Earnshaw's | April/May 2015

T H R E E TO U G H B U N N I E S BY T H E B AY

VOLUME 99 NUMBER 4

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T H E P I E D P I P E R ’ S SW E E T S O N G O F S U C C E S S

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RED ALERT

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Q U I LT E D AG E

APRIL/MAY 201 5 $10.00

AUTUMN SERENADE

APRIL MAY 2015 Noelle Heffernan FkXb_i^[h Audrey Goodson Kingo Editor in Chief Nancy Campbell Trevett McCandliss 9h[Wj_l[ :_h[Yjehi ;:?JEH?7B Tara Anne Dalbow Fashion Editor Kirby Stirland 7iieY_Wj[ ;Z_jeh Lauren Fusilier Assistant Editor

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7:L;HJ?I?D= Caroline Diaco =hekf FkXb_i^[h Jennifer Craig If[Y_Wb 7YYekdji Manager FHE:K9J?ED Tim Jones :[fkjo 7hj :_h[Yjeh FheZkYj_ed CWdW][h Mike Hoff Webmaster

FEATURES

FASHION

16 Smart Bunnies Reeling from a family tragedy, sisters IkpWdd[ Adkjied WdZ AhoijWb A_hafWjh_Ya jkhd[Z j^[_h ^[Wb_d] ^eXXo _dje X[bel[Z XWXo XhWdZ 8kdd_[i Xo j^[ 8Wo$

20 Earth Angels H_Y^ ad_ji _d d[kjhWb ^k[i b[dZ W Y[b[ij_Wb look to little ones.

18 High Note Cej^[h#ZWk]^j[h Zke AWj^hod :[L_dY[dj_i WdZ Hei[cWho IY^d[_Z[h h[l[Wb j^[ i[Yh[j je +& o[Whi e\ ikYY[ii Wj j^[_h 8Wbj_ceh[ Xekj_gk[" J^[ F_[Z F_f[h$ 12 Fine Wine :[[f" Z[b[YjWXb[ h[Zi Wh[ ifbWi^[Z WYheii Wd WhhWo e\ cWj[hd_jo WdZ a_ZiÊ ][Wh j^_i \WbbÆW f[h\[Yj ^ecW][ je FWdjed[Êi 9ebeh e\ j^[ O[Wh" CWhiWbW$

4 Editor’s Note 6 JWba_d] Fe_dji 8 >ej Fhef[hj_[i 10 Fresh Finds 14 On Trend 30 Behind the Seams 40 J^[ Fkbi[

Above: + $ĆŤ +2!ĆŤtop, %/$ ĆŤ * ĆŤ Puff vest, + $ĆŤ %*%ĆŤknit leggings,

%00(!ĆŤ %.aff!ĆŤsocks, ! %,!

Mary Janes.

On cover:ĆŤ + $ĆŤ %*%ĆŤsweater,

!ĆŤ/1%/ĆŤ!*ĆŤ ,Ä“ĆŤvest, %/$ ĆŤ * ĆŤ Puff hat and bloomers, 5 !#/ leg warmers, !(( ĆŤ %)+*! calf hair booties. Photography by Trevett McCandliss; styling by Tara Anne Dalbow; grooming

by Enid Seymore.

9EDJ79J ?D<E Sales/Editorial Offices ), 9eef[h IgkWh[" 4th floor D[m Oeha" DO '&&&) J[b0 ,*, (-.#'++& <Wn0 ,*, (-.#'++) WZl[hj_i_d]6/j^h[WZi$Yec [Z_jeh_Wbh[gk[iji6 /j^h[WZi$Yec Circulation Office @e[b I^kff (,(&( :[jhe_j HeWZ" )&& M[ijbWa[" E> **'*+ J[b0 **& .-'#')&& Y_hYkbWj_ed6/j^h[WZi$Yec 9EHFEH7J; 9Threads (,(&( :[jhe_j HeWZ" )&& M[ijbWa[" E> **'*+ J[b0 **& .-'#')&& Xen Zapis, Chairman Lee Zapis" Fh[i_Z[dj Rich Bongorno, CFO Debbie Grim, Controller

EARNSHAWâ&#x20AC;&#x2122;S INFANTS, GIRLS AND BOYS WEAR REVIEW ISSN 0161-2786 (USPS-320-090) The business and fashion magazine of the childrenswear industry is published 10x a year by Symphony Publishing NY, LLC, 36 Cooper Square, 4th Floor, New York, NY 10003. The publishers of this magazine do not assume responsibility for statements made by their advertisers in business competition. Periodicals postage is paid in New York, N.Y. and additional mailing offices. Subscription price for one year: U.S. $48; Rates outside U.S. available upon request. Single price copy, $5. Copyright 2011 by Symphony Publishing NY, LLC. Postmaster: Send address changes to Earnshawâ&#x20AC;&#x2122;s Infants, Girls and Boys Wear Review, P.O. Box 8548, Lowell, MA 01853-8548.

Publisher is not responsible for unsolicited manuscripts or photos. Any photographs, artwork, manuscripts, editorial samples or merchandise sent for editorial consideration are sent at the sole risk of the sender. Symphony Publishing NY, LLC will assume no responsibility for loss or damage. No portion of this issue may be reproduced without the written permission of the publisher. Printed in USA.

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layette playwear outerwear bath bedding gifts accessories bonbebe.com | 212.695.6732

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Back to the Future $ 0ŏ#+!/ŏ .+1* ŏ +)!/ŏ .+1* ŏ%*ŏ " /$%+*ŏ * ŏ ,+,ŏ 1(01.!Čŏ 10ŏ ŏ"!3ŏ . .!ŏ* )!/ŏ !* 1.!ŏ 0$.+1#$ŏ0$!ŏ ! !/ģ * ŏ3!Ě.!ŏ ,.+1 ŏ0+ŏ/ 5ŏ .*/$ 3Ě/ŏ %/ŏ+*!ċ

AUDREY GOODSON KINGO

audrey.kingo@9threads.com

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Talking

Points

I

Sharp Shooter

How beautiful brand photography can boost your brand image—and sales.

N TODAY’S OVERSATURATED media world, how do brands gain a competitive advantage? With compelling, aspirational, high-quality photography, perfect for brightening up merchandising materials, social media channels and e-commerce sites. As Alex Theophanous of 7b[nWdZ7b[nW$ Yec puts it, “The website is an online retailer’s ‘shop window’ and the higher the quality of imagery the more likely people are to purchase.” Here, industry experts share their top secrets to stellar photography: QUALITY PRODUCT FLATS ARE KEY Be sure to snap an image of every product you offer— and iPhone photos don’t count. “We invested in a good camera and lighting and do our product photography in house,” says Lemon Loves Lime Founder and Designer Joy Cha. “That’s

a big time and money saving measure, because you can shoot as soon as the samples come in.” But should you outsource the job, or do it yourself? “If people are spending more than $2,000 to $2,500 a month on product photography, it just makes sense to bring it in house,” suggests Mark Duhaime, CEO of Focal Media Group, the U.S. distributor for StyleShoots, a photo machine technology that quickly creates flat photography. Both Cha and Duhaime note that consistency—in color, expsoure and resolution—is important.

BUT LIFESTYLE SHOTS ARE BIG, TOO The necessary ingredients for a good lifestyle shoot often include a beautiful location, adorable mini models, an array of props, a baby wrangler and most importantly, a talented photographer. “Look for someone who is in line with your brand image but is also a good

listener and a great collaborator,” suggests Kate Ryan, who represents some of the top children’s photographers in the industry.

Then, “Carry your season’s theme into your photography,” says Cha. “We go on Pinterest all the time. We capture the look we want and pass it along to our photographer.”

BE ORIGINAL “The more unique the image, the higher the Google ranking,” Duhaime points out, which means “you’re also increasing your visibility as an e-commerce store.”

Similarly, Cha found that offering her retailers unique images helped sales tremendously.

That’s why the brand now shoots three to four different modeled outfits for every piece of apparel. “We upsell a lot of bottoms that way.

In our first year we sold 30 percent bottoms and 70 percent tops, but it’s now 50/50.” Æ7kZh[o =eeZied A_d]e

for BABIES only Extraordinary garments for young sprouts!

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HOT PROPERTIES

New Classic

Rachel Riley teams up with Start-rite for a modern take on timeless shoes. ĆŤ ĆŤ ĆŤdating back to 1792, Start-rite serves as the gold standard for childrenâ&#x20AC;&#x2122;s shoes across the pond, with an emphasis on healthy foot development and proper fit. To give the classic collection a contemporary twist, the company linked up with luxury designer Rachel Riley for a new line that launches in Fall â&#x20AC;&#x2122;15. â&#x20AC;&#x153;We are both iconic British heritage brands so it seemed like a perfect fit,â&#x20AC;? Riley says of the partnership. Not to mention, both brands have been spotted on royal tot, Prince George.

Known for her vintage-inspired designs and exclusive, vibrant prints, Riley is adding her distinctive stamp to an infant collection, as well as a girlsâ&#x20AC;&#x2122; collection in sizes 3 to 10.5. The First Walkers collection hews to Start-riteâ&#x20AC;&#x2122;s traditional silhouettes, such as t-bars, kilties and brogues, but adds luxe

Goosebumps fĂŞtes its first feature film.

elements like ultra-soft leathers available in rich neutrals, chic pastels and flashy metallics. Similarly, the girlsâ&#x20AC;&#x2122; collection offers snakeskin, polka dot and leopard print patterns in vibrant reds, pinks and metallics, but on classic sillhouettes, such as Mary Janes. Wholesale prices range from $45 to $90. Contact Thread Showroom at sales@threadshowroom.com for additional information. â&#x20AC;&#x201D;Lauren Fusilier

Celebrate Innocence

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NOW OFFERING CLOTHING FOR

Fright Club

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ĆŤ ĆŤ the scene for a spooktacular fall in honor of the first-ever Goosebumps film, based on the beloved book series by R.L. Stine.

Set to premiere on Oct. 16, a wide range of licensed products will launch along with it.

C-Life Group will produce a frightfully fun range of T-shirts, fashion tops and hoodies inspired by the original book covers, in an array of bright oranges, greens and blues. Sizes range from 4 to 20 in boys and 4 to 16 in girls, and wholesale prices range from $3.50 to $9.50. To learn more, contact denise. carranza@c-lifegroup.com.

Meanwhile, SG Footwear will create a line of pajamas and slippers for boys and girls. Available in sizes 4 to 16, the sleepwear features film-inspired artwork in moody hues like blue, black, gray and red and is offered in polyester, brushed micro jersey and 100 percent ribbed cotton fabrics. Micro and polar fleece slippers with decorative patches, appliquĂŠs and embroidery will also be available in youth sizes 3 to 10.

Wholesale prices range from $5.50 to $8.50. Contact rosiei@thesgcompanies.com for more details. â&#x20AC;&#x201D;L.F.

HABA

IT’S ALL HERE

ATL ANTA | 2015

Baby Pibu

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TOYS | GIFTS | JUVENILE PRODUCTS | APPAREL | MATERNIT Y SHOES | SOFT GOODS | TABLETOP & HOUSEWARES | RUGS DECORATIVE ACCESSORIES | HOLIDAY & FLORAL | FURNITURE Discover all the latest designs and buying opportunities across gift, baby, youth, and home products in one convenient destination.

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© 2015 AMC Inc.

RESH

+$!)% *ĆŤ ! .0

Offering free-spirited style from down under, Aussie brand ! 0$!.ĆŤ .1) debuted its aptly-named Fall â&#x20AC;&#x2122;15 collection, The Wild Bohème, to U.S. buyers at the August edition of Playtime New York. Bespoke printsâ&#x20AC;&#x201D;from tropical birds and flora to large-scale paisley in rich browns and shades of grayâ&#x20AC;&#x201D;appear on a range of silhouettes, from â&#x20AC;&#x2122;70s-inspired bell-bottoms and rompers for girls to classic button-downs and swim trunks for boys. Modern details like quilted leather and raw-edges complete the brandâ&#x20AC;&#x2122;s boho-luxe look, available in sizes 6-12 months to 7 years. Wholesale prices range from $16 to $75. Visit www.feather drum.com.

((ĆŤ/05(!ĆŤ#+!/ĆŤ 'ĆŤ0+ĆŤ 0$!ĆŤ ( //% /Ä&#x2039;ĆŤ

*%00%*#ĆŤ %. (!

For soft and soothing infant wear by way of Spain, look no further than %(+ĆŤÄ&#x2019;ĆŤ +Ä&#x2039; Comprised of natural cottons in subdued shades of gray, mauve, violet, stone and sand, the hand-knit collection for infants, from newborns to size 9 months, offers everything from patchwork dresses to fluffy ponchos, pullover sweaters, knit culottes and cotton cord trousers, as well as a complete line of complementary bonnets, bibs and booties. Wholesale prices range from $15 to $65 for the collection. Check out www.liloandco.es.

(1!ĆŤ .+*0%!.

. *ĆŤ ( 5#.+1*

New York City-based %!.. ĆŤ +/! combines sophisticated city style with play-inspired details, from tutus to feathered headbands. For Fall â&#x20AC;&#x2122;15, the brand juxtaposes sweet with rocker-chic for girlsâ&#x20AC;&#x201D;think moto jackets, eyelet lace sweatshirts with contrast zippers and colorcontrasting puffer coats with a metallic sheen. For boys, the vibe is casually hip, with chambray buttondowns and hooded flannel shirts paired with suspenders and jeans. Tops, bottoms, dresses and rompers wholesale for $13 to $45 and outerwear for $60 to $75. Sizes range from 12 months to 10 years, and more information can be found on www.vierrarose.com.

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Touting itself as the first denim company to manufacture in the U.S. and focus specifically on boysâ&#x20AC;&#x2122;, .!/0+* %(!/ĆŤ % / launches in Fall â&#x20AC;&#x2122;15. Specializing in raw denim, which lasts for years, the jeans are available in boysâ&#x20AC;&#x2122; sizes 2 to 14, but with a slightly longer length to maximize the amount of time they can be worn. The denim is made in North Carolina and sewn in Los Angeles, and the brandâ&#x20AC;&#x2122;s signature red detailing and tricycle logo are featured on buttons, rivets and a genuine leather patch. Wholesale prices range between $55 and $62. Learn more at www. prestonmileskids.com.

Looking For a Few

Good Companies to help us save babies’ lives

0 5ƫ 10

Tired of tracking down their kids’ lost socks, British parents Rachel and Adrien Pettiford launched %00(!ƫ .%,,!./. Now, little ones can say goodbye to socks that slip and bunch, thanks to the brand’s Stay On Technology, which incorporates an ultra-thin layer of 100 percent natural, hypoallergenic silicon to the inside cuff of each sock. The brand offers three collections: baby and toddler socks for newborns to size 2-3 years in traditional and fashion solids; school socks meant to complement uniform colors for ages 4 and up; and sport socks made of a breathable blend of polyester and spandex for ages 4 and up. New for Fall ’15 are welly socks for rainboots in sizes 1 to 9 years. Wholesale prices range from $3 to $7 per pair. Check out www.littlegrippers.com.

Increase your brand’s visibility.

Be recognized as a good company doing good things.

Know your dollars will be well-spent by a reputable charity! .5ƫ 05(!/

Bold, bright and frighteningly warm: Meet +*/0!.ƫ + 0/. The company’s distinctive jackets, covered in spiky fur, come in a variety of eyepopping color combinations, from neon green, electric blue and black to hot pink, turquoise and purple. A water-resistant liner, inside zippered pocket and machine washable fabrics make the coats a hit with moms, too. After a successful Fall ’14 debut, look for two new hot pink options and expanded sizes for Fall ’15. Available in sizes 4 to 12, the jackets wholesale for $75 each. Learn more at www.monstercoats.com.

Visit us at the Spring ABC Show! www.firstcandle.org

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IN THE BAG

Fine Wine

First there was navy and now there’s gray, but another surprisingly neutral hue is making its mark on the maternity and children’s markets: deep, rich red. Some call it burgundy and others maroon, but all will call it delicious now that Pantone picked the shade—dubbed Marsala after the fortified wine—as the 2015 Color of the Year. It should come as no surprise that home and fashion designers have gravitated toward the earthy tone. After all, Americans drink more wine than any other country (a total of 339 million cases in 2013, according to the latest figures from International Wine & Spirit Research). As for why the hue is hot in kids’ fashion, it undeniably lends a classic, collegiate sophistication to fall staples, from jackets to bow-ties, and it pairs well with other colors, like beige and burnt orange. Not to mention, buying a burgundy diaper bag is a safe way for moms-to-be to indulge their craving for Marsala. So drink up! —Audrey Goodson Kingo

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1. Frenchie Mini Couture bow-tie one-piece and cardigan 2. Etnia Barcelona sunglasses 3. The Good Ones jacket 4. Sleepy Owl Pure Baby Care bottom balm and boo boo stick 5. & 10. Baby Starters by Rashti & Rashti bib and plush sock monkey 6.

PacaPod Idaho diaper bag with pods 7. Chewbeads teething necklace and bracelet 8. Pediped Mary Janes 9. Mayoral Newborn hat and mittens.

PHOTOGRAPHY BY TIM JONES

10

MARK ANDREW

Weâ&#x20AC;&#x2122;ve got a new look.

Check out the new Earnshaws.com

with interactive slideshows, videos, searchable content and a daily blog.

For advertising opportunities, contact Noelle Heffernan at noelle.heffernan@9threads.com. (917) 886-6669

AMANDA PRATT

Oh, baby!

OnTrend

Old Soles sneaker

Dondolo jacket

Joah Love sweatshirt

Nico Nico vest

Kidscase pants

Kapital K bodysuit Luisa et la Luna jacket

Umi boot

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Little Me jacket

Call It Quilts

The craft of quilting dates all the way back to the first century, when the fabric was used by Siberians to fight the cold. But in terms of fashion history, it all started with Coco Chanel’s iconic 2.55 bag in 1955. Today, the technique lends shape and volume to not only handbags but apparel as well. Inspired by quilted dresses and trousers at labels like Fendi and Kenzo last season, quilting can be found texturizing an array of kidswear for Fall ’15, from sporty skirts, comfy sweatpants and snazzy sneakers to overcoats and puffer vests. With the ability to add dimension and sophistication to any silhouette, quilted fabrics will keep little ones looking chic while feeling cozy all winter long. —Tara Anne Dalbow

Ella Moss skirt

Kate Mack jacket

OmamiMini vest

Oil & Water raincoat

Q& A

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BY AUDREY GOODSON KINGO

1 6 ; 7 H D I > 7M I $ 9 E C Â&#x161; 7 F H ? B % C 7O ( & ' +

From left: Krystal Kirkpatrick, Jeanneming Hayes and Suzanne Knutson.

SUZANNE KNUTSON SPEAKS fluent bunny, sprinkling her conversations with aphorisms like, Ă&#x2021;Oek ZedĂ&#x160;j mWdj je fkj Wbb oekh YWhheji _d ed[ XWia[j$Ă&#x2C6; J^[d W]W_d" Wi ed[ e\ j^[ \ekdZ[hi e\ 8kdd_[i Xo j^[ 8Wo WdZ j^[ YecfWdoĂ&#x160;i Wffe_dj[Z Ă&#x2021;Z_h[Yjeh e\ m^_j WdZ m^_c"Ă&#x2C6; i^[Ă&#x160;i X[[d _cc[hi[Z _d j^[ bWd]kW][ \eh Wbceij )& o[Whi$ ?d Y^Wh][ e\ Yh[Wj_d] j^[ XhWdZĂ&#x160;i Yefo" dWc_d] j^[ fheZkYji WdZ ^[bf_d] \b[i^ ekj j^[ \_Yj_edWb mehbZ \eh j^[ XhWdZĂ&#x160;i X[bel[Z Y^WhWYj[hi" _jĂ&#x160;i iW\[ je iWo i^[Ă&#x160;i dem Wd [nf[hj ed Wbb j^_d]i hWXX_j#h[bWj[Z$ >em[l[h" Adkjied WZc_ji i^[ d[l[h _cW]_d[Z \Wj[ mekbZ YWhho ^[h Zemd j^_i fWhj_YkbWh Xkddo jhW_b" ^[bf_d] fheZkY[ W m_Z[# ranging line of heirloom-quality gifts, toys, books WdZ WffWh[b \eh _d\Wdji WdZ jeZZb[hi$ ?d \WYj" 8kdd_[i Xo j^[ 8Wo ]ej _ji ijWhj W \Wh Yho \hec j^[ XWXo Wh[dW0 J^[ YecfWdoĂ&#x160;i \Wc[Z Xkdd_[i m[h[ \_hij cWha[j[Z Wi Yebb[Yj_Xb[ _j[ci" i[bb_d] \eh Wi ckY^ Wi '"&&& W f_[Y[ _d j^[ '/.&i" Zkh_d] j^[ ^[oZWo e\ j^[ Yebb[Yj_Xb[i YhWp[$ Adkjied

WdZ ^[h i_ij[h WdZ YecfWdo Ye#\ekdZ[h AhoijWb A_hafWjh_Ya ijkcXb[Z _dje j^[ cWha[j [dj_h[bo Xo WYY_Z[dj" W\j[h Ykijec[hi a[fj Yed\[ii_d] j^[o m[h[ Ă&#x2021;Yebb[Yj_d]Ă&#x2C6; j^[ ^WdZ#i[md Xkdd_[i j^[ fW_h iebZ Wj beYWb YhW\j \W_hi$ =W_d_d] W je[^ebZ _d j^[ Yecf[j_j_l[ Yebb[Yj_Xb[i market, however, was just another milestone in j^[_h h[cWhaWXb[ `ekhd[oĂ&#x2020;ed[ j^WjĂ&#x160;i X[[d Z[\_d[Z Xo Xej^ jhW][Zo WdZ jh_kcf^$ 8ehd WdZ hW_i[Z _d 7dWYehj[i" M7" W icWbb l_bbW][ ed <_ZWb]e ?ibWdZ" Adkjied WdZ A_hafWjh_Ya m[h[ \_hij _djheZkY[Z je i[m_d] Xo j^[_h ]hWdZcej^[h" ;biW" W i[b\#jWk]^j i[Wcijh[ii$ Ă&#x2021;M[ mekbZ i_j m_j^ ekh ]hWdZcW WdZ cWa[ 8WhX_[ Ybej^[i m^[d m[ m[h[ a_Zi"Ă&#x2C6; Adkjied h[YWbbi$ >em[l[h" _j mWi ^[h i_ij[h m^e Ă&#x2021;mWdj[Z je cWa[ WdZ i[m [l[hoj^_d]$Ă&#x2C6; Adkjied Yed\[ii[i" Ă&#x2021;? ^Wl[ je i[j j^[ h[YehZ ijhW_]^j0 ? ^Wj[ je i[m$Ă&#x2C6; 7i j^[ jme ]h[m ebZ[h WdZ cWhh_[Z" j^[ mec[d e\ j^[_h \Wc_bo ef[d[Z W Xekj_gk[ \_bb[Z m_j^ Y^_bZh[dĂ&#x160;i WffWh[b WdZ X[ZZ_d]Ă&#x2020;Ă&#x2021;WdZ m^Wj[l[h [bi[ m[ b_a[Z"Ă&#x2C6;

Kirkpatrick pulled out the charm to Knutson jokes—named Elsa & Co. in honor UP CLOSE WITH show it to their new business partner, of the family matriarch. It was a way to and Hayes immediately burst into tears. express their creative impulses during “She told us that the charm is actually the long months when their husbands, from her village in Taiwan, from the all fishermen, were away at sea. But on orphanage across the street from where Valentine’s Day in 1983, the sisters lost $ 0ƫ .!ƫ5+1ƫ(%/0!*%*#ƫ0+ƫ.%#$0ƫ*+3ĕ Annie she grew up. Having that charm from their father, uncle and cousin, as well as Lennox. I’ve always loved her, and I loved her that orphanage in Taiwan is like having 11 other men from their hometown, in one performance at the Grammys. She was so a needle from a haystack. Jeanne said, of the worst commercial fishing accidents classy. She wasn’t dressed in a costume and ‘This is my mission. This is why I was in U.S. history. “We kept the store open she probably wasn’t even wearing makeup, but sent here.’ So we’ve never been apart for a couple more years after that, but she just blew everyone else away. since,” says Knutson, who calls Hayes our hearts really weren’t in it,” Knutson her soul sister. says. A few years later, their brother also $ 0ƫ .!ƫ5+1ƫ.! %*#ƫ.%#$0ƫ*+3ĕ I’m reading Partnering with Hayes was fortunate disappeared at sea in a boating accident. the second book in the Odd Thomas series by in another way, too: When the sisters That’s when Knutson’s stance on sewDean Koontz, Forever Odd. I love to read series showed buyers from Hallmark that they ing began to shift, as the sisters relied on because if I end up liking something, I don’t could create the same quality products the healing hobby to help recover from want it to end. at a much lower cost in China, the comtheir grief. “We realized we needed to do pany quickly offered them a lucrative something to mend, and my grandmother $ 0Ě/ƫ0$!ƫ !/0ƫ)+2%!ƫ5+1Ě2!ƫ/!!*ƫ.! !*0(5ĕ five-year deal, beginning in 2000, that always said sewing is something you can This Is Where I Leave You, with Jason Bateman helped catapult Bunnies by the Bay into mend—something that can help you heal.” and Jane Fonda. It’s got a great cast. the national spotlight. The partnership So in 1986 they began stitching and selling also inspired the sisters to branch into bunnies. Within a year they hired a local 2+.%0!ƫ3 5ƫ0+ƫ/,!* ƫ ƫ".!!ƫ "0!.*++*ĕ the baby market, where they’ve been production team to help keep up with the If it’s summertime and the weather’s good, focused ever since. rapidly growing demand. it’s always golf. Around here we have a little Today, Bunnies by the Bay is owned When the collectibles market began course where I can bring my dog, Bea the by children’s toy manufacturer Kids to crash in the mid-90s and the sisters Beagle.

Preferred, which acquired the company struggled to sell their American-made in 2013. But the brand continues to call bunnies to buyers who deemed them 2+.%0!ƫ#1%(05ƫ,(! /1.!ĕ There are a lot, but Anacortes home, and the sisters still “too expensive,” fate stepped in again in I really like barbecue Popchips. And my husretain their roles, with Kirkpatrick servthe form of the company’s current CEO, band hates them, so I know he won’t ever take ing as the head designer, or “director of Jeanne-ming Hayes. She grew up in Taiwan, my stash. design and drama,” as Knutson dubs her. and had worked there and in Hong Kong Hayes, the company CEO, or “director for 15 years as a senior manager at plush $ 0ƫ0$.!!ƫ0$%*#/ƫ +ƫ5+1ƫ0 '!ƫ0+ƫ ƫ !/!.0! ƫ of serious stuff,” oversees production toy company Applause before retiring %/( * ĕ Lip balm, a fully-loaded Kindle with a and helps create the whimsical cast of to Whidbey Island, located just a bridge solar charger and a big beach umbrella, prefanimal characters that live on Cricket away from the Bunnies by the Bay headerably with polka dots. I’m assuming this is a Island—a fictional retreat based on Fidalgo quarters. Hayes came on board in 1999 tropical island.

Island. And the brand remains a go-to and utilized her overseas contacts to help baby shower gift, revered by shoppers the company switch to a more affordable for its soft texture and timeless style. manufacturer in China.

Yet even after almost 30 years of success, Knutson admits the three But the tale of how Hayes and the sisters became lifelong friends and women still look at every day as a new challenge and a new opportunity. business partners is actually far more prophetic. A year before they “We just feel like everything we do has got a little bit of fate to it,” she all met, Knutson and Kirkpatrick were walking back from dinner in says. “As successful as we think we are, or others think we are, we’ve New York City when Kirkpatrick had a sudden urge to visit a psychic. still got a lot to learn. Even though we’ve been doing this for 29 years, The two were debating whether or not to go when they were stopped it just feels like we’re still new, with the ways things change every day. on the sidewalk by a man, who gave Kirkpatrick a Chinese charm on a red string, one he said helped him overcome difficulties in his own You have to be able to embrace it.” life. “He said, ‘I received this as a gift, and I would like to give it to you.’

Then he just turned around and walked away. To Krys and me, it was Bunnies by the Bay started out in the gift market, correct? so profound,” Knutson recalls.

Somehow we were sucked into the collectible world, and we still don’t The moment’s true meaning became clear a year later, again in know how. We didn’t really know what it was at the time, but people New York City, when Hayes joined the sisters at Toy Fair. At dinner, kept telling us, “I’ve been collecting your bunnies!” So Krys and I >36

SUZANNE KNUTSON

[ ĆŤ ĆŤ ]

High Note For 50 years, The Pied Piper has enticed multiple generations of parents to stop by the Baltimore boutique, thanks to its contemporary spin on Charm Cityâ&#x20AC;&#x2122;s classic style. ĆŤ ĆŤ ĆŤ

N AN EVER-changing retail environment, whatâ&#x20AC;&#x2122;s the secret to longevity? For motherdaughter duo Kathryn DeVincentis and Rosemary Schneider of Baltimore institution The Pied Piper, the answer lies in balancing consistency and evolution. The beloved boutique has remained dedicated to offering excellent customer service and classic childrenswear for 50 years, but keeping up with contemporary style has also been indisputably important to the storeâ&#x20AC;&#x2122;s continued success.

Another secret to The Pied Piperâ&#x20AC;&#x2122;s longevity is DeVincentis herself, affectionately known as Mrs. D to her customers. DeVincentis opened the shop in 1965, and at 86 years old, she and the shop are still going strong. â&#x20AC;&#x153;Everyone loves Mrs. D for her honesty, sincerity and her genuine love for and interest in her customers,â&#x20AC;? Schneider says of her mother. That affection for Mrs. D doesnâ&#x20AC;&#x2122;t just lead to a saleâ&#x20AC;&#x201D;it leads to lifelong relationships. With a clientele made up of multiple generations of loyal customers, DeVincentis now helps outfit the great-grandchildren of the storeâ&#x20AC;&#x2122;s first shoppers. And itâ&#x20AC;&#x2122;s not just grandparents who keep coming back time and again: â&#x20AC;&#x153;Brides often come in to outfit their flower girls and ring bearers, and then we see them a few years later for 1 8 ; 7 H D I > 7M I $ 9 E C Â&#x161; 7 F H ? B % C 7O ( & ' +

their first baby,â&#x20AC;? Schneider reveals.

Like the cityâ&#x20AC;&#x2122;s hidden charms (thus its nickname, Charm City), The Pied Piper adds a bit of whimsy to its timeless dĂŠcor. Furnished with bright white fixtures and built-in armoires, as well as a separate room for boysâ&#x20AC;&#x2122; items fitted in rich mahogany, the traditional layout makes navigating the sales floor a cinch for customers. The storeâ&#x20AC;&#x2122;s indoor playhouse, filled with toys and games, adds a playful touchâ&#x20AC;&#x201D;and keeps kids occupied while parents shop, Schneider adds. And with an impressive 4,000-square-foot sales floor stocking between 60 and 80 brands at any given time, it all adds up to a go-to destination for Baltimore families.

But the biggest reason those families return year after year is the storeâ&#x20AC;&#x2122;s spot-on selection, befitting Baltimoreâ&#x20AC;&#x2122;s preppy-meets-modern

aesthetic. As Schneider describes it, “We lean towards the traditional and classic, but our customers are definitely also open to more contemporary lines, as long as they’re clean and the fashion is rooted in the refined.” Think classic sailor suits and floral print dresses fit for a boat ride on Chesapeake Bay, or traditional blazers paired with quirky-print ties for a blue crab feast.

Bestsellers include Florence Eiseman, Biscotti and Ella Moss for girls and Ralph Lauren, E-Land WHAT’S SELLING AT Kids and Appaman for boys. As for European brands, French label Lili Gaufrette is a favorite in both boys and girls. While spe $ 0ƫ .!ƫ5+1.ƫ !/0/!((%*#ƫ cial occasion clothing and gifts %0!)/ƫ"+.ƫ#%.(/ĕ are popular items, customers can For little girls we do great also find everything from underwith Florence Eisman and wear, swimwear and sportswear Biscotti. For tween girls it’s to coats, hosiery and accessories.

Ella Moss, Kiddo, Derhy Kids “Basically, a customer can outfit and Splendid. their kid for the whole season here—we are a one-stop shop,” +.ƫ +5/ĕ reports Schneider. That conveRalph Lauren Childrenswear, nience factor, she adds, is a major E-Land Kids, Vineyard Vines draw for today’s busy moms. for ties and Under Armour for playwear.

THE LAUNCH OF A LEGACY DeVincentis always had a pas +.ƫ %!/ĕ sion for retail. After attending the Mayoral across the board.

Rochester Institute of Technology Also Kissy Kissy, Magnolia and the Fashion Institute of Baby, Anavini, Little Threads Technology in New York City, in and Marco & Lizzy.

1951, she began her career by managing the 5th Avenue location of %"0/ĕ Peck & Peck, a high-end specialty Gita Accessories makes these retailer selling private label womamazing matching hat and en’s wear. A newly opened locasweater combos in cotton or tion brought her to Baltimore in chenille that are so popular.

1953, where she met and married We also do a lot of Baby CZ Dr. Michael DeVincentis. They and Aden + Anais for showers. soon started a family and she dedicated herself to raising her chil +5/ĕ dren and conducting charity work Melissa & Doug toys are a at the hospital where her husband great value for their price worked as a surgeon. point. We also sell Madame Once her youngest, Rosemary, Alexander dolls. Gund, Hape, was in school, however, DeVincentis Juratoys and Yottoy are all felt a calling to return to retail. A great, too. survey of the Baltimore retail landscape revealed a gap in the market for a better children’s store, so she opened The Pied Piper, whose name she chose after the popular children’s tale because it reflected the double P’s of Peck & Peck. There, she scooped up brands like Magil and Simonetta, introducing the area to high-end European children’s fashion.

It wasn’t long before Schneider followed in her footsteps, taking an interest in the business from an early age. “I used to sneak out of school to go with her on buying trips to New York,” she laughs.

It was also where DeVincentis began to pass down her retail >34

THE PIED PIPER

Mayoral blazer, Wheat sweater and trousers, Go Gently Baby hat, Bonheur Du Jour scarf.

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Misha and Puff sweater, stylistâ&#x20AC;&#x2122;s own hat. Opposite page: Fanny Belette sweater and hat, Go Gently Baby dress and leggings, Blue Ullu scarf, Little Giraffe socks.

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Marie Chantal shirt and sweater, Bonheur Du Jour knit leggings, Bella Simone booties. Opposite Page: Bonheur Du Jour sweater, Nui Organics knit T-shirt, Wendy Bellissimo sweatpants, Little Giraffe socks, Bella Simone booties; The Sweet Potatoe bodysuit, Wheat vest, Nui Organics cardigan, KicKee Pants cargo pants, Minnetonka moccasins.

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Rockinâ&#x20AC;&#x2122; Baby jacket, Lucky Fish bodysuit, Moon et Miel sweatshirt and pants. Opposite Page: Mayoral sweater, Marie Chantal dress, Kira Kids leggings, Bella Simone booties.

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Fanny Belette cardigan and vest, KicKee Pants long sleeve T-shirt, Wendy Bellissimo trousers, Bella Simone booties.

Opposite Page: Paper Wings poncho, Joah Love pants, Minnetonka moccasins.

Grooming by Enid Seymore.

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Ĺ? ĆŤ Ĺ?

Come See Whatâ&#x20AC;&#x2122;s New

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From dinosaurs to Star Wars, MadPax continues to electrify an oftstaid school staple.

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N A MARKET dominated by solid colors and licensed characters, MadPax backpacks stand out, and thatâ&#x20AC;&#x2122;s exactly how creators Mike Cordovana and Tina Huber planned it. Cordovana created the prototypeâ&#x20AC;&#x201D;a dino-inspired dark green pack with three dimensional soft spikesâ&#x20AC;&#x201D;and Huber sent her son, Hudson, off to school with it on his back. At the end of the day, they got the feedback they were hoping for: â&#x20AC;&#x153;He felt like a rock star,â&#x20AC;? Huber proclaims. â&#x20AC;&#x153;Everyone stopped him and asked where it came from and the girls went crazy and wanted to know what other colors were available. Even older kids and teachers were asking about it!â&#x20AC;? Recognizing the packâ&#x20AC;&#x2122;s potential, the team promptly patented the design and set up shop at the 2011 Atlanta gift show.

Now, the backpacks are available in over 900 boutiques and museums in 12 countries across the globe. But donâ&#x20AC;&#x2122;t think that means the creative team is resting on its well-earned laurels. This year, MadPax is offering its first line of licensed packs, featuring four special characters to coincide with the new IjWh MWhi movie. While three of the characters are still under wraps, Huber confides that R2-D2 is on the roster. Appearing on one of the brandâ&#x20AC;&#x2122;s Blok packs, which feature geometric blocks in bright solids or graphic prints, R2-D2 will come complete with wheels, a blinking red LED light and telescoping rod.

(Further characters will be revealed closer to the filmâ&#x20AC;&#x2122;s release.)

However, she can confirm the brandâ&#x20AC;&#x2122;s newest pack for 2015: The Exoskeleton, a geometric design featuring zig-zagging angles and a row of small domes down the center. â&#x20AC;&#x153;Weâ&#x20AC;&#x2122;re not trying to emulate something specificâ&#x20AC;&#x201D;itâ&#x20AC;&#x2122;s more like a cross between an alien and a submarine with spines and different portals on it,â&#x20AC;? Huber describes. Itâ&#x20AC;&#x2122;s all part of the master plan, since releasing one new design a year has always been a top priority. In addition to the original Spiketus Rex model that put MadPax on the map, in 2011 the brand also debuted the Later Gator spiked pack, which fittingly comes in a faux-skin pattern. In 2012, the Bubble packs made their market debut, offered in vibrant colors or laser photo-real prints. And the following year, MadPax introduced its popular Blok design. All of the packs are offered in full, half and a small â&#x20AC;&#x153;Nibblerâ&#x20AC;? size, as well as the â&#x20AC;&#x153;Mighty Biteâ&#x20AC;? accessories size. Wholesale prices range from $8 to $55, and Huber points out that the packsâ&#x20AC;&#x2122; high-quality materials make them durable as well as comfortable. Even more importantly, Huber adds, â&#x20AC;&#x153;Hopefully, there are kids all over the world feeling good about themselves, feeling confident and inspiring their imaginations because of our backpacks.â&#x20AC;? Ă&#x2020;BWkh[d <ki_b_[h 3 0 ; 7 H D I > 7M I $ 9 E C Â&#x161; 7 F H ? B % C 7 O ( & ' +

Science Flair New brand Nawi Kids looks to pre-history to help make history.

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HAT TOY OPTIONS exist for a little girl eXi[ii[Z m_j^ Z_deiWkhi5 ?d \WYj" m^WjÊi j^[ f[hY[djW][ e\ IJ;C#h[bWj[Z jeoi ed j^[ market that target girls? When Nas Siqueira YekbZdÊj \_dZ W iWj_i\WYjeho Wdim[h \eh j^[ \_hij gk[ij_ed" _j b[Z ^[h je Yedi_Z[h j^[ Z_icWb Wdim[h je j^[ i[YedZ$ Dej cWdo$ :[j[hc_d[Z je cWa[ kf \eh j^[ bWYa _d j^[ cWha[jfbWY[" _d <Wbb Ê'* i^[ bWkdY^[Z DWm_ A_Zi" W Z_de#j^[c[Z b_d[ e\ fbki^[i" X[ZZ_d] WdZ WffWh[b j^Wj Wff[Wbi je Xeoi WdZ ]_hbi Wb_a[$ ?j Wbb ijWhj[Z j^h[[ o[Whi W]e m_j^ j^[ X_hj^ e\ I_gk[_hWÊi bed]j_c[ \h_[dZ M^_jd[o MeeÊi ZWk]^j[h" 9eYe$ J^[ jme mec[d WbmWoi ad[m j^[oÊZ b_a[ je YebbWXehWj[ Yh[Wj_l[bo ed iec[j^_d] WdZ" m^[d 9eYe X[YWc[ eXi[ii[Z m_j^ Z_deiWkhi" j^[ f[h\[Yj fhe`[Yj fh[i[dj[Z _ji[b\$ Ç? iW_Z" É?\ i^[ YWdÊj \_dZ iec[j^_d]" b[j c[ i[[ _\ ? YWd Yec[ kf m_j^ iec[j^_d] Ykj[ j^Wj i^[ÊZ m[Wh"ÊÈ I_gk[_hW h[fehji$ I^[ iWj Zemd Wj j^[ ZhWm_d] jWXb[ WdZ ZhW\j[Z W \[m ia[jY^[i$ J^ki" j^[ Z_deiWkh Y^WhWYj[hi HoZ[h" 9eYe WdZ <hWda_[ m[h[ Xehd$ ?d [b[Yjh_Y i^WZ[i e\ WgkW" fkhfb[ WdZ ]h[[d" j^[ Y^WhWYj[hi \[Wjkh[ hekdZ[Z [Z][i WdZ \h_[dZbo [nfh[ii_edi$ Ç? mWdj[Z je Yh[Wj[ Z_dei j^Wj m[h[ Ykj[ WdZ YkZZbo WdZ dej ^of[h#h[Wb_ij_Y"È I_gk[_hW ijWj[i$ ÇEdY[ oek ][j _dje j^[ h[Wb_ij_Y Z[i_]di oek ijWhj je cWha[j je Xeoi WdZ m[ Z[\# _d_j[bo mWdj[Z je a[[f _j ef[d je ]_hbi je ifWha Wd _dj[h[ij _d Z_deiWkhi" WdZ j^[d" j^hek]^ j^[c" je ej^[h fWhji e\ iY_[dY[" Wi m[bb$È J^[ Yebeh\kb Yh[Wjkh[i YWd X[ ifejj[Z ed Wd WhhWo e\ fbki^ jeoi" f_bbemi" XbWda[ji" jWdai WdZ kdZ[hm[Wh" WdZ \eh <Wbb Ê'+" DWm_ _i [nfWdZ_d] je _dYbkZ[ ed[# f_[Y[i WdZ X_Xi \eh XWXo Wi m[bb Wi b[]]_d]i WdZ j[[i \eh jeZZb[hi$ 7 Xeea WXekj j^[ Y^WhWYj[hiÊ WZl[djkh[i _i _d j^[ mehai" jee" Wi m[bb Wi d[m Z_dei dWc[Z 9Wif[h" 7lW WdZ CWn$ 8[i_Z[i W Yecc_jc[dj je _dYh[Wi_d] iY_[dY[#_dif_h[Z jeoi \eh ]_hbi" DWm_ A_Zi _i Wbie Z[Z_YWj[Z je cW_djW_d_d] _ji K$I$ fheZkYj_ed ki_d] ikijW_dWXb[ cWj[h_Wbi" b_a[ h[YoYb[Z fbWij_Y Xejjb[i$ I_gk[_hWÊi fh_eh [nf[# h_[dY[ ed j^[ cWdk\WYjkh_d] i_Z[ e\ j^[ _dZkijho _bbkc_dWj[Z iec[ e\ j^[ ^Whi^ h[Wb_j_[i \WY_d] cWdo \WYjeho meha[hi" WdZ _]d_j[Z ^[h Z[i_h[ je cWa[ W Y^Wd][$ 7YYehZ_d]bo" DWm_ A_Zi fheZkYj_ed meha[hi Wh[ fW_Z W \W_h mW][ WdZ e\\[h[Z ikffehj j^hek]^ j^[ ÇDWm_ =_l[i 8WYaÈ \kdZ" m^_Y^ fhel_Z[i [ZkYWj_edWb \kdZ_d] \eh j^[ meha[hiÊ \Wc_b_[i$ Ç<eh j^[ ceci m^e Xko ekh fheZkYji" _jÊi _cfehjWdj je j^[c je ikffehj iec[# j^_d] m_j^ W YWki[ X[^_dZ _j WdZ j^Wj ^Wi W ieY_Wb [dj[hfh_i[ Wif[Yj je _j"È she affirms. ÆB$<$

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RIGHT COLORS AND busy prints abound in the baby accesories industry, as Carolina Toro-Gerstein discovered when her first daughter was born seven years ago.

“Everything on the market had a lot of patterns that never m[dj m_j^ Wdoj^_d] oek m[h[ m[Wh_d]"È i^[ h[YWbbi$ Fbki" most of the blankets, nursing covers and bibs were bulky and made of lesser-quality materials, like polyester. So j^h[[ o[Whi W]e" i^[ \ekdZ[Z FedY^e 8WXo" W b_d[ e\ XWXo WYY[iieh_[i cWZ[ e\ '&&#f[hY[dj eh]Wd_Y Yejjed ckib_d _d l[hiWj_b[ WdZ ieej^ing neutrals like olive, beige and black.

FedY^e 8WXoÊi i_]dWjkh[ fheZkYj" _ji dkhi_d] Yel[h" mWi _dif_h[Z m^[d Toro-Gerstein, a working mom, faced an all-too-common challenge: breast\[[Z_d] ed j^[ ]e$ JhWZ_j_edWb Wfhed#ijob[ Yel[hi Z_ZdÊj i[[c je e\\[h [dek]^ Yel[hW][" m^_b[ ceij XbWda[ji XbeYa[Z ^[h l_[m e\ XWXo$ ?d h[ifedi[" i^[ dreamed up a version that provides front-to-back coverage while allowing the wearer to see her baby. The goal, she adds, is to encourage moms to be Yec\ehjWXb[ m^_b[ dkhi_d]" de cWjj[h j^[ beYWj_ed$ Ç? mWdj[Z j^[ \WXh_Y je X[ neutral so moms could be anywhere from a park to a restaurant, and people mekbZdÊj adem j^[o m[h[ Xh[Wij\[[Z_d]"È i^[ h[\b[Yji$ Ckbj_\kdYj_edWb_jo _i also a top priority—inspired by the several business trips Toro-Gerstein made je @WfWd$ <eh [nWcfb[" j^[ XhWdZÊi dkhi_d] Yel[h YWd X[ h[fkhfei[Z Wi W XbWda[j eh YWh i[Wj YWdefo" j^[ h[l[hi_Xb[ 8WdZWdW 8_X YWd X[ ki[Z Wi W Xkhf Ybej^ WdZ j^[ FWYa#D#Hkd Z_Wf[h fekY^ X[Yec[i W bkdY^ iWYa \eh iY^eeb#W][ jeji$ O[j m^_b[ j^[ b_d[Êi Z[i_]d cWo X[ @WfWd[i[#_dif_h[Z" _ji fhel[dWdY[ _i fkh[bo 7c[h_YWd$ 7bb e\ j^[ _j[ci Wh[ cWdk\WYjkh[Z _d Zemdjemd Bei 7d][b[i and come in reusable packaging made with recycled materials. After all, jeZWoÊi fWh[dji mWdj je \[[b ]eeZ WXekj j^[ fheZkYji j^[o fkhY^Wi[" Jehe# =[hij[_d fe_dji ekj$ E\ Yekhi[" YecX_d_d] gkWb_jo WdZ W\\ehZWX_b_jo _idÊj WbmWoi [Wio" Xkj i^[ X[b_[l[i i^[Êi ijhkYa j^[ h_]^j XWbWdY[$ M^eb[iWb[ fh_Y[i \eh j^[ eh]Wd_Y b_d[ hWd][ \hec -$+& \eh W X_X je (/ \eh W dkhi_d] Yel[h" m^_b[ fh_Y[i \eh j^[ dedÅeh]Wd_Y b_d[ Wh[ , je (*" h[if[Yj_l[bo$ Ie \Wh" ie ]eeZ" i^[ h[fehji0 J^[ XhWdZ _i dem WlW_bWXb[ Wj d[Whbo *& Zec[ij_Y h[jW_b[hi" Wi m[bb Wi several stores in Canada.

M^WjÊi d[nj \eh FedY^e 8WXo5 Jehe#=[hij[_d _i ckc WXekj if[Y_\_Yi" Xkj h[jW_b[hi YWd h[ij Wiikh[Z eh_]_dWb_jo m_bb ij_bb X[ a[o$ Ç? mekbZdÊj bWkdY^ W fheZkYj kdb[ii _jÊi jhkbo Z_\\[h[dj j^Wd m^WjÊi ekj j^[h["È i^[ fhec_i[i$ —Kirby Stirland 3 2 ; 7 H D I > 7M I $ 9 E C 7 F H ? B % C 7 O ( & ' +

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Stitch Fix The Bonnie Mob instills knitwear with homespun soul.

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RACEY SAMUEL, FOUNDER, director and designer of U.K.-based kids’ brand The Bonnie Mob, is a selfZ[iYh_X[Z ad_jm[Wh ][[a$ Ç? bel[ je adem ^em _j mehai and get in amongst the machines,” says the Central Saint Martins alum, who graduated alongside the likes of Stella McCartney and Alexander McQueen. She quickly found her niche in knitwear, designing her own yarns and honing her craft as a designer at Sonia Rykiel. ?d (&&+" IWck[b WdZ ^kiXWdZ =Wh[j^ dem j^[ YecfWdoÊi iWb[i Z_h[Ytor) welcomed their firstborn, Alice Bee. Around the same time, Bonnie Baby came along—a line of soft yet durable clothing for little ones _dif_h[Z Xo IWck[bÊi ad_jm[Wh heeji$ Je Ye_dY_Z[ m_j^ j^[ YecfWdoÊi '&j^ Wdd_l[hiWho j^_i o[Wh" 8edd_[ 8WXo e\\_Y_Wbbo X[Yec[i J^[ 8edd_[ CeX" [nfWdZ_d] je _dYbkZ[ _j[ci \eh a_Zi kf je W][ -$ ÇJ^[ XhWdZÊi ]hemd eh]Wd_YWbbo WhekdZ ^Wl_d] W \Wc_bo"È iWoi IWck[b" m^e dem ^Wi jme Y^_bZh[d" W][i '& WdZ .$ IWck[bÊi ad_jm[Wh XWYa]hekdZ _i [l_Z[dj _d j^[ im[Wj[hi" fbWoik_ji" XbWda[ji" ^Wji WdZ `WYa[ji j^Wj cWa[ kf j^[ Yebb[Yj_ed" cWdo e\ m^_Y^ Wh[ cWZ[ e\ dWjkhWb" eh]Wd_Y cWj[h_Wbi$ Ç?\ m[ YWd ][j ekh ^WdZi ed _j" we use it,” she assures. Nostalgia is also a recurring theme—Samuel recalls wearing homemade sweaters knit by her grandmother as a child.

7YYehZ_d]bo" W \edZd[ii \eh j^[ fWij Yec[i _dje fbWo \eh j^[ _cW]_dWj_l[ <Wbb Ê'+ Yebb[Yj_ed" m^_Y^ _i _dif_h[Z Xo IWck[bÊi emd Y^_bZ^eeZ WZl[dtures in the Scottish countryside. Dubbed “We Are The Wild Things,” j^[ b_d[ _dYbkZ[i bWo[jj[ _d W m^_ci_YWb meeZbWdZ fh_dj" ^Wji m_j^ Wd_cWb [Whi" fbWoik_ji [cXbWped[Z m_j^ fWm fh_dji WdZ W hWYYeed XWXo i^Wmb m_j^ j_[i j^Wj beea b_a[ b[]i$ M^eb[iWb[ fh_Y[i hWd][ \hec /$+& \eh W ^Wj je *- \eh W YWi^c[h[ Xb[dZ `WYa[j$ While The Bonnie Mob is based in England, Samuel says their strategy is “to treat the U.S.A. as our home market,” noting that Americans Çh[Wbbo kdZ[hijWdZ ]eeZ ad_jm[Wh$È I_dY[ _ji ijWj[i_Z[ Z[Xkj \_l[ o[Whi W]e" j^[ XhWdZ ^Wi idW]][Z W ifej ed j^[ i^[bl[i e\ (+ h[jW_b[hi _d j^[ K$I$" _dYbkZ_d] 8Whd[oi" m^[h[ IWck[b h[fehji _jÊi X[[d l[ho ikYY[ii\kb$ Ed[ h[Wied \eh j^Wj _i j^[ YecfWdoÊi [cXhWY[ e\ W ÇXko edY[" Xko m[bb" fWii _j edÈ f^_beief^o" Wi Ykijec[hi Wh[ _dYh[Wi_d]bo ÇWmWh[ e\ ^em \Wij \Wi^_ed _idÊj ]h[Wj \eh j^[ fbWd[j"È IWck[b ik]][iji$ M_j^ j^Wj _d mind, the brand’s clothing is designed with the same care and attention je Z[jW_b Wi Yekjkh[" o[j _jÊi Xk_bj \eh fbWo$ Ç?jÊi Wbb WXekj Yebehi WdZ ikdi^_d[ WdZ hkdd_d] WhekdZ WdZ ^Wl_d] \kd$ J^[oÊh[ dej Ybej^[i \eh i_jj_d] WdZ dej [d`eo_d]"È i^[ iWoi" dej_d] j^Wj [l[hoj^_d] _i cWY^_d[#mWi^WXb[$ 7\j[h Wbb" ÇOekÊl[ ]ej je cWa[ W c[ii _d j^[c$È ÆA$I$

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expertise, helping her daughter develop a keen eye for buying. Schneider worked summers through high school and college in the shop, returning full-time after finishing school and starting a family of her own. She still approaches the business with a sense of fun nearly 30 years later and looks forward to passing the torch to her own daughters someday. â&#x20AC;&#x153;With our strong following, if we just stay the course and keep doing what weâ&#x20AC;&#x2122;re doing, I donâ&#x20AC;&#x2122;t see us going away,â&#x20AC;? she says. â&#x20AC;&#x153;Itâ&#x20AC;&#x2122;ll be here for them if they want it.â&#x20AC;?

Staying the course means maintaining the right balance between classic and trendy. The key to the curation is stocking traditional styles from brands like Marco & Lizzy, Anavini and Susanne Lively Designs alongside more modern pieces from Ella Moss, Splendid and Mayoral, Schneider explains. â&#x20AC;&#x153;One lesson my mom taught me early on about this industry is that you canâ&#x20AC;&#x2122;t stay still. We want to offer our customers the merchandise they have come to depend on us for, but we also want to introduce them to new, cutting-edge trends, so they can stay current,â&#x20AC;? she says. But fashion-forward pieces must also be refined to make the cut. For girls, classic A-line silhouettes in updated, modern prints from Lili Gaufrette are a good bet, while graphic tees from Quicksilver and Monster Republic are a big hit with boys. For the tricky tween demographic, adult takedowns from the likes of Kitty Kat and Blush are bestsellers. â&#x20AC;&#x153;We try to appeal to as broad a spectrum of customers as possible so thereâ&#x20AC;&#x2122;s something for everybody when they come in,â&#x20AC;? Schneider adds.

Formerly dominated by European labels, over the years sheâ&#x20AC;&#x2122;s seen

the high-end childrenâ&#x20AC;&#x2122;s market shift to include more American companies. â&#x20AC;&#x153;Many of the super high-end lines have gone away,â&#x20AC;? she notes.

Part of it she attributes to todayâ&#x20AC;&#x2122;s economic environment, where consumers have become more price-conscious. In response, Schneider says sheâ&#x20AC;&#x2122;s developed a sharper, keener buying strategy that incorporates more mid-range price points, and has expanded the storeâ&#x20AC;&#x2122;s offering to include more separates. â&#x20AC;&#x153;Over the years parents have become more willing to dress their kids more like adults, especially little boys, and people buy more separates these days, for infants on up,â&#x20AC;? she comments. The selection criteria at The Pied Piper, however, remain the same: Merchandise must be well made, comfortable, visually appealing and a good valueâ&#x20AC;&#x201D;and most importantly, fun.

THE SECRET TO STEADFAST SHOPPERS Providing every customer who enters the boutique with top-notch service is another of the storeâ&#x20AC;&#x2122;s core values. With a gift registry, free wrapping in the shopâ&#x20AC;&#x2122;s signature pink or blue-checked paper and gift basket and corporate gift services, the storeâ&#x20AC;&#x2122;s status as the Baltimore areaâ&#x20AC;&#x2122;s go-to gift destination is solidly established. But The Pied Piperâ&#x20AC;&#x2122;s reach extends beyond the local region. Baltimore transplants living in New York remain loyal to the institution, taking advantage of its services because they seek the wide selection and trust its staff to pull together top-quality gifts. â&#x20AC;&#x153;People call in, let us know the sex of the baby and give us a budgetâ&#x20AC;&#x201D;we do the rest,â&#x20AC;? Schneider describes. â&#x20AC;&#x153;Sometimes they have an idea of what they want, other times they leave it completely up

“Over the years parents have become more willing to dress their kids like little adults, especially little boys, and people buy more separates these days, for infants on up.”

to us. We select a variety of items, from specialty pieces to everything a new mom needs to get started, and ship to the mom-to-be or to the company giving the baby shower.”

For Schneider, the store’s most unexpected fan base is located in the United Arab Emirates. Followers there discovered The Pied Piper by word of mouth from customers who visited the area to be treated at the Johns Hopkins Hospital. While in the waiting room, one mom read a profile on the shop—and the rest is history. “We’ve always carried finer, high quality pieces—it’s part of what sets us apart from other stores in the area—and they just love the beautiful smocked dresses, the traditional silk suits for little boys and our wide selection of accessories,” she reveals. “Some of the lines our UAE customers love are Chantal Designs dresses, David Charles, Mademoiselle Charlotte, Little Threads and Lili Gaufrette.”

Because the store’s website doesn’t offer online shopping, sales associates at The Pied Piper offer out-of-town customers something akin to a personal shopping experience. Customers call in to make requests, associates photograph and send them options via phone or email, they make selections, then the staff processes the transaction via phone and ships the purchases. Schneider notes that customers particularly love the service because it allows The Pied Piper to zero in on what they’re looking for and tailor the offering to them.

While she admits that the Internet is the biggest challenge facing the business today, Schneider believes that as long as brick-and-mortar retailers are aggressive in serving their customer base and attracting new fans, they’ll survive. “People enjoy shopping. It’s always going to be a source of entertainment to the public,” she professes.

And entertainment is a big part of keeping the store’s customers satisfied. Regular in-store events include visits from a silhouette artist, who sketches portraits of the shop’s littlest customers, a yearly fall fashion show to highlight new collections and an annual lollipop birthday party, where little shoppers are treated to lollipops while their parents are invited to take advantage of sale prices. This year looks to be the store’s biggest lollipop bash yet, when The Pied Piper celebrates its golden anniversary in November with ongoing raffles, drawings and prizes. “We told all of our manufacturers that we’re turning 50 and love presents, and the response was wonderful! They were all very generous and we’ll have so many great things to give away,” Schneider enthuses.

After all, she adds, it’s the continued support of customers and vendors alike that is at the heart of the store’s long-running success. “People come in here and they’re just so happy. They appreciate us, our honesty, integrity and what we do,” she confides. “And with so many small i^efi Ybei_d] Wbb j^[ j_c[" f[efb[ Wh[ h[Wbbo ^Wffo j^Wj m[Êh[ ij_bb ^[h[ È

Q& A

continued from page 17

THE GOOD ONES CLOTHING CO. FALL 2015 COLLECTION

started going to the collectible shows and asking doll makers: ‘What makes you collectible?’ And they said, “Well it’s because we say we are.” So we decided to go into that world, because that’s where our customers were. We were selling to gift shops, primarily, because back then they were all selling collectible teddy bears or plates. But we weren’t ever really comfortable with it, and the market really tanked after Beanie Babies came out. We were selling bunnies for $300, but you could buy a Beanie Baby for $10 and sell it for $200.

Our sales came to a screeching halt, and we realized we needed to reinvent ourselves.

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Adjusting your pricing strategy was a big priority, I bet.

Exactly. We knew we needed to go offshore, because we had to lower our prices. Everybody loved our product, but they kept telling us it was just too expensive. But we couldn’t continue to make it here in Anacortes and sell it for less than $300. It just wasn’t possible.

And that’s when Jeanne ended up on our doorstep. Jeanne and her friends in China are the ones that believed in us and supported us, and that’s how we ended up going over to China.

What a fortuitous turn of fate. How did you meet Jeanne?

She actually sent us a letter. As it turned out, we were only a bridge apart. She lived on Whidby Island; we live on Hidalgo Island. She contacted us because she had a friend in China, a factory owner she had known since she was 5 years old, and he saw our ad in J[ZZo 8[Wh <h_[dZi. He kept saying, “Look at how beautiful this product is. I want to make this product. Find out where they are, because if they’re still made in the U.S., they’re probably not surviving.” He said, “Look, this is in ‘WA,’ isn’t that where you are?” So that’s how she ended up pursuing us, because she found out that we were on the next island over. And we’ve been together ever since.

What’s the biggest way the gift industry has changed over the years?

Mainly the way you sell the product. Back then, shoppers used to rely on their local gift store. Now they sit at home and shop on Amazon or other websites—which isn’t necessarily a bad thing.

Sometimes I think it’s a good thing, especially considering all the bad weather this winter in places like Boston. After all, it means people are still spending money, whether they can get out of their house or not. And even though there aren’t as many stores as there used to be, the ones that are still around are a lot more resilient and know what they’re doing. Everyone laments that for every store that opens, two close. But you don’t have to have 10 stores in a town. One or two great stores are all you really need. You’re always going to have local stores. People need that retail therapy.

And our line is so tactile and detail oriented, you really have to touch and feel it. You have to see all the embroidery, extra buttons and appliques, and feel how soft our velour is.

Another big break for Bunnies happened in 2000, when the company landed a licensing deal with Hallmark. How did that help catapult the brand?

It really put us on the map. At the time, we were really well known 3 6 ; 7 H D I > 7M I $ 9 E C 7 F H ? B % C 7 O ( & ' +

in pockets of the country—primarily, in the South and California, and a little bit in the Midwest, because that’s where the collectible world was centered, but we didn’t really have a sales base in the Northeast.

Hallmark had 4,500 Gold Crown stores at that time, and some part of our product line was present in most of those stores. We did a whole line of plush bunnies, cards and a few hard goods like music boxes and tea sets, as well as products for Christmas and Valentine’s Day. (Hallmark is all about the seasons.) And then we just sat back and collected royalties, which was great. But everything runs its course, and that ran its course too. Out of it, however, we gained a whole baby line.

So that’s where the baby line began! Do tell.

The most successful thing we did for Hallmark was a line of greeting cards, but the baby cards were by far the bestsellers. Out of the 112 cards we made, the top five were baby cards. So they said, ‘We think you should do a baby line.’ We had been thinking about it, and we actually already had some designs ready to roll out. We did a test run with some of Hallmark’s buyers, and they thought it looked great. But none of the retailers had any baby products in their stores. All Hallmark had at the time was Snoopy Baby, so they backed off a bit. And we said, ‘Great, we’re going to do it ourselves.’

How did you switch gears and begin promoting the Bunnies by the

Bay as a baby brand instead of a collectible company?

We designed an entire baby line, and we took it to the Atlanta gift show in 2001. We told ourselves we either make it or we don’t. Thankfully, we sold $100,000 out of a 10’x10’ booth, writing non-stop orders the whole time. We were a little oasis of soft and cuddly, sitting next to everything from ceramic lamps to rugs. And we never looked back. In some ways, I feel like we’re still doing what we’ve always done. Our collectible bunnies were embellished wearing outfits, and people always said, “This is adorable. You guys should create children’s clothing.” We’re still making plush bunnies, but they’re not dressed. And we’re still making apparel, but not for dolls. We didn’t really go that far away from what we’ve always done. We’re still in soft goods. We’re still in cut and sew. You never know where the next inspiration is going to come from.

Did you continue to utilize trade shows to build the brand?

We did. The Atlanta show was only our first. We also had sales reps with permanent showrooms in California, Dallas and Atlanta. They were gift reps, though—one was even more of a toy rep—so there was a learning curve for them, too. However, our Atlanta rep, Leigh Anne Bassinger, was a visionary. She’s retired now, but what I loved about her is she always saw the next big thing. She was our best rep. She had total faith in us from the beginning of the launch of the baby line, so we knew we were going to be fine.

Q& A The best American & international children’s brands

August 1-3, 2015 Metropolitan Pavilion, New York

150

illustration Anne Laval

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How do you determine what’s going to be a bestseller today?

We’ve never really followed what’s hot and what’s not. My sister has always been a little bit in front of the curve. Often, if a product doesn’t do well right off the bat, it will pick up in another six months.

She just designs and picks colors based on what she loves. She’s pretty consistent—she likes anything vintage, anything that’s got an old-fashioned feel to it. Nothing is bright white. Everything is antiqued, umbered and warm. And it’s got to be soft, because she’s edbo _dje ie\j Ybej^_d]$ ?\ i^[ mekbZdÊj fkj _j ed ^[hi[b\" i^[ mekbZ never make it for a baby. She hates anything with tags and zippers.

She shops at Goodwill all the time, looking for prints and fabrics for inspiration. We’re doing some knit toys for next season based on some cool angora sweaters she found at Goodwill. She sees things that most of us bypass.

Often the secret to success is simply sticking to what works.

We try to. Jeanne is our brand ambassador and brand police.

Sometimes we start to stray and Jeanne asks, “How does that fit ed 9h_Ya[j ?ibWdZ5 >em Ze[i j^Wj j[bb j^[ ijeho e\ 8kdd_[i Xo j^[ 8Wo5È Ed[ e\ ekh Y^Wbb[d][i _i m[ ZWXXb[ _d W b_jjb[ e\ [l[hoj^_d]" but we’re not really known for any one specific product other than our security blankets. We have our own line of books, blankets, booties, apparel and plush. We’re trying to expand our apparel line, but we feel like we’re sandwiched in between the gift world and the apparel world. Fifty percent of our line is now apparel, and designing apparel is what actually gives my sister the most pleasure.

How do you make the case that you’re an apparel brand, too? ? j^_da \eh ed[ j^_d] _jÊi `kij ][jj_d] _d \hedj e\ j^[ Ykijec[h$ ?\ you don’t sell to a department store, and you’re only depending on small gift shops, you’re never going to reach a sustainable level of lebkc[$ H_]^j dem" BehZ JWobeh WdZ D[_cWd CWhYki YWhho W X_j e\ ekh fbki^ WdZ ]_\j _j[ci" WdZ DehZijhec i[bbi ekh 8kZZo 8bWda[ji$ M[Êl[ ]ej W je[ _d W bej e\ fbWY[i" Xkj ? mWdj j^[ \kbb \eej$ Ie W X_] part of our strategy is convincing buyers that we’re an apparel company, and we want to be a brand in their store.

Has your partnership with Kids Preferred helped you in that regard?

M[Êh[ jme o[Whi _dje j^_i cWhh_W][ m_j^ A_Zi Fh[\[hh[Z" WdZ m^WjÊi nice is it has given us the ability to go into new formats and design some things that normally we couldn’t feasibly afford to do, like baby teethers, melamine dish sets and swaddle blankets. We’ve always wanted to partner with a company that could help us grow financially but would allow the main functions of our company to remain the same. We still have all of our designers and we are still based in Washington, but now we can get into all these new \ehcWji$ Jhkj^\kbbo" _\ j^[o Z_ZdÊj ij[f _d m^[d j^[o Z_Z" m[ `kij wouldn’t have been able to grow any more. We were pretty much stuck, so this is a great opportunity.

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Where do you see the biggest growth opportunities for Bunnies by the Bay? ? mekbZ bel[ je i[[ ekh WffWh[b Yebb[Yj_ed ]hem$ H_]^j dem" m[ ^Wl[ 3 8 ; 7 H D I > 7M I $ 9 E C 7 F H ? B % C 7 O ( & ' +

gift sets for newborns, a line called Storywear, because we feel like the baby story begins in the outfit. We have a boys’ collection called Ij_da_dÊ 9kj[ _d i_p[i ) je (* cedj^i$ 7dZ m[ ^Wl[ W ]_hbiÊ Yebb[Yj_ed _d i_p[i )#, je (* cedj^i YWbb[Z Fh[jjo =_hb" m^_Y^ _i Wbb WXekj b[Whd_d] je X[ fh[jjo ed j^[ _di_Z[" WdZ ^em j^Wj m_bb cWa[ oek fh[jjo ed j^[ ekji_Z[$ M[ \[[b b_a[ ekh j^_d]i ^Wl[ je ^Wl[ W c[iiW][$ M[ ZedÊj mWdj to just put out a little T-shirt or a pair of pants; we want it to encourW][ a_Zi je X[ feb_j[" je X[ W ]eeZ b_ij[d[h" je i^Wh[$ J^WjÊi m^o cWdo e\ ekh _j[ci ^Wl[ W b_jjb[ ijehoXeea j^Wj YWd ]e m_j^ j^[c$ J^[h[ Wh[ jee cWdo Ykj[ j^_d]i ekj j^[h[$ Oek ^Wl[ je ^Wl[ oekh emd d_Y^[$ ? mekbZ bel[ je Ze ieYai WdZ i^e[i" jeeÆj^[ m^eb[ ]Wckj$ The sky is the limit?

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What the cool kids loveâ&#x20AC;Ś Meet 10-year-old Charlotte Curbow-Healey: budding actress, model and future President of the United States. (++/$

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HETHER SHEâ&#x20AC;&#x2122;S WALKING j^[ hkdmWo Wj C[hY[Z[i#8[dp Fashion Week in Miami, rehearsing lines for her numerous acting gigs at home in Montague, MA, eh hebb[hXbWZ_d] _d Iekj^ 8[WY^" one would be hard-pressed to find Charlotte Curbow-Healey in one place for bed]$ 7 jWb[dj[Z '& o[Wh ebZ m^e ifb_ji ^[h j_c[ between Massachusetts and Florida, Charlotte has come a long way from her first role in a hometown indie flick at the tender age of 5. Today, the up-andcoming starlet can be spotted in the feature film 7febboed and on USA Networkâ&#x20AC;&#x2122;s =hWY[bWdZ, as well as co-hosting the next Miami Kids Fashion Week Wbed]i_Z[ ;cco 7mWhZ#m_dd_d] WYjeh :Wl_Z BW]e$ â&#x20AC;&#x153;I thought it would be a lot of fun,â&#x20AC;? says Charlotte of her first on-screen appearances, â&#x20AC;&#x153;and then my resume just started building.â&#x20AC;?

8kj 9^Whbejj[Ă&#x160;i _dj[h[iji ZedĂ&#x160;j [dZ m_j^ j^[ X_] iYh[[d$ I^[ Wbie bel[i \Wi^_ed" W fWii_ed j^Wj mWi inherited from her mother, a former fashion buyer. â&#x20AC;&#x153;Fashion is fun and always changing, but I admit, ? bel[ j^[ YbWii_Yi WdZ a[[f_d] _j i_cfb["Ă&#x2C6; i^[ iWoi$ >[h jme \Wleh_j[ XhWdZi Wh[ HWbf^ BWkh[d WdZ 8khX[hho" W deZ je ^[h bel[ \eh ^[h_jW][ bWX[bi$ Ă&#x2021;? mekbZ Z[\_d_j[bo b_a[ je c[[j Ch$ HWbf^ BWkh[d someday. You donâ&#x20AC;&#x2122;t just wear his clothingâ&#x20AC;&#x201D;itâ&#x20AC;&#x2122;s a b_\[ijob["Ă&#x2C6; i^[ iWoi$ J^ek]^ i^[ bel[i Zh[ii_d] kf \eh hkdmWo i^emi WdZ Y^Wh_jo [l[dji" i^[ WZc_ji itâ&#x20AC;&#x2122;s hard to beat hanging out in yoga pants and 9edl[hi[ id[Wa[hi$ When she isnâ&#x20AC;&#x2122;t on set or striding down a runway, Charlotte can be found playing tennis, riding horses or taking martial arts classes with her dad. â&#x20AC;&#x153;I donâ&#x20AC;&#x2122;t know what the future holds for me with acting and modeling, but I see a solid education,â&#x20AC;? affirms the ambitious young ingĂŠnue, who plans to attend law school after college in preparation for running for Fh[i_Z[dj e\ j^[ Kd_j[Z IjWj[i$ Ă&#x2021;? ^ef[ oek lej[ \eh me!â&#x20AC;? â&#x20AC;&#x201D;JWhW 7dd[ :WbXem