Souvenirs, Gifts & Novelties - November/December 2022

In Every Issue

Bonus Features

CORRECTION

The phone number for Amish Kraft Company was listed incorrectly in the October 2022 edition's Featured Advertisers list. Here is the correct information:

Amish Kraft Company 17305 Grabill Rd. Grabill, IN  46741 800-617-6680

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Articles

Special Surf Expo Section

30 Beach Supplies and Apparel - Sunglasses, Toys and More at Beach Stores

Contributor Hilary Larson discusses beach supply and apparel sales at stores in South Carolina, Alaska, California and Massachusetts.

34 Getting Nautical Home Décor Sales to Soar at Maritime Museum Shops

A look at the home décor merchandise picture at maritime museums in Georgia, Maine, California, Maryland and Connecticut.

44 Where Great Gifts Are In Demand - Gifts and Stationery at Beach Gift Stores

Which gifts are in demand at beach gift stores in Massachusetts and Washington.

52 Trends in Clothing and Accessories at Apparel Shops

For this article, SGN interviewed store owners in Wisconsin, Massachusetts, Connecticut and Maine to discuss apparel and accessory trends.

Apparel

59 Apparel Best-Sellers - Words of Wisdom from College Stores

Whether showing school spirit or team loyalty, name-dropped and logoed collegiate apparel is a clear way to show support for a favorite college or university, this story found.

62 Apparel Report Bonus Feature - Spotlight on Cedarville University

64 Best-Sellers on Display - Popular Apparel and Gifts at Museum Shops

For this story, SGN interviewed museums dedicated to everything from beer and potatoes to rock and roll and nature in Delaware, Ohio, Wisconsin and Idaho to discuss what is selling in the apparel and gifts categories.

Jewelry Report

70 Top Sellers for Down Under - Jewelry at Cave and Cavern Stores

For this article, four cave and cavern attractions around the country revealed some of their top selling jewelry items and lines.

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74 Creating Sales - Jewelry at Gift Stores and Boutiques

For this article, four retailers in different parts of the country described the kind of baubles currently captivating their customers.

76 Selling Jewelry: A Hallmark of Hallmark Stores

For this article, Hallmark shop managers and staff described some of their top sellers in the jewelry category.

77 Bonus Sidebar: Top Training Tips at Hallmark Stores

Atlanta Market Feature

78 Baby and Kids' Merchandise - Top Trends for Great Sales

For this article, Contributor Sara Karnish spoke with store officials in Pennsylvania, Maine and Washington to discuss apparel trends.

80 Bonus Sidebar: A Look at Best-selling Toys

Las Vegas Market Feature

82 Art Remembrances to Enjoy at Home - Top-Selling Gifts at Art Museum Shops

For this article, Contributor Karen Appold interviewed museum store officials in Florida, Alabama and New York to assess the top selling gift choices.

85 Bonus Sidebar: Connecting Kids to Art – Best-Selling Children’s Gifts

Special Expanded Zoo and Aquarium Section

86 Remembrances for Animal Lovers - Quality Gifts at Zoos

This story offers a look at some of the higher-end merchandise that makes animal lovers eager to purchase a gift.

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82 98

86 Bonus Sidebar: Which Zoo or Aquarium Animals Draw the Most Sales

88 Tips to Get Sales Roaring - Name-dropped and Custom Merchandise at Zoos and Aquariums

Name-dropped merchandise is a little more costly to order, but zoo and aquarium retailers confirm it’s worth the effort.

88 Bonus Sidebar: Are Decorative Signs Popular? 91 Memorable Mementos – Souvenirs at Zoos and Aquariums

Trends in always-popular souvenirs at zoos and aquariums in Washington and Massachusetts.

Edible Gifts

95 Country Store Report - Snacks, Candy and Gourmet Gifts

For this article, country store officials across the United States described their best-sellers in the edible gifts category, and why these items are so popular.

Contents TABLE OF

96 Bonus Sidebar: How Edible Gifts are Kept Fresh and Tasty

98 Food for Thought - Tips and Advice for Increasing Edible Gift Sales at Hospital Gift Shops

Edible gifts are the perfect offering for hospital gift shops seeking to serve the public and hospital staff.

Bath and Body Products

101 113

101 Good Clean Fun - A Look at The Biggest Trends in Lotions and Soaps at Bath and Body Stores

For this article, Contributor Corrie Pelc interviewed stores in California, Florida, New York and West Virginia to get a picture on the bath and body product market. Gift Report

105 Cultivating Generosity - Gifts at Botanical Gardens and Florists

This article explores the types of gifts that are selling at botanical gardens in Ohio and New Mexico, and at a florist in Pennsylvania.

106 Bonus Sidebar: What Blooms Are Brides Looking For?

110 Sales that Are Scoring Big - Trends at Sports Fan Stores

Sports fan stores across the United States provided insight for this article into their sales trends.

112 Bonus Sidebar: Top Merchandise Items for Kids at Sports Fan Stores

Holiday Report

113 Christmas and Holiday Merchandise - Sales Trends at Stores that Offer Year-Round Merry Making

For this article, Contributor Sara Karnish spoke with retailers from yearround Christmas stores about current sales trends.

114 Bonus Sidebar: Current Christmas Colors for Current Sales Success

Games, Playthings and Plush

118 Toy Store Trends - Game and Toy Best-Sellers at Toy Stores

For this article, retailers reported that tactile toys of all kinds, especially those that involve fiddling or manipulating, are the top sellers going into the 2022 holiday season.

Commentary

Moving Forward for a Better Year Ahead

It's been a challenging few years for all sectors of the business world. But the year ahead is a new chance to get things right and move in a positive direction. Maybe you have been planning changes to your retail operation that you have had on a back burner. Now is the time to bring your new solutions to the forefront and try them out. You'll never know if your ideas are winners until you give them a chance. If your new business strategies integrate what has worked in the past, only with an innovative twist, they can help your business evolve forward.

Scott C. Borowsky

Quotable

The coverage universe of Souvenirs, Gifts & Novelties (SGN) includes a wide range of store types, including out-of-home leisure entertainment locations like zoos, aquariums, museums and others, and many unique and profitable independent retail shops. SGN strives to offer the owners, managers and buyers from these stores the best ideas from their colleagues across the country on how to operate wisely and with creativity to best serve their customers. In the magazine's ads, we strive to bring retailers many of the best vendors in the industry, companies who offer everything from gifts and souvenirs to jewelry and apparel.

This issue we offer the Winter Profiles in Excellence. The profiles are a chance for vendors to tell their stories and discuss their offerings.

The magazine also contains a Special Surf Expo Section with stories on beach supplies and apparel, nautical home decor, and gifts and stationery. In the Apparel section, we cover clothing trends and accessories at apparel shops, apparel best-sellers at college stores and apparel and gifts at museum shops. Also, the Jewelry Report offers stories on jewelry at caves and caverns, Hallmark stores and other store types.

We also offer an Atlanta Market feature on baby and kids merchandise and a Las Vegas Market feature on top-selling gifts at art museum stores with a bonus sidebar on best-selling children's gifts.

And don't miss the expanded zoo and aquarium section with stories on quality gifts, name-dropped and custom merchandise and souvenirs. Edible gifts are also top sellers, and we explore this category in articles focused on hospital shops and country stores. There are even more merchandise categories covered in this issue, see the Table of Contents for the complete list.

I hope you enjoy the issue.

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

“Every problem is a giftwithout problems we would not grow.”

- Anthony Robbins

Liz Cowee, museum store manager and buyer at the Chesapeake Bay Maritime Museum, St. Michaels, Md. See the Surf Expo section for an interview with Cowee.

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Second Annual Toy Safety Awareness Month

Kicked Off in November

The Toy Association Educates Families on Safe Toy Shopping for the Holiday Season

With the holiday shopping season well underway, The Toy Association is offering parents, grandparents, and other gift-givers reliable toy and play safety advice as part of the second annual “Toy Safety Awareness Month.” Throughout November, The Toy Association and its toy manufacturer and retailer members will be offering parents and caregivers information on safe toy shopping, appropriate toy selection, and safe play at home.

“Our members work year-round to design, produce, and deliver products that comply with 100-plus strict federal safety standards and tests to safeguard children at play,” said Joan Lawrence, The Toy Association’s “Toy Safety Mom” and senior vice president of standards and regulatory affairs. “However, safety is a partnership shared by industry and consumers, and Toy Safety Awareness Month aims to equip families with the resources they need to ensure every play date is both fun and safe.”

As families get ready for a fun-filled holiday, they are encouraged to play it safe with these important tips from PlaySafe.org:

Tip 1: Avoid Counterfeit Toys

A recent survey of 2,000 United States parents conducted by OnePoll on behalf of The Toy Association found that 41% of parents would be tempted to buy a hot-ticket item for their child if it was being sold for a much cheaper price from an online seller they weren’t familiar with. The Toy Association is urging shoppers to research products and sellers before making their purchase in order to avoid potential counterfeits and ensure children are gifted toys that meet all safety standards.

It’s always better to buy the real thing or wait for a trusted retailer to re-stock the product you’re looking for than to buy a “fake” toy or cheaper alternative that has the potential to be unsafe.

Tip 2: Age Labels Matter

The same survey found that 60% of parents would allow their child to play with a toy meant for an older child. But contrary to what some might think, age labels on toys are not mere suggestions. They are established by experts who take many factors into account to ensure children’s safety. Toys labeled 3-plus might contain small

parts that are a choking hazard for children under 3 or those who still mouth toys.

If there is no age label on the packaging or in the online description, it’s best to find another item that is clearly marked for the child’s age.

Always check – and follow – the age recommendations and instructions that accompany toys. Check out more safety tips at PlaySafe.org.

Tip 3: Avoid Non-Toy Items that Could Present a Risk

Sometimes, kids are gifted (or come into contact with) non-toy products such as desk accessories, home decorations, watches, and remote controls that are not meant for kids and may contain small batteries and/or high-powered magnets that can be accessed by children and are very dangerous if accidentally swallowed. Similarly, latex balloons are not toys and can pose a choking risk to children when uninflated or broken into pieces.

Stick with purchasing toys intended for children, since there are strict federal standards in place to make sure those products are safe.

“No matter how old your children are or where they’re playing, be sure to supervise them, or better yet, play with them,” added Lawrence. “Demonstrating the correct way to use a toy or game helps your child understand how to safely enjoy it. And research shows that play is beneficial for adults, too. Playing together as a family relieves stress, builds lasting memories, and paves the way for a safe and joy-filled holiday season.”

The Toy Association and its members take toy safety extremely seriously. In addition to educating parents and caregivers about safe play year-round, The Toy Association works with government agencies and leading e-commerce platforms to combat illicit sellers of counterfeit toys and has a long history of leadership in toy safety, having helped develop the first comprehensive toy safety standard more than 40 years ago.

Follow The Toy Association on LinkedIn, Facebook, and Twitter to share play safety posts throughout November in honor of Toy Safety Awareness Month (#ToySafetyAwarenessMonth, #PlaySafe.org). ❖

TRADE SHOW NEWS

Eighty Percent of Exhibitor Space Sold for Toy Fair 2023

With Toy Fair 2023 general sales open, hundreds of global toy brands are making their exhibit plans early for the world’s most iconic event in the toy industry. Taking place next September 30 to October 3, 2023 at the Javits Convention Center in New York City, toy manufacturers have already committed to 80 percent of available booth space at the show, reinforcing the event’s impact on the play community.

“Toy Fair’s reimagined return next September will be legendary, and our early exhibitor commitment demonstrated that toymakers and marketers are eager to take advantage of all the opportunities Toy Fair

will provide,” said Kimberly Carcone, executive vice president of global market events at The Toy Association. “Booth assignments are already underway, with the world’s most influential companies already confirming their location and their plans. Toy companies wanting to be part of this epic event are encouraged to lock in their participation right away!”

Toy Fair remains the industry’s most influential event for toymakers, retailers, the global media, licensors, inventors, and everyone across the universal play ecosystem. In addition to a new fall timeline that reflects how the industry

now operates and an even more welcoming and interactive experience for attendees, Toy Fair will once again host educational sessions and introduce a new energy to the way exhibitors can utilize their space for a myriad of opportunities this new tall timeframe provides.

“With so many new and engaging initiatives for exhibitors as well as networking, educational, and business-building programs for every Toy Fair attendee, now is the time to secure your space and ensure you and your company are well represented at the most eagerly anticipated event in 2023,” Carcone said. ❖

New Lifestyle Floor and Gift Resource Updates Make Las Vegas Market Top West Show of Winter 2023

The launch of a new design-driven lifestyle floor, showroom updates and recommitments from top brands further strengthen Las Vegas Market’s positioning as the top West Coast gift market, January 29- February 2, 2023, at World Market Center Las Vegas.

“With its unmatched cross-category discovery opportunities, West Coast gift buyers are increasingly choosing Las Vegas Market as their preferred buying destination,” said Scott Eckman, International Market Centers (IMC) executive vice president, chief revenue officer. “Las Vegas Market is accelerating that trajectory as it brings more and more top brands to the market with the launch of the C11 lifestyle

floor in January.”

This Winter, the 11th floor of World Market Center Las Vegas’ Building C becomes a key destination for the gift industry. Celebrated Los Angeles-based sales agency Stephen Young is set to anchor the floor with an immersive, 30,000-square-foot showroom representing some 60 gift, décor, publishing and lifestyle

brands. Also in the new collection is the firstever Las Vegas Market showroom for Glitterville (holiday décor) and One Hundred 80 Degrees (holiday gifts).

Another 15 showroom updates and recommitments further strengthen Las Vegas Market’s presentation of 300-plus showrooms offering product across the gift spectrum.

Las Vegas Market’s permanent showroom collection – presenting baby and children’s, books, fashion accessories, garden gift, general gift, gourmet foods, housewares, personal care, pet, seasonal, souvenirs, stationery and paper goods, tabletop, toys and games and more – is augmented by 350-plus brands

Continued on page 18

A view of the Stephen Young showroom.

Trade Show News (From page 17)

in six categories in the Gift & Home Temporaries. Gift buyers can easily transition from the Building C gift showrooms to explore new, upand-coming and innovative lifestyle brands in temporary exhibits in the connected Expo at World Market

Center Las Vegas.

Las Vegas Market is the leading home furnishings and gift market in the western United States, presenting thousands of furniture, home décor and gift resources in an unrivaled market destination. Las Vegas Market’s diverse product offerings

Nearly 50 Casual and Outdoor Showrooms to Debut in Atlanta

Nearly 50 top casual furniture and outdoor living showrooms are opening at AmericasMart Atlanta in anticipation of the launch of the International Casual Furnishings Association’s (ICFA) Casual Market Atlanta in Summer 2023. As an added benefit, these brands are expanding business opportunities in related categories by opening in time for the Winter 2023 Atlanta Market (January 10-16, 2023).

allow for cross-category commerce among these industries. The next Las Vegas Market runs January 29 - February 2, 2023 at World Market Center Las Vegas. Registration for the July 2023 Las Vegas Market is open now at LasVegasMarket.com.

Juniper Market Launches New Curation Initiative

Program Extends JuniperMarket’s Successful “Shop the Styles” Series

JuniperMarket recently launched a new curation initiative with usergenerated content demonstrating the convenience and ease of shopping on a digital marketplace. The new program, which is an extension of JuniperMarket’s popular “Shop the Style” series, kicks-off in partnership with two influencers – Amber Guyton and Whitney Jones – who will live-merchandise themed vignettes sourced exclusively through JuniperMarket.

Between Markets on weekdays, Atlanta Market buyers can source from the 36 new casual furniture showrooms plus 350-plus Open Year Round home décor, gift and apparel showrooms. Amenities including a dedicated designer workspace, designer concierge service, complimentary parking and programming and events also are offered. A full list of AmericasMart exhibitors is at AmericasMart.com/exhibitor/ exhibitor-directory.

During Atlanta Market – each January and July – casual furniture buyers can source whole home product from thousands of complementary home décor brands on Floors 8 through 15 in Building 1. Those looking to expand in gift and seasonal easily can access the most expansive gift offerings in the nation. Key outdoor living destinations include The Gardens merchandise neighborhood with 70-plus giftable garden brands and the five-floor Seasonal/ Gift neighborhood housing nation’s largest permanent collection of holiday and seasonal brands. Held semi-annually at AmericasMart, Atlanta Market attracts retailers and designers from every U.S. state and more than 60 countries. Registration is open now for the next Atlanta Market, January 10-16, 2023. For more information, visit AtlantaMarket.com. ❖

“This type of storytelling is the beginning of a new ambassador program that will highlight the utility and efficiency of online sourcing, whether as part of a buyers’ omnichannel sourcing strategy, or as a stand-alone shopping,” said Dorothy Belshaw, IMC Executive Vice President and Chief Customer and Marketing Officer. “It will allow JuniperMarket to build community as buyers share personal sourcing journeys and product discovery stories with a broader, digital audience.”

New partnerships with designer Amber Guyton (@blessedlittlebungalow) and designer/retailer Whit -

Continued on page 20

Trade Show News (From page 18)

ney Jones (@whitneyjdecor) will demonstrate the convenience of online sourcing. Guyton and Jones will create unique looks using products sourced exclusively online, with videos and social media posts capturing the excitement of discovery and creation made possible with JuniperMarket. Follow their stories through JuniperMarket’s Instagram account (@junipermkt) or at www.instagram.com/junipermkt.

Jones, a New Orleans-based interior designer and retailer with 24,300 followers on Instagram, is known for her experience in navigating markets. Her “Luxe and Moody Living Room” content will focus on a JuniperMarket buyer’s journey – showcasing the efficiency of shopping many brands all in one place. Jones will create one Luxe

and Moody Living Room look, working with brands Cyan Design and Pendalux. Jones worked with IMC as an #AmericasMartAmbassador during Fall Design Week 2021 and Atlanta Market in Winter 2022.

Guyton, an Atlanta-based interior designer and blogger with a following of 57,300 on Instagram, specializes in affordable design and deals. She will use JuniperMarket to create two looks: Black Girl Magic Bathroom with products selected from Cecilia’s House, Sagebrook Home and Harmon; and Reading Nook with products from Sagebrook Home, Pacific Coast Light -

ing, A&B Home and India Handicrafts. In addition to sourcing at physical markets, Guyton recently participated in a Design Influencer Tour during the April 2022 edition of High Point Market. ❖

New Resources Invite Exploration at Winter 2023 Atlanta Market

Atlanta Market invites exploration with new gift and home decor product offerings and extensions of its must-see programming at the Winter 2023 staging, January 10-16, at AmericasMart Atlanta. Highlights include the debut of four floors of casual furnishings and outdoor living products, new online access to the Market’s High Design exhibitors and the premier of FIRST LOOK EAST, an expansion of IMC’s celebrated trend programming.

“Atlanta Market’s unmatched product and programming offerings will entice buyers to come explore with us this January,” said Bob Maricich, International Market Centers (IMC) CEO. “With an exceptional depth and breadth of product, engaging programming and the opportunity to connect and network with

other retailers and designers, new opportunities abound at Atlanta Market. Our easy-to-shop marketplace allows buyers to harness new opportunities at the start of a new retail year.”

New Casual Furniture Destination

A new casual furniture destination is opening at AmericasMart in January 2023 to expand resources for home décor buyers at Atlanta Market. Nearly 50 outdoor living and casual furniture showrooms are set to open on four redesigned floors (25) of Building 1. The location of the new collection will allow buyers to seamlessly source outdoor furniture, décor and more alongside complementary interior and seasonal product also in the building. Joining the purpose-built showrooms are new amenities including a buyer’s lounge

and food service area.

AmericasMart’s casual furniture showrooms on Floors 2-4 also will be open throughout the year as part of the market center’s Open Year Round offerings and during the International Casual Furnishings Association’s (ICFA) Casual Market Atlanta, to be staged each July at AmericasMart.

High Design Online Debuts

As part of IMC’s continued integration of its physical and digital markets, JuniperMarket introduces High Design Online – an “online popup” of brands in Atlanta Market’s celebrated design-led juried temporary exhibits. This first-ever Atlanta Market omnichannel buying opportunity will allow designers and retailers to connect with brands in person

Continued on page 22

New partnerships with designer Amber Guyton (@blessedlittlebungalow) and designer/retailer Whitney Jones (@ whitneyjdecor) will demonstrate the convenience of online sourcing. The two will live-merchandise themed vignettes sourced exclusively through JuniperMarket.

February 5-8

Javits Center, NYC

PLAY USA Games. Toys. Trends.

The destination for retail buyers to find one-of-a-kind toys, games, and trend merchandise.

AT: market.nynow.com/toy

Trade Show News (From page 20)

and seamlessly source from them before, during and after the market. As part of the Atlanta Market registration process, buyers can activate an account for JuniperMarket, IMC’s new B2B ecommerce marketplace.

Fresh Gift and Home Décor Product

Atlanta Market’s unmatched resources – some 8,000-plus lines – are refreshed in Winter 2023. Buyers will find new, expanded and relocated brands and sales agencies throughout its 1,000-plus showrooms and 1,100-plus temporary exhibits.

New Market Programming Experiences

Atlanta Market will present a full roster of seminars, cooking demonstrations, tours, events, celebrations and amenities this winter with highlights including the expansion of IMC’s industry-leading trend programming.

Other programming includes five days of business-focused seminars including the East Coast edition of the Ahead of the Curve Panel; four days of cooking demonstrations in the Atlanta Market Demonstration Kitchen; three days of marquee events on the Building 3 atrium stage; four tours highlighting the

best of market; and the popular Market Kickoff Party.

Atlanta Market offerings add excitement and convenience. A full list of events, seminars and amenities will be available soon at AtlantaMarket.com/Attend/Events.

Registration and Planning Tools

Registration is open now for the January 10-16, 2023 (temporaries January 11-15) buying event at AtlantaMarket.com/Attend/Registration.

Atlanta Market attendees can start planning for market now using AtlantaMarket.com tools, including the Atlanta Market exhibitor directory, travel information and more ❖

Las Vegas Market Presents Broadest Product Spectrum of Winter 2023 Season

January 29-February 2, 2023, at World Market Center Las Vegas

Las Vegas Market amplifies its fullspectrum sourcing opportunities with unmatched access to expanded brand resources January 29 – February 2, 2023, at World Market Center Las Vegas. Growth driven by cross-category updates including a new lifestyle floor in Building C, strategic reorganization of key home furnishings in Building A, recommitments from top bedding brands and continued expansion of the temporary exhibits is augmented by access to thousands of residential construction and design products offered in partnership with Design & Construction Week, The International Surface Event: SURFACES and the National Hardware Show.

“Las Vegas Market presents the broadest spectrum of trend-driven product of the Winter 2023 market season,” said Bob Maricich, International Market Centers (IMC) CEO. “Strategic resource growth across the gift, furniture and décor offerings – the industry’s only opportunity to source these complementary categories

at one time and in one place – combined with our positioning with three powerhouses of the remodeling and construction industry gives buyers the opportunity to explore new categories and revenue streams like nowhere else.” ❖

An exterior view of the World Market Center.

Cross-Category Growth

For Las Vegas Market, 2023 kicks off with growth across its 600-plus brand and sales agency showrooms on 37 floors in Buildings A, B and C and hundreds of temporary exhibits offered in the connected Expo at World Market Center Las Vegas and on B2.

Las Vegas Market’s seven floors of gift, seasonal, gourmet and tabletop product expand in Winter 2023 with the addition of a new gift collection on Floor C11. Los Angelesbased sales agency Stephen Young anchors the floor in a new 30,000-square-foot showroom alongside innovative gift and holiday brands GlitterVille, One Hundred 80 Degrees and more. Throughout the gift collection, brands are renewing their commitments to Las Vegas Market, solidifying it as the West Coast market of choice for top buyers.

In Winter 2022, Las Vegas Market offers temporary exhibits in two locations. The expansive Gift and Home Temporaries fill the Expo with hundreds of brands in six categories: Gift, Home, Design, Handmade, Luxe and Immediate Delivery. They are a discovery destination with an engaging presentation of trend-driven, international and emerging brands set for Winter 2023.

The B2 Furniture temporary exhibits present 30-plus case goods, casual furniture, furniture and home décor manufacturers and importers. ❖

NY NOW® to Launch PLAY USA

NY NOW®, owned by Emerald Holding, Inc., a leading national gift and home wholesale trade show, recently announced the launch of a new, dedicated toy destination, PLAY USA, to its market. Beginning with NY NOW’s 2023 Winter Market, taking place February 5-8, 2023, at the Javits Center, PLAY USA will showcase toys, games, and trend merchandise and will capture the spirit of discovery, whimsy, and joy that the products on display are created to evoke.

PLAY USA will provide a venue for the vibrant and essential specialty toy market in the Mid-Atlantic and New England states, as well as national accounts across the United States beginning February 2023, which is traditionally the most important time of the year to discover new and exciting product introductions. The timing of NY NOW creates a viable and important new toy and trend resource for buyers as they look to discover new merchandise for their stores after the end of the year holiday cycle.

“The toy industry is thriving. Despite pandemic-related challenges, toy sales have continued to spike, and the toy market is expected to reach $231 billion by 2028,” said Alana Branston, group vice president, Gift & Home. “We are excited to create a home at NY NOW ‘PLAY USA’ for the toy, game, and trend professionals who want to continue doing business in the industry’s epicenter: New York City. We are looking forward to inviting some of the toy brands on Bulletin, like Candylab Toys, Green Sprouts Inc, Pebble Child, Kaspiland, and many more. PLAY USA is guaranteed to be a vibrant and successful ‘show within a show’ for toy manufacturers, distributors, and retailers alike.”

Through this new venture, NY NOW offers a hub to the U.S., and international retailers, wholesalers, and distributors. ❖

Gift for Life Raises Record Funds for 30th Anniversary $160,000-Plus for Charities Across 15 Events

Gift for Life, the gift and home industries’ sole charity, marked its 30th anniversary by raising more money than ever for charitable causes. The total of $160,495 raised was through 15 fundraising campaigns held during 2022 including several new initiatives.  Since its founding in 1992, the all-volunteer organization has motivated the gift and home industry to donate more than $6 million in connection with at-market events, cause marketing initiatives and direct donations.

The record-setting 2022 fundraising benefitted Gift For Life’s current pandemicinspired focus on crisis-related hunger relief as well its legacy mission connected to HIV/AIDS treatment, prevention, education and advocacy. The majority of funds was raised for World Central Kitchen through more than a dozen fundraisers. In addition, a record $48,091 was raised by the 2022 Gift For Life/NY NOW AIDS Walk New York team.

Highlights during the 30th anniversary year included several first-time Gift for Life events.  Most notably, the organization held its first-ever event during High Point Market, Home vs. Hunger, which raised $18,085 during the October event.

Other new events were Dallas Market Center’s “Showrooms Feeding Families” which raised $22,551; “Come Together” which raised $23,150 at International Market Center’s (IMC) Atlanta Market and Las Vegas Market; “Fine Lines January Market Fundraiser” which raised $11,507; “Seattle Market Gives Back” which raised $5,176; “Shoppe Object Feeds Families” which raised $1,289; and NY NOW winter and summer campaigns which raised $1,071.

In the meantime, donations in honor of Gift for Life’s 30th Anniversary will be accepted through year-end at https://donate.wck.org/GFL30.

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 2023

4-6 Surf Expo Orange County Convention Center West Concourse Orlando, Fla.

10-12 Halloween & Party Expo The Mirage Las Vegas, Nev.

10-17 Atlanta Market AmericasMart Atlanta, Ga. 18-20 Sports, Licensing & Tailgate Show Las Vegas Convention Center Las Vegas, Nev. 25-27 Oasis Gift Show Phoenix Convention Center Phoenix, Ariz.

29-Feb. 2 Las Vegas Market World Market Center Las Vegas, Nev.

February 5-7 Philadelphia Gift Show Greater Philadelphia Expo Center Oaks, Pa.

5-8 New York Now Winter Market Javits Center

New York City

26-March 1 ASD Market Week

Winter Market

Las Vegas Convention Center

Las Vegas, Nev.

27-March 3 *ToyFest World Market Center

Las Vegas, Nev.

(*See page 120 for additional information.)

August

20-23 ASD Market Week Summer Market

Las Vegas, Nev.

September 30-Oct. 3 Toy Fair

Jacob K. Javits Convention Center New York, NY

October 11-13 Corpus Christi Souvenir and Resort Show Corpus Christi American Bank Center Exhibit Hall B Corpus Christi, Texas

November 7-9 IGES

Sevierville Convention Center Sevierville, Tenn.

8-11 IGES

Le Conte Convention Center

Pigeon Forge, Tenn.

Discover. Connect. Shop.

For over 25 years, the Philadelphia Gift Show has been the shopping destination of choice for the region’s retailers to find the latest products and hottest trends. You’ll get a first-hand look at best-selling products and up-and-coming designs in everything from giftware, decorative accessories, tabletop, apparel, fashion jewelry, and fashion accessories, to toys and games, designer/artisan items, and more. The Philadelphia Gift Show is THE place to find products that promise to differentiate your store from the rest.

Companies to Be Counted On: The Winter Profiles in Excellence

Trusted vendors are the cornerstone of any business, working with your staff to keep your company moving in a positive direction. Twice a year, Souvenirs, Gifts & Novelties (SGN) gives advertisers a chance to shine a spotlight on their story, in an effort to reach our readers as potential customers. Many of the businesses that advertise in SGN have been represented in the magazine for years, and are trusted in the industry. The profiles can be found throughout the issue, and we hope you enjoy reading the stories of companies that could be your next great merchandise source.

Gifts Product News Brief NB

History & Heraldry to Import European Line of Home Fragrance Products

Due to the overwhelming success of History & Heraldry’s (H&H) European line of home fragrance products, H&H has decided to import the best-selling line to distribute in the United States.

“We could not be more excited and confident about our new home fragrance line focused on eco-friendly bamboo and soy-based candles,” said Patrick Carr, president and CEO of H&H USA. “We did extensive research with consumers, including a focus group and retail testing to ensure the new line would be a home run in our market,” Carr said.

The product launch is scheduled for the first quarter of 2023 and the H&H sales team is already beginning to pre-sell and exhibit at tradeshows.

(For more information, contact H&H directly at 800-416-5567 or by emailing salesorders@historyandheraldry.com.)

History & Heraldry plans an early 2023 product launch in the United States for its European line of home fragrance products.

Beach Supplies and Apparel Sunglasses, Toys and More at Beach Stores

By Hilary Larson

At Shades of Charleston, a two-boutique South Carolina chain, beachgoers and vacationers will find towels for as little as $16. But the top-selling towel — and one of the store’s best-selling beach items overall — is a $40 style from nomadic that is fast drying, antibacterial, crafted from recycled materials and even sand resistant. "They are killer," enthused Alex Carbonell , manager at Shades of Charleston's Mount Pleasant store. "You pick them up and the sand shakes right off them."

Carbonell explained that Shades of Charleston shoppers favor distinctive, high-quality products they can't necessarily find elsewhere. "We cover multiple price points, and we aim to cover the beach lifestyle — not just sunglasses or towels, but everything you need for a day at the beach."

Like Shades of Charleston, beach stores from Maine to California do a brisk business in the basics, year after year: sunglasses, towels, bathing suits, apparel and toys. But to be successful, retailers say, you have to balance these items with fresh, updated merchandise that inspires an impulse buy.

Byron Bay sunglasses from the Maui Jim brand are a great example. Even at $262, they are among the best-selling items at Shades of Charleston. "They combine performance and fashion,” explained Carbonell. “They're great frames, a comfortable fit, a high quality lens, and they look good on any guy.” To stock winning items like this at the 2,200-square-foot store, the Shades team relies on close relationships with vendors and sales reps. "When something great comes out, we buy it," the manager explained.

After more than 30 years in the beach business, Monterey, Calif., Retailer Kelly Sorensen knows what

his customers want. His 6,000-square-foot store, On the Beach Surf Shop, transports customers into an island fantasy with thousands of bamboo poles, a 300-gallon fish tank, and a floor crafted of real sand mixed with epoxy. "Our store is for people whose dream is to be in the tropics, surfing all day," explained Sorensen.

His top-selling merchandise is a mixture of the tried and true — Quiksilver, Billabong and other classic surf brands — and newer lines popular with coastal customers, like Pura Vida bracelets and anklets. The Salty Crew apparel brand is a hit "with little kids as well as their grandfathers," Sorensen observed.

While spring and summer bring a flurry of tourists, Sorenson estimated his clientele is about 80 percent locals. His most popular merchandise is toiletries from the Sun Bum line, which has an irresistible scent reminding people of the beach. "It's a great branded sunblock, and they've expanded it to hair care," Sorensen explained. "People really enjoy that smell. We sell a ton of their air fresheners, too."

Just because a beach happens to be in northern climes doesn't mean shoppers aren’t looking for pails, shovels and frisbees. At Ulmer's Drug and Hardware in Kenai, Alaska, "we sell a ton of beach supplies for kids," said Owner Patrick Mede . "You can't swim in the water

Continued on page 32

"We cover multiple price points, and we aim to cover the beach lifestyle - not just sunglasses or towels, but everything you need for a day at the beach."

- Alex Carbonell, Shades of Charleston, Mount Pleasant, S.C.

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Beach Supplies (From page 30)

here, but kids still want to play in the sand."

In Alaska, beach gear does look a little different for grown-ups, though. Aside from "lots of sunglasses," Mede does a brisk business in gloves, camping and outdoor gear, and apparel designed for wet weather, all of which is displayed in a dedicated section.

His top seller is the Xtratuf line of rain boots. "They're a Northwestern legend, and we sell thou-

sands of pairs a year," said Mede, who has owned his 33,000-square-foot store since 1977. Customers love the boots for their unique, artist designed prints. They also snap up any beach gear name-dropped with Homer or Alaska, both as souvenirs and out of local pride.

The same applies on the Massachusetts island of Nantucket, where decorative and vintage-style signs bearing the island name are hot sellers at It's a Shore Thing, a 650-square-foot boutique. One favorite is a directional sign with "Nantucket" and an arrow pointing in one direction, and "Real World" pointing in the other direction.

"It doesn't matter where tourists are from, they're always looking for things that say Nantucket on them," explained Owner Julia Morash . In the summer, beach towels are top sellers, along with jute bags. Toward the holidays, the hot items are kitchen towels and handdecorated ornaments, along with ceramics made by Morash's family and other New England artisans.

On Daufuskie Island, South Carolina, hats are the top item at Freeport General Store, where warm-weather styles double as a souvenir and a coastal essential. "Since we're on an island, you have to take a ferry to get here," observed Buyer and Manager Kara Neidert . "People will come over on the boat and forget to bring a hat."

The 800-square-foot store is high-volume, especially in tourist season. Neidert relies on racks to display a lot of clothes neatly and visibly. "That way we're not constantly folding things on tables, which can get messy fast."

Each year, Neidert shops for a mix of classic and modern designs at events like the Surf Show and the Americas Mart. She’s got her eye out for new spins on perennial best-sellers — T-shirts, hats and hoodies — as well as gentle prices. With inflation, Neidert shops more carefully. Most beach store purchases are impulse buys, not necessities, "so we don't want to raise our prices too much," she explained. ❖

"Our store is for people whose dream is to be in the tropics, surfing all day."

- Kelly Sorensen, On the Beach Surf Shop, Monterey, Calif.,

Getting Nautical Home Décor Sales to Soar at Maritime Museum Shops

By Karen Appold

Nautical décor is defined by natural colors associated with the ocean—the neutral tones of stones, sand, and driftwood, and the brighter shades inspired by the sea and crafts used to navigate it. Red, white, and blue are always staples in nautical décor. “Increasingly, customers are looking for unique or handmade items that are well made and seem valuable,” said Liz Cowee , museum store manager and buyer at Chesapeake Bay Maritime in St. Michaels, Md.

Shana Jaques , store manager and buyer at Maine Maritime Museum in Bath, Maine, said, “We sell everything from original art prints to tide clocks, items inspired by exhibits and in our collection, as well as nautical charts of Maine’s coast. One of our favorites are handmade stained-glass sailboats from a studio just

down the road. Visitors love knowing that they are made right here in Bath and that each one is unique.”

At the Los Angeles Maritime Museum in San Pedro, Calif., Museum Director Marifrances Trivelli said customers prefer nautical-themed items that are timeless and custom made. These include reproduction spyglasses, magnifying glasses, and bottle openers with nautical motifs such as mermaids, ships wheels, and anchors—a perennial favorite. “Interestingly enough, popular wooden signs or beachy items don’t do well here in the harbor,” she said.

Heather Rice , buyer and gift shop manager at the Ships of the Sea Maritime Museum in Savannah, Ga., said that some of the museum’s

Continued on page 36

Liz Cowee, museum store manager and buyer at Chesapeake Bay Maritime Museum in St. Michaels, Md. Customers are looking for unique or handmade items, she said.

Bird-themed gifts at the Chesapeake Bay Maritime Museum’s store. The store manager and buyer follows other nautical and museum stores on social media to get ideas for merchandise.

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Getting Nautical Home (From page 34)

artifacts have contemporary counterparts in her 612-square-foot shop which can be purchased and enjoyed at home.

Top Sellers

When asked about her best-sellers in the nautical home décor category, Jaques said that Georgetown Pottery’s “Salty Balls” are all the rage at her 1,200-square foot shop. These ceramic salt shakers are shaped like sea urchins, and bring a taste of the Maine coast to the dinner table.

Maine Scene’s lighthouse snow globes are also a big draw for Jaques. “Many visitors travel to Maine to visit lighthouses; this snow globe is a unique memento,” she said.

Casco Bay Glassworks’ decorative hand-blown glass lobster buoys, another popular nautical item, are colorful and beautifully made. “The bold colors and craftsmanship make them a timeless addition to a home,” Jaques said.

Marble turtles crafted by SS Handcrafted Art, a small company that employs local artisans in Ecuador and donates to foundations that help to save

Continued on page 38

Custom-designed, nautical-themed items from Bow & Hummingbird, a woman-owned company in Germany, sell well for the Los Angeles Maritime Museum.

Oyster-themed gifts at the Chesapeake Bay Maritime Museum’s store. The store’s manager and buyer carries many local artists’ work on consignment.

Nautical gifts at the Chesapeake Bay Maritime Museum’s store. The Chesapeake Bay Tidbit Tray by Galleyware is a top seller for the store.

Liz Cowee, museum store manager and buyer at Chesapeake Bay Maritime Museum in St. Michaels, Md. Customers want unique or handmade items, Cowee said.

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sea turtles, are Rice’s best-selling nautical home décor item.

Authentic Models’ nautical clocks are also a big hit for Rice. These timepieces have a nautical compass on the back, feature brass housing, and include crystals to enlarge the detail of the clock’s face and compass design.

Trivelli said customers appreciate anything that is not found in large chain stores, or handmade items. A popular line is wind chimes from Bottle Benders, a family-run company in Georgia that makes chimes out of recycled glass bottles.

Custom-designed, nautical-themed items from Bow & Hummingbird, a woman-owned company in Germany, also sell well. In particular, the company’s smaller affordable items, such as glassware and notepaper, are sought after.

For Cowee, a top seller is the Chesapeake Bay Tidbit Tray by Galleyware. The small tray features a colorful, hand-drawn graphic of the Chesapeake Bay with town names and images. It’s the perfect keepsake or small gift.

Ceramic coasters with artistic images such as crabs, lighthouses, and herons by Barlow Designs make great mementos, Cowee said. They can be bought as one or several, mixing multiple designs. Visitors collect them to remember their visit.

Boosting Sales

There are many ways that maritime museum shops can increase sales of nautical home décor items, such as

how they’re displayed. Rice places items that fit into the same general category together, such as one shelf with glass items and another shelf with wooden items. “This strategy works well because it allows guests to find what they’re looking for in one place, rather than having to hunt for it,” she said.

Although she tries to avoid clutter, Trivelli has found that larger groupings of like-items move well. “Customers want to select their exact item, even if there are several identical pieces right in front of them,” she said.

Plush toys from the Chesapeake Bay Maritime Museum’s store inventory. Buying on the online wholesale site, Faire, has been tremendously successful for the store’s manager and buyer.

A popular line for the Los Angeles Maritime Museum is wind chimes from Bottle Benders, a family-run company in Georgia that makes chimes out of recycled glass bottles.

Boat-themed gifts at the Chesapeake Bay Maritime Museum’s store. Ceramic coasters with artistic images such as crabs, lighthouses, and herons by Barlow Designs make great mementos, the store manager and buyer said.

Michelle L. Porter , buyer at the Connecticut River Museum in Essex, Conn., uses outside elements such as driftwood, pinecones, shells, and so forth to complete themed displays.

Placement is also key. “We place items with a higher price point or those that are more unique within sight of the door, so guests notice them right away,” Rice said. “This works well because it creates a focal point [and] gets them the attention they deserve.”

And don’t forget about the benefits of using signs. Rice uses them to denote handmade pieces and work from local artisans. “This helps showcase unique items and lets guests know that they are purchasing something made here in Savannah,” she said.

Staff can also interact with guests to help boost sales. “Items always sell better when staff have used them and are enthusiastic about products,” Trivelli said. The museum shop carries a line of handmade soaps from San Pedro Soapworks, a local, woman-

owned company, which are a staff favorite and make the shop smell lovely.

The gift shop at the Maine Maritime Museum uses small “Recommended by” signs placed throughout the

Continued on page 40

Gifts and plush at the Los Angeles Maritime Museum. Merchandise with motifs such as mermaids, ships’ wheels, and anchors sell well for the store.

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Getting Nautical Home (From page 39)

store for museum staff and volunteers to communicate with customers about their favorite items. “They have been hugely effective,” Jaques said.

Trivelli is a proponent of making signs fun. For example, glasses from Bow & Hummingbird feature a little submarine logo which the gift shop includes as part of the graphic design on signage for them.

Finding Unique Merchandise

When looking for something different to stock, Rice tends to seek out products from local companies or smaller businesses. “It’s much easier to find unique items from lesser-known sources; I have found some amazing products,” she said.

To find one-of-a-kind items, Jaques recommended going to local gift shows, researching products online, listening to recommendations, and always keeping your eyes open. “We have many talented and interested visitors who are also makers,” she said. “We are always learning about new things happening in our area.” They museum also has hand-forged items made onsite by volunteers and students in its blacksmith shop.

Because a lot of cruise ship passengers visit the gift shop at the Los Angeles Maritime Museum, Trivelli seeks out smaller home décor items that will fit in a carry-on bag.

Cowee is a huge supporter of small designers. She follows other nautical and museum stores on social media to get ideas for merchandise.

Uniquely branded apparel sells well and cannot be found anywhere else. Buying on the online wholesale site, Faire, has been tremendously successful for her. Here, she can easily search themed categories and many vendors have zip code protection which ensures that other stores in town won’t also carry the same merchandise. It’s easy to visualize how merchandise will go together by using the option to create boards (like Pinterest) to organize items. She also carries many local artists' work on consignment. The 1,200-square-foot shop garners around $350,000 annually. Porter scout outs other retailers either online or in person. She searches for items that aren’t typically found elsewhere, which is why consignment partnerships are growing at the 1,000-square-foot gift shop. ❖

A display of Hooper Straight Lighthouse gifts at the Chesapeake Bay Maritime Museum’s store. The museum store manager and buyer is a huge supporter of small designers.

Of the Los Angeles Maritime Museum in San Pedro, Calif., Museum Director Marifrances Trivelli said customers prefer nautical-themed items that are timeless and custom made.

Museum Store Manager and Buyer Liz Cowee of the Chesapeake Bay Maritime Museum photographed with displays.

Where Great Gifts Are In Demand Gifts and Stationery at Beach Gift Stores

By Sara Karnish

Items that best capture a moment or place are among the most in-demand gifts at beach gift stores. Whether it is a name-dropped picture frame or unique piece of art by a local crafter, visitors to beach gift shops gravitate toward the items they know they won’t find anywhere else.

Carol Lee Kelliher , owner of Carol Lee’s Cottage in Rockport, Mass., prides herself on carrying the beachand Rockport-themed merchandise customers love, but won’t find in other local retailers. Among the bestsellers in her 300-square-foot shop are etched drinking and wine glasses featuring the recognizable Rockport key logo, sea glass, and a Rockport bag, custom-made in Bangladesh for her shop using fair trade practices. “I only sell things in the store that I would personally buy,” Kelliher explained. “There is a certain level of quality and taste that I like, and I think that’s reflected in the pieces I sell.”

Likewise, Jayne Briard , manager of Four Winds Gifts in Nantucket, Mass., said Nantucket-inspired gifts are strong sellers with her customers. Briard said Four Winds has a bit of an advantage—the store is housed in a former blacksmith shop, so history and architecture buffs are drawn to the building itself, and shoppers love to browse the shop’s merchandise. “Our biggest gifts are smaller things like mugs, Nantucket-themed towels, ornaments, wineglasses, and food like jams and jellies—we have our own line. Really, the items that pack easily,” Briard said. “We’ve partnered with a company called Rustic Marlin. They make Nantucket-specific signs and painted blocks with maps on them. They’ve done really well.”

Smaller gifts which fit easily into a suitcase or backpack are big sellers at

Abracadabra in Port Townsend, Wash., according to Owner Marion Lodwick . “Puzzles and games—things families can do together [are top selling gifts],” she explained. “And stickers, surprisingly, are a top seller. They are affordable, and fun, and with all our choices, it’s hard to pick just one [design].”

Brook Weber, sales associate and in-store artist at Abracadabra, holding the For the Love of Paper book. Easyto-pack, smaller gifts are big sellers for the store.

A Rockport, Mass., tote bag from Carol Lee’s Cottage. The store makes the bags in Bangladesh using fair trade practices. Continued on page 46

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Where Great Gifts (From page 44)

Besides gifts, a category with consistently strong sales, there continues to be a demand for stationery. Handwritten notes had something of a Renaissance during the COVID-19 pandemic; the trend has continued. “Our best-sellers in that category are notepads—both magnetic and the regular, standard notepad,” Briard said. “They’re all Nantucket-themed, custom designs. We thought [stationery sales] would die down for awhile—it’s really moved in the last two years. This year I did very well with stationery—not so much cards or notecards, but the notepads.” Kelliher sells an assortment of notecards bearing inspirational sayings; at Abracadabra, Lodwick said journals are a big item. “We have a wide variety, many with inspiring prompts. We also have a large section devoted to cards, many by Pacific Northwest artists. It’s a great way to buy a small piece of art.”

Grace Cole , owner of Scribe Paper & Gifts in Marblehead, Mass., said some of her stationery items are among her best-selling gifts. She does well with acrylic note cubes, notepads, and letterpress stationery, as well

Marion Lodwick, owner, Abracadabra, Port Townsend, Wash. Top selling gifts for the store are puzzles, games and stickers.

An artful Christmas gift at Carol Lee’s Cottage. The owner sells only things that she would personally buy in her store.

A merchandise display at Abracadabra. Journals sell well for the store.

Colorful leggings from Carol Lee’s Cottage. The store stays open all year, and many people visit Rockport from Canada and overseas.

as timeless choices like candles and body care items. “As far as straightforward stationery, the boxed correspondence and notecards—I carry Crane—and an Italian imported box sell great. They retail for $35, which is a great price point. I have people coming in and buying it all the time, so I’m constantly reordering. My invitation business dropped dramatically during the pandemic, but the card business was huge. I would post my favorite cards on social media, and people would come by and do curbside pickup.” She added, “I think the forced separation made people take stock. They realized how impersonal texting is. Getting a handwritten note mixed in with the bills and fliers is such a joy. We really saw how much it makes someone’s day.”

Because of their seasonal nature, many beach gift shops largely cater to tourists. Year-round retailers enjoy additional business from locals; many know their customers personally. “We have about 20,000 people here year-round—in the summer it swells to 60,000,” Briard said of Nantucket. “In the spring and fall, my customers are definitely the day trippers. I just try to keep my merchandise fresh. Because we’re an historic building, we’re limited with what we can do inside. Most of my customers, because I’m very connected to the community, know they can come to me or call me if they

Continued on page 48

A pencil display at Abracadabra. Local shoppers bring their visiting family and friends to the store.

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Where Great Gifts (From page 47)

are looking for a particular item. We always have things like the jams, jellies, and mugs. When we bring in new items, we just hope [people] will buy them when they come in.” Lodwick has a strong local customer base.

“We cater to locals, and they bring their visiting family and friends. We also have tourists who return year after year. We are a popular store and inventory moves quickly, so new inventory is always being put out. Customers come in frequently to see what’s new. When new items come in, we completely redo displays so they stay fresh. It is a bit of a treasure hunt at times because things are always being moved around the store.”

Kelliher added, “In the summer, Rockport is a destination. I’ve lived in Rockport for five or six years. I knew it was popular, but it wasn’t until I had my store that I learned so many people come here from Canada and overseas. I stay open all year, and I have a nice local following—people will drive up here from Boston and Cape Ann, as well.”

These store owners utilize different tips for selling gifts and stationery. “I look for graphics that catch the eye,” Lodwick said. “I have a lot of color in my store. It is a happy place for people to spend time as they look for a gift or pick out a treat.” Briard stressed the impor-

Stationery and soap on display at Abracadabra. Inventory moves quickly at the store, so the selection is always changing, the owner said.

A merchandise photo highlighting the color purple at Carol Lee’s Cottage. The owner gets to know her customers so she can make suggestions on purchases.

Carol Lee Kelliher, president/sole owner, Carol Lee’s Cottage in Rockport, Mass. Kelliher carries merchandise not found in other stores.

A merchandise display of books and cards at Abracadabra. The owner has a strong local customer base.

tance of product placement throughout the store. “If the store is laid out well, customers will see the merchandise. We keep our stationery right by the register—it definitely has to be in the right location. We also group it with other ‘like’ items in displays.” Kelliher gets to know her customers and what they are looking for, then makes appropriate suggestions for different gifts.

Displaying merchandise in eye-catching ways allows staff to show off their creative sides. “I open up our big barn doors. There is so much to see, it can get overwhelming,” Briard said. “I put the new and/or seasonal items right in the front. I also like to group items by theme.”

Due to limited space in her shop, Kelliher makes the most of every available square inch. “I’m in a prime location on the Neck—it’s a big walking place; people are constantly walking by with their dogs. I have a window right on the Neck, so the window display is important to me. I want it to be attractive and changing it frequently is key. I’ve learned people notice it and will contact me if they’ve seen something.”

Cole minored in fine art in college and puts her skills to use when creating displays. She said, “Telling a story is important. Sometimes I’ll put like colors together, and it creates a visually pleasing display. I also like to keep things

Continued on page 50

An exterior view of Carol Lee’s Cottage. Customers are constantly walking by the store and the owner changes the window display often.

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Where Great Gifts (From page 49)

organized. I think the best displays are organized, clean, but also have some negative space to give the eye a rest.”

Whether locals or tourists, long- or short-term visitors, beach gift shops are grateful to the customers who keep their doors open all year long. Cole said her local customers kept her going during the pandemic; during the summer she has a 50/50 customer base. Lodwick said, “We work hard, and our first priority is always our customers. We stop whatever we are doing to talk and laugh and have fun with our customers—helping them when they want help, but also letting them browse to their heart’s content.” ❖

A summery garment at Carol Lee’s Cottage. The store is 300 square feet and makes use of every inch of space.

A seaglass, stone and shell creation from Carol Lee’s Cottage. The owner maintains quality in the goods she sells.

Trends in Clothing and Accessories at Apparel Shops

For this article, SGN interviewed store owners in Wisconsin, Massachusetts, Connecticut and Maine to discuss apparel and accessory trends.

According to Owner Jessica Franzen , bralettes are a top selling item at Sparrow Collective in Milwaukee, Wis. They come in a wide variety of styles from lacey designs to fun straps and cuts.

“They're a fun item to layer your outfit with and they are so comfortable,” she commented.

It’s difficult to nail down top selling accessories since there are many different kinds of accessories and uses, explained Franzen. That said, jewelry is always a top seller across all departments.

There's never a shortage of new designers and products and many styles and designs to choose from.

“Jewelry is such an easy way to dress an outfit up or down and everyone wants a new piece of jewelry once in a while,” Franzen expressed.

They currently do a good deal of buying through a few online wholesale platforms, mainly Faire, said Franzen.

Pre-Covid Franzen travelled twice a year to New York Now and Magic in Las Vegas to shop the trade shows. She finds attending trade shows to be useful because you can browse and discover hundreds of new brands you may never have come across otherwise.

“You also get the opportunity to see, feel, and touch products in real life and I often find items I may not have chosen based on a picture on a website,” said Franzen. “You can spend a few days at a trade show and write tons of orders, plan out their ship dates and have a steady stream of new inventory coming in through a season which otherwise can be pretty time consuming doing online.”

Over the years, Franzen has learned a few techniques for displaying merchandise that impact shopping and sales.

First off, having a decent collection of items from a brand and keeping products displayed together as part

of that collection on the shelves is important. This is helpful to a customer who likes the style of a brand or certain item and can see a complementary and concise selection of goods and how they might be styled rather than seeing items placed here and there throughout the shop.

As well, when a new shipment comes in, they typically re-arrange shelves and have a fresh open space to display the collection together.

Continued on page 54

Owner Kimberly Moster and Beth Abbatemarco of Kimberly Boutique. Blouses and pretty sweaters are selling well for the store, Moster said.

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Trends in Clothing (From page 52)

It’s also helpful to create eye catching layering and stacking that moves the eye around the store and draws a customer in as they're shopping.

The hottest sellers at Moxy Boutique in South Hadley, Mass., are currently comfortable trendy clothing said Andrea Sullivan , owner. For instance, one popular clothing item at the moment is a cardigan in Aztec print.

They have also been selling plenty of pants, including faux leather pants and joggers made in Italy. The joggers come in a variety of patterns–including various camouflage color schemes - and solids. “They seem to fit every body,” Sullivan said.

She said these are selling well because you can dress them up or down, and many are dressing down now.

“We don’t get a lot of people going to the office or out to dinner especially with the uptick in Covid cases around here,” Sullivan said.

At the moment, scarves are the top selling accessory being that they’re located in New England where it’s beginning to get chilly.

Year round, they sell a lot of jewelry. As with their other merchandise, they also follow trends in this area. For instance, over the summer, they stocked whale tail

jewelry. Now, they’re stocking plenty of blingy type jewelry for the holidays.

They attend trade shows to find new vendors. “We always want to keep the store interesting with something new,” said Sullivan. She also refers to websites that showcase items from thousands of vendors.

They’re always looking for something different, which this year includes plaid shackets, corduroy mixed with plaid and tribal prints.

While they do carry classic styles in their 1,000-square-foot shop, in general, they like to stock items that are on trend.

They used to coordinate by style, but now they keep everything color coordinated.

“It seems that if people are looking for a black pant they go to the section with black pants,” said Sullivan.

Denim is really strong right now, said Kimberly Moster of Kimberly Boutique in Hartford, Conn. According to Moster, skinny denim has been phased out and people want comfortable and fuller leg styles–which most don’t already have in their closet. Tops in general–such as blouses and pretty sweaters–are also selling well. According to Moster, this has a lot to do with COVID and how it changed the way people dressed. A lot of people are still Zooming and are not dressing up as much as they used to, she commented.

Bracelets have replaced earrings as the top selling accessory at Kimberly Boutique. Daintier jewelry is making a comeback and layering bracelets seems to be a fairly strong trend, Moster said.

Katie Libby, owner of Simple Soul Boutique in Maine. Top selling for the store is their denim line, Judy Blue Denim.

Colin Ryan of Sparrow works in the shop and runs jewelry workshops with the owner. Continued on page 56

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Trends in Clothing (From page 54)

They go to shows in New York and Atlanta to find new products. Sometimes vendors also approach them. Although she prefers to buy in person, they have also begun buying more through online platforms like Faire. It’s challenging to find product online since you have to sift through so many styles, she said.

She’s also found new merchandise after seeing someone else wearing it. From there, she’s reached out directly to the brand.

Display-wise, Moster uses the motto “friends together” to guide her. For instance, all handbags are stacked together, all jewelry should be in one place and themes–for instance, the color green –should be together, even if the items in the display come from different vendors.

She removes the vendor card and hangs jewelry on glassware – the pieces really shine and appear to be more higher end this way.

Katie Libby , owner, Simple Soul Boutique in Maine said her number one seller is their denim line, Judy Blue Denim. They are a best-seller because of their extreme stretch and ability to fit any and all body shape, expressed Libby. “These jeans aren't your stiff and restrictive denim,” she continued. “They are stretchy and accent all your curves in the best way.”

Shackets–a shirt and a jacket–are another top selling clothing item. They come in a wide variety of plaids and solids and are perfect when you need that lighter layer to throw on when it’s a bit chilly, said Libby.

Jewelry–earrings, necklaces, bracelets and hair accessories–is their top selling accessory. They offer a very affordable line of simple–yet sophisticated–every day wear jewelry. You can change your whole vibe by accessorizing without the cost factor of having to refresh your larger clothing items, said Libby.

Libby travels to markets twice a year to do most of her clothing buying. She adheres strictly to her policy of items needing to be “soft and comfortable.”

“My local customers–and online customers, too–know when I say something is soft, its soft,” said Libby. “It's all about materials and how the clothing makes you feel.”

They have a very small store that packs a big punch. That said, they have to be very creative with their displays because they can’t waste space. They love stacking things up with various wooden crates, shelving, and so on.

They display a lot on a vertical orientation and use every inch of wall space, said Libby. They also utilize high shelving to display items on.

“Even though customers can't reach those shelves, it serves as a display and piques interest,” said Libby. ❖

Sparrow Owner Jessica Franzen. Jewelry is always a top seller for the store, she said.

Kimberly Moster, owner of Kimberly Boutique in Hartford, Conn. Demin is selling strongly currently, she said.

Town Pride®

By Jessica Olmstead

Town Pride® has been busy developing new on-trend custom products. Known for quality curated goods, we are still focused on Made in the USA and making the custom process as effortless as possible. We continue to offer no set up fees and the lowest minimums in the industry. Our new embroidered custom sweaters and expanded children’s line are retailing extremely well. The upcoming 2023 year will bring more licensed artists goods like MollyGrams thematic alphabets which we use to spell out any town, state, place or team. Our long-awaited candle line will make its debut along with all new baby and pet. We are excited to continue to offer quality, Made in the USA custom goods that are on trend and meeting customer demand.

(For more information, visit www. townpride.com.)

P rofiles In Excellence • Gifts

Xplorer Maps

By Tara Shisler

Xplorer Maps creates the world’s finest hand-drawn maps of national parks, states, and travel destinations throughout the world. Our fully custom maps and extensive accompanying product line make excellent gifts for friends and family for all occasions. And the 18-inch-by-24-inch fine art prints look stunning as framed art for home, office, cabin, resort, or hotel decor.

Looking for the next best-sellers for your store? Try our blankets, puzzles, mugs, shot glasses and totes (both Canvas and Stuffable Nylon Pouch designs). We guarantee success with our line.

Every line, letter, and icon is unique and original on every new map we create with absolutely zero digital enhancement whatsoever. Originally designed to pay homage to the early cartographers, these high-quality and exceptionally detailed custom maps are rendered by Chris Robitaille, who is an Xplorer Maps artist and co-founder, using an antique, old-world style that is timeless in appeal.

Setting us apart from any other map product on the market, our fine-art illustrations have been approved by National Park Service specialists and their respective non-profit partners on the basis of educational merit, interpretive value, cultural relevance, and historical and geographic accuracy. Xplorer Maps does not use any public domain images; our maps are fully copyrighted and trademarked. Come XPLORE with us! There are simply no other maps that can compare anywhere!

Philanthropy: Giving Back for Our Public Lands

As members of 1% For The Planet, Xplorer Maps donates a percentage of proceeds from every product we sell to various non-profit organizations around the world. These organizations have similar missions as we do; focused on the conservation, preservation and education of our Public Lands. Xplorer Maps has donated more than $100K to more than 37 different organizations since we began 10 years ago.

(For more information, visit https:// xplorermaps.com.)

Town Pride® continues to offer quality, Made in the USA custom goods that are on trend and meeting customer demand.

Xplorer Maps’ fine art illustrations have been approved by National Park Service specialists.

APPAREL

Apparel Best-Sellers Words of Wisdom from College Stores

By Sara Karnish

Whether showing school spirit or team loyalty, name-dropped and logoed collegiate apparel is a clear way to show support for a favorite college or university. Tastes may change, but college stores strive to carry a mix of styles that are both trendy and timeless.

“Our top sellers are short sleeved tees with our primary athletic and baseball GS logo,” said Holly Berry , assistant store manager and merchandise manager of the University Store at Georgia Southern University in Statesboro, Ga. “Here in South Georgia, a typical day can range from 75 to 100 degrees from the morning to the afternoon, even in the winter months, so tees are very popular.”

Likewise, basic tees are big sellers at Gustavus Adolphus College’s Book Mark in St. Peter, Minn, according to Danielle Burger , general merchandise buyer. “Solid graphics on core pieces through brands like Nike, Blue 84, Champion and Gear for Sports have continued to be our best-sellers. Our customers see others wearing them and come looking specifically for them.” She added, “Lifestyle pieces through Artisans and anything oatmeal color have also been top sellers.”

Mary Sivertson, apparel buyer at North Dakota State University Bookstore in Fargo, N.D., said she tried something different this year and the items “flew off the shelves”— “Cropped crews and tees for girls consistently do well. I tried this year and would recommend jeans from Gameday Social Apparel, a company out of Brookings, S.D. They have a lot of unique things and cool designs. The jeans have done really well. They’re custom; ours have the word ‘Bison’ running down the leg. They’re a washed-looking denim style. Overall, we tried a new company called Artisans that I would book again. They had a faux leather applique which said ‘NDSU Bison’ which I would get again because it was just a different application. Also, anything vintage sold very well. Our school colors are green and gold—anything with a mustard or ‘old gold’ color seemed to sell quickly. It’s something I would try again. It was kind of a nice change—something different from all the green. It seems more people can wear the ‘old gold’ shade rather than a bright yellow, and it’s a great fall color.”

Good layout and product placement are just two effective ways to sell more apparel. “It is important that your sales floor makes sense to you and your guests. If it is confusing to you and you work there every day, think what this does to your customers. Make it easy for guests to finds what they are looking for,” Berry suggested. “We

Gustavus Adolphus College’s Book Mark student employee Griffin Post photographed with Big Cotton sweatshirts by Gear for Sports. The general merchandise buyer tries to stock a few clothing and gift options for Gustavus alumni, parents, and grandparents. Continued on page 60

section our sales floor out by class. We have a T-shirt section, crews and hoodies, jackets, polos and wovens, boutique, pants and shorts, Young Eagle wear, et cetera. We place signage above those sections directing our guests on the sales floor when possible. We have very high ceilings so it is not always feasible to hang signs, but we do so where we can.”

Burger noted, “Have a plan to stagger when you bring out those core pieces, so they are not competing against each other. This also allows customers an option if we do not have their size in a style they wanted.” And a surefire sales tip: “Utilize your student employees for social media whenever possible! They are so creative and a great asset to your store.”

Sivertson suggested mixing classic and trendy items—bringing in something new to balance the longtime favorites. And be creative—find ways to get products in front of customers both in and out of the bookstore through online and in-person events. “You have to try different things,” she said. “I’ve been a buyer for 17 years, and with the bookstore for 25 years, and when I look at things now, I think, ‘Does it look like anyone else’s product?’ Also, make sure everything is online. If we miss a garment or forget to post something online, it has a tremendous impact on the sell through. We do a lot of social media—we post on Facebook and Instagram on a weekly basis. Keep it in season.” Like many retailers, Sivertson said she and her team faced shipping delays and shortages over the past year; they would often get inventory in past the requested delivery date so it was sometimes out of season. “You

have to have events to keep moving the inventory,” she said. “Do offsite events. Create them—just keep the inventory moving. People want to come to an event, have fun, and have it be convenient.”

Keeping an eye on trends and stocking accordingly drives merchandise sales, too. “Crew sweatshirts are still outselling hooded sweatshirts. Oversized sweatshirts worn with tight and high-waisted bottoms are still very popular,” Burger noted. Vintage continues to be popular—the 80s have returned in pop culture in a big way, and the 80s-style fashion has come back. Sivertson noted, “One of our vendors was showing us a bell bottom-style lounge pant, and I’ve noticed this style in some other stores. The vintage look will continue. It never goes away.”

The University Store at Georgia Southern University has a boutique with less namedropped logowear and more subtle clothing choices. “It seems to be trending well,” Berry said. “It is comprised of mostly Ladies’ wear in our school colors—navy, white, and old gold without trademarks on them. As of right now we have a collection of shorts, pants, rompers, dresses, tanks and tops. Our female fans seem to like the idea of being able to show their school colors but not necessarily have a logo on their clothing. They can wear them to work and still show their school pride.”

Bookstores serve current and potential students as well as alumni, parents, and community members. Many university stores carry a selection of merchandise specifically for each market. “We provide our current students as well as our alumni with hundreds of different

Apparel Best-Sellers (From page 59

Gustavus Adolphus College’s Book Mark student employees Ava Decker and Lauren Maas photographed with Big Cotton sweatshirts by Gear for Sports. Student employees are a great asset to handle social media, the general merchandise buyer said.

A display utilizing a variety of merchandise and heights at the Gustavus Adolphus College’s Book Mark store.

options to choose from. We have a separate area for alumni merchandise such as crews, polos, several different designs for tees, et cetera. And we provide our Eagle moms, dads, and grandparents with some great options as well,” Berry explained.

Sivertson said they do not have a huge demand for alumni-centric apparel. “We have some ‘alumni’-branded sweats and tees. They’re pretty basic. I try to change up the designs every year. We don’t have much demand for alumni garments except maybe around the holidays, and at graduation so parents and families can buy those items.” Burger noted, “We try to have a couple clothing and gift options that are specifically for our Gustavus alumni, parents, and grandparents. If there is a piece that a customer really likes but wishes it could say alumni, mom, dad, et cetera, we refer them to a local company we’ve worked with for customizing items.”

Merchandising and displaying items are a key element of driving sales. “Displays should always be fresh and clean,” Berry said. “They look so much better with the ‘less is more’ rule of thumb. Our displays are usually reflections of the seasons, events, and themes for the week. They should answer a question, such as ‘What are we featuring this week?’ or ‘Who are we playing this week in football?’, ‘What time of year is it?’, ‘Is it getting chilly or is it Fun in the Sun time of year?’ Displays

should make sense to the consumer.”

Burger suggested using other merchandise in a display to create a fuller visual picture. “Change them out often and do not be afraid to ask your student employees to assist too! Bring in different materials, elements such as jewelry, drinkware, and clothing so the focus isn’t only on clothing,” she said. Sivertson said the most effective displays include “height, color, and relevance to the season or upcoming events. Stock fresh products. Have good signage, and use layering for multiple sales.”

Apparel is a core non-textbook profit center for most university stores. Use merchandise to capture the excitement and spirit of a school’s student body and fans. “People are so excited to be back on campus for events that had been cancelled or altered the last couple of years,” Burger pointed out. Create a fun atmosphere in the store that reflects the fun on campus. “Always enjoy what you do,” Berry said. “Make every day fun and enjoyable. When you are happy and have that vibe running through your store, your guests will follow suit and want to come back for more.” ❖

Neatly folded apparel at the Georgia Southern University store. Good layout and product placement are two effective ways to sell more apparel, the assistant store manager and merchandise manager said.

General Merchandise Buyer Danielle Burger, Gustavus Adolphus College’s Book Mark, St. Peter, Minn., photographed standing next to the Champion Classic Hockey Hood.  “Have a plan to stagger when you bring out those core pieces, so they are not competing against each other. This also allows customers an option if we do not have their size in a style they wanted,” she said.

A spirit apparel and gifts display at the store for the Georgia Southern University in Statesboro, Ga. T-shirts are popular because of the hot weather, the assistant store manager and merchandise manager said.

Apparel Report Bonus Feature

Spotlight on Cedarville University

Samantha Lomelin, apparel and giftware buyer at Cedarville University’s Campus Store in Cedarville, Ohio, said sweatshirts are the top seller in their store. “In all our categories of men’s, women’s, and unisex apparel items, sweatshirts always come out on top. We just have a large population of people who like to wear sweatshirts. And where we are located, it is usually cold outside for most of the school year,” she explained.

Lomelin said it’s important to know the audience when selling apparel. “As a university campus store, we cater to a wide range of people including current students, alumni, parents, grandparents, et cetera. I look for trendy pieces that students would like to see as well as more staple items for the alumni, parent, and grandparent crowd.” She has been noticing a few trends among the store customers: “Some trends I’ve been seeing in apparel lately are crewneck sweatshirts, oversized fit items, and minimalistic designs. The more vintage or retro 90s looks are very ‘in’ with the crewneck sweatshirts. Crewnecks that look like they came straight out of the 90s

tend to do well with applique or embroidery.” She continued, “An oversized fit is very trendy right now among college-age people. Buying a size or two larger than what you normally wear is what many people are doing. More of a loose fit is popular among the younger generations whereas traditional or ladies cut items are popular with the older generations.”

Lomelin has also noticed customers gravitating toward a “minimalist” design, such as a small single-color center chest embroidery.

Cedarville’s university store carries a wide range of apparel options for both students and alumni. “Many times, our students have already bought the staple Cedarville items. We try to bring in a wide range of styles and colors in the garments to diversify our customer's closets while still representing Cedarville University,” Lomelin explained. “We have many sweatshirt options, shirts, sweatpants, et cetera. We also have many styles in different name brands such as Nike, Under Armour, and Champion.”

Apparel and Giftware Buyer Samantha Lomelin, of Cedarville University in Cedarville, Ohio. Sweatshirts are top selling for the store.

A window display at Cedarville University. Apparel and Giftware Buyer Samantha Lomelin suggested making the most of display windows by showcasing fun merchandise.

When displaying merchandise, Lomelin has these tips: “If you have a window in your store, I find it very beneficial to use it to make a fun window display. I try to showcase new product in the window to catch the attention of people walking by the store. I also try to make the window match events going on at the university,” she suggested, adding, “For our Homecoming event, we had many alumni products showcased in the window along with our new children’s clothing, as many of our alumni and our families were walking around and shopping that weekend.”

Product placement is critical for both in-store merchandising and window displays, she pointed out. “I try to stand in different parts of the store and see which areas are more visible to customers to make sure either new or popular items can be seen. I have Nike displayers facing the front entrance of the store to showcase those pieces, as well as mannequins facing the entrance wearing new product.” ❖

Of the Cedarville University store, from left to right, Apparel and Giftware Buyer Samantha Lomelin, Quinn Coupland, student employee, Assistant Manager Kelly Holdeman, and Marketing Coordinator and General Merchandise Buyer Brianna Smith. The store carries a wide range of apparel options for both students and alumni.

Best-Sellers on Display Popular Apparel and Gifts at Museum Shops

At the Pabst Mansion gift shop, the historic Milwaukee, Wis., home of Cpt. Frederick Pabst and his wife Maria from 1892 to 1908, sweatshirts and T-shirts bearing the beer company’s logo are top sellers. Gray, green, and black are the most sought-after colors at the 500-square-foot shop.

Cpt. Pabst was the owner of Pabst Brewery from 1873 until his death in 1904, however, the company had existed since 1844 under the name Best Brewery. One of the most popular products to come out of the brewery, was Pabst Blue Ribbon beer, a German lager style beer, said Krisenda Henderson , collections and executive assistant at the mansion.

In 1890, Cpt. Pabst had the name of the brewery changed from “Best” to “Pabst,” but kept the official seal of the company the same, a stylized “B” over a hops bud leaf. The brewery then released a slogan for all of its products claiming that “If you drink Pabst, you drink the best.”

Nowadays, most of the products featuring the Pabst Blue Ribbon logo on them are top sellers. “Pabst Blue Ribbon is a very historically mid-western beer, so its logo is popular for the history as well as a symbol of mid-western pride,” Henderson said. “For this reason, along with a bit of added history, our products containing the Pabst Brewery seal also sell well.”

For Patrick Wittwer , senior guest experience manager at Delaware Museum of Nature and Science in Wilmington, Del., T-shirts are among the 500-squarefoot gift shop’s most popular apparel. A shirt featuring Mosasaurs, a group of large, extinct marine reptiles that lived more than 60 million years ago, are a top seller. They are offered in three colors and feature a drawing of a mosasaur along with the museum’s logo. Another hit is a bright blue T-shirt that reads, “Science is for the birds.” It features a Dryptosaurus skeleton, which is a nod to the fact that birds are evolutionary descendants of dinosaurs. Both tees were designed by an in-house graphic designer.

Year over year, Alexis Brooks , director of buying and licensing at the Rock &Roll Hall of Fame in Cleveland, Ohio, said products that commemorate past and present induction classes are top sellers,

Alexis Brooks, director of buying and licensing at the Rock & Roll Hall of Fame, photographed in the store. Kids love pop fidget sensory toys, especially in the shape of a guitar, Brooks said.

including T-shirts. “Our branded shirts constantly change in an effort to stay on trend and exude the museum’s everchanging spaces and exhibits,” she said.

Specifically, the top three sellers in the apparel category this year are the Legends Never Die-2022 induction T-shirt from American Needle; the Long Live Rock unisex tee from Sportiqe; and the Rock Hall Skeleton Rock zip-up hoodie from Sportiqe, Brooks said.

T-shirts are also the best-selling clothing item for Tish Dahmen , executive director at the Idaho Potato Museum in Blackfoot, Idaho. Favorites include Great Mountain West’s tee that reads, “Potatoes Go Bad,” featuring a potato riding a Harley motorcycle, and Smith Southwestern’s “Darth Tater,” a pun on Star Wars. A tee that reads, “Potatoes Are Calling and I Must Go,” is also sought after. It was designed exclusively for the museum.

Black and gray colors are always big T-shirt sellers. Dahmen also chooses tees in a variety of muted colors including mauve, cantaloupe, and sage green.

“I think people are drawn to these tees because people love potatoes,”

Dahmen said. “The majority of shoppers buying them mention that someone they know is a big fan.” Adult sizes sell better than children’s do.

Great Gift Items

Regarding gift items, shoppers at the Delaware Museum of Nature and Science are stuck on AdaMarie jewelry science stickers. “They are well-designed and feature science messaging, jokes, or puns.” Wittwer said. “I put several on my laptop, but most folks buy them to adorn their water bottles.”

GeoCentral Animal Band Mood Rings also fly off the shelves. “They are located next to the register alongside a host of other novelties,” Wittwer said. “Folks love trying them on, watching the color change, and deciphering the meaning behind their color.”

GeoCentral Magnetic Super Stones are also best-sellers for Wittwer. “Rocks and stones are always [hits] at science museum stores,

but guests are very attracted to these heavy-duty magnetic stones,” he said. Both the silver and rainbow varieties sell well.

Novelty items can be a great add-on. At the Rock & Roll Hall of Fame gift shop, they are placed near the register and offered at lower price points. The 1960s Dove reusable tote is the best unit seller year over year as a part of the museum’s sustainable efforts.

Novelty hard goods are also best-sellers across different styles. A magnet shaped like a 45 record and spacer adapter appeals to the masses, Brooks said. Kids love pop fidget sensory toys, especially in the shape of a guitar.

Potato plush, a newer item at the Idaho Potato Museum, has already proven to be a popular seller. Made locally at Dawn Enterprises, a company that employs people with physical, mental, and social challenges, the plush line features three family members, including Bud (the father), Patty (the mother), and Tater Tot (their child).

Stickers and decals also rule at the Idaho Potato Museum. “They are bright, colorful, and fun,” Dahmen said. “People put them on water bottles and computers.” Particular favorites include a sticker that reads, “Potato Town,” and features a vintage highway design with a potato in the background and the museum’s logo. Another hit is a sticker that features the giant spud standing

Continued on page 66

Tish Dahmen, executive director of the Idaho Potato Museum in Blackfoot, Idaho. T-shirts are the best-selling clothing item for Dahmen.

Potato plush from the Idaho Potato Museum.

Apparel

Best-Sellers on Display (From page 65)

in front of the museum, where people like to take their photo.

Connecting to a Museum’s Mission

The Delaware Museum of Nature and Science is organized by ecosystems. Recently, the shop was rearranged to match that organization. “This was done in order to make connections between our merchandise and guest experiences,” Wittwer said. The shop has also worked to bring in new items that tie closely with the museum’s purpose, which is to help develop a caring society that respects and values the planet. With that in mind, an entire shelf of books is focused on environmental initiatives. In 2019, the shop’s last full year of being open to the public, it garnered just over $100,000 in revenue. This year, having only been open since mid-May, the shop’s sales have already surpassed that.

The Pabst Mansion seeks to preserve the legacy of the Pabst family and their impact on the citizens, history, and culture of the greater Milwaukee community.

“Everything that we sell in our gift shop can be connected back to the history of the mansion itself, the Pabst family who lived there, or to the city of Milwaukee,” Henderson said.

The Rock Hall of Fame’s mission is to engage, teach, and inspire through the power of rock and roll. “We strive to make the museum store an extension of the visitor experience and offer products from an inspired point of view,” Brooks said. “We offer an expanded se -

lection of books and vinyl for learners and listeners to continue their musical journey. Additionally, the museum just launched its first collaboration with Earthquaker Devices, a local guitar pedal company, to continue to use music as a mode of inspiration for new explorers of sound.”

As a museum focused on the history and cultivation of potatoes, its gift shop merchandise reflects potato and farm themes, Dahmen said. The store garnered approximately $200,000 in gift sales in the last year. ❖

An exterior view at the Idaho Potato Museum. Black and gray colors are always big T-shirt sellers at the museum, the executive director said.

Alexis Brooks, director of buying and licensing at the Rock & Roll Hall of Fame in Cleveland, Ohio, said products that commemorate past and present induction classes are top sellers, including T-shirts.

A merchandise display at the Rock & Roll Hall of Fame. There are three top sellers in the apparel categories for 2022, two types of T-shirts and a hoodie.

Uzzi Amphibious Gear

By Holly Thomas

Introducing new, trendy, unisex cabana sets with UPF 50 that are dri fit moisture wicking! Cabana sets are the new resort wear for 2023. We have awesome and vibrant prints in Hawaiian shirts and swim shorts.

This year we launched dark color sublimated sun protection shirts for men, women and kids. We have a variety of styles including crewnecks, pullover hoodies, and zip fronts.

Uzzi Amphibious Gear also launched a new line of soft knit styles this season! Solid and striped designs, pullovers, hoodies, shorts and joggers. These are beautiful with custom name drop or silk screen. We also have super cute and trendy tie dye soft knit sets with pullovers, joggers, and shorts. Our soft knit styles feel like butter and are perfect for any occasion.

Apparel Product News

Uzzi Amphibious Gear began in 1995, envisioning a clothing brand inspired by Nature, Land and Ocean. We strive for comfort and perfection by creating innovative garments for people who enjoy an active and social lifestyle. From the beach to the boat, from divers to hikers, kids to adults. Our products are designed to blur the lines between land and water. With over 25 years of experience, we create new and unique designs all year round. Join us on land and sea. Join us for a life worth living.

Make sure to check out our website and catalog regularly so you are up to date with our newest styles!

(Visit Uzzi.com to check out our complete line!)

Binghamton Knitting’s line of destination sweaters makes creating custom knitwear simpler than ever. The destination name and images synonymous with the area can be knit directly into the sweater - no printing or embroidery required. With low minimums and a simple design process, destination sweaters are sure to become your go-to custom apparel items.

(For more information, call 877-746-3368.)

Apparel Product News

T-shirts

Amish Kraft Company is happy to be offering Colored T-shirts for the first time ever. No color minimum. One color, or many colors, makes no difference. Send us your logo or photo and we are set.

(For more information, call 1-800-6176680.)

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 hottest item in our pet souvenir line.

Our newest addition to our souvenir line is our custom drinking glasses. Add your logo, cute saying or location to these best-selling glasses with bamboo lid and straw.

We can also custom design dog tees, bandanas, bone toys and adult tee shirts with your logo or your own saying. Our custom minimums are very low and our prices can’t be beat. Everyone wants to grab a little something for the pet loved one in their life.

Pet souvenirs are a perfect addition to any store. If you have any questions or would like to order please call us at 631-243-0972. You can see all of our items on our website www.kooltees.com. Order now to secure your goods for any delivery date you like.

Top Sellers for Down Under Jewelry at Cave and Cavern Stores

By June Allan Corrigan

The interest in caves and caverns never seems to wane. What lurks within? Fortunately, either before or after a tour, visitors are also curious to see what lies within accompanying gift shops. Somehow jewelry never fails to capture shoppers’ attention. For this article, four cave and cavern attractions around the country revealed some of their top selling items and lines.

Gemstone bead and tumbled stone bracelets have been garnering lots of attention this year inside the gift store at Majestic Caverns in Childersburg, Ala. “We believe it’s because their price point is very affordable,” said General Manager Ryan Burke The bracelets feature many different types of gemstones including carnelian, amethyst, obsidian, sodalite, and more. “When displayed correctly, they add a great aesthetic to our gift shop. All the beautiful colors really draw shoppers in.”

Display and lighting are key to generating excitement for the jewelry at Majestic Caverns’ gift store. The approximately 1,500-square-foot retail space takes care to make the gems shine in an attractive and prominent setting. Their gemstone bead and tumbled stone bracelets are of particular interest to women and young ladies. The gift store carries a variety of styles so every age bracket can find the perfect accessory to suit their tastes.

Prior to or after touring the extensive cave system

known as The Lost Sea Adventure in Sweetwater, Tenn., visitors frequently visit the attraction’s charming shopping and dining enclave known as Old Sweetwater Village. The 300-square-foot General Store that lies within features three lines of jewelry. Pendants by Village Originals, Inc. are a perennial favorite. “Shoppers pick out a style they like and they can choose either a silver or gold chain. They’re a good price point in my opinion,” said Retail Co-Manager Brandon Freeman . The pendants hang attractively from a tree-like display

Continued on page 72

Meramec Caverns' Owner and Manager Judy Turilli photographed with Kaylin Percival, gift show cashier. Turilli get most of her jewelry inventory from A.T. Storrs.

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

Top Sellers for Down Under (From page 70)

apparatus and easily garner attention.

Selections from the Wheeler Manufacturing Company jewelry line are the second top-selling jewelry line at The Lost Sea Adventure’s General Store. “Again, the price point is appealing but people also appreciate the lifetime warranty the manufacturer offers on their rings,” explained Freeman. “The company provides these little warranty cards where you write the name of your organization and the date of purchase to give to the customer.” The General Store takes care to focus very good lighting on the brand to show it off to its best advantage.

Freeman wonders if a third top-selling item at The Lost Sea Adventure’s General Store can be considered a piece of jewelry at all. Fahlo animal tracking bracelets are attractive and meant to be worn around the wrist so they certainly fit the description. Fahlo is a company that partners with non-profit organizations to create bracelets which come with a real live animal to track. The creature has been tagged in the wild and it’s hoped the interactive tracking experience provided by the tangible bracelet (downloaded via an app) will educate customers about wildlife and excite them about conservation. At the same time, Fahlo donates hundreds of thousands of dollars to save wildlife. Animals such as sea turtles, elephants, polar bears, sharks, penguins and most recently lions are tracked. “The bracelets are really popular. We retail them at $18.99 and have been pleasantly surprised by how well they’ve done. We’ve had to re-

order them several times this past season.”

Demographic-wise, The Lost Sea Adventure’s General Store carries something for everyone. Wheeler jewelry pieces appeal to women in their 20s and upwards. The Village Originals line is also popular with that group but has been known to attract slightly younger aged shoppers as well. Meanwhile, the display counter devoted to Fahlo animal tracking bracelets invariably captures the attention of tweens and young teens.

Jewelry from the Wheeler Manufacturing Company happens to also tops sales at Cosmic Cavern, a privately owned limestone cave in Berryville, Ark. “It’s very good quality jewelry and it’s made in the U.S.A.,” said Pam Stewart who in addition to being a tour guide at the attraction, serves as the buyer for its medium-sized gift store.

Earring, rings, pendants and bracelets are all on offer at Cosmic Cavern. Strategically, Stewart has created a jewelry display in the center of the gift store. “Lighting is key, especially with a brand like Wheeler,” she added. Some of the jewelry resides inside a display case while some of the less precious pieces sit on top.

Eclectic groups of people may decide to take a Cosmic Cavern tour on any given day but typically, it’s women who shop for jewelry inside the gift shop. Stewart plans accordingly. “Teenage girls on up to 80-year-old grandmothers – they

Kat Byrd, gift shop cashier at Meramec Caverns. In addition to a large, 5,000-square-foot retail space, the attraction features a candy store, a wax museum and a panning for gold activity.

Assistant Manager Colleen Gilmore of Meramec Caverns in Sullivan, Mo. The main jewelry vendor for the attraction provides attractive display cases.

are all potential customers so I make sure to always have a good variety,” she concluded.

Jewelry from a wholesale designer in Vancouver, Canada, sells very well inside the gift shop at Meramec Caverns in Sullivan, Mo. “I get most of the jewelry we feature from A.T. Storrs Ltd. They provide very good service and really strive to make their customers happy,” said Judy Turilli , the gift shop manager. She noted the Canadian company’s jewelry pieces are both affordable and attractive and really seem to resonate with people who visit the Caverns.

Females primarily shop for jewelry at the Meramec Caverns main gift shop, ranging in age from teens on upward. The retail space is part of larger 5,000-squarefoot footprint which includes a candy store, a wax museum devoted to Jesse James and an area where kids can pan for gold. A.T. Storrs Ltd.’s Wild Pearle jewelry col-

lection, in particular, strikes a chord with the Missouri attraction’s shoppers, but the Canadian company’s jade and hematite pieces are also popular. “We tend to dote on natural things here since our primary attraction is a cavern,” Turilli said.

When it comes to generating excitement for the jewelry, Turilli’s job is made easier since A.T. Storrs Ltd. provides a handsome display case to showcase their products. A four-sided stand alone, it holds a lot of inventory and is very eye-catching. “The company is very good about shipping out their products,” Turilli concluded. “They feature stones from all over the world yet we can sell a pair of their earrings for approximately $12.99.” No question about it, it ends up being a very attractive arrangement all around. ❖

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Creating Sales Jewelry at Gift Stores and Boutiques

By June Allan Corrigan

Enter any gift store or boutique and chances are there is a section (or several!) devoted to jewelry. It might be a small display or it could be a large one but jewelry always finds an audience. For many shoppers, it’s a mustsee category. For this article, four retailers in different parts of the country described the kinds of baubles currently captivating their customers.

Urban Princess Boutique in Philadelphia, Pa., strives for originality. “We really try to carry jewelry you’re not going to see other places,” said Store Co-Owner Mary Harvey . She admitted this is becoming increasingly difficult to accomplish since many local artists now showcase their wares on Faire.com or Etsy. It’s hard to remain exclusive

when everyone has easy access. However, the Edgy Petal jewelry collection continues to sell very well in the 900-squarefoot retail space as do the creations of an artisan based in Los Angeles. “One of the reasons their pieces sell so well is they’re just so unique. The jewelry is dainty but edgy at the same time.”

Edgy is an aesthetic that Urban Princess Boutique knows well. Even the shop’s name gives a nod to its location in the city center. “Anything a little more artsy, a little different, anything that doesn’t scream out Amazon – that’s us,” Harvey said. She knows immediately when someone is a first-time visitor just by virtue of their reaction. “The oohs and aahs and the oh my God, I’ve never seen anything like this – it’s super fun to watch because that’s the kind of collection we try to have.”

“Creative clutter is kind of how I typically do displays. …Some stuff might even be broken, like I’ll use half of a candlestick holder. But somehow, I’ll make that all come together with a whole bunch of jewelry on it so it’s kind of seamless and beautiful.”

– Rachel Bayerle, Charm, Birmingham, Ala., who also incorporates vintage found plates, cake platters, bowls and crystal and uses them as props to showcase jewelry.

express her individuality. Though the store caters to this demographic, Harvey also keeps someone else in mind. “Honestly, I target men because they don’t know where to go and buy something creative for their wives.” Large numbers of men shop there although Harvey can’t convince them to tell their wives about the store. “They tell me once their wives know, they’ll just get everything they want themselves and as it is, they just love the gifts they receive.” She’s toying with the idea of putting together a PR campaign along the lines of “his dirty little secret!”

The typical Urban Princess Boutique shopper is age 40plus and keen to

Little surprise that Urban Princess Boutique’s jewelry displays tend to be different. Harvey thinks of them as little pockets tucked around the store which she compares to a treasure chest. She never gets just one piece of jewelry from an artist either – it’s always a collection. Then a group of a certain style or a color will reside in one of the aforementioned pockets. For example, shoppers might come across a cache of crystal jewelry displayed altogether. Yet another pocket will feature a variety of long jewelry. “We have a wire tree that has a lot of the daintier necklaces hanging from it,” explains Harvey. “Then we have a fire screen just like the kind that would go in front of

a fireplace and it showcases a ton of earrings.” Eclectic display apparatuses rule in this Philadelphia boutique. “If a jewelry collection happens to come with its own case or stand, we almost never use it,” she concluded.

Krista Souther opened her namesake store Krista Anne’s Boutique in Black Mountain, N.C., in 2007 and in 2018, she opened a second location in Oklahoma City, Okla. When asked what her best-selling jewelry lines are, Souther said it depends on the locale. Mariana Jewelry tops sales at the 2,000-square-foot Oklahoma City location. “Shoppers are drawn to the quality and the color,” she explained. “All of her pieces are handmade in Israel plus they have a lifetime guarantee. People appreciate that.” The designer incorporates genuine Swarovski Crystals and semiprecious in her designs. “The colors are just gorgeous. Lots of sparkle, just really bright. Mariana Jewelry makes people smile.”

Both Krista Anne’s Boutique locations cater to the same demographic – namely, women ages 35 and up. However, the 2,000-square-foot North Carolina store resides in a tourist destination and the jewelry that is offered there features a slightly lower price point. The globally inspired Tagua jewelry brand sells very well. “It’s fair trade, sustainable and handmade out of Tagua Nuts in Ecuador. Women appreciate that it’s very lightweight, all handdyed and again, features lots of color,” Souther explained.

Display-wise, the Mariana Jewelry line benefits from strategic lighting. “We use special shelving so the light can filter through and accentuate the stones. We’ll also showcase it on an outfit here and there around the store to show shoppers how to wear it and how to style it,” said Souther. The latter method is mainly how the Tagua line at the Krista Anne’s Boutique in North Carolina is displayed. “We have a small rack containing some of the pieces but most of the Tagua line is all around the store on different clothing pieces.”

Charm definitively exudes from Charm, a delightful and eclectic shop in Birmingham, Ala. Of all their eclec -

tic jewelry offerings – which run the gamut from locally made pieces to new as well as vintage – earrings are the top-selling category, according to Rachel Bayerle , who co-owns the store with Nicole Putman. Seventy percent of the 1,800-square foot retail space is devoted to jewelry which certainly ups the odds of shoppers finding a bauble or bangle they like. “Our highest age group is aged 30 to 50 plus we’re not far from the college and an art high school.”

As one of the only retail spaces in downtown Birmingham, Charm caters to people who primarily head to the area because of the proliferation of restaurants and bars. A party might be waiting for a table at an establishment and wander in with time on their hands to find a perfect little gift for someone or just something for themselves. “Creative clutter is kind of how I typically do displays,” explained Bayerle with a laugh. She incorporates vintage found plates, cake platters, bowls and crystal and uses them as props to showcase jewelry. “Some stuff might even be broken, like I’ll use half of a candlestick holder. But somehow, I’ll make that all come together with a whole bunch of jewelry on it so it’s kind of seamless and beautiful.”

Necklaces always top jewelry sales at Urban Girl, a boutique in Del Mar, Calif., although Store Manager Suzanne Somerville is not entirely certain why. Most likely it is due to the touristy vibe that pervades the area since Del Mar is primarily a beach town. “We sell a lot of name necklaces and little charm necklaces,” Somerville said. In fact, 70 percent of Urban Girl’s customers are indeed visiting the community. They stop in to browse women’s apparel, accessories, home goods and of course, jewelry, at the decently sized store. Customers find jewelry strategically located near the front counter which serves as the perfect browsing point. ❖

Selling Jewelry: A Hallmark of Hallmark Stores

Jewelry has long been a staple at Hallmark Stores. For this article, shop managers and staff described some of their top sellers in this sparkling category.

At Amy’s Hallmark Shop in Grand Forks, N.D., Sales Lead Kaylee Mozey said, “Our top-selling jewelry items are from the brands Scout and Canvas.” Scout has a modern yet Bohemian style, including wrap bracelets that can be transformed into necklaces. Mozey said the brand’s earrings are especially popular. “Many of their pieces are somewhat unique because they have small stones and crystals as a part of the look. The Canvas brand uses a lot of unique patterns including one that resembles tortoise shell, and the jewelry comes in a variety of styles.”

The unique look of the jewelry contributes to its appeal, according to Mozey. “Scout also donates a percentage of its profits to helping women, so that draws shoppers, too. In general, our customers know we carry these brands here and are happy we carry them.”

She noted that to help sell more jewelry, the store posts images on Facebook, and Mozey herself will wear some of the necklaces to show them off to customers. Interacting with customers interested in the jewelry and suggesting certain items also promotes its sales.

brand, they’re made in America, and they stand behind their products. We’ve never had any problem with them, and people love them.”

To sell more jewelry items, she said, “We do a lot of in-store displays, and we change them out every few weeks. Our displays are always fresh, we don’t just change them seasonally.” And to make the shopping experience at the 3,600-square-foot store the best possible experience for customers, she stressed, “We are super friendly and greet everyone of course. We know many of our regular customers, and we let them know what items are new and answer any questions they might have.”

“Our top-selling jewelry items are from the brands Scout and Canvas. …Many of their pieces are somewhat unique because they have small stones and crystals as a part of the look. The Canvas brand uses a lot of unique patterns including one that resembles tortoise shell, and the jewelry comes in a variety of styles.”

- Kaylee Mozey, Amy’s Hallmark Shop, Grand Forks, N.D.

Overall, Mozey said the store enhances its shopping experience by friendly interaction with customers as well as “seasonal décor. We change our décor all the time, around the holidays and all the seasons. We will have birthday and celebration seasons, for example. Creating a fun atmosphere naturally makes it more appealing.”

In Medford, Ore., at Tiff’s Hallmark Shop, owned by Tim and Stephanie Reins, eight-year sales associate Patty , who prefers to go by her first name, called Silver Forest the store’s number one top selling jewelry item. “They do so well for us because they’re a very well-made

Sandra Moran, the manager at Jen’s Hallmark in Whittier, Calif., agreed that Silver Forest is a top selling brand for the store. “We also do very well with Demdaco as a line. They are both special to Hallmark and have a lot of universal appeal.” She added, “Demdaco offers quite a lot of variety in their line of jewelry. They have such a wide range of products, from holiday styles to religious styles to everyday wear.” Along with these two major brands, Moran noted that Dayspring by Hallmark is another jewelry line the shop carries that does well for the store.

To sell more jewelry, Moran relies on customer interaction as well as maintaining attractive displays. “We’ve also used social media,” she said, “but we interact with our customers a lot, and I like to sell to our customers. We push new items. Most of our customers know us and what we carry and share the information we give them with their friends.”

Making the store its most appealing for customers includes this type of cheerful interaction, she asserted.

“You have to have good customer service, that’s the first thing. We believe in treating our customers like family.” And in general, she stressed, “If you don’t interact with your customers, you wouldn’t know what their needs are or what they are even looking for. I have some customers I’ve worked with a long time, and I always remember their names. I try to get to know people.”

At Katy’s Hallmark in Torrance, Calif., the shop’s experienced store Manager, Madge, prefers to go by her first name. She concurs with the Whittier and Medford Hallmark stores that Silver Forest is a top selling jewelry brand. At Katy’s Hallmark location, the Periwinkle brand is another major seller. The latter brand’s signature is offering both classic and contemporary styles that work well for many different occasions. “Both jewelry makers have very updated looks and reasonable prices. And, I’d say for our area, both are somewhat unique.” She added that “The jewelry can be worn at all sorts of locations, for all kinds of events, from weddings to casual anytime wear. The colors are beautiful, too, and its good quality jewelry. All I can say is that women of all ages will wear these brands, and everyone just loves them.”

To sell more of these items, display is key, Madge attested. “Our customers know we carry these lines and they do come in for them. Especially Silver Forest, people are always looking for their current styles, which change every year. But display, and keeping the display looking fresh, is very important for sales.”

“They do so well for us because they’re a very well-made brand, they’re made in America, and they stand behind their products. We’ve never had any problem with them, and people love them.”

– Patty, Tiff’s Hallmark Shop, Medford, Ore., commenting on Silver Forest jewelry

The store encourages a good shopping experience for its guests in a variety of ways. “We have open houses, and in fact this weekend will be an ‘open house’ weekend. We keep our displays looking fresh and change them seasonally. We also offer Hallmark promotions,” she stated. "And in general, we just try to create the most appealing atmosphere. Right now, we have a lot of seasonal holiday music, and just hearing that kind of music gets you in a happy mood, at least it does for me, and it makes you want to shop here.” The store also offers morning coffee, she said, with the fresh coffee scent adding to a welcoming atmosphere.

Overall, Hallmark stores create a warm and friendly atmosphere for shoppers, which encourages sales of the items the shops carry, including jewelry. From greeting and interacting with customers to suggestive selling and frequently changing seasonal displays, Hallmark locations across the U.S. encourage jewelry purchasing with a mix of fresh displays and wearable, attractive merchandise that jewelry shoppers have come to expect. ❖

Top Training Tips at Hallmark Stores

Hallmark stores focus on customer service, and that focus is one of the key training tips store management emphasize, according to this article.

At Amy’s Hallmark Shop in Grand Forks, N.D., Sales Lead Kaylee Mozey said, “In our personal training we are always encouraged to reach out to people, greeting them, being as friendly as possible, and making sure people can find everything on their shopping list. Helping the staff to be as welcoming as can be is

important.”

Sandra Moran, the manager at Jen’s Hallmark in Whittier, Calif., explained that at this busy shop, “We always emphasize the importance of being friendly. When you got into a store, how you want to be treated, that’s how we train our staff to greet and treat our customers. We have a lot of older clientele, and we will have to assist them from time to time with things like readying the prices or helping them find items. That’s the kind of thing we

train people to do.”

The store manager at Katy’s Hallmark in Torrance, Madge, who prefers to go by her first name, described her top training tip. “We emphasize being courteous and attentive to your customers. We have at raining module that is based all around that. We encourage our staff to treat our customers like they want to be treated. That’s really what all our training is based on.” ❖

Baby and Kids' Merchandise Top Trends for Great Sales

By Sara Karnish

Style, comfort, and ease are three of the top features parents look for in merchandise for babies and kids.

“I have two outstanding categories—play wear and dress up,” said Jean Knouse, owner of The Kiddie Korner in Danville, Pa. “In those categories, my best-sellers are a line of chenille jackets that almost feel like a soft towel. They are super big sellers for babies and young toddlers. They make a great shower gift. For infants, there isn’t any one thing that stands out with the exception of converter gowns for small babies. People who are looking for soft things who love quality, well-made items give them as gifts.”

Marilyn Zipfel, owner of Lass and Laddie, with locations in Kirkwood, Mo., and St. Charles, Mo., said her best-sellers are “baby clothing—smocked or organic. Everyone who welcomes a new baby in the family wants to celebrate with something new and special to congratulate them. Also, my handmade pieces are a hit,” she added. Colleen Whitaker, owner of Pitter Patter in Bath, Maine, said infant clothing is her overall biggest seller. Lisa Steele, owner of Pipsqueaks Boutique in Kennewick, Wash., said, “My best-selling product is clothing in sizes 0 to 24 months, and also pacifiers. I think most of the time when people are shopping a boutique, they are conscious of what they are putting on their babies more than toddlers. Toddlers are generally rougher on clothing, and [customers] realize they don’t need the higher-priced garments for toddlers; however, they do want comfortable, good-quality clothing for a baby.”

Apparel trends continue to lean toward gender-neutral colors and styles, as more parents are not learning the baby’s gender ahead of time. Steele said she is seeing this tendency with her customers. She added, “We’re also seeing more muted tones for boys and girls. Fashion-wise, moms love to dress little girls like the mom. Right now we have a line of [clothes] with a 70s vibe—they are digging it. The little girls look more like mom.”

Rather than trending styles, however, Knouse continues to see customers’ demand for timeless looks. “In my store, softness and washability continue to be top requirements,” she said. “Most of my customers with 3- and 4-year-olds are not looking for trends—maybe a motif like a

Continued on page 80

Kari of Pipsqueaks Boutique. Kari is a trusted employee of six years "who does amazing with staging and using every inch of space we have," Owner Lisa Steele said.

Lass and Laddie employee Kathy Blosser. Handmade pieces sell well for the store.

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Baby and Kids Merchandise (From page 78)

unicorn, but that’s about it. One trend you never see today—when I first started, a lot of clothing was Dry Clean Only. You’d never see it now. One thing I am seeing—in baby accessories, there is a real demand for ecologically-sound kinds of things, like bowls and spoons, and a lot of movement toward bamboo fabric. It supposedly keeps you warm when it’s cool and cool when it’s warm.” Zipfel has also seen a preference for sustainable clothing and “natural, neutral fibers” among savvy moms in her store.

Trade shows, sales rep recommendations, and customer requests are just a few ways retailers find merchandise for their stores. Besides the items from other vendors, Steele has her own line of children’s clothing, Maisydaisy; she finds most of her vendors by “doing a lot of research. I’ve been doing this for about 12 years. I have an employee who has worked for me for about six years. She always goes with me to the Market show, and she’ll get all the samples together. She’ll pick all the pieces she likes, I’ll pull the pieces I hate, and we’ll start putting the story together. We’re never persuaded by sales reps—you have to know your own clientele.” Knouse enjoys attending the shows and said she missed it during COVID. “I’ve been really sad that we haven’t been able to do that in forever. I like to look at what I’m buying—touch it, see it, and make sure the colors I ordered are the ones I’ll get.” Whittaker added, “I am able to find healthy, sustainably, and ethically-made items from locations I have confidence in.”

Independent retailers continue to look for new ways to stand out and offer products to customers they can’t find anywhere else. Personalized service remains a hallmark of small retailers of all kinds. “I think there will always be a place for us, and I think it was proven by COVID,” Steele said. “We had to go online, do in-store pickup. You have to connect with your customer, and I feel I’m good at that. People want that personal relationship—they want you to know their name. It’s all about relationships.” She added, “I think it’s important to use social media to show the personality of the store. I had to get over my discomfort of being on camera during COVID because I was the only one in the store. You have to bring in the personal factor. We feature local moms and babies in these window clings we use in our store, and people love seeing themselves in our advertising

A Look at Best-selling Toys

Besides apparel, toys are popular gifts for both babies and children.

Colleen Whittaker said her best-sellers in toys are “Jellycat stuffed animals, because they are collectable, adorable, and wellmade.”

Lisa Steele sells some Melissa and Doug, which are

consistently strong sellers. “I would say parents and kids are looking for more hands-on toys—more Montessori-type learning and not a lot of electronics,” she explained.

Jean Knouse said, “I get these toys from Ganz. They’re soft cases—there’s a toolbox, a doctor’s kit, a

purse. They’re all soft, and just right for little hands.”

Marilyn Zipfel added, “Any item under $10 is a good grab-and-go gift for customers who are out strolling and didn’t intend to buy. The kids leave happy.”

Colleen Whitaker, owner, Pitter Patter, Bath, Maine. Infant apparel is Whitaker's overall biggest-seller.

An exterior view of a Lass and Laddie store. The business has locations in Kirkwood and St. Charles, Mo.

and on social media. Bringing in the personal aspect is really important, but remain neutral on your business page.”

Zipfel does her best to offer an eclectic mix of merchandise. “I try to serve all customers by maintaining a little of everything at a reasonable price point with standout pieces thrown in,” she explained.

“Baby clothing—smocked or organic. Everyone who welcomes a new baby in the family wants to celebrate with something new and special to congratulate them. Also, my handmade pieces are a hit.”

Knouse said it is tough to be a small business in today’s economic climate. “I happen to live where our store is. I understand why, years ago, store owners would live above their stores. It’s much easier to take care of a home and store when they’re in the same location. I know I need to expand my online presence a bit, but I still get a ton of people who come in and, like me, prefer to touch the clothing and know exactly what they’re getting.” She said her customer service sets her apart. “I wrap anything anyone would like me to wrap, and beautifully—I don’t just put a bow on a wrapped gift. I often call people if I get something in I think they’ll like. I send people things they ask me to send.”

Merchandising, arguably the most important aspect of retail, is also typically the most fun and creative. Whittaker said the goal is “to have the eye move throughout the display. Use different eights and have colors spaced well.” Steele said arranging displays is basically “eye candy.”

“For us, it’s easy. Our displays are eye candy with lots of little items. Who doesn’t want to touch a super-soft bamboo blanket? In the front of our store, we have a layette section. We’ll do a theme—we’ll have all of our sleepers in a cute little cabinet, and in the middle of the display we’ll have a table tiered with Baby’s First baby book, other milestones. I like to incorporate a little bit of vintage, so we’ll have trunks full of soft baby blankets displayed.”

Knouse said, “I have a divided storefront window—my door is in the middle. I have this big 3-foot Triceratops the kids can sit on, and he’s kind of like the store Triceratops. I like simple and I like classic, and I think every display must be well-lit. Customers have to be able to see everything. One advantage I have—our community has quite a few small stores. I think it really helps to have that downtown presence of more than one thing. Good restaurants, nice stores—[it’s all] valuable to a small store like me.”

Steele sees her store as more than a livelihood—it’s her ministry and an opportunity to be part of people’s lives. “So many people I pray for. I think they sense a different atmosphere when they come in here. We’re very aesthetically pleasing—I don’t like chaos. It’s very full but not overwhelming. The atmosphere—that’s what sets me apart as different.” ❖

Lisa Steele, owner of Pipsqueaks Boutique in Kennewick, Wash., said pacifiers and clothing in sizes 0 to 24 are best-sellers for the store.

- Marilyn Zipfel, Lass and Laddie, Kirkwood, Mo. and St. Charles, Mo., commenting on best-sellers.

Lass and Laddie Owner Marilyn Zipfel photographed with rock legend Alice Cooper in the shop. Zipfel said her best-sellers are smocked or organic baby apparel.

Art Remembrances to Enjoy at Home Top-Selling Gifts at Art Museum Shops

By Karen Appold

Gift merchandise comes in all shapes and sizes at art museum gift shops. Ashton Valerio , operations manager of the Chihuly Collection presented by the Morean Arts Center in Saint Petersburg, Fla., reported that the Chihuly Studios pergola umbrella (both the mini and stick versions) is the museum’s bestselling gift item because it's not only a souvenir, but also a unique piece of functional artwork.

An elegant black umbrella on the exterior, a multicolored rainbow greets users on the underside as a highly detailed display of a Chihuly Persian Ceiling dazzles, Valerio said. The Chihuly Collection is a permanent collection of world-renowned artist Dale Chihuly, who is credited with transforming the methods of creating glass art and thereby leading the development of complex, multi-part glass sculptures and environmental art.

“Even though Saint Petersburg is known as the ‘Sunshine City,’ Florida summers mean rain,” Valerio said. “Visitors might arrive on a sunny day and leave in a torrential downpour.”

The Chihuly Collection Catalog, an elegant hardcover book full of high-quality pictures of all the gallery’s artwork, is another top seller at the 1,200-square-foot gift shop. “Even though photography of Chihuly's amazing glass pieces is encouraged, sometimes visitors may not think their personal pictures do a work justice,” Valerio said.

For glass aficionados, there’s a small selection of local glass artists who work in junction with the Morean Arts Center to provide a gift that guests without a ‘Chihuly budget’ can purchase. Some of the popular choices include Kiss drops, wine stoppers, and flowers, Valerio said.

For Sarah Graves , manager of visitor engagement at the Montgomery Museum of Fine Arts in Montgomery, Ala., postcards featuring images of the collection’s popular works as well as those made by local artists are top sellers because of their nostalgia aspect and low price point. Jewelry from a variety of local artists is also

popular because of the unique offerings and connection to local art and artists. Catalogues also sell well at the 400-square-foot shop because of a connection to works

Continued on page 84

Sathya Balakumar, director of merchandise at the Museum of Arts and Design in New York City. Meg Cohen's Whisper Cashmere scarves are top sellers for the store, Balakumar said.

Art Remembrances (From page 82)

on view and visitors’ desire to learn more about the collection, artists, and exhibitions.

Sathya Balakumar , director of merchandise at the Museum of Arts and Design in New York City, said Meg Cohen’s Whisper Cashmere scarves fly off the shelves because they’re the perfect mix of luxury and accessibility. “They’re made of warm, featherweight cashmere and can be gifted to anyone, for any occasion, year-round,” she said.

Wendy Lubovich’s book, “Museums in New York That You Must Not Miss,” is beloved by many because it covers all of the bases for art-loving customers. “Just by flipping through it, you feel as though you have gone on a whirlwind tour of all the best institutions in the city,” Balakumar said. “It’s organized, easy-to-read format, allows readers to dig deeper into the places that spark their interest, and gives them all of the information needed to plan a trip.”

Jewelry by Margo Morrison stands out among other artists with its impressive opaqueness and incredible gem tones, Balakumar said. A bold semi-precious large stone necklace highlights Morrison’s broad range of colors and her versatility as a designer.

Salina Cardias , director of museum visitor engagement at the Harn Museum of Art in Gainesville, Fla., also said that jewelry is a popular item at the gift shop. Handmade beaded earrings and necklaces by local artist Sally Stein are top sellers. These gemstone creations are made from materials such as smoky quartz, onyx, turquoise, crystal hematite, and citrine. “With a price tag of under $20 each, they’re affordable one-of-a-kind gifts,” she said.

The Harn’s Florida Art Collection custom-designed notecards and notecard sets are also best-sellers. These cards feature works by celebrated artists such as John Singer Sargent, Winslow Homer, Martin Johnson Heade, and Thomas Moran. “Notecards are a great way for visitors to take home a souvenir, especially if we have a product featuring their favorite artwork,” Cardias said.

Being an art museum on the University of Florida campus means a wide age range of visitors—from weekend tourists to groups of college students. Stickers are a part of college campus culture and are currently popular. “From water bottles to laptops, we’re thrilled that college-age visitors are purchasing our Harn logo and painting Gator (University of Florida’s mascot) stickers as an expression of their identity and what they support,” Cardias said.

Expensive Gifts

Regarding higher priced merchandise, Valerio said the shop offers Chihuly studio edition glass art and fine art prints. “These items, while a significant financial investment, are a chance to actually purchase the artwork that draws guests to visit the collection,” he said. “A visitor taking Chihuly glass home with them, from an artist who is no longer active in their craft, is a rare and special experience. Graves said that the most expensive offerings tend to be full-size paintings created by local artists. “These unique works of art appeal to collectors and art aficionados who wish to support local creators,” she said. Locally made sculptures, particularly ceramic and stone kitchenware, also have a higher price point appeal to visitors as something that is both functional and a work of art.

Fine jewelry is the highest priced gift category at the Museum of Arts and Design’s shops. “We believe these products sell well because this medium allows the oneof-a-kind nature of the work to shine,” Balakumar said. “All fine jewelry is made by human hands, which is apparent to customers at first glance.”

Art and jewelry by local artists are some of the Harn’s higher priced items as well. “The Harn collaborates with local artists to sell works on consignment, providing profits to both the artists and museum,” Cardias said. “Many visitors come to the Harn store to buy unique gifts created locally.”

Sara Graves, PhD, manager of visitor engagement, Montgomery Museum of Fine Art, Montgomery, Ala. Unique and affordable, postcards are top sellers for the store, Graves said.

Connecting Merchandise to Missions

All of the merchandise at the Montgomery Museum of Fine Arts’ gift shop is either related to its collection and works on view or has been created by local artists. Founded by local artists in 1930, the museum has a long history of supporting local and regional arts and artists, and ties into the museum’s mission of raising the vibrancy of the community. Sixty percent of artist consignment proceeds go to the artists, with the remaining amount funding programs that support emerging and career artists.

Gift shop merchandise connects to the Museum of Arts and Designs by being handmade and functional. “When selecting work to represent the shop, we consider if an item will make our customers’ days more fun and enjoyable, even if only because of the beauty that comes along with that everyday item,” Balakumar said.

All products offered in the 660-square-foot gift shop relate back to the Harn’s mission of inspiring, educating, and enriching visitors’ lives through art, Cardias said.

Connecting

Kids to Art

Best-Selling Children’s Gifts

Art museum shops offer a variety of merchandise for younger guests to explore the world of art. Sathya Balakumar, director of merchandise at the Museum of Arts and Design in New York City, said that finger paints are usually a child’s first experience applying color to paper, which is why there is no better gift to begin their creative expression down the right path from the beginning. Eco Kids’ finger paints are food safe and contain non-GMO ingredients, making them the perfect gift for little ones.

Many products feature works of art by artists in Harn’s collections or art featured in traveling exhibitions. Merchandise also inspires creativity through books about art and artists as well as art kits for all ages. ❖

Like Balakumar, Salina Cardias, director of museum visitor engagement at the Harn Museum of Art in Gainesville, Fla., said the best-selling children’s gifts are natural art supplies offered by Eco Kids. Popular products include eco-soy pas for drawing, similar to crayons or pastels, but made from FDA-approved soy-based organic and inorganic pigments. The Eco-stamp sidewalk paint kit includes star, circle and triangular-shaped natural sponges with finger paints made of rice flour, clay, curcumin, beet, black carrot

and baking soda. “These supplies provide a creative activity with the added benefit of being all natural,” she said.

Local artist Margaret Lowder’s children’s books and toys inspired by her dog, Amos, fly off the shelves at the Montgomery Museum of Fine Arts in Montgomery, Ala., said Sarah Graves, manager of visitor engagement. “The pieces are colorful, fun for all ages, and relatable to anyone who loves animals or has a pet,” she said. ❖

Merchandise from the Montgomery Museum of Fine Art’s store. Jewelry from local artists and catalogs sells well for the shop.

Remembrances for Animal Lovers

Quality Gifts at Zoos

Zoos and aquariums encompass many different animals, many of which inspire high quality gifts at attraction gift shops. Here’s a look at some of the higher-end merchandise that makes animal lovers eager to purchase.

At Butterfly Wonderland in Scottsdale, Ariz., an indoor, interactive rainforest habitat is home to thousands of butterflies. Gift Shop Manager Sara Aneston described the shop’s top-selling expensive gifts as representing visitor experience at the venue. “We have beautiful acrylic sculptures that hold a preserved, real-life butterfly. They’re sold as décor items and to collectors. Many of our repeat customers collect these works,” Aneston said. Ranging in price

from $95 to $119, the 6-inch-by-6-inch acrylic displays are vividly lifelike.

Less expensive but equally high-quality butterfly jewelry also sells well, including an abalone butterfly necklace.

As far as finding additional high-end items for the gift store, visitor interests and requests, as well as visits from merchandise reps often provide suggestions. According to Aneston, “We’ve had our acrylic butterfly pieces since we opened, and they do extremely well for us. They’re on our online retail website as well as in our brick-and-mortar store. Our guests let us know what they like to buy and what they want. We always look for quality items that are related to our butterflies,” Aneston asserted.

Which Zoo or Aquarium Animal Draws the Most Sales?

At zoos and aquarium attractions, the main driver behind which animal representation is the most popular to purchase seems to be the popularity of that animal at the venue itself.

At Butterfly World in Scottsdale, Ariz., Gift Shop Manager Sara Aneston said, “Merchandise directly connected to our own facility sells the best. I would

say our most popular items are blue, white, and orange butterfly figures. The colors really attract people to these butterfly favorites.”

In Bandon, Ore., at West Coast Safari Park, Gift Shop Manager Jenny Lucas agreed with Aneston, saying, “The types of animals that are

based at our zoo primarily are what sells best. Tigers and bears are the top sellers.” ❖

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In Bandon, Ore., at West Coast Safari Park, Gift Shop Manager Jenny Lucas said that the facility is dedicated to providing visitors with knowledge about the issues that surround conservation. The venue considers their animals to be interactive ambassadors that help to

gifts, so we want to be sure to offer items that are special and desirable.” She added that people are eager to purchase them to remember their visit, and to remember and support the animals.

“I’m always looking for new items that represent our mission and are also useful items for our customers. Both out of town visitors and collectors, locally and across the country, purchase our gifts, so we want to be sure to offer items that are special and desirable.”

Lucas’ high-end gift items include quality sweatshirts and T-shirts, as well as “ceramic figures of lions, tigers, bears, and elephants. These are beautiful decorative pieces, and really represent our animals here,” she said. “We also have wood carvings of many of our animals and one of Sasquatch, and these do quite well for us, too.” She noted that “I am always looking for new quality gifts for the store. I want to start carrying candles, pocketknives, and hats in the near future.”

educate guests. “I’m always looking for new items that represent our mission and are also useful items for our customers,” Lucas said. “Both out of town visitors and collectors, locally and across the country, purchase our

Summing up, quality gifts that sell well at zoo and aquarium gift shops typically serve as long-lasting reminders of the animals they represent and the visitor experience at the attractions. ❖

- Jenny Lucas, West Coast Safari Park, Bandon, Ore.

Tips to Get Sales Roaring

Name-dropped and Custom Merchandise at Zoos and Aquariums

Name-dropped merchandise is a little more costly to order, but zoo and aquarium retailers confirm it’s worth the effort. “The majority of our guests are stroller moms or grandparents with the grandkids, and they like to purchase something that will remind them of their experience here,” explained Robert Rowan , senior director for Operations at the Lehigh Valley Zoo in Schnecksville, Pa. “And usually, that means something with our logo on it.”

At the Lehigh Valley Zoo, Rowan’s best-seller is a name-dropped hand crank fan featuring monkeys and other animals. Logo apparel is also extremely popular from the Mountain line. “And our hoodie plush program does exceptionally well,” Rowan noted.

Branded drinkware is another a favorite of Lehigh Valley zoo customers. Best-selling styles include cups featuring three-dimensional sharks, giraffes, lions and turtles, along with water bottles with pop-up straws. Grown-ups love shot glasses etched with wolves and penguins, along with heavyweight safari hats and resin water globes featuring zoo animals.

There’s a lot of variety in categories like apparel and drinkware, because Rowan orders new merchandise based on shopping trends. “If we see an item that sold

well and can be imprinted, we usually proceed,” he explained.

At the National Mississippi River Museum and Aquarium in Dubuque, Iowa, Store Manager Mark Girardy looks for name-dropped merchandise he can order in smaller quantities to test whether they’ll sell. “Then we’ll invest in name-dropping the best-selling items,” he explained. “Or maybe that piece isn’t available for name-drop, but it helps guide us to similar items that are worth the investment. Our guests do love having that memory and connection tied to the items they purchase.”

Clothing is the top-selling branded category at the museum and aquarium store. Plush animals and small

Are Decorative Signs Popular?

At the Colorado Wolf and Wildlife Center in Divide, Colo., shoppers will find an entire wall of wolf-themed signs at the 3,000-square-foot gift shop. Many have fun slogans like “critter crossing,” “wildlife sanctuary” or “wolf crosswalk.” “We also have

metal wall art from a local vendor, as well as wolf license plate frames,” said Gift Shop Manager Catherine Crothers. Museum Store Manager Mark Girardy stocks a variety of decorative signs at the National Mississippi River Museum and Aquarium in Dubuque, Iowa. “Our

Continued on page 90

top sellers are the smaller box signs that have cute or funny sayings on them,” he noted. Larger signs appeal to customers in the store, but don’t sell as well for practical reasons: “Many of our guests are traveling, so big signs are harder for them to transport home.” ❖

Special Expanded Zoo and Aquarium Section

Tips to Get Sales (From page 88)

impulse toys, like stress balls, are a close second, Girardy affirmed.

“Just having our name on anything helps sell much better,” observed Anita Coogan , retail manager for the Zoofari gift shop at the Central Florida Zoo and Botanical Gardens in Sanford. Located in a converted barn — and surrounded by a barnyard filled with chickens, alpacas and other fauna — the Zoofari gift shop does a brisk business in branded pens, drinkware, magnets and apparel, especially T-shirts.

But the top-selling items by far are the plush animals, most of which wear name-dropped zoo T-shirts or vests. “Ever since COVID, stuffed animals have been our number one,” said Coogan. “It’s a comfort thing. Plush was already strong, but now it’s even more so.”

After closing for nearly a month in October due to Hurricane Ian, the Zoofari gift shop reopened in November and could hardly keep stuffed animals in stock. The customer favorites were any kind of cats, from leopards to cheetahs, as well as the perennially popular snakes. Giraffes are also a hit with kids who’ve just come from feeding them at the zoo’s interactive exhibit.

“We just can’t keep these items in stock,” Coogan said. Plush is also the top seller at the Frank Buck Zoo in Gainesville, Texas. “Aurora items are a hit, and little items like plastic cats are huge from Wild Republic,”said Gift Shop Manager Angela Tull , referring to several popular plush brands. Logo magnets, postcards and Tshirts are also winners for the store.

The Colorado Wolf and Wildlife Center in Divide, Colo., has success with a wide array of name-dropped products at its 3,000-square-foot retail outlet. Gift Shop Manager Catherine Crothers sells lots of hats, shot glasses, lapel pins, T-shirts, picture frames and wine bottle stoppers.

Wolf-related items, like wolf whistles and plush wolves, are, of course, always popular. Around Christmas, so are hand-painted ornaments, which dangle from name-dropped ribbons.

Perhaps the most surprising name-dropped success is a walking stick medallion bearing the Colorado Wolf and Wildlife Center logo. “We’d had a lot of requests for those,” recalled Crothers. “Then my colleague called from a trade show and said, ‘Guess what I found?’ So I ordered 200 of them.” ❖

Memorable Mementos Souvenirs at Zoos and Aquariums

By Sara Karnish

o visit to a zoo or aquarium is complete without a stop in the gift shop. Finding the perfect souvenir is the best way to bring a little bit of the zoo home and end an exciting day of learning and discovery.

“Our top two or three items are almost always tiger plush. It’s one of the things Point Defiance Zoo is most known for,” said Amy Campbell , store director at Point Defiance Zoo in Tacoma, Wash. “We promote the Dr. Holly Reed Tiger conservation fund that supports antipoaching patrols and the Species Survival Plan. It’s something we share with visitors when they come to shop.”

Brenda Young , assistant director of Capron Park Zoo in Attleboro, Mass., said they do not have one standout souvenir in their 350-square-foot shop. “Everything sells great. Plush, which we can’t stock enough of, things with our logo, and anything with our animals on it. We have a photographer who takes pictures of our animals and does our magnets, posters, jewelry, stickers and things—they all sell really well. People gravitate towards them because they show photos of our animals.” Young said she feels guests want to bring home items bearing an image of the zoo’s animals because their plush, and other animal likenesses, resemble the real animals in the zoo. “Guests like making that connection—I hear that a lot. They will purchase a plush or magnet featuring an image of the animal, and its name,” she pointed out.

Likewise, items featuring images of the animals at the Seattle Aquarium in Seattle, Wash., sell well in their 2,500-square-foot gift shop, according to Jasmine Ramirez , store director. “Items like magnets, plush, and jewelry that showcase our sea otters are almost always our best-sellers,” Ramirez explained. “We have two otters here at the Seattle Aquarium named Mishka and Sekiu and they are favorites of guests from all over the world.” Ramirez said when choosing ven-

dors and selecting merchandise, she and her team do have a criteria they follow: “Seattle Aquarium is focused on Inspiring Conservation of our Marine Environment, so bringing in items that support that message is important. Finding vendors that share your values of conservation and regenerating the natural world help to present the kind of product that our guests expect.” She

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Gift Store Sales Lead Josiah Likkel of the Seattle Aquarium. Sea otter magnets, plush and jewelry are best-selling items for the store.

Special Expanded Zoo and Aquarium Section

shared out of state tourists are their largest customer demographic.

Young said their largest demographic are families with young children (under 5) and grandparents with grandchildren. She uses a variety of methods to find new merchandise to appeal to their guests. “I look through trade magazines to see what’s new and get ideas. Our photographer does a lot of production for us and gives us ideas for how to adapt things. I’ve reached out directly to vendors I’ve seen in magazines. We also belong to a zoo and aquarium retail group. Sometimes I’ll go to other zoos and see what’s selling there,” she said. Campbell stresses the importance of research. “It takes a lot of work, and we’re lucky to have a team of buyers to help us with this. You want to find products that educate kids as well as represent the zoo and aquarium,” she explained. She added, “We get a lot of multigenerational family groups. It’s fun to see the parents and grandparents sharing their own memories from past visits with their kids and grandkids.”

In many instances, zoos and aquariums use merchandise to further educate and support the welfare of one (or more) animal in the venue. Point Defiance Zoo does this with their tiger conservation initiative. “Tigers live in rainforests, and those forests are being destroyed to create plantations that produce Palm oil. We made the decision a few years ago to stop carrying items—mostly food—containing palm oil,” Campbell explained. “Even if the guests don’t know it, we’re helping support the conservation effort. We also hope that by taking an

item home guests will have a tangible connection to the tigers that inspires them to help in the future.” Ramirez said at the Seattle Aquarium, “We use signage, media, and guest service to share our ‘Shop and Support’ message. When people make a purchase, they are doing so much more than just buying an item. They are helping us inspire conservation through a variety of ways. Seattle Aquarium can extend learning outside of our walls, by offering public programs such as our Beach Naturalists, Science Club, and Cedar River Salmon Journey. There is so much to learn here!”

Like other categories, souvenirs have their trends. Young said, “For us, we just started carrying Toobs [the little animals that come in tubes] and they’re going over great with our visitor base. We also sell Cutie Beans by Fiesta and they fly off the shelves,” she noted. Right now, Campbell said, “We see a lot of sales in kid’s jewelry. We have incorporated

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A display of conservation items at the Seattle Aquarium. Selling items that support a message of “inspiring conservation of our marine environment” is important to the store, the store director said.

Jasmine Ramirez, store director, Seattle Aquarium, Seattle, Wash. Out-of-state tourists are the store’s largest customer demographic, she said.

Memorable Mementos (From page 91)

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Memorable Mementos (From page 92)

jewelry from vendors that give back to support the environment and they have been selling well, too.” The environment is an important cause for most zoos—protecting their animals’ natural habitats and educating guests about the world around them is a common goal. “Guests are really interested in any items that give back to the environment,” Ramirez said. “People are using their purchases to support environmental causes. For example, we carry a selection of socks from a vendor that gives back to the communities protecting the oceans with each purchase.”

Merchandising in zoo and aquarium gift shops can be difficult because many of these retail outlets have limited space. Capron Park Zoo is one of them. “Visibility and accessibility are key to creating good displays. We don’t really have room for elaborate displays. We’re fairly small so it’s easy to make things visible,” Young said. “We have a big display case in the middle of the store, so it makes a big difference, being able to have the space for that so people can take time to look. Four years ago we remodeled the gift shop and took away the individual stands and put up pegboards. They’re double-sided with end caps so people can browse and keep an eye on the kids at the same time.”

Campbell said the best displays are neat and clean. “A good display is simple but caters to all ages. Having key items that complement each other in one spot not only looks great, but it also helps our guests easily find the mug, keychain, or T-shirt they came in for,” she pointed out. “They often end up grabbing extra souvenirs for themselves, family, or friends.”

Ramirez said, “We try to keep it fresh and have a regular schedule for merchandising products. We also use events happening around the aquarium to plan out new features. It really is such a wonderful place to create displays for!” ❖

Country Store Report Snacks, Candy and Gourmet Gifts

By Genie Davis

If it’s time for a treat, such as candy, a snack, or a gourmet gift, country stores are a terrific place to make a stop. For this article, country store officials across the United States described their best-sellers and why they are so popular.

At Sweet Country Charm Fudge & Gifts in Payson, Ariz., Owner Rebecca Acord is all about the fudge – homemade fudge that is. “Right now, our top sellers are several new kinds of fudge I’ve made just for the holidays. There’s pumpkin latte, pumpkin pie, pumpkin caramel with cream cheese frosting, salted nut roll, and Divinity. Those are our current seasonal flavors, as well as traditional flavors that we offer all year.” Additionally, she said “We also have a special Christmas fudge, old fashioned penuche made with brown sugar that people buy quite a lot of.” Acord noted

“Throughout the year, we rotate through 109 different flavors of fudge, and there is always something new for people to try, along with the more traditional items.”

Along with fudge, Acord also does well with nostalgic candies for her wide-ranging demographic which she said “includes everyone, young and old, male and female. Everyone loves my fudge and the candies. I find nostalgic candy items that drive memories for older people and create new ones for younger people. Kids love the novelty candies, so we try to find things that appeal to them with this variety of items as well.”

She noted that deciding what edible gifts to stock is fairly simple for her. “I just never carry anything that you could find in a Walmart,” she laughed.

In Mesa, Ariz., at Orange Patch Too, Manager Katie Hunsacker described her top edible sellers as “Salsas and candy. They both do well for us because they are regional favorites where we are located, and they’re also unique items outside of our area. So, for both reasons they sell well,” she said. “Among the candies that do best for the store are items like prickly pear and cactus candy; we also do well with prickly pear jellies and jams,” she related. The store also does well with its own store-made fresh chocolate dipped dates and stuffed dates.

With a mix of shoppers skewing toward the tourist industry and winter-only residents, Hunsacker said that appealing to her customers is focused on offering a “pretty good mix of those regional items.”

These items also are attractive as gifts to be given to family and friends living elsewhere. She decided which type of

edible gift to stock primarily based on what sells well within the store. “We do change it up in terms of our selection, but we have been with many of the providers we have for about the last twenty years. They are good quality items, and they perform well for us.”

On the east coast, at Brown & Hopkins in Chepachet, R.I., store Owner Liz Yuill , said her top sellers in candy and gourmet gifts include both nostalgic candies and Sweet Jubilee candies, the latter of which she said “do a phenomenal job with seasonal nonpareils and

“Right now, our top sellers are several new kinds of fudge I’ve made just for the holidays. There’s pumpkin latte, pumpkin pie, pumpkin caramel with cream cheese frosting, salted nut roll, and Divinity. Those are our current seasonal flavors, as well as traditional flavors that we offer all year.”

- Rebecca Acord, Sweet Country Charm Fudge & Gifts, Payson, Ariz.

delicious chocolate-covered animal crackers, caramel crackle toppers and other gift-type chocolates. Among our best-selling nostalgic candies are MaryJane’s and Satellite Wafers.”

These items sell well for several different reasons, she attested. “The gift chocolates are attractive, and well presented. The nostalgic candies are simply fun, and older generations enjoy introducing younger generations to what they had as a child, and that perpetuates

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Country Store Report (From page 95)

their appeal.”

Yuill described her demographic mix as both locals and tourists. “We are in a quaint town with many historic buildings. Multiple generations come to shop here and come back year after year for our merchandise mix. We have lots of different items that appeal to just about everyone.”

She explained that the way she decides what she is going to sell is often based on both quality and price point. “Keeping things reasonably priced for gift items, say under $20, is important. For pick-up items, the types of things we keep by the counter as a changemaker if the customer has .75 cents left over, we try to have items that are .25 cents and up. Over the years you just get to know what will sell and what will not sell, and that’s a large part of what I select edible items based upon.”

At Edge General in Hearne, Texas, Manager Amy Barrett cited specialty hot sauces and canned goods such as preserves, pickles, and peaches as among her top sellers. “They do well for us because they look like they belong here in this 100-year-old building. We always like to keep the items we stock in line with the

way the store itself looks. We don’t carry plastic containers or things like that. Even the Coca-Cola we sell comes in glass bottles.”

A mix of just about everyone coming into the store of all ages likes these items, she said, in part for their regional appeal and in part for their aesthetic. “Everyone who comes in likes to find something that fits what our store looks like. We focus on that, but one of the things I’ve learned over the years is to always carry things that you don’t like as well as what you do like. Chances are what you like, no one will else will be interested in buying,” she joked.

Overall, edible gifts, snacks, and candy are a big hit among a wide range of customers at country and general stores. Regional and locally made items have special appeal, as do food items that are made on-site, such as fudge or chocolate. And, even if specific best sellers change over time, one thing never will: sweets and treats always make for sweet sales. ❖

How Edible Gifts are Kept Fresh and Tasty

Asked how they keep edible gifts their freshest and tasting great, country store staff and owners offered their tips for keeping these products always in “good taste.”

At Sweet Country Charm Fudge & Gifts in Payson, Ariz., Owner Rebecca Acord has just added a freeze dryer to continue to preserve candy items she purchases, such as Bits of Honey. “That candy is good for 25 years if you don’t open it and it’s packaged properly. The freeze dryer just helps extend life and keep products fresh.” She noted, “All my fudge is made fresh and sells out before I have to consider how to keep it

longer.”

In Mesa, Ariz., at Orange Patch Too, Manager Katie Hunsacker said “We watch the shelf life on our edible items, and we can freeze and refrigerate the salsas and jams we carry to help that time extend. We also have a refrigerated candy counter which is especially helpful for the candies we make on site like our handdipped chocolates.”

On the east coast, at Brown & Hopkins in Chepachet, R.I., store Owner Liz Yuill, described the best way to keep edible gifts fresh is “to sell a lot of them quickly. When you’re buying the items that you stock, you try to match up

what you buy to what you know will sell quickly and won’t be hanging around too long. We also do not buy anything with a less than six-month shelf life,” she said. “We would love to carry fudge for example, but we do not, because fudge that’s made the way you like it with butter and cream has a very short shelf life.”

At Edge General Store in Hearne, Texas, Manager Amy Barrett asserted that the edible items she carries “usually have a long shelf life, the canned goods and preserves, and items like that. Also, our store is climate controlled, so that keeps things in good shape longer.” ❖

EDIBLE GIFTS

Food for Thought Tips and Advice for Increasing Edible Gift Sales at Hospital Gift Shops

By Corrie Pelc

Traditionally, hospital gift stores are known as a place to pick up a stuffed animal, balloon, or flower bouquet for a patient you may be visiting. However, today’s hospital gift shops offer much more to accommodate not only people coming in to the hospital, but employees who depend on the shop as a place they can quickly pick up items for themselves or as presents.

Edible gifts continue to be an expanding area for hospital gift shops. From locally-sourced baked goods and candies, to specialty mixes, to made-to-order gift baskets, hospital gift shops around the country are increasing their sales through some good eats.

Focus on Local

Over at Cornerstone Gifts at Nebraska Medical Center in Omaha, Neb., candies from local Nebraska candy manufacturer Bakers Candies sell very well in its about 1,100-square-foot shop, said Kelly Dinoff , retail lead for CornerStone Gifts.

Bakers Candies is known for their chocolate meltaways, which Dinoff said are chocolate candies in different flavors, such as milk chocolate, dark chocolate orange, milk chocolate caramel, and chocolate mint.

“Most of the boxes of candy are assorted, but we also sell bags of the individual flavors,” Dinoff said. “(And) we sell them separate – they’re like 35 cents for one. And those sell like crazy if people just want a tiny bit of chocolate.”

The gift shop at Concord Hospital in Concord, N.H., also focuses on local for the edible gifts it sells in its 942-square-foot store. “The gift shop sources local products to the New Hampshire and New England region area,’ explained Kourtney Soucy , director of pa-

tient and family services at Concord Hospital.

Some of these locally-sourced edible gifts include a variety of baked goods including cookies, brownies, and coffee cakes; nostalgic chocolates from Granite State Candy; spicy marinades, sauces, and hot honeys from Spicy Shark; and Baci Chocolate, which offers unique candy gifts like chocolate pizzas and gigantic peanut butter bars.

“We offer quite a variety of high-quality chocolates from a bunch of different vendors ... and in all honesty,

Kourtney Soucy, director of patient and family services at Concord Hospital, photographed with Gift Shop Manager Jana McGourty-Bunker. The pair are shown holding edible gifts and a New Hampshire-shaped cutting board.

Edible Gifts

they are all equally popular,” Soucy said. “There’s no one chocolate that sells better than the other – it’s pretty consistent across the board with the variety that we offer.”

Hype Up the Holidays

At the about 1,500-square foot gift shop at Banner University Medical Center Phoenix in Arizona, the holidays are when the store stocks the majority of its edible gifts with an emphasis on chocolate, said Supervisor for Guest Services Kathy Simpson .

“What does sell very well are individually wrapped pieces or small things that are holiday-shaped,” she explained. “Or even if it’s just a plain old what you can get every other day, but it's wrapped for the holidays, those sell well.”

The store also carries a variety of mixes, like dips, s’mores, and hot chocolate, during the winter holidays. However, Simpson said they keep it unique by packaging the edible mixes with another item, such as dip mix with a small cast iron skillet or a pancake mix with a cute apron or spatula.

“A lot of our staff (works) 12-hour shifts, so they

don’t have a lot of time to do extra shopping,” Simpson said. “Our gift shop does a very good job of offering a lot of gifty items for the holidays, so people come in and do a lot of their Christmas shopping here.”

CornerStone Gifts also brings in special edible gift items for the holidays. For example, Dinoff said right now they have pumpkin bread and cheesecake mixes, as well as a variety of dip mixes. And for Christmas, they’ll offer hot chocolate mix and various Christmas candies.

Dinoff said the mixes tend to be excellent sellers for the store. “That’s not necessarily something that somebody’s going to send up to a room for a gift, but people have definitely started Christmas shopping – a lot of people are buying those for Christmas gifts,” she added.

Display It Right

Having eye-catching displays of edible gifts has proven to help sales at Banner University Medical Center Phoenix’s gift shop.

“The way we display them and where we put them in a store helps a lot,” Simpson said. “Two of our sides are glass, so it’s very inviting when people are walking around the shop. The girls in the shop

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New Hampshire-themed candy makes great gifts with clear packaging that shows off the confections. The candy is offered in the gift shop at Concord Hospital in Concord, N.H.

Kelly Dinoff, retail lead for CornerStone Gifts at Nebraska Medical Center in Omaha, Neb. “Most of the boxes of candy are assorted, but we also sell bags of the individual flavors,” Dinoff said. “(And) we sell them separate – they’re like 35 cents for one. And those sell like crazy if people just want a tiny bit of chocolate.”

Edible Gifts

Food for Thought (From page 99)

do a great job of how they display and merchandise their stuff, so that brings people’s eyes into the store.”

Over at Concord Hospital, Soucy said Gift Shop Manager Jana McGourty-Bunker and her team use a combination of window displays and eye-catching packaging to draw customers in. For example, the store stocks chocolate bars with clear packaging to show what’s inside the chocolate that is dressed up with a gold sticker or ribbon on it.

“Their packaging ... is so appealing to the eye that you can say I want this right now, or I can give it as a gift and not have to wrap it,” Soucy added. “It really serves that dual purchase and it’s really a marketing strategy.”

Spread the Word

All three gift shops agreed employees tend to be their largest customer base.

"Staff has become our most dedicated and really enthusiastic customers," Soucy said. "We generally try to cater to most of their needs by providing a variety and multiple choices and options. And we want to (offer) ease of accessibility ... in options, so offering dark chocolate, gluten free goods, sugar free options, but also the way that things are set up so they're easily accessible for staff and visitors to come in, see what grabs their eye, grab it very easily, and be on their way."

Simpson said they take advantage of the employee intranet at Banner University Medical Center Phoenix to let employees know when they are offering sales and promotions.

"We're starting to get really big into the promotions for the facility," she explained. "We'll pick several days through the month and we'll say, for example, October 26th is National Pumpkin Day and so 25% off pumpkin (products on that day)."

"We also do a lot of cross promotions with our coffee shop which is right across the hallway from the gift shop -- we work together really well with the coffee shop," Simpson added.

And Dinoff said never to discount the power of employee word-of-mouth. "I've noticed with our employees in the hospital, if one person or one department buys something, then they all come rushing down here," she added. "Our hospital employees are pretty good about marketing among themselves." ❖

A Bakers Candies item photographed at CornerStone Gifts at Nebraska Medical Center. The company is best known for the chocolate meltaways pictured.

A display of edible gifts at the Nebraska Medical Center gift store. The store offers special edible gift items for the holidays.

Supervisor for Guest Services Kathy Simpson of the Banner University Medical Center Phoenix in Arizona. The holidays are when the store stocks the majority of its edible gifts, Simpson said.

Good Clean Fun A Look at The Biggest Trends in Lotions and Soaps at Bath and Body Stores

By Corrie Pelc

There's no denying that consumers love shopping for luxury bath and body products. The luxury bath and body product market reportedly hit $14.5 billion in 2021, and industry experts estimate it will grow to almost 8% every year until 2030.

Around the country, bath and body shops are using a combination of special ingredients, large variety of fragrances, and unique offerings to help stake their claim in this highly-competitive market.

Focus On Natural Ingredients

At BGLH Marketplace in Brooklyn, N.Y., Owner Leila Noelliste focuses on all natural ingredients and does not use preservatives or synthetic chemicals in her lotions and soaps. "Our formulations have to rely on using natural ingredients that preserve themselves well and that can be manipulated without the use of synthetic chemicals to have a good texture and smell," she explained. "We really (try) to be as close to just natural, non-synthetic as we can in everything that we do."

Lotions are the focus of Noelliste's shop. She said her most popular products are her vanilla whipped shea butter, whipped cocoa butter, and cocoa shea blended butter.

"Cocoa butter is just such a perennially popular skincare ingredient," Noelliste said. "It's been used in so many different cultures and in so many ways, so I think that people are always looking for products with a good cocoa butter content. People love the idea of a cocoa lotion that has a very high percentage of cocoa butter in it."

On the other side of the country, Dali Yu has been making all-natural olive oil soap at her about 600-square-foot shop, The Soap Kitchen, in Pasadena, Calif., for over 18 years.

Continued on page 102

Owner Leila Noelliste of BGLH Marketplace in Brooklyn, N.Y. Noelliste offers products with natural ingredients.

A display of shampoo bars at The Soap Kitchen. People who are sensitive to perfumes and chemicals appreciate the company’s products.

page 101)

"We keep everything all natural and plastic free," she continued. "We only use essential oils and herbs in our soaps, so there's no artificial colors, no artificial fragrances. People love our soaps because they're great for people who are sensitive to perfumes and all kinds of chemicals. We have many long-term customers who have been coming to us for decades."

Although Yu offers her bar soap in 30 different scents, she said the most popular scent by far is lavender. "We make almost 10 different lavender soaps (in) different blends – we blend it with citrus, eucalyptus, rosemary, peppermint," she added. "Lavenders in general are very popular."

Think Outside the Bar

As a nurse, Deanna Wallin, CEO and founder of Naples Soap Company – with currently 10 open loca-

tions throughout Florida – formulates all their bath and body products for people with sensitive skin. Although their natural soaps are a top seller, Wallin says another best-seller are their sea salt soaps made with a very fine salt that helps balance the pH level of a person's skin.

"People with skin issues when they go into the ocean, the salt changes the pH of the skin," Wallin explained. "(It's a) very similar concept to that. I just tried to figure out how to do that in the shower. I couldn't change the water other than softeners and purifiers and things like that, but I could change the type of soap I was putting

Gifts wrapped for the holidays from The Soap Kitchen. The business only uses essential oils and herbs in its soaps.

Owner Dali Yu with her mother Eva Yu of The Soap Kitchen in Pasadena, Calif. All-natural olive oil soap is offered at the shop.

A person with a display at a Naples Soap Company location. The founder and CEO said the company’s soap products help people with sensitive skin.

A product display at the Wild Mountain Soap Company. The store sells a “hairy” soap named Squatch Soap that functions as a soap and washcloth in one.

Good Clean Fun (From

on my body."

And at Wild Mountain Soap Company in Fayetteville, W.V., Owner Phillip Peelish added fun to their handmade, cold-pressed soap offerings with their Squatch Soap. "It's actually a hairy bar of soap," he explains. "It's covered in hair and that's your washcloth and soap all in one. That's a popular one that people pick up when they come in (the store)."

Peelish also puts a unique spin on the soaps and lotions they offer in their 1,000-square-foot store by focusing on scents specific to their local area. "We're in the mountains here in Appalachia ... so some of our main scents are locally marketed," he said.

In fact, Peelish said their top selling fragrances – Appalachia Waterfall, Mountain Energy, and Oatmeal, Milk and Honey – are made for their state parks in their area. In addition to providing bath and body products in those scents for state parks to sell at their own gift shops, Wild Mountain Soap Company also makes amenity sizes for the lodges and cabins park goers can stay at.

"So if you go and stay at one of our state parks, you'll get a soap, shampoo, conditioner, and lotion in one of those scents," he added.

Keep Products Accessible and Personal

When it comes to selling lotions and soaps, Wallin stressed the importance of displays. She said they try to keep the walls of their stores – which average around 1,200 square-feet – very uniform.

"Beauty products are a little difficult to display on large shelves, so we try to keep the walls uniformed and line them by category," she explained. "But in the middle of the store, we put fun displays and mix fun products in with that."

And Wallin said signage if critical, especially during the holidays. "When your associates

Continued on page 104

Owners Mary and Phillip Peelish of the Wild Mountain Soap Company in Fayetteville, W.V. Many of the soaps in this mountain-area store have a local theme, such as Appalachia Waterfall.

A person with a soap display at a Naples Soap Company location. People with sensitive skin appreciate the company’s bath and body product formulations.

A generous soap display at the Wild Mountain Soap Company. Big displays keep customers from thinking a meager arrangement contains old products that haven’t sold.

Good Clean Fun (From page 103)

are really super busy, your signage has to help do some of the heavy lifting," she said. "Customers want to know what they're looking at and how much it is. If they don't have the information, they'll just pass on it."

Peelish suggested always having a large selection of products available in displays. "If you have one, two, or three of an item, that generally doesn't work as well," he detailed. "(Customers) think it's the last little bit of something, they think it might either be old or something like that."

While they make testers available for some products, Peelish said they attend various craft shows within a twomile radius of their store to allow potential customers to try their products.

Another way to help increase sales is through gift sets, which The Soap Kitchen knows about first-hand. "We have lots of gift options to choose from," Yu explained. "From as small as a single bar (because) sometimes you need to just give a little something to a lot of people. And then up to big spa packages for when (someone needs) to give something super special."

And Noelliste says it's important to remember buying bath and body products is a very personal experience, and to keep that in mind when sending marketing communications and interacting with customers.

"It's products that are going on their bodies, its products that they are interacting with every day," she explained. "And because it's such a personal category, we've been putting a lot of effort into really building that trust relationship with our customer base (and) not taking for granted that they're letting us into their homes. So I would say wherever you're at in (your) journey of selling lotions, prioritize building that connection with your customer base." ❖

A wall of merchandise at BGLH Marketplace. Vanilla whipped shea butter, whipped cocoa butter and cocoa shea blended butter are the company’s most popular products, the owner said.

A colorful soap display at Naples Soap Company. The CEO and founder said signage is a critical display element, especially during the holiday season when the stores are busy.

A gift box of products from The Soap Kitchen. The store has been in business for over 18 years.

Nurse and Naples Soap Company Founder and CEO Deanna Wallin. The store currently has 10 locations throughout Florida.

Cultivating Generosity Gifts at Botanical Gardens and Florists

By Sara Karnish

Shops at public botanical gardens, as well as florists, stock a range of gifts to give guests the opportunity to bring more natural beauty into their homes. From plants and flowers to home décor and wall art, these items bring a bit of the outdoors to the indoors.

Botanica Gift Shop at the Franklin Park Conservatory and Botanical Gardens in Columbus, Ohio, features a truly exceptional gift. “Our top selling gift is our glass pumpkin. Every year Botanica hosts a Glass Pumpkin Patch where local glass artists offer hand blown glass pumpkins for sale. Botanica has worked out a great relationship with these artists and the sales benefit Franklin Park Conservatory as well as our local art community,” explained Kathy

Steedman , Retail Operations Manager. Rounding out their top three best-selling gifts are live plants—"Botanica offers healthy unusual house plants, orchids and bonsai - we are one of the few places where plants are sold by knowledgeable staff in an environment that cares for what it sells”—and botanical-themed jewelry: “We offer multiple lines of botanical themed jewelry which is always a great gift,” Steedman added.

Dave Sawyer , gift shop manager at Santa Fe Botanical Gardens in Santa Fe, N.M., said because “gifts” is such a broad category, the best-sellers in their 650-square-foot store depend upon the customer. “Out-of-area visitors, which make up most of our shoppers, tend to look for either a souvenir of their visit or a gift for a relative or friend. For those shoppers, we look for items which are not easily found elsewhere so we can provide something one-of-a-kind and will reflect their visit to our Garden,” he explained. “Those items often feature our logo or images specific to our Garden, such as caps and tote bags, or will have been made locally such as fine-quality soaps or small decorative items. Visitors from our region, while still in cases looking for a souvenir, tend to be more interested in gardening in our area and so more often are looking for information resources such as books or nature guides rather than souvenirs.” Kelly Perry , owner of Cheerful Flowers and Gifts in Chambersburg, Pa., said gifts with a local flair are popular. “I live in the best little town! Our customers love gifts celebrating our hometown — totes, kitchen towels — anything which says Chambersburg, Pa! When you come to

Continued on page 106

Owner of Cheerful Flowers & Gifts in Chambersburg, Pa., Kelly Perry with husband Jesse Perry and daughter Grace Perry. Gifts with a local flair are popular at the store, Kelly Perry said.

visit, you’ll see why — it’s delightful!” she said.

Steedman promotes gift sales in Botanica’s 800-square-foot space by getting to know the customers and asking the right questions. “Make suggestions for pairing, suggesting books to complement a gift selection—for instance, bonsai books with bonsai plants, offering advice on how to use items in decorating,” she said, adding they have a broad customer demographic and try to stock merchandise so there is something for everyone. “Locally, our customers are young families, grandparents and students, but we also do a great tour group business which brings in people from all over the country,” she explained.

Sawyer recommends carrying an assortment of mer-

chandise shoppers can’t find elsewhere. “Choose your gifts to be as unique as possible and reflective of what your visitors experienced and will want to remember,” he advised. “If an item can be purchased at dozens of other stores or via the large on-line merchants, your visitors will be much less likely to want to purchase from you.” He, too, noted their garden has a diverse visitor base: “Santa Fe is a significant destination for tourists,

Continued on page 108

What Blooms Are Brides Looking For?

Flowers are a staple of most weddings. They add a touch of color and beauty to the big day, and are often chosen to reflect the couples’ personality or special interests.

Some current flower trends include bright and bold designs, plenty of texture, and organic, natural displays that give bouquets,

centerpieces, and other arrangements an authentic look.

Kelly Perry, owner of Cheerful Flowers and Gifts in Chambersburg, Pa., said right now brides are “loving color and garden style design.”

Franklin Park Conservatory and Botanical Gardens Retail Operations Manager

Kathy Steedman is seeing more brides looking for both flowers and gifts that are practical as well as beautiful. “Brides seem to be seeking items that have a function as well as beautiful form. Handblown glass, locally crafter jewelry, candles, gifts with purpose,” she explained. ❖

The Glass Pumpkin Patch is an annual offering at the Botanica Gift Shop, Franklin Park Conservatory and Botanical Gardens in Columbus, Ohio. Local glass artists offer their creations for sale such as the pieces pictured here.

Thank You!

As the season comes to a close and a new year approaches, we’d like to share a heartfelt “Thank You!” to our network of retail partners. We are grateful to be celebrating another successful year, and we couldn’t have done it without you.

Thank you for being part of a community of entrepreneurs and business owners bringing quality goods and services to your community. As the hustle and bustle of holidays comes to a close, Wind River® wishes you peace, comfort and joy in a job well done. May you and your loved ones find harmony this holiday season.

service@windriverchimes.com

so many of our visitors come from out of our area. As such, we look for items that will be appealing to visitors who are looking for something to remind them of their trip, or to be special to take back to a loved one,” he explained, adding, “These visitors often come by airplane or, if driving, have limited space to take things back, so we aim toward items which are compact and not terribly fragile. For visitors from our area who are less interested in souvenirs, we stock more informational items such as books on gardening and nature in our region.”

Perry said increasing gift sales has a process: “Increasing sales starts at the buying level and ends at the cash wrap. At the beginning of my retail journey my best friend and fellow shop Owner Jana Qualey of Home and Garden Vermont in Burlington, Vt., said, ‘Buy what you love to start, and listen to the people who come to your store this year; they’ll help you fine tune your offerings.’ She was right. As I’ve chit chatted with my customers, I’ve learned we are a kitty-cat town. I double up on all the items with kittens on them!” She added, “Our store is bright and, as our name suggests, cheerful! We tend to attract clients who appreciate beauty and enjoy sharing beauty with their friends.”

Steedman said she is definitely noticing a trend in locally-made items as customers look for pieces which represent a certain area. At the Santa Fe Botanical Garden, “Our visitors are either looking for specific infor-

mation about gardening or nature in our region, or items reflecting our botanical garden and/or our area,” Sawyer said.

Perry said her team noticed a big trend with mushrooms this past year. “Our customers did love all the fall mushroom products. Now we are off to sparkle trees and twinkly lights! I’m anticipating a return to color and all things happy for next year,” she said.

When displaying items, get as creative as space allows. Steedman said, “We like to work with color stories. We pride ourselves on our unique and appealing displays. Keep the display easy to shop from but still tastefully arranged. We like to create small vignettes to help our customers envision the items in their own homes.”

Perry carefully curates and arranges the items in her displays to tell a particular story. She explained, “Displays are my favorite! I ask myself these questions as I work through re-merchandising: ‘Can I see each item?’, ‘Can I quickly understand what each item is and its function?’, ‘Can I comfortably reach each item?’ ” Sawyer pointed out, “With our small space in a temporary building which also serves as our admissions and education center, achieving attractive displays is an ongoing challenge. We don't have a lot of space to set up creative displays, so it's important for us to have our items easily accessed and, where appropriate, clearly explained so the shopper can see what makes the item special and desirable.” He noted, “For instance, we carry ceramic mugs designed by New Mexico-based Native Americans and dishtowels made by a company that makes a point of hiring immigrant and underprivileged women. It helps make those items more interesting and attractive to potential purchasers if we explain those details.”

These retailers continue to work through ongoing supply chain issues, but overall, they say getting merchandise has not been as much of an issue as it was last year.

Although they are similar to museum gift shops, Sawyer explained botanical garden shops have a distinctive niche which can sometimes make it difficult to choose merchandise. “Unlike museums, which often have items in their collection that can easily be developed into gifts and souvenirs, botanical gardens have to be more creative in developing or selecting items to offer so visitors have something to take with them that will be a pleasing reminder of their visit.”

A display of glass gifts at the Franklin Park Conservatory and Botanical Garden. Sales of locally made items are a trend for the store, according to the retail operations manager.

An orchid-themed display at the Franklin Park Conservatory. Top sellers for the store are a selection of healthy live house plants, including orchids.

Cultivating Generosity (From page 106)

Sales that Are Scoring Big Trends at Sports Fan Stores

Just like sports teams themselves, the trends at sports fan stores nationwide are big hits for those who love to be a part of the action. From automotive racing to college football, stores for a range of sports fans across the United States provided insight for this article into just what trends are ready to score big.

When the cars get revving at the Indianapolis Motor Speedway in Indianapolis, Ind., the Trackside Gift Shop finds sales hitting high speeds, too. Assistant Manager Jason Ellison described the store’s top selling gift items as a mix of “T-shirts, hats, glassware such as shot glasses. They all do well because the price is right, they are easy to buy, and they are items that people also get a lot of use out from.”

He added that “Anything with the track logo on it, the wing and flag logo, anything that is non-dated sells the best. That’s what fans really want, something they can have for a long time, and it is never out of date.”

Ellison said that the store makes sure all the items in the store are easy for people to find. “Our display is based on the different categories we offer for men, women, and children, with glassware in one area, clothing in another,” he explained.

Jeffrey Katzen , owner of Baltimore Sports and Novelty in Owings Mills, Md., provides the latest in top-selling gear for Baltimore Ravens and Orioles fans. This year, he described fan favorites as “Tumblers and hats for both teams. Those are our biggest sellers these days,” he said.

For Katzen, knowing what to stock depends on previous big sellers as well as team performance. “We always do very well with the hats especially when the Ravens have a decent season. Fans see what others are wearing and they want the hats too. It’s a good, inexpensive gift, which is what everyone’s looking for today.”

Like Ellison, Katzen said that his store displays by types of merchandise, with women’s clothing, men’s clothing, and kids’ items in separate sections. “Within those sections we also separate by team,” Katzen noted.

“We have the Baltimore Orioles, Baltimore Ravens, and the University of Maryland team merchandise separated.” Displaying in this way, the merchandise is easy to find for fans looking for a favorite team purchase.

In Hurricane, W.V., Chad Rogers , general manager and head buyer at Sports Fanz, keeps many different team fans stoked. “Right now, I’d say our best-sellers hit a big range. We do well with Funko pop action figures, Teenymate action figures, sports cards for baseball and football. We have also been selling a lot of golf accessories such as golf ball sets with both college and pro-team logos on them.” He said one special stand out is “a really neat golf gift set with a golf towel, tee, and golf markers imprinted with teams like the Atlanta Braves logo or the Packers on those sets.”

Another big hit for the store are fabric team banners. “We have new wool acrylic combined banners. They’re triangle shaped about 13-by-32 inches, and we also have rectangle banners that are 8 by 32. The logos feel like embroidery and look like applique. The combination of high-quality feel and look with colorful great graphics has just been tremendous for us.” He related that the most popular teams have been the New York Giants and Jets, and the Philadelphia Eagles. “After being down in sales for a while, we have had the best Eagles sales this

Continued on page 112

Sales that Are Scoring (From page 110)

season since they won the Super Bowl a few years back. The banners are great for that team.” Another big banner hit is the Colorado Avalanche, Rogers said; as the new Stanley Cup winners the team is scoring big in sales, too.”

When it comes to display, Rogers separates by type of merchandise and team leagues, as well as by category. “We have all our Teenymates together, all hats together, all our banners together, separated by league. For example, our key chain lanyards section is divided by basketball, football, hockey. And our pro team items are divided by team within those categories; our college items are divided by the name of the school within those categories.” He stated that this makes things easier for customers to find and this type of display also keeps the store’s large amount of merchandise always well-stocked and in order.

In Omaha, Neb., at Husker Hounds, Manager Glen-

na Wyscarver said the store is all about Nebraska teams and Nebraska fans. “It’s all Huskers here,” she laughed. “We are all Nebraska.” This time of year, in terms of gift items, hoodies are a big seller for the store. “That’s because of the season and the way the weather is here. But they make a good gift any time,” she said, due to their high quality and strong material.

The stores display style divides items by category as is typically done in other sports fan stores. “You want people to be able to easily find the team they are looking to support,” she explained.

“For example, hoodies and T-shirts are grouped by category, item style, and team. That’s how we know what to keep in stock. We buy what we see sells out the quickest, and we listen to customer requests. What we see as having the most demand is what we order and reorder,” she said.

Sports fans: you have plenty of merchandise waiting for gifts to support your favorite teams. ❖

Top Merchandise Items for Kids at Sports Fan Stores

Kids love to buy sports fan merchandise just like adults. Here’s a look at some of the top-selling merchandise items for children at sports fan stores.

At the Indianapolis Motor Speedway in Indianapolis, Ind., the Trackside Gift Shop boasts many items for junior racers. Assistant Manager Jason Ellison said for children “Stuffed animals with our logo on them, race cars, and kids shirts in a wide range of sizes, those are the best sellers for us for the kids.”

Jeffrey Katzen, owner of Baltimore Sports and Novelty in Owings Mills, Md. described his top sellers as “Jerseys, hats, and sweatshirts for kids. We also do very well with plush animals and plush stuffed pillows. Long sleeved T-shirts are

especially popular right now for the kids.”

In Hurricane, W.V., Chad Rogers, the general manager and head buyer at Sports Fanz said the company Party Animals out of Westlake, Ohio is a big seller for the younger fans. “We have to give that company a shout-out. Their Teenymates do so well for us, and now they have added Squeezymates, which are foamy, and come in a little blind pack, so you don’t know who you’re getting, just that you are getting an NFL or NBA player. They also just started doing something called a Jumpy Squeezy. It looks like an Easter egg; you open it and the squeezy expands.” He enthusiastically added that “The company started doing these items geared to kids but added some rarer

pieces that only show up in one in a hundred eight packs, and we have a lot of adult collectors for those as well as the kids.” He noted that the company has also recently produced a carpetlike runner that is patterned like a basketball court or football field, so kids and collectors can set up their figures. “That’s been a great combo sale for us,” he stressed.

In Omaha, Neb., at Husker Hounds, Manager Glenna Wyscarver regards the store’s current seasonal top seller as “Long sleeved T-shirts and mini footballs. Those two do very well for us.”

In short, kids haven’t been forgotten at sports fan stores. ❖

Christmas and Holiday Merchandise Sales Trends at Stores that Offer Year-Round Merry Making

By Sara Karnish

Christmas may be on December 25, but it’s celebrated the other 364 days at year-round Christmas stores. Their merchandise helps to set a festive mood any time of year. Shoppers can add to an existing collection of heirloom decorations or find something brand new to mark the season.

“The things we introduce new every year— they’re our best-sellers," said Mel Bilbo , owner of Kringles Christmas Shop in Branson, Mo. “Sometimes you introduce it and think, ‘it’s going to work’, and for some reason it doesn’t. The last two years—it amazes me that almost everything has been selling, and selling very well. I think one reason everything is selling well is because Branson is a tourist town, and there are a variety of people coming in. One thing which might not appeal to one person will appeal to someone else.”

Likewise, Diego Constante , owner of Feliz Navidad Sedona in Sedona, Ariz., said they do a brisk business thanks to Sedona’s strong tourist population. “any ornament with a southwest theme is a big seller—cacti, red rocks,” Constante said. “[Sedona] is a destination—it’s a very touristy town. People want a memory of their trip. In fact, in my advertising it says ‘southwest memories for your christmas tree.’ we don’t sell ornaments—we sell memories.”

Tammy Hollingshead , manager of Always Christmas in Hiawassee, Ga., said their current best-sellers are “confetti water globes, personalized ornaments, large, unique eye-catching items, and Christmas items with

a good message.” She described confetti water globes as an item similar to a snow globe—“it’s battery operated, and it blows the confetti around inside. There is glitter inside and it catches the light. It looks like there is constant movement. It draws attention to whatever display it’s in.” Always Christmas is owned by Hollingshead’s 86-year-old father Ray Wine; it measures 4,000 square feet. Christmas is a time for tradition, and many shoppers come to year-round holiday stores to find items, like keepsake ornaments, to help start new traditions. “Keepsake ornaments are bigger than ever this year,” said Patty Hutchinson , owner of the Twelve Months of Christmas in Bedford, Ind. “I have sets of keepsake ornaments, like baby’s first Christmas, our first Christmas, and I’ve sold out of the wedding ones. I think they’re so popular because covid really made people think differently. People were at home for a long while, then we could go back out—they come in and see our store in a joyous setting. They want to remember christmas the way it used to be.” Along with the “first” ornaments, retailers say they are seeing more memorial and bereavement ornaments to honor loved

Continued on page 114

Twelve Months of Christmas Owner Pat Hutchinson, with daughter Roxi Baum, who works full time at the store. Hutchinson said keepsake ornaments are bigger than ever this year.

Holiday Report

Christmas and Holiday (From page 113)

ones who have passed away. Similarly, Hollingshead said she is seeing cardinal motifs as a big trend. “The story goes if a cardinal appears, the spirit of a loved one is near,” she explained. Grinch, glitter and glitz Santas are also popular trends at always Christmas right now. “Grinch is really big right now,” she stressed. “We have a Grinch tree, and Department 56 has a Grinch village, and they’re both big sellers.”

Bilbo said Santa is popular as ever; he said the brand possible dreams Santa and others are releasing more Santa and Mrs. Claus sets—“it seems to be of interest, and not just with the possible dreams line. People are always looking to add Mrs. Claus to Santa; I'm seeing more of it in the last few years,” he explained. “Christopher Radko figures are also selling really well. I think part of why so much is selling—we’re in a tourist town, and over the last year, people had extra money with the stimulus checks. Maybe they didn’t need it for essentials. People were tired of being subdued, so they celebrated Christmas in a much bigger way.” Bilbo added, “personalization is probably our biggest category. We used to use one or two vendors for the personalized ornaments. It now takes four, sometimes five just to keep us stocked. We have an entire section of our third room of just personalized ornaments. One of our employees— keeping them restocked is almost her full-time job. And we have to hire people with excellent writing to write the names with special pens.”

Retailers find their merchandise in different ways. “I say order a wide variety, order it early, and order enough,” Hollingshead said. “I find all my vendors at the AmericasMart in Atlanta. I try to get around to as many vendors as possible to see what they are showing

in new products. We also make a decision based on what has sold well in the previous season—we’ll add more of that collection, or we’ll see a new collection and add to it.” Bilbo said his senior buyer and visual merchandiser make every effort to attend the market in Atlanta, as well. Constante said due to their limited space (700 square feet) they try to be selective when choosing new merchandise.

Although generally the most enjoyable part of retail, arranging eye-catching displays at Christmas and holiday stores has a magic all its own. “I like to take a large piece that catches the eye and use it as a focal point for the display, then put smaller pieces from the

Continued on page 116

Current Christmas Colors for Current Sales Success

Red and green will always be the official colors of Christmas, but they certainly aren’t the only color combination for the holidays.

“The color blue is really strong,” said Mel Bilbo, owner of Kringles Christmas Shop in Branson, Mo. “We have a section just in blue décor that’s selling really well.”

Diego Constante, owner of Feliz Navidad Sedona in Sedona, Ariz., said the traditional red and green still dominates at Feliz Navidad Sedona.

“I believe this year's Christmas colors are gold and silver, and white and red,” said Tammy Hollingshead, manager of Always Christmas in Hiawassee, Ga. “Red is always good. They

are popular because they are classic colors.”

Anything goes, according to Patty Hutchinson, owner of the Twelve Months of Christmas in Bedford, Ind. “People love it all. I have blues, browns, greens. Different people have different tastes. If you like it, it doesn’t matter if anyone else does.” ❖

A blue and white tree makes a striking display at the Twelve Months of Christmas store in Bedford, Ind. "...Different people have different tastes," Owner Pat Hutchinson said..

Holiday Report

Christmas and Holiday (From page 114)

same family around it,” Hutchinson said. “If you can’t afford the large $180 piece, maybe you can afford the smaller $40 piece. I also separate colors, and ‘looks’—for instance, i don’t mix folksy with elegant. I keep each ‘look’ separate.”

Hollingshead said, “I believe what makes an eye-catching display is using lights and a generous amount of product. We usually overdo it in our displays—we use more than what a customer would actually purchase. Lights always draw attention, as does anything with movement or sound. That’s why the confetti snow globes draw attention—the fan motor circulates to keep the glitter and light flowing.”

Bilbo said they utilize larger pieces as a focal point at Kringles, as well. “even if you can’t sell the larger version of the Possible Dreams Santa, have one on display so when people walk in, it pulls them in that direction,” he suggested. “So many people will walk in and go to the right, and they do it because it’s the way the store contin-

ues. We’ll put a Possible Dreams Santa off to the left, and some of the trees people ask about most will be to the left.” He added, “in my opinion, display it in a way so people can visualize it in their home. If you have room, bring in furniture like an end table or coffee table. We have over 100 themed trees to give people ideas. We have garland everywhere for the same reason—to show people how it can look. And let people take pictures. They might not buy the item right then, but they may buy it later.”

Constante arranges displays to show how the items can be used. “We like to put ornaments on a tree, not a bracket on the wall,” Constante said. “a good display for us is something that follows the scenery of where we are. A lot of the décor goes hand in hand with what sedona looks like—the cacti, the red rocks. A lot of our displays are a reflection of the land.” ❖

P rofiles In Excellence • Holiday Merchandise

Kurt S. Adler, Inc.

By Caroline Jentzen

Kurt S. Adler, Inc., a leading designer and resource for holiday ornaments and décor, was founded in 1946 by Kurt Adler. Since then, the company has created beautiful holiday memories for millions of people around the world.

With a broad range of products and collections that include ornaments, table pieces, stockings, trees, wreaths, lights, advent calendars, candles, decorative boxes, and much more, Kurt S. Adler, Inc. has all of your Christmas needs covered.

Our dominant position is achieved with a unique blend of innovation, value and service. With headquarters in New York City and a state of the art distribution center, the business continues today to be run by Kurt Adler’s children. Kurt Adler and the Santa’s World brand showcase a variety of talented designers and over 85 iconic licenses with products from some 200 factories in 15 countries.  Our strong presence in the marketplace features wholesale showrooms and trade shows, which are open daily in the United States and Canada.

We also have offices in Holland, The Philippines, Taiwan, China and Hong Kong.

Our items serve as the perfect tangible memory for your customers to hold onto and remember their amazing experience at your park. Every year when your customers see your ornament on their Christmas tree, they will be reminded of your park and inspired to return.

Kurt Adler remains a trusted company that has brought to life the memories of yesterday and the times yet to come.  We are able to capture the feel-good, joyous holiday of Christmas with our exquisite products and have the ability to customize and create items. Kurt Adler is your one-stop source for all your holiday needs.

(For more information, visit https://www.kurtadler. com.)

A decorated doorway and room at Twelve Months of Christmas. In her displays, the owner makes a larger piece a focal point, with smaller pieces from the same family around it.

GAMES, PLAYTHINGS AND PLUSH

Toy Store Trends Game and Toy Best-Sellers at Toy Stores

By Hilary Larson

After several years of pandemic disruptions, American kids are fidgety. Really fidgety. Retailers report that tactile toys of all kinds, especially those that involve fiddling or manipulating, are the top sellers going into the 2022 holiday season.

Classic Lego building sets, Shashibo cube toys from Fun In Motion and magnetic fidget balls from the Speks line are all favorites at Classic Toys in Anchorage, Alaska. “Those fidget toys are always a good seller,” noted Owner Ben Jarratt . He noted that lava lamps and jellyfish lamps, last seen in quantity in the 1970s, are also making a comeback as holiday gifts.

And while many tried and true games consistently do well, this year’s standout has been a new entertainment called Azul. “It’s sold out already here,” said Jarratt in early November.

At Just Imagine Toys in Wasilla, Alaska, Owner Mary Scheie is selling a lot of arts and crafts, magnetic construction toys, and so-called STEM kits that encourage scientific imagination. What all these have in common, Scheie noted, is that they are very tactile, keeping kids’ fingers engaged along with their minds.

“And of course, I sell anything with unicorns,” laughed Scheie. “The science toys are always popular too, both with the parents and with the kids.”

There haven’t been any standout games this year at Just Imagine Toys, but classic board games like Chutes and Ladders are consistent favorites with local shoppers. And Scheie is always looking for new merchandise; she scours websites, peruses industry magazines and goes to trade shows.

“Anything fidgety or squishy is big right now,” affirmed Robert Robert , manager at the Go! Calendar Toys & Games outlet in Anchorage. Stuffed animals and other malleable,

Continued on page 120

What Are Your Top Selling Nostalgic Toys And Why?

“Ido best with board games — Chutes and Ladders, that kind of thing. You can actually play them, unlike some of the other classic toys like Slinkys and jacks, which just frustrate kids.” — Shane Powers, owner, The Toy Quest, Fairbanks

“We do a lot of Star

Wars, generation one Transformers, Funko Pop — icons from the 80s. Monopoly, Connect Four, Twister and other games are also popular.” — Ken Komoto, owner, From The Heart Hawaii, Honolulu

“Jack in the box. I think people remember from when they were young.

We’ve got some really cute ones.” — Mary Scheie, owner, Just Imagine Toys, Wasilla, Alaska

“Pick up sticks, Tinker Toys and Lincoln logs. People come in looking for these things specifically.” — Ben Jarratt, owner, Classic Toys, Anchorage ❖

Games, Playthings and Plush

ToyFest 2023 will be held at World Market Center

Las Vegas

February 27- March 3. 2023

February 27, Showrooms Only: 9 a.m. – 6 p.m.

February 28 – March 2, Expo Hall and Showrooms: 9 a.m. - 6 p.m.

March 3, Expo Hall and Showrooms: 9 a.m. – 12 p.m.

World Market Center Las Vegas

435 S Grand Central Pkwy, Las Vegas, NV 89106

Carrie Scanlan – Show Director

Phone:  1-833-TOYFEST (833-869-3378)

e-mail:  info@toyfestUS.com website:  www.toyfestUS.com

Toy Store Trends (From page 118)

sensory toys have been the top category at the mall store this past season.

In the game section, Go! Calendar Toys & Games has had recent hits with the board game version of the online craze Wordle, as well as Tapple, a kind of fast-paced mashup of Scrabble and Boggle. “Board games in general are always popular,” Robert observed.

When he’s looking for fun new toys and games at the trade shows, Shane Powers tries to shop the way his customers do. “My advice is, don’t overthink,” said Powers, who with his wife, Kyndall, owns The Toy Quest in Fairbanks, a second-generation business first opened by Kyndall’s parents in 1986.

“When I shop for a new household appliance, I spend weeks doing research. But toys, for the most part, are impulse buys,” explained Powers. “The packaging and colors catch people’s attention, or the way something feels to touch.”

Powers also puts a premium on toys and games that aren’t sold at local chain stores like Walmart. “Well never match their prices, so it has to be something different,” he explained.

Shane Powers has also seen a trend toward fidgety, tactile toys like yo-yos. When the fidget spinner craze died out and then came back, The Toy Quest was the only local store to stock them — and cornered the market.

And Powers is doing big business in Hanukkah dreidels, which, in a way, are the ultimate fidget toys. “Our local school does a project with them, so there’s a huge rush,” he explained.

Out in Honolulu, Hawaii, COVID-19 restrictions were more comprehensive and lasted longer than in much of the mainland. As a result, retailer Ken Komoto saw an ongoing boom in board games and Legos at the 1,200-square-foot Honolulu store he owns, From The Heart Hawaii.

“We’ve all spent so much time at home,” the retailer explained. “Legos have been such a big thing during the pandemic.”

With life returning to normal, Komoto is looking forward to attending this year’s New York Toy Fair along with the West Coast trade shows for inspiration. For now, his top sellers at the six-year-old store are trading card games. “They’re booming here,” he said.

The best known of these, Pokémon, recently reached its 25th year anniversary, celebrating with a Super Bowl halftime commercial and launching an app. “These games are very collectible, and they’re evolving along with technology,” Komoto noted. ❖

P rofiles In Excellence • Toys

Wikki Stix

By Brad Smith

Travel is back...on steroids! This may be the first holiday season in a couple of years that families will be traveling to share the Christmas season together. Whether gathering at the grandparents’ or experiencing that long-awaited trip to Hawaii, taking the kids requires some advance planning. And even then, unanticipated airport delays can put a kink in the excitement.

Wikki Stix to the rescue! Widely regarded as the perfect travel toy - quiet, clean and endlessly reusable - Wikki Stix are perfect in the back seat, on the airline tray table or waiting endlessly at the gate.

Virtually all items in the Wikki Stix line will work well as a travel toy, but of course The Traveler is specifically designed for this function. Packed in a sturdy, bright red case (that comes with an I.D. sticker for personalization) it offers 144 Wikki Stix and a booklet of fun ideas and illustrations to keep kids busy for hours.

With Wikki Stix, kids are DOING - not watching screens. Twist, bend, stick and play! Mess-free, mistake-free and quiet, Wikki Stix encourage imagination and creativity. If you’ve watched kids happily playing with Wikki Stix at a restaurant, you understand how engrossing the product is. Little packs are given out on several airlines because they keep kids engaged for an amazingly long period of time. (And that makes the flight much more enjoyable for all the other passengers!)

Wikki Stix are also ideal for family fun time, providing a great opportunity to enjoy a special interaction with Grandma and Grandpa.

Proudly made in the USA, Wikki Stix are safe, non-toxic and certified to meet all U.S. requirements for use by children 12 and younger.

P.S. That bright red case is perfect for a collection of destination stickers!

(For more information, visit www.wikkistix. com.)

Profiles

For travel or home play, Wikki Stix is the perfect toy to engross and engage.