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?
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