Summer 2017

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Reading accessories, booklights, bookmarks, journals & sticky notes.

contents

inStore VOL. 03/NO. 04

72

THIS ISSUE

SUMMER 2017

inSight

inForm

DEPARTMENT

DEPARTMENT

8 Mailbox

35 News & Notes

Readers tell us what they think about InStore!

New lines, launches, industry goings-on and upcoming trade shows

inStock

inStyle

DEPARTMENT

FEATURE

17 Hello!

136 CanGift Connects

19 Hostess Gifts

58 Take Me To The Sea

48 Shop Profile

FEATURE

Elevate customers’ gift-giving game with unusual hostess gifts

21 Soothing

Melt away holiday stress with pampering personal care

27 Stocking Stuffers for Her Pack a powerful punch with tiny packages

29 Stocking Stuffers for Him

A selection of manly must-haves

30 Stocking Stuffers for Everyone A great group of stocking stuffers everyone is sure to love

FEATURE

72 Spread Good Cheer

The latest and greatest for merry making

102 A Magical Touch

Baby and children’s gifts that have us spell bound www.instoremagazine.ca

Ocean-inspired tree trimmings and other holiday decorating trends

86 Strike a Pose

Fashion trends we’re head over heels for

Travel Tales

Being Canadian

Each year The Whale Store transforms to meet the needs of a new season of cottagers and tourists

135 The Four R’s of Retailing

Retail expert and business coach Barbara Crowhurst on resetting, refreshing, rebranding and restarting your business

FEATURE

112 Variety Show

Why diversifying your merchandise mix should be the next thing on your agenda

54 Fashion Display DIY How to fashion a costeffective and versatile display platform

By Leslie Groves

68 Event Planning 101 Fashion your festive events pronto

By Sue Warden

By Claire Sykes

82 Solving Customer Complaints

127 Get Your Creative Juices Flowing

A seven-step strategy for dealing with unhappy clients

Where to find display inspiration – for free

By Marilyn Nason

By Tom Shay

118 Worthy Causes, Wise Choices Use this smart and strategic approach when devising a charitable gift-giving plan

By Claire Sykes

inStore. Summer 2017

5

inSpire. inForm

THE DEFINITIVE RESOURCE FOR INDEPENDENT LIFESTYLE RETAILERS

instoremagazine.ca

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 L8B 0M8 Contibutors Barbara Crowhurst, Castlerock Studios, Will Fournier, Leslie Groves, Tom Shay Marilyn Nason, Claire Sykes, Sue Warden

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 L8B 0M8.

Email editorial@instoremagazine.ca

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

6

inStore. Summer 2017

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Spritz the Bowl Before-You-Go And No One Else Will Ever Know

inSight Mailbox

R

Home & Garden Division of Christmas Tradition

Choose

New or classic Unique or trendy Bold or subtle

Tell us what you think!

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.

Stop By and Say Hi!

InStore will be back at the Toronto Gift Fair this August. Taking place August 13 to 16, the Toronto Gift Fair is held at the Congress Centre and the International Centre along the airport strip. The magazine is returning with its What We’re Loving feature area, located in Hall 8 of the Congress Centre. The area includes comfortable seating, complimentary magazines and an assortment of our favourite new products and trends sourced from the show’s exhibitors. We’re not always there, but if we are, we’d love to chat!

There’s a style that’s right for you.

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

8

inStore. Summer 2017

Spring Has Sprung

We just received the Spring 2017 edition of InStore and it looks fantastic.

We loved seeing our Heart & Home candles being featured! Keep up the excellent work.

Isaac MacIntrye History & Heraldry Charlottetown, PE

www.instoremagazine.ca inSpire. inForm. inStore.

SOMEWHERE BETWEEN LOVE & MADNESS On trend fashion for him & her

shop.ganz.com

800.263.2311

my fav...

inSight Hello

If you’re a frequent reader of this column, you’re likely familiar with my seaside obsession. Beach-themed décor speaks to me, likely because I’d rather be dipping my toes in the sand. Normally when producing this issue of the magazine, which is focused on products for the fourthquarter, I don’t get the opportunity to delight in summery things but, thankfully, the holiday gods have deemed sea-themed tree trimmings a trend this year!

Travel Tales One of things I love most about publishing this magazine is the freedom and ability it gives me to travel. While all-expenses paid trips to European shows were once something a journalist could count on, annual treks to Paris and Portugal, unfortunately, are a thing of the past as show producers slashed budgets earlier this century. Yet the magazine does afford me the opportunity to travel, if not always abroad, at least across our beautiful country.

When I launched InStore, coming up on three years ago (time flies), I decided to use the publication as an opportunity to explore cities and places I’d never been. Instead of scouring the internet for a suitable writer and photographer in whatever destination I selected, I instead hop on a plane and visit retailers from coast to coast.

This issue took me to St. Andrews-by-the-Sea, N.B., to interview Sheila Simpson, who has owned and operated The Whale Store in this small seaside community for over 40 years, a truly remarkable feat. I visited Minister’s Island, and learned about tidal islands of which I previously was completely ignorant.

There is something about travelling, particularly on your own, that makes me feel slightly uncomfortable and on edge. That feeling of unease awakens my senses, and I begin to see things I normally would overlook back home during the daily grind.

Travelling for me is an escape into a different place where I can discover new friends and learn new things. It always refreshes my imagination.

On that note, here’s hoping that this issue, our largest to date, inspires you to reimagine a few things in your life, specifically in your business. With plenty of advice and insight alongside hundreds of new products, there is something on every page to discover and we hope you take the time away from your daily grind to enjoy what we’ve put together for you.

in this issue

Subtle, yet super sexy, the lineup of fashion accessories in the boho-inspired assortment on page 88 of the fashion feature is www.instoremagazine.ca

heavenly. Equally angelic are the emerald coloured finds (page 91).

If you’re looking to serve up some serious style during the holidays, check out the assortment of entertaining

essentials, starting on page 72. (We love the selection of wood boards and trays – very on trend).

The bi-annual selection of

gifts for babies and children is oh so sweet this time around thanks to an adorable array of mystical and magical creatures (page 102).

Between the editorial pages and the advertisements, there’s a lot to unearth in this issue.

inStore. Summer 2017

17

Hostess gifts

inStock What We’re Loving

3 1

Help your customers elevate their gift-giving game with a grouping of unexpected and inexpensive hostess gift ideas

1/ Palm reader jewellery stand from Kikkerland. $25 retail.

Distributed by David Youngson & Associates, 800-370-4857, www.youngson.com

2

5

2/ Humorous ornaments from Magnet & Co. through Folio Artwear Designs. $9.99 retail, 204-333-5078, www.magnetandcompany.com 3/ Cotton canvas pouches with zipper closures from Quotable Cards. Distributed by David Youngson & Associates, 800-370-4857, www.youngson.com

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4/ Hand-painted fridge magnet sets from Eachanoriginal Design Company. $15 retail, 800-490-9445, www.eachanoriginal.com 5/ Beaded bookmarks from Peter Pauper Press. $3.99 retail.

Distributed by David Youngson & Associates, 800-370-4857, www.youngson.com 6/ Poo Pourri’s Merry Spritzmas Holiday Scent. $19.50 retail, The Tate Group, 416-504-8047, www.thetategroup.com

6

7

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7/ Matte black candle packaged in ribboned box (not shown). $26 retail, Essence of Life Soaps and Candles, 647-857-9243, www.soyelegance.ca

inStore. Summer 2017

19

Soothing & stress free

inStock What We’re Loving

1

2

Melt away the stress of the holiday season with an assortment of pampering products for shoppers

1/ Ultrasonic aroma diffusers from Stadler Form emit essential oil mists with a unique oscillating swing mode. $139.99 retail.

Distributed by I. B. Innovative Brands, 877-542-1112, www.innovativebrands.ca 2/ Himalayan salt and lavender votive with glass bell dome from Essence of Life Soap and Candles, 647-857-9243, www.soyelegance.ca

4

3/ The lid on this bottle of incense sticks from Skeem doubles as a holder. $26 retail.

Distributed by The Tate Group, 416-504-8047, www.thetategroup.com

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6

5

4/ Heart Warming Gift Set from Warm Buddy includes a heartshaped warming pillow, antistress spa salt (not shown) and an anti-stress mist, packaged in an elegant aqua box. $39.95 retail, 888-649-0649, www.warmbuddy.com 5/ Personal care items from Crabtree & Evelyn’s celebrated Gardeners line. $13 to $32 retail each. Distributed by David Youngson & Associates, 800-370-4857, www.youngson.com 6/ Pink Pepper Bath Elixir from Barefoot Venus. $25 retail, 888-490-1756, www.barefootvenus.com

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inStore. Summer 2017

21

Stocking stuffers for her

inStock What We’re Loving

1 2

From dainty brooches to delicate jewellery these stocking stuffers pack a powerful punch in tiny packages

4

1/ Week From Hell Hand Rescue cream from Walton Wood Farm, $15.95 retail, 844-834-3276, www.waltonwoodfarm.com 2/ Ikat necklace from Foxy Originals, $26 retail, 416-439-0887, www.foxyoriginals.com 3/ Sequined penguin patch pin from Indaba Trading, $10 retail, 800-746-3222, www.indabatrading.com

3

4/ Compact mirror from Indaba Trading, $15 retail, 800-746-3222, www.indabatrading.com

5

5/ Compact reading glasses from IF, $29.99 retail. Distributed

by The Tate Group, 416-504-8047, www.thetategroup.com

6

www.instoremagazine.ca

6/ Embroidered brooches from Meri Meri, $12.95 retail.

Distributed by Paper E. Clips, 800-660-7068, www.papereclips.com

inStore. Summer 2017

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inStock

2

What We’re Loving

1

Stocking stuffers for him

Rock men’s gift-giving like a pro with a manly selection of must-haves

1/ Wooden sunglasses from Mistura Canada, $149 retail, 855-602-5400, www.mistura.com 2/ The Adventurer Power Shower gel from Walton Wood Farm, $14.95 retail, 844-834-3276, www.waltonwoodfarm.com 3/ Stoneware mugs from Nostalgia Imports, $12 retail each, 800-785-7855, www.nostalgia-import.com

3

4/ Italian Lakes storage box from Kikkerland, $12.50 retail.

Distributed by David Youngson & Associates, 800-370-4857, www.youngson.com

4

5/ Stoneware travel mug from Tag, $25 retail. Distributed by Design Home Gift & Paper, 800-663-9950, www.designhome.ca

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inStore. Summer 2017

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inStock

Stocking stuffers for all

2

What We’re Loving

A great group of stocking stuffers that everyone is sure to love!

1

1/ Super mini lantern light from The Tate Group, $14.99 retail, 416-504-8047, www.thetategroup.com

3

2/ Bubble ornaments from History & Heraldry, $7.99 retail, 800-563-3557, www.historyandheraldry.ca

4

3/ Warm & Fuzzies flask and shot set from Wild Eye Designs, $45 retail, 800-824-0496, www.wildeyedesigns.com 4/ Me Time bath salts from Walton Wood Farm, $19.95 retail, 844-834-3276, www.waltonwoodfarm.com 5/ Hello Mello Christmas lounge pants in a pouch from Canadian Gift Concept, 866-411-1043, www.cgconline.ca 6/ Peppermint Bark from Saxon Chocolates, $9 retail, 416-6756363, www.saxonchocolates.com

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inStore. Summer 2017

inSpire. inForm. inStore.

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inForm News & Notes

News & Notes

Inside Track NEWS IN BRIEF

Kikkerland Rings in a Quarter Century From humble beginnings on a houseboat docked in the Hudson River in Manhattan to a worldwide leader in product design, Kikkerland has come a long way in 25 years.

The houseboat, home to founder Jan van der Lande and his young family, became the office for Kikkerland when Jan incorporated the business in 1992. A basement on the Upper West Side served as a storage and shipping facility, and Jan delivered many of the company’s first orders personally – by bike.

Kikkerland, a nickname for the Netherlands, literally means frogland and Jan’s original focus was importing and distributing Dutch-designed products. Being that there are a lot of houseboats and water in Holland, the boat was the perfect starting place for the company.

Since these early beginnings, the company has a long history working with industrial designers. During his research and scouting

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trips to Holland, Jan met many designers who had recently finished art school. People like Hella Jongerius, Richard Hutten and others. It led Kikkerland to start promoting their designs in the United States.

Over the years Jan has worked with some of world’s most avant-garde designers. Some of these designs were quite experimental which presented the company with a learning curve and the resolve that it was better to promote products that sell, instead of products that simply look good.

Another part of the company’s success is the incredible number of new products they bring out every six months – about 150 designs. Obviously, some items must be retired at the same time or the collection would get too big, however, to celebrate the 25-year milestone, Kikkerland is reissuing classics from the past. Distributed in Canada through David Youngson & Associates. www.kikkerland.com

inStore. Summer 2017

35

Show Calendar

inForm News & Notes

JULY

THE GOODS

Las Vegas Market July 30 – August 3, 2017 www.lasvegasmarket.com AUGUST

Gardeners Collection Celebrates 20th Anniversary Crabtree & Evelyn’s Gardeners collection has become an iconic line for the personal care manufacturer. Originally created to appeal to gardeners and their wealth of knowledge about the healing power of herbs, the line is now standard fare for green thumbs and layman alike. Blended with natural ingredients and botanical extracts, Gardeners is a signature line for the company, and to celebrate this milestone several special additions are being launched, including a new exfoliating soap, an all-purpose balm, an outdoor candle with essential oils, an overnight hand therapy cream and an anti-pollution hand primer.

Crabtree & Evelyn is distributed in Canada through David Youngson & Associates, 800-370-4857, www.youngson.com

Trader’s Forum Toronto August 12 – 15, 2017 www.tradersforum.ca Mode Accessories Show August 13 – 15, 2017 www.mode-accessories.com Canadian Jewellery Expo Toronto August 13 – 15, 2017 www.cjexpos.com Toronto Gift Fair August 13 – 16, 2017 www.torontogiftfair.org Canadian Jewellery Expo Edmonton August 19 – 21, 2017 www.cjexpos.com NY Now August 19 – 23, 2017 www.nynow.com

Gooseberry’s New Gruff Collection Designed to encourage a love of animals, the new Gruff Collection from Gooseberry Studios boasts limited-edition fine art prints of animals in storybook settings available in sizes 8 x 10 and 30 x 40. 647-724-7136, www.gooseberrystudios.com

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inStore. Summer 2017

Salon Des Detaillants Du Quebec August 20 – 22, 2017 www.salondetaillants.ca Alberta Gift Fair August 27 – 30, 2017 www.albertagiftfair.org SEPTEMBER Atlantic Retail Fair September 10 – 12, 2017 www.tradersforum.ca Vancouver Gift Expo September 17 – 18, 2017 www.vancouvergiftexpo.com

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Exclusively in Canada with

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inForm News & Notes

THE GOODS Naturally Fashioned Montreal-based jewellery designer Anne-Marie Chagnon’s newest collection includes an assortment of bold pieces inspired by nature. The handmade jewellery is either breezy and soft or powerful and unswerving, depending on the pieces selected, with shapes that are distinct, natural and round, and colours that are fluid. In recent years, PVC had disappeared from Anne-Marie’s creations, but returns with supple and fluid carbon-tinted PVC ribbons which at times seem to float, evoking the movement of the wind. Anne Marie Chagnon’s collections are represented by SRM Sales Consultants, 613-339-3138

Premium Giftware Distributor Kameleon Jewelry Launches Love XO Jewelpop is celebrating the 10th anniversary of the Kameleon brand, a unique line of sterling silver interchangeable jewellery, with Love XO, a collection of six new JewelPops, a lariat, ring and pendant. The Kameleon assortment includes over 450 JewelPops that pop securely into any of the line’s sterling silver rings, pendants, bracelets and watches using a patented technology.

888-431-4484, www.jewelpop.com

Lucky Feather’s Latest Launches Lucky Feather has reimagined its popular Message in a Bottle series with three new silver and three new gold necklaces with brand new messages including Never Give Up and Make Your Own Luck.

The company has also launched Birthday Celebration bracelets which include one bead for each milestone year. The line includes bracelets for Fearless 13, Sweet 16, Bold 18, Fun 21, Lively 25, Vibrant 30, Fabulous 40 and a few generic birthday bracelets as well.

To meet the demand for rose gold jewellery, Lucky Feather is launching a collection which includes three styles of post earrings and three styles of necklaces, packaged on imaginative rose- themed cards.

Lucky Feather is distributed in Canada through David Youngson & Associates, 800-370-4857, www.youngson.com

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Much more quality giftware available online! boardnbatten.com sales@boardnbatten.com inStore. Summer 2017

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2017-07-02 10:35 PM

inForm

Inside Track

News & Notes

NEWS IN BRIEF

THE GOODS Warm Woolens from Ireland

Directly from Ireland, West Knitwear is the largest Aran Knit sweater producer in the world with a rich history dating back 100 years. The Kildare-based family-run business supplies a worldwide market with pure new wool and Merino wool knitwear. British & Irish Imports is introducing the collection of men’s and women’s items to the Canadian market. Products include tweed, lamb’s wool and Irish cottage socks along with pillows and sweaters. The wools breath and insulate while the colourful yarns reflect the natural shades of the Irish countryside. 705-741-9449, www.biimports.com

Supreme Salmon from B.C.’s West Coast Fresh from the cold, pristine waters off the west coast of British Columbia, the salmon used in Cheena’s collection of gourmet products is free of preservatives, additives, dyes and artificial colours, yet will keep without refrigeration for up to three years.

In the native Haida Indian language, Cheena means “The Silvery Salmon” or “The Best of Salmon” and the company lives up to its name. The salmon sourced for its products is hand filleted, brined and then cold smoked for eight to 10 hours before being placed in gold foil pouches and hot smoked. www.cheena.com

Jacqueline Kent Celebrates Milestone Anniversary This year marks a milestone anniversary for Jacqueline Kent. Over 25 years ago, within a year of discovering her talent for character sculpting, the Canadian-born creator began designing for major companies in Canada and the United States, including Giftcraft, Winward Silks and Kurt S. Adler. She quickly secured a strong foothold and a loyal following in the marketplace.

Using polymer clay to sculpt unique characters, each piece is made with fleshtoned poly resin. Moulds are created to ensure every fine detail of her work is captured and then each creation is assembled and dressed.

Setting the eyes and paying close attention to the finishing touches brings the completed reproductions to life.

Today Jacqueline sells her creations through her wholesale company, Jacqueline Kent, alongside a line of fashion jewellery.

888-963-9097, www.jacquelinekentjewelry.com

Yankee Candle Is Making Gifting a Breeze This holiday season, Yankee Candle is introducing a number of wrapped and ready-to-give sets. The Sentiments Candle gift set includes a votive candle holder, along with Balsam & Cedar-scented candles – two votives, 12 tea lights and one tumbler. The Winter Village gift set (shown here) comes with one Sparkling Cinnamon pillar candle and one Winter Village pillar candle holder while the Tree Countdown Candle gift set includes one snowflake tea light holder and 24 tea lights in popular holiday fragrances. Yankee Candle is distributed in Canada by David Youngson & Associates. 800-370-4857, www.youngson.com

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inStore. Summer 2017

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TORONTO GIFT FAIR August 13th - 16th, 2017 The International Centre Mississauga, Ontario Cross Border Sales Gift Agency Ltd. Booth #:2281 - Hall #2

Represented by

905-417-6332

ALBERTA GIFT FAIR August 27th - 30th, 2017 Edmonton Expo Centre Edmonton, AB Cross Border Sales Gift Agency Ltd. Building E - Booth #: 2105

www.snooziescanada.ca snoozies!®US Patent D 596, 1835 Copyright 2006-2017 snoozies!® is a registered trademark of Buyer’s Direct, Inc. Buyer’s Direct, Inc. PO Box 818 Elm City, NC, USA 27822 info@snoozies.com

inForm News & Notes

THE GOODS

My Brilliant Star’s Newest Introductions Every year Herrnhut introduces a special new colour to its popular line of decorative stars. This year, the colour is turquoise. The limited-edition star is available in Canada through My Brilliant Star.

The company is also introducing Huss incense burners to Canada. The burners come in various forms, including small pots, pans, ovens, stoves, jugs and locomotives, which capture the hearts of young and old alike. 778-891-1518, www.mybrilliantstar.com

Christmas Collections L’Emballage Tout is rolling out new designs in its exclusive collection of designer bags for the holidays and everyday.

A number of new styles and patterns are being launched, in a variety of sizes as well as bag kits which include tissue paper.

800-361-3354, www.emballagetout.ca

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inForm News & Notes

SHOW NEWS NEWS IN BRIEF

Mode Accessories Turns 30

Since its inception 30 years ago, Mode Accessories has produced 60 trade shows for the fashion accessory marketplace in Canada.

According to the producers, the show has helped launched hundreds of companies, and has established the accessories industry in Canada. The producers credit the show’s position as the premier marketplace for fashion accessories in Canada to the support of suppliers and buyers.

At the upcoming fall edition of the show, taking place August 13 to 15 at the Delta Hotels by Marriott Toronto Airport & Conference Centre, show management is celebrating this 30- year milestone with several special events including an exhibitor reception, draws for buyers and free parking and refreshments for VIP buyers. 416-510-0114, www.mode-accessories.com

Simon Chang at the Mode Show

Canadian designer Simon Chang will be making a personal appearance at the Mode Accessories show to highlight his signature handbag collection with Sayan.

Fashion Trends for Fall 2017 During the Mode Accessories show this August, several accessory trends for fall will be on display. The show producers gave us the highlight reel of trends to note.

• • • • • • •

Shoes and boots steal the spotlight from handbags Velvet across multiple categories, particularly shoes and bags Fur and feathers: fur handles for bags, trims for shoes and boots; fur hats, mufflers, cuffs and throws An incredulous and eye-catching mash-up of patterns, colours and styles Embroidery and tapestry Pins and brooches Accessories for accessories: charms, tassels, tags and mini bags

Accessories for accessories are all the rage. Ziggit allows customers to create their own messages on bags with snap-on pins from Productions Weedoodle

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• • • • •

Exaggerated round frames for glasses Transformable accessories, personalized accessories, and removable elements Juxtaposition: contrasts in opposites, mismatched, asymmetry, sleek and smooth versus distressed and raw Opposing palettes: icy pastels with saturated vibrants Opposing sentiments: opulent baroque romanticism versus tailored power dressing

Mode Accessories’ exhibitor Pinkstix is showing a layered look with soft, rich textures along with structured geometric shapes for power dressing which speaks to the trend of ‘opposing sentiments’.

inSpire. inForm. inStore.

INSPIRE

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inForm

THE GOODS

News & Notes

Inside Track NEWS IN BRIEF

Saxon Chocolates and Totally Chocolate Join Forces As part of Ganache Gourmet, a company of the family firm Tricor Founders, Saxon Chocolates and Totally Chocolate joined together this spring.

Saxon Chocolates was founded in 1994 by Johan de Greef and has grown to become a leader in chocolate gift and specialty programs. In addition to developing the awardwinning Saxon Chocolates brand, Johan and his team have worked with major retail partners around the world to create custom offerings.

Based in Washington state, Totally Chocolate is a one-of-a-kind chocolate company capable of custom molding premium Belgian chocolate and digitally printing packaging to personalized customer requirements.

Bringing Totally Chocolate together with Saxon Chocolates will result in new investments in operations, further strengthening design capabilities.

Saxon Chocolates will continue to operate under the Saxon name and brand, as well as remain headquartered in Toronto, Ont. By the end of 2017, Johan will shift his focus increasingly to driving growth with Saxon and Totally Chocolate customers using his talents in innovation and design. 416-675-6363, www.saxonchocolates.com

New Appointments at Portmeirion Alexandra Amendola has joined the company in a new position as marketing executive.

She comes with a strong background in marketing from a fashion and retail perspective.

Melissa Howard has been appointed the national sales manager for both Portmeirion and Royal Selangor. Melissa is a successful sales professional with over 15 years of account and territory management experience in the giftware industry. 800-387-3864, www.royalselangor.com

Progress Luv2Pak Turns 100 Progress Luv2Pak International is proudly celebrating its 100th anniversary. From manufacturing hat boxes in 1917 to making the iconic Trivial Pursuit boxes in 1982, Progress has always focused on exceeding customers’ expectations and is looking forward to unwrapping the next 100 years. 888-588-2725, www.progressluv2pak.com

Snoozies’ New Styles Every season the creators behind the popular Snoozies line of slippers work hard to develop new patterns and collections that appeal to evolving consumer demands and trends.

New this season are the Sleeptime and Groovy collections.

Sleepytime includes six new designs including Cat Nap while the Groovy collection speaks to the trend toward patches.

Snoozies is distributed in Canada through Cross Border Sales, 905-417-6332, www.snooziescanada.ca

Pinebush Is Going Coastal Pinebush Home & Garden is launching a number of new items for outdoor enthusiasts including lighthouse-shaped bird feeders. Available in blue, green and red, the feeders are designed with a sturdy metal construction and a blocking cage that helps prevent squirrels and large birds from stealing all the seeds. 877-664-3247, www.pbhomegarden.com

See more news, products & stories online at www.instoremagazine.ca 46

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NEW TRENDS

EXPERIENCE

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AUGUST 13 - 16, 2017

TORONTO CONGRESS CENTRE & THE INTERNATIONAL CENTRE

inSight Shop Profile

COASTAL

CHARM

Each year, The Whale Store transforms to meet the needs of a new season of cottagers and tourists

The Whale Store

Moored on the shores of the Atlantic Ocean, The Whale Store’s roots in the seaside community of St. Andrews-by-the-Sea, N.B., are almost as deep as those of the historic Maritime monuments surrounding it.

By Erica Kirkland

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T

he wood-frame building home to The Whale Store is over 200 years old. The business was founded 48 years ago and the current owner, Sheila Simpson, has been the proprietor for 40 of those years. In the brutal climate of independent retailing in a seasonal town, this longevity is a remarkable feat, made even more impressive when one learns the town’s population plummets to a mere few thousand people after the summer cottagers depart.

With the sea as its backdrop, the three-story building creaks reassuringly with age. Original tin ceiling tiles reinforce its historical bona fides, yet the merchandise on display is constantly evolving to suit changing consumer tastes.

Interestingly, the store’s original name was Boutique La Baleine. Baleine, French for whale, was prescient as at that time the town didn’t offer whale watching tours. These days the store can’t keep whale merchandise in stock. www.instoremagazine.ca

Anything with a whale sells. Lobsters are an equally popular motif and the store stocks a whole assortment of tools and seasonings for cooking along with lobster-motif giftware.

The clientele is a mix of locals and tourists. In the off season, The Whale Store is the go-to destination for children’s gifts and greeting cards for the locals. In the peak season, the store attends to the needs of tourists and summer residents.

Every spring, beginning in May, Sheila begins to transform the store. About two-thirds of the inventory is new, arriving daily in huge shipments. The process is akin to merchandising a new store from the ground up - every year.

By the end of June the shop is set up with a merchandise mix perfected over the years: books – local history, cookbooks and children’s titles; puzzles and games for rainy days; Maritime music; stuffed animals and toys to keep children busy; bath and body products; jewellery and clothing as well as stacks inStore. Summer 2017

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and stacks of souvenirs - t-shirts, buttons, magnets, postcards and mugs.

July and August are the store’s busiest months. On a good day, they will see 200 plus customers. Most are simply “shopping as recreation”, as Sheila puts it.

Perched in the middle of Water Street, the only shopping street in town, visitors and summer residents come in to stroll. If the store has something that appeals to the visitors, they’ll buy; hence the specific product selection at The Whale Store – souvenirs for tourists and staples for cottagers like books, puzzles and children’s toys and games.

With their location on Water Street

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driving the bulk of the foot traffic, the store’s marketing is concentrated locally with advertisements in tourist magazines. They also partake in marketing campaigns and events produced by the chamber and BIA. Through trial and error Sheila has discovered what sells – and what doesn’t. She didn’t come to the store with a background in retailing, rather she was a school teacher and mother of two living in Kanata, Ont., when she and her former husband decided to uproot, move to New Brunswick and jump into retailing. She took to it right away, like a fish to water some may say.

The added security of owning and residing in the building that houses the shop has made the ups and downs of seasonal retailing a little easier to weather. Yet, Sheila credits the store’s longevity to good terms with suppliers.

In a seasonal business, she says a shop can’t survive without good terms. She turns to her vendors for suggestions on new products to carry and makes the annual trek to the Toronto Gift Fair to discover new suppliers.

In addition to long-term relationships with suppliers, Sheila is equally fortunate to have a roster of loyal and professional staff who genuinely enjoy working at the store.

Many of the teenagers who worked at the shop in the 1980s and 90s come back to chat and share how much

they enjoyed the experience. The store employs one full-time and one parttime employee all year long, and in the summer more full-time and part-time staff members are added to serve the huge uptick in visitors.

Despite the crush of customers during the summer months, all employees are well versed in making connections with every customer.

The goal is to make people feel both welcomed and entertained, and to build a feeling of family and community. It’s important to Sheila to remember what a customer likes, to ask them how they enjoyed a recent purchase or go the extra mile and place a special order.

She takes the time to add finishing touches like dropping in a candle when a customer purchases a votive holder or adding a tea bag to the purchase of a mug. She even goes as far as to sell postage stamps so customers purchasing postcards don’t have to make a stop at the post office.

“I like interacting with people, the staff and customers,” says Sheila who also explains that she doesn’t want to retire because, “I don’t know what I would do with myself if I didn’t do this.”

The attention to detail, the feeling of family and familiarity and products which customers both want and need is the glue that continues to keep The Whale Store in business.

inSpire. inForm. inStore.

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Fashion

An easy-to-create platform for displaying accessories and jewellery

Display DIY HOW TO fashion a cost-effective accessories display

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From the Ground Up 1. Head to the plumbing section of your local hardware store for a selection of pre-cut black pipe elbows and galvanised flanges.

2. Secure these pieces to a pine plank eightinches wide and 10 feet tall. Affix using screws or tacks, depending on the selection of items being displayed.

3. Select a ladder or a narrow pallet to act as the ceiling. Light structures can be hung while heavier structures should be secured on top of shelves (one at either end). Incorporating a horizonal overhead display, particularly when anchored to a shelf on either end, forms a self-contained framework for storytelling.

4. Invest in either a dress-making form, commonly referred to as a Judy, or a mannequin. New forms and mannequins are widely available from wholesale suppliers serving the fashion industry while vintage ones can be sourced from antique stores, flea markets and online classified sites like Kijiji.

Busted

Mix merchandise and layer products to bring a look together. A simple scarf softens the silhouette while displaying multiple necklaces can bring together an entire collection for clients to shop from.

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

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Double Duty Layering bags on a dress form from the shoulder and waist at different angles allows for the best use of display space.

Jewellery (on dress form and suspended from pipe fittings), Canfloyd, 800-263-3551, www.canfloyd.com; Camel handbag (waist level on dress form) and teal handbag, Louenhide from Foundary, 866-338-6924, www.foundary.ca; Scarves, Indaba Trading, 800-746-3222, www.indabatrading.com; Tan handbag with arrow closure (thigh level on dress form), Premier Gift, 800-387-1282, www.premier-gift.com

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Hang Ups

Suspend scarves and such from the overhead ladder or palette with twine and silver office clips.

Overhead elements draw the eye up into the display while maximizing the display space.

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Take

to

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Sea inSpire. inForm. inStore.

me

the

a

www.instoremagazine.ca

Ocean-inspired tree trimmings have us dreaming of a white sandy Christmas.

Flip the page to uncover more decorating trends for the holidays.

er

ni es ov our r F e G ll sli Wi e L by by hy g in ap yl gr St oto Ph

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It’s About How It Makes You Feel!

Tree Trimmings

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All That Glitters

Upscale metallics are both classic and modern, and always elegant 1/ Joy ornament, $14 retail, Canfloyd, 800-263-3551, www.canfloyd.com

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2/ Be Happy ornament, $7 retail, Canfloyd, 800-263-3551, www.canfloyd.com

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3/ Gold ornament, $13.99 for six, Nostalgia Imports, 800-785-7855, www.nostalgia-import.com 4/ Penguin figure, from $33.60 retail, Design Home Gift & Paper, 800-663-9950, www.designhome.ca 5/ Pillow, $65 retail, Candym Enterprises, 800-2633551, www.candym.com 6/ Cushion cover, $12 retail, Harman Imports, 800-363-7608, www.harmaninc.com 7/ Bridgewater jar candle, $35 retail, Canfloyd, 800-263-3551, www.canfloyd.com

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Tree Trimmings 2

3 1

Black & White 5

And no red in sight. A modern take on holiday decorating.

1/ Figure skates ornament, Abbott, 800-263-2955, www.abbottcollection.com 2/ Stitched camera ornament, Abbott, 800-263-2955, www.abbottcollection.com 3/ Fern swirl ornament, $10 retail, Indaba Trading, 800-746-3222, www.indabatrading.com

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4/ Happy Holidays ornament, $4 retail, Indaba Trading, 800-746-3222, www.indabatrading.com 5/ Penguin, $25 retail, Canfloyd, 800-263-3551, www.canfloyd.com 6/ Ho Ho Ho ornament, $7.50 retail, Indaba Trading, 800-746-3222, www.indabatrading.com 7/ Glass lantern, $40 retail, Canfloyd, 800-263-3551, www.canfloyd.com

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Tree Trimmings

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3

Happy Campers

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Canadians can’t seem to get enough of the lodge look

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1/ Lantern water globe, $55 retail, Frans Koppers Imports, 866-604-0490, www.fkimports.com 2/ Ski lift ornament, $12 retail, Candym Enterprises, 800-263-3551, www.candym.com 3/ Fleece cushion cover, $15 retail, Harman Imports, 800-363-7608, www.harmaninc.com 4/ Paddle ornament, $10 retail, Abbott, 800-263-2955, www.abbottcollection.com 5/ Stocking, $42 retail, Park Designs, 800-326-3382, www.parkdesigns.net 6/ Flannel shirt pillow, $39 retail, 3R Clothing Company, www.3rclothingcompany.com

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7/ Canoe ornament, $20 retail, Abbott, 800-263-2955, www.abbottcollection.com

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Tree Trimmings 3 2

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Seaside

Ocean-inspired tree trimmings 1/ Whale felt ornament, $12 retail, Indaba Trading, 800-746-3222, www.indabatrading.com 2/ Sand bucket ornament, $8 retail, Abbott, 800-263-2955, www.abbottcollection.com

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3/ Beluga ornament, $7 retail, Indaba Trading, 800-746-3222, www.indabatrading.com 4/ Green ornament, $10 retail, Indaba Trading, 800-746-3222, www.indabatrading.com

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5/ Blue beluga ornament, $15 retail, Indaba Trading, 800-746-3222, www.indabatrading.com 6/ Boat ornament, $28 retail, Indaba Trading, 800-746-3222, www.indabatrading.com

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7/ Finial ornament, $7 retail, Abbott, 800-263-2955, www.abbottcollection.com 8/ Marlin ornament, $15 retail, Abbott, 800-263-2955, www.abbottcollection.com

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Event Planning

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101 Fashion your festive events pronto

By Sue Warden

Christmas is the busiest time of the year for many store owners, but it’s also one of the most opportune times to host events.

Decorating seminars, wreath-making classes, holiday cooking demonstrations – all can go a long way toward bolstering your position as the expert in the community.

Women or men-only shopping nights, product introductions, charity events, seminars, workshops and demonstrations are all critical marketing tools, drawing people in, creating a sense of community and presenting customers with special-buy opportunities, all of which promise to increase your profits. What types of events should you hold and what are the elements of a successful event? Read on to find out. www.instoremagazine.ca

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TYPES OF EVENTS

Demonstrations If you want to sell product, especially items that don’t speak for themselves, consider staging a demonstration.

Situate demos at the front of your store, so customers see them twice – when they enter and on their way out. Clear space around the demonstration area so people can comfortably gather, and surround the area with displays of the product being demonstrated. If people must hunt for an item, you’re sure to lose some sales. Enlist a staff member to support the demonstrator, so they can focus on the presentation.

Create a buzz – and guarantee the demonstrator can be heard – by renting or buying a microphone.

Lastly, choose a demonstrator who’s knowledgeable and passionate about the product, and who knows how to upsell. Limit demos to 30 to 45 minutes max.

Seminars If you want to attract a crowd, host a seminar with a guest expert.

Customers love the educational components of seminars, so consider extending their usefulness by providing attendees with handouts loaded with additional information on the topic, along with your store’s name, number and website.

Hands-on Classes These are a fun way for customers to learn and network. Flower arranging, home decorating, and Christmas urns all make good class subjects.

Whenever possible, use products from your store. Bundle the items into kits that customers can buy if they want to recreate their class project for a friend. Allot time for customers to shop before and after the event, and provide refreshments.

Special Buys Special-buy events bring customers into your store and give you the chance to thank them for their business by passing along savings from a close-out or deeply70

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discounted purchase. Maybe a special-buy is an event you reserve for VIP customers or for consumers who purchase a certain amount of product.

Taste Testing Tastings are essential if you carry food. Kids love to snack, so supervision is required. Ensure the tasting area is sanitary. Assign a staff member the task of keeping it fresh and clean.

Charity Events Whether in-store or off-site, if you agree to participate in a charity event, give a contribution that’s representative of your brand. Often, we’re tempted to donate something that hasn’t sold, which is fine if it’s a good item in good shape. If not, choose something that represents what you offer. Send business cards with the donation and ask that they be put on display or handed out.

Why not offer a gift certificate, instead of product? This allows you to interact and build a relationship with the winner.

Festivals and Local Events Get involved in your community.

Local events planned by the community or the local BIA give you the chance to tag along and take advantage of the advertising placed on the event’s behalf.

ELEMENTS OF SUCCESSFUL EVENTS Advance Planning Create an events calendar a year or six months in advance outlining each event you want to hold. Plan at least one event per month. Advance planning increases the odds of your ideas becoming successfully-executed realities. Besides, when you know which events you’ll be holding throughout the year you can purchase any special products you may need and take advantage of close-outs and special buys to use as door prizes or gift-with-purchases.

Space Special events require adequate space. If your store can’t accommodate a sit-down seminar or hands-on workshop, rent space in a nearby hotel or conference centre.

Guarantee attendees come back to your store to shop, by arranging transportation and/or distributing coupons.

Door Prizes While you have a captured audience, capture their information for your database. Door prizes are an ideal way to build your list of names and e-mail addresses. Of course, we advise following the rules and regulations concerning the collection of personal information. Ensure people know that you’ll only use this information to communicate store events and promotions.

Marketing If you build it, they won’t come without notice. People lead busy lives and need lots of lead time – at least four to six weeks. Communicate the event via mail or e-mail weekly, no less than four times.

There are many effective ways to market without spending a lot of money. The most efficient and cost-effective is via newsletters and e-mails to an up-to-date customer base. Post the event on your website and Facebook page, list it on community websites and in the local paper, and invite radio and television stations, in addition to magazines and newspapers, to cover the event. If needed, hire young adults, or enlist family and friends to hand out flyers door to door.

Don’t overlook the importance of in-store signage, and we’re not talking about the kind inked with permanent marker – those should be banned. Professional, computer-generated signage is essential and will speak volumes placed in your window, around the store and at the cash desk. inSpire. inForm. inStore.

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Help customers make holiday entertaining memorable with the latest and greatest for merry making

Styling by Leslie Groves Photography by Will Fournier

Cheer www.instoremagazine.ca

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Spread Good Cheer

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Glitz & Glam Gold, glitter and glam is always a crowd pleasure 1/ Stemless goblet, Abbott, 800-263-2955, www.abbottcollection.com 2/ Stemless glass with stopper, $26 retail, Wild Eye Designs, 800-824-0496, www.wildeyedesigns.com 3/ Vinyl-cut placemat, Harman Imports, 800-363-7608, www.harmaninc.com

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4/ Charger, $14 retail, Candym Enterprises, 800-263-3551, www.candym.com 5/ Sequin placemat, $9.50 retail, Harman Imports, 800-363-7608, www.harmaninc.com 6/ Table runner, $8.99, Nostalgia Imports, 800-785-7855, www.nostalgia-import.com 7/ Salad servers, $45 retail, Abbott, 800-263-2955, www.abbottcollection.com

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Modern A clean, more modern twist on holiday white and metallics

1/ Sectioned plate, $50 retail, Candym Enterprises, 800-263-3551, www.candym.com 2/ Mozart kitchen timer, $22 retail, Kikkerland, distributed by David Youngson & Associates, 800-370-4857, www.youngson.com 3/ Coasters, $27.99 retail, The Tate Group, 416-504-8047, www.thetategroup.com

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4/ Tumbler, $15 retail, Abbott, 800-263-2955, www.abbottcollection.com 5/ Mug, $12 retail, Abbott, 800-263-2955, www.abbottcollection.com

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6/ Square charger, $10, Canfloyd, 800-263-3551, www.canfloyd.com 7/ Multi-dots napkin ring, Abbott, 800-263-2955, www.abbottcollection.com

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country home candle Proudly Crafted in Canada We are a proud distributor of Candle Warmers Etc. products in Canada!

OUR NEW “NATIONAL PARK” IS DEDICATED TO OUR WONDERFUL COUNTRY

To view our entire line of candles, melts and the extensive line of Candle Warmers Etc. melter products, diffusers and essential oils visit us at the Fall Toronto Gift Fair August 13-16, 2017 Booth #8519 Toronto Congress Centre

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Spread Good Cheer 2

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Ingrained Natural wood serving pieces are all the rage this year

3

1/ Rectangle natural wood tray, $40 retail, Harman Imports, 800-363-7608, www.harmaninc.com 2/ Serving set, $21.99 retail, Nostalgia Imports, 800-785-7855, www.nostalgia-import.com 3/ Christmas-tree shaped cutting board, $20.50 retail, Ganz, 800-263-2311, www.ganz.com 4/ Cheese board, $32.50 retail, Wild Eye Designs, 800-824-0496, www.wildeyedesigns.com 5/ Chevron wooden spoon, $17 retail, Indaba Trading, 800-746-3222, www.indabatrading.com 6/ Cheese board and knife set, $74.99 retail, Fox Run Brands, www.foxrunbrands.com

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Spread Good Cheer 3 1

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Lodge

Keep it real with a rustic mix of entertaining essentials 1/ Napkin, $6 retail, Park Designs, 800-326-3382, www.parkdesigns.net

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2/ Mug, $12 retail, Abbott, 800-263-2955, www.abbottcollection.com

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3/ Napkin ring, $8 retail, Park Designs, 800-326-3382, www.parkdesigns.net 4/ Tea towel set from Tag, $25 retail, Design Home Gift & Paper, 800-663-9950, www.designhome.ca 5/ Plate holder, $30 retail, Hides in Hand, 519-856-4505, www.hidesinhand.com 6/ Tasselled napkins, $12 retail each, Abbott, 800-263-2955, www.abbottcollection.com 7/ Placemat, $8 retail, Harman Imports, 800-363-7608, www.harmaninc.com

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Compl W Solving Customer

Go from this to this

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plaints W A seven-step strategy for dealing with unhappy clients

By Tom Shay

hen a client is angry or disappointed, having a step-by-step strategy in place will help you solve the immediate problem and turn that dissatisfied customer into a loyal client. Perhaps they’ll even post their positive experience with your store on social media.

The key to executing this strategy successfully is to train all staff on how to use it, not just yourself and your manager(s). An upset customer will likely vent their frustration to the first employee they see and having to repeat the story to a manager is not going to make them any happier.

As an owner or manager, you’ve likely entrusted many employees with a key to the front door. In effect, you have entrusted them with a large amount of money, which is much of the assets of the business. Doesn’t it seem to reason that the same employee should be entrusted to make a decision regarding a customer, especially if the total value of the item in question is probably less than $100?

I had a policy of requiring all my staff to make decisions when I was in the building. This allowed me to achieve a level of comfort with the decisions my staff made, which made taking a personal day or vacation that much more enjoyable because I knew our employees were going to manage the business in my absence.

Now, onto the steps.

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STEP 1: THANK THEM

Thank the customer for coming in to tell you about the problem. Most customers won’t; they’ll simply choose to never return to your store, and when the name of your business comes up in discussion, they’ll provide their reason for shopping elsewhere. Tell them, “Thanks for being the exception and allowing me the opportunity to resolve the situation.”

STEP 2: LISTEN

Really listen to what the customer tells you, even if they’ve gone from explaining the situation to venting. While it may seem like forever, research confirms that most customers can explain their problem in under a minute. Give the customer an occasional and soft, “I see”, or “I understand”. This quick statement along with a confirming head nod, tells them you’re listening and actually want to know the details.

STEP 3: ASK QUESTIONS

Ask the customer how they were using the product, and what they’d hoped would have happened. Just like when you’re selling a product and asking questions, you’ll find that each answer the customer gives provides you with information vital to solving the problem. Asking 84

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questions also helps to soothe the customer. As the customer now has to think about an answer which begins to dissipate some of the anger or disappointment. As the saying goes, “A thinking person cannot be mad and a mad person cannot think.”

the customer, again, how much you appreciate them telling you about the problem and allowing you the opportunity to correct the situation.

STEP 7: SEND A NOTE

STEP 4: TAKE NOTES

Remember the notes you were taking in step four? Hopefully, you took down the customer’s name, address, and phone number during that step, and have the necessary information to follow up with a call or a handwritten note.

STEP 5: REACHING A SOLUTION

One store owner I know who uses this procedure has their point of sale registers set up to make a notation of when, and with what dollar amount, they have gone the extra mile for their customers. Whether it’s through a refund, or a discount from the original price, this notation creates a special line item on their income statement each month. The owner is always amazed at how few dollars are spent annually, and with that reassurance, he and his staff approach the next problem situation even more cheerfully.

Something about an employee taking notes impresses a customer and indicates that sincere efforts are being taken to solve their problems. If the customer asks why you’re taking notes, explain that you want to make sure you have all the information and/or that you need the details to contact the manufacturer about the failure of the product.

Ask the customer what they feel would be a fair solution. Oddly enough, if we stopped the situation at this point and asked you what you would be willing to do for the customer, research shows the store is typically willing to do more than the customer expects.

STEP 6: RESOLUTION

Whatever you do as a resolution, do it gladly. Do not have even a hint of compromise in your voice, but instead, repeat step one and tell

Tom Shay is a small business management expert who leans upon his years of experience in a family-owned business. He is a fourth-generation business owner, the author of 11 books, a columnist for over 70 trade magazines and keynote speaker. inSpire. inForm. inStore.

W H AT YOU NEED, W HE N YOU NEED I T ENERGISE NOURISH HYDRATE CALM COME DISCOVER OUR NEW RANGES DAVID YOUNGSON & ASSOCIATES | TORONTO GIFT FAIR INTERNATIONAL CENTRE | HALL 2 | BOOTH #2116 | AUGUST 13-16, 2017

Bangles and necklaces, Carsim Trading, 800-671-3635, www.carsimtrading.com; Patterned bag and fringed scarf, Indaba Trading, 800-746-3222, www.indabatrading. com; Sunglasses, Lifestyle Market, 647-779-8206, www.lifestylemarket.ca; Tan purse, Premier Gift, 800-387-1282, www.premier-gift.com

Strike a Fashion trends we’re head over heels for

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ePose

Styling by Leslie Groves Photography by Will Fournier

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Strike a Pose

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Bronze & Beautiful

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An alluring combination of neutrals, nudes and matte gold

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1/ Cobblestone bracelet by Jilzarah, distributed by Canadian Gift Concept, 866411-1043, www.cgconline.ca 2/ Hand-crafted tote bag, $110 retail, Indaba Trading, 800-746-3222, www.indabatrading. com 3/ Amanda Blue handbag, $110 retail, distributed by Premier Gift, 800-387-1282, www.premier-gift.com 4/ Louenhide camel nubuck handbag, $99.95 retail, distributed by Foundary, 866-338-6924, www.foundary.ca

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5/ Woven scarf, $40 retail, Indaba Trading, 800-746-3222, www.indabatrading.com 6/ Toggle bracelet, $36 retail, Foxy Originals, 416-439-0887, www.foxyoriginals.com

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Fall 2017 SHOWS Toronto Gift Fair August 13 - 16, 2017 Foundary Booth 12434 Toronto Congress Center North Trends Apparel Show September 7 - 10, 2017 Foundary Booth 1000 Edmonton Expo Hall F

www.foundary.ca 1-866-338-6924

“Earth Angels bracelets have been available through our hospital gift shops. They are strong sellers and are a popular choice with our customers.”

-Karen at Hamilton Health Services Volunteer Association in Hamilton, ON.

“Earth Angel bracelets have been a huge win for us. We started out with a basic fourtier spinner in all of our locations. Over the past years we have increased the breath of the line to a 10-tier stand. As these bracelets stack on your arm, our customers continue to add to their collection. The finishing touch of the monogrammed box and care instruction always makes our customers happy.”

-Jo-Anne Spadafora at Twin Phoenix Hallmarks in Burlington & Milton, ON.

“Beautiful, fast moving line. Sold 48 percent in three weeks!”

-Brenda at Count’s Hallmark in Yorktown VA.

The Angels of Our Lives® is a beautiful line of expandable charm bracelets/necklaces created to thank, recognize, and celebrate all the “Earth Angels” who have positively impacted our lives.

Each bracelet/necklace is individually hand polished, available in 3 top selling finishes (antique silver, antique brass/gold, and antique copper), and accompanied by individual corresponding accent charms with inspiring original verses. Every piece is made with great care and attention to detail with quality plated brass. All metal used is cadmium, lead, and nickel free complying with the highest environmental standards. Our bracelets/necklaces are attractively displayed in individual gift boxes making them the perfect gift for all of “The Angels of Our Lives”. No Hassle 90-day money back guarantee available.

New to our Earth Angel line - Our beautiful Christian inspired bracelet/necklace series!

Come Visit The Angels of Our Lives®:

Toronto Gift Fair - Congress Center North (August 13th-16th), Clock It To Ya Booth #12007 & 12017 For more information, Contact us at 1-902-462-6607 or angels@clockittoya.ca www.theangelsofourlives.com

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Green with Envy Jewel tones instantly add elegance 1/ Louenhide teal nubuck tote, $119.95 retail, distributed by Foundary, 866-338-6924, www.foundary.ca 2/ Reading glasses from Peepers, $28 retail, distributed by David Youngson & Associates, 800-370-4857, www.youngson.com

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3/ Dandelion seed necklace, K.C. Brewer & Co., 905-684-7209 4/ Emerald velvet pouch, $14 retail, Indaba Trading, 800-746-3222, www.indabatrading.com 5/ Scarf, $44 retail, Indaba Trading, 800-746-3222, www.indabatrading.com 6/ Dreamcatcher earrings, $13.99 retail, Monague Native Crafts, 800-663-7713, www.monague.com

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HOT SELLING,

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HOUSEOFKOOPSLIEWHOLESALE.COM sales@houseofkoopslie.com // 780-937-8035 Mode Accessories Show Aug 13-15 - Booth 2344, Area 2 Metro Vancouver Sept 14-19 - Tracy Bradley Agency - Hampton Inn and Suites Trends the Apparel Show Sept 7-10 Tracy Bradley Agency Booth 32 Profile Show Sept 10-13 - Lisa Ryder Agency Booth W624 Alberta Gift Show Aug 27-30 - Tracy Bradley Agency Booth 1107

STOP BY OUR BOOTH FOR A FREE HEADBAND

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Back in Black

A fashion staple that never goes out of style

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1/ Sharelli necklace, distributed by SRM Sales, 613-339-3138, www.sharelli.com 2/ Reading glasses from Peepers, $28 retail, distributed by David Youngson & Associates, 800-370-4857, www.youngson.com 3/ Small velvet backpack, $120 retail, Cabrelli Group, 800-784-4750, www.cabrelli.ca

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4/ Hand-cut tassel necklace, $39 retail, House of Koopslie, 780-937-8035, www.houseofkoopslie.com 5/ Bangle bracelet with clip-on medallions, $17.99 retail for bangle, Premier Gift, 800-387-1282, www.premier-gift.com 6/Jacket, $48.50 retail, Leopards & Roses, 604-241-1882, www.leopardsandroses.com 7/ Ear jackets, $24 retail, Foxy Originals, 416-439-0887, www.foxyoriginals.com

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1.800.348.2508 | peepers.com

Fall 2017

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Comfy & Casual

A laid-back style, perfect for weekend road trips 1/ Recycled poncho, $129 retail, 3R Clothing Company, www.3rclothingcompany.com 2/ Charlie Bravo plaid tote, $40 retail, Cabrelli Group, 800-784-4750, www.cabrelli.ca 3/ Reading glasses from Peepers, $28 retail, distributed by David Youngson & Associates, 800-370-4857, www.youngson.com

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4/ Watch, $279 retail, Mistura Canada, 855-602-5400, www.mistura.com 5/ Charlie Bravo blanket scarf, $35 retail, Cabrelli Group, 800-784-4750, www.cabrelli.ca 6/ Bamboo beanies, $36 retail, House of Koopslie, 780-937-8035, www.houseofkoopslie.com

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Rainforest Collection

Discover the magic of the rainforest, where beautiful mysteries are awakened.

Available this September View the entire Kameleon Collection online at www.kameleonjewelry.com

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Find us at the upcoming trade shows 2017 KNOWSHOW TORONTO – BOOTH # 213 / TORONTO GIFT SHOW - BOOTH # 10723 / ALBERTA GIFT SHOW – BOOTH # 1317

Orojom Mistura Corp sales@misturacanada.com Toll free: 1.855.602.5400 www.misturacanada.com

N EW EAR JACKET COLLECTION Let your beauty shine with these geometric ear jackets.

all ear jackets come packaged in a giftbox

*available in

$192.00 FOR 16 ASSORTED EAR JACKETS + FREE DISPLAY BOOTH #12014 ORDER ONLINE at www.foxywholesale.com

Made in Canada since 1998

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Visit us at:

Toronto Gift Fair Congress Centre North August 13th-16th, 2017 Booth #12007 - #12017

Visit our booth to see our enormous new collection for Fall 2017. This year’s newest selection of fashion accessories includes hundreds of stylish pieces in trendy colors to complete the look of the upcoming season. All of our products are uniquely created by our team of designers to offer statement accessories at amazing price points.

Email: sales@clockittoya.ca

Handmade

in

Canada

Toronto Gift Fair Fall Show August SRM Sales 647-342-4422 | sandra.srmsales@gmail.com North Congress Centre - Artisan’s Way | Booth #10633

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|

514.419.8423

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SRM Sales Toronto Spring Gift Fair August 2017 Booth #10633 North Congress Centre Artisan’s Way 647-342-4422 | sandra.srmsales@gmail.com

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ISA OF CANADA

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

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FREE SUBSCRIPTION

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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

Where Canada’s Buyers Come To Browse Why waste time “surfing the net” when you can power browse the industry’s only custom-built search engine that provides unlimited access to thousands of well-curated products from quality Canadian and Canada-friendly manufacturers, distributors, sales agencies and makers...all in one place.

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Baby and children’s gifts that have us spell bound

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Styling by Leslie Groves Photography by Will Fournier

Magical ouch Unicorn hat, diaper shirt, stuffie and tights, Ganz, 800-263-2311, www.ganz.com; Create Magic notebook, The Tate Group, 416-504-8047, www.thetategroup.com

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A Magical Touch

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Neutrals for Newborns

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A modern palette of pastels fitting for both boys and girls 1/ Elliot Elephant, $50 retail, Indaba Trading, 800-746-3222, www.indabatrading.com 2/ Darling Dachshund baby blanket, $60 retail, Indaba Trading, 800-746-3222, www.indabatrading.com 3/ Bubula diaper pail, $129.99 retail, Kidcentral, 877-218-0395, www.kidcentral.ca

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4/ C.R. Gibson memory book, $48.50 retail, Design Home Gift & Paper, 800-663-9950, www.designhome.ca 5/ ErgoPouch sleeping suit, $99.99 retail, Kidcentral, 877-218-0395, www.kidcentral.ca 6/ Swiss bear baby blanket, $60 retail, Indaba Trading, 800-746-3222, www.indabatrading.com

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Let’s Get Social. ...

KidcentralSupply

Milestone

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Photo props that allow you to track your baby’s first weeks, months and memorable moments!

No Spills or Mess with the Philips Bendy Straw Cups!

These cups have an integrated valve that prevents spills.

Wubbanub

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These artisan style rice wafers are super popular with the under-four-feet crowd.

WubbaNub pacifiers are baby’s first friend and becomes a family favourite!

Bumkins

Lulujobaby

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With a strong suction base, Bumkins Grip Dishes make dishes thrown on the floor a thing of the past!

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LulujoBaby

Above: Lulujo’s muslin swaddles are a must have for all moms. Fantastic on-trend designs at an affordable price.

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A Magical Touch

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Mystical & Magical Fairies, unicorns and other mystical and magical creatures 1/ Unicorn cap, $20.50 retail, Ganz, 800-263-2311, www.ganz.com

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2/ Butterfly necklace, $19.99 retail, Premier Gift, 800-387-1282, www.premier-gift.com 3/ Diaper shirt, $35 retail, Ganz, 800-263-2311, www.ganz.com 4/ Fairy Friends, $17.50 retail each, Candym Enterprises, 800-263-3551, www.candym.com 5/ Notebook with pencil. $9.99 retail, The Tate Group, 416-504-8047, www.thetategroup.com

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Toronto CGTA Show • International Center • Building 1 • Booth 1100

T: 1-888-667-0511

info@douglastoys-canada.com

F: 1-514-3371149

Contact us if you’re looking for any of the following: • Toys made of natural materials, especially wooden toys • Toys that are made by companies operating in a socially responsible manner • Children’s products that are made in a sustainable way VISIT US AT TORONTO GIFT FAIR HALL 10, BOOTH # 10213

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PHONE: 905-910-1558 www.EcoParade.com

2017-04-11 4:53 PM inSpire. inForm. inStore.

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Primary Play Yard Imaginative essentials for babies and tots

1/ Monthly milestone stickers, $9.99 retail, Peter Pauper Press. Distributed by David Youngson & Associates, 800-370-4857, www.youngson.com

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2/ Goki play farm, $48 retail, Eco Parade, 905-910-1558, www.ecoparade.com 3/ Goki play toaster, $36 retail, Eco Parade, 905-910-1558, www.ecoparade.com 4/ Teething ring from Heimess, $15 retail, Eco Parade, 905-910-1558, www.ecoparade.com 5/ Hug a Hedgehog kit, $12.99 retail, Peter Pauper Press.

Distributed by David Youngson & Associates, 800-370-4857, www.youngson.com

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booth

# 9377 - 9431

www.arkimports.com

800-785-7855

1985 - 2017 Celebrating 32 Years!

tel: 905-898-7275 fax: 905-898-7277 toll free: 1-877-ark-1-ark 1260 Journey’s End Circle, Unit 17 Newmarket, ON L3Y 8Z7

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A Magical Touch

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Nature Calls

Calming neutrals and natural elements 1/ Stuffed moose with removable warming pack, $29.95 retail, Warm Buddy, 888-649-0649, www.warmbuddy.com 2/ Milestone cards, $24.99 retail, Kidcentral, 877-218-0395, www.kidcentral.ca 3/ Teething ring from Heimess, $29 retail, Eco Parade, 905-910-1558, www.ecoparade.com

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4/ Handmade and fairtrade children’s sweater, Ark Imports, 905-898-7275, www.arkimports.com 5/ Deerskin baby mitts, $57 retail, Hides in Hand, 519-856-4505, www.hidesinhand.com

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DIVERSITY: Stock brokers advise it; gym trainers encourage it and forests can’t live without it. When it comes to your store, diversifying your merchandise can increase return on investment, strengthen profits and help you thrive in spite of competition.

By Claire Sykes

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Variety Show Why diversifying your merchandise mix should be the next thing on your agenda

I

f your sales have slowed down, whatever the reason – seasonal slump, economic downturn or poor merchandise management – diversifying your product mix can boost your bottom line. Heck, even if your business is already booming, diversifying can provide the growth spurt you need to expand, a leg up in this fiercely competitive market and provide customers with even more reasons to come in and shop.

THE DEETS

Diversifying your merchandise doesn’t mean carrying any product your customers would buy. For example, people who spend money on kitchen gadgets may also like to garden, but with flower seeds and shovels in your store, you risk confusing your clientele as to the focus of your business. Instead, diversify your merchandise by adding products that are closely related to what you www.instoremagazine.ca

currently sell. For example, stock different kitchen gadgets at a higher or lower price point or add a different brand of beach towels or a wider selection of holiday party supplies.

An entirely new product category can be introduced successfully as well, as long as it’s related to your specialty.

For instance, if you’re known for a great selection of jewellery and scarves, hair accessories would be a natural addition.

TREAT YOUR CUSTOMERS

When you diversify your merchandise with your customer base in mind, they will appreciate what you provide: • Contrast If you’ve created a destination for a particular product, shoppers will be happy to find a selection of other, related merchandise • Convenience Consumers needn’t shop one place for picture frames and another for photo art when they can find both, and more, in one location.

• Continuity Once you offer inStore. Summer 2017

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

Shop both Fall 2017 and Spring 2018 collections at the Toronto Gift Fair.

Congress Hall 8, #8337 1000+ new introductions Inspirational displays!

indaba

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

6/22/17 10:45:58 AM

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something new, your customers won’t hesitate to buy that from your store, a place they’re familiar with and trust • Contentment Consumers feel satisfied with your store now that you offer a wider selection

WHAT TO CARRY

If you’re ready to diversify, the next question is, “What to carry?” That depends on your: • Customers They’re the best people to consult with. Ask them about their purchasing interests and what new products they’d like to see at your store.

• Competition Regularly take note of what other stores sell, how they promote those items and who their customers are. What could you stock that they don’t?

• Current offerings Your new product mix must logically relate to existing merchandise, either by similar interest or by appealing to the same customer www.instoremagazine.ca

WHY DIVERSIFY? •

New customers A fresh category of products attracts shoppers who have never visited your store before

•

Increased customer frequency The right product mix gives more people more reasons to shop your store

•

Loyal clientele Because your diverse merchandise selection answers their needs, many of these shoppers will visit your store again and again

•

Increased sales Those who come often to your store tend to spend more money there than first-timers, while the latter also lift your profits

•

Steady revenues No more slow months when you offer a mix of merchandise categories which can be enjoyed during all four seasons

•

Motivated staff Your employees enjoy learning about a new product category, and appreciate the opportunity to increase their sales commissions

•

Enhanced store image Your store’s specialty still allows you to stand out, but new product lines improve the way customers perceive your business

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www.davidshawdesigns.com | 800.489.7429 | info@davidshawdesigns.com DavidShawSummer2017.indd 1

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• Community Confer with friends, family and co-workers. They can be among the best people to clue you into potentially successful, new products.

• Capabilities Consider your product knowledge, budget and space. Figure out how much of each you’re willing to expend for any new category.

• Common sense If you’re down $200,000 a year in sales, it doesn’t take a genius to figure out you need to consider ways to get new business.

Whatever new merchandise categories you add, shoot for the optimum amount. Too much and you risk a large financial loss if it doesn’t work out. Too little and your customers may wonder how serious you are about it which could negatively influence their decision to buy from you.

Take a small dip, then a bigger plunge, and give yourself a sixmonth window to test out the diversity. Also, you should know when not to carry a particular product anymore. Just because you sold large numbers of umbrellas last year doesn’t mean you will this year or that this category should stay in the mix. Perhaps all your customers have already purchased umbrellas from you?

focus on what you’ve done well, and maintain enough of your regular merchandise while developing this new category. You’ll know both are successful when sales of each enhance the other.

FACE THE CHALLENGES

ONCE YOU DIVERSIFY

Any smart change to your store comes with challenges. Once you decide to diversify, your first hurdle is to find the right product. You’ll unearth plenty of new vendors, but, as any experienced retailer knows, it takes work to find the best ones.

Then, what’s the best amount to charge and how should you display the new category?

Indeed, adding a new category could shake up your customers’ perceptions of your store identity.

Say you’re known for a wide variety of local, handcrafted jewellery and you’re thinking of bringing in imported gourmet foods. Keep your www.instoremagazine.ca

ASK YOURSELF Your answers to these questions will help you determine how you can best diversify your merchandise.

• • • • • • • • •

How do I define my store, currently? Look at who you really are – what you sell and how you view your business. Do you like what you see?

How do customers perceive my store? Ask them what they see, and compare their views with yours. If they’re similar, your perceptions are accurate.

Why do I want to diversify? Don’t do it just because you read somewhere that it’s a good idea. Consider your store, what it might take and how you can benefit.

How is my current product mix doing? Note the average transaction amount, sales per category and sales per square foot.

Are you pleased with the numbers? How frequently do shoppers visit?

Consider existing and new customers in this tally. Would you prefer more store traffic?

Do I have the space for new product? If not, adding it could mean removing another merchandise category or leasing more space. Can you afford to do either?

Do I have the budget to invest in new merchandise? Can you realistically allot additional dollars to a new category? If not, maybe it’s worth getting a loan.

Am I prepared to train my staff? They’ll need to know all about the new merchandise so they can effectively sell it. The more you all know the better.

Am I willing to take the time? Make sure you’ve got it. You’ll need it to learn about new products, train staff and develop relationships with new vendors.

To make the most of everything you sell, properly promote the new category. Start advertising in the most successful place for your store. Then increase your presence elsewhere like in newspapers and f lyers and on your website and social media. Come up with a campaign that ref lects the current merchandise mix, with an announcement of the new product, without saying out-right that you’re diversifying your merchandise that’ll only confuse people.

Inside your store, give the new category sufficient representation.

Display it prominently and with

confidence, so it doesn’t look like an afterthought. The best place is at the front and to the right of your store entrance, where shoppers can’t miss it. Cross-merchandise with other, related products, in attractive, realistic vignettes to inspire add-on sales. Don’t forget signage.

Monitor sales of the new category.

How’s it doing? Give it time.

But then at some point, determine if the product is generating enough revenues to continue carrying it.

Diversifying your merchandise is an ongoing process, just like everything else in your business.

It’s also a bit of a gamble. But it’s a smart hand to play, if you do your research, prepare your staff and make room for that new product in your budget and your store. When you do, you’ll enjoy the rewards that come with the risks — and revel in the successful results. inStore. Summer 2017

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Worthy Causes, Wise Choices

Use this smart and strategic approach when devising a charitable gift-giving plan

By Claire Sykes

Y

ou send a $500 cheque to a children’s hospital, donate that gorgeous set of ceramic bowls to the symphony auction or help set up chairs for a fundraiser. As a store owner, when you give, you feel good. And when you let your customers know, your gift also sends a positive message about your business.

Simply put, contributing to charitable and social organizations is the right thing to do, so be sure you do it right. As a business owner, you’re inundated with unsolicited requests for money, merchandise or time. Meanwhile, many groups illegally pose as legitimate concerns. And then there are tax considerations to keep in mind. It can all be so confusing - if you don’t prepare and inform yourself.

So, have a charitable gift-giving plan in place, investigate the organizations, and know your tax responsibilities and rewards. Then you can make donation decisions worthy to the cause.

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THE GIFT OF GIVING

Give with the same strategic approach as you apply to any other aspect of your business.

When you do, you can expect to: • Build customer relations.

People appreciate businesses that give, and they want to know about them. When you tell customers that you’re one of them, you strengthen rapport with those who shop your store.

• Enhance visibility. When you make donations, you connect your business name with groups and causes that could make the news. Serve on a board and you’ll be mentioned in the organization’s annual report and other communications.

• Increase sales. People buy from businesses they feel good about and trust. Those who appreciate that you contribute to charitable or social groups are more likely to support you by shopping at your store.

• Gain business contacts.

Meet other valuable business

owners when you join them on an organization’s board or fundraising committee. What better way for you all to build business relationships and share your expertise.

• Enjoy tax benefits. Giving to many charitable and social organizations means getting back in tax deductions.

Depending on the amount of money, and products or services you donate, you can offset your business expenses.

CHOOSE YOUR CAUSE Contributing wisely should also include for you a positive, personal payoff. Be clear with yourself that you believe in the organization that you want to support. Follow your higher intentions. When you get involved in charitable causes, make sure it’s personally rewarding for you, and others.

Give for the greater good, and at the same time make sure it fits with your business’s financial plans.

Choose groups you feel inStore. Summer 2017

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comfortable with and believe in, ones you’d feel proud to associate with your store name, and telling your customers about. Inform them and your employees of your plan to give, and involve them in your choice. Gather information about their charity-giving preferences, through formal surveys and casual conversation.

WHEN TO SAY NO

While you’re thinking of which charitable or social groups to contribute to, dozens more are clamoring for your attention in direct mail and email solicitations, and phone, sidewalk and door-todoor canvasing. If you’ve previously donated to certain groups, you can bet you’re not only on their lists to solicit from you again, but also others to whom they’ve likely sold 120

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or rented your name. Then there are your family, neighbours and friends who are fundraising for their own, favourite charities, hoping you’ll give.

Just remember, you don’t have to say yes. It’s easier to discern which groups your donations will go to when you write up a gift-giving plan that’s true to yourself and your store. Develop your criteria. Define clearly for yourself the types of organizations you’re considering, and if the soliciting groups fit, great. Otherwise, there’s a kind way to say no.

Tell the group that their goals don’t match with yours, at this time. If you’re possibly interested in them, let them know you’ll put them on your list of potential charities that you’ll consider for next year’s giving. Or, ask them to take

your name off their list. Why waste their time?

CHECK ‘EM OUT

If the organization that pursues you is one you might want to give to, and you don’t know much about, learn as much as you can: • What does the organization do?

Have a clear understanding of their mission and vision. Make sure they’re ones you agree with and can fully support.

• How can you best contribute?

You want your donation to fulfill their needs, as well as your own.

Make your gift a mutual benefit.

• What does their annual report reveal? Get the latest one for information about the group’s programs, board members and finances.

• Who’s on the board? Look for inSpire. inForm. inStore.

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people you know. Are they those who would guide the organization to always do the right thing?

Who are the major donors?

Board members and donors can give a clue as to how well the organization is connected to community concerns.

How does the group recognize their donors? Choose one that lets the public know about their generosity, and who might also make for good news.

How does the group handle money? Do you agree with the percentages of donations that go to their programs, administrative and fundraising efforts?

How long has the group been in operation? The more history and stability, the better. But don’t discount fledgling organizations that could really use the help.

What is the group’s impact? Ask them about their successes and failures. Find out on your own when you scour the net for news about it.

Is your donation to the group tax-deductible? Not all organizations allow for this, given their non-profit status, so ask your accountant to be sure.

GIVE, GIVE, GIVE

Once you know which groups you 122

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want to donate to, consider the many ways you can give, beyond dollars. If you’re trying to build your business with positive marketing results, consider doing more than just writing a cheque - unless it’s a big one.

Donating a set of ceramic bowls for an auction or volunteering with a charity on the night of their fundraiser gives your store room for greater visibility. It also saves you money, since it costs you less to contribute merchandise or services. Choose products that the organization can use and appreciate, and that show off your store in the best possible light. Your store is onstage before an audience of existing and potential customers!

There are many ways you could volunteer for an organization - from helping to organize a fundraiser to doing public speaking. Once again, that’s visibility for your store. Then there’s always serving on the group’s board or one of their committees.

Owners of companies often are expected to get involved in leadership roles in the community. Be one of them. Also invite your employees to contribute their time and service, by walking an organization’s marathon or reading to the visually impaired.

Especially when you give them paid time off to do so - even just a couple of hours a month - they’re more inclined to get involved.

AFTER YOU GIVE

Let your customers and vendors know in what ways you contribute to charitable or social organizations. Include on your blog (you have one, right?) and social media, and in your newspaper ads that you’re a proud supporter of the city’s art museum, for instance.

Send emails and other mailings to customers inviting them to the organization’s upcoming auction to which you’ll donate those bowls.

Post thank-you letters from the organization near the cash register, so customers can see. Maybe even hold an in-store event with that group.

Then evaluate the results of your contribution before you gear up for giving next year. Were you effective in communicating your generosity to customers? Were you successful at getting employee buyin? Is the organization properly using donations from you and others?

Stay in contact and follow the groups you donate to. Read their newsletters and annual reports, and watch what they do with their donations. You want to be assured that all the effort you put into giving your money, merchandise and time will pay off for the organization — and your store. inSpire. inForm. inStore.

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Get Your Creative Juices Flowing Where to find display inspiration – for free

By Marilyn Nason

O

ne of your store’s most inexpensive marketing tools is creative merchandising. It’s often either overlooked or ignored as an overwhelming task that never seems to make the top of a retailer’s long list of to-dos. Yet, creating exciting displays and using unique merchandising techniques is such an integral component of the sales process. Often the display alone can help sell your products - at full mark up.

If you’re not creative and/or don’t have the budget to hire a professional merchandiser, put those excuses aside and start looking around you for www.instoremagazine.ca

display inspiration – it’s everywhere.

Giving up or ignoring merchandising and display is a sure-fire way to slowly destroy your success.

Look Around You

Unbelievably, you are your best display idea and resource. You just don’t realise it. Start inspiring yourself today by studying all aspects of your life. What about your neighbour’s lawn makes you take notice? What attracts your eye as you drive down the street or walk in the mall? What stands out to you while walking the dog or sitting in a waiting room at the dentist?

Jot down specific examples and reflect on how they relate to

merchandising and display in your store.

Mother Nature

Pay attention to nature: the shadows trees and shrubs create in your backyard as the sun comes up and the changes that the seasons bring – icicles in the winter and waves hitting the sand dunes in the summer.

Colour Cues

Take careful notice of the colour trends from sources such as Pantone, as well as Benjamin Moore and Behr Paints. Determine how you can specifically and strategically adapt inStore. Summer 2017

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these trends to your geographic, demographic and core customers.

Fashion Trends

Along the same lines as colour trends, never overlook the perpetually-changing world of fashion. What appears on the runway and in fashion magazines is a good window into the colours, styles and textures that will soon emerge in the home décor scene.

Ask Suppliers

Your second-best resource for display inspiration is suppliers. They know the most about their products and how they ideally would like a retailer to display them. Plus, good vendors visit stores that sell their products and learn what works well and what items can and should be cross merchandised together with their offerings.

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Run a Contest

If your creative juices aren’t flowing – and refuse to budge, ask your customers for ideas. The adage that “two heads are better than one” multiplies exponentially when you run an annual window display contest. You’ll end up with lots of ideas to use all year long, plus the positive PR is fantastic. As for winners’ rewards, ask your vendors and always structure contests like this to include a first, second and third-place winner to increase and extend the excitement.

Show Stoppers

Perhaps the most often overlooked resource for display ideas is trade show booths and showroom exhibits. Take a second to think about what trade shows have been, in various forms, for centuries: a convenient display format

connecting buyers and sellers.

Trade shows bring together retailers and exhibitors in a convenient, easy-to-work physical setting.

Hundreds of competitors surround exhibitors. All are vying for the buyer’s attention.

Does this scenario sound familiar?

Most attendees go to a show with the goal of finding that “something unique” that will fly off the shelf. Ideally, that is exactly what every exhibitor hopes will occur too. So how do they help make this happen? By employing the most creative, colourful and unusual display techniques which they hope will get you to stop at their booth. Thanks to modern mobile devices, cameras are readily at your disposal. Use this tool wisely at trade shows and you’ll have a photo album of display ideas for months to come.

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inSight Barbara Crowhurst

Are You Stuck?

Y

ou want to keep things going, but sales are down or stagnant season after season, year after year. Your market share is shrinking and you’re losing business to online stores carrying the same brands. Traffic is down and your just plain exhausted. If any of this rings true, sounds like it’s time to reset, refresh, rebrand and restart your business. I call this the 4 R strategy.

From the list below, check off the strategies you’re following and start employing the ones you aren’t. If you still feel stuck, maybe an outside perspective would be beneficial.

• Point of sale (POS) and accounting analytics matter: daily sales, average sales, conversion rates, inventory turnover, margins, sales by category, sales by supplier, profit and loss report and cash flow statement.

• Surveys: Find out what your customers like about your products and services and what they would like to see added.

• New products and brands: Always be on the lookout for fresh new finds.

• Visual appearance: Does your store look dated and tired?

• Effective merchandising displays help sell product.

Are you investing time and energy in them?

• Name calling: does the name of your store suit the product mix you’re currently carrying and is it relevant to your current customers?

• Are employees trained to be part of a service culture that can sell?

• Have you been clear about staff ’s job descriptions?

Do you give timely and constructive feedback?

• Have you incorporated an online sales experience for customers?

• Is your website mobile friendly? Google search will not pay too much attention to your site if it isn’t.

• Do you hold on to dated product? If so, you have money hiding in your stockroom. Move it out!

• Use technology in your store. Have tablets set up for customers to look at. Your bricks and mortar store should only carry what sells and sells well, with all other items featured online and sold from there.

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THE 4 R STRATEGY If sales are stagnating and traffic is down, it’s time to reset, refresh, rebrand and restart your business.

• Email marketing is the best tool at your disposal • Do not ignore social media marketing. Learn to use Instagram and Facebook for business and use Facebook advertising to boost your posts.

• Does customer experience in your store need a little more work or are you totally satisfied?

• Set new sales and customer service goals for staff and create a bonus plan.

• Plan a holiday.

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

Being Canadian

From coast to coast, we share and celebrate in the experience of being Canadian

A

s Canada continues the celebrations marking its 150th birthday, there has been much talk this year on the subject of Canada’s identity. What does Canada stand for? What does being Canadian mean to you? Whatever your personal views may be, the conversation appears to have, at the very least, united us. From coast to coast, we share and celebrate in the experience of being Canadian.

“

“

Whatever your personal views may be, the conversation appears to have, at the very least, united us. From coast to coast, we share and celebrate in the experience of being Canadian.

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This same thinking inspired us at CanGift to come up with a way in which we could unite retailers with similar challenges searching for common solutions. At the Toronto Gift Fair in August, we’re introducing roundtable talks with our brand ambassadors, Glen Peloso and Jamie Alexander. Some of the best learning experiences are not found in books but rather in sharing real life experiences and information. If you haven’t yet signed up for one of these roundtables, we urge you to do so before they’re sold out.

Finally, at this time of year we turn our attention to the annual Retailer of the Year Awards, held every January during the Toronto Gift Fair. We encourage you to submit an entry and share your success with the industry.

Our best wishes for a successful selling season!

Submitted by CanGift President 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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