Souvenirs Gifts & Novelties - March/April 2024

MUSEUM GIFT STORE SOUVENIRS TELL A STORY

Books are making a comeback among some of the top sellers at museum stores.

EARTH-FRIENDLY PRODUCTS ARE GAINING TRACTION

Going green is not only good for the planet, it is good for business at destinations.

BOOST CANDY SALES WITH SWEET DISPLAY IDEAS

Appeal to customers’ cravings with candy displays that are inviting and nostalgic.

COMMEMORATING

The

Discover the stores featured in this issue.

Town Pride, Xplorer Maps open flasgship stores.

COVER STORY

Retail general manager Erica Sims shares how the five retail stores at The Henry Ford in Dearborn, Michigan, connect visitors back to the history and innovation of America exemplified through the exhibits. SOUVENIR

Books are re-emerging as a way to share one’s love for a certain topic. Find out what readers are seeking and what other souvenirs are ranking at the top of the list in museum souvenirs.

Make plans to attend these upcoming trade shows.

Coverage from past and upcoming trade shows.

Birds, men’s and southwest-inspired product ideas.

Get fresh new product ideas for your store.

Easily locate an advertiser’s ad and website.

42

RETAILER SPOTLIGHT: Crawford’s Gift Store Steelers fans embrace black and gold heaven.

48

PRODUCT TREND:

Conservation Souvenirs Eco-friendly items make an impact on shoppers.

54

RETAIL SPOTLIGHT:

Colors of the West Arizona store is a must-stop on Route 66.

60

MERCHANDISING:

Souvenir Candy Candy and fudge offer a sweet revenue boost.

66

RETAILER SPOTLIGHT:

Cheers Boston

TV show nostalgia draws in a crowd.

72

BUSINESS:

Zoo and Museum Q&A Part III Brick-and-mortar retailers are rising to the challenges.

82

42

SUNSHINE AWARD

48

54

Castle Noel gives back to veterans and foster families year-round.

60

66

A time for growth and renewal

Spring is finally here, and that means the weather is breaking and business is ramping up at many destinations around the country. It’s an exciting time for retailers who specialize in gifts and souvenirs at these tourist spots as they begin welcoming new and returning visitors and see how those cool new products they purchased this past fall and winter resonate with customers.

It’s also a special time for Souvenirs, Gifts & Novelties magazine. Megan Smalley and I each welcomed new additions to our families in January! And despite some sleepless nights, our babies and us are happy and healthy!

Spring is also a time for growth, and our team is growing. Debby Nichols and Lee White have joined Breakwall Publishing as sales managers, and they are looking forward to working with customers and helping them achieve their advertising goals.

We are also thrilled to have bonus distribution at The Reunion in Las Vegas hosted by RedlineXpo. The April timing is designed to optimize the ordering and fulfillment process for exhibitors and buyers. If you’ve picked up a copy of Souvenirs, Gifts & Novelties at the show, and you’ve liked what you’ve seen, please take a moment to subscribe to the magazine by filling out the postcard inside the issue and mailing it back or go online to www.sgnmag.com/subscribe.

And if you are already receiving the magazine at your store, it is also time to take care of your required annual renewal. You can confirm your subscription by sending back the card, by responding to any renewal emails you may have received from us or by filling out the online subscription form.

We can’t wait to continue providing you with news, product ideas, business advice and advertisements from wholesalers that specialize in the merchandise you carry. Subscribe or renew today and let’s build a great future together! SGN

Kristin Ely

Published six times a year by:

Breakwall Publishing LLC 3593 Medina Rd. #117, Medina, OH 44256 800-705-6833

Subscriptions and address changes: Souvenirs, Gifts & Novelties magazine P.O. Box 3000, Denville, NJ 07834 subscriptions@breakwallpublishing.com

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KRISTIN ELY

EXECUTIVE EDITOR & CONFERENCE DIRECTOR kristin@breakwallpublishing.com

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CHRISTINE SCHAFFRAN MANAGING EDITOR christine@breakwallpublishing.com

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MEGAN SMALLEY ASSOCIATE EDITOR megan@breakwallpublishing.com

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DEBBY NICHOLS

SALES MANAGER

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Direct: 859-321-8770

LEE WHITE

SALES MANAGER

lee@breakwallpublishing.com

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Direct: 215-798-3878

DEBBY CLARKE

AD PRODUCTION COORDINATOR & GRAPHIC DESIGNER debby@breakwallpublishing.com

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GREGORY WOLF

CIRCULATION DIRECTOR

RUSSELL

CIRCULATION MANAGER

Breakwall

Town Pride opens flagship store

Town Pride opened its flagship store in Yarmouth, Maine, on Nov. 18, 2023, with a grand opening celebration featuring a fundraiser for the Yarmouth Food Pantry.

As a wholesale company since May 2021, Owner Tamara Moran decided it was time to create a retail division in the business’s hometown while still providing quality service to wholesale clients locally and across the country, according to a press release.

“I get asked all the time if items can be purchased individually,” says Moran. “So, it’s a message to me that there is a market for our merchandise to be available on a direct-to-consumer level.”

The 1,300-square-foot store located in the Hannaford Plaza is a key business and community hub in Yarmouth, says Shawna Chigro-Rogers, retail operations and events manager for Town Pride.

Custom merchandise from Town Pride USA can be found in specialty stores in every state as well as in Puerto Rico and the Virgin Islands. The flagship store will serve as the hub for testing new products as well as supporting wholesale clients with product reviews and orders while offering retail customers quality apparel, decor and gifts in the theme of local love.

Xplorer Maps opens store in Missoula, Montana

Xplorer Maps, a company that features hand-drawn maps on a variety of products, has opened a brick-and-mortar store at its headquarters in Missoula, Montana.

“When word got out this past year that the adjacent space to our existing warehouse became available, we jumped at the chance to fulfill my vision of truly connecting people and place by emphasizing our local community in Missoula, Montana,” says Greg Robitaille, co-founder and CEO.

The store features 60-plus story maps and accompanying gifts like jigsaw puzzles, drinkware, blankets, natural stone coasters, kitchen towels, stationery, tote bags and wood puzzles.

The grand opening held in November 2023, was filled with prizes, music, food trucks, a wildlife presentation and the launch of Xplorer Maps’ new storytelling series hosted by Mandela van Eeden, lead storyteller for the company and host of “The Trail Less Traveled” podcast.

“After months of preparation, we kicked off this new phase for Xplorer Maps with a bang,” Robitaille says. “We saw strong sales through 2023 and have met hundreds of passionate folks curious about the new neighborhood digs and ... willing to support another local business in Missoula.”

Nassau Candy introduces giant gummy bear

Nassau Candy, a manufacturer of specialty and private-label confections based in Hicksville, New York, has introduced the Clever Candy Big Bear Pop Giant Gummy as a supersized, 8-ounce gummy bear on a stick.

It comes in several classic fruit flavors, including cherry, apple, blue raspberry and orange. The candy is also made with a palm-oil-free formula. According to Nassau Candy, each oversized gummy bear features brilliant graphics along with a joke or fun fact to add to the playful experience. The individually packaged giant gummy bear pops work well in impulse sections, gift baskets and souvenir shops.

The peggable packaging comes in a shelf display, allowing for vertical displays on a peg wall, product merchandised at a point of sale in the shelf display or tucked in a gift basket.

“There’s no denying that giant gummies get the attention due to their giant size,” says Andrew Reitman, executive vice president of National Brand Confections for Nassau Candy.

Aurora World and Peanuts team up for plush collection

Aurora World Inc., a leader in the plush toy industry, has announced a partnership with Peanuts Worldwide LLC, the global company behind Charles Schulz’s beloved characters. This collaboration will see Aurora World Inc. take the helm in manufacturing a range of Peanuts plush and toy products, bringing the timeless charm of Charlie Brown, Snoopy and the entire Peanuts gang to life in an array of cuddly forms.

Aurora World Inc. says it is eager to embark on this journey with Peanuts, a brand synonymous with cherished characters that have captured the hearts of generations.

From classic characters like Snoopy and Woodstock to Charlie Brown and Lucy, this collaboration is poised to introduce a collection of Peanuts plush products that will be available at major retailers and specialty stores nationwide in June 2024.

As the duo joins forces, Peanuts fans can anticipate a wonderful convergence of creativity and nostalgia with this collection of Charles Schulz’s timeless characters, the companies say.

MD-Brands adds Shelly Cove under its management

Baltimore-based Maryland Brand Management Inc. (MD-Brand), has announced that it has added the apparel brand Shelly Cove under its management.

Over the past nine years, Shelly Cove has donated over $200,000 to sea turtle conservation and several other charitable causes.

Ali Pfeifer, sales manager, MD-Brand, says, “We plan to continue this legacy by donating

10% of our net profits to various sea turtle and ocean conservation organizations.”

MD Brand currently manages seven established brands. According to Pfeifer, the company started talking to the owners of Shelly Cove, and the brand seemed like an ideal fit for the company.

“It aligns perfectly with two of our current brands,” notes Pfeifer. “We established Puppie Love in 2017 as a way to continue doing what we know, make T-shirts, but to help a cause that we love, rescuing dogs. Being the animal lovers that we are, we wanted to help more than just dogs. The next cause that made sense was rescue cats. In 2018, Kittie Kittie was born. The opportunity to manage the Shelly Cove brand presented itself, and we thought why not? We are helping dogs and cats, let’s add turtles too!”

Shelly Cove’s logo has been updated and it currently has seven T-shirt designs available and another four T-shirt designs will be released soon. Pfeifer says the company is interested in expanding the brand into more apparel and accessories.

“We will be introducing these stock products to retailers on a wholesale level very soon,” says Pfeifer. “We also hope to offer custom options for retailers in different resort areas.”

Norman’s Hallmark opens Princeton, New Jersey, location

Norman’s Hallmark, an employee-owned company and the nation’s largest independent owner of Gold Crown Hallmark stores, has reinforced its regional footprint with the opening of a new location at The Shops at Windsor Green. The Whole Foods-anchored shopping center is located at 3495 Route 1 in Princeton, New Jersey.

The new retail shop occupies 5,600 square feet. Norman’s Hallmark, which now has 76 locations, began as a single store in Trenton, New Jersey, more than eight decades ago and has always maintained a presence in the greater Trenton/Princeton region.

Norman’s offers a complete line of Hallmark products, cards for every occasion and Keepsake Ornaments, along with a diverse merchandise selection for gift giving and the home that includes fashion apparel and accessories, books, stationery, games, home decor, specialty candy and gourmet foods.

MARCH 19-22

Dallas Total Home & Gift Market Dallas www.dallasmarketcenter.com

APRIL 9-12

Atlanta Apparel Atlanta www.atlanta-apparel.com

APRIL 28-30

MPLS Mart Home & Gift Show Minneapolis www.mplsmart.com

MAY 15-19

MSA Forward Baltimore www.museumstoreassociation.org

TRADE SHOW CALENDAR

MARCH

MARCH 12-16

Natural Products Expo West Anaheim, California www.expowest.com

MARCH 13-15

The Travel Goods Show Las Vegas www.travelgoods.show

MARCH 15-17

GTS Greensboro Expo Greensboro, North Carolina www.gtshows.com

MARCH 16-17

Atlanta Jewelry Show Atlanta www.atlantajewelryshow.com

MARCH 16-18

New England Made Portland, Maine www.nemadeshows.com

MARCH 17-18

Travelers Show Western Pennsylvania Pittsburgh www.travelersshow.com

MARCH 17-19

Northstar Fashion Exhibitors St. Paul, Minnesota www.northstarfashion.com

MARCH 17-20

Shoptalk Las Vegas www.shoptalk.com

MARCH 21-23

Impressions Expo Atlantic City, New Jersey www.impressionsexpo.com

APRIL

APRIL 8-10

Gaylord Gift Show Gaylord, Michigan www.gaylordgiftshow.com

APRIL 10-11

Mid-Atlantic Merchandise Mart Philadelphia www.midatlanticmart.com

APRIL 12-14

New Orleans Spring Gem, Jewelry & Bead Show Kenner, Louisiana www.aksshow.com

APRIL 13-17

High Point Market High Point, North Carolina www.highpointmarket.org

APRIL 17-18

Noted: The Greeting Card Expo San Francisco www.greetingcard.org

MAY

MAY 3-5

West Coast Gem & Mineral Show Santa Ana, California www.mineralshowslld.com

MAY 6-7

TMC – The Merchandise Center Chicago & Schiller Park, Illinois www.tmcexpo.com

MAY 6-8

Atlanta Spring Cash & Carry Atlanta www.americasmart.com

MAY 10-12

Dallas Gem, Jewelry & Bead Show Grapevine, Texas www.aksshow.com

MAY 14-16

Sweets & Snacks Expo Indianapolis www.sweetsandsnacks.com

MAY 15-17

GTS Greensboro Expo Greensboro, North Carolina www.gtshows.com

MAY 15-17

ABC Kids Expo Las Vegas www.theabcshow.com

MAY 15-17

IFJAG

Orlando, Florida www.ifjag.com

Philadelphia Gift Show shows strong order writing

The Philadelphia Gift Show, which took place, Feb. 4-6, concluded with resounding success, marking another milestone in the show’s history, according to show organizer, Clarion Events. With an upbeat, positive and energetic vibe permeating the event, attendees and exhibitors expressed overwhelming satisfaction with the show’s offerings, Clarion Events noted in a press release.

This year’s show saw year over year growth, with an increase in both exhibitors and attendees. Feedback from participants has been positive, underscoring the quality and relevance of the products showcased at the event, the press release stated.

“It was probably one of the best shows we had,” said exhibitor Bruno Catrambone, principal of manufacturers’ rep agency Bruno & Co. “My people were in there at 8 in the morning with appointments, and they were still there at 5:30 in the evening writing orders.”

Exhibitor Scott Goodrich, owner of Slippery Elm, a company specializing in bath, body and home fragrance products, praised the show’s organizer, Clarion Events. “It was a phenomenal year for us for the payback on the spend, not just for the booth, but the entire cost for us to travel and be there,” he noted. “What we wrote in orders alone was enough, but we also left with at least as many leads as we wrote orders.”

Wood Chart, a company that creates 3D laser-cut wood charts was recognized as Best New Product, while WANTED1878 beard care products took home top honors for the Best Booth.

Atlanta Market kickstarts 2024 commerce

Atlanta Market was at the intersection of commerce and community for buyers and exhibitors this January with 6,000-plus brands providing expanded product discovery, a full slate of education and events offering industry connections and a new and improved @Market App, Jan. 16-22, at AmericasMart Atlanta, according to a press release.

Innovation and sourcing across Atlanta Market’s 2,400-plus permanent showrooms and temporary exhibitors gave sellers opportunities to connect and reconnect with key industry contacts. Steady order writing and renewed relationships signaled confident buying across the market’s gift, home decor and apparel categories.

Many of the Market’s 1,200-plus temporary exhibitors cited significant gains this January, record-breaking sales and contacts with key buyers.

The summer 2024 Atlanta Market runs July 16-22, at AmericasMart Atlanta. For information, visit www.atlantamarket.com.

Rocky Mountain has largest expo to date

The Rocky Mountain Apparel, Gift, and Resort Show hosted its largest number of exhibitors and attendees ever at the event, which took place Feb. 4-7. The expo was hosted in the Colorado Convention Center for the third consecutive year across two halls, occupying more than 186,000 square feet.

On the exhibitor side, more than 600 different lines were on display, made up primarily of exhibitors from the Rocky Mountain region, according to a press release provided by RedlineXpo which produces the event. A number of exhibitors featured products made from recycled materials, underscoring an industry-wide interest in sustainable goods.

In total, buyers came from 39 different states and five additional countries or U.S. territories. The majority of attendees listed themselves as either owner/CEO/president or buyer/purchasing manager, according to the release.

The August edition of the show is Aug. 21-23 at The National Western Center in Denver. Visit www.rocky mountainshow.com for more information.

Wood Chart was named Best New Product at the Philadelphia Gift Show.

Surf Expo January shows growth

Surf Expo, a watersports and coastal lifestyle trade show, kicked off 2024 with a robust gathering filled with top exhibitors, important retail buyers, and exciting industry events.

The show, which featured hundreds of brands across the surf, bluewater, shoreline, boutique, coastal gift, footwear, paddle, resort, skate, souvenir, and swim categories, welcomed nearly 800 contracted exhibitors, according to Roy Turner, Surf Expo senior vice president and show director. He adds the show saw a substantial growth in boutique exhibitors as well as footwear.

In addition to the busy sales floor, Surf Expo hosted free professional learning labs, multiple fashion shows, and several happy hours and industry parties. The Florida Shape-Off, the annual surfboard shaping contest and exhibition that promotes the craft of hand-shaping surfboards, was won by Jordan Brazie of Valaric Surfboards. In addition, the East Coast Surfing Hall of Fame inducted 11 new honorees during a gala ceremony at the show.

Surf Expo will return Sept. 5-7 to the Orange County Convention Center’s West Concourse. More information is available at www.surfexpo.com.

Dallas Total Home & Gift Market buyer base expands

Dallas Market Center announced that its recently held Total Home & Gift Market experienced a dramatic increase in buyers attending for the first time, especially from the western U.S. states.

The number of buyers attending for the first time was at its second-highest level in five years; attendance from buyers in the western U.S. including California, Nevada, Oregon, and Washington was up 27% compared with January 2023; southwest U.S. buyer attendance from Arizona, Utah, Colorado, and New Mexico was up 30%.

Tens of thousands of buyers attended the seven-day event that welcomed interior designers, buying groups and major stores. The marketplace debuted more than 30 new or expanded showrooms across its campus and hosted the largest presentation of temporary exhibits in more than 10 years.

“We noticed a significant number of new buyers from the West, which is great to see,” said John Keiser, CEO of OneCoast, which opened a new, flagship showroom on the first floor.

“There is good energy and positive momentum in Dallas,” noted Diverse Marketing’s CEO, Wes Hardin. “We’re impressed with the number of new West Coast stores.”

Las Vegas Market exceeds industry expectations

The Winter 2024 Las Vegas Market unfolded as a center for buyers to discover a wealth of sourcing opportunities and inspiring events.

The five-day buying event welcomed retailers and designers from all 50 states and nearly 60 countries at World Market Center Las Vegas, Jan. 28–Feb. 1.

The event featured some 1,300 gift resources across seven floors of permanent showrooms, bringing a wealth of general and specialized gifts to buyers from every category.

The market also welcomed seven new and expanded showrooms.

Among some of the standout categories reporting overwhelming success were high-end home furnishings and bedding and mattresses, the release noted.

Additionally, the Expo at World Market Center Las Vegas showcased more than 450 brands across six categories: design, gift, handmade, home, immediate delivery and luxe.

New and returning brands noted commercial wins and strong industry connections across four days of temporary exhibits.

Beyond exhibits, Las Vegas Market offered nearly 50 events, educational programs and daily amenities. The next market is July 28-Aug. 1.

Southwest sizzle

The desert sun shines bright on these products that embrace the Southwest style.

1. Third Wolf Designs: Dream catcher sticker, www.alexavaranoart.com; 2. Impulse Souvenirs: Custom full color keychain, www.impulsesouvenirs.com; 3. Better Magnets: Arizona desert magnet, www.custombuttons.com; 4. Close 2 UR Heart: New Mexico state map necklace, www.close2urheart.com; 5. Brother Bear Designs: Big horn moon silhouette, www.brobeardesigns.com; 6. Western Woods Inc.: Dream catcher, www.westernwoods.com; 7. Matr Boomie: Cactus bell chime, www.matrboomie.com; 8. Earth Sky + Water: Cactus card assortment, www.foldingguides.com; 9. Hang Loose Bands: Dakota wristband, www.hangloosebands.com.

Bird watch

Products

featuring birds are taking flight where feathered friends are popular.

1. Zaer Ltd. International: Acrylic hanging hummingbird ornament, www.zaerltd.com; 2. Sincere Surroundings: Framed bird wall art, www.sinceresurroundings.com; 3. Pumpernickel Press: Cardinals in mallow list pad, www.pumpernickelpress.com; 4. Pampeana: Bird ornaments, www.pampeana.net; 5. Touchstone Pottery: Barn owl pendant, www.touchstonepottery.net; 6. C&F Home: Resin seagull on post bottle opener, www.candfhome.store; 7. Rightside Design: Puffin trio embroidered indoor/outdoor pillow, www.rightsidedesignstyle.com; 8. Beaver Dam Woodworks: Wooden Whirlybirds, www.beaverdamwoodworks.

For him

Gifts for men are expanding to appeal to their many hobbies and interests.

a can, www.littlebluehouse.com;

1. Dune Jewelry: Turquoise gradient money clip, www.dunejewelry.com; 2. Bluestem Botanicals: Peaceful Dove tequila cocktail kit, www.bluestembotanicals.com; 3. Baseball BBQ: Personalized cutting board, spatula, bottle opener and fork, www.baseballbbq.com; 4. Oars + Alps: Premium grooming kit, www.oarsandalps.com; 5. Little Blue House: Buck socks in

6. SJT Enterprises: Surfboard bottle opener wood plaque, www.sjtent.com; 7. Cullowheegee Farms: Eucalyptus & Spruce body soap, www.cullowheegeefarms.com; 8. The Stinky Candle Company: Brewski scented candle, www.stinkycandlecompany.com; 9. Openers: Waiter opener with magnet, www.openers.beer.

STORY BY MEGAN SMALLEY

The stores at The Henry Ford in Dearborn, Michigan, offer products that celebrate America’s innovation and make a lasting impression.

INNOVATION COMMEMORATING

People know Henry Ford for his automobiles and innovative assembly line technique he popularized in the early 20th century. Naturally, when people first hear about The Henry Ford Museum and Greenfield Village in Dearborn, Michigan, they think “cars” and “factories.” Although the museum and village certainly present exhibits and attractions related to Ford’s innovations, visitors are often surprised to find out that the destination offers much more than just “cars.”

“A lot of people have the misconception that it’s just cars here. But it’s really the museum of American innovation,” describes Erica Sims, who oversees retail for The Henry Ford.

It’s retail operations also cover the gamut of offering products that honor invention, innovation and craftsmanship as well as tried and true souvenirs and gifts with destination and location name drops.

Throughout his lifetime, Ford loved collecting antiques from American history — items from people he looked up to, objects from ordinary people and some examples of industrial progress.

According to The Henry Ford, the automotive mogul moved his collection of antiques into an abandoned tractor assembly building in Dearborn in the early 1920s. And from that collection, The Henry Ford Museum was born.

But Ford wanted the destination in Dearborn to be more than just a museum housing antiques — he wanted the museum to tell stories of technological progress while also offering an outdoor village to showcase how these antiques were practically used. So, in the late 1920s, Ford created Greenfield Village to help visitors experience American innovation.

“Henry Ford developed the site of Greenfield Village and the Henry Ford Museum as a way of sort of preserving components of American history as well as providing a teaching opportunity,” explains Josh

The Greenfield Village Shop, top left, focuses on home-living items, while offerings at The Henry Ford Museum Shop, bottom left, reflect the exhibits. Photos: The Henry Ford

Erica Sims keeps the five gift shops at The Henry Ford distinctive with offerings that bring a unique tie-in to each one.

PHOTOS: KRISTINA SIKORA

Wojick, senior manager of retail sales and craft production at The Henry Ford.

Today, The Henry Ford offers four attractions at the 250-acre campus, including the museum, the village, a Ford Rouge Factory Tour and a Giant Screen Experience. The spacious campus features five retail shops: The Henry Ford Museum Shop, Genius At Play, The Greenfield Village Shop, Liberty Craftworks and Ford Rouge Factory Tour Store.

As retail general manager employed by Event Network, Sims oversees retail for The Henry Ford, and has her office there. Wojick and his team have been collaborating with the San Diego-based retail partner for more than 15 years to manage the five stores at The Henry Ford.

Sims, who grew up in Michigan, says she has countless memories of visiting The Henry Ford throughout her childhood.

“If you are from this area, when you’re in elementary school, one of your field trips is coming to The Henry Ford,” she says.

When a friend told Sims about a job opening in retail at the museum, she hopped on the opportunity. “I have memories of coming here, and I want to make sure that the guests today are having the same experience that I had,” Sims shares.

TELLING STORIES

The retail team at The Henry Ford aims to offer a unique experience for guests visiting each of its five stores on the campus.

Sims notes that she likes to set up a variety of “stories” for guests at each store — themed, attention-grabbing displays that make it easy for people to find what they’re looking for to remember their trip.

“As soon as you walk in the store, everything Detroit related is on a table — hats, shot glasses, drinking glasses, sweatshirts, T-shirts. We want to make sure we make that experience the best for the guest by having everything in one spot.” — ERICA SIMS, EVENT NETWORK

The Henry Ford Museum Shop features Detroit and Michigan related hats, mugs, glasses and apparel.

For instance, she set up a Detroit-themed merchandise table right at the front of the Henry Ford Museum Store.

“As soon as you walk in the store, everything Detroit related is on a table — hats, shot glasses, drinking glasses, sweatshirts, T-shirts,” she says. “We want to make sure we make that experience the best for the guest by having everything in one spot. We don’t want them to have to go all over the store to get something that’s Michigan or Detroit related.”

The main museum store also offers products related to popular museum exhibits, such as presidential limousines. Sims says, “That is one of the top exhibits we get asked about, so we

have replicas of those, postcards of those.”

The museum also offers its Genius At Play store by its Mathematica exhibit. Added in 2015, the store focuses on science-based toys.

While the Greenfield Village Store offers some Michigan name-dropped merchandise like the main museum store, Sims says that store focuses on offering home-living items related to attractions around the village.

Greenfield Village also features the Liberty Craftworks store, which sells handmade crafts. Artists work in glassblowing, pottery, weaving and printmaking studios on the campus to showcase those skills to guests as well as to sell their work in the Liberty Craftworks store.

Visitors to The Henry Ford can pay tribute to the pioneer of the automotive industry with a wide selection of keepsakes.

“We make about 10,000 pieces a year for each of those studios,” he says. “We have full-time and part-time artists working together in the shop. They put on quite a bit of a production, so it’s really a unique spot. You’re demonstrating to the public, but you’re also a production studio.”

And naturally, the Ford Rouge Factory offers a gift shop for guests who toured the plant, carrying all things Ford related. Sims says that shop offers wholesale products prominently featuring the Ford Motor Co. logo.

While merchandise sold at each of The Henry Ford’s five stores might overlap, Sims tries to limit it.

“Every single store, you want the

“When people come to the museum, they’re coming to the museum to have an experience.”

— JOSH WOJICK, THE HENRY FORD

guest to come in and have a different experience,” she says. “You don’t want them to go from the museum store to the village store and see the same product. That’s the hardest part of this whole equation, making sure every store feels special.”

POPULAR PICKS

Different souvenirs sell well at each of the stores on the campus. For the main museum store,

hand towels are a hit, particularly among tourists arriving via one of the area’s Great Lakes cruises.

“During May until the last week of September, we have two to three ships per week come in, and those guests love hand towels,” says Sims.

The ones that say “Detroit,” “Michigan” or “The Henry Ford,” are top sellers. Guests also like that they fit in a suitcase. “We can sell 50 a day. It’s crazy,” adds Sims.

Ford Rouge Factory Tour guests, on the other hand, appreciate anything branded toward the F-150: F-150 hats, F-150 T-shirts or small die-cast F-150 trucks. Kids checking out Genius at Play enjoy pullback toy trucks and quirky pencil sharpeners.

But the most popular product across The Henry Ford campus is Liberty Craftworks’ Candy Cane Collection. Every year for the past two decades, Henry Ford’s glassblowers make a new line of bulbs, bowls and ornaments for its Candy Cane Collection. The collection includes 7,000 ornaments for $30 each, 250 bowls for $155 each and 40 limited edition bulbs for $155 each.

The design, pattern and color pallet changes annually and there’s a collector base that buys them every year.

“I think there’s a level of artistry that people enjoy about them,” says Wojick. “And at the end of the year when that design is done, we’re no longer making it again. There’s a level of exclusivity to the pattern and the design.”

FOCUS ON INNOVATION

This year, Sims says her team is working to revitalize the Greenfield Village shop to give it what she calls a “modern farmhouse” look. She says the updates should help the shop to appeal to a wider customer base.

Sims adds that Henry Ford plans to update some fixtures and paint in its Henry Ford Museum shop as well this year.

“We want to make everything more modern, especially because this is all about innovation here at the museum — we want to be more innovative,” she says

Wojick says Henry Ford has always been proactive about refreshing and modernizing all of its stores over the years to remain inspired by its collections and tied to its programming and branding.

“When we purchase something, there has to be a connection,” she explains. “Even though a product sold really well at another museum or attraction doesn’t mean we will take it on here.

There has to be a tie in. We have to be really intentional.”

Part of how the retail team does that is making sure merchandise at each store connects to experiences in a particular section of The Henry Ford, be it the museum, the village or the factory. Wojick says customers appreciate when a store connects to an experience at an attraction.

“When people come to the museum, they’re coming to the museum to have an experience. The retail expressions and offerings are really driving to be connected to that experience,” says Wojick. “When you can have that ‘wow’ moment or that ‘aha’ moment within the museum and then have that reflected within the experience in the stores, I think that’s really where we’ve been successful.” SGN

WANT TO KNOW MORE?

Visit www.sgnmag.com to learn how The Henry Ford’s top-notch group of employees help the destination store succeed.

STORY BY CHRISTINE SCHAFFRAN

BUY THE BOOK

Museum gift shops are enjoying a resurgence in book sales among other popular keepsakes that relate to each venue’s unique collections.

For museum gift shops, it’s likely a nobrainer that the bestselling souvenir relates to the content covered by the exhibits within a collection. Whether it’s a passion for art, dinosaurs, cars, history or sports, those who visit want to take home a sliver of the cherished subject matter.

Most recently, there is a new favorite among the bunch. Actually, it’s an old favorite with a renewed resurgence for turning heads as well as pages. Books are pushing their way to the forefront as popular method of sharing one’s love for a particular topic.

“I think anybody in any kind of retail industry, especially museums and booksellers, saw a huge drop off [in books] about 10 years ago,” says Kristin Rae, general

manager of retail for the Guggenheim Museum Store in New York. “But it’s been inching back, and I feel like more people are gifting books more.”

Known for its collection of modern and contemporary art as well as the Solomon R. Guggenheim Museum building being an architectural icon itself, the collection of books in the museum store spans the careers of Pablo Picasso and Frank Lloyd Wright while also covering photography and poetry.

Also of note, Rae points out, is an interest in young-adult-directed materials and people sharing art books with children.

“We even brought in the Little Golden Book of Frida Kahlo and we can’t keep it in stock,” she asserts. “People are definitely reconnecting and introducing their children

to art books, and that’s been really neat to see — and more so this past year than ever before that I’ve noticed.”

At the Oklahoma History Center Museum where the exhibits cover history from before statehood to present, Museum Store Supervisor Lacey McMillan agrees books play a vital role in the gift shop, accounting for half of the inventory within the 500-square-foot space.

In particular, she adds, “Killers of the Flower Moon” by David Grann is taking the shop by storm.

“I sold through it faster than any product I’ve sold through,” she notes. “Because the movie just came out and with it being local to Oklahoma and a true story and everything.”

Among kid’s books that are selling well, McMillan points to “Will Rogers and the Great White House

Keeping merchandise fresh and finding items that reflect the collections are what drives the souvenir selection at the Guggenheim Museum Store.

Sleepover” by Bart Taylor as being a favorite. The author is a two-time Oklahoma Museum Association Award-winning educator from Tulsa, Oklahoma. He has worked as an educator at Will Rogers Memorial Museum, among others, according to a book review on Amazon.

SELLING A MYSTERY

Besides books, McMillan points to another topseller for children. “As funny as it seems, our No. 1 kids’ seller are these little mystery bags that we make,” she says with a laugh. “They cost less than $3 and the kids lose their minds over them, and they always get them.”

The prized goody bags are filled with bulk toys, such as Slinkys, bandanas and plastic pistols, McMillan notes.

“Each one is a little different and the kids can’t quite feel what it is,” she says. “I always tell them I don’t even know what’s in it, and they love it.”

She adds the museum hosts a lot of field trips and she believes their popularity comes down to simple economics in the mind of a child.

“I think it’s the fact that they can get multiple items for a reasonable price,” she notes. “Because usually whenever we have field trips, kids will get maybe a $5 bill or maybe a $20 bill [for a souvenir], and that’s all they have and they want to get as much as they can for their money.”

For this reason, McMillan says the store is sure to have no fewer than 20 mystery bags on hand at all times.

PINT-SIZED IS PREFERRED

Children aren’t the only guests drifting to smaller, more portable treasures. At the Gillmore Car Museum in Hickory Corners, Michigan, Assistant Manager, Esther Ordway, says it seems as though the smaller the better these days. And nothing pinpoints a destination more simply than a postcard — one of the more popular souvenirs in the museum “dedicated to preserving the history and heritage of the American automobile,” according to the nonprofit organization’s website.

Among the other popular items at the gift shop are full cloth hats as opposed to mesh-back ball caps, and personalized license plate keychains by ScandiCal.

Ordway notes the 65-plus mostly male demographic the museum tends to attract

The Guggenheim Museum Store's affiliation with modern and contemporary art is reflected in the merchandise it carries.

makes for a tough sale in the gift shop for more than one reason. For starters, men typically don’t like to shop, according to her.

“A lot of times, we have to step back and think, ‘is this something we like in our generation or is this something that’s going to appeal to our demographic,’ which is very often an older individual,” she explains. “So, looking at it with a differ-

DIALING IN THE DISPLAYS

And when it comes to the best displays, Caplan says, getting it right out of the gate makes a difference in return on investment.

For this reason, he points to warm wood fixtures, themed areas, well-stocked and organized displays and good lighting as key ingredients in showing off the best a museum has to offer.

“We see a big trend toward realism in museum gift shop merchandise, especially items that people connect emotionally with.” — RICH CAPLAN, LITTLE CRITTERZ INC. AND ANIMALS FOREVER INC.

ent set of eyes than our own opinion is probably our biggest struggle.”

And when it comes to pinning down that perfect memento, Ordway notes, it comes down key attributes.

“Things made in the USA, anything made here they really like,” she says. “And anything smaller that says ‘hey, I was here,’ that’s what we get most often.”

And there’s probably no easier way to spell out “I was here” quite like a name drop, notes Rich Caplan, vice president of sales for Little Critterz Inc. and Animals Forever Inc.

“Name drop and other customization is very important to tie a product to the museum experience,” Caplan says. “We see a big trend toward realism in museum gift shop merchandise, especially items that people connect emotionally with.”

Little Critterz Inc. and Animals Forever Inc. have curated a world of animal- and nature-themed products; Caplan points to the company’s handmade miniature porcelain figurines, snow globes, iron-on patches and “floaty pens” as doing best in museum gift shops.

For children, Caplan points to cross merchandising for success.

“Quite often kids start a collection with a purchase in the shop, and then want more,” he notes. “Many shops benefit from having the same products also available on their web stores.”

When it comes to the muchcoveted book collections, McMillan suggests front-facing, accessible displays. Fortunately, the recent success of “Killers of the Flower Moon” on the big screen and a small exhibit at the museum made it ideal for a front-facing table with the young-adult-adapted version and the original version. Additional copies found a home on a wall with multiple face-outs.

“Having them face out and having them where people feel comfortable grabbing them is usually a safe bet,” she says.

Front facing and up on walls doesn’t just work for books.

When it comes to apparel, people not only want to be able to read the name drop, but they also want to see the imagery, graphics — or ears

and tails — on the garment. Such is the case for Doodle Pants, whose leggings and 3D hoodies align with messages of wildlife protection and natural-resource conservation.

Taly Eddington, who dubs herself the Office Gnome at Doodle Pants, says the popularity of a design typically depends on the type of museum. For example, the Spiky Dino is ideal for museums with dinosaur specimens while the space collection works well in planetariums. However, she says some of their bestsellers will cross many genres, such as bees, butterflies, sea turtles and most recently — alligators.

“My biggest recommendation for museums … is to take advantage of a name-dropping service,” she recommends. “It really does make a huge difference in the amount of products that sell.”

At the Guggenheim Museum Store, Rae says

no matter which souvenirs museums embrace, it’s a matter of drilling down what is at the heart of a museum’s collection and delivering a meaningful brand to adoring followers.

“I think it’s finding your core and really investing in it,” she says. “You need to find your identity and build out that core, but also find ways to keep it fresh and not stagnate.” SGN

Merchandise at The Gillmore Car Museum is curated to appeal to men over 65.

A fiercely

LOYAL fan base

STORY BY CHRISTINE SCHAFFRAN

For those who bleed black and gold, a visit to Crawford’s Gift Shop — aka Black & Gold Headquarters — might feel like heaven. At least that’s what Manager John Crawford regularly hears from die-hard Steelers fans upon entering the 3,500-square-foot store.

“For the real Pittsburgh fans, it’s normally the most iconic thing they say when they come in the front door,” notes Crawford, whose family has owned the Breezewood, Pennsylvania, business since 1972. “It’s just like Pittsburgh heaven. Because we try to hit them with that right inside the door — just massive black and gold covering the walls.”

CRAWFORD’S GIFT SHOP BACKS THE BLACK AND GOLD SPORTS TEAMS MADE FAMOUS IN PITTSBURGH.

Although the color duo is most commonly associated with the Pittsburgh Steelers, it’s also the palette of Major League Baseball’s Pittsburgh Pirates and the National Hockey League’s Pittsburgh Penguins. And in Crawford’s Gift Shop, the walls drip with liquid gold and onyx black jerseys, flags, mobiles, Terrible Towels, banners, shirts, hoodies, signs and anything else that will stick to slat-board.

But it didn’t begin as a shrine to all-things Pittsburgh sports fans, and it’s certainly not where it’s ending up. To really get a feel for the present-day store, one would have to bump along through time and its evolution from a department store, to a taxidermy display and gift shop, to a general souvenir shop until it finally found its calling in 2006.

Manager John Crawford’s family has owned Crawford’s Gift Shop in Breezewood, Pennsylvania, since 1972. Photos: James J. Grassi

“It’s just like Pittsburgh heaven because we try to hit them with that right inside the door — just massive black and gold covering the walls.” — JOHN CRAWFORD

FAR-REACHING FANS

The Crawfords didn’t think much of the small corner they dedicated to Steelers gear at the time, as most were capitalizing on a good run led by Quarterback Ben Roethlisberger. The 23-year-old became the youngest quarterback to ever win a Super Bowl that year and still holds the title today, according to NBC Sports.

“When the season ended, we thought we’ll have to put the merchandise on sale and clear it out, but people kept coming in and asking, ‘Well, you have this can you also get that?’ And it wasn’t just during football season that they were interested. They were interested all the time.”

So little by little, the corner dedicated to sports slowly crept across the laminate floor and up the 14-foot walls until it swallowed every square inch of the store.

Soon, Crawford began noticing that Steelers fandom didn’t end at the city limits. In fact, the majority of the store’s clientele hails from Washington, D.C., Virginia and Maryland.

“They’re originally from Western Pennsylvania, so they have those roots with a love of the Pittsburgh sports teams — especially the Steelers,” he says. “And they’ve moved down there

for jobs, but they still come home to visit family back in Pittsburgh area.”

And when they do, they stop in to Crawford’s Gift Shop to pick up their favorites, such as keychains, lanyards, drinkware, shot glasses, magnets, rugs, signs, apparel and travel mugs, which is one of the top sellers for the store given their traveling customers. He adds that blankets seem to be a popular item lately, too.

But hands down, apparel accounts for the largest portion of the store’s sales, Crawford asserts.

“That is definitely the biggest because of the way the economy is with prices continuing to escalate, so unfortunately, clothing is also escalating,” he points out. “So, when you do sell those products, it definitely generates a lot of revenue.”

NAME BRANDS FORM A NICHE

Crawford relies on the likes of New Era Cap Co. for hats and apparel, Mitchell & Ness for jerseys, apparel and throwback-inspired wares, and Fanatics for licensed apparel such as the popular T.J. Watt jersey — a fan favorite and a top-seller.

A real game changer for the industry, Crawford notes, is when vendors like Antigua Apparel and G-III Sports began designing more fashionable apparel specifically for men and women, like V-necks and polo shirts.

Among the Steelers, Pirates and Penguins products, the Steelers merchandise has the highest demand.

Travel mugs are popular since the majority of customers hail from Washington, D.C., Virginia and Maryland.

“It used to be in the souvenir world if you wanted a T-shirt, there wasn’t really men’s or ladies, you just kind of bought a small if you were a lady or an extra-large for a man,” he explains. “These companies have taken it into more fashionable clothing directly for ladies and directly for men and that was what really launched the niche. It went from just a unisex business to being totally specialized.”

He adds the additional options make it easier for avid fans to incorporate their favorites teams into social and business settings while still dressing appropriately for the occasion.

“They took it from pro shops and into the mainstream,” he says. “With those same themes, but a more upscale, nicer item, you could wear your favorite team clothing on a Friday to work, but you would still be very dressy. And look very nice.”

But not everything in the store is as highbrow. There’s still always room for goofy souvenirs and funny gags, like the Steelers hat with long, black

hair cascading down the back — a tribute to legendary Safety Troy Polamalu, who was known for his long, dark locks.

“People like to put that on and just have fun with it with the long, black hair and pretending they’re Troy,” Crawford says with a laugh.

And perhaps none are as ear-catching as the squeezy chicken — a pet toy in the shape of a smiling chicken wearing a Steelers jersey.

“It makes a crazy noise when you squeeze it,” Crawford explains. “It’s been very popular, especially with kids. I can’t imagine going in a car and listening to that, but it’s a good seller.”

CONTINUING TO GROW

The store is not confined by square footage, however. In fact, Crawford is setting his sights on expanding the store’s reach by offering merchandise from all 32 NFL teams.

He adds that their location in Breezewood, Pennsylvania, makes the store uniquely positioned to appeal to more than just one demo-

graphic. The area serves as a hub for Midwesterners jumping on Interstate 70 to continue traveling to Washington, D.C., and other East Coast destinations.

fers the Miami Dolphins and Jacksonville Jaguars.

Crawford said it showed him that a family divided by teams could still be united in their love of sports.

DID YOU KNOW?

Due to a shortage of players during World War II, the Pittsburgh Steelers and the Philadelphia Eagles combined teams in 1944 and played as the Steagles.

“You get people from all over the country and actually internationally that are going through here for one reason or another,” he says. “So, when they stop, they aren’t necessarily interested in just Pittsburgh things; they might have family or themselves that likes another team. And so that’s the transition we’re in now.”

FAMILY FAVORITES

But it’s not just internationally where Crawford sees a division in where fans pledge their loyalty. Among his own family, he and his wife, Christi, and son, J.J., are among the die-hard Pittsburgh fans while middle son, Carey, took to the New England Patriots and youngest son, Tristan, pre-

While the youngest two might waver in their football team preferences, Crawford says there is no shortage of people who are proud to be a part of Steeler Nation.

He adds that the fiercely loyal fan base is what sets the store apart from others who may try to emulate the success of Crawford’s Gift Shop in a different city.

“It’s really unique with us and I don’t know how it would work out with other areas. As far as having that type of loyalty and draw like Pittsburgh, they’re just dedicated 365 days a year,” he stresses. “We can be in the middle of Penguin playoff season and day in day out, we’re still selling a much higher percentage of Steelers merchandise because they’re just really loyal fans. I don’t know that it’d be that easy to replicate. It kind of takes a special circumstance.” SGN

FROM START TO FINISH, WHAT GOES INTO AN ECO-FRIENDLY SOUVENIR HAS AN IMPACT ON BUYERS.

THE CONSERVATION CONNECTION

Going “green” and being mindful of the planet’s resources is spilling into the way people shop for others and choose souvenirs from the places they visit. A growing number of visitors want to know their souvenirs were thoughtfully provided; and they’re paying close attention to how they’re sourced, how they’re made and how they’re packaged.

For this reason, Ali Mulaga, owner of Green & Bean Boutique in Annapolis, Maryland, has created an entire gift shop dedicated to brands that focus on conservation and ethically sourc-

STORY BY CHRISTINE SCHAFFRAN

ing materials. She estimates her 1,200-squarefoot shop is home to more than 40 brands, all known for their eco-consciousness.

Mulaga is sure to feature profiles of all the brands she carries on the store’s website to detail their commitment to a greener way of life. She also calls out the causes they hold near and dear to their hearts, shows how they are giving back and highlights their global impact.

For instance, nonprofits like Anchal use female designers in India to create one-of-a-kind quilts, pillows, apparel, home accessories and travel bags using 100% recycled vintage-cotton saris, certified organic cotton and low-impact

Above: The PA Wilds Conservation Shops source 90% of its products from local sources to minimize its environmental footprint.

and natural plant dyes, according to the website. In return, the women are paid fair wages and given education and health services.

Another example, TBCo., has spared 800,000 garments from being sent to landfills only to be turned into scarves, blankets, pajamas and other wearables and home accents, according to the company’s website. And it donates 2% of every purchase to charities that protect the planet.

“People really like seeing things made with recycled materials because I think we’re all really concerned about trash,” Mulaga shares.

MATERIAL MATTERS

Product manufacturers are taking note of this trend, paying more attention to the materials that go into products as well as the causes they support with their corporate dollars.

Connor Atkins, marketing representative for The RGU Group in Winston-Salem, North Carolina, explains the company known for selling plush souvenirs has always been interested in creating a “robust, eco-friendly product.”

The wholesaler took a step forward in 2023 when it introduced its line of 100% recycled Graffiti Teddies, each one made from 15 halfliter plastic bottles, Atkins notes.

“The entire RGU team believes in the importance of environmental stewardship, and this is one very crucial step forward for us,” he says.

He adds that the 10-inch teddy bears are “100% GRS (Global Recycled Standard) certified, meaning that every component, along the entire downstream supply chain, is recycled.”

Another company quite literally taking steps to ensure the health of the planet is Conscious

“The entire RGU team believes in the importance of environmental stewardship, and this is one very crucial step forward for us.”

— CONNOR ATKINS, RGU GROUP

Step, which sells socks, sweatshirts and candles made of materials that are kind to the Earth.

Additionally, the team works with “17 nonprofit partners fighting for some of the world’s most important conservation causes, like saving endangered species, protecting rain-

forests and restoring oceans,” says Madeleine Green, the company’s marketing and advertising manager.

To date, Conscious Step has donated more than $1.1 million to charity partners since its inception with $1 per sock, $1 per candle and $5 per sweatshirt donated to its respective cause for every item sold, Green notes.

For this reason, the company’s socks are made with Global Organic Textile Standard (GOTS) organic, vegan-certified, and fair trade-certified cotton and recycled polyester. Additionally, their sweatshirts are made with 100% organic cotton while candles are handmade with locally harvested beeswax, coconut oil, and phthalate-free fragrance, Green says.

CAUSES IN YOUR OWN BACKYARD

But supporting causes doesn’t necessarily mean across the globe. With more than 2 million acres of public land, the Pennsylvania Wilds has a lot of ground to cover in maintaining “some of the most spectacular wild lands east of the Mississippi,” according to the website.

For this reason, 90% of the products online and in the physical gift shops are from artisans and businesses located in the region; this

Conscious Step socks are made with vegan-certified and fair-trade certified cotton and recycled polyester.

not only creates economic opportunities, but reduces the environmental footprint by avoiding shipping from faraway places, says Libby Bloomquist, the sustainable commerce director for the PA Wilds Center for Entrepreneurship.

Additionally, shoppers can support stewardship of the region’s public lands through a Charity Checkout for Conservation campaign, Bloomquist notes. Funds donated to this campaign are given to the Pennsylvania Parks and Forests Foundation and are earmarked for reinvestment back into stewardship and maintenance projects on public lands in the Pennsylvania Wilds, including the region’s 29 state parks and eight state forests, she explains.

And when it comes to the types of products that are sold, not just any old trinket or household item will do. Bloomquist says the merchandise is carefully selected for its dedication to minimally impacting the environment.

“A variety of stewardship-minded and eco-friendly products are sold at PA Wilds

Conservation Shops, including items made with sustainable materials, such as recycled cardboard earrings and plants grown in local gardens,” she notes. “Because people are looking for natural

PACKAGING WITH AN IMPACT

AmuseMints, a provider of travel, resort and thematic confectionery, chocolate and snack products, and Event Network, a partner in experiential retail attractions across the nation’s zoos, aquariums, science centers and cultural destinations, recently announced the launch of Eco-Digibags, confectionery packaging made with 100% compostable materials.

Available in Event Network locations starting in Q1 2024, the at-home compostable Digibags are comprised of 100% compostable materials and printed with water-based inks.

“We are so excited to launch this product with Event Network,” says Todd Reisman, president of AmuseMints Sweets and Snacks. “This product is the result of years of R&D and is a continuation of our commitment to eco-friendly product solutions for our customers.”

“Because people are looking for natural alternatives, personal care products made with good-for-you ingredients are very popular.”

— LIBBY BLOOMQUIST, THE

PA

WILDS CENTER FOR ENTREPRENEURSHIP

alternatives, personal-care products made with goodfor-you ingredients are very popular.”

AN EYE ON PACKAGING

But it’s not just what the product’s made of that matters, their packaging also has an impact.

Mulaga notes packing — and even gift wrapping — are being scrutinized for having a negative impact on natural resources.

“People are loving recycled materials, like good packaging,” she notes. “And people love it when they see our tissue paper that has stickers that say ‘I’m compostable.’”

The RGU Group is one company that is mindful of the boxes it uses to ship merchandise in and ensures they are made from 100% pre-

and post-consumer waste, Atkins says.

At Conscious Step, the name of the game is minimal (and recyclable) paper packaging, according to Green.

Ultimately, when it comes to products that pack a conservation punch, Mulaga says the product must still hold its own and be good enough to stand on its own merit.

“The recycled materials, the eco-conscious messaging, the ethical sourcing, I feel like that’s like a massive cherry on top, but it usually is the product first that catches the eye,” she notes.

Whether a beauty product or a teddy bear, a statue or a Christmas ornament, choose the souvenirs you carry wisely. Because the public is watching — not just what goes on your shelves, but what goes into your trash. SGN

TAKE AN EXTRA LOOK! Learn about the top environmental products that PA Wilds stocks at www.sgnmag.com.

A COLORFUL HISTORY ALONG

Route 66

STORY BY MEGAN SMALLEY

Not everyone is familiar with the town of Williams, Arizona, but it ends up being a sure stop for tourists who take the trip across the country on Route 66 as they make their way to the Grand Canyon or other famous spots along the iconic roadway. According to the city’s website, Williams is even nicknamed the “Gateway to the Grand Canyon” being just an hour south of the landmark.

FOR OVER 30 YEARS, COLORS OF THE WEST HAS SERVED AS A MUST-STOP SOUVENIR SHOP FOR TOURISTS TRAVELING THROUGH NORTHERN ARIZONA.

And at one of the quaint town’s retail locations, Colors of the West, visitors can find just about any Route 66 or Grand Canyon-related souvenir they could want. Located directly on Route 66, the 8,800-square-foot store stocks more than 30,000 SKUs across its three large rooms.

Jacque and Mike Besler serve as co-owners of the souvenir shop. Jacque says she makes sure the store provides a wide variety of styles for its souvenir T-shirts, mugs, signs and more to appeal to just about any visitor. She estimates the store has over 300 styles of T-shirts and over 130 styles of mugs to choose from.

“We have Arizona’s largest selection of souvenir T-shirts for sure,” she boasts.

The family-run shop didn’t start offering such a wide selection of souvenirs overnight, though. Jacque says her father, Roger Hymand, opened Colors of the West in 1990 as a small gift shop to sell handmade pottery and some Grand Canyon-themed souvenirs when he was in his late 60s as somewhat of a retirement gig.

“The store always has been souvenir and Grand Canyon-themed because he realized that there are a lot of travelers to

More than 300 styles of T-shirts are waiting to greet guests at the Colors of the West in Williams, Arizona.

Photos: Gabby Wallace

the Grand Canyon. When visitors come to Arizona, that’s the first thing they think of,” she explains.

When Hymand passed away in the early 2000s, the Beslers lived and worked in Phoenix a few hours south of Williams. To honor her father, Jacque says they decided to move to Williams to take over the store and keep it in the family.

“Our kids grew up with it,” Mike explains.

Neither Jacque nor Mike had much retail experience prior to stepping in as owners – Jacque had worked for a bank and Mike made furniture.

Mike adds, “It was a big learning experience for the first couple of years. Still is!”

DID YOU KNOW?

ROUTE 66 stretches across 2,400 MILES, and crosses through 8 STATES including Illinois, Missouri, Nebraska, Oklahoma, Texas, Arizona, New Mexico and California.

But the couple seems to have gotten into a groove with retail these past two decades. Since stepping in as owners, the Beslers have significantly expanded the store’s souvenir offerings and even opened a sister store across the street called Copper Canyon Trading when they ran out of merchandising space.

ROOTED ON ROUTE 66

Jacque shares that the Colors of the West building has a rich history in Williams. The structure was originally built to house a bank in 1912. Over the years, several other businesses took place at the site, including a Greyhound Bus Station, a Payand-Take-It grocery store and a Safeway grocery store.

Being in an old building has required some renovations over the years. Jacque says she and Mike applied for and received a $6,000 grant in 2004 to redo electrical work on the building.

“It was a grant for how connected you are to the Route 66 traveler,” she says. “We actually got the grant because we were able to show an old photo showing that the building was part of an old Greyhound Bus Station.”

With a background in making furniture, Mike says he was able to build a lot of the fixtures and displays for the store as well. He says he and his son worked together to build the store’s large T-shirt wall. Mike adds that he spends a lot of time overseeing maintenance for the store.

Food items and coffee mugs take center stage in the Colors of the West’s “Old Glory Room,” while Route 66 merchandise waits in another room around the corner.

But with a lot of elbow grease, Mike says he and a few employees help make sure Colors of the West looks very modern and clean for customers.

SOMETHING FOR EVERYONE

Colors of the West also is very well-organized for customers. The 8,800-square-foot building is divided into a few themed rooms. Jacque says customers are often impressed by the store’s 2,500-square-foot T-shirt room that has hun-

Something for the locals

dreds of souvenir T-shirt options to choose from for just about any age range or demographic.

Shirts that bear the “Williams, Arizona” name drop are a hit with some guests.

“It’s amazing how many people with the last name Williams come in to buy stuff,” Mike says with a laugh.

But Jacque notes that most customers are drawn to shirts with a classic Route 66 shield on it. “They like simple stuff,” she says.

Jacque and Mike Besler began operating Colors of the West souvenir shop in Williams, Arizona, in the early 2000s. Not long after stepping in as owners, the husband-and-wife team recognized that they needed more space.

In 2007, a 3,500-square-foot storefront across the street came on the market and the Beslers took the opportunity to buy it. They decided to name it Copper Canyon Trading and focus primarily on gifts and decor to differentiate it a little from Colors of the West.

Mike notes that Copper Canyon Trading appeals primarily to locals in and around Williams. He says the store offers a nice selection of southwestern decor. It also has plenty of candy options, including 70 flavors of taffy stored in giant wooden barrels.

And for spice lovers, the store has about 100 hot sauce options. “We sell some hot sauce so hot you have to sign a waver for,” says Mike. “People love that!”

If a Route 66 shirt doesn’t fit a customer’s fancy, the destination retailer also has a room full of merchandise dedicated to the famous highway. The room has a wide variety of Route 66 souvenirs to choose from, including wall decor, stickers, magnets and mugs.

Meanwhile in the “souvenir” room, over 130 mug options hang along the wall. The room also has plush, signs and other drinkware options.

In 2013, Colors of the West organized an “Old Glory Room” dedicated to merchandise made in the United States.

“People want to, if they can, purchase made-in-America goods,” explains Jacque.

Mike says that room has a variety of souvenirs, including food products, wall hangings, hats, soaps and even alligator heads.

Colors of the West leans on a variety of wholesale vendors, many of whom Jacque and

The store stocks more than 30,000 SKUs across its three rooms spanning more than 8,800 square feet.

Mike have found through various trade shows over the years, including the Smoky Mountain Gift Show and Dallas Total Home & Gift Market. Jacque notes that Smith-Southwestern has been one of the store’s vendors since the very early days of the store.

Jacque and Mike’s daughter Kayla Besler also works for the store. Kayla says the store tries to stand out by always offering new and unexpected souvenirs.

“We’re constantly finding new product, something not every gift shop has,” she says. “Even if it’s a small souvenir, it can make a big impact.”

A FAMILY FEEL

Jacque credits the store’s success in large part to its team of employees. She says a team of between 17 to 25 employees work for both Colors of the West and Copper Canyon Trading. Many employees have been with the company for at least 10 years, with one employee having been to the store for nearly 20 years.

RETAIL SPOTLIGHT: COLORS OF

“We have more of a family atmosphere than a working atmosphere,” says Jacque. “A lot of our employees say this is the only place they’ve ever worked where they want to go to work.”

Jacque and Mike also like to involve employees in decision-making processes for the store, making sure everyone’s voice is heard.

“When we make a decision in the store, it’s not just between ourselves,” says Jacque. “We get the input of the employees. If we did this, how would it affect everything? We really listen to everybody’s ideas and we brainstorm a lot.”

Looking to the future of the business, Jacque and Mike hope Colors of the West maintains its family-friendly feel.

Mike concludes, “Roger said he wanted this to stay in the family. We’re hoping Kayla takes over some day. We’d like to be third-generation or fourth-generation owned at some point.” SGN

“We’re constantly finding new product, something not every gift shop has. Even if it’s a small souvenir, it can make a big impact.”

— KAYLA BESLER

Sweetening

THE SALES

Properly merchandising souvenir candy and fudge can help destination retailers experience a sweet revenue boost.

STORY BY MEGAN SMALLEY

As tourists browse the dozens of shops and restaurants of Olde Mistick Village in the coastal town of Mystic, Connecticut, some might be drawn to Franklin’s General Store for its wide assortment of merchandise and products.

Owner Jim Holley boasts that Franklin’s offers over 10,000 different gifts and souvenirs in the 3,250-squarefoot storefront.

But what draws in the most revenue for the shop is the retailer’s unique fudge and souvenir candy offerings. Holley estimates fudge accounts for about 27% of the store’s annual sales, while souvenir candy sales make up about 10% of its annual sales.

“We produce fresh fudge daily,” says Holley. “We make anywhere from 300 to 500 pounds in a day.”

Holley adds the fudge counter is closer to the front of the store not far from the registers so it’s easily accessible

to customers. Souvenir candy isn’t far off from the fudge counter, either.

“Placement is critical of any product you’re merchandising, be it a toy or specialty food,” he explains. “Where you put something can impact your sales dramatically.”

Although souvenir candy and fudge may be impulse buys, these can be top-selling products for destination retailers if merchandised properly. Lance Stier, head of mergers and acquisitions and business development at Hicksville, New York-based Nassau Candy, explains that tourists love trying new things and that souvenir candy can be a great opportunity for them to offer something unique to the area.

“Traveling is all about trying new things and indulging,” Stier says. “Having your candy assortment embody this adventurous spirit is a great differentiating point.”

At Franklin’s General Store, Holley doesn’t hide his top-selling products like fudge and candy in the back of the store.

“It should be fairly central but closer to the front of the store than the back, that way people know they can get to it quickly,” Holley says. “At Franklin’s, we want to make sure they can’t miss the fudge department.”

STOCKED AND VARIED

Offering a wide assortment of candy flavors and types ensures that a destination retailer’s souvenir candy department will appeal to a variety of customers coming to the store. Holley notes that this approach has worked well over the years.

He adds it’s important to keep the souvenir candy and fudge department fully stocked, even during the slower seasons.

“We don’t want empty space,” says Holley. “When it’s empty, it sets a bad example. It’s better to have products there for when the customer comes in.”

“Traveling is all about trying new things and indulging. Having your candy assortment embody this adventurous spirit is a great differentiating point.”

— LANCE STIER, NASSAU CANDY

“The more you make it look like you’re doing good business with a product and have enough variety, keep your display full, that helps,” says Vicki Teysen, owner of Teysen’s Gift Shop.

A NOD TO NOSTALGIA

Nostalgic, old fashioned candy varieties and flavors are a souvenir candy trend that doesn’t seem to be going out of style any time soon.

“For the second year in a row, nostalgia and nostalgic flavors have been a top food trend,” notes Stier. “There are many longtime discontinued candy brands that are making a comeback but are still rare and hard to find in the typical retailer. This is a great opportunity to be a key differentiator. Not only do nostalgic candies bring excitement, but many have unique, oldtime labels with retro-style imagery creating really fun and vibrant merchandise displays.”

Up north in Mackinaw City, Michigan, Teysen’s Gift Shop has a similar philosophy on stocking souvenir candy and fudge. The destination retailer is also known for its wide selection of fudge and souvenir taffy for people visiting the lakeside town.

Fort Cody Trading Post has found success with this trend. The business has served as a roadside attraction with a variety of folk art and Buffalo Bill displays and large souvenir store in North Platte, Nebraska, since the mid-1960s. Owner Nick Henline says the shop has had a lot of success when it comes to selling oldfashioned, nostalgic candies, such as candy cigarettes, Neccos and rock candy.

The retailer makes sure it uses more oldfashioned displays and containers to pair with the nostalgic products. Henline says the store uses mostly wooden barrels for souvenir candy as well as some display tables.

Fudge and candy are prominently placed at Franklin’s General Store.

MERCHANDISING

“With the candy, we’re trying to emulate the general store vibe that customers would find decades and decades ago,” he says.

ADDING SOME FLAVOR

Freeze-dried candies also can help a retailer’s candy department stand apart. Stier explains that freeze drying removes moisture from candies, causing them to expand and deliver a light, crispy texture. He says Nassau Candy carries several lines of freeze-dried confections.

“What was once gooey and chewy is now crispy,” Stier explains of freeze-dried candies. “Hard candy that you couldn’t bite through now is like an airy cloud. The flavors also get intense. So creating a display of a variety of freeze-dried items can help draw attention.”

“The more you make it look like you’re doing good business with a product and have enough variety, keep your display full, that helps.”

— VICKI TEYSEN, TEYSEN’S GIFT SHOP

Vince Cotroneo, president of Ontariobased Marvin Candies and Displays, suggests retailers also have fun with their candy departments by allowing customers to build their own bags to take home. He says that some popular flavors worth featuring at these types of stations include blue raspberry, watermelon, cherry and cola. He adds that some popular candy types for these stations include Pucker Powder, crunchy candies and gummy candies.

“Interactivity is popular and profitable,” he says. “Being able to create your personal favorite bag or tube of candy is hard to beat.”

PERFECTING THE DETAILS

Many tourists plan to bring home souvenir candy or fudge as gifts for loved ones, so destination retailers can’t skimp on displays and packaging with these souvenirs.

Cotroneo explains that customized islands can be a great vehicle to create a statement for various candy categories in a shop, such as bulk candy, lollipops, taffy, Pucker Powder units or packaged candies and novelties. He adds that retailers should also consider featuring happy, colorful signage to draw customers to souvenir candy to “reflect the theme of the location.”

Stier says destination retailers also might want to work with souvenir candy wholesalers to design packaging

specific for their location. “For gifting, presentation is key with destination-specific art adorning tins, gift boxes, acetate tubs and peg bags,” he explains.

Regardless of the container, the art on the packaging helps to sell the candy. Stier says retailers can get creative by offering candy packaged in other merchandise like drinkware that features destination-specific artware.

TALK IT UP

In addition to displays and packaging, retailers should encourage employees to help them boost sales of their souvenir candy. One way to do that is by encouraging employees to offer samples of locally made candies or fudges.

Teysen says her team often invites customers to try the store’s fudge as soon as they walk in the door. She also encourages employees to make the fudge during normal business hours so customers can smell it being made.

“I say to make it when it’s busy since if cus-

tomers smell it, they’ll buy it,” says Teysen.

She also likes to offer fudge coupons at nearby tourist spots, such as hotels or the local visitor center, to draw more people to the store.

At Franklin’s General Store, Holley pays his employees commission for going the extra mile when they sell fudge to customers.

“When you give people incentive for doing a better job, it works. It ups their pay and keeps repeat customers coming back to us.”

At the end of the day, customer service sells and can help destination retailers boost candy sales if that’s a focus for them.

“When somebody comes into a store like ours, they’re there to enjoy themselves,” says Holley. “The best thing you can do is engage with them. That breaks down barriers. People open up. When they see friendliness and caring, it’s the biggest difference between selling and not selling. Make the customer feel special. I always tell staff the same thing. If you get exceptional service, you remember it.” SGN

STORY BY CHRISTINE SCHAFFRAN

WHERE EVERYBODY KNOWS YOUR NAME DROP

Cheers Boston makes the love for a sitcom big business with a souvenir shop and a smile.

While Boston is known for many things, including its role in the Revolutionary War and its sports teams, tourists to the City on a Hill also have to get in a little television nostalgia with a visit to the pub that inspired the 1980s sitcom “Cheers.” And after 28 years of buying merchandise for Cheers Boston’s restaurant, pub and gift shop, Gail Richman is sure all the other employees know her name, just like the famous lyric in the show’s well-known theme song.

“There’s a lot of us that have been here a long time,” notes the veteran buyer for Hampshire House Corp. “We have sales associates that have been here for over 10 years. We have bartenders that have been over 30 years. We’re just one big family.”

Above: Gail Richman has spent years perfecting the lineup for fans of the sitcom “Cheers.”

Left: The Cliff Clavin bobblehead is sure to bring smiles. Photos: Samantha Barracca

Customers can enjoy Richman’s handywork in the two gift shops in the five-story mansion that houses the iconic bar made popular by the sitcom, “Cheers.”

While purchasing is just one part of Richman’s role and Cheers Boston is only one of five restaurants parent company Hampshire House Corp. owns and operates, it’s considered to have the most far-reaching impact due to the show’s popularity.

A STORIED PAST

Originally known as the Bull & Finch Pub, it was the inspiration for the show that began in 1982 and dominated television on Thursday nights until it left the air in 1993, according to Richman, who is now known as the director of procurement and distribution logistics/marketing.

With three bars and two gift shops occupying the basement and first floor, the upper floors are

Remnants of the architectural details are revealed throughout the building with handcarved wood railings, oak paneled bookshelves, stained glass features, a six-story spiral staircase, crystal chandeliers and marble fireplaces.

A GALLERY OF GIFTS

Although the majority of guests come to dine in the place that inspired the sitcom, many want to take a piece home with them, which is where Richman comes in.

“They spend their money with the food and beverage first and then come into the gift shop,” she explains. “So, we try to price it right so they can afford souvenirs and bring them back home and complete their whole “Cheers” experience.”

While most guests want to experience the trip down the iconic steps under the sign pointing the way to whet one’s whistle in the basement lounge, the 1,200-square-foot gift shop, which Richman

reserved for weddings, private events and special functions designed to entertain guests.

“And to this day, we still have lines out the door every day when we open,” Richman notes.

But before its explosive impact on pop culture and before Richman accrued a mile-long list of duties in the company she adores, the fivestory Georgian-revival Hampshire House was commissioned in the early 1900s by Bayard and Ruth Thayer on the historic Beacon Hill where generations of guests have “wined, dined, and danced the night away,” according to the parent company’s website.

refers to as the souvenir gallery, is on the first floor. It’s situated next to the street-level set bar which was built in 2009 to more closely resemble the bar most are familiar with from the show.

Twelve employees run three-man shifts to help customers find the perfect Cheers Bostonemblazoned T-shirts, hats, magnets, keychains, signs, glassware, aprons and a multitude of other merchandise that comprises more than 425 SKUs.

However, the souvenir that outshines every other is far and away the Cheers Boston signature dimple mug — for obvious reasons.

Cheers Boston visitors have an array of T-shirts and mugs to choose from.

“In the restaurant, you buy a beer and take the mug home, so that is my top souvenir item, the dimple mug,” Richman explains. “And then I would say T-shirts after that. We sell a ton of T-shirts.”

She notes she likes to use local screen printers for their turn-around times and the fact that it minimizes the amount of inventory she has to keep on hand.

Inside the gift shop, T-shirts are sorted by size and displayed in wooden cubes on the “T-shirt wall” while oval fixtures show off the best glassware the store has to offer. Meanwhile, a magnet board boasts smaller mementos before guests are delivered to the cash wrap where guests check out — which is meant to look like a bar.

As a backdrop, cardboard cut-outs of the show’s beloved characters and framed photos highlight the reason most are there — to snag a piece of history from a show many grew up watching and laughing with.

“People get so excited when they come in,” Richman notes. “We also play the “Cheers” episodes on the TV, so they stop, they listen, they watch it for a little bit. They hear the “Cheers” theme song and they get happy.”

For many, the entire experience is a trip down memory lane, particularly for those in their 50s and 60s from middle America — a trademark of what Richman notes

to be their target demographic. “It just brings back old times,” Richman explains.

Because of the show’s lore, Richman says she tries to specialize in items that fit into home bars or man caves, such as bar mats, pub towels, corkscrews, bottle openers and trivia drink napkins — all stamped with the Cheers Boston moniker.

“We only sell Cheers Boston merchandise,” Richman points out. “Cheers is a licensee through Viacom CBS Studios, so we do work closely with them.”

Richman adds the fact that the location is so iconic is what sets them apart from other Boston souvenir shops.

“It’s not something they can go to another location to see,” she notes. “We are the only Cheers Boston souvenir shop.”

When it comes to vendors, Richman taps the likes of Progressive Specialty Glass Company of Connecticut for glassware; Charles Products and Karol Western Corp. in California for souvenir items; Rico Signs; Capsmith Inc. for hats; EMI Sportswear and Landway for upscale apparel; Stone Enterprises for artistic hats; Luba’s Fashions in Florida for apparel; and Neil Enterprises of Chicago for tea towels, fanny packs, stickers and magnets.

Elsewhere in the building, a second shop in the basement known as the “hallway shop” houses similar items.

Bobbleheads, bar snacks, keychains and magnets are among more than 425 SKUs.

FANFARE FOR FAVORITES

No matter which part of the visit a customer deems their favorite, Richman says the key to success is making sure they’re all favorites.

“Just make sure they’re happy from when they walk in the door to when they walk out,” she offers on how to turn a visit into an experience. “Give them quality products, quality food, service that they smile about, and then it’s word of mouth after that.”

While exact numbers are not known today, Richman estimates as many as 750,000 visitors flocked to the landmark annually in its heyday. She adds 2023 was a particularly good year, with tourists typically arriving in April with the kickoff of the Boston Marathon and staying through November to close out cruise-ship and leaf-peeping season.

As for Richman’s personal success, she credits the company she works for and her co-workers as the reasons she’s a lucky lady.

“They say that it’s not work if you love what

you do and I’ve felt this way for 28 years. I love what I do,” she admits. “I work for a great company from the owner to the president and everybody, including the staff all the way to the cleaning crew.”

Among her many talents is sourcing products, no matter how big or small.

But once guests come through the door, that’s where the energy of the entire team takes over and serves up a toast to those who remember the sitcom, “Cheers” fondly.

“We all strive to make everybody happy when they walk in the door,” Richman says. “People are excited and they can feel the energy in the building.”

“They say that it’s not work if you love what you do and I’ve felt this way for 28 years. I love what I do.” — GAIL RICHMAN

After all, “Cheers” was all about coming together as friends and sharing experiences in a place where everybody knows your name. That’s something anyone can raise a glass to. SGN

PART III OF III: CHALLENGES & OPPORTUNITIES

SEIZING THE OPPORTUNITIES

TWO PROMINENT BUYERS SHARE WHAT THEY ARE DOING AS BRICK-AND-MORTAR RETAILERS TO BE SUCCESSFUL IN TODAY’S COMPETITIVE RETAIL ENVIRONMENT.

Brick-and-mortar retailers are doing more and more to stay competitive in an era where online sales are soaring and competition is fierce. But there are many ways retailers can stand out with products and experiences that cannot be replaced with an online sale. While retailers at zoos and museums are fortunate to have a captive audience of attraction attendees, there is still more they can do to attract sales.

During the summer 2023 Las

Vegas Market, Souvenirs, Gifts & Novelties Editorial Director Kristin Ely sat down with Joy Love, vice president of merchandising and warehouse operations, San Diego Zoo Wildlife Alliance and Maureen Ryan, museum store manager, Albuquerque Museum Foundation, to discuss the various operational aspects of managing a gift shop that supports an attraction.

In the third of this three-part series, Love and Ryan share some of the challenges and opportunities they face as brick-and-mortar retailers.

Kristin Ely (KE): What are some of your biggest challenges as a brick-and-mortar store?

Joy Love, San Diego Zoo Wildlife Alliance (JL): In general a brickand-mortar store has the challenge of competing with the internet, competing with Amazon and online stores in general, and having access to purchase more easily than they ever have before. We do have a captive audience. We’ve got guests coming into the zoo and the safari park, and they want that souvenir to take home with them.

Joy Love

Vice president of merchandising and warehouse operations, San Diego Zoo Wildlife Alliance

Maureen Ryan

Buyer and merchandising manager, Albuquerque Museum Foundation

For us the biggest challenge is if someone wants something and they are a tourist and they don’t necessarily want to carry it or take it home, but we have the opportunity to ship it to them. We have an online store so we have an opportunity to circumvent that challenge.

Maureen Ryan, Albuquerque Museum Store (MR): We do not have a robust online store so our biggest challenge is what Joy was just talking about — if they want to take it home but don’t have room in their suitcase.

We bend over backwards to ship things out and make it very easy. A lot of times if people aren’t ready to purchase, we encourage them to take photos, and we can write down the artist’s name for them.

We can do all kinds of things to help them in the future if they do want to purchase so that is a challenge that we are slowly trying to overcome, we just aren’t ready to go the whole internet route.

Another fortunate thing that we have is the tours that come through the museum. That is another way we get an influx of potential retail.

KE: What effects did the pandemic have on your business and what if any effects still remain today?

JL: It is going to sound cliché now, but initially it was supply chain issues. We all experienced it whether it was with us in the business or as

a consumer. We were really seeing a delay and lag on some of the products that we need, but it is those relationships you have with your vendors and really working closely with them to secure the merchandise that they had and what we needed. And then it was the forward planning, working with them to place custom orders alongside what they are buying for their own in-house inventory.

Things have gotten a lot better in the last year so the lingering effects of that are that we are still seeing some quality issues for whatever reason, whether it be the supplier changed factories or manufacturers or there are new people working at those factories. I wouldn’t say it is happening all the time, but it is still an issue that we are seeing in some places.

MR: I don’t see that there are any lingering effects. I was very vocal when we were in lockdown. I said that the minute we can reopen, we are going to do it. In New Mexico, the governor was very cautious, and that was wonderful on her part. She opened up retail first before the museum was open.

How did we get customers in the door? If you recall the Burma-Shave sign, we did a Burma Shave on our lawn. Our marketing person came up with a little jingle, and I made these little Burma-Shave signs. We put them up on the sidewalk, and it was just adorable. People would be walking by and go, ‘“Wow it’s open.’”

The San Diego Zoo Wildlife Alliance does its best to make shipping large items easy for travelers.

Eye-catching displays at Albuquerque Museum capture amphitheater attendees’ attention.

We didn’t have a ton of business, but we were glad to be back. About three weeks later the museum opened and we had an excellent show. Business wasn’t fabulous but we did it, and I don’t feel any adverse effects at this point.

KE: What opportunities do you see as a brickand-mortar retailer?

JL: We are fortunate that our guests that come into the zoo and the safari park are there to first have that world-class experience, and then more often than not they want to take home something to remember their stay by.

We see our brick-and-mortar stores — our retail shops — as a way to reiterate the conservation message that visitors have seen throughout the zoo and the safari park.

And then just piggybacking onto that guest experience, whether it be that they saw their favorite animal — a tiger or a koala, et cetera — and being able to take that home.

MR: We do a lot of pop-ups, or we have artists come in for a weekend trunk show — things like that to change things up and create some interest. If there are local authors or people we can get in from an exhibition to do a book signing or a talk, we’re involved with that along with the education side of the museum so we have those kinds of opportunities as well.

We have an amphitheater that is right off the store, and every summer we have Salsa Under the Stars on Friday nights and Jazz Under the Stars on Saturday nights. The store isn’t open but

“We see our brick-and-mortar stores — our retail shops — as a way to reiterate the conservation message that visitors have seen throughout the zoo and in the safari park.”

— JOY LOVE, SAN DIEGO ZOO WILDLIFE ALLIANCE

at least it gives people an eyeful as they are walking into the amphitheater because our windows are gorgeous. They can lust after things that they

want to come back to purchase. There is also a coupon in the program for people who attend so they can come back and receive a discount in the store. Most of the people who come are locals and they will come back and say, “I was here

GETTING IN ON THE ACTION

While physical storefronts throughout the San Diego Zoo and San Diego Zoo Safari Park bring in the majority of sales for the San Diego Zoo Wildlife Alliance, the organization is reaching customers beyond their two venues with an online shop, shopzoo.com.

The online shop has grown exponentially since the pandemic, according to Joy Love, San Diego Zoo Wildlife Alliance.

“We are different than other brick-and-mortar retailers because we’ve got that person who’s buying things based on experience, but I still think there’s an opportunity to reach a customer out there who is on the other side of the world who has not been to the San Diego Zoo or even heard of it,” says Love. “My goal is to be able to reach out to them and offer that product that they wouldn’t otherwise be able to get in whatever country that they are living in, but we’re taking baby steps to get there online.”

for a concert last weekend, and I saw this in the window” so it really does help us in the long run.

We also have Route 66, and in 2026 it will be the 100th anniversary of Route 66. New Mexico is the only place where the road crosses itself and so we have that little bit of history, and Route 66 is literally a block away from us.

KE: Where is the future of your store headed?

JL: I think we will just continue to evolve and change product out as our guests vote for it as we see different animal trends, and I think we will continue to move in the direction of sustainability and eco-friendly merchandise.

MR: We are fortunate being at the museum, and we can capitalize on the experience of the exhibitions. That’s how we keep our merchandise fresh, and people can take home that wonderful souvenir of whatever it was that spoke to them when they were at the museum. SGN

CATCHING OUR EYE

Looking for something new to offer? Here are some trending products that are sure to turn heads.

Quotable Cards

Ceramic matte finish mini mugs offer inspiring messages and a splash of cheer.

www.quotablecards.com

Stuffed States USA

The plush version of the Pelican State shows off Louisiana’s fun side.

www.stuffedstatesusa.com

Genesee Candy Land

Because Reindeer Dung is so much more fun to say than chocolate-covered peanuts. www.geneseecandyland.com

Impulse Souvenirs

Cuffed, personalized beanies offer cozy comfort and a nod to functional fashion. www.impulsesouvenirs.com

TownWear

A cozy fleece beach blanket sets the stage for a day of play.

www.mytownwear.com

Sincere Surroundings

Counting down the days never smelled sweeter than with this Christmas Cheer-scented candle. www.sinceresurroundings.com

Melissa Lew

This handmade stainless steel necklace features the penguin, a symbol of hope and resilience.

www.melissalew.com

Luxiny

This rubber duck bath bomb takes tub time to the next level.

www.luxiny.com

The Petting Zoo

This raccoon is ready for a hug any time of day or night. www.pettingzooplush.com

Have a product to feature? Send a high-resolution image and description to: katie@breakwallpublishing.com.

SUNSHIN E AWARD

WINNER: Castle Noel

LOCATION: Medina, OH

CO-OWNER: Dana Klaus

SPREADING CHEER ALL YEAR

Nestled in the quaint northeast Ohio town of Medina, Ohio, is an attraction that is a mecca for Christmas lovers. Castle Noel features the largest privately owned collection of Hollywood Christmas movie props and costumes. Visitors can explore Christmas windows from New York City’s iconic department stores, enter a Blizzard Vortex and even ride down a big slide, just like Ralphie did in “A Christmas Story.”

The gift shop features many unique gifts to commemorate the jolly visit. Owners Dana and Mark Klaus (yes, that is really their last name) not only spread joy through their amazing venue, they support causes that encompass the spirit of giving like you’d see in one of your favorite Christmas movies.

SOCKS FOR

SOLDIERS. Every year, Castle Noel hosts a drive for Socks for Soldiers, which provides socks and undergarments to homeless

Castle Noel’s gift shop features numerous name drop merchandise products.

veterans. “Veterans and military are near and dear to our hearts,” says Dana, noting that Mark’s father was a World War II veteran and her two brothers are veterans.

The donations are collected during Castle Noel’s Santa Day in May where Santas from all over the country “come to town.” The Klaus’ put out a trunk to collect donations, and the drive is well received.

FOSTERING CONNECTIONS.

“We give back because we got here because of the many people who helped us and supported us.”

— DANA KLAUS

Another important cause for the couple is foster families. “The foster program is 100% us,” says Dana. On one special day each year, foster families are invited to come, and everyone gets to tour Castle Noel and to play mini golf at the Alien Vacation Mini Golf course also owned by the Klauses.

“They get pizza and donuts, and we spoil them,” says Dana. “It’s all about them just feeling good and getting something back because foster families give so much, and it’s all a labor of love. What I wanted to do is give back to them and say thank you.” SGN

Sunshine Awards recognize retail stores in our industry that are making a difference through charitable donations and efforts. Is your store worthy of an award? We’d love to hear from you! Complete an entry form at www.sgnmag.com/sunshine-award

SPONSORED

Photos: Cherish Derrig