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AUGUST/SEPTEMBER 2019 • $6.95

Fire Up Shoppers With Candles

Home Décor for More Profits

HELPING YOUR GIFT BUSINESS SUCCEED

L AS VE SHO GAS PRE V W IE W


Linens • Home Decor • Florals • Holiday 800.492.1784 • www.thecountryhousecollection.com


CONTENTS

AUGUST/SEPT EMBER 2019 20

PRODUCT FOCUS NEW & NOTEWORTHY:

10 Earthy Décor for Nature Enthusiasts

Celebrate nature with handmade tree-inspired mugs, vintage garden collection candles, paper art blocks, and colorful gift wrap. TREND WATCH:

12 Candles & Scents to Fire Up Your Customers

Find candles and scents of every kind, including soy wax and scented candles, tea-light holders, flameless candles, room sprays, essential oils, and aromatherapy diffusers.

20 Hone in on Bigger Profits: Décor for the Fashionable Home People love to dress up their homes to reflect their personality and tastes. Inside, you’ll find head-turning décor for nearly every room in the house.

ON THE COVER: Crossroads introduces two delectable new fragrances for the holidays: • Fireside: A warm mix of birch wood, cinnamon and spice. • Gingerbread Cookie: Tantalizing scent of fresh-baked gingerbread cookies right out of the oven.

28 Cook Up More Sales in the Kitchen

With a cultural move toward “homemade,” home cooking and related products are a market segment that continues to experience huge growth. This is a trend you don’t want to miss.

32 Knock It Out of the Park With Sports Merchandise

We’re approaching the fall sports season, when competition heats up for college and pro teams. Help your sports fans tackle their shopping list for memorabilia.

BUSINESS SENSE 36 Pull Off a Winning Loyalty Program

Discover the secrets to building an ever-increasing stable of devoted customers.

40 Business Briefs:

Caregiving and the workplace: what are small businesses doing?; succession success; saucy sales; employees: the competitive edge; payments: paper or plastic? DISPLAY & DESIGN:

42 Stick With Tape!

RETAILER SPOTLIGHT:

50 The Lazy Daisy: A Special Place Created for a Special Reason

A tragedy inspired this amazing store that’s changed so many lives. The business model that owner Michelle Leshok developed has been so successful that she’s launched four additional shops. VENDOR VIEWS:

52 How Second Nature By Hand Has Become a Major Force in Wholesale Décor Dave and Jennifer Tubbin started their home décor business as a side project to boost their retirement savings. But now after two decades, it’s grown into a booming supplier, partnering with leading songwriters and artists to bring retailers top-quality décor. .

IN EVERY ISSUE

6 Editor’s Note 8 Welcome Exchange:

Questions & Answers that Matter

54 Trade Show Calendar 58 Advertiser Index

Tape is inexpensive, relatively easy to apply, and can be used for a myriad of temporary window display applications. Learn how to use this versatile technique.

44 Las Vegas FIRST LOOK Summer Focus: 2020 Vision

Get a peek behind the scenes of the upcoming Las Vegas Market to find out what’s in store for your store.

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Smart Retailer (USPS 011-498) (ISSN 1076-7282) is published eight times a year (Jan, Feb, Apr, June, July, Sept, Nov, Dec) by JP Media LLC, N7528 Aanstad Road, Iola, WI. Periodicals Postage Paid at Iola, WI 54945 and at additional mailing offices. SUBSCRIPTIONS: Free to qualified U.S. retailers only; all other U.S. subscriptions, $19.95 for eight issues; in Canada, $29.95 for eight issues; other foreign subscriptions, $39.95 for eight issues, prepaid in U.S. funds. For subscription inquiries, address changes or adjustments, write to Smart Retailer at P.O. Box 8551, Big Sandy, TX 75755-9766, or call (855) 367-4819. When moving, send your old address as well as your new address and zip code. Allow six weeks for changes. When inquiring about your subscription, please include your address label. POSTMASTER: Send address changes to Smart Retailer, P.O. Box 8551, Big Sandy, TX 75755-9766. Printed in the U.S.A.

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Best-Selling Tees

colhousedesigns.com | 800.777.1442 4600 S Hamilton Rd. Groveport OH 43125

Festive Florals

Trendy Textiles

Holiday Jar Candles

Order Today for Best-Selling Christmas and the Latest Holiday Trends!


EDITOR’SNOTE

Keep ’em Coming Back!

M

arketing research shows that it’s much more expensive to acquire new customers than to retain current ones. In fact, according to a web article by the marketing firm Outbound Engine, it can cost five times more (bit.ly/Cust-Retention). The article adds that “one customer experience agency found loyal customers are 5x as likely to repurchase, 5x as likely to forgive, 4x as likely to refer, and 7x as likely to try a new offering.” With statistics like this, it’s worth taking the time and effort to create an effective customer retention program. Retail expert and consultant Flora Delaney addresses this topic in “Pull Off a Winning Loyalty Program” (pg. 36). She brings a wealth of experience to the table, providing insightful tips to help you keep your shoppers returning to your store.

CANDLES FOR ANY OCCASION Candles are a staple gift product. They’re ideal for a housewarming present or for almost any celebration or event, as they’re available in every imaginable color, shape, and style. See what we’re highlighting in “Candles & Scents to Fire Up Your Customers” (page 12). Because candles are such a common gift item, they could become the basis for a shopper loyalty program. After all, if you know your customers are going to buy candles fairly often, you’ll want to make sure they’re consistently buying your candles. STORIES TO INSPIRE There’s nothing more encouraging than success stories of everyday small business owners. They’re joyful reminders of the David and Goliath paradigm; you don’t have to be a Wall Street tycoon to achieve your dreams. Read the exciting accounts of retailer The Lazy Daisy (pg. 50) and wholesaler Second Nature By Hand (pg. 52). LAS VEGAS FIRST LOOK Check out the preview for the Las Vegas Market (July 28 to August 1) in “Las Vegas FIRST LOOK Summer Focus 2020 Vision” (pg. 44). You’ll find trend news and new highlights for the show. Get complete information at lasvegasmarket.com. TO YOUR SUCCESS! DAN BROWNELL, EDITOR

VOLUME 27, NUMBER 6

DIANA JONES President/Publisher, ext. 151 dianaj@jpmediallc.com

DAN BROWNELL Editor, ext. 154 danb@smart-retailer.com

MELISSA JONES Product Editor melissaj@jpmediallc.com

ANDREA GARBE Sales Account Executive, ext. 114 andreag@jpmediallc.com

JIM NEGEN Sales Account Executive, ext. 118 jimn@jpmediallc.com

ELIZABETH KROGWOLD Art Director

ROCKY LANDSVERK Editorial Director

CONTRIBUTORS: Flora Delaney Stephanie Finnegan Sarah Hoban Amy Meadows Jennifer Raines

SMART RETAILER P.O. Box 5000 Iola, WI 54945 Advertising Dept: (800) 331-0038 ext. 114

CONNECT WITH SMART RETAILER ONLINE: Website: www.smart-retailer.com Twitter: www.twitter.com/smart_retailer YouTube: www.youtube.com/user/SmartRetailer Facebook: www.facebook.com/SmartRetailerMagazine Pinterest: www.pinterest.com/smartretailer

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Subscriptions: (855) 367-4819 Phone: (715) 445-5000 Fax: (715) 445-4053 www.smart-retailer.com www.facebook.com/SmartRetailerMagazine www.twitter.com/smart_retailer Copyright © 2019


NEW&NOTEWORTHY Tree-Inspired Dish Set

The new Tree collection is just in time for autumn. Illustrations by Heidi Fahrenbacher. Handmade in the U.S.A. and featuring pieces such as Birch Tree Nesting Bowls and Pine Tree Mug.

Bella Joy Pottery bellajoypottery.com heidi@bellajoypottery.com 269-207-5749

“Vintage Garden Collection” Scented Candles

Get all the top-selling fragrances in unique vessels, featuring Vintage Enamelware Candles, Pine Bark Candles, and Flower Pot Candles. The Vintage Garden Collection is a great way to add décor to the home while making it smell delightful.

Paper Art Block

Every 5" w. x 5" l. salvaged wood art block features original artwork by Michelle Ciarlo-Hayes and library book pages saved from damaged titles. All art blocks are handmade in the U.S.A.

Crossroad Original Designs www.crossroadcandles.com | sales@crossroadcandles.com 866-247-0156

mkc photography www.mkcphotography.com mkcphotography1@gmail.com 267-241-3347

Decorative Vinyl Rugs

These vinyl rugs are designed to protect the floor from common wear and tear. Durable, easy to clean, and anti-skid, they’re even great for shady outdoor areas. Upgrade the kitchen, dining room, living room, or terrace with the Barcelona-inspired decorative vinyl rugs by Adama.

Melrose International www.melroseintl.com | support@melroseintl.com | 800-282-2144 10  Smart Retailer AUGUST/SEPTEMBER 2019

Vibrant Bright Trees Packaging

Brighten up this holiday season with the new Bright Trees collection. Shop bags, basket boxes, and gift wrap adorned with whimsical trees in fun modern colors. Coordinate cheerful ribbon, shred, tissue, and organza for packaging that’s sure to receive smiles.

Nashville Wraps www.nashvillewraps.com | info@nashvillewraps.com 800-547-9747


WELCOMEEXCHANGE BY JENNIFER RAINES JenniferR@smart-retailer.com

I recently hired several new employees and noticed that the more tenured employees aren’t integrating with the newbies. It worries me because it seems “clique-ish.” Do you have any suggestions on integrating my workforce?

The tension among team members will decrease when they know they’re doing something great by working together. Try to celebrate even small wins so your employees can understand the importance of each individual’s contribution in achieving group goals.

Even the most skilled workforce can end up as a failure if there’s a lack of understanding and synergy among the employees. If you’re facing the same problem, here’s what you need to do: Ask your more experienced employees to help new recruits adjust and become part of the team. You should clearly state that the newly hired employees are qualified and that they should not be considered unreliable. Ask your team to show a little flexibility toward the newcomers and let them fulfill their duties the way they see fit. Also, allow every new and experienced employee to actively take part in the decision-making process, helping them realize that that they’re all on the same team. To prevent confusion in the delegation of work, you should assign responsibilities to new employees. If the work is assigned by someone else, make sure to review and discuss it with the new hires to make sure they’ve clearly understood what’s expected of them. Employees tend to work with maximum cooperation when they know their goals, so set team goals and give incentives to the groups who are integrating well and working effectively. Taking your team members on a retreat or even a dinner down the street can offer them the chance to get to know and understand one another.

I have an employee who just asked for a raise. She hasn’t been with me for even one year yet and I think her pay is fair. But I really don’t want to lose her. What should I do? At one point or another, one of your employees will certainly pop into your office (when you least expect it) to ask for a raise. Even if they haven’t made any significant contributions to your business, a flat out “no” can dishearten them, offend them, or even make them quit. Before it happens to you, here are some tips that can help you handle a raise request from one of your employees: First, ask your employee why they think they deserve a bump in their pay. They might have been doing some additional work that you’re unaware of. Or maybe they’ve been comparing their salary with the people working in similar positions. Whatever the reasons may be, you should hear what they have to say. Meet with them, then take your time to respond appropriately. If you think your employee truly deserves a raise, you ought to consider it. In case you’re unable to do so due to budget constraints, inform them when they can expect an incremental raise for their top-notch performance. However, if the employee doesn’t deserve a raise based on a performance evaluation, you should politely decline their request. When declining a raise request, you should clearly state the reasons behind your decision. Don’t forget to explain what parameters would make them eligible for a raise in the future. 8  Smart Retailer AUGUST/SEPTEMBER 2019

Declining your employees’ raise request can demotivate them to perform, especially if they’ve been working hard. In such a case, you can offer non-monetary perks such as delegating special projects to them, providing more flexible work hours, or other alternatives. Also, don’t forget to commend them for their service. Let them know you realize their value and how much you appreciate them for their dedication. If you haven’t already set proper expectations for raises for your employees, it’s time to tend to this important matter. Jennifer Raines is a native Virginian who has owned five retail stores, opening her first at age 19. She has operated some form of her current business since 2005 and currently has a flagship store in Williamsburg, Va., called Quirks of Art, a website (www.kinksandquirks.com), and a strong social-media presence. Raines has won numerous honors, including “Top 40 Under 40,” Niche magazine’s “Top Retailer,” and a Women in Business Achievement Award.


TRENDWATCH

Candles&Scents TO F I R E UP YOUR CUS TOM ER S 1. Invigorating Patchouli Orange Candle

The candles from the Wick and Rosie Collection come in reusable low-ball rocks glasses. This candle is made with the highest quality essential oils. Enjoy the invigorating blend of woodsy patchouli, sweet ripe orange scent, and a hint of spicy clove mixed together.

Green Daffodil greendaffodil.com info@greendaffodil.com 248-547-4172

2. Essential Oil and Natural Gemstone Bracelet Sets

Bracelet sets include one Lava Bead Bracelet (Essential Oil Diffuser) and one natural Gemstone Bracelet, each with a coordinating accent bead. The bracelet card features metaphysical properties of each natural stone bracelet and instructions on how to apply essential oils to the lava beads.

Bella Vita Jewelry www.bellavitajewelry.net info@bellavitajewelry.net 501-396-9146

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3. Counting Sheep Linen and Room Spray

Freshen up the home, office, laundry room, car, or bathroom with this linen and room spray. Use a few spritzes of the lavender essential oil-based spray and transform any space.

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1818 Farms www.1818farms.com 1818farms@gmail.com 256-489-0777

4. Primitive Flameless Honeycomb Candles

Enjoy the look of these moving flame batteryoperated candles. Complete with a timer, the candle will automatically shut off after five hours and turns itself back on 19 hours after automatically shutting off.

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Raggedy Junction www.raggedyjunction.com raggedyjunction@ gmail.com 203-650-6200

5. Crisp Cotton-Scented Candle

Fill any space with the refreshing scent of cotton with the Cotton House Soy Candle. Available in a 14 oz. ceramic canister. Burns for 60-80 hours.

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Raine & Humble raineandhumbleus.com mail@raineandhumbleus.com 800-765-2474


Crossroads Holiday Traditions Candles – featuring Exclusive Designs from Blossom Bucket!

ph: 866-247-0156 | CrossroadsCandles.com ph: 800-662-5923 | BlossomBucket.com PERMANENT SHOWROOMS: ATLANTA: Suite 715A | LAS VEGAS: Showroom C829 | CORPORATE HEADQUARTERS: Bucyrus, OH


TRENDWATCH 6. Rustic Three-Bay Candle

This quality, vintage-inspired wood mold is filled with scented sustainable soy wax. Simply wash clean and reuse for planting succulents or use in the office for paper clips and tacks. This candle is versatile and fits many styles from modern to Boho.

Star Hollow Candle Co. www.starhollow.com sales@ starhollow.com 507-837-3850

7. Royal Extract Honeycomb Candle

Hand-poured to perfection and fragranced with Royal Extract, this candle is the delight of every Queen Bee. The royal extract delivers a sweet blend of golden honey and royal jelly. This candle smells like creamy milk, sweet golden honey, and apple blossoms all resting on a bed of precious woods.

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Lady Primrose Products lpretail.com info@ladyprimrose.com 214-747-7673

8. Relaxing Everyday Collection Candles

Made with ethically sourced materials and designed and packaged locally. Relax and enjoy scents like Moss & Lichen, Moroccan Rose, Lavender, Cashmere, and Belgian Linen.

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Linnea’s Lights linneaslights.com info@ linneaslights.com 214-747-7673

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9. Glowing Reserve Light Candles

Each candle in this collection is thoughtfully blended to tell a story and is reminiscent of favorite places, memories, and people. Light one of these candles to take a trip back through your memories. Features the scents of Fjord, Orchard, Palo Santo, White Sage, and Earl Grey.

Linnea’s Lights linneaslights.com info@ linneaslights.com 214-747-7673

10. Twilight Ultrasonic Aromatherapy Diffuser

Runs for up to four hours continuously or eight hours intermittently. Features a timer for 60, 90, or 120 minutes. Simply add water and a favorite essential oil, then turn it on to let its gentle mist and seven rotating LED lights rejuvenate.

Serene House www.serenehouseusa.com sales@serenehouseusa.com 856-673-4117

11. Pine and Berries Florals

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This collection comes with a pick, ring, and wreath. The wreath is shown wrapped around a 4" w. x 5" h. candle pillar. Candle sold separately.

The Country House Collection www.thecountryhousecollection.com wholesale@ thecountryhouse.com 800-492-1784


DANCING FIELDS Experience a soft freshness wrapped in warmth.

LIGHT A CANDLE • FEED A CHILD™ EVERY JAR CANDLE SOLD PROVIDES THREE MEALS TO AN ORPHANED CHILD OVERSEAS.

ATLANTA | DALLAS | VEGAS FIND YOUR TERRITORY MANAGER: ONECOAST.COM/FIND WWW.LIGHTACANDLEFEEDACHILD.COM WWW.BRIDGEWATERCANDLES.COM | 1.877.THE BRIDGESM


TRENDWATCH 12. Lavender and Rosemary Soy Candle

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Bring the spa atmosphere into your home with this soy candle. Available in 4 oz. and 8 oz. A custom blend of essential oils is combined with natural soy wax to create the perfect aromatherapy candle.

Park & Madison www.parkandmadisoncandles.com info@parkandmadisonnyc.com

13. Vintage Leather Hand-Poured Soy Candle

Smells like the inside of a saddle shop with hints of amber and suede. If you love the smell of leather, you’ll love this candle. Available in 8 oz. and 16 oz. with a 40-60 hour burn time.

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76008 Candle Co. www.76008candleco.com contactus@ 76008candleco.com 817-807-8631

14. Victorian Orange Spice-Scented Candle

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Inspired by the Victorian classic Eau de Cologne, this Orange Spice-scented candle is a new spin on the 18th century favorite. A vibrant fragrance composed with a refreshing burst of citrusy orange and litsea cubeba, complemented by the mellow warmth of anise and clove. Photo credits to Brent DeLanoy

Willow & Birch Apothecary shopwillowandbirch.com info@ shopwillowandbirch.com 607-538-3014

15. Lavender Room and Linen Spray

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Made with natural ingredients, this lavender-scented room and linen spray is spa inspired. With just one spritz, your anytime luxury spa awaits.

Wicks + Scents www.wicksandscents.com wholesale@ wicksandscents.com 803-997-072

16. Rich Cardamom Vanilla-Scented Candle Cardamom vanilla adds a smooth creamy texture to any space. Rich tones of vanilla and cardamom are accompanied by tonka bean, hints of cedar wood, and a dash of spice. Also available in Linen Spray, Lotion, and Multi-Purpose Soap.

Broken Top Candle Company www.brokentopcandleco.com admin@ brokentopcandleco.com 541-306-3079

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17. Warm Ginger-Scented Candle

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New fall scent. The Ginger-scented candle has a strong aromatic fragrance that blends all the spiciness of ginger with the freshness of orange.

Atelier 880 atelier-880.com atelier880chicago@gmail.com 312-213-2989

18. Swing-Top Tea-Light Holder

Features a crystal base with gilded swing top ideal for tea light candles. Simply swing shut to snuff out the flame.

Sagaform www.sagaform.us infousa@ sagaform.us 856-626-1340 16  Smart Retailer AUGUST/SEPTEMBER 2019


100% American Soybean Wax TM

Clean Burning Lead-Free Intensely Fragrant

Atlanta Gift Mart - Building 2 #618B Dallas Trade Mart - #2810 Las Vegas Market Center - #C-824 Minneapolis - Orange #317

info@swancreekcandle.com

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www.swancreekwholesale.com

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800-626-4590


TRENDWATCH 19. Pure-Burning Mission Grove Perfumed Candle

Enjoy these pure soy, American-made, vegan candles. They burn clean and bright, bringing warmth love and twinkling light to your environment. Featured scents include Madagascar Vanilla, Fig & Honey, and Sakura Blossom. Each candle is 9.5 oz. and has an approximate burn time of 75 hours.

Soap & Paper Factory www.soapandpaperfactory.com jessica@ soapandpaperfactory.com 845-353-4566

20. Illuminating Sweet Grace Collection Undeniably warm, peaceful, and pure, Sweet Grace illuminates with effortless beauty. Fullbodied fruits embrace the heartwarming aroma of sparkling tea and patchouli for a heavenscent fragrance formula. Available in 19 different containers.

Bridgewater Candle Company bridgewatercandles.com 864-680-9469

21. Afternoon Retreat Collection

Be softly summoned with opening notes of mandarin, bergamot, and lime. Velvety moss, anise, and geranium further draw in the senses for a quiet spell, while a hearty base of teak and sandalwood and amber seal the fragrance in sound serenity. Enjoy this scent in nine different containers.

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Bridgewater Candle Company bridgewatercandles.com 864-680-9469

22. Petite Terrarium Glass Candle

Ten oz. single wick candle that transforms into an adorable home for petite succulents, offering the ability to upcycle. This terrarium candle is made with all the scents of the outdoors — red cedar, frasier fir, and smoky amber. The perfect candle to light during the cool winter nights.

Fussyruff fussyruff.com | orders@fussyruff.com 470-344-4843

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23. Candle Impressions Flameless LED Pillar Candles

These impeccable wax pillars have remarkable LED technology that brings quality to the next level. New Folding Flame technology is the first in the industry. When not in use, the Folding Flame wick is still visible, but the LED flame discreetly tucks away. Like a standing ovation, the candle’s flame rises and illuminates on command.

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Sullivan, Inc www.sullivangift.com | info@ sullivangift.com 800-456-4568

24. Jar Candles

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What better way to showcase the fall season than with these two jar candles that say, “Blessings are everywhere” and “In all things be grateful.”

Transpac www.shoptii.com | info@ shoptti.com 800-449-9903 18  Smart Retailer AUGUST/SEPTEMBER 2019


100% Natural Soy Wax Candles Handcrafted in Kalamazoo, MI, USA

wholesale@kalamazoocandle.com

• • • •

Natural Fragrance Oils Paper-Core Cotton Wicks Sustainably Made All Orders Ship in 2 Days (Even During the Holidays!)

www.kalamazoocandle.com

(269) 532-9816


Hone In on Bigger Profits Décor for the Fashionable Home

Wood Pallet Art

Wood pallets come as 12" x 16" or 16" x 20" and are printed on state-of-the-art printers using high-quality .25" Baltic birch plywood. All wood art is made in the U.S.A. and comes ready to hang.

Penny Lane Fine Art & Licensing www.pennylanepublishing.com info@pennylanepublishing.com 937-849-1101

Berkus Side Table

The perfect side table to add a rustic antique style to any room. This side table features a beautiful wood frame with filigree. Topped with an antique mirror, this table pairs nicely with rustic tabletop décor.

Bima Trading www.bimatrade.com | br@bimatrade.com | 617-359-8558

Ginkgo Three-Hook Rack The beautiful lush green of a summer Gingko tree appears to grow its way across this threehook rack. This rack can even be used outside by the pool. Complete with a clear coat to protect it against the elements.

Haw Creek Forge www.hawcreekforge.com hawcreekforgemargy@gmail.com 828-285-9785

Flour Sack Towels with Magnetic Note Pad Set Madeira Stoneware

Great Mediterranean style home décor in three shapes of stoneware: Egg Vase, Cylinder Vase, and Rectangular Vase. Available in three colors: blue, lemon, and grey. Mix and match to add just the right amount of color to a room.

COSTA NOVA www.costa-nova.com | office@costa-nova.com 845-277-5700 20  Smart Retailer AUGUST/SEPTEMBER 2019

Each set comes complete with one 24" w. x 38" l. cotton flour sack towel, one matching magnetic notepad, and a pen. The towel is machine washable. Choose from 47 designs.

Alice’s Cottage alicescottage.com info@alicescottage.com 800-288-7977


Introducing our new line of hand-made

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wooden villages

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Meadowbrooke Gourds

Hand Made by a small business founded on

excellence, integrity & personal freedom.

125 Potato Road • Carlisle, PA 17015 717-776-3470 • mbgourds.com • sales@mbgourds.com


American-Flag Wall Accent

The flag is cut from birch plywood and printed with rustic graphics directly onto the wood. Three layers of wood enhance the illusion of depth. Hangs with a keyhole slot on the back. Suitable for inside décor or protected porch. 21" l. x 14" h. x .5" thick.

Maple Landmark Woodcraft www.maplelandmark.com thefolks@maplelandmark.com 802-365-7793

Mix-and-Match Stoneware Containers

Abundance of Beauty Framed Print

Farmhouse style print includes a distressed, white-painted frame and hangs from a pre-drilled keyhole opening. Available in 18.5" w. x 14.25" h. or 21.5" w. x 17.25" h. frame. Made in the U.S.A.

Farmhouse Old Town Scale Clock

Decorative metal scale features a distressed, antique white-painted finish. Scale has a classic-style clock built into the front that uses one AA battery (not included). 6.75" h. x 5.5" w. x 5.5" deep.

Display the beauty of stoneware in your home. Mix and match the white, black, and Starburst Hurricane Pillar storm-colored containers with the white, sterling, and slate-colored carafe to add Candleholder rustic beauty to your household. Available in A three-piece pillar candleholder set three sizes: small, medium, and large. made of metal. Its unique starburst Be Home design lights up a room.

Sunset Vista Designs www.sunsetvistadesigns.com sales@ sunsetvistadesigns.com 800-203-4480

CWI Gifts www.shopcwi.com sales@shopcwi.com | 800-666-5858

www.behome.com | info@ behome.com 510-848-5060

Accent Bird Lamps

Whether you want to enjoy a single songbird (Birdie Accent Lamp) or a pair of Cardinals (Two Cardinals Accent Lamp), these accent lamps make a great home décor item for nature lovers. Each lamp is 12" h. and offers the perfect amount of light to a study.

AHS lighting & Home Decor www.ahomesteadshoppe.com mail@ ahomesteadshoppe.com 800-765-2474

Philip Family

Plaid Austin Linen Collection

Meadowbrooke Gourds mbgourds.com sales@mbgourds.com 717-776-3470

The Country House Collection www.thecountryhousecollection.com wholesale@thecountryhousecollection.com 800-492-1784

Meet the Philip family, red gourd snowmen with bellies portraying a brightly lit cabin.

This slate grey and ivory plaid linen collection will go with many different décor styles and color palettes. This line includes tabletop items and window treatments.

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· Made in the USA · 14x18 Inches · ½'' Thick Baltic Birch · Ready to Hang

pennylanepublishing.com info@pennylanepublishing.com (937) 849-1101


Olive Grove Pillow

This pillow is 24" x 24" and mustard color. Made with 100% sustainable cotton, this pillow is a great addition to any piece of furniture.

Raine & Humble www.raineandhumbleus.com mail@raineandhumbleus.com 800-765-2474

Printed Napkins and Tablecloth

Beautiful cypress design, from the Cypress Block Print Tablecloth, meets the Shell Block Print Napkins. Both are hand block-printed and dyed in a bath of natural mineral dyes. Made on chemical-free handwoven cotton fiber.

Ichcha www.ichcha.com | info@ichcha.com | 516-216-9306

Blossoming Flower Bowl

Mimicking a blossoming flower, this bowl has an open framework that keeps fruits and vegetables fresh. It’s made from bamboo plywood with an all-natural finish.

GioGio Design giogiodesign.com | jessica@giogiodesign.com | 631-408-6016

HOME Décor Pillows

Ultrasonic Aromatherapy Diffuser

Brighten up any room with a little home state pride. Individualize each pillow with a greeting from your home state or a map of the state. Great for any room.

The new teardrop shape of the Comet allows for eight hours of continuous and 16 hours of intermittent run time in addition to the 60-, 90- and 120-minute timer modes. The seven rotating or fixed LED lights add ambiance to a room.

Serene House www.serenehouseusa.com sales@serenehouseusa.com 856-673-4117

Julio Designs www.juliodesigns.com info@juliodesigns.com 972-712-2888

Embroidered Geography Pillow

The original geography collection celebrates more than 250 locations around the world. Each pillow is embroidered entirely by hand; it takes about 40 hours to make one pillow!

catstudio www.catstudiosales.com sales@catstudio.com 707-778-1100

24  Smart Retailer AUGUST/SEPTEMBER 2019

Innovative Wall Clock

A deconstructed timepiece-as-décor, the On The Other Hand Clock is a great addition to your home décor. This clock is made from solid cherry hardwood and signature hand-collected beach stones. This innovative design has separate hour and minute hands. Hang it vertically or horizontally to suit your style and available space.

Sea Stones www.sea-stones.com info@ sea-stones.com 603-952-1736


Burst Hardware

The Burst transforms a piece of furniture from simple to stunning with its big, bold, beautiful design. Available in Polished Nickel and Satin Brass. 12” l. x 4.6” h. x 1” deep.

Stacked-Stone Serving Bowls

Stacked Stone Serving Bowls come in two sizes: small and medium. Made with porcelain clay with a solid jet-black glaze, the bowls also add a decorative splash to a room.

Nested Formation Bowls

Vibe Pendant

The Vibe Pendant provides a great focal point by adding an artisan touch to any interior. Available in brushed silver, brushed gold, brushed champagne, dark bronze, and matte black. The glass comes in clear, frosted, seeded, and antiqued. Available in an 8", 10", and 12" diameter globe.

Designed with geometric basalt columns in mind, these bowls were made for functionality and versatility. Great for entertaining, when stored they nest together to create an attractive sculpture in their own right. Food safe, dishwasher safe, and microwave safe.

Lauren HB Studio www.laurenhbstudio.com laurenhbstudio@gmail.com 419-575-2027

Robin Baron robinbarondesign.com sales@robinbarondesign.com 212-262-1110

Stay Awhile Sign

This sign is 4' long, making it big on style and size. Complete with the beautifully scripted words “stay awhile” set against a weathered white background and wood framing.

Pineapple Plaque

Artfully embossed and made of metal, this grand pineapple plaque has exceptional detailing and coloring perfectly accented with hints of verdigris.

Framed Lemon Prints

These lemon prints give a look of timeworn imperfection. They’re great for bringing a casual and colorful vibe to summer gatherings.

Infinity Medium Rectangular Tray

This graceful, elegant tray is great for serving drinks, snacks, the main course, or dessert. It’s so versatile, it can be used every day.

Corsica Serving Board and Knife Set

The paddle serving board and wood-handle knife gift sets are the way to go. This set is available in five styles, making it a practical gift anyone will enjoy.

Salisbury Fine Metal Artisans salisburyinc.net sales@salisburyinc.net 800-824-4708 26  Smart Retailer AUGUST/SEPTEMBER 2019

Melrose International www.melroseintl.com support@melroseintl.com 800-282-2144


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www.smart-retailer.com  27


Cook Up More Sales

in the Kitchen

Pumpkin Flour-Sack Dish Towel

Great for fall, this dish towel is sure to clean up any mess. Hand-drawn and screen-printed in Denver, Colorado.

Counter Couture counter-couture.com hello@counter-couture.com 303-917-3157

Instant Mulling Spices

Taste fall with a package of delicious Instant Mulling Spices. Just add red wine or apple cider to enjoy the flavors of the season.

H & T Gourmet Products www.bitchbagdrinks.com | ht.llc5102@gmail.com 651-283-7977

Inspirational Cutting Board Décor

The Bless This House cutting board features a leather strap perfect for hanging in a kitchen or dining room. Made from thick, sturdy wood, it reads “Bless This House” in bold black lettering. 14.75" h. x 9" w.

Silly Kitchen Towel

This humorous charcoal gray dish towel looks great in every kitchen. Printed with white lettering that reads “The Only Reason I Have A Kitchen Is Because It Came With The House.” Made of 100% cotton. 25.5" l. x 18" w.

Col House Designs www.colhousedesigns.com | custserv@colhousedesigns.com 800-492-1784 28  Smart Retailer AUGUST/SEPTEMBER 2019

TrueDivide Glass Food Storage Containers

Core Kitchen’s TrueDivide Glass Food Storage container can hold both soup and bread without unwanted mixing. The lid features a silicone barrier that creates the perfect seal. It also comes in three sizes: 51 oz., 32 oz., and 19 oz. Made with borosilicate glass, which is resistant to thermal shock and undesirable odors and stains. Perfect for meal prepping!

Core Kitchen corekitchen.com | sales@corehome.com | 646-845-6000


www.smart-retailer.com  29


Accented Cutting Board Wall Hangers

These cutting board wall hangers are made from pressed wood and stained for a natural wood finish. Each is printed with a unique saying and hangs from a jute string. 15.5" h. x 6.5" w. x .5" deep.

Sturdy Grater Napkin Holder

Witty Kitchen Towels

Decorative towels that will look fantastic in the kitchen. Each features a waffle-weave design with various witty sayings.

The Country House Collection www.thecountryhousecollection.com wholesale@thecountryhouse.com | 800-492-1784

This galvanized metal napkin holder has punched holes similar to a cheese grater, with a metal bar inside to hold down napkins. A great addition to any farmhouse kitchen! 6.75" l. x 6.75" w. x 2" h.

The Hearthside Collection www.thehearthsidecollection.com contact@thehearthsidecollection.com 877-918-1433

Personalized Hand Towels

Everyone knows the person who could use this towel or any one of the hundreds of wonderful handmade towel sentiments available. These 100% cotton towels are workhorses in the kitchen and can be ordered with a reclaimed wood towel display. Printed in Wisconsin with pride.

Three-Tiered Crate Stand

Available in small and large sizes, these threetiered crate stands come assembled. Made from unfinished wood. The large size is 21" w. x 12" deep x 36" h. Small size is 15" w. x 10" deep x 36" h. Perfect for holding wine, vegetables, fruit and other kitchen items.

Crates & Pallet www.cratesandpallet.com info@cratesandpallet.com 877-926-6464 30  Smart Retailer AUGUST/SEPTEMBER 2019

Second Nature by Hand www.secondnaturebyhand.com | info@secondnaturebyhand.com 608-637-8860

Classic Printed Hardwood Maple Cutting Boards Available in three bright designs: Sunflowers, Victorian Heart, and Country Kitchen. Each cutting board is 5" w. x 9" l. x .71" thick. Crafted from locally sourced, sustainably harvested maple hardwood. Graphics are printed directly on the wood, creating a durable image.

Maple Landmark Woodcraft www.maplelandmark.com thefolks@mapleandmark.com 802-388-0627


www.smart-retailer.com  31


Knock It Out of the Park WITH SPORTS MERCHANDISE

Festive Lip Balm Holder

Designed to help save time and reduce frustration, the LippyClip Lip Balm Holder holds standard-sized lip balms and conveniently clips to a keyring or purse. Available in dozens of prints and colors, there’s a LippyClip to match every fan’s style.

LippyClip www.lippyclip.com traci@lippyclip.com 205-915-2189

Baseball-Themed Shoelaces

These shoelaces were created to express individuality. The baseball-themed shoelaces are perfect for game day and are made in Los Angeles.

Cute Laces www.cutelaces.com | order@cutelaces.com 310-562-4060

American-Made Game Day Gear

Hats, shirts, and totes handcrafted to show pride in local and favorite sports teams. Available in 22 team colors and all 50 states.

Taylor Coultas, USA debbkb@gmail.com 217-883-3962

Early Football Bulldog Pillow

A beautiful depiction of the infamous bulldog ready to take the field with his leather helmet and 1920 football. The background is the 1920s game between the U.S. Marines and the U.S. Army. This pillow cover is made with cotton and is jacquard woven with a zipper. It measures 18" w. x 18" l. The bulldog makes a unique home décor item for the sports enthusiast, history buff, or dog lover.

K & P Weaver, LLC www.baseballamericaspastime.com kp19thbb@aol.com | 203-795-9024 32  Smart Retailer AUGUST/SEPTEMBER 2019


WAX

WAX WARMERS

...always make scents

888.700.8233

IrvinsTinware.com www.smart-retailer.com  33


The Perfect GOLF Gift Mugs Enjoy this ready-to go-gift for any occasion. Comes complete with tees, a golf ball, and GOLF mug.

Wooden Boxed Gift Sets

In The Sand offers unique and creative gifts sets. Each is customizable with any business logo on an included wooden box. Great for marketing opportunities.

In The Sand Golf www.its-golf.com sophie@fastaerial.com 800-723-7425

Metal Football Nightlight

Let sports light your way. This American-made nightlight is football-shaped. Nightlights are customizable to show support for any sport.

Whimsies www.whimsiesusa.com | pam@whimsiesusa.com 214-616-2787

Stickers for All Sports

What kid or adult doesn’t love sport stickers? Available in many sports. Drop them in a gift bag for added fun.

Mrs. Grossman’s Paper Company www.mrsgrossmans.com info@mgpc.net 800-457-4570

Sleepwalker: Game Day Necklace

Choose from many pendants that have major U.S. cities on them. Wear this necklace as a subtle way to support a beloved sports team.

Overtime: Game Day Bracelet

These bracelets are the perfect way to show team pride. Choose alternating team colors on the band and finish it off with a metal ID displaying a favorite team’s state as the O in HOME.

Julio Designs www.juliodesigns.com info@juliodesigns.com 972-712-2888 34  Smart Retailer AUGUST/SEPTEMBER 2019


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www.smart-retailer.com  35


g n i n n i W a ff O l l Pu m a r g o r P Loyalty BY FLORA DELANEY

F

or those who buy into the Pareto principle (20% of customers drive 80% of profits), a loyalty program can propel those numbers through increased shopping frequency and average transaction value. Loyalty programs are designed to do two things: invite returning customers back to your store more frequently and connect them to your brand. But first, there are two foundational programs to have in place:

1. Build Remarkable Customer Service

Perhaps the greatest “loyalty program” a business owner can put into place is remarkable customer service. Investing in a loyalty system without first ensuring that customers always receive friendly, helpful, competent service could be a waste of money. Employees need more than just “sales” training. They need an environment in which customer service is reinforced and modeled every day by all levels of management. Once you’re confident that customers will be treated well by everyone from the manager to the new part-timer, a loyalty system may be the right answer.

2. Offer Compelling Merchandise

Carry compelling merchandise that creates a “treasure hunt.” Customers who are pleasantly surprised by new offerings each time they enter your store or website are more likely to enjoy frequent visits. Reminders and new product announcements are more likely to motivate shopping. A shop that has rigid offerings may sustain a devoted niche following, but a loyalty program will struggle to drive sales if the merchandise is stale. Since loyalty programs are meant to build repeat shopping visits, we need sound tactics behind the earlier points of the customer journey:

Build Your Loyalty Program in the Proper Sequence

Before customers become loyal customers, they have to be aware of your business and conduct at least one initial transaction. Ideally, they had a memorable experience and they consider your shop for future purchases. So, from a marketing standpoint, 36  Smart Retailer AUGUST/SEPTEMBER 2019

awareness and trial offers need to be effectively in place before any investment in loyalty makes sense. A very new store should prioritize investments in awareness campaigns and promotional offers to encourage a trial transaction before investing in loyalty systems.

AWARENESS

TRIAL

REPEAT

LOYALTY

EVANGELIST

Prioritize Positive Customer Experiences Over Recordkeeping

Loyalty marketing programs are affordable for even the smallest retailer. The simplest loyalty system is a punch card with a free or discounted item after a certain number of purchases. Another one is the “bounce back” offer at the bottom of a receipt that expires in 30 days. Or a 3" x 5" card box to keep the names of your best customers and what they like. Shopkeepers use it to make their core customers happy by remembering their names and their most recent purchase. Again, it is the customer service behavior — like asking about the customer’s experience with their latest purchase (“Carol, how did you like that peppermint tea?”) that makes the difference. It’s not keeping records in a 3" x 5" box.

Develop a Strategy That Actually Achieves the Results You Want

Think about how you will use a loyalty system. Do you want to offer a discount or price incentive? There are several options. Either offer a discount every day for loyalty members (10% off everything for program members), set up special events with a discount just for members, or set a threshold to receive the reward ($25 gift certificate when you spend $500.) Price discounts can be effective when your product range is available elsewhere. This is why punch cards are so common for coffeeshops. Remember that a “10% off every day” kind of program may not build a more loyal customer on its own. Over time, customers will expect it as their standard offer. However, there is real power in combining excellent customer service with an everyday


Home of the original floating star candle

Handcrafted Candles & Primitive Gatherings Lancaster County, PA Phone: (717) 426-2200

www.candlesmithswholesale.com www.smart-retailer.com  37


loyalty program. If employees can be taught to weave the loyalty program into conversations, they can spur larger transactions. For example, “I see you’re deciding between the $40 and the $50 sweater. Since you’re a member of our loyalty program, the $50 one is actually $45 for you. Does that make your choice easier?” Or “I see you’re getting two of these today; if you Loyalty Campaigns purchased three, your for Gift Stores next one would be free Looking for loyalty campaign when you return. Would ideas? Here are three ways to bring customers back more frequently. For you like to do that?” In the complete article, visit http://smartthese kinds of engageretailer.com/author/flora-delaney. ments, the customer comes away feeling that • Extended Return Timing If your stated return policy is 30 the sales associate “really days, extend it to 60 days for loyalty looked out for them” members to encourage them to make and they had a great purchases without worrying. experience in which • Birthday Offers they were reminded of Most loyalty programs include a the prestige and power birthday offer (once customers enter that comes from being a their month or date of birth). Just loyalty member. Meanmake sure that the offer duration while, the transaction lasts long enough for customers. An offer that is only good on the size increased and the customer’s actual birthdate leads to customer had a positive disappointment for customers and brand interaction. stores who invest in the campaign. Another way to use • Continuity Programs a loyalty program is to Loyalty programs that allow customgive members exclusive ers to build a set or collection over access to limited-edition time are ideal for creating reasons items or events. Artist to return to the store. Continuity trunk shows, early programs can be open to the public or exclusively for loyalty members. holiday events, and afterhours sales are exclusive events that can have a high value if your product is unique or difficult to find. Conduct a break-even analysis to decide if the sales are positive for the business. Do your customers visit your store more frequently? Do they spend more over the course of a year? For infrequent shopping visits, consider building a lifetime value measurement to understand what loyalty means over the long haul. The key is to uncover whether customers shop more often because of the loyalty program or if it just rewards them for shopping visits they would already make. Your rewards need to stretch your customers past their normal habits. Loyalty program discounts can be disappointing when the customer is rewarded with a “pleasant surprise” in spending less than they had planned at the cash register. While the benefit is not detrimental, the loyalty marketing expense did not increase the transaction. While there will always be a certain level of rewarding planned purchases, the key is to build an escalating reward system that drives bigger-than-planned purchases.

Build a Connection Through Community

Another option is to use a loyalty program that positions your business as a good citizen or community caretaker. Programs that are as simple as a school donation day — when a portion of all profits are donated to a school — are effective in driving traffic and building an emotional connection to customers (which builds loyalty). Additionally, the charitable entity does most of the 38  Smart Retailer AUGUST/SEPTEMBER 2019

marketing for your business. Find something that fits with your brand: an animal shelter, daycare, or local park. If you understand your customers and their emotional motivators, a charitable loyalty program can be more motivating than cash discounts. By highlighting the connection to the community, it’s a great way for local businesses to compete against national retailers.

Integrate Loyalty Programs With POS and CRM Systems and Marketing Plans

If your company is ready to implement a loyalty program, there are two critical system integration points to help in your decision. How does it integrate with your POS system, and how does it integrate with your Customer Relationship Management (CRM) system? Let’s be clear: your “CRM system” may be as simple as Constant Contact, Mailchimp, or Robly. Or it may be more robust like Salesforce or Zoho. To begin, contact your POS provider and ask about loyalty programs they support. Selecting a loyalty program that works with your POS system without custom integration and programming will get you started quickly and without expensive development fees. Ask if member status, loyalty points, and promotional messages will print on receipts. There should be a cashier message from the system terminal to ask about loyalty membership and an alternative lookup (with a phone number, for example) for customers who do not have their card or account information. Test the alternative lookup to be sure that it won’t slow down transactions during busy times. Next, work with your marketing plan to determine how you want your loyalty program to interact with email or other promotional messages to your customers. There should be data feeds to automate welcome emails, birthday offers, lapsed customer (“we miss you”) offers after a specified period, loyalty reward notices, and other events so the POS system, the loyalty program, and marketing campaigns are synchronized.  Finally, the system has to be affordable, produce a positive return on investment in under a year, and be stable and scalable for future growth plans. Make sure you conduct due diligence interviews with current clients as well as past clients who cancelled their service. More advanced considerations include apps for smartphones, standard and custom reports for you and your members, and integration to loyalty consolidation services like Apple Pay, Android Pay, and Google Wallet.

Make Your Shop Your Customers’ Favorite Destination!

A loyalty program that’s built on excellent customer service can bring your customers back to the store more frequently. Special offers and personal connections can make you their favorite store. Flora Delaney is a retail consultant, expert, and author of the book Retail the SecondOldest Profession - 7 Timeless Principles to Win in Retail Today. As a Smart Retailer contributing writer, Flora brings her passion for independent retailing education to our readers. Her book is available on Amazon and www.floradelaney.com/book for all devices and paperback.


contactus@76008candleco.com 76008candleco.com • (817) 807-8631 www.smart-retailer.com  39


BUSINESSBRIEFS BY SARAH HOBAN

Caregiving and the Workplace:

What Are Small Businesses Doing?

Most small business owners and employees will face the issue of family caregiving sooner or later. A recent AARP study of more than 1,000 small business owners revealed that more than 70% of owners or employees had provided care for a loved one. Two-thirds of those responding said that they believed that the issue of family caregiving in the workplace is important today and in the future, and 94% agreed that supporting caregivers in the workplace is the fair and right thing to do because it “strengthens employee morale,” “provides work/life balance,” and “reduces employee turnover.” However, the study also revealed that only 18% of owners surveyed had a formal written policy to address the issue. Other respondents noted that they used unwritten, but consistent policies or an informal case-by-care approach, but 19% said they had no policy at all. Reasons varied; some were financial, while others said they worried about being taken advantage of or about the effects on other employees. However, many simply didn’t know what benefits or resources to provide. One observation did emerge, however. The workplaces deemed “most supportive” were ones that had formal, written policies. The most common solutions offered by employers included flexible schedules, “open door” policies, and unpaid time off. Another clear finding was that respondents were very interested in free or lowcost guidance for making their businesses more caregiver-friendly. Solutions included tip sheets, DIY toolkits, online training, and local workshops. A complete copy of the report can be found at bit.ly/2Z3K42P.

Succession Success

Succession planning can weigh heavily on small business owners’ minds. Whether you’ve started to think about retirement or just want to cover all contingencies, you should have a plan in place to ensure your business continues without interruption. SCORE and MassMutual have created a short downloadable guide to help business owners create a path toward exiting their business. The guide also explains exit options such as transferring ownership to family members and selling to a partner or employee and ways to make the transition process run smoothly. You can find the guide at bit.ly/2wtLaIV. 40  Smart Retailer AUGUST/SEPTEMBER 2019

Saucy Sales If sauces and condiments are part of your merchandise lineup, take heart: new and bolder versions have made them a hot commodity. Alexia Elejalde-Ruiz, a Chicago Tribune business writer, reports that thanks to a burgeoning Millennial market — with a hankering for bolder flavors — sauces have become a growth category. Longtime industry leaders such as Hunt’s and Heinz are debuting premium barbeque sauces; condiment hybrids, such as mayonnaise/ketchup or mayonnaise/mustard blends; and all-natural ketchups. Spicier sauces that are gaining shelf space include chili sauce, curry ketchup, and wasabi mayo. One industry executive noted that the souped-up sauces are a way for Millennials at home to duplicate the zesty flavors they’ve become accustomed to from dining at ethnic restaurants.


Employees: the Competitive Edge A tight job market — and the high cost of turnover — means that effective and experienced employees are more valuable than ever. STORES magazine examined some trends that retailers are putting into play to attract and retain a good staff. And while many of the practices are used primarily by larger retail chains, their focus can work for smaller retailers as well. One example: technology. Retailers value employees who can learn and use technology quickly and efficiently, whether it’s used in customer interactions such as checkout and inventory checking or filling online orders for in-store pickup. Many larger retailers are also using technology to hire and train new workers and schedule work shifts. Retailers are also paying closer attention to customer experience, since it’s a clear advantage that brick-and-mortar stores have over online shopping. Employees become ambassadors for the store, and the best ones engage with customers, offer solutions for their purchasing needs, and provide service that will bring them back. These are individuals, said one consultant, “who’ve picked a retailing job because they like what they’re doing.”

Payments: Paper or Plastic?

While the number of cashless retailers has been on the rise in recent years, don’t count on small businesses giving up on cash anytime soon. Mobile payment company Square released a study earlier this year examining the current state of digital payments and found that 83% of the 1,000 business owners surveyed said they’ll never stop accepting cash at their business. Customer preference was important; two out of three owners said that their customers would react negatively if the business went cashless, while others noted that such a practice would exclude customers who didn’t have bank or charge accounts. This doesn’t mean there haven’t been noticeable changes in customer behavior, though. The study, “Making Change,” noted that consumers have been using cards for increasingly smaller purchases; in 2015 half of consumers used a card for an $8 transaction, while this year, the transaction size dropped to $4.50. Top states for card use: California, Washington, Utah, Colorado, and Virginia; top states for cash were Iowa, Wisconsin, Hawaii, West Virginia, and Delaware.

“[Give] generously to your employees so that they can give generously to your customers. Satisfaction is a transfer of energy. Keep your employees satisfied, and they, in turn, will keep your customers satisfied.” —THALIA TOHA, BRAND AND BUSINESS STRATEGIST, “STAR TREATMENT: CUSTOMER SERVICE LESSONS FROM LUXURY BRANDS,” ON BUSINESSNEWSDAILY.COM.

www.smart-retailer.com  41


DISPLAY&DESIGN BY AMY MEADOWS

Stick With Tape! I PHOTO COURTESY KRISTIE PETTIBONE

n our last issue, we reviewed options for use of adhesive vinyl on store exteriors, including contour and halo cut, and first- and second-surface applications. You’ll need to evaluate a number of factors to spend your time and money wisely. These are important decisions, as they likely affect your business name, store hours, product lines, etc. — some of the first things that a customer will notice about your shop.

On a Roll

When you’re placing an order for permanent or long-term vinyl signage, issues such as sun exposure and vulnerability to vandalism are important to consider, but they’re also crucial for more decorative, shorter-term applications, such as seasonal snowflakes or hearts or for framing devices or linear or architectural designs. Tape is perfect for that purpose. You can

For this installation, Kristie Pettibone opted for a specific product to achieve a preferred bronze hue and withstand year-round (vs. seasonal) weather exposure. Remember to research your color assortments and durability ratings.

use blue painter’s tape, masking tape in a variety of widths, artist tape in a variety of colors, or washi tape in a variety of patterns. There are many options, almost

Kansas City-based graphic designer, window display artist, and visual merchandiser Kristie Pettibone (@popdecorcreative) enjoys great success with the metallic washi tapes from papermart.com for price and weatherproof quality. This simple and sophisticated installation for Park Place in Leawood, Kansas, met the client’s request for a fun summer visual that could be easily removed once the promotion was complete.

42  Smart Retailer AUGUST/SEPTEMBER 2019

PHOTO COURTESY KRISTIE PETTIBONE

PHOTO COURTESY KRISTIE PETTIBONE

While these window treatments demonstrate the power of repeating simple geometric patterns, the layout is planned in advance in Illustrator and then adapted as needed. Note the precision and uniformity, which requires planning, patience, and the proper tools.

all of them cheap and cheerful. You’ll find tape of all sizes, colors, and adhesion levels. It’s difficult to think of a more time- and cost-efficient material. Tape can also be quite forgiving if modifications are needed. The only real restriction is that you work with straight lines. If you’re committed to an image with curves or curlicues, machine- or hand-cut vinyl is the way to go.

Preparation and Application

Preparation and application tools for tape are identical to those used for more permanent vinyl graphics. First, clean your glass thoroughly. Have a level, straightedge, burnisher, and sharp hobby knife handy. You’ll need to smooth out or “burnish” the tape to remove air bubbles and ensure that it’s fully adhered across the run. If the tape is applied with incomplete pressure along the length of tape, it will affect the color and appearance and provide a way for dust and moisture to penetrate under the edges. Stretching tape across a wide expanse will make you struggle to keep it absolutely straight, so work slowly. An extra pair of hands comes in handy. You can use a grease pencil on the glass to note the intended path and positions to hit. Where your tape overlaps, there will be darker spots, but that’s only a problem if you think it is. When the edges meet, I prefer


PHOTOS COURTESY AMY MEADOWS

G & S Collectibles in Durant, Oklahoma, used a rigid but lightweight stencil that could be positioned on the outside of the glass, becoming an outline for the comic book “pow!” graphic in the window. This also simplifies accurate duplication from window to window, from window to wall, and more.

The bright “pow!” created a WOW effect and cost less than $10.

that they’re mitered at a 45-degree angle but that’s your call. It is important to get a clean cut, though.

Fast, Affordable Application for Short-Term Use

In terms of scope of work and degree of difficulty, using tape as a design device is about as quick and as inexpensive as it comes. But it’s best for faster turnarounds, simple installs, and geometric-focused displays and it’s not meant for a long period of time. In fact, I don’t recommend that you have a taped installation in place for more than a month or two. It’s fast and affordable, so you should feel free to practice until you’re happy with the process and the finished product.

January26-30,2020 Save the Date at LasVegasMarket.com

Just in time for the

Holidays!

Have an interesting display to share? Or a question about visual merchandising strategies for your business or your district? Visit www.windowsmatter.com for more information.

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www.smart-retailer.com  43


Summer Focus: 2020 Vision

F

IRST LOOK is growing and Las Vegas Market’s popular trends program returns this summer with a series of new engaging product displays located throughout the World Market Center Las Vegas campus. For Summer Market, directional products will be showcased in two broad themes: Personal Style and Easy Sophistication. Viewers also will spot best examples of “Maximalist Decorating,” presenting a confident, bold mix of colors and patterns, incongruous yet harmonious; and “Color Drenching,” presenting a single hue interwoven with a variety of related tints and shades. Additional micro themes will feature products across the gift and home spectrum with timely motifs and timeless patterns, holiday must-haves, great gifts, and much more. FIRST LOOK’s directional color palette, “2020 Vision,” is an aggregate of headlining hues — all of which will be reinforced in the curated displays, a related educational seminar, and in an at-Market resource guide publication. Two FIRST LOOK showroom tours will also be offered: home furnishings on Mon., July 29, and gift on Tues., July 30. “Excitement is building for the upcoming edition of FIRST LOOK, especially the new displays,” explained Julie Smith Vincenti, FIRST LOOK editor and curator. “From all vantage points, these 360-view presentations will underscore the breath of categories that buyers and designers can source only at Las Vegas Market. What’s more, we’re putting our first ever FIRST LOOK color palette for 2019/2020 — comprised of complementary colors, eco-aware hues, and colors that empower maximalism, color drenching, and curated expressions — to work as backdrops for all of our displays.”

Personal Style On the Road portable Bluetooth speaker from Muzen Audio.

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“I Wrote a Book about You” gift board book with whimsical, age-appropriate prompts for kids.

Ju 20 Ju l l2 92 9- -a a uu g g2 ,2 ,2 0 1 81 8 Register Now LasVegasMarket.com Register Now at at LasVegasMarket.com “So You’re Saying There’s A Chance?” softcover gift book from Willow Creek Press.

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800-850-9453 Register Now at LasVegasMarket.com 44  Smart Retailer AUGUST/SEPTEMBER 2019


kat.hascall@gmail.com

303.507.0500 UNIVERSALIRONWORKSUSA.COM

OHHEY@TWOLITTLEFRUITS.COM 303.832.0752 TWOLITTLEFRUITS.COM

ERIN@ERINSMITHART.COM 678.705.1462 ERINSMITHART.COM

HELLO@COUNTER-COUTURE.COM 303.917.3157 COUNTER-COUTURE.COM

S

m

tanessa@reclamationetchworks.COM

415.991.3824 reclamationetchworks.COM

PAM@WHIMSIESUSA.COM 214.616.2787 WHIMSIESUSA.COM

michelle@atticjournals.com 503.781.7033 atticjournals.com

WILD RUMPUS ROOM Discover a showroom experience like no other. over 20

E

hand made & made in america

studios, all in one room. Jewelry, accessories, stationary, home decor and more.

daily happy hour showroom specials

SALES@SMARTGLASSJEWELRY.COM 404.371.0013 SMARTGLASSJEWELRY.COM

LAS VEGAS MARKET CENTER

R

BUILDING c SHOWROOM

Info@the3sisters.com 941.400.4439 the3sisters.com

info@sugarhousegreetings.com 800-365-5564 sugarhousegreetings.com

1064

I


Ju 20 Ju l l2 92 9- -a a uu g g2 ,2 ,2 0 1 81 8 Register Now LasVegasMarket.com Register Now at at LasVegasMarket.com

Jul 29 - aug 2, 2018

Barbados bracelets from Lotus Jewelry.

egister Now at LasVegasMarket.com

Lotus Jewelry lotusjewelrystudio.com info@lotusjewelrystudio.com 410-814-9833 Gifts of Nature’s baby bodysuits, made in the United States from 100% organic cotton.

Gifts of Nature www.giftsofnature.com info@giftsofnaturethestore.com 800-733-7783

Tannenbaum decorative trees available in two sizes from Zodax.

Zodax zodax.com sales@zodax.com 800-800-3443

Easy Sophistication

Art Floral Trading’s handmade ceramic salt and pepper shakers.

Art Floral Trading LLC www.floralimport.com | sales@artfloralLLC.com | 408-849-4788 46  Smart Retailer AUGUST/SEPTEMBER 2019

Fringed basket from Ganz Midwest-CBK. Ganz Midwest-CBK www.ganz.com | 800-733-7783


Froth Select automatic milk frother with premium stainless steel pitcher from Capresso/JURA.

JURA www.shopjura.com 800-220-5701

Handmade Bath Blasters and Bath Mallows from Bomb Cosmetics.

Bomb Cosmetics www.bombcosmetics.com sales@bombcosmetics.com Ju 20 Ju l l2 92 9- -a a uu g g2 ,2 ,2 0 1 81 8 Register Now LasVegasMarket.com Register Now at at LasVegasMarket.com

Jul 29 - aug 2, 2018 Register Now at LasVegasMarket.com

Double wall travel mug from Alessi.

Alessi www.alessi.com | corporateb2b@alessi.com

Green Daffodil

Oakmoss Soy Candle Our Oakmoss scented soy candles are a perfect addition for the guys and to nestle in for Fall. Each is hand-poured & made in small batches right here in the USA. greendaffodil.com 248-547-4172 Stainless steel straw set, including cleaning brush, from Shell Creek Sellers.

Shell Creek Sellers shellcreeksellers.com www.smart-retailer.com  47


AMERICANMADECOLLECTIVE

Sabbath-Day Woods Products Proudly Made in America All the materials used to make Sabbath-Day Woods items are sustainably sourced, including the palm wax for candles, with RSPO-certified sourcing. “We sustainably source because of a deep love for our forests, mountains, animals, and community, and the delicate ecological infrastructure holding everything together,” Desmond explained. “Sustainability is honoring to the God we serve and means the world to us — literally! We are Sabbath-keeping Christians, in love with the God who first loved us, seeking to live in and share with others His beautiful kindness and grace.” To learn more about Sabbath-Day Woods call 828-235-9444.

D

esmond Suarez is a second-generation woodworker with decades of woodworking and artist experience, proudly creating the highest-quality wood products for the home. Each piece is designed to be used and enjoyed today, tomorrow, and onward by future generations. Every wood product is hand-rubbed with the company’s exclusive lemon Beesoil, a food-safe oil that seeps into the wood grain for a smoother and more durable finish. More than 250 retailers across the country currently carry Sabbath-Day Woods items, including the Biltmore House in Asheville, N.C., just a few miles down the road from the Sabbath-Day Woods shop and studio in Canton, N.C.

SPECIAL ADVERTISING SECTION

About the Family

Desmond Suarez, designer and owner of Sabbath-Day Woods, grew up creating sawdust with his father, a furniture maker. After spending more than 35 years as a professional furniture designer and maker, Desmond transitioned his own business, Sabbath-Day Woods, into fine functional home artwork. Devin Suarez, Desmond’s son and Sabbath-Day Woods’ lead craftsman, is involved in the design and production of every handmade piece born in the workshop. Desmond Suarez II, Desmond’s oldest son, is a full-time high school teacher, but helps out on the IT side of Sabbath-Day Woods, keeping the website and other apps and software running smoothly. Every Sabbath-Day Wood’s wooden piece and candle is made by Desmond, Devin, and/or Aaron Gonzalez, a family friend and fellow craftsman.

48  Smart Retailer AUGUST/SEPTEMBER 2019

Sabbath Day Woods

Handcrafted from certified sustainable Appalachian cherry and hard maple woods, with a fine, hand-rubbed oil finish. Modern touch in design and may be hung on the wall or set on a shelf. American-made quartz movement with black pendulum. Sabbathdaywoods.com 828-235-9444


SPECIAL ADVERTISING SECTION

1818 Farms New Scent!: Southern Tea. 1818 Farms invites you to experience Southern Tea, our newest Shea Creme scent. Enjoy the fresh scent of tea leaves, sugar, and a hint of lemon in this new favorite.1818 Farms Handcrafted Shea Creme is consistently a No. 1 seller and top customer choice. A little bit of this super concentrated creme is all it takes to leave your skin feeling silky, smooth, and hydrated!

Haw Creek Forge

Free-standing copper birds in blue, red, orange, and copper are delicate and lovely to add to any décor. 6” h., 2.5” w. and 5” deep. www.hawcreekforge.com 828-285-9785

Juniper Tree Soaps

Try our fresh springtime glycerin soap Candied Quince with glittered cat’s eyes and wild orchids on top. We use only all-natural botanicals and soap ingredients.

Available in 4 fl. oz, and 8 fl. oz jars. Ingredients: Shea butter, coconut oil, fragrance or essential oil.

Junipertreesupplies.com 510-647-3697

1818farms.com 256-489-0777

Sea Stones

Prairie Dance

Wine Bottle Garden Stake, available in copper and steel in three assorted heights. Wicks sold separately. Proudly made in the USA. Satisfaction guaranteed. prairiedancewholesale.com 605-496-7160

Reclaimed Handcrafted Granite Serverware Stationary or spinning chillable servers that keep your goodies at the perfect temperature.

Dock 6 Pottery

Garden Sculpture Stacks are goofy sculpture stacks for your garden or home in four sizes. 100% handmade in Minnesota by a group of art-loving goof balls.

www.sea-stones.com 206-202-1092

Dock6pottery.com 612-327-0429

Shop and learn more about each of our unique artists at americanmadecollective.com.

www.smart-retailer.com  49


RETAILERSPOTLIGHT BY JENNIFER RAINES

The Lazy Daisy: A Special Place Created for a Special Reason Full of love and inspiration felt by so many people, the Lazy Daisy has changed the life of everyone associated with it.

W

hen Michelle Leshok opened her first Lazy Daisy store, she never imagined what it would turn into in just a few years. Started on a “total whim and a complete leap of faith,” she opened her first location in Chester, Virginia, in 2011 to cope with the grief over the tragic death of her 7-year-old son, Morgan. Her precious boy was killed alongside his father, Scott, at the hands of a total stranger in what Michelle says was “pointless violence.”

From Tragedy to Inspiration

The tragic incident instantly changed her life forever, as she went from having a wonderful life to “nothing.” Once full of love, laughter, work, and “typical fun family chaos,” her life came to a complete standstill. After having lost everything and

hitting rock bottom in her personal life, Michelle was driving through Chester when a building she had seen countless times caught her attention. A sign on the window read “For Lease.” The two words stood out like a light to her. Before this, she had never thought of opening a store. But it hit her that now this was exactly what she wanted to do. Michelle called the number and met the landlord right away. “I explained that I had nothing and wanted to do this, and he gave me that chance,” she recalled. “I called my mom and said, ‘What do you think about me opening a store?’ She said, ‘What kind of store?’ I said, ‘I don’t know… a country gift store… with pretty things and painted furniture’?! She said, ‘You should do it!!’” It didn’t take long for Michelle to turn the place into a beautifully decorated store. She started painting the walls and gathered a wide range of items to fill the shop. Christmas was just around the corner, so she brought in many Christmas ornaments and decorated trees in the store.

Retail Therapy

Her round-the-clock engagement with the store provided her with the “therapy” she desperately needed. As Michelle put it, “It was my calling. I absolutely dove into creating this store, 24/7, consuming myself with it. It was my therapy, and ultimately, my survival.” When Michelle opened the store on November 17, 2011, she had never considered what a great a journey she was about to embark on. It had not even crossed her mind that the store she had opened to deal with her sorrow would go on to change the lives of many. 50  Smart Retailer AUGUST/SEPTEMBER 2019

Miche

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The store’s merchandise soon expanded to include a variety of handmade gifts, beautiful jewelry, and countless one-of-a-kind products. Besides providing a range of unique gift items, the store became famous for restyled and upcycled home décor and furniture — something Michelle said they specialize in. If customers are looking for refurbished furniture, they’ll see it at the store. Those looking for uniquely created handmade gifts will find those here too. If someone needs to hang something on their wall but don’t know what they’re looking for, the Lazy Daisy is the place to find it. The store is also well-equipped for DIYers, as it offers classes for customers who want to create handmade goods like the ones on display.


A Platform for Local Vendors

Another thing that makes the Lazy Daisy a truly special place is that it has been divided into booths rented and stocked by local vendors, who sell everything ranging from shabby chic furniture to handmade goods, to vintage items, to jewelry and clothing, and much more. A shopper proposed the idea of renting

out spaces to vendors soon after the store opened. “It wasn’t long before a customer asked me if I would consider renting out a small space, maybe a wall to an artist,” Michelle said. “I thought, Wow, how cool would that be? I never even thought that maybe other people would want to do that, so I tried it. I rented a small space and had my first vendor.” Before long, Michelle had rented the upstairs of her Chester store to local artisans, all of whom filled it with a variety of treasures. The idea was so appreciated that Michelle decided to add new vendor spaces to the downstairs as well. She had her husband John (or Mr. Daisy) build walls to create more partitions for the new purpose. Soon after, the Chester store had tripled in size.

A Special Logo

The logo of the Lazy Daisy store features an image of little Morgan blowing a dandelion in a field of daisies. John created the logo, which holds a special place in her heart, and she has made it her mission “to put that sweet face on as many things as we can and make sure his legacy lives on through the Daisy.” The Lazy Daisy stores currently have 25 “Daisy Girl” employees, and more than 250 local artisans feature their amazing work in the five locations. Full of love and inspiration felt by so many people, the Lazy Daisy has changed the life of everyone associated with it. The store is “a special place created for a very special reason,’’ Michelle said. “It has truly changed lives.... Every vendor at the Daisy is so special and unique and has so many stories to tell about how this special store has changed their lives.” “I feel very lucky to be able to provide a platform for these wonderful, talented crafters to have a place to build on their dreams and be a ladder for their success,” she added. “I want them all to reach for the highest goals and then reach some more.”

Expanding “a Happy Place” to Other Locations

When Michelle realized her “simple idea to create a happy place” had become something remarkable, she decided to open a second location in Midlothian, Virginia, in 2014. She opened her third store in Short Pump, Virginia, 18 months later. A fourth store in Williamsburg, Virginia, followed in 2017. Finally, she opened the fifth Lazy Daisy location, a 7,300 square foot store, in Mechanicsville, Virginia, in October 2018. Michelle doesn’t plan to open any additional locations, she explained. “But I said that the last two times I opened them.” She does plan to grow her business in the long run, however. “I will never give anything less than 100% of myself to this,” she said. “This is my life and I will work tirelessly to continue to make it grow.”

FACTS AT A GLANCE Business Name: The Lazy Daisy Original Store: 4313 Old Hundred Road Chester, VA 23831 Website: lazydaisygiftstore.com Phone Number: 804-796-2192 Other Store Locations: Midlothian, VA Short Pump, VA Williamsburg, VA Mechanicsville, VA www.smart-retailer.com  51


VENDORVIEWS

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How Second Nature By Hand Has Become a Major Force in Wholesale Décor

BY STEPHANIE FINNEGAN

T

he story of an overnight success is frequently just that: a story, a myth, a fantasy. That’s certainly the case for Second Nature By Hand, a family-owned Wisconsin business that initially began as a husband and wife who were seeking to feather a retirement nest. Dave and Jennifer Tubbin were both gainfully employed in careers that were satisfying and rewarding. Dave was a landscape architect and Jennifer was an elementary-school teacher. Having artistic souls, the couple viewed their business as a passion-fueled hobby — a way to potentially earn money for the future while feeding their creative talents. In fact, their early days in 1999 were all about spreading good cheer and having a few dollars left over by the end of a weekend show. “We began with the goal of creating art that other people enjoyed. Our early goals were more about selling enough to cover our booth fee at each show, cover the expenses for creating product for the next show, and then have a little extra left over to put in our savings toward retirement,” Jennifer said. “We prayed for good weather and good crowds for our weekend shows. When a show went well, we booked another and just began building from there. Small business is really about putting one foot in front of the other and rolling one stone at a time toward the goal.”

A New Addition Prompts Change

When the Tubbin family gained a new addition — their second child, a daughter, born in 2012 — the couple was already 13 years into their “side hustle.” At that moment, the Tubbins decided to make a transition in order to hopefully simplify their hectic lives. “On a whim, we decided that we would move our business to a 52  Smart Retailer AUGUST/SEPTEMBER 2019

wholesale model where we could produce and ship product to wholesale customers versus taking the product to retail customers every weekend,” Jennifer shared. “We naively thought that would make life a piece of cake and allow us to be parents, have our careers, and continue our creativity through the art world. With only 10 days to prepare, we signed up for the largest wholesale market in the country. Off to Atlanta we went, only to find out that the real work would now begin!” The Tubbins’ first wholesale introduction were hand-carved letters made from reclaimed books. Recycling, reusing, repurposing, and reimagining were core principles of their ecofriendly business model. Jennifer and Dave would scour flea markets and jumble sales to find beautiful vintage books that would serve their newly dreamed-up purpose. “We chose books with beautiful, artful covers and cut them into dimensional monogrammed letters,” Jennifer explained. “Anthropologie and Nordstrom couldn’t order them fast enough, and the purchase orders (POs) for them exceeded our available supply of books. There we were, two months before Christmas, combing every thrift store we could find for vintage books to fill our orders. Talk about boots on the ground!”

An Unexpected Face

Additionally, their first wholesale show helped to lay the groundwork for what would become Second Nature By Hand’s recognizable, identifiable product line. The Tubbins still didn’t realize that they were building a brand, but their handmade signs from reclaimed wood became the “face” of their company. The booth fee for their first wholesale show “was crazy expensive,” so they decided they needed to come to the event with more than just the book letters.


“We decided to pack up a few of our reclaimed wood signs to make the booth look nice, and to give the customers another product to consider,” Jennifer said. By deciding to expand what they were showcasing — moving beyond the letters, which had been their reliable inventory — the Tubbins were entering into an unknown and potentially overwhelming terrain. However, a belief in themselves, a hands-on approach to maintaining excellence, and a commitment to quality control helped them to navigate the uncharted course. “Yes, we’ve proudly expanded our production capability and have now moved daily operations out of our garage. Thank goodness we can park in there again! Our production focus is now on building relationships with like-minded small businesses. As we develop new product ideas and design, we carefully partner with other small businesses that share the same views on quality and work ethic,” Jennifer said. “The blend of our artistic vision and design, along with their quality craftsmanship, results in products we are very proud to put our name on. These relationships allow Second Nature by Hand to grow and contract where we need to. We are proud to have such amazing partners in this process.”

Expansion and Teamwork

Since their first weekend art and crafts shows until now, 20 years have passed, and Second Nature By Hand has grown by measurable leaps and bounds. From a husband-and-wife duo, they have expanded to employing a staff of talented and integral workers: “We have eight people who manage all ‘office’ activities — everything from design, order placement and billing, marketing, and logistics. Roughly 10 more sets of hands manage product building and construction, order shipment, and warehouse activities. Every decision we make impacts our team, thus pushing us to be sharp and efficient in our daily activities.” The Tubbins describe their business as “small but mighty,” but their evolving line of handmade products belies that tiny status. They currently compete with the big boys when it comes to innovation and expanding their offerings, while not losing the hands-on, handmade touch. Their current inventory includes kitchen towels, boyfriend T-shirts, stationery, journals, magnets, and so much more. Additionally, Second Nature By Hand is earning rave reviews for its Artist Series, which is a unique collaboration between the Tubbins’ company and some of the music world’s most celebrated composers. “We’ve partnered with some amazing songwriters and artists and are producing product for them through a licensing agreement. Jeffrey Steele, songwriter for one of the biggest names in country music, including Tim McGraw, Keith Urban, Montgomery Gentry, and Ed Roland of Collective Soul, have graciously entrusted Second Nature by Hand to create the product that their lyrics appear on. It was important to our artists to choose a company with authenticity in both product and personality. We are proud to be that company,” Jennifer stressed. “Lynn Sanchelli, an amazing artist and friend, has chosen Second Nature by Hand to showcase her whimsical artwork. We proudly partner with songwriters and artists in all types of media and sentiment. How lucky are we?”

Taking Large Baby Steps

Indeed, “luck” and “timing” have much to do with success, but so does approaching their onetime hobby with a

strong commitment and a professional mindset. The Tubbins never gave anything but their complete energy and dedication to Second Nature By Hand, even when it could have been easily dismissed as just a second job or a dilettante’s moonlighting gig. The Tubbins were always receptive to clients’ critiques and were open to recognizing when it would be prudent to make a change or take a chance. “Small business is all about baby steps. Well, ‘baby steps’ probably isn’t the right term, because when you take steps to improve your business, the steps feel large … big, scary large. I guess it’s about having the confidence to take the steps that move you toward improving what you do for your customers. We’ve scaled up our production capabilities to accommodate customer needs and expectations, while holding on to common sense and flexibility so that we make decisions that will be healthy for our company and employees. We’ve learned that bigger isn’t always better. We’ve also learned that it is important to take necessary steps to grow the company,” Jennifer revealed. “We try to keep our debt manageable and fund as much as we are able. This strategy helps us to stay sharp in our decision making because each decision is very real. That said, our business has periods of time that require heavier cash flow. We are grateful for a supportive banking team who stay very connected with our needs for periods that require increased working capital.” Having an innate sense of when to act with a business remodel, how to react to market changes, and when not to overreact cannot be taught. It is an intrinsic mindset, and it came as first nature for the Tubbins. Second Nature By Hand has flourished because the Tubbin family has kept it in their hands and in their heart. The business has never been disregarded or disrespected by the pair. “Our goal is to connect with our customers. We want our customers to know just how much they mean to us. They are our world. We have a Facebook, Pinterest, and Instagram presence, but always seem to be short of the time necessary to manage the platforms as well as we’d like!” the couple stated. “We attend a large tradeshow in Atlanta two times per year. We publish a LookBook that highlights our brand, materials, and company. We communicate through email and our rep groups. We talk about Second Nature by Hand with anyone who will listen.”

FACTS AT A GLANCE www.SecondNatureByHand.com www.facebook.com/SecondNaturebyHand info@SecondNatureByHand.com Instagram: secondnaturebyhand Pinterest: sn_by_hand www.smart-retailer.com  53


TR ADE SHOW CALENDAR Smart Retailer assumes no liability for changes in show schedules or show cancellations. Please contact the show promoter directly to confirm dates, times and locations before making travel plans.

AUGUST 2019 MINNETONKA, MN

MinneapolisMART Gift, Home & Accessory Show.......................................................... 2-6 www.mplsmart.com SOUTHAVEN, MS

Mid-South Jewelry & Accessories Fair.... 3-5 www.helenbrett.com BILOXI, MS

DENVER, CO

Rocky Mountain Gift Show..................21-26 www.rockymountaingiftshow.com DENVER, CO

Denver Apparel & Accessory Market..23-26 www.denvermart.com SHEPHERDSVILLE, KY

Louisville Gift Show..............................25-26 www.rosehillgiftshows.com

Biloxi Mississippi Gift Show..................... 3-5

ALBERTA, CAN

HUDSON, MA

www.cangift.org

www.wmigiftshows.com

Alberta Gift Fair....................................25-28

OAHU, HI

The Hawaii Market & Merchandise Expo....................................................... 13-15 www.douglastradeshows.com BILLINGS, MT

Billings Market Association Market..... 13-15 www.billingsmarketassoc.com ASHEVILLE, NC

Asheville Gift & Jewelry Show............ 13-15 www.gtshows.com SAN ANTONIO, TX

San Antonio’s Premier Wholesale Jewelry, Gift & Accessories Show...................... 13-15

Northeast Market Center - August & September Show...................................... 5-6

OAKS, PA

www.parkertradeshow.com

Market Square The Buyer’s Cash & Carry.................................................... 28

LIVONIA, MI

Metro-Michigan Show......................... 15-16

WILMINGTON, OH

www.marketsquareshows.com See ad on page 35

MIAMI, FL

www.northeastmarketcenter.com

Heritage Markets Cash & Carry Wholesale Show...................................6 www.heritagemarkets.com See ad on page 35

SEPTEMBER 2019

www.silverliningshows.com

Asia America Trade Show................... 15-17 www.acsshow.org HUDSON, MA

Greensboro Gift & Jewelry Show..........9-11

The Indy Show.......................................... 4-5

www.gtshows.com

www.silverliningshows.com

Northeast Market Center - September Show...................................................... 15-17

LAS VEGAS, NV

DALLAS, TX

MADISON, WI

GREENSBORO, NC

WESTFIELD, IN

OFFPRICE Las Vegas............................ 10-13 www.offpriceshow.com NEW YORK, NY

National Stationery Show................... 10-13 www.nationalstationeryshow.com COLLINSVILLE, IL

St. Louis Gift Show.................................11-12 www.rosehillgiftshows.com TORONTO, CAN

Toronto Gift Fair.....................................11-14 www.cangift.org NEW YORK, NY

NY NOW...............................................11-14

Dallas Total Home & Gift Market.... 4-6 www.dallasmarketcenter.com

www.marketsquareshows.com

ORLANDO, FL

NEW YORK, NY

Surf Expo................................................... 5-7 www.surfexpo.com

www.homefashionproducts.com LOS ANGELES, CA

www.nortonshows.com

www.lamart.com

DES PLAINES, IL

ATLANTA, GA

REV Chicago Boutique Show................8-10 OAKS, PA

Independent Garden Center Show..... 13-15 www.igcshow.com SPRINGFIELD, OH

Market Square The Buyer’s Cash & Carry.....................................................14 www.marketsquareshows.com See ad on page 35

NEW ORLEANS, LA

New Orleans Gift & Jewelry Show.... 15-18

Philadelphia National Candy, Gift & Gourmet Show........................................8-10 www.phillycandyshows.com CANTON, OH

The Canton Warehouse Annual Christmas Open House.........................9 www.thecantonwarehouse.com See ad onpage 57 BOXBOROUGH, MA

New England Made Spring Show.......10-11 www.nemadeshows.com

www.helenbrett.com

CHICAGO, IL

DUBLIN, OH

www.casualmarket.com

The Columbus Marketplace - August Market...................................................16-20

Casual Market Chicago....................... 10-13 SPRINGFIELD, IL

LAS VEGAS, NV

Heritage Markets Cash & Carry Wholesale Show.................................12

www.thecolumbusmarketplace.com

SuperZoo.............................................. 20-22

www.heritagemarkets.com

www.superzoo.org

See ad on page 35

DALLAS, TX

PLAINFIELD, IL

Dallas Apparel & Accessories Market.21-24

New York Fall Home Fashion Market Week...................................................... 16-19

Norton’s Gatlinburg Apparel, Jewelry and Gift Show.................................................. 7-9

LAS VEGAS, NV

CHICAGO, IL

See ad on page 35

GATLINBURG, TN

www.nynow.com

www.agendashow.com

Market Square The Buyer’s Cash & Carry.....................................................16

See ad on page 55

www.silverliningshows.com

Agenda Show....................................... 12-14

www.northeastmarketcenter.com

NICHE Handmade Harvest Market......... 13

www.dallasmarketcenter.com www.nichefair.com 54  Smart Retailer AUGUST/SEPTEMBER 2019

LA Mart Fall 2019 Market................... 22-24 Fall Design Week..................................23-25 www.americasmart.com PHILADELPHIA, PA

Mid-Atlantic Mart - September Showcase..............................................25-26 www.midatlanticmart.com PANAMA CITY BEACH, FL

Panama City Beach Gift Show........... 25-27 www.panamacitygiftshow.com MARLBOROUGH, MA

Market Square The Buyer’s Cash & Carry.................................................... 29 www.marketsquareshows.com See ad on page 35 DUBLIN, OH

The Columbus Marketplace - September Market............................................ 29-OCT1 www.thecolumbusmarketplace.com

OCTOBER 2019 LAS VEGAS, NV

Las Vegas Souvenir & Resort Show........ 2-5 www.lvsouvenirshow.com LOS ANGELES, CA

Los Angeles Christmas Cash & Carry Gift Show.......................................................... 4-6 www.candcshows.com


DALLAS TOTAL HOME & GIFT MARKET SEPT 4 - SEPT 6, 2019 | JAN 8 - JAN 14, 2020

Inspiration starts here.


GREENSBORO, NC

GATLINBURG, TN

www.gtshows.com

www.smokymtngiftshow.com

Greensboro Gift & Jewelry Show........... 4-6 MINNETONKA, MN

Seasonal Sensations!............................... 5-7 www.mplsmart.com HUDSON, MA

Northeast Market Center - October Show.......................................................... 7-8 www.northeastmarketcenter.com SEATTLE, WA

Seattle Mart Fall Buying Event................ 7-8 www.seattlemart.com WILMINGTON, OH

Heritage Markets Cash & Carry Wholesale Show...................................8 www.heritagemarkets.com See ad on page 35 DENVER, CO

Denver Apparel & Accessory Market...13-15

www.denvermart.com SPRINGFIELD, OH

Market Square The Buyer’s Cash & Carry.....................................................16 www.marketsquareshows.com See ad on page 35 ROSEMONT, IL

TransWorld’s Jewelry, Fashion & Accessories Show.................................17-20 www.jfashow.com HIGHPOINT, NC

High Point Market - Fall........................ 19-23 www.highpointmarket.org DALLAS, TX

Dallas Apparel & Accessories Market...22-25 www.dallasmarketcenter.com LAS VEGAS, NV

ABC Kids Expo.....................................23-25 www.theabcshow.com CHICAGO, IL

STYLEMAX........................................... 27-29 www.stylemaxonline.com OAKS, PA

Market Square The Buyer’s Cash & Carry.................................................... 30 www.marketsquareshows.com See ad on page 35 CHICAGO, IL

SOFA CHICAGO..........................31-NOV3 www.sofaexpo.com

NOVEMBER 2019 DUBLIN, OH

The Columbus Marketplace - Order Writing - Immediate Delivery Sale........................ 2-4 www.thecolumbusmarketplace.com LIVONIA, MI

Metro-Michigan Show............................. 3-4 www.silverliningshows.com ATLANTA, GA

Atlanta Fall Immediate Delivery Show® - A Cash & Carry Event.................................. 5-7 www.americasmart.com

SOUTHAVEN, MS

Mid-South Jewelry & Accessories Fair.. 8-10 www.helenbrett.com SAN ANTONIO, TX

San Antonio’s Premier Wholesale Jewelry, Gift & Accessories Show........................8-10 www.parkertradeshow.com PHILADELPHIA, PA

Mid-Atlantic Mart - November Showcase.............................................. 13-14 www.midatlanticmart.com OAHU, HI

The Hawaii Market & Merchandise Expo....................................................... 15-17 www.douglastradeshows.com GATLINBURG, TN

Norton’s Gatlinburg Apparel, Jewelry and Gift Show.............................................. 16-18 www.nortonshows.com OCEAN CITY, MD

Ocean City Resort Gift Expo.............. 17-19 www.oceancitygiftshow.com NEW ORLEANS, LA

International Jewelry and Merchandise Show......................................................21-24 www.helenbrett.com CHICAGO, IL

Chicago Toy & Game Fair...................23-24 www.chitag.com PLAINFIELD, IL

NICHE Handmade Merry Market...........30 www.nichefair.com

DECEMBER 2019 ATLANTA, GA

December Wednesday Market.................. 4 www.americasmart.com SCHAUMBURG, IL

TransWorld’s Jewelry, Fashion & Accessories Show..................................... 5-8 www.jfashow.com

GREENSBORO, NC

Greensboro Gift & Jewelry Show........... 6-8 www.gtshows.com HIGHPOINT, NC

SHOWTIME............................................8-11 www.showtime-market.com MYRTLE BEACH, SC

Grand Strand Gift & Resort Merchandise Show.........................................................8-11 www.grandstrandgiftshow.com GONZALES, LA

Helen Brett Holiday Market................ 13-15 www.helenbrett.com

JANUARY 2020 DALLAS, TX

SEVIERVILLE, TN

Dallas Total Home & Gift Market.. 8-14

www.iges.us

See ad on page 55

IGES........................................................... 5-8

www.dallasmarketcenter.com

PIGEON FORGE, TN

ANCHORAGE, AK

www.iges.us

www.alaskagiftshow.com

IGES........................................................... 6-9 56  Smart Retailer AUGUST/SEPTEMBER 2019

Smoky Mountain Gift Show.................... 6-9

Alaska Wholesale Gift Show.................9-11


AD INDEX AUGUST/SEPT EMBER 2019 Keep Smart Retailer magazine flourishing by letting our advertisers know that you saw their advertisement in this issue. This advertising index is an additional service. We assume no liability for any incorrect information. 1818 Farms....................................................................................................... 1818farms.com..........................................................49 76008 Candle Co.................................................................................www.76008candleco.com................................................ 39 Alice’s Cottage........................................................................................ www.alicescottage.com.................................................. 33 A.T. Imports................................................................................................www.atimportsltd.com....................................................29 Attic Journals............................................................................................. www.atticjournals.com....................................................45 Blossom Bucket............................................................................................ blossombucket.com....................................................... 13 Bridgewater Candle Co.....................................................................www.bridgewatercandles.com..............................................15 CandleSmiths................................................................................... www.candlesmithswholesale.com.......................................... 37 Col House Designs................................................................................www.colhousedesigns.com.................................................. 5 Counter Couture.................................................................................... www.counter-couture.com.................................................45 CTW Home Collection.......................................................................... CTWHomeCollection.com.................................................27 CWI Gifts...........................................................................................................shopcwi.com.............................................................11 Dadant Candles...................................................................................... www.dadantcandles.com................................................. 56 Dallas Market Center...............................................................................dallasmarketcenter.com................................................... 55 Dock 6 Pottery.............................................................................................. dock6pottery.com........................................................49 Doodle Pants.............................................................................................www.doodlepants.com................................................... 39 Earth Rugs/Capitol Importing................................................................... www.earthrugs.com......................................................29 Erin Smith Art..............................................................................................www.erinsmithart.com....................................................45 Gift for Life.................................................................................................... www.giftforlife.org....................................................... 37 Green Daffodil.............................................................................................. greendaffodil.com.......................................................47 H&T, LLC....................................................................................................... bitchbagdrinks.com....................................................... 35 Haw Creek Forge........................................................................................hawcreekforge.com......................................................49 Heritage Markets........................................................................................ heritagemarkets.com......................................................31 Irvin’s Tinware............................................................................................... irvinstinware.com........................................................ 33 Juniper Tree Soaps............................................................................. www.junipertreesupplies.com..............................................49 K & P Weaver LLC..........................................................................www.baseballamericaspastime.com.........................................31 Kalamazoo Candle Company........................................................... www.kalamazoocandle.com.............................................. 19 Keystone Wholesale Cash & Carry.............................................. www.lancasterwholesalemall.com..........................................59 Kurt S. Adler................................................................................................. www.kurtadler.com...................................................... 25 Las Vegas Market (World Market Center Las Vegas)...............................lasvegasmarket.com......................................................43 Market Square Shows............................................................................. marketsquareshows.com.................................................. 35 Meadowbrooke Gourds................................................................................. mbgourds.com........................................................... 21 Mullberry Home.....................................................................................www.mullberryhome.com.................................................60 Nashville Wraps, LLC............................................................................. nashvillewraps.com/SMR.................................................27 North Country Wind Bells.............................................................www.NorthCountryWindBells.com......................................... 39 Penny Lane Fine Art & Licensing............................................................ pennylanepublishing.com................................................. 23 Prairie Dance............................................................................................www.prairiedance.com...................................................49 Reclamation Etchworks..................................................................... www.reclamationetchworks.com...........................................45 Sabbath-Day Woods................................................................................sabbathdaywoods.com...................................................48 Sea Stones, Inc................................................................................................ sea-stones.com..........................................................49 Second Nature By Hand................................................................. www.secondnaturebyhand.com.............................................. 2 Serene House USA..................................................................................... serenehouseusa.com......................................................31 Smart Glass Jewelry............................................................................ www.smartglassjewelry.com...............................................45 Soap & Paper Factory......................................................................www.soapandpaperfactory.com........................................... 41 Sublime Designers..................................................................................... sublimedesigners.com..................................................... 37 Sugarhouse Greetings......................................................................www.sugarhousegreetings.com............................................45 Swan Creek Candle Co....................................................................www.swancreekwholesale.com............................................ 17 The 3 Sisters.....................................................................................................the3sisters.com..........................................................45 The Artist Jay.............................................................................................. www.theartistjay.com....................................................... 7 The Canton Warehouse....................................................................www.thecantonwarehouse.com............................................ 57 The Country House Collection.................................................... www.thecountryhousecollection.com.......................................... 3 The Hearthside Collection................................................................... thehearthsidecollection.com................................................. 9 Two Little Fruits..........................................................................................www.twolittlefruits.com...................................................45 ULINE...............................................................................................................www.uline.com.......................................................... 35 Universal Ironworks..........................................................................www.universalironworksusa.com...........................................45 Whimsies................................................................................................... www.whimsiesusa.com...................................................45 White River Designs LLC............................................................... www.whiteriverdesigns@hotmail.com....................................... 39 Wild Rumpus Room.....................................................................www.facebook.com/Wildrumpusroom......................................45 Wind & Willow LLC.....................................................................................windandwillow.com......................................................43 58  Smart Retailer AUGUST/SEPTEMBER 2019


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Smart Retailer August/September 2019  

Smart Retailer August/September 2019