Fall 2017

FALL 2017

THE DEFINITIVE RESOURCE FOR INDEPENDENT LIFESTYLE RETAILERS

BUILDING SUPPLIER PARTNERSHIPS COTTAGE LIFE RETAILER OF THE YEAR THE MILLENNIAL CUSTOMER

HOTTEST

TRENDS FOR THE HOME AND TABLE

Creature

Comforts

Made By Humans 2 - Balloon Doggy Bank

Areaware - Snake Blocks

Rescue Wipes - Boot Rescue

Poo~Pourri - Spiced Apple

Skeem Design - Palo Santo Incense

Soap & Paper Factory - Peppermint Hand Cream

Modern Moose - Bigfoot Pendulum Clock

That Company Called If - Reading Accessories

Urban Spa - Bath & Beauty Accessories

party edition Château Spill - Red Wine Stain Remover

Maskeraide - In a Clutch Party Edition

contents

inStore VOL. 04/NO. 01

24

inStock

inStyle

DEPARTMENT

FEATURE

9 Editor’s Picks Quirky products that tickled our funny bones

34 Setting the Table

10 In Bloom Spring has sprung!

12 Tropical Vibes Palm fronds and flamingos

An assortment of must-have entertaining items and trends for spring

inForm

DEPARTMENT

DEPARTMENT

7 Hello!

Memories & Milestones

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

55 The Millennial Customer Retail expert and business coach Barbara Crowhurst on how to attract this consumer demographic

56 CanGift Connects New online web series for store owners FEATURE

30 True to Form

An easy-to-create platform for announcing products not yet in store

By Leslie Groves

FEATURE PG 12

43 Supply Side

Developing strong partnerships with vendors is the key to retail longevity

PG 10

By Marilyn Nason

16 Campy Nostalgic items reminiscent of summer camp PG 14

46 The Inspired Home

Fall 2017

inSight

24 Shop Profile A reputation for quality Canadian-made furniture draws customers from all over the Muskoka region to Wooden Penny in Huntsville, Ont.

14 Touch of Gold A romantic pairing of gold and blush rose

FEATURES

THIS ISSUE

34

Products for spring home dĂŠcor displays

51 Fashion Finds Two new looks for spring

www.instoremagazine.ca

inStore. Fall 2017

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THE DEFINITIVE RESOURCE FOR INDEPENDENT LIFESTYLE RETAILERS

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

Advertising Inquiries ekirkland@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, Steve Nason 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. © 2017 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

4

inStore. Fall 2017

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New Designs + New Scents The latest in Glass Ultrasonic Diffusers with our certified 100% Pure Therapeutic Grade Essential Oils, the perfect combination. ◆ Essential Oil Starter Kits ◆ Ultrasonic Diffusers ◆ Private Labelling ◆ Supply availability from 10ml bottles up to 200 ltr Drums For the largest range of Therapeutic Grade Essential Oils in Canada. Talk to us for all your Aromatherapy needs.

FREE GIFT

With every order placed at the Show

Call us today to discuss your Aromatherapy needs : tel: 604 885 5494 e: sales@finesseoils.com www.finesseoils.com Finesse Home - Proudly Canadian - Sechelt - BC

shop.ganz.com

800.263.2311

inSight Hello

Memories and Milestones This issue marks the third anniversary of InStore Magazine. In some ways it feels like I’ve been doing this forever, but other times it feels like there’s so much left to accomplish. One of our newest endeavours is introducing back to the industry important market research. Our new Lifestyle Report, co-sponsored with RepublicofRetail.com, will appear in the Winter 2018 issue of the magazine. All retailers selling giftware and lifestyle products are encouraged to complete the survey (see page 8 for details) for a chance to win a $500 cash prize but also to play a part in establishing an important body of research which will help all the industry’s stakeholders.

In August I had the opportunity to attend the NY Now show in New York City where the U.S.-based industry publication Gifts & Decorative Accessories was celebrating 100 years in business. That was humbling. The magazine’s publisher gave me an anniversary copy to peruse and I was really taken aback at how relevant the advice from decades ago is today. A 1935 issue implored store owners to focus on creating customer experiences: “The movies, ocean liners, restaurants, bars, theatres and the radio have spoiled the customer. She has learned to expect drama, music, lights, perfume, service at every stop.” Emmett White, president of the National Gift and Art Association, wrote in a 1930 edition that, “In the selling of gift and art wares, more perhaps than in any other field of merchandising, the consumer is a fickle thing. He wants change, novelty, newness, almost hourly.” How true that remains today.

What struck me most was what the magazine’s current editorial director, Warren Shoulberg, wrote about the purpose of a business magazine. He said that it should be “neither a cheerleader or a mudslinger.” Its mission should not be to “blindly promote the goings-on of the business, glossing over the unpleasantries” but neither should it be to “trash the good, bad and ugly.” Rather it should help readers do their jobs better and inform the industry.

That’s exactly the goal of InStore, and three years into our endeavour, retailers and suppliers from around the country continue to tell us that we’re meeting our goals.

Of course, this milestone could never have been met without the continued and unfailing support of many industry and advertising partners. The following companies have continued to support InStore from the very first issue: Abbott, Amscan, Canadian Gift Association, Candym Enterprises, Canfloyd, Country Home Candle, David Youngson & Associates, Dublin Design, Ear Curls, Happy Hippo, Indaba, Kikkerland, Old Country Design, Springwater Woodcraft, The Tate Group and Warm Buddy. Without the commitment of these companies, and the faith they put in a publication they had yet to see, this magazine never would have launched three years ago. Together we are stronger and I look forward to continuing to grow and support Canada’s gift and lifestyle industry.

www.instoremagazine.ca

my fav...

I love so many of the trends we’re showcasing in this issue, from the Navajo-inspired tabletop alongside the traditional blue and white entertaining pieces in the feature that starts on page 34. There were so many products we wanted to showcase so we created an Editor’s Picks section on page 9 for the items we loved but which didn’t find themselves a home.

Enjoy!

inStore. Fall 2017

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LIFESTYLE 20 18 REPORT www.surveymonkey.com/r/LifestyleReport

Complete the survey online for a chance to win a $500 cash prize!

Surveys must be completed by December 3, 2017 to be eligible for the prize draw. The information collected will help retailers and suppliers more accurately understand market trends and the needs of the industry.  The first Lifestyle Report will be published in January 2018 and made available through InStore Magazine and RepublicofRetail.com.

The Lifestyle Report co-sponsored by InStore Magazine and RepublicofRetail.com

Editor’s Picks

inStock What We’re Loving 2

These quirky products stood out and tickled our funny bones

1 1/ Retro phone from Wild & Wolf, $74.99 retail. Distributed

by David Youngson & Associates, 800-370-4857, www.youngson.com 2/ Fox manicure set, $19 retail, Kikkerland. Distributed by David Youngson & Associates, 800-370-4857, www.youngson.com

3

3/ Notebook, $16 retail, Alison Gordon Studio, www.theagstudio.com 4/ A rainbow head rest that turns into a unicorn stuffie, $50 retail, Kikkerland. Distributed by David Youngson & Associates, 800-370-4857, www.youngson.com 5/ Catseye toiletry bag, $24.99 retail. Distributed by David Youngson & Associates, 800-370-4857, www.youngson.com

4

6/ Hello cushion, $40 retail, Indaba Trading, 800-746-3222, www.indabatrading.com

5

6

www.instoremagazine.ca

inStore. Fall 2017

9

inStock What We’re Loving

In Bloom

2

Spring has sprung!

1 1/ Birdland cosmetic bag, $34 retail, Danica Studio, 888-632-6422, www.danicaimports.com 2/ Tulip bag, $1.75 retail, Papeterie, 905-660-6033, papeterie@sympatico.ca

3

3/ Planter, $7 retail, Abbott, 800-263-2955, www.abbottcollection.com 4/ Butterfly trio, $1 retail, Papeterie, 905-660-6033, papeterie@sympatico.ca 5/ Multi tools, $27.50 retail each, Kikkerland. Distributed by David Youngson & Associates, 800-370-4857, www.youngson.com 6/ Heart & Home Calming Aloe jar candle, $24.99 retail.

Distributed by History & Heraldry, 800-563-3557, www.historyandheraldry.ca

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5

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inStock What We’re Loving 2 1

Tropical Vibes

For an instant trip to the tropics stock up on palm fronds and flamingos

1/ Beauty bag, $35.99 retail, Catseye. Distributed by David Youngson & Associates, 800-370-4857, www.youngson.com 2/ Koltov crossbody bag, $52 retail, Cabrelli Group, 800-784-4750, www.cabrelli.ca 3/ Pink flamingo pitcher, $60 retail, Indaba Trading, 800-746-3222, www.indabatrading.com

3

4/ Placemats, $23 retail for four, Nostalgia Import, 800-785-7855, www.nostalgia-import.com

4

5/ Linen scarf, $76 retail, Indaba Trading, 800-746-3222, www.indabatrading.com 6/ Cotton placemat, $8 retail, Harman Imports, 800-363-7608, www.harmaninc.com

5

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inStock

Touch of Gold

2

What We’re Loving

Soft gold and blush pink is a warm and romantic pairing for spring

1/ Heart & Home Amber Forest jar candle, $24.99 retail.

Distributed by History & Heraldry, 800-563-3557, www.historyandheraldry.ca

1 3

2/ Cactus, $32 retail, Bloomingville. Distributed by Design Home Gift & Paper, 800-663-9950, www.designhome.ca 3/ Tumbler, $10 retail, Canfloyd, 800-263-3551, www.canfloyd.com 4/ Vanilla fragrance mist, $23.40 retail, Thymes. Distributed by Design Home Gift & Paper, 800-663-9950, www.designhome.ca 5/ St. Eval Sea Salt room spray, $28 retail, Nicole & Company, 604-912-0122, www.nicolecompany.com

4

6/ Candle, $49 retail, Capri Blue.

Distributed by Design Home Gift & Paper, 800-663-9950, www.designhome.ca

5

6

14

inStore. Fall 2017

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BEST-SELLING STYLES AVAILABLE THROUGH CHRISTMAS!

1-866-338-6924

www.foundary.ca

inStock What We’re Loving

Campy

2

2

Nostalgic items reminiscent of old-school summer camps

1

1/ Pendants, $17.99 retail each, Drake General Store. Distributed

by David Youngson & Associates, 800-370-4857, www.youngson.com 2/ Small stump, $25 retail, Abbott, 800-263-2955, www.abbottcollection.com

3

3/ Thermos, $34.99 retail, Wild & Wolf. Distributed by David Youngson & Associates, 800-370-4857, www.youngson.com 4/ Tea towel set, $16 retail, Harman Imports, 800-363-7608, www.harmaninc.com 5/ Mug set, $27.99 retail, Wild & Wolf. Distributed by David Youngson & Associates, 800-370-4857, www.youngson.com 6/ Placemat, $8 retail, Harman Imports, 800-363-7608, www.harmaninc.com

4

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inStore. Fall 2017

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Giving reflects our ideas about the things we give – a place where creativity is lived, where diversity pulsates.

Ambiente, the show.

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

Partner Country The Netherlands

18

inStore. Fall 2017

Kanada

Delight your customers with the latest product offerings and trends aligned to individual lifestyles.

There will be over 3,000 exhibitors in Frankfurt showcasing attractive range add-ons and innovative selling concepts for your product offerings and displays. And once again in 2018, fresh flowers and plants will play a vital role in the Floradecora zone.

Use your opportunity to secure the highlights that will make yours a truly successful trading year on one single date!

Three top international trade fairs, one ticket: consumergoods.messefrankfurt.com

27 – 30. 1. 2018 27 – 30. 1. 2018

DU: 10.10.2017

26 – 30. 1. 2018

info@canada.messefrankfurt.com Tel. 905-824-5017

65397-001_PCC_allgemein_InStoreMagazine_90x234 • CMYK • bs: 25.09.2017

Kanada - GB

What turns a product into a gift. How do you find just the right thing. Do trends follow customers or do customers follow trends.

65855-007_AM_Giving_InStore_Magazine_90_5x234 • FOGRA 39 • CMYK • tg:08.09.2017

DU: 12.10.2017

9 – 13. 2. 2018

The strong range to drive your success

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inForm

Inside Track

News & Notes

News & Notes THE GOODS

Warm Woolens World-renowned West End Knitwear is now available in Canada via British & Irish Imports. The family-owned business, based in Ireland, is the largest Aran knit sweater producer in the world, using the finest merino wool, cashmeres and linens, and the highest manufacturing standards, to create a large range of sweaters, hats, scarves, mittens, throws and cushions.

705-741-9449, www.biimports.com

Cream of the Crop Wild Flower, the newest collection of bath and body care from Barefoot Venus, is brimming with plumeria and wild orchids. Items retail from $5.50 to $19.99 and include bath soaks, body oils and various creams. 888-490-1756, www. barefootvenus.com

www.instoremagazine.ca

NEWS IN BRIEF Special T Imports at SDS SDS Distributors is the new exclusive Canadian distributor for Special T Imports. Shipping starts February 1. 855-821-8777, www.sdsdistributors.com USA Pan Announces New Canadian Rep USA Pan, a manufacturer of bakeware, will be represented throughout all of Canada by Don Schacter & Associates, a national company with multiple representatives. 647-537-0798, www.coolproducts4u.com 10 Lucky Winners!

The Mode Accessories show celebrated its 30th year in business during the Fall/ Winter edition held in Toronto in August.

To mark the special occasion, buyers attending the show were invited to enter a draw for one of 10 cash prizes.

Each of the following lucky winners received $300: Aesthetics by Line, Boes, Bottega Mia Fashions, Cadeaux Nic-Nac, Cashmere & Cobwebs, Joy Boutique, Lady’s Mantle, Le Walkin Boutique, Maritime Sunglass Company, and Susan’s Jewellery ‘n Things. www.mode-accessories.com Canadian Gift Association’s Charitable Partnership The Canadian Gift Association and Diabetes Canada have announced an official charitable partnership.

“We are proud to partner with Diabetes Canada in doing our part in the fight to end diabetes,” said Anita Schachter, president and CEO of the Canadian Gift Association. “Merchandise donated by our members raises funds to continue much-needed research and helps send kids with diabetes to camp.”

Participants of the association’s fairs are able to donate excess inventory and other merchandise to help end diabetes.

Items are then diverted from landfills and free up valuable storage space.

“It is important to us that we not only raise funds for diabetes, but that we do so in a way that makes a positive difference to the environment by diverting items from our landfills,” said Janelle Robertson, vice-president and general manager of Diabetes Canada.

“Diabetes Canada is excited to work with CanGift in this unique partnership.”

inStore. Fall 2017

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Show Calendar

THE GOODS

JANUARY Trader’s Forum Montreal January 15 – 18, 2018 www.tradersforum.ca Trader’s Forum Toronto January 27 – 30, 2018 www.tradersforum.ca Mode Accessories Show January 28 – 30, 2018 www.modeaccessories.com

By Hand January 28 – 31, 2018 www.byhand.ca Toronto Gift Fair January 28 – February 1, 2018 www.torontogiftfair.org Las Vegas Market January 28 – February 1, 2018 www.lasvegasmarket.com FEBRUARY NY Now February 3 – 7, 2018 www.nynow.com Ambiente February 9 – 13, 2018 www.ambiente.messefrankfurt.com Craft East Buyers’ Expo February 10 – 11, 2018 www.craftalliance.ca Alberta Gift Fair February 25 – 28, 2018 www.albertagiftfair.org

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Touch Wood Gunther Mele’s newest valets for men help to keep phones, charging cables, change and watches organized and close at hand. Charge a smart phone by feeding a charging cable into the rear cut-out and corral change, rings and cuff links in divided and lined storage compartments. $90 retail. 888-486-8437, www.gunthermele.com

Feeding Frenzy The new Scrumchums line of cute, mini collectible plush from Ganz offers kids a fun way to mix, match, collect and trade as they create their own favourite food pairings.

With an affordable price point coupled with the excitement of collecting and blind-box revealing, Ganz is betting this new series will be a hit in the collectible toy market. Series one includes six unboxed characters along with 18 different hidden characters.

Fun lunch bag containers hold a blindbag with one of the common, rare or ultra-rare Scrumchums. The entire assortment is presented in a displayer. Kids may choose both boxed and unboxed, multiple boxes or simply pick a visible character.

800-263-2311, www.scrumchumsworld.com

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Dream On! Monague Native Crafts celebrates the history and stories of Canada’s Natives with handmade items featuring dream catchers, medicine wheels, spirit chimes and spirit feathers. Each of the company’s items has an enchanting story to tell about the legends of Native culture.

800-663-7713, www.monague.com

Drink It In! Pressa Bottle is a unique water bottle that allows consumers to twist and press fruit directly into the bottle, creating a naturally flavoured and detoxed beverage they can enjoy at home or on the go. The Canadian company offers both glass and plastic versions of the eco-friendly bottles with a variety of colourful tops. The high-quality glass bottles come with an optional silicone case to prevent accidental slips or impacts. The plastic bottles are extremely durable, made of BPA-free Tritan, the highest standard of plastic available. www.pressabottle.com

Home & Garden Division of Christmas Tradition

Style It’s in the bag

Making Waves Positioned as Canada’s sassy, safe and sustainable lifestyle brand, Green’s Your Colour, offers retailers a variety of products which fit that bill including reusable water bottles in a variety of new fashion-forward colours.

888-492-9404, www.greensyourcolour.com

www.instoremagazine.ca

R

Because Lifestyle Matters ct-lifestyle.com 1-800-561-5515 inStore. Fall 2017

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THE GOODS

Game Plan Each card in Artgame’s deck of playing cards features a 3D shark image by Royce B. McClure. The cards, distributed

by Kalyn, are made from PET plastic so they’re durable and waterproof. A metallic foil layer blocks light ensuring playability while keeping the deck to standard thickness. Themed or mixed display stands are available and new designs, including dinosaurs, dogs and outer space, will be released in the coming months. $16 retail, 800-387-6214, www.kalynltd.com

Premium Giftware Distributor

Correction!

In the Summer 2017 issue of InStore, the price of the product shown here from Leopards & Roses was listed incorrectly. The suggested retail price of the item is $110.

604-241-1882, www.leopardsandroses.com

Inside Track SHOW NEWS Quebec Gift Fair Cancelled After steady declines in square footage and attendance, the Canadian Gift Association’s board of directors decided it was not “financially responsible or feasible” to continue the Quebec Gift Fair.

The association purchased the show from DMG World Media in 2010 when the event attracted 8000 retailers and 350 exhibitors. The most recent attendance figures, published in 2014, put attendance at 3000 retailers and the exhibitor count for the show held in March 2017 was 120.

The show had run for over 60 years, taking place in March and August in Montreal.

Established in 1975, the association is a national, not-for-profit association of giftware, housewares, tabletop and home décor manufacturers, importers, exporters, distributors and wholesalers. www.cangift.org

Much more quality giftware available online! boardnbatten.com sales@boardnbatten.com 22

inStore. Fall 20172017-07-02

Instore_BoardnBatton_Summer17.indd 1

10:35 PM

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Sa ve the Da te!

THE COUNTDOWN IS ON! Register now to attend the most anticipated gift fair of the season ALBERTAGIFTFAIR.ORG

February 25 – 28, 2018 Edmonton Expo Centre Wh ere Con sum er Tren d s B egin

inSight Shop Profile

Knock on

WOOD

A reputation for quality Canadian-made furniture draws customers from all over the Muskoka region to Will and Bridget Lougheed’s Huntsville store

Wooden Penny With a prime location in historic downtown Huntsville, Wooden Penny attracts plenty of foot traffic, yet the store’s focus on quality Canadian-made furniture alongside the ode to cottage living it exudes is the secret to what keeps customers come back. By Erica Kirkland 24

inStore. Fall 2017

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W

hile new to gift and home décor retailing, Will and Bridget Lougheed are the ideal pair to own and operate Wooden Penny in Huntsville, Ont. Will, a native of Burlington, Ont., spent his summers as a teenager in town working in Algonquin Park for Algonquin Outfitters, one of the largest canoe rental companies in the world. An outdoor enthusiast, he quickly learned the ropes of the outdoor adventure business and worked his way up to the position of general manager for the Outfitter’s largest retail location in Huntsville, a www.instoremagazine.ca

role he held for eight years, overseeing three floors of gear and clothing for the outdoor adventurer.

His wife and business partner, Bridget, is a local. She has managed the popular On the Docks pub in town for many years. It was there that the two met 10 years ago. Between her townie roots and his outreach to the tourists, the pair are firmly entrenched in the community so when the opportunity to purchase Wooden Penny arose in 2014, they jumped at the chance to own their own business and a piece of prime historic real estate in downtown Huntsville.

Founded by Bob and Penny McCarthy

“We have an emphasis on supporting local artisans along with Ontario and Canadian-made products and furniture.” inStore. Fall 2017

25

in 2000, Wooden Penny was partially modelled after Penny’s antique shop in Bolton, Ont., but quickly earned a reputation for custom kitchens and furniture handmade by two Mennonite brothers. In a vendorpayback arrangement, Will worked for the couple for 10 months before taking ownership of the business in 2015. A vendor-payback arrangement ensures that the outgoing owners have a personal stake in the success of the incoming owners and the on-the-job training was vital for Will to build familiarity with the business and the customer base.

Building on the business Bob and Penny grew, Will and Bridget turned their attention to giving the space an overhaul. Through the years a mismatch of materials used for the walls and floors had created a disjointed environment. The window facing the main street was boarded up. The interior lighting was dim and dreary. Closing for a month, the store reopened with a revamped, bright and cohesive setting as well as a fine-tuned merchandise mix which highlights their specialization in custom furniture, kitchen and home décor items for Muskoka living.

“We have an emphasis on supporting local artisans along with Ontario and Canadian-made products and 26

inStore. Fall 2017

furniture,” explains Will.

Custom kitchen installations account for 20 to 25 per cent of annual sales while custom furniture accounts for 40 per cent.

“Every furniture item in the store is made in Ontario with a price point for everyone. We have pieces from Springwater Woodcraft which are stepping stones into custom products and higher-end items from companies including Ruff Sawn.”

During the offseason, Huntsville is home to 18,000 residents. In the summer, the population soars to 100,000 with cottagers, not counting the day-trippers and vacationers that come to stay at Deerhurst and other local resorts and hotels. The scale and price point of these cottages has changed quite drastically in the last 10 to 20 years. With a mix of humble cottages and properties ranging up to $10 million, Will and Bridget have expanded their merchandise mix to appeal to the consumer with an interest in upper market brands such as Le Creuset and Hudson Bay blankets, while also offering a great assortment of mid-priced items from Abbott, Danica Studios, North American Country Home and Splash. It’s a balance, but an important one to master as 40 per cent of the store’s annual sales occur during a 60-day period in the summer.

Most days Linda Lou Sangster, who has been with the store for 10 years, holds down the fort while Bridget manages the pub and Will is delivering furniture or onsite at kitchen installs.

“She is a firecracker,” says Will. “She keeps me organized and on a steady path. She is also great with customers.

She remembers almost everybody’s name, even people who came in five, even 10 years ago.”

While the store has a desirable location on main street which results in heavy foot traffic, they also partake in the Cottage Life Show annually and find that is a great way to stay top of mind with cottagers. Their affiliation with the Cottage Life brand extends to carrying many of the products licensed

by Cottage Life, including items from Abbott, Ruff Sawn, Country Home Candle, Hui Imports and Orange Crate. The broad spectrum of products carried along with the store’s adeptness at merchandising the products resulted in Wooden Penny being named the Cottage Life 2017 Retailer of the Year.

If the custom kitchens and handmade furniture alongside irresistible gifty items isn’t enough to draw customers in, Wes, the couple’s Bernese mountain dog, seals the deal.

The laid-back giant can frequently be seen surrounded by customers and tourists eager to grab a selfie and a snuggle. His affable, chilled-out manner embodies the store’s objective of attracting customers from near and far and making them feel right at home. inSpire. inForm. inStore.

THE TRADITION OF EXCELLENCE CONTINUES

*FORMALLY ATLANTIC CRAFT TRADESHOW ACTS

RAGMAW

New Dates

Buyer Incentive Program

February 10–11, 2017

Attend the 2018 Craft East Buyers’ Expo and get complimentary return airfare† to the show as part of our Buyer Incentive Program.

New Venue Silver Birch Conference Centre 1960 Brunswick Street Halifax, Nova Scotia B3J 2G7 Canada

New Format The all-suites hotel will be transformed into an Atlantic Showcase featuring “storefronts” containing the best in handmade products from the region.

†Buyers must qualify for the incentive program and be approved by Craft East Buyers’ Expo 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. Craft East Buyers’ Expo reserves the right to determine eligibility.

OSTREA LAKE POTTERY

Follow Us on... /CraftEastBuyersExpo @CraftEastExpo /craftallianceatlantic

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

Visit our new web Portal at crafteastexpo.ca to see handmade Atlantic products

On the horizon awaits our spectacular collection of furnishings and alluring objects for every home and lifestyle.

Jan u ar y 2 8 - Febr uar y 1, 2 0 1 8 Register now at LasVegasMarket.com

Furniture | Decorative Accessories | Home Textiles | Outdoor | Fashion Accessories | Bedding Seasonal | Tabletop | Housewares | Handmade | Antiques | Gift

roves eslie G er L y b rni text ill Fou g and Stylin aphy by W gr Photo

g n i r p S hasng! u r sp www.instoremagazine.ca

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29

True to

FORM

HOW TO introduce trends before the product arrives

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inStore. Fall 2017

An easy-to-create platform for previewing products not yet in store

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Fill In The Blanks The first starts of spring will start to appear in just a few months. As many of you know from experience, when shopping the shows you may purchase an entire product line complete with accessories and complementary décor, but it’s almost guaranteed to arrive at different times and with different orders. This is just the reality of retail.

Rather than fight reality, try introducing the new colours and trends you’ve purchased before the merchandise is received. The more comfortable customers become with the newest styles, the more comfortable they’ll be purchasing the items once they are in stock.

There are many different display set-ups you could use to introduce a trend without any product, including the one we’ve designed for this issue.

Based on a soft spring colour palette and a fabric scrap from cushions and tablecloths to come, the display’s foundation is built with props which allows you to easily add and expand the display once the merchandise arrives.

All Dressed Up A Judy or dress form is a wonderful addition to any display, and can be used for clothes or accessories.

The form can start out in the design you see here and transition into a fashion showcase as items arrive. In quiet or light merchandise months, your Judy can be dressed in a grass plume skirt (the pampas grass was literally foraged from the roadside) bundled and fixed with wire on a waistband of ribbon. If grass doesn’t work, use other materials such as strips of mismatched fabric, tulle or tissue paper. To finish we wrapped the bust of the form with a soft floral-patterned fabric that suggests the colours and product lines we will soon be offering in store.

Styling and text by Leslie Groves Photography by Will Fournier

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31

Frame the Story Many people have the misconception that they need to fill their display spaces to the brim, yet using fewer elements and allowing for white space actually makes your message easier to read and your products easier to identify. Rather than filling our display with masses of product, we added a natural backdrop of branches.

To reinforce the colour and pattern used for the dress on the Judy, we added another fabric swatch into a deep frame. Instead of fabric, you could use an image which ties into the new trend or collection you’re previewing.

Floored Consider adding in a few florals to pick up colour and add to your spring theme.

They’re a quick and cost-effective addition to any store. For this display we selected garden roses to tie into the fabric pattern.

Styling and text by Leslie Groves Photography by Will Fournier 32

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STEP INTO THE WORLD OF DANICA STUDIO new collections introduced twice a year

1.888.632.6422

danicaimports.com

info @ danicaimports.com

Slip into summer bliss and let the earthy materials, hand-crafted touch, and comfortable design of our Spring 2018 collection whisk you away.

1000+ new introductions Book an appointment with your rep to view!

www.indabatrading.com 1 (800) 746-3222 @indabatradingco /indabatrading

Styling and text

by Leslie Groves Photography by Will Fournier

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Setting th

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Set the stage for stellar sales with an amazing assortment of entertaining items for spring

g heTable www.instoremagazine.ca

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Flower Sh 1

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3

5

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hower!

An explosion of blooms and bright colours are the perfect accents for sunny spring tablescapes 1/ Water bottle, $48 retail, Tag. Distributed

by Design Home Gift & Paper, 800-663-9950, www.designhome.ca

4

2/ Salad plates, $60 retail for four, Tag. Distributed by Design Home Gift & Paper, 800-663-9950, www.designhome.ca 3/ Oven mitt from Kay Dee Designs, $8.99 retail. Distributed by David Youngson & Associates, 800-370-4857, www.youngson.com 4/ Runner, $50.50 retail, Tag. Distributed by Design Home Gift & Paper, 800-663-9950, www.designhome.ca 5/ Heart & Home spatula, $7.99 retail, History & Heraldry, 800-563-3557, www.historyandheraldry.ca

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6/ Heart & Home tea towel, $9.99 retail, History & Heraldry, 800-563-3557, www.historyandheraldry.ca 7/ Seersucker breakfast cloth, $66 retail, April Cornell, 877-662-7745, www.aprilcornell.ca

8

8/ Oven mitt, $26 retail, April Cornell, 877662-7745, www.aprilcornell.ca 9/ Flour sack towel, $8.99 retail, Kay Dee Designs. Distributed by David Youngson & Associates, 800-370-4857, www.youngson.com 10/ Ceramic measuring cup set, $23 retail, Nostalgia Import, 800-785-7855, www.nostalgia-import.com

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Kanada - GB What makes an event a true sensation.

When does one city offer a home for the world.

Where will tomorrow’s ideas be born.

This is your invitation to the future of the present day – a place where creativity is lived, where diversity pulsates.

Ambiente, the show.

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

Partner Country The Netherlands

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65855-007_AM_allg_InStore_Magazine_90_5x234 • FOGRA 39 • CMYK • tg: 08.09.2017

DU: 12.10.2017

9 – 13. 2. 2018

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Navajo!

1

2

Add a small mix of cactus and Navajo-inspired patterns to your lineup for spring and see what sprouts!

3 5 4

1/ Cactus dish, $15 retail, Now Designs, 888-632-6422, www.danicaimports.com 2/ Fouta tea towel, $8.99 retail, Kay Dee Designs. Distributed by David Youngson & Associates, 800-370-4857, www.youngson.com 3/ Siesta work apron, $54 retail, April Cornell, 877-662-7745, www.aprilcornell.ca 4/ Braided placemat, $8.99 retail, Kay Dee Designs. Distributed by David Youngson & Associates, 800-370-4857, www.youngson.com 5/ Embroidered flour sack tea towel, $8.99 retail, Kay Dee Designs. Distributed by David Youngson & Associates, 800-370-4857, www.youngson.com

www.instoremagazine.ca

inStore. Fall 2017

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NEW!

Introducing Free Webinars!

Stay informed on a variety of retail topics from the convenience of your store or office.

Merchandising Your Store for the Holidays Wednesday, November 8, 2 – 3 p.m.

Boosting Seasonal Sales Tuesday, November 14, 2 – 3 p.m.

At QMT Windchimes, we pride ourselves in making a wide selection of hand-tuned chimes with superior musical tones. Our Copper Vein Corinthian Bells® wind chime is our best-selling model, and our Arabesque® chimes are redefining elegance with their extraordinary texture and engraved rings. Now available in a new larger 59” size. All our chimes are proudly made in the USA. QMT WINDCHIMES 800-345-2530 www.qmtwindchimes.com sales@qmtwindchimes.com

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Look for your registration email coming soon!

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Classic blue & white

Blue and white accents for the table are sophisticated and timeless

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1 2

4

1/ Maxwell & Williams cutting board, $99.95 retail, Canfloyd, 800-263-3551, www.canfloyd.com 2/ Cotton placemat, $8 retail, Harman Imports, 800-363-7608, www.harmaninc.com

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3/ Pineapple marble tray, $28 retail, Indaba Trading, 800-746-3222, www.indabatrading.com

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4/ Ceramic bowls, $29 retail for four, Nostalgia Import, 800-785-7855, www.nostalgia-import.com 5/ Die-cut pagoda placements from Hester & Cook, $30.99 retail for 12. Distributed by David Youngson & Associates, 800-370-4857, www.youngson.com 6/ Batik table runner, $15 retail, Nostalgia Import, 800-785-7855, www.nostalgia-import.com

www.instoremagazine.ca

inStore. Fall 2017

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Supply Side

By Marilyn and Steve Nason

Developing strong partnerships with vendors is the key to retail longevity Strong, mutually beneficial relationships with vendors can make or break a store’s success and impact their ability to grow and retain customers. But how much time do you spend building relationships with your suppliers?

Perhaps you feel you’re managing well enough on your own, but step back a second and consider the concept of working with suppliers as partners, especially considering the mounting changes affecting every aspect of independent retailing these days. www.instoremagazine.ca

A growing number of wellinformed retailers have begun to realise that vendors, especially those they have worked with for years and which represent their top-selling brands, are paramount to their survival. Think about the items and collections that have separated your store from your competitors, helping you become a destination. Who knows these skus better than you and which ones are the most profitable? The suppliers that sell them to you.

INFORMATION AS A SELLING TOOL

Have you noticed during the first day of a trade show, there are meetings happening in vendor’s booths with reps and staff? These meetings are focused on teaching those gathered as much as possible about every new item along with the renewed, expanded and updated products. The buying proposition for each item, the materials used to create them and the cross-merchandising opportunities are all shared in inStore. Fall 2017

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“A growing number of well-informed retailers have begun to realise that vendors, especially those they have worked with for years and which represent their top-selling brands, are paramount to their survival.” detail with sales reps and customer service agents. The limitless functions of items which will help to sell a customer on their benefits alongside the variety of ways an item can be displayed is information that is yours for the taking. Investing time in learning about the various ways these items can help you succeed is an investment in your future. When you sell products at full markup as quickly as possible after placing it in your store, who wins? Obviously, you, but equally positive is what this means to the ongoing relationship between the vendor and you, and your customers who delight in visiting your store regularly because of the exciting new product displays you create as a result of these partnerships.

SHARED SELLING VENTURES

Retailing now requires working almost around the clock. Lighten your load by asking vendors for help. Many will be able to suggest display and promotional ideas which have been successful for accounts who sell products similar to your store’s. Sales reps may be willing to partner with you in creating a special instore event for a brand that your customers love. Ask vendors if 44

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the artist or the creator of a certain product offers instore presentations. Ask vendors whether they offer giveaways for you to offer as exciting draw prizes or whether they have samples and “coming soon” signs to promote the arrival of new product lines which you can use in your store to create excitement among customers. Can they help you create ideas for signage as well as newspaper ads or television/radio commercials? Do they provide display units or fixtures? They might have these items available at cost or they could give you step-by-step instructions on how to recreate the displays they have used to sell you on the product. Never assume you are too small as a one-store independent to be able to get some form(s) of co-op assistance from your vendors. You never know until you ask.

STAFF TRAINING

Ask vendors if they will help train your staff on how to sell their products. For staff members who know your customers well, these training sessions will give them the opportunity to ferret out information from your vendors which will help them close the sale with your customers.

ASK TO RECEIVE

While it makes sense to have a working, business-like partnership with your vendors and their reps, remember that in the end you are the customer and your vendor is the seller. You deserve to be treated in the exact same way as you treat your store’s customers. Always remember to ask your vendors for information, help and assistance appropriate to your buyerseller relationship. inSpire. inForm. inStore.

www.davidshawdesigns.com | 800.489.7429 | info@davidshawdesigns.com DavidShawFall2017.indd 1

www.instoremagazine.ca

2017-10-21 2:39 PM

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The inspir 2

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Delight in Black & White 1/ Nutcracker vase, $30 retail, Candym Enterprises, 800-263-3551, www.candym.com 2/ Sleepy eyes cushion, $40 retail, Indaba Trading, 800-746-3222, www.indabatrading.com 3/ Kasuti cushion, $46 retail, Indaba Trading, 800-746-3222, www.indabatrading.com 4/ Concrete tray, $20 retail, Danica Studio, 888-632-6422, www.danicaimports.com

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5/ Ticking throw, $70 retail, Indaba Trading, 800-746-3222, www.indabatrading.com 6/ Grey pillow, $55 retail, Canfloyd, 800-263-3551, www.canfloyd.com

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red home!

Trends to rock for spring home dĂŠcor displays

1

3

2

The Blues 1/ Glass vase, $53 retail, Bloomingville.

Distributed by Design Home Gift & Paper, 800-663-9950, www.designhome.ca 2/ Blanket scarf, $50 retail, Canfloyd, 800-263-3551, www.canfloyd.com

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3/ Scrabble cushion, $30 retail, Nostalgia Import, 800-785-7855, www.nostalgia-import.com 4/ Greenleaf tin candle, $25 retail, Candym Enterprises, 800-263-3551, www.candym.com 5 Jewellery box, $20 retail, Danica Studios, 888-632-6422, www.danicaimports.com

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6 Wall plaques, $43.99 retail each, Cedar Mountain. Distributed by David Youngson & Associates, 800-370-4857, www.youngson.com

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• Toys made of natural materials, especially wooden toys • Children’s products that are made in a sustainable way • Toys that are made by companies operating in a socially responsible manner

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inStore. Fall 2017

In the Press

Instagram

www.barefootvenuswholesale.com Toll Free: 1.888.490.1756

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Your

r e t p a h C New begins

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PLAN...STRATEGISE...EXECUTEÂ FEEL THE FREEDOM...

Bella Ventures RETIRE WITH EXCELLENCE

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JOSEE TOM Executive Retirement Specialist

2017-10-20 4:58 PM

Whimsical FUN fridge magnets, each carefully handpainted by our eachanoriginal artisans, make wonderfully unique gifts for all ages.

We invite you to visit our website to view the complete product range.

www.eachanoriginal.com www.instoremagazine.ca

1-800-490-9445 inStore. Fall 2017

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www.pixiemood.com Tel: 1-888-882-2386 info@pixiemood.com Fax: 1-888-962-7122

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Fashion Finds 2

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Simply Stylish Streamlined shapes and classic patterns 1/ Knit top, $45 retail, Canfloyd, 800-263-3551, www.canfloyd.com 2/ Leopard-print blouse, $56.50 retail, Mud Pie. Distributed by Design Home Gift & Paper, 800-663-9950, www.designhome.ca 3/ Taupe tote, $96.50, Mud Pie. Distributed

by Design Home Gift & Paper, 800-663-9950, www.designhome.ca

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4/ Knit beanie, $10.99 retail, Canadian Gift Concept, 866-411-1043, www.cgconline.ca

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5/ Leopard-print blanket scarf, $56.50 retail, Mud Pie. Distributed by Design Home Gift & Paper, 800-663-9950, www.designhome.ca

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HAPPY INSTORE MAG 1/4 AD-outline.10.17.qxp_Layout 1 2017-10-12 10:31 AM Page 1

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905-824-4473 (Phone) 1-877-299-7323 (Toll Free) www.beside-u.ca www.isaofcanada.com info@isaofcanada.com

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Fashion Finds 2

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Naturally Elegant Soft shades exude subtle sophistication 1/ Plaid crossbody bag, $25 retail, Cabrelli Group, 800-784-4750, www.cabrelli.ca

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2/ Necklace, $25 retail, Abbott, 800-263-2955, www.abbottcollection.com

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3/ Ombre infinity scarf, $8.99 retail, Canadian Gift Concept, 866-411-1043, www.cgconline.ca 4/ Mala stone bracelet, $10 retail, Abbott, 800-263-2955, www.abbottcollection.com 5/ Mini MultiSac, $55 retail, Cabrelli Group, 800-784-4750, www.cabrelli.ca

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inSight Barbara Crowhurst

The Millennial Customer

B

orn between the years of 1980 and 1995, Millennials represent the largest generation in the Canadian workforce at this moment.

Research shows that a quarter of all retail shoppers are Millennials. Also of interest is that they are top users of cellphones.

This group has very high expectations but are also very loyal. They want the products and services they buy to reflect who they are as individuals.

Their early social development years, and media

This group has very high expectations but are also very loyal. use, have helped them form the connections they have to brands, so if you want a piece of the Millennial retail market, you need to shift your marketing focus from traditional methods because Millennials are strongly engaged with social media.

It’s their primary source of shopping information and they are 29 per cent more likely to buy the very day they see a product on a social media platform than other demographic groups.

To attract this generation, stores must have an effective mobile marketing strategy. Being active on Instagram, Facebook and Pinterest and insuring your website is mobile friendly. This shopper also loves being able to buy online and pick up in store.

The click and collect service is very attractive to them.

Loyalty programs among this demographic are embraced. This is the age group that uses loyalty programs the most so start a loyalty program to attract their business.

The Millennial shopper is influenced by price and wants the ability to check prices instantly. They want to look for savings and will also search out the

www.instoremagazine.ca

ONLINE EXPERIENCES Millennials are highly engaged with social media as well as ‘click and collect’ retail operations

best price. If you can’t compete on price, offer them a deal that rewards loyalty.

Millennials are also looking for experiences.

Create entertaining events to attract them like in-store concerts, demonstrations, how-to events, tastings, fashion shows, shopping events and inspirational talks.

Now that you know a lot about this shopper and how they want to be marketed to, are you up for the challenge?

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

New Offerings

Association launches online learning resources for retailers

I

f you walked the aisles at one of our fall fairs in Toronto or Edmonton, we trust you found a myriad of new, interesting and innovative products for your store. Yet, our commitment to you and your business transcends show season. CanGift’s website offers store owners outstanding expert advice on running your retail store and this fall we’re providing retailers with more tips and tools than ever before.

The association is excited to be able to offer retailers these free tools which can be easily accessed from their home or office.

In November we will launch our new webinar series led by Barbara Crowhurst, CEO of Retail Makeover. On November 8 we will present Merchandising Your Store for the Holidays and on November 14, Boosting Seasonal Sales. Visit www.cangift.org to register or call (800) 611-6100.

The association is excited to be able to offer retailers these free tools which can be easily accessed from their home or office. We hope you will have the chance to use them to grow your business during the biggest selling season of the year.

Finally, on a sad note, the association recently announced

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it will no longer produce the Quebec Gift Fair. A difficult decision that was not arrived at easily, it is, unfortunately, the right one. With declining numbers in both size and attendance, the board of directors recognized that the show had run its course and was no longer viable. We would like to express our gratitude to both retailers and exhibitors for their past support of the Quebec Gift Fair and look forward to seeing you at a future CanGift fair.

Our best wishes for a successful selling season and a profitable 2018.

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.

inSpire. inForm. inStore.

S a v e th e D a te !

THE COUNTDOWN IS ON! Register now to attend the most anticipated gift fair of the season TORONTOGIFTFAIR.ORG January 28 – February 1, 2018 Toronto Congress Centre & The International Centre

Wh ere Con sum er Tren d s B egin