Smart Retailer May/June 2022

MAY/JUNE 2022 • $6.95

HELPING YOUR GIFT BUSINESS SUCCEED

Bed, Bath & Personal Care

Juni perM arke t

Tips Tric & ks

Fall Halloween 1 Smart Retailer FEBRUARY 2021

CONTENTS MAY/JU N E 2022 34 Greeting Cards & Packaging Whatever the occasion, a heartfelt greeting card and eyecatching packaging can turn a good gift into a great one.

BUSINESS SENSE 38 Solving the Supply Chain Bottleneck

16 PRODUCT FOCUS NEW & NOTEWORTHY:

10 Sit Up and Take Note!

Discover fresh finds to keep customers coming back to see what’s new.

TREND WATCH:

16 Bed, Bath & Personal Care Delight shoppers with a range of soaps, shampoos, lotions, body butters, and more in fabulous, refreshing fragrances.

22 Fall & Halloween

Get ready for fall with these eyecatching autumn décor items.

30 Pet Products

A great selection of merchandise for pets and gifts for those who love their furry friends.

ON THE COVER: Old Town Soap Co. features a wide variety of products including homemade soaps, bath bombs, lotion candles, and its #1 selling show bombs! Made in the USA with top-quality ingredients.

As imported goods become harder to get, storeowners are turning to madein-USA products, especially local and handmade goods. Companies like Stockabl help make this process easier for small independent stores.

42 Succession Planning: Preparing to Sell Your Business, Part 2

The second half of this twopart series provides information needed to execute the plans for selling a business outlined in Part 1. Following these steps will help make a smoother transition for everyone involved.

46 Business Briefs:

DISPLAY & DESIGN:

52 Fill in the Blanks

Your shelves may not be as full as you would like because of product shortages and delays, Learn how to strategically arrange the merchandise you do have to maximize sales.

RETAILER SPOTLIGHT:

56 Sentimental Journey

Storeowner Kris Hasten and her daughters recently received Washington, Illinois’ Outstanding Business Award. Kris’ mother and aunt opened the store in 1982 to help revitalize the village’s downtown square. The area is thriving, thanks in part to their hard work and dedication to their community.

IN EVERY ISSUE 6 Editor’s Note 8 Welcome Exchange:

Questions & Answers that Matter

64 Trade Show Calendar 66 Advertiser Index

Sealed with a note; motivating management; asking for e-commerce help; small town, big hopes; navigators to help small businesses find their way.

50 Tips & Tricks for Sourcing Online

Learn how to make the most of B2B ecommerce platforms like JuniperMarket. Browse thousands of vendors and millions of SKUs to discover exciting new products and use specially designed retailer tools to make the process fast and efficient.

22

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 MAY/JUNE 2022

Quality products from over 80 manufacturers Open year-round Shop online • Virtual shopping Shipping • Freight Facebook stock updates PH: 717-295-2570 FX: 717-295-2576 EMAIL: info@lancasterwholesalemall. com www.LancasterWholesaleMall.com 180 Greenfield Road, Suite 1, Lancaster, PA 17601

EDITOR’SNOTE

Overcoming the Supply Chain Bottleneck

R

etailers continue to face challenges with getting merchandise on their shelves. The problem began with the outbreak of COVID-19, which triggered a domino effect. Contributing factors include a shortage of product being manufactured because of ongoing pandemic lockdowns in China, a shortage of containers, trucks, and truck drivers, and skyrocketing inflation, exacerbated by the Russia/Ukraine war, all of which not only delays product shipment but drives up shipping costs exponentially.

We surveyed our readers recently with the question, “How difficult has it been to obtain merchandise for your store?” The results are shown in a chart on the bottom of page 38. On a scale of 1 to 10, with 10 being severe, 50% rated the problem as a 7 or 8.

What can retailers do to compensate? We’re featuring three articles in this issue that present suggestions. “Solving the Supply Chain Bottleneck” (pg. 38) explains how buying local, handmade, and made-in-USA products can be a big help. “Tips & Tricks for Sourcing Online” (pg. 50) offers strategies for buying online. And our Display & Design column “Fill in the Blanks” (pg. 52) shows how to use empty space to better showcase the products that storeowners do have on hand. Also, in our last issue, we featured another strategy in the article “Wholesale Cash & Carry Warehouses: A Fast, Convenient Way to Stock Your Shelves” (pg. 30 of the March/ April 2022 issue). If you live within driving distance of one of these warehouses, you can make a quick trip to fill up a vehicle with product and save a huge amount on shipping costs that take such a big bite out of profits.

Featured Products

We’ve got another great lineup of top merchandise for you in four hot categories.

You’ll love the selections featured in Bed, Bath, & Personal Care (pg. 16); Fall & Halloween (pg. 22); Pet Products (pg. 30); and Greeting Cards & Packaging (pg. 34).

Planning Is Everything

Whether you’re still in the peak years of your retail career or you’re close to wrapping it up, it’s a good idea to start planning for the sale of your business far in advance. The more time and effort you put into the preparation stage, the better results and the less stress you’re likely to have. The first half of our two-part series ran in the last issue. Read the concluding article, “Succession Planning: Preparing to Sell Your Business, Part 2” on page 42.

Best wishes for a great summer and many shoppers coming through your door.

TO YOUR SUCCESS! DAN BROWNELL, EDITOR

VOLUME 30, NUMBER 4

Diana Jones President/Publisher, ext. 151 dianaj@jpmediallc.com

Dan Brownell Editor, ext. 154 editor@smart-retailer.com

Angie Landsverk Product Editor angiel@jpmediallc.com

Andrea Garbe Sales Account Executive, ext. 114 andreag@jpmediallc.com

Elizabeth Krogwold Art Director

Rocky Landsverk Editorial Director

Contributors: Amber Christian Sarah Hoban Amy Meadows Mary S. Moore Nicole Leinbach Reyhle

Smart Retailer P.O. Box 5000 Iola, WI 54945 Advertising Dept: (715) 445-5000 ext. 114 Subscriptions: (855) 367-4819

CONNECT WITH SMART RETAILER ONLINE: Website: www.smart-retailer.com Twitter: www.twitter.com/smart_retailer YouTube: www.youtube.com/user/SmartRetailer Facebook: www.facebook.com/SmartRetailerMagazine Pinterest: www.pinterest.com/smartretailer 6 Smart Retailer MAY/JUNE 2022

Phone: (715) 445-5000 Fax: (715) 445-4053 www.smart-retailer.com www.facebook.com/SmartRetailerMagazine www.twitter.com/smart_retailer Copyright © 2022

Visit us at the Atlanta Gift Show Bldg. 2, 695A

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

WELCOMEEXCHANGE

BY NICOLE LEINBACH REYHLE

Employee turnover has been an issue at my store, and I’d like to strengthen my efforts in retaining quality staff. Do you have any suggestions for this

A

ccording to Business.com, companies should aim for a 10% annual employee turnover rate; however, most fall into the range of 12% to 20%. Certain industries report higher employee turnover because of the nature of the job, and unfortunately retail is among those. That said, the following strategies can help reduce employee turnover and boost employee loyalty.

Create a Strong Company Culture

From store rituals such as First Friday Pizza Days to supporting a culture that nurtures personal and professional balance, there are many ways to support your employees so they’ll better appreciate your store. Consider who your primary employees are — whether they’re college students, moms, or a combination of many generations working — and design a culture to meet the needs and wants that your employees will most value. For example, depending on the culture you want to create for your one-of-a-kind store, you could provide occasional lunches, paid days off for birthdays, or other creative benefits. Offering social outings beyond working hours and creating an environment that welcomes open communication and support are great ways to promote staff unity.

do their job. After all, it’s this you want to nurture versus having to start from scratch — again — to find someone else to do it.

Avoid Micromanaging Your Team

Let’s face it, no one wants to feel like they aren’t doing their job and, thus, someone keeps telling them how to do it better.

To avoid this, make the effort to empower your employees with proper training, which will also build mutual trust and confidence and improve their job performance. This can be reinforced through training sessions and collective team experiences throughout the year to help improve overall employee efficiency.

What it should not do is include nit-picking and micromanaging, as this is a key driver in employee turnover.

Finally, smile. Say thanks. Let your team know you value them. Listen when they talk. Hear their ideas. Consider their thoughts. Welcome social employee experiences. And always avoid talking about any employee behind another employee’s back. While these may seem like obvious actions, you’d be surprised at how easily these things happen in the busy-ness of retail days.

Putting these three strategies into practice should help you nurture more long-term employee relationships.

Nurture Individual Professional Goals

Employees are more loyal to companies when they feel appreciated. To help achieve this, make sure you understand what the unique goals and important work attributes are to each of your employees. For some, this may mean gaining stronger opportunities in merchandising store displays. For others, this may mean working morning hours only to better support home responsibilities. In other words, take the time to find out what matters most to each of your employees.

Having no less than biannual reviews is a great way to gain these types of details, and always keeping an open-door policy to welcome employee feedback, concerns, ideas, and more is important as well.

Communication will be a key factor in boosting employee retention and enhancing loyalty, so be sure to keep that top of mind as you aim to improve turnover. Additionally, don’t neglect offering praise when it’s due and rewarding employees as they meet goals, exceed expectations, and even simply work hard and 8 Smart Retailer MAY/JUNE 2022

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.

S

IN

9 CE 19

5

CRA

IN G S MIL

ES

FT

Meadowbrooke Gourds

Due to demand, we are not accepting more orders until August 1st for Fall designs, and September 1st for Winter designs. If you would like a reminder at those times, please email us at sales@mbgourds.com.

GROWN ON OUR 200 ACRE FARM

HAND-PICKED & WASHED

CRAFTED

BY A SMALL TEAM OF EXPERT CRAFTERS

SHOP WHOLESALE: wholesale.mbgourds.com • 717-776-3470 • sales@mbgourds.com

NEW&NOTEWORTHY

Boot Bling, Jr.

Curly Q Quill Birthday Card

New line combines quilling with quotes and inspirational messages. Created by quilling colored paper on 100% post-consumer recycled paper Inside message: Happy Birthday.

Lydia’s Land, LLC lydiasland.com lydia@lydiasland.com | 856-983-7258

New twist on gothic cards. Embellished card for Halloween, a fall birthday, or any day in between.

Children’s version of their popular boot jewelry style will make any pair of tiny cowgirl boots a fancy pair. Pure copper and Montana deer leather.

Erica DiPaolo Designs, LLC ericadipaolodesigns.faire.com ericadipaolodesigns@gmail.com 614-361-7286

Buckaroo Bling buckaroobling.com info@buckaroobling.com 316-258-4557

Little Ghouls Greeting Card

All-Natural, Plastic-Free Shampoo and Conditioner Bars

Soy Wax Candles

Made of all-natural ingredients, high-quality essential oils.

Suitable for all hair types, resulting in clean, healthy, beautiful hair while maintaining natural oils. Plastic-free, eco-friendly.

Perfect for conscious consumer.

Treats n’ Toy

Individual gift crates contain large, shaped cookies, bag of Nibbles, and either a dog ball or American cotton tug toy.

Each candle is made with premium soy wax, essential oils, dried botanicals, and ethically sourced crystals. Presented in a reusable glass aura vessel with gold lid. Candles come with an affirmation.

BeNat stockabl.com/shop/pet/grooming/benat-petsartisanal-furry-pet-soap-bar-5-8-oz info@benatnow.com | 954-562-8750

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

Indica Dreams indicadreams.com hello@indicadreams.com 407-608-9397

Napa Wine Totes

Unique, reusable wine totes use waterproof material with an insulated liner to keep wine cold. Can also be filled with ice. Fits all styles of wine bottles. Fun colors and designs.

Woodland Mushroom Salt & Pepper Set

Calla Products callaproducts.net sales@nufoot.com 925-743-9831

Streamline, Inc. streamlinenyc.com orders@streamlinenyc.com 845-268-1000

10 Smart Retailer MAY/JUNE 2022

Beautifully designed set comes in a four-color gift box.

Fabulous in fall table setting.

Windrift Hill Goat Milk Skincare......

Handmade in Montana.

2 oz .

Purse and travel friendly size

Farm Fresh Goat Milk Body Care Products Windrift Hill • PO Box 592, Conrad, MT 59425 406-278-5872 • info@windrifthill.com

www.windrifthill.com

NEW&NOTEWORTHY

Flower Diffuser Tin

Fun, unique aromatherapy set with small retail footprint. Combines essential oil blend with colored felt diffuser balls that offer an eye-catching contrast to the white clay diffuser stones for an all-in-one diffuser set.

My Favorite People Are Dogs Vinyl Sticker

Blooming Light Botanical Alchemy bloominglightvt.com wholesale@bloominglightvt.com 802-778-0921

ellembee gift ellembeegift.com info@ellembee.com 248-520-7467

Approximately 3" w. Dishwasher safe, weatherproof. Made in USA. Perfect decoration for laptops, water bottles, cars.

Recycled Bird Print Cards

A best-selling item from Gift Wild. Made from 100% recycled paper, printed with vegan inks, and packaged plastic free.

Gift Wild giftwild.co.uk info@giftwild.co.uk

Presto Pet Bowl

Lightweight, watertight, and space saving for food or water. Collapses to fit in zippered carry case.

One gallon capacity.

Garden Works gardenworksusa.com infio@GardenWorksUSA.com 425-455-0568

Skeeter-Nip Mosquito Sprays

100% all-natural mosquito repellent. No artificial anything. Eucalyptus, Catnip, Geranium, and Vanilla.

sammysoap, LLC sammysoap.com melissamalone@ sammysoap.com 314-287-7020

Red Clay Body Bar

Four-in-one shampoo, face wash, body soap, and shave bar. 100% organic and biodegradable. Made with nourishing oils of sesame and olive, as well as essential oils of lavender and tea tree. Detergent, sulfate, and phthalate free.

Circular Bodies circularbodies.com hello@circularbodies.com 917-657-3201 12 Smart Retailer MAY/JUNE 2022

Floral Necklace

New product. Pictured necklace has real, pressed daisy. Seven designs available.

Sunnie Lane sunnielane.com griffin@sunnielane.com 435-896-9531

JILZARAH Stack Bracelets

Each clay beaded bracelet features limited-edition pattern, made by hand in small batches. Color and texture are sure to intrigue customers. Available in 36 mix-andmatch colors.

JILZARAH jilzarah.com CustomerService@jilzarah.com | 855-545-9272

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

FALL MUST-HAVES available for preorder today!

Explore Col House Designs New 2022 Fall Collections: AmericasMart, July 12-18 Building 2, #611B Las Vegas Market, July 24-27 The Expo Center, Booth E-751

Full Line: Cash & Carry + Showroom 4600 S Hamilton Rd Groveport OH, 43125 (discounts available!)

Select Items, Cash & Carry

The Columbus Warehouse, Columbus OH The Canton Warehouse, Canton OH The Paxton Warehouse, Paxton IL Warehouse 151, Beaver Dam, WI

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

NEW&NOTEWORTHY Kuhvai Organic Calm Essential Oil Blend

Rescue Dog Canvas Tote

Made from recycled canvas, these canvas totes express the love of rescued pets. Fully lined, featuring interior pockets, and adorned with appliques and vintage print patches. Includes durable leather handles and trim.

16" w. x 16" h. x 4" d.

Handle drop 12” l.

Creates a harmonizing atmosphere, helping you relax into your day. Can be used with most diffusers.

100% organic and natural, pure oils. Made in Canada.

One tree planted for every $100 of sales.

Darpan Developments, Inc. kuhvai.com kuhvaioil@gmail.com 615-219-9677

Vintage Addiction vintage-addiction.com sales@vintage-addiction.com 909-930-9994

Sierra Modern Thanni Bowl

Wildlife Assorted Dinner Plates

Beatriz Ball wholesale.beatrizball.com customerservice@beatrizball.com 888-265-1069

VIETRI vietri.com pguadarrama@vietri.com 919-649-4877

New bowls combine white or black surfaces with brilliant gold. A reinvention of metal serveware. Part of a larger collection of fully functional metal serveware bowls and decorative centerpieces.

Celebrate the grandeur of wildlife with this whimsical collection featuring an array of woodland animals. Hand-painted on terra bianca in Tuscany. Set of four.

Ceramic Jack-OLantern Votives

The Smell of Espresso Candle

Galt International galtinternational.faire.com info@galtinternational.com 909-483-5859

Jordan Upton wholesale.aromatique.com PJUpton@aromatique.com 901-831-4906

Assorted pack of three candle holders. Perfect accent piece for Halloween decorations to add the classic candle flicker to any area.

Enjoy deep notes of freshly brewed espresso mixed with sweeter elements of chocolate, buttery walnut, vanilla, and caramel.

Dusting Silk Powder Shaker Awareness Stretch Bracelet

Designs are based on cell images of disease. Bracelets feature semi-precious stones and small, round pendant with hand-cut cell image under resin. 10% of gross profit donated to handselected charity to benefit each illness.

Revive Jewelry revivejewelry.com info@ReviveJewelry.com |310-844-1958 14 Smart Retailer MAY/JUNE 2022

Ultra-fine powders lock in body creams to soften and scent skin.

Made with finely crushed chamomile and marigold flowers with silk and plant extracts. Talc-free. Presented in Victorian-era inspired glass shakers.

Lady Primrose ladyprimrose.com violet_lane@ladyprimrose.com 214-747-7673

Linen Outfits Made in Italy

Brand-new linen clothing line. Tops available in small/medium and large/XL with pants and shorts available XS through XL.

Splendid Iris splendidiris.com sales@splendidiris.com 805-749-1900

TRENDWATCH

Bed, Bath & Personal Care 1. Large Bath Bombs

Handcrafted to add the perfect mix of fizz, scent, and color to create a spa-like bath.

Old Town Soap Co. oldtownsoapco.com oldtownsoapco@yahoo.com 704-859-1233

2

2. U.S. Apothecary Dandelion & Lavender Bath Elixir

Dandelion root and lavender blend with lemon flower, white tea, rose hips, and sage to create a clean, relaxing fragrance. Crafted with natural plant extracts and soothing botanicals.

K. Hall Studio khallstudio.com Sales@khallstudio.com 855-819-3397

1

3. Color Pop Grooming Kit

Add pizzazz to dopp kit. Keep handy in work or gym bag, too. 10-piece set is packaged into one sleek case. Bold color options to choose from.

3

Mad Man mad-man.com support@mad-man.com 440-349-9933

4. Country Kiss Solid Shampoo Bar

Nourishing, solid shampoo bar for all hair types doubles as moisturizing body wash and shaving cream. Chemical-free ingredients. Great for the cottage, camping, or anywhere you go. Zero waste. Three bars, 7.5 oz.

Stein Haven steinhaven.com steinhavenshf@gmail.com 705-288-2280

5. Lily Farm Fresh Tuckered Farmer Bath Soak

Helps relieve pain and aching from joints and muscles.

4

5

Lily Farm Fresh Skin Care lilyfarmfreshskincare.com dana.lilyfarmfresh@gmail.com 303-455-4194

6. Shower Burst Variety Pack in Lifestyle

6

Transform an ordinary shower into an at-home spa. Includes tablets in Dream, Unwind, Energize, and Rise, with sachet for long-lasting aromatherapy experience.

hydraAromatherapy wholesale.hydrabrands.com wholesale@hydraaromatherapy.com 859-785-8500

16 Smart Retailer MAY/JUNE 2022

TRENDWATCH 7. DANI Naturals Personal Care Essentials

7

Start a bath with DANI Naturals’ essential oilinfused mineral soaks. Finish with sugar scrubs and velvety thick body butter.

DANI Naturals daninaturals.com sales@daninaturals.com 541-382-2339

8. Milk Hand and Body Cream

Blend of coconut, vanilla, and cream. Shea butter, aloe leaf juice, and other ingredients give this cream rich, moisturizing qualities. No petroleum bases or parabens.

K. Hall Studio khallstudio.com Sales@khallstudio.com 855-819-3397

9. It Doesn’t Flush Itself Shiplap Square Block

Wooden shiplap signs feature humorous phrases in black text and script. Three assorted. Signs can hang or sit on shelves. 4" sq. x .5" deep.

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

9

10. Rose Wine Exfoliation Cubes

Fragranced sugar scrub cubes gently exfoliate skin, to leave it feeling nourished and cleansed.

Use one cube and scrub all over the body to leave skin feeling refreshed. Nine cubes included.

Gift Republic Ltd. giftrepublic.com info@giftrepublic.com 888-542-9926

8

11. Rosemary Lavender Beeswax Salve

Combination of rosemary and lavender essential oils produces unique, herbaceous fragrance that’s uplifting and calming. Formula penetrates deeply to nourish dry skin with a blend of pure beeswax, vitamin E, olive oil, and sunflower oil.

11

Savannah Bee Company savannahbee.com andrea@savannahbee.com 912-234-0125

12. Whipped Soap Body Scrub

10

Exfoliates, cleanses, and moisturizes at the same time. Available in four fragrances. Great for shaving legs. Creamy lather and mild exfoliation make legs smooth and silky. 8 oz. jar.

12

18 Smart Retailer MAY/JUNE 2022

The Grecian Soap Company greciansoap.com sales@greciansoap.com 951-339-8661

TRENDWATCH 13. Dream Cream

13

Ultimate pain reliever. Cream works like a dream for soothing sore muscles, stiff joints, injuries, and fatigued bodies...naturally.

Little Moon Essentials littlemoonessentials.com hello@littlemoonessentials.com 954-639-7459

14. Large Palo Santo Sticks

Believed to ward off bad energy, calm the mind, and bring good fortune, Palo Santo wood is sustainably harvested from South America. Burn and let the embers smoke to enjoy its natural scent and spiritual benefits.

Skeem skeemdesign.com info@skeemdesign.com 215-978-6240

14

15. Beeswax Heel Balm

Perfect moisturizer for areas with dry, cracked skin.

Emollient formula penetrates even the roughest skin to instantly offer softening relief.

Savannah Bee Company savannahbee.com andrea@savannahbee.com 912-234-0125

15

16. Liquid Sunshine Bath Pearls

Set of 20 bath pearls. Melt the mini bath oils into your bath to release their aroma as you relax.

17 16

Gift Republic Ltd. giftrepublic.com info@giftrepublic.com 888-542-9926

17. Crampy Belly Rub

Monthly relief, period. Massage oil helps temporarily relieve pain. Rub onto belly and back for relief during monthly cycle.

18

Little Moon Essentials littlemoonessentials.com hello@littlemoonessentials.com 954-639-7459

18. Royal Jelly Body Butter

Savannah Bee Company’s Original Formula glides on with the fragrance of wild blackberries and velvety vanilla with hints of rose and gardenia. They combine royal jelly with hive treasures and skin-quenching butters and essential oils to make this cornerstone product.

19

Savannah Bee Company savannahbee.com andrea@savannahbee.com 912-234-0125

19. Deep Sleep Bath Soak

Soak stress away with these bath salts. Scented bath soak will calm mind and body, helping you fall asleep faster and wake up feeling refreshed.

Gift Republic Ltd. giftrepublic.com info@giftrepublic.com 888-542-9926

20 Smart Retailer MAY/JUNE 2022

PRODUCT SHOWCASE

For Udderly soft skin, use Farm Fresh Goat Milk Skin Care products.

Windrift Hill

Invite joy into your world with our plant-based natural and organic products!

DANI Naturals

Conrad, Montana windrifthill.com info@windrifthill.com 406-278-5872

Bend, Oregon daninaturals.com sales@daninaturals.com 541-382-2339

20. Sea Salt Hand Soap

Blend of salty, ocean air with hints of jasmin. Vegan, all-natural, and contains organic ingredients like aloe vera, olive oil, and jojoba oil for replenishing moisture.

20

Meditation & Yoga Supplies comfort, soothe, relax, support, restore.

Deep Breath Designs, LLC Tucson Arizona deepbreathdesigns.com info@deepbreathdesigns.com 520-616-0235

Skeem skeemdesign.com info@skeemdesign.com 215-978-6240

21. Personal Care Favorites

DANI Naturals’ best-selling lotion and new-to-market body butter are topped off with an assortment of candle and diffuser options. Products are made with natural and organic ingredients.

DANI Naturals daninaturals.com sales@daninaturals.com 541-382-2339

21

Our handmade products are made with the finest, skin-loving ingredients!

Old Town Soap Co.

Landis, North Carolina oldtownsoapco.com oldtownsoapco@yahoo.com 704-859-1233

All-natural, made from goats milk and olive oil for a rich, creamy soap bar.

The Grecian Soap Company Temecula, California greciansoap.com steve@greciansoap.com 951-339-8661

www.smart-retailer.com 21

Fall & Halloween Fairfax Collection

New linen features gray and cream plaid to complement any farmhouse décor.

Collection features tabletop and window treatments.

Classic Burgundy Plaid Chair Pad

Coordinates with new, Classic Berry Vine linens. Burgundy and tan plaid will complement a variety of home décor.

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

Happy Fall/Gather Jar Candles

Pack of 12 gnome jar candles in Pumpkin Pie fragrance. 3" x 5".

Metal Turkey Candle Holder

Small, laser-cut candle holder is 6.25" x 6".

Crossroads Original Designs/ Blossom Bucket crossroadsfamily.com sales@crossroadsfamily.com 866-247-0156

Hobnail Glass Candle

Pumpkin blends with cinnamon, ginger, cloves, and nutmeg to create a cozy, year-round favorite. Handpoured in small batches with a 100% natural soy and vegetable wax blend. Burns up to 100 hours.

Carved or Plain Pumpkins

Available hand-carved or plain in various sizes and six different colors.

Raggedy Junction raggedyjunction.com raggedyjunction@gmail.com 203-926-8411

K. Hall Studio khallstudio.com Sales@Khallstudio.com | 855-819-3397

Gnomes with Sign

Gnomes holding happy fall sign made from resin. 9.25" l. x 6.5" h.

Melrose melroseintl.com support@melroseintl.com 800-282-2144 22 Smart Retailer MAY/JUNE 2022

Hello Fall Skinny Block Three assorted. Wooden blocks have white finish with lightly distressed edges. 5" w. x 1.5" h. with .5" d.

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

Pumpkin With Lids

Set of two wood carved pumpkins with removable lids.

Kalalou kalalou.com jmckay@kalalou.com 800-249-4229 (ext 121)

At Dusk Page Flags

Features cascade of florals in rich, autumn colors. Page flags are the perfect way to dress up the latest novel and paperwork. 375 adhesive flags per set.

75 per design.

Girl of All Work girlofallwork.com postmistress@girlofallwork.com 424-231-7340

Welcome to Our Pumpkin Patch Pillow

Bright, fall-colored pumpkins on woodgrain-look fabric.

17" w. x 9" h.

Harvest Blessings Pumpkin Metal Post Box

Two-Pocket Bib Apron

Add your favorite pet to these durable, high-quality aprons.

Features artwork by Mary Badenhop. Made in USA.

Antique style, galvanized metal container with functional lid and mail slot. Post box has hole at top for hanging. 10.75" w. x 15.5" h.

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

Fall & Halloween Collection

Collection of fall décor features charming autumn tones, all the icons of the season, and a healthy dose of plaid.

Primitives by Kathy primitivesbykathy.com Ldicostanzo@primitivesbykathy.com 866-295-2849 24 Smart Retailer MAY/JUNE 2022

Halloween Kitchen Dish Towel

Dress up the kitchen for Halloween with this colorful, decorative towel that features artwork by Mary Badenhop. Made in USA.

Pipsqueak Productions pipsqueakproductions.com sales@pipsqueakproductions.com 888-747-9054

Proud members of American Made Collective: www.americanmadecollective.com

Market Locations: Dallas TM 2901 | Atlanta B2, 7-751 | Las Vegas C-763

PRODUCT SHOWCASE

Our products contain a story, a soul, a moment of history.

Second Nature By Hand

Signs, candles, dolls, and more fall designs can be found on our website.

The Hearthside Collection

Strongsville, Ohio secondnaturebyhand.com info@secondnaturebyhand.com 866-298-0433

Groveport, Ohio thehearthsidecollection.com contact@thehearthsidecollection.com 614-626-8493

Autumn Harvest Wreath

Has twig base and consists of raffia, faux white pumpkins, berries, and mini brown pinecones. Beautiful earthtones to accent any room or door. Wreath is 22" dia.

Beaded Pumpkin Wood Sign

Features wooden bead hangers and painted fall phrases. Each has cutout, wooden word as part of design and raffia accent below the pumpkin stem. Signs come assorted. 9.25" w. x 9" h.

Harvest Farmer Gnome

Happy Harvest Chunky Wood Truck Sitter

Chunky, wooden block features illustration and messages.

6" w. x 6" h. x 1" d.

Gnome features dangling legs and works well as a shelf sitter. Accents include a rake in his hand, mini knit pumpkin on his burlap fabric hat, buttons on his pants, and brown fabric boots. 24.25" h.

I Heart Fall Pumpkin & Heart Garland

Bright Ideas brightideaswholesale.com support@brightideaswholesale.com 920-887-3881

The Hearthside Collection thehearthsidecollection.com contact@thehearthsidecollection.com 614-626-8493

26 Smart Retailer MAY/JUNE 2022

Strand of wooden tags with dimensional letters. Tags have painted surface. 25" l. x 1.5" h. Includes loop at each end of jute string for easy hanging.

PRODUCT SHOWCASE

Distinctive, Artist-Designed Home Décor for Every Season!

WT Collection Norfolk, Virginia wtcollection.com

LastingLite Electric Candles with interchangeable sleeves and bases, since 1999.

CR Designs Berne, Indiana cr-designs.com info@cr-designs.com 877-203-7953

Raggedy Junction

Hand-carved waxed pumpkins. Available in 6 different colors Raggedy Junction

Shelton, Connecticut Showroom in Atlanta - Building 2, Showroom 756 raggedyjunction.com raggedyjunction@gmail.com 203-926-8411

Grown and crafted in Carlisle, Pennsylvania Meadowbrooke Gourds Carlisle, Pennsylvania wholesale.mbgourds.com sales@mbgourds.com 717-776-3470

Raggedy Junction Hand-dyed floral candle ring and wreaths for the perfect primitive look.

Raggedy Junction

Shelton, Connecticut Showroom in Atlanta - Building 2, Showroom 756 raggedyjunction.com raggedyjunction@gmail.com 203-926-8411

www.smart-retailer.com 27

Dead Cute Pocket Mirror

Black Feather Trees

Santoro London santoro-london.com mail@santoro-london.com (+44) 020 8781 1104

RAZ Imports razimports.com raz@razimports.com 800-443-3540

Masterpieces pocket mirror brings ironic humor to renaissance artwork. Comes with cute pouch to keep it safe.

Bewitching set of trees is perfect for adding a pop of unexpected texture and glam to All Hallows Eve.

Milledeux Halloween Hair Bows

Made-to-order hair. Bows and clips are made from nickel-free clips and OEKO-TEX ribbon. Ghost alligator clip is 1.8" x 1.4". Ghost and glam clips are available in a variety of colors.

Milledeux eeverly.com info@eeverly.com 404-461-9333

Halloween Friends Washi Tape

Spooky and sweet. Tape features newest Halloween pattern.

10 meters/15 mm per roll.

Girl of All Work girlofallwork.com postmistress@girlofallwork.com 424-231-7340

Halloween Acrylic Tumblers

Double-walled tumblers with press-on lid and colorcoordinating straws.12 oz. capacity.

CR Gibson Signature crgibsonwholesale.com nichole.lasecki@dgamericas.com | 800-243-6004

Halloween Print PJs Best-selling, pima cotton pajama brand has released Halloween print for fall.

Available in assorted styles from newborn to size 10.

Baby Noomie eeverly.com info@eeverly.com 404-461-9333

Basically Dead Candle

Grow old disgracefully with this cheeky birthday candle.

28 Smart Retailer MAY/JUNE 2022

Gift Republic Ltd. giftrepublic.com info@giftrepublic.com 888-542-9926

PRODUCT SHOWCASE

Our selection of fall gnomes includes bewitchingly cute witches and much more!

Bright Ideas

Groveport, Ohio brightideaswholesale.com support@brightideaswholesale.com 920-887-3881

A family-owned manufacturer of premium fragrance products and home décor.

Crossroads Original Designs Bucyrus, Ohio crossroadsfamily.com sales@crossroadsfamily.com 866-247-0156

A nearly endless selection of cheeky, cheery, wood-cut wall art and magnets!

Spunky Fluff Sioux Falls, South Dakota spunkyfluffwholesale.com sales@spunkyfluff.com 605-496-7035

American-made rustic wood signs at super price points for great profits.

VJ Studio Branchville, New Jersey vjstudiosigns.com sales@vjstudiosigns.com 973-948 0093

New fall items that are sure to be best sellers.

Preorder fall today!

Col House Designs

Groveport, Ohio colhousedesigns.com megan.potts@shopcwi.com 800-777-1442

Find more fall florals, signs, dolls and other seasonal items on our site.

CWI Groveport, Ohio shopcwi.com sales@shopcwi.com 800-666-5858

Our lighted canvas have the brightest colors and the most LED lights.

Unique Gift Company Lawrence, Pennsylvania uniquegiftco.com uniquegiftco@aol.com 724- 873-9100

Hot chocolate meets dreamy gourmet flavors — Available July 1st.

Wind & Willow Mt. Vernon, Missouri windandwillow.com customerservice@ windandwillow.com 888-427-3235

www.smart-retailer.com 29

Pet Products Dog Travel Kit in a Tin

Everything you need when on the road with your pet. Comes with expandable water bowl, 24 poop bags, long leash, short leash, collar, and glow-in-the-dark dog tag, all packaged in a convenient, easy-to-carry-and-store tin box.

Streamline, Inc. streamlinenyc.com orders@streamlinenyc.com 845-268-1000

Needy Dog Kitchen Tea Towel

100% cotton, hand-printed, kitchen tea towel. Made in USA.

ellembee gift ellembeegift.com info@ellembee.com 248-520-7467

Dog Shampoo Bar

Clean a dog’s coat and skin in the gentlest way. Compact shampoo pucks are free of parabens, petroleum, sulfates, silicone, alcohol, and detergents, making them safe for all dog types.

Stein Haven steinhaven.com steinhavenshf@gmail.com 705-288-2280

Pet Photo Assortment

Paw-fect wooden photo holders with adorable pet messages and paw prints.

burton + BURTON burtonandburton.com sales@burtonandburton.com 800-241-2094

Paws & Hearts Collection

Mix and match a wide selection of pet-themed packaging, from gift and shopping bags to gift wrap, ribbon, tissue, treat boxes, and more.

Nashville Wraps nashvillewraps.com joni@nashvillewraps.com | 800-547-9727

Open Farm Supplements for Dogs New, soft chew supplements are designed to cater to the needs of dogs at all stages of life. Comprised of 100% human-grade, non-GMO, and fully traceable ingredients.

Veterinarian-approved, NASC-certified, and made in the USA.

Open Farm openfarmpet.com Mandy@OpenFarmPet.com 833-399-3403 30 Smart Retailer MAY/JUNE 2022

Woof Pillow

Kantha pillow shaped like a bone.

Kalalou kalalou.com jmckay@kalalou.com 800-249-4229 (ext 121)

Dean Russo Sweet Poodle T-Shirt

New for summer! Pet-, aquatic-, and zoo-themed T-shirts from artist Dean Russo. Colorful and fun, these tees let you show off your love for animals in a bright and bold style.

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

Pawsitive Dog Bandana

Features hand-drawn art, slip-through collar design, and stitched-in hole for leash fastening so it won’t fall off. Easy to clean. Small/medium is designed to fit dogs of about 12-35 lbs.

All the Dogs Drink Tumbler

Keep beverages chilled with this insulated drink tumbler. Features hand-drawn illustrations. Doublewall, vacuum-insulated tumblers keep beverages cool and sweat free.

BPA, lead, and phthalate-free. FDA approved. California Prop 65 Certified.

About Face Designs aboutfacedesigns.com weborders@afdgifts.com 800-742-1766

Doggie Duo for the Mad Man’s Best Friend

Portable food storage system designed for discerning canines.

Mad Man mad-man.com support@mad-man.com 440-349-9933

Merry Catmas Metal Ornament Celebrate your pet with these fun and fancy felt collar slides. One size fits most. Acetate gift box.

Handmade by Thai craftspeople who earn a fair living wage, which helps support their families and communities.

CR Gibson crgibsonwholesale.com nichole.lasecki@DGamericas.com 800-243-6004

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

Rainbow Vibes Collar Slide

32 Smart Retailer MAY/JUNE 2022

PRODUCT SHOWCASE

Holiday Tree Catnip Toy. Don’t forget kitty this holiday season.

Alice’s Cottage

Hagerstown, Maryland alicescottage.com info@alicescottage.com 800-288-7977

“Your entire pet section can come from us! Treats, toys and useful gifts!” Made in the USA. North Woods Animal Treats Keene, NH northwoodsanimaltreats.com 877-692-6928

Handmade magnetic picture frame. For both cats and dogs.

Macone Clay

Meaningful Gifts for All Occasions.

The Vintage Pearl

Tulsa, Oklahoma tvpwholesale.com info@tvpwholesale.com 918-935-2728

Shell Lake, Wisconsin maconeclay.com sales@spoonercreek.com 800-850-8880 Ext. 22

Adopt a Sea Turtle

Global warming is having an impact on sea turtles’ environments, and marine plastics are causing their world population to drop drastically.

This adoption pack works with the People’s Trust for Endangered Species to help protect these gentle giants. 22.5" x 16" x 2.5".

Pet Tea Towel

Doggie Bath Bomb

burton + BURTON burtonandburton.com sales@burtonandburton.com 800-241-2094

Gift Republic Ltd. giftrepublic.com info@giftrepublic.com | 888-542-9926

Cream faux linen tea towel with appliqué, embroidered pet message, and paw print detailing.

Pamper a pooch with this fragranced bath bomb.

It’ll leave both you and your furry pal feeling relaxed and clean in no time.

www.smart-retailer.com 33

Greeting Cards & Gift Packaging Thinking of You Cards

Fun, colorful artwork is paired with uplifting sentiments and scripture to revere unforgettable moments. Each box contains 12 full-color cards and envelopes (three cards each of four designs) that are 6.625" x 4.75".

Divinity Boutique nicolebrayden.com mmann@nicolebrayden.com 440-349-9933

Gift a Block

The gift that doubles as a card. Offers variety of uniquely designed sentiments to bring joy, inspiration, peace, and comfort to those who need it most.

American made of wood. 5.2" x 5.25" x .75".

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

Quilled Birdhouse Tree Greeting Card

6" x 6" greeting card is handcrafted using the ancient paper art form of quilling.

Cards come with blank insert to write a personal message. Can be displayed as art, making them a treasured, keepsake gift.

Quilling Card, LLC quillingcard.com sales@quillingcard.com 508-405-2888

Gardening Birthday Card

A whimsical, hand-drawn greeting card wishing a happy birthday to your favorite green thumb.

Rosy Designs rosydesigns.faire.com sales@rosydesigns.com 778-883-6189

Animal Puns Note Card Set

Punny sentiments accompany vintagestyle farm animal designs on these unique note cards.

Primitives by Kathy primitivesbykathy.com Ldicostanzo@primitivesbykathy.com 866-295-2849 34 Smart Retailer MAY/JUNE 2022

Join us at the WESA Trade Show in Dallas, TX Where the Industry Meets August 25-28, 2022

Visit our website for more info: WESAtradeshow.com #WESAtradeshow

The WESA Trade Shows offer the most comprehensive trade experience for retailers of the Western/ English Industry.

Spread out over 30,000 square feet of exhibit space and featuring almost 600 product lines, WESA’s International Apparel and Equipment Markets are where the savvy retailers shop to be educated and inspired.

“Frame” Greeting Card

Beautifully printed, folded greeting card. Each is pearl coated and includes a white envelope. Inside says, “I don’t even believe myself when I say I’ll be ready in 5 minutes.”

Laura’s Musing laurasmusing.com laurasmusing@gmail.com 623-241-2294

Queen Bee Packaging

Bright yellows and bold bees are featured on this new collection, perfect for spring. Shop the entire Queen Bee collection that includes shopping bags, tissue paper, gift bags, gift wrapping paper, basket boxes, and more.

Nashville Wraps nashvillewraps.com info@nashvillewraps.com 800-547-9727

Birthday Cards

Printed on textured, premium paper. Accented with foil or glitter.

The simple, sincere messages are perfect for all occasions. Made in USA.

Gina B Designs ginabdesigns.com | ebrennan@ginabdesigns.com | 800-228-4856

Love Gnome Handmade Metal Pin on Card

Handmade metal pin on mailable art card. Made by Thai craftspeople who earn a fair living wage, which helps support their families and communities.

Joy Handmade Metal Pin on Card

Handmade metal pin on mailable art card. Made by Thai craftspeople who earn a fair living wage, which helps support their families and communities.

Pilgrim Imports, Inc. pilgrimimports.com pilgrimimports@aol.com 414-765-1200 36 Smart Retailer MAY/JUNE 2022

PRODUCT SHOWCASE

Lydia’s Land new Curly Q Quill cards unite quilling with sentiments.

Lydia’s Land

Saying a Lot with a Little Cardthartic

Lydia’s Land LLC Marlton, New Jersey lydiasland.com lydia@lydiasland.com 856-983 7258

Champaign, Illinois cardthartic.com sales@cardthartic.com 800-814-8145

Incidental Instants — Better Together

Polaroid-style card by Santoro is the perfect sentiment for your customers to send to loved ones on Valentine’s Day and anniversaries. Suitable for all ages, these cards can be sent year-round to mark special occasions in style.

Santoro London santoro-london.com mail@santoro-london.com (+44) 020 8781 1104

Wine Bags

Set of six wine bags with quirky sayings.

Kalalou kalalou.com jmckay@kalalou.com 800-249-4229 (ext 121)

Joyful Greeting Cards Printed on textured, premium paper. Accented with foil or glitter. The simple, sincere messages are perfect for all occasions. Made in USA.

Gina B Designs ginabdesigns.com ebrennan@ginabdesigns.com 800-228-4856

www.smart-retailer.com 37

Solving the Supply Chain Bottleneck

I

BY AMBER CHRISTIAN

n light of current world events, global supply chain concerns have stayed at the forefront of almost every industry.

Processes that were designed to cut the “waste” or slack out of systems have had to fall to the side, due to the inability to procure the materials needed to produce products. Once the pandemic arrived, the glorious supply chains became broken chains with links scattered everywhere.

Store owners are feeling their own pain. Laura Tucker, owner of Finders Keepers in Lewisville, Texas, shared, “I have purchased more items for our store in hopes that I will get at least half of what I ordered.”

Pam Hammond from The Paddington Family of Stores in Ashland, Oregon, shared her biggest frustrations, “Back orders, non-delivery, poor communication, surcharges, and high freight.”

Margaret Legut from The Wild Rose Elmhurst Hospital in Elmhurst, Illinois, noted, “When ordering products, everything seems to be out of stock. Or if it does not show out of stock, then months later, product shows up. I had Christmas products that just showed up in mid-March!”

The Pivot

The global supply chain meltdown has presented an opportunity to examine how products are sourced. Many shoppers have awakened to the importance of ethical sourcing and caring about the manufacturing process: How was it made, where was it made, and what is the carbon footprint?

Steve Banker with Forbes shared online last October, “Nearly 88 percent of survey respondents said when shopping after the pandemic, they will prioritize buying from companies that make it clear they have ethical sourcing strategies in place.”1 If you haven’t already made the pivot to new sources, now is the time to add some new perspectives and arm yourself with new tactics.

Emily Webb from Emily’s Garden in Quincy, California, observed, “Most things made in the USA from small vendors have been in stock. Anything from other countries seems to come in 3-month cycles.”

Adding handmade and Made in the USA to the mix is a great way to change things up: keep your store stocked, cut down on shortages and shipping problems.

“First, I will be working hard to find more Made In the USA products,” shared Nancy Figg of Country Corner & Craft Antique Mall in Chillicothe, Missouri. “I prefer made in the USA but when it comes to ‘décor,’ most of the mass-produced stuff is made in China... so that is a challenge. We are going back to our roots and have been making wreaths and upcycling vintage items and flipping used furniture. Our store is a mix of vintage and new products, so we have been filling heavily with vintage, which has been selling well for us.”

If you don’t have the option of making your own merchandise to sell, local handmade is the next best step. By connecting with local makers, you’re fueling your local economy and the people who live in your area.

Buying local handmade is putting the people back in the supply chain, and it may even be the cheaper option due to the jump in wholesale cost of merchandise and increased shipping costs. Also consider the opportunity cost of lost revenue when merchandise you ordered doesn’t arrive on time.

Next Steps

Get started by looking for potential handmade wholesale makers: • Check online websites, like Stockabl.com, where handmade makers sell wholesale.

• Ask your customers when they come in if they know of any handmade makers in the area.

• Attend a local art fair and talk to makers who may have the ability to provide stock for your store.

A look ahead to the next issue: Overcoming the shipping crisis.

How difficult has it been to obtain merchandise to sell for your store?

0 = not at all difficult.

10 = extremely difficult.

65% of respondents shared that they have been experiencing difficulty obtaining merchandise for their shop.

38 Smart Retailer MAY/JUNE 2022

1

bit.ly/EthSourc-Forbes

Amber Christian is a consultant, entrepreneur, and owner of Stockabl. She bought Stockabl to support her passion for makers, artisans, and independent retail business. She uses her technology background to create innovative new solutions to support buying local and small businesses. She welcomes you to connect with Stockabl on Instagram at @shopstockabl.

SMART RETAILER

HELPING

om tailer.c mart-re www.s

$6.95

SUCCEE

D as eg ket s V ar La er M w

LES &

m ie Sum Prev

TS/HO

ME DÉ

AS PREV

& SCENTS/H

LAS VEG

Calendar

SCEN

CANDLES

DÉCOR/

2M022 arketing

CAND

/HOME

AS VEG

OME DÉCO

COR/L

IEW

AS PRE VIEW ST/SEP TEMBER e 27, Nu Volum 2019 •

PTEMBER 2019

ber 6 27, Num

AUGUST/SE

• Volume

AUGU

BER 2019

EW

/SEPTEM

R/LAS VEGA S PREVI

AUGUST

USA RUA ailer FEB

T BUSINESS

RY 2021

mber 6

• Volume 27, Number 6

2021

Farmhous & Primitiv e e 1 Smart Reta

iler FEBRUARY

OOK FACEIBVE L TRICKS TIPS &

art 1 Sm

Retailer

EED SUCC

HOMEOME: TH E SW NEDLES, DÉCOR

ER

& SCENTS

Snapshot Award Winners

MADE IN

• R 2021 PTEMBE

NESS T BUSI

CA

HELPING YOU R GIF

& Atlanta as Las Veg t Marke t Produc s w Previe

Atlanta Market

Ret 1 Smart

FEBRUARY

JANUARY 2022 • $6.9 5

-retailer.com

CANDLES

Preview

oaps, Salv cents & Moes, re

mart Retailer

T RETAIL

SUCCEED

T/SE AUGUS

www.smart

T BUSINESS

2022 Winter Sho w s Lift Sale With p -U p Po Shops

GIF G YOUR HELPIN

LER

r.com rt-retaile www.sma

www.sm

HELPING YOU R GIF

SUCCEED

SMART RETAI

LER

2021 • $6.9 5

S BUSINES

SMAR

SMART RETAI

DECEMBER

FT YOUR GI

lry gs, Jewe Handba Accessories n io h & Fas

.95 21 • $6 MBER 20 R/NOVE OCTOBE

FEBRU

2021

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

Did you know that you can subscribe for

FREE? www.smart-retailer.com 855-367-4819

21 ARY 20

EN

& KITCH

www.smart-retailer.com 41

Succession Planning Preparing to Sell Your Business: Part 2

P

BY NICOLE LEINBACH REYHLE

reparing to transfer your business can be a daunting process but it will be less so with proper advance planning. In Part One of this two-part series, we looked at the importance of starting the planning process early, determining your reason for selling, understanding your business revenue and profit, and accurately estimating the value of your business. Additionally, we shared insight about the value of external support during the succession process and resources to consider using. Having these details confidently in place can help you move ahead with the next steps in succession planning.

42 Smart Retailer MAY/JUNE 2022

Come Explore

GIFT With Us

Experience the summer’s biggest in-person buying opportunity featuring thousands of lines across all categories of Gift and Lifestyle. We’re here to connect you with new vendors and the latest product introductions.

Showrooms: July 12–18, 2022 Temporaries: July 13 –17, 2022 Learn More and Pre-Register at AtlantaMarket.com/Gift

PRODUCT SOURCED FROM: ILLUME, IV YSTONE, SCHAUBEN & CO. TO THE TRADE | © 2022 International Market Centers, LLC

@AmericasMartATL | #AtlMkt

Part Two further explains how to prepare small- to mid-size businesses for succession, including developing a realistic succession timeline, preparing for unexpected challenges, deciding if you’re willing to be a consultant after the transfer, and evaluating your business from an objective perspective.

Develop a Realistic Timeline

The moving parts of any business are complex, but as you approach succession, they become even more dynamic. Having up-to-date customer contact details, accurate financials, detailed written business procedures, and past tax records will be among the necessary details needed for a business sale. Keeping this in mind, how prepared are you to provide these details should a potential successor knock on your door tomorrow?

To help speed the process and reduce friction, ask yourself the following questions: • Are you preparing for an exit?

• Are you preparing for growth instead?

• Are you working towards both growth and an exit?

• Is your health an underlying reason to sell sooner than later?

• What other variables may contribute to your timeline of succession?

• What is your goal for a date to sell?

• Do you have a firm date for when you want to have the sale completed?

• Are you prepared to look for multiple buyers, or are you willing to negotiate on the first offer only?

Consider Being a Consultant After the Sale

As part of the succession process, many owners are asked to become advisers or consultants to the new owners of their business once it has sold. This can be shaped in a variety of ways, but often it includes having a one- or two-year commitment to advising the new owners as they transition in their leadership of the business. For some, this may mean working a specific number of hours per week, while for others it may be an “as-needed” commitment. Serving as an adviser can provide the satisfaction of nurturing the hard work you’ve invested in the business and passing on your passion to help others keep it alive and thriving.

Tackling tough decisions and conversations in advance is a smart approach to succession planning.

Once you’ve considered these factors, you can begin to build a framework to help ensure a smooth transfer. To do this, you’ll need to create a checklist with deadlines for each item to break this complex task into more manageable, less intimidating steps.

Prepare for the Unexpected

While you’re gathering the necessary paperwork and files for succession, you should also prepare for the unexpected. In the event of your death or a change of heart in selling your business, what will the next steps be? These are details your attorney can — and should — outline in your succession contract. After all, if the pandemic reminded us of anything, it’s that the unexpected can and often does happen. Thus, be sure you have clear directions in your succession plans and official paperwork of what will happen if the unexpected occurs. This will save time, stress, and even money in case something unplanned does happen.

Consider the following contingencies: • If you die, who will take over the business decisions?

• How will unexpected disputes be resolved?

• What timeframe will be applied to unexpected issues to keep them moving ahead in succession process? For example, seven days or 30 days to come to an agreement.

Tackling tough decisions and conversations in advance is a smart approach to succession planning. Although you may hope to avoid unexpected events, being prepared is an essential step in the planning process.

44 Smart Retailer MAY/JUNE 2022

Evaluate Your Business From an Objective, Outside Perspective

Running a small business isn’t all about making impersonal decisions based on facts, numbers, and data. In reality, many emotions are involved in both operating and selling a business. Understanding these emotions is an important part of the succession experience, and one to constantly keep in mind as you move ahead with your plans.

Take into account the following questions regarding emotional factors: • Are you emotionally prepared to let go of your business responsibilities?

• Do you care if the business is sold to someone you don’t know?

• Will you be financially secure without your business?

• What worries you the most about not owning your business anymore?

• Do you have ideas on how to pass your time once your business is sold?

Challenge yourself to be authentic and realistic with answering these questions and even expanding on them in your own evaluation process. When you prepare for both the subjective emotional and the objective business aspects of your decisionmaking, the process will become easier and less stressful.

Conclusion

Creating a business succession plan is exciting, yet scary. It’s rewarding, yet overwhelming. It’s confusing, yet full of opportunities. There is much to take into account, yet so much to look forward to. Having a strategic plan in place will help you reach your succession goals on the timeline you prefer. Just remember … keeping this plan on track may feel challenging at times, but with perseverance, you can stay on course, even if you make a few wrong turns along the way.

Well-known businessman and author Hal Shelton once said, “Companies are bought, not sold.” As you prepare to exit, keep buyers in mind so they want to purchase your business and will respect it once it’s in their hands. This will help make it a rewarding experience for both buyer and seller and will be one you can be proud of once it’s completed.

classic vegin an

4437 Park Drive Suite C Norcross, GA 30093 470-395-4822 info@BUFORDWHOLESALE.com

www.bufordwholesale.com

BUSINESSBRIEFS

BY SARAH HOBAN

Sealed With a Note

Of course you appreciate the support — and business — from customers. But sometimes a little love is nice, too.

To celebrate Valentine’s Day this year, Red Wing [Minnesota] Downtown Main Street declared February its Love Local Love Note month.

Customers were invited to write online love notes to their favorite downtown businesses. The Main Street group printed up the missives, delivered them to the lucky businesses, and arranged a display of them in the windows of two downtown businesses.

A total of 64 notes were submitted; the first 15 customers to submit received a small gift in the mail from Downtown Main Street as a thank you for their support of local businesses. And the businesses also wrote love notes to their customers.

“This promotion was so fun — we would absolutely do this again,” said Angela Frechette, Downtown Main Street’s office and events coordinator. “It is a great way to help the community express their love without asking them to spend dollars. It fills another kind of bank account during times when the emotional connection is so vital.”

MOTIVATING MANAGEMENT

“Managing people doesn’t have to be a dreaded task,” said entrepreneur Irakli Litanishvili. “The true measure of an entrepreneur is not just in their business ideas, but how they gather a team and motivate them over the long haul.”

Writing on forbes.com, Litanishvili encourages getting to know your staff well to help foster loyalty and build connections. His recommendations for business owners include: · Make it a priority to spend quality time with your team. “I don’t do this to be nosy or pry,” said Litanishvili. “I communicate with my staff because I want to know about them and understand their situation in life…. Work is where my staff spends a considerable chunk of time, so they should get as much as possible out of their time.” · As you get to know your employees, it becomes easier to match their work with their passion and skills, whenever possible. This can be motivating and can even result in innovation and new ideas. · Find a way to encourage honest feedback.

Some employees may not be open about improvements or new plans if they’re afraid of repercussions. You can always ask for anonymous input, but you can also encourage feedback by implementing their suggestions and ideas on an ongoing basis.

46 Smart Retailer MAY/JUNE 2022

Asking for E-commerce Help The uptick in online retailing during COVID-19 left many small retailers scrambling to improve their websites and e-commerce capabilities.

Unfortunately, lack of technical skills and money often made such improvements difficult.

To help give small retailers a step up, the American Booksellers Association launched an initiative petitioning Congress to create an e-commerce assistance program to help small retailers build or improve their e-commerce sites. The pandemic, said the ABA, “caused a massive shift in consumer behavior where customers now expect all retailers to offer a modern online shopping experience with curbside pickup and low-cost or free delivery. To respond to this shift, and best serve their communities, independent retailers need sufficient access to capital and training in topic areas like cybersecurity, technical assistance, and online marketing.”

The petition specifically requests that such a program offer grants to hire expertise or buy equipment; a training program that includes information on online marketing and cybersecurity; and links to local resources, including the Small Business Administration.

The petition is available on the ABA’s website at bookweb.org/advocacy.

You don’t have to be a bookseller to sign.

Now

Open

JanMichaels

Showing in:

Market

ATLANTA

M-F

BLDG 2 - 759A

700

N

8:30-5

Hanover

Elizabethtown,

St PA

17022 717-366-4641

cash

and

carry

warehouse Farmhouse Framed Art, Candles, Apparel, Home Accents, Furniture, Displays, Wall and Floor Decor, Florals, Farmhouse - Vintage - Boho Urban- Modern

Home

of:

JanMichaels art

+

home

Shop with us Online at JanMichaelsArtandHome.com 717-342-2499 info@janmichaelsartandhome.com

BUSINESSBRIEFS

BY SARAH HOBAN

Small Towns, BIG HOPES

One fallout from the pandemic may bring a boost to the economies of small and rural towns — and their businesses. The website Small Biz Survival has noted its top five 2022 small town trends, which include the arrival of new residents and an increase in entrepreneurship.

The population shift has been aided by the ability to work remotely (the site notes the rise of “Zoom Towns”), and urban and suburban residents seeking a less-hectic lifestyle, along with lower housing costs. “The real trend isn’t an explosive exodus from major tech and population centers,” said Small Biz Survival, “but the more subtle diffusion of opportunities to a broader swath of places.” As new residents arrive, economic development follows, and small towns can be nimble as they focus on local supply chains and small makers and manufacturers. Many smaller towns also offer in-place infrastructure and walkable downtowns for budding businesses.

Challenges still exist; many towns still need to increase their broadband access, and some may need to increase their housing stock.

To see other trends — or to watch a more detailed video report from Becky McCray and Deb Brown, co-founders of SaveYour.Town, who compiled the trends — go to bit.ly/SBS-Trends.

Navigators to Help Small Businesses Find Their Way

The Small Business Administration has initiated the Community Navigator Pilot Program that’s designed to help underrepresented and underserved entrepreneurs access programs to recover, grow, or start businesses. The program works on a hub-and-spoke structure; money will fund 51 regional organizations that work with local community groups to improve access to SBA and government resources.

Assistance will include such areas as access to capital, marketing and business development, and industry-specific training.

For more information on the programs, including a list of hub organizations and eligibility information, visit the SBA’s website at bit.ly/ SBA-CommNav. 48 Smart Retailer MAY/JUNE 2022

“The historic buildings, one-of-a-kind neighborhoods, and special landscapes of America are a resource to both the economy and the psychology of our country. We can grow without destroying more of the places that people love. The landscapes and special townscapes of America are worth preserving not just because they are fragile, beautiful, and valuable, but because they are emblematic of what makes America special.”

—ED MCMAHON, CHAIRMAN EMERITUS OF MAIN STREET AMERICA AND A SENIOR FELLOW AT THE URBAN LAND INSTITUTE, ON MAINSTREET.ORG.

www.smart-retailer.com 49

Tips & Tricks for Sourcing

Online T

BY MARY S. MOORE

hanks to B2B e-commerce platforms, sourcing for your store has never been easier!

Buyers and sellers can connect —anytime and everywhere — allowing you to discover and buy when it’s most convenient.

As you get started on platforms like JuniperMarket powered by IMC, here are some suggestions for making the most of 24/7 marketplace access.

Be in it to Win it Begin by opening an account and be as specific as possible in establishing your online profile. While you can browse products as a visitor, an account will unlock wholesale pricing and rich product information. Account holders also receive early notification about exclusive member-only buying events, which may offer preferred pricing, vendor incentives, or cash-back on orders.

JuniperMarket’s unique buyer registration process mirrors IMC’s physical market standards, which helps maintain the wholesale integrity of the platform.

50 Smart Retailer MAY/JUNE 2022

Access to Leading Brands and Something New It’s difficult to see everything in just a few days at a physical market, and B2B e-commerce platforms offer an opportunity to continue buying between markets. JuniperMarket features leading brands side-by-side with new and innovative brands, allowing you to curate unique assortments.

Whether you’re looking for proven best sellers, or searching for something new, digital markets let you shop and source whenever it’s most convenient for you. Consider selection, as well as ease and convenience, when choosing a digital market.

Check-Out Convenience and Buy Now, Pay Later

Relationships Are Key

Digital markets let you shop from many vendors and manage orders and credit lines across multiple brands. This allows you to see (and budget for) everything you are ordering in one place. Take advantage of credit and payment options offered by platforms to manage your cash flow.

With JuniperMarket, you can fill your cart with products from multiple vendors and check-out separately with each brand, using your negotiated terms. JuniperCredit lets you choose how — and when — to pay for online orders with net 60 terms from authorized sellers, and its easy, online application is linked to the registration process, so you can apply before you’re ready to buy.

Sales reps are in-person, direct links to a brand, providing in-store product training and support, sales and merchandising advice, and more.

Look for a platform that maintains that all-important retailer-rep relationship.

One of JuniperMarket’s most unique features is the connectivity and transparency between sales agencies, sales reps, and brands. You can connect and work with your established rep and choose whether to purchase from the brand or the agency when you are ready to buy.

Organization and Flexibility Use platform tools like “Favorites” and “Boards” to keep track of products you love as you explore millions of SKUs, and to organize products for holidays and occasions (or just as everyday staples). To simplify reordering, create a “store staples” board for quick access to your consistent best-sellers and use your order history on the platform to reconnect and replenish depleted inventory. JuniperMarket’s boards are sharable — with or without pricing shown — which allows you to solicit real-time feedback from your team or a special customer before buying and order history is accessible either by brand or by product.

With 27+ years retail experience, Mary S. Moore understands and appreciates the relationship between markets, vendors, sales representatives, and retailers. She owns The Cook’s Warehouse in Atlanta and has been in e-commerce for more than 16 years. She joined IMC in 2020 to assist with the launch of Juniper, a new digital marketplace and suite of sales automation software. In 2021, her role broadened from the digital to the physical, including oversight of buyer engagement for IMC’s Atlanta and Las Vegas Markets. www.smart-retailer.com 51

DISPLAY&DESIGN

BY AMY MEADOWS

Fill in the Blanks

P

erhaps you’ve been stymied by recent supply-chain glitches, or you’ve encountered the annual postholiday, empty-shelves dilemma. Regardless of the reason, low inventory — and the resulting merchandise gaps on fixtures or in displays — are a headache. Should you embrace the empty space? Yes. Should you look for filler to avoid empty spaces? Yes to that as well.

The upper reaches of cabinetry or slatwalls aren’t really intended for full-on merchandising. Instead, large-scale graphics (product as shown, or departmental art/signage) help the customer focus on items at eye level.

Nesting tables provide great flexibility for product display. With high inventory levels, the two tabletops (and floor as needed) provide ample surfaces for merchandise. As it sells through, remove items from the floor, slide the smaller table beneath, and concentrate on the taller unit.

52 Smart Retailer MAY/JUNE 2022

PHOTO COURTESY OF SPRUCE ON MAIN (WWW.SPRUCEONMAIN.COM)

Less Is More

Studies continue to show that when consumers see merchandise in multiples and in crowded fixtures, their reaction is negative. But fewer duplicated items, with more room to breathe, conveys that the merchandise displayed is special, likely to sell through quickly, and should be purchased right away. Crowded shelves and items in quantity scream “discount” to the average consumer.

That doesn’t mean, however, that fixtures lightly sprinkled with merchandise are necessarily sales drivers. While many of last year’s shipping and delivery difficulties have been resolved, a steady arrival of goods means a constant need to rotate merchandise throughout your store. An informal survey of visual merchandisers, shop owners, and buyers elicited the following replies:

PHOTO COURTESY OF STUMBLE & RELISH (STUMBLEANDRELISH.COM)

“Puzzles! We’ve been filling the empty shelves with puzzles!”

Puzzles and books are flexible. They can be merchandised with the spine or lid-edge facing out or spun to fully face front as space allows. You can also look at reducing the number of rows per surface, shortening stacks, and adding risers.

empty shelves and driving business. Nicely printed and framed signs are terrific ways to share stories about the artist or a specific product currently in stock or items on backorder. Educate the customer, build shopper engagement, and make the fixture look a tad less forlorn.

Let Them Breathe

“Plants and large-scale planters are saving the day.”

Plants, fresh flowers, and even vases of branches, add color and texture. The biophilic design trend continues its impact on décor and product development. Within your shop’s footprint, choose a single type of plant or flower (succulents, branches, or potted annuals) that will work throughout the entire shop. Maintain consistency with height, color, and containers.

There’s no rule that says you need to have merchandise on every available surface. If anything, the opposite is true.

Shoppers’ eyes seek blank areas to rest, absorb, and process visual information. Some stores are full, while others are overwhelming and chaotic. Don’t be that store.

Look for breathing room along your shelves, tables, and within the overall layout. Where feasible, widen your aisles. Do you have nesting tables? When products are running low on them, combine what’s left on the larger one and move the smaller table underneath the larger one.

“Double-exposing inventory, using larger graphics, and reducing the fixture footprint have helped us.”

Double-exposing specific inventory items or categories is a divide-and-conquer strategy. Be intentional, don’t just randomly scatter products throughout the store. Find an additional area in a nonadjacent zone. You might offer extra product as an impulse item at the point-of-sale or as a featured item near the restrooms or dressing rooms. Avoid double-exposure of full-price merchandise in a markdown area.

PHOTO COURTESY OF FOURSIDED (FOURSIDED.COM)

“We buy from as many local vendors and artists as we can. In some cases, this was an opportunity for them to showcase new products.”

Here’s another great opportunity for reducing

Simple elevation methods such as cake plates, stacked books, or boxes can add visual interest as well as height, adding visual emphasis and volume to a shelf, table, or showcase.

Sign up online at www.smart-retailer.com or call 855-367-4819 to receive your FREE subscription. www.smart-retailer.com 53

DISPLAY&DESIGN PHOTO COURTESY OF FOURSIDED (FOURSIDED.COM)

BY AMY MEADOWS

Share the Space

This could be the perfect opportunity to test-drive a possible collaboration or provide your customers with an opportunity to learn about a local organization, fundraising effort, or upcoming event. Although this might not bring in additional sales revenue, it will reinforce your standing as a good neighbor and supportive community member.

Embellish

If plants and flowers aren’t a good fit for your store interior and individual display areas, consider enhancing your visuals with props. Vintage suitcases, cake stands, and stacked books are easy, effective ways to add height and color while adding a bit of filler.

There are two strategies at play here. First, the use of trunks as risers, which can also provide storage, and second, the close clustering of globes. They’re not scattered throughout the shop but, rather, gathered to create immediate impact in the front window.

If you have hutches and armoires, skip product placement on the highest shelf and those closest to the floor. Use the upper area for a decorative vignette or signage, which also draws the customer’s eye further into the store along the perimeter.

Slat wall areas can be simplified. The beauty of a slat wall is that you can scoot entire wall Puzzles and games aren’t only for family fun … they do an excellent job of anchoring tables configurations up one or two grooves, and that and shelves with heft and eye-catching graphics. modest realignment makes the wall look brand new.

If you can no longer justify the space needed for longer rods for hanging clothes at shoulder height, switch to waterfalls. Longer glass shelves can be switched with shorter ones. As with hutches and armoires, remove the topmost Have an interesting display to items and hardware. share? Or a question about visual If you’re planning any changes in floor layout, fixture merchandising strategies for your placement, or slat wall configuration, I recommend you map business or your district? Visit it out in advance. Use either paper or painter’s tape to mark www.windowsmatter.com for boundaries and tentative locations. It takes a little extra time, but more information. it’s nothing compared to the time spent undoing everything later if your guesstimate doesn’t work!

54 Smart Retailer MAY/JUNE 2022

PHOTO COURTESY OF STUMBLE & RELISH (STUMBLEANDRELISH.COM)

What other solutions have you implemented? I’m eager to hear your successes!

Unique Gifts Company proudly presents Lighted Canvas starting at $3.00 each.

Call (724) 873-9100 or visit www.uniquegiftco.com for a full color catalog.

The Warehouse at Paxton, LLC Monday - Friday 9a.m. - 5p.m.

131 N Railroad Ave. Paxton, IL 60957 217-379-7033 askus@thewarehouse.website @thewarehouseatpaxton www.thewarehouse.website

Our 3 unique buildings give you an opportunity to shop over 100 different vendors all in one trip!

Fall Open House Dates: June 13 July 25 September 19

www.smart-retailer.com 55

RETAILERSPOTLIGHT

BY DAN BROWNELL

“We celebrated 40 years in business on April 1, 2022, and not only are we still standing, we’re thriving!”

Three Generations of Sisters Build a Legacy Store

W

hen sisters Karen Ganz and Darlene Feser Owner K opened Sentimental ris Hast Journey in Washington, Illinois, in and Kris’s daug en (center) holding Sentimen hters, Lau tal Journ ren (left) April 1982, they had no idea that ey ’s 202 and Kate 2 Outsta lyn (right) nding Bu . their store would become such an siness Aw ard important landmark in the town and still be booming nearly 40 Washington Square, did some renoone set of sisters to the next generayears later. It all began when the vations, and named the new shop tion of sisters. two women wanted to open a retail in honor of their deceased parents, “I attended the first gift show store to help revitalize their dying whose favorite song was “Sentimenwith my mom and aunt in Chicago downtown square and decided on a tal Journey.” and began working for them when specialty boutique. They purchased Karen and Darlene were novices I graduated from college in May the old Cilco Electric building on in the retail business, though, as 1982 right after we opened,” Kris both had been nurses. Realizing said. “I fell in love with it from the their inexperience, they thought it beginning. I just couldn’t give it up. would be appropriate to open April I loved retail. I loved the people, I 1. “It was kind of an inside joke,” loved going to markets, and I loved said current owner Kris Hasten. the challenge of finding new prod“My mother and aunt were still ucts. My sister and I reinvented the stocking the store with the windows covered up when my mom thought that, since they really had no idea what they were doing, it would be fitting to open on April Fool’s Day. So they tore down the window paper and opened the door.”

Creating a Family Legacy

By 1995, both Karen and Darlene, had retired and moved to California. Karen’s daughter, Kris Hasten, who had worked at the store since its opening in 1982, talked her sister, Shelly Hines, a teacher and a stay-at-home mom at the time, into buying the store from their mom and aunt. So, in September 1995, Sentimental Journey passed from 56 Smart Retailer MAY/JUNE 2022

Set a Spooktacular Scene

www.smart-retailer.com 57

store by stepping out of the box and trying new things. If it was a really ‘out there’ product, we would try it in small quantities and see how it went. We had a great time raising our children and running the store together for 15 years.

“After the 2008 economic downturn, my sister decided to pursue a different career path. She still accompanied me to markets and helped at the store until I was comfortable running it on my own. Since 2010, I have been the sole owner. After I bought out my sister, I invested heavily in the popular Vera Bradley line. It really boosted store sales and expanded our age group of customers. We began having many younger shoppers and their moms visiting our store and seeing all we had to offer. We continue working hard to remain at the forefront of up-and-coming trends and new products that meet the needs of our expanding customer base.

“My husband helps with the bookkeeping and payroll. My daughters Katelyn and Lauren have worked at the shop since they were kids. Now adults, they continue the sisters-in-business tradition and work at the store with me, as well as attending markets. Like each generation of sisters, they have brought their own style and flair to the shop and have been instrumental in bringing the shop into the internet age with social media, website development, and online sales and display sets.”

58 Smart Retailer MAY/JUNE 2022

Left to right: Lauren Joop (owner’s daughter), Katelyn Arnold (owner’s daughter), Kris Hasten (owner), Shelly Hines (owner’s sister), and Karen Ganz (owner’s mother).

Changing With the Times

Through the years, Sentimental Journey has continued to change. The original store featured Amish-built furniture, home decorating accessories, country accents, candles, children’s clothes, and penny candy, but as the years passed, they added collectibles to their inventory. Kris strives to bring in new and trending gifts, along with the tried and true, she has sold for many years.

“We have evolved through the years with new and on-trend merchandise,” Kris said. “Collectibles carried us in the early ’90s. Beanie Babies were the mid-’90s craze that allowed us to update our POS and phone system. In the early 2000s, we added more pictures and home décor. In the 2010s, we brought in Vera Bradley, and in 2013, Alex and Ani jewelry.

“In 2016, we stepped out of our box again and decided to bring in a DIY product with the leading chalk paint in the country, Annie Sloan Chalk Paint.

We trained in New Orleans with the product and began teaching classes.

Customers loved the hands-on classes until

COVID-19 hit and we had to discontinue classes. In the past couple of years, we have expanded our children’s, jewelry, and home décor sections of the store. We’re always looking for new products.”

Exciting Products for Everyone

Kris makes sure the store carries what customers are looking for, so there’s something for everyone. “We carry inspirational and faith-based products, tabletop and home décor, jewelry and fashion accessories, baby, bath and body, candles, and seasonal boutique clothing,” she said.

“Some of our prominent lines include Mudpie, Nora Fleming, Simply Southern, Ronaldo Jewelry, Annie Sloan Chalk Paint, Isabel Bloom, Vera Bradley, and Corkcicle.”

Shoppers at the store love the constant flow of new merchandise. “Our customers always comment about how excited they are to see what we found at a gift show.

Our big picture window, decorated by my daughter, tends to draw people into the

VJ Studio PO Box 2857, Branchville, NJ 07826 phone/fax: (973) 948-0093 email: sales@vjstudiosigns.com www.vjstudiosigns.com

Simply Decadent Turtle Brownies

made with Turtle Cheesecake Cheeseball & Dessert Mix

1.888.427.3235 • www.windandwillow.com •

/windandwillowfoods www.smart-retailer.com 59

store as well. It catches their eye, and we often sell half our window merchandise within a couple of weeks. We highlight merchandise daily on social media posts and stories, which brings people in to purchase the cute item that they just saw posted.

“We try our best to carry many made-in-America products,” Kris added.

“We also carry many personalized gifts, especially hand-lettered ornaments at Christmas time.”

Overcoming Hurdles

Running a store hasn’t been easy, though. Kris faced several more major challenges after overcoming the 2008 crash, including a devastating tornado.

“An EF4 tornado struck our town in 2013,” Kris said. “More than 1,000 homes were lost, and in our small town of about 15,000 people, that was significant.

Suddenly, gifts were the furthest thing from our customers’ minds and ours as well. Our store sustained minimal damage, 60 Smart Retailer MAY/JUNE 2022

but three of our 10 employees lost their homes and the homes of two others sustained severe damage. We reached out to many of our vendors to see if they could help supply care and household items for many of our customers, such as slippers and bath and body products. For about two years after the tornado, we went heavier into home décor and accessories as people rebuilt their homes and needed to furnish and decorate. Our town has healed from the tornado, but we’re all stronger and more focused on shopping local because of it.”

Then came 2019, and Kris had to deal with the pandemic, but she rallied to make the best of a bad situation.

“While we were closed, we made use of our time by painting and updating our furniture and display pieces in the store,” she said. “We also updated our website so we could take advantage of e-commerce while we were closed. We ship anywhere in the United States, so that has expanded our potential reach. We continued to do

personal shopping via Facetime and social media chats and did a lot with curbside pickup. Our online traffic has picked up since then, which is a positive thing to come out of the pandemic. And we qualified for a PPP loan, which helped retain our employees during the shutdown.”

Providing Top-Notch Customer Service

Kris loves her customers and the personal connection with them, so she goes out of her way to make sure she meets their needs. “We do a lot of special orders.

If we carry the line but a customer doesn’t see the product they want, we’ll order it specifically for them,” she said. “Before the pandemic, we were able to teach interactive chalk paint classes to accompany our Annie Sloan Chalk Paint products.

Customers loved getting to learn specific finishes and work with the products.

Those classes haven’t yet reconvened, but we have trained staff to help individually with projects.”

22_0585_Smart_Retailer_MAY_JUN Mod: March 9, 2022 9:05 AM Print: 03/11/22 4:31:28 PM page 1 v7

π SHIPPING SUPPLY SPECIALISTS

900 WAYS TO PROTECT YOUR SHIPMENT

COMPLETE CATALOG

1-800-295-5510

uline.com

Gourmet Wine Slush Mix

Just Add Wine or Alcohol

H&T Gourmet Products

4905 Long Ave, White Bear Lake, MN 55110 651-283-7977 • ht.llc5102@gmail.com

bitchbagdrinks.com

Old Town Soap Co.

oldtownsoapco.com 704-859-1233 wholesale@oldtownsoapco.com Handcrafted in Landis, North Carolina

www.smart-retailer.com 61

Connecting With the Community

Kris doesn’t stop at just pleasing individual customers. She’s deeply invested in her community and wants Sentimental Journey to continue contributing to the long-term vitality of the area.

“Our roots run deep, and we work hard to meet the diverse interests of our community through numerous special events on our historic town square,” she said. “We connect with our community in a wide variety of ways from special events to contributing products for school fundraisers and activities. I also was on a board for 11 years as we raised funds and built a $23 million community center in our town that includes an indoor swimming pool, banquet facility, fitness center, 1,100-seat auditorium, and public library. For the last three years, I’ve co-chaired the Washington Food Pantry Garden to provide fresh produce to local food pantries for our neighbors in need. I also serve on our Chamber of Commerce Board as well as leading the Specialty Shop Organization for our local town square businesses.

“Throughout the year, we put on community events on our historic town square that involve other local specialty shops. As the weather and season allow, we have food trucks, live music, and weekly activities. We also have three large seasonal events, our Autumn Fest in the fall, and our Holiday Open House and a Candlelight Stroll at the start of the holiday shopping season.”

Looking Forward

“We celebrated 40 years in business on April 1, 2022, which is amazing in the small business world,” Kris said. “We’ve been through it all, and not only are we still standing, we’re thriving! We’re also on the cusp of the third generation taking over, which is such a fun and exciting feat as well.”

To top it off, Sentimental Journey was just awarded the Outstanding Business Award for 2022. As part of the award, the Chamber of Commerce produced a professional video showcasing the store.

You can view it on the store’s website at shopsentimentaljourney.com.

62 Smart Retailer MAY/JUNE 2022

FACTS AT A GLANCE Business Name: Sentimental Journey

Other Digital Marketing: Email

Location: 123 Washington Square, Washington, IL 61571

POS System: QuickBooks Pro POS

Website: shopsentimentaljourney.com Phone: 309-444-7355 Employees: 11 Sq. Ft.: 2,500 Social Media: Instagram and Facebook

Trade Shows Attended: Atlanta Market twice a year. In past years, Las Vegas, Dallas, Chicago, California Product Categories: Gifts & home décor; jewelry; bath & body; baby; inspirational; tabletop; stationery; Annie Sloan Chalk Paint

SOOTHE THE BODY AND LIFT THE SOUL WITH PRODUCTS MADE WITH LOVE!

Comfort, soothe, relax, support, restore: meditation cushions, yoga bolsters, buckwheat pillows HANDMADE IN US. DEEP BREATH DESIGNS, LLC WWW.DEEPBREATHDESIGNS.COM

The Grecian Soap Company can increase your sales with products not found anywhere else!

From premium goats milk & olive oil soaps to organic goats milk lotions, we offer unique items that customers love. Several countertop displays are also available. All handmade in the USA!

www.greciansoap.com 951-339-8661

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

www.smart-retailer.com 63

TR A DE SHOW C A L EN D A R 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.

MAY 2022

JULY 2022

Northern Michigan Gift & Souvenir Show..................................................... 1-3

Mid-South Jewelry and Accessories Fair................................. 8-10

MEMPHIS, TN

GAYLORD, MI

nmgiftshow.com

helenbrett.com

ATLANTA, GA

Atlanta Summer Market.............12-18

AmericasMart®Atlanta Spring Cash & Carry....................................... 3-5 americasmart.com LAS VEGAS, NV

ABC Kids Expo....................................9-11 theabcshow.com

NEW ORLEANS, LA

International Jewelry and Merchandise Show...........................12-15 helenbrett.com

LAS VEGAS, NV

ATLANTA, GA

americasmart.com See ad on page 43 CHICAGO, IL

Casual Market Chicago.................. 19-22 casualmarket.com SEATTLE, WA

Seattle Mart Summer Show............ 19-23 seattlemart.com DALLAS, TX

Dallas Total Home & Gift Market... 21-23 dallasmarketcenter.com LAS VEGAS, NV

NEW YORK, NY

NY Now Summer Market................14-17 nynow.com

SPRINGFIELD, OH

The Buyers Cash & Carry...................... 17 marketsquareshows.com NEW ORLEANS, LA

New Orleans Gift and Jewelry Show..................................................18-21 helenbrett.com

LAS VEGAS, NV

ASD Las Vegas Summer Market..... 21-24 asdonline.com

LAS VEGAS, NV

SuperZoo..........................................23-25 superzoo.org DALLAS, TX

Dallas Apparel & Accessories Market..............................................23-26

Licensing Expo 2022 Live & Online....................................24-26

2022 Summer Las Vegas Market...24-28

dallasmarketcenter.com

See ad on page 65

WESA Trade Show.....................25-28

JUNE 2022

MinneapolisMART Gift, Home & Accessory Show.................... 29-AUG2

licensingexpo.com

lasvegasmarket.com

DALLAS, TX

MINNETONKA, MN

wesatradeshow.com

LIVONIA, MI

mplsmart.com

Louisville Gift Show - CANCELED........ 28

Metro-Michigan Women’s Wear Market.................................................. 5-6

LEXINGTON, KY

silverliningshows.com PHILADELPHIA, PA

Kentucky Bluegrass Buyer’s Market........................................31-AUG1 silverliningshows.com

Mid-Atlantic Mart June Showcase..... 8-9

AUGUST 2022

midatlanticmart.com ATLANTA, GA

ATLANTA, GA

June Atlanta Apparel..........................8-11

August Atlanta Apparel....................... 2-6

LAS VEGAS, NV

WILMINGTON, OH

americasmart.com

Summer Fancy Food Show..............12-14 specialtyfood.com LONG BEACH, CA

ASTRA’s Marketplace & Academy.. 12-15 marketplaceandacademy.org DALLAS, TX

Dallas Apparel & Accessories Market...............................................14-17 dallasmarketcenter.com GREENSBORO, NC

Greensboro Gift & Jewelry Show.. 17-19 gtshows.com DALLAS, TX

Dallas Total Home & Gift Market...22-28 dallasmarketcenter.com MINNETONKA, MN

MinneapolisMART Gift, Home & Accessory Show..............................26-28 mplsmart.com

LEBANON, PA

The Buyers Cash & Carry...................... 29 marketsquareshows.com

64 Smart Retailer MAY/JUNE 2022

americasmart.com

Heritage Markets Cash & Carry Wholesale Show...................................... 3 heritagemarkets.com BILOXI, MS

Biloxi Mississippi Gift Show................ 6-8

See ad on page 35 SHEPHERDSVILLE, KY

rosehillgiftshows.com

SEPTEMBER 2022 VIRTUAL

IndieMe Marketplace Virtual Expo...7-13 indieme.com

ORLANDO, FL

Surf Expo Summer............................. 8-10 surfexpo.com

GATLINBURG, TN

Norton’s Gatlinburg Apparel, Jewelry & Gift Show...........................9-11 nortonshows.com LIVONIA, MI

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

wmigiftshows.com

silverliningshows.com

LAS VEGAS, NV

Philadelphia National Candy, Gift & Gourmet Show....................... 11-13

OFFPRICE Las Vegas........................... 6-9 offpriceshow.com TORONTO, CAN

Fall Toronto Gift + Home Market...... 7-10 cangift.org

DES PLAINES, IL

The Midwest Gift & Lifestyle Show... 7-10 silverliningshows.com LAS VEGAS, NV

Agenda Las Vegas............................. 9-10 agendashows.com/las-vegas MILWAUKEE, WI

The Garden Center Show...................9-11 gardencentershow.com CHICAGO, IL

STYLEMAX........................................ 14-16 stylemaxonline.com

LANCASTER, PA

phillycandyshows.com BOXBORO, MA

New England Made Autumn Show.13-14 nemadeshows.com DALLAS, TX

Dallas Total Home & Gift Market....13-15 dallasmarketcenter.com GAYLORD, MI

The Northern Michigan Regional Trade Show.......................................14-15 silverliningshows.com PHILADELPHIA, PA

Mid-Atlantic Mart September Showcase.......................14-15 midatlanticmart.com

NOVEMBER 2022

BILLINGS, MT

Billings Market Association Market..................................... 16-18 billingsmarketassoc.com DES PLAINES, IL

REV Chicago Boutique Show + Contempo Row................18-20 silverliningshows.com

ATLANTA, GA

AmericasMart®Atlanta Fall Cash & Carry.............................. 1-3 americasmart.com LIVONIA, MI

ATLANTA, GA

AmericasMart®Atlanta Fall Market..................................... 19-21 americasmart.com

Metro-Michigan Women’s Wear Market............................... 6-7 silverliningshows.com PHILADELPHIA, PA

NEW YORK, NY

New York Fall Home Fashion Market Week......................19-22 homefashionproducts.com CHICAGO, IL

Casual Market Chicago.......................................................20-23 casualmarket.com

Mid-Atlantic Mart November Showcase............................... 8-9 midatlanticmart.com SEVIERVILLE, TN

IGES Souvenir Gift Show....................................................... 8-10 iges.us

PIGEON FORGE, TN

LAS VEGAS, NV

Las Vegas Souvenir & Resport Gift Show...........................20-23 lvsouvenirshow.com

IGES Souvenir Gift Show....................................................... 9-12 iges.us

GATLINBURG, TN

KISSIMMEE, FL

Florida Jewelry & Resort Expo Fall Market.........................23-25 gtshows.com

Smoky Mountain Gift Show................................................... 9-12 smokymtngiftshow.com

WILMINGTON, OH

Heritage Markets Cash & Carry Wholesale Show.................28 heritagemarkets.com

OCTOBER 2022 MINNETONKA, MN

MinneapolisMART Gift, Home & Accessory Show............... 2-4 mplsmart.com

PLAINFIELD, IN

The Indy Show........................................................................... 3-4 silverliningshows.com SEATTLE, WA

I LOVE LAS VEGAS MARKET

Seattle Mart Fall Buying Event................................................. 3-4 seattlemart.com

GREENSBORO, NC

Greensboro Gift & Jewelry Show........................................... 7-9 gtshows.com

PANAMA CITY, FL

Panama City Beach Gift Show.............................................11-13 pinnacle-shows.com ATLANTA, GA

October Atlanta Apparel......................................................11-15 americasmart.com

“My favorite thing about Las Vegas Market is just how efficient it is. It’s just a few buildings so you know exactly where to go and you can get your job done really quickly. Creative and quick, what’s better than that?”

— Michel Smith Boyd, SMITHBOYD Interiors, Atlanta, GA

CHICAGO, IL

STYLEMAX............................................................................. 16-18 stylemaxonline.com

CORPUS CHRISTI, TX

Corpus Christi Souvenir & Resort Show..............................18-20 pinnacle-shows.com MEMPHIS, TN

The Gathering.........................................................................18-21 thegatheringevent.com LEBANON, PA

Business-to-business is still person-to-person, and Las Vegas Market is where partnerships between buyers and sellers are formed and nurtured, all against the backdrop of a world-class West Coast destination.

Join us and see why thousands of furniture, gift, and home décor products are only part of the story at Las Vegas Market!

The Buyers Cash & Carry........................................................... 19 marketsquareshows.com HIGH POINT, NC

High Point Fall Market..........................................................22-26 highpointmarket.org DALLAS, TX

Dallas Apparel & Accessories Market................................25-28

Save the Date: July 24 – 28, 2022 LasVegasMarket.com | @lasvegasmarket

dallasmarketcenter.com OCEAN CITY, MD

©2021 International Market Centers, LLC

Ocean City Resort Gift Expo........................................30-NOV1 oceancitygiftshow.com

www.smart-retailer.com 65

M AY/J UNE 2022 Keep Smart Retailer magazine flourishing by letting our advertisers know that you saw their advertisement in this issue.

This advertising index is an additional service. We assume no liability for any incorrect information.

Alice’s Cottage..........................................................................................................www.alicescottage.com........................................... 33, 57 AmericasMart Altanta..............................................................................................www.americasmart.com................................................. 43 Bill’s Ideas DBA Classic Farmhouse Candles...............................................www.classicfarmhousecandles.com........................................ 23 Bright Ideas ...............................................................................................................www.brightideasllc.com........................................... 17, 29 Cardthartic........................................................................................................................ cardthartic.com......................................................... 37 Col House Designs................................................................................................ www.colhousedesigns.com........................................13, 29 CR Designs....................................................................................................................www.cr-designs.com..............................................27, 39 Crossroads Original Designs ...............................................................................www.crossroadsfamily.com.........................................19, 29 CTW Home Collection...........................................................................................CTWHomeCollection.com............................................... 57 CWI Gifts............................................................................................................................ shopcwi.com.......................................................2, 29 DANI Naturals.................................................................................................................daninaturals.com....................................................... 21 Deep Breath Designs................................................................................................deepbreathdesigns.com............................................21, 63 Earth Rugs/Capitol Importing..................................................................................... www.earthrugs.com..................................................... 41 Flags Galore................................................................................................................www.flagsgalore.com.............................................27, 49 Greenwich Bay Trading................................................................................................ www.gbsoaps.com...................................................... 61 H&T Gourmet Products, LLC.........................................................................................bitchbagdrinks.com..................................................... 61 JanMichaels Art and Home.................................................................................janmichaelsartandhome.com............................................. 47 Jen & Co.........................................................................................................................jencohandbag.com................................................27, 45 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..................................................... 65 Lydia’s Land ................................................................................................................. www.lydiasland.com.................................................... 37 Meadowbrooke Gourds..................................................................................................mbgourds.com...................................................... 9, 27 My Word!................................................................................................................... www.mywordsigns.com............................................ 27, 31 North Woods Animal Treats...........................................................................www.northwoodsanimaltreats.com........................................ 33 Old Town Soap Co...................................................................................................... oldtownsoapco.com............................................... 21, 61 Prairie Dance............................................................................................................. www.prairiedance.com........................................... 25, 29 Raggedy Junction................................................................................................... www.raggedyjunction.com............................................... 27 Second Nature By Hand................................................................................... www.secondnaturebyhand.com.................................... 26, 67 Spooner Creek Designs / Macone Clay................................................................www.maconeclay.com............................................ 33, 59 Stockabl......................................................................................................................... www.stockabl.com...................................................... 41 The Country House Collection......................................................................www.thecountryhousecollection.com.........................................7 The Grecian Soap Company.........................................................................................greciansoap.com.................................................21, 63 The Hearthside Collection.................................................................................... thehearthsidecollection.com........................................15, 26 The Vintage Pearl........................................................................................................... tvpwholesale.com................................................ 33, 49 ULINE................................................................................................................................ www.uline.com......................................................... 61 Unique Gift Company................................................................................................www.uniquegiftco.com............................................29, 55 VJ Studio Signs............................................................................................................www.vjstudiosigns.com............................................29, 59 Warehouse at Paxton........................................................................................... home.thewarehouse.website.............................................. 55 Western & English Sales Association ........................................................................ wesatradeshow.com..................................................... 35 Wind & Willow LLC...................................................................................................... windandwillow.com..................................................... 29 Windrift Hill .......................................................................................................................windrifthill.com................................................... 11, 21 Wing Tai Trading............................................................................................... www.wtcollectionshowroom.com....................................27, 68 66 Smart Retailer MAY/JUNE 2022

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

but we do.

WALL DECOR TOWELS MUGS PILLOWS TOTES

S E C O N D N AT U R E B Y H A N D . C O M (866) 298-0433