Fall 2016

FALL 2016

THE DEFINITIVE RESOURCE FOR INDEPENDENT LIFESTYLE RETAILERS

THE LOWDOWN ON HOT BUYS AND TRENDS FOR

ROCK THE TERRARIUM TREND!

SPRING 2017

INCREASING FOOT TRAFFIC BUYING & SELLING OUTDOOR DÉCOR

Spring Eternal

A M E R I C A ’ S

VISIT US

|

P R E M I E R

H A N D B A G

AMERICASMART ATLANTA

|

A C C E S S O R I E S

January 10th - 17th, 2017

Change Service Requested

888.334.3099 | VHCBRANDS.COM

&

W H O L E S A L E R

Great American Media Services P.O. Box 128 Sparta, MI 49345

MAKING SPIRITS BRIGHT

Cookware | Bakeware | Tableware | Accessories

contents

inStore VOL. 03/NO. 01

24

THIS ISSUE

Fall 2016

inSight DEPARTMENT

5 Mailbox Readers tell us what they think about InStore!

7 Hello!

18 Shop Profile From its century home enclave, Gilstorf & Gray exudes a wonderful sense of history and nostalgia

inStock

inStyle

DEPARTMENT

FEATURE

8 Pretty Plates Fresh tableware for spring 10 Spring Scents Fragrance bouquets 12 Take Care Products that Pamper FEATURE

34 Spring Soirées Our favourite entertaining finds

49 Spring Styles

Jewels, gems, clothing and accessories

44 Home Décor Trends

Three home décor styles we’re loving for spring

53 Increasing Foot Traffic Boost business among your current customer base with strategic marketing techniques FEATURE

41 The Show Circuit *For Vendors!

A trade show doesn’t stop producing a return on investment once the loading dock doors roll down

By Marilyn Nason

18 inForm DEPARTMENT

14 News & Notes New lines, launches, industry goings-on and upcoming trade shows 55 CanGift Connects Sweeping changes in store for shows FEATURE

24 Trendy Terrariums

How to rock the terrarium trend

By Leslie Groves

28 Buying & Selling Décor for the Outdoors

By Sue Warden

www.instoremagazine.ca

inStore. Fall 2016

3

inSpire. inForm

THE DEFINITIVE RESOURCE FOR INDEPENDENT LIFESTYLE RETAILERS

Attention Retailers

Editor & Publisher Erica Kirkland ekirkland@instoremagazine.ca Design & Layout JM Design Contributing Editors Barbara Crowhurst, Leslie Groves

Advertising Inquiries advertising@instoremagazine.ca Editorial Submissions editorial@instoremagazine.ca Mailing Address 103 Niska Drive Waterdown, ON L8B 0M8 Contibutors Barbara Crowhurst, Castlerock Studios, Will Fournier, Leslie Groves, Marilyn Nason , Anita Schachter, Sue Warden

There are successful; very successful retailers all around.

LET’S GET YOU ON THAT LIST!

Seeking a customized retail training program?

Specifically designed to help you achieve results that last Easily fits into your budget

Your Business + Your Goals + Our passion

InStore is published four times a year for independent retailers in Canada selling giftware, home décor, fashion accessories and lifestyle items. The magazine is mailed to 12,000 stores including gift, home décor, hardware, pharmacy and florists. © 2016 InStore Magazine. The contents of this publication are the property of InStore. 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

by Barbara Crowhurst 905-686-8898 retailmakeoverca@gmail.com www.retailmakeover.ca

1 4RetailMakeOverAd_Summer2016.indd inStore. Fall 2016

2016-07-03 6:17 PM

inSpire. inForm. inStore.

inSight Mailbox

Tell us what you think!

R

Home & Garden Division of Christmas Tradition

Thank you to everyone who took the time to write and provide feedback on the Summer 2016 issue! If you have something you’d like to share, email editor Erica Kirkland at ekirkland@instoremagazine.ca.

Create

Inspired in Hamilton

The magazine looks marvellous. Not surprised, as you were determined to make it a success. So inspiring!

Abby Kanak Pure Home Couture Hamilton, Ont.

your own green space, wherever you are.

Love from Alberta

I love the magazine! It’s always full of great content and very useful information.

Heather Gunn-Kiomall Peaches Gift Boutique Airdrie, Alta.

Love from Orleans

I love receiving your magazine!

Paula Hroncich Johnathan’s Country Patch Orleans, Ont.

Because Lifestyle Matters

Hard Work Rewarded

Thanks for all of the hard work you do to keep the magazine going.

The latest issue looks fabulous, as always.

Alison Slorach Stargazer Originals

www.instoremagazine.ca

ct-lifestyle.com 1-800-561-5515

inStore. Fall 2016

5

inSight Hello

New Beginnings Spring surrounds us with the reality and possibilities of renewal. The flowers, grass and trees sprout anew, reinforcing the idea that we can choose to recreate ourselves and our environments. If you’re reading this while knee-deep in pinecones, it may be challenging to see spring’s forthcoming forest from the Christmas trees that surround you, but we hope this issue’s fresh ideas provide inspiration to refashion and reinvent your store and inventory for spring while you attempt to survive the craziness of the holidays If you need a refresher course on buying outdoor and seasonal décor for spring, check out the how-to article, Buying & Selling Outdoor Décor (page 28). We commissioned seasoned television host, designer, author and former retailer, Sue Warden, to write an instruction piece that dives into the nitty gritty details of what to buy and why.

The lull that follows the holiday rush is the perfect time to evaluate your customer base and marketing programs. In her column (page 53), retail coach Barbara Crowhurst outlines how to increase foot traffic from your current customer base.

We even have an insight piece for vendors, the Show Circuit (page 41). As we gear up for the trade show season, this article offers insight into why a trade show shouldn’t stop producing a return on investment for exhibitors once the loading dock doors roll down.

Whether your business is budding like a new bloom or mature, the beauty and renewal of spring provides inspiration for all.

my fav...

My infatuation with miniatures combined with a lack of interest in gardening have resulted into a love of terrariums – and I’m not the only one.

These self-contained eco systems are trending in both home décor stores and garden centres. The store profiled in this issue, Gilstorf & Gray (page 18), partnered with a local florist for a terrariumbuilding workshop, which we thought was a great idea - it inspired us to present readers with a how-to on terrariums (page 24).

in this issue We’ve pulled together the latest, must-have items for spring in a variety of

www.instoremagazine.ca

categories beginning with a roundup of pretty plates and bowls (page 8). Vendors responded on mass to our call for new entertaining products, resulting in four full pages of must-have items for spring

soirées (page 34).

On page 44, we present styled shots of three home décor trends that have sprouted for spring, and you’ll also find the latest fashion accessories and jewellery (page 49), candles (page 10) and personal care

products (page 12). Have fun sourcing from our selection of spring picks!

inStore. Fall 2016

7

Pretty Plates

inStock Round-up

Set a fresh table for spring with the latest and prettiest tableware

2

1

1/ Melamine platter from Tag, $63 retail, Design Home Gift & Paper, 800-663-9950, www.designhome.ca 2/ Pink plate, $9 retail; pink bowl, $7.50 retail, Canfloyd, 800-2633551, www.canfloyd.com

3

3/ Small bowl with daisy flowers, $7.50 retail, Torre & Tagus, 800423-4417, www.torretagus.com 4/ Melamine salad plate from Tag, $60 retail for four, Design Home Gift & Paper, 800-663-9950, www.designhome.ca 5/ Retro plates, $13 retail each, Indaba Trading, 800-746-3222, www.indabatrading.com

4

6/ Bowl, $16 retail, Indaba Trading, 800-746-3222, www.indabatrading.com

6

5

8

inStore. Fall 2016

inSpire. inForm. inStore.

BONAVISTA BOVI HOME 514 273 6300 / 1 800 361 6695 • info@bovihome.com www.bovihome.com Come visit us at the CGTA – Hall 8 Booth 8487

MONTREAL

TORONTO

ATLANTA

LAS VEGAS

DALLAS

inStock What We’re Loving

Spring Scents

2

1

Set the scene for spring sales with fresh fragrance bouquets

1/ Ceramic matte-finish candle from Quotable, David Youngson & Associates, 800-370-4857, www.youngson.com 2/ Fresh Apple scented jar candle from Bridgewater, $25 retail, Candym, 800-263-3551, www.candym.com 3/ Exotic tobacco-leaf scented soy candle made in Canada, $26 retail, Lifestyle Market, 647-779-8206, www.lifestylemarket.ca

3

4/ Hand-blown glass jar candles from Lafco, from $60 retail, David Youngson & Associates, 800-370-4857, www.youngson.com 5/ Natural wax scented candle from Max Benjamin, $49.99 retail, David Shaw Designs, 800-489-7429, www.davidshawdesigns.com

4

5 10

inStore. Fall 2016

inSpire. inForm. inStore.

inStock

Take Care

What We’re Loving 2

Help customers recover from a long winter with products that pamper

1

1/ Via Mercato soap made from shea butter, glycerin, olive and coconut oils, European Soaps, 800-426-9260, www.europeansoapswholesale.com

4

2/ Aromatherapy necklace can be scented with essential oils, $35 retail, Finesse Home, 604-885-5494, www.finesseoils.com

3

3/ Floral water spray with essential oils and absolutes, $17.95 retail, Nature’s Essential Garden, 877-445-0292, www.naturesessentialgarden.com

4

4/ Gift-boxed sleep therapy set with aromatherapy spa mist, warming wrap and eye pillow, $79.95 retail, Warm Buddy, 888-649-0649, www.warmbuddy.com

4

12

inStore. Fall 2016

inSpire. inForm. inStore.

inForm

Inside Track

News & Notes

News & Notes

NEWS IN BRIEF

THE GOODS

Décor Reeds New reed diffusers from Yankee Candle are gift packaged with a window box that showcases the neutral-coloured fragrance oil. The sets are currently available in three fragrances for the holidays – Balsam & Cedar, Sparkling Cinnamon and Christmas Cookie. Eight new fragrances will be launched in time for spring. $24.99 retail, 800-370-4857, www.youngson.com

Festive Fragrance Upper Canada has added a new holiday fragrance to its popular Brompton & Langley Collection. Wild Fig & Berry is a lusciously sweet fragrance of wild figs balanced with the lively aroma of fresh wild berries. 800-548-4097, www.uppercanadasoap.com

Gift A Green David Youngson and Associates is helping customers give gifts that grow with products from Gift-a-Green. The self-contained gifts include a greeting card on the outside while the pouch acts as a pot for the seeds and soil inside. Gift-a-Greens can be mailed anywhere in Canada simply by adding a stamp to the outside, making it a truly all-inone gift. $9.99 retail, 800-3704857, www.youngson.com

14

inStore. Fall 2016

Stephen Flatt Finalist for Entrepreneur of the Year Stephen Flatt, the president of Upper Canada, has been chosen as a finalist in the prestigious Ernst & Young 2016 Entrepreneur of the Year Awards. Flatt along with brother Joel purchased Upper Canada in 2002. In the ensuing 14 years, the pair has worked to build the company into a leading distributor and innovator of bath, beauty and wellness products with distribution throughout Canada, the United States and the United Kingdom.

Stephen spends a great deal of his time traveling all corners of the globe assessing other beauty markets and meeting with leading beauty manufacturers to bring unique ideas to market, launching on average more than 500 products a year.

“I’m thrilled to be selected as one of the finalists,” he said. “Without a doubt, this is a very exciting time for me and all the employees at Upper Canada. Our determination and passion for the beauty business is undeniable and it thrills me to get this recognition on behalf of my company.”

inSpire. inForm. inStore.

Quality you can trust For the largest selection of therapeutic ◆ Essential Oil Starter Kits grade essential oils in Canada. Talk to ◆ Ultrasonic Diffusers us for all your aromatherapy needs. ◆ Extensive Aromatherapy Range ◆ Entry level Starter Sets ◆ Private Labelling

Call us to discuss your aromatherapy needs today: 1-604 885 5494

www.finesseoils.com e: sales@finesseoils.com

Proudly manufactured in Canada: Finesse Home - Sechelt - BC

16

inStore. Fall 2016

Kanada-gb

The creation of a profitable product assortment starts at Christmasworld. Order the best decorations for all festive events during the year from top international exhibitors. And discover in the new Floradecora product area how to help stimulate sales with fresh flowers and ornamental plants.

Buy your ticket (including free public transport) at a discounted advance sale price: christmasworld.messefrankfurt.com info@canada.messefrankfurt.com Tel. 905-824-5017

inSpire. inForm. inStore.

DU: 10.10.2016

Happy New Business!

63487-019_CW_allgemein_Instore_Magazine_90,5x234_Kanada-gb • FOGRA 39 • CMYK • mr: 08.09.2016

Information and tickets at ambiente.messefrankfurt.com Tel. 905-824-5017 info@canada.messefrankfurt.com

DU: 14.10.2016

Kanada

Interaction between idea and realisation, design and craft, concept and market.

At the world’s most important consumer goods trade fair.

Living

10 – 14. 2. 2017

63574-012_AM_allg_Handel_InstoreMagazine_90_5x234 • 105x297 mm • FOGRA 39 • CMYK • tg: 26.09.2016

the show

Seasonal Decoration at its best 27 – 31. 1. 2017

Show Calendar

inForm News & Notes

JANUARY

THE GOODS

Quebec Retail Fair January 16 – 19, 2017 www.tradersforum.ca Las Vegas Market January 22 – 26, 2017 www.lasvegasmarket.com Christmasworld January 27 – 31, 2017 christmasworld.messefrankfurt.com Paperworld January 28 – 31, 2017 paperworld.messefrankfurt.com

Peel-Off Polish ShuShu Kids’ line of beauty products for children includes the peel-off nail polish shown here. The non-toxic, odour-free and water-based products are safe for all young kids to use, and the packaging is super cute. ShuShu bunnies have their own names and personalities to help children develop positive character strengths. Other products in the line include regular nail polish, nail polish remover, nail stickers and lip crayons.

Distributed by Stella Sales. 416-424-4919, www.stellasales.ca

E-Cloths Introduces Bilingual Packaging E-Cloths Canada, a division of Derco Horticulture, recently announced that all E-Cloth products are now available in fully bilingual packaging. In addition, the new bubble logo is featured prominently on the packaging to give the range a coordinated look.

E-Cloths are among the leading products in the chemicalfree cleaning category. The cloths remove over 99 per cent of all bacteria and germs just using water and are guaranteed for three years. www.e-clolths.ca

Correction!

Mode Accessories Show January 29 – 31, 2017 www.mode-accessories.com

By Hand January 29 – February 1, 2017 www.byhand.ca Toronto Gift Fair January 29 – February 2, 2017 www.torontogiftfair.org FEBRUARY Atlantic Craft Trade Show February 4 – 6, 2017 www.actshow.ca NY Now February 4 – 8, 2017 www.nynow.com

In the Summer 2016 issue of InStore, the retail price for the silk and bamboo pillow cases from Therapie was incorrectly listed.

Ambiente February 10 – 14, 2017 ambiente.messefrankfurt.com

The correct price is $62 retail per pillowcase.

Therapie can be reached at 306-764-9020, www.ilovetherapie.ca

Alberta Gift Fair February 26 – March 1, 2017 www.albertagiftfair.org

www.instoremagazine.ca

inStore. Fall 2016

17

inSight Shop Profile

RICH HISTORY

From its century home enclave, Gilstorf & Gray exudes a wonderful sense of history and nostalgia, enticing their cottage-country clientele inside for a closer look

The tiny town of Bobcaygeon in the Kawartha Lakes region of Ontario is transformed in the summer as 9000 temporary visitors come to cottage

18

inStore. Fall 2016

T

he cottagers that descend on mass to the tiny town of Bobcaygeon, Ont., during the summer months have a plethora of boutique stores to peruse, but none more beautiful than Gilstorf & Gray.

Like many store owners, Robin Burrows dreamed of owning a shop while toiling

away in the corporate world.

After selling a database marketing company in 2012, Robin and her husband, Joe Yusiw, had the means to pursue that reverie.

The pair escaped the hustle and bustle of city life, leaving their Toronto-area abode to live full time at their cottage just outside Bobcaygeon. inSpire. inForm. inStore.

Gilstorf & Gray Rich with historical references, Gilstorf & Gray transports customers back to a simpler time while immersing them in a 21st century ‘old general store’

In 2013 they purchased the century home that houses Gilstorf & Gray and spent a considerable amount of energy renovating before opening their doors on Victoria Day weekend in 2014.

A heritage building is a fitting platform for Robin’s vision: a 21st century ‘old general store’. Rough-hewn www.instoremagazine.ca

materials, weathered structural beams, vintage furniture and an antique cash register set the scene. The store’s price tags are adorned with old family portraits and a playlist of tunes from the 20s 30s and 40s purrs in the background.

Customers will not find products that exist entirely to entice sales nor collectible

Weathered structural beams, vintage furniture and an antique cash register set the scene. inStore. Fall 2016

19

items that encourage repeat visits. For Robin and Joe, the bottom line isn’t the only deciding factor when it comes to buying and sourcing. Of course, the venture is monetarily worthwhile, otherwise they wouldn’t be willing to work the hours they do.

Gilstorf & Gray’s unique aesthetic is fully immersive. The environment is at once both serene and stimulating. Farmhouse chic, industrial and French country are apropos narratives.

The palette draws heavily from neutrals so that the rich textures of wooden rolling pins, linen sheets and woven baskets take centre stage.

Many of the shop’s products are sourced from Europe, discovered during Robin and Joe’s many jaunts overseas, in addition to the works of Canadian artisans and finds unearthed at the Toronto Gift Fair. In between dedicated buying trips, Robin constantly monitors social media and consumer magazines.

Unlike most Canadian retailers, Gilstorf & Gray’s bottom line does not hinge on the fourth quarter, although they do have an equally tight time frame, Victoria Day to Labour Day, to conduct the bulk of their business. With Bobcaygeon’s population swelling from 3000 to 12,000 during the summer months, this is ‘make it or break it time’, when the store will welcome loyal cottage customers along with day trippers.

While a contingent of local customers will pop by, the customer base is primarily made up of the cottagers who come from the city. That business dries up in the winter months, along with local traffic as so many residents of Bobcaygeon fly south for the winter. After Christmas, Gilstorf & Gray closes its doors, so Robin and Joe can recharge. They spend this time reflecting on the year that was while conjuring up the dreams they will pursue when the doors open once again in the spring.

20

inStore. Fall 2016

inSpire. inForm. inStore.

#BeRetailReady

Vancouver Candle Company

E x p lo r e NEW IDEAS TORONTOGIFTFAIR.ORG

JAN 29 - FEB 2, 2017 | TORONTO, ON

Spring into Action www.instoremagazine.ca

inStore. Fall 2016

23

Trendy Terrariums HOW TO

rock the terrarium trend

24

inStore. Fall 2016

inSpire. inForm. inStore.

Succulent garden in bowl, Abbott, 800-263-2955, www.abbottcollection.com; wooden bird on wire, North American Country Home, 888-303-2221, www.northamericancountryhome.com; terrariums, glass dome, small plants in burlap, Nostalgia, 800-785-7855, www.nostalgia-import.com; butterfly framed prints, Raz Imports, 800-443-3540, www.razimports.com

Shutter Style

Shutters are a great alternative to hanging pictures on the wall which can result in unsightly holes, chipped paint and scratches. Attach prints with wire for easy removal upon sale.

Tips for Success

Terrariums continue to trend, and are incredibly versatile.

They’re fun to make and a fun gift to give. You can bring the trend to your store by creating your own or by helping customers create their own miniature gardens with terrarium workshops. Real flowers and faux look equally appealing.

When using live plants, keep the following in mind: • Closed terrariums require very little water as humidity remains trapped inside • Terrariums with open tops require more frequent misting to help replenish the moisture that evaporates • Succulents require even less water, if any at all, but should sit more directly in the sun • To retain moisture, add a drainage layer with coloured sand or gravel, pebbles and moss

Styling and text by Leslie Groves Photography by Will Fournier

www.instoremagazine.ca

inStore. Fall 2016

25

Story Telling Every good display tells a story. Simply placing products on a table may work in some stores, but a truly inspiring vignette invites customers inside for a closer look. Here we used wooden accents, tall palm leaves, an antique table and butterfly prints to impact an end-use environment and connect the products.

26

inStore. Fall 2016

inSpire. inForm. inStore.

#BeRetailReady

EXPERIENCE NEW TRENDS ALBERTAGIFTFAIR.ORG

FEB 26 - MAR 1, 2017 | EDMONTON, AB

Buying

28

inStore. Fall 2016

inSpire. inForm. inStore.

ng & Selling Décor for the Outdoors

Year after year, the scent of spring and the warm weather draws customers outdoors, and the trend of recreating a warm living room al fresco still runs strong | By Sue Warden BUYING

GLASSWARE

The possibilities are endless, and so are the choices.

Manufacturers create outdoor themes for a reason – to make the buying process simpler. Not only do themes result in an appealing look at the store level, but they also make it easier for customers to purchase a cohesive look.

Choose an assortment of acrylic and glass wine glasses and tumblers.

Acrylic is great for poolside, but some customers prefer real glass, so stocking an assortment of both works well.

Clear works with any theme and colour combination, and is therefore a great starting point. If budget and store space allows, add coloured glassware that works within the themes and colour stories chosen.

TABLEWARE For a unified presentation, coordinate fabric placemats, napkins, table runners and charger plates. Nature’s tones always sell, so choose a selection of browns, greens and other natural hues. Mix solids and patterns within a theme. Ensure all basics are covered such as outdoor cutlery and paper napkins. Add interesting candles.

Tea lights come in an assortment of shapes and sizes, resembling flowers and bulbs. Torch-style candles are also popular and can easily be displayed in buckets of sand.

www.instoremagazine.ca

inStore. Fall 2016

29

Contact us if you’re looking for any of the following: • Toys made of natural materials, especially wooden toys • Toys that are made by companies operating in a socially responsible manner • Children’s products that are made in a sustainable way VISIT US AT TORONTO GIFT FAIR HALL 10, BOOTH # 10213

30

inStore. Fall 2016

PHONE: 905-910-1558 www.EcoParade.com

inSpire. inForm. inStore.

Shopping List Don’t leave your store without our handy outdoor décor buying checklist!

Create appealing displays of outdoor décor by sticking to one or two different colours and themes (or more if you have the room). Source the following products to coordinate within each.

CHAIR PADS, COIR MATS AND AREA CARPETS Chair pads are a great way to bring in a little pattern. Mix stripes with floral and small prints to encourage customers to mix and match. Stock upright chair pads, and if you have the room, lounger styles too.

Coir mats are versatile and functional, while outdoor area carpets add the finishing touch to outdoor rooms by defining a gathering spot. www.instoremagazine.ca

POTS AND ACCESSORIES Carrying a good array of pots will allow customers to match their plantings with their outdoor décor.

Again, work within the colour themes you’ve chosen and vary sizes for use on larger and smaller surfaces. Garden accessories are very popular. Candle stakes, statuary pieces and garden markers are in demand every year.

•

Candles (decorative and citronella)

•

Chair pads

•

Charger plates

•

Clear acrylic wine glasses and tumblers

•

Clear glass wine glasses and tumblers

•

Coir doormats

•

Coloured glassware if budget and space allows

•

Flatware

•

Napkins (fabric and paper)

•

Outdoor area carpets

•

Outdoor burners

•

Permanent botanicals

•

Placemats

•

Pots in various sizes

•

Table runners

inStore. Fall 2016

31

LIGHTING Outdoor burners are a wonderful way to add ambient lighting to outdoor spaces and a bit of heat during cool spring and summer evenings. There are tabletop varieties as well as larger patio styles. Ensure the fluid you purchase is environmentally friendly.

PERMANENT BOTANICALS Good quality artificial flowers, plants and shrubs, referred to as permanent botanicals, can be remarkably botanically correct, making it difficult to tell the artificial from the real thing.

This has provided customers with options not available in the past, such as putting an artificial shrub in an area in the garden where a live one will not grow, or adding a beautiful bouquet of permanent flowers to the table.

Also available are wonderful varieties of trailing greenery and flowers, such as fuchsia and geraniums.

Look for products that are labelled “indoor and out” and which are UV protected, and guaranteed not to fade when subjected to intense sun.

32

inStore. Fall 2016

MERCHANDISING

of a combination of colour and texture.

Merchandise outdoor ware similar to Add basic neutrals to your displays, the way a customer would envision such as clear glass hurricanes and it in their own environment. Create vases, to extend the offering and place settings on a picnic table and increase sales. display placemats, napkins, glassware, flowers and charger plates to simulate SELLING an outdoor event, with baskets of extra product close by.

Nothing sells outdoor decor like a Encourage add-on sales by setting summer event. A barbeque outside individual tea lights and candles at each with refreshments and treats for the place setting. Incorporate napkin rings, kids will let your customers know cutlery and serving pieces. Colour block they’re appreciated. Offer tastings of and keep themes together. Customers dips, condiments and beverages. Sales may come in with the intention of will soar when customers are invited purchasing placemats, but end up with to indulge. the matching napkins and charger VIP nights are another option, plates if these items are merchandised giving loyal customers a chance to together in a compelling way. view your new collections first. An Have fun with displays. A barbeque evening of wine, cheese and musical makes a wonderful display unit for accompaniment will encourage specialty sauces and condiments. community spirit and sales. It truly Benches are attractive when set with is about relationships so nurture the colourful pillows and chair pads. interaction with customers and the Bistro sets create wonderful vignettes. sales will follow.

Artificial shrubs and plants form small outdoor settings in your store when placed around patio sets.

Sue Warden is a seasoned television host, designer, decorator, author and former retailer Aesthetically pleasing displays consist inSpire. inForm. inStore.

Spr ng S 1

1/ Silicone grip, flip-top glass bottle, $10 retail, Torre & Tagus, 800-423-4417, www.torretagus.com 2/ Triple-insulated stainless steel bottles, $36 to $38 retail, Green’s Your Colour, 888-492-9404, www.greensyourcolour.com

2

3/ Butterfly placemats from Hester & Cook, $33.90 for pad of 30, David Youngson & Associates, 800-370-4857, www.youngson.com 4/ Striped towel from Kaydee Designs, $9.50 retail, David Youngson & Associates, 800-370-4857, www.youngson.com 5/ Moleskine wine journal, $22.95 retail, David Youngson & Associates, 800-370-4857, www.youngson.com

3

4

5

34

inStore. Fall 2016

inSpire. inForm. inStore.

SoirĂŠes

9

Set stunning table displays for spring with our favourite entertaining finds 6

6/ Coffee press, Port-Style Enterprises, 800-268-1029, www.portstyle.com 7/ Paper runner from Hester & Cook, $33.90 retail, David Youngson & Associates, 800-370-4857, www.youngson.com 8/ Mouth-blown tasting glass from Peugeot, 877-777-5914, www.peugeot-saveurs.com

7 8

9/ Truth Serum glass decanter, Fred Says, David Youngson & Associates, 800-370-4857, www.youngson.com 10/ Glass clip jars with mango wood tops, $19.99 to $29.99 retail each, David Shaw Designs, 800-489-7429, www.davidshawdesigns.com 11/ Tall bartending glasses from Kikkerland, $31.50 retail, David Youngson & Associates, 800-370-4857, www.youngson.com

10

www.instoremagazine.ca

11

inStore. Fall 2016

35

www.davidshawdesigns.com | 800.489.7429 | info@davidshawdesigns.com

36

inStore. Spring 2016

inSpire. inForm. inStore.

1

2

3

Woodsey Take a walk on the wide side with rustic and natural materials and colours 1/ Craft beer flight, Picnic Time, 805-529-7400, www.picnictime.com 2/ Marble cheese tray with slicing wire, $13.99 retail, Fox Run Brands, 800-383-0122, www.foxrunbrands.com 3/ Placemat, from $5.50 retail and napkin, from $3.50 retail; Park Designs, 800-326-3382, www.parkdesigns.net 4/ Cheese Log, Fred Says, David Youngson & Associates, 800-370-4857, www.youngson.com 5/ Wooden tray with leather handles, $69.99 retail, Fox Run Brands, 800-383-0122, www.foxrunbrands.com

5

4 www.instoremagazine.ca

inStore. Fall 2016

37

N

F

S

T H A T

I N

P

S

S S L A N

F

S

T H A T

I N

P

S

S S L A N

F

S

R O A D T H A T

I

I T

R

. G

E .

S

G

D

R

A

I

R O A D

I T

R

. G

E .

S

G

D

R

A

I

R O A D

I T

R

. G

E .

S

G

D

R

- charcoal gray PMS 7540C - black and white

I N

S

P

Artful gifts for all seasons

Canadian Maple serving boards, individually hand painted by artist Alison Lynch.

A distinctive gift for all occasions

HANDMADE IN CANADA

burnishandbrush.com

burnishandbrush@rogers.com

38

inStore. Fall 2016

inSpire. inForm. inStore.

1 2

Garden Party

Flirty florals set the perfect tone for fanciful spring affairs 1/ Watering can tea towel, $20 retail, April Cornell, 877-661-7745, www.aprilcornellwholesale.com

3

2/ Paper party plate from Talking Tables, David Youngson & Associates, 800-370-4857, www.youngson.com 3/ Blue and white floral-print runner made from Hopsack cotton, $36 retail, April Cornell, 877-661-7745, www.aprilcornellwholesale.com 4/ Cotton apron, from $32 retail, Jessie Steele, 510-204-0991, www.jessiesteele.com 5/ Flour sack towel from Kaydee Designs, $9.50 retail, David Youngson & Associates, 800-370-4857, www.youngson.com

4

6/ Paper party plate from Talking Tables, David Youngson & Associates, 800-370-4857, www.youngson.com

6

5

www.instoremagazine.ca

inStore. Fall 2016

39

Kanada-gb

We Make the Wind Sing!

®

800-345-2530 | www.qmtwindchimes.com sales@qmtwindchimes.com

New inspirations for a strong year!

Excite your customers with new product ranges and boost your sales with lucrative supplementary lines. You’ll find new ideas and innovative sales concepts at the stands of more than 2,860 exhibitors in Frankfurt am Main. And from 2017, there will be fresh flowers and ornamental plants in the new Floradecora product area.

Three themes, one location, one ticket: consumergoods.messefrankfurt.com info@canada.messefrankfurt.com Tel. 905-824-5017

27 – 31. 1. 2017 28 – 31. 1. 2017 28 – 31. 1. 2017

C Corinthian Bells

®

Hear the difference with Corinthian Bells® premium hand-tuned wind chimes! Corinthian Bells® resonate a rich, mellow chord that lingers in subtle notes long after the breeze has passed. Six designer colors make these chimes look as good as they sound. Listen online or at any of our upcoming winter trade shows. Proudly Made in the USA.

2017 Winter Trade Shows Jan 6 - 9 Philadelphia Gift Show (#207) Atlanta Gift & Home Furn. (Bld. 2, 10B75) Jan 10-17 Jan 18-24 Dallas Total Home & Gift (#4500) Jan 22-26 Las Vegas Market (P1, #2213) Jan 29 - Feb 2 Toronto Gift Fair (H2, #2375) Feb 24-27 Rocky Mt. Gift Show 40

inStore. Fall 2016

inSpire. inForm. inStore.

DU: 10.10.2016

®

63490-009_PCC_allgemein_Instore_Magazine_90,5x234_Kanada • FOGRA 39 • CMYK • mr: 08.09.2016

QMT Windchimes

| By Marilyn Nason

A

s we approach the trade show season, retailers and wholesalers alike will be contemplating which events to attend, just as they have for centuries, given that trade shows have existed in various forms for hundreds of years.

For vendors, the costs of renting exhibit space, transporting products to and from, setting up and tearing down, staffing, securing hotel rooms and promoting show participation requires considerable effort and a good chunk of the annual budget.

With the emergence of the Internet, some enterprising companies tried to create virtual trade shows, which would have eliminated many of these costs, but they were a flop.

So, for the past few decades trade shows have remained the most practical promotional format for any industry, providing exposure to a great number of potential buyers at one time, in one place. (Albeit the number of retailers attending trade shows has decreased for a variety of reasons in the past decade.) www.instoremagazine.ca

The Show

Circuit A trade show doesn’t stop producing a return on investment once the loading dock doors roll down inStore. Fall 2016

41

During trade shows’ heyday, the aisles were jammed with buyers and many vendors relied entirely on the sales written during three to fiveday shows, held once or twice a year.

They had no reps, no online presence, no other advertising or promotional elements to increase and promote sales. But today, the expense involved with exhibiting combined with declining attendance figures, requires exhibitors to extend a show’s ROI beyond the purchase orders written on site. Exhibitors who hold on to an antiquated belief are falling victim to shrinking sales.

New vendors and exhibitors who have adapted successfully to the new roles trade shows are playing recognize that shows are ideal venues to expose and promote their products to new buyers. With strategic planning, they increase the business they conduct with existing accounts while securing new clients – on the 42

inStore. Fall 2016

show floor and off.

An exhibitor who believes an attractive booth in a good location will automatically put their company on every buyers ‘must see’ and ‘must order’ list quickly realises the error of their ways. Introducing and promoting products to the greatest number of show attendees requires considerable pre-show planning and execution. Maximizing the return on investment of a trade show also requires post-show follow up.

Many exhibitors ensure current customers are aware of their participation in upcoming trade shows by advertising the event and their booth number in ads, flyers, email signatures, letterheads, invoices, websites, etc. Most companies attempt to secure business from current customers by booking meetings, while some encourage former customers to stop by and check out their latest offerings with

friendly emails or postcards. Veteran exhibitors come prepared to hand out flyers, samples or catalogues to the buyers walking past their booth, enticing them inside with a draw or giveaway, resulting in a folder full of business cards, aka potential new customers. These same veterans already have plans and schedules in place for post-show promotions and follow-up emails or visits from reps, using the leads they secured at the show to foster even more sales.

If a business considers a show successful based on the sales reaped during a three to five-day period, once or twice a year, while surrounded by hundreds of competing exhibitors, the business has ignored the potential of post-show sales. Reap the rewards of face-to-face interactions afforded by trade shows with a post-show marketing plan to fully recoup the costs associated with a trade show investment. inSpire. inForm. inStore.

Home

Décor

Trends!

Three home décor styles we’re loving for spring

44

inStore. Fall 2016

inSpire. inForm. inStore.

ADOBE DESERT

Cacti are popping up everywhere.

Tone down the cute motif with muted colours and natural materials, like cement and stone.

Block print cushion, $60 retail; tassel cushion, $70 retail; Concrete cactus candlestick, $11 retail; Indaba Trading, 800-746-3222, www.indabatrading.com; Love You More vase, from $17 retail, Roman, 630-705-4600, www.roman.com; Metal terrarium with cement base, Nostalgia, 800-785-7855, ww.nostalgia-import.com

BLUE LAGOON

Blue never goes out of style. Make it uber trendy with retro styling ala macramĂŠ pot holders and geometric patterns and prints Cylindrical vase from Bloomingville, $32 retail, Design Home Gift & Paper, 800-663-9950, www.designhome. ca; Indoor/outdoor rug, $52 retail, Indaba Trading, 800-746-3222, www.indabatrading.com; Suspended cement jar, $21 retail, and knot cushion, $35 retail, Nostalgia, 800-785-7855, www.nostalgia-import.com; carafe vase, $39.50 retail, Torre & Tagus, 800-423-4417, www.torretagus.com

www.instoremagazine.ca

inStore. Fall 2016

45

SECRET GARDEN Floral prints and gardening themed merchandise are a perennial favourite for spring interiors.

Metal tool and seed boxes, $33.99 retail each, DĂŠcor Sense Imports, 613-448-2883, www.decorsenseimports.com; Quilted yellow throw, $70 retail; Indaba Trading, 800-746-3222, www.indabatrading.com; Wire baskets, $35 retail each, Torre & Tagus, 800-423-4417, www.torretagus.com; Ranunculus arrangements, Raz Imports, 800-443-3540, www.razimports.com

46

inStore. Fall 2016

inSpire. inForm. inStore.

indaba

TORONTO GIFT FAIR: BOOTH 8331

featuring spring 2017 + fall/holiday 2017 collections www.indabatrading.com // 1 (800) 746-3222 Follow along with us: @indabatradingco

W H AT ’ S N E X T I S N O W

FEB 4 - 8, 2017 A L L C O L L E C T I O N S I N O N E LO C AT I O N

J AV I T S C E N T E R , N E W YO R K C I T Y

REGISTER TODAY AT NYNOW.COM

www.instoremagazine.ca

PORCELAIN WATERING VESSEL BY LIGHT + LADDER

inStore. Fall 2016

47

48

inStore. Fall 2016

inSpire. inForm. inStore.

3 Light and airy colours and styles will dominate fashion this spring

2

1

Jewels & Gems 1/ Heart necklace, $24.95 retail; charms, $9.95 retail each, Axicon World Imports, 800-465-5587, www.axiconworld.com

4

2/ Handcrafted, adjustable necklace, $20 retail, Brenda the Earring Lady, 403-340-0742, www.beljewelry.com 3/ Elephant pendant with crystal, $30 retail, Foxy Originals, 866-438-3699, www.foxywholesale.com 4/ Handcrafted silver choker from Uno de 50, David Youngson & Associates, 800-370-4857, www.youngson.com

5

5/ Brass and turquoise earrings from Bauxo, $58 retail, Lifestyle Market, 647-779-8206, www.lifestylemarket.ca 6/ Beaded wrap bracelet/necklace from Lenny & Eva, $31.50 retail, Design Home Gift & Paper, 800-663-9950, www.designhome.ca

6

7/ English love pendant, handcrafted in the United Kingdom, $60 retail, British & Irish Imports, 705-741-9449, www.biimports.com 8/ Glass and metal jewellery case, Gunther Mele, 888-486-843, www.gunthermele.com

7

8

www.instoremagazine.ca

inStore. Fall 2016

49

YOUR NEXT

BEST SELLER “So many of my customers come back for more colours. They tell me, “House of Koopslie headbands are like chips. You can’t have just one!”

Lacey, Elora Street Flowers, Harriston, ON

“House of Koopslie headbands are in that perfect $20 and under category.”

Sean, Owner at The Tin Box, Canmore, AB

“Well crafted from quality materials, the headbands are comfortable, versatile and in short amazing! Perfectly priced for gift giving.”

Sarah, Owner at Antiquated Joys, Blenheim, ON

PROUD TO BE:

sales@houseofkoopslie.com // 780-937-8035

50

inStore. Fall 2016

DaVine AD,October 7 2016 WITH NAME 2.indd 1

07/10/2016 4:07:06 PM

HANDMADE WITH LOVE (AND BAMBOO) IN EDMONTON, CANADA

inSpire. inForm. inStore.

2

1

Clothing & Accessories 1/ Weekender bag featuring side magnetic pockets, trolley strap and smart phone holder, $96.50 retail, Ganz, 800-263-2311, www.ganz.com

4

2/ Jewellery roll, $28.50 retail, Upper Canada Soap & Candle Makers, 800-548-409, www.uppercanadasoap.com

3

3/ Shirt dress, $51 retail, Ganz, 800-263-2311, www.ganz.com 4/ Linen scarf, $76 retail, Indaba Trading, 800-746-3222, www.indabatrading.com 5/ Deerskin cell phone purse, $70 retail, Hides in Hand, 519-856-4505, www.hidesinhand.com 6/ Versatile and travel-friendly wrap, $25 retail, Canadian Gift Concept, 866-411-1043, www.cgconline.ca 7/ Roll-n-go sunhat, $25 retail, Canadian Gift Concept, 866-411-1043, www.cgconline.ca 8/ Cotton zippered pouch, $16 retail, Indaba Trading, 800-746-3222, www.indabatrading.com

5

8 6

7 www.instoremagazine.ca

inStore. Fall 2016

51

52

inStore. Fall 2016

inSpire. inForm. inStore.

inSight Barbara Crowhurst

Increasing Foot Traffic

C

ontinuously striving to increase foot traffic in your physical and online store will result in more opportunities for sales and customer engagement, which in turn will lead to higher revenues. Even if you think you’re getting enough foot traffic there are still a lot of potential customers out there that you can tap into, and there are plenty of things you can do to increase store visits from your existing customer base.

Customers typically fall into three main groups: Big Spenders, Smart Shoppers and Thrifty Shoppers. By identifying which group your customers fit into, you’ll be able to market to them more effectively and keep that foot traffic flowing.

“

“

By identifying which group your customers fit into, you’ll be able to market to them more effectively and keep that foot traffic flowing.

Big Spenders: They appreciate quality and service; price is not an issue. They shop several times a month.

The best way to engage them is with VIP service.

Contact them directly via phone, text or through a personal, handcrafted email. Big Spenders love telling their friends and family about where they shop, so consider starting a referral program for this group.

Smart Shoppers: If they like the product, they will spend the money, but they are also looking for sale items. Their buying decisions are based on quality, service and price. Smart Shoppers tend to be seasonal shoppers and the best way to communicate with them is www.instoremagazine.ca

BOOST YOUR SALES Increase revenue among your current customer base with strategic marketing techniques

through regular email marketing. This group likely constitutes the biggest component of your customer base.

Thrifty Shoppers: They do not like to pay full price and are constantly price shopping. They purchase several times a year, but can be enticed to shop more frequently with a revolving markdown or clearance area.

Make sure this customer gets regular email marketing messages focused on clearance, sale and low-priced items along with limited-time offers.

By determining which group your customers fall into and what percentage of each group makes up your entire customer base, you’ll be well prepared to strategically execute marketing campaigns that result in increased foot traffic.

Barbara Crowhurst is a business coach and store designer who works with clients around the world. ww.retailmakeover.com inStore. Fall 2016

53

Your source for rustic early Canadian furniture and functional accent pieces. Over 125 handcrafted pieces, from cabinets to benches, mirrors to storage units and beyond.

Proudly Made in Canada

1-888-294-6297

3

SpringwaterWoodcraft.com

6860 Pacific Circle, Mississauga, ON L5T 1N8 www.stargazeroriginals.com (905) 670-3346

SHOP OUR WAREHOUSE

54

inStore. Fall 2016

inSpire. inForm. inStore.

inForm CanGift Connects

Canadian Gift Association Looks Ahead Bold, sweeping changes in store for CanGift trade shows

A

s the Canadian Gift Association wraps up its 40th year in business, it’s focused on positioning itself for the future. That future includes bold, sweeping changes to each of the CanGift Fairs, produced with the goal of connecting our wholesale members to you, the valued retailer. The fairs allow you to discover the latest trends and explore new business relationships, while advancing interaction with current suppliers.

“

“

Regardless of the geographical location of your store, the Canadian Gift Association has a market committed to your growth. After all, your success is our success.

The board of directors recently decided to consolidate the Toronto Gift Fair into one convenient location in 2019. The timing coincides with facility commitments and long-standing contracts, and provides the perfect opportunity to redesign the show with upgraded amenities, in one location, the Toronto www.instoremagazine.ca

Congress Centre. Rest assured we have heard your feedback over the past few years and are committed to designing a show that improves the experience you have. Stay tuned for updates.

The association remains dedicated to servicing the western retail community through the Alberta Gift Fair. Western retail has had its share of challenges as Alberta’s economy is slowly emerging from what the Conference Board of Canada called “its worst downturn in three decades.” Next year is predicted to be the start of the rebound, and the Alberta Gift Fair will be there to offer retailers new products, education and inspiring solutions for their retail challenges.

For those retailers who missed a fall market in Montreal, we are pleased to announce the return of the Spring 2017 Quebec Gift Fair taking place March 26 to 29, 2017. Retailers loyal to this niche, easy-to-shop show know they can discover new products designed to boost their sales in every price point.

Regardless of the geographical location of your store, the Canadian Gift Association has a market committed to your growth. After all, your success is our success. We look forward to welcoming you to one of the Spring 2017 CanGift Fairs.

Submitted by CanGift President & CEO Anita Schachter on behalf of the association’s board of directors. For more information about the association, visit www.cangift.org. inStore. Fall 2016

55

Atlantic

Craft Trade

Show

REGISTER ONLINE NOW AT

Buyer Incentive Program

WWW.ACTSHOW.CA

Attend the ACTS 2017 trade show and get complimentary return airfare* to the show as part of our Buyer Incentive Program. We will even cover your stopover in Toronto, if you are attending other shows. *Buyers must qualify for the incentive program and be approved by ACTS in advance of travel. Incentive program open to qualified retail buyers with shops located outside of Atlantic Canada. There are a Limited number of complimentary airfares awarded. One airfare per shop will be awarded. Applications received on a first come, first served basis. ACTS reserves the right to determine eligibility.

40 YEARS

OF CRAFT

EXCELLENCE

FEBRUARY 4–6, 2017

SATURDAY, SUNDAY, MONDAY

HALIFAX, NOVA SCOTIA

Follow Us on... /AtlanticCraftTradeShow @CraftTradeShow

Contact Us... acts@craftalliance.ca 902-492-2773

THERE ARE TWO THINGS YOU CAN NEVER HAVE TOO MANY OF: GOOD FRIENDS & GOOD SHOES Château Spill

Rescue Wipes

Badge Bomb

Areaware

Skeem Design

Zootility Tools

Poo~Pourri

Poo~Pourri

Poo~Pourri

Soap & Paper

ChattyFeet