Smart Retailer January 2021

JANUARY 2021 • $6.95

HELPING YOUR GIFT BUSINESS SUCCEED

JANUARY 2021 • $6.95

HELPING YOUR GIFT BUSINESS SUCCEED

2021

Trends & Forecast n& Garde : or Outdo ng i A Bloom y r Catego

Grow Sales With Farmhouse Décor

CONTENTS JANUARY 2021

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22 Garden & Outdoor Décor Bring Blooming Profits The popularity of gardening exploded this year. With the pandemic hanging on, spring is likely to see a continued boom in garden-related merchandise.

28 Furr-Ever in Our Hearts

Shoppers love their fur babies, and their buying habits show that this category continues to grow.

PRODUCT FOCUS NEW & NOTEWORTHY:

10 An Eclectic Assortment of Gifts

From specialty food to planters, board games, and more, there’s something here for every taste.

TREND WATCH:

14 2021 Trends & Forecast Discover what’s new and in demand for 2021.

18 Cultivate Sales With Farmhouse Décor

During times of anxiety and uncertainty, people take comfort in styles that evoke a simpler lifestyle.

ON THE COVER: CTW’s

Countertop Collection includes the Farmhouse Tabletop Pig, a Pink Milk Pitcher, and a Yellow Speckled Enamelware Mug. Find other CTW Home Collection Spring inspiration at ctwhomecollection.com.

BUSINESS SENSE 36 News Roundup from Smart-Retailer.com

Find news stories and article summaries here with full stories available on smart-retailer.com.

46 Atlanta Market Trend Watch: Get Organized

Homes are still serving as offices and classrooms, so consumers are looking for organizational products to keep their living spaces efficient yet comfortable. Explore innovative merchandise here.

48 IMC’s Tips & Tricks for Attending a Tradeshow Now

54 Business Briefs:

SBA's helping hub; what's the good word?; local one-stop shopping — online; a place to thrive; a little help from your friends.

DISPLAY & DESIGN:

58 That’s a Wrap!

Whatever you call your checkout — cash wrap, point of sale, etc. — it’s an important but often overlooked feature.

Learn how to balance aesthetics and function for maximum impact.

RETAILER SPOTLIGHT:

62 JNJ Craftworks: Gifting Happiness in Southern Wisconsin Jerina Julius puts a lot of thought into selecting high-quality, affordably priced merchandise, but she credits relationship building as the most important reason she’s been able to maintain a successful business.

IN EVERY ISSUE

6 Editor’s Note 8 Welcome Exchange:

Questions & Answers that Matter

40 Trade Show Calendar 66 Advertiser Index

Cindy Henry, IMC vice president of Buyer Services, shares tips for planning and attending shows during the pandemic.

52 Las Vegas Market FIRST LOOK Winter 2021 Get a sneak peek at Las Vegas Market’s exciting Winter Show product lineup.

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Smart Retailer (USPS 011-498) (ISSN 1076-7282) is published eight times a year (Jan, Feb, Apr, June, July, Sept, Nov, Dec) by JP Media LLC, N7528 Aanstad Road, Iola, WI. Periodicals Postage Paid at Iola, WI 54945 and at additional mailing offices. SUBSCRIPTIONS: Free to qualified U.S. retailers only; all other U.S. subscriptions, $19.95 for eight issues; in Canada, $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 2021

EDITOR’SNOTE

A Warm Welcome

We would like to extend a hearty greeting to Nicole Leinbach Reyhle as she takes the helm of the “Welcome Exchange” column. Nicole brings an impressive background with her. She’s the founder of RetailMinded.com and has been featured by Forbes, Entrepreneur, Business Insider, the UK’s Telegraph, CNN, the Today Show, and more. She’s been a spokesperson for American Express’s Small Business Saturday and is the author of Retail 101: The Guide to Managing and Marketing Your Retail Business. She’s a perfect fit for Smart Retailer as she focuses on small businesses and independent retailers.

We would also like to thank Jennifer Raines for her many years providing our readers with invaluable advice. Jennifer has been a fount of knowledge gained from her retail experience. She’s a talented entrepreneur and we appreciate her dedication and willingness to share her wisdom with us. Thanks Jen!

BETTER HOPES FOR 2021 We’ll be experiencing another change soon with the calendar flipping to 2021.

No doubt we’ll all be relieved to see 2020 disappearing in the rearview mirror. We don’t know exactly what’s ahead in the coming year, but it’s likely that by spring the worst of the pandemic will be behind us. And the markets are doing surprisingly well considering all we’ve been through. On Nov. 24, the Dow Jones passed 30,000 for the first time in history. While the pandemic has created great hardship, these record-breaking numbers underscore the long-term resilience and stability of our economy. We can be thankful for that.

TRACKING TRENDS MORE IMPORTANT THAN EVER One of the most used words this year has been “unprecedented.” The changes the pandemic has caused certainly have been extraordinary and have created monumental shifts in consumer habits. So it’s more important this year than ever to monitor trends. To see what’s hot, check out “2021 Trends & Forecast” (pg. 14), Atlanta Market Trend Watch: Get Organized (pg. 46), and Las Vegas Market FIRST LOOK Winter 2021 (pg. 52).

TO YOUR SUCCESS! DAN BROWNELL, EDITOR

VOLUME 29, NUMBER 1

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

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

JOYCE GREENHOLDT Product Editor joyceg@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: Sarah Hoban Amy Meadows Nicole Leinbach Reyhle

SMART RETAILER P.O. Box 5000 Iola, WI 54945 Advertising Dept: (715) 445-5000 ext. 114

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Subscriptions: (855) 367-4819 Phone: (715) 445-5000 Fax: (715) 445-4053 www.smart-retailer.com www.facebook.com/SmartRetailerMagazine www.twitter.com/smart_retailer Copyright © 2021

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

WELCOMEEXCHANGE

BY NICOLE LEINBACH REYHLE

I used to look forward to physical trade shows to source inventory for my store.

Since COVID-19, however, this isn’t always possible. What opportunities do I still have to connect with vendors?

I

’m a huge advocate of attending trade shows to explore inventory and gain industry insight to help your business.

This said, with many shows not taking place due to COVID19, there are still a variety of ways you can source products for your store. Among them include digital marketplace experiences. Some to consider include:

• ASD & IGES Online Market | 24/7 | asdvirtualmarket.com • NY NOW Digital Market | Feb. 4–12, 2021 | nynow.com • JuniperMarket – Powered by IMC_di | Launching spring

2021| 24/7 | JuniperMarket.com Additionally, many regional markets have remained opened despite reduced hours and limitations to showroom experiences. With Dallas, Atlanta, Denver, Chicago, and Las Vegas each offering yearround showrooms, consider scheduling appointments between shows to meet with vendors. Another option is video appointments, in which vendors can walk you through their inventory via a video call. Finally, while there are challenges to sourcing inventory due to COVID-19, remember that vendors depend on you the same way you depend on your customers. Aim to stay connected despite these obstacles and even seek out new vendors along the way as it makes sense.

I want to start incorporating videos into my selling efforts as a way to highlight inventory from my physical store — particularly to those customers who may not be comfortable shopping in person yet due to COVID-19.

Any tips?

T

here are many advantages to leveraging videos to connect and communicate with customers. Not only can they help increase visibility to your store and products, but they can also boost store sales. To achieve this, consider the following.

Use Social Media to Increase Video Views “‘Social commerce” has become increasingly popular to help move inventory and strengthen store profit, ultimately allowing retailers to sell directly to customers via social media.

One solution to help retailers achieve this is CommentSold, which brings ease and efficiency to the fine-print details of social commerce. Through this application, retailers can use videos to showcase new arrivals, store merchandising updates, how-to videos on decorating or entertaining ideas and much more — all while welcoming customers to purchase inventory directly in response to the videos being shared. Acting as a central hub to inventory management and integrated into popular POS systems, this is an affordable investment that is nearly turn-key for online and offline retailers alike to welcome into their businesses.

Leverage Videos to Highlight Your Store Personality Nothing will ever replace in-store experiences, but using videos is a nice extension. From introducing store staff to demonstrating ways to use inventory to sharing fun stories about the products or the people who use them are all ways you can incorporate videos to bring attention to your store. In addition to posting them on social media, consider sharing them in emails, on your website, and even as promotional clips of your business on review sites such as Yelp. The key is to not only use them to sell inventory, but to also inform, educate, and engage your audience.

8 Smart Retailer JANUARY 2021

Be Consistent in Your Video Efforts Finally, don’t overlook the value of creating a routine once you introduce videos into your marketing and selling efforts. This will help train your audience to expect them, as well as train your team to thoughtfully create them. Schedule this into your weekly responsibilities and, over time, you just may find it to be one of your favorite things to check off your “to-do” list.

Nicole Leinbach Reyhle is the Founder of RetailMinded.com, a well-respected retail industry resource that has been recognized worldwide for its leading business insight since 2007. Her work has been featured in Forbes, Entrepreneur, Business Insider, the UK’s Telegraph, CNN, the Today Show, and countless other industry resources. Additionally, she has supported American Express’s Small Business Saturday as a spokesperson and is the author of the book Retail 101: The Guide to Managing and Marketing Your Retail Business, published by McGraw-Hill.

With a core concentration on small businesses and independent retailers, Reyhle welcomes you to connect via Instagram at @ RetailMindedWorld and Twitter via @RetailMinded.

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GROWN ON OUR 200 ACRE FARM

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Meadowbrooke Gourds

HAND-PICKED & WASHED

HAND-CRAFTED

BY A SMALL TEAM OF EXPERT CRAFTERS

125 POTATO ROAD • CARLISLE, PA 17015 717-776-3470 • MBGOURDS.COM • SALES@MBGOURDS.COM

NEW&NOTEWORTHY

Vinyl Stickers

Expand your “shop local” selection with localtheme vinyl stickers. Stickers Northwest’s designs can be customized with a town name for no additional cost or quantity.

Stickers Northwest www.stickersnorthwest.com orders@stickersnorthwest.com 253-344-1236

Funky Oval Vase

Farmhouse Vine Valance and Panels

Handmade stoneware vase can be used for flowers, greens, or even utensils.

Subtle, sheer valance and panels will add a cozy warmth to any home.

Macone Clay/Spooner Creek maconeclay.com sales@spoonercreek.com 725-468-4122

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

Smart Landscape Growframe

New Smart Growframe produces a natural white light with long lifespan LEDs. It beautifully frames and thoughtfully nourishes low- to bright-light-loving plants.

Simply mount, add plants, and connect to the Modern Sprout App. Light is delivered daily to keep your plants happy and brighten your home.

Modern Sprout modsprout.com wholesale@modsprout.com

Rhapsody Dinnerware and Serveware

Designed for everyday living, Rhapsody features a stunning blue/periwinkle color with white and gold highlights.

Reactive glaze ensures no two pieces are alike. New for 2021.

Carmel Ceramica www.carmelceramica.com orders@carmelceramica.com 831-717-4336

Chess Sets

Hand-turned chess sets in maple and ebonized maple.

Multiple sizes available.

Kurt Meyer Fine Woodworking kurtmeyer.com | kmeyer@kurtmeyer.com | 413-625-8395

Lemon Blueberry Cheeseball & Appetizer Mix

Tart lemon and sweet blueberries complement each other perfectly in this dessert mix. This new flavor is scheduled to ship Feb. 1.

Wind & Willow windandwillow.com customerservice@ windandwillow.com 417-894-4354 10 Smart Retailer JANUARY 2021

C A N D L E S C E N T S A N D S T Y L E S TO S U I T A N Y S TO R E T Y P E .

Supplies Sourced in the USA •

• 100% All Natural Soy Wax • Handcrafted in Virginia

70+ Fragrance Options •

• Crackling Wood Wicks

Full Scent, No Dilution •

• Full Burn, No Pitting

Free Catalog Available •

• Eco-friendly

Low Order Minimums •

shiningsol.com/wholesale

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sales @ shiningsol.com

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571-208-1189

NEW&NOTEWORTHY Arabesque Coaster

A beautiful marbled ceramic coaster that’s waterproof and provides a sentiment that makes it a great gift.

Protective pads protect surfaces. Also comes with an easel to turn it into an attractive home décor piece.

Dicksons Gifts www.dicksonsgifts.com eanderson@dicksonsgifts.com 800-457-9885

Metal Planter Pots

Palm Collection

A kneeler, gloves, knee pads, and soil scoop in a great new pattern that is versatile in the home or garden.

Garden Works www.GardenWorksUSA.com info@GardenWorksUSA.com 425-455-0568

New line of metal pots ideal for use indoors, on patios, and on porches. Spun from a single sheet of metal, seamless, durable, rust resistant, and powder coated with an enamel finish in four colors. Three sizes available: 8", 10", and 12".

4 Seasonal Trends james@4seasonaltrends.com 678-642-4761

Scrub-Eez Gloves

Cleans and removes dirt and debris from fruits and vegetables. Great dexterity, machine washable. Made from durable nylon.

Star Kitchen and Home http://starkitchenandhome.com info@StarKitchenandHome.com 425-455-0568

Children of the Inner Light Card+Wallet Card

A wrapped card with matching detachable wallet card inside. This new innovation by Blue Mountain Arts combines cards and gifts into one easy-to-shop product.

Stamped Glass Vases

Three richly colored, versatile stamped-glass vases are a welcome accent for any home.

Crossroads Original Designs www.blossombucket.com sales@crossroadscandles.com | 866-247-0156 12 Smart Retailer JANUARY 2021

Blue Mountain Arts bluemountainpress.com sales@sps.com 800-525-0642

MELROSE 2 0 2 1 H O M E & H O L I DAY

SHOP OUR VIRTUAL SHOWROOM | MELROSEINTL.COM

ATLANTA 800.282.2144

| |

DALLAS

|

LAS VEGAS

MELROSEINTL.COM

TRENDWATCH

2021

Trends & Forecast 1. Vinyl Stickers

Assortments of vinyl sticker designs. Displays offered to hold 12 designs to 120 designs.

Stickers Northwest www.stickersnorthwest.com orders@stickersnorthwest.com 253-344-1236

2. BLT Cheeseball & Appetizer Mix

The perfect topper to show off garden-fresh produce. Turn farmers market finds into gourmet works of art by topping them with this savory flavor-packed appetizer mix.

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Wind & Willow windandwillow.com customerservice@windandwillow.com 417-894-4354

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3. Lucky Charms

These beautiful carded natural gemstone necklaces on delicate baby chains are accompanied with encouraging words describing the gemstone’s properties.

Julio Designs JulioWholesale.com info@juliodesigns.com } 972-712-2888

4. Macaron Dark Wood Scentilizer

Macaron ultrasonic aromatherapy diffusers offer a sophisticated way to fill your space with the scents you love. Runs up to 13 hours continuously or up to 26 hours intermittently. The sleek faux wood diffuser is unbreakable, which makes it ideal for families with children and pets.

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

5. Shoulder Bag/Backpack

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Faux leather shoulder bag/backpack can carry a laptop and documents. One main zippered pocket with fabric lining, zip pocket at the back, and zip and slit pocket inside.

Grab handle plus three removable and adjustable straps. 12" x 13" x 4.75".

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Caracol www.caracol.ca info@ caracol.ca | 866-622-7226

6. Vintage-Style Planter

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Vintage brick mold with assorted faux agave, echeveria, sedum, and burros tail succulents.

Made from realistic high-quality silk botanicals planted in a base of hand-dyed mood moss.

Pacific Silk Plants www.pacificsilkplant.com Laura@PacificSilkPlants.com | 949-496-9841 14 Smart Retailer JANUARY 2021

TRENDWATCH

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7. Winter Woods 2021 Christmas Collection Whimsical dolls featuring trendy buffalo plaid print.

Annalee Dolls www.annalee.com customerservice@annalee.com 800-258-4647

8. Live Simply Lemon Sitter

This freestanding wooden accessory is a reminder to enjoy the little things. Pair on a tabletop with a favorite candle, picture frame, or floral for a beautiful display.

4.75" h. x 6.25" w. x 1.25" d.

Col House Designs www.colhousedesigns.com custserv@colhousedesigns.com 800-777-1442

9. Just Bee Kind T-Shirt

This heather dark grey graphic T-shirt reads, “Just Bee Kind” in yellow with the image of a buzzing bee.

Designed and printed in Ohio and has a unisex fit.

Available in five sizes.

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Col House Designs www.colhousedesigns.com custserv@colhousedesigns.com 800-777-1442

10. Telescoping Reusable Straw Set

Take your reusable straw and cleaner with you wherever you go. Contains a 10" telescoping straw and 10" telescoping cleaning brush in a handy carrying case with carabiner keychain. Dishwasher safe.

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Shell Creek Sellers www.shellcreeksellers.com info@shellcreeksellers.com 833-ECO-GIRL

11. Rainbow Ornament

Handmade metal ornament in brass, copper, and nickel, created by Thai craftspeople who earn a fair living wage.

Pilgrim Imports, Inc. pilgrimimports.com pilgrimimports@aol.com 414-765-1200

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12. Corona White Ceramic Diffuser

The Teardrop collection introduces a new take on classic diffuser shapes while maintaining style and sophistication.

The Corona ultrasonic aromatherapy diffuser has a 7-hour continuous/14-hour intermittent run time in addition to 60-, 90- and 120-minute timer modes. Seven rotating or fixed LED lights add ambience to any room.

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

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16 Smart Retailer JANUARY 2021

PRODUCT SHOWCASE

Celebrate Home! Premiering 13 NEW Home & Holiday collections this season.

Home is where you hang your hat! Each hat is custom printed just for you.

Julio Designs

Melrose International

Frisco, Texas JulioWholesale.com info@juliodesigns.com 972-712-2888

Quincy, Illinois melroseintl.com support@melrose.com 800-282-2144

Essential Oil Wall-Plug Diffuser. Convenient aromatherapy without water.

Serene House

Farm Fresh, Goat Milk Skincare - Handmade & Hand Milked in Montana Windrift Hill Inc.

Cherry Hill, New Jersey serenehouse.com sales@serenehouseusa.com

Conrad, MT www.windrifthill.com

13. Distressed Wooden Bead Garland With Tassels

Whether you drape it over a vase, hang it on a hook, or use it to accessorize a wreath, the Distressed Wooden Bead Garland With Tassels pairs great with everything from country chic to contemporary décor. 48" l. x 1" d.

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Col House Designs www.colhousedesigns.com custserv@colhousedesigns.com | 800-777-1442

14. Shark Tooth Necklace and Earrings

Show support for the conservation of endangered shark species with this modern take on popular shark-tooth jewelry.

World End Imports www.worldendimports.com kimberlee.catino@worldendimports.com 800-722-2309

15. Cocktail Glasses

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Each cocktail glass comes with a gold outlined agate slice.

Glass styles include double Old Fashioned, stemless flute, and stemless wine glasses. Available in seven stone colors.

Julio Designs JulioWholesale.com info@juliodesigns.com | 972-712-2888

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16. Artistic Spirit

Designed exclusively for ESC and Company by American artist Lori C. Mitchell.

ESC and Company, Inc. www.escandcompany.com info@escandcompany.com 614-794-0568 www.smart-retailer.com 17

Cultivate Sales with Farmhouse Décor

Reclaimed Wood Wall Art

Second Nature by Hand creates quality one-of-a-kind products using reclaimed materials. 14" x 14".

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

Camden Linen Collection

This black-and-cream plaid pattern can mix and match with both bright and muted colors.

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

Hello Spring Wooden Bead Garland with Bunny

Charming farmhouse decoration for the spring season. Garland is a mix of white, pink, and natural color wood beads with jute tassel accent on one end and a wooden bunny cutout on the other end. 24" l.

Animal Sculptures

An assortment of four resin animal head sculptures. 12" and 14" h.

Melrose International www.melroseintl.com jblair@melroseintl.com | 800-282-2144

Painted Piggy Print

An adorable pig with a white flower crown on its head. Print includes a natural brown frame with a pre-drilled keyhole hanger. 13.5" sq. with frame.

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

Dish Soaps Bars Hello Spring Chunky Bunny Wooden bunnies in three styles featuring a variety of painted green patterns and spring greeting accents.

3.25" w. x .75" d. x 5" h.

18 Smart Retailer JANUARY 2021

All-natural Dish Soaps made with the power of essential oils. Available in four fragrances and able to clean even the dirties of dishes. Available in case quantities.

Old Town Soap Co oldtownsoapco@yahoo.com | 704-796-8775

Perfect Pallet Petite

Raw wood coupled with gorgeous design can personalize any space. Perfect Pallets are handmade from natural cedar wood slats so each one is unique. Constructed to hang on a wall or sit on a shelf. Two sizes: 6" x 6" x 1" and 8" x 8" x 1". Made in Rock Rapids, Iowa.

Sincere Surroundings sinceresurroundings.com sales@sinceresurroundings.com 712-472-2290

Industrial Edison Pendant Light Cow, Pig, Chicken Sitter Stack

A set of three wooden figurines in the shape of farm animals with printed farm fresh text and a shape outline. They’re made to stack on top of each other or display separately.

Small enough to fit just about anywhere, adding a nice touch of farmhouse to any décor.

Cow: 2" h. x 4" w. x 1" d.

Pig: 1.5" h. x 3" w. x 1" d.

Chicken: 2" h. x 4" w. x 1" d.

Made of hand-blown glass with brass wire. This pendant light is individually mouth-blown and handfinished by skilled craftsmen. 6" and 7" models.

Casamotion Glass & Lighting Corp. alex@casamotion.com | 510-912-8575

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

Artist Rabbit

Designed exclusively for ESC and Company, Inc.

by American artist Charles McClenning.

ESC and Company, Inc. www.escandcompany.com info@escandcompany.com 614-794-0568

Homemade With Love Sign

Whether by a sunny kitchen window or on a country cupboard, this distressed Homemade With Love sign will be a perfect accent when the family gathers.

Painted Sap Buckets

Hang these buckets alone or together for a charming rustic addition anywhere in the home.

Crossroads Original Designs www.blossombucket.com sales@crossroadscandles.com 866-247-0156 20 Smart Retailer JANUARY 2021

PRODUCT SHOWCASE

Grown and hand-crafted gourds with the goal of sharing smiles.

Meadowbrooke Gourds Carlisle, Pennsylvania www.mbgourds.com emilyb@mbgourds.com 717-609-6264

Celebrate Home!

Premiering 13 NEW Home & Holiday collections this season.

Melrose International Quincy, Illinois melroseintl.com support@melrose.com 800-282-2144

Art • Home • Gifts ohhey@twolittlefruits.com 303•832•0752 twolittlefruits.com

Second Nature by Hand creates quality products with reclaimed materials.

Second Nature By Hand

Solid wood signs handmade in the USA! Huge selection, fast and free shipping!

Sawdust City

Ornaments for All Seasons.

Inspiring People Everyday.

Pilgrim Imports, Inc.

Custom products as unique as your store!

Sincere Surroundings

Strongsville, Ohio secondnaturebyhand.com bob@spxbrands.com 866-298-0433 x115

Milwaukee, Wisconsin pilgrimimports.com pilgrimimports@aol.com 414-765-1200

Eau Claire, WI sawdustcitywholesale.com sales@sawdustcitywholesale.com 800-528-6008

Rock Rapids, Iowa sinceresurroundings.com sales@sinceresurroundings.com 712-472-2290

www.smart-retailer.com 21

Garden & Outdoor Décor

Bring Blooming Profits Gnomes

Two metal designs. 27.25" h. and 27.5" h.

Gnome with Sign Metal gnome, 24" h.

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

Coir Rugs

Add a seasonal or theme look with these coir doormats. Natural material, durable, easy to clean.

20" x 30" with .625" pile and rubber backing.

4 Seasonal Trends james@4seasonaltrends.com 678-642-4761

Humphrey the Hovering Hummingbird Garden Stake

Solid copper wings, beak, and tail, with glass marbles in his body. Comes in three different color variations. 3.5" w. x 4" h. x 2" d. Easily removed from his 18" spring tempered, stainlesssteel stake for storage in the winter.

Clifford the Copper-Leaf Eating Caterpillar

Clifford has a durable and weatherresistant cast-stone body measuring 8" l. x 2" w. with a 6" solid copper leaf to munch on.

Timber Bay Home & Garden www.timberbayhg.com | info@timberbayhg.com 603-986-2798

Donkey Planters

Festus (standing) and Chester (laying down) can each hold a small plant or succulent. Part of the Blobhouse line, which features an array of whimsical mini barnyard and zoo animals.

Georgetown Home & Garden LLC www.georgetownusa.com sales@georgetownusa.com 877-213-6279 22 Smart Retailer JANUARY 2021

Black and Gold Outdoor Pouf

Handmade pouf with polyester fiber from recycled plastic bottles.

20" x 20" x 20".

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

Brisa Sea-Salt Hammock

A weather-resistant double classic hammock.

Herbs Pick Set

Set of six 10" tall wooden picks featuring block-printed herb names.

LA SIESTA Inc. www.lasiesta.com maximilian.grisar@lasiesta.com 786-401-1138

Primitives By Kathy www.primitivesbykathy.com kstrom@primitivesbykathy.com 866-295-2849

Metal Floor Planters

This set of metal planters is a perfect way to display your favorite indoor plants. Their unique finish boasts a classic gold metal and black combination.

Round Glass Planter

Bring a breath of fresh air to any living space by hanging this beautiful 5" planter with a leather hanger. Add beauty and charm to the plants while showing your sense of style.

Large Bird Rockers

Large rocker stakes in three fantastic bird designs: eagle, owl, and cardinal.

These rockers tower over 7' tall and are a fantastic addition to any garden or patio.

A weighted pendulum allows the birds to slowly swing back and forth, creating a relaxing movement to enjoy.

Esschert Design USA www.esschertdesignusa.com angelab@esschertdesignusa.com 301-639.0016

Jute Planter Holder Set

Set of five jute planter holders with sewn liners for indoor and outdoor use. Available in natural jute or natural top/black bottoms.

Kel-Toy, Inc. www.keltoy.com | info.keltoy@gmail.com 415-641-4885 24 Smart Retailer JANUARY 2021

Spring Flags

Magnolia Garden offers double applique spring flags in Springtime and Monarch Butterfly designs.

Magnolia Garden www.dicksonsgifts.com eanderson@dicksonsgifts.com 812-522-1308

Bloomingville US www.bloomingville.us customerservice@bloomingville.us 866-323-2264

Women’s Catalina Hat Handwoven of palm and rated UPF50-plus.

Tula www.tulahats.com info@tulahats.com 888-232-4287

Smart Hydroplanter

Grow an indoor organic garden all year-round with this bamboo hydroponic planter. The Modern Sprout App enables users to select or create an irrigation schedule based on plant preferences. The top-feed setup delivers water and nutrients directly to the roots of three to five plants.

Bird Houses

Bird houses in a variety of styles, made from old barn wood.

Modern Sprout modsprout.com wholesale@modsprout.com

Stony Hollow Crafts SHC@mailbug.com | 717-945-4682

Stoneware Hanging Pot

Add instant color to any room by placing a potted plant in this hanging blue stoneware planter with a white grid pattern. 6" d.

Creative Co-op www.creativecoop.com customerservice@creativecoop.com 866-323-2264

Enduraleaf Arborvitae Shrubs

Part of the Enduraleaf Collection, these Arborvitae shrubs are available in 32" and 30" sizes.

Constructed for long outdoor durability, they feature dense green foliage with spring green tips and green berries in two unique designs.

Original Herrnhut Plastic Star

This mint color Original Herrnhut plastic star is a special edition for 2020. The star consists of 17 square and 8 triangular points and is, by tradition, still handmade. A wonderful garden decoration that can also be used to decorate for other seasons and holidays.

Adept24 Business Solutions Inc. adept24.com marketing@adept24.com 26 Smart Retailer JANUARY 2021

Flowerscape Orchid

This lifelike arrangement includes multiple stems of the Phalaenopsis orchid with a base of natural ebony small stones.

New Growth Designs www.newgrowthdesigns.com sales@newgrowthdesigns.com 252-752-6195

PRODUCT SHOWCASE

Inspired by nature for every space!

Timber Bay Home & Garden Longwood, Florida www.timberbayhg.com lisa@timberbayhg.com 603-986-2798

My Word! ® offers 250+ Porch Board ™ designs.

New spring styles just added!

My Word! ® Massachusetts mywordsigns.com sales@mywordsigns.com 888-520-6655

RING in your customers with “Haunting Sounds and Magic Memories®” North Country Wind Bells® Round Pond, Maine northcountrywindbells.com ncbells@tidewater.net 877-930-5435

Rectangular wood riser set. The set includes two different tray sizes.

Rustic Arrow

Laredo, Texas rusticarrow.com christined@rusticarrow.com 956-729-7741

American Pie Outdoor Art All-weather, UV-protected, waterproof canvas art to enhance any outdoor living area. May be placed in any location with direct exposure to the elements.

West of the Wind www.outdoorartcanvas.com westofthewind@sbcglobal.net 800-399-0412

Stoneware Bird Feeder

This handmade stoneware bird feeder combines a unique design with great functionality. Holes in the bottom drain any water.

Macone Clay/Spooner Creek maconeclay.com sales@spoonercreek.com 725-468-4122

Doormats

Coir, rubber, jute, rubber-back coir, rubber-inlaid coir, PVC, spiral, and synthetic doormats available in a variety of styles and sizes.

Imports Decor Inc. www.importsdecor.com info@importsdecor.com 908-874-5050

www.smart-retailer.com 27

Fur-ever in Our Hearts “Heaven Is Where You’ll Meet…” Framed Sign

This framed sign features a pet-friendly theme. The unpainted frame and beige background look great with rustic and primitive décor. Hangs by a sawtooth hanger. 8.75" h. x 8" w. x 1" d.

“Home” Chunky Cat

A freestanding solid wood sitter with white finish and brown edges.

4.25" h. x 5" w. x 1.25" d.

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

Brutus the Bulldog

“You, Me and the Dog” Print

Handmade metal ornament in brass, copper, and nickel, created by Thai craftspeople who earn a fair living wage.

“You, Me and the Dog” is a 12" x 16" print. Also available on canvas and wood products; select images are available as large format giclée prints.

Pilgrim Imports, Inc. pilgrimimports.com | pilgrimimports@aol.com 414-765-1200

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

Ruff’s Paw Balm, Ruff’s Nose Balm, and You Dirty Dog Shampoo Bar

Balms help soften and protect your pup’s paws and nose in harsh winter weather and the hot temperatures of summer. You Dirty Dog shampoo is made with allnatural ingredients and specially formulated essential oils to help keep your pups bug-free.

Old Town Soap Co. oldtownsoapco.com oldtownsoapco@yahoo.com 704-796-8775

Dolomite Dog Planters

Four adorable dog-shaped planters ready to add cheer to any home or office. 6" l.

Creative Co-op www.creativecoop.com customerservice@creativecoop.com 866-323-2264 28 Smart Retailer JANUARY 2021

www.smart-retailer.com 29

Pet Odor Reducing Candle This soy wax candle is formulated to take unpleasant odors out of the air. It has a woodsy pine scent and is made in the USA from American materials and packaging.

Quilled Frisbee Dog Greeting Card

Handcrafted using the ancient paper art form of quilling.

Includes a blank insert to write a personal message. Certified Fair Trade Federation Member. 6" x 6".

North Woods Animal Treats northwoodsanimaltreats.com sales@northwoodsanimaltreats.com 877-692-6928

Quilling Card quillingcard.com orders@quillingcard.com 508-405-2888

Nip n’ Toy

This hand-felted American wool ball has a belled ball in the middle of the wool.

The ball comes with premium catnip. Cats love the tactile feel of the real wool, with the added stimulation of a bell and catnip.

Metal Dog Hooks

Six of the top breeds in the U.S. — retriever, golden lab, German shepherd, hound dog, beagle, and dachshund — with metal hooks for keys or a leash. 9" h. x 11" w.

Elizabeth Keith Designs www.elizabethkeithdesigns.com | kemonty30@aol.com | 919-466-1144

Board Book Phrase Garland

Banner kits made from discarded children’s books.

Pet Pawty Kit

Celebrate your pup’s birthday in style! Includes one dog toy with squeaker, one party hat, and one adjustable cotton bandana. Perfect for a mediumor large-sized dog; great for puppies growing into their size! Toy: 6.5" w. x 7.7" h. x 1.2" d. Hat: 6.7" w. x 4.5" h. Bandana: 28" w. x 11.3" h.

Pearhead, Inc. www.pearhead.com | sales@pearhead.com | 718-422-0592

Dogs and Cats Whiskey Glasses

11 oz. glasses printed with 20k gold.

Cats on Cats Coffee Mug

Ceramic coffee mug.

Counter Couture counter-couture.com hello@counter-couture.com 303-917-3157 30 Smart Retailer JANUARY 2021

Attic Journals www.atticjournals.com | michelle@atticjournals.com |503-781-7033

PRODUCT SHOWCASE

My Word! ® offers 250+ Porch Board ™ designs.

New spring styles just added!

My Word! ® Massachusetts mywordsigns.com sales@mywordsigns.com 888-520-6655

North Woods Animal Treats Keene, NH northwoodsanimaltreats.com 877-692-6928

“Your entire pet section can come from us! Treats, toys and useful gifts!” Made in the USA.

Love of pets, wrapped canvas art, and a functional clock in one!

Wild Wings

Pet Canister Set Set of two treat tins with slattedwood printed background and pet-themed sentiments.

Lake City, Minnesota wholesale.artbrandstudios.com wholesale@artbrand.com 800-445-6413

Angel Face Rottie Adult T-Shirt

This 100% cotton unisex T-shirt features a relaxed fit and is handdyed and printed in the USA.

Norwegian Forest Cat Adult T-Shirt

“Every Meal You Make” Pet Mat

Large dog-bone-shaped polyester pet mat with block print paw print designs and sentiment. Perfect for placing food and water bowls to reduce floor mess.

Primitives By Kathy www.primitivesbykathy.com |kstrom@primitivesbykathy.com 866-295-2849

A classic 100% cotton unisex T-shirt with a relaxed fit and is hand-dyed and printed in the USA.

The Mountain reach.themountain.com sales@themountain.com 800-545-9684

Greyhound Porcelain Ornament

Floral collectible heart-shaped decorative ornaments featuring the artwork of Mary Badenhop on one side and floral art on other. Popular pet-loss gift or a thoughtful gift for any special occasion. 69 designs available, including dogs and cats. Red paw-print ribbon to hang. Made in USA. 3" x 2.8".

Pipsqueak Productions pipsqueakproductions.com sales@pipsqueakproductions.com 888-747-9054 32 Smart Retailer JANUARY 2021

Large Selection of Nature Inspired Art & Home DĂŠcor available for your Store!

PLACE YOUR ORDER TODAY! Call 800-445-6413

Email: wholesale@artbrand.com Shop: wholesale.artbrandstudios.com Call or email us to receive our wholesale catalogs.

Mention you saw our ad in Smart Retailer and SAVE 20% on your order!

Offer ends 1/31/2021.

News Roundup From Smart-Retailer.com Visit the Smart Retailer website at smart-retailer.com to read the full articles.

NRF Expects Holiday Sales Will Grow Between 3.6% and 5.2%

With retail sales rebounding strongly due to continued consumer resilience, the National Retail Federation forecast that holiday sales during November and December will increase between 3.6% and 5.2% over 2019 to a total between $755.3 billion and $766.7 billion. The numbers, which exclude automobile dealers, gasoline stations and restaurants, compare with a 4% increase to $729.1 billion last year and an average holiday sales increase of 3.5% over the past five years.

“We know this holiday season will be unlike any other, and retailers have planned ahead by investing billions of dollars to ensure the health and safety of their employees and customers,” NRF President and CEO Matthew Shay said. “Consumers have shown they are excited about the holidays and are willing to spend on gifts that lift the spirits of family and friends after such a challenging year.

We expect a strong finish to the holiday season and will continue to work with municipal and state officials to keep retailers open and the economy moving forward at this critical time.”

Largest selection of solid colored glass in the industry!

JuniperWeb Launches First B2B Site for Gift & Home Industry

JuniperWeb, an ecommerce website development tool powered by IMC_di (International Market Center’s digital innovations division), has launched www.bethanylowe.com — its first proprietary B2B site for the gift and home industry.

“JuniperWeb is off and running!” said Eric Dean, IMC_di President. “JuniperWeb is our first next-generation product in the Juniper Suite and it’s exciting to see it live and delivering results for a great brand like Bethany Lowe.”

NRF Foundation Introduces COVID-19 Trainings to Aid Retail Employees

The NRF Foundation has launched two new credentials in its RISE Up program in response to the coronavirus pandemic.

The credentials focus on Retail Operations and Customer Conflict Prevention to further ensure retail workers — and the millions of customers they serve — can work and shop more safely and help keep the economy open.

“Retailers have been on the front lines of this pandemic as economic first responders and are going above and beyond to maintaining a safe work environment for themselves, their colleagues and their customers,” NRF President and CEO Matthew Shay said. “These new credentials will give employees the training they need to continue operating and serving customers safely. An informed workforce will build customer confidence and show local and state governments that retailers are taking all steps possible to prevent the spread of COVID-19.”

NY NOW® Announces Dates for Winter 2021 Digital Market Week and Summer 2021 In-Person Market

The Whitehurst Company, LLC info@thewhitehurstcompany.com • 585-473-4790

AmericasMart - Bldg 1, 20th Fl, E23 36 Smart Retailer JANUARY 2021

NY NOW has announced dates for the Winter 2021 Digital Market Week, Jan. 28 through Feb. 3, 2021, and a Summer 2021 in-person Market, Aug. 8-11, 2021, at the Jacob Javits Center in New York City.

The Digital Market is a 365 platform that meets the year-round sourcing, replenishment and exploration needs of buyers. NY NOW will host its Winter Digital Market Week Thurs., Jan. 28 through Wed., Feb. 3. Winter Market Week is an opportunity for real-time connections between buyers and brands, exclusive show specials, new product introductions, and industry networking among peers. It will feature a full program of engaging content and live experiences and provide buyers with an elevated experience fueled by the excitement of refreshing their assortments by exploring tens of thousands of products made in more than 60 countries. are generic and nonbranded so any store can use them.

Dallas Market Center to Host 31 Trade Events in 2021

AROMATHERAPY DIFFUSERS

Ranger

Dallas Market Center has announced its official 2021 calendar, which includes 31 markets and trade events — the highest number of events in more than a decade. The number of events has increased from previous years to provide additional buying opportunities as well as to serve a growing number of new buyers. Dallas Market Center hosted events in 2020 with strong attendance and confident order writing in permanent showrooms and temporary exhibits.

For 2021, in addition to its traditional market events the center will continue to host smaller open houses and First Monday/Tuesday events as well as new global events for commercial and architectural lighting as well as Western and English products.

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SERENE HOUSE USA, INC. 1814 Marlton Pike East, Suite 350 Cherry Hill NJ 08003 856-673-4117 sales@serenehouseusa.com ATLANTA - Americas Mart, Building 2, Suite 810A LAS VEGAS - World Market Center, C-0171 DALLAS - Anne McGilvray & Company MINNEAPOLIS - Blonde Comet, Mpls Gift Mart, Red 240 OHIO - Trendsmart Sales, Columbus Marketplace, #202

38 Smart Retailer JANUARY 2021

serenehouse.com

Sign up online at www.smart-retailer.com or call 855-367-4819 to receive your FREE subscription.

Cedar C reek Candles

Return to a simpler time with Cedar Creek Candles.

Since 1999, hand-poured, small batch, all-natural soy wax candles that are “American grown, American made”.

CEDAR CREEK CANDLES www.cedarcreekcandles.com

13527 Main St., Grabill, IN 46741 • (260) 615-0110 • sales@cedarcreekcandles.com

Proudly Made in the USA

Old Town Soap Co.

oldtownsoapco.com 704-796-8775 • oldtownsoapco@yahoo.com Handcrafted in China Grove, North Carolina

www.smart-retailer.com 39

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 2021 MADISON, WI

SEATTLE, WA

LIVONIA, MI

Seattle Mart Winter Show............... 19-23

Metro-Michigan Women’s Wear Market................................................... 7-8

www.seattlemart.com

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

WILMINGTON, OH

www.silverliningshows.com NEW YORK, NY

ORLANDO, FL

Heritage Markets Cash & Carry Wholesale Show..............................21 www.heritagemarkets.com

NY NOW Winter Market - In Person Event - CANCELED............................. 7-10

See ad on page 55

www.nynow.com

www.surfexpo.com

PHOENIX, AZ

LEBANON, PA

DALLAS, TX

OASIS Gift Show - Postponed to January 2022.................................................. 21-23

www.marketsquareshows.com

www.marketsquareshows.com

Surf Expo............................................... 6-8 Dallas Total Home & Gift Market......................................... 6-12

www.oasis.org

The Buyers Cash & Carry.................... 8-9 SAN DIEGO, CA

www.dallasmarketcenter.com

LAS VEGAS, NV

The Gathering West............................ 9-11

CHERRY HILL, NJ

2021 Winter Las Vegas Market...................................... 24-28

GAYLORD, MI

See ad on page 42

Philadelphia National Candy, Gift & Gourmet Show - POSTPONED........ 10-12 www.phillycandyshows.com HUDSON, MA

January Premiere Show................... 10-12 www.northeastmarketcenter.com LOS ANGELES, CA

LA Mart Winter 2021 - Week 1....... 11-15 www.lamart.com VIRTUAL

Alaska Wholesale Gift ShowVIRTUAL.............................................. 11-15 www.alaskagiftshow.com DALLAS, TX

Dallas Apparel & Accessories Market................................................12-15 www.dallasmarketcenter.com ATLANTA, GA

Atlanta Market...................................12-19 www.americasmart.com DENVER, CO

WESA Trade Show............................14-17 www.wesatradeshow.com LEXINGTON, KY

www.lasvegasmarket.com See ad on page 51 PHILADELPHIA, PA

www.thegatheringevent.com

The Northern Michigan Regional Trade Show................................................... 10-11 www.silverliningshows.com

Mid-Atlantic Mart - January Showcase..........................................27-28

DES PLAINES, IL

www.midatlanticmart.com

www.silverliningshows.com

BILLINGS, MT

LAS VEGAS, NV

REV Chicago Boutique Show...........15-17

Billings Market Association Market.28-30

WWIN Womenswear in Nevada...15-18

www.billingsmarketassoc.com

www.wwinshow.com

MINNETONKA, MN

LAS VEGAS, NV

MinneapolisMART Gift, Home & Accessory Show...........................29-FEB2

www.agendashows.com/las-vegas

Agenda Las Vegas.............................17-18

www.mplsmart.com

ROSEMONT, IL

BILOXI, MS

Biloxi Mississippi Gift Show.........30-FEB1

TransWorld’s Jewelry, Fashion & Accessories Show - Winter............... 18-21

www.wmigiftshows.com

www.jfashow.com

OAKS, PA

SHEPHERDSVILLE, KY

Philadelphia Gift Show................ 31-FEB3

Louisville Gift Show............................... 22

TORONTO, CAN

VERONA, NY

Toronto Gift + Home Market CANCELED................................... 31-FEB4

www.upstatenygiftexpo.co

www.philadelphiagiftshow.com

www.cangift.org

FEBRUARY 2021

Bluegrass Buyers Market...................17-18 www.silverliningshows.com

www.rosehillgiftshows.com

Upstate New York Gift Expo...........22-24 NEW ORLEANS, LA

CAMEX21 Reimagined....................22-26 www.camex.org DENVER, CO

SAN FRANCISCO, CA

COLLINSVILLE, IL

Winter Fancy Food Show CANCELED........................................17-19

St. Louis Gift Show....................................1 www.rosehillgiftshows.com

www.rockymountaingiftshow.com

www.specialtyfood.com

ATLANTA, GA

DENVER, CO

LOS ANGELES, CA

February Atlanta Apparel.................... 2-6

Rocky Mountain Gift Show..............24-28 Denver Apparel & Accessory Market............................................... 26-28

LA Mart Winter 2021 - Week 2...... 18-22

www.americasmart.com

www.lamart.com

VIRTUAL

VIRTUAL

BIRCH RUN, MI

Halloween & Party Expo - VIRTUAL.19-21

NY NOW Winter Market - Digital Market................................................. 4-12 www.nynow.com

www.retailersmp.com

DENVER, CO

www.halloweenpartyexpo.com

www.denvermart.com

Retailers Market Place 2021..... 28-MAR1

MEMPHIS, TN

LAS VEGAS, NV

Denver Apparel & Accessory Market............................................... 19-22

Mid-South Jewelry and Accessories Fair......................................................... 5-7

www.asdonline.com

VIRTUAL

VIRTUAL

www.denvermart.com

Specialty Food LIVE! 2021 VIRTUAL............................................. 19-22

www.specialtyfood.com 40 Smart Retailer JANUARY 2021

www.helenbrett.com

American Handcrafted - Digital Market................................................. 6-10 www.americanhandcraftedshow.com

ASD Market Week..................... 28-MAR3

MARCH 2021 ATLANTA, GA

Spring Mini Market.............................. 3-5 www.americasmart.com

SmartRetailer_Winter2020-21.qxp_theMarketMagazineATL 11/30/20 8:11 PM Page 1

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VIRTUAL

DENVER, CO

MINNETONKA, MN

New England Made Spring Show VIRTUAL................................................ TBA

Denver Apparel & Accessory Market................................................ 11-13

MinneapolisMART Gift, Home & Accessory Show...............................25-27

GATLINBURG, TN

ATLANTA, GA

www.nemadeshows.com

www.denvermart.com

www.mplsmart.com

Norton Trade Show - Spring............... 7-9

April Atlanta Apparel........................13-17 www.americasmart.com

REV Chicago Boutique Show..........25-27

MINNETONKA, MN

GAYLORD, MI

MinneapolisMART Gift, Home & Accessory Show............................... 19-23

The Northern Michigan Regional Trade Show...................................................14-15

www.silverliningshows.com

VIRTUAL

HIGH POINT, NC

PETOSKEY, MI

High Point Spring Market................. 17-21

Petoskey Gift Show............................... 1-3

www.nortonshows.com

www.mplsmart.com

New York Spring Home Fashion Market Week - VIRTUAL................................22-25 www.homefashionproducts.com PLAINFIELD, IN

The Indy Show.................................. 23-24 www.silverliningshows.com DALLAS, TX

Dallas Apparel & Accessories Market + Total Home & Gift Market............... 23-26 www.dallasmarketcenter.com ORLANDO, FL

Global Pet Expo................................ 24-26 www.globalpetexpo.com

APRIL 2021

MAY 2021

www.silverliningshows.com

www.highpointmarket.org

www.petoskeygiftshow.com

ALBERTA, CAN

Alberta Gift + Home Market * New Dates.................................................. 18-21 www.cangift.org

NEW YORK, NY

Toy Fair New York................................ 1-4 www.toyfairny.com

Saratoga Springs, NY Adirondack Buyer Days................... 20-21

HARBOR SPRINGS, MI

PHILADELPHIA, PA

www.nmgiftshow.com

www.adirondack.org/adirondack-buyer-days

Mid-Atlantic Mart-April Showcase.. 21-22

Northern Michigan Gift & Souvenir Show...................................................... 2-4

www.midatlanticmart.com

ATLANTA, GA

ROSEMONT, IL

Spring Cash & Carry............................ 4-6

TransWorld’s Jewelry, Fashion & Accessories Show - Spring...............22-25

LIVONIA, MI

www.jfashow.com

Metro-Michigan Women’s Wear Market................................................ 11-12

ORLANDO, FL

www.silverliningshows.com

DES PLAINES, IL

Orlando Cash & Carry Show......... 23-25 www.pinnacle-shows.com

www.americasmart.com LAS VEGAS, NV

Las Vegas Licensing Expo 2021..................................................25-27 www.licensingexpo.com

DALLAS LEADS THE WAY.

Portico – Paddywax

TOTAL HOME + GIFT MARKET JANUARY 6 -12 (TEMPS, JANUARY 6 - 9) Where others see challenges, leaders see opportunity.

The safe and successful shows we hosted throughout 2020 set the pace, and we’re paving the path for more.

Don’t miss the opportunity to buy it first and sell it first.

Start the new year right at the first, best market of 2021.

Road Runners – Cait & Co

Goetz – Les Georgettes

Simply point your phone’s camera at the codes below to start your path to market.

Become a Buyer

42 Smart Retailer JANUARY 2021

Get a FastPass

Become an Exhibitor

www.smart-retailer.com 43

JUNE 2021 DENVER, CO

Denver Apparel & Accessory Market............................................... 6-7 www.denvermart.com GATLINBURG, TN

CHICAGO, IL

CHICAGO, IL

The Inspired Home Show - NEW DATES................................................7-10

Casual Market Chicago................... 21-24

www.theinspiredhomeshow.com NEW YORK, NY

American Handcrafted Summer 2021 In Person Market.................................. 8-11

Norton Trade Show - Summer............. 6-8

www.americanhandcraftedshow.com

www.nortonshows.com

TORONTO, CAN

MINNEAPOLIS, MN

Astra Marketplace & Academy........... 6-9 www.marketplaceandacademy.org ATLANTA, GA

June Atlanta Apparel......................... 9-12 www.americasmart.com DALLAS, TX

Dallas Apparel & Accessories Market................................................15-18

NEW YORK, NY

LAS VEGAS, NV

NY Now Summer Market - In Person Event..................................................... 8-11

www.lvsouvenirshow.com

www.nynow.com MIAMI, FL

Miami Souvenir and Resort Show....14-16 www.pinnacle-shows.com

St. Louis Gift Show..................................16

www.midatlanticmart.com

LAS VEGAS, NV

DALLAS, TX

www.superzoo.org

MinneapolisMART Gift, Home & Accessory Show.............................. 27-29 www.mplsmart.com

JULY 2021 ATLANTA, GA

Atlanta Market...................................13-19 www.americasmart.com

LIVONIA, MI

www.silverliningshows.com

www.rosehillgiftshows.com

MINNETONKA, MN

www.dallasmarketcenter.com

www.cangift.org

PHILADELPHIA, PA

www.dallasmarketcenter.com

Dallas Total Home & Gift Market....22-24

Toronto Gift + Home Market.............. 8-11

COLLINSVILLE, IL

Dallas Total Home & Gift Market....23-29

DALLAS, TX

Metro-Michigan Women’s Wear Market...............................................26-27

www.dallasmarketcenter.com

Mid-Atlantic Mart-June Showcase...16-17

www.casualmarket.com

SuperZoo............................................17-19

Las Vegas Souvenir & Resort Show.28-30 GAYLORD, MI

The Northern Michigan Regional Trade Show..................................................29-30 www.silverliningshows.com

OCTOBER 2021 MINNETONKA, MN

MinneapolisMART Gift, Home & Accessory Show................................... 3-5

LAS VEGAS, NV

www.mplsmart.com

Agenda Las Vegas.............................18-19

NEW YORK, NY

LAS VEGAS, NV

New York Fall Home Fashion Market Week...................................................... 4-7

www.agendashows.com/las-vegas

ASD Market Week............................22-25 www.asdonline.com DALLAS, TX

www.homefashionproducts.com CORPUS CHRISTI, TX

Dallas Apparel & Accessories Market...............................................24-27

Corpus Christi Souvenir & Resort Show...................................................... 6-8

www.dallasmarketcenter.com

www.pinnacle-shows.com

DENVER, CO

DENVER, CO

ROSEMONT, IL

Rocky Mountain Gift Show..............25-29

TransWorld’s Jewelry, Fashion & Accessories Show - Summer.............15-18

DENVER, CO

Denver Apparel & Accessory Market............................................... 10-12

www.jfashow.com LEXINGTON, KY

Bluegrass Buyers Market.................. 25-26

www.rockymountaingiftshow.com

Denver Apparel & Accessory Market.............................................. 27-29 www.denvermart.com

www.silverliningshows.com

SHEPHERDSVILLE, KY

LAS VEGAS, NV

www.rosehillgiftshows.com

2021 Summer Las Vegas Market.....25-29 www.lasvegasmarket.com MINNETONKA, MN

MinneapolisMART Gift, Home & Accessory Show....................... 30-AUG 3 www.mplsmart.com

AUGUST 2021 ATLANTA, GA

August Atlanta Apparel....................... 3-7 www.americasmart.com VIRTUAL

NY Now Summer Market - Digital Market Week....................................... 5-11 www.nynow.com MIAMI, FL

Miami Asia America Wholesale Show...................................................... 6-7

www.asiaamericashow.com 44 Smart Retailer JANUARY 2021

Louisville Gift Show............................... 30

SEPTEMBER 2021 ATLANTIC CITY, NJ

Philadelphia National Candy, Gift & Gourmet Show...................................12-14

www.denvermart.com ATLANTA, GA

October Atlanta Apparel..................12-16 www.americasmart.com PANAMA CITY, FL

Panama City Beach Gift Show.........13-15 www.pinnacle-shows.com ROSEMONT, IL

TransWorld’s Jewelry, Fashion & Accessories Show - Fall.....................14-17

www.jfashow.com

www.phillycandyshows.com

ORLANDO, FL

GATLINBURG, TN

The Gathering...................................25-28

Norton Trade Show - Fall..................12-14 www.nortonshows.com DES PLAINES, IL

REV Chicago Boutique Show...........19-21 www.silverliningshows.com ATLANTA, GA

Fall Design Week..............................20-22

www.thegatheringevent.com PLAINFIELD, IN

The Indy Show..................................26-27 www.silverliningshows.com ATLANTA, GA

Fall Cash & Carry............................. 26-28

www.americasmart.com

www.americasmart.com

BOXBORO, MA

DALLAS, TX

New England Made Autumn Show............................................... 21-22 www.nemadeshows.com

Dallas Apparel & Accessories Market...............................................26-29 www.dallasmarketcenter.com

ing into r p S Flavor s w e N

CARROT CAKE

Cheeseball & Dessert Mix

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/windandwillowfoods www.smart-retailer.com 45

Trend Watch: Get Organized

W

ith our homes doubling as offices and classrooms, organization is key to maintaining balance.

Customers are looking for new, stylish products to bring order to their spaces. Find these products and more at Atlanta Market, Jan. 12–19, 2021 (temporaries Jan. 13–17).

Learn more at AtlantaMarket.com.

1

2

3

4

5

46 Smart Retailer JANUARY 2021

6

1. Acrylic Calendar

The dry erase acrylic calendars are made with experienced craftsmanship and premium materials. Our acrylic calendars are printed, NOT A STICKER, onto the backside. This printing style adds years more life to your calendar!

Custom Touch thecustomtouch.com team@thecustomtouch.com 941-355-9788 Made in America – Building 3, Floor 2

2. Concrete Planter and Pen Holder

Go green at the office! Ideal for succulents, this desk top planter is made of solid concrete. The terraced base holds pens, business cards, and other small supplies. 6.3" x 3.6" x 3.2". Plants/ pen not included.

Kikkerland kikkerlandwholesale.com info@kikkerland.com 800-869-1105 Appelman Schauben B2 11 - 1100

3. Cable Ties Assorted 8 Pack

Bunch up and organize your computer and game console cables with our set of eight color-coded ties. 1.9" x 7" x 0.1".

Kikkerland kikkerlandwholesale.com info@kikkerland.com 800-869-1105 Appelman Schauben B2 11 - 1100

4. Paper Holder

Paper holder, metal with marble base. 3" x 12".

Accents de Ville adv-imports.com/en customerservice@pinecentre.ca 800-691-2166 Ivystone B2 11 - 1101

7. Russian River Baskets

7

Strong mix of metal and bamboo.

Russian River Baskets bring a masculine touch to any space. Set of three, brown/black. 16.25" x 16.25" x 16.25"; 14.25" x 14.25" x 14"; 12.25" x 12.25" x 11.75".

Napa Home & Gardens napahomeandgarden.com customerservice@napahomeandgarden.com 888-893-2323 B2 10 - 1010 Buy Now on ShopZio

8. Refinery Wood and Iron Hall Tree A marriage of form and function designed to impress and crafted to last. A durable iron frame paired with brass hardware meets a white-washed wood top for a clean look with a modern edge. In Black, Brass, and White Wood. 50.25" x 6" w. x 67" h.

8

HomArt homart.com service@homart.com 949-366-6240 B2 10 – 1040 Buy Now on ShopZio

9. Nine-Drawer Organizer

Short galvanized vertical organizer with label scoop handle, metal frame, and wood top.

Nine drawers 3.75" l. x 5.25" w. x 2.75" w.

Overall organizer: 14.25" l. x 6" w. x 11.5" h.

Cheungs cheungs.com info@cheungs.com 714-549-9080 B1 19 - A11 Buy Now on ShopZio

9

5. Wooden Organizer

Wooden organizer with galvanized front and wavy sloped partitions. Three slots: 4.75" l. x 4.5" w. x 4.75" h. Overall organizer: 15.75" l. x 5.5" w. x 3.25" h. (front) x 5" h. (back).

Cheungs cheungs.com info@cheungs.com 714-549-9080 B1 19 - A11 Buy Now on ShopZio

6. Lawson Bins

Slick and streamlined, these trays hold more than just odds and ends. Great for linens, dog toys, or whatever needs rounding up. Set of three, black. 21.25" x 15.5" x 9"; 19.75" x 14" x 8.5"; 18.25" x 2.5" x 7.5".

Napa Home & Gardens napahomeandgarden.com customerservice@napahomeandgarden.com 888-893-2323 B2 10 - 1010 Buy Now on ShopZio www.smart-retailer.com 47

PHOTOS BY OF LAS VEGAS MARKET

Tips & Tricks

for Attending a Tradeshow

Now

BY CINDY HENRY, IMC VICE PRESIDENT OF BUYER SERVICES

A

s you plan for IMC’s winter 2021 markets in Atlanta and Las Vegas, here are a few need-to-know tips and tricks to make your pre-market and at-market planning process that much easier.

Planning and Preparation

Have a plan before attending the market. Do your research to maximize your time. Go to the market website, view market guides, and use the market apps to plan for who you want to see and what products you want to check out. Familiarize yourself with what’s new before you’re on campus. In Atlanta, the temporary exhibit locations have changed, while in Las Vegas, the Pavilions are gone, and all temporary exhibitors will be in the new Expo.

Make your market commitment. Pre-registration for our winter markets is required, even for return visitors. Register today for quick and contactless entrance upon your arrival. During registration, Atlanta Market will have sessions for which you will need to register, while Las Vegas Market will not. While you’re preregistering, take the time to ensure IMC has the most up-to-date information about your store so you receive the content most relevant for your business needs.

48 Smart Retailer JANUARY 2021

Make your travel plans. Check out the market websites LasVegasMarket.com and AtlantaMarket.com for restaurant recommendations, parking options, and travel information and hotel reservations. Booking through IMC means not only that you get the best deal but also ensures that the hotel is following IMC’s safety standards.

Use online tools to source and shop before and after market. Browse and buy online wherever and whenever you have the time! IMC’s Market websites have exhibitor directories that are searchable by keyword and product category plus links to thousands of products available for immediate purchase through ShopZio, a B2B ecommerce marketplace, powered by IMC_di (IMC’s Digital Innovations division). Reorder bestsellers online and save precious at-market time for discovery of new resources.

Make the Most of Your Time at Market

Make appointments with vendors you know you want to see at the show. This is particularly important during this time so vendors can appropriately schedule staff. You want to be sure they have time for you and that wait times are at a minimum.

Catch up on content. Take advantage of pre-show programming addressing color and design trends and consumer preferences, such as Las Vegas Market’s FIRST LOOK Winter 2021 Gift webinar, which details both current — and coming — colors, patterns, finishes, and styles and explores post-holiday retail sales, summer celebrations, and gift-giving trends. Take particular note of webinars that help attendees prepare for market, such as Atlanta Market’s “What to Expect at Market 101,” which

visit us at January 12-19, 2021

WINTER 2021 PREVIEW

Jan. 12–19, 2021 (temporaries Jan. 13–17) Atlanta, GA, AmericasMart Atlanta www.AmericasMart.com Follow us @AmericasMartATL on Facebook & Twitter and on Instagram #ATLMKT

Visit us at AmericasMart!

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PHOTOS BY OF AMERICASMART ATLANTA

provides a market overview, as well as specifics about layout changes and Atlanta NEXT remerchandising, plus registration and Together Safely protocols.

Know your budget and track as you buy. Whether it’s through a market app, your bookkeeping tool, or a piece of paper, keep a running total of what you’re spending. You don’t want to get home and find that you spent more than you wanted and have to cancel orders.

Tell vendors about your store when you meet. Give them key information, including price points, brands, and target audience, plus how COVID-19 has impacted your business.

Then, ask them to show you what might work for you. You don’t need to see all their product. Just ask what from their line will work best for your store.

Ask what’s in stock. Inventory is an issue with some vendors this year. Ask them for ship times, fill rates, on-time delivery, backorder policy, and terms, in addition to in-stock status. Know what’s available for immediate shipping and what’s future shipping. To facilitate immediate delivery sourcing, IMC’s Market websites also include “in-stock” filters for ShopZio-enabled exhibitors.

Ask vendors for show specials. Ask if they have special dating terms, discounts, freight, BOGO, or other offers for attending the show. After all, they want you to be there. It’s the only place you’ll see the line in its entirety.

Make time for discovery of new products. Check out new vendors and temporaries in addition to permanent showrooms. You may want to limit your time at market due to the pandemic, but don’t forget to plan time for exploration and discovery.

Doing Business Together Safely

Following local, state, and federal guidelines as well as the advice of a top epidemiologist, attendees at all IMC markets will be asked to observe our Together Safely protocols, which include the required use of personal protective equipment (PPE), temporal monitoring, social distancing, occupancy control, hand sanitizing/cleansing, and significantly enhanced housekeeping. IMC’s Together Safely protocols may require extra time as we move people through the new registration process, so plan arrival times accordingly. Be prepared for a safe market by viewing IMC’s Together Safely webinar.

Atlanta Market is the industry’s premier gift, décor, and lifestyle market. Housing the nation’s largest gift product mix complemented by a broad selection of home décor, it features more than 8,000 brands across all categories. Held semiannually at AmericasMart Atlanta, Atlanta Market attracts retailers and designers from every U.S. state and more than 60 countries.

Winter 2021 Atlanta Market runs Jan. 12 – Jan. 19, 2021. For more information, visit AtlantaMarket.com.

Las Vegas Market is the leading home furnishings and gift market in the western U.S., presenting 4,300+ furniture, home décor, and gift resources in an unrivaled market destination.

Las Vegas Market features thousands of furniture, home décor, and gift lines, allowing for cross-category commerce among these industries. Winter 2021 Las Vegas Market runs Jan. 24 – Jan. 28, 2021, at World Market Center Las Vegas. For more information, visit LasVegasMarket.com.

50 Smart Retailer JANUARY 2021

EMBRACE THE POSSIBILITIES Get back to business at Las Vegas Market.

We make sourcing simple by giving you access to more than 4,300 gift & home resources onsite and online.

Join us January 24 – 28, 2021 LasVegasMarket.com | @lasvegasmarket

Go to TogetherSafely.com to learn more about the health & safety protocols we’ve implemented in our buildings.

FE ATURED LINES: Hobo Bags, Aesthetic Movement, Napa Home and Garden ©2020 International Market Centers, LLC

Winter 2021

I

ncoming colors, patterns, and motifs, plus category-specific focus on textiles, lighting, gifts, toys, and housewares, will feature prominently in the upcoming FIRST LOOK program. Las Vegas Market’s exclusive trends and products program pivots to two pre-show webinars for Winter 2021. FIRST LOOK: Home Furnishings edition streams live Wed., Jan. 6, at 1 p.m. (PST); FIRST LOOK: Gift, Textiles, Tabletop, Housewares program kicks off Wed., Jan. 13, at 1 p.m. (PST). Attendees earn CEU credits for attending each webinar, which includes a companion product reference guide that attendees can use to map out their Las Vegas Market sourcing. for registration details, visit lasvegasmarket.com/plan/event-seminar-landing.

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FIRST LOOK themes include:

4

Color Class: FIRST LOOK presents product pictorials that cross all categories at Las Vegas Market. Exclusive color timelines add context to 2021’s marquee hues.

Pattern Primer: Patterns that complement incoming neutral, earthy, and cheerful palettes top the list of what’s new and next in home and gift categories.

3

1. Georgia Pendant by Becki Owens The Georgia pendant by Becki Owens for Hudson Valley Lighting showcases rattan lattice cane woven in a geometric shape.

3. Prismatic Area Rug Nourison’s Prismatic area rug features a swirling abstract of radiant color.

The rug is hand-tufted of wool and shimmering Luxcelle™ fibers and boasts carved details.

Remote Control: The only way through is Hudson Valley Lighting forward. For many homeowners, this means hvlgroup.com 800-814-3993 repurposing and furnishing rooms so families Nourison Register Now LasVegasMarket.com C400, C401 Register Now at at LasVegasMarket.com can pivot and perform — that is, if working, nourison.com 201-368-6900 living, and learning from home is here to stay.

2. Up, Up and Away! Collection C112 Bonus: In Lights Fantastic, fanciful fixtures; Abbiamo Tutto’s “Up, Up and Away!

Buy Now on ShopZio utilitarian portables; architectural lines and Collection” includes a wine bottle holder, sculptural forms; and modern-day elegance a utensil holder, a vase, small canapé Register Now 4. Indochine Art Deco King Sham shine brightly. plates, a wine at bottleLasVegasMarket.com coaster, serving trays,

Ju 20 Ju l l2 92 9- -a a uu g g2 ,2 ,2 0 1 81 8

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Summertime: Togetherness, celebration, and entertaining were rescripted in 2020. But summer beckons. How will friends and families come together to celebrate, share, and show thanks when the stage is set for sunnier times?

52 Smart Retailer JANUARY 2021

Abbiamo Tutto e-abbiamotutto.com/#/ info@e-abbiamotutto.com 703-790-0172 C109 Buy Now on ShopZio

Eastern Accents’ Indochine Art Deco sham presents bronze and blue hues in a fil coupe embroidered pattern.

Eastern Accents easternaccents.com 800-397-4556 A130

BUSINESSBRIEFS

BY SARAH HOBAN

SBA’s Helping Hub There are plenty of balls to juggle as you make your way through the pandemic and its effect on your business. Can you get financial aid? What kind of training can help you weather the storm? Are there ways you can pivot your business?

The Small Business Administration’s Recovery Hub can help. The hub is designed to help small business owners face a variety of disasters — not just viruses and quarantines, but weather catastrophes, cybersecurity breaches, and supply chain interruptions. The online resource contains sections devoted to recovery essentials, business resiliency, underserved communities, and faith-based communities. Links take you to SBA assistance and programs but also include resources such as a business resiliency plan template; the CDC’s Resuming Business Toolkit; information for businesses owned by women, minorities, and veterans; and information on polishing up your digital and e-commerce efforts. Get started at bit.ly/3nLU9P3.

What’s the Good Word?

Good customer reviews can give your business a boost, but collecting them takes a little time, as well as some finesse. Business coach Victor G. Snyder wrote on Small Business Trends that staff needs to be on the lookout for satisfied customers so you can reach out to solicit a review.

Personal email can be effective but, he added, “[w]hen reaching out about leaving a review, ensure your tone is personal and earnest. Insincerity reeks and could potentially flip a positive review to neutral — or worse.”

He also cited marketing expert Neil Patel, who recommends waiting three to five days in order to give the customer a chance to actually use the product and decide whether they’d want to recommend it to others.

And once you collect reviews, use them effectively. “These are just as impactful as any photo could be, and they should be an integral part of everything from pitch emails to point of purchase displays,” Snyder wrote.

Local One-Stop Shopping — Online Online marketplaces offer consumers convenience by offering a kind of virtual onestop shopping — a convenience that’s hard to match for small independent retailers. Or is it?

The National Retail Federation’s blog reports that some smaller local merchants are banding together to offer marketplace-style convenience for their community, including single checkout and delivery options. One such group is Cinch Market (cinchmarket.nyc), which features merchandise from some 50 stores in Brooklyn, N.Y., ranging from toys to cookies to pet supplies to household items.

Customers shop online at Cinch’s website and place their order, which is filled by each store. A team picks up items from each store, assembles the orders and delivers them locally — same day, if the order is placed by 10 a.m.; the next day, if later.

Another group, Member Marketplace Inc. (membermarketplaceinc.com), works with local member-based organizations, such as chambers of commerce, Main Street groups, or economic development groups. The Iowa-based company creates and manages e-commerce marketplace websites. Its Shop Where I Live (shopwhereilive.com) platform boasts local marketplace sites in 15 towns across the country.

54 Smart Retailer JANUARY 2021

Fragrant Tulips & Candles

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Great Products Available

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January 21, 2021 1 DAY SHOWS - 9 AM-3 PM

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BUSINESSBRIEFS

A PLACE TO

THRIVE The sense of community — and in particular, a small business’s physical location in a community — might also play a role in how well a small business will weather the pandemic. The National Main Street Center (NMSC) and the Brookings Institution’s Bass Center for Transformative Placemaking have been studying the effects of place on small business survival, especially in smaller, more rural areas. Researchers theorized that small businesses in urban commercial districts had better chances of survival because of market density and the ability to offer delivery and takeout services. But businesses in commercial districts in smaller rural towns also capitalized on their proximity to other businesses. “The physical landscape of communities — the ability to walk from store to store, the proximity of business owners to each other, and the mix of housing, businesses, and amenities within a place — can help small businesses adapt to and withstand the pandemic’s economic effects,” wrote NMSC’s Michael Poewe and Brookings’ Hanna Love. The authors also noted that small-town businesses benefit from programs and organizations that give an “organized voice” to owners and residents, such as chambers of commerce and Main Street programs.

“The effects of the COVID-19 pandemic on rural small businesses will continue to evolve in the months to come,” they wrote. “But our research so far indicates that even in a time of unprecedented social distancing, the physical connectivity of our places — and the people and small businesses within them — are helping small businesses more durably withstand the crisis.” Visit brook.gs/2FBMzFs for more details of the study.

A Little Help From Your Friends

Private-sector companies are also banding together to give small businesses a lift. Small Unites, a coalition of businesses and organizations — including Capital One, the National Urban League, GoFundMe, and marketing giant Ogilvy — launched the program in the fall to encourage communities and consumers to support local small businesses. The initiative includes a website — smallunites.org — where consumers can donate cash, buy products and services from small businesses, promote their own favorite businesses, or even start crowdsourcing campaigns. The website also includes a section for small business owners that includes a downloadable social media toolkit, information about setting up a gift-card program, and tips for setting up a GoFundMe page. Find out how to rally your community and customers at smallunites.org.

“A few years ago I reviewed all incoming emails I’d received from our customers throughout the course of our business. The good, the bad, and the ugly. The commonalities throughout these emails helped me identify our strengths, weaknesses, opportunities, and threats. I’ve learned that your customers will tell you what your strengths are, and where the opportunities may be. You just have to listen to your customers, and do something about it.”

—BRETT FARMILOE, FOUNDER AND CEO OF DIGITAL MARKETING COMPANY MARKITORS, ON SCORE’S BLOG.

56 Smart Retailer JANUARY 2021

20_2247_Smart_Retailer_JAN Mod: October 22, 2020 4:13 PM Print: 11/17/20 10:58:21 AM page 1 v7

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DISPLAY&DESIGN

That’s a Wrap!

I

f you were to ask me which parts of the store I find the least interesting, design-wise, I would probably say the cash wrap or transactional island also known as the register counter, point-of-sale, checkout counter, or any number of other terms.

I would prefer to focus on improving visual merchandising and shopper experience in other areas of a store. Because many cash wrap units are built-ins, unable to be relocated or downsized, I usually don’t spend much time evaluating them, unless I spot a clunker that’s oversized, unattractive, and inefficient. Or perhaps a stunner might get my attention — a thoughtful, welldesigned point-of-sale that’s an eye-catching “anchor.” A design like that addresses various factors: branding; height and depth; materials for the countertop and sides; and adequate room for elbows, bags, and credit cards.

This custom-designed unit is clean, inviting, and in keeping with the store’s overall aesthetic.

The additional molding details on the face are subtle and low-profile yet add a luxe layer and create bespoke carpentry/case goods.

A side view shows the difference in counter height for customer versus sales associate.

PHOTO COURTESY LAUREN PATAO, ARIA ROSE, CORAL GABLES, FLORIDA DESIGN BY NIKI LUDERA, ANDIS LIST (ANDISLISTSHOP.COM)

BY AMY MEADOWS

A Less Prominent But Essential Fixture

If mannequins are “silent salespeople” and dressing rooms are “closers,” a store’s cash wrap is where the deal is sealed. In many cases, it’s the large bunker behind which the staff hide — an especially unfortunate impression to make now that most staff are behind plexiglass and can appear less accessible and welcoming than ever before.

A cash wrap’s square footage often exceeds the value of the space it’s taking up on the sales floor. Also, changes in consumer behavior — including contactless payment and distanced shopping — affect the functions of that fixture. With customer comfort at a premium, let’s examine pros and cons of cash wraps and options for updating their footprint. The three key considerations when selecting a sales counter are security, function, and design.

PHOTO BY AMY MEADOWS

Because this particular museum regularly hosts school groups and special member activities, this compact, efficient unit can be rolled out into the lobby to assist with heavy sales traffic or be designated for special transactions — cash only, members only, or perhaps gift wrapping.

58 Smart Retailer JANUARY 2021

Security

The ideal setup protects your cash register and provides a degree of safety and security for staff as well. Placement within your space is critical and complicated, as the register needs to be in full view of all customers entering the store, conveniently located for closing the sale, appropriately placed for access, and possibly for monitoring dressing rooms.

ADA guidelines call for the checkout counter to extend at least 9 feet from a wall, including the customer area. Also, to be ADA compliant, the checkout counter area should be no more than 36 inches from the floor and at least 36 inches long. The overall width will vary. Even within these guidelines, it’s important to consider both sides of the transaction and how easily they accommodate various functions — handing items back and forth, size and placement of iPads, card readers, or other payment methods, accessing sanitizing supplies, and more.

DISPLAY&DESIGN

BY AMY MEADOWS

And based on my own experience as a left-handed shopper, please don’t shove the card reader or any devices that require a signature up against a partition or shelf on the left. It makes the signing process too challenging. Also take time to evaluate the percentage of cash transactions performed daily and whether the space set aside for larger, older cash registers could be reduced.

Your cash wrap area may need to include some or all of the following items: phone, note pad for messages, laptop or desktop, credit card scanner, tissue paper, bags, register tape, miscellaneous office supplies, gift boxes, ribbon, envelopes for gift cards, pricing and cleaning supplies, locked and unlocked drawers, and a gel mat to make standing more comfortable. In addition, the sales counter has its own inventory list, requiring functional design for maximum efficiency. Most units are outfitted with a combination of drawers and shelves to hold items for boxing, bagging, and wrapping the merchandise on its way out the door. In theory, half of the sales associate’s counter space should be kept clear for those actions. Don’t ruin a good design with employee purses, slippers, or other personal items. I often see cash wraps with open backs facing the window and it’s not a good look.

Customers should also have a minimum 50% of the countertop clear of merchandise, mirrors, and marketing materials. Keep the clutter to a minimum, allowing the customer to place purses, other shopping bags, and a cup of coffee on the counter with minimum fuss or mess.

The more compact your cash wrap is, the more options you’ll have for moving it within the shop. A smaller unit on wheels can free up space and improve operations. Consider this option either as a replacement for your established checkout area or as a supplemental location for ringing up purchases or wrapping if you’re conducting special shopping parties.

PHOTO COURTESY MARC SIMON

Function

A more industrial, rustic aesthetic with a bonus — casters!

Design

If the cash wrap is the architectural flourish that greets the customer and serves as the sales and service hub, it should also serve as the aesthetic anchor for your store interior. While it should not dominate the space, this fixture can establish your store’s style and brand, as well as serving as a focal point for greetings, questions, and transactions.

Front view: Countertops and construction materials are important. Reclaimed lumber is trending, as is corrugated metal and pressed tin. Frequently, upcycled bars or counters are repurposed. Equally important is the wall treatment behind the cash wrap and views of the back bar/counter. In the absence of casework and carpentry to cover the bottom front, you can install fabric panels underneath the counter’s edge as an affordable, practical solution.

Background: The background or backdrop is another opportunity for branding and beauty. You might choose to continue the look begun on the face of the unit (wood, metal, etc.) or add artwork, mirrors, additional shelves, and your logo, loud and proud!

Overhead: Specialty lighting is a must. Task lighting at counter level or overhead lighting is the perfect spot for a stylish pendant fixture, chandelier, or warehouse lamp. The customer should feel drawn to this area and, once there, feel welcome.

If the register area includes a showcase with merchandise, keep that area visible and well-lit. This is an ideal spot for impulse items.

PHOTO COURTESY MARC SIMON

If you’re remodeling, you can find inspiration and ideas on Etsy. It features many resources for custom cabinetry and flexible formats to suit your shop’s specific requirements.

At Chicago’s Newberry Library, a glass-topped corner counter allows viewing of additional merchandise — provided, of course, that the countertop itself is kept relatively clear. The additional lighting inside the case is a nice touch and draws the eye to the products.

60 Smart Retailer JANUARY 2021

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.

RETAILERSPOTLIGHT

BY DAN BROWNELL

Jerina Ju

lius, own

“Our growth hasn’t slowed since we opened.

Month-bymonth, we’ve seen growth, even during COVID.”

Gifting Happiness in Southern Wisconsin

A

lthough Jerina Julius is a relative newcomer to owning and managing a retail store — JNJ Craftworks, located near the capital of Wisconsin — she’s finding great success even during the pandemic. The “JNJ” in the store name stands for the names in her family: Jerina, Natania (her daughter), and Julius (her husband’s last name). “Craftworks” aptly sums up the theme of the store. Jerina grew up in a family that did a lot crafts, such as making greeting cards, paper flowers, and jewelry.

Her mother taught her the skills and techniques, and over the years, she developed a love for working with her hands.

Jerina’s professional education and background, though, are in business, which provided a valuable foundation for running her own business later. She worked in

er

various corporate positions in her native India for 10 years before coming to the United States.

“I’m from India,” she said. “After marrying my husband, who is also Indian, I moved to America to be with him,” she said. “I have a master’s degree in business administration, and I worked in sales, administration, and human resources before I opened my store.”

After leaving an office job because of developing severe TMJ (jaw-related) problems caused by stress and the need for constant talking, she and her husband considered many ideas for replacing her income. “I’ve always has a passion for handmade products, so my husband gave me an idea to start a retail consignment booth space. We went to craft fairs and invited artists to be vendors in our store and opened with 28 artists.”

Before she opened her store in September 2016, she knew she had

to get some retail store experience firsthand. “Back in India, my father was also a businessman. I grew up watching him running his businesses, but I didn’t have retail experience myself, so I worked for Walgreens for six months first to learn the ropes. I didn’t know how retail works in America or how to start a business here, so I learned what I needed to know and then started the store.”

The Importance of Community Support

Jerina knows that carrying great products is essential to success, but ultimately, it comes down to building relationships with customers. Her connection with them is evident in that nearly 90% of store visitors buy something. “I think the most significant reason for our success is that our community trusts us and our store,” she said.

“Before COVID, we hosted events and classes to help bring in traffic.

We connect with our customers through social media and by giving back to the community, through projects like The Giving Jar, The Gifting Jar, and Support the Makers.” By emphasizing excellent 62 Smart Retailer JANUARY 2021

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Furniture • Decor • Displays • Signs

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appreciate the convenience and the great feeling they get when they give a special, high-end, custom-curated gift to a friend or loved one. She’s gotten responses from customers remarking how convenient the process has been, since she takes care of everything. She’s even has real estate agents who give their clients a memorable thank you gift of a $200 gift box.

Something for Everyone

customer service, she’s been able to create loyal customers and brought in many new ones through word of mouth. “Our growth hasn’t slowed since we opened. While it isn’t fast, it’s steady. Month-by-month, we’ve seen growth, even during COVID.”

Expertly Curated Merchandise

Jerina’s customers say that she has a well-priced, quality gift store and that her products are well-made and thoughtfully sourced. Her shop has even been described as a “walk-in Etsy store.” “We carry essential gifts that buyers and gift recipients will be happy with. In fact, that’s what motivates us. Our tag line is “gifting happiness.’”

JNJ Craftworks primarily sells handmade products like gifts, home décor, accessories, and pottery, but it also offers religious products. To take the initiative in discovering what would sell best in her store, she conducted email and Facebook surveys to find out what shoppers wanted and were looking for. She also watches carefully for new opportunities. “After all the Christian stores around us closed, I saw an opportunity to fill that gap, so we provide a section of faith-related items to serve that need,” she said. “We want to give shoppers what they’re looking for.

They know that if they have friends or family who are hard to buy for, they can find the right gift here.” Because so many of the products that the store offers are unique, many are not available anywhere else.

Jerina began a gift box service after the pandemic began.

She offers three sizes of boxes to cover a wide range of price points. The boxes are available in a number of themes, such as “Sympathy,” “Self-care,” “Care Package,” “Work from Home,” “Quarantine,” “Client Appreciation,” “Wisconsin,” “Housewarming,” “Birthday,” “Sister,” and “Baby.” It’s been a success because she has made it so convenient for her customers. After receiving a gift box request, she creates three custom boxes, takes photos of them, and sends them to the customer. After the customer chooses one, she handwrites a card, giftwraps the box, and mails it. It’s a lot of work but it has a significant profit margin, as these sets create much larger sales orders than individual gifts, and customers who buy gift boxes are less concerned with cost. They 64 Smart Retailer JANUARY 2021

Jerina has created a steady business through return customers by ensuring that she’s meeting their needs. “Even though marketing books say every business has to have a niche, we’re a small-town shop, so we have a little of something for everyone,” Jerina said. “We not only excel in our service, that’s what we’re known for. During COVID, we didn’t want to get discouraged and quit, so we worked harder and smarter. We’ve added extra services such as gift wrapping, shipping, BOPIS, phone and email sales, and free home delivery. We even expanded our product categories and brought in many products we’ve never carried before.”

A Haven for Handmade Artists

JNJ Craftworks is an asset to customers but also to local artisans. “We take pride in the fact that most of our artists are local senior citizens. We wanted to support retired crafters, as this is very personal to me. I want the seniors to feel needed and useful. This helps them not to feel lonely. The seniors remind her of her aged parents back in India and she feels deeply for them. Many other seniors come in just to talk and share stories. “We sometimes chat for hours,” she said.

Opening the Digital Door

In March, at the beginning of COVID, Jerina started her online store. She relies on Shopify as her host and has found that it has greatly expanded her sales reach and helped her store prosper even during the pandemic. She estimates that 90% of her sales are currently online. Her physical store hours are limited, but digital sales allow sales 24/7 throughout the country. She’s active on Facebook and Instagram to promote her business and engage customers through social media, which is important than ever because physical contact with customers is limited.

No one knows when the pandemic will end, but what is certain is that success in business depends on flexibility, community engagement, and solid business practices. Since JNJ Craftworks has mastered those fundamentals, it’s well prepared to weather this storm and is positioned for a bright future.

FACTS AT A GLANCE Business Name: JNJ Craftworks Location: 1051 North Edge Trail, Verona, WI 53593 Website: Jnjcraftworks.com Email: jerina@jnjcraftworks.com Phone: 608-692-1476

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B-Dazzle....................................................................................................................www.b-dazzle.com.................................................... 41 Bill’s Ideas DBA Classic Farmhouse Candles............................................ www.classicfarmhousecandles.com...................................... 61 Blossom Bucket..........................................................................................................blossombucket.com.................................................... 23 CandleSmiths.................................................................................................www.candlesmithswholesale.com........................................ 55 Cedar Creek Candles...................................................................................... www.cedarcreekcandles.com........................................... 39 Col House Designs ........................................................................................... www.colhousedesigns.com.......................................19, 49 CounterCouture................................................................................................... www.counter-couture.com.............................................. 21 CR Designs................................................................................................................www.cr-designs.com................................................... 55 CTW Home Collection........................................................................................CTWHomeCollection.com........................................49, 59 CWI Gifts........................................................................................................................ shopcwi.com.....................................................2, 49 Dallas Market Center............................................................................................ dallasmarketcenter.com................................................ 42 Deep Breath Designs.............................................................................................deepbreathdesigns.com................................................ 57 Earth Rugs/Capitol Importing................................................................................. www.earthrugs.com................................................... 25 Greenwich Bay Trading............................................................................................ www.gbsoaps.com.................................................... 55 H&T, LLC.....................................................................................................................bitchbagdrinks.com.................................................... 57 Heritage Markets.....................................................................................................heritagemarkets.com................................................... 55 Julio Designs..................................................................................................................juliodesigns.com................................................ 17, 29 Kurt S. Adler...............................................................................................................www.kurtadler.com.......................................................3 Lancaster County Wholesale Mall............................................................. www.lancasterwholesalemall.com..........................................5 Las Vegas Market (World Market Center Las Vegas)........................................... lasvegasmarket.com................................................... 51 Meadowbrooke Gourds...............................................................................................mbgourds.com.................................................... 9, 21 Melrose International.............................................................................................. www.melroseintl.com......................................13, 17, 21 My Word!.............................................................................................................. www.mywordsigns.com............................ 27, 32, 34, 35 North Country Wind Bells...........................................................................www.NorthCountryWindBells.com................................27, 45 North Woods Animal Treats........................................................................www.northwoodsanimaltreats.com....................................... 32 Oak Street Wholesale Inc...............................................................................www.oakstreetwholesale.com........................................... 41 Old Town Soap Co.................................................................................................. oldtownsoapco.com................................................... 39 Pilgrim Imports........................................................................................................... pilgrimimports.com..............................................21, 42 Rustic Arrow............................................................................................................https://rusticarrow.com..........................................27, 37 Sawdust City..........................................................................................................www.sawdustcityllc.com.........................................21, 63 Second Nature By Hand............................................................................... www.secondnaturebyhand.com...................................21, 53 Serene House USA...................................................................................................serenehouseusa.com............................................. 17, 38 Shining Sol Candle Company................................................................................. www.shiningsol.com....................................................11 Sincere Surroundings......................................................................................http://sinceresurroundings.com....................................21, 65 Stickers Northwest.............................................................................................https://stickersnorthwest.com............................................ 31 The Columbus Warehouse................................................................................ thecolumbuswarehouse.com............................................ 68 The Country House Collection.................................................................. www.thecountryhousecollection.com................................. 7, 49 The Hearthside Collection.................................................................................thehearthsidecollection.com.......................................15, 49 The Warehouse at Paxton............................................................................ www.home.thewarehouse.website....................................... 43 The Whitehurst Co. LLC................................................................................. www.thewhitehurstcompany.com........................................ 36 Timber Bay Home & Garden................................................................................www.timberbayhg.com................................................ 27 Two Little Fruits........................................................................................................www.twolittlefruits.com................................................. 21 ULINE............................................................................................................................ www.uline.com....................................................... 57 Vickie Jean’s Creations.................................................................................... www.vickiejeanscreations.com.......................................... 39 White River Designs LLC..................................................................................whiteriverdesigns@hotmail.com......................................... 57 Wild Wings, LLC.......................................................................................................www.wildwings.com............................................ 32, 33 Wind & Willow LLC...................................................................................................windandwillow.com...................................................45 Windrift Hill ...................................................................................................................windrifthill.com.................................................. 17, 67 Wing Tai Trading........................................................................................... www.wtcollectionshowroom.com........................................ 43 66 Smart Retailer JANUARY 2021