RETAIL MAGAZINE
Spring 2020 | Issue
THE FUTURE OF RETAIL A candid talk about retail and it's future with billion dollar brand maker Linda Johansen-James
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Welcome
Over the years, retail and specialty retail has sure changed, and along with it, so have we. We have learned that you have to walk before you run. You can’t always open 100 stores in a year as we use too. Start with a few locations and test, test, test. Test different locations, different product mix, and be omnichannel. The way the consumer buys is not the same as when I started in retail. You hear it all the time, and since Amazon came into the market, ease of buying is even more important. Listen to your customers as they will tell you how and what they want to buy. You MUST be omnichannel. Do you offer the option to buy online and pick up in-store? Do you have the same pricing online as in-store? What about a rich loyalty program? All of these things are even more important now than ever.
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am so excited to welcome you to our first International Retail Management and Consulting Magazine. We created this magazine for several reasons, but the most important one is that we wanted to be able to share how we have been able to be successful in the specialty retail arena and share those tips with all of you. We have been blessed to be able to help launch, test, and represent some of the world’s best brands and make a difference in people’s lives, starting with Proactiv Skin Care. Who would have thought this brand would help us become the number one operator in the world of carts, kiosks, pop-up stores, and automated retail and
change the lives of 54 million people? Revlon, One Two Cosmetics, and Hess Toy Truck, are just a few of the brands we launched into retail. We tested the first Daymond John pop-up kiosk selling all the brands that Daymond had invested in on Shark Tank. WOW! That led to me being featured in his New York Times best-selling book, Power of Broke. What about Jane Seymour’s Crepe Erase? We had an event at Glendale Galleria where Jane herself rubbed lotion onto customers’ arms. Oh my gosh, so much fun!
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We hope that you will glean some helpful information and tips in our magazine to help you on your journey. Whether you are a retailer, developer, wholesaler, franchisee, or just plain interested in retail, there’s always room for growth. Please let us know if you would like to submit an article or advertise in our magazine. With everything changing so rapidly in our industry, helping each other is more important than ever. “Alone we can do so little and together we can do so much.” Please follow us on LinkedIn, Facebook, and Instagram, and don’t hesitate to contact me with any suggestions or comments.
Linda Johansen-James
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ABOUT Linda
ith 22 years of retail experience, Linda led American Kiosk Management to amass over 600 staffed locations, 1800 employees, and 1000 automated stores throughout North America, Australia, and New Zealand. Under her leadership, along with Max James and the team, AKM sold over $1.7b in sales and became the largest owner-operators in the world. Being the first to introduce automated retail into malls in 2006 with Proactiv. Introducing new brands through pop-up locations in malls, store-in-store, airports, military bases, and other retail distribution, AKM and now, International Retail Management Group, is truly a “one-stop-shop” for any company looking to launch in retail or simply “test” their concept. Since the founding of International Retail Management and Consulting Group, Linda and her team have helped launch and test digitally native brands such as ABC Mouse, One Two Cosmetics, and Vivint Solar, just to name a few. Linda and her team were at the forefront of testing in retail on carts in the common area with CBD products, which they continue to do. Linda and co-founders of CS Hudson, Moses and Joe, launched their own experiential pop-up store called R|Evolution during the holiday season. They brought together 14 digitally native brands from all over the world to test their products in a brick and mortar store.
In 2020, IRG also helps companies like Flip Flop Shops with their leasing, real estate, and franchising needs. Also, watch for an announcement with her and partners, Jeff and Nick, on opening their first long-term site in a prominent casino in Las Vegas. Linda is a philanthropist and supports multiple charities including the Steve Young Foundation, Alice Coopers Rock Teen Center, and has been involved with St Jude’s Children’s Research Hospital for 20 years. Linda is currently in her 12th year of service as a member of the CEO Advisory Board for St. Jude Children’s Research Hospital. Linda believes that “to whom much is given, much is expected”. Linda is an active member and frequent speaker for industry Associations ICSC, Specialty Retail, and Ancillary Retail. She holds the distinction of Certified Leasing Specialist (CLS) and Certified Retail Executive (CRX). Linda was the Co-Chair of the 2014 and 2015 SPREERECON convention and continues to serve on the planning committee of Specialty Retail. 3
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Contents
WELCOME
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SPIKED IN SIN CITY
ABOUT LINDA
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RETAIL REV-UP: HOW TO BOOST YOUR BRAND FROM WITHIN THE BOX
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BEE KIND… LOVE THOSE LIPS!
WHAT CLIENTS THINK...
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5 TIPS FOR THRIVING IN THE EVER CHANGING WORLD OF RETAIL
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AN INTERVIEW BY JEN DEVORE RICHTER WITH LINDA JOHANSENJAMES
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ENGAGING CONSUMERS WITH POP-UP STAFFING
RETAIL MAGAZINE
FOR ADVERTISING OR MEDIA INQUIRIES Gontact: Linda Johansen-James ljohansen-james@inrmcg.com 702-425-7255
INSIDER INFORMATION ON ALL THINGS RETAIL
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Our Team
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[CHAPTER ONE]
5 tips for Thriving in the Ever Changing World of Retail By Lea Woodford
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he Retail Apocalypse has been greatly exaggerated. While 2017 was a rough year with massively publicized store closings, stock pricing drops for big chains, and the doubling down of e-commerce outlets like Amazon, retail is changing but it is still thriving. I recently sat down with Billion Dollar Brand Maker Linda Johansen-James, of International Retail Management and Consulting Group to talk about how brick and mortar can thrive in today’s changing landscape. While retail is indeed changing there are a few things retailers can do to stay ahead.
Here are a few of her strategies:
your brand.
1. Give customers an amazing experience Amazon has made it so people don’t want to leave their homes, so you need to give them a reason to come to your store. Pretty display windows simply aren’t enough anymore. When is the last time you went to a big brand store and were greeted by a friendly, knowledgeable associate who was there to assist you without having to chase them down? Your employees are your frontline to your customer and that is why she created a staffing service to ensure that the customer experience is what it needs to be. Your staff is an important asset to
2. Less is more Test market products and services on a smaller scale before you go into full launch mode. Pop-up retail isn’t new; Linda has been on the front lines for years, getting a start with infomercial giant Guthy Renker for Proactiv. During the Proactiv tenure, she also helped to launch and partner with various companies such as Shark Tank’s Daymond John, Revlon, and Hess Toy Trucks to name a few. Starting small and getting customer feedback is essential for success. Knowing what the consumer wants and giving it to them ensures a long-term customer relationship.
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3. Embrace technology High tech, high touch is one way to ensure that you don’t end up in the iconic graveyards such as Borders, Toys R Us, Blockbuster, and Sears to name a few. Whether we like it or not, consumers are tech-savvy and crave fast and efficient. “We were one of the first companies to embrace carts, kiosks and automated retail in common areas of malls. These were ways for us to test and market new products.” It is important for companies to embrace an omni channel retail strategy such as a purchase on line and pick up in store. Technology is crucial for retail customer experience. These tools allow you to cultivate VIP programs, brand loyalty awards and ensure that you reach online consumers as well.
4. Embrace mobility Every consumer has a mobile lifestyle and they wish to do business with companies who do the same. Retailers that have embraced mobile POS have seen significant growth in sales according to recent research. Take a look at the Apple stores, which are always jam-packed. Their associates are friendly, knowledgeable and armed with a mobile device for checkout. 5. Success leaves clues Before starting a new retail outlet make sure that you know who your target demographic is and how they shop. While untapped markets are great, they are difficult to manage for first-timers. It’s best to find a model that is already working and tweak it.
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“We started with carts and kiosks to test products initially as we weren’t locked into long expensive leases and had a manageable overhead. Once we had our proof of concept that is when we would double down and take it to the next level.” One of the biggest changes Linda has seen in retail has been that we are living in the age of the “timestarved consumer” who has less free time than before. While there are still 24 hours in a day, the 40-hour workweek doesn’t exist anymore for most people. Busy consumers are looking for ways to shop more efficiently and to have a better retail experience. It’s safe to say there will always be a need for savvy retailers who pay attention to the wants and needs of their consumers.
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S C O T T S D A L E ' S
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THE ONLY WAY TO
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[CHAPTER TWO]
Spiked In Sin City by Jeff Pappas, Nick Raymond, and Linda Johansen-James
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Set to open soon on the upper level of the Grand Canal Shoppes at the Palazzo Resort in Las Vegas is the one-of-a-kind, The Original Donut Bar. According to co-founders Jeff Pappas, Nick Raymond, and Linda Johansen-James, The Original Donut Bar dubbed ‘Donuts for Grown-ups’ is not only whimsical and fun, but it’s also the only place ‘Where Happy Hour is Every Hour’.
infused donuts. These donuts will have liquor inside, within the frosting, or as a shot on top. There will also be 12 non-alcoholic donuts for underage guests to enjoy, along with vegan and keto options to serve those with dietary restrictions. Additionally, The Original Donut Bar will serve beer, wine, champagne, and specialty cocktails to make your experience all the boozier. There will also be a variety of coffee drinks on the menu for those looking for a boost of energy.
The Original Donut Bar is one of the first donut shops in America to serve alcohol-
Spirits and Treat Bar LLC, The Original Donut Bar’s parent company, was incorporated in
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Nevada in January 2019 and formed to own and operate The Original Donut Bar corporate-run locations. The company expects to generate additional revenue from related business activities such as catering, merchandising, license and franchise sales, event sales, and management. This is for both its operations and licensees/franchisees at their office located at 10845 Griffith Peak Drive #2 in Las Vegas. Veterans in the operational and consulting
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area, the three co-founders of STB draw upon the decades of successful food & beverage operations, retail marketing operations, and franchise experience of their management team, advisors, and consultants. For over 26 years, co-founder Jeff Pappas has been involved in national and international franchising sales, management, and ownership. With 20 years of food and beverage experience, Jeff was the former president of the 16-
than 20 years of operational and consulting experience within the restaurant and nightlife industries. Having consulted, opened, and managed numerous, renowned, and iconic concepts and venues – including the 27,000 sq. ft. FOX Sports Grill and Bar at the Irvine Spectrum in Irvine, California, with more than $24 million in annual sales – Nick has established himself as a Las Vegas and U.S. industry fixture with a solid reputation. Billion-dollar brand icon and co-founder, Linda
unit nationally acclaimed, MacKenzie River Pizza Company, winner of the 1998 Hot Concept of the Year award given by Nation’s Restaurant News. Launching successful start-up concepts and turn-around projects at MGM, Caesars, and Planet Hollywood, Jeff was the co-founder and COO of The Dapper Donut, a national chain of mini-donut franchises from 20152019. Co-founder Nick Raymond’s career spans more 16
Johansen-James, is a widely successful marketing and branding visionary, retail operator, entrepreneur, business executive, and automated retail brand ambassador. She’s a famous pioneer in specialty retail marketing and omnichannel retail marketing and management. With over 30 years’ experience, Linda has successfully launched many global brands into retail with kiosks,
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pop-up stores, automated retail stores, and store-in-stores. With diverse, yet complementary skill sets, partners Linda, Nick, and Jeff make this strong partnership one that is sure to succeed and thrive. Fortunately, they all have a strong work ethic and love for donuts and liquor.
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come discover your talent! Visit www.alicecoopersolidrock.com or join our Facebook page at Alice Cooper’s Solid Rock. 13625 N. 32nd St., Phx, AZ 85032 602-522-9200. Coming this fall, Alice Cooper’s The Rock Teen Center in Mesa.
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[CHAPTER THREE]
Retail Rev-Up: How to Boost Your Brand From Within the Box 19
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s CEO of IRG – International Retail Management and Consulting Group –I’m grateful to have had my hand in helping propel many leading brands to the top of the retail chain. IRG is the trusted leader in direct-to-
consumer retail operations and is comprised of the top industry professionals. As mavericks in our field, my husband Max and I, along with our team, were the first to introduce automated retail into malls in 2006 when we represented Proactiv® and
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generated over $1.7 billion in sales, making the acnetreatment a famous household name. Fortunate enough to know a thing or two about direct-toconsumer retail operations, automated retail and retail
help rev-up your retail dollars and boost your brand from the inside out: Give your customers access to your products in the way they want them: Consumers should be able to tell you, the retailers, how they want to buy. Not the other way around. You’re missing the big picture when you dictate to consumers how they should purchase. Consumers want the ability to purchase products how they want.
management as well as branding, I recognize what’s likely to work and what’s not. Knowing how to give consumers what they want and helping companies embrace the omni-channel retail strategy and solidify their brands in people’s hearts is my specialty. Here’s what you need to learn to
Example: A consumer wants to go into a store to see and physically touch the merchandise but the brand they’re looking to buy from only has an online presence. Let’s say they want to buy a new bottle of perfume they’ve never had before. Rather hard to smell that through your computer, isn’t it? Or, what if they want to buy something online and pick it up in-store, but you, the retailer, doesn’t offer this as a service choice. Consumers 21
should be able to buy what you have to offer in all the ways they want to purchase it, and, just as important, you should be aware and understand how customers react to your products. It’s not easy for you to see their reaction when the only means of getting your product in their hands is via them ordering it online and then having a generic brown box left at their door. Client demand. Client convenience. Client preference. Ease of buying is what omni-channel marketing is all about. Each channel works in harmony and builds a cohesive message, voice and overall brand for your company. By listening to your target audience and making your products and services available to people in ways they want to receive them will enhance your brand’s awareness and boost all your revenue outlets. Bringing your brand to a pop-up, cart or kiosk is an exceptional way to test the waters. It’s a smaller step in bringing your merchandise to market and launching in the consumer space without
having to take the giant leap into brick-and-mortar until you know it’s viable and you and your products are ready. And, this isn’t just about how much you’re selling, but how much business you’re going to be able to drive to your online business by having a faceted marketing plan that fits
your customers' wants. Your customers will see your brand as producing more value for the price by giving them options and convenience over other brands and they’ll remember this when it’s time to purchase again. Another added benefit for you, say at pop-up locations for example, is the likelihood
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of customers posting pics to Facebook, Instagram and Twitter of them smiling with their new merchandise with your brand logo in the background. Happy customers and free marketing. That’s nice, isn’t it? Reinvention of your marketing: To successfully move forward
with new ways to market to your target audience, build your brand’s visibility and drive revenue, you need to do your research and match your marketing efforts to the way your audience wants to buy.
experiences brought about? Of course, you do. We all do. Customer service should never be underestimated. Your customers' experience is as vital to your success as your marketing strategy and the quality products you produce.
Purchases are emotional. Studying the psychographics of your audience demographic will allow you to decipher your audience’s lifestyle choices, their values, desires, goals, interests, etc. This way you’ll be able to appeal to their emotions, increase awareness and market more accurately and give them what they want, when they want and how they want. Keep in mind that consumer demands change, markets shift, times change and the world progresses. It’s crucial to be flexible and able to adjust, transform and develop your marketing to what’s most relevant for the consumer right now. Stay on top of shifts in your market by regularly engaging your target audience via your social media outlets, blogs, newsletters and other marketing strategies.
This is where feedback is key. As a retailer you need to take this feedback from your customers and get it into the right hands so you can fine-tune where necessary. Your employees, Brand Ambassadors, sales associates, etc. all need training, and retraining, to teach them how to mirror your brand’s voice and philosophy and positively connect with your customers. Build brand connectivity by giving them the tools required to adapt to your customers' ever pivoting needs.
Regardless of how consumers purchase, they want a great experience: We’ve all had great customer service experiences and we’ve all had some pretty bad ones too, right? Do you remember the feelings these two very difference
Teach your sales associates the social skills and respectful actions expected towards your customers so their shopping experience is top notch. Be known as the brand that goes the extra mile. Be the brand who reinvents themselves to consistently give their customers a better retail shopping experience. Be a hands-on leader by boosting your brand from ‘inside the box’ and rev-up your retail and stay on the forefront of omni-channel marketing so you can be the next retail success story.
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[CHAPTER FOUR]
Three Ways to Pivot as a Business When Disaster Strikes
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By: Joseph Scaretta Co-CEO and Founder of CS Hudson www.cs-hudson.com The retail and real estate industries are no strangers to suffering the impacts of economic downturns. Most notably, the 2008 economic crash created a significant hardship for these hard-hit sectors. Today, as a result of COVID-19's relentless and indiscriminate wrath, businesses on global scale are
feeling a financial crunch yet again. Consumers, retailers and corporations alike are struggling to avoid monetary ruin; and for those that are fortunate enough to survive this pandemic, economists project the situation may take years to fully recover from. The businesses that will endure, and the smaller
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percentage who will be able to carve out a niche for themselves and thrive amid this trying time, are those that successfully listen to the needs of consumers, bringing innovation and tenacity to fight the pandemic by realigning services and products to meet current demand.
The question is what exactly should companies do to re-invent themselves to become an essential service or product during a time when people are hunkering down by protecting their cash liquidity for a recession? While there is no such thing as a one-size-fits-all approach, there are numerous ways business owners and executives can pivot current strategies to adapt and become more malleable to the adverse circumstances presented.
Listen to your customers. If there is ever a time to really listen for what your customers need, it is now. While customer spending may be scaling back, there is still a need for certain products and services. This is the time for business owners to interpret what consumers need, how they need it and how to safely and swiftly deliver it to them. Some great examples of how companies are re-inventing themselves include – fashion retail businesses designing and producing trendy masks and gravitating toward pushing fashionable loungewear; restaurants offering limited menu selections that can be delivered or picked up at curbside; grocery stores opening at earlier hours to help elderly shoppers; and liquor manufacturers renovating their distilleries to produce hand sanitizer to help meet the demands of consumers without the resource. Become essential. COVID-19 has marked some businesses essential and others non-essential. Essential businesses are required to remain open during
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the pandemic, while others are forced to stop at all costs. However, if a business diversifies its specialty, providing new key offerings and services, the company has a fighting chance to remain in business. Moreover, businesses should align themselves with and support those brands with core and ancillary offerings that can be leveraged with your existing infrastructure. In the end, making your business and its offering essential not only enables your business to be resilient, it can open the doors to new connections and opportunities.
Do good. Although it may not seem feasible nor financially possible to give back while businesses are shutting down or losing profits, doing good is still viable and valuable. And no, it isn't only the multi-million-dollar companies like Good American or Nordstrom that can give back to the community amid a crisis. Any business of any size can make a difference. This current event is beyond a recession. The global pandemic is creating a financial burden, as well as emotional distress, uncertainty and health concerns. Companies have a responsibility to use their powers for good, and any small actions taken now will go a long way and pay dividends in the future. While billiondollar companies are helping small businesses march on, small businesses can find ways to help employees, customers and other small businesses.
With the current crisis having no set end in sight, it is critical to pivot quickly and diversify. The idea isn't only to survive the pandemic and what it throws at us, but to adapt to this new normal and thrive. Moreover, all of us as individuals must make a conscientious effort to support our local businesses to keep them invigorated and prosperous. It is a time to stick together and become essential to one another. About the Author: Joseph Scaretta is the coCEO and founder of CS Hudson and has more than 15 years of experience in facilities management and construction. As an entrepreneur known to develop innovative niche services with a customer-centric approach, Scaretta has recently re-invented his business strategy to meet today's new demands and ever-changing market climate.
With CS Hudson predominantly focused on brick-and-mortar retailing, COVID-19 has forced Scaretta to find ways to work with clients who have currently closed shop. To adapt to the current crisis, CS Hudson is offering a diverse set of services to existing clients, as well as bank, restaurant and urgent care industry companies. Key offerings include coronavirus deep cleaning services; sneeze guard installations, both pre-packages and custom-designed; pop-up open air COVID-19 testing centers; specialty signage installations supporting wayfinding, social distancing and new one-way aisle directions; board-ups of closed store locations to prevent vandalism; and store reformatting designed to reduce touch at employeecustomer interaction points. To learn more, visit www.cs-hudson.com.
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[CHAPTER FIVE]
#Bee Kind… Love Those Lips!
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C
reating products inspired by those who influence us and make people feel empowered is something I was passionate about, so I created FanLoveBeauty® as an aspirational beauty brand devoted to the ones we love. The ‘one’ meaning those who inspire, entertain or education our society.
from there, we make products for the ones you love and who inspire, educate and entertain you.
The story of how our first product, Stage Balm for Lips, was conceived as a stroke of luck. I was talking with my celebrity crush, Daymond John of Shark Tank, when he took out some lip balm and applied it right in front of me. Oh My! A lightbulb came on! I thought, “If this is something that Daymond keeps close to him and uses all The first ever aspirational beauty brand created with this concept, we’re also the first beauty brand the time, then I have to create a lip balm for FanLoveBeauty that is inspired by him because to invite you to shout out, #WhoDoYouLove and
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he inspires, entertains and educates so many people in such great ways!” How our Stage Balm for Lips embodies the spirit of Daymond John: Daymond advocates ‘a healthy person can have 100 dreams, but a sick person can only have one dream – to get better.’ Research shows that people ingest about 2.5 kg worth of lip products annually so using a healthy lip balm should be a top priority for all those who aspire to be healthy. (Nobody wants unhealthy stuff in their stomach!) Daymond supports #SaveTheBees and because of this, FanLoveBeauty will never use any bee-related products, including beeswax, which is commonly seen in natural lip balms. Daymond makes people feel special. As such, our
Stage Balm for Lips contains ingredients known to help improve moods such as mangos and oranges which are rich in Vitamin C. Vitamin C is known to boost our immune system. But, did you know it’s also been shown to decrease depressive symptoms by helping your body stop the buildup of free radicals? Now that’s something to make you feel special, isn’t it? And, superfoods such as avocado and flaxseed nourish the lips while natural sea asparagus helps boost hydration; which feels super special when your lips are dry and cracked. Daymond John encourages brands to have a social cause and to give back. As entrepreneurs we know the road is often lonely and comes with long hours working on our businesses and fulfilling our dreams. We can easily go down the suicidal path without proper 32
support. With this is mind, FanLoveBeauty proudly donates proceeds to the American Suicide Prevention Foundation in support of suicide prevention. Daymond John is a highly sought after business and motivational speaker so our Stage Balm for Lips is 100% natural, vegan, moisturizing lip balm infused with superfoods known to nourish your lips and natural sea asparagus known to boost moisturization up to 6000%. It’s also infused with natural peppermint flavor designed to keep your lips feeling refreshed and moisturized during long stage presentations and throughout your normal day to day life. So, who inspires, entertains and educates you? Let us know and shout out #WhoDoYouLove ** FanLoveBeauty is an aspirational beauty brand devoted to the ones we love.
The “one� meaning those who inspire, entertain or educate society. FanLoveBeauty invites YOU to shout out #WhoDoYouLove and we will create products for those special people. Our first collection, the first ever Vegan lip balm for speakers,
was inspired by Shark Tank star, motivational speaker and #savethebees advocate, Daymond John, and created by our founder, Ginger King, who is a huge fan of Mr. John. The 100% natural, vegan, moisturizing lip balm is infused with superfoods that are known
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to nourish you lips such as mango, avocado and flaxseed oil and also contains a natural sea asparagus known to boost moisturization by up to 6000%. Order our fantastic products online at www.FanLoveBeauty. com
About Ginger King Cosmetic Chemist. Entrepreneur. Speaker.
Ginger King has been passionately creating beauty products from concept to finish for more than twenty years. She is well versed in innovative concepts, creative product formulation, advanced technology applications, ergonomic package development and impactful competitive analysis. Ginger has developed over thousands of products from hair care to skin care, and sun care to color cosmetics. Her claim to fame products include the revolutionary first to market Joico ICE SPIKER, water resistant hair glue, Freeze 24.7 Ice Shield, SPF 15 face wash and Avon Advance Techniques Color Protection series. Her Avon True Color Eye shadow and Daring Definition Mousse Mascara have also been selected as the finalists for CEW (Cosmetic Executive Women). Ginger holds several patents in cosmetic formulations.
contract manufacturers and raw material suppliers. She has previously held management positions with Barnet Products Corporation, (cosmetic Raw material supplier), ChemAid Laboratories (cosmetic contract manufacturer), Freeze 24/7 International (Cosmetic marketing company), Avon Products Inc. (Fortune 500 company), Joico laboratories (salon hair care) and Jason Natural Cosmetics (Natural Cosmetics). Ginger has also received numerous corporate awards for thinking out of the box claims, cost savings and leadership. Ginger holds an MBA in Marketing from Long Island University as well as a Master’s in Natural Product Chemistry from San Jose State University. She is an active member of Cosmetic Executive Women and Society of Cosmetic Chemists.
She has been the keynote speaker for brand launches and has spoken at HBA conference on product development and In-Cosmetics on product innovation. Ginger is a beauty expert on Beauty Press and has been on radio and video chat with leading beauty magazines. Ginger has published an e-book in 2016 on How To Start Your Own Cosmetic Line.
She has been quoted by top beauty magazines such as Allure, Self, Marie Claire, Harpers Bazaar, Shape, Teen Vogue and Women’s Health. Ginger has served as Allure’s Beauty Judge for Breakthrough Products 2017 and Yahoo’s Diversity In Beauty Award 2018. Additionally, Ginger has been an adjunct professor at Rutgers Business School teaching a Saturday class on Business of Fashion/Beauty. Ginger’s latest venture is Ginger loves to make and sell FanLoveBeauty, a clean Ginger is the founder & CEO at cosmetics and was once a beauty vegan beauty brand devoted Grace Kingdom Beauty (www. consultant for Chanel, Clarins, for professionals who inspire, gracekingdombeauty.com) a Estee Lauder, Clinique and educate or entertain the society cosmetic product development Elizabeth Arden. Ginger travels and those aspired to be them firm in New Jersey where she extensively in Asia and is aware (www.fanlovebeauty.com) consults for cosmetic brands, of the Asian cosmetic trends. 34
S C O T T S D A L E ' S
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[CHAPTER SIX]
What Clients are saying…
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I have had the pleasure of working with Linda and her team for the past frew years. Simply put, nothing short of amazing! Linda has tremendous energy, intelligence, market insight along with enthusiasm, backed by hard facts as to what will work in the marketplace not only for ad and in the retail environment, but also for spotting trends and finding products that are "trend-on". . Linda and her team foster a trusting partnership on a continual basis to any and all brands I have had the opportunity to work with her on over the last few years. IF you are thinking of launching a product into the retail arena and are reluctant to do so with a 1000+ store chain and all of the intricate details that are part of that environment, Linda will provide you with a better alternative I highly recommend her/the IRG team for any product launch, or business that needs brand recognition. ~Chris Jennings, CEO Global Beauty Brands
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The concept of “think small� is exactly what made this entrepreneur so successful. That doesn't mean she doesn't have big dreams, but she thinks in ways other entrepreneurs might over look. This outside the box thinking led her to focus on selling products out of small, 60-foot kiosks in malls. Currently Linda's company manages over 1,000 retail locations and has sold over 1,000 retail and has sold to over 50 million customers. American Kiosk is the largest specialty retail management company in the country ~Daymond John, of Shark Tank featured in Daymond’s book, "The Power of Broke
Linda Johansen-James and International Retail Group worked with my company BMH Ventures, Inc. in developing a CBD retail presence in the mall environment in 2018-19. During that time, Linda and her entire team did a superb job in taking a revolutionary product and injecting it into a broad stream retail that had built-in resistance due to its nature as a recently legalized product by the U.S. Government and social stigma. I daresay, if it were not for the sterling reputation Linda enjoyed throughout the industry, those initial conversations with mall owners would have been a firm, but polite no. However, due to her extraordinary powers of persuasion and reputation, we not only were the first in retail mall environment, but enjoyed more success than any of our competitors. Her team is all professional and communication was seamless. I would not hesitate to use Linda again or recommend here to anyone interested in her services. . ~Christopher Cowart is the CEO Blue Moon Hemp/Swiss Relief
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R|Evolution has debuted as the newest pop-up concept at Tanger Outlets in Riverhead, N.Y. A collaborative launch between marketing leaders CS Hudson and International Retail Management and Consulting Group, the immersive pop-up concept is conceived to host digitally native and emerging brands over the course of 90-day rotations. The 2,500-sq.-ft. popup is equipped to showcase items from up to a few dozen brands. Per a new deal with Simon Property Group, three t additional R|Evolution pop-ups are set to debut before the end of the year. Such a great project, and working with Linda and her team was amazing! ~Joseph Scaretta is the co-CEO and founder of CS Hudson
Linda is one of the featured authors in the book. It hit #2 for Business Leadership on Amazon on it's first day. Get your 39 copy now! 1Habit.com
[CHAPTER SIX]
Engaging Consumers with Pop-up Staffing By TJ Roberts
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s Chief Operating Officer for International Retail Management and Consulting Group and Pop-Up Staffing, LLC, I have worked with our CEO/Founder for over 15 years, holding every role in our field organization, traveling around the United States, and several executive positions in our corporate structure. In my tenure, I have led small corporate teams as well as the entire field organization, which comprised of over 1,000 employees. In today’s retail climate, brands look to test physical retail in short-term, pop-up environments where they can manage risk and quickly test the viability of various consumer markets. With a track record of delivering sales and strong bottom-line performance in short-term retail activations over our 20+ years in the industry, our firm is frequently sought out by national brands. Rewind to July 2017 and we wrapped up a 20-year relationship with one of the nation’s largest and most
recognized consumer brands due to tectonic internal changes within the brand, including a change in ownership. We served as the sole physical touchpoint to their customers for over two decades, honing our skill at managing the physical footprint tied back to a digital juggernaut. That unique experience positioned us to help other brands, with incredible online performances, test and operate
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short term, pop-up retail and that is where we turned our focus. Bringing time-forged relationships with real estate executives and vendors, we streamlined opening processes and lowered the cost on all fronts while our operational disciplines focused on managing expenses and driving sales performance in this niche space. Within weeks of ending our
the brands meant we needed a staffing firm to source, screen, hire and hold the employees. We struggled over the course of 2017 to identify a staffing firm that could meet our clients’ needs. After working with three different organizations, meeting and considering countless others and finding ourselves doing the bulk of the recruiting work, we decided to incorporate Pop-up Staffing, LLC. It became clear that we had taken for granted what we learned over those decades running pop-up stores, finding the right employee.
operations with our former partners, we engaged two new clients who fit the criteria we were looking for – digital natives, proof of brand recognition in their markets and no existing presence in stores. The pop-ups were executed with the precision you would expect from veterans in our space, with one hitch. The nature of the store and our management contract with
The cornerstone to a store’s success is staffing. You can offer an incredible product, open your store in a key area of the mall, and have it merchandised by the best in the industry, but if you don’t have the right person engaging customers and telling the story of the brand, sales fall flat. The hiring process is more of an art than a science, but like any art, over time, skill is developed that improves outcomes. We have more experience in this space than anyone in
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the industry. Sourcing talent willing to take a risk, work for a short-term pop-up and bet on either the success of the activation or the relationship with us, is a core competency that we pride ourselves on and that sets us apart from other staffing firms. This is part of the fabric our entire organization is woven from – we put relationships first. This relationship centric approach to business is spearheaded by our CEO and Founder, Linda Johansen-James and guides all our activities. Having operated in almost every mall in the country, we have lists of employees who have participated in multiple activations and contact us regularly to find out if we have anything new in the works. They trust us and throw themselves into any new project we bring to bear. We look forward to engaging new clients, growing Pop-Up Staffing across the country and helping our clients reach their goals.
THE FUTURE OF RETAIL... AND SO MUCH MORE
PREMIER RETAIL MAGAZINE
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