Souvenirs, Gifts & Novelties - October 2021

In Every Issue

PRESIDENT & EXECUTIVE EDITOR

Scott C. Borowsky

610-645-6940 ext. 0

ASSOCIATE EDITOR

Sasha Borowsky sborowsk@gmail.com

MANAGING EDITOR

Caroline A. Risi editorsgnmag@kanec.com

CONTRIBUTORS

Karen Appold

Hilary Danailova

Genie Davis

Sara Karnish

Carime Lane

Natalie Hope McDonald

CONTROLLER

Joseph W. Mellek

610-645-6944

BILLING AND CIRCULATION

Susan Mease 610-645-6940

PRODUCTION MANAGER/ ART DIRECTOR

Debby Clarke 856-816-6346

Bonus Features

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Articles

Smoky Mountain Gift Show Section

34 Sales Amid Beautiful Scenery - Trends in Home Décor and Gifts at Lake and Mountain Stores

For locals and tourists alike, home décor and gift items are selling at lake and mountain stores.

46 Where Business Is Blooming – Selling Souvenirs at State Park Stores

Souvenir sales at state parks are on the upswing.

54 Taste Treat Trends - Edible Gifts at Country and Candy Stores

People are more likely to buy chocolates, fudge, taffies and other sweets if they have a local angle, or come in attractive packaging. These and other insights were found during research for this story.

57 Bonus Sidebar: Sweet or Sour? Which Type of Candy Sells Best?

62 Getting a Read on Apparel and Jewelry Sales - The Viewpoint from Four College Bookstores For this article, college retailers discussed trends in apparel and jewelry.

72 Jewelry Trends when It’s All Jewelry – The Jewelry Store Viewpoint Our contributor explored trends at jewelry stores for this article.

78 Souvenir Best-Sellers - What Shoppers are Seeking at Art and Children’s Museums

The outlook from a sampling of museums on souvenir trends.

62

82 Bonus Sidebar: How Prints and Postcards are Faring at Art Museum Shops

Spotlight on Souvenirs

91 Bringing a Bit of the Beach Home - Souvenirs at Beach and Resort Stores

Top selling souvenirs may change, but at beach and resort stores, offering a mix of unique and location-oriented souvenir items is a winning strategy.

97 Bonus Sidebar: Signs of Selling Success - Sea-Themed Signs Are Still Popular

98 Wildlife Gifts that Are Selling Well - A Look at Zoo Shop BestSellers

This story discusses zoo shop best-sellers, including the hottest plush animals.

101

100 Bonus Sidebar: What Are Your Most Unique Wildlife-Themed Items?

Contents TABLE OF

Home Décor

101 Enhancing Home Spaces with Sea Style - Home Décor Best-Sellers at Beach and Resort Stores

For this article, retailers from four gift shops in coastal settings shared some of their best-selling décor items and the broad style trends they are seeing.

102 Bonus Sidebar: What Are Your Decorative Sign Best-Sellers and Why?

IGES Section

114 Logo and Name-Dropped Gifts at Caves and Caverns - Four Cave and Cavern Gift Stores Reveal Top Trends

120 148

For this article, four cave gift shops revealed what is trending at their attractions.

120 Quality Gifts at Getaways - How Higher-Priced Items Fit in at Resort Stores

Resort gift shop retailers are offering guests a range of more expensive, unique, quality gifts.

126 Trends in American-Made Merchandise at Gift and Hallmark Stores

For this article, gift and Hallmark shop owners and staff provided their takes on top sellers in the Made in America category.

134 Perspectives from Five Stores: Jewelry and Gift Sales Trends at Boutiques

For this article, store staff members and owners shared their top tips to sell more in both the jewelry and gift categories.

136 Bonus Sidebar: Display Advice for Gifts to Get Attention Apparel

137 From Sophisticated Colors to Classic Styles - Apparel Trends at Baby Boutiques

This story gives a report on the latest apparel trends for babies and young children.

142 Wearables in Tune with a Get-Away Vibe - Tips to Sell More Accessories and Apparel at Resort Stores

All types of apparel is selling at resort stores.

Jewelry

146 When the Merchandise Really Matters - Jewelry at Hallmark and Jewelry Stores

A look at today’s jewelry trends at a selection of stores.

148 Jewelry that Celebrates Surf and Sand - Trends at Seaside Stores

Marine-themed jewelry can be a perfect complement to a vacation for travelers, this story found.

TABLE OF 10

Games, Playthings and Plush

158 Which Diversions Are Doing Best? - What Is Selling at Toy Retailers

For this article, Contributor Sara Kardish interviewed owners and managers from four toy stores to discuss best-selling toys.

163 Never Enough Plush - Today’s Stuffed Toy Trends

For this article, retailers from four stores around the country discussed some of their plush toy best-sellers and from where they source their cuddly merchandise.

Sports Fan Merchandise

158

166 Striving to be First Place Sales Winners – Sports Fan Stores’ Best-Selling Toys

For this article, Contributor Genie Davis interviewed retailers from Baltimore Sports & Novelty, the Philadelphia Phillies Team Store, a Sports Fanz location in West Virginia, and the Husker Hounds, Inc., store in Omaha, Neb., to discover toy best-sellers.

168 Bonus Sidebar: Top Toy-Selling Customer Service Tips

Lotions and Soaps

172 Products to Soothe the Senses - The Lotion and Soap Picture at Boutiques

For this article, Contributor Hilary Larson interviewed retailers in California, New York, Washington, and the District of Columbia to discuss trends in the lotion and soap categories.

173

Truck Stops and Travel Centers

176 Gifts from the Road - Merchandise at Travel Centers and Truck Stops

Many truck stops and travel centers have expanded to carry a wide selection of gifts and souvenirs, according to this article.

Party Stores

180 Adjusting to the Times - How Party Stores Are Operating in a Changing Party Environment

How party stores in Missouri and South Dakota are handling the changing demands brought on by the pandemic.

182 Bonus Sidebar: The Question of Selling Candy

Pharmacies and Florists

184 Best-Selling Merchandise for Christmas

210

For this article, retailers at pharmacies and florists discussed the great gifts their businesses provide.

185 Bonus Sidebar: Advice for Customer Service Training

Commentary

Leadership for Today and Tomorrow

In a climate where protocols for safe public living change quickly, it can be challenging to lead your retail operation in the right direction toward customer satisfaction and profitability. For store owners and managers tasked with making judgment calls on safe operations, it is more important than ever to use your leadership skills to make your business part of the solution. At the same time, retailers need to stay fair and focused when it comes to managing staff who may be suffering financially, physically or emotionally during the pandemic. With your solid guidance, employees can stay engaged and continue delivering a great customer experience to shoppers.

Quotable

This is our annual resort trade show issue, and we offer special Smoky Mountain Gift Show and IGES sections full of great original stories to keep you in touch with your colleagues across the United States. In the Smoky Mountain section we cover home décor and gifts at mountain and lake stores, souvenirs at state parks and art and children’s museums, edible gifts at country and candy stores, apparel and jewelry trends at college stores, and jewelry at jewelry stores. In the IGES Section, there are stories on logo and name-dropped gifts at caves and caverns, quality gifts at resorts, trends in American-made merchandise, and jewelry and gifts at boutiques.

Also in the magazine we offer articles featuring interviews with officials at baby boutiques, airport and Hallmark stores, soap shops, toy retailers, sports fan stores, truck stops and travel centers, party stores, pharmacies and florists, and others.

And don’t miss Vendor Profile features on Alaskan Suncatchers, Capsmith, Exist, The Penny Men and Mountain Graphics and product news from Seagull International Inc., Rocky Mountain Leaf Co., Dodoland/ Eugy, Jack Russell, Binghamton Knitting, Tortuga Rum Cake Company, Art Studio Company, Natural Selections, Silver Streak, XPLORER MAPS, Nuwati Herbals, Oh Snap Earring Backs, Bert Anderson Collection, Mountain Graphics, Aurora World, and The Petting Zoo. I hope you enjoy the issue. Please email editorsgnmag@kanec.com or call 610-645-6940 with comments, questions or suggestions.

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

610-645-6940

Scott C. Borowsky

“Earn your leadership every day.”

- Michael Jordan

Michelle Jacobs, owner, Snazzy Giraffe, Mechanicsburg, Pa. See page 136 for a story that features an interview with Jacobs.

NEWS BRIEFS

SJT Partners with Trees.Org to Plant 50,000 Trees a Year

Now a Portion of Every Wood Plaque SJT Sells Helps to Plant a Tree

SJT Enterprises, a 36-year-old consumer products company, has announced their partnership with Trees.org to plant 50,000 trees a year.

“SJT Enterprises is the world leader in low cost, USAmade wood plaques, so it only makes sense we partner with someone that could plant thousands of trees in our behalf.” said SJT President and Founder Tim Smith. “Trees for the Future – or Trees.org – has planted millions of trees and with this partnership, they’ll be able to plant about 50,000 more each year. Consumers like to see that a portion of their purchase will go to a cause when they buy something. What’s better than buying a wood plaque and a portion of that will plant a tree?”

(To learn more, visit www.Trees.org.) ❖

Davine International, Inc. Owners Retire

“Francine and I have decided to retire and we would like to thank all our loyal customers for the continued support afforded our company. The last 20 years brought us much pleasure, and hearing your successful sales stories told us we had the pulse of today’s consumer. Again, a big thank you.”

– David Barsalou, Davine International Inc.

Las Vegas Market Featured Panelists for MarketExpanded Trend Exploration

At-Market Instagram Takeover Featured Seven Retail, Design and Lifestyle Experts

Las Vegas Market’s signature Market Pros program featured Ahead of the Curve panelists for the first time for the August 22-26 market. Ahead of the Curve showcased Las Vegas Market product chosen by design tastemakers in collaboration with Luxe Interiors + Design.

“Las Vegas Market’s proprietary product trend programs are unmatched tools for buyers to discover

and source must-have products,” said Dorothy Belshaw, International Market Centers Chief Marketing and Customer Officer. “Ahead of the Curve’s trend identification and Market Pro’s real time exploration of market resources [combined] to create trend education that [inspired] buyers as they [planned] their trips to Las Vegas Market and through their in-person sourcing.”

The Market Pros are retail, design and publishing tastemakers who are providing market tips and posting live from Las Vegas Market to provide a comprehensive look at the gift, home décor and furniture offerings of the market on LasVegasMarket.com and the @LasVegasMarket Instagram page.

Market Pros Marie Burgos, Jamilyn Fournier, Jay Jeffers and Na-

dia Watt also served as panelists in the Market’s signature Ahead of the Curve program, which identifies trends and must-have products from Las Vegas Market exhibitors. The trend discussion session, which was presented both as a pre-show webinar and an at-market program, featured the design experts in conversation with Kathryn Given, senior design and market editor for Luxe Interiors + Design.

Las Vegas Market is the leading home furnishings and gift market in the western U.S., presenting 4,300plus furniture, home décor and gift resources in an unrivaled market destination. Las Vegas Market features thousands of product lines, allowing for cross-category commerce among these industries.

Continued on page 20

Gift for Life’s “Feed the Hungry. Feel the Good.” Campaign Raises $28,000Nearly for World Central Kitchen during Las Vegas Market

Gift for Life, the gift, stationery and home decor industries’ leading charitable organization, announced today that the Las Vegas edition of its “Feed the Hungry. Feel the Good.” fundraising campaign yielded nearly $28,000 for World Central Kitchen, an organization which distributes individually packaged, fresh meals in communities that need support during times of crisis.

The campaign, which ran in connection with this summer’s Las Vegas Market (August 22-26), raised a total of $27,997 for World Central Kitchen. In addition to a $10,000 matching donation from International Market Centers, individual donations, ranging from $50 to $2,600-plus, were received from Alexander Eck, Beatriz Ball, Corksicle, Design Works Collective, eNewton, Fine Lines, Global Views, Karma Gifts, Just Got 2 Have It! and Maileg, Monica Loving and others.

“Food insecurity continues to be a critical issue for our nation, in a year marked by the pandemic as well as fires and hurricanes,” said Cole Daugherty, chair of the Gift for Life board. “We are grateful for the industry’s generosity – whether from individuals or organizations – for World Central Kitchen and its efforts to aid individuals in need.”

Through Gift for Life’s “Feed the Hungry. Feel the Good.” campaign, donors of at least $50 were eligible

for Las Vegas Market raffle drawings. Prizes were secured by International Market Centers and donated by Connections Housing, Las Vegas Market’s official travel partner.

After the success of Gift for Life’s Summer 2021 “Feed the Hungry. Feel the Good.” campaign – which collectively raised $79,000-plus through fundraising connected with the Atlanta Market, Las Vegas Market and Retail Excellence Awards –the Gift for Life board voted to continue the “Feed the Hungry. Feel the Good” campaign into and through the Winter/Spring 2022 market cycle. Details about specific initiatives will be announced in the coming weeks.

Founded in 2010 by Chef José Andrés, World Central Kitchen (WCK) uses the power of food to nourish communities and strengthen economies in times of crisis and beyond. In 2020, with COVID-19 straining traditional food security safety nets like school feeding programs, city services and food banks, WCK pivoted to safely distribute individually packaged, fresh meals in communities that need support and launched the Restaurants for the People program to scale nationwide. This program meets critical needs on two fronts: buying meals directly from restaurants and delivering them to Americans who need help. To date, the program has worked with 2,500 restaurants to serve over 12 million restaurant meals and have disbursed more than $135 million dollars directly to restaurants owners in 400 cities across 35 states. For information, visit www.wck.org.

Gift for Life was founded by Peter Schauben of Appleman Schauben in 1992 in response to the tragic loss of industry lives to AIDS. The organization’s first meeting at the National Stationery Show brought together a cross-section of the industry’s lead-

ing publishers, market centers, sales reps, manufacturers and retailers – all willing to convene and work together towards a common goal. Since that time, Gift for Life has raised nearly $6 million for AIDS research, education, treatment and care. More information is available at www.giftforlife.org.

New PavilionCampground Launches at IGES

The Campground @ IGES is a new pavilion specially geared to outdoor and recreation buyers, including over 500 campgrounds, national and state parks, and marinas. Exhibitors will have the unique opportunity to feature fresh merchandise across boating and fishing equipment, outdoor and tactical gear, sundries, wellness and more.

In a statement, Show Manager Sarah Wilson said, “Campground @ IGES is retail’s next-generation destination for all things related to outdoor living, camp, and adventure travel. With a forecasted revenue of $7.1 billion in the next five years, this category caters to those who were able to thrive dramatically during the pandemic. We are excited to welcome returning customers and new brands to the show; we think buyers are going to have a lot of fun there and make great connections for their businesses for years to come.”

According to the show’s website, 93% of the thousands of industry buyers at IGES have purchasing responsibility, with many looking to expand their offerings now. Attend the show and reach a new audience of outdoor industry enthusiasts. In addition to larger, national buyers, the show welcomes regional attendees who come to IGES to find the industry’s newest and most innovative

Continued on page 24

Trade Show News (From page 18)

Trade Show News (From page 20)

products.

Exhibitors can reach diverse buyers from the souvenir, resort, and tourism industries, including campgrounds and RV parks, marinas, resorts, caves, national and state parks, and more. In 2021 alone, the campgrounds and RV parks industry is expected to bounce back quickly from the pandemic and travel restrictions with an increase in revenue to $6.2 billion. And it’s not slowing down with a forecast of $7.1 billion coming in the next five years. The vacation option’s low cost and flexibility are attracting more and more millennials and Generation X consumers who make up 77 percent of its revenue currently. At the Campground @ IGES, attendees are at the

right place to find targeted affordable products in this fast-growing market, according to the IGES website.

World’s Largest Western & Equestrian Trade Shows Enjoys Summer Success at Dallas Market Center

WESA’s International Western/ English Apparel & Equipment Market celebrates its second Dallas edition

Dallas Market Center recently hosted the world’s largest trade

events for western and equestrian buyers and brands, the WESA’s International Western/English Apparel & Equipment Market. The event took place along with the Dallas debut of the AETA International Trade Show presented by the American Equestrian Trade Association.

The shows were held at the same time as the Dallas Apparel & Accessories Market and KidsWorld Market. Taken together, the trade events welcomed thousands of buyers from 41 states. The number of first-time attendees set a new record and accounted for 16% of total attendance.

SHOW Calendar

A Look at 2021 and Early 2022 Trade Shows

October

5-7 Toy Fair Dallas Dallas Market Center Dallas, Texas

6-8 Corpus Christi Souvenir & Resort Show Corpus Christi American Bank Center Exhibit Hall A Corpus Christi, Texas

13-15 Panama City Beach Gift Show

Boardwalk Beach Resort Panama City, Fla.

17-18 Gem and Lapidary Wholesalers

Doubletree-Bloomington Minn. South Minneapolis, Minn.

21-23 National Hardware Show

Las Vegas Convention Center West Hall

Las Vegas, Nev.

22-24 Gem and Lapidary Wholesalers Burton Manor

Livonia, Mich.

THE

DEC. 5-8, 2021

TRADE SHOW IN THE NATION REGISTER NOW www.grandstrandgiftshow.com

SHOW Calendar

A Look at 2021 and Early 2022 Trade Shows

29-31 Gem and Lapidary Wholesalers

Osceola Heritage Park

Orlando, Fla.

November

1-3 Ocean City Resort Gift Expo

Roland E. Power Convention Center

Ocean City, Md.

(Circle RSN 66 on card.)

2-3 Gem and Lapidary Wholesalers

WNC Agricultural Center

Asheville, N.C.

10-13 IGES

LeConte Center

Pigeon Forge, Tenn.

(Circle 38 on card.)

19-21 Sports Licensing and Tailgate Show

Las Vegas Convention Center

Las Vegas, Nev.

(Circle 89 on card.)

23-27 2022 Winter Market

Las Vegas Market

Las Vegas, Nev.

29-February 6 Gem & Lapidary Wholesalers

Holidome

Tucson, Ariz.

29-February 6 Gem & Lapidary Wholesalers

Gem Mall

Tucson, Ariz.

February 2022

10-13

Smoky Mountain Gift Show

Gatlinburg Convention Center

Gatlinburg, Tenn.

December 5-8 Grand Strand Gift & Resort

Merchandise Show

Myrtle Beach Convention Center

Myrtle Beach, S.C.

(Circle 36 on card.)

January 2022

11-13 Halloween & Party Expo

The Mirage

Las Vegas, Nev.

1-5 Atlanta Apparel Show

AmericasMart

Atlanta, GA

6-9 NY NOW

Javits Center NY, NY

19-22 Toy Fair NY

Jacobs K. Javits Center

New York, N.Y.

27-March 2 ASD Marketweek

Las Vegas Convention Center

Las Vegas, Nev. ❖

Vendor Profile: The Penny Men

Maximizing the Profitability of Your Penny and/or Medallion Machine

Penny and medallion machines have become very popular at tourist and destination locations for creating new incremental revenue for locations. Why? A location can receive $1,000 to over $10,000 in new found income for your location. Plus, the machines do not affect the per caps of your retail operation. Finally, guests walk away with a great marketing piece.

Another fantastic way to maximize the profitability of your machine is offering penny books and other penny accessories to your customers. These products are typically in the $2 a piece range but can sell for

Art Studio Company Now Has Permanent Location in Atlanta Showroom

Art Studio Company now has a permanent location in the Atlanta showrooms in Building 2, Suite 651. The company’s always customizableornaments are always number one; including traditional glass, porcelain, stainless steel, sustainable carved wood, sequined, recycled wool and blown glass.

But retailers also must check out the company’s new Shopper Totes, Tea-Towels, Aprons, Backpacks, Bags and More!

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

$4.99-$5.99. Penny books encourage penny machine purchases as customers seek to fill them up.

The leading company for all of these products is CTM Group, Inc., dba The Penny Men. With their program you pay nothing for having a machine at your location and they will market their accessory products in their machines.

For more information, call John at 610-659-6918, email him at jcweiber@ctmgroupinc.com, or see him and his team at their famous booth # 1717, right outside the main Convention Center Hall by the escalators in Gatlinburg in November. ❖

Totes and tea towels from Art Studio Company are a great addition to any store’s inventory.

Sales Amid Beautiful Scenery Trends

in Home Décor and Gifts at Lake and Mountain Stores

By Sara Karnish

Lake and mountain stores aren’t just for tourists. Michaela Copeland, owner of Lake Effect in Meredith, N.H., is just one retailer who said her shop draws visitors and year-round residents alike. As her 900-square-foot shop is situated near both lakes and mountains, Copeland strives to stock inventory reflecting both themes to appeal to a wide customer demographic. “Our home décor is geared toward our location,” she explained. “Images of the surrounding lakes and lake sayings like ‘Go Jump in the Lake’, ‘Lakeaholic’, ‘On Lake Time’, ‘Life is Better at the Lake’, et cetera are extremely popular.” Merchandise with these themes captures a certain state of mind and way of life. One-time visitors want to take home a memento of their stay, and year-round residents want to make it clear why they live near the lakes or mountains full-time. “Our primary demographic is homeowners—usually second homeowners. Tourists visit our shop, but they’re not our main revenue stream,” Copeland explained. Items with a local flair, whether made by an artist or crafter from the community or something that reflects a specific area, sell extremely well.

Shonda Jasper , owner of Jasper’s Emporium in Bayview, Idaho, said her locally-made décor and gift inventory are among the biggest sellers in her 187-square-foot shop. She said she buys from local artists and makes some of her items, adding “the tourists and locals both really like to have something made right here in Bayview.”

Michele Rucci , who co-owns Lake and Pine Co. with her husband Steven in Pewaukee, Wis., said she is noticing an uptick in sales of wood-block signs bearing motivational, inspirational, family-themed, and lake-related sayings. “People are really gravitating toward pieces that remind them of a good memory or things they’ve done outdoors,” she said. “We get locals who live in the same town—many live along the lake and come in to check out the new shop [Lake and Pine Co. opened in early August 2021]. Because we’re right across from a beach, we get more visitors who are coming from Milwaukee to the beach. And we have locals bringing out-of-town visitors [to our community]. We have had people come in from all

Continued on page 36

Michaela Copeland, owner of Lake Effect in Meredith, N.H. The store is situated near both lakes and mountains, and draws both year-round and tourist shoppers. Photo by Prata Productions

Smoky Mountain Gift Show Section

Sales Amid Beautiful (From page 34)

over.”

Kerry Sloan , who co-owns Ranger Bob’s Trading Post with his wife Rachel in Gatlinburg, Tenn., said being in a tourist town, they “get every type of customer under the sun. Young and old, rich and not so rich. We try to have a little bit of everything to appeal to anyone who walks in the store.”

Even merchandise with subtle references to a lake or mountain sell well in these areas. Retailers also report strong sales for items with animal motifs representing lakes and mountains. Rucci said due to their location and her 1,084-square-foot shop’s appearance of a rustic lodge in northern Wisconsin, black bearthemed items do well. Copeland noted loons, deer, and bear-themed items are her best-selling animal motifs. Sloan said their location in the Smoky Mountains drives sales of items with a black bear motif. “We are also seeing a trend for Bigfoot items,” he noted. Jasper said, “I notice whales are quite popular here.

Continued on page 38

A display of locally poured candles at Lake and Pine Co. The shop strives to be a “friendly little store that people know,” according to one of the owners.

Smoky Mountain Gift Show Section

Sales Amid Beautiful (From page 36)

We’re a mountain town on a lake. There are a few people who like the North Woods décor [rustic lodge], but I think most locals here lean toward the lake décor—a lot of blues and neutral colors.”

Whether a customer is buying for themselves or someone special, when it comes to gifts, practical and name-dropped items are always good choices. Jasper said because she does not sell the traditional name-dropped apparel or accessories, her artists will add “Bayview” to hand-made items as a reminder of where the gift was purchased. Copeland added a special touch to gifts. “We customize and personalize a lot of our giftware, which people love. We’ll take their address and mark it using mapping software, then we will add their name and the GPS coordinates for their location. They make great closing and housewarming gifts. People want things that are special and made just for them,” she explained. “For giftware, because we personalize items and can get most items in a week or so, we do a lot of closing gifts

Continued on page 40

Shonda Jasper, owner, Jasper’s Emporium in Bayview, Idaho. Locally-made décor and gift inventory are among the biggest sellers for the business.

Pillows and gifts at Ranger Bob’s Trading Post. The owners strive to offer quality products at reasonable prices.

Rachel Sloan, store owner with her husband Kerry, Ranger Bob’s Trading Post, Gatlinburg, Tenn. The couple try to stock merchandise for every type of customer.

Smoky Mountain Gift Show Section

Sales Amid Beautiful (From page 38)

for local realtors and housewarming gifts for customers. Our biggest customer demographic is women aged 40-60. Most of our sales are from our women’s clothing—there aren’t a lot of clothing shops in our area. We offer relaxed quality clothing which can be easily worn while enjoying our area.” Food is another great gift because of its practicality and versatility. Rucci said at her store, pretzels, trail mix, and easy grab-andgo items fly off the shelves because “people take them out on their boats or to their cabins.”

Limited space for displaying items means some retailers are forced to be even more creative with merchandising stock. Rucci said despite her limited space, creating fun, eyecatching displays is very important to their brand. “For us, the whole foundation of our business is giving people the feeling of nostalgia—going up north and going camping on the lake. We try to tell stories with our displays. We do groupings [of merchandise]—1,000 square feet fills up quickly, so we have to be smart about how we use the space. We get in as much as we can without being crowded. We have a lake section, which could be anything from T-shirts to rugs with a lake motif to lake-scented candles, or an outdoor cabin camping section. That’s how we create our displays,

by doing themes. Some people might come in and just want one thing—such as lake-themed items, so we’ll point them in that direction.”

Besides arranging attractive displays, providing stellar customer service is critical. It not only helps to drive sales, it goes a long way toward bringing in repeat business through relationship building. Simply greeting customers when they walk in sets the tone for their shopping experience. Sloan said they do their best to

Continued on page 42

A Lazy One apparel display at Lake and Pine Co. Customers gravitate toward merchandise that will remind them of a good memory.

Michele and Steve Rucci, owners of Lake and Pine Co., in Pewaukee, Wis. Michele Rucci said she is noticing an increase in the sales of wood-block signs.

Custom gift merchandise from the Lake Effect inventory. Items with a local flair sell extremely well for the store, according to the owner.

Photo by Prata Productions

Smoky Mountain Gift Show Section

Sales Amid Beautiful (From page 40)

speak to customers when they come in, and try to provide people with quality products for a reasonable price. Copeland said she works on establishing relationships with her customers through regular contact. “Customers are our main priority—we always receive great feedback because we keep our customers updated on their order via text or email. We also manage their expectations so they’re not disappointed. We also greet/ welcome everyone who enters our shop and thank them for coming when they leave, even if they just walked through.” Rucci said at Lake and Pine, they want to get to know their customers, but understand it can take time. “We want to take the time to get to know those who want to get to know us,” Rucci said. “We’re not pushy—we don’t push sales on people, and we don’t want to encourage buying things they don’t really want. We want to be that friendly little store people know—I think that’s important to keep people coming back.” ❖

Winter-holiday-themed merchandise at Ranger Bob’s Trading Post. Because of its Smoky Mountain location, black bear gifts sell well for the store.

Where Business Is Blooming Selling Souvenirs at State Park Stores

State park retailers have one word to describe the 2021 season: crazy. As in really, really busy, with many parks breaking attendance records. After a year cooped up during the pandemics, Americans have been eager to get out and explore nature — and splurge on all manner of park souvenirs.

“It’s been crazy around here,” said David Townsend, manager for Partners in Palo Duro, the foundation whose retail outlet supports Palo Duro Canyon State Park in Canyon, Texas. The 500-squarefoot gift shop is mostly staffed with volunteers. “I tell them all, just take a deep breath,” Townsend said. Foot traffic has been intense all year, boosted by the store’s strategic location — at the rim of the canyon, in the same building as a popular museum.

The Palo Duro shop does a brisk business in Southwestern souvenirs. “We’re kind of higher end,” Townsend noted. He turns to local artisans and auctions for authentic Navajo rugs, turquoise and silver jewelry, and handmade ceramics crafted by members of six local native American tribes. “We also have a great selection of regional books, and Oklahoma bead work from the Comanche and Cheyenne Nations,” Townsend noted.

The two gift shops at Franconia Notch State Park in Lincoln, N.H., have been so busy, Retail Manager and Buyer Katherine Crowe was hard pressed to name a top item. Name-dropped apparel and plush are always strong categories at the medium-sized outlets. “But this year it’s really everything,” Crowe said. “Customers aren’t holding back! Obviously the North American animals are traditional, but we’ve even brought in marine plush this year, and they’re selling just as well. It’s insane.”

Like many retailers, Crowe has struggled to keep staffing consistent with demand. She’s lucky to have been able to pay overtime. But the stores are still understaffed — so Crowe herself has spent more time than usual in the stores, recruiting other park staffers to pitch in when the register is especially busy. As she put it: “It’s been about survival, about teamwork.”

Even under stressful conditions, Crowe’s team em-

phasizes strong customer service. “We really, really try to make that connection before they get to the register,” the retailer noted. “We ask them what they’re looking for, what brought them to the state park. And we make sure they’re sent home with what they came in for.”

With souvenirs flying off shelves, park retailers said they emphasize a pleasant demeanor rather than specific selling techniques. “I just want my staff to be friendly and welcoming, really,” said Julie Berg , manager of the Salt Fork Lodge Gift Shop. T-shirts are the

Continued on page 48

Jorge Gomes, assistant park manager, Minnewaska State Park Preserve in Kerhonkson, N.Y. During the store’s pandemic closure, the staff reevaluated inventory, discontinuing certain items and adding others, Gomes said.

Smoky Mountain Gift Show Section

Where Business Is Blooming (From page 46)

best-selling souvenirs at the busy store by the Salt Fork Reservoir and State Park in Lore City, Ohio.

At the two gift shops he owns at Allegany State Park in Salamanca, N.Y., John Marino relies on more experienced employees to train the newbies. “It’s leading by example,” he said. Marino’s top tip is to treat patrons “with respect, a smile and a hello,” while keeping them moving through 1,100 square feet of inventory. “Especially with the kind of inclement weather we’ve had this summer, we do get repeat customers, but if you aren’t pleasant, they won’t come back again,” Marino noted. With more than 20 years in the business, Marino has been fortunate to recruit the extra staff needed for a busy season. “But it’s been very, very tough,” he said. “We’ve extended our hours as well. We have a short window to make money; most state parks are very seasonal.”

Lately, Marino has transitioned his inventory from lower end souvenirs to higher quality garments — and the move is paying off. “Obviously everything has gone up in price, but they’re not shying away from that $40 or $50 sweatshirt,” or a tee that costs closer to $30 than $10, Marino noted. Ninety percent of his sales come from credit cards, and that could be a factor: Research has shown that people spend more when paying by card.

Apparel, all of it name-dropped with the state park, makes up approximately two-thirds of Marino’s retail business. Sales got an additional boost this year from the park’s 100-year anniversary. “Anniversary items did very well in general,” the retailer said. “And it’s been a very good year in regard to gift sales, compared to other years. People are just more apt to purchase that shirt — and it’s been continuing all season long.”

One thing that hasn’t worked well for Marino is e-commerce. While many American retailers have relied on online sales during the pandemic, Marino discontinued his own website operation after finding the shipping costs

Continued on page 52

Gifts Product News Brief NB

XPLORER MAPS Releases New Custom Map

XPLORER MAPS has been exhibiting at the Great Smoky Mountains Gift Show for over five years. And this year, we are proud to officially release our new hand-drawn, custom map of North Carolina; a great complement to our Great Smoky Mountains National Park map. Come by and see us at the show (Booth #4410) and check out our entire line of new best-selling products!

(For more information, visit www.xplorermaps. com or circle 105 on the reader service card.)

XPLORER Maps has released a new map of North Carolina.

Smoky Mountain Gift Show Section

Where Business Is Blooming (From page 48)

and additional labor didn’t pay off, “especially in today’s world, where everyone expects free shipping,” he noted. And Allegany shoppers, Marino concluded, are typically campers who visit in person.

After a huge spike last summer, attendance is back to 2019 levels at Minnewaska State Park Preserve in Kerhonkson, N.Y., said Assistant Park Manager Jorge Gomes . “We’re back at average levels of busy, not as crazy as we’re hearing from some of our national parks and forest lands like Niagara,” he noted.

Minnewaska’s gift shop is located in the visitor center, which reopened a year ago after a pandemic closure. Gomes and his team took advantage of the pause to reevaluate inventory, discontinuing certain items and adding others. “We’re building as we go,” said Gomes of the retail section, which occupies a 10-by-10-foot installation featuring five shelves.

This year, the best-selling souvenirs have been $3 park stickers designed by a staffer who moonlights as a graphic designer. “I think the low price point of stickers makes them an easy memento for folks to take home with them,” observed Gomes. “We’ve sold hundreds of them. They move very, very quickly.”

His top service tip: “Be open to customer suggestions.” Lately, visitors have been clamoring for magnets. And after repeated requests for postcards, the store ordered some, featuring park scenes by a local artist. “We keep a running file of items that have been suggested, and it’s been very helpful in stocking what people want,” Gomes noted. ❖

RSN 04

Vendor Profile: Alaskan Suncatchers

Ornaments from Alaskan Suncatchers Capture the Spirit of the Season

Alaskan Suncatchers is offering Christmas with a twist this year with the release of small batches of 20 Christmas tree ornaments, Designs include angel, candy cane, candle and lantern, candle and wreath, dove, pony, giraffe, penguin, reindeer1 and reindeer2, loon, snowflake small, slim, and large, Santa and sleigh, star, moose, rhododendron, and small bear print. The ornaments are available in three colors until they sell out. Also, oval Christmas gift boxes are available while they last.

These gifts are priced to sell and can be viewed individually at http://www. alaskansuncatchers.com on pages 7 and 8, with a view of the ornaments on a tree on page 9.

Some of our customers have decorated gazebos in their yard and hung the ornaments from trees as well. In 2020, a Christmas tree was made on a kitchen door, and with the aid of battery powered lights, it was a hit with the neighbors as it lit up in different patterns.

Other great uses for the product include inserting them into the company’s maple cribbage boards or into oval plaques. A hundred percent of the company’s medallions are made by hand in New England from recycled glass, and all of the company’s wood products are made to order in Alaska by skilled craftsmen.

The Alaskan Suncatchers’ custom program is growing steadily with pirate, mermaid, waterfall, and Alaska wildlife medallions scheduled for release in October. Included are boxes with nylon loops and self-adhesive hangers and labels for easy inventory and display.

The company’s inventory is quite large so they can service vendors usually within a few days of re-ordering their branded or unbranded medallions. Alaskan Suncatchers wishes to thank all of its clients for buying American-made products and especially for supporting American Artisans and craftsmen and women.

(For more information visit www.alaskansuncatchers.com, call 907-795-8217, or circle 04 on the reader service card.) ❖

NEWS BRIEFS

AmuseMints/ACE USA Debuts Brand Partner Strategy with M&M’s, S’well and Mrs. Fields

AmuseMints Sweets and Snacks and ACE USA, affiliates of Nassau Candy, have announced the launch of three new brand partnerships:

• M&M’s® Travel Collection: Travel-themed stand-up bag collection featuring location-specific and customizable thematic M&M’s®.

• S’well®: The product line will feature 11 exclusive location-customizable styles from S’well’s® Custom Core collection and Fashion Styles of drinkware across 25 SKUS, plus a full accessories lineup.

• Mrs. Fields® Travel Collection: The location-specific collection will feature eight unique SKUS in the gift collection including milk carton, gift tins, and more.

AmuseMints/ACE was to debut these exclusive partner brand products at the Las Vegas Gift Show in late September. “We are so excited to bring these partner brand products to the travel and resort marketplace,” said Division President Todd Reisman. “We are leveraging our capabilities in printing, manufacturing and designing custom products to bring these great brands to the channel in unique formats, designed for this market.”

AmuseMints Sweets and Snacks and ACE USA, affiliates of Nassau Candy, have announced new brand partnerships with M&M’s Travel Collection, S’well, and the Mrs. Fields® Travel Collection.

Alaskan Suncatchers ornaments can he inserted into the company’s oval plaques or maple cribbage boards.

Taste Treat Trends

Edible Gifts at Country and Candy Stores

Candy is so popular, it practically sells itself. But people are more likely to buy chocolates, fudge, taffies and other sweets if they have a local angle, or come in attractive packaging. “When it comes to gifts, we sell more of things that come in nice looking boxes and bags, which for us are mostly our taffies and chocolates,” reported Manager Kirsten Music , of Candy Heaven in Sacramento, Calif. “People like it because they’re in and out with a gift that’s ready to go.”

Homemade taffies are a customer favorite at the 19-year-old Sacramento emporium. Popular assortments include “hot” taffies with a spicy kick, and summer lemonade flavors. Liquid and squeezable sour candies are also top sellers, especially with children.

Tourists in Montana and Wyoming favor sweets with regional flavors like cherry and huckleberry, which grows wild in the mountains. “People love picking up a little

a wild mountain berry, and the best time to harvest it is from mid-July to early August — a very short period of time. And they’re very small berries, so picking them is very time consuming.”

- Steve Sykes, Five and Dime General Store, Jackson, Wyo., who said shoppers buy up merchandise with the distinctive taste of huckleberry, including licorice, jam, taffy, gummy bears, and more.

gift that says Montana on it, like locally made jam with cherries we buy from our nearby orchard,” said Janice Roberts , manager, Electric Avenue Gifts in Big Fork, Mont. The store carries a variety of Montana-made cherry products, from barbecue sauce to ice cream topping. Electric Avenue’s top-selling item is a jam combining cherry and huckleberry, “a sweet souvenir,” Roberts said. There’s even a cherry brownie mix, “which is popular in Continued on page 56

Shop Clerks Debra and Nancy photographed with candy at Electric Avenue Gifts in Big Fork, Mont. The store carries a variety of Montana-made cherry products.

“It’s

Tennessee Whiskey Spice Cake

Kentucky Bourbon Butter Cake

Moonshine Apple Pie Cake

Smoky Mountain Gift Show Section

Taste Treat Trends (From page 54)

summer, but that kind of item will sell well in winter, too,” the manager observed. Customers also love Electric Avenue’s selection of bulk candy; bestsellers include jelly beans, old fashioned novelty candies, and licorice pastels.

At the Five and Dime General Store in Jackson, Wyo., shoppers make a beeline for huckleberry edibles from nearby Montana. “It’s a wild mountain berry, and the best time to harvest it is from midJuly to early August — a very short period of time,” noted Manager Steve Sykes . “And they’re very small berries, so picking them is very time consuming.” But it’s worth it for the distinctive taste of best-selling huckleberry licorice, jam, taffy, gummy bears, and more.

Huckleberry salt water taffy is the top item at Yippy I-O Candy Co. in nearby Jackson Hole. Artisanal cream and butter fudge and hand-dipped chocolates are also favorites. “We have millions of visitors here every year, people from all

Manager Janice Roberts of Electric Avenue Gifts with a display of food gifts. The store’s top-selling item is cherry and huckleberry jam.

over the country,” noted Manager Lynn Jamison .

To suit a wide variety of tastes, the 1,100-squarefoot store carries over 1,000 kinds of candy, including Jelly Belly gourmet jelly beans, homemade salt

Sweet or Sour? Which Type of Candy Sells Best?

water taffies, and sugar free items. “We also have the largest selection of Wyoming made products,” Jamison said.

As the name suggests, the best-selling treat at Rocket Fizz in Salt Lake City, Utah is fizzy: gourmet soda. The chain, which has 150 locations across the country, features flavors as classic as chocolate

Continued on page 60

When it comes to candy, sweet dominated most of the retailers we spoke with. “It’s sweet, for sure,” said Lynn Jamison, manager at Yippy I-O Candy Co. in Jackson Hole.

In Big Fork, Mont., sour is popular, but sweet candy has the edge, according to Manager Janice Roberts. That’s also the case at the Rocket Fizz in Salt Lake City. “There’s just so much more sweet candy than sour,” reflected General Manager Justus Flynn. “It’s a larger demographic.”

But at Candy Heaven in Sacramento, “it’s definitely sour,” affirmed Manager Kirsten Music. “Sour candy is always a favorite here, especially with kids.” ❖

“People love picking up a little gift that says Montana on it, like locally made jam with cherries we buy from our nearby orchard.”

- Janice Roberts, Electric Avenue Gifts, Big Fork, Mont.

LOW MINIMUMS • QUICK TURN AROUND YOUR #1 CANDY & SOUVENIR

Smoky Mountain Gift Show Section

Taste Treat Trends (From page 57)

and cherry cola — and as exotic as bacon, peanut butter and jelly, sweet corn and Ranch dressing. General Manager Justus Flynn said this year’s new flavors, including enchilada and black olive, are winning over fans. “Especially the black olive — it tastes a lot better than you might expect,” Flynn noted.

At the Rocket Fizz in Salt Lake City, homemade salt water taffy is the most popular edible item. It’s sold in at least 90 varieties; best-sellers include alcoholic “cocktail” flavors like margarita and mojito. “We carry a large variety of products, so everyone can choose something that’s appealing, whether for themselves or as a gift,” Flynn said. ❖

Gift Cakes

Tortuga Rum Cake Company offers the Tortuga world-renowned brand that continues to lead the gourmet spirit cake category by focusing on innovation. Recently launched is the highly-anticipated Southern Trio range.

(For more information, www.tortugarumcakes.com or circle 90 on the reader service card.)

Getting a Read on Apparel and Jewelry Sales

The Viewpoint from Four College Bookstores

At college stores, apparel and jewelry items are available to shoppers right alongside textbooks and lined notebooks. Regardless of the college location nationwide, it seems that classic styles are the most popular overall.

At California Polytechnic University in Pomona, Calif, Director Clint Aase definitely agreed. “Traditional college sweatshirts and T-shirts are by far the best-sellers for us. They all feature the name of the college or college emblem.” In the jewelry category, the selection is limited. “We only sell class rings. While they do okay, that’s a declining category.” To sell more apparel items, Aase relies on endcap displays highlighting the items in-store, as well as email blasts to students and alumni, and social media posts that display new arrivals and announce sales. “We usually have big sales on clothing items during finals week,” he said. Speaking as to the demographic that the 15,000-squarefoot store serves, he said, “It’s overwhelmingly students who shop here, and primarily female students. The styles we offer are not cut for men or women specifically however, the kinds of traditional garments we do so well with, like hooded sweatshirts, are unisex.”

In Laramie, Wyo., at the University of Wyoming bookstore, Jessica Lindmier , the shop’s gift and clothing buyer, has several big-selling retro styles. “Right now, the best-selling items are anything related to throwback-style graphics. We went through our old catalogs and brought back 80s and 90s looks to our apparel. Anything we put those throwback graphics on, sells like crazy. So, we are expanding this line more and more, and we are really thrilled with sales.” Everything from short-sleeved to long-sleeved T-shirts, sweatshirts, and hoodies do well. “But what does the best of all for us is a white crew and a reverse style weave that did phenomenally.”

Jewelry, however, has been slow. “We usually do well with simple sterling silver jewelry with our logo on necklaces and earrings, as well as with watches, but all three have been slow lately.”

To sell more apparel or jewelry, Lindmier relies a great deal on social media. “It’s been a big hit for us to improve sales. We get our students wearing our clothes and Continued on page 64

SMOKY MOUNTAIN GIFT SHOW SECTION

Retro apparel graphics are selling well for the University of Wyoming bookstore, according to the shop’s gift and clothing buyer.

Smoky Mountain Gift Show Section

take pictures of them, as well as having them wear items and show them off on campus. We also put our throwback line on our catalog. Both are great ways to advertise this fashion program.” She noted, “It is our 100th anniversary too, and so that was behind our idea in bringing back the throwback items.”

“Traditional college sweatshirts and T-shirts are by far the best-sellers for us. They all feature the name of the college or college emblem.”

She described her main demographic for apparel and jewelry as “a mix of everyone. We serve not only students but our whole community.” This is especially true on game days, she said. “We get lots of traffic on those days, and we have quite a lot of it this year with football season coming back [post-pandemic restrictions]. Lots of sports fans and community members come into the store and buy apparel items.”

Erin Jones , manager of apparel and clothing at Middlebury College in Middlebury, Vt., related that her best-selling apparel items are basics all the way. “We do the best with our reversible, hooded

Continued on page 66

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The University of Wyoming bookstore gets lots of foot traffic on game days. Social media also helps the store sell more apparel and jewelry.

- Clint Aase, California Polytechnic University, Pomona, Calif.

Smoky Mountain Gift Show Section

Getting a Read (From page 64)

Champion sweatshirt in silver with ‘Middlebury’ across the chest; we also do great with a sweatshirt from Gear that comes in navy blue, and it also has our name on the chest. The kids up here really enjoy the core basic items. The fashion-skewed items just don’t sell as well or as consistently and quickly.” That said, Jones related

physically in the store. Online, we do well with our cufflinks for men and a pendant for women that features the Middlebury shield.”

Selling more of either apparel or jewelry in the 1,000-square-foot shop and online depends on “social media first,” she said. “The second-best hook is having strong displays for apparel in the store. We sometimes cross-merchandise with other items from throughout the store.” Jones explained that “We have a couple display areas in the front of the store where I will have a mix of merchandise. You’ll see right off the bat when you come in everything we have, for example, I’ll place clothing items as an outfit with winterwear, with notebooks, and a backpack so you see it all. We also display within the clothing section.”

that “We try to bring in some of the fashion- forward silhouettes you’d see in regular retail, however. A couple of years ago, when the exposed shoulder tops were popular you saw a lot of that here. Right now, we are seeing cropped T-shirts onboard for women.”

Most jewelry items are drop-shipped through the college store website, Jones said. “We don’t have it

Jones’ primary shopping demographic for apparel and jewelry is “mainly students, but parents come in second and alumni third. We try to have the gamut of different logos and styles available to reach all these audiences, but other than that, we don’t do anything special.”

At Seattle University in Seattle, Wash., store Manager

Continued on page 68

“We usually do well with simple sterling silver jewelry with our logo on necklaces and earrings, as well as with watches, but all three have been slow lately.”

- Jessica Lindmier, University of Wyoming, Laramie,

Wyo.

Smoky Mountain Gift Show Section

Getting a Read (From page 66)

Marc Parrish said his store also does strong sales on traditional clothing items. “Hoodies are number one for us. Seattle is perfect hoodie weather all year long,” he laughed. Overall, “anything soft and cozy” does well in the campus store.

“Beyond that, I’d say T-shirts with our school logo on them.” While the school’s colors are red, black, white, and grey, “Not everyone can pull of red, and the logo looks great on grey, which is overwhelmingly our best-seller in color,” he said.

Echoing Jones in Middlebury, Parrish also doesn’t carry jewelry in the store. “It’s offered online- only on our website. We don’t carry jewelry inventory in the store, we have individual orders drop shipped here instead. The jewelry doesn’t get made until a customer places an order.” The jewelry items on offer through this system have the school logo or initials on them.

Selling more apparel and jewelry results from a variety of techniques for Parrish. “We use email blasts, social media, and in-store displays. We also have a robust, fully integrated website that is extremely accurate and up to date. It keeps track of what is available here in the store plus thousands of online-only items that add to our

Continued on page 70

Everything from T-shirts and sweatshirts to hoodies do well for the University of Wyoming bookstore, the gift and clothing buyer said.

Smoky Mountain Gift Show Section

selling potential.” In the store, he explained, “It’s merchandising and customer service that work best. We also have a variety of price points to appeal to many different customers and encourage impulse buying.” Lower price point items include crew neck sweatshirts that are mass produced for $15 versus smaller run crews that cost $35; they all feature the school logo. “We don’t sell anything without our school’s name or logo,” Parrish said.

Additionally, he maintains a mailing list for potential customers. “Anyone who purchases from us or has a Seattle University email address gets marketing from us if there are new items, clearances, or sales. I also utilize coupons, and I work with the different school departments and offices to distribute them to new student groups at open houses and orientation.”

The store’s primary demographic for apparel and jewelry are students, alumni, staff, parents, and extended family members. “They all are big for us. Sports fans are the only demographic that is relatively small, because they mostly fall into one of those other categories.” To appeal to older customers, he offers items such as polo shirts, while for students, the sweats and T-shirts are the most appealing apparel items in the 10,000-squarefoot store. Parrish’s online offerings “supplement the options in-store. I would say that overall, 90% of the things we offer both in the store and online, appeal to all our shoppers across the board, while 10% are more like niche audience items that sell enough to still be worth carrying.”

Summing up, at college stores throughout the U.S., tradition rules. ❖

Vendor Profile: Mountain Graphics

Mountain Graphics Expands their Line of Stickers and Laser-engraved Wooden Products

Mountain Graphics, a screen-printing company based in Wellsboro, Pa., has expanded their line of laser-engraved wooden products in 2021. Due to the success of their wooden magnets and ornaments, they’ve added wooden key chains to their laser engraved product line. The key chains measure 2-inches-by-3-inches, and are made from sustainable hardwood. They can be laser engraved with most of the Mountain Graphics sticker designs and name-dropped with a park or business name and location at no extra charge.

Mountain Graphics has also added many full-color stickers to their line. “We’re excited to add new designs to our multi-color sticker line this year. Stickers are a fun and a colorful souvenir, and we’re constantly expanding our line of designs. As always, our stickers are printed on weather-resistant vinyl and can be name-dropped at no extra charge,” said Mark Newruck, owner of Mountain Graphics. “As an added bonus, we’re now offering a beautiful wooden display for customers to show off their stickers and magnets. The display is equipped with six sticker pockets and two sides for displaying magnets,” Newruck said.

(For more information on the new sticker/magnet display program or to request a free sample of any of their new products, call Mountain Graphics at 1-888-764-6450, visit www.mtgraphics.com/contact-us, or circle 57 on the reader service card.)

The University of Wyoming bookstore serves the whole community with logo apparel.

A display of stickers from Mountain Graphics. The company is constantly expanding its line of sticker designs.

Jewelry Trends when It’s All Jewelry The

Jewelry Store Viewpoint

Lab-grown diamonds are hot — but matching sets, like diamond studs to go with a tennis bracelet, are often not. And while generic jewelry is widely available from online retailers like Overstock, personalized workmanship remains highly coveted by discerning shoppers. Such are the trends as reported by independent jewelers around the United States during a busy retail year. Americans, many flush with lockdown and stimulus savings, are splurging on baubles for engagements, anniversaries, and other occasions.

“The popular stuff is always diamonds — pendants and earrings, bridal jewelry,” said Geno Avenoso , a goldsmith and owner of Franklin Jewelers in Farmington, Connecticut. His four-decade business has a devoted following for custom work. “We still use the wax process, the old-fashioned way,” Avenoso explained. “People like that we can actually make a piece from a picture they like, or copy a ring they already own.”

Custom jewelry is also the calling card at Skalet Family Jewelers, a fourth-generation business in Sacramento. Owner Adam Skalet said the family hasn’t advertised in at least 15 years: “Word of mouth and really good internet reviews are pretty much all we need.”

Skalet specializes in old wax design; his brother, Co-Owner Howard Skalet, is a whiz at antique-style reproductions using computer-aided design technology. “And my other jeweler does metal fabrication, so we pretty much cover the gamut,” Adam Skalet noted. The store specializes in classic pieces designed to become heirlooms, rather than the fashion trends that

dominate department store cases.

Like many in the industry, Skalet thinks lab-grown diamonds are the biggest news in the jewelry world. Natural diamonds have soared in price, and many younger customers are put off by that industry’s environmental and human-rights problems. In contrast, “there’s really no physical difference with labcreated diamonds,” noted Skalet. “They’re just as durable, just as shiny, the same parameters as stones from the earth — but at a really, really good price. And they appeal to the younger generations getting married, who grew up with the concept of saving our planet.”

In Bismarck, N.D., Susan Weiand is seeing the same phenomenon at Walkers n’ Daughters Jewelers, the third-generation family business she oversees. Weiand recently sold a $3,000 pair of lab-grown earrings that would have cost $5,000-10,000 if the diamonds had been natural. “You get a whole lot more for your money,” she observed.

So far, lab-grown diamonds are mostly traditional

Continued on page 74

Susan Weiand, owner, Walkers n’ Daughters Jewelers, Bismarck, N.D. “You get a whole lot more for your money,” Weiand said of lab-grown diamonds.

Jewelry Trends (From page 72)

white. Walkers n’ Daughters is known for specializing in colored gems — from blue diamonds, watermelon tourmalines and sapphires in all hues to trendy “salt-and-pepper” diamonds.” “Anything different, we probably have it,” said Weiand. The store also has a reputation for clocks and clock repair that dates to Weiand’s grandfather, who started the business in 1934. Weiand’s husband took over the clock-repair niche, traveling across the region to fix grandfather clocks and others that can’t be brought into the two Bismarck locations.

One aspect of the business has certainly changed over the years: the dwindling demand for matching

a band according to personal style,” Weiand noted.

“We do advertise in a few local magazines and newspapers, but mostly it’s digital media — Facebook, Instagram, and email blasts. It’s second nature for our sales people to collect email addresses from customers.”

– Theresia Oreskovic, Peter & Co., Jewelers, Avon Lake, Ohio

jewelry. In past generations, when a woman matched her purse to her shoes, earrings and necklaces were often sold as a set, perhaps with a brooch or ring as well. Engaged couples would purchase his-and-hers coordinating wedding bands. But longtime jewelers say those days are long gone. “Nowadays, instead of matching bridal sets, each member of the couple wants to choose

So Weiand doesn’t typically encourage multiple pieces — unless the customer is buying for someone who also has a birthday or anniversary coming up, in which she’ll recommend the coordinating item for a future purchase. “Or we’ll sell one for Christmas, and then the matching piece for Valentine’s Day,” the retailer said.

Geno Avenoso said he sometimes sells anniversary bands that coordinate with the original wedding rings. “But for the most part, people don’t come in anymore and say, ‘I want an earring and a pendant to match,’” the Farmington jeweler reported. “We’ll show them the matching items, but most people just concentrate on one nice piece. Then maybe later on they’ll get the matching items for a birthday, Mother’s Day or anniversary.”

At Michaels Jewelers, a storied nine-store chain in Connecticut, gold is the top category. Hannah

Continued on page 76

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

Smoky Mountain Gift Show – Booth #1002 Grand Strand Gift Show- Booth #1306

Smoky Mountain Gift Show Section

Jewelry Trends (From page 74)

Welker , who manages the Manchester location, said the store does a brisk trade in chains, which, given the high price of gold currently, range from $200-600; white gold is still the favorite, but yellow is “on the incline,” Welker reported.

“We’re having our best year in a really long time,” Welker noted. The chain’s headquarters take care of marketing and social media, highlighting a twice-yearly pearl event and mailing flyers to customers.

Welker has had success upselling diamond earrings alongside pendants, or coordinating birthstone jewelry. And Theresia Oreskovic , an owner of Peter & Co. Jewelers in Avon Lake, Ohio, never misses an opportunity to sell multiple items. “It makes good sense — why not get the matching bracelet with the earrings? In the end, it’s always about the buyer and their budget, what they want to do,” Oreskovic added. “But we plant the seed: For the next occasion, you’ve got that matching piece.”

Bridal is still the heart of Peter & Co.’s business. “It drives the most traffic. Engagement rings and wedding bands are always in style,” said Oreskovic, who

owns Peter & Co. alongside her daughters, Kim Elton and Tamara Geraci. The 2,000-square-foot showroom has a complete bridal section featuring wedding bands, along with areas devoted to fine jewelry, a more casual line, watches and watch repair, and appraisal.

White metals continue to dominate on the bridal side, said Oreskovic, although yellow gold is growing in popularity. Bracelets are a best-seller in all styles, from bangles to charms. Lately, diamond tennis bracelets “are making a comeback,” mostly in white metals.

And in fashion jewelry, “the hottest category for sure has been the paperclip style chain,” Oreskovic noted. “It’s been that way all year long.”

Sales overall are strong at Peter & Co. Jewelers, which was established by Oreskovic’s late husband in 1987. Like many businesses, Peter & Co. relies less on print advertising and more on the digital outreach than in years past. “We do advertise in a few local magazines and newspapers, but mostly it’s digital media — Facebook, Instagram, and email blasts,” noted Oreskovic. “It’s second nature for our sales people to collect email addresses from customers.” ❖

Gifts Product News Brief NB

Jewelry, Ornaments and More Are Available from Rocky Mountain Leaf Company

At Rocky Mountain Leaf Company, the company creates jewelry, ornaments, and other keepsakes from real leaves and cones. This year the company is excited to expand its product line by offering a new finish, beautiful rose gold, on select items. All products are crafted from real pieces of nature and made in the USA.

(For more information, call 877-888-2151, visit www.rockymountainleafcompany.com, or circle 78 on the reader service card.)

The Rocky Mountain Leaf Company is now offering gifts in a new finish, beautiful rose gold.

Souvenir Best-Sellers

What Shoppers are Seeking at Art and Children’s Museums

By Karen Appold

Souvenirs can take on many forms at art and children museum shops—including some you might not expect. Franci Sagar, retail and brand development consultant at Museum of Arts and Design (MAD) in New York, N.Y., can attest to that. “We don’t sell typical souvenir products like shot glasses and thimbles,” she said. “We see all of our products as souvenirs, as a remembrance of a visit to MAD.”

Sagar’s top-selling item is Catherine Canino jewelry, specifically Mother of Pearl earrings and necklaces. “The price point is perfect for customers who like fine jewelry, but can’t afford a high price point,” she said. Earrings are priced in the $100 range and are priced between $100 and $300. “Jewelry is a major part of MAD’s DNA, which enables the store to offer more unique categories than most museum stops.”

Folding chopstick baskets by Bryan Parks are another hit for Sagar. “They make a great housewarming gift and are easy to ship because they can be folded down,” she said. The price point is also appealing at $36.

Ed Wohl’s bird’s-eye maple cutting boards are stunningly finished. “Part of our mission is about transforming materials and no one does it better than Ed,” Sagar said. Prices range from $200 to $250.

The best-selling souvenir item for Sarah Kwiecien , supervisor of the Little Orange Store at the Children’s Museum of Pittsburgh in Pennsylvania, is the “Love and Forgiveness Box” by Open the Joy. “The box is based on one of the museum’s exhibits, and provides simple hands-on activities highlighting empathy, forgiveness, and kindness,” she said. The kit features writing, drawing, origami, and clay activities for chil-

dren ages 4 and older, and allows for families to play together. “Customers like items that directly connect to their museum visit.”

Crazy Aaron’s Thinking Putty is also popular at the 300-square-foot Little Orange Store. “Anything that falls into the sensory or fidget category is doing really well right now because TikTok creators are heavily promoting sensory items,” Kwiecien said. “The putty is a favorite because it stretches, bounces, doesn’t dry out, and has a lot of color and feature options including magnetism and heat color changes.

Holgate Toys’ Mini Mister Rogers Trolley also rolls

Continued on page 80

Little Orange Store Supervisor Sarah Kwiecien of the Children’s Museum of Pittsburgh in Pennsylvania. A Love and Forgiveness Box from Open the Joy is popular for the store, according to Kwiecien.

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Souvenir Best-Sellers (From page 78)

off the shelves speedily. “It’s popular because it’s a direct connection to Pittsburgh’s favorite neighbor—Fred Rogers,” Kwiecien said. The trolley fits on wooden train tracks and appeals to adults for the nostalgia and to children because the trolley is featured in the spin-off show Daniel Tiger’s Neighborhood.

Emilie Kristek , retail operations manager at the Field Museum of Natural History in Chicago, Ill., said dinosaur-themed jewelry from Cool Jewels sells well at her shop, which exceeds 5,000 square feet. Items range from faux-teeth to glow-in-thedark pieces. “Customers love to buy it because it’s inexpensive and jewelry is much more one-size-fits-all when purchasing it as a gift,” she said.

The Hi-Bounce Dino Ball from Rhode Island Novelty is also a hit for Kristek. The semi-opaque bouncy ball contains a dinosaur figurine inside of it. “People love to purchase them because it’s an inexpensive souvenir that is easy to travel with,” she said.

Dina Mack , membership and guest relations coordinator at Rollins Museum of Art in Winter Park, Fla., said greeting cards by Compendium’s Positively Green card line are best-sellers. Printed in the

Continued on page 82

Gifts Product News Brief NB

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Frieda Kahlo merchandise from the Norton Museum of Art’s inventory. Higher price point merchandise is selling well for the store, according to the retail operations director.

New from Silver Streak in 2021 is Labradorite.

Smoky Mountain Gift Show Section

United States and certified by the Forest Stewardship Council, they are made with 100 percent postconsumer recycled paper. “The product line is ecofriendly with beautiful illustrations and inspiring quotations from a variety of sources,” she said.

During the height of the COVID-19 pandemic, Bahaari Collection’s face masks sold well. These ecofriendly, reusable face masks are 100% cotton and cotton blend fabrics with adjustable elastics. “We carry a variety of products from this local line such as totes, head wraps, and storage baskets, which use

Continued on page 84

How Prints and Postcards are Faring at Art Museum Shops

When it comes to print and postcard sales at art museum shops, overall they’re doing pretty well, according to the retailers interviewed for this article.

Emilie Kristek, retail operations manager at the Field Museum of Natural History in Chicago, Ill., said postcards remain popular. She offers them from a variety of vendors and they feature images of different museum artifacts. “People love to purchase them because they are inexpensive and the photos are above what they are able to take themselves,” she said.

The James Museum of Western & Wildlife Art in St. Petersburg, Fla., sells about six different postcard designs (including a soaring view of its extraordinary sandstone building) that have always proved to be best sellers, said Harry Martin, director of visitor experience. Guests take advantage of the shop’s buy four get one free deal on postcards.

Dina Mack, membership and guest relations coordinator at Rollins Museum of Art in Winter Park, Fla., said postcards are good items for those who want to take home a small memento from their visit. The shop doesn’t sell prints.

Prints and postcards sell somewhat well for

“We didn’t have a strong, popular exhibition this season,” she said. “A big art exhibit brings in print sales.” ❖

Souvenir Best-Sellers (From page 80)

Kristen Cahill, director of retail operations at the Norton Museum of Art in West Palm Beach, Fla.

A view of the jewelry counter at The James Museum of Western and Wildlife Art. While there are exceptions, the retail operations director has seen a decrease in higher-end purchases.

Andrew Kishuni, visitor services associate, the Rollins Museum of Art, in Winter Park, Fla., photographed with “Positively Green” greeting cards by Compendium. The store does well with postcards.

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Souvenir Best-Sellers (From page 82)

high-quality global textiles available in small batches and limited collections,” Mack said.

Another item that flies off the shelves are catalogs published by the Rollins Museum of Art. The museum also works with publishers on a variety of catalogs related to the museum’s original exhibitions and works in the permanent collection. Publications such as Art for Rollins Volumes I, II, and III; African Apparel: Threaded Transformations Across the 20th Century (published by Scala Art Publishers, Inc.); Displacement: Symbols and Journeys; and more embody the museum’s teaching mission.

Kristen Cahill , director of retail operations at the Norton Museum of Art in West Palm Beach, Fla., reported that the museum’s façade bookmark is a top seller at the 820-square-foot shop. Made by David Howell, the metal bookmark celebrates the new architectural design of the museum’s front view. It’s good quality, a reasonable price at $10, and useful.

Continued on page 86

Souvenir Product News Brief NB

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Apparel, jewelry and accessories on display at The James Museum of Western and Wildlife Art. Handmade indigenous jewelry, scarves, and bolo ties are sought-after by customers, according to the retail operations director.

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Dina Mack, membership and guest relations coordinator, Rollins Museum of Art in Winter Park, Fla. Bahaari Collection’s face masks have sold well for the store.

Smoky Mountain Gift Show Section

Souvenir Best-Sellers (From page 84)

Changes in Buying Habits

During the course of the pandemic, museum shops have noticed changes in customers’ spending habits. Since reopening, Kwiecien said many customers shopping for children are more likely to say “yes” to a child asking for a toy or game. “People are spending more and are trying to make up for the vacation they missed last year,” she said. “They are more likely to purchase a higher priced kit or add on a few impulse items at checkout.”

Barrels make great display pieces at The James Museum of Western and Wildlife Art. Smaller home good items are selling well for the store.

Harry Martin , director of visitor experience at The James Museum of Western & Wildlife Art in St. Petersburg, Fla., said since reopening in the summer of 2020, patrons have been eager to see the shop’s new merchandise, particularly items from new indigenous vendors, and all of its fresh, seasonal books. The shop has seen an increase in sales since welcoming everyone back. “It seems that guests are ready to escape the confines of quarantine and have been spending more time in the galleries and shopping,” he said.

“We continue to see lots of thoughtful gifting, particularly with families. Children’s merchandise and hands-on toys are always a hit.”

Sagar has observed that customers are staying longer at her 1,300-square-foot shop.

Continued on page 88

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Smoky Mountain Gift Show Section

Souvenir Best-Sellers (From page 86)

“Our old customers have stated how happy they are to be in the store with all of the familiar faces working there,” she said.

Fine jewelry has been the best-selling category at the MAD Museum since the pandemic. “I think this is because people have not been traveling, and they have a pent-up desire to treat themselves to luxury items such as jewelry,” Sagar said.

For Cahill, the most significant change from this past season to its 2019 figures is a strength in sales in the higher price point range. “Sales have been strong since the beginning of the year, even when we were open part-time,” she said. “Jewelry has been our strongest seller.”

Conversely, Mack said customers’ buying habits have remained fairly consistent at her 250-square-foot shop during COVID-19. Perhaps they’re spending a bit less time shopping. She has seen less foot track in general at the museum during the pandemic.

Pricier Gift Sales Still Strong for Some

At the moment, Kwiecien said every price range is selling well. “The novelty of being out and making up for lost vacation time is driving sales,” she said. “Many customers are families shopping together; parents encourage their children to each pick out their own souvenir instead of looking for something the entire family can share.”

Continued on page 90

Gifts Product News Brief NB

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A book display at the Rollins Museum of Art. Catalogs published by the museum and other publications sold in the store embody the museum’s teaching mission.

Retail Operations Director Kristen Cahill of the Norton Museum of Art in West Palm Beach, Fla. The museum’s façade bookmark is a top seller for the shop.

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Smoky Mountain Gift Show Section

Souvenir Best-Sellers (From page 88)

Cahill agreed and said that higher price ranges sold very well this season. She attributed this to the robust economy and the desire to go out and shop again.

Martin, on the other hand, has seen a decrease in higher-end purchases, but still sees people spending up to the $2,000 range. Items are priced up to $6,000. “Patrons have consistently sought out quality pieces of handmade indigenous jewelry, scarves, and bolo ties.

Merchandise Changes

When deciding which merchandise to sell, Kwiecien tries to keep up with trends. Because customers purchase for children, she has increased the amount of sensory products for sale. She is following the new educational trend of social and emotional learning.

Martin said smaller home good items have been selling well at the 1,223-square-foot-shop. “We stock modern western motif glasses, bottle openers, hand towels, and smaller pottery design pieces that complement just about any space,” he said. “Now that guests have been spending more time at home, we’ve also added more useful items like candles, soaps, and dried soups.” ❖

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A view of the sales floor at The James Museum of Western and Wildlife Art in St. Petersburg, Fla. Seasonal books and new merchandise have been a hit for the gift store, the retail operations director said.

There is free personalization and no minimums on ornaments from the Bert Anderson Collection.

Bringing a Bit of the Beach Home

Souvenirs at Beach and Resort Stores

Top selling souvenirs may change, but at beach and resort stores, offering a mix of unique and location-oriented souvenir items always translates into strong sales and happy customers. After all, if life is a beach on vacation, many visitors want to bring a little salty taste of fun back home.

At California Seashell Company in Seal Beach, Calif., Manager Rachel Robilotta said many of the shop’s top-selling souvenir items are handmade. “Every year we make a couple thousand shell ornaments from scratch. People travel from all over to purchase them. We also do shell garlands with pieces of driftwood and we hand-make those as well. We carry decorative signs of all kinds with a beach and nautical theme that do very well, too.”

Display is extremely important Robilotta said, both to show off the product and draw attention to new items as they come in. “We hang our shell garlands from a ceiling or a hook, so that people can see them easily. And we keep a holiday tree up year ‘round to display shell items, too.” Additionally, with new items, she explained, “We rearrange the front window displays frequently so that every time I get a new item in, I put it in the window. Everyone who walks by on the street can see what we have, and the window displays really bring people in. I display it in such a way that everyone can see it with the price, too. And, we also have an online business, caseashell. com, so we do a lot of photographic displays that we can put on the website as well.”

Most of the new best-selling merchandise that is not crafted in-house comes from vendors the store has dealt with for many years, she said. “Many vendors are people

In the past, and currently, the store sells coral of all kinds, and it was the coral pieces that sparked the idea to put new items in the store’s front display windows, Robilotta attested. “It brought people in, and that made us decide we would do the same

Continued on page 92

Sonora Cameron and Claire Albright, of Finn Ware of Oregon in Astoria, Ore., photographed wearing the store’s new hoodie and T-shirt styles, holding souvenirs. The owner said any item with Astoria on it sells well.

thing with any other new items that we brought into the store. Window placement is a big factor now to draw attention to new things in the shop.”

At The Sea Shell Shop in Rehobeth Beach, Del., General Manager John Derrick termed the store’s top-selling souvenirs as an eclectic mix of popular kids’ items and entirely locally-focused choices. “Looking at items that make good souvenirs for our locale, we are famous for our fudge, and we sell tons of that. People love to bring it back home to their families and friends. We also do very well with hermit crab kits. You get everything for the crabs, water dishes, a certificate for live crabs, the whole thing.” Less locally based, he noted, “Poppitz and the Tik Tock octopus are the two best-sellers for us. Poppitz puzzles, the kids just love them; as for the octopus, it was such a social media sensation, so the audience is built in. It makes a smiley face if you are happy and is reversible to make a sad face when you’re not. Those two items are the current big trends.”

To draw attention to a new souvenir, like Robilotta, Derrick relies a great

Name-dropped Swedish dishcloths, and locally-made carved boats, are available at Finn Ware of Oregon.

deal on window displays. “We have nice front windows, and we place new items there so everyone passing by can see them. Out on the highway, we have electronic billboard signs that advertise what we carry. People come to us for all the beach décor items that make up our store theme, you can find everything here, from sand piper carvings and seagull statues to nautical items of all kinds. After all, if you’ve been to the beach, you want to bring back a souvenir that reminds you of the beach,” he said.

As the store’s buyer, Derrick has been searching out best-sellers for 30 years, he said. “At this point I have an eye for what will and won’t sell. We mostly go to the big gift shows to find new merchandise, such as the Merchandise Mart in Atlanta, which has 28 floors – you can buy anything there.” He added, “You just pick out the items that are appropriate for your store, in our case, they are nautical in nature. Along with Atlanta, we also attend the big gift shows in Las Vegas and Gatlinberg, too, a week here and there, and we can pick out products that fit our theme but are unique and different.”

For Derrick, a past souvenir that sold extremely well in The Sea Shell Shop was Beanie Babies. “It was quite a craze. We still sell some of them because kids like the names. I think what I learned from this souvenir is that having a big mix of products, a good mix from expensive items to children’s toys, and jewelry, that’s important. You really need a little bit of something for everyone, which is why we have so many customers – because we do. We have a mermaid wall, bird statues for the bird lover, shell jewelry, glass sculptures with dolphins, postcards of all kinds – you name it, if it has a beach theme, we have it.”

In Astoria, Ore., at Finn Ware of Oregon, Continued on page 94

Spotlight on Souvenirs

Bringing a Bit (From page 93)

Owner Saara Matthews described her best-selling souvenirs as “decals, T-shirts, magnets, postcards, virtually anything that says Astoria on it.” That said, she’s found it difficult in recent times to get name-dropped items “that are of decent quality. We’re finding some more now, toward the end of the summer, but it was a struggle to find them at the start of the season.”

Asked her top tip to draw attention to a new souvenir at the 1,500-square-foot shop, Matthews said, “I promote new items on Instagram and on Facebook, those are really the top ways to reach the most people. In the store, I try to place new pieces in interesting window displays. We have two window displays at the moment that are themed to the regatta. They have carved boats that are made locally. I do a water scene with those. They are popular souvenir items, too, and very original.”

Matthews finds her new souvenir best-sellers in a combination of ways. “I look online, I meet people at festivals, and I hear about things through word of mouth. People will come in and tell me about an item they think I would like or should carry. I don’t really do gift shows anymore.” She also looks at items that she herself might want to buy when on vacation, she reported. “If I decide something would be a nice gift or souvenir for me to purchase, I will

Continued on page 96

Gifts Product News Brief

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Natural Selections fun, irresistible gifts are sure to spark awe and adoration from retailers’ customers. These products are sustainable souvenirs, repurposed from gators harvested for their meat.

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T-shirts and a cap from the Finn Ware of Oregon inventory. It was a struggle to find quality name-dropped items at the start of the season, the owner said.

Among the unique gator gifts offered by Natural Selections is hot sauce.

Spotlight on Souvenirs

Bringing a Bit (From page 94)

consider it for the shop. We are Nordic themed, so I do have to blend in with our theme, but I try to have a nice variety, too.” She added, “And I always try to add name-drops on items. I have Swedish dish cloths that I added ‘Astoria’ to, and those are selling very well.”

Along the river in Needles, Calif., at the Pirate Cove Resort and Marina, gift store Manager Marissa Curtis reported that her top selling souvenirs are “magnets, shot glasses, and various kinds of cups such as tumblers and coffee cups – as long as they are namedropped.” Magnets are her number one seller, but she also does well with pirate-style flags. “They’re not name dropped because the com

uct prominently on the racks. We also post a lot on social media when we get a new item in. A little of everything is what works the best to sell new items,” she said.

As to finding new popular souvenir items, Curtis primarily shops at the Las Vegas Souvenir show, and can find new merchandise that fits the resort’s laid back, water-oriented theme there fairly easily, she said. Past souvenir top sellers still do well for the resort, such as shot glasses and koozies. Given the warm climate in Needles, drinkware items that keep cool things cool are a perpetual strong seller, she said. The popularity of these drinkware items is something she’s seen in the past that reflects in her store mix today, as she continues to look for new items in this category.

Whether shops are keeping things beachy or looking for new trends, beach and resort shops have plenty to offer their customers when it comes to souvenirs. ❖

Signs of Selling Success

Sea-Themed Signs Are Still Popular

What decorative signs sell well at beach and resort shops? In general, they all point to the sea.

At California Seashell Company in Seal Beach, Calif., Manager Rachel Robilotta said, “Decorative signs are one of our really big sellers, and in fact every inch of the store is covered in beachthemed, nautical signage. We have wooden signs that say things like ‘Welcome to Paradise,’ tiki bar type signs that say things like ‘Let your dreams set sail,” and ‘The Beach is my Happy Place.’ Those are all very strong sellers.” She added, “Mermaid themed signs are also very popular, often with

mermaids on them, and saying simple things like ‘Be a Mermaid and Make Waves.’”

In Rehobeth Beach, Del., at The Sea Shell Shop, General Manager John Derrick agreed that signs are popular indeed. He related that the store carries “tons” of decorative signs and they all sell well. “Some of my best-sellers say things like ‘Gone to the Beach’ or ‘On Beach Time,’ ‘I love you to the beach and back,’ those kinds of things. Most are decorative wood. We have hundreds of them.”

The story is different in Astoria, Ore., at Finn Ware of Oregon, however, where Owner Saara Matthews only carries a few

‘welcome’ style signs. “Decorative signs are not a big thing for us here, so I don’t carry many,” she explained.

And in Needles, Calif., at the riverfront Pirate Cove Resort and Marina, gift store Manager Marissa Curtis reported, “I do well with some metal signs and flags, as long as they are pirate themed.” ❖

Gifts Product News Brief NB

Locations can customize blankets from Art Studio Company for a unique souvenir offering.

Wildlife Gifts that Are Selling Well A Look at Zoo Shop Best-Sellers

If wildlife could be said to be trendy, sloths and red pandas are without a doubt among the hottest p lush animal toys flying off shelves at zoo gift shops.

They are best-sellers at zoos that feature the live versions, and also at zoos that don’t. “Red pandas are just so darn cute,” explained Amanda Brouillette , general manager, Great Plains Zoo & Delbridge Museum of Natural History in Sioux Falls. The runnerups at Great Plains Zoo’s gift shop are souvenirs featuring African wild dogs, also known as African painted dogs, an endangered species targeted by poachers.

Many Americans had not heard of African painted dogs until recently, but they are a popular attraction at the Great Plains Zoo. “They’re very active animals, running around out in our scenic area,” said Brouillette. It’s no surprise that the plush versions are customer favorites at the gift shop, which is just under 1,000 square feet.

Then again, overall sales are so brisk that it’s hard to name favorites. “It’s been one of those crazy years when absolutely everything is selling,” noted Brouillette, who displays items by category. After last year’s closures and lockdowns, 2021 has been a banner summer for domestic tourism, with record numbers for zoo and aquarium gift shops.

“Sloths have been quite trendy for a while now, and seem to be staying strong,” observed Lauren Crochet , who oversees the gift shop as Guest Services Manager at the Alabama Gulf Coast Zoo in Gulf Shores. “Tigers are also a standby for us.” The popular critters sell best as stuffed animals and on graphic T-shirts. The store is arranged into sections themed around each animal or category, such as birds, allowing shoppers to focus on favorites. “We also sell butterfly hatching kits, with caterpillars and everything kids need to grow their own butterflies,” Crochet noted.

The past year saw the births of both a baby sloth and a red panda at the Buttonwood Park Zoo in New Bedford, Mass. “So right now, anything sloth or red

panda related is extremely popular,” said Lisa Hurd , who manages the 800-square-foot gift shop. Hurd groups her displays by animal, so lovers of elephants or river otters — other visitor favorites — can find all manner of related souvenirs, from plush to puzzles and apparel. “I want our displays to be telling stories,” the manager noted.

Plush is the top category for many zoo retail outlets, including at Lupa Zoo, a privately owned attraction in Ludlow, Mass. Owner Joan Lupa said the zoo has been busy all season.

At Lupa Zoo’s gift shop, sloth toys have been a bestselling category, along with otters, giraffes, foxes, and assorted wild cats like cheetahs. Wolves are a particular favorite, since they are an American animal on display at the zoo. “Everyone loves having a wolf, especially the boys,” reported Lupa (whose name, it should be noted, means wolf in Romance languages).

Lupa has found that her gifts and souvenirs sell best when she displays them by type: all the magnets in one place, keychains, drinkware, and so forth. After plush, Lupa’s best-selling category is play sets that allowed children to construct imaginary zoos around themes like safari and oceans.

Plush, sweatshirts and mugs are the perennial topsellers at Niabi Zoo in Coal Valley, Ill. “Anything featuring the zoo logo sells well, along with items featuring

Continued on page 100

“It’s been one of those crazy years when absolutely everything is selling.”

-

Amanda Brouillette, Great Plains Zoo

& Delbridge Museum of Natural History, Sioux Falls, S.D.

Spotlight on Souvenirs

Wildlife Gifts (From page 98)

our two most popular animals, giraffes and fennec foxes,” noted Guest Services Manager Scarlet Behrens Behrens mostly groups her merchandise by categories, but best-selling plush is divided between different kinds of displays, “depending on whether they are more natural-looking, or more brightly colored,” she explained. “Also, we have a new exhibit, I will usually do a special display of that animal.”

Perhaps the most unique section of Niabi’s gift shop is a section in the gift shop dedicated to animal art — not art portraying the animals, but “art that specific animals have painted on a canvas,” explained Behrens. Along with each painting, customers receive a certificate attesting to the talented critters’ work by name. Will Fluffy the prairie dog be the next Picasso? At the very least, it’s a conversation piece. ❖

What Are Your Most Unique Wildlife Themed Items?

“Our collection of wired animals made out of recycled bottle caps in Kenya - palm-sized turtles, ostriches, giraffes, elephants. They’re really cute, and they’re interesting because those are bottle caps we wouldn’t necessarily see here in the U.S.” - General Manager Amanda Brouillette, Great Plains Zoo & Delbridge Museum of Natural History, Sioux Falls, N.D.

“African painted dog figurines made from snare wire that our conservation partner, Painted Dog Research Trust in Zimbabwe, removes in order to protect this endangered species from poachers’ traps. The wire is shaped into artisan pieces; every purchase supports the dogs and the communities working to protect them.” - Guest Service Manager Scarlet Behrens, Niabi Zoo, Coal Valley, Ill.

“We just started stocking some African-themed sauces - hot sauces, marinades, that kind of thing, and the proceeds go to wildlife conservation in Africa.” – Guest Services Manager Lauren Crochet, Alabama Gulf Coast Zoo, Gulf Shores, Ala.

“We have lots of interesting variations on snakes — wooden snakes, sequined snakes, different types of plush. There’s a real fascination with snakes, especially for the younger kids.” — Owner Joan Lupa, Lupa Zoo, Ludlow, Mass.

“For Christmas, I’m bringing in a lot of customized products like new ornament designs, hoping we can cover everyone’s needs.” — Store Manager Lisa Hurd, Buttonwood Park Zoo, New Bedford, Mass. ❖

Enhancing Home Spaces with Sea Style

Home Décor Best-Sellers at Beach and Resort Stores

Anyone relaxing by the shore – or fortunate enough to have a beach house of their own! –will likely have the bandwidth for thoughts of home décor. Whether they’re seeking treasures for a seaside home or an inland locale, the hunt is half the fun. For this article, four gift shops in coastal settings shared some of their best-selling décor items and the broad style trends they are seeing.

Air Plants have caught on at Rosemary Beach Trading Company in Rosemary Beach, Fla. “We have a lot of little types of vases and I’ve been ordering and outfitting them with air plants. Those have been selling really well this year,” said General Manager and Buyer Kiki Gillespie . The approximately 1,000-square-foot store has also been doing a brisk business in decorative pillows, including selections from Santa Barbara Design Studio. Pillows from that line are adorned with sayings such as ‘We Are Beach People’ and ‘Always by the Sea.’ “We carry some solid and stripey pillows too, that all kind of match and flow with them,” Gillespie added.

Since Rosemary Beach Trading Company is situated in a Gulf Coast community, shoppers favor items with blue and green accents. “People use those colors in their houses around here,” Gillespie confirmed. “We tend to buy a lot of merchandise that is blue and green and white.” She has also noticed people gravitating towards tableware which incorporates wicker. “We have drinking glasses that feature wicker holders. There’s a matching pitcher and salad bowls that incorporate the same idea. It’s a very beachy, very outdoorsy look.”

Candles top home décor sales at Areo, a home design and gift store located in Laguna Beach, Calif. “We have so many different kinds of candles from a variety of vendors,” said Store Manager Heidi Haneckow . Brands such as Lafco and Votivo are popular. The 977-square-foot store also features a collection of all natural, hand-poured soy candles from a local company called The Hundredth Acre. “They have a scent called Laguna – it’s their take on

Greg Holme owns Otterlei Coastal in Oceanside, Calif., with his wife Stacey. The couple travel to Hawaii to find unique, handmade items to stock in their store. Continued on page 102

Home Décor

Enhancing Home Spaces (From page 101)

Laguna.” Visitors to this beachside community love to take it home with them.

Areo’s aesthetic is best described as eclectic. “We’re very specific about the kinds of things we bring in here. I’ve noticed when I go to trade shows there is a lot of modern style décor. We prefer items that aren’t commercial looking. We don’t bring in super bright, colorful stuff either. We stick with more neutral tones,” said Haneckow. Part of the Laguna Beach design community since 1992, Areo is known for elegant yet simple décor with a decidedly Californian touch. Customers never know what exquisite, handcrafted home accessory they might find – which is precisely what keeps them coming back!

Decorative signs have been very good sellers for a number of years at Across the Way in Cape May, N.J. Everything from small varieties that sit on a shelf to large, inspirationally themed ones that hang on a wall. “The majority of people are buying them as a gift for someone else so it’s usually a positive statement for that person or it’s something they want to reflect on in their own home,” said store Owner Chris Cooke . A line of salvaged barnwood signs has always been popular in the 1,200-square-foot retail space. “They come in different color palettes but usually the whitewash ones are a pretty safe bet for beach homes or just a beachy-type theme.”

Across the Way leans toward rustic, natural looking home décor items, often featuring found materials. However, farmhouse as a style has never struck a chord inside this beach community store. “We’ve tried a few different things over the years. The beginning of this year, we brought in a new line of

What Are Your Decorative Sign Best-Sellers and Why?

Afew message-adorned decorative pillows notwithstanding, Rosemary Beach Trading Company in Rosemary Beach, Fla., has moved away from selling decorative signs. “I felt like that trend kind of slowed down for us. We’ve gotten heavier into picture frames,” said General Manager and Buyer Kiki Gillespie

Areo in Laguna Beach, Calif., doesn’t carry decorative signs. However, they do carry a selection of picture frames in the event

customers want to mount their own witty saying or words of wisdom, according to Store Manager Heidi Haneckow

Decorative signs continue to be a strong category at Across the Way in Cape May, N.J. Their number one seller is a large 20-by-20-foot barnwood sign which communicates a lengthy message centering around family, laughter and love. “It’s usually something people are buying for themselves to hang at home for

their family to reflect upon versus smaller signs they might buy as inspiration for someone going off to college or as a hostess thank you gift.”

Otterlei Coastal in Oceanside, Calif., carries a good selection of wooden and metal signs. The latter are particularly versatile. “You can put a metal sign in your patio area or bathroom and not have to worry about it fading or rusting,” said store Owner Stacey Holmes ❖

Items with blue and green accents are favored by customers to Rosemary Beach Trading Company.

painted wall art pieces featuring roosters and different types of vegetables but it wasn’t very successful. The country farm style just doesn’t seem to resonate with our customers,” Cooke said.

Anyone wishing to insert a little tropical flavor into their home environment will find everything they need at Otterlei Coastal in Oceanside, Calif. The 1,200-square-foot store specializes in beach and coastal décor with a special emphasis on Hawaiian accessories. “We have things in here that are actually pretty hard to find even in Hawaii,” said Stacey Holmes who owns the business with her husband Greg.

When the Holmes travel to that island oasis, they visit little villages seeking unique, handmade items to add to their inventory. “We bring back lots of things that people never find in the average tourist gift shop in Hawaii,” said Stacey. Wood carvings and authentic tikis made from coconut palm trees rank among their best-sellers. Sea life figurines and coastal-themed home goods such as starfish etched stemware and shell-shaped serving dishes are also quite popular.

Given its Oceanside setting, Otterlei Coastal favors a coastal color palette. “We tend to stick with aquas, greens and light brown.” The formula appears to be working. The couple have enjoyed a very busy summer catering to many visitors from nearby resorts and hotels. “We like to say whether your oasis is coastal, tropical or Hawaiian, we can help you reach your destination,” concluded Stacey. ❖

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A display of merchandise at Rosemary Beach Trading Company in Rosemary Beach, Fla. Decorative pillows are selling well for the store.

SEVIERVILLE, TN NOVEMBER 9-11, 2021 PIGEON FORGE, TN NOVEMBER 10-13, 2021

IGES 2021 SCHEDULE OF EVENTS

SEVIERVILLE PIGEON FORGE

TUESDAY, NOVEMBER 9 | DAY 1

Complimentary Donuts + Coffee

*while supplies last

Swag Bag Giveaway *Available to the first 200 buyers

It’s BACK - The IGES Hoedown

Live Band + Drinks | 5 - 7pm

Turn in Buyer Bucks

WEDNESDAY, NOVEMBER 10 | DAY 2

Complimentary Coffee *while supplies last

Sustainability Shopping Tour

Limited to 30 people. Includes lunch at 12:30 - 1:30pm, tour 1:30 - 2:20pm

VIP Buyer Dinners for Amusement Parks, Water Parks, Campgrounds, Caves & Museums *held offsite

Turn in Buyer Bucks

THURSDAY, NOVEMBER 11 | DAY 3

Complimentary Coffee *while supplies last New + Trending Tour

Limited to 30 people. Includes lunch at 12pm, tour 1-2pm

Beers Around the Campfire

2:30 - 3:30pm in NEW

Campground Pavilion

Last Day to submit Buyer Bucks

BUYER DINNER RSVP

WEDNESDAY, NOVEMBER 10 | DAY 1

Complimentary Donuts + Coffee

*while supplies last

Swag Bag Giveaway

*Available to the first 200 buyers

VIP Buyer Dinners for Amusement Parks, Water Parks, Campgrounds, Caves & Museums *held offsite

THURSDAY, NOVEMBER 11 | DAY 2

Complimentary Coffee *while supplies last New + Trending Tour

Limited to 30 people. Includes lunch at 12pm, tour 1 - 2pm

FRIDAY, NOVEMBER 12 | DAY 3

Complimentary Coffee *while supplies last TGIF Happy Hour 3:30 - 4:30pm

SATURDAY, NOVEMBER 13 | DAY 4

Complimentary Coffee *while supplies last

Sustainability Shopping Tour | 2 - 3pm

Buyer Dinners are open to attendees who buy for Amusement Parks, Water Parks, Campgrounds, Caves & Museums. All dinners will be on Wednesday, November 10th and held offsite, with complimentary transportation provided from each event center. To confirm your attendance, please contact Brady Kimball, Attendee Concierge at brady.kimball@asdonline.com or (310) 403-7835.

BUYER BUCKS

Look for IGES Buyer Bucks coupons in the printed directory that will be distributed at the show. Use these coupons to take advantage of discounts and special offers from participating exhibitors. When you make cumulative purchases of $500 or more, IGES rewards you with money back. Don’t miss out on big savings on unique top-quality finds on the can’t-miss Sevierville show floor.

IGES 2021 EXHIBITOR LIST

Wild Onez

ZooKeeper

Preppy Pelican Wild Onez Sealife

2021 Exhibitor List

Logo and NameDropped Gifts at Caves and Caverns

Four Cave and Cavern Gift Stores

Reveal Top Trends

The allure of caves and caverns is undeniable and there are many around the United States to explore. Visitors flock to them yearround eager to see these natural wonders for themselves and discover what lies within. A logo or name-dropped item can keep the memory of such tours alive and encourage future visits. For this article, retailers from four gift shops revealed what is trending at their attractions.

Linville Caverns in northern McDowell County, N.C., have intrigued visitors since they were discovered in 1822. These active limestone caverns are located just south of the village of Linville Falls and close to the city of Marion, N.C. Gift shop patrons are inclined to pick up photo magnets featuring interior images of Linville Caverns as well as keychains and shot glasses. Souvenir items with bat figures or images of bats on them are also popular. “These sell well because most guests are looking for affordable ways to take home a souvenir,” General Manager Lanie Gross said.

Customer preference and salability influence gift buying decisions, according to Gross. “Many items are purchases year after year, and as a general rule must appeal to most consumers.” Product suggestions from long-standing suppliers are also considered. The biggest name-drop failure the 1,500-square-foot Linville Caverns’ gift store ever experienced was related to Pogs – a commercialized version of the children’s Milk Caps game. Played with flat circular cardboard milk caps, the name-drop possibilities were endless. “In the 1990s, we were encouraged to ‘get in on the craze’ but it was a big flop for us. The fad passed us by and we were left loaded with these things that took us years to move.”

Ohio Caverns near West Liberty, Ohio, is the largest of all the cave systems in the state. Open year-round, guests thrill to see the attraction’s many rock formations. They’re also inclined to pick up a name-dropped souvenir or two in the 1,200-square-foot gift shop to remind them of their visit. “We try to feature merchandise that relates specifically to us. Since we are a cavern, we like to carry flashlights, for example,” said Manager/Buyer J.D. Harshfield . He tries to avoid items that can be found just anywhere. That being said, logoed

Continued on page 116

A display of namedropped caver hats at Ohio Caverns near West Liberty, Ohio. The manager and buyer tries to avoid stocking merchandise that shoppers can find anywhere.

Logo and Name-Dropped (From page 114)

shot glasses, ornaments, pins and pencils are popular with shoppers.

When scouting new items to name-drop, Ohio Caverns likes to keep things local. “We try to deal with a lot of Ohio-based companies if we can. There’s one company that puts on a souvenir and gift shop show right here in Ohio, just for Ohio people that we attend,” Harshfield said. When he thinks back on items that struck out in the gift shop, an acrylic paperweight comes to mind. “It was a very nice item but I believe the price point wasn’t where it needed to be. And people don’t necessarily seek out paperweights if they’re looking for a souvenir. That was kind of a swing and a miss for us a few years ago,” he concluded.

Niagara Cave in Harmony, Minn., was first discovered in 1924 and opened for tours 10 years later. It is a limestone cave featuring impressive rock formations plus an underground stream and waterfall. Situated nearly 200 feet beneath the surface, the cave’s temperature is a constant 48 degrees. This may account for the surge in apparel sales the gift shop experienced this summer. “It’s been a really hot summer,” said Owner/Manager Mark Bishop . “People check in for

a tour wearing only shorts and a T-shirt, find out it’s only 48 degrees below and decide they want to acquire some warmer clothing. So, they make a dash for the name-dropped sweatshirts and sweatpants.”

Bishop relies on the owner of a printing company he’s worked with for over 20 years for leads on new items to name-drop. “He’s got his finger on the pulse of what’s going on as far as trends. He tells us what’s hot and we take his advice and it seems to work out great.” The 1,600-square-foot store has never had an outright flop but there have been items whose performance

A wall display of magnets at Ohio Caverns. The manager and buyer strives to do business with Ohio-based companies.

IGES Section

Logo and Name-Dropped (From page 116)

was only so-so. A T-shirt design which combined the cave’s logo with a popular nearby biking trail never really caught fire. Conversely, other products exceeded all expectations. “Some have surprised us and flown off the shelf. Time is also a factor. Some items sell really well for two or three years and then they start slowing down so you need to change out the style.”

In terms of name-dropped items, clothing is Niagara Cave’s consistent best-seller. However, the gift shop also carries logoed magnets, mugs, shot glasses, and collector bells, among other things. “We used to carry thimbles but not anymore. Bells, thimbles and spoons have slowed down in recent years. It’s a different generation of shoppers, a different generation of collectors now. And people tend to buy more practical things they can use – like mugs,” Bishop explained. There is also a corner devoted to food items bearing the cave’s name – jams and jellies, bread and soup mixes, maple syrup, wild rice – all made and prepared in Minnesota.

“The consumable things – the foods and the clothing – do better than the collector things people would simply put on a shelf,” he concluded.

Craighead Caverns is an extensive cave system in Sweetwater, Tenn., best known for containing America’s largest underground lake. More commonly referred to as The Lost Sea Adventure, the attraction conducts tours year-round. Visitors stopping by the 800-square-foot gift shop are fond of purchasing agate

slices imprinted with the Lost Sea logo as a memento. Smooth, shiny and affordably priced, the gift shop acquires the approximately two-inch wide slices from wholesale distributor Squire Boone Village. “People just love to collect rocks and minerals,” said Buyer Brandon Freeman , by way of explanation. Mugs imprinted with a series of photos of The Lost Sea are also quite popular.

“We tend to stay away from trends because inevitably they die out,” said Freeman, who attends trade shows to get new merchandise ideas. The Lost Sea Gift Shop did flirt with Silly Bandz for a time. Popular in 2010, these silicone rubber wrist bands formed shapes including animals, objects, numbers and letters when wearers took them off. “We didn’t customize them with our logo because then we would have had to buy a larger quantity. The bands sold well for a while but it was a trend that didn’t last. Luckily, we weren’t left with great quantities of them,” he said. In other words, it’s best to be cautious and forego customizing items that might be here today and gone tomorrow! ❖

Employee Violet Richardson, Niagara Cave, Harmony, Minn., photographed with apparel displays. Sweatshirts and sweatpants sell well to visitors dressed for the summer heat who learn the cave is 48 degrees.

A souvenir display at Ohio Caverns. Logoed shot glasses, ornaments, pins, and pencils are popular with shoppers.

Quality Gifts at Getaways How Higher-Priced Items Fit in at Resort Stores

By Sara Karnish

Tourists seek out small items like magnets, postcards, and jewelry at souvenir and resort shops because they are lightweight and easy to pack. Name-dropped apparel is equally popular because it bears the name of a memorable destination. But at times customers want a more substantial memento of a getaway. This is where resort gift shop retailers can offer guests a range of unique, quality gifts, typically at a higher price point, which often assume a place of honor in their home.

Large- and small-framed maps of Delavan Lake, priced at $350 and $150 respectively, are among the quality gift best sellers at Lake Lawn Resort in Delavan, Wis., according to Sue Phelps , gift shop manager. “We are a generational resort, with many generations of families who have been coming here. I’m in my 26th year, and I’ve seen a lot of newborns who are now in college. We have a lot of repeat guests who have been coming here for quite a few years, and they are probably my biggest fans. We have some ‘newbies’ who are coming in and they are just in awe. They say our gift shop is very reasonably priced.” Phelps adds logowear is a strong seller, along with Minnetonka-brand moccasins. “I try to keep a [price point] ‘comfort zone’ for our guests,” Phelps explained. “Maybe they’re spending money somewhere else, like going out to dinner, so they are purchasing their gifts at a more reasonable price.”

Anything unique to a resort or area in which it’s located goes over well with customers. Jared Henzlik , director of retail at Big Cedar Lodge in Ridgedale, Mo., said he and his team go out of their way to find one-of-a-kind items that also match Big Cedar Lodge’s brand and aesthetic to sell in the resort’s 6,500-square-foot shop. “Our best-selling quality gifts are Johnnie-O for men, Ivy Jane for women, and any handcrafted home goods,” Henzlik said. Lisa Leggett , shopkeeper at Union City Market in Union, Wash., a goto retail option for guests at Alderbrook Resort and Spa as the resort’s on-site shop undergoes renovation, said they are “located on the South Shore of the Hood Canal and cater to all types of travelers—from resort guests to hikers on their way to the Olympic Mountains. We inspire our shoppers with the bounties of the Canal and create a space where the traveler can take a part of their experience home with them.”

Continued on page 121

Lisa Leggett, shopkeeper at Union City Market in Union, Wash. Guests to the store are greeted with the scent of the cookies that are baked daily.

IGES Section

Quality Gifts at Getaways (From page 120)

Retailers point out essentially “anyone” may purchase a quality gift with a higher price tag, so it’s important to carry a variety of items, from glassware to wall décor to home goods. Karen Gilman , gift shop manager at Samoset Resort in Rockport, Maine, said their most successful quality gifts include any kind of ornament, and jewelry, naming Maine Shellware as a standout seller. She noted, “Everybody is attracted to gifts with a high price point. That’s what our clientele wants. They want something that says, ‘I was here at the Samoset and this reminds me of being here.’ Anything from local vendors or artisans sells well—‘local’ is where the business lies. It’s not necessarily the price tag [determining the sale], but more what kind of item it is, and whether it’s from the midCoast or specific to our area.” Nicky Bohorfoush , retail supervisor with Delaware North, retail partner of Kalaloch Lodge in Forks, Wash., said items from local vendors or with a local flair are customer favorites. She counts Pendleton brand blankets, embroidered or engraved items bearing the Kalaloch name, and Stetson hats among their best-selling quality gifts.

Retailers said they are not seeing one standout trend, as 2020 was an anomaly in every way and not many trends emerged. Consumers’ buying focus still seems to be the home and garden. Leggett said she is selling more home décor items, from furniture to fine art. “In today’s climate, the trend seems to be staying close to home enjoying the natural ambiance enjoying great food and investing in personal homes and cabins,” she said. Henzlik noted, “All walnut boards, made by hand locally, have been a favorite for a gift. We are also carrying Milk Barn and Barefoot Dreams luxury baby items [which are] a huge hit!”

Great customer service and warm hospitality are hallmarks of resorts. That same focus on the customer extends to the retail side, starting with creating a pleasant,

Continued on page 124

Tote bags and apparel on display at a Samoset Resort store. The gift shop manager has the answers to shoppers’ questions. “We just try to make the guests feel welcome,” he said.

Ridgeville, Mo., Big Cedar Lodge’s Director of Retail Jared Henzlik. Henzlik and his team go out of their way to find one-of-a-kind items that match the lodge’s brand and aesthetic.

A Samoset Resort merchandise display. Displays with a range of textures are appealing, according to the gift shop manager.

Quality Gifts at Getaways (From page 122)

welcoming atmosphere. “As you walk into our Market, you are greeted with the smell of fresh cookies made daily. If you visit our beachside patio, you will hear the sounds of crackling fires, as our grill roasts freshly-picked oysters,” Leggett said. “This inspires our guests to purchase original oil paintings of the Olympic Mountains.” Phelps said giving customers a great shopping experience starts with getting to know them. “Remember what they like and what they are coming for. We remember what they like—even those who have been coming here for 20-plus years. We greet the customer and help them. They all come in with different ideas. We’ll point them in the right direction and help them out.”

Gilman said knowledge is a big part of giving customers a great experience. “If there is anything they have a question about, I have an answer ready. We just try to make guests feel welcome.” Henzlik said their key element is “good old-fashioned Ozark hospitality! We stick with specialty vendors that you would not find at a department store or online as much as possible. Additionally, we support local artisans whenever we can. People like to buy local products.”

Merchandising is critical for any retailer; resort shop operators have an advantage over other retailers as most of their customer base is already on-site.

Regardless, a well-positioned, eye-catching display is critical to driving sales. “I don’t just include the higher price point gifts,” Phelps said. “I’ll add in some logo wear and other items. People will walk by and see we have a certain item. To me, a good display is all about height. Our displays are on a table that you can see from our shop window, so I’ll go out and look inside to see if the display is noticeable. We’ll also do a lot of artificial flowers, vases—anything that gives the display a pop of color. That’s what draws people. People comment on our displays—they’ll buy items right from it. We try to keep them stocked and looking full.” Gilman said an effective display is both eye-catching and inviting, with a range of textures. “[Customers] need to see items, touch them, play with them,” she said. “A good display has color, but it depends on what is being displayed. For home décor, you want to keep like colors together. For items like Sea Bags, you want a variety of colors.”

For resort shop retailers, one-of-a-kind merchandise, an attractive display, and top-notch customer service work together to drive the sales of all kinds of souvenirs and special mementos. ❖

Karen Gilman, gift shop manager, Somoset Resort in Rockport, Maine. Gilman said anything from local vendors or artisans sells well.

The Union City Market is Alderbrook Resort and Spa’s go-to retail option. This Union, Wash., store caters to all types of travelers, from resort guests to hikers on their way to the Olympic Mountains.

Trends in AmericanMade Merchandise at Gift and Hallmark Stores

Does the label “Made in America” translate to great gift sales and quality products? For this article, gift and Hallmark shop owners and staff provided their takes on top sellers in this category, and whether it is difficult or easy to find these items for their stores.

At Tweak - the Original Giftery in Los Angeles, Calif., Owner Tara Riceberg cited artist-made pieces and small, artisan-driven American companies as among her top-sellers. “We do very well with Yuzu soap bath products, particularly with their effervescent, delicious shower tablets that release essential oils as you bathe, so you are steaming with lavender or eucalyptus.” Yuzu is headquartered in San Francisco; New Mexico-made printed hand towels, and South Carolina-based Savannah Bee’s food items are also strong-sellers at Tweak. “Savannah Bee has a charitable aspect to it as well, as they give back to save bees and toward educational products. Poppy’s brand and their cool cylinders of popcorn, and Ancient Olive Trees, which is a California-based, also have very popular food-based items that we offer.”

Riceberg finds it somewhat difficult to find a great deal of Made in America merchandise to sell, however. “It’s easier to find imported items. Children’s toys, for example, are all manufactured in China, or at least the fabrics originate there.” She said that customers appreciate most of all having hand-made, artist-made items as gifts. “I think if COVID-19 has taught us anything, it’s the importance of being connected to people. And purchasing a product that is purposeful, that is hand-made, that offers that kind of connection.” She noted that “The interest level is similar to the reason that people want to shop in my store in the first place, instead of just buying something made in China on Amazon. They know I select merchandise that brings joy to people, so my customers like shopping here for the curation and the passion for being a connector.” That said, she noted, “I don’t think anyone specifically comes in and says to me ‘What’s made in America?’ But it is an upsell point to say something is handmade or made in the U.S. It is added value.” She asserted, “I believe in value as connected to having something no one else has, having something handmade, rather than due to cost. It is all about a sense of something

Continued on page 128

Springbok puzzles are made in Missouri, and are top-sellers among made in the United States merchandise at Trudy’s Hallmark, said Assistant Manager Shauna Milne, who is pictured here.

Trends in American-Made (From page 126)

being special.”

Comparing the quality of Made in America items to imports, Riceberg asserted “When you feel something that is made by human touch, which is more often the case with locally-made merchandise, you

-

get that personal connection. It’s different if you are touching a toy from China. But we buy many imported items because we really don’t have a choice. The majority of what is sold is mass-produced and imported. Still, there is a designer who originally created that product, so I do relate to well-made mass-produced items, and others do, too. There is

still a person behind them originally.”

At Ooo! (Outside of Ordinary) in Scottsdale, Ariz., Owner Susan Cassidy said, “It is more difficult to find Made in America merchandise for the store, honestly. It all comes down to price points. Most things that are U.S.-made are more artisan-like items, and those items have a higher cost, because people need to put a value on their time. We do have people who come in and they just want a $20 gift. If something is more expensive, they’ll ask me what I have that costs less. So, it is difficult; the lower cost items usually come from China.”

As to customer interest in American-made items, she said, “Maybe one in a hundred say ‘Oh, do you have something made locally or made in the U.S.?’ They really don’t search that out to my knowledge here. But I do my best to promote those items.” She said, “I tell them that I carry a jewelry line, for example, that is made locally and point out that these handmade pieces look different than manufactured jewelry.” Cassidy said she also displays these items in a “special way” and talks about them a great deal to bring people’s attention to this merchandise. Interestingly, she observed that “When people are buying for themselves, they tend to be more interested in the locally made, or U.S.-made, handcrafted items. I don’t

Continued on page 130

Shauna Milne, assistant manager, Trudy’s Hallmark in Issaquah, Wash., photographed with Silver Forest jewelry from Vermont.

“We try to deal with a lot of Ohio-based companies if we can. There’s one company that puts on a souvenir and gift shop show right here in Ohio, just for Ohio people that we attend.”

J.D. Harshfield, Ohio Caverns near West Liberty, Ohio

Trends in American-Made (From page 128)

know what people are gifting these days, other than cards and that kind of small item, but they are definitely not spending as much in that area. So, making the merchandise switch that I am, it is challenging.”

When it comes to merchandise quality, Cassidy asserted, “The quality is better for sure when you buy

Plates Full, sells whimsical, locally-made ceramics and metal wall pieces, as well as fused glass pieces and Judaic items made in the U.S. “One of my top sellers is Sticks furniture and object art out of Des Moines, Iowa. They do everything from lazy susans and mirrors to big, hand-made tables and smaller, burned wood art works. We try not to buy imported items in general, which has saved us in terms of supply issues. I try to find mostly U.S., Canadian, or very locally made merchandise.” Her price range in American-made products is extensive: “from $10 ceramics on up to furnishings that are in the $4,000 range.”

American. I am tired of the constantly resin-made, poorly made products where you pick up an item and you see the material isn’t natural, it isn’t what you think it is at all, it’s totally different. And I don’t like it. If I don’t like it, I don’t want to sell it to my customers.”

Also in Scottsdale, Terri Weisz , owner of Two

Weisz said the majority of shoppers are interested in American-made items. “The quality is much better. The American companies in general, and the artisan crafts people all provide greater detail, better quality, less merchandise that has problems of any kind.” She explained, “I do carry commercially made, imported items, but on the whole, I try to find all different price ranges within American or Canadian-made products, whether its kids’ cactus-shaped crayons or candles that have a touching story behind them, and contain small hearts inside every candle designed to represent a child who passed away at an early age.” That personal

“Our Silver Forest jewelry, which comes from Vermont, our locally made candy, Springbok puzzles made in Missouri – those are some of our top sellers that were made in the U.S.”

- Shauna Milne, Trudy’s Hallmark, Issaquah, Wash.

touch also improves customer interest.

In Issaquah, Wash., at Trudy’s Hallmark, Assistant Manager Shauna Milne stressed that while “imports are much easier to find” the store does include some items in the Made in America category. “Our Silver Forest jewelry which comes from Vermont, our locally made candy, Springbok puzzles made in Missouri –those are some of our top sellers that were made in the U.S.”

At this store, Milne said interest in American-made items is about “Fifty-fifty. Some people really do want to purchase products made in America, and to some extent I think they would purchase those items all the time if they could, but those kinds of items aren’t always available to fit their needs. So, a lot of people just think that they need something, and they need it now, whatever is most easily available, regardless of where it came from.” While price point also is a consideration, Milne said the quality of Made in America merchandise is excellent and that also makes a difference to people. “Overall, Americanmade products are just higher quality, I think. Maybe it’s due to workers having more pride in their craftsmanship, or perhaps the components are just constructed better, with better materials, than some of the imports.”

In short, gift shops are turning more toward Americanmade items, and guiding their customers in that direction too, even in an increasingly global economy. ❖

Chukar Cherries are made in Prosser, Wash., and Seattle Chocolates are made in Seattle, Wash. Imported merchandise is easier to find, said the assistant manager of Trudy’s Hallmark, photographed with a display.

Perspectives from Five Stores: Jewelry and Gifts Sales Trends at Boutiques

At boutique shops, jewelry and gifts are showing definite trends this fall. For this article, store staff and owners revealed their tops tips to sell more of both categories.

At Isabella in Sunnyvale, Calif., Owner Rosemary Osorio said she is doing very well with “small, very dainty pieces, such as necklaces and earrings. People are layering these delicate necklaces in twos and threes and more.” But, Osorio reported, big is, well, big too. “I’m doing great with very large rings, as well.” And to sell more jewelry, suggestive selling and display are her top techniques. “It’s important to tell people who come in about our jewelry, to point it out to them, and then to have it displayed attractively, in a way that shows it off.” Good lighting is a factor too, she said.

When it comes to gifts, a variety of scarves, both long and short, and her jewelry items are the top sellers; gifting trends lean toward these easy-to-give items. While attractive display and personal interaction with customers also helps to boost sales of gift items, another top tip from Osorio is “We keep our gifts in a section of the store. We put our scarves, and some jewelry there as well as hair pieces.”

In Reno, Nev., at Chez Vous, boutique Owner Pamela Dolan said that all her jewelry is selling extremely well this year, from “local artists to inspirational-type pieces, with words such as ‘grateful,’ ‘hope,’ and ‘love.’ Necklaces overall are trending more popular than any other kind of jewelry.” While one specific style is not more popular than another in her store, Dolan said “There is a real trend back to gold. We are seeing more and more of that, and there was certainly a time when silver was more popular by far.” Although necklaces are a top jewelry seller, her earrings do well, too, and she just reordered Swarovski crystal earrings that are a strong seller at Chez Vous, she said.

When it comes to gift items, Dolan has a wide range of items from home décor-oriented items to baby goods. Her Capri Blue candles are big sellers as

are bath and body products and scarves of all types. She sees no one trend in gifts.

Display in both categories works best when the items are cross-merchandised, she noted. “We mix and match throughout the store, although we do keep some of our more expensive jewelry items near the front register.” Dolan added that “We dress our mannequins in full outfits, and accessorize with jewelry and scarves, things like that. That really works very well. People will tend to buy a sweater, for example, and add the necklace they see on the mannequin wearing that sweater.” She said that cross-merchandising works far better than keeping items in one specific section of the store.

Heading north to Morro Bay, Calif., Gretchen Wilt , sales associate, and the shop’s main merchandiser, said that at Lavender Blu Boutique, the top trends in jewelry are “Long necklaces, especially pendants with natural stones.” In gifts, best-sellers are “scarves, candles, hats, and purses.”

Selling more jewelry items is primarily based on display in the 800-square-foot store, which is located on the waterfront. “I try to keep the smaller pieces behind glass, but the bigger, pendant-style pieces, people really

like to touch them, so we keep those out and attractively hung. They are our most popular pieces anyway.” Tourists – and the store gets plenty of visiting guests, according to Wilt – gravitate toward these items as well as gifts such as scarves, hats, and wraps. “The weather here drives those sales, because a lot of visitors come from the San Joaquin Valley, where it is much hotter than here by the shore, and they want these items for themselves because the cooler weather is a surprise. They also purchase them for others.” Display is important to boost sales for gift items, too, Wilt said.

In Ruston, Wash., Amanda Enz handles marketing, operations, and styling at Purpose Boutique. Enz related that “The biggest trend I am seeing in jewelry is a lot of gold, rather than silver, and a lot of layered necklaces, one smaller and daintier, and one with a bigger, larger pendant that is longer. In earrings, hoops are always a classic, and whenever people can wear them without it interfering with their masks, they just love them. People are excited to wear statement earrings when they can.” The trends Enz sees in gifts are nothing new, with the most popular items remaining consistent for the store. “Jewelry, candles, hats, and scarves, those are pretty much the gift items we offer our customers.”

To improve jewelry sales, Enz uses social media to feature these pieces along with other products on Instagram. “In the store, we have all our mannequins fully accessorized with necklaces, earrings, and bracelets, as well as with scarves and hats. We put the whole nine

“Dainty necklaces are very much ‘in’ right now. That style is our best-selling one. People layer them in threes and fours, usually in gold. Gold is a huge trend for us here in Eugene versus silver jewelry.”

yards on them,” she noted. “We also have our jewelry on a featured table with jewelry displays.”

Selling more gift items focuses both on display and on customer interaction. “All our stylists are trained to gravitate to certain items to suggest as gifts when people ask about that. We will always show our jewelry, candles, and scarves because they make great gifts.” Seasonally, gift items are placed in a special gift section during the holidays, as well.

At Gilt + Gossamer in Eugene, Ore., Retail Associate Continued on page 136

Handcrafted by Artisans

Unique Handcrafted Jewelry, ready to ship immediately

- Melanie M., Gilt + Gossamer, Eugene, Ore.

Perspectives from Five Stores

(From page 135)

Melanie M., speaking for owner Melissa Atchien , noted a jewelry trend that mirrors that of Enz and Osorio. “Dainty necklaces are very much ‘in’ right now. That style is our best-selling one. People layer them in threes and fours, usually in gold. Gold is a huge trend for us here in Eugene versus silver jewelry.” Gift trends lean toward kits and candles, she said. “We do very well with facial products, kits for Foot Therapy, a Sleep Well kit, things like that. Personal products such as perfume oil, hand cream, and lip balms, soothing luxury items like that, those do well as gifts, too.”

Her top tip to sell more jewelry is to feature these pieces on social media, where the boutique has a large following, and on the website, while in-store focusing on strong displays. “Our displays are really beautiful and draw the eye. We will also direct people to jewelry and gift items, too, if they tell us they are looking for either, and we know our merchandise very well.” She added that “We also pair our jewelry with clothing items on the four mannequins we have in the store. We change the mannequins outfits every single day, and we match jewelry to the outfits.” Displaying jewelry at a large, front-of-the-store table also works to boost sales. “It’s really the first thing people see when they walk in the store.” ❖

Display Advice for Gifts to Get Attention

When describing how to display gift items to attract the most customer attention, boutique shop staff and owners interviewed for this article described a variety of techniques. At Isabella, located in Sunnyvale, Calif., Owner Rosemary Osorio said, “It depends on the season, really. Sometimes it is all about color themes, sometimes we mix and match these items with clothing, but probably the very best thing is that we will display an entire outfit that includes jewelry, scarves, everything. When you show the whole outfit put together, that works the best of all to sell every item, including those that we do best with as gifts.”

Gretchen Wilt, sales associate and merchandiser for Lavender Blu Boutique in Morro Bay, Calif., said, “I do all the visual merchandise displays, so I mix and match gift items together with other pieces. I’ll put candlesticks next to a beautiful dress and purse and scarf. I create outfits and an environment, outfits that go from head to toe, with a basket full of beautiful things you might want to give to a friend beside them.”

In Ruston, Wash., Amanda Enz, who handles marketing, operations, and styling at Purpose Boutique, attracts more attention to gift items by “mixing and integrating gift pieces with other items in the store through most of the year. But during the holiday season, as well as integrating it with merchandise, we also have a special section with signage that reads ‘Gifts That Change Lives.’” She elaborated that “At Purpose Boutique, our gifts have purpose. We donate to give back to the fight against human trafficking. In that gift area we will have a collection of hats, scarves, candles, and jewelry all merchandised together.”

At Gilt + Gossamer in Eugene, Ore., Retail Associate Melanie M., speaking for owner Melissa Atchien, said, “We have a huge glass wall and on it we have all our gifts and grab-and-go items. Having them in one, prominent place like this really helps.” ❖

From Sophisticated Colors to Classic Styles

Apparel Trends at Baby Boutiques

By Sara Karnish

There is no question children’s apparel has a wide range of adorable, stylish looks. This encompasses several factors—cut, color, and of course, fabrics. When it comes to color, retailers interviewed for this story said the days of strictly pastel pink or blue seem to be over. “[Color trends] are more earth tones and neutrals, especially as we move into fall,” said Samantha Swanson , owner of Lily Valley Baby in Bismarck, N.D. “I think they match the aesthetic of a lot of people’s style. I’m seeing a lot of muted color in home décor, and I think people want it to match their personal style. I also think people want to dress their child in a way

that’s similar to how they dress, rather than a cutesy, overly ‘baby’ look, with characters and bright colors.” Michele Maher , owner of Polliwogs and Petunias in Easton, Pa., is seeing a more sophisticated color palette beyond the traditional pink, blue, and longfavored gender-neutral pastel yellow and green. “The color story I’m seeing has more sophisticated colors—dusty rose, mustard, sage. A lot of earthy pastels,” she noted. Parents are also choosing to hold off on learning the baby’s gender, which makes shopping a little more challeng ing. “Soft muted gray is on trend for newborns,” said Rosemary Schneider , owner of The Pied Piper in Baltimore, Md. “We are deeply rooted in the classics—my customers all want the same things. So if there is any ‘trend’ right now, it’s ‘classic’ for our market. We have remained true to that in our 50 years of business—overalls for boys with Peter Pan collars, cardigans for girls. Our moms want to dress their children the way they were dressed.”

Trends in cut vary depending on the brand, retailers noted. Maher said moms are looking for clothing that is “easy”: “Complex clothing that is difficult to get your child in and out of is really dated. Things with complicated snaps and closures are going out. I’m seeking to sell luxurious necessities—things parents love because it’s comfortable, easy to put on, and stylish. I’m seeing

clothing that’s a little more flowy. Again, comfortable—a lot of muslin, gauzy-type overalls. We have a lot of embroidered linen overalls in these sophisticated pastel colors.” Similarly, Swanson said, “Knot gowns that tie at the bottom, rather than footie pajamas, are probably our single biggest seller right now. They’re nice because they stretch and can grow with baby. Anything in earth tones is just really popular. They show up well in hospital pictures, too.” For older babies and toddlers, Swanson said, “In boys’ clothes, baby joggers are really popular. Girls will wear maybe tight leggings and a flowing shirt. Dresses are probably still our most popular item, though we’re not doing the really big ruffle as much.” Schneider explained, “Moms like the clothing to fit their babies. They don’t buy up in size—they want the baby to wear it and it fits them right at that time.” She has noticed some new trends with closures, as well: “[The brand] MagneticMe uses magnets as closures. They have onesies with little feet, and the magnets are sewn into the fabric so they’re not right next to the skin. A baby jacket with Velcro closures by a company called Widgeon is still our most popular.”

Some parents still seek out clothing with appliques, a longtime fixture of baby and toddler fashion, although are not as common in the current styles. “I would say the latest trends for girls are anything to

Continued on page 138

From Sophisticataed Colors (From page 137)

do with unicorns, llamas, hearts, metallic, and tie dye. And of course, the more sparkle or glitter, the better!” said Michelle Jacobs , owner of Snazzy Giraffe in Mechanicsburg, Pa. “Accessories such as hair bows,

“[Color trends] are more earth tones and neutrals, especially as we move into fall. I think they match the aesthetic of a lot of people’s style. I’m seeing a lot of muted color in home décor, and I think people want it to match their personal style. I also think people want to dress their child in a way that’s similar to how they dress, rather than a cutesy, overly ‘baby’ look, with characters and bright colors.”

prints/graphics of dogs, skateboards, snowboards, and tie dye!” Schneider said because her customers prefer the more traditional styles for children, appliqued items are still selling well. Swanson said in her market, “Appliques are definitely still popular, although we’re moving away from it. We have some shirts with appliques, although we’re trying to move away from them as much as we can. There are some that are really cute without being too overly juvenile.” Swanson has also noticed more of a shift to organic fabrics that feel better next to little ones’ sensitive skin. “[Parents] probably know the item will be a little pricier, but that’s just because organic cotton is pricier,” she explained.

hats, purses, and bracelets are essential for the little fashionistas! Boys don’t quite have the same options available to them as girls, but they have come a long way over the years. They seem to be trending more on comfy stylish shirts, hats, sweatshirts, sweatpants with

Wholesale and Custom Knit

Trends are cyclical. Swanson said she is seeing fewer “things with appliques to some extent. Ruffles are fading a little bit—I’m not seeing as many in what I’m ordering. The earth tones are in and I feel the bright colors are going out, which is weird because last season, neons were so in.” Maher has seen less “’wordy’ onesies, the ones with sayings like ‘I Still Live with My Parents’. In my market, I’m seeing less of the stuff that’s hard to get on and off, and very overly-gendered clothing.” Jacobs added, “I have such a wide variety of customers and customer requests. For babies, parents definitely want something lighter—more pastel in color rather than bold, bright prints.”

One trend that has emerged over the past year was shift in holiday and special occasion apparel. Schneider noted, “Special occasion wear has taken a back seat. Our store is rooted in special occasion wear, but we’ve seen a big uptick in playwear. We’re in an affluent area, but over the past year there haven’t been as many big celebrations for special occasions. Getting that special outfit for special baby milestones is still important, however. Parents still want kids to look cute in Christmas pictures and first birthday pictures.” Maher said, “I love stuff you can get a little more time out of. Designers are doing a great job of understanding children’s clothes. It’s not just about style, it’s about functionality. I want to sell things that kids will want to wear and parents will want to buy. For instance, holiday clothing—I like seasonal, but it’s not so ‘holiday’ they only wear it once.”

Whether stocking for babies, children, tweens, or adults, comfortable clothing that looks and feels good will never go out of style. Customers’ color and cut preferences may change, but there are certain aspects that will always be important when buying apparel.

Ladies’ Aqua Tie Hoodie

- Samantha Swanson, Lily Valley Baby, Bismarck, N.D.

Vendor Profile: Capsmith

Let Capsmith Provide the Headwear Your Customers Want

By Susan Mease

If you are looking for baseball caps, trucker hats, visors, bucket hats, trapper style hats or any other kind of head covering to advertise your business or promote a tourist destination, you need to talk to Dan Smith, the owner of Capsmith.

Smith started his business in 1995 and now his wife, son, and daughters have joined him for a true family-owned business. He has 30 employees including six inhouse artists, a feature he believes makes him different from his competitors and is an indication of the future of the business as artwork and new designs. They don’t manufacture anything and most of their items are imported, but that in-house art department means there are always new designs and colors even though 90% of their business is baseball-style hats.

Capsmith started off selling just to wholesalers and distributers but are now doing a lot of private label work and also sell to chains like Ron Jon Surf Shops all along the East Coast and Riley’s, a restaurant chain in upstate New York.

Headwear has become more of a fashion statement in recent years and Capsmith has responded with new colors and new styles. The company is debuting cowboy straw hats with color sublimation that Smith hopes will be a hit for Spring Break. They are also starting to offer more caps for kids. Color My Cap is designed for the specific retail business it’s going to – for example, a fish design for aquarium gift shops. Each cap comes in a bag with eight permanent, toxic-free markers to color your own cap. Similar to the Color My Cap will be hats embroidered on the front with a destination such as Myrtle Beach and the child colors the rest.

Capsmith also offers face shields, DanBanna motorcycle bandanas, flags, masks, ice towels, winter beanies, and Dakota Dan furry trapper hats.

Steve Olive, owner of Caribbean Gifts & Things, a wholesaler and distributer based in the United States Virgin Islands, brags that he is customer number 22 for Capsmith (there are over 18,000 now). He described Smith as “a really good guy who trusts people and is always willing to help people.” Olive remembers that his first order was three or four dozen caps and now he orders at least twice a year and it’s a lot more than three dozen hats. Capsmith’s art department comes up with the new designs each season.

Arlene Dean, owner of Beach Club Promotions in Ormand Beach, Fla., echoes many of Olive’s sentiments. “We’ve worked together at least 25 years and become friends. The prices are good, and they go above and beyond to help us out, and the service is excellent.” When Dean’s husband died, Capsmith made a special hat in his honor, an action she termed “really sweet.” Their biggest time of the year is Daytona Beach Bike Week when Capsmith provides hats, do rags, beanies, and flags, but Capsmith also does private label stuff for Beach Club Promotions.

Smith said they have stayed busy even through the pandemic, a fact he attributed to his employees and the new art department. However, after talking to these long-time customers some credit must go to his

relationship-building skills, backed up by outstanding service. ❖

Arlene Dean, owner of Beach Club Promotions in Ormand Beach, Fla. Dean has worked with Dan Smith, owner of Capsmith, for at least 25 years.

Capsmith’s Dan Smith, president, with Austin Skinner, sales representative, Marsha Smith, Betty Green, sales representative, and Adam Allen, sales manager. Smith has 30 employees. The company is debuting cowboy straw hats that Smith hopes will be a hit for Spring Break.

The Capsmith art department, from left to right, front row, Scott Ellis, graphic artist, Hannah Ussery, graphic artist, Matt Vogler, graphic artist, and from left to right, back row, Mathew Lewis, graphic artist, Angel Santos, art director, and Danny Smith, general manager. This in-house art department means there are always new designs and colors from the company.

Wearables in Tune with a Get-Away Vibe Tips

to Sell More Accessories and Apparel at Resort Stores

It’s a busy summer at Grand Hotel on Mackinac Island, Michigan. After a pandemic year when many Americans lounged in sweats, vacationers are going out and splurging on new outfits to wear. “People want to feel good again,” explained Suzie Ashley, the hotel’s retail director. “And we dress up here.” At the hotel’s Grand Men’s and Grand Women’s boutiques, “we do a lot of men’s ties, suit coats — outfits our guests probably won’t wear elsewhere.”

For Ashley, the secret to selling more apparel is knowing the resort’s particular clientele. “Ours is a shopper from the Midwest who wants something different, something you don’t see in the mall,” the retailer explained. No cars are permitted on Mackinac Island, so guests enjoy strolling and showing off their duds — especially high-end labels. “We’ve found that people to shop by designer, so that’s how we group our displays,” Ashley noted. “We also go for color; we’re a colorful island.”

Grand Hotel also has a more casual boutique, the Mackinac Market Shop, for souvenir name-dropped merchandise. “Whether it’s a hoodie or a suit, guests want something they can’t find anywhere else,” said Ashley. “Anything with our logo on it sells extremely well — tees, sweats, towels.”

In Killington, Vt., the Greenbrier Inn & Gift Shop is having its best year in 42 seasons. Owner Kathy Iannantuoni , who oversees the second-generation family business with daughter Jennifer, can hardly keep up with the demand for delicate jewelry and unique handbags. Winter hats, scarves, and gloves are also popular with visitors looking to ward off the New England chill.

Iannantuoni has two tips for maximizing resort sales: sensitive pricing and eye-catching displays. “We have a wide price range, but it’s moderate overall,” the retailer said. “If people see something they like, they don’t have to think too much; it’s probably within

their price range.”

In a 7,000-square-foot store, the Greenbrier has enough room to space out items. “Display really is key to everything,” said Iannantuoni. She favors what she calls “the Anthropologie look” — eclectic yet carefully considered groups of home décor like pillows and throws, jewelry, books, artwork and rugs. “We do vignettes all over our three floors, coordinating colors,” the owner said.

At another family resort, Cottage Place on Squam Lake in Holderness, N.H., - the lobby gift shop is shifting from apparel and accessories to gourmet edible gifts.

“We still have a few hats and Tshirts, but we’re trying to sell it down,” said Manager Nathalie Palmer . She is taking over from her mother, who is retiring after starting the business years ago.

“The gift shop was her passion, but I noticed over the years that there are quite a few things that don’t get sold,” reflected Palmer. With limited display space, “in terms of profit, we do much better with craft beer and wine, local cheese and stuff people forget at home, like shampoo.” Palmer groups items by category to help guests find what they need, with seasonal themes for inspiration.

The Indian Head Resort in Lincoln, N.H., is another vintage property, with a gift shop that dates to the 1930s. “We have an older store, and it’s kind of retro looking. It’s full with everything,” explained

Continued on page 144

“People just want to be out and about again, and they’re buying pretty new things to wear. Everyone’s tired of sitting on the couch in sweats. They want to look beautiful.”

- Lori Plaisted de Losada, Adornments & Creative Clothing, Meredith, N.H.

Wearables inTune (From page 142)

longtime Store Manager Gloria Spanos

In addition, Lincoln was the site of a fabled alien abduction — a legend bolstered by a state historical market documenting the supposed event. Alien-related items are the top souvenirs, Spanos said. Many of the best-sellers, from shirts to mugs and magnets, capitalize on that local lore with slogans like “Captured!”

But resort shops also profit by being practical. New Hampshire’s chilly nights take many a tourist by surprise — so when guests walk into the 1,200-squarefoot boutique, they immediately see a wall full of sweatshirts and coats on waterfall hangers. Spanos said hoodies are the most popular category overall: “We’re always restocking those, and T-shirts are a close second.”

Spanos groups styles together — a cardigan in four colors, for example — allowing shoppers to browse by item, color and size in one place. “I also try to keep up with new colors,” she advised. Sporty gray is the perennial favorite, but each year the store brings in trendy hues, like this season’s pink lemonade.

After all, color defines the resort look; coral, tur-

quoise and yellow are hues that say vacation, an escape from workaday neutrals. “My store isn’t monochrome, white and gray and black,” noted Lori Plaisted de Losada , owner at Adornments & Creative Clothing in Meredith, N.H. “I bring colors together, colorful prints, coordinating and contrasting depending on the outfits.”

The store, at the Mills Fall Inn Marketplace, is one of two locations; the other is in nearby Wolfeboro. Plaisted de Losada favors displays that are “filled in, but not crowded,” with complete outfits merchandised to inspire clients. And there have been many this year: “People are dressing up again,” the retailer noted.

Dresses in feminine prints and luxe fabrics, “funky hats,” and novelty purses like wristlets are all flying off shelves. Semiprecious stone jewelry and sterling silver rings are this year’s top accessories.

“People just want to be out and about again, and they’re buying pretty new things to wear,” said Plaisted de Losada, who took over the store in January 2020 after having worked there for nearly 30 years. “Everyone’s tired of sitting on the couch in sweats. They want to look beautiful.” ❖

Apparel Product News Brief NB

The JackRussell Line: Visit Booth 6750 at the IGES Show for Great Apparel, Gift, and Resort Wear

Come and reacquaint yourselves with our resident dog lover/owner: AJ the mischievous JackRussell is making a premier appearance at this year’s IGES Show in Booth 6750 in Pigeon Forge, Tenn. AJ’s owner has been around a long time and AJ is the youngest star in our lines of apparel, gift, and resort wear. You might even remember his much older cousin – Bad Dog. Some of our designs are well-known favorites, others have been reimagined and even more new designs will be on display for the post-COVID market. We invite you to stop and see us and see for yourself what our new designs can do for your bottom line.

Our designs are proven successes, and we are looking to join forces with others who want to offer something other than the “usual” resort wear that you can get anywhere. We only sell through licensed reps and we will never be in a big box store, eBay or Amazon market. As always, our goal is to assist small businesses to compete with the big dogs on a level playing field, because the “usual” cannot compete in today’s market. We can and we do allow you (or your customer) to choose your design, choose your garment style, choose the color, choose the quality, choose the sizes, and choose the location. You can add namedrops and special sizes too.

We are all about doing the right thing, so are you ready to go back to work? Come to our booth, meet Ken and Gloria and see what JackRussell has to offer your customers that is new and exciting. Booth #6750. We will see you in Pigeon Forge!

Apparel Vendor Profile: Exist, Inc.

Exist, Inc. Dresses the Fashion-Conscious

If you are looking for resort wear and beachwear that is fashion on-point, think Exist, Inc. Headquartered in Ft. Lauderdale in a 100,000-square-foot warehouse with a second warehouse in Myrtle Beach and about 100 employees between the two locations, they are positioned perfectly to spot the latest trends in designs and fashion-forward colors. Sales Manager Shlomy Halawani described their markets as “anyone who sells clothing. We even ship to department stores.”

Clothing is manufactured in Pakistan, India, China, Honduras, “all over the place,” according to Halawani. With that range of manufacturing sites, they are not having issues getting stock as so many other wholesalers have experienced. Exist is an ap-

Apparel Product News

Sweaters

Binghamton Knitting’s new ladies Boxy Crew pullover for Spring is available in a variety of vibrant colors. Please check out the company’s full line of sweaters and blankets at www.binghamtonknitting.com.

(For additional additional information, call 877-7463368, or circle 17 on the reader service card.)

parel distributor who does custom designs and private label fashion. They offer quick response and quality control because the work is done in-house.

Exist sells clothing for men, children, and women and is leaning heavily into tie dye as it’s such a good seller. They will be introducing a new line of camo prints and are forecasting that army green will be a trendy color. There is a whole product department at Exist whose job is to forecast style and color favorites.

Halawani said he was born into the business as his dad was a long-time employee. “My diapers were changed in this office.” Company Owner Joshua Glickman was among the company founders in 1995. When asked about the company name, he replied “We exist and always intend to.” ❖

Accessories Product News Brief

Seagull International, Inc.: Be Ready for Rain or Shine

With Seagull International Inc.’s extensive line of umbrellas and rain ponchos, you will have cover for rainy days, too! The line offers one-time use and heavy duty ponchos and a wide range of umbrella styles from promotional, value-priced options to high quality features, including wind-resistant fiberglass shafts and vented double canopy styles. Customizing umbrellas with a logo or city name is available.

(For more information, call 800-666-9300, visit www. seagullintl.com, or circle 81 on the reader service card.)

Seagull International, Inc., offers an extensive line of umbrellas and rain ponchos.

When the Merchandise Really Matters

Jewelry at Hallmark and Jewelry Stores

Weddings may have been postponed during the pandemic, but engagements didn’t wait — and neither did purchases of engagement rings. Sales at Boston Diamond Studio, which specializes in engagement rings, have been strong over the past year and a half, said Owner Arvik Ozcan . And unlike many purchases, engagement rings are the kind of one-in-a-lifetime item that most people prefer to select in person. “Touch is more important than anything,” the retailer said.

In today’s fragmented market place, Ozcan has not observed a dominant style or trend, though platinum is still the preferred metal. “But every person is different,” Ozcan said. “People today are savvy and educated, and you have to go with their flow.”

After 30 years in the family business, Ozcan said that establishing personal rapport is the best way to sell engagement rings. “There has to be a connection,” she emphasized. “Ambience overall is important. It’s really how you sell, not what you sell.”

In Burlington, Vermont, Karlise Fine Jewelers is having its best year yet. “There’s a huge trend in bridal — tons of people getting married,” said Kara Archambault , director of Sales and Operations. “I think during COVID, people figured out they either couldn’t live with each other, or without each other.”

At Karlise, couples go for clean, classic designs like round diamonds in solitaire settings. “I will say that oval has been trending more popular lately for those who don’t want round,” Archambault said. She sells less of the ornate pavé and halo looks that were popular a decade ago, and while more brides opt for yellow gold, white still rules, along with platinum. “It’s a very traditional look,” the retailer observed.

a case, and we let each case tell a story,” Archambault said. She might pair a necklace with coordinating earrings, ring and bracelet.

The average ticket is higher than in past years at Karlise, which Kara’s father, Michael Archambault, opened four years ago on the site of an 1800s-era jeweler. Kara Archambault said her industry sources report a rise of close to 50 percent in the average American fine jewelry purchase this year. “Burlington is a city that’s like a small town, and people have really supported small local businesses like ours,” she said.

- Aaron Lin, Lin’s Jewelry, Dededo, Guam, commenting on featuring the ornate seal that is part of the island’s flag on bracelets, studs, dangling earrings, and pendants.

That’s less the case in the ultimate big city, New York, where the local economy has yet to bounce back. “The last year and a half is not a great barometer,” said KJ Singh , who has owned Amreen’s Hallmark Shop in Midtown Manhattan for nearly 40 years. With most New York professionals still working remotely, this business district has only a shadow of the foot traffic it had two years ago.

Karlise compliments the aesthetic with less-is-more displays. “We try not to have more than a few items in

When people do come in for jewelry, they’re likely to pick up earrings and necklaces from smaller lines like Spartina. Singh said Spartina is popular for its pretty displays and packaging; for $28 to $56, shoppers can pick something off the shelf that’s ready to gift. Bigger brands, meanwhile, have been hit and miss for the store. Swarovski periodically pulls out of Hallmark

“Most people want something that has the seal of Guam. ... A lot of islanders like to showcase their island pride.”

stores, Singh said, while oncehot Alex + Ani suffered from market saturation and saw sales decline.

Beyond stocking appealing brands, Singh has found the best way to sell jewelry is to let people browse the displays in his 5,500-square-foot store. “People here don’t like others hovering around them to help,” the retailer noted. “Anything self-service sells better in the city.”

Retailer Aaron Lin sizes up patrons to determine their shopping style at his family’s Dededo, Guam-based business, Lin’s Jewelry. “Some people want to look around unbothered, and some of them want help,” he said.

What really sells jewelry is the local connection. “Most people want something that has the seal of Guam,” Lin explained. The ornate seal is part of the island’s flag; Lin features it in bracelets, studs, dangling earrings, and pendants, often displayed alongside acces-

sorizing pieces like chains. “A lot of islanders like to showcase their island pride,” noted Lin. His family started the business in 1977, and now has multiple locations around the island.

At Global Pathways Jewelry in Burlington, Owner Tim Pratt and his team of jewelers personalize every piece, ensuring a loyal clientele. “We sell thousands of varieties of gemstones,” said Pratt. Moonstone is perpetually popular, he said, while moldovite is enjoying a vogue, likely from social media. “Even though everything we do is customized, there are trends that are very media driven,” he observed. Right now, for instance, patrons are looking for small pieces they can layer.

Given how personal jewelry is, Pratt said his customer service philosophy is to pay attention and be versatile. “Really listen to people,” he noted. “If there’s a miscommunication, it means we didn’t ask all the right questions.” ❖

RSN 67

Jewelry that Celebrates Surf and Sand

Trends at Seaside Stores

Marine-themed jewelry “sells all day, all year long, to customers from eight to 80” at Tumbleweeds, a Niantic, Conn., boutique, said Owner Tara Wyatt. The family business has sold sea glass and shell jewelry on the Long Island Sound waterfront for nearly 50 years.

Whether by the Atlantic, the Pacific or on the Gulf of Mexico, American coastal retailers do a brisk business in marine-themed jewelry. Locals love pieces that reflect their beach lifestyle; vacationers cherish seaside souvenirs. At Tumbleweeds, visitors to the 2,000-square-foot store will find a mix of “fun, beachy jewelry” featuring shells, seahorses, sailboats, mermaids, and waves.

Some of the pieces are “similar to a Pura Vida style,” Wyatt said. Customers will often buy multiple anklets and bracelets to stack and layer in different colors, with or without charms.

One line, popular with boaters, offers necklaces, bracelets and anklets crafted from heavy waxed, waterproof marine cotton and string. A local teacher makes wirewrapped sea glass pieces; an artisan in nearby Waterford incorporates sea glass, shells, and wampum sourced from Connecticut beaches.

Many of Wyatt’s artisans craft their own displays from repurposed materials like driftwood, barn frames, or even a castaway lazy Susan. “For tourists, it’s nice that our merchandise is locally sourced, locally made,” Wyatt reflected, “but I’ve noticed that locals are looking for the same thing.”

At Coast Boutique in Lauderdale-By-The-Sea, Fla., “everything is coastal inspired,” said Owner Ina Marjakangas . Her 8-year-old, 1,000-square-foot store specializes in sea-themed pieces from local Florida designers. “We’ve got turtles, starfish, octopus, jellyfish,” Marjakangas said. She’ll display sea glass jewelry amid rice “that looks like sand,” pose rings on starfish arms, and drape pieces over shells and coral in larger cases.

A highlight is enamel jewelry from a nearby Hollywood artisan. “You normally only see enamel in the very high end, or else you see it done very poorly in costume jewelry,” explained Marjakangas. “But this hits the sweet spot; the clasp, settings, and enamel work are impeccable, yet also very affordable.” Prices start around $50 for a stackable ring to hundreds for a more elaborate piece.

Continued on page 150

Dana Spanierman, owner of Leeba in Santa Cruz, Calif. Spanierman conceives jewelry for the store in materials such as the pearly seashell abalone.

Another line features sea-life motifs rendered in sterling silver set with larimar, a brilliant blue stone only found in the Dominican Republic. “The blue is just outstanding, everything a turquoise wishes it could be,” Marjakangas said.

On the lower end — $50 and under — sea glass and pearl jewelry sell briskly. And while Coast’s prime jewelry demographic is the over-35 crowd, wave-themed rings are hot with kids. “Pura Vida and others have made the wave motif popular, and now they’re all going bananas for it,” observed Marjakangas. “I can’t keep those rings in stock.”

For Michelle Alexander , owner of Rascal’s Ladies Boutique in San Clemente, Calif., the coastal lifestyle is both a passion and a vocation. Alexander started working at the store as a teenager a quartercentury ago; three years ago she bought the business. “I do buy a lot of nautical, because we’re by the ocean and I love it,” said Alexander of Rascal’s jewelry selection — seashells, anchors, seahorses, and crabs on everything from earrings to charm bracelets.

In her store on a picturesque stretch of the Pacific, Alexander carries the theme through with elaborate, color-themed window displays. “I’ll include gold sea stars with other gold jewelry, perhaps against a green silk camisole,” the retailer explained. “For bolder pieces, I’ll style them on a complete ensemble, so the sea pieces become a focal point.”

At Rascal’s, the top-selling jewelry is anything with a starfish from the popular Brighton brand, followed by pieces set with dolphins and sea turtles. “There’s just something about a starfish,” Alexander said of her “hands-down” best-seller.

Other favorites include Brighton sea-themed earrings, necklaces, charm anklets and charm bracelets. But Alexander also carries sea-inspired baubles from other lines; a popular American line features anchor and seahorse earrings, and there are bejeweled lighthouses and seashells from Swarovski.

Alexander said she can hardly keep up with Rascal’s online orders from customers around the country, many of whom repeat-order for gifts or add-ons. “They’ll buy a gold starfish pendant and then the matching ear-

An exterior view of Coast Boutique in Lauderdale-By-The-Sea, Fla. This 1,000-square-foot store specializes in sea-themed jewelry pieces from local Florida designers.

An interior view of Coast Boutique. High-quality enamel jewelry is affordable at the store, where sterling silver pieces set with larimar are also available.

Jewelry that Celebrates (From page 148)

rings,” she noted. “You just can’t get more coastal than that.”

For Dana Spanierman , the concept of “sea-themed” is more expansive. The jewelry she conceives for Leeba, her Santa Cruz-based business, might look like dolphins, starfish, or whale tails — but it also may feature abstract designs in materials like abalone, a pearly seashell. “A ring with abalone is ocean inspired, because abalone comes from the ocean,” explained Spanierman, who works with a local shell and stone shop to place and polish the shells.

Since launching Leeba in 2014, Spanierman has sold her wares wholesale and online, as well as at events and festivals. For those in-person sales, Spanierman typically displays jewelry grouped by shell type, so shoppers can easily find their favorites. Best-sellers include pendants set with abalone and feather-motif rings in a variety of shells and stones.

Leeba’s business model succeeds thanks in good part to social media; the Instagram account has a huge following. “I get a lot of orders from men, though women ages 30 to 70 are the biggest demographic,” Spanierman reflected. Yet the sea theme has universal appeal: “I’ll get the cute little 7-year-old girl who wants the abalone heart earrings, the man buying for his mom or sister, women buying gifts for each other,” the jeweler said.

At the two Sea Glass Lane locations in Sanibel and Sarasota, Fla., the typical shoppers are “fairly affluent women aged 40-60, likely tourists, dressed in what we like to call beach bohemian,” said Owner Scott Brogan . Most jewelry sells in the $50-150 range.

Earrings and necklaces sell best, with bracelets coming in third. Brogan’s team gets creative with displays, draping necklaces on vintage white ping pong paddles and studding lentil-filled boxes with shiny earrings. Other items are spotlighted in white vintage window cases with LED lighting.

Unsurprisingly, authentic sea glass jewelry is the lure. “I think generally customers love the idea of sea glass being a reverse gem,” Brogan noted. “While all other jewelry is created by nature and refined by man, sea glass is created by man and refined beautifully by nature. We like to tell how it starts out as trash, with sharp edges — but like the rest of us, softens with age and acquires a beautiful patina.” ❖

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Jewelry in a display case at Sea Glass Lane. Earrings and necklaces sell best, with bracelets coming in third, the owner said.

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A Sea Glass Lane display of apparel, accessories, jewelry and books. The store has locations in Sanibel and Sarasota, Fla., and typical shoppers are women who favor beach bohemian apparel, the owner said.

Which Diversions Are Doing Best? What

Is Selling at Toy Retailers

Toys that stimulate the senses and engage children’s curiosity and creativity are the biggest sellers at Whistle Stop Hobby and Toy, Inc., in St. Clair Shores, Mich. “I think the sensory toy phenomenon started with slime,” said Julie Everitt, co-owner of Whistle Stop. “From basic slime, they started adding different materials to it. Kids would squish it and say, ‘It’s just so satisfying!’ I think evolving popularity with toys will continue within the sensory realm. Toy stores will come out with new and different ideas. The educational toys [sell well]—they are sensory and ‘satisfying’—they’re good for you. They help stimulate the brain and become stronger in other areas. Parents like sensory toys—they’re fun, with a purpose.”

Pop Fidgets—best described as “silicon bubble wrap” whose “bubbles” can be pushed through the material from one side to the other and come in a wide variety of shapes and colors—are undoubtedly the most popular toy right now, according to retailers. “They’ve been holding on since last year. They’re evolving and coming out with new styles. We had fidget spinners, now we have Pop Fidgets,” Everitt said. “That’s the hardest part about owning a toy store—it’s hard to predict the big toy of the year. You’ll get the big toy of the year, and it will go away just as quickly.” She pointed out children remain their focus group and are pretty clear when a toy is hot and when it’s not.

Besides sensory items, toys the whole family can enjoy—games, puzzles, craft kits, and building sets—have seen a huge surge in popularity over the past year and a half. “Our customers like a wide variety of products depending on the season. In a typical sale there may be some jewelry, a baby toy, craft kit, puzzle or game, and of course, fidgets,” said Christopher Springer , manager of Allison Wonderland in Lake Geneva, Wis., with a second location in Burlington, Wis. Speaking of trends, Springer said, “The fidget trend has cemented an interesting category that seems to satiate the desires of kids who are looking for stimulation—specifically, outside of content that uses just a screen. We view

trends as a ‘cherry on top’ and focus on the long-term. As some trends come and go, we want to make sure we stay relevant.”

Timeless and engaging toys will always have their place. Jan Chadwick , manager of The Growing Tree Toy Shop in Kennett Square, Pa., named BathBlocks as one of their current best-sellers. “They’re basically toys to play with in the bathtub that come in different shapes—airplanes and helicopters, also princess castles. We get a lot of grandparents who come

Continued on page 160

Whistle Stop Hobby and Toy, Inc., in St. Clair, Mich.’s Owners Wendy Bacon, Rick Claggett, and Julie Everitt. Toys that stimulate the senses are popular currently, Everitt said.

Games, Playthings and Plush

Which Diversions (From page 158)

in and say, ‘My grandkids have everything.’ We’ll say, ‘They probably don’t have something like this.’ And the grandparents will leave, confident they’ve gotten a good gift. CuddlPals are another big seller. They’re a ‘snuggle in bed’ kind of toy. They come in unicorns, aliens, some glow in the dark.” Chadwick said their focus is on carrying toys that will appeal to generations of children. “One of the benefits of our type of store…we have a lot of toys made of wood. They’re sturdy and last a long time. We don’t have a lot of things that take batteries. We carry a lot of classic toys which are passed down,” she said. Linda Laramy , owner of Crackerjacks Toys and Children’s Books in Easton, Md., said the classic, “family”-centered items like puzzles and games have been tremendous sellers. She strives to carry a selection of both trendy and timeless (with more emphasis on the ‘timeless’) items, adding, “For choosing what think will sell…we work with several different companies. Our sales rep will come in with a catalog, or I’ll get one and I’ll choose what I think will sell. I have a gut feeling about a lot of things. Of course, we always have the classics—dump trucks, baby dolls, et

cetera. We carry more specialty toys—things you can’t find at the big box stores.” Springer said the Allison Wonderland team shares the same philosophy: “Know who your customers are, and also the identity of your store. There’s a fine line between buying what you like and what your customers like. We’ve never brought something in because everyone else has it. Quality and value are cornerstones of our decision-making process.”

Price point is always a consideration for parents and grandparents when it comes to buying toys. Both Chadwick and Laramy said Bruder, a German-based company, are among their best-sellers in the higher price point. (Laramy sells a Bruder-branded dump truck that retails for $125). “They’re the kind of toys that last forever. The customers who come in looking for those toys. …They know what they’re looking for,” Chadwick said. Laramy has a scooter in stock that retails for approximately $100. Springer said their

An exterior view of Whistle Stop Hobby and Toy, Inc., with Co-owners Wendy Bacon, Rick Claggett, and Julie Everitt. Children are the store’s focus group, and are clear on when a toy is hot and when it is not, Everitt said.

Gavin Ford and Isaac Russell photographed with Crazy Aaron Putty merchandise at Whistle Stop Hobby and Toy, Inc. Sensory toys offer “fun with a purpose” according to one of the store’s owners.

higher price point falls in the $20-$30 range. “This past year’s strong sellers that fall into this price range would be Shashibo’s, Magnatabs, and Marky Sparky Dart Boards,” he said. Everitt sells quite a bit of plush at the higher price point. “They’re probably our second biggest seller after sensory toys,” she said. “There is a brand called Plushmallows that is extremely popular, and we have not been able to get them in. We carry a brand called Squishables, and Pusheen by Gund, so I would say they are our top sellers in the $40-$50 range. Also, people struggle to get pre-teens a present. Shashibo sells a magnetic puzzle box with earth magnets inside of it. It’s almost like a Rubik’s cube. When you open the box, there’s a piece of paper you twist and turn your Shashibo into. It’s been super popular with older kids.” On the other side, Everitt is selling quite a bit of Crazy

Aaron’s Putty. “It’s fantastic,” she said. “It’s Made in the USA. The company hires special needs kids and kids with autism. They come up with the coolest products for their company. People love Crazy Aaron’s Putty because you can get a small kit for $2.99 or a larger tin for $50. Everyone in the age group from 7-87 love it. All their putty can be rolled into a ball and bounce like a super ball. It can be molded into a volcano; after about an hour it will melt into its original form. Each type of putty has a sensory element—there’s ‘Hypercolor’, which is my favorite. You hold it and it will change color from the heat of your hand. That’s fun to play with.” Springer sells a lot of toys in the $5-$10 range, adding “Nee-Doh’s have dominated this category.” Laramy noted “We have adorable stuffed animals from the Squishables brand.

Continued on page 162

At Whistle Stop Hobby and Toy, Inc. Samantha Kitchen and Natalie Everitt were photographed with a Pop Fidgety’s display, a highly popular toy right now for retailers.

Games, Playthings and Plush

Which Diversions (From page 161)

There are tiny little ones that sell for $10. They’ve been selling well.”

Merchandising toys is essential for drawing the attention of full- and pint-sized customers alike. Chadwick said at Growing Tree, they rely on grouping. “Especially for the baby items, we’ll group by age. We’ll also group like merchandise—the arts and crafts, stamping. Or, if we get a nice order by a particular brand, we’ll put them out together. We also have a really nice bookshelf—we get all our books through Usborne, and they’re usually all grouped by age.” Laramy also utilizes grouping: “We have the baby items up front, the small pick-up little items in the middle, the stuffed animals and Legos are in the back. We have all the construction toys in one spot, games in another. We’ve also found if we move something from the bottom shelf to the middle where it’s more at eye level, it will sell faster.”

Shopping for toys is normally an interactive experience for customers. COVID has changed that. Many retailers have come up with alternative ways to display and demo products. “Before the pandemic we used to have a lot of demos and interactive displays that encouraged hands-on interaction,” Springer said. “We’ve had to scale that back dramatically and have imple-

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mented more displays that show the product without inviting physical interaction. How your product is merchandised is paramount when it comes to helping your customer make an informed purchase that they will feel good about.” Everitt said her staff has made adjustments, as well. “We have displays out so kids can pretend-play. We put away a lot of the smaller, germ-grabbing stuff. Unfortunately, we’re still kind of holding off on the interactive displays. We do have a huge train display on the ceiling that runs throughout our store, and that’s still interactive. Kids can still come and push the buttons and turn on the lights.” As toy retailers gear up for the holiday season, they are keeping a close eye on back ordered products and item shortages. Everitt advised anyone seeking that one special item for a child from Santa to request it early. Laramy noted that despite the challenges all retailers faced over the past year, in some ways it’s been one of her best years in business. “The thing that’s been most amazing to us—there has been a tremendous amount of local support. Customers are coming to us instead of going to the big box stores. Our business has been up over the past year. I’d say if there was any trend right now, it’s supporting local businesses.” ❖

Paige Honkanen photographed with plush at Whistle Stop Hobby and Toy, Inc. Aside from a train setup, the store is still holding off on its interactive displays because of the pandemic.

PLAYTHINGS AND PLUSH

Never Enough Plush

Today’s Stuffed Toy Trends

Plush toys never seem to fall out of favor. Whether they’re a much-coveted addition to a collection or simply an impulse buy, an accent to a gift or the gift itself, plush always finds an audience. For this article, four stores around the country discussed some of their bestsellers and where they source their cuddly merchandise.

Anything and everything Squishmallow is selling at J’s Hallmark in Oklahoma City, Okla. People of all ages are buying these ultra-squishy huggable plush toys which feature over 1,000 characters ranging from animals to pineapples, astronauts to avocados and everything in between. “The mushroom and s’more Squishmallows are a big hit, and we have customers calling frequently to see if they’ve come in,” said Rachel New Moon , a buyer for J’s Hallmark, a family owned and operated collection of 27 stores located in Oklahoma, Texas, and Arkansas. She expects a Halloween-themed shipment of this popular plush line to sell out very quickly.

New Moon finds plush for the approximately 5,000-squarefoot Oklahoma City J’s Hallmark and other stores in the group by attending markets in Atlanta, Dallas, and Las Vegas. “But we also read trade magazines, listen to other retailers and pay attention to current trends.” J’s Hallmark is a member of the Southwest Buying Group, an organization where retailers from all over the country can share and compare ideas. Social media is a good source for what is hot. “We recently had success with a brightly colored reversible plush octopus that was a TikTok craze. It featured a happy face on one side and a sad face on the other to help the owner wordlessly convey their feelings.”

The whims of plush buyers can be hard to predict. A certain texture, color, facial expression or even eyes can unexpectedly drive sales. “While sales for last year

are skewed thanks to COVID-19, comparing year to year Ty is still a top 15 vendor for us,” New Moon said. She noted that Ty carries realistic animals but also has creatures featuring wild colors and textures. “The cute factor seems to hold the biggest appeal from my perspective. When looking at Squishmallows for example, they are complete fantasy in color or form, but they’re all super cute.”

Although plush doesn’t dominate sales at Feeney’s Hallmark in Olathe, Kan., a couple of brands hold their own. Mary Meyer Stuffed Toys is one of them. “It has been a solid line for us for many years. It’s quality plush at a good price point and there’s a wide assortment of different animals,” said store Owner Sandy Feeney . Customers also gravitate towards Warmies Stuffed Animals. Since these cute and cuddly creatures are completely microwaveable, the warmth they bestow can be especially soothing.

Feeney’s Hallmark tends to favor realistic plush, both color and style wise. However, the large store does have Beanie Boos in stock which can lean towards vivid colors and fanciful designs. “I do have some of those Ty products, but they’ve kind of slowed down. I haven’t ordered any for quite a while and probably won’t,” Feeney said. When she feels inclined to expand her plush offerings, this veteran retailer considers merchandise she sees at shows or relies on vendors who share insight about new lines.

Continued on page 164

Christopher Springer, manager, Allison Wonderland in Lake Geneva, Wis. “ …As trends come and go, we want to make sure we stay relevant,” Springer said.

Games, Playthings and Plush

Never Enough (From page 163)

Plush sales at Julie’s Hallmark in Bermuda Dunes, Calif., are currently being driven by the Squishmallows craze. “We have a giant shipment coming in. We’ve reserved 20 feet of space in the store which, at this time of year, we don’t really have to spare – but it’s worth it,” said store Owner Julie Kathawa . Staff has been keeping a list of over 100 eager customers up to date on the cuddly creatures’ arrival and urge people to follow them on social media for the very latest news. “Kids are collecting them – elementary, middle and high schoolers, as well as college students. People give them as gifts to babies or keep them for themselves! They’re just super soft and sweet and make everyone feel happy.”

Describing herself as a very avid magazine reader, Kathawa scouts new plush items for her 4,500-squarefoot store in various publications – including Souvenirs, Gifts and Novelties. She also attends trade shows such as the one in Las Vegas and frequently scans offerings from various toy companies online. Since the Squishmallows fad took hold, her color offerings have been all over the map. Between the animal shapes, food items and more, not to mention licensing agreements with brands such as Hello Kitty, Disney, and Star Wars, Squishmallows’ colors run the gamut. “They’re even doing some exclusive offerings with Hallmark. It’s nice that Hallmark is such a good company that they choose to align with us and make special ones just for our stores,” Kathawa concluded.

Two plush lines top sales at Hirons, a venerable, family-owned pharmacy and gift shop with two locations in Eugene, Ore. Jellycat soft toys rank as num-

Toys Product News Brief

The Petting Zoo Grows Its Sustainable, Eco-Friendly Wild Onez Plush Line

ber one. “We thought initially that their higher price point might be more than our customers are willing to spend, but Jellycats are so special and so cute that people just love them,” said Nicole Allred , the gift shop manager. Ty Beanie Boos rank second. “They’ve been kind of a classic staple – really adorable and super affordable. We find that Jellycats do really well with people seeking baby gifts or a special plush item whereas Ty appeals to 4-to-10-year-old kids.” Hiron also carries plush selections from Aurora, Douglas, Wild Republic and the occasional item from Demdaco all in an effort to have a good variety of different cats, bears, and similar creatures. “We find these kinds of realistic animals sell really well for us.”

Although Hirons hasn’t jumped on the official Squishmallows bandwagon, they have incorporated some of the Ty Squish-A-Boos into their offerings. “We also do really well with Pusheen and their Studio Ghibli line,” said Allred, who in addition to relying on advice from sales reps, typically attends gift shows to find new merchandise. “Plush is great to find at shows because you can touch it, feel it, and see the quality, which is so important.” Hirons devotes approximately half the square footage at both its stores to gift items – although the Franklin Boulevard store devotes more space to University of Oregon products since it is situated very close to campus.

“Plush is a good category for us. It’s one of those things where your heart really leads you to the one you want. Soft and cuddly and cute usually wins out so that’s what we aim for. We select the ones we think are the absolute cutest and they tend to do really well,” Allred concluded. ❖

It’s an exciting time to check out all the new happenings at Maryland-based plush company, The Petting Zoo. Due to the success of their new brand Wild Onez, the company finds itself growing as a core vendor faster than anyone expected.

Wild Onez features realistic detail and educational value while being constructed of high-quality fabrics and fill made completely out of recycled water bottles. Each plush piece includes, recycled paper hang tags, sewn on “I’m Recycled” patches along with customer-centric value pricing. It’s obvious that retailers of all sizes are taking notice.

(For more information, or to have a look, call 1-888-8674059, visit www.pettingzooplush.com, email customercare@pettingzooplush.com, or circle 72 on the reader service card.)

The Wild Onez line from The Petting Zoo features realistic detail and educational value.

Striving to be First Place Sales Winners Sports

Fan Stores’ Best-Selling Toys

Sports fans are always eager for team-centric toys to enhance a collection or just for fun. For this article retailers from team stores and fan shops described their top sellers in this category and what’s new in toys this year.

At Baltimore Sports & Novelty in Owings Mills, Md., Owner Jeffrey Katzen and longtime Store Manager Geri Durham, offered their takes. “We don’t do much plush,” Katzen said, “but we have plenty of bobblehead players that do quite well, especially the Lamar Jackson.” Jackson is of course the star quarterback for the NFL’s Baltimore Ravens.

According to Durham, the store just received two new bobblehead figures that are both doing very well. “One is the Orioles mascot which is an oriole, and it plays ‘Take Me Out to the Ballgame.’ The other is for the Ravens. Their mascot resembles Edgar Allen Poe, and that has a lock combination-type mechanism which you can use to change the numbers that countdown to the next kick-off. For example, right now its 47 days to the next kick-off. Because you can change it every day, it’s a lot of fun.” She said she thinks both toys will continue to do well.

“Our mascot is the Philly Phanatic. We have a wide variety of that plush figure, small beanies, large figures. People also like to buy baseballs, and many collect those from each stadium they visit.”

- Karen Gjellestad, Citizens Bank Park, Philadelphia, Pa.

Katzen displays toys in the approximately 1,200-square-foot store by placing new items on the counter directly so that customers can easily view them at check out; one of each individual bobblehead is placed on a shelf behind the cash register, out of their boxes so that customers can see them. Display of toy items is dictated both on where they will catch the eye, and limited storage space on the sales floor.

The store only carries licensed toys, and all of their merchandise is licensed.

At Citizens Bank Park in Philadelphia, Pa., Karen Gjellestad, sales associate at the Philadelphia Phillies

NFL team store, speaking for Manager Megan Kelly, said that the store’s top selling toys are its plush mascot. The signature, costumed, lime-green plush depictions come in a variety of outfits and sizes. “Our mascot is the Philly Phanatic. We have a wide variety of that plush figure, small beanies, large figures. People also like to buy baseballs, and many collect those from each stadium they visit.” This year, there are no new toys as yet. “We had an abundance of the Phanatic plush left over from last year, so we haven’t gotten the new colors as yet. People are very much buying them now.” Other toy items that the store sells include batting gloves and small wooden bats, and Oyo mini-player figures that can be assembled and positioned into different shapes, similar to LEGO figures.

Along with the vividly green Phanatic, plush team logo teddy bears, some with ball, cap and baseball jersey, others with little “P” logo sweatshirts, are popular, too. Some teddy bears are sold in sets with baseballs. There are team player plush figures, rainbowcolored llamas, and unicorns with team logos, too.

According to Gjellestad, “We display in categories and we have various sections for items, such as plush in one area, batting gloves in another, novelty items

Games, Playthings and Plush

like key chains and magnets elsewhere, and jewelry separate from that.” She related that this is the easiest way for game-time fans to come into the store, find what they want and get back to the ballgame. Licensed toys are all that the store carries in the large, two-level facility. “Upstairs, we have the Phanatic attic, and we have big baskets of the plush figures of all sizes there. We keep the children’s apparel section upstairs, too, which makes it easy for parents to find gifts and for the kids to shop, as well.” Additionally, the store occasionally posts photos of its toy items on social media, which adds to interest in the in-store toy displays.

In Hurricane, W.Va., Chad Rogers , general manager and head buyer at Sports Fanz reported that his topselling toys are “Big Shot Ballers from a company out of Lima, Ohio called Party Animal. They are a cross between an action figure and a bobble head, and we have them for baseball, football, basketball, and hockey and soccer, too.” He noted that the company also does a smaller “teeny-mate” version and mini figures with oversized heads that come in collectors sets. The collectors set are the newest toys in the store; many are unique. “Those are selling like crazy,” he added.

Rogers keeps toy items together by the type of sport they represent. “We try to keep the NFL toys together, and then basketball and baseball. We will put new

items prominently upfront in the store, if possible, we’ll even peg them to a big rack that we have.”

Whether college team or professional sports team, all merchandise in the store, including toys are officially licensed.

And in Omaha, Neb., at Husker Hounds, Manager Brett White has both plush toys and bouncy balls that

Continued on page 168

Toys Product News Brief

Aurora World Announces the Successful Relaunch of the Palm Pals Collection

Aurora World has announced the relaunch of its “Palm Pals” collection with a new and improved outlook due to the high demand and increasing popularity of these fun-sized pals. The Palm Pals collection is unique, high quality plush that fits perfectly in the palm of a hand. It doesn’t take much effort for a consumer to fall in love with this adorable line at first glance and be eager to collect them all.

“Our Palm Pals plush line, made from recycled pellets and polyester fills, has received a strong retail sell-through. With products flying off the shelves, Palm Pals is becoming an increasingly popular collection across all channels. Hence, we are relaunching Palm Pals with fun collectability aspects so all Palm Pals fans can be a part of the journey every step of the way.” said Aurora Senior Vice President of Sales and Marketing Michael Kessler.

This new Palm Pals efforts highlight a variety of new categories for Palm Pals – Zoo, Barn, Forest, Pet, Whimsical and Cravings collections. All together, the entire Palm Pals collection carries over 40 SKUs in the product line.

(For more information, visit www.auroragift.com or circle 106 on the reader service card.)

Customers who collect all the Palm Pals can become a Palm Pals Champion of the Season, according to the company.

Games, Playthings and Plush

Striving to be First (From page 167)

sell tops for him in toys. “Herbie, our Nebraska mascot, is a very popular plush toy. We also have super high bounce bouncy-balls shaped like basketballs with the Nebraska “N” logo on them. And we also do well with the corn-head foam hats, similar to the cheese wedge foam that Wisconsin fans wear.” He added that Nebraska team trading cards sell very well, too.

New this year are a Herbie plush with glasses and a graduation hat teddy bear, although the store is also “still selling surplus plush from last year due to the pandemic.” One new big seller is a puzzle – literally. “We have a new puzzle of the stadium in 3-D that has just come out and is doing super well for us.” Toys primarily come from companies such as Windcraft, which White said sell only licensed fan toys.

The 6,000-square-foot store focuses on cross-merchandising toy items throughout the store, according to White. “We also have a kid’s section that has all of our toys in it, and we do have our own section for the puzzles and hats together, and some of the fun small items like the bouncy basketball are up front by the register where kids can easily grab them. You can always hear them bouncing.”

Boys, girls and adults all love fan toys, with mascot plush and collectibles of favorite player figures being top sellers in sports toys across the United States. ❖

Top Toy-Selling Customer Service Tips

What customer service tips work best when it comes to selling toys? For this article, sports fan shops of all kinds give their advice.

At Baltimore Sports & Novelty in Owings Mills, Md., Owner Jeffrey Katzen and long-time Store Manager Geri Durham believe it’s all about “hands-on personal service.” Durham said “I’ve always known that’s what separates you from the big boys. You can walk in anywhere and get a product, but with so much competition between online and the big boys, customer service is a really important part of our business, sincerely important.” Both come naturally to Katzen and his manager, but it’s advice that newcomers should take to heart.

Going up the east coast to

Philadelphia, Pa., at the Phillies’ Citizens Bank Park, Karen Gjellestad, sales associate at the Philadelphia Phillies NFL team store, speaking for manager Megan Kelly, agreed that it’s all about customer service. She said that “We point toy items out to customers in the store. And any items that we are promoting, toys or anything else, we will actively show them to people. Right now, it’s our new home run hat that we promote in-store in that way.”

In Hurricane, W. Va., Chad Rogers, general manager and head buyer at Sports Fanz, reported, “I would say right now the most important thing is keeping your cool. We’ve had a lot of challenging customers recently, and we’re a bit short staffed like everyone. We try to do our best.” He

noted that it is important regardless of what you are selling. “We try to respond to everything as quickly as possible when people shoot us an e-mail, call, or come into the store.”

And in Omaha, Neb., at Husker Hounds, Manager Brett White said, “In general, we try to make people aware of the items that we have. People always look for our new, annually added Herbie design, and they usually sell out every year, so we point those out. Mostly customer service is about being proactive, making sure people can see the toys, and of course, we always ask if they need any help finding anything. It’s always important to know where things are, so we can show our customers exactly where to go.” ❖

Products to Soothe the Senses

The Lotion and Soap Picture at Boutiques

The Soap Kitchen, an artisanal toiletries boutique in Pasadena, Calif., had already been in business for 17 years when the pandemic upended retail. Nearly two years later, Owner Dali Yu still doesn’t feel comfortable offering in-person shopping at the 600-square-foot store, where “it’s impossible to do any type of social distancing,” she laughed.

Instead, Yu has relied on loyal customers and her own ingenuity to keep the business thriving — with online shopping, contactless pickup, and even a YouTube channel. All of The Soap Kitchen’s products are made from scratch on-site in a dedicated kitchen, using all natural ingredients and scented with essential oils instead of perfumes. ”People love to see how we make our soaps; it’s a really hands-on, old-fashioned process,” Yu explained.

Soaps and lotions have emerged as retail winners during the pandemic, as Americans wash hands more than ever to avoid contamination — and then rely on lotions to combat the resulting dryness. “People like our soaps because they don’t dry out your hands the way others do if you’re washing constantly,” Yu explained.

Mask wearing has led to an epidemic of acne, driving sales of specialty soaps that combat skin issues. “Our charcoal soap is one of our best sellers; people love it for healing breakouts,” said Yu. The Soap Kitchen’s charcoal soap is a blend of activated charcoal, which has medicinal properties, with essential oils of verbena, patchouli and sage for a pleasant fragrance. Also popular for sensitive skin is the tea tree face bar; coconut oil bath bombs and lip balms round out the top sellers. “People love giving our soaps as gifts,” Yu noted.

In Washington, D.C., Hunnybunny Boutique has also been sustained through the pandemic by what Managing Partner Andre Byers called “our hardcore customers.” “They already have favorites, so they’re not sampling,” explained Byers, whose daughters, Nya and Zuri, own the 6-year-old, 500-square-foot store.

Online and delivery still account for a greater share of sales than inperson shopping, but more patrons are visiting now than six months ago. Many are loyal clients with skin conditions like eczema, psoriasis and other

Rosé soap available at The Soap Kitchen. Because of people’s constant hand-washing during the pandemic, and the subsequent need to moisturize hands, businesses such as this are enjoying sales.

Lotions and Soaps

sensitivities, and they’re picky about their soaps and lotions. Byers said moisturizing bars are best-sellers in scents like lemon poppy seed, rose clay and lavender, with lotions to match.

Lori Abramov, who owns Soap Cherie in Brooklyn with Jennifer Ho , suffers from psoriasis herself, so she understands the clientele’s specific needs: simple ingredients, all natural, paraben free. In turn, Soap Cherie’s patrons are so loyal that in seven years of business, Ho and Abramov haven’t needed to advertise. The pair runs the business without any employees, relying on social media, email and word of mouth. “We’re in Williamsburg, which is a very tight community, and we also have a lot of online sales from people who visit Brooklyn and then order afterward,” Ho said.

Soap Cherie is known for body scrubs, the signature product, which feature 21 minerals and seven vitamins. Popular scents include winter orchid, “a very fresh flavor,” and lavender patchouli, “which is sweet with hints of vanilla,” Ho said. All the scents come in coordinating lotions as well as body oils, which feature a distinctive dry texture for those who eschew water-based products. “They’re very light, and you can use them on your hair as well as your body,” explained Ho. “Also, they’re visually gorgeous; they’re a best-seller at Urban Outfitters.”

All the products at Moon Valley Organics are made at a farm north of its Seattle retail outlet. Customers are to the organic, dye-

Continued on page 174

Dali Yu and her mother Eva Yu own and run The Soap Kitchen in Pasadena, Calif., together. Too small for social distancing, the shop still does not offer in-person shopping after two years of pandemic restrictions.

RSN 24

Lotions and Soaps

Products to Soothe (From page 173)

free products and the overall eco-conscious sensibility. Manager Sean Brewer explained that Moon Valley’s packaging is largely crafted from post-consumer recycled paper, and shampoo and lotion are available in bar format, eliminating the need for bottles. “People are leaning toward plastic free, and it’s something we promote as a more sustainable way to care for our body,” Brewer said. “We also try to grow as many of our herbal ingredients as possible.”

Medicinal plants like nettle, comfrey and calendula have healing properties and smell good. Brewer said lavender is the most popular scent, and that customers generally favor floral fragrances.

Sampling, a long time standby of personal care retail, is more complicated during a pandemic. Brewer has chopped up soap into sample size pieces for customers who don’t want to touch something others have handled, though he adds that people are generally less hesitant now. “It’s been little bit of a learning curve,” Brewer reflected. Business remains strong at the 100-square-foot outlet at Seattle’s famous Pike Place Market, aided by a big window display and ample foot traffic.

Americans have spent more time at home during the pandemic, and that tendency is reflected in strong sales of

Herbal Remedies Product News Brief NB

Nuwati Herbals Offers Herbal Remedies from Mother Earth

After 19 years Nuwati Herbals is going strong and still growing thanks to our many loyal customers! We offer retailers “Herbal Remedies from Mother Earth” produced by our Family USA business that include Tea Blends, Balms, Spa Products, a Pet line and a DEET FREE insect repellent. The Nuwati line can be found in a wide variety of venues, Gift Shops, Zoos, Museums, Coffee and Tea Shops, Spas, Hotels and more. With fun and interesting names like Bear in the Woods Tea, Indian Blanket Balm, Share My Blanket Tea, customers are inspired to reach for Nuwati products! (For more information, call 314-962-5229, visit www.NuwatiHerbals.com, or circle 65 on the reader service card.)

Soap duo boxes are available at The Soap Kitchen. The 17-year-old store is conducting business with online shopping, contactless pickup, and a YouTube channel.

For 19 years, Nuwati Herbals has been offering herbal remedies with fun, interesting names that inspire sales.

home products like incense at Taj Mahal Imports in Los Angeles. “People are buying a lot of it,” said Manager Wahid Rahaman . For 20 years, customers have flocked to Taj Mahal for raw shea, mango, and cocoa butters; more than 3,000 essential oils; Afro-Caribbean products like Jamaican black castor oil; and the store’s own line of lotions made from ingredients like hemp, goat’s milk, olive butter and green tea.

But the most popular single category, hands down, is the vast selection of African black soap. These are made according to a traditional method from plantain skins that are dried and then roasted with oils and cocoa pod ashes in a clay oven. Taj Mahal carries African black soap in a variety of formats and brands, from Nubian versions to body wash, lotions, and soap by the pound. “We sell an awful lot of black soap, and people know us for the variety that we have,” Rahaman said. ❖

Colorful soap loaves photographed at The Soap Kitchen. Essential oils, not perfumes, are used during the soap-making process at the store.

Colorful bars of soap are part of the inventory at The Soap Kitchen. All of the store’s products are made onsite in a kitchen using allnatural ingredients.

Gifts from the Road Merchandise at Travel Centers and Truck Stops

By Sara Karnish

Truck stops and travel centers are usually viewed as service providers, in a way, offering necessities to motorists and truck drivers —namely gas, food, and restrooms. These staples remain at the core of these facilities, although many have expanded into multi-faceted enterprises, with everything from restaurants to car museums, casinos to chapels. And many carry a wide selection of gifts and souvenirs. These venues do not just cater to long-haul truckers. Instead, travel centers and truck stops welcome a broad customer demographic—many of whom are regular shoppers. First-time visitors are often pleasantly surprised by the broad selection of gifts, if not a full-fledged gift shop, at many of these locations.

“My grandfather’s famous quote is ‘the only thing that doesn’t sell is merchandise left in storage.’ We sell all sorts of knickknacks that are cute and elegant all the way to downright weird,” said Raina Shoemaker , owner of Shoemaker’s Travel Center in Lincoln, Neb. “Some of our best-sellers are our big blankets with a variety of animal and pop culture prints on them. Last year I found a sour candy on Facebook called Sour Strips and they’ve been a big favorite to customers and staff. Lastly, our Husker section is a favorite for all types of customers. The Huskers are our pride and joy here in Nebraska and it gets wiped out [for] almost every home game.”

Travel centers and truck stops carve out their own niche in gifts and souvenirs by stocking merchandise unique to their physical location and surrounding geographic area. Lincoln Tarantino , general manager of Clines Corners in Clines Corners, N.M., and Glenda Garcia , gift shop manager at Russell’s Travel Center in Glenrio, N.M., are located along historic Route 66, and they say this alone helps to drive merchandise sales. “Anything we brand with the Route 66 logo—shot glasses, T-shirts [sells well], and anything that’s unique,” Tarantino said. “We offer our own proprietary Clines Corners merchandise, and anything with a New Mexico theme—we tie it in as much as possible. We do a fair amount of business with our T-shirts. Our authentic Mexican bajas sell well. We sell fireworks because so many other stores

Continued on page 178

Della Russell, left, merchandising specialist, with Laura Palmer, stock manager, photographed at the St. Regis Travel Center working with the custom collection, “Live on the Bright Side” that features apparel, drinkware, stickers, and hats.

Truck Stops and Travel Centers

around us have them. We also have a decent specialty counter with a focus on handmade Native American jewelry from the Navajo and Zuni tribes hand-picked by our owner.” Garcia counts the Route 66-themed merchandise among their best-sellers, along with “the NFL-type stuff. We’re between Denver and Dallas, so they sell well. New Mexico-themed or name-dropped merchandise. We sell a lot of wind chimes. We sell a lot of stuffed animals. We sell a lot of Russell stuff,” she said. “We have so many tourists coming in from I-40—we definitely have a plethora of people coming through, so we should have something for everyone. We also have a kind of 60s retro theme, so things with Elvis, Marilyn Monroe, and John Wayne do well for us. We also sell a lot of women’s clothing—stuff you won’t find anywhere else. Cowboy hats. Puzzles.” Garcia added, “Everyone is our customer! We have some regulars. We have a lot of truck drivers who stop in and do some shopping. People who live locally, though we get people from within a 100-mile radius who come in specifically to eat and shop. Different tourists who come in and are surprised at everything we have to offer. We also get a lot of tour buses from other countries who are touring the U.S.” (Customer demographics have changed—significantly, in many instances—due to COVID-related travel restrictions).

Huckleberries—in their original form or huckleberry-infused products—are the hot commodity at St. Regis Travel Center in St. Regis, Mont., according to Owner Muffy Bullock . “Montana wild huckleberries have a short season and can’t be cultivated, and they are delicious. Our visitors can’t wait to try them! We have sold over 90,000 huck-

leberry shakes in the last 12 months and everything huckleberry is popular,” she said. “We carry preserves, syrup, licorice, taffy, lip balm, lotion, coffee, tea, bath bombs—you name it—if it is huckleberry, we will try it!” She added, “Montana T-shirts and sweatshirts [are] always a top souvenir to remember a great trip to Montana. Jewelry, purses, lotion, socks, mugs—we carry over 400 gift vendors, so we carry all sorts of categories. Made in Montana is always popular, and this year, bee, sunflower, rocks and crystals, peacocks, trees and mountains were all popular collections.” Bullock pointed out most of her customers are “visitors to Montana—mostly families. Hikers, campers, et cetera who want to enjoy and explore the great Montana outdoors.”

Tarantino said, “The primary goal for the owner of Clines Corners is to get customers off the freeway. We have 72 billboards surrounding our establishment. We have about 65 billboards going east. Whatever we can put on those billboards advertising Clines Corners, we do it so people know what we have.” In keeping with the retro Route 66 theme, Tarantino said, “We have a lot of nostalgic stuff, including the old school candy that’s hard to find, like Beech-Nut gum, candy buttons, candy cigarettes. Our homemade fudge is very popular. We try to appeal to every customer. We want to give them a reason to stop for something besides fuel, food, or the restroom.”

Because customer demographics at these businesses are so broad, travel center and truck plaza operators likely carry an even wider selection of merchandise than the average souvenir, gift, or novelty shop. There

Tammy Lowry, left, gift/clerk/merchandise, with Cassie Woodson, gift shop manager, photographed in front of a display of a popular outdoor collection at the St. Regis Travel Center in St. Regis, Mont. The staff mixes products from different vendors to create displays with coordinating colors and various textures.

GIfts from the Road (From page 176)

is a bit more opportunity for buyers to get more adventurous with their stock. “I think 5% to 10% of your merchandise should be items that stretch your usual look. You will have some losers, but you will also have some winners!” Bullock advised. “On the losers, don’t beat yourself up. Pull them off the floor and run an annual sale, get your money back, and try again.”

As Shoemaker points out, any merchandise not on display won’t sell. Retailers have taken this philosophy to heart and utilize several merchandising methods for displaying items. “After being here for 11 years, I’ve learned what’s more eye-catching. You have to put a lot of effort into making everything look nice,” Garcia pointed out. “We put [items] so they go together. We do grouping—jewelry with jewelry, NFL with NFL.” Shoemaker’s other effective tip? “Put things at the eye level of the customer you’re trying to attract. For example, kids’ toys go on the bottom shelf or the lower level.” (Shoemaker’s Travel Center’s retail operation consists of 7,500 square feet). Bullock suggested

spending a bit more on quality display fixtures. “Buy new fixtures and display items every year. Invest in good materials so your merchandisers have new and creative items to build attractive displays.” Bullock has 6,000 square feet for gift retail, 15,000 square feet for total retail including convenience store, restaurant, casino, and restroom.

Tarantino said when it comes to displaying merchandise, the idea of “less is more” does not apply—rather, more is definitely more. “We have T-shirts hanging on racks, ponchos hanging on racks. We have curios and souvenirs on shelves, racks, on walls and in display cases. We want to bring the customer in. We’re open 24 hours a day, so they can come in at any time and look around. We have some higher-end authentic merchandise (such as the handmade Native American jewelry), and just a wide range of merchandise. Wherever we have an empty space on a shelf or rack, we put something in the space.”

Rather than just use the facilities at a travel plaza or truck stop, it’s in the customer’s best interest to browse the gift selection at these venues for a few moments. They could find the perfect item for themselves or someone special, or a unique “must have” item they didn’t know they were searching for. ❖

Adjusting to the Times How Party Stores Are Operating in a Changing Party Environment

By Sara Karnish

Celebrations may be smaller in scope right now, but the atmosphere is no less festive, according to balloon and party supply retailers. “People are doing smaller home parties but decorating them more and making them more special,” said Melody Yesberg , owner of Celebrations Unlimited in Festus, Mo. “We’ve had to pivot. We used to do a lot of church functions, but that’s been put on hold. We’ve had to find a new niche. People’s budgets are higher than what a typical home party would be. They want to make the [event] special.”

Gary Krekelberg , owner of Party Land in Sioux Falls, S.D., said his business did not shut down completely as many others did throughout most of 2020. “We remained open all the time. There were only a few months where business was really bad, and that was during graduation season. It seems like this last graduation season, people made up for it. We never shut down—people were just more cautious.” Krekelberg pointed out certain categories did better than others. “This past year was probably our strongest year, and we’ve been open for 20 years. I think the trend is [the party business] will continue to get stronger. A lot of that is in balloons. I’m not sure why. Some of the trends in balloons are anagrams, orbs, and bubble balloons. The balloon business is strong and will continue to get stronger. The issue we’re having is getting product in stock. We have about six colors that are very popular, and we can’t get them. People are understanding and will pick another color,” he said. Krekelberg is doing huge business with the large mylar number balloons for birthdays and anniversaries. “If it wasn’t for those, we probably wouldn’t be able to stay in business,” he said. “They got very big because of Pinterest. Those number balloons are something like $12.50 apiece. My biggest tip for selling more balloons is to advertise that you do them. Display them as much as you can. The top of my 6-foot counter is full of photos of our balloon work. We sell a lot from the photos. I also think we do the best balloons in town. That’s just a fact—I’m not bragging. And word of mouth after 20 years in business hasn’t hurt us any.”

Continued on page 182

A view of the sales floor at Partyland. The store displays photos of its balloon work on a counter, and sells a lot of jobs from the photos, according to the owner.

Employee Skye Cehen of Dakota Party. Unicorn and dinosaur balloons are top sellers for the store, according to the store’s owner.

Party Stores

Adjusting to the Times (From page 180)

Jack Wellman , owner of Dakota Party in Rapid City, S.D., said he has seen a tremendous uptick in balloon sales, as well: “Large number, mylar balloons are the best-sellers. Their popularity was growing prior to 2020, but it seems to have increased at a much higher rate. Then balloons and colors that match trends and party themes. Unicorns and dinosaurs are still top sellers, for example.” Josephine Latini , owner of It’s MY Party in Williamsport, Pa., said customer satisfaction is her top priority, and she will special order items as needed. “The thing I worry about most is helping the customer and having what they want. Balloons are harder to get—many things are on back order. The trends in balloon colors are pearl pink, pearl white, and silver. Also rose and ivory. I’m also selling a lot of a eucalyptus pattern in an ivory, emerald green, and gold combination that really looks sharp. People are doing the big number balloons, mostly in gold and silver. If a customer wants a different color, I’ll call one of my companies and do a special order. Not all companies are carrying the same colors that they used to. There have been some discontinuation of colors, and some are hard to get,” she said.

Yesberg is also seeing strong sales of the mylar number balloons, and suggests having as many examples of balloons and balloon work on display as possible. “We sell more of whatever we have on display. We can sell something directly off a shelf and tell the customer, ‘This is what it looks like, size, et cetera.’ Pictures do

The Question of Selling Candy

Candy adds a sweet touch to any celebration, but not all party retailers carry it.

“We do not sell candy,” Krekelberg said. “We looked into selling the colored M&M’s and were told we had to buy the whole display, including all the colors. It was quite an expense to get into them. We do sell bags of the round, pink candy-coated chocolates for baby showers, and

not show the proportion of the design. With the number balloons, the parties are smaller, but people are spending more on the décor. They want to make a great photo background— that’s been really popular. There are many trends I’ve seen and have tried, but they haven’t caught on here. I try new things cautiously, so I’m always trying something new. I’m not one to go all in. I’ll try something small and see how it goes. You have to see what your market does. You have to try to find what works with where you are. Know your market, and you learn it through trial and error. You have to change with the times, and the economic times. It’s been an interesting year and a half, two years, but our sales are back to their pre-2019 levels.”

Besides balloons, party retailers note strong sales in paper goods and flatware. “I [sell] a lot of solid colors in the plates and napkins to mix and match and coordinate,” Latani said. “Sometimes you need a plain place setting because too much pattern gets too busy.” Retailers said the licensed products, especially for kids’ birthday parties, is still in high demand. “Best-selling themes are unicorns, dinosaurs, Mickey and Minnie Mouse. Milestone birthdays are also at the top of the list. We’ve also seen strong sales in seasonal this year, such as graduation parties, patriotic, and themes such as luau,” Wellman noted. As far as overall trends, Wellman said he is just seeing a huge demand for balloons and balloon bouquets. “We’re also seeing an increase in customers doing their own balloon art décor

they seem to do well.”

Yesberg has been part of the M&M ColorWorks program, but has been notified about changes to the program. “We were notified the company will be discontinuing selling to stores,” she said. “We want to take out the ColorWorks display and put in more high-end gifts. Our goal is to have a bigger section of more specialty candy. We do have a little bit of candy,

but will be expanding our selection.”

Latani sold candy for a time, but discontinued it due to poor sales. She said she does sell bagged candy for pinatas.

Wellman said, “We sell a small amount of candy. Specialty candy is an area I will expand as we are seeing growth in the candy we sell and more customers requesting candy.” ❖

Gary Krekelberg, owner, Partyland, Sioux Falls, S.D. “This past year was probably our strongest year, and we’ve been open for 20 years,” Krekelberg said.

and looking for supplies to create their own decorations,” he added.

In Krekelberg’s market, he said, “I’m not really seeing anything new as far as trends. People are getting back into larger parties. During COVID people were doing the sidewalk drive-bys. We didn’t sell a lot of packaged items for a year because nobody was throwing in-house parties. Now people are getting back into having parties for 30, 40 people, renting rooms, setting it up. We’ve been doing a lot more deliveries for balloons. [For themes] luau and casino are not as big as they used to be. People are keeping it pretty simple for birthdays, but the licensing is still quite popular.” For party supplies, Yesberg said, “We do a lot of décor. We may not have the lowest price on tableware, so customers may take that business elsewhere, but they come here for décor, whether they buy it here or we create it here. Anything from centerpieces to demi-arch garlands or pre-packaged items to go with a theme.”

Although the scope of many parties has gotten smaller, retailers are noticing customers are celebrating more milestones, from Sweet Sixteen birthdays to life milestones like retirement. “Customers are reverting back to the traditional and having smaller parties,” Latani said, “but with weddings, the brides are going big! I’m talking 125 or 200 people. People want to get out—they are tired of being in the house.” Latani noted she is also seeing more memorial services, which is always difficult. “I’m seeing them anywhere from 25 to 150 people. I can’t tell you how many people have come in for patriotic plates and napkins. We’re doing a lot of memorial services,” she said.

Party goods and event rental businesses were among the hardest hit by the COVID-related shutdowns and event cancellations. In 2021, events of all sizes are getting rescheduled, causing an uptick in business, and retailers said they have learned important lessons over the past year. Latani said she is more “moneyconscious. I don’t have a lot of overhead. I try not to order too much and have more than I need.” Wellman noted, “We have remained open and have modified operations as needed to account for staffing issues, cleaning et cetera. For example, due to tight staffing, we are open less hours than prior to 2020, which will probably continue for the near future.” He added, “As with other industries, supply chain issues require more time finding and keeping inventory in the store is a priority. Prior to 2020, we were expanding our balloon operations to include more balloon art (arches, decorating, et cetera) but have put that on hold because of the tight staffing and continue to push our retail side of balloons.” Yesberg said the last year made her take a long look at every aspect of her business. “It’s really made us look at what sells and what doesn’t sell. I’ve been in business for 35 years, and there’s a lot of the same old, same old. [The past year] made me really look at what’s working, and we’ve really streamlined our operation. For instance, we probably had too many employees at one point. I’ve seen if you stay busy and do your job, you don’t need as many people. You’re more efficient.”

A merchandise aisle with number balloons on display from the ceiling at Partyland in Sioux Falls, S.D. Purchased for birthdays and anniversaries, number balloons are doing a huge business, the owner said.

Owner Jack Wellman of Dakota Party in Rapid City, S.D. Wellman said he has seen a tremendous uptick in balloon sales. “Large number, mylar balloons are the best-sellers,” he said.

Best-Selling Merchandise for Christmas

Pharmacies and florists often make an excellent stop for holiday merchandise. At both types of stores, for this article owners and staff members explained some of their top gift items. It’s not just floral arrangements that make a holiday present at florists anymore, and pharmacies offer a surprisingly wide selection of gifts and décor.

At Thistle in Tucson, Ariz., Owner Carly Wilson revealed that during the Christmas season, her store does “very well with physically small, medium-priced, luxury items like scented candles and soaps.” The store has a wide selection that falls under the category of goods, she said, from sweet baby toys to botanical pins and copper candles, canvas tote travel bags and designer chocolates.

“We think of them as the kinds of presents you’d give your mother-in-law. You wouldn’t necessarily buy the item for yourself, but it makes a great gift for a variety of people because it’s slightly non-personal.” She noted that throughout the year these items sell as add-ons for floral arrangements, but at holiday time they are often purchased as stand-alone gifts. And she offers potted plants as well as cut flower arrangements.

At her 600-square-foot shop, Wilson said the best way to create interesting Christmas displays is to reveal some of the decorative items they also sell along with gift items. “We bring in a lot of holiday specific merchandise like ornaments, and we also make wreathes and garlands. So, we change the store’s décor to reflect that, hanging ornaments that we can also include with arrangements as displays along with things like origami snowflakes. We really create a holiday theme.”

In Taos, N.M., at the 2,200-square-foot Buds Cut

Flowers and More, Owner Eva Martinez said her store carries a lot of special occasion gifts for all seasons from gift baskets and chocolates to plants.

During the holidays “We have candles and chocolates that do very well, we sell a great deal of

those along with flowers and plants as well as separate items. And we also sell a lot of ornaments and nativity scenes that people will buy for décor-related gifts.”

Martinez’ best Christmas displays focus on color themes. “We have a tree that is blue and white, one red, one green. In each little space in my store, I am color-themed in general, and it continues through Christmas with gift items and flowers.”

“We bring in a lot of holiday specific merchandise like ornaments, and we also make wreathes and garlands. So, we change the store’s décor to reflect that, hanging ornaments that we can also include with arrangements as displays along with things like origami snowflakes. We really create a holiday theme.”

Moving from florists to pharmacies, in Beaverton, Ore., Sales Associate Lucinda Santos also assists with merchandising at Beaverton Pharmacy. Santos said the best-sellers at the pharmacy in the gift category revolve around two main companies: the Willow Tree figurine collection for adults, and Melissa and Doug toys for children. “We carry a huge selection of the toys, they’re a bit unique in our area, and that is the same for Willow Tree. During the holiday season we carry a whole collection of Christmas Willow Tree items. I think both the uniqueness and the ease of just coming into the store to handle other needs and being able to walk out with a great gift are what makes these items so popular.” She added, “We also do toy sales to draw customers to those children’s gifts, sometimes it is buy-one/get one half off.”

The gift store section carries a wide range of other products too such as candles, scarves, travel mugs, jewelry, magnets, picture frames, and wind chimes. They

- Carly Wilson, Thistle, Tucson, Ariz.

Pharmacies and Florist

even carry items from local artisans including merchandise from Seven Soaps for Seven Sons.

All products and displays change seasonally – currently, autumn and Halloween themes dominate. The gift section’s top Christmas displays feature holiday trees with gifts under them, she said. “We really create a kind of Christmas wonderland shop in here. We create a whole specific holiday section in the gift department, with various gifts around the trees.” But the bottom line, Santos said is that “The best Christmas displays make it very shoppable for everyone,” with gifts that are easy to find and appealing to see.

At Ostroms Drug Store in Kenmore, Wash., gift store Manager B.Z. Davis related that her Christmastime sales are robust and include a variety of merchandise such as “clothing items, jewelry, bath products, plush, and decorative items – what sells best in that last area is anything lit that has movement.” The family-owned store has a very eclectic selection including jewelry from Boma, such as artisan-made sterling silver earrings; as well as DaVinci collectible beads. They offer chocolates from Fran’s of Seattle, thrown ceramic mugs, and purses and bags such as Baggallini brand along with a wide selection of seasonal greeting cards.

For Davis, the best gift displays involve “cross-merchandising and of course the use of holiday trees. The trees are a part of a good holiday displays.” She related that “One of my favorite things that we do here is have

our staff write small personal notes about the items that they really personally like around the holidays.” She pointed out that the notes are all “handwritten, almost like little love notes, and we post them by each item. The notes speak to what our staff members really like about a given item, which makes it special.” Davis added that “We have an amazing sell-through when we post those notes. People really take the time to read them. We do that all year ‘round, not just seasonally, but they are really especially helpful at Christmas time when people can use the notes to make buying easier when it comes to finding gifts for so many others.”

Turning back to the floral and gift category, Mark Ballis , owner of Basket Butler in Tucson, Ariz., said his top gift categories are “everything from food items to holiday decorations for Christmas or Hannukah. We pretty much always include a dishware item, such as a cup and saucer or cutting board and mugs. My number one best-seller is our Taste of Tucson which is tailored to local products, and I can decorate that with a holiday theme.” He can include plants or flowers as a part of a gift basket or create separate bouquets seasonally as well. The uniqueness of his business lends itself to displays on social media of his seasonal creations which also link to his webpage directly, he said.

From flower shops to pharmacies, gift items are a strong and growing category, particularly during the hectic holiday season. ❖

Advice for Customer Service Training

Asked for their top customer service training advice, owners and staff at florists and pharmacies interviewed for this article offered these insights:

At Thistle in Tucson, Ariz., Owner Carly Wilson revealed, “I think just being engaging is the best thing any staff member can do. It’s especially so when someone comes into the store, if it is clear someone wants to chat. We want to provide a personal experience for our customers.”

In Taos, N.M., at the 2,200-square-foot Buds Cut Flowers and More, Owner Eva Martinez said, “You should always acknowledge customers

when they walk in, that’s number one, we say. Always engage them personally and ask them what they need. That’s the best customer service.”

In Beaverton, Ore., Sales Associate Lucinda Santos, who also assists with merchandising at Beaverton Pharmacy, said, “Customer service should include lots of one-on-one shopping help when it comes to gifts. We show them what we have, and we make it a point to show them that we appreciate and welcome them, including by holding customer appreciation sales during seasonal times.”

At Ostroms Drug Store in Ken-

more, Wash., gift store Manager B.Z. Davis related that her best customer service training advice is “offer friendly suggestive-selling ideas and always greet the customer. Another part of customer service of course is having good displays and placement in the store and providing new information about merchandise through social media and for us, through our aggressive email campaign.”

And according to Mark Ballis, owner of Basket Butler in Tucson, his best customer service training advice is “be honest and listen to what the customer wants.” ❖