according to Jim McMillan, store manager at Sea Lion Caves in Florence, Ore. “It’s important to be able to answer any question your customers may have about a product,” he said.

For Steve Thompson, store manager at Bridal Cave in Camdenton, Mo., old-fashioned hospitality is the key to sales. “We had an abnormally large staff this year because of the crowds, so we worked really hard to make everybody get good service,” said Thompson. “It’s important that

the park is clean, that everyone’s friendly and well rested — like if company was coming.”

Customers feel well served in a visually appealing, organized store, according to Tim Grissom, manager at Ohio Caverns in West Liberty, Ohio. “One thing we have found that makes a world of difference is keeping everything very spotless and clean,” Grissom noted. “You want to make it a good buying experience. A neat display sells a lot more than an unkempt display. If you look on that shelf and you’ve got dust, you’re not going to sell as much.”

In San Antonio, Natural Bridge Caverns Store Manager Cierra

Giuttari agreed. “You want it to be aesthetically pleasing, so people will want to come in and shop longer,” she opined. “Keep things clean and organized — especially the jewelry, so patrons don’t have to hunt around. And of course, greet people as they walk in, talk to everyone.”

Tessa Hosmer, store manager at Mark Twain Cave and Campground, Hannibal, Mo., said thoughtful conversations make a difference. “Make sure you’re listening to what they actually need or want, rather than just trying to sell them something,” she advised. “Customers should feel cared for, feel heard.” ❖

Dressing for Cave Tourism (From page 86)

At the Mark Twain Cave and Campground in Hannibal, Mo., Store Manager Tessa Hosmer is betting on mannequins to sell more women’s apparel. “Especially with certain styles, I think it’s helpful for people to see the clothes on,” Hosmer explained. “A boat neck top might look sloppy on a hanger, but if you see it on, it looks much more attractive.”

Hoodies are the store’s best-seller, especially a women’s style with a flying fish logo and a soft lining. Hats in a variety of baseball styles have also been strong in 2021. “We try to keep price points under

$35 to encourage multiple purchases,” noted Hosmer. “We have a lot of families with kids, and we’ve found that with lower price points, they’re more likely to buy something for each member of the family.”

Jewelry best-sellers include any gemstones that have meaning attached to them, like birthstones or rocks associated with the zodiac. Stainless steel jewelry from Wheeler is also a customer favorite; patrons like being able to engrave their initials on popular styles like the eternity tree. “We really appreciate this vendor,” Hosmer said of Wheeler.

Coastal and sea lion motifs are, unsurprisingly, popular across categories at Sea Lion Caves in Florence, Ore. “We did really well with clothing this year, especially sweatshirts, because it gets windy out here,” noted Gift Shop Manager Jim McMillan . “We carry a lot of colors and styles and display things so everyone can see them.” As elsewhere, those trendy trucker hats have been a particular favorite this season.

Sea Lion Cave’s 1,000-square-foot store carries a variety of jewelry, from higher end pieces costing hundreds of dollars to more affordable and children’s options. MacMillan said jewelry sold best at $50 and under. “Pricing is really key,” he explained. “But just being able to get out again, people had money to spend this year, and they were ready to shop.” ❖

Customer Service Rep Megan King of the Sea Lion Caves photographed in the gift store. Coastal and sea lion motifs are popular for the attraction.

The Jewelry Picture

Trends in Jewelry Sales at Boutiques

What’s the sparkling new trend in jewelry? For this article, boutique managers and owners took a look to discuss what is selling.

At The Ranchers Wife

Boutique in picturesque Terrell, Texas, General Manager Alexia Rowten isn’t seeing any specific big jewelry trends in the 2,500-square-foot shop. “Everything is primarily plain silver or gold. We do see an interest in clay earrings however, and cow-print, hair on hide earrings.” She said the reason behind these small trends is due to local nature of the styles. “People just see them as different and unique for the area. They’re a western look.” Glancing ahead toward 2022, Rowten said her predictions are for more classic looks. “That’s already happening going from last year to this year. I’m not really seeing unusual items coming in, I see minimalistic items, gold, silver, sleek looks. Personally, I’m looking for items that support this style, clean and light and not too much going on. I think people want something that’s classier overall and that they can wear from morning to night.”

In San Leandro, Calif., Angela Ajetomobi , manager of the 1,200-square-foot boutique shop On the Runway, is also not seeing any particular new style this year. “What we sell the most of is a wide variety of costume jewelry, not any one trend. We do sell a lot of earrings, but it depends on someone’s age and what they are looking for as to what they will buy. Some people are looking for things that are dainty or simple, while others are after a big, splashy look, the most over-the-top and longest shiniest things you can find.”

As shoppers enter the holiday season, she noted. “We are seeing more of the big diamond, chunkier style of accessories that people are seeking out as they are getting ready for holiday parties and that kind of event from now through New Year’s.”

Some shoppers are interested in alternative types of jewelry beyond the usual metallic basics, she reported. “We do see an interest in that, especially among people who have had allergic reactions to metals such as nickel. People like plastic or beaded items to avoid potential allergens.”

Ajetomobi has some predictions for 2022. “I feel like we are moving toward more classic items, but there is also a real interest in flower items. Not necessarily floral patterns but like earrings that make the wearers appear to have flowers in their ears, leaves dropping, petals dropping down from your ears. I don’t think those will stay around long-term though. People do still tend to stick to gold or silver, more simple things. But the floral idea, which I am seeing when I’m searching for new items to carry, that may stick around for the spring and summer season in 2022.” She noted that this style is often plastic with metal backing or a “foamy type of material, almost like paper mache.”

At the Heart & Hand Boutique in Ashland, Ore., Owner and Designer Elise Peters said at her 600-square-foot boutique shop, “Jewelry is our thing.

Sales Associate Anita Dauber of the store Folkways in Eugene, Ore. Handmade items are available at the store.

Jewelry, Gem and Mineral Report

We’ve been in business for 30 years and we are pretty loved, including for our jewelry.” In terms of trends, “What I have noticed recently is that people seem to be really loving simple things, single drop styles. For example, people want something like a pearl on a silk cord that almost looks invisible on the skin. It appears the gem is hanging invisibly on the neck. It’s a very understated look for women of all ages and makes a great gift.”

That said, other than the natural fiber silk versus a metal chain, the shop doesn’t do much with items created from fabric or leather. “It’s more about a simple gemstone with sterling, gold, or silk.”

Peters’ prediction for 2022 is that “meaningful jewelry” will be a trend. “People like stones and things with real meanings, amulet types of things. I can’t say I pay that much attention to popular trends, my inspiration and ideas come from my own personal wellspring. But taking in the world around us today, I think that kind of meaningful look is very appealing, I see a lot of people being engaged by that idea.”

Also in Oregon, at Folkways in Eugene, Owner Vicki Singer is all about carrying unique looks at her eclectic 1,500-squarefoot boutique. “Our store is known for having unique things that you won’t find in a department store. Like so many boutiques, we know people come here looking for things that are handmade,” she explained. With that in mind, she stressed that “We see a lot of interest in natural gemstones as well as in sterling silver items. People are looking for real items overall, there’s very little interest in costume jewelry of any kind.”

The largest trend she said she sees is a “growing interest in things that are made by hand, authentic things. For example, pearls are doing well for us, but shoppers want to make sure the pearl is fresh water, not artificially made or dyed. There’s also a lot of in-

terest in pendants with stones such as labradorite and a lot of amber is selling well this year.”

She noted that “statement pieces” are another trend. “We have a fair number of customers who are going to a wedding or something like that, and they are looking for a statement piece, something dramatic in silver or a gemstone that will show off the dress they are wearing. We sell a lot of jewelry that would accessorize an outfit.” According to Singer, “People do also come to us just for a jewelry purchase, but a lot of the time, they’ll be looking for a blouse or a dress and then a jewelry piece that will put the outfit together.” Another trend she’s witnessed is a growing interest in rings. “Rings are very big this year, but mostly sterling. I am not sure why.”

Singer said shoppers are not particularly seeking out alternatives to metal jewelry. “No, I haven’t seen any interest in leather or fabric items. We do have some soft leather cords for jewelry, but I think people believe they just don’t feel as nice as metal. Last year was so hard, people want to feel good and beautiful now, and leather or string or fabric of any kind just doesn’t feel as good as silver or gold.”

Looking forward to 2022, Singer predicted that whatever trends occur will really relate to whatever else is happening in the world. “Here in Eugene, a lot of things are opening now, symphony, opera, plays, ballet. If that kind of event continues in person, a lot of our customer base attend these special events, and as even more events pick up again, I expect more show pieces to sell in terms of jewelry. Last year when people couldn’t attend these kinds of things there was less interest.”

Summing up: as the pandemic restrictions appear to lessen and customers are even more focused on looking their best, jewelry sales are strong and though trends may differ, come 2022, jewelry will still be a shining star in the retail environment. ❖

Owner Vicki Singer of Folkways. Jewelry featuring natural gemstones and sterling silver are selling well for the store, Singer said.

Gem and Mineral Stores: Trends in Jewelry

Jewelry is forever personal and subject to flights of fancy, although there will always be mainstays. For this article, four gem and mineral stores in different states revealed what is trending in their area with a nod to the tried and true.

Metallic-looking hematite and brownish-red carnelian are currently in vogue at Spirit Quest Rock Gem & Mineral Boutique in Spring, Texas. Known as a grounding gemstone, hematite never really falls out of favor, according to Store Manager Cassie Rabroker . “People have always liked hematite for its protective qualities but lately I’ve noticed interest in it has really grown. Anything protective, literally anything that wards off bad energies – it doesn’t necessarily have to be hematite – people are into wearing lots of protective and soothing things these days.”

Meanwhile, Rabroker said carnelian has gotten a big boost from social media. “For us, carnelian is carnelian. It’s always been a great stone with lots of different energy centers but as far as it all of a sudden being a hot, hot item, well, it’s because it blew up on the internet.” As a result, carnelian jewelry is moving pretty quickly at Spirit Quest Rock Gem & Mineral Boutique which is headquartered in a 125-year-old house. Good customer service lies behind robust sales. “It’s key. If you’ve got great customer service you have a good vibe and it resonates with people.”

Spirit Quest’s demographic skews female starting with girls aged 14 or so on up to 60-year-old women. Robroker attributed their shopping habits to an awakening interest in spirituality. “Spirituality is trending right now. I hate to say it like that but it’s true. It’s great for stores like ours though!” she concluded.

Silver necklaces featuring turquoise stones are

popular at Palm Springs Rock Shop in Palm Springs, Calif. It might be a West Coast thing but Store Manager Christian Valadares notices a lot of women wearing this kind of jewelry. “It seems to be a common preference because the stone is very attractive.” Although women of all ages enter his approximately 1,500-square-foot shop to browse the jewelry selection, it is the 30-year-olds who are particularly drawn to the turquoise pieces. He said he is not sure why.

Palm Springs Rock Shop relies on various forms of social media to get the word out about its jewelry and other items. “We take advantage of as many social media outlets as we can,” said Valdares. He also stressed

Continued on page 94

A jewelry assortment from the Dave’s Down to Earth Rock Shop inventory. Stretch bracelets are currently popular at the store.

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

Jewelry, Gem and Mineral Report

Gem and Mineral Stores (From page 92)

the importance of good customer service to increase sales. “We take the time to explain the origin of all the gems and minerals in our store. People want to know.”

Affordable jewelry dominates the selection at Allen’s Treasure House in Tucson, Ariz. The 1,000-square-foot store caters to rock, gem and fossil enthusiasts in addition to carrying an eclectic mix of merchandise for anyone with a penchant for Southwestern arts. “The kind of jewelry we most commonly sell here is the relatively inexpensive variety such as pebble stone on a cord or stone bead bracelets. We also have some rings made of base metal and pebble stone,’ said Owner Steve Allen . His primary demographic are visitors coming to town who represent all ages across the spectrum. While some are buying pebble stone jewelry for themselves, Allen gets the sense many are buying items to take home as gifts.

In order to sell more jewelry, Allen suggested placing pieces as a convenient viewing height for customers. “Avoid, if at all possible, positions that are either too low or two high.” He also recommended pay-

ing strict attention to how lighting is installed and/ or where display cases are placed. “Beware positions that reflect glare back at the viewer who is attempting to look into a showcase!” Finally, he said that resting items against an opaque surface increases visibility

What Are Your Top Jewelry Display Tips?

Giving customers ready access to jewelry helps Spirit Quest Rock Gem & Mineral Boutique in Spring, Texas, to sell more. “We have our jewelry on stands which people can easily turn and see,” said Store Manager Cassie Rabroker

Lighting is key at Palm Springs Rock Shop in Palm Springs, Calif. “It makes a big difference on the pieces of jewelry themselves. Lighting determines if someone is going to notice them or walk right on by,” said Owner Christian Valadares

Sales goals factor into the jewelry display decisions made at Allen’s Treasure House in Tucson, Ariz. Owner Steve Allen is keenly aware of how placement, lighting and background each play a role in show-

ing jewelry to its best advantage. “However, since I mostly deal in lower end tourist-oriented pieces featuring pebble stone, it makes more sense for me to focus on high-accessibility and high-visibility locations,” he said.

Regularly switching up and freshening displays works wonders at Dave’s Down to Earth Rock Shop in Evanston, Ill. “Every couple of months, we’ll move things around,” Store Manager Gordon Francis explained. “People who have been coming in for a while will say they haven’t noticed something but we’ve actually had it all along. And it’s just because we moved it.” ❖

From the Dave’s Down to Earth Rock Shop inventory: an aquamarine bracelet, a clear quartz necklace, and a tanzanite necklace. Moving displays around regularly helps merchandise get noticed, according to the manager.

Steven Allen, owner, Allen’s Treasure House in Tucson, Ariz. Pebble stone and stone bead jewelry sells well for the 1,000-square-foot store, according to Allen.

of the jewelry. “In many situations, black velvet is an excellent choice. However, for lower end tourist-oriented items, this may not be as critical, and it may be better to focus on high-accessibility and high-visibility locations,” he concluded.

Stretch bracelets are enjoying a moment at Dave’s Down to Earth Rock Shop in Evanston, Ill. “They’ve been very popular within the last year – specifically, carnelian bracelets. People have been wanting a lot of those,” said Store Manager Gordon Francis . The 2,500-square-foot retail space has also been riding a wave of interest surrounding hematite rings initially spurred by TikTok videos.

Dave’s Down to Earth Rock Shop is unique in that houses a free museum in its basement. It mainly features the owners’ private collection of fossils. “We get a lot of families coming to see it,” explained Francis. While some family members head downstairs, others – primarily women – will stop to examine the jewelry offerings displayed on the main level retail space. “Word of mouth plays a big role in terms of jewelry sales. We’ve also been doing more Instagram posts and featuring jewelry on our website which has helped as well.”

An ammonite pendant from Dave’s Down to Earth Rock Shop. Word of mouth plays a big role in jewelry sales, the manager said.

Manager Gordon Francis of Dave’s Down to Earth Rock Shop photographed outside of the store. The store houses a free museum in its basement of a fossil collection.

An amethyst stalachtite at Dave’s Down to Earth Rock Shop. The 2,500-square-foot store is seeing interest in hematite rings.

Candles and More: Merchandise at Bath and Body Stores

By Sara Karnish

Scented merchandise and candles serve a dual purpose for customers at bath and body stores. The products lend a bit of everyday extravagance with their aromatic fragrances and lush textures. Most of the small-batch, handmade products are made with gentle, natural ingredients that provide much-needed relief to customers with skin conditions like eczema, psoriasis, and other sensitivities.

Lisa Miller , owner of Forever Clean Soap Works in St. Joseph, Mich., said their biggest sellers are their Shower Steamers, which she described as “a little head-clearing tablet of goodness”, made with mint, eucalyptus, and menthol. “It’s similar to a bath bomb. When the steam from the shower hits it, everything clears up. They sell well because word got around that they’re awesome. Not only are they good for opening up your sinuses due to allergies or a cold, they just give you a little boost in the morning.” Customers are more mindful of what they put in and on their bodies. “I think people are looking for more natural products. They’re getting away from detergents and chemicals that are in so many products. We can pronounce everything that’s in our products,” Miller said.

Amanda Beam , store manager at Pocono Soap in Stroudsburg, Pa., said their best-sellers are their handcrafted soap and soy candle collection. “They sell well for us because we make them ourselves, offer them in many scents, and tailor our branding and scent selection to our local tourism industry,” she explained.

Matthew Williams , who co-owns Mount Royal Soaps in Baltimore, Md., with partners Samantha Illes and Patrick Illes, said, “People love our bar soap and candles because they smell so good. We use lots of essential oils and fragrances which aren’t overpowering to give you a headache. Our shampoo and conditioner bars are also very popular because they are an innovative, zero-waste product. They come in a metal tin and last as long as a 16-ounce plastic bottle of shampoo would, minus the plastic!”

Holly Rutt , founder and creative director of The Little Flower Soap Company in Chelsea, Mich., said

small stocking stuffer-type items like lip balms and certain soaps are in demand during the holiday season. “People are looking for small gifts, and they don’t just buy one—they might buy 10 or 12,” Rutt said. “Anything small and in that price range [grab and go items] is an easy purchase.” Little Flower has a retail store,

Continued on page 98

Sales Associate Liz West of Pocono Soap, photographed with a display. A strategy of full displays of tiered merchandise works well for the store, according to the manager.

Soap and Candles

Candles and More (From page 96)

but Rutt pointed out they do most of their business through their online store and sites like Etsy.

Vegan soap and solid shampoo and conditioner are among the top sellers for Cream City Soap Company in Wauwatosa, Wis. Anita Hero , co-owner of Cream City with her son Alex, said, “Our customers are very excited about the solid hair products for a few reasons: the formulation is very gentle, they are free of sulfates and safe for color treated hair, they are Ph balanced, compact and easy to travel with, and most of all, they require no plastic bottle. Our customers are very concerned about single use plastics, and try to avoid them if possible. A desirable characteristic of all our items is that they are scented with naturally occurring essential oils. Very few people dislike the scent of essential oils. But many find artificial smells overpowering, and sometimes suffer from headaches or stuffiness when in their presence.”

When merchandising scented items, appeal-

Continued on page 100

Trends in Candle Sales

Scented merchandise appeals to all of the senses, not just our sense of smell. Candles are an important segment of the scented merchandise category. Although not applied directly to the body, candles play a starring role in the practice of self-care. They help set a mood and the proper tone for a certain mindset. And their fragrances, natural ingredients, and associated “good for you” properties also contribute to their ongoing popularity.

Like other scented merchandise items, candles made from natural ingredients are currently trending, said Amanda Beam, store manager, Pocono Soap, Stroudsburg, Pa. “There is a trend in candles toward more natural waxes such as soy and coconut blends as opposed to paraffin wax. These cleaner burning candle options have become very appealing to customers with an eye on the ingredient list of the

products they bring into their home. Candle packing continues to trend toward minimalist and ‘Instagram worthy.’ Customers are loving glass jars with clean looking, simple labels. Candles packaged in small black or colorful tins are also growing in popularity.”

Lisa Miller, owner of Forever Clean Soap Works in Saint Joseph, Mich., is also seeing a shift toward soy-based candles. “The soy candles have less soot, burn cleaner, and burn for a very, very long time. They’re trending because they burn cleaner, and cooler, so you’re less likely to burn yourself if you get the wax on you.” Alex Hero, co-owner, Cream City Soap Company in Wauwatosa, Wis., said, “We don’t focus on trends. We just focus on making the best candles.”

Candle sales and certain fragrances tend to be seasonal.

Holly Rutt, founder and creative director of The Little Flower Soap Co. in Chelsea, Mich., said people buy more candles during the fall and winter months. “It gets darker earlier. Everyone wants to have a cozy home. Definitely pumpkin spice—we sell that a lot. Our competitors sell a lot of it. And Frasier fir, a Christmas tree scent, is popular,” she explained. ❖

Cinnamon Buns soy candles are available at Forever Clean Soap Works in St. Joseph, Mich. The business’ owner said she is seeing a shift toward cleaner-burning soy candles.

Store Manager Amanda Beam of Pocono Soap. This Stroudsburg, Pa., store tailors its branding and scent selection to the local tourism industry.

Soap and Candles

Candles and More (From page 98)

ing to the senses is key. “It is best to use what I call an ‘organized abundance’ merchandising mindset,” Beam said. “While some lines sell better with just one or two pieces on display, I find that scented items sell best when there is both ample inventory and scent selection available. Customers are drawn in by beautiful packing that fits the story of the store selling them. I love to create layers by stacking candles or soap to draw the eye to read all the product names, all while garnering desire to smell them! Once you can get customers to start smelling, you’ve succeeded.” Williams said, “We love having displays that show verticality and are tiered. We also make sure our displays are always full of product. Our approach is to give the display dimension and look plentiful.”

Never underestimate the appeal of packaging when merchandising items. The entire product— wrapping included—has a huge impact on sales. “We use something that looks like an egg carton for our soaps. I get them from Sustainable Packaging. They’re pressed cardboard, and people just love the look of it. The packaging draws a lot of customers, especially if they’re giving the items as gifts,” Miller said. Rutt makes up 4-by-4 shelf tags with the top two to three bullet points about each item. “I work with a lot of gift shops selling wholesale, and I also suggest this to the gift shops who buy from us,” she said. “For instance, for our Muscle Rescue Balm, it might say ‘It’s an allnatural Icy Hot’ on the shelf tag.” Based on its description, a female shopper may think it’s the perfect gift for her husband to use after playing sports or working outside. (Rutt’s husband, a medical doctor, develops their product recipes. Among other responsibilities, Rutt handles marketing and order fulfillment).

Hero suggested keeping displays simple: “We have about five or six choices of scent for each product, ex-

cept for the soap, which has 15. We are located in a cozy stone cellar with very pleasant lighting, so people like the vibe of the place from the moment they step in. And then the scent hits them,” she said.

Retailers are noticing specific trends besides the general shift to handmade products with natural ingredients. “Shampoo bars are the biggest trend for us lately,” says Miller. “We don’t make the typical shampoo bar—we recommend using our own body bar for shampoo, so it’s like bar soap for your hair. People are trying to get away from having so many bottles in the shower—that’s a big all over trend.

Soap from Forever Clean Soap Works. The store uses packaging that makes their products ideal gifts.

Production Manager Tina Matauic of Pocono Soap, photographed with bath bombs and other merchandise. A handcrafted soap and soy candle collection is a best-seller for the store, according to the manager.

They’re trying to use less plastic, so they’re leaning toward the shampoo bars.” Williams pointed out candles and soaps seem to be more popular than ever. Customers are drawn to the authenticity and purity of the products’ natural fragrances and ingredients, preferring them over the mass-produced body care items found on most store shelves. Beam said, “An overwhelming trend in scented merchandise are items that promote positive energy such as Chakra, zodiac, moon phases and crystal themed items. Customers love to purchase these items for themselves, and they also make fantastic gifts. Aromatherapy items continue to trend as well.” Sometimes trends are a bit surprising. “I’m surprised at the popularity of our hibiscus rose geranium soap, and also oatmeal lavender sage,” Rutt said. “Sage and geranium are the key— [those ingredients] are trending a bit.”

The core customer demographic for small-batch, handmade bath and body products is shifting, as well. Women aged 20-45 are no longer the largest consumer market. “There seems to be a trend where the general public is interested in slow, handmade body care products,” Rutt explained, citing an interaction with two young contractors working in her home who struck up a conversation with Rutt about her business. She said, “These were guys you would not think would be into these things, but they knew what essential oils were, so the awareness is there. It costs a little more to have these things, but they’re worth it, and not just women are into it. My target customer was once women my mom’s age, but now it’s everybody.” ❖

Red, white, and blue soap from Forever Clean Soap Works. Customers are looking for natural products, according to the owner.

Top Tips to Sell More Gifts at Waterparks

By Karen Appold

When looking to sell more gift items, Ron Gustafson, director of marketing and public relations at Quassy Amusement & Waterpark in Middlebury, Conn., seeks out merchandise that will sell across demographics, such as tie-dye T-shirts sporting the park’s logo on the front. Kids like bright colors such as pinks and bright blues; the Hispanic market—a growing demographic—gravitates toward red, white, and blue; and silver and black works well for adults. Moms like to buy matching shirts with their daughters.

Michael Hays , general manager at Epic Waters Indoor Waterpark in Grand Prairie, Texas, wants guests to feel like they receive more value with their purchase. “We have found great revenue growth integrating more retail items with our daily admissions,” he said. “Coupling towels, Tshirts, and other keepsakes with admission tickets has helped grow our retail revenue by more than 60 percent year-over-year.”

A tip from Michelle Phy , revenue manager at Alabama Adventure and Splash Adventure in Bessemer, Ala., includes creating outfits and displaying items together so guests don’t have to look around for matching items. The two shops are 1,680 and 1,350 square feet.

Staff at Wet ‘n’ Wild Las Vegas are encouraged to not stand behind the counter unless a sale is being made. “They should be out on the floor, promoting products,” said Johnny Swager , manager of guest services and admissions. To boost gift item sales, Christine Simon , manager of retail, games, and attractions at Six Flags Great Escape Resort in Queensbury, N.Y., asks staff to create eye-catching, monochromatic displays that include promotional products or “this just in” items. Sim-

Johnny Swager, manager of guest services and admissions, Wet N Wild Las Vegas in Nevada. Swager said store employees are encouraged to be out on the sales floor promoting products.

Waterpark Gifts and Souvenirs

ple signage that is easy to read and doesn’t distract from products works well.

Choosing New Merchandise

Gustafson finds that tried-and-true merchandise like shot glasses are sure to be winners. “People still collect shot glasses, so we have different ones every year.” A wooden roller coaster shot glass featuring the park’s logo was a big seller.

When surveying guests, Hays found that more than 70 percent were first-time visitors. “It’s important to assist each guest in commemorating their visit with us,” he said. “We ensure that we have a good mix of items featuring our logo in our shop. This is especially important as shipping delays have caused low inventory on certain items. Think ahead during your busy time of the year.”

Swager said branded products will entice guests to reminisce about their visit. His best-sellers in this category are souvenir towels and plastic cups. Each year the towel is changed to entice guests who visit every year to buy one. Souvenir cups are also changed annually. This sturdy 32-ounce

cup features two layers, a lid, bendable straw, handle, and logo.

Waterproof phone cases are another item that work well for logos. There’s a logo on the pouch and on the strap worn around the neck. By being able to protect their phone, guests can use them in the park—taking photos and videos to make memories, Swager said.

Providing Great Customer Service

Customers like when you offer to help them. So when a staff member at Quassy Amusement & Waterpark sees someone trying to find a certain size, Continued on page 104

Cups promoting the free drinks offered at Alabama Adventure and Splash Adventure. Team members are taught the L.A.S.T. method of customer service problem solving. The acronym stands for listen, apologize, solve and thank guests for their time.

An accessories display at Alabama Adventure and Splash Adventure in Bessemer, Ala. The attraction has two gift stores.

Waterpark Gifts and Souvenirs

Top Tips to Sell (From page 103)

they should ask if they need help and then check in the back for it. “Don’t let sales slip away,” said Gustafson, who noted that the store has limited space so staff try to stay on top of replenishing merchandise.

Having a price tag on every item is also key. “Nothing aggravates me more than to pick up an item and find that it doesn’t have a price on it,” Gustafson said. Employees use a sticker labeler to mark every item.

When Do Shops Get Busiest?

Morning, noon, or night— what’s the busiest time at a waterpark’s gift shop? For Ron Gustafson, director of marketing and public relations at Quassy Amusement & Waterpark in Middlebury, Conn., it depends on who is visiting. If a large church group visits, for example, guests typically hit the gift shop midafternoon. On the other hand, a camp or school group often waits until the end of the day to frequent the gift shop. Others may come to the shop right away if they forgot a beach towel or sunscreen. If an item is hot, such as $10 62-inch inflatable aliens by Rhode Island Novelty, kids will grab them right away—as they fear they’ll sell out.

If it’s a typical day, the flow in the shop is fairly steady. “Most people don’t want to lug stuff around all day long; earlier shoppers will buy smaller items that they can put in a bag or purse,”

Gustafson said. “Guests tend to buy larger items, such as wrapped glassware, later in the day so they can leave with it.”

Michelle Phy, revenue manager at Alabama Adventure and Splash Adventure in Bessemer, Ala., said the emporium rents wagons, strollers, and wheelchairs in the morning—making that the shop’s busiest time. “We will staff an extra person just to help with this rush and then move that employee to another location where guests check in for their cabanas,” she said.

Name-dropped toys at Alabama Adventure and Splash Adventure. The attraction’s revenue manager said the operation staffs an extra person for the busy wagon, stroller and wheelchair-rental morning rush.

For Johnny Swager, manager of guest services and admissions

at Wet ‘n’ Wild Las Vegas, guest visits to the shop are pretty consistent throughout the day. ❖

Facing the camera on a ride were Johnny Swager, manager of guest services and admissions, Wet N Wild Las Vegas in Nevada, and General Manager Justin Lucore. Souvenir towels and plastic cups are best-sellers in the branded products category, Swager said.

When asked why an XL or XXL apparel item costs more than smaller sizes, staff explain that the shop has to pay more for larger sizes. “The customer should be told why,” Gustafson said. “Never respond that you don’t know. Staff know to contact the main office to get an answer when needed.”

Hays asks guests open-ended questions and listens to their responses, which makes them feel as if they’re truly being listened too. “Don’t be afraid to receive a negative response,” he said. “Embrace the opportunity to make it right. If a guest feels as if you’ve listened to them and you have taken the time to address their questions, more often than not, they will feel respected and will become a fan.”

Every team member at Alabama Adventure and Splash Adventure is coached on how to welcome guests and make conversation, such as pointing out an item they like or telling guests what is new for the season.

When ringing up a sale, a team member is required to read back the order to the guest to ensure the correct items are being rung up. In case there is a problem with the merchandise or rung-up order, team members are taught how to use the L.A.S.T. method (listen, apologize, solve, and thank the guest for their time). “These methods work well because team members are actively involved with guests,” Phy said.

Like Phy, Swager said it’s also important to listen to guests. “Listen to what they have to say, including complaints and problems, and resolve them quickly and efficiently to their satisfaction,” he said. “Ongoing training and support is huge. Promote an environment in which staff shouldn’t be afraid to ask questions.”

To provide great customer service, Simon said the shop uses the 10/5 approach when interacting with guests. If a guest is 10 feet away, staff make eye contact

and if a guest is five feet away, staff greet them. “Listen to guests as they shop,” she said. “Many times I will overhear a conversation or comment, and even if the guest isn’t directly asking me a question, I take initiative and approach them.”

Ideal Customers

The ideal customer is one who feels that staff members have exceeded their expectations at the end of their stay. “You can do this with an unexpected gesture or personalized experience, which makes a regular stay become a lasting memory,” Hays said. “Noticing that it’s someone’s birthday, anniversary, graduation, or some other celebration gives you an opportunity to take your service to another level. Don’t let those opportunities pass by without action.” The 1,500-squarefoot shop generates around $800,000 annually. ❖

Various types of drinkware on display at Alabama Adventure and Splash Adventure. Skills store staff members are trained for include how to welcome guests and tell them what is new for the season.

’Tis the Season for Gift Sales to Surge at Museum Shops

By Karen Appold

With the holidays upon us, guests will more likely be buying gifts for others. So how can museum shop owners, managers, and buyers take advantage of this, and increase gift sales even more? One way to do this is to find out what sells well at other shops, and then determine if that item or a similar concept might appeal to your customer base.

For Rachel Bendele , operations and gift shop manager at Sable Points Lighthouse Keepers Association in Ludington, Mich., lighthouse models and ornaments by Beman Design Concepts sell well. The models are custom made replicas of the association’s lighthouses—the larger ones light up just like the lighthouses they represent. “These items make great gifts for any lighthouse enthusiast, people on vacation who want a souvenir to remind them of their visit, or those who are celebrating a special moment at a lighthouse,” she said.

T-shirts, another good seller for Bendele, are excellent conversation starters and magnets are an inexpensive and easy option for shoppers with limited packing space.

Kali Ellis , gift shop manager at Ocean Star Museum in Galveston, Texas, said Dynasty Gallery Glow Sharks are popular because they’re unique and glow in the dark. Ganz Assorted Car Charms are also all the rage because there’s a great variety to choose from; they can be used not only as car charms, but also as key chains or something else.

Capiz Shell Boxes by Kubla Craft come in many different sizes and feature a variety of nautical artwork such as turtles, sea birds, sharks, dolphins, and more. They’re popular because you can place secondary gifts inside of them, if gift giving, and they’re great for jewelry and trinkets, Ellis said.

Pierce Arrow and Manse Collectable ornaments produced by Chem-Art in Lincoln, R.I., the same

company that produces exclusive White House ornaments, fly off the shelves at the Woodrow Wilson Presidential Library & Museum in Staunton, Va., said Lissa Dod , gift shop manager. These three-dimension-

Continued on page 110

Woodrow Wilson Library and Museum’s CEO and President Robin VonSeldeneck. Guests are motivated to buy Bridgewater Candle Company of Spartanburg, S.C.’s candles by the business’ donations to Rice Bowls, a non-profit children’s food relief program.

al gold-toned ornaments come in two styles—the Pierce Arrow Presidential Limousine circa 1919 that still runs (the oldest running presidential limo in the U.S.) and the Manse, which shows President Woodrow Wilson’s birthplace.

Guests are motivated to buy candles by Bridgewater Candle Company in Spartanburg, S.C., which donates to Rice Bowls, a non-profit organization that provides food for children in orphanages around the world, Dod said. Each candle purchase provides a child with three meals.

Savannah Grace Cheese Straws, produced in West Point, Va., makes classic southern cheese straws in a variety of flavors, including traditional, taste of the bay, hot and spicy, rosemary, and smoky bacon. “They make a great souvenir for guests to taste what the south is all about,” Dod said.

For Blue Anderson , director of retail at Columbia River Maritime Museum in Astoria, Ore., gift food items continue to be

How to Help a Good Employee Become Great

There are many ways to make a decent employee into a superstar. Rachel Bendele, operations and gift shop manager at Sable Points Lighthouse Keepers Association in Ludington, Mich., observes staff members and quickly learns where they struggle. Then, she works with them in that area to build confidence.

“Be consistent with policies and employees, and let them know that they each serve as an important part of your business,” Bendele said. “Let them be involved in creating displays and moving things; it helps build their confidence and makes them feel included. They will try harder to sell items they’ve highlighted.”

After a new staff member has experienced a few seasons on the floor and gets to know customers pretty well, Blue Anderson, director of retail at the Columbia River Maritime Museum in Astoria,

Ore., said staff can start selecting merchandise. “They can learn the best ways to merchandise it, teach other employees about it, create mini-promotions around it—basically ‘own’ it like a store owner would,” she said. “This gives them a great sense of why we buy, our colors and styles, and how much of an item should be purchased. It helps them understand why we can’t carry everything every day, and just because we love a maker, our customers might have quite different taste.”

Lissa Dod, gift shop manager at Woodrow Wilson Presidential Library & Museum in Staunton, Va., keeps employees abreast of new merchandise. “Communication is key,” she said. “I email staff at least once a week about new items, changes, and so forth.”

Kali Ellis, gift shop manager at Ocean Star Museum in Galveston, Texas, makes sure that ev-

eryone is fully trained and makes herself available for employees’ questions. “I want everyone to feel secure and confident in their positions and be knowledgeable about the shop,” she said.

‘Tis the Season (From page 108)

An apparel and gift display at the Big Sable Point Lighthouse. The store’s displays are modified based on appeal, inventory, and sales.

Operations/Gift Shop Manager Rachel Bendele of the Big Sable Point Lighthouse Gift Shop in Ludington, Mich., photographed holding an ornament. Bendele observes staff members to learn the areas where they are stuggling, and then works with them to build confidence in these areas.

strong, especially locally made jams, candy, and jerky. “We have a strong tourist market almost year-round, and they still like useful gifts—things people can use or eat—to bring to their coworkers, pet sitters, and grandkids,” she said. Local food products convey a feeling of the region.

Mid-priced local artisan jewelry with a marine theme also sell well for Anderson. Necklaces priced under $400 continue to do well, especially jellyfish and octopus images. Sterling silver remains the metal of choice for customers, despite experimenting with other metals. The shop also sells a tremendous amount of Wild Pearle (A.T. Storrs) that are pre-gift boxed and priced from $15 to $30, again with the marine theme. The main gift shop is 1,500 square feet; a highseason pop-up shop is about 800 square feet.

Tips to Sell Gifts

Another way to boost gift shop sales is to learn what strategies work well from others. A few tips from Bendele are to watch for things that aren’t selling well and highlight them to get them moving; position size stickers on merchandise so that when it’s folded guests can easily see sizes; and listen and observe guests and gather feedback from your staff.

While this may sound like a no-brainer, Anderson said that being open when your customers want to shop, not when you want to be there, is important. “If you’re in an area that attracts visitors on the weekends, then be open on the weekends,” she said. “Test your area’s traffic trends—your local chamber of

Continued on page 112

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Manager Lissa Dod of The President’s Shop at the Woodrow Wilson Presidential Library and Museum in Staunton, Va. Dod manages the shop and its six employees, and also handles the buying and displays.

Visitor Services employees Brittany Pellerin and Muriel Jensen, posing with Mt. Hope Marionberry jam. The merchandise in this display fixture produces over $100K a year in sales at the Columbia River Maritime Museum in Astoria, Ore.

Special Gifts Section

‘Tis the Season (From page 111)

commerce may have recent statistics. If they show an uptick on Mondays and you’re closed, for example, you may want to adjust your days accordingly.” The shop garners between $700,000 to $1 million in sales annually.

When looking for new vendors, Anderson checks on Faire.com. “The global shipping issue has opened up the door for many smaller local makers who may not be dependent on supplies from overseas,” she noted.

Dod will move an item up to three times. “This is a tried-and-true method that inevitably will sell merchandise,” she said. The shop boasts 992 square feet and garners approximately $50,000 in annual sales.

Creating Displays

Making attractive displays is another way to get gifts noticed and sold. Dod uses props such as fake food to create eye-pleasing displays and clear verbiage regarding merchandise. She also incorporates the seasons with displays. Anderson, who creates displays at her shop, said, “Store visuals expand the stories of exhibits. Effective displays are often a marketing tool rather than an expression of artistic talent, because we want people to visualize items in their own spaces, with how they might use colors or themes to express themselves.”

Sable Points Lighthouse Keepers Association shops are staffed by rotating volunteers on a weekly basis, some of whom help create displays. Bendele modifies displays based on appeal, inventory, and sales. The association has four gift shops, one at each of its lighthouses, and a popup booth in a boutique downtown. Sizes range from 200 to 1,000 square feet. Annual sales are around $500,000. ❖

Photographed holding popular ornaments, Christian Vames, a business major at Bridgewater College in Bridgewater, Va., is working at the Woodrow Wilson Library and Museum’s store as a semester-long internship.

Volunteer Lighthouse Keeper Pam Ruiter of the Big Sable Point Lighthouse. The Sable Points Lighthouse Keepers Association has four shops, one at each of its lighthouses.

A view of the sales floor at the Big Sable Point Lighthouse store. The Sable Points Lighthouse Keepers Association also operates a pop-up booth at a downtown boutique.

Great Ideas for Gifts Pharmacy and Hardware Store Trends

By Sara Karnish

Pharmacies and hardware stores strive to carry items that make customers’ lives a little easier. This extends into the gift-giving space. Many of these niche retailers stock a wide assortment of gifts for all occasions. Customers in small towns or rural communities can find everything they need in one place, and customers looking for a unique gift, whether for themselves or someone else, can likely find it in a pharmacy or hardware store’s gift section.

It makes sense for pharmacies and hardware stores to stock gifts. Busy customers can just pick up a gift while they’re running errands rather than travel to several stores, sometimes going miles out of town. “In our small town, there are not a lot of places to shop. Our store was formerly Yarber’s Drug Store, and it was known for their gifts, baby items, and bridal registry. This was the place to come,” said Stacy Credille , pharmacy manager at Square Pharmacy and Gifts in Belmont, Miss. After a few ownership transfers, the store reopened as Square in May 2020 during the COVID pandemic. “We tried to bring back the gifts and the wedding registry. We’re slowing adding in the things people want to see.” Credille includes Bridgewater Candles, Fingerprint Pottery [a Pontotoc, MS-based company], and Tab Boran Pottery among their best-selling gift lines. “Pottery is real popular in the South. People love to give it as gifts,” she said, adding, “Customers want to support local companies. Things popular for wedding gifts, and sympathy items sell well.” Jill Werner , co-owner of Werner Hardware & Gifts with her husband Tim (a third-generation owner) in Humphrey, Neb., said, “Memorial-type gifts and inspirational gifts are our biggest sellers. We’re known for doing memorial-type arrangements. Nativities, religious statues, and floral arranging with artificial flowers are our top three gifts.” Their gift department is a natural fit with their paint section: “We sell paint at our store, and it all ties in. When I help a customer pick out their paint, I’ll tie in an arrangement or picture to help the paint stand out. We really

Continued on page 114

From left to right, Gift Buyer Kim Johnson and Gift Buyer and Gift Manager Angie Alonge, of Pemberton Pharmacy & Gift. Jewelry is the store’s biggest gift seller, Alonge said.

Special Gifts Section

Great Ideas for Gifts (From page 113)

carry everything from the cradle to the grave. We’re in a very small community, so we have to do it all.” Werner added, “You have to do everything you can to stay afloat in a small town [Humphrey has a population of 750 residents]. It was something I was told I was good at—arranging and putting things together. The main thing is it was a great fit for our paint section and the expertise we work with. We worked hard to bring in gift lines.” Werner’s measures 6,000 square feet, including the hardware section.

Customers at Pemberton Pharmacy & Gift in Salisbury, Md., are often surprised to come in for a prescription and find gifts that can rival the most high-end gift boutique. “We are a little different from pharmacies that sell gifts,” said Angie Alonge , Pemberton’s manager/buyer. “We are definitely a high-end gift boutique that caters to the women’s demographic. That said, our biggest seller in gifts would be jewelry, and more broadly, any accessories—scarves, perfumes. We sell Bare Minerals makeup, which is a huge seller. We sell a lot of fragrances. Inis has been a huge seller ever since we brought it in. From there, it would be our baby stuff. We have in-house monogramming, so blankets, bibs—anything that can be embroidered sells well for us.” Alonge said the store’s owner/pharmacist

wanted to bring the boutique pharmacy concept from his hometown of Philadelphia to his new home when he relocated to the Salisbury area. “The owner’s wife was into interior design, so they teamed up and opened a boutique pharmacy. People walk in and say, ‘Whoa’. We bring something different to the area. When you think boutique, we are the very epitome of a boutique.” Alonge said Pemberton has won several “Best of” awards over the years.

Patrick Mede , owner of Ulmer’s Drug & Hardware in Homer, AK, said the gifts in their 33,000-squarefoot store are meant to appeal primarily to their strong summer tourist population. “Our best-sellers are generally our customized postcards from Lantern Press and local artists. We sell thousands of them every year. They have a great assortment of relevant Alaskan images to choose from such as eagles, bears, fish, whales, mountains, et cetera. We even created a custom image of our town’s landscape that is by far our most popular design,” he said. “These images also do well on coasters, mugs, and magnets. Tourists love hyper-local art on an affordable product, so postcards seem to be a part of most every purchase.” He added, “Our other top sellers are customized Alaskan T-shirts and sweatshirts.

Continued on page 116

Inis products on display at Pemberton Pharmacy & Gift. Bare Minerals makeup is also available at the store.

Outdoors-themed gifts on display at Ulmer’s Drug & Hardware. A custom image of the town’s landscape is by far the most popular design for merchandise, the store’s owner said.

Special Gifts Section

Great Ideas for Gifts (From page 114)

We have several vendors but one that stands out is a local Alaskan artist named Ray Troll. They’re creative and have a great look to them. Again, local art seems to outsell the standard generic gift items that can be found in every store in Alaska.” Mede said by expanding and remodeling the store’s toy section, it has expanded their customer base: “Toys bring kids who in turn, bring their parents. We want their parents to shop the entire store. They are either coming in for a specific product and can let their kids play in the toy area or they are coming in for a toy and can explore other products at the same time. Either way, those are the customer interactions we are targeting. Gifts are the same theory, just with tourists. Come for the gifts/ souvenirs and stay for all of the other items you may

How Do You Sell More Toys?

Toys are gifts in themselves. Pharmacy and hardware store owners that carry toys in addition to gifts promote their toy departments in various ways.

“We carry the Melissa and Doug toy line. They sell themselves because it’s such a great line. We keep it fresh by continually adding their new stuff every season—that helps things to sell because everyone is looking for the new stuff. Same thing with Jellycat adding the new keeps it fresh, keeps it selling. We have people who collect Jellycat and come in for the new stuff,” said Angie Alonge, buyer and gift manager at Pemberton Pharmacy & Gift in Salisbury, Md. “I go back to the artful displays—have things that are appealing with the ways they are displayed.”

Patrick Mede, co-owner of Ulmer’s Drug and Hardware in Homer, AK, said they recently remodeled the toy section so the entire area is a safe, welcoming space for their youngest cus-

need on your Alaskan vacation.”

Because customers are not necessarily in a pharmacy or hardware store to buy a gift, proprietors use creative merchandising techniques to display their items. “Every little display we have tells a story,” Alonge said. “When we’re merchandising, we do vignettes of items and colors. Right now we’re decked out for the holidays. We kind of incorporate what’s trending into our displays and will group ‘like’ items rather than a single icon. For instance, we have a huge coastal section, and we might arrange a display showing Swig tumblers and beach towels, and this will say to the customer, ‘Here is everything you need for a day at the beach.’”

Mede said, “We create several specific aisles near the cash registers to highlight the gifts during the summer season. You need a couple of high-priced, eye-

tomers. “As a community hardware/pharmacy, we are blessed to be a regular stop for our customers. For the past five-six years we have committed more and more space to our toy department. Recently, we moved our toy section to a carpeted corner of the store to allow for more displays. We want kids to be able to touch and play with toys in a non-high traffic area of the store. This allows the parents to be more relaxed and spend more time browsing both the store and the toy department.”

Jill Werner, co-owner of Werner Hardware & Gifts in Humphrey, Neb., said one of the benefits of serving a small community is she and her husband know most of their customers by name, and most of their customers come to Werner’s for as much of their shopping as they can. “We sell a few toys—some dolls, we have some baby clothes, a few teethers. We’re in a farming com-

munity, and don’t have to do much to promote. We keep things close to the front window so people see them.”

Square Pharmacy and Gifts in Belmont, Miss., carries a selection of Melissa and Doug toys. Pharmacies and hardware stores continue to evolve from single niche retailers to more full-service operations, carrying a range of goods to fulfill customers’ various needs. ❖

Board books and complementary plush are available from Pemberton Pharmacy and Gift in Salisbury, Md.

catching items to draw people in to find more affordable gifts that they’re likely to purchase. Postcards and magnets go on dedicated spinners for convenient shopping. And we create a gridwall of T-shirts to show the design and then fold the sizes below the items. Pretty standard gift store merchandising but the fact that we draw it up to the front of the store during the busy season allows for more impulse purchases.” Credille utilizes easels as display pieces and says grouping like items has been effective. Werner tries to change displays frequently to keep the inventory visually interesting. “I feel I have a creative mind and am constantly changing things up. We try to get big pieces of furniture and arrange around that. We also have pegboard walls so I can just put a nail in a wall and arrange items. [A good display] is when you pair things together that a customer would never think of— different textures, different colors—galvanized with gold, for instance,” she explained.

Trends drive just about everything in retail. Werner

Continued on page 118

Octopus-themed gifts and cups at Ulmer’s Drug & Hardware in Homer, AK. The store’s gifts are meant to appeal primarily to the strong summer tourist population.

Special Gifts Section

Great Ideas for Gifts (From page 117)

always cautions customers about purchasing the latest trendy gift or home décor item. “I try to promote to people—put things in your home that you enjoy, not what others think you should have,” she said. Alonge said she and her co-buyer have several “go-to” brands that they constantly reorder season after season: “We have a few core lines we’ve been using since we opened. Our core lines are those that continue to sell well but come out with new things every year—products or patterns. A brand like Lily Pulitzer, or Swig cups—they are heavy sellers for us, but they change their patterns every year.” She added, “COVID made it a different kind of year. We’re not seeing as many trends as we would in a typical year. One thing I would say is trending is neoprene bags—they’re big in the South but are slowly trending up here, and also guitar straps for pocketbooks. You can clip them on. That’s been trending for a long time but it’s finally coming here.” One trend Credille has noticed at Square is brides opting out of the traditional, formal bone-white china, opting for something more casual and appropriate to use every day.

Niche retailers continue to look for new ways to serve customers. Branching out into new categories will likely become more commonplace. Small local retailers have the advantage of being the “one-stop shop” to meet a range of customers’ shopping needs, carrying everything from prescriptions to purses, paint to perfume. ❖

Warm Sand body lotion, wash and soy candles from the Shore Soap Co., are available at Pemberton Pharmacy & Gift in Salisbury, Md. Pharmacy customers are often surprised by the high-end gift selection at the store.

P rofiles In Excellence • Ornaments

Kurt S. Adler, Inc.

By Jamie Adler

We at Kurt S. Adler, Inc., are proudly celebrating 75 years of importing and designing holiday décor, and are looking forward to another holiday season. With several of our customer relationships dating as far as 1950, they have watched us develop some of the most unique parts of our collection such as our licensed brands like Coca Cola, Game of Thrones, and Hershey’s, to our own brands like Hollywood Nutcrackers and Noble Gems. With over 20,000 different holiday decorations to choose from, there is something for everyone.

Not only does Kurt Adler offer an expansive variety of holiday décor, but we also are able to create personalized items for a number of companies ranging from museums, zoos, resorts, galleries, cities, and

Beacon Design

By Sheryl Erb

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

Each ornament is made from solid brass and goes through a water-based photo etching process. Once the pieces are etched, they undergo extensive cleaning and are finished in 24kt Gold, Rhodium Silver, or Brass Lacquer. They are then digitally 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. They also provide full custom ornaments

restaurants. We welcome anyone who’s interested to visit one of our showrooms which feature grand displays of carefully tailored décor at various locations across the country and abroad, and we now offer a fully immersive digital showroom experience that is accessible to all from any device. For a closer look visit us at www. kurtadler.com.

It is in our hearts to preserve the special moments that you and your loved ones treasure forever. Our goal is to be the bridge between high quality pieces and creating memories for generations to come. There is an ornament between every laugh, hug, smile and memory.

(For more information, call 212-924-0900, visit www.kurtadler.com, or circle 23 on the reader service card.)

and annual ornament programs.

Since 1981, Beacon has been the official manufacturer of the annual White House ornament. The White House Historical Association’s custom program is one of their greatest success stories, selling over a million ornaments annually! With a wide variety of custom options that include your choice of ornament finish, dimension, and packaging, they are able to meet your needs and work within your budget.

Whether you’re interested in shopping their retail line or creating a one-of-a-kind custom ornament, please contact their sales team.

(For more information, contact sales@beacondesign.com, call 800-521-5001, or circle 07 on the reader service card.)

Profiles

Alaskan Suncatchers

By Stephen Swallow

Christmas with a twist this year we are releasing small batches of 20 Christmas tree ornaments they will include Angel, candy cane, candle and lantern, candle and wreath, dove, pony, giraffe, penguin, reindeer1 and reindeer2, loon, snowflake small, slim, and large, Santa and sleigh star moose, Rhododendron, and small bear print. All are available in all three colors while they last. Oval Christmas gift boxes are available while they last.

These will be priced to sell and can be viewed individually on our catalog pages at http://www.alaskansuncatchers.com on pages 7, 8, and view them on a tree on page 9.

Some of our customers have decorated gazebos in their yard and hung them from trees as well, last year we made a Christmas tree on our kitchen door and with the aid of battery powered lights it was a hit with the neighbors lighting up in different patterns.

P rofiles In

Excellence

Eagle Emblems, Inc.

By Daniel Bohrman

Eagle Emblems, Inc. is a licensed distributor for military and patriotic products.

Our extensive emblematic product lines include: caps, T-shirts, pins, patches, flags, gift sets, cups and mugs, license plates and frames, metal signs, bumper and window stickers, challenge coins, key rings, magnets, wallets and more!

Eagle clients include Gift and Tourist Shops, Army Navy Surplus Stores, Convenience Stores, Truck Stops, Museums, Box & Chain Stores, Catalog and Web-based businesses, the list goes on.

Eagle Emblems rich family history begins with Louis Xavier Gilbertson, a WWI Veteran of the U.S. Army. Rooted in military, surplus and sutler wares since the Great War it’s no wonder that Eagle Emblems, Inc., has become a top design manufacturer of patriotic and U.S. Military products. It is our goal to design and manufacture merchandise that America can be proud of.

We have found many decorative uses for our product inserting them into our Maple cribbage boards with a stand, playing cards and pegs or oval plaques which make great gifts. One-hundred percent of our medallions are made by hand in New England from recycled glass and all of our wood products are made to order in Alaska by skilled craftsmen.

Our Custom program is growing steadily with Pirates, Mermaids, waterfalls, and Alaska wildlife medallions being released in October 2021. Including being boxed with a nylon loop and self adhesive hanger and labeled for easy inventory and display.

Our inventory is quite large so we can service our vendors usually within a few days of re-ordering their branded or unbranded medallions

We thank all of our clients for buying American made products and especially supporting American Artisans and craftsmen and women.

(For more information, visit http://www.alaskansuncatchers.com or circle 02 on the reader service card.)

• Gifts

To that end we craft thousands of quality products creating a one-stop-shop for retailers that want to sell emblematic merchandise.

We offer fully loaded point-ofpurchase product displays. This makes it easy for retailers, small and large, to have the opportunity to show and sell patriotic products that inspire pride for our country.

Eagle Emblems mission includes Honoring and Remembering the American War Heroes that sacrificed their lives for our country. We do this by sponsoring the KIA Honor Flag Organization that supports the families and children left behind. A generous portion of our proceeds fund this program. Learn more online at www.KIAHonorFlag.org

Eagle Emblems, Inc., is proud to be your supply chain for patriotic products. We appreciate your patronage and Thank You for your service and support!

(For more information call 800-366-7467, go online at www.EEIncUSA.com or circle 17 on the reader service card.)

Alaskan Suncatchers hanging from a tree. With a large inventory, vendors can usually within a few days expect order fulfillment.

Where Sales Is the Name of the Game

Best Name-Dropped Souvenirs at Zoos and Aquariums

What are the best name-dropped souvenirs for zoo and aquarium gift shops? For this article, gift shop officials described their top sellers as well as their tips for display – and just how popular these kinds of items are today.

At the Arizona Sonora Desert Museum, a 98-acre facility that includes a zoo, aquarium, history museum and art gallery, gift shop General Manager Nancy McGaffic carries a wide mix of items from traditional inexpensive souvenirs to higher-end items from local artists and Native American tribes in the area, with pricing ranging

from just a few dollars up to thousands for unique art items. “We carry everything from Native American arts and crafts to the more tourist-oriented items such as key chains and magnets that are all mostly namedropped,” McGaffic reported. “The name-dropped items are still very popular among our variety of merchandise.” Her top sellers include baseball caps, mugs, tins, hat tacks, magnets, and stickers. She offered this display tip “We place like-items together, but we cross merchandise within categories. In other words, I may have a sticker that just says ‘Tucson’ next to one that says our name. We group like-items together, regardless of whether they are name-dropped or not.” She noted “We have a uniquely shaped gift shop, so I use our small display areas close to the door for larger items only. I wouldn’t put small items such as magnets or key chains there, or hats.”

““We carry everything from Native American arts and crafts to the more touristoriented items such as key chains and magnets that are all mostly name-dropped. The name-dropped items are still very popular among our variety of merchandise.”

outside these price parameters. “We worked with wildlife artists to create her, and we name-dropped her back paw. She’s an awesome white tiger with beautiful clear blue eyes.” Although based on an Austin Zoo exhibited animal that is popular to view, the plush item is a slower seller that the shop’s classic items like stickers and magnets, Sessions reported. “She’s more expensive, and that is why. Many people who are just coming here for one trip, they’re looking for something that is quick and easy to buy, such as key chains, magnets, or post-cards. Those are just always going to be the most popular items.”

Kim Sessions , director of administration and the gift shop buyer for the Austin Zoo in Austin, Texas, said she continues to add new items to her name-dropped merchandise mix, but her biggest sellers remain “our magnets and keychains. They have the best price points, for example you can get a namedropped key chain for $3.50, and a magnet for $2.50. They’re an easy souvenir to buy, and one that you can travel with easily.” Among her newest name-dropped additions, she mentioned a new plush item that falls

As a relatively small shop, Sessions said the gift store focuses on keeping like-items conveniently together in the store. “We have all our magnets on a four-sided turnstile display. Our key chains are by the check-out, and you can see that they have our name and logo on one side of them, and our animals are depicted on the other, so they can still take home our white tiger Zoolima as seen on a smaller item.” She said that she’s followed ideas from this magazine as to the best ways to display her merchandise. “I get many ideas from reading what other stores are doing. We really do best when organizing by area, with the plush in one area, small dollar-type items in another and that

Continued on page 124

- Nancy McGaffic, Arizona Sonora Desert Museum, Tucson, Ariz.

Where Sales Is the Name (From page 122)

sort of thing.” She also said it is important to place some child-appealing items where they can be easily seen and asked-for by younger shoppers. However, she added, “Moms don’t go for this as much as dads or grandpas. The grandfather will just get the most expensive $40 plush on the top shelf if it is something they want the little one to have.”

In Seward, Alaska, Vicki Cromer , lead receiving supervisor at the Alaska Sealife Center gift shop, called hoodies, stickers, and patches among the store’s most popular name-dropped merchandise. Alaska’s public aquarium and marine mammal rehabilitation facility draws many people seeking name-dropped souvenirs and gifts, she related.

“We have so many name-dropped items. T-shirts, stickers, Christmas ornaments, and even our binoculars are name-dropped, as well as the standard small items such as magnets. All of our namedropped items are extremely popular.”

oculars are name-dropped, as well as the standard small items such as magnets. All of our namedropped items are extremely popular,” she said. “People like to see our name on an item. In fact, they will question us about any item we carry that does not have our name or logo on it and ask us if we have another that does. Often they will literally go without purchasing an item if we do not have a name-drop on it.”

- Vicki Cromer, Alaska Sealife Center, Seward, Alaska

As to display tips, Cromer noted “The first thing you see when you walk in are tables and a rounder with all the name-dropped items that we have on them.” This placement adds even more to the noticeability and appeal of these items.

“We have so many name-dropped items. T-shirts, stickers, Christmas ornaments, and even our bin-

Advice for Store Layout that Encourages Browsing and Buying

At zoo and aquarium gift shops, advice varies as to the best ways to encourage browsing and buying in a gift shop, but organization by likeitems is a main take-away.

At the Arizona Sonora Desert Museum, General Manager Nancy McGaffic said placing like-items together is key. “I think shoppers that are looking for specific items appreciate them being together, like hat tacks and magnets and key chains all on one spinner. If someone is collecting those kinds of items, they appreciate them all being together and not having to search all over the store for them.”

Organizing merchandise by grouping similar items works well for McGaffic and for Kim Ses-

sions, director of administration and the gift shop buyer for the Austin Zoo in Austin, Texas, as well. Additionally, Sessions said, “I like to do what I call a ‘speed bump,’ with something that makes customers stop and look up and see something that would encourage them to stop and shop. For us it is a rounder of plush that they have to get around in the store whether coming in or going out.” She also keeps some child-centric items at eye-level on lower shelves so they can see them, reach them, touch them, and then “tell their parents or grandparents they want the toy.”

In Seward, Alaska, Vicki Cromer, lead receiving supervisor at the Alaska Sealife Center gift shop noted “The first thing they

see when they come in is usually what they walk out the door with, whatever their eye sees first. We did a whole table of plush that we put up front, and that is all we sold that day. So, my best advice,” she said, “is keep whatever you want to sell up front.”

And, in Bend, Ore., at the High Desert Museum, Alison Luce, retail lead at the museum’s Silver Sage Trading gift shop, said the key to display is “Make sure that things are easy for people to find. We are currently a work in progress because we’ve recently had some transitions here, but grouping similar items together, and placing the items where people can easily see them, is extremely important.” ❖

And in Bend, Ore., at the High Desert Museum, Alison Luce , retail lead at the museum’s Silver Sage

Trading gift shop also sells a lot of name-dropped items. The museum explores the history and culture of the west as well as displaying extensive exhibits of living wildlife and flora and fauna.

According to Luce “I would say T-shirts, magnets, stickers, and tote bags that are name-dropped all do very well. We always try to have, and display, items that either reflect the museum or are from the environmental region that we’re located in.”

Among those are plush animals related to the museum’s own live exhibits, such as otters, porcupines, owls, and other local wildlife, but Luce said at this time the plush items are not namedropped.

Although these plush items are extremely popular, so are the name-dropped souvenirs and gifts the mu-

seum offers. “People like to have souvenirs that have the name of the place or institution they visited on them, for sure. It makes them more meaningful.”

As a small shop, Silver Sage Trading needs to display its souvenir items by “grouping like-items together. We have the name-dropped items, let’s say magnets, in with other magnets that do not have our name on them.”

Overall, name-dropped items remain a big hit for zoo and aquarium gift shops, with customers seeking this kind of merchandise to keep their memories of visiting, and the animals they’ve seen, fresh. Displaying this merchandise along with other items in the same category is also important, in many cases because of limited space in the stores. And, offering a range of name-dropped merchandise at attraction gift shops, from clothing to magnets, is also important. ❖

Selling Toys at National Parks and Monuments

National parks were such a common vacation choice in 2021 that many saw record attendance, especially from families with children. That translated into huge crowds at the gift shops — and booming sales of playthings for the youngest Americans.

At the New Bedford Whaling National Historical Park, Park Ranger Denise DeLucia puts toys, books and puzzles on the bottom shelf, “where the little ones can grab ‘em,” she said. DeLucia, who manages the park’s gift shop, noted that anything whale related in the $10 range was a hit. “Children’s board books are among our most popular items; they’re a quick read at really good price points,” DeLucia noted. At the tiny store, which has about 100 square feet of retail space,

$10 also buys a mini whale puzzle, a constructor kit to make a whale from blocks, or a plush whale.

Many park gift shops, like the one at the Fort Davis (Texas) National Historic Site, occupy small spaces inside a Visitor Center. So Store Managers like Patricia Hartnett , who oversees the Fort Davis gift shop, go for maximum visibility. With less than 100 square feet of retail space, “we make sure everything is within reach of the kids, whether it’s in the corner or along

Continued on page 128

Which Plush Sells Best and Why?

From squirrels in woodsy Pennsylvania to javelinas on the Texas prairie, best-selling plush at National Park gift shops reflects animals with a tie-in to the location. Price point is also significant: Every park surveyed said the top-selling plush costs $9.99.

At the Cesar E. Chavez National Monument in Keene, Calif., soft miniature German shepherds are in hot demand. “Cesar had two German shepherds,” explained Gift Shop Manager Bernadette Farinas. “Our $10 version is small, and I think kids like that size.”

Stuffed toy whales are the best-sellers at the New Bedford Whaling National Historic Park

in Massachusetts. “It’s a great souvenir, the price point is right, and they really are kind of cute,” said National Park Ranger and Store Manager Denise DeLucia The plush right and blue whales come in two sizes, at $10 and $16.

Fawns, squirrels, foxes and skunks are common sightings around the Hopewell Furnace National Historic Site in Elverson, Pa. So it’s no surprise that they are also the favorite plush animals at Hopewell Furnace’s gift shop. They sell for $9.99, “which is a lower price point, I think, and that’s why they do so well,” said Gift Shop Manager Tony Bialy Most people haven’t seen a

javelina until they visit Fort Davis, Texas, where those animals are native. Once visitors spot the wild boar-like creatures, they’re dying to take home a souvenir, which is why javelinas are the best-selling plush at Fort Davis National Historic Site.

And while you might see turtles around the Hot Springs National Park in Arkansas, the gift shop’s finger puppet versions are favorites because they’re so much fun, according to Assistant Store Manager Rocksana Henry. “You can make them curl around, so of course the kids love that,” Henry noted. ❖

Games, Playthings and Plush

the wall,” said Hartnett.

Of course, given this year’s supply chain issues, Hartnett hasn’t even been able to reliably stock some of her best-sellers. The POOP card game, “which is super popular,” had sold out while Hartnett awaited the next shipment in November. “People just loved it,” she sighed. Meanwhile, anything featuring Texas’s signature javelina — an animal similar to a wild boar — is a winner at the Fort Davis gift shop. “Kids are just fascinated with the javelina,” Hartnett explained. They particularly love any merchandise that bears the slogan “Don’t call me a pig,” a play on the javelina’s mysterious identity.

Kids make a beeline for plush at the Cesar E. Chavez National Monument store in Keene, Calif. “When children enter, stuffed animals are the first thing they gravitate to,” explained Gift Shop Manager Bernadette Farinas . It’s no accident: Farinas makes sure to display plush and other toys at kids’ eye level in her corner of the visitor center. Apart from plush, bestsellers include children’s puzzles with themes like the state of California or national parks. Farinas said most children’s items do best when priced around $10.

With many families visiting multiple parks this year, Junior Ranger gear has become a hit with young adventurers. A Junior Ranger patch book is one of the top items at the Hopewell Furnace National Historic Site gift shop in Elverson, Pa. “We’ve got stamps here that go on it, and then of course kids can pick up more stamps at other parks — every national park has them,” explained Gift Shop Manager Tony Bialy . A children’s keepsake book about Hopewell Furnace also sells well at the store, which is located within the site’s visitor center.

Junior Ranger badges, patch books, stickers and pins are the top items at Arkansas’s Hot Springs National Park store. Also hot are Junior Ranger vests and hats, “so kids can dress up like the Park Rangers here,” explained Assistant Store Manager Rocksana Henry . “Accessories like binoculars and lanyards also move briskly; so do Ranger puzzles. At the park’s new gift shop in a converted bathhouse, Henry organizes Junior Ranger items in their own section — even dressing girl and boy dolls in coordinating outfits. “That way, kids can come in and pick out what they’ve been waiting to buy, and get all decked out like real Rangers,” Henry explained. ❖

Selling Toys at National Parks (From page 126)

Simple Pleasures: Trends in Toys from Toy Stores

By Sara Karnish

Whether young or young at heart, the enduring appeal of toy stores brings out the child in everyone. After a year unlike any other, retailers say customers are looking for playthings with less emphasis on screens, bells, and whistles and more emphasis on problem solving, using one’s imagination, and having fun together as a family.

Most toy retailers strive to carry a few trendy items along with their classics. As a reflection of our current times, toys that help to alleviate stress like fidgets and Pop-Its, and comforting, snuggly plush have been the standouts over the past 18 months. Along with the fidgets and Pop-Its, Scott Friedland , shopkeeper at Timeless Toys in Chicago, Ill., names Glo-Pails, described as “little light-up bath pails,” among their top sellers.

Jeff Masterson , co-owner of Young Heart Books and Toys in Johnstown, Pa., with wife Ann Kelly, said, “Green Toys have gotten a huge uptick this past year. Learning things are very good. And Melissa and Doug are good sellers no matter what.”

Clare Brooks , owner of Little Vil lage Toy & Book Shop in Littleton, N.H., said, “This year we have seen a huge interest in plush, games, puzzles and educational toys with the additional time families are spending together at home.”

Leah Pickering , owner of Kazoodles Toys in Vancouver, Wash., lists “books, plush, and fidgets as our top three categories. Plush is a really strong category. Fidgets have leveled off, but they are still selling.”

Plush is among the timeless toy categories. Children of all ages always need a friend to snuggle with. “It’s comfort. It’s a hug. It’s the friend who’s always there for you. Sometimes kids will hug a few before

they choose The One, but they definitely test the huggability [of each plush],” Pickering pointed out. “Kids always need that, and especially after the last two years. It fills such an emotional need for so many. We’ll even have college-age kids come in and test them out. I think it’s a way for some of the older kids to hold onto their childhoods a little, with the cuddly warmth and love. The more unique the plush is, the more kids want to hug them.” Pickering continued, “We carry several different lines of plush. The best-sellers are definitely Douglas, followed by Jellycat. We sell a lot of cats and dogs from Douglas—we can’t get enough cats and dogs in. Jellycat has more of the unique plush shapes, including food and fruit! Unicorns are still hot in plush. Llamas have cooled. I think the next trend in plush will be manatees and axolotls [a type of salamander]. Manatees are on an upswing—that’s what the kids are telling me. [One thing we did to sell more plush] was expand our plush section. Some stores just have a tower or rack of plush. Be willing to be adventurous, especially with brands that have a following, like Jellycat. Be willing to really take a chance and bite the bullet. We’re pretty bold in our buying choices, and it seems to pay off. It’s not something we see going directly to clearance.”

Masterson said the Mary Meyer brand of plush does well—“They’re designed for the younger set. The

Continued on page 130

Games, Playthings and Plush

Simple Pleasures (From page 129)

eyes are not buttons, they’re sewn in. They’re mainly for the under-2-year-olds. For the older kids, Ganz is popular. For the longest time, unicorns were big, then it was narwhals for awhile. Some plush was pretty un-

“It’s comfort. It’s a hug. It’s the friend who’s always there for you. Sometimes kids will hug a few before they choose The One, but they definitely test the huggability [of each plush].”

- Leah Pickering, Kazoodles Toys, Vancouver, Wash.

usual. Now customers like little chickens, and things like avocados. We also sell puppets by Folkmanis. It doesn’t matter what type of creature it is with puppets.”

Friedland said they haven’t had to do much target marketing for plush. “It’s one of those things that just sells for us. There is such an emotional connection— when you see a plush toy, you want to hold it and carry it. Other toys might take more explanation; plush kind of sells itself for us. It’s important to us to have brands [of plush] that are high quality. For us, it’s also important to have a variety of animals. We always have animals you can’t find in other places.” Brooks said as a toy and book shop, she and her team look for ways to cross-merchandise plush with literary characters. “We are often able to merchandise our plush with a great book or simply by type and brand. Hanging a

Continued on page 132

What Is Your Current Best-Selling Game?

Games and puzzles have enjoyed a tremendous resurgence over the last year and a half. They were the perfect solution for parents looking to keep children entertained (and reduce their screen time) and for adults looking to pass the time and keep their own skills sharp while spending more time at home.

The sale of games and puzzles have leveled out a bit since the height of the COVID-19 lockdowns, but retailers say they are still strong sellers. “Our Number One best selling game is Charades Games for Kids,” said Scott Friedland, shopkeeper at Timeless Toys in Chicago, Ill. “We do well with mind puzzles like Rubik’s cube, one player puzzle games. The classics do really well—Battleship, Jenga. One that’s getting more popular is Storytime Chess. It’s a chess learning game—can start learning chess at age 3, and it comes with a storybook with

different characters.”

Jeff Masterson, co-owner of Young Heart Books and Toys in Johnstown, Pa., said games with learning elements are selling best at the store. “We sell a lot of games from Learning Resources and MindWare. Both companies are very good at creating learning experiences for kids. They learn without knowing it. We also sell a lot of the throwbacks—Clue, Old Maid. Parents are doing more one-on-one with kids rather than all the electronics. We sell Tiddlywinks here—not a ton, but they do sell.”

“We do a fairly strong business in Smart Games—single-player logic games. We do well with Kaitan, Ticket to Ride, those familystyle games. Jump In from Smart Games and Sloth in a Hurry are our top two best-sellers,” said Leah Pickering, owner of Kazoodles Toys in Vancouver, Wash. “Games and puzzles have really

slowed down for us vs. at the beginning of the pandemic. Puzzles were always very strong, especially for the adults. Not in bad shape, but they’re not quite as strong as they were a year ago.”

Games and puzzles have been extremely popular over the past year and make up a large section in our shop. Everything from Dungeons and Dragons, Catan Junior or the Camp Board Game to great old classics Scrabble and Operation have become very popular. It has been so nice to see so many families coming together to enjoy time around the table playing together,” said Clare Brooks, owner of Little Village Toy & Book Shop in Littleton, N.H. “The expansion of naughty and sarcastic adult games has been great too. People seem to be trying to enjoy more quality face to face time and a little less screen time, which is wonderful.”

Games, Playthings and Plush

Simple Pleasures (From page 130)

Wild Republic monkey or a Melissa & Doug Sloth from the ceiling is always fun. A giant elephant or unicorn in the window is a great attention grabber,” she said.

Merchandising toys is the fun part. Many retailers have had to scale back their hands-on displays due to COVID concerns and find other ways to highlight products. “Things need to change often. Sometimes a product is not selling because it’s in the wrong spot. Move things around, keep them fresh. Some of our best customers come here regularly—we’ll move things around to keep it interesting. We do our best to keep shelves full—that’s been a challenge with the ongoing shipping issues,” Friedland said.

Pickering utilizes fun display pieces for many of their items. “We’ll use interesting containers. Lots of wicker baskets, apple baskets, crates. Lots of clean lines. Each section will have a bit of a display sitting before it—science in the outer aisle, art. Games are very boxed and a bit less entertaining. We don’t currently have ‘hands-on’ things out. We have some things behind the counter so if a child wants to see an item, a staff member can bring it out and the adult

“They’re [Mary Meyer] designed for the younger set. The eyes are not buttons, they’re sewn in. They’re mainly for the under-2-year-olds. For the older kids, Ganz is popular. For the longest time, unicorns were big, then it was narwhals for awhile. Some plush was pretty unusual. Now customers like little chickens, and things like avocados. We also sell puppets by Folkmanis. It doesn’t matter what type of creature it is with puppets.”

with the child can look at it,” she said.

Like other businesses, independent toy stores have weathered their share of challenges. Most recently, the double impact of short- and long-term COVID-related closures and supply chain issues have put them to the test. Retailers have had to adapt and overcome, largely through forecasting and being proactive. “One of the biggest challenges we face is trying to figure out ways to consistently stay relevant and above the competition and continue to serve a specific purpose,” said Friedland. “For us, we have a staff who are all trained in early childhood development. It’s more important for us to get the right toy into a child’s hands, not necessarily the most popular. We try to keep current themes in our store while staying timeless. We don’t want to have things in our store just because it’s a big name. We have to find the right mix of what’s popular and what’s going to last.” Brooks said she faces many of the same challenges as other toy retailers, but one highlight is getting the opportunity to build relationships with friends and neighbors is one of the greatest highlights of having an independent toy store.

“Historically our biggest challenge is keeping people shopping local and on Main streets instead of on the internet, but this year we have a whole new set of challenges with supply chain issues. Trying to ensure our pricing is MSRP or below is important to gain the trust of our local community …trying to get the items they are specifically interested in and keep the shelves full with fresh and new items helps keep people interested and coming downtown to check things out.”

Masterson named the current supply chain issues as a recent challenge. He said another is “not being able to buy in large volumes that larger places can. And we constantly get customers who would rather buy online. We try to be as much of a neighborhood-friendly store as we possibly can. We emphasize we’re local,

- Jeff Masterson, Young Heart Books and Toys, Johnstown, Pa.

do a lot of personal service. We do a lot of ordering for people—we hope that translates into something people will need somewhere down the line.”

Pickering worked at Kazoodles for eight years and took over the reins as owner in January 2020. The last year and a half has been a crash course in retail management and business ownership. “I had to learn a lot of hard lessons really fast,” Pickering said. “The lessons have had to come really quickly, and COVID sped up my need for that. The most difficult thing has been planning and staying on top of the supply chain issues. I started ordering for Christmas in April. As soon as my vendors and people I trust said, ‘Here’s what you

should do’, I did it. I am in good shape for the holidays—some things haven’t come in and I might have to make some decisions as to whether I keep them or cut them, and I might sell out of things. There’s been a lot of paying closer attention to the supply chain than I did before.” She also said social media has become critical for small retailers. “It has changed so much recently. It’s really become video-based. Of course you still have to post regularly, but you cannot just put up a graphic and some text and get much out of it anymore. I think it has to do with how you’re set up with Google, which is such a huge part of this, I don’t fully understand. ❖

Toys Product News Brief NB

Squishmallows Thanks Fans for Reaching 100 Million Milestone Mark

Launches Limited Edition 100 Millionth Squishmallows, Social Media Contest, and Donates to Art in Action to Commemorate Celebration

Jazwares, a global leader in toys and licensing, along with its Kellytoy subsidiary, recently announced a significant milestone surpassing 100 million Squishmallows® sold since the plush toy line first came to market in 2017. The occasion is being commemorated with a celebration of the fans and introduction of an all-new Select Series Hans.

As part of the celebration, the Squishmallows brand launched a #GetGoldenHans video hashtag contest on social media with 100 winners. And one of the new Select Series Hans was identified as the one hundred millionth and was offered at auction to raise funds for Art in Action. The organization provides classroom lessons that inspire critical thinking and creativity with engaging visual arts experiences. In addition, the Squishmallows brand will donate $50,000 to Art in Action to further support their efforts.

“I want all fans and collectors to know how inspiring they are to the Squishmallows brand, and how much we appreciate and share their passion for our characters,” said Kellytoy’s Co-President Jonathan Kelly. “It is because of them that we have achieved this amazing milestone. We are so excited to share what’s coming later this year and beyond. In addition to introducing many more new Squishmallows, we will be announcing several other exciting initiatives to engage our fans and collectors online and off.”

(For more information, visit www.squishmallows.com or circle 66 on the reader service card.)

One-hundred-million Squishmallows have been sold, and Jazwares and its Kellytoy subsidiary, are celebrating the milestone with special products, promotions, and philanthropic donations.

P rofiles In Excellence • Toys

Dodoland/EUGY

By Kevin Topham

Dodoland is a New Zealand company whose name was established as a reminder of the fragility of life on our planet.

EUGY, (that’s a hard ‘g’, pronounced Yoo-Ghi), is a range of sustainable collectable animal puzzles that are constructed by kids while learning about the wildlife that they each represent.

The product itself is produced from a combination of recyclable cardboard and other papers and printed with an eco-friendly ink. PVA glue is used for the construction process, providing a water soluble, non-toxic solution. The aim is to have every component within the finished model made from a sustainable and recyclable resource.

Sales and Marketing Director Kevin Topham says: “The demand from the market place is for good qual ity, fun products.” “There is a big trend towards edu cational and STEM type toys, driven by parents want ing to get their children away from computer screens.” “Our products hit that niche absolutely beautifully.”

As much as Dodoland spends time developing sus tainable toys and collectables for the market, it also gives back to the planet.

“Betterment of the planet is at the heart of what we do and is the prime motivation for the business,” says Topham. “We donate and support lots of conser vation programmes around the world, by partnering with Non-Profit Organisations to support their work in animal and environmental conservation.

Wikki Stix

By Kem Clark

Baseball, hot dogs, apple pie… and Wikki Stix !! What could be more allAmerican than that ? When you buy Wikki Stix, you are buying American.

It’s nice to know there are actually some Americanmade children’s products and Wikki Stix have been made in America since their inception over 31 years ago! Not only Made in America, but using raw materials sourced from American manufacturers from California to Maine.

And, with suppliers close to home, that means they can continue their company policy to ship all orders within 24 hours.

Made of non-toxic wax and hand-knitting yarn, Wikki Stix are a tactile, hands-on children’s activity, colorful, creative and easy to use for ages 3 and up.

The Wikki Stix brand includes prod ucts specific to travel, education, special needs and good old hands-on creative fun, including a new and unique family game and a product directed to the fidget toy craze! MSRP ranges from $3.95 to $21.95, with some items available for custom branding.

Not sold in big box stores, the Wikki Stix line is found in toy stores, craft and hobby stores, specialty gift and accessory stores, as well as educational supply stores and catalogs.

The company’s mission statement includes this line: “To produce a unique and amazing product that will delight, inspire and help to educate children.”

To that they could add: And ship it within 24 hours!

(For more information, visit www.wikkistix.com or circle 62 on the reader service card.)

The company is preparing to release a new Dodo

Dodoland works to make the world a better place by giving back and supporting the protection of the environment.

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 and bone toys 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. Order now to secure your goods for any delivery date you like. For additional information, circle 64 on the reader service card.)

Location name-dropped pet toys from Kool Tees, and a display rack of merchandise. The company offers the best in pet souvenirs.

Holiday Merchandise Top Sellers at Party Stores

Whatever the holiday, it’s time to party. At party stores, holiday merchandise is a strong seller for multiple seasons and multiple reasons.

From St. Patrick’s Day to Easter and for so many other holidays throughout the year, the desire to celebrate is going strong.

At Parties to Go, located in Eugene, Ore., Event Consultant Shannon Kilduff reported that the shop’s best-selling merchandise for St. Patrick’s Day is a little different than that for other holidays. “I think it is more of a last-minute holiday to have people over for a small party or that people want items to take to a party. We sell a lot of green napkins and other small paper goods, necklaces with shot glass cups, buttons that say ‘I am Irish today,’ those kinds of small items. Overall, I think St. Patrick’s Day specifically has more wearable components to it, whether it’s a fun tie or an Irish cap, those are the kinds of things we sell a lot of.”

For Easter, when lunch gatherings predominate, Kilduff sees more “buffet party scenarios. We sell a lot of plastic eggs to fill with treats, Easter basket small stuffers for kids, as well as napkins, table covers, and that type of thing.” The store receives a great deal of business for other holidays as well. According to Kilduff, “We are an all-encompassing party and event rental store, we are also the only solitary party store in our area. So, we try to cover all the bases. We follow

trends to some degree, but really we are working with the basics. We don’t always carry licensed character supplies, but we will have more general unicorns and dinosaurs for kids parties for example, versus say Cinderella or Mickey Mouse. When we support a party with a licensed theme, we help with color coordina-

“For St. Patrick’s Day its green and gold balloons; for Easter, we sell many paper goods for table settings in pink, yellow, lime green, and purple, as well as balloons, plastic eggs, and Easter grass.”

- Nicole Diaz, All about Fun, Lakewood, Calif.

tion, versus specific licensed products.” For Christmas, which is a big holiday for the family-run store, she says shoppers will come in both for rentals of tables and chairs and for “holiday-themed napkins, basic decorations like banners and table covers, and other tabletop centerpieces rather than huge décor pieces. We do a lot of balloons year ‘round and Christmas is no exception to that. I’d say balloons are 80% of our business.”

To sell more special occasion merchandise, the store rotates merchandise seasonally, and features big display placement for the holidays. “We theme the displays to a specific holiday or holiday color. We do carry a lot of solid color supplies all year and we add those as appropriate to our seasonal displays. We also rely a lot on Instagram and Facebook to promote what we carry.”

In Seattle, Wash., John Gallant , co-owner of The Red Balloon party store, described his top-selling mer-

Party Stores

chandise for St. Patrick’s Day as green and white balloons and shamrocks as well as greeting cards, which the 3,000-square-foot store also sells. Turning toward Easter, he said that “Easter is a big card and candy holiday, as well as being big for the smaller sorts of items people can put in baskets, plush Jellycat items are big for us. With seasonal paper goods, we concentrate on Meri Meri brand products, with pastel color tableware for Easter and that sort of thing,” he related

He noted that “What differentiates us from other party stores in the area is our balloon products. That brings a lot of people in the door.” From balloons to other items, promoting the products the store carries focuses on displays in-store and online. “We can do large displays of the products we carry in the store, and that’s reinforced with images on our website for all the major holidays, such as Christmas and Halloween which are both big for us. Pick up in the store has been very good for us in combination with online displays,” he said. “Overall, most of our promotion is done online, while within the store we do lots of big arrangements of the products we offer.”

At All about Fun in Lakewood, Calif., Owner Nicole Diaz said balloons are among her top sellers for all holidays, too. “For St. Patrick’s Day its green and gold balloons; for Easter, we sell many paper goods for table settings in pink, yellow, lime green, and purple, as well

chain.” She added that “Our rentals also do well for us, jumpers, chairs, heaters, things like that. For Thanksgiving this year, we have tents and most of my jumpers already reserved for rent for holiday family gatherings. They are particularly popular now that more people are outside.”

Heading east to Riverside, Calif., Angel Calles , co-manager of Kika’s Party Supply, is also new to operating this year. “For St. Patrick’s Day we had just opened up, but I see green paper goods, basic necklaces with beads, and rentals such as tables and chairs as the strongest sellers. With Easter, plastic eggs were very big in terms of sales as well as other Easter basket supplies, pastelcolored napkins, table covers, and banners that said ‘Happy Easter,’” he reported. “Our jumper rentals also got plenty of use, too.”

“Our rentals also do well for us, jumpers, chairs, heaters, things like that. For Thanksgiving this year, we have tents and most of my jumpers already reserved for rent for holiday family gatherings. They are particularly popular now that more people are outside.”

-

Nicole Diaz,

All about Fun, Lakewood, Calif.

as balloons, plastic eggs, and Easter grass.”

Holiday specialty balloons inspire sales at other major holidays throughout the year as well. “Halloween is very big for us. It’s hard for me to predict beyond that, as we just opened in February of this year,” she explained. “Halloween is a big party time of year.”

The 5,000-square-foot store uses a great deal of social media to promote the store’s products. “We also do discounts for our regular, repeat customers, and seasonal displays in the store. Overall, I would have to say balloons are our biggest seller, they are simply more unique than something you can buy from a big

Halloween is so far the biggest holiday the 1,000-square-foot store has seen. “We sold balloons, party decorations, and rented canopies, chairs, tables, cotton candy machines and jumpers.” To sell more merchandise overall, for Halloween and other holidays, he says the shop promotes heavily on Instagram, and also via Yelp promotions. “Yelp does a lot of the ads for us, and we also have a call-to-action button there with 20% off perorder on deliveries.”

Party stores that are not part of a national chain are showing a trend toward offerings rentals as well as selling party items such as paper goods. Selling balloons and balloon arrangements is another big part of the party business for all holidays, including St. Patrick’s Day and Easter, at many locally-owned party stores. ❖