The
The footwear Factor Casting for New Owners Get Ready for National Costume Store Day!
Fall 2026
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CONTENTS 13
11
features
13 Cover Story: The Footwear Factor How an over-looked category can drive add-on sales. By Kathleen Furore
11 Snapshot
Exquisite Costumes Goes to Green Gables.
18
departments
6
Association News — National Independent Costume Store Day
16 Business Basics — Casting for New Owners 18 Product Parade 20 My Favorite Costume
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N C A A D M I N I S T R AT I O N BOARD OF DIRECTORS Terry Sinopoli Arlene’s Costumes 1156 Culver Rd. Rochester, NY 14609 terry@arlenescostumes.com 585-662-9942 Term ends: 2027
Immediate Past President
Pam Markel Illusive Skull Costume Castle 1314 Morgantown Ave. Fairmont, WV 26554 docmarkel@aol.com 304-476-7927 Term ends: 2026
Vice President
Courtland Hickey Chicago Costume 1120 W. Fullerton Ave. Chicago, IL 60614 courtland@chicagocostume. com 773-528-1264 Term ends: 2027
Treasurer
Louella Torrence Drop Me a Line Costume Shop 3600 Catherine Ave. Allentown, PA 18103 dropmealine@rcn.com 610-360-5498 Term ends: 2027
Director
Marion Bradley Discount Costumes 1736 Watson Blvd Warner Robins, GA 31093 balloonsnpartiesinfo@ gmail.com 478-396-1204 Term ends: 2026
Director
Calvin Coffman Graftobian 510 Tasman St. Madison, WI 53714 608-222-7849 calvincoffman@graftobian.com Term ends: 2026 FA LL 2 0 2 6
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Director
Anne Dorsey McCabe’s Costumes 4054 S. Memorial Dr. Winterville, NC 28590 mccabescostumes@gmail. com Term ends: 2026
Director
Annemarie Aldrich Rose Costume 104 W. Oak St. Denton, TX 76201 annemarie.aldrich@ rosecostumes.com 940-566-1917 Term ends: 2027
STANDING COMMITTEE CHAIRS
Buyer Member Benefits: Courtland Hickey Vendor Benefits: Calvin Coffman
Membership Recruitment: Anne Dorsey and Marion Bradley Revenue: Anne Dorsey Nominations and Awards: Pam Markel Bereavement, Disaster and Grievance: Pam Markel History: Dwayne Ibsen and Pam Markel Website: Brandon Lilly Social Media: Calvin Coffman
Top 10
Director
Bernie Garrido Bernie’s House of Fun 1804 Green Ct. Brownsville, TX 78520 bernieshouseoffun@gmail. com 956-592-7676 Term ends: 2027
Director
Dwayne Ibsen Ibsen Costume Gallery 4981 Hamilton St. Omaha, NE 68132 402-556-1400 Fax 402-556-5727 ibsencostumes@gmail.com Term ends: 2027
Director
Brandon Lilly The Life of the Party 4025 S. Mason St., Ste B. Fort Collins, CO 80525 brandon.lilly@goodsforgeeks. com 970-414-0857 Term ends: 2027
Executive Director
Ed Avis National Costumers Association 708-218-7755 executivedirector@costumers.org costumers.org
Advantages of NCA Membership 10. NCA Zoom Happy Hours. Chat with your NCA friends from the comfort of your home! 9. NCA Mentor Program. Get help from more experienced costumers...or give help to new members! 8. Help Halloween Happen Campaign. Google Ads that drive traffic to your store’s website! 7. Halloween for All Campaign. Make sure your store is suitable for all customers, regardless of abilities. 6. NCA Zoom Fashion Show. Learn about the latest products from our Vendor Members. 5. NCA Webinars. Great information from fellow members and experts, plus always time for questions 4. NCA Today Newsletter. Your bi-weekly dose of news about the NCA and costuming
President
3. Bundle Program Discounts. We all save money when we combine our orders. 2. Buyer’s Group Discounts. Exclusive discounts from our Vendor Members 1. The Costumer Magazine. The quarterly journal that’s in your hands right now!
PRESIDENT ’S LETTER Hello NCA Friends,
Are you excited about our busy time of year? We hope
everyone is getting prepared for Halloween and planning for National Independent Costume Store Day. Please reach out to me or anyone on the Board of Directors if you need help brainstorming ideas and getting ready.
Succession planning is a strategic process used to identify
and develop internal employees to fill critical leadership roles when they become vacant for any reason. It is important
to determine which positions are vital for continuous daily operations and long-term strategy. Assess high-performing employees for core skills, leadership aptitude, and
cultural alignment. Use targeted training, mentorship, and stretch assignments to prepare candidates for future responsibilities.
Revisit your plan regularly to account for shifting business goals and employee growth.
You may also reach out beyond your company to bring in talent or to sell your business. Due to the passing of Arlene, our founder and my great aunt, as well as my mother last
summer, we have just gone through some unexpected changes in our company. Luckily, we
had started our succession planning before this. I highly recommend looking at your future options as early as possible because you truly never know what tomorrow may bring.
On a lighter but very important note, the right accessories can turn everyday clothes or
simple costumes into a clear, recognizable fun costume. Footwear can be challenging to sell because sizing and space constraints can be an issue, but if you are looking to expand your
cosplay and costume accessory selection, footwear can be a great addition. We sell footwear for disco, for Christmas, and for some superheroes but choose our shoes carefully to make sure we have room and that what we carry coordinates with our costumes well. We also
select footwear that can be used for multiple costumes. For example, gogo boots are great for disco but also are a great option for Mrs. Claus, elves or superheroes, too.
We wish everyone the best for Halloween. It is on a Saturday this year and daylight
savings time falls on the same night. It could make for a really fun, profitable Halloween! Always,
Terry Sinopoli, President
National Costumers Association
Arlene’s Costumes, Rochester, New York
NCA National Headquarters Ed Avis Executive Director P.O. Box 13347 Chicago, IL 60613 708-218-7755 executivedirector@costumers.org
The Costumer Publications Office Ed Avis Associates P.O. Box 13347 Chicago, IL 60613 708-218-7755 executivedirector@costumers.org Ad Sales Ed Avis 708-218-7755 executivedirector@costumers.org Editorial Inquiries Kathleen Furore 708-267-0023 kfurore@yahoo.com Art Director Michelle Crisanti michelle@mc2chicago.com ©2026, National Costumers Association. The Costumer is published by the National Costumers Association, Inc., with headquarters located at the above address, a nonprofit and incorporated association of costumers located in the United States, Australia, Bahamas, Canada, India, Ireland, Mexico, and Great Britain. No responsibility is assumed for the opinions expressed or claims made by the authors of articles or by advertisers. Appearance in the magazine does not constitute endorsement by the National Costumers Association, nor its officers or representatives.
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association news Excitement Climbing for National Independent Costume Store Day
The big day is getting close! The first ever National Independent Costume Store Day (NICSD) is October 10, 2026, and preparations are moving rapidly. Here is an update of what is going on: r The digital marketing kit was sent to all members via email in early September, and follow-up emails to encourage its use are landing in in-boxes. The kit includes a sample press release that can be customized for your store and local media; a sample proclamation request for your local municipality; the official NICSD logo and Facebook cover image; and a list of suggested activities for the big day.
r Stores are completing the online form that tells us what they are planning for the day, and that information is being posted on the public NICSD site. The link to the form is in the marketing kit, which can be accessed through the Resources tab in the Member Portal. r Printed and customized posters and stickers have been
sent out to member stores so they can promote the day in their communities. Each store was sent four posters and eight stickers, customized with their store name and address.
r A press release was sent to national media and picked up
by all the web search engines. Specific targeted press releases are being sent to columnists, writers who specialize in family topics, influencers, local TV stations and others with a special interest in costuming, small business and Halloween. FA LL 2 0 2 6
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r A Google Ads campaign is being prepared and will launch about two weeks before the day. This will run only in communities where the NCA has members, and it will encourage people to visit their local bricks-and-mortar costume stores that day. As October 10 draws near, we will continue to monitor the success of our campaigns and encourage members to develop their plans for the day and promote them. Why NICSD?
This new holiday was founded because costume shops are treasures in their communities and deserve a day in the spotlight. The idea is based on Independent Bookstore Day and Independent Record Store Day, two holidays that generate a lot of business for those stores. We expect NICSD to do the same for costume shops. “National Independent Costume Store Day will give our members an opportunity to tell their stories, celebrate their businesses, and remind customers why shopping local matters,” said NCA Vice President Courtland Hickey, who proposed the initiative. “Independent costume stores are unlike any other retail business. They are filled with creativity, expertise, history, and passionate people who make communities stronger.” So join in the excitement and get your store ready for October 10. If you need any resources beyond what is available in the NCA Member Portal, don’t hesitate to reach out to Executive Director Ed Avis, executivedirector@costumers.org.
Sponsors Stepping UP
NCA Vendor Members have shown their support of National Independent Costume Store Day by choosing to become sponsors. We are grateful for their support, which is essential to making this new holiday a reality. As of press time, these companies are sponsoring NICSD:
association news Scene Stealer Level
Standing Ovation Level
Hero Level
Magic Maker Level
Chicago Proclamation A great way for NCA members to get recognition for National Independent Costume Store Day in their local communities is by asking their local government to proclaim the day. There is a sample proclamation request in the marketing kit available in the Member Portal. NCA Member Chicago Costume scored an early success when the Chicago City Council proclaimed the day for that city. See the proclamation below: RECOGNIZING OCTOBER 10TH, 2026 AS NATIONAL INDEPENDENT COSTUME STORE DAY IN CHICAGO WHEREAS, Independent costume stores are unique creative institutions that provide costumes, theatrical wardrobes, professional makeup, accessories, and other products to people seeking to transform themselves and bring characters and stories to life; and WHEREAS, These locally owned businesses serve Chicagoans on a year-round basis, supporting Chicago’s schools, theatres, performing artists, television and film productions, and other events throughout the city; and WHEREAS, Independent costume stores, like many other small businesses, preserve specialized skills and knowledge about costume design, construction, alterations, and styling, and serve as a unique repository of expertise for Chicago; and WHEREAS, The National Costumers Association (NCA), founded in 1923, has represented and supported professional costumers, costume shops, manufacturers, designers, and other members of the industry for more than a century; and WHEREAS, The NCA has established October 10th, 2026, as the inaugural National Independent Costume Store Day to celebrate these small businesses and encourage communities throughout the country to recognize and support their local costume professionals; and
WHEREAS, Chicago has a rich history of locally owned costume businesses, such as the Chicago Costume Company— founded in 1976 by Mary Hickey Panayotou and located at 1120 West Fullerton Avenue in the 43rd Ward—which celebrates its 50th anniversary in 2026 as a second-generation, family-owned business; and WHEREAS, Under the leadership of Courtland Hickey and his family, Chicago Costume Company and its sister businesses employ local artists, designers, builders, stylists, stitchers, and retail employees while helping generations of Chicagoans celebrate holidays, perform on stage, and participate in the cultural life of our city; and WHEREAS, Small businesses like Chicago’s independent costume stores contribute to the vitality of neighborhood commercial districts, provide meaningful employment for creative professionals, and help Chicago maintain its status as the cultural hub of the Midwest; now, therefore BE IT RESOLVED, That we, the Mayor and Members of the City Council of the City of Chicago, gathered this 23rd day of September, 2026, hereby recognize October 10th, 2026, as National Independent Costume Store Day in Chicago and encourage all Chicagoans to celebrate and support the independent costume stores and costume professionals serving our communities; and BE IT FURTHER RESOLVED, that suitable copies of this resolution be presented to Chicago Costume Company and the National Costumers Association as a symbol of our appreciation for their contributions to Chicago’s artistic, theatrical, cultural, and small-business communities.
E STORE NT COSTUM INDEPENDE NATIONAL , 2026 AS CAGO OBER 10TH theatrical DAY IN CHI IZING OCT ide costumes, ns that prov ive institutio to transform creat ing ue seek s are uniq to people r products costume store es, and othe Independent eup, accessori WHEREAS, g to life; and ssional mak ortin es profe supp , stori s, d basis wardrobe acters and ts on a year-roun and bring char and other even Chicagoans themselves esses serve productions, ly owned busin ision and film These local g artists, telev WHEREAS, res, performin skills theat ed ols, ializ scho spec Chicago’s , preserve l businesses unique t the city; and serve as a y other smal throughou styling, and s, like man ations, and costume store truction, alter Independent design, cons WHEREAS, t costume and abou d e sente and and knowledg , has repre for Chicago; of the ded in 1923 of expertise r members (NCA), foun repository ners, and othe Association turers, desig Costumers s, manufac The National , costume shop WHEREAS, al costumers profession Independent and supported a century; gural National the t than inau the ghou more as , ities throu industry for 10th, 2026 e commun d October and encourag has establishe l businesses The NCA ssionals; and rate these smal WHEREAS, ago costume profe Day to celeb as the Chic their local Costume Store esses, such rton and support e busin Fulle gniz t me Wes reco country to ly owned costu u and located at 1120 ry of local eneration, a rich histo ey Panayoto a second-g Mary Hick Chicago has in 2026 as d in 1976 by WHEREAS, anniversary pany—founde rates its 50th Costume Com —which celeb and Ward pany the 43rd ume Com e Avenue in and Chicago Cost loyees whil his family, ned business; and retail emp family-ow Hickey and ral life sts, stitchers, of Courtland e in the cultu builders, styli leadership , and participat Under the designers, rm on stage local artists, perfo WHEREAS, loy ays, emp esses rate holid its sister busin ns of Chicagoans celeb of ity vital ratio ribute to the helping gene stores cont als, and help and ent costume ive profession of our city; ago’s independ ent for creat l employm esses like Chic fore Small busin ide meaningfu est; now, there WHEREAS, districts, prov of the Midw commercial of Chicago, cultural hub neighborhood cil of the City status as the Coun its tain City onal the Nati , as bers of Chicago main 10th, 2026 ort the or and Mem e October rate and supp we, the May by recogniz agoans to celeb OLVED, That 2026, here BE IT RES urage all Chic September, munities; and ago and enco 23rd day of ng our com Day in Chic gathered this ssionals servi Costume Store costume profe Independent me stores and costu ent independ RECOGN
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association news Chicago Pope Hat: From NCA Member to the Vatican
By Courtland Hickey, Owner, Chicago Costume Last year, Chicago got a pope. Well, technically the world got a pope—but Pope Leo was from Chicago, so naturally, we claimed him immediately. And naturally, I made a Chicago Pope hat. The idea was simple: combine the traditional papal mitre with the unmistakable stars and stripes of the Chicago flag. I came up with the concept, and—with my direction—my very talented staff brought it to life. The hat was a hit on social media and became my Halloween costume. Then Southpaw, the Chicago White Sox mascot and one of our longtime clients, stopped by our store to shop for costumes and props. He spotted the hat, saw the photos I had been posting on Instagram and apparently thought, “The Pope needs better Sox merch.” The idea and images were used to pitch White Sox ownership on creating a Pope-themed hat as a promotional giveaway at the ballpark. I’ll admit that I was initially a little disappointed that we didn’t get the opportunity to produce all 15,000 giveaway hats. That would have been quite an order! Still, I was genuinely flattered that something dreamed up in our costume shop had inspired a major White Sox promotion. Meanwhile, another seemingly unrelated costume adventure was unfolding. Earlier this year, my mom—who lives in Florida and runs our mascot division—called to tell me she was buying an embroidery machine. All I had to do was go pick it up. That sounded simple enough. A few of my guys and I arrived at a very nice woman’s basement, which was crammed with fabric, supplies and all the wonderful odds and ends that accumulate when someone has spent years making things. Eventually, she uncovered the FA LL 2 0 2 6
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embroidery machine. It was old. It was enormous. It was very, very heavy. Standing there in that basement during an icy and treacherous Chicago winter, there was a noticeable amount of doubt in everyone’s eyes—mine included. But somehow, we wrestled the beast out of the basement, transported it to our warehouse and got it inside without a single injury, disaster or insurance claim. Our employees began learning how to use it, creating embroidered patches and details for our many costume and mascot projects. Then, the White Sox came back to us. They asked us to create a special Pope hat for Southpaw, modeled after the black-and-gold giveaway hat and embroidered with the Sox logo. They also ordered twelve finely made and embroidered versions for some of their “top people.” Today, along with everyone else, I learned just how far one of those hats had traveled. The Chicago White Sox presented it at the Vatican—and it was received by Pope Leo himself, a devoted White Sox fan. The story has now made local and national news, and right in the middle of it all is a hat made by our team, on that enormous old embroidery machine we dragged out of a Chicago basement in the dead of winter. That is the wonderfully unpredictable thing about the costume business. You never know where an idea might lead—or where one of your creations might eventually end up. At first, I was disappointed that we didn’t make the 15,000 giveaway hats. Then I was flattered that my idea helped inspire them. In the end, we got the job that really mattered: creating a special version worthy of traveling all the way from our Chicago costume shop to the Vatican. The ultimate payoff wasn’t producing thousands of hats. It was making one that reached the Pope.
history vault From the History Vault By Pam Markel
Editor’s Note: Past NCA Presidents Pam Markel and Dwayne Ibsen have been writing about the association’s history. One highlight of The National Costumers Association’s annual conventions in years past was the Creative Style Show — one of the most popular events at the conventions.Ten to twelve members received identical boxes of mismatched fabric, trims and a questionable number of items that no one in their right mind would use to create a costume. The rules were very specific: Everything in the box had to be used to create the costume; in the early years, you could only spend up to $1 for items such as zippers, buttons, etc. (that amount was adjusted as the years progressed),and you could make no more than two costumes out of the items you were given. It was truly a test of patience, creativity and ingenuity. The goal was to make a costume or costumes to rent in your shop. Here, Markel chronicles the 2001 and 2003 style shows:
The 2003 Creative Style Show: “It’s a Jungle Out There” The 2003 Creative Style Show brought out the talent of over 15 member shops. While the “It’s a Jungle Out There” theme was specific, it didn’t matter how shops interpreted that theme: it could be a recreation of a literal jungle, a business, or some other wild and crazy costume. It was definitely an evening of costume entertainment!
The 2001 Creative Style Show: “The Place Where Evil Grows” The 2001 version, generously sponsored by Alexander’s Costumes, once again demonstrated the talent that abounds in our organization. Linda Simmonds of Edmonton Alberta, Canada was the person responsible for this successful production.
“My shop created the jungle character, and I remember my staff having more fun making up the story behind the character than my designer and I did creating it.” —Pam Markel, Illusive Skull Costume Castle
With strict limitations on theme, fabrics, trims and other accessories, and cost, member shops had to put their imagination, design, ingenuity, and unique costume construction techniques to the test. The box in 2021 contained 29 different items, yards and yards of black velvet, all sorts and sizes of rhinestones, a dagger, a masquerade mask on a stick and snakes and more snakes. These thirteen contestants were challenged to come up with designs that were dark, malevolent, mysterious, mystical, enchanted, and evil. FA LL 2 0 2 6
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Illusive Skull’s 2003 Jungle Character
Each participating shop received an identical box of fabric and trims, and surprises. The shops were allowed to spend up to $15 to complete their masterpieces. Alexander Costumes in Riverside, California sponsored the event, provided all the fabric, and paid for the shipping to each participating shop. Deciding what to make was extremely hard. The fabrics and trims were really a “jungle of textures, colors and everything else.” Most shops came up with a story to describe their creation. My shop created the jungle character, and I remember my staff having more fun making up the story behind the character than my designer and I did creating it. This was my shop’s first attempt entering this wonderful creative event.
snapshot Exquisite Costumes Goes to Green Gables
Editor’s Note: Costume shop owners are creative people, and often that extends to their vacations! We got this email from Exquisite Costumes in Riverside, Connecticut and are sharing it here with their permission. Summer Vacation Recap: Exquisite Costumes Goes to Green Gables Hello Theatre Makers! What better way to visit the world of Anne of Green Gables than dressed as Anne and Marilla? Exquisite Costumes owner Caroline Oliver and her daughter, Elizabeth, recently spent a full day exploring the Anne and L. M. Montgomery sites of Prince Edward Island. The weather was stormy, but fortunately, the rain held off—and the skies only added to the atmosphere. Elizabeth dressed as Anne in a pink calico dress, white muslin pinafore, and straw boater trimmed with artificial flowers. We only wished we could costumers.org
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have decorated it with real flowers, just as Anne does in the book. Caroline dressed as Marilla in a long blue calico skirt, vintage Laura Ashley shirtwaist, petticoat, waistband, and flower-trimmed blue hat. Our first stop was Green Gables Heritage Place, where we toured the farmhouse and visited Anne’s bedroom. There, we saw a reproduction of the brown silk puffed-sleeve dress that Matthew bought for Anne and Rachel Lynde made for her. From the house, we followed the paths through the Haunted Wood and Lover’s Lane. From Green Gables, we visited L. M. Montgomery’s grave and the recreated Cavendish post office, commemorating the years Montgomery spent assisting her grandmother, who was the local postmistress. Our next stop was the Anne of Green Gables Museum at Silver Bush, the Campbell family home where Montgomery frequently visited and where she was married in 1911. We explored the grounds, including the Lake of Shining Waters and the setting associated with the wedding in Anne’s House of Dreams. FA LL 2 0 2 6
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At the museum, we met a Japanese visitor who shared some fascinating insight into Anne’s extraordinary popularity in Japan. Hanako Muraoka’s Japanese translation became widely read after the Second World War, and the beloved 50-episode animated television adaptation that premiered in 1979 introduced Anne to another generation of Japanese children. We ended our literary tour at the Cape Tryon Lighthouse, which is associated with the Four Winds Lighthouse in Anne’s House of Dreams. The surrounding coastal farmland is now protected in part through the work of the L. M. Montgomery Land Trust. But our day was not over. We returned to our bed-and-breakfast, changed into late1880s evening gowns, and headed to Charlottetown to see Anne & Gilbert: The Musical. Our gowns attracted quite a few admiring glances, and several audience members wondered if we were part of the cast. After the performance, we headed to a fashionable, very modern restaurant for cocktails — still wearing our 1880s gowns. It was the perfect Exquisite Costumes day: literature, history, theater, period clothing, beautiful scenery, and a thoroughly modern drink at the end of it all. Just the sort of day Anne Shirley would have appreciated.
The
Footwear Factor How an Over-looked Category Can Drive Add-on Sales By Kathleen Furore
Ellie Shoes’ Solstice Witch Shoes
Fabric. Color. Quality. Silhouette. A tie-in with a specific character or theme. Ask any costumer what makes a costume sell, and that is the list you’ll typically hear. But there’s something to add to that list that can transform a nice costume into one with a definite “wow” factor, and boost your coffers at the checkout counter, too: Footwear finishes a look and represents an add-on opportunity too often untapped.
Just what are today’s costume shoppers looking for? “There is a growing interest in Renaissance and pirate footwear for men. And with the buzz still circulating around the ‘Hocus Pocus’ and ‘Practical Magic’ movies, we continue to see a strong performance in witch shoes and booties,” says Leslie Wandell, sales account manager for Ellie Shoes. “We’re also receiving requests for recommendations for platform shoes and boots from K-Pop: Demon Hunters.”
Building Inventory
Footwear’s Year-round Potential
Footwear is a category with some of the strongest upsell potential on the floor, which means staying up on shoe trends is as important as staying up on what customers are looking for in any other section of your shop.
As important as footwear is during the Halloween selling season, Wandell notes that footwear is quietly becoming one of the better relationship-builders in the costume business overall. “For a lot of costume shops, footwear is an imporcostumers.org
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“For a lot of costume shops, footwear is an important piece of growing partnerships with the local theater community. Also, if there are themed events being held, there is always an opportunity to become a special part of that day by carrying costumes and footwear for that theme.”— Leslie Wandell, Ellie Shoes tant piece of growing partnerships with the local theater community. Also, if there are themed events being held, there is always an opportunity to become a special part of that day by carrying costumes and footwear for that theme,” Wendell says, noting that Ellie sees many customers buying footwear specifically for a pirate festival, holiday event or music festivals. And she flags steady sellers worth keeping in rotation all year long. “Gogo boots, ruby
slippers, and saddle shoes for women sell well, not only at Halloween, but year-round,” Wendell reports. “And Superhero boots for both men and women are great sellers — for pairing not only with Halloween costumes but Cosplay outfits, too.” There’s also real opportunity in styles that don’t scream “costume” at all. Tstraps, Mary Janes, and sleek riding boots can be worn for a weekend costume and folded right back into a customer’s everyday wardrobe on Monday — something worth highlighting at the register, since it reframes
Ruby red slippers and Mary Jane-style shoes are popular footwear options for shops to carry.
A Footwear “Cheat Sheet” FootwearTrend
Top Character / Era Utility
Key Aesthetic Materials
Costuming Advantage
Elongated Pointed Shoes
Witches, Goths, Elves, Victorian
Velvet, Faux Leather, Brass Buckles
Striking, historicallyinspired dramatic lines.
Slouchy/Scrunched Boots
Pirates, Renaissance, Vikings
Suede, Soft Faux Leather
Highly comfortable; masks imperfect calf sizing.
Sequin & Velvet Pumps
Fairytale Princesses, Wizard of Oz, Royalty
Ruby Red Sequins, Purple Velvet
High visual impact under stage and party lights.
Vintage T-Straps
1920s Flappers, Academic / Preppy
Patent Leather, Neutral Mattes
Secure vertical strap provides great walkability.
Eco-Spat Shoe Covers
Superheroes, Pirates, Steampunk
Heavy-duty Vinyl, Spandex
Low cost; turns standard shoes into costume boots.
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a costume purchase as a wardrobe investment.
Tackling Space and Budget Challenges Limited aisle space doesn’t have to mean limited footwear sales. It’s also important to remember that and not every trend requires a warehouse of new stock. Smart displays and inventory choices can help you maximize space, control costs, and still give customers plenty of options to choose from. “Shoes are easy to display on a shelf or on top of their shoe box packaging,” says Wandell. Her tip for boots: “If you don’t have a boot balloon, cut a pool noodle to hold the form.” Ellie Shoes Noah Microfiber Boots
Ellie Shoes’ Blythe Steam Punk Boots
Stocking multiple sizes of heavy boots can strain both budget and shelf space. A smarter fix: premium vinyl spats and novelty shoe covers. They turn customers’ own walking shoes into pirate boots, superhero kicks, or clown feet — inexpensive to stock, and able to deliver boot looks in every size without carrying every size. The bottom line: Footwear is a category worth treating as more than an afterthought — because a few well-chosen styles, merchandised with a little care, can turn footwear from a footnote into a strong-performing category for your store.
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Business Basics Casting for New Owners: Get Out of the Way to Sell Your Shop By Ed Avis
ness could operate without you. “A business that runs without you is worth a multiple, and a business that is just you is worth the value of the inventory and fixtures,” Goldstein stresses. How can you extract yourself from the core of the business? Start with these things:
U Make sure all of your business agreements — vendor
terms, leases, contracts, etc. — are in writing and are transferable to a new owner.
U Document all your procedures, from how to place orders
with vendors to how to fit a theater group for a play. Selling any business can be difficult, and selling a business in a mature field such as costume retail can be extra challenging. But you can increase the odds of a successful sale by planning several years ahead and, among other things, making sure that the business can survive without you. “The core issue in a non-growth niche is that a buyer is not buying last year’s profit, they are buying the risk that the business stops working the day you leave,” says Joel Goldstein, president of Mr. Checkout Distributors, a company that works with thousands of independent retailers, including many that have changed hands. “Almost everything an owner should do in the years before a sale is about lowering that specific risk.” Make the Business Bigger than You Even if you want to keep working in your store for a few years, it’s important to show a potential buyer that the busi-
U Make sure your POS or customer database is up to date
and contains current information about all of your customers.
U Hire and/or train someone who can adequately manage
the business in your absence. Those four steps are essential to a sale, but there is a less tangible aspect you need to consider: Will the business’ standing in the community live on when you’re gone? “The emotional asset has to be documented like a financial one,” says Viktor Lobov, founding partner of Meliora Advisory, a M&A advisory firm focused on founder-owned businesses. “Reputation, 40 years as the town’s Halloween institution, the loyalty of theater directors and dance teachers: that is what the buyer is actually purchasing, and it counts for nothing unless it is transferable.” Those intangible characteristics CAN be transferred to a new owner if you take a few steps:
“For many shops October produces the majority of annual sales, which means the buyer is being asked to stake their down payment on one month a year. Every dollar moved off that cliff is worth several dollars of purchase price.” — Viktor Lobov, Meliora Advisory FA LL 2 0 2 6
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“A business that runs without you is worth a multiple, and a business that is just you is worth the value of the inventory and fixtures.”— Joel Goldstein, Mr. Checkout Distributors U Make sure that your top employees are familiar to all
the key customers. This might involve visiting school theater directors and other clients together with your key employees.
U Ensure that your employees know how to prepare the
store for Halloween and other important selling periods, including how to properly stock up and handle inventory during busy times.
U
Let your employees get involved with community organizations, and likewise, invite community organizations into your space for mixers, meetings, etc. This will build up the store’s image beyond you personally. Lobov suggests this tactic: Stay out of your store in October and let your staff run things. Assuming things go well, this will allow you to show potential buyers that the store is bigger than you. Other Key Points: Diversify, Clean Your Books and Inventory Making the business able to run in your absence is essential, but there are a few other key things you can do to make your costume shop attractive to a buyer: Build New Revenue: The more sources of income your business has, the less risk a buyer will feel. If you can demonstrate that rentals, mascots, cosplay events, etc. keep your cash register ringing year-around, buyers will be willing to pay you more. “For many shops October produces the majority of annual sales, which means the buyer is being asked to stake their down payment on one month a year,” Lobov says. “Every dollar moved off that cliff is worth several dollars of purchase price.” Clean Up Your Inventory: You might believe that those old costumes in your basement are worth a lot money, but if they are not renting or selling, a buyer will disagree with you. “Lenders and buyers discount aged stock aggressively, so an owner needs an aging report, a markdown policy enforced years in advance, and a rental fleet documented by utilization rather than original cost,” Lobov says. “A garment that turns eight times a year supports the price; a rack of stock from four seasons ago is both a number the buyer refuses to pay and a signal about how the business is run.”
Clean Up Your Books: One of the first things a potential buyer looks at is your financials. Here are tips for creating books that will please a potential buyer:
U Buyers generally prefer books in accrual basis rather than
cash basis, because it paints a more accurate picture of profitability. But many small businesses run on a cash basis, and switching to accrual is a major endeavor, so don’t worry too much about that.
U
Make sure everything balances. For example, if your P&L shows $10,000 profit at the end of the year, can you show where that $10,000 is? If you’re on a cash basis, is that money sitting in your checking account? If you’re on accrual, can you identify where the profit came from?
U
Keep granular data about sales. Buyers like to see details such as category-level sales, gross margin by department, inventory turns, etc.
U If you are passing personal expenses through the busi-
ness for the tax advantages, either stop doing that a few years before you want to sell or tag all of those expenses so you can back them out when you prepare books for the buyer. And if you do the latter, remember that the buyer will want your tax returns, too, so you’ll have to explain why your books don’t match your returns. The Perfect Buyer Once you have those things in place, hopefully you’ll attract a buyer — or more than one. But what does a buyer for a costume store look like? It’s not going to be a “financial buyer,” meaning someone who expects to make big money quickly. More likely it will be an existing employee, a customer, or a local theater lover — in other words, someone who truly appreciates the business and wants to work in it. “The realistic buyer for a costume shop is an enthusiast with capital, often a customer or an employee,” Goldstein says. “The best outcomes I see in independent retail are internal sales to a manager who has been there for years, and those take a long runway to finance and prepare.”
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product parade
Ellie Shoes Women’s and Men’s Footwear. The 100-Delia Women’s Flat with pumpkin cutouts is available in Black/Orange, Orange/ Black in sizes 6-10. The 031-Connor Men’s Gladiator Boot is a brown boot with shield-like detail and a side zipper available in sizes Small (8-9), Medium (10-11), Large (12-13), and XL (14). 714-771-0015; www.ellieshoes.com
Mehron Paradise Air FX™. This professional alcoholbased airbrush makeup is designed for bold, long-wear color in cosplay, body painting, and professional SFX work. Available in 8 vibrant shades, this high-performance formula delivers smooth, smudge-resistant coverage that lasts through long wear and demanding looks. mehron.com
The Pirate Dressing Deckhand Lace-Up Pirate Shirt. Channel old-world seafarer style with this rugged, breathable pirate shirt made from a rustic linen-blend fabric. Designed for comfort and character, it features a clean band collar, a lace-up front, and a relaxed, billowy silhouette that looks authentic on deck, at a faire, or on stage. thepiratedressing.com
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NCA Marketplace
Opposuits Kenny Onesie. The Kenny Onesie from Opposuits is an adult onesie in the licensed South Park collection. It is made of brushed fleece for extra softness and is easy to wash and iron. Other items in the South Park collection include Cartman, Kyle and Stan. Opposuits.com
Advertising in the NCA Marketplace is $35 per issue (10% discount for NCA members). You will be billed upon publication; payment is due upon receipt. For full details, see the advertising contract available at www.costumers.org. Contact Ed Avis at 708-218-7755 or pub@costumers.org.
Convertex Fabrics. These high-quality fabrics, used
by professional dance and theater companies around the world, are available to costume shops in the United States that make their own costumes. All Convertex fabrics have the STANDARD 100 by OEKO-TEX certification, which means they meet ecological requirements for contact with the skin. Sample box with 150 samples of fabric in 450 shades of color available to prospective customers. www.convertex.us
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My Favorite Costume Scott Lunsford All Star Halloween Calhoun, Georgia All Star Halloween
“We sell donuts, candy
round destination for
We sell tons of pump-
apples, popcorn, drink.
has grown into a year-
kins, we sell cornstalks.
costume lovers since
And, of course, in-
it started nine years
side the store we sell
ago in a 4,000-sq.-ft.
costumes, animatronics,
building in Calhoun,
custom-made stuff. We
Georgia.
sell stuff from low, low
“I’m an insurance
budget to high, high
agent and sell fire-
end.”
works, too, but I just
Of all the costumes
have always wanted to open a Hallow-
Lunsford has worked
seemed like the right
stands out: the pre-
with and worn, one
een store, and it just
packaged Friendly
time to do it,” says
Ghost, a take on the
owner Scott Lunsford,
long-time favorite car-
a Calhoun native who
toon character, Casper.
has transformed that
That costume harkens
initial space into an 11,000-sq.-ft. shop
back to Halloweens
other Halloween store
“Trick-or-treating
spent in his hometown.
he says is “unlike any
that I’ve ever heard of
was kind of like a social
— and the customers relay that back to us, too.”
event back in the day. That’s where you got to see everybody,
starts as soon as they pull up the driveway and under an arch,
ries,” he recalls, explaining that that costume “is what started
The “interactive, fun environment” those customers find
where a graveyard has been set up. “There’s also a midway, with games and food and things. It’s a place to hang out and have fun for a while,” he says.
October weekends bring pumpkin carving and pumpkin
painting, plus clowns, a shooting gallery and bouncy houses for kids.
“All of that is going on in front of the store,” Lunsford says.
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play with everybody and stuff like that. It’s just fond memomy passion for Halloween.
“When I was young, that was all we had, and I wore it for
many years,” he continues. “It’s simple, easy, and truly what started it all for me.”
What is your favorite costume? To be considered for an upcoming My Favorite Costume profile, email Editor Kathleen Furore at kfurore@yahoo.com.