Winter 2019 by InStore Magazine

WINTER 2019

THE DEFINITIVE RESOURCE FOR INDEPENDENT LIFESTYLE RETAILERS

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contents

inStore VOL. 05/NO. 02

THIS ISSUE

Winter 2019

inSight

inStyle

DEPARTMENTS

FEATURES

22 Lavender Dreams A bouquet of lavender items

60 Welcome Home

25 Cool Whites An all-white assortment

Three hot home decorating trends

31 Take Note! The latest stationery finds

Our biannual round-up of gifts for babies and kids www.instoremagazine.ca

99 Fashion Forward

The latest fashion

and jewellery trends

35 News & Notes New lines, launches, industry goings-on and upcoming trade shows

FEATURES

56 Spring Shades

Usher in spring with a soft pastel palette By Leslie Groves

74 50 Ways to Increase Sales

131 How To Buy A straightforward strategy to avoid costly buying mistakes

Four pages of customer-pleasing, traffic-building and sales-increasing ideas! By Rich Kizer and Georganne Bender

84 Right Size Your Business

How to get your financial house in order in 2019

Behind the scenes at Macy’s during the holidays

91 Set the Table

117 Oh Baby!

129 Guest Expert Retailer turned supplier turned online marketplace guru, Leigh Walters, shares five fun ways to move slow sellers

80 The Macy’s Magic

FEATURES

The latest products for at-home entertaining

50 Shop Profile Lux Beauty Boutique in Edmonton shines bright as the 2018 Retailer of the Year

FEATURES

33 Spring Fresh Cool new personal care

DEPARTMENTS

132 CanGift Connects Happy New Year!

DEPARTMENTS

inStock

inForm

By Barbara Crowhurst

By Andrea Hein

87 Brand New You

113 Sourcing Ethical Products

By Claire Sykes

A simple plan for your brand creation or recreation

A primer on common certifications, terms and labels By Sarah Jean Harrison

inStore. Winter 2019

RETAILERS

inSpire. inForm

THE DEFINITIVE RESOURCE FOR INDEPENDENT LIFESTYLE RETAILERS

Editor & Publisher Erica Kirkland ekirkland@instoremagazine.ca Design & Layout Gerry Wiebe Contributing Editors Barbara Crowhurst, Leslie Groves Advertising Inquiries ekirkland@instoremagazine.ca 905-690-0492

Let 2019 be your

Retail Repositioning Year. Merging an on-line store with your bricks and mortar. Embracing technology to drive retail analytics. Marketing effectively using the right platforms. Increasing sales.Increasing foot traffic. Creating a retail service culture that can sell.

Invest in the Future of your Business, Hire The Services of Retail Makeover!

Retail Business Coaching & Training Retail Staff Sales Training Retail Store Design Retail Website Creation & Implementation We will help you reach your full potential . Guaranteed!

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inStore. Winter 2019

2018-12-14 12:36 PM

Editorial Submissions editorial@instoremagazine.ca Mailing Address 103 Niska Drive Waterdown, ON L8B 0M8 Contibutors Barbara Crowhurst, Castlerock Studios, Will Fournier, Leslie Groves, Andrea Hein, Andrea Reynolds, Claire Sykes InStore Magazine™ is published four times a year for independent retailers in Canada selling giftware, home decor, fashion accessories and lifestyle items. The magazine is mailed to 12,000 stores including gift, home decor, hardware, pharmacy and florists. © 2019 InStore Magazine™. The contents of this publication are the property of InStore Magazine. Reproduction or use of the contents in whole or in part, for any reason, is strictly prohibited without the written consent of the copyright owner. The publisher is not responsible for product claims made by the companies mentioned herein. Printed in Canada Publication mail #40841587. Return undeliverable Canadian addresses to: InStore Magazine™, 103 Niska Drive, Waterdown ON L8B 0M8. Email editorial@instoremagazine.ca

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inSight Hello

Cheers! Cheers to a new year and to the 2018 winners of the Canadian Gift Association’s annual awards program! In this issue we carry on the tradition of profiling the winning retailers, suppliers and sales representatives who will be formally recognized during the upcoming Toronto Gift Fair ( January 27 to 31). If you’re at the show, don’t forget to stop by the magazine’s What’s InStore feature area in Hall 8 at the Congress Centre South. We’ll be displaying a few of our favourite finds, and you can pick up an extra copy of this issue which is bursting at the seams with new product offerings from over 100 different suppliers. On the topic of suppliers, the three companies chosen by the Canadian Gift Association for the honour of Supplier of the Year are all supporters of InStore! Congratulations to Frans Koppers, Danica Imports and Pokoloko Kreative. You are all deserving of these distinctions. To prepare you for a winning year ahead we’ve pulled together a wonderful assortment of advice from industry leaders. From Claire Sykes’ article on branding your business (Brand New You, page 87) to Barbara Crowhurst’s column on How to Buy (page 131), this edition is packed with advice and insight designed to help you elevate your business in 2019.

The farmhouse trend shows no signs of slowing down, thanks in part to popular HGTV host Joanna Gaines and her burgeoning assortment of Magnolia Home-branded products – most recently a huge launch of home decor at Target. In this issue we pulled together the freshest farmhouse finds from Canadian suppliers and love the outcome. The crisp black and white palette is given an injection of warmth with natural wood accents and comfortable pillows. Hopefully we inspire you to try this trend on for size!

Erica Kirkland Publisher & Editor

in this issue Each issue of InStore is dedicating to showcasing the latest home decor, giftware, personal care and fashion accessories, and this issue doesn’t disappoint. From an eight-page feature on the hottest home decorating trends (starting on 18

page 60) to four fresh fashion looks (starting on page 99), we poured over the hundreds of products submitted for review and selected only the best for you to peruse. Of course, we can’t forget to mention

inStore. Winter 2019

our biannual Baby & Kids Gift Guide (starting on page 117). If you have a baby section or are thinking of adding one, don’t skip over this article. inSpire. inForm. inStore.

ORDER FALL 2019 AT THE SHOW! GANZ Showroom: Jan. 25 - 31, 2019 One Pearce Road, Woodbridge, ON

Toronto Gift Fair: Jan. 27 - 31, 2019 Booth #1151 - 1155, The International Centre

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Lavender Dreams

inStock What We’re Loving

A fresh bouquet of assorted lavender goods

1/ Lavender growing kit, $18 retail, Modern Sprout through David Youngson & Associates, 800-370-4857, www.youngson.com

2/ Potted faux lavender, $25 retail, Abbott, 800-263-2955, www.abbottcollection.com 3/ Lavender swag, $35 retail, Candym Enterprises, 800-263-3551, www.candym.com 4/ Pillow, $50 retail, Candym Enterprises, 800-263-3551, www.candym.com

5/ Therawell crystal bath salts, $14.99 retail, Upper Canada Soap & Candle Makers, 800-548-4097, www.uppercanadasoap.com

6/ Tea pot, $30 retail, Forpost Trade, 800-269-1167, www.forpost-trade.ca

inStore. Winter 2019

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Our Sleep products use only the finest French Lavender carefully blended to create the perfect Sleep Collection. Featuring our hand crafted original Sleep Stones, developed by Finesse for the best nights sleep ever !

For the largest range of Therapeutic Grade Essential Oils in Canada. Talk to us for all your Aromatherapy needs.

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◆ Essential Oil Starter Kits ◆ Ultrasonic Diffusers ◆ Private Labeling ◆ Supply availability from 10ml bottles up to 200 ltr Drums EVENTS : Please visit us: Toronto Gift Fair - Jan 2019 - Booth 2423 Alberta Gift Fair - Feb 2019 - Booth 2509 Call us today to discuss your Aromatherapy needs Finesse Home | tel: 604 885 5494 e: sales@finesseoils.com www.finesseoils.com Sechelt - BC - CANADA

Featuring our latest Cresno Ultrasonic Diffuser, beautiful quality, crafted from hand blown glass.

Cool Whites

inStock What We’re Loving

An all-white assortment of home decor

1/ Vase, $35 retail, Canfloyd, 800-263-3551, www.canfloyd.com

2/ Dinosaur planter from Easy Tiger, $35.50 retail, Design Home Gift & Paper, 800-663-9950, www.designhome.ca 3/ Heart-shaped marble dish, $30 retail, Indaba Trading, 800-746-3222, www.indabatrading.com 4/ Wall carving, $140 retail, Candym Enterprises, 800-263-3551, www.candym.com 5/ Linen throw, $90 retail, Indaba Trading, 800-746-3222, www.indabatrading.com

6/ Kikkerland paper lamp, $16 retail, David Youngson & Associates, 800-370-4857, www.youngson.com

www.instoremagazine.ca

inStore. Winter 2019

Take Note!

inStock What We’re Loving

The latest and greatest stationery finds

1/ Peter Pauper Press artisan journal, $13.99 retail, David Youngson & Associates, 800-3704857, www.youngson.com 2/ Greeting cards, Quotable Cards, 212-420-7552, www.quotablecards.com

3/ Molly & Rex file folders, $25.49 retail for 10, Edenborough, 800-265-6398, www.edenborough.com 4/ Compendium planner, $49.99 retail, Design Home Gift & Paper, 800-663-9950, www.designhome.ca

5/ Peter Pauper Press journal, $19.99 retail, David Youngson & Associates, 800-370-4857, www.youngson.com 6/ Lady Jayne stationery set, $24.49 retail, Edenborough, 800-265-6398, www.edenborough.com 7/ Notebook set, $15 retail, Danica Studio, 888-632-6422 www.danicaimports.com

6 5 7

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inStore. Winter 2019

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Spring Fresh

inStock What We’re Loving

A crisp and cool collection of new personal care

1/ Pear and ginger room spray, $20 retail, Abbott, 800-263-2955, www.abbottcollection.com 2/ Poo-Pourri boutique line, $28 retail each, The Tate Group, 416-504-8047, www.thetategroup.com 3/ Mer-Sea hand cream, $27.50 retail, Design Home Gift & Paper, 800-663-9950, www.designhome.ca

4/ Therawell crystal bath salts, $14.99 retail, Upper Canada Soap & Candle Makers, 800-548-4097, www.uppercanadasoap.com 5/ Japanese mint essential oil, $20.99 retail, Nature’s Essential Garden, 877-465-0292, www.naturesessentialgarden.com

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inStore. Winter 2019

SEE. TOUCH. TASTE. SMELL. HEAR

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inForm News & Notes

News & Notes

THE GOODS

Inside Track NEWS IN BRIEF

The Canadian Gift Association Recognizes Industry Leaders

he Canadian Gift Association is recognizing the highest achievers in the retail industry with eight award recipients across the country in the categories of Retailer, Supplier and Sales Representative of the Year.

2018 Retailer of the Year: Lux Beauty Boutique Lux Beauty Boutique is Edmonton’s original apothecary devoted to the hot, hard-to-find beauty brands loved by celebrities, editors and product junkies. Swoon-worthy at first sight, the store’s world-class selection provides the hardest-to-find and highestquality products and palettes from makeup and shampoo to personal care and accessories. Whether customers are looking for a little pickme-up, a celebratory treat or simply a great shampoo, the store’s team delights in satisfying their search. They are also known for their fun events and classes. Founded in 1999 by Jennifer Grimm, Lux’s emphasis on staff training ensures customers not only have confidence in their purchases, but a sense of loyalty, community, kinship and a fun retail experience. “It was a delight to hear the news,” said Grimm upon learning her store had won the award. “My team and I are thrilled to have our passion for creating exemplary shopping experiences recognized by such a trusted force in Canadian retail.” www.luxbeauty.com Turn to page 50 for a full profile of Lux Beauty Boutique!

www.instoremagazine.ca

Wake Up & Smell the Coffee One of the latest offerings in Snoozies’ pairables line, the Wake Up and Smell the Coffee slipper socks boast non-skid soles and are machine washable. 252-650-7000, www.snoozies.com

Flex Rings Stretchable Flex Rings are one of two new product additions at Jacqueline Kent. Made with high-quality stones and fine filigree, the one-size-fits-all rings are available in a variety of styles for $30 to $50 retail. 888-963-9097, www.jacquelinekentjewelry.com

Retro Diner Collection

Gourmet du Village’s new Retro Diner Collection includes eco-friendly and recycledpaper products, from napkins to straws, burger clamshells, hot-dog trays, French-fry pouches, popcorn boxes, ice-cream tubs and cups. 800-668-2314, www.gourmetduvillage.com

inStore. Winter 2019

inForm News & Notes

Inside Track

THE GOODS

NEWS IN BRIEF

Portable Infusion Smoker

2018 Retailer of Distinction: Red Canoe In 1999, the idea for Red Canoe was conceived in a bush plane over Northern Ontario by Dax Wilkinson. The Sudbury native grew up surrounded by the imagery, romance and heritage of Canadian pioneers who pushed the limits of possibility in the face of all the adversity our rugged landscape could muster. Wilkinson had been transplanted to the big city of Toronto while his close friends back home were becoming professional bush pilots. While the aspiring entrepreneur and designer developed products for different brands, he yearned to create an apparel and accessories line inspired by Canadian icons with great stories behind them. The ride in the bush plane, a deHavilland DHC-2 Beaver, led to a flashbulb moment. Through their two retail stores in Toronto, Red Canoe has delved further into Canadian stories and worked to include icons like the Canadian Broadcasting Corporation (CBC), Royal Canadian Air Force (RCAF), Royal Canadian Mounted Police (RCMP), CP Railway and many others in their product assortment. “My team and I are thrilled to be recognized as a 2018 Retailer of Distinction,” said Wilkinson. “My colleagues Daniela Turani, Anne Lamotte, Ashley Smallwood, Vania Perruzza, Nancy Deally, Justin Ross, Ronan Brackey-Murphy and the Slade family deserve special recognition for making our retail visions a reality.” www.redcanoebrands.com

Outset’s new portable food infusion smoker from Fox Run cold smokes food and cocktails in five minutes using natural wood chips. Smaller and more versatile than a smoker grill (it can fit into a back pocket), it’s perfect for adding big, smoky flavour and aroma with very little effort. Cold smoking gently infuses a measured amount of natural cool smoke to enhance flavours without cooking or preserving foods or changing textures or temperatures. No electricity required. It’s battery-operated for portable, versatile use anywhere, both indoors or out. Works with a variety of wood-smoking chips, teas and spices, hay, dried flowers and herbs. $49.99 retail. www.foxrunbrands.com

Diffuser Necklaces

New to the lineup at Jacqueline Kent are Aromatherapy Necklace Diffuser Pendants. Sold with a custom Jacqueline Kent velvet pouch, the necklaces include three lava rocks which can be infused with essential oils. $30 to $50 retail. 888-963-9097, www.jacquelinekentjewelry.com

inStore. Winter 2019

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inForm News & Notes

Inside Track

THE GOODS

NEWS IN BRIEF

Canadiana Apparel

2018 Retailer of Distinction: The Post Office by Shannon Passero

In 2016, Shannon Passero relocated her successful business to the historic Post Office in Thorold, Ont. She restored the building into a 6500-square-foot retail boutique which draws customers of all ages who care about quality and where products are made. As an award-winning clothing designer, Passero has long been committed to ethical work standards, and her brands have touched the lives of more than 6000 workers in Northern Thailand since their inception. In the age of big-box retail with chain stores driving the fashion market, The Post Office by Shannon Passero is the essence of a specialty store, offering a mix of ethically made clothing and accessories. Passero and her team have travelled the world to uncover many one-of-akind products with a special focus on collaborating with talented artisans. The store stocks an eclectic assortment of high-quality clothing, accessories, home furnishings, global finds, gifts and décor. “We are honoured to be named the 2018 Retailer of Distinction,” said Passero. At the forefront of our business strategy is the importance of inspired design, quality products, innovative experience and a movement for social change. With this award we recognize our amazing team, celebrate the support of our loyal customers and demonstrate that shopping local in Canada is vibrant.” www.shannonpassero.com

2018 Large Supplier of the Year: Frans Koppers Imports Family-owned Frans Koppers Imports has been in business for over 37 years offering a comprehensive collection of home décor, outdoor living and seasonal products along with giftware sourced across the world. “We would like to thank all our customers for their continued trust and patronage,” said owner Ron Koppers. “We know we would not be in business without you.”

inStore. Winter 2019

New offerings from Red Canoe (aka National Heritage Brands) include hefty hoodies along with caps featuring logos from the Royal Canadian Air Force and CBC. $89.99 retail for sweater; $25.99 retail for hat. www.redcanoebrands.com

Lip Scrub

Walton Wood Farm’s new Sugar Coat It! Lip Scrub is made from allnatural lime and sugar and retails from $10.95. The company offers over 80 unique, consciously-crafted and thoughtfully packaged personal care products. 844-834-3276, www. waltonwoodfarm.com

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CanGift Toronto Gift Fair Booths 2020 - 2116, International Centre January 27 - 31, 2019 Ask us about our Holiday 2019 pre-book dating program

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inForm News & Notes

Inside Track NEWS IN BRIEF

2018 Medium Supplier of the Year: Danica Imports.

For over 50 years, Danica has brought high-quality home and giftware to the market. Based in Vancouver, B.C., a team of designers and product developers work with world-wide manufacturers to produce new and exciting collections. “Our commitment to the community, our environment, our sources and our people is at the heart of everything we do,” said company CEO Sushil Arora. “Recognition from our customers and the industry as a ‘Supplier of the Year’ is a testament and validationof our passion and that is truly gratifying.”

Pudus Boot Socks Make Oprah’s “Favorite Things” List

2018 Small Supplier of the Year: Pokoloko Kreative

Founded three years ago by Case Bakker and Jessie Lyon, Pokoloko specializes in fair-trade home and apparel sourced directly from the artisans that make them. Their mission is to provide quality, best-selling and ethical products while providing economic opportunities to producers in need via sustainable employment. “We’re so grateful not only for this recognition, but also for the opportunities the Canadian Gift Association creates for us and our artisan partners,” said Lyon.

inStore. Winter 2019

Pudus Lifestyle Co.’s lumberjack boot socks are included in this year’s Oprah’s Favorite Things holiday gift list featured in the December issue of O, The Oprah Magazine. The annual list is a must-have shopping guide for many consumers. “Super-cushy Pudus slipper socks were a real crowd-pleaser when we wore them at my house last Christmas. Now we’ll give this year’s boot socks a try,” wrote Oprah in the December issue of her magazine. 855-377-3425, www.ilovemypudus.com

New Lines for Don Schacter & Associates

Don Schacter & Associates has added two new lines to its offerings: Swiss Diamond (www.swissdiamond.com) and Wenko (www.wenkousa.com) which will be featured in the company’s booth at the Toronto Gift Fair. www.coolproducts4u.com

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Show Calendar

inForm News & Notes

JANUARY

Inside Track NEWS IN BRIEF

2018 Corporate Sales Representative of the Year: Cindy Elliott-Barker Cindy Elliott-Barker has serviced the Toronto East territory for Abbott since 2013. She began her career working in retail and owning her own stores before moving into wholesale. “I like to help my customers out by delivering their orders from time to time and will quite often bake a batch of fresh cookies when meeting customers in the showroom,” said Elliott-Barker.

2018 Independent Sales Representative of the Year: Kim Currie

Kim Currie has dedicated almost two decades to working in the gift industry. She decided to become an independent sales rep eight years ago, representing Attitudes Imports, Frans Koppers, Green Earth and Nearly Famous, among others. “I’m sure there are many people who enjoy their job, but I can assure you, I truly love mine, and this is all made possible due to the customers and suppliers that I am fortunate to work with,”said Currie

The Canadian Gift Association’s awards are based on criteria vital to retail success, including visual merchandising and store design, business achievements, advertising and public relations as well as community involvement. The winners will be officially recognized on January 27 during an awards reception hosted by celebrity designer Andrew Pike at the Spring 2019 Toronto Gift Fair. www.cangift.org

inStore. Winter 2019

Christmasworld/Paperworld January 25 – 29, 2019 Frankfurt, Germany www.messefrankfurt.com Las Vegas Market January 27 – 31, 2019 www.lasvegasmarket.com Mode Accessories Show January 27 – 29, 2019 Toronto, Ont. www.mode-accessories.com By Hand January 27 – 29, 2019 Toronto, Ont. www.byhand.ca Toronto Gift Fair January 27 – 31, 2019 www.torontogiftfair.org FEBRUARY NY Now February 3 – 6, 2019 New York, NY www.nynow.com Ambiente February 8 – 12, 2019 Frankfurt, Germany ambiente.messefrankfurt.com Craft East Buyers’ Expo February 9 – 10, 2019 Halifax, N.S. www.actshow.ca Alberta Gift Fair February 24 – 27, 2019 Edmonton, Alta. www.albertagiftfair.org MARCH Vancouver Gift Expo March 10 – 12, 2019 www.vancouvergiftexpo.com Quebec Marketplace Expo March 24 – 26, 2019 Quebec City, Que. www.quebecgiftexpo.ca

Toronto Gift Fair January 27-31, 2019 The International Centre Cross Border Sales Agency Hall 2 - Booth 2181

Atlanta International Gift Show January 8-15, 2019 AmericasMart Bldg 2 - 7th Floor 741A

Alberta Gift Fair February 24-27, 2019 Edmonton Expo Centre Cross Border Sales Agency Bldg E - Booth 2105

Represented in Canada by Cross Border Sales Gift Agency • 905-417-6332 www.snooziescanada.ca • USA Corporate Offices: 252-650-7000 Copyright 2008-2019 | Snoozies!® is a registered trademark of Buyer’s Direct , Inc. | US Patent US D 598,1835 Buyer’s Direct, Inc. | P.O. Box 818, Elm City, NC 27822 | info@snoozies.com

inForm News & Notes

Keep the tradition alive !

Inside Track NEWS IN BRIEF

Wendy Tancock Signing at Toronto Gift Fair High-profile Toronto artist Wendy Tancock will be at Abbott’s booth for a product signing and to meet customers at the upcoming Toronto Gift Fair. Tancock’s charming, whimsical and uniquely Canadian imagery has made her décor pieces highly popular and instantly recognizable. Tancock will be signing and handing out a numbered, limited-edition ‘Canadian Heroes’ tea towel, which she designed exclusively for Abbott, in the company’s booth on January 27, 28 and 29 form 2 p.m. to 3:30 p.m. Abbott’s collection of Wendy Tancock gifts and décor includes mugs, tea towels, trays and tote bags. 800-263-2955, www.abbottcollection.com

World’s Oldest Candle Line Now Available in Canada Rathbornes, the world’s oldest candle line, is available in Canada for the first time. Distributed by British & Irish Imports, the collection includes classic, luxury and travel candles along with reed diffusers, hand and body wash and lotions. Established in 1488, Rathbornes has been creating and crafting their products in Dublin, Ireland for over 500 years. The hand-poured beeswax candles are infused with natural essential oils, tested to ensure optimum scent distribution and burn time. Scents include Rosemary, Fougere & Camphor; Bitter Orange, Birch Tar & Balsam as well as Cedar, Clove & Ambergris. 705-741-9449, www.biimports.com

Toronto Gift Fair Booth #1173 Alberta Gift Fair Booth #1614 www.christmas-tradition.com 1-800-561-5515 R

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inForm News & Notes

Inside Track NEWS IN BRIEF

Kidcentral Supply Promotes Daniela Ciccarelli to President Effective immediately, Daniela Ciccarelli (pictured) will succeed founder and CEO Tammy Zilberberg in the role of president at Kidcentral Supply. Tammy will continue in her role as CEO. Ciccarelli, 33, started her career with Kidcentral in 2007 in the customer service department. From there, she took on new challenges and grew within the company as operations manager and business development manager before becoming vice-president in 2013. “We are so proud of Daniela’s accomplishments,” said Boris and Tammy Zilberberg in a joint statement. “She is the embodiment of the modernized approach to how business is run today. Daniela is a vital part of the Kidcentral story. She’s been with us every step of the way and is truly part of the family. We look forward to the future of the company with Daniela as leader.” “I am thrilled to be leading our all-Canadian company into the future,” said Ciccarelli. “To be a young woman in a company close to my heart with a role so big is a true honour. The invaluable mentorship and guidance from Tammy over the past 12 years have prepared me, and Kidcentral Supply, to elevate the opportunities in the baby industry. Our new leadership team is ready to meet the challenges of the ever changing economy and demands of the growing Canadian family.” Kidcentral Supply is a Canadian wholesale distribution company specializing in sourcing innovative products for new parents and children. Founded in 2001, Kidcentral is a family-owned business based in Toronto, recognized as one of Canada’s fastest growing companies. 877-218-0395, www.kidcentral.ca

Correction!

In the Fall 2019 issue of InStore, the product pictured here was incorrectly identified. The product descriptions and availability noted as follows are correct: Jade facial roller, $9.99 retail, Upper Canada Soap & Candle Makers, 800-548-4097, www.uppercanadasoap.com

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inForm News & Notes

Inside Track NEWS IN BRIEF

E-Cloth Canada Orders to be Fulfilled in U.S. Effective January 1 all orders for E-Cloth products placed by Canadian customers will be fulfilled by E-Cloth Inc., based in Exeter, NH. The consolidation of the company’s operations will provide Canadian customers with access to a larger product assortment, the benefit of more promotions, as well as local sales agents (in most regions). All goods will be invoiced in Canadian dollars while duties, customs and freight to the border will be paid by E-Cloth Inc. Customer service will operate from Exeter, NH, and there will be a specialist team for Canada. John Strachan will continue to be the face of E-Cloth in Canada, with Lisa Donovan as the inside support resource in New Hampshire. 800-6774354, www.e-cloth.com

Great Finds Selects Edenborough As Canadian Distributor Great Finds has selected Edenborough as its new Canadian Distributor. The company has been specializing in home decor products for over 22 years, serving customers since 1996 from its Nebraska headquarters. Great Find’s assortment includes downhome-inspired gifts and decor for every season with a large selection of kitchenware, textiles and florals. 800-265-6398, www.edenborough.com

Mixture Now Offered by Edenborough Edenborough is launching Mixture in the Canadian market with the launch of the company’s Home Products collection. Since 2008, Mixture has been handmaking its products in a production facility outside Kansas City. They use the most luxurious fragrances they can find to create a mood, stir a memory or simply to relax. As a made-to-order company, customers get to experience smelling the fragrance of a freshly-made product. Mixture is also an environmentally conscious company. All their products and packaging are specifically chosen to minimize their environmental footprint. 800-265-6398, www.edenborough.com

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Handmade in

Atlantic

New Products SPrinG 2019

CanaDa Booth #10826 1 Arcane Angel Creations 2 Classy Cards 3 Éclair Lips 4 The Glass Bakery 5 Island Stoneware

In Artisan’s WaY

Congress Centre North

6 7 8 9

Molly Made Fibre Art Studio Seafoam Lavender Snaz Designs The Soap Company of Nova Scotia 10 Toy Maker of Lunenburg 7

Buyer Incentive Program

February 9–10, 2019 · Halifax, Nova Scotia *FORMERLY ATLANTIC CRAFT TRADESHOW ACTS

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inSight Shop Profile

Lux Beauty

BOUTIQUE

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Light It Up A dashing beauty boutique in the heart of downtown Edmonton is the recipient of the 2018 Retailer of the Year award from the Canadian Gift Association By Andrea Reynolds

usic’s pumping, everyone’s chatting, decor is on point and laughs are heard from every corner. Did you stumble into Edmonton’s newest club? Nope. You’ve entered Lux Beauty Boutique, a stylish shop with the bestsourced beauty products, and it just happens to be a party in here. From her love of reading magazines and sourcing the hottest beauty products, Lux founder Jennifer Grimm realised that Canadians were left out in the beauty cold. No one was bringing the products she wanted to Canada, www.instoremagazine.ca

much less Edmonton. While preparing a hypothetical business model for a university course 19 years ago, a light bulb went off – she would open a store. “The name ‘Lux’ kept coming back to me, but I thought it was too obvious,” says Grimm. “It wasn’t until I ran it by others who were helping me brainstorm that I discovered how perfect the name was.” What makes your store unique? It’s all about the shopping experience. We carry hard-to-find, A-list beauty products, but the thing that sets us apart is our desire to engage each customer

JUST THE STATS Store: Lux Beauty Boutique Location: Edmonton, Alta. Square footage: 1200 Employees: Eight Top-selling lines: Ren Clean Skincare, Tata Harper, Indie Lee and Amaterasu mascara Website: www.luxbeauty.com Instagram: @Luxbeautybtqyeg

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who walks in the door. Our staff genuinely cares about helping each person find what they’re looking for and eliminating the stress of shopping for themselves or for someone else.

Lux perfectly embodies its name: the mixture of luxury and a luminous glow.

How would you describe your store and its atmosphere? When we moved to our new location, we had the opportunity to have fun with the space. Our first level displays all our beautiful products on custom-built glass and copper-pipe shelving, lovingly made by my dad and my husband. Upstairs is our luxurious lounge where we host events. To what do you attribute your success? We devote time to training. Beauty products can be intimidating to shoppers. They think, “Do I belong here? Am I cool enough? Am I old or young enough?” We like to show everyone they belong. Our mission statement is: “Everyone leaves here feeling happier than when they came in.” If customers walk in here and they aren’t having fun, there’s a problem. How do you promote your store and what are your most successful promotions or marketing mediums? I can’t say enough about how amazing Instagram is. You instantly connect with the customer. It’s fantastic. We also recently had a master class with the co-founder of Indie Lee which was really fun. It’s a great way for customers to gain familiarity with the products and build a relationship with the store. What has been your most successful recent? We have two signature events each

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year: our birthday event in April, and what we call the Beauty Awards Red Carpet Event in October. We literally have lineups in the morning. We give swag bags and gift-with-purchase items, but I think what really draws the crowds is the atmosphere - it’s a party on the sales floor. Do you have a favourite new product line? I don’t know how to narrow it down to just one. Ilia Beauty has an amazing lip crayon with beautiful colours. They source certified organic bio-active botanicals, and we were one of the first stores in Canada to carry it. Indie Lee is another natural brand we love. Looking back, what’s the biggest lesson you’ve learned? Lux has been around for 19 years and I have learned so much. The saying, “A little effort goes a long way,” applies so well in this business. Going the extra mile means a lot to your customer and employees. Another lesson is put your core values on paper. You’ll find something you always knew was there, but defining it is life changing. What do you see for the future? I would like to explore expansion opportunities. I think there needs to be a Lux in every town! Finally, how do you stay inspired? There’s always something inspiring in the awareness of the products and brands out there. Honestly, I love retail. It’s like a living laboratory. You usually get immediate feedback, so it’s important to listen to it.

inSpire. inForm. inStore.

MEET THE MAKERS CANADIAN HANDMADE MARKETPLACE FOR BUYERS WITH AN INDIE STATE OF MIND

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Canadian artists, artisans and designers under one roof. BYHAND.CA FOR DETAILS AND REGISTRATION

See us at Toronto Cangift Show: JANUARY 27 - 31, 2019

Congress Center . Hall 11 . Booth 11529

Fresh

Finds

www.instoremagazine.ca

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Spring

Shades

Usher in spring with a soft pastel palette

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A Step Up Ladders are a fun and effective way to build height into a display. They’re also a versatile display platform. You can hang items from the rungs or simply fold textiles over them. Best of all it’s easy to switch out merchandise from a ladder when restocking or changing the display.

Transitional Colour Stories Ease customers into spring with a transitional colour story of grey greens, peach, ivory and white. These fresh hues will provide shoppers with a visual respite after a long winter and get them in the mood to redecorate their interiors with the latest trends for spring and summer.

Hit the Wall Store walls can help tell a story and sell merchandise. Help shoppers connect to wall art and frames, as they would in their homes, by displaying them on the wall. Here, we filled the bowls in the wired frames with faux foliage, but they could also house soaps, small ornaments or accent decor.

White trays, tiered stand, cacti, Abbott, 800-263-2955, www.abbottcollection.com; Floral placemats, round plates, colanders, Now Designs, 888-632-6422, www.danicaimports.com; Cushions, wall art, mini chalk boards, Indaba Trading, 800-746-3222, www.indabatrading.com

Styling and text by Leslie Groves Photography by Will Fournier www.instoremagazine.ca

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Neutral Territory Artificial or fresh greens will bring any display to life and their natural texture will accent a display without competing with the merchandise or colour story.

Under Foot Don’t be afraid to place merchandise on the floor. Here the cascading greenery, textiles and napkins help connect the various levels in the display while directing the shopper’s attention to the scattering of pillows on the carpet. Having in-store area rugs and crates for floor displays will help keep items clean and set shopping and display perimeters.

Stand Up Straight Flat merchandise can offer unique challenges as it can easily be overlooked laying flat. Display placemats flat on the table, but also stand them up on plate stands so they catch the shopper’s eye.

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c ount ry hom e ca ndl e Proudly CRAFTED IN CANADA since 1991

SHOW SPECIALS! Come see our New Woodwick & Coconut Wax Candle! JOIN US AT THE SHOW SEE YOU THERE!

NEW! Himalayan Salt Lamp Essential Oil Warmer

We are a distributor of Airome and Candle Warmers Etc. products in Canada! To view our entire line of Wax Melts, Candles, Candle Warmers, Airome Diffusers and Essential Oils please come visit us at The Spring Toronto Gift Fair January 27 - 31, 2019

Booth #8519 Toronto Congress Centre For more information and to order please call 1 800 293 7548 or email sharon@countryhomecandle.com

Welcome 60

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Styling by Leslie Groves Photography by Will Fournier

Home Three hot home decorating trends

www.instoremagazine.ca

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Farmhouse Fresh A modern interpretation

3 2

1/ Wall hook, $12 retail, Abbott, 800-263-2955, www.abbottcollection.com 2/ Sign, $37 retail, Stargazer Originals, 905-670-3346, www.stargazeroriginals.com 3/ Wood frame, $13.50 retail, Frans Koppers Imports, 866-604-0490, www.fkimports.com 4/ Standing sign, $10 retail, Stargazer Originals, 905-670-3346, www.stargazeroriginals.com

5/ Vintage scale clock, $40 retail, Stargazer Originals, 905-670-3346, www.stargazeroriginals.com 6/ Indoor cushion, $56.99 retail, Hotline Home Goods & Accessories, www.hotlineapparel.com 7/ Hanger, $18 retail, Stargazer Originals, 905-670-3346, www.stargazeroriginals.com 8/ Demdaco frame, $45 retail, Canfloyd, 800-263-3551, www.canfloyd.com

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Farmhouse Fresh A modern interpretation

1/ Wall art, $35 retail, Canfloyd, 800-263-3551, www.canfloyd.com 2/ Linen-backed cushion, $56.99 retail, Hotline Home Goods & Accessories, www.hotlineapparel.com

3/ Boat tote, $52 retail, Candym Enterprises, 800-263-3551, www.candym.com 4/ Lantern, $70 retail, Canfloyd, 800-263-3551, www.canfloyd.com

5/ Clock, $310 retail, Canfloyd, 800-263-3551, www.canfloyd.com 6/ Throw, $40 retail, Indaba Trading, 800-746-3222, www.indabatrading.com 7/ Reversible cushion, $56.99 retail, Hotline Home Goods & Accessories, www.hotlineapparel.com

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6860 Pacific Circle Mississauga, ON L5T 1N8 www.stargazeroriginals.com

905 670 3346 Toronto Gift Fair Hall 1 Booth 1118

SHOP OUR WAREHOUSE Extended hours during the show

www.instoremagazine.ca

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Green Thumb A collection that celebrates nature’s bounty and beauty 3

2 1

4 1/ Tassel rug, $32 retail, Forpost Trade, 800-269-1167, www.forpost-trade.ca 2/ Potted faux cactus, $15.99 retail, Nostalgia Imports Canada, 800-785-7855, www.nostalgia-import.com

3/ Potted faux cactus, $17.99 retail, Nostalgia Imports Canada, 800-785-7855, www.nostalgia-import.com 4/ Linen-backed cushion, $52.99 retail, Hotline Home Goods & Accessories, www.hotlineapparel.com 5/ Kikkerland cactus terrarium, $70 retail, David Youngson & Associates, 800-3704857, www.youngson.com

6/ Doormat, $35 retail, Abbott, 800-263-2955, www.abbottcollection.com 7/ Linen-backed cushion, $52.99 retail, Hotline Home Goods & Accessories, www.hotlineapparel.com 8/ Planter hangers, $8 retail, Abbott, 800-263-2955, www.abbottcollection.com

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W W W. I N D A B AT R A D I N G . C O M Toro n to G i f t Fa i r - Co n g re ss # 8 3 3 1 (800) 746-3222

@indabatradingco

SPRINGWATER WOODCRAFT EARLY CANADIAN PINE FURNITURE · Est’d 1992 ·

Your source for rustic early Canadian furniture and functional accent pieces. Skilled Canadian people, using Canadian wood to craft timeless Canadian furniture. 1-888-294-6297 SPRINGWATERWOODCRAFT.COM NEW Nuvo Console shown in Classic Stain with Black Leg

www.instoremagazine.ca

Background Finish: Vintage Cotton over Grey

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Green Thumb

A collection that celebrates nature’s bounty and beauty

2 1/ Laser-cut fire pit, $685 retail, North American Country Home, 888-303-2221, www.northamericancountryhome.com 2/ Golden garden tools, $18 retail, North American Country Home, 888-303-2221, www.northamericancountryhome.com 3/ Potted faux cactus, $56 retail, Canfloyd, 800-263-3551, www.canfloyd.com

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4/ Wooden crate, $41 retail, North American Country Home, 888-303-2221, www.northamericancountryhome.com 5/ Rug, $50 retail, Canfloyd, 800-263-3551, www.canfloyd.com 6/ Seagrass basket set, $130 retail, Indaba Trading, 800-746-3222, www.indabatrading.com 7/ Coir mat, $25 retail, Harman Imports, 800-363-7608, www.harmaninc.com

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The Tree of Gratitude

Lakeshore Melodies® Featuring exquisite woodwork, and musical upgrades usually reserved for all-metal chimes.

Corinthian Bells®

Our flagship brand for over a decade, Corinthian Bells® are now available in our popular Plum color.

Arabesque

Built upon the best-selling Corinthian Bells®, Arabesque® are magnificent with engraved tubes, textured finishes, gem like colors, and a high performance wind sail.

Come Hear Us! Toronto Gift Fair

January 27-31, 2019 Hall 2, Stand 2375 QMT WINDCHIMES 800-345-2530 www.qmtwindchimes.com sales@qmtwindchimes.com

www.instoremagazine.ca

VISIT WITH US: Toronto Gift Fair #10119 Come by our booth for a treat and show specials! kitras.ca CHAT WITH US: orders@kitras.com Ph. 1-800-439-6393 GET SOCIAL WITH US: @kitrasartglass @KitrasArtGlassInc

We believe in the Everyday Beautiful!

- Tree of Enchantment Collection

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Lake Living Seaside styles have evolved to include cottage and lake motifs

3 1

1/ Mountain-shaped shelf, $62.99 retail, Nostalgia Imports Canada, 800-785-7855, www.nostalgia-import.com 2/ Large candle holder with LED candle, $21 retail, Frans Koppers Imports, 866-604-0490, www.fkimports.com

3/ Lantern, $70 retail, Forpost Trade, 800-2691167, www.forpost-trade.ca 4/ Stoneware canister, $20 retail, Now Designs, 888-632-6422, www.danicaimports.com 5/ IHI beverage tub, $39.99 each, Edenborough, 800-265-6398, www.edenborough.com 6/ Decorative fish, from $5 retail, North American Country Home, 888-303-2221, www.northamericancountryhome.com

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easy living with

DESIGNERS + MAKERS

1-877-537-5776

CEDARMOUNTAINSTUDIOS.COM

DISTRIBUTED IN CANADA BY DAVID YOUNGSON + ASSOCIATES - INFO@YOUNGSON.COM 1-800-370-4857

www.instoremagazine.ca

inStore. Winter 2019

Lake Living Seaside styles have evolved to include cottage and lake motifs

1/ Outdoor cushion, $39.99 retail, Hotline Home Goods & Accessories, www.hotlineapparel.com

2/ Sign, $22 retail, Stargazer Originals, 905-670-3346, www.stargazeroriginals.com 3/ Art blocks, $11 retail each, Cedar Mountain Studios through David Youngson & Associates, 800-370-4857, www.youngson.com 4/ Reversible pillow, $70 retail, Canfloyd, 800-263-3551, www.canfloyd.com 5/ Outdoor cushion, $39.99 retail, Hotline Home Goods & Accessories, www.hotlineapparel.com

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Get cozy with us!

OY LS

J IA ENSPEC HOW

R ES OU TH AT

www.instoremagazine.ca

Toronto Gift Fair We moved to a NEW LOCATION

Hall 8 Booths 8508, 8511 www.forpost-trade.ca 1-800-269-1167 inStore. Winter 2019

50 Ways to Increase Sales Retail and consumer experts Rich Kizer and Georganne Bender share 50 customer-pleasing, traffic-building and sales-increasing ideas!

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ON THE FLOOR

1. The first 10 seconds a customer spends in your store sets the tone for their entire visit. What kind of first impression does your store give? Check it daily. 2. Hang a bulletin board near the “decompression zone” (the first five to 15 feet inside your door). Post a store map, a list of the week’s sale items, bag stuffers, class calendar, special events and other important information. In time, customers will stop at the bulletin board first to see what’s going on. 3. Place “speed bumps” – small tabletop displays of product – just beyond your decompression zone. Make these displays irresistible and easy to shop. Customers are far more likely to buy if you encourage them to pick up the product. 4. Can a wheelchair-bound customer easily maneuver your aisles? Can two customers comfortably shop in the same aisle? Store aisles should be a minimum of 3.6-feet wide. 5. Set your end features to sell! End features are meant to display promotional items, not basic merchandise. Plan what will go on your end features, assign each one a number and make a list of products each feature will house each month. Take this calendar with you to trade shows and look for merchandise specials specifically for your end features. 6. Studies show that customers will spend 25 percent more and up to 15 minutes longer in when they shop with a cart. Even if your store is tiny you can still offer customers a shopping cart. www.instoremagazine.ca

7. Don’t place shopping carts or baskets in the decompression zone - customers will walk right by them. Instead place them just past the decompression zone and in key locations throughout the store. Instruct associates to bring a cart or basket to customers who’re carrying around product.

hand the customer the item. Cashiers can be your best addon sales associates.

OPERATIONS

14. Make sure your store is open when your customers need to shop. This means before and after work, nights and Sundays.

8. Implement a signing program. Signs serve a purpose: they act as silent salespeople, helping customers until an actual person is available. Unless handwritten signage is part of your store decor, don’t do it. Professional sign-making software is available from a variety of suppliers, including Insignia Systems (www.insigniasystems. com).

15. Decide how you want the telephone to be answered and then let every associate know about the plan. The phone must be answered within three rings. Customers should be “connected” not “transferred” and never put on hold for longer than 45 seconds.

THE CHECKOUT

17. Assign category captains. Their job includes making sure the shelves are full and that top sellers have been given enough facings.

9. The wall directly behind your checkout counter is major selling space. Use it to display new items, hot buys and impulse items. 10. Policy signs must be professionally done and written in a positive voice: “We gladly accept returns and exchanges within xx days. Your receipt guarantees it.” 11. Increase sales at the checkout with impulse-item displays.

16. Cross merchandise whenever and wherever possible.

18. Control your back stock. Make sure the product you’re about to order isn’t already in the back room. 19. Create a “Never Out” list. Category captains can check this list daily and re-order product when necessary.

12. Instruct associates not to hang out at the cash counter unless they’re helping a customer. And when they’re assigned the job of cashier, have them work on a project in between customers.

20. Every item on the sales floor should be assigned a home identified with a bin ticket. If you don’t use bin tickets your stock won’t be organized and product could end up in several different places.

13. Keep a stash of items that customers frequently forget at each checkout counter. When a customer says, “I forgot to get such and such,” the cashier can reach under the counter and

21. Ditch the dogs! Add a “sell by” date to price tags and bin tickets and markdown as necessary. Move these items with special sales, grab bags and “Last Chance” clearance displays. inStore. Winter 2019

TO DO LIST

22. Do a 360-degree pass-by every day. Begin at the front door and walk the entire store – every aisle, nook, cranny, restroom and service area. Note things that need to be attended to before the store opens for the day. 23. Are your windows set to sell? Window displays need to be refreshed as necessary and set to a new theme monthly. 24. Each morning create a checklist that outlines tasks that must be completed by the day crew. 25. Each afternoon create a store-closing checklist of things the closing team must accomplish before they leave for the night. 26. Set a daily sales quota for each person. If it’s not written down, it’s not a goal. Your people will perform better if they know what’s expected of them. 27. Make time each day to quietly observe your customers. This daily exercise will help you come up with new ways to ramp up the customer experience. 28. Host one major and two to three minor in-store events each month. Major events fill the store with shoppers; minor events limit the number of participants and include demos and classes.

YOUR TEAM

29. Hold a new hire orientation for each new associate. Let them know what’s expected and give them an assignment they can easily accomplish on the first day to boost their on-the-job self-esteem. 30. Implement the “Seven Tile Rule”: Each time an associate comes within seven floor tiles – or seven feet – of a customer they must acknowledge them.

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31. Don’t react to customer questions. Respond. When you react, you tend to give a short, unfocused answer. But when you respond, you look them in the eye and really engage them in conversation. 32. Associates must also do a daily 360-degree pass-by. They need to know the products they sell and where they’re located in the store. Associates should also memorize the prices and locations of key items. 33. Unless the customer looks like they need help, never ask, “May I help you?” Talk about their kids, the weather or local news. The best opening lines have nothing to do with the store. 34. Have associates carry product you don’t want customers to miss (or that you just can’t seem to move). After a little schmooze time, the associate can talk with the customer about the item. 35. Encourage every associate to practice add-on selling. Ethically adding on to the sale strengthens customer relationships because it saves them time and money. If they forget a key item and must come back, they aren’t going to be very happy about it. 36. Do a monthly add-on selling exercise. Hold up an item and ask associates to shout out complementary items they could add on to the original item. If they can’t come up with a complementary add-on, they can always suggest a sale or value-priced item. 37. Each month ask associates to write down three things they could do to exceed customer expectations. Implement their suggestions. 38. Reward associates when they do a good job. Programs like “Associate of the Month” and “Super Star of the Week” are great motivators if they’re well run. Have associates nominate one another and vote for the winner. inSpire. inForm. inStore.

Tracking the Pulse of the Gift Industry

What’s new? What’s selling? What product categories are slowing down? Giftbeat tracks sales among hundreds of retail stores across the United States to learn what product lines are selling across more than 50 categories. This vital information is only available to subscribers.

Only Giftbeat Subscribers Receive: • Vital market research on the hottest selling product lines in the United States across 50 categories • Specific, actionable information from U.S. retailers on what to buy • Early insight into the product lines that are selling so you can cash in on the trends • Access to Giftbeat’s active online community board where you can post questions only a fellow gift retailer could answer

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39. Be flexible with scheduling. According to a recent survey, 61 percent of employees would leave their current jobs if they were offered more flexible hours elsewhere. 40. Offer on-going education. Hold monthly in-store training classes, keep a library of books and DVDS, links to a list of videos available online and ask vendors what they have available to help train your team. 41. Two words: Dress code. Every associate should be properly dressed to meet your customers. Even when you provide garments you still must be very specific about what’s acceptable to wear to work and what isn’t.

BUILD BUZZ

42. Send out monthly email blasts on the same day each month so customers begin looking forward to receiving them. There are plenty of email marketing companies to choose from and all of them offer a free trial. Choose one and get to work. Add a “Forward to Your Friend” link to every promotional and marketing email message you send to customers. 43. Work social media. Talk up your store on Facebook, share photos on Instagram and ideas on Pinterest. Schedule Facebook Live broadcasts and get a YouTube channel. 44. Create a weekly bag stuffer and hand one to every single shopper. Don’t prestuff them in bags – they never get read if you do. Some weeks use your bag stuffers to advertise specific products or events, other times create a monthly calendar that’s loaded with in-store happenings. 45. Make a list of all the services and conveniences you provide and build a 78

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brag sheet. Print it on the back of your weekly Bag Stuffer and also add it to your website and email blasts. You can also turn it into a big sign to hang near the checkout counter. Soon you’ll begin to hear, “I didn’t know you did that!” 46. Watch QVC, HSN and the infomercials on television. Each time they feature a product that you sell, hang a “Same as Seen on TV!” sign over that product in your store. 47. Make your own radio advertising campaign. Play it over the intercom system and use it as your telephone onhold message. 48. Contact local media and pitch stories about your store, product lines, services, in-store events and promotions, charity events, your people, trips to trade shows – and more. About 80 percent of stories in local media come from a press release, so send one for each legitimately newsworthy thing you do in your store. 49. Contact your trade associations and ask to be put on their reporter referral list. Who knows? You just might end up on national TV. 50. Collect customer testimonials and add them to your e-mail blasts, newsletters, website and other marketing materials. Customer quotes are also great additions to your in-store signage. A customer testimonial is 10 to 20 times more powerful than what you have to say about yourself. Rich Kizer and Georganne Bender are consumer anthropologists, keynote speakers, authors and consultants who’ve helped thousands of businesses in retail and service industries since 1990. (www.kizerandbender.com) inSpire. inForm. inStore.

The Macy’s Magi A behind-the-scenes look at how the world-renowned holiday windows at Macy’s are pulled together BY ANDREA HEIN 80

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ny vendor would be happy enough to get their sticker on the window or even just a product inside the window, but hopefully that never happens,” says Manu Sawkar, owner of Standard Transmission, the creative geniuses behind the holiday window installations at Macy’s flagship locations. Sawkar and I were discussing the magic behind the holiday windows and how few retailers forgo the opportunity to promote products and/or brands in their windows at Christmas time. “That’s just not what Macy’s is about,” replied Sawkar. “They have a long tradition of keeping their windows all about the holidays [rather than the product] and that’s why we like this project.” Since 2012 Sawkar and his team have been creating and installing Macy’s windows in New York City, Boston,

Philadelphia, Chicago, San Francisco and Washington, D.C. When Sawkar started his career, he had zero intention of specialising in window installations. With degrees in computer engineering as well as film and theory production, Sawkar’s focus was at the intersection of technology and visual presentation. He wasn’t looking for the Macy’s contract, the Macy’s contract found him. They knew they needed to bring their holiday windows to the next level, and to do that they needed to incorporate technology, meaning they needed Sawkar. They hired him to add technology to their existing windows, and technology alone, not the entire window display. Like any successful entrepreneur, he quickly saw a niche in the display world begging to be filled: a company that did everything from concept to completion. That year he created Standard Transmission and started gathering a building full of people that would help him win the full Macy’s contract: graphic inStore. Winter 2019

designers, carpenters, electrical engineers, sculptors, seamstresses and all-around makers. Sawkar and his team design and install 42 holiday windows for Macy’s in a short two-week period, making Santa’s delivery schedule look like a light workout. The theme for the 2018 holiday windows, as relayed by Jennifer Brickman, Standard Transmission’s lead prop maker, is the story of Sunny the Snow Pal and her adventure from space to earth as she follows Santa and his sleigh. The six space-themed windows that line Harold Square in New York City take you through Sunny’s journey, including one where she finds herself inside Santa’s sack alongside an eyecatching arctic fox. The windows are brimming with holiday magic and the type of detail that makes passersby stop and stare in awe such as the window featuring an interactive video game controlled entirely by window on-lookers. With touch-screen technology on the outside of the glass, the audience can move the animatronic snowman in front of them. While Brickman loves creating anything with texture, she says it also, “has to have buttons and light up!” These are the types of elements that make the Macy’s windows so fascinating. The hours spent sculpting sleighs out of foam, wiring hydraulic hoses to animatronic figures and sewing tiny puffy jackets on chubby snow-people mean nothing if the viewer doesn’t feel involved in the window. Interaction is key to the new style of Macy’s windows, and all of this is done without one bit of product placement or branding. I spent hours in Standard Transmission’s workshop, marvelling at their creativity and craftsmanship, but still couldn’t figure out why Macy’s wouldn’t capitalize on such an obvious opportunity for branding. After a bit of digging, I learned that it was the department store’s founder, Rowland Hussey Macy, who first started this tradition. He wanted to draw his customers’ attention to the window displays but didn’t want the story to be about the presents under the tree. He wanted it to be about the wonder, anticipation and amazement of Christmas. It wasn’t until I saw the completed windows that it all made sense. It made me feel like a kid again and made me realize that the Grinch was right all along: “Maybe Christmas didn’t come from a store. Maybe Christmas…perhaps… means a little bit more.” Andrea Hein is the coordinator of Conestoga College’s Visual Merchandising program as well as the owner of Andrea Hein Occasions which specialises in custom décor for various sports clients including SportsNet, CBC Hockey Night in Canada and the Buffalo Bills. She began her visual merchandising career at Walt Disney World and has worked for both boutique and big-box stores. 82

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Over 200 NEW Holiday Items!

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By Barbara Crowhurst

o you want to have the best year of your retail life and start paying yourself more? Who doesn’t? The New Year is the perfect time to right size your business. By that I mean putting practices in place which help to identify your money makers, to meet sales goals and manage your expenses. In other words, to “right size” your business. Here’s a step-by-step guide to better planning and a great year.

STEP 1:

Set sales targets. Sales targets are based on sales history, along with insight into your area’s economic climate and any positive changes you plan to make to your business, such as adding a new department or category. Transpose your sales goals into monthly sales targets. Again, these monthly targets should be based on historical data. For instance, November and December may constitute 40 percent of your annual sales, strong-selling months 10 percent and slow-selling months around three percent. Plan for three scenarios: realistic, pessimistic and optimistic. A realistic sales plan would be 15 percent 84

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over last year’s actuals, a pessimistic plan 15 percent less than you did last year, and an optimistic plan an additional 15 percent above the realistic scenario.

STEP 2

Review last year’s marketing initiatives. Make a list of the activities you conducted by month. Record the details, such as how the activity was executed and note whether you met the sales target for that month, assuming you had one. Next, make a list of the activities you feel are worthy of doing again and assign them to a month. Aim for two to three events or promotions (not always sales) every month. Marketing activities create awareness and awareness equals increased traffic and increased sales. Marketing activities include seminars, demonstrations, new product launches, customer appreciation days, sales, special holidays, local events, sponsorships and parties. In addition to staging these activities, you must advertise them. Getting the message out about your events should take many forms, as a combination of inSpire. inForm. inStore.

Whether you’ve been in business for 10 years or are just starting out, sometimes going back to square one is necessary to correct bad habits. If you want to get your financial house in order, read on.

platforms will result in more awareness and traffic. Topperforming platforms include e-newsletters, Instagram, Facebook, Pinterest, videos, online and text marketing. The strongest medium is your database. Directly targeting your customers is a very effective and lowcost way to deliver your message. Survey your clients to determine which mediums work best for them. Create a marketing budget to cover the costs associated with the marketing activities you plan to roll out. Most marketing budgets range from five to seven percent of your sales target.

STEP 3

Too often store owners buy too much product, have too many categories, fail to track sales by category and hold onto products that aren’t selling. The result is a store that’s overcrowded and a cash flow that slows to a trickle. In 2019, commit to clearing out your nonperforming categories and focusing your energy, floor space and budget on winning categories. Next, determine your buying budget. I’ve been teaching a system for years called “Open to Thrive” which aims www.instoremagazine.ca

to help store owners spend the right amount of money on buying products for their store. (See my column on page 131 for complete details on this program.)++

STEP 4

Make a list of your fixed and variable operating costs. Fixed costs include reoccurring costs, including rent, utilities, property taxes, insurance, wages, taxes, professional fees and website maintenance costs. Variable costs include advertising and promotion, freight, postage, bank and credit card charges, supplies, travel, bad debt and miscellaneous expenses. Are you spending more money on fixed and variable operating costs than is healthy? Here’s how to find out. Multiply your sales (either actual or projected) by 40 percent to arrive at your ideal operating budget. Are you spending money you don’t have? Barbara Crowhurst is a business coach and store designer who works with retail clients around the world. (www.retailmakeover.com) inStore. Winter 2019

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Brand New You Does your store’s persona need a little pick-me-up? Read on for a simple route to brand creation and recreation. By Claire Sykes

What memorable company or product doesn’t express their distinctive identity with a successful brand? Think Coke and Ford. A retail store is no different than any other business. The best brands create differentiation, are profoundly clear, have an attitude and effectively deliver the brand experience.

brand is the promise and personality that you present to potential and existing clients. The promise is who you are, what you do, your strengths and your differentiators. The personality is the visual attitude, style and feeling; how you relate to your staff and customers; and why they continue to come back to you. Simply put, branding is the heart and soul of your business. It’s not just a look or a logo, or

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even your store’s features and benefits. A brand is the mind‑share that you occupy with your customers, within every aspect of your business that touches them — from your store interior and exterior and phone greeting, to your letterhead, website, blog, email and advertising. If you don’t brand your store, your competition will do it for you. Don’t give them the chance. The retail industry yields a diversity of approaches, with each store owner

claiming their specialties in store atmosphere, products and customer service. It’s important to create a clear position about who you are, what you sell and which services you provide, so your brand influences the way customers perceive you. Sit down with your management team and think about what you want to project to existing and potential customers, as well as vendors. Then follow these 10 steps to create or recreate your successful brand identity.

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GET IT DONE! How to (re)create your brand

A 10-STEP BRANDING PLAN

time. Set financial budgets and timetables and stick to them.

1. COMMIT YOURSELF. Decide that you and your store are important enough to develop or revamp your brand. Promise to apply yourself to the task.

1. Ask yourself who you are. From your own vantage point as the owner, consider your business’s strengths and weaknesses. What do you see yourself as? What makes you unique?

9. Bring your brand to life. Make it integrated and keep it consistent throughout—from your visual communication elements (logo, signage, stationery and website) to your marketing strategy, advertising and customer relations.

2. DEDICATE THE TIME AND RESOURCES. It’s easy not to when there’s no immediate monetary reward, and when you’re already facing enough expenses and commitments. But don’t let yourself get in your own way. 3. FOLLOW A DISCIPLINED PROCESS. Draw up a schedule of goals, determine a reasonable budget, and track your hours and expenses. Prove to yourself later that the time and money you invested were worth it. 4. THINK IT THROUGH. Research the market, study competitors’ brands and businesses outside your retail sector, interview customers and vendors, and define your strategy. Then write up an in-depth plan. 5. DETERMINE HOW YOU STAND OUT. Know what makes your store unique, so you can differentiate yourself from the competition and develop the best brand to attract the customers you want. 6. MAKE IT MEMORABLE. Don’t overdo the look of your brand. Clear and simple ones communicate more powerfully than those that are too bold, trendy or gaudy. 7. BE CONSISTENT AND THOROUGH. Let your brand speak the same language throughout all areas of your retail operation, so that no matter how your customers experience you, they’ll receive the same message. 8. GIVE ROOM TO EVOLVE. Create a brand you can build upon. You want it to grow with your store and market while remaining fresh. 9. INTRODUCE YOUR BRAND WITH FLAIR. Throw a party for customers and vendors; send innovative direct-mail pieces that flaunt your new brand. Make a splash, so customers will recognize and remember you—and respond to you by buying. 10. EXECUTE AN ONGOING PROMOTIONAL PLAN. Regularly deliver your brand through repeated advertising, direct mail and in-store events. Continually remind customers why they should return to your store again and again.

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2. Determine where you fit. Examine how your store has positioned itself in the market. How does it differ (or not) from the competition? 3. Gather others’ perceptions. Through casual conversation and/or formal questionnaires, ask your staff, customers, vendors and investors how they perceive your business. 4. Compare with your vision. Consider how others view your store in relation to how you would like to be perceived. How can you bridge the gap? 5. Research the terrain. Learn what’s out there. Explore the opportunities for and threats to your business. How can you attract the former and avoid the latter, to project a better image of your store to others? 6. Decide on a direction. With a clear view of where your store stands, determine what you want your brand to say about your business. 7. Create the look and feel. Keeping others’ perceptions and your own goals in mind, build a unique brand through colour, typestyle, logo, images, words and a store motto or tag line. 8. Determine a budget. Decide how much you can afford to spend to execute your brand, both in terms of money and

10. Draw attention to yourself. Your customers are used to seeing you in a certain way. Herald your new brand with direct‑mail announcements, biggerthan‑normal advertising and an in‑store celebratory event. Continually look for different ways to express your brand. There are lots of ways to do that, especially if the brand has room to grow and expand. As your store evolves, you may find that you’ll want to redefine your retail direction, reclarifying what you do and how you communicate that to the customers you target. You’ll know that your brand is working successfully when you attract the customers you want. Along with building a stronger customer base, an effective brand embodies your store’s true personality and spirit. It also exudes creativity and integrity, and regularly expresses itself consistently along all avenues of communication with your customers and vendors. When that happens, you’ve got a vehicle that can only drive your business further in the direction you want it to go. Claire Sykes is a freelance writer based in Portland, Ore. She’s contributed to numerous business and trade magazines for decades. inSpire. inForm. inStore.

R AI AT US TF ND GIF 03 FI O 74 NT H RO OT TO BO

step into the world of

Come see these collections and new Fall & Holiday 2019 at Toronto Gift Fair!

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Vitantonio Cervello Super Automatic Coffee Machine • User Friendly touch Screen with Interface • Double Boiler System Cup Warmer • Ceramic Burr Grinder • Creates Perfect Cappuccino, Lattes and Americano • Patented Self Cleaning Brew Unit • Limited 1 Year Warranty • Fabbricato In Italia

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Set the Table The latest products for at-home entertaining

Grey Matter

A sophisticated assortment for the kitchen and table 1/ Insulated wine bottle, $21.99 retail, Nexten Pro, www.nextenpro.com

2/ Mini fondue set, $14.99 retail, Nostalgia Imports Canada, 800-785-7855, www.nostalgia-import.com 3/ Modern Sprout herb-growing kit, $30 retail, David Youngson & Associates, 800-370-4857, www.youngson.com 4/ Insulated tumbler, $14.99 retail, Nexten Pro, www.nextenpro.com 5/ Salt and pepper shakers, $10 retail, Abbott, 800-263-2955, www.abbottcollection.com

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COLLECTION

Textiles for a well-dressed

KITCHEN

Toronto Gift Fair David Youngson & Associates International Centre Hall 2 Booth #2116 www.Youngson.com (800) 370-4857 ext. 123

WWW.KAYDEEDESIGNS.COM (p) 800-537-3433 • (f) 800-272-0724 ORDERS@KAYDEEDESIGNS.COM

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Set the Table The latest products for at-home entertaining

Grey Matter

A sophisticated assortment for the kitchen and table 1/ Tea towel set, $17 retail, Harman Imports, 800-363-7608, www.harmaninc.com

2/ Tea towel set, $17 retail, Harman Imports, 800-363-7608, www.harmaninc.com 3/ Floor 9 bowl cover set, $29 retail, Design Home Gift & Paper, 800-663-9950, www.designhome.ca 4/ Duck-shaped pate plate, $25 retail, Abbott, 800-263-2955, www.abbottcollection.com 5/ Serving board, $45 retail, Harman Imports, 800-363-7608, www.harmaninc.com

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Colour Pop A bright burst of colourful tabletop and kitchenware

1/ Reusable straws, The Tate Group, 416-504-8047, www.thetategroup.com

2/ Tag melamine salad plate set, $42 retail, Design Home Gift & Paper, 800-663-9950, www.designhome.ca 3/ Cork-backed placemat from Now Designs, $36 retail for four, 888-632-6422, www.danicaimports.com 4/ Swig kid bottles, $38.99 retail each, Edenborough, 800-265-6398, www.edenborough.com 5/ Vinyl placemat, $6 retail, Harman Imports, 800-363-7608, www.harmaninc.com

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T O R O N T O G I F T FA I R : B O O T H 2 2 0 5 , H A L L 2 , I N T E R N AT I O N A L C E N T R E A L B E R TA G I F T F A I R : B O O T H 2 1 2 1 , H A L L E SHOP ONLINE wholesale.aprilcornell.ca

FIND YOUR LOCAL SALES REP & MAKE AN APPOINTMENT 877-662-7745

EMAIL US wholesale@aprilcornell.net

Feminine Touch A pretty array of table accents

1/ Oil cloth, $65 retail, April Cornell, 877-662-7745, wholesale.aprilcornell.ca

2/ Cork-backed placemat, $35 retail for four, Harman Imports, 800-363-7608, www.harmaninc.com

3/ Glazed ceramic pitcher, $17 retail, Forpost Trade, 800-269-1167, www.forpost-trade.ca 4/ Glass carafe, $9.99 retail, Nostalgia Imports Canada, 800-785-7855, www.nostalgia-import.com 5/ Pampa Bay serving platter, $99.50 retail, Design Home Gift & Paper, 800-663-9950, www.designhome.ca 6/ Cotton table runner, $38 retail, April Cornell, 877-662-7745, wholesale.aprilcornell.ca

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Toronto Gift Fair Booth 12434 Trends Apparel Show Booth 1000

www.foundary.ca contact@foundary.ca 1-866-338-6924

Fashion F rward

The latest fashion and jewellery trends

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Distributed in Canada by Fashion Import Ltd. Toronto Gift Fair - Toronto Congress Centre - Booth 11063 www.fashion-import.com

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Black is Back

In fact, it never goes out of style

1/ Gatsby earrings, $34 retail, Foxy Originals, 416-439-0887, www.foxyoriginals.com 2/ Necklace, $109 retail, Myka Designs, 604-324-00020, www.mykadesigns.com

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3/ Glory hoop earrings, $34 retail, Foxy Originals, 416-439-0887, www.foxyoriginals.com 4/ Folio, $30 retail, Danica Studio, 888-632-6422, www.danicaimports.com 5/ Linen scarf, $55 retail, Pokoloko, 844-476-5656, www.pokoloko.com 6/ French Connection tote, $160 retail, Cabrelli Group, 800-784-4750, www.cabrelli.ca

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Easy, Breezy

A perfect assortment for sea-side strolls

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1/ Canvas jewellery bangle set, $54.50 retail, Design Home Gift & Paper, 800-663-9950, www.designhome.ca 2/ Teardrop earrings, $79 retail, Myka Designs, 604-324-00020, www.mykadesigns.com 3/ Striped cotton dress, $138 retail, April Cornell, 877-662-7745, wholesale.aprilcornell.ca

4/ Adjustable sea glass bracelet, $20 retail, BEJ Jewelry, 403-340-0742, www.beljewelry.com 5/ Cotton gauze tunic, $59 retail, Baba Imports, 647-389-4503 6/ Believe necklace, $30 retail, Foxy Originals, 416-439-0887, www.foxyoriginals.com 7/ Cotton gauze pants, $59 retail, Baba Imports, 647-389-4503

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READING GLASSES • SUNGLASSES • ACCESSORIES

Spring 2019 Collection OPRAH’S FAVORITE THINGS

Third Year in a Row!

Style Shine On

peepers.com/wholesale | 800.348.2508

Style Soul Surfer

TORONTO GIFT FAIR January 27-31 International Centre Hall 2 | Booth #2022

Style Pebble Cove

1.800.370.4857 shadowbox-youngson.com

Global Vibes

A laid-back look with subtle hints of colour 1

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1/ Bracelet, Anne Marie Chagnon, 877-818-0499, www.annemariechagnon.com 2/ Leather crossbody, $100 retail, Cabrelli Group, 800-784-4750, www.cabrelli.ca 3/ Earrings, $19.90 retail, World Folk Art Imports, 800-567-2670, www.worldfolkart.com

4/ Anju necklace, $34.99 retail, Edenborough, 800-265-6398, www.edenborough.com 5/ Turkish towel, $42 retail Pokoloko, 844-476-5656, www.pokoloko.com

6/ Necklace, Anne Marie Chagnon, 877-818-0499, www.annemariechagnon.com

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Hoop Dreams

Circles are at the centre of attention

1 3 1/ Twisted hoop earrings, $40 retail, Fab Accessories through David Youngson & Associates, 800-370-4857, www.youngson.com

2/ Monogram necklace, $45 retail, Fab Accessories through David Youngson & Associates, 800-370-4857, www.youngson.com 3/ Twisted hoop necklace, $45, Fab Accessories through David Youngson & Associates, 800-370-4857, www.youngson.com 4/ Three strand necklace, $77 retail, Myka Designs, 604-324-00020, www.mykadesigns.com 5/ Beatrix earrings, $30 retail, Foxy Originals, 416-439-0887, www.foxyoriginals.com

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socksmithcanada.com it’s time to make your fashion statement with flirty & femme leggings!

all one size  all wrapped up  all so fabulous

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Sourcing Ethical Products A Primer on Common Certifications, Terms and Labels By Sarah Jean Harrison There are a lot of terms and labels tossed around to describe “do-good” products, but what exactly does ethically sourced or B Corp Certified mean? Improve your sourcing strategy with this handy primer.

s consumers increasingly demand products that have “do-good” credentials, retailers are often left scrambling to choose products with the “right” certifications and assertions. How do you navigate the plethora of terms and labels, let alone choose the correct product mix for your retail space? The team at the Buy Good, Feel Good Expo are experts in just this type of navigation. We work exclusively with products and brands which are committed to social impact and sustainability, and we’ve pulled together this primer of common certifications, terms and labels.

ETHICALLY SOURCED

The term “ethically sourced” (also ethically produced) is a general term that refers to a product or service which attempts to be mindful of people and the planet. Many ethical brands claim this term as a shorthand for their internal aspirations and accomplishments, whether they’re working towards a bench mark like circular production, zero waste or vegan sourcing. While often used in good faith, this term is not regulated www.instoremagazine.ca

and is best accompanied by a relevant certification or a clear and transparent supply chain.

FAIR TRADE 101

Fair trade refers to a set of principles for businesses that support workers, often in developing nations, in creating sustainable living and working conditions. Traditionally fair trade has been applied to food staples like sugar and coffee, but today it’s expanding to fashion, jewellery and artisanal goods. There are several certifying bodies within the fair-trade spectrum that span both the national and international scope. The Fair Trade Federation (FTF), a North American membership-based trade association, is dedicated to promoting businesses that are socially and environmentally responsible in everything they do aka “360 fair trade.” While not a certifying body, the FTF logo is licenced to members to indicate the values by which they operate. www.fairtradefederation.org The World Fair Trade Organization (WFTO) is an international community of fair-trade businesses that spans 70 countries. They do not certify products but offer an assurance mechanism that guarantees a business

or organization is implementing the principles of fair trade throughout their supply chain and organization. Members that pass the stages of assessment can use the WFTO label on their products. www.wfto.com Fairtrade Canada is the Canadian arm of Fairtrade International, an organization which offers fair-trade certification via the independent certification body FLOCERT. Passing this rigorous certification process allows for the use of the well-known blue and green Fairtrade Mark on products. www.fairtrade.ca

BUSINESS CERTIFICATION

How does a business prove their ethical status if fair trade is not the right fit? Many choose to gain certification from an organization that sets social and environmental benchmarks for a business and holds them to account through a comprehensive auditing system. B Corp is the most well-known business- certifying body in Canada and the USA. With businesses like Ben & Jerry’s and Patagonia on board, B Corp certifies businesses that demonstrate positive social and environmental performance, offer transparency and inStore. Winter 2019

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seek to balance profit and purpose. This certifying body is well respected, comprehensive and widely used among small and big brands. Businesses are required to recertify every three years. www.bcorporation.net

SAFETY

In the rapidly expanding world of health, lifestyle and beauty there are many certifications that assess products based on a variety of categories, such as animal testing, ingredient sourcing, toxicity and transparency. Made Safe and GOTs are two well known international standards. Made Safe is a U.S.-based, nonprofit certifying body for health and beauty products that screens for harmful ingredients such as carcinogens, fire retardants and neurotoxins. Their extensive ingredient database pulls from global scientific research and includes bioaccumulation, persistence, as well as general and aquatic toxicity. The Made Safe seal is granted to products containing 100 percent Made Safe ingredients. www. madesafe.org The Global Organic Textile 114

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Standard (GOTS) is a well-respected international standard for organic fibres, including processing, manufacturing, packaging, labelling, training and distribution of textiles. Certification covers environmental, technical quality, human toxicity and social criteria. Textiles that pass the certification process are granted labeling rights. www.global-standard.org

TRANSPARENCY

As the use of terms like “green” and “ethical” ramp up in the retail space, brands are increasingly being asked to prove their claims with consumerfriendly data. Services that integrate data analysis with front-facing digital assets are emerging to support businesses in assessing and sharing their environmental and social foot print. Green Story, a newcomer to the transparency space, is gaining traction with their “show me the numbers” mantra. Green Story uses technology to help brands analyse and communicate their positive environmental and social impacts with interactive and shareable digital

tools. Each product receives its own Life Cycle Analysis, an internationally recognized procedure for impact assessment. www.greenstory.ca

GIVING BACK

Donating to worthy causes has become standard practice across the business world. Many businesses and brands are turning to organizations like 1% for the Planet, which make donating easy by ensuring the money goes to causes in line with the company’s values. Businesses dedicate one percent of sales (via monetary, in-kind and advertising contributions) to the organization, which then distributes the proceeds to verified environmental organizations. Members use the 1% for the Planet logo and assets to communicate their environmental commitments. www.onepercentfortheplanet.org Sarah Jean Harrison is the co-founder and creative director of Peace Flag House, a digital storytelling and creative agency which works closely with the Buy Good, Feel Good Expo. inSpire. inForm. inStore.

New in 2019 Little Fish Apparel Small scale, BIG impact

FAIR TRADE, ETHICAL, SUSTAINABLE

Clothing & Creations Organic Cotton Alpaca Cashmere Vegetable Ivory

Casa Relief

CGTA Booth 10739 We Give Meaning Celebrating to Your Gifts www.casarelief.com

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years Fair Trade inStore. Winter 2019

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“Where Buyers find what they’re looking for, browse a bit... discover more.” FREE. Convenient. On-line. Anytime.

The industry’s ONLY interactive, customizable, well-curated, digital sourcing tool of its kind. Visual search results from 100’s of brands with direct connections to the quality Canadian and Canada-friendly Suppliers who showcase their Giftware, Home, Lifestyle & Specialty products with us.

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Oh Baby! Our biannual round-up of gifts for babies and kids

Styling by Leslie Groves Photography by Will Fournier

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Oh Baby! 1

Creature Comforts

An adorable array of lovable plush and decor 1/ Stuffed rainbow, $32.50 retail, Jellycat through David Youngson & Associates, 800370-4857, www.youngson.com

2/ Stuffed narwhal, $25 retail, Ganz, 800-263-2311, www.ganz.com 3/ Cuddlebarn story-telling dragon, $50.99 retail, Edenborough, 800-265-6398, www.edenborough.com 4/ Mermaid ornament, $20 retail, Abbott, 800-263-2955, www.abbottcollection.com

5/ Narwhal box sign, $12.50 retail, Ganz, 800-263-2311, www.ganz.com 6/ Stuffed brontosaurus, $24.99 retail, CCR Gifts, 866-989-3622, www.ccrgifts.ca 7/ Stuffed narwhal, $22.49 retail, CCR Gifts, 866-989-3622, www.ccrgifts.ca

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Oh Baby!

Natural Wonders

A down-to-earth collection of toys and tech 1/ Stuffed stegosaurus, $14.99 retail, CCR Gifts, 866-989-3622, www.ccrgifts.ca 2/ Owl bank, $19.99 retail, Nostalgia Imports Canada, 800-785-7855, www.nostalgia-import.com

3/ Mini art block, $27 retail, Cedar Mountain Studios through David Youngson & Associates, 800-370-4857, www.youngson.com 4/ Demdaco wall hanger with removable rattles, $66 retail, Canfloyd, 800-263-3551, www.canfloyd.com

5/ Stuffed bubble bee, $22.50, Jellycat through David Youngson & Associates, 800-370-4857, www.youngson.com 6 Kikkerland toothbrush holders, $3 retail, David Youngson & Associates, 800-370-4857, www.youngson.com

7/ Portable sound machine, $49.99 retail, Kidcentral Supply, 877-218-0395, www.kidcentral.ca 8/ Non-toxic finger paint, $21.99 for set, Kidcentral Supply, 877-218-0395, www.kidcentral.ca

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Oh Baby! 3 2

All That Glitters

A mythical and magical assortment of gifts 1/ Balloon animal piggy bank, $47.50 retail, Made by Humans, 604-275-5570, www.madebyhumans.net

2/ Mermaid ornament, $20 retail, Abbott, 800-263-2955, www.abbottcollection.com

3/ Snowglobe, $19.99 retail, Wild Eye Designs, 800-824-0496, www.wildeyedesigns.com 4/ Creative Co-op unicorn blanket, $73.50 retail, Design Home Gift & Paper, 800-663-9950, www.designhome.ca 5/ Mud Pie tote, $31.50 retail, Design Home Gift & Paper, 800-663-9950, www.designhome.ca

6/ Heart bracelet, $24 retail, Foxy Originals, 416-439-0887, www.foxyoriginals.com 7/ Peter Pauper Press journal, $15.99 retail, David Youngson & Associates, 800-370-4857, www.youngson.com

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inSight Guest Expert

Ring in More Than Just the New Year Repurpose products that didn’t find a home during the holidays By Leigh Walters

ome January, even the most seasoned buyers are faced with the challenge of moving orphan products that didn’t find a home for the holidays. What retailer has the space (or cash flow) to sit on excess inventory, especially with trade-show season just around the corner? Instead of marking down these slow sellers, repurpose them as promotional products: you’ll increase your average sale while accelerating sell-through. Here are a few promotional ideas for products which can be used for any transitional season.

Purchase With Purchase

This promo works for most anything; however, it does lend itself to complementary products. How it works: With the purchase of a new, regularpriced item, the customer can buy select items for 30 to 50 percent off or whatever percentage you can afford which will move product quickly.

Gift Baskets

When priced well, gift baskets have a high perceived value. They’re also a great way to move smaller items all at the same time. How it works: Themes work best: pampering, cooking for two, sports, etc. Don’t forget to list what the regular retail value of the items would be if they were sold separately (i.e. value of $xx retail).

Perfect Pairings

Using your average sale as a benchmark, pair products that work well together and which will hit your “sweet spot” aka average sale. How it works: Pairings could include cookbooks and aprons or handbags and wallets. Place the items in a cello bag, add a bow or elegant sticker and be www.instoremagazine.ca

sure to clearly display the regular retail value next to the “Specially Priced” amount. It’s suggestive selling without the suggestion.

The Treasure Hunt

Instead of relegating markdowns to a table at the back of the shop, incorporate them into your feature displays. How it works: Integrate dramatically-reduced products with similar new items. Use social media and store signage to promote your “Treasure Hunt” and list the amount of the deepest discount (i.e. up to 80 percent off ).

Gift-With-Purchase

The “Hail Mary” of moving excess inventory. How it works: There are a couple of ways to structure this promotion. You could offer a gift with a purchase of $50 or more of regular-priced merchandise or you could offer a free gift with the purchase of two or more regularly-priced items.

Pinch Your Pennies

Before “giving” your excess inventory away, be sure to check with your accountant or book keeper. In many instances, the cost of products earmarked for use as gift with purchase can be allocated to marketing and advertising expenses. Leigh Walters is a champion of independent retail. Her unique 360-degree-perspective comes from over 20 years of real-world experience as a buyer, supplier, trainer and brand builder. Walters is the founder of The Republic of Retail where she continues to offer free advice and support to independent giftware, home décor and specialty retailers. www.republicofretail.com inStore. Winter 2019

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inSight Barbara Crowhurst

How To Buy

very year I’m contacted by dozens of retailers who are fed up with overbuying. “I have far too much product left over from last year,” is a common refrain, as is: “My buying mistakes are costing me money.” Thankfully, there’s a straightforward way to avoid buying mistakes. Here’s how:

Step 1: Collect and Review Sales Reports

Pull your 2018 sales reports by month, category, brand, supplier and most importantly – item. Analyze these reports as percentages sold against total sales. As you review the percentages, carefully review the categories, brands and suppliers which contribute five percent or less to your total sales. Remember, there is money tied up in these poor performers. I recommend you invest money on the products that give you the best results and get rid of the weak performers to free up money you can use to test new products.

Step 2: Set Desired Sales Increases & Buying Budgets Now it’s time to decide if you’re going to meet last year’s sales numbers or if you’re going to work smarter and increase your sales. I would suggest setting a target increase of 10 percent. Take the information you gathered in step one and set the numbers by month and suppliers. (Feel free to email me at retailmakeoverca@gmail.com for a free template.) Set your buying budget by taking last year’s actual sales numbers, adding a reasonable percentage increase and multiplying that number by 55 percent to arrive at your buying budget for 2019. Be sure to set individual budgets by supplier and brands as well. For example, if your projected sales for a brand, including your

www.instoremagazine.ca

BUYING BASICS Use your historical data to track a course for success in 2019.

Get rid of your weak performers and focus on the products that give you the best results. annual sales increase, is $20,000, the buying budget for that brand would be around $11,000. Make sure you have these budgets on hand when you’re visiting supplier showrooms and trade shows as you’ll be more likely to buy what you can sell. Barbara Crowhurst is a business coach and store designer who works with clients around the world. www.retailmakeover.com

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inForm CanGift Connects

Happy New Year! Wishing all a year filled with personal and professional success By Anita Schachter

new year presents a blank slate, full of new promise and opportunities. While 2018 was a year of much activity, we are preparing for a historic year ahead as we introduce a new name and branding for our Toronto and Alberta markets in August 2019. We’re redesigning the experiences and amenities of the shows with our retailer community in mind.

We are preparing for a historic year ahead as we introduce a new name and branding for our Toronto and Alberta markets in August 2019. Whether you prefer keynote presentations and one-onone consultations onsite at the shows or seasonal webinars offered through our website, we are invested in your success year-round. No time for live webinars? Access our archived

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webinars with industry experts Andrew Pike, Natalie Tan and Ani Nersessian. While on our website feel free to explore the numerous articles, blogs and tips geared toward independent gift, home and fashion retailers. This year will be an exciting, transformative year for CanGift and our events. We hope these changes inspire you with similar creativity. Submitted by CanGift President & CEO Anita Schachter on behalf of the Canadian Gift Association’s Board of Directors. For more information about the association, please visit www.cangift.org.

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Winter 2019

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