& General Merchandise For Distributors & Retailers of Variety HOLESALE W S OURCE November 2009 • Volume 17, No. 11 Tips for Hiring Holiday Help The Online and In-Store Crossover Conundrum COMPANY PROFILE: World Health Products, LLC Inspirat ional Gift s
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& General MerchandiseFor Distributors & Retailers of Variety
HOLESALEW SOURCE
November 2009 • Volume 17, No. 11
Tips for HiringHoliday Help
The Online and In-Store Crossover
Conundrum
COMPANY PROFILE:World Health Products, LLC
InspirationalGifts
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& General MerchandiseFor Distributors & Retailers of Variety
HOLESALEW SOURCE
Publisher/President
Jack McAndrew
ADvertising
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Gary Riddle
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editOr
M. F. Pascal
assistant editOr
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art directOr
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it cOmmerce
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Published by:Show Communications
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Wholesale source Magazine (USPS 021354) is published monthly, by Show Communications, Inc., 423 Lenni Road, Lenni, PA 19052. One year subscription rate is $45.00 for U.S. Overseas airmail rates apply for Central/South America, Europe and Mexico, $245.00 for one year. Asia, Australia, and Pacific Islands $295.00 for one year. Periodical postage paid at Lenni, PA 19052 and additional mailing offices. Overnight deliveries to: 423 Lenni Road, Lenni, PA 19052. Please send subscription requests to: Show Communications, at the preceding address. POSTMASTER: Send address changes to Wholesale Source Magazine, 423 Lenni Road, Lenni, PA 19052. Views expressed in articles published in Wholesale Source are the views of authors and individual contributors and are not to be attributed to Wholesale Source, its editorial advisors, its advertisers, unless expressly stated. Wholesale Source does not verify the accuracy of claims made in advertisements, and publication of an ad does not imply endorsement by the magazine. Some products advertised in Wholesale Source may be illegal in some states. ERRORS – It is Wholesale Source’s policy to review all ads set in-house with the advertiser regarding content, spelling, prices, and contact information PRIOR to publication. In ALL cases, including camera-ready ads, the advertiser assumes complete responsibility for the accuracy of information presented in ads. In any case where an error is clearly the fault of Wholesale Source, and which would prevent a reader from contacting an advertiser or in which incorrect pricing is involved, Wholesale Source’s liability will be limited to granting a FREE ad run to the advertiser or a correction announcement, whichever the advertiser prefers, provided Wholesale Source is notified PRIOR to the next edition’s deadline. Placing an advertisement in Wholesale Source constitutes acknowledgement and acceptance of these items.
November 2009a t - a - g l a n c e
Economy getting you down? Are you thinking about
relocating? According to Money Magazine, following
are the top 5 most livable cities: Louisville, CO,
Chanhassen, MN, Papillion, NE, Middleton, WI and
so the East Cost is not left out — Milton, MA .
Having difficulty finding that special gift for that
special someone? Well if that person is a bowler you
might want to check out the popular scented bowling
balls. Scented balls appear to be all of the rage. The
first scent created several years ago was grape, but now
one can choose from, vanilla, black cherry, pineapple
and cinnamon. Hang if from your mirror and you
have a jumbo size car freshener!
Some phrases should probably just be struck from our vocabulary. A recent study revealed the
5 most annoying phrases in our trendy lexicon are: “Whatever,” “Anyway,” “It is what it Is,”
“At the end of the day,” and “ya know.” Some retailers
are scripting their employees more stringently to avoid
these common expressions. Another expression for
front-line retail employees to loose is “No problem”
as opposed to “thank you.” As one frustrated customer
quipped, “Of course it is no problem, you’re taking
my money.”
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N O V E M B E R 2 0 0 9
66The economy is not great and most consumers are watching their
pocketbooks closely. But everyone needs a little encouragement now and
then, perhaps even more so in our uncertain world. When it is time to
give a gift, a personal, well-meaning little gift with an inspirational word or
quote may just the ticket. It’s not surprising that even though shoppers are
cutting down on other types of purchases, inspirational items are selling
very well. People are looking for hope in any way possible.
F E A T U R E S 82 Hiring Holiday Help During the holidays retailers are often in need of a few
extra employees. However, they may not be aware of
the risks and liabilities that come with hiring temporary
workers. Fisher & Phillips a law fi rm that specializes
in employment and labor law has provided a few very
important tips for retailers this season.
110 The Online and In-Store Crossover Conundrum
Can online and in-store have a synergistic channel
relationship? The crossover sales question leaves
marketers wondering—what are the incremental offl ine
sales attributable to my Web site and do I run the risk
of cannibalization?
B U S I N E S S F O C U S
58 Good Behavior by Decree Yes, you can legislate good behavior. Quint Studer,
author of Wall Street Journal bestseller Results That
Last, explains how to create and use a Standards
of Behavior contract that boosts morale, customer
satisfaction, and profi tability.
T E C H U P D A T E
98 YOWZA Yowza!! removes the need to clip coupons or print out
emails with promo codes by offering deals directly
to the mobile device. Users can search for nearby,
participating retailers either via zip code or by using
the device’s built-in GPS to fi nd stores within 1, 5, 15,
25 or even 50 miles of their current location. Once
an offer is selected, a mobile coupon code or scan-able
barcode can be redeemed at checkout.
6 @ WSMAG.COM NOVEMBER 2009
66The economy is not great and most consumers are watching their
pocketbooks closely. But everyone needs a little encouragement now and
then, perhaps even more so in our uncertain world. When it is time to
give a gift, a personal, well-meaning little gift with an inspirational word or
quote may just the ticket. It’s not surprising that even though shoppers are
cutting down on other types of purchases, inspirational items are selling
very well. People are looking for hope in any way possible.
F E A T U R E S
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N O V E M B E R 2 0 0 9
Departments
C O M P A N Y P R O F I L E S
74 World Health Products, LLC www.teamGAT.com www.clomapharma.com
T R E N D S
56 Road Mice™ Wired Models
86 Bakeware
114 Halloween: Record-Breaking Sales
122 Gift Cards
I N D U S T R Y , E T C .
50 Pure Hemp Papers
90 Chocolate Peeps
92 DuneCraft New Products
118 Demeter Fragrance Library
136 AWMA Real Deal Expo
S N I P P E T S
104 Good Night Lite
D E S T I N A T I O N S
126 Gatlinburg/Pigeon Forge
138 Ocean City, Maryland
R E S O U R C E S
130 Show Calendar
132 Rates and Distribution Schedule
140 Resource Center
144 Advertising Directory
WHOLESALE SOURCE ONLINE
Wholesale Source Magazine can be viewed monthly at wsmag.com in a complete online format using our e-magazine fl ip technology.
10 @ WSMAG.COM NOVEMBER 2009
Halloween: Record-Breaking Sales 90
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Four Door Media, designer, manufacturer, and distributor of
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b u s i n e s s f o c u s
Good Behaviorby Decree?
How a Simple Contract Can Motivate Employees to Create a Kinder, Gentler (More Prosperous) Workplace
58 59
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Yes, you can legislate good behavior. Quint Studer, author of Wall Street
Journal bestseller Results That Last, explains how to create and use a
Standards of Behavior contract that boosts morale, customer satisfaction,
and profitability.
Consider the things your employees do that you wish they wouldn’t.
Allison, for instance, chews gum—loudly—when she’s on the phone with
customers. Calvin consistently forgets to turn off his cell phone at critical
times. (Last week it burst into a rousing chorus of It’s a Small World during
an important meeting with potential investors from China.) And Joshua’s
tendency to aggressively share his religious and political views creates a
palpable tension in the office, particularly during election season. None of
them are bad employees, but they do have bad habits that irritate customers
and coworkers alike.
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If you assume there’s nothing you can do about such all-too-
human flaws and foibles, think again, says Quint Studer. You
can legislate good behavior—and what’s more, the vast majority
of employees will be glad you did.
“Don’t assume people will feel that you’re infringing on their
rights when you create a set of behavioral rules,” says Studer,
author of Wall Street Journal bestseller Results That Last:
Hardwiring Behaviors That Will Take Your Company to the
Top. “Most of them are as irritated by the offenders as you and
your customers are. Besides, most people appreciate having
‘official guidelines’—it eliminates their own confusion as well as
that of their coworkers.”
You might assume that, say, knocking before entering someone’s
office is a “common sense” behavior. But it’s not always. For people
who grew up in a family with lots of siblings, few bathrooms,
and even fewer boundaries, knocking on doors might feel like a
needless formality. In other words, common sense is a subjective
concept, depending in part on an individual’s background. Still,
it’s very important that every employee display behavior that’s
consistent with company standards and aligned with desired
outcomes.
“Obviously, you want employees to leave a positive impression on
customers,” says Studer, who is best known for using evidence-
based leadership to help companies “hardwire” leader behaviors
that effect culture change and create lasting business results.
“And it’s also important for morale to have everyone behaving
in appropriate ways. Employees who frequently behave in
ways that their coworkers deem inappropriate are certainly not
contributing to a happy, unified, productive team. And here’s
the real bottom line: If you don’t spell out which behaviors are
acceptable and which are not, you can’t hold people accountable
for them.”
Studer’s solution is simple and amazingly effective. He
recommends that organizations develop a “Standards of Behavior”
contract and have everyone, from CEO to receptionist, sign it.
This document can address any and all aspects of behavior at
work: from interaction with clients to phone etiquette to “good
manners” (knocking on doors) to “positive attitude” markers
(smiling or saying thank you).
B U s i n e s s f o c U s
60 @ wsmag.com novemBer 2009 61
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n Seek input from all employees in creating the document. Put
together a “Standards Team” to spearhead the initiative and
create the first draft. Just be sure that everyone has a chance
to review the document and provide input before it’s finalized.
Do not have Human Resources write it and impose it on
everyone else. You want to create buy-in, and that requires
companywide participation.
n Align desired behaviors with corporate goals and desired
outcomes. Before you start writing, take a look at your
organization’s long-term goals and areas that need improvement.
You must be able to measure the success of your standards by
seeing an impact in many of the key metrics of your operation,
whether those are increased customer satisfaction, reduced
rejects, or other measures.
n Be crystal clear and very specific in your wording. Don’t write
“Display a positive attitude.” Do write “Smile, make eye
contact, and greet customers by name.” Don’t worry about
insulting people’s intelligence. Sometimes people really, truly
don’t know what appropriate behavior is, and what isn’t. For
instance, if you don’t want common “slang” phrases used with
customers, you need to identify them right up front. One
Standards of Behavior document created by a Studer client
contains the phone etiquette directive: Avoid phrases like
“OK,” “Yeah,” “Hold on,” “Honey,” and “See ya.”
n Hold a ceremonial Standards of Behavior “roll out.” Once you
have finalized your Standards of Behavior document, it’s time
to implement it. Hold an employee forum or companywide
meeting in which you introduce the standards and distribute
pledges for everyone to sign. You might want to create an event
around your CEO and leadership team signing the pledge. You
may even hold activities designed to educate employees about
some of the points. Make it fun. But do have everyone sign
a pledge—it’s amazing how much more seriously people take
rules when they’ve signed on the dotted line.
n Hold people accountable when they violate a standard. Make
sure all employees know they’ll be held accountable for the
behaviors outlined in the Standards of Behavior document.
Then, just do it. How you hold them accountable is up to you.
Sometimes a simple meeting in which you show an employee
the signed pledge and point out her error is sufficient. Other
times, you might need to write her up or take more drastic
disciplinary measures. But one thing is clear: The Standards
of Behavior pledge gives you something to hold people
accountable to. It’s worth implementing for that reason alone.
n Create a designated “Standard of the Month.” Every month,
highlight a specific standard. This will boost awareness of
the standards in general and will get people thinking about
how that specific one applies to their daily lives. Let’s say, for
example, that you decide to focus on your policy for dealing
with disgruntled customers. At the beginning of the month,
a “reminder” e-mail detailing the policy is sent out. Next,
you might ask employees to write up real-life or hypothetical
scenarios in which they must deal with angry or dissatisfied
customers. Finally, you might hold a companywide forum in
which you recruit people to “act out” both sides of a conflict:
the disgruntled customer and the employee trying to soothe
her. Not only is this fun and often hilarious, it can be a valuable
learning tool, as it forces people to see both sides of an issue.
n Update the Standards of Behavior. The standards are dynamic
and will need to be updated from time to time. One or two
directives may not work as intended and may need to be
changed. You may also discover new standards that need to be
added as your company grows and evolves in new directions.
Make changes as necessary. Your Standards of Behavior should
be a “living document” that serves your company...not the
other way around.
n Have new applicants sign it right up front. Before you even
interview prospective new employees, have them read and sign
your Standards of Behavior. You will be able to eliminate people
from the race up front if they visibly balk at conforming to
your corporate culture. But more important, when you do hire
someone, there will be no doubt in his mind what you expect
of him. If he is going to have trouble meeting your standards,
you will probably know during the initial “probationary”
period.
Interested in creating a Standards of Behavior contract for your company? Studer offers the following tips:
61
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62 @ wsmag.com november 2009 63
Studer says just knowing that a Standards of Behavior document
exists—and knowing that their signature is affixed to a pledge
to uphold it—is enough to keep employees on their toes. It
creates an extra boost of awareness that really does affect day-to-
day behavior. It creates the same behavior expectations for the
entire team. Best of all, it functions as a tidal pull on problem
employees, bringing them up to a higher level of performance.
Obviously, when overall performance improves, so does the
quality of your products and services, the satisfaction level of
your customers, and—last but not least—your profit sheets.
“You may worry that enforcing Standards of Behavior will
create a company of robots—a company in which human
differences are discouraged in favor of mindless conformity,”
he writes in Results That Last. “That is not true! An office
unified by agreed-upon standards is a far more pleasant place
to work. Plus, individual responsibility flourishes, because it’s
clear what everyone’s responsibilities are. That contributes to an
environment of fairness, cleanliness, and good manners—and
happy customers who keep coming back for more.”
About the Author:
Quint Studer not only teaches it, he has done it. After
leading organizations to breakthrough results, Quint
formed Studer Group®, an outcomes firm that implements
evidence-based leadership systems that help clients attain
and sustain outstanding results. He was named one of the
“Top 100 Most Powerful People in Healthcare” by Modern
Healthcare magazine for his work on institutional healthcare
improvement. Studer was named “Master of Business” by
Inc. magazine. He is the author of Hardwiring Excellence:
Purpose, Worthwhile Work, Making a Difference; 101
Answers to Questions Leaders Ask; and Wall Street Journal
bestseller Results That Last: Hardwiring Behaviors That Will
Take Your Company to the Top. For more information, visit
studergroup.com.
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63
According to NRF Survey -NRF Advises Shopping Early to Compensate
for Lower Inventory- Retailers are about to embark on the holiday season of
the serious bargain hunter. According to NRF’s 2009 Holiday Consumer
Intentions and Actions Survey, conducted by BIGresearch, U.S. consumers
plan to spend an average of $682.74 on holiday-related shopping, a 3.2
percent drop from last year’s $705.01.* It comes as no surprise that the
economy was an overriding theme throughout this year’s survey. Two-
thirds of Americans (65.3%) say the economy will affect their holiday plans
this year, with the majority of these consumers saying they’re adjusting by
simply spending less (84.2%).** People will also be shopping for sales more
often (55.0%), using more coupons (41.7%) and putting up last year’s
decorations (34.0%). Many Americans will also make changes in gift-giving,
planning to buy more practical gifts (36.0%), buying a joint gift for kids
or parents (17.3%), and making more gifts (16.7%). Additionally, more
than one-fourth of Americans (28.6%) say the economy is forcing them to
travel less or not at all for the holidays. “While last holiday season was filled
with chaotic confusion, adjusting to uncertainty has now become routine
for many Americans,” said NRF President and CEO Tracy Mullin. “This
holiday season will be a bit of a dance between retailers and shoppers, with
each group feeling the other out to understand how things have changed
and how they must adapt.” Americans’ eagle-eye on bargain hunting is
adjusting the priorities of many shoppers. According to the survey, more
than half of holiday shoppers say that sales and price discounts (43.3%)
or everyday low prices (12.7%) will be the most important factor when
deciding where to shop. Factors like selection (21.0%), quality (11.8%),
convenience (4.9%) and customer service (4.4%) declined from last year.
Not surprisingly, the majority of holiday shoppers (70.1%) will purchase
from discounters this year, though more than half (55.8%) will also shop
at department stores. Grocery stores (45.0%), the Internet (42.4%),
clothing stores (33.8%) and electronics stores (31.8%) will also be popular
destinations. In addition, one in ten holiday shoppers (11.4%) will buy
gifts or other holiday-related merchandise at thrift stores or resale shops.***
Retailers are compensating for soft sales this holiday season by cutting
back on inventory. According to NRF’s Port Tracker report, released in
September, traffic to the nation’s ports has scaled back to levels not seen
since 2003. “In anticipation of weak demand, many retailers scaled back
on inventory levels to prevent unplanned markdowns at the end of the
season,” said NRF President and CEO Tracy Mullin. “Once the most
popular items are gone, retailers won’t have anywhere to get them, so if
there was ever a holiday season to buy early, this is it.”
Whether they’re shopping to get the best selection or trying to stretch out
spending over a longer period of time, many holiday shoppers are starting
early. According to the survey, 39 percent of Americans will begin their
holiday shopping before Halloween, which is comparable to previous years.
As in previous years, three-fourths of Americans’ holiday budget will be
spent on gifts. While spending on family members will decline by a slight
two percent ($387.06 in ’09 vs. $395.15 in ’08), gifts for friends ($66.77
vs. $80.13) and co-workers ($19.26 vs. $22.63) will see double-digit drops.
Americans also plan to spend about five percent less ($34.81 vs. $36.88)
on “other” gifts for people like babysitters, teachers and clergy. Candy and
food spending may be one bright spot this year, with the average person
planning to spend $10 more in that category than last year ($90.26 in 2009
vs. $80.28 in 2008). Spending on other non-gift categories like decorations
($40.75 in ’09 vs. $43.45 in ’08), greeting cards and postage ($26.77 vs.
$27.39), and flowers ($17.05 vs. $19.10) is expected to drop. “While
the economic climate has shown some improvement from last holiday
season, retailers are not out of the woods yet,” said Phil Rist, Executive
Vice President, Strategic Initiatives, BIGresearch. “With a variety of factors
still up in the air, including uncertainty over job security, many Americans
just aren’t buying into the talk of recovery.” Though Americans were less
inclined to purchase gift cards last season, the popular gifts retain their
spot at the top of the list among gift recipients. According to the survey,
55.2 percent of adults would like to receive a gift card this holiday season,
with clothing (48.8%), books and DVDs (48.6%) and electronics (33.2%)
among other popular choices. NRF continues to expect holiday sales to
decline 1.0 percent to $437.6 billion.
i n d u s t r y , e t c .
Economy to Impact Two-Thirds of Families this Holiday Season
1109 48-63.indd 16 10/29/09 10:27:44 AM
Ultimate Division 2006 LLC • www.ud2006.comWholesale High Quiality Rendition Designer PerfumesFor Authentic Perfumes Please Call 1-800-266-3013 or 305-438-9009
64 @ wsmag.com November 2009
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F E A T U R E
66 @ WSMAG.COM NOVEMBER 2009 67
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The economy is not great and most consumers are watching their
pocketbooks closely. But everyone needs a little encouragement
now and then, perhaps even more so in our uncertain world.
When it is time to give a gift, a personal, well-meaning little gift
with an inspirational word or quote may just the ticket. It’s not
surprising that even though shoppers are cutting down on other
types of purchases, inspirational items are selling very well. People
are looking for hope in any way possible.
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f e a t u r e
Celebrity Inspiration
If you want to see the
face of “Inspiration”
look no further than
Oprah Winfrey.
Winfrey’s battalion of
media enterprises…
her TV program, The
Oprah Winfrey Show, the magazine O, her website, Oprah.
com and Oprah Radio are all venues designed to inspire and
somehow help us become happier and more content — to be
better people.
Oprah’s topics address personal and social concerns. “Live your
best life” is the slogan on Oprah’s website, where you’ll find lots
of food for inspirational thought. The “Spirit” section provides
a myriad of tools to help you reflect on life’s questions. Not
only are you encouraged to live your best life with inspirational
quotes and stories, but surprise, surprise, there’s an assortment
of merchandise offered for sale too.
Inspiration Sells
Make no mistake about
it, there’s money in
Inspiration…especially
in a poor economy.
Words of inspiration such as Believe, Imagine, Dream, or Family
evoke positive thoughts and messages as do phrases like “Live
Your Best Life” or “Live Your Own Dreams”. Inspirational gifts
deliver uplifting, messages through symbols such as angels, hearts,
and crosses. Inspired words grace every product imaginable from
mugs and magnets to calendars and posters. No matter how the
message is delivered, or what type of product it is emblazoned
on, the idea is to make the giver and the receiver feel good.
Scott Testa, Professor of Marketing at St. Joseph’s University
in Philadelphia, said “These products help solve some of the
feelings of worry. An inspirational product is something that
lifts morale and is not necessarily associated with any particular
religious belief.”
The need to seek out hope has allowed inspirational products
to that used to be found predominantly in Christian bookstores
to become main stream. Today most gift stores and general
merchandise retailers, department and discount stores offer a
range of inspirational products.
Michael Russo, President of the Gift Association of America,
said that the tragic events of September 11, 2001 served to send
sales of inspirational products skyrocketing. Research conducted
by Packaged Facts, a division of MarketResearch.com, in their
report “The Religious Products Market in the U.S.” estimated
retail sales of inspirational gifts and merchandise in the U.S.
religious publishing and products market totalled $1.9 billion
in 2005, an increase of 11.8 % over the previous year. Growth is
forecasted all the way through 2010, to $2.4 billion.
Religion’s Role
The U.S. religious
publishing market
is worth over $7.5
billion and has enjoyed
tremendous growth
in recent years, as
faith and spirituality
increasing gained importance in American life. Although religious
merchandise can and does cover all religions, it is most often
associated in North America with Christian denominations.
The report, “The Religious Products Market in the U.S.: Books,
Music, Video and Accessories”, compiled by Packaged Facts,
explains why religion is a major market segment. The report
cites Simmons Market Research Bureau as stating that more
than 78% of American adults are Christians. Russo makes the
point, “Combine this statistic with the reports on the evening
news, and you get a clue as to why sales of these comforting
products are on the rise. The news of the world is frightening
and when people are troubled, they turn to God. They look for
spiritual guidance.”
68 @ wsmag.com november 2009 69
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According to a 2007 study by Christian Bookstore Association
and Christian Retailing, the inspirational product market is
comprised of Bibles, books, music, gifts, greeting cards, toys and
apparel. While there are thousands of different types of products
in these categories, over the last several years, apparel and general
gifts have especially experienced significant growth. Gift and
apparel margins are much higher than other categories.
It’s not just products with Christian themes that are doing well.
Other faiths such as Jewish, Muslim, Hindu and others are
also in the mix. Wise retailers should make the effort to know
their customers. In the Jewish faith, for example, many items
have Hebrew writing making it difficult for the the non-Jewish
(or non-Hebrew-educated) customer to translate the message.
Certainly, they will be less inclined to purchase these items. If
you have such diverse demographics in your customer base,
you’ll want to offer a variety of products that target more than
one segment.
Inspirational products can be defined as something involving
text, words of wisdom or quotes. This trend goes beyond
religion. It’s an emotionally based expression of life feelings
and life-markers. Some retailers who are not familiar with the
intricacies of religious sectors may want to keep their products
more God-related than Christ-related.
The Medium for the Message
If you can print on it,
you have a medium
for your inspirational
message. The list is long…candles, refrigerator magnets, mugs
and address books, paper weights…on and on it goes.
Some messages are expressed in words others are expressed
symbolically. Angels, for example, are a popular inspirational
theme. Some of the more popular products are planters,
fountains and garden angels with messages like “Plant kindness
and simplicity in the garden of your soul”,
Inspiration can also be worn on garments or jewelry. Words
to live by such as, Strength, Love, Believe, and Imagine are
popular. Initially sought out as gifts, customers often buy
them themselves.
Occasions for inspiration
There are many
occasions suitable for
inspirational gifts.
Christmas, Easter,
Hanukkah, and Kwanzaa rank high, as well as weddings and
such Christian traditions as a christening, First Communion,
and Confirmation. Mother’s Day is another popular occasion
for inspirational products.
Life’s tragedies provide an opportunity to express meaning and
hope. Comfort and sympathy is a strong-selling gift category.
Inspirational gifts allow their buyers to share encouragement
with the recipients in times of bereavement or during sickness.
Merchandising Inspiration
It’s the words (or symbol) that makes the sale. Retailers should
carry a wide variety of messages generate an interest and meet
the needs of a variety of customers. Because these products are
message-driven, try to emphasize the messages in your store. For
example, display large signs with words such as Imagine and
Hope. Group products with similar messages together and offer
items in a variety of price ranges together in one area. For major
holidays and celebrations, inspirational displays should be front
and center.
Inspirational gifts are meant to touch the recipient in ways that
ordinary gifts cannot. As a retailer, make sure the messages you
carry are delivered loud and clear. Considering the many reasons
we seek inspiration, it’s a category worth trying. Have faith and
give them a try.
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c o m p a n y p r o f i l e
World Health Products, LLC
dba German American Technologies (GAT)www.teamGAT.com
“I am relentless in my pursuit of cutting-edge performance supplementation world wide. We go to the ends of the earth to procure the most exotic and innovative compounds to formulate our products, and continue to research and develop the best, most exciting nutraceuticals in an ever-evolving industry.”
—Charles Moser, CEO
World Health Products, LLC is the parent company for Cloma Pharma
Laboratories, makers of ECA stacks such as Methyldrene™; and
German American Technologies (GAT), home of the Jetfuel® brand of
diet and energy products. WHP was created in 1997 by Charles Moser,
the current CEO. Charles wanted to provide a diverse group of young
and energetic fi tness enthusiasts, bodybuilders, and thrill seekers with
a unique set of products that use superior, fast-absorption technologies
and cutting-edge formulas to enhance their lives and lifestyles.
“My deep interest in human strength began in 1987. After seven years
of college, I dedicated myself to enhancing the bodybuilding and fi tness
lifestyle. Jack LaLanne, Bill Phillips, Steve Blechman, Arnold and many
others have given me the inspiration to continue to research fi tness,
exercise, and proper supplementation,” stated Mr. Moser.
In the last twelve years sales of GAT and Cloma Pharma, products have
expanded to over 25 countries. Many of the products are sold in gyms,
drug store chains such as GNC, health food stores such as The Vitamin
Shoppe, and wherever high-quality dietary supplements are sold.
The GAT line includes pre- and post-workout supplements, as well as
advanced thermogenics and other fi tness and performance supplements.
GAT routinely exhibits at The Arnold, LA Fitness Expo, Olympia, and
other IFBB bodybuilding and fi tness shows. They also advertise regularly
in FLEX, Muscle & Fitness, Oxygen, Muscular Development, and
MuscleMag International. They have a robust sampling program and a
comprehensive set of sales support premiums for the asking, including
t-shirts, catalogs, sell sheets and other promotional items, so that retailers
can try the products themselves, promote them, and provide sales
We are one of the nation’s largest sunglass importers. We have been in business since 1986 and have a long history of
providing our customers with the highest level of service, quality and value. We carry the market’s largest selection of
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We also carry a large selection of readers, sunglass displays, cases and accessories.
Call for a free color catalog to see more of our selection
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Our innovative displays were engineered to be a versatile, lightweight, functional alternative to slatwall, gridwall and heavy, outdated modular displays.
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Tradeshow to Boardroom to ShowroomNothing tops Snappanel when it comes to versatility. Thousands of display solutions are possible simply by rearranging the panels -- a tabletop can be reconfi gured as a free standing tower, which can be reconfi gured as a backwall or kiosk. A custom look can be created by substituting components and selecting from a 500+ color palette of fabric and laminate options. Choose accessories (brackets, shelving, waterfalls, hooks) to effi ciently and attractively display your product. Incorporate pedestals, alcove counters and towers. Add graphics for an eye-popping fi nish!
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We are one of the nation’s largest sunglass importers. We have been in business since 1986 and have a long history of
providing our customers with the highest level of service, quality and value. We carry the market’s largest selection of
styles, including fashion sunglasses in mens, ladies and kids in both metal and plastic frames in assorted colors.
We also carry a large selection of readers, sunglass displays, cases and accessories.
Call for a free color catalog to see more of our selection
We are one of the nation’s largest sunglass importers. We have been in business since 1986 and have a long history of We are one of the nation’s largest sunglass importers. We have been in business since 1986 and have a long history of
Dedicated to quality and service in the wholesale industry since 1986
Kids SunglassesReading Glasses
1109 80-97.indd 2 10/29/09 10:50:58 AM
82 @ wsmag.com November 2009 83
During the holidays retailers are often in need of a few extra employees. However, they may not be aware of the risks and liabilities that come with hiring temporary workers. Fisher & Phillips a law firm that specializes in employment and labor law has provided a few very important tips for retailers this season.
Despite the recession, the holiday season will undoubtedly be the busiest time of year for retailers — providing them with the opportunity to gain some profitable momentum as the year comes to an end. Many retail companies will rely upon short-term staffers to help them get through the craziness of the holiday shopping season. However, in today’s era of rampant litigation, retail employers have become a target and must be aware of the legal liabilities they face during this important time of year for their business. Boman and Fisher & Phillips’ Retail Industry Practice Group have experience representing some of the nation’s leading retail chains, including a number of Fortune 500 businesses. He is available to provide retail-specific insight into a wide spectrum of employment law matters, including the following hot-button issues associated with hiring temporary holiday help:
Tips For Hiring Holiday Help That Maximize Retailers’ Rights and Avoid Costly Lawsuits
f e a t u r e
1109 80-97.indd 3 10/29/09 10:51:00 AM
83
Be Clear aBout the Position from the start. Job advertisements should state that the position is a temporary one, and employers should not guarantee a specific length of employ-ment. In addition, communicate dress code requirements clearly as well as the dates and hours you expect the staff to be available to work. If you are hiring certain people to work on a holiday or at odd hours, you should say so up front.
oBey all Break requirements & know the Child
laBor issues. Even during the hectic holiday shopping days, retail employers must obey all overtime, meal and rest period requirements for their nonexempt employees. In addition, many high school students start their first jobs in the retail industry. In-depth knowledge of the state’s child labor laws can safeguard employers against costly legal actions before they occur.
ProPerly Classify emPloyees. Most temporary holi-
day staff members won’t be exempt unless retailers are hiring management personnel. To be exempt from receiving overtime pay, meal periods and rest breaks, employees must meet certain wage requirements and fulfill certain duties. Simply paying an employee on a salary rather than hourly basis does not automati-cally make an employee “exempt.”
ensure ComPany handBook addresses ComPensa-
tion issues for those who work holidays. Employ-ers are under no obligation to provide any additional compen-sation to employees that work on holidays like Christmas Day or New Year’s Day. Company handbooks and other written policies should specify company expectations and communicate them clearly to employees. In fact, employers may implement handbooks and policies specifically for their temporary staff.
Be aware of neCessary religious aCCommodations
for staff. Some employees may not be available to work certain days due to their religious beliefs or require other accommodations in the workplace. Religious accommodations should be treated like disability or injury accommodations. Should the employer decide not to provide reasonable accommodation, the employer
must show that it would pose undue hardship. During the hiring process, notify the applicant upfront regarding dates they may be scheduled or other requirements in order to help screen out poten-tial problems before they arise.
don’t overlook the imPortanCe of BaCkground
CheCks. In general, it’s a good idea to do at least a criminal background check on all viable job applicants. Background screening firms will work with employers to comply with federal and state laws, and make recommendations as to the types of background checks necessary based upon the job’s requirements and duties. Remember that some of these temporary employees may become full-time staff, and communicating expectations is important.
notify emPloyees if surveillanCe Cameras are
watChing. If surveillance cameras are on the property as part
of a loss prevention program or to heighten overall security, ensure that staff members are aware their actions may be caught on tape.
know state laws aBout refusing to hire the
unattraCtive. Many service- and sales-oriented businesses base their hiring practices largely on appearance—believing the
outward appearance of their employees will positively affect their bottom line. While it’s still generally legal to hire those that “look the part,” a few states have local ordinances or regula-tions that forbid discrimination on certain characteristics such as height or weight.
Fisher & Phillips has developed a long-standing and nationally recognized expertise in labor and employment law in order to protect the rights of employers. Fisher & Phillips offers a wide range of services to private and public sector clients, both union-ized and non-unionized. With a focus on both preventive coun-seling and defense of claims, the firm addresses the business and legal objectives of employers in a way that optimizes their clients’ performance in today’s changing marketplace. To learn more about Fisher & Phillips, visit www.laborlawyers.com.
“Retail employers shouldn’t let the fast-paced, hectic nature of the holiday rush undermine their efforts to utilize sound hiring and personnel decisions. Without taking proper precautionary measures and keeping employment law requirements top of mind, retailers become a vulnerable target for litigation.”
—Christopher J. Boman, partner, Fisher & Phillips LLP
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84 @ wsmag.com November 2009
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86 @ wsmag.com november 2009 87
The stats say Americans are watching more cooking shows than every
before. In fact analysts say we are addicted to them. Curiously, this
addiction to food and cooking shows coincide with cooking less at
home and more eating out and bringing fast food. So, how come?
The food, it seems is secondary. Cooking shows of yesterday focused
on instruction. The recipes and techniques were all important.
Classic Metal Pans
Basic metal pans are a must have for any baker. Pans and sheets
are available in medium-weight aluminized steel that heats evenly
and is rust and warp-resistant. Durable non-stick finishes are very
popular and feature pans coated in products such as SilverStone®
for quick release of the baking.
Thanks to the power of television, there is a healthy market
for those who want the same professional quality they see the
celebrity chefs using. For these shoppers, heavy-gauge uncoated
aluminized steel provides excellent heat distribution that results
in consistent, even baking. Also very popular are insulated baking
sheets that have an air cushion designed to help prevent burning
those Christmas cookies.
Hi Tech Silicone
Originally used by bakers in France, silicone mold technology
is the latest innovation in bake ware materials. Baking dishes
made from this flexible non-stick material means you only have
to twist and press to quickly release your goodies. Silicone allows
for greater detail in the finished product. Food-grade silicone can
withstand extremely high heat (up to a 625 degree F oven) and
conducts heat evenly. Unlike metal it stops transferring heat as
soon as you remove it from the oven. Almost all silicone items
can go in the oven, microwave or freezer, and dishwasher. One
of the most popular baking items items is the French silicone
woven mats (Silpat is a popular brand) that you use instead of
greasing your pans. Silicon mats eliminate burning and keep
delicate baking intact.
Ceramic Marries Cast Iron
Remember your grandmother’s cast iron pans? Well, cast iron
is enjoying a revival. Only the modern version has a twice-fired
ceramic exterior and comes in vibrant colours such as blue, red
and green. Many fans of cast iron found that the old-fashioned
black cast iron badly scratched the surface of glass top stoves.
Unlike older cast ironware, the new ceramic exterior works well
on any cooking surface, including glass top stoves. And, the
ceramic coating looks good for years. The interior has a non-stick
surface that makes clean up easy. Some types have cool-to-the-
touch handles. Makes you want to bake doesn’t it?
Special Occasions
For special occasions and the holidays, pans that turn out cakes
in fancy shapes have always been popular. Nordic ware offers
a variety of holiday-inspired cake pans in molds such as a Star
of David, Gingerbread Man, Holiday Wreath, Snowflake and
Christmas tree.
Sure to be a hit for the holidays are pancakes made in Nordic
Ware’s Christmas Morning Pancake Pan. The cast aluminum pan
makes 7 silver dollar pancakes in different designs including a
snowman, bell, tree, star, angel and reindeer and Santa.
Cupcakes are a recent trend that inspired the Wilton Baking
Accessories Company to introduce a serving piece designed to
show the cupcakes off. Cupcakes ‘N More is a tiered device with
spiralled wires that hold cupcakes in place. It works well to display
petit fours, tarts and squares too.
Bakewaret r e n d s
1109 80-97.indd 7 10/29/09 10:51:14 AM
87
These days we want to be entertained too. In fact, entertainment is what makes a cooking show a success. There is no shortage of celebrity
chefs to entertain us and glamorize being in the kitchen. This phenomenon has opened up a whole new world for marketers. And, thanks
to the unprecedented interest in food-inspired TV programming sales of anything to do with cooking baking are skyrocketing. With the
holiday season just around the corner, it’s a good time to take a look at what’s new in the baking department. Today’s pantry of bake ware
offers consumers a variety of new materials…metal, non-stick finishes, ceramics and even pans and dishes made from flexible silicone that can
withstand extremely high oven temperatures.
Classic Metal Pans
Basic metal pans are a must have for any baker. Pans and sheets
are available in medium-weight aluminized steel that heats evenly
and is rust and warp-resistant. Durable non-stick finishes are very
popular and feature pans coated in products such as SilverStone®
for quick release of the baking.
Thanks to the power of television, there is a healthy market
for those who want the same professional quality they see the
celebrity chefs using. For these shoppers, heavy-gauge uncoated
aluminized steel provides excellent heat distribution that results
in consistent, even baking. Also very popular are insulated baking
sheets that have an air cushion designed to help prevent burning
those Christmas cookies.
Hi Tech Silicone
Originally used by bakers in France, silicone mold technology
is the latest innovation in bake ware materials. Baking dishes
made from this flexible non-stick material means you only have
to twist and press to quickly release your goodies. Silicone allows
for greater detail in the finished product. Food-grade silicone can
withstand extremely high heat (up to a 625 degree F oven) and
conducts heat evenly. Unlike metal it stops transferring heat as
soon as you remove it from the oven. Almost all silicone items
can go in the oven, microwave or freezer, and dishwasher. One
of the most popular baking items items is the French silicone
woven mats (Silpat is a popular brand) that you use instead of
greasing your pans. Silicon mats eliminate burning and keep
delicate baking intact.
Ceramic Marries Cast Iron
Remember your grandmother’s cast iron pans? Well, cast iron
is enjoying a revival. Only the modern version has a twice-fired
ceramic exterior and comes in vibrant colours such as blue, red
and green. Many fans of cast iron found that the old-fashioned
black cast iron badly scratched the surface of glass top stoves.
Unlike older cast ironware, the new ceramic exterior works well
on any cooking surface, including glass top stoves. And, the
ceramic coating looks good for years. The interior has a non-stick
surface that makes clean up easy. Some types have cool-to-the-
touch handles. Makes you want to bake doesn’t it?
Special Occasions
For special occasions and the holidays, pans that turn out cakes
in fancy shapes have always been popular. Nordic ware offers
a variety of holiday-inspired cake pans in molds such as a Star
of David, Gingerbread Man, Holiday Wreath, Snowflake and
Christmas tree.
Sure to be a hit for the holidays are pancakes made in Nordic
Ware’s Christmas Morning Pancake Pan. The cast aluminum pan
makes 7 silver dollar pancakes in different designs including a
snowman, bell, tree, star, angel and reindeer and Santa.
Cupcakes are a recent trend that inspired the Wilton Baking
Accessories Company to introduce a serving piece designed to
show the cupcakes off. Cupcakes ‘N More is a tiered device with
spiralled wires that hold cupcakes in place. It works well to display
Chicks. For the fi rst time, Just Born introduces its iconic
PEEPS® Chick shape, covered in delicious chocolate.
These NEW PEEPS® Chocolate Covered Chicks are
available in creamy milk chocolate and rich dark chocolate
and are wrapped in conveniently sized 1.0oz. single-serve
packages. They will be available at your favorite stores.
Other Delectable News:
Just Born welcomes NEW PEEPS® Orange Marshmallow
Bunnies into the growing PEEPS® family. PEEPS® Chicks
and Bunnies are available in all of the season’s favorite
colors: yellow, pink, blue, lavender, green and orange.
In addition and back by popular demand are the famous MIKE AND IKE® and HOT TAMALES® Jelly Beans. These offer jellybean
fans a sweet or spicy way to enjoy a treat or fi ll a basket.
Just Born Easter Family
NEW PEEPS® Chocolate Covered Marshmallow Chicks available in individually wrapped packages NEW Orange PEEPS® Marshmallow Bunnies available in a Take-Home packages. PEEPS® Chocolate Mousse Flavored Marshmallow Bunnies available in a Take-Home packages. PEEPS® Sugar-Free Yellow Chicks available in Count-Good packages.PEEPS® Chicks and Bunnies in wide array of shapes, colors and fl avors.HOT TAMALES® Jelly Beans available in Cinnamon, Assorted Spice, and Licorice.MIKE AND IKE® Jelly Beans available in Assorted Fruit and Tangy Twister®.
For craft/recipe ideas or for more information about the PEEPS®, HOT TAMALES® and MIKE AND IKE® Brands, fans can visit
www.marshmallowpeeps.com, www.hottamales.com, www.mikeandike.com or www.justborn.com
I N D U S T R Y , E T C .
Chris Schneeweiss, Brand Manager for PEEPS® Brand Marshmallow Candies, commented, “We are really excited about this new
offering. We chose the Chick shape because it is a popular Easter icon that everyone loves. We wanted to appeal to all taste buds,
so we are offering this item in both milk and dark chocolate. These PEEPS® will please loyal fans and entice newcomers, perhaps
becoming our biggest hit ever.”
1109 80-97.indd 11 10/29/09 10:53:26 AM
JACOBS PARADISE, INC. JACOBS PARADISE, INC. The New Beginning
Where Quality and Service is #1
DAMOS LA BIENVENIDA A NUESTROS CLIENTES QUE HABLAN ESPANOLContact Us For Our Complete Catalog and Product Line
Toll-Free Orders Only 1-800-650-6051 • (909) 596-7222 • FAX (909) 596-72232879 Metropolitan Place Pomona, CA 91767
REI, Saks Fifth Avenue, Regency Shopping Centers, California
Pizza Kitchen, American Golf Corporation, Cavallo Point
Lodge, Marmalade Café, Traditional Jewelers, American Car
Movers, Aveda Salon/Spa, Inner You Pilates, JRK Hotel Group,
Cheeseburger Restaurants, Kiehl’s, Midway Car Rental, Santana
Row Lifestyle Center, Seaton, Jill Roberts and Paige Premium
Denim as well as Sysco, a national wholesale distributor with
sales and service relationships with approximately 400,000
customers in the foodservice industry.
Je� Haddox, Direct Marketing Analyst, Pier 1 Imports said, “The
Yowza mobile application has allowed Pier 1 Imports to target
potential customers within the vicinity of a particular store
location. This enhanced targeting allows us to speak in a more
concise and relevant manner regarding the event and pricing
of an individual store.”
About Yowza!!Founded by television and � lm writer/producer/actor Greg Grunberg (currently starring in NBC’s Heroes), along with technology entrepreneurs August Trometer and Rick Yaeger, and launched in June 2009, Yowza!! is an innovative mobile couponing application designed to save consumers money and stimulate retail businesses. Yowza!! is currently available in the U.S. as a free application for Apple’s iPhone and iPod touch. Yowza!! provides consumers with deals and discounts while also giving businesses the ability to monitor performance on an up-to-the-minute basis. Unlike traditional forms of couponing such as newspaper ads and insertions, Yowza!! o� ers can be updated instantly and targeted per region or particular store location and are environmentally-friendly. For more information on Yowza!!, visit www.getyowza.com or www.twitter.com/yowza
Popular Free Mobile Couponing App. Yowza!!
Co-created by Heroes’ Star, Greg Grunberg,
Launches Yowza!! Version 2.0 with Advanced
Features and More Retail Partners
98 @ WSMAG.COM NOVEMBER 2009
1109 98-119.indd 1 10/29/09 11:03:33 AM
99
t e c h u p d a t e New Version– Including Maps, Push Notifications, New Offer
Alerts at Consumers’ Favorite Stores, Better Social Media
Integration & More – is Now Available for Free via the iTunes
App. Store and can be used on iPhone and iPod Touch Devices
Yowza!! (www.getyowza.com) has announced the launch of
Version 2.0 of its free mobile couponing application is designed
to save consumers money and stimulate retail business.
Yowza!! removes the need to clip coupons or print out emails
with promo codes by offering deals directly to the mobile
device. Users can search for nearby, participating retailers either
via zip code or by using the device’s built-in GPS to find stores
within 1, 5, 15, 25 or even 50 miles of their current location.
Once an offer is selected, a mobile coupon code or scan-able
barcode can be redeemed at checkout.
Yowza!! Version 2.0 makes saving even easier. New features
include the “My Stores” tab which lets the user keep track of their
favorite stores and the number of new offers available at that
particular location and push notifications that can be sent to the
phone every time a favorite store adds a new offer, even when
the application is closed. Yowza!! Version 2.0 also provides users
with integrated maps: simply rotate the phone 90 degrees and
a road map with all of the nearby retailers will appear making it
even easier to get to a specific store and save money.
Another new addition, “Share your Savings,” allows users to
pass information on about the amount of money they have
saved using Yowza!! – using social networks such as Twitter and
Facebook, as well as via e-mail.
“We have gotten a great deal of feedback from our consumer
users and retail partners – via social media, email and personal
conversations, and – we are excited about how the new
features will add to the overall mobile couponing experience
for all parties,” said Greg Grunberg, co-creator of Yowza!! “We
are building off of our successful launch to add new features
that all of our retailer partners can now take advantage of.”
Yowza!! downloads have increased an average of 46% every
month since its launch, and more than 200 merchants — in
over 10,000 locations – are now participating. Retailers who
have partnered with Yowza!! since its June launch include
Sports Chalet, Loehmann’s, Madison Square Garden, Tutti Frutti
Frozen Yogurt, Cirque du Soleil, Maria’s Italian Kitchen, Lobster
Festival Weekend and Concerts, Little Joe’s Famous Pizza, San
Jose Earthquakes, Vans Stores, Pat & Oscar’s Restaurants, 17th
Street Café, Killer Dana Surf Shop, Shore Club Miami Beach and
Spa at Shore Club, Sears Hometown and Hardware Stores, Plaza
Hotel & Suites, additional Aveda Salon and Spa locations and
Guitar Center stores nationwide.
They join these retailers on the cutting edge of the growing
mobile couponing trend: Pier 1 Imports, Sears, Sports Authority,
McDonald’s, Polacheck’s Jewelers, Finish Line, ESPN Zone, The
REI, Saks Fifth Avenue, Regency Shopping Centers, California
Pizza Kitchen, American Golf Corporation, Cavallo Point
Lodge, Marmalade Café, Traditional Jewelers, American Car
Movers, Aveda Salon/Spa, Inner You Pilates, JRK Hotel Group,
Cheeseburger Restaurants, Kiehl’s, Midway Car Rental, Santana
Row Lifestyle Center, Seaton, Jill Roberts and Paige Premium
Denim as well as Sysco, a national wholesale distributor with
sales and service relationships with approximately 400,000
customers in the foodservice industry.
Jeff Haddox, Direct Marketing Analyst, Pier 1 Imports said, “The
Yowza mobile application has allowed Pier 1 Imports to target
potential customers within the vicinity of a particular store
location. This enhanced targeting allows us to speak in a more
concise and relevant manner regarding the event and pricing
of an individual store.”
About Yowza!!Founded by television and film writer/producer/actor Greg Grunberg (currently starring in NBC’s Heroes), along with technology entrepreneurs August Trometer and Rick Yaeger, and launched in June 2009, Yowza!! is an innovative mobile couponing application designed to save consumers money and stimulate retail businesses. Yowza!! is currently available in the U.S. as a free application for Apple’s iPhone and iPod touch. Yowza!! provides consumers with deals and discounts while also giving businesses the ability to monitor performance on an up-to-the-minute basis. Unlike traditional forms of couponing such as newspaper ads and insertions, Yowza!! offers can be updated instantly and targeted per region or particular store location and are environmentally-friendly. For more information on Yowza!!, visit www.getyowza.com or www.twitter.com/yowza
Popular Free Mobile Couponing App. Yowza!!
Co-created by Heroes’ Star, Greg Grunberg,
Launches Yowza!! Version 2.0 with Advanced
Features and More Retail Partners
1109 98-119.indd 2 10/29/09 11:03:35 AM
1109 98-119.indd 3 10/29/09 11:03:45 AM
1109 98-119.indd 4 10/29/09 11:03:53 AM
102 @ WSMAG.COM NOVEMBER 2009
Rayco International Ltd. provides quality products at great savings. As the manufacturer and importer, we maintain control over our products and costs. Doing business as First Aid-USA we sell, fi rst aid kits, support bandages and related products to distributors and retailers throughout the United States at great price points with a high fi ll rate. We also offer products for Institutional use, closed-door pharmacies, schools, gyms, spas, and private label. Rayco is now featuring a line of AKC licensed pet fi rst aid kits and safety products. Please visit our website at: www.fi rstaid-usa.com. Look for our “Weekly Specials”.
MANUFACTURER SALES REPS WANTED
QUALITY WHOLESALE FIRST-AID PRODUCTS AT A GREAT PRICE
RAYCO INTERNATIONAL LTD. • FOR ORDERS CALL: 877-686-5545 • E-MAIL: [email protected]
Limited Edition Concert Posters Over 100 different titles in stock!Large selection available - Jamband, indie, hard rock, and more.
You won’t find these posters anywhere else!
300 markup potential!View our entire wholesale catalog at : wholesaleconcertposters.comQuantity discounts available - Call us for details - 303-527-2701
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1109 98-119.indd 11 10/29/09 11:04:42 AM
Limited Edition Concert Posters Over 100 different titles in stock!Large selection available - Jamband, indie, hard rock, and more.
You won’t find these posters anywhere else!
300 markup potential!View our entire wholesale catalog at : wholesaleconcertposters.comQuantity discounts available - Call us for details - 303-527-2701
%
1109 98-119.indd 12 10/29/09 11:04:53 AM
The On-Line and In-StoreCross-Over Conundrum
Can online and in-store have a synergistic channel relationship? The crossover sales question leaves marketers wondering—what are the incremental offline sales attributable to my Web site and do I run the risk of cannibalization?
Reprinted with permission from Nielsen
Consumer Insight online newsletter;
www.nielsen.com/consumer_insight.
Sign up for a free subscription to get the
latest industry insights.
f e a t u r e
110 @ wsmag.com november 2009 111
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CI SUMMARYConsumers have embraced cyberspace as a viable
medium to compare prices, learn about products and
read consumer reviews. But how can marketers turn
opportunities to see into opportunities to sell. Clearly
in-store and web channels complement each other, but
striking a balance between the two have become serious
table stakes for successful retailers.
Fast and easy. At today’s frenetic pace of life, these two
attributes speak loudly to the consumer mindset and
garner instant appeal. And with good reason. In today’s
digital age of consumer control, where information is
shared across the globe at the speed of light, consumers
have come to expect instant gratification. Truly, with the
click of a mouse, knowledge is shared, opinions are given,
relationships are built, and products are purchased—from
anywhere and at anytime. And while consumers have
embraced cyberspace as a viable medium, there is a
fine line between balancing the desire for speed and
convenience with the practical need to grow sales and
profitability when it comes to viral brand marketing.
To buy or not to buy—online that is like peanut butter
and jelly, cookies and milk, or bread and butter, some
combinations are just meant to go together. Such is the
case when you link “high-consideration” categories like
consumer electronics with online shopping. Arming the
consumer with enough product information to make an
instant expert, the Internet not only quenches the thirst
for knowledge, but it satisfies the desire to buy too.
In fact, a recent Nielsen Online MegaPanel survey
revealed the reasons why consumers would rather buy a
consumer electronics product online than in a local store.
And price is a main driver. Over two-thirds of consumers
say that they could get a better price online than in a local
store and fully half believe it is easier to compare prices
online. Other reasons cited include: getting convenient
option, Lowe’s “how-to” content information, and Kraft Foods’ recipe
availability from six different downloadable platforms.
Offering great product- and category-level content is the critical
foundational element to make multi-channel retailing most
successful. Key pieces of content must be portable and enable easy
printing. Making it accessible via mobile and in-store devices is a
plus. The bottom line is this: give consumers a multitude of ways to
reach your product and remain agnostic regarding in which channel
the ultimate purchase is made. In doing so, you not only build
customer loyalty, but you boost the bottom line as well.
Maximize Online EffectivenessQuantify online advertising’s impact on offline sales
Successful online marketing requires a detailed understanding of how consumer retail purchasing relates to web usage behavior. Recognizing the importance of following the consumer online is only half the battle. The other half lies in the ability to create effective programs that not only reach consumers effectively, but close the deal by generating increased ROI.
How important is the Internet to your brand buyers?— Are they online? How often?
Nielsen evaluates consumers’ actual offline purchase behavior with online surfing activity to pinpoint what sites are visited and what there is significance to overall sales volume. Understand what surfing behavior differentiates your brand’s consumer versus your competitor’s and what brand categories or channels attract your most valuable consumers.
Nielsen can help you pinpoint which are the most efficient online sites to maximize buyer reach and help you design a media plan to drive sales. For more information, visit our website at www.nielsen.com.
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Record-Breaking Halloween:Sales Reach$6 Billion
T R E N D S
1109 98-119.indd 17 10/29/09 11:05:06 AM
Holiday Sales Un-Spooked By Recession According To IBISWorld Data
Despite economic gloom casting a spell on consumer confidence this year, America’s darkest holiday is looking bright for retailers.
According to industry research firm IBISWorld, Halloween sales are expected to reach a record-breaking $6 billion in 2009 when
all the data is in, up 4.2 percent from the $5.77 billion generated last year. “Economic recovery appears to be around the corner
and consumers are enthusiastically looking to escape their recessionary woes,” said Toon van Beeck, senior analyst with IBISWorld.
“Even last year, when the outlook was much worse, the Halloween spirit remained unhindered as we saw total sales actually jump
5.1 percent from 2007.” Halloween retail sales are comprised of a wide range of consumer goods, aimed at adults, children, and even
pets. These goods include costumes, scary make-up, wigs, Halloween decorations for inside and outside, and of course, pumpkins
and candy, among other things.
In projecting this year’s total sales, analysts at the Los Angeles-based firm aggregated the retail-dollar performance of the following
Value Price ExpoJanuary 11-13New York, NYvpexpo.com
Philadelphia Gift ShowJanuary 17-20King of Prussia, PAorlandogiftshow.com
NATSO ShowJanuary 24-28Nashville, TNnatso.com
130 @ wsmag.com november 2009 131
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Show Dates are subject to change without notice. Please check with the designated show for the most current information. To advertise in Wholesale Source Magazine, please contact our sales department before the ad close date. Our ad rates can
be found on the following page, or you can visit our website at wsmag.com for the most up-to-date information.
Ad close: 4/17/09
Tobacco Plus ExpoMay 6-7New Orleans, LAtobaccoplusexpo.com
FMI Show/MARKETECHNICS®
May 6-8Dallas, TXfmi.org
Value Price ExpoMay 17-19Atlantic City, NJvpexpo.com
All Candy ExpoMay 19-21Chicago, ILallcandyexpo.com
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Software to UseYour ads are very important to us and we want to ensure that all ads print properly and look their best. When creating ads for the magazine, please be sure to use software that is acceptable for printing. The list below contains the industry-standard software that printers rely on today: Adobe Photoshop, Adobe Illustrator, Adobe Acrobat, QuarkXPress and InDesign
Sending FilesWe can accept fi les saved on CD or emailed to [email protected]. Emailed fi les should be under 10MB. Larger fi les can be sent using our free FTP site (contact us for login information) or www.yousendit.com. MAC disks are preferred, but we can also accept PC disks. All fonts and artwork must be included whether you send us a disk directly or if you email us.
Saving FilesWe can accept fi les saved in the following formats with 300-DPI RESOLUTION: TIF, PDF, JPG. All fi les MUST be saved in Black & White/Grayscale or CMYK (four color process). Please note that all Spot Color and RGB fi les will be converted to CMYK.
Toll-free: 800.297.4036Direct: 610.361.8555
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Want to reach decision makers in the following categories?
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Internet Based and Mail Order CompaniesJewelry Stores and Dealers
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Wholesalers
By reserving ad space in Wholesale Source Magazine, your company and products will meet the masses at
the major trade shows, via direct mailing and online. Reach over 40,000 wholesalers, retailers
and distributors throughout the United States, Canada and Latin America.
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& General MerchandiseFor Distributors & Retailers of Variety
HOLESALEW SOURCE
132 NOVEMBER 2009
1109 120-135.indd 13 10/29/09 11:38:29 AM
Size 1 Issue 3 Issues 6 Issues 12 Issues
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Resource Center — A 4-color business card size ad with contact information and 25 word description of product:
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Premium Position Full Page Four-Color Advertising Available! First 15 Ads (Front Section) & Last 15 Ads (Back Section)
Full PageTrim Size: 8-3/8 X 10-7/8Full Bleed: 8-3/4 X 11-1/4Live Image Area: 7-3/8 X 9-7/8
Half PageHorizontal7-3/8 X 4-7/8
Half PageVertical3-1/2 X 9-7/8
Quarter Page3-9/16 X 4-7/8
Resource Center3-1/2 x 2
Software to UseYour ads are very important to us and we want to ensure that all ads print properly and look their best. When creating ads for the magazine, please be sure to use software that is acceptable for printing. The list below contains the industry-standard software that printers rely on today: Adobe Photoshop, Adobe Illustrator, Adobe Acrobat, QuarkXPress and InDesign
Sending FilesWe can accept files saved on CD or emailed to [email protected]. Emailed files should be under 10MB. Larger files can be sent using our free FTP site (contact us for login information) or www.yousendit.com. MAC disks are preferred, but we can also accept PC disks. All fonts and artwork must be included whether you send us a disk directly or if you email us.
Saving FilesWe can accept files saved in the following formats with 300-DPI RESOLUTION: TIF, PDF, JPG. All files MUST be saved in Black & White/Grayscale or CMYK (four color process). Please note that all Spot Color and RGB files will be converted to CMYK.
Toll-free: 800.297.4036Direct: 610.361.8555
Fax: 610.361.0117423 Lenni Road, Lenni PA 19052
www.showcomm.comwww.wsmag.com
Want to reach decision makers in the following categories?
Apparel and BoutiquesConvenience Stores and Chains
Dollar StoresDrug Stores and Chains
General Merchandise and Discount StoresGift and Card Shops
Internet Based and Mail Order CompaniesJewelry Stores and Dealers
Jobbers, Distributors and DropshippersKiosks and Mall Carts
Resort Gift and Tourist AttractionsSmoke and Tobacco Shops
Sporting Goods and CollectiblesSupermarkets, Super Stores and Grocery Stores
Toy and Novelty ShopsTruck Stops and Rest Stops
Online Auctions and Internet ResellersRetailers and E-tailers
Wholesalers
By reserving ad space in Wholesale Source Magazine, your company and products will meet the masses at
the major trade shows, via direct mailing and online. Reach over 40,000 wholesalers, retailers
and distributors throughout the United States, Canada and Latin America.
Show specials and premium placement available!
& General MerchandiseFor Distributors & Retailers of Variety
HOLESALEW SOURCE
132 november 2009
1109 120-135.indd 14 10/29/09 11:38:35 AM
134 @ wsmag.com november 2009
NRF Asks Congress Not to Use VAT to Fund Health Care Reform
The National Retail Federation has asked the House Ways and Means Committee not to
consider a value added tax as a means of funding health care reform, saying a VAT
would have a negative effect on the economy during the national recession.
“In the current economy, enactment of a direct tax on consumer spending would be
devastating,” NRF Senior Vice President for Government Relations Steve Pfister said.
“Consumer spending represents more than two-thirds of GDP but has plummeted
dramatically over the past two years. The current recession will not end until the
consumer regains his footing. Placing an additional tax on consumer spending would
further depress spending, and lengthen and deepen the current recession.”
Pfister said a VAT “is a highly regressive tax, hitting lower and middle income taxpayers
much harder than wealthier individuals,” and would also “greatly hurt” the 45 states that
rely on sales tax as a major source of revenue.
“The enactment of a federal consumption tax would greatly crowd out the ability of the
states to raise their own sales taxes at a time when they are desperately in need of
revenue,” Pfister said.
Pfister’s comments came in a letter to Ways and Means Chairman Charles Rangel, DN.
Y., Ranking Member Dave Camp, R-Mich., and other members of the panel. News
reports have indicated that Ways and Means is debating whether to use a single broad tax
such as a VAT to pay for health care reform legislation under consideration by both the
House and Senate, or to use a combination of smaller taxes. One estimate showed that a 5
percent VAT would generate $285 billion in annual revenue.
NRF has a long record of opposing any form of national consumption tax because of the
impact on consumer spending, and Pfister said NRF would oppose a VAT regardless of
whether it was used to fund health care or for other purposes.
The National Retail Federation is the world’s largest retail trade association, with
membership that comprises all retail formats and channels of distribution including
drug stores and grocery stores as well as the industry’s key trading partners of retail goods
and services. NRF represents an industry with more than 1.6 million U.S. retail
establishments, more than 24 million employees - about one in five American workers -
and 2008 sales of $4.6 trillion. As the industry umbrella group, NRF also represents more
than 100 state, national and international retail associations. www.nrf.com.
i n d u s t r y , e t c .
1109 120-135.indd 15 10/29/09 11:38:47 AM
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At its meeting on September 14, 2009, the board of directors of the American Wholesale Marketers Association (AWMA) approved a three-year plan for its annual convention and expo that includes a series of changes intended to strengthen the value of the show for both exhibitors and attendees. Under the direction of AWMA’s Convention & Expo Committee, AWMA senior staff, and an industry expert & trade show consultant, the board adopted short-term and long-term strategies. Some of the changes are to rebrand the show as “The AWMA Show – The Convenience Distributor Conference & EXPO,” and to align the show with current business challenges,
consolidation among member firms, and difficult economic times.
According to Sherwin Herring, Southco Distributing Co., and the 2009 AWMA Chairman of the Board, “Our top priority for the 2010 show and beyond will be building and delivering more value for everyone. That starts with creating an event that attracts a greater number of our distributor members. Our members have told us that they need to gain enough value from the show to send their management teams and this will start with us providing a strong educational program that will appeal to the varying needs and interests of category buyers, foodservice executives, top management, technology and operations staff.”
Additional changes include expanding the scope of products and services in the exhibit hall beyond the traditional categories of candy, snacks, tobacco and merchandise. A new focus will be in the areas of foodservice, technology and operations – areas that provide significant opportunities for distributors to build their business, deliver more solutions to their customers and improve operating efficiencies.
“Our members have historically relied on several key categories for the majority of their business, and while those categories continue to play a critical role, as the convenience industry evolves distributors need to be at the forefront with new products, programs and merchandising ideas,” added Scott Ramminger, AWMA President & CEO. “A category that has been growing for years is foodservice and our members are interested in having access to the latest in foodservice programs, products and equipment at the show. By aligning the educational program and the scope of products in the exhibit hall with the needs and interests of key decision-makers, the result will be a compelling business opportunity for distributors, brokers and retailers who attend.”
In addition to rebranding the show as The AWMA Show, in 2010 other changes include shifting the days of the week so the show runs from Tuesday through Thursday (exhibit hall open on Wednesday & Thursday), refreshing the exposition with new hours, the addition of the AWMA Café for lunch, and holding the industry reception on Wednesday evening in the exhibit hall.
“We are very excited about these changes, and while we are cautious in these difficult economic times, we are focused on building the value of the show and creating the premier conference and
tradeshow for our members. The 2010 AWMA Show will be held March 9 – 11, 2010 (exhibit hall open on the 10th and 11th), at the Las Vegas Hilton, and I encourage every member of AWMA to attend,” added Herring.
The American Wholesale Marketers Association (AWMA) is the only international trade organization working on behalf of convenience distributors in the United States. Its distributor members represent more than $85 billion in U.S. convenience product sales. Associate members include manufacturers, brokers, retailers and others allied to the convenience product industry.
Typical products purchased and sold by convenience distributors include candy, tobacco, snacks, beverages, health and beauty care items, general merchandise, foodservice and groceries. In addition to convenience stores, their largest customer segment, convenience distributors also service grocery stores, drug stores, tobacco shops, mass merchants, newsstands, concession stands, gift shops, fundraising groups, restaurants, institutions and much more.
AWMA REAL DEAL EXPO Transforms to The AWMA SHOWThe Convenience Distributor Conference & EXPO
i n d u s t r y , e t c .
136 @ wsmag.com november 2009
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Ocean City, Maryland, long known as the East Coast’s Finest Family
Resort, is proud to be an All-America City. Ocean City won this
prestigious award in the National Civic League’s All-America City
Award 2001 competition. Ocean City received one of only 10 awards
given nationwide. Ocean City boasts ten miles of beautiful, pristine
beaches, a three mile boardwalk teeming with activity, a wealth of
fi shing, water sports and boating opportunities, a golfers paradise
with an abundance of courses for all levels of play, amusement rides
and games, museums, shopping and much, much more to entertain
visitors of all ages. Ocean City also hosts restaurants that offer
cuisines to satisfy any appetite or pocketbook and lodging designed
to accommodate the needs of any traveler.
Ocean City is Maryland’s only coastal community, situated on a
barrier island that, until the mid-1800s, was a barren place attracting
only a few fi shermen who came over from the mainland on small
rowboats. In 1869, a local farmer named Isaac Coffi n constructed
a small inn to accommodate the fi shermen and others who were
beginning to show an interest in the beach as a refuge from city
life. Soon, other hotel properties arose and after Ocean City became
incorporated in 1875, the small fi shing village was on its way to
becoming a seaside vacation destination.
In 1876, a railroad bridge was built over the Sinepuxent Bay. Prior to
the bridge, visitors had to ride the train to the edge of the mainland
where they would then cross the bay by boat. Visitors would travel
hours to spend one idyllic afternoon at the seashore. In the early
1900s, Daniel B. Trimper and his brother, both from Baltimore,
started an amusement park. The park is still owned and operated by
the Trimper family. Capt. Christopher Ludlum and his son traveled
from Cape May, NJ, and started the pound fi shing industry, the
source of employment for many local men. While the men fi shed,
the wives and mothers were instrumental in running the hotels that
catered to vacationers.
An All-American City
prestigious award in the National Civic League’s All-America City
Award 2001 competition. Ocean City received one of only 10 awards
given nationwide. Ocean City boasts ten miles of beautiful, pristine
beaches, a three mile boardwalk teeming with activity, a wealth of
fi shing, water sports and boating opportunities, a golfers paradise
with an abundance of courses for all levels of play, amusement rides
and games, museums, shopping and much, much more to entertain
visitors of all ages. Ocean City also hosts restaurants that offer
cuisines to satisfy any appetite or pocketbook and lodging designed
to accommodate the needs of any traveler. An All-American City
Ocean CityMaryland
D E S T I N A T I O N
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The oldest part of Ocean City is at the southernmost tip of the island.
As you meander the area below Division Street, look up above the
shops at street level. Cottages and small hotels still proudly refl ect
the strong heritage of the early pioneers of this town. For decades
this was the hub of the resort, from about 9th Street north, there
were only a few lone cottages.
From 1900 to 1915, the fi rst of Ocean City’s Boardwalk was
constructed. In the early days, the Boardwalk was taken up and
stored during the winter. Today’s Boardwalk is a permanent walkway
now spanning nearly three miles. In August 1933, a violent four-day
storm hit Ocean City and cut an inlet through the island, linking
the ocean with the bay. The inlet soon brought a new industry to
Ocean City — sport fi shing. With easy access to the ocean, fi shermen
no longer had to launch boats through the surf or limit themselves
to bay fi shing. In 1934, the fi rst white marlin was caught off the
coast and Ocean City claimed the title of “White Marlin Capital
of the World.”
This once humble fi shing village that covered only a few blocks
of land now stretches 10 miles long. Modern hotels and deluxe
condominiums are now a part of the landscape, but what draws
visitors to the shore all year long has not changed: The invigorating
smell of the salt air, the majestic ocean views, the luxuriating feel
of the sand.
Reference: OC Marylandhttp://www.oceancity.org/
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140 @ wsmag.com November 2009
r e s o u r c e c e N t e r
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1109 136-143.indd 5 10/29/09 11:28:10 AM
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