Kids Today

Retailer shares insight on Kind + Jugend

Sheri Gurock, co-owner of Magic Beans in Brookline, Mass. has a great blog, spillingthebeans.net.

She recently attended the Kind + Jugend show in Cologne, Germany and shares an overview of the market with her readers and customers. Check it out!

Another view

Roger O'Callaghan, president of Baby News Childrens Store, Livermore, Calif. emailed me his thoughts on my September editorial.

Dear Lisa:

I read your September editorial about allowing all types of retailers to the ABC Show and have a few comments to make to you. First of all, as you must be aware, all the major mass merchants have their own private shows with vendors. These are closed shows in which specialty stores are not invited. Also, as far as we know, specialty stores do not sneak into their shows. Second, specialty stores do not have a common forum as do the mass merchants. The only show around that is for specialty stores is the ABC Show. The JPMA Show is an open show to all retailers – what do you think happens in a showroom when a group of buyers from Wal-Mart walk in?  Correct – the other retailers are asked to leave or completely ignored.

Why should there not be a show just for specialty stores? Specialty stores take chances with smaller manufacturers that the “big boxes” do not do. The ABC Show allows vendors to have direct conversations of specialty retailers who are “hands on” retailers.

Is it really so much to ask that specialty stores have their own show?  Maybe when the mass merchant invite specialty stores to their private showings, we should let them in the ABC Show. In fact, we could give them a badge with their own name and company on it.

Sincerely,

Roger O'Callaghan, President, Baby News Childrens Stores, Livermore, Calif.

Roger and Dave have their concerns about opening up the ABC Expo to all retailers; I think the responsibility should fall to exhibitors rather than show management; what do you think?

The other side of the fence

Some of you may have read my editorial in the September issue and the last blog entry. As we get to know each other better you’ll find I can be a bit outspoken. You’ll also find I welcome and relish feedback, even if it’s not always positive.

Yesterday I received an email from Dave Laub, owner of Room To Grow, Cincinnati, Ohio and I wanted to share it with you in the hopes it will open a discussion on the topic of exclusivity and trade shows.

Lisa,

I was in shock after reading your Editor’s Notes in the September Issue of Kid’s Today. 

Perhaps you do not understand the history of the we (specialty stores) versus they (big box stores) in this industry. As Specialty Stores we struggle everyday to have product that is new, fresh and different from the big boxes. Suppliers bring new products and styles to markets. Specialty Stores take a risk, a huge risk, by ordering untried products and styles.

The Specialty Stores have success with some of these products and styles.

The big boxes find out about our successes.

They go to the suppliers. Most suppliers see big $$$$$$$$$$$$ so they sell to the big boxes, often at discounted prices. The Specialty Stores have higher overhead, mainly because of the services they provide that the big boxes do not.  Thus, the big box receives the product at a discounted cost and marks up the cost at a lower multiple, giving a lower selling price.

Then, the Specialty Stores cannot sell the product, often getting stuck with inventory they must sell at reduced prices.

The ABC Show has a unique history. It was started as a joint venture by four of the INDEPENDENT SPECIALTY STORE ASSOCIATIONS, who then partnered with SPECIALTY STORE FOCUSED SUPPLIERS. This is what the ABC Show is!

Why would I want the big boxes to see the product I am willing to try? Maybe, so that they can get them sooner? Why would I want that?

This show is supposed to be for Juvenile Specialty Stores ONLY. It is disgusting to me that some of the exhibitors, some of which are on the ABC Board, find ways to sneak internet companies and big box buyers into the show. Absolutely disgusting.

We are entitled to our own opinions.  We are entitled to print them. When we do we open ourselves up to the other side of the fence.

Sincerely,

Dave Laub

What do you think? Which side of the fence are you on or are you sitting on it?

Do you turn a customer away?

Exclusive is a buzz word among retailers and vendors. Webster defines it as “accepting or soliciting only a socially restricted patronage.” This describes the attendance policy at this month’s ABC Expo, which is limited to independent, brick and mortar stores.

Coming from the furniture/home accents industry, I am surprised by an attendance policy that excludes any retailer. I realize the premise is independent retailers want product that’s not available to mass merchants or online retailers, but if you break it down to the most basic level it comes back to restricting patronage.

Lots of retailers distinguish themselves with custom lines, which is great for them and the consumer. Magic Moon, a retailer in our Dallas Metro report, manufactures its own furniture and lighting and offers custom bedding. Our cover story, The Wooden Swing, is unique because of its categories: outdoor play equipment and youth furniture.

Being different isn’t just about the product though because the store down the street might have the same thing or something fairly similar. Being different is about  you, the owner; it’s about how customers feel in your store; it’s about how you display the merchandise and more importantly it’s about customer service.

As a consumer I shop a mix of independent and mass retailers. Like most people, I know if I’m looking for customer service and a well-informed staff, I’m probably not going to find it at a mass retailer. It’s not their forte. Price may be or location may be but typically individuality is not.

This brings me back to restricting patronage. Whether you’re a vendor or a retailer I don’t understand turning a potential customer away. When I buy something, I know it’s not the only one in the world; my friend might have the same lamp, stroller or crib. Individuality, which is what we’re all truly striving for, comes from how we incorporate that product into our home or store; how we blend it with the other elements; how we stamp it with our own style.

As a retailer, do you turn a customer away because her neighbor bought the same thing? Why should trade shows be any different?