ASTRA May 2012

T H E N E W S L E T T E R O F T H E A M E R I C A N S P E C I A L T Y T O Y R E TA I L I N G A S S O C I AT I O N • M AY 2 0 1 2

Shop Local in

BALTIMORE

Message From the Chair

Positive News

by Michael Ziegenhagen, Playmatters

s 2011 drew to a close, I speculated on how our year would finish. We certainly did not know the final outcome of last year at Thanksgiving. Now, as I write this article on the threshold of spring, not only do we have the results of last year, but data and commentaries on the start of 2012 are also streaming in.

What were the final results for 2011? In a December survey of ASTRA retail members, a boom in sales in the month of December carried the year for our members and depleted our inventories to a near-record level. We entered 2012 with a hunger for new products to fill our shelves and stockrooms, and we had an adequate supply of cash to make those purchases possible.

Manufacturers benefited in January as orders flowed in at a vigorous pace.

By the time we arrived at Toy Fair, the mood of the toy industry was again upbeat. The Toy Industry Association reported robust attendance at the New York Toy Fair. Under fair skies and mild temperatures, retailers crowded the aisles and booths of the Javits Center. Positive news continues with an early sell-out of exhibit space at ASTRA Marketplace in Baltimore this June.

Retailer registrations for Baltimore have also come in at an energetic pace.

An early spring report from The Wall Street Journal declared, “Mild Winter Gives Cheer to Retailers.” Of 18 reporting retailers, sales increases in February averaged 6.4 percent compared with the previous year, with a stand-out 10.2 percent performance by Nordstrom.

Higher-end retailers continue to benefit from the economy’s recovery. The winter has been extremely mild throughout the U.S., and shoppers can easily get out and shop. The Dow Jones broke through the 13,000 barrier in February for the first time since 2008 and sustained it. Unemployment numbers have been falling each month. Consumers are beginning to shed their worries about the economy. They once again seem willing to shop for their children and for their friends.

This is ASTRA’s 20th anniversary year. While I was not present at the founding meeting in Minneapolis in 1992 that pioneered our organization, I have been a member of ASTRA for some 18 years. What an amazing evolution from our inception to the present role that ASTRA plays in the toy industry! What inspired the creation of ASTRA was the desire for communication and collaboration within the industry.

Today, first and foremost, ASTRA is a forum for communication. Retailers, reps and manufacturers come together with a common mission: to grow the specialty toy industry. We communicate in many ways: face-to-face, Toy Fair, on discussion boards, in meetings, webinars, and newsletters, and, above all, at our annual Marketplace & Academy Convention. Our success has been fueled by a grassroots structure of passionate volunteers

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who are active in committees and projects. The Board of Directors, both past and present, has been made up of selfless volunteers who have earned our deep appreciation. We are fortunate today to have the support of a professional full-time staff – Caryn, Amanda, and Daniel. Finally, we have benefited from the steadfast leadership of Kathleen McHugh, without whom our success in the past decade could not have been possible. Thank you, Kathleen!

As an association, we have also taken positive steps to address the challenges that the Internet presents for brick and mortar retailers. The initiative that ASTRA began in Anaheim with the presentation of a white paper by Stacy Mitchell on the growth of Internet retailing has raised the awareness of retailers and manufacturers alike. Companies serving the specialty toy industry have issued MAP policies and have begun to actively enforce them. Retailers are now aware of which suppliers are managing their brands for success. Monitoring and enforcement of MAP policies are now being actively discussed. The landscape of this critical issue has become familiar to industry members.

We are all committed to the promise that the toys we sell can engage, excite, and benefit children of all ages. Our members need to work together to ensure that the toy industry is a source of creativity and innovation that is meaningful and significant in the development of a child. Are these products able to address the challenges of electronics and the power of age compression that have lured children to other forms of entertainment? Is the toy industry just designing and producing more “stuff”? Or is stuff we are producing a “gamechanger,” even more, a “life changer”? In a word, is the toy industry the place where gift givers who want the “best” for children will look for choices?

I hope you have all registered for the ASTRA Marketplace and Convention in Baltimore June 10 through 13. The hard work of the Convention Committee promises to deliver the most significant event in our 20-year history.

The entire ASTRA board and staff look forward to playing, learning, and celebrating with you in Baltimore soon.

Michael Ziegenhagen Playmatters 30829 Pinetree Road Pepper Pike OH 44124 216-464-2424 playmatterstoys@aol.com astratoy.org

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Board of Directors Chair Michael Ziegenhagen Chair-Elect Linda Hayes

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Past Chair Steven Aarons Treasurer Dana Barnes

F E A T U R E S Secretary Michael Levins

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YOUR BUILDING BLOCKS FOR SUCCESS: Marketplace & Academy – June 10-13, 2012

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Every Year’s an Election Year For Best Toys For Kids ASTRA Welcomes Its Newest Manufacturer Members Board Highlights from February 16, 2012, New York City Baltimore: A Guide to Charm City ASTRA Marketplace Manufacturers’ Specials The Interest in Pinterest Credit Collective Rolls Out MAP Alert System When You Wake Up and Know… It’s Time to Exit

Directors Allen Brafman Lea Culliton Becky Goblish Mike Klein John MacDougall Dean May Ted McGuire Mary Sisson Carle Wunderlich II

Newsletter Editor Mary Sisson Assistant Editor Sandy Whitten Managing Editor Tina Manzer

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Message From the Chair President’s Report Ready, Set, PLAY … for Children With Disabilities 56 New Members About the cover aMuse Toys, Baltimore, MD, proudly embraces its independence. Shop as the locals do at aMuse and other area toy stores. For a complete list, see page 32.

ASTRA Newsletter Mission Statement Our mission is to act as a channel of communication for the general membership of ASTRA and to provide information about current happenings and future goals as decided upon by the board of directors, various committees, and ASTRA staff. We strive to provide useful and timely information and support for and about ASTRA members in accordance with the ASTRA mission statement.

We are always looking for good articles and input for the newsletter. Letters to the editor are welcome. Please forward letters, comments, ideas, etc., to the ASTRA office – fax 312-222-0986, e-mail kmchugh@astratoy.org.

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Graphic Artist Lindsey Williamson

ASTRA Staff President Kathleen McHugh Membership and Program Coordinator Caryn Giznik Membership and Technology Coordinator Daniel Elacqua Meeting and Exhibit Manager Amanda Zawad Administrative Assistant Sam Adeoye The ASTRA Newsletter is published by the American Specialty Toy Retailing Association, 432 N Clark St., Suite 401, Chicago, IL 60654, 312-2220984, fax 312-222-0986, e-mail info@astratoy.org.

Website: www.astratoy.org. Copyright © 2012 American Specialty Toy Retailing Association. All rights reserved.

Advertisements are accepted. For more information, contact Fahy-Williams Publishing, 800-344-0559; e-mail rkauder@fwpi.com All articles for the ASTRA Newsletter are supplied

by ASTRA and its members, with Fahy-Williams assembling and editing the newsletter, and managing the advertising sales function. ASTRA reserves the right to accept, reject, or alter all editorial and advertising material submitted for publication. Advertising in ASTRA does not imply endorsement of products and services. Opinions expressed in articles contained herein are those of the authors, not necessarily of ASTRA or its individual members. The information has been obtained from sources believed to be reliable.

President’s Report

20 Years and Growing!

by Kathleen McHugh

his year we celebrate ASTRA’s 20th year with several hard-won milestones for the organization. Membership now totals nearly 1,400 of the best specialty retailers, vendors and sales reps in the business, thanks to all the work of the Membership Committee and each of you who has made it a point to recommend us to your peers wherever you come across them.

Our committee structure has never been stronger. The Website Committee created a productive website with loads of resources, including the new member bulletin boards. The bulletin boards are proving that through open communication, we can learn how to work together on issues from the simple to the complicated just by sharing opinions and concerns. The committee unveiled a mobile version of the ASTRA website in record time just prior to Toy Fair.

The Public Relations Committee, buoyed by the growth and success of Neighborhood Toy Store Day, is undertaking an ambitious new project to connect consumers directly with the messages ingrained in our day of celebration. Watch for information about ASTRA’s work to create a consumer website in future newsletter editions and in e-bulletins.

Neighborhood Toy Store Day and the Best Toys for Kids Award programs continue to be nurtured through the thoughtful work of the committee and its chairs, Gwen Ottenburg and Sherrie Cannon. Through the work of the Excellence Awards Committee led by Christine Blumberg, we highlight the best practices of our retailers, manufacturers and sales reps and showcase them to you at Marketplace.

Retailers rate ASTRA’s Marketplace & Academy numberone for trade show experience and value. Our educational offerings have never been stronger, thanks to a well-oiled Convention

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Committee led by Tina Manzer. At Toy Fair, many people said they are genuinely excited to visit Baltimore, or “Charm City” as it is known by its residents. It’s hard not to get excited about spending a week in June on the Inner Harbor where crab cakes and lobster boils are the meal du jour. The showroom floor boasts over 400 exhibit booths and 300 vendors, making it the biggest show floor ever. More than 70 new and first-time exhibitors are also excited to show their newest innovations.

The ASTRA Board of Directors, past and present, deserve our appreciation for the many hours and weekends they devoted to visualizing the dream that an organization committed to supporting the specialty toy industry could make a difference. In those hours of meetings, phone calls and emails, they took many chances and made popular and unpopular decisions, but always with this intention: If it is good for the industry it is good for the membership. The results are a strong organization committed to supporting its members and their businesses through an alwayschanging marketplace.

So join us in Baltimore this June 10 through 13. Help us celebrate the hard work of so many of our volunteers and members, and join me in a toast to all we have accomplished together and all the exciting things we will do in the future.

Warmest regards,

Kathleen McHugh President

Every Year’s an Election Year For Best Toys For Kids Voting will open for the 2012 Best Toys For Kids beginning two weeks before Marketplace and will close when the showroom floor closes in Baltimore.

The winners will be announced at the closing session on June 13. This year, the Best Toys For Kids committee is taking a more critical role in winnowing the nominees to the list of finalists. They are closely examining how a toy stands up to these four big questions.

• Is it New? A candidate in all categories except Classic should be a new or relatively new release, introduced to the general retail market in the fall of 2011 or later and brought to market no later than the fall of 2012.

• Is it Unique? A candidate should be a novel design, either an original concept or a significant new rendition.

• Is it Available? A product should be in good supply, ready to ship by September 2012 to any and all credit-worthy independent specialty toy retailers.

• Is it Significant? A product should be meaningful within the industry, whether it is thought-provoking or groundbreaking.

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R e a d y, S e t , P L AY. . . f o r C h i l d r e n W i t h D i s a b i l i t i e s

by Ellen Metrick

What Does 1 in 20 Mean to You…and Your Business? he National Lekotek Center applauds ASTRA for its ability to spot an emerging market (children with special needs) and for keeping its members informed through this column.

My associates and I had two missions during our recent tour of Toy Fair. First of

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all, we were searching out toys that worked well for kids of all abilities for our toy-lending libraries and affiliate network that serve families with children who have special needs. Secondly, we wanted to share the latest, first-of-its-kind research from the U.S. Bureau of Census

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that reveals: ONE IN 20 SCHOOL AGE CHILDREN IN THE U.S. HAS A DISABILITY. This report is not only an eye-opener, but is a portent of new possibilities. First of all, manufacturers should keep this audience in mind when they develop their products. Secondly, retailers should realize the potential to offer toys and play products to parents or educators as a way to help children with disabilities learn, grow and thrive.

What is equally revealing is that this 1-in-20 number includes only children who have a “diagnosed” disability, not those with undiagnosed delays. The Health Resources and Services Administration, a part of the U.S. Department of Health and Human Services, estimates that number to be almost triple the one I mentioned earlier, and reports it as: 10.2 MILLION CHILDEN HAVE SPECIAL HEALTHCARE NEEDS, or 14 PERCENT OF ALL U.S. CHILDREN. The good news is that forward-thinking manufacturers are already seeing the possibilities of a secondary market for their existing products: kids with special needs. As we wandered the booths at Toy Fair, we found two groups of manufacturers: those who already knew the hidden potential for some of their products in this market and those who did not. We enjoyed talking and working with both groups and got excited about ideas to put their toys in even more hands.

So, here’s a “shout out” to manufacturers such as Plan Toys, Guidecraft, Learning Resources, and many more we spoke to who are leading the way and learning the lessons to reach and relate to this important market.

Thanks, ASTRA, for playing a role in creating these win/win/win situations – winning for the manufacturers to reach more kids with their incredible products, winning for the retailers to find new ways to serve new markets, and winning for kids with special needs now able to connect to the incredible benefits of more play experiences. This effort is not about being noble (although it is!). It is about being necessary.

ASTRA

ASTRA Welcomes Its Newest Manufacturer Members 5 Straight Products, Inc. Indianola, IA www.5straight.net 5ive Straight is a board game for ages 7 to adult. This game has been available for 44 years and was family-owned and operated until I purchased the company in the spring of 2011. The object is to get 5 pegs in a row by playing from the four cards in your hand.

It includes a game board numbered 0-99, three sets of pegs (yellow, green, pink) and a deck of cards numbered 0-99.

Aha! Concepts Hales Corners, WI www.theahau.com The Un-block is a revolutionary new block system. The interlocking blocks and connectors stimulate both the left and the right sides of the brain simultaneously, improve gross motor skills, and challenge the pathways where the mind relays information. Using problem-solving skills, analytical functioning and reasoning, one can unblock the imagination to create buildings, towers, animals and even robots. Thanks to our renowned patentpending block-and-connector system, any creation can be picked up and moved as one piece. Family-owned and operated, The Un-block is made in the U.S.A. using only the finest ash wood.

AREAWARE Brooklyn, NY www.areaware.com Areaware is a New York City-based producer of everyday objects that are both functional and unusual. Our goals are to create thoughtful products that inspire an emotional response and to explore design languages as a means of creating new syncretic forms. We like to think we have a good sense of humor and that our objects are poetic. We wish to create a forum for young and local talent and together, we hope to become a strong voice for American design. We believe that appreciation for beauty is central to what it means to be alive and want to embody this principle in even the simplest things.

BERG USA, LLC Lititz, PA www.bergtoys-usa.com Berg Toys manufactures the finest pedal go-karts and outdoor toys in the world! For over 27 years, Berg Toys has engineered and created toys designed to encourage and withstand real outdoor play by children and adults. Our mission is joy and health to America! Our ride-on toys and pedal go-karts comfortably accommodate children or adults: Biky line for ages 2 to 5; Junior line for ages 3 to 8; (continued on page 13)

MAKE YOUR STAFF SMARTER. FOR FREE! Keep your employees up-to-date on toy industry trends, new products, retail best practices and more with their own subscription to edplay magazine.

Maybe you’re already getting a copy or two delivered to your store, but for a limited time only, we’ll add your employees’ names to our mailing list – FREE. How many do you want?

To sign up for your store’s free subscriptions visit edplay.com Imagine how important your staff will feel, how plugged into the industry it will make them, and how loyal to your store they’ll become.

edplay has been helping toy, game gift and museum stores for almost 20 years.

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(“New Manufacturers” continued from page 10)

Compact line for ages 4 to 12; MOOV construction kits for ages 5 to 12. New for 2012: Black Edition pedal go-kart for children 5-plus years; licensed Ferrari 150 Italia pedal go-kart for ages 3 to 8; trailer junior for use with any Buddy Kart; and additional licensed products. We’ll see you at the ASTRA show in June, Booth # 1151!

Betty Lukens Learning Fun with Felt Rhonert Park, CA www.bettylukens.com Betty Lukens Fun Felt values education and is leading the way in educational play.

As a quality felt manufacturer for over 30 years, Lukens knows that education and quality go hand in hand. Soft, brightly colored felt pieces allow children to move pieces freely for hours of imaginative play. The educational collection uses large felt pieces to teach lessons for easy classroom instruction. It creates a fun and tactile way for parents and teachers to stimulate young minds with felt visuals all made in the USA. On the go or at home, the personal-size playboards are perfect for children. Powered by imagination, each board is the perfect lap size and comes with over 20 felt pieces. The durable, washable and interchangeable pieces combined with unlimited creative play make this a timeless favorite for teachers, grandparents and kids.

Bubele’s Patch Buddies Miami, FL Bubele’s Patch Buddies are a first-of-its-kind plush toy, soft blanket and functional backpack that children ages 2 to 7 will love to play with and parents won’t want to travel without. Each Patch Buddy fits snugly inside a specially designed opening in the backpack so the toy is always on display. The collectible animals like Happy Penguin, Funny Bunny and Playful Pig plus four unique characters all have distinct personalities that will provide hours of entertainment and comfort, at home or on the go. The backpack keeps children organized, entertained and secure. The custom backpack also holds essentials like a favorite book, game, pajamas or snack, perfect for running errands, taking a vacation, going to school or visiting grandparents.

My Friendship Bracelet Maker®

Bringing innovation to timeless crafting techniques, the Choose Friendship Company continues to receive winning ratings for entertainment and creativity, while promoting a global message of friendship.

...Fashion and Friendship 4Ever!

See you in baltimore, md

booth #911

FREE GROUND SHIPPING ON ANY ORDER PLACED AT THE SHOW! * Continental U.S.

866-693-2648 | myfbm.com Discoveroo Educational Toys and Games Milton, ON www.buginarug.info Discoveroo was established by a mother and father team wanting to make high quality wooden toys more accessible for people in Australia. It was introduced to Canada and the USA in 2011. Discoveroo products are designed to encourage creative play. They stir up the imagination, but the outcomes are not predetermined, which leaves the child to explore endless

possibilities and develop their minds. For young children, seeing how a toy works is an important part of understanding the world around them. Natural and simple materials stimulate the senses in a way that processed materials cannot. Made from 100% plantation woods, Discoveroo products are rigorously tested and certified compliant with all Canadian and U.S. safety standards. Distributed exclusively in North America by Bug in a Rug Canada (www.buginarug.info), contact scott@buginarug.info or 905-693-0333. astratoy.org

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e11even, LLC Windsor, CT New Englander Ralph Waldo Emerson’s quote, “Build a better mousetrap, and the world will beat a path to your door,” inspired the creators of Madd Capp Checkers.

Bernie Moran has improved the traditional game of checkers and added elements of the gameplay to make for more strategy and fun for the next generation of board game enthusiasts. Madd Capp Checkers uses a traditional checker board, three dice and dice popper, and unique game pieces that match the theme of the various versions. The play is fast-paced and requires strategic thinking and some luck of the roll, or we should say “POP.” Fun and engaging, Madd Capp Checkers is sure to be on everyone’s wish list in 2012. Look for Madd Capp Checkers and e11even LLC at this year’s ASTRA Marketplace.

Easy Playhouse Lansing, MI www.easyplayhouse.com Easy Playhouse offers the most versatile, eco-friendly playhouse products on the market, as well as good old-time fun. These are the only reversible playhouses that serve as a kid’s craft activity and provide a safe play environment.

Easy Playhouse’s reversible design offers twice the creativity and twice the fun! Watch kids use their little hands and big imaginations to create a place of their very own. Our playhouses have only two pieces that can be assembled in 5 minutes or less. We also provide a wave cut on all edges for child safety. Our products are made in the USA of recycled material and are 100 percent recyclable.

Extreme Bubbles, Inc. Freeport, TX extremebubbles.com Extreme Bubbles is a family-owned Minnesota company that has created a complete line of big-bubble toys. We set the first world record for largest free-floating soap bubble! beeboo® Big Bubble products set a Guinness World Record, earned an Oppenheim Toy Portfolio Platinum Award and have been seen on NBC’s “Today Show.” Dip Stix™ is our portable line of big bubbles. The small package contains everything you need to blow big bubbles anywhere, including a collapsible big bubble wand, concentrated big bubble solution and a portable big bubble bucket. Captain Bubbles™ is our premium, ready-to-use small-bubble solution that makes blowing bubbles easier for everyone. Captain Bubbles™ works great for refills in bubble machines, bubble mowers, bubble guns and bubble swords. Made in the USA! Eye Can Art Seattle, WA www.eyecanart.com Eye Can Art designs and manufactures quality art kits that spark creative, educational play for children and families. Created by art educators, they teach openended, authentic art techniques with illustrated easy-to-follow instructions and kid-friendly language, and have won multiple 14 May 2012

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toy awards including Parent’s Choice and Oppenheim. For ages 5 to 95. The quality art supplies introduce children to the work of contemporary artists. The U.S. Eye Can Art kits come in six different styles: Collage Printmaking, Layered Wax Drawing, Sumi-e Painting, Book in a Box, Amate Cut Paper and Pastel Stencil. Two new kits are planned to launch this year.

Flying Rabbit Enterprises, Inc. Cincinnati, OH www.bafflegame.com Baffle! is a brain teaser board game and CD-rom using math and science reasoning and problem-solving in a fun, challenging way. The object of Baffle! Classic is to place all 25 pieces on the board so that only one of each shape and color appears in any row, column or large diagonal “X.” With 57,600 correct solutions, it has a long play life. The board game has eight versions of play, including a competitive version for up to four players. The CD-ROM doesn’t have the competitive version. A strong solo game, it is also good for collaborative play with children and families, appropriate for ages 8 to senior citizens.

Seniors can play Baffle! to keep their brains sharp. Baffle! has the seal of the National Association for Gifted Children.

Geoworld, USA Ridgefield, CT Geoworld, USA is a division of Geoworld, SRL, an Italian company founded and run by Dr. Stefano Piccini. Dr. Piccini is a paleontologist and geologist by training. His passion for the natural sciences and for education are embodied in our line of museum-quality replicas, fossils, gems and bugs. Every single item has statistical and historical data to help children learn about the sciences and the world around them. New to the U.S. in late 2011, Geoworld products are currently distributed in over 30 different countries. Designed in Italy and manufactured in Asia, Geoworld USA is the most comprehensive line of natural science products on the market.

Lion Rampant Distribution Hamilton, ON www.lionrampantimports.com For over 20 years now Lion Rampant has been one of North America’s largest suppliers of adventure games and a leader in the board gaming industry. We represent hundreds of manufacturers, and warehouse tens of thousands of items from the most specialized gaming needs to the most commonly demanded products. From around the world we source out and distribute the very best of games and the accessories to go with them.

O3 USA Fredericksburg, VA www.o3usa.com O3 USA is a company that specializes in backpacks, luggage and accessories for children. The unique feature about all of the backpacks and luggage is an integrated lunch box/snack cooler, perfect for snacks on the go! At O3 USA, we strive to offer products that are both functional and fashionable, featuring designs that are unique, stylish and cool.

OVER 50 NEW ITEMS FOR 2012!

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Rock Creek Molding, Inc. Glenwood, AR www.flarble.com This plastic injection molding company is the maker of the Flarble, the world’s smallest flying toy. The Flarble is a miniature version of the bigger “puddle jumper.” With just the snap of your fingers, you can make the Flarble fly 20 to 30 feet. Point and aim to make anything a target. Since it is small, it doesn’t hurt if it accidentaly hits you, and you won’t break things in the house – it is safe! Play a round of Flarble golf. Decorate cupcakes with them. Fly them at weddings instead of throwing rice. You are limited only by your imagination! The Flarble is 100-percent CPSIA compliant and 100-percent made in the USA. TDC Games, Inc Itasca, IL www.tdcgames.com Now in its 28th season, TDC Games, Inc. has established an international reputation as a producer of innovative, reasonably priced, award-winning, trendy and often zany board games and jigsaw puzzles for adults and for the entire family. Topping the list is our ever popular line of Dirty Minds games, where the “dirt” is all in your mind and answers are all squeaky clean. Campbell’s Alphabet Dice Game has won several awards including The National Parenting Center, Toy Man and Tilliwig. Other games include Reminiscing, Senior Moments, Chaos and Greed. We are also the proud licensees of Major

League Baseball & NCAA, with best-selling card games, pennant-shaped puzzles and mini-puzzles. Our line also consists of The World’s Smallest Diecut Jigsaw Puzzles, The World’s Most Difficult Puzzle and Party Games in a Can plus many others.

TekToys New Orleans, LA www.tekspiredesign.com It’s the game that combines lasers with classic strategy. Players alternate turns moving Egyptian-themed pieces having two, one or no mirrored surfaces. All four types of pieces (pharaoh, anubis, pyramid and scarab) can either move or stay in the same square and rotate. Each turn ends by firing the real laser diode built into each player’s Sphinx piece. The laser beam bounces from mirror to mirror; if the beam strikes a non-mirrored surface on any piece, it is immediately removed from play. The ultimate goal is to illuminate your opponent’s pharaoh, while shielding yours from harm!

The Storymatic Brattleboro, VT www.thestorymatic.com The Storymatic is a writing prompt, teaching tool, parlor game, and toy all in one little box. No wires. No screens. No batteries.

Just pick a few of the 500-plus cards and a story is there for the telling. How you tell it is up to you. Write it, draw it, act it, sing it! Play by yourself or in groups. Perfect for writers, kids, par(continued on page 20)

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Board Highlights from February 16, 2012, New York City Discussion: State of the Industry

Convention update

Board members reported a positive energy at Toy Fair. They noted that retailers who ended 2011 with low inventory were ready to buy in February. It is still crucial to continue educating the industry on MAP. The discussion moved toward the subject of age. With many in the industry edging toward retirement, where does this leave ASTRA? How do we support younger retailers? The board discussed ways to support retailers at both the beginning and end of their careers. The conversation was referred to the Membership Committee.

Based on last year’s increased attendance and corresponding food costs, the board approved a 20 percent adjustment in the 2012 budget to accommodate an attendance increase for the Baltimore convention in June.

Credit Collective Proposal The Credit Collective has launched a MAP Alert System, allowing its members to notify each other of e-commerce sites that violate minimum advertised pricing policies.

Nonmember retailers, e-commerce sites and sales reps can also enter alerts.

ASTRA’s role can be providing a platform of discussion and resources on its website and discussion boards and educating members.

Consumer Branding and Marketing The board approved the Public Relations Committee’s recommendation to create a consumer-directed website and marketing campaign, with the goal of ultimately increasing traffic in member stores. The board committed to this campaign for at least two to three years.

Best Toys For Kids The committee has removed “marketable” from the criteria and is working hard to create a good list for voting, which will go live two weeks before Marketplace.

Site selected for 2014 Phoenix, Arizona, was chosen as the site of the 2014 ASTRA Marketplace and Convention. It was the most accessible and affordable for exhibitors and attendees.

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Actions not taken The board recommended that ASTRA not take a role in planning and organizing December sales meetings of manufacturers and sales representatives.

Barnes & Noble had approached ASTRA to give retailers the opportunity to become the first online sellers on the Barnes & Noble toy department marketplace, expected to compete with Amazon. After discussing the pros and cons of partnering with B&N, the board was concerned that information shared on their Marketplace site could be used to B&N’s competitive advantage similar to the way Amazon works.

It also noted that B&N is already a strong, competitive force in the toy industry, with 500 stores carrying toys and games and another 100 stores set to open similar toy areas. Although the board didn’t feel an ASTRA-endorsed relationship was appropriate given our focus on shopping local, retailers interested in working with B&N should contact them directly to find out more about their Marketplace site.

Lifetime Achievement Award For the first time, members will be able to self-nominate and nominate individuals for the Lifetime Achievement Award. A simple application, criteria and essay requirement will be used for nominations.

(“ASTRA Welcomes Its Newest Manufacturer Members” continued from page 18)

ents, teachers, artists, and anyone who loves stories. Gets people talking, listening, and laughing. Ideal for road trips, parties, game nights, improv, writer’s block, classrooms, camping trips, sunny days and rainy nights. Wild cards prompt you to go in directions you might not ordinarily go. Comes with a booklet filled with prompts, games, and suggestions.

Light and portable with a vintage design.

Non-competitive, creative fun and made in USA. Wrebbit Puzzles Inc. Montreal, QC Canada www.wrebbit3d.com From September 1991, the 3D puzzles invented by Paul-E Gallant (founder of Wrebbit Inc.) have captured the heart and imagination of millions of enthusiastic fans of all ages in several countries around the world. Key individuals who worked with Gallant decided to bring back to the toys and games industry THE most challenging and loved 3D puzzles under a new company name, Wrebbit Puzzles Inc. The company’s focus is to provide greater challenge to real 3D puzzle fans. Different price points and difficulty levels are offered. The 3D puzzles are manufactured in Canada and will be available for U.S. market starting June 24.

See us at Booth # 120 at ASTRA Marketplace & Academy to learn about our show and introduction specials.

Warm Fuzzy Toys Burlingame, CA www.warmfuzzytoys.com Since 1978, Warm Fuzzy Toys has been designing and producing high quality nature-related toys, novelties and souvenirs. Our approach has always been, and always will be, rooted in innovative and high quality products, competitive pricing, and superior service. Warm Fuzzy Toys is dedicated to products that are themed in Wildlife, Sea Life, Reptile & Amphibian, Insect & Butterfly, and Dinosaur as well as other amusements. We have found that by being single-minded in developing nature-themed products, we are able to bring the best possible array of products to market. Warm Fuzzy also features licensed merchandise from World Wildlife Fund™ and Bozo™ the clown.

ASTRA

YOUR BUILDING BLOCKS FOR SUCCESS: Marketplace & Academy – June 10-13, 2012 Baltimore Convention Center and Sheraton Baltimore City Center

Make No Small Plans for Your 4th Quarter When it comes to profit, you are the architect of your store’s success. ASTRA’s Marketplace & Academy gives you the tools and toys you need to engineer a strong fourth quarter—all in one place, and all from manufacturers who understand your business.

ASTRA’s Marketplace & Academy is known for its productive but relaxing atmosphere and all the one-on-one relationship-building time with toy manufacturers that’s hard to get at other industry events.

Whether you come from across the country (use that plane ride to catch up on email, business planning, or sleep!), hop a train, or simply get in your car and drive to Baltimore, join us for one day or two or the entire event. You’ll leave with the year’s best deals and ready-to-use retail strategies for building your business in 2012.

Consumer Anthropologists Rich Kizer & Georganne Bender Kizer & Bender have a thing or several to tell you about your customers. Nationally recognized as experts in generational diversity, marketing and promotions, and everything retail, they’ve been proclaimed Consumer Anthropologists because they fearlessly stalk and study the most elusive of mammals: today’s consumer.

Kizer & Bender are the authors of Champagne Strategies on a Beer Budget! and Jingle Bells … Christmas Sells! (co-authored with Debra Templar). Their findings have been featured in the ABC News special report “How Stores Hook You.” Their column, Georganne & Rich on the Road, was twice honored with the American Society of Business Publication Editors Award of Excellence.

Morale Maven Barbara Glanz Careful — you just might catch a contagious case of enthusiasm at ASTRA’s Marketplace & Academy, and morale maven Barbara Glanz will no doubt be the cause. The good news is that you can take it back to your store and spread it like wildfire because Glanz will show you how to create an enthusiasm epidemic…and how improving employee spirit and morale can grow your bottom line.

Barbara Glanz, certified speaking professional, works with retailers who want to improve morale, retention, and service in their stores and with people who want to rediscover joy in their work and lives.

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SATURDAY, JUNE 9, 2012 6 – 8 P.M.

Meet and Greet The fun and networking start here. No registration, no reservation—just show up and relax at this casual pre-conference gathering. Enjoy old friends and make new acquaintances before the convention begins.

Sunday, June 10, 2012 7:30 – 8:30 A.M.

Continental Breakfast – provided by ASTRA 7:30 – 8:30 A.M.

Breakfast for New Members + First Time – provided by ASTRA Welcome, willkommen, bienvenue, welcome! ASTRA brings loads of fresh ideas and energy to Marketplace & Academy. We would like to get to know you! Stop by for a casual breakfast with the ASTRA Board and veteran members, and get an overview of membership benefits and how to make the most of Marketplace & Academy.

Opening Keynote Session - sponsored by Melissa & Doug 8:30 – 10:30 A.M.

Making Your Store A Destination…with CRACKLE! Rich Kizer and Georganne Bender, Consumer Anthropologists (continued on page 24)

Get More From Your Store BUILD YOUR BUSINESS AT ASTRA’S MARKETPLACE & ACADEMY

AMERICAN SPECIALTY TOY RETAILING A SSOC ATION

Marketplace & Academy The year’s biggest gathering of the specialty toy industry

EXHIBIT HALL ONLY?

it’s free! www.astramarketplace.org

Visit www.astramarketplace.org or call 1-800-591-0490 for more information.

Growing your specialty toy store?

You need new products, hot deals, and surefire business strategies.

Find all the TOYS and TOOLS you need in one place: at ASTRA’s Marketplace & Academy.

(“YOUR BUILDING BLOCKS FOR SUCCESS…” continued from page 22)

You may have noticed something missing in many retail stores lately. Too many stores look and feel the same: stale, uninspired and staffed with people who look like they would rather be somewhere else, doing something else. Not your store, you say? How do you know? What if your perception is wrong?

You want your customers to feel that wonderful sense of anticipation when they walk in your door. Consumer Anthropologists Rich Kizer and Georganne Bender call it “The Crackle Factor™.”

Learn how to make your sales floor crackle again by understanding: • What today’s demanding customers expect; • How to see your store exactly as your customers see it; • Street-savvy relationship building techniques to spin your doors; • Low cost and no cost ideas to motivate associates.

Retail Session

Child Development: The Importance of Play & Learning Susan Magsamen, Johns Hopkins University The good news about play is that it is fun…and much more.

Play also helps kids learn and develop essential skills. This session will explore new tools that help parents, teachers, and others understand how children learn. You will hear about L-m, a web portal on the science of learning, and the Ultimate Block Party, an event that makes the research fun and understandable for families. And you won’t want to miss your introduction to Curiosityville, an innovative on- and off-line learning world for young children and their families.

Noon – 1 P.M..

Join us for a hearty lunch sponsored by ThinkFun

11 A.M. – noon

1:30 – 2:30 P.M.

Choose One Session

Choose One Session

Retail Session

Retail Session

Are Your Promotions Causing Commotions?

Social Media Strategies for Retailers

Rich Kizer and Georganne Bender, Consumer Anthropologists Do you long for traffic-building, door-spinning events and promotions in your store that attract customers like crazy? This seminar is chock full of insider tricks of the trade and practical suggestions that will help you blow away your competition without blowing your budget. You’ll learn how to host retailer-tested, major and minor events and promotions that span all seasons, plus marketing ideas, PR plans and all the how-to instructions, ad slicks, templates and more you’ll need to thrill your customers and drive your competition crazy.

Rich Kizer and Georganne Bender, Consumer Anthropologists Social Media Marketing is about saying and doing the right things to keep fans and followers engaged. It’s also an extension of your store. Is your social media doing your brand justice?

Social media platforms change quickly. You’ll see social media examples from a variety of retailers, in a variety of industries.

And you’ll leave this session armed with practical, real-world social media tips and techniques to help you grow your business!

Retail Session

Getting Serious About Profit

Retail Session

Triple Your Profit with Realistic Planning Al Bates, ProFit Planning Group Only about 10% of all companies make an adequate profit.

Most independent retailers have an income statement that misleads them about the profit they are actually generating and reports that help them look over their shoulder, but do nothing about planning for the future. This session will demonstrate how to develop a profit-based plan that is realistic and will help ensure financial success.

Retail Session

Small Store Panel Discussion – Make the Most Out of What You Have Now Moderator: Jeff Franklin, Franklin’s Toys Looking for ways to grow your small store (annual sales volume of less than $500,000) without adding square footage?

This panel of specialty toy-store owners – including some with multiple, but small, locations – share tips and tricks for maximizing space, minimizing expenses and growing profits.

Al Bates, ProFit Planning Group This seminar will demonstrate how to improve your financial results — not just a little, but a lot. It focuses on profit as the primary goal of your annual plan and on prioritizing your day-to-day efforts on tasks that have the greatest payoff. With a profit-first approach, all of the other elements of the planning process will revolve around reaching that profit goal.

Retail Session

Child Development: The Importance of Play & Learning Susan Magsamen, Johns Hopkins University For your convenience, this session is a repeat of Susan Magsamen’s discussion. (continued on page 26)

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(“YOUR BUILDING BLOCKS FOR SUCCESS…” continued from page 24)

Retail Session

Manufacturer Session

Inventory Management – Learn to Love Terms of Endearment

Panel Discussion – Nothing Happens Until Someone…Makes It

Paul Erickson, RMSA Retail Solutions LLC Back by popular demand! Retailing can be like a huge maze. To best navigate, you need to learn some key “terms of endearment” profit concepts that every retailer needs to identify, understand and implement in their stores. Get the latest on: • How to recognize shopping patterns to maximize sales potential; • Inventory … it’s not how much you have but how much new you have; • The five truths about markdowns and how to get them under control; • GMROI says you are NOT a buyer but an investor in merchandise.

Looking for some answers to basic – and not-so-basic – questions about manufacturing your product efficiently and costeffectively? Don’t miss this valuable session designed to give you manufacturing solutions for today’s global economy. Our panel will discuss how trading partners can help you, how to manage production costs, ways to ensure quality control at overseas factories, how to pay overseas factories, the latest news in safety testing, and how to get product to U.S. fulfillment warehouses.

Retail Session

Large Store Panel Discussion – Examining the Bigger Picture Sponsored by UL-STR Moderator: Phil Wrzesinski, Toy House and Baby Too This panel discussion by several retailers with large or multiple location stores will cover management styles and philosophies about division of labor. How can you spend more time working ON your business rather than working IN it? What jobs make sense to delegate to staff? How can you, as the owner, use your time for the biggest payoff?

Sales Rep Session

Roundtable Discussion – Leading from the Middle Led by Debby Owen, Maggie & Me Every day, professional sales reps have opportunities to share their expertise, ultimately leading to greater profitability for the retailers they serve. They also have an obligation to keep manufacturers informed of what’s happening “on the ground.”

Come ready to discuss topics of interest that are unique to the “middle man” position and learn from your peers. Each table of 6-8 reps will discuss their topic and then share with the larger group.

3 – 4 P.M. Sales Rep Session

Panel Discussion – The Vendor and Sales Rep Relationship Moderator: Dana Barnes, High Five Inc. A panel of experienced sales reps and manufacturers will discuss the expectations and roles each play in the toy industry.

In a quickly changing world, we’ll explore this topic from both sides of the street.

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3:30 – 5:30 P.M.

Kits, Kits and More Kits Sponsored by Thames & Kosmos and ALEX This popular session lets you see for yourself why kits provide children with hours of self-directed, educational fun. Join us for an afternoon of hands-on exploration inside the box of every kit category.

5 – 6 P.M. Manufacturer Session

Panel Discussion – Nothing Happens Until Someone…Sells It Moderator: Lea Culliton, HABA USA The three most important things in the toy industry are sales, sales and more sales. When your warehouse is loaded with great product, you better understand the best ways to sell it. This session can help. From our panel of experts, learn about best practices for working with reps, exhibiting at industry trade shows, and how to create a catalog that sells.

7 – 11 P.M.

ASTRA’s 20th Anniversary Bash, Sponsored by Safari ASTRA is 20 years young in 2012, and it’s time to celebrate 20 years of working together to build our retail businesses. Get all jazzed up to enjoy live music and fantastic food at Power Plant Live, located just steps away from the inner harbor. Complimentary transportation will be provided starting at 6:30 p.m. from the Sheraton Baltimore City Center. (If you register for the full conference, this reception is included in your registration fee.)

Monday, June 11, 2012 8 – 9:30 A.M.

Awards Breakfast and Business Meeting – sponsored

by Playmobil Come one, come all for a delicious hot breakfast and a meeting with the ASTRA Board of Directors. All members are welcome to attend the business meeting. Learn what ASTRA has in store for the coming year and join us as we present the prestigious ASTRA Member Awards and honor one of our own for the ASTRA Lifetime Achievement Award presentation. (continued on page 28)

A BIG Opportunity!

DOUGLAS is proud to bring you a collection of playful plush and fun fashion as never seen before!

Available Now! 800-992-9002 DouglasToys.com (Click on Clifford the Big Red Dog)

DOUGLAS

®

™ & © Scholastic Inc. CLIFFORD THE BIG RED DOG and associated logos are registered trademarks of Norman Bridwell. All rights reserved.

(“YOUR BUILDING BLOCKS FOR SUCCESS…” continued from page 26)

9:30 A.M. – 6 P.M.

Exhibit Floor Opens – Construct a Profitable Fourth Quarter…Plus Win Valuable Prizes!

Every year ASTRA Marketplace attracts over 50 new and first time exhibitors with product so new it’s never been exhibited anywhere before. Many regular ASTRA manufacturers are showcasing their product only at the ASTRA Marketplace. So clear your calendar and make this the place to find the best and newest toys your customers have come to expect from you. Be sure to get a ticket with every order you write to be entered into a raffle for a chance to win an iPad and other valuable prizes.

9:30 A.M. – 6 P.M.

Best Toys for Kids Finalists Display and Voting ASTRA’s signature Best Toys for Kids program is a proven attention grabber for your store during the holiday season, and ASTRA provides great user-friendly tools to support your sales of Best Toys for Kids winning products. Stop by to see the products nominated by your fellow retailers for this honor, and vote for your top picks at the booth. Winners (approximately 22 toys in several categories) will be announced at the Wednesday closing session.

Noon – 1 P.M.

Lunch in Exhibit Hall – provided by ASTRA 2:30 – 3:30 P.M.

Ice Cream Social Sponsored by Wikki Stix 5 – 6 P.M.

Exhibit Hall Cocktail Reception 7 – 10 P.M.

Game Night: Take on inventors and manufacturers!

Sponsored by Jax Ltd. If you play a game yourself and have fun with it, your ability to sell it to someone else will increase dramatically. It is all the more fun when you can say you learned how to play it directly from the inventor ... and won! This round-robin game fest gives you plenty of time to experience many great new stars for the holidays. Take the excitement back to your sales floor and watch your game sales soar.

Tuesday, June 12, 2012 8 – 8:30 A.M.

Continental Breakfast – provided by ASTRA Start your morning on the right foot with ASTRA. Join us for a continental breakfast and chat with ASTRA friends over hot coffee and scrumptious pastries.

8:30 – 9 A.M.

Neighborhood Toy Store Day – Promoting Your Store It’s the day we celebrate your uniqueness in the marketplace, your contributions to the community and the smart, cool toys you love to sell. Learn how Neighborhood Toy Store Day can be one of your best-selling Saturdays in November. We’ll share dayof-activity suggestions, marketing tips and tools, plus Facebook and Twitter campaigns that will get you noticed.

9 A.M. – 5 P.M.

Exhibits Open Another full, uninterrupted day with toys and vendors! By 5 p.m., you’ll be set with most of the hot selling classics and innovative new toys your store will stock for the holidays — and you’ll have gotten a hefty discount on most products in the bargain!

9 A.M. – 5 P.M.

Best Toys for Kids Finalists Display and Voting ASTRA’s signature Best Toys for Kids program is a proven attention grabber for your store during the holiday season, and ASTRA provides great user-friendly tools to support your sales of Best Toys for Kids winning products. Stop by to see the products nominated by your fellow retailers for this honor, and vote for your top picks at the booth. Winners (approximately 22 toys in several categories) will be announced at the Wednesday closing session.

Noon – 1 P.M.

Lunch in Exhibit Hall – provided by ASTRA 5 P.M. – until…

Free Evening with Family and Friends!

Baltimore! Home of crab cakes and the Orioles, Inner Harbor and Edgar Allen Poe! You will find plenty of family-centered attractions to enjoy, and lots of fun stuff for grown-ups, too! Visit www.astramarketplace.org for help in planning your trip to Baltimore. For starters, stop by Baltimore’s Harborplace on the waterfront, home to many tasty restaurants, unique shopping, famous museums, live entertainment, local pubs and taverns. Although nearly everything is within easy walking distance, you can also explore Baltimore’s many one-of-a-kind neighborhoods, museums and attractions via the fast, free and green Charm City Circulator. Other enjoyable options include water taxis, trolley tours or harbor cruises. (continued on page 30)

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(“YOUR BUILDING BLOCKS FOR SUCCESS…” continued from page 28)

Wednesday, June 13, 2012 8 – 8:30 A.M.

Continental Breakfast – provided by ASTRA Join us for a continental breakfast and chat with ASTRA friends over hot coffee and a light breakfast.

8:30 – 9:30 A.M.

Choose One Session Retail Session

The Simple Truths of Service inspired by Johnny the Bagger Barbara Glanz, Morale Maven This session is based on an unforgettable story about a young man with Down Syndrome who changes the culture of a grocery store by being creative and giving customers more than they expect. You will learn ten simple truths of service that will help you reshape your store culture around serving the customer.

It will grab your heart and get your creative juices flowing on ways to create “customer enthusiasm” in your organization.

Retail Session

Pricing For Profit Phil Wrzesinski, Toy House and Baby Too Back by Popular Demand! Phil Wrzesinski will discuss ways to increase profits through pricing from a customer’s perspective.

Perception is reality, and your customers’ perceptions of your store’s prices are part of your public reputation. Here’s the good news: you don’t have to discount to have value. In fact, you can increase your prices and sell more at the same time.

Retail Session

Products for Children with Special Needs Aviva Lipner and Alyssa Cotton, Kids Theraphy Place and Steve Pechter, Pechter Play Kids love to play, and children with disabilities are no different. Your store is known for your exemplary service — especially around helping parents and grandparents select toys that fit the specific needs of the child. This session will help you increase your knowledge and comfort level about helping kids with disabilities enjoy the magic of play.

Retail Session

• The one thing most business owners don’t plan for; • Why business owners are such lousy investors; • The four proven investment rules you must follow today to help you reach your goals.

Retail Session

Building Eye Catching Window Displays Erin Blanton, Pufferbellies Toys & Books for Children What’s In Your Windows? Have you run out of good display ideas? This session combines a high dose of inspiration with practical display tips and tricks from other ASTRA members.

See creative windows designed for stores like yours, and share timesaving and budget conscious ideas with others.

Closing Keynote Session 10:00 A.M. – noon

Spreading Contagious Enthusiasm – Creating a Workplace of Passion, Purpose and Productivity Barbara Glanz, Morale Maven Is your organization experiencing overwhelming change, high employee turnover and low morale, increases in customer complaints, or burnout from having to do more with less? Are your employees struggling to find a balance between their work and home lives or do they simply need a boost of positive energy? If so, Barbara Glanz can help you!

Raise morale, reduce turnover, increase productivity, and have more fun at work – the wonderful news is that all this can occur in your workplace with very little cost. In this presentation you will learn how to create a work environment where people treat one another like valuable human beings with a sense of mission that their work is important and where appreciation and joy are present, no matter how serious the work may be.

You will learn dozens of real-life, creative, low cost, immediately applicable ideas that you can implement in your own workplace. Learn to maximize personal productivity and organizational success.

Protecting Your Assets Ric Edelman, Edelman Financial Services Given today’s economy, it’s not unreasonable to be worried.

The good news, though, is that you can still achieve your financial goals. Ric Edelman, twice named the #1 independent financial advisor in the nation by Barron’s, will show you:

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For the latest information about ASTRA’s Marketplace & Academy, please visit www.astramarketplace.org or call 312-222-0984

ASTRA’s Marketplace & Academy is generously sponsored by the following companies:

Diamond Level Sponsor

Platinum Level Sponsors

Gold Level Sponsor

Silver Level Sponsors

Visit these astra stores while in maryland aMuse Toys

Dancing Bear Toys and Gifts

2576 Quarry Lake Dr Baltimore, MD 21209 (410) 415-0000

12 North Market St Frederick, MD 21701 (301) 631-9300

aMuse Toys

Franklin’s Toys

1623 Thames St Baltimore, MD 21231 (410) 342-5000

558A Ritchie Hwy Severna Park, MD 21146 (410) 544-1844

Anglo Dutch Pools and Toys

Franklin’s Toys

5460 Westbard Ave Bethesda, MD 20816 (301) 951-0636

2327c Forest Dr. Annapolis, MD 21401 (410) 544-1844

Barstons Child’s Play

Jack in the Box Toys

Congressional Plaza 1661 Rockville Pike Rockville, MD 20852 (301) 230-9040

9101 Reisterstown Rd Owings Mills, MD 21117 (410) 653-2666

Barstons Child’s Play Village of Cross Keys 86 Village Square Baltimore, MD 21208 (410) 435-0804

Calico Toys and Games 212 Talbot St PO Box AA St. Michaels, MD 21663 (410) 745-6229

Crackerjacks Inc.

Bronze Level Sponsors

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7 S Washington St Easton, MD 21601 (410) 822-7716

Pikesville Toys Inc. dba Jack in the Box Toys 9101 Reisterstown Rd Owings Mills, MD 21117 (410) 897-0644

Shananigans Toy Shop 5004 B Lawndale Ave Baltimore, MD 21210 (410) 532-8384

Toy Castle - Potomac 11325 Seven Locks Road Cabin John Mall Potomac, MD 20854 (301) 299-0680

Baltimore: A Guide to Charm City

by Tom Towles, aMuse Toys

lthough a Top 20 in terms of U.S. population, Baltimore is very much a city of made up of smaller neighborhoods, each with a very distinct personality, vibe and appeal. While visiting our charming city for the upcoming ASTRA show, there are some places you should try to check out if you stray away from the convention hall.

Within walking distance or a short water taxi ride, three of our neighborhoods are easily accessible: Federal Hill, Fells Point and Canton. Much less touristy than the Inner Harbor center, they have wonderful shops, bars and restaurants.

A walk to Federal Hill, home to one of the five city-owned markets, Cross Street Market, is a great place to wander and experience a true Baltimore landmark. You can also visit Federal Hill Park, which overlooks the entire city and was an important vantage point for major battles. From the Inner Harbor, a short water taxi trip and you can visit Ft. McHenry (home to the battle that inspired Francis Scott Key to write what would become our National Anthem). It is free to walk the grounds and visit the gift center, but a nominal fee to tour the actual fort. The water taxi continues on to either Canton or Fells Point.

Fells Point began as an important shipbuilding port. Here, they developed the famed Baltimore Clipper ships, built the first two ships in the U.S. Navy (Constellation and Enterprise) and also financed the private pirates (“privateers”) that helped win the War of 1812.

A

In addition to great Fells Point independent shops, like our very own aMuse Toys, there are a number of famous watering holes including The Horse You Came In On, thought to have been the last place Edgar Allan Poe had a drink before he died.

Other places not to miss include: • The B&O Railroad Museum: A cathedral to trains and the location of the first mile of railroad track in the U.S. It’s a short cab ride or decent walk from the convention center. http://www.borail.org/ • The Maryland Science Center: Great family place to visit, right in the heart of the Inner Harbor. IMAX movies, great exhibits and wonderful hands-on activities for even the youngest in the family. http://www.mdsci.org/ • Camden Yards: The Orioles will have two teams visiting during the convention. It is inter-league play, so the Phillies and Pirates will be in town. Tickets can typically be had right up to game time, although sometimes with the proximity to Pennsylvania, these visiting teams bring a lot of fans with them.

• I have to keep our favorite crab house a secret, but if my wife, Claudia, or I run into you while you are here, we may just have to tell you.

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Record-breaking nonstop motorized spinning top!

Lights up!

Choose from battling set or individual top.

:H GULYH \RXU VDOHV WR QHZ KHLJKWV Bristle-based movement by vibration! Cars navigate around obstacles on & off the track. Counter display promotes impulse sales and demonstrates racers.

Spins on the wall and ceiling!

Flies & returns back!

Indoor & Outdoor Fun! Lights up !

&217$&7 86 LQIR#GD\GUHDPWR\ FRP 9,6,7 86 ZZZ GD\GUHDPWR\ FRP

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ASTRA Marketplace Manufacturers’ Specials A Wish Come True Booth #844 Whimsical costume apparel and accessories for kids. Made in the USA. Free shipping for all orders placed at the ASTRA show.

Aeromax, Inc. Booth #928 $300+ = FFA; $600+ = FFA, N60; $900+ = FFA, N90. Minimum order $120. $10 charge & pre-pay for less than minimum order.

24-piece parachute displays excluded from $120 minimum. Minimum of 2 displays.

2% bonus for prepaid orders! FFA: Customer may deduct the cost of freight if invoice is paid within terms. Freight Policy for contiguous 48 states only! Orders are FOB Lake Barrington, IL USA Standard terms: Opening order prepaid! N30 from date of invoice with approved credit.

AG Industries Booth #953 $500 = FFA N30; $625 = Whitewings Flight Center (best-seller assortment), FFA for all 2012, N30; $800 = FFA for all 2012, N30.

All The King’s Games Booth #114 Come visit our booth and take advantage of our ASTRA “Show Only” special: 5% discount on orders over $300. Plus... Plus, try our new and unique brainteaser game, and enter drawing to win an exciting prize!

Alphabeasts Booth #1102 Free freight and display during the show.

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Always Been Creative, Inc. Booth #126 “You fill in the BlankZ,®” the most creative and sustainable toys that allow you to color your own look and character.

Then if you want you can wash/dry and color again! Each set includes a blankZ toy, 5 color markers (black, red, blue, yellow and green) and a blankZdrop card in a full color acetate box. Show special: Purchase at show, get 5% discount.

Be Amazing! Toys Booth #829 $600 = FFA, N60; $400 = 1/2 FFA, N30; $300 receives free Demo/Playday kit ($20 value) if requested on order form or P.O. One per order.

Conditions: Orders must be in full cases and shipped to one address. Customer must be in good credit standing and invoices must be paid per terms to qualify for freight specials and dating.

Ann Williams Booth #1410 Loopdedoo, Talkatoo and Talkatales specials: $500 = FFA. Specials apply only to orders placed at ASTRA Marketplace.

Bead Bazaar USA Inc. Booth #414 Please stop by Bead Bazaar (Booth #414) to view our creative, fun and exciting new items for 2012, and receive FFA on all orders of $250 placed at the ASTRA show. We thank you for your continued support and look forward to seeing you there!

Aquastone Group, The Booth #115 $350 = N60; $500 = 1/2 FFA + N60; $750 = FFA + N60; $1000 = FFA + N60 + Free Wooky Girl.

Asmodee Editions Booth #847 We are pleased to be able to offer a show special at ASTRA! Customers who visit our booth will receive a 10% discount, no minimums, and free shipping on any prepaid order!

BANANAGRAMS, Inc. Booth #1134 $180 = 3 free games; $360 = 6 free games; $540 = 9 free games; $720 = 12 free games; $900 = 15 free games; $1000+ = 21 free games.

BC USA Booth #851 Low minimum $100 order. $300+ = FFA.

BeginAgain Booth #1202 $200 minimum order ($350 original); $500 + = FFA; $1000 = FFA N60 (with approved credit). We will also have additional daily specials in the booth available.

BEKA, Inc. Booth #929 Beka’s natural wood products provide a great Made in America option — just what people are looking for! Great products, great prices, and a show special too! 10% off all items costing $50 or more; 5% off everything else! $1,500 = FFA; $750 = 50% freight. Show orders ship by Aug. 31.

Bereb Enterprises Tabletop T2 Receive a 15% rebate after payment.

Special ends Sept. 1.

Best of Best Toys Booth #1321 $750 = N30 and FFA (IF and ONLY IF invoice is paid on time) OR $500 paid via CC = 5% discount. Specials cannot be combined. This special will run from June 10-15 (no exceptions). Come play and learn our new games in the booth!

Betty Lukens: Fun With Felt Booth #1621 Free freight.

Blue Box Toys, Inc. Booth #1232 Bkids is an innovative brand for infants & preschoolers that offers quality items. We are committed to producing products that offer true value while meeting relevant safety standards. Additional 10% off on non-discounted (non-promotional) items.

FFA with minimum purchase. Any order placed during June is eligible for the show specials. Please visit us for more details on conditions.

Blue Orange Games Booth #743 $750 = FFA, N30; $1,000 = FFA, N60.

Visit us Booth #743 to discover our four truly amazing new versions of Spot It and five new games!

Bruder Toys America Inc. Booth #1028 $600= FFA with credit card payment. $1250 = FFA, N60, based on credit approval. $1250 = FFA & 4% discount with credit card payment. All Bruder invoices receive a 1% defective allowance.

Orders must ship by June 29, 2012. Bring a business card to our ASTRA booth and you can use this special again for a reorder to ship by Aug 17.

BuckleyBoo Booth #1155 Recently awarded Parenting Magazines Best in Play 2012, BuckleyBoo is an award-winning line of toys that encourage cognitive development through multistage learning for kids 18 months - 4 years. Show special: $300=10% off.

Channel Craft Booth #1305 Toss a bean bag for a chance to win freight, discounts or extended terms!

Citiblocs, LLC Booth #519 $500 = 1/2 FFA. Free demo blocks and small glued models upon request for all orders.

Cloud B Booth #750 FFA on entire order when 12 Lagoon/Tranquil Turtle are on the order.

Valid until June 13. For delivery in continental U.S. only. Maximum of 24 Tranquil Turtles per order.

Constructive Eating, Inc. Booth #1017 Stop by and see our award-winning Construction Line and Garden Fairy Line of utensils, plates and place mats. Our new plush items were a hit at Toy Fair; come see why! Our utensils and plates are proudly Made in the USA. $100 = FFA. Order 3 of our new plush items = 5% off entire order.

Continuum Games Booth #1022 $300 = FFA OR N60.

Crazy Aaron’s Puttyworld Booth #1009 Free shipping on orders $200 or more! Orders must ship within 6 weeks of show dates.

Creative Education of Canada Inc. Booth #943 ASTRA Member Specials: $500 = 1/2 FFA, N30; $1000 = FFA , N30; $2000 = FFA, N60. Must have approved credit to receive terms. Special good through Dec. 31.

Crorey Creations Inc. dba Choose Friendship Company Booth #911 Receive free shipping (Continental U.S. only) on any order of 12 units or more of one of our products.

Offer is valid through June 30, and all products must ship by that date to be eligible for the special. Come to booth 911 for further information!

Daydream Toys LLC Booth #1036 $300 = half freight; $500 = FFA. Designing Star/ Magna Card Booth #855 10% off all orders written at the show.

Discover with Dr. Cool Booth #1518 Show Special: $500 = FFA plus an additional 5% off when you pay with Visa/MC. Discoveroo Educational Toys & Games Booth #701 Made of 100% plantation woods, Australia’s Discoveroo products are designed to encourage creative play. Buy 6 of each SKU (Patisserie Set, Windmill Stackeroo, Sort ‘n’ Tip Garbage Truck, Farm Set, Fruit Music, Car Racing Set, Rainbow Sorter & Construction Set) & receive 6 free Six Car Sets ($120 value).

OR Buy 3 of each SKU and receive 2 free Six Car Sets ($40 value).

Do-A-Dot Art Booth #506 $1200 = FFA, N120; $800 = 10% discount, N90; $400 = 5% discount, N60; free Glam Art party for 12 on all ASTRA show orders.

Creative Foundry Games Tabletop T4 10% off all orders paid for in full at the show! (excluding shipping).

MOQ=1 case (10 units); orders must be in case multiples. astratoy.org

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DuneCraft, Inc. Booth #101 Come see DuneCraft’s themed terrariums, seeds and plant kits, as well as new novelty polymer headers and impulse items. All DuneCraft items are fun, educational, nontoxic and Made in USA! $350=FFA; $650=FFA, 5% discount. Orders must be prepaid, written at list wholesale and handed in during the show.

Easy Playhouse Booth #1500 Free shipping on purchases of two or more cases of playhouses or castles.

Edushape Booth #206 Exciting promotion for ASTRA attendees – details at booth 206.

Come see new products in Water Play, Construction, Infant/Toddler, Music & Puzzle/Games categories. Free give-aways (while supplies last).

Eitech America Booth #1509 Designed to promote fine motor skills, creativity and engineering prowess in children and teens, Eitech and Teifoc construction sets leave no boundaries for the imagination. Designed, engineered, and manufactured in Germany. N60 with approved credit, 10% discount special applicable to ASTRA members only. Orders must be written at ASTRA show.

Elf Magic Booth #751 Please visit Booth #751 to learn more about our Elf Magic Christmas tradition! Take part in our ASTRA special and receive six free Elf Magic Memories Keepsake Journals with a minimum order.

If you are new to our tradition, please inquire about our ASTRA special introductory starter package, which includes an assortment of 24 Elf Magic Elves.

Elf on the Shelf, The Booth #1042 New Scout Elves, figurines, books and so much more. The workshop will never be the same. 1/2 FFA on 1st ship date.

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ENDLESS GAMES Booth #323 Family Games, Party Games, Card Games, Dice Games.

Endless Games are endless fun! ASTRA members show discount: $500 = 1/2 FFA, N30, 5% discount; $1,000 = FFA, N60, 5% discount; one case (Zoo Panic game) = free sample.

Fashion Angels Enterprises Booth #746 With credit approved: N120 on all orders. $500 = N120 + FFA; $1,000 = N120 + FFA + free product.

Flying Rabbit Enterprises Tabletop T3 A one-time 5% discount on orders from new and existing customers. Plus a 5% one-time shipping cost discount on orders. We also provide, at no cost, an instructional DVD explaining the play of Baffle! that can be shown to customers, plus a second longer DVD that explains Baffle!’s play with selling tips that are beneficial for sales personnel. In addition, we provide a short DVD showing 4 young people solving Baffle! collaboratively.

FS-USA/Mega Marbles Booth #817 $450 = FFA or 15% discount; buy 12 Bouncers (any combination) and get 1 free for store display; buy 6 Let’s Play! marbles and get 1 free.

Fun and Function LLC Booth #804 FFA with orders of $300 or more placed at the ASTRA show.

Fun Q Games Booth #1146 ASTRA members will receive the following special offer for all orders placed at Markeplace and Academy or through the end of June: $50 = FFA, N30, 10% discount; $500 = FFA, N60, 15% discount.

Free demo copies for all new customers.

Fundanoodle Booth #1404 10% off all opening orders.

Funnybone Toys LLC Booth #1617 Funnybone Toys™ makes games that use good design to stimulate creativity. They give your brain a workout – while you’re having so much fun you don’t even notice you’re learning! Special: $90 = minimum order; $270+ = FFA, N30. Conditions: Net 30 upon approved credit. Special offered through 2012.

Gamewright, A Division of Ceaco Booth #1302 $300 = 10%. $300 plus 5 new items = 10% and N60 with approved credit. Must ship by Aug. 1.

Geotoys Booth #215 All orders 20% FA. Over $250= 1/2 FA, N60; over $500 = FFA, December dating.

Come and see our new items: Puzzle Pouch™, Puzzle Purse™, Flag Frenzy™, and GeoBlocks!

Gollnest & Kiesel Booth #753 Combine all three lines for specials — Holztiger, Goki, Anker. $500 = 5% discount; $750 = 7.5% discount; $1,000 = 10% discount; $1,500 = 15% discount.

Green Toys Inc. Booth #1011 FFA on all show orders!

Must be received by June 20. Standard terms apply.

Greenpoint Brands LLC Booth #1004 $300 = FFA; $500 = FFA, 5% discount.

Starts at ASTRA Show till end of the month: June 9-30.

HABA USA Booth #1021 $100 = FFA for all orders written at the ASTRA Marketplace.

Harrisville Designs Booth #214 $400 = FFA; special potholder product package deal, a $495 value, only $445.50. That’s a 10% savings and FFA!

Haywire Group, Inc., The Booth #616 Half off freight on orders of $200 or more and FFA on orders of $300 or more.

Hedstrom Specialty Booth #918 Minimum order = $150; $450 = FFA with credit card purchase; $500 = FFA, N60 with approved credit references. 5% Discount on orders placed at the ASTRA show. Stop by Hedstrom Specialty Booth #918 to see all of the new items for fall!

High IntenCity Booth #952 Order $700+ = FFA; $840+ = FFA and 40 Free CHARM IT!® Pouches; $1200+ = FFA, 40 Free CHARM IT!® Pouches, and 1 dozen Free CHARM IT!® charms of your choice.

Offer valid from June 10-13. Promotion is available to ASTRA members only, cannot be combined, is not retroactive and can only be used on a single order placed at ASTRA Marketplace.

ImagAbility Inc. Booth #408 $350 = 1/2 FFA; $600 FFA plus for each unit of WEDGiTS Building Block Sets (i.e.Junior, Starter or Deluxe) ordered, receive 1 (one) deck of Design Cards FREE. N30 on approval. Continental U.S. ship-to locations only. Orders must be placed at the show for immediate shipment. No other promotions apply. Note: Add-ons and accessories do not qualify for free cards.

INI, LLC Booth #326 Announcing a bold new word game that the educational community will thank you for! And it’s award-winning. ASTRA show special: $300 = 5% discount and free demo; $500 = 10% discount, N30, and free demo; $1000 = 10% discount, N90 and free demo. We accept MasterCard, Visa, and AMEX. Valid June 10-13.

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innovativekids.com Booth #315 ASTRA Fair Special: Order $500 net, FFA, N90, 53% discount. Cannot be combined with any other deal. Special code must be on order: IKSS12. Non-returnable U.S. customers only.

Innovention Toys Booth #1408 Order 12 games (2 casepacks of 6) and receive 3 free beamsplitter expansions ($36 retail value). Must place order at the show to ship within 30 days. New retailers only: Receive free demo with the purchase of 12 games (11+1 demo).

International Arrivals Booth #1316 $250 = 5%; $500 = 10%.

International Playthings LLC Booth #501 $750 = FFA, N60. Viking brand promotion as well as other special brand promotions will be offered.

IPG Booth #935 One order per store.

Promo code ASTRA. 24+ units earns +3%; 48+ units earns +5% and N60.

JC Toys Group, Inc. Booth #909 Orders placed at the fair for immediate delivery = N60. $1000 = FFA. Jeannie’s Enterprises, Inc. Booth #123 Your one stop fun shop for kids’ novelty, hair bows, dress-up, sunglasses, seasonal and much, much, more. $300 = N30, 5% discount; $600 = FFA, N45; $1,200 = FFA, N60, 7.5% discount.

This special applies only to orders placed during ASTRA show.

Juratoys US Corp.

Booth #1604 & 1600 Discounts will be available only for show orders. $600 = 5% discount; $1,500 order = 7.5% discount.

Just Jump It Toys Booth #1422 Come by and jump with us. Yes, Just Jump It will be bringing their “Double Dutch” skills to the ASTRA show for 2012. If you don’t want to jump you can always turn the rope. ASTRA members who place orders at the show receive: 12 free 8’ jump ropes and N60 on orders of 60 items or more.

Kaskey Kids, Inc. Booth #622 $350 = 5%, N30; $500 = 5%, N60; $1000 = 10%, N60; credit card payment = 10%.

KaZAM, LLC Booth #626 Buy 7 KaZAM Bikes, Get one free! Only on orders placed during ASTRA show.

Kenson Kids, Inc. Booth #1105 In recognition of National Autism Awareness Month, Kenson Kids will donate 10% of all profit on all sales placed in April to Autism Speaks, the nation’s largest autism science and advocacy organization. ASTRA show special: $250 = FFA and mention this ad for an additional 5% off orders placed at the show.

No minimums and free shipping on first orders, always! Phone 866-435-3436 fax 866-405-6706 orders@kensonkids.com.

KETTLER Int’l Inc. Booth #1522 2012 ASTRA show special: For orders written June 4-25, 2012: Tier 1 - $800 - $1199 = 1/2 FFA N30, 2% discount; tier 2 - $1200 - $1999 = FFA N60, 3% discount; tier 3 $2000 + = FFA N60, 5% discount.

Kid Galaxy Booth #204 Orders written at $1000 or higher will receive a 5% discount, N60 and FFA. Freight is billed and payment of invoice must be on time to allow the freight deduction. All other programs offered by Kid Galaxy cannot be combined with this offer.

Kid O Products Booth #1032 Kid O Products is pleased to offer the following show special: $500 = FFA; $1000 = FFA & 5%. This offer is valid from June 11 - 15 only.

Kids Preferred LLC Booth #946 www.kidspreferred.com. $500 = FFA, N90; $500 = FFA, 3% discount for credit card payment. Order must be placed at ASTRA Marketplace.

Klutz Booth #1420 Free freight on any show order. Order must be for immediate or as ready ship.

Lilliputiens Booth #1008 Valid for show orders with ship date before end of June. $600 = FFA; $750 = FFA + 3 #86258 Nicky boat for free; $1000 = FFA + 3 x 86205 Nicky bath game free.

Little Kids Booth #1228 Minimum initial order: $600. Free Freight on orders of $600+ with max 4cs of bubble solution.

10% discount on all orders written and turned in during 2012 ASTRA Convention (June 11-12). ASTRA show orders will be accepted until 6/22/12, honoring the dating and terms of show special, but the 10% discount will not apply. Orders must ship no later than 12/1/12 Payment terms: Net 90 days Reorders may be placed after the initial $600 order, reorder minimum of $250+ to qualify for FFA with a max of

2cs. of bubble solution. Reorder payment terms: Net 60 days. Reorders must ship no later than 12/1/12.

Little Yoga Mat, The Tabletop T5 The Little Yoga Mat is an eco-friendly mini yoga mat for ages 0-4. Great as a play, nap or to-go mat. Pediatricians promote them for baby “tummy time.” Comes in 2 soy-based ink designs: Lotus or Sun. Developed by a yoga teacher, and just the right size for small bodies. Starter Package (12 mats) $150=FFA, N30 + 1 FREE sample mat. Volume Package (48+ mats) FFA, N30, 10% discount. We accept checks, VISA or Mastercard.

Offer ends July 1.

LMD Games Booth #933 On any product, order 8 pay, for 7; order $160 of specified product, receive 1 case (4) Color Fever free.

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Magnote Booth #1054 GIGO blocks starter kits = free acrylic display + built sample with product offset! $500 = FFA. Makit Products Booth #1154 Minimum net freight discount, 24 pcs. N60 FFA, 15%; 48 pcs. 60 FFA, 20%; 144 pcs.

N90 FFA, 25%. Must pay within terms!

New store order: minimum net freight discount, 12 pcs. N90 FFA 25%.

Maple Landmark Booth #1133 For ASTRA members only: Place a $150 NameTrain order (track, accessories, and sets included) and receive a free 10-pack of As and/or free name drop on any standard customizable product, a savings of up to $30; and/or special pricing on case quantities of selected games and novelties. At show orders only, for immediate delivery.

Mark-My-Time Booth #1002 Buy any three casepacks and receive free shipping!

ASTRA members buying our new ereader light receive a free gift!

Matryoshka Madness! LLC Booth #1044 $250 = FFA, N30; $500 = FFA, N60.

Mechanical Kits LLC Booth #124 10% discount on all orders written and paid at the show by check or credit card.

Metre Ideas and Design Booth #1244 New for spring 2012! Toobalink construction system; build with paper towel and toilet tissue tubes! Made in the USA. No minimum order. $180 = 5% discount.

Discounts apply to orders placed during the show.

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Mindtwister USA Booth #319 To receive ASTRA specials orders must be placed at show and shipped immediately. No other discounts apply. ASTRA member specials: $300+ = flat ship rate of $12.50 per case, N30; $500+ = flat ship rate of $12.50 per case, N30, 5% discount; $1,000+ = FFA, N60.

MindWare Booth #1129 New! 2012 Freight Program: $250 = 10% cap; $500 = 5% cap; $1,000 = FFA. Offer expires Dec. 31.

Offer cannot be stacked.

MOGO Design, Inc. Booth #1311 ASTRA members receive FFA on show orders. Visit booth 1311 and recieve a free charm bracelet!

Monkeez Makes A Difference Booth #1300 $650 of qualifying Genuine Monkeez & Friends™ products = free 42” “Aggie” purple Zig-Zag monkey and free 72” floor displayer and sign.

Moosetache Games Booth #527 Hike by Moosetache Games: $66+ = FFA, N30, 9% discount; Rowboat Moosetache Games: $45+ = FFA, N30, 7% discount. Free domestic shipping (expires June 18, 2012.) For direct orders and promotional material please send us an email at david@moosetachegames.com.

Mudpuppy Booth #1308 $400 = 5% discount.

Minimum product order = free display.

My Friend Huggles Tabletop T9 My Friend Huggles life size dolls promote an inner wealth of core values. We provide tools for parents with this positive characterbuilding toy that is supported by an inspiring and playful interactive website. This innovative collection is proudly presented

by Great Divide corp. established in 1989.

My Princess Academy Booth #816 Stock your store with our expanded line of adorable dress up tutus, wing sets, princess dresses, baby dresses, accessories and cosmetics. See the newest lip gloss, nail polish and gift sets from Dubble Bubble, Dippin Dots and Nestle Candy. $500 = FFA, N30; $1000 = FFA, N60; $1500 = FFA, N90. For more information call 1-800-251-2522 or email sales@MyPrincessAcademy.com.

Namaste Kid Booth #1001 $300= N30, 3% discount; $500 = N60, 5% discount; 12 DVDs = free POP display.

NBT Wholesale Booth #709 5% off all products for purchases of $250 or more; 10% off all Ban Bao, Funrise and Airzooka products for purchases of $500 or more; 15% off all Original Airzookas, Ban Bao and Funrise products for purchases of $1,000 or more.

Neat-Oh! International LLC Booth #617 Special ASTRA NeatOh! Booth #617 show promotion! $250 = 1/2 FFA, N30; $500 = FFA, N30. Shoot to win! Come to Booth #617 and shoot hoops in the Go Sport™ Basketball Backpack for additional discounts!

Purchase 4 or more SKUs of either Dinosaur, Farmland™ or Neat-Oh! Full Throttle™ and receive a durable display sign. Please note: These promotions are for ASTRA members who place orders in Neat-Oh! Booth #617. No exceptions.

Manufacturers reps will be credited.

New York Puzzle Company Booth #1603 $500 = 5% discount and 6 free puzzles; $1000 = 10% discount and 12 free puzzles. Specials good for month of June and cannot be combined with other discounts.

Old Time Games Inc. Booth #327 Show Special! $300 = 5% Discount.

Opal & Twig Booth #122 Show special! $200 order = 10% discount.

Original Toy Company, The Booth #1143 ASTRA Special: $650 = FFA N30 + 5% discount; $1,200 = FFA N60 + 5% discount. Orders must be turned in at the booth to receive this special. Some products may be excluded from discount, consult booth staff.

Out Of The Box Booth #415 $200 = FFA. Outset Media Corp.

Booth #834 $350-$599: freight capped at 5% + N60; $600+ = FFA, N90.

Panache Place Booth #1205 $300 = FFA N60; $500+ = FFA, N Sept. 10; $750+ = FFA Net Dec. 10. Free gift at Booth 1205.

PartnerShip Booth #1502 The ASTRA Shipping Program, managed by PartnerShip®, offers you savings on every shipment you send and receive. Save up to 29% on select FedEx Express® services. Save up to 20% on select FedEx Ground® services. Save up to 10% on select FedEx Home Delivery® services. Save at least 70% on LTL freight arranged through PartnerShip.

Includes a bonus 5% online processing discount. Full details available at www.PartnerShip.com/22ASTRA/FedExd iscounts.

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Peaceable Kingdom Booth #508 ASTRA Marketplace extra extra special, valid June 11- 12 only. $350 = FFA, N30; $750 = FFA, N60 $1,500 = FFA, N90. All orders must be for immediate shipping.

Piggy Wiggies Booth #1520 Come visit our booth, adorable Howly Owls™, plush owl pillows and keychains and the award winning Piggy Wiggies®. Each item comes with a name and story and are all one big happy family! Free shipping and N60. Credit cards, checks accepted.

PlanToys, Inc. Booth #1043 Place an order with PlanToys at the show and receive: $500 = FFA; $1000 = N60; 15+ new 2012 SKUs = 5% of free items of your choice. 20+ new 2012 SKUs = 10% of free items of your choice.

Plasmart Inc. Booth #309 $500 = FFA. 12 Plasmacars = 1 free.

Playmobil USA Booth #903 Orders between $1,000 $1,899 = 2% DFI, $100 flat freight fee. N60. Orders between $1,900 - $3,999 = 2% DFI, FFA, N75.

Orders between $4,000 - $9,999 = 2% DFI, FFA N90.

Pomegranate Communications Inc. Booth #1317 Please visit our booth to see many of our exciting new puzzles, playing cards, memory games and more. $250 = FFA, N60.

Pop-In-Kins, Ltd. Booth #226 10% off on all orders until Sept. 1; $13.50/set, regular $15/set. 8 sets /case. Minimum order: 1 case. 8 cases or more = FFA within U.S.

Popular Playthings Booth #325 $400 = FFA, N30; $750 = FFA, N60. Prepay and get an additional 10% off! Case quantities are NOT required!

POSIM LLC Booth #852 Show Special: Free iPOSIM Mobile App! Receive one free mobile seat with POSIM purchases at the ASTRA show. iPOSIM is designed to enhance the POSIM EVO sales and inventory solution. This app will allow you to connect your iPhone or iPod to your POSIM EVO database so you can process sales and manage inventory on the move. $300 value.

Pressman Toy Corporation Booth #808 Come by the Pressman Toy booth to see the new line of iPieces app games for your iPad. Pressman’s iPieces combines the best of two worlds: the charm of playing a game together and the interactive world of the iPad. The games are suitable for the whole family, from young to old.

We will also be showing a variety of new original games and licensed puzzles. Visit Booth #808 to learn about our free freight offer and show special.

Prince Lionheart Booth #618 5% off max on $500+ order; 10% off max on $1,000+ order. Cannot be combined with any other offers. Offer good: June 11 – 15.

Quadrabyke Booth #1100 Quadrabyke is a new, innovatitive play cycle for kids ages 3-6. It transforms from a Quad into a trike or bike to suit the child’s ability. Rated 5 Star/Editors Choice

by Toy Man (www.childsafe.com), Parents Choice Silver Award; well-constructed, well-priced. (http://www.parentschoice.org) 4 units = 2.3% discount; 10 units = 5% discount; 50 units = 7.5% discount; 100 units = 10% discount. Terms: ASTRA members only, credit card cayment, offer available in show only.

Reeves International Inc. Booth #514 Reeves International’s 2012 terms for ASTRA members for our award winning, quality brands: Breyer Animal Creations®, Tolo®, Geomag® and Enchantmints®: Minimum order $100; orders of $750+ = FFA N60; $1,000 + = FFA N90.

Rich Frog Booth #721 FFA to the contiguous 48 states on all immediate ship orders over $500.

Rock ‘N Learn Booth #1104 Special ASTRA Offer – Get 16 DVDs, 7” DVD player, and counter display all for $210 (retail value $424.84). $300 = FFA; $700 = FFA N30, 52% discount; $1,000 = FFA N30, 55% discount. Free freight in contiguous U.S. only. Offer expires June 30.

RoosterFin, Inc. Booth #755 Our game line has grown since last year! Come visit RoosterFin games at Booth #755 during the ASTRA Marketplace. $100 = FFA. Free game sample with every order. Visit www.roosterfin.com or email sales@roosterfin.com for more information.

Roylco Inc. Booth #919 $500 = FFA; 55% Off MSRP on 2012 NEW Items.

Schylling Toys Booth #605 Come see the exciting new Schylling Toys at Booth #604. Orders of $500+ placed at the show receive FFA N60 and a 5% discount.

Shainsware Booth #717 Exciting new introductions for specialty retailers and a free customized bracelet when you visit the booth! $250 = FFA; $500+ = FFA. plus free in store promotion package for ASTRA members ONLY.

Safari Ltd. Booth #301 $450 = FFA N60; $750 = FFA N90, 5% discount.

Saturnian 1 Inc. Booth #1031 Orders taken at show. $200 =5% N30; $751 = 6% N30; $1200 = FFA N60 (FFA does not apply to Hoops, Body Boards or Thumb Ball).

Skullduggery, Inc. Booth #217 Come see our new “Made in the USA” products: Aero Flix and Marble Copters. $250 = 1/2 FFA, N30; $500 = FFA, N60; $1,000 = FFA, N60, 5% discount.

The HABA family can‘t wait to see you in

Baltimore @ Marketplace!

Bring these washable, huggable dolls & accessories into your store with our fabulous FREE shipping promotion on any order over $100 written at the ASTRA marketplace show!

*UDKDP /LOOL

:MWMX ,%&% MR FSSXL

/LWWOH *DUGHQHU

0DOL LV UHDG\ IRU $SULO VKRZHUV

www.HABAusa.com astratoy.org

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Small World Toys Booth #934 $500 = FFA , N60; $1,250 = FFA, N90; $2,500 = FFA, N120 & 5% free goods.

Smart Play, LLC Booth #1019 Excited to participate in our first ASTRA show! Come see our 12 new and innovative educational toys for 2012. $300 = FFA, N30; $500 = FFA, N30, 3% discount; $1,000 = FFA, N60, 5% discount.

SmartLab Toys Booth #1142 Write an order of $750 to receive two free store demo products at a retail value of $19.99.

Customer may choose the demos.

Spontuneous Games, Inc. Booth #224 Made in USA. 2 cases = free demo, 5% discount, N30; CC Pay = FFA. Offer good through June 15.

Tenzi - Carma Games Booth #1504 TENZI is a new dice game that’s a fun, fast frenzy. It’s flying off shelves because it’s simple to learn and simple to play. Show specials: TENZI Starter Kit, $67.50 = 9 games, plus free counter display, free header card, free demo game and free shipping, N30; TENZI Refill Case, $135 = 18 games, FFA, N30.

Terri Lee Dolls Booth #720 As new members of ASTRA, we at Terri Lee Dolls would love to extend free shipping on all orders of eight or more cases to all of new our ASTRA friends! Orders must be placed April-June of 2012 and paid for by credit card. Samples available. Call 312-222-0704 to order!

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Thames & Kosmos Booth #1029 $500 = 5% discount, N60; $1000 = FFA, N60; $1500 = 2% discount, FFA, N60; $2000 = 7% discount, FFA, N60. Plus: FFA on reorders over $300 through Dec. 31. Free Freight is contingent on payment of invoice by due date. Orders must be placed at the ASTRA Show.

The Wonder Forge, I Can Do That! Games Booth #1318 $275 =1 free case. $1,100 = maximum 4 free cases.

Top Trumps USA Booth #422 36 packs of “Wonder of the World” = 200 FREE customized supercards making your store the next TT Wonder. 6 cases = free spinner displayer + free case ($96 value); $350+ = $20 freight credit + free President’s case ($80 SRP value); 11 cases = get 3 free cases ($288 SRP value) + free; FSDU tins: 3 cases = 5% discount; Tournament: 2 cases = 10% discount.

Show orders only, must shipp by Sept. 1 to receive promotions!

Toymarketing International Inc. Booth #103 $200 – $799 = N30; $800 – $949 = N30 FFA; $950–$ 1,199 = N60 FFA; $1,200 – $1,999 = N90 FFA; $2,000+ = Sept. 1 dating, FFA. For orders placed at the show only!

ToyOps Booth #1418 Order at show = 10% off; $500 = 10% off, free sample, free education!

Toysmith Booth #1120 Toysmith® celebrates our 32nd year with the introduction of new impulse and novelty products and the U.S. exclusive distribution of Squiggle® and Makedo. Order - $500 = N90, FFA, 5% discount.

Tynies Booth #1301 Purchase 6 of each of 40 Tynies or 12 each of 20 Tynies ($360), receive small display for $25, N30, and FFA. Big Deal: Purchase 12 of each of 40 Tynies ($720), receive large display at no charge, N90, and FFA. Restock Deal: For current customers, purchase $200 in Tynies, receive FFA N30.

Ugly doll/Pretty Ugly, LLC Booth #614 $500 = FFA N30; $750 = FFA N60; $1000 = FFA N90.

UL-STR (Formerly Specialized Technology Resources, Inc.) Booth #525 Free Lead Test offer from UL-STR! Visit UL-STR at Booth #525 during the 2012 ASTRA Marketplace & Academy to learn more about our free total lead content in substrate material test offer, or contact us at ToyTeam@ul.com.

Uncle Milton Industries Inc. Booth #802 $350 = N30, 5% discount; $500 = N60, 5% discount; $750 = FFA, N60, 5% discount; $1000 = FFA, N90, 5% discount. Order 3 National Geographic products = additional 3% discount on $350 or more. Special applies to orders placed at the 2012 ASTRA show and shipped by June 30. Star Wars Science (SWS) brand products may be combined with UMI products to reach program levels, but special discount cannot be applied to SWS. Winning Moves Inc Booth #404 Create your own discount: 1% for every item you order up to 10 items. Plus purchase 1 case of Rubik’s® The Void Puzzle™ and get a 5% bonus on the whole order. Max total discount is 15%. N60 on $300 order or N90 on $600 order.

Winning Solutions Booth #1152 10% off all in-stock product on orders placed at the show.

Woodstock Percussion Booth #950 $1,000+ = FFA, N90; $700+ = N90, 7.5% discount; $350+ = N60, 5% discount. Valid once per customer June 10-20. Subject to credit approval. FFA to continental U.S., ship by July 20. WPI offers/discounts cannot be combined.

Woolpets Booth #118 $200 = FFA, 3% discount. Opening order = free sample kit.

Wowopolis LLC Booth #1618 $450 = FFA, N30; $250 = 1/2 FFA, N30.

Yomega Corp.

Booth #922 $500 = FFA, 2% discount, N60; $1,000 = FFA, 4% discount, N90; $2,500 = FFA, 6% discount, N120.

c 2012 Fundanoodle All Rights Reserved

Zazoo Kids Booth #904 This multimedia ZAZOO Photo Clock visually shows children when to stay in bed and when to get up. Choose from daytime and nighttime images, or personalize with your own photos. Big kid features too!

One case pack (6 units) = mixed case-pack allowed (2 styles), free demo with CC payment. Two case pack (12 units) = FFA, free demo with CC payment. Offer valid during the month of June, 2012.

ASTRA

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The Interest in

by Mary Sisson

P

interest has grown from a swell of users to a tidal wave of 10 million online scrapbookers in record time, and toy professionals could view it in one of two ways: 1. This could eat up hours that I could be working on my business; or 2. This could help me organize and grow my business.

Erin Blanton, owner of Pufferbellies Toys & Books in Staunton, Virginia, is definitely in the latter camp. “It’s really fun and kind of addicting,” she said. She’s turned that addiction into a positive force for drawing customers to her website, sharing what’s going on at the store, and gaining valuable customer feedback.

Pinterest is a virtual bulletin board where users can collect and share their favorite images and get inspiration from what inspires others. Images are organized into categories, and followers can search for categories that catch their interest. They can re-pin favorite images to their own boards.

“In one way, Pinterest is about sharing,” Blanton said. “In another, it’s collecting ideas for yourself.” While toy-store owners traditionally may have file folders of ideas bulging with magazine and newspaper clippings, now they can pin ideas to their Pinterest boards and go back to them anytime they’re online.

Blanton has a personal Pinterest account and one for her store. She doesn’t just post products she wants to advertise, though she has plenty of images that link back to her website, and a click on the image will take them there. Blanton’s boards include do-it-yourself play kitchens, toys you can make, science activities, and arts and crafts ideas.

She also has a board of Pufferbellies photos and another of the store’s awardwinning windows. And then there’s the board of Crafternoon ideas for Pufferbellies’ weekly craft events.

Employees are set up as contributors, so rather than emailing ideas or remembering to tell Blanton about them, they just pin them to the board.

Pufferbellies also offers a board of customer recommendations, like a virtual focus group. Customers can be added as contributors, and then they’re free to pin ideas for toys they’d like the store to carry. “It’s easy to hit the pin-it button; it’s part of their

usual Web experience,” Blanton said.

She purchased one suggestion from the board – Art Cards for Babies – and they’ve been selling well, she said.

Toy professionals have their own board created by Kathy Jenkins, owner of Toys in the Attic in Dalton, Georgia. You need Jenkins’ permission to contribute to the board, but not to view it.

Search for toy-store owners How does a person get started on Pinterest? It’s by invitation only, but you can request an invitation through Pinterest’s Web or Facebook pages. Once you have your account, getting started is easy. The site tells you how to install a “Pin It” button on your bookmarks bar, and right away you can start pinning photos and videos and exploring what others have pinned.

Pinterest is a way to engage your community, according to Susan Negen of Whiz Bang! Training. In February, she offered Facebook fans and subscribers to the Whiz Bang! “Tip of the Week” webi-

nar, “Pinterest: What Every Retailer Should Know.” The webinar is available on YouTube but not publicly listed; ASTRA members can find it by “liking” the WhizBang! page on Facebook.

Negen suggested pinning resources for customers such as events around town, places to take kids, favorite locally owned stores, healthy foods kids will love, or other things moms and grandmas (Pinterest members are 80 percent female) can relate to.

“Pinterest is driving tons of traffic to retailers’ websites,” Negen said. “It’s referring more traffic than Google.”

With Pinterest growing explosively, rumblings have been heard about intellectual property rights to photos pinned and re-pinned around the Web. Blanton said she’s started being a little more cautious about the images she posts.

Still, Pinterest’s skyrocketing popularity, its ability to drive traffic, and its easy way of connecting with customers make it the next big social tool for businesses to boost their growth.

ASTRA

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Credit Collective Rolls Out MAP Alert System

Friendly Loom Products

pegLoom

Potholder Loom & Loops

Easy Weaver

Harrisville Designs, Inc. O harrisville.com PO Box 806, Harrisville, New Hampshire 03450 1-800-338-9415

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Fax: 603-827-3335

A new MAPAlert System allows members of The Credit Collective’s extensive creditors’ network to notify one another about e-commerce sites that violate minimum advertised pricing policies.

Announced just before Toy Fair, the system will be provided to all “Plus Level” Credit Collective members.

For the first time in its seven-year history, The Credit Collective is allowing non-members, such as retailers, e-commerce sites and sales reps, to enter Minimum Advertised Pricing Policy alerts at no charge.

“Besides eroding brands, e-commerce MAP violations are crippling brick-and-mortar specialty stores,” said Ron Solomon, CEO of the Credit Collective. “So, if a retailer knows of a violation, it’s in that store’s best interest to inform our network about it.”

Violations can be reported at www.creditcollective.com.

He said the system was created in response to member demand. “During our annual meeting at last year’s ASTRA convention, our members were adamant that we should create a way to help them find MAP violators. They not only needed a way to warn each other, but they also wanted to give the retailers a voice. Adding the service to our SmartAlert system was a great solution.

MAP has been a big topic of conversation among toy retailers and manufacturers. Because of their lower expenses and higher margins, e-commerce sites can sell products far below the suggested retail price. This discounting practice has created an un-level playing field, causing brickand-mortar stores to lose sales at an alarming rate, as outlined in the white paper commissioned by ASTRA last year. It has also been shown to diminish the brand value that manufacturers create through the use of suggested retail prices.

For many vendors, finding out which e-commerce sites violate their MAP isn’t difficult. The challenge is in finding out who actually owns the websites. Some retailers operate multiple websites and smaller e-commerce sites on Amazon and eBay to purposely keep their contact information hidden.

Once a MAP Alert is entered into The Credit Collective, the system will cross-reference the data with the nearly 50,000 accounts in its database and find out if it’s actually operating under another name.

The Credit Collective has connected over 500 companies in the North American children’s industries to help safeguard suppliers’ accounts receivables, improve their cash flow and generate sales leads that are pre-approved for credit.

ASTRA

When You Wake Up and Know…

It’s Time to Exit

by Mary Sisson

ven a career built around fun and play doesn’t last forever. Whether retiring, selling the business, transferring ownership or closing the store, planning the end game is as important as all the plans made to open the business to begin with.

“Someone once told me that you will wake up one morning and know, ‘It’s time to retire,’” said Pat Fiedler, owner of Child’s Play in Portland, Oregon. “I always loved the running of the stores and wondered if I would ever feel that way. In 2010 I woke up one morning and knew, ‘It’s time to retire.’”

For Thom Foolery’s Katherine Thomas, retirement seemed light years away. But when their son was diagnosed with a life-threatening brain disorder, the Thomases realized closing the store was the only way she could be home with their homeschooled children and give her son the extra help he needs.

Elaine Hackney owned Boing! JP’s

E

Toy Shop in Jamaica Plains, Massachusetts, for 10 years.When the recession hit, she found herself in a tight inventory bind, and the fun of owning a store turned to stress. She sold the store to Kim Mitchell, one of her customers.

Transitioning out gracefully isn’t as simple as hanging a sign that says “closed” or “under new management.”

The exiting owner must consider employees, the business structure, its assets, and tax obligations – not to mention the role of the business in the community.

Engaging a lawyer can ensure all legal obligations are taken care of. Free help is available from SCORE volunteers – business people who offer mentoring through one of 364 chapters or online at www.score.org. The Small Business Administration offers advice at www.sba.gov; search for “getting out.”

“To me, the dream is selling your store to someone who keeps it running,” commented Steven Aarons, owner of

Words of Advice For Leaving Toys Behind

by Pat Fiedler and Katherine Thomas

• An exit strategy should be included in your business plan.

• Set five-year goals.

• Evaluate the success of your store each year.

• Evaluate how the store is affecting your personal life and health.

• Keep your store records current.

• Keep a record of anyone interested in buying your store.

• Maintain a strong sales staff.

• Learn to delegate.

• Don’t wait too long. Go out on top; learn from Seinfeld and Carol Burnett.

• Discuss selling options with your accountant.

• Network.

• If closing, give yourself months to transition rather than 30 days. It gives you time to plan, liquidate merchandise without taking huge losses, and find alternative avenues for liquidating.

• Ask your fellow toy-store owners for advice. There is a plethora of wisdom and support from all over the country!

Barstons Child’s Play in Washington, D.C. ASTRA offers retailers a host of resources to build a business that will eventually be sellable (see sidebar).

Semi-retirement Fiedler, who opened her original toy store in 1982, decided to partially retire.

Between the economy and four years of either road or building construction, she and her husband, Dale, decided it made sense to wait and sell the business after the economy recovers.

During 2010, they took a serious look at their staff and business needs, and in 2011 began the “Great Experiment.” They closed one of their two stores December 31. All responsibilities except policy-making, budgets, payroll and payment of invoices were delegated to the staff.

Fiedler would share ideas for promotions, but it was up to the staff to carry them out. “Our staff has amazed us with their enthusiasm and has surpassed our expectations,” she said. “We are experiencing bonus-level sales.”

She spends 10 to 15 hours a week on paperwork and visits the store only once or twice a week. “Even though we are semi-retired, we still own the store and it is ultimately our responsibility that it is running well,” she said. “It is important for us to keep Child’s Play open. It is the oldest retail store on the street and a vital part of the community.”

That street, NW 23rd Avenue, has been named one of the top 10 shopping streets in America by U.S. News & World Report.

Closing Katherine Thomas opened Cool Beanz in 2008 in a much smaller market, then closed that store and moved to the larger market of Ft. Dodge, Iowa, in 2010 to open Thom Foolery. “We are just closing the store as there is no other way for me to be home,” she said. “A small business is a child all its own, and I cannot sacrifice our son’s health and future for a business.” (continued on page 54)

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ASTRA Resources for Building a Sellable Business While selling it is the last thing on the minds of people enthusiastically opening a new company, building a strong business will give the best return on the investment when the time eventually comes to retire or change paths. ASTRA offers some of the best tools in the toy biz.

Play for Profit: Veteran ASTRA storeowners and industry experts who know what it takes to make a healthy profit have put all their best practices in one place. This book shows you how to make and update a retail business plan for toy stores. It’s full of advice that can save and make you thousands, templates for financial reports, and more. Cost is $149 for ASTRA members or $299 for non-members.

Financials You Can Understand: Building Blocks for Successful Toy Stores: Written by Phil Wrzesinski, third-generation owner of Toy House and Baby Too in Jackson, Michigan, this book shows you the retail numbers you need to know. It explores each number, how it is calculated and why it varies from store to store. As a complement to ASTRA’s Profit Survey, this book will show you how to evaluate your store’s numbers compared with ASTRA averages.

Performance Survey: About every other year, ASTRA members have the opportunity to see how their numbers stack up compared with other stores by filling out the Performance Survey. This free benefit presents a wealth of financial and operating guidelines.

Participants get an evaluation showing their financial strengths and challenges.

Marketplace & Academy: It’s like college for toy-store owners, and a collaborative education for anyone in the specialty toy industry.

Seminars are offered on topics from store windows to improving your bottom line. And some of the most valuable exchanges of information come in the informal interactions with other toy people.

Discussion Boards: Have a question? Need another set of eyes on a problem? Just ask on ASTRA’s Discussion Boards. Some of the most valuable resources for ASTRA members are the brains and experience of other ASTRA members.

Webinars: Several times a year, ASTRA offers webinars on topics pertinent to members. Whether it’s information on safety standards for manufacturers or controlling inventory for retailers, these webinars give members tools they can use right now.

Marketing materials: How many retailers open toy stores with a marketing degree behind them? For those without one, there’s PR help in the marketing materials accompanying Neighborhood Toy Store Day and Best Toys For Kids. The ideas generated in these programs can be adapted all year long.

ASTRA Newsletter and E-Bulletin: Direct to your computer and your mailbox come news and features you can use to build your business. Have ideas to share that would help others? We welcome articles! Submit to cgiznik@astratoy.org.

We are a manufacturer not a jobber!

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May 2012 53

(“When You Wake Up and Know…It’s Time to Exit “continued from page 52)

She plans to do business as usual until September, when the opt-out clause in her lease ends, then start to clearance inventory. She is liquidating slow-moving merchandise to other toy stores and local vendors who want to boost their inventory.

Whirlpool’s move from Iowa to Mexico hit the local economy hard, and Whirlpool employees’ unemployment ran out, Thomas said. Thom Foolery's fourth quarter 2011 was down 45 percent from 2010.

“I do not see this as a failure,” she said. “Our store was self-supporting for three out of four years, and we did everything we could to make it a success. Life is about change and we see the change, in the economy, the consumer and specialty as a whole, and we feel now is the time.”

After all she’s learned the past four years, she wouldn’t be surprised to find herself back in toys in some form – one that allows her time with her family.

Selling Hackney had no exit strategy in her business plan when she opened Boing! in 2001. “It was a new venture. I thought this would be the final work venture of my life, but it’s not working out that way.”

Once she made the decision to sell, she talked with Stella Downey, former owner of Stellabella Toys in Cambridge, Massachusetts, and Rick Henry, who bought the store from Downey. “Stella had a sales broker, so I used the same person,” Hackney said.

The broker knew how to value the assets and goodwill Hackney had built up over 10 years, got the word out that she was selling her store, and prescreened potential buyers. “Having a broker really worked for me,” she said, “but you’re giving up some money when you do that.”

When Mitchell, the new owner, took over, Hackney consulted with her for 30 days as part of the agreement. She helps out occasionally on an hourly basis.

Hackney is now back in the education field where she worked before starting Boing! “I don’t miss the day-to-day stresses” of running a toy store, she said.

She lives in the neighborhood, so she sees her former customers often. “I really miss ASTRA, that whole collaboration … that camaraderie among toy store owners across the country.”

54 May 2012

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Š‡ Žˆ ”ƒ†‹–‹‘� Š‹Ž†”‡� ‘˜‡Ǩ

Christopher Pop-In-Kins and his sister Š”‹•–‹Â?ƒ ƒ”‹‡ Dz’‘’ ‹Â?Çł ˆ‘” ƒ Š‘Ž‹†ƒ› visit and the elf fun begins.

Full list of awards and more information available at

www.ElfFun.com Pop-In-Kins Fun Sets ‹�…Ž—†‡ x x x

Posable Elf Storybook Storage Case

Elf Fun with

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1844 West State St. Suite D Alliance, Ohio 44601

Ph: 1-866-353-5467

Fax: 1-866-969-4467

debbieb@popinkins.com

See us at ASTRA Marketplace Booth 226

New Members

RETAILERS Animal Instinct Jonathan Seckofsky 232 Main Street P.O. Box 2180 Ogunquit, ME 03907 (207) 646-7728 toys@animalinstinct.com www.animalinstinct.com Book Worm Toys Christopher Viscardi 30 iron Ore Road Manalapan, NJ 07726 (201) 290-2434 chrisviscardi@yahoo.com City Farm Corp Jim Carden 119 8th St. Ste 315 Brooklyn, NY 11215 (917) 940-7120 Fax: (718) 369-3944 cardenjim@gmail.com

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If any of the information below is incorrect, ASTRA truly apologizes. Please contact us immediately at info@astratoy.org.

Deluxe Novelty Constance Yeso 1 South Fifth St. Martins Ferry, OH 43935 (740) 633-2875 Fax: (740) 633-2752 dlxtoys@aol.com Fantasy Island Toys Ginger Milligan 335 Fairhope Ave. Fairhope, AL 36532 (251) 928-1720 info@fantasyislandtoys.com www.fantasyislandtoys.com Five Little Monkeys Stephanie Sala 1224 Solano Ave. Albany, CA 94706 (510) 528-4411 Fax: (510) 526-5795 stephanie@5littlemonkeys.com www.5littlemonkeys.com

Garden State Discovery Museum Rachel Kramer 2040 Springdale Rd. Cherry Hill, NJ 08003 (856) 424-1233 store@discoverymuseum.com www.discovermorestore.com Grandma’s Toy Box Kathy Holperin P.O. Box 1256 Eagle River, WI 54521 (715) 477-2227 kathy@eaglerivertoys.com www.eaglerivertoys.com GW Toy Co Jennifer Hutchinson 202 Oak St. Hood River, OR 97031 (541) 387-2229 gwillikers@gwtoyshoppe.com

Hollipops Fine Toys & Gifts Charlene Daniel 210 Coleman Blvd.

Mt. Pleasant, SC 29464 (843) 881-5770 Fax: (843) 849-9008 hollipops@msn.com

KayCee’s Closet Chrystal Hill 6520 US Hwy. 3015 Riverview, FL 33578 (813) 671-9200 Fax: (813) 671-9200 kayceescloset@yahoo.com

Imagination Toys Pauline Lett 9737 Clayton Rd. St. Louis, MO 63124 (314) 993-5289 Fax: (314) 993-5289 polly@imagination-toys.com

Miller’s Toys Taka Andrews 335 Mamaroneck Ave. Mamaroneck, NY 10543 (914) 698-5070 Fax: (914) 381-0611 taka@millerstoys.com www.millerstoys.com

Imagine That!

Marlene Hollenkamp 707 N Main St. Mishawaka, IN 46545 (574) 254-1600 imaginethatstore@sbcglobal.net

O’Toys Janice Sunderland 242 Seventh Ave. PO Box 913 Ouray, CO 81427 (970) 209-2545 otoyslimited@gmail.com

Rocking Horse Toys LLC James Sweeney 29 Alden St. Cranford, NJ 07016 (908) 276-8697 Fax: (908) 325-1620 rockinghorsetoys@verizon.net Steves Toy Box- dba Toy Box Steven Josephson 300 West Boston Post Rd. Mamaroneck, NY 10543 (914) 698-7110 Fax: (914) 698-7115 stevemk1950@aol.com The Happy Artist LLC Peter Laudin 107 Southfield Drive Fayetteville, NY 13066 (315) 637-7454 TheHappyArtistLLC@hotmail.com TinkerBellsTreasureBox, LLC James Anderson 10507 E. Obispo Ave. Mesa, AZ 85212 (480) 239-8524 TinkerBellsTreasureBox@gmail.com www.tinkerbellstreasurebox.com

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Titcomb’s Bookshop Vicky Titcomb 432 Rt. 6a PO Box 1045 East Sandwich, MA 02537 (508) 888-2331 Fax: (508) 833-2941 titcombsbookshop@gmail.com www.titcombsbookshop.com Toni’s Collectibles Franklin Weinstein 460 Ash Rd Kalispell, MT 59901 (877) 879-6220 Fax: (925) 253-0400 info@toniscollectibles.com toniscollectibles.com Toy Box/Party Maniacs Lakeside Mall Ron Manoviec 14600 Lakeside Circle Sterling Heights, MI 48313 (586) 532-5405 manoviec@gmail.com

Toy Werks Elizabeth McGehee 923 N Loop 1604 E #106 San Antonio, TX 78232 (210) 490-7171 toywerks@att.net Toys For Thought Harold Herskowitz 310 3rd St. Lakewood, NJ 08701 (908) 216-5261 Fax: (732) 905-0885 toytrade@optonline.net Toys South, Inc Linda Williams 6530 Currywood Dr. Nashville, TN 37205 (615) 390-4968 Fax: (888) 670-4153 linda@toyssouth.com www.toyssouth.com toystoystoys Colin and Heather Johnstone 411 E Campbell Ave. Campbell, CA 95008 (408) 370-2632 Fax: (408) 370-2647 chte@comcast.net www.toystoystoysstore.com

Village Toy Shoppe Doris Thompson #160 at Peddler’s Village P.O. Box 323 Lahaska, PA 18931 (215) 794-7031 Fax: (215) 794-0250 villagetoy@gmail.com Whale’s Tale Toys Judy Osborne 332 Fifth St. Courtenay, BC V9N 1K1 Canada (250) 338-9833 whalestaletoys@telus.net www.whaletaletoys.com Whimsicality Cindy Eckert 8119 Calkins Rd Flint, MI 48532 (810) 387-0019 cindy@whimsicality.com whimsicality.com

MANUFACTURERS 5 Straight Products, Inc. Larry Collins 8805 Nevada Street Indianola, IA 50125 (515) 961-8709 Fax: (515) 962-2220 larry@5straight.net www.5straight.net Active Play Toys & Games Inc. Leon Tarasoff 1568 Merivale Rd Ste. 259 Ottawa, ON K2G 5Y7 Canada (613) 226-2513 Fax: (613) 228-1141 leon@activeplaytoysandgames.com activeplaytoysandgames.com Aha! Concepts Joe Azmani 5620 S. Kurtz Rd. Hales Corners, WI 53130 (414) 791-5547 joe@theahau.com www.theahau.com

Every child who plays our games may not become a famous architect but they will develop spatial perception, logic, memory, and problem solving skills that will always help them. And we do guarantee that kids (and their parents!) will enjoy hours and hours of IQ-building FUN while they play SmartGames!

See us at ASTRA! Booth 1409

Smart/Tangoes USA 2822 Van Ness Avenue San Francisco, CA 94109 Phone (800) 542-6375 Fax (415) 931-6375 sales@tangoes.com www.SmartTangoesDealer.com

Allied Industries Stuart Anders 1606 Commerce Dr. Sun Prairie, WI 53590 (608) 834-9500 stuartanders@alliedindustriesllc.com AREAWARE Noel Wiggins 109 S 5th St. #600 Brooklyn, NY 11211 (917) 848-7799 noel@areaware.com areaware.com BERG USA, LLC Frank Bewersdorff 45 North Broad Street, Ste. 100 Lititz, PA 17543 (717) 625-2374 Fax: (717) 431-1220 frank.bewersdorff @bergtoys-usa.com www.bergtoys-usa.com Betty Lukens Learning Fun with Felt Betty Luken PO Box 2407 Rohnert Park Rhonert Park, CA 94927 (800) 541-9279 Fax: (800) 795-8225 blukens@sonic.net BionicBlox Chris Cochella PO Box 581015 Salt Lake City, UT 84158 (855) 428-4532 Fax: (855) 428-4532 chris.cochella@bionicblox.com www.bionicblox.com Blast Games Brian Blue 10609 W Hidden Valley Rd. Wichita, KS 67209 (316) 706-1237 brianblue@blastgamesco.com www.blastgamesco.com Bubele’s Patch Buddies Arie Geller 20855 NE 16 Ave., Unit C #5 Miami, FL 33179 (305) 654-9900 ari@bubelespatchbuddies.com

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Channel Craft Dean Helfer, Jr. PO Box 101 601 Monongahela Ave. North Charleroi, PA 15022 (724) 489-4900 Fax: (724) 489-0773 dean@channelcraft.com www.channelcraft.com

Creative Foundry Games Damon Tabb 7031 Loubet St #1 Forest Hills, NY 11375 (917) 442-6895 Fax: (866) 645-1712 zamond@gmail.com www.foundrygames.com

Fun and Function LLC Haskel Weiss PO Box 11 Mecion Station, PA 19066 (800) 231-6329 Fax: (610) 664-2040 haskel@funandfunction.com www.wholesale.funandfunction.com

Discoveroo Educational Toys and Games Scott Smiciklas 521 Main St. E. Milton, ON L9T 3J2 Canada (905) 693-0333 Fax: (905) 693-1940 scott@buginarug.info www.buginarug.info

Galactic Sneeze Sara Farber 213 Court Street 2nd Floor Brooklyn, NY 11201 (347) 335-0581 achoo@galacticsneeze.com www.galacticsneeze.com

e11even, LLC Bernard Moran 4 Batchelder Road Windsor, CT 06095 (860) 436-8149 bermoran11@gmail.com Easy Playhouse Scott Flint 2647 Walmar Dr. Lansing, MI 48917 (800) 517-2159 scott@easyplayhouse.com www.easyplayhouse.com Extreme Bubbles, Inc. David Erck 415 B Galley Way Freeport, TX 77541 (612) 419-2923 Fax: (866) 255-0476 Sales@ExtremeBubbles.com extremebubbles.com Eye Can Art Shannon Ninburg 6900 Fox Ave S. Seattle, WA 98108 (206) 851-1457 info@eyecanart.com www.eyecanart.com Flying Rabbit Enterprises, Inc. Diane Hill 3450 Custer Street Cincinnati, OH 45208 (513) 871-5852 Fax: (513) 871-8070 flyingrabbit@fuse.net www.bafflegame.com

Geoworld, USA Jeffrey Lewis 249 Nod Road Ridgefield, CT 06877 (203) 438-8075 jblewis203@gmail.com Grandpa Beck’s Games Brent Beck 10048 1st Avenue SW Seattle, WA 98146 (206) 498-1959 grandpabecksgames@gmail.com www.grandpabecksgames.com Huggles Brenda Katz 662 Victoria Ave. Westmounx, ON H3Y 2R9 Canada (514) 274-4224 Fax: (514) 274-4084 myfriendhuggles.com GreenPoint Brands LLC Petrie Hahn 300 Kingsland Ave. Brooklyn, NY 11222 (718) 389-8233 Fax: (718) 389-0672 petrie@greenpointbrands.com Innovention Toys Luke Hooper 305 Murphy Ct Covington, LA 70433 (719) 235-7223 hooper@khet.com www.khet.com Jupiter Creations, Inc Michael Katina 469 7th Ave Ste 320 New York, NY 10018 (917) 493-9393 Fax: (212) 359-9560 michaelk@jupitercreations.com

FolkmanisÂŽ Little Puppets

BIG FUN !

An essential ingredient to every toybox, every childhood, every generation.

See more puppets at www.folkmanis.com 0r call 1-800-654-8922 for a free catalog.

The Puppet Company Ltd. Peter Lockey Cam Centre, Wilbury Way Unit 2 Hitchin, Hertfordshire SG4 0TW United Kingdom 4.401462446e+012 Fax: 4.401462446e+012 www.thepuppetcompany.com The Storymatic Brian Mooney PO Box 2504 Brattleboro, VT 05303 (802) 451-0050 brian@thestorymatic.com www.thestorymatic.com

Warm Fuzzy Toys Geoff Barnet 23 Boderick Rd. Burlingame, CA 94010 (650) 692-8972 sales@warmfuzzytoys.com www.warmfuzzytoys.com Whappet Frank Allen 2124 Stuart Ave. Richmond, VA 23220 (804) 344-7066 momobus@verizon.net Wide Ideas Inc Miles Scruggs 5 West Alder Street Suite 317 Walla Walla, WA 99362 (509) 956-3193 miles.scruggs@wideideas.com www.wideideas.com

Tynies, Inc. Sean Demircift 1181 Nicole Ct. Glendora, CA 91740 (909) 592-4515 Fax: (909) 592-8366 sales@tynies.com www.tynies.com

Winning Solutions Jonathan Silva 66 Summer Street Manchester, MA 01944 (978) 317-9626 Jonathan@winningsolution.com www.winningsolution.com

Wrebbit Puzzles Inc Jean Theberge 10823 St-Hubert Montreal, QC H2C 2J3 Canada (514) 887-4894 Fax: (514) 388-4535 jtheberge@wrebbit3d.com www.wrebbit3d.com Zoocchini Donna Slade 40 East 67th St. New York, NY 10065 (917) 670-9609 Fax: (212) 517-4104 www.zoocchini.com

AFFILIATE Borgfeldt (Canada) Limited Merle Tubman S. Konrad Cres Markham, ON L3R 8T4 Canada (905) 946-9677 Fax: (905) 946-9744 tubmanm@idirect.ca www.borgfeldt.ca

Freeman Public Relations Bruce Maguire 16 Furler St Totowa, NJ 07512 (973) 470-0400 Fax: (973) 237-0626 bmaguire@freemanpr.com www.freemanpr.com Monkeez Makes a Difference Chrysti Carol Propes 1031 LeGrande Blvd.

Charleston, SC 29492 (843) 216-8380 ccpropes@monkeez makesadifference.com www.monkeezandfriends.com TCKL Tony Lawlor 129 Cove Road Oyster Bay, NY 11771 (617) 335-1876 tonyl@tcklcreative.net www.thedripdrops.com

Zoofy International, LLC Chris Hattenbach 819 Shotgun Rd. Sunrise, FL 33326 (954) 903-1422 Fax: (954) 635-6561 chris@zoofies.com

MANUFACTURER SALES REPRESENTATIVES Kristins Gifts Kristina Boudaeva 5139 Decarie Ste. 205 Montreal, QC H3W 3C2 Canada (514) 906-0045 Fax: (888) 216-8691 kristina@kristinsgift.com Zike Repco, Inc. John Botti 111 Briarcliff Road East Norwich, NY 11732 (516) 928-3007 john.botti@hotmail.com

YOUR BUSINESS IS MORE THAN FUN AND GAMES. It’s introducing products. Following trends.

Understanding retail and knowing what sells.

And Gifts And Decorative Accessories is right there with you providing the news you need and the exposure you want to keep you informed and in front of the gift and toy industries.

Print & Online Subscriptions Available Now! Don’t forget to ask about our special rates for ASTRA members and make sure to sign up for our FREE eNewsletters!

www.giftsandec.com 64 May 2012

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Road Runners, LLC Chuck Burke 21 Schmidt Circle Watchung, NJ 07069 (908) 757-9591 Fax: (908) 757-6180 chuck@roadrunnersllc.com Professional Sales & Marketing Associate Vicki Daun 1400 Renaissance Dr Ste 210 Park Ridge, IL 60068 (847) 803-2080 Fax: (847) 803-1897 officepsma@aol.com Specialty Marketing Group Donna Erdmann 5816 E. Pleasant Run Pkwy, N. Drive Indianapolis, IL 46219 (317) 919-9715 Fax: (317) 356-6313 donnaerdmann@yahoo.com Specialty Marketing Group Mary Erie 2397 Squire Ln Stoughton, WI 53589 (608) 877-1885 Fax: (608) 877-2899 merie@chorus.net Road Runners, LLC Richard Gilbert 2406 Prince Street Bellmore, NY 11710 (516) 308-1171 Fax: (516) 620-7255 richie@roadrunnersllc.com Specialty Marketing Group Dan Goerdt 11707 Dean St. Huntley, IL 60142 (847) 669-8855 Fax: (847) 669-9922 dgoerdt@rgmsales.com

abcReps.com Katie Lackey 305 W. Broad St. Richmond, VA 23220 (866) 990-3222 Fax: (804) 330-0532 info@abcreps.com www.abcreps.com LaFrancis Marketing Group Tim LaFrancis 213 High Street Acton, MA 01720 (718) 799-0543 Fax: (978) 461-2021 tim@lafrancis.com www.lafrancis.com Lolly & Company Nick McLane 6100 4th Ave. S. #255 Seattle, WA 98108 (425) 894-6510 Fax: (206) 890-3920 mclane@lollyco.com Bill McClung & Associates Terri McClung 20475 State Hwy 46 W Ste. 180 Spring Branch, TX 78070 (214) 676-3161 Fax: (888) 311-8932 tmcclung@ix.netcom.com Specialty Marketing Group Angie Quinn 2405 Acorn Point Victoria, MN 55386 (952) 443-2166 Fax: (952) 443-2882 angiequinn@rocketmail.com Specialty Marketing Group Josh Reicher 11707 Dean St. Huntley, IL 60142 (847) 669-8855 Fax: (847) 669-9922 joshreicher@msn.com

Specialty Marketing Group Rick Reicher 11707 Dean St. Huntley, IL 60142 (847) 669-8855 Fax: (847) 669-9922 Specialty Marketing Group Tim Reicher 11707 Dean St. Huntley, IL 60142 (847) 669-8855 Fax: (847) 669-9922 tim.reicher@gmail.com Playmates Toys, Inc. Angelo Scarola 157 Birchwood Dr. Belleville, NJ 7109 (973) 751-2577 Fax: (973) 751-6680 angeloscarola1@gmail.com Road Runners, LLC Angela Schmook 23350 Dinhurst Ct. Land O Lakes, FL 34639 (813) 300-7505 Fax: (813) 996-2981 angela@roadrunnersllc.com Road Runners, LLC Noel Weintraub 58 Joyce Rd. Hartsdale, NY 10530 (917) 880-9344 Fax: (914) 509-1399 noel@roadrunnersllc.com Specialty Marketing Group Barbara White 15919 Alden Ave. Cleveland, OH 44111 (216) 688-0606 Fax: (216) 688-0602 barbarawhite333@aol.com

ASTRA

66 May 2012

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astratoy.org

Visit us at ASTRA Booth #832

“Empowering America’s Retailers” POINT • • • • •

OF SALE Customer Loyalty and History Lookups High Speed Credit Card Authorization Elimination of End of Day and Month Processing Real-Time Data Transmission Gift Card/Store Credit Tracking

PURCHASING • • • •

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INTUITIVE E-COMMERCE

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Kits ‘N Kaboodle Larson’s Toys & Games Once Upon a Time Pip Squeak and Wilfred Playfair Toys Smart Toys and Books ToySmart Timeless Toys Toy House Toys That Teach Wondrous Things Zoom

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ORDER ENTRY • • • •

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REPORTS • • • • • •

Sales and Trend Analysis Color and Size Analysis Location Comparisons Daily/Weekly/Monthly Sales Gross Margin Return on Investment And Many More Throughout!