Seaside Retailer - July/August 2024

seaside retailer B E A CH | CO ASTAL | NAUTICAL

THE BUSINESS MAGAZINE FOR BEACH, COASTAL AND NAUTICAL RETAILERS | JULY-AUGUST 2024

FROM

BaliTO Cali

A mother-daughter team imports inspiration for an expanding business rooted in fair trade and community spirit.

+ Inside: Le K ar E n Y Co mo NO nf re er ab TE en ou A ce t N ke the N yn Co O ot a U e sta N sp l ea Co CE ke nn D r, ec ! p. ti 8 on s

34 Get inspired with coastal holiday finds 44 Scented products that evoke sea memories 54 Lakeside retail insights

CONTENTS

JULY/AUGUST 2024 | VOLUME 5 | ISSUE 4

In Every Issue 6

EDITOR’S NOTE What is your store’s intention?

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RETAIL NEWS Coastal Connections Conference keynote named.

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TAKING STOCK Boost the perceived value of your retail.

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CUSTOMERS COUNT Create an “I like this place” feeling in your store.

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SEAWORTHY IDEAS Flamingos, palm trees and beach bag product ideas.

EVENTS CALENDAR Make plans to attend these future industry events.

EVENTS COVERAGE Coverage from past and upcoming industry shows.

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PRODUCT SHOWCASE Fresh merchandise ideas for your seaside store.

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RETAILER REFLECTIONS Free up money with better vendor terms.

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AD INDEX Easily locate an advertiser’s ad and website.

COASTAL CONNECTIONS

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TOPIC: LAKESIDE RETAIL

Lake & Pine Co.: Delafield, WI ...........................................54 On the Bay: New Baltimore, MI .........................................60 Erie & Anchor: Vermilion, OH ............................................66

Features Cover Story: From Bali to Cali ............................................. 26 A mother-daughter team grow Coco Rose and Bali Queen.

Product Focus: Bottling up the beach ................................. 44 Candles offer both healing and memory-evoking properties.

Style Trend: Merry mementos ............................................. 34 Variety and personalization are key for coastal holiday decor.

Starfish Award: Conservation commitment ...................... 82 Suncatchers’ Dream is passionate about Florida wildlife.

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The Coastal Connections Conference is Feb. 11-12, 2025. Stay up to date at www.coastalconnectionsconference.com!

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EDITOR’S NOTE

Published six times a year by: Breakwall Publishing LLC 3593 Medina Rd. #117, Medina, OH 44256 800-705-6833

Subscriptions and address changes: Seaside Retailer magazine P.O. Box 3000, Denville, NJ 07834 subscriptions@breakwallpublishing.com 800-705-6833, Ext. 1

Setting an intention shouldn’t just be reserved for yoga, it should be something we do in our businesses too.

KAREN CARR PUBLISHER & CREATIVE DIRECTOR karen@breakwallpublishing.com 800-705-6833, Ext. 701 Direct: 330-591-2575 KRISTIN ELY EXECUTIVE EDITOR & CONFERENCE DIRECTOR kristin@breakwallpublishing.com 800-705-6833, Ext. 702 Direct: 858-684-7744

Setting your intention

MEGAN SMALLEY ASSOCIATE EDITOR megan@breakwallpublishing.com 800-705-6833, Ext. 704

A few weeks ago, I decided to take a yoga class. It had been at least a few years since I last did

any sort of yoga, and I forgot just how amazing it makes you feel. One of my favorite parts is at the beginning of class, when the yoga instructor asks you to set an intention for your practice. This exercise got me thinking that setting an intention shouldn’t just be reserved for yoga, it should be something we do in our businesses too.

From the moment Karen Carr and I began Seaside Retailer in January 2020 and still today, our intention has always been to help beach, coastal and nautical retailers thrive.

And we do that by providing you with information, inspiration, product ideas, advertising from relevant wholesalers and more. And you are able to receive the magazine at no charge as long as you are a qualified retailer. And it doesn’t end there. In 2025, we are hosting our third Coastal Connections Conference and our goal is the same: To help you thrive.

We will do that by giving you face-to-face access to industry experts whom you can learn from to elevate your store in a wealth of areas, from marketing to merchandising, to finances and more. The Boardwalk exhibitor experience and Boardwalk Chat that are part of the event are our way of helping you build relationships with vendors. And coming together with other coastal retailers is also invaluable for sharing ideas and getting inspiration. You can learn more and register at www.coastalconnectionsconference.com.

We are here for you and want to do whatever we can to give you the tools you need to succeed. Our latest tool, the Marketplace, is launching in August. This online directory, hosted at www.seasideretailer.com, will give you the ability to search for wholesalers across a variety of product categories, learn about their product offerings and connect.

We are sure there are even more ways out there we can help seaside retailers in their businesses, and asking ourselves how guides our business decisions. What is your store’s intention? Is it to make customers smile? To make a difference in someone’s life by providing them with a quality keepsake? Whatever it is, think about it often as you go through your day, and don’t forget it even when you get distracted, busy and overwhelmed. Take a deep breath and slowly exhale. You’ve got this. Namaste.

Follow us!

@seasideretailermag

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KRISTEN HAMPSHIRE ASSOCIATE EDITOR khampshire@breakwallpublishing.com 800-705-6833, Ext. 710 DEBBY CLARKE AD PRODUCTION COORDINATOR & GRAPHIC DESIGNER debby@breakwallpublishing.com 800-705-6833, Ext. 705 COLUMNISTS TOM BORG, MICHAEL HALE, CATHY DONOVAN WAGNER LARRY WHITE MARKETING DIRECTOR larry@breakwallpublishing.com 800-705-6833, Ext. 708 Direct: 610-324-2100 DEBBY NICHOLS SALES MANAGER debbynichols@breakwallpublishing.com 800-705-6833, Ext. 706 Direct: 859-321-8770 BRIAN SKEPTON SALES MANAGER brian@breakwallpublishing.com 800-705-6833, Ext. 703 Direct: 689-257-4377 LEE WHITE SALES MANAGER lee@breakwallpublishing.com 800-705-6833, Ext. 707 Direct: 215-798-3878 KATIE TURNER BUSINESS DEVELOPMENT MANAGER katie@breakwallpublishing.com 800-705-6833, Ext. 709 CIRCULATION GREGORY WOLF, RUSSELL MARTH Entire contents copyright 2024 Breakwall Publishing LLC. All rights reserved. Materials in this publication may not be reproduced without written permission from the publisher.

BreakwallPublishing www.seasideretailer.com

R E TAI L N E W S

MAKING WAVES q Seaside Retailer and SGN win 2024 Azbee Awards Medina, Ohio-based Breakwall Publishing has announced its two publications, Seaside Retailer and Souvenirs, Gifts & Novelties (SGN), have each been recognized by the American Society of Business Publication Editors with 2024 Azbee Awards of Excellence.

Seaside Retailer and Brook Bilyj, contributing editor, were awarded a National Silver Award and a Heartland Chapter Regional Gold Award in the Company Profile editorial category.

The winning editorial entry was for Seaside Retailer’s July/August 2023 Cover Profile, “Experiencing the Magic,” written by Bilyj, featuring the Jupiter, Florida-based Ocean Magic Surf Shop and its new co-owner Felipe “Flip” Oliveira.

SGN and Karen Carr, publisher and creative director, were awarded a National Bronze Award and a Heartland Chapter Regional Silver Award in the Publication Redesign design category. Breakwall Publishing acquired SGN in January 2023.

The publishing company debuted its first issue with a fresh look in March/ April 2023, including new editorial sections and several design updates.

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Coastal Connections Conference announces 2025 Keynote Speaker The Coastal Connections Conference has announced that Kathy Cruz, founder of the Savvy Shopkeeper, will be the keynote speaker at the 2025 Coastal Connections Conference, Feb. 11-12, 2025, at the Margaritaville Resort Orlando in Orlando, Florida.

Cruz has carved her niche as a go-to expert for brick-and-mortar business owners looking to thrive in the ever-evolving retail landscape.

As the founder of Savvy Shopkeeper, she has transformed her experiences and insights as a retailer and entrepreneur into a valuable resource for fellow shop owners. Through her blog, podcast and social media platforms, Cruz shares practical tips, success stories and industry trends, empowering indie retailers to navigate challenges and maximize their potential.

“We are ecstatic to have Kathy Cruz of Savvy Shopkeeper as the keynote speaker for the 2025 Coastal Connections Conference,” says Kristin Ely, conference director. “After participating in panels during the 2023 event, it was clear Kathy has a wealth of ideas to share with the seaside retailer community to help their businesses thrive. Her keynote will undoubtedly motivate retailers to take a fresh look at their business and take immediate steps to boost revenues.”

“Seaside Success: Seven Essential Financial Metrics for Growing Your Coastal Retail Business” will kick off the main conference on Feb. 11 from 1:15-2:30 p.m.

This engaging and informative presentation is tailored for independent retailers in coastal destinations, providing them with the financial insights needed to thrive in a competitive market. Attendees will gain a deep understanding of key metrics that can drive their business growth and profitability, from managing inventory efficiently to optimizing your pricing strategies.

Attendees will walk away from the session with actionable takeaways to implement immediately, including: • strategies to maximize your profitability and boost your bottom line; • inventory management optimization for better cash flow and reduced costs; • understanding your business’ financial help to make data-driven decisions; • techniques to set realistic sales targets and achieve sustainable growth; and • methods to enhance revenue through effective sales tactics and customer engagement.

SUPER EARLY BIRD REGISTRATION OPEN!

COASTAL

Connections

The Coastal Connections Conference is CONFERENCE Feb. 11-12, 2025, at the Margaritaville Resort Orlando. The only retail conference specifically geared toward beach, coastal and nautical retailers includes educational sessions, vendors and networking. Visit www.coastalconnectionsconference.com.

www.seasideretailer.com

R E TAI L N E W S

Tervis debuts Guy Harvey tumblers for World Oceans Day

Dune Jewelry receives award from Global Traveler Magazine Global Traveler Magazine, a publication dedicated to luxury travelers, has selected Dune Jewelry as its Best Destination Jewelry Brand in its 12th Annual Leisure Lifestyle Awards. The annual survey honors the best in the world of leisure and lifestyle travel, awarding goods, services, destinations, hotels, airlines, airports, cruises and more.

Holly Daniels-Christensen, founder of Dune Jewelry, says the award from Global Traveler Magazine is “a dream come true.”

“Winning this award is a huge milestone, but it’s just the beginning of our journey,” she says. “We have so much planned for the future of Dune Jewelry, and we can’t wait to share it with you all.”

Global Traveler Magazine conducted a survey of its readers July 15, 2023, to March 8, 2024, with open-ended questions for the best in many categories of leisure, luxury and lifestyle travel. Several other awards include: • Best Leisure Destination: Nashville, Tennessee; • Best Weekend Destination, North America: Savannah, Georgia; and • Best Island, United States: Amelia Island, Florida.

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In honor of World Oceans Day June 8, Tervis released a 16-ounce tumbler set and website takeover with Dr. Guy Harvey, a recognized marine wildlife artist and conservationist.

Products inspired by the ocean and marine life as well as a special video message from Guy Harvey were featured on www.tervis.com that day.

Tervis, a family-owned drinkware company based in North Venice, Florida, began donating $1 to the Guy Harvey Foundation for every product sold from its Guy Harvey Collection in 2019. Since Tervis started the donation program, the drinkware company has donated more than $200,000 to the foundation.

This year, Tervis also unveiled a four-pack Guy Harvey - Living Reef Collection. Each 16-ounce tumbler features varying sea creatures, including stingrays, dolphins, manatees, and fish and turtles. Available at www.tervis.com and www.guyharvey.com, the tumblers can be purchased individually or as a set.

M&W Design debuts new ThinPrints line M&W Design Co., a sustainable souvenir and gift manufacturer, has launched “ThinPrints” as a new product in its Home/Gift division. These new sustainably sourced signs made of furniture-grade wood are “thin enough to hang, wide enough to sit and fun enough to show off,” according to the company.

ThinPrints come in various categories, including family, work, fun, sarcasm and holiday. According to M&W Design, each new product in the line is designed to be unique and memorable, making them perfect for gift shops, souvenir stores, boutiques and other retail locations.

“We spoke to the marketplace and listened to the fact that they were asking for a product which could be put in multiple places, including tight areas other products are not able to fit,” says Alec Carr, business development director at M&W Design.

New England Aquarium cuts plastic from gift shop With hopes of taking environmental commitment and stewardship to the next level, the New England Aquarium in Boston, along with its retail partner Event Network, has taken steps to remove plastic from the aquarium’s gift shop. The aquarium’s gift shop has replaced all plastic products with those that are plasticfree, biodegradable or constructed from recycled plastic materials.

The effort is part of Event Network’s Plastic S.T.O.P.S. Initiative, focused on strategizing plastic sell-through; tracking plastic items; ordering the best alternative products; promoting adjacent product departments; and sharing results with transparency.

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R E TAI L N E W S

International standards organization approves new beach umbrella safety standard A new safety standard for beach umbrellas went into effect in April, and for one beach umbrella manufacturer the new development is 15 years in the making.

In 2009, Bill Schermerhorn witnessed a terrible accident while relaxing on a beach that changed the course of his career.

“My wife and I were relaxing on a beach in 2009 and we witnessed a horrendous accident where an umbrella hit a 7-year-old girl in the face,” he recalls. “It was horrific. I mainly thought there’s got to be something to prevent this from happening.”

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Schermerhorn spent the next year trying to find a solution to prevent beach umbrellas from flying away. In 2011, Schermerhorn invented and patented BeachBub Ultra beach umbrella base as a way to keep beach umbrellas secure.

Schermerhorn says he also wanted to eliminate the problem of flyaway beach umbrellas altogether. He formed a coalition and lobbied to lawmakers in Washington involved with the Consumer Product Safety Commission (CPSC) to update the standards for beach umbrellas. In

2021, he says lawmakers reached out to the American Society for Testing & Materials (ASTM) and CPSC to release a formal beach umbrella safety standard.

In April, ASTM officially released a standard consumer safety specification for beach umbrellas and related anchor devices. The standard states that all beach umbrellas should be held in place with at least 75 pounds of resistance and should remain secure in winds up to 30 mph.

With the passage of the new standard, Schermerhorn suggests that any seaside retailers offering noncompliant umbrellas should ensure they offer compliant umbrella anchors in line with the new ASTM standard.

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TAK I N G S T O C K

BY MICHAEL HALE

Elevate the perceived value of your apparel

Focusing on how your apparel is presented will elevate the perceived value of your product.

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or seaside retailers that carry apparel in their assortment, you can elevate the perceived value of your apparel by implementing a few simple strategies.

What is perceived value? Let me explain it in a simple way. If you walk into a store with disheveled piles of product, you’d expect to pay less for the same item than if it was presented nicely. The value of the product is elevated by how it is presented.

LET’S START WITH FOLDING

Michael Hale, CEO of Retail Rehab, transforms retail spaces and helps drive up profits. michael@retail-rehab.com www.retail-rehab.com

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I suggest using folding boards or folding paper for consistent folds. Center the logo or design and fold the sleeves in to meet the folding board or paper.

Then fold lengthwise into thirds to add weight and height. Stacks of folded T-shirts should ideally be no more than 12 high. Folded apparel should be maintained throughout the day.

SIZING FOLDED APPAREL

Generally, sizing should be left to right and top to bottom — smallest

to the largest. For a single stack of an item, the smallest would be on top and the largest on the bottom of your stack. If you have several stacks of the same item, then you may have the small and medium in a stack on the left, with large and extra-large in the stack on the right.

HANGING APPAREL

If a shirt has special details on the sleeves or hem, it may be ideal to hang instead of fold. For sizing hanging apparel, follow the same guide as before.

The front of a face-out would have your smallest size and the back of a face-out would be your largest size.

COLORIZATION FOR APPAREL

The left-to-right and top-to-bottom theory works here too, but it would also be light to dark. I often place a lighter color product in between two darker colors to present balance.

Focusing on how your apparel is presented will elevate the perceived value of your product.

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CUSTOMERS COUNT

BY TOM BORG

Create that ‘I like this place’ feeling

It has been said that “a picture is worth a thousand words,” but “an experience is worth a thousand pictures.”

Tom Borg is a retail consultant, speaker and author of “True Small Business Brilliance.” Contact him at: 734-404-5909 tom@tomborg.com www.tomborgconsulting.com

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H

ave you stopped to ponder how people form an affinity for your gift shop? I am referring to that wow feeling that leaves them wanting to

come back.

People are going to experience your shop through their five senses: sight, sound, smell, taste and touch.

SIGHT

What do customers see as they walk into your gift shop? As a child, I loved to open a pack of Life Savers hard candy. I would stare at the vivid rainbow colors of the different flavors. The image of the candy was so strong I still remember it today.

Do your displays have that kind of impact on your customers? Which ones could create that kind of impression?

SOUND

What do your customers hear when they walk into your store? Customers appreciate pleasant music, a friendly greeting and the sound of lively conversations throughout the store.

SMELL

What type of fragrances do they smell?

There are certain smells that can stimulate pleasant past memories for our customers and create new ones that they associate with your store. Keep the scents that are pleasing to the nose.

TASTE

Many gift shops will have free samples of some of the candies or treats they sell. This encourages your visitors to try something new.

TOUCH

Do your displays invite your gift shop visitors to touch and feel the merchandise? How do your items for sale feel? It has been said that “a picture is worth a thousand words,” but “an experience is worth a thousand pictures.”

Why not go through your gift shop with your team and experience it with your five senses, compare notes, and decide what needs to be improved and what things need to change to help create an “I Like This Place” feeling?

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S E AW O R T H Y I D E A S | F L AM I N G O S

Funky flamingos Bring out the wild side with bold and beautiful pink flamingos.

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1. A to Z Towels: 30-inch by 60-inch Flamingos and Flowers II velour cotton beach towel, www.atoztowels.com; 2. Jewelry Max: Bead tropical bird earrings, www.jewelrymax.net; 3. Bamboo Trading Co.: Flamingle Club Bag, www.bambootradingcompany.com; 4. Bamboo Source Tropical Decor: Flamingo Capiz wind chime, www.bambootropicaldecor.com; 5. Cape Shore: Flamingo-style Ball jar shot glass, www.cape-shore.com; 6. Caloosa WaterWear: Kids flamingo Ultra Comfort shirt, www.shopcaloosa.com; 7. Baxter & Me: Flamingo and palm tree garden flag, www.shopbaxterandme.com; 8. First & Main: Fanta Sea Fiona Flamingo 15-inch pink plush, www.firstandmain.com; 9. Beacon Design: Name-drop flamingo ornament, www.beacondesign.com.

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S E AW O R T H Y I D E A S | PAL M S

Branching out Give off tropical island breezy vibes with palm leaves.

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1. Jilzarah: Seaside green reversible cradle necklace, www.wholesale.jilzarah.com; 2. 8 Oak Lane: Banana leaf stemless wine glass, www.8oaklane.com; 3. Foterra Jewelry: Sterling silver mini green palm-themed hoop earrings, www.foterrajewelry.com; 4. Rightside Design: Palm and lizard indoor-outdoor lumbar pillow, www.rightsidedesignstyle.com; 5. Kendrick Home: Palm leaves wall decor, www.kendrickhome.net; 6. Bali Queen: Bombay jeweled caftan in lemon poppy, www.baliqueen.com; 7. Esschert Design USA: Banana leaf umbrella, www.esschertdesignusa.com; 8. Beach Rinse: Suds Up soap bar, www.beachrinse.com; 9. Blue Bay Clay: Coastal Palm Collection Clay palm earrings, www.bluebayclay.com/wholesale.

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S E AW O R T H Y I D E A S | B E A C H B A G S

Beach bound Beach, coastal and nautical beach bags go the distance.

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1. Sea Bags: Tote with pink anchor on stripes, www.seabags.com; 2. SandeBag: Original Chill Bag with Parrot Party theme, www.sandebag.com; 3. Marloru: Venice Sunday bag, www.marloru.com; 4. Simply Southern: Embroidered Sail Away tote bag, www.simplysouthernwholesale.com; 5. Aloha Collection: Reversible hibiscus tote bag, www.aloha-collection.com; 6. Beachcombers Coastal Life: Shell collector bag, www.beachcomberscoastallife.com; 7. Bogg Bag: Original Bogg Bag in Off to the Races Red, www.boggbag.com; 8. Shore Bags: Classic large cobalt tote, www.shorebags.com.

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C O V E R S T O RY

Eileen and Shannon Burke have brought Balinese resortwear to Southern California and beyond thanks to a life-changing trip that the mother-daughter duo have turned into a retail and wholesale enterprise.

PHOTOS: ROBYN SCHERER

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STORY BY KRISTEN HAMPSHIRE

FROM

BaliTO Cali

A mother-daughter team imports inspiration for an expanding business rooted in fair trade and community spirit.

W

hen Eileen Burke said, “Why not?” to a girls’ trip invite to Bali two decades ago with another mother-daughter duo, a business endeavor was nowhere near on the radar. But the retail store owner has always had a way of running head on into enterprise.

Shannon Burke was only 14 when she hopped on the plane with her mother on the life-changing trip to the south Pacific. She had been a helper and fixture in her mom’s Encinitas, California, shop Queen Eileen’s, since she was in a bassinet and four days old.

“She came in every day after school, which was only two blocks away,” Eileen says of her best friend and now business partner, travel companion and sounding board.

In middle school Shannon helped at the counter. She baked cookies for the shop’s extensive gift basket business that grew into the largest in the San Diego area.

“I was always that helping hand,” says Shannon.

Queen Eileen’s became a must-stop for travelers along U.S. Route 101 seeking novelty gifts and funnies from edgy greeting cards to cheeky tea towels and socks bearing zingers, along with name-drop pieces for tourists and locals.

Queen Eileen’s was well established. Then the Bali trip happened, and it was about to experience a bohemian-wanderlust revival, unbeknownst to Eileen.

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BORN FROM BALI

“We fell in love with it there,” Eileen says of Bali, the people, the cottage industry, the cultural texture and — the possibilities.

During the excursion, Eileen basically stuffed her suitcase with clothing, jewelry and inspiration. “I already had a store to put it in to sell,” she explains.

Before Eileen even left the Indonesian island, she was figuring out a way to come back.

Once home, she sprinkled flowing caftans, kimonos, bottoms, tops and dresses into the Queen Eileen’s mix, along with jewelry and small decorative items like baskets and bowls.

“I was reinventing myself without even realizing it,” says Eileen, who relies on her gut for business decisions.

At the time, the gift basket business was waning, but she had excitement for the handcrafted, heritage-rich pieces she brought home with her.

She developed a fast, trusted friendship with a Balinese shop owner JULY-AUGUST 2024 SEASIDE RETAILER 27

C O V E R S T O RY

“I love the people. I love the customers.

I love the clothes — I love it all. I could roll in it.” — EILEEN BURKE named Yunik, who would buzz around Bali on a scooter with Eileen riding on the back. They met artisans, sourced materials and secured relationships with Balinese seamstresses, jewelers and craftspeople. Out of this came Eileen’s wholesale brand, Bali Queen, along with the first Coco Rose store in Carlsbad, California, dedicated to the imports and other lines with a complementary aesthetic.

Today, the Burke ladies are the creative engine behind Bali Queen and a growing portfolio of retail boutiques, Coco Rose, with seven locations across the San Diego coast and Palm Desert region. Eileen launched two additional concepts online this year — Coco Rose Home and Last Chance with discounted last-season luxe resort wear pieces, putting the number of motherdaughter businesses at nine.

“My stores are like potato chips,” jokes Eileen. “You can’t just have one.”

And since that initial trip to Bali, bulging luggage has evolved into 20foot shipping containers annually, and a need for bimonthly deliveries.

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TREASURE HUNTING

Eileen credits Yunik for uncovering layers of culture, tradition and opportunity on the island. They met by happenstance at Yunik’s Bali shop.

“I’ll close up here and give you a ride around,” Yunik told her.

“Then it was her and I riding all around the island sourcing items on her scooter, and we still are,” Eileen says. Shannon now accompanies them on the trips. They find fabrics or make their own screens for printing patterns.

They select materials for spring and summer, and design about a halfdozen patterns for a collection.

All of this must happen six months before the season’s launch.

“Everything is crocheted or embroidered, all done by hand,” says Eileen.

“It’s not wham-bam throw it on a sewing machine. Everything is cottage industry. There are no big factories.”

Eileen describes poking into showrooms and entering back areas where families live and work. “When we buy sterling silver jewelry, they are making it right there,” she says.

Coco Rose’s mix of resortwear and accessories are hand selected from artisans in Bali.

Except not on holidays, which are aplenty and can result in weeks off in Bali. “Then we can’t get shipments out,” Eileen says, noting how the same enchanting aspects of the island also present ordering, shipping and inventory challenges.

For instance, before opening the new Coco Rose Home in La Quinta, California, a container was supposed to be on the way for the Feb. 1 debut.

But it didn’t arrive. “I flew to Dallas and put in immediate orders,” says Eileen. “I knew I had to fill the store, so I brought in lines from a lot of creative co-ops like Kalalou and A&B Home, along with stocking gourmet foods, tea towels and cocktail napkins.”

Once the container arrived, items sold within two weeks, which was going to require strategic planning to secure a funnel of inventory.

In spite of her go-with-your-gut sensibilities, Eileen is just as much a thoughtful visionary tethered by a strong business acumen.

“One of our keys to success as an importer is we take a percentage of www.seasideretailer.com

C O V E R S T O RY

Coco Rose offers some coastal serving trays, bowls and other decor.

everything we sell and reinvest it into new products,” she says. “If we sell X dollars in imports, a percentage is put into the import account every Monday.

We do not take a paycheck from that.

We do not pay for advertising with that. We are very diligent.”

Aside from importing Balinese resortwear, jewelry and decor, Coco Rose also sells products from Thailand and India. Eileen aligns with brands like Bombay, La Playa and Tribal Tides.

Jewelry selections include necklaces, earrings and bracelets in a range of materials with an emphasis on sterling silver along with an alloy collection.

Coco Rose shops also feature home decor offerings, though the flagship for furniture pieces is Coco Rose Home.

“What I love most about my business is the treasure hunting,” Eileen says.

Shannon says their similar taste makes for smooth buying trips abroad.

“We travel so well together and when we are on these trips, we go in, take a perimeter of the room, and her and I love all the same things,” she says.

Their differing strengths in the business are complementary. Shannon manages the wholesale side, marketing, online communications and social media. Eileen is in all of the stores, making rounds daily, merchandising, and sourcing. She’s also the engine behind a growing brand.

Eileen is a real-deal retail pro, listening carefully to the customer.

For example, when visitors at the Encinitas and Carlsbad shops wanted to know where they could find name-drop T-shirts and apparel, which the shop had tapered off, the Burkes reevaluated. Now, the company is working with Town Pride to offer sweaters for those store locations.

Meanwhile, at the original Encinitas shop that was rebranded as Coco Rose last December, customers still want novelties, gift baskets and sassy gifts.

PRESENTATION MATTERS

A stealth merchandiser and savvy saleswoman, Eileen’s time-tested

Whoever sells it first wins The retail-wholesale relationship is yin and yang for the mother daughter business partners Eileen and Shannon Burke, who own the retail chain Coco Rose and wholesale division Bali Queen. When inventory arrives, the stores are stocked with two pieces of each style and color selection, about half of the overall order. The rest is stored for replenishment or wholesale.

Consistent branding across the retail-wholesale business streamlines marketing resources. “People who search Bali Queen can click on a gadget on the website that says, ‘For retail, click here,’” Shannon says. “Putting the Bali Queen name out there helps drive business to our online stores and elevates brand recognition.”

She adds, “The cross-marketing also works for photography that we use for both parts of the business.”

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C O V E R S T O RY

Coco Rose’s enticing displays encourage customers to interact with the merchandise.

presentation strategies follow a simple theme: “If you move it, it will sell.”

There’s also a high level of organization involved.

Eileen explains the jewelry presentation across Coco Rose locations. Pieces are first organized by type and then by color family. Teak trays in various sizes serve as display vessels, allowing customers to easily touch, try on and take.

“If we put bracelets on a bar, no one wants to take them off because they have to remove several pieces to get to the one they want,” she says. “They either don’t want to mess up the display or ask for help, so we started arranging bracelets on the teak trays, and we do the same for anklets and wraps.”

Wholesale customers can buy the trays, and Bali Queen will gift displays as a thank-you for large orders.

Necklaces are hung on Manzanita trees, also organized by color group. “I don’t mind a linen neck display if we have a showpiece, but with as many necklaces as we have, the trees are a better solution,” says Eileen.

The enticing displays encourage customers to play and partner different pieces with garments they are considering. Naturally, the presentation goes 32 SEASIDE RETAILER JULY-AUGUST 2024

awry amid customer traffic. Eileen has 4-foot round flat baskets that she props on portable folding stands so she can systematically sort out-of-place necklaces and arrange them on the trees.

Presentation goes beyond the stores and into communities.

Coco Rose participated in Fashion Week El Paseo in Palm Desert, a seven-day experience including booths by invitation only. “We had events every day and got really creative,” says Eileen. “One day we had a psychic at our booth, another day we had a foot masseuse and a cabana boy bringing out fruit kabobs, and we had a caftan dance party.”

During that Coco Rose Home was due for its grand opening. And then a shipping container arrived. Never a dull moment, but that’s exactly what Eileen and Shannon love about the business.

“I love the people. I love the customers. I love the clothes — I love it all.

I could roll in it,” Eileen says, authentically gushing over a lifelong passion project that takes her around the world, connects her to special people and cultures, and is an inseparable mother-daughter bond. www.seasideretailer.com

C O V E R S T O RY

THREADED IN COMMUNITY

The philosophy behind Coco Rose and Bali Queen is to create an oasis where mothers and daughters can love what they wear during travels and at home.

The purpose is not only to create pieces for every body type, but also to support communities of hardworking women who handmake these garments.

All handpicked fabrics and designs in the Bali Queen collection generate jobs for Balinese artisans while sustaining the Coco Rose vision, Eileen says.

The community connection extends beyond textiles and into other efforts to sustain villagers’ livelihoods. In 2022, after the economic impact of COVID-19, the company purchased a rice field that was scheduled to be taken by the Balinese government for lack of paying dues. By doing so, the

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rice field retained vital jobs. “By buying the field, we saved jobs and donated all the rice to people in the community,” Eileen relates.

Eileen considers them an extension of the Burke family.

Customers’ purchases also support the Coco Rose vision and personally touch villagers. The Ralphy Campaign contributes $1 to Yunik’s son’s medical school fund for every caftan purchase made by his mother.

Ralphy is 12 and has always wanted to become a doctor. At one time, Yunik sold peanuts in front of his school to afford tuition. “We’re here to make his dream a reality,” says Eileen.

Eileen reflects on the amazing, fulfilling journey that unfolded after the initial trip to Bali with her daughter.

“If this mom had not invited us to go

on a trip, we would never have gone — Coco Rose and all of this would have never happened.”

This is why she encourages asking, why not?

What’s next for Coco Rose and Bali Queen? Eileen is telling herself: “No more stores until at least next year!”

She laughs, adding, “But then, it’s all about the opportunity.”

Coco Rose customers can find beautifully crafted trays, decor and more.

JULY-AUGUST 2024 SEASIDE RETAILER 33

S T Y L E T R E N D : H O L I DAY

STORY BY MEGAN SMALLEY

MERRY MEMENTOS

Customers value variety and personalization options with coastal holiday decor.

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hristmas and the holidays might not be top-of-mind for seaside retailers in the busy summer months, but for vacationers in search of a perfect reminder of their time at the coast, finding an ornament or holiday decor with a beachy theme or name drop can make the winter months a little brighter. Tourists are thinking ahead with how they might display their fondness for the beach during the holiday season.

This desire is why some seaside retailers are even success-

ful in dedicating their entire stores to offering Christmas and holiday products. In Rehoboth Beach, Delaware, for example, Christmas Spirit of Delaware has brought cheer to many vacationers for over the last 50 years.

Owner Jill Hudson says Rehoboth Beach is a big tourist destination, with most people visiting in the warmer summer months. But regardless of the season, Christmas Spirit of Delaware catches the eyes of passersby with its bright holiday lights, Christmas trees and a full-size Grinch showcased in the store’s window display.

Coastal themes are being incorporated more and more into holiday decor, such as in these stockings from C&F Home.

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S T Y L E T R E N D : H O L I DAY

HOLIDAY

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HAPPINESS

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These festive decor items will have vacationers wanting to decorate for the holidays early.

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1. Kurt Adler: 10-inch Fabriché beach Santa two-piece set, www.kurtadler.com; 2. Impulse Souvenirs: Topsail Island, North Carolina, name-dropped sea turtle ornament, www.impulsesouvenirs.com; 3. Dune Jewelry & Co.: Snowflake ornament, www.dunejewelry.com; 4. C&F Home: Glass coastal Christmas tray, www.cnfei.com; 5. Cape Shore: Resin ornament sea glass sailboat with tag, www.cape-shore.com; 6. Old World Christmas: Tropical-themed Hawaiian islands ornament, www.oldworldchristmas.com; 7. Joseph K & Co.: Fort Lauderdale, Florida, Santa ornament, www.josephk.com; 8. Pumpernickel Press: Joyful seashell wreath Christmas cards, www.pumpernickelpress.com; 9. Fancy That Gift & Decor: 15-inch outdoor holiday octopus, www.fancythatgift.com; 10. Sincere Surroundings: Have Yourself a Beachy Little Christmas sign for the holidays, www.sinceresurroundings.com.

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S T Y L E T R E N D: H O L I DAY

Along the Jersey Shore, Mia’s Christmas Gallery in Ocean City, New Jersey, easily sells coastal Christmas decor yearround as well. Jane Saile owns the shop alongside her husband, Jim. She notes that tourists visiting Ocean City love to stop in Mia’s Christmas Gallery for an ornament with the Ocean City name drop regardless of the time of year.

“They come and want to remember their time here,” she says.

FESTIVE FAVORITES

Mia’s Christmas Gallery has an ornament for just about any holiday or theme — from coastal themes to snowmen to pets.

Saile notes that special occasion ornaments from Old World Christmas do particularly well, such as wedding or baby’s first Christmas ornaments.

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Little kids go crazy for ornaments that feature toys, ballerinas and cartoon characters like Paw Patrol, she adds.

The retailer also stocks a variety of ornaments from popular sports teams, such as the Jets, the Yankees and the Steelers.

“We don’t carry ornaments for all sports teams, but we do for the big ones,” says Jim Saile, co-owner of Mia’s Christmas Gallery.

Trends are important to watch when it comes to stocking Christmas ornaments. For instance, Neal Applefeld, president and CEO of Old World Christmas, says the company noticed an uptick in its Santa and Mrs. Claus Pickleball ornaments, thanks to a growing interest in that sport.

“We’re constantly seeing a mix of traditional holiday with pop culture,”

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Applefeld adds. “We try to stay up to date on trends. This year we’re launching a ‘Swiftea’ Cup and a Kringle Cup.” Food-themed ornaments are of increasing interest as well. “Food stuff is trending this year,” says Hudson, adding that her customers enjoy purchasing food-themed ornaments and decor as gifts for people back home.

As a coastal shop, Christmas Spirit of Delaware always does well selling beach-themed Christmas ornaments.

The retailer even has three beachthemed Christmas trees to highlight some of its fun, beachy ones.

“For where we are, beachy Christmas stuff sells the best,” says Hudson.

“Octopus are really popular this year!

Then also jellyfish, crabs and flamingos are very popular.”

Michael Adler, account manager

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at Kurt S. Adler, says flamingos, mermaids, octopus, starfish and Santas tend to be popular ornament themes for seaside retailers.

“These are fun animals and characters that people get excited Christmas Spirit of Delaware offers a wide selection of beachy Santa about and love to and Mrs. Claus ornaments and decor. represent in their has found that seaside retailers do a homes,” he says. “Many of these pieces great job selling ornaments with coastare important characters in movies, so al themes, such as turtles, mermaids they are mainstream.” and shells. She advises retailers to also consider the style and materials used to A NATURAL LOOK make the ornaments and decor.

Tara Merrill, marketing manager at “We have noticed in the last year or wholesale gift company Cape Shore,

JULY-AUGUST 2024 SEASIDE RETAILER 39

S T Y L E T R E N D: H O L I DAY

two a big spike in that natural look,” she notes.

Cape Shore’s resin ornaments that look like sea glass have been trendy the last few years, according to Merrill.

She says Cape Shore likes to craft the sea glass resin into beautiful beach ornaments, including lighthouses, reefs and sailboats.

Octopus ornaments like this one from Kurt S. Adler are a hit for seaside retailers this year along with other sea life ornaments.

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“As far as sea glass goes, it has that quintessential beachy, nostalgic feel,” she explains. “It reminds you of looking at sea glass, picking up pieces by the beach.”

Natural beachy elements are also trendy, she adds. “Anything that strikes a memory or reminds them of their time at the beach, that’s what we strive for.”

Cape Shore has designed some of its ornaments with resin that look like real shells or driftwood.

Adler agrees. “Resin provides better detailing and more realistic items.”

He says resin ornaments with sculpted details of a resort or hotel along with the resort or beach name do well.

Glass is another material where you can capture details, according to Adler.

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S T Y L E T R E N D: H O L I DAY

“As far as sea glass goes, it has that quintessential beachy, nostalgic feel. It reminds you of looking at sea glass, picking up pieces by the beach.”

— TARA MERRILL, CAPE SHORE

“Glass does lend itself to a higher price point. Both options are popular for private label.”

Along with the more natural elements, people also prefer more neutral color schemes with their decor today — even when it comes to holiday products. Pumpernickel Press offers a variety of boxed Christmas cards that feature seasonal artwork, and Owner Bob Harju says he’s noticed a preference for softer color palettes lately.

“Minimalist color palettes are popular right now — think soft, neutral tones with warm accents like teal, gold or rose gold, coral or peach,”

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he says. “Bright, eye-catching pops of color work well against these kinds of settings, like a vibrant magenta instead of a classic red.”

Carmen Mendelson, president of Fancy That Gift and Decor, adds that seaside retailers will likely want to stock holiday decor items that feature watery color schemes, too.

“All shades of watercolor blues and greens are popular,” she says. “We have also seen an interest in more pinks and pastels worked in to go with the gingerbread and confection trend that is happening with traditional Christmas decor.”

A PERSONAL TOUCH

Although people love well-designed ornaments, tourists are often drawn to ornaments that feature a name drop of the beach or town they visited.

Seaside retailers also might want to consider offering personalization options for ornaments, allowing customers to put individual names, pet names and dates on their souvenir.

Every year, Saile says she notices more and more customers asking to personalize their ornaments before they go home from vacation. She adds that a lot of customers also love to put their own address on a beach house ornament. She also sees some people adding dates to wedding or baby’s first Christmas ornaments as well as a child’s name on a sports-themed ornament.

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S T Y L E T R E N D : H O L I DAY

“We have more personalization ornaments than anything else,” Jim adds. “That keeps growing every year.

There’s one we have of beach chairs on the beach. Every year, we buy loads of them and sell loads of them.”

MORE THAN JUST CHRISTMAS

With so many different tastes and preferences in holiday decorating styles, variety is key when seaside retailers stock ornaments and holiday decor.

“Even within a single design genre, you will still find a wide array of diverse customer interests, backgrounds and tastes,” says Harju. “Challenging yourself to appeal to as broad an audience as possible with varied design options will always pay off.”

Saile adds that she sees younger generations shopping for their own

42 SEASIDE RETAILER JULY-AUGUST 2024

holiday collectibles, too.

“I think for a while people had so much. When COVID came, everyone cleaned out. Now they are looking for new things,” she says. “People didn’t want their parents’ collectibles, but they want their own. I think that’s why Jim Shore and some other brands are all more modern looking now.”

And, most importantly, seaside retailers should deck their halls early.

“If available, display it in peak tourist season,” Merrill says. “Consumers will buy to remind them of their time at the beach. And if they live at the beach, the locals will want to decorate early.”

Hudson says some people even like to keep beachy Christmas trees up all year round. “Some people are leaving their trees up longer, changing it for

Ornaments featuring the Ocean City name drop are popular with customers at Mia’s Christmas Gallery.

the season,” says Hudson. “I have some customers who have beach-themed trees and keep them year-round. I think it makes them feel happy.”

No matter what your customers are looking for to decorate their home this holiday season, you can give them a reason to incorporate some coastal into their mix.

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P R O D U C T F O C U S: C AN D L E S & AR O M AT H E R AP Y

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aking memories last is something every vacationer hopes to accomplish, and purchasing a gift or souvenir from a seaside store is an effective way to attain that goal. But some merchandise rises above the rest when trying to exude memory-boosting effects.

From mists to candles to room diffusers, there are a multitude of products that can provide a scent-filled walk down memory lane, with varying scents that cater to the preferences of each person who comes through your doors.

SEA SELLS

Bottling up the

Beach

HELP CUSTOMERS EXPERIENCE THE BENEFITS OF AROMATHERAPY PRODUCTS AND CANDLES WITH HEALING AND MEMORY-EVOKING PROPERTIES. STORY BY KRISTIN ELY

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BB Candles was infused with the essence of coastal living from its very inception, according to Owner and Creative Director Kym Rapier Verette.

“Recognizing the universal allure of the coast, we set out to encapsulate the tranquility and bliss evoked by seaside memories,” says Rapier Verette. “This vision gave rise to our BB Coastal Essential collection, which later expanded to encompass additional collections celebrating the myriad colors, textures and coastal charms we encountered during our travels along diverse coastlines.”

Based in Southern California, the candles are all hand-poured in the USA. The company’s most popular seller, Beach Linen, is available in all vessels and collections the company offers and “never disappoints,” according to Rapier Verette.

Turquoise Bay from the Mermaid Island Collection is also a boutique favorite. This vessel is a vibrant turquoise seeded hand-blown glass with twine wrapped around the center “giving Northern Lights’ Windward Collection fragrances and aesthetic are designed to take you to a sandy oasis.

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P R O D U C T F O C U S: C AN D L E S & AR O M AT H E R AP Y

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SCENTS OF THE SEA Help customers reminisce about their love of the ocean with scented products.

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1. Gulfstream Candle Co.: Coconut + Lime Verbena soy candle, www.gulfstreamcandle.com; 2. Inis the Energy of the Sea: Inis Home Linen Mist, www.inis.com; 3. Art C Candles: Chesapeake Breeze soy candle, www.artccandles.com; 4. BB Candles: 12-ounce Beach Linen hand-poured candle, www.bbcandles.com; 5. Wyx Brands: Customizable Oval Beach candles, www.wyxbrands.com; 6. Northern Lights: Windward Collection - Driftwood and Sea Salt featuring hand-blown vessel with an artisan-rolled rim, www.northernlightscandles.com; 7. Wild Delights: Sea Turtle No. 5 soy coconut wax candle in whiskey rocks glass, www.yourwilddelight.com; 8. True Ocean: Pillow Mist, www.mytrueocean.com; 9. Sea Love: Seaside Mimosa soy candle, www.sealove.com; 10. Sincere Surroundings: Love You to the Beach and Back candle, www.sinceresurroundings.com.

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P R O D U C T F O C U S: C AN D L E S & AR O M AT H E R AP Y

At left, Old Whaling Co.’s bath and body products feature gentle fragrances, while Sea Love candles and diffusers, above, are inspired by fond trips around the U.S.

the perfect touch of texture,” she says.

Because it is hand blown, it offers some variations in the glass that makes it a beautiful piece to merchandise in stores, she adds.

Rapier Verette says the company’s 4-ounce Coastal Essential candle features hand-tied twine around a frosted white glass vessel, topped with a bamboo lid to impart a clean, coastal aesthetic.

“In 2024 we are seeing a fusion of timeless coastal elements with modern sophistication,” Rapier Verette says.

“While the classic coastal color palette of whites, blues and sandy neutrals remains popular, there’s a trend towards

Inis’ home fragrance products are hugely popular for fans of the signature scent.

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incorporating bold pops of color like coral, teal and seafoam green to add vibrancy and depth to spaces.”

Old Whaling Co.’s products “are lovingly handcrafted by a small, dedicated team here in Charleston to

complex fragrances, creating moments of beauty and joy inspired by coastal living no matter where our customers live,” explains Founder Stacy Miller.

Bestsellers are Salt Air, Seaside Mimosa and Tan Lines. “Our entire collec-

“Reed diffusers are a new offering for us this year and have proven to be very strong sellers.” — Scott Goodrich, Slippery Elm provide gentle, yet effective additions to your body care routine and home,” says Noelle Cork, director of online sales and marketing. “All products are phthalate free, paraben-free, mineral oil free, gluten free, and never tested on animals. We hope that our products leave you feeling fresh, clean and a little closer to your favorite coast.”

The company has seen a rise in larger candles that come in a box, making it easier for gifting, as well as unique containers and shapes, especially for taper candles, notes Cork. Old Whaling Co.’s latest scent, Seaside Citrine, has become a bestseller in the last few months. It is also launching Floral Coast this summer, drawing inspiration from hydrangeas by the sea.

Sea Love’s line of premium soy candles was inspired by some of its founder’s fondest trips around the U.S. “We wanted to translate that beauty into

tion brings the essence of fresh oceanic scents to an essence of warm days at the beach to any space,” says Miller.

DIFFUSING A DESTINATION

Home fragrance has translated well for Ireland-based Inis the Energy of the Sea, known for its signature “sparkling” scent of the sea that is infused into a variety of products from perfume and moisturizers to soaps and scrubs.

“We offer a complete Inis Home Fragrance Collection, which includes our Scented Candle, Home Fragrance Diffuser, Home & Linen Mist, concentrated Refresher Oil for electric diffusers and potpourri, plus our latest addition — our Scented Seashells & Sea Glass,” says Karen Wilkinson, Inis marketing manager.

“Our diffuser is the bestseller within the collection, and we offer fragrance oil and reed refills for this www.seasideretailer.com

P R O D U C T F O C U S: C AN D L E S & AR O M AT H E R AP Y

popular item.”

Inis’ new Home Scented Seashells & Sea Glass is a unique update on potpourri to create a sparkling scented ocean accent anywhere in the home.

Inis has seen a huge increase in the popularity of its Home Fragrance products, and store owners are looking for a broader range, according to Wilkinson. To meet those demands,

Blue Sky is a popular scent option from Slippery Elm’s Boardwalk Series.

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the company is working on nautical-themed fabric scented sachets that it hopes to launch in 2025.

“Our devoted users are also looking for fragrance delivery in their cars and we are working on that as a future offering as well,” she adds.

The Slippery Elm brand of candles

by Wyx Brands features the Boardwalk Series of candles, wax melts and reed diffusers. Available in 10 fragrances, Blue Sky, The Dunes and Beach Glass are some of the most popular options, according to Scott Goodrich, president of Wyx Brands.

“Reed diffusers are a brand new offering for us this year and have proven to be very strong sellers. Our 6-ounce candle tins are also very popular because they are the perfect giftable souvenir item.”

Sincere Surroundings offers a variety of candle scents with customizable labels for free and with no minimums.

SUSTAINABLE SCENTS

Northern Lights’ Windward Collection of candle fragrances are also inspired by the sea. From the light coloring of natural beachy greens and blues of the glass to the fragrances that evoke the flora of the sea, truly takes you to a sandy oasis, according to Tori Bowers, product development director.

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C AN D L E S & AR O M AT H E R AP Y

“We have many retailers near beach and ocean geography, and they love Windward. Not only does it look beautiful on the shelves, but the aromas of these candles take you to the ocean’s edge. Your store will smell great.”

The company, which has been making candles for over 45 years, recently introduced the Sea Rose & Cotton fragrance to this line, which it describes as a crisp, clean aroma where sea and water lily intermingle harmoniously with the essence of clean cotton and coastal air, infusing your surroundings with renewal and positivity.

But some of the biggest differentiators of Northern Lights’ products are their sustainable aspects. The company also took all plastics out of its packaging in 2023.

“This line is sustainable-driven,” says Bowers. “We encourage reuse of the beautiful handmade, hand-blown glass vessel when the candle wax is gone, and we encourage refills for the diffusers in the line.”

Art C Candles is another candle company incorporating sustainable elements into its coastal candle offerings. They include the Chesapeake Breeze scented candle, which depicts a blue crab, and the Shoreline Glow candle, which shows a seagull on the beach.

“The trends that I’m seeing with seaside retailers in 2024 when it comes to candles is that quality and sustainability are of the highest importance,” says Owner Christina Emde.

It’s for this reason that she says Art C’s candles are made with the highest quality ingredients and are long and clean burning. “Our vessels are reusable after the candle has burned and can be repurposed, which is a testament to our sustainable business model,” she adds.

CUSTOM CREATIONS

Customization is another area that is lighting up the candle industry.

Gulfstream Candle Co. creates custom scents for retailers to sell or diffuse in-store.

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P R O D U C T F O C U S: C AN D L E S & AR O M AT H E R AP Y

“In 2024 we are seeing a fusion of timeless coastal elements with modern sophistication.” — Kym Rapier Verette, BB Candles “We are seeing more retailers take interest in customized candle lines, from packaging to labels and more to fit with their overall store aesthetic,” notes Christina Gray, chief design officer, Wild Delights.

The company’s new campaign, “every sniff saves or supports a specific animal,” allows retailers to choose their favorite organizations to donate to.

This year, the company released wildlife candles in whiskey rocks glasses. They feature a scent based on where the animal is from and a unique story to engage animal lovers.

Sincere Surroundings introduced candles into its product lineup in 2023.

Mikayla Walder, lead graphic designer

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says, “Many of our coastal candles can be personalized for the destination of your choice. Our shopping experience is built around the idea of helping retailers build a beautiful display that tells a regionally specific story.”

Gulfstream Candle Co. scents are based on the coastal lifestyle. Available in travel and decorative sizes, its bestselling Coastal Collection scents include Sea Mist, Driftwood, Ocean Waves and Cactus Blossom.

Owner and Chief Candle Maker Kelly Loscalzo add that its Coconut + Lime Verbena scent transcends you to being at the beach.

Gulfstream Candle can also create custom scents and private-label oppor-

BB Candles’ added coastal touches like frosted glass and twine are a boutique hit.

tunities and offers coastal scents for diffusing in the store, which Loscalzo says leads to amazing sales.

“We are seeing coastal retailers, including outdoor and fishing shops, carry custom candles and scents that reflect a feeling of being at the beach or on the water no matter the time of the year,” she says.

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C O A S TAL C O N N E C T I O N

MICHELE RUCCI’S PERSPECTIVE ON

Lakeside Retail Buy smart and consider what guests can find at your shop that is not widely available.

o. ine C P & Lake I d, W l e fi Dela

STORY BY KRISTEN HAMPSHIRE PHOTOS: JULIE COLLINS

INSPIRED BY THE OUTDOORS

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women’s outdoor adventure club was Michele Rucci’s answer to acclimating to northern Wisconsin from New Jersey and exploring scenic lake country with more than 20 waterfronts in Waukesha County.

From Lake Pewaukee to Upper Nemahbin and Lac La Belle, the region is a boating-fishinghiking-camping destination.

The club took off right away.

“I thought, ‘Wisconsin is so beautiful,’ and I started a little group of like-minded women and organized hiking trips, canoeing excursions and activities like ziplining. I found a lot of women wanted to try new things but maybe their circle of friends wasn’t into it,” says Rucci. “This was an outlet.”

Lake & Pine Co. sells ornaments that feature name drops of customers’ favorite Wisconsin lakes.

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At one point, more than 100 women gathered for various outings. “And we weren’t an intimidating adventure group,” Rucci says. “A lot of times, we were trying something we’d never done before.”

COVID clamped down on the club. Rucci’s inspiration wandered to ways she could offer camping gear in a shop. An online store, Lake & Pine Co., was born. The online store’s inventory quickly expanded, much of it tilting toward lakethemed home decor, tableware, art and products for lake lovers and landlubbers who could find jewelry, pet, beauty and men’s products.

By August 2021, sales momentum drove Lake & Pine Co. to a tipping point: Was it time to open a shop? Sure was.

The Ruccis happened upon a lakefront spot by a beach that became home to the business until March 2024, when it relocated to Delafield, Wisconsin. That’s where a quaint shop-dine vibe and targeted foot traffic has propelled the business to a point where Rucci is looking forward to creating custom pieces in-house that are lake specific. www.seasideretailer.com

C O A S TAL C O N N E C T I O N

Products for pet owners and drinkware and accessories appeal to a lake-loving crowd.

“We found that people really love Lake Country. Their heart belongs to a very specific lake and they want whatever product to highlight that because it brings back a memory for them,” says Rucci.

THE BUY SIDE “Obviously quality” drives buying decisions, Rucci says. But she has instituted a couple of other key guidelines when sourcing products for Lake & Pine Co. The first guideline is margin.

The second is no Amazon presence.

Third is not going so hyper-local with merchandise that every other shop around carries the same products.

These priorities are equal.

“Amazon is getting over-saturated with small business makers, and if they can put their products on Amazon and attract customers, I understand that,” says Rucci. “But for me, customers come in and shop, they might buy a consumable like a body product, and if they can get it again on Amazon they might go online instead.”

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mind, as Rucci runs a smart operation and her full-time position is with a medical device company. Her husband, Steven, manages the shop daily and she heads up purchasing along with other business activities.

At Lake & Pine Co., there is an ebb-and-flow harmony of providing locally made products and avoiding a storefront and displays that look like every other shop in the region.

For instance, her previous storefront was next to a crystal jewelry designer who makes wire-wrapped pieces. Those pieces are now great sellers in the new Delafield location.

“Now that we are not a neighboring business, we brought them in as a wholesaler and our customers like the crystals — it’s rocks, nature,” Rucci explains.

“I like to support local artisans but the market can get overwhelmed because they are going into all the shops in the area, so sometimes I choose to not bring in local makers so our customers can see something different,” she says.

Because Rucci believes in supporting local businesses, she organizes pop-up shops highlighting makers or artists for a day at Lake & Pine Co. “When you have a brick and mortar, you can support other small businesses in the community that are trying to get visibility,” she says.

“There’s a balance between offering a little something local and not competing with other shops,” Rucci adds.

She tries to carry mostly U.S.-made products and attends souvenir and gift shows to check out new items.

“I’ve met some great people on social media who own other lake small businesses and then they have products they’re offering wholesale, so I might buy those,” she says. “It’s all about getting creative with sourcing.”

That is, creative within parameters that suit your target market.

For Lake & Pine Co., this means an audience who appreciates the outdoors, enjoys nature-inspired pieces, wants to celebrate the lakes and is seeking interesting gifts and home goods that reflect these passions. www.seasideretailer.com

C O A S TAL C O N N E C T I O N

CUSTOM, BY DESIGN Lake & Pine Co.’s top-selling products include its two-dimensional wood framed lake maps that illustrate one of the region’s lakes and its surrounding geography. The shop can order custom lake art from its vendors and soon will be offering in-house designs. The Ruccis recently acquired an engraver and machine for cutting wood and other materials.

The logistics of the store’s new offering — in shop or off-site — are still up in the air. But Rucci says guest demand is driving this initiative and she is excited about the possibilities.

For now, the shop is displaying the most popular lake-specific pieces in store and others must be special ordered. “It’s hard to stock one store with 20-plus lakes,” points out Rucci,

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relating why in-house customization will give guests what they want and allow for more flexibility and faster turnaround, possibly engraving while customers are in the shop.

Along with wall hangings, kitchen and entertainment wares fly off the

along with a custom T-shirt that reads, “Pontoon Captain: Like a regular captain only drunker.” Rucci wasn’t sure at first, but “it’s pretty funny” and goes over with men who get the reference.

A pet section includes a display of Italian sterling silver pet breed neck-

“We found that people really love Lake Country. Their heart belongs to a very specific lake and they want whatever product to highlight that because it brings back a memory for them.” — MICHELE RUCCI shelves, including smaller pieces such as Brandy Old Fashioned cocktail glasses — the Wisconsin state drink.

Also popular are charcuterie boards finished with epoxy to resemble lake or ocean water. A men’s section includes body care by Gentlemen’s Hardware,

laces, along with Black Dog Candle Shoppe items and a give-back line that donates proceeds to rescues. Pet beds resembling life preservers align with the lakefront theme, and nautical knot rope toys go over well with customers, says Rucci.

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“We used to carry dog treats, but there is a dog shop near us at the new location, so we are more focused on human gifts for dog lovers,” she says, going back to the Lake & Pine Co. buying strategy.

There are wooden toys for children, mugs with sassy and sweet sayings, hats with lake references, and other customizable products such as ornaments for holiday trees that bear an owner’s address or favorite Wisconsin lake. The shop carries local lake books and journals, as well.

Following the move to a new store location, Rucci says she has learned a valuable business lesson: Quality foot traffic is what matters, not quantity.

“We don’t have the lake outside our door now, but we are in a town up the street from a lake with a few blocks of

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restaurants and shopping so the foot traffic is better for us year-round.”

She adds that it’s also paying attention to the type of foot traffic coming through. “Who is walking by? What are they looking for?”

Rucci says the town’s chamber of commerce has also been an excellent conduit for building relationships with other small business owners and connecting in the community. “I’m a believer in the chamber, and they have well-organized events throughout the year,” she says, relating that previously, she was spearheading visibility-driving activities. Now she has more support.

“We are excited about the move and about expanding into the gifting and personalization offerings,” Rucci says.

In many ways, the initial pursuit of starting an outdoor adventure club is

Two-dimensional wood framed lake maps are top sellers at Lake & Pine Co.

coming full circle. She’s been floating a balloon with current customers who might be interested in a shop-related explore-the-outdoors club.

“I’ve been tossing out the ideas,” says Rucci. “And I’m finding our customers who didn’t know about the club before love the idea and would like to try those adventures.”

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C O A S TAL C O N N E C T I O N

JOE YOUNG’S PERSPECTIVE ON

Lakeside Retail Combining a bistro and boutique into a festive destination encourages a celebration that starts or ends with shopping.

ay he B t n O e, MI r o m i Balt New

STORY BY KRISTEN HAMPSHIRE PHOTOS: ERIN GOODRICH

ON BAY TIME

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boutique-and-bistro combination that attracts guests who peruse the nautical gift shop’s displays of carefully sourced, higher-end fare and mix of name-drop items while waiting for a fire table in the lively courtyard.

Or vice-versa: Parties enjoy live music, a selection of handcrafted tiki cocktails and lobster dishes and later meander into the boutique to find a special piece or On the Bay apparel to take home with them.

“Eat, drink and shop — in one stop,” is how On the Bay owner Cher Bell describes it.

Joe Young, who manages the operation and is a partner of 21 years with Bell, says the win-win complementary dine, drink, do retail wins back repeat guests who are Customers enjoy On the Bay’s colorful namedropped drinkware options.

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local and traveling to experience the St. Clair and Anchor Bay lakefront of historic New Baltimore, Michigan.

“Because Lake St. Clair is one of the best bass fishing lakes in the country, people travel here for some large tournaments, and the town itself is growing and has become a destination because there is so much to offer,” says Young.

The quaint waterfront village circa 1867 is a northern suburb of Detroit and boasts a collection of independently owned shops and eight other dining spots. Bell moved to the community to build a home there, and in 2016, she serendipitously happened upon a vacant building just a block from Anchor Bay. This would be her shop, “my special place,” she says.

Bell was no rookie in the retail world. She has four decades of business under her belt, including owning a clothing manufacturing company in California and being one of the few woman-owned motorcycle shops. “I’m definitely an entrepreneur,” she says.

Young is a rough carpenter and man “who wears 100 www.seasideretailer.com

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Porthole mirrors with nautical rope are among the unique high-end nautical decor finds lining the walls at On the Bay.

different hats and manages On the Bay 24/7,” says Bell, who splits her time between New Baltimore and Key Largo, Florida. “He has a wonderful relationship with everyone who comes into On the Bay.” Young agrees, “This is definitely a fun, ever-evolving business.”

A TIKI VIBE A few years after the shop came a bistro/café, and then a liquor license in 2021. Next was an expansion into the parking lot to create a tropical cabana

‘‘

The 2,000 square-foot interior and expanding courtyard, nearly mirroring the size, is an island of its own. Bell and Young infuse Key West vibes and tropical flair into the environment across the shop and bar-grille.

She jokes, “We like to say, ‘We are on Bay time,’” and that’s exactly the experience they want customers to soak in when they visit On the Bay. Bell explains the evolution from boutique to bistro to a full-blown complementary entertainment destination.

“I always served smoothies and

T-shirts, hoodies and other apparel sell fast at On the Bay.

fixtures including clocks, and custom signage by Meissenburg Designs.

Top sellers over the long-term include Spartina resort collections, and special pieces you won’t find in box stores, Bell says. “People go on vacation and they want to come back feeling inspired, so I am selling brightly detailed suns and other metal fixtures for their patios — I keep it high end,

“When you go to the Keys, what do you do? You walk around the little shops. So, I combined our bistro and boutique into one — it’s tropical, nautical and it continues to grow.” — CHER BELL courthouse complete with covered gazebos to house guests during the pandemic, fire tables for cooler nights, fire pits and live music.

Fish are a popular theme at On the Bay due to the popularity of fishing in the area.

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subs in the shop, along with desserts and espresso — a little café,” she says, noting the location close to a beach allows guests to take picnic lunches to go. “Local mothers who dropped off their kids at school would come in for coffee, and we eventually ramped up to five full-time employees making smoothies with fresh fruit.”

The cafe promoted lingering in the shop, which encouraged finding gifts, mementos, name-drop keepsakes as well as higher-end coastal tableware and decor. The lakeside retailer carries pieces from Mud Pie, nautical brass

it’s not tchotchke,” she says. “We carry take-home treasures.”

Once On the Bay received its liquor license and expanded into a bistro/bar, the smoothies got boozy and Bell incorporated a Keys-inspired vibe to the experience, from menu offerings like its tropical drinks to wares available to purchase in the boutique.

This summer, On the Bay is adding an expansive, robust tiki bar to its courtyard as well.

The eat-drink-shop combo works.

Specials and theme nights in the bistro result in sales in the boutique. For exwww.seasideretailer.com

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Keys, what do you do?” Bell relates.

“You walk around the little shops. So, I combined our bistro and boutique into one — it’s tropical, nautical and it continues to grow.”

Name-dropped T-shirts are a fast-selling item at On the Bay, while in the nautical decor section, fun shelf sitters invite visitors to take them home.

ample, On the Bay hosts ladies’ nights on Thursdays, Young says. Fridays are reserved for a local named Yanni who carves pineapples and watermelons into exotic drink vessels that are filled

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with boozy treats and garnished with fruit kabobs and sometimes sparklers.

Festivity promotes celebrating, which calls for marking the memory with a gift. “When you go to the

AN EVOLVING EXPERIENCE The bistro and tiki courtyard draw guests — a completely different setting than the town’s other restaurants — and after a day and night of fun, visitors want to take something On the

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Bay home with them.

Logoed hoodies, T-shirts, hats and glassware move quickly in the boutique, Young says.

“We over-printed the On the Bay T-shirts our staff wears and now customers are buying them up in the shop and loving it,” he says. “Everyone loves On the Bay stuff.”

Young says the shop tested mini insulated (Yeti-style) shot glasses, ordering 300 to stock in February, not a typically busy time of year for On the Bay. They sold out by mid-April.

Aside from On the Bay’s boutique, the company offers a pop-up shop in a nearby marina store. The boutique keeps dedicated shelves stocked with name-drop hats, stickers and sweatshirts along with gourmet staples from companies like Stonewall Kitchen, in-

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cluding Bloody Mary mixes and spices.

The marina gets a percentage of sales, and On the Bay commits to keeping inventory available for boaters.

It’s not easy. “It’s a lot of work,” Bell laughs, having managed pop-up shops in two marinas. Overseeing the growing On the Bay operation makes this a challenge.

Young agrees, “We’re moving at a rapid pace.”

On the Bay unveiled a complete facade renovation for summer and is also completing a 20-foot addition to its courtyard for more seating.

The lakeside retailer continues evolving inventory in the boutique, which is presented in collections so guests can easily find the aesthetic they’re seeking: tiki, namedrop, resort apparel or nautical decor.

“Customer service is the key to success,” says Bell of the expansion of On the Bay and its growing popularity. “Our customers are like friends, and when they walk in the door, we treat them as if we’ve known them forever.”

On the Bay is open year-round, and business picks up in winter during the holidays with many New Baltimore community events encouraging locals to eat, drink and shop local.

During the cold season, enclosed gazebos equipped with heat lamps and fire tables — some holding up to 20 guests — allow visitors to enjoy On the Bay’s courtyard and indoor boutique.

“It’s beautiful to watch the snow falling,” says Bell. “Then in the summer, it turns into an open courtyard with island music.”

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MICAH ROBERTS’ PERSPECTIVE ON

Lakeside Retail Offering classic nautical pieces gives customers products they can wear and use through the ages.

r ncho A & Erie n, OH o i l i Verm

STORY BY KRISTEN HAMPSHIRE PHOTOS: DAVID PAUL

ANCHORED TO LAKE ERIE

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he combination of lake love and gift-giving — the joy of watching someone special open just the right find — fueled the launch of Erie & Anchor in Vermilion, Ohio, where proprietor Micah Roberts opened a nautical-classic shop along the Lake Erie shores.

Of course, there’s no perfect time to start a storefront business. But there are life experiences that nudge you — or shove you all in, as was the case with Roberts. Having worked in sales for 24 years, she began dabbling in apparel and decor, creating an Erie & Anchor brand that started picking up locally.

The unexpected passing of her brother triggered a sense of urgency. “It’s now or never,” she says. When an ideal location became available on the quaint town’s The lakeside retailer includes some decor featuring the Vermilion, Ohio, name drop.

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main drag, Liberty Road, the time was definitely “now.”

Erie & Anchor opened for a “sneak peek” in February 2020. Then, the pandemic rolled in like a tidal wave with shutdowns. “We learned that year from our loyal fan base of customers and super-supportive community that if we can make it through this, we’re good,” says Roberts.

The lifestyle brand Erie & Anchor offers classic, welldesigned nautical products for women, men, children and the home. Every purchase is anchored to a cause. Five percent of sales go toward research and initiatives that protect and save the lake from damage and improve water quality through the Lake Erie Foundation.

“We want to make sure people know they are shopping for a cause,” Roberts says of the win-win for customers, who give back and get to take home nautical gifts such as popular totes, drinkware, soft tees and ultra lightweight ChappyWrap blankets that are ideal for beach, boat or staking out at kids’ soccer games.

“Super soft fabrics with simple designs is what we graviwww.seasideretailer.com

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tate toward,” Roberts says. “We want people to pull out a crew they got from our store years from now and it’s never out of style. It’s really important to us to offer items that feel truly lived in and loved.”

A GREAT LAKE LOOK Roberts grew up on Lake Erie boating, fishing and hanging out on the beach.

In her teens, she worked in retail on Put-in-Bay, one of the lake’s islands.

“I spent quite a bit of time in the shop and loved helping people find gift ideas and souvenirs,” she says.

“This experience fueled my fire for retail,” Roberts says.

Following a number of other retail jobs, along with coastal vacations, she gravitated toward classic styles made from quality materials. Travel inspires the shop’s inventory as Roberts combines Erie & Anchor branded products with other lines such as Old Whaling Company’s soaps and lotions. “Our customers love them just as much as we do,” Roberts says.

Erie & Anchor has store-branded shirts, hoodies and hats that are a hit as well as nautical-themed mugs and other merchandise.

While visiting Rhode Island boutiques, Roberts’ eyes glued to block prints as a “unique and different” approach that many stores in northeast Ohio do not carry. “We slowly tried to integrate these prints into our storefront with other collections,” she says.

Aesthetic is the litmus test for introducing another brand into the shop.

“It has to offer something unique because we do not want to compete for attention with other businesses in

designs, Roberts says the inventory is expanding with ideas from highly invested team members Regan Maki and Kendra Shimrock. Roberts relies on them to oversee the shop and encourages them to take ownership over selecting new lines and looks. “I’m letting the staff have some autonomy to be creative,” she says.

Case in point: stepping outside the foundational unisex inventory and introducing tank tops, shorts sets,

“We want people to pull out a crew they got from our store years from now and it’s never out of style. It’s really important to us to offer items that feel truly lived in and loved.” — MICAH ROBERTS town,” says Roberts, a longtime and involved Vermilion resident whose family is ingrained in the community.

Still, Erie & Anchor is “constantly looking to mix up our product” to keep the store windows fresh, locals returning and customers across the country checking out what’s new.

Every week, the shop launches a new jewelry piece, tote bag or wearable. Initially centered on unisex Erie & Anchor features a selection of gifts and souvenirs with a Lake Erie theme.

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patterned dresses and skirts to mix and match with core Erie & Anchor designs.

“I trust and embrace the team and their ideas, and I never thought I’d bring in a cropped shirt!” she relates.

“But the team said, ‘There’s a need for it.’ And they were a huge hit.”

CRISP, CLASSY PRESENTATION Erie & Anchor makes sure everyone knows the brand is tethered to a cause.

Plus, the shop finds ways to introduce lake-minded initiatives such as a “skip the straw” campaign. Customers who www.seasideretailer.com

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spend $100 received a free stainlesssteel straw to reduce plastics that harm the lake.

“We’re thinking about ways to make an impact,” says Roberts, adding that the brand is always looking to contribute to local organizations with raffle items or donations. “But we want to make sure our impact is long-term.”

Meanwhile, with weekly product

launches, an evolving storefront and a focus on maintaining crystal clear displays — much like a mission to keep the lake water clean — Roberts says timeless, uncluttered presentation sells the brand.

“We are one of the few businesses that stays open year-round, and we are open seven days a week,” Roberts adds.

The exception is a two-week closing

Displays at Erie & Anchor are simple and bright to help the merchandise stand out..

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period in winter at the end of January to repaint, refresh and take on projects like this year’s updated lighting to spruce up the store.

After the brief hiatus, the shop opens in time for Ice-A-Fair, a Main Street Vermilion event. “We usually introduce a special collection of items that can build excitement,” she says.

They carefully watch the shop to find out where customers gravitate and where they drift.

A feature wall Roberts’ husband constructed protects products from the UV light that can flood through the shop windows, which is equally an asset and a factor to consider.

“Know how products respond to your windows and sunlight, and constantly be changing them to protect the material,” Roberts advises.

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“We continue to pivot based on the season, our tourist population coming in to enjoy Vermilion and community members who support us.”— MICAH ROBERTS Frequent display change-up charges up sales.

“We’ve had things in the store for months and a customer comes in for the fifth time and says, ‘I haven’t seen this before,’” explains Roberts.

Simple and clean is the display rule at Erie & Anchor, much like its brand and mission. Think white walls and shiplap. “We want our products to shine when customers come in,” Roberts says.

Returning to the trust and collaboration with her team, Roberts says openness to being pushed in different directions keeps the store exciting for

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shoppers of all ages and stages. And for Erie & Anchor, the clientele coming in to shop ranges from grandparents buying gifts to lake-loving families as well as small children, teens and outof-towners.

Roberts says, absently rewinding to pandemic “pivot” talk, that indeed the shop does exactly that.

“We continue to pivot based on the season, our tourist population coming in to enjoy Vermilion and community members who support us.”

Erie & Anchor offers lake-themed decor, such as lumbar pillows, wall art and more.

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E V E N T S C AL E N DAR

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Aug. 17-20 IFJAG Las Vegas www.ifjag.com Aug. 18-20 Miami International Mart Show Miami www.martofmiami.com

FEB. 11-12, 2025

Aug. 18-21 Las Vegas Apparel Market Las Vegas www.lasvegas-apparel.com

Coastal Connections Conference

Aug. 25-27 Trendz West Palm Beach, Florida www.trendzshow.com

Aug. 3-5 Biloxi Gift Show Biloxi, Mississippi www.wmigiftshows.com

July 23-24 Collective Shows Huntington Beach, California www.collectiveshows.com

Aug. 4-6 Shoppe Object New York www.shoppeobject.com

July 24-25 Mid-Atlantic Merchandise Mart Philadelphia www.midatlanticmart.com

Aug. 4-7 ASD Market Week Las Vegas www.asdonline.com

July 26-30 Minneapolis Mart Home & Gift Show Minneapolis www.mplsmart.com July 28–Aug. 1 Las Vegas Market Las Vegas www.lasvegasmarket.com July 29-31 CMC LA Market Week Los Angeles www.californiamarketcenter. com/lamarketweek

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Aug. 4-7 NY NOW New York www.nynow.com Aug. 9-11 GTS Greensboro Expo Greensboro, North Carolina www.gtshows.com

Sept. 5-7 Surf Expo Orlando, Florida www.surfexpo.com Sept. 6-8 Carolina Children’s Market Fort Mill, South Carolina charlottechildrensmarket.net

Aug. 13-16 Dallas Apparel & Accessories Dallas www.dallasmarketcenter.com Aug. 14-16 Super Zoo Las Vegas www.superzoo.org

Sept. 17-20 Las Vegas Souvenir & Resort Gift Show Las Vegas www.lvsouvenirshow.com Sept. 22-24 Philadelphia National Candy, Gift & Gourmet Show Pocono Manor, Pennsylvania www.phillycandyshows.com Sept. 25-27 Panama City Beach Gift Show Panama City Beach, Florida www.pinnacle-shows.com

DA TE

July 22-26 Seattle Mart Summer Show Seattle www.seattlemart.com

SEPTEMBER

Sept. 17-19 Trendz West Palmetto, Florida www.trendzshow.com

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AUGUST

Aug. 26-27 Atlanta Jewelry Show Atlanta www.atlantajewelryshow.com

Sept. 17-19 Dallas Total Home & Gift Market Dallas www.dallasmarketcenter.com

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July 16-22 Atlanta Market Atlanta www.americasmart.com

July 30–Aug. 2 August Atlanta Apparel Atlanta www.atlanta-apparel.com

Sept. 13-15 GTS Florida Jewelry & Resort Expo Kissimmee, Florida www.gtshows.com

SA VE

JULY

Sept. 9-10 New England Made Giftware & Specialty Food Shows Boxboro, Massachusetts www.nemadeshows.com

AUGUST 4-7 NY NOW

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EVENTS COVERAGE

Surf Expo to showcase growth in coastal lifestyle industry

As anticipation grows for Surf Expo’s September edition, the trade show for watersports and coastal lifestyle industry, organizers have announced a robust lineup of exhibitors. With a focus on innovation, trends and industry collaboration, the September show is designed to provide many opportunities for attendees.

“The Surf Expo team is super excited about our brand lineup for September,” says Surf Expo Show Director and Senior Vice President Roy Turner. “Buyers will be sure to find the next new thing for their stores.”

Buyer registration is tracking well, and major surf brands are committed to Surf Expo September. The show’s size, both exhibit space-wise and attendee-wise, reflects the industry’s confidence and enthusiasm for the event.

Surf Expo September will introduce a lineup of new brands. Attendees can explore the Coastal Life categories, featuring a large selection of resort, boutique, swim, footwear and coastal gift merchandise.

Las Vegas Market Temporaries offer place for discovery The Gift & Home Temporary Exhibits at Las Vegas Market provide access to innovative and bestselling products with a showcase of 400 brands in six categories in the Expo at World Market Center Las Vegas, July 28-31.

The Las Vegas Market Gift & Home Temporaries bring emerging and veteran exhibitors to Market through six distinct categories, including: Design, Gift, Handmade, Home, LUXE and Immediate Delivery. In Summer 2024, updates in temporary offerings include new exhibitors and brands returning to Market following a hiatus.

A full list of Las Vegas Market temporary exhibitors is at www.lasvegasmarket. com/exhibitor/exhibitor-directory.

CARV to make San Diego debut in 2025

RedlineXpo has announced the newest addition to its portfolio: CARV — California Action Retailer + Venture. CARV Expo, taking place June 20-22, 2025 at the San Diego Convention Center, marks the return of a West Coast-based expo where manufacturers can showcase the latest outdoor, adventure and sport-related products.

CARV Expo will make use of more than 70,000 square feet at the San Diego Convention Center and will feature a wide range of manufacturers, including surf, skate, bike and outdoor sport businesses, showcasing products from apparel to hard goods to wellness and more. Attendees can expect to find hundreds of different lines on display all in a setting designed to foster connection and networking opportunities for buyers and sellers.

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Atlanta Market to offer reorganized gift and home temporaries This Summer, ANDMORE plans to reorganize the gift and home temporary exhibits at Atlanta Market to provide buyers with a refreshed showcase. The gift and home temporary exhibits will offer 1,400 brands across seven curated categories for comprehensive sourcing July 17-21 at AmericasMart Atlanta.

The reimagined temporaries will now feature brands through seven umbrella categories: Cash & Carry, Fashion Accessories, Gift, High Design, Home, Kitchen + Table and Makers Hub. The temporaries will be on eight floors in Buildings 2 and 3 of AmericasMart.

Among a new class of exhibitors, some names include A Second Round Glass LLC (upcycled glassware); and the little dog laughed (soft and plush toys and newborn gifts); Authentic Models (handcrafted furniture and ornaments); Charlie Bears North America Inc. (plush bears); declan (children’s clothing); Doing Goods (home accessories); Elia Parfum (fragrance); and more.

A complete list of Atlanta Market exhibitors can be found at www.atlantamarket.com/ exhibitor-directory.

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PRODUCT SHOWCASE

On our radar Looking for something new to offer? Here are some fresh ideas.

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1. C&F Home: All Hot and Buttered towel, www.cnfei.com; 2. SS Handcrafted Art: Eve the Marble Turtle, www.sshandart.com; 3. Northern Tides Studio: “Solace of the Sea” Ocean necklace, www.northerntidesstudio.com; 4. Genius Games: Ecosystem Coral Reef card game, www.geniusgames.org; 5. Wild Republic: Ecokins dolphin plush, www.wildrepublic.com; 6. Xplorer Maps: Official Vegas poker-size playing cards in graphic metal case, www.xplorermaps.com; 7. Town Pride: Long-sleeved shirt featuring palm tree, www.townpride.com; 8. The Beach and Back: Palm tree earrings, www.thebeachandback.com; 9. CoTZ: Mineral Sun Stick, www.cotzskincare.com; 10. Rustic Tides: Coast to Coast Ocean cutting boards, www.rustictides.com; 11. Fancy That Gift & Decor: Blue fish decor, www.fancythatgift.com.

Have a product you would like featured? Send a high-res image and description to: katie@breakwallpublishing.com.

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R E TAI L E R R E F L E C T I O N S

You should never be in a situation where you’re paying for inventory that hasn’t arrived in your store yet.

You should have vendor terms on advance orders.

Sometimes, with new vendors, you may need to offer to pay before shipping the first order to establish a good relationship. However, make it clear that moving forward, you require payment terms to ensure smooth cash flow management.

MANAGING CASH FLOW

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any store owners struggle to manage cash flow, especially as it relates to getting vendor terms on future orders. A great question in our retail community came from a clothing and accessories store owner who said: “I have to place a lot of my orders six to eight months in advance. This ties up so much money and oftentimes I’m left scrambling to pay for it.”

Placing orders months in advance is a reality for many retailers. So how do you know how much

you should order in advance? By using an open-to-buy plan. This is crucial — your open-to-buy plan is as close to a crystal ball that you’ll get to make sure you’re not over or under ordering.

HANDLING VENDOR TERMS

Placing orders is not the same as paying for inventory upfront. You should never be in a situation where you’re paying for inventory that hasn’t arrived in your store yet. You should have vendor terms on advance orders.

Ideally, you want to negotiate terms on advance orders with your vendors that allow you to delay payment for at least 30 or 60 days.

A NOTE ABOUT CREDIT CARDS

Relying on credit cards to compensate for lack of terms with vendors is generally a bad idea. If you can’t guarantee that you’ll have the funds to pay the balance before the due date, you’ll end up paying steep interest.

If you’re able to use the credit cards to your advantage (collecting points for example), it may make sense to use your credit card as a payment type after securing your vendor terms. This way you extend the terms even longer and use the rewards to invest back into your business or pay for team perks.

CATHY DONOVAN WAGNER guides retailers to grow their sales so they can pay themselves and their staff. Watch how here: www.retailmavens.com/increasesales.

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© ADOBE STOCK | GOODIDEAS

BEST PRACTICES FOR VENDOR TERMS

Effective cash flow management is the lifeblood of any retail business. If you’re struggling with cash flow issues, focusing on improving your vendor terms over the next year can make a big difference. Negotiating better terms can free up cash and give you more flexibility in managing your inventory and finances effectively.

AD I N D E X A.T. Storrs Ltd. – www.atstorrs.com ...................................... 63 American Gift Corp. – www.agiftcorp.com.......................... 53 Atlanta Market – www.atlantamarket.com/gift.................77 Bali Queen – www.baliqueen.com ........................................ 23 Bamboo Source Tropical Decor www.giftsofnaturethestore.com ...................................... 25 Bamboo Trading Co. www.bambootradingcompany.com ................................ 65 BB Candles – www.bbcandles.com ...................................... 47 BeachBUB USA – www.beachbub.com .................................. 9 Beacon Design – www.beacondesign.com ......................... 37 Beaver Dam Woodworks www.beaverdamwoodworks.com ..............................18-19 Butler Hill & Co. – www.butlerhill.net .................................40 Caloosa WaterWear – www.shopcaloosa.com .................. 42 Cape Shore – www.cape-shore.com....................................... 5 Capsmith Inc. – www.capsmith.com .....................................31 Country Home Creations – www.chcdips.com .................. 12 Destination Jewelry – www.destinationjewelry.com ........ 3 Dune Jewelry & Co. – www.dunejewelry.com ....................38 Fancy That Gift & Decor – www.fancythatgift.com...........38 First & Main – www.firstandmain.com..................................21 Geocentral – www.geocentral.com ........................................11 Gift for Life – www.giftforlife.org ..........................................69 Gulfstream Candle – www.gulfstreamcandle.com ...........50 Home Malone – www.homemalonewholesale.com..........61 HS Seashells – www.hsseashells.com ....................................7 Impulse Souvenirs – www.impulsesouvenirs.com ..........83 Inis the Energy of the Sea – www.inis.com .......................49 Island Pearl Traders – www.islandpearltraders.com ...... 59 Jackie Gallagher Designs www.jackiegallagherdesigns.com ...................................58 JD Yeatts/Chesapeake Bay – www.jdyeatts.com .............. 67

Jilzarah – wholesale.jilzarah.com.......................................... 29 Joseph K. & Co. LLC – www.josephk.com ............................40 Kurt S. Adler – www.kurtadler.com ...................................... 35 Las Vegas Market – www.lasvegasmarket.com ................. 79 Las Vegas Souvenir & Resort Show www.lvsouvenirshow.com ................................................. 75 Life Force Glass – www.lifeforceglass.com .........................84 Lighthouse Keeper’s Pantry www.lighthousekeeperspantry.com ...............................50 Melissa Lew – www.melissalew.com ....................................64 New England Made – www.nemadeshows.com................ 70 Nau-T-Girl Jewelry – www.nau-t-girl.com............................57 Ocean Jewelry – www.oceanjewelrystore.com.................. 15 Patsy Kane – www.patsykane.com .......................................30 Pink House Imports – www.pinkhouseimports.com ....... 39 ShipShapeStyles – www.shipshapestyles.com..................71 Silver Garden Designs – www.silvergardendesigns.com 71 Slippery Elm – www.slipelm.com.......................................... 45 Stonington Designs – www.stoningtondesigns.com ....... 55 Sugared Mango – www.sugaredmango.com ...................... 52 Surf Expo – www.surfexpo.com ............................................. 81 The Beach and Back www.thebeachandback.com ............................................41 The Cottonseed Marketplace www.cottonseedmarketplace.com ................................. 32 The Grecian Soap Co. – www.greciansoap.com ................ 52 The Petting Zoo – www.pettingzooplush.com .................. 43 The Postcard Factory/PCF Souvenirs www.pcfsouvenirs.com ...................................................... 33 Town Pride – www.townpride.com ......................................... 2 True Ocean LLC – www.mytrueocean.com...........................51 Turtle Tracks Family – www.turtletracksfamily.com ........ 42 Xplorer Maps – www.xplorermaps.com ...............................17

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S TAR F I S H AWAR D

Winner: Suncatchers’ Dream Location: Sanibel Island, Florida Owner: Daniel Moore Thompson

PHOTOS

: NICK A

Conservation commitment

“

“People come here for the nature, so I’m very proud of my work with CROW (The Clinic for the Rehabilitation of Wildlife).”

— Daniel Moore Thompson

NATURALLY INVOLVED. CROW provides state-of-the-art veterinary care, research,

education and conversation medicine — and this requires funding, advocacy and hands-on volunteers. Thompson was on its board for several terms and has worked on behalf of the nonprofit in various capacities, including fundraising and rescue.

The island is also home to sea turtles that migrate to nest on its beaches.

Thompson has volunteered with Sanibel-Captiva Conservation Foundation Sea Turtle Program, walking beaches in the early morning to look for and monitor sea turtle nesting sites, documenting their activity.

Suncatchers’ Dream is known for its handmade cards, watercolors and other artisan-made products.

SPONSORED BY:

Suncatchers’ Dream Owner Daniel Moore Thompson may have lost his home and livelihood to Hurricane Ian — but the Sanibel Island business owner and resident never lost sight of his hope and vision for rebuilding the store, which was able to reopen in March with a fresh new look.

From the time he started the gift shop, he’s been just as passionate about community involvement, from serving on the local chamber of commerce to supporting The Clinic for the Rehabilitation of Wildlife (CROW).

“We’ve made a remarkable impact on the quality of wildlife on the island over the years, and we’ve rehabilitated about 5,000 injured wildlife including osprey and released them back into the environment,” says Thompson.

ISLAND LOYAL. In many ways, Thompson’s reopening of Suncatchers’ Dream was a conservation effort in and of itself. “I wasn’t sure if the building was going to survive. I already knew my merchandise had not survived — and it was all very scary,” he shares. “This is the spot where I’m supposed to be, and I knew my only option was to come back and recreate this.”

Starfish 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.seasideretailer.com/starfish-award.

82 SEASIDE RETAILER JULY-AUGUST 2024

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DAMS