Winter 2020

WINTER 2020

THE DEFINITIVE RESOURCE FOR INDEPENDENT LIFESTYLE RETAILERS

instoremagazine.ca

PILLOW PARADE SUMMER DÉCOR FUN FASHIONS

Just

FUN FINDS

FOR SPRING & SUMMER!

Beachy

YOUR ULTIMATE GUIDE FOR SPRING AND SUMMER SOURCING

®

LARGEST FALL & HOLIDAY INTRODUCTION TO DATE

LARGEST INTRODUCTION TO DATE – OVER 1,500 NEW HOME ITEMS

SPRING & SUMMER 2020 IN STOCK & READY TO SHIP

NEW SPRING 2020 ON DISPLAY AT THE INTERNATIONAL CENTRE

NEW FALL & HOLIDAY 2020 ON DISPLAY AT THE INTERNATIONAL CENTRE

EXTENDED DATING & FREIGHT INCENTIVES

EXTENDED DATING & FREIGHT INCENTIVES

FRIDAY & SATURDAY PRE-SHOW PERMANENT SHOWROOM International Centre, Hall 1, Suites #100, #100A & #219 Jan 24-25 | 9:00AM to 9:00PM TORONTO GIFT + HOME MARKET CONGRESS CENTRE NEW Location - North Building Hall 4 - BOOTH #4701 NEW CORPORATE SHOWROOM COMING AUGUST 2020

THREE WAYS TO ORDER

SPRING 2020 SHOWS

REPRESENTING THE BEST HOME, GIFT & LIFESTYLE LINES IN THE INDUSTRY

REPRESENTING THE BEST HOME, GIFT & LIFESTYLE LINES IN THE INDUSTRY

AWARD WINNING MANUFACTURER OF 3 DIVISIONS – HOME, WOMEN & KIDS

CONTACT YOUR DESIGN HOME DIVISION 1 & 2 SALES REPRESENTATIVE ORDER ONLINE www.designhome.ca CONTACT US Design Home Gift & Paper Inc. 7580 Bath Road Mississauga, ON L4T 1L2 800-663-9950

REPRESENTING THE BEST HOME, GIFT & LIFESTYLE LINES IN THE INDUSTRY TORONTO GIFT + HOME MARKET CONGRESS CENTRE NEW Location - North Building Hall 4 - BOOTH #4701 NEW CORPORATE SHOWROOM COMING AUGUST 2020

RAZ IMPORTS IS THE LEADING SEASONAL GIFT & DÉCOR LINE, IN THE MARKETPLACE TIERED SKU PRICING DISCOUNTS & ORDER VOLUME DISCOUNTS AVAILABLE EXTENDED DATING & FREIGHT INCENTIVES

THREE WAYS TO ORDER

SPRING 2020 SHOWS

FRIDAY & SATURDAY PRE-SHOW PERMANENT SHOWROOM International Centre, Hall 1, Suites #100, #100A & #219 Jan 24-25 | 9:00AM to 9:00PM

DESIGN HOME IS PROUD TO BE THE NEW SALES REPRESENTATIVES FOR RAZ IMPORTS, IN CANADA

CONTACT YOUR DESIGN HOME DIVISION 1 SALES REPRESENTATIVE ORDER ONLINE www.designhome.ca CONTACT US Design Home Gift & Paper Inc. 7580 Bath Road Mississauga, ON L4T 1L2 800-663-9950

SPRING 2020 SHOWS

TORONTO GIFT + HOME MARKET CONGRESS CENTRE NEW Location - North Building Hall 4 - BOOTH #4701 NEW CORPORATE SHOWROOM COMING AUGUST 2020

PADDYWAX IS THE MOST VERSATILE AND FUNCTIONAL CANDLE BRAND IN THE MARKETPLACE

DESIGNWORKS INK

QUICK ORDER TURNAROUND – FAST SHIPPING

THREE WAYS TO ORDER

REPRESENTING THE BEST HOME, GIFT & LIFESTYLE LINES IN THE INDUSTRY

PADDYWAX OLIVINA MEN

FRIDAY & SATURDAY PRE-SHOW PERMANENT SHOWROOM International Centre, Hall 1, Suites #100, #100A & #219 Jan 24-25 | 9:00AM to 9:00PM

DESIGN HOME IS PROUD TO BE THE NEW SALES REPRESENTATIVES FOR PADDYWAX, DESIGNWORKS INK & OLIVINA MEN, IN CANADA

CONTACT YOUR DESIGN HOME DIVISION 1 SALES REPRESENTATIVE ORDER ONLINE www.designhome.ca CONTACT US Design Home Gift & Paper Inc. 7580 Bath Road Mississauga, ON L4T 1L2 800-663-9950

NEW CORPORATE SHOWROOM COMING AUGUST 2020

HEARTFELT & FAITHWORKS

QUICK ORDER TURNAROUND – FAST SHIPPING

CONTACT YOUR DESIGN HOME DIVISION 2 SALES REPRESENTATIVE ORDER ONLINE www.designhome.ca CONTACT US Design Home Gift & Paper Inc. 7580 Bath Road Mississauga, ON L4T 1L2 800-663-9950

STEPHAN BABY

SPRING 2020 SHOWS

TORONTO GIFT + HOME MARKET CONGRESS CENTRE NEW Location - North Building Hall 4 - BOOTH #4701

EXTENDED DATING & FREIGHT INCENTIVES

THREE WAYS TO ORDER

REPRESENTING THE BEST HOME, GIFT & LIFESTYLE LINES IN THE INDUSTRY

SANTA BARBARA & 47TH & MAIN SLANT COLLECTIONS

FRIDAY & SATURDAY PRE-SHOW PERMANENT SHOWROOM International Centre, Hall 1, Suites #100, #100A & #219 Jan 24-25 | 9:00AM to 9:00PM

DESIGN HOME IS PROUD TO BE THE NEW SALES REPRESENTATIVES FOR SANTA BARBARA DESIGN STUDIO, SLANT COLLECTIONS, STEPHAN BABY, 47TH & MAIN, HEARTFELT & FAITHWORKS, IN CANADA

(416) 504-8047 www.thetategroup.com Online Ordering: thetategroup.handshake.com Toronto Gift + Home Market

New Booth# 2920

Beyond123 Hamburger Coaster Set

Gingko Cherry Flip Clock

Hygge Games Good Games Connecting Good People

Turdcules Sasquat Toilet Elixir

Suck UK Black & Gold Umbrella

BRACELETS THAT CHANGE LIVES CoolSnowGlobes Chickadee

ME to WE Aurora Bracelet Collection

Areaware Everyday Tissue Box by Dusen Dusen

The Hate Stains Company Chateau Spill

Skeem Cloche Matches & Candles

Rescue Wipes Boot Rescue

contents

inStore VOL. 06/NO. 02

THIS ISSUE

Winter 2020

56

inStock DEPARTMENTS

12 Say What?

Message-themed giftware

62

22 Take Care Pampering personal care 31 Palm Readers Palm fronds are sprouting up everywhere 33 Ride On! Bicycle-themed giftware

inForm

37 Lake Life Lake-themed décor 39 Go Wild!

Animal prints are all the rage 41 True North Canadiana gifts and souvenirs FEATURES

77 Fun Fashions

An easy-breezy assortment of apparel and accessories

93 Summer Soirées Kick off the outdoor entertaining season in style

105 Just For Kids Gift Guide

DEPARTMENTS

inStyle

inSight

FEATURES

DEPARTMENTS

69 Home Décor Trends

10 Hello!

Ushering in a new decade

Two diverse directions for spring

85 Fashion Forecast What’s on tap this season?

By Sonia Audet

132 CanGift Connects Going Beyond Expectations

56 Supplier Profile Reflecting on Indaba Trading’s three-decade history in the gift industry 130 Planning for 2020 Retail expert and business coach Barbara Crowhurst on the crucial steps to take to make next year successful

The best for baby and kids

FEATURE

123 Pillow Parade

As retail evolves, are exhibitors keeping pace?

The cutest cushions of the season

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

119 Trade Shows

By Andrea Hein

FEATURES

62 The Wild Side

How to display animal prints

By Leslie Groves

72 First Impressions

When the doors open is your store ready for company?

By Barbara Crowhurst

88 Sign Language

Increase sales with directive, informative and inspirational signage

By Leslie Groves

100 Team Work

How to build a team of employees who help you achieve your goals

By Claire Sykes

www.instoremagazine.ca

inStore. Winter 2020

7

inSpire. inForm

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

Embracing technology to drive retail analytics.

Marketing effectively using the right platforms.

Increasing sales. Increasing foot traffic.

Creating a retail service culture that can sell.

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

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

THE DEFINITIVE RESOURCE FOR INDEPENDENT LIFESTYLE RETAILERS

Editor & Publisher Erica Kirkland ekirkland@instoremagazine.ca Design & Layout Gerry Wiebe Advertising & Production Coodinator Tina Nicholl Contributing Editors Barbara Crowhurst, Leslie Groves Advertising Inquiries ekirkland@instoremagazine.ca 905-690-0492 Editorial Submissions editorial@instoremagazine.ca Mailing Address: 103 Niska Drive Waterdown, ON L8B 0M8 Contributors Sonia Audet, Barbara Crowhurst, Castlerock Studios, Will Fournier, Leslie Groves, Andrea Hein, Claire Sykes InStore Magazine™ is published four times a year for independent retailers in Canada selling giftware, home décor, fashion accessories and lifestyle items.

The magazine is mailed to 12,000 stores including gift, home décor, hardware, pharmacy and florist.

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

Retail Makeover

Barbara J. Crowhurst / CEO Retail Makeover

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

8

RetailMakeover_W20.indd 1

inStore. Winter 2020

2019-12-16 2:15 PM

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

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

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

Email: editorial@instoremagazine.ca

inSpire. inForm. inStore.

What’s What’s new new for for spring spring 2020 2020 at at See See all all our our new new spring spring and and summer summer 2020 2020 styles styles

ATLANTA AmericasMart ATLANTA AmericasMart January 14-21, 2020 January 2020 snoozies!14-21, Corporate snoozies!

Corporate AmericasMart AmericasMart th Bldg 2, 7th floor, 741A Bldg 2, 7 floor, 741A

TORONTO Gift + Home Market TORONTO Gift + Home Market January 26-30, 2020 January 26-30, Cross Border Sales Gift 2020 Agency Ltd. CrossToronto Border Sales Gift Agency Ltd. Congress Centre Toronto Congress Centre Booth 3969 Booth 3969

snoozies!® USA Corporate Office · 252-650-7000 ext 215 snoozies!® USA Corporate Office · 252-650-7000 ext 215 Cross Border Sales Gift Agency Ltd. (Canada) · 905-417-6332 Cross Border Sales Gift Agency Ltd. (Canada) · 905-417-6332 Copyright 2008-2020 | snoozies!® is a registered trademark of Buyer’s Direct , Inc. | Buyer’s Direct, Inc. | P.O. Box 818, Elm City, NC 27822 | info@snoozies.com Copyright 2008-2020 | snoozies!® is a registered trademark of Buyer’s Direct , Inc. | Buyer’s Direct, Inc. | P.O. Box 818, Elm City, NC 27822 | info@snoozies.com

my fav...

inSight Hello

Ushering in a New Decade A new year, never mind a new decade, inevitably induces daydreams of years gone past. The other day when my daughter remarked on how weird it would be to write the year 2020 on her school papers, I was reminded of the year 1999, on the eve of the new millennium. In December of that year I began working at the Canadian Gift & Tableware Association (now the Canadian Gift Association) as managing editor of Retail News magazine. I’d been brought on board to transition the publication from a quarterly to a bimonthly, and to create an editorial formula which could compete against the industry’s longstanding magazine Gifts & Tableware. Never in my wildest dreams could I imagine that 20 years later both Retail News and Gifts & Tableware would cease to exist and that I would be the founder and publisher of InStore. Rather, back then we were all consumed with Y2K and whether we would wake up in the new year to a world that had imploded due to multiple computer malfunctions.

One of the hardest things about Retail News being shutdown in 2014 was the fact that I would no longer be working beside Tina Nicholl, the publication’s production manager. We kept in touch, had lunch a few times a year, and then lo and behold the stars aligned and once again Tina and I are back together. These days Tina is helping things run very smoothly here, touching every aspect of publishing both InStore and its sister publication Giftbeat, from advertising, production and editorial to circulation, email marketing and accounting. Rarely in life do you meet someone with as strong a work ethic and as immovable a moral compass. She’s the team member that everyone wishes they had – trustworthy, a hard worker, somebody who always gets the job done and who takes initiative. (She’s real, I promise!).

As we enter a brand new decade, I’m sure the next 10 years will bring innovations and changes we could never have imagined. The key to surviving them all will be accepting the fact that we can’t change them, nor the past, but we can embrace the future, and hopefully the future will bring along the best the past had to offer.

Travelling out to Vancouver Island with my daughter in tow to interview the mother and daughter duo behind Indaba was definitely the highlight of this issue (page 56). I’ve known Irene Held, the founder of Indaba, for two decades and she’s always inspired me with her well-curated collection of home goods. With the introduction of her daughter Alison to the team, Indaba’s collection has become even more drool-worthy. Every time a new catalogue comes out, I’m in awe at the beauty of what they’ve created.

Erica Kirkland Publisher & Editor

in this issue The world is full of contrasts and this issue of InStore is no different. Every product-based feature in these pages highlights two separate and distinct trends – subdued neutrals or classic black and white against a fanciful feast of bohemian 10

or tribal-infused assortments.

Then, there’s our merchandising feature on how to display animal prints (page 62).

While I wouldn’t be caught dead in head to toe leopard print, I do love a dash of animal

inStore. Winter 2020

print in a travel mug, handbag or pair of boots.

If going all out with a trend seems intimidating to you as well, just add a small dose of a bold new hue or pattern. Your customers will likely prefer this approach. Inspire them by illustrating

how they can incorporate the hottest styles of the season into their interiors or wardrobes. To that end, we hope this issue provides you with lots of inspiration and ideas! inSpire. inForm. inStore.

â„¢

Ad Name Page 11

800.263.2311

inStock What We’re Loving

2

Say What ?

Message-themed giftware is a sure-fire seller

1 1/ Whisky and shot glasses from Meriwether, $8.75 and $4.75 retail, Group One Associates, 888-848-8807, www.grouponeassociates.com 2/ Stemless wine glass, $11.99 retail, Pinetree Innovations, 306-477-3236, www.ptisigns.com 3/ Two’s Company multi-purpose pouch, $16.50 retail, Design Home Gift & Paper, 800-663-9950, www.designhome.ca

3 4

4/ Beverage napkins, $5.99 retail for 20, Pinetree Innovations, 306-477-3236, www.ptisigns.com 5/ Cannabis Goose containers, $13 and $17 retail each, Abbott, 800-263-2955, www.abbottcollection.com 6/ Succulent pots, from $12.99 retail each, Pinetree Innovations, 306-477-3236, www.ptisigns.com

5

6

12

inStore. Winter 2020

inSpire. inForm. inStore.

Toronto Gift + Home Market, Toronto Congress Centre, Booth 3511, 3561, 3581, 3631

Toronto Gift + Home Market, Toronto Congress Centre, Booth 3511, 3561, 3581, 3631

Toronto Gift + Home Market, Toronto Congress Centre, Booth 3511, 3561, 3581, 3631

Seagrass Market Baskets

Authentically natural. Beautifully indulgent.

NEW! NEW! NEW! NEW! NEW! NEW! NEW!

Agave Pear A delightfully crisp blend of Agave nectar combines with fragrance notes of fresh Citrus, delicate Pear and uplifting essential oils for a delectable fragrance that will leave skin deliciously scented.

A Luxurious Collection 100% VEGAN GLUTEN FREE PARABEN FREE

OF NATURAL BATH & BODY CARE PRODUCTS with emollient-rich botanicals and nourishing plant oils.

Authentically natural, beautifully indulgent and now available in six clean, fresh fragrances.

N ATU RAL IN S PIRATIONS .COM

MICHELLE MCDOWELL

Donating 25% of profits

Premium Drinkware Life Changing CAUSes

ONE GREAT COMPANY

Epic Impact

THREE UNIQUE BRANDS @michellemcdowelldesigns @shopmarysquare @thisismycaus

Toronto Gift + Home Market, Toronto Congress Centre, Booth 3511, 3561, 3581, 3631

- Reversible Travel & Rain Capes - One size fits most - 60+ exclusive prints - 20+ Fine Art designs - Reverse (inside-out) & Travel Umbrellas - Premium quality - Lifetime guarantee

Shown: van Gogh RainCapers & matching Umbrellas from the Fine Art Collection

Toronto Gift + Home Market, Toronto Congress Centre, Booth 3511, 3561, 3581, 3631

inStock

Take Care

3

What We’re Loving

2

Fresh new finds for luxurious pampering

1

1/ Maison Apothecare aftershave balm, $27.99 retail, Edenborough, 800-265-6398, www.edenborough.com 2/ Rollerball perfume, $17 retail, Barefoot Venus, 888-490-1756, www.barefootvenuswholesale.com 3/ Thymes body lotion, $32.50 retail, Design Home Gift & Paper, 800-663-9950, www.designhome.ca

4

4/ Tobacco and bergamot-scented soy candle, $25 retail, Lifestyle Market, www.lifestylemarket.ca 5/ Spa robe, $120 retail, Warm Buddy Company, 888-649-0649, www.warmbuddy.com 6/ Turkish towel, $24.50 retail, Pokoloko, 844-476-5656, www.pokoloko.com 7/ Capri Blue body scrub, $25 retail, Design Home Gift & Paper, 800-663-9950, www.designhome.ca

5

6

22

inStore. Winter 2020

7

inSpire. inForm. inStore.

Palm Readers

inStock What We’re Loving

2

Palm frond patterns are sprouting up everywhere

1

1/ Mug, $19 retail, Nostalgia Import, 800-785-7855, www.nostalgia-import.com 2/ Accent pillow, $20 retail, Koppers Home, 866-604-0490, www.koppershome.com

4

3/ Pouf, $120 retail, North American Country Home, 888-303-2221, www. northamericancountryhome.com 4/ Stoneware lantern, $27.50 retail, Candym Enterprises, 800-263-3551, www.candym.com 5/ Fabric bag, $25 retail, Canfloyd, 800-263-3551, www.canfloyd.com

3

6/ Guest napkins, $7 retail for 16, Harman Imports, 800-363-7608, www.harmaninc.com 7/ Outdoor cushion, $25 retail, Attitudes Import, 800-479-0199, www.attitudesimport.com

6

7 5

www.instoremagazine.ca

inStore. Winter 2020

31

APPEARING AT

Handmade in

ATLANTIC

CANADA BOOTH

NEW PRODUCTS SPRING 2020

#3211 HALL 3, CONGRESS CENTRE SOUTH

1 All for Knot 2 Arcane Angel 3 Art with Moxy

4 Dodo Handmade Accessories 5 Duckish 6 Island Stoneware

7 8 9 10

McAskill Woodworking Seafoam Lavender Sense and SensibiliTea Upfront Cosmetics

10

1 3

9

2

6

8

7

4

Buyer Incentive Program

February 8–9, 2020 · Halifax, Nova Scotia *FORMERLY ATLANTIC CRAFT TRADESHOW ACTS

Attend the 2020 Craft East Buyers’ Expo and get complimentary return airfare† to the show as part of our Buyer Incentive Program. †Conditions apply

5

Follow Us on... /CraftEastBuyersExpo @CraftEastExpo /crafteastbuyersexpo

Contact Us... crafteast@craftalliance.ca 902-492-2773

Ride On!

inStock What We’re Loving

1

Take flight with bicycle-themed giftware

2

1/ Basket, $39 retail, Nostalgia Import, 800-785-7855, www.nostalgia-import.com

3

2/ Mug, $10 retail, Abbott, 800-263-2955, www.abbottcollection.com

4

3/ Reversible indoor/outdoor pillow, from $29.99 retail, Lady Rosedale through Hotline Home Goods, 416-854-2948, www.ladyrosedale.com 4/ Bicicletta mug, $9 retail, Danica Studio, 888-632-6422, www.danicaimports.com

5

5/ Wall frame with pins, $40 retail, Attitudes Import, 800-479-0199, www.attitudesimport.com 6/ Coconut fibre rug, $23 retail, North American Country Home, 888-303-2221, www. northamericancountryhome.com 7/ Doormat, $20 retail, Abbott, 800-263-2955, www.abbottcollection.com

7

6

www.instoremagazine.ca

inStore. Winter 2020

33

MONCILLO

TM

M A D E I N C A NA DA

Pure Home Living Luxurious Home Cleaning Range

Advanced Home Cleaning Range - Environmentally Safe - Vegan Quality Plant Based Ingredients - Paraben Free - Sulphate Free - Made with Essential Oils

Call us today to discuss your Aromatherapy needs : tel: 604 885 5494

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

Finesse Home - Proudly Canadian

GIVE IT FIVE

TM

TOILET SPRAY

M A D E I N C A NA DA

The Natural Choice GIVE IT FIVE - The Most Effective All Natural Toilet Spray Made With Pure Essential Oils - Plant Based Ingredients Vegan - Biodegradable - Never Tested On Animals

Visit us at the Spring Gift + Home Market Toronto

Hall 2 - Booth 2387

For the largest range of Therapeutic Grade Essential Oils in Canada Call us today to discuss your Aromatherapy needs : tel: 604 885 5494

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

- Proudly Canadian - Sechelt - BC

Handmade Gifts that last a lifetime

BY HAND Gift Show is your once-a-year opportunity to shop wholesale for the very best Canadian Handmade products. Meet and connect with professional Canadian artists, artisans and designers under one roof.

BY HAND Gift Show January 26-28

Pearson Convention Center

Conveniently located close to the Toronto Congress Centre.

To register and learn more visit byhand.ca

Lake Life

inStock What We’re Loving

1

Take it easy with lake-living themed goods

2

1/ Doormat, $30 retail, Now Designs, 888-632-6422, www.danicaimports.com 2/ Welcome sign, $50 retail for 20, Candym Enterprises, 800-263-3551, www.candym.com

3

3/ Kay Dee Designs tea towel, $9.99 retail, David Youngson & Associates, 800-370-4857, www.dyacompany.com

4

4/ Cork-backed coasters, $10 retail for four, Now Designs, 888-632-6422, www.danicaimports.com 5/ Napkins, $5.50 retail for 20, Harman Imports, 800-363-7608, www.harmaninc.com 6/ Cushion, $23 retail, Attitudes Import, 800-479-0199, www.attitudesimport.com

6

7/ Decor cube, $8 retail, Abbott, 800-263-2955, www.abbottcollection.com

5

www.instoremagazine.ca

7

inStore. Winter 2020

37

Ad Name Page 38

Go Wild!

inStock What We’re Loving

2

Animal prints are all the rage

1

1/ Two’s Company camouflage scarf, $44.50 retail, Design Home Gift & Paper, 800-663-9950, www.designhome.ca

3

2/ Fringe earrings, $40 retail, Foxy Originals, 866-438-3699, www.foxyoriginals.com 3/ Scarves, $20 retail each, Ganz, 800-263-2311, www.ganz.com 4/ Swig Life tumbler, $47 retail, Design Home Gift & Paper, 800-663-9950, www.designhome.ca 5/ Petunia Pickle Bottom diaper clutch, $59.99 retail, Kidcentral Supply, 877-218-0395, www.kidcentral.ca

4

6/ Planter, $24 retail, Nostalgia Import, 800-785-7855, www.nostalgia-import.com

5

7/ Tablecloth, $150 retail, Canfloyd, 800-263-3551, www.canfloyd.com

6

7

www.instoremagazine.ca

inStore. Winter 2020

39

Love. Be yourself. Live inspired.

Slipper Socks - Slippers - Boot Socks - Hats - Mittens - Scarves & Other Cozy Winter Accessories

True North

inStock What We’re Loving

Canadiana gifts both tourists and residents will love

1

2 1/ Bonnie Beaver oven mitt, $16 retail, Now Designs, 888-632-6422, www.danicaimports.com

2/ O Canada tote bag, $16 retail, Now Designs, 888-632-6422, www.danicaimports.com 3/ Maple leaf spoon rest, $10 retail, Now Designs, 888-632-6422, www.danicaimports.com 4/ Indoor/outdoor pillow, $45 retail, Candym Enterprises, 800-263-3551, www.candym.com

3

5/ Nova Scotia cityscape tea towel, $26 retail, Lifestyle Market, www.lifestylemarket.ca

4

6/ Bag, $19.99 retail, Clock It To Ya, 877-321-6369, www.clockittoya.ca

5

6

www.instoremagazine.ca

inStore. Winter 2020

41

Bella Flor

Best kno to date, Bella Flor is proud to be the exclusive Canadian Distributor of Lang products.

Bella Flor engagem Best known for their calendars, Lang will keep your customers Best on up kno Lang als to date, with their wall calendars, monthly pocket planners, monthly to date, engagement planners or mini calendars. engagem Lang also offers a large selection of everyday products.

LANG A Division of Norcard Enterprises Ltd.

Bella Flor is the exclusive Canadian Distributor of some of the world’s finest greeting card, BellaBella Flor is the exclusive Flor is the exclusive social stationery, calendars Canadian Canadian Distributor of Distributor of and giftware companies. some of the some world’s of the world’s finest greeting finest card, greeting card, Established in 1982, social social stationery, calendars stationery, calendars Bella Flor has a reputation and for giftware and companies. giftware companies. new , exciting, innovative, and Established Established in 1982,most importantly, in 1982, great selling BellaBella Flor has a reputation Flor has aproducts. reputation for new, for exciting, new innovative, , exciting, innovative, and mostand importantly, most importantly, Booth 2623 great selling great products. selling products.

A Division A of Norcard Division Enterprises Ltd. of Norcard Enterprises Ltd.

800-667-1902

Booth 2623 Booth 2623 800-667-1902 800-667-1902

Lang als

Wrendale offers a beautiful Wrendaleline offers aof beautiful Cards, line ofGift Cards, Gift Enclosures, Enclosures, Stationery, Pet Products, Stationery, Garden Pet Products, and Personal Garden and Personal Accessories.

Accessories.

A Division of Norcard Enterprises A Division ofLtd. Norcard Enterprises Ltd.

Booth 2623Booth 2623

Call our friendly Customer CallService our friendly Customer team 800-667-1902 Service team 800-667-1902 Order Online at www.bellaflor.ca Order Online or at send www.bellaflor.ca a Fax or send 888-963-1297 a Fax 888-963-1297

TERRAMUNDI TERRAMUNDI SCRUNCHY FACE

E

OWELS $

5 Y SPLA

d

es

n .

s

st l y

”

ys

In wine there is truth, in beer there is strength, in water there is bacteria.

Please excuse the mess... our standards have lowered with each child.

KITCHEN TOWELS

FREE DISPLAY

rit My spi is animal n ccoo a fat ra o t trying get into ster. a dump

SCRUNCHY I meditate,

FACE

I do yoga,

I chant… and I still want to

smack someone!

You’ll laugh until your face scrunches!

I just want to drink wine and pet my cat.

Add a dash of humour and a pinch of sass to your kitchen with Bella Flor Scrunchy Face Towels. 100% cotton flour sack towels.

Tonight I tried cooking with wine… after five glasses I couldn’t remember why I was even in the kitchen.

In wine there is truth, in beer there is strength, in water there is bacteria.

There are two things I do well; drink and know things.

Please excuse the mess... our standards have lowered with each child.

I’m pretty sure my last words will be “hold my drink and watch this”

I meditate,

After Monday & Tuesday even the calendar says

WTF

I do yoga,

I chant… and I still want to

smack someone!

I just want to drink wine and pet my cat.

The tradition The tradition ofof Money Pots Money Pots continues continues at Bella at Flor.

Bella Flor.

Terramundi Terramundi Pots Pots have have remained remained unchanged unchanged for overfor 2000 over 2000 years years and and are stillare crafted still craftedin in Italy Italy and uniquely and uniquely painted painted in England. in England.

After filling After filling the thepot pot it it brings good brings good fortune fortune to maketoa make wish a wishbefore before smashing smashing it open, it open, and and spending spending thethe money money on “good on “good things”. things”.

BUILD YOUR BUSINESS With the most comprehensive product assortment in the west. n

See it, Touch it, Feel it

n

Business-to-Business is Still Person-to-Person

n

Discover What’s New and Hot

January 26–30, 2020

Explore at LasVegasMarket.com

FEATURED LINES (left to right, top to bottom): Treasure Garden, Eastern Accents, Urbia, Sagebrook Home, Worlds Away, Jamie Young Company, Aesthetic Movement, Abbyson, Cyan Design

inForm News & Notes

News & Notes THE GOODS

Luxury Flip-flop Slippers

Show Calendar JANUARY Christmasworld/Paperworld January 24 – 28, 2020 Frankfurt, Germany christmasworld.messefrankfurt.com Trader’s Forum Toronto January 25 – 28, 2020 www.tradersforum.ca Las Vegas Market January 26 – 30, 2020 www.lasvegasmarket.com

Oprah-darling Pudus has reimagined flip-flop slippers with its signature Sherpa lining. Launching this February, the slippers will be available in blush pink and grey. In addition to the luxurious soft faux-fur lining, the slippers feature memory-foam inserts and anti-skid rubber soles. Available in two sizes – small/medium (fitting women’s sizes 5 to 7.5) and medium/large (fitting women’s sizes 8 to 10). www.ilovemypudus.com

Mode Show January 26 – 28, 2020 Toronto, Ont. www.mode-accessories.com

By Hand January 26 – 28, 2020 Toronto, Ont. www.byhand.ca Toronto Gift + Home Market January 26 – 30, 2020 www.togifthomemarket.ca

Pretty Moon Reimagined After a successful first decade in business, Lucky Feather has reimagined and redesigned its popular collection of Pretty Moon necklaces and earrings – and added new SKUs to the assortment.

New items include scripted zodiac bracelets, moon earrings set on beautiful cards with inspirational messages along with bar bracelets which spell out a word in Morse code. Line extensions include three new styles of the company’s popular bracelet and ceramic dish gift sets. Lucky Feather is distributed in Canada by David Youngson & Associates. 800-370-4857, www.dyacompany.com

www.instoremagazine.ca

FEBRUARY NY Now February 1 – 5, 2020 New York, NY www.nynow.com Ambiente February 7 – 11, 2020 Frankfurt, Germany ambiente.messefrankfurt.com

inStore. Winter 2020

45

Show Calendar Craft East Buyers’ Expo February 8 – 9, 2020 Halifax, N.S. www.craftalliance.ca Alberta Gift + Home Market February 23 – 26, 2020 www.abgifthomemarket.ca Trader’s Forum Edmonton February 24 – 25, 2020 www.tradersforum.ca

THE GOODS Borrago Gourmet food supplier Samora is introducing a nonalcoholic spirit to the market called Borrago. Made and bottled in England, Borrago is a spirit that customers can use as the base for a great cocktail, in the same way as a quality gin or vodka. The dry, flavourful faux spirit is crafted from six individually steam-distilled botanicals.

Each bottle is sold with a coloured recipe booklet.

905-760-8188, www.samoras.com

MARCH Vancouver Gift Expo March 15 – 17, 2020 www.vancouvergiftexpo.com

Triple Threat

Buy Good, Feel Good March 20 - 22, 2020 Toronto, Ont. www.buygoodfeelgood.com

Small-batch preserve manufacturer Saltspring Kitchen Co. is offering a hot sauce trio gift set featuring three flavour combinations: Habanero, Curry and Orange; Morita, Espresso and Chipotle, and Pineapple, Turmeric and Achiote. The set retails for $30 and includes 118 ml bottles of each sauce. 250-931-6000, www.saltspringkitchen.com

APRIL Quebec Marketplace Expo April 5 - 7, 2020 Quebec City, Que. www.quebecexpo.ca Atlantic Retail Fair April 5 – 7, 2020 Halifax, N.S. www.atlanticretailfair.ca

Wearable Works of Art Souvenir supplier Oscardo is gearing up for its busy season with a plethora of new launches including this Breath of Life Cape Scarf designed by Métis artist Leah Dorian.

The company manufactures a range of items featuring exclusive First Nations artwork.

877-672-2736, www.oscardo.com

46

inStore. Summer 2019

inSpire. inForm. inStore.

inForm News & Notes

THE GOODS

We bring Christmas to lif e

Tune In

Nexten Pro has added a variety of wooden clocks and speakers to its product assortment of various household items. Among the items in the collection are clocks made from German beechwood hand sanded with natural Tung oil, and amplifying speakers made from Canadian maple. The star of the lineup is a Bluetooth speaker made by laser cutting a solid piece of beechwood. The speaker creates an immersive listening experience with up to eight hours of play and a wireless connection. www.nextenpro.com

See us at the

Gift & Home Market January 26th - 30th, 2020 Toronto Congress Centre South Building, Hall 3 Booth #3281

R

Sweet St. Poem Co.

This new-to-wholesale collection of stationery art and greeting cards is meant to be given either as a greeting card and/or displayed as a piece of art. The cards are printed on eco-friendly card stock and sold as either single cards or in packages of 25. A variety of collections, ranging in style from modern and contemporary to vintage, are available. www.sweetstpoemco.com

1-800-561-5515

www.christmas-tradition.com 48

inStore. Winter 2020

inSpire. inForm. inStore.

inForm News & Notes

Inside Track NEWS IN BRIEF

P. Graham Dunn Partners with Edenborough Edenborough will become the Canadian distributor of P. Graham Dunn effective January 1.

The partnership will expand P. Graham Dunn’s presence in Canada and provide additional sales support to retailers. P. Graham Dunn is a leading manufacturer of wall art, giftware and home décor located in Ohio. 800-265-6398, www.edenborough.com

Kidcentral Adds New Lines

Fire the Imagination t: 1-888-780-0864

www.firetheimagination.ca

50

inStore. Winter 2020

Kidcentral Supply has announced that it’s the new distributor of Petunia Pickle Bottom, a collection of bags designed for moms, as well as for FlapJackKids, a collection of wearable items for kids which features high-quality, soft and durable fabrics. The company will also host television personality Cheryl Hickey in its booth at the Toronto Gift + Home Market for her launch of Cheryl’s Home & Family, a new line of products that work for the whole family. 877-218-0395, www.kidcentral.ca

inSpire. inForm. inStore.

we put the fun in functional ™

MERIWETHER 1976

Unique Brands that Sell!

Please visit us at the Toronto Gift + Home Market, Booth 2669 (listed under Group One Associates) quattrosales.ca or call 800-848-8807 / info@quattrosales.ca

inForm News & Notes

#1 Message Jewellery As Seen in GiftBeat!

Layers, Piper & Jade and Stack rings

The world’s most versatile necklace.

Arlene Dickinson to Headline CanGift Fairs

style without compromise.

Stacks TM

CONTACT US AT 1-888-882-2386 salescanada@pixiemood.com

Exclusive Canadian Distributor

Axicon World Imports www.axiconworld.com sales@axiconworld.com 800-465-5587

Dragon’s Den personality, entrepreneur and marketing communications expert Arlene Dickinson will present keynote sessions at both the Toronto and Alberta Gift + Home Markets this winter. The session, entitled Lessons from the Den: Succeeding at Business and Being an Entrepreneur, will be provided free of charge to qualified buyers with show badges.

In addition, at the Toronto Gift + Home Market buyers can partake in a breakfast keynote address by Olympic gold medalist and broadcaster Jennifer Botterill along with lunch-and-learn sessions hosted by designer Andrew Pike and motivational speaker Marc Gordon. A merchandising tour, hosted by Pike, will also be offered and will include an intimidate walk-through of the show led by the designer.

At the Alberta Gift + Home Market, besides the keynote address from Arlene Dickinson, the market will welcome back designer Cory Christopher for floral and merchandising sessions. togifthomemarket.ca, abgifthomemarket.ca

Toronto Home & Gift Market Hall 3, Booth 3928

52

inStore. Winter 2020

inSpire. inForm. inStore.

2020 Holiday collection, with over 600 new items, launches January 7.

Visit our showroom or see us at Toronto Gift + Home Market booth 2669

CONTACT YOUR LOCAL SALES REP or our Toronto office at 888-848-8807 to book your Showroom preview appointment starting January 7. www.grouponeassociates.com mail@grouponeassociates.com

The Canadian Gift Association Presents:

ARLENE DICKINSON LESSONS FROM THE DEN: Succeeding at Business and Being an Entrepreneur

@cangift

Sunday, January 26, 2020 @ 5:45 p.m.

Toronto Congress Centre STEP 1:

Register for the market: togifthomemarket.ca

STEP 2:

RSVP for an Evening with Arlene Dickinson: arleneto.eventbrite.ca

Monday, February 24, 2020 @ 8:30 a.m.

Edmonton EXPO Centre STEP 1:

Register for the market: abgifthomemarket.ca

STEP 2:

RSVP for Breakfast with Arlene Dickinson: arleneab.eventbrite.ca

Show badge is required to attend.

inSight Supplier Profile

Indaba

TRADING

56

inStore. Winter 2020

inSpire. inForm. inStore.

Creative Comforts Irene Held and Alison Gillespie reflect on Indaba Trading’s three-decade history of providing the gift industry with a carefully crafted lifestyle collection

By Erica Kirkland

I

n 1985 Irene Held left her home in South Africa, fleeing a political situation she disagreed with, a collapsing economy and a country increasingly riddled with violent crime. When she landed on Vancouver Island, her highest priority was finding employment and a decent place for her then husband, herself and their newborn baby boy to live. Never did she imagine that three decades later her priorities would still revolve around home. Rather than finding a roof to sleep under, Irene’s focus these days is creating a home goods collection celebrated by thousands of store owners across North America, a role she’s now thrilled to play alongside her www.instoremagazine.ca

daughter Alison Gillespie.

Based in Parksville, B.C., the town in which she landed as an immigrant, Irene started Indaba Trading in 1990. (Indaba is an African word for a gathering of people.) The government was offering women a course on how to become business owners, and while the course didn’t offer Irene much in the way of a business plan, it did provide her with daycare for her now two young children and a small stipend which she used to launch a small importing business.

Like many entrepreneurial suppliers in Canada’s gift industry, Irene started, placing an ad in a South African trade journal for a supplier of Zulu baskets inStore. Winter 2020

57

and raku pottery. When the boxes of samples arrived via Canada Post, covered on all four sides with postage stamps, she intended to sell them to gallery and boutique owners on Vancouver Island, but the first store she entered encouraged her to attend the Vancouver Gift Show. Not surprising to those familiar with Indaba’s stunning show setups, Indaba’s first booth was a jaw dropper – a miniature replica of an African hut filled with tightly woven Zulu baskets, African-made animal-shaped candles, colourful raku bowls and Zulu bead work. Buyers were blown away at the interesting array of artisan goods and Irene left the March 1990 Vancouver Gift Show with the award for best booth in hand, along with a few small orders.

“It all went very quickly after that,” says Irene regarding how the business grew. “We attended the Edmonton show in August 1990 and the Vancouver show again in September and kept growing our business by attending trade shows. Back then you could just ‘show up and throw up’ a booth and buyers would marvel at the products we had sourced as they couldn’t be found anywhere else.”

The logistical challenges of shipping from South Africa and the limited market for Zulu baskets encouraged Irene to look to other countries for other opportunities. She expanded Indaba’s product assortment to include large statement pieces from Mexico – huge tin lanterns and mirrors, iron furniture and glass vases. Next, she explored Eastern Europe to 58

inStore. Winter 2020

inSpire. inForm. inStore.

source blown glass and in the early 2000s she ventured to China. Eventually she found her manufacturing home in India where she and daughter Alison have formed strong bonds with their suppliers who excel in the artisanal traditions of block printing, weaving, dyeing and decoration.

Travelling to India took a bit of getting used to. “At first, the intense heat, the cacophony of noise and the onslaught on the senses was overwhelming,” says Irene, “but today Ali and I navigate India more comfortably and love working with our vendors and the artisans who handmake each item and bring our vision to life.”

“They are like family,” says Alison. “They invite us into their homes for dinner. We have very close relationships with them.”

From playing in empty boxes as a toddler to helping at trade shows in high school, Alison grew up in the business.

She left the island after high school and completed a bachelor’s degree at Colgate University in New York.

Determined to make it in the world on her own, she spent a number of years working in public relations, first in Seattle and later in Vancouver, before joining Indaba fulltime in 2013. Since then Alison has become the face of Indaba and the driver of the creative vision. She serves as the company’s creative director and is fully invested in all aspects of the business.

“Almost by osmosis we seem to view beauty – in nature and in our creations – through the same lenses,” says Irene.

“This allows us to share and embrace the same vision that www.instoremagazine.ca

crystalized 30 years ago at the birth of Indaba. We both believe that life is better when you surround yourself with meaningful things that provide comfort, pleasure and beauty.”

After 30 years, the trade show circuit holds little appeal for Irene, but thankfully Alison’s youthful energy has afforded the company the opportunity to re-enter the U.S. market and have a significant presence in Atlanta, Las Vegas and Dallas, in addition to the Toronto Gift + Home Market, where they meet customers and launch collections.

Indaba is not only led by a dynamic female duo, but it also employs over 30 full-time employees – all but one or two of whom are female. The female-central aspect of their operation is important to Irene and Alison as is continuing to source products which are ethically produced.

“We travel extensively to India, China, Vietnam and Europe, working with authentic craftspeople and age-old traditions to build our stories,” says Irene.

“We touch everything,” continues Alison. “From product development to catalogue creation, we promote our makers and design modern craft lifestyle collections with a focus on handmade, sustainability and fun.”

“We care about our work and we work hard because we care,” says Irene. “We take pride in being interesting and eclectic. We’re diverse, we tell stories and we’re never boring.”

These are all aspects of the company that Indaba’s throngs of loyal customers hope will never change. inStore. Winter 2020

59

Mark Your Calendar To Visit the Upcoming Shows in Your Area Montreal • toronto • edMonton • Halifax

Québec reTail Fair moNTreal JaNuarY 19-21, 2020 PLACE SPORTS EXPERTS (formerly Place Forzani)

4855, rue Louis-B.-Mayer Laval, QC, H7P 6C8

Trader’s Forum show edmoNToN FebruarY 24-25, 2020 RAdISSON HOTEL & CONvENTION CENTRE EdmONTON

4520 – 76 Avenue NW Edmonton, AB, T6B 0A5

Trader’s Forum show ToroNTo JaNuarY 25-28, 2020 THE INTERNATIONAL CENTRE HALL 5 6900 Airport Road Mississauga, ON, L4V 1E8

aTlaNTic reTail Fair haliFax april 5-7, 2020 HALIFAX EXHIBITION CENTRE 200 Prospect Road Halifax, NS B3T 1P2

www.tradersforum.ca • toll free: 1.877.655.6787

Styling by Leslie Groves Photography by Will Fournier

Animal Instincts www.instoremagazine.ca

inStore. Winter 2020

61

Callof the

How to display animal prints

Wild

62

inStore. Winter 2020

inSpire. inForm. inStore.

A Step Up The natural material of a wooden ladder adds warmth which complements the busy animal prints. It also adds height which is important in a display.

Neutral Backdrop Create a foundation which grounds the display, and which doesn’t compete with the patterns. Here, a blush love seat plays that role, softening the boldness of the prints while providing a clean backdrop from which to display them. Further ground the display by using natural elements such as foliage, wood and wicker.

Small Indulgences If shoppers haven’t yet added a leopard print piece to their interior or wardrobe, the bold pattern can be intimidating. Let them sample the trend with small pieces such as a travel mug, cuff bracelet or scarf.

Eyeglasses, cushions and table runner, Canfloyd, 800-263-3551, www.canfloyd.com; Sweater, travel mug and cuff bracelet, Design Home Gift & Paper, 800-663-9950, www.designhome.ca; Scarves, bags, necklace and earrings, Ganz, 800-263-2311, www.ganz.com; Trays, baskets, rug and knit throw, Indaba Trading, 800-746-3222, www.indabatrading.com

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

inStore. Winter 2020

63

Mix& Mingle Weave together different categories to present items in unexpected ways. Here tabletop centerpieces highlight trendy handbags.

64

inStore. Winter 2020

inSpire. inForm. inStore.

see our

EXPANDED

HOLIDAY collection

TORONTO HOME AND GIFT MARKET

JANUARY 26 - 30, 2020 BOOTH #5301 AND #5401 HALL 5 HOLIDAY 2020 BOOKING INCENTIVES AVAILABLE www.harmaninc.com info@harmaninc.com order toll free 1-800-363-7608

Small Purchases Big Impact It doesn’t take much effort or money to update a traditional space with animal print. Encourage your customers to embrace the trend by adding a few throw pillows or a table runner to their home.

Set the Stage Create a designscape that tells a story and enables your customer to envision themselves as the main character. The main piece in this display – the love seat – is brought to life by draping a sweater over the back, opening a journal on the cushion and placing a bangle and travel mug on the side table.

66

inStore. Winter 2020

inSpire. inForm. inStore.

fabric feel paper napkins TORONTO HOME & GIFT MARKET JANUARY 26 –30, 2020 BOOTH # 5301 & #5401 HALL # 5

pulpnapkins.com info@pulpnapkins.com

VOLUME II

order toll free 1-800-363-7608

Volume II

for those who

love

warmth

TORONTO HOME & GIFT MARKET JANUARY 26 – 30, 2020 BOOTHS #5301 & #5401 HALL 5 www.harmaninc.com info@harmaninc.com

www.instoremagazine.ca

order toll free 1-800-363-7608

inStore. Winter 2020

67

www.northamericancountryhome.com

Booth 4519, North Building Hall 4 Toronto Spring Gift + Home Market January 26-30, 2020

North American Country Home is pleased to present Pendulux at the Toronto Gift + Home Show.

www.penduluxwholesale.com

Soft & Subtle

Home dĂŠcor trends are verging into two diverse directions this spring, soft and subtle and bold and bright

1

3

1/ Ragon House clock, $116 retail, Design Home Gift & Paper, 800-663-9950, www.designhome.ca 2/ Set of three cotton baskets, $25 retail, Canfloyd, 800-263-3551, www.canfloyd.com

2 4

3/ Split-P runner, $59.99 retail, Edenborough, 800-265-6398, www.edenborough.com 4/ Vase, $40 retail, Attitudes Import, 800-4790199, www.attitudesimport.com 5/ Multi-shapes motif cushion, $25 retail, Attitudes Import, 800-479-0199, www.attitudesimport.com 6/ Grey and salmon carpet, $45 retail, Attitudes Import, 800-479-0199, www.attitudesimport.com

6

5

www.instoremagazine.ca

inStore. Winter 2020

69

Bold & Bright

1

Home dĂŠcor trends are verging into two diverse directions this spring, soft and subtle and bold and bright

2

1/ Wall hanging, $70 retail, Candym Enterprises, 800-263-3551, www.candym.com 2/ Orange weave carpet, $25 retail, Attitudes Import, 800-479-0199, www.attitudesimport.com 3/ Vase, $13 retail, Nostalgia Import, 800-785-7855, www.nostalgia-import.com

3 4

4/ Mirror, $178 retail, North American Country Home, 888-303-2221, www.northamericancountryhome.com 5/ Mustard cushion with loop motif, $40 retail, Attitudes Import, 800-479-0199, www.attitudesimport.com 6/ Llama cushion, $25 retail, Attitudes Import, 800-479-0199, www.attitudesimport.com

5

70

inStore. Winter 2020

6

inSpire. inForm. inStore.

Creating Beauty for over 40 years

TORONTO GIFT + HOME MARKET ALBERTA GIFT + HOME MARKET 1427, HALL FGH

2687, HALL 2

wholesale.aprilcornell.ca

1 (877) 662-7745

wholesale@aprilcornell.net

Fi 72

inStore. Winter 2020

inSpire. inForm. inStore.

irst Impressions When the doors open is your store ready for company?

By Barbara Crowhurst

What your mother told you is true: You only have one shot at making a good first impression. In fact, you likely only have seconds. Some studies suggest customers make up their minds in 30 seconds or less. While you may put sweeping the stoop at the bottom of your to-do list, small details go a long way toward impressing your customers.

BEST FIRST IMPRESSIONS

• Memorable bathrooms. “I recently returned from Las Vegas, and among all the extravagance of the city, the thing that impressed me most were the bathrooms at the Wynn Hotel. They were amazingly designed.”

• Mood boosters. “I visited this new supermarket recently, which had outside speakers playing light jazz.

It instantly put me in a good mood.”

WORST FIRST IMPRESSIONS

• Neglected windows. “Pet cats sleeping in store windows, alongside drooping houseplants. Windows are the eyes into your store. Keep them clean and open.”

• Who works here? “I’m amazed at how many stores I visit where I can’t tell who the employees are.”

• Can somebody help me? “I often find that I have to ask for help or service.”

FILL OUT THE CHECKLIST ON THE NEXT PAGE TO SEE HOW YOUR STORE SCORES ON MAKING A GOOD FIRST IMPRESSION

www.instoremagazine.ca

inStore. Winter 2020

73

First Impressions Quiz Take this quiz to determine whether your store is making a good first impression with customers

YES

Place a checkmark here if the statement is true

NO

Place an ‘x’ here if the statement is false

STORE APPEARANCE & DESIGN My store has: •

Visible and up-to-date signage that’s in good condition and well-lit

•

A well-maintained, clean and attractive storefront (no peeling paint, cracks, etc.)

•

Clean windows

•

Attractive window displays changed a minimum of every two weeks

•

A regularly swept stoop, sidewalk and parking lot

STORE INTERIOR My store has: •

A landing zone (the space directly inside the front door) measuring the width of the doorway and four to eight feet in length, clear of products

•

A welcome sign or mat

•

Swept/vacuumed floor

•

Clean, well-stocked and visually appealing displays

•

Clean restrooms and dressing rooms

•

Appropriate background music

•

Shopping baskets/carts

EMPLOYEE APPEARANCE & CONDUCT My employees: •

Wear name badges or branded clothing, aprons or vests

•

Are well-groomed

•

Wear appropriate clothing (no miniskirts, yoga pants, etc.)

POINT OF CONTACT My employees: •

Make eye contact, smile and warmly acknowledge each customer

•

Are engaged with customers, not each other

•

Thank all customers for visiting and wish them a good day

THE EXTRAS My store offers: •

Free beverages, bowls of candies or some other goodie

•

A place for companions to sit while partners shop

•

A play area or toys for kids

•

Water and biscuits for dogs

•

To carry large or awkward purchases to the customer’s car

•

A personal phone call made or letter sent to customers who make large purchases

HOW DID YOU SCORE? If you placed an “x” in five boxes or more, you’ve got work to do. Use the key points in this quiz to improve the impression you leave with customers.

74

inStore. Winter 2020

Barbara Crowhurst is a retail business consultant, coach and speaker whose services are in demand around the world. www.retailmakeover.ca inSpire. inForm. inStore.

Fun

Fashions An easy-breezy assortment of fashion finds perfect for spring

Styling by Leslie Groves Photography by Will Fournier

www.instoremagazine.ca

inStore. Winter 2020

77

Beautiful Design and Quality for Women of All Ages and Budgets!

Toronto Gift Fair Booth 1669, Hall 1 South Trends Apparel Show Edmonton Booth 1000, Hall F Thredz Show Toronto Booth 204, Hall D South

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

Fresh & Flirty

1

A bold and bright collection of apparel and accessories

3 2 1/ 2 Chic Evil Eye necklace, $28 retail, Design Home Gift & Paper, 800-663-9950, www.designhome.ca 2/ Cotton hoodie, $89 retail, Baba Imports, 647-389-4503 3/ Piper & Jade earrings, from $21.95 retail, Axicon World Imports, 800-465-5587, www.axiconworld.com 4/ Green and yellow handbag, $29.99 retail, Clock It To Ya, 877-321-6369, www.clockittoya.ca 5/ Elsie & Zoey dress, $65.99 retail, Edenborough, 800-265-6398, www.edenborough.com 6/ Velvet pouch, $25 retail, Candym Enterprises, 800-263-3551, www.candym.com

5

4 6

www.instoremagazine.ca

inStore. Winter 2020

79

NEW YEAR. NEW LOOK. 200+ EXHIBITORS DISCOVER NEW PRODUCTS NETWORK WITH THE INDUSTRY

JANUARY 26 –28, 2020 D E LTA H OT E L S B Y M A R R I OT T TO R O N TO AIRPORT + CONFERENCE CENTRE

Save time onsite.

Register now.

mode-accessories.com

Moody Blues A bohemian assortment of blue hues

3

1

2 1/ Hand-embroidered wool jacket, $219 retail, Baba Imports, 647-389-4503 2/ Piper & Jade earrings, from $21.95 retail, Axicon World Imports, 800-465-5587, www.axiconworld.com 3/ Healing-stone pendant, $8.99 retail, K.C. Brewer & Co., www.kcbrewerco.ca 4/ Floriana earrings, $30 retail, Foxy Originals, 866-438-3699, www.foxyoriginals.com 5/ Backpack, $24.99 retail, Clock It To Ya, 877-321-6369, www.clockittoya.ca 6/ Wrap bracelet, $11.99 retail, Clock It To Ya, 877-321-6369, www.clockittoya.ca

5

4

www.instoremagazine.ca

6

inStore. Winter 2020

81

Just Beachy

1

Breezy, laid-back fashions perfect for seaside vacations

2 1/ Tote bag, $70 retail, Abbott, 800-263-2955, www.abbottcollection.com 2/ Cotton dress, $89 retail, Baba Imports, 647-389-4503 3/ Tote bag, $16 retail, Now Designs, 888-632-6422, www.danicaimports.com

3

4/ Elsie & Zoey cover-up, $32.49 retail, Edenborough, 800-265-6398, www.edenborough.com 5/ Sun hat, $30 retail, Abbott, 800-263-2955, www.abbottcollection.com 6/ Tote bag, $30 retail, Now Designs, 888-632-6422, www.danicaimports.com

4 6

5

www.instoremagazine.ca

inStore. Winter 2020

83

Tracking the Pulse of the Gift Industry

What’s new? What’s selling?

What product categories are slowing down?

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

Only Giftbeat Subscribers Receive:

ARY 2020 2019 / JANU DECEMBER

Pulse Tracking the

of the Gift

• Vital market research on the hottest selling product lines in the United States across 50 categories

Industry

BLERS MUGS & TUM st 2019 Last ran in Augu

elling Lines

s Top-S The Industry’

s, various : tumblers, mug #1 CORKCICLE various blers, mugs, #2 SWIG: tum s, various tumblers, mug #3 TERVIS: Mud mugs : Our Name is #4 ENESCO rts, various O: Warm Hea #5 DEMDAC mugs* us vario s #6 MUD PIE: : various mug UCTS DESIGN #7 PAPERPROD various mugs ES BY KATHY: #8 PRIMITIV less drinkware stain , blers ARE: tum #9 MARY SQU s* dwarmer mug MOTION: Han #10 CLAY IN Evergreen Yeti, Ganz and

latest olders are the Insulated can-h hydration category. the n here “it” item in Coolers show The Skinny Candesigned to fit slim from Swig are ing them cold for keep .

12-oz cans, $25.75 retail From . up to 12 hours om) (swigwholesale.c

:

FAST FACT

TIONS:

MEN HONORABLE

when it last on the chart n.com) was not honorable mention to d from ION (clayinmotio CLAY IN MOT PIE (mud-pie.com) move ran, while MUD number six.

* s of aim the glorie of flowers proclDays collection. abundance a new Summer rflies and an available in Birds, butte Michel Design Works’ tment will be in cented assor the garden and bergamot-s products.

The mandarin company’s fragranced variety of the rks.com) (micheldesignwo

NCE

GRA HOME FRA2019 Last ran in July

us candles EK: melts, vario #1 SWAN CRE candles* RKS: soaps, DESIGN WO #2 MICHEL Fir* ier : Fras #3 THYMES les cand i, IQUE: potpourr #4 AROMAT room sprays* EAF: sachets, #5 GREENL ery, various HAM: Wax Pott #6 HABERS various : jar candles, #7 YANKEE Grace, various ATER: Sweet #8 BRIDGEW candles DLE: various CAN ER #9 TYL sers diffu ys, spra #10 INIS: room Lampe S: Woodwick,

OF NOTE!

NOTEBOOKS JOURNALSst&2019

l of stores wil advertise on social media 2020 platforms in

Last ran in Augu

us journals, vario PER PRESS: #1 PETER PAU als, various DIUM: journ #2 COMPEN es diari als, SON: journ #3 C.R. GIB als, various l-bound journ #4 LANG: spira various* DLEY: journals, #5 VERA BRA various* : notebooks, #6 LEGACY als, various IMITED: journ UNL LS #7 JOURNA als, various* L LIFE: journ #8 NATURA ners journals, plan ARE: prayer #9 MARY SQU various* nal, journals, ING: inspiratio , Carson and #10 DAYSPR Gifts Art TIONS: Christian

MEN HONORABLE y Kath Primitives By

TION

MEN HONORABLE e Berger and Illum

PRING m) and DAYS CY (shoplegacy. * OF NOTELIFE (naturallifewholesale.co LEGA rable menlast ran, while !

er three

ion to numb honorable ment number 10 to five * OF NOTE moved from ed from m) jumped from (thymes.com) !

83%

(dayspring.

from hono when it NATURAL on the chart .com) moved com) were not BRADLEY (verabradley com) and VERAchart. tions onto the

m) climb THYMES nleafgifts.co eldesignworks.co NLEAF (gree while GREE DESIGN WORKS (mich and MICHEL second.

ES! ninth place to E CATEGORI IN 12 MOR NG PRODUCTS SELLI TOPPAGE FOR TURN THE

Write Now m’s softcover tiful designs, Compendiu features beau Journal line raphy and sweet s modern typog with plenty of lined page — hts. sentiments day’s thoug to capture the nspired.com) (live-i $3.50 cost.

• Specific, actionable information from U.S. retailers on what to buy • Early insight into the product lines that are selling so you can cash in on the trends • Access to Giftbeat’s active online community board where you can post questions only a fellow gift retailer could answer

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

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

Fashion Forecast

Organizers of the Mode Accessories Show break down what’s on-trend this season

By Sonia Audet

S

pring has almost sprung and with a brand-new season, comes a brandnew set of trends. This season expect the hottest trends, which include bold and bright colours, statement jewellery, and beltbags, to be on display at tradeshows and in stores.

It’s all about fringe this season!

This time around designers have gone with a bohemian-chic style rather than western-inspired and more colour. You’ll find fringe-trim on jackets, crossbody bags and necklaces.

BRIGHT COLOURS

Get ready for bright skirts and shoes, neon necklaces and sunglasses. Bold, bright colours, especially green and neon yellow, are once again big trends this season. The more colour the better, as designers are opting to show off ultra-saturated shades that pair well with neutrals. www.instoremagazine.ca

FRINGE TRIM

Fringe tassel necklace from Baltic Amber. www.balticamberltd.com inStore. Winter 2020

85

−

Handmade for twenty five years

−

SRM Sales Toronto Gift & Home Market Show January 2020 New Booth #1704 in Fashion Accessories New Building 1, South Congress Center 647-342-4422 | sandra.srmsales@gmail.com

Made with love, for life.

socksmithcanada.com 86

inStore. Winter 2020

solmatecanada.com inSpire. inForm. inStore.

FLOWY APPAREL

Flowy skirts, pants and dresses will make a splash again this season.

Maxi dresses and long skirts that flow long and away from the body will be trending, and roomy palazzo pants will also be back on display.

Orange palazzo pants and Palm Springs dress from Code Vitesse. www.codevitesse.com

BELT BAGS

Being hands-free never looked so good and this 1990s staple has proven it’s here to stay – for now.

Belt bags and fanny packs combine style, convenience and safety while accentuating an outfit and adding a unique flair. Expect to see belt bags in popular animal prints and textures.

Belt bag from PreneLove. www.prenelove.ca

STATEMENT EARRINGS

Expect to see drop earrings with a major wow factor this season.

Think shocking colours, fun textures, and surprising details like seashells – which aren’t just for beach-lovers.

Seashell earrings from Merx. www.merxinc.com

CHUNKY NECKLACES

Necklaces that pack a punch are trending this season. Not only can you expect necklaces to be heavy, substantial pieces, but they will also be dramatically coloured – think neon pink, magenta, purple and electric blue.

These bold necklaces will vary in material from beads to mixed metals and everything else in between.

Necklace from Decouture. www.decouturewholesale.com The Mode Accessories Show is Canada’s largest trade show for fashion accessories and apparel. The winter show is scheduled for January 26 to 28 at the Delta Hotels

by Marriott Toronto Airport and Conference Centre. www.mode-accessories.com

www.instoremagazine.ca

inStore. Winter 2020

87

88

inStore. Winter 2020

inSpire. inForm. inStore.

Sign

Language

It provides direction, information and inspiration. As a silent salesperson, signage will increase sales dramatically.

Here’s how to employ it successfully.

By Leslie Groves

A

customer enters your store for the first time. Put yourself in their shoes. They must get groceries before they pick up the kids from school.

The kids have hockey and piano lessons and nobody knows what’s for dinner.

Our customers lead busy lives and have little time to decompress. When they step into a store they want to be inspired and need direction, especially if they’re not familiar with the store or its products.

Studies show that nearly half of all purchase decisions are made instore, and signs act as silent salespeople, welcoming customers, directing them to various departments and educating them on the features and benefits of the merchandise.

Store owners should be utilizing a variety of signs as each has a specific roll to play in driving sales. www.instoremagazine.ca

DIRECTIONAL SIGNS

Directional signs signify service areas and/or direct attention to specific departments. They’re normally large and either hung from the ceiling or placed on the wall above eye level.

PROMOTIONAL

These are signs used to highlight specific product groupings such as “Hottest Trend”, “New Product” or “Customer Pick”, typically identified by a specific colour or graphic which becomes recognizable to customers.

Promotional signs can be presented in a variety of formats, including posters, framed signs and tent cards.

SHELF TALKERS

Located directly beside a product, shelf talkers highlight the less obvious features and benefits of an item in about three bullet-points. Justify the bullet points to the left for ease of reading and place the signs at eye level for maximum impact. inStore. Winter 2020

89

5 THINGS TO REMEMBER 1. BE CONSISTENT 2. UPDATE REGULARLY 3. INCORPORATE YOUR IDENTITY 4. USE SIMPLE BOLD FONTS 5. CONTRASTING COLOURS WILL CATCH THE EYE

PRICING

If a customer can’t see the price, they aren’t likely to buy it. Hidden price tags frequently result in lost sales, so price your product prominently. When it comes to sales and promotions, clearly state the sale price rather than a percentage discount. Most customers are unsure how to calculate a percentage or simply don’t want to.

GOOD PRACTICES

Living in a fast-paced world, store owners have seconds to make a statement and strategic planning is required to capture the attention of shoppers and engage them as they move throughout the store. Integrating effective signage increases the chances of making a sale once a customer is already in the store, reducing the need to work twice as hard to attract new customers through more expensive methods.

• • • • •

Signs should be consistent in style and easily recognizable Fonts should be bold and easy to read. Fussy scrolls and busy typefaces are more of a distraction than an attraction.

Use no more than two fonts to keep the message clean and easy to read Make signs easy to decipher by using contrasting colours for the font and background Don’t be tempted to fill blank spaces. White space makes a sign easier to read.

With an aging population it’s even more important that signs be legible. According to the folks behind Signazon. com, a good rule of thumb is one inch of letter height provides 10 feet of readability.

WHAT’S YOUR SIGN?

Boutique owners often pride themselves on being unique, yet often overlook the importance of professional signage, an oversight that can leave customers feeling less confident in their products and pricing, in addition to altering their perceived value of the product.

Signs should reflect the individual personality and style of a store. If vintage is your style, use antique frames to hold signage within feature displays and ivory or craft card stock attached to smaller items or collections with clothespins. For an outdoor living or garden store, slide computer-generated signs printed on heavy cardstock into slits cut into natural birch logs. A retro-themed store could use polka dot banners suspended from the ceiling with matching shelf talkers. The options are endless and should be customized to reflect and complement a store’s individual aesthetic.

Signs are connection points and deserve the same attention to detail as other facets of your retail business.

Each time you update a display or product selection, remember to update your signage too.

90

inStore. Winter 2020

inSpire. inForm. inStore.

“OUR CUSTOMERS CAN’T GET ENOUGH OF POO~POURRI.” –THE PAPER STORE

YOUR NEXT BEST SMELLER Poo~Pourri is the proven, original Before-You-Go Toilet Spray made from a pure blend of NATURAL ESSENTIAL OILS that creates a barrier on the water’s surface, trapping odour below—guaranteed!

MORE THAN 60 MILLION BOTTLES SOLD!

Hand Painted fridge magnets by amazing Canadian women.

FUN, whimsical and tactile.

Motivational and Inspirational making them wonderful gifts.

Visit our website to see the full range of our line.

www.eachanoriginal.com

www.instoremagazine.ca

1-800-490-9445

inStore. Winter 2020

91

Summer

Styling by Leslie Groves Photography by Will Fournier

SoirĂŠes

Kick off the outdoor entertaining season in style

www.instoremagazine.ca

inStore. Winter 2020

93

FIND US AT TORONTO GIFT + HOME MARKET

SWEDISH SPONGE CLOTHS

Booth 5523 Hall 5 North Building

ABSORBS 15X ITS OWN WEIGHT great sponge alternative

100% COMPOSTABLE made from 70% wood cellulose and 30% cotton

LASTS 6+ MONTHS

S

merchandise with our display racks!

94

inStore. Winter 2020

AD

E IN

EN

M

machine washable and dishwasher safe

WED

throw me in the compost after 6+ months of use

g perfect for wipin chen kit ing an cle d an ces and bath surfa

danicaimports.com info @danicaimports.com

1.888.632.6422

inSpire. inForm. inStore.

Pattern Play

3

Geometric patterns in classic black and white

2 1 1/ Swedish sponge cloth, $16 retail, Now Designs, 888-632-6422, www.danicaimports.com 2/ Kitchen Boa, $35 retail, Canfloyd, 800-263-3551, www.canfloyd.com 3/ Tablecloth, $150 retail, Canfloyd, 800-263-3551, www.canfloyd.com 4/ Rectangular tray, $15 retail, Danica Studio, 888-632-6422, www.danicaimports.com 5/ Large bowl, $17 retail, Attitudes Import, 800-479-0199, www.attitudesimport.com

4

5

www.instoremagazine.ca

inStore. Winter 2020

95

Show Information

ToronTo GifT fair David Youngson & associates Congress Centre South – Hall 1 Booth #1183 www.Youngson.com • (800) 370-4857 ext. 123

SEE EVErYDaY LooKS & HOLIDAY 2020 COLLECTIONS

Textiles for a well-dressed Kitchen

www.KayDeeDesigns.com

96

• (p) 800-537 3433 • (f) 800-272-0724 • orDers@KayDeeDesigns.com

inStore. Winter 2020

inSpire. inForm. inStore.

Simply Said

3

Kitchen goods that do all the talking

2

1/ Swig Life matte black mug, $41 retail, Design Home Gift & Paper, 800-663-9950, www.designhome.ca

1

2/ Tea towel, $7 retail, Koppers Home, 866-604-0490, www.koppershome.com 3/ Apron, $25 retail, Koppers Home, 866-604-0490, www.koppershome.com

4

4/ Kay Dee Designs oven mitt, $9.99 retail, David Youngson & Associates, 800-3704857, www.dyacompany.com 5/ Potholder, $7 retail, Koppers Home, 866-604-0490, www.koppershome.com

5

www.instoremagazine.ca

inStore. Winter 2020

97

FREE SUBSCRIPTION! COMPANY

The magazine Canadian retailers turn to for advice, insight, products and new suppliers.

Subscribe online at instoremagazine.ca Mail your free subscription form to: InStore Magazine: 103 Niska Drive, Waterdown ON L8B 0M8 You may also scan or take a pic with your smart phone and email to editorial@instoremagazine.ca

98

inStore. Winter 2020

NAME

ADDRESS

CITY

PROVINCE

POSTAL CODE

EMAIL

inSpire. inForm. inStore.

Tribal Connections Colour palettes and patterns with a tribal feel

2

1

1/ Wine chiller, $15 retail, Abbott, 800-263-2955, www.abbottcollection.com 2/ Coconut bowls, $12 retail each, Now Designs, 888-632-6422, www.danicaimports.com

3

3/ Aurora Sonoma runner, $30 retail, Now Designs, 888-632-6422, www.danicaimports.com 4/ Siesta centerpiece runner, $30 retail, Now Designs, 888-632-6422, www.danicaimports.com 5/ TAG bamboo melamine plates, $76 retail for four, Design Home Gift & Paper, 800-663-9950, www.designhome.ca

5 4

www.instoremagazine.ca

inStore. Winter 2020

99

100

inStore. Winter 2020

inSpire. inForm. inStore.

Teamwork How to build a team of employees who help you achieve your goals

BY CLAIRE SYKES

Y

ou can see it in a soaring flock of geese. You can hear it when a rock band performs. You can cheer for it when it scores a point.

But it’s more than a bundle of birds, a few musicians onstage or a cluster of feet running after a ball. It’s teamwork. Teamwork is a group working interdependently toward the achievement of a common goal. Whether that goal is to head south, wow an audience or score the winning point, teamwork can get you there.

At your store, effective teamwork plays a vital role when attaining a goal requires the work of more than one person. Yet, just because you have a group of people working for you doesn’t mean you have a team.

For example, do your salespeople merely share the same job title or are they united, facing the same direction and looking at the same target? If you present a group with a common goal, such as making a certain dollar amount in sales for the month — and work together to do it — you’ve got a team. With teamwork and strong team leadership you’re more likely to reach your goals.

WHAT ELSE DOES IT TAKE?

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

Build an effective team by providing and/or encouraging your staff in these following 10 ways: • Inspiring Work Settings: Offer an environment where employees feel relaxed and comfortable with each other. No one should feel any tension, boredom or indifference about their jobs.

• Engage Everyone: During staff meetings or informal chats, encourage everyone to talk about their work. The last thing you need is someone to dominate or feel left out. www.instoremagazine.ca

As a team leader, you’re a crucial part of the team and you need to be a good team player. inStore. Winter 2020

101

• Provide Clear Goals: Have open discussions, so everyone knows what the team’s purpose and plans are along with your store’s general business goals.

• Listen Actively: Assure that everyone pays attention to each other’s ideas and takes them seriously. Avoid distractions by insisting that staff not use their cell phones or laptops during meetings or casual conversation.

• Disagree Comfortably: Employees perform best when they approach conflict as a challenge to be dealt with, not as something to avoid or magnify. Do not let unresolved disagreements block team goals.

• Constructive Criticism: Effective teamwork requires that staff view criticism they receive from you or other employees as an opportunity to remove obstacles from the team’s goals. Everyone should be frank and supportive, and nobody should feel attacked or embarrassed.

• Decisions by Consensus: Employees need to arrive at true group agreements. Rarely would you want members to vote formally with the minority expected to go along.

• Clear Assignments: Once decisions are made, help team members understand their roles and tasks.

No one should feel left behind or in the dark.

• Shifting Leadership: Depending on the circumstances, let team members take turns leading with their ideas, skills, discussions and plans.

• Group Assessment: Frequently stop to examine how each employee and the team as a whole is doing.

Openly discuss problems, changes and solutions.

When you attend to and apply these essential elements, you’ll have a pretty effective team. Together, members of your team will bring out positive traits in each other, thereby fortifying their efforts even more. To help guide the process, make sure you have a strong and flexible team leader.

102

inStore. Winter 2020

WHAT IS A TEAM LEADER?

As owner or manager of a store, that person likely is you. Building an effective team isn’t always easy. Often there are barriers — time constraints, competing priorities and staff shortages can all impede a team’s effectiveness.

But, in order to reach the goals that you’ve set for your business, you’re going to need to break down any of the barriers standing in your way.

Start with your own enthusiasm.

Be someone who inspires others and communicates well. Keep your eye on your team’s goals without losing sight of immediate tasks. This will allow you to delegate better and follow through with your own obligations and priorities.

As a team leader, you’re a crucial part of the team and you need to be a good team player. Put aside your ego and know when not to lead. Allow each team member to take a turn at being the leader — with your guidance — depending on their talents, the task at hand and other concerns.

When it’s your turn to take command, be effective by being organized. When you are, you: • Know your long-term goals and state your short-term objectives and tasks • Examine all the alternatives and pull together plans • Identify resources (people, money, time and products) within and outside your store and its team • Divide tasks and assign them to team members • Establish communication networks among teams and outside your store.

• Set timelines and target dates • Determine team performance standards and how you or others will measure the results

HOW DOES A LEADER LEAD?

How can you expect your employees to perform as effective team players if you don’t thoroughly know your own role as team leader? Here’s how to help your

employees do their best: • Make the best use of meeting time. Establish times to begin and end meetings and appoint a “time deputy” to enforce this. At the end of each meeting, write up an agenda for the next. Come to meetings prepared, bringing lists of questions, ideas and concerns. Stick to group issues during meetings. If a topic doesn’t concern everyone, deal with it outside of meetings.

• Avoid meetings altogether. If your store is small, have more casual discussions. If you’re a large business, consider communicating digitally.

If you’re not talking face-to-face, though, keep good track of your interactions. Document what you and the other person say, as well as the date, so you can relay that information to others if needed. Be available and responsive to fellow team members and return calls and messages promptly. If someone has failed to get back to you, follow up with a phone call or email.

• Redistribute heavy workloads.

Think of ways to streamline your work. How could you be more organized or efficient? As the owner or manager, you may need to shift your priorities and delegate more of your workload.

• Recognize different leadership roles.

Suggest and watch for leadership roles which are appropriate to each team member. Perhaps one of your salespeople is good at designing window displays or your stock person may have some creative promotional ideas. Encourage the strengths of each team member and let the person lead in these areas.

FINALLY

When members of your team establish positive working relationships with each other, as well as customers, manufacturers and vendors, they increase their strength even more, they achieve their goals and your store thrives. Yay, team!

inSpire. inForm. inStore.

!

G OM

YUM!

ASTRA • Atlanta • Boston • Dallas • Los Angeles • Las Vegas • Seattle • Denver • Toronto • Columbus • Minneapolis

Styling by Leslie Groves Photography by Will Fournier

Just for Kids GIFT GUIDE

Our bi-annual round-up of the best baby and children’s items

www.instoremagazine.ca

inStore. Winter 2020

105

Cute & Cuddly Sweet items we couldn’t resist

2

1

1/ Lion cushion, $15 retail, Attitudes Import, 800-479-0199, www.attitudesimport.com 2/ Mud Pie layette set, $53.50 retail, Design Home Gift & Paper, 800-663-9950, www.designhome.ca 3/ Mary Meyer blanket, $24.99 retail, Kidcentral Supply, 877-218-0395, www.kidcentral.ca

3

4/ Plush cat, $27 retail, Nostalgia Import, 800-785-7855, www.nostalgia-import.com 5/ Needle-felted little llama, $14.50 retail, Pokoloko,

4

106

inStore. Winter 2020

5

inSpire. inForm. inStore.

With Love,

From Our Family To Yours

kidcentral.ca

Sleek & Chic Modern gifts for baby and mom

1

2

3

1/ Petunia Pickle Bottom diaper bag, $139.99 retail, Kidcentral Supply, 877-218-0395, www.kidcentral.ca 2/ Elegant Baby blanket, $89.75 retail, Design Home Gift & Paper, 800-663-9950, www.designhome.ca

4

3/ Robeez soft-sole shoes, $33 retail, Kidcentral Supply, 877-218-0395, www.kidcentral.ca 4/ Signs, $19.99 retail each, Pinetree Innovations, 306-477-3236, www.ptisigns.com 5/ Plush zebra, $20 retail, Attitudes Import, 800-479-0199, www.attitudesimport.com

5

108

inStore. Winter 2020

inSpire. inForm. inStore.

e l b a n i a Sust

e r a w h s i D y b a B

Available through Kidcentral Supply Kidcentral.ca 1.877.218.0395 info@kidcentral.ca

www.instoremagazine.ca

Gift + Home Market / Toronto, BOOTH #3850

inStore. Winter 2020

109

Fun & Games A playful and upbeat collection of gifts

2 1

1/ Topper Takes a Trip game, $25 retail, Paper E. Clips, 800-660-7068, www.papereclips.com 2/ Felted frog bust, $42 retail, Indaba Trading, 800-746-3222, www.indabatrading.com

3

3/ Paddington Bear notebook, $25 retail, Paper E. Clips, 800-660-7068, www.papereclips.com

4

4/ Bumkins Toy Story bibs, $12.99 retail each, Kidcentral Supply, 877-218-0395, www.kidcentral.ca 5/ Mary Meyer rattles, $12.99 retail each, Kidcentral Supply, 877-218-0395, www.kidcentral.ca

5

110

inStore. Winter 2020

inSpire. inForm. inStore.

®

DE C

IN

NE SIG D

A N A DA

Perfectly Plush Adorable stuffies for the young and young at heart

2

1

1/ Bear, $47 retail, Candym Enterprises, 800-263-3551, www.candym.com 2/ Aurora Minkies dog, $19.99 retail, Nearly Famous, 888-918-5023, www.nearlyfamous.ca

3

3/ Penguin blanket, $30 retail, Indaba Trading, 800-746-3222, www.indabatrading.com 4/ Precious Moments moose, $17.99 retail, Nearly Famous, 888-918-5023, www.nearlyfamous.ca 5/ Aurora Miyoni Shih Zhu, $22.99 retail, Nearly Famous, 888-918-5023, www.nearlyfamous.ca

4

112

inStore. Winter 2020

5

inSpire. inForm. inStore.

The original plush pacifier loved by babies (and parents!) everywhere.

featured in Booth #3850 January 26-30, 2020 January 26-30, 2020

by Kidcentral Supply wubbanub.com | @wubbanub | info@kidcentral.ca

Pretty in Pink Dainty gifts for baby girls

3

1 2

1/ Pink bunny, $39.95 retail, Warm Buddy Company, 888-649-0649, www.warmbuddy.com 2/ Alpaca socks, $8.75 retail, Pokoloko, 844-476-5656, www.pokoloko.com 3/ Mermaid dress-up costume, $84 retail, Paper E. Clips, 800-660-7068, www.papereclips.com 4/ Mud Pie mermaid backpack, $39 retail, Design Home Gift & Paper, 800-663-9950, www.designhome.ca

4

5

5/ Blanket, $50 retail, Abbott, 800-263-2955, www.abbottcollection.com

114

inStore. Winter 2020

inSpire. inForm. inStore.

/

gifts of jmiles

Co�e see ebba, Aurora 's new baHy plush division, at Nearly Fa ous Enterprises' new bo th now located at

#3 01 in Congress So th Building 3. I

I

(

•

N

arly

�

F�!JJ

2 E� §

24 Viceroy Road, Unit #7 I Concord, Ontario L4K 2L9 I 888.918.5023 (Toll-Free) I Fax 905.660.6268 I sales@nearlyfamous.ca I www.nearlyfamous.ca I

OUR NEW PRODUCT LINE!

by

Toll Free: 800-446-8630 Toronto Booth #2449

#burneygiftware

118

inStore. Winter 2020

inSpire. inForm. inStore.

Trade Shows As retail evolves, are exhibitors keeping pace?

By Andrea Hein

I

n retail only one thing remains the same – change. The trends permeating the landscape, the products consumers want and the way in which they want to buy and be marketed to are constantly evolving, but are exhibitors keeping up with all of these changes?

An increase in online shopping has led to an increasingly competitive market for both big-box and independent brick-and-mortar retailers, and the focus for many has changed from how many dollars they can generate per square foot to how to engage and entice shoppers to visit their retail locations with exciting instore “experiences”.

If retail is constantly evolving and reinventing itself, why are vendors still exhibiting essentially the same way they have for decades? As customers and the retailers that serve them www.instoremagazine.ca

evolve, shouldn’t the companies that sell to them change as well?

Over the past few years, prominent vendors have scaled back the size of their trade show booths or pulled out of trade shows entirely, siting a dramatic decline in onsite orders as the reason – sales many feel are being lost to online orders. While other exhibitors agree this is the case, they still find value in exhibiting because trade shows provide them with an opportunity to stay connected and top-of-mind among current clients as well as inspire new customers to shop their lines.

Among the exhibitors we’ve worked with during the last four years at the Toronto Gift + Home Market there seems to be an increasing acceptance and realization that retailers are coming to the show to be “inspired” rather than just to

purchase. The Canadian markets aren’t alone in witnessing this trend.

Christmasworld in Frankfurt, Germany – arguably one of the most awe-inspiring trade shows the world has to offer – has seen a 17 percent decline in onsite ordering between 2017 and 2019, even though attendance has increased from 43,000 visitors to 45,300 visitors in that same time span. If attendance is up and onsite sales are down, what does this signal? To me, it means the wholesale market is experiencing the same changes as retail. Retailers want to be inspired and they want to encounter “experiences” at trade shows. They’re not just coming to purchase as they can see all of a vendor’s SKUs online at anytime. When they’re in front of an exhibitor, they’re craving a reason to be that company’s next customer. inStore. Winter 2020

119

Retailers want to be inspired and they want to encounter “experiences” at trade shows.

The main reason the team at Hofland decided to close the door on trade shows and open a brand-new showroom was because they were juggling a relatively small booth location with rising exhibiting costs. They wanted their showroom to look like what a trade show booth should look like: a visual feast of fantastic display ideas and a space ripe with visual merchandising eye candy. Hofland’s showroom has become a great success and an unfortunate loss to the trade show industry as the company’s booth displays were always amazing.

Now that we know retailers are coming to trade shows to be inspired, rather than to just make purchases, it’s time to ask, “Are exhibitors giving retailers what they want?”

Are they providing a space that’s an experience, a space where retailers want to take a selfie and post a hashtag to promote the vendor? Are vendors engaging with retailers at trade shows and thereby giving them a reason to go home and order from their website? Vendors should use the time they have in front of buyers to build brand awareness and provide inspiration. If more exhibitors decided to ditch the slat wall and invest in the customer experience, we could see a dramatic shift in the Canadian trade show industry.

Andrea Hein is the coordinator of Conestoga College’s Visual Merchandising program as well as the owner of Andrea Hein Occasions which specialises in custom décor for various sports clients including SportsNet, CBC Hockey Night in Canada and the Buffalo Bills. She began her visual merchandising career at Walt Disney World and has worked for both boutique and big-box stores.

120

inStore. Winter 2020

inSpire. inForm. inStore.

TM OUR NEW SCREEN & LENS WIPES ARE NOW AVAILABLE TM

Two Cloths per Package / Use dry or wet to safely clean all surfaces.

TM

Made from the finest European microfiber fiber ropean micro the finest Eu Made from Made from the finest European microfiber

Our Canadian Spring Collection

ALL

WET IT, NEW T IT, WRING WEIT,

SCREEN ING IT, WIPEWRANY & LENSE SURFACE WETWIP IT,E &ANY WIPES FACE & WALK RIT, WRING SUAWAY

LK AWAY WIPEWA ANY SURFACE & WALK AWAY

JUDE’S MIRACLE CLOTH™ WORKS GREAT ON...

• • • • • • • • •

Windows Mirrors Countertops Tile Televisions Computer Screens Eye Glasses Crystal Windshields

• • • • • • •

Motorcycles Boats

for: for: STREAK FREE SPOT ST FREE REAK FREE LINTfor: FREE SPOT FREE LINT FREE STREAK FREE Windows SPOT FREE Mirrors LINT FREEWindows Stainless Steel Mirrors eel & Much More...

Stainless St e...

Windows & Much Mor Mirrors TM Stainless Steel & Much More...

All Natural Soy Wax Candles Dye Free * Vegan Friendly Room Sprays * Car Fresheners Oils and MORE

Fibreglass ECO-FRIENDLY Plastics Jude’s Miracle Cloth Inc. Finished Wood Surfaces NDLY NEVER USE CHEMICALS RIEAGAIN Fwww.judesmiraclecloth.com Painted Wood Surfaces O C 905-656-0167 E Cutlery ECO-FRIENDLY GAIN Email: orders@ EMICALS A H judesmiraclecloth.com C E S U R NEVECHEMICALS AGAIN NEVER USE

info@thescentedmarket.ca www.thescentedmarket.ca Instagram @thescentedmarket

A Proud Canadian Company

Compan STELLA SALES Hall #3A -ProBooth #y 3831 ud Canadian A Proud Canadian Company

www.instoremagazine.ca

ScentedMarketAd_winter20.indd 1

inStore. Winter 2020

121

2019-12-16 4:00 PM

Introducing...

Arabesque® Chocolate Diamond, Corinthian Bells® Silver Vein and the newly redesigned Arias® chimes in Satin Silver are here! Visit us at one of our shows and order for immediate delivery!

Come Hear Us! True Value Reunion February 13-16, 2020 Ace Hardware Spring Convention March 11-14, 2020 QMT WINDCHIMES 800-345-2530 www.qmtwindchimes.com sales@qmtwindchimes.com

122

inStore. Winter 2020

inSpire. inForm. inStore.

Pillow Parade The cutest cushions of the season!

1

2 3

The Blues 1/ Batik-striped indoor/outdoor pillow, $30 retail, Candym Enterprises, 800-263-3551, www.candym.com

4

2/ Dabu cushion, $48 retail, Nostalgia Import, 800-785-7855, www.nostalgia-import.com 3/ Reversible pillow, $80 retail, Canfloyd, 800-263-3551, www.canfloyd.com 4/ Cushion, $80 retail, Canfloyd, 800-263-3551, www.canfloyd.com 5/ Blue and taupe tassel cushion, $30 retail, Attitudes Import, 800-479-0199, www.attitudesimport.com

5

www.instoremagazine.ca

inStore. Winter 2020

123

Pillow Parade The cutest cushions of the season!

2

1

The Neutrals 1/ Fringed cushion, $29 retail, Nostalgia Import, 800-785-7855, www.nostalgia-import.com 2/ Mermaid cushion cover, $30 retail, Harman Imports, 800-363-7608, www.harmaninc.com 3/ Ocean cushion, $17 retail, Attitudes Import, 800-479-0199, www.attitudesimport.com

3

4/ Black foliage motif cushion, $25 retail, Attitudes Import, 800-479-0199, www.attitudesimport.com 5/ Zebra pillow, $45 retail, Candym Enterprises, 800-263-3551, www.candym.com

4

124

inStore. Winter 2020

5

inSpire. inForm. inStore.

GIFTS FOR MEN TRAVEL ACCESSORIES DESIGN KEYRINGS PENS AND MORE

FUNCTION || INNOVATION || DESIGN

GIFT + HOME MARKET TORONTO CONGRESS CENTER SOUTH HALL 2 || BOOTH #2175 www.troikacanada.com

JABCO

Distributed by: JABCO Canada Booth n° 3239 PHONE 877 381 5222 - FAX 888 527 7553 WWW.JABCO.CA • SALES@JABCO.CA

www.instoremagazine.ca

inStore. Winter 2020

125

Pillow Parade The cutest cushions of the season!

3

1

2

Bohemian Vibes 1/ Teal and yellow motif cushion, $23 retail, Attitudes Import, 800-479-0199, www.attitudesimport.com 2/ Black motif cushion with yellow stripes, $25 retail, Attitudes Import, 800-479-0199, www.attitudesimport.com 3/ Reversible indoor/outdoor pillow, from $29.99 retail, Lady Rosedale through Hotline Home Goods, 416-854-2948, www.ladyrosedale.com 4/ Pink geometric eye pillow, $102 retail, Candym Enterprises, 800-263-3551, www.candym.com 5/ Reversible pillow, $90 retail, Canfloyd, 800-263-3551, www.canfloyd.com

4

5

126

inStore. Winter 2020

inSpire. inForm. inStore.

Thank you for being part of our journey.

Come celebrate with us at the Toronto Gift Fair!

Hall 4, Booth 4001 W W W. I N D A B AT R A D I N G . C O M (800) 746-3222

@indabatradingco

www.instoremagazine.ca

inStore. Winter 2020

127

Support Canadian Made

Solid Wood Accent Furniture Handcrafted In Canada

Perfect for use as retail display & resale. Available in a variety of colours.

SpringwaterWoodcraft.com . . .

128

inStore. Winter 2020

SPRINGWATER WOODCRAFT

EARLY CANADIAN PINE FURNITURE ? Since ? Depuis 1992 ?

inSpire. inForm. inStore.

COME VISIT

GRASSLANDS ROAD CONGRESS CENTRE e HALL 3 e BOOTH #3601

www.grasslandsforyou.com e 800.363.6662

Toronto Gi� + Home Market, Spring 2020, Hall 2, Booth #2175

www.instoremagazine.ca

inStore. Winter 2020

129

inSight Barbara Crowhurst

Planning for 2020

T •

•

• •

•

•

he start of a new year is a good time to tune up your marketing and sales strategies and plan for a successful year. Review the list below and decide how and when you will address each of these areas of your business.

Products: Re-evaluate and refresh your product offering. Review your sales by category and mark down products which have been on the shelf for a year or more. Plan what you will purchase in 2020, recognizing that your buying budget should not be higher than 55 percent of total sales.

Employees: Hire great people and manage them effectively. Staff evaluations should be conducted early in the new year. If your staff don’t have job descriptions, get them done. Schedule staff training with unique plans for each staff member based on their closing rate.

Sales Goals: Refresh your goals for 2020. Add a minimum of 20 percent to your projections.

Foot Traffic: Use e-newsletters and social media posts to encourage customers to visit more often.

Start producing and posting video segments.

Institute a referral program that rewards current customers for telling their friends and family about your store. Start a loyalty program, ask every single customer to join and give them plenty of reasons to join including running a draw each month for a product giveaway or gift certificate.

Upgrade Analytics: If you don’t already have an effective point-of-sale system which provides you with meaningful numbers, get one. Numbers speak to you about what’s going on in your business. Also, hire a professional bookkeeper.

Customer Surveys: The more you know about your clients the better you can support and nurture those relationships. By asking your clients directly about your products and services, you’ll be able to address their needs and concerns. Find out how people

130

inStore. Winter 2020

PLAN AHEAD Take these crucial steps to ensure 2020 is a successful year

want to stay in touch with you (i.e. email, social media, text). Act on what you’re told.

• Online Sales: Add ecommerce capabilities to your website and make a commitment to invest or further invest money on a website.

• Operating Costs: Review your operating costs, ensuring they’re not higher than 40 percent of total sales.

• Refresh Your Appearance: Remerchandise your store entirely. Focus on well-curated and wellexecuted displays.

• Accept Change: Retail is evolving and you must be willing to accept new ways of doing business.

• Stay Competitive: Know what your competition is doing in store and online.

Once you have your priorities set, schedule deadlines so you stay focused and committed to completing your goals. Remember, you build your business one interaction at a time, one client at a time.

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

inForm CanGift Connects

Going Beyond Expectations

By Anita Schachter

T

he Canadian Gift Association is going beyond your expectations for our spring markets. With our highest caliber of programming to-date, buyers will find the inspiration they need to keep their businesses on the forefront. Our concerted efforts to offer the retail community engaging and inspiring opportunities will culminate at both the Toronto and Alberta Gift + Home Markets. For the first-time ever, we’re hosting must-see presentations

by Dragons’ Den personality, entrepreneur and marketing communications expert Arlene Dickinson.

The Canadian Gift Association is going beyond your expectations for our spring markets With our highest caliber of programming to-date, buyers will find the inspiration they need to keep their businesses on the forefront.

132

inStore. Winter 2020

In addition to this once-in-a-lifetime-opportunity, at the Toronto market retailers can experience a complimentary breakfast seminar with Olympic gold medalist Jennifer Botterill, free lunch seminars with designer Andrew Pike and marketing expert Marc Gordon, brand-new merchandising tours, innovative product displays, luxurious lounges and more than 600 exhibitors with special sections featuring first-time exhibitors and TRIPS, our yearly collection of souvenir products.

With an increased emphasis on the local Western retail scene, the Alberta market is welcoming back Edmonton’s favourite designer, Cory Christopher, for fantastic floral workshops and impressive merchandising tips that retailers can easily try at their own businesses. On the show floor, buyers will enjoy exciting promotions and the annual return of our seasonal exhibitors as well as new exhibitors.

Lastly, we’re eager to celebrate your success during the Market Mixers to be held on the Monday night of each show.

These events are the perfect opportunity for exhibitors and retailers to socialize after a hard day’s work on the show floor.

We hope you’ll join us.

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

inSpire. inForm. inStore.

Visit KIKKERLAND DESIGN at DAVID YOUNGSON & ASSOCIATES TORONTO CONGRESS CENTRE SOUTH, HALL 1, BOOTH 1803

KIKKERLAND.COM

1-800-869-1105

@KIKKERLAND

home + happiness

Booth #4019 Drop by our booth for great promotions, 2020 Holiday Program launch, new products and of course Krispy Kreme donuts.

Canadian owned and operated for 70 years