Souvenirs, Gifts & Novelties - October 2021

RSN 97

Dutch American Import Co., Inc.

RSN 29

2 4 1 2 G r a n t Av e n u e · R o c k f o r d , I L 6 1 1 0 3 P h o n e : 8 1 5 - 3 9 7 - 0 2 4 2 · Fa x : 8 0 0 - 9 6 6 - 3 6 3 0 E m a i l : i n f o @ d u t c h a m . c o m · w w w. d u t c h a m . c o m

PRESIDENT & EXECUTIVE EDITOR

Scott C. Borowsky 610-645-6940 ext. 0 ASSOCIATE EDITOR

Required Reading for Successful Retailers

Contents

4

Bonus Features

OF

In Every Issue TABLE

VOLUME 60 NO. 7 • OCTOBER 2021 • $7

Commentary.......................................................................................................12 Featured Advertisers................................................................... 169,170,171 News Briefs................................................................................................16, 53 Trade Show Calendar..............................................................................26, 28 Trade Show News......................................................................18, 20, 24, 32 Accessories Product News Brief: Seagull Intl. Inc...............................145 Apparel Product News Brief: Jack Russell..............................................144 Apparel Product News: Binghamton Knitting........................................145 Edible Gifts Product News: Tortuga Rum Cake Company....................60 Gifts Product News Brief: Art Studio Company .....................................97 Gifts Product News Brief: Natural Selections...........................................94 Gifts Product News Brief: Rocky Mountain Leaf Co...............................76 Gifts Product News Brief: Silver Streak.....................................................80 Gifts Product News Brief: Silver Streak.....................................................88 Gifts Product News Brief: XPLORER MAPS...........................................48 Herbal Remedies Product News Brief: Nuwati Herbals......................174 Jewelry Product News Brief: Oh Snap Earring Backs.........................151 Sign Product News Brief: Bert Anderson Collection..............................90 Souvenirs Product News Brief: Mountain Graphics...............................84 Souvenirs Product News Brief: Mountain Graphics...............................86 Toy Product News: Eugy..............................................................................162 Toys Product News Brief: Aurora World.................................................. 167 Toys Product News Brief: The Petting Zoo.............................................164 Vendor Profile: Alaskan Suncatchers .........................................................53 Vendor Profile: Capsmith.............................................................................139 Vendor Profile: Exist.......................................................................................145 Vendor Profile: Mountain Graphics..............................................................70 Vendor Profile: The Penny Men.....................................................................32

On the Cover: Michaela Copeland, owner of Lake Effect in Meredith, N.H. See page 34 for a story that features an interview with Copeland.

Stock Images: pg32,51,70,139,145©New7ducks/bigstock.com; pg54©Manpreet Singh/bigstock.com; pg54©joeygil/bigstock.com; pg60©songbird839/bigstock.com; pg74©alju/bigstock.com; pg76©photo_stella/bigstock.com; pg91,97©scorpp/bigstock.com; pg93©Jag_cz/bigstock.com; pg101©Maglara/bigstock.com; pg167,168©SCPhotog/bigstock.com; pg178©MIKHAIL GRACHIKOV/bigstock.com; pg179©bigstock.com; pg184©melis/bigstock.com; pg184©Orla/bigstock.com; ©pixabay,©pexels.

Sasha Borowsky sborowsk@gmail.com MANAGING EDITOR

Caroline A. Risi editorsgnmag@kanec.com CONTRIBUTORS

Karen Appold Hilary Danailova Genie Davis Sara Karnish Carime Lane Natalie Hope McDonald CONTROLLER

Joseph W. Mellek 610-645-6944­­ BILLING AND CIRCULATION

Susan Mease 610-645-6940 PRODUCTION MANAGER/ ART DIRECTOR

Debby Clarke 856-816-6346 dclarke@bluetraindesign.com ADVERTISING DIRECTOR

Larry White 610-645-6951 ASSOCIATE MANAGER OF SALES/EDITORIAL

Joseph W. Mellek III 610-645-6952 PRODUCT EDITOR/NATIONAL ACCOUNT EXECUTIVE

Stephan Cox 610-645-6953 editorsgnmag@kanec.com EDITORIAL AND ACCOUNT EXECUTIVE

Kitty B. White 610-645-6946 PUBLISHING OFFICE:

1062 E. Lancaster Ave., Suite 15-F Bryn Mawr, PA 19010 610-645-6940 FAX: 610-645-6943

Souvenirs, Gifts & Novelties® October 2021, Volume 60, Number 7 (ISSN 1521-4249) issued eight times a year, January, February, March/April, May, June/July, August/September, October and November/December, by Kane Communications, Inc., 1062 Lancaster Ave., Suite 15-F, Bryn Mawr, PA 19010 (610) 645-6940. President: Scott C. Borowsky. Periodicals postage paid at Bryn Mawr, Pa., and at additional entries. Subscription U.S.A. $44 (one year), $54 (two years); Foreign and Canadian rate $51 per year. Postmaster, send change of address to Souvenirs, Gifts & Novelties Magazine, 1062 Lancaster Ave., Suite 15-F, Bryn Mawr, PA 19010. Copyright 2021 by Kane Communications, Inc. All rights reserved. Reproduction in whole or part without expressed, written permission of the publisher is prohibited.

READER SERVICE INFORMATION: Peel and paste your mailing label on the Reader Service Card. For more information, refer to the Reader Service Card following page 171.

Souvenirs, Gifts & Novelties | October 2021 | www.sgnmag.com

RSN 98

TABLE OF

Contents Articles

Smoky Mountain Gift Show Section 34 Sales Amid Beautiful Scenery - Trends in Home Décor and Gifts at Lake and Mountain Stores

For locals and tourists alike, home décor and gift items are selling at lake and mountain stores.

46 Where Business Is Blooming – Selling Souvenirs at State Park Stores Souvenir sales at state parks are on the upswing.

46

54 Taste Treat Trends - Edible Gifts at Country and Candy Stores

People are more likely to buy chocolates, fudge, taffies and other sweets if they have a local angle, or come in attractive packaging. These and other insights were found during research for this story.

57 Bonus Sidebar: Sweet or Sour? Which Type of Candy Sells Best?

62 Getting a Read on Apparel and Jewelry Sales - The Viewpoint from Four College Bookstores For this article, college retailers discussed trends in apparel and jewelry.

72

6

Jewelry Trends when It’s All Jewelry – The Jewelry Store Viewpoint

Our contributor explored trends at jewelry stores for this article.

78 Souvenir Best-Sellers - What Shoppers are Seeking at Art and Children’s Museums

62

The outlook from a sampling of museums on souvenir trends.

82 Bonus Sidebar: How Prints and Postcards are Faring at Art Museum Shops Spotlight on Souvenirs 91 Bringing a Bit of the Beach Home - Souvenirs at Beach and Resort Stores Top selling souvenirs may change, but at beach and resort stores, offering a mix of unique and location-oriented souvenir items is a winning strategy.

97 Bonus Sidebar: Signs of Selling Success - Sea-Themed Signs Are Still Popular 98 Wildlife Gifts that Are Selling Well - A Look at Zoo Shop BestSellers This story discusses zoo shop best-sellers, including the hottest plush animals.

onus Sidebar: What Are Your Most Unique Wildlife-Themed 101 100 BItems?

Souvenirs, Gifts & Novelties | October 2021 | www.sgnmag.com

RSN 101

TABLE OF

Contents

Home Décor 101 Enhancing Home Spaces with Sea Style - Home Décor Best-Sellers at Beach and Resort Stores For this article, retailers from four gift shops in coastal settings shared some of their best-selling décor items and the broad style trends they are seeing.

102 Bonus Sidebar: What Are Your Decorative Sign Best-Sellers and Why?

120

IGES Section 114 Logo and Name-Dropped Gifts at Caves and Caverns - Four Cave and Cavern Gift Stores Reveal Top Trends For this article, four cave gift shops revealed what is trending at their attractions.

120 Quality Gifts at Getaways - How Higher-Priced Items Fit in at Resort Stores Resort gift shop retailers are offering guests a range of more expensive, unique, quality gifts.

126 Trends in American-Made Merchandise at Gift and Hallmark Stores

For this article, gift and Hallmark shop owners and staff provided their takes on top sellers in the Made in America category.

134 Perspectives from Five Stores: Jewelry and Gift Sales Trends at Boutiques

8

For this article, store staff members and owners shared their top tips to sell more in both the jewelry and gift categories.

126

136 Bonus Sidebar: Display Advice for Gifts to Get Attention Apparel 137 From Sophisticated Colors to Classic Styles - Apparel Trends at Baby Boutiques

This story gives a report on the latest apparel trends for babies and young children.

142 Wearables in Tune with a Get-Away Vibe - Tips to Sell More Accessories and Apparel at Resort Stores All types of apparel is selling at resort stores.

Jewelry 146 When the Merchandise Really Matters - Jewelry at Hallmark and Jewelry Stores

148

A look at today’s jewelry trends at a selection of stores.

148 Jewelry that Celebrates Surf and Sand - Trends at Seaside Stores Marine-themed jewelry can be a perfect complement to a vacation for travelers, this story found.

Souvenirs, Gifts & Novelties | October 2021 | www.sgnmag.com

RSN 13

TABLE OF

Contents

Games, Playthings and Plush 158 Which Diversions Are Doing Best? - What Is Selling at Toy Retailers

For this article, Contributor Sara Kardish interviewed owners and managers from four toy stores to discuss best-selling toys.

163 Never Enough Plush - Today’s Stuffed Toy Trends

or this article, retailers from four stores around the country discussed some of F their plush toy best-sellers and from where they source their cuddly merchandise.

158

Sports Fan Merchandise 166 Striving to be First Place Sales Winners – Sports Fan Stores’ Best-Selling Toys

For this article, Contributor Genie Davis interviewed retailers from Baltimore Sports & Novelty, the Philadelphia Phillies Team Store, a Sports Fanz location in West Virginia, and the Husker Hounds, Inc., store in Omaha, Neb., to discover toy best-sellers.

168 Bonus Sidebar: Top Toy-Selling Customer Service Tips Lotions and Soaps 172 Products to Soothe the Senses - The Lotion and Soap Picture at Boutiques

10

For this article, Contributor Hilary Larson interviewed retailers in California, New York, Washington, and the District of Columbia to discuss trends in the lotion and soap categories.

173

Truck Stops and Travel Centers 176 Gifts from the Road - Merchandise at Travel Centers and Truck Stops

Many truck stops and travel centers have expanded to carry a wide selection of gifts and souvenirs, according to this article.

Party Stores 180 Adjusting to the Times - How Party Stores Are Operating in a Changing Party Environment

How party stores in Missouri and South Dakota are handling the changing demands brought on by the pandemic.

182 Bonus Sidebar: The Question of Selling Candy

210

Pharmacies and Florists 184 Best-Selling Merchandise for Christmas

For this article, retailers at pharmacies and florists discussed the great gifts their businesses provide.

185 Bonus Sidebar: Advice for Customer Service Training Souvenirs, Gifts & Novelties | October 2021 | www.sgnmag.com

RSN 92

Commentary Leadership for Today and Tomorrow

I

Scott C. Borowsky

12

Quotable

“Earn your leadership every day.”

- Michael Jordan

n a climate where protocols for safe public living change quickly, it can be challenging to lead your retail operation in the right direction toward customer satisfaction and profitability. For store owners and managers tasked with making judgment calls on safe operations, it is more important than ever to use your leadership skills to make your business part of the solution. At the same time, retailers need to stay fair and focused when it comes to managing staff who may be suffering financially, physically or emotionally during the pandemic. With your solid guidance, employees can stay engaged and continue delivering a great customer experience to shoppers.

This is our annual resort trade show issue, and we offer special Smoky Mountain Gift Show and IGES sections full of great original stories to keep you in touch with your colleagues across the United States. In the Smoky Mountain section we cover home décor and gifts at mountain and lake stores, souvenirs at state parks and art and children’s museums, edible gifts at country and candy stores, apparel and jewelry trends at college stores, and jewelry at jewelry stores. In the IGES Section, there are stories on logo and name-dropped gifts at caves and caverns, quality gifts at resorts, trends in American-made merchandise, and jewelry and gifts at boutiques.

Also in the magazine we offer articles featuring interviews with officials at baby boutiques, airport and Hallmark stores, soap shops, toy retailers, sports fan stores, truck stops and travel centers, party stores, pharmacies and florists, and others.

And don’t miss Vendor Profile features on Alaskan Suncatchers, Capsmith, Exist, The Penny Men and Mountain Graphics and product news from Seagull International Inc., Rocky Mountain Leaf Co., Dodoland/ Eugy, Jack Russell, Binghamton Knitting, Tortuga Rum Cake Company, Art Studio Company, Natural Selections, Silver Streak, XPLORER MAPS, Nuwati Herbals, Oh Snap Earring Backs, Bert Anderson Collection, Mountain Graphics, Aurora World, and The Petting Zoo. I hope you enjoy the issue. Please email editorsgnmag@kanec.com or call 610-645-6940 with comments, questions or suggestions.

Scott C. Borowsky President and Executive Editor Souvenirs, Gifts & Novelties magazine 610-645-6940

Michelle Jacobs, owner, Snazzy Giraffe, Mechanicsburg, Pa. See page 136 for a story that features an interview with Jacobs.

Souvenirs, Gifts & Novelties | October 2021 | www.sgnmag.com

RSN 55

BRACELETS AS LOW AS $1.75 EACH

HAND CARVED AURA SCULPTURES

AURA SCULPTURES COME IN A RANGE OF IRIDESCENT COLORS: BLUE, CHAMPAGNE & PURPLE. HEMATITE STRETCH BRACELET DISPLAY ROTATES 360 DEGREES!

FREE Displays With a Qualified Order Discover quality gemstones, jewelry, gifts, souvenirs and displays from around the world.

Wholesale Only • Satisfaction Guaranteed

NATURAL POLISHED AMETHYST ON STAND

NATURAL AMETHYST ON STAND

NATURAL AMETHYST CLUSTER ON STAND

NATURAL AMETHYST CANDLE HOLDER AMETHYST CLUSTER COLLECTION

1-800-526-9990

1604 S. Edward Drive • Tempe, AZ 85281

SMOKY MOUNTAIN GIFT SHOW Gatlinburg, TN • November 10-13 • Booth 1601

See more at

SILVERSTREAKS.COM Visit our website to order online or view our current catalog.

RSN 84

NEWS BRIEFS SJT Partners with Trees.Org to Plant 50,000 Trees a Year

Davine International, Inc. Owners Retire

Now a Portion of Every Wood Plaque SJT Sells Helps to Plant a Tree SJT Enterprises, a 36-year-old consumer products company, has announced their partnership with Trees.org to plant 50,000 trees a year.

“SJT Enterprises is the world leader in low cost, USAmade wood plaques, so it only makes sense we partner with someone that could plant thousands of trees in our behalf.” said SJT President and Founder Tim Smith.

“Trees for the Future – or Trees.org – has planted millions of trees and with this partnership, they’ll be able to plant about 50,000 more each year. Consumers like to see that a portion of their purchase will go to a cause when they buy something. What’s better than buying a wood plaque and a portion of that will plant a tree?”

(To learn more, visit www.Trees.org.) ❖

16

RSN 91

Souvenirs, Gifts & Novelties | October 2021 | www.sgnmag.com

“Francine and I have decided to retire and we would like to thank all our loyal customers for the continued support afforded our company. The last 20 years brought us much pleasure, and hearing your successful sales stories told us we had the pulse of today’s consumer. Again, a big thank you.”

– David Barsalou, Davine International Inc.

RSN 11

TRADE SHOW NEWS Las Vegas Market Featured Panelists for Expanded Market Trend Exploration At-Market Instagram Takeover Featured Seven Retail, Design and Lifestyle Experts Las Vegas Market’s signature Market Pros program featured Ahead of the Curve panelists for the first time for the August 22-26 market. Ahead of the Curve showcased Las Vegas Market product chosen by design tastemakers in collaboration with Luxe Interiors + Design.

“Las Vegas Market’s proprietary product trend programs are unmatched tools for buyers to discover

and source must-have products,” said Dorothy Belshaw, International Market Centers Chief Marketing and Customer Officer. “Ahead of the Curve’s trend identification and Market Pro’s real time exploration of market resources [combined] to create trend education that [inspired] buyers as they [planned] their trips to Las Vegas Market and through their in-person sourcing.”

The Market Pros are retail, design and publishing tastemakers who are providing market tips and posting live from Las Vegas Market to provide a comprehensive look at the gift, home décor and furniture offerings of the market on LasVegasMarket.com and the @LasVegasMarket Instagram page.

Market Pros Marie Burgos, Jamilyn Fournier, Jay Jeffers and Na-

18

RSN 33

Souvenirs, Gifts & Novelties | October 2021 | www.sgnmag.com

dia Watt also served as panelists in the Market’s signature Ahead of the Curve program, which identifies trends and must-have products from Las Vegas Market exhibitors.

The trend discussion session, which was presented both as a pre-show webinar and an at-market program, featured the design experts in conversation with Kathryn Given, senior design and market editor for Luxe Interiors + Design.

Las Vegas Market is the leading home furnishings and gift market in the western U.S., presenting 4,300plus furniture, home décor and gift resources in an unrivaled market destination. Las Vegas Market features thousands of product lines, allowing for cross-category commerce among these industries.

Continued on page 20

RSN 12

TRADE SHOW NEWS Trade Show News (From page 18)

Gift for Life’s “Feed the Hungry. Feel the Good.” Campaign Raises Nearly $28,000 for World Central Kitchen during Las Vegas Market

20

Gift for Life, the gift, stationery and home decor industries’ leading charitable organization, announced today that the Las Vegas edition of its “Feed the Hungry. Feel the Good.” fundraising campaign yielded nearly $28,000 for World Central Kitchen, an organization which distributes individually packaged, fresh meals in communities that need support during times of crisis.

The campaign, which ran in connection with this summer’s Las Vegas Market (August 22-26), raised a total of $27,997 for World Central Kitchen. In addition to a $10,000 matching donation from International Market Centers, individual donations, ranging from $50 to $2,600-plus, were received from Alexander Eck, Beatriz Ball, Corksicle, Design Works Collective, eNewton, Fine Lines, Global Views, Karma Gifts, Just Got 2 Have It! and Maileg, Monica Loving and others.

“Food insecurity continues to be a critical issue for our nation, in a year marked by the pandemic as well as fires and hurricanes,” said Cole Daugherty, chair of the Gift for Life board. “We are grateful for the industry’s generosity – whether from individuals or organizations – for World Central Kitchen and its efforts to aid individuals in need.”

Through Gift for Life’s “Feed the Hungry. Feel the Good.” campaign, donors of at least $50 were eligible

for Las Vegas Market raffle drawings.

Prizes were secured by International Market Centers and donated by Connections Housing, Las Vegas Market’s official travel partner.

After the success of Gift for Life’s Summer 2021 “Feed the Hungry.

Feel the Good.” campaign – which collectively raised $79,000-plus through fundraising connected with the Atlanta Market, Las Vegas Market and Retail Excellence Awards – the Gift for Life board voted to continue the “Feed the Hungry. Feel the Good” campaign into and through the Winter/Spring 2022 market cycle. Details about specific initiatives will be announced in the coming weeks.

Founded in 2010 by Chef José Andrés, World Central Kitchen (WCK) uses the power of food to nourish communities and strengthen economies in times of crisis and beyond.

In 2020, with COVID-19 straining traditional food security safety nets like school feeding programs, city services and food banks, WCK pivoted to safely distribute individually packaged, fresh meals in communities that need support and launched the Restaurants for the People program to scale nationwide. This program meets critical needs on two fronts: buying meals directly from restaurants and delivering them to Americans who need help. To date, the program has worked with 2,500 restaurants to serve over 12 million restaurant meals and have disbursed more than $135 million dollars directly to restaurants owners in 400 cities across 35 states. For information, visit www.wck.org.

Gift for Life was founded by Peter Schauben of Appleman Schauben in 1992 in response to the tragic loss of industry lives to AIDS. The organization’s first meeting at the National Stationery Show brought together a cross-section of the industry’s lead-

Souvenirs, Gifts & Novelties | October 2021 | www.sgnmag.com

ing publishers, market centers, sales reps, manufacturers and retailers – all willing to convene and work together towards a common goal. Since that time, Gift for Life has raised nearly $6 million for AIDS research, education, treatment and care. More information is available at www.giftforlife.org.

New Campground Pavilion Launches at IGES The Campground @ IGES is a new pavilion specially geared to outdoor and recreation buyers, including over 500 campgrounds, national and state parks, and marinas. Exhibitors will have the unique opportunity to feature fresh merchandise across boating and fishing equipment, outdoor and tactical gear, sundries, wellness and more.

In a statement, Show Manager Sarah Wilson said, “Campground @ IGES is retail’s next-generation destination for all things related to outdoor living, camp, and adventure travel. With a forecasted revenue of $7.1 billion in the next five years, this category caters to those who were able to thrive dramatically during the pandemic. We are excited to welcome returning customers and new brands to the show; we think buyers are going to have a lot of fun there and make great connections for their businesses for years to come.”

According to the show’s website, 93% of the thousands of industry buyers at IGES have purchasing responsibility, with many looking to expand their offerings now. Attend the show and reach a new audience of outdoor industry enthusiasts. In addition to larger, national buyers, the show welcomes regional attendees who come to IGES to find the industry’s newest and most innovative

Continued on page 24

RSN 44

RSN 74

TRADE SHOW NEWS Trade Show News (From page 20) products.

Exhibitors can reach diverse buyers from the souvenir, resort, and tourism industries, including campgrounds and RV parks, marinas, resorts, caves, national and state parks, and more. In 2021 alone, the campgrounds and RV parks industry is expected to bounce back quickly from the pandemic and travel restrictions with an increase in revenue to $6.2 billion. And it’s not slowing down with a forecast of $7.1 billion coming in the next five years. The vacation option’s low cost and flexibility are attracting more and more millennials and Generation X consumers who make up 77 percent of its revenue currently. At the Campground @ IGES, attendees are at the

right place to find targeted affordable products in this fast-growing market, according to the IGES website.

World’s Largest Western & Equestrian Trade Shows Enjoys Summer Success at Dallas Market Center WESA’s International Western/ English Apparel & Equipment Market celebrates its second Dallas edition

events for western and equestrian buyers and brands, the WESA’s International Western/English Apparel & Equipment Market. The event took place along with the Dallas debut of the AETA International Trade Show presented by the American Equestrian Trade Association.

The shows were held at the same time as the Dallas Apparel & Accessories Market and KidsWorld Market. Taken together, the trade events welcomed thousands of buyers from 41 states. The number of first-time attendees set a new record and accounted for 16% of total attendance.

❖

Dallas Market Center recently hosted the world’s largest trade

24

The Northeast’s Leading Show

for Souvenir & Resort Retailers Going Coastal!

Roland E. Powell Convention Center

Ocean City, MD Register Now!

oceancitygiftshow.com/sgn RSN 66

Souvenirs, Gifts & Novelties | October 2021 | www.sgnmag.com

#OceanCityGift

REDISCOVER.

RECONNECT.

GET INSPIRED.

Showrooms: January 11–18, 2022 Temporaries: January 12–16, 2022 Learn More and Pre-Register at AtlantaMarket.com

PHOTOS: LIFEGUARD PRESS, COMPAGNIE DE PROVENCE, WILD AND WOOF Y TO THE TRADE | © 2021 International Market Centers, LLC

@AmericasMartATL | #AtlMkt RSN 03

SHOW

Calendar A Look at 2021 and Early 2022 Trade Shows

October 5-7

17-18 Gem and Lapidary Wholesalers Doubletree-Bloomington Minn. South Minneapolis, Minn.

Toy Fair Dallas Dallas Market Center Dallas, Texas

6-8 Corpus Christi Souvenir & Resort Show Corpus Christi American Bank Center Exhibit Hall A Corpus Christi, Texas 13-15 Panama City Beach Gift Show Boardwalk Beach Resort Panama City, Fla.

21-23

National Hardware Show Las Vegas Convention Center West Hall Las Vegas, Nev.

22-24

Gem and Lapidary Wholesalers Burton Manor Livonia, Mich.

Continued on page 28

26

THE LARGEST COASTAL SOUVENIR TRADE SHOW IN THE NATION MYRTLE BEACH CONVENTION CENTER, MYRTLE BEACH, SC

DEC. 5-8, 2021

REGISTER NOW

www.grandstrandgiftshow.com

RSN 36

Souvenirs, Gifts & Novelties | October 2021 | www.sgnmag.com

RSN 89

SHOW

Calendar A Look at 2021 and Early 2022 Trade Shows

29-31

Gem and Lapidary Wholesalers Osceola Heritage Park Orlando, Fla.

November 1-3 Ocean City Resort Gift Expo Roland E. Power Convention Center Ocean City, Md. (Circle RSN 66 on card.)

2-3

28

Gem and Lapidary Wholesalers WNC Agricultural Center Asheville, N.C.

10-13 IGES LeConte Center Pigeon Forge, Tenn.

(Circle 38 on card.)

Smoky Mountain Gift Show Gatlinburg Convention Center Gatlinburg, Tenn.

19-21 Sports Licensing and Tailgate Show Las Vegas Convention Center Las Vegas, Nev. (Circle 89 on card.)

23-27 2022 Winter Market Las Vegas Market Las Vegas, Nev. 29-February 6 G em & Lapidary Wholesalers Holidome Tucson, Ariz.

29-February 6 G em & Lapidary Wholesalers Gem Mall Tucson, Ariz.

February 2022

10-13

1-5

Atlanta Apparel Show AmericasMart Atlanta, GA

December

6-9

NY NOW Javits Center NY, NY

19-22

Toy Fair NY Jacobs K. Javits Center New York, N.Y.

5-8 Grand Strand Gift & Resort Merchandise Show Myrtle Beach Convention Center Myrtle Beach, S.C. (Circle 36 on card.)

January 2022 11-13 Halloween & Party Expo The Mirage Las Vegas, Nev.

Souvenirs, Gifts & Novelties | October 2021 | www.sgnmag.com

27-March 2 ASD Marketweek Las Vegas Convention Center Las Vegas, Nev. ❖

Get back to business at Las Vegas Market.

We make sourcing simple by giving you access to thousands of gift & home resources onsite and online.

Save the Date: January 23 – 27, 2022 LasVegasMarket.com | @lasvegasmarket

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

FE ATURED LINES: Pixie Mood, NIQUEA.D, Abbiamo Tutto ©2021 International Market Centers, LLC

RSN 47

RSN 77

RSN 77

Vendor Profile: The Penny Men Maximizing the Profitability of Your Penny and/or Medallion Machine

P

enny and medallion machines have become very popular at tourist and destination locations for creating new incremental revenue for locations. Why? A location can receive $1,000 to over $10,000 in new found income for your location. Plus, the machines do not affect the per caps of your retail operation. Finally, guests walk away with a great marketing piece.

Another fantastic way to maximize the profitability of your machine is offering penny books and other penny accessories to your customers. These products are typically in the $2 a piece range but can sell for

32

$4.99-$5.99. Penny books encourage penny machine purchases as customers seek to fill them up.

The leading company for all of these products is CTM Group, Inc., dba The Penny Men. With their program you pay nothing for having a machine at your location and they will market their accessory products in their machines.

For more information, call John at 610-659-6918, email him at jcweiber@ctmgroupinc.com, or see him and his team at their famous booth # 1717, right outside the main Convention Center Hall by the escalators in Gatlinburg in November. ❖

TRADE SHOW NEWS Art Studio Company Now Has Permanent Location in Atlanta Showroom Art Studio Company now has a permanent location in the Atlanta showrooms in Building 2, Suite 651. The company’s always customizableornaments are always number one; including traditional glass, porcelain, stainless steel, sustainable carved wood, sequined, recycled wool and blown glass.

But retailers also must check out the company’s new Shopper Totes, Tea-Towels, Aprons, Backpacks, Bags and More!

The new line of GOTS-certified Organic Cotton Throws in two sizes can be customized too! All of the company’s handcrafted items can be name-dropped for retailers’ locations. ❖

Souvenirs, Gifts & Novelties | October 2021 | www.sgnmag.com

Totes and tea towels from Art Studio Company are a great addition to any store’s inventory.

RSN 71

SMOKY MOUNTAIN GIFT SHOW SECTION

Sales Amid Beautiful Scenery Trends in Home Décor and Gifts at Lake and Mountain Stores

By Sara Karnish

L 34

ake and mountain stores aren’t just for tourists. Michaela Copeland, owner of Lake Effect in Meredith, N.H., is just one retailer who said her shop draws visitors and year-round residents alike. As her 900-square-foot shop is situated near both lakes and mountains, Copeland strives to stock inventory reflecting both themes to appeal to a wide customer demographic. “Our home décor is geared toward our location,” she explained. “Images of the surrounding lakes and lake sayings like ‘Go Jump in the Lake’, ‘Lakeaholic’, ‘On Lake Time’, ‘Life is Better at the Lake’, et cetera are extremely popular.”

Merchandise with these themes captures a certain state of mind and way of life. One-time visitors want to take home a memento of their stay, and year-round residents want to make it clear why they live near the lakes or mountains full-time. “Our primary demographic is homeowners—usually second homeowners. Tourists visit our shop, but they’re not our main revenue stream,” Copeland explained.

Items with a local flair, whether made by an artist or crafter from the community or something that reflects a specific area, sell extremely well.

Shonda Jasper, owner of Jasper’s Emporium in Bayview, Idaho, said her locally-made décor and gift inventory are among the biggest sellers in her 187-square-foot shop. She said she buys from local artists and makes some of her items, adding “the tourists and locals both really like to have something made right here in Bayview.”

Michele Rucci, who co-owns Lake and Pine Co. with her husband Steven in Pewaukee, Wis., said she is noticing an uptick in sales of wood-block signs bearing motivational, inspirational, family-themed, and lake-related sayings. “People are really gravitating toward pieces that remind them of a good memory or things they’ve done outdoors,” she said. “We get locals who live in the same town—many live along the lake and come in to check out the new shop [Lake and Pine Co. opened in early August 2021]. Because we’re right across from a beach, we get more visitors who are coming from Milwaukee to the beach. And we have locals bringing out-of-town visitors [to our community]. We have had people come in from all Continued on page 36 Michaela Copeland, owner of Lake Effect in Meredith, N.H. The store is situated near both lakes and mountains, and draws both year-round and tourist shoppers. Photo by Prata Productions

Souvenirs, Gifts & Novelties | October 2021 | www.sgnmag.com

RSN 63

Smoky Mountain Gift Show Section Sales Amid Beautiful (From page 34) over.”

Kerry Sloan, who co-owns Ranger Bob’s Trading Post with his wife Rachel in Gatlinburg, Tenn., said being in a tourist town, they “get every type of customer under the sun. Young and old, rich and not so rich. We try to have a little bit of everything to appeal to anyone who walks in the store.”

Even merchandise with subtle references to a lake or mountain sell well in these areas. Retailers also report strong sales for items with animal motifs representing lakes and mountains. Rucci said due to their location and her 1,084-square-foot shop’s appearance of a rustic lodge in northern Wisconsin, black bearthemed items do well. Copeland noted loons, deer, and bear-themed items are her best-selling animal motifs. Sloan said their location in the Smoky Mountains drives sales of items with a black bear motif. “We are also seeing a trend for Bigfoot items,” he noted.

Jasper said, “I notice whales are quite popular here.

Continued on page 38

36

A display of locally poured candles at Lake and Pine Co. The shop strives to be a “friendly little store that people know,” according to one of the owners.

RSN 73

Souvenirs, Gifts & Novelties | October 2021 | www.sgnmag.com

RSN 88

Smoky Mountain Gift Show Section Sales Amid Beautiful (From page 36) We’re a mountain town on a lake. There are a few people who like the North Woods décor [rustic lodge], but I think most locals here lean toward the lake décor—a lot of blues and neutral colors.”

Whether a customer is buying for themselves or someone special, when it comes to gifts, practical and name-dropped items are always good choices. Jasper said because she does not sell the traditional name-dropped apparel or accessories, her artists will add “Bayview” to hand-made items as a reminder of where the gift was purchased. Copeland added a special touch to gifts. “We customize and personalize a lot of our giftware, which people love. We’ll take their address and mark it using mapping software, then we will add their name and the GPS coordinates for their location. They make great closing and housewarming gifts. People want things that are special and made just for them,” she explained. “For giftware, because we personalize items and can get most items in a week or so, we do a lot of closing gifts

38

Continued on page 40

Rachel Sloan, store owner with her husband Kerry, Ranger Bob’s Trading Post, Gatlinburg, Tenn. The couple try to stock merchandise for every type of customer.

Shonda Jasper, owner, Jasper’s Emporium in Bayview, Idaho.

Locally-made décor and gift inventory are among the biggest sellers for the business.

Souvenirs, Gifts & Novelties | October 2021 | www.sgnmag.com

Pillows and gifts at Ranger Bob’s Trading Post.

The owners strive to offer quality products at reasonable prices.

RSN 64

Smoky Mountain Gift Show Section

40

Sales Amid Beautiful (From page 38) for local realtors and housewarming gifts for customers. Our biggest customer demographic is women aged 40-60. Most of our sales are from our women’s clothing—there aren’t a lot of clothing shops in our area. We offer relaxed quality clothing which can be easily worn while enjoying our area.” Food is another great gift because of its practicality and versatility. Rucci said at her store, pretzels, trail mix, and easy grab-andgo items fly off the shelves because “people take them out on their boats or to their cabins.”

Limited space for displaying items means some retailers are forced to be even more creative with merchandising stock. Rucci said despite her limited space, creating fun, eyeA Lazy One apparel display at Lake and Pine Co. Customers gravitate toward merchandise that will remind them of a good memory. catching displays is very important to their brand. “For us, the whole founby doing themes. Some people might come in and just dation of our business is giving peowant one thing—such as lake-themed items, so we’ll ple the feeling of nostalgia—going up north and going point them in that direction.” camping on the lake. We try to tell stories with our Besides arranging attractive displays, providing displays. We do groupings [of merchandise]—1,000 stellar customer service is critical. It not only helps to square feet fills up quickly, so we have to be smart drive sales, it goes a long way toward bringing in repeat about how we use the space. We get in as much as we business through relationship building. Simply greetcan without being crowded. We have a lake section, ing customers when they walk in sets the tone for their which could be anything from T-shirts to rugs with a shopping experience. Sloan said they do their best to lake motif to lake-scented candles, or an outdoor cabin camping section. That’s how we create our displays, Continued on page 42

Michele and Steve Rucci, owners of Lake and Pine Co., in Pewaukee, Wis. Michele Rucci said she is noticing an increase in the sales of wood-block signs.

Custom gift merchandise from the Lake Effect inventory. Items with a local flair sell extremely well for the store, according to the owner. Photo by Prata Productions

Souvenirs, Gifts & Novelties | October 2021 | www.sgnmag.com

RSN 26

Smoky Mountain Gift Show Section Sales Amid Beautiful (From page 40) speak to customers when they come in, and try to provide people with quality products for a reasonable price. Copeland said she works on establishing relationships with her customers through regular contact. “Customers are our main priority—we always receive great feedback because we keep our customers updated on their order via text or email.

We also manage their expectations so they’re not disappointed. We also greet/ welcome everyone who enters our shop and thank them for coming when they leave, even if they just walked through.”

Rucci said at Lake and Pine, they want to get to know their customers, but understand it can take time. “We want to take the time to get to know those who want to get to know us,” Rucci said. “We’re not pushy—we don’t push sales on people, and we don’t want to encourage buying things they don’t really want. We want to be that friendly little store people know—I think that’s important to keep people coming back.” ❖

42

RSN 16

Souvenirs, Gifts & Novelties | October 2021 | www.sgnmag.com

Winter-holiday-themed merchandise at Ranger Bob’s Trading Post.

Because of its Smoky Mountain location, black bear gifts sell well for the store.

RSN 87

RSN 75

RSN 75

SMOKY MOUNTAIN GIFT SHOW SECTION

Where Business Is Blooming Selling Souvenirs at State Park Stores

S

tate park retailers have one word to describe the 2021 season: crazy. As in really, really busy, with many parks breaking attendance records. After a year cooped up during the pandemics, Americans have been eager to get out and explore nature — and splurge on all manner of park souvenirs.

“It’s been crazy around here,” said David Townsend, manager for Partners in Palo Duro, the foundation whose retail outlet supports Palo Duro Canyon State Park in Canyon, Texas. The 500-squarefoot gift shop is mostly staffed with volunteers. “I tell them all, just take a deep breath,” Townsend said. Foot traffic has been intense all year, boosted by the store’s strategic location — at the rim of the canyon, in the same building as a popular museum.

46

The Palo Duro shop does a brisk business in Southwestern souvenirs. “We’re kind of higher end,” Townsend noted. He turns to local artisans and auctions for authentic Navajo rugs, turquoise and silver jewelry, and handmade ceramics crafted by members of six local native American tribes. “We also have a great selection of regional books, and Oklahoma bead work from the Comanche and Cheyenne Nations,” Townsend noted.

The two gift shops at Franconia Notch State Park in Lincoln, N.H., have been so busy, Retail Manager and Buyer Katherine Crowe was hard pressed to name a top item.

Name-dropped apparel and plush are always Jorge Gomes, assistant park manager, Minnewaska State Park Preserve strong categories at the medium-sized out- in Kerhonkson, N.Y. During the store’s pandemic closure, the staff reevalulets. “But this year it’s really everything,” ated inventory, discontinuing certain items and adding others, Gomes said.

Crowe said. “Customers aren’t holding back! Obviously the North American aniphasizes strong customer service. “We really, really try mals are traditional, but we’ve even brought in marine to make that connection before they get to the regplush this year, and they’re selling just as well. It’s inister,” the retailer noted. “We ask them what they’re sane.” looking for, what brought them to the state park. And Like many retailers, Crowe has struggled to keep we make sure they’re sent home with what they came staffing consistent with demand. She’s lucky to have in for.” been able to pay overtime. But the stores are still unWith souvenirs flying off shelves, park retailers derstaffed — so Crowe herself has spent more time said they emphasize a pleasant demeanor rather than than usual in the stores, recruiting other park staffers specific selling techniques. “I just want my staff to be to pitch in when the register is especially busy. As she friendly and welcoming, really,” said Julie Berg, manput it: “It’s been about survival, about teamwork.” ager of the Salt Fork Lodge Gift Shop. T-shirts are the Even under stressful conditions, Crowe’s team emContinued on page 48

Souvenirs, Gifts & Novelties | October 2021 | www.sgnmag.com

RSN 105

Smoky Mountain Gift Show Section

48

Where Business Is Blooming (From page 46) best-selling souvenirs at the busy store by the Salt Fork Reservoir and State Park in Lore City, Ohio.

At the two gift shops he owns at Allegany State Park in Salamanca, N.Y., John Marino relies on more experienced employees to train the newbies. “It’s leading by example,” he said. Marino’s top tip is to treat patrons “with respect, a smile and a hello,” while keeping them moving through 1,100 square feet of inventory. “Especially with the kind of inclement weather we’ve had this summer, we do get repeat customers, but if you aren’t pleasant, they won’t come back again,” Marino noted.

With more than 20 years in the business, Marino has been fortunate to recruit the extra staff needed for a busy season. “But it’s been very, very tough,” he said. “We’ve extended our hours as well. We have a short window to make money; most state parks are very seasonal.”

Lately, Marino has transitioned his inventory from lower end souvenirs to higher quality garments — and the move is paying off. “Obviously everything has gone up in price, but they’re not shying away from that $40 or $50 sweatshirt,” or a tee that costs closer to $30 than $10, Marino noted. Ninety percent of his sales come from credit cards, and that could be a factor: Research has shown that people spend more when paying by card.

Apparel, all of it name-dropped with the state park, makes up approximately two-thirds of Marino’s retail business. Sales got an additional boost this year from the park’s 100-year anniversary. “Anniversary items did very well in general,” the retailer said. “And it’s been a very good year in regard to gift sales, compared to other years. People are just more apt to purchase that shirt — and it’s been continuing all season long.”

One thing that hasn’t worked well for Marino is e-commerce. While many American retailers have relied on online sales during the pandemic, Marino discontinued his own website operation after finding the shipping costs Continued on page 52

Gifts Product News Brief

news

NB brief

XPLORER MAPS Releases New Custom Map XPLORER MAPS has been exhibiting at the Great Smoky Mountains Gift Show for over five years.

And this year, we are proud to officially release our new hand-drawn, custom map of North Carolina; a great complement to our Great Smoky Mountains National Park map. Come by and see us at the show (Booth #4410) and check out our entire line of new best-selling products!

(For more information, visit www.xplorermaps. com or circle 105 on the reader service card.)

XPLORER Maps has released a new map of North Carolina.

Souvenirs, Gifts & Novelties | October 2021 | www.sgnmag.com

Gifts! Souvenirs! Tees!

Unique designs, custom name-drops

lipco.biz

800-634-7547

Check out our huge range of gifts at the Smoky Mountain Gift Show, Booth 511 on the Lower Level RSN 48

RSN 18

RSN 18

Smoky Mountain Gift Show Section

52

Where Business Is Blooming (From page 48) and additional labor didn’t pay off, “especially in today’s world, where everyone expects free shipping,” he noted. And Allegany shoppers, Marino concluded, are typically campers who visit in person.

After a huge spike last summer, attendance is back to 2019 levels at Minnewaska State Park Preserve in Kerhonkson, N.Y., said Assistant Park Manager Jorge Gomes. “We’re back at average levels of busy, not as crazy as we’re hearing from some of our national parks and forest lands like Niagara,” he noted.

Minnewaska’s gift shop is located in the visitor center, which reopened a year ago after a pandemic closure. Gomes and his team took advantage of the pause to reevaluate inventory, discontinuing certain items and adding others. “We’re building as we go,” said Gomes of the retail section, which occupies a 10-by-10-foot installation featuring five shelves.

This year, the best-selling souvenirs have been $3 park stickers designed by a staffer who moonlights as a graphic designer. “I think the low price point of stickers makes them an easy memento for folks to take home with them,” observed Gomes. “We’ve sold hundreds of them. They move very, very quickly.”

His top service tip: “Be open to customer suggestions.” Lately, visitors have been clamoring for magnets. And after repeated requests for postcards, the store ordered some, featuring park scenes by a local artist. “We keep a running file of items that have been suggested, and it’s been very helpful in stocking what people want,” Gomes noted. ❖

RSN 04

Souvenirs, Gifts & Novelties | October 2021 | www.sgnmag.com

Vendor Profile: Alaskan Suncatchers Ornaments from Alaskan Suncatchers Capture the Spirit of the Season

A

laskan Suncatchers is offering Christmas with a twist this year with the release of small batches of 20 Christmas tree ornaments, Designs include angel, candy cane, candle and lantern, candle and wreath, dove, pony, giraffe, penguin, reindeer1 and reindeer2, loon, snowflake small, slim, and large, Santa and sleigh, star, moose, rhododendron, and small bear print. The ornaments are available in three colors until they sell out. Also, oval Christmas gift boxes are available while they last.

These gifts are priced to sell and can be viewed individually at http://www. alaskansuncatchers.com on pages 7 and 8, with a view of the ornaments on a tree on page 9.

Some of our customers have decorated gazebos in their yard and hung the ornaments from trees as well. In 2020, a Christmas tree was made on a kitchen door, and with the aid of battery powered lights, it was a hit with the neighbors as it lit up in different patterns.

Other great uses for the product include inserting them into the company’s maple cribbage boards or into oval plaques. A hundred percent of the company’s medallions are made by hand in New England from recycled glass, and all of the company’s wood products are made to order in Alaska by skilled craftsmen.

The Alaskan Suncatchers’ custom program is growing steadily with pirate, mermaid, waterfall, and Alaska wildlife medallions scheduled for release in October.

Included are boxes with nylon loops and self-adhesive hangers and labels for easy inventory and display.

The company’s inventory is quite large so they can service vendors usually within a few days of re-ordering their branded or unbranded medallions. Alaskan Suncatchers wishes to thank all of its clients for buying American-made products and especially for supporting American Artisans and craftsmen and women.

(For more information visit www.alaskansuncatchers.com, call 907-795-8217, or circle 04 on the reader service card.) ❖

Alaskan Suncatchers ornaments can he inserted into the company’s oval plaques or maple cribbage boards.

NEWS BRIEFS AmuseMints/ACE USA Debuts Brand Partner Strategy with M&M’s, S’well and Mrs. Fields AmuseMints Sweets and Snacks and ACE USA, affiliates of Nassau Candy, have announced the launch of three new brand partnerships: • M&M’s® Travel Collection: Travel-themed stand-up bag collection featuring location-specific and customizable thematic M&M’s®.

• S’well®: The product line will feature 11 exclusive location-customizable styles from S’well’s® Custom Core collection and Fashion Styles of drinkware across 25 SKUS, plus a full accessories lineup.

• Mrs. Fields® Travel Collection: The location-specific collection will feature eight unique SKUS in the gift collection including milk carton, gift tins, and more.

AmuseMints/ACE was to debut these exclusive partner brand products at the Las Vegas Gift Show in late September. “We are so excited to bring these partner brand products to the travel and resort marketplace,” said Division President Todd Reisman. “We are leveraging our capabilities in printing, manufacturing and designing custom products to bring these great brands to the channel in unique formats, designed for this market.”

AmuseMints Sweets and Snacks and ACE USA, affiliates of Nassau Candy, have announced new brand partnerships with M&M’s Travel Collection, S’well, and the Mrs. Fields® Travel Collection.

www.sgnmag.com | October 2021 | Souvenirs, Gifts & Novelties

53

SMOKY MOUNTAIN GIFT SHOW SECTION

Taste Treat Trends Edible Gifts at Country and Candy Stores

C

andy is so popular, it practically sells itself. But people are more likely to buy chocolates, fudge, taffies and other sweets if they have a local angle, or come in attractive packaging. “When it comes to gifts, we sell more of things that come in nice looking boxes and bags, which for us are mostly our taffies and chocolates,” reported Manager Kirsten Music, of Candy Heaven in Sacramento, Calif. “People like it because they’re in and out with a gift that’s ready to go.”

54

Homemade taffies are a customer favorite at the 19-year-old Sacramento emporium. Popular assortments include “hot” taffies with a spicy kick, and summer lemonade flavors. Liquid and squeezable sour candies are also top sellers, especially with children.

Tourists in Montana and Wyoming favor sweets with regional flavors like cherry and huckleberry, which grows wild in the mountains. “People love picking up a little

“It’s a wild mountain berry, and the best time to harvest it is from mid-July to early August — a very short period of time. And they’re very small berries, so picking them is very time consuming.”

- Steve Sykes, Five and Dime General Store, Jackson, Wyo., who said shoppers buy up merchandise with the distinctive taste of huckleberry, including licorice, jam, taffy, gummy bears, and more.

gift that says Montana on it, like locally made jam with cherries we buy from our nearby orchard,” said Janice Roberts, manager, Electric Avenue Gifts in Big Fork, Mont. The store carries a variety of Montana-made cherry products, from barbecue sauce to ice cream topping.

Electric Avenue’s top-selling item is a jam combining cherry and huckleberry, “a sweet souvenir,” Roberts said.

There’s even a cherry brownie mix, “which is popular in Continued on page 56

Souvenirs, Gifts & Novelties | October 2021 | www.sgnmag.com

Shop Clerks Debra and Nancy photographed with candy at Electric Avenue Gifts in Big Fork, Mont. The store carries a variety of Montana-made cherry products.

TORTUGA

Tennessee Whiskey Spice Cake

Kentucky Bourbon Butter Cake

Moonshine Apple Pie Cake

Indulge in our new selection of spirit cakes, inspired by America’s oldest and traditional delectable recipes. Experience unique flavors characterized by bold notes and magnificent richness.

Visit us at the Smoky Mountain Gift Show at Booth #3200 www.tortugarumcakes.com

@TortugaRumCakes RSN 93

@tortugarumcakesinternational

Smoky Mountain Gift Show Section Taste Treat Trends (From page 54) summer, but that kind of item will sell well in winter, too,” the manager observed. Customers also love Electric Avenue’s selection of bulk candy; bestsellers include jelly beans, old fashioned novelty candies, and licorice pastels.

At the Five and Dime General Store in Jackson, Wyo., shoppers make a beeline for huckleberry edibles from nearby Montana. “It’s a wild mountain berry, and the best time to harvest it is from midJuly to early August — a very short period of time,” noted Manager Steve Sykes. “And they’re very small berries, so picking them is very time consuming.” But it’s worth it for the distinctive taste of best-selling huckleberry licorice, jam, taffy, gummy bears, and more.

Huckleberry salt water taffy is the top item at Yippy I-O Candy Co. in nearby Jackson Hole. Artisanal cream and butter fudge and hand-dipped chocolates are also favorites.

Manager Janice Roberts of Electric “We have millions of visitors Avenue Gifts with a display of food gifts. The store’s top-selling item is here every year, cherry and huckleberry jam. people from all

56 Use Code: SGNOCT21

New Customers Enjoy

50% OFF SHIPPING! New wholesale customers only. May not be combined with other offers. One-time use. Valid until 10/31/2021.

13 South Wisner St., Frederick, MD 21701 | 301.662.3261 | McCutcheons.com RSN 51

Souvenirs, Gifts & Novelties | October 2021 | www.sgnmag.com

Sweet or Sour? Which Type of Candy Sells Best?

over the country,” noted Manager Lynn Jamison.

To suit a wide variety of tastes, the 1,100-squarefoot store carries over 1,000 kinds of candy, including Jelly Belly gourmet jelly beans, homemade salt

“People love picking up a little gift that says Montana on it, like locally made jam with cherries we buy from our nearby orchard.”

W

hen it comes to candy, sweet dominated most of the retailers we spoke with. “It’s sweet, for sure,” said Lynn Jamison, manager at Yippy I-O Candy Co. in Jackson Hole.

In Big Fork, Mont., sour is popular, but sweet candy has the edge, according to Manager Janice Roberts. That’s also the case at the Rocket Fizz in Salt Lake City. “There’s just so much more sweet candy than sour,” reflected General Manager Justus Flynn. “It’s a larger demographic.”

But at Candy Heaven in Sacramento, “it’s definitely sour,” affirmed Manager Kirsten Music.

“Sour candy is always a favorite here, especially with kids.” ❖

- Janice Roberts, Electric Avenue Gifts, Big Fork, Mont.

water taffies, and sugar free items. “We also have the largest selection of Wyoming made products,” Jamison said.

As the name suggests, the best-selling treat at Rocket Fizz in Salt Lake City, Utah is fizzy: gourmet soda. The chain, which has 150 locations across the country, features flavors as classic as chocolate Continued on page 60

RSN 60

www.sgnmag.com | October 2021 | Souvenirs, Gifts & Novelties

57

YOUR #1 CANDY & SOUVENIR LOW MINIMUMS • QUICK TURN AROUND

RSN 07

MANUFACTURER IN AMERICA

CUSTOM TO YOUR LOCATION • COLLECTIONS

303-292-6364 info@amusemints.com www.amusemints.com

BE ON THE LOOK OUT FOR OUR NEW PARTNER BRANDS!

LAS VEGAS SOUVENIR &SMOKY MOUNTAIN THE RESORT GIFT SHOW GIFT SHOW GATHERING BOOTH # 858 • BOOTH#225• BOOTH#1401•

RSN 07

Smoky Mountain Gift Show Section Taste Treat Trends (From page 57) and cherry cola — and as exotic as bacon, peanut butter and jelly, sweet corn and Ranch dressing. General Manager Justus Flynn said this year’s new flavors, including enchilada and black olive, are winning over fans. “Especially the black olive — it tastes a lot better than you might expect,” Flynn noted.

At the Rocket Fizz in Salt Lake City, homemade salt water taffy is the most popular edible item. It’s sold in at least 90 varieties; best-sellers include alcoholic “cocktail” flavors like margarita and mojito. “We carry a large variety of products, so everyone can choose something that’s appealing, whether for themselves or as a gift,” Flynn said. ❖

Edible GIfts

Product News

Gift Cakes Tortuga Rum Cake Company offers the Tortuga world-renowned brand that continues to lead the gourmet spirit cake category by focusing on innovation. Recently launched is the highly-anticipated Southern Trio range.

(For more information, www.tortugarumcakes.com or circle 90 on the reader service card.)

60

Heads Skulls Toys est ’s larg d l r o Plush w er of suppli Hot Sauce lties e v o n Meat Snacks tor alliga Gator Tooth Jewelry Accessories Ornaments & more!

Visit us at Smokey Mountain Gift Show - Booth #3004!

504-733-1983 - NaturalSelectionsInc.com RSN 62

Souvenirs, Gifts & Novelties | October 2021 | www.sgnmag.com

RSN 02

SMOKY MOUNTAIN GIFT SHOW SECTION

Getting a Read on Apparel and Jewelry Sales The Viewpoint from Four College Bookstores

A

t college stores, apparel and jewelry items are available to shoppers right alongside textbooks and lined notebooks. Regardless of the college location nationwide, it seems that classic styles are the most popular overall.

At California Polytechnic University in Pomona, Calif, Director Clint Aase definitely agreed. “Traditional college sweatshirts and T-shirts are by far the best-sellers for us. They all feature the name of the college or college emblem.” In the jewelry category, the selection is limited. “We only sell class rings. While they do okay, that’s a declining category.” To sell more apparel items, Aase relies on endcap displays highlighting the items in-store, as well as email blasts to students and alumni, and social media posts that display new arrivals and announce sales. “We usually have big sales on clothing items during finals week,” he said.

Speaking as to the demographic that the 15,000-squarefoot store serves, he said, “It’s overwhelmingly students who shop here, and primarily female students. The styles we offer are not cut for men or women specifically however, the kinds of traditional garments we do so well with, like hooded sweatshirts, are unisex.”

In Laramie, Wyo., at the University of Wyoming bookstore, Jessica Lindmier, the shop’s gift and clothing buyer, has several big-selling retro styles. “Right now, the best-selling items are anything related to throwback-style graphics.

We went through our old catalogs and brought back 80s and 90s looks to our apparel. Anything we put those throwback graphics on, sells like crazy. So, we are expanding this line more and more, and we are really thrilled with sales.” Everything from short-sleeved to long-sleeved T-shirts, sweatshirts, and hoodies do well. “But what does the best of all for us is a white crew and a reverse style weave that did

62

Retro apparel graphics are selling well for the University of Wyoming bookstore, according to the shop’s gift and clothing buyer.

phenomenally.”

Jewelry, however, has been slow. “We usually do well with simple sterling silver jewelry with our logo on necklaces and earrings, as well as with watches, but all three have been slow lately.”

To sell more apparel or jewelry, Lindmier relies a great deal on social media. “It’s been a big hit for us to improve sales. We get our students wearing our clothes and Continued on page 64

Souvenirs, Gifts & Novelties | October 2021 | www.sgnmag.com

RSN 31

Smoky Mountain Gift Show Section Getting a Read (From page 62)

64

take pictures of them, as well as having them wear items and show them off on campus. We also put our throwback line on our catalog.

Both are great ways to advertise this fashion program.” She noted, “It is our 100th anniversary too, and so that was behind our idea “Traditional college sweatshirts and in bringing back the T-shirts are by far the best-sellers for throwback items.” us. They all feature the name of the She described her college or college emblem.” main demographic for - Clint Aase, California Polytechnic apparel and jewelry as University, Pomona, Calif. “a mix of everyone.

We serve not only students but our whole community.” This is especially true on game days, she said. “We get lots of traffic on those days, and we have quite a lot of it this year with football season coming back [post-pandemic restrictions]. Lots of sports fans and community members come into the store and buy apparel items.”

Erin Jones, manager of apparel and clothing at Middlebury College in Middlebury, Vt., related that her best-selling apparel items are basics all the way. “We do the best with our reversible, hooded Continued on page 66

RSN 43

Souvenirs, Gifts & Novelties | October 2021 | www.sgnmag.com

The University of Wyoming bookstore gets lots of foot traffic on game days.

Social media also helps the store sell more apparel and jewelry.

RSN 53

Smoky Mountain Gift Show Section physically in the store. Online, we do well with our cufflinks for men and a pendant for women that features the Middlebury shield.”

Selling more of either apparel or jewelry in the 1,000-square-foot shop and online depends on “social media first,” she said. “The second-best hook is having strong displays for apparel in the store. We sometimes cross-merchandise with other items from throughout the store.” Jones explained that “We have a “We usually do well with simple sterling silver couple display areas in the front of the store where jewelry with our logo on necklaces and earrings, I will have a mix of merchandise. You’ll see right as well as with watches, but all three have been off the bat when you come in everything we have, slow lately.” for example, I’ll place clothing items as an outfit - Jessica Lindmier, University of Wyoming, with winterwear, with notebooks, and a backpack Laramie, Wyo. so you see it all. We also display within the clothing section.”

Jones’ primary shopping demographic for apparel that “We try to bring in some of the fashion- forward and jewelry is “mainly students, but parents come in silhouettes you’d see in regular retail, however. A cou- second and alumni third. We try to have the gamut of ple of years ago, when the exposed shoulder tops were different logos and styles available to reach all these popular you saw a lot of that here. Right now, we are audiences, but other than that, we don’t do anything special.” seeing cropped T-shirts onboard for women.”

At Seattle University in Seattle, Wash., store Manager Most jewelry items are drop-shipped through the college store website, Jones said. “We don’t have it Continued on page 68

Getting a Read (From page 64) Champion sweatshirt in silver with ‘Middlebury’ across the chest; we also do great with a sweatshirt from Gear that comes in navy blue, and it also has our name on the chest. The kids up here really enjoy the core basic items. The fashion-skewed items just don’t sell as well or as consistently and quickly.” That said, Jones related

66

RSN 30

Souvenirs, Gifts & Novelties | October 2021 | www.sgnmag.com

RSN 19

Smoky Mountain Gift Show Section Getting a Read (From page 66) Marc Parrish said his store also does strong sales on traditional clothing items. “Hoodies are number one for us. Seattle is perfect hoodie weather all year long,” he laughed. Overall, “anything soft and cozy” does well in the campus store.

“Beyond that, I’d say T-shirts with our school logo on them.” While the school’s colors are red, black, white, and grey, “Not everyone can pull of red, and the logo looks great on grey, which is overwhelmingly our best-seller in color,” he said.

Echoing Jones in Middlebury, Parrish also doesn’t carry jewelry in the store. “It’s offered online- only on our website. We don’t carry jewelry inventory in the store, we have individual orders drop shipped here instead. The jewelry doesn’t get made until a customer places an order.” The jewelry items on offer through this system have the school logo or initials on them.

Selling more apparel and jewelry results from a variety of techniques for Parrish. “We use email blasts, social media, and in-store displays. We also have a robust, fully integrated website that is extremely accurate and up to date. It keeps track of what is available here in the store plus thousands of online-only items that add to our Continued on page 70

68

Everything from T-shirts and sweatshirts to hoodies do well for the University of Wyoming bookstore, the gift and clothing buyer said.

RSN 61

Souvenirs, Gifts & Novelties | October 2021 | www.sgnmag.com

K R D !

BE ON THE LOOK OUT

FOR OUR

NEW

PARTNER BRAND

YOUR GO TO PLACE FOR ALL THINGS APPAREL & HARD GOODS

1-800-577-3345

promo@aceusa.net www.aceusa.net

COME VISIT US: LASVEGASSOUVENIR & RESORT GIFT SHOW BOOTH # 859 SMOKY MOUNTAIN GIFT SHOW BOOTH # 1405 THE GATHERING BOOTH # 225 RSN 01

Smoky Mountain Gift Show Section Getting a Read (From page 68) selling potential.” In the store, he explained, “It’s merchandising and customer service that work best. We also have a variety of price points to appeal to many different customers and encourage impulse buying.” Lower price point items include crew neck sweatshirts that are mass produced for $15 versus smaller run crews that cost $35; they all feature the school logo. “We don’t sell anything without our school’s name or logo,” Parrish said.

Additionally, he maintains a mailing list for potential customers. “Anyone who purchases from us or has a Seattle University email address gets marketing from us if there are new items, clearances, or sales. I also utilize coupons, and I work with the different school departments and offices to distribute them to new student groups at open houses and orientation.”

The store’s primary demographic for apparel and jewelry are students, alumni, staff, parents, and extended family members. “They all are big for us. Sports fans are the only demographic that is relatively small, because they mostly fall into one of those other categories.” To appeal to older customers, he offers items such as polo shirts, while for students, the sweats and T-shirts are the most appealing apparel items in the 10,000-squarefoot store. Parrish’s online offerings “supplement the options in-store. I would say that overall, 90% of the things we offer both in the store and online, appeal to all our shoppers across the board, while 10% are more like niche audience items that sell enough to still be worth carrying.”

Summing up, at college stores throughout the U.S., tradition rules. ❖

70

The University of Wyoming bookstore serves the whole community with logo apparel.

Vendor Profile: Mountain Graphics Mountain Graphics Expands their Line of Stickers and Laser-engraved Wooden Products Mountain Graphics, a screen-printing company based in Wellsboro, Pa., has expanded their line of laser-engraved wooden products in 2021. Due to the success of their wooden magnets and ornaments, they’ve added wooden key chains to their laser engraved product line. The key chains measure 2-inches-by-3-inches, and are made from sustainable hardwood. They can be laser engraved with most of the Mountain Graphics sticker designs and name-dropped with a park or business name and location at no extra charge.

Mountain Graphics has also added many full-color stickers to their line. “We’re excited to add new designs to our multi-color sticker line this year. Stickers are a fun and a colorful souvenir, and we’re constantly expanding our line of designs. As always, our stickers are printed on weather-resistant vinyl and can be name-dropped at no extra charge,” said Mark Newruck, owner of Mountain Graphics. “As an added bonus, we’re now offering a beautiful wooden display for customers to show off their stickers and magnets. The display is equipped with six sticker pockets and two sides for displaying magnets,” Newruck said.

(For more information on the new sticker/magnet display program or to request a free sample of any of their new products, call Mountain Graphics at 1-888-764-6450, visit www.mtgraphics.com/contact-us, or circle 57 on the reader service card.)

Souvenirs, Gifts & Novelties | October 2021 | www.sgnmag.com

A display of stickers from Mountain Graphics. The company is constantly expanding its line of sticker designs.

RSN 57

SMOKY MOUNTAIN GIFT SHOW SECTION

Jewelry Trends when It’s All Jewelry The Jewelry Store Viewpoint

L

ab-grown diamonds are hot — but matching sets, like diamond studs to go with a tennis bracelet, are often not. And while generic jewelry is widely available from online retailers like Overstock, personalized workmanship remains highly coveted by discerning shoppers.

Such are the trends as reported by independent jewelers around the United States during a busy retail year. Americans, many flush with lockdown and stimulus savings, are splurging on baubles for engagements, anniversaries, and other occasions.

72

“The popular stuff is aldominate department store ways diamonds — pendants cases. and earrings, bridal jewelry,” Like many in the industry, said Geno Avenoso, a goldSkalet thinks lab-grown diasmith and owner of Franklin monds are the biggest news Jewelers in Farmington, Conin the jewelry world. Natunecticut. His four-decade ral diamonds have soared business has a devoted folin price, and many younger lowing for custom work. “We customers are put off by that still use the wax process, the industry’s environmental and old-fashioned way,” Avenoso human-rights problems. In explained. “People like that contrast, “there’s really no we can actually make a piece physical difference with labfrom a picture they like, created diamonds,” noted or copy a ring they already Skalet. “They’re just as duown.” rable, just as shiny, the same Custom jewelry is also the parameters as stones from the calling card at Skalet Family earth — but at a really, really Jewelers, a fourth-generation good price. And they appeal business in Sacramento. to the younger generations Owner Adam Skalet said getting married, who grew the family hasn’t advertised up with the concept of savSusan Weiand, owner, Walkers n’ Daughters Jewelers, Bismarck, N.D. “You get a whole lot more for your in at least 15 years: “Word of ing our planet.” money,” Weiand said of lab-grown diamonds. mouth and really good interIn Bismarck, N.D., Sunet reviews are pretty much san Weiand is seeing the all we need.” same phenomenon at Walkers n’ Daughters Jewelers, Skalet specializes in old wax design; his brother, the third-generation family business she oversees. WeiCo-Owner Howard Skalet, is a whiz at antique-style and recently sold a $3,000 pair of lab-grown earrings reproductions using computer-aided design technol- that would have cost $5,000-10,000 if the diamonds ogy. “And my other jeweler does metal fabrication, so had been natural. “You get a whole lot more for your we pretty much cover the gamut,” Adam Skalet noted. money,” she observed.

The store specializes in classic pieces designed to beSo far, lab-grown diamonds are mostly traditional Continued on page 74 come heirlooms, rather than the fashion trends that

Souvenirs, Gifts & Novelties | October 2021 | www.sgnmag.com

RSN 79

Smoky Mountain Gift Show Section Jewelry Trends (From page 72) white. Walkers n’ Daughters is known for specializing in colored gems — from blue diamonds, watermelon tourmalines and sapphires in all hues to trendy “salt-and-pepper” diamonds.” “Anything different, we probably have it,” said Weiand. The store also has a reputation for clocks and clock repair that dates to Weiand’s grandfather, who started the business in 1934. Weiand’s husband took over the clock-repair niche, traveling across the region to fix grandfather clocks and others that can’t be brought into the two Bismarck locations.

One aspect of the business has certainly changed over the years: the dwindling demand for matching

74

a band according to personal style,” Weiand noted.

So Weiand doesn’t typically encourage multiple pieces — unless the customer is buying for someone who also has a birthday or anniversary “We do advertise in a few local magazines and newspapers, but mostly it’s digital media — Face- coming up, in which she’ll recommend the cobook, Instagram, and email blasts. It’s second na- ordinating item for a future purchase. “Or we’ll ture for our sales people to collect email addresses sell one for Christmas, and then the matching piece for Valentine’s Day,” the retailer said. from customers.”

Geno Avenoso said he sometimes sells anni– Theresia Oreskovic, Peter & Co., Jewelers, Avon Lake, Ohio versary bands that coordinate with the original wedding rings. “But for the most part, people don’t come in anymore and say, ‘I want an earring and a pendant to match,’” the Farmington jeweler jewelry. In past generations, when a woman matched reported.

“We’ll show them the matching items, but her purse to her shoes, earrings and necklaces were ofmost people just concentrate on one nice piece. Then ten sold as a set, perhaps with a brooch or ring as well. maybe later on they’ll get the matching items for a Engaged couples would purchase his-and-hers coordibirthday, Mother’s Day or anniversary.” nating wedding bands. But longtime jewelers say those At Michaels Jewelers, a storied nine-store chain days are long gone. “Nowadays, instead of matching in Connecticut, gold is the top category. Hannah bridal sets, each member of the couple wants to choose Continued on page 76

RSN 78

Souvenirs, Gifts & Novelties | October 2021 | www.sgnmag.com

For a catalog please visit www.WheelerJewelry.com or call toll-free 1.800.843.1937

Smoky Mountain Gift Show – Booth #1002 Grand Strand Gift Show- Booth #1306

RSN 99

Smoky Mountain Gift Show Section

76

Jewelry Trends (From page 74) Welker, who manages the Manchester location, said the store does a brisk trade in chains, which, given the high price of gold currently, range from $200-600; white gold is still the favorite, but yellow is “on the incline,” Welker reported.

“We’re having our best year in a really long time,” Welker noted. The chain’s headquarters take care of marketing and social media, highlighting a twice-yearly pearl event and mailing flyers to customers.

Welker has had success upselling diamond earrings alongside pendants, or coordinating birthstone jewelry. And Theresia Oreskovic, an owner of Peter & Co. Jewelers in Avon Lake, Ohio, never misses an opportunity to sell multiple items. “It makes good sense — why not get the matching bracelet with the earrings? In the end, it’s always about the buyer and their budget, what they want to do,” Oreskovic added. “But we plant the seed: For the next occasion, you’ve got that matching piece.”

Bridal is still the heart of Peter & Co.’s business.

“It drives the most traffic. Engagement rings and wedding bands are always in style,” said Oreskovic, who

owns Peter & Co. alongside her daughters, Kim Elton and Tamara Geraci. The 2,000-square-foot showroom has a complete bridal section featuring wedding bands, along with areas devoted to fine jewelry, a more casual line, watches and watch repair, and appraisal.

White metals continue to dominate on the bridal side, said Oreskovic, although yellow gold is growing in popularity. Bracelets are a best-seller in all styles, from bangles to charms. Lately, diamond tennis bracelets “are making a comeback,” mostly in white metals.

And in fashion jewelry, “the hottest category for sure has been the paperclip style chain,” Oreskovic noted. “It’s been that way all year long.”

Sales overall are strong at Peter & Co. Jewelers, which was established by Oreskovic’s late husband in 1987. Like many businesses, Peter & Co. relies less on print advertising and more on the digital outreach than in years past. “We do advertise in a few local magazines and newspapers, but mostly it’s digital media — Facebook, Instagram, and email blasts,” noted Oreskovic.

“It’s second nature for our sales people to collect email addresses from customers.” ❖

Gifts Product News Brief Jewelry, Ornaments and More Are Available from Rocky Mountain Leaf Company

news

NB brief

At Rocky Mountain Leaf Company, the company creates jewelry, ornaments, and other keepsakes from real leaves and cones. This year the company is excited to expand its product line by offering a new finish, beautiful rose gold, on select items. All products are crafted from real pieces of nature and made in the USA. (For more information, call 877-888-2151, visit www.rockymountainleafcompany.com, or circle 78 on the reader service card.)

The Rocky Mountain Leaf Company is now offering gifts in a new finish, beautiful rose gold.

Souvenirs, Gifts & Novelties | October 2021 | www.sgnmag.com

RSN 37

SMOKY MOUNTAIN GIFT SHOW SECTION

Souvenir Best-Sellers What Shoppers are Seeking at Art and Children’s Museums

By Karen Appold

S

ouvenirs can take on many forms at art and children museum shops—including some you might not expect. Franci Sagar, retail and brand development consultant at Museum of Arts and Design (MAD) in New York, N.Y., can attest to that. “We don’t sell typical souvenir products like shot glasses and thimbles,” she said. “We see all of our products as souvenirs, as a remembrance of a visit to MAD.”

78

Sagar’s top-selling item is Catherine Canino jewelry, specifically Mother of Pearl earrings and necklaces. “The price point is perfect for customers who like fine jewelry, but can’t afford a high price point,” she said. Earrings are priced in the $100 range and are priced between $100 and $300. “Jewelry is a major part of MAD’s DNA, which enables the store to offer more unique categories than most museum stops.”

Folding chopstick baskets by Bryan Parks are another hit for Sagar. “They make a great housewarming gift and are easy to ship because they can be folded Little Orange Store Supervisor Sarah Kwiecien of the Children’s Museum of down,” she said. The price point Pittsburgh in Pennsylvania. A Love and Forgiveness Box from Open the Joy is is also appealing at $36. popular for the store, according to Kwiecien.

Ed Wohl’s bird’s-eye maple dren ages 4 and older, and allows for families to play cutting boards are stunningly fintogether. “Customers like items that directly connect ished. “Part of our mission is about transforming mato their museum visit.” terials and no one does it better than Ed,” Sagar said.

Crazy Aaron’s Thinking Putty is also popular at the Prices range from $200 to $250.

300-square-foot Little Orange Store. “Anything that The best-selling souvenir item for Sarah Kwiecien, falls into the sensory or fidget category is doing really supervisor of the Little Orange Store at the Children’s well right now because TikTok creators are heavily Museum of Pittsburgh in Pennsylvania, is the “Love promoting sensory items,” Kwiecien said. “The putty and Forgiveness Box” by Open the Joy. “The box is is a favorite because it stretches, bounces, doesn’t dry based on one of the museum’s exhibits, and provides out, and has a lot of color and feature options includsimple hands-on activities highlighting empathy, foring magnetism and heat color changes. giveness, and kindness,” she said. The kit features Holgate Toys’ Mini Mister Rogers Trolley also rolls writing, drawing, origami, and clay activities for chilContinued on page 80 Souvenirs, Gifts & Novelties | October 2021 | www.sgnmag.com

RACK UP YOUR PROFITS WITH THESE PROvEN SELLERS! HAND PAINTED PORCELAIN MINIATURES

EMBROIDERED KEYCHAINS

Name drop on back

ANIMAL ENAMEL PINS

YO U

N CATIO R LO YOU HERE

R

CATION HERE LO

Embroidered animal patches Name drop

FLOATY PENS Name drop

YOUR LOGO HERE

RSN 49

Smoky Mountain Gift Show Section

80

Souvenir Best-Sellers (From page 78) off the shelves speedily. “It’s popular because it’s a direct connection to Pittsburgh’s favorite neighbor—Fred Rogers,” Kwiecien said. The trolley fits on wooden train tracks and appeals to adults for the nostalgia and to children because the trolley is featured in the spin-off show Daniel Tiger’s Neighborhood.

Emilie Kristek, retail operations manager at the Field Museum of Natural History in Chicago, Ill., said dinosaur-themed jewelry from Cool Jewels sells well at her shop, which exceeds 5,000 square feet. Items range from faux-teeth to glow-in-thedark pieces. “Customers love to buy it because it’s inexpensive and jewelry is much more one-size-fits-all when purchasing it as a gift,” she said.

The Hi-Bounce Dino Ball from Rhode Island Novelty is also a hit for Kristek.

The semi-opaque bouncy ball contains a dinosaur figurine inside of it. “People love to purchase them because it’s an inexpensive souvenir that is easy to travel with,” she said.

Dina Mack, membership and guest relations coordinator at Rollins Museum Frieda Kahlo merchandise from the of Art in Winter Park, Fla., said greeting Norton Museum of Art’s inventory. cards by Compendium’s Positively Green Higher price point merchandise is card line are best-sellers. Printed in the selling well for the store, according to the retail operations director.

Continued on page 82

Gifts Product News Brief

news

NB brief

NEW 2021 Labradorite Is Available from Silver Streak Labradorite is a feldspar mineral found in Canada, Madagascar, Finland, Norway, the United States, China, and Australia. Labradorite displays a phenomenon called labradorescence, which is a play of color in blue, gold, red, green, or yellow. The colors can be seen by looking at the mineral from different angles. Available from Silver Streak in multiple sizes!

(See all of the new items at www.SilverStreakS.com. For more information, call 800526-9990 or circle 84 on the reader service card.)

New from Silver Streak in 2021 is Labradorite.

Souvenirs, Gifts & Novelties | October 2021 | www.sgnmag.com

RSN 15

Smoky Mountain Gift Show Section Souvenir Best-Sellers (From page 80) United States and certified by the Forest Stewardship Council, they are made with 100 percent postconsumer recycled paper. “The product line is ecofriendly with beautiful illustrations and inspiring quotations from a variety of sources,” she said.

During the height of the COVID-19 pandemic, Bahaari Collection’s face masks sold well. These ecofriendly, reusable face masks are 100% cotton and cotton blend fabrics with adjustable elastics. “We carry a variety of products from this local line such as totes, head wraps, and storage baskets, which use Continued on page 84 A view of the jewelry counter at The James Museum of Western and Wildlife Art. While there are exceptions, the retail operations director has seen a decrease in higher-end purchases.

How Prints and Postcards are Faring at Art Museum Shops 82

W

hen it comes to print and postcard sales at art museum shops, overall they’re doing pretty well, according to the retailers interviewed for this article.

Emilie Kristek, retail operations manager at the Field Museum of Natural History in Chicago, Ill., said postcards remain popular. She offers them from a variety of vendors and they feature images of different museum artifacts. “People love to purchase them because they are inexpensive and the photos are above what they are able to take themselves,” she said.

The James Museum of Western & Wildlife Art in St. Petersburg, Fla., sells about six different postcard designs (including a soaring view of its extraordinary sandstone building) that have always proved to be best sellers, said Harry Martin, director of visitor experience. Guests take advantage of the shop’s buy four get one free deal on postcards.

Dina Mack, membership and guest relations coordinator at Rollins Museum of Art in Winter Park, Fla., said postcards are good items for those who want to take home a small memento from their visit.

The shop doesn’t sell prints.

Prints and postcards sell somewhat well for

Andrew Kishuni, visitor services associate, the Rollins Museum of Art, in Winter Park, Fla., photographed with “Positively Green” greeting cards by Compendium. The store does well with postcards.

Kristen Cahill, director of retail operations at the Norton Museum of Art in West Palm Beach, Fla. “We didn’t have a strong, popular exhibition this season,” she said. “A big art exhibit brings in print sales.” ❖

Souvenirs, Gifts & Novelties | October 2021 | www.sgnmag.com

RSN 69

Smoky Mountain Gift Show Section

84

Souvenir Best-Sellers (From page 82) high-quality global textiles available in small batches and limited collections,” Mack said.

Another item that flies off the shelves are catalogs published by the Rollins Museum of Art. The museum also works with publishers on a variety of catalogs related to the museum’s original exhibitions and works in the permanent collection. Publications such as Art for Rollins Volumes I, II, and III; African Apparel: Threaded Transformations Across the 20th Century (published by Scala Art Publishers, Inc.); Displacement: Symbols and Journeys; and more embody the museum’s teaching mission.

Kristen Cahill, director of retail operations at the Norton Museum of Art in West Palm Beach, Fla., reported that the museum’s façade bookmark is a top seller at the 820-square-foot shop.

Made by David Howell, the metal bookmark celebrates the new architectural design of the museum’s front view. It’s good quality, a reasonable price at Dina Mack, membership and $10, and useful. guest relations coordinator, Rollins Museum of Art in Winter Park, Fla. Bahaari Collection’s face masks have sold well for the store.

Continued on page 86

Souvenir Product News Brief

Apparel, jewelry and accessories on display at The James Museum of Western and Wildlife Art. Handmade indigenous jewelry, scarves, and bolo ties are sought-after by customers, according to the retail operations director.

news

NB brief

Reusable Stainless Steel Camp Mugs Are Available from Mountain Graphics Stainless steel camp mugs, water bottles and pint glasses are available from Mountain Graphics. Choose from many eye-catching designs or add one of your own. Reusable, these items are dishwasher safe and BPA-free. Many designs for the outdoor retail market are available. Name-drops are free, low minimums.

(For more information, call 888-764-6450, visit www.mtgraphics.com, or circle 57 on the reader service card.)

Camp mugs come in many designs, or create your own, from Mountain Graphics.

Souvenirs, Gifts & Novelties | October 2021 | www.sgnmag.com

RSN 103

Smoky Mountain Gift Show Section Souvenir Best-Sellers (From page 84)

Changes in Buying Habits

86

Barrels make great display pieces at The James Museum of Western and Wildlife Art. Smaller home good items are selling well for the store.

During the course of the pandemic, museum shops have noticed changes in customers’ spending habits. Since reopening, Kwiecien said many customers shopping for children are more likely to say “yes” to a child asking for a toy or game. “People are spending more and are trying to make up for the vacation they missed last year,” she said. “They are more likely to purchase a higher priced kit or add on a few impulse items at checkout.”

Harry Martin, director of visitor experience at The James Museum of Western & Wildlife Art in St. Petersburg, Fla., said since reopening in the summer of 2020, patrons have been eager to see the shop’s new merchandise, particularly items from new indigenous vendors, and all of its fresh, seasonal books. The shop has seen an increase in sales since welcoming everyone back. “It seems that guests are ready to escape the confines of quarantine and have been spending more time in the galleries and shopping,” he said.

“We continue to see lots of thoughtful gifting, particularly with families. Children’s merchandise and hands-on toys are always a hit.”

Sagar has observed that customers are staying longer at her 1,300-square-foot shop.

Continued on page 88

Souvenir Product News Brief Outdoor Stickers and Magnets Are Available from Mountain Graphics Eye-catching, outdoor stickers and magnets customized at no extra charge with your name-drop are available from Mountain Graphics. Our stickers are printed on weather-resistant vinyl with UV inks, making them extremely durable and increasing their outdoor lifespan. Mountain Graphics’ Wooden Magnets are made from renewable hardwoods, ask about the many POP display options available from the company. These products are Made in the United States.

(For more information call 1-888-764-6450, visit www.mtgraphics.com, or circle 58 on the reader service card.)

Stickers and magnets from Mountain Graphics can be customized at no extra charge.

Souvenirs, Gifts & Novelties | October 2021 | www.sgnmag.com

news

NB brief

RSN 58

Smoky Mountain Gift Show Section

Retail Operations Director Kristen Cahill of the Norton Museum of Art in West Palm Beach, Fla. The museum’s façade bookmark is a top seller for the shop.

Souvenir Best-Sellers (From page 86) “Our old customers have stated how happy they are to be in the store with all of the familiar faces working there,” she said.

Fine jewelry has been the best-selling category at the MAD Museum since the pandemic. “I think this is because people have not been traveling, and they have a pent-up desire to treat themselves to luxury items such as jewelry,” Sagar said.

For Cahill, the most significant change from this past season to its 2019 figures is a strength in sales in the higher price point range. “Sales have been strong since the beginning of the year, even when we were open part-time,” she said. “Jewelry has been our strongest seller.”

Conversely, Mack said customers’ buying habits have remained fairly consistent at her 250-square-foot shop during COVID-19.

Perhaps they’re spending a bit less time shopping. She has seen less foot track in general at the museum during the pandemic.

Pricier Gift Sales Still Strong for Some

At the moment, Kwiecien said every price range is selling well. “The novelty of being out and making up for lost vacation time is driving sales,” she said. “Many customers are families shopping together; parents encourage their children to each pick out their own souvenir instead of looking for something the entire family can share.”

88

Continued on page 90 A book display at the Rollins Museum of Art. Catalogs published by the museum and other publications sold in the store embody the museum’s teaching mission.

news

Gifts Product News Brief

NB brief

Got Kids? Get This!

Aura Druzy Sculptures are hand-carved to expose the Quartz Druzy, then treated with Titanium, Cobalt and other metals producing a brilliant range of iridescent color of Blue, Champagne, and Purple. The sculptures are sold in packs of four. Free Display with qualified order. See all of the Aura Sculptures at www.

SilverStreakS.com.

(For more information, call 800-526-9990 or circle 84 on the reader service card.)

Aura Druzy Sculptures from Silver Streak are sold in packs of four.

Souvenirs, Gifts & Novelties | October 2021 | www.sgnmag.com

PLUSH JEWELRY

TREND SOUVENIR

Come See us at these Upcoming Shows :

Booth #647

Booth #3515

RSN 41

Smoky Mountain Gift Show Section Souvenir Best-Sellers (From page 88) Cahill agreed and said that higher price ranges sold very well this season. She attributed this to the robust economy and the desire to go out and shop again.

Martin, on the other hand, has seen a decrease in higher-end purchases, but still sees people spending up to the $2,000 range. Items are priced up to $6,000. “Patrons have consistently sought out quality pieces of handmade indigenous jewelry, scarves, and bolo ties.

Merchandise Changes

90

When deciding which merchandise to sell, Kwiecien tries to keep up with trends. Because customers purchase for children, she has increased the amount of sensory products for sale. She is following the new educational trend of social and emotional learning.

Martin said smaller home good items have been selling well at the 1,223-square-foot-shop. “We stock modern western motif glasses, bottle openers, hand towels, and smaller pottery design pieces that complement just about any space,” he said. “Now that guests have been spending more time at home, we’ve also added more useful items like candles, soaps, and dried soups.” ❖

Signs Product News Brief

A view of the sales floor at The James Museum of Western and Wildlife Art in St. Petersburg, Fla. Seasonal books and new merchandise have been a hit for the gift store, the retail operations director said.

news

NB brief

Bert Anderson Collection Releases New Santa Ornament The Woodland Santa with Sign is the newest ornament for the Bert Anderson Collection. He has dangly legs and features a silhouette of a bear and a moose on the front of his jacket. The sign is perfect for the free personalization that the company offers. Plus no minimums!

(For more information, visit www.bertandersoncollection.com, call 800-962-9122, or circle 16 on the reader service card.)

There is free personalization and no minimums on ornaments from the Bert Anderson Collection.

Souvenirs, Gifts & Novelties | October 2021 | www.sgnmag.com

SPOTLIGHT ON SOUVENIRS

Bringing a Bit of the Beach Home Souvenirs at Beach and Resort Stores

T

op selling souvenirs may change, but at beach and resort stores, offering a mix of unique and location-oriented souvenir items always translates into strong sales and happy customers. After all, if life is a beach on vacation, many visitors want to bring a little salty taste of fun back home.

At California Seashell Company in Seal Beach, Calif., Manager Rachel Robilotta said many of the shop’s top-selling souvenir items are handmade. “Every year we make a couple thousand shell ornaments from scratch. People travel from all over to purchase them. We also do shell garlands with pieces of driftwood and we hand-make those as well. We carry decorative signs of all kinds with a beach and nautical theme that do very well, too.”

Display is extremely important Robilotta said, both to show off the product and draw attention to new items as they come in. “We hang our shell garlands from a ceiling or a hook, so that people can see them easily. And we keep a holiday tree up year ‘round to display shell items, too.” Additionally, with new items, she explained, “We rearrange the front window displays frequently so that every time I get a new item in, I put it in the window. Everyone who walks by on the street can see what we have, and the window displays really bring people in. I display it in such a way that everyone can see it with the price, too. And, we also have an online business, caseashell. com, so we do a lot of photographic displays that we can put on the website as well.”

Most of the new best-selling merchandise that is not crafted in-house comes from vendors the store has dealt with for many years, she said. “Many vendors are people that the company owner knows personally.”

In the past, and currently, the store sells coral of all kinds, and it was the coral pieces that sparked the idea to put new items in the store’s front display windows, Robilotta attested. “It brought people in, and that made us decide Sonora Cameron and Claire Albright, of Finn Ware of Oregon in Astoria, Ore., photographed wearing the store’s new hoodie we would do the same and T-shirt styles, holding souvenirs. The owner said any item Continued on page 92

with Astoria on it sells well.

www.sgnmag.com | October 2021 | Souvenirs, Gifts & Novelties

91

Spotlight on Souvenirs

Name-dropped Swedish dishcloths, and locally-made carved boats, are available at Finn Ware of Oregon.

Bringing a Bit (From page 91) thing with any other new items that we brought into the store. Window placement is a big factor now to draw attention to new things in the shop.”

At The Sea Shell Shop in Rehobeth Beach, Del., General Manager John Derrick termed the store’s top-selling souvenirs as an eclectic mix of popular kids’ items and entirely locally-focused choices.

“Looking at items that make good souvenirs for our locale, we are famous for our fudge, and we sell tons of that. People love to bring it back home to their families and friends. We also do very well with hermit crab kits. You get everything for the crabs, water dishes, a certificate for live crabs, the whole thing.” Less locally based, he noted, “Poppitz and the Tik Tock octopus are the two best-sellers for us. Poppitz puzzles, the kids just love them; as for the octopus, it was such a social media sensation, so the audience is built in. It makes a smiley face if you are happy and is reversible to make a sad face when you’re not. Those two items are the current big trends.”

To draw attention to a new souvenir, like Robilotta, Derrick relies a great

92

RSN 96

Souvenirs, Gifts & Novelties | October 2021 | www.sgnmag.com

deal on window displays. “We have nice front windows, and we place new items there so everyone passing by can see them. Out on the highway, we have electronic billboard signs that advertise what we carry. People come to us for all the beach décor items that make up our store theme, you can find everything here, from sand piper carvings and seagull statues to nautical items of all kinds. After all, if you’ve been to the beach, you want to bring back a souvenir that reminds you of the beach,” he said.

As the store’s buyer, Derrick has been searching out best-sellers for 30 years, he said. “At this point I have an eye for what will and won’t sell. We mostly go to the big gift shows to find new merchandise, such as the Merchandise Mart in Atlanta, which has 28 floors – you can buy anything there.” He added, “You just pick out the items that are appropriate for your store, in our case, they are nautical in nature. Along with Atlanta, we also attend the big gift shows in Las Vegas and Gatlinberg, too, a week here and there, and we can pick out products that fit our theme but are unique and different.”

For Derrick, a past souvenir that sold extremely well in The Sea Shell Shop was Beanie Babies. “It was quite a craze. We still sell some of them because kids like the names.

I think what I learned from this souvenir is that having a big mix of products, a good mix from expensive items to children’s toys, and jewelry, that’s important. You really need a little bit of something for everyone, which is why we have so many customers – because we do. We have a mermaid wall, bird statues for the bird lover, shell jewelry, glass sculptures with dolphins, postcards of all kinds – you name it, if it has a beach theme, we have it.”

In Astoria, Ore., at Finn Ware of Oregon,

93

Continued on page 94

RSN 05

www.sgnmag.com | October 2021 | Souvenirs, Gifts & Novelties

Spotlight on Souvenirs

94 T-shirts and a cap from the Finn Ware of Oregon inventory. It was a struggle to find quality name-dropped items at the start of the season, the owner said.

Bringing a Bit (From page 93) Owner Saara Matthews described her best-selling souvenirs as “decals, T-shirts, magnets, postcards, virtually anything that says Astoria on it.” That said, she’s found it difficult in recent times to get name-dropped items “that are of decent quality.

We’re finding some more now, toward the end of the summer, but it was a struggle to find them at the start of the season.”

Asked her top tip to draw attention to a new souvenir at the 1,500-square-foot shop, Matthews said, “I promote new items on Instagram and on Facebook, those are really the top ways to reach the most people. In the store, I try to place new pieces in interesting window displays. We have two window displays at the moment that are themed to the regatta.

They have carved boats that are made locally. I do a water scene with those. They are popular souvenir items, too, and very original.”

Matthews finds her new souvenir best-sellers in a combination of ways. “I look online, I meet people at festivals, and I hear about things through word of mouth. People will come in and tell me about an item they think I would like or should carry. I don’t really do gift shows anymore.” She also looks at items that she herself might want to buy when on vacation, she reported. “If I decide something would be a nice gift or souvenir for me to purchase, I will

Gifts Product News Brief

Continued on page 96

news

NB brief

Retailers Can Get Gator Gifts from Natural Selections Natural Selections offers souvenirs featuring the American Alligator. Based in New Orleans, La., and in the business for 30 years, the company provides the best quality taxidermy heads, skulls, meat snacks, hot sauce, plush, toys, and accessories featuring gator tooth and claw.

Natural Selections fun, irresistible gifts are sure to spark awe and adoration from retailers’ customers. These products are sustainable souvenirs, repurposed from gators harvested for their meat.

(For more information, visit www.naturalselectionsinc. com, call 504-733-1983, or circle 62 on the reader service card.)

Souvenirs, Gifts & Novelties | October 2021 | www.sgnmag.com

Among the unique gator gifts offered by Natural Selections is hot sauce.

The Original H I G H LY E M B O S S E D T I N S I G N S

aanndd

l l i t S tthheeBest!

012021

V I S I T A N D E R O O N E Y. C O M T O D AY !

See our other ad on page 177 We Stick To The Original.

™

information@anderooney.com • (845) 691-2260 • 3 Lumen Lane, Highland, NY 12528 RSN 08

Spotlight on Souvenirs Bringing a Bit (From page 94) consider it for the shop. We are Nordic themed, so I do have to blend in with our theme, but I try to have a nice variety, too.” She added, “And I always try to add name-drops on items. I have Swedish dish cloths that I added ‘Astoria’ to, and those are selling very well.”

Along the river in Needles, Calif., at the Pirate Cove Resort and Marina, gift store Manager Marissa Curtis reported that her top selling souvenirs are “magnets, shot glasses, and various kinds of cups such as tumblers and coffee cups – as long as they are namedropped.” Magnets are her number one seller, but she also does well with pirate-style flags. “They’re not name dropped because the company that used to do that for us is no longer in business. But just the generic ones do well for us.” Or fly high, as the saying goes.

To draw attention to new souvenirs in the shop, Curtis relies on “Special displays placed in a central area of the store, and end-cap displays with the prod-

uct prominently on the racks. We also post a lot on social media when we get a new item in. A little of everything is what works the best to sell new items,” she said.

As to finding new popular souvenir items, Curtis primarily shops at the Las Vegas Souvenir show, and can find new merchandise that fits the resort’s laid back, water-oriented theme there fairly easily, she said.

Past souvenir top sellers still do well for the resort, such as shot glasses and koozies. Given the warm climate in Needles, drinkware items that keep cool things cool are a perpetual strong seller, she said. The popularity of these drinkware items is something she’s seen in the past that reflects in her store mix today, as she continues to look for new items in this category.

Whether shops are keeping things beachy or looking for new trends, beach and resort shops have plenty to offer their customers when it comes to souvenirs. ❖

96

RSN 80

Souvenirs, Gifts & Novelties | October 2021 | www.sgnmag.com

RSN 81

Signs of Selling Success Sea-Themed Signs Are Still Popular

W

hat decorative signs sell well at beach and resort shops? In general, they all point to the sea.

At California Seashell Company in Seal Beach, Calif., Manager Rachel Robilotta said, “Decorative signs are one of our really big sellers, and in fact every inch of the store is covered in beachthemed, nautical signage. We have wooden signs that say things like ‘Welcome to Paradise,’ tiki bar type signs that say things like ‘Let your dreams set sail,” and ‘The Beach is my Happy Place.’ Those are all very strong sellers.” She added, “Mermaid themed signs are also very popular, often with

mermaids on them, and saying simple things like ‘Be a Mermaid and Make Waves.’”

In Rehobeth Beach, Del., at The Sea Shell Shop, General Manager John Derrick agreed that signs are popular indeed. He related that the store carries “tons” of decorative signs and they all sell well. “Some of my best-sellers say things like ‘Gone to the Beach’ or ‘On Beach Time,’ ‘I love you to the beach and back,’ those kinds of things. Most are decorative wood.

We have hundreds of them.”

The story is different in Astoria, Ore., at Finn Ware of Oregon, however, where Owner Saara Matthews only carries a few

‘welcome’ style signs. “Decorative signs are not a big thing for us here, so I don’t carry many,” she explained.

And in Needles, Calif., at the riverfront Pirate Cove Resort and Marina, gift store Manager Marissa Curtis reported, “I do well with some metal signs and flags, as long as they are pirate themed.” ❖

Gifts Product News Brief

97

news

NB brief

Art Studio Company Offers Decorative Blankets Art Studio Company now offers new decorative throw blankets made of 100% organic cotton, and GOTS certified! As always these can be customized for your location.

These blankets are natural, soft, and very versatile! Visit Art Studio’s new permanent location in Atlanta showrooms in Building 2 Suite 651.

(For more information, visit www.artstudiocompany.com, call 855-225-8090, or circle 11 on the reader service card.)

Locations can customize blankets from Art Studio Company for a unique souvenir offering.

www.sgnmag.com | October 2021 | Souvenirs, Gifts & Novelties

SPOTLIGHT ON SOUVENIRS

Wildlife Gifts that Are Selling Well A Look at Zoo Shop Best-Sellers

I

f wildlife could be said to be trendy, sloths and red pandas are without a doubt among the hottest plush animal toys flying off shelves at zoo gift shops.

They are best-sellers at zoos that feature the live versions, and also at zoos that don’t. “Red pandas are just so darn cute,” explained Amanda Brouillette, general manager, Great Plains Zoo & Delbridge Museum of Natural History in Sioux Falls. The runnerups at Great Plains Zoo’s gift shop are souvenirs featuring African wild dogs, also known as African painted dogs, an endangered species targeted by poachers.

98

Many Americans had not heard of African painted panda related is extremely popular,” said Lisa Hurd, dogs until recently, but they are a popular attraction who manages the 800-square-foot gift shop. Hurd at the Great Plains Zoo. “They’re very active animals, groups her displays by animal, so lovers of elephants running around out in our scenic area,” said Brouilor river otters — other visitor favorites — can find all lette. It’s no surprise that the plush versions are cusmanner of related souvenirs, from plush to puzzles and tomer favorites at the gift shop, which is just under apparel. “I want our displays to be telling stories,” the 1,000 square feet. manager noted.

Then again, overall sales are so brisk that it’s hard Plush is the top category for many zoo retail outto name favorites. “It’s been lets, including at Lupa Zoo, one of those crazy years a privately owned attraction “It’s been one of those when absolutely everything in Ludlow, Mass. Owner Joan is selling,” noted Brouillette, crazy years when absolutely Lupa said the zoo has been who displays items by cat- everything is selling.” busy all season. egory. After last year’s closures At Lupa Zoo’s gift shop, - Amanda Brouillette, Great and lockdowns, 2021 has been sloth toys have been a bestPlains Zoo & Delbridge Museum of a banner summer for doselling category, along with Natural History, Sioux Falls, S.D. mestic tourism, with record otters, giraffes, foxes, and numbers for zoo and aquarassorted wild cats like cheeium gift shops. tahs. Wolves are a particular favorite, since they are “Sloths have been quite trendy for a while now, and an American animal on display at the zoo. “Everyone seem to be staying strong,” observed Lauren Crochet, loves having a wolf, especially the boys,” reported who oversees the gift shop as Guest Services Manager Lupa (whose name, it should be noted, means wolf in at the Alabama Gulf Coast Zoo in Gulf Shores. “Tigers Romance languages). are also a standby for us.” The popular critters sell best Lupa has found that her gifts and souvenirs sell best as stuffed animals and on graphic T-shirts. The store when she displays them by type: all the magnets in one is arranged into sections themed around each animal place, keychains, drinkware, and so forth. After plush, or category, such as birds, allowing shoppers to focus Lupa’s best-selling category is play sets that allowed on favorites. “We also sell butterfly hatching kits, with children to construct imaginary zoos around themes caterpillars and everything kids need to grow their like safari and oceans. own butterflies,” Crochet noted.

Plush, sweatshirts and mugs are the perennial topThe past year saw the births of both a baby sloth sellers at Niabi Zoo in Coal Valley, Ill. “Anything feaand a red panda at the Buttonwood Park Zoo in New turing the zoo logo sells well, along with items featuring Bedford, Mass. “So right now, anything sloth or red Continued on page 100 Souvenirs, Gifts & Novelties | October 2021 | www.sgnmag.com

RSN 86

Spotlight on Souvenirs

100

Wildlife Gifts (From page 98) our two most popular animals, giraffes and fennec foxes,” noted Guest Services Manager Scarlet Behrens.

Behrens mostly groups her merchandise by categories, but best-selling plush is divided between different kinds of displays, “depending on whether they are more natural-looking, or more brightly colored,” she explained. “Also, we have a new exhibit, I will usually do a special display of that animal.”

Perhaps the most unique section of Niabi’s gift shop is a section in the gift shop dedicated to animal art — not art portraying the animals, but “art that specific animals have painted on a canvas,” explained Behrens. Along with each painting, customers receive a certificate attesting to the talented critters’ work by name. Will Fluffy the prairie dog be the next Picasso? At the very least, it’s a conversation piece. ❖

What Are Your Most Unique Wildlife Themed Items?

“O

ur collection of wired animals made out of recycled bottle caps in Kenya - palm-sized turtles, ostriches, giraffes, elephants. They’re really cute, and they’re interesting because those are bottle caps we wouldn’t necessarily see here in the U.S.” - General Manager Amanda Brouillette, Great Plains Zoo & Delbridge Museum of Natural History, Sioux Falls, N.D. “African painted dog figurines made from snare wire that our conservation partner, Painted Dog Research Trust in Zimbabwe, removes in order to protect this endangered species from poachers’ traps. The wire is shaped into artisan pieces; every purchase supports the dogs and the communities working to protect them.” - Guest Service Manager Scarlet Behrens, Niabi Zoo, Coal Valley, Ill. “We just started stocking some African-themed sauces - hot sauces, marinades, that kind of thing, and the proceeds go to wildlife conservation in Africa.” – Guest Services Manager Lauren Crochet, Alabama Gulf Coast Zoo, Gulf Shores, Ala. “We have lots of interesting variations on snakes — wooden snakes, sequined snakes, different types of plush. There’s a real fascination with snakes, especially for the younger kids.” — Owner Joan Lupa, Lupa Zoo, Ludlow, Mass.

“For Christmas, I’m bringing in a lot of customized products like new ornament designs, hoping we can cover everyone’s needs.” — Store Manager Lisa Hurd, Buttonwood Park Zoo, New Bedford, Mass. ❖

RSN 68

Souvenirs, Gifts & Novelties | October 2021 | www.sgnmag.com

HOME DÉCOR

Enhancing Home Spaces with Sea Style Home Décor Best-Sellers at Beach and Resort Stores

A

nyone relaxing by the shore – or fortunate enough to have a beach house of their own! – will likely have the bandwidth for thoughts of home décor. Whether they’re seeking treasures for a seaside home or an inland locale, the hunt is half the fun. For this article, four gift shops in coastal settings shared some of their best-selling décor items and the broad style trends they are seeing.

Air Plants have caught on at Rosemary Beach Trading Company in Rosemary Beach, Fla. “We have a lot of little types of vases and I’ve been ordering and outfitting them with air plants. Those have been selling really well this year,” said General Manager and Buyer Kiki Gillespie. The approximately 1,000-square-foot store has also been doing a brisk business in decorative pillows, including selections from Santa Barbara Design Studio. Pillows from that line are adorned with sayings such as ‘We Are Beach People’ and ‘Always by the Sea.’ “We carry some solid and stripey pillows too, that all kind of match and flow with them,” Gillespie added.

Since Rosemary Beach Trading Company is situated in a Gulf Coast community, shoppers favor items with blue and green accents. “People use those colors in their houses around here,” Gillespie confirmed. “We tend to buy a lot of merchandise that is blue and green and white.” She has also noticed people gravitating towards tableware which incorporates wicker. “We have drinking glasses that feature wicker holders. There’s a matching pitcher and salad bowls that incorporate the same idea. It’s a very beachy, very outdoorsy look.”

Candles top home décor sales at Areo, a home design and gift store located in Laguna Beach, Calif. “We have so many different kinds of candles Greg Holme owns Otterlei from a variety of vendors,” said Store Manager HeiCoastal in Oceanside, Calif., di Haneckow. Brands such as Lafco and Votivo are popular. The 977-square-foot store with his wife Stacey. The couple travel to Hawaii to also features a collection of all natural, hand-poured soy candles from a local company find unique, handmade called The Hundredth Acre. “They have a scent called Laguna – it’s their take on items to stock in their store.

Continued on page 102

www.sgnmag.com | October 2021 | Souvenirs, Gifts & Novelties

101

Home Décor Enhancing Home Spaces (From page 101) Laguna.” Visitors to this beachside community love to take it home with them.

Areo’s aesthetic is best described as eclectic. “We’re very specific about the kinds of things we bring in here. I’ve noticed when I go to trade shows there is a lot of modern style décor. We prefer items that aren’t commercial looking. We don’t bring in super bright, colorful stuff either. We stick with more neutral tones,” said Haneckow. Part of the Laguna Beach design community since 1992, Areo is known for elegant yet simple décor with a decidedly Californian touch. Customers never know what exquisite, handcrafted home accessory they might find – which is precisely what keeps them coming back!

Decorative signs have been very good sellers for a number of years at Across the Way in Cape May, N.J. Everything from small varieties that sit on a shelf to large, inspirationally themed ones that hang on a wall. “The majority of people are buying them as a gift for someone else so it’s usually a positive statement for that person or it’s something they want to reflect on in their own home,” said store Owner Chris Cooke. A line of salvaged barnwood signs has always been popular in the 1,200-square-foot retail space. “They come in different color palettes but usually the whitewash ones are a pretty safe bet for beach homes or just a beachy-type theme.”

Across the Way leans toward rustic, natural looking home décor items, often featuring found materials. However, farmhouse as a style has never struck a Items with blue and chord inside this beach community green accents are store. “We’ve tried a few different favored by customers to Rosemary Beach Trading things over the years. The beginning Company. of this year, we brought in a new line of

102

What Are Your Decorative Sign Best-Sellers and Why?

A

few message-adorned decorative pillows notwithstanding, Rosemary Beach Trading Company in Rosemary Beach, Fla., has moved away from selling decorative signs. “I felt like that trend kind of slowed down for us.

We’ve gotten heavier into picture frames,” said General Manager and Buyer Kiki Gillespie.

Areo in Laguna Beach, Calif., doesn’t carry decorative signs.

However, they do carry a selection of picture frames in the event

customers want to mount their own witty saying or words of wisdom, according to Store Manager Heidi Haneckow.

Decorative signs continue to be a strong category at Across the Way in Cape May, N.J. Their number one seller is a large 20-by-20-foot barnwood sign which communicates a lengthy message centering around family, laughter and love. “It’s usually something people are buying for themselves to hang at home for

Souvenirs, Gifts & Novelties | October 2021 | www.sgnmag.com

their family to reflect upon versus smaller signs they might buy as inspiration for someone going off to college or as a hostess thank you gift.”

Otterlei Coastal in Oceanside, Calif., carries a good selection of wooden and metal signs. The latter are particularly versatile.

“You can put a metal sign in your patio area or bathroom and not have to worry about it fading or rusting,” said store Owner Stacey Holmes. ❖

painted wall art pieces featuring roosters and different types of vegetables but it wasn’t very successful. The country farm style just doesn’t seem to resonate with our customers,” Cooke said.

Anyone wishing to insert a little tropical flavor into their home environment will find everything they need at Otterlei Coastal in Oceanside, Calif.

The 1,200-square-foot store specializes in beach and coastal décor with a special emphasis on Hawaiian accessories. “We have things in here that are actually pretty hard to find even in Hawaii,” said Stacey Holmes who owns the business with her husband Greg.

When the Holmes travel to that island oasis, they visit little villages seeking unique, handmade items to add to their inventory. “We bring back lots of things that people never find in the average tourist gift shop in Hawaii,” said Stacey. Wood carvings and authentic tikis made from coconut palm trees rank among their best-sellers. Sea life figurines and coastal-themed home goods such as starfish etched stemware and shell-shaped serving dishes are also quite popular.

Given its Oceanside setting, Otterlei Coastal favors a coastal color palette. “We tend to stick with aquas, greens and light brown.” The formula appears to be working. The couple have enjoyed a very busy summer catering to many visitors A display of merchandise from nearby resorts and hotels. “We like to say at Rosemary Beach Trading whether your oasis is coastal, tropical or Ha- Company in Rosemary Beach, Fla. Decorative pillows are waiian, we can help you reach your destinaselling well for the store. tion,” concluded Stacey. ❖

103 90 day buy-back guarantee – try them virtually risk free

Enjoy Music on the Wind Close your eyes beside one of our wind chimes and for an instant, you’ll think you’re in the percussion section of an orchestra.

Handcrafted in Austin, TX, tuned with sophisticated equipment using weather-resistant materials: • Powder-coated tempered aluminum alloy tubing • UV-stabilized synthetic braid • Stainless Steel components For information or to order: Motschimes.com – 888-324-4637 Grace@motschimes.com THIS IS A 2nd PROOF

The ink and foil colors are not a true representation of the final printed product.

wo r l d p e a c e -

PROUDLY MADE IN THE

TM

USA

back

yard at a t

im

e

o

ne

INC.

The

of Windchimes

RSN 59

RSN 50

www.sgnmag.com | October 2021 | Souvenirs, Gifts & Novelties

RSN 38

SEVIERVILLE, TN NOVEMBER 9-11, 2021

PIGEON FORGE, TN NOVEMBER 10-13, 2021

IGES 2021 SCHEDULE OF EVENTS PIGEON FORGE

SEVIERVILLE TUESDAY, NOVEMBER 9 | DAY 1

WEDNESDAY, NOVEMBER 10 | DAY 1

Complimentary Donuts + Coffee

Complimentary Donuts + Coffee

*while supplies last

*while supplies last

Swag Bag Giveaway *Available to the first

Swag Bag Giveaway

It’s BACK - The IGES Hoedown Live Band + Drinks | 5 - 7pm

VIP Buyer Dinners for Amusement Parks, Water Parks, Campgrounds, Caves & Museums *held offsite

*Available to the first 200 buyers

200 buyers

Turn in Buyer Bucks

WEDNESDAY, NOVEMBER 10 | DAY 2 Complimentary Coffee *while supplies last

THURSDAY, NOVEMBER 11 | DAY 2 Complimentary Coffee *while supplies last New + Trending Tour

Sustainability Shopping Tour

Limited to 30 people. Includes lunch at 12pm, tour 1 - 2pm

Limited to 30 people. Includes lunch at 12:30 - 1:30pm, tour 1:30 - 2:20pm

VIP Buyer Dinners for Amusement Parks, Water Parks, Campgrounds, Caves & Museums *held offsite

FRIDAY, NOVEMBER 12 | DAY 3

Turn in Buyer Bucks

TGIF Happy Hour 3:30 - 4:30pm

THURSDAY, NOVEMBER 11 | DAY 3

SATURDAY, NOVEMBER 13 | DAY 4

Complimentary Coffee *while supplies last

Complimentary Coffee

Complimentary Coffee *while supplies last New + Trending Tour

Limited to 30 people. Includes lunch at 12pm, tour 1-2pm

*while supplies last

Sustainability Shopping Tour | 2 - 3pm

Beers Around the Campfire 2:30 - 3:30pm in NEW Campground Pavilion

Last Day to submit Buyer Bucks

BUYER DINNER RSVP Buyer Dinners are open to attendees who buy for Amusement Parks, Water Parks, Campgrounds, Caves & Museums. All dinners will be on Wednesday, November 10th and held offsite, with complimentary transportation provided from each event center. To confirm your attendance, please contact Brady Kimball, Attendee Concierge at brady.kimball@asdonline.com or (310) 403-7835.

BUYER BUCKS Look for IGES Buyer Bucks coupons in the printed directory that will be distributed at the show.

Use these coupons to take advantage of discounts and special offers from participating exhibitors.

When you make cumulative purchases of $500 or more, IGES rewards you with money back. Don’t miss out on big savings on unique top-quality finds on the can’t-miss Sevierville show floor.

iges.us/SGN

RSN 38

IGES 2021 EXHIBITOR LIST Company Name

106

Booth Number

Hall

3 Oak Publishing.............................................6018........ Pigeon Forge A.T. Storrs Ltd..................................................6225........ Pigeon Forge ABS Products Inc............................................6600........ Pigeon Forge Alaska Wild and Free........................................6938........ Pigeon Forge Albanese Confectionery..................................6955........ Pigeon Forge Amanda Klein Co.............................................2217......... Sevierville American Brand Studio...................................2414......... Sevierville American Bubble Company.............................8107......... Pigeon Forge American Heritage Textiles..............................6707........ Pigeon Forge American Mills................................................8016........ Pigeon Forge Americaware, Inc.............................................6033........ Pigeon Forge Amer-I-Mex.....................................................6149......... Pigeon Forge Amish Kraft Company.....................................6565........ Pigeon Forge Andreas Silicone.............................................8212......... Pigeon Forge Arcadia Publishing..........................................6113......... Pigeon Forge Art On T’s Inc...................................................6958........ Pigeon Forge Arthur Fox Earring Boutique............................6044........ Pigeon Forge Aspen Creations..............................................6853........ Pigeon Forge Atlantic Crossing.............................................8113......... Pigeon Forge Aurora World Inc..............................................6045........ Pigeon Forge Aurora World Inc..............................................6046........ Pigeon Forge Avanti Shoe Corp.............................................2811......... Sevierville B&K Trading International, LLC........................6655........ Pigeon Forge b. dazzle, inc....................................................2315......... Sevierville Bam Enterprises II D/B/A Eye-Dye...................6929........ Pigeon Forge BASAN CORD..................................................8014........ Pigeon Forge Basic Spirit, Inc...............................................6557........ Pigeon Forge Basix of America.............................................C53.......... Pigeon Forge Bates Family Farm, LLC....................................6725........ Pigeon Forge Baypointe, LLC................................................6024........ Pigeon Forge Beacon Design................................................8411......... Pigeon Forge Bearington Collection.....................................6025........ Pigeon Forge Benjamin International....................................8310........ Pigeon Forge Bestination Gift Studio....................................6812......... Pigeon Forge BEVERLY HILLS INNOVATION...........................2814......... Sevierville Black Metal Apparel.........................................6010........ Pigeon Forge Bo Fashion Import, Inc.....................................8007........ Pigeon Forge Brackney Leather............................................8206........ Pigeon Forge Brett and Yolando co........................................2523........ Sevierville Buck Wear, Inc.................................................6710......... Pigeon Forge C & K Import Designs......................................8203........ Pigeon Forge C&R Discount Inc............................................6364........ Pigeon Forge Calico Cottage Inc...........................................6618........ Pigeon Forge Calison Inc......................................................2519......... Sevierville Cape Shore.....................................................6041........ Pigeon Forge Carroll Companies-STS Ranchwear.................2222........ Sevierville Casey’s Creations............................................2418......... Sevierville

Company Name

Booth Number

Hall

CBLC Wholesale, Inc........................................6545........ Pigeon Forge Chaby International Corp................................6550........ Pigeon Forge Charm Kraft Industries Inc..............................6357........ Pigeon Forge Conklin Fashions Inc........................................2202........ Sevierville Conscious Step...............................................6056........ Pigeon Forge CoTa Global.....................................................6144......... Pigeon Forge Cotton Love, LLC.............................................6530........ Pigeon Forge Country Fresh Food & Confections, Inc.............6935........ Pigeon Forge Country Life Outfitters, Inc..............................6924........ Pigeon Forge Creative Wraps, Inc..........................................6536........ Pigeon Forge Creature Comforts Toys Inc.............................6124......... Pigeon Forge Crystal Works - Betty Oh!................................3217......... Pigeon Forge Custom Crafted Silhouettes, LLC.....................6954........ Pigeon Forge Daisy & Duke’s Gifts........................................8201........ Pigeon Forge Dalin Enterprise, Inc........................................6704........ Pigeon Forge DC Jaymes & Company...................................8308........ Pigeon Forge Deep Fork Foods..............................................8110......... Pigeon Forge Del Sol.............................................................2904........ Sevierville Delta Sales & Marketing..................................8000....... Pigeon Forge Dennis Foland, Inc...........................................C68.......... Pigeon Forge Design Toscano...............................................C36.......... Pigeon Forge Digital Silver....................................................8306........ Pigeon Forge Dimco Apparel, Inc..........................................6544........ Pigeon Forge DK Embroidery................................................6459........ Pigeon Forge DM Merchandising..........................................6064........ Pigeon Forge DMR Creative Marketing, LLC..........................6213......... Pigeon Forge Dony Simon Plus.............................................6833........ Pigeon Forge Donya Souvenirs.............................................6042........ Pigeon Forge Driftstone Pueblo Inc.......................................2405........ Sevierville DrinkingStraws.Glass......................................8311......... Pigeon Forge Dry Gulch Gifts................................................8414......... Pigeon Forge DSD Express....................................................6613......... Pigeon Forge Duke Imports Inc.............................................6604........ Pigeon Forge Dunn Specialties, dba Jelly Belly.....................6961........ Pigeon Forge D’Vine Foods...................................................6937........ Pigeon Forge E & S Imports Inc.............................................6011......... Pigeon Forge Earthview Inc..................................................6900........ Pigeon Forge Eastern Infantswear, Inc..................................6940........ Pigeon Forge EJH Pet Products.............................................2700........ Sevierville El Paso Trading Post........................................6353........ Pigeon Forge Enchanted Moments.......................................6811......... Pigeon Forge English Management Solutions Inc.................2602........ Sevierville Enjoy It LLC.....................................................6643........ Pigeon Forge Erazor Bits.......................................................6451......... Pigeon Forge ESY..................................................................6511......... Pigeon Forge ESY..................................................................2500........ Sevierville Continued on page 108

Souvenirs, Gifts & Novelties | October 2021 | www.sgnmag.com

Our NEW for 2022 is waiting for you!

Wild Onez

ZooKeeper

Please stop and see us at one of these shows: Panama City Beach Gift Show - Panama City Beach FL The Gathering - Orlando, FL Ocean City Gift Show - Ocean City, MD IGES Gift Show - Pigeon Forge & Sevierville TN Grand Strand Gift Show - Myrtle Beach, SC

Preppy Pelican

High Quality Boutique Fabrics Amazing Realistic Design Recycled Materials Ever-Expanding Species Ombrez

RSN 72

Wild Onez Sealife

customercare@pettingzooplush.com | www.pettingzooplush.com | 800-867-4059 | 8263 Patuxent Range Road, Ste A | Jessup, MD 20794

2021 Exhibitor List Company Name

108

Booth Number

Hall

Everspring Import Co......................................6437........ Pigeon Forge Exist, Inc..........................................................6305........ Pigeon Forge Exotic Sea Images...........................................8302........ Pigeon Forge Feifish.............................................................8100........ Pigeon Forge First & Main, Inc..............................................6105........ Pigeon Forge For the Love of Gourds.....................................2914......... Sevierville Freshwater Design Co......................................2214......... Sevierville From Us To You Co. Handmade Goods...............2215......... Sevierville Fun Stuff, Inc...................................................6525........ Pigeon Forge G A Designs.....................................................6038........ Pigeon Forge Gamut Distributors.........................................C107........ Pigeon Forge Gattuso Distributing Inc..................................6918........ Pigeon Forge George S. Chen Corporation............................6015........ Pigeon Forge GetaGadget, LLC.............................................6319........ Pigeon Forge Gift Girls, LLC DBA Posey’s..............................2611......... Sevierville Giftcraft..........................................................6753........ Pigeon Forge GM Carson, Inc. DBA Gib Carson Companies...C93.......... Pigeon Forge Goatmilk Country Soaps LLC...........................2219......... Sevierville Gold Crest Distributing....................................6719......... Pigeon Forge Golden Island Intl Inc.......................................6824........ Pigeon Forge Good Work(s) Make A Difference.....................C99.......... Pigeon Forge Gosteel, Inc.....................................................6845........ Pigeon Forge Got Shades International................................6658........ Pigeon Forge Green Leaf CBD...............................................6752........ Pigeon Forge H3 Sportgear, LLC...........................................6648........ Pigeon Forge Hagen Distributing Co.....................................C121......... Pigeon Forge Handcrafted, The.............................................6558........ Pigeon Forge Happy Islands / Shantie Accessories...............2614......... Sevierville Happy Kids for Kids.........................................2505........ Sevierville Heat Swimwear, Inc.........................................6645........ Pigeon Forge Heritage Pewter..............................................6240........ Pigeon Forge High Range Designs........................................6117......... Pigeon Forge History & Heraldry...........................................6158......... Pigeon Forge History America..............................................6837........ Pigeon Forge History Souvenirs and Apparel........................8013........ Pigeon Forge Hogeye Inc......................................................6714......... Pigeon Forge Honey House Naturals.....................................6857........ Pigeon Forge HQ Kites & Designs USA..................................6111.......... Pigeon Forge Huckleberry People, The..................................C46.......... Pigeon Forge Hunter’s Reserve, Inc.......................................8307........ Pigeon Forge Imagination Starters.......................................C97.......... Pigeon Forge Infinite Grace, Inc. DBA Infinite Grace Marketing..........................................8402........ Pigeon Forge Isaac’s Designs, Inc.........................................6805........ Pigeon Forge Island Gear, LLC...............................................6819........ Pigeon Forge Ivy Trading/Cutie Collections..........................6542........ Pigeon Forge J & J Woodshop...............................................8408........ Pigeon Forge J.R. Palacios Enterprises.................................6244........ Pigeon Forge JackRussell.....................................................6750........ Pigeon Forge Jaguar Imports................................................6844........ Pigeon Forge

Souvenirs, Gifts & Novelties | October 2021 | www.sgnmag.com

Company Name

Booth Number

Hall

Jailbird Designs...............................................6745......... Pigeon Forge Jasper Fashion, LLC.........................................6612......... Pigeon Forge Jazzy Artz, Inc.................................................2223........ Sevierville Jody’s Inc. dba Jody’s Gourmet Popcorn.........8205........ Pigeon Forge Journals Unlimited Inc.-The Write It Down! series..........................................................6730........ Pigeon Forge Joyce’s Shells & Gifts, Inc................................6037........ Pigeon Forge JT International Distributors Inc......................3105........ Sevierville K & S Wholesale Phone Accessories, Inc..........8404........ Pigeon Forge Kerusso Inc.....................................................6150........ Pigeon Forge Kinnex International Inc..................................6915......... Pigeon Forge L.W. Bristol Classics.........................................8112......... Pigeon Forge L.W. Bristol Classics.........................................2318......... Sevierville L2 Brands........................................................6216......... Pigeon Forge Lagaci.............................................................6637........ Pigeon Forge Lantern Press..................................................6219......... Pigeon Forge Lazy One.........................................................C77.......... Pigeon Forge Leather Impressions Inc..................................8202........ Pigeon Forge Leon global group LLC.....................................2910........ Sevierville Liberty Wear....................................................6215......... Pigeon Forge Lillizee Confections and Gifts..........................6953........ Pigeon Forge Liquid Energy Apparel, Inc...............................6504........ Pigeon Forge Liquid Energy Apparel, Inc...............................2201......... Sevierville Locale Outdoor................................................6718......... Pigeon Forge Lone Rock Clothing.........................................6212......... Pigeon Forge LoveHandle.....................................................C98.......... Pigeon Forge LTC Trading Corp.............................................8315......... Pigeon Forge Lucky 7 USA, Inc..............................................6245........ Pigeon Forge Luxiny Products, LLC.......................................6911......... Pigeon Forge M Cornell Importers Inc...................................6841........ Pigeon Forge MADD CAPP GAMES........................................C96.......... Pigeon Forge MADD CAPP GAMES........................................2304........ Sevierville Magnet America International Inc...................C38.......... Pigeon Forge Main Street Gifts.............................................2715......... Sevierville Map Mom........................................................8313......... Pigeon Forge Marian Imports...............................................6816........ Pigeon Forge Matr Boomie...................................................8002........ Pigeon Forge Matrix Sales Group, LLC..................................6737......... Pigeon Forge Mayrich Company...........................................6901........ Pigeon Forge MD-Brand........................................................6166........ Pigeon Forge Medallion Mint LLC..........................................6867........ Pigeon Forge Miami Souvenirs..............................................6345........ Pigeon Forge Mid-South Products........................................6154......... Pigeon Forge Minnetonka Moccasin Co., Inc.........................6948........ Pigeon Forge Mitchell Proffitt Company...............................6808........ Pigeon Forge Momadic.........................................................C40.......... Pigeon Forge Momentum Comfort Gear...............................2504........ Sevierville Momentum Comfort Gear...............................6508........ Pigeon Forge Monroe Mae....................................................2518......... Sevierville Continued on page 110

RSN 14

2021 Exhibitor List Company Name

110

Booth Number

Hall

Montana West Inc............................................6944........ Pigeon Forge MoonPie Direct/Southern General Stores.......2314......... Sevierville Mulberry Studios.............................................6128......... Pigeon Forge My Audio Pet...................................................C117......... Pigeon Forge Next Way USA, Inc. (Fashion Textile)................6855........ Pigeon Forge Northern Home Accents..................................6936........ Pigeon Forge Northern Souvenirs.........................................6055........ Pigeon Forge Novelty Inc. Wholesale....................................6763........ Pigeon Forge Odd Sox Distribution.......................................6905........ Pigeon Forge One & Only Creations, Inc................................6310........ Pigeon Forge Options-ST Inc.................................................6429........ Pigeon Forge Orchard Drive Fabrication................................2514......... Sevierville Origami by Vivien............................................6464........ Pigeon Forge Pacific Trading / Summit Collection................2805........ Sevierville Panther Trading Co..........................................2205........ Sevierville PCF Souvenirs (Postcard Factory)...................6744........ Pigeon Forge Peace Frogs, Inc...............................................8009........ Pigeon Forge Pennybandz....................................................8309........ Pigeon Forge Pet Souvenirs..................................................8001........ Pigeon Forge Phillips International, Inc.................................6102........ Pigeon Forge Pichincha / Spirit of Nature, Inc......................6137......... Pigeon Forge Pine Creek Four Corners..................................2815......... Sevierville Pine Ridge Products........................................6605........ Pigeon Forge Pinnacle Designs.............................................6413......... Pigeon Forge Play Visions, Inc...............................................6304........ Pigeon Forge Plus-Plus USA..................................................C16.......... Pigeon Forge Poor Boy Woodworks Inc.................................6652........ Pigeon Forge Premier Investments USA................................6625........ Pigeon Forge PTL ONE..........................................................6528........ Pigeon Forge Pucker Powder by Creative Concepts..............8407........ Pigeon Forge que Factory, LLC..............................................C115......... Pigeon Forge R & M Wholesale USA Inc.................................8401........ Pigeon Forge R.F.S.J., Inc......................................................2723......... Sevierville R.G. Riley & Sons, Inc.......................................6910........ Pigeon Forge Rabbit, Bill & Traci...........................................2208........ Sevierville Ramson’s Imports Inc.....................................6529........ Pigeon Forge Red Horse Screen Printing, Inc........................6724........ Pigeon Forge Rhode Island Novelty.......................................6153......... Pigeon Forge Rockin Footwear, LLC.......................................6444........ Pigeon Forge Royal Handicrafts, Inc......................................6236........ Pigeon Forge Ruffin Flag Company.......................................6110......... Pigeon Forge Rustic Woodworks LLC....................................8106........ Pigeon Forge RW Minis.........................................................6952........ Pigeon Forge Safari Ltd.........................................................6237........ Pigeon Forge SallyeAnder Inc...............................................6644........ Pigeon Forge Salt Creek Apparel, LLC...................................6354........ Pigeon Forge Sanctuary Traders LLC....................................6849........ Pigeon Forge Sandy Creek Mining Company.........................6825........ Pigeon Forge Sarah Philpott.................................................8012........ Pigeon Forge Sassy Talkin.....................................................C23.......... Pigeon Forge Souvenirs, Gifts & Novelties | October 2021 | www.sgnmag.com

Company Name

Booth Number

Hall

Savannah Bee Company..................................8102........ Pigeon Forge Savory Fine Foods...........................................6806........ Pigeon Forge Scandical........................................................6333........ Pigeon Forge Sea to Sky Photography..................................6519......... Pigeon Forge Seek Publishing...............................................2323........ Sevierville Serious Lip Balm.............................................6914......... Pigeon Forge Sherry Manufacturing Co., Inc.........................8207........ Pigeon Forge Shine Mark Accessories...................................8417......... Pigeon Forge Sibbett Studio.................................................6031........ Pigeon Forge Siesta LLC.......................................................6863........ Pigeon Forge Signs 4 Fun Inc................................................6248........ Pigeon Forge Silicon Valley Textiles Inc.................................6445........ Pigeon Forge Silver Star Jewelry...........................................3115......... Sevierville SJT Enterprises, Inc.........................................6636........ Pigeon Forge Skyline Jewelry/ UIS Wholesale.......................6756........ Pigeon Forge Sleeping Tiger Imports....................................6741......... Pigeon Forge Smart Blonde..................................................6964........ Pigeon Forge Soap Made Simply...........................................2522........ Sevierville Sofari Collections Ltd......................................8003........ Pigeon Forge Sola Products..................................................6241......... Pigeon Forge Spin Copter.....................................................6751......... Pigeon Forge Squire Boone Village.......................................6337........ Pigeon Forge SS Handcrafted Art LLC...................................6541......... Pigeon Forge Stealth Technologies LLC................................2422........ Sevierville Stephen Joseph, Inc........................................6405........ Pigeon Forge Stetson Hats...................................................2708........ Sevierville Strand Imports................................................6757......... Pigeon Forge Stuckey’s Corporation.....................................6956........ Pigeon Forge Stumpy Originals............................................6959........ Pigeon Forge Sugar Mountain Trading Co..............................2319......... Sevierville Sunburst Books, Inc........................................8019........ Pigeon Forge Sunburst Companies.......................................6401........ Pigeon Forge Sunflower Handmade Leather Inc....................C50.......... Pigeon Forge Sunshirt..........................................................6949........ Pigeon Forge Swimsuit Station.............................................6631........ Pigeon Forge Szco Supplies Inc............................................2605........ Sevierville Teemax, Inc.....................................................6559........ Pigeon Forge The Charleston Mint........................................C42.......... Pigeon Forge The Incredible Sunvisor, Inc.............................6109........ Pigeon Forge The Mountain Corp..........................................6425........ Pigeon Forge The Naked Bee................................................6118......... Pigeon Forge The Nutty Bavarian..........................................6145......... Pigeon Forge The Petting Zoo...............................................6315......... Pigeon Forge The Petting Zoo...............................................2305........ Sevierville The Prairie Schooner.......................................6417......... Pigeon Forge The Real Insect Co. Inc....................................8303........ Pigeon Forge The Resident Chef...........................................6556........ Pigeon Forge The Silent Majority..........................................2211......... Sevierville Tipsy Inc..........................................................C71........... Pigeon Forge Continued on page 112

RSN 70

2021 Exhibitor List Company Name

Booth Number

Hall

Company Name

TJ Resort Wear, LLC.........................................8103........ Pigeon Forge Top Image USA................................................6000....... Pigeon Forge Top Wholesale Inc............................................6749........ Pigeon Forge Topline Products, Inc.......................................6729........ Pigeon Forge Touchstone Distributing, Inc............................8120........ Pigeon Forge Traveling Animals............................................8210........ Pigeon Forge Trooper Clothing.............................................6852........ Pigeon Forge Tropical Enterprises........................................8415......... Pigeon Forge True Honey Teas..............................................8412......... Pigeon Forge U.S. Poly Enterprise Inc...................................6800........ Pigeon Forge Ultimate Sports, Inc........................................6928........ Pigeon Forge Underwraps Costumes Inc..............................6466........ Pigeon Forge Unipak Designs...............................................6205........ Pigeon Forge Unique Batik....................................................6916........ Pigeon Forge Urban Charm...................................................8008........ Pigeon Forge UZZI................................................................6904........ Pigeon Forge V & L Crafts.....................................................6537........ Pigeon Forge Vacation For Life..............................................8109........ Pigeon Forge Valani Apparel, Inc...........................................6456........ Pigeon Forge Village Square.................................................C24.......... Pigeon Forge VillageHouse Importers, Inc.............................6100........ Pigeon Forge Vocal...............................................................6505........ Pigeon Forge

Hall

VSF Corp. / Wild Child Hoodies by Infinity Apparel............................................C60.......... Pigeon Forge Warm Fuzzy Toys.............................................6014........ Pigeon Forge Wave Life, LLC.................................................6713......... Pigeon Forge West Coast Clothing Company, Inc..................6208........ Pigeon Forge Whistle Creek Hiking Sticks.............................2419......... Sevierville White Mountain Puzzles..................................2415......... Sevierville Wilcor International........................................6125......... Pigeon Forge Wild Berry Incense..........................................6204........ Pigeon Forge Wild Republic..................................................6325........ Pigeon Forge Wildflower Company.......................................6705........ Pigeon Forge Wildlife Cookie Company.................................6804........ Pigeon Forge Wildthings Snap-Ons.......................................6020........ Pigeon Forge Wishpets, LLC.................................................6005........ Pigeon Forge Wishpets, LLC.................................................6006........ Pigeon Forge Wood You Tell Me.............................................C43.......... Pigeon Forge Worldwide Creative Design..............................6927........ Pigeon Forge WorldWide Sportswear, Inc..............................6619........ Pigeon Forge Yacht Club Resortwear....................................6859........ Pigeon Forge Yellowstone River Trading / Buffalo Knives......2719......... Sevierville Zachary Imagez...............................................C32.......... Pigeon Forge Zhen Zhu.........................................................2206........ Sevierville

112

RSN 90

Souvenirs, Gifts & Novelties | October 2021 | www.sgnmag.com

Booth Number

Ramson’s Imports, Inc.

5159 Sinclair Road Columbus, Ohio 43229 (614) 846-4447 Fax:(614)846-4809

Min.Order E-mail: info@RIOhio.com www.RIOhio.com $150.00

16 oz $12.50 Each

Ask for CATALOG

Come See Us IGES Show Pigeon Forge 11/10-11/13 Booth# PF6529

3’x 5’ Polyester Flags $2.75 Each Min.100 pcs

MP9058 $27.00 dz

12”X18” Knited Car Flags $36.00 dz 10 dz $30.00 dz

TI172 Tri-Fold Wallets $5.50 Ea. 3 in 1 Keychain $24.00 dz Min. 6 pcs per style .

$12.00 dz Buckles $3.25 Each Min.4 pcs

$5.00 Each 2’ X 3’ Embroidered Flag

Bandana $12.00 dz

C1023 $36.00 dz C660

Earrings $24.00 dz

FL8751 Knitted Car Flag $30.00 dz

$18.00 dz

4 pack Magnets $18.00 dz

12”x 18” Embroidered Garden Flag $42.00 dz Min. 6pcs

Can Coolers 2 dz/ut $21.00 ut 12 ut $18.00 ut

Garden Pole Set $42.00 dz

Hat Pins $6.00 dz R6435 Blue Line $8.00 Each

3’X 5’ Embroidered Flag

Magnets 4.75” X 4.5” $18.00 dz

BL9430USB $9.00 dz

Zipper Bottle Bags $15.00 dz 2 dz Min.

R6671 $48.00 dz RSN 76

KC1263USB $12.00 dz

60” Emb. Wind Socks $48.00 dz Min. 6 per style.

IGES SECTION

Logo and NameDropped Gifts at Caves and Caverns Four Cave and Cavern Gift Stores Reveal Top Trends

T

he allure of caves and caverns is undeniable and there are many around the United States to explore. Visitors flock to them yearround eager to see these natural wonders for themselves and discover what lies within. A logo or name-dropped item can keep the memory of such tours alive and encourage future visits. For this article, retailers from four gift shops revealed what is trending at their attractions.

114

Linville Caverns in northern McDowell County, N.C., have intrigued visitors since they were discovered in 1822. These active limestone caverns are located just south of the village of Linville Falls and close to the city of Marion, N.C. Gift shop patrons are inclined to pick up photo magnets featuring interior images of Linville Caverns as well as keychains and shot glasses. Souvenir items with bat figures or images of bats on them are also popular. “These sell well because most guests are looking for affordable ways to take home a souvenir,” General Manager Lanie Gross said.

Customer preference and salability influence gift buying decisions, according to Gross. “Many items are purchases year after year, and as a general rule must appeal to most consumers.” Product suggestions from long-standing suppliers are also considered. The biggest name-drop failure the 1,500-square-foot Linville Caverns’ gift store ever experienced was related to Pogs – a commercialized version of the children’s Milk Caps game. Played with flat circular cardboard milk caps, the name-drop possibilities were endless. “In the 1990s, we were encouraged to ‘get in on the craze’ but it was a big flop for us. The fad passed us by and we were left loaded with these things that took us years to move.”

Ohio Caverns near West Liberty, Ohio, is the largest of all the cave systems in the state. Open year-round, guests thrill to see the attraction’s many rock formations. They’re also inclined to pick up a name-dropped souvenir or two in the 1,200-square-foot gift shop to remind them of their visit.

“We try to feature merchandise that relates specifically to us. Since we are a cavern, we like to carry flashlights, for example,” said Manager/Buyer J.D. Harshfield.

He tries to avoid items that can be found just anywhere. That being said, logoed Continued on page 116 Souvenirs, Gifts & Novelties | October 2021 | www.sgnmag.com

A display of namedropped caver hats at Ohio Caverns near West Liberty, Ohio. The manager and buyer tries to avoid stocking merchandise that shoppers can find anywhere.

RSN 06

IGES Section Logo and Name-Dropped (From page 114) shot glasses, ornaments, pins and pencils are popular with shoppers.

When scouting new items to name-drop, Ohio Caverns likes to keep things local. “We try to deal with a lot of Ohio-based companies if we can. There’s one company that puts on a souvenir and gift shop show right here in Ohio, just for Ohio people that we attend,” Harshfield said. When he thinks back on items that struck out in the gift shop, an acrylic paperweight comes to mind. “It was a very nice item but I believe the price point wasn’t where it needed to be. And people don’t necessarily seek out paperweights if they’re looking for a souvenir. That was kind of a swing and a miss for us a few years ago,” he concluded.

Niagara Cave in Harmony, Minn., was first discovered in 1924 and opened for tours 10 years later. It is a limestone cave featuring impressive rock formations plus an underground stream and waterfall. Situated nearly 200 feet beneath the surface, the cave’s temperature is a constant 48 degrees. This may account for the surge in apparel sales the gift shop experienced this summer. “It’s been a really hot summer,” said Owner/Manager Mark Bishop. “People check in for

A wall display of magnets at Ohio Caverns. The manager and buyer strives to do business with Ohio-based companies.

a tour wearing only shorts and a T-shirt, find out it’s only 48 degrees below and decide they want to acquire some warmer clothing. So, they make a dash for the name-dropped sweatshirts and sweatpants.”

Bishop relies on the owner of a printing company he’s worked with for over 20 years for leads on new items to name-drop. “He’s got his finger on the pulse of what’s going on as far as trends. He tells us what’s hot and we take his advice and it seems to work out great.”

The 1,600-square-foot store has never had an outright flop but there have been items whose performance Continued on page 118

116

MOM - DIC .com

1-888-269-0036 sales@momadic.com

Dog Tag Necklaces NAME DRO P

Natural Slate Trivets

DROP ME NA

NA

ME D

RO P

Copper Inlay or Etched

NAME DR

OP

Items Made in the USA! 200+ Designs Customization & Name Drop Available

100% NATURAL

Copper Walking Stick Medallions RSN 54

Souvenirs, Gifts & Novelties | October 2021 | www.sgnmag.com

DENVER: 944 VEGAS: 1079 IGES PFC40

www.momadic.com

RSN 42

IGES Section

118

Logo and Name-Dropped (From page 116) was only so-so. A T-shirt design which combined the cave’s logo with a popular nearby biking trail never really caught fire. Conversely, other products exceeded all expectations. “Some have surprised us and flown off the shelf. Time is also a factor. Some items sell really well for two or three years and then they start slowing down so you need to change out the style.”

In terms of name-dropped items, clothing is Niagara Cave’s consistent best-seller. However, the gift shop also carries logoed magnets, mugs, shot glasses, and collector bells, among other things. “We used to carry thimbles but not anymore. Bells, thimbles and spoons have slowed down in recent years. It’s a different generation of shoppers, a different generation of collectors now. And people tend to buy more practical things they can use – like mugs,” Bishop explained. There is also a corner devoted to food items bearing the cave’s name – jams and jellies, bread and soup mixes, maple syrup, wild rice – all made and prepared in Minnesota.

“The consumable things – the foods and the clothing – do better than the collector things people would simply put on a shelf,” he concluded.

Craighead Caverns is an extensive cave system in Sweetwater, Tenn., best known for containing America’s largest underground lake. More commonly referred to as The Lost Sea Adventure, the attraction conducts tours year-round. Visitors stopping by the 800-square-foot gift shop are fond of purchasing agate

Employee Violet Richardson, Niagara Cave, Harmony, Minn., photographed with apparel displays. Sweatshirts and sweatpants sell well to visitors dressed for the summer heat who learn the cave is 48 degrees.

Souvenirs, Gifts & Novelties | October 2021 | www.sgnmag.com

A souvenir display at Ohio Caverns. Logoed shot glasses, ornaments, pins, and pencils are popular with shoppers.

slices imprinted with the Lost Sea logo as a memento.

Smooth, shiny and affordably priced, the gift shop acquires the approximately two-inch wide slices from wholesale distributor Squire Boone Village. “People just love to collect rocks and minerals,” said Buyer Brandon Freeman, by way of explanation. Mugs imprinted with a series of photos of The Lost Sea are also quite popular.

“We tend to stay away from trends because inevitably they die out,” said Freeman, who attends trade shows to get new merchandise ideas. The Lost Sea Gift Shop did flirt with Silly Bandz for a time. Popular in 2010, these silicone rubber wrist bands formed shapes including animals, objects, numbers and letters when wearers took them off. “We didn’t customize them with our logo because then we would have had to buy a larger quantity. The bands sold well for a while but it was a trend that didn’t last. Luckily, we weren’t left with great quantities of them,” he said. In other words, it’s best to be cautious and forego customizing items that might be here today and gone tomorrow! ❖

FLOOR DISPLAYS

The best way to show off any of our products is with SPSOOL one of our displays.

We offer a variety of displays in multiple sizes to fit any of your needs.

SPSMC2

Not sure what display would best fit your shop?

Give us a call and we would be happy to help you.

SRSQ SPSNTW SSQC

Make sure to ask how you can get a display for FREE! SIG796

S4CR67

SIG3KG

See all of our Displays & Signs at www.SIGNS4FUN.com

SPSIP

Ready to order?

Have a question?

Contact Us:

SABM

DSPS32C Holds up to 384 pieces.

Toll Free: 800.735.7757 Email: mail@signs4fun.com RSN 82

MENTION THIS AD TO GET A SPECIAL OFFER

IGES SECTION

Quality Gifts at Getaways How Higher-Priced Items Fit in at Resort Stores

By Sara Karnish

T

ourists seek out small items like magnets, postcards, and jewelry at souvenir and resort shops because they are lightweight and easy to pack. Name-dropped apparel is equally popular because it bears the name of a memorable destination. But at times customers want a more substantial memento of a getaway. This is where resort gift shop retailers can offer guests a range of unique, quality gifts, typically at a higher price point, which often assume a place of honor in their home.

120

Large- and small-framed maps of Delavan Lake, priced at $350 and $150 respectively, are among the quality gift best sellers at Lake Lawn Resort in Delavan, Wis., according to Sue Phelps, gift shop manager. “We are a generational resort, with many generations of families who have been coming here. I’m in my 26th year, and I’ve seen a lot of newborns who are now in college. We have a lot of repeat guests who have been coming here for quite a few years, and they are probably my biggest fans. We have some ‘newbies’ who are coming in and they are just in awe. They say our gift shop is very reasonably priced.” Phelps adds logowear is a strong seller, along with Minnetonka-brand moccasins.

“I try to keep a [price point] ‘comfort zone’ for our guests,” Phelps explained. “Maybe they’re spending money somewhere else, like going out to dinner, so they are purchasing their gifts at a more reasonable price.”

Anything unique to a resort or area in which it’s located goes over well with customers. Jared Henzlik, director of retail at Big Cedar Lodge in Ridgedale, Mo., said he and his team go out of their way to find one-of-a-kind items that also match Big Cedar Lodge’s brand and aesthetic to sell in the resort’s 6,500-square-foot shop. “Our best-selling quality gifts are Johnnie-O for men, Ivy Jane for women, and any handcrafted home goods,” Henzlik said. Lisa Leggett, shopkeeper at Union City Market in Union, Wash., a goto retail option for guests at Alderbrook Resort and Spa as the resort’s on-site shop undergoes renovation, said they are “located on the South Shore of the Hood Canal and cater to all types of travelers—from resort guests to hikers on their way to the Olympic Mountains. We inspire our shoppers with the bounties of the Canal and create a space where the traveler can take a part of their experience home with them.”

Continued on page 121 Souvenirs, Gifts & Novelties | October 2021 | www.sgnmag.com

Lisa Leggett, shopkeeper at Union City Market in Union, Wash.

Guests to the store are greeted with the scent of the cookies that are baked daily.

RSN 20

IGES Section

122

Quality Gifts at Getaways (From page 120) Retailers point out essentially “anyone” may purchase a quality gift with a higher price tag, so it’s important to carry a variety of items, from glassware to wall décor to home goods. Karen Gilman, gift shop manager at Samoset Resort in Rockport, Maine, said their most successful quality gifts include any kind of ornament, and jewelry, naming Maine Shellware as a standout seller. She noted, “Everybody is attracted to gifts with a high price point. That’s what our clientele wants. They want something that says, ‘I was here at the Samoset and this reminds me of being here.’ Anything from local vendors or artisans sells well—‘local’ is where the business lies. It’s not necessarily the price tag [determining the sale], but more what kind of item it is, and whether it’s from the midCoast or specific to our area.” Nicky Bohorfoush, retail supervisor with Delaware North, retail partner of Kalaloch Lodge in Forks, Wash., said items from local vendors or with a local flair are customer favorites.

She counts Pendleton brand blankets, Ridgeville, Mo., Big Cedar Lodge’s embroidered or enDirector of Retail Jared Henzlik. Henzlik graved items bearand his team go out of their way to find one-of-a-kind items that match the ing the Kalaloch lodge’s brand and aesthetic. name, and Stetson hats among their best-selling quality gifts.

Retailers said they are not seeing one standout trend, as 2020 was an anomaly in every way and not many trends emerged. Consumers’ buying focus still seems to be the home and garden. Leggett said she is selling more home décor items, from furniture to fine art. “In today’s climate, the trend seems to be staying close to home enjoying the natural ambiance enjoying great food and investing in personal homes and cabins,” she said. Henzlik noted, “All walnut boards, made by hand locally, have been a favorite for a gift. We are also carrying Milk Barn and Barefoot Dreams luxury baby items [which are] a huge hit!”

Great customer service and warm hospitality are hallmarks of resorts. That same focus on the customer extends to the retail side, starting with creating a pleasant, Continued on page 124

Souvenirs, Gifts & Novelties | October 2021 | www.sgnmag.com

Tote bags and apparel on display at a Samoset Resort store. The gift shop manager has the answers to shoppers’ questions. “We just try to make the guests feel welcome,” he said.

A Samoset Resort merchandise display. Displays with a range of textures are appealing, according to the gift shop manager.

RSN 52

IGES Section

124

Quality Gifts at Getaways (From page 122) welcoming atmosphere. “As you walk into our Market, you are greeted with the smell of fresh cookies made daily. If you visit our beachside patio, you will hear the sounds of crackling fires, as our grill roasts freshly-picked oysters,” Leggett said. “This inspires our guests to purchase original oil paintings of the Olympic Mountains.” Phelps said giving customers a great shopping experience starts with getting to know them. “Remember what they like and what they are coming for. We remember what they like—even those who have been coming here for 20-plus years. We greet the cus- Karen Gilman, gift shop manager, Somoset Resort in Rockport, Maine. Gilman said anything from local vendors or artisans sells well. tomer and help them. They all come in with different ideas. We’ll point them in the right direction and help them out.”

Regardless, a well-positioned, eye-catching display is Gilman said knowledge is a big part of giving customcritical to driving sales. “I don’t just include the higher ers a great experience. “If there is anything they have price point gifts,” Phelps said. “I’ll add in some logo a question about, I have an answer ready. We just try wear and other items. People will walk by and see we to make guests feel welcome.” Henzlik said their key have a certain item. To me, a good display is all about element is “good old-fashioned Ozark hospitality! We height. Our displays are on a table that you can see stick with specialty vendors that you would not find at from our shop window, so I’ll go out and look inside to a department store or online as much as possible. Adsee if the display is noticeable. We’ll also do a lot of arditionally, we support local artisans whenever we can. tificial flowers, vases—anything that gives the display People like to buy local products.” a pop of color. That’s what draws people. People comMerchandising is critical for any retailer; resort ment on our displays—they’ll buy items right from it. shop operators have an advantage over other retailWe try to keep them stocked and looking full.” Gilman ers as most of their customer base is already on-site. said an effective display is both eye-catching and inviting, with a range of textures. “[Customers] need to see items, touch them, play with them,” she said.

“A good display has color, but it depends on what is being displayed. For home décor, you want to keep like colors together. For items like Sea Bags, you want a variety of colors.”

For resort shop retailers, one-of-a-kind merchandise, an attractive display, and top-notch customer service work together to drive the sales of all kinds of souvenirs and special mementos. ❖ The Union City Market is Alderbrook Resort and Spa’s go-to retail option. This Union, Wash., store caters to all types of travelers, from resort guests to hikers on their way to the Olympic Mountains.

Souvenirs, Gifts & Novelties | October 2021 | www.sgnmag.com

RSN 40

IGES SECTION

Trends in AmericanMade Merchandise at Gift and Hallmark Stores

D

oes the label “Made in America” translate to great gift sales and quality products? For this article, gift and Hallmark shop owners and staff provided their takes on top sellers in this category, and whether it is difficult or easy to find these items for their stores.

126

At Tweak - the Original Giftery in Los Angeles, Calif., Owner Tara Riceberg cited artist-made pieces and small, artisan-driven American companies as among her top-sellers. “We do very well with Yuzu soap bath products, particularly with their effervescent, delicious shower tablets that release essential oils as you bathe, so you are steaming with lavender or eucalyptus.” Yuzu is headquartered in San Francisco; New Mexico-made printed hand towels, and South Carolina-based Savannah Bee’s food items are also strong-sellers at Tweak. “Savannah Bee has a charitable aspect to it as well, as they give back to save bees and toward educational products. Poppy’s brand and their cool cylinders of popcorn, and Ancient Olive Trees, which is a California-based, also have very popular food-based items that we offer.”

Riceberg finds it somewhat difficult to find a great deal of Made in America merchandise to sell, however. “It’s easier to find imported items. Children’s toys, for example, are all manufactured in China, or at least the fabrics originate there.” She said that customers appreciate most of all having hand-made, artist-made items as gifts. “I think if COVID-19 has taught us anything, it’s the importance of being connected to people. And purchasing a product that is purposeful, that is hand-made, that offers that kind of connection.” She noted that “The interest level is similar to the reason that people want to shop in my store in the first place, instead of just buying something made in China on Amazon.

They know I select merchandise that brings joy to people, so my customers like shopping here for the curation and the passion for being a connector.” That said, she noted, “I don’t think anyone specifically comes in and says to me ‘What’s made in America?’ But it is an upsell point to say something is handmade or made in the U.S. It is added value.”

She asserted, “I believe in value as connected to having something no one else has, having something handmade, rather than due to cost. It is all about a sense of something Continued on page 128 Souvenirs, Gifts & Novelties | October 2021 | www.sgnmag.com

Springbok puzzles are made in Missouri, and are top-sellers among made in the United States merchandise at Trudy’s Hallmark, said Assistant Manager Shauna Milne, who is pictured here.

RSN 85

IGES Section Trends in American-Made (From page 126) being special.”

Comparing the quality of Made in America items to imports, Riceberg asserted “When you feel something that is made by human touch, which is more often the case with locally-made merchandise, you

“We try to deal with a lot of Ohio-based companies if we can. There’s one company that puts on a souvenir and gift shop show right here in Ohio, just for Ohio people that we attend.”

- J.D. Harshfield, Ohio Caverns near West Liberty, Ohio

get that personal connection. It’s different if you are touching a toy from China. But we buy many imported items because we really don’t have a choice.

The majority of what is sold is mass-produced and imported. Still, there is a designer who originally created that product, so I do relate to well-made mass-produced items, and others do, too. There is

128

You found it! www.TouchstoneDistributing.com (800) 255-9737 FREE DISPLAY w/qualified purchase

Handcrafted in the USA

Ships immediately from our U.S. made stock

RSN 94

Souvenirs, Gifts & Novelties | October 2021 | www.sgnmag.com

Shauna Milne, assistant manager, Trudy’s Hallmark in Issaquah, Wash., photographed with Silver Forest jewelry from Vermont.

still a person behind them originally.”

At Ooo! (Outside of Ordinary) in Scottsdale, Ariz., Owner Susan Cassidy said, “It is more difficult to find Made in America merchandise for the store, honestly.

It all comes down to price points. Most things that are U.S.-made are more artisan-like items, and those items have a higher cost, because people need to put a value on their time. We do have people who come in and they just want a $20 gift. If something is more expensive, they’ll ask me what I have that costs less.

So, it is difficult; the lower cost items usually come from China.”

As to customer interest in American-made items, she said, “Maybe one in a hundred say ‘Oh, do you have something made locally or made in the U.S.?’

They really don’t search that out to my knowledge here. But I do my best to promote those items.” She said, “I tell them that I carry a jewelry line, for example, that is made locally and point out that these handmade pieces look different than manufactured jewelry.” Cassidy said she also displays these items in a “special way” and talks about them a great deal to bring people’s attention to this merchandise. Interestingly, she observed that “When people are buying for themselves, they tend to be more interested in the locally made, or U.S.-made, handcrafted items. I don’t Continued on page 130

RSN 102

IGES Section Trends in American-Made (From page 128) know what people are gifting these days, other than cards and that kind of small item, but they are definitely not spending as much in that area. So, making the merchandise switch that I am, it is challenging.”

When it comes to merchandise quality, Cassidy asserted, “The quality is better for sure when you buy

“Our Silver Forest jewelry, which comes from Vermont, our locally made candy, Springbok puzzles made in Missouri – those are some of our top sellers that were made in the U.S.” - Shauna Milne, Trudy’s Hallmark, Issaquah, Wash.

American. I am tired of the constantly resin-made, poorly made products where you pick up an item and you see the material isn’t natural, it isn’t what you think it is at all, it’s totally different. And I don’t like it. If I don’t like it, I don’t want to sell it to my customers.”

Also in Scottsdale, Terri Weisz, owner of Two

130

RSN 25

Souvenirs, Gifts & Novelties | October 2021 | www.sgnmag.com

Plates Full, sells whimsical, locally-made ceramics and metal wall pieces, as well as fused glass pieces and Judaic items made in the U.S. “One of my top sellers is Sticks furniture and object art out of Des Moines, Iowa. They do everything from lazy susans and mirrors to big, hand-made tables and smaller, burned wood art works. We try not to buy imported items in general, which has saved us in terms of supply issues. I try to find mostly U.S., Canadian, or very locally made merchandise.” Her price range in American-made products is extensive: “from $10 ceramics on up to furnishings that are in the $4,000 range.”

Weisz said the majority of shoppers are interested in American-made items. “The quality is much better.

The American companies in general, and the artisan crafts people all provide greater detail, better quality, less merchandise that has problems of any kind.” She explained, “I do carry commercially made, imported items, but on the whole, I try to find all different price ranges within American or Canadian-made products, whether its kids’ cactus-shaped crayons or candles that have a touching story behind them, and contain small hearts inside every candle designed to represent a child who passed away at an early age.” That personal

touch also improves customer interest.

In Issaquah, Wash., at Trudy’s Hallmark, Assistant Manager Shauna Milne stressed that while “imports are much easier to find” the store does include some items in the Made in America category. “Our Silver Forest jewelry which comes from Vermont, our locally made candy, Springbok puzzles made in Missouri – those are some of our top sellers that were made in the U.S.” At this store, Milne said interest in American-made items is about “Fifty-fifty. Some people really do want to purchase products made in America, and to some extent I think they would purchase those items all the time if they could, but those kinds of items aren’t always available to fit their needs. So, a lot of people just think that they need something, and they need it now, whatever is most easily available, regardless of where it came from.” While price point also is a consideration, Milne said the quality of Made in America merchandise is excellent and that also makes a difference to people. “Overall, Americanmade products are just higher quality, I think. Maybe it’s due to workers having more pride in their craftsmanship, or perhaps the components are just constructed better, with better materials, than some of the imports.”

In short, gift shops are turning more toward American- Chukar Cherries are made in Prosser, Wash., and Seattle Chocolates are made in Seattle, Wash. Imported mermade items, and guiding their customers in that direction chandise is easier to find, said the assistant manager of too, even in an increasingly global economy. ❖ Trudy’s Hallmark, photographed with a display.

RSN 21

www.sgnmag.com | October 2021 | Souvenirs, Gifts & Novelties

131

RSN 22

RSN 22

IGES SECTION

Perspectives from Five Stores: Jewelry and Gifts Sales Trends at Boutiques

A

t boutique shops, jewelry and gifts are showing definite trends this fall. For this article, store staff and owners revealed their tops tips to sell more of both categories.

At Isabella in Sunnyvale, Calif., Owner Rosemary Osorio said she is doing very well with “small, very dainty pieces, such as necklaces and earrings. People are layering these delicate necklaces in twos and threes and more.” But, Osorio reported, big is, well, big too.

“I’m doing great with very large rings, as well.” And to sell more jewelry, suggestive selling and display are her top techniques. “It’s important to tell people who come in about our jewelry, to point it out to them, and then to have it displayed attractively, in a way that shows it off.” Good lighting is a factor too, she said.

134

When it comes to gifts, a variety of scarves, both long and short, and her jewelry items are the top sellers; gifting trends lean toward these easy-to-give items. While attractive display and personal interaction with customers also helps to boost sales of gift items, another top tip from Osorio is “We keep our gifts in a section of the store. We put our scarves, and some jewelry there as well as hair pieces.”

In Reno, Nev., at Chez Vous, boutique Owner Pamela Dolan said that all her jewelry is selling extremely well this year, from “local artists to inspirational-type pieces, with words such as ‘grateful,’ ‘hope,’ and ‘love.’ Necklaces overall are trending more popular than any other kind of jewelry.” While one specific style is not more popular than another in her store, Dolan said “There is a real trend back to gold. We are seeing more and more of that, and there was certainly a time when silver was more popular by far.” Although necklaces are a top jewelry seller, her earrings do well, too, and she just reordered Swarovski crystal earrings that are a strong seller at Chez Vous, she said.

When it comes to gift items, Dolan has a wide range of items from home décor-oriented items to baby goods. Her Capri Blue candles are big sellers as

Souvenirs, Gifts & Novelties | October 2021 | www.sgnmag.com

are bath and body products and scarves of all types. She sees no one trend in gifts.

Display in both categories works best when the items are cross-merchandised, she noted.

“We mix and match throughout the store, although we do keep some of our more expensive jewelry items near the front register.”

Dolan added that “We dress our mannequins in full outfits, and accessorize with jewelry and scarves, things like that. That really works very well. People will tend to buy a sweater, for example, and add the necklace they see on the mannequin wearing that sweater.” She said that cross-merchandising works far better than keeping items in one specific section of the store.

Heading north to Morro Bay, Calif., Gretchen Wilt, sales associate, and the shop’s main merchandiser, said that at Lavender Blu Boutique, the top trends in jewelry are “Long necklaces, especially pendants with natural stones.” In gifts, best-sellers are “scarves, candles, hats, and purses.”

Selling more jewelry items is primarily based on display in the 800-square-foot store, which is located on the waterfront. “I try to keep the smaller pieces behind glass, but the bigger, pendant-style pieces, people really

IGES Section like to touch them, so we keep those out and attractively hung. They are our most popular pieces anyway.”

Tourists – and the store gets plenty of visiting guests, according to Wilt – gravitate toward these items as well as gifts such as scarves, hats, and wraps. “The weather here drives those sales, because a lot of visitors come from the San Joaquin Valley, where it is much hotter than here by the shore, and they want these items for themselves because the cooler weather is a surprise.

They also purchase them for others.” Display is important to boost sales for gift items, too, Wilt said.

In Ruston, Wash., Amanda Enz handles marketing, operations, and styling at Purpose Boutique. Enz related that “The biggest trend I am seeing in jewelry is a lot of gold, rather than silver, and a lot of layered necklaces, one smaller and daintier, and one with a bigger, larger pendant that is longer. In earrings, hoops are always a classic, and whenever people can wear them without it interfering with their masks, they just love them. People are excited to wear statement earrings when they can.” The trends Enz sees in gifts are nothing new, with the most popular items remaining consistent for the store. “Jewelry, candles, hats, and scarves, those are pretty much the gift items we offer our customers.”

To improve jewelry sales, Enz uses social media to feature these pieces along with other products on Instagram. “In the store, we have all our mannequins fully accessorized with necklaces, earrings, and bracelets, as well as with scarves and hats. We put the whole nine “Dainty necklaces are very much ‘in’ right now. That style is our best-selling one. People layer them in threes and fours, usually in gold.

Gold is a huge trend for us here in Eugene versus silver jewelry.”

- Melanie M., Gilt + Gossamer, Eugene, Ore. yards on them,” she noted. “We also have our jewelry on a featured table with jewelry displays.”

Selling more gift items focuses both on display and on customer interaction. “All our stylists are trained to gravitate to certain items to suggest as gifts when people ask about that. We will always show our jewelry, candles, and scarves because they make great gifts.”

Seasonally, gift items are placed in a special gift section during the holidays, as well.

At Gilt + Gossamer in Eugene, Ore., Retail Associate Continued on page 136

Anju Handcrafted by Artisans

Unique Handcrafted Jewelry, ready to ship immediately

IGES Show Pigeon Forge Booth 6038

ANJUJEWELRY.COM 404.221.0707 RSN 10

www.sgnmag.com | October 2021 | Souvenirs, Gifts & Novelties

135

IGES Section Perspectives from Five Stores (From page 135)

136

Melanie M., speaking for owner Melissa Atchien, noted a jewelry trend that mirrors that of Enz and Osorio. “Dainty necklaces are very much ‘in’ right now.

That style is our best-selling one. People layer them in threes and fours, usually in gold. Gold is a huge trend for us here in Eugene versus silver jewelry.” Gift trends lean toward kits and candles, she said. “We do very well with facial products, kits for Foot Therapy, a Sleep Well kit, things like that. Personal products such as perfume oil, hand cream, and lip balms, soothing luxury items like that, those do well as gifts, too.”

Her top tip to sell more jewelry is to feature these pieces on social media, where the boutique has a large following, and on the website, while in-store focusing on strong displays. “Our displays are really beautiful and draw the eye. We will also direct people to jewelry and gift items, too, if they tell us they are looking for either, and we know our merchandise very well.” She added that “We also pair our jewelry with clothing items on the four mannequins we have in the store. We change the mannequins outfits every single day, and we match jewelry to the outfits.” Displaying jewelry at a large, front-of-the-store table also works to boost sales. “It’s really the first thing people see when they walk in the store.” ❖

Display Advice for Gifts to Get Attention

W

hen describing how to display gift items to attract the most customer attention, boutique shop staff and owners interviewed for this article described a variety of techniques.

At Isabella, located in Sunnyvale, Calif., Owner Rosemary Osorio said, “It depends on the season, really. Sometimes it is all about color themes, sometimes we mix and match these items with clothing, but probably the very best thing is that we will display an entire outfit that includes jewelry, scarves, everything.

When you show the whole outfit put together, that works the best of all to sell every item, including those that we do best with as gifts.”

Gretchen Wilt, sales associate and merchandiser for Lavender Blu Boutique in Morro Bay, Calif., said, “I do all the visual merchandise displays, so I mix and match gift items together with other pieces. I’ll put candlesticks next to a beautiful dress and purse and scarf. I create outfits and an environment, outfits that go from head to toe, with a basket full of beautiful things you might want to give to a friend beside them.”

In Ruston, Wash., Amanda Enz, who handles marketing, operations, and styling at Purpose Boutique, attracts more attention to gift items by “mixing and integrating gift pieces with other items in the store through most of the year. But during the holiday season, as well as integrating it with merchandise, we also have a special section with signage that reads ‘Gifts That Change Lives.’” She elaborated that “At Purpose Boutique, our gifts have purpose. We donate to give back to the fight against human trafficking. In that gift area we will have a collection of hats, scarves, candles, and jewelry all merchandised together.”

At Gilt + Gossamer in Eugene, Ore., Retail Associate Melanie M., speaking for owner Melissa Atchien, said, “We have a huge glass wall and on it we have all our gifts and grab-and-go items. Having them in one, prominent place like this really helps.” ❖

You found it!

FREE DISPLAY w/qualified purchase

Ships immediately from our U.S. made stock

www.TouchstoneDistributing.com (800) 255-9737 RSN 95

Souvenirs, Gifts & Novelties | October 2021 | www.sgnmag.com

Handcrafted in the USA

APPAREL

From Sophisticated Colors to Classic Styles Apparel Trends at Baby Boutiques

By Sara Karnish

T

here is no question children’s apparel has a wide range of adorable, stylish looks. This encompasses several factors—cut, color, and of course, fabrics.When it comes to color, retailers inter-

viewed for this story said the days of strictly pastel pink or blue seem to be over. “[Color trends] are more earth tones and neutrals, especially as we move into fall,” said Samantha Swanson, owner of Lily Valley Baby in Bismarck, N.D. “I think they match the aesthetic of a lot of people’s style. I’m seeing a lot of muted color in home décor, and I think people want it to match their personal style. I also think people want to dress their child in a way

that’s similar to how they dress, rather than a cutesy, overly ‘baby’ look, with characters and bright colors.” Michele Maher, owner of Polliwogs and Petunias in Easton, Pa., is seeing a more sophisticated color palette beyond the traditional pink, blue, and longfavored gender-neutral pastel yellow and green. “The color story I’m seeing has more sophisticated colors—dusty rose, mustard, sage.

A lot of earthy pastels,” she noted. Parents are also choosing to hold off on learning the baby’s gender, which makes shopping a little more challenging. “Soft muted gray is on trend for newborns,” said Rosemary Schneider, owner of The Pied Piper in Baltimore, Md. “We are deeply rooted in the classics—my customers all want the same things. So if there is any ‘trend’ right now, it’s ‘classic’ for our market. We have remained true to that in our 50 years of business—overalls for boys with Peter Pan collars, cardigans for girls. Our moms want to dress their children the way they were dressed.”

Trends in cut vary depending on the brand, retailers noted. Maher said moms are looking for clothing that is “easy”: “Complex clothing that is difficult to get your child in and out of is really dated. Things with complicated snaps and closures are going out. I’m seeking to sell luxurious necessities—things parents love because it’s comfortable, easy to put on, and stylish. I’m seeing

clothing that’s a little more flowy.

Again, comfortable—a lot of muslin, gauzy-type overalls. We have a lot of embroidered linen overalls in these sophisticated pastel colors.” Similarly, Swanson said, “Knot gowns that tie at the bottom, rather than footie pajamas, are probably our single biggest seller right now.

They’re nice because they stretch and can grow with baby. Anything in earth tones is just really popular. They show up well in hospital pictures, too.” For older babies and toddlers, Swanson said, “In boys’ clothes, baby joggers are really popular. Girls will wear maybe tight leggings and a flowing shirt. Dresses are probably still our most popular item, though we’re not doing the really big ruffle as much.” Schneider explained, “Moms like the clothing to fit their babies. They don’t buy up in size—they want the baby to wear it and it fits them right at that time.”

She has noticed some new trends with closures, as well: “[The brand] MagneticMe uses magnets as closures.

They have onesies with little feet, and the magnets are sewn into the fabric so they’re not right next to the skin.

A baby jacket with Velcro closures by a company called Widgeon is still our most popular.”

Some parents still seek out clothing with appliques, a longtime fixture of baby and toddler fashion, although are not as common in the current styles. “I would say the latest trends for girls are anything to Continued on page 138 www.sgnmag.com | October 2021 | Souvenirs, Gifts & Novelties

137

Apparel prints/graphics of dogs, skateboards, snowboards, and tie dye!” Schneider said because her customers prefer the more traditional styles for children, appliqued items are still selling well. Swanson said in her market, “Appliques are definitely still popular, although we’re moving away from it. We have some shirts with appliques, although we’re trying to move away from them as much as we can. There “[Color trends] are more earth tones and neuare some that are really cute without betrals, especially as we move into fall. I think they ing too overly juvenile.” Swanson has also match the aesthetic of a lot of people’s style. I’m noticed more of a shift to organic fabrics seeing a lot of muted color in home décor, and I that feel better next to little ones’ sensithink people want it to match their personal style. tive skin. “[Parents] probably know the I also think people want to dress their child in a item will be a little pricier, but that’s just way that’s similar to how they dress, rather than because organic cotton is pricier,” she exa cutesy, overly ‘baby’ look, with characters and plained. bright colors.”

Trends are cyclical. Swanson said she - Samantha Swanson, Lily Valley Baby, is seeing fewer “things with appliques to Bismarck, N.D. some extent. Ruffles are fading a little bit—I’m not seeing as many in what I’m ordering.

The earth tones are in and I feel the bright hats, purses, and bracelets are essential for the little colors are going out, which is weird because last seafashionistas! Boys don’t quite have the same options son, neons were so in.” Maher has seen less “’wordy’ available to them as girls, but they have come a long onesies, the ones with sayings like ‘I Still Live with way over the years. They seem to be trending more on My Parents’.

In my market, I’m seeing less of the stuff comfy stylish shirts, hats, sweatshirts, sweatpants with that’s hard to get on and off, and very overly-gendered clothing.” Jacobs added, “I have such a wide variety of customers and customer requests. For babies, parents definitely want something lighter—more pastel in color rather than bold, bright prints.”

One trend that has emerged over the past year was Made in USA since 1927. (877)746-3368 shift in holiday and special occasion apparel. SchneiWholesale and Custom Knit Apparel der noted, “Special occasion wear has taken a back seat. Our store is rooted in special occasion wear, but we’ve seen a big uptick in playwear. We’re in an affluent area, but over the past year there haven’t been as many big celebrations for special occasions. Getting that special outfit for special baby milestones is still important, however. Parents still want kids to look cute in Christmas pictures and first birthday pictures.” Maher said, “I love stuff you can get a little Men’s Striped Crew Ladies’ Aqua Tie Hoodie more time out of. Designers are doing a great job of Wholesale and Custom Throws understanding children’s clothes. It’s not just about style, it’s about functionality. I want to sell things that kids will want to wear and parents will want to buy.

For instance, holiday clothing—I like seasonal, but it’s not so ‘holiday’ they only wear it once.”

Whether stocking for babies, children, tweens, or adults, comfortable clothing that looks and feels good Hibiscus Reversible Throw Cable Lap Throw will never go out of style. Customers’ color and cut Contact us to request a free catalog! preferences may change, but there are certain aspects (877)746.3368 | julie@binghamtonknitting.com that will always be important when buying apparel. ❖ From Sophisticataed Colors (From page 137) do with unicorns, llamas, hearts, metallic, and tie dye. And of course, the more sparkle or glitter, the better!” said Michelle Jacobs, owner of Snazzy Giraffe in Mechanicsburg, Pa. “Accessories such as hair bows,

“

”

138

www.binghamtonknitting.com RSN 17

Souvenirs, Gifts & Novelties | October 2021 | www.sgnmag.com

Vendor Profile: Capsmith Let Capsmith Provide the Headwear Your Customers Want

By Susan Mease

I

f you are looking for baseball caps, trucker hats, visors, bucket hats, trapper style hats or any other kind of head covering to advertise your business or promote a tourist destination, you need to talk to Dan Smith, the owner of Capsmith.

Capsmith’s Dan Smith, president, Smith started his business in 1995 and now his wife, son, and daughters have with Austin Skinner, sales representative, Marsha Smith, Betty joined him for a true family-owned business. He has 30 employees including six inGreen, sales representative, house artists, a feature he believes makes him different from his competitors and is and Adam Allen, sales manager. an indication of the future of the business as artwork and new designs. They don’t Smith has 30 employees. The company is debuting cowboy manufacture anything and most of their items are imported, but that in-house art department means there are always new designs and colors even though 90% of straw hats that Smith hopes will be a hit for Spring Break. their business is baseball-style hats.

Capsmith started off selling just to wholesalers and distributers but are now doing a lot of private label work and also sell to chains like Ron Jon Surf Shops all along the East Coast and Riley’s, a restaurant chain in upstate New York.

Headwear has become more of a fashion statement in recent years and Capsmith has responded with new colors and new styles. The company is debuting cowboy straw hats with color sublimation that Smith hopes will be a hit for Spring 139 Break. They are also starting to offer more caps for kids. Color My Cap is designed for the specific retail business it’s going to – for example, a fish design for aquarium gift shops. Each cap comes in a bag with eight permanent, toxic-free markers to The Capsmith art department, from left to right, front row, Scott Ellis, graphic artist, Hannah Ussery, graphic artist, color your own cap. Similar to the Color My Cap will be hats Vogler, graphic artist, and from left to right, back row, embroidered on the front with a destination such as Myrtle Matt Mathew Lewis, graphic artist, Angel Santos, art director, Beach and the child colors the rest. and Danny Smith, general manager. This in-house art Capsmith also offers face shields, DanBanna motorcycle department means there are always new designs and colors from the company. bandanas, flags, masks, ice towels, winter beanies, and Dakota Dan furry trapper hats.

Steve Olive, owner of Caribbean Gifts & Things, a wholesaler and distributer based in the United States Virgin Islands, brags that he is customer number 22 for Capsmith (there are over 18,000 now). He described Smith as “a really good guy who trusts people and is always willing to help people.” Olive remembers that his first order was three or four dozen caps and now he orders at least twice a year and it’s a lot more than three dozen hats. Capsmith’s art department comes up with the new designs each season.

Arlene Dean, owner of Beach Club Promotions in Ormand Beach, Fla., echoes many of Olive’s sentiments. “We’ve worked together at least 25 years and become friends. The prices are good, and they go above and beyond to help us out, and the service is excellent.” When Dean’s husband died, Capsmith made a special hat in his honor, an action she termed “really sweet.” Their biggest time of the year is Daytona Beach Bike Week when Capsmith provides hats, do rags, beanies, and flags, but Capsmith also does private label stuff for Beach Club Promotions.

Smith said they have stayed busy even through the pandemic, a fact he atArlene Dean, owner of Beach Club tributed to his employees and the new art department. However, after talking Promotions in Ormand Beach, Fla. to these long-time customers some credit must go to his relationship-building Dean has worked with Dan Smith, owner of Capsmith, for at least 25 skills, backed up by outstanding service. ❖ years.

www.sgnmag.com | October 2021 | Souvenirs, Gifts & Novelties

RSN 83

RSN 83

APPAREL

Wearables in Tune with a Get-Away Vibe Tips to Sell More Accessories and Apparel at Resort Stores

I

t’s a busy summer at Grand Hotel on Mackinac Island, Michigan. After a pandemic year when many Americans lounged in sweats, vacationers are going out and splurging on new outfits to wear. “People want to feel good again,” explained Suzie Ashley, the hotel’s retail director. “And we dress up here.” At the hotel’s Grand Men’s and Grand Women’s boutiques, “we do a lot of men’s ties, suit coats — outfits our guests probably won’t wear elsewhere.”

142

For Ashley, the secret to selling more apparel is their price range.” knowing the resort’s particular clientele. “Ours is a In a 7,000-square-foot store, the Greenbrier has shopper from the Midwest who wants something difenough room to space out items. “Display really is key ferent, something you don’t see in the mall,” the reto everything,” said Iannantuoni. She favors what she tailer explained. No cars are permitted on Mackinac calls “the Anthropologie look” — eclectic yet careIsland, so guests enjoy strolling and showing off their fully considered groups of home décor like pillows and duds — especially high-end labels. “We’ve throws, jewelry, books, artwork and rugs. “We found that people to shop by designer, do vignettes all over our three floors, coorso that’s how we group our displays,” dinating colors,” the owner said.

Ashley noted. “We also go for color; At another family resort, Cottage “People just we’re a colorful island.”

Place on Squam Lake in Holderwant to be out and Grand Hotel also has a more ness, N.H., - the lobby gift shop about again, and they’re casual boutique, the Mackiis shifting from apparel and acbuying pretty new things nac Market Shop, for souvenir cessories to gourmet edible gifts. to wear. Everyone’s tired of name-dropped merchandise.

“We still have a few hats and Tsitting on the couch in sweats.

“Whether it’s a hoodie or a shirts, but we’re trying to sell it They want to look beautiful.” suit, guests want something down,” said Manager Nathalie - Lori Plaisted de Losada, they can’t find anywhere else,” Palmer.

She is taking over from Adornments & Creative said Ashley. “Anything with our her mother, who is retiring after Clothing, Meredith, N.H. logo on it sells extremely well — starting the business years ago. tees, sweats, towels.”

“The gift shop was her passion, In Killington, Vt., the Greenbrier but I noticed over the years that there Inn & Gift Shop is having its best year are quite a few things that don’t get sold,” in 42 seasons. Owner Kathy Iannantuoni, who reflected Palmer. With limited display space, “in oversees the second-generation family business with terms of profit, we do much better with craft beer and daughter Jennifer, can hardly keep up with the demand wine, local cheese and stuff people forget at home, like for delicate jewelry and unique handbags. Winter hats, shampoo.” Palmer groups items by category to help scarves, and gloves are also popular with visitors lookguests find what they need, with seasonal themes for ing to ward off the New England chill. inspiration.

Iannantuoni has two tips for maximizing resort The Indian Head Resort in Lincoln, N.H., is ansales: sensitive pricing and eye-catching displays. “We other vintage property, with a gift shop that dates to have a wide price range, but it’s moderate overall,” the the 1930s. “We have an older store, and it’s kind of retailer said. “If people see something they like, they retro looking. It’s full with everything,” explained don’t have to think too much; it’s probably within Continued on page 144

“

”

Souvenirs, Gifts & Novelties | October 2021 | www.sgnmag.com

RSN 39

Apparel Wearables inTune (From page 142) longtime Store Manager Gloria Spanos.

In addition, Lincoln was the site of a fabled alien abduction — a legend bolstered by a state historical market documenting the supposed event. Alien-related items are the top souvenirs, Spanos said. Many of the best-sellers, from shirts to mugs and magnets, capitalize on that local lore with slogans like “Captured!”

But resort shops also profit by being practical. New Hampshire’s chilly nights take many a tourist by surprise — so when guests walk into the 1,200-squarefoot boutique, they immediately see a wall full of sweatshirts and coats on waterfall hangers. Spanos said hoodies are the most popular category overall: “We’re always restocking those, and T-shirts are a close second.”

Spanos groups styles together — a cardigan in four colors, for example — allowing shoppers to browse by item, color and size in one place. “I also try to keep up with new colors,” she advised. Sporty gray is the perennial favorite, but each year the store brings in trendy hues, like this season’s pink lemonade.

After all, color defines the resort look; coral, tur-

144

quoise and yellow are hues that say vacation, an escape from workaday neutrals. “My store isn’t monochrome, white and gray and black,” noted Lori Plaisted de Losada, owner at Adornments & Creative Clothing in Meredith, N.H. “I bring colors together, colorful prints, coordinating and contrasting depending on the outfits.”

The store, at the Mills Fall Inn Marketplace, is one of two locations; the other is in nearby Wolfeboro.

Plaisted de Losada favors displays that are “filled in, but not crowded,” with complete outfits merchandised to inspire clients. And there have been many this year: “People are dressing up again,” the retailer noted.

Dresses in feminine prints and luxe fabrics, “funky hats,” and novelty purses like wristlets are all flying off shelves. Semiprecious stone jewelry and sterling silver rings are this year’s top accessories.

“People just want to be out and about again, and they’re buying pretty new things to wear,” said Plaisted de Losada, who took over the store in January 2020 after having worked there for nearly 30 years. “Everyone’s tired of sitting on the couch in sweats. They want to look beautiful.” ❖

Apparel Product News Brief The JackRussell Line: Visit Booth 6750 at the IGES Show for Great Apparel, Gift, and Resort Wear

news

NB brief

Come and reacquaint yourselves with our resident dog lover/owner: AJ the mischievous JackRussell is making a premier appearance at this year’s IGES Show in Booth 6750 in Pigeon Forge, Tenn. AJ’s owner has been around a long time and AJ is the youngest star in our lines of apparel, gift, and resort wear. You might even remember his much older cousin – Bad Dog. Some of our designs are well-known favorites, others have been reimagined and even more new designs will be on display for the post-COVID market. We invite you to stop and see us and see for yourself what our new designs can do for your bottom line.

Our designs are proven successes, and we are looking to join forces with others who want to offer something other than the “usual” resort wear that you can get anywhere. We only sell through licensed reps and we will never be in a big box store, eBay or Amazon market. As always, our goal is to assist small businesses to compete with the big dogs on a level playing field, because the “usual” cannot compete in today’s market. We can and we do allow you (or your customer) to choose your design, choose your garment style, choose the color, choose the quality, choose the sizes, and choose the location. You can add namedrops and special sizes too.

We are all about doing the right thing, so are you ready to go back to work? Come to our booth, meet Ken and Gloria and see what JackRussell has to offer your customers that is new and exciting. Booth #6750. We will see you in Pigeon Forge!

Souvenirs, Gifts & Novelties | October 2021 | www.sgnmag.com

Apparel Vendor Profile: Exist, Inc. Exist, Inc. Dresses the Fashion-Conscious

I

f you are looking for resort wear and beachwear that is fashion on-point, think Exist, Inc. Headquartered in Ft. Lauderdale in a 100,000-square-foot warehouse with a second warehouse in Myrtle Beach and about 100 employees between the two locations, they are positioned perfectly to spot the latest trends in designs and fashion-forward colors. Sales Manager Shlomy Halawani described their markets as “anyone who sells clothing. We even ship to department stores.”

Clothing is manufactured in Pakistan, India, China, Honduras, “all over the place,” according to Halawani. With that range of manufacturing sites, they are not having issues getting stock as so many other wholesalers have experienced. Exist is an ap-

Apparel

Product News

Sweaters

parel distributor who does custom designs and private label fashion. They offer quick response and quality control because the work is done in-house.

Exist sells clothing for men, children, and women and is leaning heavily into tie dye as it’s such a good seller. They will be introducing a new line of camo prints and are forecasting that army green will be a trendy color. There is a whole product department at Exist whose job is to forecast style and color favorites.

Halawani said he was born into the business as his dad was a long-time employee. “My diapers were changed in this office.” Company Owner Joshua Glickman was among the company founders in 1995. When asked about the company name, he replied “We exist and always intend to.” ❖

Accessories Product News Brief Seagull International, Inc.: Be Ready for Rain or Shine

With Seagull International Inc.’s extensive line of umbrellas and rain ponchos, you will have cover for rainy days, too! The line offers one-time use and heavy duty ponchos and a wide range of umbrella styles from promotional, value-priced options to high quality features, including wind-resistant fiberglass shafts and vented double canopy styles. Customizing umbrellas with a logo or city name is available.

(For more information, call 800-666-9300, visit www. seagullintl.com, or circle 81 on the reader service card.)

Binghamton Knitting’s new ladies Boxy Crew pullover for Spring is available in a variety of vibrant colors. Please check out the company’s full line of sweaters and blankets at www.binghamtonknitting.com.

(For additional additional information, call 877-7463368, or circle 17 on the reader service card.)

Seagull International, Inc., offers an extensive line of umbrellas and rain ponchos.

www.sgnmag.com | October 2021 | Souvenirs, Gifts & Novelties

145

JEWELRY

When the Merchandise Really Matters Jewelry at Hallmark and Jewelry Stores

W

eddings may have been postponed during the pandemic, but engagements didn’t wait — and neither did purchases of engagement rings.

Sales at Boston Diamond Studio, which specializes in engagement rings, have been strong over the past year and a half, said Owner Arvik Ozcan. And unlike many purchases, engagement rings are the kind of one-in-a-lifetime item that most people prefer to select in person. “Touch is more important than anything,” the retailer said.

146

In today’s fragmented market place, Ozcan has not a case, and we let each case tell a story,” Archambault observed a dominant style or trend, though platinum said. She might pair a necklace with coordinating earis still the preferred metal. “But every person is difrings, ring and bracelet. ferent,” Ozcan said. “People today are savvy and eduThe average ticket is higher than in past years at cated, and you have to go with their flow.”

Karlise, which Kara’s father, Michael Archambault, After 30 years in the family business, Ozcan said opened four years ago on the site of an 1800s-era that establishing personal rapport is the best way to jeweler. Kara Archambault said her industry sources sell engagement rings. “There has to be a connection,” report a rise of close to 50 percent in the average she emphasized. “Ambience overall is important. It’s American fine jewelry purchase this year. “Burlington really how you sell, not what you is a city that’s like a small town, sell.” and people have really supported “Most people want small local businesses like ours,” In Burlington, Vermont, Karlise Fine Jewelers is having its best year something that has the she said. yet. “There’s a huge trend in bridal seal of Guam. ... A lot of That’s less the case in the ul— tons of people getting married,” islanders like to showcase timate big city, New York, where said Kara Archambault, director the local economy has yet to their island pride.” of Sales and Operations. “I think bounce back. “The last year and - Aaron Lin, Lin’s Jewelry, during COVID, people figured out a half is not a great barometer,” Dededo, Guam, commenting they either couldn’t live with each said KJ Singh, who has owned on featuring the ornate seal other, or without each other.”

Amreen’s Hallmark Shop in that is part of the island’s flag At Karlise, couples go for clean, Midtown Manhattan for nearly on bracelets, studs, dangling classic designs like round diamonds 40 years. With most New York earrings, and pendants. in solitaire settings. “I will say that professionals still working reoval has been trending more popumotely, this business district has lar lately for those who don’t want round,” Archamonly a shadow of the foot traffic it had two years ago. bault said. She sells less of the ornate pavé and halo When people do come in for jewelry, they’re likely looks that were popular a decade ago, and while more to pick up earrings and necklaces from smaller lines brides opt for yellow gold, white still rules, along with like Spartina. Singh said Spartina is popular for its platinum. “It’s a very traditional look,” the retailer obpretty displays and packaging; for $28 to $56, shoppers served. can pick something off the shelf that’s ready to gift.

Karlise compliments the aesthetic with less-is-more Bigger brands, meanwhile, have been hit and miss for displays. “We try not to have more than a few items in the store. Swarovski periodically pulls out of Hallmark

Souvenirs, Gifts & Novelties | October 2021 | www.sgnmag.com

Jewelry sorizing pieces like chains. “A lot of islanders like to showcase their island pride,” noted Lin. His family started the business in 1977, and now has multiple locations around the island.

At Global Pathways Jewelry in Burlington, Owner Tim Pratt and his team of jewelers personalize every piece, ensuring a loyal clientele. “We sell thousands of varieties of gemstones,” said Pratt. Moonstone is perpetually popular, he said, while moldovite is enjoying a vogue, likely from social media.

“Even though everything we do is customized, there are trends that are very media driven,” he observed. Right now, for instance, patrons are looking for small pieces they can layer.

Given how personal jewelry is, Pratt said his customer service philosophy is to pay attention and be versatile. “Really listen to people,” he noted. “If there’s a miscommunication, it means we didn’t ask all the right questions.” ❖

stores, Singh said, while oncehot Alex + Ani suffered from market saturation and saw sales decline.

Beyond stocking appealing brands, Singh has found the best way to sell jewelry is to let people browse the displays in his 5,500-square-foot store. “People here don’t like others hovering around them to help,” the retailer noted. “Anything self-service sells better in the city.”

Retailer Aaron Lin sizes up patrons to determine their shopping style at his family’s Dededo, Guam-based business, Lin’s Jewelry. “Some people want to look around unbothered, and some of them want help,” he said.

What really sells jewelry is the local connection.

“Most people want something that has the seal of Guam,” Lin explained. The ornate seal is part of the island’s flag; Lin features it in bracelets, studs, dangling earrings, and pendants, often displayed alongside acces-

147

RSN 67

www.sgnmag.com | October 2021 | Souvenirs, Gifts & Novelties

JEWELRY

Jewelry that Celebrates Surf and Sand Trends at Seaside Stores

M

arine-themed jewelry “sells all day, all year long, to customers from eight to 80” at Tumbleweeds, a Niantic, Conn., boutique, said Owner Tara Wyatt. The family business has sold sea glass and shell jewelry on the Long Island Sound waterfront for nearly 50 years.

Whether by the Atlantic, the Pacific or on the Gulf of Mexico, American coastal retailers do a brisk business in marine-themed jewelry. Locals love pieces that reflect their beach lifestyle; vacationers cherish seaside souvenirs. At Tumbleweeds, visitors to the 2,000-square-foot store will find a mix of “fun, beachy jewelry” featuring shells, seahorses, sailboats, mermaids, and waves.

148

Some of the pieces are “similar to a Pura Vida style,” Wyatt said. Customers will often buy multiple anklets and bracelets to stack and layer in different colors, with or without charms.

One line, popular with boaters, offers necklaces, bracelets and anklets crafted from heavy waxed, waterproof marine cotton and string. A local teacher makes wirewrapped sea glass pieces; an artisan in nearby Waterford incorporates sea glass, shells, and wampum sourced from Connecticut beaches.

Many of Wyatt’s artisans craft their own displays from repurposed materials like driftwood, barn frames, or even a castaway lazy Susan. “For tourists, it’s nice that our merchandise is locally sourced, locally made,” Wyatt reflected, “but I’ve noticed that locals are looking for the same thing.”

At Coast Boutique in Lauderdale-By-The-Sea, Fla., “everything is coastal inspired,” said Owner Ina Marjakangas. Her 8-year-old, 1,000-square-foot store specializes in sea-themed pieces from local Florida designers.

“We’ve got turtles, starfish, octopus, jellyfish,” Marjakangas said. She’ll display sea glass jewelry amid rice “that looks like sand,” pose rings on starfish arms, and drape pieces over shells and coral in larger cases.

A highlight is enamel jewelry from a nearby HollyDana Spanierman, owner of wood artisan. “You normally only see enamel in the very Leeba in Santa Cruz, Calif. high end, or else you see it done very poorly in costume jewelry,” explained Mar- Spanierman conceives jewjakangas. “But this hits the sweet spot; the clasp, settings, and enamel work are elry for the store in materials pearly seashell impeccable, yet also very affordable.” Prices start around $50 for a stackable ring to such as the abalone. hundreds for a more elaborate piece.

Continued on page 150

Souvenirs, Gifts & Novelties | October 2021 | www.sgnmag.com

RSN 23

Jewelry

150

Jewelry that Celebrates (From page 148) Another line features sea-life motifs rendered in sterling silver set with larimar, a brilliant blue stone only found in the Dominican Republic. “The blue is just outstanding, everything a turquoise wishes it could be,” Marjakangas said.

On the lower end — $50 and under — sea glass and pearl jewelry sell briskly. And while Coast’s prime jewelry demographic is the over-35 crowd, wave-themed rings are hot with kids. “Pura Vida and others have made the wave motif popular, and now they’re all going bananas for it,” observed Marjakangas. “I can’t keep those rings in stock.”

For Michelle Alexander, owner of Rascal’s Ladies Boutique in San Clemente, Calif., the coastal lifestyle is both a passion and a vocation. Alexander started working at the store as a teenager a quartercentury ago; three years ago she bought the business. “I do buy a lot of nautical, because we’re by the ocean and I love it,” said Alexander of Rascal’s jewelry selection — seashells, anchors, seahorses, and crabs on everything from earrings to charm bracelets.

An exterior view of Coast Boutique in Lauderdale-By-The-Sea, Fla. In her store on a picturesque stretch of the PaThis 1,000-square-foot store specializes in sea-themed jewelry cific, Alexander carries the theme through with pieces from local Florida designers. elaborate, color-themed window displays. “I’ll inAt Rascal’s, the top-selling jewelry is anything with clude gold sea stars with other gold jewelry, perhaps a starfish from the popular Brighton brand, followed against a green silk camisole,” the retailer explained. by pieces set with dolphins and sea turtles. “There’s “For bolder pieces, I’ll style them on a complete enjust something about a starfish,” Alexander said of her semble, so the sea pieces become a focal point.” “hands-down” best-seller.

Other favorites include Brighton sea-themed earrings, necklaces, charm anklets and charm bracelets. But Alexander also carries sea-inspired baubles from other lines; a popular American line features anchor and seahorse earrings, and there are bejeweled lighthouses and seashells from Swarovski.

Alexander said she can hardly keep up with Rascal’s online orders from customers around the country, many of whom repeat-order for gifts or add-ons. “They’ll buy a gold starfish pendant and An interior view of Coast Boutique. High-quality enamel jewelry is affordable at the store, where sterling silver pieces set with larimar are also available. then the matching earSouvenirs, Gifts & Novelties | October 2021 | www.sgnmag.com

rings,” she noted. “You just can’t get more coastal than that.”

For Dana Spanierman, the concept of “sea-themed” is more expansive.

The jewelry she conceives for Leeba, her Santa Cruz-based business, might look like dolphins, starfish, or whale tails — but it also may feature abstract designs in materials like abalone, a pearly seashell. “A ring with abalone is ocean inspired, because abalone comes from the ocean,” explained Spanierman, who works with a local shell and stone shop to place and polish the shells.

Since launching Leeba in 2014, Spanierman has sold her wares wholeJewelry in a display case at Sea sale and online, as well as at events and festivals. For those in-person sales, Glass Lane. Earrings and necklaces Spanierman typically displays jewelry grouped by shell type, so shoppers can sell best, with bracelets coming in third, the owner said. easily find their favorites. Best-sellers include pendants set with abalone and feather-motif rings in a variety of shells and stones.

Leeba’s business model succeeds thanks in good part to social media; the Instagram account has a huge following. “I get a lot of orders from men, though women ages 30 to 70 are the biggest demographic,” Spanierman reflected. Yet the sea theme has universal appeal: “I’ll get the cute little 7-year-old girl who wants the abalone heart earrings, the man buying for his mom or sister, women buying gifts for each other,” the jeweler said.

At the two Sea Glass Lane locations in Sanibel and Sarasota, Fla., the typical shoppers are “fairly affluent women aged 40-60, likely tourists, dressed in what we like to call beach bohemian,” said Owner Scott Brogan. Most jewelry sells in the $50-150 range.

Earrings and necklaces sell best, with bracelets coming in third. Brogan’s team gets creative with displays, draping necklaces on vintage white ping pong paddles and studding lentil-filled boxes with shiny earrings. Other items are spotlighted in white vintage window cases with LED lighting.

Unsurprisingly, authentic sea glass jewelry is the lure. “I think generally customers love the idea of sea glass being a reverse gem,” Brogan noted.

A Sea Glass Lane display of apparel, accessories, jewelry and books. The “While all other jewelry is created by nature and refined by man, sea glass store has locations in Sanibel and is created by man and refined beautifully by nature. We like to tell how it Sarasota, Fla., and typical shoppers starts out as trash, with sharp edges — but like the rest of us, softens with are women who favor beach bohemian age and acquires a beautiful patina.” ❖ apparel, the owner said.

Jewelry Product News Brief

news

NB brief

Oh Snap!® Earring Backs Offer an Earring Back Solution Oh Snap!® Earring Backs are the first ever earring backs that connect, to keep track of earrings and earring backs. Each product comes with a magnetic plate, three pairs of earring backs (six connectable cubes), and a silver mesh bag. Best for smallmedium stud earrings.

(For more information, visit ohsnapearringbacks.com or circle 67 on the reader service card.)

Oh Snap!® Earring Backs are best for small-medium stud earrings.

www.sgnmag.com | October 2021 | Souvenirs, Gifts & Novelties

151

RSN 34

RSN 34

RSN 34

RSN 34

RSN 34

RSN 34

GAMES, PLAYTHINGS AND PLUSH

Which Diversions Are Doing Best?

What Is Selling at Toy Retailers

T

oys that stimulate the senses and engage children’s curiosity and creativity are the biggest sellers at Whistle Stop Hobby and Toy, Inc., in St. Clair Shores, Mich. “I think the sensory toy phenomenon started with slime,” said Julie Everitt, co-owner of Whistle Stop. “From basic slime, they started adding different materials to it. Kids would squish it and say, ‘It’s just so satisfying!’ I think evolving popularity with toys will continue within the sensory realm. Toy stores will come out with new and different ideas. The educational toys [sell well]—they are sensory and ‘satisfying’—they’re good for you. They help stimulate the brain and become stronger in other areas.

Parents like sensory toys—they’re fun, with a purpose.”

158

Pop Fidgets—best described as “silicon bubble wrap” whose “bubbles” can be pushed through the material from one side to the other and come in a wide variety of shapes and colors—are undoubtedly the most popular toy right now, according to retailers. “They’ve been holding on since last year. They’re evolving and coming out with new styles. We had fidget spinners, now we have Pop Fidgets,” Everitt said.

“That’s the hardest part about owning a toy store—it’s hard to predict the big toy of the year. You’ll get the big toy of the year, and it will go away just as quickly.”

She pointed out children remain their focus group and are pretty clear when a toy is hot and when it’s not.

Whistle Stop Hobby and Toy, Inc., in St. Clair, Mich.’s Owners Wendy Bacon, Besides sensory items, toys the whole Rick Claggett, and Julie Everitt. Toys that stimulate the senses are popular currently, Everitt said. family can enjoy—games, puzzles, craft kits, and building sets—have seen a huge trends as a ‘cherry on top’ and focus on the long-term. surge in popularity over the past year and a half. “Our As some trends come and go, we want to make sure we customers like a wide variety of products depending on stay relevant.” the season. In a typical sale there may be some jewelry, Timeless and engaging toys will always have their a baby toy, craft kit, puzzle or game, and of course, place. Jan Chadwick, manager of The Growing Tree fidgets,” said Christopher Springer, manager of AlliToy Shop in Kennett Square, Pa., named BathBlocks son Wonderland in Lake Geneva, Wis., with a secas one of their current best-sellers. “They’re basiond location in Burlington, Wis. Speaking of trends, cally toys to play with in the bathtub that come in Springer said, “The fidget trend has cemented an different shapes—airplanes and helicopters, also prininteresting category that seems to satiate the desires cess castles. We get a lot of grandparents who come of kids who are looking for stimulation—specifically, Continued on page 160 outside of content that uses just a screen. We view Souvenirs, Gifts & Novelties | October 2021 | www.sgnmag.com

RSN 56

Games, Playthings and Plush

160

Which Diversions (From page 158) in and say, ‘My grandkids have everything.’ We’ll say, ‘They probably don’t have something like this.’

And the grandparents will leave, confident they’ve gotten a good gift. CuddlPals are another big seller.

They’re a ‘snuggle in bed’ kind of toy. They come in unicorns, aliens, some glow in the dark.” Chadwick said their focus is on carrying toys that will appeal to generations of children. “One of the benefits of our type of store…we have a lot of toys made of wood. They’re sturdy and last a long time. We don’t have a lot of things that take batteries. We carry a lot of classic toys which are passed down,” An exterior view of Whistle Stop Hobby and Toy, Inc., with she said. Linda Laramy, owner of Crackerjacks Toys Co-owners Wendy Bacon, Rick Claggett, and Julie Everitt. and Children’s Books in Easton, Md., said the clas- Children are the store’s focus group, and are clear on when a toy is hot and when it is not, Everitt said. sic, “family”-centered items like puzzles and games have been tremendous sellers. She strives to carry a cetera. We carry more specialty toys—things you can’t selection of both trendy and timeless (with more emfind at the big box stores.” Springer said the Allison phasis on the ‘timeless’) items, adding, “For choosing Wonderland team shares the same philosophy: “Know what think will sell…we work with several different who your customers are, and also the identity of your companies. Our sales rep will come in with a catalog, store. There’s a fine line between buying what you like or I’ll get one and I’ll choose what I think will sell. I and what your customers like. We’ve never brought have a gut feeling about a lot of things. Of course, we something in because everyone else has it. Quality always have the classics—dump trucks, baby dolls, et and value are cornerstones of our decision-making process.”

Price point is always a consideration for parents and grandparents when it comes to buying toys. Both Chadwick and Laramy said Bruder, a German-based company, are among their best-sellers in the higher price point. (Laramy sells a Bruder-branded dump truck that retails for $125). “They’re the kind of toys that last forever. The customers who come in looking for those toys. …They know what they’re looking for,” Chadwick said. Laramy has a scooter in stock that retails for approximately $100. Springer said their

RSN 28

Souvenirs, Gifts & Novelties | October 2021 | www.sgnmag.com

Gavin Ford and Isaac Russell photographed with Crazy Aaron Putty merchandise at Whistle Stop Hobby and Toy, Inc. Sensory toys offer “fun with a purpose” according to one of the store’s owners.

Aaron’s Putty. “It’s fantastic,” higher price point falls in the she said. “It’s Made in the USA. $20-$30 range. “This past year’s The company hires special strong sellers that fall into this needs kids and kids with autism. price range would be Shashibo’s, They come up with the coolMagnatabs, and Marky Sparky est products for their company.

Dart Boards,” he said. Everitt People love Crazy Aaron’s Putty sells quite a bit of plush at the because you can get a small kit higher price point. “They’re for $2.99 or a larger tin for $50. probably our second biggest Everyone in the age group from seller after sensory toys,” she 7-87 love it. All their putty can said. “There is a brand called be rolled into a ball and bounce Plushmallows that is extremely like a super ball. It can be moldpopular, and we have not been ed into a volcano; after about an able to get them in. We carry Whistle Stop Hobby and Toy, Inc. Samantha hour it will melt into its origia brand called Squishables, and At Kitchen and Natalie Everitt were photographed Pusheen by Gund, so I would with a Pop Fidgety’s display, a highly popular toy nal form. Each type of putty has right now for retailers. a sensory element—there’s ‘Hysay they are our top sellers in percolor’, which is my favorite. the $40-$50 range. Also, peoYou hold it and it will change color from the heat of ple struggle to get pre-teens a present. Shashibo sells your hand. That’s fun to play with.” Springer sells a lot a magnetic puzzle box with earth magnets inside of it. of toys in the $5-$10 range, adding “Nee-Doh’s have It’s almost like a Rubik’s cube. When you open the dominated this category.” Laramy noted “We have box, there’s a piece of paper you twist and turn your adorable stuffed animals from the Squishables brand.

Shashibo into. It’s been super popular with older kids.”

On the other side, Everitt is selling quite a bit of Crazy Continued on page 162

161

RSN 104

www.sgnmag.com | October 2021 | Souvenirs, Gifts & Novelties

Games, Playthings and Plush

162

Which Diversions (From page 161) mented more displays that show the product without inviting physical interaction. How your product is There are tiny little ones that sell for $10. They’ve merchandised is paramount when it comes to helping been selling well.” your customer make an informed purchase that they Merchandising toys is essential for drawing the atwill feel good about.” Everitt said her staff has made tention of full- and pint-sized customers alike. Chadadjustments, as well. “We have displays out so kids can wick said at Growing Tree, they rely on grouping. “Espretend-play. We put away a pecially for the baby items, we’ll lot of the smaller, germ-grabgroup by age. We’ll also group bing stuff. Unfortunately, like merchandise—the arts and we’re still kind of holding off crafts, stamping. Or, if we get a on the interactive displays. nice order by a particular brand, We do have a huge train we’ll put them out together. We display on the ceiling that also have a really nice bookruns throughout our store, shelf—we get all our books and that’s still interactive. through Usborne, and they’re Kids can still come and push usually all grouped by age.” Larathe buttons and turn on the my also utilizes grouping: “We lights.” As toy retailers gear have the baby items up front, the up for the holiday season, small pick-up little items in the they are keeping a close eye middle, the stuffed animals and Paige Honkanen photographed with plush at Legos are in the back. We have Whistle Stop Hobby and Toy, Inc. Aside from a train on back ordered products all the construction toys in one setup, the store is still holding off on its interactive and item shortages. Everitt displays because of the pandemic. advised anyone seeking that spot, games in another. We’ve one special item for a child also found if we move something from Santa to request it early. from the bottom shelf to the Laramy noted that despite the challenges all retailers middle where it’s more at eye level, it will sell faster.” faced over the past year, in some ways it’s been one of Shopping for toys is normally an interactive experiher best years in business. “The thing that’s been most ence for customers. COVID has changed that. Many amazing to us—there has been a tremendous amount retailers have come up with alternative ways to display of local support. Customers are coming to us instead of and demo products. “Before the pandemic we used to going to the big box stores. Our business has been up have a lot of demos and interactive displays that enover the past year. I’d say if there was any trend right couraged hands-on interaction,” Springer said. “We’ve now, it’s supporting local businesses.” ❖ had to scale that back dramatically and have imple-

Toy

Product News

Toys EUGY’s are our tribute to nature. ECO-FRIENDLY & SAFE FOR CHILDREN - EUGYs are made from biodegradable cardboard and are 100% recyclable.

Printed with non-toxic, eco-friendly ink, with non-toxic glue, these little animal friends are safe for children and the environment.

(For more information visit www.eugy.com or circle 28 on the reader service card.)

Souvenirs, Gifts & Novelties | October 2021 | www.sgnmag.com

GAMES, PLAYTHINGS AND PLUSH

Never Enough Plush Today’s Stuffed Toy Trends

P

lush toys never seem to fall out of favor. Whether they’re a much-coveted addition to a collection or simply an impulse buy, an accent to a gift or the gift itself, plush always finds an audience. For this article, four stores around the country discussed some of their bestsellers and where they source their cuddly merchandise.

Anything and everything Squishmallow is selling are skewed thanks to COVID-19, comparing year to at J’s Hallmark in Oklahoma City, Okla. People of all year Ty is still a top 15 vendor for us,” New Moon ages are buying these ultra-squishy huggable plush toys said. She noted that Ty carries realistic animals but which feature over 1,000 characters ranging from anialso has creatures featuring wild colors and textures. mals to pineapples, astronauts to avocados and every“The cute factor seems to hold the biggest appeal from thing in between. “The mushroom and s’more Squishmy perspective. When looking at Squishmallows for mallows are a big hit, and we have customers calling example, they are complete fantasy in color or form, frequently to see if they’ve come but they’re all super cute.” in,” said Rachel New Moon, a Although plush doesn’t domibuyer for J’s Hallmark, a family nate sales at Feeney’s Hallmark owned and operated collection in Olathe, Kan., a couple of of 27 stores located in Oklahobrands hold their own. Mary ma, Texas, and Arkansas. She Meyer Stuffed Toys is one of expects a Halloween-themed them. “It has been a solid line shipment of this popular plush for us for many years. It’s qualline to sell out very quickly. ity plush at a good price point New Moon finds plush for the and there’s a wide assortment approximately 5,000-squareof different animals,” said store foot Oklahoma City J’s HallOwner Sandy Feeney. Custommark and other stores in the ers also gravitate towards Warmgroup by attending markets in ies Stuffed Animals. Since these Atlanta, Dallas, and Las Vegas. cute and cuddly creatures are “But we also read trade magacompletely microwaveable, the zines, listen to other retailers warmth they bestow can be esChristopher Springer, manager, Allison and pay attention to current Wonderland in Lake Geneva, Wis. “ …As trends pecially soothing. come and go, we want to make sure we stay trends.” J’s Hallmark is a memFeeney’s Hallmark tends relevant,” Springer said. ber of the Southwest Buying to favor realistic plush, both Group, an organization where retailers from all over color and style wise. However, the large store does the country can share and compare ideas. Social media have Beanie Boos in stock which can lean towards is a good source for what is hot. “We recently had sucvivid colors and fanciful designs. “I do have some of cess with a brightly colored reversible plush octopus those Ty products, but they’ve kind of slowed down. that was a TikTok craze. It featured a happy face on I haven’t ordered any for quite a while and probably one side and a sad face on the other to help the owner won’t,” Feeney said. When she feels inclined to exwordlessly convey their feelings.” pand her plush offerings, this veteran retailer considThe whims of plush buyers can be hard to predict. ers merchandise she sees at shows or relies on vendors A certain texture, color, facial expression or even eyes who share insight about new lines. can unexpectedly drive sales. “While sales for last year Continued on page 164

www.sgnmag.com | October 2021 | Souvenirs, Gifts & Novelties

163

Games, Playthings and Plush

164

Never Enough (From page 163) Plush sales at Julie’s Hallmark in Bermuda Dunes, Calif., are currently being driven by the Squishmallows craze. “We have a giant shipment coming in.

We’ve reserved 20 feet of space in the store which, at this time of year, we don’t really have to spare – but it’s worth it,” said store Owner Julie Kathawa. Staff has been keeping a list of over 100 eager customers up to date on the cuddly creatures’ arrival and urge people to follow them on social media for the very latest news.

“Kids are collecting them – elementary, middle and high schoolers, as well as college students. People give them as gifts to babies or keep them for themselves!

They’re just super soft and sweet and make everyone feel happy.”

Describing herself as a very avid magazine reader, Kathawa scouts new plush items for her 4,500-squarefoot store in various publications – including Souvenirs, Gifts and Novelties. She also attends trade shows such as the one in Las Vegas and frequently scans offerings from various toy companies online. Since the Squishmallows fad took hold, her color offerings have been all over the map. Between the animal shapes, food items and more, not to mention licensing agreements with brands such as Hello Kitty, Disney, and Star Wars, Squishmallows’ colors run the gamut. “They’re even doing some exclusive offerings with Hallmark.

It’s nice that Hallmark is such a good company that they choose to align with us and make special ones just for our stores,” Kathawa concluded.

Two plush lines top sales at Hirons, a venerable, family-owned pharmacy and gift shop with two locations in Eugene, Ore. Jellycat soft toys rank as num-

ber one. “We thought initially that their higher price point might be more than our customers are willing to spend, but Jellycats are so special and so cute that people just love them,” said Nicole Allred, the gift shop manager. Ty Beanie Boos rank second. “They’ve been kind of a classic staple – really adorable and super affordable. We find that Jellycats do really well with people seeking baby gifts or a special plush item whereas Ty appeals to 4-to-10-year-old kids.” Hiron also carries plush selections from Aurora, Douglas, Wild Republic and the occasional item from Demdaco all in an effort to have a good variety of different cats, bears, and similar creatures. “We find these kinds of realistic animals sell really well for us.”

Although Hirons hasn’t jumped on the official Squishmallows bandwagon, they have incorporated some of the Ty Squish-A-Boos into their offerings.

“We also do really well with Pusheen and their Studio Ghibli line,” said Allred, who in addition to relying on advice from sales reps, typically attends gift shows to find new merchandise. “Plush is great to find at shows because you can touch it, feel it, and see the quality, which is so important.” Hirons devotes approximately half the square footage at both its stores to gift items – although the Franklin Boulevard store devotes more space to University of Oregon products since it is situated very close to campus.

“Plush is a good category for us. It’s one of those things where your heart really leads you to the one you want. Soft and cuddly and cute usually wins out so that’s what we aim for. We select the ones we think are the absolute cutest and they tend to do really well,” Allred concluded. ❖

Toys Product News Brief The Petting Zoo Grows Its Sustainable, Eco-Friendly Wild Onez Plush Line It’s an exciting time to check out all the new happenings at Maryland-based plush company, The Petting Zoo. Due to the success of their new brand Wild Onez, the company finds itself growing as a core vendor faster than anyone expected.

Wild Onez features realistic detail and educational value while being constructed of high-quality fabrics and fill made completely out of recycled water bottles. Each plush piece includes, recycled paper hang tags, sewn on “I’m Recycled” patches along with customer-centric value pricing. It’s obvious that retailers of all sizes are taking notice.

(For more information, or to have a look, call 1-888-8674059, visit www.pettingzooplush.com, email customercare@pettingzooplush.com, or circle 72 on the reader service card.)

Souvenirs, Gifts & Novelties | October 2021 | www.sgnmag.com

news

NB brief

The Wild Onez line from The Petting Zoo features realistic detail and educational value.

See a whole world of puppets at www.folkmanis.com or call 1-800-654-8922 for a free catalog

RSN 35

GAMES, PLAYTHINGS AND PLUSH

Striving to be First Place Sales Winners Sports Fan Stores’ Best-Selling Toys

S

ports fans are always eager for team-centric toys to enhance a collection or just for fun. For this article retailers from team stores and fan shops described their top sellers in this category and what’s new in toys this year.

At Baltimore Sports & Novelty in Owings Mills, Md., Owner Jeffrey Katzen and longtime Store Manager Geri Durham, offered their takes. “We don’t do much plush,” Katzen said, “but we have plenty of bobblehead players that do quite well, especially the Lamar Jackson.” Jackson is of course the star quarterback for the NFL’s Baltimore Ravens.

166

According to Durham, the store just received two NFL team store, speaking for Manager Megan Kelly, said new bobblehead figures that are both doing very well. that the store’s top selling toys are its plush mascot. The “One is the Orioles mascot which is an oriole, and it signature, costumed, lime-green plush depictions come plays ‘Take Me Out to the Ballgame.’ The other in a variety of outfits and sizes. “Our mascot is is for the Ravens. Their mascot resembles the Philly Phanatic. We have a wide vaEdgar Allen Poe, and that has a lock riety of that plush figure, small beancombination-type mechanism ies, large figures. People also like to which you can use to change buy baseballs, and many collect the numbers that countdown those from each stadium they “Our mascot is the Philly to the next kick-off. For visit.” This year, there are no Phanatic. We have a wide variety example, right now its 47 new toys as yet. “We had days to the next kick-off. an abundance of the Phaof that plush figure, small beanies, Because you can change natic plush left over from large figures. People also like to buy it every day, it’s a lot of last year, so we haven’t baseballs, and many collect those fun.” She said she thinks gotten the new colors as from each stadium they visit.” both toys will continue to yet. People are very much do well. buying them now.” Other - Karen Gjellestad, Katzen displays toys toy items that the store sells Citizens Bank Park, in the approximately include batting gloves and Philadelphia, Pa. 1,200-square-foot store by small wooden bats, and Oyo placing new items on the counter mini-player figures that can be directly so that customers can easily assembled and positioned into difview them at check out; one of each ferent shapes, similar to LEGO figures. individual bobblehead is placed on a shelf Along with the vividly green Phanatic, behind the cash register, out of their boxes so that plush team logo teddy bears, some with ball, cap and customers can see them. Display of toy items is dictated baseball jersey, others with little “P” logo sweatshirts, both on where they will catch the eye, and limited storare popular, too. Some teddy bears are sold in sets with age space on the sales floor. baseballs. There are team player plush figures, rainbowThe store only carries licensed toys, and all of their colored llamas, and unicorns with team logos, too. merchandise is licensed.

According to Gjellestad, “We display in categories At Citizens Bank Park in Philadelphia, Pa., Karen and we have various sections for items, such as plush Gjellestad, sales associate at the Philadelphia Phillies in one area, batting gloves in another, novelty items Souvenirs, Gifts & Novelties | October 2021 | www.sgnmag.com

Games, Playthings and Plush like key chains and magnets elsewhere, and jewelry separate from that.” She related that this is the easiest way for game-time fans to come into the store, find what they want and get back to the ballgame. Licensed toys are all that the store carries in the large, two-level facility. “Upstairs, we have the Phanatic attic, and we have big baskets of the plush figures of all sizes there.

We keep the children’s apparel section upstairs, too, which makes it easy for parents to find gifts and for the kids to shop, as well.” Additionally, the store occasionally posts photos of its toy items on social media, which adds to interest in the in-store toy displays.

In Hurricane, W.Va., Chad Rogers, general manager and head buyer at Sports Fanz reported that his topselling toys are “Big Shot Ballers from a company out of Lima, Ohio called Party Animal. They are a cross between an action figure and a bobble head, and we have them for baseball, football, basketball, and hockey and soccer, too.” He noted that the company also does a smaller “teeny-mate” version and mini figures with oversized heads that come in collectors sets. The collectors set are the newest toys in the store; many are unique. “Those are selling like crazy,” he added.

Rogers keeps toy items together by the type of sport they represent. “We try to keep the NFL toys together, and then basketball and baseball. We will put new

items prominently upfront in the store, if possible, we’ll even peg them to a big rack that we have.”

Whether college team or professional sports team, all merchandise in the store, including toys are officially licensed.

And in Omaha, Neb., at Husker Hounds, Manager Brett White has both plush toys and bouncy balls that Continued on page 168

Toys Product News Brief Aurora World Announces the Successful Relaunch of the Palm Pals Collection Aurora World has announced the relaunch of its “Palm Pals” collection with a new and improved outlook due to the high demand and increasing popularity of these fun-sized pals. The Palm Pals collection is unique, high quality plush that fits perfectly in the palm of a hand. It doesn’t take much effort for a consumer to fall in love with this adorable line at first glance and be eager to collect them all.

“Our Palm Pals plush line, made from recycled pellets and polyester fills, has received a strong retail sell-through. With products flying off the shelves, Palm Pals is becoming an increasingly popular collection across all channels. Hence, we are relaunching Palm Pals with fun collectability aspects so all Palm Pals fans can be a part of the journey every step of the way.” said Aurora Senior Vice President of Sales and Marketing Michael Kessler.

This new Palm Pals efforts highlight a variety of new categories for Palm Pals – Zoo, Barn, Forest, Pet, Whimsical and Cravings collections. All together, the entire Palm Pals collection carries over 40 SKUs in the product line.

(For more information, visit www.auroragift.com or circle 106 on the reader service card.)

news

NB brief

Customers who collect all the Palm Pals can become a Palm Pals Champion of the Season, according to the company.

www.sgnmag.com | October 2021 | Souvenirs, Gifts & Novelties

167

Games, Playthings and Plush Striving to be First (From page 167) sell tops for him in toys. “Herbie, our Nebraska mascot, is a very popular plush toy. We also have super high bounce bouncy-balls shaped like basketballs with the Nebraska “N” logo on them. And we also do well with the corn-head foam hats, similar to the cheese wedge foam that Wisconsin fans wear.” He added that Nebraska team trading cards sell very well, too.

New this year are a Herbie plush with glasses and a graduation hat teddy bear, although the store is also “still selling surplus plush from last year due to the pandemic.” One new big seller is a puzzle – literally. “We have a new puzzle of the stadium in 3-D that has just come out and is doing super well for us.”

Toys primarily come from companies such as Windcraft, which White said sell only licensed fan toys.

The 6,000-square-foot store focuses on cross-merchandising toy items throughout the store, according to White. “We also have a kid’s section that has all of our toys in it, and we do have our own section for the puzzles and hats together, and some of the fun small items like the bouncy basketball are up front by the register where kids can easily grab them. You can always hear them bouncing.”

Boys, girls and adults all love fan toys, with mascot plush and collectibles of favorite player figures being top sellers in sports toys across the United States. ❖

168

Top Toy-Selling Customer Service Tips

W

hat customer service tips work best when it comes to selling toys? For this article, sports fan shops of all kinds give their advice.

At Baltimore Sports & Novelty in Owings Mills, Md., Owner Jeffrey Katzen and long-time Store Manager Geri Durham believe it’s all about “hands-on personal service.” Durham said “I’ve always known that’s what separates you from the big boys. You can walk in anywhere and get a product, but with so much competition between online and the big boys, customer service is a really important part of our business, sincerely important.” Both come naturally to Katzen and his manager, but it’s advice that newcomers should 168 take to heart.

Going up the east coast to

Philadelphia, Pa., at the Phillies’ Citizens Bank Park, Karen Gjellestad, sales associate at the Philadelphia Phillies NFL team store, speaking for manager Megan Kelly, agreed that it’s all about customer service. She said that “We point toy items out to customers in the store. And any items that we are promoting, toys or anything else, we will actively show them to people. Right now, it’s our new home run hat that we promote in-store in that way.”

In Hurricane, W. Va., Chad Rogers, general manager and head buyer at Sports Fanz, reported, “I would say right now the most important thing is keeping your cool. We’ve had a lot of challenging customers recently, and we’re a bit short staffed like everyone. We try to do our best.” He

Souvenirs, Gifts & Novelties | October 2021 | www.sgnmag.com

noted that it is important regardless of what you are selling. “We try to respond to everything as quickly as possible when people shoot us an e-mail, call, or come into the store.”

And in Omaha, Neb., at Husker Hounds, Manager Brett White said, “In general, we try to make people aware of the items that we have. People always look for our new, annually added Herbie design, and they usually sell out every year, so we point those out. Mostly customer service is about being proactive, making sure people can see the toys, and of course, we always ask if they need any help finding anything. It’s always important to know where things are, so we can show our customers exactly where to go.” ❖

F E AT U R E D A D V E R T I S E R S

RSN

PAGE #

A 01 Ace World......................69 www.aceworld.us 02 A & F..............................61 www.afgift.com 03 Atlanta Market at AmericasMart.................25 www.atlantamarket.com 04 Alaskan Suncatchers......52 www.alaskansuncatchers. com 05 American Style Sunglasses.....................93 www.americanstylesunglasses.com

RSN

PAGE #

14 AT Storrs (Northwestern)..............109

B/C 15 Beacon Design...............81 www.beacondesign.com

RSN

PAGE #

25 D.C. Jaymes................130 www.wholesalecentral.com 26 Desperate Enterprises....41 www.desperate.com 27 Desperate Enterprises..181 28 Dodoland/Eugy............160 www.eugy.com

16 Bert Anderson................42 www.bertandersoncollection.com

29 Dutch American Imports...3 www.dutcham.com

17 Binghamton Knitting.....138 www.binghamtonknitting. com

E/F/G

18 Bucket Wonders....... 50-51 www.bucketwonders.com

30 Eagle Emblems..............66 www.eagleemblemsinc. com

06 Amish Kraft..................115 219-657-3114

19 Capsmith.......................67 www.capsmith.com

07 AmuseMints............. 58-59 www.amusemints.com

20 Cape Shore..................121 www.cape-shore.com

08 Ande Rooney.................95 www.anderooney.com

21 Charleston Mint............131 www.thecharlestonmint. com

33 Exotic Sea Images..........18 www.exoticseaimages.com

22 Cool Jewels...........132-133 www.cooljewels.com

34 Fiesta Toy Co. Catalog.................152-157 www.fiestatoy.com

09 Ande Rooney...............177 10 Anju Jewelry.................135 www.anjujewelry.com 11 Art Studio.......................17 www.artstudiocompany. com

23 Cruz Accessories.........149 www.cruzaccessories.com.

12 Art Studio.......................19

D

13 AT Storrs..........................9 www.atstorrs.com

24 Dadant Candles............173 www.dadant.com

31 Eagle Products...............63 www.eagletshirts.com 32 Exist..............................BC www.existusa.com

35 Folkmanis.....................165 www.folkmanis.com 36 Grand Strand Gift and Resort Merchandise Show.............................26 www.grandstrandgiftshow. com

www.sgnmag.com | October 2021 | Souvenirs, Gifts & Novelties

169

F E AT U R E D A D V E R T I S E R S

RSN

PAGE #

PAGE #

H/I/J/K/L

M

37 Holden International........77 www.holdenintl.us

51 McCutcheons Apple Products........................56 www.mccutcheons.com

38 International Gift Exposition in the Smokies (IGES).....104-105 www.iges.us

170

RSN

RSN

PAGE #

62 Natural Selections..........60 www.naturalselectionsinc. com 63 New England Bells.........35 www.newenglandbells.com

39 Jack Russell Apps........143 sales@jackrussellapps.com

52 Miami Souvenir and Resort Show (Rockin’ Footwear).....................123 Pinnacle-shows.com/ Miami-souvenir-and-resortshow.com

40 Jackson Pacific............125 www.jacksonpacific.com

53 Mitchell Proffitt................65 www.mitchellproffitt.com

41 Kalan .............................89 www.kalanlp.com

54 Momadic......................116 www.momadic.com

O/P

42 Kerusso........................117 www.kerusso.com

55 Monague Native Crafts...13 www.monague.com

43 Kool Tees.......................64 www.kooltees.com

56 Monogram International.................159 www.monogramdirect.com

66 Ocean City Resort Gift Exp..........................24 www.oceancitygiftshow. com

44 Kurt Adler.......................21 www.kurtadler.com 46 Laser Gifts.............186-IBC www.lasergifts.com 47 Las Vegas Market...........29 www.lasvegasmarket.com 48 The Lipco Group............49 www.lipco.biz

57 Mountain Graphics.........71 www.mtgraphics.com 58 Mountain Graphics.........87 59 Music of the Spheres/ Mots Chimes................103 www.musicofspheres.com

49 Little Critterz...................79 www.littlecritterz.com

N

50 Lorab International........103 www.lorab.com

60 Nate’s Candy Jar............57 www.natescandyjar.com 61 Nature’s Retreat..............68 443-536-5783

Souvenirs, Gifts & Novelties | October 2021 | www.sgnmag.com

64 North Country Wind Bells......................39 www.northcountrywindbells.com 65 Nuwati Herbals.............175 www.nuwatiherbals.com

67 Oh Snap Earring Backs...........................147 www.ohsnapearringbacks. com 68 Pacific Music and Art....100 www.pacificmusicandart. com 69 Parris Toys.....................83 www.parristoys.com 70 Pennybandz.................111 www.pennybandz.com 71 The Penny Men..............33 www.thepennymen.com 72 Petting Zoo..................107 www.pettingzooplush.com

RSN

PAGE #

73 Pikes Peak Rock Shop..............................36 www.pikespeakrock.com 74 Popularity Products.. 22-23 www.popularityproducts. com 75 Popularity Products.. 44-45

R/S 76 Ramson’s Imports........113 www.ramsonimports.com 77 Regatta Apparel....... 30-31 www.regattaapparelgroup. com 78 Rocky Mountain Leaf Co..........................74 www.rockymountainleafcompany.com 79 R.S. Covenant................73 www.rscovenant.com 80 Sandtastik Products.......96 www.sandtastik.com 81 Seagull International.......96 www.seagullintl.com 82 Signs 4 Fun..................119 www.signs4fun.com 83 Simply Southern....140-141 www.simplysouthern.com 84 Silver Streak............. 14-15 www.silverstreaks.com

RSN

PAGE #

85 SJT Enterprises............127 www.sjtent.com 86 Souvenir Avanti...............99 www.souveniravanti.com 87 Souvenir Source.............43 www.souvenirsource.com 88 Spoontiques...................37 www.spoontiques.com 89 Sports Licensing and Tailgate Show.................27 www.sportstailgateshow. com

RSN

PAGE #

97 Wayne Carver Gift & Souvenir....................... IFC www.waynecarver.com 98 Wayne Carver Gift & Souvenir...........................5 99 Wheeler Manufacturing...75 www.wheelerjewelry.com 100 Whistle Creek...............179 www.whistlecreek.com 101 Wild Attire/DBA Alynn Neckwar.................7 www.wildattire.com

90 SS Handcrafted............112 www.sshandart.com

102 Wild Berry....................129 www.wild-berry.com

91 Stealth Technologies.......16 www.stelthtechinc.com

103 Wildthings Snap-Ons......85 www.wildthingstshirts.com

92 Steamboat Sticker Co....11 www.steamboatsticker.com

104 Wikki Stix.....................161 www.wikkistix.com

T/W/X

105 Xplorer Maps..................47 https://xplorermaps.com

93 Tortuga Rum Cakes Co.......................55 www.tortugarumcakes.com 94 Touchstone Distributing, Inc............128 www.touchstonedistributing.com 95 Touchstone Distributing, Inc............136 96 TownPride......................92 www.townpride.com

www.sgnmag.com | October 2021 | Souvenirs, Gifts & Novelties

171

LOTIONS AND SOAPS

Products to Soothe the Senses The Lotion and Soap Picture at Boutiques

T

he Soap Kitchen, an artisanal toiletries boutique in Pasadena, Calif., had already been in business for 17 years when the pandemic upended retail. Nearly two years later, Owner Dali Yu still doesn’t feel comfortable offering in-person shopping at the 600-square-foot store, where “it’s impossible to do any type of social distancing,” she laughed.

172

Instead, Yu has relied on loyal customers and her own ingenuity to keep the business thriving — with online shopping, contactless pickup, and even a YouTube channel. All of The Soap Kitchen’s products are made from scratch on-site in a dedicated kitchen, using all natural ingredients and scented with essential oils instead of perfumes. ”People love to see how we make our soaps; it’s a really hands-on, old-fashioned process,” Yu explained.

Soaps and lotions have emerged as retail winners during the pandemic, as Americans wash hands more than ever to avoid contamination — and then rely on lotions to combat the resulting dryness. “People like our soaps because they don’t dry out your hands the way others do if you’re washing constantly,” Yu explained.

Mask wearing has led to an epidemic of acne, driving sales of specialty soaps that combat skin issues. “Our charcoal soap is one of our best sellers; people love it for healing breakouts,” said Yu. The Soap Kitchen’s charcoal soap is a blend of activated charcoal, which has medicinal properties, with essential oils of verbena, patchouli and sage for a pleasant fragrance. Also popular for sensitive skin is the tea tree face bar; coconut oil bath bombs and lip balms round out the top sellers. “People love giving our soaps as gifts,” Yu noted.

In Washington, D.C., Hunnybunny Boutique has also been sustained through the pandemic by what Managing Partner Andre Byers called “our hardcore customers.” “They already have favorites, so they’re not sampling,” explained Byers, whose daughters, Nya and Zuri, own the 6-year-old, 500-square-foot store.

Online and delivery still account for a greater share of sales than inperson shopping, but more patrons are visiting now than six months ago.

Many are loyal clients with skin conditions like eczema, psoriasis and other

Souvenirs, Gifts & Novelties | October 2021 | www.sgnmag.com

Rosé soap available at The Soap Kitchen. Because of people’s constant hand-washing during the pandemic, and the subsequent need to moisturize hands, businesses such as this are enjoying sales.

Lotions and Soaps sensitivities, and they’re picky about their soaps and lotions. Byers said moisturizing bars are best-sellers in scents like lemon poppy seed, rose clay and lavender, with lotions to match.

Lori Abramov, who owns Soap Cherie in Brooklyn with Jennifer Ho, suffers from psoriasis herself, so she understands the clientele’s specific needs: simple ingredients, all natural, paraben free. In turn, Soap Cherie’s patrons are so loyal that in seven years of business, Ho and Abramov haven’t needed to advertise. The pair runs the business without any employees, relying on social media, email and word of mouth. “We’re in Williamsburg, which is a very tight community, and we also have a lot of online sales from people who visit Brooklyn and then order afterward,” Ho said.

Soap Cherie is known for body scrubs, the signature product, which feature 21 minerals and seven vitamins. Popular scents include winter orchid, “a very fresh flavor,” and lavender patchouli, “which is sweet with hints of vanilla,” Ho said. All the scents come in coordinating lotions as well as body oils, which feature a distinctive dry texture for those who eschew water-based products. “They’re very light, and you can use them on your hair as well as your body,” explained Ho. “Also, they’re visually gorgeous; they’re a best-seller Dali Yu and her mother Eva Yu own and run The at Urban Outfitters.”

Soap Kitchen in Pasadena, Calif., together. Too All the products at Moon Valley Organics are made at a farm small for social distancing, the shop still does north of its Seattle retail outlet. Customers are to the organic, dye- not offer in-person shopping after two years of pandemic restrictions.

Continued on page 174

173

RSN 24

www.sgnmag.com | October 2021 | Souvenirs, Gifts & Novelties

Lotions and Soaps

174

Products to Soothe (From page 173) free products and the overall eco-conscious sensibility.

Manager Sean Brewer explained that Moon Valley’s packaging is largely crafted from post-consumer recycled paper, and shampoo and lotion are available in bar format, eliminating the need for bottles. “People are leaning toward plastic free, and it’s something we promote as a more sustainable way to care for our body,” Brewer said.

“We also try to grow as many of our herbal ingredients as possible.”

Medicinal plants like nettle, comfrey and calendula have healing properties and smell good. Brewer said lavender is the most popular scent, and that customers generally favor floral fragrances.

Sampling, a long time standby of personal care retail, is more complicated during a pandemic. Brewer has chopped up soap into sample size pieces for customers who don’t want to touch something others have handled, though he adds that people are generally less hesitant now. “It’s been little bit of a learning curve,” Brewer reflected. Business remains strong at the 100-square-foot outlet at Seattle’s famous Pike Place Market, aided by a big window display and ample foot traffic.

Americans have spent more time at home during the Soap duo boxes are available at The Soap Kitchen. The pandemic, and that tendency is reflected in strong sales of 17-year-old store is conducting business with online shopping, contactless pickup, and a YouTube channel.

Herbal Remedies Product News Brief

news

NB brief

Nuwati Herbals Offers Herbal Remedies from Mother Earth After 19 years Nuwati Herbals is going strong and still growing thanks to our many loyal customers! We offer retailers “Herbal Remedies from Mother Earth” produced by our Family USA business that include Tea Blends, Balms, Spa Products, a Pet line and a DEET FREE insect repellent.

The Nuwati line can be found in a wide variety of venues, Gift Shops, Zoos, Museums, Coffee and Tea Shops, Spas, Hotels and more. With fun and interesting names like Bear in the Woods Tea, Indian Blanket Balm, Share My Blanket Tea, customers are inspired to reach for Nuwati products!

(For more information, call 314-962-5229, visit www.NuwatiHerbals.com, or circle 65 on the reader service card.)

For 19 years, Nuwati Herbals has been offering herbal remedies with fun, interesting names that inspire sales.

Souvenirs, Gifts & Novelties | October 2021 | www.sgnmag.com

home products like incense at Taj Mahal Imports in Los Angeles. “People are buying a lot of it,” said Manager Wahid Rahaman. For 20 years, customers have flocked to Taj Mahal for raw shea, mango, and cocoa butters; more than 3,000 essential oils; Afro-Caribbean products like Jamaican black castor oil; and the store’s own line of lotions made from ingredients like hemp, goat’s milk, olive butter and green tea.

But the most popular single category, hands down, is the vast selection of African black soap.

These are made according to a traditional method from plantain skins that are dried and then roasted with oils and cocoa pod ashes in a clay oven. Taj Mahal carries African black soap in a variety of formats and brands, from Nubian versions to body wash, lotions, and soap by the pound. “We sell an awful lot of black soap, and people know us for the variety that we have,” Rahaman said. ❖

Colorful bars of soap are part of the inventory at The Soap Kitchen.

All of the store’s products are made onsite in a kitchen using allnatural ingredients.

Colorful soap loaves photographed at The Soap Kitchen. Essential oils, not perfumes, are used during the soap-making process at the store.

RSN 65

www.sgnmag.com | October 2021 | Souvenirs, Gifts & Novelties

175

TRUCK STOPS AND TRAVEL CENTERS

Gifts from the Road Merchandise at Travel Centers and Truck Stops

By Sara Karnish

T

ruck stops and travel centers are usually viewed as service providers, in a way, offering necessities to motorists and truck drivers —namely gas, food, and restrooms. These staples remain at the core of these facilities, although many have expanded into multi-faceted enterprises, with everything from restaurants to car museums, casinos to chapels. And many carry a wide selection of gifts and souvenirs. These venues do not just cater to long-haul truckers. Instead, travel centers and truck stops welcome a broad customer demographic—many of whom are regular shoppers. First-time visitors are often pleasantly surprised by the broad selection of gifts, if not a full-fledged gift shop, at many of these locations.

176

“My grandfather’s famous quote is ‘the only thing that doesn’t sell is merchandise left in storage.’ We sell all sorts of knickknacks that are cute and elegant all the way to downright weird,” said Raina Shoemaker, owner of Shoemaker’s Travel Center in Lincoln, Neb. “Some of our best-sellers are our big blankets with a variety of animal and pop culture prints on them. Last year I found a sour candy on Facebook called Sour Strips and they’ve been a big favorite to customers and staff. Lastly, our Husker section is a favorite for all types of customers. The Huskers are our pride and joy here in Nebraska and it gets wiped out [for] almost every home game.”

Travel centers and truck stops carve out their own niche in gifts and souvenirs by stocking merchandise unique to their physical location and surrounding geographic area. Lincoln Tarantino, general manager of Clines Corners in Clines Corners, N.M., and Glenda Garcia, gift shop manager at Russell’s Travel Center in Glenrio, N.M., are located along historic Route 66, and they say this alone helps to drive merchandise sales. “Anything we brand with the Route 66 logo—shot glasses, T-shirts [sells well], and anything that’s unique,” Tarantino said. “We offer our own proprietary Clines Corners merchandise, and anything with a New Mexico theme—we tie it in as much as possible. We do a fair amount of business with our T-shirts. Our authentic Mexican bajas sell well. We sell fireworks because so many other stores Continued on page 178

Souvenirs, Gifts & Novelties | October 2021 | www.sgnmag.com

Della Russell, left, merchandising specialist, with Laura Palmer, stock manager, photographed at the St. Regis Travel Center working with the custom collection, “Live on the Bright Side” that features apparel, drinkware, stickers, and hats.

The Original H I G H LY E M B O S S E D T I N S I G N S

aanndd

l l i t S st! tthhee Be 012021

V I S I T A N D E R O O N E Y. C O M T O D AY !

See our other ad on page 95 We Stick To The Original.

™

information@anderooney.com • (845) 691-2260 • 3 Lumen Lane, Highland, NY 12528 RSN 09

Truck Stops and Travel Centers

178

GIfts from the Road (From page 176) leberry shakes in the last 12 months and everything huckleberry is popular,” she said. “We carry preserves, around us have them. We also have a decent specialty syrup, licorice, taffy, lip balm, lotion, coffee, tea, bath counter with a focus on handmade Native American bombs—you name it—if it is huckleberry, we will try jewelry from the Navajo and Zuni tribes hand-picked it!” She added, “Montana T-shirts and sweatshirts by our owner.” Garcia counts the Route 66-themed [are] always a top souvenir to remember a great trip merchandise among their best-sellers, along with “the to Montana. Jewelry, purses, lotion, socks, mugs—we NFL-type stuff. We’re between Denver and Dallas, so carry over 400 gift vendors, so we carry all sorts of catthey sell well. New Mexico-themed or name-dropped egories. Made in Montana is always popular, and this merchandise. We sell a lot of wind chimes. We sell a year, bee, sunflower, rocks and crystals, peacocks, trees lot of stuffed animals. We sell a lot of Russell stuff,” and mountains were all popular collections.” Bullock she said. “We have so many tourists coming in from pointed out most of her I-40—we definitely have customers are “visitors a plethora of people comto Montana—mostly ing through, so we should families. Hikers, camphave something for evers, et cetera who want eryone. We also have a to enjoy and explore kind of 60s retro theme, the great Montana outso things with Elvis, Maridoors.” lyn Monroe, and John Tarantino said, “The Wayne do well for us. We primary goal for the also sell a lot of women’s owner of Clines Corclothing—stuff you won’t ners is to get customfind anywhere else. Cowers off the freeway. We boy hats. Puzzles.” Garcia have 72 billboards suradded, “Everyone is our rounding our establishcustomer! We have some ment. We have about regulars. We have a lot 65 billboards going of truck drivers who stop east. Whatever we can in and do some shopping. put on those billboards People who live locally, advertising Clines Corthough we get people from ners, we do it so people within a 100-mile radius know what we have.” who come in specifically In keeping with the to eat and shop. Different retro Route 66 theme, tourists who come in and Tarantino said, “We are surprised at everything have a lot of nostalgic we have to offer. We also stuff, including the old get a lot of tour buses from school candy that’s hard other countries who are to find, like Beech-Nut touring the U.S.” (CusTammy Lowry, left, gift/clerk/merchandise, with Cassie Woodson, gift shop manager, photographed in front of a gum, candy buttons, tomer demographics have of a popular outdoor collection at the St. Regis Travel candy cigarettes. Our changed—significantly, in display Center in St. Regis, Mont. The staff mixes products from difmany instances—due to ferent vendors to create displays with coordinating colors and homemade fudge is very various textures. popular. We try to apCOVID-related travel repeal to every customer. strictions).

We want to give them a Huckleberries—in their reason to stop for something besides fuel, food, or the original form or huckleberry-infused products—are the restroom.” hot commodity at St. Regis Travel Center in St. Regis, Because customer demographics at these businesses Mont., according to Owner Muffy Bullock. “Monare so broad, travel center and truck plaza operators tana wild huckleberries have a short season and can’t likely carry an even wider selection of merchandise be cultivated, and they are delicious. Our visitors can’t than the average souvenir, gift, or novelty shop. There wait to try them! We have sold over 90,000 huck-

Souvenirs, Gifts & Novelties | October 2021 | www.sgnmag.com

High Profit Margins!

GREAT FATHER’S DAY GIFT ITEM!

is a bit more opportunity for buyers to get more adventurous with their stock. “I think 5% to 10% of your merchandise should be items that stretch your usual look. You will have some losers, but you will also have some winners!” Bullock advised. “On the losers, don’t beat yourself up. Pull them off the floor and run an annual sale, get your money back, and try again.”

As Shoemaker points out, any merchandise not on display won’t sell. Retailers have taken this philosophy to heart and utilize several merchandising methods for displaying items. “After being here for 11 years, I’ve learned what’s more eye-catching.

You have to put a lot of effort into making everything look nice,” Garcia pointed out. “We put [items] so they go together. We do grouping—jewelry with jewelry, NFL with NFL.” Shoemaker’s other effective tip? “Put things at the eye level of the customer you’re trying to attract. For example, kids’ toys go on the bottom shelf or the lower level.” (Shoemaker’s Travel Center’s retail operation consists of 7,500 square feet). Bullock suggested

Sardine Can Survival Kit

Proven Strong Seller 4-6 Turns Yearly Three Tier Wholesale Unit Pricing Range From $6.00 - $7.00

Show Counter display, FREE

HIKING STICKS.... spending a bit more on quality display fixtures. “Buy new fixtures and display items every year. Invest in good materials so your merchandisers have new and creative items to build attractive displays.” Bullock has 6,000 square feet for gift retail, 15,000 square feet for total retail including convenience store, restaurant, casino, and restroom.

Tarantino said when it comes to displaying merchandise, the idea of “less is more” does not apply—rather, more is definitely more. “We have T-shirts hanging on racks, ponchos hanging on racks. We have curios and souvenirs on shelves, racks, on walls and in display cases. We want to bring the customer in. We’re open 24 hours a day, so they can come in at any time and look around. We have some higher-end authentic merchandise (such as the handmade Native American jewelry), and just a wide range of merchandise. Wherever we have an empty space on a shelf or rack, we put something in the space.”

Rather than just use the facilities at a travel plaza or truck stop, it’s in the customer’s best interest to browse the gift selection at these venues for a few moments. They could find the perfect item for themselves or someone special, or a unique “must have” item they didn’t know they were searching for. ❖

....One Very PROFITABLE Square Foot!

• 40+ styles • Pre-pack Assortments • Display stands

www.whistlecreek.com Ph: (970) 586-7310 Fax: (970) 586-3447

114 Stone View Cir., Mammoth Springs, AR 72554

RSN 100

www.sgnmag.com | October 2021 | Souvenirs, Gifts & Novelties

179

PARTY STORES

Adjusting to the Times How Party Stores Are Operating in a Changing Party Environment

By Sara Karnish

C

A view of the sales floor at Partyland. The store displays photos of its balloon work on a counter, and sells a lot of jobs from the photos, according to the owner.

elebrations may be smaller in scope right now, but the atmosphere is no less festive, according to balloon and party supply retailers. “People are doing smaller home parties but decorating them more and making them more special,” said Melody Yesberg, owner of Celebrations Unlimited in Festus, Mo. “We’ve had to pivot. We used to do a lot of church functions, but that’s been put on hold. We’ve had to find a new niche. People’s budgets are higher than what a typical home party would be. They want to make the [event] special.”

180

Gary Krekelberg, owner of Party Land in Sioux Falls, S.D., said his business did not shut down completely as many others did throughout most of 2020.

“We remained open all the time. There were only a few months where business was really bad, and that was during graduation season. It seems like this last graduation season, people made up for it. We never shut down—people were just more cautious.” Krekelberg pointed out certain categories did better than others. “This past year was probably our strongest year, and we’ve been open for 20 years. I think the trend is [the party business] will continue to get stronger. A lot of that is in balloons. I’m not sure why. Some of the trends in balloons are anagrams, orbs, and bubble balloons. The balloon business is strong and will continue to get stronger. The issue we’re having is getting product in stock. We have about six colors that are very popular, and we can’t get them. People are understanding and will pick another color,” he said.

Krekelberg is doing huge business with the large mylar number balloons for birthdays and anniversaries.

“If it wasn’t for those, we probably wouldn’t be able to stay in business,” he said. “They got very big because of Pinterest. Those number balloons are something like $12.50 apiece. My biggest tip for selling more balloons is to advertise that you do them. Display them as much as you can. The top of my 6-foot counter is full of photos of our balloon work. We sell a lot from the photos. I also think we do the best balloons in town. That’s just a fact—I’m not bragging. And word of mouth after 20 years in business hasn’t hurt us any.”

Continued on page 182

Souvenirs, Gifts & Novelties | October 2021 | www.sgnmag.com

Employee Skye Cehen of Dakota Party. Unicorn and dinosaur balloons are top sellers for the store, according to the store’s owner.

RSN 27

Party Stores

182

Adjusting to the Times (From page 180) not show the proportion of the design.

With the number balloons, the parJack Wellman, owner of Dakota Parties are smaller, but people are spendty in Rapid City, S.D., said he has seen ing more on the décor. They want a tremendous uptick in balloon sales, to make a great photo background— as well: “Large number, mylar balloons that’s been really popular. There are are the best-sellers. Their popularity was many trends I’ve seen and have tried, growing prior to 2020, but it seems to but they haven’t caught on here. I try have increased at a much higher rate. new things cautiously, so I’m always Then balloons and colors that match trying something new. I’m not one to trends and party themes. Unicorns and go all in. I’ll try something small and dinosaurs are still top sellers, for exsee how it goes. You have to see what ample.” Josephine Latini, owner of It’s your market does. You have to try to MY Party in Williamsport, Pa., said cusGary Krekelberg, owner, tomer satisfaction is her top priority, and Partyland, Sioux Falls, S.D. “This find what works with where you are. past year was probably our Know your market, and you learn it she will special order items as needed. strongest year, and we’ve been “The thing I worry about most is help- open for 20 years,” Krekelberg through trial and error. You have to change with the times, and the ecosaid. ing the customer and having what they nomic times. It’s been an interesting want. Balloons are harder to get—many year and a half, two years, but our sales are back to things are on back order. The trends in balloon colors their pre-2019 levels.” are pearl pink, pearl white, and silver. Also rose and Besides balloons, party retailers note strong sales in ivory. I’m also selling a lot of a eucalyptus pattern in paper goods and flatware. “I [sell] a lot of solid colors an ivory, emerald green, and gold combination that in the plates and napkins to mix and match and coreally looks sharp. People are doing the big number ordinate,” Latani said. “Sometimes you need a plain balloons, mostly in gold and silver. If a customer wants place setting because too much pattern gets too busy.” a different color, I’ll call one of my companies and do a Retailers said the licensed products, especially for kids’ special order. Not all companies are carrying the same birthday parties, is still in high demand. “Best-selling colors that they used to. There have been some disthemes are unicorns, dinosaurs, Mickey and Minnie continuation of colors, and some are hard to get,” she Mouse. Milestone birthdays are also at the top of the said. list. We’ve also seen strong sales in seasonal this year, Yesberg is also seeing strong sales of the mylar numsuch as graduation parties, patriotic, and themes such ber balloons, and suggests having as many examples of as luau,” Wellman noted. As far as overall trends, balloons and balloon work on display as possible. “We Wellman said he is just seeing a huge demand for balsell more of whatever we have on display. We can sell loons and balloon bouquets. “We’re also seeing an insomething directly off a shelf and tell the customer, crease in customers doing their own balloon art décor ‘This is what it looks like, size, et cetera.’ Pictures do

The Question of Selling Candy

C

andy adds a sweet touch to any celebration, but not all party retailers carry it.

“We do not sell candy,” Krekelberg said. “We looked into selling the colored M&M’s and were told we had to buy the whole display, including all the colors. It was quite an expense to get into them. We do sell bags of the round, pink candy-coated chocolates for baby showers, and

they seem to do well.”

Yesberg has been part of the M&M ColorWorks program, but has been notified about changes to the program. “We were notified the company will be discontinuing selling to stores,” she said. “We want to take out the ColorWorks display and put in more high-end gifts. Our goal is to have a bigger section of more specialty candy.

We do have a little bit of candy,

Souvenirs, Gifts & Novelties | October 2021 | www.sgnmag.com

but will be expanding our selection.”

Latani sold candy for a time, but discontinued it due to poor sales. She said she does sell bagged candy for pinatas.

Wellman said, “We sell a small amount of candy. Specialty candy is an area I will expand as we are seeing growth in the candy we sell and more customers requesting candy.” ❖

and looking for supplies to create their own decorations,” he added.

In Krekelberg’s market, he said, “I’m not really seeing anything new as far as trends. People are getting back into larger parties. During COVID people were doing the sidewalk drive-bys. We didn’t sell a lot of packaged items for a year because nobody was throwing in-house parties. Now people are getting back into having parties for 30, 40 people, renting rooms, setting it up. We’ve been doing a lot more deliveries for balloons. [For themes] luau and casino are not as big as they used to be. People are keeping it pretty simple for birthdays, but the licensing is still quite popular.”

For party supplies, Yesberg said, “We do a lot of décor. We may not have the lowest price on tableware, so customers may take that business elsewhere, but they come here for décor, whether they buy it here or we create it here. Anything from centerpieces to demi-arch garlands or pre-packaged items to go with a theme.”

Although the scope of many parties has gotten smaller, retailers are noticing customers are celebrating more milestones, from Sweet Sixteen birthdays to life milestones like retirement. “Customers are reverting back to the traditional and having smaller parties,” Latani said, “but with weddings, the brides are going big! I’m talking 125 or 200 people. People want to get out—they are tired of being in the house.” Latani noted she is also seeing more memorial services, which is always difficult. “I’m seeing them anywhere from 25 to 150 people. I can’t tell you how many people have come in for patriotic plates and napkins. We’re doing a lot of memorial services,” she said.

Owner Jack Wellman of Dakota Party in Rapid City, S.D. Wellman said he has seen a tremendous uptick in balloon sales. “Large number, mylar balloons are the best-sellers,” he said.

A merchandise aisle with number balloons on display from the ceiling at Partyland in Sioux Falls, S.D. Purchased for birthdays and anniversaries, number balloons are doing a huge business, the owner said.

Party goods and event rental businesses were among the hardest hit by the COVID-related shutdowns and event cancellations. In 2021, events of all sizes are getting rescheduled, causing an uptick in business, and retailers said they have learned important lessons over the past year. Latani said she is more “moneyconscious. I don’t have a lot of overhead. I try not to order too much and have more than I need.” Wellman noted, “We have remained open and have modified operations as needed to account for staffing issues, cleaning et cetera. For example, due to tight staffing, we are open less hours than prior to 2020, which will probably continue for the near future.” He added, “As with other industries, supply chain issues require more time finding and keeping inventory in the store is a priority. Prior to 2020, we were expanding our balloon operations to include more balloon art (arches, decorating, et cetera) but have put that on hold because of the tight staffing and continue to push our retail side of balloons.” Yesberg said the last year made her take a long look at every aspect of her business. “It’s really made us look at what sells and what doesn’t sell. I’ve been in business for 35 years, and there’s a lot of the same old, same old. [The past year] made me really look at what’s working, and we’ve really streamlined our operation. For instance, we probably had too many employees at one point. I’ve seen if you stay busy and do your job, you don’t need as many people. You’re more efficient.” ❖

www.sgnmag.com | October 2021 | Souvenirs, Gifts & Novelties

183

PHARMACIES AND FLORISTS

Best-Selling Merchandise for Christmas

P

harmacies and florists often make an excellent stop for holiday merchandise. At both types of stores, for this article owners and staff members explained some of their top gift items. It’s not just floral arrangements that make a holiday present at florists anymore, and pharmacies offer a surprisingly wide selection of gifts and décor.

184

At Thistle in Tucson, Ariz., Owner Carly Wilson revealed that during the Christmas season, her store does “very well with physically small, medium-priced, luxury items like scented candles and soaps.” The store has a wide selection that falls under the category of goods, she said, from sweet baby toys to botanical pins and copper candles, canvas tote travel bags and designer chocolates.

“We think of them as the kinds of presents you’d give your mother-in-law. You wouldn’t necessarily buy the item for yourself, but it makes a great gift for a variety of people because it’s slightly non-personal.”

She noted that throughout the year these items sell as add-ons for floral arrangements, but at holiday time they are often purchased as stand-alone gifts. And she offers potted plants as well as cut flower arrangements.

At her 600-square-foot shop, Wilson said the best way to create interesting Christmas displays is to reveal some of the decorative items they also sell along with gift items. “We bring in a lot of holiday specific merchandise like ornaments, and we also make wreathes and garlands. So, we change the store’s décor to reflect that, hanging ornaments that we can also include with arrangements as displays along with things like origami snowflakes.

We really create a holiday theme.”

In Taos, N.M., at the 2,200-square-foot Buds Cut Flowers and More, Owner Eva Martinez said her store carries a lot of special occasion gifts for all seasons from gift baskets and chocolates to plants.

During the holidays “We have candles and chocolates that do very well, we sell a great deal of

Souvenirs, Gifts & Novelties | October 2021 | www.sgnmag.com

those along with flowers and plants as well as separate items. And we also sell a lot of ornaments and nativity scenes that people will buy for décor-related gifts.”

Martinez’ best Christmas displays focus on color themes. “We have a tree that is blue and white, one red, one green. In each little space in my store, I am color-themed in general, and it continues through Christmas with gift items and flowers.”

“We bring in a lot of holiday specific merchandise like ornaments, and we also make wreathes and garlands. So, we change the store’s décor to reflect that, hanging ornaments that we can also include with arrangements as displays along with things like origami snowflakes. We really create a holiday theme.”

- Carly Wilson, Thistle, Tucson, Ariz.

Moving from florists to pharmacies, in Beaverton, Ore., Sales Associate Lucinda Santos also assists with merchandising at Beaverton Pharmacy. Santos said the best-sellers at the pharmacy in the gift category revolve around two main companies: the Willow Tree figurine collection for adults, and Melissa and Doug toys for children. “We carry a huge selection of the toys, they’re a bit unique in our area, and that is the same for Willow Tree. During the holiday season we carry a whole collection of Christmas Willow Tree items. I think both the uniqueness and the ease of just coming into the store to handle other needs and being able to walk out with a great gift are what makes these items so popular.” She added, “We also do toy sales to draw customers to those children’s gifts, sometimes it is buy-one/get one half off.”

The gift store section carries a wide range of other products too such as candles, scarves, travel mugs, jewelry, magnets, picture frames, and wind chimes. They

Pharmacies and Florist even carry items from local artisans including merchandise from Seven Soaps for Seven Sons.

All products and displays change seasonally – currently, autumn and Halloween themes dominate. The gift section’s top Christmas displays feature holiday trees with gifts under them, she said. “We really create a kind of Christmas wonderland shop in here. We create a whole specific holiday section in the gift department, with various gifts around the trees.” But the bottom line, Santos said is that “The best Christmas displays make it very shoppable for everyone,” with gifts that are easy to find and appealing to see.

At Ostroms Drug Store in Kenmore, Wash., gift store Manager B.Z. Davis related that her Christmastime sales are robust and include a variety of merchandise such as “clothing items, jewelry, bath products, plush, and decorative items – what sells best in that last area is anything lit that has movement.” The family-owned store has a very eclectic selection including jewelry from Boma, such as artisan-made sterling silver earrings; as well as DaVinci collectible beads. They offer chocolates from Fran’s of Seattle, thrown ceramic mugs, and purses and bags such as Baggallini brand along with a wide selection of seasonal greeting cards.

For Davis, the best gift displays involve “cross-merchandising and of course the use of holiday trees. The trees are a part of a good holiday displays.” She related that “One of my favorite things that we do here is have

our staff write small personal notes about the items that they really personally like around the holidays.”

She pointed out that the notes are all “handwritten, almost like little love notes, and we post them by each item. The notes speak to what our staff members really like about a given item, which makes it special.” Davis added that “We have an amazing sell-through when we post those notes. People really take the time to read them. We do that all year ‘round, not just seasonally, but they are really especially helpful at Christmas time when people can use the notes to make buying easier when it comes to finding gifts for so many others.”

Turning back to the floral and gift category, Mark Ballis, owner of Basket Butler in Tucson, Ariz., said his top gift categories are “everything from food items to holiday decorations for Christmas or Hannukah.

We pretty much always include a dishware item, such as a cup and saucer or cutting board and mugs. My number one best-seller is our Taste of Tucson which is tailored to local products, and I can decorate that with a holiday theme.” He can include plants or flowers as a part of a gift basket or create separate bouquets seasonally as well. The uniqueness of his business lends itself to displays on social media of his seasonal creations which also link to his webpage directly, he said.

From flower shops to pharmacies, gift items are a strong and growing category, particularly during the hectic holiday season. ❖

Advice for Customer Service Training

A

sked for their top customer service training advice, owners and staff at florists and pharmacies interviewed for this article offered these insights: At Thistle in Tucson, Ariz., Owner Carly Wilson revealed, “I think just being engaging is the best thing any staff member can do.

It’s especially so when someone comes into the store, if it is clear someone wants to chat. We want to provide a personal experience for our customers.”

In Taos, N.M., at the 2,200-square-foot Buds Cut Flowers and More, Owner Eva Martinez said, “You should always acknowledge customers

when they walk in, that’s number one, we say. Always engage them personally and ask them what they need. That’s the best customer service.”

In Beaverton, Ore., Sales Associate Lucinda Santos, who also assists with merchandising at Beaverton Pharmacy, said, “Customer service should include lots of one-on-one shopping help when it comes to gifts. We show them what we have, and we make it a point to show them that we appreciate and welcome them, including by holding customer appreciation sales during seasonal times.”

At Ostroms Drug Store in Ken-

more, Wash., gift store Manager B.Z. Davis related that her best customer service training advice is “offer friendly suggestive-selling ideas and always greet the customer. Another part of customer service of course is having good displays and placement in the store and providing new information about merchandise through social media and for us, through our aggressive email campaign.”

And according to Mark Ballis, owner of Basket Butler in Tucson, his best customer service training advice is “be honest and listen to what the customer wants.” ❖

www.sgnmag.com | October 2021 | Souvenirs, Gifts & Novelties

185

RSN 46

RSN 46

RSN 32