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Go Back to www.IndependentRetailer.com June 2014 | Volume 25 | Number 7

2014 – 2015 Tradeshow Calendar page 56

pa p ag ge e 56

NEWS

TRADESHOWS

14 By the Numbers

MARKETING & MANAGEMENT 16 22 28 32

3 Social Media Tactics To Implement Now June ASTRA Marketplace & Academy Creating Perfect Pitch Email ReImagining Your Store With mPOS

56 108 110 112

2014 – 2015 Tradeshow Calendar Parker Trade Show Working Directly With Manufacturers June — July 2014 Tradeshow Calendar

APPAREL 76 Summer Scarves: Low Risk, Cost Ecient 78 Warm Weather Trending Styles

WEB PROFITS 44 46 50 54 66

Characteristics of Good Home Pages Win on Amazon with Repricing How to Be Smarter About Order Fulfillment Avoid the Summer Selling Blues Wholesale Supplier Directory

JEWELRY 68 Market Update: Watches and Jewelry 74 Save With Fashion-Cent

GIFTS & SOUVENIRS 80 Gift and Toy Buying Tips From ASD 84 How to Hook Camp Store Sales

NEW PRODUCTS 86 Dragon’s Blood Foam Cleanser 88 Kit-Cat Clocks: American Icon 90 Bug-A-Salt

SUPPLIER PROFILES 96 Precision Throwing Tomahawk 98 Turkish Rugs, Runners & More

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100 Kray-Z Closeouts Crazy Prices 106 Closeout Supplier Directory

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by the numbers

Summer Stats Mon.

Tues.

Wed.

Consumers spend the most per item online on summer Mondays and the least on summer Fridays.

Thurs.

260 million

Fri.

Pairs of Sunglasses Americans purchased in 2013.

$2.3 billion

Wednesday is the top sales day of the week from June to August.

Amount Americans spent last year on sunglasses.

display by CTS Sunglasses. CTSwholesalesunglasses.com

Independence Day $302.7 million $749

n flags Value of American sold in 2013.

Average amount expected to be spent ent by July 4th holiday travelers this year.r.

74 million

Americans planning to barbeque Independence Day weekend.

68.3 million $1.7 billion

Total cases of beer sold d on kend. Independence Day weekend.

Amount consumers spent on hot dogs in U.S. retail locations.

A jump of more than 14 % from the previous year.

JULY

AUGUST

The week of July 23 is the slowest week for summer sales.

The week of August 27 is the biggest.


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marketing & Management 3 Social Media Tactics To Implement Now THE BREAKNECK pace in which social media evolves can leave you feeling left in the dust. Even after learning about pins, likes and shares, there is always something new. Let’s look at some quick social marketing tactics you can put in place today.

1. Use Place Pins to put your store on the map Place Pins plot your beautiful products and inspirational items on a map, so your customers can find your store with ease. Most Pinterest users take advantage of Place Pins when planning travel or noting places they have visited. The good news is that they can be just as useful for local retailers. To enable Place Pins, you have to add a map to a given board. Choose the board, click edit, and under “Add a map?” click yes. Pins from your board will now

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June 2014 | INDEPENDENT RETAILER

by Christian Kratsas

appear on the left with a large map to the right. It’s easy to transform existing pins into Place Pins once you add a map to your board. Just click on “Add a place” and type in your store’s location. When a potential customer clicks on your pin, they will see a location on a map below the pin. If you have a brick and mortar store, your customer can see your exact location on the map. From there they can visit your store to purchase the item they’ve pinned. According to CNET, 75 percent of Pinterest use happens through mobile apps, which makes place pins even more valuable. When a potential customer clicks the map from their mobile device, their GPS will open automatically. From there they can find clear directions to your store and make a visit, all from one pin. continued on page 18


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marketing & Management continued from page 16

2. Boost posts related to sales, new arrivals or store events There are plenty of advertising options available on Facebook, but it is hard to determine where to start. Facebook boosted posts is one of the best options to try out. By boosting a post on Facebook, you have the ability to engage your existing audience while driving new customers to your page. So you’re probably asking, why should you pay to boost a post if Facebook is free to use. Even though they hold the throne as king of social, Facebook’s ever-changing Newsfeed algorithm makes it harder to reach more than 20 percent of your fans with one post. That’s why boosting important posts is a great way to reach a larger audience with a minimal investment. The easiest way to boost a post is to navigate to the bottom of the post you wish to boost, and click “Boost Post.” Select a budget based on the amount of people you wish to reach, and then click “Boost Post” again and you’re finished. If you wish to reach most of your fans, select a budget that covers the amount

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June 2014 | INDEPENDENT RETAILER

of fans that like your page. You should boost posts related to sales, new arrivals, store event invitations and contests. These types of posts can produce a direct return on investment, and therefore pay for themselves. It is important to post organic conversational content, in combination with paid promotional content, to reach a broader audience.

3. Ramp up your following on Instagram Unless you are a secret hobby photographer, you want people to see your photographs. That’s why it’s important to build your fan base on Instagram, just as you did with Facebook, Pinterest and other networks. Beside your eye to select the perfect filter, there are other tactics to help you succeed on Instagram. Adding hashtags to the description of your posts is a quick and easy way to get in front of more potential customers. You can start by following other similar businesses and industry leaders to see what hashtags they are using. Once you get an idea of what works for their stores, continued on page 20


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marketing & Management 3 Social Media Tactics

them after the description of your post. Don’t forget to change up your hashtags in time to follow what is trending.

continued from page 18 then you can begin thinking of ones on your own. If you are a women’s boutique, you can use terms such as #SummerFashion #BohoChic or #Shopaholic. Search for a hashtag to gauge its popularity. If you can scroll multiple times after searching one hashtag, then you know it is popular. Use popular hashtags if you want your content to reach a larger audience. If you’d like to keep it local, then stick to hashtags that only pertain to your location. If you’re a Pittsburgh retailer you could use terms such as #ShopLocalPittsburgh, #LetsGoPens or #ILovePgh. Keep an eye on the hashtags that help your post gain the most likes and followers, and craft the perfect combination. It is okay to use more hashtags on Instagram than other social networks. Choose four-six hashtags that are the most popular for your business, and use

Now you have something fresh and fun to add to your existing social media strategy. Experimenting with Place Pins, Boosted Posts and hashtags is enough to excite your following and attract new customers to your store. They will be so impressed that your store keeps up with the latest social media trends that they will continue to keep up with you. ■ Christian Kratsas is the Digital Marketing Manager at SnapRetail. He has spent several years helping independent retailers and small businesses succeed with social media, email marketing and online advertising. He was directly responsible for developing and maintaining the social media presence for several widely recognized gift stores, helping them to grow their fan bases and in one instance adding 1,000 fans in less than two days. Kratsas is a seasoned public speaker, traveling across the nation to educate independent retailers on retail-focused digital marketing strategies. Follow Christian on Twitter: @brot2ubyck

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marketing & Management June ASTRA Marketplace & Academy

with Kathleen McHugh

INDEPENDENT RETAILER recently spoke with Kathleen McHugh, president of the American Specialty Toy Retailing Association (ASTRA), the largest non-profit association providing leadership and resources to grow the specialty toy industry. The more than 1600 members of ASTRA include locally-owned independent toy and children’s products retailers, book stores, school supply stores and gift stores that build their businesses around specialty toys, designed with a focus on what the child can do rather than what the toy can do. ASTRA was founded in 1992 to strengthen the segment of the toy industry that is committed to providing children with healthy, quality play materials that have high play value, as well as to bring members of the specialty toy industry together to help each other succeed. McHugh discussed the association’s 2014 Marketplace & Academy, their Best Toys For Kids

list, and the power of social media. IR: How can retailers use the power of social media when selling toys? McHugh: ASTRA members have found so many ways to use social media. 90 percent of mothers of young children are active in social media, and 60 percent have used information they got from a social networking site like Facebook or a blog to make a purchase. A study commissioned by Child’s Play Communications found that moms who buy based on recommendations they get from social media do so, on average, five times per year. ASTRA retailers use it to introduce new toys on Facebook, connect moms, promote in-store events, offer sales promotions, run contests, announce Best Toys for Kids award winning toys, and so much more. continued on page 24

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marketing & Management ASTRA Marketplace & Academy continued from page 22 IR: When selling children’s toys, how can retailers distinguish themselves from the big box stores? McHugh: Specialty toy retailers compete on value and service. The toys they carry are the kind of toys that endure. They don’t end up in the bottom of the toy box after the novelty wears off hours after they are opened. All children in the family find joy from them, and often so do children in the next generation. Beyond the unique and innovative products, specialty toy retailers provide service that their big box competitors cannot match—from product knowledge and extensive expertise about healthy play to free gift-wrapping and other services. Children are welcome in specialty toy stores, and families can often enjoy special events like crafts or story time. Also, an increasing amount of families are reconsidering not just what they spend, but also where

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June 2014 | INDEPENDENT RETAILER

they spend it. Moms, dads, grandparents and other toy buyers are facing a choice of where to buy. Profit goes back into the community if customers buy at the charming toy store in the community where they can browse, touch, handle, and play with quality toys. By spending their toy dollar here, the community is better from it. IR: When is ASTRA’s 2014 Marketplace & Academy, and why should retailers attend? McHugh: ASTRA’s 2014 Marketplace & Academy will be held June 8 -11, 2014 in Phoenix, Arizona. It is designed to bring together everything an independent retailer needs for a successful fourth quarter, including the best new products, ideas to take your business to the next level, fourth quarter deals and steals, and unforgettable sessions and speakers. The event is known for its productive but relaxing atmosphere, and all the one-on-one relationship building time with toy manufacturers that is hard to get at other industry continued on page 26


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marketing & Management ASTRA Marketplace & Academy continued from page 24 events. You will leave with the year’s best deals and ready-touse retail strategies for building your business in 2014. IR: How is the Best Toys For Kids list compiled? McHugh: The Best Toys for Kids Award list features toys that stretch a child’s imagination, invite discovery and exploration, get little ones moving, helps kids build creativity, fascinate and delight babies, and even toys that will help preteens unplug from electronic games and rediscover the joy of play. The Best Toys for Kids program was created

by ASTRA to help our retailer members attract media coverage, attract customers to their stores during the all-important fourth quarter, and is one more way to differentiate the outstanding value of specialty toys. ASTRA’s Best Toys for Kids award winning toys are selected by play experts. Instead of being financed by the companies that make the toys, ASTRA’s list is chosen by a community of people who care deeply about quality toys. Winners are selected by neighborhood toy store owners around the country who watch kids play in their store all day long, and talk with parents about which toys sustain their child’s attention and become beloved additions to their toy box. IR: We’ve heard that parent bloggers are fans of your “Best Toys For Kids” list. How do bloggers influence

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the toy market? McHugh: Today’s moms get information from many sources, and many have some special sources they trust for information about toys. For example, blogger Liz Gumbinner has a strong following among mothers of young children, and has won several awards for her mom-oriented blog. ASTRA developed a relationship with her because we felt she is a good fit with ASTRA’s brand. She gives voice to many values shared by specialty toy customers. She is one of several who can recommend a new toy— and it gets noticed! IR: How can retailers benefit from being an ASTRA member? McHugh: ASTRA provides a range of services and events that help locally-owned retailers keep up with cutting-edge business ideas and learn new skills. We provide education about specialty toys for public officials, lead national industry events like ASTRA’s Neighborhood Toy Store Day, create tools and publications to help make members’ businesses more profitable, and connect members to each other so they can share experiences and help each other solve business challenges. We also host events like Share the Fair at the annual Toy Fair in New York, so members can make most efficient use of their time, while trying to find just the right products for their store; and of course we host the year’s largest gathering of the specialty toy industry: our annual Marketplace & Academy. ■ For more information on ASTRA, visit www.astratoy.org. I NDEPENDENT R ETAILER.com | June 2014

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marketing & Management Creating Perfect Pitch Email HAVE YOU ever noticed how the big box stores are constantly written about in the newspapers, magazines, and on websites? You feel like your little old retail store could never get the attention of the media. Let’s shatter that myth. Small retail stores can get great press. All it takes is some elbow grease and building relationships with the media. Don’t worry! Here is how it’s done.

Why you want publicity The benefit of being written up in your local newspaper might not be immediately apparent, but there are plenty of reasons why you should strive to get the spotlight to shine on your brand. For one, you can help people who otherwise wouldn’t know about your store to find you. You can also get a leg up on the competition by being the go-to resource whenever a local reporter needs a quote from a storeowner like you.

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June 2014 | INDEPENDENT RETAILER

by Jon Byrum

Make your presence known There is a big secret when it comes to getting media coverage: start building your relationships long before you need the coverage. You can’t simply walk up to reporters and demand that they write about your store. You must first get their attention, and then court them. To start, whether you live in a metropolis or a small town, look to your local newspapers, magazines, television stations and blogs to find out who covers your industry. Record contact info for each reporter you want to connect with in a spreadsheet, including: • • • • • •

Name Publication URL Social media handles Email & phone Links to related stories they’ve written


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Now it is time to slowly get the attention of these journalists. Start by reading their articles and commenting on them. Follow them on social media. Share their content and respond to their social updates.

Here comes the pitch Once you have a story you think people will really want to read about, it is time to reach out directly via email. Keep in mind, the reporter will be looking for a story their readers will care about. Find a strong angle on a piece of news like: • • • • •

The grand opening of your store Opening of another location Special event Participation in a community event Your unique story as a business owner

Preparing your pitch Now that you have your angle, it’s pitching time. A pitch is just an email introducing yourself, and offer-

ing a topic you think the readers of a publication will be interested in. Make sure to customize each pitch, and provide a slightly different angle on your story for each reporter you pitch. If you have paid attention to each journalist, you should be able to make your pitch personal. If you have been tweeting back and forth, mention that. If you don’t have previous interaction with a journalist, refer to an article you really enjoyed. For your story idea, keep it specific and short. One sentence with a few bullet points can explain why readers will care, and if the journalist is interested he will follow up for more details. Just remember, the journalist is asking “what’s in it for me? and “why should I care?” So make sure you address these points in your letter. If you have a press release published online about this news, provide a link to it in the pitch. Just don’t copy and paste the entire release, or send it as an attachment. Journalists won’t open emails with attachments. continued on page 30

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marketing & Management continued from page 29 Here is a sample pitch letter you can model yours after: Hi Paul, I hope you are doing well. I really enjoyed your article last week about the up-and-coming businesses in South Park. As a store that recently opened its doors in South Park, we are always eager to be a part of the business community. My store, Archive, sells locally sourced artisan goods. We’ve got everything from hand-dipped candles from Hillcrest to succulents grown in Alpine. We are holding our grand opening on July 1, and I would love to invite you to attend. Why should you come and tell your readers about it? • We will be demonstrating how to make succulent terrariums • We will have giveaways totaling $500 in products • There will be wine and appetizers

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June 2014 | INDEPENDENT RETAILER

Is this something you would be interested in writing about before the event? If so, I’m happy to provide more details.

Mastering the follow-up Don’t be disappointed if the people you pitch don’t respond eagerly within minutes. Or days. After a week, send a follow-up email to ensure your email didn’t hit the Spam folder. Ask if the journalist is interested in your story. If you don’t hear back after that, they are likely not interested. If they respond, get ready for your time in the limelight. Publicity is fabulous for driving foot traffic to your store, as well as boosting your online web visits. With a little practice and some effort building those relationships, you will soon be a PR pro. ■ Jon Byrum is president and co-founder of Hello Scheduling, a provider of employee scheduling and time clock software for small businesses. He posts regularly about his startup experience on the Hello Scheduling blog (helloscheduling.com/blog). For more information, visit helloscheduling.com.


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marketing & Management ReImagining Your Store With mPOS MOBILE POINT of sale (mPOS) is a revolutionary change retailers can implement in their stores to offer customers a more intimate and convenient shopping experience. When customers don’t have to stand in lines and sales associates don’t have to take customers to a central counter, this creates a distributed sales process which pleases customers. It also empowers sales associates and allows retailers to reimagine and modernize their store floors.

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which reinforces the relationship. In The Pink Stores, Inc., the largest chain of Lilly Pulitzer Signature Stores in the U.S., recently launched mPOS as part of a major store transformation project. The company piloted the project in their store on Newbury Street in Boston, where they removed the fixed cash wrap and stationary POS terminals and went 100 percent mobile, using Apple iPads and iPad minis powered by Springboard Retail’s cloud POS and retail management system. The results from the first 11 days of In The Pink’s rollout of mPOS reveal a 24.5 percent increase in sales over the same period in this store a year ago. This was 38 percent ahead of YTD store sales prior to launch. Transaction count was up 6.5 percent, transaction value was up 17

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Wireless network Removing heavy server hardware, printers and power cords creates the opportunity to go create, and more lightweight and mobile POS reduces the headaches associated with this bulky hardware. The one thing retailers interested in this switch have to do is get their network buttoned up. In The Pink installed wireless access points and continued on page 34

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percent, units per transaction was up 12 percent, and total units sold was up 19 percent. Recently a customer was trying on a pair of gold metallic wedges in the rear third of the store, and In The Pink did not have a pair in stock in her size. The sales associate sat down with the customer, pulled up the shoes on the iPad mini and said, “We have those in another store. Would you like us to ship them to you?” Next, she wrote the sales order right there, took the credit card from the customer, and the order was placed and on its way. Because Springboard’s system is web based, the order was instantly visible and available to ship from the other store. The shoes would arrive the next day, and the sales associate didn’t have to take the customer to a central counter to complete this order. The sales associate is also presented with Springboard’s Customer Dashboard, showing key customer metrics and buying patterns in real time. This allows for more intelligent product recommendations while interacting with the customer on the sales floor. When access to information is available in real time, sales associates are empowered and actualized, and the customer relationship is deepened.

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marketing & Management ReImagining With mPOS continued from page 33 a bulletproof redundant network connection that provides consistent, uninterrupted internet access. Once this is in place, the rest of the process is seamless because it is a web app.

that more and more customers are willing to forgo the tissue paper, making this also a green effort.

Functionality

Cash wrap process

As part of utilizing formerly unused space, In The Pink’s Nantucket store converted a storage closet, adding a half door to create a POS kiosk for gift wrapping, order shipping or store pickups. Another way the store increased functionality is by putting iPad minis on the face of an underutilized support column. Now when the iPads are not being used as a point of sale, they become communication devices to convey specials to customers in the store that day, or for upcoming events. Signage is now centrally managed and handled digitally. There is no more printing of event flyers, which creates savings. In The Pink’s eight stores are located in Massachusetts, with flagship stores on Newbury Street in Boston and on Nantucket Island. ■

In the Pink developed a mobile cart that is both a merchandising and POS unit. It houses shopping bags and tissue in drawers on the side. When the store is at peak, the merchandise can be removed from the top and it becomes a sales counter on wheels. It is reported

Gordon Russell is the Co-Founder and CEO of Springboard Retail. Over the past 20 years, Russell has enjoyed a career in specialty apparel retailing, having founded the first and largest chain of Lilly Pulitzer® Signature Stores in the nation. Keep up with Gordon and Springboard on Twitter (@SpringboardUp). For more information on Springboard Retail, visit springboardretail.com.

Receipts If retailers are not sure about the level of comfort that customers will have with email receipts, they can install hardwired printers in different inconspicuous places throughout the store. This way, if someone asks for a paper receipt, it can be printed for them. However, In The Pink is reporting that 98 percent of customers are using email receipts.

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1 '+1/",+.0/ www.duckhouse.com Gift & Toy (Licensed) Crystal freezer mugs, drinkware, partyware, and household JUFNTUIBUBSFPGmDJBMMZMJDFOTFECZUIF/'- .-# $-$ (Collegiate Licensing Company), LRG (Licensing Resource Group) and independent universities/organizations.

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web profits Characteristics of Good Home Pages The home page plays an important role in the overall picture of a successful ecommerce site. It often sets the tone for the rest of the visitor experience, and is typically the page visitors will return to in order to reacquaint themselves. Its job is to grab visitors’ attention and provide them with clear direction, along with multiple options for driving them deeper into the site. Following are four important characteristics of good home pages.

1. Displays a clear oer. The home page can have multiple offers, and should, but works best when a featured promotion is given prominence. If this is a monthly sale, give that sale

by Eric Leuenberger

front and center attention. Build in an element of urgency to really drive home the message. Using words like “today” or “limited time” persuades the visitor to act now, or potentially lose the opportunity to take advantage of the offer.

2. Contain a clear call to action. A call to action persuades the visitor to act upon something, like in support of sales, new products, daily features, and more. An example call to action would be a banner with details on the sale of the month, and the text “shop now” included somewhere on it, preferably in the lower right hand corner of the image itself. Other examples include signing up for a newsletter mailing, or adding

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an item to the cart. Each of these micro actions should contain a call to action that supports the end result.

3. A clear and precise navigational path for accessing site content. This may seem logical, but many sites neglect the “clear and precise” portion. They provide navigation, not thinking of how it is presented, or how it will impact their visitors. Don’t try to get cute and quirky here. Provide the user with traditional categorical navigation elements, as well as inline text links within the copy of the site, leading to those same end points.

4. Multiple presentations of accessing the same information within the site. Most home pages receive a variety of visitor demographics. Each visitor is seeking products to fit their needs, yet each searches in a different manner to get to those results. One visitor may use the main navigational elements within the framework of the site, while another may prefer to read a little more before committing themselves. To illustrate this point, consider this conceptual example

for a store that sells beach clothing. Two different visitors arrive at the site, both looking for the same product. The first visitor is going on vacation in the coming weeks and is looking for an outfit to wear on the beach. The second visitor lives on a beach and is looking for the same outfit. Navigation that might speak better to the first visitor would be a heading that says “outfits for vacation,” while the second visitor may respond better to categorical navigation that simply says “bathing suits.” To get a home page driving visitors deeper into the website, one must know their visitor demographics, and speak to each in a language they understand. Remember, this sets the tone for the rest of the visitor experience, so make it exciting but clear. ■ Eric Leuenberger is an ecommerce expert, founder of Ecommerce Amplifier, and owner of Voom Ventures, LLC, whose products and services help store owners and operators increase traffic, maximize ROI, decrease expenses, and increase revenue. He can be contacted online at TheEcommerceExpert.com, or call 866-602-2673.

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web profits Win on Amazon with Repricing EACH MINUTE, $83,000 in sales are transacted on Amazon, according to Intel. If you do the math, that is an impressive $4,980,000 every hour, and $119,520,000 every day. This volume and visibility can be a game changer for many online retailers who sell on Amazon’s third-party marketplace. But along with this tremendous opportunity comes a lot of competition. Factors such as price play a significant role in whether a retailer is successful on the Amazon marketplace. To stay in the game, retailers must constantly evaluate their competitive position, and reprice their products on Amazon when necessary.

Strategic, competitive prices Developing an effective repricing strategy can be complicated and time-consuming. When listing a product on the Amazon marketplace, sellers are making an offer along with other sellers, and often Amazon itself. Prices should be comparable to competitors, but retain

by Gina DeFrank

a sufficient margin to make listing on Amazon a viable business strategy. Ensuring that prices are strategic and competitive requires a lot of effort, including researching the market and observing other sellers’ prices closely. If a seller can’t beat the lowest price, the goal should be to at least match it if possible. Sometimes a drop in the rate of return can be worth a potential increase in sales. Such an increase in sales can come from winning the Amazon Buy Box, the coveted spot on the top right of the product page where consumers “buy now.” Winning the Buy Box depends on a number of factors such as Featured Merchant status, Fulfillment by Amazon (FBA), inventory availability, Order Defect Rate (ODR), and of course, low price. If retailers aren’t consistently repricing their products on Amazon, the chances of winning the Buy Box and capturing the sale diminish significantly. continued on page 48

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web profits continued from page 46

After determining the characteristics of their own products, the seller will want to consider whom they are competing against, and how they want their prices adjusted when up against certain types of sellers.

Product knowledge When determining a repricing strategy, sellers must first be knowledgeable about their own products and be able to determine the cost of each item, as well as fulfillment and shipping. Additionally, sellers should have a price limit in mind, so that they know the point at which the sale is no longer profitable. The price limit, and how aggressively a product needs to be repriced, should be determined by the product’s age, seasonal considerations and the overall competitive landscape for the product. Often sellers will group similar products and design a repricing strategy for each group.

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Some competitive factors to consider when developing a repricing strategy:

Does Amazon itself sell this product? If so, the price may need to be incrementally lower than Amazon’s to win the Buy Box.

Are competitors using FBA for fulfillment? Can you win the Buy Box?

Sellers who are using FBA will gain an advantage toward winning the Buy Box.


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Are there certain sellers that should be excluded from competitive consideration? It could be strategic to avoid spending time monitoring sellers who are listing below minimum advertised price, or at an unprofitable level.

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Should newer sellers who don’t have Featured Merchant status be considered competitors? Because only sellers with Featured Merchant status are eligible to win the Buy Box, you might want to exclude these sellers, at least temporarily, from your list of competitors to keep your eye on. Needless to say, repricing on Amazon can be tricky business. For retailers who have large catalogs, repricing can be a full-time job, but a tactic that retailers definitely need to consider to make the most of selling on Amazon. The best way to get started is to research your competitors and participate in Amazon programs such as FBA, if you aren’t already. ■ Gina DeFrank is the Product Manager for Marketplaces at ChannelAdvisor, responsible for research and product direction for third-party marketplaces such as Amazon and Rakuten. She works closely with the marketplaces, retailers, and ChannelAdvisor teams to keep up to date with channel developments, and to optimize existing features for ChannelAdvisor customers. For more information, visit channeladvisor.com.

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web profits How to Be Smarter About Order Fulfillment AS THE ecommerce industry continues to grow and innovate, consumers’ expectations become harder for online retailers to meet. Programs such as Amazon Prime have increased the demand for fast and inexpensive shipping. In fact, during the 2013 holiday season, Amazon.com reported it shipped enough items with Prime to deliver at least one gift to every household in America. That’s a lot of two-day shipping. Without a doubt, simplified and cost-efficient order fulfillment should be top of mind for online retailers these days. So how do retailers compete without losing money on fulfillment? Expanding fulfillment networks with new warehouses, third-party fulfillment centers and drop shippers can increase a retailer’s product catalog and accelerate delivery options, helping their business grow. But aggregating all of this inventory information across expanded fulfillment networks can be challenging. Tracking accurate stock levels, matching orders to

by Jim Dechow

the most strategic warehouse and cutting shipping time by fulfilling orders with local warehouses can be a chore to manage. It’s all about working smarter, not harder. The key for retailers is to bring automation and best practices to their fulfillment networks, allowing them to better serve their customers while reducing the costs of fulfillment and making better use of available inventory.

Real-time quantity management Making the right decisions about fulfillment starts with having the right information. Retailers need accurate, to-the-moment data on stock levels at each fulfillment center. Whether retailers are using their own warehouses, Fulfillment by Amazon, a third-party vendor or a drop shipper, they must be able to maintain a big-picture view of their network in real time. Knowing what products are available, and where, will continued on page 52

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web profits Order Fulfillment continued from page 50 help prevent both overselling and underselling.

Proximity order routing One of the best ways retailers can cut delivery time and costs is by fulfilling orders from the distribution center nearest to their customer. Proximity order routing first seeks to fulfill the entire order from the distribution center closest to the end destination. In situations where multiple distribution centers are required to complete an order, automating proximity order routing can create rules that will allow for the most efficient fulfillment path, decreasing delivery costs and helping customer satisfaction ratings soar.

Prioritized distribution centers For the retailer, all distribution centers are not created equal. Proximity to the customer, availability of product to complete orders, and other factors all play a role in determining the right distribution center for

52

June 2014 | INDEPENDENT RETAILER

any order. It is an intricate dance, and no retailer can expect to make these decisions on the fly. Retailers need an automated, rule-based system that defines the best approach for every situation. At the same time, the system must also be dynamic and able to adapt to the constantly evolving retail environment. The bar continues to be raised, and fulfillment isn’t an operational process that retailers can simply set, execute and ignore. It’s an integral part of the customer experience, and contributes significantly to the profitability of each retail transaction. If your online business doesn’t have real-time quantity management, proximity order routing and the ability to prioritize distribution centers as foundations of your fulfillment strategy, it is likely hurting your bottom line and your customer satisfaction. ■ Jim Dechow is a Product Manager for ChannelAdvisor. He innovates on behalf of the company’s customers to help develop a platform that is considered a standard for global e-commerce. The ChannelAdvisor platform enables retailers to connect with commerce partners worldwide from a single set of data. For more information, visit channeladvisor.com.


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web profits Avoid the Summer Selling Blues MANY BUSINESSES experience a seasonal summer slowdown, including online stores. To combat this, determine what promotional or marketing plans you have in place now that can be fine-tuned, or amped up to help maintain or even increase summertime revenues. Your current ecommerce platform should have ways to address most, if not all of the following items, quickly and without the need to write code. Items to consider include: • Pay per click campaigns: do site visitors search for different key words during different seasons? • Email marketing: consider including a seasonal promo code or discount to increase site traffic. • Abandoned orders: encourage your customers to come back to your site to complete orders. • Design updates: update your home page with new graphics and images.

by Mike Auger

• Content: create fresh blog posts that are linked to your site.

Abandoned orders These orders, or non-orders more specifically, occur when a site visitor places an item into their cart, yet doesn’t complete the order for one reason or another. According to the independent web usability firm, Baymard Institute, the average documented online shopping cart abandonment rate is 67.91 percent. You should have a general idea what your site’s abandon/ bounce rate is through the use of Google Analytics, so you can measure the success of any campaign you may institute. With a general baseline established, now it’s time to capture those lost orders. Our eCommerce platform at Pinnacle Cart utilizes a feature called Drift Marketing, to pull in these orders. With Drift Marketing set up, continued on page 64

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2014-2015 Tradeshow Calendar Please visit show websites to confirm show dates and locations Apparel Show

JUNE 2014

Gift Show

Jewelry Show

China Sourcing Fairs

Licensing International Expo

Norton’s Gatlinburg Gift & Variety Show

Miami Beach Convention Center, Miami FL

Mandalay Bay Convention Center, Las Vegas NV

Gatlinburg Convention Center, Gatlinburg TN

www.chinasourcingfair.com/miami

www.licensingexpo.com

www.nortonshows.com

Gatlinburg Apparel & Jewelry Market

Miami International Mart

San Antonio Wholesale Jewelry & Gift Show

Gatlinburg Convention Center, Gatlinburg TN

20600 NW 47th Ave., Miami Gardens FL

San Antonio Event Center, San Antonio TX

www.nortonshows.com

www.martofmiami.com

www.parkertradeshow.com

The ASI Show

Gem, Jewelry & Lapidary Trade Show

McCormick Place, Chicago IL

Watauga Festival Center, Franklin NC

TransWorld’s Jewelry, Fashion & Accessories (JF&A) Summer

www.asishow.com

www.glwshows.com

Donald E. Stephens Convention Center, Rosemont IL

Atlanta International Gift & Home Furnishings Market

JA International Jewelry Show

AmericasMart*Atlanta, Atlanta GA

www.ja-newyork.com

JULY 2014

www.americasmart.com California Gift Show

Los Angeles Convention Center, Los Angeles CA

www.urban-expo.com Gem, Jewelry & Lapidary Trade Show

Embassy Suites/Lovinia/Novi, Detroit MI

www.tweshows.com Jacob K. Javits Convention Center, New York NY

Philadelphia Gift Show

Greater Philadelphia Expo Center at Oaks, Reading PA

www.philadelphiagiftshow.com Orlando Gift Show

Orange County Convention Center, Orlando FL

Windy City Gift Show

Donald E. Stephens Convention Center, Rosemont IL

www.urban-expo.com West Coast Event & Balloon Art Convention

Hilton Long Beach, Long Beach CA

www.wcebac.com

www.glwshows.com

www.orlandogiftshow.com

The WSA Show

Gem, Jewelry & Lapidary Trade Show

Super Zoo

www.wsashow.com

Pinebridge Executive Inn, Spruce Pine NC

Mandalay Bay Convention Center, Las Vegas NV

www.glwshows.com

www.superzoo.org

Sands Expo & Convention Center, Las Vegas NV

AUGUST 2014 Accessories The Show

Imprinted Sportswear Show - Las Vegas

NY NOW

Jacob K. Javits Convention Center, New York NY

Las Vegas Convention Center, Las Vegas NV

(formally New York International Gift Fair)

www.accessoriestheshow.com

www.issshows.com

Jacob K. Javits Convention Center, New York NY

Accessories The Show

KIDSHOW

The Venetian Hotel, Las Vegas NV

Bally’s Hotel, Las Vegas NV

www.accessoriestheshow.com

www.spectrade.com

ASD Las Vegas

Louisville Gift Show

Las Vegas Convention Center, Las Vegas NV

www.asdonline.com Dallas Apparel & Accessories

Dallas Market Center, Dallas TX

www.dallasmarketcenter.com Denver Merchandise Mart Gift, Home, Jewelry & Resort Show

Denver Merchandise Mart Complex , Denver CO

www.denvermart.com

www.nyigf.com, www.glmshows.com

Paroquet Springs Center, Shepherdsville KY

Jacob K. Javits Convention Center, New York NY

Sands Expo & Convention Center, Halls A & B , Las Vegas NV

www.offpriceshow.com

www.louisvillegiftshow.com

San Francisco International Gift Fair

Memphis Gift & Jewelry Show - Fall

www.sfigf.com

The Moscone Convention Center, San Francisco CA

Memphis Cook Convention Center, Memphis TN

www.helenbrett.com

Seattle Gift Show

Washington State Convention Center, Seattle WA MODA Las Vegas

www.seattlegiftshow.com

The Venetian Hotel, Las Vegas NV

www.modalasvegas.com MODA Manhattan

FAME

The Off-Price Specialist Show

Jacob K. Javits Convention Center, New York NY

St. Louis Gift Show

St. Charles Convention Center, St. Charles MO

www.stlouisgiftshow.com

www.fameshows.com

www.modamanhattan.com

ENK Vegas

NACDS Pharmacy Technology Convention

Mandalay, Las Vegas NV

Colorado Convention Center, Denver CO

www.enkshows.com/coterie

www.nacds.org

www.tweshows.com

Fort Lauderdale Gift Show

New Orleans Gift & Jewelry Show - Fall

TRENDZ

Broward County Conv. Ctr., Ft. Lauderdale FL

New Orleans Morial Convention Center, New Orleans LA

Palm Beach County Conv. Center, West Palm Beach FL

www.ftlauderdalegiftshow.com

www.helenbrett.com

www.trendzshow.com

ASD MIAMI Wholesale Expo

ASD NYC Wholesale Expo

Accessories The Show

Miami Airport Convention Center, Miami FL

Jacob Javits Center, New York NY

Jacob K. Javits Convention Center, New York NY

www.asdonline.com/miami/index.shtml

www.asdonline.com/ny

www.accessoriestheshow.com

TransWorld’s Schaumburg Jewelry, Fashion & Accessories Show

Renaissance Schaumburg Hotel, Schaumburg IL

SEPTEMBER 2014

56

June 2014 | INDEPENDENT RETAILER


Go Back to www.IndependentRetailer.com

SEPTEMBER 2014

continued

Asia America Trade Show Miami

Gem, Jewelry & Lapidary Trade Show

Norton’s Gatlinburg Gift & Variety Show

Miami Beach Convention Center, Miami FL

Ramada Inn Mall of America Hotel, Minneapolis MN

Gatlinburg Convention Center, Gatlinburg TN

www.acsshow.org

www.glwshows.com

www.nortonshows.com

Dallas Total Home & Gift Market

Imprinted Sportswear Show - Ft. Worth

OASIS Gift Show

Dallas Market Center, Dallas TX

Ft. Worth Convention Center, Ft. Worth TX

www.dallasmarketcenter.com

www.issshows.com

www.oasis.org

FAME

Las Vegas Souvenir & Resort Gift Show

Jacob K. Javits Convention Center, New York NY

Las Vegas Convention Center, Las Vegas NV

Philadelphia National Candy, Gift & Gourmet Show

www.fameshows.com

www.urban-expo.com

Gatlinburg Apparel & Jewelry Market

Miami International Mart

Gatlinburg Convention Center, Gatlinburg TN

20600 NW 47th Ave., Miami Gardens FL

www.nortonshows.com

www.martofmiami.com

Gem, Jewelry & Lapidary Trade Show

MODA Manhattan

Surf Expo

Holiday Inn Palo Verde/Holidome, Tucson AZ

Jacob K. Javits Convention Center, New York NY

Orlando Convention Center, Orlando FL

www.glwshows.com

www.modamanhattan.com

www.dmgworldmedia.com, www.surfexpo.com

China Sourcing Fairs

Gem, Jewelry & Lapidary Trade Show

Jewelers International Showcase - JIS

AsiaWorld-Expo, Hong Kong

Embassy Suites/Lovinia/Novi, Detroit MI

Miami Beach Convention Center, Miami Beach FL

www.chinasourcingfair.com/miami

www.glwshows.com

www.jisshow.com

Dallas Apparel & Accessories

Gem, Jewelry & Lapidary Trade Show

Dallas Market Center, Dallas TX

Osceola Heritage Park , Orlando FL

www.dallasmarketcenter.com

www.glwshows.com

Galveston Gift & Resort Merchandise Show

Gulf Coast Gift Show

Galveston Island Convention Center, Galveston Island TX

Edgewater Beach & Golf Resort , Panama City FL

www.galvestongiftshow.com

www.urban-expo.com

The Gathering

International iHobby Expo

Orlando FL

Schaumburg IL

www.urban-expo.com

www.ihobbyexpo.com

Gem, Jewelry & Lapidary Trade Show

International Vision Expo West

Asheville Civic Center, Asheville NC

The Sand Expo & Convention Center, Las Vegas NV

www.glwshows.com

www.visionexpowest.com

Gem, Jewelry & Lapidary Trade Show

JA International Special Delivery Show

Concourse Exhibit Hall, San Francisco CA

Eastern States Exposition, West Springfield MA

Jacob K. Javits Convention Center, New York NY

www.weshows.com

www.glwshows.com

www.ja-newyork.com

Phoenix Convention Center, Phoenix AZ

Trump Taj Mahal, Atlantic City NJ

www.phillycandyshow.com San Antonio Wholesale Jewelry & Gift Show

San Antonio Event Center, San Antonio TX

www.parkertradeshow.com

OCTOBER 2014

The NACS Show

Georgia World Congress Center, Atlanta GA

www.nacsonline.com TransWorld’s Jewelry, Fashion & Accessories (JF&A)

Donald E. Stephens Convention Center, Rosemont IL

www.tweshows.com TRENDZ

Palm Beach County Conv. Center, West Palm Beach FL

www.trendzshow.com San Francisco Cash & Carry Show

NOVEMBER 2014 Gatlinburg Apparel & Jewelry Market

International Jewelry Fair / General Merchandise Show - Fall

Ocean City Resort Gift Expo

Gatlinburg Convention Center, Gatlinburg TN

www.nortonshows.com

Morial Convention Center, New Orleans LA

www.oceancitygiftshow.com

Roland Powell Convention Center, Ocean City MD

www.helenbrett.com International Gift Exposition in The Smokies IGES & The Souvenir Super Show

Sevierville & Pigeon Forge TN

www.iges.us

San Antonio Wholesale Jewelry & Gift Show

Mid-South Jewelry Fair

Memphis Cook Convention Center, Memphis TN

www.helenbrett.com

San Antonio Event Center, San Antonio TX

www.parkertradeshow.com

The International Hotel/Motel & Restaurant Show

Norton’s Gatlinburg Gift & Variety Show

Smoky Mountain Fall Gift & Souvenir Show

Jacob K. Javits Convention Center, New York NY

Gatlinburg Convention Center, Gatlinburg TN

Gatlinburg Convention Center, Gatlinburg TN

www.glmshows.com, www.ihmrs.com

www.nortonshows.com

www.smokymtngiftshow.com

Baton Rouge Jewelry & General Merchandise Show

TransWorld’s Schaumburg Jewelry, Fashion & Accessories Show

Grand Strand Gift & Resort Merchandise Show

Baton Rouge River Center, Baton Rouge LA

Renaissance Schaumburg Conv. Center, Schaumburg IL

Myrtle Beach Convention Center, Myrtle Beach SC

www.helenbrett.com

www.tweshows.com

www.grandstrandgiftshow.com

DECEMBER 2014

I NDEPENDENT R ETAILER.com | June 2014

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June 2014 | INDEPENDENT RETAILER


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2014-2015 Tradeshow Calendar Please visit show websites to confirm show dates and locations Apparel Show

JANUARY 2015

Gift Show

Jewelry Show

Accessories The Show

Imprinted Sportswear Show - Long Beach

Jacob K. Javits Convention Center, New York NY

Long Beach Convention Center, Long Beach CA

Philadelphia National Candy, Gift & Gourmet Show

www.accessoriestheshow.com

www.issshows.com

Trump Taj Mahal, Atlantic City NJ

The ASI Show

Jewelers International Showcase - JIS

Disney’s Animal Kingdom, Orlando FL

Miami Beach Convention Center, Miami FL

www.asishow.com

www.jisshow.com

Atlanta International Gift & Home Furnishings Market

JOGS Gem & Jewelry Show

AmericasMart*Atlanta, Atlanta GA

www.jogsshow.com

www.phillycandyshow.com

www.americasmart.com California Gift Show

Los Angeles Convention Center, Los Angeles CA

www.urban-expo.com Dallas Apparel & Accessories

Dallas Market Center, Dallas TX

www.dallasmarketcenter.com Dallas Total Home & Gift Market

Dallas Market Center, Dallas TX

www.dallasmarketcenter.com FAME

Jacob K. Javits Convention Center, New York NY

www.fameshows.com Gem, Jewelry & Lapidary Trade Show

Osceola Heritage Park , Orlando FL

www.glwshows.com

www.chashow.org

Washington State Convention Center, Seattle WA

www.seattlegiftshow.com

Tucson Expo Center, Tucson AZ Shot Show

Sands Expo & Convention Center, Las Vegas NV Miami International Mart

www.shotshow.org

20600 NW 47th Ave., Miami Gardens FL

www.martofmiami.com MODA Manhattan

Jacob K. Javits Convention Center, New York NY

SIA SnowSports Trade Show

Colorado Convention Center, Denver CO

www.snowsports.org

www.modamanhattan.com St. Louis Gift Show The NATSO Show

Wynn Hotel, Las Vegas NV

St. Charles Convention Center North Hall, St. Charles MO

www.stlouisgiftshow.com

www.natso.com New Orleans & Memphis Gift & Jewelry Show

Surf Expo

Orange County Convention Center, Orlando FL

www.glmshows.com, www.surfexpo.com

New Orleans LA, and Memphis TN

www.helenbrett.com OASIS Gift Show

Phoenix Convention Center, Phoenix AZ

Tobacco Plus Expo

Las Vegas Convention Center, South Hall 1, Las Vegas NV

www.tobaccoplusexpo.com

www.oasis.org Value Merchandise Expo

CHA (formally HIA)

Anaheim Convention Center, Anaheim CA

Seattle Gift Show

Orlando Gift / Cash & Carry Show

Jacob K. Javits Center, New York NY

Orange County Convention Center, Orlando FL

www.vpexpo.com

www.orlandogiftshow.com

Gem, Jewelry & Lapidary Trade Show

Asheville Civic Center, Asheville NC

PGA Merchandise Show

www.glwshows.com

Orange County Convention Center, Orlando FL

www.pgashow.com

Windy City Gift Show

Donald E. Stephens Convention Center, Rosmont IL

www.urban-expo.com

International CES (Consumer Electronics Show)

Philadelphia Gift Show

The WSA Show

Las Vegas Convention Center, Las Vegas NV

New Greater Philadelphia Expo Center, Oaks PA

Sands Expo & Convention Center, Las Vegas NV

www.cesweb.org

www.philadelphiagiftshow.com

www.wsashow.com

Accessories The Show

Gem, Jewelry & Lapidary Trade Show

New York International TOY FAIR

The Venetian Hotel, Las Vegas NV

Holiday Inn Palo Verde / Holidome, Tucson AZ

Jacob K. Javits Convention Center, New York NY

www.accessoriestheshow.com

www.glwshows.com

www.toy-tia.org

Accessories The Show

KIDSHOW

NY NOW

Bally’s Hotel, Las Vegas NV

(formally New York International Gift Fair)

www.spectrade.com, www.kidshow.cc

Jacob K. Javits Convention Cente, New York NY

FEBRUARY 2015

Jacob K. Javits Convention Center, New York NY

www.accessoriestheshow.com

www.nynow.com, www.glmshows.com The ASI Show

Dallas Convention Center, Dallas TX

www.asishow.com Denver Merchandise Mart Gift, Home, Jewelry & Resort Show

Louisville Gift Show

Paroquet Springs Center, Shepherdsville KY

The Off-Price Specialist Show

www.louisvillegiftshow.com

Sands Expo at Venetioan/Palazzo, Las Vegas NV

www.offpriceshow.com Memphis Gift & Jewelry Show - Spring

Memphis Cook Convention Center, Memphis TN

San Francisco International Gift Fair

www.denvermart.com

www.helenbrett.com

The Moscone Convention Center, San Francisco CA

FAME

MODA Las Vegas

Denver Merchandise Mart Complex , Denver CO

Jacob K. Javits Convention Center, New York NY

www.sfigf.com The Venetian Hotel, Las Vegas NV

www.fameshows.com

www.modalasvegas.com

Gem, Jewelry & Lapidary Trade Show

MODA Manhattan

The Gem Mall, Tucson AZ

Jacob K. Javits Convention Center, New York NY

www.glwshows.com

www.modamanhattan.com

60

TransWorld’s Jewelry, Fashion & Accessories (JF&A) Winter

Donald E. Stephens Convention Center, Rosemont IL

June 2014 | INDEPENDENT RETAILER

www.tweshows.com


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MARCH 2015 Amusement Expo

Dallas Apparel & Accessories

International Vision Expo East

Las Vegas Convention Center, Las Vegas NV

Dallas Market Center, Dallas TX

The Jacob K. Javits Convention Center, New York NY

www.amusementexpo.org

www.dallasmarketcenter.com

www.visionexpoeast.com

Dallas Total Home & Gift Market

JA International Jewelry Show

Dallas Market Center, Dallas TX

Jacob K. Javits Convention Center, New York NY

www.dallasmarketcenter.com

www.ja-newyork.com

ASD Las Vegas

Las Vegas Conv. Center, Las Vegas NV

www.asdonline.com

Gatlinburg Apparel & Jewelry Market

Jewelers International Showcase - JIS

The ASI Show

Gatlinburg Convention Center, Gatlinburg TN

Miami Beach Convention Center, Miami FL

Long Beach Convention Center, Long Beach CA

www.nortonshows.com

www.jisshow.com

Gem, Jewelry & Lapidary Trade Show

Norton’s Gatlinburg Gift & Variety Show

Ramada In Mall Of America, Mineapolis MN

Gatlinburg Convention Center, Gatlinburg TN

www.glwshows.com

www.nortonshows.com

AmericasMart*Atlanta, Atlanta GA

IBS New York International Beauty Show

San Antonio Wholesale Jewelry & Gift Show

www.americasmart.com

Javits Convention Center, New York NY

San Antonio Event Center, San Antonio TX

www.ibsnewyork.com

www.parkertradeshow.com

Imprinted Sportswear Show

TransWorld’s Halloween, & Attractions Show

Atlantic City Convention Center, Atlantic City NJ

America’s Center, St. Louis MO

www.issshows.com

www.haashow.com

Camex - Campus Market Expo

International Housewares Show

World Balloon Convention

Dallas Convention Center, Dallas TX

McCormick Place Complex , Chicago IL

Sheraton Denver Downtown Hotel, Denver CO

www.camex.org

www.housewares.org

www.worldballoonconvention.com

Asia America Trade Show Miami

Gem, Jewelry & Lapidary Trade Show

Mid-South Jewelry & Accessories Fair

Miami Beach Convention Center, Miami FL

Embassy Suites/Lovinia/Novi, Detroit MI

Memphis Cook Convention Center, Memphis TN

www.acsshow.org

www.glwshows.com

www.helenbrett.com

Beauty Pavilion

Gem, Jewelry & Lapidary Trade Show

OASIS Albuquerque Gift Show

Memphis Cook Convention Center, Memphis TN

Holiday Inn Rolling Meadows/Schaumburg, Chicago IL

www.helenbrett.com

www.glwshows.com

www.oasis.org

China Sourcing Fairs

Imprinted Sportswear Show - Orlando

AsiaWorld-Expo, Hong Kong

Orange County Convention Center, Orlando FL

TransWorld’s Jewelry, Fashion & Accessories (JF&A)

www.chinasourcingfair.com/miami

www.issshows.com

Gem, Jewelry & Lapidary Trade Show

International Lingerie Show

TRENDZ

Eastern States Exposition, West Springfield MA

Rio Hotel Convention Center, Las Vegas NV

Palm Beach County Conv. Center, West Palm Beach FL

www.glwshows.com

www.wwinshow.com, www.spectrade.com

www.trendzshow.com

Accessories The Show

Gem, Jewelry & Lapidary Trade Show

Jacob K. Javits Convention Center, New York NY

Watauga Festival Center, Franklin NC

The National Hardware Show and Lawn & Garden World

www.accessoriestheshow.com

www.glwshows.com

Las Vegas Convention Center, Las Vegas NV

The ASI Show

International Hair & Beauty Show

Jacob Javits Convention Center, New York NY

Meadowlands Expo Center, Seacaucus NJ

www.asishow.com Atlanta Spring Gift, Accessories & Holiday Market

Boston Gift Show

Boston Convention and Exhibition Center, Boston MA

www.bostongiftshow.com

APRIL 2015

Albuquerque Convention Center, Albuquerque NM

Donald E. Stephens Convention Center, Rosemont IL

www.tweshows.com

MAY 2015

www.nationalhardwareshow.com National Stationery Show

Jacob K. Javits Convention Center, New York NY

www.asishow.com

www.nationalstationeryshow.com

Beauty Pavilion

International Jewelry Fair / General Merchandise Show - Spring

The Off-Price Specialist Show

Morial Convention Center, New Orleans LA

New Orleans LA, and Memphis TN

Gotham Hotel, New York NY

www.helenbrett.com

www.helenbrett.com

www.offpriceshow.com

Dallas Apparel & Accessories

The JCK Show - Las Vegas

Dallas Market Center, Dallas TX

Mandalay Bay Convention Center, Las Vegas NV

www.dallasmarketcenter.com

www.jcklasvegasshow.com

FAME

MODA Manhattan

Atlantic Convention Center, Atlantic City NJ

Jacob K. Javits Convention Center, New York NY

Jacob K. Javits Convention Center, New York NY

www.vpexpo.com

www.fameshows.com

www.modamanhattan.com

SCOE 2014

Seattle Airport Marriott , Seattle WA

www.scoe.biz Value Merchandise Expo

I NDEPENDENT R ETAILER.com | June 2014

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web profits Avoid the Summer Selling Blues continued from page 54 the platform automatically sends out an email at a frequency determined by the cart admin, to all customers that have created an order but did not complete the buying process. This email is customizable, and allows for the addition of a promo code to entice shoppers back to complete their order. Contained in this email is also a link the shopper may click on that returns them to their order page, with all the products they have previously placed in their cart. Handy, right? Reaching out to these customers could be one of the keys to maintaining or increasing sales this summer.

Images Thinking about design updates to drive additional revenue is another avenue to explore. Switching up a clickable image in your home page slider may help highlight one of your seasonal products, a higher dollar item, or a new product. Even a small design change to the home page can help capture site visitors and propel them into the buying process. You should also think

about if now is the time for a complete design overhaul. If your site usually sees a spike in holiday traffic, having a new design and any additional changes to the site already in place and working perfectly beforehand is always the best plan. If you haven’t changed the look and feel of your site at least somewhat in the last 18-24 months, then you are already behind your competitor, because they most likely have.

Blog posts and social media Posting on your blog and social media for your site shouldn’t go on vacation this summer. Be sure to take steps to continue posting fresh, relevant information for your site visitors. Search engine rankings don’t take vacations, and neither should your website content. Taking proactive steps now to combat this seasonal slowdown will result in a steady order flow during the summer months. ■ Mike Auger is chairman of the board and chief strategy officer of Pinnacle Cart, a hosted shopping cart and ecommerce software application that allows you to create, manage and effectively market your business. For more information, visit pinnaclecart.com.

171 Mace Street, #A2 Chula Vista, CA 91911 T: 619-425-5820 F: 619-425-0382 gm-mfg@sbcglobal.net

gmmfgjewelry.com

ALL OF OUR ITEMS COME WITH A LIFETIME GUARANTEE. We can duplicate anything, customize anything and we constantly make new designs. We have thousands of charms, hundreds of rings, earrings, bracelets, rosarios, chains and 2-3 tone items. We have them for men, women and children. Please e-mail or call with any questions.

WE CAN CUSTOMIZE ANY NAME! 64

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DISCOUNT STARTER KITS AVAILABLE!


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Look what Wholesale Gem and Jewelry Trade Shows are coming up!

2014 Dates

glwshows.com Orlando, FL May 2, 3 & 4, 2014 Osceola Heritage Park 1901 Chief Osceola Trail, Kissamee, FL 34744

Franklin, NC May 9, 10 & 11 2014 Watauga Fesival Center 426 Watauga Road, Franklin, NC 28734-2324

Gem & Lapidary Wholesalers, Inc. *°"°Ê œÝʙnÊUʏœÀ>]Ê-ÊΙäÇ£‡ää™n

*…œ˜i\Ê­È䣮ÊnǙ‡nnÎÓ >Ý\Ê­È䣮ÊnǙ‡ÎÓnÓÊUÊ ‡>ˆÊ‡Êˆ˜vœJ}ÜŜÜðVœ“

Asheville, NC ............ ......................January 7-8 Orlando, FL....................... .......January 10-11-12 Tucson, AZ .............. .....................February 1-14 Minneapolis, MN ............................March 30-31 Livonia (Detroit), MI...........................April 4-5-6 Chicago, IL......................................April 9-10-11 West Springfield, MA ........................April 25-26 Orlando, FL.........................................May 2-3-4 Franklin, NC.......................................May 9-10-11 Livonia (Detroit), MI.........................July 18-19-20 Franklin, NC................................July 24-25-26-27 Spruce Pine, NC......................... July 31-Aug. 1-2-3 Tucson, AZ ....................... .......September 4-5-6-7 Minneapolis, MN ...................... September 28-29 Livonia (Detroit), MI........................October 3-4-5 West Springfield, MA .................. ...October 10-11 Asheville, NC .................... .............October 21-22 Orlando, FL................................October 24-25-26 ***Dates are Subject to Change***

I NDEPENDENT R ETAILER.com | June 2014

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wholesalecentral.com The web’s original wholesale directory This is a small sample of the suppliers you will find on WholesaleCentral.com. Find suppliers by category or product! Suppliers, to list your company here and reach 600,000 retailers monthly, call 1-800-999-8281 ext. 126.

APPAREL/ CLOTHING

REBEL BUNNY www.rebelbunny.com

213-741-1616

F E AT U R E D S E L L E R FASHION WEAR PLUS 877-949-6060 fashionwearplus.com CAMOUFLAGE CARGO SHORTS ** COLOR CARGO SHORTS ** AMIMAL PRINT SHORTS ** MATCHING SETS * (SCREENED T’s * TANKS & POLO SHIRTS) HATS * SOCKS * DRESSES * (LICENSED NFL-NHL-NASCARAUTOS-COLLEGE-NEGRO BASEBALL & CARTOON CHARACTER JACKETS ** 813-949-6060

COLLECTIBLES

BUCKWHOLESALE.COM www.buckwholesale.com

F E AT U R E D S E L L E R RUBII www.rubiiwholesale.com

213-627-2398

SEAM PRODUCTS CO 201-866-5800 www.wholesalecentral.com/begins SEVEN SEAS, INC www.sevenwholesale.com

213-748-9469

IRWIN SALES 281-424-7651 www.irwinembroiderypatches.com Baytown, Texas United States #1 Source of Military and biker PATCHES & PINS!! Over 2,000 designs - Military, NRA, Patriotic, American Flag, Religious, Motorcycle and More! Great Novelty Item. Call us today at (281) 424-7651.

599FASHION.COM www.599fashion.com

866-728-3141

SHEEHAN SALES, INC 800-849-9949 www.wholesalenursingscrubs.com

A-TRADING atradingus.com

404-453-8071

SOCK WHOLESALERS www.sockwholesalers.com

800-597-3886

ALABAMA WHOLESALE www.sockswholesale.com

256-845-4411

SOHO APPAREL GROUP www.sohoapparel.com

626-279-6333

APPARELCANDY.COM www.ApparelCandy.com

877-870-8686

STAR BOUTIQUE starbusa.com

213-749-7560

ACCESSORIES PALACE shop.accessoriespalace.com

STEAL DEAL www.stealdealinc.com

323-581-8051

GREAT LAKES WHOLESALE 616-261-9393 www.glwholesale.com

APPARELSHOWROOM.COM 800-243-4131 www.apparelshowroom.com BEVERLY HILLS UNIFORMS 718-378-1188 bhuniforms.com BH WHOLESALE INC www.bhwholesale.com

COSMO TRADING INC 212-278-8966 www.wholesalecentral.com/cosmotradinginc 256-657-3213

DAISY’S SWIMWEAR 213-746-9939 www.dippindaisysswimwear.com

DROPSHIPPERS

323-982-8807

DOBA www.doba.com

ART & SUPPLIES

EROS HOSIERY CO www.eroswholesale.com

215-342-2121

ASW WHOLESALE CLUB www.aswexpress.com

HELLOMISS pinkowlapparel.com

323-233-1919

ISLAND WHOLESALER www.islandwholesaler.com

786-269-0629

JUST SIMPLY UNIQUE www.justsimplyunique.com

813-843-4983

919-878-6782

BUSINESS SERVICES ALLIANCE ONE LLC www.allianceonellc.com M & M GIFT www.iges.us

631-435-1000

800-430-7608

406-222-4853

KID’S DREAM www.kidsdreamus.com

213-748-5264

C-STORE ITEMS

KIDSBLANKS BY ZOEY www.kidsblanks.com

714-966-2396

EVERYTHING VAPOR 224-200-1849 www.wholesalecentral.com/everythingvapor JMW I LLC jmw.net/Wholesale

573-729-7280

800-538-3873

LA SPEEDY www.laspeedy.com

323-233-8067

PRICEMASTER www.PriceMaster.com

LASHOWROOM.COM www.lashowroom.com

213-627-0339

VALLEY SUPPLY INC www.valleysupplyinc.com

888-319-6652

VK WHOLESALE www.vkwholesale.com

773-853-0734

618-660-4005

ORANGE ZONE www.Orangezoneinc.com

213-748-2328

ORANGE ZONE 213-748-2328 www.wholesalechildrenclothing.com

ETS DESIGN www.etsdesign.com

ORIENTAL APPAREL INC 386-383-2618 wholesalecentral.com/orientalapparel/store.cfm

CLOSEOUTS

PRIMETIME CLOTHING www.primetimeclothing.com

VIA TRADING CO www.viatrading.com

66 66

213-687-4100

June 2014 2014 || INDEPENDENT INDEPENDENTRETAILER RETAILER

770-582-6688

877-202-3616

786-472-1888

FASHION UNIC www.fashionunic.com

908-660-0985

KAY BOUTIQUE LLC 406-222-4853 wholesalegirls.kay-boutique.com LA WHOLESALE ROUTE www.lawholesaleroute.com

213-891-0104

LANCY ONLINE INC www.LancyNY.com

718-821-8168

MICHELLE AND SCOTT’S www.wholesaleimport.com

901-767-0838

MY WHOLESALE ROUTE www.mywholesaleroute.com

201-567-2827

ROCKEY TRADING CO www.rockeytrading.com

813-888-9400

UR ETERNITY www.ureternity.com

718-639-3588

WONA TRADING www.wonatrading.com

212-725-3616

DP & COMPANY INC www.dropforyou.com JUST VISION IT www.justvisionit.com

BLAIR CANDY COMPANY 814-944-3281 www.blaircandy.com/wholor.html 877-321-3622 FAST WORLD CLOSEOUT 917-535-9929 www.wholesalecentral.com/fastworld 800-421-9755

978-499-8203

SUNRISE WHOLESALE 877-250-5045 sunrisewholesalemerchandise.com WMS WHOLESALE www.wmsclothing.com

760-233-9800

DVDS & VIDEOS F E AT U R E D S E L L E R MOUNTAIN VIEW MOVIES 607-278-5401 www.mountainviewmovies.com Authentic brand new DVD movies, Blu-ray discs & video games at the lowest wholesale prices. Major Studio DVDs UNDER $4. Stock changes weekly. Low $50 minimum purchase. Free UPS Ship over $300. DVD RELOAD www.dvdreload.com

303-881-6146

INETVIDEO.COM 514-956-7482 wholesalecentral.com/inetvi0001/wholesale-form.html

ELECTRONICS INNEX INC www.innexinc.com

909-839-6091

FASHION ACCESSORIES F E AT U R E D S E L L E R WHOLESALE FASHION INC 800-913-3274 www.wholesalefashioninc.com Your fashion accessory source. We have jewelry, hair accessories, scarves, hats, religious jewelry, keychains, handbags and more. BRAZABRA CORP brazabra.com/promos

ROYAL ENTERPRISES www.royalwholesalecandy.com

888-261-8277

888-554-1153

LIQUITECH INTERNATIONAL 888-203-8520 www.wholesalecentral.com/liquitech

CANDLES, INCENSE, POTPOURRI

D & D FLORIDA www.ddflimport.com

FOOD & GROCERY

PLUM ISLAND SILVER www.plumislandsilver.com

KAY BOUTIQUE LLC littlegirlmart.kay-boutique.com

LIQUIDATION GENERAL www.liquidationgeneral.com

718-786-8540

412-257-5020

732-866-9976

LEMON TREE TRADING 213-747-3410 www.wholesalefashionplace.com

800-874-7766

WESTERN EXPRESS www.wexpress.com

WHOLESALE FASHION SQ. 323-583-2875 www.wholesalefashionsquare.com

800-725-2234

KOLE IMPORTS www.koleimports.com

213-742-0974

WHOLESALE CLOTHING wholesaleclothingfactory.com

479-439-0843

DOLLAR STORE

TASHA APPAREL www.tashaapparel.com

EFASHION WHOLESALE www.efashionwholesale.com

LA KASUAL MODE 401-368-7979 www.wholesalecentral.com/lakasu0001

BCRAFTY.NET www.bcrafty.net

PRICE KING INC www.priceking.com

347-394-5559

BLUE PLATE OF 212-382-0069 www.wholesalecentral.com/blueplatefashion

CRESWELL SOCK MILLS www.sockmills.com

SWEET CHEEKS 719-748-1211 www.sweetcheekswholesale.com

CRAFTS & SUPPLIES

866-408-2825

413-243-4690

GENERAL MERCHANDISE F E AT U R E D S E L L E R BARGAIN OUTLET 217-826-6230 wholesalecentral.com/thebar0001 Gifts, Figurines, Christmas, Collectibles, Wall Plaques, Home Decor, Fireworks, Hats, Gags-Jokes, Jewelry, Knives, New-Years Supplies, Novelties, Plush, Latest Fad Items, Light-Up & Glow-In-The-Dark Items, General Merchandise, Party Goods, Pencils, Toys, Inflatables, Wedding-Accessories, Sunglasses. 99 CENT MAX www.99centmax.com

360-734-0704

BESTOODEALS 216-812-1615 wholesalecentral.com/bestoo0001/wholesale.html DEALS 2 SELL 845-537-9680 www.wholesalecentral.com/deals2sellonline/ wholesale.html DOLLARDAYS www.dollardays.com

877-837-9569

DP & COMPANY INC www.dpciwholesale.com

800-421-9755

FOUR SEASONS GENERAL www.4sgm.com

323-826-1199

GENCO MARKETPLACE www.gencomarketplace.com

800-224-3141

INTERTRADE CORP www.intertradecorp.com

301-595-8999

R&M WHOLESALE 330-479-9950 www.wholesalecentral.com/ywengwholesale UNITED JERSEY www.ujwholesale.com

732-287-7925

WWW.MIDWESTERNWHOLESALER.COM 602-449-8410 wholesalecentral.com/midwesternwholesaler


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wholesalecentral.com

SUPPLIER PREVIEW

Suppliers, to list your company here and reach 600,000 retailers monthly, call 1-800-999-8281 ext. 126. FLIRTY APRONS www.flirtyaprons.com

GIFTS DWK CORPORATION www.dwkcorp.com

909-923-1880

GLOBAL CRAFTS www.globalcraftsb2b.com

386-424-1662

HENRY BRANDT & CO. www.HENRYBRANDT.COM

972-422-5999

WORLD BUYERS www.worldbuyers.com

800-996-7531

HANDBAGS & LUGGAGE 213-745-3065

FASHION WORLD www.handbagfashion.com

213-747-7145

HANDBAGSHOPPING.COM www.handbagshopping.com

972-243-2475

HUA FU INT’L www.huafu.org

212-268-9985

MAD BAGS LLC www.fashion-cent.com

708-615-0445

MEZON HANDBAGS www.mezonhandbags.com

714-636-4237

ART BOX www.artboxjewel.com

213-243-0730

AZUR GLOBAL IMPORTS www.azur1.com

303-980-1218 888-278-3889

CERIJEWELRY.COM www.cerijewelry.com

626-810-3283

ENCHANTED IMPORTS www.myenchantedimports.com

505-780-1200

H&R FASHION www.hnrfashionjewelry.com

213-749-6967

HANA WHOLESALE ilovehana.com

410-799-7602

HIPHOPJEWELRY 410-493-2269 www.hiphopjewelrywholesale.com

213-748-9228

MOLLY MCMORGAN 877-828-1577 www.wholesalewalletsdirect.com ON SALE HANDBAG www.onsalehandbag.com

213-745-6811

PRINCESS PURSE www.princesspurse.com

213-746-9933

SHOPFORBAGS.COM www.shopforbags.com

214-637-5300

TOTEBAGFACTORY totebagfactory.com

949-610-3262

HEALTH & BEAUTY BII WHOLESALE 201-933-1461 wholesalecentral.com/cosmetixplus/Store.cfm CENTRAL CLOSEOUT CORP 954-638-0531 centralcloseout.com DISCOUNT WHOLESALERS 610-458-1131 www.discountwholesalersinc.com DOWA COSMETICS www.dowacosmetics.com

ALAMODEONLINE.COM www.alamodeonline.com

BEADS CORNER www.wholesalebeaded.com

213-892-1098

DRUGSTORE PRODUCTS 732-606-4242 www.wholesalecentral.com/dspsales MERCHANDIZE LIQ. 754-204-0740 www.merchandizeliquidators.com/CosmeticsCloseouts.htm MVP TRADING CO www.mvptrading.com

240-235-5029

ONE TREE LLC www.onetreebrands.com

913-402-0322

NOVELTEES WHOLESALE 801-484-6769 www.wholesalecentral.com/NovelteesWholesale

PARTY SUPPLIES & GREETING CARDS OMG INTERNATIONAL www.omg-international.net

800-543-3487

SAV-ON www.sav-on-closeouts.com

906-346-7065

STOCKWELL GREETINGS www.stockwellgreetings.com

877-906-2211

256-355-8844

NES JEWELRY www.nesnyc.com

212-502-0025

PERFUME

PHILLIPS INTERNATIONAL www.cooljewels.com

800-432-3636

A2Z www.a2zperfumes.net 323-271-1000

PLANET SILVER www.silver-jewelry-planet.com

941-460-4001

FRAGRANCE HOUSE INC www.iperfumenetwork.com FRAGRANCEX.COM INC www.fragrancex.com

718-482-6970

RED BAYBERRY 213-741-0714 www.wholesalecentral.com/redbayberry

305-290-3669

HABIB IMPORTS INC 916-739-8488 www.wholesalecentral.com/habib IBUYUS LLC 626-921-2637 www.wholesalecentral.com/usdeal0001/store.cfm NEWHERE ELECT. CIG. newhere.com/partners

888-991-7471

NOVELTY WHOLESALE www.noveltywholesaledfw.com

469-274-6237

ONE STOP INC 860-583-7883 www.wholesalecentral.com/onestopinc/Store.cfm REVOLUTION VAPOR www.revolution-vapor.com

855-888-2767

SILVERLINE WHOLESALE www.silverlinewholesale.com

815-372-9270

SINO AMERICAN TRADE 832-804-7365 www.wholesalecentral.com/tiger/store.cfm US GLOBAL IMPORTS www.usglobalimports.com

213-626-6005

UVAPER 253-236-5251 www.wholesalecentral.com/uvaper

SPORTING GOODS SPECTECH INC 952-932-0022 www.wholesalecentral.com/spectech THE EXTRA MILE www.thextramile.com

518-383-9084

WHOLESALE RESORT ACCESSORIES 530-582-0403 www.wholesaleresortaccessories.com

S & J ENTERPRISES www.sandjwholesale.com

336-271-6755

LUXURY PERFUME 213-688-9600 luxuryperfume.com/wholesale-landing-page.html

STORE / DEALER SUPPLIES

203-356-9077

PERFUME CENTER OF www.perfume-center.com

516-348-1124

SALES ONE LLC www.bodyvibe.com

CANDY CONCEPTS www.candyconceptsinc.com

262-696-4076

213-622-6661

PERFUME MARKET www.perfumemarket.net

305-593-9017

SAM’S ONE www.samsoneinc.com

GLOBAL CHOICES INC www.globalchoicesinc.com

312-882-0487

SILVER JEWELRY DEPOT www.silverjewelrydepot.com

212-213-4967

PET SUPPLIES

SORA IMPORTS www.soraimports.com

646-454-9143

KC CREATIONS www.kccreationsinc.com

T & J INTERNATIONAL www.tandjinternational.com

718-321-3760

SELF-DEFENSE, SECURITY

THE WELMAN GROUP www.wholesalesterling.com

301-907-7916

937-748-8181

SUNGLASSES & EYEWEAR CTS WHOLESALE LLC 800-796-3486 www.ctswholesalesunglasses.com NEVA ENTERPRISES, INC www.olympiceyewear.com

801-975-1656

OPTIMIZED SECURITY & TACTICAL 972-280-7773 optimizedsecurity.com

PACIFIC LINK WHOLESALE 706-275-0079 www.sunglassespacificlink.com

KNIVES & SWORDS

SAFETY TECHNOLOGY www.safetytechnology.com

904-720-2183

PR SUNGLASSES www.prsunglasses.com

800-777-7656

AISHA IMPORTS 901-489-6566 www.wholesalecentral.com/aishai0001

SHARP IMPORT www.sharpimport.com

856-382-0631

RUBY IMPORTS www.rubyimports.net

901-375-4377

SOLAR SUNGLASSES www.solarsunglasses.net

856-589-0616

24/7 WHOLESALE 877-247-9465 wholesalecentral.com/247wholesale/store.cfm

ST LOUIS WHOLESALE stlouiswholesale.com

800-340-7642

247 FASHION STORE www.247fashionstore.com

909-839-0186

TOPPER INTERN’L LIQ. www.topperliquidators.com

800-867-7371

PREMIER WHOLESALER www.premierwholesaler.com

877-247-9465

TELEPHONE & CELLULAR

RAKEL SHOES www.rakelsshoes.com

213-742-0434

THE CLEVER STORE 630-632-0059 www.wholesalecentral.com/thecleverstore

S & S SPORTS www.sports456.com

313-444-0277

WIRELESS WAREHOUSE www.wholesalephonelots.com

MASTER CUTLERY INC mastercutlery.com

201-271-7600

SISQUOC HEALTHCARE 888-909-9910 sisquochealthcare.com/wholesale.html

PANTHER TRADING CO www.pantherwholesale.com

410-644-0134

SOUL & BODY FRAGRANCES 803-422-8291 www.wholesalecentral.com/soulandbody

REX INTERNATIONAL www.rexdist.com

626-969-7866

STEALTH INTERNATIONAL www.stealth-international.com

SHARP IMPORT www.cutlerywholesaler.com

856-382-0631

SHOES & FOOTWEAR

VIANDA LIFE 513-335-6554 www.wholesalecentral.com/vianda0001/store.cfm

TURKEY CREEK TRADING 410-368-8307 wholesalecentral.com/turkeycreekco/Store.cfm

HOME DÉCOR / HOUSEWARES

LEATHER

WEPRIX www.weprix.com

COUNTRY CLUB USA www.countryclubproducts.com

908-352-5400

JAFRUM INTERNATIONAL www.jafrum.com

DADA BEDDING www.dadabc.com

949-955-3232

ROMA LEATHER, INC 909-923-3368 wholesalecentral.com/romaleathersinc/Store.cfm

260-665-1100

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jewelry & WATCHES Market Update: Watches and Jewelry NOW MIGHT be the perfect time to get into the watch and jewelry business—or expand into new product lines. Experts in the fashion jewelry and watch market say the improving economy has been good for business in almost every sector of the market. “The jewelry sector was very stagnant for a while,” says Adri Sfalcin, executive director of the Mid America Jewelers Association, with headquarters in Ohio. “People seem to think the economy is turning around.” But like so many other market segments, the jewelry and watch market emerges from the Great Recession

68

June 2014 | INDEPENDENT RETAILER

a very changed business, with both new opportunities and new challenges for retailers.

Mom-and-pop versus online retailers: no competition Even before the recession, there was little question the jewelry business was seeing heavy inroads from online retailers. Today, the online segment is a thriving business for many independent retailers and only promising to grow. Companies like Cadence Watch Company design their own watches and deal directly with overseas factories, making it possible to


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offer much lower prices directly to consumers, explains Vanya Buvach, CEO of Cadence. Other companies like Lee Mode are watching online sales steadily grow as a proportion of overall sales. Lee Mode HR Manager Sung Ha says that, “Retailers should be looking into or already using websites.” Part of the shift, Sfalcin notes, is generational. “A lot of kids are buying diamonds online.” Because of this growth in online sales, independent retailers should be paying close attention to issues like the Internet sales tax, which would have the potential to decrease online sales.

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Still, even with the growth in online sales, there is still plenty of opportunity for retailers who sell in brick-and-mortar shops or at shows and swap meets. “We’ve seen a great increase in the overall outlook of the economy,” says Brian Nelson, sales manager with Sun Fashion Designs. For Sun Fashion, this has translated into increased sales of ring and pendant stamping machines that allow retailers to offer a line of customized jewelry. “The custom items are huge,” he explains. “Not only are our retail customers excited because of the huge mark-up and ability to create another business, but the end consumers are excited.” Overall, says Sfalcin, the key to growing a successful jewelry continued on page 70

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jewelry & WATCHES Watches and Jewelry

while Lee Mode is reporting strong sales of â&#x20AC;&#x153;statement necklaces,â&#x20AC;? which are known for their varied and unique designs. â&#x20AC;&#x153;For example, weâ&#x20AC;&#x2122;re selling a lot of white camouflage rings that are stamped with pink,â&#x20AC;? says Nelson. â&#x20AC;&#x153;The girls turned out to want pink stamping. There is a crazy variety of combinations you can make.â&#x20AC;? In addition to customizable jewelry, retailers and wholesalers are reporting increased interest in silver, silver finishes, and semiprecious stones. At least part of this is likely driven by the high cost of goldâ&#x20AC;&#x201D; as of early May, gold was trading near historical highs of $1,300/ounce. This price inflation has affected demand at the mid and lower ranges of the jewelry market by steering consumers away from gold toward more eco-

continued from page 69 business is finding out what your customers want and delivering the right products at the right price point. â&#x20AC;&#x153;I still believe the mom â&#x20AC;&#x2DC;nâ&#x20AC;&#x2122; pop jewelry store will survive,â&#x20AC;? she states. â&#x20AC;&#x153;The chain stores and bridal shops are always going to do well, but weâ&#x20AC;&#x2122;re seeing a lot more of the independent stores creating and designing their own jewelry.â&#x20AC;?

On trend: customization and silver In fact, customization is red-hot in every part of the jewelry market. Increasingly sophisticated technology has made it possible for companies like Sun Fashion to offer its stamping machine for less than $800,

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/Â&#x153;Â&#x153;Â?i`Ă&#x160;i>Ă&#x152;Â&#x2026;iĂ&#x20AC;Ă&#x160;Â&#x203A;Ă&#x201C;Ă&#x17D;ÂŁÂ&#x2122;Ă&#x160;UĂ&#x160;$6.75 Ă?Â&#x153;Ă&#x152;Â&#x2C6;VĂ&#x160;*Ă&#x20AC;Â&#x2C6;Â&#x2DC;Ă&#x152;Ă&#x192;Ă&#x160;Â&#x203A;Ă&#x201C;äĂ&#x17D;Ă&#x2C6;Â&#x2021;äxĂ&#x160;UĂ&#x160;$10.50

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jewelry & WATCHES Watches and Jewelry continued from page 70 nomical options. â&#x20AC;&#x153;Silver is so prominent right now because the price of gold is so high,â&#x20AC;? Sfalcin says. In the watch market, Buvach adds that his most popular watch, the Winston, features a black face with a black link band. â&#x20AC;&#x153;The ionic plated black designs with stainless steel link bracelets are doing very well,â&#x20AC;? he says. â&#x20AC;&#x153;We have a hard time keeping these in stock.â&#x20AC;? Gold watches are the next most popular. The watch market, in fact, has been driven by a strong interest by younger buyersâ&#x20AC;&#x201D;the same buyers who likely carry around smart phones with built-in digital clocks all day. â&#x20AC;&#x153;We cater to younger

customers, around 18 to 25, who donâ&#x20AC;&#x2122;t see watches as time keepers,â&#x20AC;? Buvach notes. â&#x20AC;&#x153;For them, itâ&#x20AC;&#x2122;s pure fashion, which means theyâ&#x20AC;&#x2122;re more likely to buy a few of them.â&#x20AC;? Among this group, larger faces (up to 45 mm) tend to be more popular, and watch manufacturers are preparing to release new timing mechanisms that mimic the uninterrupted sweeping second hand of older watches. â&#x20AC;&#x153;Itâ&#x20AC;&#x2122;s true that young kids rely really heavily on cell phones,â&#x20AC;? Sfalcin says. â&#x20AC;&#x153;But you see a lot of young kids with watches on. With the economy coming back, theyâ&#x20AC;&#x2122;re buying watches again, so I think independent retailers who donâ&#x20AC;&#x2122;t have a watch line should bring one in.â&#x20AC;? Overall, the most popular types of jewelry items, familiar to many retailers, include rings, earrings, and

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stackable bracelets. However, the watch and jewelry market also continues to benefit from unconventional business opportunities and new products. For example, mirrored jewelry cases that hang from the wall and double as mirrors are selling strongly, says Sflacin, while Buvach at Cadence is seeing the rise of new business models such as short-term rental services for highend watches. In the fine jewelry market, the “checkboard cut” has become increasingly popular and people look for fresh designs. “I think there’s a lot of opportunity right now for independent retailers,” Sflacin declares. “If someone goes to a chain, they’re going to see the same thing at every place. But when you go to an independent retailer everybody has something a little different.” ■

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jewelry & WATCHES Save With Fashion-Cent FASHION-CENT IS confident it has the best wholesale prices in the garment and accessory business. According to Seth Duncan, national sales manager, the company has de ve lope d an innovative “sliding price scale” that discounts bulk orders of products up to 90 percent off wholesale price. “We start at 40 percent below wholesale and go all the way down to 90 percent below wholesale,” Duncan says. “We’re buying other

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June 2014 | INDEPENDENT RETAILER

wholesalers’ mistakes or overstocks, and passing the savings onto retailers. So the more you buy, the more you save.” These “other wholesalers’ mistakes” include a comprehensive line of women’s garments and accessories such as watches, scarves, handbags, belts, clothing, gloves and eyewear. According to Duncan, the most popular women’s products are the scarves and watches. Fashion-Cent also carries a popular selection of men’s products and gifts. “These are up-and-coming products for men,” Duncan notes. “We have wallets, business card holders, travel sets, belts and socks, and other products.” The idea behind the company’s aggressive pricing and selection is to appeal to


% MA + P KE RO FI T 40

low-cost retailers, as well as flea market and swap meet vendors. â&#x20AC;&#x153;We are a nine year-old company that carries a large and diverse line of womenâ&#x20AC;&#x2122;s fashions and menâ&#x20AC;&#x2122;s gifts,â&#x20AC;? Duncan continues. Fashion-Cent is a US-based firm, with headquarters in Grantsville, Maryland.

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This pricing is standard, and applies to all Fashion-Cent products. Shipping is not included, and there is a $75 minimum order. The company accepts PayPal and major credit cards. â&#x2013;

Fashion-Cent Tel: 872-829-2723 Email: anita@fashion-cent.com Website: www.fashion-cent.com

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www.wholesalecentral.com/tsuenmaytrading I NDEPENDENT R ETAILER.com | June 2014

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apparel & ACCESSORIES Summer Scarves: Low Risk, Cost Efficient NO MATTER where you shop, one product seems to be available almost everywhere: Scarves. We’re not talking about the winter accessory scarf either. Thankfully, those can be put away for a while. Summer scarves are appearing on shelves now, which can be worn in a variety of different ways. If you have a store and don’t carry scarves, now is an ideal time to start. With summer almost here after a long and arduous winter, sidewalk sales will usher in the warm weather months. A rack of summer scarves in many different styles and colors is an ideal item to have outside your store, or near the checkout counter to catch the

by Todd Fabos

eye of customers. Bold patterns or simple white scarves to put over a graphic tee will catch the eye of any passerby. Incorporating scarves into your product offerings is as easy as displaying some on the available rack space in your store. Women love wearing different scarves in different ways. While they are usually worn around the neck, they can also be worn around the waist as a stylish belt of sorts. If you’re still looking for an extra benefit of adding scarves to your mix of products, then in addition to the popularity of the product, the obvious reason is the price. You won’t have to do much budgeting to add scarves into your buying plans;

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nor will you even have to take on much of a risk, because the product is so cost-efficient. There are many vendors that make this versatile accessory available for reasonable prices, providing you with the perfect opportunity to dabble with a new product. ■ Todd Fabos is the Marketing and Publishing Manager for OFFPRICE. Please contact Todd at tfabos@offpriceshow.com.

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apparel & ACCESSORIES Warm Weather Trending Styles WINTER IS a thing of the past, as temperatures rise and customers look for new warm-weather styles. The upcoming summer season’s accessory trends are cheery, fun and easy for your customers to incorporate into almost any look.

High style hippie There’s something about warmer weather that brings out everyone’s inner flower child. Many of this season’s accessories have a touch of hippie cool to them. The key is moderation and balance. Choose pieces that subtly reference the bohemian, to avoid giving customers a costume look. Headbands have made a huge comeback, and there are so many varieties that every shopper can find one that helps add a little boho chic to their personal style. Also, look for bold jewelry that has hints of exotic travel. For example, accessories like earrings and belts made of bronze coins were seen on several runways.

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June 2014 | INDEPENDENT RETAILER

by Nicole Betti

Bold pastels According to color authority, Pantone, this summer is all about mixing pastels and bold colors. The effect is happy, bright and just a bit daring. A possible pairing is Placid Blue, a soft robin’s egg color, with Cayenne, a fiery coral shade of red. Accessories are the ideal place to encourage your customers to play with attentiongrabbing shades that may even be a bit out of their comfort zone. Advise people to pair neutral, monochromatic outfits with a few accessories of different colors. Imagine how great a simple little black dress would look with a yellow purse and an orchid necklace.

On the fringe Another pervasive look on this year’s runways was fringe. Designers featured it on everything from dresses to shoes. Luckily, there are plenty of chic accessories that also come with fringe benefits. Leather or faux leather bags are a great way to rock this hip trend, and


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many of the versions seen during fashion week included long fringe and vivid colors. For tamer shoppers, however, be sure to carry neutral bags with short fringe too. For those that might want to experiment with the trend on a smaller scale, look into earrings with metal or leather tassels. Also, look for lightweight scarves with tasseled edges, for an easy way to add a bit of interest to an understated outfit.

Flora & fauna This season’s flower prints are not your grandmother’s florals. At Dolce & Gabbana’s runway show, they presented textiles inspired by classic art such as Klimt’s sunflowers. There is a distinctly more artistic, hand painted vibe to this season’s floral styles. Many of the prints highlighted stark contrast by using black backgrounds, which makes them come across as a bit more modern. To accommodate the undependable weather, carry some gauzy scarves in watercolor flower prints for a quick and trendy way to layer. For your daring clientele, feature some bold floral hair accessories. Thanks to the young royals, fascinators are back in a big way. A floral headpiece is also a romantic and glamorous option to offer shoppers who are looking to accessorize for a formal event.

Mini bags Handbags are being downsized this summer. Instead of the roomy hobo bags of past seasons, trendy customers will be looking for small purses that make a big statement. Recent runways have seen a mix of both classic clutch shapes and miniature versions of larger bags. Be sure to pick ones that stand out. The shopper who is in the market for a micro bag is probably not looking to play it too safe when it comes to color or shape. Accessories offer the perfect opportunity for customers to experiment with new trends and standout designs. Take a few tips from this season’s hottest runways to give your clientele a selection of look-making finishing touches. ■ Nicole Betti is the owner of Gold Coast Couture, an online shop that specializes in high-end, formal accessories from a wide array of European designers. Nicole’s main passions are hats & fascinators, which inspired her to carry exclusive collections that are rarely available in the U.S. For more information, visit goldcoastcouture.com.

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gifts & souvenirs Gift & Toy Buying Tips From ASD WHEN ATTENDING a trade show, the number one thing you should do to be prepared is research. It is important to know what is selling in your store, and understand who your customer is. Do not just buy gifts and toys because you like them. Come with a budget and stick to it, and you will have a successful show. The upcoming ASD show provides information about exhibitors at asdonline.com, to help you research them in advance of the show. Retailers and buyers can go to the website to see all the different tools offered to help them have a better experience on the floor, and efficiently find the products they want. Retailers should always have the basics that keep their businesses going in stock, but they should also consistently put new prod-

by Holly Harris

uct offerings on their floors. Experimenting with new companies and new products shows you are a leader in what you are doing. You might also find another category that your customer base is looking for, but wouldnâ&#x20AC;&#x2122;t know of, if you werenâ&#x20AC;&#x2122;t willing to take a risk on something new. Following are some top categories and trends in gifts and toys upcoming at ASD:

Educational These types of toys are growing because they give kids the opportunity to learn and play at the same time. This is especially true with computers; it makes them want to explore. A supplier, Discover Doctor Cool, was incredible at the previous show, and caused a huge buzz by having a large animated dinosaur on display. This companyâ&#x20AC;&#x2122;s products are interactive,

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gifts & souvenirs Gift and Toy Buying Tips

went down to the hardware store to make something for the kids to play. He put a couple of pipes together, and soon the kids were having a blast shooting marshmallows, and the parents were also enjoying the fun. That’s when he thought, “Wow, I could really take this to another level!”

continued from page 80 and also educational with a science base.

Plush This category seems to be a growing, yet consistent trend. Kids love these products because they like to have plush toys of the characters in the new TV show they are watching.

Licensed This is a growing area at the ASD show, with licensed character and sports products. Another large area is college and university licensing.

Eco Friendly

Novelty These are the products you see at amusement parks and kiosks. One supplier, Marshmallow Fun Company, invented all types of shooting games that use marshmallows. The founder was inspired to create this line when he was having a birthday party for his son, and

There is a growing trend among customers to stop wasting our resources. People want to cut down on cutting trees, and focus more on using recyclable products. The same goes with plastic bags. As people stop using disposable plastic bags, there is a need for a reusable

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version. Exhibitors at ASD include companies that produce reusable bags, and their businesses have grown substantially as consumers become more environmentally conscious, and as environmental laws are being applied.

Made in USA With the economic downturn in recent years and so many things being bought offshore, people want more products labeled with Made in USA. There is a growing trend to buy products that support our country, and retailers can profit by selling Made in USA goods. â&#x2013; Holly Harris is the Show Manager of Gift/ Toy ASD. She has 25 years experience in wholesale manufacturing and exhibiting at trade shows. For more information on ASD Las Vegas, visit asdonline.com.

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gifts & souvenirs How to Hook Camp Store Sales CAMPGROUND STORES are a great way to add a lot of revenue to the bottom line of any campground. Some stores even generate as much revenue as the campsites produce. Every campground should have a store that carries more than just sodas, ice and the camp’s t-shirt. Campers need camping supplies and want to bring home souvenirs, making your potential customers a very captive audience. It’s a lot like fishing in a barrel. Here’s how to reel in the sales.

Interact with the customer Selling is all about customer service. When a guest walks in, put down your book and walk them around with a smile on your face, to help them see all the good

by Jimmy Felton

stuff in your store. When campers check in, tell them about your upcoming events. For example, if you hold a marshmallow roast on Friday nights, ask if they need sticks, and then try to upsell them by saying, “what else can we get for you? Ice, propane, floats for the pool?”

The $5 rule Get rid of $10 bills in the cash drawer and give two $5 bills as change. When children ask their parents for money to spend, dad or mom will be more willing to hand over $5 to keep them quiet, instead of a $10 bill. By the end of the day, chances are that they will have passed out several $5 bills that were spent in your store. To make this rule successful, it is important to have a good selection

“Extreme Value for Today’s Economy” • Plastics • Cleaning • Closeouts • Housewares • Snack/Food • Spring/Summer • Valentines • Christmas • Halloween 84

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of lower priced toys and candy under $5, but not all of your items should be for the kids. Premium goods for the customer with a higher price point are also necessary to help increase sales numbers.

to get together with others to discuss successes and difficulties. It’s very informal, and a great place to network with other buyers from other states. You get to talk about what works in camp stores, and better yet, what doesn’t work. Check with your state camping association and see if there are events like this close to your location. ■

Sourcing products When opening a campground store, one of the hardest problems can be finding the right products to sell and where to get them. A good resource is your state’s campground association. They can inform you about potential suppliers to connect with; for example, an RV parts supplier. Another resource to use is other local campgrounds. Speaking with them about where they source products will guarantee that you are buying products that sell.

reservation system to help keep track of what is selling, and how much.

Make connections Every year, the Tennessee Association of RV Parks and Campgrounds hosts a dinner during the Souvenir Super Show in Pigeon Forge. This allows campground store buyers a chance

Jimmy Felton is a past president of the Tennessee Association of RV Parks and Campgrounds. In 2005 he opened an RV park in the Smoky Mountains of East Tennessee. Misty River Cabins and RV Resort was one of only four RV parks in the nation, and the only campground in Tennessee to receive the “A” rating award from the National Association of RV Parks and Campgrounds, six years in a row.

Sell to your market No two campgrounds are alike. What sells in a store in Tennessee may not sell in Denver. This is why it is important to sell to your market and provide them with the products they want and need. To start, keep a list of what campers are asking for that you don’t currently carry. This is an easy way to put the right products in your store. Also, pay attention to your top selling items. Make sure you order them ahead of time, so you never run out.

Markdowns To keep inventory moving and get rid of slow selling items, use markdowns. Keeping old inventory that isn’t selling makes your store’s assortment look stale, and it hurts your bottom line. Mark these items down, sell them and move on. Use the POS system in your campground I NDEPENDENT R ETAILER.com | June 2014

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new products Dragon’s Blood Foam Cleanser RSVP SKIN Care has found the secret ingredient to healthy skin: dragon’s blood. Extracted from a rare tree that grows only in the Indian Ocean, RSVP has built a line of exclusive, all organic skin care products around this “fantastic ingredient,” says RSVP President, Jesse Witham. “We’re an all-natural and certified organic line of skin care products,” Witham explains. “As a company, we’re really ingredient-focused. All the bad stuff that other skin care lines put in to cut corners we don’t do at all.” Instead, RSVP offers a complete line of men’s skin care products that covers the bases in men’s skin care, all with the added benefit of dragon blood tree extract. “This is a great ingredient,” Witham says. “It’s in all of our products, including the best-selling Dragon’s Blood Foam Cleanser.” The foam cleanser combines powerful natural ingredients like aloe, green tea, and lemon balm, with a lack of fragrances, parabens, dyes, and gluten, into a daily cleanser formulated specifically for men. Other top selling products include a hydrating green tea moisturizer, and the newly introduced 5-in-1 oil-free cleansing cloths. “The cleansing cloths are new,” Witham notes. “It’s a fantastic product and has quickly become one of our best-sellers. It cleanses, tones and moisturizes skin at the same time with a bamboo cloth. We picked bamboo because it doesn’t shred or leave behind pieces.” RSVP also has a line of kits of bundled products

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June 2014 | INDEPENDENT RETAILER

that make it easier for consumers to pick up complete skin-care solutions without hunting and pecking for individual products. The most popular of these kits is the AntiAging Kit, which includes the exfoliating bamboo face scrub, moisturizer, anti-aging face serum, antiwrinkle cream, and eye serum.

Ordering and pricing RSVP offers wholesale pricing to qualified retail outlets, including boutiques, salons, spas, and men’s apparel shops. The company has shelf-top and other product displays for retailers. Witham says these are perfect point-of-sale displays for retailers who want to carry only one line of men’s skin care products. “A lot of guys just want to be told what products are best,” Witham says. “A single display by the register is a great way to make a lot of sales.” RSVP offers the industry standard 50 percent wholesale discount off its products, with the added bonus of free shipping on all US shipments. There is no minimum order, but retailers must be qualified for wholesale pricing. RSVP is a green company. All of its products are manufactured in a solar-powered facility, are certified organic, and none are tested on animals. ■

RSVP Skin Care for Men 1207 N. Franklin Street, Suite 100, Tampa, FL 33602 Tel.: 855-TRY-RSVP • Email: help@rsvpmen.com Website: www.rsvpmen.com


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new products Kit-Cat Clocks: American Icon THE CALIFORNIA Clock Company is one of the few firms that can boast that their products have been made in America since the 1930s. As manufacturer of the Kit-Cat Clock for 82 years, California Clock has built both a great product and an ongoing legacy. “Everyone has a story about our clock,” says Dawn Lynch, east coast sales manager. “It has become an American icon. Some people enjoy the Kit-Cat Clock because they remember it from their childhoods. Parents and grandparents buy it for this generation, because they want their children and grandchildren to know how to use a traditional clock with arms to tell time.” There have been few changes to the Kit-Cat Clock over the years. The company added front paws in 1952, followed by a bow tie not long after. The female version was born in 2001, with pearls and real eyelashes. What changes each year are the colors, with a new limited edition color released every spring for the female clocks, and each fall for the male clocks, which Lynch refers to as, “our ladies and gentlemen.” This spring’s inspiration was the Pantone 2014 color of the year, radiant orchid, while the fall color is to be determined. Also new is a classic black cat with black eyelashes, “to keep her classy,” says Lynch.

known Japanese company, Citizen Miyota. The watches have a stainless steel back and alloy case, and the face is emblazoned with the logo of a favorite school or team. There are numerous other Collegiate Collection watch options for adults as well. All watches have a three-year warranty against workmanship and defect.

Buying details California Clock Company will participate in the Atlanta International Gift & Home Furnishings Market, July 10-14; the California Gift Show, July 18-21; ASD Las Vegas, August 3-6; NY Now, August 16-20; and the Las Vegas Souvenir & Resort Gift Show, September 17-20. “It’s a fun product that makes people smile,” explains Lynch. “Every trade show I go to, people want to tell me the story of their Kit-Cat Clock.” Wholesale pricing for Kit-Cat Clocks is $25 for classic black and $30 for the limited edition colors, which are manufactured for just one year. Retail pricing for all products is keystone, with suggested retail of $49.99$59.99. The clocks are available by the case, with 12 units per case. ■

Collegiate Collection Now California Clock is branching out into the collegiate market with game day clocks, which can be ordered with matching bowties and a helmet, and 12” round “Fanittude” wall clocks. The wholesale price is $15 and suggested retail is $29.99, with 168 collegiate logos available, “and more to come,” according to Lynch. There is also a line of “Tailgater” school spirit watches, assembled in the U.S. with movements coming from the well88

June 2014 | INDEPENDENT RETAILER

California Clock Company 17229 Newhope Street, Fountain Valley, CA 92708 Tel: 714-545-4321 • E-mail: daved@kit-cat.com Website: wholesale.kit-cat.com/welcome


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Augu

s

t3

-6, 2014

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new products Bug-A-Salt THE BUG-A-SALT works on a very simple, very original idea: it shoots a tiny pinch of ordinary table salt with deadly accuracy at flying insects, killing them instantly. From a distance of two to four feet, the gun shoots a six to eight inch shotgun pattern, making it easy to target flies, mosquitoes, and other flying insects on screens, windows, light fixtures or tables. The Bug-A-Salt can also kill more menacing insects, including wasps and roaches, but it takes a direct hit at closer range for the really big bugs. After months of placing the Bug-A-Salt salt gun in retail shops, John Hollenberg, who handles the company’s marketing and sales, has learned a thing or two about what makes the product so attractive. “In all the time I have been selling this product, I have not met anyone who is a big fan of flies in their food, so everybody has a reason to like it,” he points out. The Bug-A-Salt came to market in 2012 after three years in development. The product was created by Lorenzo Maggiore, a California artist and surfer who, “really hates flies.” While Bug-A-Salt is deadly for flies, it is safe around humans, has less power than an ordinary BB gun, and will not break the skin. “But it kills flies every time,” Hollenberg says, “and kills them two ways. The salt kills them from impact, and kills them from the inside. And unlike with a fly swatter, it does not destroy the fly, so there is nothing to wipe up afterward. You just vacuum or dust-buster them up. It’s useful and fun.”

Demonstration DVD The product is a natural fit for gift shops, and also does 90

June 2014 | INDEPENDENT RETAILER

well in hardware stores and any kind of kiosk where people can see it in action. In fact, Hollenberg says the Bug-A-Salt basically sells itself, as long as people can see it operate. To make demonstrations easier, the company offers a DVD and downloadable videos on its website, showing the Bug-A-Salt taking down flies and airborne pests. “We have found that showing what it does is the best way to sell the product,” Hollenberg notes. “The packaging explains everything, but people don’t really get it until they see the video. The best thing you can do is put the video on a loop on a tablet or TV, and have a display model out. It really gets a lot of attention and makes a great gift.”

Ordering and pricing Manufactured by Skell Inc., the Bug-A-Salt is available for wholesale ordering through Hollenberg. A DVD is included with orders, but the company does not offer sales displays. Wholesale guns are shipped in a retail-ready package that measures 24” wide. Pricing begins at $23.97 per unit, with a minimum order of 12 units for new customers. Returning customers have a minimum order of 24 units. The suggested retail is $39.95, although some retailers sell at a higher price point. Volume discounts and pallet rates are available. ■

Skell Inc. 2401 Lincoln Blvd., Suite C, Santa Monica, CA 90405 Tel: 818-835-0697 • Email: bugasaltusa@gmail.com Website: www.bugasalt.com


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6201 Biscayne Blvd. Miami, FL 33138 "SE HABLA ESPANOL" Tel: (305) 758-9914 Fax: (305) 751-9821 Toll Free: 1-800-325-3076 email: aptcfl@aol.com

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SPRING INTO SUMMER %(67%5$1'6Ř%(77(5'($/6 GRADED IRREGULAR T-SHIRTS

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InterTradeCorp.com

TOLL FREE: 888-595-3200 /i\Ê­Î䣮Êx™x‡n™™™ÊUÊ>Ý\Ê­Î䣮Êx™x‡n™™È

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rk LanMa

A One-stop USA Wholesaler of Electronic Cigarette and Eliquid Kits, Parts, Accessories & Supplies for Your Vape Shop or Site.

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www.LanMarkWholesale.com (941) 746-1280 6503 E State Road 64, Bradenton, Florida 34208

Importer & Distributor Tactical Gear Wholesale

MANY OTHER HOT PRODUCTS TO CHOOSE FROMâ&#x20AC;Ś..VISIT OUR WEB SITE FOR MORE ITEMS

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$25.00

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320 Windy Point Drive, Glendale Heights, IL 60139 'BYt&GBY 5P0SEFS1MFBTF$BMMPS&NBJM(XUDIJDBHP!HNBJMDPN $POUBDU1FSTPO+BWFE"KNFSJt$FMM


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supplier profile Precision Throwing Tomahawk LOOKING FOR the perfect product for the grown up kid or budding outdoorsman with a flair for the dramatic? Then look no further than a precision throwing tomahawk. Offered by ThrowerSupply.com, a division of KCW Holdings, LLC, based in Springville, Utah, the product is designed and weighted for throwing; no more bouncing off the target or hitting handle first. The product is made to fit easily into the hand and fly true, with sharp enough blades to stick into targets. They range in size from the 16” “mouse” model to competition-grade 19” tomahawks with polished blades and spikes. The company grew up out of the passion of its founders. “We were introduced to tomahawk and axe throwing by a friend, back when we were teenagers,”

TheSmartCRADLE.com Tired of getting tired holding your phone or tablet while resting?

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VOTED HOTTEST TABLET PRODUCT IN 2014 96

June 2014 | INDEPENDENT RETAILER

company President Chris Watkins says. “We have been throwing hawks ever since, and decided with our experience and product knowledge to make a business out of it.”

Handmade from steel The resulting product is a handforged throwing tomahawk that can also be used for splitting, chopping, and felling. “We have professional blacksmiths that hand make these tomahawks from steel,” Watkins explains. “A throwing tomahawk is different from a standard axe in several ways. The head of the tomahawk slides up the handle, instead of being installed from the top. No wedge is needed on the handle to secure the head to the handle.” This means that the more the tomahawk is thrown,


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the tighter the fit between the handle and the head. “But they are also specifically designed for throwing, so the head and the handle are meant to separate upon heavy impact, in order to prevent the handle from breaking,” Watkins notes. ThrowerSupply tomahawks are ideal for retailers who carry outdoor supplies and sporting goods. This includes summer recreational facilities that sell sporting goods, outdoor gear retailers, and hunting and recreation stores. Watkins says they are also a good fit for organizations such as the Boy Scouts and re-enactment groups. Tomahawks can be customized for larger groups, with custom branding, logos, colors and sizing.

Accessories and replacements In addition to throwing tomahawks, the company also sells a complete line of accessories, including protective sheaths and replacement handles, because they can break upon hard impact. The firm also sells

MINIMUM ORDER $150

throwing axes and knives. ThrowerSupply products have appeared on the show, Are You Tougher than a Boy Scout?, and they have been supplied to military groups.

Buying details Products are best ordered from the company website, which features real-time inventory updates. Tomahawks retail for $35 and up, with competition tomahawks ranging up to $55 at retail. Wholesale prices are 40-50 percent below retail, and there is no minimum order. ThrowerSupply ships products within 48 hours of ordering, and also offers drop shipping. ■

ThrowerSupply Tel.: 409-209-9575 Email: info@throwersupply.com Website: www.throwersupply.com

Supplier Of ALL Your Wholesale Smoking Accessories!

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We Also Carry Signs! customerservice@spswholesale.com We may require a federal tax ID or resale license for orders. Our products are intended strictly for tobacco use only. You must be 18 years or older to purchase from this site.

1-877-744-9439

www.spswholesale.com

Fax: 916-851-1129

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supplier profile Turkish Rugs, Runners & More RUGNUR & Co. / Maxy Home is one of the largest U.S. importers of area rugs and doormats from Turkey. â&#x20AC;&#x153;Turkish rugs are well known for their high quality materials, design, and labor,â&#x20AC;? says Ibrahim Sonmez, president and CEO. Products include mid-level area rugs in a variety of sizes, as well as shapes such as rectangular, round and oval. The company also sells runners and rubber-backed doormats. The firmâ&#x20AC;&#x2122;s re c tmost popular sellers are 5 by 7 foot angular and 5 foot round carpets. â&#x20AC;&#x153;As an example, some of our 5 by 7 foot area rugs wholesale for $15 and can retail for $39, but retailers can easily sell them for $29 and still make 100 percent profit,â&#x20AC;? Sonmez explains. â&#x20AC;&#x153;We keep our profit margins very low, so in turn our retailers can

make a favorable profit. Their customers get a very good item at a very affordable price, so everyone is happy.â&#x20AC;? Rugnur & Co. / Maxy Home continues to expand, and is preparing to launch a furniture line. â&#x20AC;&#x153;We are very excited about this upcoming line,â&#x20AC;? Sonmez adds.

Customer service & sales strategies Sonmez began selling rugs in 2010. â&#x20AC;&#x153;I used to buy area rugs from a local wholesaler and deliver them to my customers in a blue Chevy van. Every time I made deliveries, I tried to help my customers by sharing my sales strategies and ideas with them. Through this, I formed strong partnerships.â&#x20AC;? In a short time, Rugnur has grown its line and expanded the sales force, but clients still remember Sonmezâ&#x20AC;&#x2122; hands-on cus-

OVER 12,000 ITEMS IN STOCK!!! www.habibwholesale.com

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June 2014 | INDEPENDENT RETAILER


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tomer service. “Nowadays, when my sales reps visit a customer, they say, ‘Oh, you are the guys with the blue van!’” Today, Rugnur / Maxy Home serves retailers with two distribution centers. The firm has a 100,000 square foot warehouse and $5 million in inventory, with 95 percent of goods in stock.

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803-337-8408 No minimum order Rugnur / Maxy Home cooperates with its retailers’ budgets, and so as not to limit their purchasing power, there is no minimum order. The firm has created displays for its runners and area rugs. “With a satisfying order, we give our displays as a gift to our retailers. They will sell more with these displays,” Sonmez points out. ■

Fax: 803-753-9976

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Visit us at www.HotVapes.com Click the Wholesale Inquiries Tab on the left to see our catalog!

775-HOT-VAPE (468-8273) / tim@hotvapes.com I NDEPENDENT R ETAILER.com | June 2014

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Closeouts / liquidations Kray-Z Closeouts Crazy Prices EMAD BESHARA, CEO of Kray-Z Closeouts, is fairly sure of at least one thing: buyers will find his prices “crazy low.” “We’re known for our low pricing,” he explains. “That’s why we picked the name Kray-Z Closeouts.” Founded three years ago, today Kray-Z Closeouts operates from a huge facility in Rancho Cucamonga, California, into which pours a stream of new product every day. In fact the company just signed a new deal with a major department store to take up to 10 containers weekly of overstocked items. In true Kray-Z Closeouts style, these will be made available to retailers and wholesale buyers at rock bottom prices. “We have a very large facility and offer a regular supply of brand name closeouts,” Beshara says. “We get

new products on a daily basis and are known for our low prices.” Kray-Z Closeouts operates in any market segment where deals can be found, whether it is apparel, jewelry, home goods, or any other market. According to Beshara, however, the company is particularly known for offering “As Seen On TV” deals. In May, for example, Kray-Z Closeouts was offering products from the “Body by Jake” line at a steep discount from regular wholesale pricing.

Ordering and pricing Kray-Z Closeouts operates in a high-speed environment—product flows into the company’s 100,000-square-foot facility daily and then is shipped continued on page 102

Kray-Z Closeouts www.KrayzCloseouts.com Thousands of Items in Stock Apparel • Health & Beauty • Fashion Accessories • As Seen on TV • Cookware • Cell Phone Accessories

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For more info, please call 1-800-999-8281


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www.koleimports.com

!*-1#-32 *'/3'"2'-,1 Contact Us Today!

(800)-874-7766 or (310) 834-0004 24600 Main Street, Carson, CA 90745

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We Carry Merchandise At All Price Points, From Dollar Store Merchandise To High-end Consumer Items.

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Coupon Code for 3% discount: PSR01 I NDEPENDENT R ETAILER.com | June 2014

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CLOSEOUT DEALS! YOUR SOURCE FOR PALLETS AND LARGE VOLUME ORDERS!

JUNE SPECIALS! -* / 1,Ê-6 -t 7ˆ˜iÊ …>À“ÃÊf£Éi>]ÊnÉ«>VŽ 7œœ`i˜Ê ˆ}>ÀiÌÌiÊ ˆÃ«i˜ÃiÀÊÎÈZÉi>Ê­£äÊV>Ãiʓˆ˜°® ]Ê ÊEÊ Ê œLLiÊi>`ÃÊfÓ°ääÊ >°ÊRetail Value $20.00

UÊ£ÃÌÊ+Õ>ˆÌÞÊ7ˆ˜ÌiÀÊ œ>ÌÃÊfÈäÉ ÊÊÊ œâi˜Ê"˜ÞÊfxÊ >V… UÊ œÌ…ˆ˜}Ê*>iÌÃÊfxää°ääÉ«>iÌ UÊ >ÊœÀÊÀœViÀÞÊ/À>ˆiÀÊœ>`Ãt UÊ ˜iÀ}ÞÊ Àˆ˜ŽÃÊ"˜ÞÊf{ÉV>ÃiʜvÊÓ{ UÊ7>Ài…œÕÃiÊ >“>}i`ÊÀœViÀÞÊ ÊÊʏœ>`Ãʜ˜ÞÊf£ÓÊvœÀÊÓ{Ê«>iÌà UÊ>L>˜`Ê œÌ…ˆ˜}ÊfÓ{É`âÉ«>iÌ

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continued from page 100 across the United States and around the world. Retailers looking for closeout and discount pricing can visit the company website for a sampling of some available products, including brand-name goods, or call the company. Kray-Z Closeouts sells to both wholesalers and retailers, and there is no minimum order. “We usually try to sell larger quantities,” Behsara explains. “But if someone calls and wants 100 pieces of something, we will try to work with them.” ■

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The Bargain Outlet Wholesale www.wholesalecentral.com/thebar0001 QUALITY XXX DVD 4 OR 5 HOUR

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PIONEER TRADING CO. Proudly Serving the Industry Since 1976

112 No. 7th Street, Marshall, IL. Open 9-4, Mon-Fri

217-826-6230 Email: bargainoutlet@mediacombb.netÊÊUÊÊ>ˆˆ˜}Ê``ÀiÃÃ\ÊÈänÊ-œ°ÊӘ`Ê-Ì°]Ê>ÀÅ>]ÊÊÈÓ{{£Ê1-

102

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4115 W. Lawrence Ave.,Chicago, IL 60630

Ph 773-286-1448 Visit us at: www.pioneertradingco.net pioneer.ptc@gmail.com


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104

June 2014 | INDEPENDENT RETAILER


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105


Your closeout merchandise locator™

com

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CloseoutCentral

Use the QUICKLINK search box located at the top of every page.

NEW CLOSEOUTS POSTED DAILY from the nation’s LEADING closeout suppliers! ««>ÀiÊEÊ>ňœ˜ÊUÊ iVÌÀœ˜ˆVÃÊUʈvÌÃÊUÊÀœViÀÞÊUÊœ“iÊ iVœÀ -«œÀ̈˜}Êœœ`ÃÊUÊ/œœÃÊUÊ/œÞÃÊUÊÕV…ÊÕV…ÊœÀiÊ

CLOSEOUT BUYERS: Search for free! CLOSEOUT SUPPLIERS: if you want your company to be in this listing and reach 125,000 retailers / resellers monthly, please call 1-800-999-8281 ext. 126 or Email amber@sumnercom.com 100 LOTS Quicklink: 100

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AMERICAN MERCHANDISE 251-970-1100 Quicklink: palletbid

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DISCOUNT WHOLESALERS 610-458-1131 Quicklink: discountwholesalers

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OVERSTOCKS TRADING Quicklink: orlando

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CASEY’S DISTRIBUTING Quicklink: Casey

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GB US Quicklink: gbusinc

818-939-2807

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508-688-0499

CBJ GLOBAL Quicklink: cbjglobal

718-915-5376

GOLDEN OPPORTUNITY Quicklink: DS

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PHILLIPS INTERNATIONAL 800-432-3636 Quicklink: cooljewels

CENTRAL CLOSEOUT 954-638-0531 Quicklink: closeoutscosmetics

GORDON COMPANIES Quicklink: gordonco

716-706-0320

PREMIER CLOSEOUTS Quicklink: premiercloseouts

877-575-1123

CHARMLY / USA Quicklink: charm14

GREAT LAKES Quicklink: glw

616-261-9393

R. G. RILEY Quicklink: Riley

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CHEAP WHOLESALE 800-539-3178 Quicklink: CheapWholesaleJewelry

H&J Quicklink: hj

630-595-7717

RAYCO INTERNATIONAL Quicklink: Rayco

702-940-5029

CLOSEOUTS UNLIMITED 805-766-9070 Quicklink: closesoutsunlimited

HSN LIQUIDATION Quicklink: HSN

800-282-4825

RIVERSIDE MANUFACT. Quicklink: RMC

800-841-8677

COMPASS INDUSTRIES 800-221-9904 Quicklink: compassindustries

J. FINN Quicklink: Finn

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203-356-9077

106 8

703-986-4998

845-947-8000

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June 2014 RETAILER 2014 || INDEPENDENT INDEPENDENT RETAILER September 2012

SAV-ON Quicklink: closeouts

906-346-7065

ST LOUIS Quicklink: NFL

800-340-7642

STOVER’S LIQUIDATION Quicklink: stovers

931-526-2591

SUNGLASS DISCOUNTERS 727-385-1364 Quicklink: sunglassesdisc

SWANSON CHRISTIAN Quicklink: swanson

615-896-4114

TERRACRETE TECH. Quicklink: autoparts

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THE BEADERY Quicklink: beads

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THE DISCOUNT Quicklink: TDW

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THE OVERSTOCKED Quicklink: tuliptree

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TODAYSBFD Quicklink: TodaysBFD

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TOPPER INTERNATIONAL Quicklink: liquidator

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TSL Quicklink: TSL

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UNITED JERSEY Quicklink: UJW

732-287-7925

VARSHAA.COM Quicklink: varshaa

442079079949

VIA TRADING Quicklink: ViaTrading

877-202-3616

VICTORY SALES Quicklink: Victory

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WALLEY WORLD Quicklink: walleyworld

214-988-9400

WAREHOUSE ONE Quicklink: Warehouse

931-788-1011

WHOLESALE SHOE Quicklink: shoestop

877-815-8998


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WE SHIP ALL OVER THE WORLD www.thebargainwarehouse.com

Seasonal Shoes Toys HBA, Appliances Furniture, Furniture, Domestics Domestics Sporting Sporting Clothes Clothes Electronics Electronics

866-372-6950 Great New Patio Loads Now Available. All Manifested, Case Packed Overstock...No Returns! Each Load Has Over $50,000.00 In Value!!

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tradeshows Parker Trade Show PARKER TRADE Shows is about to celebrate its 30th anniversary, which is great news for Southwest retailers. Growing from a single show, Parker Trade Shows now hosts four shows per year, with exhibitors offering everything from fine jewelry to apparel, home goods, fashion bags, handmade crafts and more. The upcoming show this month runs June 27â&#x20AC;&#x201C;29 at the San Antonio Event Center. â&#x20AC;&#x153;Craig and Margaret Parker started the show 30 years ago,â&#x20AC;? says Rock Jacobson, general manager. â&#x20AC;&#x153;They were exhibitors at another show and wanted to do something different. It started as a fine jewelry show at first, and grew from there.â&#x20AC;? According to Jacobson, Parker Trade Shows have benefitted from the strong Texas economy. While the rest of the country has suffered

from the hangover of the recession, central Texas has experienced double-digit growth, thanks to rapid expansion in the energy sector.

High quality vendors From a buyerâ&#x20AC;&#x2122;s perspective, one of the most powerful advantages to a Parker Trade Show is the careful thought that goes into the overall vendor mix. The company, â&#x20AC;&#x153;tries to limit the number of same products, so there isnâ&#x20AC;&#x2122;t overlap,â&#x20AC;? Jacobson points out. This means there is a waiting list for some product lines, and the organizers strive to find highquality vendors with the best merchandise, to achieve a nice mix of different products. â&#x20AC;&#x153;We have a lot of fine jewelry manufacturers that bring in loose stones, so retailers can create private labeled lines,â&#x20AC;? Jacobson explains. â&#x20AC;&#x153;We are about 50

DAVY CROCKETT HATS $3.50 ea SELLS BY THE TENS OF THOUSANDS

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Call us at 407-847-6941 FOR US TO ASSIST YOU IN MAKING YOUR DREAM A REALITY AT PLAZA DEL SOL!

STRIPS, INC. Phone: (718) 786-3381 Fax: (718) 786-0203

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BELTS - CINTOS

percent jewelry.â&#x20AC;? Overall, Jacobson says the average attendee at a Parker Trade Show event has greater disposable income, and in many cases this is the only trade show they have access to. This allows the shows to attract a higher quality vendor.

7525 Rosencrans Ave. #201, Paramount, CA 90723

1.888.777.5541 www.impormexico.com Hundres of Belt Styles; We Use Leather Only Plus Charro and Horse Accessories, Mexico Styles. Accesorios Para Charreria / Huaraches-Sandals, etc.

Show details

206 Lido Street, Austin, Texas 78734 Tel.: 512-261-4223 Email: parkertradeshows@gmail.com Website: parkertradeshow.com

Call For Catalog

DAILY

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SE HABLA ESPAĂ&#x2018;OL

Aceptamos tarjetas de credito

SHIPPI

BY

Over 20 Years of Experience in Jewelry Manufacturing

Call for a FREE CATALOG

800-638-2586 8\Ă&#x160;­{äĂ&#x2021;ÂŽĂ&#x160;nnĂ&#x2C6;Â&#x2021;Ă&#x2C6;Ă&#x201C;{xĂ&#x160;UĂ&#x160; \Ă&#x160;Â&#x201C;iĂ&#x152;>Â?Ă&#x20AC;Â&#x153;VÂ&#x17D;Ji>Ă&#x20AC;Ă&#x152;Â&#x2026;Â?Â&#x2C6;Â&#x2DC;Â&#x17D;°Â&#x2DC;iĂ&#x152; N-733

N-819

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HUNDREDS OF OTHER STYLES AVAILABLE

N-560

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Visit our website to see our Jewelry & Mini Figurines

NM-70

Parker Trade Shows

Call For Quantity Discounts NG

â&#x20AC;&#x153;We are a limited show in that we have only 270 booths,â&#x20AC;? Jacobson notes. â&#x20AC;&#x153;The limited competition means there is unlimited potential. For wholesale buyers, weâ&#x20AC;&#x2122;re the only market that services central Texas, so this means they donâ&#x20AC;&#x2122;t have to go to the national shows to get access to some of these products.â&#x20AC;? About 130 companies typically participate in a Parker show, and attendance is free to wholesale buyers. Parker Trade Shows also offers pre-show invitations to vendors, so their best customers can arrive two hours before the doors open to attendees. Each exhibiting company is limited to 20 â&#x20AC;&#x153;Elite Golden Accessâ&#x20AC;? passes. The shows run over weekends, from 11 a.m. to 6 pm Friday, and 10 a.m. to 5 pm Saturday and Sunday. Accommodations are available at nearby hotels at discounted rates for vendors. Future shows are scheduled September 19â&#x20AC;&#x201C;21 and November 21â&#x20AC;&#x201C;23. â&#x2013;

iĂ&#x153;iÂ?Ă&#x20AC;Ă&#x17E;Ă&#x160;Â&#x2C6;Ă&#x192;Ă&#x160;£ää¯Ă&#x160;i>`Ă&#x160;Ă&#x20AC;iitĂ&#x160;UĂ&#x160;>`iĂ&#x160;Â&#x2C6;Â&#x2DC;Ă&#x160;Ă&#x152;Â&#x2026;iĂ&#x160;1-

Visit our websites at: www.metalrockpewter.com Immediate Shipment: 174A Semoran Commerce Place, Suite 103, Apoka, FL 32703

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tradeshows Working Directly With Manufacturers ONE QUESTION consistently asked by smaller retailers is â&#x20AC;&#x153;How can we increase our margins?â&#x20AC;? While this topic is universal across all retailers regardless of size, it is especially relevant for smaller sellers that may not have the resources to purchase products in large enough volumes in order to gain economies of scale. Advances in technology and global communications have now opened the door to these smaller retailers, enabling them to work directly with manufacturers and to cut out the â&#x20AC;&#x153;middle manâ&#x20AC;? that that has historically taken a percentage of a productâ&#x20AC;&#x2122;s margin. When the smaller retailer sources a product directly from a supplier, the retailer is more likely to get a product that matches the needs and desires of that retailerâ&#x20AC;&#x2122;s end consumer and may even be able to offer a more unique product than a competitorâ&#x20AC;&#x2122;s. It is a â&#x20AC;&#x153;win-win,â&#x20AC;? right? Well, it is not always that easy. There are several global sourcing websites that put buyers in direct contact with suppliers. Some of these

JAINSONS INT'L

Ultimately, you have to meet with these manufacturers. But as we all know, traveling to Asia is quite an investment for a smaller company. In the United States, trade shows that feature large selections of these manufacturers are a great way to begin the due diligence. Each year Global Sources organizes the China Sourcing Fair in Miami June 19-21. The event enables buyers to

Jumbo Fancy Storage Box $7.00 ea.

Clear Plastic Jar

£ääĂ&#x160;-Ă&#x152;Â&#x2C6;VÂ&#x17D;Ă&#x192;Ă&#x160; Ă&#x20AC;Â&#x153;Ă&#x153;Â&#x2DC;°°°f£°£äĂ&#x160;ÂŤiĂ&#x20AC;Ă&#x160;L`Â?i°°°£ääĂ&#x160;Â&#x153;Ă&#x20AC;Ă&#x160;Â&#x201C;Â&#x153;Ă&#x20AC;iĂ&#x160;f£°"äĂ&#x160;i>° £ääĂ&#x160;-Ă&#x152;Â&#x2C6;VÂ&#x17D;Ă&#x192;Ă&#x160; Â&#x153;Â?Â&#x153;Ă&#x20AC;i`°°°f£°nxĂ&#x160;i>°°°£ääĂ&#x160;Â&#x153;Ă&#x20AC;Ă&#x160;Â&#x201C;Â&#x153;Ă&#x20AC;iĂ&#x160;f£°Ă&#x2C6;äĂ&#x160;i>° Ă&#x17D;äĂ&#x160;-Ă&#x152;Â&#x2C6;VÂ&#x17D;Ă&#x192;Ă&#x160;Ă&#x2022;Â&#x201C;LÂ&#x153;°°°fĂ&#x17D;°Ă&#x201C;xĂ&#x160;i>°°°xäĂ&#x160;Â&#x153;Ă&#x20AC;Ă&#x160;Â&#x201C;Â&#x153;Ă&#x20AC;iĂ&#x160;fĂ&#x17D;°ääĂ&#x160;i>° -1* , Ă&#x203A;>Â&#x2C6;Â?>LÂ?iĂ&#x160;Â&#x2C6;Â&#x2DC;Ă&#x160;ÂŁĂ&#x201C;äĂ&#x160;Ă&#x20AC;>}Ă&#x20AC;>Â&#x2DC;ViĂ&#x192;Ă&#x160;Ă&#x160;Ă&#x160;Ă&#x160;Ă&#x160;Ă&#x160;Ă&#x160;Ă&#x160;Ă&#x160;Ă&#x160;Ă&#x160;Ă&#x160;

20 Bdls Colored Sticks, 100 Bags, 1 dz. 11" Burners and Display.

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Start Up Pkg $75

sites are better than others, and ultimately buyers that want to source directly from the factory have to do their homework and test these sites. The better sites are like supplier search engines. Type in the product you are looking for and you will get hundreds of results. You can sort the results by different criteria and narrow your search, but you will still have a large list of options from which to select. How does the buyer know which companies to select? How does a company evaluate whether these suppliers will deliver?

We Carry Super Quality Incense, Candles, Cones And Fragrance Oil And Accessories. Our Incense And Oils Are Made Fresh Daily In Our Warehouse. We Carry Quality Products Only.

Coffin Boxes Starting at $2.50 36 Pieces Per Case

-1* , -/, /

by Bill Janeri

200 Colored Sticks $4.00 Jar 40 Sticks 9"

*, 1

White Sage and Sweetgrass

4 Scents in each can $1.50 ea.

Oil Display Pkg $90 ea. INCENSE BOAT BURNERS

UĂ&#x160;* Ă&#x160; $3.75 DZ. UĂ&#x160; ,--Ă&#x160;EĂ&#x160;7/ Ă&#x160; 9Ă&#x160; $5.00

DZ.

(INLAYS INCLUDE STAR FLOWER DROP & DIAMOND)

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UĂ&#x160;  Ă&#x160; ,6 Ă&#x160; $5.00 DZ. UĂ&#x160;* Ă&#x160;1 "Ă&#x160; "/-Ă&#x160; $8.00 DZ. UĂ&#x160; 9Ă&#x160;1 "Ă&#x160; "/-Ă&#x160; $9.00 DZ.

>Â&#x201C;Â&#x153;Ă&#x2022;Ă&#x192;Ă&#x160;Â&#x2DC;`Â&#x2C6;>Â&#x2DC;Ă&#x160; >}Ă&#x160; Â&#x2026;>Â&#x201C;ÂŤ>Ă&#x160;Â&#x2DC;ViÂ&#x2DC;Ă&#x192;i Ă&#x203A;>Â&#x2C6;Â?>LÂ?iĂ&#x160;Â&#x2C6;Â&#x2DC;Ă&#x160;>Â?Â?Ă&#x160;Ă&#x192;Â&#x2C6;âiĂ&#x192;Ă&#x160;>Ă&#x152;Ă&#x160;Â?Â&#x153;Ă&#x153;Ă&#x160;ÂŤĂ&#x20AC;Â&#x2C6;ViĂ&#x192;° 7iĂ&#x160;>Â?Ă&#x192;Â&#x153;Ă&#x160;V>Ă&#x20AC;Ă&#x20AC;Ă&#x17E;Ă&#x160; >}Ă&#x160; Â&#x2026;>Â&#x201C;ÂŤ>Ă&#x160; >Â&#x2DC;`Â?iĂ&#x192;

www.jainsonsintl.com

1/2 oz. Frag. Oil Bottle 85¢ ea. available in all 150 frags.

We also Manufacture Scented Candles at very low prices. Call us for more info.

1Ă&#x160; Ă&#x160;"Ă&#x160;   - Ă&#x160;6  Call us for Bulk Discounts & Free Catalog

, *-Ă&#x160;7 /

Ă&#x17D;xäxĂ&#x160; >Ă&#x192;Ă&#x152;Ă&#x160;Ă&#x17D;Â&#x2122;Ă&#x152;Â&#x2026;Ă&#x160;Ă&#x203A;iÂ&#x2DC;Ă&#x2022;iĂ&#x160; iÂ&#x2DC;Ă&#x203A;iĂ&#x20AC;]Ă&#x160; "Ă&#x160;näĂ&#x201C;äxĂ&#x160;UĂ&#x160;/Â&#x153;Â?Â?Ă&#x160;Ă&#x20AC;ii\Ă&#x160;nnnÂ&#x2021;xĂ&#x201C;{Â&#x2021;Ă&#x2C6;Ă&#x2021;Ă&#x2C6;Ă&#x2C6;Ă&#x160;Ă&#x160;>Ă?\Ă&#x160;Ă&#x17D;äĂ&#x17D;Â&#x2021;Ă&#x17D;Â&#x2122;{Â&#x2021;Â&#x2122;Â&#x2122;nÂŁ 110

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meet directly with hundreds of suppliers offering a variety of products, including: â&#x20AC;˘ Consumer electronics and accessories

Call Now For A Free Catalog

1-800-777-7656

â&#x20AC;˘ Home products â&#x20AC;˘ Gifts and premiums Great Reader Styles

â&#x20AC;˘ Fashion accessories â&#x20AC;˘ Garments and textiles

â&#x20AC;&#x153;How to Source From Chinaâ&#x20AC;? conference Besides the main exhibition, the China Sourcing Fair in Miami will feature a specialized two-day conference program titled â&#x20AC;&#x153;How to Source From China.â&#x20AC;? The session is a practical, how-to presentation that guides buyers through the ins and outs of buying directly from Asia. New to this yearâ&#x20AC;&#x2122;s program will be the addition of a special session entitled â&#x20AC;&#x153;How Consumer Products Companies Can Break Into New Retail Markets,â&#x20AC;? presented by Karen Waksman of the consultancy RetailMBA. The conference program is offered at no cost to all fair attendees on a firstcome, first served basis. The conference will be held June 19 and 20.

Factory Direct #1 Sunglasses Distributor Reading Glasses & Display (ARWIN$Rs(OUSTON 48sWWW02SUNGLASSESCOM

SAMPLE PACKAGE $300

We import Ladies Garments from Thailand, India, & China. Tie-Dye, Hawaiian Print, Solid Acid Wash, Printed Dresses, Baby Doll Dresses, Blouses, Skirt Sets, Pant Sets, Skirts, Sundresses, Umbrella Dresses in Rayon & Cotton Fabric.

When combined, sourcing directly with the manufacturer, short-listing possible suppliers online, and understanding how best to negotiate with these manufacturers when you meet them face-to-face, all will lead the smaller retailer down the path to better product mix and improved margins. â&#x2013;

We also carry Magic Wrap, Sarongs, Handkerchief Dresses, Pancho Tops - all in Regular & Plus Size. We also carry Belly Dance & Zumba outfits in lots of different styles.

QUANTITY DISCOUNTS AVAILABLE

We Carry Winter Sweaters & Jackets at Moderate Prices

321 Olympic Blvd., Los Angeles, CA 90015

Bill Janeri is General Manager at Global Sources, a leading business-to-business media company specializing in trade with Asia, and organizers of the China Sourcing Fairs around the world. For more information, visit www.globalsources.com and www.chinasourcingfair.com/miami.

Phone: (213) 624-9728s(213) 488-1896 Fax: (213) 624-2115, (213) 488-3398 E-mail: Andy@StyleInFashion.com PLEASE CALL OR E-MAIL FOR CATALOG

www.StyleInFashion.com View Our Catalog Online Or Call For Catalog

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tradeshow tradeshowcalendar calendar JUN 6-8

JUN 20-22

JUN 30 - JUL 1

Great American Gem Show InterGem

Great American Gem Show InterGem

Midwest Market Days Chicago

Suburban Collection Showplace Novi, MI

Reliant Center at Reliant Park Houston, TX

301-294-1640 www.intergem.net

301-294-1640 www.intergem.net

JUN 8-10

JUN 20-22

Los Angeles Footwear & Accessories Show

Great American Gem Show InterGem

California Market Center Los Angeles, CA

Greater Philadelphia Expo at Oaks Philadelphia, PA

800-cal-mart (225-6278), 213-6303737 www.californiamarketcenter.com

301-294-1640 www.intergem.net

Minneapolis Mart Home & Gift Show Minneapolis Mart Minneapolis, MN

800-626-1298, 952-932-7200 www.mplsmart.com

JUN 13-15 Great American Gem Show InterGem Santa Monica Civic Auditorium Santa Monica, CA

301-294-1640 www.intergem.net

JUN 17-18 Northstar Fashion Exhibitors Hyatt Regency - 1300 Nicollet Mall Minneapolis, MN

763-546-8717 www.northstarfashion.com

Miami International Mart Show Miami International Mart Miami Gardens, FL

Licensing International Expo Mandalay Bay Convention Center Las Vegas, NV

888-644-2022, 212-951-6612 www.licensingexpo.com

July Midwest Market Daysô

ASSOCIATE PUBLISHER

TransWorld Merchandise Center Des Plaines, IL

312-201-3800 www.twmerchcenter.com

Atlanta International Gift & Home Furnishings Market AmericasMart*Atlanta Atlanta, GA

JUL 11-13

Great American Gem Show InterGem

Great American Gem Show InterGem

Timonium Fairgrounds Timonium, MD

San Mateo County Event Center San Mateo, CA

301-294-1640 www.intergem.net

301-294-1640 www.intergem.net

JUN 27-29

JUL 15-21

JUN 27-29 JUN 17-19

JUN 30 - JUL 2

JUN 27-29

301-294-1640 www.intergem.net

San Antonio Wholesale Jewelry, Gift & Accessory Show San Antonio Event Center San Antonio, TX

512-261-4223 www.parkertradeshow.com

JUN 28-30

CMC Gift & Home Market California Market Center Los Angeles, CA

800-cal-mart (225-6278), 213-6303737 www.californiamarketcenter.com

JUL 16-18 PAACE Automechanika Mexico Mexico City, MX

770-984-8016 www.paaceautomechanika.com

JUL 17-20

JUNE 19-21

Charlotte Gift & Jewelry Show

TransWorld’s Jewelry, Fashion & Accessories (JF&A) Summer

China Sourcing Fair

Charlotte Merchandise Mart Charlotte, NC

Donald E. Stephens Convention Center Rosemont, IL

704-377-5881 www.charlottegiftshow.com

847-446-8434, 800-323-5462 www.tweshows.com

Miami Beach Convention Center Miami, FL

www.chinasourcingfair.com/miami

INDEPENDENTRETAILER.com

,WPGr8QNr0Q

Bill McNulty billm@sumnercom.com 1-800-999-8281 ext. 111 @BMcNultyCT

404-220-2234 www.americasmart.com

Pasadena Convention Center Pasadena, CA

RETAILER PUBLISHER

305-624-6623 www.martofmiami.com/show_info.html

Great American Gem Show InterGem

INDEPENDENT

916-376-9437 www.midwestmarketdays.com

JUL 9-16 JUN 22-24

JUN 8-10

Regent Showroom, 8999 Palmer St. River Grove, IL

SUMNERCOMMUNICATIONS www.sumnercom.com

Ronald A. Fisher raf@sumnercom.com 1-800-999-8281 ext. 107

EDITORS Corryn Henry corrynh@sumnercom.com Barbara Scofidio barbaras@sumnercom.com Jon VanZile jonv@sumnercom.com

PRODUCTION Robert Siel, Director robs@sumnercom.com Tracy Biagiarelli tracy@sumnercom.com Luke Calzone lukec@sumnercom.com

CIRCULATION Lisa Evans lisae@sumnercom.com Virginia Ramirez virginia@sumnercom.com

COMPTROLLERS Nancy Savarese nancy@sumnercom.com Kate Kulenski katek@sumnercom.com

PUBLISHING OFFICES Sumner Communications, Inc. 24 Stony Hill Road Bethel, CT 06801-1166 Phone: (203) 748-2050 FA X: (203) 748-5932 IndependentRetailer.com

SUBSCRIPTION INFORMATION r24 per year; 50 for 1st cl. r48 for 2 years; 95 for 1st cl. rCanadian subscriptions 40. U.S. funds (Canadian 1st cl. 60) r2NGCUGCNNQYFC[UHQTɛTUV issue. For current issue Yith subscription add 7.00. rIndividual Copies 7.00 ea. Email: lisae@sumnercom.com Phone: (203) 748-2050 ext. 127 Independent Retailer is published monthly by Sumner Communications, Inc., 24 Stony Hill Road, Bethel, CT 06801, telephone (203) 748-2050. Send all inquiries, letters, and submissions to above address. Entire contents are copyright 2014 by Sumner Communications, Inc. Printed in the United States of America. Independent Retailer (USPS 011-867) Periodicals Postage paid at Bethel, CT and at additional mailing offices. POSTMASTER: Send address changes to Independent Retailer, 24 Stony Hill Road, Bethel, CT 06801. Publisher reserves the right to refuse any advertising, editorial or manuscripts that publisher deems inappropriate.

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Independent Retailer 06-14  

Independent Retailer Magazine, serving Independent Retailers, Wholesalers, Kiosk Operators, Distributors, and Closeout Buyers. You will find...

Independent Retailer 06-14  

Independent Retailer Magazine, serving Independent Retailers, Wholesalers, Kiosk Operators, Distributors, and Closeout Buyers. You will find...

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