Fall 2018

FALL 2018

THE DEFINITIVE RESOURCE FOR INDEPENDENT LIFESTYLE RETAILERS

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contents

inStore VOL. 05/NO. 01

THIS ISSUE

Fall 2018

20

31 inStock

inStyle

inSight

inForm

DEPARTMENT

FEATURE

DEPARTMENT

DEPARTMENT

6 Cultivate Happiness Quirky one-of-a-kind gifts

43 Fashion Trends

6 Hello!

Anniversary Issue

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

11 Cocktail Hour The latest and greatest for the bar 12 Coming Clean Personal care and home fragrance 15 Gift of Wellness Perfect pick-me-ups

A fresh crop of neutrals will lead the colour way this spring

20 Shop Profile Oak & Lily in Winnipeg, Man., is Tatiana Penner’s dream potting shed come to life.

53 Team Building The final building block in our yearlong discussion on sustaining your retail business FEATURE

FEATURE

31 Casual Encounters

Fresh picks for springtime entertaining

37 Domestic Bliss Luxurious new finds for the home

www.instoremagazine.ca

48 Don’t Ignore the Signs

54 CanGift Connects Spread Some Cheer FEATURE

26 Sale Display 101 A cheap and cheerful window display guaranteed to capture your customer’s attention

By Leslie Groves

The importance of quality, effective signage in retail stores

By Andrea Hein

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inSpire. inForm

TM

THE DEFINITIVE RESOURCE FOR INDEPENDENT LIFESTYLE RETAILERS

Attention Retailers

TM

Editor & Publisher Erica Kirkland ekirkland@instoremagazine.ca Design & Layout Gerry Wiebe Contributing Editors Barbara Crowhurst, Leslie Groves Advertising Inquiries ekirkland@instoremagazine.ca 905-690-0492 Editorial Submissions editorial@instoremagazine.ca Mailing Address 103 Niska Drive Waterdown, ON L8B 0M8 Contibutors Barbara Crowhurst, Castlerock Studios, Will Fournier, Leslie Groves, Andrea Hein, Andrea Reynolds

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

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

RetailMakeOverAd_Summer2016.indd 1 4 inStore. Fall 2018

2016-07-03 6:17 PM

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. © 2018 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

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inStore. Fall 2018

5

inSight Hello

Anniversary Issue It’s hard to believe, but this issue marks four years since the launch of InStore.

How time flies!

This time last year we were excitingly launching the Lifestyle Report, a market research survey we hoped would provide retailers and suppliers with insight into the Canadian giftware industry. Despite offering a lucrative $500 cash prize, the number of responses hovered around 100 – not significant enough to publish a report, sadly.

Funny enough, this year I find myself as the owner of Giftbeat, a newsletter which polls 300 stores across the United States eleven times a year for the lowdown on the bestselling product lines in over 50 categories. In exchange for being a reporting store, each retailer receives a complimentary annual subscription, valued at $129 US. One of the reasons I jumped at the opportunity to purchase Giftbeat was because it has such an excellent reputation among vendors on both sides of the border. Over the years I can’t tell you the number of suppliers who’ve told me to do something like Giftbeat in Canada. I always felt there wasn’t enough population density and too many regional differences for a similar publication to make sense in Canada. Now that InStore has the market research ability to conduct this type of research in Canada, all we need is about 300 retailers who would be interested in sharing their sales data – anonymously. I think that may be a stretch, but I’d love nothing more than to be proven wrong!

my fav...

InStore’s profiles have served as my passport to explore our beautiful country, and I managed to cross all but Manitoba and the territories off my bucket list. With the acquisition of Giftbeat, I haven’t had the time to travel, but thankfully my long-time friend and colleague Andrea Reynolds was up to the task. From now on she will be bringing you the inside scoop on the coolest shops (see page 20) across Canada while I put Winnipeg on my list of vacation destinations.

Erica Kirkland Publisher & Editor

in this issue We’ve sourced a chic selection of new items for the bar in What We’re Loving on page 11 along with the latest in personal care and wellbeing (pages 12 and 15). On the following page you’ll uncover a selection of quirky, one-of-a-kind gift items guaranteed to draw customers in for a closer look.

As we do in every issue, we’ve 6

inStore. Fall 2018

selected our favourite new items for the home (page 38), kitchen and table (page 31)

and the wardrobe (page 43).

We trust you’ll find an item or two to add to your store’s mix! inSpire. inForm. inStore.

Same great brands - One Family!

TORONTO One Pearce Road, Woodbridge, ON

shopganz.com 800.263.2311

@ganzgifts @midwestcbk

Cultivate Happiness

inStock What We’re Loving

Unique, one-of-a-kind gifts certain to bring a smile to your customers’ faces

2

1 1/ Cactus coasters from The Tate Group transform into an interlocking mat, $26 retail, 416504-8047, www.thetategroup.com 2/ A globe-shaped travel journal, $80, The Tate Group, 416-504-8047, www.thetategroup.com 3/ Planter, $13 retail, Abbott, 800-263-2955, www.abbottcollection.com

3 4

4/ Llama-shaped measuring spoons, $18.99 retail, Nostalgia Imports Canada, 800-785-7855, www.nostalgia-import.com 5/ Kikkerland banana light, $17.50 retail, through David Youngson & Associates, 800-370-4857, www.youngson.com 6/ Mini lightbox with 100 characters, $29.99 retail, Amped & Co., www.ampedandco.ca

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SEE. TOUCH. TASTE. SMELL. HEAR.

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Cocktail Hour

inStock What We’re Loving

Our favourite finds for a well-stocked bar

2 1

1/ Cocktail set from Kikkerland, $40 retail, through David Youngson & Associates, 800-370-4857, www.youngson.com

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2/ Shirlaleah corkscrew, $27 retail, through David Youngson & Associates, 800-370-4857, www.youngson.com 3/ Swig stemless wine cups, $29.49 retail each, Edenborough, 800-265-6398, www.edenborough.com 4/ Sommelier wine glasses, $63 to $93 retail each, Canfloyd, 800-263-3551, www.canfloyd.com

5 4

5/ Margarita green tea infusion from Tealish, $15.95 retail, through David Youngson & Associates, 800370-4857, www.youngson.com 6/ Kikkerland cactus shot glass set, $15 retail, through David Youngson & Associates, 800-370-4857, www.youngson.com

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www.instoremagazine.ca

inStore. Fall 2018

11

Coming Clean

inStock What We’re Loving

Tis the season to stock up on personal care and home fragrance

1 2 1/ Rollerball perfume in pretty packaging, $34 retail, The Tate Group, 416-504-8047, www.thetategroup.com 2/ Bridgewater’s Sweet Grace Candle, $23 retail, distributed by Candym Enterprises, 800-263-3551, www.candym.com

3

3/ Mer-Sea bar soap in a woody masculine scent, $13.50 retail, Design Home Gift & Paper, 800-663-9950, www.designhome.ca 4/ Lemon Freckle mineral detox, Barefoot Venus, 888-490-1756, www.barefootvenus.com

4

5/ Essential Oil Wipes, $9.99 retail, Upper Canada Soap & Candle Makers, 800-548-4097, www.uppercanadasoap.com

5

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Gift of Wellness

inStock What We’re Loving

Small splurges to brighten rainy spring days

2

1

1/ Finger massager, $5.99 retail, Upper Canada Soap & Candle Makers, 800-548-4097, www.uppercanadasoap.com 2/ Naturally aromatic palo santa wood for burning, $32 retail, The Tate Group, 416-504-8047, www.thetategroup.com

3

3/ Walton Wood Farm’s Rural Roots’ all-purpose balm, $4.95 retail, 844-834-3276, www.waltonwood.com 4/ Turkish towel from Inis, $34.99 retail, Edenborough, 800-265-6398, www.edenborough.com 5/ PM Detox herbal tea from Tealish, $15.95 retail, through David Youngson & Associates, 800-370-4857, www.youngson.com

4

6/ Back brush, $30 retail, Merben International, 866-463-7236, www.merben.com

5

www.instoremagazine.ca

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inStore. Fall 2018

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sensational exceptional original 8 – 12. 2. 2019 The outstanding diversity of the international consumer goods market. Eye-catching new ideas for gifts and personal accessories in sight at the Giving area. The trade fair that leads your industry into the future.

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inStore. Fall 2018

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Strong synergies for success

inForm News & Notes

THE GOODS

News & Notes

Larry Neary Retires from Ganz

A

fter 24 years at the helm of Ganz’s Canadian sales team, Larry Neary retired from his position as vice-president of sales in October.

Neary first joined the company in the early 1980s as an independent sales agent. As he fondly recalls, he was “just a boy back then, going up and down Yonge street in Toronto, Ont.” According to colleagues, Neary stood out as a top-performing sales representative with a courteous, calm and cool manner. This combination of attributes made him an ideal sales manager, and he was courted by a variety of companies to manage sales, including Diversified International Products and ACIStarcase Canada. In 1994 Neary made his way back to Ganz as the national sales manager, a role he held until January 2016 when he was named vicepresident of sales for Ganz and Midwest-CBK. Company president Howard Ganz remarks that Neary built the company’s Canadian sales force as it stands today. “We have been through many changes due to strategy and acquisitions, and Larry has always adjusted to the requirements, and built the sales force to accomplish our goals.”

Ganz’s communications manager, Susan O’Halloran, and Laurel Yama, Canadian national sales manager, note that Neary is the consummate professional who never loses his cool, is a gentleman and is extremely fair. They also share that he always has time for Ganz’s retail customers.

Indeed, according to Howard Ganz, Neary has a very strong work ethic. “Often he is in the office quite early and leaves quite late. He knows the industry from many angles and is well connected with a wide network of associates. Mostly importantly though, Larry is a person with fine values, who will always be honest and respectful to everyone he works with.”

Speaking with a network of Neary’s colleagues it’s apparent that his exceptional manners and leadership talent will be remembered for years to come at Ganz and throughout the Canadian giftware industry.

“Larry has developed a great transition plan over the past year and I have no doubt that Laurel will do great at the helm of the salesforce,” says Howard Ganz.

“So, I’m not worried about missing Larry from a salesforce perspective, but Larry and I have known each other since we were young men and I have always enjoyed him as a person. I will miss him, but at the same time I wish him the best in his well-deserved retirement.”

www.instoremagazine.ca

Ruby’s Closet Travel Accessories Ruby’s Closet, the company behind the awardwinning Bling Hangit jewellery organizer, is back in the marketplace with a line of high-quality travel bags and accessories. Distributed by The Foundary, the collection includes water-proof makeup and toiletry bags, a 14-section jewellery organizer and travel clutches. www.foundary.ca

Pudus Boot Socks Pudus is adding to its collection of super-soft slipper socks with an assortment of boot socks. Designed to be worn with ankle, knee-high and rain boots, the socks are available in both adult and child sizes in a variety of designs including classic lumberjack red as well as camo pink. www.ilovemypudus.com

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Show Calendar JANUARY

Christmasworld/ Paperworld January 25– 29, 2019 Frankfurt, Germany www.messefrankfurt.com Las Vegas Market January 27 – 31, 2019 www.lasvegasmarket.com Mode Accessories Show January 27 – 29, 2019 Toronto, Ont. www.mode-accessories.com

By Hand January 27 – 29, 2019 Toronto, Ont. www.byhand.ca

THE GOODS Fitkicks Live Well Collection The newest collection of Fitkicks from DM Merchandising, Live Well, gives consumers three new options to coordinate workouts and complement active lifestyles: footwear, wrist wallets, and waist packs, all with a visually textured appearance. The material is created by interweaving different coloured yarns, resulting in a mixed fabric that is stronger and more durable. In addition, the inner cushion of the footwear has been updated with the Peg Matrix system which adheres the insole to the shoe base for no-slip movement and allows the insole to be easily removed for washing while keeping the fold-and-go function that Fitkicks are known for. DM Merchandising is distributed in Canada by Canadian Gift Concept. www.cgconline.ca

Warm-Up Polar Bear

Toronto Gift Fair January 27 – 31, 2019 www.torontogiftfair.org

The Warm Buddy Company is now offering its popular polar bear in an 18-inch version.

Used for aches, pains and stress, the bear comes with a natural heat pack which can be warmed in the microwave as well as cooled in the freezer. $39.95 retail. www.warmbuddy.com

NY Now February 3 – 6, 2019 www.nynow.com FEBRUARY

Ambiente February 8 – 12, 2019 Frankfurt, Germany ambiente.messefrankfurt.com Craft East Buyers’ Expo February 9 – 10, 2019 Halifax, N.S. www.actshow.ca Alberta Gift Fair February 24 – 27, 2019 Edmonton, Alta. www.albertagiftfair.org 18

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Crazy Cats from Kay Dee Designs Among the new collections from Kay Dee Designs is Crazy Cats, a whimsical collection for all cat lovers.

Items include tea towels, dishcloths, oven mitts and guest towels.

Distributed in Canada by David Youngson and Associates, 800-370-4857, www.youngson.com

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Inside Track NEWS IN BRIEF

Home Accents

JewelPops Files for Bankruptcy JewelPops Inc., the company behind the Kameleon jewellery brand, filed for bankruptcy in Canada on July 27.

An email attributed to the company and posted on social media by one of the company’s retailers said the business closed its doors on July 31 but hoped that its brands would find a new home: “The changing retail landscape in both the jewellery and the gift sectors as well as rising costs in all areas of operations in our wholesale sector made it impossible to continue with the business model as it existed. While the company has closed its doors, the brands are very much alive, and there are ongoing talks and negotiations with various interested parties to purchase them and continue to make these brands available.”

JewelPop was founded in 2007 by Robert and Allison Smith and was acquired by Lynx Equity in 2013.

Garden Decor

Ganz and Midwest CBK Merge Sales and Operations Ganz has decided to merge sales and operations with its sister company Midwest-CBK. The merger includes the Midwest-CBK brand name as well as the holiday, gift, home decor and outdoor décor business. Simply Noelle will create its own sales force run by its Wilmington, N.C. distribution facility and staff.

A key component to this strategy is to maintain the integrity of each brand identity. This will be done through maintaining the core product development teams from each brand.

The Midwest-CBK brands complement the Ganz product line, and a combined sales force will result in a proficient and successful team in the industry.

“We are excited about the possibilities in uniting Ganz and Midwest -CBK,” said Howard Ganz, president. “This will undoubtedly lead to greater efficiencies in all aspects of the business and especially be of great benefit to our customers. Salespeople will be able to service our retailers with a wide selection of holiday, gift and home décor products, that reflects the depth of design for which each of these three brands are well known.” www.ganz.com, www.mwcbk.com.

Retailers Spared Massive Hikes in New Trade Agreement According to a press release from the Retail Council of Canada (RCC), the new U.S.-MexicoCanada Agreement (USMCA), which replaces the North American Free Trade Agreement (NAFTA), protects Canadian retailers from many unreasonable U.S. demands.

When negotiations began, the U.S. proposed an $800 USD exemption for taxes and duties on goods imported by courier or post. The Canadian team successfully negotiated a deal to cap the sales tax exemption at $40 CAD, while establishing a new limit of $150 exempting duties only. This is significant, according to the RCC, because, on average, an exemption on sales taxes and duties is seven times larger than an exemption for duties alone. Further, this change only applies to couriered shipments. Postal shipments are still subject to the old threshold of $20.

The average duty rate is two per cent, however, there are some categories of goods facing significantly higher levels, most notably apparel and footwear. The RCC notes there is still an unlevel playing field between online vendors shipping into Canada, and retailers operating here, particularly on goods no longer manufactured in Canada where there is no reason to impose high-duty rates. - www.retailcouncil.org

www.instoremagazine.ca

by

Christmas Tradition WWW.CT-LIFESTYLE.COM 1-800-561-5515

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inSight Shop Profile

Personal

TOUCH

Oak & Lily owner Tatiana Penner.

Photography by Gabrielle Touchette

Bloom Where You’re Planted

A love of flowers leads to a successful floral enterprise | By Andrea Reynolds

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S

tepping through the doors of Oak & Lily transports customers to Tatiana Penner’s personal potting shed cum retail store. Named after her grandmother’s favourite flower and for a tree that symbolizes the strength and shelter provided by loved ones in her life, this Winnipeg store is arguably the most stylish potting shed ever imagined.

After working in retail, and later in communications, Penner began to dabble in floral design for weddings and events in her spare time. The side business quickly developed into a gift boutique and full-service floral shop with a wide selection of carefully curated fresh flowers and plants. Noteworthy gifts, www.instoremagazine.ca

either locally sourced or lovingly chosen, include linens, candles, luxury body care and paper goods. While at first, Penner and one part-time employee ran the store, in addition to handling weddings and events on the weekends, the shop now has two more employees. Six years on, Penner’s growth is mirrored in the flowers that surround her. Here she shares her secrets to success: What makes your store unique?

The selection of flowers and products we carry are distinctive and are constantly changing with the seasons. Our carefully curated selection of products reflects our aim to be intentional about quality and uniqueness.

JUST THE STATS STORE: Oak & Lily LOCATION: Winnipeg, Man. SQUARE FOOTAGE: 750 EMPLOYEES: One fulltime and three part-time TOP-SELLING LINES: Action Imports, Banquet Atelier,

By Nature Design, Bath Poetry, Woodlot WEBSITE: www.oakandlily.ca

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How would you describe your store?

It’s designed to give visitors an escape from the hustle and bustle of their busy lives. Wood floors and tables and a neutral black and white palette provide a subtle background to let the natural beauty of the products and flowers shine. Our style has an organic feel. We focus on simple, natural beauty – balancing modern and rustic, masculine and feminine, and old and new.

To what do you attribute your success?

Our customer service is genuine. I genuinely like helping people find what they’re looking for, and I love providing a space in the shop that inspires people and gives them a little bit of beauty in their day. I’m not especially “sales” motivated. I don’t want to force anything, so providing a genuine, personal connection with my customers spurs me on.

Photography by Monique Pantel

How do you promote your store?

It’s mostly word of mouth. We do use social media to highlight our work in addition to our website. Our most engaging medium is probably Instagram since it’s such a visually supportive platform for our work.

What has been your most successful recent event?

Our seasonal workshops! Clients can interact with the product and learn how to create something beautiful such as a fresh winter wreath or floral centerpiece.

These events bring new and repeat customers into our shop with a hands-on experience that gives them a deeper appreciation for the work we do and the products we offer. They always sell out, so we usually add dates to make room for more.

Do you have a favourite new product line?

We’re looking forward to introducing Bloomingville this holiday season. Their product designs really complement the natural and modern elements of our design work.

Looking back, what’s the biggest lesson you’ve learned?

It’s a simple lesson, but one that holds true as time goes on: quality over quantity.

Finally, how do you stay inspired?

The relationships in my life with my family and friends inspire me most, but the things that keep me most inspired professionally are the flowers. They are beautiful, intricate and fleeting. They impact the senses and the ethereal nature of their beauty can’t be ignored.

Their power to express emotion between people is also powerful and something we’re able to witness daily in the shop.

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RETAIL RENAISSANCE

Tra n s fo r m e d . I n s p i r i n g . I n n ova t i ve

february 3 - 6 J AV I T S C E N T E R , N E W YO R K C I T Y

NYNOW.COM #RETAILRENAISSANCENYNOW

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L A E

Sale Display

101

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One colour, one coat of paint and one simple message is all you need to complete this display in less than 30 minutes!

Colour Coded A solid colour conveys a simple, strong message and captures attention. In a confined space, like a window, select a colour with intensity and which reflects light.

To help customers easily find the sale section inside the store, carry the colour theme through to the sale table or area inside with props (balloons, paper flowers, etc.). The faster the client can find the sale items, the faster they will sell through.

Go All the Way Make the most of any display by placing items from the floor to the ceiling. This will act to capture a customer’s attention from a distance. Here, merchandise is displayed at several different levels.

To bring more attention to the top and bottom levels, we used balloons.

Bonus Tip!

When creating a window display, take the time to review it from a variety of angles, heights and distances to ensure there are clear sight lines. What people walking by the window can see is different from what clients driving by can see.

www.instoremagazine.ca

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S

L A

Signs Keep signage simple. Here, the bold and large font contrasts dramatically with the pink surroundings. Frame signs to bring more attention to the message or paint directly on your window to create a 3D affect.

E

A

Go Faux Sales are limited-time events with limited merchandise, so it makes sense to limit the amount of time and money you spend creating sale displays. Cheap and cheerful goes a long way. If your window is filled with the merchandise you have for sale, that’s not effective for you or shoppers. Instead of placing product in your sale display, pick up items from the local Salvation army or garage sales. (Keep in mind that all imperfections will be covered with a fresh coat of paint.) Use one coat of spray paint to quickly mask any imperfections.

Styled by Leslie Groves Photographed by Will Fournier

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

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Casual

Encounters Fresh picks for spring-time entertaining

Styled by Leslie Groves Photographed by Will Fournier

www.instoremagazine.ca

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KNOW WHEN TO REAPPLY

YOUR SUNSCREEN DOTS

CLEAR WHEN PROTECTED, APPLY MORE SUNSCREEN when purple!

EXPOSURE SCALE

DigItApparel.com

S S L A N

Arabesque®

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. G F

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R O A D T H A T

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Arabesque® by QMT Windchimes® will take your breath away. Built upon the best-selling Corinthian Bells®, Arabesque® are magnificent.

We’ve taken everything that makes Corinthian Bells® the best, and added more, with engraved tubes, textured finishes, gem like colors, and a high performance wind sail.

Lakeshore Melodies

TM

Lakeshore MelodiesTM, our newest brand, joins the QMT family, featuring exquisite woodwork, and musical upgrades usually reserved for all-metal chimes.

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

QMT WINDCHIMES 800-345-2530 www.qmtwindchimes.com sales@qmtwindchimes.com

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Pretty Pastels A laidback assortment of easy-on-the-eyes neutrals and pastels

2

1

1/ Brew-in-mug, $24.95 retail, Tealish through David Youngson & Associates, 800-370-4857, www.youngson.com

3

4

2/ Demdaco ceramic crock, $44 retail, distributed by Canfloyd, 800-263-3551, www.canfloyd.com 3/ Mini mugs, $3.85 retail each, Quotable, 212-420-7552, www.quotablecards.com 4/ Tablecloth, $129 retail, April Cornell, 877-662-7745, wholesale.aprilcornell.ca 5/ Shirlaleah cheese board, $42 retail, through David Youngson & Associates, 800-370-4857, www.youngson.com 6/ Now Designs’ dinner plates, $30 retail for four, 888-632-6422, www.danicaimports.com

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www.instoremagazine.ca

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sensational exceptional original 8 – 12. 2. 2019 The outstanding diversity of the international consumer goods market. Eye-catching innovations, trends and designs in sight. All segments. All themes. The trade fair that leads your industry into the future.

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

Partner Country India

32

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67617-006_AM_allg_InStoreMagazine_90_5x234 • FOGRA 39 • CMYK • tg: 21.09.2018

DU: 02.10.2018

Kanada

the show

Anchor’s Away The trend toward seaside themes is not slowing down

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1/ Fish plates, $9 retail each, Indaba Trading, 800-746-3222, www.indabatrading.com 2/ Tumbler, $6 retail, Abbott, 800-263-2955, www.abbottcollection.com 3/ Set of tea towels in bread basket (not shown), $18.90 retail, Nostalgia Imports Canada, 800-785-7855, www.nostalgia-import.com 4/ Now Designs’ braided placemat, $8 retail, 888-632-6422, www.danicaimports.com 5/ Lobster sign, $40 retail, Abbott, 800-263-2955, www.abbottcollection.com

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Luxurious new finds for the home

Domestic

Bliss

Styled by Leslie Groves Photographed by Will Fournier

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Shades of Grey

Today’s go-to neutral for decorative accents

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1/ Storage baskets, $44.99 for two, Nostalgia Imports Canada, 800-785-7855, www.nostalgia-import.com 2/ MacramĂŠ wall hanging, $29.99 retail, Nostalgia Imports Canada, 800-785-7855, www.nostalgia-import.com 3/ Matira leaf cushion, $32 retail, North American Country Home, 888-303-2221, www.northamericancountryhome.com

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4/ Two-toned cotton throw with pompoms, $140 retail, Merben International, 866-463-7236, www.merben.com 5/ Bloomingville Tibetan lamb fur pillow, $141 retail, Design Home Gift & Paper, 800-663-9950, www.designhome.ca 6/ Waffle throw, $47.99 retail, Nostalgia Imports Canada, 800-785-7855, www.nostalgia-import.com

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

Your source for rustic early Canadian furniture and functional accent pieces.

Skilled Canadian people, using Canadian wood to craft timeless Canadian furniture.

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Background Finish: Vintage Cotton over Grey

get

d e r i p ins with

DESIGNERS + MAKERS

CEDARMOUNTAINSTUDIOS.COM | 1-877-537-5776 DISTRIBUTED IN CANADA BY DAVID YOUNGSON + ASSOCIATES, INFO@YOUNGSON.COM 1-800-370-4857

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The flat water bottle designed to fit in your bag

WWW.MEMOBOTTLE.COM

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Global Vibe

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A well-travelled collection of home decor – no passport required!

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3 1/ Crate, $75 retail, Frans Koppers Imports, 866-604-0490, www.fkimports.com 2/ Woven basket, $165 retail for two, Indaba Trading, 800-746-3222, www.indabatrading.com 3/ Bloomingville ceramic lantern, $51 retail, Design Home Gift & Paper, 800-663-9950, www.designhome.ca 4/ Turkish towel, $24 retail, Pokoloko, 844-476-5656, www.pokoloko.com

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5/ IHI jute rug, $26.99 retail, Edenborough, 800-265-6398, www.edenborough.com 6/ Farmhouse hen clock, $36.99 retail, North American Country Home, 888-303-2221, www.northamericancountryhome.com

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7/ Cedar word blocks from Cedar Mountain Studios, $10 to $12 retail each, distributed by David Youngson & Associates, 800-370-4857, www.youngson.com

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January 27 - 31, 2019 Register Now at LasVegasMarket.com Furniture | Decorative Accessories | Home Textiles | Outdoor | Fashion Accessories | Bedding Seasonal | Tabletop | Housewares | Handmade | Antiques | Gift

Fashion

Trends A fresh crop of neutrals will lead the colour way this spring

Styled by Leslie Groves Photographed by Will Fournier

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Neutral Offe A soft spring-time palette of neutrals and nudes

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erings

5 1/ Shirlaleah tote, $86 retail, through David Youngson & Associates, 800-370-4857, www.youngson.com 2/ Mud Pie romper, $94 retail, Design Home Gift & Paper, 800-663-9950, www.designhome.ca 3/ Simply Noelle striped acrylic knit wrap, $50 retail, through Ganz, 800-263-2311, www.ganz.com 4/ Simply Noelle lotus flower tassel wrap, $34.50, through Ganz, 800-263-2311, www.ganz.com 5/ Layers necklace, $29.95 retail, Axicon World Imports, 800-465-5587, www.axiconworld.com 6/ K & K Interiors beaded tassel necklace, $47.50 retail, Design Home Gift & Paper, 800-663-9950, www.designhome.ca 7/ Unisex diffuser bracelet, $19.99, BEL Jewelry, 403-340-0742, www.beljewelry.com

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8/ Charlie Bravo satchel, $50 retail, Cabrelli Group, 800-784-4750, www.cabrelli.ca

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9/ Simply Noelle convertible crossbody with RFID protection, $50 retail, through Ganz, 800-263-2311, www.ganz.com 10/ Art Deco hoop earring, $42 retail, Fab Accessories through David Youngson & Associates, 800-370-4857, www.youngson.com 11/ K. Carroll Millie backpack, $79.99 retail, Edenborough, 800-265-6398, www.edenborough.com

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12/ Gunmetal feather and crystal necklace, $24.99 retail, BEL Jewelry, 403-340-0742, www.beljewelry.com 13/ Canvas gift-boxed layered necklace, $54.50 retail, Design Home Gift & Paper, 800-663-9950, www.designhome.ca

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14/ Folio clutch by Danica Studios, $30 retail, 888-632-6422, www.danicaimports.com

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SeasideStroll

A breezy, and blue, assortment of fresh spring fashion finds

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1/ Beside-U Toluca bag with RFID pocket and detachable security whistle, $125 retail, through ISA of Canada, 877-299-7323, www.beside-u.ca 2/ Napa reversible wrap, $130 retail, Design Home Gift & Paper, 800-663-9950, www.designhome.ca 3/ Nantucket dress, $108 retail, April Cornell, 877-662-7745, wholesale.aprilcornell.ca

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4/ Woven tote, $108 retail, Indaba Trading, 800-746-3222, www.indabatrading.com 5/ Demdaco bracelet, $37 retail, distributed by Canfloyd, 800-263-3551, www.canfloyd.com 6/ Sesame jasper bracelet, $19.99 retail, BEL Jewelry, 403-340-0742, www.beljewelry.com 7/ Cotton scarf, $33 retail, Indaba Trading, 800-746-3222, www.indabatrading.com

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Don’t Ignore the Signs The importance of quality, effective signage in retail stores

A handwritten sign on ripped lined paper slapped to the door with massive amounts of packing tape is bad enough but the addition of an acronym most customers won’t figure out (Be right back) puts it over the edge.

By Andrea Hein

S

ignage is commonly overlooked in independent retail stores as owners tend to focus on their product selection, pricing and staffing.

However, signage is a silent communicator, relaying important information to customers. According to Judy Bell and Kate Ternus, the authors of Silent Selling, great signage can “attract attention and convey brand identity.”

you need not, and should not, add graphic designer to the list unless you have these skills.

GRAPHIC DESIGN HELP

There are an abundance of freelancer graphic designers looking for work and hiring one can be achieved very quickly. If you’re looking for someone inexpensive, contact a local college and ask for recommendations on recent graphic design graduates. The

going rate for a graduate student is $100 an hour maximum, and a project like signage templates would take anywhere from five to seven hours.

If you’d rather someone with more experience, graphic design companies can be found in most towns and cities.

Just expect to pay more. Ask fellow business owners for recommendations.

Another option is to explore Etsy.

There are many template creators on the website who create graphic design

CONSISTENCY

Signage is often the first interaction a customer has with your store through your window displays and store sign, but signage goes way beyond exterior signs and includes sale signs, event signage, product tags and packaging.

Signage should be consistent across all levels with the same fonts and colours. It should also complement and reinforce your store’s colour palette and aesthetic.

PROFESSIONALLY DESIGNED

If this sounds cumbersome, that’s because being a retailer is cumbersome. You wear many hats – from purchaser and display artist to team leader and book keeper. Yet 46

inStore. Fall 2018

Professional product signage adds value to the gourmet foods on offer at Tomme Cheese Shop in Guelph, Ont.

inSpire. inForm. inStore.

Beautiful vinyl cut lettering for a store window. Approximatley $60.

packages for weddings and showers who could easily create store signage as well.

No matter the route you decide to go, any graphic designer should be able to provide you with signage templates in file formats that you can manipulate as needed.

VINYL LETTERING

Vinyl lettering is a quick, affordable and versatile way to sign your store.

It can be used on windows to draw customers in and is just as effective on power walls, fixtures and on the floor. www.instoremagazine.ca

(The floor may seem like an unlikely place to put signage but consider how many customers walk through your store with their heads down looking at their phones. Floor signage may be the only type that grabs their attention.)

Most sign and print shops offer vinyl lettering services and can cut letters in several colours in a very short time period. Consider ordering from a local business rather than a big-box store (like Staples). This will give you the chance to build a relationship with the store owner, and

if you order frequently enough, they may even install the letters for you.

Think outside the usual sale and promotional messaging and let vinyl act as dÊcor that reinforces your brand. Communicating a feeling to your customer, rather than a sales tactic, is an appreciated change of pace. It tells your customers more about who you are as a retailer rather than what you sell. When we can connect with our customers on this level, we’re reinforcing our brand, our relationship and our reputation. inStore. Fall 2018

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Signage Don’ts Avoid these signage faux paus OUTDATED MESSAGES

Change out your signage frequently. Incorrect and outdated signage leaves customers feeling confused and irritated. It may also lead to a price adjustment in their favour if they find outdated sales signage. If a price changes, a promo ends, or sign verbiage needs to change, never scratch out what’s written on a sign, always replace the sign.

HANDWRITTEN SIGNS ABOVE: A great example of signage pollution.

BELOW: The perceived value of this ice-cream could be much higher with professional signage.

Impromptu Post-It notes screaming “NO TAP!!!” on the debit machine or a “Washrooms for Customers Only” sign taped to your cash desk should be avoided at all costs. As informative as these signs may be, they give off a very negative impression of your store. They appear aggressive and angry which I’m willing to bet aren’t a part of your brand strategy. “Handmade signs make the entire operation look unprofessional. This is especially true when employees who don’t know how to spell, punctuate or proofread, oversee the marking pens.”

(Silent Selling).

SIGNAGE POLLUTION

It may seem like a simple concept, but all too often we see what can only be referred to as signage pollution. A clear sign can help the customer make an informed buying decision, but too many signs, no matter how well they’re done, can confuse and irritate the customer. Instead of reading all of the signs, they’ll likely turn away and read none of them. Make sure each of your signs are necessary.

CONFUSING MESSAGES

You want your store to be social-media friendly because of its amazing product assortment or creative window displays, not because of the humorous and confusing signs you’ve posted.

After starting her merchandising career at Walt Disney World, Andrea Hein has worked for boutique shops and big-box stores. As the owner and operator of Andrea Hein Occasions she creates custom décor for various sports clients including SportsNet, CBC Hockey Night in Canada and the Buffalo Bills. She has taught visual merchandising at Sheridan College and Conestoga Collage where she is currently the coordinator for the visual merchandising program 48

inStore. Fall 2018

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Great selection of Essential Oils Bath Bombs & More

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Advertise where your products will be seen.

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905-690-0492 ekirkland@ instoremagazine.ca

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

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inSight Barbara Crowhurst

Team Building and Effective Communication

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n this issue, I share my thoughts on team building and effective communication, the final building block in our yearlong discussion on how to sustain – and grow – your retail business.

Team Building

The term team building refers to the continued evolution and shaping of your sales associates into a unified team which shares your vision and sales goals while delivering a memorable customer experience.

Effective Communication

Effective communication are the methods used to relay information to your store’s employees which explains what your goals are and what staff are required to do – and why – to accomplish these goals.

It Starts at the Beginning

Creating a great team dynamic starts with the hiring process. Look for people with positive attitudes who engage firmly, make eye contact, listen attentively, smile and exhibit confidence. Ask questions which will help you gauge their degree of accountability, flexibility and creativity. Look for effective communication and evaluate the likelihood they will fit in with your other staff.

You may not get all the skills you need in the hire to begin with but by exploring the following topics you’ll have a good idea of the candidate’s suitability:

Topics to Explore with Potential Employees

1. Communication skills: Ask them to provide work-related examples of their communication skills.

2. Dependability: Ask for examples of how and when they’ve highlighted this trait.

3. Self-motivation: What life or previous work experience can they share with you that highlights this trait?

4. Adaptability: Share a real situation from your store and evaluate their response.

5. Problem-solving skills: Give them a real problem they’ll face at your store. Their answer will show you if they can think on their feet.

6. Ability to prioritize a workload: Give them a list of daily tasks sales staff are required to accomplish, in addition to daily sales goals, and see what their response is.

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SHARE YOUR GOALS

Relay your goals and expectations to staff consistently and constantly, across multiple mediums, until staff begin to excel and meet your goals.

Leadership Role

Unless you have a large staff and can delegate the responsibility of being a team leader, you’re it. Arrange for frequent sales training, review operational tasks daily and reinforce your customer service philosophy.

Encourage confidence in your team by role playing how to welcome customers, how to identify buying signals, how to talk about features and benefits and how to listen to the customer and close the sale. If you’re not comfortable doing this, contact a retail sales trainer.

Effective leaders are clear about their expectations.

Share your customer service and sales goals with your staff verbally and in writing through multiple communication channels and then continue to follow up and reinforce these goals and expectations until they become routine and staff are excelling.

To be a successful, results-based owner, get to know each of your employees and how they learn so you can tailor training accordingly.

Strive for Continued Improvement.

Set the bar a bit higher each month and never settle for mediocre. Hold your staff accountable for results and enforce operational rules – give feedback both positive and negative. Stay on top of their progress and reward your team when they reach new sales and customer experience goals.

Barbara Crowhurst is a business coach and store designer who works with clients around the world. www.retailmakeover.com inStore. Fall 2018

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inForm CanGift Connects

Spread Some Cheer Looking toward the future of a consolidated Toronto show and a successful holiday shopping season

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s the Canadian Gift Association prepares to hold the final Toronto Gift Fair at the International Centre this January, we’re excited about the opportunities moving the entire show under one roof at the Toronto Congress Centre in August will present to our members, exhibitors and most of all – to you – our valued retailers.

We have many great memories of our time at the International Centre, where we began as the CGTA Gift Show in 1984. Over the past 34 years, our industry has seen rapid, extraordinary change. Like your businesses, we adapted our CanGift Fairs in Toronto and Alberta to position the shows for a brighter future. In Toronto, the decision to consolidate the show into the Toronto Congress Centre was not an easy one, but we know it’s the right one.

We’re introducing free WiFi, wayfinders and friendly greeters to help you locate what you’re looking for.

What can retailers look forward to in August 2019 at the consolidated show in Toronto? A fresh experience! We’re introducing free WiFi, wayfinders and friendly greeters to help you locate what you’re looking for. We will have a new focus on Canadian-made, eco-friendly, fair trade and handmade products. You’ll be able to shop a New Arrivals section where you’ll meet brand new exhibitors, and we’re also planning giveaways you won’t want to miss. Look for signs at the January

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2019 Toronto Gift Fair detailing what we have in store for you.

Until our 2019 shows begin, we hope you’ll join us online for free holiday merchandising webinars on November 7 and 15 facilitated by Ani Nersessian, founder of VM ID. These webinars are an easy way to get tips on increasing your sales during the most lucrative time of the year. Visit www.cangift. org for more details.

We wish you the best for a successful selling season.

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

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