Smart Retailer October/November 2022

OCTOBER/NOVEMBER 2022 • $6.95

HELPING YOUR GIFT BUSINESS SUCCEED

Gourmet

Goodies

Summer

Market Trends

MADE IN USA 1 Smart Retailer FEBRUARY 2021

CONTENTS OCTOBER/NOVEMBER 2022 30 Floor Coverings & Textiles These rugs, tea towels, pillows, baskets, and throws are ways to help your customers reflect their personal style.

32 Gourmet Food

24 PRODUCT FOCUS NEW & NOTEWORTHY:

10 Fun and Fabulous

Products in every category imaginable to keep your store fresh.

TREND WATCH:

18 Made in USA

Add to your inventory with these American-made products that include everything from candles and beard balm to puzzles and sweaters.

24 Handbags, Fashion Accessories & Jewelry

Specialty foods always attract customers, and some of these products are perfect for their cozy nights at home or to give as gifts.

BUSINESS SENSE 36 Summer Market Report

Small retailers and market sources share what trends they noticed at the summer markets.

40 Tips for the Holiday Season

Industry leaders have ideas for making the upcoming season a successful and profitable one.

44 New Possibilities With Handmade Products

Create a strategy that involves leveraging and amplifying what you are already carrying.

46 Business Briefs

Small Business Saturday: getting the word out; honesty is the best policy for price increases; retail’s suburban siren song; taking the rural route; filling Seattle’s vacant storefronts.

DISPLAY & DESIGN:

50 Window Shopping

Consider hiring a retail design consultant for advice on floor layout, merchandising, signage, and vignettes.

RETAILER SPOTLIGHT:

56 Urbanum: A Distinctly Detroit Store

Brigid Beaubien is a secondgeneration shopkeeper who focuses on products that have a city-driven design. Her store in Michigan’s Motor City offers customers a sensory experience in a space that is beautiful, smells great, and includes tasty nibbles.

IN EVERY ISSUE 6 Editor’s Note 8 Welcome Exchange 63 Trade Show Calendar 66 Advertiser Index

Totes, necklaces, and scarves in a variety of colors and styles to take your shoppers from work to holiday parties.

ON THE COVER: Gourmet soup mixes from Wind & Willow make a quick and cozy meal any night of the week.

Visit windandwillow.com to explore the full range of soup, appetizer, dessert, and drink mixes.

32

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 OCTOBER/NOVEMBER 2022

Don’t miss our annual

Treat Day

Monday, October 31st

The 1st 30 buyers to spend $250 or more will receive a treat bag filled with awesome product and goodies provided from our vendors!

No Tricks Here...Just Treats!

180 Greenfield Road, Suite 1, Lancaster, PA 17601 Ph: 717-295-2570 • Fx: 717-295-2576 • info@lancasterwholesalemall.com • www.LancasterWholesaleMall.com

EDITOR’SNOTE

To Market, to Market

A

fter decades of talking to the owners of gift shops and boutiques about how they choose the products they carry in their stores, I got to experience firsthand one of the ways they make this decision. A few weeks into my transition as the new editor of Smart Retailer, I was off to one of the summer markets.

I was unsure what to expect, and as I followed my coworkers up and down escalators and across buildings, I quickly recognized the names of many companies.

As I watched buyers walk around showrooms, I wondered how they decide which ones to visit.

One of my coworkers said the best way to describe a market is as a mall for retailers. I agree. The market I went to included products in a variety of categories.

I saw home goods, outdoor and garden items, stationery, candles, personal care products, specialty foods, and more.

With many retailers searching for products that are handmade or made in the United States, I also spent time visiting some of those vendors. I listened to the stories of how they came to start their businesses and how they continue to grow them.

What’s Hot Like anyone who attended a market this summer, I noticed my share of trends.

This issue includes an article about that topic. Turn to page 36 to read “Summer Market Report” and get a glimpse of some of the product categories retailers and industry representatives saw as trending.

There are also articles in this issue about how to get ready for the holiday season (page 40) and how to create a handmade strategy for your store (page 44). Adding local and handmade products to your inventory is a great way to handle effects related to supply-chain issues.

Display & Design author Amy Meadows (page 50) writes about why you should consider hiring a retail design consultant. Retailer Spotlight (page 56) takes you to Urbanum in Detroit. Read about how Brigid Beaubien decided to open her shop in what is now a thriving neighborhood and the challenges she has faced and overcome in the short time her business has been open.

As always, there are pages of new products and plenty of other ideas for your store with this issue’s featured categories of Made in USA (page 18), Handbags, Fashion Accessories & Jewelry (page 24), Floor Coverings & Textiles (page 30), and Gourmet Foods (page 32).

TO YOUR SUCCESS!

VOLUME 30, NUMBER 7

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

Angie Landsverk Editor, ext. 112 editor@smart-retailer.com

Hannah Kelley Associate Editor hannahk@jpmediallc.com

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

Sara Wait Art Director

Rocky Landsverk Editorial Director

Contributors: Sarah Hoban Amy Meadows Nicole Leinbach Reyhle

Smart Retailer P.O. Box 5000 Iola, WI 54945

ANGIE LANDSVERK EDITOR

Advertising Dept: (715) 445-5000 ext. 114 Subscriptions: (855) 367-4819 Phone: (715) 445-5000

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

6 Smart Retailer OCTOBER/NOVEMBER 2022

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

WELCOMEEXCHANGE

I am thinking about introducing another category into my store assortment to help boost sales. Any ideas on how to determine a new category to complement a traditional gift shop

E

xpanding categories into your store assortment is a great way to welcome new customers, support existing customers, and increase store sales. There are a variety of considerations to review, however, in advance of this decision.

To help do this, ask yourself the following questions: • Is this new category in direct response to customer inquiries?

• Is this new category more of a personal choice or is it based on professional analysis?

• Is this new category complementary to your existing store assortment?

• Is this new category easily sourced at existing trade shows or vendors you already work with?

• Is this new category one you anticipate will grow in volume over time?

Gaining clarity on how a new category will impact your current store assortment, sourcing availability, customer interest, and more can help you navigate what category is right for you.

Keeping in mind, recent data from Shopify revealed fashion remains a top category for online buyers at nearly $990 billion in 2022 so far, with toys, hobby, and DIY falling just behind fashion at nearly $600 billion. This helps reveal what consumers are interested in and can help you also determine what additional products may suit your own store assortment. Considering fashion, toys, hobby, and DYI are very broad, this is where your unique homework comes in. Some additional questions to ask yourself when narrowing down what categories may be best for your unique store include: • Do you have merchandising space to adequately highlight the new inventory?

• What limitations, if any, exist in your store that should be considered when introducing new inventory? Examples may include shelf space versus hanger space or lack of fitting rooms.

8 Smart Retailer OCTOBER/NOVEMBER 2022

© [GURUXOX] / ADOBE

BY NICOLE LEINBACH REYHLE

• Is there a retail price point you are aiming to find to best support your average sales or customers? Or both?

• Are there hard noes to what inventory you will introduce to your store? Why? • Do you have margin-building inventory that can be considered in this new assortment, helping you to increase revenue?

When you challenge yourself to explore the “why” of bringing a new category to your store, it can help bring clarity to “how” you will best introduce it to your existing inventory and overall store experience.

One more tip: Incorporate new trade shows into your annual routine that help introduce you to new vendors and inventory.

Some shows are new to market in direct response to growing retail categories.

With so much to consider, there is also so much to look forward to. Wishing you success in your growing retail categories.

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

GROWN ON OUR 200 ACRE FARM

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Meadowbrooke Gourds

HAND-PICKED & WASHED

HAND-CRAFTED

BY A SMALL TEAM OF EXPERT CRAFTERS

SHOP WHOLESALE: wholesale.mbgourds.com • 717-776-3470 or shop on Faire at meadowbrookegourds.faire.com

NEW&NOTEWORTHY Penuche Pecan Roll

This roll is distinguished from other pecan rolls by the addition of brown sugar and maple flavoring to the nougat center. The light, fluffy nougat center is carefully shaped and dipped in rich caramel and then rolled in extra-large, fancy pecan pieces. 2.75 oz.

Dillon Candy Company dilloncandy.com customerservice@dilloncandy.com 800-382-8338

Christmas Decoration

Handmade patriotic 24K gold hot air balloon glass Christmas ornament.

Red Hollow Body Guitar Wall Clock

Handcrafted red, hollow-body, real guitar wall clock with vintage clock bezel and art glass clock face.

Egyptian Museum egyptianmuseum44.com egyptianmuseum44@msn.com 732-564-0830

Rocking The Clock rockingtheclock.com info@rockingtheclcok.com 510-323-3954

Wall Hanging

Sculptural brass and natural stone combine to create stunning wall art. Includes rose quartz.

Scout Curated Wears scoutcuratedwears.com hello@scoutcuratedwears.com 413-349-9849

Blair Blue-Light-Filtering Reader

This reader boasts a color combination like no other. With the top half solid, the bottom half clear, and the arms a completely different vibrant color, these frames were made for flare. Stand out from the crowd while protecting eyes from blue light.

ICU Eyewear icueyewear.com danielle@icueyewear.com 415-609-4160

Quintessential Backpack

Red Metal Truck

A medium-sized backpack that can serve multiple stylish needs, while also allowing a handsfree way to transport items.

With a vintage style, this red, distressed metal truck features a large truck bed to display items like small trees or snowmen. 6.75" w. x 8" h. x 15.75" d.

Soul Carrier soulcarrier.com jenn@soulcarrier.com 602-909-6611

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

Carnival Chandeliers

Spicy Buffalo Hot Dip Mix

Fun, festive, and dangly. Made from vintage and new glass and semiprecious beads on 22K vermeil lever-back earring fixtures (for more-secure wear).

This delicious mix combines with cream cheese and sour cream for an appetizer that is a little bit spicy and super savory. Pair it with chips or fresh veggies like carrots and celery. This is one of those “can’t get enough” appetizers.

Joli, Inc. jolijewelry.com sales@jolijewelry.com 917-687-3864

Wind & Willow windandwillow.com customerservice@windandwillow.com 888-427-3235

10 Smart Retailer OCTOBER/NOVEMBER 2022

NEW&NOTEWORTHY

Reclaimed Bicycle Table

Imagine the possibilities for this unique table — it could function as a funky bar, an entryway console, or a TV stand. The top is made from mango hardwood, and the reclaimed bicycle is nonfunctioning. This piece comes fully assembled.

72" w. x 37" h. x 16" d.

CTW Home Collection ctwhomecollection.com shop@ctwhomecollection.com 800-433-5054

Let Yourself Bloom Bandana

The General’s Hot Sauce

Hand-dyed, printed bandana. Features handdrawn design. Washed black. Handmade in Winston-Salem, North Carolina. 21" x 21".

100% Southern-grown and milled cotton.

Machine wash cold.

All five flavors of all-natural hot sauce, in addition to the sun-dried-habanero-infused pure Vermont maple syrup, come in their signature glass hand grenade bottle.

The General’s Hot Sauce GeneralsHotSauce.com partnersupport@smokehallfoods.com 803-845-0745

Karen Alweil Studio karenalweilstudio.com info@karenalweilstudio.com 213-746-5363

Peppermint Divinity

Bursting with flavor, this is one of Dillon Candy Company’s latest gourmet creations. The 1.7 oz. treat is packed with peppermint pieces that are blended into the all-time favorite divinity nougat. It is sure to please peppermint candy lovers.

Dillon Candy Company dilloncandy.com customerservice@dilloncandy.com 800-382-8338

Autumn Leaves + Maple Sugar Candle

This candle combines the sweet aroma of pine sap with warm notes of maple sugar and added notes of cedar wood, vetiver, and sandalwood. The perfect fall scent. 8 oz.

Mason Jar Pendant Necklace

An antique Ball Mason jar is kiln-fired to create this adorable, small square pendant on a sterling silver chain.

Vim + Vigor Candle Co. vimandvigorcandleco.com sales@vimandvigorcandleco.com 602-292-0731

Peppermint Charms peppermintcharms.com momantha24@comcast.net 360-521-7754

Mini Ranch Pack

This pack comes with three, 10 oz. stainless steel shakers of Cattle Drive, Free Range, and Whole Hog — seasonings designed specifically for beef, chicken, and pork.

Available in two heat levels.

Casa M Spice Co. CasaMSpice.com mike@casamspice.com 469-293-4400

12 Smart Retailer OCTOBER/NOVEMBER 2022

Fall Foliage Crew Socks

These popular socks are the perfect accessory to any autumn outfit. Socks have a cozy fall vibe. Colors available: burnt orange, marigold, forest green, purple, maroon.

Solmate Socks wholesale.solmatesocks.com wholesale@solmatesocks.com | 802-765-4177

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

Stock NEW holiday decor from Col House Designs!

Shop 2022 and Preorder 2023 with Col House Designs: Full Line: Cash & Carry + Showroom Select Items: Cash & Carry CWI Gifts • The Columbus Warehouse •Warehouse 151 Groveport OH, 43125 Atlanta Market, Jan 10-16 •The Paxton Warehouse •The Canton Warehouse (discounts available!)

Las Vegas Market, Jan 29 - Feb 2 •The Warehouse In New Castle CWI Open House, Sep 26 -2 7 Groveport, OH

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

NEW&NOTEWORTHY Peanut Brittle

These 8 oz. peanut brittle trays are filled with hand-stretched, extra-thin peanut brittle. This brittle offers the essence of true peanut brittle — thin, crisp, and delicious.

Dillon Candy Company dilloncandy.com customerservice@dilloncandy.com 800-382-8338

Bee Fresh Liquid Soap

Creamy, luscious, lathering, all-natural soap. Thick, rich, and scented with choice of fragrances: honey, almond, or lavender.

Brimming with nutrients and natural moisturizing oil.

Scorched Side Table

Honey House Naturals honeyhousenaturals.com customerservice@honeyhousenaturals.com 253-926-8193

Phillips Collection phillipscollection.com serena@phillipscollection.com 336-882-7400

Pumpkin Spice Mason Jar Candle

This is a warm fall classic blend of cinnamon, allspice, clove, and pumpkin, highlighted with cozy notes of vanilla bean and sugar. Add a stunning modern farmhouse touch with this bestselling Mason jar candle, topped with a stylish galvanized metal lid. 16 oz.

Antique Candle Co. wholesale.antiquecandleco.com wholesale@antiquecandleco.com

Designed to mimic the wood texture after it has been burned and then dipped in gold, this is a daring tribute to mixed media. The texture achieved from the gold leaf contrasts with the scorched texture, making this piece all the more alluring.

Connection Cuffs

Zinc-based 14K gold-dipped open bangle bracelets are packaged in gifting envelopes. Design options include a bee and a flower, a sun and a rainbow, two hearts, and puzzle pieces.

Lucky Feather luckyfeatherwholesale.com debi@luckyfeather.com 818-947-0496

Argyle Reader

This reader is right on trend for fall 2022. The traditional pattern has returned in full force. Available in multicolor and pink.

I Heart Eyewear ihearteyewear.com info@ihearteyewear.com 800-247-7667

14 Smart Retailer OCTOBER/NOVEMBER 2022

Natural Rug

Made in the USA. High-low that adds dimension.

Indoor/outdoor. Stain and fade resistant. Easy to clean — even bleach proof.

Orian Rugs orianrugs.com Orders.E-mail@orianrugs.com 864-772-3305/864-772-3603

Magnetic Measuring Spoons

Stop struggling with a connecting ring — strong magnets keep these spoons tightly stacked for storage. Dual ends for liquid or dry ingredients. 1/8, 1/4, 1/2, 3/4, 1 teaspoon, and 1 tablespoon, and leveler with 1" and 2" markings.

Harold Import Company HaroldImport.com info@hickitchen.com 800-526-2163

Come Explore

GIFT With Us

Experience the winter’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 Tuesday, January 10 – Monday, January 16, 2023 Temporaries Wednesday, January 11– Sunday, January 15, 2023 Learn More and Pre-Register at AtlantaMarket.com/Gift PRODUCT SOURCED FROM: BIDK HOME, CURRE Y & CO., GABBY, IV YSTONE, J DOUGL AS, SCHAUBEN & CO. TO THE TRADE | © 2022 International Market Centers, LLC

@AmericasMartATL | #AtlMkt

NEW&NOTEWORTHY

Black Wooden Sign

Depression Glass Trio Necklace

This rustic-style reindeer features a fabric saddle and faux fur on his neck. 14.5" h.

Reflect the importance of family with this wooden sign, which has a distressed black finish. The 6.5" w. x 6.5" h. x 1.5" d. size makes for easy freestanding display.

Kiln-fired Depression glass of all colors is melted into shapes for wonderful pieces of jewelry. This trio of colors is made from 1930s Depression glass and hangs from a sterling silver chain.

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

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

Peppermint Charms peppermintcharms.com momantha24@comcast.net 360-521-7754

Nordic Wood Reindeer Sitter

Momma’s Kitchen Mason Jar Candle

This is a warm and cozy blend of green apples, bright peach, and fresh pine, highlighted with a heart of cinnamon and notes of sweet balsamic spice. Add a stunning modern farmhouse touch with this best-selling Mason jar candle, topped with a stylish galvanized metal lid. 16 oz.

Antique Candle Co. wholesale.antiquecandleco.com wholesale@antiquecandleco.com

Classic Collection

The Nola Watkins Collection has been producing high-quality, hand-painted, ceramic ornaments in Halifax, Virginia, helping create personalized memories for the last 30 years. Every ornament comes beautifully packaged in a high-quality, brand-recognized gift box that will keep your customers coming back year after year.

The Nola Watkins Collection etsy.com/shop/NolaWatkinsOrnaments sales@nolawatkins.com 434-476-1066

White Cheddar & Chive Cheeseball & Appetizer Mix

Savory, cheesy, and fresh, this is the perfect flavor combination for any time of year. This mix combines with cream cheese and butter for the most delicious and simple appetizer.

Wind & Willow windandwillow.com customerservice@windandwillow.com 888-427-3235

16 Smart Retailer OCTOBER/NOVEMBER 2022

Recycled Denim Bench

Recycled and repurposed denim makes this bench the perfect piece for a casual look. Authentic materials and solid mango hardwood add warmth and appeal. Great in an entryway or as extra seating.

CTW Home Collection ctwhomecollection.com shop@ctwhomecollection.com 800-433-5054

Silver Fern Earrings

Handmade. Reverie, sincerity, and magic.

Using traditional lost wax casting methods, these fern leaf earrings were cast from tiny fern fronds. One of the most popular pieces in their collection of nature jewelry.

15 mm w. x 53 mm h. Available in sterling silver or golden bronze.

Morning Moon Studios & Creative Genius, Inc. lovemorningmoon.com Kate@lovemorningmoon.com 604-329-0832

www.smart-retailer.com 17

TRENDWATCH MADE IN USA

Made in USA

1. Vinyl Stickers

2

1

No-charge customization lets shoppers show off what they like and where they have been, which speaks to locals and tourists alike.

Stickers Northwest stickersnorthwest.com orders@stickersnorthwest.com 360-402-4422

2. Hairy Christmas to You Framed Print

Print features a festive cow on a wood pallet background.

Includes distressed, brown wooden frame. Keyhole hanger on the back. Print measures 13.5" x 13.5".

4

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

3. Notepads With Magnets

3

Feature original watercolor artwork with female-inspired phrases. Each notepad contains 50 sheets of paper and has a magnet on the back for hanging. 9" h. x 2.5" w.

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

4. Cinnamon Sugar Roasted Pecan Mix

This mix creates an addictive snack that can go on everything from salads to ice cream.

Wind & Willow windandwillow.com customerservice@windandwillow.com 888-427-3235

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5. Hometown Wine Bag and Stopper

Both styles of these hometown wine bags and stoppers are customized to order. Sold in a set of three.

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

6. Private Label Bee Bar

Keep the good experience fresh in their minds, along with your logo and contact information, with these stunning Bee Bar tins.

This solid bar is a waterless, greaseless lotion. The essential oils and butters are absorbed to moisten, mend, and protect.

6 7

Honey House Naturals honeyhousenaturals.com customerservice@honeyhousenaturals.com 253-926-8193

7. Awareness Swing Earrings

Earrings are made with hand-cut photos of a cell image encased in resin. For every pair of earrings sold, 10% of proceeds is donated to help a hand-selected charity fighting for your cause and a cure. Available in sterling or 14K gold-fill.

Revive Charitable Jewelry ReviveJewelry.com info@ReviveJewelry.com 310-844-1958 18 Smart Retailer OCTOBER/NOVEMBER 2022

PRODUCT SHOWCASE

Beautiful products created with love!

Deep Breath Designs, LLC Tucson, Arizona deepbreathdesigns.com info@deepbreathdesigns.com

520-616-0235

Handcrafted in the USA using natural ingredients without the bad stuff!

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

Sassy and Fun Giftables!

JanMichaels Market

Elizabethtown, Pennsylvania janmichaelsartandhome.com info@janmichaelsartandhome.com 717-366-4641

LED battery candles are an excellent choice for home décor!

Delighted Home Co.

Myerstown, Pennsylvania delightedhome.com delightedhome@ibyfax.com 717-292-8181

Uniquely made metal art, hand-finished with a beautiful patina marbling.

Prairie Dance, Inc. Sioux Falls, South Dakota prairiedancewholesale.com sales@prairiedance.com 605-496-7160

Second Nature by Hand creates quality, one-of-a-kind products.

Second Nature by Hand Strongsville, Ohio secondnaturebyhand.com info@secondnaturebyhand.com 866-298-0433

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

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

Keep your dog pampered with our proudly Made in the USA products!

Old Town Soap Co. Landis, North Carolina oldtownsoapco.com oldtownsoapco@yahoo.com 704-859-1233

www.smart-retailer.com 19

TRENDWATCH MADE IN USA

8. Jar Candles

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At 96 oz., these long-lasting candles have four wicks, allowing for optimal scent throw. Available in 76 amazing scents.

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

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9. Snowman Wall Pocket

Wood snowman wall pocket is made of rustic lath wood, featuring a rectangular pocket. Displays black painted details. Has a hole at the top for hanging on a wall, or can be displayed on a tabletop. Measures 8.25" w. x 16" h. x 5.5" d.

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

10. Patriotic Greyhound Tote Bag

Featuring artwork by Mary Badenhop, this environmentally conscious tote bag is a durable carryall.

10

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

11. Boxy-Style Sweater

Made with a soft cotton, this pullover sweater has a boxy cut with a rolled hem and cuffs. Customizable and open size run.

Town Pride townpride.com info@townpride.com 207-466-4004

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12. Eco-Concious Stickers

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Stickers are indoor/outdoor, UV-coated for five-year outdoor life, and dishwasher safe. Made with water-based inks. 10% is donated back to conservation efforts on all purchases. Offers free name drop on all purchases, and also offers custom art.

Grasshopper’s Mermaid grasshoppersmermaid.com grasshoppersmermaid@gmail.com 920-840-7337

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13.The Dogs of Halloween

A few precious dogs are all dressed up and ready for trick-ortreating in this puzzle featuring a Janet Hill painting.

New York Puzzle Company wholesale.newyorkpuzzlecompany.com/s/ sales@newyorkpuzzlecompany.com 347-815-1234

14. Bee Manly Hands and Beard Balm

15 14

True remedies of nature, these solid bars are waterless, greaseless, and all natural. Immediately moisturize and tame.

Honey House Naturals honeyhousenaturals.com customerservice@honeyhousenaturals.com 253-926-8193

15. Denik Pocket Notebook

Set of three 3.5" x 5.5" blank notebooks. Perfect for pockets.

Denik denik.com retailsales@denik.com 801-649-6574 20 Smart Retailer OCTOBER/NOVEMBER 2022

PRODUCT SHOWCASE

Cute wooden Galaxy Cat magnet, original artwork!

Great for any home!

Zen and Meow

Romney, West Virginia wholesale.zenandmeow.com kelly@zenandmeow.com 717-451-9159

Grown & Crafted in Carlisle, PA Meadowbrooke Gourds Carlisle, Pennsylvania wholesale.mbgourds.com sales@mbgourds.com 717-776-3470

Nature Worn Cinnamon dusted Blackened Wax The Cranberry Cornstalk Co. Worthington, Pennsylvania theCranberryCornstalk.com victoriabowser@hotmail.com 724-664-9748

100% in stock, with fast & free shipping Stickers Northwest

Tacoma, Washington www.stickersnorthwest.com orders@stickersnorthwest.com 253-344-1236

Our Pantry Jars feature several new intense fragrances.

Swan Creek Candle Co. Swanton, Ohio swancreekwholesale.com info@swancreekcandle.com 800-626-4590

New Plant Pokes from My Word!® are 100% weatherproof! They turn any plant into a gift and are great for dressing up any potted plant or window box.

My Word! ®

Methuen, Massachusetts mywordsigns.com sales@mywordsigns.com 888-520-6655

Solid wood signs for every season and reason! New signs updated monthly!

Sawdust City, LLC

Eau Claire, Wisconsin www.sawdustcitywholesale.com sales@sawdustcitywholesale.com

800-528-6008

The Aurora candles are smooth & refined with intoxicating fragrances.

Warm Glow Candle Company Centerville, Indiana warmglow.com

marketing@warmglow.com 765-855-5483 www.smart-retailer.com 21

TRENDWATCH MADE IN USA

16. Salted Caramel Whiskey Soy Candle

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With the scent of rich, barrel-aged spirits and a sweet, soft caramel undertone, this 8 oz. soy candle is part of the Vintage Americana Collection.

Four Points Trading Co. fourpointstradingco.com info@fourpointstradingco.com | 818-530-3032

17. Single-Stripe Blanket

At approximately 45" x 45", this knit blanket is super soft and customizable.

Town Pride townpride.com info@townpride.com | 207-466-4004

18. Woodblock Décor

Cut from pine, this sign features a distressed background and artistic embellishments. Designed to stand, this piece can add a splash of inspiration to a desk, counter, or shelf.

4" w. x 4" h.

17 18

P. Graham Dunn pgrahamdunn.com catalogs@pgrahamdunn.com |800-828-5260

19. Vanilla Sandalwood Candle

This best-selling soy candle is now nearly twice the size. At 14 oz., it’s perfect for larger spaces and burns approximately 100 hours. DANI’s natural, 100% soy candles are scented using only essential oil blends, for an incredibly uplifting, aromatic experience.

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

19

20. Owls Scramble Squares Puzzle

Whooo will take the five-minute challenge in your store attempting to win a free puzzle? These nine pieces are sure to make anyone a night owl because they’re so addicting.

Over 160 different designs for ages 4 to 104.

21

b. dazzle, inc. b-dazzle.com kgavin@b-dazzle.com | 800-809-4242

21. VinOChill

This new wine chiller is compact and lightweight for at-home entertaining and keeps a chilled bottle of wine at temperature or brings an unchilled bottle of wine to temperature. Available in stainless steel, black, or red.

20

Cork Pops CorkPops.com info@corkpops.com | 850-865-6694

22. Gray Glass Lamp

Glass is melted over an extruded clay vase that is held by a distressed wood base. Shades are made from art that is printed on heavy archival art paper and UV-coated to last a lifetime without fading.

Macone Clay maconeclay.com sales@spoonercreek.com | 715-468-4122

23. Aqua Blue Jewelry Boxes

Simple and fresh retail packaging. All boxes have a matte finish and are filled with a nontarnishing, recycled fiber insert. Available in the most popular sizes.

22 23 22 Smart Retailer OCTOBER/NOVEMBER 2022

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

PRODUCT SHOWCASE

24

Keep essentials close and enjoy a hands-free lifestyle with BANDI. BANDI Wear

Cincinnati, Ohio bandiwear.com/pages/wholesale wholesale@bandiwear.com 513-721-2263

24. Sincere Surroundings Small Talks

Choose from a variety of peronsalized styles. Made of real wood with a white finish. 3.5" x 5.25" and 5.25" x 5.25".

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

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

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

www.smart-retailer.com 23

TRENDWATCH HANDBAGS

Handbags, Fashion Accessories & Jewelry Textured Carrie Tote

A carryall with personality, this largesized tote has a woven-style textured exterior. Made from lightweight, durable, waterproof EVA rubber. Endless interchangeable strap options.

Carrie Tote

This large-sized carryall tote is made from lightweight, durable, waterproof EVA rubber. New interchangeable strap options available. Now also available in prints.

Jen & Co. jenandcowholesale.com marketing@jencohandbag.com 470-395-4822

Matching Pride Plaid Accessories Inspire a fun pet and parent day out with this collection of pride plaid accessories, including this scarf and matching set of pet bow ties. Bandanas, collars, and leashes are also available.

Necklace With Three Tiny Hearts

Sterling silver, 14K gold-filled, rose gold-filled, or silver/rose/gold combo options available. Adjustable length of 16" to 18".

Primitives by Kathy primitivesbykathy.com custserv@primitivesbykathy.com 866-295-2849

Beth Jewelry beth-jewelry.com | info@beth-jewelry.com | 949-212-5060

Cute Shoelaces

These fun, cute shoelaces are available in various patterns for adults and kiddos. Made in Los Angeles. Woman-owned business.

Cute Laces cutelaces.com angela@cutelaces.com 310-562-4060

Malibu Three-Zipper Wristlet

Keeps cellphone, makeup, money, and keys organized in three separate compartments.

These wristlets can be carried alone or used as an organizer in a purse.

Calla Products callaproducts.net sales@callaproducts.net 925-743-9831 24 Smart Retailer OCTOBER/NOVEMBER 2022

State Necklaces

Celebrating the United States, these necklaces are versatile, durable, and nearly maintenance-free. State pendants are made with 2 mm stainless steel. All states are in development; please inquire.

Close 2 UR Heart close2urheart.faire.com | wenlee@feifish.com | 518-741-0007

TRENDWATCH HANDBAGS

Travel Bag

Includes a zippered top, ticking lining, and inside pocket. Made of canvas. 11" w. x 9" h.

Bakery Canvas Bag

This canvas bag captures the essence of a New York bakery. Handle is 9" h.

CTW Home Collection ctwhomecollection.com shop@ctwhomecollection.com 800-433-5054

Ladies’ Shoes Scramble Squares Puzzle This fashion-themed, nine-piece brainteaser puzzle comes in a clear, resealable pouch. Made in USA.

b. dazzle, inc. b-dazzle.com | kgavin@b-dazzle.com 800-809-4242

Leah Reading Glasses

These sophisticated frames pair the refinement of a classic blackand-gold color combo with the playfulness of a soft cat-eye style.

Come paired with a matching case.

ICU Eyewear icueyewear.com danielle@icueyewear.com 415-609-4160

Tiny Accented Jewelry

Embrace Awareness Jewelry Set

The newly expanded enamel collection features delicate necklaces and beaded bracelets.

Set features an adjustable 16" to 18" sterling or 14K gold-filled chain. Oval pendant is a hand-cut cell image set in resin. 10% of proceeds is donated to help a hand-selected charity fighting for your cause and a cure.

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

Revive Charitable Jewelry ReviveJewelry.com | info@ReviveJewelry.com 310-844-1958

Worry Doll Wallet

The colorful fabric used for these wallets is made on a foot loom in the highlands of Guatemala by Lumily’s artisan partners.

Lumily shoplumily.com hello@shoplumily.com 619-955-6267

Alpaca Holiday Socks Artistically designed and very soft, these socks keep feet cozy warm.

Tey-Art, Inc. www.teyartinc.com sales@teyartinc.com 651-494-9026

26 Smart Retailer OCTOBER/NOVEMBER 2022

Dandelion Gold Silk Scarf

This soft, semisheer, silk scarf is dyed bright gold and flecked with orange. Dyed by hand in Illinois. 14" x 72".

Ten Thousand Dandelions tenthousanddandelions.faire.com hello@tenthousanddandelions.com

In Stock & Shipping Fast

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

TRENDWATCH HANDBAGS

Raider Charm Bracelet

Stainless steel charm bracelet with assorted charm accents.

Charms are available in gold or silver.

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

Assorted Coin Purses Coin purses are lined with fabric and include a tassel pull. 5" x 5".

My Favorite Things GlitterGirlStudio.com tina@glittergirlstudio.com 530-265-4900

Goddess Iris Crown

Headband-style crown made from wire-wrapped rose quartz points, flashy labradorite, and gold titanium agate on a golden band. Available wholesale on Stockabl.

The Queen of Quartz thequeenofquartz.com Sales@thequeenofquartz.com (+61) 408438487

Bar Bracelet

Custom-engraved bracelet is adjustable and can be personalized in either script or block lettering. Comes in a variety of cord colors.

Town Pride townpride.com info@townpride.com 207-466-4004

Recycled-Tent Tote

These bags are made from authentic used military tents, not new canvas packaged as recycled tents. Accented with repurposed camoflouge with leather accents.

Beanie Hat and Mittens

Two-Tone Jute Crossbody

Chic and fashionable, this jute crossbody bag with leather accents is perfect for travelers.

Shown here in charcoal and plum.

Vintage Addiction vintage-addiction.com sales@vintage-addiction.com 909-930-9994 28 Smart Retailer OCTOBER/NOVEMBER 2022

Tokyo Tote

Handmade in Seattle, Washington, this versatile tote (pictured in siberian lynx faux fur) may be ordered with either genuine leather or faux suede straps.

Stable enough to hold plenty, and soft enough for easy storage. Zipper closure.

15.5" x 12.5".

Shown in luxury faux fur in espresso bean with arctic fox cuff. One size fits most.

Mittens are made of two layers of faux fur with cuff. Elastic sits at wrist to provide a comfy, snug fit. Handmade in Seattle, Washington.

Pandemonium Millinery pandemoniumhats.com hats@pandemoniumhats.com 206-439-8315

PRODUCT SHOWCASE

CREATIVE BOXES Boxes are one of a kind using exotic woods and domestic woods.

Creative Boxes

Lake Zurich, Illinois ls.anderson@sbcglobal.net 847-438-3061 Text Only

Jewelry handcrafted from post-consumer bottles.

Simple and unique gifts.

Smart Glass Recycled Jewelry

Atlanta, Georgia smartglassjewelry.com sales@smartglassjewelry.com

Good Karma Bracelet

As part of the best-selling Good Karma collection, the charcoal and gold Strength and Grace bracelet pictured includes hematite beads with a matte powder coating and speckle bead detail, as well as a 14K gold-dipped chain, stretch cord, leather keychain, and hangtag.

Scout Curated Wears scoutcuratedwears.com hello@scoutcuratedwears.com 413-349-9849

Moon Silver Necklace

Beautiful silver necklace with an antique silver tray and a charm. Moon artwork rests in a 25 mm x 25 mm picture area with a glass cabochon dome. 24" cable chain included.

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

Meaningful Jewelry for All Occasions.

The Vintage Pearl

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

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

Connect with us

@jenandco_wholesale

Special Deal: Use code “SRFREESHIP1000” for free shipping on all orders over $1000

www.JENANDCOwholesale.com

Have yourself a merry little Christmas with our Christmas décor collection!

Col House Designs

Groveport, Ohio www.colhousedesigns.com custserv@colhousedesigns.com 800-777-1442

versa tote

Special Deal: Use code “SRFREESHIP1000” for free shippingon all orders over $1000

Connect with us

@jenandco_wholesale

FALL BREEZE IS HERE 4437 Park Drive Suite C Norcross, GA 30093 470-395-4822 info@JENANDCOwholesale.com

www.JENANDCOwholesale.com www.smart-retailer.com 29

TRENDWATCH FLOOR COVERINGS

Floor Coverings & Textiles Definition Dish Towel

Bring a little tongue-in-cheek humor to the kitchen with this white cotton dish towel featuring black text. 28" sq.

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

Coordinating Baskets, Pillows, and Throws

Available woven throws, table runners, and pillows perfectly complement the large selection of metal, wood, and woven baskets.

Fresh, unique, and versatile, these high-quality products easily mesh with any décor style.

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

Farmstead Star Collection

The placemat from this collection features borders with black appliqued stars on a cream background.

Fairfax Collection

The gray and cream plaid placemat from this collection looks great with farmhouse décor.

One-of-a-Kind Vintage Kantha Blanket

All are stitched by hand following the tradition of producing unique quilted blankets made out of discarded saris and remnant fabrics. Each side is different, which adds to the appeal.

Weights vary, but all are 100% vintage.

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

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

Longwool Sheepskin Area Rug

Premium sheepskin pelts are used to create these large area rugs. Each rug is backed with cotton canvas and has a poly fiberfill. Available in four sizes.

Auskin USA, Inc., dba Fibre by Auskin fibreusab2b.com salesusa@auskin.com 888-528-7546

Asheville-Style Jute Accent Rug

Embroidered Pillow

This cotton canvas pillow cover has a zipper closure and includes a plush insert. Custom options available.

Town Pride townpride.com | info@townpride.com | 207-466-4004 30 Smart Retailer OCTOBER/NOVEMBER 2022

Measuring 2' x 3', this rug is made of jute and has black accent ovals. Its simplistic, bohemian design works in locations throughout the home.

CTW Home Collection ctwhomecollection.com shop@ctwhomecollection.com 800-433-5054

PRODUCT SHOWCASE

Dress up the holiday bubbly with a festive Reindeer Gnome Bottle Topper.

The Hearthside Collection

Groveport, Ohio www.thehearthsidecollection.com contact@thehearthsidecollection.com

614-626-8493

Wood trees with festive holiday messages — new for 2022. More trees online!

Bright Ideas

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

Indoor-Outdoor Rugs

Shop a wide variety of best-selling rugs featuring a range of themes and styles, perfect for year-round updating.

Designed for indoor or outdoor use, and neatly rolled with tag featuring full design for easy storage and display.

Primitives by Kathy primitivesbykathy.com custserv@primitivesbykathy.com 866-295-2849

Dish Towel

This taupe dish towel with black embroidery and a checkered panel across the bottom is 100% cotton and measures 28" x 18" (unfolded).

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

Simple, thoughtful, artist-designed décor for every season!

WT Collection Norfolk, Virginia www.wtcollection.com info@wtcollection.com 757-855-0800

Unique accents for the holiday season. More festive items on our website.

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

Crossroads Home offers a modern line of home décor with a farmhouse feel.

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

Tea Towels

Each cotton tea towel in this set of three is 20" x 28".

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

www.smart-retailer.com 31

TRENDWATCH GOURMET FOODS

Gourmet Foods McCutcheon’s Products

A wide variety of homestyle products are available, including apple butter, pumpkin butter, and cherry butter.

McCutcheon’s Apple Products mccutcheons.com info@mccutcheons.com 301-662-3261

Chili Today, Hot Tamale!

Scramble Squares Puzzle

This is one hot puzzle that can make mealtimes fun for children and adults.

b. dazzle, inc. b-dazzle.com kgavin@b-dazzle.com 800-809-4242

Artisan Wood Charcuterie Tray

Both rustic and functional, this serving tray includes a natural bark edge. Ideal for serving drinks and appetizers, its industrial castiron handles and mango wood construction bring a warm feel to any décor.

Artisan Wood Farmhouse Serving Boards

Cooper’s Mill Spicy Apple Jelly

New for 2022, Cooper’s Mill introduces a great new flavor — spicy apple jelly. It is excellent mixed in a dip or brushed on pork ribs or a roast for a mouth-watering glaze. Products are all-natural and contain no preservatives, artificial colors, gluten, or high fructose corn syrup.

These serving boards are perfect for entertaining and make an eye-catching backdrop for breads, cheeses, and other charcuterie delights. Boards are smoothly finished to highlight the mango wood’s unique tones and varied woodgrain patterns.

Heritage Lace heritagelace.com customerservice@heritagelace.net 641-628-4949

Crossroads Original Designs/Cooper’s Mill crossroadsfamily.com sales@crossroadsfamily.com 866-247-0156

Salted Caramel Hot Cocoa Mix

Classic hot chocolate meets gourmet flavor combinations with Wind & Willow’s line of hot cocoa mixes. In this delightful recipe, salted caramel adds complexity to creamy chocolate for easy sipping. The mix is dairy-free.

Crème Brûlée Cheeseball & Dessert Mix

The subtle flavor of a French crème brûlée makes for a sophisticated cheeseball with a creamy vanilla base and crunchy sugar topping.

The packaging also includes simple directions for an easy version of classic crème brûlée.

Wind & Willow windandwillow.com customerservice@windandwillow.com | 888-427-3235 32 Smart Retailer OCTOBER/NOVEMBER 2022

PRODUCT SHOWCASE

Lambs & Thyme Gourmet Herb Dips, Seasonings & Popcorn Cobs! All-Natural!

Lambs & Thyme Baraboo, Wisconsin lambsandthyme.com orders@lambsandthyme.com 608-356-3167

Flavored coffees that taste like they should, from the coffee experts.

Paramount Coffee Company

Sassy, fun, and delicious dry slush mix. Add wine/liquor, freeze, and enjoy.

H&T, LLC White Bear Lake, Minnesota bitchbagdrinks.com ht.llc5102@gmail.com 651-283-7977

Lansing, Michigan paramountcoffee.com ksurdenik@paramountcoffee.com

517-853-2408

Dillon’s New Milk Chocolate Almonds — a Very Special Treat! Carefully selected roasted almonds are coated in layers of Dillon’s creamy milk chocolate.

The result is a chocolate confection that is sure to please nut and chocolate lovers.

Dillon Candy Company Boston, Georgia customerservice@dilloncandy.com 800-382-8338

Homestyle products that bring the family together one meal at a time!

McCutcheon’s Frederick, Maryland mccutcheons.com info@mccutcheons.com 301-662-3261

Pumpkin Spice Whipped Honey

Enjoy everyone’s favorite season with this creamy, spreadable delight. Wildflower honey sourced from the fields of Montana is whipped with a signature blend of cinnamon, nutmeg, ginger, and allspice to bring the sweet taste of fall to tea, baked goods, and more.

Road Runners, LLC roadrunnersllc.com sales@roadrunnersllc.com 888-674-6349

Make an ordinary moment into a holiday memory with gourmet Hot Cocoa Mixes.

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

www.smart-retailer.com 33

PHOTO COURTESY OF INTERNATIONAL MARKET CENTERS

Summer Market Report Trends, Highlights, and Takeaways

W

PHOTO COURTESY OF KIM WILLIAMS

hen Kim Williams traveled from Missouri to Texas to choose products for her gift shop, she noticed several trends. Among them were lots of navy, gnomes still being big, and baskets used as wall décor.

“My favorite was the natural-looking Christmas decorations,” said Williams, who owns The Corner Cottage. She attended Dallas Market Center and said that more show and tell of products was her biggest takeaway from a business standpoint.

She is not the only buyer who said gnomes are still trending.

Rebecca Biddle of Washington Health System in Washington, Pennsylvania, said the system’s volunteer gift shop manager attended Atlanta Market. The product trends the manager noticed were a continued focus on home items as the pandemic continues and an emphasis on home goods and decorations with gnomes continuing to be hot, Biddle said.

Biddle said supply chain demands are still causing wrinkles, and the increase in freight charges is affecting everyone not only at work but also at home. “We did end up purchasing large ‘home,’ ‘fall y’all,’ and welcome signs, as well as outside copper spinners, both of which are selling well. Again, the emphasis seems to remain on home decoration,” she said.

Janie Tutewohl owns Market on Oak Boutique in Farmington, Minnesota. The product trends that stood out to her when she went to Dallas Market Center and

Showrooms are ready for buyers at a summer market.

36 Smart Retailer OCTOBER/NOVEMBER 2022

PHOTO COURTESY OF INTERNATIONAL MARKET CENTERS

BY ANGIE LANDSVERK

A buyer looks at home goods during last summer’s Atlanta Market.

Minneapolis Mart were more kitchen items and more candles.

Her favorite trend was sustainable products.

Something she learned at the markets she attended is that finding quality, American-made products that resell well can be difficult but using online marketplaces can make those decisions easier.

More Market Trends

Courtney Marcum’s biggest takeaway from the regional show she attended was “more wood,” and Gio Yarabek saw mixed prints in apparel. Yarabek went to Dallas Market Center, Las Vegas Market, and Trendz Show.

Brigid Beaubien owns Urbanum in Detroit. Among the markets she attended were NY NOW and Shoppe Object. The trends she noticed were charcuterie boards still being incredibly strong, more barware, and items related to what people will need when they go back to working in the office.

She appreciated seeing more barware. That is a product category she carries in her store, and Beaubien said those items have been difficult to find.

The product trends she saw for people returning to working in an office setting were interesting. One was a square, flat water

bottle that would fit in a bag and was available with different colored sleeves. “That stood out,” Beaubien said. She also saw a fair number of new totes and bags, including a bag for women that had a computer case in it.

Industry Notes

Market Highlights

Vincenti said an overarching trend right now is values-based commerce. Buyers are sourcing brands that are eco-friendly, support communities, and are owned by women and people of various racial and ethnic backgrounds.

Shoppe Object’s representatives noted several market highlights. One of them was an expansion of beauty and wellness products. Due to a growing demand for safe beauty and wellness products in the market, there was a record high number of these brands on the floor at Shoppe Object this season, from nontoxic, organic lipstick to dermatologist-approved hair cream, they said.

Shoppe Object’s Black Lives Matter Action Initiative (BLMAI) grew this year. The initiative seeks to foster a better, more representative, inclusive home and gift market by subsidizing the cost of exhibition space to talented, independent Black designers and makers. It doubled the participation in that Shoppe Online space this season — from 10 exhibitors to 20. The increase in the number of partners in this program will apply to future seasons as well.

Shoppe Object said discovery is one of its core values, and 25% of the show floor was held for first-time brands. Many of these were in the Table and Home Decor space, which Shoppe Object aims to grow in the coming seasons.

The show’s digital components saw lots of action on the floor, with a 30% increase in digital activity since the last market. Buyers and exhibitors alike were scanning away with the omnichannel QR Code system, allowing both to scan and save information to their profile pages on Shoppe Online.

Julie Smith Vincenti of Nine Muses Media is a trend forecaster for International Market Centers (IMC). She said neutrals were a theme at the summer markets but with some texture and imperfections. “Neutrals also were trending in fashion and accessories,” Vincenti said.

For fashion accessories, off-white colors hit bags, shoes, scarves, jewelry, and more, she said. In home décor, “trending neutrals capture an elegant mood by way of nuanced details, captivating textures, and intriguing forms with a nod to warmth and subtle luxury,” Vincenti said. “They strike a minimalist/ maximalism chord that’s open, airy, livable, and reverential with linear patterns, bas-relief details, and complex textures.”

The other trends she noted were plant parents/houseplants, pastel tabletops and housewares, beach-inspired products, purples, and meaningful imperfections. And of gnomes, Vincenti said they have “definitely been trending for a while. They started for Christmas and have expanded to other seasons.”

She provided more details about the trends she saw. The popularity of houseplants shows no signs of slowing, Vincenti said. This means planters, tools, and accessories related to this product category remain hot.

The pastel party trend involves tabletops in a pastel palette, with milky or frosted glass, hazy finishes, and finestranded textiles, she said. The beach-bound trend of “luscious pastels, revitalizing aqua hues, and tropical mainstays make this retreat to water, sand, and sun look fresh and new for 2022 and There were more beauty and wellness products at August’s Shoppe Object. beyond,” Vincenti said.

38 Smart Retailer OCTOBER/NOVEMBER 2022

PHOTOS COURTESY OF ELVIN ABRIL

PHOTO COURTESY OF ELVIN ABRIL

Values-based commerce is a trend.

She said the incoming purples and reds set a stage for a range of sentiments and moods, from festive and vibrant to regal and healthful. Here, tints and shades intermingle with classic and modern patterns, Vincenti said.

Meaningful imperfections include uneven shapes, unfinished edges, bare metals, unpolished wood, and stone, organic statement pieces, she said.

Themes the folks at Shoppe Object saw this summer were cordless lamps, anthropomorphic jewelry, stripes, vintage graphics, comfort, gravity defiance, handmade details, Y2K, and elaborate candles.

100% American Soybean Wax

TM

Clean Burning | Lead-Free Intensely Fragrant

Atlanta Gift Mart Building 2 #618B | Dallas Trade Mart #2810 Las Vegas Market Center #C691 | Minneapolis Orange #317

info@swancreekcandle.com | www.swancreekwholesale.com | 800-626-4590

Tips for the Holiday Season Industry Leaders Share Their Ideas

BY NICOLE LEINBACH REYHLE

S

tores everywhere anticipate the holidays with enthusiasm for sales, yet not always for the work involved. After all, countless things must be accomplished to achieve a successful — and profitable — holiday season.

A store’s to-do list begins long before the holidays arrive.

There are many variables to manage. These include sourcing festive and on-trend inventory; identifying holiday promotions; incorporating omnichannel selling techniques; and considering holiday gift wrapping, store staffing, extended store hours, and more.

To help ensure your store lands on the holiday’s good list this year and not the bad list, consider the 10 tips below from industry leaders.

1

Make an Impact

“Consumers shop with businesses that are aligned with their values. Select a charity to support for the holiday season and donate a percentage of sales or product. Throughout the holidays, people are looking for ways to give back to causes, so it can be good for business to help consumers purchase with purpose.

Partnering with a charity can boost sales and expand marketing opportunities.”

Kerry Bannigan, Executive Director Fashion Impact Fund•fashionimpactfund.org

2

Prioritize Customer Connectivity via Social Media

“With social media being highly saturated during the holiday season, what you need to do is stand out, humanize your brand, use best practices, and use advertising. To stand out from your competition, use unique content such as tweets as posts or relevant memes to connect with your audience.

Next, humanize your brand by showing up in videos talking to the camera and showing behind-the-scenes (BTS) moments from your store. While you’re creating unique and humanized content, be sure to also use best practices by posting consistently, use lots of engagement stickers in your stories, and use only three to five hashtags in your captions. Lastly, you want to make sure to use Facebook Ads Manager to always advertise your most recent posts to get the most out of your content.

Happy posting, retailers!”

Steph Bechard, Digital Strategist & Community Manager Crystal Media•crystalmediaco.com

40 Smart Retailer OCTOBER/NOVEMBER 2022

3

© [MOLESKOSTUDIO] / ADOBE

Prep Your Email Blasts in Advance

“The holidays will be busy, so make sure you schedule out all of your holiday emails in advance. Start with Nov. 25 for Black Friday through New Year’s. So many retailers forget to do this when they have the time to be creative. Give a call to action (CTA) on all of them, offer helpful tips for gifting versus just providing sales and coupon details. Plus, make sure you inform your crew what you are promoting as well, so they aren’t caught off guard. Communication to your customers via email is essential, as is communication to your team on what to expect during the holidays.”

4

Bob Phibbs, The Retail Doctor retaildoc.com

Spy on Your Competition

“Let’s face it. Amazon is your competition. To help see what inventory is being sold for what on Amazon, use AMZ Alert to spy on price changes, promotional offerings, and other surprises that your customers may also be seeing. Using AMZ Alert, you can be notified immediately when your competitor changes price or runs out of stock. This allows you to adapt quickly and intelligently to changes when top competitors make their own changes.”

5

Clayton Atchison, Community Ambassador Carbon6 Technologies•carbon6.io

Nurture Your Customer Data

“I’ve created numerous businesses both online and offline in my career. It always astonishes me how valuable a customer list can be. While most retailers are primarily focused on new traffic and creating transactions, we’ve always focused on building a relationship with each customer. Historically, 41% of every dollar we’ve sold in all our businesses has come from existing customers. In my book Private Label Millionaire Secrets, I discuss creating a ‘mafia offer’ that compels your customers to opt in to a list that delivers more value and a better user experience. We’ve done it for almost every retail category out there, so don’t assume that your business is different. We’ve been able to remarket to our past customers via email, text, and social media to create a windfall of additional revenue without adding expenses that simply wouldn’t be there without a list. Get started building a list today!

You can use SMS text opt in, email submission, QR codes, or any other platform. Just get started right away. For a cheat sheet, see www.listingtripwire.com to see how we do it today. Good luck!”

Shawn Hart, Co-Author of Private Label Millionaire Secrets Post Purchase PRO•postpurchasepro.com

6

Consider Where Your Customers Are

“‘Location, location, location’ was always the mantra in retail.

Today, there are many locations that matter to sell to customers all over the U.S. and the world. For small to medium-sized retailers, one to three brick-and-mortar stores, if you don’t have your Amazon seller account, get it now. Sell your products using the same name as your brick-and-mortar storefront on Amazon. Use Amazon as another source of marketing and store name recognition. Your local customers can see your products on Amazon and come to the store and vice versa: your customers can come to the store knowing that they can also buy your products with the largest retailer on earth standing behind you. Yes, Amazon will want a significant percentage in order to sell products on its ‘platform.’

However, the growth in your sales, the sheer volume of sales that you can do on Amazon, should make up for the higher cost. This holiday season, consider it your goal to increase your sales volume to lower your costs of goods and focus on the goal of retail — selling your products to consumers, wherever they may be.”

7

CJ Rosenbaum, Attorney & Partner Rosenbaum & Segall, PC

Tap Into Customer Emotions

“Brick-and-mortar retailers are the best at delivering a great customer experience and love making sure their customers get just what they need. For the holidays, it is especially important to capitalize on the emotion because so much of the buying is for a friend or loved one, and your customer wants it to be special.

The challenge for this year is that now that supply chain woes have eased up some, the bigger stores have plenty of merchandise to put on sale and compete on price, but don’t dismay. Tap into that emotional buying phenomenon, and don’t forget to market to the idea of self-gifting. Consumers buying for themselves as they shop for others has never been higher. Help new customers discover you by working with other businesses in your area to potentially display a complementary product. Do you have comfort and wellness products? How about showing a basket of products on the counter of your local gym? Happy holidays!”

8

Vicki Cantrell , CEO Vendors in Partnership•vendorsinpartnership.com

Bundle, Collaborate, Plan

“With a tricky economic backdrop, people will be looking for inspiration and ease when it comes to holiday shopping. Think of ways you can bundle products to create thoughtful pairings that are tastefully thematic. These can be products or services you solely offer or a combination of surprising strategic partnerships with like-minded and complementary brands. Competition will likely start early again with big-box retailers starting sooner and sooner, but shoppers will still be looking for those authentic, local options — make sure that is part of your story. Also consider staffing challenges and consider bringing in support sooner and really make them part of your focus and empower them to be true ambassadors for your store. Lastly, collaborate with your surrounding neighbors, organize incentives to support each other, cross market each other, and amplify each other’s presence. Make your block a must-visit destination in itself for holiday shoppers.”

Melissa Gonzalez, Principal at MG2 and Founder of The Lionesque Group lionesquegroup.com

42 Smart Retailer OCTOBER/NOVEMBER 2022

9

Experiment and Expand Beyond Your Normal Routine

“Be innovative and creative this holiday season. Remember this is an important time to plan, prepare, and promote. Weave small tests into your assortments. Did you notice a spike in sales for one of your more obscure categories? Did you sell out fast on something and forget to reorder it? Expand and experiment with a few new vendors and products; surprise your customers with something new and see how they respond. Whether they are in your store or online, we have made it super easy for our customers to shop the web or in person. So don’t forget about Cyber Monday and certainly don’t forget about Shop Small Saturday. Have your online bundles ready and your store and community events planned to the T! This is a time of rejuvenation, collaboration, and fun.”

10

Amy Loewenberg, Senior Relations Manager NY NOW, SF NOW, American Handcrafted•nynow.com

Plan for Slow Days

“Unfortunately, there may be days that, despite your best planning efforts, store traffic simply isn’t what you want — or need — it to be. These days should be thought about in advance so you can prioritize this time. Have plans in place to call regular customers for holiday check-ins, create social media videos or go live on social media to encourage sales, incorporate store maintenance best practices for your team to keep up with, expand selling avenues with select marketplaces or your own online website, and interact with potential customers online. There should never be a moment when your team doesn’t know what to do. With expectations set for both you and your entire staff, the holiday season can be successful even when the unexpected occurs.”

Nicole Leinbach Reyhle, Founder & Author Retail Minded & The Independent Retailer Conference•retailminded.com

Finally, take the time to celebrate your hard work and the work of your team as well. Offer employee-boosting experiences that are festive and fun to help keep your team’s stamina strong throughout this busy time of year.

Plan these well in advance so everyone can plan to attend — even if it is simply doughnuts from a favorite local shop before store hours or a pizza party at a nearby restaurant where everyone can relax and (finally) sit down. ’Tis the season of festivity, so be sure to celebrate your store and your team as well.

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.

New Possibilities WITH

Handmade Products

E

BY AMBER CHRISTIAN

PHOTOS COURTESY OF KAREN ST CLAIR

ach time we survey our readers, we learn more about the day-to-day challenges facing their businesses.

A few years ago, it started with broken supply chains and shipping delays. Then along came inflation and staff shortages.

It has been a tough couple of years.

But it’s not all doom and gloom. Those same responses showcase their creativity, innovation, and resilience.

Time after time, we see them rise to meet new challenges and embrace new approaches. Sometimes it seems like it is sheer grit powering them through all these adventures.

The Challenge

Earlier this year, we conducted a survey to learn the effects of the breakdown in supply chains. We saw many comments about embracing more locally made and handmade products. We decided to focus our most recent survey on all things handmade, to dive deeper into the topic.

Of the respondents, 85% said they are selling handmade products in their shops.

The survey was all about handmade, so this was not a big surprise.

We also asked if they have a handmade strategy for their store, with 64% saying they do not have one. And 71% said they want to learn more about different handmade strategies.

Over the next few months, we will present a series of insights and approaches to consider for your handmade strategy. There is no onesize-fits-all strategy. Our goal is to present ideas to inspire you and help you get started.

Creating New Possibilities

Many are already stocking some handmade items, so one strategy involves leveraging and amplifying

Karen St Clair pairs handmade items with other products in her store.

what you already carry. This approach is actionable without requiring new inventory.

We found great examples of this in our conversation with Karen St Clair at Market 5:36 (market536.com) in Sheridan, Wyoming. When we asked about her approach to selling more handmade products, she said, “Years ago, I started making bead wraps for pens. People loved them, and they sold well. But at some point, it went from a handmade item to just

No 65%

Yes 85%

No 15% Are you selling any handmade products in your store?

44 Smart Retailer OCTOBER/NOVEMBER 2022

Yes 35% Do you have a handmade strategy for your shop?

another pen. Yes, the pen is cute. But by selling it alone, I was limiting myself. I asked myself, what could I put with this pen?

“I focused on tying this handmade item with other mass-produced items to create something new. For example, I take that handmade pen and pair it with a journal or a nice notebook. Now I have multiple ways that I can sell that set. Individuals can buy it for themselves, or it can be a quick and easy gift. By presenting the items together, I create several different ways to sell the product to customers.

“I try to think about how I can make something easier for the customer and try to create a simple solution to their problem. I connect the dots for them by pairing items together. It also makes what I carry different from other shops.”

By creating a unique combination, St Clair created a solution for different challenges with the same product. It can

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Putting It Into Practice

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How can you take this idea and put it into action in your business? It is time to get creative! Here is an exercise to take into your shop to get you started: 1. Pick five different handmade products you already carry in your shop.

2. Unleash your creative mode. Get one piece of paper for each product.

On each piece of paper, write down at least 10 different things you can think of to pair with that product to sell. The more ideas, the better.

3. See what other items you have in your store that work for these combinations. They could be other handmade items or other massmanufactured items. Save the ones you cannot fulfill right now for future ideas and experiments.

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be a solution for an individual customer who likes to journal or write. It can become a quick, easy, and practical gift for someone else.

Or it could be a solution for another business. A handcrafted pen and notebook combination could be sold to the local real estate agent to use when a customer buys a new home. So many new possibilities!

When asked what other interesting combinations she has created over the years and what inspires her to continue, St. Clair said, “I am always brainstorming.

There are so many jewelry makers out there — how can I make the products I sell stand out? I had an idea at Christmas one year. I paired a clear Christmas ornament that comes apart with handmade earrings inside. This made a unique ornament for either a gift or for your home. If it is for your home, when you are done with the ornament, you have the earrings to wear.

“Another year, I created a unique home décor item. I paired a handmade item with a candle. I then paired that item with another home décor item to create a phrase ‘Blessed home.’ I paired other manufactured items with handmade items to create something new and different.

“This has been good for my business.

I’ve noticed that by pairing items together, I increase the overall sale to my customer.

Mixing handmade items with manufactured items also lets me control the overall margin to keep it at a sustainable percent of the sale.”

4. Set your pricing at a comfortable profitability mix for your shop.

5. Assess if you have other ways to sell your combined items. Can you sell to other local service-based businesses?

Are there other sales avenues you have not considered before? Create your plan for following up on those ideas.

Crafting your handmade strategy will take time and experimentation. This exercise should help you take a step forward to find new and creative solutions.

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. www.smart-retailer.com 45

BUSINESSBRIEFS

BY SARAH HOBAN

Honesty Is the Best Policy for Price Increases

© [KRAKENIMAGES.COM] / ADOBE

The pandemic, inflation, and supply chain issues have taken their toll, and if you haven’t already, you may find yourself needing to take such actions as raising prices or cutting back business hours.

But such actions can also affect your relationship with your customers who are facing inflation worries of their own. How do you maintain customer loyalty?

Writing on entrepreneur.com, Steve Oriola, a marketing tech executive, urges transparency and honesty.

Customers are certainly aware of rising costs, he notes, and explaining your own increases “will reduce the likelihood they will feel caught off guard by the change.” By getting ahead of the bad news, Oriola said, business owners can build trust with customers and show they are working to manage inflation’s effects.

“Just as any small-business owner would appreciate clarity on rising rates from suppliers, customers will be grateful for the heads-up and honesty, if not happy to hear the news,” he said.

Oriola said businesses also need to continue their diligence toward excellent customer service. “Building a good customer

relationship is the quickest way for small businesses to generate positive word-of-mouth and positive online reviews — which, in the end, could be the difference between sinking and swimming for many small businesses in competitive markets,” he said.

© [GUSTAVOFRAZAO] / ADOBE

Retail’s Suburban

Small Business Saturday:

Getting the Word Out

Ideally, you’ve already started making Small Business Saturday plans — it’s Nov. 26 this year. There are plenty of basic marketing tools to put in place: special discounts, in-store celebrations, a social media push (including live in-store updates throughout the day), and partnering with nearby businesses.

Digital marketing company LOCALiQ has suggestions for landing some media coverage as well: • Write an opinion piece on the importance of Small Business Saturday, emphasizing the value and contributions of small businesses in the community.

• Write an article about your own business if you have an unusual backstory or a long history in the community.

• If local media or blogs are planning Small Business Saturday stories, invite reporters to visit your business to interview customers.

Your first step, of course, is to register your business on the American Express Shop Small map. Do so at americanexpress. com/us/small-business/shop-small. Find other SBS tips from LOCALiQ at localiq.com/blog/small-business-saturday-ideas.

46 Smart Retailer OCTOBER/NOVEMBER 2022

Siren Song In the wake of COVID-19, downtown shopping districts lost some of their luster — and many of their customers — as fewer workers traveled into cities to work.

Even after businesses began to resume more normal operations, many employees have continued to work remotely from the suburbs, including those who simply left the city for farther-out locations. This trend, reports ModernRetail.co, has many retailers scoping out suburban locations for stores rather than in-town sites where they might have launched stores in the past.

ModernRetail notes that larger online retailers, such as Amazon and Wayfair, are opening stores targeted at suburbanites, and even longtime suburban retailers like Target and Dollar General are experimenting with new formats for new suburban audiences. The site points to a Gallup survey from earlier this year that showed 42% of employees had a hybrid remote/in-person work schedule and, as a result, were doing their shopping closer to home.

Retailers who are considering new locations in the suburbs will face some new challenges from those already there. Competition for good locations and reasonable rents will likely increase, and newcomers will need to build their brand awareness. “It’s going to take more effort to compete with larger players in these spaces,” one retail executive told ModernRetail. “Just like any new market or new entry, you’re going to have higher customer acquisition costs to promote your business.”

BUSINESSBRIEFS

TAKING THE

Businesses in rural areas face challenges of their own, including a smaller labor pool, a smaller customer base, decreased access to funding resources, and tech issues, such as a lack of dependable broadband service. SCORE, the small-business mentor nonprofit, offers resources specifically aimed at rural entrepreneurs. Visit score.org/rural-entrepreneurs to look for

© [OLGASTRELNIKOVA] / ADOBE

RURAL ROUTE a mentor, learn about opportunities and obstacles, or explore funding options for your business. The group provides information on small-town business incubators and other helpful resources, such as specialized groups and local economic development organizations. The site also features success stories from rural business owners.

Filling Seattle’s Vacant Storefronts

To help revitalize its downtown business district, Seattle has launched Seattle Restored, an initiative that aims to link local small-business owners and artists to vacant storefronts to host pop-up shops and art installations.

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The project is coordinated

by Seattle’s Office of Economic Development, the Seattle Good Business Network, and Shunpike, which is an arts organization.

It is funded by the Coronavirus State and Local Fiscal Recovery Funds program that is part of the American Rescue Plan.

City residents can apply to run a pop-up shop or share pop-up space in a vacant storefront; create an art installation to exhibit and sell artwork — using a QR code — in a window display; advertise and sell products in a window display; or operate a restaurant for one month. The project particularly encourages participation by Black and Indigenous artists and entrepreneurs and will provide participants $2,500 for startup costs. The first phase of the program included 30 sites in downtown neighborhoods; the second phase aims to activate 45 more storefronts in neighborhoods around the city. Learn more at seattlerestored.org.

“Employees are motivated by more than money.

Providing the right level of support, assigning purpose to their work, and creating opportunities for improved engagement are now significant factors that move the needle on employee satisfaction — even in an uncertain economy.”

—ROB CATALANO, CHIEF STRATEGY OFFICER AT KAZOO + WORKTANGO, WRITING IN FAST COMPANY.

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DISPLAY&DESIGN

BY AMY MEADOWS

Window Shopping Why to Consider Hiring a Retail Design Consultant

H

ow many times have we thrown up our hands and wished someone else could step in on a particular project? Someone with a better solution, more tools, a stronger back, or a taller ladder?

I certainly have. It might be a skilled friend, or it could be an industry expert I’ve sought. But the fact is we all benefit from input and assistance.

A visual merchandising (VM) professional — like a retail design consultant is someone — is someone for just such a job.

Ideally, they bring a skill set that includes display arts (table scaping, dressing mannequins, creating vignettes and windows), as well as a keen eye for floor layout, fixture use, merchandising, and advice on lighting and signage (note that signage and electrical functions are typically outsourced for safety, inspection, and production issues).

Knowing where to find such assistance, how much it costs, and what to expect as an outcome can be complicated. Let’s look at some options and resources.

How to Find One

I recommend an online search using the hashtag #freelancevisualmerchandiser, as an earlier dive without the “freelance” lead revealed more job listings than actual jobholders.

While a number of us who work as visual merchandising and retail design consultants can be found online, we also rely heavily on word-of-mouth. Your local chamber of commerce or downtown association is another source for recommendations.

These groups have access to resource guides and forums for the express purpose of finding experts in specific fields.

Many of my clients come by way of funding (SBIFs, TIFs, and others) that has been secured by state and/or local entities.

Another option is for you and several of your fellow business owners to combine forces and bundle costs.

Here is another idea. Do you have any colleges or universities nearby that offer fashion marketing and/or merchandising courses? Sometimes, instructors are looking for hands-on projects for their students. It might be a little tricky to negotiate, since the curricular needs might not align fully with yours, but it is worth checking.

Finally, find out who is helping other retailers in your area.

Even visual merchandising professionals working for national or regional retailers are often open to a few side projects. Working

PHOTOS COURTESY OF AMANDA WOLFSON DAVIS

Freelance or contract work can take on a variety of styles. The work of Amanda Wolfson Davis includes soft-styling and flat-lays (you will know those from e-commerce and social media presentations), as well as creating trend statements for trade expos and detailing the arrangement and styling for show setups.

50 Smart Retailer OCTOBER/NOVEMBER 2022

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DISPLAY&DESIGN

Request renderings when working remotely with a designer.

with you and documenting the before and after in your store expands that employee’s portfolio, and you get trained talent in your store. It’s a win-win.

Advice From the Field

Like so many of us who earned our stripes working for corporate retail in department stores, visual merchandisers are trained in the world of floor plans, window displays, department moves, and sale setups. After several years at both national retailers and independent boutiques, Alan Creason now works full time as a freelancer.

He shared what he likes best about being a visual merchandising consultant. Creason said it is “hearing success stories from business owners, even if it’s just shifts in foot traffic and positive customer response. My favorite gigs are always the ones where the client provides creative freedom because you’ve earned their trust.”

Creason explained what retailers often overlook when they implement such strategies. It is “how effective even the simplest steps can be. Simply implementing consistent standards and best practices in the way a sales floor is organized can make a huge difference. The sole costs are time and elbow grease, and it can provide a seemingly new sales floor,” he said.

He has advice for business owners considering the idea of paying for visual merchandising assistance. “Trust your VM consultant’s advice — they are there to help you succeed. Be open to new ideas and changes (big or small). Both should respect each other’s budgets, and don’t be afraid to say no (while maintaining flexibility),” Creason said.

The visual merchandising discipline is fluid, pulling from — and adding to — the ranks of florists, event planners, and photo stylists. Amanda Wolfson Davis’ background in display continues to inform her work for trade shows and product launches.

“I am celebrating 20 years in the creative industry in Chicago.

After 11 years with a local display firm, I went off on my own and transitioned into photo styling, working for brands including Aldi, Crate and Barrel, Target, and Ulta Beauty. I was able to utilize my skills in visual merchandising and set design to create compelling compositions for e-commerce, social, and catalog photography,” she said. “I also still offer visual merchandising and display services for select clients. One of my favorite gigs for visual is collaborating with the Merchandise Mart on their apparel shows. Typically, a theme is determined and then I brainstorm new and engaging ways to bring the theme to life and showcase exhibitor apparel. This is a fun mixture of design and installation work, which I love.”

52 Smart Retailer OCTOBER/NOVEMBER 2022

What About the Cost?

There are no set industry rates for this service. Some professionals work hourly, while others work for a daily fee (usually the simplest and most straightforward pricing method). From time to time, some of us like to barter our services for store products or business services.

Regardless of pricing or payment, it’s imperative that you both agree on deliverables, meaning what you will have when the work is done. As a business owner, you might have options for taking on an aspect of the work (carpentry, painting, etc.) for less than a third-party charge. While not always negotiable, I feel it is worth asking — the freelancer might be relieved to strike that from the scope of work.

Another popular option is to look at the bigger picture and create pricing for the entire year — a flat rate to do five seasonal changes (winter, spring, summer, fall, and holiday). This allows both the storeowner and the designer a chance to plan and avoid the stress of last-minute shopping, shipping, and scheduling.

An option for visual merchandising that did not really exist prior to the pandemic is Zoom. As an even more robust variation on FaceTime, real-time video calls allow both the client and the consultant to “tour” the space, identify issues, and discuss possible solutions.

While it is not as good as being on-site and gaining authentic first impressions, it is a strong second-place concept. If you are working with a designer remotely, be sure to request renderings. They might be photoshopped images of your store window or hand-drawn sketches of planned installations to which you both agree. This helps avoid headaches and misunderstandings later.

Once the service is complete, take photos and notes. Ask your staff to jot down customer responses — good and bad — to what was done. Ideally, you will also see increases in sales, so track that as well.

Visual merchandisers make things look better, but if we are doing our job correctly, we are making things sell better, too.

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

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RETAILERSPOTLIGHT

BY ANGIE LANDSVERK

Urbanum A Distinctly Detroit Store

W

For the City

Owner Brigid Beaubien

Brigid’s inspiration to open her own store can be traced back to more than 10 years ago. It began when she and her husband, Tim Costello, opened 8º Plato Beer Company, a high-end beer and wine store in Ferndale, Michigan. A few years later, they opened a second location in Detroit.

“When we opened the second one in downtown Detroit, I used all reclaimed designed products and was nominated for a UNESCO design award. I began thinking about opening a store at that point,” she said.

The store opening became a reality in September 2018. Brigid explained the meaning behind its name. Urbanum is derived from the word “urbane,” which is about being of or for a city, she said.

56 Smart Retailer OCTOBER/NOVEMBER 2022

The product categories in her store include home goods, stationery, lighting, artwork, small pieces of furniture, gifts, bath, baby, books, plants, and barware.

“I don’t think I can keep enough books or candles in the store! They both fly out of here,” Brigid said.

“For lighting, I have Regina Andrew and that does well.

Also, I have vintage rugs and they do very well. Live plants got us through the supply chain issues. We’ve just begun to add a few women’s accessories.”

The barware includes a large selection of glassware, as well as bitters and cherries, complementing the couple’s beer and wine store.

“So, people know there is a connection there,” she said.

At Urbanum, Brigid said they “aspire to touch all the senses when a guest arrives. We want the shop to look exceptionally beautiful, smell good, have great music on, and have some tasty nibbles. Customers tell us this sensory experience makes our shop a favorite after a long week or a treat after going to a scary doctor’s appointment.”

PHOTO COURTESY OF LAURIE TENNENT

“We want the shop to look exceptionally beautiful, smell good, have great music on, and have some tasty nibbles.”

hen Brigid Beaubien opened Urbanum in Detroit’s New Center neighborhood, it was one of a couple small businesses on the block.

Four years later, the area is full of businesses in this north anchor of Detroit’s greater downtown. The thriving neighborhood includes shopping, dining, entertainment, and historic buildings.

Brigid is a second-generation shopkeeper and proud of it. “As a young adult, my parents owned a store very similar to mine called The Kindred Spirit. My mom’s design aesthetic is amazing,” she said. “I would go to gift shows with her and then help her display them in the store. I learned from the best.”

Her parents’ store was outside of Detroit, in Wyandotte, Michigan. Brigid was a public school teacher then and sometimes helped at the shop.

Being connected to the community is important to Brigid and Tim. “We are part of our community.

My husband and I live in the community we own businesses in. We financially support neighborhood events,” she said. “We volunteer in our neighborhoods. We see our customers at the grocery store, gas station, and voting booths. We’re involved and entrenched.”

A Sensory Experience

Brigid’s customers say Urbanum has well-curated items. “I really focus on products that are distinctly Detroit and city-driven design, with merchandise combining the familiarity of industry with the comfort of found objects,” she said.

www.smart-retailer.com 57

RETAILERSPOTLIGHT

Weathering the Storms

PHOTO COURTESY OF LAURIE TENNENT

PHOTO COURTESY OF MICHELLE YELDA

Brigid was a Detroit public education teacher for 15 years and is now a full-time education professor. She balances being both a small-business owner and a professor with the help of her staff, which includes her sister.

Crediting her parents for much of what she does, Brigid said there is a “great deal of pride that comes from a customer saying how much they had loved my parents’ shop and that Urbanum is as special as The Kindred Spirit was.”

Since opening Urbanum four years ago, Brigid has faced her share of challenges. “The first winter I was open, there was a polar vortex with temperatures below -20 for over a week. There were six days when not a single person walked into the shop. That was so hard,” she said. “Then there have been four complete dust outs from construction in the properties on either side of the store, two dramatic basement floods, and a pandemic. It hasn’t been smooth sailing — LOL!” As she looks back on the last several years, Brigid attributes surviving the pandemic to two things — her customers who stuck by her and the infrastructure that was in place in the city of Detroit, which paid small-business loans for three months.

Not a lot of cities had that type of infrastructure, she said.

Her marketing strategies have varied. Early in the pandemic, Brigid was among the first in her area to use Facebook Live.

“At different points, I’ve advertised with the local NPR station, taken out ads in the local paper, and done Google ads,” she said.

“However, Instagram is my No. 1 driving force — to the point that it is the only place I put advertising dollars now.”

Defining the Brand

Like many small retailers, the pandemic forced Brigid to pivot and then think about what made the most sense for her business.

“In the height of the pandemic, we opened an online store, and it just became too much. I’m also a full-time professor, so I have to really think about what makes my shop special and focus on that and not all the other things. An online store became a third fulltime job, and I just couldn’t keep it up. What makes us special is the seasonality of the shop and how it impacts the senses. Those are in-person experiences,” she said.

Brigid said that before the pandemic, she was trying to be everything to everybody. That helped get her business off the ground, but the pandemic made her think about what and how she was doing things. “I was on the right track with a lot but overextending what I did to engage customers. In addition to being open seven days a week, we were doing tons of special occasions. The pandemic really made me rethink what I had the time and energy to do and how I wanted to do it,” Brigid said.

“As I focused on clearly defining my brand, I sent surveys out to customers and their input was so helpful. That entire process got us to streamline events and products and really helped us become Urbanum.”

By surveying her customers, Brigid has learned what they like best and what products they want to see in Urbanum. She 58 Smart Retailer OCTOBER/NOVEMBER 2022

Above: Brigid Beaubien enjoys time with a customer during last year’s holiday open house preview party.

Below: Urbanum’s staff includes (from left) Beth Beaubien, Sandra Stewart, Sarah Rozewicz, Brigid Beaubien, Shenay Shumake, and Samantha Poeppelman.

has done three customer surveys, with the first one taking place during the pandemic.

Patterns have started to emerge. For example, Brigid initially carried few women’s accessories in the store. One woman who answered a survey said she can hide the purchase of a purse or earrings but cannot hide the purchase of a piece of furniture.

Due to feedback like this, Brigid has added some purses, jewelry, and scarves to the store’s mix.

In addition to defining Urbanum’s brand, Brigid has also tried to figure out who the store’s typical customers are. “When we opened, we thought we would have a very clear customer base and we really don’t. Our customers are a cross section of our community, and we love that,” she said. “A year ago, we had hoped to really define our typical customer, and business students from the University of Michigan helped design a survey tool and studied our sales data to determine our primary customer. They came to the same conclusion — we have a wonderful mix.”

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Store Hours and Events

Brigid has tweaked Urbanum’s hours since opening the store four years ago. “I am doing fewer hours and fewer in the winter,” she said. “Sales grew last winter.”

The store was initially open from 10 a.m. to 6 p.m. Tuesday through Saturday and noon to 4 p.m. Sunday. Today, its hours are 11 a.m. to 5 p.m. Tuesday through Saturday, with Sunday’s hours remaining noon to 4 p.m.

The winter hours go into effect the second week in January, with the store then open from Thursday through Sunday. Detroit’s cold winters and the number of people still not working full time in offices were reasons for enacting winter hours.

Three large events take place at Urbanum each year. They are a spring open house the first weekend of March, a summer sale at the end of July, and a holiday open house the first weekend of November.

“The coolest thing we do is we close the store for a week leading up to the Christmas open house,” Brigid said. “There’s nothing that is not touched with holiday magic.”

People line up outside Urbanum’s entrance on that Saturday for the holiday event. Last year, a preview party was added for the first time on the night before the one-day Christmas open house — an idea Brigid received from a friend. The result was expanded sales, and it is taking place this year as well.

The preview party includes appetizers, champagne, and the opportunity to shop. The ticket is $25, with 100% of last year’s proceeds supporting a homeless shelter for women and children.

Brigid said that before the pandemic began, Urbanum hosted several events and classes per month. “They included speakers on architecture, Detroit history, race, and design,” she said. “We held cookie and cake decorating classes.”

Since the pandemic, the seasonal open houses have continued and there have been a few book signings. Brigid said they continue to be careful about having large groups in the 1,800-square-foot space.

The Balancing Act

Brigid remembers her own experiences as the owner of a new business. Her advice for those who recently opened a store is to “work on balancing what you can do and will do with the needs of the shop and your customers. If I had kept stretching to be everything to everyone, I would have burned out. Find your lane and make it yours.”

For example, one thing Urbanum is known for is its customer service. Brigid believes customer service happens in the details and said they go “above and beyond to do the little things.”

When Brigid and Tim were creating their first beer and wine shop in 2011, they spent hours exploring other small businesses and talking about what they liked and did not like about them.

“In the end, we agreed that we held warmth, graciousness, and hospitality at the core of what we did,” Brigid said. “That’s how we want folks to feel when they are in the shops. We work very hard at being exceptional hosts.”

FACTS AT A GLANCE Business Name: Urbanum Location: 6545 Woodward Ave., Detroit, MI 48202 Website: urbanumdetroit.com Email: info@urbanumdetroit.com Phone: 313-771-4777 Employees: 7 Size: 1,800 sq. ft.

Trade Shows Attended: Atlanta, Dallas, NY NOW, and Shoppe Object Product Categories: Small case goods, lighting, gifts, art, bath, baby, books, stationery, plants, barware

Social Media: Facebook, Instagram POS System: Square 60 Smart Retailer OCTOBER/NOVEMBER 2022

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www.smart-retailer.com 63

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wmigiftshows.com 64 Smart Retailer OCTOBER/NOVEMBER 2022

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I LOVE LAS VEGAS MARKET “Market is important for me as a designer because it gives me the opportunity to get out and be around my colleagues. There’s so much design energy and there’s so much inspiration that comes from that because we’re all in this together.”

— Rhonda Peterson, Designer, Atlanta, GA, Furniture, Décor, Gift, Housewares, and Rugs Buyer 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.

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ABC Kids Expo.......................................................................... 3-5 theabcshow.com ATLANTA, GA

©2022 International Market Centers, LLC

Atlanta Spring Cash & Carry................................................. 8-10 americasmart.com

www.smart-retailer.com 65

O C TO B ER/N OV E M BE R 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.

AmericasMart Atlanta................................................................................ www.americasmart.com........................................... 15 Bandi Wear.........................................................................................................bandiwear.com.................................................. 23 Bill’s Ideas DBA Classic Farmhouse Candles................................. www.classicfarmhousecandles.com................................. 23 Bright Ideas.................................................................................................. www.brightideasllc.com....................................... 7, 31 Col House Designs................................................................................... www.colhousedesigns.com................................. 13, 29 CR Designs......................................................................................................www.cr-designs.com....................................... 19, 43 Cranberry Cornstalk.................................................................................thecranberrycornstalk.com......................................... 21 Creative Boxes.................................................................................................................................................................................29 Crossroads Original Designs ................................................................. www.crossroadsfamily.com.................................. 17, 31 CTW Home Collection............................................................................. CTWHomeCollection.com......................................... 51 CWI Gifts...............................................................................................................shopcwi.com.............................................. 25, 31 Deep Breath Designs.................................................................................. deepbreathdesigns.com.................................... 19, 54 Delighted Home Co...................................................................................www.delightedhome.com................................... 19, 47 Dillon Candy Company................................................................................www.dilloncandy.com.............................................33 Earth Rugs/Capitol Importing.......................................................................www.earthrugs.com.............................................. 61 Grecian Soap Company.................................................................................. greciansoap.com...........................................19, 51 H & T LLC.......................................................................................................... bitchbagdrinks.com........................................ 33, 54 JanMichaels Market, LLC....................................................................... janmichaelsartandhome.com.................................19, 41 Jen & Co........................................................................................................... jencohandbag.com................................. 29, 34, 35 Kurt S. Adler..................................................................................................... www.kurtadler.com................................................. 3 Lambs & Thyme.......................................................................................... www.lambsandthyme.com.................................. 33, 61 Lancaster Wholesale Mall................................................................ www.lancasterwholesalemall.com.................................... 5 McCutcheon’s Apple Products, Inc............................................................www.mccutcheons.com.................................... 33, 61 Meadowbrooke Gourds.................................................................................... mbgourds.com............................................... 9, 21 My Word!.................................................................................................... www.mywordsigns.com.................................... 21, 49 Old Town Soap Co........................................................................................ oldtownsoapco.com....................................... 19, 54 Paramount Coffee....................................................................................www.paramountcoffee.com................................. 33, 55 Peppermint Charms.................................................................................www.peppermintcharms.com......................................48 Prairie Dance, Inc.........................................................................................www.prairiedance.com.................................... 19, 53 Sawdust City................................................................................................www.sawdustcityllc.com.................................... 21, 55 Second Nature by Hand..................................................................... www.secondnaturebyhand.com..............................19, 67 Smart Glass Jewelry............................................................................... www.smartglassjewelry.com................................ 29, 54 Stickers Northwest........................................................................................ stickersnorthwest.com...................................... 21, 57 Stockabl............................................................................................................www.stockabl.com............................................... 59 Swan Creek Candle Co........................................................................www.swancreekwholesale.com............................. 21, 39 Taos Twist.............................................................................................................. taostwist.com....................................................33 The Country House Collection........................................................ www.thecountryhousecollection.com................................27 The Hearthside Collection.......................................................................thehearthsidecollection.com....................................2, 31 The Vintage Pearl........................................................................................ www.tvpwholesale.com.................................... 29, 37 ULINE...................................................................................................................www.uline.com...................................................53 Warehouse at Paxton..............................................................................home.thewarehouse.website.......................................45 Warm Glow Candle Co................................................................................www.warmglow.com....................................... 21, 59 Western & English Sales Association .......................................................... wesatradeshow.com..............................................63 Wind & Willow, Inc.........................................................................................windandwillow.com...............................................33 Windrift Hill..........................................................................................................windrifthill.com.............................................11, 23 Wing Tai Trading................................................................................. www.wtcollectionshowroom.com............................ 31, 68 World Market Center Las Vegas/International Market............................ lasvegasmarket.com..............................................65 Zen and Meow............................................................................................. shopzenandmeow.com..................................... 21, 57 66 Smart Retailer OCTOBER/NOVEMBER 2022

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