February 2013 GDA

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FEBRUARY 2013GIFTSANDDEC.COM

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Featuring

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february 2013 | gifts and decorative accessories № 7

>table of contents

>departments >

Editor’s Letter 12

Re: Gifting 14

Backstory 158Marking its 90-year milestone making Madame Alexander dolls, the newly acquired Alexander Doll Company has

much to celebrate. | By Kathy Krassner

We Ask 160When you go to market you become the customer. What advice to you have for vendors?

F E B R U A R Y 2 0 1 3 | G I F T S A N D D E C . C O M

>home>Exotic bedding + garden

themes for inside the home, and out.

Spring Awakening 45

All A-Flutter 46

Fertile Ground 48

Spring Garden 49

>fashion>Make a fashion statement in

green + summer looks.

Gorgeous in Green 55

Lovin’ Summer

By Bessie Nestoras 56

A Touch of Gold 63

>candles>Lock your love + wood wicks and candles that double as

skin moisturizers.

Love Locked 69

Into the Wood 70

Softer Scents 72

>bath and body>Caldrea’s full personal care line + bath and body for the

tween set.

Home Fresh 79

Tween Spirit

By Tina Benitez-Eves 80

>stationery>Must-haves for Mother’s Day +

papers for the kitchen and cards for baby.

Memories for Mom 85

Preparing the Kitchen

By Kathy Krassner 86

Magnetic Messages 89

Messages for Mom 90

Hey Baby! 91

>gourmet>Keeping things clean in the kitchen + an assortment of

gourmet nut blends.

Get Pumped 93

Going Nuts! 94

Clean Cooking 95

>giftables> Desk accessories + worldly

looks and geometric patterns.

Get a Hold 97

Global Chic 98

Playful Patterns 100

>holidays>Decorative Christmas trees +

vintage looks and burlap decorations.

Tree Crafted 107

Old Scenes 108

Big and Burly 109

ON THE COVER: (Right) Rubber Nubber tractor and car. $15. BeginAgain Toys. 970.372.0522. www.beginagaintoys.com. CIRCLE

#860 (top) Magic Forest Friends Playbook and Pull Toy (left). $35 and $28. Haba. 800.468.6873. www.habausa.com. CIRCLE #955

giftsanddec.comPostal id statement is located on masthead page 10

gda1302TOCid 7 1/24/2013 2:59:22 PM

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gifts and decorative accessories | february 2013№ 8Circle #148

®

800-547-9727www.NashvilleWraps.com/GDA

©20

13

ECO-FRIENDLY GIFT &GOURMET PACKAGING

100% RecycledMidnight Poppies

PackagingCollection

GET YOURFREECATALOG!

>business

It All Adds Up 16

News Roundup 18

Brandwise Barometer: Sales Fluctuation 22

B2B Online: Funneling Sales 24

Follow the Money, But Be Careful 26By Randy Eller

New Personalization

By Eric Dean 28

Taking Stock

By Stu Teller 30

Safety Nets 32By Tina Benitez-Eves

>retail

Visual Merchandising 36Marvelously Macabre

By Linda Cahan

Retail Enabler 38The Application

By Cinda Baxter

The Gifted Retailer: The Silk Road 40

By Colleen Bohen

REA: Why Enter? 42

>markets

Show Previews: Chicago, Boston, Dallas and Las Vegas 150

Market Calendar 154

giftsanddec.com

Toy Fair intro-

ductions, toy

design, business

basics for store

owners and

what’s next in

toys for the year

ahead 113

gda1302TOCid 8 1/24/2013 12:44:39 PM

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giftsanddec.com

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 sandow.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 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

SENIOR EDITOR Bessie Nestoras • [email protected] BUSINESS EDITOR Tina Benitez-Eves • [email protected] EDITORS-AT-LARGE Kathy Krassner • [email protected] Pamela Brill • [email protected] 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, Christi Tasker, Ken Nisch, Mary Liz Curtin, Randy Eller, Eric Dean, Brett Goldberg, Stu Teller A R T D I R E C T O R Desiree Nunez • [email protected] 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 • [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 , L O U I S I A N A Kimberly Barbis 424.216.1573 • [email protected] N O R T H E A S T / S O U T H E A S T Leigh Rippy 336.605.1136 • [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

Gifts and 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, $124.99 two years, $179.99 three years in the U.S. Additional subscription rates: (Canada/Mexico) $69.99 one year; $130.99 two years, $185.99 three years; other international, $199.99 one year. Single copy sales: $10.00 (US). 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 and 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 and Decorative Accessories, 360 Park Ave. South, 17th floor, New York, NY 10010; (646) 805-0228. Copyright © 2013 by Sandow Media; all rights reserved. Gifts and Decorative Accessories® and Gifts and Dec® are registered trademarks of Sandow Media. Printed in the USA. POSTMASTER: Send address changes to Gifts and 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 2305 9305

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

gifts and decorative accessories | february 2013№ 10

Caroline Kennedy EDITOR IN CHIEF

[email protected]

gda1302Mastheadid 10 1/22/2013 4:58:49 PM

New for 2013

SHELF PAPERTime to line your shelves with new paper.

Box signs have gone from plain to dressy with decorative paper sides.

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E Come here often, Caroline?

Whenever I can.

dallasmarketcenter.com I (214) 744-7444

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

Make your travel plans now to attend.

Dallas Total Home & Gift MarketTM

March 21-24, 2013June 19-25, 2013

gifts and decorative accessories | february 2013№ 12 giftsanddec.com

Drawing a Blank

>editor’s letter

W H AT D O YO U D O W H E N YO U AR E T RY-I NG T O T H I NK OF S OM E T H I NG NEW AND DI FFE R E N T T O W R I T E/D O/DE S IGN/W H AT EV E R AND YO U DRAW A BLANK?

We all have those moments. I certainly do many

times when I sit down to write this column. What

shall I write about; what do I have to say; what

words of wisdom do I have to impart? Well, that’s

where I was this month and decided that this topic is appropriate.

So, where should you look for inspiration? There are at least two

diff erent directions that I can think of and there may be others

that don’t come to mind at the moment (drawing a blank?)

One is to look to the tried and true—whether it is a successful

store event, best selling product or story idea—and put a new,

updated twist on it. This is the easier thing to do. The other is to

look outside our own business/industry/community for ideas that

might be adapted. Look at what is going on in the fashion/technol-

ogy/entertainment/auto or other industry that you can draw upon.

This is more diffi cult, but not impossible, to see how something

might be applied.

Nevertheless, there really

should never be a shortage

of ideas out there to draw

from, whether you are a

designer, manufacturer or

retailer. You just have to be

open to it. In fact, much of what is out there these days product-

wise is an adaptation of something that has been done before, thus

we have Vintage, Retro, Industrial Chic, Pop, etc. But each itera-

tion has a new version. The Pop of today is not the same Pop of the

’60s, and thus fresh and new.

The winter markets should be providing a wealth of ideas for

retailers especially to take home and use. What showroom events

were fun for you or got you excited? How about trying something

similar in your store for your customers to enjoy? What displays

caught your eye? Take that idea back home and reinterpret it us-

ing your own merchandise.

Don’t forget to also look to what has worked successfully for you

(or other retailers) before, especially when it comes to marketing

and store events. Run with that idea, but put a fresh face on it. Just

as you go to market looking for the fresh and new, so are your cus-

tomers. You don’t want them to think, “Been there, done that….”

One last thing…Still stymied? Take a walk, clear your head.

Ideas will come.

—Caroline Kennedy, Editor-in-Chief

T H E R E R EALLY S HOULD NEV E R BE

A SHORTAGE OF I DEAS OUT T H E R E

TO DRAW FROM, YOU JUST HAV E

T O BE OPE N T O T H E M.

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dallasmarketcenter.com I (214) 744-7444

See anything you like, Warren?

Oh, just everything.

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

Make your travel plans now to attend.

Dallas Total Home & Gift MarketTM

March 21-24, 2013June 19-25, 2013


Selling Made in America

>re: gifting

S O, T H E R E ’S A NEW S T UDY OUT FR OM S OM E FANC Y - S C H M A NZ Y C ONS U LT I NG FI R M ON C ONS UM E R AT T I T UDE S AB O UT M ADE I N AM E R ICA PR ODUC T S.

The take-away from the research is that 80

percent of Americans say they will pay more for

a product made in the United States, with some

products like baby toys garnering a 60 percent

premium in price if they are made here versus made “there.”

Coming on the heels of Walmart’s announcement that it will

allocate $50 billion in retail price point buying power to domesti-

cally made products, it seems that everyone is all hot and bothered

about the concept of Made in America.

To all of which I say—with all due respect to mom, apple pie

and the Boston Consulting Group—malarkey. (I actually said

something much stronger, but GDA is a family publication.)

We all want to do the right thing; supporting American jobs

and the domestic economy certainly qualifi es under that head-

ing. Unemployment remains way too high and the demise of the

manufacturing base of this country is a sad occurrence.

But let’s face it: We live

in a Walmart world and we

have become used to—make

that addicted to—paying

low prices for just about

everything. It’s certainly

not unique to the gift and home trade and is in fact ubiquitous

throughout the entire consumer products world.

In the real world, let’s see what happens when that survey re-

spondent walks into Walmart to buy a plastic toy for their child or

grandchild and is confronted with two similar items, one made in

Shenzhen, China, costing $4.99 and one made in Shelburne, VT,

priced at $7.98. Which one are they really going to buy?

Good intentions just don’t always translate into good business.

I’m not being unpatriotic here. I think we all just have to be real-

istic that our conspicuous consumption economy is based on access

to inexpensive goods. It’s just a bunch of malarkey (again, use the

stronger expletive of your choice) to expect that to change too much.

Which is not to say Made in America is a fantasy. Far from it.

With the cost of transportation rising, currencies shift ing and

Asian nations transitioning their own domestic economics, goods

made in the U.S. can be competitive in price with imports in certain

situations. All things being equal, a domestic manufacturing label

can be a terrifi c deciding factor for shoppers deciding what to buy.

Let’s just keep this whole thing in perspective. We support

products made in America…but not phony sentiments made up in

America.

—Warren Shoulberg, Editorial Director

WE LIVE IN A WALMART WORLD AND

HAVE BECOME ADDICTED TO PAYING

LOW PRICES. IT’S MALARKEY TO

EXPECT THAT TO CHANGE TOO MUCH.

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gda1302Warrenid 14 1/23/2013 3:14:12 PM

Fabulous.Fun.

Fashionable and fresh. That’s what you’ll find at Transpac. Our

selection of gifts is unmatched in the industry for fashion and value.

We add thousands of new products each year to our holiday, floral

and garden lines to ensure you get fresh looks with fashion-forward

styling. Combine that with exceptional service and complete

dedication and you’ll find Transpac is the right choice time and time

again for seasonal gift giving products.

Fashionable and fresh. That’s what you’ll find at Transpac. Our

selection of gifts is unmatched in the industry for fashion and value.

We add thousands of new products each year to our holiday, floral

and garden lines to ensure you get fresh looks with fashion-forward

styling. Combine that with exceptional service and complete

dedication and you’ll find Transpac is the right choice time and time

again for seasonal gift giving products.

Festive.

Transpac Imports Inc.Everything You Expect From A Leader.

1050 Piper Drive • Vacaville, CA 95688 P 800.449.9903 • F 800.449.9909

www.shoptii.comCircle #167

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>business IT ALL ADDS UP

MOMS LOVE GIFTS

86 % | of mothers would prefer to get a special gift or even a romantic rendezvous on Valentine's Day, accord-ing to a recent study by Totsy.com.

74 % | like to receive jewelry on V-Day.

73 % | prefer flowers to anything else.

64 % | of moms love Valentine's Day, 35% are indif-ferent to the holiday and only one percent would rather live without it.

61 % | like to get chocolate or candy on February 14.

Holiday 2012 Sales ReportTHE NATIONAL RETAIL FEDERATION (NRF) REPORTED AN INCREASE IN DECEMBER HOLIDAY

SALES BY 3% TO TO $579.8 BILLION IN 2012. December retail sales (excluding automobiles, gas stations and

restaurants) increased .8% seasonally from November and increased 2.1% in comparison to 2011. Furniture

and home furnishing stores’ sales increased 1.4% seasonally and increased 3% year-over-year, while health

and personal care stores’ sales increased 1.4 percent from November and decreased .7% from 2011.

Retailers Work Omnichannels> OPTIMAL GAIN. More than half (51%) of retailers

surveyed said their top priority for the new year is site

optimization, including checkout optimization, alterna-

tive payments, user experience, testing and product detail

page enhancements, according to the 2013 Shop.org, For-

rester Research State of Retailing survey.

> MOBILITY. The survey also found that 43% of retailers

noted tablets and mobile capabilities as part of their top

three priorities for 2013 and plan to invest in new or im-

proved mobile apps and mobile-optimized sites, analytics,

and traffic and conversion growth.

> SELLING OUT. Of the retailers surveyed, 36% of retail-

ers surveyed say that mobile sales and traffic have helped

their overall web conversion rate, while 29% have felt a

negative impact.

> REDESIGNED. More than one-quarter (27%) of retailers

surveyed plan to prioritize the redesign of their site, in-

cluding implementing responsive design changes.

Desire Mobile StoresConsumers want more delivered to their mobile devices while in store to get the full shopping experience.

Respondents to the Latitude, Next-Gen Retail: Mobile & Beyond study said that retailers should offer more mobile product information, which can help mitigate frustrations like waiting in the check-out line and help personalize their shopping experience.

The study found that 79% of participants want digital con-tent, including demo videos, product recommendations, information about a product’s origin and more delivered to their mobile phones while shopping in a store, and 50% say that a well-executed, location-aware mobile alert makes them more likely to visit the store soon.

Analyzing ShoppersCUSTOMERS’ DIGITAL BEHAVIOR IS OUTPACING

MARKETERS’ ABILITY TO RESPOND AND GUIDE

THE BUYING PROCESS, ACCORDING TO “THE NEW

PARADIGM OF PREDICTIVE ANALYTICS” STUDY BY

FORRESTER RESEARCH.

• The study found that 75% of respondents (marketing pro-fessionals in retail, media and consumer service compa-nies) indicated that maximizing the lifetime relationship of a customer is the driving force behind the implementa-tion of new analytics technologies.

• Of those surveyed, 45% plan to expand or implement ana-lytics software in the next year.

79%

giftsanddec.com

gda1302AllAddsUpid 16 1/23/2013 4:27:53 PM

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>business NEWS ROUNDUP

ART Awards Winnners Named

DALLAS – Members of the home fur-

nishing and decor manufacturing,

design, retail and related industries

gathered at the Hilton Anatole in Dal-

las for the presentation of the 24th

annual ARTs Awards by the Dallas

Market Center and the Accessories Re-

source Team (ART). Bill Winsor, CEO

of Dallas Market Center, and Sharon

Davis, executive director of ART, wel-

comed the large crowd.

The Academy of Achievement

Lifetime Achievement Award went to

family-run Uttermost and the Cooper

family. New this year, the Visionary

Award was presented to Dwell with

Design, an organization that makes a

house a home for those in need.

Southworth Acquires the Madison Park Group

AGAWAM, MA – Southworth Com-

pany has acquired The Madison Park

Group. Under the acquisition, The

Madison Park Group and its employ-

ees will remain headquartered in Seat-

tle and retain the company’s name and

business model under the leadership of

co-presidents Brian Jacobsen and Glen

Biely.

Founded in 1839, the Southworth

Company produces a full range of spe-

cialty papers at its paper mill in Turn-

ers Falls, MA. Throughout the years,

Southworth has expanded into the so-

cial expressions industry with the pur-

chase of Lallie, a line of personalized

invitations, cards and gifts, and now the

acquisition of The Madison Park Group.

Urban Expositions to Launch New Chicago Gift Show

ATLANTA – Urban Expositions plans

to launch a new Chicago area gift show

in January 2014. The Windy City Gift

Show is scheduled to debut January

18-21, 2014, at the Donald E. Stephens

Convention Center in Rosemont,

IL, which is convenient to Chicago’s

O’Hare International Airport. The new

semi-annual show is being launched

in an effort to re-establish Chicago’s

position as the leading gift trade area

in the Midwest region and attract buy-

ers from nearby urban areas, includ-

ing Minnesota, Wisconsin, Michigan,

Iowa, Illinois, Indiana, Ohio, Missouri

and Kentucky.

Monkeez Makes a Difference Makes Second Donation

CHARLESTON, SC – Monkeez Makes a

Difference delivered its second dona-

tion, totaling $19,847.75, to its three

charity partners: Alex’s Lemonade

Stand Foundation, Samaritan’s Purse

and Best Friends Animal Society.

At this year’s Atlanta International

Gift & Home Furnishings Market, the

company also debuted several new

sock-monkey characters and toys to the

philanthropic line, including 10 new

knit and mini plush characters and

eight new pet toys.

To date, Monkeez Makes a Differ-

ence has donated a total of more than

$67,000 to the three charities since the

program launched in June 2012.

GLM Launches SURTEX AsiaNEW YORK – GLM will launch SUR-

TEX Asia, a new trade fair that will

meet the growing demand in Asia for

unique and proprietary surface design

for product development.

SURTEX Asia, which will take place

August 25-27, 2013, at the Kerry Hotel

in Pudong, Shanghai, will feature more

than 50 top textile design studios from

Great Britain, Europe, North America,

South America and Japan, and is

expected to attract more than 1,500

manufacturers from China, Southeast

Asia and the Middle East.

The show will draw manufacturers

from a broad range of markets, includ-

ing decorative fabrics, home textiles,

wall coverings, curtains, upholstery

fabrics, floor coverings, contract textiles,

apparel textiles and related home prod-

ucts. Off the show floor, a conference

program interpreted for the Asian com-

munity will introduce manufacturers to

the latest surface design trends includ-

ing color, style and pattern.

American Greeetings Ups its Privatization Offer

CLEVELAND – American Greetings

may be closer to going private follow-

ing CEO Zev Weiss’ increase in the

company’s purchase price by nearly

two percent.

The stationery company, founded

by the Weiss family, first considered

going private last year when its board

of directors formed a special committee

of independent directors to consider a

privatization proposal, made by mem-

bers of the Weiss family and other re-

lated parties, to return the company to a

family-owned enterprise.

Baggallini Buys KIVA Designs

PICKERINGTON, OH – Baggallini, the

subsidiary of accessories marketer

R.G. Barry Corp., reported that its par-

ent company has finalized a strategic

Monkeez Makes a Dif-ference de-buted new plush characters at this year's Atlanta winter market.

gda1302BizNewsid 18 1/23/2013 4:28:17 PM

Circle #172

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>business NEWS ROUNDUP

transaction to acquire the outdoor ac-

cessories company, KIVA brand, from

KIVA Designs Inc.

The purchase of the KIVA brand and

related assets closed on Tuesday, Feb-

ruay 22, for an undisclosed amount.

Circle #149

Lifetime Brands Busy F & F

CUMBERLAND, R.I. – Lifetime Brands

has acquired Fred & Friends (F & F),

manufacturers of novelty housewares

and more under the Fred brand.

The housewares company acquired

the business and certain assets of Easy

Aces Inc., which operates under the

name Fred & Friends; terms of the

acquisition were not announced. Fred

products include fun kitchen tools,

tabletop accessories, party goods, per-

sonal accessories, desk and technology

products that are distributed through

independent specialty stores, as well as

some select major retailers and small

chains in the U.S. and Canada.

National Stationery Show Part-ners with Craft & Hobby Assn.

WHITE PLAINES, NY – The National

Stationery Show (NSS) and the Craft &

Hobby Association (CHA) will partner

together to provide new opportunities

for the social stationery and craft and

creative hobby industries. To start, the

two organizations will present co-lo-

cated education and events during the

National Stationery Show, May 19-22,

in New York City.

In May, CHA will introduce a “Cre-

ative Conference” concurrent with

the NSS and GLM’s new Creative &

Lifestyle Arts tradeshow. This educa-

tional program will offer approximately

16,000 attendees content illustrating

the potential that incorporating craft-

ing into the merchandise mix has for

store owners. In addition, at the Janu-

ary 2014 CHA Conference & Trade

Show in Anaheim, CA, the National

Stationery Show and GLM will feature

a stationery and lifestyle products event

to complement the craft show.

Cunningham’s Reacquires Napa Home & Garden

DULTUH, GA – Napa Home & Garden

has been re-acquired by the company’s

founders, Jerry and KC Cunningham.

The Cunninghams, in partnership

with C & F Enterprises, purchased the

assets of the Napa business from Teters

Floral Products. C&F Enterprises will

provide financial and operational sup-

port to Napa, which will continue to

run its home and garden business from

its headquarters and maintain its na-

tional showrooms and sales force.

gda1302BizNewsid 20 1/23/2013 3:17:58 PM

Circle #345

Circle #173

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>business BRANDWISE BAROMETER

giftsanddec.com

Circle #129

Sales FluctuationPercentage of change month over month, by product category

DECNOVOCTSEPTAUG-90

-60

-30

0

30

60

90

120

150

2012 PERCENT CHANGE AUG SEP OCT NOV DEC

■ Bath & Body -17% -32% 11% -13% -43%■ Candles -14% -19% 14% -19% -49%■ Fashion -12% -14% -11% -20% -51%■ Gifts -28% -21% 22% -10% -60%■ Gourmet 16% -26% -20% -18% -36%■ Holidays -49% 7% -26% -49% -57%■ Home -33% -27% 125% -46% -47%■ Playthings -25% 0% -30% -17% -61%■ Stationery 30% -35% 11% -32% -39%Average -23% -21% 32% -33% -51%

Not surprisingly, sales in December declined sig-nifi cantly as retailers focused on holiday selling and reducing inventory to make way for new merchandise ordered at the winter trade shows. The graph, created from data provided by Brandwise, is based on compos-ite sales fi gures of an anonymous sample of subscrib-ers. Some earlier fi gures were adjusted for accuracy.

Holidays

GiftsPlaythings

Fashion

Home

CandlesBath & Body

Stationery

Gourmet

gda1302Biz_Barometerid 22 1/22/2013 3:58:00 PM

Circle #345

Circle #174

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>business E-COM BRIEF

giftsanddec.com

www.OffingersMarketplaces.com

MARCH 16, 2013 | SATURDAY am–pm

Wholesale Cash & Carry trade shows for quality gifts, crafts, décor, furniture, gourmet foods, handmades and collectibles.

OHIO EXPO CENTER | LAUSCHE BUILDING717 E 17TH AVE | COLUMBUS, OH

Immediate delivery and order writing exclusively for the trade. Business ID required. Photo ID required with VIP Badge. Dates coincide with Mart’s.

Circle #150

B2B Online: Funneling SalesE-COM BRIEF DATA is provided by Whereoware as a benchmark for on-line activity in the Gift and Home B2B industry. It includes comparative data from 20+ companies, which have an-nual online B2B sales of $500,000 and have had an active website for over a year. These briefs, to be presented on a quarterly basis, should provide a snapshot of industry patterns.

Working the Online FunnelQ4 2012 vs. Q4 2011

Breakaway Trend

+129.8%Mobile web traffic

The funnel consists of visits, logins and orders: (1) Drive retailers to website (visit); (2) Get them to login; (3) and place an order; (4) Order size impacts the total sales.

$$$$ $$$$$$$$$$$$$$$ $$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$

Website visits +15%

Retailer logins

Order size

Online sales +2.59%

+.99%

+11.24

SOURCE: WHEREOWARE FOR MORE INFORMATION, VISIT WWW.WHEREOWARE.COM

gda1302Biz_Whereowareid 24 1/22/2013 3:58:21 PM

www.GiftandHomeLV.com

TODAY ’S TOTAL MARKETPL ACE

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MOREReimagined. Reenergized. Reinvented. Be a part of Las Vegas Market’s aggressive three-phase strategic plan to become the premier Western US destination for Tabletop, Gift, Home Décor, Lifestyle and more. Already underway, this expansion off ers selling potential and new opportunities at every level. Join the market now and reap the benefi ts. 702.599.3058 or [email protected].

July 29 - August 2, 2013

Circle #138

Untitled-3 1 1/17/2013 3:32:38 PM


>business NOODLIN’: FOOD FOR THOUGHT

RANDY ELLER

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Jumping in on a new trend requires caution for vendors and retailers alike.

Follow the Money, But Be Careful

AFTER ATTENDING THE AT-

LANTA GIFT SHOW, I THINK WE

NEED TO CHANGE THE NAME

OF OUR INDUSTRY FROM GIFT

& HOME TO APPAREL & HOME. It

is amazing to see the transition in the

marketplace over the past 18 months

into ladies fashion accessories and

now full blown apparel. This might

just be the best industry in the world

for money following trends and hot

items. Herein lays the danger….

I’m certainly not calling a stop to

all this; I don’t believe this is a bubble.

This product is here to stay. However,

it is maturing at such a rapid pace

that you do need to pause and con-

sider where the shakeout will begin

because I guarantee, it will begin.

Retailers Take NoteIf you’re a retailer, many of you are

converting shelf space in your stores

from traditional gift lines to the fash-

ion categories. This is exactly what you

should do, but be very careful to justify

the dropping or reducing shelf space of

a regular gift line. Let your decision be

dictated strictly “by the numbers.”

A line either sells for you or it

doesn’t. If it is good seller, it would

be pretty dangerous to drop it and

replace it with a new category just be-

cause it’s popular. New categories and

products should be cautiously tested

in your store, no matter how hot they

are. If you pick a winner, there’s going

to be a lot more product to beef it up

in a market this frenzied.

Moreover, be sure to always continue

to carry great lines of giftables that are

outside of this category. Your custom-

ers already have an “identity” in their

minds of what your store means to

them as a place to shop. You don’t want

a customer to one day say “I remember

when you were a great gift store, too.”

Vendors Take NoteIf you’re a vendor and you have not

yet entered the fray, you should think

about whether you are too late. There

are two lessons to be learned from that.

First, this trend has been building for

a while within the industry. If you or

your product development team didn’t

see it coming, you may be too late to

diff erentiate with so much out there

now. You might have to accept the

hard truth that you’ve

missed the big trend.

Second, if you did

miss it, something is se-

riously wrong with the

way you are watching

and analyzing industry

trends. Do whatever it takes to ensure

this never happens again. Slow money

doesn’t last long in this industry.

What if you are a vendor who did

see it coming? What if you reacted

and you’re benefiting greatly from it?

You need to be careful as well. Don’t

let your emotions get the better of you

and expand the lines too rapidly.

The way this usually manifests

itself in a hot market is very simple.

You wake up one morning and you re-

alize your sku count has gotten out of

control. Then, you also begin to real-

ize that your product development in

your regular gift lines is not as aggres-

sive as it once was, while you wonder

why your sales are slipping there.

Have you heard of cause and effect?

If you balance the old versus the new

properly, all this new fashion business

should be an add-on to your existing

foundation of gifts. If it’s not, you’re just

swapping dollars; you will not get as

much sales growth as you would have

if you paid strict attention to your core

business while this category expanded.

(Retailers: It’s the same for you!)

The “fast movers” in this industry,

both at the retail and vendor level,

have made a ton of money. Good for

them and good for the industry. We

have always needed something to drive

enthusiasm and traffic into our stores.

The lesson here is that for those

who have been slow to react and have

missed it, the barriers to entry now

are extreme. Market leaders are set,

the product is moving, and you will

need to mount an aggressive market-

ing and sales strategy at this point to

break into the market. Be careful.

Kudos to the market leaders who

were sharp enough to get behind this

trend and build it. It has entrepre-

neurs like you, the life blood of this

industry, who have been observant

enough to see something coming

and willingly take the risk to lead the

charge. You are why this industry still

exists today. The chain stores don’t

know what to do except follow you.

There’s a message there as well.

So as always, we have another

major trend in our industry. You’ve

either profited from it financially or

you’ve learned a big lesson that will

pay off for you in the future. Next

time, don’t run from change, embrace

it and ride the wave. Good selling!

IF YOU BALANCE THE OLD VERSUS THE NEW

PROPERLY, ALL OF THIS NEW FASHION BUSI-

NESS SHOULD BE AN ADD-ON TO YOUR EXIST-

ING FOUNDATION OF GIFTS.

Randy Eller is a consultant, speaker and

veteran of the gift and home industry as

both a retailer and wholesaler. He is presi-

dent of Eller Enterprises, Franklin, TN.

He can be reached at [email protected]

gda1302Biz_NoodlinEllerid 26 1/23/2013 5:23:38 PM

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Circle #159

Untitled-3 1 1/17/2013 4:21:01 PM


>business TECHNOLOGY

BY ERIC DEAN

New PersonalizationIT’S NOT A STRETCH TO THINK

OF JANUARY AS THE MONTH

OF LISTS, WITH COUNTLESS

TOP 10 LISTS BY VARIOUS PUN-

DITS OF ALL SORTS. TECHNOL-

OGY-RELATED LISTS SEEM ES-

PECIALLY POPULAR, AND I TRY

TO READ THEM ALL. This year’s

“what to do” lists all seem to contain

one recurring theme—personalization.

The concept of customizing the inter-

actions that customers have with your

company is hardly new. Businesses

have been tailoring conversations

with their customers since the dawn

of time. It’s just that now technology

allows us to do it more often, and at

less cost and effort.

We’re seeing personalization cross

over into all aspects of e-commerce.

Take email, for example. Instead of

generic blast mailings, the most effec-

tive email messages are adjusted for

content and timing and are triggered

by data—both demographic and be-

havioral. Wholesalers can track the

pages on their websites that retailers

visit, when they are most likely to

open their emails, when they log in

and other key activity markers. By

combining this data with retailers’

demographic information, such as ge-

ography or store size, wholesalers can

begin to have meaningful conversa-

tions with their customers.

Websites, too, are being increas-

ingly personalized based on visitor

characteristics. A big trend and obvi-

ous example is detecting the screen

size, devices and operating systems

being used by visitors, and serving

up a website optimized for that de-

vice. Mobile sites, for example, may

have buttons that are larger or more

centrally placed, making it easier for

a user’s fingers to navigate. The con-

cept centers on the goal that visitors

should have a great user experience,

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on a 27” wide-screen monitor or a 4”

smartphone.

Unsurprisingly, design personal-

ization has also ushered in content

customization. One of my favorite

examples of this is the idea of “virtu-

ally testing products.” Companies like

Oakley and fits.me are at the fore-

front of this trend, bringing personal-

ized online shopping experiences to

the general public. Oakley’s View for

iPad app allows customers to view

an image through various tinted

lenses—in effect “trying them on”

to see which glasses would best suit

their needs. Fits.me acts as a virtual

fitting room, enabling shoppers to

“try on” clothing before committing

to a purchase. Just last week, we used

similar technology to test out new

paint schemes in the Whereoware

offices, making us more comfortable

with painting our walls blue and col-

umns yellow.

Some of these are ideas you can

put in place right now, while others

are too early or too farfetched to be

applicable to your business. However,

there was a day not too long ago

when many couldn’t imagine whole-

salers needing a website. Industry

innovators took that technology and

modified it to meet the needs of their

retailers. The same will be done to

many of these emerging technologies.

All of these technologies work

to solve the same big problem—the

idea that one message, size, or style

does not fit all. In the long run, it’s all

about being able to provide custom-

ers with the right information, at the

right time, in the right place. Tech-

nology leaders are making this more

and more possible. We should be

watching, learning, and then seizing

and adapting the best ideas and put-

ting them in place in our businesses.

Are you up to the challenge? •

Eric Dean is president of Whereoware,

an online and mobile strategy, design

development and marketing company

based in Herndon, VA. He can be

reached at [email protected]

Fits.me acts as a virtual fitting room. Shoppers can “try on” clothing before purchasing.

gda1302Biz_TechDeanid 28 1/22/2013 4:59:13 PM

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Circle #127

Untitled-3 1 1/17/2013 3:28:33 PM


>business THE RIGHT ANGLE

STU TELLER

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Analyzing your sales and evaluating your role in your business will help

keep your business on the path to continued success BY S T U T E L L E R

Taking Stock

AS MOST OF THE WINTER GIFT

AND HOME SHOWS ARE NOW

BEHIND US, THIS IS A GREAT

TIME TO TAKE A DEEP BREATH

AND ASSESS YOUR BUSINESS.

First off , of course, you want to analyze

your sales to make sure your orders to

the factory for product align with the

orders received at the markets. You

also want to make sure your orders

on those fast sellers at the show are

bulked up so that you can meet the

needs of your retailers through the

summer selling season. It is also a

good time to look at what did not sell

well. Dealing with those soft sellers

early on will save you a lot of money

later in the year.

Now is also a good time to evalu-

ate your role in your business. Our

industry is made up of hard-working,

creative entrepreneurs who quickly

realize that as a business grows, it be-

comes harder to juggle all the respon-

sibilities. Yet, we all understand that

if we focus on what we love to do and

what we are good at, we are bound to

be more successful.

Over the years, I have worked with

many companies whose owners love

the industry but hate what they are

doing. When their companies were

small, they were the creative forces

driving their business; they spent

the majority of their time dreaming,

designing product and marketing.

Now they may only spend 10 percent

of their time doing what they love—

being that creative force—while the

other 90 percent of the time is spent

managing the business: running the

warehouse, watching over customer

service, keeping up with evolving

technology, etc.

Imagine if you could go back to

what you loved doing when you

started! If you were able to once again

devote your energies on driving your

company creatively, how much more

could it grow? Would your business

be even more successful if you did

more of what you were great at in the

first place? Aligning your business

to grow successfully is just as impor-

tant as purchasing or producing the

proper inventory for your retailer.

Things to ConsiderLook deeply at your company. Do you

have too many responsibilities that

stop you from spending the right

amount of time being your company’s

creative driving force? If the answer is

“yes,” there are solutions.

Take a hard look at the list of all

the things you do. Make decisions

about redistributing some responsi-

bilities to your current

staff. You might hire

interns to help carry

some of the load. They

are cost-effective and

may make great future

employees. The key to

hiring an intern is to clearly define

their responsibilities ahead of time.

Have you considered outsourcing

your certain functions? Outsourcing

your warehouse and shipping can be

a very cost-efficient model as you save

on warehouse leasing, staffing, equip-

ment, insurance and technology.

These companies can provide you

with the opportunity to align your

company with a team that is experts

at what they do.

An alternative to consider is an

outsource fulfillment company that

provides, in addition to fulfillment,

dedicated customer service and credit

and collection functions. These are

true third party logistics companies

that can alleviate many of your logis-

tics headaches and free up valuable

time and resources.

If you are not very creative, you can

look for outsourced artists to drive the

design and feel of your line.

This analysis process is important,

but it can be challenging because

there is no complete 100 percent solu-

tion that will meet every business’

needs. Your company’s goals are spe-

cific to your vision, so the solutions

need to be customized and unique.

At the end of the day, you are an

entrepreneur. When you create the op-

portunity to lead by spending the ma-

jority of your time doing what you love

to do, you open the door to a brighter

future for you and for your company. •

IF YOU WERE ABLE TO ONCE AGAIN DEVOTE YOUR ENERGIES ON DRIVING YOUR COMPANY CREATIVELY BY DOING WHAT YOU LOVE TO DO, HOW MUCH MORE COULD IT GROW?

Stu Teller, a veteran of the gift and home

industry, is a managing partner of Right

Angle Strategies, a business consulting

firm providing strategic insights and

resources to new and emerging vendors to

help them grow and succeed, as well to es-

tablished vendors to keep their businesses

going in the right direction. He may be

reached at [email protected]

To Do ListAnalyze• Do factory orders align with show orders • What did not sell well at market

Evaluate• Are you still doing what you love• List what you do • Decide on tasks to delegate to others• Can somefunctions be outsourced

gda1302Biz_Tellerid 30 1/22/2013 3:58:51 PM

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Circle #157

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>business PRODUCT SAFETY AND TESTING

How manufacturer compliance, education and increased port control can help make more con-

sumer products in the United States safe again. BY T I NA B E N I T E Z - E V E S

Safety Nets

ON THANKSGIVING DAY, 2005,

1-YEAR-OLD KENNY SWEET OF

SEATTLE DIED AFTER INGESTING

TWO CYLINDER-SHAPED MAGNET-

IC PIECES FROM HIS 10-YEAR-OLD

BROTHER’S MAGNETIX PLAY SET.

In the two years since Sweet’s death,

nearly 30 more children suff ered seri-

ous intestinal injuries aft er swallow-

ing the magnetic parts manufactured

by Mega Brands, and more than four

million sets were later recalled by the

Consumer Product Safety Commis-

sion (CPSC). The tragedy was an eye-

opener for manufacturers, parents and

those responsible for enforcing stricter

toy safety guidelines for the produc-

tion of children’s products.

The Magnetix toys were made in

China. Today, most toys and other

consumer products, everything from

apparel, electronics, various house-

wares and other items, sold in the

U.S. are manufactured in China. Lead

and magnets, in addition to other

unsafe chemicals, small parts and

other potentially hazardous materials

coming into the United States—pre-

dominantly those manufactured in

China—are some of the top concerns

when it comes to product safety. Ev-

erything from apparel and accesso-

ries, automobile parts, window panes,

cigarette lighters and household

items, as well as ingredients used in

food and personal care items (includ-

ing cosmetics) are just a handful of

categories on government watch.

In an effort to ensure product

safety, the CPSC has worked on step-

ping up efforts to safeguard consum-

ers against hazardous products, from

the time all are in Chinese factories

to when these items arrive at U.S.

ports and before hitting store shelves.

However, the level of manufacturer

compliance with safety standards, a

lack of CPSC staff at ports and prod-

uct saftey education can determine

the number of unsafe products that

make it in and out of the country.

“Where we are now, as we move

into 2013, is having this comprehen-

sive product safety net, which has

been strengthened and put in place

for the future,” says Scott Wolfson,

spokesman, CPSC. “It’s taken hold,

and now what we can do at the CPSC

is focus on enforcement, focus on con-

tinued education with the industry

and continuing to build on consumer

confidence, which has turned around

in the last four years.”

In the case of Magnetix, the CPSC

took one year to issue the first recall

of the play sets. Today, the agency

is approaching product safety and

recalls more proactively, according

to Wolfson. “What happened to this

agency in 2007-2008 was an effect

of us being reactive, in a defensive

posture,” says Wolfson. “That’s not

good for children. That’s not good

for business, because in the end, con-

sumer confidence was severely hurt.

In the end, we want to be proactive

and what that means is lowering the

amount of harmful products ever

reaching the hands of a child.”

The End of Buckyballs…and Magnetic ‘Toys’?By 2009, the CPSC put more safety,

specifi cally for children’s products,

into law. Now mandatory was the

ASTM International F9263 Standard

Consumer Safety Specifi cation, which

included specifi c toy safety guidelines

and test methods to prevent injuries

from choking, sharp edges and other

giftsanddec.com

Lab Testing of children's products involves extensive evaluations.

gda1302Biz_ProdSafetyfeaid 32 1/23/2013 3:14:51 PM

CALL FOR ENTRIES!ENTER THE 62ND ANNUAL

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Untitled-5 1 1/21/2013 1:01:16 PM

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>business PRODUCT SAFETY AND TESTING

potentially hazardous materials, under

the Consumer Product Safety Im-

provement Act (CPSIA).

But this was not the end of danger-

ous magnets that could be accessible

to young children on the market.

High-powered magnet products man-

ufactured in China, like Buckyballs,

Magnet Balls, Zen Magnets, were

giftsanddec.com

being marketed to adults as desk ac-

cessories and sold in independent

gift and toy shops—and even online

at Toys “R” Us and Amazon. “There

are children’s magnetic toys, and then

there are magnetic desk accessories,”

says Wolfson. “They label themselves

as being primarily for adults. We take

issue with that because of the way a

lot of these products were marketed

and designed. The attractiveness is

still there, we believe, for children.”

On July 25, 2012, the CPSC filed a

lawsuit against Maxfield & Oberton

to stop the sale and production of

Buckyballs and Buckycubes, which

it stated were hazardous to children

and linked to a dozen injuries due to

risk of ingested magnets becoming

lodged in children’s intestines.

The agency reported that an

estimated 1,700 ingestions of mag-

nets led to the treatment of kids in

emergency rooms from January 1,

2009, when Buckyballs entered the

market, through December 31, 2011.

The American College of Surgeons

reported that 10 to 20 percent of the

ingestions required surgery, while

the North American Society for Pe-

diatric Gastroenterology, Hepatology,

and Nutrition (NASPGHAN) also re-

ported 480 cases of magnet ingestion

over the past 10 years.

The CPSC initially reached out to

11 manufacturers, using high-pow-

ered magnetic parts, asking them to

cease the sale of these products. To

date, Zen Magnets, importer of Zen

Magnets Rare Earth Magnet Balls,

Buckyballs and Buckycubes produc-

ers, Maxfield & Oberton, and Star

Networks refused to comply with

CPSC requests, and on December 27,

2012, Maxfield & Oberton Holdings

LLC officially went out of business.

Total RecallsAll product categories are under

government watch and vulnerable

to recall, whether it’s food, drugs or

personal care items, all regulated by

the U.S. Food and Drug Administra-

tion (FDA), which has its own specifi c

safety guidelines, “Good Manufactur-

ing Processes (GMP),” to household

items, clothing or other accessories.

Albeit, most U.S. recalls cover chil-

dren’s toys and infant and juvenile

lifestyle products.

Toy and game manufacturer, Has-

bro, has stepped up its safety practices

in the past several years, testing for

quality and safety through a five-step

Under the Consumer Product Safety Improvement Act (CPSIA), a law which authorizes a variety of new regulations and testing requirements for children's products and some non-children's products, retailers are urged to know several key factors to ensure that they are complying with federal consumer product safety laws and are selling safe products.

• DocumentationBy law, manufacturers and importers

must provide retailers with documen-tation that ensures that the products they are selling comply with all appli-cable federal consumer product safety laws. Obtain and review a copy of your product's Children's Product Certifi cate, which certifi es that their children's product complies with all applicable federal children's product safety rules or General Certifi cate of Conformity, which certifi es that their consumer product complies with all applicable federal consumer product safety rules.

• Report Unsafe, Hazardous and Non-Compliant Products

Companies, including retailers, have a legal obligation to report a consumer product to the CPSC when they obtain information indicating that a product may create a substantial risk of injury to consumers, may be unreasonably hazardous or dangerous for consum-ers, may have been involved in a chok-ing or "near miss" incident, or does not comply with rules, regulations, standards, or bans under the statutes enforced by the CPSC.

• Tracking Labels and Product Regis-tration Cards

Children’s products are required to have certain identifying information permanently affi xed to both the prod-uct and its packaging, if practicable, to better inform retailers.

Usually referred to as a "tracking label," manufacturers or importers don’t have to create a new label if the required information is already permanently affi xed to the product and includes:

• Name of the manufacturer or private labeler

• Location and date of production of the product

• Detailed information on the manufacturing process (i.e. batch or run number, or other identifying characteristics)

Congress has also required that manufacturers of durable infant or toddler products provide retailers with the following:

• Provide consumers with a post-age-paid product registration card with each product

• Maintain a record of the names, addresses, email addresses, and other contact information of consumers who register their products

• Permanently place the manufac-turer's name and contact informa-tion, model name and number, and the date of manufacture on each durable infant or toddler product.

Shelf Safe

SO

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: CP

SC


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february 2013 | gifts and decorative accessories № 35giftsanddec.com

Buckyballs high powered magnetic desk accessories were discontinued last year, following a lawsuit from the Consumer Product Safety Commission.

quality assurance process. Hasbro is

working to avoid the presence of lead

in its products, and paints are tested

and inspected before application.

Enforcing the testing is a team of

full-time quality control engineers

and inspectors based in Hong Kong

and China, who often visit factory

floors to confirm the quality and

safety of the company’s products.

“In an abundance of caution, we are

taking additional steps as part of our

thorough proprietary safety proce-

dures to confirm that our procedures

are being adhered to and that we are

doing everything possible to make

the safest toys for your children,” says

Brian Golder, president and CEO,

Hasbro. “…we have increased the

frequency of our product testing. We

have also stepped up inspections of all

of our products both in our company-

owned plants in the United States

and Ireland, as well as our vendors in

China, and we will continue to make

more frequent, unannounced visits.”

Ports On-CallMost consumer products are manu-

factured in China, so it’s crucial for

safety enforcement and education

to begin in Chinese factories. CPSC

chairman, Inez Tannenbaum, has

traveled to Asia extensively since

joining the agency in 2009, accord-

ing to Wolfson, and in 2011 the CPSC

opened its fi rst foreign offi ce in

Beijing to bett er focus on enforcing

safety standards in Asia.

The Beijing office gives U.S. officials

direct contact to its Chinese counter-

parts and the opportunity to give safety

training sessions. As a result of more

enforcement overseas, Wolfson says

there has been a decrease in recalls

of product produced in China, specifi-

cally regarding those with unsafe lev-

els of lead paint and lead content.

Along U.S. ports, the CPSC has

a staff of 20 inspectors who work

alongside Customs and Border pro-

tection, a sub agency of homeland

security. With a small number of staff

at ports, the agency is also using tech-

nology, which alerts staff to suspect-

ing shipments prone to violations.

“They have given us access and

we have staff at a targeting area in

Washington, D.C., where we are able

to see real time data of shipments,

not just when they hit the ports of

Long Beach or Seattle or Houston but

when in transit,” says Wolfson. “We

can say okay there’s a shipment com-

ing with some toys. We see the name

of the Chinese manufacturer and the

name of U.S. importer and can red

flag it. We can say we’ve had issues

with this importer before with small

parts, lead issues and that allows us

to be more effective about when and

where our port inspectors dedicate

their time and open up a container.”

The CPSC has reported more than

50 percent effectiveness in finding

violating shipments for those prod-

ucts that were actually detected and

detained using this risk assessment

methodology. This year, the agency

will request funding from Congress

for more inspectors at more ports in

the United States.

“We want a risk methodology

where small parts rank high, lead

ranks high, and a cord on a toy that

is not compliant with F963 [and]

could be a strangulation hazard ranks

high,” says Wolfson. “We’re using this

model that is still being honed at this

time, but that’s going to be one of our

selling points to Congress.” •



>retail VISUAL MERCHANDISING

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You may have heard that there’s fabu-

lous shopping in the Rodeo Drive area

of Beverly Hills. Well, there is and it’s

a blast! I was lucky enough to give a

seminar there a few months ago and

whenever I had a few moments I was

out “walking the streets”—looking for

great stores to take pictures of for this

column.

I found a newly opened gem on

Beverly Drive called D.L. & Co. You

may have already bought their Goth/

gorgeous candles, fragrances and sta-

tionery for your shop, but this is their

first brick and mortar store.

High ceilings and a lot of space can

make small products look even tinier.

This building has both the visual mer-

chandising and design elements that

make it all work. Space = Cost, and

at D.L. & Co. there’s a lot of floor, air

and ceiling space. The merchandise is

housed in fixtures that could be from

IKEA or could be custom, I couldn’t

tell. They worked for the space and for

the merchandise collections. The huge

prints above the wall fixtures serve as

decorative elements as well as making

great use of the wall separations cre-

ated by the structural columns.

The merchandise mix focuses

on high design macabre. There are

skulls—lots of them made out of

metal, wax and chocolate. They are

the major design element along with a

very clean black and white theme.

Luring customers up a flight of

stairs can be difficult. This huge space

has an open second floor so customers

can get a climbing incentive.

The columns in the store are han-

dled well with thick white “floating”

shelves holding a grouping of products

on each shelf. Throughout the store

the shelves are at least 2” thick. This

one detail (among others) reinforces

the quality image and feel of the mer-

chandise.

The next time you’re visiting South-

ern California, check out D.L. & Co., as

well as some of their neighbors. •

This is a view from the balcony. Each column is merchandised with floating white shelves. The thickness of the shelves adds to the perceived quality of the prod-ucts. Simple white, thick shelving is used towards the back of the store to show a larger expanse of similar merchandise. The nature theme (branches painted black) continues from table to table creating visual continuity. The front window is the more fanciful part of the store and has a kind of creepy/chic wonderland feel.

Bird’s Eye View

LINDA CAHANis a retail visual design consultant based in West Linn, OR.

D.L.& Co. may offer some dark products, but the store is anything but.

B Y L I N D A C A H A N

MarvelouslyMacabre

giftsanddec.com

For photos of additional Visual Merchandising displays from Gifts

and decorative accessories magazine, go to GiftsandDec.com

gda1302RE_VisualMerCahanid 36 1/22/2013 4:56:36 PM


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Alluring Display

It can take a lot to get people to go upstairs, but this mannequin drew me up easily. I wasn’t disappointed. This area carries jewelry and several fragrance collections. The mystery and romance come from the black scarf with a huge “diamond” encrusted pin, the fabulous gown, and the fanciful and fasci-nating addition of greenery around the base of the dress.

The Bigger The Better

Super high walls call for huge graphics, and at D.L. & Co. they didn't skimp on size. One of the many things that makes this store work so well is the use of scale. The over-head graphics are at least 4'x5'. Anything smaller would be lost. They have made excellent use of the black and white theme. The simple fixtures could be custom or could be from Ikea or West Elm. It doesn't matter–they work well for the image and the merchandise. The narrow black shelf to the left looks great on the wall column, while the black and white rug picks up the theme perfectly. Note how the round table display has the glass centerpiece to give height and interest to the table.

First ImpressionThis view from the front of the store gives some idea of the vastness of the shop. The mannequin in the back adds mys-tery and romance. Each simple table display shows a mer-chandise category and story. Geometric merchandising is used to create clean, easy-to-read table arrangements. The use of black branches and florals adds some movement and interesting textural detail to the severe displays. The yellow wax bust form toward the back adds a pop of color. Once again you can see how the scale of the wall graphics creates an ambience.

Golden Touch

This table features a yellow wax bust form. You can see how the yellow is then picked up in the gold skulls and on the dinnerware. The sign is encased in plexiglass which works well with the glassware. Simple stands (plexi and rubber covered metal) are used to draw attention to the merchandise–not the risers.

gda1302RE_VisualMerCahanid 37 1/22/2013 4:56:52 PM

gifts and decorative accessories | february 2013№ 38 giftsanddec.com giftsanddec.com

>retail RETAIL ENABLER

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The ApplicationCINDA BAXTERs a retail expert and consultant.

WHEN IT COMES TO JOB APPLI-CANTS, I’VE SEEN THEM ALL.

In my early retail days,

individuals seeking em-

ployment would come

dressed nicely, asking what

was available, making ap-

pointments, toting typed re-

sumes. Male or female, 18 or

58—professional decorum

was part of the deal.

Years later, things

changed (this, we’ll refer to

as The Entitlement Era).

College-aged applicants

would swagger in, wear-

ing flip flops and shorts,

informing me when they’d

be willing to work and how

much they expected to be

paid. We didn’t do a lot of

hiring from that bunch.

Today, the landscape is

more complicated, as most

20- and 30-somethings

have grown up with key-

boards at hand. But what

happens if the power goes

out? Can they follow direc-

tions? Will they jitter and

run? Can they use a bat-

tery-operated calculator?

Your first line of defense

is a smart job application—

something nearly every

small business gets wrong.

Open with FamiliarityBegin with the mundane:

name, today’s date, social

security number, home

address, and phone num-

ber. Next: education (high

school, college, graduate,

trade or business school).

Employment HistoryHere’s where you look for

patterns. If you see a jum-

ble of short term positions,

odds are, you’re just the

next hop between employ-

ment lily pads.

When perusing their past

jobs, remember that appli-

cants tend to exaggerate the

roles they played, until you

get into professional posi-

tions (since either HR or a

former employer can con-

firm or deny accuracy).

If you do call former em-

ployers, be prepared—few

will venture beyond dates of

employment and job titles,

given the absurdity of labor

laws. For more accurate

insight, confirm dates and

titles, then ask: “If you had

an opportunity to re-hire

this individual, would you?”

A pregnant pause or cau-

tious “I don’t believe so”

speaks volumes. Of course,

an enthusiastic “Oh, how I

wish we could!” speaks just

as loudly.

Worthless ReferencesDrop kick the Personal

References section. Let’s

face it—that’s the cheer-

leading squad, including

only folks predisposed

to singing an applicant’s

praises. Is the applicant

kind? Warm? Welcoming?

Does he/she listen when

you speak, then think be-

fore they respond? Those

are your true “references.”

The Skills TestMath is essential. The abil-

ity to ring up a sale if the

power goes out is essential.

So why don’t retail job ap-

plications include a section

that tests those skills?

At Details Ink, our ap-

plication included three

real world scenarios that

played out in the store on

a regular basis, each re-

quiring an ability to total

prices. Paperwork had to

be filled out in the store,

in ink—and they needed

to use our calculators,

since that’s the equipment

they’d use, if hired.

More than 75 percent of

the time, that page saved

me from hiring disasters.

On paper, it might be

mildly entertaining, but at

the end of the day, when

the register doesn’t bal-

ance, well...not so humor-

ous. We couldn’t afford

to hire applicants that

weren’t able to function

without a POS system dou-

ble checking their work.

Will They Show Up?The final section of our

application was a simple

list of critically necessary

questions: Are you will-

ing to commit to work-

ing some Saturdays? Are

you willing to commit to

working the day before

and/or after a major holi-

day? Have you ever been

charged with a felony?

Have you ever been re-

leased from a job for steal-

ing, drinking, drug use or

other illegal activity? Why

do you want to work in a

stationery store?

Cover the BacksidePlus, there’s one final,

vital statement, just above

where they sign: “Details

Ink has a zero tolerance

policy regarding drug

and/or alcohol use by an

employee on duty.” That

safety hatch shielded us

from potential legal ac-

tion when an employee’s

substance problem slid its

way into the store. Odds

are, you won’t find yourself

in that scenario, but if you

do, having a stated, signed

policy saves the day.

Make the CallYou can’t train for person-

ality...you can’t train for re-

liability. But you can train

new skills, if the basics are

in place. Use a smart appli-

cation, trust your gut, then

heed its advice.

In the end, your store

will be the better for it. •

Cinda Baxter is a retail

coach (Always Upward)

and founder of both The 3/50

Project and RetailSpeaks.

com, an online community

of independent retailers. She

can be reached at get_info@

alwaysupward.com.

YOU CAN’T TRAIN FOR PERSONALITY...YOU CAN’T

TRAIN FOR RELIABILITY. BUT YOU CAN TRAIN NEW

SKILLS, IF THE BASICS ARE IN PLACE.

gda1302RE_EnablerBaxterid 38 1/22/2013 4:59:57 PM

Circle #164

Untitled-7 1 1/16/2013 4:13:32 PM


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>retail GIFTED RETAILER

The Silk Road draws in customers with exotic products from faraway lands.

BY COLLEEN BOHEN

Expect the Unexpected

THEY SAY TRAVEL CAN BROADEN THE MIND, but as in the case of Susan

Piper and Janet George, co-owners of The Silk Road in Bronxville, NY, travel

can also shed light on new opportunities at home. “A few years ago, we went

on a trip to India with about 20 other people from our town,” says Piper. “We

saw the interest that the people on the trip had in the goods in India—the tex-

tiles, the jewels, the whole romance of the colors and feel of something that’s

very different than what we are used to in New York. We sort of had a built-

in focus group there. We watched what people bought, and we were both at a

point in our lives and careers where we were looking to try something new.”

Five years later, The Silk Road (originally known as East India Designs) is

still expanding and growing. Located in a tiny, upper-middle class bedroom

community in Westchester, NY, the store caters primarily to the popula-

tion of New York City commuters and lifelong locals. “We’re very invested

in the community,” says Piper. “We live here, we work here and we work

very hard to have our store flourish.” Already on its second location, the cur-

C O M P A N Y C⁄ * ⁄⁄ * ⁄

J . F L E E T D E S I G N S⁄ * ⁄

S I M O N P E A R C E⁄ * ⁄

D A S H & A L B E R T⁄ * ⁄

* W H A T ’ S O N T H E S H E L F

L A K E C H A M P L A I N

FAIR TRADE

Susan Piper and Janet George source

most of their product mix from coun-

tries including India, Thailand and

Vietnam. But more recently with the

greater presence of Fair Trade com-

panies at the gift shows here in

the States, the pair has been

able to source international

products locally.

gda1302RE_GiftedRetailerid 40 1/23/2013 4:05:37 PM

february 2013 | gifts and decorative accessories № 41 giftsanddec.com

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rent 1,500-sq.-ft. shop is located in

a walkable area of town, near other

independent businesses.

Change Is GoodPrior to opening the store, George

worked in the nonprofit sector and

Piper spent 30 years in human re-

sources at IBM, an experience she

credits with helping her understand

the importance of innovation in

business. In turn, the owners make

it a priority to frequently update

their product mix and to move items

around the store to keep it feeling

fresh for customers. “As I look at

other small stores, it’s clear that

some have gotten the change and in-

novation message, and others have

not. With the endless possibilities for

shopping now, that [unwillingness to

change with your customers] doesn’t

work anymore,” observes Piper.

The Silk Road offers products in a

wide range of categories including

furniture, jewelry, personal acces-

sories, candles, paper gifts and more.

“We really are a very eclectic store

and that seems to work,” says Piper.

Though the store built its reputa-

tion on offering items from coun-

tries including India, Thailand and

Vietnam, over the years the owners

have diversified the product mix to

include unique products from closer

vendors, such as a range of Alpaca

fur products sourced from an Alpaca

farmer in upstate New York. “We try

to maintain an international theme

or a handmade-craft feel,” Piper says.

Today, she says the store’s inventory

is roughly a 70/30 mix of products

from faraway and nearby.

“We offer not only a variety of

products, but a variety of price points.

We want a child to be able to come

in with a $20 bill and be able to walk

out with a nice, wrapped present.

Meanwhile, some of our bigger pieces

of furniture can go for $6,000. Even

within that wide range, we really do

try to keep our prices reasonable.”

When it comes to finding fresh

products, Piper and George source

many from overseas suppliers with

whom they’ve developed relation-

ships during annual buying trips.

“Once you meet them, you can do

a lot over the internet,” Piper says.

Increasingly, the merchants look for

new products at industry tradeshows

in the U.S. “We look for fair trade

companies and global companies, and

more of them are being represented

at these shows,” says Piper.

Looking ahead, Piper says that

she hopes to continue providing

unexpected products and personal-

ized customer service to shoppers.

When she can find the time and

money, she also hopes to beef up the

store’s online retail site, which she

currently describes as a “miniscule”

portion of the business. Overall, she

says, “We’ll keep reinventing our-

selves, keep doing what works and

keep changing what doesn’t.” •

* Now That’s Customer Service

On the rare occasion that a customer can’t find exactly what they’re look-ing for in the store, the owners will go above and beyond to help track down a desired item. For example, “A designer recently wanted some inlay tables from India that she had previously seen in the store, but she wanted ones that were more detailed. We were able to go back to an es-tablished source and get those tables made for her,” says Susan Piper.

Colleen Bohen is a New York City-based

editor and freelance writer who regularly

covers retail and dance.

gda1302RE_GiftedRetailerid 41 1/23/2013 4:32:53 PM


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Circle #135

>playthings>retail gifts and decorative accessories

What does being a

winner of a Gifts and

Decorative Accessories’

Retailer Excellence

Award mean? Here,

Jillian Pritchard

Cooke, owner of BEE

in Atlanta, shares

what being an REA

winner has meant to

her and her business:“Winning the REA has

been a wonderful experi-

ence. First and foremost,

the BEE team has been

able to share this amazing

merchandising honor [and

its story] with our custom-

ers. We have the award

proudly displayed next to

the bee keepers’ counter.

“In addition, the local

and national press have

been extremely kind to us.

In recent months, we have

received many pages of edi-

torial press that highlights

the REA. BEE is perceived

by the press to be a very

special and unique shop-

ping experience, and the

REA speaks volumes

about the store’s creative

team.

“Since we won the

award, traffic has in-

creased; many of our

customers are coming

in for their first visit.

Some have found us

because of our window

displays, while others

have read about our

award-winning merchan-

dising.

“The award helps to vali-

date our WWYW (Wellness

Within Your Walls) ap-

proach to home furnishings,

and confirms that products

that are natural, sustainable

and responsibly made can

be beautiful. BEE vendors

are thrilled that their prod-

ucts are part of a successful

retail environment.

“I believe that this honor

will contribute positively

to our 2013 business plan.

This experience has taught

our staff to BEE grateful,

to BEElieve in our own

creative abilities and, most

importantly, the REA has

given our staff another rea-

son to BEE happy!”

REA: Why Enter?

TO BE A WINNER,

YOU MUST ENTER

Go to GiftsandDec.com and

click on the REA button to

get the entry form and rules.

Maybe your store will join

BEE and the many others

who have benefitted by

being an REA winner.

gda1302REApageid 42 1/22/2013 3:59:29 PM

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 A N D D E C O R A T I V E A C C E S S O R I E S


Woozie®

NEW! Deb Eiseman, NYC television executive and now gifted artist, brings a fresh and fun look to the new line up of Woozie products. ‘Cheer,’ ‘Sparkle’ and ‘Whirl’ with the newest Cold Cup Cover, Either Or, and Hot Beverage Band. For girls of all ages! Learn more about Deb’s inspiring story and great Woozie products today! 919-781-4441www.woozie.com

# Circle 579

Blue Luster CZ by Lamar Creation, Inc. Not just jewelry … a jewelry department. The fastest-selling, highest-profi t fashion jewelry line in the nation. 800-596-0988; www.lamarcreations.net

# Circle 583

Bamboo Trading CompanyHand-woven by Women’s Co-ops in Guatemala, these soft vibrant scarves will brighten any outfi t. 100% cotton, ridiculously affordable and shipping at once.800-346-0225 www.bambootradingcompany.com

# Circle 581

SPOTLIGHT

Mariasch Studios Inc.Creatively designed gifts and accessories handmade here in the USA! From fun and witty sayings to elegant and traditional décor. Low minimums on Name Drop and Custom. 516-561-9190www.mariaschwholesale.com

# Circle 582

Grow Your Garden with Beadworx We have unique, whimsical & colorful hand beaded sculptures to choose from. Perfect for Garden • Gift • Home. See our entire line at www.grassrootscreations.com 866-303-6070

# Circle 580

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Contact Us:

Dealer Service Center800.792.6180

see howthe leader

in fragrance

9 NEWscents for spring & summer, including

the “Come Home to Paradise” collection

will increase sales and drive new customers

71%of Pure Radiance™

sales are from newYankee Candle®

consumers or are incremental to existing candle styles

featuring

our exclusive

Crackling

LumiWicktechnology

™

Circle #176

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>home

Chanda duvet set is reversible. and features an oversized medallion printed on cotton satten in Gulf Blue, Merlot, Coral and Golden Amber on a Khaki ground. $295, full/queen; $325, king. Bliss Living. 866.95.BLISS. www.blisslivinghome.comCIRCLE #871

Creator and CEO of Bliss Living, Mei Xu went to Abu Dhabi and

came back with her Spring 2013 collection.

Spring Awakening

Chanda combines modern hues with traditional motifs.

Mei Xu’s Spring 2013 collection was inspired by a trip to Abu Dhabi.

giftsanddec.com

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>home

a The songbird collection features the most popular American songbirds. The line, featuring the art of Dean Crouser, includes wall art, ceramics, orna-ments and more. $21-$45. Big Sky Carvers through Demdaco. 913.402.6800. www.demdaco.com CIRCLE #866

Birds remain one of the most favored nature inspired

design elements in the home, and spans modern, tradi-

tional as well as rustic looks.

All A-Flutter

c Floral Romance serveware is adorned with a hummingbird. Made of aluminum. $42-$150. Lenox. 800.971.7708. www.lenox.com CIRCLE #865

d Birds & Blossoms porcelain fountain. $55. Coyne’s & Company. 800.336.8666. www.coynes.com CIRCLE #868

ALL PRICES RETAIL

giftsanddec.com

b Wood photo frames featuring various bird designs. Part of the Bohemian Bazaar collection. 11¼”. $19.99. Creative Co-Op. 866.323.2264. www.creativecoop.com CIRCLE #867

gda1302HObirdsid 46 1/23/2013 11:43:48 AM

Circle #163

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>home

Springtime is almost here. It’s time to build your garden

section with a few outdoor decor essentials: birdhouses,

lanterns, pots and decorative thermometers.

Fertile Ground

c Teal Gypsy planters. 8"x7¼"x7¼". $52. Foreside Home & Garden. 855.474.3344. www.foresidehomeandgarden.com CIRCLE #881

d Sunset lantern features a rustic finish and a sunset artifact handcrafted finish on the glass. Holds a 3” diameter pillar candle. $30. Pomeroy. 713.460.5565. www.pomeroycollection.com CIRCLE #882

ALL PRICES RETAIL

b Outdoor Singing Bird Clock with Thermometer features 12 of the most recognized North American song birds. Each hour plays an authentic recording from the Cornell Laboratory of Ornithology. $34.95. Mark Feldstein & Assoc. 419.867.9500. www.markfeldstein.com CIRCLE #880

a Sanctuary birdhouses are hand-painted wood. Designed by Susan Winget. Feature a back door for cleaning. Available in 15” and 20”. $49.95-$69.95. Magnet Works. 800.886.3121. www.magnetworks.com CIRCLE #879

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>home

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

Give the bedroom a makeover this Spring with garden-

inspired textiles. Whether it’s by doing it with a full-on

bedding collection or just with the addition of accent pil-

lows, the warmer weather calls for a fresh look.

Spring Garden

c The Lolas are part of the Jardin d’impression collection. The line includes bedding and bath accessories. $250-$650. Yves Delorme. 434.979.3911. www.yvesdelorme.com CIRCLE #864

d Papillion pillow collection. 70% cotton, 30% linen. 18”x18”. $40 each. Saro. 818.846.3314. www.saro.com CIRCLE #861

ALL PRICES RETAIL

b Garden Folley bedding mixes botanical illustra-tions with classical and Chinese-influenced summer-houses, called follies. $40-$160. Tabletop items also included. C&F Ents. 888.889.9868. www.cnfei.com CIRCLE #863

a French Knot pillow is part of the Summer Brights collection. Inspired by a vintage tablecloth found at the Brimfield Antiques Show. 12”x24”. $132. Company C. 800.818.8288. www.companyc.com CIRCLE #862

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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 A N D D E C O R A T I V E A C C E S S O R I E S

giftsanddec.comgifts and decorative accessories | february 2013№ 50

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

Dress Up Your EggsEggs no longer have to reside in those dreadful styrofoam cartons anymore. Dress up those eggs. We’ve crafted the perfect stoneware vessel for your precious refrigerator cargo. Suggested price – $27.60.

|866-295-2849

@www.primitivesbykathy.com

# circle #403

V H C B R A N D S

Rib Weave Tabletop Casual everyday rib weave tabletop is 100% cotton, available in an expanded offering of colors for 2013. Shown in Cambrie Lane placemat and runner.

|888-334-3099

@www.vhcbrands.com

# circle #400

Candlesticks In Living Color!Split P has expanded their wood enameled candlesticks to include black and white for 2013. The candlesticks are sold separately but look chic displayed as a group in five colors and three styles in heights ranging from 15", 18", and 24".

|800-326-3382

@www.split-p.net

# circle #404

S P L I T P

T H E C O U N T R Y H O U S E C O L L E C T I O N

Lamp ShadesCustomers love our new burlap shades that are available in four sizes.

|800-492-1784

@www.thecountryhousecollection.com

# circle #402

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

Petal Oval Votive/Tealight HolderEnjoy this beautiful accent piece created exclusively for Colonial Candle and designed to fit our glass oval votives and tealights.

|866-445-9993

@www.colonialcandle.com/wholesale

# circle #401

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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 A N D D E C O R A T I V E A C C E S S O R I E S

giftsanddec.com february 2013 | gifts and decorative accessories № 51


Stoneware ServerFinally, a place for this and that. Stoneware pottery server for those extras that make a meal or a party even better. Suggested price – $46.00.

|866-295-2849


# circle #405

R O M A N

Flower Yard ArtRoman presents a fresh, extensive new line of salvaged letters and marque signs. Signs are placed on stakes and feature indoor/outdoor C7 lights.

|800-SAY-ROMAN

@www.roman.com

# circle #409

I H F H O M E D É C O R

IHF Linen FixtureThis fixture is a versatile, efficient way to merchandise all of your IHF window treatments, table top and accessory items. Also available in black. Call for details.

|800-PICK-IHF

@www.ihfhomedecor.com

# circle #407

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

Shamrock Unscented 3x6 PillarIntroducing our new fragrance-free pillars. Available in 16 on-trend colors and two sizes to suit all your home décor needs.

|866-445-9993

@www.colonialcandle.com/wholesale

# circle #408

Mix and Match Medallion and GeoSpice colors are gaining momentum at Split P with the introduction of Kaleidoscope Spice and Orange Geo. These collections have enough personality to stand alone but can certainly work as a duet in one environment. Both collections offer table top and home décor accessories.

|800-326-3382

@www.split-p.net

# circle #406

S P L I T P

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T A B L E C R A F T

Galvinized CollectionChoose from our selection of round or oval dinner platters, beverage tubs or round pails. Item GP129.

|800-835-1195

@www.tablecraft.com

# circle #411

C & F E N T E R P R I S E S

Distressed Serving Tray Distressed serving tray with botanic illustrations, hovering butterflies and insects. SRP $22.99. Also available in seashell and fish themes.

|888-889-9868

@www.cnfei.com

# circle #410

Jardin…A French GardenA gentle floral in lemon, dijon and gray complemented by a new classic chevron print brings Jardin to life from Split P. A core table top textile offering also includes a valance, pillow and rug for a total home solution.

|800-326-3382

@www.split-p.net

# circle #412

S P L I T P

T H E C O U N T R Y H O U S E C O L L E C T I O N

Burlap RunnersWe’ve added this new Burlap Rosette Runner to our line for 2013. Customers are sure to love it!

|800-492-1784

@www.thecountryhousecollection.com

# circle #413

C O L L I N S P A I N T I N G & D E S I G N

RW-8427 Ocean Breeze Box Sign From Collins 2013 Surf Shack Collection, 6" W x 9" T x 1½" D. Suggested retail $16.95.

| 877-490-5909

@www.collinspainting.com

# circle #414

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giftsanddec.com february 2013 | gifts and decorative accessories №53


Berry Nice! Beautifully styled stoneware containers modeled after cardboard market boxes. Quart and pint sizes. Suggested retail – $28.75.

|866-295-2849


# circle #415

V H C B R A N D S

Kaleidoscope Quilted Throw and PillowWarm up to spring with our new traditionally-pieced but thoroughly up-to-date Kaleidoscope collection. Available in bedding and tabletop.

|888-334-3099

@www.vhcbrands.com

# circle #417

Classic Paisley in Blue and WhiteSplit P introduces Sapphire Paisley table top textiles featuring original hand-drawn art in classic blue and white. Textile accessories include an apron, valance and pillow. Mix and match Sapphire Paisley with Essentials Lapis solids and Orange Jewel giftware as shown.

|800-326-3382

@www.split-p.net

# circle #419

S P L I T P

Cobalt Blue Hammered Glass JarsGreat for storage or as a decorative accent, Split P’s Cobalt Blue Glass Jars in 8" and 12" heights are new for 2013. The specialty hammered glass and burnished aluminum lids complement kitchen and bath decors.

|800-326-3382

@www.split-p.net

# circle #416

S P L I T P

A R T H U R C O U R T D E S I G N S

For Rabbit LoversArthur Court introduces a re-vamped collection for rabbit lovers and collectors alike. Long-eared hares hop through grassy fields reminding us of Spring’s verdant splendor.

|800-446-7806

@www.arthurcourt.com

# circle #418

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www.trollbeadsuniverse.comFacebook.com/TrollbeadsUS Twitter.com/TrollTweetsUS

Every story has a bead™

Why be a Trollbeads retailer?

Original bead-on-bracelet company Specializing in handcrafted Italian glass beads German foxtail chains accommodate all beads

50/50 co-op advertising plan Attractive profit margin based upon manufacturers’ advertised pricing 98% in stock at all times; fast

order processing and shipping Danish-trained glass artist on staff to conduct in-store events Reasonable and flexible opening

order packages Branded fixtures with attractive acquisition programs

Call now for details – 609 936 3931 | [email protected]

Circle #168

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>fashion

Square ring is 18-kt. gold plated and features an emerald calcite stone. $145. Betty Carré. 305.690.5995. www.bettycarre.comCIRCLE #870

giftsanddec.com

Betty Carré’s modern square ring is shown here in emerald calcite, but is also available in red onyx, smoke topaz, white agate, ruby quartz and more.

This cocktail ring is featured in Pan-tone’s color of the year: Emerald.

Pantone’s color of the year is Emerald. Make a fashionable trend

statement with a modern cocktail ring.

Gorgeous in Green

gda1302FAopenerid 55 1/23/2013 11:54:51 AM

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>fashion

This summer make sure you’re carrying the industry’s

hottest category: fashion. BY BESSIE NESTORAS

Lovin’ Summer

IT’S ALMOST SUMMER. AND

YOU KNOW WHAT THAT

MEANS: TIME TO REFRESH

YOUR WARDROBE—AND YOUR

MERCHANDISE DISPLAYS.

If there’s one thing women will al-

ways spend money on, it’s on fashion.

This summer season is full of golden

opportunities for gift retailers, be-

cause summer fashions are fun, flirty

and plentiful from gift vendors.

Fashion is one of the biggest cat-

egories in the gift industry right now.

It seems that just about everyone is

offering a fashion line, whether it’s

bags, jewelry, footwear, clothing, or

all of the above. While growth in the

fashion category began with bags,

scarves and fashion jewelry, it has

grown to include shoes, hats and now,

apparel, making the gift store a one-

stop shop for all things unique both

for the home and for the wardrobe.

Not Just for HolidayWhen it comes to summer looks, most

of what was being off ered was items

to be worn on vacation. Not anymore.

Much of what is out there in the gift

market now can be worn every day.

That includes sized clothing, which

changes the focus of gift able fashions.

“Clothing is a natural extension to

the line. We tested these items in our

retail stores last spring and it was a

huge success,” said Jennifer Hogan

of Toss Designs. The company got its

start in bags, then added jewelry, and

this season introduced a selection of

dresses, tops, maxi and pencil skirts, as

well as silk ponchos and other pieces.

But if you’re worried about the siz-

ing, don’t. Most of these pieces come

in simple sizes—small, medium and

large—so it’s easy, and should not

require a dressing room And accord-

ing to Hogan, her retailers are thrilled

Petals shift dress is available in white, black, coral, jade mint and navy. Three sizes. $73.50. Mud Pie. 800.998.1633. www.mud-pie.com CIRCLE #896

Impressionist scarves are made from a light Georgette fabric. $11.99. Mountain Mamas. 877.649.3160. www.mountainmamas.net CIRCLE #892

gda1302FAsummerfeaid 56 1/22/2013 4:43:53 PM

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>fashion

with the collection. “Many ordered

back inventory and will be carrying

this as their core clothing,” she said.

Many trendy tunics and caftans

on the market are beach staples, but

thrown over leggings and paired

with elegant jewelry, either can eas-

ily be worn out for cocktails. Mud

Pie, also venturing deeper in to the

clothing category, offers a selection of

such dresses and caftans that aren’t

just for vacation, but for every day.

For example, the company’s Petals

shift dress is perfect for an afternoon

lunch, a night out, and in white, per-

haps as a bridesmaid’s dress.

Scarves, a must-have accessory even

in warmer weather, should certainly

be a part of your fashion selection,

as should hats, which aren’t just for

providing shade from the sun’s harm-

ful rays. Like scarves, hats are the

finishing touch to an outfit. It’s that

something that you didn’t know was

missing until you put it on. For added

interest in your merchandise mix,

besides jewelry and watches, consider

hair accessories, such as Vera Bradley’s

floral hair ties, which are perfect for

ponytails on a hot and humid day.

These summer staples will have

your shoppers more glam come May. •

Beth dress in Notes Scarlet is made of 100% cotton voile. Features draw-strings and a three button opening at the top. Small, medium and large. $66. See Designs. 203.972.3685. www.seedesignshop.com CIRCLE #890

Adriana trilby hat in navy. Also available in white. $23. Shiraleah. 866.503.9765. www.shiraleah.com CIRCLE #897Maxi dress part of the Marina collection.

Small, medium and large. $112. Toss De-signs. 415.721.1037. www.tossdesigns.com CIRCLE #887

Sugarland 3” wedge adorned with rhinestones. Also available in white. $58. Nomad. 800.979.2354. www.nomadfootwear.com CIRCLE #891


w r i t e y o u r o w n w a y

a n d f o l l o w i t t o t h e l e t t e r

( y o u r s , o f c o u r s e )

waxingpoetic.com [email protected]

I N T R O D U C I N G F O U R ( S O O N T O B E ) B E L O V E D I N S I G N I A SE l eve n ye a r s a n d c o u n t i n g a n d s t i l l s o t r u e :

Wa x i n g Po e t i c wa n t s yo u t o c e l e b r a t e, s c r i p t , a n d s h a r e yo u rS p i r i t S t o r y S o n g S e n t i m e n t a n d G e n e r a l S p l e n d o r

Wi t h a l l t h e wo r l d ( we ’ l l h e l p ) a n d w i t h a l l o u r h e a r t s u n i t e d .

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>fashion

Jackie tunic in a hot pink ikat print. $45. Top It Off. 617.323.2605. www.topitoffwholesale.com CIRCLE #894

Liz ballet flats in metallic and seersucker, both ac-cented with a grosgrain flower. $64.95 each. Lindsay Phillips. 973.285.0041. www.lindsay-phillips.com CIRCLE #889

Obi double wrap bracelet is made from artisan hand-woven “Obi” cord, traditionally crated by Japanese artists outside of Kyoto. $110. Tokyo Bay. 415.808.4880. www.tokyobayinc.com CIRCLE #895

Colorful hair elastics presented on a handbag-shaped card. $8. Vera Bradley. 888.855.8372. www.verabradley.com CIRCLE #893

ALL PRICES RETAIL


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For more information, please contact ,. . | @ .com

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Circle #180

YOU’VE GOT TO BE IN THEKNOW...OR YOU’LL

BE OUT OF THE LOOP!

• PRODUCT WIRE

• GIFTS & DEC DIRECT

• GIFTS & DEC DIRECT FROM MARKET

• PLAYTHINGS EXTRA

January 2013 Frac pages.indd 1 1/21/2013 3:12:01 PM

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www.cindab.com

bANCHORED

Made in the USAMachine Washable

Stain + Water ResistantOriginal Patterns

NOW OFFERING EXCLUSIVE PROTECTED TERRITORIES TO FINE RETAIL ESTABLISHMENTS!

MADEIN

USA

Circle #120

>fashion

Emerald, this season’s hot color, gets even more

luxurious when accented with gold.

A Touch of Gold

a Sybal necklace. 20” with a 2½” extender. $40. Uptown Girls. 310.458.1810. www.facebook.com/uptowngirlsCIRCLE #886

c Reynolds earrings. $35. Towne & Reese. 980.254.4222. www.towneandreese.com CIRCLE #888

ALL PRICES RETAIL

b Double Happiness

enamel cuff. $32. Toss Designs.

415.721.1037. www.tossde-

signs.com CIRCLE #887

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S U S A N S H A W J E W E L R Y

Handcast 24kt Gold Jewelry 24 kt. handcast gold and sterling silver-plated lead-free metals combined with semi-precious stones to create beautiful jewelry designs. All handcrafted in the USA.

|800-880-7429

@www.susanshaw.com

# circle #420

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

Layers of Bracelets on DisplayBuy these eight new antique button and vintage glass bracelets, and Grandmother’s Buttons will include this handmade spool counter display. Suggested retail for bracelets begins at $38.

|800-580-6941

@www.grandmothersbuttons.com

# circle #424

C A L Y P S O S T U D I O S , I N C .

Clay & Metal Cross Icon BraceletA colorful cross icon is the focal point of this double strand wrap bracelet. Each is hand-crafted using glass beads and includes our signature metal toggle clasp. $12.99 retail.

|866-897-9648

@www.calypsostudiosinc.com

# circle #423

B E L L A T A Y L O R B Y V H C

Bali Bright BlakelyBack by popular demand, everyone loves Blakely’s pockets, price and style. Shown in Bali Bright. SRP $35.95.

|888-334-3099

@www.mybellataylor.com

# circle #422

T R O L L B E A D S U N I V E R S E

Big ButterflyThe Butterfly – so light and so elegant. Flying fancy free, it charms us with its beautiful appearance.

|609-936-3931

@www.trollbeadsuniverse.com

# circle #421

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E N E S C O

Really Great News! by Lorrie VeaseyThis collection features witty sentiments in bold newsprint. New to this statement are faux patent leather totes which include an inner lining and a magnetic closure. 12.5"H x 20"L. Tote SRP $18.00 Collection SRP $10.00 to $30.00.

|800-4ENESCO

@www.enesco.com/business

# circle #429

F I O N A A C C E S S O R I E S

Fiona’s Painted Zodiac Bracelet & Crystallized with SWAROVSKI ELEMENTS®

Beautiful zodiac sign painted on 1300ºc burned & glazed porcelain beads with grey & clear crystals all made with SWAROVSKI ELEMENTS®. Makes perfect birthday gift. Approx. 8" stretch for adult’s wrist. Collections include 12 Zodiac Signs. Designed with box packed in USA. MSRP $24.95

|909-923-9881

@www.fionaaccessories.com

# circle #425

M A D P A X

Meet BLOKPart puzzle, part robot and ready for the next adventure. Available in 8 funtastic colors. Fullpacks for 5 and up. Retail $60.

|602-795-8225

@www.madpax.com

# circle #426

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

Precious Silhouette CharmTiny shadow, follow close, stay near and always dear to my heart. Created in sterling silver, these charms are reminders of your children and dearest pets.

|877-724-5434

@www.waxingpoetic.com

# circle #428

C I N D A B

Vertical CosmeticThis clever cosmetic stands upright on your counter. Perfect for full-size shampoos and lotions. 9.75"W x 3"D x 11.5"H. $65.00.

|877-692-4632

@www.cindab.com

# circle 427

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Lucky Chances CharmYou can leave it up to chance, or choose to wear them all. One can never have enough luck on their side. Make good luck happen everyday.

|877-724-5434


# circle #433


Rose Pop ID PleaseNo more hassle to show your ID; clasps easily to another bag. Shown in Rose Pop. SRP $918.95.

|888-334-3099


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F I O N A A C C E S S O R I E S

Fiona’s “Easter Bunny” Children’s Stretch BraceletEvery kid should wear this so cute painted Easter bunny bracelet while collecting eggs on Easter. Approx. 5.5" stretch & kids safe with non-toxic paint & glass beads. Kids’ collections also include matching earrings. MSRP $5.95.

|909-923-9881

@www.fionaaccessories.com

# circle #432

T R O L L B E A D S U N I V E R S E

HouseHome is where your heart is. Home is where you get shelter and truly can relax.

|609-936-3931

@www.trollbeadsuniverse.com

# circle #431

C A L Y P S O S T U D I O S , I N C .

Florence NecklaceCrafted using multiple hand-strung strands of polished shell and metal accents, the new 16" long necklace is available in 6 vibrant colors. $14.99 retail.

|866-897-9648

@www.calypsostudiosinc.com

# circle #434

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M O N A B . B Y I H F H O M E D É C O R

Mona B. FixtureMona B. has many bold, beautiful patterns to choose from. This fixture is a great way to feature your Mona B. collection. Call for details.

|800-PICK-IHF

@www.ihfhomedecor.com

# circle #435


Baja Blue RetrieverStay active with hands-free practicality and quick item retrievals. Shown in Baja Blue. SRP $33.95.

|888-334-3099


# circle #438


Regal Insignia CharmInspired by medieval crowns, this beautiful insignia is cast in sterling silver with a tiny jewel set atop for a touch of sparkle. Perfect for the royals in your story.

|877-724-5434


# circle #437

E N E S C O

Boho ChicThis trendy, all-glass beaded charm bracelet comes in assorted colors including lime, berry, turquoise and more. Each bracelet has either a heart with a peace sign or a flower charm. Wear one or wear them all! 7.5" L. SRP $10.00

|800-4ENESCO


# circle #436

H O W A R D ’ S J E W E L R Y

Textured Scarf Accent PendantScarves or necklaces are fun and functional options to enhance any scarf accent for unlimited fashion statements.

|800-777-5658

@www.howardsjewelry.com

# circle #439

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New Spring Illuminations

w w w . c a n d l e w a r m e r s . c o m

Our decorative ceramic Illumination Fragrance Warmers are designed to safely warm scented wax melts releasing lasting fragrance throughout the home. The light from the halogen bulb casts a soft glow adding the perfect touch of warmth and light to any room. Check out our website for more new Spring styles.

Join us on Facebook!

www.facebook.com/candlewarmersetc

Join us on Twitter!

www.twitter.com/candlewarmeretc

Circle #119

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>candles

Lock Your Love collection features a reed diffuser, candle and perfume, each featuring the chain link design on vessels. $24-$38. Votivo. 877.786.8486. www.votivo.com CIRCLE #810

This fragrance collection is inspired by the tradition of lovers lock-

ing a padlock to a chain or gate and throwing away the key.

Love Locked

Fragrances include the fruity Hard to Get, more sensu-ous Hold Me Tight and some spicier notes with Hot to Handle.

The chain-link fence inspired material covers each glass and features acustom de-signed keep-sake lock.

giftsanddec.com

gda1302CNopenerid 69 1/22/2013 4:21:34 PM

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>candles

giftsanddec.com

a Garden collection features wooden wicks and herb- and floral-blend scents. Available as diffuser and candles. $18-$36. Archipelago Botanicals. 800.399.4994. www.archipelagobotanicals.comCIRCLE #815

There’s a big difference between cotton and wooden

wicks. Wood wicks require no clipping, have no ashy

buildup, don’t emit smoke during burning (or once blown

out) and produce a soft crackling fire sound when lit.

Into the Wood

c Spa De Terre has notes of lavender, chamomile and sandalwood. 60 hours. 9 oz. $25. Evoluxe. [email protected]. www.evoluxecandles.comCIRCLE #817

d Pure Radiance emits a subtle, fresh scent. Glass holders sold separately. $10.99-$27.99. Yankee Candle. 800.792.6180. www.yankeecandle.comCIRCLE #818

ALL PRICES RETAIL

b Sierra is part of the Botanika collection. A blend of pineapple, jasmine and musk. 3 oz. $42. Dayna Decker. 714.968.5400. www.daynadecker.comCIRCLE #816

gda1302CNwoodwickid 70 1/22/2013 4:22:06 PM

KRINGLE CANDLE COMPANY ®

Atlanta Gift MartAtlanta, GA800-343-3909AL, FL, GA, MS,NC, SC, TN

Our new fragrances for 2013 have arrived just in time for Spring and Summer! Contact your regional rep group to learn more or to place an order. And of course, Kringle Candles are proudly and exclusively made

in little Bernardston, Massachusetts, USA!The Dolan GroupThe Columbus Marketplace800-486-7555OH, WV, KY, Western PA

The Merchandise MartChicago, IL888-511-7400IL, IN, MI

Westford, MA800-255-1619CT, ME, MA, NH, RI, VT

Minneapolis, MN800-786-7911MN, SD, ND, WI, KS, NE, IA, MO

Javits Center, NY315-255-2879NY, NJ

Oaks, PA 800-877-9810PA, MD, DE, VA

Dallas Trade MartDallas, TX800-763-8690TX, OK, LA, AR

First in White. See the Light! KRINGLE CANDLE®

See what’s new for 2013!

Circle #141

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>candles


giftsanddec.com

Candles that double as a skin moisturizer or massage oil

can be poured right from the vessel on to skin and give

customers a litte something extra with purchase.

Softer Scents

d Tobacco Road is a blend of tobacco leaves and berga-mot with some vanilla and spice. 80 hours. 13½ oz. $34. Soy Delicious. 877.769.6426. www.soydelicious.com CIRCLE #814

ALL PRICES RETAIL

b Massage Candle has almond, coconut and evening primrose oils, neroli and ylang-ylang. 4 oz., $16; 8 oz. ,$28. Power of a Flower. 612.642.1325. www.powerofaflower.comCIRCLE #812

a Chocolate Truffle doubles as a body mois-turizer and is made of 100% all-natural soy oil. $6.49-$26. The SOI Co. 209.544.0300. www.thesoico.comCIRCLE #811

c Scandle massage oil candles come in a reusable ceramic vessel for easy pouring. 10 oz. $34.95. Scandle. 866.531.9916. www.abodycandle.comCIRCLE #813

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Circle #160

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Peony Medium JarNotoriously difficult to replicate, we’ve found the delightful sweet and lively essence of these lavish pink blossoms.

|888-957-4645

@www.kringlecandle.com

# circle #444

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

Campfire Treat™

Large Classic Jar – New for Summer. The joys of camp – mesmerized by the fire, singing and laughing, while toasting marshmallows to rich, gooey perfection.

|800-792-6180

@www.wholesale.yankeecandle.com

# circle #442

Y A N K E E C A N D L E ®

J A M I E C L A I R

Wax Melts™

These highly scented wax melts are easy to use and bring fresh and inviting scents into your home.

|800-262-2305

@www.jamieclair.com

# circle #440

Citrus and Sage Medium JarTangy, bright citrus accords partner with green herbal notes to produce a relaxing yet uplifting union.

|888-957-4645


# circle #443


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

WoodWick® Geometric Featuring the hot new geometric trend in home decor and fashion, this new collection is available in 6 sophisticated fragrances. Sweet Rhubarb is a fusion of tart rhubarb and currant berries.

|800-827-2231

@www.virginiacandle.com

# circle #441

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Royal Cherries Medium JarFilled with the special fragrant lusciousness of dark red tart-sweet cherries at their seasonal peak.

|888-957-4645


# circle #448


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

NEW! Plug-in Fragrance Warmer™

Ideal for small rooms and small spaces, each style brings a relaxing mood to any room.

|800-262-2305

@www.candlewarmers.com

# circle #445

Sunflower Sunrise Medium JarA sweet floral scent as jubilant as the happy blooms smiling down from their towering stems. A classic summertime remembrance.

|888-957-4645


# circle #447


M I X T U R E U S A

6 oz. Bird Candle CanisterThis adorable, reusable container is available in Robin Egg Blue & Alabaster White.

|913-944-2441

@www.mixtureusa.com

# circle #446


WoodWick Jar Candles in Paradise Blue FragranceUnwind with the soft crackle of a wooden wick and the scents of Paradise Blue fragrance with tranquil waters and calm seas with touches of jasmine musk.

|800-827-2231


# circle #449

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Soothing CinnamonComforting, familiar cinnamon bark accords reach a harmonious agreement with notes of Tahitian vanilla and a creamy coconut complex.

|888-957-4645


# circle #453


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

New! Illumination Fragrance Warmer™

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

|800-262-2305

@www.candlewarmers.com

# circle #451


Ribbonwick® Decor Glass in Lavender Pearl Fragrance Let the long, hypnotic Ribbonwick® flame and beautiful Lavender Pearl fragrance transform your room into a relaxing spa.

|800-827-2231


# circle #454


WoodWick Escape®

Beach Boardwalk is a new scent in the WoodWick Escape® line. Its scent will transport you to a walk at the beach with the scents of salt water breezes, white sand, and vanilla waffle cones baked fresh in a seaside shop.

|800-827-2231


# circle #450

Turquoise Sky™

Large Classic Jar – New for Spring. Calm, salty air with hints of sea grass and musk float gently on ocean waves. Come home to paradise.

|800-792-6180

@www.wholesale.yankeecandle.com

# circle #452

Y A N K E E C A N D L E ®

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NEW! Potty Mouth - 100% Natural Breath Mist NEW! BadaBloom - Fragrance Infused Diffuser System

BEST SELLER! Original Before-You-Go Bathroom Spray NEW!

“The customers love it!” - Columbia, MO

“Poo~Pourri is a wonderful product!” - Clermont, IA

“Once we tried Poo~Pourri, we knew we had to sell it.” - Vat19.com

“Poo~Pourri is one of our top sellers! We can’t keep it on the shelf!” - Lafayette, LA

“We can’t keep the product on the floor, it sells out as soon as we get it in!” - Louisville, KY

PROVEN BEST SELLER-FUN-CONSUMABLEMOST PRODUCTS UNDER $20 RETAIL!

Circle #152

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>bath&body

Aromatherapeutic Body is an expansion of the company's home cleaning line, featuring six debut products and three premiere scents. Made of all-natural in-gredients in the U.S.A. $10-$28. Caldrea. 877.576.8808. www.caldrea.com CIRCLE #801

This year, Caldrea launches its first full personal care collection

featuring body soaps, cleansers, creams, oils, perfume and more.

Home Fresh

Sleek packag-ing fits the new personal care items.

The collection's three debut fragrances: Aloe Water Apricot, Tea Olive Lime and Coconut Fig Leaf.

giftsanddec.com

gda1302BBopenerid 79 1/22/2013 4:23:05 PM

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>bath&body

Rambling Rose is one of the 100% or-ganic balms for use on face, lips and body. ¼ oz. $5.50. Figs & Rouge. [email protected]. www.figsandrouge.comCIRCLE #847

Sleep Over cosmetic bag includes moisturizer and face wash in a fashion-able case. $14. Willa. 855.559.4552. www.willaskincare.comCIRCLE #848

Moisturizer is lightweight on the face and is absorbed instantly to protect against moisture loss. 4 oz. $18.99. Good For You Girls. 860.489.9912. www.goodforyougirls.comCIRCLE #846

gda1302BBtweenfeaid 80 1/22/2013 4:23:40 PM

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The right mix of bath and body for the younger set can

bring in big bucks. BY TINA BENITEZ-EVES

Tween Spirit

TWEENS ARE BIG CONSUMERS

AND SHOPPERS. WHETHER

IT’S MONEY FROM THEIR OWN

POCKETS OR FROM THEIR PAR-

ENTS, GRANDPARENTS, AUNTS,

UNCLES OR CAREGIVERS, these

kids, ages 8 to 12, spend an estimated

$30 billion of their own money and

infl uence more than $150 billion in

purchases by their parents, according

to Research and Markets data.

All tween sales are translating

across multiple categories, from

fashion, entertainment, toys and

gadgets and even personal care prod-

ucts—everything from skin cleans-

ers, creams, body lotions, perfumes,

makeup and more.

The NPD recently reported that

tweens start using beauty products

at the age of 10 and may use more

than 24 different product categories,

including fragrances, body sprays,

body washes, cleansers, gels and lip

products. The “Insight Into the Youth

Beauty Market” report also found

that on average, tweens spend nearly

$500 million on beauty products

each year.

“Everyone wants to have beautiful

skin and look their best; tweens are

no different,” says Erika Katz, author

of Bonding Over Beauty. “They are so

influenced now by celebrities and red

carpet looks and they want to look

like their favorite celeb, which means

flawless. Makeup and skin care offers

them the fantasy of being able to be

like the people they look up to.”

Katz says that beauty and skincare

products for tweens is not about

making them a “beauty queen,” but

instead it’s about teaching them how

to properly cleanse their skin to avoid

blemishes and acne and developing

good hygiene in a fun way. She adds

that girls can be taught to highlight

natural features with some age-ap-

propriate makeup that isn’t too harsh

or comes across as too mature.

In retail, she recommends choos-

ing products that aren’t fragranced

synthetically, unless the scent is

light and derived from essential oils.

“Manufactures should assume they

are treating sensitive skin, because

many girls do suffer from skin sen-

sitivity,” she says. “They also need to

be mindful of the parents who do not

want their children using products

loaded with chemicals and harsh

surfactants.” •

Everyday collection includes face wipes and moisturizer, shampoo and conditioner, and body lotion. $10-$18. Ottilie and Lulu. 877.372.5858. www.ottilieandlulu.comCIRCLE #849

OO-La-La shampoo and conditoner are part of the line created by teen and tween sisters. 8 oz. $14. Sweet Dream Girlz. 888.280.3536. www.sweetdreamgirlz.comCIRCLE #850

Bonding Over Beauty takes mothers and daughters on a journey through beauty and learning about oneself. 240 p. $14.95. Greenleaf Book Group. 800.932.5420. www.greenleafbookgroup.comCIRCLE #851


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>bath&body

Scented Puff has a strawberry scent with shimmering mica. Comes packaged in a luxury box. $4.50. Fairy Dust Ltd. 888.532.1400. www.fairydust.comCIRCLE #852

Dirt Free, Hurt Free gift set introduces younger beauty fans to the Sparklehearts skincare collection.100% all natural and no animal testing (“hurt free”). Four 2-oz. bot-tles. $12.99. Sparklehearts. 714.397.9291.www.sparklehearts.comCIRCLE #853

Divine Lip Shine glosses are non-flavored, non-sticky and unscented. $15.95 each. Plain Jane Beauty. 888.762.2667. www,plainjanebeauty.netCIRCLE #854


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E V E R Y B O D Y ' S A Y U R V E D A ™


Soyveda™ Ayurvedic® PerfumesSix dosha-balancing perfumes based on the wisdom of Ayurveda. 100% vegan and free from chemical solvents. 100 mL. Made in the USA.

|866-445-9993

@www.soyveda.com

# circle #459

Soyveda™ Gardner's Collection100% pure essential lavender oil; no synthetic fragrance. 100% vegan (plant-based) formulation. No artificial dyes, sulfates, or parabens. Made in the USA.

|866-445-9993

@www.soyveda.com

# circle #458

P O O ~ P O U R R I

NEW – Dr. Potts Proven Potty PotionWill positively purify even the most pungent of potties! This natural Before-You-Go Bathroom Spray is made with tea tree, lavender and rosemary. w/s 2 oz. $5.00. 4 oz. $7.50.

|972-818-8200

@www.poopourri.com

# circle #457

P O O ~ P O U R R I

Potty Mouth -- 100% Natural Breath Mist Do you kiss your mom with that mouth? Enjoy fresh breath with this peppermint, cinnamon and vanilla breath mist. Also comes in citrus mint and mint. w/s $3.00.

|972-818-8200

@www.poopourri.com

# circle #456


Soyveda™ Ayurvedic® CandlesCandle becomes a candle holder after use. 100% natural soy wax. 100% vegan. Packaged in tin to reduce post-consumer waste. Made in the USA.

|866-445-9993

@www.soyveda.com

# circle #455

Untitled-5 1 1/21/2013 12:53:57 PM

W W W. R AY H O O P E R D E S I G N . C O M 212 414 1387

RAY HOOPERDE

SIG

NN O T E C A R D S . G I F T B A G S . C O A S T E R S &

OT

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UC

TS

Circle #153

Untitled-3 1 1/17/2013 4:12:04 PM

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>stationery

Forest Family Baby's First Year Calendar is provides mom with an easy chrono-logical way to capture and record all the memories and moments of baby's first year—from the ordinary everyday happenings to the milestone events. $14. The Gift Wrap Company. 800.443.4429. www.giftwrapcompany.comCIRCLE #921

Mother’s Day is coming. It is the perfect time to honor the mom-

to-be and suggest special gifts for her, as well as all other moms.

Memories For Mom

giftsanddec.com

It comes with two large sheets of co-ordinating stickers.

The calendar is spiral-bound and features 13 calen-dar pages.

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>stationery

Preparing the KitchenFrom tableware to placemats to recipe cards, today’s kitchen

papers are both disposable and design-driven.

BY KATHY KRASSNER

PAPER PRODUCTS HAVE

ALWAYS BEEN AT HOME IN

THE KITCHEN, but the latest in-

fl ux of kitchen-related papers are

proving to be more prett y, practi-

cal and profi table than ever.

“We have become a foodie cul-

ture,” observes Ashley Brunner,

marketing associate for the Stu-

dio Oh! division of Orange Circle

Studio. Studio Oh! Produces

the Oh! Kitchen collection,

which offers a line of “Culinary

Couture” products devoted to

the foodie movement, includ-

ing decorative paper napkins,

plates, placemats, recipe cards,

meal-planner pads and more.

“Food has become a me-

dium through which anyone

can express their creativity,”

continues Brunner. “As a re-

sult, there has been a rise in

home entertainment focused

on food, which is where the

uptick in a desire for stylish

kitchen-related goods comes

into play.”

Stylish kitchen goods are the hall-

mark of the aptly named “Kitchen

Papers” brand of Hester & Cook De-

sign Group. In addition to numerous

designs of elegant paper placemats,

the line features paper table runners,

napkins, serving papers and coasters,

as well as kitchen-related stationery

such as menu notes, recipe cards and

a cook’s journal. New items include

large die-cut paper designs that can

serve as placemats or decorative table

accents.

Convenience With Style“In the past several years, I believe the

consumer has been looking for several

things,” relates Angie Cook, part-

ner, Hester & Cook, “including more

convenience, sustainable products,

products made here in the U.S.A., and,

as always, something fun and new.

From the mom who is looking for easy

clean-up aft er serving a table full of

kids, to the event planner who is look-

ing for an aff ordable way to outfi t an

event ... this is a consumable product

that is elegant, aff ordable and easy.”

Also adding elegance to the kitchen

are embossed napkins. Richard Gla-

ser, director of sales, Paperproducts

Design (PPD) comments, “We started

several years ago with our Soho

design—a contemporary, but clas-

sic woven look. We are very excited

about our newest addition to the

embossed category called ‘Embossed

Tableware,’ featuring embossed

decorated forks and knives to create a

unique and stunning napkin.”

Humorous-yet-sophisticated cock-

tail napkins are also top-sellers. For

PPD, that includes licensed designs

from Anne Taintor, The New Yorker

and, most recently, Leslie Murray.

Market List 4¼”x8” shopping pad includes 75 tear-off sheets and an attachable magnet. $9.50. Rifle Paper Co. 407.622.7679. www.riflepaperco.comCIRCLE #964

Mason Jar recipe cards measure 4”x6” and are printed front and back. $14/15 cards. 1canoe2

letterpress. 573.424.1309. www.1canoe2.com

CIRCLE #960

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Such napkins appeal to a customer

which Glaser describes as a 24-to-65-

year-old woman who entertains and

appreciates art, design and clever

humor.

Three Core CustomersSteven Faulkner, president of Boston

International—the U.S. distributor of

the Ideal Home Range (IHR) line of

paper tableware from Germany—has

found there are three core groups

of customers for kitchen-related

papers. One is the home decorator,

empty-nester and avid gift giver,

aged 55-plus, who is style aware but

conscious of product value. Another

is the entertainer and busy mom,

aged 35 to 54, who is very price aware

and values convenience. The third

is the chic party thrower and savvy

shopper, under age 35, who wants

inexpensive but quality goods and is

also eco-friendly.

Each of these groups are prime

potential customers for the IHR line,

which currently includes paper nap-

kins, plates, guest towels and table

runners. New are Cafe contemporary

rectangle-shaped paper plates, as

well as Doublo napkins printed on

both sides.

“We’ve noticed two trends,” ob-

serves Karen Shryock, partner,

1canoe2 letterpress, “One is that

people want to have their family and

favorite recipes catalogued in a way

that is meaningful and organized.

The second is that people also want to

organize their family meals for health

and efficiency reasons; thus, items

such as our meal-planning notepads

are both fun and functional.”

In addition to those notepads,

1canoe2 letterpress offers recipe

cards (both offset and letterpress

printed), a recipe binder, and recipe

card dividers that complement its

handmade recipe boxes. “Many of

our customers are those trying to

preserve their family recipes, creat-

ing new ones for their own families,”

Shryock adds, “and those doing their

best to plan and eat healthy, satisfy-

ing meals in the midst of leading

busy, meaningful lives.”

Disposable Yet Eco-FriendlySo, does the convenience of these pa-

per products trump the trend of being

green? No, insist suppliers. “Kitchen-

related papers are usually more green

than not because they are made of

renewable resources such as cott on

and can be recycled,” asserts Shryock.

Being green is also a selling point for

Boston International’s IHR line. “All of

our napkins are printed on 100 percent

recycled tissue, with no degradation in

the quality,” comments Faulkner.

PPD incorporates a certain per-

centage of recycled pulp to produce

its napkins, it only uses water-based

inks, and all of its packaging is bio-

degradable. States Glaser: “Many

environmental experts feel that it is

worse for the environment to utilize

the energy it takes to wash reusable

Song Contest design comes on plates, napkins and guest towels. $4-$6. Boston Intl. 508.893.0880. www.bostoninternational.comCIRCLE #961

Kitchen Papers’ Archival Per-fect Setting placemat pad. 50 sheets. $24.95. Hester & Cook Design Group. 615.385.7254. shop.cakevintage.comCIRCLE #962


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>stationery

napkins, or to try to create 100 percent

recycled napkins, than what we do—

which is producing 100 percent envi-

ronmentally friendly paper napkins.”

“Before, paper products in the

kitchen were seen as wasteful, and

now we are considering the expense

of other recourses like water when we

do not use paper,” adds Studio Oh!’s

Brunner. “In accordance, the materi-

als being used in paper products are

being given special consideration.”

While Rifle Paper Co. uses FSC-

certified papers and environmentally

friendly inks, Elizabeth Sloan, ac-

counts manager, admits that conve-

nience is beneficial as well. “It’s hard

to beat keeping a shopping pad on

hand and quickly jotting items down

when you need to run to the grocery

store or market.” Rifle’s newest de-

signs in this category include “Mar-

ket List” and “Floral” shopping pads,

“Baker’s” recipe cards and a “Home-

grown Garden” recipe box.

Merchandising Kitchen PapersIt’s important to show customers how

they can utilize paper products in the

kitchen in unexpected ways. “Our

runners and placemats double as great

prep surfaces,” notes Cook of Hester &

Cook. Conversely, she says the runners

make great wrapping paper and the

placemats can serve as desk blott ers.

“Many successful retailers use

our napkins when they are setting

up lifestyle displays with particular

themes such as olive/wine, coastal,

tea, lemons, etc.,” says PPD’s Glaser.

“Our paper tableware can soften and

warm up a display of hard goods and

also offers a nice opening retail price

point. Double merchandising like

this will lead to greater sell through

and profits for the retailers.”

“Romancing the kitchen-related

selection with food-related displays

such as a fake oven or refrigerator

door filled with props for purchase

entices the consumer into pictur-

ing the goods in their own home

kitchen,” adds Brunner of Studio Oh!

“Kitchen-related products and pa-

pers are always merchandised best

when the buyer can envision the

item in use in their own kitchen,”

agrees Shryock of 1canoe2. She sug-

gests displaying recipe cards that are

already filled out, having recipe bind-

ers open to a favorite recipe that is

written out by hand, and showing a

notepad with the grocery list already

started or the meal planner roughed

out for the week.

The more ideas you can provide,

the more kitchen papers you’re

likely to sell—and, thanks to their

disposable nature and low price

points—keep selling again and

again. “The average retail price of a

package of cocktail napkins is the

same price as a latte at Starbucks,”

Glaser remarks. “If a retailer puts it

out front and forward, it will retail

and turn quickly.” •

Bulldog Parisien 3-ply beverage napkin measures 5”x5”. $5/pkg. of 20. Paperproducts Design. 800.370.9998. www.paperproductsdesign.comCIRCLE #963

Self-standing, wire-o bound Recipe Keeper from Oh! Kitchen’s Culinary Cou-ture line holds 70 sheets. $30. Studio Oh!, div. of Orange Circle Studio. 888.757.0801. www.studiooh.comCIRCLE #965


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>stationery

M O R E O N T R E N D

An old refrigerator door makes a great in-store prop for

displaying these decorative, message-driven magnets.

Magnetic Messagesa A vintage image and humorous verse are paired on this 2”x3” magnet. $3.95. Ephem-era. 800.537.7226. www.ephemera-inc.comCIRCLE #922

c Nice Advice magnet measures 2”x3” and has a super-strong magnetic back. $4.50. Rock Scissor Paper. 818.361.1142. www.rockscissorpaper.comCIRCLE #925

d Photographic magnet features the wicked witch from The Wizard of Oz. $9.99. Paper House Productions. 800.255.7316. www.paperhouseproductions.comCIRCLE #924

ALL PRICES RETAIL

b Big Clicks 2” magnet includes a quote from Ralph Waldo Emerson. $6.50. iPop, in partnership with The Madison Park Group. 800.638.9622. madisonparkgroup.comCIRCLE #923

*

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>stationery

a “Thanks, Mom” is the inner verse inside this hand-silkscreened card. $3.95. Great Arrow Graph-ics. 800.835.0490. www.greatarrow.com CIRCLE #928

Approximately 133 million Mother’s Day cards will be

purchased by American consumers this year, according

to the Greeting Card Association. Be sure your store gets

a share of those sales!

Messages for Mom

d Blank card from GallardoWorks features hand-embellishment. $5. Calypso Cards. 888.203.7327. www.calypsocards.com CIRCLE #927

ALL PRICES RETAIL

b Inside verse of card from cat reads: “I’d ‘like’ you. Happy Mother’s Day.” $2.50. RSVP/Sellers Publishing. 800.778.7266. www.rsvp.com CIRCLE #929

giftsanddec.com

c Photo-graphic card carries the sentiment, “Best Mom Ever! Happy Mother’s Day.” $3.29. Avanti Press Inc. 800.228.2864. www.avanti-press.comCIRCLE #926

gda1302STmothersdayid 90 1/23/2013 11:47:31 AM

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>stationery

Circle #182Circle #139

b Announcement ensemble is part of a new letterpress collection. Boatman Geller. 866.573.9429 www.boatmangeller.comCIRCLE #930

b Elephant baby book is a keepsake record of baby's first 12 months. 20 pages. 8”x11”. $20. Ecojot. 800.836.6669. www.ecojot.comCIRCLE #931

d Mom and Me photo frame features a sheep figure perched on top of blocks. Lillian Rose. 800.521.8760. www.lillianrose.comCIRCLE #932

ALL PRICES RETAIL

A balanced selection in the baby

section should include keepsakes

as well as sweet papers to show

and tell all about the new arrival.

Hey Baby!

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R A Y H O O P E R D E S I G N

Aerides BrookeiiGift bags, note cards and coasters feature details from rare books in The New York Botanical Garden’s LuEster T. Mertz Library Collections.

| 212-414-1387

@www.rayhooperdesign.com

# circle #464


Japanese Irises Gift bags, note cards and coasters feature details from rare books in The New York Botanical Garden’s LuEster T. Mertz Library Collections.

| 212-414-1387


# circle #460

A V A N T I P R E S S , I N C .

Cards For All Occasions“You have the right to remain in denial! Happy Birthday.” Seriously funny cards from Avanti! Made in USA.

|800-2-AVANTI

@www.avantipress.com

# circle #463


Gift Wraps PacksOur gift wraps make for elegant unique gift wrapping. Twelve folded sheets open to 32 x 20.5 inches each.

| 212-414-1387


# circle #462

Ikat Sunrise CollectionThis original ikat design comes in pretty yellow with soft gray and black. Part of our Green Way® brand of eco-friendly packaging that includes 100% recycled kraft paper shopping bags, 100% recycled tissue paper, 100% recycled boxboard jewelry boxes and 90% recycled gift wrap. See all of our new Spring 2013 collections online.

|800-547-9727

@www.nashvillewraps.com

# circle #461

N A S H V I L L E W R A P S

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>gourmet

C-Pump is a single-handed soap dispenser that can easily be pumped with the back of one’s hand. $15. Joseph Joseph. 516.248.1875. www.josephjoseph.comCIRCLE #869

Every good cook knows to keep things clean in the kitchen.

Joseph Joseph’s latest design helps keep your hands—and the

dispenser—spic and span.

Get Pumped

giftsanddec.com

The dispenser features a non-slip base and a soap level indicator.

The unique design keeps the dispenser clean, while you dispense the soap.

gda1302GOopenerid 93 1/22/2013 3:46:28 PM

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>gourmet

giftsanddec.com

People love nuts, so a variety of the crunchy treats can

go a long way in store and have a longer shelf life. Mix it

up with some sweet variations, as well as sea salt-, fruit-

and spice-infused nut creations.

Going Nuts!

c Hazelnuts are sweet and salty in this nutty blend crafted by hand in Oregon with Willamette Valley nuts. 8 oz. $11.95. Albina City Nuts. 503.956.9141. www.albinacity-nuts.com CIRCLE #840

b Peanuts come in Jalapeno, Cajun, Dark Choco-late, Toffee and more versions. $10 each. Virigina Cocktail. 877.872.1957. www.mvsbest.comCIRCLE #838

a Peanut Brittle Crunch is a classic sweet and salty treat of candy and nuts. 9 oz., $6.95; 18 oz. $12.95. Feridies. 800.544.0896. www.feridies.com CIRCLE #839

d Coconut and Cashews are premium roasted whole cashews enhanced with toasted coconut chips and a little touch of pepper flakes. $8. Gary & Kit. 707.968.062. www.cliffamily-winery.com CIRCLE #841

ALL PRICES RETAIL

gda1302GOnutsid 94 1/22/2013 3:47:11 PM

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>gourmet

a The Sink Roll, designed by Karim Rashid, can be unrolled above an open sink to form an undulating surface for washed dishes, glasses and utensils. Approximately 12½”x17½”. Siliconezone. 800.383.9650. www.siliconezone.com CIRCLE #884

Circle #162

c Fruit and Veggie Savers feature airtight lids and keep the refrigerator odor-free. $15.99 for a set of four. Mastrad. 800.358.0608. www.mastrad.us CIRCLE #883

ALL PRICES RETAIL

Clean Cooking

b Flour sack towels are an alternative to paper towels. Made of 100% cotton, they are lint free, highly absorbant and quick drying. The set of two come packaged and tied with a ribbon and tag. $15. Alice's Cottage. 301.766.7344. www.alicescottage.comCIRCLE #885

Keep things neat and tidy in the kitchen

with handy tools that keep odors away

and surfaces splatter-free.

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Easter ChocolatesThis Easter, high quality chocolates from DeBrand are a must! Choose from the “Happy Easter” bars, adorable Mini Bunnies or the new Filled Eggs.

| 260-969-8335

@www.debrand.com

# circle #466

D E B R A N D F I N E C H O C O L A T E S

T A B L E C R A F T

Twist ‘N ShotFill, chill, twist the collar, release the gelatin and shoot. Your gel shot glides out of the cup. How easy is that! 12 resuable cups in bright orange, blue, yellow or pink. Item H733.

|800-835-1195

@www. .com

# circle #469

S Q U I R E B O O N E V I L L A G E

CandiesFancy candies in collectible canning jars with custom-designed stickers on the lid.

|888-234-1804

@www.squireboone.com

# circle #465

S Q U I R E B O O N E V I L L A G E

Sweet SwizzlersSwizzlers rock candy sticks, used to stir and sweeten coffee and tea.

|888-234-1804

@www.squireboone.com

# circle #467


Teaveda™ Ayurvedic TeaFine Ayurvedic teas available in six dosha-balancing blends. Sold in tea storage tin to reduce post-consumer waste. 100% chemical-free, biodegradable. Shown: Kapha.

|866-445-9993

@www.everybodysayurveda.com

# circle #468

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>giftables

Rover the Doodles can stand, beg, roll over and pose in any position. Comes gift boxed for easy giving. $25. Design Ideas. 800.426.6394. www.designideas.netCIRCLE #837

Modern desk accessories that serve a dual function—decorative

and practical—make the home office an attractive workplace.

Get a Hold

Adam the Doo-dles (released last year) now has a friend in Rover.

Made of stain-less steel with aluminum riv-ets, the figures are poseable and can hold up pencils and pens, photos and more.


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>giftables

Both chic and easy, ethnic prints and patterns bring a

worldy element to one’s home or wardrobe.

Global Chic

giftsanddec.com

c Missy Kilim wristlets are made from antique Kilim rugs. $55.99. Mountain Mamas. 877.649.3160. www.mountainmamas.com CIRCLE #874

a Hand-woven wool pillow featuring a bright diamond pattern. Fair trade. The company aims to connect Zapotec artisans in Teotitlan del Valle near Oaxaca, Mexico, with new markets and perpetu-ate their artistry. Available in 18”x18”, 20”x20” and 22”x22”. $70. Manos Zapotecas. 949.433.5623. www.manoszapotecas.com CIRCLE #872

b Santa Barbara stool features a Mayan fabric and a chocolate leather band. 18”x21”. Peninsula Home Collection. 949.553.9856. www.phcollection.com CIRCLE #873

d Panama Weave reversible placemat shown with a coral linen napkin and antique rust napkin ring. Siverado Home. 505.248.1221. www.silveradohome.comCIRCLE #875

ALL PRICES RETAIL

gda1302GIsouthwestid 98 1/22/2013 3:50:49 PM

byenesco.com/business

Gray skies are gonna clear up with our new collection of giftware. From mugs to umbrellas, we’ve got the right items to showeryour store with sales.Call 800-4ENESCO or visit www.enesco.com

Circle #186

Untitled-1 1 1/22/2013 3:50:46 PM

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>giftables

a Bradshaw bedding collection. $2,255 for a queen bed set. Eastern Accents. 773.604.7178. www.easternaccents.com CIRCLE #882

Spring collections are given a geometric makeover. In

soft pastels and bright shades, these offerings are light,

fun and classic.

Playful Patterns

c Portico collection includes 4” trinket dishes, $32/set of four; mugs, $48/set of four; plates, $44/set of four; and a 12½”x6½” tray, $38. Rosanna. 877.343.3779. www.rosannainc.com CIRCLE #880

d Sunrise Key sunglass case. $12. All For Color. 772.919.7584. www.allforcolor.com CIRCLE #879

ALL PRICES RETAIL

b Rikrak bev-eled mirror fea-tures a two-tone frame of clear and cocoa taupe. 32”x70”. Kichler. 866.558.5706. www.theadcom-group.com CIRCLE #881

giftsanddec.com

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Circle #169

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Look to our website at www.GiftsandDec.com for video news reports by Editorial Director, Warren Shoulberg.

Watch our series of videos to see: New products from market Business trends & analysis Insights from industry leaders

SPONSORED BY

See the latest news from Gift + Home at Las Vegas Market

VISIT WWW.GIFTANDHOMELV.COM

Circle #154

The Perfect Expression of LoveThe Perfect Expression of Love

order yours today!

• Our musical gift boxes have been RANKED #1 in 5 YEARS RUNNING!

• MORE Cottage Garden music boxes are SOLD DURING MOTHER’S DAY than any other time of year.

F O R M O T H E R ’ S D AY

January 2013 Frac pages.indd 2 1/21/2013 3:10:02 PM

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C O L L I N S P A I N T I N G & D E S I G N

HW-4664 Mom with Sunshine Box SignFrom Collins Vintage in Print Collection, 8" W x 8" T x 1½" D. Suggested retail $17.95.

|877-490-5909

@www.collinspainting.com

# circle #473

I T T A K E S T W O

Thank You Boxed Cards15 bright note cards with full-color art on front and inside in a fully-decorated, hard-cover box. More great choices available for year-round use. Call for catalog. SRP $9.50.

| 800-331-9843

@www.ittakestwo.com

# circle #474

C O L O N I A L T I N W O R K S , I N C .

Industrial Clips with Cast BaseTallest clip is 16½" tall and strong enough to hold heavy items, including small books or folders.

|800-433-5054

@www.ctwhomecollection.com

# circle #472

P A R T Y A N I M A L T O Y S

Lil’ Teammates3" articulated figures officially licensed for NFL, MLB, NBA, NHL, and over 50 colleges! Sold individually or in sets! Ages 4 and up. SRP: $9.99.

|800-456-0145

@www.partyanimalinc.com

# circle #470

O X B A Y

Collegiate Garden StatuesGreat for outdoor or indoor use. 19" – 25" tall. Made of fiberglass/polyresin. Over 30 schools available.

|919-989-9712

@www.oxbay.net

# circle #471

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K E N N E D Y ’ S C O U N T R Y C O L L E C T I O N

Old Writing Canvas Featuring a vintage look, the Old Writing Canvases hang from a black ribbon and are sold as an assortment of two. Each canvas measures 4" x 8" x 1".

|877-745-5050

@www.kennedyscountry.com

# circle #475

E N E S C O

Holy Crap by Erin SmithHOLY CRAP! You found us! A sassy new collection of porcelain mugs, journals, notepads, shopper bags and more that really make a statement! Journal is 5 ¾" H. Collection SRP $5.00 - $15.00. © 2013 Erin Smith Art

| 800-4ENESCO


# circle #478

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

Rooster Cork Cage® – Cocktails-A-Doodle-Do!New from our Farmers Market Collection is this rustic Rooster Cork Cage®. Our Original Cork Cages® are a wonderful place to collect all those treasured corks from your favorite bottles of wine or champagne. Many more Cork Cage® styles available!

|800-548-9791

@www.epicproductsinc.com

# circle #477

A M I A S T U D I O S

Butterfly FantasyDimensional butterflies are painted and brushed by hand using a special white paste-like material creating a tone-on tone layered appearance. Large Oval 6½" (W) x 9" (H). SRP: $28.

|800-571-4665

@www.amiastudiosblaircedar.com

# circle #479

U N I S U B

Fashion Frames for the iPhone 5ChromaLuxe Fashion Frames for smartphones and tablets allows customers to interchange HD metal inserts, customized with photos, artwork or text.

|630-427-8930

@www.progiftsource.com

# circle #476

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L I L L I A N R O S E I N C .

24FR212 LD Dad & Me Photo FrameThis adorable frame is a great way for any dad to show off his precious child. Also available: Mom & Me.

|800-521-8760

@www.lillianrose.com

# circle #483

S L A N T C O L L E C T I O N S

Acrylic Tumbler with Pop Top Lid and StrawColorful. Cool. Contained. Take your beverage on the go with you and don't risk spilling a single sip. This double-walled acrylic tumbler holds 22 ounces, and has a rubber-sealed lid and colorful straw. A smooth cup rim makes for comfortable cold or hot beverage sipping. $13.99 MSRP.

|877-367-3015

@www.slantcollection.com

# circle #481


Echoes WestBring the great outdoors inside with this incredibly creative wildlife 3-dimensional wood-like sculpted statue, featuring inserted glass “Echoes” – arrowheads that are reflections of the sculpted animals. 2-1/4" D x 6-1/2" W x 9-1/2" H. SRP: $29.

|800-571-4665


# circle #484

E N E S C O

Horse WhispersBeautifully hand crafted with great attention to detail, horse lovers will fall for this stone resin figurine, Apple of My Eye. This piece features a brass name plate and story written on the bottom of the base. 4.5" H. SRP $49.00

|800-4ENESCO


# circle #480

C O L O N I A L T I N W O R K S , I N C .

“Letters In” Mail Caddy 11" wide. Display on a wall or table. Etched brass signs complete the vintage look.

|800-433-5054

@www.ctwhomecollection.com

# circle #482

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Orchid CollageThis distinctive collage featuring diverse orchids needs only dragonflies in an interesting colorful artistic assemblage to create new exotic design excitement. 10" vase hand-painted design. SRP: $50.

|800-571-4665


# circle #487

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

Cow Cork Cage® – Mooooore Corks please!New from our recently released Western Collection is this cute & quaint Cow Cork Cage®. Our Original Cork Cages® are a wonderful place to collect all those treasured corks from your favorite bottles of wine or champagne. Many more Cork Cage®

styles available!

|800-548-9791

@www.epicproductsinc.com

# circle #488

W . I . N . O . S . I N C . ( W O M E N I N N E E D O F S A N I T Y )

Shoe StoppersBottle stoppers especially for W.I.N.O.S. (Women In Need Of Shoes)™. Polyresin shoe mounted on chrome and rubber bottle stopper. Some with bling. $5.00.

|888-488-9466

@www.winoshavefun.com

# circle #486

Birdhouse ShelfAdd a unique twist to garden displays with this Birdhouse Shelf (12.25"L x 17"H). MSRP: $42.99.

|800-662-5923

@www.blossombucket.com

# circle #489

B L O S S O M B U C K E T , I N C .

U N I S U B

Personalized CoastersYour customers can flaunt their inner hostess by giving personalized Unisub coasters as the perfect hostess with the mostess gift.

|630-427-8930

@www.progiftsource.com

# circle #485

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>holidays

Christmas Trees are part of the holiday Beadworx collection, which also includes ornaments, home decor and lamps. Grass Roots Creations. 727.944.5944.www.grassrootscreations.comCIRCLE #819

No Christmas tree is ever the same—part of the inspiration be-

hind Beadworx’ handcrafted, one-of-a-kind holiday collection.

Tree Crafted

Each tree is hand-sculpted using wire frames in-tricately wrapped with colorful glass beads.

Designer Kristen De-Pante works with teams of artisans in Africa and China to interpret her de-signs through beading.

giftsanddec.com

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>holidays

giftsanddec.com

a Lighted Shimmer Bobble Head Santa and Cardi-nal make things shine with all the glitter of a classic snowglobe and tummies that light up. $23.50. Midwest-CBK. 800.394.4225. www.mwcbk.comCIRCLE #821

In 2013, the holidays are going back in time with some

classic 1950s (and earlier) inspired Santas, reindeer and

other, fun retro designs.

Old Scenes

d Christmas Van is inspired by an old Volkswagon van, first introduced in 1950, that's full of Christmas goods. $75.50. Roman. 800.729.7662. www.roman.comCIRCLE #823

ALL PRICES RETAIL

b Standing Deer is right out of the 56 Christ-mas collection. $25. Department 56. 800.436.3726 www.depart-ment56.comCIRCLE #820

c Vintage Santa collection recreates vintage draw-ings of old St. Nick as tableware. $16. Grasslands Road. 800.444.8887. www.grasslandsroad.comCIRCLE #822

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>holidays

Rusticity, woodland-inspired and vintage are strong hol-

iday design influences with more burlap being woven

into seasonal decorative pieces.

Big and Burly

c Burlap Wreath features teal- and natural-col-ored burlap flaps with bulbous bells. $50. Sullivan Gift. 800.456.4568. www.sullivangift.comCIRCLE #826

a Burlap Deer is part of the Homespun Christmas collection. Measures 10½”. $9.99.Creative Co-Op. 866.323.2264. www.creativecoop.comCIRCLE #824

b Snowman Friends are part of the Jute Fabulous collection and can be used

as ornaments or wall art for the holidays. $36. Silvestri by Demdaco. 855.544.3226.

www.demdaco.comCIRCLE #825

d Good Cheer Stocking can be used with the block-printed burlap tag or without for customiza-tion. $50. Eastern Ac-cents. 800.397.4556. www.easternaccents.comCIRCLE #827

ALL PRICES RETAIL

gda1302HDburlapid 109 1/22/2013 4:30:40 PM

Gifts and Decorative Accessories is now available on the iPad.

Go to giftsanddec.com/app to learn more.

iPad is a trademark of Apple Inc., registered in the U.S. and other countries.

Untitled-2 1 1/23/2013 8:58:17 AM

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A Hill-Of-A-Lot-Of Snowmen Christmas Stocking PanelHighly decorated windows will forever be enhanced with these large spectacular Christmas stockings. Hung with care by color-coordinated tasseled rope, these beveled glass hand-painted decorations have special heirloom qualities. 10½" (W) x 16½" (L). SRP: $50.

|800-571-4665


# circle #491

M I D W E S T - C B K , L L C

Lace Snowflake Hanging PendantIlluminate the season with the beauty of Holiday Brights paper snowflake and star pendant lights. Featuring a variety of designs and colors with wholesale prices starting at $5 each!

|800-394-4225

@www.mwcbk.com

# circle #493

M I D W E S T - C B K , L L C

Lighted Roly Poly Mini SnowmanLight up holiday sales with the glow, magic and movement of Wonderlights! Featuring a variety of glittering, shimmering, playful characters and sizes starting at $3.50 wholesale.

|800-394-4225

@www.mwcbk.com

# circle #490

Lighted SnowmanThis large lighted snowman makes an ideal focal point for seasonal displays (7"L x 16.25"H). MSRP: $29.99.

|800-662-5923

@www.blossombucket.com

# circle #492

B L O S S O M B U C K E T , I N C .

K E N N E D Y ’ S C O U N T R Y C O L L E C T I O N

Lighted O Holy Night Canvas The Lighted O Holy Night Canvas is battery operated and features real lights that flicker. Requires two AA batteries and measures 12" x 16" x 1".

|877-745-5050

@www.kennedyscountry.com

# circle #494

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Circle #147

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>playthings

Circus Pit Land includes 15 steel pieces that can be balanced on top of each other using the power of the magnetic base. $25. Magnote. 415.935.1147.www.magnote.comCIRCLE #828

giftsanddec.com

CIRCLE #123

John Bill Ricketts, a performer in the Hughes Royal Circus in London, brought the first modern circus to the United States in 1792.

To play: balance steel pieces on top of each other using the power of a magnet in the base.

This stack and play set can take kids to the circus while helping

them develop their balancing and concentration skills.

Balancing Act

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Circle #206Circle #131

>playthings TABLE OF CONTENTS

113 Balancing Act

116 Playthings News

118 What's SellingBY PAMELA BRILL

120 None of Your Business?The industry’s top challenge: too much competition BY RICHARD GOTTLIEB

122 Assessing ExpertiseTips for gauging your business and product knowledgeBY KATHLEEN MCHUGH

126 Rebuilding the Construction Toys Category BY PAMELA BRILL

130 Game Time

132 Playful Plush

134 Music to the Ears

136 Getting on Track

138 Riding On

139 DIY Play

140 Playful Retailer: The Three E's of Brilliant SkyBY MILLIE SZERMAN

142 Early Learning

118 WHAT'S SELLING

138 RIDING ON

126 REBUILDING THE CONSTRUCTION TOYS CATEGORY

132 PLAYFUL PLUSH

gda1302PL_contentsid 114 1/24/2013 10:22:01 AM

Order online at at safariltd.com or call 800.554.5414 for a free color catalog.

Replicas designed by Safari Ltd® in the US since 1982

Scan Me to See Our Entire Collection

FREE FIXTURE PROGRAMS NOW AVAILABLE!

Over 100 New2013 Introductions

New for 2013Golden Dragon

American Intl. Toy FairFeb 10 -13 | New York, NYJacob Javits Conv. Ctr.Booth 1637

San Francisco GiftFeb 16 - 19 | San Francisco, CAMoscone Ctr.Rep R. Biz Booth 2419

Toy Fest WestMarch 10 - 13 | Las Vegas, NVSouth Point Hotel & CasinoBooth 1017

APPLMarch 10 - 14 | Portland, OROregon Conv. Ctr.Booth 504

ASDMarch 17- 20 | Las Vegas, NVLas Vegas Conv. Ctr.Booth SL 3312

Circle #156

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>playthings NEWS ROUNDUP

Monopoly to Replace Iconic Board Game Token

Pawtucket, R.I. - Is it the racecar, thim-ble, shoe or iron? Monopoly is getting ready to replace one of its classic board game pieces, and Hasbro is letting fans decide which one will go.

Hasbro kicked off the "Save Your Token" campaign on Facebook, asking players to vote for the tokens they want to keep. The game piece with the least amount of votes will be removed from the game forever and replaced with one of the new proposed pieces—a robot, helicopter, guitar, diamond ring or cat.

The board game, created by Charles Darrow in the 1930s was later sold to Parker Brothers. Some of the game pieces were reportedly designed by Darrow's nieces; six of the current pieces have remained a part of the game since 1935 with the Scottie dog and wheelbarrow joining in the 1950s.

Toy Sales End Big 2012

Port Washington, NY - The toy busi-ness left off on a good note in 2012. The NPD Group reported that sales were up throughout the U.S. retail toy industry ending with a strong December finish.

Sales were up 18 percent and unit sales were up 10 percent when com-pared to the same time period in 2011, according to the NPD Group's Retail Tracking Service. Overall, dollar sales for December topped $5 billion for the first time in three years, and were up 1.3 percent versus one year ago.

Toy categories with the largest rev-enue gains in 2012 were building sets, arts and crafts, dolls and infant/pre-school, with respective increases of 19.7 percent, 6.9 percent, 5.8 percent and 2.5 percent. Plush, outdoor and sports toys, vehicles and games and puzzles experienced the biggest declines from 2011, at 12.6 percent, 8 percent, 6.2 per-cent and 5.8 percent, respectively.

North American Bear Gets First Sophie & Lili License

Chicago - The North American Bear Company acquired the first licensing

deal for Sophie & Lili, which includes an exclusive for dolls and soft accessories to debut fall 2013.

Created by artist Jennifer Valez, the exclusive Sophie & Lili designs for North American Bear include a collec-tion of six doll friends—Sophie, Lili, Joy, Lena, Mimi and Gigi—in six 12" dolls; and coordinating 6½" mini dolls. Made of screen-printed cotton fabric in two-dimensional design, each doll features a colorfully deisgned outfit on front and a custom textile print on back.

Ravensberger Helps U.S. Toys

Seattle - German toy maker, Ra-vensburger AG, has made a strategic investment in U.S. games and puzzles manufacturer, Wonder Forge.

The investment may help the U.S. game maker's future growth. Launched in 2007, Wonder Forge, has a collection of more than 60 games and puzzles, featuring popular kids' properties like Disney Princess, Minnie Mouse, Jake and the Never Land Pirates, Dr. Seuss, DC Super Friends, Angelina Ballerina, Curious George and Chuggington.

Blue Orange Games to Lauch First Toy Line

San Francisco - Blue Orange Games is getting ready to debut its first toy line—Engenius—at this year's Toy Fair.

The collection features wooden models that are easy to assemble and construct, including the Airplane (40 pieces), Helicopter (28 pieces) and Spaceship (29 pieces) sets.

Spirograph Makes Comeback

Ann Arbor, MI - Spirograph, the classic geometric drawing toy, first introduced in 1965, is back in the toy world again.

In partnership with Hasbro, Kahootz Toys' Brent Oeschger, Doug Cass, Joe Yassay, and Colleen Loughman, for-merly of Giddy Up, which was sold last year, has brought the toy back to con-sumers this year.

Using a pencil and the set of stencil-like drawing tools, players can create hypotrochoids and epitrochoids and other mathematical curves. Created by British engineer, Denys Fisher, the game was first exhibited at Nuremberg International Toy Fair in 1965 and intro-duced to the U.S. in 1966.

Jazwares Enters U.K. Market

Sunrise, FL - Jazwares is opening a new office in London and expanding its presence in the U.K.

The company, which used distribu-tors to reach the U.K. and European market in the past, is set to open a U.K. office in London's West End. Jazwares designs a variety of toys, electronics and stationery products featuring some popular licenses, including Sonic, Star Wars, Nicktoons and Plants vs. Zombies and the pop group One Direction.

Dunecraft Founder Named Chairman of Arts Center

Cleveland - Grant Cleveland, president and founder of Dunecraft, was named president of Fairmount Center for the Arts' Board of Trustees.

In his new position, Cleveland will work with the current Board of Trust-ees at the center to help continue its mission following some recent finan-cial struggles. He is planning to help move the Fairmont Center forward by rebuilding the board, developing an ad-visory committee and better defining its role as a leader in the arts community in Cuyahoga and Geauga counties.

Monopoly is replacing one of its iconic tokens with one of the above, and fans will vote via Facebook and decide which piece will be removed from the game forever.

gda1302PLNewsid 116 1/23/2013 3:12:57 PM

DouglasToys.com1-800-992-9002

DOUGLAS®

WildlifeTOYFAIRBooth 639

Javits Center

Circle #125

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giftsanddec.com

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Join the growing cause against bullying!Mary Meyer will donate 10% of ikimono profi ts to “Stand for the Silent”, a grass roots organization committed to making bullying a thing of the past. Hang tags invite all to join the cause against bullying and promises our donation for every ikimono sold.

STOP THE BULLYING!>playthings>playthings

Circle #143

SANDY SPRINGS, GA

BEAN HEAD TOYSToy sales really heated up over the

holidays at this southern specialty

shop. Owner Chris Lowe reveals

which products were tops with her

customers:

Boogie Board LCD Writing Tablet from Kent Displays

Calico Critters Ice Cream Truck from International Playthings

Sea Plane from Green Toys

1.2.3 Recycling Truck from Playmobil

Spot It! Alphabet from Blue Orange Games

Sticky Mosaics line from The Orb Factory

The season’s biggest surprise seller,

according to Lowe, was the Boogie

Board. “At first, customers didn’t think

much of it, but then it really took off,”

she notes, adding that overall sales at

her two Atlanta area stores (the other

in Buckhead) met her expectations. To

keep customers coming, Bean Head

hosted an elf party that helped get

shoppers in the spirit and promoted

its business via social media outlets.

BARABOO, WI

JUST IMAGINE TOYSServing a rural Midwestern com-

munity of about 12,000 residents,

this destination toy store provides

its customers with plenty of reasons

to play. Owner Todd Wickus shares

which toys are current favorites:

Speedeebee! From Blue Orange Games

Mini Flyer from MukikiM

Assorted Beanie Ballz from Ty

Perplexus (all styles) from PlaSmart

Snap Circuits Junior from Elenco

ScienceWiz Inventions from Norman & Globus

Sort & Snap Color Match from Melissa & Doug

Sea Plane from Green Toys

The best seller for the season, hands

down, was the Mini Flyer. “People

liked it because it was goofy,” explains

Wickus of this impulse buy. Harness-

ing his store’s 18 years of business, he

worked closely with local downtown

groups to bring more shoppers into

area stores during the holiday sea-

son, and was pleased with the results.

BETHEL, CT

THE TOY ROOMHappily reporting its busiest holi-

day season yet, this 6-year-old New

England toy shop packs a lot into its

750 sq. ft. of space. Owner Kimberly

Ramsey notes which toys were a hit

this past Christmas:

Thinking Putty from Crazy Aaron

Charm It! Jewelry from High IntenCity

Bacon Lip Balm from Accoutrements

Gyro-Wheel from Leading Edge Novelty

Name Trains from Maple Landmark

Tapeffiti from Fashion Angels

Rather than any one particular big

ticket item, it was the quirky, impulse

buys—moustache lollipops, owl mani-

cure sets, tiny rubber chickens, etc.—

that people came in looking for and that

sold out quickly. “I was hoping these

sorts of things would be a hit, since they

were new additions to the store, and they

worked out perfectly,” says Ramsey.

BY PAMELA BRILL

Soaring Sales

Sea plane. Green Toys. 415.839.9971. www.greentoys.comCIRCLE #980

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Circle #118

This past season, The Toy Room capi-

talized on the town’s annual holiday

festivities by holding a book signing

with children’s author/illustrator David

Hyde Costello who drew illustrations

for children to take home with them.

ASTORIA, OR

PURPLE COW TOYS Nestled in a snug, fishing town of

about 10,000, this Pacific Northwest

toy store stocks plenty of puzzles and

games for its rainy-day season. Co-

owner Katie Murray reports which

toys are currently creating a buzz at

the register:

Assorted puzzles from Ravensburger

Wits & Wagers from North Star Games

Settlers of Catan from Catan

Tugboat from Green Toys

The Marvelous Book of Magical Horses, The Most Amazing Thumb Doodles Book from Klutz

giftsanddec.com

OgoDisk from OgoSport

Watchover Voodoo Dolls from John Hinde USA

Purple Cow experienced a strong sea-

son, with an 11 percent increase in sales

over last holiday season. While shoppers

started rolling in as early as Thanksgiv-

ing weekend, it was a girls’ night out for

a local moms’ club that was an unex-

pected money-making event for the re-

tailer. “We will definitely do this again

next Christmas,” enthused Murray.

Calico Critters Ice Cream Truck. Intl. Playthings. 973.316.2500. www.intplay.com CIRCLE #979

gda1302WhatsSellingid 119 1/23/2013 2:46:13 PM

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Drucker also pointed out that

Western Union didn’t take the in-

vention of the telephone seriously

and thought that it was in the tele-

graph instead of the communication

business. When confronted with

trucks and airplanes, Penn Central

thought it was in the railroad, not

the transportation, business. Kodak

thought it was in the film, not the

image, business until it was too late.

The Play BizIt seems like such a simple question

so let’s ask ourselves: What business

are we in? If you think you are in the

toy business: think again. You are in

the business of play.

I am emphasizing this point be-

cause the toy industry just finished

a bad year that has followed decades

of generally downward growth. The

reasons given are typically short

cycle problems. For example, many

blame this year’s poor performance

on a lack of creativity.

Though a lack of creativity is a

problem, there is a more fundamen-

tal concern: there are too many play

options. This doesn’t become clear

until you recognize that the concept

of a physical toy industry is as obso-

lete as the aforementioned railroad

and telegraph businesses. The toy

industry has become just one subcat-

egory of a larger industry of play.

Gone are the days when you knew

your competitors. Gone are the days

when the war for success was simply

about who got more shelf space—you

or that other toy company. Today the

threat is more existential as the en-

tire toy department loses ground to

other play categories, most of them

electronic and cutting edge.

The Big Guys?Apple and Microsoft are as big or big-

ger threats than Mattel or Hasbro.

Why? There’s a large percentage of

play that’s mobile.

Here are the categories that make

up the play industry:

• Video Games

• Digital Play

• Tablets

• Apps

• Theme Parks

• Hobby and Craft

• Mobile Devices

• Toy/Candy Hybrids

But that’s not all; the toy industry

also competes for time. Here is a

short list of time competitors:

• School

• Organized Children’s Sports

• Books

• Television

• Playgrounds

And lest you think that we only

compete with people who supply

play, think again. Anyone who

works with licenses competes with

everyone else who does the same.

A consumer with a limited income

has to decide if their child, who loves

Dora the Explorer, is going to have to

settle for Dora tennis shoes or a Dora

game. When you think about all of

this competition, it should come as

no surprise that those who sell tra-

ditional toys are facing enormous

headwinds in not just growing mar-

ket share but maintaining it.

Beat Them at the GameSo what can be done? Here are a few

suggestions:

1Accept that you are competing

with a multitude of competitors

for time and dollars.

2Learn who your real competitors

are and educate yourself about

their business.

3Run a SWAT analysis based upon

the whole community of com-

petitors and not just those in the toy

industry.

4Determine what makes your

company unique in the midst of

all of this competition. Do those who

compete with you in non-traditional

toy categories offer a better version

of your play experience? If they do,

either change what you are doing, do

it better or copy the competition.

5Make products that fit in with

a rising generation that sees all

types of play as following into the

same category of fun. Today’s kids

don’t differentiate between digital

and real. It’s all the same to them.

6Hire some product developers

who see things the way your

youngest consumers do. In other

words, find creative types who see all

play as seamless and can craft truly

integrated, not hybrid, play products.

7Start visiting trade shows that

might seem exotic at first glance.

Make a pilgrimage to the Amuse-

ment Park, Consumer Electronics or

the Playground show.

8Recruit talent out of college. The

digital players have had a lock on

creative talent that likes to work in

the virtual space. What could they do

with traditional toy development?

The toy industry is never going

away. It is, however, being slowly

consumed by the play industry. Don’t

you think it’s better to accept that re-

ality sooner rather than later? •

BUSINESS PHILOSOPHER, PETER DRUCKER, LOVED TO ASK TOP

EXECUTIVES THIS QUESTION: “WHAT BUSINESS ARE YOU IN?” The

answer to that question said a great deal about that executive’s future success

or failure.

None of Your Business?RICHARD GOTTLIEB is president of Richard Gottlieb & Associates LLC.

>playthings

The industry’s top challenge: too much competition

giftsanddec.com

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.

gda1302PLGottliebid 120 1/22/2013 5:01:17 PM

Cuddle up with your favorite Domer!

Distinctly shaped and irresistibly huggable

®Contact your DEMDACO account executive, stop by our showrooms, call us at 888.336.3226

or visit DEMDACOretailers.com Chicago Las Vegas Denver Kansas CityAtlanta Dallas

}{See us at The Toy Fair! Booth #6459

Learn, Playand Inspire.Our ultra-soft Discovery Jungle friends are just raring to play.

Circle #178

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If you are the owner of an inde-

pendent toy store, you may not have

peers working alongside you who

can serve as confidential sounding

boards when things get rough.

Access to the Best in Toy RetailingThe American Specialty Toy Re-

tailing Association (ASTRA) was

launched 21 years ago to serve many

functions for small retailers and

manufacturers (e.g. convening an an-

nual convention that has grown into

Marketplace & Academy, creating

tools and publications to help make

members’ businesses more profitable,

etc), but one of its biggest roles has

always been to facilitate networking

and sharing among toy store owners.

ASTRA gives its members access

to other members—experienced pro-

fessionals who can help each other

solve business challenges. Year after

year, when ASTRA asks its mem-

bers which membership benefits

they value over all others, it is the

networking opportunities—through

our discussion boards and Market-

place & Academy—that are ranked

at the top of the list. This should be

no surprise. ASTRA works hard to

attract the most successful, most cre-

ative, and most promising indepen-

dent toy retailers in the business.

Share the ExpertiseThe annual Marketplace & Academy

is the year’s largest gathering of the

specialty toy industry—held this year,

June 16-19, in Nashville, TN—and

retailers report that its value goes far

beyond the product discounts and the

seminars. Each year, independent

retailers can also collectively vote on

some of the Best Toys of the Year.

“The relationships and the infor-

mation sharing are the best part of

the entire ASTRA Marketplace &

Academy experience!” says Gwen

Ottenberg, owner of Imagine That

Toys in Wichita, KS.

The American International Toy

Fair is another venue for sharing

expertise about the retail business

and about specific products; in fact,

ASTRA has institutionalized net-

working at Toy Fair through its pop-

ular “Share the Fair” event, which

gives retailers a quick and easy way

to learn from each other about prom-

ising new products.

ASTRA’s online discussion groups

are as a forum for getting opinions

on how to handle business chal-

lenges, for asking specific how-to

business questions, and for sharing

information about products and

manufacturers.

And of course, ASTRA’s member

directory is a priceless business tool

that gives members access to each

OWNING YOUR OWN SMALL BUSINESS CAN BE LONELY. You have

countless decisions to make every day, business ideas and new product infor-

mation coming at you all the time. As the boss, it may not feel comfortable or

appropriate to share your worries or forward-looking plans with your staff.

Assessing ExpertiseKATHLEEN MCHUGH is president of ASTRA

>playthings

Tips for gauging your business and product knowledge

giftsanddec.com

REACHING OUTASTRA HAS MORE THAN 1,300 MEMBERS, WHICH INCLUDE:

• Locally owned independent toy and children’s products retailers

• Specialty toy manufacturers

• Manufacturer’s representatives

• Industry affiliates

• Suppliers and service providers

• Bookstores

• School Supply Stores

• Gift Stores

ASTRA Marketplace & Academy 2012 brought in 10 percent more attendees than 2011.

gda1302PL_Astraid 122 1/23/2013 3:13:31 PM

Here’s to 50 more years of making kids smile

Circle #158

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Circle #294

VISIT US AT BOOTH 4817

FROM THE MAKERS OF

[email protected]

LICENSEDCOLLECTIBLE1" FIGURES

WWW.TEENYMATES.COMWWW.PARTYANIMALINC.COM WWW.LILTEAMMATES.COM

BE PART OF THE

Circle #166

>playthings

other through telephone

or email.

Effective ASTRA NetworkingWhatever process a re-

tailer uses to get to know

her fellow ASTRA mem-

bers, it’s important to un-

derstand networking as a

two-way exchange. Here

are a few tips for effective

information sharing and

networking:

• Know your objectives.

If you ask someone in your

network for help or infor-

mation, make sure you

know what you want to

know. It wastes everyone’s

time if you are not able to

articulate what you need.

• Reciprocate.

If you expect others to

share, be ready to do so

yourself. When you have

received helpful advice

from a colleague, always

ask if there is anything you

can do to help him. When

you come across informa-

tion that might be useful to

those in your ASTRA net-

work—such as an article or

a web link—send it to them.

• Show your appreciation.

If someone helps you,

she can never be thanked

enough—even if she is an

ASTRA friend you have

known for years. Be sure to

acknowledge everyone who

lends you a hand. And then

thank them again when you

have a chance.

The ASTRA network

can be powerful. “Over the

years, I have increased my

bottom line by thousands of

dollars thanks to ASTRA

and friends I have met

through ASTRA,” says

Jonny Girson, owner of

The Learning Tree in Prai-

rie Village, KS.

Whether you have been

in the business for years,

or are just getting started,

look to your ASTRA col-

leagues to have the piece of

information or advice you

need to get you through

the tough spots.

“No matter the ques-

tion, our ASTRA friends

always answer freely from

their own experience,”

says Mary Sisson, owner of

Kazoodle Toys in Vancou-

ver, WA. “ASTRA friends

have shared valuable in-

formation we have used

to build our own toy store.

ASTRA has been our ‘toy

store university.’”

Kathleen McHugh is

president of the American

Specialty Toy Retailing As-

sociation, Chicago.

(www.astratoy.org)

WHETHER YOU HAVE BEEN IN THE BUSINESS FOR YEARS, OR ARE JUST GETTING STARTED, LOOK TO YOUR ASTRA COLLEAGUES TO HAVE THE PIECE OF INFORMATION OR ADVICE YOU NEED TO GET YOU THROUGH THE TOUGH SPOTS.

Puppet-on-a-Stick won 2012 Best Toys for Kids’ Pretend Play and one toy shared among independent toy retailers.

gda1302PL_Astraid 124 1/23/2013 4:27:00 PM

Circle #179

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>playthings

Move over, wooden blocks. Take a hike, plastic bricks. Construction toys are no longer a

Rebuilding the ConstTHANKS TO NEW STRIDES IN

DESIGN INNOVATION, material se-

lection and play patt erns, the building

toys market is currently teeming with

a variety of products for all ages and

skill sets, from the more traditional

building blocks and rod-and-connec-

tor sets, to technology-driven kits.

The reason for such diversification

in this niche market is justified at the

cash register. According to the NPD

Group, 2012 sales in the building

sets super category grew 20 percent

from the previous year. But as manu-

facturers continue to compete for

consumers’ precious dollars, keeping

product fresh is critical to maintain-

ing a strong foothold.

Powered by ImaginationIf there’s one thing in the construction

toys category that’s trend-proof, it’s the

continued emphasis on helping to de-

velop young builders’ fi ne-motor skills

and stimulate their imagination.

WABA Fun’s Superstructs line has

a rod-and-connectors flexible design

that is as appropriate for preschoolers

as it is for more advanced builders.

“Where one child might see a few

dozen sticks and circles, another might

see a PT Bomber or an entire solar sys-

tem that can be built,” explains mar-

keting director Jeff Oldham.

While kids can build using their

own ideas or by following the instruc-

tions in the WABA Fun model guide,

they can also refer to the company’s

Superbuilds online database. Acces-

sible via smartphone, this free-of-

charge guide lets customers input

the models they have already built. In

turn, they will be supplied with addi-

tional models and step-by-step guides,

that can be made from those sets.

Citiblocs too offers universal ap-

peal with precision-cut blocks that

let kids build vertically without the

use of glue, snaps or complicated in-

structions. “The vertical position of

one block may seem intimidating in

the beginning, but as kids continue

to build and observe that the blocks

stand easily, they become more confi-

dent and build higher,” says president

Marjorie Israel Chayette.

Another perfect marriage of de-

velopmental and imaginative play

is Tegu Blocks, which co-founder

Will Haughey describes as “one part

creativity and story-telling and one

part problem-solving.” The addition

of safely embedded magnets sets the

line apart from other construction

toys. “Put two north poles together,

and your blocks will magically thrust

K’NEX Super Mario Cannon Building Set. $35. K’NEX. 800.543.5639. www.knex.com CIRCLE #975

Demolition Lab. $40. Smart-Lab Toys. 866.319.5900. www.smartlabtoys.com

CIRCLE #972

Gear Up. $35. WABA Fun. 866.922.2386. www.wabafun.comCIRCLE #971

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one-size-fits-all category. BY PAMELA BRILL

struction Toys Categoryaway from one another,” he explains.

The company does not provide in-

struction manuals; there is no right

or wrong way to build. “Tegu’s sys-

tem has magnetic rules that must be

followed, but they enhance creativity

rather than stifle it,” adds Haughey.

K’NEX prides itself on strength-

ening a child’s developmental skills

without kids even realizing it. “The

simple act of snapping a rod and con-

nector together or building a Mario

figure supports fine motor skills,”

notes president Michael Araten. The

company prides itself on being one

of the few companies that has devel-

oped a construction line based on the

STEM (Science, Technology, Engi-

neering and Math) curriculum used

in schools across the country.

Like other more flexible designs,

Magnote Corp., a relative newcomer

to the U.S. market, offers products

that foster free-form building. “None

of our products use glue and instead

have unique joints…allowing kids to

focus on the building process,” ex-

plains owner Shinya Fujimoto. The

company’s Piperoid paper robot kits

require only scissors to fashion paper

sticks into a robot, while its Play-Deco

line lets kids make figurines by as-

sembling wood and paper pieces. To

keep these lines current, Magnote

releases new styles every six months

and retires older ones, rendering

them collectibles.

The Great DebateBecause construction toy designers

must contend with whether or not a

product will be an instruction-driven

kit or a set of open-ended building

supplies that lets kids build however

they desire, manufacturers weigh the

benefi ts of creative vs. directed play.

“I think [the different product types]

appeal to vastly different skill sets,”

says Youssef Azmani, sales manager

of Aha! Concepts. “Directed play toys

tend to have you follow Step 1 to Step 2

to complete the task at hand, whereas

open-ended sets encourage imagina-

tion and creativity. With directed play,

you achieve a goal where there’s a right

and wrong way versus with no rules

with open play.” His company’s Un-

Block line of ashwood building blocks

and interlocking connectors fosters

three-dimensional open building.

How product is perceived at retail

may be to blame for this category di-

vide, surmises Chayette of Citiblocs.

“Perhaps building kits are easier to

market and more recognizable on

the shelf than a pile of blocks,” she

GIGO Block Space Adven-ture Mini. $16. Magnote Corp. 415.935.1147. www.magnote.com CIRCLE #974

Tegu Blocks The Four Cube Sleeve. $12. Tegu.

877.834.8869. www.tegu.com

CIRCLE #976

The Un-Block. $17 (16-pc. set), $71 (110-pc. set). Aha! Concepts. 312.459.9472. www.theahau.com CIRCLE #973


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>playthings

observes. “I don’t believe that kits

are designed to appeal to a different

skill set, even though they may re-

quire more complex instructions or

have specific pieces that only apply

to one kit. I do believe that kits may

not stimulate as many skills since

some kids may think there’s only

one building inside a box…when, in

fact, there may be multiple ways to

put the pieces together, resulting in

many different buildings.”

To alleviate any confusion about

Citiblocs’ gender focus, the company

will be remarketing its line with dis-

tinct collections for girls (dollhouse,

princess and castle-printed blocks)

and boys (critter blocks with creepy

legs, teeth and eyes) this spring.

Chayette is also considering a “craft”

approach in future designs that

would allow children to color, add

glitter, stickers or other decorations

that would personalize their cre-

ations without interfering with the

blocks’ building properties.

Jim Becker, president of Smart-

Lab Toys, believes that directed play

misses the point of construction sets.

“In today’s world of video games and

apps, kids’ problem-solving skills are

often only challenged on a screen in

two dimensions,” he observes. “By pro-

viding three-dimensional problem-

solving, kids will learn basic physical

principles, such as momentum and

gravity, in a profound way that can

never be done on a two-dimensional

screen.” (In September, the company

will release Demolition Lab, enabling

kids ages 8 and up to create buildings

and then experiment with the laws of

physics and gravity as they demolish

these structures using strategically

placed detonators.)

Haughey of Tegu also lauds the ben-

efits of open-ended building. Scripted

play, he notes, “tends to focus more

on problem-solving and instruction

manuals than on creativity. The more

progressive schools and teachers want

to see more healthy patterns of ‘self-

regulation learning’ among children,

and open-ended construction toys

typically serve this purpose best.”

Providing children with the tools

they need to build, while giving them

the freedom to let their imagination

run wild, is, after all, the ticket to sup-

porting creative play. To illustrate this

point, Haughey poses the example of a

child being presented with a particu-

lar image. “If a child is told it’s meant

to be a spaceship, he will have a hard

time dropping that image or building

intention,” he notes. “In contrast, if

he is handed a bucket of blocks, the

first question to answer is ‘Do I want

to do something here?’”

For the child who embraces the

free will to build as he chooses, he

will be able to determine what ex-

actly comes next, a process known as

self-regulation. “We think it’s one of

the most powerful lessons a child can

learn for life,” adds Haughey. •

SUCCESSFUL SELLINGLooking to boost your construction toy sales? Manufacturers offer up these helpful tips:

TAKE ADVANTAGE OF THOSE SUPPLIER EXTRAS.Companies like WABA Fun, Aha! Concepts and Magnote offer their retailers pre-built models for display. Parts are also available for store employees to assemble—“then they are intimately involved in the sets,” notes Oldham of WABA Fun—so parents can touch them and kids can play with them. “Ninety-nine percent of the time, when the customer has the opportunity to play with Un-Block, they purchase it,” adds Azmani of Aha! Concepts.

MAKE A COMMITMENT. “Presentation matters as much as price point,” says K’NEX’s Araten. “Avoid the urge to cherry pick a few items; commit to mak-ing a statement with the product lines that best meet your customers’ interests.”

INVEST IN THE ENTIRE LINE. If space permits, allow your customers to see just how much they can build within a particular brand. “If consumers don’t understand that they can grow their col-lection…with big and small purchases, they’ll treat the item like a one-off and may be bound to the question, “Well, what can you do with it?,” says Haughey of Tegu. “If retailers are successful, they should be hearing things from their customers like ‘I got the block set, now I want the wheels’.”

EDUCATE, THEN DEMONSTRATE. Teaching your staff how to use building blocks and kits is just as important as set-ting up an attractive display. “Many retailers fail to adequately learn their products’ selling points…because they don’t want to sacrifi ce a box of blocks for demonstration that could otherwise be sold for revenue,” points out Haughey. One of Tegu’s most successful specialty accounts happens to be at a neighborhood coffee shop with magnetic tables. “A bucket of blocks is in the middle of a communal table for kiddos and parents to use while Mom is sipping on a cappuccino,” he adds.—PB

Castle-Dollhouse. $55. Citiblocs. 813.769.9462. www.citiblocs.com CIRCLE #977


Circle #126

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>playthings

Games are not only fun, many also are almost ageless.

They also help kids develop other important skills: criti-

cal thinking, cooperation and competition.

Game Time!


giftsanddec.com

a Ooga Booga is a memory game where players memorize and recite a chain of an-cient words and gestures. 50 cards in travel tin. 3-6 players, ages 7+. Blue Orange Games. 415.252.0372. www.blueorangegames.comCIRCLE #958

c Tangoes Brainiac Edition includes two sets of playing pieces, green and red, and provides dozens of new puzzles and solutions. Ages 7 and up. $9.99. Smart Toys and Games. 800.542.6375. www.smarttangoes.comCIRCLE #961

d Farkle Around com-bines dice with cards

for a new take on a fa-vorite game of skill and

luck. Patch Products. 608.362.6896.

www.patchproducts.comCIRCLE #959

ALL PRICES RETAIL

b Zingo! is an educational sight word game to help tots learn to read . Pre-K–1. $19.99. ThinkFun. 703.549.4999. www.thinkfun.comCIRCLE #960

gda1302PLgamesid 130 1/23/2013 2:45:45 PM

An essential ingredient to every toybox, every childhood, every generation. See more puppets at www.folkmanis.com 0r call 1-800-654-8922 for a free catalog.

Toy Fair booth 2837 Javits Center

Circle #133

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>playthings

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

Soft and cuddly, plush is always a strong selling category.

Today’s plush ranges from realistic to imaginative, from

decorative to practical, and from collectible to playful.

Playful Plush

c Itty Bitty Jogging Suit Boo is a pocket-sized 4” of plush pup. $12. Gund. 800.448.GUND. www.gund.comCIRCLE #968

d Domers Giraffe is part of a collection of distinctly shaped characters. Also comes in Owl, Panda, Pig, Cow, Elephant, Alliga-tor and Monkey. 10”. $12. Nat & Jules by Demdaco. 888.336.3226. www.DEMDACOretailers.comCIRCLE #962

b Sweet & Sassy Owl is sweetly pink.12”. Wild Republic. 800.800.9678. www.wildrepublic.comCIRCLE #963

a Giraffes, one of 25 new designs in the

YooHoo & Friends line, are 5” and make a secret sound when

squeezed. $9. Au-rora. 888.287.6722.

www.auroragift.comCIRCLE #966

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h Pizazz Elephant is 18”. $28. Bestever. 800.767.3060. www.besteverinc.comCIRCLE #964

i Batty is new to the Squishable Crea-tures line. 15”. $42. Squishable.com. 800.490.9784. www.squishable.com/s/wholesaleCIRCLE #965

ALL PRICES RETAIL

g Pauline Spotted Pig is 13”. $24.99. Douglas Company. 800.992.9002. www.douglastoys.comCIRCLE #969

e Monkey in Barrel is a plush puppet in a microfiber barrel. Barrel lid closes when the monkey is pulled down. $23.99. Folk-manis. 800.654.8922. www.folkmanis.comCIRCLE #970

f Team Mates collection of sporty plush ball char-acter backpacks includes

a baseball, basketball and football. $29.99. Laid Back

Kids, div. of Oak Patch Gifts. 800.824.2374.

www.oakpatchgifts.comCIRCLE #967

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>playthings>playthings

Circle #115


When it comes to play, music crosses into multiple cate-

gories—from toys and play sets, fashion and accessories

and the in-store CD section.

Music to the Ears

b Bill Harley and Keith Munslow bring a mix of wacky songs like “Stinkeye” to debut It’s Not Fair to Me. $12. New Sound Music. 800.288.2007. www.newsoundmusic.comCIRCLE #830

a Musical Library is a piano-shaped electronic book with more than100 words and phrases and 20 songs. 1 year and older. $26.99. Small World Toys. 800.421.4153. www.smallworldtoys.comCIRCLE #829

c Owl Musical Purse plays Katrina and the Waves’ hit, “Walking on Sunshine.” $35. San Francisco Music Box Company. 800.426.1823. www.sanfranciscomusicbox.comCIRCLE #831

ALL PRICES RETAIL

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Circle #114

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Ask about our Discounts, Freight, Deals, and FREE

Merchandising and Play Day Materials

OVER 50 NEW PRODUCTS FOR 2013!


Circle #165

Trains are timeless. These newer options are colorful,

have some familiar characters and hours of play time.

Getting on Track

c Dino Express is a snap-together train track course; can be mixed and matched with other animal sets in the line. $15. Wild Republic. 800.800.9678. www.wildrepublic.comCIRCLE #834

ALL PRICES RETAIL

b Thomas Wooden Rail-way Deluxe Roundhouse includes a round-about action turntable. $129.99. Mattel. 800.524.8697. www.mattel.comCIRCLE #833

a Number Train can help kids learn 1 through 10 with numbered bricks; also includes child and dog figures, wagon bases and more. $19.99. Lego. 800.838.9647. www.lego.comCIRCLE #832

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Circle #116

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Experience the Fun of the Find

April 8-9

The Merchandise Mart | Chicago shopchicagomarket.com

Spring Market April 8-9, 2013

Running concurrently with


Circle #146

Fun, colorful ride-on toys can

provide endless fun indoors

and out. A collection of ride-

ons can be a fun addition to any

plane, train or auto section and

will appeal to girls and boys.

d Easy Turn Coupe features a key twist igni-tion, opening gas cap, a

working hood with storage holders for drinks and

treats. Comes in green and pink. $59.99. Step2.

800.347.8372. www.step2.com

CIRCLE #804

ALL PRICES RETAIL

b Raffy the Bunny is made in Italy and is available in lime or pink. $50. Toy Mar-keting Intl. 800.496.6427. www.gymnicballs.com CIRCLE #803

Riding On

a Bouncy Buggy is avail-able in three colors (pink, blue and red). Measures

12”x19”. For ages 18 mos. to 3 years. $34.99.

Schylling. 78.948.3601.www.schylling.com

CIRCLE #802

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>playthings

blok™

bubble™

ledlox™

later-gator™

spiketusrex™

Call MadPax602-795-8225madpax.com | [email protected]

Rack and stack our 3D backpacks built for kidsof all ages.

Circle #181

a Threadz beanie kit includes colorful yarns and easy directions. Takes 2 hours to make. Also available in scarf and purse. PlaSmart Toys. 877.289.0730. www.plasmarttoys.com CIRCLE #806

ALL PRICES RETAIL

If they build it, they will

play—whether it’s fashion,

accessories for school or a

play house (or kitchen). Do-

it-yourself (DIY) sets can

offer up hours of play and

spark kids’ imagination.

DIY Play

b Love Denim is one of the customizable slip-on covers with bling for school notebooks and binders . $12.99. Book Blingz. 888.909.8353. www.bookblingz.com CIRCLE #807

c Kitchen Café is half kitchen and half café and can be customized with markers. $34.99. Box Creations. 203.292.6280. www.boxcreations.com CIRCLE # 805

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>playthings PLAYFUL RETAILER

⁄ * ⁄M E L I S S A & D O U G

Enrichment, Enlightenment and Enjoyment. BY MILLIE SZERMAN

The Three E’s of Brilliant Sky

STEPPING INSIDE THE BRIL-

LIANT SKY TOYS & BOOKS

STORE, nestled in 5,700 sq. ft. of

space in Okemos, MI, one immedi-

ately notices something different: an

unparalleled spectrum of some of the

most developmentally sound play-

things on the market.

Basking in a decade of success,

owner/operator Brent Taylor ex-

plains, “Our sole mission is not just to

satisfy our customers but to delight

them. We are dedicated to helping

every visitor find their way to play!”

Taylor, a former manager in corpo-

rate logistics for a Fortune 500 com-

pany, with his wife, Sonia, a registered

nurse, had moved to Tennessee in the

late ’90s. Although they loved their

surroundings, and had begun raising

their family there, the pull to return

to their Michigan roots was strong.

“I was seeking a career change and

hitting a lot of dead ends, when my

wife called one day and said, ‘I know

what we should do…we should open a

toy store!’ Neither of us had any retail

experience, but as parents of young

children, we realized there was a need

and a viable business opportunity lay

ahead. At the same time, we were

dealing with my youngest son’s health

issues. The combination of this great

idea and the significant life change

with our Simon led us to the realiza-

tion that there are more important

things in life.”

Coming up with the store’s name

was another matter. According

A SIMPLE PHILOSOPHY

“Our job is to create a positive ex-perience for every customer who comes in the door. Sometimes

that positive experience includes selling them something, and

sometimes it doesn’t…but, if the experience is positive, they’ll come back again,”

says Brent Taylor.

* W H A T ’ S O N T H E S H E L F

⁄ * ⁄L O O P D E D O O B Y A N N W I L L I A M S

⁄ * ⁄C A L I S S O N

⁄ * ⁄G U N D

⁄ * ⁄I N T E R N A T I O N A L P L A Y T H I N G S

giftsanddec.com

Brent and Sonia maintain con-stant vigilance on the store’s suc-cess. Their children have always played a role, growing from toy testers to part-time employees.

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to Taylor, “Much like the process

of parents picking a name when

they’re expecting, Sonia and I threw

ideas back and forth. We had nar-

rowed the list down to four or five

favorites. Asking a few friends to

pick one ushered Brilliant Sky as a

clear choice.”

It took the Taylors less than 10

months from Sonia’s revelation to

their grand opening in 2002; within

three years, sales revenue placed

them in the top 1 percent of toy stores

nationwide. How? Based on the belief

that the right playthings give chil-

dren a gateway to physical, emotional

and cognitive development, Brilliant

Sky Toys & Books provides the high-

est quality products in an atmosphere

that is both active and interactive.

Its aesthetic approach is vibrant yet

warm, exciting yet comforting and

exploratory yet safe.

Sonia, along with several staff

members take care of merchandis-

ing the store with the view that it

should be easy for people to shop.

Promotional events are also a part

of Brilliant Sky’s customer service.

Although over the years, they have

tried different types of events, and

two have become absolute traditions:

Friday Story Hour and the annual

one-day Anniversary event.

“We have the most amazing story

teller who’s been with us for more

giftsanddec.com

A GROWING FRANCHISEBrilliant Sky Toys & Books is more than just an exceptional retail concept— it’s also a growing national brand. The store’s success has reached far and wide, and early on, the Taylors were encouraged to open additional locations. Careful not to spread themselves too thin or sacrifice their family life by doing too much, they were also aware that they had developed a winning formula that could work in almost any community. Franchising was a way to find like-minded people who shared their vision, and today, Brilliant Sky Toys & Books, under independently owned franchises has expanded to 15 locations, from Denver to Wilmington, NC, and everywhere in-between. There are plans to add three to five more stores this year.

than 10 years,” notes Taylor, “[Story

Hour] has become an institution.”

Although the company maintains

an Internet presence with its web-

site, Facebook, Twitter and more,

Taylor still believes “the best way to

maintain a customer base is to create

that positive experience every time

they come into the store!”

As with most retailers across the

country, the economy and the “big

box” retailers have had some im-

pact on Brilliant Sky’s bottom line.

However, according to Taylor, “The

economy hasn’t done us any favors,

but if you have a good concept and

do things right, there is always suc-

cess to be had. As far as the big box

stores go, we don’t consider them

our competitors. They don’t do what

we do, and people don’t go there for

the same reasons they come to us.”

“Play is about more than toys,”

considers Taylor. “It’s about games,

puzzles, dolls, crafts, experiments,

puppets, books, construction, magic,

dress-up, kites, trains, role-play,

plush, ride-ons, musical instru-

ments, and much, much more.”

At Brilliant Sky Toys & Books, the

breadth of the selection is simply

unmatched. With more than 10,000

high quality specialty products, all

assembled in one easy-to-explore

atmosphere, Brilliant Sky Toys &

Books has put in the time and done

the homework to establish partner-

ships with more than 600 toy manu-

facturers from around the world.

One last piece of advice from Brent

Taylor is simply this: “What you do to

draw customers into your store is im-

portant, but what you do once they’re

there is far more important.” •

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>playthings

Youngsters may think they are playing, but these toys

help develop early learning skills: shape recognition, col-

ors, hand-eye coordination and size differentiation.

Early Learning

giftsanddec.com

a Smart Fellow Pegging Game has three levels of difficulty to grow with the child. Ages 18+ mos. $45.50. Haba. 800.468.6873. www.HABAusa.comCIRCLE #955

d Shape Stack is a stacking game of shaped pieces for two players. 8 pcs. Ages 3+. $6. Manhattan Toy. 800.541.1345. www.manhattantoy.comCIRCLE #954

ALL PRICES RETAIL

b Pounding Shape Bench is made of wood and comes with a soft wooden hammer. For ages 12+ mos. $19.99. Blue Box Toys. 973.740.8882. www.blueboxtoys.comCIRCLE #957

c My First Shape Sorter is eco-friendly, made of 100% recycled plastic milk jugs. Comes with eight colorful shapes, two each of stars, circles, squares and triangles. Made in U.S.A. Sorter, 8” diam-eter. For ages 6 mos. and up. $19.99. Green Toys. 415.839.9971. www.greentoys.comCIRCLE #956

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F I E S T A T O Y

ChicaChica is everyone’s favorite chicken. Now available as an adorable plush, squeeze her tummy and she squeaks!

| 323-581-9988

@www.fiestatoy.com

# circle #499

M O N K E E Z ™

Monkeez Makes a DifferenceKids Make a Difference! Genuine Monkeez and Friends characters will brighten your day and teach you the message to think of others before yourself! Collect them all!

|866-445-9993

@www.mvpbrands.com

# circle #497

M A R Y M E Y E R

Oball ShakerThis new 6" toy is perfect for the smallest hands. Colorful beads provide visual stimulation as they rattle inside. Oball ends are soft and durable. Does not contain BPA, PVC, latex or phthalates.

|800-451-4387

@www.marymeyer.com

# circle #498

T M I T O Y M A R K E T I N G I N T L , I N C .

Rody Jr.Made in Italy, the Gymnic Line’s NEW Rody Jr. is a favorite with children for imaginative and creative play. Made of heavy-duty, latex-free vinyl and is phthalate free. Surface washable with soap and water. Available in 3 colors (Light Yellow, Light Pink and Light Blue). For ages 3 and up, with adult supervision.

|858-487-8641

@www.gymnicballs.com

# circle #495

M A R Y M E Y E R

IkimonoHelp Stop Bullying! Mary Meyer is donating 10% of ikimono profits to “Stand for the Silent,” a grass roots organization dedicated to making bullying a thing of the past. Five critters in two sizes, 6.5" and 9".

|800-451-4387

@www.marymeyer.com

@www.standforthesilent.org

# circle #496

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S A F A R I L T D . ®

Wings of the World Blue BudgieInvite one of the world’s most beloved birds into your home for 2013 with the NEW Safari Ltd® Blue Budgie.

|800-554-5414

@www.safariltd.com

# circle #500

A U R O R A W O R L D I N C .

Pop Up PuppetsA fun way to stimulate your child's imagination and help them develop their learning and creative skills. Pop Up Puppets are available in 7 styles: Tiger, Black Bear, Lesser Panda, Owl, Raccoon, Giraffe and Panda.

|562-205-1222

@www.auroragift.com

# circle #504


Gumdrops™

"Eye'm sweet, you're sweet, we're all sweet!" Introducing Aurora's all-new Gumdrops, featuring 12 fun and trendy characters named after the tastiest treats. Each character includes a custom hang tag and features signature glasses, big eyes and soft, shiny materials.

|562-205-1222

@www.auroragift.com

# circle #503

B A N A N A G R A M S , I N C .

BANANAGRAMS®

The anagram game that will drive you bananas! Go bananas making crossword grids in a race to the finish! 1-8 Players. Ages 7+

|401-781-9649

@www.bananagrams.com

# circle #501

F I E S T A T O Y

OwlMake a fashion statement with these girly pink glittery owls. Accessorize your outfit on the go with a purse, handbag, backpack or trolley. They come in every style a glamour girl would want.

| 323-581-9988

@www.fiestatoy.com

# circle #502

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F O L K M A N I S , I N C .

Baby Sea OtterNestled in your arms, the soulful eyes of this charming BABY SEA OTTER puppet will bring out your nurturing instincts. This playful puppet is flexible and easy to animate. MSRP $17.99.

|800-654-8922

@www.folkmanis.com

# circle #508


AlpacaPrized for their lustrous, warm fleece, Alpacas grow their long wooly coats to withstand the crisp mountain air. The Folkmanis ALPACA Puppet is as soft and gentle as a Peruvian flower. MSRP $43.99.

|800-654-8922

@www.folkmanis.com

# circle #506


Miyoni™

Fine quality, detailing and soft to the touch, this line captures the beauty of nature, featuring popular domestic and jungle animals. The line expands in 2013 with new animals including the release of realistic and naturally sweet "tots". Each highlights the endearing looks of younger animals.

|562-205-1222

@www.auroragift.com

# circle #509


Wild Safari® Humpback WhaleLeap and splash in the ocean realms with this new, hand-painted Humpback Whale from Safari Ltd®!

|800-554-5414

@www.safariltd.com

# circle #507

P A R T Y A N I M A L T O Y S

TeenyMatesThe hot new NFL licensed 1" tall mini-collectibles. Ages 4 and up. Each pack contains 2 random quarterbacks and 2 puzzle pieces! SRP: $3.99.

|800-456-0145

@www.partyanimalinc.com

# circle #505

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G O O F B A L L Z

Goof BallzToss them! Collect them! Have a ball!!! Goof Ballz are on a roll...and are the hottest item in plush toys!

|866-445-9993

@www.mvpbrands.com

# circle #514


Leopard Shark This shark puppet is sporting a rich fantasy leopard jacquard-the perfect accessory to your decor or wardrobe! His teeth are soft vinyl, so even if he catches you, you'll feel no pain from this sleek but chic LEOPARD SHARK puppet. MSRP $27.99.

|800-654-8922

@www.folkmanis.com

# circle #511

F I E S T A T O Y

Big EyesBig Eyes look straight into your heart. Soft, huggable and loveable. They come in all your favorite animals.

|323-581-9988

@www.fiestatoy.com

# circle #512

S M A L L W O R L D T O Y S

Sparky the DogJust press the star on this lovable puppy and the interactive play begins. Sparky has 44 phrases, plays 3 songs plus 8 amusing interludes. Play and learn about animals, numbers, alphabet, parts of the body and much more! The fun never ends!

|800-421-4153

@www.smallworldtoys.com

# circle #513

F I E S T A T O Y

Dino DanFuel your imagination by exploring the World of Dino Dan. Fiesta has 4 different dinosaurs straight from the show.

|323-581-9988

@www.fiestatoy.com

# circle #510

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Dragons Designer TOOB®

The mythical Safari Ltd® Dragons join together in this new, enchanting Dragons Designer TOOB®

featuring six vibrant miniature figures.

|800-554-5414

@www.safariltd.com

# circle #515

T H E O R B F A C T O R Y

Sticky Mosaics® Princess Palace Treasure BoxDecorate and stack a towering Princess Palace Treasure Box. Follow a simple numbered legend and mosaic 3 beautiful boxes, which can be used individually or together. Stick over 575 jewels to accentuate the detailed and whimsical fairytale motif.

|800-741-0089

@www.orbfactory.com

# circle #517

W I K K I S T I X

The most creative Easter eggs ever!Perfect for both real and plastic eggs; no glue needed. Made in the USA.

|800-869-4554

@www.wikkistix.com

# circle #519

H A P E

Push Pull Toys Toddlers can push and pull these brightly colored wheeled jungle animals made of FSC-certified wood. Available with this eye-catching display of 4 assorted styles. Ages 12 months and up. MSRP: $9.99.

|800-661-4142

@www.hapetoys.com

# circle #516


Appletters®

Newly Improved! The core of fun and learning. Take your turn to build a word worm. 1- 4 Players. Ages 5+

|401-781-9649


# circle #518

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Wild Safari® DiabloceratopsFend off the likes of the Tyrannosaurus Rex with the fearsome horns on the NEW Diabloceratops from Safari Ltd®!

|800-554-5414

@www.safariltd.com

# circle #521

Black History Jigsaw Puzzle500 pieces, 18" x 24". Price: $14.95. Puzzles available in 7 other designs.

|800-684-1555

@www.black-gifts.com

# circle #522

A F R I C A N A M E R I C A N E X P R E S S I O N S

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

RilakkumaRilakkuma is a bear who enjoys laying lazily. Won’t you live in ease every day? Let’s take it a step at a time.

| 714-521-6007

@www.dreamiusa.com

# circle #523

H A P E

QubesQubes are quick, quality gifts made of FSC-certified wood. Available with this eye-catching display of 7 assorted styles. Ages 12 months and up. MSRP: $9.99.

|800-661-4142

@www.hapetoys.com

# circle #524


ZIP-IT®

The high-speed word race you can play any place! Be the first to zip to 10, then race all over again! 2 Players. Ages 7+

|401-781-9649


# circle #520

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Untitled-5 1 1/21/2013 1:00:46 PM

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ChicagoINTERNATIONAL HOME & HOUSEWARES SHOWMarch 2-5McCormick Place847.692.0100www.housewares.org

Show Producer: International House-wares Assn.Show Hours: March 2, 10-5:30 p.m.; March 3-4, 8:30 a.m.–5:30 p.m. March 5, 8:30 a.m.–3 p.m.Travel Arrangements: OnPeak, 800.752.1052, [email protected] or www.housewares.org

Special Events• Monday Night Reception. March 4. 5:30-7:30 p.m. S406a, Vista Ballroom • Housewares Charity Foundation Gala Evening. Fundraising for critical causes & honoring industry leaders. Monday, March 4. 6-10 p.m. Hilton Chicago. • Industry Breakfast. IHA annual meeting and guest speaker. Tuesday, March 5. 7:15 a.m. S100, Grand Ballroom

SEMINARSOf the extensive selection of program-ming and demonstrations, here’s a select listing. Go to www.housewares.org for the full selection.Sunday, March 3• The American Living Survey: Kitchen Design Trends. 10:30 a.m. Lakeside In-novation Theater, E350 • The New American Craft: A New Landscape for Manufacturing. 3:30 p.m. Lakeside Innovation Theater, E350

Monday, March 4• Staying Relevant to the Unpredictable Consumer. Speaker: Tom Mirabile, 7:30 a.m. S100, Grand Ballroom• 10 Rules for Selling to Millennials in Today's Economy. 10:30 a.m. Lakeside Innovation Theater, E350• Style, Substance and Color: Major Trends and Direction. Noon. Speaker: Leatrice Eiseman, Pantone Color Insti-tute. S100, Grand BallroomTuesday, March 5• The Six Consumer Trends That Will Im-pact Your Business in 2013 and Beyond. 9:30 a.m. Lakeside Innovation Theater, E350• The Color of the Year: Where Does it Come From? Noon. Leatrice Eiseman, Pantone Color Institute. S100, Grand Ballroom

LOOK FOR: Discover Design Gallery exhibit on the show fl oor showcasing inspired product design.

BostonSPRING PREVIEWMarch 3-5Northeast Marketcenter

800.435.2775www.northeastmarketcenter.com

Show Producer: Northeast Market-centerShow Hours: 9:30 a.m–5:30 p.m. Hotel Arrangements: Visit www.north-eastmarketcenter.com/buyers/travel-hotel/for listings and links to area hotels and discount information.

BOSTON GIFT SHOWMarch 17-20Boston Convention & Exhibition Ctr. (BCEC)678.370.0332www.bostongiftshow.com

Show Producer: Urban ExpositionsShow Hours: March 17-20, 9:30 a.m.–5:30 p.m. March 21, 9:30 a.m.–1 p.m.Hotel Arrangements: Connections, 800.262.9974 or www.giftshowhotels.com

SEMINARSSunday, March 17• How To Use The Three Titans of Social Media To Increase Your Sales. 2 p.m.Monday, March 18• Reaching Today's Tech-minded Con-sumers. 11 a.m.• Dazzling Displays—How To Really Engage Your Customers. 2 p.m.

Las VegasTOYFEST WESTMarch 10-13South Point Hotel, Casino & Spawww.toyfestwest.com

Show Producer: WTHRA (Western Toy & Hobby Representatives Association)

M A R C H | 2 0 1 3

MARCH MARKETS

>show preview

Boston Convention & Exhibition Center

gda1302Mkt_ShowPreviewsid 150 1/23/2013 4:25:42 PM

Circle #177

Untitled-1 1 1/22/2013 4:26:28 PM

giftsanddec.com

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Show Hours: March 10, 10 a.m.-6 p.m.; March 11-12, 9 a.m.-6 p.m.; March 13, 9 a.m.-3 p.m. Hotel Arrangements: Call 702.796.7111 and use Group Code: WTH0305.

Special Events:• PlayWest Gala Reception. March 10. 6:30-9 p.m. Includes ceremony inducting Rich Brady, Kathleen Milne and Bill and Nancy Smith, owners of Toysmith, and 2013 Retailer of the Year, Geppetto’s, La Jolla, CA, into the Hall of Fame.• ToyFest Game Night. March 11. 6:30-9:30 p.m. Meet manufacturers and learn about new board games through round-table play. Refreshments and prizes.• “Best of the Fest” by ASTRA. March 12. 8-9 a.m. What keeps play hot for 2013.

ASDLVMarch 17-20Las Vegas Convention Ctr.Sands Expo Ctr.800.421.4511www.asdonline.com/lv

Show Producer: ASDShow Hours: March 17-19, 9 a.m.-6 p.m.; March 20, 9 a.m.–4 p.m.Hotel Arrangements: Visit www.asdonline.com/lv and click on the Hotel & Travel tab to book a hotel either within walking distance of the convention center or on a shuttle route.

SEMINARSAll seminars are held at LVCC, South Hall Room S224Monday, March 18• Relationship Marketing for Results. 9 a.m.• Technology and the Balance of Power Between Retailers and Consumers. 10:30 a.m.• Grow Your Business. Noon.• What You Need to Know About Sourcing Returned, Overstock, and Refurbished Items Online. 1:30 p.m.• Growing Your Business Online in 2013 Using Different Online Marketing Chan-nels. 3 p.m.

Tuesday, March 19• How to Capitalize on the Buy Local Movement to Increase Traffi c, Customers & Sales in Your Store. 9 a.m.• Social Media Marketing Made Simple. 10:30 a.m.• Explode Your Sales—Marketing Ideas That Are So Simple and Effective It Will Blow Your Mind! Noon.• Online Selling is Changing Rapidly—Are You Prepared? 1:30 p.m.• Best Practice ECommerce: Growing and Automating Your Business Online. 3 p.m.

DallasPBJ (BABY GIFTS AND GADGETS)March 21-22DALLAS KIDSWORLD MARKETMarch 18-21Dallas Market Centerwww.dallasmarketcenter.com/pbjwww.dallasmarketcenter.com

Show Producer: Dallas Market CenterShow Hours: PBJ: March 21-22, 10, 8:30 a.m.-6 p.m.; KidsWorld: March 18-20, 8:30 a.m.-6 p.m.; March 21, 8:30 a.m.-3 p.m.Hotel Arrangements: Contact Market Travel at 214.744.7444; email [email protected] or visit www.dallasmarketcenter.com/hotelandtravel/

Market Highlights: 200,000 sq. ft. on the 8th fl oor of the WTC will be fi lled with children's products including apparel, toys, accessories, textiles, furniture, bed-ding, books and education gifts. There will be related special events, educational op-portunities and visual displays to inspire.

>show Preview

Dallas Market Center

NEW SHOWROOMS OPENED

Many new showrooms debuted at the recent Atlanta International Gift & Home Furnishings Market. For more showroom pictures, visit https://www.facebook.com/giftsanddecmag.

Dynasty Gallery

Byers Choice

Pavilion Gift

gda1302Mkt_ShowPreviewsid 152 1/23/2013 4:25:52 PM

Circle #128

Untitled-1 1 1/17/2013 9:12:19 AM

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MarchNATIONAL

ALBUQUERQUE • Natl. Fiery Foods Show ....................1-3Sandia Resort and Casino505.873.8680 www.fieryfoodsshow.com

ATLANTA• Atlanta Spring Gift, Accessories & Holiday Mkt. ....................................... 15-17AmericasMart 800.ATL.MART www.americasmart.com

BOSTON• Spring Preview ..................................3-5Northeast Market Center, Hudson, MA 800.435.2775www.northeastmarketcenter.com• Boston Gift Show .......................... 17-20Boston Convention and Exhibition Center678.285.3976www.bostongiftshow.com

CHICAGO• Intl. Home & Housewares Show .....2-5McCormick Place 847.292.4200 www.housewares.org

COLUMBUS, OH• The Heritage Cash & Carry Mkt. ...... 15Aladdin Shrine Complex717.249.9404 www.heritagemarkets.com• Columbus MarketPlace Show ...... 15-19• Columbus MarketPlace Temps .... 15-18Columbus MarketPlace888.332.8979

www.thecolumbusmarketplace.com• Offi nger’s Marketplace ...................... 16Ohio Expo Ctr., Celeste Ctr.888.878.GIFTwww.offingersmarketplaces.com

DALLAS• Kidsworld Market ........................... 18-21• PBJ Play.Baby.Juvenile ................ 21-22• Total Home & Gift Mkt./Apparel &Accessories........................................21-24Dallas Mkt. Ctr. 800.DAL.MKTS www.dallasmarketcenter.com

GATLINBURG, TN• Gatlinburg Apparel & Jewelry Mkt. 2-4• Norton’s Gatlinburg Gift & Variety 2-4Gatlinburg Convention Ctr. 865.436.6151www.nortonshows.com

KANSAS CITY, KS• Gift Market of Kansas City ........... 15-18Metcalf South Mall913.687.8059www.giftmartofkansascity.com LANSING, MI• Lansing Gift Show .............................3-5Lansing Center231.526.1270 www.lansinggiftshow.com

LAS VEGAS• ASDLV .............................................. 17-20Las Vegas Convention Ctr./Sands Expo Ctr.800.421.4511www.asdonline.com/lv• Toyfest West....................................10-13South Point Hotel Exhibit Hall909.899.3753www.toyfestwest.com

LOS ANGELES• Spring Gift and Home Mkt. .......... 17-19L.A. Mart800.LAMART-4www.lamart.com• Gift & Home Market at CMC ....... 10-14California Market Center213.630.3600www.californiamarketcenter.com

MADISON, WI• The Buyers Cash & Carry Show .......27Alliant Energy Ctr. 717.796.2377 www.marketsquareshows.com

MINNEAPOLIS• Minneapolis Gift, Home & Accessory Show with Temps .............................. 15-19Gift Mart, Minnetonka, MN800.626.1298 www.mplsmart.com

NEW YORK• NY Home Fashions Mkt. Week .... 18-217 West 34th St.212.279.6063www.7wnewyork.com230 Fifth Ave.800.698.5617www.230FifthAve.com

OCEAN CITY, MD• Mid Atlantic Gift Show ..................12-14Roland E. Powell Convention Center 410.352.3382www.midatlanticgs.com

ORLANDO• GTS Jewelry & Access. Expo ..... 23-25Osceola Heritage Park Exhibition Hall 770.410.9771www.gtshows.com

M A R C H | A P R I L | 2 0 1 3

NATIONAL AND INTERNATIONAL

>calendar

gda1302Calendarid 154 1/23/2013 3:16:01 PM

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PHILADELPHIA• Sugarloaf Crafts Festival .............. 15-17Greater Philadelphia Expo Ctr., Oaks, PA 800.210.9900www.sugarloafcrafts.com

PORTLAND, ME• New England Made Giftware & Specialty Food Show ..................... 23-25Portland Sports Complex800.638.6787 www.nemadeshows.com

SAN ANTONIO • Southwest’s Premier Mktplace .... 8-10San Antonio Events Ctr. 512.261.4223www.parkertradeshow.com

SAN FRANCISCO• Contemporary Crafts Mkt. ............9-10Fort Mason Pavilions 808.422.7362 www.craftsource.org

SOMERSET, NJ• Sugarloaf Crafts Festival ............... 8-10Garden State Exhibit Ctr. 800.210.9900www.sugarloafcrafts.com

AprilNATIONAL

ALBUQUERQUE• Albuquerque Oasis Gift Show ......10-11Albuquerque Convention Ctr.800.424.9519www.oasis.org

BALTIMORE•Sugarloaf Crafts Festival ...............12-14MD State Fairgrounds, Timonium, MD 800.210.9900www.sugarloafcrafts.com

BOSTON • Buyers Cash & Carry Show ............... 21Royal Plaza Hotel & Trade Ctr. Marlborough, MA 717.796.2377www.marketsquareshows.com

CHARLOTTE, NC• Charlotte Gift Show ...................27-29The Park 704.365.4152www.charlottegiftshow.com

CHICAGO• Spring Market Sale/StyleMax ........8-9Chicago Merchandise Mart 312.527.7560 www.shopchicagomarket.com • JF&A Show ......................................11-14DE Stevens Convention Ctr., Rosemont, IL 800.323.5462www.twesshows.com• GlobalShop ......................................16-18McCormick Place800.933.8735www.globalshop.org

COLUMBUS• Immediate Delivery Sale ............ 27-28Columbus MarketPlace, Dublin, OH888.332.8979 www.thecolumbusmarketplace.com

GETTYSBURG, PA• Heritage Cash & Carry Mkt. .............. 17Eisenhower Inn Allstar Complex717.249.9404 www.heritagemarkets.com

GREENSBORO, NC• GTS Jewelry & Accessories Expo ..6-8Greensboro Coliseum Complex 770. 410.9771www.gtshows.com

HARBOR SPRINGS, MI• Northern Michigan Gift & Souvenir Show ................................................... 21-23Boyne Highlands Golf and Ski Resort 231.526.1270www.nmgiftshow.com

HIGH POINT, NC• High Point Mkt. .............................20-25I.H.F.C. Market Square, Plaza Suites, Showplace and other participants336.869.1000www.highpointmarket.org

KANSAS CITY, KS• Gift Mkt. of K.C.- Close Out Sale ..................................... 13-14Metcalf South Mall913.687.8059www.giftmartofkansascity.com

LAS VEGAS• American Craft Retailers Expo (ACRE) .........................................30-May 2South Point Hotel and Casino888.427.2381 www.acrelasvegas.com

MEMPHIS• Mid-South Jewelry & AccessoriesFair .......................................................19-21Memphis Cook Convention Ctr. 630.241.9865www.gift2jewelry.com

MINNEAPOLIS• Gift, Home & Accessory Show ... 21-23Gift Mart, Minnetonka, MN 800.626.1298 www.mplsmart.com

NEW YORK• New York Tabletop Mkt. ...............16-1941 Madison Ave. 212.686.1203 www.41madison.com7 West 34th St.212.279.6063 www.7wnewyork.com230 Fifth Ave.800.698.5617www.230FifthAve.com

giftsanddec.com

41 Madison


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PETROSKY, MI• Gift, Gourmet & Souvenir Show 20-22North Central Michigan College 800.482.1333 www.petoskeygiftshow.com

PORTLAND, OR• Portland Gift & Accessories Show 6-8Oregon Convention Ctr. 678.285.3976www.portlandgift.com

SECAUCUS, NJ• The Ireland Show .........................20-23Embassy Suites Hotel 011.353.44.9348791 www.irelandshowsecaucus.com

WASHINGTON, DC• Sugarloaf Crafts Festival ............ 26-28MD State Fairgrounds, Gaithersburg, MD 800.210.9900www.sugarloafcrafts.com

AprilINTERNATIONAL

CHINA• China Sourcing Fairs: Home, Baby & Children, Gift & Premium ............... 19-22• China Sourcing Fairs: Fashion Accessories ..................................... 27-30Asiaworld-Expo, Hong Kong 011.852.8199.7308 www.chinasourcingfair.com• Gifts & Houseware Fair ...............20-23• Gifts & Premium Fair ................... 27-30Exhibition Ctr., Hong Kong011.852.2584.4333 www.hkhousewarefair.comwww.hkgiftspremiumfair.com• China Gift & Home Spring .......... 25-28Shenzhen Convention & Exhibition Ctr.203.840.5662. www.reedexpo.com

INDIA• Home Expo India ............................ 15-17India Expo Center, Greater Noida 011.91.11.26135256www.epch.com

JAPAN• Premium Incentive Fair .................10-12Tokyo Big Sight011.813.38479155

www.giftshow.co.jp

TAIWAN• Giftionery: Taipei ......................... 24-27• Handicraft & Souvenir Show...... 25-28World Trade Ctr. 011.88.62.2725.1111, ext. 629www.taipeitradeshows.com.tw

THAILAND• Bangkok Intl. Gift/Houseware Fair 16-21Exhibition Centre 312.787.3388www.thaitradeusa.com

UNITED KINGDOM• British Craft Trade Fair ....................7-9Great Yorkshire Showground, Harrogate 011.44.127.383.3884 www.bctf.co.uk

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).

>calendar NATIONAL AND INTERNATIONAL

giftsanddec.com

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>classified advertisingServices

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>backstory

Marking its 90-year milestone of making Madame Alexander Dolls, the newly

acquired Alexander Doll Company has much to celebrate. BY KATHY KRASSNER

What a Doll!

LINES FOR A SPECIALTY RETAIL MIX

Madame Alexander currently offers

three distinct lines that differ in style

and price points: Collectibles, with

about 100 SKUs ranging in price

from $70-$2,500 retail; Play Alexan-

der, featuring about 60 SKUs rang-

ing from $35-$125 retail; and Baby

Alexander, with about 40 SKUs in the

$45-$105 retail range.

These dolls can be found globally at

some 2,000 specialty stores includ-

ing FAO Schwarz in New York and

at high-end department stores such

as Harrods in London. The retail mix

for the collectible and baby lines is

approximately 50 percent toy shops,

25 percent gift shops, and 25 percent

doll-focused stores, and much of the

play product can be found at national

retailers, according to Howard Kahn.

THE STORY OF THE ACQUISITION OF THE 90-YEAR-OLD MADAME ALEXANDER AND RELATED DOLL BRANDS, by the 124-year-old com-

pany Kahn Lucas, one of the oldest

children’s wear companies in the

world, begins with a 4-year-old girl.

Thanks to his daughter’s request for

more attractive clothes for her dolls,

Kahn Lucas CEO Howard Kahn

began making coordinating doll out-

fits to match the company’s beauti-

ful girls’ dresses five years ago. The

line “exploded,” says Kahn, leading

to the launch of the very successful

“Dollie & Me” brand—which quickly

expanded into accessories, toys,

sleepwear, costumes and more.

“Consumers started asking for

dolls under the Dollie & Me brand,”

relates Kahn, “and our retail cus-

tomers suggested we meet with the

Madame Alexander people.” That

led to Madame Alexander becoming

Kahn Lucas’ first licensee four years

ago, to create 18” dolls under the

Dollie & Me brand.

As their business together grew,

so did Kahn’s appreciation for the

Madame Alexander brand. “I fell in

love with a lot of things,” he says,

“including the authenticity and

rich history of its brand.” Madame

Alexander was founded in 1923 by a

young woman of few means named

Madame Beatrice Alexander Beh-

rman, who had an entrepreneurial

vision that continues to inspire and

delight generations of children and

collectors worldwide. “It’s a wonder-

ful story that’s a great example for

my children and for girls all around

the world,” states Kahn.

Last June, Kahn Lucas acquired

most of the assets of the Alexan-

der Doll Company. “It was our first

acquisition in 124 years,” Kahn re-

marks. “This was just a fantastic op-PL

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FOUNDING MOTHER

Madame Beatrice Alexander Behrman, Alexander Doll Com-pany founder, with her early dolls.

HOWARD KAHN

gda1302Backstoryid 158 1/22/2013 4:57:47 PM

PLAY ALEXANDER DOLLS

Bedtime Angelina, left, is an 18” doll based on the book Angelina’s Sleepover. $54.95. Dorothy from the Wizard of Oz, right, is a 12” machine washable and dry-able doll. $34.95.

90TH ANNIVERSARY COLLECTION LIMITED-EDITION DOLLS

Madame Alexander-1923, left, is a 21”, fully articulated Cissy doll. The Cissy doll, first introduced in 1955, is one of the first full-figure fashion doll lines with a couture outfit. $1,499.95. McGuffney Ana, right, is a limited-edition 12” collectible doll. $189.95. Ma-dame Alexander. 800.229.5192. www.madamealexander.comCIRCLE #978

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portunity.” He believes that cultural

compatibility is a key determinant to

the success or failure of any merger

of companies. “Kahn Lucas’ mission

is consistent with that of Madame

Alexander’s: helping girls feel beau-

tiful inside and out,” shares Kahn.

“Madame Alexander used to say,

‘What a doll does for a little girl is to

develop her capacity to love others

and herself.’ There are a lot of simi-

larities between the two companies.”

New InitiativesIn addition to Toy Fair in New York

City each February, Madame Alex-

ander participates in trade shows

in Atlanta, Dallas, Los Angeles,

Chicago and Seattle. Along with its

internal sales team, the company

works with eight outside rep groups

throughout the country.

“We’re working on better serv-

ing our reps and the specialty stores

we serve,” states Kahn, mention-

ing that several new programs are

being announced at Toy Fair. “Since

Kahn Lucas is a much larger com-

pany, we have a lot of strength in

supporting our retail partners,” he

says. “We want to apply our service

capabilities and financial strength to

supporting the retailers that do busi-

ness with Madame Alexander.”

The company is launching its

2013 collection at Toy Fair, which

includes a line of washable cloth

dolls; significant expansion of its

18” play dolls and related accesso-

ries; a series of collectible dolls to

celebrate the company’s 90th an-

niversary; new dolls from some

of the company’s oldest licensees

such as Gone with the Wind, The

Wizard of Oz, and Alice in Won-

derland; and more. “We’re also

expanding our international

collectible dolls as part of the

history of Madame Alexander,”

reports Kahn.

Other exciting initiatives that

the company is working on for

2013 include reopening the Ma-

dame Alexander Doll Hospital and

company store in New York City in

the near future. “Madame Alexan-

der’s stepfather, Maurice Behrman,

founded America’s first doll hospital

on the lower east side of Manhat-

tan,” notes Kahn. “That’s an impor-

tant part of the company’s history.”

Kahn Lucas is also working on

developing Madame Alexander’s

experiential businesses worldwide,

including expanding the Middleton

Doll Newborn Nursery and Madame

Alexander Doll Factory, and other

experiences that will engage mul-

tiple generations, according to Kahn.

“These products bring together

grandparents, parents and children,”

he says. “By combining Madame Al-

exander with Kahn Lucas, we’re the

only company in the world I’m aware

of that has closed the loop on fashion,

apparel and dolls—that whole doll-

playing experience. The team at Ma-

dame Alexander, and its thousands

of doll club collectors and enthusiasts

around the world, are wonderful ad-

ditions to the Kahn Lucas family.” •

gda1302Backstoryid 159 1/22/2013 5:31:17 PM


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E


We Ask, You AnsweredAs a gift store owner, you’re used to helping customers pick out the perfect

gift. When you go to market, you become the customer who needs the same

kind of customer service. What advice do you have for vendors?

Christine Osborne

WONDER WORKS

Charleston, SC

Marsha Dautch

JENSS DECOR

Amherst, NY

Liz White

MASON & MADISON

Middleton, MA

First and Foremost:

1. Food and Drink. Many times we

are arriving after a five hour drive,

[and] putting fuel in our body and caf-

feine/water all helps us focus better!

2. Excitement. We definitely love

it when the vendor is excited about

the product. If the vendor shows ex-

citement, then we get excited, and in

return we carry that excitement back

to our employees and customers.

3. Knowledge. Know the product

inside and out.

4. Safety. Be able to back up all

safety concerns we may have.

5. Guarantee. It is always nice

when a company can guarantee their

product. It makes us know that they

truly believe their product is out-

standing.

6. Deals. Provide us with the best

Terms and Dating when ordering

(especially if we are ordering in

larger quantities for the holidays.)

We understand sometimes this can

be tough.

Last but not least:

7. Relationships are built, main-

tained, and enjoyed for years to

come.

We pride ourselves on going above

and beyond for our customers so

they always think of us first when

buying the perfect gift. Because of

that, we expect the same treatment

as the customer when dealing with

vendors. Please greet us when we

enter your showroom or booth. Do

not act like we are interruptions in

your conversation. We wouldn’t be

there if we weren’t interested in

your product. Have the appropriate

catalogs or sheets with you. Do not

promise to send them because we

don’t always get them. When we

come back from market and go over

lines to write our orders, reminders

of what we saw with correct pricing

are key. If the information is not in

our pile, we may forget you.

Please follow up and return our

calls. If we have a problem, deal with

it promptly and efficiently.

Just as we have competition and

try to make the shopping experience

not only favorable but enjoyable to

attract new business and keep our

customers happy, we expect the

same as the customers. It is really

very simple. We just want to matter.

Having just come back from the

Atlanta winter market, I can speak

based on recent experience. I feel we

have the same needs and expecta-

tions from our reps/showrooms as

our customers do from our stores.

We want to know what the prices

are for each product. It is frustrating

to look at items with no prices and

the rep is occupied helping others.

We want to know the terms of the

lines (i.e. opening order amounts,

territory restrictions and any special

promotions). We want to be greeted

and then left alone to shop; but have

reps nearby if we need help.

In busy showrooms, it would be

helpful to have a catalog given out

so that we can pre-shop and can be

ready to order when a rep is free

or taken home to place the order.

Lastly, signage is so important! It’s

hard to see everything and some-

times difficult to speak to a rep, or

in the multi-line showrooms you get

a rep that isn’t very knowledgeable

about a new line. Signs explaining

best sellers, pre-pack items, specials,

product features, and even working

displays where we can try the prod-

uct out, would be a great way to help

retailers.

Talk Back! Tell us what shows you go to and why

on the We Ask blog at GiftsandDec.com

gda1302WeAskid 160 1/22/2013 5:28:47 PM

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Documents

February 2013 GDA