Independent Retailer 12-13

Go Back to www.IndependentRetailer.com GIFTS, NOVELTIES, SOUVENIRS & MORE

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PRODUCT SOURCES, RETAIL NEWS & INTERNET STRATEGIES

2014

NEW PRODUCTS BUYING GUIDE page 26

Building In-store Loyalty SEE IT, BUY IT, SELL IT AT ...

page 84

Using the Web to Create Lifelong Customers

page 66

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contents

December 2013 | Volume 25 | Number 1

New Products Buying Guide

starts on page 26

NEWS

14 By the Numbers 16 Postal Hike Challenges Retailers

GIFTS & SOUVENIRS

20 Gift Within A Gift Doubles Sales 22 Vintage Inspired Gifts

NEW PRODUCTS

26 Souvinart™ Image Centers 28 High Powered Flashlight Doubles as Phone Charger 30 Weighted Health & Fitness Glove 32 Pampered Paws Pet Care Products 34 500 Lumen Tactical Flashlights 36 Girly Garter Stores Money & More 38 DoorJammer™ For Privacy & Security 40 Bottle Docker® Beverage Carrier 42 Fashion Jewelry Conceals Lip Gloss 44 Man Medals™ Novelty Pins and Magnets 46 Plush Animal USB Flash Drives

APPAREL

48 How to Sell Spring Fashions Now 50 Casual, Cozy & Stylish Apparel

JEWELRY & ACCESSORIES 54 Hot Jewelry & How to Sell It 60 Spring Jewelry Hits

WEB PROFITS

62 Responsive Design or Mobile Site?

66 Make First Time Buyers Lifelong Customers 70 Wholesale Supplier Directory

SUPPLIER PROFILES

74 Anton International: R/C Choppers, Cars & More 76 Boutique Window Drives Store Trac

MARKETING & MANAGEMENT

80 5 Tactics for Eective In-Store Marketing 84 Building In-Store Loyalty Online 86 Boost Revenue Through Employee Engagement 88 Building Your Business With Instagram 90 Technology For Retail Loss Prevention

CLOSEOUTS/LIQUIDATIONS

94 Nubani Distributors Expands in 2014 98 Moneymaking Strategies From H&J Liquidators & Closeouts 102 Closeout Supplier Directory

TRADESHOWS

108 December 2013 — January 2014 Tradeshow Calendar

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by the numbers

Valentine’s Day

Gifts Most Often Given on Valentines Day (Allowing for multiple gifts given)

196 Million Roses produced for Valentine’s Day.

$403 Million Revenue of domestically cut flowers.

24,600

Cards Candy Dining / Eating Out Flowers Jewelry Clothing Gift Cards Other

52.1 % 47.5 % 34.6 % 34.3 % 17.3 % 14.4 % 12.6 % 11.2 % 10%

20%

30%

40%

50%

Number of florists nationwide.

123,600

Men spend nearly twice as much as Women, shelling out around $175 compared to $88 for women.

Number of people employed by florists.

73% Percent of flowers bought by men.

14%

$2.2 Billion Annual revenue from jewelry stores.

Percent of women who send themselves flowers on Valentine’s Day.

27,484 Number of jewelry stores in the U.S.

Super Bowl Sunday

Number of people employed by these establishments.

Households will buy furniture, such as entertainment centers, chairs and couches.

Fans will buy team apparel or accessories to support their team.

$68.54

7.5 Million

will be spent on new televisions for viewing parties, snacks, décor and athletic apparel by the average game watcher.

will buy decorations.

360 Million 45% Glasses of sparkling wine

will be served during the holiday season.

14

38,794

3.9 Million

17 Million

New Year’s Eve

1,233 Number of locations producing chocolate and cocoa products.

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of Americans make New Year’s resolutions.

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news Postal Hike Challenges Retailers UNDER A proposal by the U.S. Postal Service (USPS), first-class postage stamps could rise to 49 cents, or 6.5 percent, and pricing for other mail, including postcards and packages, would also rise on Jan. 26, 2014. The increase would raise about $2 billion in additional revenue a year, and requires approval from the Postal Regulatory Commission (PRC). Rep. Darrell Issa (R-Calif) said in a statement: “The rate increase poses a direct threat to the 8 million private-sector jobs that are part of the mailing industry, as businesses shift from paper-based to electronic communication and mailers are priced out of business.” Among multi-channel retailers that rely on mailing everything from full catalogs to postcards to prospect and draw customers to stores or ecommerce sites, the proposed rate hike could drive

many to evaluate less expensive alternatives.

In an open letter on its website, the American Catalog Mailers Association (ACMA) warned that prices for Standard Flats used to send full sized catalogs could go up as much as 10 to 12 percent. As a result, multichannel retailers may choose to reduce catalog circulation and send frequency, or turn to less expensive forms of mailing such as mini catalogs. These books have fewer pages than full-size books, yet allow companies to cut production costs without sacrificing circulation or frequency. Mini catalogs mail at the cost of a standard automated letter, and provide up to ten pages to promote products. They can cut mailing and production costs by a third, helping to offset the increase in mailing costs, according to the ACMA. ■

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gifts & souvenirs Gift Within A Gift Doubles Sales WITH THE holiday buying season in full swing, retailers stand to make 20 to 40 percent of their annual sales in November and December. Inexpensive, add-on items such as Don’t shake it!™ sound effects for gifts can help merchants reach their sales goals. Users simply turn on Don’t shake it! and place it inside a gift box. The sound is activated when the box is moved, masking what is inside to provide additional suspense.

Patent pending Don’t shake it! is available in two versions: pre-recorded with sound effects such as breaking glass, a car alarm and a cash register, and a recordable version. The company also provides downloadable samples, including a siren and a barking puppy, on its website and on a free mobile app.

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December 2013 | INDEPENDENT RETAILER

Creative & fun hints In addition, product creator and company owner, Neil Adams, suggests consumers get creative with Don’t shake it! by recording sounds that hint at what is in the box. “A lot of kids, including my own, like to get video games and video game accessories as gifts. I will go online and record a sound effect related to the video game I’m giving, using my recordable Don’t shake it! and put it in with the gift. When my kids shake their gifts, they hear a sound effect that they recognize, and they have an idea what might be inside. They can’t open the gift until their birthday or Christmas, but they have a lot of fun shaking the gift,” Adams reports. This idea works with almost any gift, he adds.

The notion for Don’t shake it! came to Adams from his own youth. “When I was

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a child,” Adams recalls, “I would put pennies and marbles and other things in with a gift, so that when the person shook it they would have a hard time guessing what was inside.” That practice came to mind when Adams was wrapping a present not too long ago, and after doing some research he created Don’t Shake it! “We have received a lot of positive feedback,” Adams notes. “People are excited to buy if for their holiday gifts.”

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The gift box is wrapped in red paper with a gold ribbon, and has a lid so people can open it and see the Don’t Shake it! inside. “People shake the demo gift box and hear the sound effects, and experience the product first hand,” Adams points out. “It is a great sales tool.” In addition, the firm has developed a video with examples of how the product can be used, which is available on dontshakeit.com.

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gifts & souvenirs Vintage Inspired Gifts KEEPING UP with the latest gift trends and, more importantly, choosing which to pursue is not a straightforward job for indie retailers. While it is easy to spot recurring themes in the market, it is not quite as simple to distinguish which are firmly rooted, and which are temporary fads that could be over in an instant. While some retailers may be lucky to profit from a fad, a trend can offer a greater chance of success. Of the trends currently emerging in the industry, vintage inspired gifts may offer the best potential for retailers.

No matter what type of gift retailers are seeking, it is possible to find a vintage inspired version. Bath and beauty products can be presented in beautiful, vintagestyle apothecary bottles. Homeware gifts are utilizing traditional crafts techniques, including appliquĂŠ and

by Charlotte Biggs

screen printing. Stationery and wedding categories are finding a new love in vintage letterpress. Vintage inspiration can even be found in the children’s gift market. A growing number of designers are choosing to create wooden toys, while soft toy designers are using traditional crafts such as knitting and crochet.

In recent years, the gift industry has seen the rise of the modern arts and crafts movement, and a growing desire to be environmentally responsible. Rebelling against the throwaway culture, a number of designers and makers are transforming classic, recycled and upcycled materials into new and unique gift products.

These eco-friendly gift lines bring life to vintage goods that would have otherwise been discarded. continued on page 24

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Wholesale Sterling Silver Jewelry Serving Retailers and Volume Purchasers for Over 30 Years Huge Selection of CZ, Marcasite & Plain Silver Jewelry at Unbeatable Prices 1107 Fair Oaks Ave #75, South Pasadena, CA 91030 Tel (877) 622-3522 Fax (818) 332-4200 www.teeda.com In-store sales not available. Some items pictured are not actual size.

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gifts & souvenirs Vintage Inspired Gifts continued from page 22

Buy local for authentic craftsmanship Alongside vintage materials, there is a growing interest in applying traditional techniques to the production process.

This offers an exciting opportunity for retailers, who have greater choice in buying locally made products and high quality gifts with authentic craftsmanship. The trend for vintage-inspired gifts offers great diversity, not only in terms of sector, materials and production, but also in style. Within the luxury stationery and gift collection of Rifle Paper Co., retro-inspired illustration alongside vintage botanicals is popular. Similarly, card and gift brand, Night Owl Paper Goods, has developed its signature design style incorporating traditional

24

December 2013 | INDEPENDENT RETAILER

letterpress printing. The Cambridge Satchel Company is showcasing vintage style school bags with a modern, bright neon color palette.

Today’s modern take on vintage means buyers are no longer restricted to oldfashioned products or styles. The mix of contemporary aesthetics with vintage inspiration creates unique, quality gifts, and exciting options for retailers. With vintage-inspired gifts, merchants have the chance to make the most of a trend that is firmly rooted and diverse, and offers stylish gifts that stand out from the crowd. ■Charlotte Biggs is the director of greeting card and gift directory, Piccadilly Lane, and the founder of online industry showcase, Card & Gift Blog. With ten years experience in the gift industry, Biggs helps greeting card and gift companies promote their products online. For more information, visit cardandgiftblog.com and piccadillylane.co.uk.

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new products Souvinart™ Image Centers SOUVINART™ IMAGE Centers by Pictoura are touch screen kiosks that allow consumers to select and produce high quality images on fine art canvas in minutes. Owing to a brand new process and cloud technology, tourists, travelers and everyone can create a spectacular gift or keepsake for low cost. “We have a world gallery of more than 40,000 images, and we make each Souvinart kiosk location specific. We load each unit with around 200 images that are relative to a retailer’s facility and the surrounding area,” explains Mitch Rapoport, director of marketing at Pictoura, a travel and photography company. The firm was founded

by Marc Miller, a world explorer and photographer.

Custom and personal photos Souvinart kiosks also can be loaded with specific images retailers want to offer their customers. “For instance, we just placed a kiosk at the Mohonk Mountain House, a historic Victorian hotel in the Hudson Valley, New York. The resort looks like a castle on top of a mountain. We used their pictures, which our artists refined, along with historic and contemporary images of the surrounding region,” Rapoport reports. Each image used by Souvinart is perfected by in-house artists, and prints out on pre-stretched fine art canvas made by a 500-year-old German company. The prints are available in 8 by 10 inch, 12 by 15 inch, and 16 by 20 inch sizes that are ready for framing and come packaged in a tube.

Souvinart Image Centers take up little space, keep customers in the store longer, and generate a fresh revenue stream and high profit margins. “Our transaction fee plus the cost of the material for the largest print is 26

December 2013 | INDEPENDENT RETAILER

$14,” Rapoport continues. “Retail is around $36, so the merchant is working on a greater than 250 percent markup. Any retailer that has a funnel of traffic would benefit from selling this product.”

App for smartphones, tablets & laptops To help retailers generate even more traffic, Pictoura is releasing an app that will allow people to upload their own images from smartphones, tablets and laptops to the firm’s cloud server and download them to the nearest Souvinart kiosk. The app will include features that enable consumers to fine-tune their photos, view the results at the kiosk and create a print. “This application will bring more people to the retailer than they normally would have seen,” Rapoport notes.

Buying details To get started with Souvinart, the minimum purchase order is the kiosk, which is sold at or near cost, according to Rapoport. Several models are available, including 42-inch, 32-inch and 22-inch podiums, and a countertop model. The largest of the kiosks sells for $7,995, and the 32-inch countertop model costs $6,495.

The printer, software, custom branding and support signage are included, along with $800 worth of ink and materials to produce several hundred prints. Retailers are invited to contact Rapoport for samples. ■

Pictoura.com Tel.: 845-384-1403 Email: mitch@pictoura.com Website: www.souvinart.com

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I NDEPENDENT R ETAILER.com | December 2013

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new products High Powered Flashlight Doubles as Phone Charger NEW AGE Discoveries is dedicated to carrying products that reflect the brightest ideas in new products. The company recently introduced Light N’ Charge portable emergency cell phone chargers and flashlights, available in standard and XL sizes.

“Portable chargers are really hot this year,” states Josh Eastman, company partner.

“Light N’ Charge solves the universal problem of a dead cell phone, and can charge a phone while in a pocket or purse. Everyone in the world needs to have one.

It also can charge any USB device, including iPods, Nooks and Kindles, so it is really handy.”

Light N’ Charge units will power most cell phones up to two full charges, and the products are made of all aluminum construction. “The units contain rechargeable battery packs made by Samsung, which is the best battery available, and they can be charged hundreds of times.

The sheer power of the XL, and the fact that both Light N’ Charge products utilize Samsung batteries, truly set them apart from the competition,” Eastman points out. The batteries are removable, and users can swap them out to continually have both a flashlight and charger on hand.

Light N’ Charge XL shines 150 yards The standard model Light N’ Charge will illuminate a room for up to 13 hours, and is available in black and silver. It wholesales for $15 each for 100 pieces, and retail is $40 and up. “This product is right on point with a well-known brand that sells for $50 to $60, and the quality of our product is better,” Eastman reports. The 350 lumen Light N’ Charge XL shines up to 150 yards

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December 2013 | INDEPENDENT RETAILER

and will last up to four hours. It is available in black. “The XL model is significantly brighter than anything on the market,” he notes. The XL model wholesales for $25 each for 100 units, and retail is $60 and up. New Age Discoveries sells a kit that contains a charger, wall plug-in, car plug-in, spare battery and a three-way cable that charges all phones. The kit is available for both models.

“Light N’ Charge is really special because, instead of just carrying a battery pack, people have a fully functional product with a dual purpose,” Eastman continues. “People love them.

In a storm, if they are stranded or if their phone dies, Light N’ Charge can be a lifesaver. They also make great gifts so people can give their family and friends peace of mind and security, too.”

100 percent buy back policy New Age Discoveries is so sure of its products that it has a no-risk policy. “We bring the coolest products to market before anybody else, and we will buy them back from merchants if they do not sell,” Eastman adds. “We are making a fortune selling our products at trade shows, and now retailers can too. They either make a lot of money, or they can ship the product back to us with no restocking fees.” While there is no minimum order, price is dependent upon quantity and drops significantly with increased volume. ■

New Age Discoveries Tel.: 920-533-3579 Website: www.newagediscoveries.com

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new products Weighted Health & Fitness Glove QUIK HANDS™ weighted health and fitness gloves are resistance-training gloves that have a removable weight packet on the back.

The gloves can be worn to enhance a variety of fitness activities and sports such as walking, aerobics and golf.

They increase the heart rate, and improve upper body strength, flexibility, circulation and balance. “People put the gloves on and walk, and they help firm up the back of the upper arm. They also are used in aerobic classes to increase intensity,” says Dieter Thellman, CEO and product inventor.

For golfers, QH weighted gloves add more flexibility and stability to the body which increases driving distance as well as helps reduce injuries.

Doctors recommend light weights Quik Hands weighted gloves have been shown in studies to help users burn up to 40 percent more calories and increase the heart rate 10 to15 beats per minute over activities done without the gloves.

“While seven ounces may not sound very challenging, in fact, it is. I have had boot camp instructors who did not believe the 7-ounce glove would slow them down and they could not finish their classes,” Thellman continues. “I worked with doctors who specified that these weights will do more good than harm. Once you get into heavier weights, the larger muscles take over and they do not allow the smaller muscles in the arms to develop. The new theory is that a lesser amount of weight with more repetitions is better for your body than the other way around.

If you are a runner and you wear the 5.5-ounce gloves and you run a mile, you will not feel much

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December 2013 | INDEPENDENT RETAILER

at fi rst. When you get to the last quarter of a mile and need to work on your strength and endurance, that is when the positive gain comes in.”

Consumers also wear QH weighted gloves to improve several health conditions, such as high blood pressure, Parkinson’s disease and arthritis.

“People with Parkinson’s wear these gloves to keep the tremors down,” Thellman explains, “and people who have arthritis in their hands wear them because they maintain heat and increase circulation, which alleviates pain.” The product reduces stress on the knees, hips and upper back, and improves bone density, according to research studies conducted in Europe and the USA.

Buying details The gloves are available in grey and pink. Weights available are 4-ounce, 5.5-ounce and 7-ounce. Wholesale for a pair of gloves with one set of 5.5-ounce weights is $12 and retail is $29.95. The gloves may also be purchased with a full set of weights at a wholesale price of $22 with a retail price of $49.95. “This allows people to customize each workout,” Thellman shares.

The minimum order is $150. QH health & fitness gloves come in colorful packaging. ■

Quik Hands LLC 6663 Huntley Rd., Suite S, Columbus, OH 43229 Toll Free: 855-269-0009 • Tel.: 614-785-0829 Email: dieter@quikhands.com Website: quikhands.com

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new products Pampered Paws Pet Care Products BUDPAK INC., founded in 1994, has launched a new pet care line branded Pampered Paws®. The six items presently available are Oatmeal Tearless Shampoo, Shed Control Shampoo, Flea & Tick Shampoo, Waterless Spray Shampoo, Deodorizing Spray, and Fresh & Clean Tearless Wipes. “Our mission has always been to offer retailers inexpensive options to higher priced goods, such as creams, ointments and medicinal products. Now we have introduced high quality pet care products at affordable prices,” says Gregg Singer, EVP. “They contain several essential oils and ingredients that you do not typically find in inexpensive pet care items, such as sea kelp, chamomile oil, aloe vera gel, papaya leaf extract, cedar wood oil, orange oil and panthenol.”

Pampered Paws products do not contain harmful chemicals, and each has a pleasant scent. Importantly, the products are 6.7 ounces, about half the size of products generally sold in pet stores. Because the bottles are thinner than competitors’ products and take up less room, they are ideally suited to stores that do not have a lot of shelf space, like dollar and convenience stores and smaller retail shops.

Pampered Paws assortment Pampered Paws Oatmeal Tearless Shampoo is for regular pet cleaning use. This gentle formula contains nourishing ingredients like vanilla and honey, colloidal oatmeal and aloe vera gel.

• Pampered Paws Shed Control Shampoo, a shed eliminator for greater coat strength, addresses the number one reason for veterinarian visits. It is formulated with papaya leaf extract, lemon peel extract, antioxidants, omega 3 fatty acids and rich moisturizers.

• Pampered Paws Flea and Tick Shampoo helps get rid of these pesky bugs, while it cleans with essential

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oils. The natural and mild formula, enriched with Shea butter, is good for both dogs and cats.

• Pampered Paws Waterless Spray Shampoo + Leave in Conditioner is a spray on/wipe off, no bath/no rinse shampoo and conditioner, and is a quick and convenient way to clean pets between baths. It contains panthenol, a derivative of vitamin B5, which adds shine and texture to the coat.

• Pampered Paws Deodorizing Spray neutralizes odors and helps keep pets smelling fresh.

It is a great way to keep pets odor free in between baths, and is good for traveling.

• Pampered Paws Fresh and Clean Pet Wipes ease the discomfort of skin irritations with natural healing properties. The pH-balanced formula is enriched with moisturizing conditioners such as almond oil extracts.

Buying details Products are sold at a distributor price of $.99, and the wholesale price is around $1.49 each. Retail is $3.99 to $6.99 per item. Budpak’s special offer through the end of January is a 10 percent discount on the minimum order of 96 assorted cases. There are 24 bottles per case. Shipping is free with the minimum order, which can save buyers hundreds of dollars, Singer points out.

Products generally ship in one to three business days.

Retailers can visit the company’s website for product details, and place orders by email or phone. Budpak is currently developing a floor display. ■

Budpak Inc. 100 North Drive, Ronkonkoma, NY 11779 Toll Free: 800-918-0581 • Tel.: 631-648-3370 Email: info@budpakinc.com Website: www.budpakinc.com

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new products 500 Lumen Tactical Flashlights PROMIER PRODUCTS, a designer and manufacturer of high quality LED flashlights, has developed a new tactical lineup. Six sizes are available, offering merchants a variety of lengths and power, from five inches long and 100 lumens to over a foot long and 500 lumens.

The firm’s tactical flashlights contain high quality LED lights, produced by market leader, Cree®.

“Five hundred lumens is very bright, making tactical lights useful in many circumstances. They are very popular for hunting and security,” reports Cody Grandadam, president. An American National Standards Institute (ANSI) certified facility tested Promier’s flashlights to determine the lumen count, which helps buyers compare models. Made of aircraft aluminum, the products are packaged with alkaline batteries, are gun metal in color, and have a threeyear warranty. The flashlights have an attractive scalloped edge and a knurled grip for a secure hold.

Wholesale is $2.45 to $20, and retail runs from $9.99 to $34.99.

Competitive prices, added value Many independent retailers like to sell good quality flashlights for $9.99 and up, and Promier’s tactical line gives them the opportunity to hit both low and higher retail price points, Grandadam assures.

“We are competing with other manufacturers of high quality goods, and we feel our products are better, yet more affordable.” Another wellknown company sells a 200-lumen flashlight that retails at a large chain for as much as $34.99. “We have a very

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similar model that requires three D cell batteries and retails for around $34.99, but ours is 500 lumens,” Grandadam continues. “For the same price, you get much more with Promier LED. People want good quality, and they want options. You often do not find the higher quality flashlights in retail stores, so people buy them online. Our tactical lineup helps brick and mortars remain competitive.”

Customer service Innovation and customer service continue to be high priorities for Promier, and customers are given a direct phone line for service. “We take care of our customers and ensure they have a positive buying experience,” Grandadam states. “Whether they are buying one or 1,001 flashlights, all our customers are important to us. If anyone has a problem with an order, we invite them to call us so we can make things right.

They will get a real person on the line every time.” The firm carries about 75 varieties of flashlights at all times, and sells millions of products each year to 30,000 stores nationwide.

Promier’s tactical flashlights, as with many of its products, arrive in a counter top display and are also peggable. The minimum order is one display, which generally comprises six units. Orders typically ship the same day if they are received by 2 p.m. CST. ■

Promier Products 312 5th Street, Peru, IL 61354 Tel.: 815-223-3393 Email: josh.garcia@promierproducts.com Website: www.promierproducts.com

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new products Girly Garter Stores Money & More GIRLYGOGARTER® IS a sexy, lacey garter with pockets that adheres to the upper thigh. It has easy-access pockets on the outside of the garter, just within the lace, and lock-flap pockets on the inside of the item. Both types of pockets keep money, ID, lip gloss, mobile phone, keys, passport, and all a woman’s essentials, safe, secure and at her fingertips.

“The product has patent pending GentleFlex™ Grippers that warm to the body to stay in place,” explains Andy Paige, CEO, product inventor, and beauty and style expert. “You can run and dance in it, and it’s perfect for weddings, proms, football games, concerts and anywhere a woman goes when she doesn’t want to carry a purse. It holds up to three pounds, and will even hold a weapon.”

GirlyGoGarter is available in nude, red, black, hot pink and light blue. “Our wedding collection includes a beautiful beaded garter that comes with a blue satin toss garter, which you just pull off the bottom of the item,” Paige adds. The product wholesales for $14.75 and retails for $30.

Top new product at NY Now & MAGIC “We launched GirlyGoGarter in August at the New York Now Gift Show and the Las Vegas MAGIC Accessory show. We outsold all new products at MAGIC 14 to one, and all new products at New York Now 20 to one,” Paige shares. “In the new products section of the IGES/SSS show in November, we outsold all new products two to one. We are making huge strides, and already have over 260 accounts.”

Paige, who works both in front and behind the camera to help people with their image, has been

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in the television industry for several years. Previously lead hair, makeup and wardrobe on Celebrity Apprentice, she created the GirlyGoGarter while working on the TLC show Ten Years Younger. “We had a rigorous shooting schedule, and the mic pack I wore on my bra was giving me water blisters because we were shooting 12 to 16 hours a day and it was hot. They gave me a strap to put around my leg, and it would not stay up. I went home and fashioned my first GirlyGoGarter out of fabric, cut up bras and a hot glue gun.

One evening I went out with my sisters and saw all these women dancing while holding their purses, because they didn’t want to leave them unattended. I set out to improve my prototype and created the GirlyGoGarter.”

Buying details The minimum order is 20 units.

The company’s free marketing kit includes a tabletop display that explains how the product works, a mannequin leg with a free sample garter, a window decal, and a one-hour DVD loop of the firm’s television commercial. “If you play the DVD, the product sells itself, so you don’t have to commit any employee time,” Paige notes. GirlyGoGarter is adding a store locator to its site to drive traffic to retail shops. Merchants can apply online to sell the company’s products, and are approved within 24 hours to place their first orders. ■

GirlyGoGarter ® Tel.: 917-655-2639 Email: rachel@girlygogarter.com Website: www.girlygogarter.com

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new products DoorJammer™ For Privacy & Security THE DOORJAMMER™ is an innovative door security device for anyone wanting increased privacy, safety and peace of mind. About the size of a smartphone and weighing only eight ounces, the portable unit is ideal for travelers, backpackers, students and seniors. “The DoorJammer is great for college students who want added privacy, as well as for anyone traveling, because even with a key the door cannot be opened without excessive force,” says Marcus Butler, sales manager.

The device fits most doors found in homes, hotel rooms, university residence halls, hostels and offices.

The DoorJammer sells well in a variety of settings, including hardware stores, businesses that sell security products, travel accessories and gadgets, and novelty kiosks. The product is getting marketing exposure through travel and women’s blogs, which are testing and writing about DoorJammer. “We have been getting a lot of interest from elementary schools that are trying DoorJammer to see how they like it,” Butler shares.

Easy to install and remove Uniquely engineered and easy to use, the patent pending DoorJammer fits to most doors in seconds, to “jam” the door shut.

Users insert the flange into the bottom space under the door in line with the door handle and twist the engagement bolt until it is secure. Owing to an ingenious system of hinges and angles, the horizontal force being exerted on the door from the outside is then converted into a vertical force, anchoring the DoorJammer firmly to the ground. This prevents the door from moving, increases the DoorJammer’s grip and reduces the chances of its 38

December 2013 | INDEPENDENT RETAILER

foot slipping on the floor. The adjustable foot at the end of the hinged leg allows the DoorJammer to be installed on any type of floor, such as hardwood, carpet, ceramic tile, linoleum, etc., both flat and inclined. Still, in case of an emergency, the device can be easily pulled off the door. The user simply pulls the DoorJammer upward, and it conveniently removes itself from the locked position with no effort.

“I was traveling in Miami recently, and the hotel I stayed in did not have an interior deadbolt,” Butler recalls. “I felt very comfortable having DoorJammer on the door, knowing the housekeeper could not enter if I didn’t hear her, or I was in the shower.”

That scenario is precisely how DoorJammer was developed.

“The gentleman who designed it was traveling in Latin America. He thought there should be something to secure a hotel room door besides putting a chair or dresser in front of it, and he came up with this handy little device.”

Buying details The DoorJammer wholesales for $17.99 for one to 249 units, or $14.99 for 250 units and up, and retails in the U.S. for $29.99. The minimum order is ten units. The company supplies demonstration videos and high-resolution images and postcards, and will work with retailers to develop additional marketing materials. Merchants can visit DoorJammer’s consumer website for product details, or contact Butler directly for more information and to place an order. ■

DoorJammer™ LLC Tel.: 512-992-1354 Email: marcus@door-jammer.com Website: www.door-jammer.com

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new products Bottle Docker® Beverage Carrier THE BOTTLE Docker® is a personal bottled beverage carrier that slips onto a waistband for handsfree hydration. Consumers use it to carry plastic or aluminum beverage containers on shorts, skirts, pants, jeans, workout gear, tankini bottoms and swim trunks. The product fits soft drink and water bottles that are 24.3 to 28 millimeter in size, which encompasses 85 to 90 percent of bottled beverages on the market. Compact, durable and easy to use, the product folds flat for pocket storage.

Also carries keys & purse “You can also attach it via a carabineer to a purse, backpack, golf bag, book bag and suitcase, so you can always have your beverage with you. It is made of durable polycarbonate, and is extremely comfortable clipped to anything,” says Cheryl Chorazewitz, CEO. “It is useful in many situations. If you are going around the block or around the world, you can affix the Bottle Docker to your waistband and attach your keys or a small purse to it. This lets you walk or shop totally hands-free with everything you need.” Another convenient use is on an airline. Flyers can attach the Bottle Docker to the seat pocket in front of them, and affix their bottle to the outside of the pocket instead of putting it inside, regaining precious legroom.

Bottle Docker is available in clear, red, blue, smoke, pink and purple. The first four are the most popular colors, Chorazewitz says. The company occasionally offers additional shades and can provide custom imprint colors. Merchants can contact the company for current wholesale pricing, and retail is around $4.95.

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Chorazewitz, along with her husband Chaz Chorazewitz, COO, designed the product. “We were looking for something simple to carry our beverages when we were walking the beach,” Chorazewitz recalls. “All the personal bottled beverage carriers we found were cumbersome, bulky, aimed at sportsmen, and required a belt or belt loop. That led us to design what we believe is the best bottle carrier out there.”

Buying details The minimum order is generally 48 pieces. The company has a line that can be name dropped, and also does custom logo orders. “The Bottle Docker makes a unique promotional giveaway item, and allows our customers’ brands to be prominently displayed as the user is wearing it,” Chorazewitz adds. With custom branding, the minimum order is 100 pieces.

Each Bottle Docker is packaged on a card that displays a photo and various icons showing how the product is used. A countertop display holds 24 pieces and comes with a landscaped sign. Bottle Docker also offers a clip strip that holds 12 pieces and comes with a sign. The firm can supply freestanding portrait or landscape signs that can be set on a shelf, put in a window, or affixed to a wall. ■

Bottle Docker LLC Tel.: 800-826-1962 Email: sales@bottledocker.com Website: www.bottledocker.com

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new products Fashion Jewelry Conceals Lip Gloss VIENNA VICTORIA has introduced a jewelry line with a secret. Inside each fashionable and originally designed ring, bracelet and necklace is a compact mirror and lip color, making this everyday necessity portable and convenient for women. The makeup is made in the USA, and the jewelry is designed in New York. Although the line was just introduced in April 2013, it has already made it to the Emmy Awards. “We were invited to be in the celebrity gift bags at the Teen Choice Awards, and Breaking Bad’s RJ Mitte was there with his mom. She fell in love with our Madeline ring, and wore it at the Emmy’s this year with her Armani dress,” shares Satin Van Cleef, designer and founder of Vienna Victoria.

on a yellow gold chain, and retails for $80. The wholesale price is half of the retail price for all products.

Six colors, from clear to vibrant Glam Gloss clear lip gloss is included in each product, and additional colors are available, including Rockin Royalty (red), Freakin Fabulous (neutral), Boardroom Bombshell (a hint of color), Baby Doll (a bit brighter) and Violet Vixen (really pops). Bracelet pans wholesale for $8, and ring pans are $6. Lip gloss is formulated with ingredients such as shea butter, aloe, and vitamins A, C and E. The idea for Vienna Victoria came to Van Cleef when she was on her way to a New York Yankees game. “I didn’t want to carry a bag, yet I always need lip gloss with me. I didn’t want it bulging out of the pocket on my skinny jeans. I thought the best way to carry it would be on my jewelry, and I knew I had to do something with

Rose gold Swarovski crystals Vienna Victoria’s jewelry is designed in yellow, white, rose and black gold over bronze, and made with Swarovski elements. The company’s refillable lip color ring is available in two styles, and sold in sizes five through nine. Madeline is a floral design cocktail ring that contains more than 200 crystals, and retails for $120. Vienna Victoria’s Chic ring is available in a variety of colors and metals, such as a midnight black faceted stone surrounded by Swarovski crystals, set in white gold. It retails for $75.

The refillable lip color bracelet is available in two styles.

The multi-strand pearl elastic bracelet has a crystal rock center and retails for $140. The firm’s Chic bracelet is available in assorted metals and colors, and retails for $120. The Heirloom Chic bracelet is made of on-trend rose gold with Swarovski elements, around a faceted stone of midnight black. The Crystal Rock necklace is

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December 2013 | INDEPENDENT RETAILER

this concept.”

The minimum order is $600, and point-of-purchase displays are included with orders. Vienna Victoria is offering Independent Retailer magazine readers a special on first time purchases, and will include an extra lip color of the buyer’s choice. Orders generally ship within one to three business days. ■

Vienna Victoria 1050 Calle Cordillera, Suite 103, San Clemente, CA 92673 Tel.: 949-633-5436 Email: order@viennavictoria.com Website: viennavictoria.com

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new products Man Medals™ Novelty Pins and Magnets MAN MEDALS™ are a new way to poke fun at the guys. Rewarding men for taking out the garbage, picking up their dirty clothes, putting toilet paper on the holder, vacuuming, putting the toilet seat down and asking for directions, these novelty items are available with a pinned back or as refrigerator magnets. A seventh Man Medal with a more serious theme is also available. “Coming home to be a daddy,” is designed to honor US military personnel returning from active duty. “I was in the Navy for nine years, and I know many young people who are coming home after serving our country,” says company president, Jim O’Brien. Ten percent of sales from this medal are donated to the Fallen and Wounded Soldiers Fund (FWSF) in Michigan. The primary purpose of FWSF is to help veterans in Michigan who return from the Iraq and Afghanistan campaigns and find themselves in need of support and assistance. Man Medals wholesale for $2.50 and retail for $5 each, and all product components except for the pin back are made in the USA.

As seen on Shark Tank Man Medals were born out of a recurring conversation between O’Brien and his wife Kathi. “Whenever I took the trash out or picked up my socks, I’d announce what I’d done,” he recalls. “Her reply? ‘What do you want, a medal?’ Over the years, we’d both get a smile out of it, and one day I thought ‘why not?’” O’Brien introduced the medals in November 2012, and unveiled the retail display on Shark Tank in July. “It was quite an experience,” O’Brien shares. “I did not get an offer

44

December 2013 | INDEPENDENT RETAILER

on Shark Tank, but I learned a lot in the process, and it was worth the exposure. I not only got an increase in orders, but also had several people contact me to take the deal the sharks passed on.” O’Brien wound up partnering with Kevin Brown, the actor who played the character Dot Com on the NBC show 30 Rock.

“We are both very excited about expanding sales in the coming year.”

Great stocking stuers and impulse buys Man Medals make perfect stocking stuffers and are great impulse buys, O’Brien adds. “When people see the medals, they laugh and say, ‘for $5, I have to have that’.” O’Brien brought Man Medals to the IGES/ SSS show in Tennessee this November, and the response was very positive. “Novelties are an $18 billion industry.

Retailers see Man Medals as funny and unique, and they know there is a market for them,” he reports.

The minimum order is a box of 60 medals, which contains ten of each button and wholesales for $150.

The medals arrive on 3.5 by 6 inch cards that can be hung on retail hooks. O’Brien is also in the process of creating display boxes, and is seeking a source for them.

Vendors of Man Medals appear on the company’s website in the retail locator section, so consumers can find the merchant closest to them. ■

Man Medals Tel.: 248-505-1000 Email: manmedalsllc@gmail.com Website: www.themanmedals.com

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new products Plush Animal USB Flash Drives FLASHPALS® ARE USB flash drives wrapped in plush animal characters that represent endangered species. The flash drives have eight GB of storage, an aluminum core and key chains, so they easily attach to backpacks, pocketbooks and more. The soft, charming designs allow people to drop, throw or play with them while keeping data files safe. Sold by Cure For a Niche, the company’s mission is to protect both data and animals. The flash drives come pre-loaded with an ebook that has information about threatened species and biodiversity, or the variation of life.

Girae, Smokey the Bear & more FlashPals are presently available in four characters: Jack the Giraffe, representing the 80,000 giraffes left in the wild; Zena the Zebra, embodying 2,500 Grevy’s zebras left in the wild; Elise the Elephant, symbolizing the remaining 32,000 Asian elephants in the wild, and Benny the Bear, representing the 50,000 grizzly bears. “We just became an official licensee of Smokey the Bear, and we will be coming out with that design next year,” says Dustin Stienstra, VP of the company.

“We will be introducing other new lines at that time as well.”

FlashPals USB flash drives are mascots for biodiversity, Stienstra stresses, and characterize the need to save the more than 21,000 endangered species.

“We are official partners of the Giraffe Conservation

Foundation in Namibia, Africa, and a portion of sales is donated to the organization.” FlashPals wholesale for $14.95, and the MSRP is $29.95.

Product evolution FlashPals were created by Dustin’s brother, Doug Stienstra, CEO. “Humans have a unique role, with great responsibility to make sure that this world is here in the future with life still on it. Humans have a capacity to love and think critically. It is our love for the world and for the life on it that must inspire us to save the beautiful, incredible and unique,” Doug Stienstra explains. Many people are not even aware of the issue, he adds. That was the case with Stienstra, who says the concept for FlashPals evolved into saving endangered species from his love for animals and an idea for a gift. Stienstra was a student at the University of Iowa, and his girlfriend asked for a cute flash drive for her birthday.

Unable to find one, he combined a fuzzy finger puppet and a flash drive to create it. His girlfriend and her friends loved it, and asked him to make more. Stienstra knew he was on to something, and decided to start a company that reflected his desire to run a socially responsible business.

Buying details The minimum order for FlashPals is 20 units. Individual units are packaged to hang on racks, and Cure For a Niche is in the process of creating point of purchase displays, available by the end of the year. ■

Cure For a Niche LLC / FlashPals 8760 A Research Blvd. #302, Austin, TX 78758 Tel.: 512-650-8872 Email: sales@flashpals.com Website: www.flashpals.com

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December 2013 | INDEPENDENT RETAILER

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apparel How to Sell Spring Fashions Now RETAILERS AND fashionistas of the world have a lot to be excited about for spring, as so many fabulous trends are upon us. There is something for everyone, and retailers do not have to wait to start incorporating these hot looks into their product lines. What follows are the top trends that we spotted on the runways for spring 2014, and how you can start selling them now.

by April Giannosa

suggest black ankle boots to buyers, and a white scarf or cream coat. Come spring, tell customers to ditch the layers and trade those booties for metallic sandals.

Metallics Gold and silver are going to be a hit in 2014. Whether it is a bold, gold metallic dress or a jacket with shiny details, retailers should get in on selling this luxury look.

Metallic paired with thick black tights can make any gold or silver dress appropriate in cooler weather. Metallic jewelry and handbags will be popular accessories for party or daytime ensembles.

White on white White is always a fresh, crisp choice for spring. On the runways, designers showed head-to-toe white, statement-making outfits, as well as beautifully detailed white blouses, which will be a staple for the spring. Winter whites offer an equally classic look. To sell this look in the late winter,

Crop tops For spring 2014, crop tops are going to be in full effect. Trendsetters these days are

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wearing them with higher waisted pants, skirts or shorts. Think no belly button exposure. With just a tasteful amount of skin showing, some ladies will be seen wearing their crop tops in more of a business setting.

Shear and mesh When the harsh winter ends, fabric choices get lighter, more shear and layered. Mesh fabric will be another big trend. Expect ladies to wear these see-through items with some sort of bralette, crop top or camisole. Display a lightweight sweater under a mesh top to show how women can rock this look on cooler days, too.

Iridescent Springtime is known for pastels, and you can expect to see them make an appearance again next season. This yearâ&#x20AC;&#x2122;s pastels are going to be in shiny satin and shimmery fabrics, perhaps taking a cue from the metallic trend. If your customers go for major impact pieces, sell iridescent, show stopping dresses.

For those a little less risk-taking, offer it in accessories like a holographic clutch.

Hints of pink Pink is still hot, so be sure you have some in your store. Blush blazers, pastel pink pants, and bubble-gum pink crop tops paraded the runways in fun shades. â&#x2013; April Giannosa is a blogger, teacher and mom of two. Her blog, Knocked Up Fabulous, started as a fashion journey through her second pregnancy, but has continued to evolve to fit her lifestyle. When Giannosa is not working or playing dress up, she enjoys being a mamarazzi and experimenting with gluten-free recipes.

You can tag along with her on Instagram for the daily craziness.

I NDEPENDENT R ETAILER.com | December 2013

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apparel Casual, Cozy & Stylish Apparel MARSHA’S COLLECTION is a line of soft apparel, including T-shirts and fleece tops, often with botanical, oceanic and nature designs. Reflecting the vision of artist Marsha Holler, the clothing is cut, sewn and printed at Great Graphics in Dover, DE. Bill and Marsha Holler, husband and wife as well as professional partners for more than 30 years, own and operate both businesses. Marsha focuses on designs and sales, both wholesale and at the couple’s upscale boutique in the coastal town of Lewes, DE, while Bill is charged with quality control and timely production.

Sun & moon, sea turtle and fern “Women want comfort and style, and it has to be casual,” Marsha Holler, president of the company,

50

December 2013 | INDEPENDENT RETAILER

states. One of Holler’s latest fleece fashions is a navy blue body with a sun on the front and moon on back.

“It is going to be a very popular item. Women look at it and swoon. I also just added new sea turtle and fern designs.”

Marsha’s Collection is available in misses sizes, in several proprietary styles. “I take a T-shirt and trim it to hip length, and I call it my Trim Tee. My most popular style is my Trim Fleece. I took the band off the bottom of the sweatshirt, and it is a lot more flattering and stylish than a regular sweatshirt, yet still very comfortable. It has a cuffed three-quarter sleeve, which my demographic of baby boomers loves. I also do a three-quarter cuffed Trim Tee. For my Elfin design, I took a basic T-shirt and cut the hem on a diagonal. continued on page 52

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I NDEPENDENT R ETAILER.com | December 2013

51

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apparel Casual, Cozy & Stylish Apparel continued from page 50 That is really popular at beach resorts,â&#x20AC;? Holler explains.

V-neck T-shirts and tank tops are also available. â&#x20AC;&#x153;It is important that my wholesale customers know that I am in their shoes,â&#x20AC;? Holler adds. â&#x20AC;&#x153;My retail store is my testing ground. It is where I figure out the prices, styles and colors that will go to the wholesale market.

By interacting with my customers, I get a sense of what will be popular.â&#x20AC;?

Only nontoxic, water based inks In addition to creating flattering and comfortable styles with exclusive designs, the Hollers employ a superior printing process at their screen printing shop. â&#x20AC;&#x153;Something that is important about Great Graphics is that we use strictly water based inks,â&#x20AC;? Bill Holler, secretary and treasurer, shares. â&#x20AC;&#x153;They clean up with water instead of solvent. Many other screen printing companies use solvent based inks, but we do not want a toxic work environment. We want our workplace to

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be healthy. We have noticed that a lot of the big companies like Nike are switching over to water based inks, because it is more fashion oriented.â&#x20AC;? Marsha Holler adds: â&#x20AC;&#x153;It gives our garments a real soft feel. If you touch the print, it does not feel like a piece of rubber on top of the shirt, which used to be the case in many basic printed T-shirts. Water based inks soak into the fabric, and it is a much more fashion forward look.â&#x20AC;?

Marshaâ&#x20AC;&#x2122;s Collection is competitively priced for mid-range goods. The companyâ&#x20AC;&#x2122;s apparel sells well in resorts and destination attractions, and Great Graphics will name drop. The minimum order is two dozen pieces per graphic design. The Hollers will be exhibiting at the Grand Strand Gift & Resort Merchandise Show in Myrtle Beach, SC, December 8-11, at booth 1129. â&#x2013;

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jewelry & accessories Hot Jewelry & How to Sell It JEWELRY SALES in the United States grew to an estimated $71.3 billion in 2012, according to the 2013 U.S. Retail Jewelry Update by Polygon. This consistently popular product category offers retailers an opportunity to generate profits from emerging styles and timeless classics. Independent Retailer magazine asked Brian Nelson, sales manager for Sun Fashion Designs, to share trends he sees in the industry, along with tips on presenting and selling jewelry. Nelson works with the management team at the company to develop new product lines and advertising. Sun Fashion Designs picks products that offer merchants the strongest profit margins, and also looks for styles that are in the beginning of their life cycle.

IR: What trends do you see emerging in jewelry?

54

December 2013 | INDEPENDENT RETAILER

with Brian Nelson

Nelson: Wide, thick chains are popular now, especially for women. The large clothing and fashion accessory companies are showing women wearing what we formerly considered to be menâ&#x20AC;&#x2122;s big hip hop chains from years ago. Fancy fashion designers have women wearing the triple Figaro and Cuban link chains.

In the larger cities, women into fashion are also wearing them. This is because real gold is more affordable today than it was a year ago. We have seen a 30 to 40 percent drop in the price of gold, which lowers our costs and makes it easier for the end user to buy it from the vendor. When gold was priced higher, chains and the items that were selling were not big pieces. With the popularity of big chains, bracelet sales are also picking up. The nicer bracelets like tennis bracelets and cubic zirconia are also popular because the price of gold has come down.

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IR: Why is jewelry a consistent seller?

Nelson: If retailers keep on top of the trends and do not buy too much of one item, they can be successful selling jewelry. Trends do not change weekly or daily, but they do change over time. Five years ago we were selling different jewelry than we are now. The same goes for two years ago and even one year ago.

Obviously there are some timeless classics, but as people get older, personal tastes change so they will buy new jewelry that fits their style and taste. The market is huge because people like new pieces and they continually buy.

IR: Why is personalized jewelry popular?

Nelson: It offers customers the opportunity to have a one of a kind piece. There is so much jewelry out there in the big box stores that anyone can have. Personalized jewelry lets people incorporate good-looking jewelry with special moments and special memories, without spending thousands of dollars.

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Hot Jewelry & How to Sell It continued from page 55 box. Another merchandizing tactic that works is displaying products on trays, and changing the displays often. If retailers have trays with a few items on each, they can pass them to customers to look at.

They should also put the jewelry on customers, so they can see it on themselves. The markup on jewelry is great if the presentation is there.

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Nelson: Fall in love with the items you are selling. Present the details to the customer and always offer a lifetime guarantee. A lifetime guarantee sells the product, because it differentiates a quality product from junk. The guarantee tells the customer they are buying a quality piece, and they do not have to worry. â&#x2013; For more information on Sun Fashion Designs, visit sunfashiondesigns.com, or call Brian Nelson at 800-398-7802.

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jewelry & accessories Spring Jewelry Hits JEWELRY IS an essential fashion item for most women, and for many men and children as well. Retailers who offer these accessories in a range of styles, materials and prices stand to profit this spring and all year long. Italgem Steel Group, launched in 2004, wholesales a wide variety of bracelets, earrings, pendants, necklaces, rings, cuff links, money clips, tie bars and key chains in hip yet tasteful looks. â&#x20AC;&#x153;Our mission is to design trendy menâ&#x20AC;&#x2122;s and womenâ&#x20AC;&#x2122;s steel and silver jewelry at affordable prices,â&#x20AC;? states Sam Mamane, president and CEO. Italgem Steel Groupâ&#x20AC;&#x2122;s brands include the companyâ&#x20AC;&#x2122;s own top selling Italgem Steel, which retails for an average of $60 to $120 per piece. The company is the exclusive distributor of Italian brands Comete and OPS! Objects. It also carries Italgem Diamond,

Italgem Tungsten, ID-XCHANGE, Cobalt Chromo, Infinity Titanium brands and more. The firmâ&#x20AC;&#x2122;s products are distributed in 36 countries across five continents. â&#x20AC;&#x153;Retailers choose us because of brand recognition, top quality manufacturing, our excellent level of service and exclusive designs,â&#x20AC;? Mamane reports.

Rose gold plated stainless steel and genuine leather For spring, Mamane expects earrings and bracelets in rose gold plated stainless steel with textured materials such as crystal and leather to be strong sellers. Italgem Steel Group carries several appealing pieces along these lines, including stainless steel rose-plated hoop earrings with white Swarovski stones, which wholesale for $15 and retail for $39 per pair. For men, the

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December 2013 | INDEPENDENT RETAILER

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black plated stainless steel bracelet with cable and black spinels, which wholesales for $30 and retails for $79, will be a hot item. A black genuine leather and rose gold plated stainless steel wire bracelet with a magnetic clasp also promises to be popular with men. It wholesales for $20 and retails for $59. For teenage girls, Mamane predicts the OPS! Objects rubber and pink Swarovski tennis bracelet, which wholesales for $17.50 and retails for $35, will be in demand. The OPS! Objects bracelet with steel clasp and heart-

shaped charm, available in a variety of pop designs such as camo and damier, is also destined to be a hit with girls in 2014. For boys, the black cable bracelet with ID plate stands to remain popular.

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Italgem Steel Group’s jewelry is manufactured in Italy and Thailand.

In addition to fashionable designs, the Italgem Steel line offers retailers triple keystone markups, Mamane points out. The minimum wholesale order to become an authorized dealer is $1,800. Displays, packaging and marketing materials are available free of charge. ■

ITALGEM STEEL 500 Sauvé West, Montreal, Quebec Canada H3L 1Z8 Toll Free: 855-ITALGEM (482-5436) Tel.: 514-388-5777 • Fax: 514-384-5777 Email: info@italgemjewellers.com Website: www.italgemsteel.com

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web profits Responsive Design or Mobile Site?

MCOMMERCE SALES from mobile devices are forecast to approach nearly $52.17 billion in 2014. $17 billion of that will come from smartphones, and the remainder will be split between tablets and other mobile devices. Many online retailers have already adapted their sites to produce a mobile ready version that is poised to take advantage of this opportunity. Until recently, the preferred method of capitalizing on this growing trend was to develop a separate, standalone mobile site or application, as it is often called. So far, this has been an acceptable approach, but it is now being rivaled by a new technique called

62

December 2013 | INDEPENDENT RETAILER

by Eric Leuenberger

responsive design. With several differences, the new technology is said to have even better SEO benefits than its predecessor.

Standalone costs less than responsive The traditional mobile application is a copy of the current website, designed and programmed in a way that optimizes the pages to be delivered on a smaller scale to users of mobile devices.

This is typically done using a script that checks the browser and operating system before the pages are served. If the script detects a mobile device, then it serves up the mobile version

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Link weight Because mobile sites are housed on a separate domain, the SEO weight that links typically would hold is lost, and there is no equity credit rewarded by the search engines.

Since a responsive site is nothing more than the original desktop version with added backend programing, the links remain the same and thus are included in credit toward the domain by search engines.

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Domain protection Mobile sites reside within their own unique domain, separate from the desktop version, usually at a domain like mobile.somewebsite.com. This can cause possible SEO issues by watering down the original domain, and might require more maintenance, as there are two separate areas where content must be managed. Responsive designs allow the current domain to stay intact. The only thing that changes is the backend programming.

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web profits Responsive Design or Mobile Site? continued from page 63

Future ready capability With the fast pace of emerging phone and mobile browsing technologies, a mobile only version of a website may have to be reworked to fit updated needs. The responsive design works across all platforms regardless of device, screen size and operating system. Therefore, a website based on responsive design will likely outlast mobile versions and cost less in maintenance, while at the same time work no matter what new mobile innovations arise.

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December 2013 | INDEPENDENT RETAILER

It is tough to say which technology will prevail, but it is a good bet that in time the responsive approach will take a stronghold. However, given the nature of the budgets needed to implement that option at present, it is also safe to say that the traditional mobile only site will not fade away anytime soon. In the end the option that wins is the one that works best for each individual online retailer, and this is going to be different from one brand to the next. ■ Eric Leuenberger is an ecommerce expert, founder of Ecommerce Amplifier, and owner of Voom Ventures, LLC, whose products and services help storeowners and operators increase traffic, maximize ROI, decrease expenses and increase revenue. He can be contacted online at TheEcommerceExpert.com, or call 866-602-2673.

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web profits How To Make First Time Buyers Lifelong Customers MAKING BUYERS lifelong customers should be the goal of everyone operating an online store. Retailers want this golden goose because it is less expensive to keep a customer than it is to acquire a new one. However, it takes a concerted effort to keep first time buyers around for life.

Following are three strategies you can incorporate to keep shoppers coming back to your eCommerce site.

Track customer behavior Knowing where your site visitors are coming from, what they are doing on your site once they get there, and what leads them to complete their purchase is critical information to you as a business owner. Setting up and properly configuring Google Analytics and

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Google Web Master Tools to track website traffic and visibility will help you gain this insight. There is a tremendous amount of data that can be collected via these tools. Basic information like page views can help guide decisions about site structure, site design and call to action buttons.

Focus on user experience Once you have some data in your hands, you can start thinking about the overall user experience on your site. What pages are site visitors clicking the most?

For example, if you sell sterling silver western jewelry and the most visited page on your site is a specific sterling silver pendant, you can create a video clip of continued on page 68

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December 2013 | INDEPENDENT RETAILER

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web profits How To Make First Time Buyers Lifelong Customers continued from page 66 someone modeling that pendant. Keeping customers entertained about a product or service can give you an additional 30 seconds of their time, and possibly a sale. Consumers buy from online sites that give them compelling reasons to come back.

Email marketing Now that you have added compelling content to highly trafficked pages within your site and increased visitors’ average time on pages, how do you close a sale? This can be especially hard when your customer may not need to make a purchase at this time. However, since these customers have purchased from you in the past and know who you are, you can use email marketing as a tactic. This does not mean you should send an email to your customer that says, “Buy now!”; but you can

send an email that says something like, “Hello, we are that company that you bought that awesome product from a while ago. We appreciate your business. Here are some more great products you might like.”

The point of an email marketing campaign is not necessarily to add dollars to the bottom line immediately, but to give your customers something interesting to chew on, with the hopes they will return to your site when they are ready to purchase. Timing and content is key.

Other business basics that go into creating happy and engaged shoppers include fanatical customer service, products and services that are what you say they are, and a website that loads quickly. All these tactics help create customers that return to your site often, and become customers for life. ■ Michael Auger is chairman of the board and chief strategy officer of Pinnacle Cart, a hosted shopping cart and ecommerce software application that allows you to create, manage and effectively market your business. For more information, visit pinnaclecart.com.

For today’s business news and updates visit IndependentRetailer.com

68

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Wholesaler of LICENSED NINTENDO Products

www.littlebuddytoys.com

DIRECT IMPORTER

Tel: (213) 291-7330 Fax: (213) 596-0926 Email: sales@LittleBuddyToys.com

I NDEPENDENT R ETAILER.com | December 2013

69

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This is a small sample of the suppliers you will find on WholesaleCentral.com.

Find suppliers by category or product!

Suppliers, to list your company here and reach 600,000 retailers monthly, call 1-800-999-8281 ext. 126.

APPAREL / CLOTHING F E AT U R E D S E L L E R BANIAN TRADING 800-366-2660 www.baniantrading.com Manufacturer of “JUST DARLING COLLECTION”. Importer & Wholesaler of Over 4,000 Products: Childrenswear, Accessories, Shoes, T-Shirts, School Uniforms, Christening Wear, Formal Wear, Baby Goods, Christian & Hispanic/ Mexican Products, Baseball Caps, Bridals, Rhinestone Jewelry, Hosiery, Etc. We Ship Worldwide. Our 22nd Year!!

TASHA APPAREL www.tashaapparel.com www tashaapparel com

213-742-0974

KOLE IMPORTS dropship.koleimports.com dropship koleimports com

800-874-7766

WHOLESALE SCARVES USA 718-415-0352 www.wholesalescarvesusa.com www wholesalescarvesusa com

TTM INTERTRADING, INC. www.ttmintertrading.com

323-586-0003

PLUM ISLAND SILVER www.plumislandsilver.com

978-499-8203

WONA TRADING www.wonatrading.com

VARSHAA.COM www.varshaa.com

442079079949

WESTERN EXPRESS www.westernexpressinc.com

412-257-5020

866-728-3141

WHOLESALE FASHION SQ. 323-583-2875 www.wholesalefashionsquare.com

ALABAMA WHOLESALE www.bamasocks.com

256-845-4411

WHOLESALE LINKED www.wholesalelinked.com

APPARELCANDY.COM www.ApparelCandy.com

877-870-8686

BEVERLY HILLS UNIFORMS 718-378-1188 bhuniforms.com BH WHOLESALE INC. www.bhwholesale.com

347-394-5559

BABY ITEMS ETRONITY, INC. 800-707-9692 www.wholesaleblankclothes.com KAY BOUTIQUE LLC 406-222-4853 wholesalegirls.kay-boutique.com

INETVIDEO.COM 514-956-7482 www.wholesalecentral.com/inetvi0001/ wholesale-form.html

C-STORE ITEMS F E AT U R E D S E L L E R

917-607-8999

CLASSIC BLUE JEANS www.rljeans.com

213-742-0473

CLOTHINGISLAND.COM www.clothingisland.com

800-652-8275

CRESWELL SOCK MILLS www.sockmills.com

256-657-3213

PRICE MASTER 800-538-3873 PriceMaster.com Wholesaler/Distributor of 3000+ Convenience Store,Dollar Store,Discount Store items. *BEST SERVICE & FAST DELIVERY* FREE SHIPPING deals available throughout USA! HBA, Energy products, Batteries, Condoms, Cig. Tobacco products, General Merchandise, Household products, Novelty, MUCH MUCH MORE...

213-746-7615

GMAN USA LLC www.gmanusa.com

813-443-0700

DOWNTOWN OFF-PRICE www.downtownoffprice.com EFASHION WHOLESALE www.efashionwholesale.com

732-866-9976

VK WHOLESALE www.vkwholesale.com

847-204-0669

EROS HOSIERY CO. www.eroswholesale.com

215-342-2121

FASHION WEAR PLUS INC. www.fashionwearplus.com

877-949-6060 213-747-7777

GM NOVELTEES T-SHIRT CO. 646-406-3704 www.gmnoveltees.com GRAPHIC TEES WHOLESALE 619-869-2462 graphicteeswholesale.com ISLAND WHOLESALER www.islandwholesaler.com

786-269-0629

KAY BOUTIQUE LLC littlegirlmart.kay-boutique.com

406-222-4853

KIDSBLANKS BY ZOEY www.kidsblanks.com

714-966-2396

LASHOWROOM.COM www.lashowroom.com

213-627-0339

LEMON TREE TRADING CO. 213-747-3410 www.wholesalefashionplace.com N.P. LEGGINGS 818-571-3692 www.wholesalecentral.com/npleggings ORIENTAL APPAREL INC. 386-383-2618 wholesalecentral.com/orientalapparel/store.cfm

303-881-6146

ELECTRONICS CRYSTAL PROMOTIONS 323-587-9500 wholesalecentral.com/crystalpromotions/store.cfm JACOBS TRADING www.jacobstrading.com

763-843-2000

SAMAD USA www.samadusa.com

972-408-2374

XTREME DIGITAL 908-222-7501 www.wholesalecentral.com/xtremecables

FASHION ACCESSORIES 3D BELT www.3dbelt.com

ANN KIM FASHION 353-588-2910 www.pandoraaccessory.com/eshop/index.php

ETS DESIGN www.etsdesign.com

770-582-6688

BUCKWHOLESALE.COM www.buckwholesale.com

AROMAR www.aromar.net

786-477-4174

CRYSTAL FLORIDA INC. 239-732-6611 www.wholesalemuranojewelry.com

R. EXPO USA www.rexpo.com

253-661-1779

CLOSEOUTS GLOBAL IMPORTS INC www.Hunnt.com

626-465-1820

D & D FLORIDA IMPORTS www.ddflimport.com

786-472-1888

FASHION UNIC www.fashionunic.com

908-660-0985

JUDY’S ACCESSORIES www.judysaccessories.com

213-745-0707 213-488-0691

LANCY ONLINE INC. www.LancyNY.com

718-821-8168

IRWIN SALES 281-424-7651 www.irwinembroiderypatches.com Patches, Pins & Transfers!! Over 2000 designs to choose from! Military, NRA, Patriotic, American Flag, Religious, Motorcycle and More! Great Novelty Item.

MEGA CAP INC. www.megacapinc.com

909-581-1121

MICHELLE AND SCOTT’S www.wholesaleimport.com

901-767-0838

WHOLESALE EXPRESS www.wsesports.coM

MY WHOLESALE ROUTE INC 201-567-2827 www.mywholesaleroute.com

F E AT U R E D S E L L E R

856-939-5151

213-687-4100

DOLLAR STORE

RUBII www.rubiiwholesale.com

213-627-2398

ACCESSORIES PALACE shop.accessoriespalace.com

800-725-2234

SEVEN SEAS, INC. www.sevenwholesale.com

213-748-9469

GREAT LAKES www.glwholesale.com

616-261-9393

SOCK WHOLESALERS www.sockwholesalers.com

800-597-3886

KOLE IMPORTS www.koleimports.com

800-874-7766

STAR BOUTIQUE starbusa.com

213-749-7560

PRICE KING INC. www.priceking.com

718-786-8540

STEAL DEAL www.stealdealinc.com

323-581-8051

DOBA www.doba.com

December 2013 December 2013 || INDEPENDENT INDEPENDENTRETAILER RETAILER

877-321-3622

26 CALIFORNIA BAZAR www.26cb.com

323-588-3026

DOLLARDAYS www.dollardays.com

877-837-9569

FOUR SEASONS www.4sgm.com

323-826-1199

FUZION GLOBAL CORP. 905-364-1918 www.wholesalecentral.com/fuzion0001/store.cfm GENCO MARKETPLACE www.gencomarketplace.com

800-224-3141

H&J LIQUIDATORS www.hjcloseouts.com

630-595-7717

INTERTRADE CORP. www.intertradecorp.com

301-595-8999

JACK LEVY SALES www.jacklevysales.com

216-831-6604

WESTCOAST OUTPOST 310-543-3157 www.wholesalecentral.com/westcoastoutpost

GIFTS AE WHOLESALE, INC. www.AEWholesale.com

608-218-4124

DWK CORPORATION www.dwkcorp.com

909-923-1880

GLOBAL CRAFTS www.globalcraftsb2b.com

386-424-1662

HENRY BRANDT www.HENRYBRANDT.COM

417-334-0988

TIMELESS TRADITIONS 406-388-2900 www.timelesstraditionsgifts.com VALUE ARTS CO. www.valuarts.com

800-815-3855

VIENNA VICTORIA 908-202-4469 www.wholesalecentral.com/viennavictoria WORLD BUYERS www.worldbuyers.com

800-996-7531

HANDBAGS & LUGGAGE CHOICEHANDBAGS www.choicehandbag.com

213-745-3065

E-BESTCHOICE.COM www.e-bestchoice.com

972-247-4514

FASHION WORLD www.handbagfashion.com

213-747-7145

HANDBAGSHOPPING.COM www.handbagshopping.com

972-243-2475

PISHON WORLD 813-478-3346 www.wholesalecentral.com/pishonworld/ wholesale.html

HUA FU INTERNATIONAL www.huafu.org/

212-268-9985

ROCKEY TRADING CO. www.rockeytrading.com

813-888-9400

KLASSY BAGS www.klassybags.com

562-735-3292

S & J ENTERPRISES www.sandjwholesale.com

336-271-6755

MAD BAGS LLC mad-bags.com/index.html

708-615-0445

TOP TRENZ toptrenz.com

631-254-8499

ON SALE HANDBAG www.onsalehandbag.com

213-745-6811

UR ETERNITY www.eternitywholesale.com

718-639-3588

PRINCESS PURSE www.princesspurse.com

213-746-9933

SHOPFORBAGS.COM www.shopforbags.com

214-637-5300

WHOLESALE ACCESS. 205-491-6464 www.wholesaleaccessorymarket.com

DROPSHIPPERS

GENERAL MERCHANDISE

866-408-2825

LA WHOLESALE ROUTE www.lawholesaleroute.com

COLLECTIBLES

888-261-8277

800-622-3998

CANDLES, INCENSE, POTPOURRI

PRIMETIME CLOTHING www.primetimeclothing.com

SUNSHINE APPAREL INC. 626-934-7888 www.wholesalecentral.com/sunshineapparel

F E AT U R E D S E L L E R MOUNTAIN VIEW MOVIES 607-278-5401 www.mountainviewmovies.com Authentic brand new DVD movies, Blu-ray discs & video games at the lowest wholesale prices. Major Studio DVDs UNDER $4. Stock changes weekly. Low $50 minimum purchase. Free UPS Ship over $300.

DVD RELOAD www.dvdreload.com/specials

CELESTESTYLE.COM www.celestestyle.com

GAZOZ INC. www.gazoz.com

70

213-270-1190

FOOD & GROCERY ROYAL ENTERPRISES www.royalwholesalecandy.com

DVDS & VIDEOS

599FASHION.COM www.599fashion.com

APPARELSHOWROOM.COM 800-243-4131 www.apparelshowroom.com

SUNRISE WHOLESALE 877-250-5045 sunrisewholesalemerchandise.com

212-725-3616

WHOLESALE FASHION INC www.wholesalefashioninc.com

323-266-1800

continued on page 72

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GOODS ALWAYS IN STOCK!

908-352-5400

COUNTRY CLUB PRODUCTS NOBODY Beats Our Price & Quality, NOBODY! 1800 Series

SUPER SOFT BED SHEETS CALL TODAY

908-352-5400

INTERNATIONAL

HOTEL 42!.15),)49 s #/-&/24 s 0%!#% /& -).$

100% COTTON 1000 THREAD COUNT BED SHEETS CALL TODAY

908-352-5400

EGYPTIAN COMFORT 1200 SERIES

DEEP POCKET TO FIT EXTRA THICK MATTRESS CALL TODAY

908-352-5400

COUNTRY CLUB PRODUCTS Buy From The BIGGEST & The BEST

www.countryclubproducts.com I NDEPENDENT R ETAILER.com | December 2013

71

Go Back to www.IndependentRetailer.com WHOLESALECENTRAL.com SUPPLIER PREVIEW Suppliers, to list your company here and reach 600,000 retailers monthly, call 1-800-999-8281 ext. 126.

continued from page 70

JUDSON & CO www.judson.biz

256-355-8844

JUWA FASHION JEWELRY www.juwa1.com

770-454-9888

MKM JEWELRY, INC. www.belchousa.com

213-347-0007

BENRON PERFUME www.benronperfume.com

954-725-4545

OCEAN STATE CREATIONS www.oscjewelry.com

401-728-0490

FRAGRANCENET.COM www.fragrancenet.com

631-940-6827

SPORTING GOODS

PAMPERED PRINCESS 585-266-7040 www.shoppamperedprincess.com

FRAGRANCEX.COM INC. www.fragrancex.com

718-482-6970

MERLING INC merlingwholesale.com

301-729-2571

PHILLIPS INTERNATIONAL www.cooljewels.com

800-432-3636

LUXURY PERFUME www.luxuryperfume.com

213-688-9600

THE EXTRA MILE www.thextramile.com

518-383-9084

PURSE IMPORT www.herstationhandbags.com

972-243-9090

PERFUME CENTER www.perfume-center.com

516-348-1124

SALES ONE LLC www.bodyvibe.com

203-356-9077

PERFUME MARKET www.perfumemarket.net

305-593-9017

SAM’S ONE www.samsoneinc.com

213-622-6661

DISCOUNT WHOLESALE 610-458-1131 www.discountwholesalersinc.com

SERIES INTERNATIONAL www.seriesintl.com

847-787-0940

DRUGSTORE PRODUCTS 732-606-4242 www.wholesalecentral.com/dspsales

SORA IMPORTS www.soraimports.com

646-454-9143

THE $5 STORE www.5dollarstoreusa.com

800-404-8319

THE NECKLACE SAVER www.necklacesaver.com

800-352-0454

THE WELMAN GROUP www.wholesalesterling.com

301-907-7916

THE HANDBAG WAREHOUSE 972-243-1786 www.thehandbagwarehouse.com WHOLESALE WALLETS 877-828-1577 www.wholesalewalletsdirect.com

HEALTH & BEAUTY F E AT U R E D S E L L E R PRICE MASTER 800-538-3873 PriceMaster.com Wholesaler/Distributor of 3000+ Convenience Store,Dollar Store,Discount Store items. *BEST SERVICE & FAST DELIVERY* FREE SHIPPING deals available throughout USA! HBA, Energy products, Batteries, Condoms, Cig. Tobacco products, General Merchandise, Household products, Novelty, MUCH MUCH MORE...

BEAUTYMAX COSMETICS www.makeupcolors.com

ICC SALES CORP. www.iccsalescorp.com

626-200-8785

303-841-7888

MERCHANDIZE LIQUID. 754-204-0740 www.merchandizeliquidators.com MVP TRADING CO., INC. www.mvptrading.com

240-235-5029

ONE TREE LLC www.onetreebrands.com

913-402-0322

PURE ESSENTIAL 626-382-9652 www.wholesalecentral.com/pureessentialcosmet SISQUOC HEALTHCARE 888-909-9910 sisquochealthcare.com/wholesale.html THUNDER RIDGE EMU 703-631-9074 www.wholesalecentral.com/emuoil

HOLIDAY & SEASONAL GIFT BLISS ENTERPRISES 831-663-0611 www.wholesalecentral.com/giftbl0001/Store.cfm

HOME DÉCOR / HOUSEWARES

(+86)755-2370-2363

ZIVA GEM www.zivagem.com

646-416-5828

CUTLERY WHOLESALER www.cutlerywholesaler.com

856-382-0631

EDGEWORK IMPORTS INC. www.edgeimport.com

800-799-6955 856-382-0631 201-271-7600

MASTER CUTLERY INC. www.mastercutlery.com

TURKEY CREEK TRADING 410-368-8307 wholesalecentral.com/turkeycreekco/Store.cfm

JEWELRY F E AT U R E D S E L L E R PAULA POWERS - WWW.MAGSUPPLY.COM 813-312-4111 www.magsupply.com Importer of quality Magnetic beads regular and high triple power magnet beads, pre-made jewelry, semiprecious stones, magnet clasp, cat’s eye beads, hematite, stainless steel, titanium, and copper bracelets. -THE MAGNET SUPPLY COMPANY-at www.MAGSUPPLY.com.

ALAMODEONLINE.COM www.alamodeonline.com

714-636-4237

ART BOX www.artboxjewel.com

213-243-0730

AZUR GLOBAL IMPORTS www.azur1.com

303-980-1218

BEADS CORNER www.wholesalebeaded.com

888-278-3889

CERIJEWELRY.COM www.cerijewelry.com

626-810-3283

CONKLIN FASHIONS www.wholesalejewelry.net

607-967-3021

LEATHER 704-494-4313

MYLEATHER.COM www.myleather.com

213-765-0222

MILITARY GOODS 800-223-1159

NOVELTIES F E AT U R E D S E L L E R S

410-799-7602

HIPHOPJEWELRY 410-493-2269 www.hiphopjewelrywholesale.com INTERNATIONAL JEWELRY 954-577-9099 ijdi.net

KALAN LP 800-345-8138 www.kalanlp.com Lansdowne, Pennsylvania United States Market leader in humorous and personalized programs.

Specialize in the newest Impulse products. PERSONALIZED PRODUCTS: Mini lanyard key rings & hot pink key rings. Also, tin signs, shot glasses, magnetic stickers, party goods, birthday candles, balloons and confetti. Over 10,000 items in-stock.

NOVELTEES WHOLESALE 801-484-6769 www.wholesalecentral.com/NovelteesWholesale

PARTY SUPPLIES & GREETING CARDS SAV-ON www.sav-on-closeouts.com

937-748-8181

PROFESSIONAL SUPPLIES 909-947-2576

906-346-7065

December | | INDEPENDENT December2013 2013 INDEPENDENT RETAILER September 2012 RETAILER

VAPORSMITHS www.vaporsmiths.com

855-243-8827

VENUS VAPOR www.venusvapor.com

888-743-7749

STORE / DEALER SUPPLIES CANDY CONCEPTS www.allstoredisplays.com

262-696-4076

CANDY CONCEPTS www.candyconceptsinc.com

262-696-4076

PALAY DISPLAY www.palaydisplay.com

952-983-2026

SUNGLASSES & EYEWEAR F E AT U R E D S E L L E R

SELF-DEFENSE, SECURITY SAFETY TECHNOLOGY www.safetytechnology.com/wh

904-720-2183

SHARP IMPORT www.sharpimport.com

856-382-0631

SHOES & FOOTWEAR 247 FASHION STORE www.247fashionstore.com

909-839-0186

CHENG’S ENTERPRISE www.easyusafootwear.com

800-886-3288 313-444-0277

SMOKING PRODUCTS ACHARYA INTERNATIONAL www.rrrwholesale.com BOOM LITES LLC www.boomlites.com

PR SUNGLASSES 800-777-7656 www.prsunglasses.com At PR Sunglasses, we have a great selection of wholesale sunglasses that are updated monthly - from our promotional low-cost line to high quality fashion lines. We also carry reading glasses, goggles, kids sunglasses, sunglass displays and a wide variety of accessories.

CTS WHOLESALE LLC 800-796-3486 www.ctswholesalesunglasses.com NEVA ENTERPRISES www.olympiceyewear.com

801-975-1656

RUBY IMPORTS www.rubyimports.net

901-375-4377

ST LOUIS WHOLESALE LLC 800-340-7642 stlouiswholesale.com TOPPER INTERNATIONAL www.topperliquidators.com

800-867-7371

408-736-7988 202-476-9446

BRASSWORLD WHOLESALE 248-668-1640 www.brassworldwholesale.com E CIGARETTE PUFF 214-876-4442 www.wholesalecentral.com/ecigarettepuff

JAFRUM www.jafrum.com

HOOVER’S MANUF. www.hmchonors.com

GUANGZHOU BAOYAN 86-020-8102-0932 www.stainlesssteeljeweler.com

KC CREATIONS www.kccreationsinc.com

S & S SPORTS INC www.sports456.com

PANTHER TRADING CO. INC. 410-644-0134 www.pantherwholesale.com

TUKA IMPORTS www.tukaimports.com

801-341-2005

24/7 WHOLESALE 877-247-9465 wholesalecentral.com/247wholesale/store.cfm

KNIVES & SWORDS

260-665-1100

722

212-840-9380

XPJEWELRY www.xpjewelry.com

DUKE IMPORTS, INC. www.dukeimports.com

HBH PET PRODUCTS www.hbhpet.com

JPI DISPLAY, INC. www.jpidisplay.com

86-20-8102535

908-352-5400

HANA WHOLESALE ilovehana.com

PET SUPPLIES

VIENNOIS viennois-online.com

COUNTRY CLUB USA www.countryclubproducts.com

877-906-2211

PERFUME

UNITED GEMCO unitedgemco.com

KNIFE IMPORT www.KnifeImport.com

STOCKWELL GREETINGS www.stockwellgreetings.com

ELECTRONIC CIGARETTES www.wholesalevapor.com

800-332-0916

GOGO WHOLESALE www.gogowholesale.com

425-949-4002

GREEN SMOKE wholesale.greensmoke.com

305-290-3669

HABIB IMPORTS INC 916-739-8488 www.wholesalecentral.com/habib

TELEPHONE & CELLULAR DREAM WIRELESS, INC. www.dreamwireless.com

626-820-1600

HYPERCEL CORPORATION www.hypercel.com

661-310-1000

SIFSOF GLOBAL TRADE 323-988-5889 www.wholesalecentral.com/sifsof0001/Store.cfm

TOYS & HOBBIES ESCO IMPORTS www.escoimports.com

800-445-3836

INNEX INC www.innexinc.com

909-839-6091

224-619-2502

PLAY VAPOR www.playvapor.com

855-475-2982

TYKO TECH INC. 213-628-2000 www.wholesale-rc-helicopters.com

SMOKELESS SELECTS www.SmokelessSelects.com

866-583-9927

SMOKERS SMART CHOICE wholesale.my7s.com

877-771-5196

SPS WHOLESALE www.spswholesale.com

877-744-9439

AKZANWHOLESALE.COM www.akzanwholesale.com

TRIANGLE WHOLESALE www.triangle-wholesale.com

630-629-3771

WATCH TIME INC. 213-748-9942 www.wholesalecentral.com/watchtime

JK IMPORTS, INC. www.jkimportsla.com

213-617-0609

MAGIC MIST wholesale.themagicmist.com

US GLOBAL IMPORTS www.usglobalimports.com

213-626-6005

VAPORIN LLC www.vaporin.com

508-523-5974

WATCHES

WATCHES INTERNATIONAL www.wintl.com

213-291-8430

713-780-8463

Go Back to www.IndependentRetailer.com

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supplier profile Anton International: R/C Choppers, Cars & More ANTON INTERNATIONAL distributes a wide variety of radio-controlled toys and other products to customers worldwide. The firm is the U.S. subsidiary of Teemway Group Ltd. in China, a manufacturer of popular children’s toys and gifts that meet a range of reputable safety standards, since 1999.

“We specialize in toys, mainly R/C cars and helicopters,” notes Daniel Corral, account executive. “One new helicopter we expect to be popular this year is our Wi-Fi 3-channel R/C Helicopter with Gyro and Camera. It has a very nice camera, and is Wi-Fi-controlled through a smartphone.

Users get a live feed to their phone from the manufacturer’s app, and they do not need a memory card.” The mid-sized helicopter is white with red and gray trim.

Flying time is six to seven minutes, the control distance

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is 50 meters and charging time is about one hour. The product wholesales for $55 and retails for $150 and up. In addition, the twochannel R/C helicopter is another popular, inexpensive option. “Many customers were asking us for something small and reliable, and they can’t get enough of our TRP 2179A,” Corral reports.

The product wholesales for $7.75.

R/C Lamborghini Anton International’s licensed Channel R/C Lamborghini Car, available in orange and gray, is also very popular. Playing time is about 20 minutes, and the control distance is around 60 meters for these super fast cars, which charge up in 240 minutes. Another classic product that customers love is the 4 Channel Invincible

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Tornado. â&#x20AC;&#x153;This little stunt vehicle is our number one selling car by far,â&#x20AC;? Corral continues. The multifunctional R/C aerobatic car has a turbo 360-degree front, and performs axle spins and super wheelies at blazing speed, with control up to 15 meters. Available in red and blue, playing time is 20 minutes and charging time is 120 to 180 minutes. The product includes a rechargeable battery for the car and a nine-volt battery for the controller, and wholesales for $9.

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More options for all ages The company has several other R/C helicopters and cars, as well as a Wi-Fi iPhone/Android 4 Channel R/C Tank with Camera, with a range up to 200 feet. For the younger set, Anton International sells toys such as the Pleasant Journey plastic car and track set, and Trainfun, a plastic train and track set. There is no minimum order, and markup is generally three times the wholesale price. â&#x20AC;&#x153;We value customer service, and we work with retail clients to be sure they are satisfied with our products,â&#x20AC;? adds Wayne Tseng, account executive. Products usually ship the same business day as ordered. â&#x2013;

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supplier profile Boutique Window Drives Store Traffic BOUTIQUE WINDOW, co-founded by Ella Wirtz and Courtney Rodgers, is an online marketing tool built specifically for small retailers running brick and mortar shops. “Our goal is to help business owners take advantage of all the online opportunities that are going to help them connect with local customers, and drive foot traffic into their stores,” Rodgers states. “We know that small retailers have a ton on their plates, and managing a website, Facebook, Twitter and Pinterest can be a lot of work that they do not have time to do.”

Simple cross-platform management Boutique Window makes it simple for retailers to manage those platforms from one location, and create an ongoing conversation with their shoppers online. Storeowners upload and edit photos of their merchandise, add details and group photos, and publish merchandise to the networks. Retailers who do not have a website can use their Boutique Window account as their store’s website. “Our clients can go back to the photos they have posted and use our promotion tools to create interesting content they can continue to share,” Rodgers adds. Boutique continued on page 78

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supplier profile Boutique Window Drives Store Trac continued from page 76 Window also has a widget that clients can put on their existing website to publish merchandise.

“Our clients report significant increases in engagement on their Facebook pages,” Rodgers continues. But just because people “like” a retailer’s FB page, she warns, it does not mean they will see the content being posted. On average, only 10 percent of followers see a store’s post. “If merchants can maintain a good posting schedule, and Boutique Window makes that really easy, they are going to expose more shoppers to more of their merchandise. Keeping new arrivals top of mind is one of the best ways to drive foot traffic into the store, and turn customers into repeat customers.”

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Photo editing & social sharing tools Boutique Window’s built-in photo editor helps retailers make professional looking photos. “When our stores upload photos they have taken on their smartphones or cameras, they can use our simple editor,” Rodgers continues.

“They can adjust the brightness and crop images, and add text to a picture. It is an easy way to make sure the content they are publishing to their website and social media is polished, and reflects the style of their store.”

Boutique Window’s social sharing tool is also popular with retailers. “Every item our stores upload into their accounts is connected to all the social networks their shoppers could potentially want to use to share. An item will get Pin It, Like, Share and Tweet buttons, and will have a commenting box,” Rodgers notes. Additionally, if shoppers see something and want to make sure it is available in their size before they make a trip to the store, they can

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leave a note for the storeowner and ask if it is available, and storeowners can easily reply.

“Our customers constantly tell us how easy our tools are to use,” Rodgers stresses. Boutique Window’s tools are either point and click or drag and drop. “They are really quick, save our storeowners a lot of time and are fun to use.”

The company also has a blog that provides free resources to help merchants keep up with the constantly evolving social media scene. In addition, the blog offers seasonal marketing materials such as Halloween and Small Business Saturday promotion packs.

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marketing 5 Tactics for Effective In-Store Marketing AS AN indie retailer, you are responsible for sales, accounting, purchasing and a host of other duties.

Rewarding? Yes. Peaceful? No. These routine responsibilities leave few resources for in-store marketing.

However, a little planning and a modest investment can go a long way to converting shoppers into buyers.

Following are five tactics for visual merchandising that are easy, effective and affordable.

Know your direction Take a few moments to define your campaign objectives. They should be clear and specific. Is your goal to introduce new products, promote a sale or generate awareness for a new event? Your objectives will play a role in choosing display materials and formulating an effective message.

Cover your bases Most retail environments contain five major areas

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by Melissa Molyneaux

that inform, promote and sell. Windows, walls, ceilings, counters and floors all provide an opportunity to communicate with shoppers. Large window signage is an effective method for communicating sales and in-store promotions. In fact, 52 percent of consumers are more likely to enter a store if there is a sale sign in the window, according to KISSmetrics. Counter signage plays a support role by displaying specific price points and percent discounts. Directional signage can be used on ceilings and walls to segment a store. The most successful in-store marketing programs include a combination of these materials.

Be polished Use frames, fixtures and sign holders to give graphics a professional appearance. These items are permanent and allow for easy seasonal graphic updates. Most are available in affordable plastic or metal versions, and continued on page 82

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marketing 5 Tactics for Effective In-Store Marketing continued from page 80 accommodate a variety of signage materials. Graphics usually snap or slide into place. Choose fixtures that are visually appealing, reusable and flexible. Use the appropriate hanging hardware to achieve the most professional look. Do you often use generic “sale” signs to promote markdowns and move merchandise? If so, consider using durable materials such as styrene or vinyl to produce these items. Select a style that complements your retail atmosphere.

Keep it fresh Content should always be relevant and up-to-date.

This includes signage, windows and mannequin displays. There is no magic number for content changes.

However, your in-store displays should always reflect the present season and highlight your current inventory.

In general, the retail year can be divided into five major seasons, with several holidays falling into each:

• Winter

Super Bowl, Valentine’s Day, St. Patrick’s Day

• Spring

Taxes, Easter, Mother’s Day, Graduation, Father’s Day

• Summer

Fourth of July

• Fall

Back to School, Halloween, early holiday

• December

Christmas, New Year’s Eve, etc.

An entire season is dedicated to December because the holiday season can represent 20 to 40 percent of a retailer’s annual sales, according to the NRF. A holiday update is well worth the investment, and should be included in your visual merchandising plan. Budgets may not allow signage updates for each individual holiday, so consider your industry and prioritize which are most valuable to your business. Invest in signage for these events and display basic seasonal signage for the rest

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of the period. Keep content fresh by incorporating new inventory or products.

Be the early bird Successful in-store marketing events require planning. Consider your objectives early and make a list of required materials, including signage, fixtures and hanging hardware. Are you going to mount signage to the ceiling, wall or window? If so, learn what type of hardware you will need, and do some research to identify lead times and possible sources. Place orders well in advance to allow time for testing the application and correcting any imperfections.

Visual merchandising plans should go beyond your next event.

Simply store the displays when your promotion ends, and reapply when appropriate. Although it can be challenging to prioritize as a small business owner, adequate planning can result in better execution and more efficient use of your time and budget dollars. ■ Melissa Molyneaux is the marketing director for BoutiqueVision.com, a website that provides printed signage and in-store marketing materials to independent retailers. The site’s mission is to provide the benefits of custom merchandising without high volume requirements or agency expenses. Boutique Vision is fully owned by InnoMark Communications, a provider of custom visual merchandising solutions for major retailers and consumer packaged goods (CPG) clients. Molyneaux can be reached at Sales@BoutiqueVision. com, or 855-889-5362.

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marketing Building In-Store Loyalty Online

by Jessica Moretti

BUILDING CUSTOMER loyalty is essential for brick and mortar merchants, and today that requires online customer appreciation. Not only will this encourage engagement on your social networks, but it also will keep your brand top-of-mind when your customers decide where to shop. Your independent business will thrive as long as you address online comments and questions as attentively as you would in your retail store. Here are four tips to help you do just that.

Respond to any comments on your page. Whether it is feedback or an inquiry, be sure to show your customers that you care about what they have to say. You can even tag and address them personally by adding the @ symbol before their name. Keep in mind, tagging only works if you are responding to an individual personâ&#x20AC;&#x2122;s comment; otherwise Facebook only allows you to tag other businesses.

#1: Leave no message behind

Get in the habit of responding to your mentions on Twitter. This is most effective when you are able to do it in real time. You can respond to multiple followers at once if the comment or question is general. Always thank your followers for re-tweeting your posts. This interaction may spark a conversation about your store on Twitter that potential customers will see. Participate in Follow Friday by tweeting a few followers at once, while including the â&#x20AC;&#x153;ff â&#x20AC;? hashtag (#ff). It is a great way

Welcome and answer all direct Facebook messages.

There are some comments customers do not wish to address publicly, so they send private messages as a way to connect directly with their favorite store.

Whether it is a question about size, stock or color, or just a comment on their experience, be sure to address each message in a timely manner, signing off with your name to make it more personal.

#2: Tweet when tweeted to

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to appreciate your customers and build trust with those who interact with you regularly.

#3: Brush the dirt o your online reviews Your company is listed online at multiple review sites, regardless of whether or not you have established your business on them. However, it is up to you to claim and manage your listing. The good news is that these online listings require little upkeep. Once you have claimed the local listing for your business, update your contact information and add your logo or storefront photo. Most importantly, take the time to respond to reviews. Search for your business on Google and claim the first local listings that appear. Most likely, you will see Yelp, Google+, Citysearch, MerchantCircle and YP.com. Claim whichever shows up first or has the most reviews, and start responding.

#4: Interact on Pinterest Seize the opportunity to interact with potential customers on Pinterest. When someone repins one of your

items, thank them for sharing and invite them to stop by your store to check out similar items they might enjoy. You can even leave them with the address of your business, so they can easily find you. Just like on your other social networks, be sure you are responding to comments and questions.

Adjust your notification settings for each of your social networks so that you receive an alert when someone interacts with your brand. This will allow you to take action and respond to your customers in a timely fashion. By showing your appreciation for their businesses, you are increasing their loyalty to you. For more ways to show your customers appreciation and build up their loyalty, download these Top 10 Customer Appreciation Tactics: just enter the URL: http://goo.gl/Eeipa9. ■ Jessica Moretti is the marketing communications manager for SnapRetail, a ready-to-use marketing solution to help local store owners engage and sell to customers using email, social media and exclusive offers. She has a journalism and public relations background, graduating summa cum laude from Indiana University of Pennsylvania. For more information, please visit snapretail.com.

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marketing Boost Revenue Through Employee Engagement NO MATTER what the industry, employees are the face of a company. Sure, the products you are selling are why customers first visit your business, but it is employees that keep them coming back. Engaged and happy employees improve the customer experience, which results in loyalty and increased revenue and growth. Unfortunately, if your staff is aloof, it is costing you. According to a Gallup study, over 70 percent of all U.S. workers are disengaged in the workforce. These employees are costing business owners billions of dollars every year.

The following are three approaches you can take to keep your staff engaged from the start.

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by Katherine Wellman

1. Be flexible Creating an engaged workforce does not have to take a lot of effort. Your staff will react positively to even the smallest gestures. For example, allow staff to submit availability weekly, before you create the schedule. This helps employees create healthy work-life balance. The retail industry relies heavily on part-time employees who often have other activities such as school, another job, children and sports packed into their days. Flexibility at the workplace allows people to live fulfilling lives outside of their place of employment, which results in a happier workforce.

Accepting availability from your staff will also give you great insight into which staff members are the most engaged. Keep an eye on the number of hours your employees work from week to week, who is continually

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switching shifts and who picks up the offered shifts, as these three things will give you great insight.

2. Involve your sta Encourage two-way communication. All too often, managers are delegating tasks and not listening to what their employees are saying. Your staff is on the front lines of your business every day, and they quickly learn what is working and what is not. Ask them for feedback often. Use employee reviews as a time to gain valuable insights from your staff. This should be a time for you to review their performance, and for them to review your business and you. They may have amazing ideas on how to sell your products, run your business, engage your customers and increase loyalty. While gathering this feedback, it is extremely important that you take their suggestions seriously and implement changes based on what they tell you. As they see you making adjustments to your business based on their ideas, they will feel included in the decisions you are making, and be encouraged to continue to share their opinions with you.

3. Create brand ambassadors Give your employees the tools they need to promote your company and products. When your staff has the knowledge to speak authoritatively to customers about your store’s policies or products, they will be more confident in their job. So often within small businesses, there is very little organization when it comes to product knowledge, documents and policies. Leverage technology to keep these documents in one easy to manage location that is available to every employee, no matter where they are. If your employees are properly informed, they can speak of these policies with authority, passing this confidence along to your customers.

For more ways to increase employee engagement, download Shifthub’s ebook, Solving HR Problems Without An HR Department. http://goo.gl/lhNxvF ■ Katherine Wellman is marketing and community manager for Shifthub, a platform for small businesses that makes staff scheduling fast, and communication easy. For more information, visit shifthub.com.

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marketing Building Your Business With Instagram INSTAGRA M IS now the go-to place for people to share photos with friends and family. Moreover, it is a great place for people to post pictures of things they want to sell, and indie retailers are finding it is an invaluable way to reach customers. Hordes of users have turned Instagram into a profitable business opportunity, building new services on top of the existing platform. Printstagram, for instance, lets people turn their Instagram images into prints, wall calendars and stickers. A group of designers is even building a digital picture frame for Instagram photos, The New York Times reports.

Photos rule when it comes to marketing, because they make an emotional connection in a way that text

cannot. Pictures that are fun and engaging make your company and brand more relatable. Thanks to steady user adoption, photos shared via Instagram are reaching a huge audience. Here are four effective strategies retailers and sellers can use to build their businesses with Instagram:

Curate Determine what will engage your target market by asking the following questions: What do they want to see? How can I get them to engage with my photos? What will get them talking about my company? Then, develop a photo curation plan around the answers.

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Instagram is a spectacular tool for retailers and businesses, and it is free. This is great news for retailers, wholesalers, suppliers, network marketers and any business that wants to grow. To learn more about using Instagram for your business, go to Instagramdomination.com. â&#x2013; Bardi Toto is a best selling author, personal branding strategist and attraction marketing specialist. She has a strong background in Internet technology, and has been working with various social networking giants like YouTube, Pinterest, Facebook, LinkedIn, Twitter and Instagram. Toto is founder and CEO of a Web Design, Digital Marketing and Marketing Agency. To learn more, visit barditoto.com.

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marketing Technology For Retail Loss Prevention LOSS PREVENTION has entered the digital age. Some of the latest advancements to stop shoplifters are security cameras that can be monitored from a cell phone or home office, specialty tags to stop shoppers from buying garments with the intent of wearing them once and returning them, and tags that beep if a pin is tampered with, a lanyard is cut, or the thief tries to grab an item and run.

Security cameras A variety of security cameras exists, from expensive ones that rotate and zoom to inexpensive versions that are stationary. The cheaper versions available on the Internet are more like disposables, and may only be good for about a year. The cameras that need to be wired have much better picture quality and reliability, while the wireless ones that use a lot of bandwidth are not as clear or reliable. These can be

by Mary Fouts

very handy though, since you do not have to wire them. A business should install a wired camera, in addition to one or two wireless cameras in strategic places. If connected to broadband wireless, some of the newer software that runs the cameras can be accessed through a cell phone or home computer.

Newer software matches cash register receipts with the camera showing the cash drawer. This is designed to stop sweethearting, or when employees sell their friends something for less than the current price, or give them an extra item.

Checkpoint and ADT are good sources for these types of cameras.

Specialty tags Wardrobing is another criminal act that caused an estimated $8.9 billion in retail losses in 2012, according continued on page 92

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UÊ ÕÞÊ-Ì> iÃÃÊ-Ìii Ê, }ÃÊv ÀÊ iÃÃÊÌ > ÊfÓ°ää]Ê> `ÊÃi Êv ÀÊfÓx°ää fxä°ääÊ >V t UÊ , }ÊV iVÌ Ê>««i> ÃÊÌ Ê> Ê>}iÊ}À Õ«ÃÊ> `Ê`i }À>« Vð UÊ / iÊÃÌ> « }Ê vÊ iÌÌiÀÃÊ> `Ê Õ LiÀÃÊ ÃÊ`ii«iÀ]ÊV i>ÀiÀ]Ê> `Ê iÃÃÊiÝ«i à ÛiÊÌ > Êi }À>Û }° UÊ / iÊ-Ì> iÃÃÊ-Ìii ÊÀ }ÃÊV iÊ ÊÓ{ÊÃÌÞ iÃÊ­- ÛiÀ]Ê `]Ê >V ]Êà ÛiÀÊÜ Ì ÊL ÕiÊi`}iÃ] Ê Ã ÛiÀÊÜ Ì Ê>Ê} `Êi`}i]ÊiÌV°®Ê Êà âiÃÊÎ £x° UÊ / iÊÀ }ÃÊ i Ì i`Ê>L ÛiÊV> ÊLiÊV ÀÊ«i Ê«> Ìi`°Ê Ê Ý°Ê ÊL ÕiÊÀ }ÊÜ Ì ÊÜ ÌiÊ«> ÌÊ iÌÌiÀ }ÊiÌV° UÊ >ÃÞÊÌ Ê i>À Ê> `Ê ÞÊÌ> iÃÊ£ÊÌ ÊÓÊ ÕÌiÃÊÌ ÊÃÌ> «ÊÌ iÊÀ }t UÊ , }ÊÃÌ> « }Ê ÃÊ> Ê `i> ÊLÕà iÃÃÊv ÀÊiÝ ÃÌ }Ê7 ÀiÊ À>vÌiÀÃÊ> `Ê > ÊLÞÊÌ iÊ V ÊÛi ` Àð UÊ iÜÊV Ìi « À>ÀÞÊÃÌ> «Êv Ì]ÊVÕÃÌ Ê } ÃÊ>Û> >L i°Ê, }Ê-Ì> « }Ê ÃÊ>ÊLÕà iÃÃÊ>ÌÊÌ i Ê Li} }Ê vÊ ÌÃÊ vi VÞV i° UÊ } iÃÌÊ*À v ÌÊ >À} ÃÊv ÀÊ Õ `À> à }Ê Ê } Ê-V Ã]Ê-« ÀÌÃÊ/i> Ã]Ê À>ÌiÀ > Ê"À}> â>Ì Ã]ÊiÌV°

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marketing Technology For Retail Loss Prevention continued from page 90 to the National Retail Federation, with $2.9 billion of that occurring during the holiday season. Wardrobing is when someone buys an expensive item with the intent of using it once, and then returning it for a full refund. In the past, this has been a very hard crime to address. Now there is a tag manufactured by WG in California, at the urging of Bloomingdales, to stop this crime. The B-tag is placed in a prominent place on the front of the garment, and is left there at checkout for the customer to remove at home. The storeâ&#x20AC;&#x2122;s return policy states that the B-tag must be in place in order to return the item. The person can take the item home, try it on, and show it to friends and family. The shopper can then decide to keep the garment and remove the B-tag, or leave the tag on and return the item. Although the price is significant and the minimum purchase quantities rather large for smaller stores to afford the tag, it will gain popularity as the price comes down

92

December 2013 | INDEPENDENT RETAILER

and the minimum order is reduced.

Newer tags on the market include two-way, threeway and four-way tags. These tags contain a battery and a ringer. The two-way tag rings the security system if the pin is tampered with, the three-way tag rings if the lanyard is cut on the tag, and the four-way tag rings if someone tries to run from the store. Most thieves are unnerved, not only because the towers at the door ring, but because the tag on the garment continues to ring as they run out the door. Usually they will ditch the item, rather than be caught with it beeping in their hands. These tags, too, can be a bit pricey, but are well worth the expense if you are in a high crime rate area, or sell high dollar items. â&#x2013; Mary Fouts provides tech support for SensorTags.com, a firm that specializes in retail security equipment for shoplifting prevention.

Fouts has owned a retail clothing store and a wholesale business, and is now in security. Her many years of experience in the retail environment make her well versed to resolve difficult situations with security systems. Fouts has also worked in a technical support role with Factory Outlet and Security Outlet.

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closeouts/liquidations Nubani Distributors Expands in 2014 NUBANI DISTRIBUTORS, founded in 1986, is a family owned and operated wholesaler that specializes in the secondary and closeout market. The company sells top quality confectionary foods, snacks, grocery items, and health & beauty products at low prices.

Nubani Distributors continually adopts new practices to best serve customers, and has a host of new initiatives planned for 2014.

Freight specials

Trade shows

SAP system

“We have historically targeted retailers in tier one cities,” states Sam Nubani, president. “In 2014, we will be working with merchants in smaller markets such as St. Louis and Wichita. We feel it is a good way for us to expand our market penetration and to acquire new customers.”

Nubani Distributors will be attending more trade shows next year, including the Philadelphia National Candy Gift and Gourmet Show in Atlantic City, New Jersey, January 12-14, and the Halloween Expo in Houston, Texas, January 25-28, to meet potential customers.

Another development is the implementation of Nubani’s new SAP system. “With the New Year, everything will be automated,” Nubani reports. “This benefits our customers because it helps us push out the product faster. Instead of taking 48 hours to confirm an order, we will be able to do it in 24 hours. This is important because we are a closeout company, and our products are date sensitive. The SAP system also helps us ensure that orders are accurate.”

In addition, Nubani will be offering freight specials to new buyers. “We know that can be an issue for smaller customers,” Nubani continues. “They might have a hard time paying for freight when it is 15 to 20 percent of what they are buying, so we are going to try to keep it around ten percent. As an example, we might pay for half the freight on larger orders.”

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One stop shopping Finally, the company is expanding its product line. “While we are known for confectionary and food items, we strive to be a one stop shop for our customers,” Nubani adds. “We are having conversations with other suppliers to obtain household goods like plastic wrap, aluminum foil, paper towels and napkins. This is exciting because those products earn higher margins for our customers.”

Nubani Distributors will continue to provide not only a broad range of products and special offers, but will also maintain its commitment to superior customer service.

“We have a dedicated customer service department, and we provide excellent service on a timely basis,” Nubani points out. The company operates out of a 150,000 square foot warehouse in Bellwood, IL, which is completely temperature controlled to preserve the quality of its products.

Formerly Nubani Trading Company, the firm was founded by Fouad Nubani as a wholesale candy company. Although Nubani is officially retired, he plays an advisory role in the business he nurtured to success. Nubani Distributing continues to expand at a phenomenal pace, and has grown 35 to 40 percent each year for the last five years. “That is because we follow the core values our father instilled in us—honesty and integrity,” Nubani assures. “No matter how big we are, we will always offer personalized service and treat everyone with respect.” ■

Nubani Distributors 2850 Oak Street, Building A Bellwood, IL 60104 Tel.: 708-544-4740 • Fax: 708-544-4751 Email: sales@nubanidistributors.com Website: nubanidistributors.com

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closeouts/liquidations Moneymaking Strategies From H&J Liquidators & Closeouts CLOSEOUTS AND liquidated products, which often sell for well under regular wholesale prices, can offer indie retailers generous profit margins. Closeouts exist as a result of excess inventory, discontinued products, packaging changes, customer returns and slight imperfections, as well as merchants going out of business.

They are the same name brand, designer labels and first quality merchandise found in department stores and retail chains.

Formulate a buying strategy H&J Liquidators & Closeouts Inc. is one closeout supplier dedicated to offering retailers an array of high quality merchandise at low costs that provide good profit margins. It was founded in 1986 by partners Jack Siegal and Howard Chernawsky. â&#x20AC;&#x153;When done with care, buying and selling closeouts and liquidations can be a lucrative and satisfying business,â&#x20AC;?

Chernawsky states. However, not all closeout and

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December 2013 | INDEPENDENT RETAILER

liquidation companies are created equal, he warns, and it is important for retailers to formulate a research and buying plan. A variety of resources are available to help locate closeout suppliers, beginning with an online search. Numerous businesses will appear, including well-established companies such as CloseoutCentral. com and HJCloseouts.com. Online classified ads, the Yellow Pages and industry newsletters are also good resources.

Here are a few more tips to help merchants form a strategy when purchasing closeouts and liquidated merchandise.

1. Ask for references.

2. Check the Better Business Bureau.

3. Calculate shipping charges. continued on page 100

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closeouts/liquidations H&J Liquidators & Closeouts

pens for just three cents, or countless items for less than 25 cents, they often choose us,” he adds. “Our customers are the most important part of what we do, and we also provide personable customer service and support whenever they need it.” One form of support comes in free shipping. “Often products cost significantly less than the shipping rate, leading to confusion as to the price points of the products for consumers,” Chernawsky reports. “By offering free shipping we help avoid this problem, while making it easier for businesses and individuals alike to sell our products with confidence.”

continued from page 98 4. If you choose a local supplier, review the product in person before you buy.

5. When purchasing online, examine detailed product descriptions, digital images, shipping dimensions and condition codes.

6. Once you choose a seller, be sure everything you agree upon is in writing.

7. Place a small initial order and build from there.

Shop online or in person

“Unlike many other closeout companies who sell very large quantity minimum orders, H&J has a minimum order of only one case. This allows our buyers to purchase just what they need,” Chernawsky points out. H&J’s dozens of product categories include arts & crafts, seasonal & holiday, health & beauty, home décor, housewares, clothing & hats, food & candy, office supplies and much more. “When people need

WE DROPSHIP

H&J Liquidators & Closeouts recently transformed its website and implemented new advances in technology.

The company chose a simple design that provides easy usability, and displays real time inventory and wholesale prices. All of the firm’s merchandise is on site and available for purchase from its hub in Des Plaines, IL. To speak directly with H&J, please call 800-875-7717, or email support@hjcloseouts.com. For more information, visit hjcloseouts.com. ■

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CloseoutCentral

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tradeshow calendar DECEMBER 2013 DEC 5-8, TransWorld’s Schaumburg Jewelry, Fashion & Accessories Show Renaissance Schaumburg Hotel & Convention Center - Schaumburg, IL The holidays are unmatched for their dazzling beauty and exciting shopping. NOW, the holiday season takes on a whole new shine as Transworld’s Jewelry, Fashion & Accessories (JF&A) Show comes to Schaumburg again this year!

20 minutes form O’Hare International Airport 30 minutes from downtown Chicago. Don’t miss this last chance of the season to make your purchases before the holidays... at prices you won’t find anywhere else! For further information: TransWorld Exhibits, Inc., 1850 Oak St., Northfield, IL 60093. Telephone: 847-446-8434, 800-323-5462; Fax: 847-446-3523; Email: info@tweshows.com; Website: www.tweshows.com.

DEC 7-9, Charlotte Gift & Jewelry Show Charlotte Merchandise Mart - Charlotte, NC This show is a wholesale trade show for buyers of gifts, jewelry, housewares, silk flowers, stationery, toys, and much more. For further information: Michael Stephens, Mahone Associates, 800 Briarcreek Rd., Ste. BB503, Charlotte, NC 28205. Telephone: 704-377-5881; Fax: 704-358-9115; Email: michael@charlottegiftshow.com; Website: www.charlottegiftshow.com.

DEC 7-9, GTS Greensboro NC Expo Greensboro Coliseum Complex - Greensboro, NC Helping retailers and resellers succeed by offering multiple shows packed with world class importers, manufacturers, & wholesalers. GTS shows are filled with plenty of fashion jewelry, fine jewelry, beaded jewelry, handbags, apparel, closeouts, and accessories to satisfy all your businesses needs. These wholesale only expos provides our members a unique marketplace to explore new merchandise trends and new products for your business in a relaxed professional atmosphere. We help you be a better buyer by bringing you New Product Introductions and allowing you to examine New Products firsthand. For further information: Bobby Siddiqui, Golden Triangle Show, P.O. Box 4163, Alpharetta, GA 30023. Telephone: 770-410-9771; Fax: 866-807-0808; Email: bobby@gtshows.com; Website: www.gtshows.com.

DEC 8-11, Grand Strand Gift & Resort Merchandise Show Myrtle Beach Convention Center - Myrtle Beach, SC Gift & Resort Merchandise Show. For further information: Majorie Richardson, Show Manager, Urban Expositions, 1690 Roberts Blvd., Suite 111, Kennesaw, GA 30144.

Telephone: 678-2370-0342; Fax: 678-285-7469; Email: mrichardson@urban-expo.com; Website: www.grandstrandgiftshow.com.

DEC 8-12, International Association of Fairs & Expositions Convention & Trade Show Paris Hotel & Bally’s Hotel - Las Vegas, NV This show features the latest in products, services and entertainment for agricultural fairs across North America.

Our attendees are management, staff, and board members from fairground facilities. For further information: Steve Siever, International Association of Fairs & Expositions, P.O. Box 985, Springfield, MO 65801. Telephone: 417-862-5771; Fax: 417-862-0156; Email: iafe@fairsandexpos.com; Website: www.fairsandexpos.com.

DEC 9-10, Midwest Market Days Chicago Regent Showroom, 8999 Palmer St. - River Grove, IL The Midwest Market Days trade show is conveniently located in the Midwest only 10 minutes from Chicago’s O’Hare International Airport. Buyers from independent retailers, mass merchants and wholesale distributors enjoy the concise, comfortable, casual buying atmosphere.

View thousands of closeout and direct import general merchandise items across a wide variety of product categories. Spend more time with vendors buying and viewing product rather than walking endlessly, in a huge convention center. We provide complimentary breakfast and buffet lunch to all buyers and shuttle transportation to other participating showroom locations just minutes away. For further information: Joanna Kastle, Trade Show Manager, Regent Products Corp., 8999 Palmer St., River Grove, IL 60171. Telephone: 916-376-9437; Fax: 916-376-9471; Email: jkastle@midwestmarketdays.com; Website: www.midwestmarketdays.com.

DEC 9-11, December Buyer Fly-In Show™

JAN 5-7, Midwest Market Days Chicago

TransWorld Merchandise Center - Des Plaines, IL

Regent Showroom, 8999 Palmer St. River Grove, IL

The Midwest Market Days trade show attracts Buyers from independent retailers, mass merchants and wholesale distributors enjoy the concise, comfortable, casual buying atmosphere. View thousands of closeout and direct import general merchandise items across a wide variety of product categories. Spend more time with vendors buying and viewing product rather than walking endlessly, in a huge convention center. For further information: TransWorld Merchandise Center, Inc., 20 N. Wacker Drive, Suite 1540, Chicago, IL 60606. Telephone: 312-201-3800; Fax: 312-201-3803; Website: www.twmerchcenter.com.

DEC 13-15, Baton Rouge Jewelry & General Merchandise Show Baton Rouge River Center - Baton Rouge, LA For The Trade Only - Cash and Carry Gift, Fashion, Accessories, Home Decor & Jewelry Show. For further information: David Harrington, Show Manager, Helen Brett Enterprises, 5111 Academy Dr., Lisle, IL 60532. Telephone: 800-541-8171, 331-481-5755 direct; Fax: 630-241-9870; Email: dharrington@ helenbrett.com; Website: www.gift2jewelry.com.

DEC 13-15, Great American Gem Show - InterGem Donald E. Stephens Convention Center - Rosemont / Chicago, IL Many beautiful and exotic gems, beads and jewelry, can be found among the rows and rows of exhibitors at each show.

Engagement rings, anniversary gifts, birthstones, healing gemstones, heirlooms, possessions of movie stars and international celebrities, multiplies in value as gifts for friends, family or oneself. For further information: International Gem & Jewelry Show, Inc., 120 Derwood Circle, Rockville, MD 20850. Telephone: 301-294-1640; Fax: 301-294-0034; Email: info@intergem.net; Website: www.intergem.net.

DEC 20-22, Great American Gem Show - InterGem Dulles Expo Center - Chantilly, VA Many beautiful and exotic gems, beads and jewelry, can be found among the rows and rows of exhibitors at each show.

Engagement rings, anniversary gifts, birthstones, healing gemstones, heirlooms, possessions of movie stars and international celebrities, multiplies in value as gifts for friends, family or oneself. For further information: International Gem & Jewelry Show, Inc., 120 Derwood Circle, Rockville, MD 20850. Telephone: 301-294-1640; Fax: 301-294-0034; Email: info@intergem.net; Website: www.intergem.net.

JANUARY 2014

The Midwest Market Days trade show is conveniently located in the Midwest only 10 minutes from Chicago’s O’Hare International Airport. Buyers from independent retailers, mass merchants and wholesale distributors enjoy the concise, comfortable, casual buying atmosphere.

View thousands of closeout and direct import general merchandise items across a wide variety of product categories. Spend more time with vendors buying and viewing product rather than walking endlessly, in a huge convention center. We provide complimentary breakfast and buffet lunch to all buyers and shuttle transportation to other participating showroom locations just minutes away. For further information: Joanna Kastle, Trade Show Manager, Regent Products Corp., 8999 Palmer St., River Grove, IL 60171. Telephone: 916-376-9437; Fax: 916-376-9471; Email: jkastle@midwestmarketdays.com; Website: www.midwestmarketdays.com.

JAN 5-7, MODA Manhattan Jacob K. Javits Convention Center New York, NY An upscale trade event providing a concise mix of carefully juried RTW for the Modern Contemporary retailer.

Features fashion resources ranging in apparel from every category possible. Takes place in New York and runs concurrently with AccessoriesTheShow and Fame. For further information: Dee Gratz Jones, Business Journals, Inc., 50 Day St., Norwalk, CT 06854. Telephone: 866-696-6020, 212-710-7441; Fax: 203-838-5028; Email: deej@busjour.com; Website: www.modamanhattan.com.

JAN 6-8, January Midwest Market Days™ TransWorld Merchandise Center Des Plaines, IL The Midwest Market Days trade show attracts Buyers from independent retailers, mass merchants and wholesale distributors enjoy the concise, comfortable, casual buying atmosphere. View thousands of closeout and direct import general merchandise items across a wide variety of product categories. Spend more time with vendors buying and viewing product rather than walking endlessly, in a huge convention center. For further information: TransWorld Merchandise Center, Inc., 20 N. Wacker Drive, Suite 1540, Chicago, IL 60606. Telephone: 312-201-3800; Fax: 312-201-3803; Website: www.twmerchcenter.com.

JAN 7-8, Gem, Jewelry & Lapidary Trade Show

JAN 3-5, Great American Gem Show - InterGem

Asheville Civic Center - Asheville, NC

Expo Center at the South Florida Fairgrounds West Palm Beach, FL

This show specializes in gems, jewelry, lapidary equipment and specimens. **** ALL G&LW SHOWS ARE WHOLESALE ONLY - COPY OF BUSINESS OR RESALE CERTIFICATE REQUIRED - DATES ARE SUBJECT TO CHANGE **** For further information: Gem & Lapidary Wholesalers, Inc., P.O. Box 98, Flora, MS 39071-0098.

Telephone: 601-879-8832; Fax: 601-879-3282; Email: info@ glwshows.com; Website: www.glwshows.com.

Many beautiful and exotic gems, beads and jewelry, can be found among the rows and rows of exhibitors at each show.

Engagement rings, anniversary gifts, birthstones, healing gemstones, heirlooms, possessions of movie stars and international celebrities, multiplies in value as gifts for friends, family or oneself. For further information: International Gem & Jewelry Show, Inc., 120 Derwood Circle, Rockville, MD 20850. Telephone: 301-294-1640; Fax: 301-294-0034; Email: info@intergem.net; Website: www.intergem.net.

JAN 7-10, International CES (Consumer Electronics Show)

JAN 4-7, Philadelphia Gift Show

Las Vegas Convention Center - Las Vegas, NV

New Greater Philadelphia Expo Center - Oaks, PA

The industry’s largest educational forum to help companies expand their businesses and understand new technology. Approximately 300 sessions and 900 expert speakers encompass International CES conference tracks and SuperSessions to discuss hot industry trends and topics. For further information: Consumer Electronics Association, 1919 South Eads Street, Arlington, VA 22202. Telephone: 866-233-7968; Fax: 703-907-7601; Email: cesinfo@ce.org; Website: www.cesweb.org.

The nation’s largest regional gift show gives retailers from the Mid-Atlantic and TriState areas a cost-effective, convenient access to an unrivaled selection from national manufacturers, emerging companies and the region’s top sales agencies. Special product spotlights include Made in America, Souvenir & Resort, Birdwatch & Outdoor Living, Handcrafted and Home Accents. For further information: Marilyn McGriff / Jeannine Dorchak, Urban Expositions, 1690 Roberts Blvd., NW, Suite 111, Kennesaw, GA 30144. Telephone: 678-285-3976, 800-318-2238; Fax: 678-285-7469; Email: mmcgriff@urban-expo.com; Website: www.philadelphiagiftshow.com.

JAN 5-7, Accessories The Show Jacob K. Javits Convention Center New York, NY The World’s largest and longest running juried all-accessory trade event. Showcases fashion accessory resources in over 37 product classifications. Runs concurrently with Moda Manhattan and Fame. For further information: Stacy Samet, Exhibitor, Business Journals, Inc., 50 Day St., Norwalk, CT 06854. Telephone: 866-696-6020, 212-710-7412; Fax: 203-838-5028; Email: stacys@busjour.com; Website: www.accessoriestheshow.com.

JAN 7-17, Atlanta International Gift & Home Furnishings Market AmericasMart*Atlanta - Atlanta, GA This Show features manufacturers, representatives, wholesalers and distributors of gifts, decorative accessories, collectibles, stationery & related gifts, souvenirs, resort gifts, gourmet food & specialty food products, European gifts, glassware & tabletop products, handcrafted gifts & home accessories, designer gifts & home accents, floral products, seasonal items, books, pet products, garden products and accessories, furniture, fine linens and more. For further information: Mary Ellen Jackson, AmericasMart Atlanta, 240 Peachtree St. N.W., Ste. 2200, Atlanta, GA 30303. Telephone: 404-220-2234; Fax: 404220-2299; Email: mjackson@americasmart.com; Website: www.americasmart.com.

continued on page 110 108

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NOVEMBER 2014 Join the Largest Gathering of Resort & Souvenir Gift Vendors and Buyers in America!

Pigeon Forge & Sevierville, Tennessee One Show - Two Great Locations!

Find New Products!

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WATCH WWW.IGES.US For Upcoming Info on the Best Show in| America 109 I R December 2013 NDEPENDENT ETAILER.com

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tradeshow calendar JANUARY

JAN 10-12, Hawaii Market January Merchandise Expo

continued from page 108

Neal Blaisdell Center - Honolulu, HI

JAN 9-11, Surf Expo Orange County Convention Center - Orlando, FL Including Surf, Skate, Swim, Resort, Boutique, Wind, StandUp Paddle, and Wakeboard and Waterski For further information: Dan Darby, dmg World Media- Producer, 990 Hammond Dr., Ste. 680, Atlanta, GA 30328.

Telephone: 800-947-SURF (7873), 678-781-7900; Fax: 678-781-7920; Email: ddarby@surfexpo.com; Website: www.glmshows.com, www.surfexpo.com.

JAN 10-12, Gem, Jewelry & Lapidary Trade Show

Hawaii Market Merchandise Expos are a â&#x20AC;&#x153;one-stopâ&#x20AC;? shopping opportunity for the business community of Hawaii and the Pacific Basin. Business owners, managers, professionals, and trade buyers will be shopping for values on hundreds of products they can use for their businesses or resale. Buyers may take immediate delivery of merchandise purchased.

For further information: Melody Martin, Douglas Trade Show, P.O. Box 1247, Kaneohe, HI 96744. Telephone: 800-5255275, 808-254-1773; Fax: 808-254-3324; Email: dtsm@hawaii. rr.com; Website: www.douglastradeshows.com.

JAN 10-14, CHA (formally HIA) Anaheim Convention Center - Anaheim, CA

This show specializes in gems, jewelry, lapidary equipment and specimens. **** ALL G&LW SHOWS ARE WHOLESALE ONLY - COPY OF BUSINESS OR RESALE CERTIFICATE REQUIRED - DATES ARE SUBJECT TO CHANGE **** For further information: Gem & Lapidary Wholesalers, Inc., P.O. Box 98, Flora, MS 39071-0098. Telephone: 601-879-8832; Fax: 601-879-3282; Email: info@glwshows.com; Website: www.glwshows.com.

The worldâ&#x20AC;&#x2122;s largest trade show for craft & hobby supplies, featuring more than 1,100 exhibiting manufacturers and wholesalers in five different shows floor categories including Art Materials & Framing, Scrapbooking & Stationery, Fabric / Quilting / Needlecraft, Florals / Seasonal / Home & Garden and General Crafts. The CHA Show also offers extensive educational programs and workshops. For further information: John Erick, Craft & Hobby Association, 319 E. 54th St., Elmwood Park, NJ 07407. Telephone: 201-794-1133; Fax: 201-797-0657; Email: chashow@craftandhobby.org; Website: www.chashow.org.

JAN 10-12, Great American Gem Show - InterGem

JAN 11-13, Jewelers International Showcase - JIS

Orange County Convention Center - Orlando, FL

Miami Beach Convention Center - Miami Beach, FL

Many beautiful and exotic gems, beads and jewelry, can be found among the rows and rows of exhibitors at each show. Engagement rings, anniversary gifts, birthstones, healing gemstones, heirlooms, possessions of movie stars and international celebrities, multiplies in value as gifts for friends, family or oneself. For further information: International Gem & Jewelry Show, Inc., 120 Derwood Circle, Rockville, MD 20850. Telephone: 301-294-1640; Fax: 301-294-0034; Email: info@intergem.net; Website: www.intergem.net.

The Largest & Leading Independent Jewelry Tradeshows in the Western Hemisphere. Serving only the jewelry trade with Worldwide exhibitors selling to the jewelry trade of Florida, 50 countries of The Caribbean and Latin America plus buyers from over 42 other USA states. Show established in 1979. For further information: Michael Breslow, President, Jewelers International Showcase, Inc., 6421 Congress Ave., Ste. 105, Boca Raton, FL 33487-2858. Telephone: 561-998-0205; Fax: 561-998-0209; Email: jisshow@aol.com; Website: www.jisshow.com.

Osceola Heritage Park - Orlando, FL

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JAN 12-13, St. Louis Gift Show St. Charles Convention Center North Hall St. Charles, MO St. Louis Gift Show is one of the oldest wholesale order writing and cash & carry shows in the country. Over 200 lines of merchandise, hundreds of items. Free Parking, Online registration. Including giftware, gourmet foods, jewelry, watches, hospital gift shop items, gift baskets, floral, candles, purses, candy, scarves, packaging, and seasonal items. For further information: Larry Harris, Rich Lisner, Rosehill Enterprises, Inc., P.O. Box 17112, Cincinnati, OH 45217. Telephone: 513-861-1139; Fax: 513-861-1557; Email: lpharris42@hotmail.com, ril4200@hotmail.com, info@ stlouisgiftshow.com; Website: www.stlouisgiftshow.com.

JAN 12-15, National Retail Federationâ&#x20AC;&#x2122;s Annual Convention & Expo Jacob K. Javits Convention Center - New York, NY This is the only show where you can reach thousands of decision-making retail executives from around the world.

It is the undisputed â&#x20AC;&#x153;must attendâ&#x20AC;? event for retailers and the place you need to be to meet face-to-face with retailers planning for growth. For further information: Susan Newman, Nation Retail Federation, 325 7th St NW 1100, Washington DC 20004. Telephone: 202-626-8154; Fax: 877-534-8679; Email: newmans@nrf.com; Website: www. nrf.com/events.

JAN 14-17, Shot Show Sands Expo & Convention Center - Las Vegas, NV The Shooting, Hunting, Outdoor Trade (SHOT) SHOW is the worldâ&#x20AC;&#x2122;s premier exposition of firearms, ammunition, archery, cutlery, outdoor apparel, optics, camping and related products and services. For further information: Andre Smith, Reed Exhibition Companies, 383 Main Ave., Norwalk, CT 06851. Telephone: 203-840-4800; Fax: 203-840-4824; Email: inquiry@shot.reedexpo.com; Website: www.shotshow.org.

JAN 16-22, Chicago Market: Living & Giving Merchandise Mart - Chicago, IL The Midwest resource for gift, home accents, floral, stationery, and gourmet products. For further information: Megy Kardes, Managing Director of Marketing, Chicago Merchandise Mart, 200 World Trade Center, Ste. 470, Chicago, IL 60654. Telephone: 312-527-7772; Fax: 312-379-6025; Email: mkarydes@mmart.com; Website: www.merchandisemart.com.

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JAN 17, The Heritage Cash & Carry Wholesale Market The Aladdin Shrine Complex - Columbus, OH Traditional and new ideas for the home & garden from Americaâ&#x20AC;&#x2122;s Finest Craftsman. For further information: Heritage Markets, P.O. Box 389, Carlisle, PA 17013. Telephone: 717-249-9404; Fax: 717-258-0265; Email: hertmarket@ aol.com; Website: www.heritagemarkets.com.

JAN 18-21, Beckman Handcrafted Show Chicago Merchandise Mart - Chicago, IL Handcrafted gift and artisan product at wholesale prices.

For further information: Sara Hall, Buyer Relations Manager, Chicago Merchandise Mart, 200 World Trade Center, Ste. 470, Chicago, IL 60654. Telephone: 312-527-6448; Fax: 312-379-6033; Email: shall@mmart.com; Website: www.beckmans.com.

1H;J<;=E &;NM $LIG #; LOWEST WHOLESALE PRICE ONLINE, GUARANTEED. NEW 2014 ITEMS NOW IN STOCK!

JAN 18-21, Seattle Gift Show Washington State Convention Center - Seattle, WA The Seattle Gift Show is the place to see new products and proven bestsellers that cater to the eclectic tastes of the discerning Pacific Northwest consumer. Featuring a wide range of products throughout all the showâ&#x20AC;&#x2122;s categories including: Food Focus, Gift & Collectibles, Handcrafted, Home & Garden, Northwest Directions, Personal Style, Treasures To Go (Cash & Carry) and Vintage collection.

Get Ready to shop a wide variety of giftware, decorative accessories, personal care and fashion, antiques and collectibles, gourmet foods, jewelry and more, For further information: Lisa Glossan, Urban Expositions, 1690 Roberts Blvd, Suite 111, Kennesaw, GA 30144. Telephone: 678-285-3976; Fax: 678-285-7469; Email: lglossan@urbanexpo.com; Website: www.seattlegiftshow.com.

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December 2013 | INDEPENDENT RETAILER

JAN 18-21, Windy City Gift Show Donald E. Stephens Convention Center - Rosmont, IL The Windy City Gift Show will provide the perfect meeting point for the industry. In addition, this showâ&#x20AC;&#x2122;s selection will be custom tailored to reflect the regional tastes and interests of the areaâ&#x20AC;&#x201C; its strong seasonal business, great

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tradeshow calendar JANUARY continued from page 110 lakes and coastal towns, lodges and resorts. The Windy City Gift Show will debut with the following product categories: Gifts, Handcrafted, Live In Style, and Treasures To Go. For further information: Urban Expo, Telephone: 678-285-3976; Website: www.urban-expo.com.

JAN 21-27, CMC Gift & Home Market California Market Center - Los Angeles, CA The showroom facilities’ top five floors featured gifts, home décor, decorative accessories, furniture, rugs, garden accessories, floral, tabletop, toys, books, frames, candles, aromatherapy, cards, games, holiday, specialty and seasonal items. For further information: Audrey Okulick, California Mart, 110 E. 9th St., Los Angeles, CA 90079. Telephone: 800-calmart (225-6278), 213-630-3737; Fax: 213-630-3708; Email: aokulick@ californiamarketcenter.com; Website: www.californiamarketcenter.com.

JAN 22-24, PGA Merchandise Show Orange County Convention Center - Orlando, FL Join thousands of other industry professionals as they discover the newest golf related equipment, apparel, technology, services and supplies that pertain to every aspect of the game. For further information: Timothy McGuiness - Vice President Operations, PGA Golf Exhibitions, 383 Main Ave., Norwalk, CT 06851. Telephone: 800-840-5628, 203-8405628; Fax: 203-840-9474; Email: inquiry@pga.reedexpo.com; Website: www.pgashow.com.

JAN 23-26, Dallas Apparel & Accessories Dallas Market Center - Dallas, TX A showcase for some 14,000 lines of women’s and children’s apparel and accessories. For further information: Ashley Banks, Dallas Market Center, 2100 Stemmons Freeway, Dallas, TX 75207. Telephone: 214-655-6183, 800-325-6587; Fax: 214-655-6105; Email: info@dmcmail.com; Website: www.dallasmarketcenter.com.

JAN 24-26, Great American Gem Show - InterGem Expo New Mexico - Albuquerque, NM Many beautiful and exotic gems, beads and jewelry, can be found among the rows and rows of exhibitors at each show. Engagement rings, anniversary gifts, birthstones, healing gemstones, heirlooms, possessions of movie stars and international celebrities, multiplies in value as gifts for friends, family or oneself. For further information: International Gem & Jewelry Show, Inc., 120 Derwood Circle, Rockville, MD 20850. Telephone: 301-294-1640; Fax: 301-294-0034; Email: info@intergem.net; Website: www.intergem.net.

JAN 24-27, New Orleans Gift & Jewelry Show - Spring New Orleans Morial Convention Center - New Orleans, LA Gift & Jewelry - direct delivery For further information: David Harrington, Show Manager, Helen Brett Enterprises, 5111 Academy Dr., Lisle, IL 60532. Telephone: 800-541-8171, 630-241-9865 ext. 22; Fax: 630-2419870; Email: dave@helenbrett.com; Website: www.helenbrett.com.

JAN 25-27, Biloxi Mississippi Wholesale Gift Show Mississippi Gulf Coast Coliseum - Biloxi, MS Buyers attending the Biloxi Wholesale Gift Show will be amazed at the huge selection of new and trendy merchandise including Holiday, home décor, tabletop, collegiate, souvenirs, gourmet, jewelry, apparel, floral, gift wrap and much more. Buyers will love the Mississippi Gulf Coast! Visitors can enjoy beautiful beaches, world-class golf courses, delicious local seafood and 24-hour gaming at one of the coast’s casino resorts. Have a little fun while taking care of business too! Market hours are Saturday and Sunday, 9:00 a.m. to 5:00 p.m. and Monday, 9:00 a.m. to 2:00 p.m. The Biloxi Gift Show is strictly a wholesale market, open to qualified retailers only. A retail sales tax permit and additional credentials are required. For further information: Pam Haskin, Wholesale Markets Inc., P.O. Box 56, Piedmont, OK 73078. Telephone: 800-951-1994, 405-373-2020; Fax: 405-373-2193; Email: info@wmigiftshows.com; Website: www.wmigiftshows.com.

JAN 25-27, International Salon and Spa Expo Long Beach Convention Center - Long Beach, CA ISSE is committed to providing salon/spa owners, salon/spa professionals, nail technicians and skin care specialists with a world-class educational and shopping experience. To maintain the integrity of the event and of the industry, ISSE is open to licensed professionals only. For further information: Jana Meincke, Professional Beauty Association, 15825 N. 71St. St., Ste. 100, Scottsdale, AZ 85254. Telephone: 800-468-2274, 480-281-0424; Fax: 480-905-0708; Email: jana@probeauty.org; Website: www.probeauty.org.

JAN 25-27, Orlando Gift Show & Orlando Cash & Carry Show Orange County Convention Center - Orlando, FL Offering a large product selection featuring the best-selling designs and newest product introductions in general giftware, home and garden accents, gourmet gifts, party and paper goods, tabletop, holiday/seasonal collectibles, souvenir/resort merchandise, bed, bath and linen, fashion accessories and much more. Offering a wide selection of jewelry, gifts and home accents available for immediate delivery to the trade, the

SUMNERCOMMUNICATIONS www.sumnercom.com

Orlando Cash & Carry Show offers a great way to restock too. Conveniently located in the center of the state, the Orlando Gift Show and Orlando Cash & Carry Show is easily accessible for retailers from Central and Northern Florida and the Panhandle retailers. For further information: Matt Miller / Evan Shoda, Urban Expositions, 1690 Roberts Blvd, Suite 111, Kennesaw, GA 30144. Telephone: 678-285-3976; Fax: 678-285-7469; Email: mmiller@urban-expo.com; Website: www.orlandogiftshow.com.

INDEPENDENT

RETAILER INDEPENDENTRETAILER.com

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JAN 26-28, Mode Accessories Toronto

PUBLISHER

Doubletree by Hilton, Toronto Airport - Toronto, Canada, ON

Bill McNulty billm@sumnercom.com 1-800-999-8281 ext. 111 @BMcNultyCT

Canada’s definitive Trade Show for Fashion Accessories.

For further information: Alice Chee-Chow, Two Plus One Group Inc., 220 Duncan Mill Rd., Ste. 618, Toronto, ON, Canada M3B 3J5.

Telephone: 416-510-0114; Fax: 416-510-0165; Email: twoplusone@ mode-accessories.com; Website: www.mode-accessories.com.

JAN 26-29, The NATSO Show Gaylord Opreyland - Nashville, TN The NATSO Show is the only national exposition dedicated solely to the travel plaza and truckstop industry. At the show, truckstop and travel plaza owners and operators will learn about new products and services offered by The NATSO Show’s exhibitors.

Dynamic NATSO U Business Forums and expert speakers will provide operators and vendors alike with hands-on solutions and strategies to keep a business profitable. The show will also provide networking opportunities with operators from across the country so they can exchange insights and ideas so they stay competitive.

For further information: Sharon Lloyd, NATSO, 1737 King St., Suite 200, Alexandria, VA 22314. Telephone: 703-549-2100; Fax: 703-6844525; Email: headquarters@natso.com; Website: www.natso.com.

JAN 27-28, Dallas Fabric Show Dallas Market Center - Dallas, TX A showcase for some 14,000 lines of women’s and children’s apparel and accessories. For further information: Ashley Banks, Dallas Market Center, 2100 Stemmons Freeway, Dallas, TX 75207.

Telephone: 214-655-6183, 800-325-6587; Fax: 214-655-6105; Email: info@dmcmail.com; Website: www.dallasmarketcenter.com.

JAN 28-30, CDMA Annual Trade Expo Tampa Bay Convention Center - Tampa, FL Making the connection between our Supplier members with our Regional Chains, Wholesalers, Buying Groups and Independent members. By bringing the buying power of over 6000 retail stores across the country together, we can offer you an untapped market of opportunity. For further information: CDMA, Chain Drug Marketing Association, 43157 W. Nine Mile Road, P.O. Box 995 Novi, MI 48376-0995. Telephone: 248-449-9300; Fax: 248-449-9396; Website: www.chaindrug.com.

JAN 30, The Heritage Cash & Carry Wholesale Market

ASSOCIATE PUBLISHER Ronald A. Fisher raf@sumnercom.com 1-800-999-8281 ext. 107

EDITORS Gloria Mellinger gloriam@sumnercom.com @glorimel Corryn Henry corrynh@sumnercom.com Ronald A. Fisher raf@sumnercom.com 1-800-999-8281 ext. 107 National Trade Associations

PRODUCTION Robert Siel, Director robs@sumnercom.com Tracy Biagiarelli tracy@sumnercom.com Luke Calzone lukec@sumnercom.com

CIRCULATION Lisa Evans lisae@sumnercom.com Virginia Ramirez virginia@sumnercom.com

Eisenhower Inn & Conference Center - Gettysburg, PA

COMPTROLLER

Traditional and new ideas for the home & garden from America’s Finest Craftsman. For further information: Heritage Markets, P.O. Box 389, Carlisle, PA 17013. Telephone: 717-249-9404; Fax: 717-258-0265; Email: hertmarket@aol.com; Website: www.heritagemarkets.com.

Nancy Savarese nancy@sumnercom.com

ERRATUM The ad for North Gate Silver, which appeared in the November issue of Independent Retailer magazine, contained a phone number error.

The correct phone number is 704-544-9375. ■

North Gate Silver P.O. Box 691119, Charlotte, NC 28227 Tel: 704-544-9375 • Fax: 704-544-9376 Email: sales@northgatesilver.com Website: www.NorthGateSilver.com

PUBLISHING OFFICES Sumner Communications, Inc. 24 Stony Hill Road Bethel, CT 06801-1166 Phone: (203) 748-2050 FA X: (203) 748-5932 IndependentRetailer.com

SUBSCRIPTION INFORMATION r 24 per year; 50 for 1st cl. r 48 for 2 years; 95 for 1st cl. r Canadian subscriptions 40. U.S. funds (Canadian 1st cl. 60) r 2NGCUG CNNQY FC[U HQT ɛTUV issue. For current issue Yith subscription add 7.00. r Individual Copies 7.00 ea.

Email: lisae@sumnercom.com Phone: (203) 748-2050 ext. 127 Independent Retailer is published monthly by Sumner Communications, Inc., 24 Stony Hill Road, Bethel, CT 06801, telephone (203) 748-2050. Send all inquiries, letters, and submissions to above address. Entire contents are copyright 2013 by Sumner Communications, Inc. Printed in the United States of America. Independent Retailer (USPS 011-867) Periodicals Postage paid at Bethel, CT and at additional mailing offices.

POSTMASTER: Send address changes to Independent Retailer, 24 Stony Hill Road, Bethel, CT 06801.

Publisher reserves the right to refuse any advertising, editorial or manuscripts that publisher deems inappropriate.

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December 2013 | INDEPENDENT RETAILER

© 2013 SUMNERCOMMUNICATIONS

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Look what Wholesale Gem and Jewelry Trade Shows are coming up!

2014 Dates

glwshows.com Asheville, NC - January 7 & 8, 2014 1°-°Ê i Õ >ÀÊ i ÌiÀÊ­ Ü Ì Ü ®Ê 87 Haywood St. I-240, Asheville, NC 28801

Orlando, FL - January 10, 11 & 12, 2014 "ÃVi >Ê iÀ Ì>}iÊ*>À 1901 Chief Osceola Trail, Kissimmee, FL 34744

Tucson, AZ - February 1-14, 2014 Ê > 4475 S.Country Club Road, 1-10 at Palo Verde Rd. Exit 264B, Tucson, AZ 85714

Tucson, AZ - February 6-14, 2014 HOliday Inn/Holidome 4550 S. Palo Verde Road, I-10 at Palo Verde Rd Exit 264B, Tucson, AZ 85714

Gem & Lapidary Wholesalers, Inc. *°"°Ê ÝÊ nÊUÊ À>]Ê -ÊÎ äÇ£ ää n

* i\Ê­È䣮ÊnÇ nnÎÓ

Asheville, NC ............ ......................January 7-8 Orlando, FL....................... .......January 10-11-12 Tucson, AZ .............. .....................February 1-14 Minneapolis, MN ............................March 30-31 Livonia (Detroit), MI...........................April 4-5-6 Chicago, IL......................................April 9-10-11 West Springfield, MA ........................April 25-26 Orlando, FL.........................................May 2-3-4 Franklin, NC.......................................May 9-10-11 Detroit, MI ......................................July 18-19-20 Franklin, NC................................July 24-25-26-27 Spruce Pine, NC......................... July 31-Aug. 1-2-3 Tucson, AZ ....................... .......September 4-5-6-7 Minneapolis, MN ...................... September 28-29 Livonia (Detroit), MI........................October 3-4-5 West Springfield, MA .................. ...October 10-11 Asheville, NC .................... .............October 21-22 Orlando, FL................................October 24-25-26

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AMERICA’S #1 SELLING GIFT ITEM!

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December 2013 | INDEPENDENT RETAILER

*GUARANTEED SALE* We are SO confident you’ll do well we offer a MONEY BACK GUARANTEE! You can return them if you sell less than 50% in 6 Months. Restrictions apply. Call us for details.

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NEW COUNTRY & NEW PRIMITIVE PLAQUES

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Measures 5” x 10” ONLY $2.97 each 60 Different Plaques Soon Available FREE Floor Display 28 Facings, 6 Each = 168 pcs PRODUCTS MADE IN USA NOT IN CHINA

I NDEPENDENT R ETAILER.com | December 2013

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Go Back to www.IndependentRetailer.com POSTMASTER: Please Send Address Changes to:

Independent Retailer 24 Stony Hill Road Bethel, CT 06801-1166 12-13

Oriental Apparel Inc. t t Email: orientalclothes@bellsouth.net www.wholesalecentral.com/orientalapparel/store.cfm

Just Arrived

NEW STYLES FOR WINTER!

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WHOLESALE ONLY