Smart Retailer January 2020

JANUARY 2020 • $6.95

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AmericasMart Trendwatch

2020

HELPING YOUR GIFT BUSINESS SUCCEED

Revel in Rustic Décor

The world doesn’t make things the way they used to,

but we do.

See you in Atlanta!

AMERICASMART

Building 3, Floor 2, 1600

WALL DECOR TOWELS

MUGS PAPER GOODS APPAREL

S E C O N D N AT U R E B Y H A N D . C O M (608) 637-8860

Handmade in the USA with Recycled Materials Feather-lite Jewelry * Protected Area * Wholesale Trade-out Low Price Points * Free Handmade Displays with Opening Order Greensboro NC * 336-202-9201 jay@theartistjay.com www.theartistjay.com Wholesale Range: $15-$50 Turn 1-3 days

AmericasMart Atlanta Building 2 * Floor 7 * Showroom 797

CONTENTS JANUARY 2020

14

50 AmericasMart Atlanta Trendwatch 2020

Find out what’s hot for 2020 to get out in front the competition.

RETAILER SPOTLIGHT:

74 The Market on Washington: Spreading Inspiration Through Retail

The Market on Washington, in Clarkesville, Georgia, specializes in unique goods filled with 56 Marketing to New Customers tradition, charm, and a hint of Every year, businesses lose shoppers whimsy. Owner Jen Harkness because they move, pass away, attributes her store’s success to her or are lured away to other shops. community, mentors, employees, Learn how to keep your customer and love for inspiring others. base growing and thriving.

BUSINESS SENSE

PRODUCT FOCUS NEW & NOTEWORTHY:

10 Light Up the Home With Fabulous Candles and More Customers will adore these colorful candles, figurines, and other products that make home a warm, welcoming place to relax.

TREND WATCH:

14 Revel in Rustic Décor

The more complicated life gets, the more shoppers love nostalgia. Mosey on in for a great selection of farmhouse, primitive, folk art, and country furnishings.

26 A Bumper Crop of Garden & Outdoor Décor

Spring into action by stocking up on products to spice up the garden and yard.

36 Pawsitively Delightful Pet Products If you’re looking for gifts for pets or pet owners, this is a doggone good place to start!

ON THE COVER: The Country House Collection offers a fresh new look for spring. From florals and linens to unique decor, there’s something for everyone.

61 2020 Party for Life

Gift for Life’s annual fundraiser for AIDS research, education, treatment, and care will be held Wed., Jan. 15 at the Fernbank Museum of Natural History in Atlanta. Get information about purchasing tickets and how to become a sponsor.

IN EVERY ISSUE

6 Editor’s Note 8 Welcome Exchange:

Questions & Answers that Matter

80 Trade Show Calendar 82 Advertiser Index

62 Business Briefs:

Sharing the Main Street story; say you’re sorry; online shopping loses some holiday glow; thankyou notes; green marketing.

26

VENDOR VIEWS:

66 Tundra: The Modern Marketplace for Savvy Wholesale Buyers

Tundra is an online wholesale shopping hub that offers free shopping and no fees to make it easier to source merchandise.

DISPLAY & DESIGN:

68 Planning for 2020

It’s always better to have a strategic plan in place thanscramble from day to day. Learn how to map out a visual merchandising plan for 2020.

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, $42.95 for eight issues; other foreign subscriptions, $54.95 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.

4 Smart Retailer JANUARY 2020

EDITOR’SNOTE

A Christmas Boom

According to the National Retail Federation (NRF) and Prosper Insights & Analytics, during the five-day period from Thanksgiving to Cyber Monday, 189.6 million Americans shopped online and in stores, a whopping 14% increase from last year. Spending was up even more at 16%. Some of that increase may be due to the condensed Christmas shopping season, however, which is six days shorter this year.

Of the Thanksgiving weekend shopping days, the busiest was Black Friday with 84.2 million shoppers​, then Small Business Saturday (59.9 million), followed by Thanksgiving Day (37.8 million), Sunday (29.2 million), and Cyber Monday (21.8 million). “Of those shopping on Saturday, 73% were likely to shop specifically for Small Business Saturday,” the NRF said.

This is very encouraging news, as it indicates the enormous support shoppers are showing for small and local businesses.

The tariff wars don’t seem to be putting a dent in holiday spending. “Americans aren’t expected to let concerns over tariffs or fears of an economic slowdown dampen their holiday shopping this year,” wrote Gretchen Frazee in a PBS.org article. “Instead, the low unemployment rate and recent wage gains have consumers ready to spend significantly more than last year.... The high expectations are being boosted by strong consumer confidence. Earlier this month, the Consumer Sentiment Index produced by the University of Michigan marked a level of optimism not seen since the late 1990s,” she added.

MAKE FRIENDS WITH TRENDS Get a sneak peek at consumer purchasing trends in “AmericasMart Atlanta Trendwatch 2020” (pg. 50). Timing is crucial, so make sure you have the right products on your shelf when shoppers come looking for them. Otherwise you might miss the boat and send shoppers elsewhere while you end up with older, slower-moving merchandise. We’re also showcasing several favorite product categories: “Revel in Rustic Décor” (pg. 14), “A Bumper Crop of Garden & Outdoor Décor” (pg. 26) and “Pawsitively Delightful Pet Products” (pg. 36).

By the time you’re reading the next issue, you’ll be past the holiday rush and hopefully getting a little down time to catch your breath. Merry Christmas and Happy New Year!

TO YOUR SUCCESS! DAN BROWNELL, EDITOR

VOLUME 28, NUMBER 1

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 Sarah Hoban Amy Meadows Jennifer Raines

SMART RETAILER P.O. Box 5000 Iola, WI 54945 Advertising Dept: (715) 445-5000 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 6 Smart Retailer JANUARY 2020

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

Linens • Home Decor • Florals • Holiday

Visit us at the Atlanta Gift Show Bldg 2, #1207 & Market Square, Oaks, PA

800.492.1784 • www.thecountryhousecollection.com

WELCOMEEXCHANGE

BY JENNIFER RAINES JenniferR@smart-retailer.com

I’m an owner of a small business in Maryland, a gift store that happens to make our own candles right in the shop. We’re getting bombarded with requests for donations anywhere from two to five a day for church silent auctions, charity fundraisers, fraternities, PTA, etc. The requests come in from all directions — private messages via Facebook, email, and unexpected drop-ins.

It’s driving us nuts. Sadly, we only see these people when they want something; they never support us by buying merchandise. It’s been our policy to donate 50% of what the organization is willing to buy, but we haven’t had any takers on that deal. What are your thoughts on this?

How do others handle donation requests?

“Thank you so much for considering including us in your charity raffle, but we have already allotted our yearly charity budget to x, y, and z. We find we are able to do the most good in our community when we focus our efforts on one or two projects at time. Thank you for understanding and for supporting our small business.”

If you’re still willing to offer these organizations the opportunity to organize a shopping event where you donate a portion of the profits of the day’s sales to their mission, then add that to the end of your message. Maybe you’ll have a few takers next time.

(Find a more in-depth response to this question in the feature article “Successfully Navigate a Flood of Charitable Donation Requests” (pg. 76 January 2018 issue).

There’s no easy answer, but I’ll share the quick and easy policy my shops have adopted. We have our own cultural nonprofit that we established in 2015, and three other causes that we support on an ongoing basis. Then we choose one additional organization to support every year and decide the amount of funds/product/volunteer work they’ll receive for the entire year. That charity benefits in some way from all of our events as well. This makes it so much easier when we have customers reach out. The answer is immediate and demonstrates our ongoing commitment to our community. We have saved it in a Word document so people can be given an answer immediately and they can save their time (and ours) by refraining from follow-up messages:

I’m getting ready to open my second location in the next town. Do you have any tips for running two businesses at the same time?

There are many special considerations for operating multiple businesses. I know because I have three in our tiny town (crazy, I know.) First, is your town big enough that if you have two of the “same” store, will you be showing the same inventory? This can make a lot of managerial work much easier, essentially just expanding the footprint of your existing store. Or, are you opening a new “sister or brother” shop? This is the case with my businesses. Each has a different personality and theme catering to different tastes in our community. Either way, a firm foundation of reliable staff and management is key to your success.

You can’t be in two locations at one time, so there is much more delegation required.

In the beginning, it’s a good idea for you, or a trusted manager, to be more hands-on in both locations. Shuffle experienced staff when you’re able to train your new employees and quickly pick out newcomers (or old timers) who show management potential. You can’t do all things, and you should not expect your manager to be able to handle twice the work for long (at least not without a new title and a raise). You should also expect to see a dip in the sales at your old location during this time of growth, as many of your loyal guests are going to check out the new space or patronize that one 8 Smart Retailer JANUARY 2020

exclusively because of convenience. Make sure the staff at your old location isn’t demoralized by this, but instead encourage them to be creative in their “flagship” location. Finally, keep your team a team. Don’t pit the locations against each other competitively. Based on my experience, competing against each other isn’t a healthy way to continue to grow your bottom line.

Plan teambuilding activities and swap staff between locations so they can share what works in one shop versus another. This new collective knowledge can do wonders!

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.

NEW&NOTEWORTHY

Burning Bright

Brighten any room with these 100% natural soy candles handcrafted in Kalamazoo, Michigan. Zero added dyes or toxins. The 10 oz. jar candles have a long, clean burn time of 60–80 hours. Available in dozens of beautiful fragrances.

Kalamazoo Candle Company www.kalamazoocandle.com |candle@kalamazoocandle.com | 269-532-9816

Spring Pillar Candles

Delightful spring pillar candles add a cheerful warm glow to any room. Handmade in the U.S.A. Available in two sizes (6" h. x 3" w. and 4" h. x 3" w.)

Grace & Glory Giftware www.graceandglorygiftware.com H2AINC@aol.com 888-265-1487

Sandy Vases

Tamarind Dune Vases in white matte finish. Available in three sizes.

5" w. x 12" h., 6" w. x 15.5" h., and 8.8" w. x 18.5" h.

Bahari www.bahari.com | info@bahari.com | 415-671-3777

Tentacular Toy

The perfect toy for a furry best friend.

Makes a great gift for anyone with a pup. Dog tested and approved. Great for medium- to large-sized dogs.

Made of corduroy plush with a large squeaker. 5.5" w. x 11" h. x 5" d.

Pearhead www.pearhead.com sales@pearhead.com 718-422-0592

Optimist/Pessimist Glasses

Custom-printed glasses with a dividing line on the glass with Optimist/Pessimist one side and Half Full/Half Empty on the other. Makes an incredible gift, a real conversation piece, and can be used for wine, water, beer, or any beverage.

Vagabond Vintage Furnishings www.vagabondvintage.com isobel@vagabondvintage.com 10 Smart Retailer JANUARY 2020

NEW

high gloss WALL DÉCOR Coming to Market January 2020

REPRESENTED BY:

ATLANTA | BLDG 2 – 1800 LAS VEGAS | BLDG C – 801 DALLAS | WTC | #256 PGRAHAMDUNN.COM

NEW&NOTEWORTHY

Privacy Screens

Spring Bouquet on Fire

Screen Gems www.myscreengems.com sgfurnaccessories@gmail.com 310-545-9091

GardenArt Candle Co. www.gardenartcandle.com sales@gardenartcandle.com

Beautiful four panel room divider is ideal for adding a bit of separation between spaces while keeping areas on both sides bright and connected. Allows some light and sound to pass through.

Finished on both sides.

These soy candles are presented in glazed stoneware pottery with a new technique never seen before in the marketplace, using complex molding and flowers to create raised floral designs in clay.

Holy Family

Rustic and refined Holy Family to celebrate the Christmas season.

Wood Carved Santas Home Pallet Sign

Giving new life to old wooden shipping pallets. This sign is 3.25" w. x 15" h. Printed with a colorful “home” graphic and finished with a faux-weathered aesthetic. Adds a rustic flair to the home or office and hangs on a loop of rope. Available in 24 designs.

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

Add holiday spirit to any space with these wood-carved Santas.

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

Trio Angel Statues

Bring sparkle to the holiday season with these graceful trio of angels.

12 Smart Retailer JANUARY 2020

Revel in Rustic Décor TRENDWATCH

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1. Wood Windmill

Wall art with a touch of folk-art styling for country décor.

Transpac www.shoptii.com info@shoptii.com 707-452-0600

2. Glass Farmhouse With Candle

This glass bottle in an iron holder is 4" w. x 6" h.

Also shown is a 10 oz. Urban Spice Jar Candle that features a unique blend of rich mahogany, orange peel, and fresh herbs. Flowers not included.

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Blossom Bucket Blossombucket.com customerservice@blossombucket.com 800-662-5923

3. Farmhouse Enamelware Candles

Made with highly fragrant paraffin wax, these farmhouse candles are available in 12 scents.

Choose one of three sizes: Large (30 oz.), Medium (18 oz.), and Small (9 oz.).

Blossom Bucket Blossombucket.com customerservice@blossombucket.com 800-662-5923

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4. Enamelware Pitcher

Part of the Farmhouse Collection, this enamelware pitcher is 7" dia. x 7.75" h. Flowers not included.

Blossom Bucket Blossombucket.com customerservice@blossombucket.com 800-662-5923

5. Country Bath Soap Dispenser

This soap dispenser is made from a 16 oz. Mason jar. Each one is sponge-painted by hand, with a Country Bath decal, and matte sealer to finish.

5

Lancaster County’s Wholesale Mall www.lancasterwholesalemall.com brandighurst@gmail.com 717-295-2570

6. Rustic Barn Containers

These décor containers bring down-on-the-farm charm for decorative home accents.

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14 Smart Retailer JANUARY 2020

Transpac www.shoptii.com info@shoptii.com 707-452-0600

Shop our Original Designs for Seasonal & Every Day Decor

• Candles • Signs • Containers • Dolls • Farmhouse & More!

Shop full product selection at

TheHearthsideCollection.com

•AmericasMart-Room 611B - Atlanta, GA •CWI Gifts - Cash & Carry - Groveport, OH

Shop select products at

•Canton Warehouse - Canton, OH •The Warehouse at Paxton - Paxton, IL

TRENDWATCH 7. Tamarind Savannah Bowl

Hand-turned and crafted from one solid piece of tamarind wood with white-washed finish outside.

Available in two sizes: 11" w. x 8" h. and 11" w. x 10" h.

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Bahari www.bahari.com | info@bahari.com 415-671-3777

8. Barn Animals Embellished Dishtowels

These artfully designed dishtowels feature one-of-akind barn animal portraits, making them perfect for the modern farmhouse. Only available on pre-order until January 2020.

Design Imports designimports.com info@designimports.com 800-344-4115

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9. Farmhouse Cooking

Use this set to create the perfect farmhouse dinner.

Bakeware set includes two Rectangular Bakers (13.75" Medium and 10.75" Small), a 10.5" Square Baker, and a 4.5" Round Ramekin. All bakeware pieces are available in three colors: White, Pale Gray, and Retro Green.

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CASAFINA www.casafinagifts.com office@casafinagifts.com 845-277-5700

10. Enamel Breadbox

The Embossed Bread Box is made from painted metal with embossed details. Comes with a functional hinged lid and is a charming way to organize in the kitchen.

10" h. x 13.5" w. x 11.5" deep.

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Col House Designs www.colhousedesigns.com meghann@shopcwi.com 614-567-6616

11. Metal Tapers

These distressed white candle holders are perfect for the farmhouse home. Available in three sizes. Each holder has a distressed, white painted finish with a large circular base. Ideal for use with taper candles (not included).

Col House Designs www.colhousedesigns.com meghann@shopcwi.com 614-567-6616

12. Metal Birdcage

The Distressed White Metal Birdcage has an antiqued white finish with a decorative finial and metal hanging ring attached. Features a functional lid with a latch for locking that can easily be filled with candles and florals for an elegant finish. 14.5" h. x 9.5" w. x 9.5" deep.

Candles not included.

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Col House Designs www.colhousedesigns.com meghann@shopcwi.com 614-567-6616

13. Bushel & Peck Printed Tote

Bring the farmhouse feel wherever you go with this beautifully printed tote. Perfect for the library, the gym, grocery shopping, and of course, the farmer’s market.

Only available on pre-order until January 2020.

Design Imports designimports.com | info@designimports.com 800-344-4115 16 Smart Retailer JANUARY 2020

OUR PRODUCTS CULTIVATE CHANGE. Become a dealer today to offer your customers great home fragrance solutions that help break the cycle of human trafficking.

FIND OUT HOW AT www.GREENLEAFCARES.com

@GREENLEAFGIFTS WWW.GREENLEAFGIFTS.COM

TRENDWATCH 14. Afternoon Retreat

Part of the Afternoon Retreat Collection No.101, the faux bark finish makes a rustic statement on this candle’s sturdy form.

15

Bridgewater Candle Company www.bridgewatercandles.com support@bridgewatercandles.zendesk.com 877-843-2743

15. Linda

This unique wall hanging can capture anyone’s heart.

9" l. x 3" w. x 1" deep.

Laurie Pollpeter Eskenazi www.lpeclay.com lpeclay2@gmail.com 630-390-8310

16. Irena in White

Pottery with a feminine, playful touch.

7" l. x 5" w. x 1" deep.

Laurie Pollpeter Eskenazi www.lpeclay.com lpeclay2@gmail.com 630-390-8310

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17. Farmhouse-Style Rustic Wood Frame

Farmhouse-style rustic weathered reclaimed wood (weathered cedar/cypress) large wall frame holds 8" w. x 10" h. pictures. Burlap-covered backboards.

Handcrafted in the U.S.A.

17 16

Beach Frames www.beachframes.com chris@beachframes.com 800-469-1304

18. Cape Cod Picture Frames

White-washed weathered reclaimed wood wall frames hold 8" w. x 10" h. pictures. Burlap-covered backboards. Handcrafted in the U.S.A. Hangs in both directions with sawtooth hangers.

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Beach Frames www.beachframes.com chris@beachframes.com 800-469-1304

19. Hand-painted Barn Magnet

Hand-painted magnets by Luthera Rainville feature rural landscape scenes in various seasons. No two are alike. The silhouette-cut Barn Magnet is 2.75" w. x 2.75" h. x .75" thick and is crafted from locally sourced, responsibly harvested maple hardwood with a broad cut-sheet magnet securely affixed to the back. Themes, seasons, and lettering may be specified.

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

20. Mountain Tree Cookie Magnet

20

This magnet is made from a slice of a maple tree.

Branches are cut and dried, then sawn into “tree cookies.” A small magnet is embedded into the back.

A mountain graphic is printed on the front using a non-toxic ink. Available in 33 designs. Approx. 1" dia. x .375" thick.

Maple Landmark www.maplelandmark.com thefolks@maplelandmark.com 802-388-0627 18 Smart Retailer JANUARY 2020

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

|

www.swancreekwholesale.com

|

800-626-4590

TRENDWATCH 21. Cement Log Planter

This rustic cement log planter is a great way to bring nature into the home. Available in small only.

Vagabond Vintage Furnishings www.vagabondvintage.com isobel@vagabondvintage.com 404-351-6484

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22. Various Urns and Vases

Add an antiqued country look to any home with these White Sand Glaze Rustic Urns and Vases. Add a splash of color with the Blue Ceramic accent pieces.

Available in various sizes. Flowers not included.

Vagabond Vintage Furnishings www.vagabondvintage.com isobel@vagabondvintage.com 404-351-6484

23. “Home” Pillow

Burlap hook pillow with poly insert. 12" w x. 16" l.

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Peking Handicraft www.pkhc.com clo@pkhc.com 650-871-3788

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24. Simple Living

This two-layer, framed art features a floated panel with carved lettering. This unique construction creates a shadow effect and a deep frame for hanging on a wall or resting on display. 11" w. x 16" h. x 2" deep.

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P. Graham Dunn pgrahamdunn.com katie.hall@pgrahamdunn.com

25. Family Is Forever

This hand-assembled, boxed photo frame is constructed from natural pine, then finished with the addition of an acrylic photo holder. 7" w. x 7" h.

Fits 4" x 6" photo.

P. Graham Dunn pgrahamdunn.com katie.hall@pgrahamdunn.com

26. Kitchen Farm

Bring the farm into the kitchen with this goat with a bird kitchen towel. Made with 100% cotton.

27

Michaelian Home michaelianhome.com info@michaelianhome.com 800-258-3977

27. Cows in the Kitchen

Cows are in the kitchen with this Hereford kitchen towel made of 100% cotton.

Michaelian Home michaelianhome.com info@michaelianhome.com 800-258-3977

28. Black Horse and Brown Horse Hook Pillow

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Black and brown horse hook pillow designed by Warren Kimble. Poly insert. 12" w. x 20" l.

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20 Smart Retailer JANUARY 2020

Peking Handicraft www.pkhc.com clo@pkhc.com 650-871-3788

TRENDWATCH 29. Arched Window Signs

Arched wooden window frame with metal plaque.

Features the sentiments “Bless This Nest” or “Thankful Grateful Blessed.” Includes a sawtooth hanger and is 11" w. x 15.5" h. Flowers and lantern not included.

29

Brownlow Gifts www.brownlowgift.com info@brownlowgift.com 800-433-7610

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30. Shopkeeper’s Bell

This polished bell is made out of solid brass. It’s a vintage-style design, perfect for any shop. Ring by pulling the attached chain or attach to any door to hear the bells jingle. 16" h. x 5" l. x 4.5" w.

Upper Deck, LTD www.upperdeckltd.com directmail@upperdeckltd.com 508-992-5424

31. Rustic Scale

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32

This weighing scale is a long-time customer favorite and top seller. This piece is great because it can work in any style of home décor.

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

32. The Red Truck With Sheep Collection

This farmhouse style collection includes a pillow, runner, and lightweight cream towel. Customers will love adding this old red truck to their décor.

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

33. “Sweet Lady”

Unframed print of a beautiful cow. High-quality printing on semi-gloss 100# stock. Also available on canvas and wood products. 16" w. x 12" h.

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

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34. Bailey Street Clock

Customers will love the aged finish on this clock.

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

35. “Winter Barn Window View 1”

Enjoy this winter wonderland print. 12" w. x 12" h.

36

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

36. “Three Curious Calves”

Unframed print of Three Curious Calves. High-quality printing on semi-gloss 100# stock. Also available on canvas and wood products. 18" w. x 12" h.

35 22 Smart Retailer JANUARY 2020

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

TRENDWATCH 37. Chicken Coop Check Dinnerware

37

A country-style check ceramic collection.

Complete with a dinner plate (10.5" dia.), salad plate (8.5" dia.), cereal bowl (2.75" h. x 6.25" dia.), and a 16 oz. mug (4" h. x 4.25" dia.).

Park Designs www.parkdesigns.net customerservice@parkdesigns.net 800-326-3382

38. Vase Getan Aluminum

38

Aluminum vase available in three sizes (Large: 17.3" dia. x 47.2" h.; Medium:13.8" dia, x 39.4” h.; Small: 11.8" dia. x 31.5" h.)

Dome Deco www.domedeco.com scott@domedeco.com 703-468-1203

39. Tabletop Collection

A comfortable and warm farmhouse style check tabletop collection made of 100% cotton. Featuring a placemat (13" x 19"), napkin (18"), and table runners in two sizes: 13" w. x 36" l. and 13" w. x 54" l.

Park Designs www.parkdesigns.net customerservice@parkdesigns.net 800-326-3382

40. Durango Round Mirror

Inspired by coastal driftwood designs, this mirror features layers of wood pieces handapplied in a round frame surrounding quality clear mirrors. The varying lengths of wood slats are finished with an aged gray wash.

The Howard Elliott Collection www.howardelliott.com sales@howardelliott.com 630-871-1122

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41. Marigold Calendula Hand Cream

A delicate, full-bodied floral with subtle notes of cyclamen, peony, and ylang-ylang.

Featuring shea butter and loaded with the finest oils available in nature. This hand cream will soothe and protect, leaving skin silky smooth and bursting with vitality.

Soap & Paper Factory www.soapandpaperfactory.com jessica@soapandpaperfactory.com 912-713-1140

41 42

42. Fenetre Mirror

A great mirror that resembles an arched window; complete with sectioned windowpanes. The wood frame is finished in a taupe lacquer with distressed accents to complement a Shabby Chic or Cottageesque décor.

The Howard Elliott Collection www.howardelliott.com sales@howardelliott.com 630-871-1122

24 Smart Retailer JANUARY 2020

A BUMPER CROP OF

Garden & Outdoor Décor Wind Spinner

A great addition to any garden, this Kinetic Wind Spinner is made with a durable powder-coated steel.

24" h. x 10" w.

Caterpillar in the Garden Hovering Hummingbird

Humphrey the Hovering Hummingbird is handcrafted with copper wire, glass, and an 18" stainless steel stake. 3.5" l. x 4" h. x 2" w.

Comes in three color variations: green (shown), blue, and ruby.

Clifford the Copper Eating Caterpillar is handcrafted from cast stone with a copper leaf. 9" l. x 2" w. x 6" h.

Upper Deck LTD www.upperdeckltd.com directmail@upperdeckltd.com 508-992-5424

Timber Bay Home & Garden www.timberbayhg.com info@timberbayhg.com 207-925-6885

Chercheuse D’Esprit Fiberglass bust painted in white moss.

12" w. x 7" deep x 22" h.

Weighs 10 lbs.

Bird Feeder

This feeder with three leaves and tendrils is a bright spot in the garden for feeding the backyard birds. The feeder is 14" h., the bright red flower is 6" w. x 3" deep. Complete with holes to allow the water to flow through.

Haw Creek Forge www.hawcreekforge.com hawcreekforge@gmail.com | 828-285-9785 26 Smart Retailer JANUARY 2020

Watchful Dog

Fiber stone painted in Weather. 9" w. x 11" deep x 29" h. Weighs 12 lbs.

Orlandi Statuary www.orlandistatuary.com maria@orlandistatuary.com 815-342-4879

Reclaimed Goods

Reclaimed tobacco lath and lumber from vintage buildings across the Midwest offers a unique canvas upon which we can create artwork with soul for your home. Unique purses created from reclaimed books are the perfect gift for the book lovers in your life. Making the world a better place through repurposing materials, one design at a time.

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

GROW Salsa Garden

This patio garden kit includes six packages of heirloom seeds (Roma Tomatoes, Jalapenos, Cilantro, Verde Tomatillos, Scallions, and Beefsteak Tomatoes), starter soil, salsa recipes, wooden plant ID stakes, growing instructions, pencil, and 100% recycled fiber egg carton planter. Seed envelopes are FCS Certified, 30% post-consumer waste, and made with 100% wind power.

Birdhouses

Country and primitive birdhouses.

The Birdhouse Barn www.thebirdhousebarn.com | birdhousebarn@gmail.com 304-433-2264

Little Bunny Garden

A veggie garden, perfect for little bunny gardeners. Egg Carton Garden includes six packages of heirloom seeds (Green Beans, Yellow Summer Squash, Sweet Baby Carrots, Crunchy Red Radishes, Baby Watermelon, and Little Leaf Cucumbers), starter soil, wood plant ID stakes, growing instructions, growing journal, pencil, and 100% recycled fiber egg carton planter.

Backyard Safari Company Backyardsafarico.com support@backyardsafarico.com 770-385-3273

Adirondack Chairs

These teak Adirondack chairs can be left outside in all weather for year-round enjoyment.

Three Birds Casual www.threebirdscasual.com | info@three-birds.com 260-244-4334

Valencia Daybed White & Gray

Outdoor Art

Enjoy these all-weather, allseason outdoor canvas art pieces.

Bringing sharp and vibrant images to any outdoor location with direct exposure to the elements. 40" l. x 30" h.

West of the Wind, LLC www.outdoorartcanvas.com westofthewind@sbcglobal.net 800-399-0412 28 Smart Retailer JANUARY 2020

Offers a versatile crescent-shape design featuring a modern oversized synthetic weave in light grey. Constructed with a sturdy aluminum frame, featuring ultra-plush seat daybed cushions.

Includes five throw pillows for extra comfort. Upholstered in sun-proof solution dyed acrylic fabric.

Zuo Modern Contemporary, Inc www.zuomod.com sales@zuomod.com 510-890-0016

Louise Embroidered Outdoor Pillow AquaNura Solar Birdbath Insert

Convert a traditional birdbath into a solar fountain with the AquaNura by SmartSolar.

Choose a sunny spot in the garden or patio for your birdbath, then simply place the AquaNura solar insert into the birdbath bowl. With an understated neutral grey finish, it integrates with a wide variety of birdbaths. Onestep installation.

Solar Wave Lantern Two Pack

These robust blue glass solar lanterns are diverse enough to fit any setting from a rugged camping trip to a beachy garden party. The unique wavy glass casts a pattern on any flat surface where it’s set.

With 10 lumen LED and a sturdy handle, this lantern will light the way.

Solar panel charges the rechargeable Ni-MH battery during the day, allowing effortless illumination by night.

Smart Living Home & Garden www.smartlivinghg.com | anb@smartlivinghg.com 847-219-4050

Gray Resin Face Planter

Face-shaped oversized resin planter with a weathered stone look.

14" x 13.5" x 18.5".

Sagebrook Home www.sagebrookhome.com info@sagebh.com 323-720-8881

Incorporate a bold pattern to your current assortment with the vibrantly textured Louise design. Perfect to display solo or paired with the Thelma Collection, this tasseled 12" h. x 20" l. lumbar pillow is available in Pink/Orange and Graphic Gray/ Black. Pillow features a zipper with polyfill insert included.

Triangles Embroidered Outdoor Pillow

Add some geometric flair to your outdoor seating with this graphic pillow. Available in 17" x 17" square and 12" x 20" lumbar, these supersoft polyester pillows featured a hidden zipper with polyfill insert included.

Divine Home divinehome.us info@divinehome.us 609-704-9900

Ebb and Flow Outdoor Kinetic Sculpture

Even the slightest breeze sets the stones of this mobile in motion. No two are the same — the stones are all one-of-a-kind in color, texture, shape, and size. The weight of the bottom-most stone uniquely and mathematically determines the weights of each of the others above, in a never-repeating pattern. There are no links, hooks, or swivels to limit the motion or dissipate momentum.

Sea Stones www.sea-stones.com | info@sea-stones.com | 206-202-1092 30 Smart Retailer JANUARY 2020

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IN

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CE 19

Meadowbrooke Gourds

Grown and hand-crafted by a small business founded on

excellence, integrity & personal freedom.

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

“In the Garden” Necklace Collection Necklaces designed by Brandy McNair. Available in nine garden-themed pendant designs. Made from molds of antique buttons Brandy collected from her grandmother. Two metal options available: pewter pendant on a silverplated chain, or a goldplated pewter pendant on a gold-plated chain.

Every necklace includes a watercolor necklace card designed by May We Fly.

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

Antique Hardware Birdhouse

Birdhouses made with antique hardware. Manufactured in Pennsylvania.

Each one is unique. Available in a variety of sizes and colors.

Lancaster County’s Wholesale Mall www.lancasterwholesalemall.com info@lancasterwholesalemall.com 717-295-2570

Festive Faucets

Easily replace a standard outdoor faucet handle with a beautiful Festive Faucet. These faucet handles have a universal adapter that easily fits onto any outdoor faucet and can be changed out in minutes. No plumbing required. Made of high-quality brass. Six designs to choose from: Sea Turtle, Large Plumeria, Small Plumeria, Rabbit, Sunflower, and Butterfly.

Better!Broom

Combining the benefits of a broom with a rake, the Better!Broom is a heavy duty yet lightweight outdoor broom that powers through leaves, gravel, pine needles, and other outdoor debris. All natural and eco-friendly, the Better!Broom marries beauty with efficiency and makes sweeping fun.

Bullseye Enterprises www.BetterBroom.com info@bullseye.enterprises 714-996-6995 32 Smart Retailer JANUARY 2020

Nature Decor

Modern décor made with high-quality porcelain ceramic. Handmade pieces that are created with textures that mimic patterns found in nature.

Art Floral Trading LLC www.floralimport.com | pearl@artfloraltrading.com | 408-849-4788

WHOLESALE WOOD PRODUCTS NEW SHAPES NOW AVAILABLE! 路 Made in the USA

路 Finished Product

路 Wholesale Pricing

路 Ready to Hang

18x18 Pallet Art

30x10 Plaque

20x16 Pallet Art

Follow us on social media for the latest and greatest! pennylanepublishing.com

|

info@pennylanepublishing.com

|

(937) 849-1101

Circle Fly-Thru Bird Feeder

Uniquely designed to invite birds in for a snack and help birders’ favorite activity last all day long, the Circle Fly-Thru Bird Feeder combines simplicity with elegance.

15" h. x 11" w. x 4" deep. Sized to hold a generous 5 pounds.

Good Directions www.gooddirections.com contact@gooddirections.com 800-852-3002

Bantam Rooster Weathervane

Building a Terrarium

The new line Plant Terrarium delivers the total concept for people who want to make terrariums themselves.

With a variety of styles and multiple sizes of each terrarium, they’re sure to fit into any setting.

Crafted with an intricate attention to detail, this weathervane hearkens back to a simpler time. Easy-to-assemble and install. Includes assembly rod, solid brass 18" l. directional, and copper globes (recommended 401AL Roof Mount sold separately). The single point contact design allows the weathervane to spin easily in the wind.

Esschert Design USA www.esschertdesignusa.com info@esschertdesignusa.com | 301-271-0007

LadyBug

Handmade from recycled parts and an authentic surplus Army helmet.

Great way to add color to any garden. Made in the U.S.A.

Sugarpost Inc. sugarpost.com shop@sugarpost.com 801-832-9235

Strawberry Thief

This intricate rug features two mischievous thrushes — berries dangling from their beaks as they scamper through an opulent manor garden. Inspired by one of the most iconic works of 19th century poet and textile designer William Morris. Available in two sizes — 18" x 30" and 24" x 36".

Entryways entrywaysusa.com |info@entrywaysusa.com |609-704-9900

Fanning the Garden

These yard stakes highlight a retro-style with designs based on vintage house fans. Get movement and style in one.

Sunflower Mesh Feeder

Fruity Chime

Bring chill summer vibes to your garden with this hand-made decorative Pineapple Chime.

Designed in the U.S.A. and hand-crafted by artisans of Bali.

Attract beautiful songbirds like goldfinches, chickadees, and titmice to your backyard with this gorgeous metal and mesh sunflower bird feeder.

Gift Essentials www.giftessentials.com sales@giftessentials.com 800-288-0029

34 Smart Retailer JANUARY 2020

Frogs Chime in

A quartet of frogs make up this whimsical and musical chime. It’s a great gift for garden and frog lovers.

Transpac www.shoptii.com info@shoptii.com 707-452-0600

The Instant Spa

How Sweet it is!

ALL NATURAL HANDMADE

SMALL BATCH READY TO SHIP

www.plumislandsoap.com 1-978-465-0238

orders@plumislandsoap.com

Pawsitively Delightful

Pet Products

“Walk the Dog” Wrist Keychain

This clever design allows dog owners to express their style while keeping their keys accessible and their hands free. Featuring handcrafted 18 mm and 10 mm polymer clay beads. Made with ultra-durable 1.5 mm elastic cord that’s 6.75" – 7" with a shiny, silver-plated alloy zinc key ring.

Holiday Stockings for the Hound

Let the holidays go to the dogs with these unique dog breed stockings that actually look like the family pup. Made with soft faux furs and realistic details. The perfect gift for man’s best friend.

Hearth Hounds www.hearthhounds.com | maria@hearthhounds.com | 413-746-2041

Jilzarah wholesale.jilzarah.com customerservice@jilzarah.com | 855-545-9272

Paw Balm

Perfect for tender and itchy paw pads, this soothing balm helps moisturize and heal damaged paws. Made without petroleumbased ingredients, the natural formula is lick-safe and toxinfree. All natural and vegan and cruelty free.

Pampered Pets pamperedpetsco.com orders@solevyco.com 661-622-4880

“Paws and Enjoy the Good Life”

Nobody knows the good life better than pets. This hinged trifold panel picture frame has a new design that features two frame openings with sentiment.

Malden International Designs www.malden.com |cs@malden.com |800-426-3578

Green Tea Towels for Pet Lovers

Show love for different breeds with these premium quality cotton tea towels with original pet illustrations. 27" w. x 27" l. with a 13" w. x 16" l. image area.

Paper Russells paperrussells.com | info@paperrussells.com | 801-475-6152 36 Smart Retailer JANUARY 2020

Pets Don’t Stink

Pet care products that are crafted with natural alternatives. This collection is made with all-natural core ingredients and fragrances derived from natural extracts and essential oils that provide a pleasing and long-lasting scent.

Shown: Waterless Foam Wash (made with essential oils, aloe, and coconut); Oatmeal and Aloe Shampoo (itch relief made with oatmeal, aloe, and coconut); Sh*t Storm Cleaner (urine, vomit, and feces stain remover); Quickie Wipes (instant head-to-paw tidy up); Spritz Me Up (freshener).

Walton Wood Farm waltonwoodfarm.com leslie@waltonwoodfarm.com 705-618-4394

Furever in My Heart

Place this Pet Memorial Rock where it will serve as a constant reminder of a beloved pet.

Whitney Howard Designs www.whitneyhoward.com info@whitneyhowarddesigns.com 818-884-8478

Lucky Dog Sachet

A calming blend of field fresh lavender, irresistibly sweet jasmine, and honeyed amber bonds together in an aromatic formulation that is “pawsitively” perfect.

The Willowbrook Company www.freshscents.com support@freshscents.zendesk.com |888-877-3132

 Pet Odor Neutralizing Candles

Pet Collection candles neutralize pet odor, freshen the home, and assist with calming and relaxing your pets. Handmade from recycled wine bottles and hand-poured using all-natural soy wax. A portion of the proceeds are donated to animal rescue groups.

Featured are Clean Home and Fresh Grass scents.

Rescued Wine www.rescuedwinecandles.com info@rescuedwinecandles.com 530-587-7947

Cat People

Best Rescue Bandana

For those who wish to show their love of their rescue dog. This small-medium bandana has “Best Rescue Ever” printed on it along with the Rescue People logo. Made from a high-quality cotton and polyester blend and features a 1.25" hole, which allows for a collar to be placed through. 7" x 5".

38 Smart Retailer JANUARY 2020

A great way to showcase the love for a cat, this house-shaped photo frame holds a 4" x 6" photo of a beloved cat. This frame features “Cats Make A House A Home” text printed above a replaceable photo and accompanied by a metal heart and the Cat People logo.

Pavilion Gift Company paviliongift.com |info@paviliongift.com 585-494-1930

Pet Lover’s Wine Glass Set

Stemless glasses that are great for red or white wine. Featuring phrases such as “meow if you like wine” and “paws off my wine” in matte gold foil.

A great addition to any Caturday night in.

Fits 16 oz., 3.5" w. x 4.75" h. x 3.5" dia.

Pearhead pearhead.com |sales@pearhead.com 718-422-0592

Visit us in our NEW showroom CANDLE COMPANY Building 2, Floor 7 888-253-7934 warmglow.com Showroom 756B ď ľ

Handmade in the USA

Joy to the World Pet Set Collection

The largest breed specific dog ornament line on the market offers more than 650 styles. Specializing in those harder-tofind breeds, there’s sure to be an ornament for every family dog. Each ornament is made from hand-blown glass in Poland.

Joy To The World Collectibles, Inc www.joytotheworldonline.com |info@joytotheworldonline.com 865-470-7148

Pawlitics

Show support for the political party everyone can get behind. The Dog Party is in favor of belly rubs, treats, and long midday naps. This pillow is perfect for any dog lover and makes a wonderful addition to an Americana Style.

C&F Home www.cnfei.com | sales@cnfei.com | 888-889-9868

Fish Rugs

Fruity Chew Toy

Designed by Harry W. Smith, these fish-shaped rugs are perfect for cat food and water bowls. Made from 100% natural jute fiber. Each rug is 9" x 26".

Treat man’s best friend with this fruity chew toy. Includes three plush pet toys, rope, three squeakers, and crinkle paper. 5.5" w. x 15.5" h. x 2" dia.

Dog Bone Braided Rugs

These dog bone-shaped braided rugs feature hand stenciled designs. Made from 100% natural jute fiber. Perfect for dog food and water bowls. Both rugs are 8" x 28". The Primitive Star rug is designed by Susan Burd and the Blue Anchor rug is designed by Harry W. Smith.

Pearhead pearhead.com sales@pearhead.com 718-422-0592

Capitol Earth Rugs www.earthrugs.com |sales@earthrugs.com 800-562-1885

Pet Collar Scarves

Because your pets deserve to be just as stylish as you. Let your pet go (a little) wild with collar scarves that easily slide onto their collar and stay on through all your adventures. Each set includes an Indigo, Canyon, and Liam style scarf. These fringed scarves are chic and charitable, as a portion of the proceeds from each purchase is donated to a hometown shelter, the Peninsula SPCA.

Dot Pet Quilts

Your pet deserves to be stylish. Let them flaunt their style with a pet quilt that will coordinate with any décor. Featuring an ikat-inspired design that displays bold rich colors in a classic design that will be at home on a dog bed, car seat, carrier, or couch. Who knows, maybe this cozy pet quilt will even keep Ginger and Rover from stealing your favorite spot on the sofa.

Carol & Frank www.carolandfrankstyle.com |sales@snfei.com | 888-889-9868 40 Smart Retailer JANUARY 2020

Pupware Collapsible Doggie Dish

Collapsible BPA-free silicone water and food dish with convenient carabiner. Perfect for walks, day trips, dog parks, and travel. Clip on your bag or leash and keep your pup hydrated no matter where you go. Stores flat with a 250 ml capacity. Available in four colors.

Proudly Made in the USA

DM Merchandising 247dm.com |sales@dmmerch.com | 800-548-6784

Farm Fresh Goat Milk Body Care Products

Windrift Hill • PO Box 592, Conrad, MT 59425 • 406-278-5872 • info@windrifthill.com

www.windrifthill.com

www.smart-retailer.com 41

196 Broad St. Blue Ball, PA 17506 717-351-0017

PLUS shop at our retail store, Flower & Home Marketplace, and receive 25% OFF your entire purchase when you present your Mullberry ID at checkout! Located right next door to our wholesale warehouse.

FIRST IN-STORE PURCHASE OFF 5% EXPIRES 2/4/20

Valid on one transaction only. Cannot be combined with other offers.

SAVE THE DATE February 1st, 3rd & 4th

SALES

NEW ITEMS

AND MORE!

On-trend home decor, f loral and seasonal all at your fingertips

YOU SHOP

WE PULL AND PACK

1/2

GET FAST DELIVERY

PRICE SHIPPING CODE: SHOPSMART

EXPIRES 1/31/20

Valid on one transaction only. Cannot be combined with other offers.

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

See it, Touch it, Feel it

n

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

n

Discover What’s New and Hot

January 26–30, 2020

Explore at LasVegasMarket.com

FEATURED LINES (left to right, top to bottom): Arteriors, Sagebrook Home, AMEICO, Dovetail, Meva, Costa Nova, Hudson Valley Lighting, Replica Plants and Decor, Sunpan, Worlds Away, Crosley Furniture

March 4 – 6, 2020

visit us at colhousedesigns.com 800.777.1442

Visit us at AmericasMart!

CWI Gifts: Building 2, 7th Floor, #752/754

The Hearthside Collection: Building 2, 6th Floor, #611

Shop Our Spring Line at AmericasMart!

Visit us at AmericasMart Bldg 2, Ste 1207

Building 2, 7th Floor, #752/754

thecountryhousecollection.com

shopcwi.com 1-800-666-5858 4600 S. Hamilton Rd. Groveport, OH

800.492.1784

SmartRetailerJanQtr2020.indd 1

Shop New Fall & Holiday at AmericasMart!

Building 2, 6th Floor, #611

thehearthsidecollection.com | 1-877-918-1433

Atlanta AmericasMart Building 2 Floor 7 Showroom 797

11/15/19 4:33 PM

D y n a n y u s S A : T S head!

A C E R FO MORE

STYLES

online

©2019

The SUNSHINE PLAID Collection

GIFT, GOURMET & RETAIL PACKAGING

800-547-9727 | NASHVILLEWRAPS.COM/SMR

visit us at March 4 – 6, 2020

Cheesecloth & Buttermilk Village Farmhouse Rags A Muffin Raggedy Junction

Atlanta Showroom: Building 2, 703

203-650-6200

AmericasMart

Building 2 7th Floor, #756B IrvinsTinware.com 888-700-8233 www.smart-retailer.com 49

TRENDWATCH 2020

Sustainable in Style Eco-friendly, portable products like metal and silicone straws, reusable food storage, and even pet products are on everyone’s wish lists.

Danica Studio (Now Designs)

Website: nowdesigns.net Email: info@nowdesigns.net Phone: 866-253-9001 | Booth: B2 11 - 1139

Now Designs

Website: nowdesigns.net Email: info@nowdesigns.net Phone: 866-253-9001| Booth: B2 11 - 1139

50 Smart Retailer JANUARY 2020

Corkcicle

Website: corkcicle.com Email: emiller@corkcicle.com Phone: 866-780-0007 Booth: B2 17 - 1707

SOPHISTICATED TOUCHES Shop the Premier Gift, Décor, and Lifestyle Market This January

IMA X Worldwide Home

The Atlanta International Gift ® & Home Furnishings Market

Gift | Tabletop | Home Décor | Antiques | Rugs Seasonal | Lighting | Gourmet | Outdoor

Showrooms: January 14–21, 2020 Temporaries: January 15 –19, 2020

AmericasMart.com/JanMkt | @AmericasMartATL | #AtlMkt TO THE TRADE | 800.ATL.MART | © 2019 International Market Centers, LLC

A Feast for the Senses

MamaSuds (represented by D. Gaber & Associates)

Website: www.mamasuds.com Phone: 248-330-7911 Booth: D. Gaber & Associates B2 8 - 829 Website: americasmart.com/ browse/#/exhibitor/56621 Phone: 404-523-4528 Booth: B2 8 - 829

Let your nose lead the way through indulgent food and drink-inspired scented candles, bath products, and beauty items.

Archipelago Botanicals (represented by Appelman Schauben)

Square Trade Goods Co. (represented by Aesthetic Movement)

Website: shoparchipelago.com Phone: 213-743-9200 Booth: Appelman Schauben B2 18 - 1833

Website: squaretradegoodsco.com Phone: 718-797-5750 Booth: Aesthetic Movement B1 9 - B7

Website: appelmanschauben.com Phone: 404-521-0840 Booth: B2 18 - 1833

Website: aestheticmovement.com Phone: 404-749-5005 Booth: B1 9 - B7

Crafty Kids Parents are leaning away from technology, seeking to reduce screen time through do-it-yourself craft kits and creativity boosters.

teNeues (represented by Aesthetic Movement)

Make It Real (represented by Sandy Ruben)

Website: teneues.nyc Phone: 212-627-9090 x115 Booth: Aesthetic Movement B1 9 - B7

Website: makeitrealplay.com Phone: 410-995-8685 Booth: Sandy Ruben B2 7 - 780A

Website: aestheticmovement.com Email: atlanta@aestheticmovement.com Phone: 404-749-5005 Booth: B1 9 - B7

Website: www.sandyrubenandassociates.com Email: sandyrubeninfo@gmail.com Phone: 843-696-4464 Booth: B2 7 - 780A

52 Smart Retailer JANUARY 2020

eeBoo (represented

by Sandy Ruben)

Website: retail.eeboo.com Phone: 212-222-0823 Booth: Sandy Ruben B2 7 - 780A Website: sandyrubenandassociates.com Email: sandyrubeninfo@gmail.com Phone: 843-696-4464 Booth: B2 7 - 780A

Gabriela Maldonado

ARTEL ARTEL ARTEL

Fabergé-inspired, made Fabergé-inspired, Americanmade made Fabergé-inspired, American American

Atlanta Mart Atlanta Merchandise Merchandise Atlanta MerchandiseMart Mart Building #797B Building 2, 2, Showroom Building 2, Showroom Showroom#797B #797B

Rosa Ortiz Fotos Gallo

Rosa Ortiz Rosa Ortiz Fotos Gallo Fotos Gallo

Rosa Ortiz Fotos Gallo

190 Road 190 Hall Road 190 Hall Hampton, 23664 Hampton, VARoad 23664 Hampton, VA 329-0040 23664 (757)303-9299 303-9299 (757) (757) / (757) 329-0040 (757) 303-9299 / (757) 329-0040 www.ArtelSales.com www.ArtelSales.com

www.ArtelSales.com

Type Face Across stationery, gift and apparel, typography continues to take center stage with witty sayings and succinct messaging in carefully selected fonts.

Third Drawer Down (represented by Aesthetic Movement)

Website: thirddrawerdown.us/pages/wholesale Phone: 310-294-9949 Booth: Aesthetic Movement B1 9 - B7

Primitives By Kathy

Website: primitivesbykathy.com Email: custserv@primitivesbykathy.com Phone: 866-295-2849 Booth: B2 7 - 737

Website: aestheticmovement.com Phone: 404-749-5005 Booth: B1 9 - B7

Pear Head (Represented

by Road Runners)

Website: pearhead.com Phone: 718-422-0592 Booth: Road Runners B2 15 - 1500 Website: roadrunnersllc.com Phone: 888-6746-349 x2 Booth: B2 15 - 1500

C&F Enterprises

Website: cnfei.com Email: sales@cnfei.com Phone: 404-523-0034 Booth: B2 14 - 1416

Kris Nations (represented by Lacey Griffin Sales) Accent Décor

Website: accentdecor.com | Email: jennifer@accentdecor.com Phone: 770-346-0707 | Booth: B1 18 - E18 54 Smart Retailer JANUARY 2020

Website: krisnationswholesale.com | Phone: 650-431-4189 Booth: Lacey Griffin Sales B3 4-109 Phone: 347-837-9562 | Booth: B3 4-109

Marketing to New

Customers M

BY FLORA DELANEY

arketing to new customers simply means inviting customers to your store. Your goal is to look at the investments (time, money, focus) you make to have the highest return possible. In the journey from “I never knew your store was here” to “I tell everyone how great your store is,” the first step is awareness. Make sure your potential customers are aware of your store and remember it when they buy what you sell. Consistent messaging and repetition are two important strategies for helping people remember your store.

Guide to New Marketing Success Know Who You Are

Know your clear point of differentiation and stick to it. For Walmart, it’s low prices. For Amazon, it’s convenience and selection. What’s your point of differentiation? Handcrafted gifts?

Deep local knowledge? Trend setting? Coastal living? Country roots? You must know what you stand for and repeat it in every touchpoint with your potential customer. You may grow sick of the same tagline because you hear it every day. But your potential customers probably hear it once or twice a year. Don’t change up your messages. (For example, don’t pitch “friendly expertise” one month and “low price in town” the next.) Stay on message all the time.

Marketing creates a promise. Your store promises customers that they’ll find unique gifts, low prices, friendly service or something else that your website or store will always provide.

Marketing isn’t advertising. It’s every message to your potential customers about your store or website. It must be consistent. The promise radiates from your store’s strategy. In brick and mortar, it’s everything from awnings to shopping bags. Online, each touchpoint tells visitors about your promise and your products.

Marketing must reflect your store’s personality: fun, quirky, sophisticated, or lavish, for example. Your store’s personality comes across in the logo, tagline, colors, font, words, and people your customers see. And, while your store’s strategy should be 56 Smart Retailer JANUARY 2020

timeless, marketing campaigns can (and should) change. Thus, a luxury brand can run a price-driven clearance campaign.

Know Who Your Customers Are

Marketing starts a conversation with your ideal customer. To succeed, have a very clear vision of your specific ideal customer — your target market. Spend the time to define your ideal customer so you spend your money effectively. Is she a busy mom?

A wealthy retiree? Does she hunt? Attend church? Support environmental political rallies? Does your ideal customer make purchases for herself or her home or as gifts? Is she new to town or a third-generation native? Creating the ideal target customer profile helps in every aspect of marketing: The media to use, the words to say, the photos to include, the price points. An ineffective marketer says, “everyone is my target.”

We’ll dive deeply into pinpointing your target customer during our webinar on February 4, 2020 — including a detailed guide to help you define your target market and build messages that resonate with them (visit smart-retailer.com/flora-delaney-courses for more information). Here are some ideas to help you get started

If your target market is:

Connect with them through:

Out of towners & tourists

Hotel welcome materials Printed and online visitor guides TripAdvisor.com recommendations Annual city events Email offers Social media, especially Facebook ads Tie-ins, such as shopping guides, pub crawls, sip and shop events

Busy Moms

School fairs and PTA events Youth sports sponsorships and fundraisers Scouting events Church bulletins Social media, especially Pinterest ads Tie-ins, such as girls night out, sip and shop events, holiday events

If your target market is:

Retirees

Millennials

Connect with them through: Church bulletins Golf, fishing, hunting, bowling events Newspaper and radio ads Direct mail offers Email campaigns and offers AARP discounts, AAA discounts Social media, especially Facebook ads Tie-ins, such as pet events Local brewery events Coffee Shops Text offers New product preview events Social media, especially Instagram ads Tie-ins, such as pet events, 5Ks, pub crawls

Make an Offer They Can’t Refuse

Your marketing messages need to motivate people to such a degree that they take action. It has to get them off the couch and to your site or store. Don’t worry if prospective customers scan your website to compare prices or read customer reviews. Isn’t it great to be in their consideration set? Don’t worry if a coupon could be used on clearance product, making it sell below cost.

Chances are they’ll buy other things because of your team’s customer service. Those are small items in the broader scale of marketing to your customer. Your first order of business is to give customers a reason to come to your store or website. Stay true to your brand promise in every marketing campaign and your target market will respond.

Ideas for activating your target market: Selection • Promote unique items that can’t be found anywhere else in the market • Promote items that are brand-new to the market (first adopters love this) • Promote items that are leading a trend (fashion and décor) • Promote seasonal items • Promote limited-quantity items Service/Experience • Offer value-added services for new customers (free consultations, designs, customization, personal shopper) • Offer free advice (on-site design, seminars, online selfevaluations like style-finders) Pricing • Offer a deep discount only available to first-time customers • Offer a discount for current customers when they bring in a new customer (offer a customer-referral code) • Honor a competitor’s coupon when a customer makes their first purchase • Offer a full-service solution when a first-time customer buys the core item, such as free scented wax granules when the customer buys the warmer, or half-off framing when the customer buys a print.

58 Smart Retailer JANUARY 2020

Marketing to New Customers

An online course to help gift shop owners attract new business When: February 4, 2020 Noon EST (later on-demand) Where: Online Webinar + Instructor Support Cost: $59 presale ($69 after January 28, 2020) Sign up at smart-retailer.com/flora-delaney-courses

Pricing is listed last because your first goal should be to get potential customers to your store or site based on what they’ll purchase or experience. But to be fair, pricing is the easiest way to motivate a new buyer. Once they interact with your brand, however, they must have a tremendous customer experience to return.

There are three pathways to get your offers in front of your target market: personal communication, traditional channels, and social media. Too many store teams overlook the power of face-to-face interaction. Attend the same local events as your target market. Create a natural way to describe what you do that is not what your store sells. So, when someone asks, “What do you do?” Instead of saying “I manage a gift store,” think about your customers, not the products you sell. You could say “I help people hang onto their memories.” See the difference? Always invite people to come to your store and hand out cards with a “10% off manager special” offer on them.

An effective networking path is to select a half dozen stores you admire. Ask for a meeting with the store manager (bring coffee!) and simply tell them what you like about their store and why. Ask them what they think makes them so successful. Listen to their answers. Chances are you can learn something you didn’t know about the secret to their success. Listen more than you talk.

But tell them about what you think you do well in your own store and the kinds of customers you wish to attract. Be genuine. Look for places where you can help each other succeed, perhaps in joint promotions or bounce-back offers?

Create a strategy for networking that will either bring you closer to your target market or that can put you in touch with people who influence your target market. Traditional channels can be everything from direct mail offers, to radio, to websites.

(Yes, those are traditional now). At the very least you must have a Google business page. Social media will be the focus in the July 2020 issue of Smart Retailer.

Getting new people in the door is the lifeblood of every store or website. With a clear focus on who you are, who your target market is, and powerful offers, you can attract people to your store or site every day.

Flora Delaney is a retail consultant, expert, and author of the book Retail the Second-Oldest 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.

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New Sponsorship Packages and Special Guest Appearances

Tickets, Sponsorships Available for 28th Annual Gift for Life Fundraiser

T

ickets and sponsorships are now available for Gift for Life’s the industry at the 28th Annual For Life 28thJoin annual fundraiser, Party forGiftLife.

GiftFundraiser for Life is the JANUARY 15, 2020 AT ATLANTA’S FERNBANK MUSEUM gift and home industries’ sole charitable organization. It was founded by HONORING Peter Schauben of Appleman Schauben in 1992 HONORARY EVENT CHAIR in response to the tragic loss of industry lives to AIDS. Since Anne McGilvray then, it has raised more than $5 million for AIDS research, eduThom Chuck Yancycare.

Lifetime cation, treatment, and Achievement Award Filicia Each year, Gift for Life hosts events throughout the U.S. benefitting the grantmaking of DIFFA: Design Industries Purchase Tickets & Sponsorships AT PFL2020.GIVESMART.COM Foundation Fighting AIDS. For additional information visit Tickets $125 Benefit DIFFA’s Grant-making giftforlife.org and diffa.org.Proceeds Sponsorships Begin At $1000 efforts to Fight HIV/AIDS

This year’s fundraiser will be held for the first time in Atlanta on Wed., Jan. 15, 2020, from 6:30 p.m. to 10 p.m., at the Fernbank Museum of Natural History. New this year are sponsorship packages that include a broad range of sponsor visibility, including pre-event brand promotion, at-Market recognition, and partner advertising valued at more than $125,000 in total.

Highlights of the must-attend event’s first-ever hosting outside of New York City include a guest appearance by celebrity designer Thom Filicia; presentation of Gift for Life’s Chuck Yancy Lifetime Achievement Award of gift visionary Anne McGilvray; and staging at one of Atlanta’s most iconic cultural attractions.

“Party for Life 2020 has a package of sponsor benefits like never before,” said Matthew Katzenson, Gift for Life chair.

“Visibility through industry trade publications and at leading market centers offers an additional way to showcase — and thank — our generous supporters.” For a complete listing of sponsors, visit giftforlife.com/participate.

Individual tickets are available for purchase for $125.

Sponsorships are available in packages starting at $1,000. To support Party for Life 2020 via tickets and sponsorships, visit giftforlife.com/participate.

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BUSINESSBRIEFS

BY SARAH HOBAN

Sharing the Main Street Story The Main Street movement has helped cities and towns across the country strengthen their downtown commercial districts and encourage local and independent businesses through preservation and economic revitalization.

To commemorate 40 years of the movement, Main Street America has launched We Are Main Street, a year-long campaign to share stories and profiles of successful Main Street communities across the U.S. The campaign includes a downloadable toolkit that businesses and organizations can use to promote Main Street in their communities that includes signage, social media materials, and other printables. Download materials and learn how to tell your own Main Street story at www.mainstreet.org/wearemainstreet.

“Figure out how to exceed your customers’ expectations. You and your team know your business better than anybody else.

You know what your customers expect from past experience, or at least you should.

So, go and figure out how you can exceed your customers’ expectations.

Do they want simplicity, speed, value, experience or something else? If you don’t know, just ask them.”

—BUSINESS COACH DAVE FULLER, IN THE PRINCE GEORGE (BRITISH COLUMBIA) CITIZEN

62 Smart Retailer JANUARY 2020

Say You’ re Sorry

Some emails can be difficult to write — an apology email, for example. Whether it’s for truly harmful events, such as a data breach or a hazardous situation on your premises, or for something less dire, such as a shortage of a popular item, defective merchandise, or a cancelled event, it’s important to apologize to your customers quickly and effectively.

Business writer Clare Lynch, writing on Ragan’s PR Daily, points out that your apology communications should:  Get to the point. Don’t try to soften them up with what Lynch calls “bland, we-focused corporate throat-clearing.” Tell them in plain terms what happened, particularly if they need to take action quickly as well.  Say you’re sorry and say what you’re sorry for, such as stress or inconvenience on their part. Give customers a sense, says Lynch, of a “living, breathing human being behind the words.” Don’t use a vague “our apologies” approach.  Tell them how you’re going to address the issue, including what timeframe they can expect and what, if anything, they have to do.

And if follow-up is necessary, don’t forget to do that as well.

Online Shopping Loses Some Holiday Glow

Some good news for brick-and-mortar retailers fretting about online competition: An October survey of 1,500 U.S. consumers by consulting firm Accenture revealed that consumers planned to do at least half of their holiday shopping in stores, and 54% of them found gift-giving inspiration by browsing in stores.

Jill Standish, senior managing director and head of Accenture’s global retail practice, encouraged brick-andmortar retailers to use customers’ browsing inclinations to help build their base. “With creativity and ingenuity around the store footprint,” she said, “retailers have an opportunity to leverage the surge in holiday foot traffic not only to increase holiday revenues but also to find those special customers who will be the loyal ones they depend on all year.”

In addition, the 2019 Annual Holiday Local Shopping Survey explored consumers’ concerns with online shopping. While online retailers tout express holiday shipping, about half of those responding said that they’d consider greener delivery alternatives, such as slower shipping or instore pickup. Consumers also worried about package theft — “porch piracy” — and 21% said that they were moving away from home delivery and were opting for picking up in-store instead.

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BUSINESSBRIEFS

Thank-You Notes:

Show Off Your Gratitude Attitude

Green Marketing

Customers are becoming increasingly concerned about sustainability and environmental issues in their purchasing decisions. Retailers are responding. In fact you may already be incorporating sustainability practices into your business, such as using LED lights and energy-saving devices, reducing waste, and using recycled bags and packing materials. If you are, Compliant IA, a retail communication software company, has suggestions for making such practices part of your marketing.

On its blog, the company recommends highlighting environmentally friendly merchandise with special labels or displays and including any details on its manufacture. You can also host special events or promotions that focus on sustainable merchandise and promote your overall efforts via email and social media. If you want to take a wider focus, consider community activities — host a trash cleanup day, sponsor a tree-planting, or work with other local businesses to support an eco-swap or recycling event.

64 Smart Retailer JANUARY 2020

The new year is a great time to write your thank-you notes — a nd not just for what you found under your tree. Thank you notes or emails are one good way to stay connected with your customers during the slower winter months. You can express your gratitude for their business throughout the past year — and especially during the holiday — and get them excited about the year ahead. Email marketing company Constant Contact has suggestions for the elements of a good thank-you email:  Focus on what you’re thanking them for: A good holiday season? Their continued support? You can use your subject line to express thanks and mention any premiums, coupons, or discounts you might be offering.  Make the copy in the message concise and genuinely grateful. Keep it short — a paragraph or two is fine — and use language that fits your business’s personality and customers.  Include a call to action — where do you want to customer to go from here? You can include an incentive, talk about new merchandise, invite them to an event, or simply send them to your website.

Of course, January isn’t the only time to thank folks.

Constant Contact also suggests “transactional emails” throughout the year to thank customers for a purchase, for signing up for your newsletter, for leaving a review, or for referring another customer. You can also send them out for particular milestones, either for your business — anniversaries, for example — or for the customer, marking a birthday or a special occasion.

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VENDORVIEWS SPONSORED CONTENT

Tundra: The Modern Marketplace for Savvy Wholesale Buyers Tundra is making it easy for retailers to shop wholesale with guaranteed best prices and on-time delivery.

A

s a retailer, sourcing products can be a complex process.

Whether you choose to work with sales reps, visit trade shows, or work one-on-one directly with brands, it can often be timeconsuming, with multiple steps and complicated paperwork. As pricing, minimums, and delivery options differ by channel, it’s often a challenge for business owners to feel confident about their buying decisions.

That’s where Tundra comes in.

Tundra is the modern wholesale marketplace that helps independent retailers easily discover and stock up on products from U.S. and Canadian brands. Cofounded in 2017 by husband and wife team Arnold and Katie Engel, the platform is designed to streamline the buying process and remove inefficiencies so businesses can buy with confidence.

“We know that for retailers, their biggest concerns when buying for their store are first: Am I getting the best price so I can maximize my margin? And second: Will I be able to get this on time so I can maximize sell-through?,” said CEO Arnold Engel. “That’s why at Tundra we’re focused on the fundamentals — guaranteed best prices and guaranteed on-time delivery.”

Tundra’s mission is to add value back to the wholesale ecosystem. Because it has an ad-supported revenue model, brands are not charged any fees or commissions on any trans- Arnold and K atie En actions. As a result, brands gel, Tu ndra’s co-fou offer their best pricing and lowest nders. minimums on Tundra, often lower than what buyers may have been as well as supplier metrics to help used to seeing in other channels. In buyers with their purchase deciaddition, Tundra’s powerful logistics sions. “Tundra makes it easy to keep software and algorithms help ensure our shop’s shelves filled with quality it honors its commitment to on-time products,” said Stormi Nishimura, delivery for buyers. Most products Store Manager at LA-based No ship for free directly to retailers and Tox Life. “With their search tools, average lead times are less than seven we can easily find new brands and days. “Tundra is an easy, no-hassle products that will fit our vegan and way to get quality products in my non-toxic zero waste shop.” store in a timely manner,” said Angela At its core, Tundra intends to help Sullins of RUBY: A Southern Tradilevel the playing field for small busition, a gift and home décor store in nesses to compete with ecommerce Springdale, Arkansas. “I place an giants and big box retailers. Small order and they are shipping it out brands are able to get their products almost immediately!” in front of thousands of buyers Over the last year, Tundra has through one platform. Independent grown rapidly to be the online desretailers can now shop from top tination for wholesale. Retailers can brands on Tundra at low prices and shop from Tundra’s broad assortminimums that they may not have ment of over 100,000 products in been able to access in the past. To gift, home, baby, fashion, beauty, learn more about Tundra and its and other categories. The site also guarantee for best prices and on-time features real reviews from buyers delivery, visit www.tundra.com.

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66 Smart Retailer JANUARY 2020

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DISPLAY&DESIGN

BY AMY MEADOWS

PHOTOS COURTESY AMY MEADOWS

Planning for 2020

A

s a visual merchandiser, I appreciate a décor transition that doesn’t require a major color palette shift, especially since October and November mean that we’re in the throes of holiday preparation. But whether you’re making subtle segues or dramatic theme changes, it’s essential to plan ahead to optimize your time and money. Adequate planning is especially important because the changes need to come in the midst of managing sales, employees, inventory, recordkeeping, etc.

Juggling all these tasks simultaneously can be challenging. As soon as you reach the finish line of a holiday, you need to turn around and install new trim and décor, change your window, move your sale/clearance merchandise, update your signage, displays, and more. These transitions should be prompt to make sure your store maintains a professional image.

With this in mind, let’s declare 2020 the Year of Proactive Planning and Props.

At the annual display industry expo, vendors like Holiday Foliage promote very specific seasonal products as well as items that are somewhat neutral in appearance and can be modified to fit several seasons. By switching out the paper blooms, this simple moss-covered wreath could be updated with grapevine, autumn leaves, even berries and pine sprigs to transition from summer to fall and, finally, winter.

January

Make New Year’s resolutions for your shop as well as for your personal life. Use the well-known acronym SMART to set goals.

S: Specific M: Measurable A: Attainable R: Relevant T: Time-Bound For more details and help on setting SMART goals, visit bit. ly/2020-SMART-GOALS. Décor and Store Appearance

Ensure that you’ve removed any lingering holiday foliage, especially poinsettias. Birch logs, moss, and berries can carry you through to February 1 but no further. Shop now for endof-season clearance for lights, wreaths, or foliage you might want for the following Christmas. Depending on your climate, thoroughly washing your windows inside and out might be tough, but try your best. It’s usually worth the extra money to hire a service, and you can ask that they remove any old tape from posters on your windows or doors.

68 Smart Retailer JANUARY 2020

Messaging/Marketing

Ensure that your marketing is current. If you’ve changed your store hours, update them on your signage, voice mail, website, advertisements — wherever they appear. If you’re running markdown or clearance events, evaluate and adjust your strategies if needed. Promote any new services you’ve added to your store.

Create a calendar for updating your windows (every 4 to 6 weeks), your website (weekly), and your social media (two to three times each week). Remember that posts can be created in advance and scheduled, saving you from those “Oh, no — I forgot!” moments.

February/March Décor and Store Appearance

Valentine’s Day merchandise is almost exclusively red and pink. Consider using a pale pink (almost a blush tone) in your windows or on an accent wall that can lay the foundation for the next several months, flowing into spring and Easter. Avoid chalky pastels, but do look for opportunities to layer on floral motifs and other seasonal icons. Simple vinyl cutouts of hearts, flowers, and even Easter eggs can be applied to a feature wall or window.

March/April Décor and Store Appearance

With the appropriate preparations in February, you should be able to move through March without major changes. April/ post-Easter, however, means saying goodbye to pink accents and laying the groundwork for summer. Artificial sod and gardening props are good introductory elements for late spring and set the stage for Mother’s Day, Father’s Day, graduations, and picnic season. Set a goal to have your feature spots (such as windows, trend tables, platforms, showcases, and shelving units) planned and purchased by mid-March and installed by mid-April.

Messaging/Marketing

Take time to review and assess analytics (some are data, some are anecdotal) from your social media, website, and sales. Identify links between increased sales and changes in merchandising setup. Look for changes in customer traffic when items and displays are being shifted.

Nothing says summer fun quite like outdoor lighting, especially the recent trend toward bistro lights draped over patios and pergolas. Yet, with illumination and “swag” in place, updates with fall foliage and/or decorative elements such as lanterns, this distinctly May/June/ July installation shifts into fall and winter

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DISPLAY&DESIGN This simple pairing of green and white props on a pale green backdrop not only connects the customer to the seasonal merchandise below but also initiates a color scheme that requires minimal reworking when moving from summer to fall. Painting green over another green uses less time and paint, and the use of a detailed, layered floral motif is easily updated with red and gold as needed once Christmas arrives.

Updating and changing strategic spots in your store can go one of two ways. Either customers love seeing the activity and act on their curiosity, stepping inside and shopping or it seems too chaotic and they feel guilty about interrupting you. If you experience the latter response more frequently, shift your décor installations and visual merchandising work to off-peak hours or times when the store is closed.

Miscellaneous

Inspect fixtures and mannequins/forms. A fresh coat of paint, reupholstery, or refinishing can be tackled over the next several months, getting ready for the busy fall season.

August/September/October

The weather is changing, school is back in session, and consumer behavior is shifting. This is prime time for promoting an area high school or university homecoming. If you plan to participate in Halloween trick or treat activities, a word of caution to prevent a fire. Hay bales, wheat bundles, and similar combustible materials should be treated with flame retardants before putting them under bright lights.

Late summer is also an excellent time to plan your winter and holiday installations. Katie Allison of MNK Studio, Inc, a visual merchandising firm, weighs in on the value of booking designers and visual merchandising consultants/teams earlier than later: “We start holiday planning in September and October to make sure we have the designs at their best and a great team pulled together.

We try to install window displays and in-store, gift-giving focused visuals early in November. Quality prep time always leads to a better look. In addition, we offer ‘book early’ discounts — an absolute win-win!’ (www.mnkstudioart.com).

If hiring a display designer isn’t an option, don’t despair. Now’s the time to take the Pinterest images and tear sheets in your idea file and put them to work. Find a florist, carpenter, painter, or sign company to implement your plans, long before the actual due date. Shop early for pre-season bargains. Remember that branches, wreaths, and other rustic, harvest-like elements can be easily updated with the addition of pinecones, berries, and greenery.

November/December

With store owners expected to do 50% of their year’s business in the critical six weeks leading up to Christmas, the only thing you should be doing is selling. Period. Your store looks fabulous, the merchandise placement is perfect, and you’re poised for yet another season of success. Congratulations!

Get Your 2020 Plan Started

By spreading your “to-do” list throughout the year, you can minimize last-minute complications and avoid rush charges and express shipping fees on prop and décor elements. Grab your calendar and plan ahead to begin your key seasons in style.

May/June/July

Ride the gift-giving seasonal tide and rack up sales. Dads, grads, and brides are your focus, followed by the need to push any lingering markdowns out the door. This also means cleaning out your storage areas — back of house, stockrooms, and your cash register/point-of-sale area.

Décor and Store Appearance

Take time in mid-June to plan out August. Depending on your shop’s specialty, you might be focused on back-to-school or fall. If it’s the fall launch, choose props and color schemes that’ll carry you through Thanksgiving with monthly updates in September and October. I’ve even seen “school bus yellow” work well as a backdrop for fall foliage, so keep your eyes open for inspiration in Pinterest, Instagram, and other resources.

This is also a good time to check for any remaining repairs, repainting, and refinishing that your mannequins, furniture, and fixtures need. With the fall approaching and the daylight getting shorter, consider scheduling repair or upgrade work to light fixtures and electrical panels. You can potentially lower your electricity bill with an isolated circuit that allows you to keep a special grouping or smaller number of lights on when you’re closed.

70 Smart Retailer JANUARY 2020

Even if you’ve established a workable plan for an extended period of time, it’s good to have a few tricks up your sleeve for adding color, texture, and visual interest as the installation passes the three-week period. Autumn foliage inserted into abstract configurations of mailing tubes keeps the window looking fresh, even to daily passersby.

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.

www.smart-retailer.com 71

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72 Smart Retailer JANUARY 2020

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JULY 2019 • Volume 27, Number 5

Smart Retailer magazine’s one and only goal is to help your gift business succeed.

2019 EPTEMBER AUGUST/S

• Volum er 6

Numb e 27,

B -DUB -A-DU e SCRUBSoaps and Mor Scented

BUSINESS SUCCEED

A Fling W Han dbags & Bit linh g

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

www.candlesmithswholesale.com

www.smart-retailer.com 73

RETAILERSPOTLIGHT

BY JENNIFER RAINES

THE MARKET ON WASHINGTON Spreading Inspiration Through Retail With a solid resolution to stand out in the crowd, The Market on Washington specializes in unique goods filled with tradition, charm, and a hint of whimsy.

J

en Harkness believes the exchange of gifts is the language of love, so she’s always gone to great lengths to give meaningful gifts that match the recipients’ personality and that stand out from others. Now she’s putting the same effort and expertise into running her gift shop, The Market on Washington in Clarkesville, Georgia. With a solid resolution to stand out in the crowd, the store specializes in unique goods filled with tradition, charm, and a hint of whimsy.

Key Product Lines and Merchandise

When asked about some of her favorite product lines, Jen said, “We have a beauty bar featuring organic, all-natural lines such as RMS Beauty, Little Seed Farm, French Girl Organics, and Farmhouse Fresh. Similarly, our jewelry bar hosts brands such as Kendra Scott, Gorjana, Olivia Burton, Lenny and Eva, and The Horse. We carry art prints by my favorite artist, Janet Hill, a Canadian artist whose prints

are whimsical and beautiful and somehow still traditional.”

Jen regularly attends AmericasMart in Atlanta, but also said, “I keep a running list of products to carry in the shop (beauty, gifts, jewelry, and children, mainly). She added, “I research and research until I find companies I like and that meet my standards of tradition, charm, and a hint of whimsy.”

She recently expanded the shop’s children and baby section, which she affectionately calls ‘The Little Market” (a derivative of her store’s name). The expansion has been a great success. The section offers children’s books and baby gifts. “It is all selectively curated and full of so much charm!,” she commented.

“The kids have loved it. We also

introduced storytime for kids of all ages and it’s been such a success, so I’m looking forward to seeing how that grows in the future.”

Inspiration on Display

Jen loves what she does — or more accurately — does what she loves. For her, the best part of running a store is having a platform to inspire others. It’s the best reward she can get from her business, she said. “I love seeing our customers standing under one of our displays and talking amongst themselves, at first wondering what it is, then hearing their collective sigh of, ‘oh!

It’s just paper!’ and then turning to me and asking for more detail,” she said. Jen tries to use simple everyday materials to create something unique. The way she does it gives people a new perspective. The best compliment she gets is when someone leaves the store saying, ‘I feel so inspired when I leave here.’

Community Support

Jen credits the local community for being an instrumental part of making the shop successful in the two short years since its opening.

They give back to her way more than she could have imagined.

The love and support the people show is phenomenal. Getting such a great deal of success in such a short time is something really spectacular. She explained that it wouldn’t have been possible without the help of the mentors she had, and she has incredible respect for all those who helped her get where she is now.

74 Smart Retailer JANUARY 2020

870-391-2216 • Over 200 Designs whiteriverdesigns@hotmail.com

339 Daniel Webster HigHWay, MereDitH, nH 03253 annalee.coM 800-258-4647 custoMerservice@annalee.coM www.smart-retailer.com 75

A Winning Team

Passion and mentors alone aren’t enough to create a profitable business, however. Jen was fortunate to get a great group of employees in place, which played a big part in the store’s success.

“I seriously have the best team,” Jen said. “It’s so important to surround yourself with people who understand you and your vision.” Jen said that every one of her team loves her, her store, and the idea behind the business. And Jen returns their affection and loyalty.

Jen’s employees are comprised primarily of the staff Bentley had when Jen worked for her. “When we transitioned from The Nest, I kind of inherited the Bentley’s team and I thank my lucky stars every day,” she said. Everyone in Jen’s team is a star.

For instance, Terri, who Jen says is the best person she’s ever met, puts in way more effort in her work than she’s supposed to. When the workload is high, Terri happily stays for hours after midnight and even shows up on her free days to lend a helping hand in case Jen needs it.

Haleigh, also from Bentley’s team, is a calming influence.

Jen’s sister, Jess, loves to work at the store as much as she can. She’s a creative thinker and gives Jen great advice. She also said her parents are always there to help her as much as possible. And then there is Jen’s husband, Adam, the backbone of the store. A defense attorney by day, Adam tirelessly works to bring Jen’s “crazy ideas” to life. “He makes countless trips to the hardware store and spends hours in the garage building whatever I dream up.” Besides the work he does for the store, he encourages Jen every single day.

This motivation is what keeps Jen going at times.

She recognizes Crichton Bentley, owner of The Nest, as her biggest mentor in business. Jen worked for her store for about a year before opening her own shop in the space that The Nest had occupied. Jen acknowledges that the experience she got working at The Nest and all the assistance from Bentley as a mentor and a friend are among the major factors that contributed to her success in retail. Bentley remained by Jen’s side through all the phases of her business right from the inception, and it was Bentley who gave plenty of contacts of suppliers to make sourcing easy for her.

76 Smart Retailer JANUARY 2020

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Sources of Inspiration

Jen’s admirable team and supportive family aren’t the only factors behind her success. The inspiration behind her business is also what sets Jen’s store apart. Jen believes inspiration is everywhere. You just need a keen eye to detect it. She says even simple things like traveling, taking a walk, and reading a book can inspire her. She has a lot of inspirational information stored on her phone, including color palettes, textures, and material. She even notes down how she feels at some places and strives to translate that feeling into something tangible, something that can recreate the feeling for her customers. According to Jen, inspiration happens when you put enough effort into an idea to make it unique — to make it your own.

When asked about her longer-term goals, she said, “One day, I would love to have a team solely dedicated to displays. Also, I love to illustrate and paint, so I would love to have exclusive products featuring my illustrations. That’s a big goal of mine in the next few years.”

“I feel like success looks different to each person,” she said.

“My idea of success isn’t having five stores in five years or being the most talked-about shop in town.” Instead, she wants her business to be a positive reflection of herself. Nothing less, nothing more. She wants to have a place she can go to and be happy. “My biggest goal is to never lose the feeling I get when I unlock the doors in the morning.”

FACTS AT A GLANCE Business Name: The Market on Washington Location: 1358 Washington St

Clarkesville, GA 30523 Website: themarketonwashington.com Email: themarketonwashington@gmail.com Phone: 706-760-5003

NORTHWOODSANIMALTREATS.COM

‘Where nature, fragrance and light come together in a most artful way’

sales@gardenartcandle.com • www.gardenartcandle.com 78 Smart Retailer JANUARY 2020

Start your new year with a growing category Pet Products!

“Your entire pet section can come from us!

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Made in the USA.

Your wholesale source for handmade and unique home décor.

MARKET SQUARE is the KEY to your SUCCESS

Join us at the Greater Philadelphia Expo Center Oaks, PA

February 3–5, 2020

For more information contact us at 717-796-2377 or marketsquareshows.com

www.smart-retailer.com 79

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.

JANUARY 2020 MADISON, WI

Market Square The Buyer’s Cash & Carry.......................................................6 www.marketsquareshows.com See ad on page 79 ORLANDO, FL

Surf Expo.................................................8-10 www.surfexpo.com DALLAS, TX

Dallas Total Home & Gift Market.......... 8-14 www.dallasmarketcenter.com ANCHORAGE, AK

Alaska Wholesale Gift Show.................9-11 www.alaskagiftshow.com

LEXINGTON, KY

DENVER, CO

www.silverliningshows.com

www.denvermart.com

Bluegrass Buyers Market..................... 26-27

Denver Apparel & Accessory Market....20-23

CHICAGO, IL

DENVER, CO

www.stylemaxonline.com

www.rockymountaingiftshow.com

STYLEMAX............................................26-28

Rocky Mountain Gift Show..................20-23

CHERRY HILL, NJ

ROSEMONT, IL

www.phillycandyshows.com

www.jfashow.com

Philadelphia National Candy, Gift & Gourmet Show......................................26-28

TransWorld’s Jewelry, Fashion & Accessories Show - Winter...................20-23

TORONTO, CAN

NEW YORK, NY

Toronto Gift Fair....................................26-30

Toy Fair New York............................... 22-25

www.cangift.org

www.toyfairny.com

LAS VEGAS, NV

ALBERTA, CAN

2020 Winter Las Vegas Market...................................... 26-30

Alberta Gift Fair....................................23-26

See ad on page 47

Upstate New York Gift Expo...............24-26

www.cangift.org

LOS ANGELES, CA

www.lasvegasmarket.com

VERONA, NY

www.lamart.com

PHILADELPHIA, PA

www.upstatenygiftexpo.com

LA Mart Winter 2020 Market............... 9-13

ORLANDO, FL

WESA Trade Show............................... 10-13

Mid-Atlantic Mart - January Showcase............................................. 29-30

www.wesatradeshow.com

www.midatlanticmart.com

DALLAS, TX

BILLINGS, MT

KISSIMMEE, FL

www.gtshows.com

DENVER, CO

Dallas Apparel & Accessories Market....14-18

Billings Market Association Market....30-FEB1

www.dallasmarketcenter.com

www.billingsmarketassoc.com

ATLANTA, GA

MINNETONKA, MN

www.americasmart.com

www.mplsmart.com

The Atlanta International Gift & Home Furnishings Market®.......................14-21

MinneapolisMART Gift, Home & Accessory Show...............................31-FEB4

See ad on page 51

FEBRUARY 2020

OAHU, HI

The Hawaii Market & Merchandise Expo.............................................................17-19 www.douglastradeshows.com NEW ORLEANS, LA

Halloween & Party Expo..................... 17-19 www.halloweenpartyexpo.com SAN FRANCISCO, CA

Winter Fancy Food Show.................... 19-21 www.specialtyfood.com PHOENIX, AZ

OASIS Gift Show................................. 22-24 www.oasis.org SEATTLE, WA

Seattle Mart Market Week................. 22-27 www.seattlemart.com WILMINGTON, OH

Heritage Markets Cash & Carry Wholesale Show................................ 23 www.heritagemarkets.com See ad on page 71

NEW ORLEANS, LA

New Orleans Gift and Jewelry Show... 23-26 www.helenbrett.com BILOXI, MS

Biloxi Mississippi Gift Show................ 25-27 www.wmigiftshows.com PHILADELPHIA, PA

American Handcrafted Philadelphia... 25-27 www.americanhandcraftedshow.com

NEW YORK, NY

NY NOW Handmade.............................. 1-4 www.nynow.com LAS VEGAS, NV

www.globalpetexpo.com

Florida Jewelry & Resort Expo..... 28-MAR1

MARCH 2020 BIRCH RUN, MI

Retailers Market Place 2020................... 1-2 www.retailersmp.com WILMINGTON, OH

Heritage Markets Cash & Carry Wholesale Show...................................3 www.heritagemarkets.com See ad on page 71

OFFPRICE.................................................. 2-3

ATLANTA, GA

DES PLAINES, IL

www.americasmart.com

www.offpriceshow.com

Midwest Gift & Lifestyle Show................ 2-5 www.silverliningshows.com NEW YORK, NY

National Stationery Show....................... 2-5 www.nationalstationeryshow.com NEW YORK, NY

NY NOW Home...................................... 2-5 www.nynow.com NEW YORK, NY

NY NOW Lifestyle................................... 2-5 www.nynow.com OAKS, PA

Atlanta Spring Gift, Home Furnishings & Holiday Market............................. 4-6 See ad on page 51 LAS VEGAS, NV

West Coast Toy Trade Show..................8-10 www.toyfestwest.com PLAINFIELD, IN

The Indy Show........................................9-10 www.silverliningshows.com SPRINGFIELD, OH

Market Square The Buyer’s Cash & Carry..................................................... 11 www.marketsquareshows.com See ad on page 79

Market Square The Buyer’s Cash & Carry................................................... 4-5

PORTLAND, ME

See ad on page 79

CHICAGO, IL

www.marketsquareshows.com MEMPHIS, TN

Mid-South Jewelry and Accessories Fair....7-9 www.helenbrett.com

New England Made Spring Show...... 14-16 www.nemadeshows.com

The Inspired Home Show..................... 14-17 www.theinspiredhomeshow.com GREENSBORO, NC

NEW ORLEANS, LA

Greensboro Gift & Jewelry Show...... 20-22

www.camex.org

MINNETONKA, MN

CAMEX 2020..........................................8-11

OAKS, PA

GAYLORD, MI

www.philadelphiagiftshow.com 80 Smart Retailer JANUARY 2020

www.silverliningshows.com

Philadelphia Gift Show........................25-28

Global Pet Expo....................................26-28

The Northern Michigan Show.............19-20

www.gtshows.com

MinneapolisMART Gift, Home & Accessory Show...................................20-24 www.mplsmart.com

AD INDEX JANUARY 2020 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.

1803 Candles............................................... 1803candles.com...................... 71

Nashville Wraps, LLC.............................nashvillewraps.com/SMR................ 49

Alice’s Cottage......................................... www.alicescottage.com................. 67

North Country Wind Bells.............www.NorthCountryWindBells.com....... 59

American Life Brands.......................... www.americanlifebrands.com............ 65

North Woods Animal Treats..........www.northwoodsanimaltreats.com........ 78

AmericasMart........................................... www.americasmart.com....48, 49, 51

P. Graham Dunn.......................................www.pgrahamdunn.com.................11

Annalee Dolls, Inc.........................................www.annalee.com..................... 75

Penny Lane Fine Art & Licensing............pennylanepublishing.com................ 33

Artel....................................................................arteleggs.com......................... 53

Plum Island Soap Company...................... plumislandsoap.com.................... 35

Art Floral Trading LLC.....................................floralimport.com........................ 48

Prairie Dance.............................................www.prairiedance.com.......... 23, 60

Attic Journals.............................................. www.atticjournals.com....44, 45, 46

Raggedy Junction............................................ ragjunction.com........................ 49

B-Dazzle....................................................... www.b-dazzle.com..................... 69

Restored Apothecary..........................www.restoredapothecary.com........... 45

Blossom Bucket............................................. blossombucket.com..................... 55

ReStrung Jewelry.....................................www.restrungjewelry.com............... 45

Bridgewater Candle Co.................... www.bridgewatercandles.com............17

Sabbath-Day Woods...............................sabbathdaywoods.com................. 60

CandleSmiths....................................www.candlesmithswholesale.com......... 73

Sawdust City.............................................www.sawdustcityllc.com................ 60

Citizen Ruth....................................................... citizenruth.com......................... 46

Second Nature By Hand.................. www.secondnaturebyhand.com.............2

Col House Designs.................................www.colhousedesigns.com..........9, 48

Serene House USA..................................... serenehouseusa.com.................... 71

Counter Couture.................................... www.counter-couture.com..44, 45, 46

Smart Glass Jewelry........................www.smartglassjewelry.com....44, 45, 46

CR Designs................................................... www.cr-designs.com.................... 73

Soap & Paper Factory......................www.soapandpaperfactory.com......... 73

CTW Home Collection.......................... CTWHomeCollection.com........ 48, 67

Spooner Creek Designs / Macone Clay.w ww.maconeclay.com...................61

CWI Gifts............................................................shopcwi.com....................13, 48

Spunky Fluff.............................................spunkyfluffwholesale.com................61

Deep Breath Designs............................... deepbreathdesigns.com................. 77

Sugarhouse Greetings.......................www.sugarhousegreetings.com... 45, 46

Earth Rugs/Capitol Importing....................www.earthrugs.com.................... 21

Swan Creek Candle Co....................www.swancreekwholesale.com.......... 19

Erin Smith Art..............................................www.erinsmithart.com....44, 45, 46

Sydney Candle Co...................................www.sydneycandle.com................ 37

Fly Paper Products.................................www.flypaperproducts.com.......44, 45

The 3 Sisters Design Co...................................the3sisters.com...........44, 45, 46

GardenArt Candle Company................... gardenartcandle.com................... 78

The Artist Jay............................................... www.theartistjay.com........3, 48, 60

Gift for Life.....................................................www.giftforlife.org......................61

The Canton Warehouse....................www.thecantonwarehouse.com.......... 84

Greenwich Bay Trading.............................. www.gbsoaps.com..................... 69

The Columbus Warehouse...................thecolumbuswarehouse.com............. 81

H&T, LLC........................................................ bitchbagdrinks.com..................... 69

The Connie Bennett Collection....................conniebennett.com..................... 48

Heart the Moment.......................................heartthemoment.com.....................61

The Country House Collection...... www.thecountryhousecollection.com...7, 48

Heritage Markets........................................ heritagemarkets.com.................... 71

The Hearthside Collection...................thehearthsidecollection.com.......15, 48

Irvin’s Tinware................................................. irvinstinware.com.................49, 65

The Warehouse at Paxton...............www.home.thewarehouse.website........ 57

Jacob’s Musical Chimes............................... jacobschimes.com...................... 60

The Whitehurst Co. LLC.....................www.thewhitehurstcompany.com......... 73

Julio Designs....................................................juliodesigns.com....................... 49

Tundra .................................................................. tundra.com............................ 66

K & P Weaver LLC..........................www.baseballamericaspastime.com...... 75

Two Little Fruits...........................................www.twolittlefruits.com...........44, 46

Kalamazoo Candle Company........... www.kalamazoocandle.com............. 25

ULINE................................................................www.uline.com........................ 77

Kurt S. Adler.................................................. www.kurtadler.com...............27, 83

Universal Ironworks..........................www.universalironworksusa.com......... 46

L. Tremain......................................................www.butterbell.com.................... 63

Vickie Jean’s Creations.......................www.vickiejeanscreations.com........... 41

Lancaster County Wholesale Mall... www.lancasterwholesalemall.com...........5

VJ Studio Signs.......................................... www.vjstudiosigns.com.................. 77

Las Vegas Market ........................................lasvegasmarket.com.................... 47

Warm Glow Candle Co.............................www.warmglow.com.................... 39

Laurie Pollpeter Eskanazi Ceramic Artist.....www.lpeclay.com...................... 60

Whimsies.................................................... www.whimsiesusa.com........... 45, 46

Market Square Shows.............................marketsquareshows.com................. 79

White River Designs LLC....................whiteriverdesigns@hotmail.com.......... 75

Meadowbrooke Gourds................................. mbgourds.com..........................31

Wild Rumpus Room.....................................wildrumpusroom.com.............44-46

Melrose International.................................www.melroseintl.com................... 29

Wind & Willow LLC......................................windandwillow.com.................... 59

Monahan Papers....................................www.monahanpapers.com.............. 75

Windrift Hill .....................................................windrifthill.com......................... 41

Mullberry Home......................................www.mullberryhome.com......... 42-43 82 Smart Retailer JANUARY 2020

Wing Tai Trading.............................. www.wtcollectionshowroom.com......... 62