Retailers Forum Magazine July 2020 EMAG

FORUM383

Free monthly magazine for independent retailers, online sellers, American retailers looking for top wholesale merchandise sources. We have articles of interest in running your small independent retail business. View our complete site at: www.WholesaleSources.com or www.RetailersForum.com for 1000's of free articles.

etailers

VOL. 40 NO. 3

JULY 2020

INDEPENDENT

RETAILER

APPRECIATION

EDITION

Connecting Wholesalers and Retailers Since 1981


Dakota Steel Art

Lifetime Rustproof Warranty

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Solar Light included

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MONEY

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Hang some in your booth

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405 County Road 25 Mantador, ND 58058

*You pick your spinners from stock items

(limited to in-stock items)

Page 2 JULY 2020 | RETAILERS FORUM MAGAZINE

Join the Vendors Switching to DSA

- America’s Best Selling Wind Spinners

- Proudly Made in the U.S.A.

60 Dog Breeds!

Try them, you

will LOVE them!

Want More Info? Circle #23 on page 11 • www.Vendor411.com


Leading Supplier

Since 2005

Newchic

Now at

1 STOP WHOLESALE

Clothing, Shoes, Bags and Accessories

Floral Printed O‐Neck

Midi Dress With Pocket

$

31.99

Solid Color V‐neck Plus Size

Dress for Women

$

30.99

Irregular Hem Long‐sleeved

Round Neck Casual T‐shirt

$

16.99

Bohemian Print Sleeveless

V Neck Side Slit Dress

$

18.58

Bohemian Print 3/4 Sleeve

Loose Plus Size Blouse

$

13.73

Button Fish Bone Print Short

Sleeve Casual T‐shirt For Women

$

15.34

Bohemian Print Spaghetti Straps

Plus Size Maxi Dress with Pockets

$

20.19

Casual Solid Color Button Pockets

Plus Size Cotton Suit Jacket

$

19.38

Vintage Solid Color 3/4 Sleeve

Pocket Plus Size Blouse

$

12.92

Plus Size Women Printed Patchwork V Neck

Figure Flattering Backless One Piece Swimsuits

$

8.99

Sexy Women V‐neck Lace Babydoll Mesh

Chemise Sleepwear Open Back Lingerie

$

5.92

Flower Print Long Sleeve

Casual Blouse For Women

$

19.19

Largest Selection Of Apparel For Drop Ship In The USA

Select Your Sizes - NO Minimum Order - We Ship Worldwide

www.1StopWholesale.net

Want More Info? Circle #01 on page 11 • www.Vendor411.com RETAILERS FORUM MAGAZINE | JULY 2020 Page 3


Want More Info? Circle #01 on page 11 • www.Vendor411.com

Page 4 JULY 2020 | RETAILERS FORUM MAGAZINE


This is a Buying Guide for

RETAIL STORE OWNERS

Presented within the pages are the latest offerings from the country’s

leading merchandise wholesalers. The advertisers herein sell strictly

wholesale and require that you purchase with the intent of reselling

through retail channels.

HOW TO USE THIS DIRECTORY

☛ Locate the products that interest you.

See our product directory located on

pages 6 & 7.

☛ Make direct contact with advertiser.

Most will have catalogs and price lists

for you.

☛ Order your merchandise, which will be

shipped directly to your store.

CLICK ON BANNERS

IN SELECT ADS

Want More Info? Circle #09 on page 11 • www.Vendor411.com

TO GET FREE CATALOGS/PRICING

FORUM PUBLISHING COMPANY

383 East Main Street, Centerport, NY 11721

www.RetailersForum.com

CONTACT US:

TEL: 1-800-635-7654

FAX: 631-754-0630

Email: ForumPublishing@gmail.com

RETAILERS FORUM MAGAZINE | JULY 2020 Page 5


Sell to over 60,000

stores through Forum

631/754-5000

Start.

Light Up Without

Lighting Up!

Grow.

Repair.

Our specialty is helping small and

mid-sized businesses achieve success.

Contact us for free consultation.

1-800-433-7002

info@ForumBA.com • www.ForumBA.com

DRESS UP FOR

PROFITS!

Every Day’s A Treat!

COSTUMES ARE YEAR ‘ROUND MONEY MAKERS!

WHOLESALE

Costume Club

www.USACostumers

See our USACostumers.com

ad on page 40

Full Service Wholesaler • We Ship Worldwide

LIGHT • Disposables • Kits

E CIG

• E-Liquids

• Atomizers

see our ad on page 75

H2 E-Cig Round

Mouth Atomizer

$1.85

Always Be

Fashionable

FASHIONABLE

SALES

www.Lightecig.com

See our ad on Pg 23

CREDIT CARD

PROCESSING

www.NOAMB.com

BLING IT ON!

HipWholesale.com

Page 13

SMALL

BUSINESS

CONSULTING

ForumBA.com

Ad on Page 18

100’S IN STOCK

All Occassions

Fast Same Day Shipping

Flat Rate Delivery

Electronic

Cigarettes

5mL Bottle

E- Liquid E-Juice

for E-Cig $1.30

• E-Cig Batteries

E-Case w/2

Cigarettes + 1 USB

Charger $10.50

E-Cig kit Includes 1 cig,

10cartridges, Wa l, USB,

Car Chargers $6.50

Round Mouth E-Cig

3.5ml Atomizer Set

w/Coil Heads $3.83

• E-Cig Accessories

SHISHA Zero

Nicotine Disposable

E-Cig $3.45

We Dropship - Distributors WanteD • Scroll website to bottom - Click on WHoLESALE

Does anybody

read these?

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you’ll get a FREE 3-mo.

subscription!

Congratulations to

BACK TO WORK INC

New York, NY

ADVERTISERS INDEX

PLEASE PATRONIZE THE LEADING WHOLESALERS

WHO ADVERTISE IN RETAILERS FORUM MAGAZINE

JULY 2020

THE TRUSTED BUYING SOURCE FOR RETAIL STORES!

ADVERTISING

FORUM AD RATES ......... 09

APPAREL

1 STOP WHOLESALE ....... 03

BLANK TEES. .............. 62

BOUTIQUE CLOSEOUTS. .... 27

CLOTHINGWARE .......... 35

DD BULK .................. 26

FASHIONABLE SALES. ...... 33

FLIRTY WHOLESALE ....... 18

HEAVENLY SUITS .......... 16

SCARF WAREHOUSE ....... 71

STYLE IN FASHION ......... 16

STYLISH PLUS ............. 67

T SHIRT REP ............... 41

UIN DEALS ................ 31

UNIVERSE WHOLESALE. .... 51

USACOSTUMERS.COM ..... 40

ASSORTED ITEMS

AUCTION FINDER .......... 72

BEAN WHOLESALERS ...... 64

DOBA DROPSHIP .......... 63

EVERYTHING CLOSEOUTS .. 52

EZ DROPSHIP. ............. 30

GET THAT WHOLESALE ..... 81

MEGA UBID ............... 34

RAMSONS IMPORTS ....... 15

SWEET WHOLESALERS ..... 61

TOP TEN WHOLESALE ...... 83

WHOLESALE VISTA ........ 04

BOOKS

AUCTION BOOK ........... 79

BUYERS CONTACTS ........ 49

CLOSEOUT DIRECTORY. .... 82

HIDDEN WEALTH .......... 80

TRADE BOOKS. ......... 85-90

CANDY

SWEET WHOLESALERS ..... 61

CELLULAR

CELLCITY.BIZ ............. 43

WHOLE-CELL ............. 59

COMPUTERS

REFURB SHOPS ............ 22

CONSUMER ELECT.

FIND IT CHINA ............. 69

CREDIT CARD

PROCESSING

EXP MERCHANT ........... 24

NOAMB. .................. 77


#1

BUYING GUIDE

FOR RETAIL STORES!

DISPLAY/SUPPLIES

& SERVICES

AVVO .................... 44

CC WAREHOUSE . . . . . . . . . . . .78

E-STORE BUILDERS ........ 36

E STORE SIGNS ............ 19

E-STORE SITES ............ 60

FB CAMPAIGNS ............ 74

FIND IT ASIA. .............. 84

FORUM ADVISORS . . . . . . . . . .18

FUNDING OFFICES ......... 38

KWIK INC ................. 56

PAYROLL HELPER ......... 54

PROMOTIONAL REWARDS.. 20

PROTECTION PLANS ....... 48

RETAILERS BANK .......... 46

SALES GROUP BAGS........ 76

SETON SIGNAGE ........... 77

VACATION PROMO ........ 68

WHOLESALESOURCES.COM ...

INSIDE BACK COVER

DROPSHIPPERS

DOBA DROPSHIP .......... 63

E-CIGARETTES &

SMOKE SHOP ITEMS

3’x5’Embroidered Flags $14.00 Each

HEAVENLY ................ 70

View our 148 page Catalog online !

www.RIOhio.com

LIGHT E CIG ............... 75

Belt Buckles $18.00 dz

LOGIC WHOLESALE ........ 65

$36.00 dz

Hat Pins $6.00 dz

$36.00 dz

$36.00 ut 72 pcs

Garden Flags

$48.00 dz

Metal Signs

$5.50 Each

Tri-Fold

$5.00 Each

$21.00 dz

$9.00 dz

FOOTWEAR

Playing Cards

$18.00 dz

$24.00 dz

5” Patches $36.00 dz

$39.00 dz

SNEAKER CLEARANCE. ..... 47

HANDBAGS

Garden Flags

48.00 dz

$18.00 dz

Leather Wallets $5.50 each

Magnets 3”x8” $18.00 dz

BAG CLOSEOUTS .......... 53

BAG VENDORS ............ 16

12”x18” Metal Signs

$5.50 Each

HOME & HOUSEWARE

Belt Buckles

$42.00 dz

DAKOTA STEEL ART ........ 02

Patches $18.00 dz

3’x5’Embroidered Flags

$21.00 dz

MERCHANDISE $14.00 Each REP ........ 22

RUG PROFITS.............. 37

RUSH SUPPLIERS .......... 58

JEWELRY/

ACCESSORIES

BLING WHOLESALER ....... 25

BODY CANDY HQ .......... 57

BUND JEWELRY............ 55

CLOSEOUTS FOR SALE. ..... 17

HIPWHOLESALE ........... 13

JEWEL CLEARANCE ........ 32

JEWELRY MINERS. ......... 73

WindSocks

$48.00 dz

Min.Order

$150.00

Metal Sign

$4.75 each

$4.50 Each

$42.00 dz

8” x 12” Parking Sign $18.00 dz

8” x 12” Metal Signs

$39.00 dz

Metal Plates

$27.00 dz

$48.00 dz

SOARING RC .............. 26

$30.00 dz

12” Metal Signs

$5.00 Each

$4.00 each

Leather Bracelet $18.00 dz

1ut/5 dz Mood Rings $33.00 unit

Metal Sign

12”X18” $5.75 Each

12”x18” Metal Sign $5.25 each

$36.00 ut/72pcs

$15.00 dz

Accept Credit Cards

At Your Business.

EXP Merchant

$6.00 dzSee Hat Page Pins Also 24

sold by the

Gigantic dozen! Selection

of Variety Goods

$15.00 dz

36 pcBiker Ring

$24.00 dz

Best Friend Necklace

RAMSON’S

$39.00 unit

$24.00 dz/sets

RETAILING $7.00 Each NEWS .......... 14 See our Ad on Page 15

Belt Buckles

$36.00 dz

NOVELTIES

3pc Magnet

$5.25 Each

$15.50 Each

CARTOON CONCEPTS ...... 50

COOL GLOWING ..BACK COVER

NOVELTY SELLER .......... 21

R/C & TOYS

RC VARIETY ............... 45

SPECIAL FEATURES

FORUM WORKSHOP ....... 28

READER RESPONSE ........ 11

WHAT’S HOT .............. 12

TRADE SHOWS

ASD VEGAS SHOW ......... 29

VIDEOS & DVD’S

DVD BUNDLE .............. 66

WATCHES & CLOCKS

TIME WHOLESALERS ....... 39

WATCH DEALERS .......... 20

WEDDING ITEMS

Advertise in

See Page 9

BUSINESS BOOKS

www.BizBooks.org

DROPSHIP TO PROFITS!

Tri- Color Necklace $18.00 dz

1000’s of Items

See our ad on page 63

WHOLESALERS:

Increase Your Sales

By Advertising Here!

631-754-5000

WIND SPINNERS

Sells Like

A Breeze!

DAKOTA STEEL

See Our Ad on Pg. 02

VISIT FORUM ON

THE INTERNET

View our latest books at

www.bizbooks.org

WE HAVE BUYERS

EZ DROPSHIP. ............. 30

SHAKE WHOLESALE. ....... 42

SMARTEST BARGAIN . . . . . . . .24

Databases for ALL Industries

www.BuyersContacts.com


ADVERTISING INFORMATION

www.retailersforum.com

VOL 28 NO. 2

JUNE 2008

MARKETING TIPS!

MERCHANDISE SOURCES

RETAILING TIPS

SELL LIKE AN

EGYPTIAN!

Reach Active Buyers with our Print Readership

Plus over 265,000+ Page Views Monthly Online

✔ Apparel and Accessory Stores

✔ Card and Gift Stores

✔ Discount and Dollar Stores

✔ Distributors and Jobbers

✔ General Merchandise Stores

✔ Internet On Line Stores

✔ Mail Order Catalog Sales

✔ Novelty and Toy Stores

✔ On Line Stores

✔ Resort and Souvenir Stores

✔ Sporting Goods Stores

✔ Variety Merchandise Stores

✔ Wholesalers

ESTABLISHED IN 1981 as a buying source for store

owners and wholesalers, Retailers Forum offers advertisers

a large national circulation to showcase their products

and services. Many of our readers are located in rural

areas where access to merchandise is difficult, making our

magazine indispensable to their buyers.

Through our unique direct mail and trade show

circulation we constantly rotate our mailing lists, adding

new stores monthly enabling us to deliver new, fresh

buyers each and every month you advertise with us.

In addition to your print ad, your company will be

featured in our digital on line monthly version at

www.RFmagazine.com. Our online magazine produces

over 265,000+ page views monthly for our advertisers,

which is in addition to our print and mail distribution.

Your online ad will link to your website and email

address and we provide unlimited transfers from our

readers into your website 24/7.

FORUM PUBLISHING COMPANY

383 East Main Street, Centerport, NY 11721

www.RetailersForum.com

CONTACT US:

TEL: 1-800-635-7654

FAX: 631-754-0630

Email: ForumPublishing@gmail.com

Page 8 JULY 2020 | RETAILERS FORUM MAGAZINE


etailers

ADVERTISING RATES

AD SIZE 1 ISSUE 3 ISSUES 6 ISSUES 12 ISSUES

› Page $400 $300 $275 $250

¼ Page $525 $425 $400 $350

½ Page $625 $525 $500 $450

Full Page $850 $750 $700 $650

2 Pages $1,350 $1,250 $1,150 $1,050

Prices shown per month, above rates include full color printing

ADVERTISING SPECS

› Page: 2¼" high x 3¼" wide

¼ Page: 4‚" high x 3¼" wide

½ Page:

Full Page:

4‚" high x 7" wide or

9½" high x 3¼" wide

9½" high x 7" wide

Email or provide CD of ad in exact dimensions as JPG, TIF or preferred

PDF format in CMYK color, 300 dpi resolution only

FULL MARKETING PROGRAM INCLUDED >>

✔ Monthly print and mail magazine

✔ Online magazine and search marketing

✔ Distribution at top trade shows

Printed Magazine

• Your ad is featured in our

printed magazine circulated

to buyers across the USA.

Includes distribution at

industry’s top trade shows.

Complete Digital Magazine

• Your ad runs on-line at

www.RFmagazine.com

• Over 265,000+ monthly

page views

• Active link to your website

Phone APP

• Your company included in our

free iPhone and Android APP.

Imagine YOUR company right

on the buyers phones!

Reader Response

• Generates leads from buyers

interested in your products

through a code placed in

your ad and on-line at

www.vendor411.com. Free for

all half and full-page ads.

Search Marketing

• Your company included in

the industry’s leading search

engine: www.supplier411.com

• Saturation marketing coverage

on our new wholesale portal:

www.wholesalesources.com

TOP INDUSTRY TRADE SHOWS 2020

JANUARY

Atlanta Gift Fair

Los Angeles Market Week

Minneapolis Gift Show

Philadelphia Gift & Variety Show

Seattle Gift Show

FEBRUARY

Charlotte Gift Show

Louisville Gift Show

Magic Sourcing Show

New York Toy Fair

Off Price Specialist Show

Rocky Mountain Gift Show

St. Louis Gift Show

MARCH

ASD Marketweek Las Vegas Show

Atlanta Spring Gift Show

California Marketplace

Dallas Apparel & Accessories Show

Greensboro Gift & Jewelry Show

Norton’s Gift & Variety Show

APRIL

Charlotte Gift Show

Hawaii Merchandise Expo

Minneapolis Gift Show

Northern Michigan Gift & Souvenir Show

MAY

Las Vegas Licensing Show

New Orleans Gift & Jewelry Show

Off Price Show NY

JUNE

Charlotte Gift & Variety Show

Dallas Gift & Variety Show

LA Fashion Market

Minneapolis Gift Show

Norton’s Gift & Variety Show

JULY

Atlanta Gift & Home Furnishings

California Marketplace

Oklahoma City Wholesale Show Philadelphia Gift

& Variety Show

AUGUST

ASD Market Week

Biloxi Wholesale Show

Louisville Gift Show

Minneapolis Gift Show

Off Price Specialist Show

New Orleans Gift & Jewelry Show

Rocky Mountain Gift Show

St. Louis Gift Show

Toronto Gift Fair

SEPTEMBER

Asia America Wholesale Show

Charlotte Gift & Variety Show

Dallas Home & Gift Show

Hawaii Gift Show

Norton’s Gift & Variety Show

Philadelphia Candy & Gift Show

Rocky Mountain Gift Show

OCTOBER

Dallas Apparel & Accessories Show

Florida Jewelry & Resort Show

Greensboro Gift & Jewelry Show

Las Vegas Souvenir & Gift Show

Minneapolis Gift & Variety Show

Additional Shows TBD

NOVEMBER

Gatlinburg Gift Show

Hawaii Merchandise Expo

New Orleans Gift & Jewelry Show

Norton’s Gift & Variety Show

Ocean City Gift Show

Smoky Mountain Variety

DECEMBER

Charlotte Gift & Variety

Grand Strand Gift & Variety Show

Greensboro Gift & Jewelry Show

Our Large Holiday Issue Hits The Mails Before

Thanksgiving to Maximize Advertisers Results!

* Show schedules are subject to change without notice.


FROM THE

PUBLISHER

HONORING AMERICAN RETAILERS RESILIENCE & RESOLVE

THE last few months the entire world has

been upended by Covid-19 and we’re

all struggling to resurrect our business and

personal lives. As of this writing, barring

any setbacks, our local businesses have all

reopened in some form or another.

WITHOUT rehashing what you’ve

undoubtedly already read elsewhere, I will

let out a collective “phew” on behalf of

fellow retailers and wholesalers across the

country. Guided, and often misguided by

public policy, many small business owners

have been unable to hang on awaiting

the slow recovery. There is now anticipation

that those who have managed to remain

have hopes of a better than expected

fourth quarter. This is all predicated upon all

things lining up positively.

ONE of the things I noticed and got

renewed inspiration from is the fortitude of

small businesses in this country. As we sized

up our situations many companies adapted

to the abrupt chain in our industry. We

have seen many clothing and accessory

companies turn into medical mask and

gown manufacturing and distribution

companies. Other retailers quickly ramped

up their websites and took crash courses in

online marketing to generate sales.

WE are an innovative and diverse group

of people in this industry. Here at Forum we

were instrumental through our affiliation with

the Small Business Association in helping

dozens of businesses navigate the PPP and

other government lending programs to

help shore up their companies.

IT is at the hardest times like we have just

experienced that we see the resilience of

our fellow businesspeople. Many suppliers

>> ON-LINE SOURCING

worked together with customers to ensure

a continued supply chain by delaying

invoices. For the most part our industry

acted in coordination and cooperation

which is truly in the American spirit.

NEVER bet against America is a catch

phrase that we have heard many times

over the last few months and it never

rang truer than today. We were fortunate

that prior to Covid-19 our economy was

cranking on all cylinders, which helped give

hope that this pandemic would be only a

glitch which we could recover from. We are

seeing that now as we slowly rebound and

normalize our lives, businesses and routines.

LET’S not get sidetracked now. Continue

operating your businesses lean and smart

as we head towards the next quarter. Don’t

be distracted by some of the anarchist

chaos that we have seen rearing its ugly

head during the restart of our country.

These are opportunists who try to take

advantage during trying times.

WE are American retailers and wholesalers.

Our small businesses are the backbone

of this country and we are all gracious

that all of us, regardless of race, creed or

whatever country we immigrated from,

have the opportunity to live the American

dream. The dream of owning a business,

providing for our families, and contributing

to the greatest country on earth, the United

States.

TAKE a moment this month to celebrate

your independence, your friends, family

and neighbors. We are fortunate to live free

and independent and set our own paths in

our lives.

The entire issue of

Retailers Forum Magazine

is posted on-line at

www.RetailersForum.com

Includes: Website Links *

E-Mail Links * Printable PDF’s

ACCESS OUR MAGAZINE

FROM ANYWHERE 24/7

RETAILERS

FORUM

SALES & MARKETING

Gregory Brown

Tom Richards

Scott Savitt

Martin Stevens

OFFICE MANAGER

Leah C.

PRODUCTION

Lisa Maresca-Smith

CREDIT DEPARTMENT

Kristine Hines

CIRCULATION

Discount Reading Svc.

LITERARY STAFF

Patricia Luebke

Jason Meyers

Rachel Spearman

COLOR PRODUCTION

Anchor Imaging

PRINTING

Composing Room

ART DIRECTION

Gregory Stevens

Martin Stevens

OVERSEAS OFFICE

Trade Channel

N.W. Guineastr 30

2022 PA Haarlem

Netherlands

+31-23-531-90-22

Published Monthly by:

Forum Publishing Co.

383 East Main Street

Centerport, NY 11721

Tel: 631/754-5000

Fax: 631/754-0630

forumpublishing@gmail.com

www.retailersforum.com

39 Years

1981-2020

RETAILERS FORUM is published monthly at

$75/year USA, $125/year foreign.

Entire contents copyright ©2020 by

Forum Publishing. Publisher assumes no

responsibility for contents herein. First and

third class postage paid at Centerport, NY.

Bulk mail paid at NY, Brookfield, WI and

Hooksett, NH under private mail indicia via

publication mailing.


etailers

Reader Response

FREE PRODUCT INFORMATION FROM OUR ADVERTISERS

Have our advertisers contact you directly!

Simply select the advertisements that interest you and fax this form to 631-754-0630

or fill in on-line at www.Vendor411.com

APPAREL

& ACCESSORIES

❒ All Advertisers in APPAREL

❒ 28. Style in Fashion

CREDIT CARD

PROCESSING

❒ All Advertisers in

CREDIT CARD PROCESSING

❒ 38. EXS Credit

❒ 68. NOAMB.com

GENERAL & VARIETY

❒ All Advertisers in GENERAL & VARIETY

❒ 07. Ramsons

❒ 01. Wholesale Vista

HOME & HOUSE

❒ All Advertisers in HOME & HOUSE

❒ 23. Dakota Steel Art

WESTERN ACCESSORIES


All Advertisers in WESTERN ACCESSORIES

❒ 33. JR Palacios

For Quick Response:

Fax: 631-754-0630 • On-Line: www.Vendor411.com

Mail: Forum Publishing Co. • 383 E. Main St. • Centerport, NY 11721

Your Name _____________________________________________ Type of Business ____________________________________

Company Name _____________________________________________________________________________________________

Address ____________________________________________________________________________________________________

City ____________________________________________________State _____________________ Zip ______________________

E-Mail: _________________________________________________Tel _______________________ Fax ______________________


For more information, contact:

www.BagCloseouts.com

Christian Louboutin- Cream Shoe

Clasp Handbag $ 498.99

For more information, contact:

www.CoolGlowing.com

4” Glow Sticks

(50-Pack)

$

24.00

For more information, contact:

www.Forum123.com

Tel: 631-754-5000

$

39 95

DESIGNER BAGS ALWAYS HOT

EVERY shopper likes a great deal on the most wanted items and

that is where Bag Closeouts comes in. This company, established in

2007 has global sources for quality authentic pre-owned designer

handbags for you to offer at your store or online site.

WITH new items added every week, the inventory is easily 50-

75% and more off original retail pricing. They allow you to purchase

with no minimum which affords you the opportunity to stock many

different handbags and purses to show a great variety of offerings

to your shoppers.

THE luxury handbag market is huge and this is your chance to

connect with a reputable and valued seller which will increase your

profits. This month’s special deal Christian Louboutin Handbag for

just $498. Goes for $1000’s! Just one of many deals available.

SUMMERTIME IS PARTY TIME

LIGHT it up.... this party is LIT and you can be making money all

summer long and year round with the great novelties at Cool Glowing.

IF it lights up, Gool Glowing has it! After the shutdowns people will

be out there partying, whether in small or large groups they want to

have some fun and you can find all of the best and most wanted

light up items here. Everything form light up glasses to cups, mugs,

glow sticks and more can be found here.

THIS month’s special is a 50-pack of 4” glow sticks for just $24.00.

This is your one stop shop for all party supplies which will sell well

at your store or website. There is no minimum and quick shipping is

always available..

CASH in on the party life!

AUCTION ANYONE?

THERE has always been a great interest from people in buying at

auctions but until now the information on the how-to do it was very

scattered. There were companies who would sell you information on

how to do it and then charge you everytime you wanted to know

where or when an auction was. This was costly and cumbersome.

WE have just published a special Auction Buyers Directory that

answers all of your auction questions as well as includes information

on getting on every auction list free of charge so you know when

their are auctions in your area.

ALL kinds of auctions are listed and explained in this detailed

directory. You can find land, cars, merchandise, boats, jewelry,

livestock and more - all in one book and for just $39.,95.

Visit Our New Monthly What’s Hot online at: www.HotProducts.biz • Get listed: 800-635-7654

Page 12 JULY 2020 | RETAILERS FORUM MAGAZINE


Rings•Chains

WatChes

Make Money with Bling!

Just

Arrived

Grillz

$

19 95

DiscounteD 78%

We Have it all!

No

Minimum

Order

——

Fully

Guaranteed

$

14 95

www.HipWholesale.com

CheCk our ClearanCe Tab - $ 3 95 and up

RETAILERS FORUM MAGAZINE | JULY 2020 Page 13


Lego Reaction Misguided Like Many

NOT to get controversial, but we are in agreement with just about all of our fellow humans

that the injustice in Minnesota against George Floyd was despicable and unforgiveable. There

is no disagreement and when hatred rears itself we must all fight against it. Period.

LEGO, yes the little plastic brick building toy company, felt that they had to add their two

cents in by halting all marketing of their Lego police station toys and even the Lego White

House. The WHITE HOUSE! We agree with Lego’s assertion that there is no place for racism in our

society, but we also believe that most people are inherently good, including the police.

HALTING the marketing of the White House .... what does that have to do with racial injustice?

Whether you like the President or not, he does not run each cities police department and the

White House was first to come forward, within hours, to call for a complete investigation with the

President denouncing racism.

LEGO’s reaction is pandering and we feel insincere. Like many corporations they are

donating lots of money to the cause. In the corporate world money solves all problems. But

in the real world where we all live we understand that racism of different types is there, it will

probably always be there and re-imagining politics and convention will not change the mind

of a sick racist. Getting rid of police departments or Lego police sets will not stop a racist or evil

person. Evil needs to be rooted out and dealt with. Perhaps every organization, including the

police, needs to ferret out their bad actors. That is the way to end racisim, not corporate money

or non stop talk and finger pointing. I hope we can learn from this and also see the transparency

of the corporations jumping on the bandwagon with nothing more than wads of cash.

Macy’s Working To Survive

WITH our retailers finally reopening there have bene manu discussions on who will survive.

Many small independent businesses have not been able to reopen and some of the larger

players have also been suffering. Pier One Imports, gone. JC Penney filing for protection. Which

brings us to iconic Macy’s department store which believes it will come through these trying

times successfully.

MACY’S is not as large as it once was but still has more than 750 stores and generated nearly

$25 billion in sales last year. There is no doubt that the pandemic and already shifting retail

landscapes has effected their business but they will probably retool by closing some units that

are under performing and trim their workforce.

IT is reported that around 125 locations are possible for the chain. Macy’s is reportedly looking

to the private markets for financing moving forward and in the process of obtaining it secured

by inventory, real estate or a combination of the two. Keep in mind that before the pandemic

closings Macy’s was in a very healthy cash position with a $1.5 billion line of credit on hand.

THERE is a lot of pain in the retail industry and many stores have been shaken out. Unlike

other catastrophies this one was global so everyone is going to have a tough time rebuilding

their businesses on a local level. The strong will survive.

For Late-Breaking Industry News Visit: www.RetailersForum.com

If It Affects Retailing We Report On It!

Page 14 JULY 2020 | RETAILERS FORUM MAGAZINE


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forumworkshop

Starting Your Own

STARTING YOUR OWN

Business

Business

A Good Idea

May or May Not Be

a Good Business

There are lots of reasons to start your own

business. My reason was that my employer offered

me the opportunity. He asked if I wanted

to form a partnership with him and turn the

typesetting department of his quick-print shop

into a separate business.

My father had always preached self-employment,

even though he was a well-paid corporate

executive. “Youʼll never get rich working for

someone else,” I remember him saying. At one

time he thought about going into business for

himself. But he had to pay for the lifestyle to

which he and his wife had grown accustomed.

So he remained a loyal corporate employee.

Since I donʼt remember my father ever saying

much more than that, I suppose it took on some

internal importance to me. When the opportunity

arose, I took the risk. Whatever the reason,

and I have heard many, the only real reason

anyone should go into business is to make

money. Nothing else counts – not ego satisfaction,

not making a difference in the world, not

the joy of running your own show – because

when there is no income derived from your

loyal employees, the satisfaction you derive

from a job well done, are by-products of running

a profitable business.

Page 28 JULY 2020 | RETAILERS FORUM MAGAZINE

What Is a

Profitable Business?

What is a “profitable” business?

At the very minimum it is

one that pays its bills, in cash,

and affords the owner a decent

standard of living. Weʼre not talking

yachts, Park Avenue penthouses,

and six month cruises

around the world. Weʼre talking

about food, clothing, shelter,

monthly entertainment, and

enough income so that you never

have to look over your shoulder

in fear of bill collectors. Enough

income so you (and your family, if applicable)

can sleep nights and look forward to what each

day brings.

How much is enough? Later I will talk about

salaries in detail. But for the owner, “enough”

depends on your age, your debts, your expectations,

and where you live. Twenty thousand

dollars buys a lot in Salt Lake City, Utah where

many of the entrepreneurs profiled in this article

conduct business. In New York City, you would

have to have a small apartment and a lot of

roommates on that income.

continued...


AUGUST 2-5, 2020

RETAILERS FORUM MAGAZINE | JULY 2020 Page 29


How Much Will

You Need to Make?


Your age, needs and responsibilities

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amount. If you are between eighteen

and twenty-five years of age,

and “just starting out,” a small apartment, a

stocked refrigerator, a weekly trip to a fast food

joint with a date, and money left over for an occasional

movie is probably “enough.” If you are

twenty-five to thirty-five and have worked for a

number of years, you have probably acquired

some furniture and an automobile. Perhaps you

are a couple and have incurred new expenses,

like a house payment, child care, or medical

Page 30 JULY 2020 | RETAILERS FORUM MAGAZINE

forumworkshop

FORUM WORKSHOP

care. You will need more money to “get by.”

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have about thirty years left to prepare for retirement,

you will want to afford all of the above,

plus a plushy annual

vacation, and

to save and invest

a bunch of money

for retirement.

In Salt Lake City

thatʼs at least

$30,000 a year

without kids and

$40–50,000 a year

with kids. In New

York City itʼs more

than double that

amount.

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RETAILERS FORUM MAGAZINE | JULY 2020 Page 31


Deduct from that salary figure your estimated

value of “amenities.” Is managing your own

time, working your own hours, taking Monday

off, having a no-smoking office worth something

to you? Probably. Put a dollar amount on that

and subtract it from what you feel you must

earn. You will pay a price when you are self-employed:

insecurity, long hours, high Social Security

taxes. Put a dollar amount on those too,

and decide how much you must earn to make

it worth your while to be in business for yourself.

Then set a deadline by which you expect

to earn that amount. It is unlikely that you will

earn what you want – what you are worth –

soon. Starting a new business requires an investment

in both money and time. No formula

exists to help you know how long it will take to

earn what you want, if your business succeeds.

But you can take an educated guess.

Page 32 JULY 2020 | RETAILERS FORUM MAGAZINE

forumworkshop

FORUM WORKSHOP

This educated guess is part of the research you

should do before you start your business. Now

that you have decided what you are worth, itʼs

time to take a look at the product or service you

intend to sell to the public. You must determine

if it has a value. You must find out if people are

willing to buy what you want to sell, and if you

can make money selling it for that price.

What are

you worth?

continued...

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RETAILERS FORUM MAGAZINE | JULY 2020 Page 33


RESEARCH

forumworkshop

FORUM WORKSHOP


it is very expensive to do this type of

research. Large companies with large

research and development budgets do

it all the time; it doesnʼt always work.

Business textbooks

contain a lot of

information about

how to do

market research.

Basically, you should survey people and find

out if they want a product or service, how often

they will use it, what they are willing to pay, how

far they will travel to obtain it, etc. The problem

with that type of formal research is twofold:


people donʼt know what they want or

how much they are willing to pay for

something when you survey them;

and

Small businesses rarely do survey research.

Something else happens that takes the place

of a formal study and produces the same, if not

more accurate, information. This is experience.

Of the twenty people Iʼve interviewed (for publishing

magazine articles) who started new

businesses, three started based on a hobby,

four turned a part-time avocation into a full-time

career and business, one stumbled upon the

idea and make it work, and eleven worked for

someone else in the same or a similar line of

work. Among those businesses, four employ

two generations.

continued..

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RETAILERS FORUM MAGAZINE | JULY 2020 Page 35


PLATFORM

forumworkshop

FORUM WORKSHOP

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The best reason is that they have something

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JULY 2020 | RETAILERS FORUM MAGAZINE


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RETAILERS FORUM MAGAZINE | JULY 2020 Page 37


forumworkshop

FORUM WORKSHOP

What did he do differently than the original

business? Guy specialized in custom-made

jewelry and only had one store. John Felt, the

original owner of Keepsake, had a large inventory

of manufactured pieces, purchased with

bank loans at high interest rates. Furthermore,

“investors” had induced him into opening fifteen

stores based on the success of his first. When

John asked for the cash the investors had

promised, he discovered that the only investment

they had ever planned to make was advice

(which is usually the case.)

Rhett Barney, owner of Frankly My Dear, a designer-label

womenʼs clothing resale shop,

worked for a similar business. He sold womenʼs

clothing for fifteen years before he opened his

own business. He knew his market well and noticed

that women who buy better dresses tend

to by new items frequently. He concluded that a

lot of fine merchandise was hanging in closets.

So, when he started, he called his former customers

(he had kept a list over the years as do

most professional retail salespeople) and

asked them if they would like to sell their “old”

dresses on consignment. “I went to some of

their homes,” he says, “others brought things to

me: garbage bags full. As the word spread at

social functions and bridge clubs, it snowballed.”

Most of his inventory was less than six

months old.

He also added

market samples to

his line, and he

carried accessories,

both used items and

those produced by

local designers.

continued..

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RETAILERS FORUM MAGAZINE | JULY 2020 Page 39


forumworkshop

FORUM WORKSHOP

Barney also put his experience

in visual display

to use in his own

business. Unlike most

resale shops where customers

have to push

garments along bars

and dig for bargains,

Barney artfully draped

Ralph Lauren, Charles

Jourdan, Halston Ultrasuede,

and Argenti

dresses over chairs and

displayed slacks, shirts,

and skirts on clothing

stands. He said a willingness

to put in long

hours overcame an initial

lack of capital.

Judy Harris, owner of Classy Lady, a womenʼs

fashion store, worked for a similar womenʼs

shop that closed. When her employer quit,

Judyʼs husband suggested that she start her

own business. The lease on the mall space

where she had worked was available. So she

took the risk. Only two-thirds of the inventory

she ordered that September for Christmas

sales actually arrived. But she says her first

season was “OK. I had the advantage that this

was a clothing store before, and since itʼs in a

mall location, people just stumbled in.” Five

years later, she had two mall stores. Her clothing

is high fashion, and her prices are directed

toward the medium income woman. She attributes

her success to one-on-one service,

something she learned from her former employer,

she says, and repeat business.

continued...

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RETAILERS FORUM MAGAZINE | JULY 2020 Page 41


forumworkshop

FORUM WORKSHOP

Judy says her most successful salespeople

help their customers find pieces that coordinate

with previous yearsʼ purchases. She has built

her business on the concept that todayʼs

women are interested in “investment dressing.”

Judy, Rhett, and Guy did the easiest and

cheapest type of market research. They simply

learned by doing. None of them set out to

be self-employed. But they gained certain skills

and used their intelligence to recognize what

their employers were doing to make money –

and what more they could do. They had access

to other information that encouraged them to go

off on their own. They knew how much inventory

costs, appropriate markups for their industries,

where and how to promote their

businesses, how and from whom to buy

supplies or merchandise. They knew for a

Page 42 JULY 2020 | RETAILERS FORUM MAGAZINE

fact that some people would buy that type

of product at certain prices. There were also

a lot of things they could not know until they

tried it for themselves, which is what this article

is about. Still, what these three people did was

to take a calculated risk.

My experience is similar. I

worked for the owner of a

quick-print shop as a typesetter.

I had a little background

in layout using a

computer. Six months later

he said he thought it would

be a good idea if the typesetting

service became a

separate business so that it

could attract work from other

small printing businesses.

continued..

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RETAILERS FORUM MAGAZINE | JULY 2020 Page 43


forumworkshop

FORUM WORKSHOP

I had the numbers (monthly income and expenses.)

As part of my job, I kept track of time

and billing. I knew that the typesetting “business,”

with my partnerʼs two print shops as its

only customers, would generate an income I

could live on. In fact, I would get an automatic

$100 raise. That raise would cost me a $7,000

investment – half of our estimated value of the

companyʼs assets. I would be paid back in the

first year, doing the same work I was already

doing. Essentially, I was willing to work for

free for less than one year to have part ownership

in a business.

There are other, more risky ways to start a business.

For instance, if you have a hobby you are

particularly adept at and your friends buy what

you make, you might want to start a business

based on that. Proceed slowly. Before you quit

Page 44 JULY 2020 | RETAILERS FORUM MAGAZINE

your job, try it parttime.

When your avocation

is producing

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While friends

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your handicrafts or

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make a living off it. Remember, when you sell a

hobby, you sell your own time, and there are

only twenty-four hours in a day. Your income is

limited by the number of items you can produce

and the hourly rate you charge for each piece.

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RETAILERS FORUM MAGAZINE | JULY 2020 Page 45


forumworkshop

FORUM WORKSHOP

For example, a strip of tatted lace takes me

three days of bus rides to produce. I donʼt think

anyone would pay the $5.00 I might charge to

justify my time. (Thatʼs $5.00 an hour.) After all,

wages are lower in the Far East, so how could

I compete? The trick is to sell someone

elseʼs time.

Marie Cavanaugh started

making chocolates for

Christmas gifts. Then she

taught the women at her

church how to dip chocolates

to sell at church

fundraisers. The project was

so successful, she and her

husband George spend

much of their time traveling

to neighboring towns in

South Dakota to market their products. Neighboring

towns were between 50 and 225 miles

away! So, they moved their family to Bountiful,

Utah and opened a candy factory and retail

store in 1972. By 1987, the company employed

seventy-three full- and part-time employees

and had four company-owned stores and four

department store outlets. Marie and George

Cavanaugh did the best kind

of research. They knew they

could hire other people and

pay a good wage, and still

sell their chocolates for a

profit. The Cavanaughs left a

1,000-acre ranch because

the chocolate business held

a more promising future.

continued..

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Page 46 JULY 2020 | RETAILERS FORUM MAGAZINE


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RETAILERS FORUM MAGAZINE | JULY 2020 Page 47


forumworkshop

FORUM WORKSHOP

Carrie Bissellʼs experience is similar. A flight attendant

at the same time, Carrie had a strong

interest in aerobics. She didnʼt just “do” aerobic

exercises, she studied physiology and came to

understand muscles and how they work and

what types of movement are useful for the development

of which muscles. At first, her interest

was strictly personal. Then she decided to

give classes when she had the time. With just

a classified ad and answering machine attached

to her home telephone, she attracted

students to her basement aerobic classes. As

the aerobic movement caught on and demand

went up, Carrie made the move to a studio, but

kept her flying job so she could afford to pay the

rent no matter what happened. Her message

machine continued to fill classes. Eventually,

she began to take leaves of absence to teach

twelve to fifteen classes a week in advanced

aerobics. When flight delays made it impossible

to get back to Salt Lake for the classes, Carrie

had to make a career decision. She followed

demand and by 1987 employed sixteen instructors

who teach beginning, intermediate, and advanced

aerobics. Carrie still teaches, but since

she is selling someone

elseʼs time, she has been

able to devote more of

her own talent and energy

to video production

and personalized instruction.

By the time Carrie

made the move from

hobby to business, she

knew that people, lots of

people, were willing to

pay money to learn what

she had to teach.

continued..

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Page 48 JULY 2020 | RETAILERS FORUM MAGAZINE


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RETAILERS FORUM MAGAZINE | JULY 2020 Page 49


FORUM WORKSHOP

forumworkshop

She expanded and finally created a successful

business by finding other people who could

also teach. They make a good salary, and she

makes a handsome income.

Going into the family business

is the best head start

anyone could ever hope for;

most offspring resist the idea.

It must be human nature (in

the USA) to prove that “one

can make it on oneʼs own.”

Afterward, the children come

back to work in the family

business. What better source

of information could anyone

ask for than the help, guidance,

advice, and financial

backing of oneʼs own parents.

Robert Hale manages one of his parentsʼ

five Hallmark card shops. Merlyn Neff Olson

manages her parentsʼ floral business. Her

grandmother Retta sold flowers from her garden

in the 1930s. Mike Mihlberger drew on his

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continued..

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Page 50 JULY 2020 | RETAILERS FORUM MAGAZINE

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RETAILERS FORUM MAGAZINE | JULY 2020 Page 51


FORUM WORKSHOP

forumworkshop

Iʼve only interviewed one (successful) business

owner in the past two years who ended up in

business by accident. Charlie Hastingsʼ fatherin-law

bought a roll-top desk and asked Charlie

to take it apart and figure out how it was made.

The attempt was futile, but the timing was perfect.

The man who had sold the roll-top wanted

to sell his business. Hastings was a sheet metal

worker by trade. Luckily, the company came

with a loyal employee who knew the art of rolltop

desk construction, and Charlie was in business.

He did learn the art. One can speculate

that his ability to work with his hands enabled

him to learn another craft. But running a business

was foreign to Charlie. Competition from

Taiwan made him change his product, for a

short time, to veneer-top models. Not happy

with what he was doing, Charlie went back to

producing only solid oak desks and marketing

them to business people who can afford custom-made,

quality furniture. Wood Revival Furniture

now has more demand than it can fill. A

custom designed, one-of-a-kind roll-top desk

costs $6,000 and may take up to three months

to complete.

Charlieʼs business

is limited by time.

There are only so

many desks he

can make if each

one takes three months to produce. Furthermore,

it will not be as easy for Charlie to sell

someone elseʼs time as it is for Marie Cavanaugh

or Mike Mihlberger. Not many people

have the talent, patience, or willingness to learn

to make roll-top desks. Itʼs hard, messy, and

somewhat hazardous work.

continued..

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RETAILERS FORUM MAGAZINE | JULY 2020 Page 53


forumworkshop

FORUM WORKSHOP

Candy dipping and clerking in an office supply

store are easier to learn, the supply of available

labor is ample, and the amount of money this

type of worker will expect to earn is lower.

Wood Revival Furniture is successful, according

to the definition at the beginning of this article.

But Mike and Marie have a better chance of

getting rich. Still, whoʼs to say thatʼs important?

Guy falls somewhere in between; he also

makes much of his own product. But he has

been able to attract people who have learned

jewelry making.

The time involved

in making a ring is

days, not months.

The available pool

of willing and capable

labor is ample.

IF YOU CAN’T

MAKE A PROFIT

Which leads to the conclusion of this discussion.

If it wonʼt sell profitably, forget it. Maybe

you can sell your tatted lace trim to friends, but

you wonʼt sell enough to make a living. If you

have to pay $1,000 an ounce for gold, and the

public is only willing to pay $900 for that ounce

turned into a handcrafted work of art, you are

going to lose money. Or, as happened to me, if

your technology becomes outdated, itʼs time to

change your product or get out of business, or

never start it. For Charlie, foreign competition

determined that American-made veneer top

desks (produced at USA wages) would not sell.

continued..

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RETAILERS FORUM MAGAZINE | JULY 2020 Page 55


forumworkshop

FORUM WORKSHOP

We live in a world economy to a great extent.

Keep that in

mind when you are

deciding what business

to start. While

Marieʼs Hand-dipped

chocolate is less expensive

than most

imported chocolate,

lots of products and

services can be manufacturers oversees for

less. So if you think you have a wonderful idea

because no one else in your town is doing it,

look again. Maybe lots of others were doing it

and went out of business because of foreign

competition. Or, if they were smart, they did the

“research” you should do (or learn from) and

determined that they could not compete with

foreign-made goods, and never started at all.

How about those one-of-a-kind ideas like the

pet rock, Cabbage Patch dolls, and Frisbees? If

you come up with one of those, youʼll just have

to believe in yourself and the willingness of the

American public to spend money on frivolous,

fun, or unique ideas. Do it first, do it fast,

make your million; and when imports start

to resemble your product, move on to the

next brilliant idea. Of the above, Frisbees are

the only one that has lasted over time. The others

were fads. People can get rich off of fads.

But the person who markets, distributes, and

promotes will make the money – not necessarily

the person who did the inventing. What good

does a pet rock do you if you only sell it to people

in your own town? You have to get it in

every gift shop in the land, all at once, and advertise

it. Just look at the track record.

continued..

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Page 56 JULY 2020 | RETAILERS FORUM MAGAZINE


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RETAILERS FORUM MAGAZINE | JULY 2020 Page 57


FORUM WORKSHOP

forumworkshop

Some people go into business because they

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will buy what they are trying to sell. Their

prices are too high, more often too low. They

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to be easy; it never is. Starting a business is like

writing a good article: you have to be interested;

you have to know your subject; and you have to

be able to communicate that knowledge and interest

to other people. Keep that in mind as you

examine yourself

and your

interests, hobbies,

vocation,

and for the

business you

should start.

Money &

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you go, you still need supplies. Guy, The Ringmaker,

must purchase gold; Charlie, Wood Revival,

needs wood.

continued..

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Page 58 JULY 2020 | RETAILERS FORUM MAGAZINE


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RETAILERS FORUM MAGAZINE | JULY 2020 Page 59


FORUM WORKSHOP

forumworkshop

The only business I can think of that has almost

no start-up cost is panning for gold. All you

need is a pan. But gold panners also make no

money until they find gold dust in the stream.

Even the timber operation that supplies Charlie

with his wood has had to invest in expensive

equipment, hire expensive labor, and plant new

trees for the ones cut down – so there will be

something to harvest in the future.

CAPITAL & CASH FLOW

Managing capital and cash flow is even more

complex for service businesses. In quick printing,

typesetting, and publishing, all of which I

have experience doing, the customer receives

the product or service and pays upon receipt,

or over time. The difference is, in retail the

owner invests capital in an inventory that can

Page 60 JULY 2020 | RETAILERS FORUM MAGAZINE

stay in the

store until

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pays to take

it home.

With service,

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must invest

not only capital

to purchase supplies, but time and labor to

produce the end product. If the customer is not

satisfied, or bounces a check, the loss is much

greater. You cannot unmake a magazine or

brochure because someone decided not to pay

you. You canʼt put business cards back on the

shelf for someone else to buy. Unlike a couch

or a camera, it makes no sense, nor will it generate

any future income, if you repossess business

stationery.

continued..

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RETAILERS FORUM MAGAZINE | JULY 2020 Page 61


FORUM WORKSHOP

forumworkshop

The loss is total. You canʼt

take ink off paper, or uncut

business cards. And you

canʼt get your time back and

use it to produce a product

for a paying customer.

That is why you need capital. It will come from

somewhere. Business owners who start with

very little money can create working capital by

foregoing a salary. If the business you start

generates enough cash for you to take home a

salary, and you choose not to, in effect you are

investing capital in your business. This sounds

obvious. But too many businesses are started

by people who want to get rich quick. They take

home more cash than their businesses can

support. They go broke.

Since you need a product to

sell, either in the form of

goods on the shelf of a retail

store, or the cost of producing

a service or product, you

need money to cover those

expenses. I had a camera in

my typesetting business that photographically

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– a “stat camera.” I bought boxes of film for

$100 per 100 sheets. By the time the box was

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film, but I had to spend some of that profit to

buy the next box, as well as pay rent, phone,

and service bills. If I sold a lot of film (in the form

of prints) coupled with my other services, I generated

sufficient cash flow to keep myself in

supplies as well as take home a paycheck.

continued..

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RETAILERS FORUM MAGAZINE | JULY 2020 Page 63


FORUM WORKSHOP

forumworkshop

DON’T RUN YOUR

BUSINESS ON CREDIT

So it goes. If you publish a magazine, you have

to pay photographers, typesetters, printers, perhaps

a mailing service. It doesnʼt matter if those

people are subcontractors or are on your payroll,

those are your expenses. If your customers

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current. But my debts were relatively small – always

less than actual monthly income. That

means I was running a successful business.

continued..

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Page 64 JULY 2020 | RETAILERS FORUM MAGAZINE


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RETAILERS FORUM MAGAZINE | JULY 2020 Page 65


forumworkshop

FORUM WORKSHOP

But if you are starting from

scratch, trying to build a

clientele, you will probably

spend more money up

front than you take in. Perhaps

your suppliers will let

you stretch your debts for more than thirty days.

Thatʼs fine as long as you can make the payments.

But watch out the first time you are late.

Your suppliers are not in business to be your

banker, anymore than you, as a start-up company,

want to be a banker for your customers.

They need cash, too, to pay their suppliers,

their employees, and themselves. Eventually,

they will ask you to “pay up” and if you are still

taking in less cash than it is costing you to produce

your product or service, you will begin to

spend most of your time talking to lawyers instead

of clients.

Page 66 JULY 2020 | RETAILERS FORUM MAGAZINE

TWO RULES

GOVERN WORKING CAPITAL:

1. GOOD MANAGEMENT CAN OVERCOME

A LACK OF START-UP CAPITAL.

2. CAPITAL CAN NEVER OVERCOME

A LACK OF GOOD MANAGEMENT.

Why? Simple: If you are a good manager, you

will know when you can and cannot afford to

pay yourself. You will know when too much debt

threatens your business, and you will make the

necessary changes to get out of debt by selling

more or producing less or increasing productivity.

You will only make promises you can keep,

and you will stay honest.

continued..

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RETAILERS FORUM MAGAZINE | JULY 2020 Page 67


FORUM WORKSHOP

forumworkshop

If you are a good manager,

given enough

time (and it may take

years) you will find a

way to generate a

cash flow that will pay

the bills, and you will

make your business

work – assuming your

business is based on

“research” and you

are in a viable business. Finally, if you are a

good manager, and you remain honest and

keep payments current, opportunities will open

for you. Banks will consider making you loans;

investors may find your company an attractive

risk. Thatʼs because they will believe that you

are in business for the long haul, because you

have the ability to make the company succeed.

MONEY MANAGEMENT

On the other hand, if you are not a good manager,

throwing money into the company will

only hasten its demise. Poor managers tend to

be shortsighted. They want their boats and cars

now. They donʼt make choices based on the

bottom line (income, expenses, and profits) .

They react to problems out of desperation,

rather than calmly handling each situation. And

when things get really bad, they lie and they

hide. Theyʼre never around to answer the

phone when a supplier calls to collect money.

Theyʼre never around to answer their employeesʼ

questions. They get greedy, forget promises,

and start to act as though theyʼre doing

everyone a big favor by providing jobs.

continued..

Page 68 JULY 2020 | RETAILERS FORUM MAGAZINE


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forumworkshop

FORUM WORKSHOP

They let their emotions take over their brains

and start to make bad choice after bad choice.

They start to ask people to invest money, and

they spend so much time looking for investors

to bail them out that they forget to do their job.

Bad managers donʼt sell anymore, or manage.

They “donʼt have the time.”

Banks and investors loan money to make

money, not to save you. They are not interested

in bailing you out. They are interested in putting

their money to work so that it generates interest,

dividends, or capital gains. If you are going

to throw their capital at old bills, then this probably

wonʼt happen. When you use their capital

to buy supplies or equipment you will use to

produce more or better products or services,

that you can sell to generate more profits, this

becomes an “investment.”

LENDERS & INVESTORS

Donʼt look for

someone to save

you. Donʼt confuse

lenders with investors.

Lenders

demand a fixed return

on their

money over a fixed

period of time. Investors do not. Still, investors

will invest if they can expect a return on their

money at some future time. If you need money

to pay debts, sell your house, your car, your

boat first; put that money to work in your business.

Turn it around, then look for investors.

continued..

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JULY 2020 | RETAILERS FORUM MAGAZINE


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RETAILERS FORUM MAGAZINE | JULY 2020 Page 71


FORUM WORKSHOP

forumworkshop

While investors cannot demand

repayment like

lenders, they will ask for

something even more vital

to your business – control.

Investors are interested in future

dividends and capital

gains, which they expect will

be higher than the interest

you would pay a lender. Furthermore,

they will want business.

If you are asking for a

lot of money, expect to give

up a lot of control. This can

work to your advantage or disadvantage. If you

are a good manager, you donʼt need or want

the interference. If you are not, and you pick an

investor who has a proven track record of successfully

running small companies, maybe itʼs

time to relinquish control so

that your business can turn

around and become more

profitable. Base your decision

on how well you know

yourself and how much you

want to trust a stranger. But

if you have sold everything

you own to keep your business

afloat, a clearer head

might not be a bad idea.

Just remember to check the

potential investorʼs background

as carefully as he or

she has checked yours. And put everything in

writing. Even if your investor is a close friend or

relative, it is best to write down your mutual expectations,

responsibilities, and obligations.

continued..

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Page 72 JULY 2020 |

RETAILERS FORUM MAGAZINE


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QUALITY • RETAILERS TRUST FORUM MAGAZINE • SERVICE

| JULY 2020 Page 73


FORUM WORKSHOP

forumworkshop

RAISING CAPITAL

How do you raise capital? Look to yourself first.

Even if you do get a bank loan, youʼre more

likely to find a banker who will lend you money

if you believe in yourself and your business

idea enough to spend your own money. Perhaps

you have some cash saved, or have

come into an inheritance.

I hear lots of people say, “But I canʼt spend that

money. I have to save it for retirement.” True;

but what did you plan to do with that money between

now and when you retire? Invest it, I

hope. If youʼre the type to stuff money in a mattress,

youʼre not the type to run a small business.

If you would buy stocks or mutual funds,

isnʼt that taking a risk on someone elseʼs management

ability? You bet it is! Why not take the

same (perhaps less) risk on your own ability to

manage.

Professional money managers examine a companyʼs

product, income pattern, and management

ability. You should invest in yourself in the

same way. Thatʼs why so many of the business

people I have

interviewed

based their

businesses

on their own

professional

background.

continued..

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Page 74 JULY 2020 | RETAILERS FORUM MAGAZINE


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RETAILERS FORUM MAGAZINE | JULY 2020 Page 75


FORUM WORKSHOP

forumworkshop

They recognized their own skill, and felt they

could do at least as well as their former employers.

Their former employers paid their salaries;

so those businesses had to do at least well

enough to meet payroll (which must be paid

first; bills are second, but a close second), just

to keep the doors open.

But, you say,

youʼve always

spent

e v e r y t h i n g

youʼve ever

e a r n e d .

Youʼre young

and just starting

out and

have never

made an income

to save. Bankers wonʼt even talk with

you. There are other ways. Look first to relatives

– mothers and fathers, for example. Just

tell them you want to take a chance; show them

the same facts and figures you would show a

banker. Put in writing that the money is a gift,

not an investment or a partnership interest (unless

you all agree to do it that way). Then use

that money to keep yourself and your business

alive while you build your cash flow.

Friends may invest in your business.

This gets complicated. If you use this

source for capital, make certain your

friends understand they are taking a risk,

there are no guarantees, and they

donʼt get to run your company.

continued in next issue ...

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Page 76 JULY 2020 | RETAILERS FORUM MAGAZINE


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RETAILERS FORUM MAGAZINE | JULY 2020 Page 77


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Page 78 JULY 2020 | RETAILERS FORUM MAGAZINE


The Complete Guide to Making Money at Auctions!

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RETAILERS FORUM MAGAZINE | JULY 2020 Page 79


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RETAILERS FORUM MAGAZINE | JULY 2020 Page 81


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Page 82 JULY 2020 | RETAILERS FORUM MAGAZINE


RETAILERS FORUM MAGAZINE | JULY 2020 Page 83


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Page 84 JULY 2020 | RETAILERS FORUM MAGAZINE


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Page 85

RETAILERS 85 FORUM MAGAZINE | JULY 2020 Page 85


USA Closeout Directory

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Order No. SSDB (Excel)

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Independent Sales Rep. Directory

The Independent Apparel Representatives and Multi-line Showrooms directory includes information on over 1,000 independent

sale agents and multi-line across the USA. These agents and showrooms are critical to merchandisers and manufacturers looking to

connect with retailers to introduce their lines into the retail space. Includes valuable information such as market focus, price points,

territories served, number of locations, rep type, and specific brands canied. In addition each record includes address, phone number,

key contacts, website address, and e-mail address. Arranged geographically, also includes an alphabetical index, a brand index, and a

rep/contact index. Available in printed book format or Excel.

Order No. SGREP-B Printed Book $359.00

Order No. SGREP-E Excel emailed to you $499.00

1-800-635-7654

Page 86

Page 86 JULY 2020 | RETAILERS FORUM MAGAZINE

Business Directories


Imagine

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Auction Directory

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How to Find,

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Jewelry Wholesalers

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This exquisite directory will bring the

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Business Directories

Hobby & Craft

Suppliers Guide

The crafts industry is one of the hottest-growing

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www.bizbooks.org

Page

RETAILERS

87

FORUM MAGAZINE | JULY 2020 Page 87


Wholesale Gift Guide

A Great resource to locate higher end

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Listed by category, over 4,000

leading wholesalers and manufacturers

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• Collectibles

• Floral

• Gifts

• Home/House

You’ll refer to this on a daily basis to

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Order No. GG Gift Guide $39.95

Annual Guide to the

Licensing World

Here is an incredible Directory that

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USA Mail Order Catalogs

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Order No. 159237-156-6 1,900 pages $450.00

BUCKS FOR BLING

Sourcing For Jewelry

Makers Directory

Up-to-date and easy-to-use directory

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Accessories

Sourcing Directory

The comprehensive directory provides

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Order No. 121 $150.00

Order No. 122 $100.00

1-800-635-7654 Business Directories

Page 88

Page 88 JULY 2020 | RETAILERS FORUM MAGAZINE


APPAREL

BUSINESS DIRECTORIES

Fabrics, Services, Trims

This up-to-date directory solves your

production sourcing and contracting

needs in the Americas. The sourcebook

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Order No. 0971486743 $125.00

A complete and updated guide listing

over 2,600 nationwide suppliers of all

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Order No. 0971486735 $135.00

Apparel Contractors (USA Edition)

1-800-635-7654 Page 89

Directory of Brand Name Apparel

Manufacturers

Updated and easy-to-use directory

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Developed and targeted for store

and catalog buyers to shop the apparel

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over 2,800 brand name labels listed,

broken down by types of apparel classifications.

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SOURCES for brand name goods,

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Order No. 0971486751 $135.00

RN & WPL Encyclopedia

A comprehensive listing of every Registered

Number and Wool Product Label

ever issued by the Federal Trade Commission

to identify all sorts of goods imported,

manufactured and/ or sold in the U.S. Over

126,500 records including contact information

for more than 31,500 manufacturers,

importers and wholesalers of apparel

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names & titles, street addresses, phone &

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type of business and product information.

Order No. RN8. Directory $285

Order No. RN8C Directory/CD Combo $475

The Small Design Company's Guide to

Wholesale Fabrics & Trims

Upj-to-date guide created specifically for the smaller design houses and home sewing

businesses. Directory lists fabric and trim companies that will sell to businesses that

require 0 to 500 yards as a production order. Book lists low-minimum and in-stock

fabric suppliers and all their contact information.

Order No. A-106 $65.00

Apparel Business Directories

RETAILERS FORUM MAGAZINE | JULY 2020 Page 89


FORUM PUBLISHING CO.

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Page 90 JULY 2020 | RETAILERS FORUM MAGAZINE 39 90


THE ULTIMATE

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• Articles For Your

Business

• Hot Products

Review

• USA’s Leading

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your search engine for everything wholesale!

RETAILERS FORUM MAGAZINE | JULY 2020 Page 91


JULY 2020

FORUM PUBLISHING COMPANY

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