Fall 2020

FALL 2020

BUILDING A GREAT TEAM VETTING YOUR VENDORS PLANNING FOR 2021

THE DEFINITIVE RESOURCE FOR INDEPENDENT LIFESTYLE RETAILERS

Spring ANEW

Awesome gift ideas that you can still order in time for the holidays!

Staying Inside?

Going Outside?

• Puzzles by Areaware & Badge Bomb • Hygge Games • Candles & Matches by 54 Celsius & Skeem Design • Hydrating Face Masks by MaskerAide

• Fashionable 3 Layer Cotton Face Masks with PM2.5 Filter by MODGY • No-Contact Tools with Personality Featuring Touchie & Touchie Plus+

www.thetategroup.com (416)504-8047 Order Online Through ShopZio & Handshake

contents

inStore VOL. 07/NO. 01

41

THIS ISSUE

Fall 2020

37

24

inStock DEPARTMENTS

10 Spring Fresh A bumper crop of candles and personal care 12 Make Waves Sea-themed serving pieces 14 Souvenirs Canadian keepsakes 16 Purrfect Presents Pet-themed gifts

inStyle

inSight

FEATURE

DEPARTMENTS

29 The Inspired Home

Trendy home dĂŠcor pieces for spring

FEATURES

37 Spring has Sprung

The freshest finds of the season!

8 Hello!

New Beginnings 47 Planning for 2021 Retail coach Barbara Crowhurst outlines the steps you should take to strengthen and secure your business during the ongoing pandemic.

49 The Passionate Retailer A new column from award-winning independent retailer Diane Petryna, owner of Take a Hike & Take 2 Boutique

42 Spring into Style Fun fashion finds for spring

inForm DEPARTMENTS

18 News & Notes New lines, launches and industry goings-on 50 CanGift Connects Looking Forward Together FEATURES

24 On the Level

Using layers and levels to maximize linear space

By Leslie Groves

32 Building a Great Team

How to motivate employees to reach your goals

By Claire Sykes

44 Vetting Your Vendors

How to source and secure the best suppliers

By Claire Sykes VIEW THIS ITEM ON PAGE 31

www.instoremagazine.ca

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RETAILERS Take Part in the Trends that are Shaping the Business of Retail in 2020 Merging an on-line store with your bricks and mortar.

Embracing technology to drive retail analytics.

Marketing effectively using the right platforms.

Increasing sales. Increasing foot traffic.

Creating a retail service culture that can sell.

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

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

THE DEFINITIVE RESOURCE FOR INDEPENDENT LIFESTYLE RETAILERS

Editor & Publisher Erica Kirkland ekirkland@instoremagazine.ca Design & Layout Gerry Wiebe Advertising & Production Coodinator Tina Nicholl tina@instoremagazine.ca 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 Contributors Barbara Crowhurst, Castlerock Studios, Will Fournier, Leslie Groves, Claire Sykes InStore Magazine™ 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 florist.

Check out our website for an amazing first time offer / www.retailmakeover.ca

Retail Makeover

Barbara J. Crowhurst / CEO Retail Makeover

Office Line: 905.686.8898 Mobile Line: 416.522.8169 Email: retailmakeoverca@gmail.com

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2019-12-16 2:15 PM

© 2020 InStore Magazine™. The contents of this publication are the property of InStore Magazine.

Reproduction or use of the contents in whole or in part, for any reason, is strictly prohibited without the written consent of the copyright owner. The publisher is not responsible for product claims made by the companies mentioned herein.

Printed in Canada Publication mail #40841587. Return undeliverable Canadian addresses to: InStore Magazine™, 103 Niska Drive, Waterdown ON L8B 0M8.

Email: editorial@instoremagazine.ca

inSpire. inForm. inStore.

my fav...

inSight Hello

New Beginnings By now you’ve likely got your store stocked with great gifts for the holidays and are knee-deep in fourth-quarter promotions, and while it may be hard to see the flowers from the pinecones, spring is just around the corner.

The lull that follows the holiday rush is the perfect time to evaluate your business. In her column on page 47, business coach Barbara Crowhurst outlines the eight steps all stores should take in 2021 to strengthen and secure their business in the face of the ongoing pandemic.

If you need a refresher course on successful management techniques, check out Building a Great Team (page 32) by veteran business writer Claire Sykes. Her tips on how to motivate employees, especially during these crazy times, is designed to inspire you to achieve your best.

While you attempt to survive the craziness of the holidays, we hope this issue’s fresh ideas provide inspiration to refashion and reinvent your store and inventory for spring. Whether your business is budding like a new bloom or mature, the beauty and renewal of spring provides so much inspiration.

Please join me in welcoming InStore’s latest columnist Diane Petryna. Diane is the owner of Take A Hike & Take 2 Boutique, a lifestyle store in Thunder Bay, Ont., which she founded in 1995.

In each issue, her column, The Passionate Retailer, will explore the challenges facing independent gift retailers with a focus on bringing store owners together to learn from and support each other – to have your voices heard.

Her first column appears in this issue on page 49.

Erica Kirkland Publisher & Editor

in this issue The product focus of this issue is on fresh finds for spring. In our one-page product features in the front

and candles, gifts for pets, souvenirs and sea-themed serving pieces. In the middle of the book you’ll find

of the magazine, we vetted dozens of products to create an edited selection of items in the areas of personal care

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inStore. Fall 2020

features on the latest fashion trends, inspired décor for the home and fresh finds for spring. inSpire. inForm. inStore.

Spring Fresh

inStock What We’re Loving

Pamper customers with a beautiful bounty of candles and personal care

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1/ Paddywax Ocean Bay candle, $44 retail, Design Home Gift & Paper, 800-663-9950, designhome.ca 2/ Pure Goat Milk Hand Cream and Lip Balm set from Beekman 1802, $17.99 retail, David Youngson & Associates, 800-370-4857, dyacompany.com

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3/ Made from natural vegetable wax, CandleCans come in gourmet scents and realistic shapes, $52 retail, The Tate Group, 416-504-8047, thetategroup.com 4/ Face Mask Refreshing Spray from Way of Will, $13 retail, David Youngson & Associates, 800-370-4857, dyacompany.com 5/ Handmade tallow candle from the Netherlands, $50 retail, The Tate Group, 416-504-8047, thetategroup.com 6/ Paddywax Vista Cactus Flower and Aloe candle, $44 retail, Design Home Gift & Paper, 800-663-9950, designhome.ca

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7/ Bar soap set from Beekman 1802, $29.99 retail, David Youngson & Associates, 800-370-4857, dyacompany.com

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MONCILLO

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Luxurious Products For Beautiful Homes - Featuring our lastest fragrance -

ANGEL WINGS

Finesse Home - Proudly Canadian - Sechelt - BC Call us today to discuss your Aromatherapy needs : tel: 604 885 5494

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

M A DE I N C A NA DA

inStock What We’re Loving 2

Make Waves Reel in a fresh catch of sea-themed serving pieces

1 1/ Serving trays, $150 retail for two, Candym Enterprises, 800-263-3551, candym.com 2/ Tea towel, $10 retail, Abbott, 800-263-2955, abbottcollection.com 3/ Handmade canoe bowl, $28 retail, Susan Robertson Pottery, 306-867-8011, srobertsonpottery.com

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4/ Swedish dishcloth, $12 retail for two, Abbott, 800-263-2955, abbottcollection.com 5/ Oven mitt, $20 retail, Abbott, 800-263-2955, abbottcollection.com

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6/ Fish plate, $44 retail, Susan Robertson Pottery, 306-867-8011, srobertsonpottery.com

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inStock What We’re Loving

Souvenirs

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Uniquely Canadian keepsakes perfect for summer tourist hot spots

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1/ Ball cap, $18.99 retail, Tall Ships Trading Company, 888-825-5744, tallshipstrading.com 2/ Customizable wooden shape from P. Graham Dunn, $12.99 retail, Edenborough, 800-265-6398, edenborough.com 3/ Carson beer glass, $18.99 retail, Edenborough, 800-265-6398, edenborough.com 4/ Dishcloths, $12 retail for two, Abbott, 800-263-2955, abbottcollection.com

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5/ Carson garden flag, $20.49 retail, Edenborough, 800-265-6398, edenborough.com

5

6/ Wooden sign from P. Graham Dunn, $10.49 retail, Edenborough, 800-265-6398, edenborough.com 7/ Cotton hoodie, $59.99 retail, Tall Ships Trading Company, 888-825-5744, tallshipstrading.com

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Purrfect Presents

inStock What We’re Loving 2

Tempt animal lovers with a great selection of pet-themed gifts

1

1/ Studio Oh cosmetic bag, $28 retail, Paper E. Clips, 800-660-7068, papereclips.com 2/ Swedish sponge cloth, $20 retail for three, Ecologie

by Danica, 888-632-6422, danicaimports.com

4 3

3/ Shaped doormat, $20 retail, Abbott, 800-263-2955, abbottcollection.com 4/ Studio Oh zippered coin pouch, $12.95 retail, Paper E. Clips, 800-660-7068, papereclips.com 5/ Doormat, $35 retail, Abbott, 800-263-2955, abbottcollection.com

5

6/ Primitives By Kathy pet bandana, $15 retail, Candym Enterprises, 800-263-3551, candym.com

6

7/ Facemask, $9 retail, Now Designs, 888-632-6422, danicaimports.com

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EXCLUSIVE CANADIAN DISTRIBUTORS OF MAXWELL & WILLIAMS

MAXWELL & WILLIAMS - AN INTERNATIONALLY ACCLAIMED BRAND OF QUALITY AND AFFORDABLE TABLETOP SHOP IN THE COMFORT AND SAFETY OF OUR SPACIOUS SHOWROOM AT OUR NEW LOCATION 49 Riviera Drive, Markham, ON L3R 5J6 | Order Desk 800.263.3551 | www.canfloyd.com

inForm News & Notes

News & Notes

Inside Track NEWS IN BRIEF

CanGift Cancels Toronto Show After thoughtful debate and consideration for all stakeholders, the Canadian Gift Association’s board of directors made the difficult decision to cancel the Toronto Gift + Home Market, scheduled for January 31 to February 4, 2021.

“Given the concerns surrounding the COVID-19 pandemic, and the Ontario Government’s current restrictions regarding largescale events, cancelling the market was the only responsible decision,” stated a press release issued by the association.

“We’re fortunate that the province of Alberta currently permits in-person trade shows with safety protocols in place,” said CanGift president and CEO Anita Schachter. “Rather than scheduling the next market during the traditional February date pattern, the board has made the decision to open the Alberta Gift + Home Market from April 18 to 21, 2021. We see this as an opportunity for our exhibitors and retailers from both markets to participate in an available platform for conducting face-to-face business.”

For more details on this and other association news, check out CanGift Connects on page 50.

Thunder Bay Store Honoured with Award InStore’s newest columnist, Diane Petryna, got word at press time that her store had won the Clean, Green and Beautiful Award from the Thunder Bay Chamber of Commerce for improvements made to her new location.

In the past two years, Diane purchased two older properties and transformed them into mixed-use business spaces with room for her store, commercial properties and green areas. “With vision, motivation and investment, we were able to turn neglected spaces in our community into ones we can all be proud of,” said Diane.

In 1996, Petryna opened Take A Hike, an outdoor lifestyle store. In 2017, she rebranded

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as the Take A Hike & Take 2 Boutique, and in 2018 purchased and renovated a century-old home within which the store is housed.

While the store remains closed to walk-in traffic, Petryna continues to welcome phone orders and offers safe curbside pick-up. “We’re discovering that our beautiful outdoor space and new off-street location is a real asset,” she said. “In addition to fun curbside chats, we hosted a few outdoor markets in our parking area earlier this fall.”

Petryna’s leadership in the broader retail industry has not gone unnoticed. In 2012, she was inducted into the Retail Council of Canada’s Retail Hall of Fame.

Her column, The Passionate Retailer, can be found on page 49.

The Tree of Gratitude - Tree of Enchantment Collection

Burney Launches Davidoff in Canada Burney Giftware recently announced the launch of the Davidoff brand in Canada under its exclusive distributorship. A press release from the company describes Davidoff as a tried-and-trusted quality brand of writing instruments, time pieces, leather goods and men’s accessories. The full line will be available on August 1 and the entire collection can be seen online at burneygiftware.com.

Correction!

In the Summer 2020 issue, the products shown here were incorrectly identified and priced. The product descriptions and priced noted here are correct.

CHAT WITH US: orders@kitras.com kitras.ca @KitrasArtGlassInc @kitrasartglass

Insulated mug from Studio Oh, $25 retail, Paper E. Clips, 800-660-7068, papereclips.com

www.instoremagazine.ca

Waves Speaker Bottles from Pure Drinkware, $79.99 retail, Bella Flor, 800-667-1902, bellaflor.ca

We believe in the Everyday Beautiful! inStore. Fall 2020

19

Introducing over 500 new products for Spring/Summer 2021.

Meet the new and the "tried and true" through our virtual Show and Sell: www.indabawholesale.com/showandsell. @indabatradingco (800)746-3222

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inForm

Final In Store.pdf 1 2020-10-14 10:08:04 AM

News & Notes

THE GOODS Mask Lanyards Designed to hold facemasks, new lanyards from Vicky Harris Designs are made from stainless steel, ensuring they’re strong, hypoallergenic, don’t tarnish and are easy to clean. $15 retail. vickyharrisdesigns.com

C

Fraser Forest

M

Y

Fraser Forest, the newest scent from Crossroads Candle, features an earthy combination of fir, eucalyptus, ivy and orange zest.

A 16-ounze jar burns for 80 to 100 hours and retails for $24.99. dublindesign.ca

CM

MY

CY

CMY

K

Skittles Assortment Chocolate Moose Fudge Factory has introduced a number of new flavours and collections including a Skittles-inspired assortment which includes Unicorn Fluff (aka cotton candy) and Skittles Candy Popcorn. Both retail for $6. 306-692-4647, chocolatemoosefudgefactory.com

www.instoremagazine.ca

or call:1-800-561-5515

inStore. Fall 2020

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The Finest Home Experience™

Fragrance

www.sdsdistributors.com info@ sdsdistributors.com 1.855.821.8777

Creative

Comforts

www.instoremagazine.ca

inStore. Fall 2020

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On the

Level Using layers and levels to maximize a linear space

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inSpire. inForm. inStore.

Sky High Make the most of vertical space by designing up and utilizing wall space. Draw the eye from the top of the display to the bottom (and vice versa) by repeating colour or product. This technique naturally draws and guides the viewer through the entire display.

The Three L’s As a store owner, it’s important to not only remerchandise frequently, but to also make the most of your space. Every inch matters and should earn its keep. Layers, levels and linear space are great ways to maximize your displays.

Nest Eggs Nesting tables are wonderful display surfaces and conjure end-use environments in a way that connects with customers. Build height using stepped arrangements.

Fish bowls, lanterns (on table), Abbott, 800-263-2955, abbottcollection.com; Nesting tables, blue planter (on table), fish planters, cutting board, Candym Enterprises, 800-263-3551, candym.com; Lanterns (on floor), baskets, block-print cushions, Harman, 800-363-7608, harmaninc.com; Love pillow (on table), striped pillows (on floor), runners (rolled on table), whale bowls (lower nesting table), wall hangings, Indaba Trading, 800-746-3222, indabatrading.com

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

Variety Show Add various heights to displays by stacking chairs, crates, small tables and the like. Always start low, placing larger items on the floor and gradually building up.

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Mix & Match Add interest to displays by using a variety of techniques: layering the pillows, stacking the bowls and rolling the textiles.

www.instoremagazine.ca

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CAREFREE THREADS

Lounge

Sweet Escape Collection

Weekender Travel Wrap

Trendy home dĂŠcor pieces for spring

Inspired

The

Home

Styling by Leslie Groves Photography by Will Fournier

www.instoremagazine.ca

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The

Inspired

Trendy home dĂŠcor pieces for spring

1

2

1/ Pillow, $70 retail, North American Country Home, 888-303-2221, northamericancountryhome.com 2/ Decorative accent, $31.50 retail, North American Country Home, 888-303-2221, northamericancountryhome.com 3/ Lantern from Rosemary & Time, $25 retail, Candym Enterprises, 800-263-3551, candym.com 4/ Echo runner, $35 retail, Danica, 888-632-6422, danicaimports.com 5/ Small pot from Sullivans, $7 retail, Canfloyd, 800-263-3551, canfloyd.com 6/ Lantern from Rosemary & Time, $20 retail, Candym Enterprises, 800-263-3551, candym.com

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7/ Wreath from Nutcracker Designs, $75 retail, Candym Enterprises, 800-263-3551, candym.com 8/ Pillow from Mud Pie, $47.50 retail, Design Home Gift & Paper, 800-663-9950, designhome.ca

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9/ Metal lantern, $99 retail, North American Country Home, 888-303-2221, northamericancountryhome.com 10/ Studio M floor covering, $175 retail, Canfloyd, 800-263-3551, canfloyd.com 11/ Small pot from Sullivans, $7 retail, Canfloyd, 800-263-3551, canfloyd.com

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Building a Great Team How to Motivate Employees and Reach Your Goals

BY CLAIRE SYKES

I

f there’s any comfort for store owners during the pandemic, it’s that you’re not alone. Retailers around the world are struggling with the same issues. They also share some of the same strengths, like a great team of employees.

Just because you have a list of names on your payroll doesn’t mean you have a team. For example, are your salespeople employees who merely share the same job title? Or are they united, facing the same direction and aiming at the same target? Present staff with a common goal, such as pulling in a certain amount of sales dollars for the month — combining their efforts to do it — and you’ve got a team. With teamwork, and strong team leadership, you’re more likely to reach your destination.

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Granted, your staff could team up and never get the job done. Or they could do what brings success: They could convene and plan their approach, and pool together their resources and skills — and communicate with each other effectively, from the start and along the way. Then you can watch them make that six-figure sales mark with gusto.

WHAT DOES IT TAKE?

Successful store owners and managers, and their team players, know that the answer to this question boils down to six areas: work environment, communication, clarity of goals and tasks, decision-making, leadership roles and evaluation of team results.

You can build an effective team when you provide and/or encourage your staff with these 10 things: • A caring workplace. Especially in

these times, provide an environment where employees feel safe and at ease with each other. When they’re relaxed, they’ll more likely be inspired to do their best on the job.

And stay positive during this pandemic. Attitude is contagious, too.

• Helpful discussions. During staff meetings or informal chats, encourage everyone to talk about how they’re doing and suggest improvements. Occasionally ask how they and their families and friends are coping. How can you help?

• Clear tasks and goals. When you have open discussions with staff, everyone knows your store’s general business goals and accepts the team’s purpose and plans to help you reach them.

• Active listening. Assure that inSpire. inForm. inStore.

everyone hears and pays attention to each other’s ideas and takes them seriously. Avoid distractions by insisting that staff not use their cellphones or laptops during meetings or casual conversation.

• Agreeable disagreement. As a team, employees do their best when they approach conflict as an opportunity; a chance to deal with a challenge positively, not something to avoid or magnify. No one should let unresolvable disagreements block team goals.

• Constructive criticism. Help staff view any complaints or negative feedback they may receive from you, or other employees, as a way for them to improve. Be sure to work together to remove obstacles on the path to team goals. You want everyone to be frank and supportive, www.instoremagazine.ca

and not feel attacked or embarrassed.

• Decisions by consensus. Employees, as a team, need to arrive at true group agreements. Rarely would you want members to vote formally with the minority expected to go along. Guide others to see things from a different perspective and/ or compromise as a group and meet somewhere in the middle.

• Clear assignments. Once decisions are made about employees’ roles and tasks at your store, make sure everyone understands what is expected of them. Putting it all in writing leaves little room for misinterpretation. Then ask staff to tell you what they read, or heard you say to them, so you know they’ve got it. No one should feel left behind or in the dark.

• Shifting leadership. Depending on

the circumstances, let team members take turns leading with their ideas, skills, discussions and plans of action. Give them all a chance at the helm. You don’t want anyone taking over or indulging in a power struggle.

• Group assessment. As part of a team, all employees need to stay on track with their collective goals.

Then remind them to frequently stop to examine how they are doing in terms of reaching them. That way, they’re all more likely to openly discuss problems, challenges and solutions.

When you attend to and apply these essential elements to your staff, you’ll have an effective team. Together, members of your team can bring out positive traits in each other, thereby fortifying their mutual efforts even more. inStore. Fall 2020

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• Establish strong communication within your team and with vendors and others you associate with.

• Determine team performance standards and how you or others will measure the results.

HOW TO LEAD

WHAT’S MAKES A LEADER?

You’ll need a strong, yet flexible, team leader to guide the process of working toward your goals. As owner or manager, that person likely is you.

Building effective teamwork isn’t an easy task.

Along with the coronavirus and its health risks, emotional toll and unpredictability, there are plenty of other barriers that can impede a team’s effectiveness.

These include time constraints, competing priorities, staff shortages and improper use of the team-leader role. Know how to knock these down.

Start with your own enthusiasm. Be someone who inspires others and communicates well with them.

Keep your eye set on your team’s goals without losing sight of immediate tasks. This allows you to delegate better and follow through with your own obligations and priorities.

As a team leader, you’re a crucial part of your team’s striving for success, so you also need to be a good team player. Be sure to work with staff, often putting aside your own ego for the sake of the team. Also know when not to lead. That’s when you allow each employee, or team member, to take turns being the leader — with your guidance — depending on their talents, the task at hand and other concerns.

When it’s your turn to take command, be an effective manager of your team. Plan and organize well: • Write down your long-term goals, and short-term objectives and tasks.

• Set timelines and target dates for each.

• Examine all the alternatives and put plans together.

• Identify resources (people, money, time and products) within and outside your store and • your team.

• Divide tasks and assign them to team members.

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It certainly helps when you know, thoroughly, your role as team leader. Otherwise, how can you expect your employees to perform as effective team players?

Help them do their best when you: • Make the best use of meetings. Now with the coronavirus, you may prefer video conferencing instead of gathering in person. Either way, establish beginning and ending times for your meetings and appoint a “time deputy” to enforce them while you’re together. Come prepared and ask others to do the same, bringing a list of questions, ideas and concerns. Stick to group issues. If a topic doesn’t concern everyone, consider dealing with it separately with the person involved. Afterwards, write up an agenda for the next meeting.

• Avoid meetings altogether. If your store is small enough, have more casual, spontaneous in-person discussions, video chats or email exchanges.

Whether you’re talking face-to-face or not, keep good track of your interactions in case you need to relay that information to others. Be available and responsive to fellow team members and return messages promptly. If someone has failed to get back to you, follow up and check in.

• Redistribute workloads. Think of ways to streamline your workday. How could you be more organized or efficient? As owner or manager of your store, you may need to shift your priorities and delegate more of your tasks.

• Recognize different leadership roles. Suggest and watch for leadership roles appropriate to each team member. Maybe one of your salespeople is good at designing window displays or your stock person may have some creative giftwrap ideas.

Encourage the strengths of each team member and let employees lead in those areas.

When your employees establish positive working relationships with each other, as well as with customers and vendors, they increase their strength as a team even more. As a result, teamwork really works, your staff achieve their goals, and your store thrives.

Claire Sykes is a Portland-Ore.-based freelancer who writes on a variety of business topics. sykeswrites.com inSpire. inForm. inStore.

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EARLY CANADIAN PINE FURNITURE ? Since ? Depuis 1992 ?

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Spring has

Sprung

Styling by Leslie Groves Photography by Will Fournier

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inStore. Summer 2020

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QMT Windchimes® is proud and excited to announce our new name and brand identity— Wind River !

TM

The Wind River brand reflects and celebrates everything that makes our company unique— from our focus on superior sound quality, USA-sourced materials and Virginia-made craftsmanship, to our commitment to improving lives with our chimes, our charitable partnerships and our workplace programs.

TM

We look forward to sharing more information with you in the coming weeks and months as we reveal Wind River to the world!

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Wind River 800-345-2530 windriverwholesale.com service@windriverchimes.com TM

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Springhas Sprung We’re digging these fun finds for the season!

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1

1/ Watering can, $27 retail, North American Country Home, 888-303-2221, northamericancountryhome.com 2/ Rubber boots, $89 retail, North American Country Home, 888-303-2221, northamericancountryhome.com

3

3/ Tote bag, $30 retail, Now Designs, 888-632-6422, danicaimports.com 4/ Waste Not Paper tea towel, $20.25 retail, Paper E. Clips, 800-660-7068, papereclips.com

4

5/ Tote bag, $16 retail, Now Designs, 888-632-6422, danicaimports.com 6/ Waste Not Paper mug, $17.95 retail, Paper E. Clips, 800-660-7068, papereclips.com 7/ Watering can, $15 retail, North American Country Home, 888-303-2221, northamericancountryhome.com

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What’s new? What’s selling?

What product categories are slowing down?

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

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

Join the thousands of gift industry professionals who subscribe to Giftbeat!

Visit www.giftbeat.com to SUBSCRIBE TODAY! Giftbeat is owned and operated by InStore Magazine Inc.

Fresh fashion finds for spring

Spring into

Style

Styling by Leslie Groves Photography by Will Fournier

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Springinto Style Fresh fashion finds for spring

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1/ Wrap bracelet from Scout Curated Wears, $40 retail, David Youngson & Associates, 800-370-4857, dyacompany.com 2/ Tote bag, $20 retail, Abbott, 800-263-2955, abbottcollection.com

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3/ Michelle McDowell Marie earrings, $32.49 retail, Edenborough, 800-265-6398, edenborough.com 4/ Linden sweater from Mud Pie, $97.50 retail, Design Home Gift & Paper, 800-663-9950, designhome.ca 5/ Sweater from Mary Square, $67.99 retail, Edenborough, 800-265-6398, edenborough.com

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6/ Scarf from Two’s Company, $46 retail, Design Home Gift & Paper, 800-663-9950, designhome.ca 7/ Earrings, Anne-Marie Chagnon, 877-818-0499, annemariechagnon.com 8/ Ring, Anne-Marie Chagnon, 877-818-0499, annemariechagnon.com 9/ Michelle McDowell Shea earrings, $32.49 retail, Edenborough, 800-265-6398, edenborough.com 10/ Suede and stone wrap bracelet/necklace from Scout Curated Wears, $36 retail, David Youngson & Associates, 800-370-4857, dyacompany.com

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HOW TO

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Informed

BY CLAIRE SYKES

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Pleasan

t

Reliable

Affordable

F

rom manufacturers and consultants to wholesalers and contractors, the right vendors assure you the best products, services and prices. Whether you’re taking a second look at your current vendors or searching for new ones, seek out and talk to fellow store owners, and retailers in other sectors. Sign up for webinars and other virtual gatherings so you can meet new vendors. Find out who the best vendors are, and make sure they fit the needs of your business.

Those you pick should be: Reputable. They’re established and respected in the retail industry; others speak highly of them.

Affordable. They offer product discounts and other deals, and their prices match your budget. www.instoremagazine.ca

Reliable. They ship the correct order, safely and on time and follow through with promises.

Stable. They’ve been in business for years and pride themselves on their loyal staff.

Accessible. Whether a domestic or import company, they’re there for you and don’t let distances deter.

Informed. They keep up with the latest products, services and competitive prices and pass all that on to you.

Available. They generally have the products and services you need and if not, they do everything they can to get them.

Responsive. Their well-trained staff answer the phone and your messages as well as welcome your requests and concerns.

Reasonable. They offer attractive terms regarding payments, shipping and product returns, and welcome negotiation.

Pleasant. They’re friendly, helpful and likeable; patient and sincere; and easy to do business with.

Carefully research, interview and evaluate prospective vendors. Then narrow your selection down to a few and go from there.

The best vendors help you stretch your dollars, streamline your purchasing processes and strengthen your bottom line.

Claire Sykes is a Portland-Ore.-based freelancer who writes on a variety of business topics. sykeswrites.com inStore. Fall 2020

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Introducing our newest line! The Grecian Soap Company's natural goats milk products

Available from

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www.n northridgemkgt.com 888-612-2277 info@northridgemkgt.com

inSpire. inForm. inStore.

inSight Barbara Crowhurst

Planning for 2021

N

ext year will without a doubt be one of the most challenging years retailers will ever face. As the number of COVID-19 cases goes up and restrictions get tighter in certain regions, customers will be looking for alternate ways to shop. The following eight tips will help strengthen and secure your business during the ongoing pandemic.

1. SET SALES GOALS:

Set your own targets; review your numbers each quarter and adjust your goals – and expenses – as needed. Your costs and expenses should not be higher than 40 percent of sales.

2. INVEST IN AN ONLINE STORE:

It’s imperative that you shift some of your expense money to developing an online store. Research shows consumers have transitioned to online shopping across all product segments.

3. REVIEW YOUR PRODUCT OFFERING: Cross off any products that your customer has absolutely no need for in 2021. Buy based on your customers’ needs and wants.

4. GROW YOUR DATABASE:

Keep adding to your customer contact list and make sure it’s up to date.

5. CREATE A SAFE SHOPPING ENVIRONMENT:

Ensure you’re following the local public health guidelines and protocols. Stress that your store is a safe and happy space for customers and employees.

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THE YEAR AHEAD WILL BE A CHALLENGE How to strengthen and secure your business during the ongoing pandemic.

6. ENGAGE IN SOCIAL MEDIA:

Facebook and Instagram continue to be strong marketing platforms. Connect these social sites to your website for ease of purchase.

7. INVEST IN EMAIL AUTOMATION:

Email marketing platforms including Mail Chimp and Constant Contact are effective and offer great support.

8. OFFER SOCIAL SHOPPING:

Customers love this way of shopping. FaceTime, Zoom and Facebook Live are the top platforms in this arena. Connect your social shopping platforms with an online store and you have a winning formula.

Barbara Crowhurst is a business coach and store designer who works with clients around the world. retailmakeover.ca

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Now shipping over 6500 products

Canada

www.nach.ca

admin@nach.ca

Toll-Free: 888-303-2221

S m i l e It looks good on you!

Susan Robertson pottery New Outdoor Living mosquito coil holders

Buy wholesale online at www.shop.srobertsonpottery.com

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inSight The Passionate Retailer

The New Normal

A

t the start of this pandemic, I started a Facebook page called The Passionate Retailer. My interest there, like here, is to bring retailers together, to learn from and support each other and to have our voices heard.

The retail industry is facing intense disruption.

Finding a new path forward will not be easy, but if we work together to address the real challenges, I believe we can build our industry back even better.

To remain competitive, every industry needs innovation. I’ve always wanted to be a disruptor in the industry, so prior to the pandemic, I started working on an exciting new project to change how we shop for clothes. (I can’t say more yet!) You can imagine my horror when I discovered that federal and provincial government funding programs, which provide business grants and subsidies for research, development, innovation, technology, marketing and training, exempt independent retailers from applying.

Even more infuriating is that no one will explain why.

I’ve continued to raise this issue with the Retail Council of Canada, the Chamber of Commerce as well as elected and non-elected government officials.

However, I’m just one voice. Real change and financial support will only come if independent retailers and suppliers come together as a group and demand that we get our piece of the pie.

Independent retailers are an ignored group. When the media and industry specialists talk about what’s happening in retail, they’re often talking about large, publicly traded companies. You would think that national business organizations and government policy makers would know more about us, but without a nation-wide survey of independent retailers, they don’t

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know how many of us there are, who we are, what we contribute to the economy and what our challenges are.

Retail business schools focus on training their students to work in large retail organizations. Who’s providing education and training for the independent retail sector? Are accountants, lawyers and marketing firms knowledgeable enough about independent store operations to really help us?

This pandemic is the perfect time to press the reset button. If you’re interested in coming together, please join The Passionate Retailer Facebook page. I believe that together we can come back stronger and better.

Diane Petryna is the owner of Take A Hike + Take 2 Boutique in Thunder Bay, Ont. She has won numerous community and business awards and in 2012 was inducted into the Retail Council of Canada’s Retail Hall of Fame.

Prior to becoming a retailer, she was a self-employed research and planning consultant.

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inForm CanGift Connects

Looking Forward Together

By Anita Schachter

T

he Canadian Gift Association would like to take this opportunity to recognize the efforts that each person in our industry is putting forward to continually innovate and create. We know this challenging year has pushed businesses in directions that never crossed their minds before. We stand with you, support you and aim to keep the connection strong between wholesale companies and retailers.

We’re planning additional virtual programming for 2021 with enhanced features and extended platform abilities.

Our top priority is to keep our community safe. After thoughtful debate and consideration for all stakeholders, our board of directors made the difficult decision to cancel the Toronto Gift + Home Market, scheduled for January 31 to February 4, 2021 at the Toronto Congress Centre. Given the concerns surrounding the COVID-19 pandemic, and the Ontario Government’s current restrictions regarding large-scale events, cancelling the market was the only responsible decision at this time.

We’re fortunate that the province of Alberta currently permits in-person trade shows with safety protocols in place. Rather than scheduling the next market during the traditional February date pattern, the board has made the decision to open the Alberta Gift + Home Market from April 18 to 21, 2021. We see this as an opportunity for exhibitors and retailers from both

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markets to participate in an available platform for conducting face-to-face business.

We want you to know that we miss you! The energy at our inperson markets grows more vibrant with every show. Our goal is to provide you with alternative business opportunities until we can come together again. After completing our first-ever virtual market in September, we surveyed our community of wholesalers and retailers to see what they need most. The survey showed an overwhelming response to keep connecting digitally and to pair virtual opportunities with in-person events in the future. We’re planning additional virtual programming for 2021 with enhanced features and extended platform abilities. Stay tuned for exciting details in the coming weeks.

Stay safe. Stay well. Stay connected.

Submitted by CanGift President and CEO Anita Schacter on behalf of the association’s board of directors. For more information about the association, visit cangift.org.

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