GDA June 2011 Issue

Annual Gift Retailer Survey

Holiday Cards: Bucking Tradition

Toys: Playing with Technology

94y

ears

of excell

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WGDA

J U N E 2 0 1 1G I F TSANDDEC .COM

VOL. 1 12 , NO. 5

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Jewels of the

Handmade Aisle

also inside:

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creo

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We offer complete home décor collections perfect for today’s casual lifestyle.

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Circle #217

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Over 100 Lines of Modern Merchandise

Dallas Gift ShowJune 22-28, 2011Anne McGilvray & Company Showplace, 2332 Valdina St. Free Shuttle to/from WTC/DTM Call 214.630.RIDE During Show

California Gift Show®

July 19-25, 2011Anne McGilvray & Company Showroom, Suite 345 at the L.A. Mart

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www.annemcgilvray.com 800.527.1462Represented lines may vary in each showroom.

San Francisco International Gift Fair®

August 3-9, 2011Anne McGilvray & Company Showroom, Suite 527 at 888 Brannan (Gift Mart)

The Chicago Market: Living and Giving®

July 28-August 3, 2011Anne McGilvray & Company Showroom, Suite 1461 at the Merchandise Mart

Minneapolis Gift ShowAugust 5-9, 2011Anne McGilvray & CompanyShowroom, Suites 378, 379at the Minneapolis Mart

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www.H2-z.comPhone: 888.762.4457Fax: 585.494.1991

A division of Pavilion Gift Company

NEWEST.HOTTEST.LATEST.

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Circle #281

©2011 Joan Baker Designs

JoanBakerDesignsThe Original Hand-Painted Art Glass Company

Please call 8OO.248.1983 to locate a showroom or sales rep nearest you.

www.joanbaker.com

Birds on a WireI N T R O D U C I N G

C O L L E C T I O N

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Circle #257

Snuggles CollectionLook for us at the following showrooms:

- Ivystone Group

- Southern Link

- Sales Producers

- Ivystone Group

- Edenborough, Ltd

- Terry Moore & Associates

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..L, P

1.866.BYKATHY295.2849

Soft-spoken sentiments for every decor. Our new linen pillows are designed to have the look and feel of laundered, vintage fl our sacks. They have a nubby fi nish and come in many sizes, shapes and thoughts..

Pillow Talk.

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US Showrooms & Sales Representation:Carolyn Downey

[email protected]

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june 2011 | gifts & decorative accessories № 21

>table of contents

>home>Nautical looks + a white house and farmhouse chic accents.

Come Sail Away 71

Farmhouse Chic 72

White House 74

Anchors Aweigh 75

>fashion>Hand crafted jewelry + cool

fashion accents for travelers.

Spoil Yourself 93

Labor of Love.

By Bessie Nestoras 94

Travel in Style 98

Toting Around 100Jewelry Statements 102

>candles>Diffusers for the modern home + the golden age of candles and Gallic glows.

Atmosphere-ic 119

Gilded Age 120

French Connection 122

>bath and body>Selling bath & body in your shop + natural & organic

personal care.

Form and Function 137

Special(ty) Soap:

Selling bath & body

By Meredith Schwartz 138

Earthly Delights 141

>stationery>The LOUIEs + DIY clocks for

kids, journals and cards.

Fun Time 143

For the Boys 144

Peace and Tranquility 146

Time Trackers 148

The Louie Awards 149

>gourmet>Summer cocktails + beverage

dispensers and a self-contained bar kit.

Mixing Style 153

Summer Sippin’: Get ready

for summer cocktail parties

By Caroline Kennedy 154

Sipping Style 156

>giftables> A tiny sewing kit + non-plush for kids, gifts for book lovers

and Western ware.

Sew Perfect 159

Non Plush 160

A Fun Read 162

The Cowboy Way 164

>holidays>Headware for the holidays +

holiday greetings of the modern kind.

Head Lines 175

Beyond Santas and Snow-

men: non-traditional cards

for the holidays

By Kathy Krassner 176

>departments >

Editor’s Letter 26

Re: Gifting 28

Backstory 214All in the Family: The Butlers | By Pamela Brill

We Ask 216Have you used a daily deal website or email to promote your business?

J U N E 2 0 1 1 | G I F T S A N D D E C . C O M

ON THE COVER: Cliff Stonecrop post earrings. $188. Mani Designs. 510.332.1649. www.manidesignsjewelry.com Circle #914 Mini Moons necklace. $717. Lauren Gracia Jewelry. 650.799.1923. www.laurengraciajewelry.com Circle #915. All prices retail

Postal id statement is located on masthead page 24

gda1106TOCid.indd 21 6/2/2011 3:26:20 PM

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gifts & decorative accessories | june 2011№ 22

®

Spell it Out 187

Our Own Worst Enemy 188Why the toy industry is losing girls.

By Richard Gottlieb

Study: Frugal Mom Here to Stay 191By Meredith Schwartz

What's Selling: North, South, West and East 192By Pamela Brill

Toys 2.0 194Today's technology drives tomorrow's toys.

By Meredith Schwartz

Get Educated 198

>businessIt All Adds Up 30

News Roundup 32

Technology 36Take the Cake.

By Christi Tullis

GHTA Connect 38Changin' Times in China

Sales Points 40How showrooms and sales reps prep and work a market.

By Caroline Kennedy

>retail

Retail by Design 46Color Comes Out

By Melissa Haberstroh

Store Solutions 48Healthy Profit?; Help in a Snap

By Carol Schroeder

Shopkeeper’s Journal 52Not Just Another Gift Show.

By Mary Liz Curtin

Today’s Gift Retailer 55The Gift Retailers of 2011 are cautious, “green” and social.

By Dana French

Retailer Excellence Awards 64Gifts & Dec honors 7 W New York’s Su Hilty

Gifted Retailer 66Just Like Home: Oklahoma’s Tulips has something for

everyone’s abode. By Tina Benitez

>markets

International Report: Hong Kong 204

Show Previews 205

Market Calendar 208

© 2

010

201

043

Call 800-547-9727 or visitwww.NashvilleWraps.com/GDA

Better by Design

50% Recycled Vintage Blooms Shopping Bag

Collection

BEAUTIFUL ECO-FRIENDLY

PACKAGING

Circle #276

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Yankee Candle® Dealer Service Center — 800.792.6180

Visit Our ShowroomJuly 13-20th, 2011Atlanta Giftmart, Building 2, #1306

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3 6 0 P A R K A V E S O U T H1 7 T H F L O O R .

N E W Y O R K , N Y 1 0 0 1 0

3 7 3 1 N W 8 T H A V EB O C A R A T O N , F L 3 3 4 3 1561.750.0151 sandowmedia.com

V I C E P R E S I D E N T O F C R E A T I V E A N D E D I T O R I A L Yolanda E. Yoh C H I E F O P E R A T I N G O F F I C E R , C H I E F F I N A N C I A L O F F I C E R Christopher Fabian E X E C U T I V E V I C E P R E S I D E N T , G R O U P P U B L I S H E R James Dimonekas P R E S I D E N T O F F U R N I T U R E T O D A Y R E T A I L G R O U P Kevin Castellani D E S I G N D I R E C T O R Dean Sebring

S E N I O R D E S I G N E R S , S P E C I A L P R O J E C T S Alvaro Diaz-Rubio, Valerie Sebring, Alyson Stokkers

B U S I N E S S E D I T O R Meredith Schwartz • [email protected] TRENDS/FEATURES EDITOR Bessie Nestoras • [email protected] EDITORS-AT-LARGE Kathy Krassner • [email protected] Pamela Brill C O N T R I B U T I N G E D I T O R S Linda Cahan, Carol L. Schroeder, Richard Gottlieb, Melissa Haberstroh, Cinda Baxter, Jane Kitchen, Mark Battersby, Ken Nisch, Mary Liz Curtin E D I T O R I A L D I R E C T O R Warren Shoulberg • [email protected]

P U B L I S H E R Nancy Wolkow 646.805.0228, c: 646.417.2483 • [email protected]

M I D W E S T , P E N N S Y L V A N I A A N D C A N A D A Garry P. Grenier 224.558.9996 • [email protected] W E S T C O A S T , N E W Y O R K A N D N E W J E R S E Y Joy Adams 336.605.1071 • [email protected] S O U T H E A S T A N D N E W E N G L A N D Leigh Rippy 336.605.1136 • [email protected] O N L I N E S A L E S M A N A G E R Penny Schneck 336.605.1084 • [email protected] C L A S S I F I E D A D V E R T I S I N G Spencer Whittle 336.605.1027 • [email protected] Karen Hancock 336.605.1047 • [email protected] D I R E C T O R O F W E B O P E R A T I O N S Chris Schultz 336.605.1076 • [email protected] A U D I E N C E M A R K E T I N G D I R E C T O R Allison Ternes 704.573.9007 • [email protected] A S S I S T A N T T O T H E P U B L I S H E R Virginia Engle 646.805.0234 • [email protected] P R O D U C T I O N M A N A G E R Chris Nicely 336.605.1058 • [email protected] D I G I T A L M E D I A S P E C I A L I S T Mynda Bullock • [email protected]

S U B S C R I P T I O N S 800.309.3332, Outside of U.S.: 515.247.2984

Adam I. Sandow CHAIRMAN AND CEO

S N D O W M E D I

V V

™

Always exceeding expectations.

Gifts & Decorative Accessories® (USPS 432-050) (ISSN 0016-9889), the international publication of the gift industry, is published monthly except for the combined March/April and September/October issues by Sandow Media, 360 Park Ave. South, 17th floor, New York, NY 10010-1710. Subscription rates: $63.99 one year, $115.99 two years, $179.99 three years in the U.S., Canada and Mexico. Single copy sales: $10. Group subscriptions (5 or more): $42 one year. Canada Post International Publications Mail Product (Canadian Distribution) Sales Agreement No. 40624074. Return undeliverable Canadian addresses to: PO Box 503, RPO West Beaver Creek, Richmond Hill, ON L4B 4R6. In other countries, $159.99 one year. Subscription address: Gifts & Decorative Accessories®, P.O. Box 5879, Harlan, IA 51593-1379; (800) 309-3332. Outside the United States, call (515) 247-2984. Requests may also be e-mailed to us at [email protected]. Periodicals postage paid at New York, NY, and additional mailing offices. Please give 60 days notice for change of address. Direct other inquiries to: Gifts & Decorative Accessories, 360 Park Ave. South, 17th floor, New York, NY 10010; (646) 805-0228. Copyright © 2011 by Sandow Media; all rights reserved. Gifts & Decorative Accessories® and Gifts & Dec® are registered trademarks of Sandow Media. Printed in the USA. POSTMASTER: Send address changes to Gifts & Decorative Accessories®, P.O. Box 5879, Harlan, IA 51593-1379. Publications Mail Agreement No. 40624074. Return undeliverable Canadian addresses to:. PO Box 503, RPO West Beaver Creek, Richmond Hill, ON L4B 4R6.

gifts and decorative accessories ®

H O N G K O N G , I N D O N E S I A , K O R E A , Quentin Chan [email protected] M A L A Y S I A , P H I L I P P I N E S , S I N G A P O R E , Leading Media Ltd., Kowloon, Hong Kong T A I W A N , T H A I L A N D (852) 2366 1106 Fax: (852) 2366 1107

I N D I A Kaushal Shah [email protected] Mumbai, India +91 22 5663 4597

M E X I C O Terry Weinberg [email protected] Grupo Salpro S.A. de C.V., Mexico City 5255 5276-6380 Fax: 5255 5273-1681

C H I N A Nancy Yu [email protected] Oceania International Group Ltd., Shanghai, China +86 21 61409866 Fax: +86 21 6539 0321

OVERSEAS SALES

giftsanddec.com


Caroline Kennedy EDITOR IN CHIEF

gda1106Mastheadid 24 5/31/2011 8:54:45 PM

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Let’s get this market

started!

Woot, woot!

dallasmarketcenter.com I (800) DAL-MKTS

Endless finds for every room, all under one very big roof.

Make your travel plans now to attend.

Dallas Total Home & Gift MarketTM

June 22-28, 2011

Preview Day: June 21

KidsWorld–Dallas Children’s Apparel & Accessories Market

June 23-26, 2011

Circle #233

MARY LIZ CURTIN'S “SHOPKEEPERS JOUR-N A L ” C O L U M N T H I S M O N T H S T R U C K A CHORD WITH ME; WHAT SHE ADVOCATES — TAKING THE TIME TO VISIT OTHER GIFT AND HOME RETAIL STORES, ESPECIALLY WHEN YOU TRAVEL — IS SOMETHING THAT I STRONGLY BELIEVE IS IMPORTANT.

As much as I believe it to be important, I don’t put

this into practice much myself. I find it frustrating

when I travel around attending trade shows, that I often do not

have the time to experience more of the place, other than the air-

port, the hotel and the convention center and/or market center.

At market, there is always so much to do and we all have limited

time in which to do it. As for many of you, there are also many

other pressures related to our business that demand our time and

attention. For me, magazine

deadlines are always looming,

or so it seems; stories assigned,

articles written and edited,

and so much more. For you,

it’s a concern about “who’s

minding the store” while you are away, among other things. We all

may have trusted staff, but there are some things that only we can

do. And of course, there are the budget constraints to consider.

This past winter, though, I decided to take the extra time when

I went to Seattle for the market and visit a manufacturer and two

retailers. It truly was an enlightening experience. I visited the

headquarters of the Madison Park Group and was given a tour of

its operation by Glen Biely, who took time out of his busy schedule.

It was very informative and gave me a better understanding of the

complexities of an operation such as MPG, which not only manu-

factures and distributes its own lines, but also handles the sales

and distribution of product for its partner companies.

I also visited the stores of two past Retailer Excellence Award

winners: The Little House and Watson Kennedy. A picture may

be worth 1,000 words, but a visit does a picture one better. Both

of these stores are even better in person and my visit with Bettie

Edwards of the Little House and Watson Kennedy’s Ted Kennedy

Watson, confirmed why they are award winning retailers.

So take Mary Liz’ advice please. It is a worthy experience.

Correction: In the May issue on page 73, the phone number for Gina

B Designs in the caption under the Lifestyle Display photograph ap-

peared incorrectly. The correct phone number is 800.228.4856.

—Caroline Kennedy, Editor-in-chief

Mix Pleasure With Business

VISITING OTHER GIFT AND HOMESTORES IS IMPORTANT. A PICTUREMAY BE WORTH 1,000 WORDS, BUT AVISIT DOES A PICTURE ONE BETTER.

>editor's letter

gda1106Editors_Lettersid 26 6/2/2011 9:53:27 AM

Branded Packaging!The affordable way to grow your business--CCan you afford not to have it?

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Let’s get this market

started!

Woot, woot!





June 22-28, 2011



June 23-26, 2011

Who wants to play market?

In!





June 22-28, 2011



June 23-26, 2011

Circle #234

>re: gifting

IF YOU FOLLOW RETAILING IN GENERAL, RE-

GARDLESS OF WHAT THE STORE IS SELLING,

YOU ARE QUITE FAMILIAR WITH THE ONGO-

ING SOAP OPERA THAT IS THE GAP. After being

the darling of the fashion industry year after year as its

khakis and casual shirts became the uniform of a gen-

eration, the retailer has struggled for the better part of

the last five or six years.

And based on its most recent earnings report and management warn-

ings to investors, the worst may not be over yet. Dare one say, the gap is

likely to get larger as The Gap gets smaller.

And it’s not for lack of trying. A new CEO was brought in with a great

operations and financial pedigree. He hired a top-notch fashion director.

Ad campaigns have been rolled out in every manner of style and configu-

ration. And some significant bucks have been invested in the physical

stores themselves, which is pretty impressive when you consider there

are thousands and thousands of units that need attention.

But The Gap is suffering from that worst of all possible maladies that

can affect a business, particularly a retail business: It has become irrel-

evant to its customers.

And once that sets in, the survival rate is pretty slim.

It’s a disease that every retailer in America has to be aware of and able

to prevent. And that goes for

a store in the gift and home

business as much as in ap-

parel. Once you lose touch

with your customers and fail

to provide the kind of busi-

ness that services them, you become meaningless to them. And it doesn’t

matter whether you’ve spent a retail lifetime building that business and

were successful for much of that time.

There are plenty of reasons why retailers become irrelevant. Maybe

your neighborhood changed and you no longer have a product mix

targeted at your new customer base. Maybe you’ve grown complacent

in your buying and aren’t bringing in enough new goods. Maybe you

haven’t invested in your physical plant and it looks as tired as you feel

some mornings. Or just maybe the basic merchandising premise of your

store is just not different enough from all the big box chains, Internet

sellers and other retailers who have come into your market space since

you opened your doors.

The Gap is learning this the hard way and all of its baby steps to get

well are just not working. It’s why every retailer has to constantly re-

examine what they are doing to make sure they don’t catch the same

disease.

A store is a terrible thing to waste.

—Warren Shoulberg, Editorial Director

Gap-less

THE GAP IS SUFFERING FROM THAT

WORST OF ALL MALADIES THAT CAN

AFFECT A RETAIL BUSINESS: IT HAS BE-

COME IRRELEVANT TO ITS CUSTOMERS.

gda1106Warren_columnid 28 6/1/2011 2:59:56 PM

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>business IT ALL ADDS UP

TEXTING WORKS35 % | of consumers who opted in to targeted promo-tional text messages from a retailer or brand later visit that store or e-retail site, according Placecast Inc.

34 % | of those who visit a store or website report redeeming the coupon or promotion offered in the text, says the same research.

11-–65 % | is the wide range of redemption rates for text promo-tions, depending on the content of the offer.

90 % | of consumers surveyed find the texts useful.

Spelling CountsIt’s pretty obvious that good reviews will help sell prod-

ucts. What’s not so obvious, but turns out to be true, is

that WELL WRITTEN REVIEWS SELL PRODUCTS

EVEN WHEN THEY'RE NEGATIVE.

Panos Ipeirotis, associate professor at the IOMS

Department at Stern School of Business of New York

University, in New York City, found this effect in two dif-

ferent studies: one of hotel reviews on TripAdvisor and

Travelocity, and one for products sold on Amazon.com.

(Search online for “Towards a Theory Model for Product

Search” and “Estimating the Helpfulness and Economic

Impact of Product Reviews: Mining Text and Reviewer

Characteristics” to read the full content of these academic

papers).

Apparently, a well-written review inspires confidences

about the product and is perceived as objective and

thorough.

Online shoe-seller Zappos is doing something practical

about it — fixing spelling and grammar errors in reviews

that appear on its site. The ethics of this are somewhat

murky, but one thing that isn’t would be offering a

spelling and grammar checking option before comments

are posted.

Gone FishingLess than half of small business owners (46 percent) plan to take a vacation this summer, down from 67 percent in 2006. They list busy work schedules (37 percent) and af-fordability (29 percent) as the top reasons to stay home, according to American Express OPEN.

The good news is, most small business owners (79 percent) don’t feel guilty for taking a vacation. And those who are going are really taking a break: 68 percent check in while on vacation, but that's down from 81 percent in 2008. And those who do check less (only 18 percent sev-eral times a day vs. 26 percent in 2008).

One-third fear customers will not receive the level of service they're used to while they're on vacation; a quar-ter feel they'll miss an important business opportunity.

Backyards Are BetterSPECIALTY RETAILER BROOKSTONE CONDUCTED A

SURVEY WHICH FOUND:

• 63 percent of consumers prefer to entertain at home than spend time at a restaurant or bar this summer.

• More than 30 percent would rather upgrade their out-door space than take a week-long vacation.

• Thirty-three percent would entertain more if their out-door space were suitable.

• 22 percent bought something for their outdoor space that they saw at someone else's home.

46%

A Taxing LocationACCORDING TO THE BUSINESS TAX INDEX 2011, THE 10 BEST STATES FOR SMALL BUSINESSES AS FAR AS TAXES ARE CONCERNED ARE South Dakota, Texas, Nevada, Wyoming, Washington, Florida,

Alabama, Alaska, Ohio and Colorado. The 10 worst are Rhode Island, Hawaii, Vermont, California, Maine,

Iowa, New York, New Jersey, Minnesota and District of Columbia.The index is based on 18 taxes including

income, capital gains, property, inheritance, unemployment and gas and diesel levies.

gda1106All_adds_upid 30 5/31/2011 8:55:36 PM

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>business NEWS ROUNDUP

giftsanddec.com


giftsanddec.com

Russ Bankruptcies Leave $60-$150 Million in Debts

Wayne, NJ - Russ Berrie U.S. Gift Inc.

and The Russ Companies Inc. fi led re-

lated Chapter 7 bankruptcy petitions on

April 21, according to court documents.

Russ Berrie U.S. Gift has $10-$50

million in assets and $50-$100 million

in debts to 1,000-5,000 creditors. No

creditors list was yet fi led at press time.

The Russ Companies listed only $0-

$50,000 in assets with another $10-$50

million in debts to 1-49 creditors, and

listed three: Eldridge Hanes, chairman

of the Encore Group, which bought the

Russ Berrie name and gift business in

2008; Russ Berrie and Company Inc.

dba Kid Brands Inc. and Wells Fargo

Bank National Association.

Kid Brands, the former Russ Berrie

Co., holds a 19.9 percent stake in the

company, as well as a $19 million note

that matures in December 2013.

Local newspaper The Record reported

that the company closed a warehouse

and terminated 247 workers.

New Owners Reveal Details of High Point, Las Vegas Venture

High Point, NC - Offi cials unveiled a $1

billion deal uniting the Las Vegas and

much of the High Point home furnish-

ings showroom real estate under a

single ownership and management.

The new owners said that in a

series of transactions, “all assets in the

portfolio have been recapitalized with

signifi cant equity investments, provid-

ing for long-term stability and creating

a growth platform for the industry.”

One of the High Point showroom

complexes involved, Showplace, and

two of the World Market Center build-

ings in Las Vegas were in receivership.

The new owner, International

Market Centers L.P., is majority owned

by funds managed by Bain Capital Part-

ners and a subsidiary of funds man-

aged by Oaktree Capital Management.

Related Cos. — an investor in the World

Market Center — is a minority owner,

along with Bassett Furniture and

Network World Market Center and af-

fi liates, the original WMC founders led

by Jack Kashani and Shawn Samson.

The venture initially includes 13

buildings of more than 10.6 million

square feet in both cities. A press

release said that when the acquisitions

are completed, it will own 11.5 million

square feet. The larger number includes

the acquisition of Showplace and

related properties, which is expected to

close in 60 days, offi cials said.

Bob Maricich, who led the WMC,

will be CEO of International Market

Centers with joint headquarters in

High Point and

Las Vegas. Before

becoming president

and CEO of the

WMC in 2008, he

was president and

CEO of manu-

facturer Century

Furniture, where

he spent 11 years.

Other executives

are:

• Tom Mitchell,

president of home furnishings. He has

been president and CEO of the IHFC

since 2008 and has worked in the home

furnishings and trade mart business for

32 years.

• Georgia Davis,

who will lead the

new venture's

“strategically criti-

cal” gift industry

initiative on an

interim basis while

a president of gift

and home decor is

identifi ed. She had

been a consultant

to the WMC since 2007 and previously

was executive vice president of the Dal-

las Market Center

for 20 years.

• Katherine

Venezia, chief

fi nancial offi cer.

She oversaw

fi nancial matt ers

at the WMC since

2004 and previously

was in corporate

accounting with

Related Cos.

• Randy Eller, chief integration

offi cer, will be responsible for the tran-

sition and integration of the acquired

companies into an “eff ective, integrated,

world-class operation.” He is president

of Eller Enterprises and spent over 30

years in the gift and home sector.

“We are confi dent in the future of

this industry and the unprecedented

platform that the combination of High

Point and Las Vegas markets presents,”

Maricich said in a statement.

Scott Graves, managing director

at Bain Capital, added, “International

Market Centers will create a seamless

market experience on both coasts and

off er signifi cant cross-category business

opportunities. The company’s plans

include att racting additional traffi c

from international buyers, enhancing

marketing eff orts and creating new

distribution and sales channels for

exhibitors.”

“International Market Center’s

strong capital position enables it to

invest in — and vastly expand — the

strategically signifi cant gift and home

decor category,” said Eller.

Upon closing of the various trans-

actions, IMC will own World Market

Center buildings A, B and C and the

World Pavilions tents, and High Point

holdings including the IHFC, Historic

Market Square, Market Square Tower,

Suites at Market Square, Plaza Suites,

Furniture Plaza, Natl. Furniture Mart,

Hamilton Market, 300 South Main,

Showplace, Showplace West, and 200

320 and 330 N. Hamilton.

PMI Buys Prizm, Pipka

Carthage, MO - Precious Moments

Inc. acquired Prizm Inc., Kansas-based

maker and distributor of the Pipka

Collection. This represents the fi rst

time that PMI has expanded its brand

beyond the art of Sam Butcher. In

acquiring the assets of Prizm, PMI will

totally enfold all existing product as it

begins production of new releases. The

Prizm entity is being dissolved, accord-

ing to co-owners Michele Johnson and

Gary Meidinger.

Expanding beyond the traditional

Precious Moments art will enable PMI DAVIS

MARICICH

MITCHELL

gda1106News_Roundupid 32 6/1/2011 6:01:05 PM

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giftsanddec.com

to explore other ways in which the

brand can be an umbrella for artists

whose works complement the Pre-

cious Moments traditions and values,

according to Don Butcher, PMI presi-

dent. “We will never make any move

that will lessen or jeopardize the Pre-

cious Moments brand,” said Butcher,

“but we believe stronger asset utiliza-

tion through product diversifi cation

and development

will be a good fi t for

our future.”

Wholesale Group Buying Debuts

San Francisco,

CA - Bigger Box

launched a new

website with the

stated goal of “bringing big-box buy-

ing power to independent retailers.”

Backed by an alliance of gift sales

agencies, Bigger Box operates some-

thing like Groupon for gift retailers:

Vendors provide limited off ers on mer-

chandise for 40-50 percent off regular

wholesale pricing through email and

social media. The deal only becomes

“live” when a requisite number of

retailers agree to purchase.

The site’s fi rst off ering was a

discount of 40 percent off wholesale

on product from stationery manufac-

turer Blue Mountain Arts. BMA’s deal

“tipped,” or became live, within four

days when 25 racks were sold; it closed

on day fi ve with over 35 sold.

Retailers can register at www.big-

gerbox.net to receive weekly deals;

they must provide a credit card for

payment.

www.caffco.com[ Creativity Featured Daily. ]

Now Showingat the

CAFFCOARTIST NETWORK

Press Play at www.caffco.com/videos

to see what all the excitement is about!

View fresh new products & many more talented artists at Caffco.com

Dana Wittmann

M.Bagwell

Press to Play

Press to Play

Circle #225

PIPKA

INBOX

I have read with much interest Randy

Eller’s article (G&DA January 2011)

and Ken Kline’s response (G&DA

March/April) concerning fi eld sales

reps and rep groups. As a 35-year-plus

veteran sales and marketing consul-

tant and national sales manager of sev-

eral companies, I off er the following

observations:

1. Depending on shows, media

websites, emails and cheap phone

calls to sell product is like having a

vegetable stand in a giant farmer’s

warehouse and hoping a customer will

pick your products over the thousands

of other vegetables at the market.

2. Mr. Kline is correct that top down

thinking is old school, but bott om

up thinking from the customer’s needs

viewpoint cannot be assumed. It must

be att ained from good discovery ques-

tions and answers from well trained

salespeople.

3. Yes, the stores are too busy to deal

with uninformed time-consum-

ing product-pushing salespeople.

4. Store owners do have time and

appreciate dealing with well

informed sales professionals. Time is

everyone’s competitive enemy. No one

has time to deal with someone who

does not know anything about their

store or the store’s customers, product

mix, pricing and their peak seasonal

needs. A salesperson’s job is to assist

the store in having the right products

at the right time in the right place and

at the right price.

5. A big issue with salespeople in

our industry is confusing profes-

sional relationship with personal

relationship. This is, in reality, a trans-

actional business. If the product is

right for the customer, then she wants

a transaction, which is write the order

and ship it. I don’t have time or desire

to have donuts and coff ee with you.

6. In summary, this industry suff ers

from an abundance of unin-

formed and untrained salespeople,

whether they are direct employees, rep

groups or telesalespeople. This is the

fault of owners who don’t realize that

sales are the revenue producing arm

of their business and that a good sales

manager drives sales through good

management and constant training.

7. The majority of vendors leave the

reorder on the table and depend

on stores to reorder on their own or

see them at the next market. This is an

injustice to the store and to the vendor.

Austin W. Bunch

vp sales/marketing, Kalalou

gda1106News_Roundupid 34 6/2/2011 9:55:37 AM

is pleased to present

THE

CAFFCOARTIST NETWORK

Turn up the heat and enjoy these delightful creations. From Dana Wittmann’s bright and cheerful platters, to decorating your table with versatile and joyful dinnerware by M.Bagwell, all are made daily at Caffco.com. View fresh new products & many more talented artists at our showrooms in DALLAS & ATLANTA.

DALLAS: Trade Mart Ste. 2242ATLANTA: Bldg 2, Ste. 1710

[ Creativity Featured Daily ] 800.390.1193www.caffco.com

Starring Dana Wittmann and Mandy BagwellTHE COLORS OF SUMMER!

Rated “O” for OriginalUse of Bold Color and Charming Details may

cause “oooohs” and “aaaahs” within the home.

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giftsanddec.com giftsanddec.comgifts & decorative accessories | june 2011№ 36

>business SOCIAL MATTERS

Circle #297

• Scan Vendor/Rep Codes• Makes Product Research

a Snap!• No More Brochures

and Catalogs!

Download the Show App that Everyone is

Talking About

Scan this Code with QRSYNQ to Win an iPad*

*Drawing to take place on July1, 2011

Take The CakeFROM ENGAGEMENT TO

MARRIAGE: 8 MISTAKES

COMPANIES MAKE WITH

ONLINE MARKETING.

Much like the royal wedding of

Prince William and the Duchess of

Cambridge, you can create a royal

relationship with your consumers.

Whether you’re a manufacturer sell-

ing to retailers or a retailer selling to

consumers, everyone wants an engage-

ment to walk the aisle to marriage.

As long as humans are involved,

the concept is rather simple… keep

socializing! Being social is rather

easy, whether you’re on Facebook or

at the royal reception. Certainly, you

wouldn’t run to the party handing

out catalogs, talking about your latest

products or preaching unrelated top-

ics to satisfy your own bank account.

Casual conversation, asking questions,

and sharing takes the cake; it’s the

same for social media.

Here are some massive, yet small,

mistakes that keep brands from taking

the cake with online marketing:

1 Set Up Google Analytics. No rela-

tionship survives without proven

interaction. Reports are the only way

to get a true ROI (Return On Invest-

ment) from Web activity. You can track

what’s coming from where; otherwise

it’s all a guess. Know what’s creating

relationships and generating sales.

2 Links That Lead. Sending your

guest on a hunt isn’t cool and

causes frustration; if they don’t give up

first. Be sure all icons and addresses

are clickable (AKA linked or coded) to

the address of reference.

3 Correspondence 411. Every corre-

spondence, whether printed, online

or by email, should include: a company

logo, Web address, phone number,

email address and Facebook and Twit-

ter addresses. (Brick and mortar retail-

ers should add their physical address

as well.)

4 Integrate Website with Facebook. Imagine the gifts you’ll receive

when you allow buyers to share prod-

ucts from your website directly onto

Facebook. Adding the new “Send” but-

ton plug-in (single line of code) gives

consumers the ability to link products

to Facebook.

5 Picture Postmaster. On Facebook,

photographs should be sorted in an

album with a promotion or give-away

attached. Posting catalog images alone

won’t create interaction and appears

you only care about what you’re doing.

It’s best to have products cataloged on

your website.

6 Engage With Fans. Asking ques-

tions of your Facebook fans creates

participation, and makes them feel im-

portant and wanted. All successful re-

lationships have interaction, and every

good friend loves to give their opinion.

Facebook is no different.

7 Respond. No space is reserved

without a response. When your

fans and followers participate in a

post or wall discussion, re-tweet or

email you, respond in a timely man-

ner. Using auto-response software is

invaluable to your online image.

8 Stay In Touch With New Technology. Social media evolves faster than

saying “I do”! Don’t be left standing at

the altar — keep abreast of the latest

technology. Ask questions and receive

extended answers geared specifically

for manufacturers and retailers in

the gift and home industry on: http://

www.giftsanddec.com/blog/Social_

Matters and www.Facebook.com/

PuTTinOuT.

Cheers to royally increasing profits!

CHRISTI TULLISis a retailer turned social branding expert.

gda1106Technologyid 36 6/1/2011 3:04:15 PM

&HOME

GARDEN

MELROSE L O S A N G E L E S D A L L A S C H I C A G O M I N N E A P O L I S L A S V E G A S

A T L A N T A ( n o w l a r g e r s h o w r o o m )

8 0 0 . 2 8 2 . 2 1 4 4 2 1 7 . 2 2 2 . 2 1 4 4 m e l r o s e i n t l . c o m

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For decades we have enjoyed the

benefits of low-cost manufacturing in

China. Suppliers, retailers and consum-

ers have all depended on, and indeed

have become very used to, purchasing

well-priced gift and home industry

products coming out of China. As Chi-

na’s economy grows, and as its priori-

ties begin to shift, significant changes

are inevitable, and they will likely im-

pact everyone in our industry.

Low cost Chinese labor has fueled

manufacturing for years and has

helped keep prices low. Now however,

shifting socioeconomics have led to

sweeping changes by the Chinese

government. The government has

committed to spending hundreds of bil-

lion RMB (renminbi, the Chinese yuan

currency) on affordable housing, health

and welfare programs, and is also in-

creasing the wages for millions of Chi-

nese workers. We are even beginning

to see signs of worker unrest previously

unheard of in China, such as the recent

truckers strike in Shanghai.

Shrinking Labor PoolLabor shortages are already contribut-

ing major stresses to gift and home in-

dustry production. The enormous pool

of migrant workers who left rural areas

for work in urban factories is shrinking.

Improved infrastructure now allows

individuals to find work closer to their

homes. In addition, an aging labor force

is dramatically reducing the number of

handicraft workers, as younger people

are opting into industries with higher

wages and better working

conditions.

Specifically for our industry, facto-

ries in the handicraft industry are at 50-

75 percent of ideal workforce numbers.

Factories are struggling to justify their

business models as capacity to produce

declines. Labor shortages are even

making it more difficult for suppliers

in the U.S. to receive samples for new

products in a timely manner.

These factors are all contributing to

demands for higher minimum order

quantities (although they are already

having difficulty in handling larger

volumes, as well as quality control

challenges), longer lead times and, ulti-

mately, higher costs.

Rising Wages, Shrinking Subsidies Higher costs seem inevitable, and will

be soon felt by consumers as those costs

are passed on as higher prices on the

retail shelves. Gift/Home/Toy import-

ers report double-digit increases in

factory first-cost pricing. The primary

factors are the increases in worker

wages, RMB valuation and the higher

cost for raw materials. These factors

are expected to continue, especially as

labor costs will surely keep going up.

The Chinese government goal is to

double the salaries of laborers within

the next five years.

Another change is the Chinese

government’s granting of subsidies

to factories for products geared to

serve the domestic market, instead

of subsidizing the export market as

extensively as it has historically done.

Without the benefit of reliable gov-

ernment subsidies, factories are now

raising prices more frequently, and

are also demanding more stringent

credit terms from U.S. importers.

As suppliers struggle to deal with

new realities on the ground in China,

other business environment issues also

contribute to rising costs. These include

social compliance audits, extensive

product testing, claims and charge-

backs and higher development costs.

Alternative countries certainly are

producing products for the U.S. market,

but the limited capacity of other coun-

tries does not lead to a logical replace-

ment for all we do with China.

Future [Sticker] ShockU.S. suppliers and Chinese factories

will need to find ways to work together

in positive and productive ways. U.S.

suppliers will also need to commu-

nicate honestly and clearly to their

retailer partners about why prices are

rising, so they can do the same to their

constituency. We will likely be experi-

encing these changes in all walks of life

where products are coming to us from

China. We have been spoiled by inex-

pensive goods and seemingly unlimited

labor, driven by a strong U.S. dollar that

benefited the U.S. consumer. Hope-

fully, the coming sticker shock will not

be too shocking!

GHTA Connect is a forum of the Gift and

Home Trade Assn. For more informa-

tion, visit www.giftandhome.org or cal

877.600.4872.

>business GHTA CONNECT

How does this affect our industry?

BY DAVID MOSES, NEXT STEP STRATEGIES

THE FOLLOWING IS A SUMMARY OF ONE OF THE GHTA’S RECENT

FIRST FRIDAY WEBINARS. THE DISCUSSION ABOUT CHINA’S

CHANGING DEMOGRAPHIC AND ECONOMY, AND HOW IT IS SHAP-

ING THE GIFT AND HOME INDUSTRY WAS FACILITATED BY DAVID

MOSES AND INCLUDED PRESENTERS GEORGE KACIC OF GANZ AND

RICK CONTINO OF MIDWEST/CBK.

Changin’ Times in China


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giftsanddec.com

Gift and Home Trade Asso-

ciation sponsors First Friday

webinars each month for

GHTA members only. The

webinars address relevant content

for each audience in GHTA. Member-

ship is open to retailers, vendors,

agencies and allied companies

in the gift and home industry.

gda1106GHTA 38 5/31/2011 8:53:22 PM

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giftsanddec.com

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tortor in ligula. Quisque dignissim tem-

por enim. Maecenas ac nisl sit amet

ante rutrum varius. Nam ac arcu urna,

quis commodo augue.

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>business SALES POINTS

giftsanddec.com

WE ARE ABOUT TO HEAD INTO

THE SUMMER MARKET SEA-

SON, A TIME WHEN VENDORS

INTRODUCE THEIR NEW LINES

AND RETAILERS DESCEND ON

PERMANENT SHOWROOMS

AND TEMPORARY EXHIBITS

TO SOURCE FRESH MERCHAN-

DISE AND COMPLETE THEIR

ORDERING FOR THAT ALL-IM-

PORTANT FOURTH QUARTER.

It all seems so simple: vendors send

samples for display, along with sales

information; reps show to buyers;

buyers place orders. Right? Well, not

really.

What does it really take for reps and

showrooms to get ready for market?

Gift s & Decorative Accessories asked

two showroom principals and two

award-winning manufacturers’ reps

to shed some light on what it takes for

them to prepare for and work a major

gift trade show, as well as follow up

aft erward.

“The number one goal of every mar-

ket is sales, but over the years, market

has become so much more,” remarks

Marc Rice, president of The Southern

Link, Atlanta. “It is a time when reps,

vendors, retailers, allied partners and

many others come together for 10 days

of selling promoting, learning and

much more. In order to insure a suc-

cessful show, there are so many work-

ing parts to coordinate that go un-

noticed, coordination that takes place

well in advance of the actual show.

A good showroom manager must be

logistics genius fi rst and foremost.”

Prepping the ShowroomFor the showroom managers, espe-

cially multi-line showrooms, prepara-

tions for market begin anywhere from

six weeks to 90 days in advance of the

market, according to Rice and Joanne

Rackow, owner of Joanne & Company,

Los Angeles. There is the prepara-

tion of the showroom itself: painting,

remodeling, determining where lines

will be placed and how they will fl ow

from one to another. A lot of att ention

is given to the presentation of product

within each line.

Aft er pulling discontinued samples

from a display, “We [sit down with]

a list of all of our lines and the fl oor

plan, and layout the showroom,”

remarks Joanne Rackow. “Our goal is

to always have our showroom look-

ing fresh, inviting and comfortable. I

would say we move 80 percent of our

lines to a new location.”

It is not just a matt er of moving a

display of products from one place to

another, all displays are re-merchan-

dised, incorporating new product that

is sent from the vendor. While this is

being done, all the new merchandise

must be marked and priced as well,

and the data loaded into the sales

system. “Not only does product have to

be displayed, but it has to be barcoded

as well,” notes Rackow. “We also take a

catalog and barcode that as well if the

vendor has not already done so.”

Marketing and OutreachEven with a major market, buyers

can’t be expected to just fl ock through

the doors and fl ood into the booth or

showroom space without having some

idea of what’s new to be seen. Ad

campaigns, email campaigns, promo-

tions and mailings must be planned to

generate buzz. Websites are updated

with new line and product informa-

tion, and product photos uploaded.

Many showrooms and reps send out

pre-market newslett ers to their retail

customers to alert them to the new

products and lines to be seen, as well

as the show specials being off ered.

How showrooms and sales reps prepare and work a market.

BY CAROLINE KENNEDY

On to Market … Reps Get Set

WHAT DO YOU DO TO PREPARE FOR MARKET?

These experiened sales professionals shared what

they do to ensure a successful market

experience.

Cheri LeosOneCoast

Joanne RackowJoanne & Company

Julia EllimanGoetz Inc.

Marc RiceThe Southern Link

gda1106SalesRepPrepid 40 6/1/2011 4:46:34 PM

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giftsanddec.com

QMTWindchimes®

2011TradeShowSchedule

The Atlanta

International

Gift and Home

Furnishings

Market

AmericasMart

Building2

Permanent Showroom:

10th Floor

“TheGardens”

WestWingB75-78

July 13 - 20, 2011

Temporary Booth:

3rdFloor,Building2

WestWing

Booth Number 418

July 15 -19, 2011

FINDS Dallas

Gift Show

Dallas Market

Center

June23 - 26, 2011

BoothNumber4602

Philadelphia

Gift Show

TheGreaterReading

ExpoCenter

July 24 - 27, 2011

BoothNumber 1430

San Francisco

International

Gift Fair

Moscone Center

August 6 - 9, 2011

Booth Number 1739

For Info Call

800-345-2530

Circle #288

“We produce a color fl yer which

highlights all of our lines with a

picture and a brief discription. This is

mailed to most of our accounts prior

to the show. Our account manag-

ers (sales reps) then follow up with

personal calls to invite buyers to the

show and book appointments,” says

Rackow.

That personal outreach from ac-

count managers to their customers is

an important step and reinforces the

sales rep/retailer relationship.

“Once I receive new vendor and

new product information, I get photos

and line lists to my customers ASAP.

It’s never too soon to preview new

product,” shares sales rep

Julia Elliman, account man-

ager, Goetz Inc., Dallas. “Plus,

everyone is excited to see

new merchandise that might

work well in their store.

“I [also] call my custom-

ers to set up an appointment

time. I try to keep our meeting time

the same each market, if possible.

That way it is the same time, same

place each year,” Elliman continues.

Familiarization and TrainingWith showrooms rearranged and

all the new products, sales meetings

and showroom orientations must

be scheduled to ensure that account

managers and showroom staff are up

to speed prior to the start of the mar-

ket. Whenever possible, manufactur-

ers are invited to present their lines

directly to the staff to help them learn

as much as possible about the line so

that they can share that information

with their customers.

“To ensure we are trained on the

new releases before we att end the

show, all of our vendors participate in

the pre-market training,” states Cheri

Leos, territory manager for OneCoast.

“Aft er that, we schedule a physical

walk through of the showroom a day

in advance to familiarize ourselves

with everything that has changed.”

It's Showtime!Once market begins, showrooms and

booths get busy and reps have a lot to

contend with to ensure that their cus-

tomers are att ended to, lines shown

and orders writt en. “We always greet

customers as they enter the show-

room and off er them refreshments.

We allow them to roam and let them

know we are here if they have any

questions or are ready to write orders.

We try to show them all new lines

and product that is applicable to

them,” shares Rackow.

“We want to make their showroom

experience a positive one from start

to fi nish,” she adds.

Scheduled appointments guaran-

tee retailers the full att ention of their

account manager. “While working

with scheduled appointments is the

preferred method and something

our sales team works hard to achieve,

unscheduled appointments and

walk-ins are inevitable and always

welcomed,” remarks Rice. “To accom-

modate for this we always bring in

temporary help to assist. These are

typically people that have experience

at working markets.”

Remarks Leos, “I know my cus-

tomers will be in great hands work-

ing with any one of our well trained

market associates, a territory man-

ager from another region or a vendor

partner.”

How a rep works with an individu-

al customer generally depends on the

customer and their needs. At the be-

ginning of an appointment, Elliman

advises that off ering to store your

customer’s suitcase, tote or handbag

while you are working with them is

helpful. It makes it easier to move

through the showroom and focus on

viewing the lines.

Then “depending on our time

schedule, I usually ask [my customer]

where they would like to start: new

product lines or new products within

a current line they already have in

“MARKET TIME IS SO EXCITING. IT’S OUR

SUPER BOWL … OUR ACADEMY AWARDS

… OUR INDIANAPOLIS 500, ALL WRAPPED

INTO ONE! IT’S OUR GREATEST TIME TO

SHINE TWO TIMES A YEAR.”

— MARC RICE, THE SOUTHERN LINK


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Untitled-5 1 3/21/2011 3:37:42 PM

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®®

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gifts & decorative accessories | june 2011№ 44 giftsanddec.com

FALL HEAD OVER HEELS

[email protected] Dickson Drive,Fergus ON N1M 2W7

www.kitras.com

Come out and see what’s on offer in our exciting new product lines. We will be showing in: Atlanta, Dallas, Minneapolis, New York, Toronto & Columbus.

this season

for our handcrafted gourds and pumpkins

Circle #260


their store. But, if I believe a particu-

lar new product line may take some

time to work through, I may suggest

we start there fi rst.

If a customer shows up without

an appointment,” Elliman continues,

“I will try my best to fi t them into

my schedule. If I cannot fi t them in,

I will ask if they will work with one

of our really great temporary staff ,

and we then exchange business

cards and store information [so that

I can follow up aft er market.]”

When a vendor’s representative is

on site, they oft en help out working

with and educating customers, and

assisting reps in time of need when

the showroom gets busy.

Paperwork and Follow-upOnce market is over, vendors and

showroom managers have a lot of

paperwork to process; all orders need

to be confi rmed with the vendors. “We

send summaries of purchase order

numbers [to each vendor] and keep

copies just in case something hap-

pens,” says Rice.

Account managers begin their

follow-up. “I will check in with new

customers to see if they have any ques-

tions,” remarks Elliman, “or if I need

to be in the store when new product

arrives to help set up.”

“I have a real sense of urgency to see

anyone who did not make it to market.

The work is not done!” exclaims Leos.

It may mean putt ing in long days,

but they acknowledge that market

time is the best time of year.

CONFIRMED APPOINTMENTS

ALLOW ME TO:

✔ Manage my time

✔ Manage my retailer’s time

✔ Gear my presentation to

the specific account

— Cheri Leos, OneCoastREPS’ ADVICE TO RETAILERS

The reps offered these pointers to retailers to help make working with them at market easier and more efficient:

• Come prepared. Have a plan of

some kind — what lines you are

interested in, what your budget

is, etc. Take the market books and

use them as a tool for planning and

scheduling.

• Schedule appointments in advance.

• Be on time for your appoint-ment. If you are running late, call

to let your salesperson know or to

reschedule.

• Have your paperwork ready and available. Bring extra copies.

• Bring your reorders, or better

yet, place them with your rep be-

fore market.

• Don’t be afraid to ask for a spe-cial concession. Many times the

show specials offered are great

deals, but sometimes a particular

special may not apply to your store.

If that’s the case, ask for some-

thing (within reason) that’s impor-

tant to your merchandise mix and

customer base.

• The show is not just about buy-ing. There’s always something to learn! Pay attention to what you

see around you and look for fresh

ideas that you can bring back and

use in your store.

• Enjoy the experience.


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giftsanddec.com

An industrial cart provides a platform for the dress form and stool, reminiscent of industrial clothing factories.

MELISSA HABERSTROHis the owner of The Burlap Horse in Boerne, TX.

Color Comes OutWhy are so many of us open to wearing color but not

putting it in our homes? B Y M E L I S S A H A B E R S T R O H

When you open up your closet, what colors do you find?

Greens, oranges, purples? When you open your living room

door, what colors do you find? Beiges, whites, grays? Our

newest store, Melissa Jeffrey Home, is a neutral, clean-lined

environment with pops of saturated and bright colors in the

accessories, floor coverings, pillows and entertaining goods.

The goal is to get consumers thinking about how neutral their

homes are and offer opportunities to introduce color in small

ways. We developed a layered merchandising approach in-

cluding window and floor displays that supported the theme.

We wrote “Don't Keep Your Color in the Closet” on a message

board outside to begin the conversation. We planned this dis-

play for May. Besides spring colors, May brings an annual quilt

festival to our town, so we incorporated a colorful quilt.

Message DeliveredAbove: In this display, signage sends the message in so many words. The sign was made using a large format printer, foam core and spray adhesive, then hung with fishing line.

For photos of additional Visual Merchandising displays from Gifts

& Decorative Accessories magazine, go to GiftsandDec.com

gda1106RetailbyDesignid 46 6/1/2011 6:50:12 PM

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To reinforce the "closet" concept, a clothing merchandiser was loaded with outdoor rugs hung by pant hangers.

A Fashionable Fixture

A Pile of PillowsThe colorful pillows were selected to coordinate with one another, and tags were placed so they are accessible to the consumer.

Dressed for SuccessI used two styles of cloth napkin and our signature ribbon to create a skirt and top for the dress form, making sure our store name is visible.

Tying It TogetherThe completed display is alive with color and duplicates elements in the other nearby displays, including the sunflower pillow and industrial cart.

gda1106RetailbyDesignid 47 6/1/2011 6:50:47 PM

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>retail STORE SOLUTIONS

CAROL L. SCHROEDERis a retail expert and consultant.

Healthy Profit; Help in a SnapQ: We would like

to use email to promote our store. There seem to be lots of companies that want us to sign up for their email marketing program — any advice?

A: Permission-based

email marketing is a great

way to take advantage of

the relationship you have

already established with

shoppers who love your

store. Even with the fees

charged by a marketing

firm, email is almost free

— and can be a very cre-

ative form of promotion.

Email marketing also

ties in nicely with social

media such as Facebook

and Twitter, so you should

consider these promotions

all as a single component of

your advertising plan. The

postings you send will only

go to existing customers

who have given you per-

mission to contact them, ei-

ther by sharing their email

address or “liking” you on

Facebook and “following”

you on Twitter. Your first

priority should be to give

great customer service so

that as many customers as

possible sign up.

There are several ways of

doing this — we find that

our “customer rewards”

program is the best source

of signups, although we

do also have a card at the

counter that customers

can fill in. Other shops

ask customers when they

check out if they’d like to

join the list, and often offer

a small incentive to do so.

For example, you could

promise that everyone is

who is on the list in July

will receive a $5 coupon via

email. Keep in mind that

it is essential that you offer

something of value in your

emails and postings so that

customers will want to re-

ceive them.

There are several excel-

lent email marketing com-

panies such as Constant

Contact, GetResponse and

My Emma that will main-

tain your email list for you.

These providers charge a

monthly fee, usually based

on the number of addresses

on your list and the num-

ber of images you want

them to store for you. They

all offer templates and tools

to help you create a mailing

fairly easily, especially if

you choose one or two tem-

plates and reuse them each

time you do a campaign.

The disadvantage of

these companies is that

their templates appeal to a

wide variety of businesses,

including restaurants and

service providers, so they

are rather generic. They

also do not have any

“stock art” photos of

current products, so

you need to source and

upload any that you

want

to use.

There is a relatively

new player in the

email marketing

world called SnapRe-

tail’s TrafficBuilder

(www.snapretail.

com/trafficbuilder),

which is aimed

specifically at the

gift and home ac-

cessories market.

SnapRetail part-

ners with about

100 major vendors such as

Midwest/CBK and Mud Pie

to provide images and digi-

tal marketing materials for

the products that many of

us sell. These vendors cre-

ate mailings that are ready

to send via TrafficBuilder

once they are customized

with your logo and other

information.

TrafficBuilder also has

an active interface with

Facebook, and can create

Facebook postings based on

its vendors’ images and ads.

In addition, there is a fairly

easy option for uploading

photos of additional prod-

ucts, and writing your own

custom copy.

While there is some ini-

tial set-up time involved

in getting your store’s logo

and other information

uploaded, and getting ap-

proval from your vendors

as

partners, once you get

past this stage this pro-

gram should save you time.

TrafficBuilder recently

received an infusion of $6

million in capital. These

additional funds will un-

doubtedly insure that the

program continues to grow

the number of vendors that

are participating, as well as

the features that it offers

independent retailers. It

will be exciting to see how

this company helps change

the future of electronic

marketing in our part of

the retailing world.

One last advantage that

TrafficBuilder has over the

other players is its educa-

tional programs aimed spe-

cifically at the gift industry.

SnapEDU is a free library

of educational materials

to help you better run your


IT IS ESSENTIAL THAT YOU OFFER SOMETHING OF VALUE IN YOUR EMAILS AND POSTINGS SO CUSTOMERS WILL WANT TO RECEIVE THEM.

PHO

TO: S

NA

PRET

AIL

gda1106storeschroederid 48 5/27/2011 4:25:14 PM

NEW ORLEANS GIFT & JEWELRY SHOWat the New Orleans Morial Convention Center – New Orleans, Louisiana

August 18, 19, 20, 21, 2011January 26, 27, 28, 29, 2012 | August 23, 24, 25, 26, 2012

MEMPHIS GIFT & JEWELRY SHOWat the Memphis-Cook Convention Center – Memphis, Tennessee

August 26, 27, 28, 2011February 11, 12, 13, 2012 | August 3, 4, 5, 2012

MID-SOUTH JEWELRY & ACCESSORIES FAIRat the Memphis-Cook Convention Center – Memphis, Tennessee

November 3, 4, 5, 6, 2011April 27, 28, 29, 2012 | November 1, 2, 3, 4, 2012

INTERNATIONAL JEWELRY FAIR/GENERAL MERCHANDISE SHOWat the New Orleans Morial Convention Center – New Orleans, Louisiana

November 10, 11, 12, 13, 2011May 17, 18, 19, 20, 2012 | November 15, 16, 17, 18, 2012

BATON ROUGE JEWELRY & GENERAL MERCHANDISE SHOWat the Baton Rouge River Center – Baton Rouge, Louisiana

December 10, 11, 12, 2011December 13, 14, 15, 16, 2012

2011/2012 Show DatesHelen Brett Enterprises, Inc.

The largest wholesale order writing and immediate delivery shows in the gift, jewelry, apparel, and accessories industry. Helen Brett Enterprises manages over eight shows a year.

For more information regarding our wholesale (order writing and immediate delivery) shows, contact: Helen Brett Enterprises at 5111 Academy Drive, Lisle, IL 60532-2171 | (630)241-9865 | Fax (630)241-9870 | www.gift2jewelry.com

Find Us On

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>retail STORE SOLUTIONS

business. They also offer Webinars and

even a “Snappy Hour” on Facebook

once a month so you can get your ques-

tions about social media answered.

Q: We would like some guidance about what to

do regarding health insur-ance for ourselves and our staff, especially since the

Affordable Health Care Act doesn’t take effect until 2014.

A: One in six Americans currently

have no health insurance, and this

includes a significant percentage of

small business owners and employ-

ees. If you are not able to join a local

affinity group, such as your Chamber

of Commerce, your options for procur-

ing health insurance at a reasonable

rate have been very limited.

In other industries and fields of

business, trade organizations offer

health insurance to their members,

but that has for the most part been

lacking in the specialty retail arena.

There are, however, two groups now

offering an option for getting a quote

on policies to their members.

The first is the Gift and Home

Trade Association, a group that until

recently was made up exclusively of

wholesale vendors and sales agen-

cies. The GHTA voted last year to

invite retailers to become members,

and at the same time arranged with

the Association Health Programs

in Overland, KS, to offer health, life,

long-term care, disability, dental and

vision insurance.

I have been a retail advisor to the

GHTA for the past six years, and am

excited to see that they have taken on

the challenge of making health insur-

ance available for sales representa-

tives. The lack of health insurance has

been a huge barrier in finding new

recruits to work as sales reps. The fact

that the program is also open to retail-

ers is a real bonus, and I encourage

you to check into whether it would

work for you. The web site for the

GHTA’s insurance program is

www.associationpros.com/assoc/ghta.

The Gift and Home Channel has

recently been revived by The OLB

Group of New York, and according to

CEO Ronny Yakov they are also offer-

ing insurance for retailers.

If you have been able to offer health

insurance to your staff, be sure to

check with your accountant about the

Small Business Health Care Credit. If

you have fewer than 25 full-time em-

ployees who earn less than $50,000 a

year, you may qualify for a tax credit

of 35 percent of the health insurance

cost. This is based on the assumption

that you have paid at least 50 percent

of the cost of single coverage.

Carol L. Schroeder is the author of

Specialty Shop Retailing: Everything

You Need to Know to Run Your Own

Store, published by John Wiley & Sons.

Send questions to SpecialtyShopRe-

[email protected].

gda1106storeschroederid 50 5/27/2011 4:28:53 PM

nyigf.com

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iftFair

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>retail SHOPKEEPER’S JOURNAL

MARY LIZ CURTINis a retail expert and consultant.

Not Just Another Gift Show


SOUTH AMERICA IS NOT USU-

ALLY ON AN AMERICAN BUYER’S

LIST OF TRADE SHOW VENUES,

BUT VISITING THE PERU GIFT

SHOW AND PERU MODA IN APRIL

WAS A GREAT ADDITION TO OUR

SCHEDULE, AND NOT JUST FOR

THE TOURISM.

The show, small by American

standards, is beautiful and filled with

handcrafted goods, many of them

Fair Trade. The show offers terrific

sweaters, hats, mittens and scarves,

as we expected, but the

hand-worked belts, bags and

pillows were a great bonus.

Peru Moda showed some

stunning contemporary de-

signers’ work.

There is no duty on Pe-

ruvian imports and many

vendors are willing to ship

orders small enough for a single

store. Peru is also very affordable

(the airfare was the biggest expense

by far) and it was easy for us to buy

enough to justify the trip financially.

Of course, we have to sell everything

we bought to pay for the trip, and

then just barely.

A Retailing Tour Since we were in a foreign land, we

took the time to visit museums, tour

the city and see the sites, which we

don’t ever do at a domestic show. We

also had a grand tour of retail stores

and that was probably as good for our

business as the product we bought.

The retail highlight of the trip was

Dedalo, a gallery and restaurant lo-

cated in a beautiful, rambling former

home in Lima. The all-handcrafted-

in-Peru inventory ranges from

contemporary takes on tra-

ditional crafts to belts, hand-

bags and tiny bags being sold

by a visiting artist dressed in

native attire. This store has it

all, including an inside patio

where art shows and craft

demonstrations are held. It

was absolutely inspirational.

Buy. Tour. LearnAs highly as I recommend a

trip to Peru (and

I have not even

mentioned the unbeliev-

able food), we don’t need to

travel so far for similar ex-

periences. There are great

opportunities right here,

but we retailers rarely take

advantage of them.

This summer I plan to make simi-

lar trips by adding a day or two to

each trade show I attend to visit local

shops and maybe even a museum.

Ask the reps you meet at the show

what their favorite stores are, rent a

car and go shopping. A quick visit to

Google maps and you are all set.

Make notes not

just of the product

you see and the

display ideas you

can adapt, but

make notes about

the customer service (good and bad),

gift wrapping, special treatment and

any little thing you notice about the

service in the stores you visit. Some

things will encourage you to make

changes, others may remind you of

areas where your standards have

slipped. The greasy fingerprints I

saw on a store’s door in Chicago made

me come home and brandish the

Windex bottle at the next staff meet-

ing; the woman who carried my bags

to the car at a store in Kansas City

prompted me to remind our staff to

do the same.

Widening HorizonsRetail is not just buying and selling,

it is presentation, imagination and

excitement. We small business own-

ers need inspiration, excitement and

a little relaxation. A little culture

wouldn’t hurt, either. Everything we

look at, every place we visit, helps

widen our perspective and can pro-

vide fodder for our creativity.

Long-distance travel is not needed

for this kind of touring. I’m planning

to take some time near home for the

same activities: visiting other shops

of all kinds, touring the museums

(without a third grade class in tow)

and enjoying visual presentations of

all kinds. If I add a great lunch to the

day, it will count as a mini-vacation,

which is as close to time off as many

of us will get this year.

Travel, whether it is international,

domestic or just down the road, will

give your spirits a lift, bolster your

creativity and probably improve your

business. Let your inner tourist free…

RETAIL IS NOT JUST BUYING AND SELLING; IT IS PRESENTATION, IMAGINATION AND EXCITEMENT. WE SMALL BUSINESS OWNERS NEED INSPIRATION AND A LITTLE RELAXATION.

Mary Liz Curtin with the owner of a scarf shop in Lima.

gda1106ShopMLCurtinid 52 6/1/2011 5:33:45 PM

And we’re not just talking football.No matter what the season, Tervis has emblems for every NFL,® NHL,® MLB,® and NBA® team out there.

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Call 866.392.1964 or email [email protected].

Visit us June 21–28 at Dallas Trade Mart (suite 1034), and July 13–20 at AmericasMart®

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mwcbk.com 800.394.4225

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>retailGIFT RETAILER SURVEY

2 0 1 1

S P O N S P O R E D B Y M M P I

THE GIFT RETAILERS OF 2011 ARE CAUTIOUS, “GREEN” AND SOCIAL

Today’s gift retailers are bracing for another tough retail climate. Fifty-five percent of storeswho responded say total 2011 sales will be down from last year. Another third think they’ll beabout the same and an optimistic 11 percent think overall sales will increase this year.

According to retailers, the biggest challenge in this economy continues to be the low con-sumer confidence due to high unemployment levels and fuel costs. As one store mentioned, themost difficult thing is “decreased traffic from consumers who don’t want to tempt themselves.”And another store finds it challenging to “keep up the energy and keep her staff motivated.”

Retailers also see difficulties on the supply side. One stated the issue of “increased vendorand shipping prices.” Product is always key. As one store believes “my biggest challenge willbe to find unique products that are a good value for my customers.”

When it comes to merchandise mix, four types of products account for one-third of sales:jewelry, holiday products, candles and candle accessories and fashion accents. Last year,three-fourths of retailers carried jewelry and that category alone generated 11 percent of annual sales, up from 8 percent of sales in 2008. Responding retailers carry a median of sevenjewelry lines and sell most pieces at a median price of $30.

B Y DA NA F R E N C H

BIZ_Survey_0526b_vs_Layout 1 5/27/11 3:24 PM Page 55

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2010compared with 2009

PROJECTED 2011compared with 2010

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>retail GIFT RETAILER SURVEY

Sales performance in gift storesPercentage of retailers saying sales were

DOWN

50%

TODAY’S “GREEN”RETAILERS

Retailers are without questionmore “green” than they weretwo years ago.

As an example, fewer thanone-fourth of retailers wereusing water-minimizing fixturesin 2008, the last time Gifts &Decorative Accessories con-ducted this exclusive survey.According to 2010 results,nearly seven out of 10 havechanged to water-minimizingfixtures. In 2008, 46 percent ofretailers sold reusable shop-ping totes and now 84 percentdo. Two years ago, about half ofthe gift retailers surveyed usedeco-friendly cleaning productsand now 87 percent do.

And the “green” list goes on.At least nine out of 10 respond-ing retailers each recycle, havechanged from plastic bags topaper, offer recycled products,use a programmable thermostatand energy-efficient lighting andreuse packaging material.

About the

SAME

15%

35%UP

DOWN

55%About the

SAME

34%

11%UP

Reuse packaging materials 98%90%

Use energy-efficient lighting 95%66%

Use a programmable thermostat 92%62%

Change from plastic bags to paper 91%53%

Offer recycled products 91%68%

Recycle paper/plastic/aluminum 90%77%

Use "green" cleaning products 87%48%

Sell reusable shopping totes 84%46%

Change to water-minimizing fixtures 69%22%

How green? Percentage of retailers

Source: Gifts & Decorative Accessories, Today's Gift Retailer, 2011

20102008


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The

hea

dlin

ers

Gen

erat

ing

one-

thir

d of

ann

ual s

ales

The

sup

port

ing

cast

Gen

erat

ing

two-

fifth

s of

ann

ual s

ales

Jewelry 11% 74% 7 $30

Holiday products 9% 69% 8 $15

Candles/accessories 8% 77% 4 $20

Fashion accents 6% 56% 6 $24

Baby/infant products 5% 57% 6 $20

Greeting cards 4% 69% 4 $3

Handcrafted products 4% 47% 5 $43

Toys/games/puzzles 4% 42% 8 $10

Wall art 4% 55% 5 $40

Ceramics/pottery 3% 49% 5 $24

Collectibles 3% 48% 4 $30

Gift books 3% 44% 5 $15

Glassware/crystal 3% 41% 4 $25

Gourmet foods 3% 39% 6 $7

Permanent florals 3% 39% 3 $20

Tabletop products 3% 52% 6 $25

Photo frames 60% 3 $20

Personal care/aromatherapy 51% 3 $10

Plush 48% 4 $17

Home textiles 39% 4 $18

Social/business stationery 27% 3 $15

Accent rugs 24% 2 $30

CDs/music 24% 1 $17

Giftwrap 24% 2 $4

Licensed products 23% 3 $15

Tween/teen accessories 21% 6 $15

Desk/home office accessories 19% 3 $15

Writing instruments 19% 3 $18

Gourmet tools/housewares 17% 8 $20

Party products 17% 2 $10

Pet products 17% 3 $10

Gift baskets 14% 2 $35

Rem

aini

ng c

ast m

embe

rsPERCENTAGE OF 2010TOTAL ANNUAL SALES

PERCENTAGE OF RETAILERS CARRYING

MEDIAN NUMBER OF LINES CARRIED

MEDIAN BEST-SELLING PRICE POINTS

WHO ANSWERED THE SURVEY

This year’s exclusive survey results, collected during March and April and based on the mailed and online responses of gift and decorative accessories retailers, represent morethan 700 storefronts.

Nearly three-fifths of the respond-ing retailers describe themselves asgift specialists and 20 percent areclassified as home accessories

stores. Other retailers responding include hospital gift shops, florists,stationery specialists, toy or hobbyshops, bookstores, museum storesand hardware and garden shops.

Just about all of the stores are inde-pendently owned or family owned. Morethan four-fifths operate one location,while 7 percent operate two stores and10 percent operate three or more stores.

Annual sales for 2010 for 41 percentof responding stores were less than$250,000; nearly one-fourth had salesbetween $250,000 and $500,000. The remaining 35 percent of stores who re-sponded had sales in excess of $500,000.

The survey was conducted by Giftsand Decorative Accessories’ MarketResearch Department, led by directorof research Dana French.


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Operations in gift stores

SELLINGSPACE

74%14%

ON-SITE STOCK-ROOM/STORAGE

Close ratio reported as mediansNumber of purchasers in an average week divided by the number of customers:

Sunday Monday Tuesday Wednesday Thursday Friday Saturday

7% 11% 13% 12% 15% 19% 23%

Median squarefootage at alllocations 2010:

50

2,500sq.ft.

Hours of operation:

Median numberof hours openper week, 2010

2010 2008

67% 70%

SPACE ALLOCATION

WHEN SALES OCCURPercentage of sales done each day, 2010


TODAY’S SOURCING

Even in today’s digital age,nearly 100 percent of retailersstate that vendor’s print cata-logs are an important methodfor finding new products andvendors. Furthermore, 96 per-cent of today’s gift retailersthink trade print publicationsare vital sourcing methods.And, another 94 percent be-lieve vendor websites are anintegral part of sourcing.

Finding new products or vendors: important not important

Vendors' print catalogs

Trade print publications

Vendors websites

Trade publica-tions' websites

Tradeshows'websites

Trade pubs'eNewsletters

Trade eNewsletters

Tradeshows'eNewsletters

Sales reps' websites

Tradeshows'print

newsletters

6%ADMINISTRATIVE/OFFICE/UTILITIES 5%

OFF-SITE WAREHOUSE/STOCK STORAGEMAINTAINED BY YOUR COMPANY

OTHER1%

99% 96% 94% 88% 87%

87% 85% 82% 77% 72%


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The very best markets and showrooms for giftware and home accessory trends, no further than your own backyard.

7 W 34th Street7wnewyork.com

The Merchandise Martshopchicagomarket.com

Los Angeleslamart.com &

californiagiftshow.com

As the world leading operator of showroom buildings and trade show facilities, MMPI specializes in bringing buyers and sellers together. Achieve the ultimate market experience with unparalleled customer service and access to business-building partnerships at any MMPI show.

Untitled-1 1 5/27/2011 9:22:48 AM

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What retailersare planning to dodifferently in 2011

"Bringing in more products that have good qualitybut are more affordable gift items."

“Have more events, not

sales."

"Adding some new lines and changing displays more often."

"Do more in-store events toengage people in the store

and products we offer."

"Direct emailand Facebook."

"Better social media andelectronic advertising."

"Improve website and conductmore email promotions."

"Participate in more communityevents, host more social events and

start an email newsletter."


Advertising/marketingMedian percentage of annual sales devoted to ads and promotions, 2010:5%

NEWSPAPER ADS

25%

TYPES OF ADVERTISINGPercentage of total ad budget, 2010

97%

Social media andgift storesBased on multiple responsesfrom retailers using social media

TODAY’S ADVERTISING

Three advertising vehicles accountedfor more than half of the year’s adbudget: newspaper advertisements,direct mail and email marketing.Notably, in 2008, only 7 percent ofretailers even used email market-ing and it accounted for less than 1 percent of the total advertisingbudget. In 2010, 48 percent of retailers use emails to promote and it comprised 14 percent of thetotal budget.

For the first time, this year’s exclusive survey asked retailersabout social media. According to results, 20 percent of respondentsuse social media to reach out to customers and it accounted for 3 percent of the overall advertisingbudget. Facebook is the No. 1medium, used by 97 percent of stores doing social media, followedby Twitter, used by 33 percent of retailers who promote this way.

facebook twitter linkedin

33% 20%

DIRECT MAIL

16%EMAIL MARKETING

14%M

AGAZIN

E ADS

8%SPECIAL EVENTS

8%7% TV ADS

4% RADIO ADS

4% YELLOW PAGES

3%SOCIAL MEDIA

2%2%

7%BILLBOARDS

INTERN

ET ADS

OTHER



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See Beckman’s™ Handcrafted Show and designs by Fair Trade Federation artisans. Branded manufacturers, classic and trusted names in sources for all categories—Accessories, Gourmet, Holiday, Kids & Baby, and Tabletop, to name a few.

SHOWROOMS: July 28–August 3

TEMPORARIES & : July 30– August 2

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Visit www.shopchicagomarket.com to make the most out of your time at The Chicago Market!

Find It All at The Chicago Market!

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2010

Source: Gifts and Decorative Accessories Today’s Gift Retailer, 2011

YES67%

On the Web?Percentage of retailers who have a website

2008

YES54%

46%NO

Website featuresPercentage of retailers having a website

2010 Online salesPercentage of retailers having a website

55%Offer online sales

Median percentageof total annual salesgenerated from online ordering

2%

Online sales performancePercentage of retailers reporting online sales were

Lack of knowledge/expertise 44%45%

Cost of setting it up 41%35%

Cost of maintaining it 37%31%

Lack of staff 30%37%

20102008

Reasons for not having a websiteMultiple responses

1st or 2nd quarter, current year 12%

3rd or 4th quarter, current year 32%

Next year 20%

No plans 36%

Plans for future websitePercentage of retailers without a website, 2010

Product images/information 95%

Store locator/directions/hours 93%

Store contacts with emails 78%

Online ordering for consumers 55%

Announcements/invitations to store 47%

Discounts or coupons 26%

In-stock status of products 24%

Links to manufacturers' websites 22%

Order tracking, online or in-store 16%

Discussion boards or blogs 9%

Click-to-call or live chat 4%

How gift stores put the Internet to workPercentage of retailers, 2010

Never Sometimes Often

Research new products 3% 19% 78%

Find new sources 7% 27% 66%

Check/read business news 7% 33% 60%

Register for shows or markets 9% 32% 59%

Check out product pricing 7% 44% 49%

Place orders with vendors 7% 45% 48%

Track shipping with vendors 15% 51% 34%

Check out competitors 12% 56% 32%

Preview products on trade pubs' websites 26% 42% 32%

Track orders with vendors 20% 50% 30%

Engage in blogs or discussion groups 58% 29% 13%

33%NO

DOWN

40%

UP

14%

2010 ONLINE SALES VS. 2009

About the

SAME

46%


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IMAGES (left to right): Melrose International, Lion Ribbon/Berwick Offray, Joanne & Company, Stephen Young

Untitled-1 1 5/27/2011 9:22:20 AM

Circle #326


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G&DA to Honor HiltyIN CONJUNCTION

WITH ITS RETAILER

EXCELLENCE AWARDS,

GIFTS & DECORATIVE

ACCESSORIES ALSO

HONORS THE CONTRI-

BUTIONS OF OTHER

MEMBERS OF THE

INDUSTRY.

This year, G&DA will

present its Lifetime

Achievement Award to Su

Hilty, retiring vice presi-

dent of marketing of MM-

PI’s showroom building 7

W New York, The decision

was made by a unanimous

vote of the executive panel

of the Retailer Excellence

Awards

judges.

The

award

recognizes

Hilty’s 40-

plus years

of service

in the gift ,

retail and home industries.

With a background in

retail earned during many

years at Bloomingdale’s,

Hilty came into the gift and

home industry first as vice

president of marketing for

the gift and home show-

room building 225 Fifth

Avenue. Upon the sale of

the building, Hilty joined

MMPI in 2004 to lead the

marketing efforts of its

new showroom building 7

W New York.

In addition to her re-

sponsibilities with 7 W,

Hilty supports and is a

member of many indus-

try related organizations,

including the New York

chapter of IFDA, Gift for

Life, the Home Products

Advisory Board at New

York’s Fashion Institute of

Technology, and The Fash-

ion Group International.

Gifts & Decorative Ac-

cessories will present the

award at its annual Retailer

Excellence Awards gala.

The evening will also name

the winners of the Retailer

Excellence Awards compe-

tition and and Rep of the

Year. In addition, Michael

Aram will be presented

with Gift for Life’s Industry

Achievement Award.

The gala will be held on

Sunday evening, August

14, in New York City, dur-

ing the New York Interna-

tional Gift Fair. Tickets for

the event are now on sale.

Visit www.GiftsandDec.

com and click on the REA

button.

[email protected]

www.haliajewelry.com

Beyond Charming

Visit us at the JCK Jewelry Show and

AmericasMart for the premiere of the new tm

sterling silver jewelry collection.Booth #B5346 at the JCK Jewelry Show Las Vegas, June 3-6, 2011.Building 3, 4th fl oor Booth #1001 at AmericasMart, Atlanta July 2011.

NATIONAL LAUNCH

Circle #250

>retail gifts and decorative accessories

SU HILTY

gda1106REAid 64 6/2/2011 9:58:44 AM

Candle Warmers Etc. was founded in 2001,

with the idea that a different and safer method

should be used for releasing fragrance from

a candle. After 10 years and hundreds of

products later, Candle Warmers Etc. has

become the market leader and innovator in

candle warming products!

Join us on Facebook!www.facebook.com/candlewarmersetc

Join us on Twitter!www.twitter.com/candlewarmeretc

Ten YearsLET’S CELEBRATE!

VISIT OUR SHOWROOMS IN:

DALLAS Gift Market June 22 - 28, 2011

Suite 1610

CHICAGO Merchandise Mart July 28 - August 3, 2011

Booth 8-2118

MINNEAPOLIS Gift Mart August 5 - August 9, 2011

Room 355

ATLANTA AmericaMart July 13 - 20, 2011

Building 1600

Untitled-5 1 5/23/2011 5:35:14 PM

Circle #228

giftsanddec.comgifts & decorative accessories | june 2011№ 66 giftsanddec.com

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>retail GIFTED RETAILER

New and quirky or traditional and familiar, Oklahoma’s Tulips has something for everyone’s

abode. B Y T I N A B E N I T E Z

Just Like Home

WHEN MARISSA OWENS STARTED RENOVATING THE OLD

BUILDING IN THE TOWN OF NORMAN, OK, nearly eight years ago,

she was finally sure about her future. Just a few years earlier, Owens ma-

jored in public relations and moved to California for some time. Through-

out the years, she always seemed to go back to what was in her heart:

retail. She opened up her first shop in August 2003, and Tulips was born.

Her vision was simple: to offer gifts and home decor in a shop featuring

bath, bedding, tabletop, custom linens and other products that you couldn’t

find anywhere else in the state. “I just wanted to bring unique products

to Oklahoma,” says Owens. “I like the creative side, the merchandising. I

just followed the market for more custom products and brought a more

customer service edge to the business. If we had it in black and someone

needed it in red, we’d offer that.”

⁄ * ⁄⁄ * ⁄ ⁄ * ⁄ ⁄ * ⁄ ⁄ * ⁄

* W H A T ’ S O N T H E S H E L F

VIETRI

REACHING OUT ONLINE

“It’s funny to think back on how the Inter-

net plays into everything now,” says Owens.

“Everything is a lot more readily available

than it was even a few years ago. Now, you

can Google anything and find whatever you

want.” Reaching customers via Facebook

helps Owens get the word out on some

fun, in-store promotions without the

added cost of direct mailings. “It’s

just easier,” she says. “You can

reach people faster.”

L E C A D E A U X G R A N D M O T H E R ' S B U T T O N S N I V E N M O R G A N J U L I S K A

gda1106Gifted_retailerid 66 6/1/2011 5:17:21 PM


As simple as it was,

offering more unique

and customized prod-

ucts was a big deal

in Oklahoma; there

weren’t many stores

offering the products

she had. “It’s just

making little every-

day things extraor-

dinary,” she says. “It can be in

cooking, cleaning, perhaps a decora-

tive dish towel — just bringing a little

style to all the things that you have to

do every day.”

In the beginning, she even imported

items, which proved challenging and

costly with shipping. Direct mail was

the best means of communicating

with customers, but also expensive.

Owens has moved to social media and

email to market Tulips and communi-

cate with patrons.

Owens has used the outlets to pro-

mote the store by inviting customers

to bring in a friend or family member

for a discount or extra raffle entries.

“It’s an incentive to bring a friend,”

she says. “It lends fun to an event; peo-

ple feel like they’ve been to a party.”

Free gifts and giveaways are also

a huge draw. Over the years, Owens

has been working with vendors, and

to her surprise, no one has ever turned

down her request for free product or

“gift with purchase” to offer custom-

ers. She says it helps to put together an

email to vendors outlining the work

she’s put into promoting their prod-

uct on her end. Once they see all the

effort, it’s a win-win on both ends —

and for the customer. “They’re excited

about the advertising and promotions

that you’re doing, so they’re excited to

work with you,” says Owens.

Another extra Owens offers Tu-

lips’ customers is personalization.

Her in-house staff can personalize

anything for customers, and it’s free.

But personalized or unique, new and

different isn’t always what custom-

ers want; Owens says it’s important

to keep around those tried and true

products. “Some-

times customers

don’t necessarily

want to be edu-

cated,” she says.

“I get excited by

new and different;

that’s what I love.

For some people,

that doesn’t excite

them; they like

what they know…

that traditional

element — something your mom or

your grandma once had. I have things

that help people make their home part

of their family tradition as well.”

Wedding and baby registries have

also been a big part of the business.

The baby business was growing so

much that Owens opened up a sepa-

rate, 800-sq.-ft. shop next door, Tiny

Tulips, in 2007.

Gifts for babies can be hit or miss,

but Owens says wedding registries

are easier, because there’s a protocol

for gift giving. She’s even noticed her

registry business growing to more

of year-round request, rather than a

summer-only event. “Brides are regis-

tered 12 months a year,” says Owens.

Tulips also offers personal regis-

tries for anniversaries or just for peo-

ple who want new tableware, another

way Tulips gets personal with its cus-

tomers. “Your friends can get together

and instead of buying you a candle or

something, they can get you a plate,”

says Owens. “Before you know it you

have six place settings. This increases

repeat sales, because we do it for ev-

eryone.” That’s the Tulips way.•

* Home Sweet Home

Family and home are important ele-ments for Tulips. In fact, the entire store feels like home — literally. The 3,500-square-foot, two-floor shop has the feel of a real house, from the little walls and rooms. (One resembles a bedroom with windows and curtains.)

“When we renovated it, I did it so it had the feel of a house, and Tulips feels like a home,” says Owens. “You would think it was a house, but it was actually never used for that. We’ve got neat walls and little rooms and our displays and vignettes really lend to a home. We do everything in a way so you can take it, the product and transfer into your own home.”

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Many of the displays are crafted so that customers can envision how things would look in their own homes.

gda1106Gifted_retailerid 67 6/1/2011 5:17:57 PM

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Untitled-1 1 5/18/2011 10:28:58 AM

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Pet bed by Smucci Too! Pampered pets enjoy the round, sculptural shape of these stylish bed sets in various sizes. The patent pending track system incorporates interchangeable graphic panels to customize and change the designs, from plaids to prints, seasonal designs and even personal photos. Black and white washable duvets complete the look. Made in the USA. New York’s Newest

Insulated Lunch Boxes by So Young MotherWith a detachable long strap for wearing as messenger bag or backpack, this box carries lunch in insulated coated linen. A palette of retro-inspired designs includes a red scooter, blue airplane, green rocket, brown horse, orange mermaid and pink giraffe. PVC-free, phthalate-free, and lead safe, they clean easily with warm water. Baby & Child

Horse and Carriage by manny & simonPart of a new wooden toy collection updated using bright colors and larger scale, this set invites wholesome, imaginative play. The entire collection, which also includes animal and vehicle push toys, is made from 100% post-industrial recycled wood residuals which meet the most stringent formaldehyde emission standards in the world. They are painted with non-toxic, zero VOC paint. Baby & Child

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Contemporary Kids

Dramatic Design

Quilted Maps by Haptic LabInspired and enjoyed by the sense of touch, this collection of soft maps illustrates cities and neighborhoods on keepsake quilts. Made with 100% cotton with a combination of machine and hand-stitching methods, ready-made quilts are available of popular places. Customized pieces can be created to reflect your own home town. Handmade Designer Maker®

Q10 Bracelet by Elements/Jill SchwartzThis encrusted cuff bracelet makes a statement by juxtaposing unlike elements such as sequins, wrapped mesh rhinestones, a found French enamel number, embroidery and a whimsical rose grosgrain bow. All the elements are fixed upon an antiqued leather base, which fits comfortably around the wrist and closes with a corozo button. Personal Accessories featuring Details

New to NYIGF

Fuego Bio Firelight by SteltonEnjoy the glow and flicker of beautiful, fascinating flames on a patio, deck or on the beach with this compact and contemporary firelight. Fueled by bio-ethanol, this lantern stands just nine inches high and wide, and is designed with stylish elements of cast iron, lightweight glass and stainless steel. Accent on Design®

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Las Vegas MarketAugust 1-5

A Conversation with President Bill Clinton

World Market Center Las Vegas and the iComfort® Sleep System by Serta® present

Register to attend Las Vegas Market today and ensure your place at this historic event.

www.lasvegasmarket.com

All registered Las Vegas Market attendees will have an exclusive opportunity to see and hear President Bill Clinton’s keynote address.

For more information on the event and for your chance to win a once-in-a-lifetime meet-and-greet opportunity visit:www.lasvegasmarket.com/presidentclinton.

Don’t miss Las Vegas Market’s Summer 2011 Keynote Speaker: President Bill Clinton. Opening Night Celebration | 6:45 pm, Monday, August 1, 2011 | World Market Center Las Vegas

©2011 World Market Center Las Vegas, LLC. All rights reserved.

PHOTO: RALPH ALSWANG, CLINTON FOUNDATION

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Part of the Nautical collection, the Ship pillow is accented with a piped edge. 22”. $100. Thomas Paul. 718.797.8758. www.thomaspaul.com CIRCLE #888

Decorating with a theme in a home can be lots of fun for the homeowner.

And here’s where you come in. Offer shoppers a variety of accents that

will help them create their dream room.

Come Sail Away

CIRCLE #316

>home

Thomas Paul’s Ship pillow features a ship on the front and a wheel on the back.

The polyester material is suitable for outdoor use.

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>home

A Square Chalkboard with rustic gray painted frame. 20”x20”. $64. Vagabond Vintage. 404.351.6484. www.vagabondvintage.com CIRCLE #869

Vendors take the farmhouse look to a new level.

These stylish accessories may be simple, but they will

certainly add charm and character to rustic home.

Farmhouse Chic

c Slate cheeseboard with cheese knife. 8”x10". $45.90. America Retold. 866.862.0100. www.americaretold.com CIRCLE #870

d Utensil pots come in blue and red. 4½”x6". $26.95. Comptoir de Famille. 866.709.8085. www.comptoirdefamille.net

CIRCLE #868 ALL PRICES RETAIL

b Vintage farm ledger prints. 14”x32”, 20”x38”. Set of two. $270. Park Hill Collection. 888.603.3334. www.parkhillcollection.com CIRCLE #871

gda1106HomeFarmid 72 6/1/2011 5:57:36 PM

With innovative, new products, trend-setting designs, and service that

what drives everything we do.

Call today and discover why so many independent retailers have come to depend on us for superior products and exceptional customer care.

We celebrate the bold thinking and enterprising spirit of independent retailers every day.

CommittedT O I N D E P E N D E N TT H I N K I N G

SEE US IN ATLANTA! The Gardens: 9-B-84 Building 2 WestLink 2Sales: 1600 Bldg 2 16th Floor

1.800.886.3121www.magnetworks.com

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>home

White accessories can sometimes make a room feel

sterile. These pieces add a softer touch through

pattern, sketches and material.

White House

c Design for an Isolated Villa pil-low is made from 100% linen. 20”x20”. Approximately $100. Ox Bow Decor. 781.239.3546. www.oxbowdecor.com CIRCLE #887

d Bastidon lamp is topped with a white cotton lampshade. Base, $400; shade, $55. Côté Bastide. 312.618.6830. www.cotebastide.com


b Girl with bow. $152. K studio. 616.363.4993. www.kstudiohome.com CIRCLE #884

* M O R E O N T R E N D

a Bone china containers are cast from a collection of vintage glass bottles and jars. $21-$57.50. HomArt. 888.346.6278. www.homart.com CIRCLE #886

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>home

These nautical accessories are the perfect finishing

touches for a home by the sea or a seaside themed room.

Anchors Aweigh

dSeahorses linen pillows are part of the Nauticals collection. 20”x20”. $148. Kevin O’Brien Studio. 215.923.6378. www.kevinobrienstudio.com CIRCLE #872

ALL PRICES RETAIL

cWooden fishing reels can be displayed on a stack of books or under a glass cloche. $179. Europe 2 You. 404.474.1610. www.europe2you.com CIRCLE #873


a Anchors Away framed print comes in a choice of five solid wood mouldings. 28”x28”. Approximately $500. Ox Bow Decor. 781.239.3546. www.oxbowdecor.com CIRCLE #874

Circle #243

b Starfish decoupage glass lamp features a turned wood base. 21”. Lamp, $720; lamp-shade, $230. Carson & Co. 704.332.5955. www.carsonandco.com CIRCLE #875

®

®NewYorkInternational Gift Fair

nyigf.comAUGUST 13 – 18 , 2011

JAVITS CENTER | PIERS 92 & 94, NYC

The At Home division at NYIGF displays a comprehensive, sophisticated collection of furniture, fl oor coverings, wall art, lighting, decorative accessories and more—

traditional to contemporary, and indoor to outdoor.

Edie Inc.www.edie-inc.com

Lamp Workswww.lampworks.com

Gabbywww.gabbyhome.com

gda1106HomeNauticalid 75 5/27/2011 4:12:36 PM

Craft Fusion mixed-media

To attend or exhibit, visit www.chashow.org

NeedlecraftsNeedlecraftsNeedlecraftsJewelry& Beading

Jewelry& Beading

Jewelry& Beading

NewExhibitor

NewExhibitor

NewExhibitor

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Bringing Into Focus The Art That Surrounds U

s

Unique Photographic Word Art

www.languageartonline.com

Call 574-202-8183

Stock words... Custom wordsThe perfect gift for any occasion.

Artistry Charm Collection

“Expressions” ColorNew For 2011

Circle #263 Circle #256

Hand-Gilded Artful Tableware

www.redpomegranate.net • 650.728.5613

SHOWROOMS

ATLANTA: Werner Frank, AmericasMart, Bldg. 2-1200

NEW YORK: Javits #2862

Circle #330


To find the representative in your area and to request a copy of our 2011 catalog, call 800 323 8360 or visit prinzusa.com

Presenting our new Atlanta Corporate ShowroomAmericasMart, Building 2, Suite 1734-B

Visit Prinz at:

Dallas ~ June 22-28, Thomas & Moore, Dallas Trade Mart, Suite 2953Atlanta ~ July 13-20, 225 Unlimited, Inc., AmericasMart, Suite 1718

Chicago ~ July 30-August 2, The Haefling Group, Merchandise Mart 8th Floor, Booth 8-1035New York ~ August 14 -18, Philip David & Co./Stanley Cisak, Jacob Javits Center, Booth 1840

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SS

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monarch designsHandmade

www.monarchdesigns.biz1-866-562-9405

Showing in HandmadeAtlanta-Bldg3-Flr2-#419Chicago- Flr8-#6102

...andmore!July Markets

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productprofileA S P E C I A L A D V E R T I S I N G S E C T I O N T O G I F T S & D E C O R A T I V E A C C E S S O R I E S


Be Happy6 x 4 frames with clever captions that add a little humor to life! Retail: $12.99

|800-323-8360

@www.prinzusa.com

# circle #403

P R I N Z

T Y L E R C A N D L E C O M P A N Y

Experience the Difference with our Glamorous WashA fine laundry detergent designed to explore and expand the power of fragrance for an intimate glamour experience.

|866-895-3726

@www.tylercandles.com

# circle #402

Root Legacy 100% Pure Beeswax Dinner CandlesA classic for health-oriented retailers, our elegant 100% Pure Beeswax Candles are the best of the best. Very slow burn rate & natural honey scent.

|800-BUY-ROOT

@www.rootcandles.com

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R O O T C A N D L E S

InspirationalBeautifully crafted frames & albums designed to cherish and celebrate faith & family. Retail: albums $4.99, frames $12.99-$21.99

|800-323-8360

@www.prinzusa.com

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P R I N Z

Recordable Albums & FramesA coordinating collection that “shows & tells” life’s special moments! Retail: $14.99-$17.99

|800-323-8360

@www.prinzusa.com

# circle #401

P R I N Z

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productprofile A S P E C I A L A D V E R T I S I N G S E C T I O N T O G I F T S & D E C O R A T I V E A C C E S S O R I E S


Fruit Wall PlaqueMelrose Item #42144 - x3 assort; 14”SQ; Canvas/Wood. SRP: $20.00 (each)

|800-282-2144

@www.melroseintl.com

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M E L R O S E I N T E R N A T I O N A L

SHRUBBIEIt’s the SHRUBBIE!The famous SHAGGIE on one side and a great nylon scrubber on the other!$4.99 SRP

|888-608-5336

@www.janeylynns.com

# circle #406

J A N E Y L Y N N D E S I G N S

Art Glass “Flowers” Round PlatesThree unique designs sculpted from quality art glass and then painted with brightly colored designs. Easel can be purchased separately. Food, dishwasher, and microwave safe.

|800-888-1918

@www.carsonhomeaccents.com

# circle #409

C A R S O N H O M E A C C E N T S

Friends are Like FlowersRemind your best friend how much you love her with a hand-painted frame from Top Shelf. Holds a 6 x 4 in. photo of your favorite memory.

|888-808-4001

@www.topshelfglasses.com

# circle #407

T O P S H E L F

White Confetti Porch TorchMade from hand blown art glass (variations are to be expected) with a stainless steel burner. Brilliant colors will light up any outdoor space. Fuel not included.

|800-888-1918


# circle #405


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Spring Settings CatalogSpringtime charm! Sophisticated Birdcage Dessert Plates make a spring statement with pastel colors and a sweet bird motif. Also available as a larger tray (sold separately). SRP: $14 each

|800-444-8887

@www.grasslandsroad.com

# circle #410

G R A S S L A N D S R O A D

Candle HolderMelrose Item #42676 - set of 2; 12.5"H & 15"H; Ceramic. SRP: $57 (set)

|800-282-2144


# circle #413


Butterfly/Bird Pillow Melrose Item #42282 – x4 assorted; 14"SQ; Canvas. SRP: $25 (each)

|800-282-2144


# circle #412


Inspired Living CatalogFrom the Serenity Collection: Serenity PlaqueThe wisdom to guide you. Features an uplifting message and nature-inspired elements that symbolize peace, rebirth, and renewal. Hangs from attached twine. Also available in Spanish. SRP $15.00

|800-444-8887


# circle #411


Sesame Chindi RugOur 100% cotton rag rug combines texture with warm earth tones that will complement any kitchen decor.

|800-326-3382

@www.parkdesigns.net

# circle #414

P A R K D E S I G N S

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Pinecone Votive HolderThis distinctive frosted pinecone votive holder warms your lodge even before you light it! 2" x 2.5" ht. For tealights or 15 hr. votives. SRP: $2.49

|800-446-8150

@www.biedemannandsons.com

# circle #417

B I E D E R M A N N & S O N S

MatMates™ Interchangeable Doormats These beautiful printed doormats can be used stand-alone or as interchangeable inserts in the company’s unique tray. Print: “Fall Festival”© by Sally Eckman Roberts

|800-886-3121

@www.magnetworks.com

# circle #415

M A G N E T W O R K S

Harvest/Give ThanksExpanding the Suncatchers with Signs line, Joan Baker Designs has added seasonal designs and messages for the home, including “Harvest”, in hand-painted art glass.

|800-248-1983

@www.joanbaker.com

# circle #416

J O A N B A K E R

Heavenly Hues Orange Photo Frame This vintage style photo frame is a vibrant orange color and has Spanish flare! Hand painted with a tabletop easel. Fits a 4”x6” photo.

|800-888-1918


# circle #418


Butterfly HouseHand crafted wooden Butterfly House is fully functional outdoors! Adorned with tin flowers and bees. 10.5"Hx6"Wx6"D

|800-888-1918


# circle #419


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Pansy CollectionPansy Canapé Plate Hand Gilded Glass Layered with pigment. Gift Boxed set of 4. Available in 7 vibrant colors. SRP: $55 (set of 4)

|650-728-5613

@www.redpomegranate.net

# circle #424

R E D P O M E G R A N A T E

Magma Light Add drama and light to your backyard this summer with our new Magma Lights – available in 6 different colors and 3 sizes – there is something for every patio, deck or balcony. SRP: $50-$120

|800-439-6393

@www.kitras.com

# circle #420

K I T R A S A R T G L A S S

Small Starfish These small starfish are a smaller version of our best selling larger item. Available in 12 mix and match colors, they will add color to a sunny window and remind you of the seaside. SRP: $20.00

|800-439-6393

@www.kitras.com

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K I T R A S A R T G L A S S

Wine CountryHand-painted art glass trays from Joan Baker Designs double for functional use or home décor display.

|800-248-1983

@www.joanbaker.com

# circle #421

J O A N B A K E R

Butterfly Menagerie“Butterfly Menagerie” from Joan Baker Designs brings glorious wings in from the wild and to the window.

|800-248-1983

@www.joanbaker.com

# circle #423

J O A N B A K E R

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Grow With Me™

This collection features bisque- porcelain birthday girl figurines inscribed with corresponding ages from baby to eight years old. These figures make the perfect gift for any young girl. SRP: $13.00 per piece

|800-SAY-ROMAN

@www.roman.com

# circle #427


Love’s Masterpiece™

Each figure expresses everyday life experiences, whether it is a wedding or the birth of a child. These figures add a personal touch to life’s story; there is truly something for everyone! SRP: $6-21 per piece

|800-SAY-ROMAN

@www.roman.com

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R O M A N

R O M A N

Garden Lane CollectionCapture the beauty of a garden with G. Daniel’s collection of charming frames, pill boxes, and bottle stoppers.

|888-808-4001

@www.gdanielcollection.com

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G . D A N I E L

Birdfeeder w/ Two BirdsMelrose Item #34009 - 5.5"H x 15.5"D; Terracotta. SRP: $37

|800-282-2144


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Candle Holder w/ Lid Melrose Item #38524 - set of 2; 16.5"H & 18"H; Glass/Metal. SRP: $75 (set)

|800-282-2144


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Woven ThrowsNew for Fall 2011, our new Woven Throws are perfect for curling up in front of the fire with your favorite book and to coordinate with our newest and best-selling collections. SRP: $24.95 to $29.95

|888-334-3099

@www.victorianheart.com

# circle #432

V I C T O R I A N H E A R T C O L L E C T I O N

Black Forest Lamp and ShadeFeaturing organic lines and textural details, our new Black Forest Lamp with Tiffany style glass shade will bring a touch of nature to your home.

|800-326-3382


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Pine Bluff PlacematBring the outdoors inside with our new Pine Bluff Collection. Features rich woodsy colors to create a textile collection that’s sure to please. Finish your look with our coordinating giftware and dinnerware.

|800-326-3382


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Star Vine DinnerwareSet a fabulous table with our new Star Vine Dinnerware. Rich and rustic colors of camel and black are accented with a primitive star and berry vine design.

|800-326-3382


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Pine Twig Lights Perfect for Lodge and Cabin. Our new pine twig lights come in plain – large and small and iced pine – battery-powered.

|866-295-2849

@www.primitivesbykathy.com

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P R I M I T I V E S B Y K A T H Y

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BreezeArt® Premium Decorative Flags BreezeArt® premium flags feature our SolarSilk™ fabric. They’re 40% heavier than typical flags, yet softer and silkier. Print: “Winterberry Cart” © by Susan Winget

|800-886-3121

@www.magnetworks.com

# circle #439

M A G N E T W O R K S

Nostalgic Christmas Stand-upsWe’ve created an entire line of glittery, vintage Santas and other holiday images. Each is perfect for tabletop or shelf display.

|866-295-2849


# circle #437


Snow Angel by Dan DiPaolo Sugary-coated in crystal glitter this angel is so sweet you will want her for dessert. Wooden with painted metal snowflakes and star. Cuteness factor is sky-high!

|866-295-2849


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Gingerbread Tea TowelsBring the whimsy of the holidays into your kitchen with the Gingerbread Collection from Nancy’s Nook. SRP: $19.95

|888-334-3099


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V I C T O R I A N H E A R T C O L L E C T I O N

18166Jacks are back and they have new friends! New designs, new lights, new thrills!

|866-295-2849


# circle #438


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ExpressionsLanguage Art introduces Expressions Tiles in Color for 2011! Be the first to carry this fabulous line.

|574-202-8183

@www.languageartonline.com

# circle #442

L A N G U A G E A R T

New Box Signs! We have added 100 new, sure to be best-sellers to our line for the summer. These are made to sit on a shelf or hang on the wall.

|866-295-2849


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Chelsea Placemat Warm tones of persimmon, chocolate and bisque make this charming collection great for everyday or entertaining. Coordinates beautifully with our dinnerware collections!

|800-326-3382


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TableCraft’s® Frostone Collection™

TableCraft’s® Frostone Collection™ has the look of fine porcelain but is made from durable and break resistant melamine and is safe for temperatures up to 212° F/100° C.

|800-835-1195

@www.tablecraft.com

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T A B L E C R A F T

TableCraft’s® Frostone Collection™

Great for outdoor or poolside entertaining! Use for salads, hot dogs, hamburgers, rolls, fruits, appetizers or desserts. Dishwasher safe. Large collection of pieces to choose from.

|800-835-1195

@www.tablecraft.com

# circle #444

T A B L E C R A F T

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Joseph’s Studio® Garden AngelRoman is excited to introduce a stunning new garden statue to the Joseph’s Studio® Collection. This graceful angel figure is expertly sculpted and rendered in a natural grey stone finish. SRP: $134.00

|800-SAY-ROMAN

@www.roman.com

# circle #446

Eagle’s WingsA collection of products featuring the iconic American eagle and Isaiah 40:31 Bible verse. While the verse can be used for memorial, it has also been popular for motivational products. SRP: $2.50-27 per piece

|800-SAY-ROMAN

@www.roman.com

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R O M A N

LED Acrylic Milan Cathedral This impressive piece stands 11.5 inches tall and is sculpted in crystal-like acrylic. This figure uses LED technology to create its beautiful, long lasting glow! SRP: $145.00

|800-SAY-ROMAN

@www.roman.com

# circle #445

R O M A N

New Additions to the Root Legacy Fragrance CollectionNEW arrivals in time for the fall season. Pumpkin Spice Latte, Lemon Frosted Scone & Pinot Noir. Available across the entire Root Legacy candle format (except Metros).

|800-BUY-ROOT


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R O O T C A N D L E SR O M A N

“What a Wonderful World” Song Sonnet Wind ChimeThis 40" wind chime comes tuned to key of the popular hit “What a Wonderful World.” Durable anodized finish and five heavy walled tubes that emit deep, rich tones.

|800-888-1918


# circle #448


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>fashion

Wrap your customers up in a little bit of luxury. Shoppers may

find it difficult not to indulge when it comes to a lovely scarf or

handmade piece of jewelry.

Made of a wool silk blend.

This scarf is part of Fraas’ Silver Label collection.

CIRCLE #316

Above: Scarf features a floral wave pattern in a square shape. $118. Fraas. 212.575.0191. www.fraas.com CIRCLE #889

Spoil Yourself

gda1106FashionOpenerid 93 5/31/2011 3:38:28 PM

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>fashion

A lot of attention, detail and, of course, love goes into

creating a handcrafted piece of jewelry.

BY BESSIE NESTORAS

Labor of Love

AS JEWELRY HAS BECOME A

STAPLE CATEGORY IN INDE-

PENDENT GIFT STORES, IT’S

TIME FOR PROPRIETORS TO

LOOK AT THEIR JEWELRY

SELECTION AND ASK THEM-

SELVES “IS THIS SELECTION

STRONG ENOUGH?”

It’s easy to pick up a few pieces here

and there, place them on a jewelry

tree and hope they sell. But to really

stand out in this category, a store

owner needs to walk the show fl oors

— especially the handmade sections.

The handcraft ed jewelry found at

the various gift shows is nothing to

sneeze at. These pieces are unique and

behind them is a lot of talent and TLC.

You may wonder: “Why should you

pay more for something handmade

when you can get something similar

at a lower price that also claims to be

handmade?” What’s the diff erence?

The Difference Between Handmade and Handmade

This is where you have to do your

research. “Handmade is really a sell-

ing point, especially if made in the

U.S.A.,” said Erik Legenhausen, co-

owner and co-designer, with his wife

Courtney, of Lotus Jewelry Studio,

whose jewelry line is designed and

created in Timonium, MD.

Many vendors will say their product

is handmade, but it may be hand-as-

sembled somewhere else. They will go

to Turkey, Thailand and Mexico, for

example, and work with casting fac-

tories there. The artist will, of course,

have designed the piece as well as

visited the casting factory and shown

the workers the sketches, but may not

have had any contact with the jewelry

beyond that.

The pieces are still handmade, so

why all the fuss? Technically, yes,

pieces that are made by hand are

handmade. “What I see so much of

out and about is jewelry that is made

by assemblage. That is assemblage art

and should be in an entirely diff erent

category than jewelry that is made

with metalsmithing techniques,”

explained Amber Mahler, owner and

designer of Mani Designs.

While she does admit that casting

is not technically smithing either,

she says that she does her fair share

of smithing before the piece becomes

wearable and ready to sell. “I design,

sprue and hand-fi nish all the work,

and I work with a local goldsmith as

well as a wonderful casting company

to get the castings. I think it makes

a diff erence that I hand-fi nish every

piece, that I have touched and tried on

each piece. There is just a level of care

that the maker gives that is usually

unsurpassed,” Mahler said.

“It’s a labor of love,” said Lauren

Roskoph, co-owner and co-designer,

with Gracia Mahan, of Lauren & Gra-

cia Jewelry, who make everything in

their Menlo Park, CA, studio. It’s just

the two artists and one assistant.

The diff erence between a hand-

craft ed piece and one that is mass

produced is easier to spot than you

might think. “Someone understands,

if they pick up our jewelry and feel the

heft of the piece, and see the design,

the texture, [they see the diff erence],”

Mermaid necklace is 14-kt. gold filled and features aqua chalcedony, green amethyst and prehnite. $90. Egyptian earrings are also 14-kt. gold filled with a pink amethyst. $95. Lotus Jewelry Studio. 410.814.9833. www.lotusjewelrystudio.com CIRCLE #912

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Small Drops earrings are hand-cast in Maine and feature a nautical chart or map image of choice. Hand-cut and hand-placed. .925 sterling silver. About $150. CHART Metalworks. 207.221.6807. www.chartmetalworks.com CIRCLE #910

SELLING TIPS

Lauren Roskoph of Lau-

ren Gracia Jewelry off ers

three key tips to help educate

your customers when selling

handcraft ed jewelry:

1 Wear the jewelry. Make

sure the staff is wearing

the jewelry while they are on the

sales fl oor. Oft entimes, a cus-

tomer may not know how to wear

a piece, but if someone is wearing

it, the consumer will see what it

looks like on.

2 Sell the story. Make sure you

give the story behind the jew-

elry. Tell your customer about the

designer, who they are, and how

and where they work. You need to

sell the story, not just the jewelry.

3 Host a trunk show. Bring the

artist to your store. This way

the customers can meet the talent

behind the collection. The artist

can explain the design process

and show the customer the vari-

ous ways they can wear the jew-

elry, which will help boost sales.

With a trunk show, a customer

is sure to bring a friend, thus

potentially increasing your sales

for the day.

and help them under-

stand why a handmade

piece of jewelry is truly

unique and special — and why

some handcraft ed pieces cost

more than others. It’s easier on

the wallet to buy something at

a lower price point, but some-

thing that was actually made

by the artist and/or their

craft speople will be a unique

and special piece that they

will have forever.

“I believe there is

value in knowing

that the artist had his

hand on and created

that piece that is really not

like any other in the world,”

said Charlott e Leavitt , owner

and designer of CHART Metalworks.

“I certainly have a hard time buy-

ing a gift for an acquaintance that is

over $50, even $20. But when I am

shopping for myself and see some-

thing that I love, [something] that

is so unique and wonderful and not

made in China, that tells a story that I

believe in, I buy it,” said Mahler.

Keeping It LocalBuying a handcraft ed piece of

jewelry does not only carry the plus

that it was made by an artist; it also

helps support the economy of a local

community as well. “We’re not a fac-

tory pumping out pieces. We’re a small

local company, a Maine-based couple

who goes to work every day with their

dog and loves what they do. When

goods are bought from us, money is

reinvested locally,” said Leavitt .

So, for the gift retailer, investing in

handcraft ed jewelry lines presents a

winning combination: the ability to

off er customers unique items while

supporting other small businesses. •

Aquamarine Waterfallfiligree double wrap neck-lace features kiwi jasper, sage aqua and green mystic topaz on oxidized sterling silver filigree chain. $288. Avindy. 404.355.1165. www.avindy.com CIRCLE #915

Each hexagon in the Hexagon necklace is a copper shape that is traditionally used for enameling. Fabric is fused to each shape and trimmed by hand. $48. Webbedware. 212.731.9303. www.webbedware.etsy.com CIRCLE #913

continued Roskoph.

Granted, creating jewelry by hand

is an expensive way to create it, and

with material prices going up, it is get-

ting more expensive, but for one who

understands what goes into creating

a piece, the price tag will not matt er.

“Our rep went to a store in Boston and

she was fi xing the displays; a custom-

er came in and bought the necklace

[she was wearing] right off of her. [The

customer] knew what it means to buy

a handmade piece,” related Lauren

Roskoph. The store was at fi rst afraid

to take the risk, but aft er seeing the

customer’s reaction, took on the line.

Education Is KeyThe more you know about what

goes into creating a piece of jewelry,

the more your customers will be will-

ing to open up their wallets. “There

are so many similar products in the

market that a story behind it helps in

the process,” said Legenhausen.

Be sure to educate your customers


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gifts & decorative accessories | june 2011№ 96Circle #213

>fashion

WHO MADE IT?

Designers make it, but you

choose it. Made It! is a new

company that made its debut

at the Atlanta International

Gift & Home Furnishings

Market last winter. The idea

behind the company is to

help jewelry makers by giv-

ing them a way to sell their

pieces nationally. The twist

is that the consumer gets

to choose which designer’s

jewelry will be produced.

The company showcases the

designers’ work and, through

a voting system fueled by so-

cial media and national pub-

licity campaigns, the public

casts its vote for its favorite.

The top three are the ones that are chosen to be produced, and right now,

there are three jewelry makers whose pieces are available for sale. The next

vote is set for June, when six more artists will be profiled on the company’s

website (www.seewhomadeit.com).

Summer Rope necklace features a gold tone chain with blue, green and white beds. $40. Made It! 212.239.3892. www.seewhomadeit.com CIRCLE #917

Orbit belt is handmade from recycled ma-terials. All materials are recyclable. $64 with strap; $52 for buckle alone. 8 Petals. 866.526.7226. www.8petals.com CIRCLE #911

Mini Moons necklace is hand carved sterling silver with hand-knotted leather. $717 Lauren Gracia Jew-erly. 650.799.1923. www.laurengraciajewelry.com CIRCLE #916

Vermeil Field Flower posts are cast directly from plants. Vermeil is a solid gold layer over sterling silver. Available in 14-kt. or 18-kt. gold. $170. Mani Designs. 510.332.1649. www.manidesignsjewelry.com CIRCLE #914


SHOWROOMS:

Dallas: Portico Collection

Atlanta: Tango

Los Angeles: Stephen Young

Chicago: Casa Bella

Seattle: Barron Collection

Denver: Montage

Inspired& Enduring Artifacts...

Of love and meaning.Cherish the occasion, Or make one anew.Insignias, luminaries, giftables.

Beloved treasures, close at hand.

www.waxingpoetic.com • 877.724.5434 • [email protected] PoeticMODERN HEIRLOOM JEWELRY

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>fashion

Getting ready for a trip? These handy, easy-to-pack

items will keep customers organized and looking

stylish on their next excursion.

Travel in Style

bFinch ballet flat comes in 11 color combinations. Fold up into a travel pouch. $56. Sizes 6-13. BallaSox through Karen Alweil Studio. 213.746.5363. www.corsocomoshoes.com CIRCLE #908

cTravel Charms necklace on an 18” ball chain. $112. Dogeared. 310.846.4444. www.dogearedwholesale.com


aLovehearts compact cosmetic case is made of organic cotton, hemp and leather. $34.95. Apple & Bee. 917.400.8421.www.appleandbee.com CIRCLE #907

Circle #301

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Circle #322

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>fashion

A Patchwork tote is accessorized with the compa-ny’s signature logo hangtags and with leather ac-cents. $70. Vance Kitira. 800.646.6360. www.vancekitira.com CIRCLE #922

Whether you’re headed to the beach or the market,

every stylish woman on the go needs a roomy tote bag.

Toting Around

c Vintage sail cloth tote in navy. 14½”x13½”x7”. $165. Jamie Young Co. 888.671.5883. www.jamiey-oung.com CIRCLE #924

d Shibori blue beach bag. 17½”x9¾”x14½” $139. Cinda b. 877.692.4632. www.cindab.com


b Maryann tote bag is made of canvas and fea-tures nylon straps. $185. Rebecca Ray Designs. 440.893.9492. www.rebeccaraydesigns.com CIRCLE #923

gda1106FAToteBagsid 100 6/1/2011 5:25:16 PM

colorswomen love

pricesretailers adore

NEW FALLCOLLECTIONS

wholesale prices of Partay Collection shownfrom $3.50 to $14.50

See all our NEW Fall Collections at these upcoming shows in 2011:Dallas Total Home & Gift Market: Showroom 13880 | June 22-28•Dallas Market CenterAtlanta Gift Show: Bldg. 3, Floor 4 Booth #1505 | July 15 -19•AmericasMartAccessories the Show: Booth #1856 |July 31-August 2•Jacob Javitz Convention Center

*Coupon expires 6/30/11.

Receive a Free Jewelry Packwhen you place an order of at least $300Use coupon code GD611*

See our complete line/show schedule at www.pinkhouseimports.com | [email protected] | 888.355.6907

Untitled-1 1 5/27/2011 9:27:22 AM

Circle #282

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>fashion

A great piece of jewelry will add pizzazz to

any outfit. Offer shoppers a selection of show-

stoppers from necklaces to rings to bracelets.

c Montana agate brass cuff with a 14-kt. gold filled wire. $49. Peggy Li Creations. 415.350.7503. www.peggyli.com Circle #919CIRCLE #919 ALL PRICES RETAIL

a Chrysanthemum and agate statement rings. World Finds. 800.609.9303. www.worldfinds.comCIRCLE #920

Circle #230

Jewelry Statements

b Coral necklace fea-tures chalcedony, topaz and green amethyst. Part of the Simone Collection. $188. Anna Balkan. 678.592.4542. www.annabalkan.com CIRCLE #918

gda1106FAStatementsid 102 6/2/2011 10:00:55 AM

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Circle #268

Circle #329

Circle #211

www.kristine.com1-800-261-2351

What goes with peanut butter, is super yummy and irresistible to touch?

If we showed you, we’d have to kill you! (OK, we’d really just be knocked off .) LOL

You’ve known as the “FLAT WALLET QUEEN”.... Now..... REDISCOVER us as the “FASHIONISTAS” that we are!!!

Stop by to see what we’ve created to“KNOCK YOUR SOCKS OFF”!

Dallas-Cliff Price TM 1860Atlanta-Southern Link 1619 (Bldg 2)

Atlanta-Accessory Drawer 8W125A (Bldg 3)Philadelphia-Don-Mar

Columbus-Mark Williams

Chicago Temps-8-2001ANE MarketShow-Ivystone/Blue Birch

Minneapolis-Gift StreetSan Francisco-Cloughesy Co

Seattle-Kolibaba

Featuring all this fun in a city near you!


Untitled-1 1 5/20/2011 12:35:59 PM

Circle #303

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Circle #246

is all about expressing your customer’s individual style & personality. We sell a versatile assortment of customizable fashion

accessories that are trendy, yet affordable so there’s something for everyone. We do more than just enhance each

personal look, we transform style.

Visit us at to order online or call us at for our new Summer 2011 catalog.

Sowing the Seeds of Style

SugarAndVine.com

[email protected]

Change your Look. Transform your Style.

Untitled-1 1 5/31/2011 9:29:42 AM

Circle #323

For more information, please contact Penny Schneck, Online Sales Manager 336.605.1084 | [email protected]

Start Your OwnSocial Community

Y OO

Don’t get left behind. As the Gift Industry Leader we can help your company with a custom social media

strategy and turn-key program.

New to social networking? Lacking time and resources? We’ve got you covered!

Circle #253

Circle #324


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Bellacour Print shown in Hanging Organizer and Hot Iron CaseNew for Fall 2011, Bellacour (shown in Hanging Organizer and Hot Iron Case) is available in 20 sizes from wallet to overnight bag. SRP: $7.95 to $53.95

|888-334-3099


# circle #450

V I C T O R I A N H E A R T

Indigo Collection from Jody Coyote®

An all-new collection from Jody Coyote, Indigo boasts beautiful, exotically patterned shell, resin, and coral. Perfect with denim, the brilliant indigo and cobalt hues are accented by sterling silver.

|800-824-2374

@www.oakpatchgifts.com

# circle #453

O A K P A T C H

2 1 2 L L C

NEW Pave Bracelet – Lime GreenLooking for a NEW HOT LINE? No Minimum Re-Orders, Start today with a custom order its as simple as that!

|866-995-5010

@www.silverado-jewelry.com

# circle #452

New Aztec Floral ScarvesComes in 5 different colors and are one of the newest collections within their line of scarves. With over 150+ designs to choose from, you’re sure to find the right look at an attractive price.

|877-985-0405

@www.rcsgifts.com

# circle #454

R E D C A R P E T S T U D I O S

Faux Ostrich HandbagsNew faux ostrich handbags in black and brown are unique in texture and design. Roomy inside with multiple pockets, including side exterior pockets for cell phone or keys.Size 11.5" x 17" x 4.5"; SRP $48.00

|800-542-3139

@www.manualww.com

# circle #451

M A N U A L W O O D W O R K E R S & W E A V E R S

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C I N D A B U S A

Lingerie BagSomething mentionable for your unmentionables! Divided, drawstring bag keeps your undergarments neatly packed away from your clean clothes. Made in USA. SRP: $35 (giftboxed)

|877-692-4632

@www.cindab.com

# circle #457

Garden Lane CollectionCapture the beauty of a garden with G. Daniel’s collection of charming frames, pill boxes, and bottle stoppers.

|888-808-4001

@www.gdanielcollection.com

# circle #459

G D A N I E L

H A L I A J E W E L R Y

Halia™ NecklaceBeyond charming, this sterling silver necklace from Halia’s™ new jewelry collection was inspired by spring blooms.

|877-552-9723

@www.haliajewelry.com

# circle #455

H A L I A J E W E L R Y

Halia™ RingsBlack onyx and rose quartz checker cut rings are just one of many new designs in Halia’s™ new jewelry collection.

|877-552-9723

@www.haliajewelry.com

# circle #458

Sassy ScarvesAccessorize an outfit with one of our Sassy Scarves! Selection includes a variety of colors and patterns, textures and fabrics. SRP $19.00

|800-542-3139

@www.manualww.com

# circle #456


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K A L E I D O S C O P E A C C E S S O R I E S

EMUNE12204TLBR - Necklace Earring Set Spend wisely, wear wildly Kaleidoscope fashion jewelry, handbags and accessories. Available exclusively at The Butler Group, AmericasMart, Building 2, Suite 1212 and on our website. PROMO CODE: SPARKLE

|404-223-5031

@www.kaleidoscopeaccessories.com

# circle #463

i•strong Bracelets & NecklacesThese bracelets and necklaces work with your body’s energy system and helps to regulate & balance the flow of energy throughout your body. A 20" necklace and bracelet in both a junior and regular size are all available in 10 color combinations.

|877-985-0405

@www.rcsgifts.com

# circle #462


Bangles & CuffsVersatile selection of bangles and cuffs in silver and gold tones in an array of distinctive designs. Single bangles/cuffs available as well as coordinating sets. SRP $8.00-9.00

|800-542-3139

@www.manualww.com

# circle #460


The Triple Threat!Cream and Russet Lace Bowler. Stunning and on trend for fall!

|866-MAD-2247

@www.mad-style.com

# circle #461

M A D S T Y L E – F U R I O U S F A S H I O N !

C I N D A B U S A

Vertical CosmeticThis beauty stands upright on your counter – perfect for full size shampoos and lotions. Made in USA. SRP: $59

|877-692-4632

@www.cindab.com

# circle #464

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Winter Romance CollectionThis Winter Romance collection, in captivating shades of grey, rose and blue, introduces exciting new leather jewelry and scarves. SRP: $3.00-$40.00

|888-355-6907

@www.pinkhouseimports.com

# circle #469

P I N K H O U S E I M P O R T S

The Couture EleganceMad Style has evening bags and day bags for every occasion!

|866-MAD-2247

@www.mad-style.com

# circle #468

M A D S T Y L E – F U R I O U S F A S H I O N !

Faith Crystal PendantFaith persists. A unique handcrafted cross of brass gently hugs a dazzling crystal to create a luminous and lovely statement. Also available in sterling silver.

|877-724-5434

@www.waxingpoetic.com

# circle #467

W A X I N G P O E T I C

S U G A R & V I N E

EarringsTransform your style with these smart earrings, choose different pendants everyday to suit your mood!SRP: Earrings $8.00, Pendants $8.00

| 212-290-7699

@www.sugarandvine.com

# circle #466

Yoga BagYoga Bag is roomy enough to hold a mat, a towel, and change of clothes. Made in USA. SRP: $79

|877-692-4632

@www.cindab.com

# circle #465

C I N D A B U S A

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Hippie Bags & JacketHippie bags were a tremendous success at RCS this spring. Expanding on the popularity, a new hoodie jacket, scarves and more bags have been added to the collection.

|877-985-0405

@www.rcsgifts.com

# circle #471


G R A N D M O T H E R ’ S B U T T O N S

Vintage Display PiecesGrandmother’s Buttons offers many vintage display pieces to enhance sales for their eclectic jewelry made with antique buttons and vintage glass.

|800-580-6941

@www.grandmothersbuttons.com

# circle #473

Par•tay Collection“Par•tay” ‘til you drop this season with this vibrant line in Sari, Turquoise and Kalahari. Coordinates with new leathers and accessories. SRP: $3.00-$40.00

|888-355-6907

@www.pinkhouseimports.com

# circle #470

P I N K H O U S E I M P O R T S

Sassy ShoesPamper your feet with our new Sassy Shoes! Take-along flats include a small bag for storage, which can be turned inside out for a larger tote. Sizes Small, Medium, Large. SRP $24.00

|800-542-3139

@www.manualww.com

# circle #474


Belted Leopard HandbagExude style and confidence carrying our exotic leopard print handbag with fashionable black belted accents. Size 15.75" x 13" x 6" SRP $70.00

|800-542-3139

@www.manualww.com

# circle #472


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S U G A R & V I N E

Stretch BraceletsAdd your special charm to these trendy stretch bracelets, each comes with a heart dangler. Available in 10 styles.SRP: $8.00-10.00 plus round pendant $8.00 each

| 212-290-7699


# circle #476

S U G A R & V I N E

KeyringsAdd a personal touch with our letter and charms to these chic yet practical keyrings. Available 7 styles. SRP: $10.00 plus $3.00-$6.00 per Letter or Charm

| 212-290-7699


# circle #479

Seersucker Tote BagsThe perfect accessory or gift for any event! Available in 8 different colors to match everything from Mint®.

|800-344-7242

@www.ohmint.com

# circle #478

M I N T

Seersucker Baby Boxers & Diaper CoversSee Mint’s entire seersucker collection for more matching items to complete a great gift set for mom or baby!

|800-344-7242

@www.ohmint.com

# circle #477

M I N T

Hiccup – 30 and Flirty“Party On” with Hiccup from H2Z. New Shot Glasses for all occasions that are a unique combination of glamorous glassware and flirtatious girls… Let the party begin! Suggested Retail $18.00

|888-762–4457

@www.paviliongift.com / www.h2-z.com

# circle #475

P A V I L I O N G I F T

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S N O O Z I E S ! S N O O Z I E S !

Large LeopardAnimal prints are still hot and snoozies!® fall purple leopard foot coverings are right on! Who says a leopard can’t change his spots? Sizes S-XL womens. MSRP $12.99Machine washable and non skid soles.

| 252-991-3373

@www.snoozies.com

# circle #480

S N O O Z I E S !

Slumber Sleeper Socksnoozies!® slumber sleepers™ socks are the softest you'll ever find with shea butter infused in every pair! Non skid soles, 6 yummy fall colors. Women’s — MSRP $10.00

| 252-991-3373

@www.snoozies.com

# circle #483

Paws Multi ColorAn all time favorite print, snoozies!® adds a colorful twist on its fall comfy and cozy dog paws foot coverings. Sizes S-XL womens. MSRP $12.99. Machine washable and non skid soles.

| 252-991-3373

@www.snoozies.com

# circle #481

Soccer Print The kids will love these new fall snoozies!® soccer print foot coverings in 6 neon colors. Kids sizes 9/10 to 2/3, non skid soles and machine washable too. MSRP $10.99

| 252-991-3373

@www.snoozies.com

# circle #482

Pink Ribbon Collectionsnoozies!® makes it easy to help support Breast Cancer research with 4 print and color combos in their cozy and warm foot coverings. A percentage of every pair donated to Breast Cancer research. Sizes S-XL womens. MSRP $12.99

| 252-991-3373

@www.snoozies.com

# circle #484

S N O O Z I E S !

S N O O Z I E S !

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Brass Ball BraceletThis piece shines alone. Or, create your own look by adding your favorite Waxing Poetic charms with our Charm Clips (sold separately).

|877-724-5434


# circle #487



Laurel Patch shown in HipsterLaurel (shown in Hipster) is available in 20 sizes from wallet to overnight bag. SRP: $7.95 to $59.95

|888-334-3099


# circle #489


Camden Print shown in SarahCamden (shown in Sarah) is available in 20 sizes from wallet to overnight bag. SRP: $7.95 to $53.95

|888-334-3099


# circle #486

Jewelry Scarves Beautiful new designs now available. SRP: From $14.95

|952-938-3455

@www.thegoodbead.com

# circle #485

T H E G O O D B E A D

Brass Ball BraceletVoyager Insignia CharmEach initial is cast in antiqued brass and cushioned by a framework of sterling silver to create mixed metal magic! Pair with one of our signature chains.

|877-724-5434


# circle #488


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SPOTLIGHTA Special Advertising Section for Gifts & Decorative Accessories

Enjoy LightingEnjoy Lighting Flameless Candles

Experience the ambiance of candlelight without the fi re risk. Flameless candles by Enjoy Lighting® provide the most realistic fl icker. Visit us on

Facebook and Twitter. www.EnjoyLighting.com; 626-969-1200# circle #350

Spin ShadesSpin Shades signature night lights feature 300 beautiful shade designs

that turn simply from the warmth of the light! Still under a $15 retail. Many new offerings and custom shades with only a 50 piece min.

Great specials on now! www.spinshades.com; 800-456-7511# circle #355

Oak Patch GiftsLaid Back’s® Vintage Dude Collection receives an update with

milestone designs. This collection of caps, mugs, fl asks, and tankards feature whisky label inspired artwork that has a classic, timeless appeal.

They make perfect gifts for any Vintage Dude who has been aged to perfection! www.oakpatchgifts.com; 800-824-2374

# circle #354

Munro GiftsMagical Guardian Purse Holders – Display your purse in style with the

Magical Guardian Purse Holders from the Magical Moments Collection by Munro Gifts. Six Designs inspired by art from Amy Brown, Jessica

Galbreth and Nene Thomas. www.munrogifts.com; 800-922-7716# circle #353

Glory HausIntroducing our brand new Collegiate Football Burlees! These are

perfect as front door hangers, wall hangings, or tailgate decor. Find more schools and collegiate products on our website.

www.GloryHaus.com; 866-953-1762# circle #351


Malden International DesignsTwo-Tone Silver Metal Castle CollageHolds 10 favorite photos. Retail $21.99

www.malden.com; 800-426-3578# circle #352

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Circle #331

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>candles

The Scentilizer uses essential oils to produce scented water vapor. Comes in lantern, mist whistler, angel, cenit, rainbow, donut and vulcan (shown) shapes. Serene House. 866.2.87519681. www.serene-house.com CIRCLE #801

Gentle light and glowing colors are as key to candles as aroma and

packaging. Now a diffuser offers all of the above.

Atmosphere-ic

Designed by Danish designer Carsten Jorgensen.

Built in speaker plays a stream of pre-programmed music or connects to an MP3, MP4 or CD player.

CIRCLE #316

gda1106CandleOpenerid 119 6/1/2011 12:44:33 PM

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>candles

White or off-white and gold packaging says luxury

without any heaviness; mid-tone accents add a

delicate yet grown-up touch.

Gilded Age

c Trump Home licensed candles and diffusers come in eight scents. $44-$54. Aquiesse. 800.599.2937. www.aquiesse.com. CIRCLE 808

D Celebrity-designed soy candles come in Atlasand two other scents. $38.50. Baroness Monica von Neumann. 323.655.1008. www.baronessmonicavonneumann.com

CIRCLE #807ALL PRICES RETAIL

b Candela in Bianca scent features notes of green tea, lemon and sugar. 10.6 oz. Burns for 60 hours. $38. Tocca. 866.325.7122. www.tocca.comCIRCLE #806

M O R E O N T R E N D

a Maison Blanc candle in Saijo Persimmon fragrance is made with coconut wax. 12 oz. Voluspa Candles. 949.470.0825. www.voluspacandles.comCIRCLE #805

*

gda1106CandleGoldid 120 6/1/2011 7:50:44 PM

They’ll never face this decorating dilemma with Kringle Candles.Intensely-fragranced and always in pure, beautiful go-anywhere white, Kringle Candles fit any décor.

Join the better independent retailers nationwide who’ve already seen the light.

KRINGLE CANDLE COMPANY TM

TMKringle Candle Companywww.kringlecandle.com

B U R N I N G Q U E S T I O N S

Do your customers ever say this?“I’ve always loved{fragrance name here}but the problem is{color name here}doesn’t look good in my{room name here}.”

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Circle #261

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>candles

B A candle vendor since 1643, Cire Trudon uses a proprietary vegetable wax blend. Cire Trudon. 011. 01.53.10.41.85. www.ciretrudon.comCIRCLE #811

AReine de la Nuit (Queen of the Night) is Rigaud's latest scent. Rigaud dist. by Dollars & Scents LLC. 718.591.8744. www.bougies-rigaud.comCIRCLE #809

Circle #221

DBibliotheque scent contains notes of vanilla, sugar, caramel, spices, musk and tonka. 16 oz. The Tobi Tobin Candle Collection. 310.289.0951. www.TobiTobinDesign.comCIRCLE #812 ALL PRICES RETAIL

CThe 34 Boulevard St. Germain col-lection is named after the birthplace of the line. $80. Diptyque. 212.684.3140. www.diptyqueparis.comCIRCLE #810

Candles & Accessories for every

Season & OccasionCrystal, Votive & Holders, Floating Candles & Bowls,

Wedding, Highly Collectible Commemorative Ornaments,

Mats Jonasson Royal Swedish Crystalddd

Serving Your Business for Over 55 Years

Call now to order, or for a Catalog: 1.800.446.8150

See us at these Gift Shows: Minneapolis, Seattle, Dallas, L.A.,

Atlanta, Chicago, Pittsburgh, New York, Boston & Denver

Whether you carry well-known French brands or

newcomers who evoke those associations, a touch of

French in your candle selection says fine fragrance,

fashion and luxury.

FrenchConnection

gda1106CandleFrenchid 122 5/27/2011 4:10:12 PM

flameless candle collectioncandle impressions®

r ealistic | economical | convenient

flameless candles for every area in your home

www.candleimpressions.net | [email protected] | 877.779.5542 x242

Featuring

5-HOUR

TIMER

Shows/Showrooms ATLANTA Candle Impressions Building #2 Showroom # 1421 Link Lifestyle Building # 2 , Showroom # 1417

DALLAS Thomas & Moore Dallas Trade Mart Showroom # 2953

PHILADELPHIA Van & Company Booth # 1427

CHICAGO and! Sales Merchandise Mart Showroom # 14-109

MINNEAPOLIS Johnson Waters Marketing Minneapolis Gift Mart Showroom # 261

SEATTLE DGA Trendsetters Pacific Market Center Showroom # 144

COLUMBUS McGowan Ltd Columbus Marketplace

NEW!Showroom

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Circle #227

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Circle #254

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Circle #241

Atlanta Gift Mart Showroom 1308A & New York Gift Fair Booth 7115

Premium wax

Self-trimming wicks

Superior burn qualities

Solid color consistent throughout

Smokeless, dripless & long-burning

Only 98¢ per Taper at wholesale!

Premium Quality Tapers, Candles & Accessories

For a complete catalog call 1-800-836-8797 • www.NorthernLightsCandlesWholesale.com

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Circle #278

Untitled-1 1 4/20/2011 8:54:44 AM

Circle #308

Circle #321

Circle #249

Spirit Concepts, Inc.---Visit us in Atlanta

Davis Marketing Group - Bldg. 1330A & 1361B

Fully assembled with lights & custom colors available.

Handcrafted columns, pedestals, cash wraps, wall-units, and entertainment centers. Stock sizes or custom built to your design.

2


set your candlesales ablaze

Introducing Boutique by RootRoot Candles’ exciting new line of designer packaging gives you the colors, scents and sizes your

customers desire in an elegant new displayable system made to set your sales ablaze. Call 1-800-BUY-ROOT or visit our website at www.RootCandles.com to learn more.

Simple, Clean, Supremely Root. Give us a call today.

Untitled-1 1 5/27/2011 2:12:14 PM

Circle #292

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THE GIFT Wax Pottery® VesselEmbellished with gold, richly fragranced with exotic notes of frankincense and myrrh, a perfect gift for holiday. Order quickly, limited availability for Holiday 2011.

|877-823-5138

@www.habershamcandle.com

# circle #492

H A B E R S H A M C A N D L E C O M P A N Y



Harvest Pumpkin Candles Complement your harvest decor with sculpted pumpkin candles. Light one and your home will smell like fresh baked pie!

|877-823-5138


# circle #491

H E A R T H & H O M E T R A D I T I O N S L T D . ® , T H E O R I G I N A L C A K E C A N D L E C O M P A N Y ®

Scent-A-Buns®

Our Scent-A-Buns® are hand-rolled like real cinnamon rolls. They fill any room with the fragrance of fresh baked cinnamon rolls.

|888-444-2253

@www.cakecandle.com

# circle #494


Cinnamon Roll Bunt Delight®

Bunt Delights® are the size of real Bundt® cakes. Made in the U.S.A. and available in over 15 fragrances.

|888-444-2253

@www.cakecandle.com

# circle #490


Experience the Difference with our Glamour Faux Flame PerfumerPremiering at June Markets

|866-895-3726


# circle #493

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Ruby Red PunchAbundant berry and grape notes marry beautifully with a touch of citrus and sweetness. Ruby Red Bunch is instantly reminiscent of lazy, shady summer picnics.

|888-957-4645

@www.kringlecandle.com

# circle #497

K R I N G L E C A N D L E C O M P A N Y

BeachsideA harmonious union of cocoa butter, salt spray and sun-kissed ozone notes, Beachside will instantly evoke fond memories of warm sand and crashing waves.

|888-957-4645


# circle #498



Gingerbread Cake Candle™

Hand frosted in the U.S.A. The Original Cake Candles™ are available in over 25 fragrances. Only $75 for opening orders.

|888-444-2253

@www.cakecandle.com

# circle #499

C A N D L E W A R M E R S

New! Illumination Fragrance Warmers™

Designed to warm scented oils and wax creating the glow and ambiance of a burning candle, releasing the candle’s fragrance.

|800-262-2305

@www.candlewarmers.com

# circle #495

C A N D L E I M P R E S S I O N S

Mini Melted Flameless Wax Pillars3 piece set – 2", 3", and 4" height candles with melted top and drip design, looks natural and beautiful in any room. Patented realistic wick design, up to 120 hours battery run time, batteries included, unscented. $15.00 retail.

|888-867-6095

@www.candleimpressions.net

# circle #496

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Ambrosial LuminaryNew!!! Available in 5 irresistible fragrances.6.5oz all natural pure soy wax blend and lead free cotton wick. Made in the US.

|877-724-5434


# circle #504


Ave Maria LuminaryNew!!! Available in 5 irresistible fragrances. 6.5oz all natural pure soy wax blend and lead free cotton wick. Made in the US.

|877-724-5434


# circle #503


TangerineZesty, bright and outstandingly realistic, our Tangerine is the perfect representation of this most luscious small citrus fruit.

|888-957-4645


# circle #501


SplashAbsolutely refreshing, the high citrus notes and bracing, bold, watery coolness of Splash awakens and invigorates the senses.

|888-957-4645


# circle #500


MangoWe’ve captured the true essence of this wondrous tropical fruit; Mango’s green top notes blend with a hint of citrus followed by lush honeyed-pear succulence.

|888-957-4645


# circle #502


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Root Legacy IndulgencesNew for Fall, our Indulgences fragrances have strong appetite appeal & encourage off-shelf display: Peppermint Bark, Honey Buttered Croissant, Gingerbread Hot Cocoa & Maple Sugar Candy.

|800-BUY-ROOT


# circle #508

New ArborRidge Colors from Root CandlesThree extraordinary colors added to our ArborRidge unscented beeswax blend pillars, bringing the beauty of nature indoors: Dark green, Mandarin & Autumn.

|800-BUY-ROOT


# circle #507


Crimson FestivalInspired by tradition and nostalgia, Crimson Festival evokes fond memories of Christmas festivities with warm notes of cinnamon and nutmeg blended with apple, chestnut, vanilla and brown sugar.

|800-394-4225

@www.colonialcandle.com

# circle #509

C O L O N I A L C A N D L E



New! Tin Punched CollectionWarm scented candles, oil and wax creating a cozy glow of country living with antique finishes and charming country patterns.

|800-262-2305


# circle #506


New! Holiday Collection Illumination Fragrance Warmers™

Holiday designs, warm scented oils and wax creating the glow and ambiance of a burning candle, releasing holiday cheer.

|800-262-2305


# circle #505

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M I L K H O U S E C A N D L E C R E A M E R Y

Milkhouse Candle CreameryAmerican-made earthenware crock will live again as your favorite cooking vessel when the candle is gone! Recipe included!Retail $44.

|641-832-2516

@www.milkhousecandles.com

# circle #511

Milkhouse Candle CreameryAmerican farm-grown soy wax is infused with pure beeswax in this fabulous reusable glass mug candle. Engraved lid included. Retail $17.

|641-832-2516


# circle #513



Milkhouse Candle CreameryYears of reuse await! 100% American made pint crock soy and beeswax candle with engraved wooden lid. Retail $22

|641-832-2516


# circle #512



Decorative Glass Jar Flameless Candle SetWax flameless candles, enclosed in beautiful amber colored decorative glass jars. Three assorted designs with 5 hour timer. Patented realistic wick design. Up to 500 hours of battery run time. Vanilla fragrance. 4" H. $29.50 retail.

|888-867-6095


# circle #510

L A - T E E - D A !

AromaLume Fragrance GeneratorYou won’t believe your nose! The new AromaLume Fragrance Generator produces pure scent essence without flame of heat.

|800-246-1826

@www.ltdfragrance.com

# circle #514

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Milkhouse Candle CreameryNostalgic milk bottle with soy and beeswax candle inside! Made in America with American-grown products! Retail $11.50

|641-832-2516


# circle #518



Boutique® Packaging from Root CandlesNEW! Perfect for new retail environments. Available in our best selling styles, colors & fragrances. Root’s new Boutique line is beautifully packaged to increase sales.

|800-BUY-ROOT


# circle #517


Solid Solutions® Deep Moisturizing Lotion DiscNaturally good for your skin, our lotion is made from sustainable soy and comes gift packaged in an eco-friendly box. Great to burn or display.

|877-823-5138


# circle #515


Experience the Difference with our Prestige Collection, 22oz., 11oz. and 3.4oz. jarsAll of our hand poured candles are made with superior fragrances and topped with our signature leopard print lids. Embrace Life. Embrace Fragrance. Embrace Luxury.

|866-895-3726


# circle #516


Experience the Difference with our Luxury Hand Wash and Luxury Hand LotionRenew, Repair, Replenish. Created by & for those who never want to show their age through their hands!

|866-895-3726


# circle #519

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Tuscan Honey

OrientalSpice

Camille

MIDNIGHTMONARCH

PassionPear

No. 25

FrenchVanilla

MangoBeach

MORELIAMONARCH

®

Share Your Camille with someone special!1-800-433-0060 www.camillebeckman.com

Untitled-1 1 5/20/2011 9:13:13 AM

Circle #226

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>bath&body

Handmade from only edible ingredi-ents with no fillers.

Worker B supports and works closely with local beekeepers who pro-vide the company with beeswax and raw honey ingredients.

Unusual offerings such as Rescue Putty and Propolizer join more traditional lotion bar, lip balm, treatment stick, all-purpose balm and cream. $6.75-$18. Worker B. 612.804.4781. www.worker-b.com CIRCLE #804

What sets gift bath offerings apart from drugstore brands is great

looks and scents, niche functionality and, often, natural content.

Form and Function

CIRCLE #316

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>bath&body

In few categories is the competition between specialty

gift retailers and the mass market so clear cut as in

bath and body products. BY MEREDITH SCHWARTZ

Special(ty)Soap

Sample, Sample, SampleNothing sells a personal care

product like a fi rst-hand (cream)

experience.

1) Place sample items for cus-

tomers to test in front of purchas-

able product. “Our soaps sell the

best when tester samples are in-

cluded as part of the display, so our

customers can sample and sniff

each scent,’ says Meryl Gabeler,

co-founder of Anjolie Ayurveda.

Prominent labeling will help keep

people from messing up

packaged goods to take

a whiff . But that’s only

the beginning.

2) Everyone who

has tried a pump of

something sweet-smelling in the

ladies’ room at a tradeshow knows

that putt ing your merchandise in

your “facilities” can drive sales, as

well as being the kind of luxuri-

ous detail that makes your store a

delightful place to visit from start

to (pit) stop.

3) Consider partnering

with a non-competing busi-

ness, such as a restaurant,

that att racts a similar cus-

tomer to put hand wash and

lotion in their restroom too,

with a sign that says “compli-

ments of [your store name].”

4) If your vendor makes a

sample size, consider using

them as a bag-stuff er or gift

with purchase.

5) Many vendors will

contribute a free sample with

each order, but if not, consider it a

cost of doing business, and build it

into the markup.

Judge Bath by its CoverOne of the major advantages of

specialty gift bath and body lines

over their drugstore cousins is

looks. This is, of course, particu-

larly important in gift giving, but

it is also increasingly important

in self-purchase, particularly

for products that are going to be

visible in today’s larger and more

luxurious bathrooms. That means

one eff ective way to merchandise

personal care products is to sell

them the way you’d sell any other

piece of home decor: in vignett es.

If you have room and budget to

COMBINE SIGNS, HANGTAGS, HAND-

OUTS OR QR CODES WITH AN EDUCATED

STAFF THAT CAN ANSWER QUESTIONS.

DRUGSTORES AND SUPERMARKETS HAVE WHOLE AISLES

DEVOTED TO THESE CATEGORIES, NOT TO MENTION THE

BIG BOXES. HERE ARE SOME ESSENTIALS — PUN INTEND-

ED — FOR MAKING SURE YOUR CUSTOMERS REALIZE JUST

HOW SPECIAL YOUR OFFERINGS ARE.

SAMPLE SALE

It may sound crazy to charge for

samples, but Gifts & Decorative Ac-

cessories’ sister publication New

Beauty does just that. The “TestTube”

containing a variety of samples from

high end beauty brands sold out over

half a million dollars’ worth in less

than half an hour on QVC, and

more than half of buyers signed

up to have more samples auto-

matically shipped to them in

future.

2 Herbal aromatherapy pump spray mist can be used in air or on linens. Available in sinus blend, tension headache relief and a lemon version. 4 oz. $15. Clear My Head Ltd. 937.847.2222. www.clearmyhead.com

CIRCLE #834ALL PRICES RETAIL

1MacVoil includes Virgin Macadamia, Argan and Cypress oils for hair, skin and nails. Non-greasy. 4 oz. $35. MacVoil. 800.622.1330. www.macvoil.com CIRCLE #833

gda1106BathFeatureid 138 6/1/2011 6:02:54 PM

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6 Scented lining paper is from the Laundry collection. Six sheets; $20. Millefiori USA. 954.920.8009. www.MillefioriMilano.com


4 Honeysuckle Blood Orange Custard Body Cream is half aloe gel and half shea butter. 7 oz. $26. FarmHouse Fresh. 888.773.9626. www.farm-housefreshgoods.com

CIRCLE #836

5 Blue Chamomile Foot Care Collection is made with natural and organic plant in-gredients. $8.50-$25. Mistral. 858.847.6283. www.mistralsoap.com. CIRCLE #837

3 Two-soap gift box is made with herbs, es-sential oils and glycerin. Sustainably farmed; Fair Trade. Anjolie Ayurveda. 914.478.8825. www.anjolienyc.com. CIRCLE #835

create a lovely vanity

and merchandise it

with fi ne linens and

potpourri, go for it. If

not, consider investing

in good photography

and lighting to suggest the

same eff ect.

Educate Staff, ShoppersEnvironmentally friendly

claims are a large and still-

growing part of the gift bath and

body market, and one of the prime

diff erentiators between our off erings

and the chemical-laden mass market

brands. Functional, and especially

anti-aging, claims are another strong

selling point. However the vocabulary

of things they don’t have (such as para-

bens) and do (like antioxidants) can be

long and confusing. Ask vendors for

educational materials or make your

own to distribute.

“A prominent display in addition to

our Anjolie postcard handouts are the

best way for our customers to under-

stand our products,” says Gabeler.

For best results, combine point-

of-purchase information on signs,

hangtags, handouts or QR codes with

an educated staff that can answer

questions and provide a human touch.

gda1106BathFeatureid 139 6/1/2011 6:03:13 PM

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>bath&body

Circle #283

POO~POURRITM

You may even want to bring someone in from the vendor to

do a training with the staff .

Make Up an EventMakeovers are popular with a woman on her own; a pair of

girlfriends, sisters, or mother-daughter; or a group girls’ for

a night out. Hosting a free makeover event is like sampling

on steroids — it can bring new customers into the store as

well as gett ing existing ones to try products, and feel grate-

ful for the privilege. (Especially if you off er aft er-hours pri-

vate gatherings.)

You may be able

to partner with

a local salon for

free or reduced

price services,

since they get a chance to promote to your customer list.

Balance Staples with SurprisesOne of the advantages of selling bath and body products

is that someone who gets hooked,will use up the products

and come back for more. It’s important, therefore, to com-

mit to bestselling lines and make sure you’ve always got

essentials in stock. However, like any section, you still need

to keep things fresh. Season-specifi c supplements are one

way to accomplish that, whether its fl ip-fl op-ready foot care

for summer or chap-chasing winter balms. Products for

underserved niches such as kids or men are another, even

if women are still mostly doing the buying. •

HOSTING A MAKEOVER EVENT

CAN BRING NEW CUSTOMERS INTO

THE STORE AS WELL AS GETTING

THEM TO TRY YOUR PRODUCTS.

7 Handmade, natural Butter All Over contains coconut, avocado and passion fruit oils. Lemon honey scent. 3-10 oz., $20-$42. Rica Bath & Body. 718.309.1305. www.ricabody.comCIRCLE #839

gda1106BathFeatureid 140 6/2/2011 10:03:17 AM

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Natural and organic ingredients, eco-friendly manufacturing

and packaging are gentle on the earth, self and home.

EarthlyDelights

a Soaps are handmade with olive oil, shea but-ter and soybean oil; wrapped in hand-made paper. Bare Kiss Skincare. 4-5 oz. $11.95. 505-984-9120. www.barekissskin-care.comCIRCLE #813

c Organic Salt Scrub in Rest scent features sweet almond and calendula-infused olive oils and more. Sustainable Worth. 509.997.2246. www.sustainableworth.comCIRCLE #815

d Earth's Berries Soap Nuts are an eco-friendly and hypo-allergenic way to do laundry and cleaning. Earth's Berries Ltd. 705.443.9786. www.earthsberriesoapnuts.com CIRCLE #816 ALL PRICES RETAIL

b Organic natural skin care is suitable for those customers with sensitive skin, psoriasis, eczema, rosacia and sensitivi-ties. Australian Scent. 347.583.8578. www.australianscent.comCIRCLE #814

M O R E O N T R E N D*

>bath&body

gda1106BathEarthid 141 6/1/2011 7:51:07 PM

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C A M I L L E B E C K M A N

NEW Deluxe Pre-PackCamille Beckman No. 25 in the NEW Deluxe Pre-Pack. The wholesale cost of the Pre-Pack is $343.42 while the MSRP value is $800.70.

|800-433-0060

@www.camillebeckman.com

# circle #523


NEW Small Pre-PackThe NEW Small Pre-Pack in Midnight Monarch by Camille Beckman. The wholesale cost of the Pre-Pack is $281.74 while the MSRP value is $646.95.

|800-433-0060


# circle #520


Midnight MonarchDaring new fragrance with top notes of Jasmine Tea & Bergamot, heart notes of Orange Orchid Nectar & Damask Rose and base notes of Midnight Patchouli & Vanilla Amber. $7.25-$10.50

|800-433-0060


# circle #522

P O O ~ P O U R R I

Poo~Pourri OriginalSpritz the bowl before you go and no one else will ever know! The Preemptive Bathroom Scent made with Lemongrass, Bergamot and Grapefruit Essential Oils creates a barrier to bathroom odors. SRP: $5.00-$7.50

|972-818-8200

@www.poopourri.com

# circle #521

M I N T

Minky Towel Wraps Super soft minky fabric, available in four sizes and an assortment of colors. Match it with our other fun items!

|800-344-7242

@www.ohmint.com

# circle #524

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>stationery

For the next generation of stationery customer, Color in Clocks are letterpress printed on 100% recycled white chipboard. 8" diameter. Clock mechanism takes two AA batteries. 9SpotMonk. 201.795.1668. www.9spotmonk.comCIRCLE #950

It's time to show customers that today’s stationery is still relevant

and fun — even in this tech age. Paper makes the message special.

Fun Time

Each clock comes with three non-toxic crayons so that kids can color it to make it their own.

Clocks are available in four different designs: cupcakes, robot, butter-flies and trains.

CIRCLE #316

gda1106STAopenerid 143 5/27/2011 3:23:54 PM

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>stationery

Make sure your giftwrap mix is not all florals and

sweetness. To include designs with a masculine

flavor, look for nostalgic imagery, whimsy, sporting

motifs and more subtle colorways.

For the Boys

c Fancy Mustache giftwrap comes in a package of two 20”x30” sheets for $3.95. Accoutrements. 800.886.2221.www.accoutrements.com CIRCLE #975

d Pirate ship themed paper is printed on FSC certified 100% post-consumer waste recycled paper with vegetable-based inks and processed chlorine-free. 22”x34”. $3.50/sheet;$7/roll of two. Kate & Birdie Paper Co. 866.320.5390. www.kateandbirdie.com


b Sports ball themed collection of gift bags in football, soccer ball or baseball styles are available in small to large sizes. $2.75-$4.75. The Gift Wrap Company. 800.443.4429. www.giftwrapcompany.com CIRCLE #974

A Ancient Airships float on a gray background. 100% recycled cotton paper. 21”x29” sheet, about $4.50. Midori. 800.659.3049. www.midoriribbon.com CIRCLE #973

gda1106STAgiftwrap 144 6/1/2011 7:55:19 PM

Increase Your Profits With Pumpernickel’s Fine Art Cards

And Boxed Christmas!

#1 Sell-through in stores!

Choose from over 150 Designs and

New Willow Tree cards.

New Furniture Finish Wood Merchandisers in 6 Choices.

Printed in the USA on Recycled Paper

Retailers are loving the margins they can get with Pumpernickel’s unique embossed greetings cards. They also love the fact that customers keep coming back for more. Come see us at all the summer shows and get your free samples. See and feel what the buzz is all about. See web for show listings - www.pumpernickelpress.com.

PumpernickelOPress®

gallery quality embossed greetings

888-760-9012Atlanta Showroom • Building 2, 1329B

www.pumpernickelpress.com

Wholesale Ordering Now Available On Our Website!

Full color printing inside and out with over 400 selections available in

Birthday and Everyday Occasions.

Untitled-1 1 5/18/2011 10:24:17 AM

Circle #287

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>stationery

A This 5”x7” greeting card says: “Thinking of you as you recover from your cancer treatment.” $3. Greenbug Studio. 415.246.5854. http://www.greet-ingcarduniverse.com/daidaisstudioCIRCLE #952

Cranes and other wading birds stand tall and calm as

elegant symbols of hope, healing and good fortune.

Peace and Tranquility

c Cocktail napkin features an origami crane motif. 5”x5”. $4.99/20. Madison Park Greetings. 800.638.9622. www.madisonparkgroup.comCIRCLE #953

d Card by artist Jim Brandenburg comes blank or greeted for Sympathy. 5"x7". $3.95. Artists to Watch. 800.945.5454. www.artiststowatch.com


b Blue Heron correspondence card is hand-engraved and printed in a metallic blue ink. $34/box of 25 with lined envelopes. Crane & Co. 800.268.2281. www.crane.comCIRCLE #954

gda1106STAcranesid 146 6/1/2011 8:07:21 PM


New cookbooks fromNational Bestselling Publisher

Gooseberry Patch!

Check us out at the following shows: We also have representation in these permanent gift markets:

ColumbusGennari & Co.DallasRon Bauman & Associates

DenverJubilations

Los AngelesThe Newcombs

homestyle recipes and have an affordable retail price point your customers will love.

Always low-minimum case packs and never a minimum dollar amount for purchases.

Loads of display options available, plus tools to help drive sales!Want a FREE catalog?

Phone: 1 877 854 7400 Fax: 614 923 7790 Email:[email protected]/wholesale

MinneapolisMarkwest, Inc.SeattleNorth Bay Marketing

Atlanta International Gift Market

Purchasing Power Plus Atlanta Event

Chicago Gift Market

Orgill Fall Market

Mid-States Distributing

True Value Fall Market

Do It Best Hardware Fall Market

Ace Hardware Fall Market

Circle #247


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>stationery

c Ugly Doll School Planner comes with two sticker sheets. 88 pages. $16.99. Chronicle Books. 800.759.0190. www.chroniclebooks.com CIRCLE #973

d Time.mine student planner has a 17 month calendar. $13.99. DotMine Dayplanners. 877.722.2264. www.timemine.comCIRCLE #975

ALL PRICES RETAIL

b Daily Planner is an 18-month orga-nizer. Includes monthly overview. $10. Room It Up Stationery by Capri Designs. 877.218.2324. www.capridesigns.comCIRCLE #972


a School Days - My School Journal is printed in the U.S.A. on recycled paper with soy ink. 200 pages. $19.95. Journals Unlimited. 800.897.8528.www.journalsunlimited.comCIRCLE #974

Practical planners in stylish and fun designs help

students keep track of activities and assignments to stay

organized throughout the school year.

Time Trackers

gda1106STAJournalsid 148 6/1/2011 5:24:01 PM

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Retailers in independent surveys by Giftbeat have ranked

Leanin’ Tree cards #1 in sales for fi ve years in a row.

While our card line has changed dramatically during this time,

we’re glad our ranking has not.

Call for a free catalog and sample pack.

www.TradeLeaninTree.com

Reprinted with permission from Giftbeat. www.giftbeat.com

Atlanta Gift Mart 619ADallas Trade Mart 1753

Ranking Vendor/Line #1 LEANIN’ TREE #2 PICTURA #3 RECYCLED PAPER #4 AVANTI #5 MARIAN HEATH #6 BLUE MOUNTAIN ARTS #7 LEGACY PUBLISHING #8 OATMEAL STUDIOS #9 SUNRISE GREETINGS #10 PUMPERNICKEL PRESS

This year’s 23rd Annual International Greeting Card Awards

were held on May 16 in New York City. These cards earned

the coveted LOUIE Award in the Christmas card categories.

LOUIE Award Winners

>stationery

CHRISTMAS/SEASONAL – HUMOROUS

Left: Old Tom Foolery. 612.354.2691. www.oldtomfoolery.com CIRCLE #966

Right: NobleWorks. 800.346.6253. www.nobleworksinc.com CIRCLE #967

CHRISTMAS/SEASONAL – GENERAL

Left: Great Arrow Graphics. 800.835.0490. www.greatarrow.com/whsl CIRCLE #969

Right: Up With Paper. 800.852.7677. www.upwithpaper.com CIRCLE #968

CHRISTMAS/SEASONAL – BOXED/CATALOG

Left: The Museum of Modern Art. 866.649.6661. www.momawholesale.org CIRCLE #970

Right: Anna Griffin. 888.817.8170. www.annagriffin.com CIRCLE #971

ALL PRICES RETAIL

Circle #264

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L E A N I N ’ T R E E

Boxed Holiday CardsDon’t miss over 150 new holiday card designs, many embellished with sparkling glitter for a festive touch.

|800-525-0846

@www.tradeleanintree.com

# circle #525

G O O S E B E R R Y P A T C H

Our Favorite Recipes CookbooksLots of titles! Take-along size and impulse-friendly retail make this series easy to sell. (4-1/4" x 5-1/2") SRP: $7.95

|800-854-6673

@www.gooseberrypatch.com/wholesale

# circle #528

G O O S E B E R R Y P A T C H

Best-Ever CookiesMoms love it for bake sales, grandmas need it for holiday baking….a great collection for any baker! (9-1/4" x 6-1/2") SRP: $16.95

|800-854-6673

@www.gooseberrypatch.com/wholesale

# circle #529

P U M P E R N I C K E L P R E S S

Everyday PhotoOver 400 Everyday birthday and occasion choices from Pumpernickel Press. Sculptured embossing and brilliant color on recycled paper. Made in USA.

|888-760-9012

@www.pumpernickelpress.com

# circle #527


Coastal PhotoPumpernickel Press offers 30 design options in coastal themes. Sculptured embossing and brilliant color on recycled paper. Made in USA.

|888-760-9012


# circle #526

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Vacation, The Travelers JournalThe “Write it Down” Series of over 60 themed/guided journals with hardcover design, recycled paper, soy-based ink, USA made! Atlanta: Building 3, 4th floor, booth 103

|800-897-8528

@www.journalsunlimited.com

# circle #531

J O U R N A L S U N L I M I T E DP U M P E R N I C K E L P R E S S

Inspirational PhotoPumpernickel Press inspirational cards have spiritual greetings and bible verses. Sculptured embossing and brilliant color on recycled paper. Made in USA.

|888-760-9012


# circle #530

Quiet Moments in the GardenInspirational reflections invite women to the Creator’s presence and inspire them to bloom with purpose and hope in their lives. $15.99

|888-501-0160

@www.harvesthousepublishers.com

# circle #532

H A R V E S T H O U S E P U B L I S H E R S

Prayers for My Baby GirlPresented as letters to God, these prayers beautifully reflect a Mom’s gratitude for everyday moments with a newborn daughter. $12.99

|888-501-0160


# circle #534


Angels Among the RosesPerfect for every occasion, this collection of graceful words and paintings will delight anyone in need of divine comfort. $12.99

|888-501-0160


# circle #533


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100% Recycled Embossed CardsBeautifully embossed holiday cards are earth-friendly, printed on 100% post-consumer recycled paper with soy-based inks.

|800-525-0846


# circle #535

Holiday AssortmentsEnjoy premium holiday cards and a terrific value with assortments in a colorful portfolio box. Less than $1 per card!

|800-525-0846


# circle #539


Boxed CardsBrighten your Holiday Season with cards and gifts from It Takes Two. All boxed 5 x 7 cards are guaranteed.

|800-331-9843

@www.ittakestwo.com

# circle #536

I T T A K E S T W O


Christmas PhotoOver 50 new Christmas designs are available from Pumpernickel Press. Sculptured embossing and brilliant color on recycled paper. Made in USA.

|888-760-9012


# circle #537


Willow Tree PhotoNew Willow Tree Christmas designs by Pumpernickel Press. Sculptured embossing, harmonious color and gold foil on recycled paper. Made in USA.

|888-760-9012


# circle #538

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>gourmet

Bartule, a self-contained bar kit, includes an ice bucket, bottle opener, corkscrew, jig-ger, citrus juicer and an ice bucket lid that can function as a salt rimmer or wine/cham-pagne coaster. $44.99. Bartule. 888.755.8853. www.bartule.comCIRCLE #965

Summertime is outdoor entertaining time. Offer mixologists cool

drinks and tools to match to take the heat out of a summer’s day.

Mixing Style

The compact, interlocking de-sign combines everything needed to fix signature cocktails.

The Bartule comes in six colors: clear, smoke, yel-low, red, green and blue.

CIRCLE #316

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>gourmet

Cocktail time returns as part of the summer

ritual of backyard get-togethers and special

family celebrations.

BY CAROLINE KENNEDY

Summer Sippin’

THE MEMORIAL DAY HOLIDAY

IS JUST BEHIND US, A HOLIDAY

WEEKEND THAT WE REGARD

AS THE “UNOFFICIAL START OF

SUMMER” AND A TIME WHEN

MANY FAMILIES AND FRIENDS

GET TOGETHER IN BACKYARDS

AND ON PATIOS AROUND THE

COUNTRY TO BARBECUE AND

ENTERTAIN. For many, part of the

entertaining ritual is cocktails — mix-

ing up a tall pitcher of Long Island

Iced Tea or blending some frozen dai-

quiris to take the heat out of the day.

Although beginning in the 1980s,

cocktails began to take a back seat to

the rise in popularity of micro-brews

and wines, serving up cocktails is pop-

ular once again, thanks in part to the

popular HBO series Sex and the City

and the charac-

ters’ penchant

for the Cos-

mopolitan, or

“Cosmo,” as it

popularly came

to be called.

Since then, a

new generation

is sampling the

old favorites

and creating

modern twists

on old stan-

dards, such

as taking the

traditional

Vodka Martini,

substituting

Calvados or green apple schnapps to

create the Appletini.

Fruity, frozen and “muddled” drinks

are especially popular in summer:

frozen daiquiris, margaritas, mojitos.

They are cool, icy and refreshing.

Wine afi cionados are not left out of

the mix; there are

even frozen wine

cocktails, includ-

ing versions of

the Bellini,

a sparkling

wine cocktail

invented by

Giuseppe Cipriani of Harry’s Bar, the

popular haunt in Venice, Italy.

But mixing up certain cocktails

takes a bit of know-how: knowing

the right proportions of the diff erent

ingredients, the right garnishes to add,

and even the proper glass to serve it

in. While garnishes and glasses are

the icing on the cocktail, so to speak,

gett ing the recipe right is key and can

sometimes take a litt le practice. But

nowadays, new gourmet drink mixes

take away much of the and make

it easier for the home bartender to

concoct many of today’s more exotic

off erings; some even off er alcohol-

free variations so that teetotalers are

not left out of the enjoyment.

From the exotic to the classic,

cocktails are a perfect way to get a

party started. Mixes make tending

the bar easier. Host

a sampling in your

store to introduce

the idea of cock-

tail mixes to your

customer base and

to show them how

easy they can be.

Merchandise them

with cocktail shak-

ers, bar tools and a

variety of appropri-

ate beverageware.

And don’t forget

to include cocktail

snacks to suggest

add-on sales. •

1 Berry Pom-A-Rita is an all-natural frozen drink mix to blend with red or white wine, or Cranberry Juice Cocktail for an al-cohol-free treat. Makes 12 6-oz. servings. Wine-A-Rita. 903.832.7309. www.wineglace.comCIRCLE #947

2Wild Hibiscus Flowers in Rose Syrup features 15 flowers preserved in a rose-scented simple syrup, which is perfect for champagne and other cocktail ap-plications. 12.3 oz. jar. $15. Wild Hibiscus Flower Co. 800.499.8490. www.wildhibiscus.comCIRCLE #945

3 Gourmet Wine Slush mix comes in a 12-oz. can. Just add wine, or ginger ale for a non-alcoholic treat. $7.95. McSteven’s. 800.547.2803. www.mcstevens.comCIRCLE #946

4 Peach Bellini Vino Freeze Mix is a celebration or brunch favorite. One of many easy mix gift offerings. $10. Old World Gourmet. 877.466.8889. www.owgshoponline.comCIRCLE #944

5Modern Highballs mixers in a ready-to-go variety gift pack or in pitcher-sized pouches. The Modern Cocktail. 949.250.8951. www.themoderncocktail.comCIRCLE #943

ALL PRICES RETAIL

2

3

1

gda1106GOUfeatureid 154 6/1/2011 7:45:00 PM

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june 2011 | gifts & decorative accessories № 155Circle #298

4

COCKTAILS THRU

THE DECADES

Certain cocktails have risen to popularity and reflecting popular culture and other lifestyle elements of the era. The following list is by no means comprehensive

1910s – Old Fashioned1920s – Mint Julip and the Aviation1930s – Sidecar and Bloody Mary1940s – Manhattan1950s – Martini1960s – Singapore Sling and

Whiskey Sour1970s – Harvey Wallbanger and

Tequila Sunrise1980s – Sea Breeze and

Sex on the Beach1990s – Dirty Martini and

Long Island Iced Tea2000s – Cosmopolitan and Mojito

5

THE HOME MIXOLOGIST

For the more adventurous host, mixing up a round of cocktails from scratch can be fun and creative. To help him or her get started, easy-to-follow recipes will have them shakin’ and stirrin’ in no time.

Recipe tumblers and cocktail shaker are double-wall insulated. Lifetime guarantee. 16- and 24-oz sizes. 16-oz, $15; cocktail shaker, $20. Tervis. 866.392.1964. www.tervis.comCIRCLE #942

The Cocktail Primer is by master mixolo-gist Eben Klemm. Includes recipes, techniques and tools. $19.99. Andrews McMeel. 800.851.8923. www.andrewsmc-meel.comCIRCLE #948

101 Mojitos & Other Muddled Drinks by Kim Haasarud fea-tures recipes and tweaks on classic sum-mer drinks. $16.95. J. Wiley and Sons. 800.225.5945. www.wiley.comCIRCLE #949

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>gourmet

A Cylinder spigot jar. 16”x7”. $79.99. Couronne Co. 512.339.7808. www.couronneco.com CIRCLE #878

Like all serveware, beverage dispensers also act as a

decorative accent and will bring style and flair to a

party’s buffet table.

Sipping Style

C Cairo beverage dis-penser. Small, 9¹/8”x20¼”, $115; large, 9¾”x27½”, $135. Roost. 415.339.9500. www.roostco.com CIRCLE #876

D Glass beverage dispenser rests on a metal stand. 2 gallon capacity. $89.99. Artland. 609.395.1500. www.artlandinc.com CIRCLE #877

ALL PRICES RETAIL

B Perla beverage server. $199. Arthur Court Designs. 415.468.8599. www.arthurcourt.comCIRCLE #879

gda1106GOUBevid 156 6/1/2011 5:59:14 PM

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e in

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Untitled-1 1 5/13/2011 8:47:43 AM

Circle #309


>holidays

Above: Lorem ipsum dolor sit amet, consectetur adipiscing elit. Integer aliquet tellus erat, ac vulputate metus. Phasellus malesuada lorem ac elit pharetra fer-mentum. Cras posuere volutpat tellus.CIRCLE #817

Lorem ipsum dolor sit amet, consectetur adipiscing elit. Quisque

sollicitudin dui ut ligula placerat ultrices lobortis adipiscing.

HeadlineFor Section

Lorem ipsum dolor sit amet, consecte tur adipiscing elit. Integer aliquet tel lus erat, ac.

Lorem ipsum dolor sit amet, consectetur adip iscing elit. Integer aliquet tellus erat, ac vulputate metus. Phasellus male suada lorem ac elit.

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>giftables

CIRCLE #316

Sewing kit comes with everything you need for mending. $38. Pi‘lo. 416.735.7456. www.pilo.ca CIRCLE #883

Gifts should always be unique and interesting; things that one

would never buy for oneself. Stand out from the crowd by offering

shoppers gift items they won’t find in the big box down the street.

Sew Perfect

Includes a measuring tape, pins, assorted needles, scissors, thimble, safety pins, threader and two vintage spools of thread.

This sewing kit is housed in a vintage canning jar.

gda1106GIFTOpenerid 159 5/27/2011 4:07:01 PM

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>giftables

Bear is made of reclaimed wool, with a new, non-dyed wool stuffing. $80. Cate and Levi. 416.662.9392. www.cateandlevi.com

CIRCLE #902

Whether made from cotton, wool, felt or linen, these

critters are fun alternatives to plush toys.

Non Plush

d Pierre Panda is made of patchwork printed cotton, felt and linen. Small, $17; medium, $26, and large, $42. Nook Nook. 212.242.8686. www.nook-nook.com


b Zebra is made of 100 percent cotton knit, with a yarn mane. 22”. $15. Maison Chic. 800.653.5048. www.maisonchiconline.com CIRCLE #903

c Cookie the Cow is part of the Genuine Monkeez & Friends. Made of acrylic yarn. 12”, $17; 17”, $30 and 32”, $115. Midwest-CBK. 800.394.4225. www.mwcbk.com CIRCLE #901

gda1106GiftBabyid 160 6/1/2011 5:58:37 PM

Untitled-7 1 5/25/2011 10:13:59 AM

Circle #325

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>giftables

Being bookish doesn’t mean you have to be serious.

These giftable accessories are fun and clever, and the

perfect present for book lovers.

A Fun Read


bBook Page canvas features old French text. 8”x8”. $48. Pi’lo. 416.735.7456. www.pilo.ca CIRCLE #867

CDBook vase comes in seven colors. 6”x2½”x7”. $110. Lunares. 415.621.0764. www.lunares.net


aBook Club decorative mini is “popped” on to a platter and can be easily switched out. $12.50.Nora Fleming. 773.687.8273. www.norafleming.com CIRCLE #866

TMTM

Circle #238

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Untitled-16 1 5/25/2011 4:26:51 PM

Circle #296

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>giftables

Entice your shoppers to go West. Western images and

styles bring a casual charm to a home’s decor. And the

options vary from quirky to sophisticated, so you can

be sure to satisfy all of your customers’ tastes.

The Cowboy Way

a Ceramic cacti are from Puebla, Mexico. $20. Loaded Trunk. [email protected] www.loadedtrunk.com CIRCLE #904

b Napkin rings featuring western images. $150, set of four. Rebecca Ray Designs. 440.893.9492. www.rebeccaraydesigns.com CIRCLE #905

c Mable the Cow creamer and sugar set is made of pewter. $165. Vagabond House. 818.341.7616. www.vagabondhouse.com CIRCLE #906

ALL PRICES RETAIL

Circle #302

gda1106GiftCowboyid 164 6/1/2011 3:27:40 PM

Untitled-5 1 5/23/2011 5:35:55 PM

Circle #239

Circle #319

Circle #306

Be inspired by the renowned art of Sandra Kuck! Elegant gift box with artist biography card.

Fabulous opening order special. Call 1.866.655.2899 today!

Cathy & Co., Dallas Trade Mart and Duncan & Company,

Merchandise Mart Plaza Suite, Chicago.

Find your inspirational gifts at Carpentree! Hand-embossed and stamped Master’s Forge metal.

Embellished wood gifts feature metal details.

Call 1.800.736.2787 today for show specials. Represented in

the Keith Smith Showroom at the Dallas Trade Mart.

F Y I

17592 94957

17605

93394

10214

10299

Metal Key


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Whispering Wing VaseDragonflies with bamboo add to AMIA’s incredibly popular hand-painted vases. These uniquely shaped vases feature painted designs on both and the front and the back, creating depth and perspective. 6" (w) x 2" (L) x 5-3/4" (H). SRP: $25.00

|800-571-4665

@www.amiastudios.com

# circle #544

A M I A S T U D I O S

Flower Fairies™

Join the fun trend of “Fairy Gardens.” Anchor our fairies in your mini fantasy garden with their attachable floral pick.

|800-359-1592

@www.addanaccent.com

# circle #541

A D D A N A C C E N T

<

Indian SummerFor centuries, poets, masters of literature and travelers have described the beauty and charm of Indian Summer. AMIA celebrates the season in an exceptionally warm and bright. 15" octagon panel. SRP: $59.00

|800-571-4665

@www.amiastudios.com

# circle #543

A M I A S T U D I O S

J O A N B A K E R

White & Turquoise ButterflyNew extra large, water-cut butterflies in hand-painted art glass add spectacular drama to a sunny window.

|800-248-1983

@www.joanbaker.com

# circle #542

U N I C O R N S T U D I O I N C .

Peacock Vase & TrayThe hand painted fine porcelain vase and tray are part of a series of original designs of nature and birds.

|626-962-8281

@www.unicornstudioinc.com

# circle #540

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T H E G O O D B E A D

Bling Pens & AccessoriesNew bling pens and accessories from The Good Bead. Over 100 styles available! SRP: from $6.95

|952-938-3455

@www.thegoodbead.com

# circle #548

2 1 2 L L C

NEW Silverado Pave StyleEnjoy some of the most exciting new designs in the jewelry industry with Silverado’s New Pave Collection.

|866-995-5010


# circle #546


Glamour Reed Kit and RefillsTHE ULTIMATE AROMA EXPERIENCE. Experience the difference with Tyler Candle Company.

|866-895-3726


# circle #547

J O A N B A K E R

Birds on a WireWith a growing garden line, Joan Baker Designs adds to their hand-painted art glass wind-chimes with outdoor designs like “Birds on a Wire.”

|800-248-1983

@www.joanbaker.com

# circle #549

2 1 2 L L C

NEW Silverado Enamel StyleSummer’s here! For all your gardening customers offer something different with the New Silverado Enamel Collection.

|866-995-5010


# circle #545

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iPhone CoversMake your phone all your own with silicone iPhone 3Gs/iPod covers. Order Today!

|870-672-9820

@www.frazzledandbedazzled.com

# circle #554

F R A Z Z L E D & B E D A Z Z L E D


Shaded Pink – ShoesShaded Pink by H2Z features fun loving pigs along with catchy sentiment that is sure to hit home with the ladies! Get your pink on!! Suggested Retail $8.00

|888-762–4457


# circle #552

Sexy Soft Bodies Collection from Laid Back®

The all-new Sexy Soft Bodies Collection features fun and hilarious age-related gifts including mugs, magnets, napkins, & coasters. Perfect for birthdays or retirement parties!

|800-824-2374

@www.oakpatchgifts.com

# circle #550

O A K P A T C H

Suzy TorontoCelebrate the sisterhood of women, with licensed artist Suzy Toronto’s wacky woman on-the-go cosmetic bag, water bottle and luggage tag.

|800-394-4225

@www.mwcbk.com

# circle #551

M I D W E S T - C B K

Cosmo BagsParty favors, school stuff, makeup bags – zippered pouch sets for just about anything. Lots of colors & ribbon choices.

|800-344-7242

@www.ohmint.com

# circle #553

M I N T

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Autumn Leaves Snack PlatesNo need to rake these beautiful leaves! Enjoy a snack inside by the fire with these four assorted Autumn Leaves snack plates from Split P.

|800-326-3382

@www.split-p.net

# circle #559

S P L I T P

Tricks and Treats PlatterThis Tricks and Treats platter from Split P is the perfect way to serve up some spooky treats this Halloween.

|800-326-3382

@www.split-p.net

# circle #556

S P L I T PS P L I T P

Christmas Blush Napkin HolderThe Christmas Blush napkin holder by Split P is the perfect setting for their matching paper beverage napkins (sold separately).

|800-326-3382

@www.split-p.net

# circle #555

Dogs with Cocoa Under Christmas TreeNed Young’s playful pups are perfect to spruce up your Christmas Collection! Handcrafted resin; 4.25"H x 3.25"L; item 118-85710.

|800-662-5923

@www.blossombucket.com

# circle #558

B L O S S O M B U C K E T


Collegiate BlocksAn array of officially licensed collegiate products for your favorite teams shipping in November, just in time for Christmas!

|800-662-5923


# circle #557

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“One Down” Anniversary PlaqueDon’t miss the new Anniversary line from Barbara Lloyd – includes 9 designs! Handcrafted resin; 4.25"H x 6"L; item 1188-84818.

|800-662-5923


# circle #564


Bride & Groom in CarRev-up Wedding Collection sales with this happy couple from designer Tina Ledbetter! Handcrafted resin; 2"H x 5"L; item 1188-84003.

|800-662-5923


# circle #560


ZinniaBloom with the fresh color and style of Zinnia! Cheerful flowers, butterflies, birds and rabbits brighten home decorating and entertaining all season long.

|800-394-4225

@www.mwcbk.com

# circle #563

M I D W E S T - C B K


Modeles – SurvivorOur New “Survivor” Angel in the Modeles Collection is adorned with a pink ribbon and is the perfect heartfelt gift for anyone touched by breast cancer. SRP: $17.00

|888-762–4457


# circle #561

“Love Is in the Air”A Valentine’s Day collection must-have! Designed by Tina Ledbetter; 2.75"H x 5.75"L; handcrafted resin item 1112-86155.

|800-662-5923


# circle #562


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Nap RollPerfect for preschoolers! An attached fleece blanket and pillow allow for a very comfortable nap. Easy to embroider or applique.

|800-344-7242

@www.ohmint.com

# circle #565

M I N T

Mood MonstersMood Monsters are a fun way to express emotions. Each monster has a happy and sad or angry face. Four monsters in all, 2 boys and 2 girls(pictured). Use promo code 062011 to receive a free $40 gift with your order.

|800-653-5048

@www.maisonchiconline.com

# circle #569

M A I S O N C H I C


Baby and Kids CatalogFairies will love Wild Things Tooth Fairy Pillow by Grasslands Road. This sweet and soft gift features a lyrical nursery rhyme and a hippo or alligator for special boys or girls. SRP: $7.00 each

|800-444-8887


# circle #566

U N I C O R N S T U D I O I N C

Fox CubsThis highly detailed hand painted statue of a pair of young fox cubs from our “Wild & Free” wildlife collection captures a moment in nature.

|626-962-8281

@www.unicornstudioinc.com

# circle #568

2 pack Cream Mini Wax Flameless CandlesAvailable in a variety of fun shapes, featuring patented realistic wick design. Mix and match to create cheerful candle vignettes throughout the house. Patented realistic wick design with vanilla fragrance. Up to 120 hours of battery run time. $6.00 retail

|888-867-6095


# circle #567


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Butter Boy™ and Butter Girl™

Butter Boy™ and Butter Girl™ help you butter your corn on the cob! No mess and no fuss! Store in fridge. Dishwasher safe. SRP: $6.99

|877-546-7995

@www.talismandesigns.com

# circle #573

T A L I S M A N D E S I G N S

Coasters“We interrupt this marriage to bring you football season.” Add a little humor with football textured coasters. Perfect for watch parties!

|870-672-9820


# circle #572


Hand SaniKeep your hands clean on the go! Ideal for travel or tailgating!

|870-672-9820


# circle #574


Lil’ TeammatesEveryone’s going crazy for these collectible sports toys! Officially licensed 3" articulated figures. Available as limited-edition series. Great collectibles. Durable. Made for play! SRP $7.99

|800-456-0145

@www.partyanimalinc.com

# circle #570

T H E P A R T Y A N I M A L

Circuit Board Coaster SetSet of 6 recycled circuit board coasters available in assorted colors. Set includes attractive storage tin. Unique “Green” Gift – also perfect for Techies of all ages. SRP: $27.50

|888-842-6788

@www.motherboardgifts.com

# circle #571

M O T H E R B O A R D G I F T S & M O R E

Untitled-1 1 6/2/2011 3:59:50 PM

NAMETAGS

DANGLECLIPS

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ph: 330-834-2551www.BlossomBucket.com

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withMONITORWEAR!

Untitled-1 1 5/27/2011 9:27:40 AM

Circle #222

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>holidays

These beanies aren't for babies. Character beanies fill one-third of the seasonal hat trifecta: silly. Round out with scary and sexy or sophisticated. $16. Midwest-CBK. 800.394.4225. www.mwcbk.comCIRCLE #802

Hats and headbands are the hottest new thing for Halloween and

New Years. They appeal to the love of dress-up and always fit!

Head Lines

Made of felt for warm, comfortable trick-or-treating.

Character Beanies measure 7½"x7½"x3.

CIRCLE #316

gda1106HolidayOpenerid 175 6/1/2011 3:29:25 PM

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>holidays

Nontraditional themes and colors are making

Christmas card sales merry and bright

BY KATHY KRASSNER

Beyond Santas and Snowmen

IF YOUR STORE’S MIX OF CHRISTMAS CARDS HAS GONE FROM

“HO, HO, HO” TO HO-HUM, IT’S TIME TO SPRUCE UP YOUR SELEC-

TION WITH NEW AND UNIQUE HOLIDAY CARDS THAT GO BEYOND

THE EXPECTED IMAGERY AND COLORS OF THE SEASON.

While traditional themes certainly still sell well, adding Christmas cards that

feature updated colors and modern motifs can help expand your customer base

— resulting in greater holiday sales.

“I don’t think that Madison Park Greetings’ holiday line has any new Santas

this year!” claims Megan Gandt of The

Madison Park Group.

“Santa, reindeer and snowman are

strong icons, but we are seeing good

movement on other icons when they

are sprinkled in,” adds Jeff Schalk of

Meri Meri. Traci Sellner of Carlson

Craft agrees: “Many customers are

looking for a card that is something

‘out of the box’ and will convey their

own unique personality and interests.”

Going to the BirdsIn general, nature scenes — featur-

ing birds, pets, and other fl ora and

fauna — are increasingly appearing on

Christmas cards. “Many of the holiday

cards in our collection are inspired

by nature, highlighting winter birds,

trees, fl owers and other cute woodland

critt ers,” relates Katherine Dikeakos

of The Madison Park Group.

Among the most popular themes

on holiday seasonal cards this year are

birds, and Great Arrow Graphics, for

one, is featuring numerous bird im-

ages: cardinals, robins, doves, partridg-

es and even penguins. Avian imagery

has been prevalent on everyday cards

and stationery items, as well as in

home decor items in recent years, so

it’s no surprise they’re proving just as

popular for Christmas.

Cards featuring

pets, especially in

a humorous way,

have long been

bestsellers for many

companies, but

when it comes to pet-

themed cards, Jump-

ing Cracker Beans

takes the theme even

further, off ering dog

lovers a card that has

a small bag of real dog

treats on the cover.

Rainbow Foil cards feature full-cov-erage, multifoil effects. $15.95/box of 14. Design Design. 800.334.3348. www.designdesign.us CIRCLE #956

Peace card is silkscreen printed. $3.95; $14.95/box of eight. Great Arrow Graphics. 800.835.0490. www.greatarrow.com/whsl CIRCLE #957

Cardinal card is from the RSVP line. $2.50; $12.95/box of 15. Sellers Pub. 207.772.6833. www.rsvp.com CIRCLE #958

gda1106HolCardsFeatureid 176 6/1/2011 7:10:22 PM

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>holidays

On the opposite side of nature,

cityscapes are gaining ground as a

more graphic, contemporary motif.

Great Arrow Graphics, says Alan

Friedman, off ers both: “Scenes that

incorporate the holidays in a nature

sett ing have been very strong for us;

and for those who enjoy the nature of

cities, a dachshund ice skating against

a city skyline is a favorite.”

More Than Red and GreenParalleling trends in holiday decor

lines and helping to diff erentiate these

nontraditional motifs is the use of

unexpected colors that go beyond the

typical red and green usually associ-

ated with Christmas.

The Museum of Modern Art in

New York regularly incorporates

trendy colors into its Christmas card

off ering. “We create a unique color

palett e as a guide for artists each year,”

explains Dawn Bossman, MoMA

Retail. “It is based upon trends that

we see at international and local

trade shows, popular hues in the

fashion world, and the MoMA

color palett e (which provides a

framework for all MoMA-de-

veloped products).” She shares

that this year’s collection of

holiday cards from

MoMA

Urban Stockings card is die-cut and fea-tures 3-D elements. $16/box of eight. The Museum of Modern Art. 212.708.9800. www.momawholesale.org CIRCLE #959

integrates traditional hues with

nontraditional colors, including pinks,

turquoise, purples and light greens.

Adds Jan Keefe: “This year, reds

have taken a more playful turn toward

orange and also to shades of pink

and plum. Greens have

shift ed to

brighter, more vibrant tones and oc-

casionally varied into blue-greens or

aqua colors.” She notes that metallics

and glitt er continue to add sparkle to

holiday cards, and that the company’s

RSVP line is now also using magenta

foil in addition to silver and gold.

Special treatments — particularly

foils — are appearing on many new

Christmas card lines this year, such

as on Design Design’s new range of

boxed cards that features full-cover-

age foil treatments. “Even some tra-

ditional themes have been freshened

up by using a unique foil color like

copper, or by using a diff erent treat-

ment like laser cutt ing,” mentions

Traci Sellner.

Expanding the Customer BaseChristmas cards that go beyond the

expected images, colors and senti-

ments can help att ract a wider cus-

tomer base comprising varying ages,

tastes, interests and religious beliefs.

“Seasonal customers come in

all shapes and sizes, nationalities,

traditions and beliefs,” acknowledges

Friedman. Dawn Bossman agrees,

emphasizing that, “More and more

customers are looking for nondenomi-

national cards.”

“Many people will be sending cards

to friends and family who celebrate

diff erent winter holidays and don’t

want to be trapped in the traditional

Christmas card mold,” asserts Madi-

son Park’s Dikeakos. “By featuring a

Kibble handmade card in-cludes a bag of dog treats, $4.95. Jumping Cracker Beans. 408.396.8335. www.jump-ingcrackerbeans.com CIRCLE #960

Silver foil and rich colors are featured on this holiday card by Melissa Crowley. $2.50; $11.99/box of 10. Madison Park Greetings. 800.638.9622. www.madisonparkgroup.com CIRCLE #961

gda1106HolCardsFeatureid 178 6/2/2011 9:58:17 AM

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Circle #291

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>holidays

variety of unique designs, a retailer is

becoming open to a larger audience

while also diff erentiating themselves

from other retailers.”

An important aspect of off ering

unique Christmas cards is to att ract

a younger demographic, which is

key to keeping the

holiday-card category

profi table going for-

ward. Observes Brian

Carder of Design

Design: “Nontradi-

tional designs may

appeal to those who

are eco-conscious,

followers of trends/

fashion, or younger

consumers who

normally use

electronic media

as their primary

form of commu-

nication.”

Another

benefi t of selling

such Christmas

cards is that

they help add

excitement to

store displays.

“The expanded

array makes

an assortment

more visually

interesting

and off ers

your cus-

tomers that

want to be

diff erent something to choose,”

notes Jeff Schalk.

“Christmas card shoppers are

always looking for something new

and diff erent to send to the special

people in their lives at the

holidays,” says Judy Dugan

of Jumping Cracker Beans.

“Some are replacing gift s

with greeting cards, so they

want those cards to show

the extra care they spent

in selecting a special card.”

The bott om line is that

adding nontraditional

cards to your Christmas

seasonal card mix is es-

sential to increasing your

bott om line this fourth

quarter. As Keefe points out:

“Nontraditional designs give people

a way to express their own sense of

style or their sense of humor and

playfulness. Having more variety and

choice is always a good thing.”•

Colorful Birds card features real feather attachments. $5.95; $30/box of six. Meri Meri. 650.508.2300.www.merimeri.com CIRCLE #964

Forest green colored cards are offset printed. $5 each. Banquet Atelier & Workshop. 604.710.6923. www.banquetworkshop.com CIRCLE #963

Holiday cards can be personalized with choice of verse, imprint color, signature line and more. $125-$150/50 cards. Carlson Craft. 800.328.1782 www.carlsoncraft.comCIRCLE #962

Bird and berries card says "Season's Greetings" inside. $12.98/box of 10. Palm Press. 800.322.7256. www.palmpressinc.comCIRCLE #972

gda1106HolCardsFeatureid 180 6/1/2011 7:10:58 PM

Circle #332

Circle #290

CHRIST

MAS

2011

Ornaments 9714715

AMERICASMART®ATLANTA BUILDING 2 #728THE MERCHANDISE MART • CHICAGO #13-235

DALLAS MARKET CENTER® TRADE MART #1121

www.burtonandburton.com 800-241-2094 706-548-1588 325 Cleveland Road Bogart, GA 30622All items displayed are protected by copyright. Copyright © 2011 burton + BURTON™. All Rights Reserved. Source Code 75


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Flameless Wax Pillar CandlesWarm, ruby-colored pillars, an elegant feature for anywhere in your home. Patented realistic wick design with 5 hour timer. Up to 1,000 hours of battery run time! 4"/6"/8" H$15.00 – 26.50 retails

|888-867-6095


# circle #578

C A N D L E I M P R E S S I O N S<

< G R A S S L A N D S R O A D

Holiday Traditions CatalogFrom Deck the Halls Collection: Toothpick Holder Assortment – Cute and affordable! Toothpick Holders come in four iconic holiday styles (ice skates, boots, snowman, and sleigh). Each includes 50 toothpicks. SRP each $6

|800-444-8887


# circle #577

Holiday Traditions CatalogDesigned for Christmas. These three styles of Let Nature Sing Tidbit Dishes feature hand-drawn illustrations on creamy stoneware with beaded borders. Stainless steel spreaders are tied to each server with red ribbon. SRP: $14 each

|800-444-8887


# circle #579


<

R A G O N H O U S E C O L L E C T I O N

Cream Stone House Large hand-crafted vintage Putz-style lighted house • Bolivar, Ohio

|877-874-3750

@www.ragonhouse.com

# circle #575

S U L L I V A N S

PN1780Dashing through the snow and having lots of fun are Sullivans exclusive 8.5" and 11" snowmen.

|800-456-4568

@www.sullivangift.com

# circle #576

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<



Rustic Currant-Colored Flameless Wax CandlesPatented realistic wick design, pomegranate fragrance, 5 hour timer and programmable timer option. Up to 1,000 hours of battery run time! 4" and 6" H$17.50 and $20.00 retails

|888-867-6095


# circle #583

MET59711"-42" Holy Family celebrates the true meaning of the Christmas season. Sold as a set of 3 and available exclusively at Sullivans.

|800-456-4568

@www.sullivangift.com

# circle #584

S U L L I V A N S


Taylor’s TurkeyHand-crafted, antique mache figure inspired by early 1900’s postcard. • Bolivar, Ohio

|877-874-3750

@www.ragonhouse.com

# circle #580


Potion PillowAntique tinsel trimmed burlap Halloween pillow • Bolivar, Ohio

|877-874-3750

@www.ragonhouse.com

# circle #582

Ghoulish PilsnersInvite these spooky Top Shelf hand painted glasses to your next Halloween party and let the spirits do the talking!

|888-808-4001

@www.topshelfglasses.com

# circle #581

T O P S H E L F

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K U R T A D L E R

5.5" Happy Hour Martini Glass Ornament, 4/Assorted StylesKurt Adler’s “Happy Hour” collection features a fun cocktail-themed ornaments, perfect for the trendy friend who enjoys a cocktail or two! SRP: $5.00-$16.00.

|800-243-9627

@www.kurtadler.com

# circle #588

Wine Bottle and Grapes Ornament, 4/Assorted StylesKurt Adler’s “Vineyard” collection features a wide array of wine and grape-themed ornaments and decorations, perfect for any wine-lover. SRP: $3.00-$60.00.

|800-243-9627

@www.kurtadler.com

# circle #586

K U R T A D L E R5" Beatles Yellow Submarine 4-Piece Ornament SetThis new line of Beatles Yellow Submarine holiday decorations brings the timeless appeal of the Beatles to the Holiday world. SRP: $25.00.

|800-243-9627

@www.kurtadler.com

# circle #585

K U R T A D L E R

15" Cupcake/Cup Hat Nutcracker, 2/Assorted StylesHollywood Nutcrackers™ put a unique, memorable twist on traditional nutcrackers and feature an assortment of characters including Christmas, fantasy, and everyday nutcrackers. SRP: $7.00-$65.00.

|800-243-9627

@www.kurtadler.com

# circle #589

K U R T A D L E R

K U R T A D L E R

2.25" High Heel Shoe Ornament, 3/Assorted StylesKurt Adler collection of shoe ornaments is perfect for trendy, fashion-forward female friends, featuring ornaments inspired by today’s footwear trends. SRP: $6.00-$17.50.

|800-243-9627

@www.kurtadler.com

# circle #587

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Vanilla Icing Gingerbread HouseElaborate Victorian gingerbread houses make their most impressive appearance at Christmastime. This resin showpiece will last forever. Retail: $90.00

| 215-822-6700

@www.byerschoice.com

# circle #591

B Y E R S ’ C H O I C E L T D .

Sugar Cookie Cottage Gingerbread HouseElaborate Victorian gingerbread houses make their most impressive appearance at Christmastime. This resin showpiece will last forever. Retail: $80.00

| 215-822-6700


# circle #590


Nativity Wooden Advent CalendarA unique twist to a centuries-old holiday tradition. Start a new family tradition that can be enjoyed every year. Retail: $76.00

| 215-822-6700


# circle #593


Colonial Door Wooden Advent CalendarA unique twist to a centuries-old holiday tradition. Start a new family tradition that can be enjoyed every year. Retail: $76.00

| 215-822-6700


# circle #592


Toy Shoppe Wooden Advent CalendarA unique twist to a centuries-old holiday tradition. Start a new family tradition that can be enjoyed every year. Retail: $76.00

| 215-822-6700


# circle #594


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Untitled-1 1 5/19/2011 9:21:34 AM

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>playthings

The Alphabeasts line includes 26 double-sided plush critters with an upper-case letter on one side and a lowercase on the other. 15”. $20. Target age range is 3-8 years old. The Alphabeasts Baby Book Box Set is $16. Alpha Toys. 800.474.0696. www.thealphabeasts.com CIRCLE #803

New technology expands toys’ function and gets kids ready for a

fast-paced world, but don’t forget to offer hands-on basics.

Spell It Out

Each beast comes with a detach-able biographical collector’scard.

Educational alphabet and spelling/word games for children are available on the Alpha-beasts website.

CIRCLE #316

gda1106PlaythingsOpenerid 187 5/27/2011 4:05:35 PM

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In the last year and a half I have

conducted three conferences on girls

and toys; run surveys of experts and

moms; had numerous conversations

with professionals inside and outside

of the toy industry and engaged in

extensive reading and research. This

gave me a perspective on the toy in-

dustry, and what I see as its failure

with gender (and girls in particular).

This problem is serious for the

industry. The loss of girls as toy con-

sumers earlier and earlier (or “age

compression”) is one reason toy sales

have trended down over most of

the last 10 years. It’s been the norm

to perceive this shift as beyond our

control, like farmers faced with a

drought, rather than farmers who

failed to rotate their crops. The first

is an act of God; the second is a fail-

ure of man. I think we caused the

problem; I know we can fix it and

win back girls over 8.

To solve the problem, we need to

focus on how we created it. We made

two major mistakes that seemed like

good ideas at the time: We:

• Focused on an extreme notion of

what it is to be a girl.

• Infantilized the girl’s category.

The Girly-GirlsNo group of people is homogenous.

There are, for example, many types

of men. Manly men hunt and fish;

violent men fight; studious men

read and so on. Most men, to varying

degrees, carry many of these traits.

Therefore, if we want to market to

all these men, not just some, we we'd

need to take the interests of each sub-

group into consideration. It would be,

for example, a disaster, if we were a

men’s clothing company that wanted

to appeal to all men but focused only

on hunters and fishermen. If all of

the styles introduced had camouflage

patterns, a great number of men

would cease to purchase clothes from

that company.

Similarly, there are many types of

girls with many types of interests.

A girl may love princesses and still

want to play soccer, or love soccer

but want to do scientific experi-

ments.The toy industry, by treating

girls as if princesses were their sole

interest, went from having boy’s toys

and girl’s toys to having boy’s toys

and Girly-Girl toys. But immersion

in the pink aspects of young girls’

personalities finally becomes saturat-

ing and boring.

Real World FindingsPeggy Orenstein, in her book Cin-

derella Ate My Daughter, states that

today’s little girls are much “pinker”

than her generation was as children.

Is Orenstein correct in her assess-

ment? We at USA Toy Experts

decided to find out by conducting a

survey of 1,510 mothers in 48 states.

We asked moms to tell us what toys

they played with as children. In a

separate question, we asked what

toys their daughters currently play

with. Here is what we found:

A definite widening of the gen-

der gap between boys’ and girls’ toy

choices. Toys that could be construed

as gender neutral (though boys play

with them, there is no reason girls

can’t) have eroded in interest from

girls. It is fascinating that at a time

in history when women are in com-

bat roles and the majority on college

campuses, the gap in toy preferences

has increased. If I made construction

WE ARE OUR OWN WORST ENEMY. That’s my conclusion about the toy

industry’s role in driving girls away from traditional toys. Years of pushing pink

and princesses resulted in a generation of girls 8 and up that associates toys

with childishness, not childhood, and innocuousness instead of innocence.

Our Own Worst EnemyRICHARD GOTTLIEB is president of Richard Gottlieb & Associates LLC.

>playthings

WHAT CAN WE DO? Take responsibility for the loss of the

girl market, empowering itself to take action. But what actions?

1. RETHINK THE TOY DEPARTMENTStep away from a child focus and

broaden the appeal so everyone thinks the toy department or store is a place they are welcome and belong. Brand messaging, department layout, mer-chandising, marketing and advertising needs to be aimed in part at older de-mographic groups. A focus on teens also attracts those who aspire to be teens.

2. ENOUGH WITH PINKMattel made an excellent move in

the '50s when it chose to make “Barbie Pink” an iconic color. Unfortunately, every other toy company appealing to girls has gotten on the bandwagon. What started out as a sophisticated color has become associated with Girly-Girl and immaturity. Broaden the palette.

3. ENOUGH WITH PRINCESSESI don’t blame Disney for pushing its

Princesses franchise. It’s a great idea. But the entire industry jumped on board and overwhelmed toy departments with products too young for girls over six.

4. BRAINSTORM

Fashion and design are a form of construction. Women may not go into construction and architecture as often as men, but they do go into interior de-sign and fashion. So rather than painting Lego pink, try creating products that give them a sense of fashion.

5. RESEARCHThe video game industry invests great

amounts of money and time into R&D. We should consider breaking out of our short cycle frame of mind. Let’s invest more, take longer and not just market a new toy but change the paradigm for a great toy.

Why the toy industry is losing girls

gda1106Gottliebid 188 5/27/2011 4:22:05 PM

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toys, toy cars and trucks or educa-

tional products, I would be greatly

concerned. Not only have these com-

panies not increased sales across the

gender divide, they have shrunk.

This is not to say there are no

“Girly Girls.” Rather, there are many

kinds of girls and “Girly Girls” are

just one segment. What about girls

who are into sports, technology or

nature?

Maria Costa Ferrer and Miriam

Morante Bonet AIJU chose to ignore

the gender buckets of male and fe-

male when considering what inter-

ested children. Rather, they surveyed

over 1,507 European children and

divided them up as follows:

• Princesses

• Feminines

• Sport

• Technology

• Naturals

• TV Adventurers

• Tots

They found that over 45 percent of

girls surveyed were classified as nei-

ther Princesses or Feminine. How

interesting can Girly-Girl toys be to

girls who do not seek out the overtly

feminine, but are interested in things

that defy gender classification?

InfantilizationThe fascination with princesses

stems from a storybook view of the

world. But storybooks are for very

young children who still believe in

magic. Children leave magic behind

as they get older. By shaping a view

of toy play as about princesses, we

in essence make all girls’ toys a pre-

school category.

Any look at the NPD statistics of

girl’s purchases over the last 10 years

shows steady erosion in toy play by

girls over 8. Bottom line, girls didn’t

just get more sophisticated; the toys

they have been offered have gotten

less so.

There is a big opportunity here for

companies willing to rethink how

they approach the girl’s category.

Those who do will discover new rev-

enue sources as providers of toys for

girls of all ages.

>playthings

Detect and prevent hazards with help from the toy safety and quality assurance experts at Specialized Technology Resources, Inc. (STR). A CPSC-accredited laboratory, STR can help you comply with CPSIA regulations and reduce costly recalls and injuries.

Protect your brandfrom the unexpected

Contact uswww.STRQuality.com

Circle #294

Richard Gottlieb is president of

Richard Gottlieb & Associates LLC, a

provider of business development ser-

vices. He has 35 years experience in the

toy industry in sales and sales manage-

ment. He can be reached at Richard@

usatoyexpert.com.

Parents DaughterToy Guns 25% 16%Construction 34% 27%Action Figures 45% 24%Cars/Trucks 39% 32%Science Kits 40% 33%

TOYS GIRLS CHOSE

gda1106Gottliebid 190 5/27/2011 4:22:18 PM

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Travel, beauty products and enter-

tainment lost the most as budgets

shrank, while winter holidays and

birthdays stayed strong.

Among money-saving techniques,

buying in bulk was the choice of

Boomers; Gen Xers look for sales

and generics, while Gen Yers go

online for coupons and private sales.

Boomers are most likely to look in

a store or to the mainstream media

for deals, rather than online, while

younger moms are more likely to

recommend sites and deals to oth-

ers. However older moms with

younger children are more likely to

act like younger moms.

The most satisfying shopping

coup remained buying at regular re-

tail on sale, according to 65 percent,

mostly Boomers. Online store sales

came next at 23 percent. Though the

sample was drawn from the mem-

bership of a private sale website, full

price regular retail, full price online

retail, and private sale sites tied at

only 4 percent.

Of gift categories, Boomers are

least likely to reduce spending on

household items; Gen X, on gifts,

and Gen Y, on beauty.

All generations splurge a few

times a year (94 percent) on cloth-

ing, accessories and sweets (in vary-

ing orders).

Gen X noted anxiety around fur-

niture shopping, and Gen Y, gifts for

others. In gifting, Gen Yers worry

most about spouses and in-laws,

while Gen Xers are most stressed

out about their own parents, siblings

and adult friends, and Boomers fret

over kids, spouses, teachers, caregiv-

ers and service providers.

When it comes to the purchase

decision, price is most important to

Gen Y, along with socially respon-

sible manufacturers and customer

service. Gen X goes for convenience

and customer service, while Boom-

ers prefer quality and overall value.

Most moms, 43.6 percent, spend

25-50 percent of their discretionary

household income on their kids;

more than a third (35.1 percent)

spend 50-75 percent. Gen X spends

the largest percentage on their kids,

followed by Gen Y, with Boomers

bringing up the rear.

How they choose where to spend

that income also differs: Becoming

a parent leads Gen X and Yers to

read reviews and do online research,

and made Boomers more concerned

with warranties.

As to when they spend that in-

come, winter holidays are tops. Toys

and games are the most frequent

gift, but Boomers give them less

often than younger moms. Toys

THE FIRST ANNUAL MOM SHOPPING TRENDS REPORT, conducted

by private sale site Totsy in conjunction with BSM Media, found that, not

surprisingly, the economy has altered the shopping habits of moms across

the country — some 72 percent tried coupons for the first time during the

recession. And even when the economy picks up again, some 80 percent say

they don't plan to abandon their new-found frugal ways.

Study: Frugal Mom Here to Stay

>playthings

and games were also the gift most

often given to kids by people other

than their parents. But Christmas

and birthdays are not the only occa-

sion for spending. The majority buy

for back to school whether their kid

needs new items or not — and back-

to-school shopping can start as early

as July.

MOM O'CLOCK: SOME 60 PERCENT OF MOMS ARE ONLINE

BETWEEN 8 AND 10 P.M. SET YOUR EMAILS AND FACEBOOK

POSTS TO GO LIVE AFTER THE KIDS ARE IN BED.

BY THE NUMBERSON AVERAGE, WHICH MEANS OF SHOPPING MAKES YOU FEEL THE MOST SATISFIED WITH YOUR PURCHASE? CHOOSE ONE.

WHEN PURCHASING ITEMS FOR YOUR KIDS, WHAT FACTORS MOST INFLUENCE YOUR DECISION TO BUY? RANK ALL THAT APPLY WITH 1 BEING THE MOST SIGNIFICANT. (THESE ARE RANKING AVERAGES.)

How Mom really spends her money.

Quality: 1.55Lowest Price: 2.17Brand Name: 3.35Convenience: 3.52Customer Service: 4.35

Regular retail on sale

65%

Online stores on sale

23%

Regularretail

4%

Onlineprivate sales

4%

Onlinestores

4%

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LIVERMORE, CA

COOLEYKATZ TOYSNext month will mark the fifth an-

niversary for this Bay Area specialty

store. As shoppers gear up for sum-

mer, owners Pat and Nita Cooley

reveal their best sellers:

Calico Critters Pickleweed Hedgehog Family from International Playthings

Window Art Stained Glass and Paper Air-plane books from Klutz

Assorted puppets from Folkmanis

Star Wars and Ninjago Series from Lego

Assorted kites from Premier Kites

Sassy Pet Sacks from Douglas

With the mild weather already in full

swing in this Northern California

town, Cooley is stocking shelves with a

number of the outdoor favorites of late,

including squirt guns and bubble blow-

ing sets from Toysmith, Blast Pad air

rockets from Marky Sparky Toys and

Uberdarts from Uberdarts.

KENSINGTON, MD

FUN & GAMESBefore the heat of the season sets

in at this neighborhood toy store in

metro Washington, DC, shoppers are

stocking up on outdoor toys. Owner

Daniel Bushman reveals his custom-

ers’ current favorites:

Hexbug Spider and Inchworm from Innovation First Labs

Hand-Launch Glider Jet Team fromPlaymobil

Z-Curve Bow from Zing Toys

Life on Earth Bingo, I Never Forget a Face Memory Game and French Bingo from eeBoo

BY PAMELA BRILL

What's Selling This Spring

Calico Critters Pickleweeds Hedgehog Family. International Playthings. www.intplay.com CIRCLE #977

>playthings

Circle #269

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Circle #284

Make-Your-Own-Cards, Make-Your-Own-Puppets from Made by Hands

Assorted Quick Sticker Kits from Peaceable Kingdom Press

Because summer is typically quiet in

this neck of the woods, Bushman relies

on customer favorites like games from

eeBoo and take-along craft and sticker

kits. He notes the aforementioned line

from Peaceable Kingdom Press as a

great buy at $5 a pop.

WARWICK, RI

LEARN ALL ABOUT IT TOYSNestled in a suburban Rhode Island

shopping center, this mom-and-pop

store prides itself on knowing many

of its customers by name. Co-owner

Jeff Dronzek shares his clientele’s

favorite product picks:

Elite Fleet Backyard Flyer from Kid Galaxy

Fashion Headbands from Creativity for Kids

Spot It! from Blue Orange Games

Sunny Patch Bella Butterfly Hopscotch from Melissa & Doug

Working Trucks from Magna-Tiles

PathWords from ThinkFun

As the calendar turns to summer, this

shop’s calendar of in-store events and

activities really heats up. “We regularly

hold enrichment programs and expand

to a wider range of options in the sum-

mer since kids of all ages are available

throughout the day,” explains Dronzek.

To further boost business, he plans to

expand the store’s annual summer

clearance event. His store also holds a

music event in July and hosts children’s

book author visits throughout summer.

KELLOGG, MN

LARK TOYSWith over 20,000 square feet of

space, this specialty toy store is more

than a toy store; it boasts a wide se-

lection of gift merchandise as well as

toys and games. Currently on its best

sellers list are:

Lego Minifigures Series 4 from Lego

Assorted vehicles and figures from Mighty World Toys

Hidden Picture puzzles from Ceaco

Handbags and purses from Baggallini

Assorted glass figurines from Tynies

Poo-Pourri spray from Poo-Pourri

To pique the interest of families visiting

her destination store this summer, co-

owner Miranda Gray-Burlingame and

husband Scott will be offering a variety

of reading programs and concerts fea-

turing local family bands. “My mom al-

ways wanted a llama, so we have three

of them in our courtyard for people to

come and see,” she adds of the store’s

unusual and popular attraction. To

further enhance her customers’ shop-

ping experience, patrons can relax and

play a game of miniature golf or even

take a ride on the store’s own hand-

carved carousel.

[email protected]

(866)-HEY-UGLY

INTRODUCING

™ ® and © 2011, Pretty Ugly, LLC. All Rights Reserved.

Available exclusively by Mail-in Redemption Certificate.

Certificates available at Authorized Uglydoll Retailers this fall.

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>playthings

Today's technology drives tomorrow's toy innovations

— in three distinct directions. MEREDITH SCHWARTZ

Toys2.0

T E C H G A M E S G E T R E A L

Moshi Monsters line includes soft toys of six characters plus figures of Moshlings pets. Include online codes. Spin Master Ltd. 800.622.8339. www.spinmaster.comCIRCLE #821

Angry Birds 8" plush plays sounds. $12.99-$24.99. 5" minis also available. Commonwealth Toy. 212.242.4070. www.commonwealthtoy.comCIRCLE #823

Tetris Wall Graphics are movable and “play-able.” Comes in all seven Tetrimino pieces. 4”-12”. Walls360. 888.244.9969. www.walls360.com CIRCLE #822

That technology drives toy develop-

ment has been true for generations,

from soft er Teddies to the revolution

of plastic. But now technology is front

and center on the consumer end

as well as the manufacturing. And

today’s tech toys seem far more than a

generation removed from Speak and

Spell and Teddy Ruxpin.

However the dire predictions that

video games would replace traditional,

offl ine toys completely, at least for

the older child set, have not come

true either. Indeed, one of the most

intriguing trends to come out of Toy

Fair shows just the opposite: online fa-

vorites are coming off screens big and

small to add an analog presence.

Online Gets RealTetris is one of the most iconic com-

puter game phenomena out there,

known to millions around the globe.

And without characters or a plot,

it might seem at fi rst glance to be a

poor candidate to translate into other

forms. But that’s not how things are

playing out in the real world: Only

a year aft er Tetris moved into retail

merchandising, the brand is coming

off Toy Fair and the Licensing Show

with dozens of deals for real-world

objects from companies such as Basic

Fun, Techno Source, Crazy Bands,

Walls 360, and Pollard

Banknote.

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I N T E R - A C T I V I T I E S

Nor is it the only one: Mind Candy’s

online kids’ game moshimonsters.

com recently entered 3D with a line

of soft toys from Spin Master. And the

iPhone gaming sensation Angry Birds

turned into plush and other low tech

items from Commonwealth Toys. It

turns out that what’s true of TV is true

of other electronic media as well: they

are powerful branding tools, but when

kids — and some grownups — come to

love an idea, they still want to touch it.

Indeed, some people go beyond just

touching. In Terrassa, Spain, Rovio,

the creator of Angry Birds, created

and fi lmed a giant-sized, real-world

reenactment of the game, which has

been making the social media round

ever since.

Inter-ActivitiesPerhaps the single hott est trend in

techie toys is interactivity. And the

biggest question is, with what and

how does the toy interact?

One major trend is toys that inter-

act with those other ubiquitous “toys”

for all ages — iPads and smartphones.

There’s no such thing as too young for

tech anymore. Perhaps in response

to the many parents who use their

gadgets to keep their kids entertained

on the go, Fisher-Price introduced

the Baby iCan Play Case, which holds

a parent’s iPhone or iPod Touch to

interact with downloadable Laugh &

Learn apps.

For the older set, Identity Games’

“Living Game Board” is a sleeve for an

AR.Drone is controlled by an iPhone, iPod Touch or iPad. $299.99. Parrot North America. 248.354.5400. www.parrot.comCIRCLE #824

Skylander’s Spyro Adventure figures interact with the game. $70. Individual toys, $10. Activision. 310.255.2000. www.toysforbob.comCIRCLE #825

Tandars Interactive Pets sense and speak to each other, detect movement, make sounds and move head, ears and mouth. $49. Yoha Toys. [email protected]. www.Tandars.com.CIRCLE #826

Cookie, My Playful Pup from the Furreal Friends line includes voice rec-ognition, touch sensing and eye tracking. Ages 4 and up. $59.99. Hasbro. 800.255.5516. www.hasbro.comCIRCLE #827

Radica Fijit Friends can identify 30 phrases, re-member music and speech, dance to external music and respond to sonic chirp codes. Mattel Inc. 310.252.2000. www.mattel.comCIRCLE #828

W I T H G A D G E T S W I T H Y O U & E A C H O T H E R

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>playthings

iPad which connects to sensors on a

game board. The iPad knows if players

move illegally, assign points and cards,

and play media at the right times.

As K. Tempest Bradford pointed

out in Laptop magazine, the system

counteracts the isolating tendency of

tablet computers, since everyone must

gather around the one iPad.

The AR Drone “fl ying video game”

features a real world fl ying gadget

which can be controlled by an iPod

Touch, iPhone or iPad — but it’s not

just a phoned-in version of a remote

controlled vehicle. On the screen of

the gadget the fl yer appears against

a game background, and the game

can be played alone or with others via

wifi . Does this doubled vision work for

users? Apparently so. “I had the sense

of taking gaming away from the TV

and transferring it into a real-life sce-

nario,” wrote Sean Bacher of the toy's

interface in Gadget magazine.

Even the technology side is gett ing

into the toy act: to promote its

new Android Open Accessory

initiative, Google built a giant

version of the Labyrinth ball-

and-maze game, and rigged it

so that it could be controlled

externally by the gyroscope in an

Android tablet.

And of course, the trend that began

with Webkinz continues as offl ine toys

off er an online gaming component.

Freaky Pets transformable plush

creatures turn inside out, while online

play winnings can be turned into

customization of the child’s pet. I Love

Robots’ remote-controlled robots also

have online gaming counterparts.

Activision is taking the integration

of toys and videogames to the next

level with Skylanders. Eric Hirshberg,

CEO of Activision Publishing, says

of the product, which took two years

to develop, “Skylanders truly defi es

categorization and creates an entirely

new genre of play, bringing the world

of digital and analog play together like

never before.” The toys cross platforms

from Xbox to PS3 to Wii to handheld

gaming devices, mobile devices and

PCs. “The game marks a wholesale

change in the interaction between

toys and video games, opening up new

possibilities to our players and new

revenue streams for the company.”

Hirshberg added. Activision CEO

Robert Kotick called Skylanders “one

of the biggest investments we’ve ever

made in a new intellectual-property.”

Skylanders: Spyro’s Adventure in-

cludes a video game, “Portal of Power”

device, and 30 “interaction fi gures.”

But the many kids who don’t have a

smartphone or tablet or even Inter-

net access aren’t left out in the cold.

A second, soft er side of interactivity

features toys that interact with the

user and/or each other — oft en both.

Radica’s Fijit Friends from Matt el

respond to more than 30 verbal com-

mands, interact with each other and

recognize diff erent musical “Friends-

beats.” Like other toys that interact

with users, Fijit Friends’ colorful looks

and focus on social connection refl ects

the fact that they’re geared specifi cally

toward tween girls, another new trend

in a marketplace in which technology,

like most science, has historically been

considered primarily a boys’ interest.

Similarly, YoHa Toys’ Tandars pets

will interact with each other and their

owners, and have eyes with sensors

that follow motion. Hasbro’s Cookie,

My Playful Pup from the Furreal

Friends line uses voice recognition

technology to cue head movement,

blinking, and barking. The toy also re-

sponds to being touched on the sensors

located on her head and cheeks and

tracks her squeaky toy with her eyes

and head as it’s moved in front of her.

Tradition Goes High TechMeanwhile, starting from the other

extreme of the spectrum, some ex-

tremely traditional and low-tech clas-

sic toys are gett ing a modern make-

over thanks to technology. According

to Shantou Custom, “intelligent toy”

exports from the area grew by nearly

90 percent. That’s big news when

you consider that Shantou is the toy

making heart of China’s Guangdong

province, and Guangdong produces

ACCORDING TO SHANTOU CUSTOM, “IN-

TELLIGENT TOY” EXPORTS FROM THE

AREA GREW BY NEARLY 90 PERCENT.

WWW.PARTYANIMALINC.COM

[email protected]

VISIT US IN ATLANTABUILDING 2 - 4th FLOOR

BOOTH 308

Circle #304

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more than 60 percent of the toys com-

ing out of China.

Examples abound. Matt el’s vener-

able kid-powered Hot Wheels brand

will be motorized for the fi rst time

thanks to licensee Toy Quest; while

electric cars are not new, the change

bespeaks a shift in what today’s kids

expect. And TechnoSource gives that

standby for long car rides, 20 Ques-

tions, a further electronic makeover

with 20Q, The Next Generation.

Even those that decry such elec-

tronic additions to classic toys as un-

necessary bells and whistles are likely

to respond warmly to “stealth” tech-

nological innovations such as these:

Gyrobike uses technology to make

training wheels obsolete. A batt ery op-

erated disk inside the wheel corrects

the bike’s balance even at slow speeds,

making it easier to learn to ride and

to transition to unassisted balanc-

ing. Both a whole bike and a single

replacement wheel are available. And

Dayspring off ers the warmest and

fuzziest technological makeover of

all: the Bedtime Prayers and Promises

recordable storybook lets a parent or

grandparent record their own voice

into the book, so they can read their

child a story of faith even when they

can’t be there in person.

Picking and ChoosingAs technology toys proliferate, it’s no

longer useful to think of them as a

single category that one can ignore

— or embrace. The key is to focus on

the end without being distracted by

means. It will quickly become clear

which are right for your customers. •

In 20Q, The Next Generation, the game does the guessing. New housing has glowing faceplate, AI and feature buttons like skip and sound control . TechnoSource USA. 212.929.5200. www.technosourcehk.comCIRCLE #831

Recordable storybook records the reader’s voice to play back as the pages are turned. Three more will release this fall. $29.95. DaySpring. 877.751.4347. www.DaySpring.comCIRCLE #832

ALL PRICES RETAIL

O L D M A D E N E W

Electronic motorized Hot Wheels recreate models like Twin Mill III, Rat Bomb and Arachnorod. Light-up features, engine sounds and motorized stunts. ToyQuest 310.231.7292 www.toyquest.com CIRCLE #830

Gyrowheel is an alternative to training wheels: Three settings lets parents reduce stability as skills improve. 12” and 16”. Full bike also available. Gyrobike. 415.684.7214. www.thegyrobike.comCIRCLE #829

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b Play-Doh Sesame Street Cookie Mon-ster's Letter Lunch has kids mold letters, veggies, pasta and cookies. Ages 3 and up. Hasbro. 800.255.5516. www.hasbro.comCIRCLE #818


>Playthings

cTeach My Preschooler kit is divided into Ready to Read, Ready to Print, Ready for 1-100 and Ready for Math. $49.99. Teach My. 416.488.7076. www.teachmy.comCIRCLE #819

dSoft Shapes Play to Learn Games: Dog Tag features squirters and floating targets. $14.99. Ages 3 and up. Innovative Kids. 800.759.0190. www.innovativekids.comCIRCLE #820

ALL PRICES RETAIL

a Building Blocks First Number Fun includes blocks that can be written on with chalk. Ages 2-6. $35. Haba USA. 800.468.6873. www.habausa.comCIRCLE #817

All play helps children learn, but toys that highlight

education appeal to parents, grandparents, even

teachers, and help specialty stores stand out.

Get Educated

gda1106PlayLearningid 198 6/1/2011 7:34:48 PM

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<

Mythical Realms CyclopsThis one-eyed giant is the latest addition to the popular Mythical Realms® Series. Hand-painted, phthalate and lead free.

|800-554-5414

@www.safariltd.com

# circle #598

Days of Old Collection Queen SofiaThis delicately sculpted Queen Sofia will engage children in hours of imaginitive play. Hand-painted, phthalate and lead free.

|800-554-5414

@www.safariltd.com

# circle #599

S A F A R I L T D . S A F A R I L T D .

Wildlife Wonders OkapiEmbark on a world of wildlife wonderment with this jumbo sized and realistically sculpted Okapi. Hand-painted, phthalate and lead free.

|800-554-5414

@www.safariltd.com

# circle #596

S A F A R I L T D .<

Incredible Creatures Golden Lion TamarinThis colorful, miniature monkey native to southeastern Brazil will spark the imagination of any child and adult alike. Hand-painted, phthalate and lead free.

|800-554-5414

@www.safariltd.com

# circle #595

S A F A R I L T D .

<

Days of Old Collection King AlfredStately King Alfred is a highly detailed, classic fairytale figurine. Hand-painted, phthalate and lead free.

|800-554-5414

@www.safariltd.com

# circle #597

S A F A R I L T D .

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Softy SoakersPlunge Softy Soakers in water and they expand to full size in 40 seconds. “Fanta Sea” collection sea horse, octopus, shark, dolphin, turtle and alligator. SRP: $10

|888-287-6722

@www.auroragift.com

# circle #602

A U R O R A W O R L D I N C .

Are We There Yet?Aurora’s “Are We There Yet” collection features Cheeky Charlie and his jungle buddies as plush, backpacks, neck rests and even “My Name Is” ID tags. SRP: $6-$17

|888-287-6722

@www.auroragift.com

# circle #603



Fancy Pals – “Animal Tales”Cheetah, Giraffe, Leopard and White Tiger make up this special line of Fancy Pals called “Animal Tales.” Each carrier is great on the go and includes removable plush animal. SRP: $15

|888-287-6722

@www.auroragift.com

# circle #600

YooHoo & FriendsBrand new YooHoo & Friends ready to hit the beach with YooHoo Surfer, YooHoo Diver and Pammee Beach Girl. Each makes a sound when squeezed. SRP: $9

|888-287-6722

@www.auroragift.com

# circle #604



Roxie the DoxieRoxie the Doxie plush, stationery and room décor takes tweens around the globe to explore other cultures. First stop Paris, next stop London! SRP: $7-$20

|888-287-6722

@www.auroragift.com

# circle #601


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Tye Dye ChairIt’s fun. It’s new. It’s one of our best selling prints on one our best selling items! Order now.

|800-328-3548

@www.mollynme.com

# circle #608

M O L L Y ‘ N M E A D I V I S I O N O F M S . D E E , I N C .

F A B E R - C A S T E L L ®<

My First Dress-Up Play SetComplete 100+ piece set to create, play & pretend for hours of imaginative fun. Perfect for Travel.Retail Price: $21.99

|800-642-2288

@www.creativityforkids.com

# circle #609

<

Coloring & ARTivity Books Cool Metallics Pictures & DesignColor and create with sparkly effects on black backgrounds. Includes 5 Metallic EcoPencils. Retail Price: $6.99

|800-642-2288

@www.creativityforkids.com

# circle #607

F A B E R - C A S T E L L ®

Lil’ TeammatesThe hot new collectible toys! 3" articulated figures. Officially licensed for NFL, MLB, NBA, NHL and over 50 colleges. Ages 4 and up. “Big kids” love ‘em, too! SRP $7.99

|800-456-0145

@www.partyanimalinc.com

# circle #605

T H E P A R T Y A N I M A L <

LED Mirror Disco BallDance the night away! New 360° rotating mirror ball with LED lights in base. Order now.

|800-328-3548

@www.mollynme.com

# circle #606

M O L L Y ‘ N M E A D I V I S I O N O F M S . D E E , I N C .

Untitled-8 1 6/1/2011 4:35:33 PM

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Cheery Cheeks ScarfBe stylish yet warm with Mary Meyer’s Cheery Cheeks Scarves! Cheery Cheeks Scarves are available in 4 of our fun, colorful Cheery Cheek Characters from our ever popular Cheery Cheek Collection! SRP: $19.99

|800-451-4387

@www.marymeyer.com

# circle #613

M A R Y M E Y E R<

M A R Y M E Y E R

Sock Monkeys Retro meets Print Pizzazz…Sock Monkeys, an old favorite are now coming jazzed up in Mary Meyer’s colorful Print Pizzazz fabrics. Available in 3 colors. SRP: $17.00

|800-451-4387

@www.marymeyer.com

# circle #612

New Jungle Plush From FiestaFiesta’s new jungle animals are soft, cuddly, and huggable. Two styles. 14" (4) assorted elephant, lion, leopard, and giraffe. And, 7" (5) assorted, leopard, tiger, giraffe, hippo, lion.

|323-581-9988

@www.fiestatoy.com

# circle #614

F I E S T A T O Y

Fiesta Swirl “2 in 1” Plush N’ PillowAnimal changes from pillow to plush toy. Velcro closure. 16" x 14", (4) assorted colors. Available in elephant, hippo, bear, and monkey. Swirl plush animal line also includes sea life, jungle, puppies, and farm.

|323-581-9988

@www.fiestatoy.com

# circle #611

F I E S T A T O Y

Fiesta Couture™Fun and fashionable Fiesta Couture™ playful plush animals. Black and white houndstooth, paisley, and floral prints. 9" to 10" elephant, monkey, giraffe, penguin, turtle, horse and teddy bear.

|323-581-9988

@www.fiestatoy.com

# circle #610

F I E S T A T O Y

Untitled-8 1 6/1/2011 4:35:53 PM

TICKETS ON SALE NOW!SUNDAY, AUGUST 14, 2011

The Lighthouse, Chelsea Piers* | 23 Street & West Side Highway Cocktails 6:30 PM | Dinner and Awards Presentation to follow

* Transporation provided from the Javits Center to The Lighthouse

Tickets are $185 per person or $1850 for a table of 10.A portion of the proceeds will be donated to Gift for Life

Gift for Life’s Industry Achievement Award will be presented to Michael AramGift for Life unites the gift and home industries against AIDS.

For Event Tickets, visit www.giftsanddec.com or contact Ginny Engle at [email protected]

Sponsored By:

Co-Sponsors:

Plus G&DA will present a Special Lifetime Achievement Award to Su Hilty of 7 West.

Untitled-12 1 5/25/2011 2:10:54 PM

giftsanddec.com

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THE HONG KONG GIFTS & PRE-

MIUM FAIR, PRODUCED BY THE

HONG KONG TRADE DEVEL-

OPMENT COUNCIL, HAD ITS

ANNUAL SPRING RUN APRIL

27-30. The show, which presents more

than 4,000 exhibitors from around the

world, has grown by 17 percent and

att racts a large international buying

audience. This is a show not for the

small American retailer but for im-

porters, distributors and manufactur-

ers sourcing new products, designers

and resources for their product lines.

The world makes its way to China

to shop. We noted buyers from Aus-

tralia and New Zealand, Austria, the

United Kingdom, Canada, Japan,

India, South Africa, Germany and

France. The exhibitors are equally

diverse. Gift s & Decorative Accessories

even met up with a few American

exhibitors.

German exhibitor Paper + Design

noted, “We are here to meet customers

who may not go to Frankfurt, and also

to reach new customers who make

Asian sourcing a priority.”

Technology ReignsWalking throughout the show,

there is no doubt that technology plays

a major role in our lives and that many

exhibiting companies are focusing on

creating fun and fashionable items to

accessorize our gizmos and gadgets.

Some of the more interesting ideas

were displayed in the Hall of Fine

Designs and in the Aisle of Original-

ity, a product zone of the Hong Kong

Exporters Association.

USB memory devices of all sorts

abounded and are not only desirable

as promotional giveaways, but also in

their more design forward looks, very

gift able. There were also accessories to

support iPhones for hands-free video

viewing, earphone jack audio split-

ters for sharing listening and mini

speakers for iPods, iPhones and MP3

players in various shapes and styles.

Going GreenEco/green products is a growing

focus for the fair. A few exhibitors

focused on harnessing the power

of the sun to recharge tech gadgets.

Other eco off erings were more tradi-

tional: fashion accessories made from

recycled materials such as plastic

water bott les or wool, and stationery

products made from recycled cott on.

This just scratches the surface of

what the Hong Kong Gift & Pre-

mium Fair off ers. This show is a good

resource for novelty items. Looking for

watches? There are plenty. How about

toys? They are there too. Fashion ac-

cessories? Pens? Plentiful. The range

of product potential makes this show

a good resource for wholesale buyers

seeking products and suppliers. •

>international report HONG KONG

Gifts & Premium Fair attracts thousands of buyers from around the world.

BY CAROLINE KENNEDY

Sourcing Hong Kong

Solar Tree mobile phone charger from XinDao (XD Design) was one of the more unusual items.

The i-Pig from Top Choice is a ceramic pig that is a low-tech iPod speaker and money bank.

The ecos ecos line of fashion totes and stationery items are made of recycled RPET plastic from water bottles.

gda1106MKTHongKongid 204 6/1/2011 5:23:02 PM

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DallasPREVIEW DAYJune 21TOTAL HOME & GIFT MARKETJune 22-28Dallas Market Center800.DAL.MKTSwww.dallasmarketcenter.com

Show Producer: Dallas Market CenterMarket Elements: Dallas Holiday & Home Expo, June 22-28; Dallas Interna-tional Lighting Market, June 23-26; Dal-las Hospitality & Contract Design Show, June 23-26; and FINDS Dallas Temp Show, June 23-26.Show Hours: June 22-23 and June 25-28, 8:30 a.m.–6 p.m.; Friday, June 24, 8:30 a.m.-8 p.m.Travel Arrangements: Market Travel, 800.DAL.MKTS

Market Highlights• New Preview Day on June 21, gives at-tendees a jump start look around market. • FINDS temp show shifts to a Thurs-day-Sunday; introduces a new category: Handmade & Vintage FINDS. • Design FINDS moves to the fi rst fl oor Trade Mart atrium to run alongside The Santa Fe Intl. Folk Art Market collection, a special addition for the show. • Finalists of The Next Big Thing — IV Pole Pals, The Feeling Bag and The Pillow Bag — show their products. The winner will be announced on Saturday, June 25 at 3 p.m. • Dallas Design Supply, a 20,000-sq-ft. resource for immediately available fl oral supplies and more, debuts.

Special Events• Western-themed barbecue bash. 6-7:30 p.m. Thursday, June 23. Interna-tional Trade Plaza. • Art & Design Affair. Friday, 6 p.m. Friday, June 24. Grand Pavilion at the Trade Mart. Explore the Santa Fe Inter-national Folk Art Market Collection, meet artists, view demonstrations and enjoy cocktails.

SEMINARSSeminars will be held in the new Seminar Suite, WTC 554. Following is a selection of seminar offerings. For the full list visit www.dallasmarketcenter.com/markets/market-events.aspx?m=550.Wednesday, June 22• InStore LIVE! The Workshop for Suc-cessful Retailers. 1-5:30 p.m. Thursday, June 23• Product Pricing Strategies for Profi ts Plus. 9 a.m. Presenter: Tom Shay• The Right Stuff: Buying Right Then

Managing What You Buy. Noon. Present-er: Lynn Switanowski.Friday, June 24• Show Me the Money — Financing Your Business. 9 a.m. Presenter: Mark Hare, JPMorgan Chase BankSaturday, June 25• Retaining and Motivating Multi-Gen-erational Employees. 9 a.m. Presenter: Roy Prevost, author of Turbocharge Your Retail Business.• Color Directions: Twists, Turns and Trends. Noon. Presenter: Leatrice Eise-man. Pantone Color Institute.

Look for: New showrooms and expan-sions include: Amity Imports, WTC 563; Couronne Company, WTC 330; French Laundry Home, WTC 571; Guildmaster, WTC 504; Peacock Park Design, WTC 518; and Seasons Direct, International TradePlaza (The Plaza), 1F100.

J U N E | J U L Y | 2 0 1 1

SUMMER MARKETS

>show preview

Dallas Market Center

gda1106MktPreviews 205 6/1/2011 8:44:10 PM

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BaltimoreBUYERS MARKET OF AMERICAN CRAFTJuly 11-13Baltimore Convention Center800.432.7238www.buyersmarketofamericancraft.com

Show Producer: The Rosen GroupShow Hours: Monday–Tuesday, July 11-12, 11 a.m.–6 p.m.; Wednesday, July 13, 11 a.m.–3 p.m.Travel Arrangements: Hotel reserva-tions can be made online on the show’s website. For a 5% discount on American Airlines reserve online and use discount code 4271BS. For a 10% Amtrak discount us Fare Code Number X27G-925.

Special Events• Buyers Market Party. Tuesday, July 12. 6:30 p.m.• NICHE Top Retailer Awards Breakfast. Wednesday, July 13. 9:30 a.m.

DAILY SEMINARSRetail Secrets, Trends & Strategies Summit: Free seminars for retailers and artists. 8:30-11 a.m.

AtlantaATLANTA INTL. GIFT AND HOME FURNISHINGS MARKETJuly 13–20; Temporaries, July 16–19ATLANTA INTL. RUG MARKETJuly 14–17AmericasMart Atlanta800.ATL.MARTwww.americasmart.com

Show Producer: AMCShow Hours: July 13-14 and 17-20, 9 a.m.-6 p.m.; July 15-16, 9 a.m.-8 p.m. (select showrooms open at 8 a.m.) Tem-poraries, July 15-18, 9 a.m.-6 p.m.; July 19, 9 a.m.-2 p.m. Rug Market, 9.a.m.–5 p.m.Travel Arrangements: Ameri-casmart Travel Services, 800.241.6405

or 404.584.7458. Delta Air Lines, 800.328.1111, File Meeting Code: NM5V4; Air Tran, 866. 683.8368, Event Code: AMERICASMART11

Market Highlights: Special chef ap-pearances daily in the demonstration kitchen, AM2 WW, 8th fl .; Holiday & Floral/Home Decor Seminars in AM1, 19-A-23

Special Event• ICON Honors — celebrating excel-lence in the gift and home industries. The Awards presentation will include a ICON Lifetime Achievement Honor going to Todd Figi, founder of Figi Giftware. Kenny Loggins will be the headline entertain-ment. Atlanta Marriott Marquis. Cock-tails, 7:30 p.m.; dinner and awards, 8 p.m. Tickets: $95/$950 table of 10. Visit www.americasmarticonhonors.com for more information. EDUCATION CENTER SEMINARSUnless otherwise noted, check details in the Buyer’s Guide at market. Other in-showroom seminars and events are also scheduled. Visit www.americasmart.com/markets/gift/gift-market-info for information.Thursday, July 14 – Online Marketing • Gain 25% More Customers with Mobile Marketing. 9-10 a.m. Presenter: Christi Tullis. AM1-10-1002.• Tip$ For Marketing Online. 10:30-11:30 a.m. Presenter: Christi Tullis. AM1-10-1002. • Social Secrets That Matter. 1-2 p.m. Presenter: Christi Tullis. AM1-10-1002.

• Exhibitor Seminar: How to Think Like a Retailer. 3-4 p.m. Presenter: Albert Maslia. AM3, 3rd fl . Conference Ctr., Woodruff Room.Friday, July 15 – Sales Success • Moving Product Out the Door. 9-10 a.m. Presenter: Robin Kert. AM2, Seminar Room 934/930 B• Productive & Profi table: A Smarter Way to Shop. 9-10 a.m. Presenter: Albert Maslia. AM1-10-1002 • Art of Shopping and Good Customer Service: Retail Basics. 10-11 a.m. Presenter: Albert Maslia. AM1-10-1002 • The Myths and Realities of Business Plans: Why I Need a Business Plan Even After Starting My Business. 10:30-11:30 a.m. Presenter: Greg Henley. AM2, Semi-nar Room 934/930 B• Dealing with Diffi cult Customers. 1:30-2:30 p.m. Presenter: Brandon M. Smith. AM1-10-1002.Sunday, July 17 – Retail Basics• Retailing In Today’s Economic Environ-ment: The Role of AmericasMart. 9-10 a.m. Presenter: Albert Maslia. AM1-10-1002.• So, Where’s My Profi t? 10:30-11:30 a.m. Presenter: William Smith. AM1-10-1002. • Signs of the Times: The Signals You Send and the Impact to Your Bottom Line. 1-2 p.m. Presenter: Melissa Haber-stroh. AM1-10-1002.

Los AngelesTHE NEW CALIFORNIA GIFT SHOWJuly 19-25Temporaries: July 22-25L.A. Mart Los Angeles Convention Ctr.213.763.5800www.californiagiftshow.com or www.lamart.com

Show Producer: Merchandise Mart Properities Inc. (MMPI)Show Hours: L.A. Mart showrooms: 9 a.m.–6 p.m., July 19-21 and 23-25; July 22, 9 a.m.–8 p.m. L.A. Mart Design Studio and Beckman’s: July 22, 9.a.m.-8 p.m.;

>Show Preview

Americasmart Atlanta


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July 23-25, 9 a.m.-6 p.m. Convention Center: 9 a.m.–6 p.m., July 22-24; 9 a.m.–4 p.m., July 25.Travel Arrangements: MMPI Travel, 800. 221.3531 or www.californiagiftshow.com/californiagiftshow2/index.cfm/trav-el/hotel/.

Market Highlights• California-centric theme taps into the vitality and sense-of-style that is the California aesthetic and celebrates the Californian and Hollywood infl uences in fashion, home, entertaining and lifestyle.• California Bespoke — A juried, gallery-inspired design showcase presents the region’s next generation of tastemakers producing one-of-a-kind, limited edition and new-to-market home fashions, ac-cessories, handcrafted objects and origi-nal works of art. Merchandised by Emmy-nominated set designer Peter Gurski and curated by Editor-at-Large.• Lifestyle Installations present a series of environments on the show fl oor feature select categories to allow buyers to “experience” products, aspirational trends, and provide sales and merchan-dising ideas.• DesignStudio and Beckman’s West Handcrafted Gift Show. 2nd fl . L.A. Mart.• Fair Trade Pavilion at Convention Ctr.• Lots of on-site demos, drawings and giveaways.

Special Events• Tattoo Prescription. Thursday, July 21. 11 a.m.-3 p.m. Remembrance, L.A. Mart 360. Temporary henna tattoos by Frank Gjata, Conscious Ink.• World Style Stories. Friday, July 22. Kentia Hall, Convention Ctr.• Meet Vietri. July 20-22. Collective Home, L.A. Mart 700.• Before and After Wine Tasting Demon-strations with Soiree, July 20-24. 5 p.m. Collective Home, L.A. Mart 700.• Late Night Shopping Parties. Friday,

July 22. L.A. Mart.

SEMINARSFull programming information was not available at press time. Visit www.califor-niagiftshow.com for updated information.

Saturday, July 23• Panel of leading gift and home trade publications, including Gifts & Decorative Accessories’ Caroline Kennedy and Home Accents Today's Jenny Heinzen York, share insights on the industry and the state of retail. Moderator: Julia Noran, founder of Editor at Large. 11 a.m.-noon. To be followed by individual Q&A session, Noon-1 p.m.

PhiladelphiaPHILADELPHIA GIFT SHOWJuly 24-27Greater Philadelphia Expo CenterOaks, PA 678.370.0329 www.philadelphiagiftshow.com

Show Producer: Urban ExpositionsShow Hours: July 24-26, 9 a.m.-6 p.m.; July 27, 9 a.m.-3 p.m.Hotel Arrangements: Visit www.giftshowhotels.com for discounted hotel rates starting at $39.

Market Highlights: Fast-growing prod-uct sectors include Made In The USA, Child’s Play, Home Accents, Handcrafted, and Gourmet, Candy & Confection.

Special Event• NARB Buyer Professional Networking Mixer. 6 p.m. Sunday, July 24. Meet and mingle with members of the National As-sociation of Retail Buyers and Sellers.

SEMINARSSunday, July 24• Hospital Gift Shop Seminar Series: Your 3 Critical ‘Hats’ For A Profi table Inventory Mix. 10:30 –11:30 a.m. Presenter: Marilyn Nason. • Increasing Traffi c and Sales. 1:30pm-2:30pm. Presenter: Angela Dalby.

Monday, July 25• Guerilla Marketing. 10:30–11:30 a.m. Presenter: Patricia Norins. • How to Win the Battle With the “Big Box” Retailer. 1:30-2:30p.m. Speaker: Bruce Baker.

ChicagoTHE CHICAGO MARKET: LIVING AND GIVINGJuly 28-August 3Market Suites Temporaries, including Beckmans July 30–August 2Merchandise Mart312.527.4141www.shopchicagomarket.com

Show Producer: Merchandise Mart Properties Inc. (MMPI)Show Hours: Permanent showrooms, July 28-29, July 31-August 2, 9 a.m.-6 p.m. July 30, 9 a.m.-8 p.m. August 3, 9 a.m.-3 p.m. Temporaries and Beck-man’s, July 30-August 1, 9 a.m.-6 p.m., August 2, 9 a.m.-3 p.m.Travel Arrangements: Mart Travel Services, 800.528.8700

Special Events• Ballooniversity on the Road: Chicago. Friday, July 29. 9 a.m.-5:30 p.m. Burton + Burton. Merchandise Mart fl oor 2. $99. Registration required. For information visit www.ballooniversity.com/• Foreside Home and Garden Chicago Grand Opening. Saturday, July 30. 5-8 p.m. Showroom 13-126.

SEMINARSInformation was not available at press time. Visit www.shopchicagomarket.com.

California Gift Show


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>Calendar NATIONAL AND INTERNATIONAL

J U L Y | A U G U S T | 2 0 1 1

NATIONAL AND INTERNATIONAL

>calendar

JulyNATIONAL

ATLANTA• Atlanta Intl. Gift & Home Furnishings Mkt. ......................................................13-20• Temporary Exhibits........................ 15-19• Atlanta Intl. Area Rug Mkt. ..........14-17AmericasMart (800) ATL-MART www.americasmart.com

BALTIMOREBuyers Market of American Craft...11-13Baltimore Convention Ctr. (800) 432-7238 www.buyersmarketofamericancraft.com

CHICAGO• Transworld JF&A Show ................21-24D.E. Stephens Convention Ctr., Rosemont (800) 323-5462 www.transworldexhibits.com• The Chicago Market: Living & Giving ......................................28-Aug. 3• Market Suites Temporaries including Beckman’s..................................30-Aug. 2Chicago Merchandise Mart (312) 527-4141 www.shopchicagomarket.com • CHA Craft Super Show .................19-21D.E. Stephens Convention Ctr., Rosemont (201) 835-1203www.craftandhobby.org

COLUMBUS, OH• Columbus MarketPlace Show .... 24-26Columbus MarketPlace (800) 686-MART www.thecolumbusmarketplace.com

LAS VEGAS• ASD LV/Variety Mdse. ...........31-Aug. 3• ASD Las Vegas Gift & Toy ....31-Aug. 3• ASD Las Vegas Jewelry Show ............................................31-Aug. 3Las Vegas Convention Ctr. (800) 421-4511www.merchandisegroup.com

LOS ANGELES• California Gift Show ..................... 19-25L.A. Mart (800) LA-MART-4 www.lamart.com• Temps inc. Beckman’s West ..... 22-25L.A. Mart and L.A. Convention Ctr. (800) LA-MART-4 www.lamart.com• Gift & Home Market .................... 18-24California Market Center (213) 630-3600www.californiamarketcenter.com

MIAMI• China Sourcing Fairs: Gifts & Premi-ums, Home, Baby & Children’s Prod-ucts, Fashion Accessories ................ 11-13• India Sourcing Fairs: Gifts & Premi-ums, Home, Baby & Children’s

Products, Fashion Accessories ....... 11-13Miami Beach Convention Ctr. (011) (852) 8199-7308www.chinasourcingfair.com

NEW YORK• JA Intl. Jewelry Show .................. 24-26Javits Convention Ctr. (646) 654-5000www.ja-newyork.com

ORLANDO• Orlando Gift Show ....................... 23-26Orange County Convention Ctr. (800) 318-2238www.orlandogiftshow.com

PHILADELPHIA • Philadelphia Gift Show ............... 24-27Greater Philadelphia Expo Ctr., Oaks, PA (678) 370-0332www.philadelphiagiftshow.com

PHOENIX• OASIS Gift Show ..........................28-30Phoenix Convention Ctr. (800) 424-9519 www.oasis.org

PITTSBURGH • Pittsburgh Gift Show ............ 30-Aug. 1Pittsburgh ExpoMart, Monroeville, PA (585) 254-2580 www.pittsburghgiftshow.com

WASHINGTON, DC• NASFT Fancy Food & Confection Show ....................................................10-12Washington Convention Ctr. (212) 482-6440 www.fancyfoodshows.com


L.A. Mart

gda1106Calendar 208 5/31/2011 8:51:29 PM

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AugustALBERTA, CANADA• Alberta Gift Show ......................... 14-17Northlands, Edmonton (877) 281-0005www.albertagiftshow.com

BILOXI/JACKSON, MS• Biloxi Wholesale Gift Show ...........6-8Mississippi Gulf Coast Conv. Ctr. (800) 951-1994www.wmigiftshows.com

COLUMBUS, OH• Columbus MarketPlace Show .... 19-23• Columbus MarketPlace Temps ..20-22Columbus MarketPlace (800) 686-MART www.thecolumbusmarketplace.com• The Heritage Cash & Carry Wholesale Market ..................................................... 20• The Heritage Market of American Crafts ...................................................... 20Aladdin Shrine Complex (717) 249-9404www.heritagemarkets.com• Offi nger’s Handcrafted Marketplace ........................................... 20Veterans Memorial Building (740) 452-4541 www.offinger.com

DENVER • Gift, Jewelry & Resort Show ......25-30• Denver Apparel & Accessory Market .............................................. 26-29• Gift, Jewelry & Resort temps .... 27-29Denver Merchandise Mart (800) 289-6278 www.denvermart.com

EDISON, NJ• Larry Karel’s Edison Furniture & Accessory Mkt.................................. 21-23New Jersey Convention Ctr. (305) 792-9990 www.kemexpo.com

FORT LAUDERDALE, FL• Fort Lauderdale Gift Show ....... 27-30Ft Lauderdale/Broward Cty. Conv. Ctr.

(678) 370-0332www.urban-expo.com

GREENSBORO, NC• GTS Greensboro Jewelry & Accessories Expo .............................. 6-8Greensboro Coliseum Complex (770) 410-9771www.gtshows.com

KANSAS CITY, KS• Gift Market of Kansas City .......... 12-16Metcalf South Mall (913) 687-8059www.giftmartofkansascity.com

LAS VEGAS • Las Vegas Market ..............................1-5• Gift + Home ........................................1-5• Las Vegas Kids ...................................1-5World Market Center (702) 380-0919www.LasVegasMarket.comwww.giftandhomelv.comwww.vegaskidslv.com• Off -Price Specialist Show ........... 19-22Sands Expo & Convention Ctr. (800) 204-5720www.offpriceshow.com

LOS ANGELES• Celebrate! Convention and Trade Show .......................................................4-7Doubletree Hotel, Ontario, CA (262) 782-1900www.celebrateconvention.com

LOUISVILLE• Louisville Gift Show .................... 28-29Kentucky Intl. Convention Ctr. (513) 861-1139www.louisvillegiftshow.com

MEMPHIS • Memphis Gift & Jewelry Show .20-22Memphis Cook Convention Ctr. (630) 241-9865www.gift2jewelry.com

MEXICO CITY, MEXICO• Mexican Gift Show ...................... 22-25Hipodromo de las Americas., Mexico City (011) (525) 271-0503 www.espaciosalpro.com

MINNEAPOLIS • Minneapolis Gift, Home & Accessory Show with Temps ................................5-9Gift Mart, Minnetonka, MN (800) 626-1298 www.mplsmart.com

MONTREAL, CANADA• Montreal Fall Gift Show .............. 28-31800 De La Gauchetiere St. (877) 281-0005www.montrealgiftshow.com

NEW ORLEANS• New Orleans Gift & Jewelry Show ................................................... 13-16Morial Convention Ctr. (630) 241-9865 www.gift2jewelry.com

NEW YORK• Printsource New York ......................1-37 West 34th St. (212) 279-6063www.7wnewyork.com• New York Gift & Home Textiles Market Week ...................................... 13-187 W New York (212) 279-6063www.7wnewyork.com230 Fifth Ave. (800) 698-5617 www.230FifthAve.com• New York Intl. Gift Fair ................ 13-18• At Home .......................................... 13-17Passenger Ship Terminal Pier 94 • New York’s Newest ....................... 13-17Passenger Ship Terminal Pier 92 • Handmade Designer-Maker, Handmade Global Design, Baby & Child ................................................... 13-17• Accent on Design, A+, General Gifts, The Museum Source, Tabletop &Housewares, Details, Personal

World Market Center

gda1106Calendar 209 5/31/2011 8:51:47 PM

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>Calendar NATIONAL AND INTERNATIONAL


Accessories, ExTracts, Studio, At Home Home Textiles ...................................14-18Javits Convention Ctr. (800) 272-SHOWwww.nyigf.com• Gourmet Housewares Show ......14-18Javits Convention Ctr. (800) 272-SHOWwww.thegourmetshow.com• New York Gift Show ..................... 13-1841 Madison Ave. (212) 686-1203 www.41madison.com

ORLANDO • Orlando Furniture & Decorative Ac-cessory Mkt. ...................................... 12-14Orange County Convention Ctr. (305) 792-9990 www.kemexpo.com

PHILADELPHIA• Buyers Cash & Carry Show .............. 29Greater Philadelphia Expo Ctr., Oaks, PA (717) 796-2377 www.marketsquareshows.com

ROCHESTER, NY• Western New York Gift Show .........7-9Dome Ctr., Henrietta, NY (585) 254-2580 www.westernnewyorkgiftshow.com

ST. LOUIS• St. Louis Gift Show ...........................7-8Gateway Ctr., Collinsville, IL (800) 775-8457www.stlouisgiftshow.com

SALT LAKE CITY • Salt Lake Wholesale Gift Show......4-6South Towne Expo. Ctr., Sandy, UT (801) 566-9300www.saltlakegiftshow.com

SAN FRANCISCO• Pre Fair ................................................4-5888 Brannan (415) 861-7733www.888Brannan.com• San Francisco Intl. Gift Fair ............6-9888 Brannan (800) 346-1212Moscone Ctr. (678) 370-0332www.sfigf.com

SEATTLE• Seattle Market Week .....................10-16Pacific Market Ctr. (800) 433-1014 www.pacificmarketcenter.com• Seattle Gift Show ........................... 13-16Washington State Conv. & Trade Ctr. (678) 370-0332www.seattlegiftshow.com

TORONTO, CANADA• Canadian Gift & Tableware Assn. Show ..................................................... 7-10Intl. Ctr., Congress Ctr.(416) 679-0170 www.cgta.org

JulyINTERNATIONAL

AUSTRALIA• Brisbane Reed Gift Trade Fair ........2-5Brisbane Convention & Exhibition Ctr. (203) 840-5662www.reedgiftfairs.com.au• AGHA Home & Giving Trade Fair .............................................. cancelledSydney Showground, Olympic Park (011) (02) 9437-5233 www.homeandgiving.com

JAPAN• GIFTEX: Intl. Variety-Gift Expo ......6-8Big Sight, Tokyo (011) (813) 3349- 8505 www.giftex.jp/giftex/english/ • ISOT: Intl. Stationery & Offi ce Products Fair .........................................6-8Big Sight, Tokyo (011) (813) 3349- 8505 www.isot-fair.jp/english/

UNITED KINGDOM• Home & Gift Fair ............................ 17-20Harrogate (011) (44-171) 370-8359 www.homeandgift.co.uk

AugustAUSTRALIA• AGHA Home & Giving Trade Fair 6-10Exhibition & Convention Ctr., Melbourne (011) (02) 9437-5233 www.agha.com.au•Melbourne Reed Gift TradeFair ....................................................6-10Exhibition & Convention Ctr., Southbank(011) (02) 9422 8686http://www.reedgiftfairs.com.au/

BRAZIL•Housewares & Gift Fair ............27-30Expo Center North, São Paulo (011) (55-11) 3845-6900 www.grafitefeiras.com.br

DENMARK• Formland ......................................18-21Exhibition Ctr., Herning (212) 223-4545 www.formland.dk

GERMANY• Tendence L ifestyle ......................26-30Messe Frankfurt (770) 984-8016 www.tendence.messefrankfurt.com

NORWAY• Gift & Interior Trade Fair .......... 25-28Lillestrom (011) (476) 682-0900 www.messe.no

SWITZERLAND• Ornaris: Trends & Innovation Fair ...................................................16-19Zurich (011) (41-31) 331-3724 www.ornaris.ch

In most cases, shows are to the trade only. Dates listed are provided by show managements. Before traveling to an event, however, please verify the particulars with the organizer by calling or visit the website. International contacts are preceded with (011). Show dates not available at press time are marked n.a.

gda1106Calendar 210 5/31/2011 8:52:08 PM

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Untitled-1 1 6/2/2011 10:23:50 AM

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>backstory

Prepping a gift business for a future generation BY PAMELA BRILL

All in the Family: The Butlers

ONCE YOU HAVE ESTAB-

LISHED A THRIVING BUSINESS,

it’s only natural to begin thinking

about ensuring its longevity. And

when that company involves family

members, it’s all the more reason to

take the necessary steps to secure

their future, both professionally and

personally.

Such was the case for Ed Butler,

chairman and owner of The But-

ler Group, an Atlanta-based sales

company representing wholesale

gift manufacturers and importers.

After he and wife Betty started their

company in 1988, he began introduc-

ing his three children to the idea of

taking part in day-to-day operations.

To highlight each of their strengths,

Butler found unique roles for their

individual talents.

According to Butler, son Greg,

who serves as vice president of mar-

keting/operations, “always had an

artistic flair. He took every available

art class in college, but found he

really couldn’t apply them to a voca-

tion.” Instead, Greg found his niche

in the showroom side of the family

business, and has since garnered

numerous accolades for his creative

expertise.

Butler’s elder daughter, Christy,

cultivated a door-to-door sales ca-

reer with Mary Kay Cosmetics, and

eventually became part of the top 3

percent of the company’s sales force.

“She has a cheerleader personal-

ity and is very supportive of other

people,” says Butler. When her old-

est child started college, Christy ap-

proached her father about coming to

work for him, and began selling to

accounts in the north Georgia area

that other salespeople were not call-

ing on. “She took the remnants and

developed a good territory for her-

self,” he adds. PL

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№ 214

When younger daughter Paula de-

cided to trade in her traveling sales

career with a wholesale jewelry

business for one that would bring

her more stability, she also turned to

her dad. “She had been on the road

doing trunk shows for 26 weeks out

of the year,” notes Butler. At the

time, the company was importing

wicker furniture and had a mobile

showroom that sold baskets to flo-

rists. Paula became the showroom’s

driver and eventually earned herself

a sales territory.

“With all her road selling experi-

ence, she was more equipped to deal

with sales and manufacturer reps

in determining what would work

in our line package,” says Butler.

She eventually earned the title of

executive vice president of sales and

product development for The Butler

Group.

Building the Future

With each child’s position securely

in place, Butler realized it was time

to begin laying the groundwork for

the future. Four years ago, he sat

down and interviewed his children

separately to find out what they’d

like to do at the company in the

long term. “Amazingly, each kid

agreed to the other’s choices and

strengths,” he notes.

Butler then decided to hammer

out a career path for each child and

figure out what kind of help they

would need to accomplish their

goals. He hired a personal business

coach for Paula to develop her lead-

ership skills and also contacted the

Cox Family Foundation, which as-

sists families in business together.

The first change the Butlers

implemented was to hold regular

family council meetings—some-

THE BUTLERS:

Ed Butler, Betty Butler, Paula Butler Kay, Christy Butler Parham and Greg Butler.

gda1106Backstoryid 214 5/27/2011 3:51:19 PM


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Summer 2011

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Circle #327

thing that Ed himself found

somewhat difficult. “We had

to share how much money

we made with the kids, and

for me growing up, that was

a taboo subject,” he confesses.

“But I realized it was impor-

tant for everyone to under-

stand how we make money

and how to gauge if we were

ever in financial trouble.”

During their meetings,

the Butlers also discussed

the idea of expanding their

business. “We thought about

what it would be like if we

had a company with a higher

profit margin [because we

were making such little prof-

its with high overheads and

paying out commissions],”

recalls Ed. Those thoughts

were soon to become reality.

Opportunity Knocks

The Butlers had been

representing Maison Chic,

a baby gift line. On a trip to

visit the Butlers in July 2009,

Maison Chic’s factory owner

approached them about tak-

ing over the

line. Butler

agreed on

the provision

that they

become co-

owners, with

responsibil-

ity for the

line’s sales

side in the

U.S.

In Septem-

ber 2009, the

Butlers trav-

eled to China and began

working on a new line under

the brand, which was intro-

duced in January 2010. But-

ler then turned the Maison

Chic reins over to Christy,

who has since become vice

president/sales manager for

the line.

He admits he was disap-

pointed that the line initially

didn’t achieve a high level of

sales volume. But by the fol-

lowing year, under Christy’s

leadership and with the ad-

dition of sales director Randy

Gottlieb, Maison Chic has ex-

perienced a 400-percent sales

increase and counts more

than 130 sales reps across the

country.

Learning to Work Together

While Butler says his fam-

ily generally gets along well,

various personal and medical

issues have arisen over the

years that have prevented

members from giving 100

percent. “When that hap-

pens, the others pitch in,” he

remarks. “One of the things

we try to do is to tell each

other what we’re working

on, so the kids know they are

carrying their weight and not

slacking off.”

Butler recalls a recent

challenge when Paula and

Greg had to reach a compro-

mise in order to develop a

new line, while still covering

the show-

room rent.

“Paula had

to involve

Greg in the

same level

of enthusi-

asm so he

would help

support the

line,” he

says. “She

grew up

working

alone, but

now she has

learned how to talk to her

brother and sell him on a line

to make it work.”

“As a family, you have to

be able to give more,” notes

Butler of his business. “That

doesn’t mean you don’t ex-

pect the best; you have to

be ready to get — and give

— more.”

A ROLE FOR EACH CHILD

Each of Ed and Betty Butler's three children had different

talents to contribute to the busi-ness. Ed found a unique role for each that captitalizes on those

strengths and benefits the busi-ness as a whole.

gda1106Backstoryid 215 5/27/2011 3:52:53 PM

PL

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We Ask, You AnsweredHave you (or would you) used a daily deal website or email to promote your

business? Have you purchased from one as a business, or as a consumer?

Tara Riceberg

TWEAK 99

Los Angeles

Michele Bessey

PERCH HOME

Maplewood, NJ

Dana Luque

FLORIDA HOSPITAL

RETAIL DIVISION

Orlando, FL

At one time I did consider promoting

my business with Groupon. How-

ever, I would have needed to offer

deep discounts and then shared a

huge percentage of sales with Grou-

pon. As a retailer of home accesso-

ries, this model doesn’t work for my

business.

I then considered it for my interior

design services, and again deter-

mined that it didn’t make sense, as

I would lose money on my time and

fuel costs.

However, if I were to consider

doing advertising, I would rather

“spend” the money on Groupon then

on a newspaper ad.

My neighbor has an art studio

offering crafting classes. She uses

Groupon all the time. For her, it has

been successful, as she is discounting

on a service, not a product, and she is

a destination business with multiple

clients at one time.

In the past several months my store

has been approached by many dif-

ferent daily deal sites. After much

consideration, I have decided that

Groupon is not the right kind of pro-

motion for my shop. I believe that

customers who take advantage of

these deals are ultimately bargain

seekers; I’d rather spend the money

advertising my business to a less

sales-driven type of customer.

I also feel that sometimes it leaves

the impression that businesses who

offer these “daily deal” type promo-

tion are desperate for business... not

an impression I want any of my cus-

tomers to have! I know they work

well for service businesses, but for

my store, it’s a no.

As a consumer, I did recently

purchase one for bowling. Seemed

like a good deal! But I have no plans

to become a regular at the bowling

alley... I just need a rainy day activity

for my kids.

I am really interested in seeing

statistics a year from now: Will

Groupon have repeat customers?

And will the shops that participated

have them too?

This is an area that we are very inter-

ested in — however…

At this point, we have not yet used

any of these daily deal sites to pro-

mote our business, because as a hos-

pital gift shop system, we do not have

company credit cards, and typically

these type of enterprises require

credit cards to utilize their services.

Therefore currently, we promote our

business only through our website,

Constant Contact and internal email

promotions.

Recently, I contacted Biggerbox.

net. This site offers group deals for

retailers to buy wholesale products at

a discount, much like Groupon offers

to consumers. However we are run-

ning into the same issues in that Big-

ger Box does not offer credit terms

— they accept credit cards only.

Talk Back! Tell us what you think of daily deals

on the We Ask blog at GiftsandDec.com

gda1106We_Askid.indd 216 6/2/2011 3:15:18 PM

Untitled-3 1 6/1/2011 11:47:54 AM

Circle #248

Untitled-7 1 6/1/2011 1:50:05 PM

Untitled-4 1 6/1/2011 12:25:08 PM

Circle #248

mwcbk.com 800.394.4225

Untitled-2 1 5/26/2011 12:13:47 PM

Circle #272

Documents

GDA June 2011 Issue