InStore Spring 2022

Spring 2022

THE DEFINITIVE RESOURCE FOR INDEPENDENT LIFESTYLE RETAILERS

instoremagazine.ca

PRO PHOTO STYLING TIPS HOW TO MAKE DATA-DRIVEN DECISIONS SIX WAYS TO REVAMP YOUR STORE

Must-have

products for spring, summer & fall

Fall Flavours

August 7-10, 2022 Exclusively at the Toronto Congress Centre

LIVE + IN PERSON Your Community | Your Inspiration | Your National Market Register and Book Your Hotel Today! togifthomemarket.ca @cangift

contents

inStore VOL. 08/NO.03

42

48

THIS ISSUE

Spring 2022

28

inStock

DEPARTMENT

18 News & Notes New lines, launches, industry goings-on and upcoming trade shows 54 CanGift Connects Embracing Hope

DEPARTMENTS

FEATURES

8 Pick of the Patch New décor pieces for fall 10 Bottoms Up Modern materials for au courant cocktail gatherings

inForm

23 Boost Profits with Better Trained Employees

inStyle

Finding, training and keeping staff should be one of your priorities this season. Learn from sales expert Bob Phibbs the ins and outs of sales training

FEATURE

42 Seasonal Sneak Peek

A glimpse into the hottest trends for the 2022 holiday season

12 All a Flutter There’s still a lot of love for ‘heart’ décor

By Natalie Hammer Noblitt

inSight DEPARTMENTS

6 Hello New Beginnings

14 We the North Put Canadian companies front and centre this fall

52 Retail Visions Six spectacular ways to upgrade your store design and displays this season from our resident store designer and merchandiser Nickeisha Lewis

16 Fall Flames Flickering flames and sensuous scents for the season FEATURE

35 Making Data-Driven Decisions

Chris Hood, the head of business innovation and strategy for Google, explains why making data-driven decisions just makes good business sense no matter the size of your outfit

By Natalie Hammer Noblitt

48 Photo Styling 101

Learn the basic techniques of photo styling from industry pro Catherine Doherty

By Andrea Hein

28 Ready, Set, Go! Travel must-haves ready for take off!

VIEW THIS ITEM ON PAGE 8

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inStore. Spring 2022

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Sponge Sponge or

or

EVERYDAY DESIGNS

EVERYDAY DESIGNS

Cloths Cloths

REUSABLE REUSABLE & 100% & 100% or BIODEGRADABLE BIODEGRADABLE ABSORBSABSORBS LIKE A LIKE SPONGE A SPONGE WIPES LIKE WIPESALIKE CLOTH A CLOTH

EVERYDAY DESIGNS

REUSABLE & 100% BIODEGRADABLE REUSABLE & 100% BIODEGRADABLE REUSABLE & 100% BIODEGRADABLE ABSORBS LIKE A SPONGE, WIPES LIKE ABSORBS A CLOTH LIKE A SPONGE, WIPES LIKE ABSORBS A CLOTH LIKE A SPONGE, WIPES LIKE A CL

HOLIDAY DESIGNS

HOLIDAY DESIGNS

HOLIDAY DESIGNS

BOOK A SHOWROOM BOOK A SHOWROOM ATING PRODUCTS CO-ORDINATING AVAILABLE CO-ORDINATING PRODUCTS AVAILABLE PRODUCTS AVAILABLE APPOINTMENT APPOINTMENT les representative contact contact customer customer for service exclusive or yourservice salesoffers. representative or your for exclusive sales offers. representative forWEBSITE exclusive offers ON OUR ON WEBSITE OUR

hopzio.com info@harmaninc.com info@harmaninc.com 1-800-363-7608 @harmanincshopzio.com @harmaninc 1-800-363-7608 shopzio.com

1-800-363-7608 harmaninc.com harmaninc.com

inSight

inSpire. inForm

Hello

THE DEFINITIVE RESOURCE FOR INDEPENDENT LIFESTYLE RETAILERS

Editor & Publisher Erica Kirkland ekirkland@instoremagazine.ca

W

New Beginnings

e’re thrilled to announce that InStore has officially partnered with the Canadian Gift Association, a not-for-profit organization that shares the magazine’s core values of integrity and fairness, alongside the common goal of serving the best interests of the entire industry.

Since its inception in 1976, the association has been dedicated to serving the diverse needs of the manufacturers, importers and distributors which supply Canada’s vast network of gift buyers – there are hundreds upon hundreds of member companies.

Just like the association, InStore’s ultimate goal is to strengthen our industry by educating retailers. To further support store owners, InStore is excited to provide retailers will multiple opportunities to learn and expand their peer network through industry breakfasts, new buyers’ lounges and roundtable discussions hosted by the magazine and its vast network of industry experts and award-winning retailers.

Now, let’s talk about your store. Spring is a slow time of year for many store owners, and it’s a season also associated with renewal. Why not combine both of these benefits and take the time to ask your customers how you can better serve them. When we respect their opinions and respond in kind, the only thing that will follow is success. Happy growing!

Design & Layout Gerry Wiebe Advertising & Production Coordinator Tina Nicholl tina@instoremagazine.ca Advertising Inquiries ekirkland@instoremagazine.ca 905-690-0492 Editorial Submissions editorial@instoremagazine.ca Mailing Address: 103 Niska Drive Waterdown, ON L8B 0M8 Contributors Castlerock Studios, Will Fournier, Andrea Hein, Leslie Groves, Nickeisha Lewis, Natalie Hammer Noblitt, 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. © 2022 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

Erica Kirkland Publisher & Editor

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Pick of the Patch

inStock What We’re Loving

2

Comfortable autumn hues unite these new décor pieces for fall

1

1/ Primitives by Kathy small block sign, $10 retail, Candym Enterprises, 800-263-3551, www.candym.com 2/ Mug, $12 retail, Koppers Home, 866-604-0490, www.koppershome.com

4

3/ Fall foliage apron from Now Designs, $30 retail, Danica, 888-632-6422, www.danicabrands.com 4/ Autumn harvest doormat from Now Designs, $40 retail, Danica, 888-632-6422, www.danicabrands.com

3

5/ Stoneware baking dish from Now Designs, $44 retail, Danica, 888-632-6422, www.danicabrands.com

5

6/ Primitives by Kathy checked pillow, $25 retail, Candym Enterprises, 800-263-3551, www.candym.com 7/ Primitives by Kathy ‘Gather’ pillow, $69 retail, Candym Enterprises, 800-263-3551, www.candym.com

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inStock What We’re Loving

2

1

Serve up Style Modern materials for au courant cocktail gatherings

1/ Stamped bowl from Danica Jubilee, $10 retail, Danica, 888-632-6422, www.danicabrands.com 2/ Infusion vessel from Alkemista for custom cocktails, $100 retail, The Tate Group, 416-504-8047, www.chateauspill.ca

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3

3/ Insulated cocktail shaker from BruMate, $65 retail, SDS Distributors, 855-821-8777, www.sdsdistributors.com 4/ Viski highball glasses, $43 retail for two, Design Home Gift & Paper, 800-663-9950, www.designhome.ca 5/ Milla lace tea towels, $40 retail for two, Indaba Trading, 800-746-3222, www.indabatrading.com 6/ Ceramic cheetah bowls from Mary Square, $49.99 for three, Edenborough, 800-265-6398, www.edenborough.com

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inSpire. inForm. inStore.

20+ categories featuring 145,000+ products for you to shop 7 days a week, 365 days a year!

Create your Passport today Produced by

@cangift

All a Flutter

inStock What We’re Loving

Hearts are still trending, likely because the earth and its inhabitants are in need of more love at this moment.

1

2 1/ Sweetheart mug, Indaba Trading, $15 retail, 800-746-3222, www.indabatrading.com 2/ Golden heart ornaments, $20 retail for two, Indaba Trading, 800-746-3222, www.indabatrading.com

3

3/ Heart cushion, $28 retail, Nostalgia Import Canada, 800-785-7855, www.nostalgia-import.com

4

4/ Jumbo love mug, $13 retail, Harman Imports, 800-363-7608, www.harmaninc.com 5/ Heart mug, $9 retail, Nostalgia Import Canada, 800-785-7855, www.nostalgia-import.com 6/ Coir mat, $21 retail, Nostalgia Import Canada, 800-785-7855, www.nostalgia-import.com

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We The North

inStock What We’re Loving

2

Focus on Canadian brands this fall by putting Canadian companies front and centre

1

1/ Greeting cards from Impaper boast fresh designs and provide stores with a happy give-back component to share with consumers, $5.50 retail, impaperco.com 2/ Black and white fridge magnets designed and produced in Canada, $2.50 to $5 retail per magnet, Eachanoriginal Design Company, 800-490-9445, www.eachanoriginal.com

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3/ Shampoo and conditioner bars with a tropical island scent, $20 retail each, Jack59, 780-270-0706 www.jack59.ca 4/ Waterless Shower Power from Walton Wood Farm is a convenient and effective way to wash up on the quick. $5 retail, Walton Wood Farm, 844-834-3276, www.waltonwoodfarm.com 5/ New reversible hats from Flapjackkids allow kids to colour one-of-a-kind designs, $29.99 retail, Kidcentral Supply, 877-218-0395, www.kidcentral.ca

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6/ Soy wax candles scented like cocktails are among the latest offerings from Pinetree Innovations, $26.99 retail, 306-477-3236, ptisigns.com

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Scented Products for ALL Homes

and Styles

Canadian Made 1. Scented Soy Candles - Offered in over 50 scents, and 3 sizes.

Made with 100% natural soy wax, oil fragrance that is Phthalate and Paraben free, packaging that isCANADIAN recyclableMADE & reusable.

2. Scented Bath Bombs. Each bath bomb is 230g and made with all-natural ingredients 2 with an oil fragrance that is Phthalate and Paraben free.

This bath bomb will leave your skin feeling soft and rejuvenated.

3. Scented Hand Sanitizer. Available in Signature & Seasonal scents. Formulated & licensed with 70% alcohol base. Travel size + larger options available.

4. Foaming Hand Soap. Our Foaming Hand Soap is made with all natural ingredients with an oil fragrance that is Phthalate and Paraben free. Matching Hand & Body lotion available.

5. ShowerScented Steamers.Bath TheseBombs Shower Steamers are a great addition to your at home making it feel like a spaScented experience.Soy Candles Offered in over 50 scents, and 3 sizes. shower, releasing aromatics 6. Scented Dish Soap. Our vegan friendly scented dish soap provides gentle cleansing 3 action. Matching scented hand soap available (500ml)!

7. Scented Cleaning Spray. Use our Scented Cleaning Spray to wipe down any surface in your home - works great on counter tops and stainless steel appliances.

8. Reed Diffuser. Our Reed Diffusers are a great non-flammable option to scent any Scented room. Scent throw: approx. 4-6 months. Reed diffuser refills available.

Each bath bomb is 230g and made with all-natural ingredients with an oil fragrance that is Phthalate and Paraben free. This bath bomb will leave your skin feeling soft and rejuvenated.

Made with 100% natural soy wax, oil fragrance that is Phthalate and Paraben free, packaging that is recyclable & reusable.

Hand Sanitizer

8

4

Foaming Hand Soap

Available in Signature & Seasonal scents.

Formulated & licensed with 70% alcohol base.

Travel size + larger options available.

6

Our Foaming Hand Soap is made with all natural ingredients with an oil fragrance that is Phthalate and Paraben free.

Matching Hand & Body lotion available.

5

Shower Steamers

Reed Diffuser Our Reed Diffusers are a great non-flammable option to scent any room.

Scent throw: approx.

4-6months. Reed diffuser refills available.

7

Scented Dish Soap Our vegan friendly scented dish soap provides gentle cleansing action. Matching scented hand soap available (500ml)!

Scented Cleaning Spray Use our Scented Cleaning Spray to wipe down any surface in your home - works great on countertops and stainless steel appliances.

These Shower Steamers are a great addition to your at home shower, releasing aromatics making it feel like a spa experience.

thescentedmarket.ca | wholesale@thescentedmarket.ca | @thescentedmarket

inStock

Fall Flames

What We’re Loving

Brighten up fall’s cold days with flickering flames and sensuous scents

2

1

1/ Textured candle bowl from Designsworks Ink, $61 retail, Design Home Gift & Paper, 800-663-9950, www.designhome.ca 2/ Beach Breeze reed diffuser from Candle Warmers, f rom $35 retail, SDS Distributors, 855-821-8777, www.sdsdistributors.com 3/ Hand-poured candles from Pen Chemists are gift-boxed and tied with ribbon, and include a book of matches, $50 retail each, The Tate Group, 416-504-8047, www.chateauspill.ca

3

4/ Large Greenleaf candle, $25 retail, Canfloyd, 800-263-3551, www.canfloyd.com 5/ Ceramic bowl candle from Firefly Candles, $61 retail, Designsworks Ink, $32 retail, Design Home Gift & Paper, 800-663-9950, www.designhome.ca

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6/ Marble jar candle from Capri Blue, $36 retail, Designsworks Ink, $32 retail, Design Home Gift & Paper, 800-663-9950, www.designhome.ca 7/ Jasmine-scented citronella candle from Skeem, $73 retail, The Tate Group, 416-504-8047, www.chateauspill.ca

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MONCILLO Pure Home Living

NEW SPRING 2022 - NOW AVAILABLE

ADVANCED HOME CLEANING FREE SHIP OVER $1000

Contact your DYA rep or email e: sales@finesseoils.com

MONCILLO Pure Home Living

for more information 604 - 885 - 5494 Finesseoils.com

inForm News & Notes

News & Notes

Inside Track NEWS IN BRIEF

The Toronto Gift & Home Market is Back this August The national show where gift wholesalers and retailers unite is back this August from 7 to 10 for the Toronto Gift & Home Market exclusively at the Toronto Congress Centre. As buyers prepare for the return of the first in-person market since 2020, they’ll be able to source products from hundreds of wholesalers including over 50 new exhibitors.

The market will feature an easy-tofollow categorized layout featuring housewares, jewellery and fashion accessories, toys and children’s products, gourmet food, home décor, personal care and decorative accessories. New features include free lunch vouchers and an Inspiration Wall where the giftware community can share the lessons and insight learned in the last two years. Also new this show are complementary breakfasts and lounges sponsored by InStore Magazine.

“We can’t wait to welcome everyone back!” says Anita Schachter, president and CEO. “The past few years have brought extraordinary change which has tested our community.

Now there’s a stronger appreciation for the in-person experience, and this August, as you walk into the Toronto Congress Centre, you’ll experience a fresh, energetic market, intended to lift up our industry and lead us forward in a hopeful fashion.”

“The Toronto Gift & Home Market provides an exciting meeting place for Canadian retailers,” says Stan Flemming, the chair of the association’s board of directors and owner of The Tate Group. “After two years of virtual shows, the association is thrilled to be bringing our community together again.” For more details about the market, to register and to book your accommodations visit www.cangift.org or www.togifthomemarket.ca

Jude’s Debuts New Look

A Proud Canadian Company • Une entreprise fièrement canadienne

Made from the Finest European Microfiber

Fabriqué à partir des meilleures microfibres européennes

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Jude’s Miracle Cloth has completely rebranded its logo and packaging materials. The company specialises in offering cleaning products which effectively work without 1 Cloth the need for harmful chemicals and is the brainchild 1 chiffon of Judy, a mother of four who discovered a business opportunity the first day she used a microfiber cloth to clean. Thanks to word-of-mouth and a lot of hard work, Jude’s Miracle Cloth products are now distributed in three countries. Assisted by her daughter Renee, who is now her business partner, they have built a line of products which effectively clean. www.judes.ca Windows • Stainless steel • Counter tops • Electronics • Vehicles & more

Pour fenêtres, surfaces en acier inoxydable et vitrocéramique, écrans, voitures et plus encore

Eco-Friendly

Nettoyage écologique

Traps Bacteria without chemicals! Élimine les bactéries sans produits chimiques!

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Chemical Free Cleaning Sans produits chimiques

Family Run Since 2009 Une entreprise familiale depuis 2009

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inForm News & Notes

News & Notes

Inside Track NEWS IN BRIEF

Package Jacket Performance Outerwear

Fashion Import has secured the rights to distribute Mac in a Sac in Canada. Mac in a Sac is a versatile collection of packable, performance outerwear for life on the go with a reputation for quality and affordability. The Packable Warmth collection features lightweight, down-filled packable jackets and gilets built for comfort while the Packable Waterproof line includes lightweight and packable weather-ready jackets, over-trousers and ponchos. Fashion Import is also the exclusive Canadian distributor of Travelon, Baggallini, LOQI, Echolac Luggage, Tony Perotti Wallets, Saccoo, LeSportsac, Perletti, Pacific & more. www.fashion-import.com

COCO Chocolatier now at Design Home Design Home is the new Canadian sales representative for COCO Chocolatier, a collaboration of artisans and artists. The chocolate is made in small-batches, handcrafted in Edinburgh, Scotland with cocoa from Colombia. Then each piece is wrapped in designs created by independent artists. There are a wide range of organic chocolates, truffles, drinking chocolate, gummies and biscuits. Prices range from $10 to $29.99 retail. www.designhome.ca

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Visit our new permanent showroom at the Toronto International Centre Suite 100 A Hall 1 Opening June 2022

NORTH AMERICAN COUNTRY HOME 3440 Bridgeway St., Vancouver,

WWW.NACH.CA

1-888-303-2221

Email:admin@nach.ca

Styling by Leslie Groves Photography by Will Fournier

Fall

Flavours www.instoremagazine.ca

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inStore. Spring 2022

21

SWEATY BOOBS ARE NO PICNIC

• Cream dries like silky powder • Anti-chafing • Absorbs sweat • Prevents swamp-crotch • Free of naughty ingredients A CANADIAN COMPANY

OVER 130 USEFUL GIFTS FOR EVERYONE ON YOUR LIST. See your friendly sales rep or wholesale.waltonwoodfarm.com 1-844-834- 3276

Boost Profits

Make finding, training and keeping staff a priority this season

with Better Trained Employees

By Natalie Hammer Noblitt

S

ales expert Bob Phibbs implores store owners to break the cycle of bad hiring and ineffective training. Finding great associates, training them to be effective salespeople and fostering relationships that promote loyalty must be among your business goals this quarter.

PROVIDE TRAINING

Unless people are trained in the basics of leadership — i.e., setting direction, checking in regularly, observing, correcting, rewarding, and holding people accountable — poor service will continue, and the hubris of considering associates replaceable cogs needs to end. Unless management provides the right training, the average person won’t learn these skills. If you don’t train your staff, you can’t expect results. Furthermore, a recent article in Inc. magazine relayed that a huge reason employees quit is because of bad relationships with their bosses. A Udemy study also found nearly half of employees quit because of a bad manager, and almost two-thirds believed their manager lacked proper training. People quit managers, not businesses.

HOLD MANAGERS ACCOUNTABLE

When people charged with holding others accountable either can’t or won’t, the whole system fails. I recently had a client who said, “I have managers who feel bad correcting people and so they don’t do it.”

Why don’t they hold associates accountable?

Reasons include: the managers haven’t set www.instoremagazine.ca

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inStore. Spring 2022

23

AVOID THESE SALES TRAINING TRAPS With decades of sales leadership experience, Bob Phibbs tells retailers exactly what they should avoid when it comes to training employees and forging a great sales team.

PURGE OUTDATED MATERIALS Toss those three-ring binders, VHS tapes, pamphlets and trifolds of training materials tucked up into your back room.

At least 90 percent of what’s in them is outdated.

CHOOSE TRAINERS WISELY Without a train-the-trainer program, your employees are learning from the ineffective actions of predecessors. What you need are people capable of making human connections.

A prime example of a bad trainer is one who tells an employee to be a product expert when all the information a shopper needs about the product these days is a quick screen scroll away. Staff need to make human connections.

COMMIT TO CHANGE During the busy seasons when staff are crunched for time, many retailers put training on the backburner, thinking it’s not more important that what’s right in front of them at that moment. However, it’s during the busiest times when sales training is of the upmost importance as your employees are interacting and leaving impressions with more shoppers.

MAKE EFFECTIVE USE OF STAFF A store owner typically hires or promotes a manager because they can handle the most important responsibilities in the store. But that doesn’t mean that sales training is a good use of their time. Don’t despair as online sales training is near.

There are modules out there that take employees off the floor for just 10 to 15 minutes each week.

DON’T BE RANDOM Far too often a new employee gets paired with whoever happens to be working when they walk in the door. Think about the impact of pairing a trainee with someone who was never trained properly to begin with? Even worse, the trainer could be a disgruntled employee 24

inStore. Spring 2022

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clear expectations, there are no consequences for managers and that managers aren’t trained correctly. It may not be that a manager (or store owner) is shy as much as feeling anxious about interacting with others. They may fear being negatively judged or even bullied on social media.

Provide them with the training and they will build the confidence to manage their team.

SPARK CONVERSATION

A retail associate’s job is to meet the customer in the aisles.

This is where employees should spark conversation and make connections as these interactions pay off in sales. Remember, what you stock is carried by other competitors both online and off.

To confront this challenge, you need to convert browsers into buyers otherwise you’ll become a showroom for the brands you carry.

PLAYING TO WIN

In my experience there are two types of retailers: one who plays not to lose and one who plays to win. The ones who play to lose often bend to fear and operate in reactive and defensive ways (i.e., cuts prices). Those that play to win so do by operating boldly. They have already developed a strong sales culture and a drive to provide positive experiences for customers.

Retailers that want to play to win need to stop confusing bodies with employees. Take the time to hire good people and train them well.

Bob Phibbs is an internationally recognized business strategist, customer service expert, sales coach, marketing mentor, author of three books and motivational business speaker. www.retaildoc.com

inSpire. inForm. inStore.

TREND • CLASSIC • BABY

Celebrate!

Atlanta • Dallas • AND Las Vegas Seattle • Toronto • Minneapolis VISIT DOUGLAS HAVE• ASTRA FUN IN• TORONTO • AUGUST 7th - 10th

Styling by Leslie Groves Photography by Will Fournier

Ready Set Go

Whether for business or pleasure these travel must-haves are ready for take off!

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Ready Set Go 1

3

2

BLUE CUES 1/ Handmade and fairtrade tote bag from Demdaco, $210 retail, Canfloyd, 800-2633551, www.canfloyd.com

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2/ Collapsible, reusable dog bowl, $15 retail for two, The Tate Group, 416-504-8047, www.chateauspill.ca

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3/ Lingo playing cards, $17 retail per package, The Tate Group, 416-504-8047, www.chateauspill.ca 4/ Danica Studio water bottle, $32 retail, Danica, 888-632-6422, www.danicabrands.com 5/ Travel pouch, $12 retail, Kikkerland, 800-869-1105, www.kikkerland.com 6/ Coastline Turkish towel, $52 retail, Pokoloko, 844-476-5656, www.pokoloko.com

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7/ Passport cover, $10 retail, Kikkerland, 800-869-1105, www.kikkerland.com

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Ready Set Go 3

1

2

FRESH AS A DAISY

5

4

1/ Ariel Turkish towel, $30 retail, Pokoloko, 844-476-5656, www.pokoloko.com 2/ Knee-high compression socks from Howard’s, $28.49 retail, Edenborough, 800-265-6398, www.edenborough.com 3/ Guided travel journal from Punch Studio, $23.99 retail, Edenborough, 800-265-6398, www.edenborough.com 4/ Bali bag, $48 retail, Pokoloko, 844-476-5656, www.pokoloko.com

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5/ Travel candle from Votivo, $18.50 retail, Candym, 800-263-3551, www.candym.com 6/ Lotus bag, $20 retail, Nostalgia Import Canada, 800-785-7855, www.nostalgia-import.com

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7/ Blossom cardigan, from $73 retail, Pokoloko, 844-476-5656, www.pokoloko.com

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Ready Set Go 2

1

MEDITERRANEAN ADVENTURE

3

1/ Throw from Heirloom, $80 retail, Danica, 888-632-6422, www.danicabrands.com

4

2/ Santa Barbara Design Studio tote, $68.50 retail, Design Home Gift & Paper, 800-663-9950, www.designhome.ca 3/ Polaris compass from Authentic Models, $66.99 retail, Edenborough, 800-265-6398, www.edenborough.com 4/ Travel puzzle from Designworks Ink, $32 retail, Design Home Gift & Paper, 800-663-9950, www.designhome.ca

5

5/ Moroccan pom blanket, $150 retail, Pokoloko, 844-476-5656, www.pokoloko.com 6/ RFID-protected crossbody from K. Carroll, $39.99 retail, Edenborough, 800-2656398, www.edenborough.com 7/ Shoulder bag, $68 retail, Nostalgia Import Canada, 800-785-7855, www.nostalgia-import.com

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Hello Canada,

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ready to scale your business? book a meeting today with Ray. Ray Shikatani | Country Manager, Canada rshikatani@junipercommerce.com | 877.590.8281 © 2022 International Market Centers, LLC

Making Data-Driven Decisions Intuition is an asset many independent retailers possess, however successful business decisions must always be based in reality | By Natalie Hammer Noblitt

D

uring his varied career in e-commerce, entertainment and the video game industry, Chris Hood, currently the head of business innovation and strategy for Google, has helped retail businesses find ways to improve sales and retain customers. Here he shares his insights into why making databacked decisions is always a winning strategy in his books.

RETHINKING METRICS

Most businesses already collect data on their sales and shoppers, but there are still areas where they make assumptions which are harmful to their business. Many businesses are surprised by what the actual numbers tell them after they take the time to collect and review data. Understanding conversion rates and sales per square foot is important, but are you able to answer the following questions: • How happy are my employees?

• Are my customers loyal?

• If given a choice, do my customers prefer to purchase instore or online?

• If given a choice would my customers prefer to purchase the products I sell from another business? www.instoremagazine.ca

MIND YOUR MINDSET

These days shoppers want the option of buying online and in-store regardless of where they shop or how big or small the store is. The only way to know for certain if there is something your customers like or don’t like, want or don’t want is to ask them.

ONLINE METRICS

During the pandemic, purchasing online from a physical store and picking up items curbside became popular. Once stores reopened, some retailers assumed shoppers didn’t want this option, but that assumption resulted in lost sales to businesses still providing those services.

Yes, people are shopping in-person again, but retailers are using a blend of technology and brick-and-mortar retailing to meet consumers where they want to be.

The Crate & Barrels of the world are making everything available to consumers online and off, and also have an app that allows customers to visualize items in their personal spaces while at the same time data-mining the experience to offer coordinating add-on purchases. It’s not just Crate & Barrel. Numerous retailers now have apps that allow consumers to buy ahead online and pick up in-store or curbside.

I worked with a small business owner who had a physical store and also did a good business online. One obstacle she faced was shoppers abandoning their carts before making purchases. She assumed it was because the checkout process was confusing and needed to change. However, she didn’t have the data to support that assumption.

We designed a survey that popped up when shoppers abandoned a cart at this stage in the purchase process. The offer of 10 percent discount off their next purchase worked to entice many shoppers to complete the survey which asked them to select a reason they weren’t making a purchase. Options included: the product costs too much; checking out was confusing; the product wasn’t the right colour/size or there wasn’t enough information given about the product. Of the people who completed the survey, 90 percent indicated the cost of the item was too high. Interestingly, several people used the coupon code to lower the price of the product they wanted and completed the purchase. I would encourage other retailers in the same situation to dig further into their store’s data.

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inStore. Spring 2022

ASK & ASK AGAIN

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Making the Most of Your Inventory HOW TO DETERMINE YOUR CUSTOMERS’ PRICE PREFERENCE

Testing the price of products helps retailers determine if they’re making the best business decisions for their store. Whether suffering from abandoned shopping carts online or slow-moving products on the shelf, shopping expert Chris Hood says making the most of your inventory requires knowing your customers’ preferences for pricing.

RAISE OR LOWER? For a product priced at $20, offer one group of customers the same item priced at $18 to see how they react. If lowering the price doesn’t significantly increase sales, it’s not worth the reduction. Also try charging more and document the results.

What happens when a group sees the item priced at $22?

HOW TO TEST PRICING When analyzing online sales, the process is easy, and you can perform simple A/B testing. The price can be set two different ways — with half the shoppers offered one price, and the other half another. From there, you can determine which price sells better. In your store, testing pricing can be more challenging. A physical retailer could put the item out at $18 for a few days and change the price a few days later to see which sells better. The key is to keep conditions the same and only change the pricing.

Don’t advertise the item, promote the new price or change your sales pitch — just leave it positioned as you normally have it in your store.

LEARN MORE! For more information on these topics, check out Chris Hood’s website and his podcast, True Cloud Confessions on That Digital Show with Chris Hood. www.chrishood.com

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CONSIDER MULTI-EXPERIENCE

Multi-experience is an up-and-coming term which encompasses ways in which retailers can utilize all our senses when we’re in-store shopping. Think interactivity and engagement using smell, taste, visuals and touch. An example of this is GlamLab, an app created by Ulta Beauty which allows customers to pick up their phone, point it at their face and see immediately how makeup products would look on them. Essentially, they’ve simulated the experience of going into the store and trying on lipstick. This was helpful during the pandemic but has proven to have long-lasting benefits as it allows shoppers to try on a variety of products without the time and mess required before.

While big retailers have the resources to build apps, similar services are available for smaller businesses. The key is to start thinking about your business and how you could present inventory in a way that is helpful, multi-sensory and interesting to shoppers.

EMBRACE YOUR AGILITY

Adapting to shoppers’ needs is how any business thrives, and while a business of any size can make pivots, smaller businesses have an advantage. If an independent retailer decides to try something new, they can implement changes right away.

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inStore. Spring 2022

37

The

Home

Front Styling by Leslie Groves Photography by Will Fournier

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inStore. Spring 2022

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Fall in love with these fresh finds for the home

inSpire. inForm. inStore.

The Home Front RUSTIC ROOTS

One of the overarching design elements trending for fall is a focus on creating interiors that let the natural beauty of the materials shine through.

Rather than worry about perfect lines, the focus is to creating a calming escape from reality and a relaxing atmosphere by highlighting wood, stone, leaves and other organic elements.

1 2

1/ Durban lamp, $120 retail, Nostalgia Import Canada, 800-785-7855, www.nostalgia-import.com

4

3

2/ Carob pillow in cinnamon, $76 retail, Indaba Trading, 800-746-3222, www.indabatrading.com 3/ Padang pot, $22 retail, Nostalgia Import Canada, 800-785-7855, www.nostalgia-import.com 4/ Pillar holders from Sullivans, $75 retail for set, Canfloyd, 800-263-3551, www.canfloyd.com 5/ Wood tray from Demdaco, $106 retail, Canfloyd, 800-263-3551, www.canfloyd.com 6/ Buddha beaded garland, $12 retail, Nostalgia Import Canada, 800-785-7855, www.nostalgia-import.com

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7/ Recycled leather rug from Heirloom, $35 retail, Danica, 888-632-6422, www.danicabrands.com

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inStore. Spring 2022

39

The Home Front 2

BLUE HUES

Blue and crisp white – a timeless décor duo with endless charm.

The lighter blues in the group are relaxing while the brighter hues are energizing and refreshing. Blue connects back to nature but paired with bold colours this palette can add vivacity to interiors.

1

1/ Tile cushion cover, $30 retail, Harman Imports, 800-363-7608, www.harmaninc.com

3 4

2/ Bird accent piece, $15 retail, Nostalgia Import Canada, 800-785-7855, www.nostalgia-import.com 3/ Azure pot from Heirloom, $36 retail, Danica, 888-632-6422, www.danicabrands.com 4/ Braided ceramic pot, $120 retail, Nostalgia Import Canada, 800-785-7855, www.nostalgia-import.com

6

5/ Mykonos terracotta vase, $112 retail, Indaba Trading, 800-746-3222, www.indabatrading.com

5

6/ Chindi cotton rug from Heirloom $35 retail, Danica, 888-632-6422, www.danicabrands.com 7/ Mahina baskets, $90 retail for two, Nostalgia Import Canada, 800-785-7855, www.nostalgia-import.com 8/ Lanterns, $145 retail for two, Koppers Home, 866-604-0490, www.koppershome.com

8

7

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inStore. Spring 2022

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inStore. Spring 2022

41

Seasonal

Sneak Peek A glimpse into the hottest trends for the 2022 holiday season

Styling by Leslie Groves Photography by Will Fournier 42

inStore. Spring 2022

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Seasonal Sneak Peek

1

2

MODERN CHEER

Adorable critters and creatures are perfect for the young and the young at heart

3

1/ Holly Jolly wall sign, $15 retail, Candym, 800-263-3551, www.canfloyd.com 2/ Tree with red stars, $6 retail, Nostalgia Import Canada, 800-785-7855, www.nostalgia-import.com 3/ Primitives By Kathy ornament set, $12 retail, Candym, 800-263-3551, www.canfloyd.com

4

4/ Cat accent, from $7 retail, Nostalgia Import Canada, 800-785-7855, www.nostalgia-import.com 5/ Danica Jubilee appetizer plates, $40 retail for four, Danica, 888-632-6422, www.danicabrands.com

5

6/ Coir mat, $37 retail, Harman Imports, 800-363-7608, www.harmaninc.com 7/ Dogs cushion cover, $37 retail, Harman Imports, 800-363-7608, www.harmaninc.com

6 7

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inStore. Spring 2022

43

Seasonal Sneak Peek ICE CASTLE

This blue, white and silver colour scheme demands attention

1

2

1/ Wish pillow, $55 retail, Koppers Home, 866-604-0490, www.koppershome.com 2/ Lighted glass ‘snowing’ tree, $45 retail, Koppers Home, 866-604-0490, www.koppershome.com 3/ Primitives By Kathy small block sign, $14 retail, Candym, 800-263-3551, www.canfloyd.com 4/ White magnolia garland, $136 retail, Indaba Trading, 800-746-3222, www.indabatrading.com 3 5/ Primitives By Kathy ornament set, $15 retail, Candym, 800-263-3551, www.canfloyd.com 6/ Brushed metal reindeer on wooden stand, $25 retail, Harman Imports, 800-363-7608, www.harmaninc.com

4

7/ Ceramic tree, $25 retail, Nostalgia Import Canada, 800-785-7855, www.nostalgia-import.com

6 5

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inStore. Spring 2022

45

Seasonal Sneak Peek ANNUAL TRADITIONS

1

2

Familiar motifs and traditional Christmas colours

1/ Lighted paper house from Raz Imports, $75 retail, Design Home Gift & Paper, 800-663-9950, www.designhome.ca 2/ Fragrance warmer from Candle Warmers, from $38.50 retail, SDS Distributors, 855-821-8777, www.sdsdistributors.com 3/ Tin wall art, $40 retail, Candym, 800-263-3551, www.candym.com

3

4/ Cardinal stocking, $35 retail, Harman Imports, 800-363-7608, www.harmaninc.com

4

5/ Bough and berry doormat from Now Designs, $40 retail, Danica, 888-632-6422, www.danicabrands.com 6/ Table runner from Now Designs, $28 retail, Danica, 888-632-6422, www.danicabrands.com

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Photo Styling

1 1

T

Learn the Basics and Watch Online Sales Soar

BY ANDREA HEIN PHOTOGRAPHY BY CHARLOTTE BIRNSTIHL

hese days presenting products in their best light via photography plays an equally important role in driving traffic to a store as in-store merchandising and store design does in keeping customers engaged. How a product is displayed or presented online will either encourage or discourage a customer from buying that product. Taking the time to learn how to produce inspiring images for social media feeds, ecommerce sites and marketing materials will elevate a store’s brand and convert onlookers into paying customers.

THE LINGO & HOW TO Basic Product Shot A basic product shot is typically a photograph of a single item set against a white backdrop. Here, the focus is on the product, and award-winning Canadian prop stylist Catherine Doherty says, “When photographing items for online use, it’s usually best to shoot products simply and individually with good lighting so that consumers can clearly see what they are buying.”

Styled Shot A stylized photo presents a lifestyle setting and should evoke in the consumer an understanding of how the item will look or function in their home, in other words the item’s end use. For these shots, group similar products and complementary props together. “Use props sparingly as you never want them to steal the show or take the attention away from the product. The product 48

inStore. Spring 2022

should always be the hero of the shot, while the props should complement it,” says Doherty.

Overhead Shots This style of photography, where items are shot from above, has been on trend for the last few years. Many shots embrace a less commercial feel and even show a work-in-progress rather than the final perfect grouping. With overhead shots, not all products need to be touching.

Also, even though you are shooting from above, don’t be afraid to play with the composition by leaving a few items in the vertical position.

Tablescapes & Partial Interiors Complete tablescapes and partial interiors go one step further in helping customers visualize the product in their home even more. They’re also very beneficial when it comes to motivating

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customers to purchase add-on items.

Akin to purchasing an entire outfit off a mannequin, inspirational tablescapes give the customer an entire look to shop from.

Backgrounds The backbone of any photographic composition is the base and backgrounds.

Choose simple finishes and avoid anything extremely shiny or patterned.

Wooden boards and white tiles are ideal.

Lighting While professional photographers make lighting look easy, it’s actually one of the most difficult and important elements of any good product shot. If you don’t have access to studio lighting, Doherty suggests using natural lighting. “Take your product outside on an overcast or cloudy day. This is when the light is perfect. Too sunny and your product will be over exposed.” inSpire. inForm. inStore.

This type of shot is referred to as an overhead lifestyle shot. It’s when we show a grouping of products in an end-use manner and the photograph is taken from above.

DIY Backdrops

Making your own backdrops and bases for photographs is a breeze. Simply cover existing boards with adhesive vinyl, easily found at any hardware store. Avoid draping fabric or using barnboard, as both can make your photograph and product look dated.

AWARD-WINNING PROP STYLIST CATHERINE DOHERTY Catherine Doherty is a creative, award-winning prop stylist with a keen eye for detail. Her foundation in interior design and visual merchandising helped propel her career as one of the country’s go-to prop stylists. She has created stunning vignettes, custom backdrops and one-of-kind tabletop and room settings for many of Canada’s most prestigious print publications as well as for motion pictures and social media feeds. www.catherinedoherty.ca www.instoremagazine.ca

This type of shot is referred to as a straight-on lifestyle shot.

It’s when we present products in an end-use manner and the photograph is taken straight on. Notice that the props (cookies, chocolate shavings, etc.) add context and interest to the shot without detracting from the products.

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49

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.

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51

inSight Retail Visions

Refresh & Revive Six spectacular ways to enhance your customer’s shopping experience this season

By Nickeisha Lewis

W

ith a new season around the corner, the time is right to start conjuring up creative ways to enhance your customer’s shopping experience. Remember to have fun every step of the way and engage staff in the process. The reward will be that your customers immediately notice your efforts and love coming into your space to find their favourite items and discover their next must-haves.

VISUAL BREAKS Be honest with yourself. Would your store’s layout and displays benefit from more white space? As you walk through your store, look at the placement of existing displays. Are there enough visual breaks, in other words enough negative space, gaps and separation between products and displays? Allocating every inch of your space to products and shelves actually harms retail sales.

It’s important to ensure there are clearances between fixtures as it enhances the customer’s shopping experience by ensuring they can easily walk through the store and won’t bump into other customers when the store is busy.

IMPULSE-BUY DISPLAYS Impulse buys are proven ways to increase your average sale. Plan a space for impulse buys and/ or high-demand items. Put this display front and centre, and make sure it’s easily accessible from the cash area.

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inStore. Spring 2021

DID YOU KNOW

90% of consumers immediately turn right when entering a store?

To maximize sales per square footage, place the products most compelling to customers here. (i.e., premium products, promotions, new merchandise, seasonal wares) SHELF TALKERS Shelf-talkers are silent salespeople, animating your displays through the use of the written word.

Use these pieces of signage within a display to help customers learn more about the product’s key features and benefits.

ADJUST YOUR LAYOUT Is your layout working or does it need a few minor adjustments? Start with your entrance. Do you have a decompression zone, a space directly in front of your door or entrance where customers transition from outside your space to inside?

Shoppers need space to get a high-level view of your store, to orient themselves and to get an idea of where they want to go first. Ensure you have room at the entrance for that pause. From this vantage point, they can easily be drawn toward compelling feature displays.

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FEATURE DISPLAYS This should go without saying, but key feature displays should be eye-catching! Ensure they’re telling a story via their composition and the use of appropriate and engaging props. For summer displays, go bold with colour and add flowers.

MEMORABLE EXPERIENCES Elevate your customer’s shopping experience by providing fun and unique experiences. Customers remember experiences. So, the theory goes they will remember your store and want to go back if the experience they had was memorable. They’re also more likely to spread positive word-of-mouth about your business to their friends and family.

Lastly, on-brand retail entertainment will spark new interest in your store and attract new foot www.instoremagazine.ca

traffic. The experiences that a retail gift store could provide include one-time events and seasonal activities. Examples include offering up candy carts filled with branded sweets alongside a limited-time promotional item. Add some music and balloons and you’re bound to attract attention not only on social media but also from passers-by. Similarly, you could provide the space, time and materials for customers to create a make-and-take. These are simple and effective ways to build more rapport with loyal customers while attracting new ones.

Nickeisha Lewis is the founder of Nola Designs, a retail interior design firm based out of Kitchener, Ont. Nickeisha and her team focus on helping femaleowned businesses take their retail stores to the next level. www.noladesigns.ca

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53

inForm CanGift Connects

Embracing Hope, Building Community

W

ith the Spring 2022 edition of InStore Magazine, the members of CanGift are embracing hope, change and rebirth. At the end of a long two years, we’re all ready to put a period on this chapter and turn the page.

Over the past few years, the world has learned that “Together We are Stronger”, a motto which notfor-profits have embodied for centuries. Just as your business has transformed itself during the pandemic, so have many of the association’s members. Some distributors, manufacturers and importers have thrived, while others have struggled and some are no longer in business.

As we prepare to come together once again in person this August at the Toronto Gift & Home Market, exclusively at the Toronto Congress Centre from August 7 to 10, the association’s efforts will be on providing the nation’s buyers and vendors with an inspiring and supportive marketplace. While the mask mandate is currently lifted in Ontario, your personal choices will be respected.

As the gift industry’s only national trade show, the Toronto Gift & Home Market’s enduring relevance and strength lies in its ability to present buyers with an incomparable product assortment, efficiently, at one time and in one place. With no need to go anywhere else, it’s not surprising that buyers from coast to coast are excited to return to in-person buying and we can’t wait to welcome them back!

The association’s diverse group of members includes businesses of all shapes and types – from new and small to medium and large, from companies that specialise in sourcing and importing to those who distribute lines from other countries and those that manufacture the goods right here in Canada. Since its inception, the members of the association have worked collectively to offer retailers everything from home décor, personal accessories, housewares, toys and plush to stationery, fashion accessories, personal care, souvenirs and general gift products at one national trade show. The members appreciate the 54

inStore. Spring 2022

time-saving advantages of offering buyers the ability to source assortments and trends across a broad swath of categories from many different styles and sizes of vendors at one place.

The association’s members are brainstorming ways to make your buying trip to Toronto this August even more beneficial. As you take the time away from your store to source products, our members want to maximize the value the show gives to you. To that end, the association is expanding its partnership with InStore Magazine, the only publication serving gift, home décor and lifestyle retailers in Canada. The people that bring you this excellent industry resource will be hosting Retailer Breakfasts, Roundtable Exchanges and sponsoring our Buyers’ Lounge.

Registration for this show is now open and we encourage you to register today. In the meantime, if you’re interested in online sourcing, we’ve relaunched CanGift 365 powered by Markettime. This online resource is open to you every day of the year and provides one site from which to source our members’ products. To learn more, visit www.cangift.org and the CanGift 365 booth at the Toronto Gift & Home Market this August.

As we enter a new phase, we’d be remiss if we didn’t celebrate how far we’ve come these past two years. At the August show, we’ll debut an Inspiration Wall, a medium for us all to share the lessons we’ve learned over the past few years and to show appreciation for each other.

Submitted by CanGift President and CEO Anita Schachter on behalf of the association’s board of directors. www.cangift.org

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