instore spring 2015

SPRING 2015

STOCKROOM STRATEGIES

2014 RETAILER OF THE YEAR

HOME DÉCOR TRENDS In the

Buff

FALL FASHIONS,

JEWELLERY, HOME DÉCOR AND

FESTIVE MERCHANDISE

THE DEFINITIVERESOURCE FOR

INDEPENDENTLIFESTYLE RETAILERS

Come See us At Booth 1836 Toronto - Booth 3235 Edmonton

All New 18/10 Stainless Steel Triply-Clad Cookware

Quality, Redefined.

Chef, Teacher, Cookbook Author,

TV Host

Stefano FaitaFor Vitantonio

Vitantonio Products Cleveland, OH [email protected]

www.vitantonioproducts.com

Adamo Import LimitedPlease contact us to become a retailer

416-242-5575, 416-242-5628email: [email protected]

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VOL. 01/NO. 03contents

inStore

inStyleDEPARTMENT

52 Animal MagnetismOur love affair with animals

FEATURE

39 Cream of the CropHot home décor trends for fall

inSightDEPARTMENT

6 MailboxReaders tell us what they think about InStore!

9 Hello!Full Disclosure

20 Shop ProfileFrom a teeny shed to a soaring setting, The Old Tin Shed has witnessed tremendous growth

51 Getting Back on TrackRetail expert and business coach Barbara Crowhurst says now is the time to regroup, readjust goals and get back on track

FEATURE

43 Taking StockLearning that the stock room door only swings one way is a retailer’s secret to long-term successBy Marilyn Nason

inFormDEPARTMENT

18 News & NotesNew lines, launches, industry goings-on and upcoming trade shows

FEATURE

26 Branching OutHow to showcase a curated collection of fashion merchandise By Leslie Groves

36 NY NowA trade show as exciting as the city that plays it host

46 Ambiente 2015The world’s largest consumer goods trade fair

THIS ISSUE Spring 2015

26 46

inStockDEPARTMENT

11 Personal CareCandles and personal care

13 Jet-Set Style Travel must-haves

15 EntertainingDinner party essentials

17 Oh Canada Canadian-made products

FEATURE

30 Fashion Forward New fashions and accessories for fall

34 Jewellery BoutiqueA charming collection of baubles and bling

48 Glad TidingsFestive merchandise for the 2015 Christmas season

inStore. Spring 2015 3

THE DEFINITIVE RESOURCE FOR INDEPENDENT LIFESTYLE RETAILERS

inSpire. inForm

Editor & Publisher Erica Kirkland [email protected]

Design & Layout JM Design

Contributing Editors Barbara Crowhurst, Leslie Groves

Advertising Inquiries [email protected]

Editorial Submissions [email protected] Address 103 Niska Drive Waterdown, ON L0R 2H3

ContibutorsBarbara Crowhurst, Will Fournier, Leslie Groves, Marilyn Nason, John Reynolds

InStore is published four times a year for independent retailers in Canada selling giftware, home décor, fashion accessories and lifestyle items. The magazine is mailed to 12,000 stores including gift, home décor, hardware, pharmacy and florists.

© 2015 Bennett Ink. The contents of this publication are the property of InStore and Bennett Ink. Reproduction or use of the contents in whole or in part, for any reason, is strictly prohibited without the written consent of the copyright owner. The publisher is not responsible for product claims made by the companies mentioned herein.

Printed in Canada Publication mail #40841587. Return undeliverable Canadian addresses to: InStore Magazine, 103 Niska Drive, Waterdown ON L0R 2H3. Email [email protected]

Dedicated to helping The Independent Retailer to grow their business

Services:Retail Store Design, Retail Business Coaching, Web and E-Commerce Site Design

Dedicated to helping Independent Retailers grow their business

Services: Retail Store Design, Retail Business Coaching, Web and E-Commerce Site Design

North America’s Leading Retail Store Designer + Business CoachOffice Line: 905.686.8898Mobile Line: 416.522.8169Email: [email protected]: www.retailmakeoverblog.comWeb Design Services: www.retailmakeoverweb.com

Barbara Crowhurst, CEO Retail Makeover

Barbara_winter2014.indd 1 2014-12-16 12:56 PM4 inStore. Spring 2015

BONAVISTA BOVI HOME514 273 6300 / 1 800 361 6695 • [email protected]

MailboxinSight

TELL US WHAT YOU THINK!

Suppliers Wanted!Love the new magazine. It’s inspiring and useful. My best wishes for your success!Our store is five years old and a popular local source for stylish and affordable recycled décor. We’re seeking wholesale sources of products – metal, glass, fabric and wood – made from recycled or repurposed material. Would you help to get this message out to suppliers?

Diane NicholsonRe Décor

Sechelt, B.C.

Rural OutpostI have gotten so much out of the last two issues of InStore! I am in rural Nova Scotia and don’t get a chance to get to go to the Toronto Gift Fair, as I run my business with one part-time employee.

Carol GeanThistle Dew Nicely

Shelburne, N.S.

Shout Out!Wow - shout out to you! What an awesome job you did! Hats off. You really pulled out all the stops and got the vendors together.

Nadine MerletWorld Folk Art Imports

Another Great IssueThank you for a wonderful, informative magazine. I read and reread every issue. I own a small used book and gift store in a small town and am always on the lookout for new items. Thanks for taking over from Retail News from those of us who don’t make it to the big shows.

Carol PurkisBuckshot Books

Parksville, B.C.

Beacon for RetailersMy “conversion rate” indicator for a magazine is the number of helpful articles I tear out to read myself and, more importantly, to discuss with our staff. The Winter 2015 issue of InStore was an all-time high of six articles! As a direct result of that issue, we’re improving our in store signage, seeking more “ink”, implementing conversion tracking, improving our store grid and focusing on a key trend that suits our store. Thanks for the inspiration. Your publication is not only a great example of entrepreneurial bravery, you are also providing a much-needed beacon for independent retailers.

Kate SeaverKate’s Garden

Markham, Ont.

Thank you to everyone who took the time to write to us. If you have something you’d like to share, email editor Erica Kirkland at [email protected].

6 inStore. Spring 2015

The coverage of the New York and Frankfurt shows in this issue may appear to be a complete about face from my editorial in the last issue, but what I failed to outline in that message was that my issue isn’t with Canadian retailers who attend foreign shows, but rather with Canadian retailers who attend foreign shows at the exclusion of Canadian shows.

Retailers spend countless hours creating compelling environments for their customers, while wholesalers travel the world sourcing and manufacturing products for these retail accounts. A tremendous effort is expended by both parties to bring

new products to their respective markets, and trade fairs are important wholesale venues for both. While I will continue to be a vocal advocate for attending homegrown events, there comes a point in time when rejuvenation becomes a necessity rather than a nicety.

There are millions of products to be found in the aisles of Canada’s largest trade show, but a lack of rigid product categorization makes traversing the three buildings a cumbersome endeavour. Enacting policies which would make product categorization a reality will not be easy and likely not favoured by all exhibitors but, in my opinion, it will go a long way toward improving the shopability of the show for retailers, attract more buyers and encourage loyal ones to linger a little longer.

In tandem with product categorization, there should be a focus on creating compelling product displays and trend installations which are reflective of current market realities. At the best U.S. and foreign shows, trend displays are well curated, inspiring and often executed by individuals with bona fide credentials. In order to attract the best and brightest store owners, only the best and brightest new products should be heralded as feature-area worthy.

This marketplace is constantly changing – products, consumers, marketing platforms, social media. Trade show organizers must understand their markets and deliver value to their customers, constantly engaging stakeholders and incorporating them into planning initiatives, and adjusting the experiences offered accordingly is the only way to succeed. Ignoring, mistreating and devaluing your customer base is a recipe for disaster. While gathering the opinions of a diverse group of people is time consuming and can lead to animated debates and disagreements, diversity of opinions and viewpoints is what contributes to the best decisions – in business and life.

Canadian shows can be put back on par with the NY Nows and Ambientes of the world – we have the talent right at our fingertips. Focusing on leading change and innovation rather than attending to the status quo, is the only path to a fresh, dynamic and relevant event. It takes courage to break the norm and make tough decisions. In order to right steer any ship, we need to listen to each other, understand the market is much bigger than our individual experiences, leave our egos at the door, engage in healthy debates and work together for the betterment of the industry.

Hello

I love to travel, preferably to warm destinations with crystal blue water and soft sand in between my toes, and I’m a facetious packer, making use of every inch of space in my suitcase.

For this issue, I delighted in unpacking

the submissions for our feature on travel

must-haves (page 13).

inSight

Full Disclosure my fav...


indaba

CHRISTMAS

DÉCOR

TABLEWARE + LINENS SOFTFURNISHINGS

GIFTS + MORE

KITCHEN

FASHION

W: INDABATRADING.COMP: 1(800)746-3222 FACEBOOK.COM/INDABATRADING INSTAGRAM.COM/INDABATRADING TWITTER.COM/INDABATRADING


What We’re LovinginStock

Brighten up cool days with sensuous candles and moisturizing personal care treatments

personal care

1/ Intensive Hand Repair cream from Barefoot Venus nurtures and repairs with mango, shea and olive fruit butters. $9.50 retail, 888-490-1756, www.barefootvenus.com

2/ Sea Buckthorn is the secret ingredient behind the Bee By The Sea line of all-natural bath and body care. $25.99 retail for body cream, 705-279-1170, www.beebythesea.com

3/ Sugar & Spice from Yankee Candle is a mouth-watering swirl of cinnamon, buttery vanilla and sugar. Distributed by David Youngson & Associates, 800-370-4857, www.youngson.com

4/ Pretty Little Candle Lady’s line of soy candles boast hollow core paper wicks, skin-safe fragrances and over 80 scents (including a Naughty collection). $18 retail for 8oz jar, 780-991-4204, www.prettylittlecandlelady.com

5/ Wild Blueberry Vanilla is the latest scent in Upper Canada Soap’s best-selling Naturally collection of Canadian-made personal care. $14.99 retail for body butter, 800-548-4097, www.uppercanadasoap.com

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Temporary exhibitsAUGUST 15-18, 2015

SATURDAY - TUESDAYwww.seattlegiftshow.com

#seattlegiftshow

Bringing New to You

Standout New TrendsSpectacular Products

Super ResourcesAll in a welcoming,

exciting city like no other.

S E T YO U R

SightsO N S E A T T L E


Whether for business or pleasure, these travel must-haves are ready for take off

jet-set style

1/ On-the-go storage for charging devices and cords with three compartments and a removable divider. $26.99 retail, C.R. Gibson through David Youngson & Associates, 800-370-4857, www.youngson.com

2/ Colourful sunglass luggage tags, perfect for tropical destinations and vacation getaways. $2 retail, Abbott, 800-263-2955, www.abbottcollection.com

3/ Briefcase-shaped business card holder from Kikkerland. $16.50 retail, through David Youngson & Associates, 800-370-4857, www.youngson.com

4/ Macbeth jewellery rolls from Upper Canada Soap & Candle Makers keep jewellery organized and safe while traveling. $19.99 retail, 800-548-4097, www.uppercanadasoap.com

5/ Handmade keychains from Folio Artwear Designs are made in Canada and feature a magnetic backing. $5.99 retail, 204-333-5078, www.folioartweardesigns.com 6/ Moleskine luggage tag $13 retail, through David Youngson & Associates, 800-370-4857, www.youngson.com

7/ Lightweight compact umbrellas from Cheeky Umbrella are perfect for travel. 604-980-4236, www.cheekyumbrella.com

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Contemporary essentials for modern dinner parties and soirées

entertaining

1/ Guest towels from Canfloyd. $35 retail for two, 800-263-3551, www.canfloyd.com

2/ Stainless steel oil pot from Adamo Imports. $35 retail, 416-242-5575, www.adamoimport.com

3/ Magnetic black wrench-shaped bottle opener. $4 retail, Abbott, 800-263-2955, www.abbottcollection.com

4/The Whisky Wedge from Scantrade is an artful way to chill spirits. $23.99 retail, 800-387-1282, www.scantrade.ca

5/ Mouth-blown glass pitcher. $65 retail, Indaba Trading, 800-746-3222, www.indabatrading.com

6/ A sophisticated package containing pink Himalayan rock sock and a stainless steel grater. $33 retail, Kikkerland through David Youngson & Associates, 800-370-4857, www.youngson.com

7/ Matte cappuccino mugs from Abbott, $6 retail, 800-263-2955, www.abbottcollection.com

8/ Shovel shaped bottle opener and ice scoop. $11 retail, Kikkerland through David Youngson & Associates, 800-370-4857, www.youngson.com

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Put Canadian-made products front and centre this fall with pretty pottery, fancy footwear and much more

oh Canada

1/ Made in Canada from Icelandic wool, Freyja products feature centuries-old Icelandic patterns and designs. $45 retail for toque, 416-739-6325, www.freyjawoolstore.com

2/ Prince Edward Island potter Cindy Lentz of Island Stoneware specialises in pottery for everyday use which is oven, microwave and dishwasher safe. $34 retail for goblet, 888-734-2529, www.islandstoneware.ca

3/ Marked by delicate raised birch trees, the Green Birch pottery collection from Saskatchewan-based potter Susan Robertson includes over 16 pieces. 306-867-8011, www.srobertsonpottery.com

4/ Lace-up sheepskin shearling mukluks from native-owned Manitobah Mukluks are made of the finest materials using traditional methods. 877-945-5551, www.manitobah.ca

5/ Solid pine organizer rack from Springwater Woodcraft features multiple storage levels, a mirror and hooks. 888-294-6297, www.springwaterwoodcraft.com 6/ Canadian artisan Kathy Meaney specialises in wholesale works of art featuring Ladies of the Lake and Canadi-Annas. $70 retail for 8x10 canvas print, 780-267-9996, www.kmeaney.ca

7/ Canadian artist Michelle Beaudoin’s material of choice is metal. For this organizing shelf, she collaborated with product designer Tat Chao. $60 retail, 514-935-2495, www.michelle-beaudoin.com

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News & NotesinForm

THE GOODS

Inside TrackNEWS IN BRIEF

Raggedy Ann is Turning 100Aurora World will be celebrating Raggedy Ann’s 100th birthday with the release of special edition rag dolls. The Stars and Stripes dolls feature an exclusive 100-year embroidery and commemorative hangtags. Raggedy Ann’s white shawl collar, printed dress with navy and white stars and elastic cap are reminiscent of the bygone era, while the Raggedy Andy doll’s outfit features a matching printed jacket top, red twill bow-tie and pants, and his classic matching sailor hat. Aurora is distributed in Canada by Nearly Famous. 888-918-5023, www.nearlyfamous.ca

VHC Launches Bella Taylor Home

Bella Taylor Home, a bright, eclectic collection of bedding and accessories, has been added to VHC’s top-of-bed offerings. Product details include prints, hand-quilted finishes, patchwork and voile cotton fabrics.“We are known for traditional, vintage and rustic looks, so we’re excited to approach a broad new buyer base with Bella Taylor Home,” said company CEO Ken Kline. Six collections are available for pre-order. An additional 13 ensembles will be rolled out in July with a larger product offering scheduled for December. “We are able to leverage our scale and expertise in design, sourcing and logistics across a completely new look as we expand our retailer base,” said Kline. “Retailers can expect expansions of Bella Taylor Home offerings to include throws, rugs, holiday and kitchen for a complete resource in the near future.” 888-334-3099, www.vhcbrands.com

News & Notes

Arabesque WindchimesA new line of wind chimes from QMT Windchimes are built upon the success of the company’s hand-tuned Corinthian Bells collection. With a curved wind sail to enhance performance, the chimes in the new Arabesque line are available in two introductory colours, onyx and garnet, and in two sizes, 36 and 50 inch. 800-345-3250, www.qmtwindchimes.com

Ballerina SlippersBoasting a new split-sole memory foam for a more comfortable fit, new colourblock ballerina slippers from Snoozies are available in six multi-colour combinations. The cozy slippers also feature a non-skid sole and are machine washable. Available through Cross Border Sales. 905-417-6332, www.snooziescanada.ca

Tasty CakesIndividual serving-size microwavable cakes in ramekins from Orange Crate are available in maple, vanilla and chocolate and come packaged in colourful gift boxes. Refills are also available. www.orange-crate.com


Show Calendar

The Atlanta International Gift & Home Furnishings MarketJuly 7 – 14, 2015www.americasmart.com

Toronto Gift FairAugust 9 – 12, 2015www.torontogiftfair.org

Seattle Gift ShowAugust 15 – 18, 2015www.seattlegiftshow.com

Alberta Gift FairAugust 16 – 19, 2015www.albertagiftfair.org

NY NowAugust 16 – 19, 2015www.nynow.com

Quebec Gift FairAugust 30 – September 2, 2015www.quebecgiftfair.org

TendenceAugust 29 – September 1, 2015www.tendence.com

Vancouver Gift ExpoSeptember 20 – 21, 2015www.vancouvergiftexpo.com

THE GOODS

Nostaliga Upgrades FacilitiesNostalgia Import Canada recently moved to a new warehouse facility located in Montmagny, Que. The new space, with 210,000 square feet, allows the company to stock more than 4000 products and to deliver in a more efficient way. 800-785-7855, www.nostalgia-import.com

Correction!In the Winter 2015 issue of InStore, the products below were incorrectly identified. The product descriptions and availability noted below are correct.

Spiral nugget bracelet. $18 retail, 613-716-5515, www.suzieblue.ca

Jade, turquoise, crystal and silver bead bracelet. $110 retail, Karley Smith, 604-514-3280, www.karleysmithjewellery.com

Gourmet Goodies for the GrillIntroduced in time for the summer outdoor dining season, Gourmet du Village’s new burger seasonings include two varieties: Hearty Garlic, a classic garlic treat, and Spicy Chipotle, a nice smoky chipotle flavour. Paired with the company’s newly introduced Stuffed Burger Press, a Potato Grilling Rack, Spicy Fries seasoning, a tangy sauce for shrimp cocktail and a new Spicy Chicken Wing seasoning, they’ve got the grilling season all wrapped up. 800-668-2314, www.gourmetduvillage.com


Shop ProfileinSight

With a distinctive product mix, a sharp focus on customer service and a keenness for constant improvement, The Old Tin Shed landed themselves the distinction of Canada’s best retailer of 2014

Retailer of theYEARThe 2014 winner of the Canadian Gift Association’s Retailer of the Year award

From a teeny backwoods shed to a soaring setting in a century-old building, this rural Ontario store has witnessed tremendous growth

The Old Tin Shed


rtfully placed antique windows, rusted tools and creatively planted greenery sets the scene while a rusted old pickup truck parked outside the front door

leaves no question that the products to be discovered inside The Old Tin Shed in Bancroft, Ont., are downhome, country and primitive - rusty tin signs, twiggy wreaths, braided rugs, and their newest best-selling category – fashion.

The store’s setting in a century-old building (originally the home of the town’s first Catholic church) is three times the size of the original 800-square-foot shop. Back in 2003

when Dagny Musclow was looking for a space to house her primitive wares, she stumbled upon a hidden and neglected building on a quarter acre of land in the pines north of Bancroft. She recruited her mom Janis Whitehead, her dad Peter and her husband Richard to help renovate the space, turning it into an enchanting retail destination for lovers of country décor and salvage. Janis and Dagny became partners in the business, together building a successful store which five years after opening was awarded with the Retailer of Distinction Award in 2008 from the Canadian Gift Association.

The Old Tin ShedFrom a teeny backwoods shed to a soaring setting in a century-old building, this rural Ontario store has witnessed tremendous growth

AThe Old Tin Shed “Our attention

to detail is one of our biggest assets, after customer service.”


“The process of applying for that award gave us a focus, solidifying who and what the shop was all about in our minds,” said Janis. “Receiving that honour gave us courage and the determination to continue to strive for excellence, and to take some risks along the way.”

From shabby chic to heritage farmhouse, customers travel far and wide in search of the hard-to-find vintage décor and giftware stocked at The Old Tin Shed. Visitors are greeted by a welcoming covered porch which was part of the extensive renovations required to turn the old church into the store’s new home. The mother and daughter duo, along with their respective husbands, spent 50 days straight knee deep in renovations. A beautiful garden was created out front of the shop, accented with rusty old wire, wood and tools. Behind the store, they built a two-level water feature from massive rocks, greenery and flowers, designed as a place for customers to relax and discover the koi and goldfish splashing in the

pond, the cascading waterfall and the surrounding iron artifacts hanging from intervals over trees and shrubs. There’s also an old tin shed on the property, reminiscent of the store’s original digs. At the back of the shed is a workshop where Peter can often be found creating one-of-a-kind pieces from salvage. There’s a display area inside the shed, and outside a lean-to section houses old doors, windows, shutters, spindles and all sorts of iron, wood and tin goodies for their DIY customers.

Inside the shop, the foyer is decorated with intriguing product and a display of the store’s history along with promotional materials for the region. A wooden pergola sits in the centre of the store, under the 14-foot ceilings, with rustic tin lighting dangling from above and a harvest table underneath featuring ever-changing seasonal displays. An old green cook stove sits in a corner with iron trivets and Mason jar kitchenware on display. A vintage fridge completes the atmosphere.

“Although it took a lot of long, tiring days (to renovate the space) and a lot

more financial risk, this was the best move we could have made,” said Janis. “Bigger and more centrally located, we experienced unheard of sales growth. Although we had been a destination in our former location, it was quickly made obvious to us that there were still many, many people yet to discover The Old Tin Shed. As sales increased by over 100 per cent, we were both shocked and excited. We hired more staff, we kept longer hours, we ordered more product – more often, and started investigating new lines. Three years later, in our 12th year, business has never been better.”

Dagny and Janis are quick to recognize their two full-time non-family staff members, Dawn and Barb, as an integral part of their success. In small-town Ontario, their business is unique with regards to the number of staff they employ. Besides Dagny, Janis, Peter, Dawn and Barb, two part-time employees are brought in for the busy months.

“We pay our staff more than the usual retail wage,” said Janis, “and


provide them with benefits. An incentive program, geared around sales goals, adds to their income regularly.”

Besides constantly being on the search for new and exciting products the store is focused on marketing. “Recognising that our target market is much more than local people, we began to look at ways to reach a wider audience,” said Janis. Today the store employs print ads in numerous magazines, several local lake bulletins along with radio ads, social media pages, print mailers, cross promotions with other businesses in town and supports many groups, events and associations either through donations or active participation – Dagny is on the board of the Business Improvement Area (BIA), Janis is the past president of the Bancroft & District Chamber of Commerce and Peter served as a councillor in Bancroft for eight years as well as the chair of the BIA for years.

While their business is on a roll, Janis and Dagny aren’t content to rest on their laurels. Last year they hired customer service specialist Gregory Webb to come into the shop and spend a day providing their team with extra customer-service tools. They also instituted a Customer of the Month program, working with their vendors to provide one customer each month with a special gift. And they rebuilt their website – www.theoldtinshed.com – with a focus on web sales.

“Our attention to detail is one of our biggest assets, after customer service,” said Janis. “We go above and beyond to ensure the little things are done well and that adds up to success in the big things!”

www.theoldtinshed.com

The Canadian Gift Association's 2014 Retailers of the Year

Dagny Musclow and Janis Whitehead of The Old Tin Shed in Bancroft, Ont.

>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>


If you’re a retail buyer in search of today’s hottest products, CanGift fairs are for you! Three fairs, located conveniently across Canada, bring hundreds of local, national and international lines together to o�er you the newest in fashion, home and lifestyle products. Plus, you’ll save big on customer shipping, thanks to our ShipTime VIP program exclusively for retailers who attend the fairs.

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If you’re a retail buyer in search of today’s hottest products, CanGift fairs are for you! Three fairs, located conveniently across Canada, bring hundreds of local, national

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NEW SERVICE PROVIDER

Creature Comforts


Branching Out

HOW TO showcase a curated collection of fashion merchandise


Fall FashionsIdeal for a store window or in-store feature vignette, this nature-inspired display will entice customers to fall in love with your latest fashion accessories.

The installation is simple, beautiful and timeless, lending itself to a variety of fashion styles - muted tones, monochromatic and bold contrasting colours.

When planning your display, attempt to complete a full outfit. Dressing a Judy helps bring the clothing to life while accessorizing with beautiful jewellery, bags and footwear completes the look and promotes add-on sales.

OrganicEllements

With the growing popularity of organic lifestyles, organic displays are a natural fit. Customers are not only looking for unique merchandise, but also unique shopping experiences which speak to their lifestyle and décor preferences.

Styling and text by Leslie GrovesPhotography by Will Fournier

inStore. Fall 2014 27

Installation Info• Hang garments from strong, solid branches and

jewellery from lighter more delicate branches • For a ceiling grid system, suspend branches from

the ceiling with twine, chain or ribbon• For racking or clothing poles, hang the branches

from the horizontal racks or replace removable horizontal bars with branches

• Remember, it’s not about mass merchandising; it’s about attracting the customer’s attention and making a connection. Keep the display simple. Once you have the customer hooked, use mass-merchandised racks or tables to display all sizes and complementary items.

Fur purse, Abbott, 800-263-2955, www.abbottcollection.com; Dresses, Baba Imports, 647-389-4503; Necklace (on mannequin), Dconstruct Jewelry, 888-817-2946, www.dconstruct.ca; Shawl, leather vest, hounds tooth gloves and clutch, Giftcraft, 877-387-9777, www.giftcraft.com; Scarf, Indaba Trading, 800-746-3222, www.indabatrading.com; Mukluks, Manitobah Mukluks, 877-945-5551, www.manitobah.ca


Out On A Limb

Knock On Wood

Carefully consider which props you’ll use to stage and style your display. Attempt to build on the story you’re trying to tell with props that tie into the theme. Here the natural beauty of the branches is mimicked by the antlers and rustic wooden trunk.

Having additional jewellery options closely

displayed to garments suggestively sells more

than one option for accessorizing.


Fashi n forward ClassicsBlack and white is always right!

1/ Fur and knit messenger bag, $50 retail, Abbott, 800-263-2955, www.abbottcollection.com

2/ Wristlet clutch, $29.99 retail, Giftcraft, 877-387-9777, www.giftcraft.com

3/ Faux leather vest, $89.99 retail, Giftcraft, 877-387-9777, www.giftcraft.com

4/ Cotton dress, $79 retail, Baba Imports, 647-389-4503

5/ Harris Tweed messenger bag, British & Irish Imports, 705-741-9449, www.biimports.com

6/ Knit sweater, $69.99, Giftcraft, 877-387-9777, www.giftcraft.com

7/ Blazer, $79.99 retail, Artizan, 877-278-4926, www.artizangifts.com

This season’s newest fashions give customers a choice between classic and colourful attire

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Fashi n forward Fresh & FloweryFreshen up a fashion assortment with few bright new skus

8/ Clutch wallet, $36 retail, ESPE, 800-786-7690, www.espe.ca

9/ Flirty flared skit, $59.99 retail, Artizan, 877-278-4926, www.artizangifts.com

10/ Knit tunic, $46.99 retail, Giftcraft, 877-387-9777, www.giftcraft.com

11/ Scarf, $80 retail, Canfloyd, 800-263-3551, www.canfloyd.com

12/ Cluch, Indaba Trading, 800-746-3222, www.indabatrading.com

13/ Fil de Joie knee-high socks through Chic & Savvy, $21 retail, 888-462-9131

14/ Dub & Drino printed hosiery through Chic & Savvy, $34 retail, 888-462-9131

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Amunche FairKnit ...handmade, fair trade

Sue Warden Design Inc. 647-703-9011 [email protected]

www.amunchfairknit.com


Purses, scarves, apparel, jewellery & more.www.potterylaneimports.com [email protected] | 888.577.2448

Hem Mini and Cuff Ad FEB 2015 FINAL10.indd 1 05/03/2015 11:11:10 AMinStore. Spring 2015 33

Silver Linings1/ Recycled resin cuff, $34 retail, Dconstruct Jewelry, 888-817-2946, www.dconstruct.ca

2/ Recycled resin bangle, $60 retail, Dconstruct Jewelry, 888-817-2946, www.dconstruct.ca

3/ Stone, metal and bead necklace, $24 retail, East to West Design Group, 800-745-4501, www.e2wdesign.com

4/ Handmade silver-plated brass cuff, Anju Jewelry through Board ‘n Batten, 519-426-3402, www.boardnbatten.com

5/ Daisy necklace, $20 retail, East to West Design Group, 800-745-4501, www.e2wdesign.com

6/ Necklace, $19.99 retail, Artizan, 877-278-4926, www.artizangifts.com

7/ Handmade Mala necklace, $69 retail, Kheops International Canada, 819-344-2152, www.kheopsinternational.ca

A charmed selection of new baubles and bling

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Gold Tidings8/ Beachy Keen necklace, Elle Fulton, 844-245-8236, www.ellefulton.com

9/ Multi-leather bracelet, $25 retail, Indaba Trading, 800-746-3222, www.indabatrading.com

10/ Handcrafted bronze bangles from St. Justin through British & Irish Imports, 705-741-9449, www.biimports.com

11/ Mixed metal necklace, Anju Jewelry through Board ‘n Batten, 519-426-3402, www.boardnbatten.com

12/ Tortoise necklace, $60 retail, Design Home Gift & Paper, 800-663-9950, www.designhome.ca

13/ Recycled resin earrings, $28 retail, Dconstruct Jewelry, 888-817-2946, www.dconstruct.ca

14/ Recycled resin cuff, $34 retail, Dconstruct Jewelry, 888-817-2946, www.dconstruct.ca

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NY Now


ew York City’s home and lifestyle tradeshow, NY Now, is just as dynamic as the city that plays it host. Held at the Javits Center, steps from midtown, the well-categorised

event is a dream to shop. Aisle after aisle of carefully selected and placed suppliers in three main groupings: Home (1200 exhibitors), Lifestyle (1100 exhibitors) and Handmade (500 exhibitors). No zigzagging aisles or entire buildings to source specific product groupings. All of the baby suppliers are placed side by side, same with personal care, stationery and so on.

The exhibitors, whether large booths or small (the average exhibit is 250 square feet), make fantastic use of their space with extremely creative and inspiring booth set-ups. Show co-directors Randi Mohr and Scott Kramer revealed to me that this was no accident. Show management spends a great deal of time helping and encouraging exhibitors to up their game and placing them accordingly on the show map. The result is a treat for the senses and a thoroughly enjoyable and energizing experience.

NY NOW IN A NUTSHELLExhibitors: 2800 Product categories represented: Tabletop, gourmet, housewares, furnishings, textiles, baby, gift, personal accessories, personal care, handmade Location: Javits Center, New York CityWebsite: www.nynow.comNext show: August 15 – 19, 2015

RETAILERS Attend this show. . . • Because it’s in New York City!• To source fantastic indie lines• To find small labels not yet repped

in Canada• Merchandising inspiration

SUPPLIERSAttend this show. . . • Because it’s in New York City!• To source new lines for distribution• Booth display inspiration

A TRADE SHOW AS EXCITING AS THE CITY THAT PLAYS IT HOST

NowN

By Erica Kirkland

NEW LINES WE LOVED

Eat Sleep Doodle (Main Image)Doodle. Wash. Repeat. Creating and recreating custom works of textile art is a breeze with products from UK-based Eat Sleep Doodle. Each item – pillow cases, tablecloth, iPad cover, etc. – comes complete with a set of wash-out markers so your customers can make customised designs in their own style – over and over again. www.eatsleepdoodle.com

Lint + Honey

Imagine having to travel all the way to New York City to find a hot new Toronto-based talent! Textile designer Andrea Shum began her line of printed home décor goods in 2013. The hand-drawn graphics, combined with touches of gold foil branding, combine to achieve a perfectly imperfect harmony. www.lintandhoney.com Wine PuntsFounded in 2006, Colorado-based Wine Punts creates recycled drinking glasses from wine bottles supplied by local restaurants. Glasses are made using the bottom half of the bottle – the punt – while the top half is recycled. Every Wine Punt is handmade in Colorado. Etching service is available as are scented candles. www.winepunts.com


JABCO

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YolkFishTM

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CreamCrop

IN THE BUFFA serene and relaxing colour trend suited to a variety of interior decorating styles, sophisticated neutrals are getting gussied up for fall with warm metallic parings.

of the

Candleholder, metal wall spike, stacked pillows and decorative symbol, Bovi, 800-361-6695, www.bovihome.com; Pillow with heart, Lint + Honey, www.lintandhoney.com

HOT home décor trends for fall


Creature ComfortsDecorating with fur and leather, accented with rustic natural accents like antlers, is a home interior trend still at the forefront for fall. Modernize the look with glass accents and tables or go au natural.

Candle holder, Bovi, 800-361-6695, www.bovihome.com; Leather cushion and fur throws, Candym, 800-263-3551, www.candym.com; Feather print pillow, Lint + Honey, www.lintandhoney.com


Mad For PlaidTartans and plaids are front and centre of the fashion forecast for fall interior trends. Whether you decide to go punk by pairing plaids with shiny black accents or traditional by coupling tartans with cozy materials and textures, customers will be mad for plaid.

Pillar holders, Bovi, 800-361-6695, www.bovihome.com; Plaid pillows and throws, British & Irish Imports, 705-741-9449, www.biimports.com; Pillow (forefront), Candym, 800-263-3551, www.candym.com


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he ever-challenging scenario for successful retailing comprises ordering the right merchandise for delivery at the right time; to price it and put it on display as quickly

as possible, and to sell it at full mark-up in order to generate the cash flow required to resume the cycle. Unfortunately obstacles occur along the way resulting in stale merchandise not being replaced by fresh new skus, but none is consistently more serious, where cash flow is concerned, than quickly selling product at full price. The

long-term success for every retailer centres on a resolute determination to sell products quickly and a strict plan for determining how long each sku will stay on the shelf before initiating two short-term markdown periods (50 per cent and then 75 per cent).

When a sku hits the 75 per cent discount period, it has become a serious fiscal burden: i.e. it’s not producing the cash needed to place new orders required to create fresh merchandise displays.

Plain and simple, these “dogs” are crippling the future of the store, especially

StockTaking

Realising that the stock room door only swings one way is the secret to long-term success

By Marilyn NasonTinStore. Spring 2015 43

when core customers realize and spread the dreaded words: “Mary’s store never has anything new, so don’t bother to shop there.”

Even the most savvy, veteran retailers acknowledge that product cycles is one of the most difficult challenges. However, most good retailers have long since established a workable plan for how long each sku stays on the shelf.

All the logical ways of approaching writing a purchase order will still, all too often, result in some dogs. Here are some do’s and don’ts to follow when you discover a dud among your merchandise mix.

DON’TS

Put It Back When a retailer decides to give a dead sku a second chance by putting it back in the stockroom to be brought out again at some point, it compounds the problem. This frequently happens with seasonal merchandise with a shelf life pre-determined by the calendar. Many retailers convince themselves that Christmas merchandise can be safely stored in the stockroom for several months and returned to the shelves next September at full mark-up.

Retailers who follow this “fooling the customer” methodology soon discover their loyal customers have remarkable memories and that they actually recognize these second-chance skus as the products they saw last season but ignored and then watched as they languished on the shelves during the 50 per cent and then 75 per cent markdown.

Once they realize they’re self-destructing by filling their stockrooms with dogs, wise retailers quickly enforce the “stockroom door only swings one way” philosophy, i.e. they don’t let products back into the stockroom if they didn’t sell on the shelves the first time around.

Fall In LoveWhether a retailer loves purple or not, if their customers prefer purple, they need to suck up hating purple. The same philosophy applies to styles, such as nautical, traditional, embellished, etc. What customers want is what the retailer “wants”.

DO’S

Keep Searching While making every effort to keep stale, unwanted merchandise to absolute minimum levels, competitive retailers must always be searching for something new and different, no matter how elusive these items may be, because that’s what consumers are searching for when they shop.

Reward FeedbackActively encourage (and reward) employees to report every “do you carry” query.

SurveyDogs become a certainty when a veteran retailer assumes yesterday’s customers are still loyal. A savvy merchant constantly – formally and informally – surveys customers and calls once-loyal customers for their feedback. Constantly stay alert to who your core customers are, otherwise how do you know whom you’re placing purchase orders for?

There will never be a fool-proof method to guarantee which products sell at full mark-up, but keeping cash-eaters to a minimum is within your control. It requires a cold-blooded acceptance that dogs must go, but never back through the stockroom door into storage. Each sku should be held to the same standard as an employee. If an employee doesn’t achieve the goals expected, they’re fired. If the sku doesn’t sell, fire it!

The long-term success for every retailer centres on a resolute determination to sell products quickly and a strict plan for determining how long each sku will stay on the shelf before initiating two short-term markdown periods.


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Ambiente 2015

The world’s largest consumer goods trade fair is a sight for sore eyes

By Erica Kirkland


Ambiente 2015

t’s been a few years since I travelled to Frankfurt, Germany for Ambiente or sister show Tendence, the bi-annual trade shows produced by Messe Frankfurt. While editing Retail News for the

Canadian Gift Association, my presence was required at the Alberta Gift Show in the winter and in the summer I was at the Quebec Gift Fair in Montreal while Tendence was taking place. While I didn’t miss the long plan ride or the gruelling time zone difference, I did miss the awe inspiring factors of this impressive show - almost 5000 exhibitors, over 328,500 square metres of exhibitors, cutting-edge trend and product installations and the buzz of 135,000 visitors.

Ambiente provides a glimpse at the next season for all sectors involved in the gift, home and housewares industries. It’s here that the latest collections are on display from the biggest names in the business from all over the world.

The experience is like no other trade show. The aisles filled with the music of clinking wine glasses as exhibitors serve up refreshments (the norm rather than the

exception), access to a variety of eateries and restaurants – many in the middle of the halls, elaborate displays and booth installations which appear more like permanent showrooms than temporary set-ups and an amazing array of products in every price point and in every category for absolutely all manner of stores. When you’re at this event, you feel like you’re at the epicentre of the industry.

Independent store owners which can afford the business expense would be hard pressed not to come away from Ambiente – or sister show Tendence – at the very least tremendously inspired – by product displays and trend predictions, if not a few new lines to the plus. For Canadian distributors, the show is a must-attend in order to supply Canadian retailers with the hottest, latest and greatest manufacturers on the market. I saw a great many of them during my stay – and during a prolonged stay in the airport waiting for a delayed flight…

www.ambiente.messefrankfurt.comwww.tendence.messefrankfurt.com

LEFT As the largest and most important international trade fair for the industry, breathtaking and elaborate exhibits are the name of the game at Ambiente.

BELOWTrend installations at Ambiente are curated by renowned designers and given a prominent platform.

I


GLADTIDINGS

ELEGANT

With metallic sheens and stately outlines these holiday ornaments will bring good cheer to upscale interiors

1/ Antler ornaments, from $7 retail, Canfloyd, 800-263-3551, www.canfloyd.com

2/ Geometric ornaments, $15 retail, Indaba Trading, 800-746-3222, www.indabatrading.com

3/ Wine cooler, $110 retail, Design Home Gift & Paper, 800-663-9950, www.designhome.ca

4/ Opal onion ornament, $9 retail, Indaba Trading, 800-746-3222, www.indabatrading.com

5/ Votive holder, $13 retail, Abbott, 800-263-2955, www.abbottcollection.com

6/ Salt and pepper shakers, $56 retail, Design Home Gift & Paper 800-663-9950, www.designhome.ca

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Festive merchandise for the 2015 Christmas season

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TIDINGSTRADITIONAL

Familiar motifs and traditional Christmas colours are endlessly popular with Canadian customers

7/ Pillow, $50 retail, Abbott, 800-263-2955, www.abbottcollection.com

8/ Deer and bird ornament, from $9.95 retail, Paper E. Clips, 800-660-7068, www.papereclips.com

9/ Woodland Creatures ornaments, $12.70 retail, Design Ideas through David Youngson & Associates, 800-370-4857, www.youngson.com

10/ Motion globe, $280 retail, TurtleTech Design, 858-259-1370, www.turtletechdesign.com

11/ Mouse couple, $25 retail for set, Accent Imports, 800-263-3551, www.accentimports.ca

12/ Hand-painted planter, $45 retail, Design Home Gift & Paper, 800-663-9950, www.designhome.ca

13/ Old-fashioned tumblers, $4 retail each, Abbott, 800-263-2955, www.abbottcollection.com

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1-year subscription: $22.60 CDN includes GST Make cheques payable to InStore Magazine. Mail completed subscription card and payment to: InStore Magazine: 103 Niska Drive, Waterdown ON L0R 2H3

Payments received by June 29, 2015 will receive the next issue – Summer 2015.

4 issues a Year!

SUBSCRIBE TODAY!insight * inspiration * information*Don’t miss a single issue!Subscribe to InStore

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Rise to the TOPadvertise

The Definitive Resource for Independent Lifestyle Retailers

The summer trade show season is fast approaching. In this competitive industry, buyers have hundreds of suppliers to choose from. Affordable and effective advertising can put your company on the map and increase the odds that buyers will choose your company over another.

InStore is Canada’s only magazine for retailers selling giftware, home décor, fashion and lifestyle accessories, mailing to 12,000 stores across Canada four times a year.

Advertising InquiriesErica Kirkland, Publisher & [email protected]

Summer 2015 IssueBooking Deadline: June 12Material Deadline: June 19

Mailing Date: July 17

Reach 12,000 Buyers Prior To The Summer Shows


s we roll into the second fiscal quarter of the year, now is the time to review your first-quarter sales. Were store sales and foot traffic as you expected, and if not, why not?

Lack of foot traffic is often the result of ineffective promotion which in turns leads

to decreased sales. If your store is suffering from these symptoms, the tactics below will help get you back on track.

INCREASING FOOT TRAFFICDevote 20 per cent of your time each week to planning and executing marketing programs. (That works out to one day a week if you work five out of seven days.)

Plan one to three promotional events each month. These can be large or small and include seasonal launches, monthly product features, store anniversaries, customer appreciation days, product and service demos, clearance and sale events, flash sales, daily deals, local celebrations and traditional celebrations.

When your marketing calendar is complete, schedule in regular emails. Email marketing outperforms other marketing strategies because it speaks directly to the customer with a personalized communication. In addition to a monthly or weekly e-newsletter, keep customers advised of special promotions and subscriber-only deals.

BOOSTING SALESOnce customers start coming in the door, spend time observing them. (Resist the temptation to help – just observe.) Understanding why people don’t buy goes a long way toward improving your conversion rates.

If short staffing levels is one of the reasons people are not buying, adjust the staffing schedule, matching staff levels to traffic levels. This will go a long way toward improving your chances of converting more shoppers into buyers.

Can improvements be made to customer service? Teach your staff to be engaged from the moment a customer steps into your store. Their initial impression of the store and staff is what determines how the rest of the shopping experience will go. Are your sales staff confident, innately friendly, flexible, able to multitask, conversational, respectful, proactive and positive? In other words, do they understand that retail is a people business?

Spend one day this week working on your marketing programs to begin reaping results immediately.

Barbara Crowhurst is a business coach and store designer who works with clients around the world. www.retailmakeover.com

Barbara CrowhurstinSight

Getting Back on Track

ALack of foot traffic is often the result of ineffective promotion which in turns leads to decreased sales.

PLANNING FOR SUCCESSNow - after the first fiscal quarter of the year - is the time to check your results and adjust goals.


Trend AlertinStyle

Foxes, felines, canines and carnivores – no matter the species, our love affair with animals is apparent on everything from doormats and decorative accessories to travel accessories and paper products

animal magnetism

1/ Dog head, $12 retail, Abbott, 800-263-2955, www.abbottcollection.com

2/ Fox head, $114 retail, Indaba Trading, 800-746-3222, www.indabatrading.com

3/ Fox pouch, $18.50 retail, Indaba Trading, 800-746-3222, www.indabatrading.com

4/ Squirrel cushion, $25 retail, Abbott, 800-263-2955, www.abbottcollection.com

5/ Stag cushion, $60 retail, Abbott, 800-263-2955, www.abbottcollection.com

6/ Owl doorstop, $32 retail, Indaba Trading, 800-746-3222, www.indabatrading.com

7/ Koala cushion, $46 retail, Indaba Trading, 800-746-3222, www.indabatrading.com

8/ Doormat, Kikkerland through David Youngson & Associates, 800-370-4857, www.youngson.com

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instore spring 2015

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