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SPRING 2017

THE DEFINITIVE RESOURCE FOR INDEPENDENT LIFESTYLE RETAILERS

TRAVEL

RETAIL TRENDS FOR 2017

ACCESSORIES, ENTERTAINING ESSENTIALS AND THE COMFORTS OF HOME

SEASONAL SNEAK PEEK CELEBRATING CANADA’S 150TH

Home and Hearth


Château Spill - Red Wine Stain Remover

Rescue Wipes - Sandal Rescue

Copernicus Toys - Science Themed Kits & Toys

FCTRY - Mustachifier

Skeem Design - Citronella Candles

Areaware - Deco Blockitecture

Areaware - Harry Allen Bank Pig

That Company Called If - Book Light

Poo~Pourri - Original Citrus

Soap & Paper - Perfume Rollettes

Dynomighty - Mighty Wallets


contents

inStore VOL. 03/NO. 03

24

THIS ISSUE

Spring 2017

inSight DEPARTMENT

5 Mailbox Readers tell us what they think about InStore!

inStock

inStyle

DEPARTMENT

FEATURE

9 Travel Time Jet-set style

28 Celebrating Canada’s 150th

11 Fantastic Flickers New candle lines and launches 13 Serve Up Style Dinner party essentials FEATURE

38 Home Comforts

Suppliers have turned out an impressive array of goods to honour our country’s milestone birthday

inForm

7 Hello! Renewal

DEPARTMENT

18 Shop Profile Crocus & Ivy’s impressive 6500-square-foot location is a draw for Regina residents looking for the latest in fashion, giftware and home décor 50 Retail Trends for 2017 Retail expert and business coach Barbara Crowhurst on how technology is redefining the relationship consumers have with bricks and mortar stores

Our top picks for the home

FEATURE

42 Seasonal Sneak Peek

How to delegate your way to success

What do suppliers have in store for the holidays?

46 Share the Load By Claire Sykes

14 News & Notes New lines, launches, industry goings-on and upcoming trade shows 52 CanGift Connects Celebrating Canadian retailing FEATURE

24 Crate Expectations

How to use crates to fashion a versatile merchandising platform By Leslie Groves

34 Let There Be Light

Increase sales, fatten your bottom line and improve staff productivity with the flick of a switch By Claire Sykes

www.instoremagazine.ca

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inSpire. inForm

THE DEFINITIVE RESOURCE FOR INDEPENDENT LIFESTYLE RETAILERS

Attention Retailers

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

Advertising Inquiries advertising@instoremagazine.ca Editorial Submissions editorial@instoremagazine.ca Mailing Address 103 Niska Drive Waterdown, ON L0R 2H3 Contibutors Barbara Crowhurst, Castlerock Studios, Will Fournier, Leslie Groves, Claire Sykes

There are successful; very successful retailers all around.

LET’S GET YOU ON THAT LIST!

Seeking a customized retail training program? Specifically designed to help you achieve results that last Easily fits into your budget

Your Business + Your Goals + Our passion

InStore is published four times a year for independent retailers in Canada selling giftware, home décor, fashion accessories and lifestyle items. The magazine is mailed to 12,000 stores including gift, home décor, hardware, pharmacy and florists. © 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 L0R 2H3. Email editorial@instoremagazine.ca

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

RetailMakeOverAd_Summer2016.indd 1 4 inStore. Spring

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inSight Mailbox

Tell us what you think!

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Happy Birthday Canada

Thank you to everyone who took the time to write to us. If you have something you’d like to share, email editor Erica Kirkland at ekirkland@instoremagazine.ca.

Worth the Investment

I just returned from a long few weeks of trade shows and finally sat down to look at InStore. Thank you so much for all the product picks! You did an outstanding job with them. Your magazine is worth the investment and as I continue to grow I hope to be able to support you even more.

Tammy Zilberberg Kidcentral Supply

Well Done

The Winter 2017 issue looks great. Well done!

Ellen Turkienicz Burney Giftware

Celebrate with us

Get Grilling

Thank you so much for including our Smokin’ BBQ in the Winter 2017 issue! It made our day.

Stephanie Humberstone & John Newton Ventures International

Awesome Issue

I saw the latest edition of InStore and it looks awesome! I’m looking forward to seeing some new customers from the article about our Small Supplier of the Year award.

Our new location 6605 Ordan Drive Mississauga, ON L5T 1X2

Monika Kupczak Ainslie House of Koopslie

Party Time!

I want to thank you for selecting my maple serving board to feature in the Party Time article of the Winter 2017 issue - what a thrill! The photography is stunning and captures the colours and look of the resin beautifully. I know you must receive an enormous amount of submissions, and I truly appreciate the honour.

Alison Lynch Burnish & Brush

www.instoremagazine.ca

R

Home & Garden Division of Christmas Tradition

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

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shop.ganz.com


inSight

my fav...

Hello

Renewal

Nobody can bring ideas to life like the magazine’s go-to stylist Leslie Groves. Whatever idea comes to mind, Leslie is always eager to execute them all, and the result is always awe inspiring. For this issue’s merchandising feature (page 24), I asked Leslie if she could reimagine a Pinterest post I saw, using a variety of crates to create a platform for displaying product and she pulled it off – effortlessly. It truly is amazing to see how quickly she can whip a display together with the products that I source. The lesson here is if merchandising isn’t your forte, it really does pay to hire a professional!

For some, the New Year signals a fresh start. For me, spring is when I begin to dream about new ideas. When the days start to get longer and the sky brighter, the scents and sounds of spring awaken me from a winter slumber. This season I’m excited about working on the next issue of the magazine, the big “show” issue as it’s called, which mails weeks before the start of the show season. Suppliers are always abuzz and excited about their newest products and eager to tell me all about them in hopes we’ll feature them in the magazine. Retailers, meanwhile, are eager to see the new products, on the show floor and the magazine, and to begin sourcing new assortments for their stores and finalising holiday plans. This August the magazine will once again have a feature area at the Toronto Gift Fair. We were thrilled with how well the What We’re Loving display came together in January. Despite being extremely nervous – this was our first time creating a show display – the show team and their suppliers could not have been more supportive and helpful. We’re looking forward to collaborating with the show again this summer, highlighting our favourite new products from exhibitors to attendees. In the hopes that the content in this issue will inspire you to renew and reinvest in your business, we asked retail business writer Claire Sykes to share some advice on how – and why you should – delegate (page 46). As well, Barbara Crowhurst’s column (page 50) offers some salient advice on integrating technology into your business plans. Of course, if it’s new product that you’re after, we have plenty of that too.

in this issue submitted for our feature on Canada’s 150th (page 28). The industry has done a really great job

We were floored with the number and quality of the items that suppliers www.instoremagazine.ca

from Elle Futon, Canadianmade wooden storage boxes from Springwater Woodcraft and art blocks from Cedar Mountain Studios. designing and manufacturing products which celebrate our heritage and speak to today’s modern consumer. Among our favourites are the provincial crest necklaces inStore. Spring 2017

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Fresh Ideas For Spring The latest in Ultrasonic Diffusers with our certified 100% Pure Therapeutic Grade Essential Oils, the perfect combination.

For the largest range of Therapeutic Grade Essential Oils in Canada. Talk to us for all your Aromatherapy needs. ◆ Essential Oil Starter Kits ◆ Ultrasonic Diffusers ◆ Private Labelling ◆ Supply availability from 10ml bottles up to 200 ltr Drums

Call us today to discuss your Aromatherapy needs : tel: 604 885 5494 e: sales@finesseoils.com www.finesseoils.com CGTA Spring Booth - 2423 Int’ Centre Toronto / Alberta Gift Show Booth 3135 Finesse Home - Proudly Canadian - Sechelt - BC


Time to Travel

inStock What We’re Loving

Hit the road in style with the season’s sleekest travel accessories

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1/ Unzip this lightweight elephant-shaped cushion from Kikkerland to unveil a handy neck pillow. $37 retail, through David Youngson & Associates, 800-370-4857, www.youngson.com

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2/ Gold-accented travel bags from Danica Studio’s Wild Tale collection, from $27 retail, Danica Imports, 888-632-6422, www.danicaimports.com 3/ The ultimate travel companion – a crossbody bag from Pixie Mood with a built-in wallet and cellphone compartment, $84 retail, 888-882-2386, www.pixiemood.com

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4/ Bicycle-bedecked travel pouch from Catseye London, from $25 retail, through David Youngson & Associates, 800-370-4857, www.youngson.com 5/ Set sail in style with seathemed cosmetic bags from Danica Studio. From $18 retail, Danica Imports, 888-632-6422, www.danicaimports.com 6/ Super stylish statement totes from Upper Canada Soap and Candle Makers, $9.99 retail, 800-548-4097, www.uppercanadasoap.com 7/ Carry-on approved roller brief from Cabrelli Group, $199 retail, 800-784-4750, www.cabrelli.ca

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Fantastic Flickers

inStock What We’re Loving

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Our favourite new lines and launches in the candle category

1 1/ Quotable Card’s eight-ounce candles boast over 40 hours of burn time and a luscious wild currant scent, $29.50 retail, distributed by David Youngson & Associates, 800-370-4857, www.youngson.com 2/ The newest scents from Bridgewater Candle Company include Tea Party and Aloha Summer, $25 retail each, distributed by Candym Enterprises, 800-263-3551, www.candym.com

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3/ Sweet, simple and teeny-tiny jar candles from Soy Elegance, distributed by Essence of Life, 647-857-9243, www.soyelegance.ca

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4/ LuxuryLite LED candles from Ganz are hitting store shelves to rave reviews thanks to realistic flickering flames encased in premium genuine wax. $36 to $51 retail, 800-263-2311, www.ganz.com 5&6/ Soy-based candles from Heart & Home are created and developed in the United Kingdom by leading perfumers and fragrance houses. $13 to $24.50 retail for jar candles and $3.99 retail for the votive, distributed by History & Heraldry Canada, 800563-3557, www.historyandheraldry.ca

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C R E AT I N G FRESH MEMORIES and R E I N V E N T I N G TRADITIONS T H E 2 0 1 7 H O L I DAY C O L L E C T I O N

DAVID YOUNGSON & ASSOCIATES | TORONTO GIFT FAIR INTERNATIONAL CENTRE | HALL 2 | BOOTH #2116 | AUGUST 13-16, 2017


Serve up Style

inStock What We’re Loving

2

Entertaining essentials for style-conscious hosts

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1/ Burned-edge Acacia wood board from Abbott, $50 retail, 800-263-2955, www.abbottcollection.com 2/ Danica Studio’s stoneware catchall, $16 retail, Danica Imports, 888-632-6422, www.danicaimports.com

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3/ Boat-wood bowl from Candym Enterprises, $70 retail, 800-263-3551, www.candym.com 4/ Pineapple cheese knives from Two’s Company, $41 retail, distributed by Design Home Gift & Paper, 800-663-9950, www.designhome.ca

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5/ Danica Studio’s copper-accented coaster set, $20 retail, Danica Imports, 888-632-6422, www.danicaimports.com 6/ Stoneware cheese board from Tag, $49.50 retail, distributed by Design Home Gift & Paper, 800-663-9950, www.designhome.ca

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inForm News & Notes

News & Notes

Inside Track NEWS IN BRIEF

THE GOODS

Selamat Designs in Canada Toronto-based Turquoise Palace recently announced its new exclusive distribution agreement with Selamat Designs in Canada. Founded in 1988, Selamat Designs creatively uses the vast quantities of wood off-cuts from the production of large furniture pieces in Indonesia. Using these sustainable timbers of mahogany and teak, Selamat marries them with exotic materials such as rattan, leather, metal, bamboo and stone to create a diverse and exquisite array of furniture and accessories. www.turquoisepalace.com

One-of-a-Kind Clocks British-born Canadian artist Alison Lynch creates art from layers of cured acrylic mounted on wood panels sealed with an archival varnish. No framing or glass required – simply unwrap, hang or place, and enjoy. New desk clocks are created using the same method, mounted on 1.5” pieces of wood. $54 retail, www.burnishandbrush.com

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SeaChange Seafoods Purchased by Walcan Family-owned Canadian seafood processor Walcan Seafood assumed ownership of SeaChange Seafoods on January 1. Going forward, Walcan Seafood will continue to operate the SeaChange brand and offer the same product line. As SeaChange’s primary supplier for almost 30 years, Walcan is uniquely positioned to expand the product line and market penetration. Walcan will be operating the brand from its location on Quadra Island, in the heart of Canada’s wild salmon fishing grounds. An established entity in Canadian specialty food, gift and souvenir markets, SeaChange smoked salmon products are well known to Canadians, international travelers, and even astronauts, who have taken the company’s products into space four times since 1996. Former SeaChange owner Anne Millerd has joined the Walcan team and will be helping to ensure a smooth transition for SeaChange customers. 250-285-3361, www.walcan.com

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THE GOODS Stylish Stationery Fashion designer Alison Petrie is sharing her love of fashion and art with a collection of stationery and gallery art available through Alison Gordon Studios. All the pieces are produced in Canada and made from 100 per cent recyclable paper. The Toronto-born and based designer graduated from New York City’s prestigious Parson’s School of Design and worked with many well-known fashion brands including Michael Kors and Pink Tartan. Upon returning home to Toronto, she held creative positions with Flare Magazine and Holt Renfrew, and produced artwork for the popular children’s series Mimi & Chloe. $20 retail for notebook shown, www.shopagstudio.com

Show Calendar Trader’s Forum Toronto May 7-9, 2017 www.tradersforum.ca Las Vegas Market July 30 – August 3, 2017 www.lasvegasmarket.com Mode Accessories Show August 13 – 15, 2017 Toronto, Ont. www.mode-accessories.com Toronto Gift Fair August 13 – 16, 2017 www.torontogiftfair.org NY Now August 19 – 23, 2017 New York City, NY www.nynow.com Alberta Gift Fair August 27 – 30, 2017 Edmonton, Alta. www.albertagiftfair.org

Canadian Made Fridge Magnets Eachanoriginal Design Company is obsessed with magnets. They design and paint the magnets by hand, making each one an original work of art for your fridge. The tiled magnets are sold individually in the form of letters, images and inspirational words. They also combine the magnets into various sets for gifting. Colour collections include the rich, full-strength colours shown here along with simple black and white designs, and earth tones. $3.50 to $5 retail per tile, 800-490-9445, www.eachanoriginal.com

Vancouver Gift Expo September 17 – 18, 2017 www.vancouvergiftexpo.com

Jude’s Miracle Cloth Retailers were buzzing at the winter trade shows about Jude’s Miracle Cloth. The manufacturing process which tightly spins ultra-fine fibers together sets this microfibre cleaning cloth apart from others on the market. Using water, customers can clean any surface, leaving it absolutely link and streak free. Independent lab tests have proven that the cloth removes 99.9 per cent of bacteria, including C.diff, with just water alone. $7.99 retail each. Distributed by Stella Sales, 416-424-4919

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Inside Track SHOW NEWS Alberta Gift Fair Opened by Indigenous Princess Among the 300 plus exhibitors showcasing their wares at the Alberta Gift Fair between February 26 and March 1 were 35 first-time vendors. Also new to the show was the participation of Brittney Pastion. The Northland’s indigenous princess opened the show each morning with a traditional dance, providing buyers with a truly unique experience. “We have several exhibitors who carry indigenous product and they were exited to have Brittney participate in the show,” said show manager Brenda Harrison. www.albertagiftfair.org

Premium Giftware Distributor

Forty-Five New Artisans Debut at Quebec Gift Fair The 120 exhibitors at the Quebec Gift Fair, held March 26 to 29 in Montreal, included 45 first-time artisan participants. “We were thrilled to once again showcase the Créations de Chez Nous section of the show where local artisans exhibited unique and creative products made in Quebec,” said Karen Bassels, vice-president of the Canadian Gift Association. www.quebecgiftfair.org

THE GOODS All Natural Personal Care Canadian eco brand Green’s Your Colour entered the market with a range of stylish and safe insulated bottles for little ones. Most recently the company launched a line of Canadian-made, all-natural body care products. Natural deodorants, shampoo, conditioner, body scrubs and salts as well as lotions and butters are available in a variety of scents. $15 retail each for products shown. 888-492-9404, www.greensyourcolour.com

Pretty Pest Control In the homogenous arena of birding and gardening supplies, Canadian importer and distributor Pinebush Home & Garden is focused on designing unique and different products that sell themselves. With dedicated research, their design team keeps a close eye on today’s trends and sources product from around the globe. With millennials becoming a large part of the growing birding and gardening industry, the company appeals to this market with its colourful product and unique packaging. Frosted glass wasp catchers from their newest collection can be hung or placed on any flat surface. Wasps enter through the base and can’t escape. $14.99 retail, 877-664-3247, www.pbhomegarden.com

Much more quality giftware available online! boardnbatten.com sales@boardnbatten.com 16

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NEW PRODUCTS

Di s cov e r

ALBERTAGIFTFAIR.ORG

SAVE THE DATE AUGUST 27 - 30, 2017 EDMONTON EXPO CENTRE, EDMONTON, ALBERTA


inSight Shop Profile

PRAIRIE

POWER

The brainchild of owners Carol Brundige and Debbie Kosior, Crocus & Ivy grew from a shared enthusiasm to offer Regina residents a vibrant independent store filled with the products and brands they coveted, but which weren’t readily available in the market

Crocus & Ivy From a 1000-square-foot space in a quaint old neighbourhood in Saskatchewan’s capital city, Crocus & Ivy quickly grew into one of Regina’s most popular retail destinations.

By Erica Kirkland

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PHOTOGRAPHY BY SOPHIE KIRKLAND

I

n 2001, Carol Brundige and Debbie Kosior opened Crocus & Ivy after meeting and meshing at an artist’s cooperative. After three years in business, they opened a second store focused on children’s clothing and giftware. Then, in 2010, they combined both shops and expanded to their current 6500-square-foot location on Albert Street, one of the busiest retail arteries in Regina. The first thing new customers notice upon entering the huge store these days is the vast array of clothing for both children and women. There’s even a footwear department. www.instoremagazine.ca

The store isn’t a Johnny-come-lately to the fashion game though. Two years after moving to Albert Street, they added women’s clothing to the mix and quickly began developing a loyal following despite being surrounded by a plethora of fashion clothing chains as well as big-box and discount stores. Carefully curated collections of clothing are chicly merchandised into vignettes, often accented with giftware or home décor, cohesively combining the store’s various product categories, of which there are many. Tabletop is a passion Carol and Debbie share, and the store’s inventory

“The store is really a labour of love which is evidenced in the beauty of the product assortments and the exquisite vignettes.” inStore. Spring 2017

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mix includes lovely assortments of dinnerware, table linens and cookware. There are also sections of the store dedicated to bedding and home linens, stationery, and of course a very wide selection of items for children – clothing, games, puzzles and gift items. Working on the floor every day, the pair has a real feel for the trends and products that speak to their customers. They don’t chase trends which quickly fizzle out, preferring to focus their energy investing in brands and products they love and can confidently stand behind. To ensure the store is always looking and feeling fresh and new, Carol and Debbie are always open to new ideas. 20

inStore. Spring 2017

They gather inspiration and unearth new products from a variety of sources including magazines, social media sites, customers and trade shows, including the Las Vegas Market and the Toronto Gift Fair. They also focus on exciting ways to promote the store. For the last two years they’ve hosted a charity fashion show in partnership with a local lingerie store, and they recently launched a monthly subscription box service. With limited quantities, the February box focused on love with heart-healthy teas and the like. The limited quantity of boxes sold out the very day the store posted them online. Advertising in local newspapers and

on local radio stations along with an active presence on social media also keep Crocus & Ivy top of mind with shoppers. As does the store’s signature gift wrapping. When searching for that perfect gift, customers often come to the store for an effortless experience and signature wrap complete with a big tulle bow. The store is really a labour of love which is evidenced in the beauty of the product assortments and the exquisite vignettes. Carol and Debbie source products for the store with stories in mind and then bring those tales to life on the store floor. They understand that for customers to buy they must be romanced. inSpire. inForm. inStore.


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Mail your free subscription form to: InStore Magazine: 103 Niska Drive, Waterdown ON L8B 0M8 Scan and email your free subscription form to: editorial@instoremagazine.ca 905-690-0492 | www.instoremagazine.ca The publisher reserves the right to accept or reject any application


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

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


Celebrating th Canada’s 150 Styled by Leslie Groves Photographed by Will Fournier

www.instoremagazine.ca

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Use crates to fashion a versatile platform for a variety of product categories

Crate

Expectations

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Self Contained

Styling and text by Leslie Groves Photography by Will Fournier

Creations

Each crate can contain items which tie into the entire display or products that tell separate stories. Creating sections within a display is a great way to cross merchandise different product categories. Just be sure to tie the products together with either colour or style.

Artfully Arranged Stacking crates asymmetrically, both horizontally and vertically, is a simple way to transform a bare wall in an instant, install an engaging window or build height into a table display. The versatile platform is suitable to an endless array of product categories and styles. Here we contrasted rustic wooden crates with shiny materials and a bit of sparkle. Natural elements would work equally well.

Balancing Act Balance the rich warmth of the wood and the darker shadows of the crates with reflective surfaces like brass and glass, as well as light colours. Place darker coloured items in more open spaces with increased light levels. To add light without electrical installations, paint or white-wash the inside of the crates, and be sure to correct or adjust overhead lighting to visually maximize the display without creating deeper shadows that will swallow the product.

Styling and text by Leslie Groves Photography by Will Fournier

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From rythmic patterns to tactile surfaces, enticing textures abound in our Fall 2017 collection. Contact your rep to view the new catalogue or flip through the digital version online. 350 pages of WOW! 1000+ new introductions >> shop the fall collection

indaba

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

W H AT ’ S N E X T I S N O W

AUG 19 - 23 A L L C O L L E C T I O N S I N O N E L O C AT I O N

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Show & Tell Decorative items left on their own may not connect with the customer which will negatively impact sales. When possible, merchandise decorative elements in a variety of ways to show customers multiple end-use scenarios. For instance, the gold pineapple tray could also be used as wall art. Prop it upright to show customers the possibilities. The more options you show, the more connections you’ll make, leading to more purchases.

IDEA!

Alternative Arrangements Transform the rustic crates into modern marvels with a coat of glossy or matte white paint.

Milk jug planter, large etched platinum jar, round etched platter, pillows, gold and white box, brass-rimmed glass boxes, pineapple bookends, decorative gold spheres, pineapple tray, Canfloyd Trading, 800-263-3551, www.canfloyd.com White marble lanterns, Abbott, 800-263-2955, www.abbottcollection.com

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Celebrating Our nation’s 150th birthday is cause for celebration, and suppliers have turned out an impressive array of goods to honour the occasion

Styled by Leslie Groves Photographed by Will Fournier

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g

Canada www.instoremagazine.ca

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Celebrating Canada’s 150th 1/ Glass plate with approved decal, $14.95 retail, Mandarin Imports, 888-681-8118, www.mandarinimports.com 2&3/ Provincial charm necklaces, $35 retail, Elle Fulton, 844-245-8236, www.ellefulton.com 4/ Flag and heart necklace, $28 retail, Circa 1890, 416-830-9895, www.circa1890.com 5/ Canadian-made wooden storage box, $99 retail, Springwater Woodcraft, 888-294-6297, www.springwaterwoodcraft.com

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6/ Oar keychain, Abbott, $7 retail, 800-263-2955, www.abbottcollection.com

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7/ Metal wall art, $70 to $100 retail, Frans Kopper Imports, 866-604-0490, www.fkimports.com 8/ The Canadian Cologne, $36 retail, Walton Wood Farms, 844-834-3276, www.waltonwoodfarm.ca

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9/ Hard candies in collectible tin, J.E. Hastings, $4.99 retail, 800-268-0001, www.jehastings.com

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10/ Keyring, Polar Magnetics, 800-613-6665, www.polar.ca

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11/ Double-double mug, Abbott, $12 retail, 800-263-2955, www.abbottcollection.com 12/ Men’s socks from Blue Q, $16.99 retail, distributed by David Youngson & Associates, 800-370-4857, www.youngson.com 13/ Canadian icons pencil case, Oscardo, $7 retail, 877-672-2736, www.oscardo.com

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14/ Puck ornament, $9 retail for four, Abbott, 800-263-2955, www.abbottcollection.com 15/ Colouring book, $29 retail, Market Expressions, 800-663-6668, www.marketexpressions.com 16/ Maple leaf paperweight, Lia’s Glass Dreams, $20 retail, 705-286-6741, www.liasglassdreams.com 17/ Ankle socks from Living Royal, $7.99 retail, distributed by David Youngson & Associates, 800-370-4857, www.youngson.com

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18/ Oven mitt, Port-Style Enterprises, 800-268-1029, www.portstyleenterprises.com

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Celebrating Canada’s 150th 1/ Hand-crafted art blocks from Cedar Mountain Studios, $25 retail each, distributed by David Youngson & Associates, 800-370-4857, www.youngson.com

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2/ Breath spray from Blue Q, $6.99 retail, distributed by David Youngson & Associates, 800-370-4857, www.youngson.com

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3/ Naturally Maple hand repair balm, $9.99 retail, Upper Canada Soap and Candle Makers, 800-548-4097, www.uppercanadasoap.com 4/ Hand-poured clay coasters, $23.95 retail for four, Clayworks & Candles, 519-657-97058 5/ O Canada! Candle, $17.99 retail, Yankee Candle, distributed by David Youngson & Associates, 800-370-4857, www.youngson.com

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LET THERE BE

LIGHT

Increase sales, fatten your bottom line and improve staff productivity with the flick of a switch

M By Claire Sykes

oths are drawn to it, cats love to sit in it and all living things need it to survive. How could we ever live without light? Your store also depends on light. It’s an integral part of your business – as much as your signage, store design, merchandise and advertising. Effective store lighting impacts not only your product displays, but also your employees, customers and profits. It can improve staff productivity, increase sales and fatten your bottom line. “Everything we do that requires our eyes is affected by light,” says John Bachner, executive director of the National Lighting Bureau in Maryland. Light illuminates a space and the things in it. It aids the eye, attracts and directs one’s attention, sets a mood and colours our perception of things. “Lighting impacts everything from store appearance to security. It’s a powerful tool.” Yet, many retailers fail to take full advantage of it, by viewing lighting as a low priority. They decline the opportunity to explore it and improve their store’s environment, and with it their profits. “Another mistake is failing to optimize lighting quality relative to

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the space where it’s used, the people using it and the tasks they perform,” Bachner says. When you ignore this relationship, you get glare, dimness and shadows which cause eye strain, resulting in lower productivity and sales. Monotonous lighting is boring

expenses and meeting energy restrictions can be a challenge. But you needn’t go at it alone. In fact, too many retailers assume they can handle the design, maintenance and replacement of their store lighting by themselves or they hire an electrical

Effective store lighting impacts not only your product displays, but also your employees, customers and profits. It can improve staff productivity, increase sales and fatten your bottom line. and confusing to customers because they don’t know what to look at when everything is at the same level of luminosity. And insufficient security lighting can lead to crime and accidents, higher insurance rates and lawsuits.

THE RIGHT LIGHT

On average, store lighting accounts for about 60 per cent of a business’s energy consumption. Creating an intelligently lit store, while reducing

contractor who likely offers solutions that are easy to estimate and install, but aren’t necessarily the best answer. It may take only one retailer to screw in a light bulb, but it takes a qualified lighting consultant to help you choose the lighting that is best for you. When is it time for a complete overhaul? When the monthly cost of your existing system exceeds that of a new one given the latter’s improved energy efficiency and potential for more sales. inStore. Spring 2017

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LOVE YOUR LIGHTING The effort doesn’t end with your initial investment. You also need to keep good care of your lighting. Wiping the dust off lights can increase output by up to 50 per cent. Every three to five years, reassess your lighting. Hire an electrician to audit your lighting circuits, and review technological advancements.

YOUR BEST LIGHT

Now that you know what the lighting can do for your store, use your knowledge strategically. Consider your lighting in relation to your entire business. Does its quality and style reflect your brand? Does it communicate what you want to say to customers? Observe your staff and customers. You know your lighting is working for you when they respond positively to it. And when they do, a beautiful light will shine on you and your store.

LIGHT THIS WAY

Why invest in good lighting? Well, when your store is properly illuminated it: • Attracts customers: With attractive curbside appeal, your store’s lighting sends a message about your company’s image and quality, thereby increasing foot traffic. • Sets your business apart: Good lighting can help distinguish your business by illuminating your unique personality and character. Properly designed lighting can make your store feel warm and welcoming or intense and dramatic. • Encourages a favourable mindset: Effective lighting can stimulate a positive mood, hold and intensify one’s attention, and better define their perception of their surroundings, whether an entire space or individual item. • Enhances perceived product quality: Many items are viewed dramatically differently when the lighting is altered. • Improves employee productivity: Better lighting lets people see things more quickly and work faster, with fewer errors. • Increases sales: Good lighting emphasizes store displays and represents products more accurately. It’s easier for customers to examine the merchandise and read labels, giving them more reason to buy. • Provides security: Cheaper than hiring a security guard, effective exterior store lighting reduces vandalism, while contributing to the safety of latenight shoppers. • Lowers insurance costs: When lighting outside and inside your store promises to decrease theft, robbery and injury, you can better convince your insurance carrier to decrease your premium payments.

“Wiping the dust off lights can increase output by up to 50 per cent..” LIGHTING TIPS & TRICKS • •

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Vary the lighting Set off different areas of your store from one another with a mix of lamps and lighting levels. Too much fluorescent lighting, for instance, makes your store feel cold and industrial. Maximize natural light Nature didn’t provide it for nothing – and it doesn’t cost you a cent to use. Install windows and skylights, if necessary, and don’t invest in lighting areas that already receive a lot of natural daylight. Adapt display lighting For displays that change because of location or prop materials, use moveable lighting systems flexible enough to adjust the direction and degree of light. Position light strategically Point lights where you want customers to look. Focus on areas that offer the greatest return on investment, such as end caps and centre displays. Spotlight checkouts Studies show that if you highlight impulse purchase items you increase the attention they get from customers, which results in more sales. Conserve energy Where appropriate, choose energy-efficient lighting, such as fluorescents and LEDs. Use automatic light timers with motionsensitive detectors for areas with less foot traffic. Balance conservation with effectiveness Don’t sacrifice quality for energy savings, especially if it results in lower staff productivity or less sales. inSpire. inForm. inStore.


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Home Com InStore’s favourite new launches for the home

1/ Sophisticated throw pillows from the Cobi Style collection, $90 retail, Canfloyd, 800-263-3551, www.canfloyd.com 2/ House lantern, $30 retail, Abbott, 800-263-2955, www.abbottcollection.com 3/ Birdcage-shaped memo holder, North American Country Home, 888-303-2221, www.northamericancountryhome.com

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4/ Front-entry organizer, $50 retail, Candym Enterprises, 800-263-3551, www.candym.com 5/ Navy and white canisters, $12 to $20 retail, Canfloyd, 800-263-3551, www.canfloyd.com 6/ Acrylic throw blanket, $90 retail, H.B. Promotion, 866-971-4553, www.brunelli.ca 7/ Bell jars from Kikkerland, $1.50 to $24 retail, distributed by David Youngson & Associates, 800-370-4857, www.youngson.com

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Sneak peek Our first look at what suppliers have in store for the 2017/2018 holiday season

1/Cute & Contemporary Euroliving’s collections for Christmas include sleek triangle-shaped Santas, $12.75 retail, 905-465-2808, www.euroliving.ca 2/ Be Dammed Canfloyd is celebrating the holidays by honouring our country’s national animal, $70 retail, 800-263-3551, www.canfloyd.com

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3/Christmas Containers Seasonal snowflake-bedecked stainless steel water bottles from Tag, $45 retail each, distributed by Design Home Gift & Paper, 800-663-9950, www.designhome.ca 4/Squeak Peek A squeak appearance at the wee mice infiltrating Abbott’s ornament assortment, $13 retail, 800-263-2955, www.abbottcollection.com

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5/Double Duty Napa Home & Garden’s larger lantern ornaments double as table toppers, $33.50 retail for set of two, 888-893-2323, www.napahomeandgarden.com

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6/ Campy Abbott’s extensive ornament collection includes rustic elements such as camping tents and cabins, $15 retail each, 800-263-2955, www.abbottcollection.com 7/Hung With Care Mini plaid and burlap stockings from Napa Home & Garden, $13.80 retail for two, 888-893-2323, www.napahomeandgarden.com

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Share the Load How to delegate your way to success By Claire Sykes

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elegating responsibilities to those who work for you is essential to maintaining a successful store and happy staff. But it’s not always easy to let others help you run things. Not surprisingly, many store owners and managers resist delegating because they believe they can do it all. They overload themselves with work that others are more than capable of handling when they should delegate in order to get more done in less time. Delegating responsibilities to staff also increases employee moral. People like to know they can be trusted. When you put your faith into them, they’ll feel more involved in your business. A greater variety of work is also welcome by most employees. If you’re a store manager and answer to a higher up, delegating will prove that you can manage and direct your staff to accomplish even more than they already do.

DELEGATING 101

Know what to delegate. There will always be certain tasks that only you can and should do, such as those related to personnel, financial or legal issues. Delegate clerical duties, minor decisions, scheduling tasks and the list of things employees are expected to do when you’re not in the store. www.instoremagazine.ca

Detail your expectations. Know the specific results you want – and give specific directions. For example, don’t just ask an employee to follow up with customers and collect feedback about their purchases. Tell them how many customers to call or e-mail, the questions they should ask and how they should document the answers.

person might need to understand the task. Is there a specific sequence to it? Are there other people they need to consult? Is there any research they need to do? Write out everything you need done, so there’s no miscommunication. Choose the right person. Consider the overall skill levels of each of your

Delegating responsibilities to staff increases employee moral. People like to know they can be trusted. When you put your faith into them, they’ll feel more involved in your business. When you consider all facets of the task, and what you want from it, you can convey it all to the employee without confusing them. Explain the task. Be specific, whether it’s rearranging merchandise in a department or describing your vision for a holiday window display. The employee can’t read your mind, so make yourself clear. Imagine how the

employees, as well as their degrees of confidence, motivation and availability. You want the person best suited for the project. Think about whether you need someone who’s creative or who works quickly, and then select the appropriate person. Give the person authority. You’re ultimately responsible for how your store looks and how efficiently it’s inStore. Spring 2017

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run. Ensure the employee you delegate to fully understands exactly what they have permission and leeway to do, and what they’ll be accountable for. Monitor progress. Before the designated deadline, check in with your employee to make sure things are going smoothly. Don’t hover or micromanage. Check-ins are opportunities to iron out any confusion or changes that need to be made. Encourage open communication, so staff feel free to come to you with questions or concerns. Evaluate the employee’s performance. Sit down and discuss the task’s outcome. Give praise for a job well done and offer constructive criticism, encouragement and support where needed. Accept the fact that the person may not do the task the way you would.

Are you someone who dodges delegating? Ask yourself these questions: Do you believe you can tackle most jobs better yourself? Do you have difficulty trusting your staff to take on assignments? Do you think it will take longer to explain how to do the task than it would to just do it yourself? Do you fail to organize assignments well enough to pass them on to others? Did you have a negative experience with delegating in the past? Do you fear you’ll be outshone by the person to whom you would delegate the work? Do you fear the delegated task won’t be accomplished completely or on time, reflecting poorly on you? Do you believe your staff is so overworked that only you can take on the assignment? Do you believe that no one else would know how to do the job?

GIVE YOURSELF A BREAK

Delegating authority becomes easier when it becomes part of your routine. Life gets easier when you acknowledge that other people can perform the things you think you should do by yourself. Why weigh yourself down when you can free yourself up? Turn over any jobs that you don’t need to take on, and see how much more productive both you and your staff can be. www.instoremagazine.ca

If you answered yes to even one of these questions, then you have – at the very least –difficulty delegating if not an outright aversion to it.

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inSight Barbara Crowhurst

Retail Trends

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teady changes are affecting the way retail products and services are delivered to consumers, integrated services that are convenient for customers and which help them to build a relationship and bond with retailers. Technology, online platforms and social media are aligning with bricks and mortar stores, elevating the customer’s shopping experience. Adopting a mobile strategy is no longer an option – it’s a necessity. The mobile app will be for businesses today what the website was for businesses in the past 10 years. Mobile share of ecommerce is expected to grow from 40 per cent in 2015 to 70 per cent this year.

Technology is redefining the relationship consumers have with bricks and mortar stores. Consumers are making their voices heard loud and clear about when and where they want to shop and what they want to buy. Are you ready? Retail sales specialists, fashion wardrobe consultants, home décor experts and bricks and mortar brand ambassadors. These professionals are helping curate what consumers wear, how they decorate their homes and the gifts they buy for themselves and others. Position your store as the expert in your category for your local customer base. Show them how easy it is to connect with you online while the store is closed for the evening. Set up a counter or table with stools or chairs and a few iPads or tablets with one-click access to your website or mobile

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app. Use instore visits to introduce customers to these alternative shopping experiences. Consumers will love this galleried and curated approach to the products you sell and even how you merchandise online, not to mention the comfort and convenience of shopping from the comfort of home. As equally high as technology on the list of retailing trends for 2017 is investing in good employees. Procure the training they need. Teaching staff some different strategies to interact, engage and ultimate develop relationships with consumers is critical. As always, refresh your store layout, fixturing and lighting to stay in the game and stay relevant. 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

Celebrating Canadian Retailing

As Canada celebrates its 150th birthday, the association is toasting Canadian retail

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s our association concludes its Spring 2017 cycle of shows, we have taken a moment to reflect on the lessons learned during these past few months. Every January, the association hosts an awards night, where, in addition to recognizing excellent suppliers and sales reps, we celebrate top retailers who’re successful on many levels – creativity, innovation, business achievements and community involvement. This year’s winners were profiled in the Winter 2017 issue of this magazine.

No one will be passionate and positive about your store if you do not lead the way. Presenting the winners with their awards had us thinking about the reputation Canadians have throughout the world for being low-key and hesitant to toot our own horns. This year’s winners taught us the importance of marketing our companies, of becoming our own ambassadors. No one will be passionate and positive about your store if you don’t lead the way. As is often the case, each of this year’s winners started out differently – as a pharmacy, garden centre, florist – but over the years, they recognized opportunity and adapted their businesses. With their keen eye for product selection, their creativity in design and merchandising and their energetic, positive outlook, the outstanding retailers honoured this year truly embody the spirit of Canadian retail and the hopeful future that lies ahead.

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Change requires courage and bold thinking and the unwavering commitment to take a different road. As innovation demands we move at lightning speed, standing still is never an option for the successful entrepreneur. At CanGift, we share this philosophy. As the gift industry has morphed into a leaner, more efficient industry, we must follow suit. The consolidation of the Toronto Gift Fair into the Toronto Congress Centre in 2019 will present an exciting opportunity to refresh, rebrand and reinvent the fair as well as the events surrounding the show. Like you, we do not take our responsibility to the industry lightly. Stay tuned for further details. Our best wishes 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.cangift.org.

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