VOL. 39 NO. 2 JULY 2019
n o s a e S s e l a S r e m Sum f f O s Ki c k S e r v i c i n g
t h e
I n d u s t r y
S i n c e
1 9 8 1
Want More Info? Circle #06 on page 11 â€¢ www.Vendor411.com
PAGE 2 JULY 2019 | RETAILERS FORUM MAGAZINE
Want More Info? Circle #37 on page 11 â€¢ www.Vendor411.com
RETAILERS FORUM MAGAZINE | JULY 2019 Page 3
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Page 4 JULY 2019 | RETAILERS FORUM MAGAZINE
This is a Buying Guide for
RETAIL STORE OWNERS
Presented within the pages are the latest oﬀerings from the country’s leading merchandise wholesalers. The advertisers herein sell strictly wholesale and require that you purchase with the intent of reselling through retail channels.
HOW TO USE THIS DIRECTORY ☛
Locate the products that interest you. See our product directory located on pages 6 & 7.
Make direct contact with advertiser. Most will have catalogs and price lists for you.
Order your merchandise, which will be shipped directly to your store.
CLICK ON BANNERS IN SELECT ADS Want More Info? Circle #09 on page 11 • www.Vendor411.com
TO GET FREE CATALOGS/PRICING
FORUM PUBLISHING COMPANY
CONTACT US: TEL: 1-800-635-7654 383 East Main Street, Centerport, NY 11721 FAX: 631-754-0630 Email: ForumPublishing@gmail.com www.RetailersForum.com RETAILERS FORUM MAGAZINE | JULY 2019 Page 5
ADVERTISERS INDEX Sell to over 60,000 stores through Forum
PLEASE PATRONIZE THE LEADING WHOLESALERS WHO ADVERTISE IN RETAILERS FORUM MAGAZINE THE TRUSTED BUYING SOURCE FOR RETAIL STORES!
PROFITS! Every Day’s A Treat!
COSTUMES ARE YEAR ‘ROUND MONEY MAKERS! WHOLESALE Costume Club
100’S IN STOCK All Occassions
Fast Same Day Shipping Flat Rate Delivery
www.USACostumers.com See our ad on page 70
Light Up Without Lighting Up! Electronic Cigarettes Full Service Wholesaler • We Ship Worldwide
LIGHT E CIG • Disposables • Atomizers
• Kits • E-Cig Batteries
• E-Liquids • E-Cig Accessories
see our ad on page 69
More Money the Second Time Around! H2 E-Cig Round Mouth Atomizer $1.85
5mL Bottle E- Liquid E-Juice for E-Cig $1.30
1 cig, E-Cig kit Includes USB, 10cartridges, Wall, Car Chargers $6.50
SHISHA Zero le Nicotine Disposab E-Cig $3.45
Recycled Clothes E-Case w/2 Cigarettes + 1 USB Charger $10.50
Round Mouth E-Cig Set 3.5ml Atomizer w/Coil Heads $3.83
see pg 60 & 61 www.Lightecig.com We Dropship - Distributors WanteD • Scroll website to bottom - Click on WHoLESALE
CREDIT CARD PROCESSING
BLING IT ON! HipWholesale.com
DRESS UP FOR
MEGA UBID . . . . . . . . . . . . . . . . 58
FORUM AD RATES . . . . . . . . . . 09
RAMSONS IMPORTS . . . . . . . . 55 SWEET WHOLESALERS . . . . . . 69
TOP TEN WHOLESALE . . . . . . . 77
1 STOP WHOLESALE . . . . . 60/61 BLANK TEES . . . . . . . . . . . . . . . 62
BOUTIQUE CLOSEOUTS . . . . . 59
AUCTION BOOK . . . . . . . . . . . . 85
CLOTHINGWARE . . . . . . . . . . . 65
BUYERS CONTACTS . . . . . . . . . 90
DD BULK . . . . . . . . . . . . . . . . . . 28
CLOSEOUT DIRECTORY . . . . . 86
FASHIONABLE SALES . . . . . . . 33
HIDDEN WEALTH . . . . . . . . . . . 83
FLIRTY WHOLESALE . . . . . . . . 44
TRADE BOOKS . . . . . . . . . . 91-98
SCARF WAREHOUSE . . . . . . . . 71 SELINI NY . . . . . . . . . . . . . . . . . 18
STYLE IN FASHION . . . . . . . . . . 18
SWEET WHOLESALERS . . . . . . 55
STYLISH PLUS . . . . . . . . . . . . . . 25 T SHIRT REP . . . . . . . . . . . . . . . . 57
UIN DEALS . . . . . . . . . . . . . . . . . 51
CELLCITY.BIZ . . . . . . . . . . . . . . 29
UNIVERSE WHOLESALE . . . . . 84
WHOLE-CELL . . . . . . . . . . . . . . 35
USACOSTUMERS.COM . . . . . . 70
COMPUTERS Page 27
are Made for
79 South China Page 03
Does anybody read these? CALL 631-754-5000 and you’ll get a FREE 3-mo. subscription! Congratulations to
GLOBAL SHOPPERS Chicago, IL
REFURB SHOPS . . . . . . . . . . . . . 54
AUCTION FINDER . . . . . . . . . . . 56 BARGAIN OUTLET . . . . . . . . . . 18
BEAN WHOLESALERS . . . . . . . 24
FIND IT CHINA . . . . . . . . . . . . . . 63
CROV . . . . . . . . . . . . . . . . . . . . . 15 DOBA DROPSHIP . . . . . . . . . . . 43
EVERYTHING CLOSEOUTS . . . 24
EZ DROPSHIP . . . . . . . . . . . . . . 38
EXP MERCHANT . . . . . . . . . . . . 74
GET THAT WHOLESALE . . . . . . 79
NOAMB . . . . . . . . . . . . . . . . . . . 88
BUYING GUIDE FOR RETAIL STORES! DISPLAY/SUPPLIES & SERVICES AVVO . . . . . . . . . . . . . . . . . . . . . 32
SMOKE SHOP ITEMS
3pc Magnet $5.25 Each
3’x5’Embroidered Flags $14.00 Each
LIGHT E CIG . . . . . . . . . . . . . . . . 69 Belt Buckles LOGIC WHOLESALE . . . . $18.00 . . . . .dz 80
WindSocks $48.00 dz
$42.00 dz NOVELTY . BACK COVER $150.00 SELLER
COOL GLOWING . . . . . . . . . . . 17
Hat Pins $6.00 dz
5” Patches $36.00 dz
Leather Wallets $5.50 each
E-STORE BUILDERS . . . . . . . . . 76 SNEAKER CLEARANCE . . . . . . 04
Metal Sign $4.75 each
FORUM PRINTERS . . . . . . . . . . 64 FUNDING OFFICES . . . . . . . . . . 20
Magnets 3”x8” $18.00 dz
BAG CLOSEOUTS . . . . . . . . . . . 23 Playing Cards
$18.00 dz Garden Flags Signs BAG VENDORS . . . . . . . . . . .12”x18” . $5.50 . Metal 20 $48.00 dz Each
RC VARIETY . . . . . . . . . . . . . . . 41
8” x 12” Parking Sign $18.00 dz
Patches $18.00 dz
$21.00 dz $14.00 Each MERCHANDISE REP . . . . . . . . . 22
PAYROLL HELPER . . . . . . . . . . 73 RUSH SUPPLIERS . . . . . . . . . . . 26
Leather Bracelet $18.00 dz
12” Metal Signs $5.00 Each
FORUM ADVERTISERS @ ASD 16 $24.00 dz
READER RESPONSE . . . . . . . . . 11 Belt Buckles $36.00 dz
RETAILERS BANK . . . . . . . . . . . 42
SETON SIGNAGE . . . . . . . . . . . . 89 VACATION PROMO . . . . . . . . . 72 WHOLESALESOURCES.COM . 99
1ut/5 dz Mood Rings $33.00 unit
RETAILING NEWS . . . . . . . . . . . 14 WHAT’S HOT . . . . . . . . . . . . . . . 12
TRADE SHOWS ASD VEGAS SHOW . . . . . . . . . . 45
See our Ad on Page 13
DROPSHIP TO PROFITS! Tri- Color Necklace $18.00 dz
1000’s of Items See our ad on Page 43
Increase Your Sales By Advertising Here!
WIND SPINNERS Sells Like A Breeze!
BODY CANDY HQ . . . . . . . . . . . 49 BUND JEWELRY . . . . . . . . . . . . 53
VIDEOS & DVD’S
CLOSEOUTS FOR SALE . . . . . . 37
DVD BUNDLE . . . . . . . . . . . . . . . 36
DAKOTA STEEL See Our Ad on Pg. 21
HIPWHOLESALE . . . . . . . . . . . . 27
JEWELRY MINERS . . . . . . . . . . 39
36 pcBiker Ring $39.00 unit
BLING WHOLESALER . . . . . . . 47
JEWEL CLEARANCE . . . . . . . . . 18
Best Friend Necklace $24.00 dz/sets
PROMOTIONAL REWARDS . . 30 PROTECTION PLANS . . . . . . . . 66
sold by the
Giganticdozen! Selection of Variety Goods
Belt Buckles $7.00 Each FORUM WORKSHOP . . . . . . . . 31 Metal Signs & $24.00 $42.00 dz dz HOME HOUSEWARE $5.50 Each
DAKOTA STEEL ART . . . . . . . . . 21
Accept Credit Cards At Your Business. EXP Merchant $6.00 dzSee HatPage Pins Also 74
KWIK INC . . . . . . . . . . . . . . . . . . 48 RUG PROFITS . . . . . . . . . . . . . . 87
SALES GROUP BAGS . . . . . . . . 52
Metal Plates $27.00 dz
$21.00 dz $36.00 ut 72 pcs
FORUM ADVISORS . . . . . . . . . .46
8” x 12” Metal Signs
R/C & TOYS$39.00 dz
SOARING RC . . . . . . . . . . . . . . . 30
E STORE SIGNS . . . . . . . . . . . . . 78
FIND IT ASIA . . . . . . . . . . . . . . . 82
2.7¢ Long Distance!
$18.00 dz $9.00 dz
FB CAMPAIGNS . . . . . . . . . . . . 68
See Page 9
12”x18” Metal Sign $5.25 each
Tri-Fold CC WAREHOUSE . . . . . . . . . . . .81 79 $36.00 SOUTH CHINA . . . . . . . . . . . 03 dz $5.00 Each
E-STORE SITES . . . . . . . . . . . . . 40
Metal Sign 12”X18” $5.75 Each
CARTOON CONCEPTS . . . . . . . 22
Garden Flags 48.00 dz
HEAVENLY . . .page . . . .Catalog . . . . . .online . . . 50 View our 148 !
VISIT FORUM ON THE INTERNET View our latest books at
WATCHES & CLOCKS
WE HAVE BUYERS PG 90
DOBADROPSHIP . . . . . . . . . . . 43 KAASH . . . . . . . . . . . . . . . . . . . . 02
TIME WHOLESALERS . . . . . . . 67
EZ DROPSHIP . . . . . . . . . . . . . . 38 SHAKE WHOLESALE . . . . . . . . 28
WATCH DEALERS . . . . . . . . . . . 26 Databases for ALL Industries www.BuyersContacts.com
ADVERTISING INFORMATION www.
NO. 2 VOL 28 2008 JUNE
S! TING TIP S MARKE DISE SOURCE AN H C R E M G TIPS RETAILIN N EA SELL LIKIAN! T P Y EG
Active Buyers with our Print Readership Plus over 265,000+ Page Views Monthly Online Reach ✔ ✔ ✔ ✔ ✔ ✔ ✔ ✔ ✔ ✔ ✔ ✔ ✔
Apparel and Accessory Stores Card and Gift Stores
ESTABLISHED IN 1981 as a buying source for store owners and wholesalers, Retailers Forum offers advertisers a large national circulation to showcase their products
Discount and Dollar Stores
and services. Many of our readers are located in rural
Distributors and Jobbers
areas where access to merchandise is difficult, making our
General Merchandise Stores Internet On Line Stores Mail Order Catalog Sales
magazine indispensable to their buyers. Through our unique direct mail and trade show circulation we constantly rotate our mailing lists, adding new stores monthly enabling us to deliver new, fresh buyers each and every month you advertise with us.
Novelty and Toy Stores On Line Stores Resort and Souvenir Stores
In addition to your print ad, your company will be featured in our digital on line monthly version at www.RFmagazine.com. Our online magazine produces over 265,000+ page views monthly for our advertisers,
Sporting Goods Stores
which is in addition to our print and mail distribution.
Variety Merchandise Stores
Your online ad will link to your website and email
address and we provide unlimited transfers from our readers into your website 24/7.
FORUM PUBLISHING COMPANY 383 East Main Street, Centerport, NY 11721 www.RetailersForum.com Page 8 JULY 2019 | RETAILERS FORUM MAGAZINE
CONTACT US: TEL: 1-800-635-7654 FAX: 631-754-0630 Email: ForumPublishing@gmail.com
TOP INDUSTRY TRADE SHOWS 2019
Los Angeles Market Week Minneapolis Gift Show Philadelphia Gift & Variety Show St. Louis Gift Show
Prices shown per month, above rates include full color printing
California Marketplace Charlotte Gift Show Louisville Gift Show Magic Sourcing Show New York Toy Fair Off Price Specialist Show Seattle Gift Show MARCH
ASD Marketweek Las Vegas Show Minneapolis Gift Show Norton’s Gift & Variety Show APRIL
Hawaii Merchandise Expo Portland Gift Show Charlotte Gift Show MAY
Off Price Show NY JUNE
ADVERTISING SPECS › Page: ¼ Page:
2¼" high x 3¼" wide 4‚" high x 3¼" wide
½ Page: Full Page:
4‚" high x 7" wide or 9½" high x 3¼" wide 9½" high x 7" wide
Charlotte Gift & Variety Show Dallas Gift & Variety Show LA Fashion Market Minneapolis Gift Show Norton’s Gift & Variety Show JULY
Email or provide CD of ad in exact dimensions as JPG, TIF or preferred PDF format in CMYK color, 300 dpi resolution only
FULL MARKETING PROGRAM INCLUDED >>
✔ ✔ ✔
Monthly print and mail magazine Online magazine and search marketing Distribution at top trade shows
Printed Magazine • Your ad is featured in our printed magazine circulated to buyers across the USA. Includes distribution at industry’s top trade shows. Complete Digital Magazine • Your ad runs on-line at www.RFmagazine.com • Over 265,000+ monthly page views • Active link to your website Phone APP • Your company included in our free iPhone and Android APP. Imagine YOUR company right on the buyers phones!
Reader Response • Generates leads from buyers interested in your products through a code placed in your ad and on-line at www.vendor411.com. Free for all half and full-page ads. Search Marketing • Your company included in the industry’s leading search engine: www.supplier411.com • Saturation marketing coverage on our new wholesale portal: www.wholesalesources.com
ASD Market Week California Marketplace Oklahoma City Wholesale Show Philadelphia Gift & Variety Show AUGUST
Biloxi Wholesale Show Fort Lauderdale Gift Show Louisville Gift Show Minneapolis Gift Show Off Price Specialist Show St. Louis Gift Show SEPTEMBER
Asia America Wholesale Show California Gift & Home Show Charlotte Gift & Variety Show Hawaii Gift Show Norton’s Gift & Variety Show OCTOBER
Las Vegas Souvenir & Gift Show Minneapolis Gift & Variety Show Additional Shows TBD NOVEMBER
Gatlinburg Gift Show Hawaii Merchandise Expo Norton’s Gift & Variety Show Ocean City Gift Show Smoky Mountain Variety DECEMBER
Charlotte Gift & Variety Grand Strand Gift & Variety Show Our Large Holiday Issue Hits The Mails Before Thanksgiving to Maximize Advertisers Results! * Show schedules are subject to change without notice.
FROM THE PUBLISHER Summer Is
finally kicking into gear and it’s always an exceptionally great time for retailers who feature fun-in-the-sun merchandise at their stores or websites. AFTER a long and wet spring season shoppers will be looking for a great shopping experience this summer. At the top of many shopping lists will be recreational equipment and supplies, summer clothing and accessories and pool and outdoor merchandise. FOR those businesses that are not fueled by the summer season, this is a pefect opportunity to start working on your holiday strategies. Christmas planning in July is a real thing in retailing and you should take advantage of the free time to do it well. It’s never too early to plan out your roadmap for the best season in the industry! UNLIKE years past when you promised to spend downtime preparing for the holidays but never didn’t, seriously put aside a little time to plan things out to make your store or website more profitable than ever,. This is a great time to scout out new merchandise and suppliers. The summer is also prime trade show season and you should commit to attending at least a couple. MANY of us have regular lines for the holidays that we reorder regularly. Start prefilling your PO’s so you will
be ready and set. It’s early enough to ask for any special promo pricing so you can save some money on your purchases. FOR those of you who just can’t get your head around Christmas in the summer how about trying to cash in on this summer season. Rather than sitting and waiting for shoppers why not create a reason to bring them into your store? JUST a little ingenuity can go a long way. Find a great price on pool floats or recreational items and have a blow out sale at your store. Big signs and window displays help. Let people know that you have a variety of goods for all seasons. Your store is open anyway, make it count by adding some seasonal items.’ A friend who owned a local novelty store increased her summer foot traffic by adding a frozen drink machine, made a big sign and display along with adding some summer goods and presto, traffic in the store increased and the profit on those “slushies” is quite impressive! IN closing, we’d like to wish everyone a happy and safe 4th of July and special thanks to our service men and women for their service.
>> ON-LINE SOURCING
The entire issue of Retailers Forum Magazine is posted on-line at
www.RetailersForum.com Includes: Website Links * E-Mail Links * Printable PDF’s ACCESS OUR MAGAZINE FROM ANYWHERE 24/7
RETAILERS FORUM SALES & MARKETING Gregory Brown Tom Richards Scott Savitt Martin Stevens OFFICE MANAGER Leah C. PRODUCTION Lisa Maresca-Smith CREDIT DEPARTMENT Kristine Hines CIRCULATION Discount Reading Svc. LITERARY STAFF Patricia Luebke Jason Meyers Rachel Spearman COLOR PRODUCTION Anchor Imaging PRINTING Composing Room ART DIRECTION Gregory Stevens Martin Stevens OVERSEAS OFFICE Trade Channel N.W. Guineastr 30 2022 PA Haarlem Netherlands +31-23-531-90-22 Published Monthly by: Forum Publishing Co. 383 East Main Street Centerport, NY 11721 Tel: 631/754-5000 Fax: 631/754-0630 firstname.lastname@example.org
1981-2019 RETAILERS FORUM is published monthly at $75/year USA, $125/year foreign. Entire contents copyright ©2019 by Forum Publishing. Publisher assumes no responsibility for contents herein. First and third class postage paid at Centerport, NY. Bulk mail paid at NY, Brookfield, WI and Hooksett, NH under private mail indicia via publication mailing.
Reader Response FREE PRODUCT INFORMATION FROM OUR ADVERTISERS Have our advertisers contact you directly! Simply select the advertisements that interest you and fax this form to 631-754-0630 or ﬁll in on-line at www.Vendor411.com
❒ All Advertisers in APPAREL ❒ 01.
1 Stop Wholesale ❒ 08. Selini NY ❒ 28. Style in Fashion
CREDIT CARD PROCESSING ❒ All Advertisers in
CREDIT CARD PROCESSING ❒ 38.
EXS Credit ❒ 68. NOAMB.com
FOOTWEAR ❒ All Advertisers in FOOTWEAR ❒ 37.
79 South China
GENERAL & VARIETY
❒ All Advertisers in GENERAL & VARIETY ❒ 48.
Bargain Outlet ❒ 11. Crov ❒ 07. Ramsons
HOME & HOUSE
❒ All Advertisers in HOME & HOUSE ❒ 23.
Dakota Steel Art
JEWELRY & ACCESSORIES
❒ All Advertisers in JEWELRY ❒ 06.
❒ All Advertisers in WESTERN ACCESSORIES ❒ 33.
For Quick Response: Fax: 631-754-0630 • On-Line: www.Vendor411.com
Mail: Forum Publishing Co. • 383 E. Main St. • Centerport, NY 11721 Your Name _____________________________________________ Type of Business ____________________________________ Company Name _____________________________________________________________________________________________ Address ____________________________________________________________________________________________________ City ____________________________________________________State _____________________ Zip ______________________ E-Mail: _________________________________________________Tel _______________________ Fax ______________________
For more information, contact:
www.BagCloseouts.com Kate Spade Small Karen Beauville Leopard Bag $
For more information, contact:
Round Neck Floral Printed Bell Sleeve Maxi Dress
For more information, contact:
www.RushSuppliers.com Vivaldo 35 x 10W Ceiling Light w/GoldPlated Finish and Clear Crystal Spheres
BAGS OF CASH
IN the accessories marketplace there is nothing that sells better and for more profits than women’s handbags and purses. They are perennial favorites and garner a great deal of attention from shoppers as well as spending. ONE of the newest trends in handbag sales is the pre-owned designer market. With brand new handbags easily fetching thousands of dollars the need for more affordable prices for the everyday shopper has become more apparent. NOW in comes Bag Closeouts, an established company in selling authentic re-owned great condition designer handbags. They have all the major brands for you to include in your store or online store. Keep in mind that they sell one piece at a time and when it’s gone - it really is gone. THIS month’s special is a Kate Spade Leopard bag for only $78.99. Check online for hundreds of bags at massive discounts.
NO SUMMERTIME BLUES
THE clothing business is very competitive, now more than ever. If you are a retailer with a store or online shopping site you know how brutal the business can be. If you do not offer the best selection, newest styles and the sharpest prices you will not remain in the business long. WITH Fashionable Sales you are able to use their buying power to purchase the hottest fashionable boutique clothing at the best prices anywhere. Margin is what it’s all about and when you buy from Fashionable Sales you are able to pick and choose the styles, colors and order as little as ONE piece. THIS month’s special is a beautiful floral printed bell sleeve maxi dress for just $14.20. New items arrive daily and are posted on the website: www.FashionableSales.com
HOME ITEMS ARE HOT
IF your store or online store sells home products you know the demand has been growing rapidly and for many retailers it is hard to find new merchandise at good prices when you’re competing with the huge local homesellers and online retailers. THAT is until now! With Rush Suppliers you will have access to some of the best wholesale home decor merchandise. THE company has a full service lighting department that blows away the competitors. The margins are amazing and retailers are cleaning up. This month you can get an $8000 ceiling light for just $906.. Check out the assortment at: www.RushSuppliers.com.
Visit Our New Monthly What’s Hot online at: www.HotProducts.biz • Get listed: 800-635-7654 Page 12 JULY 2019 | RETAILERS FORUM MAGAZINE
Want More Info? Circle #07 on page 11 â€¢ www.Vendor411.com
RETAILERS FORUM MAGAZINE | JULY 2019 Page 13
It’s Hard To Be 21
MANY retailers are having tough times, especially in the apparel segment of the industry. Forever 21 is no exception as they have been exploring restructuring options to shore up its liquidity during their struggles. It is reported that the company is in talks with private equity firm Apollo Global about raising debtor-in-possession funds to provide financing should it file for bankruptcy. There has been no decision made as of our press time. THE talks are during the apparel industry’s continuous struggle amidst sweeping changes including the massive shift to online selling. Many of the most troubled retailers are located in malls, where fewer shoppers are frequenting and spending their money. As sales are declining, the companies are weighed down with large, expensive store bases. These expenses cut into available funds and time to develop better online technology and fend off competition from already established online sellers. TEEN clothing retailers have been hit the hardest in the downturn. A number of them have filed for bankruptcy already, including Aeropostale, Rue 21 and American Apparel. LAST month many apparel retailers reported their quarterly earnings which were beyond disappointing. As a group apparel retailers first quarter results were down almost 24%, a number that had not been as low since the first quarter of 2008 when they fell 40%. Meanwhile Forever 21 continues to function and operate as usual.
Costco Slow Out The Gate
COMPARED to its biggest competitor Sam’s Club, Costco has been slow on the draw to push features like online shopping, in store pick up and the digital experience. The company is now starting to change that and will soon become a larger player in the digital space, according to reports. THE bulk retailer has been adding lockers to their stores to offer purchase online and pick up at the stores using a coded locker. They have also just added an APP for their pharmacy departments to make customer engagement easier and more efficient. ONE of the larger changes made is that the company is courting and selling more brand name merchandise on their website. They’ve been adding name brand electronics in addition to offering the latest generation of Apple products. This is resonating with shoppers who want the next best thing in the marketplace. EVEN with all the online additions and tweaks the number one priority of Costco is to get the shopper into the physical store. This is a big contrast to their Sam’s Club competitor. Costco believes that shoppers will spend more money and buy more products if they are at the show as opposed to online. The companys online sales account for around 5% total sales but should be increasing soon. Not to feel too badly for the company, their annual sales are north of $700 million even with little emphasis on their online sales!
For Late-Breaking Industry News Visit: www.RetailersForum.com If It Affects Retailing We Report On It! Page 14 JULY 2019 | RETAILERS FORUM MAGAZINE
Want MoreFORUM Info? CircleMAGAZINE #11 on page 11 |â€¢ www.Vendor411.com RETAILERS JULY 2019 Page 15
FORUM ADVERTISERS at ASD Marketweek
East West Tradin
Newest Smo Incense Acce king & ssories
Forum Publish e Martin Stevens r
Pick Up the latest issue of Retailers Forum at the entrances of all major trade shows. Page 16 JULY 2019 | RETAILERS FORUM MAGAZINE
CoolG owing.com LED Light Saber Sword Pink (2-Mode) $
LED Heart Wand $
Economy Glow Necklace Blue - 50-Pack
Flashing Party Hat Red - 6 pk
Glow in the Dark Frisbee
Accents Mini LED String Lights $
Cool Glow Bottle Collars 50 pk Yellow $
LED Atomic Glow Shot Glass $
White LED Diamond Bling Rings Assorted Shapes (24-Pack) $
Light Up 14 Red LED Tray $
8” Premium Glow Bracelets Yellow - 100 Pack $
Cool Glow Mugs Pink (30 per Pack!) $
4” Glow Sticks (50-Pack)
Glow Star Shaped Glasses Orange - 12 pk $
LED Fiber Optic Gift Bow 6 Pack (Blue, Gold, Silver, Red, White, Green) $
YOUR SOURCE FOR ALL GLOW PRODUCTS
PARTY SUPPLIES • APPAREL • NOVELTIES • JEWELRY • BANNERS • HOLIDAYS IF IT GLOWS...WE HAVE IT!
RETAILERS FORUM MAGAZINE www.CoolGlowing.com
| JULY 2019 Page 17
STYLE IN FASHION INC. WEST-SIDE DESIGNS
BARGAIN OUTLET WHOLESALE Large Selection @ Low Prices
MANY STYLES AVAILABLE IN
DASHIKI PRINT for Men & Women
Imported from Thailand & India Tie-Dye, Hawaiian Print, Solid Acid Wash, Printed Dresses, Baby Doll Dresses, Blouses, Skirt Sets, Pant Sets, Skirts, Sundresses, Umbrella Dresses in Rayon & Cotton Fabric. We also carry Magic Wrap, Sarongs, Handkerchief Dresses, Pancho Tops - all in Regular and Plus Size. We also carry Belly Dance & Zumba outfits in lots of different styles.
SAMPLE PACK AGE $300
RED, WHITE & BLUE RIFLE INFLATE
321 Olympic Blvd. Los Angeles, CA 90015 or 930 Santee St #3 • Los Angeles, CA 90015 Tel: (213) 624-9728 - (213) 488-1896 We Carry Winter Sweaters & Jackets at Moderate Prices
Fax: (213) 624-2115 - (213) 488-3398 email: Andy@StyleInFashion.com View Our Catalog Online or Call for Catalog
PARTY POPPERS FREE BOX (72 PCS) W/4 BOXES
LIGHT UP NECKLACES
Gifts Novelties Jokes Knives Hats Sunglasses Toys Light Ups Inflatables Jewelry & So Much More!
PEARL LIKE HANDLE KNIFE FREE KNIFE W/5 KNIVES
TRUMP STRESS SQUEEZE BALL
608 S. 2nd St. • Marshal, IL 62441
Want More Info? Circle #28 on page 11 • www.Vendor411.com
Want More Info? Circle #48 on page 11 • www.Vendor411.com
JEWELCLEARANCE.COM Our Price
Y O U R F I N E J E W E L RY W H O L E S A L E R
Dust Huggie Hoop Earrings Feature 2 hoops with Swarovski dust measuring 1/4” wide. Earrings dangle down 1/2 inch with comfortable push backs. Retails $79.95
RINGS CHAINS CHARMS STONES Dealers... Click on our “Clearance” Tab on Website
COLORLESS 1/4 CT DIAMOND EARRINGS Retail $799.00 Your Price:
1/4 CT CLASSIC DIAMOND TENNIS BRACELET IN PLATINUM OVERLAY
Retail $99.99 Our Price
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JULY 2019 | RETAILERS FORUM MAGAZINE
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Operating Your R ETAIL RETAIL STORE S TORE
Continued from last issue... If you want to open a store, but aren’t yet certain what kind, get out your notebook and start jotting down notes. Where are your real interests and experience? Is there anything there that lends itself to a specialty store? Have you ever experienced trouble locating what you need for a hobby? Was it a major hassle the last time you set out to purchase a particular type of equipment? If there’s already a store that addresses your interests locally, is there something it does that leaves customers like you unhappy with the shopping experience? If you come up with yes answers to the last few questions, other people probably share that experience. Like you, they would support a retailer who does a better job catering to their particular interest and need. Take the success of telephone specialty stores as an example. Telephones and related products – answering machines, fax machines, cables and other accessories – can be found in every type of retail outlet today. But no other single source offers the breadth of selection and related services as the telephone specialty shop. Whatever the customer wants in a telephone product can be found there. These retailers provide either installation service or “how to” advice for the consumer. For those shopping for a telephone, the shop offers one-stop convenience with enough of a selection to please every shopper and the service support they require to enjoy the full benefits of their purchases.
the list and your response to the preceding questions, matching the products and services that could be brought under one roof. Based on your notes, suggest some store types you feel a need for, or think others might want to shop. Consider these entries as you identify the best fit for your interests, skills, and experience. Compile a prioritized list of the type of store you would like to open. Use it as a guide for investigating your options. Are there stores that match your suggestions in the area? If so, visit them. Later, write down your impressions, as a shopper, of their strengths and weaknesses. If no such store exists locally, ask why. You may be on to something, or it may be that the area’s economy can’t support such a venture.
CHOOSING YOUR MARKET WORK SHEET
This form can help you identify market opportunities in your area. Start by listing the product or product category that interests you, followed by a list of related products and services, and a description of whom you envision as the typical customer. Then conduct an informal survey of stores in your area stocking this product, noting the selection, prices of goods, and service support available at each. The information you compile should help you determine if a gap in availability exists that could be addressed by a specialty store. If it does, you should pursue the additional research that will Now identify all local sources for products re- help you select the right location. quired for your interests or work background. continued... Are there any local gaps in availability? Review RETAILERS FORUM MAGAZINE | JULY 2019 Page 31
forumworkshop FORUM WORKSHOP • Product(s): • Related products: • Related services: • Suppliers or manufacturers (for each category of product, accessory, or service): • Typical customer(s): Sex, Age, Household situation, Income level • These products are currently available at the following store(s): COMPLETE THIS SECTION FOR EACH POTENTIAL COMPETITOR. • Store name & location: • Selection by manufacturer model & price: • Service support: Was the salesperson knowledgeable about product? • Products & services not available at this location:
KNOW WHAT YOU SELL Once you identify the type of specialty store that seems to represent your best retail opportunity, you need to thoroughly investigate the types of products the store would handle. This involves a look at what’s being sold by potential competitors as well as what is available from suppliers.
As you investigate products and suppliers, you’re gathering information that will be of vital use when you actually begin planning the store you’ll open. continued...
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FORUM WORKSHOP forumworkshop Before you proceed with planning, you need a Again, consider the telephone specialty store as real sense of the forces at play in the product a model. The selection there includes everymarket you’re considering. thing to do with telephones. The store’s strength is its comprehensive selection, and the Go back to your noteservices that allow consumers to enjoy the full book and start writing benefit of their purchases. Shoppers can buy again. Is there enough phones anywhere today, but many prefer the selection in that spespecialty store because it has the combination cialty to warrant a of selection and service that makes it the most store devoted to it? Are convenient place for them to shop. there related products, or services, that could As part of your research, visit be handled in the same store? Who are the every type of store that handles the major and minor suppliers to the category? products you’re considering. If none How widely distributed are their products? Are exist locally, head out of town for a there more choices available than consumers weekend. If you still can’t find any, need? What do you intend to offer that other you may really be on to something. retailers who stock those products don’t? What continued... type of advertising is being done?
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forumworkshop FORUM WORKSHOP WHO ARE YOUR CUSTOMERS? Describe the people who’ll buy from your store. Visualize the shopper who’ll bring you success. When you know who you need to reach, you can begin thinking about how to present and market products, and where to situate the store.
Is your core customer male or female? Young? Old? What’s his income? Where does he live? What are his interests? How and where does he shop? Why would he shop in your store? Can’t he already get that somewhere else? What can your store give him, or do for him, that he can’t get now? How far would he travel for such a store? Id there any way you can make the process more convenient for distant shoppers?
You may be able to acquire a detailed profile of your typical Consider where your customers presently customer by contacting the inshop. How easy is it now to find the products dustry or retail trade group representing your and services your store will sell? The specialty selected product category. Many trade groups store draws on a much wider population base conduct market research that enables them to than the local supermarket. Everyone needs develop a profile of the typical buyer of a prodfood, every week; people might patronize The uct or group of products. You may also develop Umbrella Stand once in a lifetime. your own profile by describing the person you believe your store will serve. continued...
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forumworkshop FORUM WORKSHOP If you’re smart, you’ll know who your cus- You know what you want to sell, and who you tomers are, where they live, and how to reach want to sell it to. Now for the really tough questhem before you hand your signs. tion: Does the market need your store? Before you can answer that, find out some information Opening any store asks seri- on the individuals you’ve established will be ous financial investment your customers. with no absolute guarantee. WHERE ARE YOUR Better to hold your store TARGETED CUSTOMERS? idea to the fire now, and test it for success or failure on paper, than spend the One of your best sources for demographic innext year and your life savings on a great idea formation is the census tract data published by the numbers can’t support. Conversely, if your the U.S. Census Bureau. This information proevaluation of consumers, products, and the vides a detailed analysis of a geographic area market indicates retail opportunity, you can based on the census survey. In heavily popuproceed with a certain degree of optimism. lated areas, that area can be as concentrated as a single zip code. Another good resource for INVESTIGATING general insight on the consumer market is the THE MARKETPLACE publication American Demographics. continued...
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forumworkshop FORUM WORKSHOP This monthly magazine regularly publishes ar- track down some useful information. In minticles on population trends and their effect on utes they’ll direct you to information it might consumer needs and attitudes. Such articles take hours for you to locate unassisted. provide insight into consumer market trends, which people are buying what products, and If you’ve got computer profiwhat they’ll be buying in the future. When you ciency, sign on with one of the have an idea of who your potential customers online business database servare, you can find out where they live by reices. These put the world of searching the demographic data available from business information, market census records. research, and detailed data analysis within instant reach by modem. Contact your local comAs long as we’re discussing research, this puter user’s group for information on what seems as good a place as any to urge you to services are available in your area. When using take advantage of all the resources available to an on-line service, remember the meter is runyou at your local public or college library’s ning as long as you’re connected. Research sesbusiness resource center. Their shelves over- sions can get surprisingly expensive. It’s best to flow with data valuable for the cautious busi- know what information you want, and where ness planner. Reference librarians enjoy you’re going to go for it, before you dial the continued... nothing more than helping someone like you connection.
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forumworkshop FORUM WORKSHOP
Once you gather the demographic statistics, look for information that matches the profile you’ve created of your perfect customer. Start with census figures for the immediate area, and search until you identify an area or region where the people you need to reach live. Suppose the concept behind a store called Just the Fax is to put fax machines in the homes of married professionals.
On the other hand, suppose the entrepreneur planning The Parachute Shoppe, which caters to young, thrill-seeking adventurers, learns there aren’t enough potential customers residing in any combination of census tracts within a ten-mile radius. However, in his own experience as a jumper, he’s met people from more than fifty miles away, who regularly travel to the local airport to pursue the sport. That indicates he should situate his dream store somewhere along the road leading to the airport where these thrill seekers gather for jumps.
Demographic information provides insight on where the people who match your envisioned The entrepreneur looks for areas with a heavy customer profile live. It can help direct you to concentration of affluent, middle-aged working an appropriate location, and indicate how large couples. When they’re identified, she can start an area you must reach with your advertising. investigating suitable locations. continued...
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forumworkshop FORUM WORKSHOP Here again, the information gathered through your own research or available from trade groups can be of help. Of course, the number of customers your store needs, and the area in which they live, depends on what you sell. The retailer of antique Oriental rugs serves a much smaller audience, drawn from a much wider area, than the proprietor of the carpet store. Your research should help you determine how much surrounding population is required to give the store a reasonable chance of success. Remember, if your research reveals there’s not enough concentration of customers in any area to support the store, but everything else convinces you the idea is viable, approach the development and store location issues differently.
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Stores can be so specialized that potential customers are scattered across the state or nation. Such retailers combine a physical store – showrooms and warehouse – with retailing alternatives like catalog or telephone sales. You may still find success by being willing to adapt your idea to accommodate clients who may never actually step into your store. Before you begin fine-tuning your store concept to the needs of your customers, you need to understand who they are and where they live. That insight can only be gained through demographic research.
WHAT ARE THE RETAILING TRENDS? MARKET DEMOGRAPHICS REVEAL ONLY ONE PART OF THE STORY. continued...
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FORUM WORKSHOP forumworkshop
Other sets of numbers you should consider as you finalize your product selection are profiles of national retailing trends, and the failure and success rates for specific store types. The Department of Commerce produces detailed statistical analysis on just about every aspect of American business, including retailing. Dun & Bradstreet maintains and markets reports on small business, such as success and failure rates by retail store type. Remember, while the numbers contained in these reports are only as good as the information reported to the researchers, they’re still strong indicators of the trends at play in the marketplace. An overabundance of stores similar to yours, or an unusually high failure rate
for similar start-ups, should be regarded as red flags. These are all indicators that you may need to rethink your store concept, or field-test it before investing in opening a store. Whatever statistics you use when exploring the market, don’t let the numbers alone shape your plans. An entrepreneur draws power from instinct as well as information. Numbers measure facts and report what’s already happened. Statistics indicate trends in process or after the fact. They say nothing about changing attitudes or the whims of fashion. For those you’ll need to rely on your instincts. Once you’re considering a particular retail specialty, start reading the trade magazines written for that industry.
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FORUM WORKSHOP forumworkshop ticles about the retail market you plan to enter. Read at least a year’s worth of these articles to gain a sense of what’s happening in the field. Other information resources for the aspiring retailer include the varied trade organizations representing that industry. Gale Research publishes The Encyclopedia of Associations, which is available at most business reference centers. A Directory of Business, Trade, and Public Policy Organizations is available from the Small Business No single resource seems to list every magazine Administration. Trade groups vary greatly in written for every industry. Ask your librarian intent and action. Some function as affiliations for help compiling a list of of people working within an industry. Others publications for your field exist solely as lobbying arms for special interest from several reference groups. Most serve in some capacity as an inbooks. Also check the formation clearinghouse for that industry. They Reader’s Guide to Periodical produce market trend reports and annual Literature and the business analysis of the health of their industry. index listing for recent arcontinued... Some of these publications track the business from the retailer’s perspective. Written for store owners and operators, retail trade publications cover the issues affecting retail, including business trends and marketing strategies. Manufacturers use trade books to announce products and programs through advertising. Their executives discuss trends shaping their business plans through the articles.
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forumworkshop FORUM WORKSHOP A few publish their own monthly magazines. Get in touch with the right organizations, and request whatever information they can supply about the industry.
When reading trade reports and business journals, look for insight into how the industry operates. What are the issues or opportunities that could shape the outlook for your store? Closely read the magazine’s letters from readers, and look for profiles and articles about retailers. That’s where you’ll learn about the real challenges of running a store in that industry, and how retailers deal with these problems. You may discover unexpected issues that should temper your plans.
Industry trend reports contain an abundance of information, not all of it useful to the retailer. It’s up to you to pick through the numbers. Some reports provide a detailed breakdown of the store types handling the industry’s products and market share. Some reports produced by trade groups are quite expensive for nonSpeak with Your Potential Peers members. Know what the report covers before People who enjoy what they do like to talk you place an order. Ask about their work. Retailers are no different. for a previous year’s reConsider speaking to those already in the retail port at no charge so category you want to enter. you can study it before ordering this year’s. continued...
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forumworkshop FORUM WORKSHOP They’re among your best sources for information and insight. The man or woman already operating a store like the one you want to open is the person with the most to teach you. Unfortunately for you, no intelligent businessperson will coach an upstart into becoming direct competition. That’s why you should contact stores in the same business, but not in the same general area as where you want to locate. Visiting these stores, and talking to their owners, can prove a crash course in everything you need to know to realize your dream. In a larger city, you may only need travel across town for this learning experience. In less populated areas, the journey may take you a few hours away.
Contact the store owner before you visit. Briefly explain your store plans. If he sounds receptive, ask to arrange, at his convenience, a visit to the store and a short meeting. Offer to buy him a cup of coffee – successful retailers don’t have time to go out for long lunches. Be honest and open about what you want to do, and what you hope he might share with you. When you get the chance to talk in detail, ask about business in general. How long has he been at it? What’s the key to his success? If he could, would he open the same type of store again? Can he recommend this concept to you? Why? Then move to some specifics about “the industry.” How is the retailer treated by suppliers? Are there any problems with products, in terms of supply or quality? Do the suppliers support small retailers? continued...
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FORUM WORKSHOP forumworkshop Is there any trouble remaining competitive and Speak with Your Potential Suppliers profitable? What was the biggest headache in establishing the store? What are the retail After speaking with retailers, contact suppliers trends for business, in the store owner’s view? whose products you may handle. Call corporate headquarters and ask for the person reEstablish good rapport with sponsible for sales in your state or region. He other dealers and it’ll benemay be on staff, working as an independent fit you throughout your rerep, or working out of a distributor’s office. In tail career. As long as stores any event, once that person picks up the phone, are not directly competing introduce yourself, mention your store plans, for the same consumer’s and request product information. Ask for a coudollar, a certain camaraderie ple of minutes of the salesperson’s time to disexists among retail specialists serving the same cuss his company’s product and sales policy. category. They confide about business with one Find out what kind of year the company, and another, bounce ideas back and forth, and share its dealers, are having. Is the market for its suggestions on improving sales. The fact that products growing, declining, or flat? What does you’re interested in the same career is flatterthe company do to support its dealer base? ing. Some dealers will be glad to help a novice Does it control distribution? learn from, and avoid, their mistakes. continued...
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forumworkshop FORUM WORKSHOP Do larger accounts get preferential treatment? Are there any special programs to support specialty dealers? Is there enough demand for its products to support another dealer in your area?
Speak To Potential Customers & Seasoned Observers
Finally, talk to consumers about your store concept. That includes everyone you know: friends, family, acquaintances, and strangers. How do they see chances for a store like yours? Would they shop there? Forget the praise for your idea, it won’t teach you anything. CareRemember, in this conversation you’re dealing fully measure the criticism, though. It reveals with a salesperson ever intent on gaining anperceptions and attitudes you’ll continually other account. Nevertheless, he or she has an confronts as you build the business. implied obligation to be honest about business and the retail trends at work. Just to make sure, If you want to bounce your store idea off an incompare what you hear from him with what dependent observer, contact the local office of you’ve heard from retail contacts. If the anthe Small Business Administration. SBA sponswers agree, you’re getting good information. sors a mentor’s program called SCORE (Senior If not, press the salesperson about discrepanCorps of Retired Executives.) cies that concern you. continued...
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forumworkshop FORUM WORKSHOP It brings together retired executives and people trying to launch a business within their realm of expertise. Their advice is free, impartial, and rooted in experience.
SIZING UP THE COMPETITION
ciding what type of store they want to open. Unless your store is so specialized it will be the only source for products (quite unlikely,) you’ll face some competition. And as we approach a new year, you can expect much of this to be intercompetition in which all types of retailers compete for sales in some product categories.
By now your notebook will be swollen with Take the TV as an examopinions, observations, and cold hard facts ple. It’s available across about the business you want to be in. You still the spectrum of retail need to investigate yet another of the determinoutlets. The discount vaing factors in the ultimate success or failure of riety store stocks one or your store: the competition. If your research to two models, inexpenthis point convinces you your store concept is sively priced to appeal to the broadest group of so unique, you face no competition, move on to buyers. Department stores sell TVs as well, but the next chapter and start thinking about where the selection concentrates on mid-priced and to set up shop. Most aspiring retailers, though, high-end models that reflect their customers’ must take competition into account when detastes and budgets. continued...
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FORUM WORKSHOP forumworkshop The electronic superstore stocks a representative sampling of all models currently available, heavily promoting price on low-end models in an effort to attract shoppers and step them up to higher-priced, more profitable models. Finally, the audio/video specialist focuses on the absolute best in today’s TV technology, and packages it into an integrated home entertainment center. Although their customer bases differ, all these retailers are competing for the sale to the person simply shopping for a TV. A similar situation will present itself in any product category that’s widely distributed. As a 21st century retail entrepreneur, you must either offer consumers the selection and service no one else in your area is offering, or do what everyone else is doing, but better. Before you can develop the appropriate response strategy,
you must first know how your potential competition approaches business. This education process begins with a visit to every store in the area handling the products you intend to sell. Record your impressions after each visit. How broad a selection does each offer? How are the products displayed, advertised, and promoted? What brands are carried where? What related products or services do these stores carry in support of that product? What about price and guarantees? How do they handle customers on the sales floor and at the return desk?
Track your competitors’ advertising. How do they present themselves to consumers? What image do the ads convey? Who do the ads speak to? continued...
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FORUM WORKSHOP forumworkshop How do they hope to motivate people into the services that cater to a core group of consumers. store? What kind of expectations do the ads cre- Fish with a net, and you’ll come up with something. Fish with a lure and you get the fish ate for shoppers? you’re after. Specialty retailing is all about comThe retail entrepreneur will design her store as ing up with the right hooks, the right lures, for a response to the competition’s strengths and the prize catch. weaknesses. Her store will be strong in all the areas they’re strong, and also strong where In selecting a market niche, they’re weak. Survival as a specialty retailer de- take everything you’ve mands your store be all things to anyone inter- learned into consideration: products, suppliers, comested in the products it sells. petition, customers, demoSELECTING YOUR NICHE graphics, and consumer attitudes. Focus your efSpecialty store retailing, which is the real busi- forts where your interests, ness opportunity for you, requires that you experience, and research identify and pursue a distinct niche of the con- indicate opportunity. Use your intellect, insumer marketplace. It may be a specialized line sight, and instinct as tools for adapting your of products, or a combination of products and store concept to consumer needs. continued...
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FORUM WORKSHOP forumworkshop A market niche requires special handling, and appeals to a select group of people. The best specialty store concepts focus on a narrow segment of the market, but appeal to a broad segment of the population. A greeting card shop or child’s shoe store are two good examples. Other good concepts focus on a narrow product base that appeals to only one portion of the population: Consider the success of eyeglass centers and craft supply stores. All children wear shoes; only a share of the population requires glasses; fewer still are interested in visiting a crafts store. Yet each of these represents a valid specialty store because they cater to only a small segment of the total consumer marketplace.
Regardless of the type of niche, the pricing strategy you choose will go a long way toward defining your market. Price plays a critical role in determining how the store is perceived in the minds of shoppers. Its importance cannot be overlooked, from the moment you begin to develop your business plan to the ongoing efforts of your marketing strategy. The price structure you adopt defines who you want to be for your customers. Emphasis on low prices means nofrills shopping to many shoppers, while higher prices imply the consumer will find more for his money, in terms of selection and service, at the store. Specialty stores often charge a premium because of the unique assortment of products found there. continued...
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FORUM WORKSHOP forumworkshop If you choose to price your products on the high end, you send a message that must be reinforced by the look of your store. A specialty store may stock top-quality merchandise, but if the store itself looks cheap, the goods will seem overpriced to most shoppers. By the same token, a share of bargain-hunting shoppers will never enter a store with expensive fixtures, even if it stocks an assortment of lowpriced goods. The look of the store must announce the type of store it is. The storeâ€™s viability hinges on product selection and service, and consumer perceptions created by pricing and the look of the store. If the retailer identifies and addresses a distinct market niche, these factors will all work together to guarantee success.
When choosing your niche for the 21st century, you should also consider whether the store should be entirely dependent on in-store sales, or if other selling techniques can be utilized to your advantage. Services like mail and fax orders, telemarketing, even on-line sales, are now feasible endeavors for small retailers. As the specialist, the retail entrepreneur needs to sell to as broad a customer base as possible. That could force many who select a tightly focused niche to reach beyond the immediate geographic area for sales. Theyâ€™ll need to develop alternative means of sales and distribution. continued...
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FORUM WORKSHOP forumworkshop Regardless of whether you’re going to rely on category, and everything else related to it. The in-store sales alone, or you’ll use every possible best source quickly becomes the only source, in means to pull in customers, you can’t afford to the mind of the shopper. lose sight of the 3 factors that always motivate SERVICE IS WHAT KEEPS shoppers: selection, service, and convenience. CUSTOMERS COMING BACK Always keep them in mind as you develop the strategy for serving your market niche. The If selection is what draws people to way you apply them as you develop your store the store, service is what keeps them will give it an identity, and how consumers recoming back. That won’t change in spond will determine how successfully you’ve the 21st century. What will change addressed the market you choose. are the lengths to which you’ll need to go to fulfill your service obligations to cusSelection is Why Customers Come tomers. From now on, retailers will need to do Shoppers support a store because that’s where anything and everything that supports the custhey find an assortment of goods. You’ll need tomer’s purchase, including delivery, repair, to offer shoppers all that’s available within a updates, and exchanges. Service is where shopwell-defined category. That means more pers most need the independent retailer, and breadth and greater depth; every product in the where you must shine. continued...
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FORUM WORKSHOP forumworkshop want an experience to go with it, experience found only there. Conversely, if the store exists primarily as the source, it is the delivery and access to goods you provide customers that Give people the best selection, back it up with must separate it from the retail pack. every conceivable service, and you’re running a pretty convenient place to shop. Convenience Whatever market is all about making the shopping experience as niche you choose, enjoyable as possible. only continued suc-
CONVENIENCE IS THE RESULT OF SELECTION & SERVICE
To some people, shopping is a destination. They regard the store as a place to go for socializing and modest entertainment. For others, shopping is a process, an endured activity that gives them access to something they want. If your store will be a destination, its ambience will be one of the determining factors in your success. Your shoppers will expect more from the store than a place to buy things. They’ll
Page 72 JULY 2019 |
RETAILERS FORUM MAGAZINE
cess will demonstrate how well your concept matches consumers’ changing needs and expectations of what a store should be. Before you can begin to test the concept, though, you must find the location that will serve your retail ambitions. continued...
FORUM WORKSHOP forumworkshop SELECTING YOUR SITE
LOCATION OR ACCESS?
Now that you’ve an idea of where to find your customers, turn your attention to where they’ll find you. Nothing serves your store as well, during its first year, as the right location. And nothing can do as much to unravel your retail dreams as the wrong location. Selecting your site, then, may contribute as much to your immediate success as deciding what to market in your store.
Any old saying holds “location, location, and location” as the 3 most important ingredients in a store’s success.
While that’s still true for many retail businesses, it’s no longer the universal rule. In fact, with today’s electronic communications technology and mobile distribution network, “access” might have replaced location. Which is the most important – location or access – deSuch an important decision warrants special at- pends on what type of retailer you want to be. tention. Begin by determining what you need If your plans center around a retail store, then certainly the right location will make your in terms of space, and then you dreams come quicker. On the other hand, if can concentrate on finding the what you really want to run is a retail business, location that promises to give location may not be as important. your store the start it deserves. continued...
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FORUM WORKSHOP forumworkshop You might be just as, if not more, concerned city. Over the past few years she has tired of with developing a system that gives shoppers heading into downtown every time she wants access to place orders by mail, phone, or fax. the latest book or magazine; there are no local sources. She has heard that complaint from othThe owner of a retail store requires an attractive ers in the area. With a new mini-mall going up store setting, easily accessible to shoppers, a at the crossroads of the area’s 2 main avenues, place to showcase what the store sells. For the she has signed on as one of the first tenants for retail business, location is a secondary consid- her store, Book Ends, a combination book, mageration. Its customers have no need to visit a azine, and stationery store. store. Either the salesperson carries merchandise directly to them, or they order from cata- He has mulled a career change for years, and logs by phone, fax, or mail. has concluded there’s a bookstore in his future, but of a much different sort. All his life he has Consider the situations of 2 been an avid reader of personal diaries and narpeople intent on opening ratives of historical interest. It has always been bookstores, as examples. trouble tracking them down, a frustration he One enjoys reading, and has heard from other amateur historians who lives in a rapidly developshare his special interest. ing suburb outside a major continued...
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FORUM WORKSHOP forumworkshop He plans The Diary Pages as the top source for published diaries in the country. His customers will be people like himself who have an abiding interest in history, as well as professional historians and book collectors eager to acquire rare or out-of-print first-person accounts. That audience, his core customers, is scattered all over the country.
spend on store design, fixtures, and display, he’ll invest in a mailing list and publishing and distributing a catalog of available titles. Most sales will go to people living outside his immediate area. When these core customers want to visit the store, they’ll Both retailers need a physical location for their seek it out, wherever it sits. businesses. Her business is totally dependent You Need To Operate In Both A Real on in-store traffic. Sure, she can take orders by & An Electronic Neighborhood phone and ship them out, but her livelihood depends most on sales transactions in the store, at the cash register. For him, the situation is al- Each of these scenarios demonstrates extremes most reversed. He’ll need a storeroom with a of specialty retailing. Many retail entrepreneurs limited sales floor. More important to him than will draw a little from both concepts to survive the location is a system for interacting with cus- and thrive in the 21st century. continued... tomers all over the country. The money others
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FORUM WORKSHOP forumworkshop To take full advantage of the store’s sales poIn the electronic neightential, you’ll want to serve 2 groups of cusborhood, the business tomers. One will physically visit the store to will depend on efficient view and sample products before making a distribution and delivpurchase. The other group may regard the store ery of product to remote more as a retail business, a source for products locations. You’ll benefit and services. Remember how important conby exploiting the potenvenience will be to tomorrow’s shopper. That tial of your expertise in means making the shopping experience as easy the local marketplace, and a broader electronic and enjoyable for your customers as possible. marketplace as well. For now, suffice to say that for some retailer specialists, location is no Every “neighborhood” retailer will need to em- longer the absolute determining factor it once ploy a modern equivalent to the delivery boy was. of another generation as basic service. Customers who regard the store as a retail business Before you set out in search of your store locawill expect the same level of service and the tion, review your notes on your market and same service support after the sale. Anything customers. Are you sure enough people live in less in service will cost the retailer, dearly, in your market area to support the store you want sales and reputation. to open? continued in next issue ...
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Page 92 Page 92 JULY 2019 | RETAILERS FORUM MAGAZINE
Wholesale Sources Imagine Jam-packed a book with 1000’s putting 1000’s of of wholesale wholesalsources across ers at your the USA fingertips! This is the most accurate and useful resource guide you’ll ever own and refer to daily! • Apparel • Electronics • Fragrances • General goods • Gifts • Housewares • Leather • Jewelry • Novelties • Sunglasses • Watches • Toys and more! No. W1 Wholesale Sources $29.95
Auction Directory This is THE definitive guide to auctions! It not only tells you WHERE all the auctions are (all 50 states) but also HOW to participate in the auction process. Cash in on all government auctions, housing auctions, jewelry, cars, boats and more. Up-to-date information gives you names, addresses and phone numbers! And, unlike other auction websites or programs that require you to purchase updates or subscribe to monthly or weekly pay-per-listing services, once you have this book - You need to buy nothing else! It’s an incredible book you can use minutes after you receive it. Change your life today. Buy a home, car, or indulge in jewelry. Order No. AUC- Auction Directory - $39.95
Hobby & Craft Suppliers Guide The crafts industry is one of the hottest-growing segments in the marketplace today. Scrap-booking, painting, needle-crafts and sewing are hobbies that are sweeping the nation. We have compiled the ultimate directory of wholesale suppliers furnishing materials for this huge industry. • Art Materials • Baskets • Beads/ Trim • Ceramics • Dolls • Fabrics • Floral • Holiday • Paint • More! Order No. AC $29.95
d, How to Fin ker Sell and Bro Surplus and Liquidated Goods
Hidden Wealth With this authoritive Directory, you will learn to turn pennies into dollars and get goods dirt cheap ...even free! Written by a retired liquidator, the author shares his well protected secrets and workings of this extremely profitable industry. Learn why those in the business have kept it confidential. You can now have a piece of it. Discover the proven techniques and see why there is no better information anywhere at any price. Everything you need to succeed in this high profit business is right here. Work full/part time from home! Order No. 1-88422-24-2 Hidden Wealth $39.95
Jewelry Wholesalers & Manufacturers This exquisite directory will bring the world’s finest jewelers directly to you! Featuring fine jewelry of all types including: • Beads • Diamonds • Gemstones • Gold • Silver • Much More! The suppliers list their names, addresses, websites and specialties. All feature high-end quality jewelry that is sold wholesale for resale. You would have to travel the world over to view the thousands of suppliers listed in this brand new directory. If you are in the jewelry business and looking for new, high quality suppliers, you must order this directory! Order No. FJ $29.95
Holiday Merchandise Wholesalers & Manufacturers Introducing our newest directory that puts the country’s largest suppliers of holiday merchandise at your fingertips. Seasonal merchandise is a mainstay of the industry, but up until now it was hard to locate the thousands of suppliers scattered across the country. We have ended your searching with one directory which includes all types of wholesale merchandise: • Bows • Candles • Cards • Costumes • More Order No. HM $29.95
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USA Mail Order Catalogs
Wholesale Gift Guide A Great resource to locate higher end decorative merchandise. This gigantic 400 page guide is the definitive resource guide to finding suppliers for gift products. Listed by category, over 4,000 leading wholesalers and manufacturers servicing the gift industry are included. • Accessories • Collectibles • Floral • Gifts • Home/House You’ll refer to this on a daily basis to find new suppliers for products. Order No. GG
New for this year is a compilation of BOTH consumer mail order catalogs in addition to business-to-business catalogs in one huge volume! Part one of this incredible collection of mail order catalogs provides the most comprehensive look at the consumer catalog in the industry available anywhere. Over 7,000 consumer catalog companies are listed under 44 various product chapters from Animals to Toys and Games. Catalog size, number of catalogs mailed, sales volume and key executive names are provided for ease in marketing your products to these catalogs. The second part of this directory provides details on suppliers of everything from computers to laboratory supplies; office products to office design; marketing resources to safety equipment. Just about every kind of product or service that a business needs to operate is covered. Order No. 159237-156-6 1,900 pages $450.00
Annual Guide to the
BUCKS FOR BLING Accessories Sourcing Directory
The comprehensive directory provides you with direct sources for the designing and manufacturing of bags, belts, hats, shoes, gloves. You will find the top companies to help you produce your merchandise directly at their factories.
Here is an incredible Directory that guides you through the world of Licensed prod-uct merchandising. Need to know who owns a license? Who to contact to distrib-ute a licensed product? This book has all the answers and covers the entire world! Licensors: Listing of companies that are the agents and license holders. These are the sources that you would apply to if you wish to obtain a license to manufacture
Sourcing For Jewelry Makers Directory
merchandise. Licensees listed here you will find the companies who distribute licensed merchandise. Full listings include categories of merchandise each company handles. Contact these companies to buy the licensed merchandise that they have manufactured. The licensed merchandising industry moves billions of dollars of products every year and is one of the fastest growing segments of retailing.
Up-to-date and easy-to-use directory solving your jewelry materials sourcing, production and contracting needs. If you are considering your own line of jewelry items this is a must-have in locating materials and factories to produce it.
Order No. 121 $150.00
Order No. 321 $249.00
1-800-635-7654 Page 94 JULY 2019 |
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Order No. 122
APPAREL BUSINESS DIRECTORIES Fabrics, Services, Trims A complete and updated guide listing over 2,600 nationwide suppliers of all types of domestic and imported fabrics, trims and notions, plus forecast services, swatch design studios and more for the apparel and design industries. Listings include sales manager’s name, price points, minimums, etc. Fabric and trim manufacturers, converters, jobbers and reps are listed. This sourcebook provides you with MATERIALS and sources to make your own goods. Order No. 0971486735 $135.00
Directory of Brand Name Apparel Manufacturers Updated and easy-to-use directory listing brand-name label manufacturers and importers in the women’s, men’s, children’s and accessory markets. Developed and targeted for store and catalog buyers to shop the apparel and accessory markets easily, there are over 2,800 brand name labels listed, broken down by types of apparel classifications. If you are looking for the SOURCES for brand name goods, this directory is for you. Order No. 0971486751 $135.00
Apparel Contractors (USA Edition) This up-to-date directory solves your production sourcing and contracting needs in the Americas. The sourcebook includes: sewing, cut-n-sew, and finishing contractors and apparel production services from within the U.S., Canada and South and Central America. All factories are sorted by clothing classification and by U.S. state or by country. This directory will help you put your own designs into production. Order No. 0971486743
RN & WPL Encyclopedia A comprehensive listing of every Registered Number and Wool Product Label ever issued by the Federal Trade Commission to identify all sorts of goods imported, manufactured and/ or sold in the U.S. Over 126,500 records including contact information for more than 31,500 manufacturers, importers and wholesalers of apparel and textile goods. Listings include where available: RN or WPL number, contact names & titles, street addresses, phone & fax numbers, website & e-mail addresses, type of business and product information. Order No. RN8. Directory $285 Order No. RN8C Directory/CD Combo $475
The Small Design Company's Guide to Wholesale Fabrics & Trims Upj-to-date guide created specifically for the smaller design houses and home sewing businesses. Directory lists fabric and trim companies that will sell to businesses that require 0 to 500 yards as a production order. Book lists low-minimum and in-stock fabric suppliers and all their contact information. Order No. A-106 $65.00
Apparel Business Directories
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Buy Direct From HonG KonG! Why pay more when you can buy directly from the source! These Directories are Importers Guides that will show you, in full color, who the sources are, what products they sell and how to collect them. Discover the tremendous profits you can make by eliminating the middleman and buying directly from Hong Kong manufacturers who will sell to you at factory prices—and increase your bottom line! Importing is easy! There are no expensive courses needed, no association or clubs to join, no hidden costs. Once you receive your Directory you’re ready to start buying directly. All you need to do is mail or fax your catalog and price list request.
• Belts • Hats • Gloves • Shoes • Handbags • Suitcases • Briefcases • Sportbags • Cosmetic bags • Wallets Order No. 109... $29.95
• Appliances • Furniture • Craft Items • Lamps • Fans • Kitchenware • Cookware • Hardware • Alarms • Timers • Luggage • Bar Accessories • Bathroom Items • Gardening Order No. 110...$29.95
This directory is a resource guide of all types of boxes for watches, jewelry, glasses, toys, pen sets and more. Also includes shopping and custom made displays and boxes. Order No. 121...$29.95
Fabrics & Accessories
• Piece Goods • Textiles • Haberdashery • Design/Styling • Equipment • Packaging/Labeling. Order No. 122...$29.95
Leading Trade Directories Now Available to American Retailers
•Designer Labels/ collections Coordinates • Suits • Jackets • Silkwear • Casual Wear • Furs • Leathers • Embroideries Order No. 117...$29.95
Watches & Clocks • Mechanical Watches • Children’s • Electronic • Quartz • Clocks • Premium • Watchbands Order No. 108...$29.95
• Spectacles • Sunglasses • Goggles • Lenses • Mountings • Accessories • Optometric Instruments • Glass Cases • Holders Order No. 116...$29.95
Electronic Components & Parts
Features manufacturers of circuit boards, computer components, micro chips, switches, keypads, transformers, sensors, wiring, semi conductors, all types of parts used in the making of electronic equipment. Order No.120...$29.95
B/O toys, diecast metal, educational, puzzles, plastic toys, wooden toys, board games, ride-on toys, dolls, electronic, models, stuffed dolls, inflatables, and remote control. Order No. 114...$29.95
Gifts, Premiums & Stationery • Consumer Electronics • Watches • Clocks • Toys • Games • Travel Goods • Handbags • Sporting Goods • Stationery • Gifts • Novelties Order No. 112...$29.95
• Diamond •Gold •Platinum • Pearls • Antique • Jade • Silverware • Gemstones • Precious Stones • Objects d'art • Designer Collections Order No. 111...$29.95
• Casual Shoes • Dress Shoes • Work Boots • Sneakers • Fabric Shoes • Sandals • Mens • Womens • Kids Order No. 169...$29.95 Avg. 160 Pages
• Computers • Appliances • Watches • Toys • Games • TV's • Fax Machines •Radios • Karaoke • CD Players • Consumer Electronics Order No. 115...$$29.95
Overseas & International
LEGAL DEPARTMENT Protect Yourself From Business Lawsuits
How To Save Money on Legal Fees
This groundbreaking book offers novela and inexpensive advice on how companies and their employees can use commonsense business tactics to avoid potentially devastating litigation. Learn to avoid the 8 major mistakes that often result in litigation. This book is a must for everyone—from the CEO to the average employee seeking to protect their career. Order No. 0-68485267-5 223 pages (Hdcvr) $23.95
A poorly chosen lawyer can be the start of an expensive disaster. This book gives you information on: finding the right lawyer, how to save money, saving your lawyer’s time, making use of free and low-cost legal services, bartering to your advantage, keeping accurate records, and understanding lawyers and the legal system. Order No. 2598 240 pages $12.95
Incorporate Yourself Incorporating your business is simple and can be done without an attorney…saving you hundreds of dollars. This valuable guide is written to de-mystify the mind boggling details and clarifies all strategies involved in your success and the success of your business. Order No. 176 Hdcvr $24.95
“A blockbuster book that tells you almost more than you ought to know”
The Partnership Book
The best way going into business with a friend is to have a solid partnership agreement. This book shows how to write an agreement covering evaluation of partner assets, disputes, buy-outs, expansion, and death of a partner. Problems of getting started and partnership taxation laws are examined. Order No. 0-87337-141-0 $39.95
How to Protect Your Business From Fraud, Scams & Crime 1-800-635-7654
The Law (in Plain English) for Small Businesses This latest edition provides access to the most current legal information to keep track of new legal developments and to efficiently handle any legal issues. This book covers the legal basics as well as the complexities of business law today including: licensing, advertising, trademarks and copyrights, expanding markets, business organization, and more. Order No. -880559-95-1 245 pages $19.95
Handbook of Successful Franchising Franchising is the best opportunity for new entrepreneurs. Compare on the basis of what you get for your money-training, marketing, start-up costs, long term support, legal rights, financial responsibilities, and marketing evaluation. Company track records, history, units operating, and locations. Includes list of Government funding assistance programs and every business area from food outlets to computer/electronic, to employment agencies. Order No. 30 520 pages $39.95 This guide protects your business from internal or external fraud, scams and crime. Drawing from the Better Business Bureau, government and law enforcement agencies, the book offers practical, proven guidelines for recognizing the scams, defending your business, and seeking legal recourse if you are victimized! Covers: Office Supply Scheme, Phony Invoice Schemes, Bankruptcy Fraud, Coupon Theft, and Mailorder and Multi-Level. Order No. 82 204 pages $11.95
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Book Specials New Titles Just Arrived in our Warehouse ~ Limited Quantities
Streetwise Business Series SMALL BUSINESS SUCCESS KIT Book & CD gives insider secrets and strategies to start a successful business. includes forms, legal advice and schedules. order no. 1-58062367-9 ... $24.95
BUSINESS MANAGEMENT Lay your foundation, build your team and manage your money with this 350-page business guide. Covers every aspect of management. order no. 1-58062540-1 $19.95
FRANCHISE BIBLE how to Buy one, or Franchise Your own business. over 300 pages written by a specialist that will save you $1000’s in legal and research fee. order no. 1-55571-367-X $24.95
11 LAWS OF INTERNET BRANDING Be fast, be first to be successful online. how to build your company, product or service into a hot, profitable brand online! order no. 0-06-019621-1 $21.00
SOLVE ALL YOUR MONEY PROBLEMS FOREVER Achieve financial freedom with this life-changing plan that will take away your money problems forever -- and help you start a new life of ease and comfort. order no. 0-399-52378-2 $14.95
MAKING MILLIONS ON THE INTERNET Complete idiot’s Guide makes it easy and fun to make REAL money on the internet. includes tips and tricks in simple language. order no. 0-7897-2298-4 $18.95
THE COPYRIGHT GUIDE A friendly guide to protecting and profiting from copyrights. This is a definitive guide to avoid costly mistakes. order no. 1-880559-43-9 $18.95
BUSINESS VALUATION Proven methods to easily determine the true value of your business or one you are wishing to buy! simple ways to value AnY business. order no. 1-58062952-0 $19.95
HOW TO ACHIEVE TOTAL SUCCESS Master your mind to achieve everything you desire. Win consistently with this practical self-improvement book. order no. 0-940398-19-2 $11.00
Closeout of the Month
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SMALL BUSINESS LEGAL KIT AND DISK over 400 pages of practical legal info, forms and agreements for all size businesses. We bought closeout of these books (c) 1995, but still loaded with relevant info. Disk is 3.5 floppy, pages are slightly yellowed. Use just onE form and pay for the book 3x over! Published at 19.95. order no. 1-55850-701-9 $10.00 sPECiAL: Buy any other book on this page and take this one for $5.00! LiMiT 5 CoPiEs to single buyer.
WHOLESALE RESOURCE! Instant Access to: • Free Monthly Trade Magazines • Articles For Your Business • Hot Products Review • USA’s Leading Wholesaler Search
WholesaleSources.com your search engine for everything wholesale! RETAILERS FORUM MAGAZINE | JULY 2019 Page 99
JULY 2019 FORUM PUBLISHING COMPANY 383 East Main St., Centerport, NY 11721
Top Quality Plush Toys Stock Items, Custom Designs & Personalized Wide range of adorable plush ﬁgures, animals & accessories that are irresistible to kids & kids at heart. Over 250 adorable items! Buy Direct From Manufacturer! • General Gift • Souvenir Shops • Seasonal Plush • Crane & Amusement Plush • Plush Backpacks • Plush Pillows • Plush Dolls • Plush Pet Toys
FAST SHIPPING FROM WEST COAST EASY ON-LINE ORDERING WHOLESALE ACCOUNTS WELCOME
Custom printed plush Great for Souvenir & Gift Shops or Corporate Events!
These souvenir plush toys are perfect for ALL occasions. Their relaxed sitting pose allows them to be posed in just about any gift shop. The best feature is their customizable clothing. whether it be an embroidered t-shirt or a hot-stamped hoodie, these stuffed animals will look great! NoveltySeller WE CAN MANUFACTURE CUSTOM PLUSH FROM YOUR DESIGN! Low 500 Min. - Free Estimates
Free monthly magazine for small store owners, online stores and ecommerce sites. Here you will find ads for wholesale merchandise to help yo...
Published on Jul 9, 2019
Free monthly magazine for small store owners, online stores and ecommerce sites. Here you will find ads for wholesale merchandise to help yo...