Ready for some exciting news from Vintage Reef?  New for spring - the expandable bracelets are now available in a polished silver finish! 

You know what that means?  All you retailers at the beach and along the bay who weren't keen on the antique finish and didn't buy last summer can expect to hear from me again in 2016.  That objection is now moot!  Remember that the line is developed by a retailer (who also sells them in his own store), so you can be confident that they will sell for you, too.

There are also some new display fixtures to accommodate the new necklaces (more on that in a future post), and you can qualify for free displays with an order of only $250.

Ready to preview what's new for 2016?  EVE Products is making its US market debut next month at Werner Frank.  It's the first branded line of natural cork fashion accessories - handbags, business bags, wallets, jewelry & belts - crafted of cork fabric from Portugal.  The material is soft, lightweight, durable - and waterproof!

You really need to see - and touch - them in person to appreciate how special they are.  Come see me in Atlanta next month at Werner Frank (#1200 in building 2) OR let's make plans to meet in your shop.  Be one of the first to offer this new brand with lots of growth potential.

Abbott Tuesday - Soap Dishes

Chances are you carry at least one line of luxury soaps in your shop - and probably 3 or 4.  Do you also sell soap dishes that are worthy of your soaps?

This week's Abbott feature focuses on their selection of beautiful soap dishes that have as much decorative appeal as they have function.  Whether your customer is buying luxury soaps for personal use or as gifts, you can suggest a soap dish as an add-on. 

27-LAVATA - Antiqued Bird Soap Dish

When buying for personal use, the soap dish add-on is a quick way to spruce up the powder room and so much more cost-effective than new lighting or paint!  If they are buying your soap as a gift, the addition of a soap dish adds a personal touch that says "I chose this with you in mind at my favorite local store" instead of "I picked up the quickest grab & go I could find at the big box store."

Speaking of grab & go, you can win over frazzled shoppers if you personally prepackage your soaps with soap dishes (even if they are not from Abbott) especially during 4th quarter.  Use something as simple as some cellophane and ribbon or something more elaborate if that's your shop's style - making sure your store name is attached - to dress up the combination and price as a single unit.  It becomes a unique gift they can only buy from you and simplifies the transaction for your customer and for you as a merchant.  A pre-wrapped sale is a quick sale!

The antiqued bird soap dish (pictured above) is a white ceramic holder that will likely enhance most any soap you sell.  It measures 5" long to accommodate larger European style soaps, and the beautiful detailing makes a welcome "ta da" in the powder room.  Retail it for $14.  

27-MARSEILLE - "Savon" Embossed Soap Dish

You can easily add some French flair (especially if your soaps are French) with the "Savon" embossed dish pictured above.  This one is fashioned of durable white porcelain with intricate edge details.  It measures 6" in length.  Retail it for $15.

27-TUB - Bathtub Soap Dish

If your soaps call for some vintage charm, consider the footed bathtub soap dish - which happens to be my favorite.  This ivory ceramic piece fits any decor with its clean, straightforward design.  It is deep enough to cradle large soap bars and measures 5.5" long.  Retail it for $12.

Are you planning to attend the Atlanta gift show next month?  Please include the Abbott showroom on your itinerary -  showroom #1233 in building 2- where the extensive Abbott catalog comes to life!  Click here to make an appointment with me - I'd love to walk you through it!

I'm your new sales guy for San Diego Hat Co.

Today is the day I get to announce that I'm your new sales guy for San Diego Hat in central & southern Virginia, and I couldn't be more thrilled about it.

Even though the Fall/Winter book is out, you can still order from the Spring/Summer book.  I get weekly updates on availability so we're sure you're ordering merchandise that can ship right away.  You can introduce the line this summer - it's not too late - and transition seamlessly into fall with an opening order of only 12 pieces!

Not familiar with San Diego Hat?  Allow me to introduce you.

You will find a broad selection of on-trend, well-priced hats and accessories for women, of course, but also for men & kids.  Even the headgear that is designed for function still has plenty of style.  You'll find fedoras, caps, beanies and more.

Bay Sky is the women's accessories collection, always showcasing the latest trends in luxurious fabrics & styles.  Here you'll find scarves, infinity scarves, bags and knit gloves.

Four Buttons is a collection created for your more price-conscious customers.  These items maintain all the quality of the regular line without the bells & whistles that enhance it. 

Oh, and the kids collection?  You're going to love it!

That's the Reader's Digest version of the line, but there is so much more than I can tell you about here.  While you may not be excited when you hear "hats," I believe you will change your mind and embrace the category as a profit-center for your shop once you really take a look at it.

Are you planning to be at the Atlanta gift show next month?  San Diego Hat has a showroom in building 3, and if you know when you'll be in that vicinity I'm eager to meet you there and introduce you to this exciting addition to my line package!

Preview Fall 2015 - Gemstone Candles from Vance Kitira

New for Fall 2015 - Vance Kitira introduces the Gemstone candle collection!

This new collection is available in 4 rich, vibrant jewel-tone colors and enhanced with either a gold or pearl finish.  The facets on each candle are cut by hand, making each piece a one-of-a-kind creation, before being meticulously brushed by hand with the gold or pearl finish.

You can offer both sizes to encourage customers to use both heights to add interest to their décor.  The small size measures 3 x 4" and the large one is 4 x 8".

The four available colors are

• Amethyst (with pearl finish)
• Ruby (with gold finish)
• Smoky Quartz (with pearl finish)
• Topaz (with gold finish)

Each one is hand-crafted in Thailand to the same quality standard as Vance's signature candles, using the same quality wax and 100% cotton wicks from the United States.

All Gemstone candles are unscented, making them suitable for all entertaining scenarios.  The glass tray in the photo is also available through Vance Kitira.

Are you planning to be at the Atlanta or New York shows this summer?  Please include Vance Kitira on your itinerary.  In Atlanta, find us at #1328 in building 2.  In New York, it's booth #1002 at the Javits Center.  I will be at both if you want to make plans to meet.

SPI Thursday - Door Knockers

In this week's SPI Home feature, we return to functional items without losing the fun.

Item #34127 - Squirrel Door Knocker

You may not often hear "I'm looking for a new door knocker" when you chat with your customers, but that doesn't mean they can't fall in love with one and decide it's the finishing detail they absolutely need for their home.  This category is another example of things your customer didn't know they needed until they saw it in your store.

SPI offers several designs in door knockers to capture your customer's imagination.  The squirrel design (pictured above) may look familiar as he or she (Bruce/Caitlyn - take your pick) graces the cover of the 2015 catalog.  It measures 9.5" in length so it's clearly a statement design element and is made entirely of aluminum.  Retail it for $59.

Item #50866 - Frog & Branch Door Knocker

The frog & branch knocker (above) is made of cast iron with a patina finish.  He or she (again) is 6.5" tall and still a prominent functional ornament on the front door.  You can retail this one for $25.

Item #33281 - Duck Tape Door Knocker

You may remember the duck tape design from some bookends I featured a few weeks back, and you can also offer your customer the same whimsy in a door knocker (above).  Like the bookends, this duck is crafted of solid brass so you can imagine how powerful the knock will sound when a guest uses it.  The sound will echo throughout the man cave.  Similar to the frog & branch, this one measures 6" tall.  Retail it for $69.

Are you planning to attend the Atlanta gift show next month?  Please put the Werner Frank showroom (#1200 in building 2) on your itinerary where you can see the entire SPI Home line and all the other companies I represent through them.  Click here to make an appointment with me. 

5 Hidden Values Your Sales Rep Provides

This post is a collaboration with Annette Klaus, a fellow sales rep who covers New Jersey for several of the same lines I represent.  You can reach her at (609) 268-5786 or giftsnj@yahoo.com.

When my friend Annette shared a recent experience with me, I sensed an interesting blog post and asked her to brainstorm with me to flesh out our thoughts on the topic.

Annette visited a customer who does business with her vendors but does not order with her, so she decided to ask him directly if he ever works with his sales reps.  He responded, "Sure, I work with reps when they provide value."  Her subsequent chat with him was enlightening and led to some insights.

Don't we all?



Eleven years ago, I opened a retail store and can remember two specific instances where a sales rep was the difference between success and disappointment.

I decided to stock Byers Choice carolers during a period when Byers Choice had eliminated sales people and handled accounts in-house.  I spent several thousand dollars of my budget unwisely because I got no guidance on building my assortment.  Soon after I opened, the company re-hired its road force.  By that time, however, I had so much money tied up in slow-moving inventory that I didn't make a proper investment in new introductions.

On the flip side of that coin, I also decided to carry Crabtree & Evelyn and had the great fortune to work with Mary Anne Kauffman - who convinced me that I really did need to stock the Gardener's Hand Crème despite my resistance.  I still remember the expression on her face when she gently prodded "People will ask for it."  She was 100% correct, and I'm so grateful for her advice. 

Our companies hire us for the same reason you as a retailer hire store associates.  You cannot do it all and need to stay focused on managing - and growing - your business while sourcing new product that will keep your assortment fresh.  Manufacturers hire us so they can spend time managing their businesses and developing new product so they can provide you with fresh product each season.

You know you are.

Annette and I pared down our thoughts to identify 5 ways your sales reps provide value that are not so obvious.

1.  We are your eyes and ears in the marketplace.

We gain broad exposure to other retailers and suppliers because we are in stores daily.  We are happy to share clever display ideas, sales success stories and out-of-the-box merchandising tips.  We can also answer that FAQ "What are other retailers selling this for?"

In addition to traveling our territories, we work gift shows and learn quickly what's hot and what's not.  We get to connect with retailers from outside our territories who are eager to share their own success stories that we can pass along to you.

While working at Vance Kitira's showroom in Atlanta a few seasons ago, Annette and I observed a savvy buyer who put together some candle colors in a unique way that even Vance himself had not considered.  We were able to suggest that idea to our own retailers when selling on the road.  The assortment was so well-received that Vance added it to his line as a gift set the following season.

2.  You can benefit from the relationships we cultivate with our companies.

Experience teaches us the quirks of each company so we can navigate them to keep your business running smoothly.  Many times we don't even bore you with the details - we just do it!

A few examples of how your sales rep can build a bridge to get you solutions:

• We know which company policies can bend - and the ones for which we can get an outright exception
• We know who can get your credit terms set up quickly so your order is not delayed
• We can get claims expedited so that we can get all get it off our desk
• We can advise you when a vendor is shipping slowly during the holidays so you can order early and prevent lost sales
• We can advise you when a company ships promptly during the holidays so you don't need to pack your stock room

Allow us to be your problem solvers.  You'll find that we can be proactive and anticipate - even prevent - problems before they occur. 

If you don't order with us, we don't always know how to prevent problems by going to bat for you with the vendor.  If you do, we can get ahead of the potential problem and avoid hassle for you.

Below are 3 examples from my career when I was able to utilize my good relationship with vendors to provide additional value to my customers.

1. A retailer needed some items for Christmas, but the vendor was out of stock until the new year.  Because I've worked with the company for years, I was able to locate the exact items she needed, have them shipped to me and delivered them to her with several days to spare.
2. Another retailer was about $1,000 shy of maintaining her platinum status (and the benefits that came with it), and I was able to alert her in early November so she could qualify without any last minute scramble.
3. A loyal retailer was waiting on some special order items just 10 days before Christmas from a jewelry company that was alarmingly behind on shipping and low on stock.  She allowed me to manage her special orders and through daily phone calls and updates from the vendor, she had everything in-hand by December 23rd and didn't disappoint any of her customers.

3.  Just like you, we are local small business owners.

Even when we don't live in your community, it's likely we contribute to your local economy when we stay in hotels, buy meals and fill our gas tanks.  We also pay the same state taxes as you do, and believe me we make many deposits into the state's gas tax coffers.

Since we're able to visit your store, we gain a clearer understanding of your business and your vision.  That means we pre-shop our line package and come prepared so that we don't waste your time showing product lines that don't fit your shop.  We can also direct you to regional best sellers that are probably different than a company's nationwide best seller list.

Don't tell our manufacturers this, but if you are pondering an item that we know is a slow seller we will advise you not to order it.  That doesn't make us special - any good sales rep would do the same.  We don't want to see our merchandise on your markdown table on a future visit.  Yes, it stings.

You're also likely to reach us outside of traditional office hours.  I've gotten calls on weekends where I was able to answer a question or solve a problem right away.  When a company is in a different time zone that makes it inconvenient for you to connect, just put your issue on our plate and don't fret about it.

We're aware that companies are making it easier for you to order online these days.  It's so convenient, isn't it?  Please remember, too, that companies such as Amazon and Wayfair are making it easy for your retail customers to do the same.  That money does not return to the local economy.

4.  We can prevent product from getting saturated in your area.

Our companies rely on us to understand our particular markets.  They cannot know the dynamics of all trading areas and make informed decisions on whether an area can support multiple accounts.

To the extent that a vendor supports our efforts, we monitor which retailers carry our lines in each area to avoid opening new accounts that create a conflict.  If you aren't working with me, then I don't know to refrain from showing my lines to your neighbors.

We know how important it is for you as a specialty retailer to offer unique product that makes you stand out and makes customers return to you instead of drifting to your local competitors.

Annette and I both have declined new accounts to avoid conflicts with existing customers - even though it is not always in our best interest financially.  Do you know how often this happens and we don't tell you?

It is easier and more cost-effective for us to build one committed retailer for a line than work on several smaller ones.  In return for this consideration, we ask that you make a broad and conspicuous presentation.   Allow us to work with you, and we can agree on a reasonable area of exclusivity.

Of course there are product lines for which this doesn't make sense, and sometimes a company has no policy except "ship any order we can get."  We can still manage how it is being priced since many companies expect accounts to abide by their MAP pricing.

5.  We bring you lines first - or ones that you won't find at market.

As we write this, Annette and I represent 2 lines who do not show at market.  Anywhere.  You won't find them at a gift show this summer - and neither will your neighbors.  We want to show them to you first so you can offer your customers another fresh, unique product or (in one case) custom products.

As independent reps, we are always on the lookout for new lines and have the luxury to work only with companies we believe in.  We attend markets and build networks to connect with product lines that we believe will be hits.

If you're not working with your reps, you may miss out on being the first to see new companies that grow into real profit centers. 

We appreciate the store owners who support our efforts and take chances on our new companies.  Thank you for helping establish these product lines and securing your status as an early adapter. 

The new way of building your business

In the modern world, our role as sales people is evolving just as your role as a retailer is evolving.  And just like you, we are looking for ways to create more value for our customers - while social media and communications technology keep changing the way we interact.  It's an exciting challenge that can be frustrating at times when we believe we have mastered technology only to have something new introduced!

Thank you to all the retailers and other businesses who partner with us and allow us to evolve together.  The sales chain means that if we make it easy for you to build your sales, we're simultaneously building our sales.  Even though we work different segments of the industry, our common goal is always sales.

Abbott Tuesday - Wake Up & Cheerio

Add some life to your breakfast every morning with today's Abbott feature - the Wake Up mug series and coordinating Cheerio bowl series.

27-WAKE UP/11 - Coil with Flower

The Wake Up mug is available in 12 patterns that offer pretty vintage-style designs that match the retro charm of the past with a modern sensibility.  These mugs will bring a smile to your face each morning - even before you fill it with coffee or tea.

27-WAKE UP/08 - Daisy

You can retail the mugs for $10.  Each one holds 8 ounces.

27-CHEERIO/11 - Coil with Flower

The Cheerio series of bowls is available in all the same patterns as the Wake Up mug, so you can either create sets or an eclectic mix-and-match setting.  While great for cereal in the morning, they also make fantastic ice cream bowls.

27-CHEERIO/08 - Daisy

You can retail the bowls for $13.  Each one has a 5" diameter - a substantial size.

 

Know what the best news is?  They are sold in case packs of 4 - of the same design!  That's right - they are not sold as assortments that leave you with odds and ends, heavy on the slow sellers and light on the best sellers.  

 

Planning to be in Atlanta next month?  Let's make plans to meet so you can qualify for Abbott's show special.  We can walk through the entire line at their showroom #1233 in building 2.  Click here to make an appointment with me!

 

Why do sales reps want you to make appointments with them at market?

This post is a collaboration with Amy Fay Chandler, a fellow sales rep at Werner Frank.  When I say collaboration, I mean she allowed me to use some of her thoughts - sometimes verbatim - and asked me not to credit her, but I'm doing it anyway.

With the summer gift shows on the horizon, no doubt you are fielding calls from your sales reps about your plans - and asking you to make appointments.

And you're wondering why we always ask you for an appointment even though you never make them.  It's not just because our manufacturers are asking us how many appointments we have.  It's also so we can be prepared for you and not waste your time.

Can you imagine trying to tell your customers about all the products in your store - without being in your store? The gift shows are to you what your store is to your customers!

Market appointments are smart when you know your representative will be prepared for you just like you prepare for your customers.  Don't you save your customers time when you work with them?  Don't you make sure they know about any specials you're offering so they get the most for their money?  Of course!  The same is true when you allow me to work with you at market.

Your market time is valuable, and you spend a considerable sum of money to attend (as do your sales reps).  If you include me in your plans, I pledge to be a good steward of your most precious resources - your time and your money.

My preparation begins when you commit to a meeting.  I take the following steps to make sure I'm ready for you when you arrive.

• Review your sales history and create a report for your shop
• Compare your sales history with best seller lists to identify any missed opportunities
• Pre-shop the showroom with your store in mind to make sure we don't miss anything
• Make notes of questions to ask you - especially if we have not worked together extensively - to make sure I'm not wasting your time on product that is not likely to make you money

You can make your market trip efficient with some simple preparation, too.  (Even if you don't work with me, these are useful practices):

• Write your must-have reorder list and bring it with you, then we can build on it with a focus on the abundance of NEW product which is what you're really there to see
• Review the list of lines I represent (on the right-hand sidebar) to see what vendors I represent and what show specials are available.  Tip: check back before market as there may be late additions at Werner Frank
• Write down your questions as you think of them so you don't worry that you will forget to ask
• If you know you're interested in a new line, alert me beforehand so we can make it a priority.  All information is welcome and helps me make your visit more efficient.
• Let me know of any special needs you have.  FYI...wine is not considered a special need and is always available at Werner Frank

In Atlanta, you are most likely to find me at the Werner Frank showroom (#1200 in Building 2, right by the elevators) where you will discover new lines that allow you to be first-to-market with some up-and-coming suppliers who can keep your shop's assortment unique.

In addition, I can also work with you at the Vance Kitira (#1328B in Building 2) showroom and the Abbott showroom (#1233 in Building 2).  I'm not able to work with you on Paddywax or Studio Oh, but both companies provide me with extensive sample kits that make it easy to show you the line and write an order once you're back home - or even before you leave for market!  You can still qualify for their show specials.

I'm making appointments now and would be thrilled to have you on my calendar.  Even if you don't want to commit to a specific time, it helps to know a time frame or even what day you plan to come by.  It allows me to be expecting you and stay as available as possible.

If you do want to set a specific time, you can call, email or text me with your plans.  Werner Frank even has a nifty scheduler that allows you to see my schedule and set an appointment without contacting me at all.  Click here to have a look at it and find a time that works best for you.

It's always a privilege to work with you, and I appreciate your continued support.

SPI Thursday - Leaf & Sun Face wall hanging

Item #33759 - Leaf & Sun Face wall hanging

This week's SPI Home feature is one of the sun face wall hangings from their collection of 7 designs.

The sun face symbol originated with the Zunis, a Native American tribe.  According to the website Ancient Symbols:

The Sunface is an important cultural symbol of the Zuni people and represents the Sun Father, one of their three main kachinas or deities. It is found in all sorts of Zuni art objects, from jewelry to fetishes to rugs to pottery.....For the Zuni, the Sun symbolized abundance, continuity, stability, positive energy, hope, happiness and peace. They associated it with warmth that made life and growth possible and believed it brought playfulness and joy to children, and good fortune and prosperity to families.

Sounds a bit like the definition of home, doesn't it?  And so much more meaningful than the traditional welcome mat at the front door.

SPI casts its sun face decor in aluminum, making the collection suitable for outdoor use (but not limited to it).  The style in the above photo measures 26" (height) x 27" (width) - sizeable enough to make a statement without overwhelming it.  This particular one also has the interesting detail of a leaf comprising half of the face.

Retail it for $125 and stock it year-round, showing your customers how they can add character to their outdoor space regardless of season.

There are 6 other designs in the collection, along with one that has a moon face with stars and another that incorporates the sun, moon and stars.

See them all - and the rest of SPI - at the Werner Frank showroom in Atlanta next month during the summer gift show.  If you want to make the most efficient use of your time, click here to make an appointment with me.

Abbott Tuesday - Reef apothecary jar collection

(L-R) Item #27-REEF/1159, 27-REEF/1136, 27-REEF/1143



Capture the romance of the sea and enhance your home with this week's Abbott feature - the Reef apothecary jar collection.

 

These glass jars are available in 3 sizes with 6 designs.  The soft colors will add serenity to your décor while the size will make a quiet statement that is more like a calm surprise than a cry for attention.

 

The coral design (above left) and octopus design (below) are both 13" tall, making them welcome additions in any space that needs large scale accessories.  The angelfish jar (above right) stands 11" tall, and the puffer fish jar (above middle) measures 8" tall.

 

Octopus designs are still growing in popularity, and I'm a big fan.  Coral has become a classic design element with no expiration date.

 

Item #27-REEF/1156

You can retail the 13" version for $85, the 11" version for $65 and the 8" version for $39.

Planning to be in Atlanta next month for the gift show?  Let's make plans to meet and look at the whole line.  Abbott is offering a show special this season where you can choose either a 10% freight cap or a 5% merchandise discount on your show order.  Click here to make an appointment with me.

It's June 1st - time to start planning for fall

It's June 1st!  For normal people, that conjures visions of summer vacation, kids out of school, flip flops, cookouts, convertibles, 70s music (okay, maybe that's just me) and bodies of water.

In our biz, though, it also brings the excitement of new product introductions for fall, travel to market and the thrill of finding those stocking stuffer items that will make your Q4 business shine.

Just because life's pace slows down doesn't mean there isn't plenty to do.  Take this time to review your spring business.  What worked well for you?  What didn't sell as well as you expected?  What were your customers asking for that you didn't have - but want to have on their next visit?

You have probably placed your orders for holiday-specific merchandise.  Now is the time to plan your smaller gift items - the stocking stuffers, the office gifts, the secret Santa gifts - that can make or break your holiday sales.

There's just as much excitement over on my side, as well.  My biggest news is that I'm adding a major line to my package on June 15th but cannot officially announce it until then.  If we chat before then, though, you can likely wheedle it out of me. 

My current lines will also be adding product, and Werner Frank will be adding some exciting new lines.  You can expect a series of Fall 2015 Preview posts here with highlights of what's new.  The Abbott Tuesday and SPI Thursday series will also continue.

All that is exciting, but I know what you're really wondering - what are the show specials?  As they are announced, I will be posting them in the Specials section on the right sidebar.  Many show specials run for the duration of market season, so you may be eligible even if you don't write your order during a show. 

If you have plans to attend the Atlanta show or New York show (or both), I'm available to work with you at either one.  In Atlanta, I can work with you in the Werner Frank showroom, the Abbott showroom, the Vance Kitira showroom or my new line's showroom (hint: it's in building 3).  In New York, I can work with you at the Vance Kitira booth, the Paddywax booth, the Studio Oh booth and my TBA line's booth.

For a few companies, I expect to have samples and sales materials prior to market if you prefer to meet beforehand and get your orders in the queue ahead of the crowds.

Take time this summer to review your business and recharge your battery so you can face the fall secure in the knowledge that you are going to meet all your customers' needs.  I look forward to working with each of you to help make that happen!

SPI Thursday - Frog Themed Garden Sculptures

So far on our SPI Thursdays journey, we have visited unexpected product categories with an emphasis on functionality.  On some occasions, though, it is enough that an item's function is to make us smile and inspire introspection, and these garden art sculptures do just that.  And, really, isn't that just as useful as any kitchen utensil from Ladles & Linens?

Item #33834 - Frogs on Porch Swing

Before I get charged with plagiarism, here it is directly from the SPI catalog:

Liven up your garden with the best conversation starter: our frog.  Surprisingly versatile, this amphibian is capable of flying kites, traveling first class, meditating, and even drinking a glass of wine on the porch.  Endearingly cute, SPI frogs make any garden feel warm and inviting.

Frogs - especially happy SPI frogs - sell because frogs (the actual animals) are harmless and don't eat your plants or leave surprises in your yard before they go on their merry way.  My dog is fascinated by frogs and even though she is nearing 14 years, she still doesn't understand why they won't play with her.

The Frogs on Porch Swing sculpture above is one of my favorites because it evokes those kind of lazy, humid summer weekend afternoons when you've accomplished all your chores and are able to relax and enjoy your garden.

This set is made of aluminum and iron, both of which are suitable for outdoor use.  It measures 27.5" high and 25" wide - so it's definitely a statement piece that wants to be the center of attention.  The depth is 17.5".  Retail it for $299.

Item #33671 - Fishing Frog Mama & Baby

The Fishing Frog Mama & Baby (pictured above) is a 2-piece set that captures a special summer ritual of parent/child bonding.  Even though it is called mama & baby, the sex of the adult is indeterminate so you can call it father & baby if that suits your situation better.

This set is all aluminum and is lighter weight than the swing set.  The mama frog measures 20" from the top of the fishing rod to the feet.  The 2 pieces are not physically connected but are sold only as a set.  Retail it for $99.

SPI offers 22 different garden sculptures that feature frogs - and then you can choose from others featuring cats, birds, deer, fairies and other adorable creatures.

Want to see more?  Just say the word and I'll make it happen.  If you're concerned about shipping costs for larger garden items, don't forget that SPI always caps freight at 20% on orders of at least $750.

Are you planning to attend the Atlanta gift show next month?  Click here to make an appointment with me to see what's new for fall from SPI and my other Werner Frank companies.

Abbott Tuesday - Antigua Collection

The Antigua Collection was a mid-season introduction for Abbott, so if you don't remember it from the main catalog it's because it wasn't there!  It is, however, in the winter supplement.  If you don't have one please alert me so I can get it in your hands right away.

Item # 31-ANTIGUA/TOTE - assortment of 3 designs

The collection is inspired by the tropical fish and colors found in the sea surrounding Antigua.  It includes tote bags, decorative pillows and square seat cushions.  The reverse side of each item is striped on colors that complement the colors of the fish.  (There is a photo in the catalog that I'm not able to post here)

Each item is constructed of burlap and cotton and allows you to offer your customers a touch of the tropics to brighten their décor. 


Item # 31-ANTIGUA/RECT - assortment of 3 designs

You can retail the tote for $69.  Pictured at the top, it's a roomy 15" x 20" and fits a lot of accessories, gadgets and beach necessities comfortably.

The pillow and cushion are whimsical additions to cottages or children's rooms, and they can also accent your patio or outdoor area.  Since they are burlap, they are not weatherproof so don't forget to bring them inside in inclement weather or just use them in a sheltered outdoor area.

The pillow (pictured above) measures 13" x 20" and also has a polyester filling to keep it low-maintenance for summer enjoyment.  It's a pretty standard size that makes an ideal throw pillow.  You can retail it for $69.

The box cushion (pictured below) is a 19" square with a polyester filling.  Retail it for $89.

Item # 31-ANTIGUA/BOX - assortment of 3 designs

Are you planning to attend the summer gift show in Atlanta?  Don't forget that Abbott now has a company showroom in building 2, showroom #1233.

SPI Thursday - Cool Dog Bookends

Did you know that SPI Home offers a wide selection of bookends?  Would you be surprised to learn you can choose from their collection of 52(!) different designs?

Item #33347 - Cool Dog Bookends

Show your customers how to add personality to their homes while keeping their libraries tidy.  We all know that guests in our homes will check out our book collections.  Our choice of bookends are a whimsical - and functional - way to indulge our enthusiasm for our hobbies and interests.

The Cool Dog Bookend Set (pictured above) is made of solid brass.  The base is 4" x 6" while it stands at 6" tall.  If you don't count yourself as a dog lover, you know someone who is.  Even the most callous heart is warmed by the innocence and joy of puppies.

The SPI bookend collection includes other materials than brass, allowing you to offer a range of price points to your customers.  Many of the bookend sets are of resin.  Some are of cast iron or aluminum, and there are some more elaborate styles that incorporate multiple materials.

Item #33192 - Duck Tape Bookends

The whimsical Duck Tape Bookend Set (pictured above) is an example of a combination design.  The bookend base is wood, and the duck embellishments are of brass.  This set stands taller than the Cool Dog set at 10.5" high with a base that measures 4" x 8".

The resin designs are the lightest weight, but they still have plenty of heft to serve their purpose - to support your books!

Bookends are thoughtful gifts for people like myself who embrace technology but will never abandon printed books.  Great books are friends that become part of your story.  That they also work well as a decorative element in your home is just a bonus.

Abbott Tuesday - Bastille lanterns

Bastille lanterns in natural wood (top row: barrel #4030 & #4028; bottom row: cylinder #4023 & #4022)

Tis the season for outdoor entertaining, so make sure you're offering your customers the best options to enhance their gatherings.

These Bastille lanterns from Abbott add a dramatic, organic and functional touch to any space.  The natural elements allow your customer to bring the outdoors in (when the temps turn cooler) or blend seamlessly with their garden or patio décor.

Each lantern is constructed of wood and metal with a jute handle.  There is also a glass cylinder insert to protect your open flame from the wind and prevent fire hazards.  The candle is not included, but Vance Kitira candles partner perfectly with these lanterns.

Choose either the cylinder or barrel shape (or both) and either natural wood or grey-stained wood.  The cylinder style is available in two sizes - 10" or 12" tall.  There are also two sizes for the barrel style - 7.5" or 11" tall.



Bastille lanterns in grey wood (left to right #4011, #4012, #4018, #4016)

Your customer is likely to purchase more than one because singles don't make an impact, and these lanterns are too dramatic to allow them to be overshadowed by other décor elements.  You may consider pricing them as pairs or simply offering a lower retail when your customer buys more than one.

Abbott makes it easy for you to manage your inventory by selling each item individually.  Unlike many import companies, Abbott does not require that buy two sizes as a set.  While that works well at the retail level, when it comes to wholesale you end up with orphan pieces that you are unable to sell without discounting.  At Abbott, YOU decide how many of each style and color to bring in.

SPI Thursday - Garden Sculptures with Bluetooth Speakers

Have you ever enjoyed the outdoor music of an open-air shopping center and wished you could create the same ambience at home?  And wouldn't it be even better if you could do it without expensive rewiring?

SPI Home has created a collection of garden sculptures and smartphone holders with speakers powered by Bluetooth technology.

Item #33828 - Frog Bluesman Garden Sculpture with Bluetooth Speaker

This is a unique category to offer your customers who are re-landscaping or just in the market to add a little personality to their gardens.  Even better is that it's also a functional garden décor element and not just a "pretty."

Each piece is compatible with any Bluetooth-enabled device so your customer can enjoy their favorite music from apps such as iTunes, Pandora and Spotify.  You don't have to be an expert in Bluetooth technology to sell them - an instruction card is included with each piece.

The speakers have an impressive sound and range.  We learned this in the showroom when someone who probably shops at Best Buy decided to test the volume button. 

Add atmosphere to your next gathering, or treat yourself when you're relaxing and enjoying some solitude.  Just be considerate of your neighbors and don't make them wonder if you're operating an underground nightclub in your backyard.       

Item #33871 - Resting Gnome with Bluetooth Speaker

The garden sculpture speakers are suitable for outdoor use. 

The Frog Bluesman (top photo) is aluminum and measures 20.5" tall.  Retail it for $399.

The Resting Gnome (above photo) is fashioned from polystone and stands 18" tall.  You can retail this one for $299.

What is polystone, you ask?

Polystone is a compound made up largely of polyurethane resin mixed with powdered stone additives that give it added weight and the porcelain or "stone-like" feel.  Polystone is durable and is highly effective at capturing minute sculptural details and maintaining a sharp paint finish. Unlike porcelain which is fired in an oven, Polystone is a cold-cast material in which no heat is used in the manufacturing process, resulting in much greater variations of paint finish. 

Item #34009 - Octopus Cellphone Holder with Bluetooth Speaker

SPI also offers whimsical cell phone holders with Bluetooth speakers.  These pieces are smaller and crafted of resin, so they are best suited for indoor use or in a sheltered outdoor location.

The Octopus holder (pictured above) stands 7.5" tall with a 9" diameter footprint.  This one can retail for $139.

Other cell phone holder designs include a mermaid, frog, bear, alligator and a penguin.

Abbott Tuesday - Hanging Wall Vases

Left to right: 27-WALLBOX, 27-WALLFLOWER, 27-DERRICK (last 2 are duplicates)

This week's Abbott feature is the company's unique hanging wall vases - available in 3 sizes.

These are ideal for your customer who is short on space but long on taste.  It's a unique way to add a surprise element that will really punch up their décor.

Each vase is made of glass with a cutout near the lip so that it can be mounted on the wall.  All 3 shapes are included in the photo above.

• 27-WALLBOX: 6" tall rectangular vase
• 27-WALLFLOWER: 7" tall round cylinder vase
• 27-DERRICK: 11" extra long tubular vase

Remember that repetition creates impact in a display.  You can choose one size to line up for a minimalist approach, or you can mix up all sizes to create a mélange.  Show your customer that they really can't buy just one! 

The vases allow your customer to change out their wall décor based on the season or occasion by simply changing out the flowers.  It creates a fresh look without having to reconfigure the vases on the wall.

You can retail these vases in the $8 to $15 range with a respectable margin.  It's a price that will encourage your customers to purchase more than one to achieve the maximum impact in their homes.

This is a year-round item, but if you really want to promote them in the warm weather then it's not too late.  All 3 items are in stock (I just checked), and Abbott ships quickly so you will have plenty of sell-through time before fall.  You'll even have plenty of time to reorder when they move faster than you expected!

SPI Thursday - Square Mirror with Kittens

Item #50452 - Square Mirror with Kittens

Your customers won't be able to resist these two kittens pondering their reflections in a mirror.  It's charming even to dog people like me.  Don't hate me.

The frame and base of this mirror by SPI Home are made of iron so it's not fragile or prone to overturning if someone bumps the table on which it's resting.  It's 7" square without the kittens; it has a 3" x 7" footprint with them. 

It's a clever way to add a touch of "ta-da" to your home décor, becoming one of those pleasant surprises that makes people smile.

Since it's also a functional mirror, your dinner party guests can pick it up and compliment your good taste as they subtly check their teeth or hair or lipstick without having to pull out their compact.

You can retail it for $39 and merchandise it either in your store's pet area or incorporate it into your home décor assortment as the same sort of surprise your customer will want in their home.

Abbott Tuesday - NeXtime Wall Clocks

In a previous post about wedding registries, I shared a story from my retail store era of how much a bride loved the wall clock that she received from one of my customers. She told my customer that it would be a daily reminder of her thoughtfulness - and the fact that it kept time was a bonus!

Item #14-8176/WI - "Off Balance" Wall Clock

Abbott is the North American distributor for NeXtime clocks, which is the focus of this week's Abbott Tuesday.  It's one more way that Abbott allows you to make your store stand out from your competitors and create loyal customers.

NeXtime is a Dutch design company with 40 years of experience in designing and manufacturing clocks.  The company works with talented designers from across Europe, allowing them the freedom to create a wide range of clocks so that you can offer your customers unique, innovative and functional wall décor.  Many designs are contemporary (even retro!), but you can also find ones that will satisfy your customers with more traditional style, as well.

Item #14-2925 - "Chef Can & Whisk" Wall Clock
(the whisk is the pendulum!)

You don't need to be a home décor retailer to stock clocks.  These sell well in gift stores, also, because it is an unexpected suggestion that needs no explanation.  Display them on your blank upper wall space to add some punch and draw your customers' attention up.

NeXtime clocks are functional works of art that make a timeless (ha!) gift that will be enjoyed for many years to come.


Item #14-8156 - "Time Lines" Mondrian Wall Clock
(RIP Suzanne Crough aka Tracy from "The Partridge Family")

SPI Thursday - Jewelry Tree & Nest Stand

Item #33581 - Jewelry Tree & Nest Stand

This week's pick for SPI Thursday is another one of those "I didn't know SPI made things like that" items that I promised you at the beginning.

Your customer can add romance to her dressing area with this all-aluminum Jewelry Tree & Nest Stand.  Just because you're not wearing your jewelry doesn't mean it can't enhance your surroundings - especially those items that have sentimental value or conjure fond memories.  It's also ideal for those go-to pieces that you wear everyday.  It keeps them both organized and accessible !

It stands 15" tall so it will make a statement but not overshadow your other décor.  The footprint is 8" but the widest span of the branches is 11.5" - still easy to fit on a dressing table or counter.

Retail it for $69 but also put it to work as a display fixture, rotating the stock to feature any items that you want to bring to your customers' attention.  If someone wants to buy your fixture, you can always order another one!

Abbott Tuesday - Double Door Mats

Item #35-RFW/3470 - Tree of Life Double Doormat

You may have already known that Abbott offers a generous selection of doormats (and if you didn't, now you do!), but did you know they offer four styles in Double Door Mats? 

At 4' long, these mats are ideal for double door entrances.  If you sell outdoor furniture and accessories, the Double Door Mat is the finishing touch that your customer didn't know she needed to make her outdoor entertaining space unique - and the envy of her neighbors.  That means you should stock more than one style so when her friends come in for theirs, they won't have to buy the exact same design.

Each double door mat measures 16" x 48" and is made of rubber and eco-friendly coir fibers.  If you're like me, you've heard about coir for years and wondered how to pronounce it but didn't have a clear idea of either.

According to Gardening.com:

Coir, (pronounced COY-er) comes from coconuts. It's what makes up the fibrous husks of the inner shell of the coconut and is used for all sorts of products, including rugs, ropes, brushes and even upholstery stuffing. We're probably most familiar with it as those stiff, scratchy doormats and the fibrous liners used in hanging baskets. Coir is very rot resistant, making it perfect for outdoor products. [emphasis mine]

It is also becoming increasingly popular as a potting mix and organic soil amendment. For a coconut by-product, coir actually takes a good amount of effort to get to market. The outer husks are soaked until the fibers can be separated and then cleaned. Then they have to be sorted and graded by size. Dark brown coir is from the familiar mature coconuts, but there is also a white version. White coir is from immature, green coconuts and is finer and softer.Some manufacturers also dye the fibers.

I'm going to assume you're familiar with rubber and not include a description of it, as well.  These mats are suitable for both indoor and outdoor use, and you can comfortably retail them in the $70-$75 range.  The dramatic Tree of Life mat is pictured above, and the remaining 3 are below.



Item #35-RFW/2523 - Welcome Double Doormat



Item #35-RFW/4059 - Bird Silhouette Double Doormat

Item #35-RUBBER/872 - Fleur de Lis Double Doormat

Want to see more?  I'm here to help and would love to show you the rest of Abbott's extensive selection of outdoor & garden merchandise.

Block printed linens from Pomegranate

New Modflower design available in 2 color options: citrus (shown) and blue

Pomegranate is not a new company, but it is new to my line package this year and continues to offer fresh designs that make dinner parties and entertaining fun.

 

The line was born in 1994 (21 years ago!) when a trip to India inspired Angela Beck to begin painting when she returned home to her farm in Lexington, Kentucky.

 

She then sent her art files to Jaipur, India, where a group of local women still print the linens by using the hand block process (see below).  The linens are hand made in Jaipur using all-natural fabrics that are also machine washable and colorfast.  Natural fibers mean you can expect each linen to get softer and better with age. 

 

All of Angela's designs are proprietary and are produced only for Pomegranate.  You will not find her designs on any other linens manufactured in India.

 

This isn't a Pomegranate design but is a good example of how block printing works
 

The hand block process is a method dating back to the 1200s.  Artisans carve the design onto teak blocks, and a separate block is required for each distinct color in the design.  The printer then applies the ink to the block and presses it firmly into the fabric.  For patterns containing multiple colors, the cloth is printed with one color, allowed to dry and then printed with the next.

 

William Morris created many of his intricate fabric designs using the hand block technique.  It is a slow process but produces beautiful results - some of which cannot be obtained through any other method.

Caroline Blue is one of the patterns available at Anthropologie.  They also carry items from the Aviary collection.



Is your customer influenced by what she sees at Anthropologie?  If so, you'll be delighted to learn that Pomegranate has the Anthropologie imprimatur!  They carry items from 2 design collections - Caroline (shown above) and Aviary.

Don't despair, though.  Pomegranate offers many other patterns that allow you to offer linens in the same spirit as Anthropologie.

Like the idea but not sure where to start?  Lucky for you I'm here to assist!  Together we can work from my samples to create a product and design mix that makes your store unique - and keeps customers coming back and referring their friends.