Earnshaw's | March 2018 by Wainscot Media

2018 $10.00

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RUN THE SCHOOL This school year doesn't stand a chance.

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M A RCH 2018 CONTENTS

FEATURES Noelle Heffernan Publisher

8 Hear Us Roar! Designers are giving small voices a big platform with female empowerment messaging.

Emily Beckman Editor Nancy Campbell Trevett McCandliss Creative Directors

10 Forward March Mónica Algás, CEO of Boboli, achieves success by offering philanthropic values, kid-friendly designs and, most of all, always knowing her next move.

EDITORIAL Aleda Johnson Assistant Editor Mariah Walker Contributing Fashion Editor

14 Lights, Camera, Fashion! Pitti Bimbo show rolls out the red carpet for buyers.

ADVERTISING Jennifer Craig Special Accounts Manager

32 Added Value Accessories provide grand sales opportunities with today’s most coveted qualities—convenience and customization.

PRODUCTION Laurie Guptill Production Manager Mike Hoff Webmaster

FA S H I O N

Bruce Sprague Circulation Director

20 Mod Squad Mini style gurus radiate confidence in European labels of contemporary cuts, bold colorways, mixed materials and dazzling embellishments.

CORPORATE Xen Zapis, Chairman Lee Zapis, President Rich Bongorno, CFO Debbie Grim, Controller Caroline Diaco President Group Publisher

D E PA R T M E N T S

Greg Dutter Editorial Director 9Threads 26202 Detroit Road, #300 Westlake, OH 44145 Tel: (440) 871-1300

4 Editor’s Note 6 Scene & Heard 16 Trend Watch 36 Haute Topics 38 What’s Selling 40 Final Cut

On cover: Elisa wears Mademoiselle à Soho scarf, shirt and ruffle overalls by Olivier and Bleu Comme Gris hat. Photography by Tobias Zarius/Ray Brown Pro, NY.; styling by Mariah Walker/Art Department NY; shot at Blow Up Studio, Paris; styling assisted by Emma Canot.

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This page: Eva wears Mademoiselle à Soho scarf, jacket (on head) by Noé & Zoë, dress by Raspberry Plum, Oeuf leggings, Collégien socks, Bensimon sneakers.

CONTACT INFO Sales/Editorial Offices 135 West 20th Street Suite 402 New York, NY 10011 Tel: (646) 278-1550 Fax: (646) 278-1553 advertising@9threads.com editorialrequests@ 9threads.com Circulation Office 26202 Detroit Road, #300 Westlake, OH 44145 Tel: (440) 871-1300 circulation@9threads.com

EARNSHAW’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, 135 West 20th Street, Suite 402 New York, NY 10011. 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 Earnshaw’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.

E A R N S H AW S . C O M

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0-12 months

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EDITOR’S NOTE

The New Abnormal

EVLAR-LINED BULLETPROOF book bags for backto-school? Girl empowerment messaging in support of anti-sexual assault and harassment movements? I never thought these distressing and adult-themed topics would be lead stories in our European fashion issue, let alone featured in a magazine about the childrenswear industry. But here we are. A new (distressing) age is upon us. But just like the epic and disruptive change coursing through retail of late, the new normal is jarring, scary and downright ugly, but it’s something Earnshaw’s can’t ignore. It’s our duty to cover the impact these pressing issues have on our industry. We cannot distance ourselves or pretend they’re not happening. Sadly, too many children are victims of these tragedies. These are our customers. We owe it to them to care and try and be part of any solutions. How we, as an industry, adapt, react and support the needs and concerns of consumers is critical. For starters, they are looking to us in the form of protective gear for potentially life-saving answers as well as inspiring messaging of moral support. In the wake of the Florida high school shooting last month, that all-too-familiar scene of panicked parents standing outside waiting to see if their loved one would make it out alive played out on national TV—again! According to published reports, it marked the 17th school shooting in 2018, alone!! It’s more than twice as many as this time last year!!! While America takes up sides—once again—on the debate over gun control, many parents aren’t waiting around for laws to be passed. They are looking into ways their children may not become another grim statistic. Buying a $400 bulletproof backpack, for example, is peanuts, considering the ROI such an accessory might bring. At the very least, the investment may give a little peace of mind to them and their child. In our Scene & Heard article (p. 6) about the recent surge in bulletproof backpack sales, one mother shared the difficulty of having to explain to her son how the new backpack could “protect him from the bad guys,” comparing it to having special powers like his favorite superheroes.

Equally disturbing are the stories of young kids who’ve approached their parents with concerns about safety at school and are seeking protection. One news outlet reported about a young boy who asked his mother for new shoes because he felt his light-up sneakers would make him easily noticed during an attack. Just as what a child wears or carries might be a life-saving decision, a growing number of girls (and their parents) have decided that their apparel can send a message loud and clear: enough is enough! The #MeToo and #TimesUp crusades against sexual harassment and discrimination have increasingly crossed over from protest marches into everyday fashion statements. Young women and girls are wearing their feelings on their tees—literally. Our Special Report, Hear Us Roar! (p. 8), dives deep into the burgeoning girl power fashion movement: who, what and how-to advice on merchandising what can be a controversial trend if not presented properly. Enter Earnshaw’s, again. We are here to be a sounding board for our industry to debate and discuss all matters of relevant interest. We welcome your feedback and suggestions. We are all in this together—one big childrenswear community. We want to be a part of the solutions. Topics surely need not be all doom-and-gloom, either. There’s a bright side to embrace and expand upon, as well. We must acknowledge and celebrate the beauty that is children’s fashion—like we did once again in this month’s fall fashion story, Mod Squad (p. 20). Photographed at a studio in Paris, the array of beautiful European labels feature mixed materials and bold colorways in contemporary cuts with dazzling embellishments. Très beau, indeed! Our industry puts smiles on the faces of millions of kids and adults every day. We provide warmth, comfort, protection and style. We help generate self-esteem and outward positivity. If we can harness that power of good to address causes important to children, all the better. We must always be supportive of our ultimate consumers. They are the future. We put clothes on the backs of kids, and we should have their backs, too.

E M I LY B E C K M A N Editor

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KIDSWORLD MARKET MARCH 21 – 24 JUNE 20 – 26 AUGUST 22 – 25 T H E N AT I O N ' S L E A D I N G M A R K E T FO R TOTS , T E E N S , AND IN BETWEENS

O U T F I T & B AC K PAC K : L I T T L E J O U L E , T H E C LOS E T, W TC 8 4 5 6 ; H E A D B A N D : E V E R B LO O M , C U LT I VAT E D K I DS , W TC 8 0 5 6

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SCENE & HEARD

School Safety Sales Surge

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IT’S A SIGN of the (very sad) times. Last month’s Florida school shooting has an increasing number of parents and teachers doing whatever it takes to keep children safe—like purchasing bulletproof backpacks and special doorstops. Retailing between $200 and $500, parents view bulletproof backpacks as a relatively small expense when their child’s life may be at stake. Sarah Pampillonia, a mother and fifth-grade teacher who spoke to The Cut, pondered buying a bulletproof backpack for her four-year-old after seeing a Facebook ad. “I imagine that I would use a superhero like Captain American, who he loves, to explain it,” she says. “I’d leave guns out of our conversation maybe, and say that he has a magic backpack like a superhero shield, and if he ever needs to hide from the bad guys he can hide behind his bag.” Joe Curran, founder of Massachusetts-based Bullet Blocker, reports a 30 percent increase in its bulletproof backpack sales within days of the shooting, with more than 500 units purchased 24 hours after the tragedy. He notes that a large portion of those orders shipped to Florida zip codes. “We want to give kids the opportunity to protect themselves,” says Curran, who is a father and former U.S. Army Ranger, sheriff’s deputy and firearms instructor. The company’s bulletproof book bag is capable of stopping .357 and .44 Magnum rounds, 9mm bullets and .45 caliber hollow point ammo. Each backpack weighs about 4.5 pounds and is lined with Kevlar, the same fiber used in law enforcement’s bulletproof vests. Bullet Blocker has since expanded its bullet-resistant offerings catered to the school environment, including a bulletproof safety seat, three-ring insert, notebook folio and safety kit. “We’re always expanding our product line based on customer needs and requests,” Curran says. Teachers are also taking precautions. Some are investing in the “JustinKase” doorstop, invented by Justin Rivard, a 17-yearold high school student from Wisconsin who made the device to keep active shooters out of classrooms. Placed under a door, the metal device latches to the doorjamb to keep it from being opened. Retailing for $95, Larry Gilbert, a 53 year old from Syracuse, NY, bought one for his wife who teaches. “Just like a fire extinguisher, I hope it sits in the corner and is never used,” he says. —Emily Beckman

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What’s new for the ABC Spring Educational Conference in 2018? A new logo, a new location and a renewed commitment to bring the industry together and help juvenile product professionals stand out in an increasingly competitive market. What’s more, we’ll have Rosen Shingle Creek | Orlando, new products, new business strategies and newFLevent features that will help you increase market share and improve profit margins. What’s new for the ABC Spring Educational Conference in 2018? your now. to bring the A new logo, aMark new location and calendar a renewed commitment

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Rosen Shingle Creek | Orlando, Florida

What’s new for the ABC Spring Educational Conference in 2018? A new logo, a new location and a renewed commitment to bring the industry together and help juvenile product professionals stand out in an increasingly competitive market. What’s more, we’ll have new products, new business strategies and new event features that will help you increase market share and improve profit margins. Mark your calendar now.

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S PECI A L R E P OR T

Hear Us Roar! DESIGNERS ARE GIVING SMALL VOICES A BIG PLATFORM WITH FEMALE EMPOWERMENT MESSAGING. BY ALEDA JOHNSON

HILDHOOD INNOCENCE? Ignorance is bliss? Not so much in an age where terrorism, school shootings and the #MeToo movement include young victims and millions more dialed in on social media demanding change. Kids today have had it! New movements like #MeNext (to enact gun control), nationwide school walkouts, planned marches on Washington, sit downs with President Trump, slogans, rallying cries, posters, messaging on clothing—whatever it takes to make their voices heard. Girls, especially, have taken to wearing their protests on their tees, dresses, hats, totes, etc. Oeuf knit crown “There’s so much frustration, and people are expressing it in so many different ways: marches, speeches, conversations and inevitably in clothing as well,” says Sophie Demenge, founder of Oeuf. “The Women’s March and International Women’s Day really galvanized a movement, and what women are wearing is just one of the many forms of expression involved.” Some experts point to Paris Fashion Week in September 2016, when Maria Grazia Chiuri, Christian Dior’s first-ever female creative director, sent models down the runway in “We Should All Be Feminists” tees for igniting the feminist-themed frocks movement. They immediately sold out and went into reproduction. The following year, Chiuri debuted “Why Have There Been No Great Women Artists?” horizontal-striped shirts. Designers

Prabal Gurung, Christian Siriano and Public School have since released activist-themed fashions, which included shirts with phrases, “People are People” and “The Future is Female.” Childrenswear designers have also followed suit, featuring an array of female empowerment graphics and verbiage in their latest collections. The message even extends to promoting STEM education and confidence-boosting, especially for little girls. In early 2017, Tressy Club led the way with its “Girl Gang” slogans, while social media influencer Vada of Miasaidno rocked a “The Future is Female” shirt. Inspired by women who knitted their own “pussy” hats for #MeToo marches, Demenge created a knit crown for Oeuf with “Feminist” written across it. Released for 2017 International Women’s Day in dark gray and pink, it was the first time the label’s crowns came in adult sizes as well. “The crown provided a fun way for mothers to explore these ideas with their daughters and sons—and fathers, too!” she says. “We received pictures of entire families wearing the crowns, which was fantastic.” Oeuf has since partnered with Reformation to create a one-piece with the same message. Jaime Windau, owner and designer of Love Bubby, lived up to the company’s tagline “You are never too young to make a statement,” with the release last spring of a shirt with “Little Feminist” written across the front. It accounted for almost 80 percent of the young company’s sea-

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sonal profits and was followed up with “Little Activist” and “Always Fierce” tees and one-pieces. Windau has been surprised by buyer reactions to the female empowerment messaging featured on her clothing—some positive and others hesitant. “They’re either really for it or say something like, ‘Her father would kill me for this,’” she says. “It opens a great line of dialogue because, for such a long time, feminism has had an ugly stigma. But look it up in the dictionary—it’s such a positive term,” she adds. Rashti & Rashti opted for a less potentially polarizing message. In a licensing deal with Beeposh, the manufacturer created a collection of loungewear, sleepwear and soft accessories featuring slogans like “Girl Tribe,” “Soul Sisters” and “The Most Important Thing a Girl Wears is Her Confidence.” The line, designed for ages 4 to 12, is meant to build upon the positive influence of powerful female role models in politics, athletics and fashion that show girls they can accomplish anything, according to Danielle Signorelli, marketing director for Rashti & Rashti. “Young girls look to older sisters and role models, so we’ve given them appropriate and positive messaging for all ages,” she says. The phrase-centric designs are relatively new in girls’ collections, which have been historically graphic-driven. Lauren Zodel, assistant professor of fashion design in childrenswear at the Fashion Institute of Technology, says it marks a shift as text-heavy clothing is usually found in boys’ apparel. “Designers are relooking at the approach they take to designing boys’ vs. girls’ clothing,” she says. “Given the female empowerment movement momentum, text in their collections can work too.” Jamara Ghalayini, owner of Pumpkinheads in Los Angeles, is stocking girl power items—as long as they are positive in their messaging and design. “We don’t do well when collections take on the concept that to be strong, bold and fearless, it has to be dark, heavy and without a flirty, fun feel at all,” she says. “Our customers still want apparel that is ‘girls’ and ‘boys.’ We don’t have the demand for gender neutral apparel yet.” Ghalayini adds that there’s a fine line to merchandising these girl power-themed items. “I love embracing cultural and community trends, but I also am very opposed to using children as messaging objects,” she says, adding that she refuses to sell anything political or antagonizing. “The girl power trend isn’t a focal point for us, so I merchandise it within everything else as a

little bit of flare for those that catch on.” Retailers and designers are wise to tread lightly as not everyone is on board with female empowerment, and children might attract unwanted attention by wearing such slogans. Rashti & Rashti aims to meet in the middle. “What we create is not supposed to offend but encourage,” Signorelli says. “It’s something parents can feel good about buying for their girls.” The other potential drawback of this trend is the message gets watered down and, like with most fashions, comes and goes. “It could definitely lose its true focus and become just an everyday graphic tee with not that much thought put into the purchase,” says Erin Rechner, senior kidswear Editor at WGSN. She suggests donating to or Love partnering with nonprofits related to Bubby the cause as a way to possibly prevent tees that from happening. “This would be a way to help bring back the true meaning of the message and help people gain confidence and acceptance,” she says. Ghalayini, on the other hand, believes the further the message of female empowerment spreads, the better. “If the message has meaning and we are truly trying to support and empower girls, why would we prevent this from becoming the most commercialized message out there?” she says. “Why not want it on every billboard, city bus and marketing opportunity possible?” One thing most industry experts agree on: girl power is here to stay. How it appears in fashion may ebb and flow, but the belief is there is no turning back. The pendulum has shifted: “Wonder Woman” has raked in more than Beeposh shirt $100 million at the box office—a record for a female-directed movie that also opens up a world of licensing possibilities—the Powerpuff Girls are getting a reboot, the new DC Super Hero Girls action figure franchise continues to grow in popularity and, perhaps most important of all, millions of young girls around the world are waking up to the fact that they have a voice and a right to be treated equally. Such ignorance is no longer bliss! “This verbiage may not be upfront all the time, but strong girl power has staying power,” Zodel says. Rechner agrees: “Everything from Ashley Graham and the body positive movement impacting little girls around the world, to the inclusion of transgender people in the fashion industry such as Teddy Quinlivan and Leyna Bloom—celebrating differences and women have never been so

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Q&A Fo r wa rd Ma rc h Mónica Algás, CEO of Boboli, achieves success by offering philanthropic values, kid-friendly designs and, most of all, always knowing her next move.

BY EMILY BECKMAN MÓNICA ALGÁS COMPARES the spirit of Boboli to a “restless child”—one fueled by its zest for new experiences and challenges. For more than 30 years, the CEO says the family-owned business has satiated that burning desire by expanding into new categories and extending its presence in more than 50 countries with distribution in more than 1,800 outlets spanning franchises, department stores and specialty retailers. “We are growing about 10 to 15 percent every year,” Algás says, noting that in the last five years the Barcelona-based company has doubled its turnover with exports and online as main drivers. “Our success comes from adapting to the needs and desires of our consumers—how people shop is changing, and it’s up to us to change with them.” Boboli (a nod to Boboli Gardens in Florence where the family used to go every season around the Pitti Immagine fair) came into being in 1984. Algás’ parents founded Star Textil in 1981, makers of several fashion brands, before launching their own children’s brand. They chose Boboli as a name because they didn’t want something that sounded too Spanish and would be easy to understand. What started as a handful of items back in the early years has grown to more than 150 exclusive Boboli prints in sizes newborn to 16. In 1995, the brand marked its debut in Vogue followed by several growth milestones across Europe, Asia and the U.S., including catwalk appearances, showroom

partnerships and retail expansions. It was in 1996 when Algás joined the family business as the head of retail and marketing. After earning a degree in economics at the University of Barcelona, she spent eight years at Nestlé in media planning, marketing and export before returning home. “When I was young, I was not motivated to join the family company because I preferred to work for an international company—more mass media products,” she says. “But then I realized that a smaller environment of more familiar decision-makers who can directly influence a company is a greater motivator to me.” In 2014, Algás took the helm with one of her sisters, Arancha, when their father retired. “While it’s not always easy working with family, the advantages are much bigger than the disadvantages,” she

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CHECK OUT OUR NEW COLLECTION

says, noting that the company’s decision-making is split. She manages the commercial area of marketing, retail and export while her sister runs the product design and production. “Our relationship is strong, so it’s easy to discuss strategies together, as well as with our directors’ committee,” she adds. Big decisions are certainly aplenty in an apparel company that produces two collections of six lines per year, adding up to more than 700 styles each season. According to Algás, kids’ trends for next fall include ’60s sporty chic looks for girls and a palette heavy on the mustard in boys. “Fabrics like denim with woolen yarn embroidery, plush jackets and sweatshirts, as well as twine knits will become important materials of that season,” she says. “Also, soft and cozy pieces like fur jackets for baby girls and fleece denim for baby boys are expected to perform well.” Overall, Algás says the company’s designers drew from four different themes: “Retro Forest” inspired by autumn fields, “Born in Alaska” inspired by cold climates, “Winter is Coming” that features the brand’s signature bright colors and flowers and “Colour the Shadow,” an ethnic theme. Algás says trend-right designs are just one, albeit critical, aspect of what makes Boboli successful. There’s plenty of backroom requirements as well as outward facing matters that must be addressed today. Consumers are buying much more than an item these days. They want to know who the brand is, where it’s made, what it’s made of, what its values are, etc. “Retail consumption today is more conscious in general,” Algás says. “Materials are important, social components are important—people really identify with brands that offer something personal.” As a result, Boboli launched a philanthropic program, the Boboli Suma Award, in 2016 where charities submit applications to be considered for a donation from the company. Boboli typically picks a few organizations for the award annually. “We try to give to little foundations that are really striving to help with something special—anything from a rare illness to a social project,” Algás says. “It’s really a heartwarming mission, and I’m excited for our third edition coming up this spring.” Going forward, Algás says Boboli plans to expand its e-commerce site to serve the U.S. market better, however, there’s a few logistics to iron out first in the coming months. “Success is the sum of

COMPANIES CAN'T AFFORD TO SIT BACK AND WAIT FOR THE MARKET TO COME TO THEM.

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BY AMERICAN JEWEL

Atlanta American Jewel Showroom

Dallas American Jewel Showroom

www.americanjewel.com

3/1/18 2:21 PM

Q&A little actions,” she says, mentioning how every step toward bettering service in today’s fast-paced retail climate will help its retail partners stay competitive against dominating online players, like Amazon. The rules of childrenswear are changing rapidly and dramatically. The status quo has gone the way of butterfly collars and bell-bottoms. Companies can’t afford to sit back and wait for the market to come to them. They must act quickly and be aggressive—and Boboli is an example of doing as such. It’s not easy, but there is little other choice. “I’m lucky to have a great team of about 250 people who are all focusing on the same goal,” Algás says. “Our world is very motivating, especially within fashion, and it’s more critical now than ever to keep alert, inspired and never settle.”

instance, Mom doesn’t go out and buy, buy, buy anymore. She looks on the internet first and does her research. We see less people coming to brick-and-mortar to shop. Our customer is more spontaneous as to when they buy, and they only buy what they need. Consumption is evolving more to online, so not only do we need to offer the best experience across our brick-and-mortar locations but also to be just as strong online. An omnichannel strategy is a must today! But it’s also helpful to offer certain products in stores that you don’t offer online to give those retailers a way to compete. Right now, we have about 25 retailers in the U.S. Our agent in New York is Ali’s Market, and we are going to hire a rep on the West Coast next season. We also will be partnering with an agency in China.

Who is your target customer? She’s a woman between 30 and 45 years of age, upper-middle class and loves fashion. Her children are dressed in an original way and are always wearing the latest trends. She is cosmopolitan, modern and loves reading fashion magazines and following influencers. She always checks her social media feeds, catching up on her favorite Instagram profiles when she wakes up and before she goes to bed.

How important is integrating social media marketing strategies into your business plan? It’s very important, especially for fashion companies. Social channels allow you to reach your target customer and show your products quicker than with traditional media. Nowadays, we think it is important to have a mixed media marketing strategy, including both online and offline. Effectiveness in the channels depends on your goals. Our weekly newsletter is another great way to inform loyal customers about our products, events and promotions. We’ve found we typically get the best response to the letters related to promotions.

What do you attribute most to more than 30 years of success? Listening to the consumer and responding to how they shop. For

North East Judy Cohen 856-728-0841 NHC304@comcast.net

New York Yoka Showroom 212-594-7714 caroline@yokashowroom.com

South/Mid West The Closet 214-634-2402 theclosetdallas@sbcglobal.net

North/Mid West Chicago Gallery 312-751-6800 Christy@ Chicagogalleryshowroom.com

West Coast/Mid West Sylvia Gill Childrenswear - LA 213-622-8271 lashawroom@sylviagill.com North East Sonia Schneider 781-407-0050 sonia@finelinesshowroom.com

International Finest For Baby Linda Gill 44(0)1442-248099

South East Glen Warnick 440-951-9739 gwarsales@aol.com

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What’s your take on the online tier’s growing dominance? It certainly is having a large effect on retail overall. It’s more important now than ever before to have a competitive approach that makes your clients prefer to buy from your stores. Shopping must be a good experience each and every time with superior product, merchandising and customer service. As a company with its own franchises, any merchandising advice to your other retail partners? We offer sizes newborn to 16, so it’s a challenge to organize such a wide selection—even in our franchise locations. But it’s important to remember that everything must be beautiful and visible. Our DNA is very strong, and we want it to come across that way by ideally showcasing all of our colors, prints and patterns. Of course that is not always possible or feasible, so we work in

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groupings, putting certain themes or concepts together by size to create a cohesive story throughout the in-store displays.

What do you consider to be Boboli’s No. 1 advantage? Design—our color and quality! It's difficult to stand out in a crowded marketplace, but it’s not impossible. There’s always a way to success, we just have to dig deep and find it. At the same time, we can’t go crazy. We have to remain focused and SMALL TALK remember who we are along the way. We have to always stay true to our company’s What are you reading right now? What three things would values and mission. Anna Karenina. you bring to a deserted island? Definitely my Kindle, Where do you envision What sound do you love? Spanish swim goggles and a cell Boboli in five years? music from the ’80s. phone. To be more present around the world and one of the What talent would you most like What inspires you? leading brands in e-comto have? Flawless multitasking. Travel. My last trip was in merce. We plan to launch a motorhome through the a strong e-commerce proIf you could hire anyone, who national parks of Canada. I gram in the U.S. We’re still would it be? Amancio Ortega also loved traveling around (founder of Zara). the Swedish fjords. figuring out the logistics right now. But the best of

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EUROPEAN TREND REPORT FALL ’18

Lights, Camera, Fashion! Pitti Bimbo show rolls out the red carpet for buyers. By Emily Beckman “LIVE MOVIE,” THE theme of the 86th edition of Pitti Immagine Bimbo in Florence, Italy, had attendees feeling like Hollywood royalty with big anniversaries, special events and catwalk shows over three cinema-inspired days. From emerging innovators to some of the most influential designer labels in children’s fashion, the fair showcased 578 brands and attracted more than 10,000 visitors across 60 countries. Many exhibitors included small, independent brands from outside the industry that are applying their skills to childrenswear, according to Raffaello Napoleone, CEO of Pitti Immagine. “These are ideas with a high level of creativity and strong personal stories,” he says. “The passion of their founders is creating important niches in the market. It’s increasingly about creative and specialized companies, born and promoted through social networks.” Awareness of the origin of products and quality of production were key aspects as well, according to Napoleone. “I’m seeing an increasingly ethical and ecological approach to educate children to a lifestyle based on the reality that surrounds them,” he says. “Always clearly marked by the creativity of ideas, styles and cultural references.”

The mini-me movement continued to have major prevalence at the show. Nicole Dillon, a buyer at Bergdorf Goodman, noted Stella McCartney, Moncler, Golden Goose, Gucci, Dolce & Gabbana, Neil Barrett and Yves Salomon as leading high-end labels with takedown offerings. “Decades ago, the childrenswear buyer was probably looking more for party dresses, more special occasion looks,” she says. Today, Dillon is looking at bloggers, adult runways and children on the street for inspiration on what to buy as well. “Our clients want elevated play clothes,” she says. “They want their child to look fashionable for all aspects of the day.” Napoleone says “self-expression” is another strong movement. “Pieces are easy to put together and range from daring outfits to more laidback ones, giving life to personal styles,” he says, noting that it includes lots of layering. “More and more buyers are looking for special products and fanciful accessories to add to consolidated brands,” he adds. “To enrich the perception of childrenswear, which is increasingly becoming more sophisticated, brands don’t just want to express a unique style identity but a lifestyle.”

Barcarola

NEW NOIR The yin and yang of black and white: some believe the palette isn’t playful or practical, while others see it in step with the mini-me movement. The choice is up to buyers.

Iglo + Indi

Unlabel Kids

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Velveteen

Alitsa

SHINE ON

La Stupenderia

Fall’s forecast is for collections bedecked with sequins, glitter and all types of sparkle in every color under the rainbow. The bedazzled apparel and accessories range from reversible sequins to all-over glitter statements.

Desigual

RED ALERT!

Zombie Dash

Bordeaux, maroon, cherry, wine and other red haute shades serve as the season’s go-to hue.

NAME GAME

Boboli Piccola Ludo

Logos are back in a big way across tees, up pant legs and all over accessories. The heavily branded garments reflect a ’90s influence coming back into fashion. continued on page 37

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TREND WATCH

Corduroy Couture THE RETRO FABRIC and once closet staple of nerds, old professors and The Brady Bunch has received a cool makeover. Prada recalibrated the famed fall fabric in its recent runway shows and designers Marc Jacobs and Mulberry, to name a few, followed with corduroy miniskirts, trousers, jackets and overalls. Last year’s launch of The Cords & Co, a Stockholm-based brand focused solely on corduroy collections, also raised the bar on corduroy cool with Topshop and Zara, among others, stocking up. For Fall ’18, expect miniature versions of this throwback trend with corduroy creations ranging from button-downs to bloomers. —Emily Beckman

Josmo boot

Vesatil-e sleeveless dress Caffe d’Orzo dress

Louis Louise jacket

Lali Kids hair clip

Les Lutins bloomers

Joseph Allen sneaker

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Tocoto Vintage one-piece and shirt

Belle Chiara top and midi skirt

ArsĂ¨ne et les Pipelettes trousers

Molo cargo pants Essence skirt

Babe & Tess corduroy jacket and plaid shirt Mr. Uky

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TREND WATCH Bella & Emma dress

Black, White and Rad All Over INSPIRED BY THE high contrast, black-and-white designs of Fall ’17 labels like Chanel, Louis Vuitton and Oscar de la Renta, children’s fashion has embraced the same monochromatic statement that lends classic silhouettes a sporty edge and gives accessories playful pizzazz. Stripes, grids, polka dots and houndstooth cover everything from outerwear to footwear with striking lines and graphic shapes. Not only does the trend have great mix-andmatch possibilities for children learning to dress themselves, but it’s also ideal transitional wear—a buyer’s delight with Mother Nature being so unpredictable. —Emily Beckman

Dreamers coat Dyo Ministyling ruffle bonnet, shirt and pants

Little Indians shoe

Raspberry Plum T-shirt OMY bracelet

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Oaks of Acorn bomber jacket

Muakmoi blouse

Nupkeet vest

Olive by Sisco dress

Donsje panda boots

Loud Apparel shirt and shorts

Colmar hat

Mayoral

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Tao wears Ki Et La sunglasses, jacket and camo pants by Givenchy and T-shirt by Tiny Rym.

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PHOTOS BY T O B IA S ZARIUS

STYLING BY M A R IA H WA L K E R

M i n i s t y l e g u r u s ra d i a t e c o n f i d e n c e i n E u ro p e a n l a b e l s o f c o n te m p o ra r y c u t s, b o l d c o l o r w a y s, m ix e d m a te ri a l s and dazzling embellishments.

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Yacine wears Popupshop T-shirt, sweater by ArsĂ¨ne et les Pipelettes, Papu leggings. Opposite page: Shainez wears Bleu Comme Gris beret, Tiny Rym T-shirt, cardigan by ArsĂ¨ne et les Pipelettes.

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Noah wears Arsène et les Pipelettes scarf, Tiny Rym sweatshirt, overalls by Little Creative Factory, Young Soles boots. Opposite page: Meyline wears Knit Planet hat, Tinono jacket, red top by Andorine and Noé & Zoë leggings.

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Clara wears blouse, pants and hat by Bleu Comme Gris. Opposite page: Ayana wears Boys & Girls dress with TĂŞtes Blondes necklace.

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Ambre wears Billieblush sequin coat, blue dress by ChloĂŠ, ArsĂ¨ne et les Pipelettes socks and Young Soles metallic shoe. Opposite page: Juliette wears Bleu Comme Gris plaid beret, Oeuf leggings, Manoko plaid dress and Papu striped dress (worn underneath). 29

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Loup wears Givenchy collared shirt and Hugo Boss sweatshirt. Opposite page: Lennts wears Infantium Victoria green hooded top, banana print shirt by Indikidual, Popupshop pants and Tiny Rym scarf. Shot at Blow Up Studio, Paris; styling assisted by Emma Canot.

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ACCESSORIES PREVIEW FALL ’18

Added Value Accessories provide grand sales opportunities with today’s most coveted qualities—convenience and customization. B Y E M I LY B E C K M A N

Wraps earbud bracelet

American Jewel brush keychain

S CONSUMERS CLAIM to be more time-starved than ever, (smart) retailers are restructuring their businesses to offer a more fast-paced, seamless in-store experience. The days of leisurely perusing racks and multiple trips to the fitting room are on the wane, causing many shop owners to evolve their inventory to support quick decisions and convenient customization. While this shift in shopping habits presents its share of challenges, it’s ideal for the relatively small but fiscally mighty accessories category. “The popularity of accessories has

increased for many reasons,” says Bari Erber, owner of Bari Lynn Accessories, noting that several of her retailer partners have switched to an inventory model that focuses more on accessories. “It’s more of an impulse buy, the price point is right and it’s typically non-seasonal, so you don’t have to worry about putting them on sale.” Jackie Blauvelt, marketing director at High IntenCity, the manufacturer of Charm It and Neon Tuesday, agrees that much of Charm It’s success comes from being well-priced and open to customization at retail. With more than 150 charm designs to choose from, Blauvelt says kids

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Bari Lynn backpack

Mark Your Calendars

Iscream rhinestone decal

April Atlanta Apparel SHOWROOMS:

Tues., April 10 – Sat., April 14 TEMPORARIES:

Wed., April 11– Sat., April 14

Future 2018 Dates

Charm It by High IntenCity charm bracelet

June Atlanta Apparel SHOWROOMS:

June 13 –16

August Atlanta Apparel can personalize their own charm bracelet at each store’s branded station. “They can use their allowance to buy one $6 charm or a full bracelet with five charms for a great $35 birthday gift,” she says, noting that it’s easy, affordable and, most of all, fun for kids to be their own designer and build jewelry for themselves or friends. Esther Klein, founder of Twin Stars Jewelry, says the trend of customization simply makes sense for younger customers. “Being different is exciting for anyone, but especially growing kids who are still discovering themselves,” she says. “Accessories have an effortless way of turning plain jeans and

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a tank into a look that screams personality.” Klein notes that her tween clientele often enjoys the company’s stackable mix-andmatch bracelets for a punch of colorful individuality. She suggests merchandising accessories with age labels as a way to quickly catch the customer’s eye. “When we displayed in Neiman Marcus for holiday, we made sure every bangle and every gift box was marked with a suggested age, which improved our sales significantly,” she says. “Sometimes people don’t come in for a gift, but they pass by and see ‘age 6 to 9’ on a bracelet and think, ‘Hey, my granddaughter is 7. This would be great

SHOWROOMS : TEMPORARIES :

August 7–11 August 8 –11

Visit AmericasMart.com for the latest Market date information. Dates subject to change.

800.ATL.MART

LINES FE AT UR ED: Appaman, Kenneth Cole, Parkland, Rachel Riley, The Blueberry Hill, Tommy Hilfiger

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ACCESSORIES PREVIEW FALL ’18

TREND GOSSIP

Innovation and imagination spark the latest accessory trends for Fall ’18.

eversible sequins, hybrid unicorns, edgier emojis, bountiful beauty products and wearable gadgets are just some of the expected hot accessory categories for Fall ’18. While no one knows for sure which items will catch the fancy of consumers, one thing is certain: designers can’t assume that what was popular last season will be so next season. Trends are as fleeting as a Snapchat story, and accessory designers must continually refresh, renew and reinvent to draw attention to their wares— and make it fun, to boot! “The vibe of the kids’ accessory market is not taking anything too seriously,” says Jackie Blauvelt, marketing director at High IntenCity. “It’s all about fun and surprises.” Bari Erber, owner of Bari

Lynn Accessories, cites the inspiration for fall as a combination of pop culture and adult fashion. Patches continue to be popular, inspired by designers like Gucci and Chanel. Fur is another hot embellishment—from natural to dyed— influenced by high-end labels Fendi and Ayna Hindmarch. “Camo, cheetah prints and leopard are all coming into the high-end brands for fall,” Erber says. She adds, “Of course, pop culture continues to influence reversible sequins and unicorns in a big way.” Robin Ramirez, a rep for The Klein Group, agrees, noting the “Pandacorn” from accessories brand Iscream as a new interpretation of the unicorn craze. She expects more brands to experiment with the mythical creature for a fresh take on the current favorite. According to Anne Harper, designer of OMG Accessories,

for her.’ And there’s another sale.” Miles Faust, owner of Wee Ones, views merchandising accessories as a three-prong strategy. First, for categories like hair accessories and hosiery, he believes it’s important for those products to have a permanent “home” in the store. “Whether that’s on slatwall, gridwall or some sort of floor fixture, creating a place that customers can always find the basics is important,” he says. In addition, Faust recommends cross-merchandising accessories with outfits they best coordinate with. “Merchandising

the growing theme of whimsical kitsch was originally inspired by emojis. “People just love the idea of expressing themselves in a new way,” she says. “And while it’s important to look at what’s out there, it’s more important to look at what’s within and make ideas your own.” Harper notes that retailers have been asking for more llamas and sloths of late, which inspired her to create emoji-like animal interpretations with touches of glitter and puckered lips. “We keep it girly, whimsical and fun— true to our brand,” she says. Overall, Harper believes young kids are more sophisticated these days and the accessory market must evolve to match their more mature interests. “All young girls seem to have makeup and personal belongings now, and everyone has a phone,” she says, noting the trend has created interest in

accessories with apparel makes it easy for your customer to ‘complete the look’ and helps remind your staff to recommend that add-on sale,” he says. Sherie Judah, owner of American Jewel, advises retailers to put accessories on mannequins to showcase a certain look or trend. “Dress up an outfit with accessories—a cute hat, some sunglasses—the customer will buy it all,” she says. Wee Ones’ Faust also recommends retailers stock any “perfect impulse buys” at or near the register for best results.

mini backpacks for the handsfree texting-friendly design. Ramirez notes a much higher interest in cosmetic cases, mirror compacts and nail polish. And while the latter offerings may be more kid-friendly, including confetti and glow-in-the-dark treatments, a mani makeover just like Mom or a favorite beauty guru is girls’ new obsession. “Beauty is rising in the accessory industry for kids,” Ramirez says. Last but not least, technology is becoming a huge driver in the market as wearables are more accepted in adult fashion. Wraps, for example, is a new brand expected to gain traction this fall with a line of headphones that can be worn as chic bracelets. Always accessible and never tangled, this is an innovation kids may find themselves sharing with their parents.

“Accessories provide an opportunity to increase the size of every transaction,” he says. “A staff that is well trained in pairing accessories with apparel can make a very meaningful impact on the store’s bottom line.” Another key debate among experts is the packaging. While some believe attractive packaging is critical to drawing a customer’s attention, others see it as a deterrent. On the pro packaging side, Robin Ramirez, a rep for The Klein Group, says it’s all about the packaging in the accessories industry right now. “If

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Wee Ones bow

Twin Stars Jewelry bangle

OMG Accessories backpack

Pals Socks asymmetrical socks

it’s not packaged, people don’t seem to get as excited,” she says. Klein agrees: “Most people aren’t into that flea market style, and if they are, they don’t want to pay any more than 99 cents,” she says. “If you’re selling a quality product, it’s important for the packaging to be equally attractive.” Meanwhile, Erber says her customer prefers accessories that aren’t all wrapped up with a bow. “They want to touch it, feel it, see the beauty of it and try it on,” she says, noting that while certain items may

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excel with packaging, most accessories do best when customers can easily see each crystal and how it shines. “The packaging almost takes away some of the beauty,” she says, adding the more interaction the product prompts, the more likely it will be marketed through social media. “When I go to sleep, I’m like, ‘I wonder who’s going to post about Bari Lynn’ because that generates orders from other stores,” Erber says. “Social exposure is

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H AU T E TOPICS EDITOR’S PICKS Bari Lynn

Derhy Kids

Blune

DESIGNER CHAT Morley

DINUI

AS CHILDRENSWEAR DESIGNERS continue to hone in on the sophistication of adult styles, South Korean designer Minjee Lee credits her background in women’s wear as a key to her success with Dinui. After studying women’s design at Parsons in New York, where Lee learned the draping and clean lines so prevalent in her collections, she spent time at Elie Tahari, a label known for its elegance. “The combination of school and work helped me to be more creative but also a realistically balanced designer,” she says. Dinui made its debut in 2015, and Lee’s high-quality collection quickly caught buyers’ attention with its refined yet urban-chic attitude. “I was lucky to meet wonderful clients and receive very kind feedback for my first collection,” she says, noting that accounts rolled in quickly from specialty boutiques and Barneys. Since then Lee has maintained her minimal and modern aesthetic, showcasing effortless silhouettes with a strikingly rich appeal. Dinui’s Fall ’18 line follows the same DNA, a twist on the typical simplicity. Instead of toned-down colorways of black and gray, the designer has infused muted indi pink and beige accents. The season also mixes textures such as fur and jersey, as well as little details like ruffles and gathers. And while Lee usually features plenty of leather and fur, this season experimented with Eco fur. “I want to make certain styles easier to wear, easier to care for and more accessible,” she says. “I’ve always been interested in Eco fur, so I was very happy to have finally found it.” Of course, when it comes to designing children’s clothing, style is only one, albeit key, ingredient. “Being comfortable as well as beautiful is really the most important factor,” Lee says. “A comfortable design can mean the cut and style, but also the materials used.” Lee’s high-quality standards are maintained by keeping close tabs on every step—from the pattern-making process to production. “I double check every little grading spec and each little stitch and detail,” she says. “I work hard to keep this high standard for Dinui, and I hope all this attention is what makes my brand stand out.” —Aleda Johnson

Flight of Fancy Fashion spreads its wings with precious plumage and other sweet tweets.

Who is the Dinui customer? They’re an urban family who travels, goes to museums and simply loves to be stylish wherever they are. Our clothes make them look great but keep them comfortable at the same time. How’s business of late? Business is pretty much as usual this year—I’m very thankful. I haven’t felt any direct impact from the ‘retail shakeout’ yet, but I’m keeping a close eye on any new changes and market trends. Are there any designers you admire? Riccardo Tisci and all his work at Givenchy. I admire his designs because they’re so different from my own. They keep me inspired to challenge myself. What might people be surprised to know about you? People have told me that I don’t laugh much, but I actually laugh a lot. I just need to be more comfortable to really let my true self show. Where is your favorite place to escape? I love to escape to a hot spring, usually an onsen (a bathhouse around a hot spring) in Japan. My favorite is a beautiful, quiet place in Hakodate in Northern Japan. Skiing is another love of mine. Lucky for me, there are some fantastic slopes right here in Korea only a few hours from home. What do you love most about being a designer? I’ve always adored working with fabric and creating beautiful things. I love seeing my thoughts and ideas become touchable objects. When I see children wearing my clothes, I’m very proud I spent all those months working so hard. It keeps me inspired to do it all over again!

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EUROPEAN TREND REPORT FALL ’18 continued from page 15

Le Mu

GET GROOVY The ’70s areback—again. A palette of mustards, mid-tone blues, bottle greens and rusty reds, as well as a plethora of plaids and shag materials look to be in the running next fall.

Mr. Uky

Andorine Monnalisa

JUST FUR YOU No longer just for rich socialites or a granny-chic statement, dyed faux furs—from bold blues to soft blush pinks—is the “It” embellishment of Fall ’18.

1978

2018

Fashion Evolves. QUALITY ENDURES.

Hair Accessories For Girls Of All Ages er_03_18_european_trend_report_01.indd 37

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W H A T ’S S E L L I N G

the American consumer,” Butman adds, giving the color fuchsia in a boys’ print as an example. Butman’s practiced understanding of international trends keeps the business thriving season after season. So much so Le Petit Kids’ breakdown is evenly split between boys’ and girls’. “A lot of retailers do a 70/30 split because it’s risky to invest in boys’ clothes,” she says. Butman credits her ability to educate customers over the seasons on the value and craftsmanship of upscale boyswear. “It’s a challenge to capture the American audience with what I have to offer,” she says. “But sometimes it’s worth breaking away from your familiar shorts and sweatpants.” —Aleda Johnson How’s business? It’s great! I find it very important for us to stock a range of price points. We have gifts and clothing around $30, but we also have beautiful formal dresses up to $200. Customers initially think our clothing must all be expensive because of how beautiful it is, so I tell my staff to point out that we carry more affordable items, too. Another note of advice is to stock comparable items because parents will be more likely to buy a dress if it’s lovely but less expensive than another in the store.

Le Petit Kids New York, NY OR AMERICAN PARENTS looking to discover luxurious childrenswear labels from across Europe, Rebeca Butman is here to help—no plane ticket required. Nearly 13 years ago, the Estonia native opened a two-story, 2,000-square-foot boutique on Manhattan’s Upper West Side. Citing the bustling locale as great for forming new relationships, Butman stocks a wide selection of play clothes to party dresses in sizes newborn to 16, from high-end labels like Stella McCartney, Petit Bateau, Jean Bourget, Little Marc Jacobs and IKKS, to name a few. “My customer base contains lots of grandmothers who want beautiful unique gifts for their grandchildren, as well as hip, young Upper West Side moms who buy mostly generic brands but come to me for special items to mix in,” Butman says, noting the difference between American and European parents’ shopping behavior. “Europeans go to the store and buy 10 things their kids will wear for the whole season,” she says. “In the U.S., shoppers buy lots of lower priced clothing in lieu of budgeting for more high-end pieces.” Le Petit Kids’ unique selection of quality, refreshing styling and friendly customer service is its formula for success, according to Butman. “It’s nice to offer something different,” she says, adding that European designers are known for being experimental, never shy to try new colors, prints, appliqués and trimmings. “But it’s important as a buyer to remember that not all European styles translate well to

What are your best-selling labels? Molo, from Denmark, is a very cool, trendy brand. Catimini is another very bright and colorful choice. Tartine et Chocolat is wonderful for traditional French clothing—hasn’t changed a bit but is somehow still current. Paul Smith Junior is always a hit with boys, pulling inspiration from the adult collection. Jean Bouget’s conservative, French-chic appeal also performs exceptionally well. Any new brands added to the mix this past year? Leo & Zachary, which is now our only U.S. brand. We needed good quality dress shirts and suits for summer when locals go to the Hamptons or country clubs. The European brands couldn’t provide enough colors for what customers were asking for. What are some of your popular accessories? Bari Lynn hair accessories sell well because of the wonderful variety. The beautiful crystals and fur always appeal to little girls. For boys, ties and bowties from Paul Smith and Leo & Zachary are popular because of all the bright colors. Customers also buy hats from Molo quite often. What’s the smartest business move you’ve made of late? Partnering with Kidiliz Group, a French firm of ready-to-wear brands, which allows us to go deeper with those labels. We used to stock lots of brands, but that can become very stagnant and repetitive. It’s hard to expand that way, so this new approach should be helpful going forward. Where do you envision Le Petit Kids in five years? We hope to continue to educate our customer about our brands and their values. I do a lot of price research to make sure we stay competitive. I’ve even gone to the Gap and see my European items priced similarly—but of course mine have more detail and much higher quality. I hope more consumers begin to realize that.

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JPMA EXHIBITOR SPOTLIGHT BUMKINS Make mealtime magical, with the new Unicorn Grip Dish! With a line of products ranging from bibs to dishware, Bumkins aims to make mealtime less stressful for parents and more fun for kids. Easy-to-wash, waterproof bibs feature fun prints, patterns and characters from licenses like DC Comics, Disney and Nintendo, along with Bumkins’ signature styles. Plus, suction bases on silicone dishes and bowls help avoid airborne dishware. Also available are silicone teethers, snack bags, smocks and more.

DOCKATOT DockATot is a multi-functional baby lounger, recently named the “Most Registered Product” by Babylist in 2018. The co-sleeper and lounger offers a safe and soothing environment for babies and toddlers with two sizes for children up to 36 months. Each size comes in a variety of prints including floral, tropical and marble designs, perfect for stylish parents. The latest release, Aristot, is a new concept in modular bassinet design, crafted to work exclusively with the best-selling baby lounger. Handmade for ultra-chic families, Aristot brings high design and artisan craft into the nursery.

A DV ERTO R IA L

JPMA Booth #411 www.bumkins.com maryann@bumkins.com

JPMA Booth #1259 www.dockatot.com wholesale@dockatot.com

JU-JU-BE Ju-Ju-Be creates stylish diaper bags that have parents covered no matter what the day brings. Prints like the refined Legacy, fun Tokidoki and classic Hello Kitty make Ju-Ju-Be diaper bags perfect for any occasion and personality. All bags are machine washable, ultra-organized and incredibly durable while still lightweight. From backpacks and handbags to duffels and totes, Ju-Ju-Be has something to make parenthood a bit more manageable and a lot more fashionable. JMPA Booth #1569 www.ju-ju-be.com nicole@ju-ju-be.com

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LULLA DOLL SLEEP COMPANION The Lulla doll imitates closeness with real-life breathing and heartbeat sounds and soft natural touch. Lulla’s awardwinning Icelandic design is based on scientific research that shows how closeness to these sounds can improve sleep, well-being and safety. In the brand’s studies of thousands of parents using the doll, it has been reported that 86 percent feel like the Lulla doll provided their children more comfort and 73 percent feel their children slept longer. Parents also love that it is machine washable and gender neutral. JPMA Booth #1641 www.lulladoll.com roro@rorocare.com

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FINAL CUT : OFF THE RUNWAY

Contemporary Classics

Dolce Petit Dolce Aela

Lion of Porches

Trybeyond by Mauli José Varón

Marita Rial

N+V

Querida Philippa

OLD MEETS NEW THIS FALL. Taking cues from historic royalty to museum masterpieces, designers showcased Fall ’18 styles steeped in European tradition at Spanish trade show Feria Internacional de la Moda Infantil (FIMI). Perfect for playtime to afternoon tea, conservative silhouettes received a modern makeover with fresh embellishments and shorter hemlines across classic materials like velvet, tweed and lace. —Emily Beckman

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deer Since 1938

Celebrating

80 YEARS

of happy baby feet.

baby-deer.com 800-325-6116 EARN_MAR.indd 3

Established 1913

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Corporate Mark Zelen 212-216-6125 1385 Broadway, Suite 1800 New York, NY 10018 Caribbean/ Latin America/ South Florida Rolando & Ana Hidalgo 305-599-8717 International Nathan A. Mamiye 212-216-6008 Mid Atlantic Mark Wolbransky 215-364-7906 Midwest Al Zaiff 847-607-8543 North East Bill and Sandie Ellsworth 781-326-3999 South East Richard Rubin 404-577-4383 Texas/South West Annette Cardona-Stein 214-403-7464 West Coast Teresa Stephen 213-623-8155 Western Canada Jeff Swartz 604-681-1719

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