Preview 2015 - Opal Candles from Vance Kitira

The new Opal Collection from Vance Kitira is an assortment of uniquely shaped pillars with rounded corners and a translucent, shimmering, jewel-like finish.

Each candle is unscented and available in 4 colors and 3 sizes.  The colors (from left to right) are Yellow, Pink, Gray and Light Blue.

The collection is created in a multi-step process that begins with a square candle of clear wax.  Vance then removes the candle's core and fills it with colored wax.  Once the colored wax solidifies, he removes the corners and right angles and paints each candle with an iridescent pearl finish.

The candle's color comes from the core layer of wax, but both layers will burn as one so that you have a clean burn during use.

If you're planning to attend one of the winter markets, you can find Vance in

• Atlanta - Americasmart Building 2, Showroom #1328B
• New York - Javits Center Booth #1002

I'm available to work with you at either location - just let me know when you're coming by so I'm ready for you!

Preview 2015 - Vintage Dictionary Art

New to market in January at the Werner Frank showroom is a charming, affordable wall décor concept called Vintage Dictionary Art. 

Each item is made from actual vintage Webster's Dictionary pages.  The golden patina pages are removed from the books by hand and printed with an extensive variety of images.  Pages are then mounted to a hardwood board and with a wooden hanger attached to the back for a complete ready-to-hang product.

It's perfect when you need a unique gift for someone - or when you are looking to bring some life to a small space.  Group multiple pages together to create a mélange in a larger space.

 

The company makes it easy for you to merchandise the line in a small footprint with the point-of-sale fixture above (also available as a 2-page display) that contains both your display and stock.  Or you may decide to group them together on a wall for maximum impact, suggesting how your customer can use them in their own home.

 

The opening order minimum is just 24 pieces. 

Preview 2015 - Abbott debuts their US showroom at Americasmart in January

At long last you will able to view the whole Abbott line in one place this January when the company opens its first US showroom at Americasmart in Atlanta!

The new showroom is #1233 in building 2.  It is conveniently located a few steps down the hall from the Werner Frank showroom and - even more conveniently for many of you - directly across from the ladies room. 

You can expect a grand opening that will make you take notice, and I will share the details as they become available.

The showroom is Abbott's first permanent presence in the US.  The company has long been a prominent player in the Canadian market and has won 2 awards as Best Supplier by the Canadian Gift & Trade Association.

Abbott's offerings extend across multiple product categories, allowing you a one-stop experience to cover your needs rather than scouring the mart to source out each category individually. 

The most extensive category is Entertaining (barware, serving pieces and linens).  You will also find a robust selection of decorative garden items, doormats, candleholders, vases, hardware (wall hooks and drawer knobs) and an extensive offering of coastal themed merchandise.

You may also be surprised that Abbott is a great place to find those unique, special items that are real "finds" and allow you a comfortable margin while setting your shop apart from your neighbors.

Click here to make an appointment with me to explore Abbott's new space - and to explore the neighboring Werner Frank showroom.

Preview 2015 - New Ginny McCormack cookbook & linens

For everyone who loves her original cookbook Sunday in the South, Ginny McCormack is publishing a new cookbook for 2015 called Seasons in the South.

Just like the original, it includes more delicious recipes that still only call for ingredients that are readily available at most markets.  She does not use hard-to-find items that require a separate trip to a specialty market - or an internet search to find out where to buy something obscure.

At the January market, she is also launching a companion product line called Southern Sisters.  The line of textiles features her signature No-Fuss fabric that is exclusive to her company.  It is engineered to have the look and feel of cotton but with the easy-care properties of spun polyester.  The fabric does not wrinkle, shrink or fade - ever.

Southern Sisters will include dinner napkins, placemats, table runners, tea towels and pillows in a beautiful array of solid colors and patterns.

If you're looking for a store event idea that will draw customers, Ginny LOVES to do book signings and is already filling her spring/summer schedule.  Now with 2 books and a linen line, her appearance is sure to create even more excitement!

If you're planning to be at the January market in Atlanta, come see the whole collection at the Werner Frank showroom in #1200 in building 2.

Click here to make an appointment with me to see this great new product - and all the others listed on the upper right of this page.

Do you have enough gift ideas under $25?

So November is only a week away - which means Christmas is only 8 weeks away.

You've likely seen retail predictions that this season will show a slight increase over last year, but that doesn't mean it won't be competitive.

Do you have enough gift ideas in the $25-and-under range?

Be ready to offer your customers instant gratification when they come to you with their shopping list of appreciation gifts.  How convenient if they can check off their entire list in your shop!  Of course, we all love those big ticket sales, but smaller ones quickly add up and often have better margins.

Here's a handy checklist to make sure you've covered these popular gift categories:

• Hostess
• Secret Santa
• Teacher
• Service providers (hairdresser, cleaning service, babysitter, manicurist, lawn care)
• Girlfriends
• Workplace
• Business colleagues
• Hanukkah
• STOCKING STUFFERS

No doubt you are already up to your eyeballs unpacking daily deliveries, so below are 10 quick suggestions from my line package.  Even if these don't fit the bill for your shop, you may find some inspiration for things that do.

D-ZINES & LETTERS - Monogram Keychains

- Order the prepack of 36 units (2 each of the 18 top-selling letters) for $234 and receive the display spinner FREE

- Add some non-monogram designs: anchor, bird on branch, fleur de lis, state shapes (all are available) and the new palm tree design

- All items are Made in the USA



 

GREENMARKET PURVEYING CO - Archivist Candle Collection

- Available in 12 Everyday scents and 6 Holiday scents

- 10-oz candle (shown) 

- 7-oz jam jar candle 

- 3-oz boxed votive

- Candles are a soy & vegetable wax blend - and are Made in the USA

 

VANCE KITIRA - Timber Pear Candles

- Available in 25 colors

- Unscented

- An enduring favorite - mix colors and sell as a duo or trio for a thoughtful gift that is still well under $25

 

VANCE KITIRA - Cybil Scarf

- Lightweight, all-cotton scarf can be used year-round

- Available in 6 two-tone color combinations

 

WIND & FIRE JEWELRY - Expandable Bracelets

- This item violates my rule because the retail starts at $26 - BUT it is well worth the extra dollar or so

- Quality alternative to that well-known competitor with the minimum order that is prohibitive for many gift retailers

- Extensive selection of charms, including monograms

- All bracelets are available in gold-plate or silver-plate

- Cost is $11.40 for the basic bangles in the photo

- Reorders are a snap with no minimum and 48-hour shipping

- All items are Made in the USA

 

SOUTHERN JUBILEE - Wax Seal Monogram Glassware

- Available in 6 sizes, each adorned with a pewter wax seal monogram

- Stemless wine glass is the best seller (middle of the photo) - order the prepack of 12 top-selling letters (4 of each) for only $336

- Lead time is about 2 weeks so you will want to stock up and not rely heavily on special orders as we get into December

- Woman-owned business that is committed to the independent brick-and-mortar retailer

- All items are Made in the USA

 

PARADE STREET - Boot cuffs

- Hot trend and just as likely to be an impulse buy as a gift idea (one for my friend, one for me)

- Available in 6 colors, sold in an assortment of 12 (2 of each color)

 

PARADE STREET - Carson Bag

- Lined microfiber tote comes with a detachable shoulder strap & an interior pocket

- Sold as an assortment of 8 colors but can be reordered by color

 

PARADE STREET - Coral Reef Bangle

- Resin bangle is another impulse item as well as gift idea

- Merchandise with "resort" items

- Available in 6 colors

 

BETSY DRAKE - Guest Towels

- Original designs from North Carolina artist Betsy Drake

- Always a useful gift for any occasion (not just at Christmas)

- Design themes include Coastal, Garden, Floral, Wildlife, Equestrian, Birds and Holiday

- All items are Made in the USA

 

If you want more information or want to see product before making a decision, I am always available to work with you in person, via phone, via email or via fax - whatever works best for you.  You'll find all my contact information in the sidebar to the right.

 

 

Greenmarket Purveying Co.

Are you looking for a scented candle line that is

• Not sold in big box stores
• Not already sold in shops all over your town
• Created from soy wax & all-natural fragrance
• Packaged in domestic glass & paper materials
• Priced to give you a good margin while maintaining a reasonable retail
• Made in the USA

If so, I am excited to introduce you to Greenmarket Purveying Company - the newest addition to my portfolio of lines.

Greenmarket's favorite candle scents are ones that smell genuinely like their inspiration rather than like a perfume or a chemist's engineered version.  You know - scents that smell REAL.

Greenmarket uses the most natural, American-made materials possible in crafting their candles, diffusers and soaps.  This includes using soy wax, all-natural fragrance and cotton wicks for the candles.  All products are created in the USA (Pennsylvania, to be exact) and even the packaging is USA-made!

The Archivist collection (pictured above) is the largest.  In addition to everyday fragrances, it also includes fall and holiday fragrances.  It is available as a 10-oz candle ($25 retail), a 7-oz candle in a jam jar with lid ($16 retail), 3-oz votive ($9 retail), diffuser ($16 retail) and a 4-oz handmade soap bar ($9 retail).

The Proprietary collection (above) is a group of 6 earthy fragrances that you will enjoy year-round.  It is available as a 10-oz poured candle ($25 retail), an 8-oz candle in a frosted jar with a lid ($16 retail), a 3-oz votive ($9 retail) and diffuser ($16 retail).

Other collections are Great Trees of the North American Wilderness (real scents from real trees), the My Day collection of scents based on fond memories, and the Balsam + Fig collection of slightly more exotic fragrances.

Yes, I do have product samples and fragrance samples to share with you so you can see the quality of the wax and smell the quality of the scents for yourself. 

The time is right for getting this on your shelves in time for holiday sales, and once you sell through your first order you can expect your reorder to ship quickly so you're not losing sales.

What's so special about Vance Kitira candles?

It's been almost 20 years since Vance Kitira, inspired by nature, created a new candle with a texture and look reminiscent of tree bark, thus launching his signature Timber candle series.  You and I (as retailer and sales rep) have watched this business grow over the years, and we often forget the unique qualities that made us embrace these candles in the first place.

Timber candles are the original hand-poured distressed texture candles.  Initially it was produced in only 3 colors: Brown Sugar, Moss and Wine.  Even though they are now available in 25 colors, those three original offerings still rank among Vance Kitira's best sellers!

How They Are Made

 

All Timber candles are hand-poured in Vance's native Thailand in a facility owned by his family.  His ownership allows him complete creative control as well as quality control.  In fact, he spends about half his time at the factory ensuring excellence on both fronts.

 

Vance's fully refined paraffin wax has been hydro treated to remove impurities and color.  The result is a wax that is clear as water, oder-free, food-grade and smokeless during burning.  Fine dyes from England and 100% cotton wicks from the USA are shipped to Thailand for the production process.

 

To enhance each candle's shelf appeal (and make sure it doesn't stay on your shelves very long) each pillar and taper candle is banded with a palm leaf ring and a distinctively tied bamboo skin that secures Vance's hangtag and adds value by telling the Timber story.

 

The result is a beautifully crafted candle presented at a remarkably reasonable and competitive price.

 

How They Are Used

 

As appealing as the candles look in your store, they come to life fully when in use.  Their warm glow and unique burn pattern enhance any occasion.  When burned correctly, the wax on the pillars will melt into the candle to create a luminary effect as it burns down.

 

This brings us to the question you and I both get asked frequently - are Vance's candles dripless?  You can answer "yes" with confidence, but there is one caveat.  The end user needs to keep the burning candle clear of any drafts like those created by air-conditioning/heating vents and ceiling fans.  The moving air will unsettle the hot wax, changing the burn pattern and likely leading to drippage.

 

Timber candles should never be placed directly on a fabric or furniture surface.  Timber candle wax is saturated with color, and the dye may seep into wood crevices or leave color on fabric or synthetic surfaces.  This differentiates Vance's candles from less-expensive options that simply apply a layer of color over standard colorless wax, resulting in a red candle that is only red on the outside.

 

All Timber candles are unscented, making them ideal for entertaining or any event involving food service.  The long burn times mean your customer can light the candle once and not worry about it again.

 

Whether you're cozying up with a warm blanket and a good book, hosting dinner for 12 or planning an event for 250, Vance Kitira candles can create a mood that is tranquil, romantic or festive.

 

Sizes...including the Timber Pear

 

Timber candles are available as tapers, pillars and in the popular pear shape.  They are also available in limited colors in a goblet style, votives and an oblong multi-wick brick shape.

 

Much like the original Timber candles, the Timber Pear candle was introduced in 3 colors - only to take on a life of its own and become Vance's best-selling item for the last 4 years running!  Pear candles are a cost-effective way to get customer feedback on new colors.  You can also use them to add a punch of color (like pink) if you don't want the whole size assortment in that color.

 

I have seen many successful Timber candle displays, and the most common thread is that retailers group them together in a "I carry Vance Kitira candles" statement.

 

(Photo from urban merchant in Lynchburg, Virginia)

 

Let me know how I can help you grow your Vance Kitira business and make this holiday selling season a hit.  I'm available to work with you in person (with color samples), via phone, via email, via fax - whatever works best for you.



First Look: Southern Jubilee

 

Southern Jubilee is a unique new glassware line that made its market debut at the Werner Frank showroom in Atlanta during the July market.  Each glass is made in the USA and is enhanced with an individually handcast pewter initial reminiscent of wax seals.

 

Glasses are available in 6 sizes:

• Stemless Wine (#1 seller)
• Wine with Stem
• Double Old Fashion
• Ice Tea
• Pilsner
• Flute

 

It's easy to get started when you buy one a prepack of the 12 best-selling initials in any size.  If you want a broader monogram assortment, you can choose a prepack of the 18 best-selling initials instead.

 

Southern Jubilee is committed to the independent retailer and even has a policy of selling only to retailers who maintain a brick-and-mortar storefront.  They want to avoid selling their product to customers who sell through third-party sites such as Amazon.  Of course, they have no objections if you sell it on your own store's website.

 

 

The company also offers territory protection based on the breadth of product you stock and the dynamics of your specific trading area.  We make that decision in partnership - you, me & the company - so that nothing is arbitrary and conflicting accounts do not slip through the cracks.

 

The owners are more concerned with the quality of accounts rather than the quantity.  We want to partner with retailers who understand the importance of stocking product and who are likely to be long-term accounts rather than one-hit wonders.

 

If you're ready to introduce this exciting new line to your customers, I'm here to get you started and am committed to your success with it.  Below is a photo from one of their suburban Atlanta retailers if you want an idea of how easy it is to display.

 

 

Southern Jubilee is a woman-owned company based in Marietta, Georgia.  It is the creative brainchild of two friends who decided to direct their talents into developing their own product line.  One of the owners - Connie Shiplett - may be familiar to Richmond retailers as she used to own Sycamore Gifts in the Gayton Crossing Shopping Center before she relocated to Atlanta.

Betsy Drake

 

Betsy Drake Interiors is an exclusive line of home décor featuring the original artwork and designs of North Carolina artists Betsy Drake and R.B. Hamilton.

 

The line includes indoor/outdoor pillows, wall art, guest towels and tableware - all adorned with the artists' realistic renderings of sealife, wildlife, florals and scenes inspired by their travels.

 

The large indoor/outdoor pillows pictured above are versatile, equally at home enhancing your interior or adding life to an outdoor setting.  They are constructed of printed outdoor, fade-resistant fabric for years of wear and enjoyment.

 

 

Floor mats are made of synthetic washable material that will stand up to years of wear with a non-slip rubber backing.  They are now available in 2 sizes - the original 18" x 26" and the new larger 30" x 50" size.

 

Guest towels are machine washable and wrinkle-free, measuring approximately 20" x 20".

 

All Betsy Drake items are made with pride in the USA.  Orders of $1000 or more are always shipped freight free.

 

Bentley - Monogram Drinkware

There is a hidden gem called Bentley Drinkware that I discovered when I joined the Werner Frank showroom earlier this year.

Bentley products are made in the USA of durable plastic that is BPA-free and dishwasher safe.  All items are guaranteed for life and will not break, crack or cloud.

Tumblers and serveware are available in 21 colors and can be ordered either as blanks or the more popular monogrammed option.  You can choose from 20 colors of monogram in either Script (pictured above) or the more masculine Block (shown below).

Embellish the best-selling 20-oz tumbler with a bit of ribbon (not included) and you have a girlfriend/teacher/hostess/groomsmen/volunteer gift for $7.95.  That's a functional, personalized gift for under $10. 

 

Granted, it isn't Tervis - but it also isn't $16.99 and in the big box stores.

 

It's easy to get started with Bentley's prepacks.  One set of 20-oz tumblers (one each of the 18 top-selling letters) is only $49.50.  You'll want more than one, of course.

 

Start with 3 prepacks of the 20-oz tumbler (your choice of colors & fonts).  Then add some additional units in the most popular initials.  Round out your presentation with a couple of pitchers and trays.  With only a $200-$250 investment, you're now in business! 

 

As one of my fellow sales reps says - STOCK IT WELL & PUT A BOW ON IT!

 

About Me 2.0

Since my last "about me" post was written several years ago, I thought it best to replace it with a more current post.

2017 marks my 20th year in the gift industry!

My career goal when I went to college (Virginia Tech, thanks for asking) was to enter the management training program with Thalhimers department store in Richmond, Virginia, and work my way up.  My college years coincided with the era of department store merging and rebranding, however, which caused a retail earthquake that led me down a different path.

My wholesale career began in 1997 as the showroom manager for a rep group in Los Angeles.  Before that my background was in retail management for Macy's, Timberland and Bloomingdale's.

After several years and some invaluable mentoring from an industry veteran, I went out on the road full-time for that same group.  My territory was Palm Springs and Las Vegas.  Good times!

Then I scratched the itch to return to my hometown in Virginia and open my own gift shop.  In 2005, I went out on the road again to work an entirely new territory with entirely new customers.

My business now is a combination of companies I represent on my own and companies I represent through Knack.

The industry has changed tremendously over the years.  Some changes are sad (as when prominent retailers and suppliers go away) and some are exciting (new technology and social media).

Even when the economy is robust, business is challenging.  Some days are exhilarating. Some days are frustrating.  But it's never boring and if you're like me you wouldn't have it any other way.

Flower District by Lady Primrose

New from Lady Primrose for 2014 is Flower District, a home fragrance collection inspired by the vibrant colors and fresh floral scent of New York City's century-old flower market.  The fragrance has notes of fresh green foliage, garden flowers and sweet woods.

The collection includes:

• 14-oz Boxed Candle
• Reed Diffuser
• 4-oz Room Spray
• Fragrant Sachet pouches topped with an assortment of flowers

It also includes coordinating manicure sets in both pink and orange.

The special is open to retailers who are not currently Lady Primrose accounts, and you do not need to buy into the entire line to stock this collection.  For only $276, you can add a splash of color to your spring merchandising and receive a case of room sprays FREE!

Turqesa by Lady Primrose

New from Lady Primrose for 2014 is Turqesa, a bath & body collection inspired by the ocean.  The fragrance is a blend of crisp clean citrus, green tea and cedar woods - making it a suitable choice for both men and women.

The collection includes:

• 8-oz Lotion
• 8-oz Bath & Shower Gel
• 8-oz Hand Wash
• 14-oz Boxed Candle
• Travel Set (2-oz Lotion, 2-oz Bath & Shower Gel, 2 Soaps, 1 Lip Balm)

Also part of the collection is a set of 4 coastal-themed guest towels, each hand-embroidered with French knots and adding a touch a whimsy to your bath.

The special is open to retailers who are not currently Lady Primrose accounts, and you do not need to buy into the entire line in order to stock this collection.  For only $314, you can have this fresh new grouping on your shelves and expect to reorder quickly.