Retailers Forum Magazine July 2020 EMAG
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Retailers Forum Magazine July 2020 EMAG

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.

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.

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etailers<br />

VOL. 40 NO. 3<br />

JULY <strong>2020</strong><br />

INDEPENDENT<br />

RETAILER<br />

APPRECIATION<br />

EDITION<br />

Connecting Wholesalers and <strong>Retailers</strong> Since 1981

Dakota Steel Art<br />

Lifetime Rustproof Warranty<br />

“Enjoy The Wind”<br />

Exclusive Solar Light Designs<br />

Solar Light included<br />

MAKE MORE<br />

MONEY<br />

Wind Spinners are selling<br />

Hang some in your booth<br />

Easy Money & Pays for booth+<br />

BE THE FIRST<br />

AT YOUR SHOW<br />

TO SELL OUR<br />

RUSTPROOF<br />

WIND SPINNERS!<br />

Drop Shipping Available!<br />

- Low inventory needed<br />

- No extra cost<br />

NEXT DAY SHIPPING<br />

STAINLESS STEEL WIND SPINNERS<br />

START SELLING TODAY!<br />

www.dakotasteelart.com<br />

Ph: 701-242-7747 * Fax 701-242-0177<br />

Email: info@dakotasteelart.com<br />

405 County Road 25 Mantador, ND 58058<br />

*You pick your spinners from stock items<br />

(limited to in-stock items)<br />

Page 2 JULY <strong>2020</strong> | RETAILERS FORUM MAGAZINE<br />

Join the Vendors Switching to DSA<br />

- America’s Best Selling Wind Spinners<br />

- Proudly Made in the U.S.A.<br />

60 Dog Breeds!<br />

Try them, you<br />

will LOVE them!<br />

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

Leading Supplier<br />

Since 2005<br />

Newchic<br />

Now at<br />

1 STOP WHOLESALE<br />

Clothing, Shoes, Bags and Accessories<br />

Floral Printed O‐Neck<br />

Midi Dress With Pocket<br />

$<br />

31.99<br />

Solid Color V‐neck Plus Size<br />

Dress for Women<br />

$<br />

30.99<br />

Irregular Hem Long‐sleeved<br />

Round Neck Casual T‐shirt<br />

$<br />

16.99<br />

Bohemian Print Sleeveless<br />

V Neck Side Slit Dress<br />

$<br />

18.58<br />

Bohemian Print 3/4 Sleeve<br />

Loose Plus Size Blouse<br />

$<br />

13.73<br />

Button Fish Bone Print Short<br />

Sleeve Casual T‐shirt For Women<br />

$<br />

15.34<br />

Bohemian Print Spaghetti Straps<br />

Plus Size Maxi Dress with Pockets<br />

$<br />

20.19<br />

Casual Solid Color Button Pockets<br />

Plus Size Cotton Suit Jacket<br />

$<br />

19.38<br />

Vintage Solid Color 3/4 Sleeve<br />

Pocket Plus Size Blouse<br />

$<br />

12.92<br />

Plus Size Women Printed Patchwork V Neck<br />

Figure Flattering Backless One Piece Swimsuits<br />

$<br />

8.99<br />

Sexy Women V‐neck Lace Babydoll Mesh<br />

Chemise Sleepwear Open Back Lingerie<br />

$<br />

5.92<br />

Flower Print Long Sleeve<br />

Casual Blouse For Women<br />

$<br />

19.19<br />

Largest Selection Of Apparel For Drop Ship In The USA<br />

Select Your Sizes - NO Minimum Order - We Ship Worldwide<br />

www.1StopWholesale.net<br />

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

Want More Info? Circle #01 on page 11 • www.Vendor411.com<br />

Page 4 JULY <strong>2020</strong> | RETAILERS FORUM MAGAZINE

This is a Buying Guide for<br />

RETAIL STORE OWNERS<br />

Presented within the pages are the latest offerings from the country’s<br />

leading merchandise wholesalers. The advertisers herein sell strictly<br />

wholesale and require that you purchase with the intent of reselling<br />

through retail channels.<br />

HOW TO USE THIS DIRECTORY<br />

☛ Locate the products that interest you.<br />

See our product directory located on<br />

pages 6 & 7.<br />

☛ Make direct contact with advertiser.<br />

Most will have catalogs and price lists<br />

for you.<br />

☛ Order your merchandise, which will be<br />

shipped directly to your store.<br />

CLICK ON BANNERS<br />

IN SELECT ADS<br />

Want More Info? Circle #09 on page 11 • www.Vendor411.com<br />

TO GET FREE CATALOGS/PRICING<br />

FORUM PUBLISHING COMPANY<br />

383 East Main Street, Centerport, NY 11721<br />

www.<strong>Retailers</strong><strong>Forum</strong>.com<br />

CONTACT US:<br />

TEL: 1-800-635-7654<br />

FAX: 631-754-0630<br />

Email: <strong>Forum</strong>Publishing@gmail.com<br />

RETAILERS FORUM MAGAZINE | JULY <strong>2020</strong> Page 5

Sell to over 60,000<br />

stores through <strong>Forum</strong><br />

631/754-5000<br />

Start.<br />

Light Up Without<br />

Lighting Up!<br />

Grow.<br />

Repair.<br />

Our specialty is helping small and<br />

mid-sized businesses achieve success.<br />

Contact us for free consultation.<br />

1-800-433-7002<br />

info@<strong>Forum</strong>BA.com • www.<strong>Forum</strong>BA.com<br />

DRESS UP FOR<br />

PROFITS!<br />

Every Day’s A Treat!<br />

COSTUMES ARE YEAR ‘ROUND MONEY MAKERS!<br />

WHOLESALE<br />

Costume Club<br />

www.USACostumers<br />

See our USACostumers.com<br />

ad on page 40<br />

Full Service Wholesaler • We Ship Worldwide<br />

LIGHT • Disposables • Kits<br />

E CIG<br />

• E-Liquids<br />

• Atomizers<br />

see our ad on page 75<br />

H2 E-Cig Round<br />

Mouth Atomizer<br />

$1.85<br />

Always Be<br />

Fashionable<br />

FASHIONABLE<br />

SALES<br />

www.Lightecig.com<br />

See our ad on Pg 23<br />

CREDIT CARD<br />

PROCESSING<br />

www.NOAMB.com<br />

BLING IT ON!<br />

HipWholesale.com<br />

Page 13<br />

SMALL<br />

BUSINESS<br />

CONSULTING<br />

<strong>Forum</strong>BA.com<br />

Ad on Page 18<br />

100’S IN STOCK<br />

All Occassions<br />

Fast Same Day Shipping<br />

Flat Rate Delivery<br />

Electronic<br />

Cigarettes<br />

5mL Bottle<br />

E- Liquid E-Juice<br />

for E-Cig $1.30<br />

• E-Cig Batteries<br />

E-Case w/2<br />

Cigarettes + 1 USB<br />

Charger $10.50<br />

E-Cig kit Includes 1 cig,<br />

10cartridges, Wa l, USB,<br />

Car Chargers $6.50<br />

Round Mouth E-Cig<br />

3.5ml Atomizer Set<br />

w/Coil Heads $3.83<br />

• E-Cig Accessories<br />

SHISHA Zero<br />

Nicotine Disposable<br />

E-Cig $3.45<br />

We Dropship - Distributors WanteD • Scroll website to bottom - Click on WHoLESALE<br />

Does anybody<br />

read these?<br />

CALL 631-754-5000 and<br />

you’ll get a FREE 3-mo.<br />

subscription!<br />

Congratulations to<br />

BACK TO WORK INC<br />

New York, NY<br />

ADVERTISERS INDEX<br />

PLEASE PATRONIZE THE LEADING WHOLESALERS<br />

WHO ADVERTISE IN RETAILERS FORUM MAGAZINE<br />

JULY <strong>2020</strong><br />

THE TRUSTED BUYING SOURCE FOR RETAIL STORES!<br />

ADVERTISING<br />

FORUM AD RATES ......... 09<br />

APPAREL<br />

1 STOP WHOLESALE ....... 03<br />

BLANK TEES. .............. 62<br />

BOUTIQUE CLOSEOUTS. .... 27<br />

CLOTHINGWARE .......... 35<br />

DD BULK .................. 26<br />

FASHIONABLE SALES. ...... 33<br />

FLIRTY WHOLESALE ....... 18<br />

HEAVENLY SUITS .......... 16<br />

SCARF WAREHOUSE ....... 71<br />

STYLE IN FASHION ......... 16<br />

STYLISH PLUS ............. 67<br />

T SHIRT REP ............... 41<br />

UIN DEALS ................ 31<br />

UNIVERSE WHOLESALE. .... 51<br />

USACOSTUMERS.COM ..... 40<br />

ASSORTED ITEMS<br />

AUCTION FINDER .......... 72<br />

BEAN WHOLESALERS ...... 64<br />

DOBA DROPSHIP .......... 63<br />

EVERYTHING CLOSEOUTS .. 52<br />

EZ DROPSHIP. ............. 30<br />

GET THAT WHOLESALE ..... 81<br />

MEGA UBID ............... 34<br />

RAMSONS IMPORTS ....... 15<br />

SWEET WHOLESALERS ..... 61<br />

TOP TEN WHOLESALE ...... 83<br />

WHOLESALE VISTA ........ 04<br />

BOOKS<br />

AUCTION BOOK ........... 79<br />

BUYERS CONTACTS ........ 49<br />

CLOSEOUT DIRECTORY. .... 82<br />

HIDDEN WEALTH .......... 80<br />

TRADE BOOKS. ......... 85-90<br />

CANDY<br />

SWEET WHOLESALERS ..... 61<br />

CELLULAR<br />

CELLCITY.BIZ ............. 43<br />

WHOLE-CELL ............. 59<br />

COMPUTERS<br />

REFURB SHOPS ............ 22<br />

CONSUMER ELECT.<br />

FIND IT CHINA ............. 69<br />

CREDIT CARD<br />

PROCESSING<br />

EXP MERCHANT ........... 24<br />

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

#1<br />

BUYING GUIDE<br />

FOR RETAIL STORES!<br />

DISPLAY/SUPPLIES<br />

& SERVICES<br />

AVVO .................... 44<br />

CC WAREHOUSE . . . . . . . . . . . .78<br />

E-STORE BUILDERS ........ 36<br />

E STORE SIGNS ............ 19<br />

E-STORE SITES ............ 60<br />

FB CAMPAIGNS ............ 74<br />

FIND IT ASIA. .............. 84<br />

FORUM ADVISORS . . . . . . . . . .18<br />

FUNDING OFFICES ......... 38<br />

KWIK INC ................. 56<br />

PAYROLL HELPER ......... 54<br />

PROMOTIONAL REWARDS.. 20<br />

PROTECTION PLANS ....... 48<br />

RETAILERS BANK .......... 46<br />

SALES GROUP BAGS........ 76<br />

SETON SIGNAGE ........... 77<br />

VACATION PROMO ........ 68<br />

WHOLESALESOURCES.COM ...<br />

INSIDE BACK COVER<br />

DROPSHIPPERS<br />

DOBA DROPSHIP .......... 63<br />

E-CIGARETTES &<br />

SMOKE SHOP ITEMS<br />

3’x5’Embroidered Flags $14.00 Each<br />

HEAVENLY ................ 70<br />

View our 148 page Catalog online !<br />

www.RIOhio.com<br />

LIGHT E CIG ............... 75<br />

Belt Buckles $18.00 dz<br />

LOGIC WHOLESALE ........ 65<br />

$36.00 dz<br />

Hat Pins $6.00 dz<br />

$36.00 dz<br />

$36.00 ut 72 pcs<br />

Garden Flags<br />

$48.00 dz<br />

Metal Signs<br />

$5.50 Each<br />

Tri-Fold<br />

$5.00 Each<br />

$21.00 dz<br />

$9.00 dz<br />

FOOTWEAR<br />

Playing Cards<br />

$18.00 dz<br />

$24.00 dz<br />

5” Patches $36.00 dz<br />

$39.00 dz<br />

SNEAKER CLEARANCE. ..... 47<br />

HANDBAGS<br />

Garden Flags<br />

48.00 dz<br />

$18.00 dz<br />

Leather Wallets $5.50 each<br />

Magnets 3”x8” $18.00 dz<br />

BAG CLOSEOUTS .......... 53<br />

BAG VENDORS ............ 16<br />

12”x18” Metal Signs<br />

$5.50 Each<br />

HOME & HOUSEWARE<br />

Belt Buckles<br />

$42.00 dz<br />

DAKOTA STEEL ART ........ 02<br />

Patches $18.00 dz<br />

3’x5’Embroidered Flags<br />

$21.00 dz<br />

MERCHANDISE $14.00 Each REP ........ 22<br />

RUG PROFITS.............. 37<br />

RUSH SUPPLIERS .......... 58<br />

JEWELRY/<br />

ACCESSORIES<br />

BLING WHOLESALER ....... 25<br />

BODY CANDY HQ .......... 57<br />

BUND JEWELRY............ 55<br />

CLOSEOUTS FOR SALE. ..... 17<br />

HIPWHOLESALE ........... 13<br />

JEWEL CLEARANCE ........ 32<br />

JEWELRY MINERS. ......... 73<br />

WindSocks<br />

$48.00 dz<br />

Min.Order<br />

$150.00<br />

Metal Sign<br />

$4.75 each<br />

$4.50 Each<br />

$42.00 dz<br />

8” x 12” Parking Sign $18.00 dz<br />

8” x 12” Metal Signs<br />

$39.00 dz<br />

Metal Plates<br />

$27.00 dz<br />

$48.00 dz<br />

SOARING RC .............. 26<br />

$30.00 dz<br />

12” Metal Signs<br />

$5.00 Each<br />

$4.00 each<br />

Leather Bracelet $18.00 dz<br />

1ut/5 dz Mood Rings $33.00 unit<br />

Metal Sign<br />

12”X18” $5.75 Each<br />

12”x18” Metal Sign $5.25 each<br />

$36.00 ut/72pcs<br />

$15.00 dz<br />

Accept Credit Cards<br />

At Your Business.<br />

EXP Merchant<br />

$6.00 dzSee Hat Page Pins Also 24<br />

sold by the<br />

Gigantic dozen! Selection<br />

of Variety Goods<br />

$15.00 dz<br />

36 pcBiker Ring<br />

$24.00 dz<br />

Best Friend Necklace<br />

RAMSON’S<br />

$39.00 unit<br />

$24.00 dz/sets<br />

RETAILING $7.00 Each NEWS .......... 14 See our Ad on Page 15<br />

Belt Buckles<br />

$36.00 dz<br />

NOVELTIES<br />

3pc Magnet<br />

$5.25 Each<br />

$15.50 Each<br />

CARTOON CONCEPTS ...... 50<br />

COOL GLOWING ..BACK COVER<br />

NOVELTY SELLER .......... 21<br />

R/C & TOYS<br />

RC VARIETY ............... 45<br />

SPECIAL FEATURES<br />

FORUM WORKSHOP ....... 28<br />

READER RESPONSE ........ 11<br />

WHAT’S HOT .............. 12<br />

TRADE SHOWS<br />

ASD VEGAS SHOW ......... 29<br />

VIDEOS & DVD’S<br />

DVD BUNDLE .............. 66<br />

WATCHES & CLOCKS<br />

TIME WHOLESALERS ....... 39<br />

WATCH DEALERS .......... 20<br />

WEDDING ITEMS<br />

Advertise in<br />

See Page 9<br />

BUSINESS BOOKS<br />

www.BizBooks.org<br />

DROPSHIP TO PROFITS!<br />

Tri- Color Necklace $18.00 dz<br />

1000’s of Items<br />

See our ad on page 63<br />

WHOLESALERS:<br />

Increase Your Sales<br />

By Advertising Here!<br />

631-754-5000<br />

WIND SPINNERS<br />

Sells Like<br />

A Breeze!<br />

DAKOTA STEEL<br />

See Our Ad on Pg. 02<br />

VISIT FORUM ON<br />

THE INTERNET<br />

View our latest books at<br />

www.bizbooks.org<br />

WE HAVE BUYERS<br />

EZ DROPSHIP. ............. 30<br />

SHAKE WHOLESALE. ....... 42<br />

SMARTEST BARGAIN . . . . . . . .24<br />

Databases for ALL Industries<br />

www.BuyersContacts.com

ADVERTISING INFORMATION<br />

www.retailersforum.com<br />

VOL 28 NO. 2<br />

JUNE 2008<br />

MARKETING TIPS!<br />

MERCHANDISE SOURCES<br />

RETAILING TIPS<br />

SELL LIKE AN<br />

EGYPTIAN!<br />

Reach Active Buyers with our Print Readership<br />

Plus over 265,000+ Page Views Monthly Online<br />

✔ Apparel and Accessory Stores<br />

✔ Card and Gift Stores<br />

✔ Discount and Dollar Stores<br />

✔ Distributors and Jobbers<br />

✔ General Merchandise Stores<br />

✔ Internet On Line Stores<br />

✔ Mail Order Catalog Sales<br />

✔ Novelty and Toy Stores<br />

✔ On Line Stores<br />

✔ Resort and Souvenir Stores<br />

✔ Sporting Goods Stores<br />

✔ Variety Merchandise Stores<br />

✔ Wholesalers<br />

ESTABLISHED IN 1981 as a buying source for store<br />

owners and wholesalers, <strong>Retailers</strong> <strong>Forum</strong> offers advertisers<br />

a large national circulation to showcase their products<br />

and services. Many of our readers are located in rural<br />

areas where access to merchandise is difficult, making our<br />

magazine indispensable to their buyers.<br />

Through our unique direct mail and trade show<br />

circulation we constantly rotate our mailing lists, adding<br />

new stores monthly enabling us to deliver new, fresh<br />

buyers each and every month you advertise with us.<br />

In addition to your print ad, your company will be<br />

featured in our digital on line monthly version at<br />

www.RFmagazine.com. Our online magazine produces<br />

over 265,000+ page views monthly for our advertisers,<br />

which is in addition to our print and mail distribution.<br />

Your online ad will link to your website and email<br />

address and we provide unlimited transfers from our<br />

readers into your website 24/7.<br />

FORUM PUBLISHING COMPANY<br />

383 East Main Street, Centerport, NY 11721<br />

www.<strong>Retailers</strong><strong>Forum</strong>.com<br />

CONTACT US:<br />

TEL: 1-800-635-7654<br />

FAX: 631-754-0630<br />

Email: <strong>Forum</strong>Publishing@gmail.com<br />

Page 8 JULY <strong>2020</strong> | RETAILERS FORUM MAGAZINE

etailers<br />

ADVERTISING RATES<br />

AD SIZE 1 ISSUE 3 ISSUES 6 ISSUES 12 ISSUES<br />

› Page $400 $300 $275 $250<br />

¼ Page $525 $425 $400 $350<br />

½ Page $625 $525 $500 $450<br />

Full Page $850 $750 $700 $650<br />

2 Pages $1,350 $1,250 $1,150 $1,050<br />

Prices shown per month, above rates include full color printing<br />

ADVERTISING SPECS<br />

› Page: 2¼" high x 3¼" wide<br />

¼ Page: 4‚" high x 3¼" wide<br />

½ Page:<br />

Full Page:<br />

4‚" high x 7" wide or<br />

9½" high x 3¼" wide<br />

9½" high x 7" wide<br />

Email or provide CD of ad in exact dimensions as JPG, TIF or preferred<br />

PDF format in CMYK color, 300 dpi resolution only<br />

FULL MARKETING PROGRAM INCLUDED >><br />

✔ Monthly print and mail magazine<br />

✔ Online magazine and search marketing<br />

✔ Distribution at top trade shows<br />

Printed <strong>Magazine</strong><br />

• Your ad is featured in our<br />

printed magazine circulated<br />

to buyers across the USA.<br />

Includes distribution at<br />

industry’s top trade shows.<br />

Complete Digital <strong>Magazine</strong><br />

• Your ad runs on-line at<br />

www.RFmagazine.com<br />

• Over 265,000+ monthly<br />

page views<br />

• Active link to your website<br />

Phone APP<br />

• Your company included in our<br />

free iPhone and Android APP.<br />

Imagine YOUR company right<br />

on the buyers phones!<br />

Reader Response<br />

• Generates leads from buyers<br />

interested in your products<br />

through a code placed in<br />

your ad and on-line at<br />

www.vendor411.com. Free for<br />

all half and full-page ads.<br />

Search Marketing<br />

• Your company included in<br />

the industry’s leading search<br />

engine: www.supplier411.com<br />

• Saturation marketing coverage<br />

on our new wholesale portal:<br />

www.wholesalesources.com<br />

TOP INDUSTRY TRADE SHOWS <strong>2020</strong><br />

JANUARY<br />

Atlanta Gift Fair<br />

Los Angeles Market Week<br />

Minneapolis Gift Show<br />

Philadelphia Gift & Variety Show<br />

Seattle Gift Show<br />

FEBRUARY<br />

Charlotte Gift Show<br />

Louisville Gift Show<br />

Magic Sourcing Show<br />

New York Toy Fair<br />

Off Price Specialist Show<br />

Rocky Mountain Gift Show<br />

St. Louis Gift Show<br />

MARCH<br />

ASD Marketweek Las Vegas Show<br />

Atlanta Spring Gift Show<br />

California Marketplace<br />

Dallas Apparel & Accessories Show<br />

Greensboro Gift & Jewelry Show<br />

Norton’s Gift & Variety Show<br />

APRIL<br />

Charlotte Gift Show<br />

Hawaii Merchandise Expo<br />

Minneapolis Gift Show<br />

Northern Michigan Gift & Souvenir Show<br />

MAY<br />

Las Vegas Licensing Show<br />

New Orleans Gift & Jewelry Show<br />

Off Price Show NY<br />

JUNE<br />

Charlotte Gift & Variety Show<br />

Dallas Gift & Variety Show<br />

LA Fashion Market<br />

Minneapolis Gift Show<br />

Norton’s Gift & Variety Show<br />

JULY<br />

Atlanta Gift & Home Furnishings<br />

California Marketplace<br />

Oklahoma City Wholesale Show Philadelphia Gift<br />

& Variety Show<br />

AUGUST<br />

ASD Market Week<br />

Biloxi Wholesale Show<br />

Louisville Gift Show<br />

Minneapolis Gift Show<br />

Off Price Specialist Show<br />

New Orleans Gift & Jewelry Show<br />

Rocky Mountain Gift Show<br />

St. Louis Gift Show<br />

Toronto Gift Fair<br />

SEPTEMBER<br />

Asia America Wholesale Show<br />

Charlotte Gift & Variety Show<br />

Dallas Home & Gift Show<br />

Hawaii Gift Show<br />

Norton’s Gift & Variety Show<br />

Philadelphia Candy & Gift Show<br />

Rocky Mountain Gift Show<br />

OCTOBER<br />

Dallas Apparel & Accessories Show<br />

Florida Jewelry & Resort Show<br />

Greensboro Gift & Jewelry Show<br />

Las Vegas Souvenir & Gift Show<br />

Minneapolis Gift & Variety Show<br />

Additional Shows TBD<br />

NOVEMBER<br />

Gatlinburg Gift Show<br />

Hawaii Merchandise Expo<br />

New Orleans Gift & Jewelry Show<br />

Norton’s Gift & Variety Show<br />

Ocean City Gift Show<br />

Smoky Mountain Variety<br />

DECEMBER<br />

Charlotte Gift & Variety<br />

Grand Strand Gift & Variety Show<br />

Greensboro Gift & Jewelry Show<br />

Our Large Holiday Issue Hits The Mails Before<br />

Thanksgiving to Maximize Advertisers Results!<br />

* Show schedules are subject to change without notice.

FROM THE<br />

PUBLISHER<br />

HONORING AMERICAN RETAILERS RESILIENCE & RESOLVE<br />

THE last few months the entire world has<br />

been upended by Covid-19 and we’re<br />

all struggling to resurrect our business and<br />

personal lives. As of this writing, barring<br />

any setbacks, our local businesses have all<br />

reopened in some form or another.<br />

WITHOUT rehashing what you’ve<br />

undoubtedly already read elsewhere, I will<br />

let out a collective “phew” on behalf of<br />

fellow retailers and wholesalers across the<br />

country. Guided, and often misguided by<br />

public policy, many small business owners<br />

have been unable to hang on awaiting<br />

the slow recovery. There is now anticipation<br />

that those who have managed to remain<br />

have hopes of a better than expected<br />

fourth quarter. This is all predicated upon all<br />

things lining up positively.<br />

ONE of the things I noticed and got<br />

renewed inspiration from is the fortitude of<br />

small businesses in this country. As we sized<br />

up our situations many companies adapted<br />

to the abrupt chain in our industry. We<br />

have seen many clothing and accessory<br />

companies turn into medical mask and<br />

gown manufacturing and distribution<br />

companies. Other retailers quickly ramped<br />

up their websites and took crash courses in<br />

online marketing to generate sales.<br />

WE are an innovative and diverse group<br />

of people in this industry. Here at <strong>Forum</strong> we<br />

were instrumental through our affiliation with<br />

the Small Business Association in helping<br />

dozens of businesses navigate the PPP and<br />

other government lending programs to<br />

help shore up their companies.<br />

IT is at the hardest times like we have just<br />

experienced that we see the resilience of<br />

our fellow businesspeople. Many suppliers<br />

>> ON-LINE SOURCING<br />

worked together with customers to ensure<br />

a continued supply chain by delaying<br />

invoices. For the most part our industry<br />

acted in coordination and cooperation<br />

which is truly in the American spirit.<br />

NEVER bet against America is a catch<br />

phrase that we have heard many times<br />

over the last few months and it never<br />

rang truer than today. We were fortunate<br />

that prior to Covid-19 our economy was<br />

cranking on all cylinders, which helped give<br />

hope that this pandemic would be only a<br />

glitch which we could recover from. We are<br />

seeing that now as we slowly rebound and<br />

normalize our lives, businesses and routines.<br />

LET’S not get sidetracked now. Continue<br />

operating your businesses lean and smart<br />

as we head towards the next quarter. Don’t<br />

be distracted by some of the anarchist<br />

chaos that we have seen rearing its ugly<br />

head during the restart of our country.<br />

These are opportunists who try to take<br />

advantage during trying times.<br />

WE are American retailers and wholesalers.<br />

Our small businesses are the backbone<br />

of this country and we are all gracious<br />

that all of us, regardless of race, creed or<br />

whatever country we immigrated from,<br />

have the opportunity to live the American<br />

dream. The dream of owning a business,<br />

providing for our families, and contributing<br />

to the greatest country on earth, the United<br />

States.<br />

TAKE a moment this month to celebrate<br />

your independence, your friends, family<br />

and neighbors. We are fortunate to live free<br />

and independent and set our own paths in<br />

our lives.<br />

The entire issue of<br />

<strong>Retailers</strong> <strong>Forum</strong> <strong>Magazine</strong><br />

is posted on-line at<br />

www.<strong>Retailers</strong><strong>Forum</strong>.com<br />

Includes: Website Links *<br />

E-Mail Links * Printable PDF’s<br />

ACCESS OUR MAGAZINE<br />

FROM ANYWHERE 24/7<br />

RETAILERS<br />

FORUM<br />

SALES & MARKETING<br />

Gregory Brown<br />

Tom Richards<br />

Scott Savitt<br />

Martin Stevens<br />

OFFICE MANAGER<br />

Leah C.<br />

PRODUCTION<br />

Lisa Maresca-Smith<br />

CREDIT DEPARTMENT<br />

Kristine Hines<br />

CIRCULATION<br />

Discount Reading Svc.<br />

LITERARY STAFF<br />

Patricia Luebke<br />

Jason Meyers<br />

Rachel Spearman<br />

COLOR PRODUCTION<br />

Anchor Imaging<br />

PRINTING<br />

Composing Room<br />

ART DIRECTION<br />

Gregory Stevens<br />

Martin Stevens<br />

OVERSEAS OFFICE<br />

Trade Channel<br />

N.W. Guineastr 30<br />

2022 PA Haarlem<br />

Netherlands<br />

+31-23-531-90-22<br />

Published Monthly by:<br />

<strong>Forum</strong> Publishing Co.<br />

383 East Main Street<br />

Centerport, NY 11721<br />

Tel: 631/754-5000<br />

Fax: 631/754-0630<br />

forumpublishing@gmail.com<br />

www.retailersforum.com<br />

39 Years<br />

1981-<strong>2020</strong><br />

RETAILERS FORUM is published monthly at<br />

$75/year USA, $125/year foreign.<br />

Entire contents copyright ©<strong>2020</strong> by<br />

<strong>Forum</strong> Publishing. Publisher assumes no<br />

responsibility for contents herein. First and<br />

third class postage paid at Centerport, NY.<br />

Bulk mail paid at NY, Brookfield, WI and<br />

Hooksett, NH under private mail indicia via<br />

publication mailing.

etailers<br />

Reader Response<br />

FREE PRODUCT INFORMATION FROM OUR ADVERTISERS<br />

Have our advertisers contact you directly!<br />

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

or fill in on-line at www.Vendor411.com<br />

APPAREL<br />

& ACCESSORIES<br />

❒ All Advertisers in APPAREL<br />

❒ 28. Style in Fashion<br />

CREDIT CARD<br />

PROCESSING<br />

❒ All Advertisers in<br />

CREDIT CARD PROCESSING<br />

❒ 38. EXS Credit<br />

❒ 68. NOAMB.com<br />

GENERAL & VARIETY<br />

❒ All Advertisers in GENERAL & VARIETY<br />

❒ 07. Ramsons<br />

❒ 01. Wholesale Vista<br />

HOME & HOUSE<br />

❒ All Advertisers in HOME & HOUSE<br />

❒ 23. Dakota Steel Art<br />

WESTERN ACCESSORIES<br />

❒<br />

All Advertisers in WESTERN ACCESSORIES<br />

❒ 33. JR Palacios<br />

For Quick Response:<br />

Fax: 631-754-0630 • On-Line: www.Vendor411.com<br />

Mail: <strong>Forum</strong> Publishing Co. • 383 E. Main St. • Centerport, NY 11721<br />

Your Name _____________________________________________ Type of Business ____________________________________<br />

Company Name _____________________________________________________________________________________________<br />

Address ____________________________________________________________________________________________________<br />

City ____________________________________________________State _____________________ Zip ______________________<br />

E-Mail: _________________________________________________Tel _______________________ Fax ______________________

For more information, contact:<br />

www.BagCloseouts.com<br />

Christian Louboutin- Cream Shoe<br />

Clasp Handbag $ 498.99<br />

For more information, contact:<br />

www.CoolGlowing.com<br />

4” Glow Sticks<br />

(50-Pack)<br />

$<br />

24.00<br />

For more information, contact:<br />

www.<strong>Forum</strong>123.com<br />

Tel: 631-754-5000<br />

$<br />

39 95<br />

DESIGNER BAGS ALWAYS HOT<br />

EVERY shopper likes a great deal on the most wanted items and<br />

that is where Bag Closeouts comes in. This company, established in<br />

2007 has global sources for quality authentic pre-owned designer<br />

handbags for you to offer at your store or online site.<br />

WITH new items added every week, the inventory is easily 50-<br />

75% and more off original retail pricing. They allow you to purchase<br />

with no minimum which affords you the opportunity to stock many<br />

different handbags and purses to show a great variety of offerings<br />

to your shoppers.<br />

THE luxury handbag market is huge and this is your chance to<br />

connect with a reputable and valued seller which will increase your<br />

profits. This month’s special deal Christian Louboutin Handbag for<br />

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

SUMMERTIME IS PARTY TIME<br />

LIGHT it up.... this party is LIT and you can be making money all<br />

summer long and year round with the great novelties at Cool Glowing.<br />

IF it lights up, Gool Glowing has it! After the shutdowns people will<br />

be out there partying, whether in small or large groups they want to<br />

have some fun and you can find all of the best and most wanted<br />

light up items here. Everything form light up glasses to cups, mugs,<br />

glow sticks and more can be found here.<br />

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

This is your one stop shop for all party supplies which will sell well<br />

at your store or website. There is no minimum and quick shipping is<br />

always available..<br />

CASH in on the party life!<br />

AUCTION ANYONE?<br />

THERE has always been a great interest from people in buying at<br />

auctions but until now the information on the how-to do it was very<br />

scattered. There were companies who would sell you information on<br />

how to do it and then charge you everytime you wanted to know<br />

where or when an auction was. This was costly and cumbersome.<br />

WE have just published a special Auction Buyers Directory that<br />

answers all of your auction questions as well as includes information<br />

on getting on every auction list free of charge so you know when<br />

their are auctions in your area.<br />

ALL kinds of auctions are listed and explained in this detailed<br />

directory. You can find land, cars, merchandise, boats, jewelry,<br />

livestock and more - all in one book and for just $39.,95.<br />

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

Page 12 JULY <strong>2020</strong> | RETAILERS FORUM MAGAZINE

Rings•Chains<br />

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CheCk our ClearanCe Tab - $ 3 95 and up<br />

RETAILERS FORUM MAGAZINE | JULY <strong>2020</strong> Page 13

Lego Reaction Misguided Like Many<br />

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

that the injustice in Minnesota against George Floyd was despicable and unforgiveable. There<br />

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

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

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

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

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

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

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

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

President denouncing racism.<br />

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

donating lots of money to the cause. In the corporate world money solves all problems. But<br />

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

probably always be there and re-imagining politics and convention will not change the mind<br />

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

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

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

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

of the corporations jumping on the bandwagon with nothing more than wads of cash.<br />

Macy’s Working To Survive<br />

WITH our retailers finally reopening there have bene manu discussions on who will survive.<br />

Many small independent businesses have not been able to reopen and some of the larger<br />

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

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

times successfully.<br />

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

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

landscapes has effected their business but they will probably retool by closing some units that<br />

are under performing and trim their workforce.<br />

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

to the private markets for financing moving forward and in the process of obtaining it secured<br />

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

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

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

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

their businesses on a local level. The strong will survive.<br />

For Late-Breaking Industry News Visit: www.<strong>Retailers</strong><strong>Forum</strong>.com<br />

If It Affects Retailing We Report On It!<br />

Page 14 JULY <strong>2020</strong> | RETAILERS FORUM MAGAZINE

RAMSON’S IMPORTS,INC.<br />

CALL OR EMAIL<br />

FOR BEST<br />

PRICES AND<br />

SERVICE!<br />

Want More Info? Circle #07 on page 11 • www.Vendor411.com<br />

RETAILERS FORUM MAGAZINE | JULY <strong>2020</strong> Page 15

www.HeavenlySuits.com<br />

FULL COLLECTION OF DESIGNER TOP QUALITY<br />

CHURCH SUITS FOR WOMEN AND MEN<br />

Donna Vinci 1 Pc. Dress Set<br />

11691 Black/Purple<br />

Regular Price: $249.00<br />

Your Price $99.00<br />

Donna Vinci 2 Pc.<br />

Jacket & Skirt Set<br />

5658-N • Black/Print<br />

Special Price $179.00<br />

Skirt Suits • Dresses • Hats • Jackets • Mens & Boys Suits<br />

All Sizes in Stock - 4 Through 34W<br />

www.HeavenlySuits.com<br />

STYLE IN FASHION INC.<br />

WEST-SIDE DESIGNS<br />

MANY STYLES AVAILABLE IN<br />

DASHIKI PRINT<br />

for Men & Women<br />

Imported from<br />

Thailand & India<br />

Tie-Dye, Hawaiian Print,<br />

Solid Acid Wash, Printed Dresses,<br />

Baby Doll Dresses, Blouses,<br />

Skirt Sets, Pant Sets, Skirts, Sundresses,<br />

Umbrella Dresses in Rayon & Cotton<br />

Fabric. We also carry Magic Wrap,<br />

Sarongs, Handkerchief Dresses, Pancho<br />

Tops - all in Regular and Plus Size.<br />

321 Olympic Blvd. Los Angeles, CA 90015 or 930 Santee St #3 • Los Angeles, CA 90015<br />

Tel: (213) 624-9728 - (213) 488-1896<br />

We Carry Winter<br />

Sweaters & Jackets<br />

at Moderate<br />

Prices<br />

We also carry<br />

Belly Dance & Zumba<br />

outfits in lots of different styles.<br />

Fax: (213) 624-2115 - (213) 488-3398<br />

email: Andy@StyleInFashion.com<br />

View Our Catalog Online or Call for Catalog<br />

SAMPLE<br />

PACKAGE<br />

$300<br />

Quantity<br />

Discounts<br />

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www.StyleinFashion.com<br />

Want More Info? Circle #28 on page 11 • www.Vendor411.com<br />

AUTHENTIC NEW DESIGNER HANDBAGS<br />

TORY BURCH ~ MICHAEL KORS ~ COACH ~ KATE SPADE ~ COACH<br />

All Merchandise Certified Authentic<br />

NO MINIMUM ORDER • WEEKLY SPECIALS<br />

Michael Kors Jet Set Travel<br />

Medium Carryall Tote<br />

Brown MK Green Stripe<br />

$139.99<br />

Michael Kors Jet<br />

Set Travel Crossbody<br />

Fuchsia<br />

Pink with Wristlet<br />

Clutch INSERT<br />

$92.99<br />

Michael Kors<br />

Hayes Medium<br />

Trifold Coin Case<br />

Rose Hold MK<br />

Signature Pink<br />

$57.99<br />

Coach F36658 F37807<br />

Reversible City Tote Light<br />

Khaki Blue<br />

$162.99<br />

Tory Burch Kerrington<br />

Large Square Tote Garden<br />

White Floral Laguna<br />

$266.99<br />

WWW.BAGVENDORS.COM<br />

Page 16 JULY <strong>2020</strong> | RETAILERS FORUM MAGAZINE<br />

Michael Kors Jet Set East West<br />

Large Crossbody Blossom PINK<br />

Michael Kors ~ $248.00<br />

$92.99<br />

Kate Spade Cameron Street<br />

Flock Roses Small Hayden<br />

Satchel Black Floral<br />

$187.99

your closeout connection for<br />

Diamonds & Fine Jewelry<br />

quality merchandise & service since 1998<br />

~ Rings ~<br />

~ Bracelets ~<br />

~ Earrings ~<br />

Silver Double Heart Pendant<br />

$<br />

129.00<br />

~ Pendants ~<br />

~ Necklaces ~<br />

~ Watches ~<br />

1/2 CTW Diamond Bridal Set<br />

with Princess Center<br />

$<br />

895.00<br />

1.0 CTW Diamond Band<br />

$<br />

2,599.00<br />

Seiko 2-Tone<br />

Stainless Steel<br />

Women’s Watch<br />

$<br />

139.00<br />

Diamond<br />

Heart<br />

Pendant<br />

with 18”<br />

Box Chain<br />

$<br />

295.00<br />

Genuine Diamond with Square<br />

Blue Topaz Colored CZ Center<br />

Sterling Silver Pendant<br />

$<br />

109.00<br />

Beautiful Butterfly Pendant features<br />

Multicolor Oval-shaped Gemstones<br />

crafted in Sterling Silver<br />

$<br />

125.00<br />

0.14CTW Diamond<br />

Fashion Pendant with<br />

10KT Yellow Gold Chain<br />

$<br />

329.00<br />

1/2 CTW Princess Cut Diamond<br />

Stud Earrings with Screw Backs<br />

$<br />

949.00<br />

Sterling Silver<br />

& CZ Brilliant<br />

Embers Heart<br />

Necklace<br />

$<br />

59.00<br />

Rectangular Shaped<br />

with Laser Cut<br />

Amethyst CZ<br />

$<br />

59.00<br />

0.36CTW<br />

Diamond<br />

Fashion<br />

Ring<br />

$<br />

595.00<br />

Diamond Infinity Ring<br />

$<br />

239.00<br />

14 Karat Gold Earrings<br />

$<br />

219.00<br />

21 YEARS SERVICING THE INDUSTRY FROM OUR ATLANTA LOCATION<br />

Elephant with Purple Colored CZ,<br />

Black CZ & Clear CZ<br />

$<br />

109.00<br />

www.CloseoutsForSale.com<br />

RETAILERS FORUM MAGAZINE | JULY <strong>2020</strong> Page 17

Start.<br />

Grow.<br />

Repair.<br />

Our specialty is helping small and<br />

mid-sized businesses achieve success.<br />

Contact us for free consultation.<br />

1-800-433-7002<br />

info@<strong>Forum</strong>BA.com • www.<strong>Forum</strong>BA.com<br />

Half Cut Garter<br />

Bustier $16.01<br />

Hot V Neck Baby<br />

Doll $13.34<br />

Open Front Mesh<br />

Baby Doll $9.23<br />

THE LINGERIE SPECIALIST<br />

Lingerie sells year round<br />

We welcome small orders and<br />

deliver worldwide.<br />

Pink Bra - Panty<br />

Set $7.80<br />

~ Over 1,000 styles in stock! ~<br />

Sexy Corset<br />

$20.01<br />

Many clearance items giving you<br />

100% mark-ups.<br />

Large profits<br />

www.FlirtyWholesale.com<br />

Sexy Polka Dot<br />

Teddy $9.67<br />

Page 18<br />

JULY <strong>2020</strong> | RETAILERS FORUM MAGAZINE

Full Service Sign Printers<br />

VINYL BANNERS MAGNETIC SIGNS SIDEWALK SIGNS<br />

Fast Shipping<br />

Free Online Estimates<br />

Many Orders Shipped SAME DAY!<br />

Custom Banners<br />

Outdoor Pole Banners<br />

Mesh Banners<br />

Indoor Banners<br />

Window Banners<br />

www.eStoreSigns.com<br />

SPECIALS THIS MONTH<br />

Trade Show<br />

Banners<br />

on Stand<br />

$<br />

99<br />

99 00<br />

Full Range of<br />

Sizes Available<br />

$<br />

7 99<br />

Car Door Magnets 6”x12”<br />

Other Sizes Available<br />

RETAILERS FORUM MAGAZINE | JULY <strong>2020</strong> Page 19

GREAT IN-STORE AND TRADE SHOW GIVE-AWAYS<br />

PREMIUM CUSTOM PRINTED<br />

ITEMS FOR YOUR CLIENTS<br />

Die Cut<br />

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Custom<br />

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• Plunger Action.<br />

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for Writing<br />

Comfort & Control.<br />

Made<br />

in<br />

USA<br />

2.5 mil. plastic bags with fold-over<br />

reinforced die cut handles<br />

16 oz Jewel Tumbler<br />

w/ Lid & Straw<br />

Mix and/or Match the tumbler,<br />

lid & straw colors.<br />

Only<br />

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OUR NEW WEBSITE LETS YOU ORDER BY INDUSTRY!<br />

Largest Selection at Lowest Prices • Serving since 2008<br />

All Natural<br />

Lip Balm<br />

Made with all natural<br />

beeswax, made<br />

in America & FDA<br />

compliant...<br />

and PABA FREE!<br />

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quantities!<br />

Shop by<br />

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• EVENT<br />

• INDUSTRY<br />

www.PromotionalRewards.com<br />

Authentic brands at best prices!<br />

SERVICING DEALERS SINCE 2008 • FAST EAST COAST SHIPPING<br />

Armani<br />

Men’s Luigi<br />

$<br />

124<br />

Rado<br />

Women’s Coupole<br />

$<br />

612<br />

Coach<br />

Women’s Madison<br />

$<br />

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Tissot<br />

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$<br />

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Men’s Everytime<br />

$<br />

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Movado<br />

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ADIDAS<br />

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DIESEL<br />

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EMPORIO ARMANI<br />

FERRARI<br />

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GUESS<br />

HAMILTON<br />

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KATE SPADE<br />

LACOSTE<br />

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MARC JACOBS<br />

MICHAEL KORS<br />

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Page 20 JULY <strong>2020</strong> | RETAILERS FORUM MAGAZINE

Top Quality Plush Toys<br />

Stock Items, Custom Designs & Personalized<br />

Wide range of adorable plush figures,<br />

animals & accessories that are irresistible<br />

to kids & kids at heart.<br />

Over 250 adorable items!<br />

Buy Direct From Manufacturer!<br />

NoveltySeller<br />

• General Gift<br />

• Souvenir Shops<br />

• Seasonal Plush<br />

• Crane &<br />

Amusement Plush<br />

• Plush Backpacks<br />

• Plush Pillows<br />

• Plush Dolls<br />

• Plush Pet Toys<br />

FAST SHIPPING FROM WEST COAST<br />

EASY ON-LINE ORDERING<br />

WHOLESALE ACCOUNTS WELCOME<br />

Custom printed plush<br />

Great for Souvenir & Gift Shops or Corporate Events!<br />

These souvenir plush toys are perfect for ALL occasions. Their relaxed sitting<br />

pose allows them to be posed in just about any gift shop. The best feature is their<br />

customizable clothing. whether it be an embroidered t-shirt or a hot-stamped<br />

hoodie, these stuffed animals will look great!<br />

WE CAN MANUFACTURE CUSTOM PLUSH FROM YOUR DESIGN!<br />

Low 500 Min. - Free Estimates<br />

NoveltyS e ller<br />

www.NoveltySeller.com<br />

RETAILERS FORUM MAGAZINE | JULY <strong>2020</strong> Page 21

YOUR RESOURCE FOR PROFITS<br />

REFURBISHED COMPUTERS<br />

Over 25-Years<br />

of Expertise in<br />

Computer Hardware<br />

and Peripherals.<br />

Most orders shipped<br />

within 24-48 hours<br />

from our 10,000 sq. ft.<br />

Refurb Center.<br />

THIS MONTH’S SPECIAL:<br />

Dell Latitude E7270 Ultrabook<br />

12.5” TOUCHSCREEN • 1920 X 1080<br />

INTEL CORE i5 • 256GB SSD • 8GB RAM<br />

Win 10 Pro 64 Bit • Webcam • WiFi • HDMI • Grade B<br />

FREE SUPER-FAST SHIPPING<br />

ACCESSORIES • LAPTOPS • TABLETS • DESKTOPS • MORE!<br />

www.RefurbShops.com<br />

SHEETS - PILLOW CASES - DUVETS - CURTAINS - QUILTS - TOWELS<br />

WHOLESALE BEDDING & HOME GOODS<br />

Luxury high-end linens at wholesale prices from one of America’s largest wholesalers<br />

450 THREAD COUNT<br />

100% COTTON SHEET SETS<br />

MSRP $87.98<br />

$ 29.99<br />

ARTISAN MODERN JACQUARD CURTAIN PANELS<br />

54” Wide x 84” Long with Top Grommets (Single)<br />

MSRP $39.99<br />

$ 4.99<br />

Great<br />

Items<br />

for your<br />

Store<br />

or<br />

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Page 22 JULY <strong>2020</strong> | RETAILERS FORUM MAGAZINE<br />

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RETAILERS FORUM MAGAZINE | JULY <strong>2020</strong> Page 27

forumworkshop<br />

Starting Your Own<br />

STARTING YOUR OWN<br />

Business<br />

Business<br />

A Good Idea<br />

May or May Not Be<br />

a Good Business<br />

There are lots of reasons to start your own<br />

business. My reason was that my employer offered<br />

me the opportunity. He asked if I wanted<br />

to form a partnership with him and turn the<br />

typesetting department of his quick-print shop<br />

into a separate business.<br />

My father had always preached self-employment,<br />

even though he was a well-paid corporate<br />

executive. “Youʼll never get rich working for<br />

someone else,” I remember him saying. At one<br />

time he thought about going into business for<br />

himself. But he had to pay for the lifestyle to<br />

which he and his wife had grown accustomed.<br />

So he remained a loyal corporate employee.<br />

Since I donʼt remember my father ever saying<br />

much more than that, I suppose it took on some<br />

internal importance to me. When the opportunity<br />

arose, I took the risk. Whatever the reason,<br />

and I have heard many, the only real reason<br />

anyone should go into business is to make<br />

money. Nothing else counts – not ego satisfaction,<br />

not making a difference in the world, not<br />

the joy of running your own show – because<br />

when there is no income derived from your<br />

loyal employees, the satisfaction you derive<br />

from a job well done, are by-products of running<br />

a profitable business.<br />

Page 28 JULY <strong>2020</strong> | RETAILERS FORUM MAGAZINE<br />

What Is a<br />

Profitable Business?<br />

What is a “profitable” business?<br />

At the very minimum it is<br />

one that pays its bills, in cash,<br />

and affords the owner a decent<br />

standard of living. Weʼre not talking<br />

yachts, Park Avenue penthouses,<br />

and six month cruises<br />

around the world. Weʼre talking<br />

about food, clothing, shelter,<br />

monthly entertainment, and<br />

enough income so that you never<br />

have to look over your shoulder<br />

in fear of bill collectors. Enough<br />

income so you (and your family, if applicable)<br />

can sleep nights and look forward to what each<br />

day brings.<br />

How much is enough? Later I will talk about<br />

salaries in detail. But for the owner, “enough”<br />

depends on your age, your debts, your expectations,<br />

and where you live. Twenty thousand<br />

dollars buys a lot in Salt Lake City, Utah where<br />

many of the entrepreneurs profiled in this article<br />

conduct business. In New York City, you would<br />

have to have a small apartment and a lot of<br />

roommates on that income.<br />

continued...

AUGUST 2-5, <strong>2020</strong><br />

RETAILERS FORUM MAGAZINE | JULY <strong>2020</strong> Page 29

How Much Will<br />

You Need to Make?<br />

✔<br />

Your age, needs and responsibilities<br />

make this a variable<br />

amount. If you are between eighteen<br />

and twenty-five years of age,<br />

and “just starting out,” a small apartment, a<br />

stocked refrigerator, a weekly trip to a fast food<br />

joint with a date, and money left over for an occasional<br />

movie is probably “enough.” If you are<br />

twenty-five to thirty-five and have worked for a<br />

number of years, you have probably acquired<br />

some furniture and an automobile. Perhaps you<br />

are a couple and have incurred new expenses,<br />

like a house payment, child care, or medical<br />

Page 30 JULY <strong>2020</strong> | RETAILERS FORUM MAGAZINE<br />

forumworkshop<br />

FORUM WORKSHOP<br />

care. You will need more money to “get by.”<br />

Once you reach thirty-six and realize that you<br />

have about thirty years left to prepare for retirement,<br />

you will want to afford all of the above,<br />

plus a plushy annual<br />

vacation, and<br />

to save and invest<br />

a bunch of money<br />

for retirement.<br />

In Salt Lake City<br />

thatʼs at least<br />

$30,000 a year<br />

without kids and<br />

$40–50,000 a year<br />

with kids. In New<br />

York City itʼs more<br />

than double that<br />

amount.<br />

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RETAILERS FORUM MAGAZINE | JULY <strong>2020</strong> Page 31

Deduct from that salary figure your estimated<br />

value of “amenities.” Is managing your own<br />

time, working your own hours, taking Monday<br />

off, having a no-smoking office worth something<br />

to you? Probably. Put a dollar amount on that<br />

and subtract it from what you feel you must<br />

earn. You will pay a price when you are self-employed:<br />

insecurity, long hours, high Social Security<br />

taxes. Put a dollar amount on those too,<br />

and decide how much you must earn to make<br />

it worth your while to be in business for yourself.<br />

Then set a deadline by which you expect<br />

to earn that amount. It is unlikely that you will<br />

earn what you want – what you are worth –<br />

soon. Starting a new business requires an investment<br />

in both money and time. No formula<br />

exists to help you know how long it will take to<br />

earn what you want, if your business succeeds.<br />

But you can take an educated guess.<br />

Page 32 JULY <strong>2020</strong> | RETAILERS FORUM MAGAZINE<br />

forumworkshop<br />

FORUM WORKSHOP<br />

This educated guess is part of the research you<br />

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if it has a value. You must find out if people are<br />

willing to buy what you want to sell, and if you<br />

can make money selling it for that price.<br />

What are<br />

you worth?<br />

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RETAILERS FORUM MAGAZINE | JULY <strong>2020</strong> Page 33

RESEARCH<br />

forumworkshop<br />

FORUM WORKSHOP<br />

➁<br />

it is very expensive to do this type of<br />

research. Large companies with large<br />

research and development budgets do<br />

it all the time; it doesnʼt always work.<br />

Business textbooks<br />

contain a lot of<br />

information about<br />

how to do<br />

market research.<br />

Basically, you should survey people and find<br />

out if they want a product or service, how often<br />

they will use it, what they are willing to pay, how<br />

far they will travel to obtain it, etc. The problem<br />

with that type of formal research is twofold:<br />

➀<br />

people donʼt know what they want or<br />

how much they are willing to pay for<br />

something when you survey them;<br />

and<br />

Small businesses rarely do survey research.<br />

Something else happens that takes the place<br />

of a formal study and produces the same, if not<br />

more accurate, information. This is experience.<br />

Of the twenty people Iʼve interviewed (for publishing<br />

magazine articles) who started new<br />

businesses, three started based on a hobby,<br />

four turned a part-time avocation into a full-time<br />

career and business, one stumbled upon the<br />

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continued..<br />

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Page 34 JULY <strong>2020</strong> | RETAILERS FORUM MAGAZINE

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RETAILERS FORUM MAGAZINE | JULY <strong>2020</strong> Page 35

PLATFORM<br />

forumworkshop<br />

FORUM WORKSHOP<br />

WHY DO SO MANY PEOPLE<br />

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The best reason is that they have something<br />

upon which to base a decision. By working for<br />

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research. You can see if people come into your<br />

employerʼs place of business, what they buy,<br />

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you can hear what they complain about. Then<br />

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money doing it.<br />

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Guy Lester, owner of The Ringmaker, a custom<br />

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he worked for declared bankruptcy (Chapter<br />

11) and later sold out, he was offered a new position<br />

with the takeover company. Guy says that<br />

prompted him to start his own company. He decided<br />

he could do a better job for himself. He<br />

and a partner started in a 100-year-old house<br />

as jewelry manufacturers. When a retail location<br />

became available in a new section of a mall<br />

downtown, Lester and partner Paul Chapman<br />

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Page 36<br />

JULY <strong>2020</strong> | RETAILERS FORUM MAGAZINE

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RETAILERS FORUM MAGAZINE | JULY <strong>2020</strong> Page 37

forumworkshop<br />

FORUM WORKSHOP<br />

What did he do differently than the original<br />

business? Guy specialized in custom-made<br />

jewelry and only had one store. John Felt, the<br />

original owner of Keepsake, had a large inventory<br />

of manufactured pieces, purchased with<br />

bank loans at high interest rates. Furthermore,<br />

“investors” had induced him into opening fifteen<br />

stores based on the success of his first. When<br />

John asked for the cash the investors had<br />

promised, he discovered that the only investment<br />

they had ever planned to make was advice<br />

(which is usually the case.)<br />

Rhett Barney, owner of Frankly My Dear, a designer-label<br />

womenʼs clothing resale shop,<br />

worked for a similar business. He sold womenʼs<br />

clothing for fifteen years before he opened his<br />

own business. He knew his market well and noticed<br />

that women who buy better dresses tend<br />

to by new items frequently. He concluded that a<br />

lot of fine merchandise was hanging in closets.<br />

So, when he started, he called his former customers<br />

(he had kept a list over the years as do<br />

most professional retail salespeople) and<br />

asked them if they would like to sell their “old”<br />

dresses on consignment. “I went to some of<br />

their homes,” he says, “others brought things to<br />

me: garbage bags full. As the word spread at<br />

social functions and bridge clubs, it snowballed.”<br />

Most of his inventory was less than six<br />

months old.<br />

He also added<br />

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RETAILERS FORUM MAGAZINE | JULY <strong>2020</strong> Page 39

forumworkshop<br />

FORUM WORKSHOP<br />

Barney also put his experience<br />

in visual display<br />

to use in his own<br />

business. Unlike most<br />

resale shops where customers<br />

have to push<br />

garments along bars<br />

and dig for bargains,<br />

Barney artfully draped<br />

Ralph Lauren, Charles<br />

Jourdan, Halston Ultrasuede,<br />

and Argenti<br />

dresses over chairs and<br />

displayed slacks, shirts,<br />

and skirts on clothing<br />

stands. He said a willingness<br />

to put in long<br />

hours overcame an initial<br />

lack of capital.<br />

Judy Harris, owner of Classy Lady, a womenʼs<br />

fashion store, worked for a similar womenʼs<br />

shop that closed. When her employer quit,<br />

Judyʼs husband suggested that she start her<br />

own business. The lease on the mall space<br />

where she had worked was available. So she<br />

took the risk. Only two-thirds of the inventory<br />

she ordered that September for Christmas<br />

sales actually arrived. But she says her first<br />

season was “OK. I had the advantage that this<br />

was a clothing store before, and since itʼs in a<br />

mall location, people just stumbled in.” Five<br />

years later, she had two mall stores. Her clothing<br />

is high fashion, and her prices are directed<br />

toward the medium income woman. She attributes<br />

her success to one-on-one service,<br />

something she learned from her former employer,<br />

she says, and repeat business.<br />

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Page 40 JULY <strong>2020</strong> | RETAILERS FORUM MAGAZINE

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RETAILERS FORUM MAGAZINE | JULY <strong>2020</strong> Page 41

forumworkshop<br />

FORUM WORKSHOP<br />

Judy says her most successful salespeople<br />

help their customers find pieces that coordinate<br />

with previous yearsʼ purchases. She has built<br />

her business on the concept that todayʼs<br />

women are interested in “investment dressing.”<br />

Judy, Rhett, and Guy did the easiest and<br />

cheapest type of market research. They simply<br />

learned by doing. None of them set out to<br />

be self-employed. But they gained certain skills<br />

and used their intelligence to recognize what<br />

their employers were doing to make money –<br />

and what more they could do. They had access<br />

to other information that encouraged them to go<br />

off on their own. They knew how much inventory<br />

costs, appropriate markups for their industries,<br />

where and how to promote their<br />

businesses, how and from whom to buy<br />

supplies or merchandise. They knew for a<br />

Page 42 JULY <strong>2020</strong> | RETAILERS FORUM MAGAZINE<br />

fact that some people would buy that type<br />

of product at certain prices. There were also<br />

a lot of things they could not know until they<br />

tried it for themselves, which is what this article<br />

is about. Still, what these three people did was<br />

to take a calculated risk.<br />

My experience is similar. I<br />

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RETAILERS FORUM MAGAZINE | JULY <strong>2020</strong> Page 43

forumworkshop<br />

FORUM WORKSHOP<br />

I had the numbers (monthly income and expenses.)<br />

As part of my job, I kept track of time<br />

and billing. I knew that the typesetting “business,”<br />

with my partnerʼs two print shops as its<br />

only customers, would generate an income I<br />

could live on. In fact, I would get an automatic<br />

$100 raise. That raise would cost me a $7,000<br />

investment – half of our estimated value of the<br />

companyʼs assets. I would be paid back in the<br />

first year, doing the same work I was already<br />

doing. Essentially, I was willing to work for<br />

free for less than one year to have part ownership<br />

in a business.<br />

There are other, more risky ways to start a business.<br />

For instance, if you have a hobby you are<br />

particularly adept at and your friends buy what<br />

you make, you might want to start a business<br />

based on that. Proceed slowly. Before you quit<br />

Page 44 JULY <strong>2020</strong> | RETAILERS FORUM MAGAZINE<br />

your job, try it parttime.<br />

When your avocation<br />

is producing<br />

as much income as<br />

your full-time job,<br />

then quit your job<br />

and build your business.<br />

While friends<br />

may want to buy<br />

your handicrafts or<br />

photographs, that<br />

does not necessarily<br />

mean that the general public will – that you can<br />

make a living off it. Remember, when you sell a<br />

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only twenty-four hours in a day. Your income is<br />

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RETAILERS FORUM MAGAZINE | JULY <strong>2020</strong> Page 45

forumworkshop<br />

FORUM WORKSHOP<br />

For example, a strip of tatted lace takes me<br />

three days of bus rides to produce. I donʼt think<br />

anyone would pay the $5.00 I might charge to<br />

justify my time. (Thatʼs $5.00 an hour.) After all,<br />

wages are lower in the Far East, so how could<br />

I compete? The trick is to sell someone<br />

elseʼs time.<br />

Marie Cavanaugh started<br />

making chocolates for<br />

Christmas gifts. Then she<br />

taught the women at her<br />

church how to dip chocolates<br />

to sell at church<br />

fundraisers. The project was<br />

so successful, she and her<br />

husband George spend<br />

much of their time traveling<br />

to neighboring towns in<br />

South Dakota to market their products. Neighboring<br />

towns were between 50 and 225 miles<br />

away! So, they moved their family to Bountiful,<br />

Utah and opened a candy factory and retail<br />

store in 1972. By 1987, the company employed<br />

seventy-three full- and part-time employees<br />

and had four company-owned stores and four<br />

department store outlets. Marie and George<br />

Cavanaugh did the best kind<br />

of research. They knew they<br />

could hire other people and<br />

pay a good wage, and still<br />

sell their chocolates for a<br />

profit. The Cavanaughs left a<br />

1,000-acre ranch because<br />

the chocolate business held<br />

a more promising future.<br />

continued..<br />

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Page 46 JULY <strong>2020</strong> | RETAILERS FORUM MAGAZINE

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RETAILERS FORUM MAGAZINE | JULY <strong>2020</strong> Page 47

forumworkshop<br />

FORUM WORKSHOP<br />

Carrie Bissellʼs experience is similar. A flight attendant<br />

at the same time, Carrie had a strong<br />

interest in aerobics. She didnʼt just “do” aerobic<br />

exercises, she studied physiology and came to<br />

understand muscles and how they work and<br />

what types of movement are useful for the development<br />

of which muscles. At first, her interest<br />

was strictly personal. Then she decided to<br />

give classes when she had the time. With just<br />

a classified ad and answering machine attached<br />

to her home telephone, she attracted<br />

students to her basement aerobic classes. As<br />

the aerobic movement caught on and demand<br />

went up, Carrie made the move to a studio, but<br />

kept her flying job so she could afford to pay the<br />

rent no matter what happened. Her message<br />

machine continued to fill classes. Eventually,<br />

she began to take leaves of absence to teach<br />

twelve to fifteen classes a week in advanced<br />

aerobics. When flight delays made it impossible<br />

to get back to Salt Lake for the classes, Carrie<br />

had to make a career decision. She followed<br />

demand and by 1987 employed sixteen instructors<br />

who teach beginning, intermediate, and advanced<br />

aerobics. Carrie still teaches, but since<br />

she is selling someone<br />

elseʼs time, she has been<br />

able to devote more of<br />

her own talent and energy<br />

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By the time Carrie<br />

made the move from<br />

hobby to business, she<br />

knew that people, lots of<br />

people, were willing to<br />

pay money to learn what<br />

she had to teach.<br />

continued..<br />

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Page 48 JULY <strong>2020</strong> | RETAILERS FORUM MAGAZINE

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RETAILERS FORUM MAGAZINE | JULY <strong>2020</strong> Page 49

FORUM WORKSHOP<br />

forumworkshop<br />

She expanded and finally created a successful<br />

business by finding other people who could<br />

also teach. They make a good salary, and she<br />

makes a handsome income.<br />

Going into the family business<br />

is the best head start<br />

anyone could ever hope for;<br />

most offspring resist the idea.<br />

It must be human nature (in<br />

the USA) to prove that “one<br />

can make it on oneʼs own.”<br />

Afterward, the children come<br />

back to work in the family<br />

business. What better source<br />

of information could anyone<br />

ask for than the help, guidance,<br />

advice, and financial<br />

backing of oneʼs own parents.<br />

Robert Hale manages one of his parentsʼ<br />

five Hallmark card shops. Merlyn Neff Olson<br />

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grandmother Retta sold flowers from her garden<br />

in the 1930s. Mike Mihlberger drew on his<br />

experience working for his fatherʼs<br />

retail typesetting company<br />

to start his own office<br />

supply business, after six<br />

years of working an assortment<br />

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products, attending<br />

college, and traveling the<br />

world. Unlike his fatherʼs<br />

business, Mikeʼs Office &<br />

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Page 50 JULY <strong>2020</strong> | RETAILERS FORUM MAGAZINE<br />

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RETAILERS FORUM MAGAZINE | JULY <strong>2020</strong> Page 51

FORUM WORKSHOP<br />

forumworkshop<br />

Iʼve only interviewed one (successful) business<br />

owner in the past two years who ended up in<br />

business by accident. Charlie Hastingsʼ fatherin-law<br />

bought a roll-top desk and asked Charlie<br />

to take it apart and figure out how it was made.<br />

The attempt was futile, but the timing was perfect.<br />

The man who had sold the roll-top wanted<br />

to sell his business. Hastings was a sheet metal<br />

worker by trade. Luckily, the company came<br />

with a loyal employee who knew the art of rolltop<br />

desk construction, and Charlie was in business.<br />

He did learn the art. One can speculate<br />

that his ability to work with his hands enabled<br />

him to learn another craft. But running a business<br />

was foreign to Charlie. Competition from<br />

Taiwan made him change his product, for a<br />

short time, to veneer-top models. Not happy<br />

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producing only solid oak desks and marketing<br />

them to business people who can afford custom-made,<br />

quality furniture. Wood Revival Furniture<br />

now has more demand than it can fill. A<br />

custom designed, one-of-a-kind roll-top desk<br />

costs $6,000 and may take up to three months<br />

to complete.<br />

Charlieʼs business<br />

is limited by time.<br />

There are only so<br />

many desks he<br />

can make if each<br />

one takes three months to produce. Furthermore,<br />

it will not be as easy for Charlie to sell<br />

someone elseʼs time as it is for Marie Cavanaugh<br />

or Mike Mihlberger. Not many people<br />

have the talent, patience, or willingness to learn<br />

to make roll-top desks. Itʼs hard, messy, and<br />

somewhat hazardous work.<br />

continued..<br />

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Page 52 JULY <strong>2020</strong> | RETAILERS FORUM MAGAZINE<br />

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RETAILERS FORUM MAGAZINE | JULY <strong>2020</strong> Page 53

forumworkshop<br />

FORUM WORKSHOP<br />

Candy dipping and clerking in an office supply<br />

store are easier to learn, the supply of available<br />

labor is ample, and the amount of money this<br />

type of worker will expect to earn is lower.<br />

Wood Revival Furniture is successful, according<br />

to the definition at the beginning of this article.<br />

But Mike and Marie have a better chance of<br />

getting rich. Still, whoʼs to say thatʼs important?<br />

Guy falls somewhere in between; he also<br />

makes much of his own product. But he has<br />

been able to attract people who have learned<br />

jewelry making.<br />

The time involved<br />

in making a ring is<br />

days, not months.<br />

The available pool<br />

of willing and capable<br />

labor is ample.<br />

IF YOU CAN’T<br />

MAKE A PROFIT<br />

Which leads to the conclusion of this discussion.<br />

If it wonʼt sell profitably, forget it. Maybe<br />

you can sell your tatted lace trim to friends, but<br />

you wonʼt sell enough to make a living. If you<br />

have to pay $1,000 an ounce for gold, and the<br />

public is only willing to pay $900 for that ounce<br />

turned into a handcrafted work of art, you are<br />

going to lose money. Or, as happened to me, if<br />

your technology becomes outdated, itʼs time to<br />

change your product or get out of business, or<br />

never start it. For Charlie, foreign competition<br />

determined that American-made veneer top<br />

desks (produced at USA wages) would not sell.<br />

continued..<br />

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Page 54 JULY <strong>2020</strong> | RETAILERS FORUM MAGAZINE<br />

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RETAILERS FORUM MAGAZINE | JULY <strong>2020</strong> Page 55

forumworkshop<br />

FORUM WORKSHOP<br />

We live in a world economy to a great extent.<br />

Keep that in<br />

mind when you are<br />

deciding what business<br />

to start. While<br />

Marieʼs Hand-dipped<br />

chocolate is less expensive<br />

than most<br />

imported chocolate,<br />

lots of products and<br />

services can be manufacturers oversees for<br />

less. So if you think you have a wonderful idea<br />

because no one else in your town is doing it,<br />

look again. Maybe lots of others were doing it<br />

and went out of business because of foreign<br />

competition. Or, if they were smart, they did the<br />

“research” you should do (or learn from) and<br />

determined that they could not compete with<br />

foreign-made goods, and never started at all.<br />

How about those one-of-a-kind ideas like the<br />

pet rock, Cabbage Patch dolls, and Frisbees? If<br />

you come up with one of those, youʼll just have<br />

to believe in yourself and the willingness of the<br />

American public to spend money on frivolous,<br />

fun, or unique ideas. Do it first, do it fast,<br />

make your million; and when imports start<br />

to resemble your product, move on to the<br />

next brilliant idea. Of the above, Frisbees are<br />

the only one that has lasted over time. The others<br />

were fads. People can get rich off of fads.<br />

But the person who markets, distributes, and<br />

promotes will make the money – not necessarily<br />

the person who did the inventing. What good<br />

does a pet rock do you if you only sell it to people<br />

in your own town? You have to get it in<br />

every gift shop in the land, all at once, and advertise<br />

it. Just look at the track record.<br />

continued..<br />

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Page 56 JULY <strong>2020</strong> | RETAILERS FORUM MAGAZINE

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RETAILERS FORUM MAGAZINE | JULY <strong>2020</strong> Page 57

FORUM WORKSHOP<br />

forumworkshop<br />

Some people go into business because they<br />

have always wanted to. They sell things they<br />

know nothing about; they have no idea if anyone<br />

will buy what they are trying to sell. Their<br />

prices are too high, more often too low. They<br />

lose interest quickly because they expected it<br />

to be easy; it never is. Starting a business is like<br />

writing a good article: you have to be interested;<br />

you have to know your subject; and you have to<br />

be able to communicate that knowledge and interest<br />

to other people. Keep that in mind as you<br />

examine yourself<br />

and your<br />

interests, hobbies,<br />

vocation,<br />

and for the<br />

business you<br />

should start.<br />

Money &<br />

Management<br />

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But expect to spend at least the first two to five<br />

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The reason a small business needs capital is<br />

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you go, you still need supplies. Guy, The Ringmaker,<br />

must purchase gold; Charlie, Wood Revival,<br />

needs wood.<br />

continued..<br />

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Page 58 JULY <strong>2020</strong> | RETAILERS FORUM MAGAZINE

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RETAILERS FORUM MAGAZINE | JULY <strong>2020</strong> Page 59

FORUM WORKSHOP<br />

forumworkshop<br />

The only business I can think of that has almost<br />

no start-up cost is panning for gold. All you<br />

need is a pan. But gold panners also make no<br />

money until they find gold dust in the stream.<br />

Even the timber operation that supplies Charlie<br />

with his wood has had to invest in expensive<br />

equipment, hire expensive labor, and plant new<br />

trees for the ones cut down – so there will be<br />

something to harvest in the future.<br />

CAPITAL & CASH FLOW<br />

Managing capital and cash flow is even more<br />

complex for service businesses. In quick printing,<br />

typesetting, and publishing, all of which I<br />

have experience doing, the customer receives<br />

the product or service and pays upon receipt,<br />

or over time. The difference is, in retail the<br />

owner invests capital in an inventory that can<br />

Page 60 JULY <strong>2020</strong> | RETAILERS FORUM MAGAZINE<br />

stay in the<br />

store until<br />

s o m e o n e<br />

pays to take<br />

it home.<br />

With service,<br />

the owner<br />

must invest<br />

not only capital<br />

to purchase supplies, but time and labor to<br />

produce the end product. If the customer is not<br />

satisfied, or bounces a check, the loss is much<br />

greater. You cannot unmake a magazine or<br />

brochure because someone decided not to pay<br />

you. You canʼt put business cards back on the<br />

shelf for someone else to buy. Unlike a couch<br />

or a camera, it makes no sense, nor will it generate<br />

any future income, if you repossess business<br />

stationery.<br />

continued..<br />

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RETAILERS FORUM MAGAZINE | JULY <strong>2020</strong> Page 61

FORUM WORKSHOP<br />

forumworkshop<br />

The loss is total. You canʼt<br />

take ink off paper, or uncut<br />

business cards. And you<br />

canʼt get your time back and<br />

use it to produce a product<br />

for a paying customer.<br />

That is why you need capital. It will come from<br />

somewhere. Business owners who start with<br />

very little money can create working capital by<br />

foregoing a salary. If the business you start<br />

generates enough cash for you to take home a<br />

salary, and you choose not to, in effect you are<br />

investing capital in your business. This sounds<br />

obvious. But too many businesses are started<br />

by people who want to get rich quick. They take<br />

home more cash than their businesses can<br />

support. They go broke.<br />

Since you need a product to<br />

sell, either in the form of<br />

goods on the shelf of a retail<br />

store, or the cost of producing<br />

a service or product, you<br />

need money to cover those<br />

expenses. I had a camera in<br />

my typesetting business that photographically<br />

reproduced black and white artwork for printing<br />

– a “stat camera.” I bought boxes of film for<br />

$100 per 100 sheets. By the time the box was<br />

used up, I had made a handsome “profit” on the<br />

film, but I had to spend some of that profit to<br />

buy the next box, as well as pay rent, phone,<br />

and service bills. If I sold a lot of film (in the form<br />

of prints) coupled with my other services, I generated<br />

sufficient cash flow to keep myself in<br />

supplies as well as take home a paycheck.<br />

continued..<br />

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Page 62 JULY <strong>2020</strong> | RETAILERS FORUM MAGAZINE<br />

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RETAILERS FORUM MAGAZINE | JULY <strong>2020</strong> Page 63

FORUM WORKSHOP<br />

forumworkshop<br />

DON’T RUN YOUR<br />

BUSINESS ON CREDIT<br />

So it goes. If you publish a magazine, you have<br />

to pay photographers, typesetters, printers, perhaps<br />

a mailing service. It doesnʼt matter if those<br />

people are subcontractors or are on your payroll,<br />

those are your expenses. If your customers<br />

pay over time, you will have half of your money<br />

when the contract to place an ad is signed and<br />

half after the magazine is printed and distributed.<br />

But you still have all those costs of doing<br />

business, whether or not you are able to collect<br />

all those receivables.<br />

THE REASON MANY BUSINESSES<br />

GET INTO TROUBLE IS<br />

THEIR SUPPLIERS LET THEM.<br />

Credit is the way Americans buy things. It is<br />

also the way many businesses try to stay in<br />

business. I felt too nervous asking my suppliers<br />

to wait more than the thirty days they agreed to<br />

wait for their money. At times I went without a<br />

paycheck for thirty days so I could keep my bills<br />

current. But my debts were relatively small – always<br />

less than actual monthly income. That<br />

means I was running a successful business.<br />

continued..<br />

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Page 64 JULY <strong>2020</strong> | RETAILERS FORUM MAGAZINE

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RETAILERS FORUM MAGAZINE | JULY <strong>2020</strong> Page 65

forumworkshop<br />

FORUM WORKSHOP<br />

But if you are starting from<br />

scratch, trying to build a<br />

clientele, you will probably<br />

spend more money up<br />

front than you take in. Perhaps<br />

your suppliers will let<br />

you stretch your debts for more than thirty days.<br />

Thatʼs fine as long as you can make the payments.<br />

But watch out the first time you are late.<br />

Your suppliers are not in business to be your<br />

banker, anymore than you, as a start-up company,<br />

want to be a banker for your customers.<br />

They need cash, too, to pay their suppliers,<br />

their employees, and themselves. Eventually,<br />

they will ask you to “pay up” and if you are still<br />

taking in less cash than it is costing you to produce<br />

your product or service, you will begin to<br />

spend most of your time talking to lawyers instead<br />

of clients.<br />

Page 66 JULY <strong>2020</strong> | RETAILERS FORUM MAGAZINE<br />

TWO RULES<br />

GOVERN WORKING CAPITAL:<br />

1. GOOD MANAGEMENT CAN OVERCOME<br />

A LACK OF START-UP CAPITAL.<br />

2. CAPITAL CAN NEVER OVERCOME<br />

A LACK OF GOOD MANAGEMENT.<br />

Why? Simple: If you are a good manager, you<br />

will know when you can and cannot afford to<br />

pay yourself. You will know when too much debt<br />

threatens your business, and you will make the<br />

necessary changes to get out of debt by selling<br />

more or producing less or increasing productivity.<br />

You will only make promises you can keep,<br />

and you will stay honest.<br />

continued..<br />

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RETAILERS FORUM MAGAZINE | JULY <strong>2020</strong> Page 67

FORUM WORKSHOP<br />

forumworkshop<br />

If you are a good manager,<br />

given enough<br />

time (and it may take<br />

years) you will find a<br />

way to generate a<br />

cash flow that will pay<br />

the bills, and you will<br />

make your business<br />

work – assuming your<br />

business is based on<br />

“research” and you<br />

are in a viable business. Finally, if you are a<br />

good manager, and you remain honest and<br />

keep payments current, opportunities will open<br />

for you. Banks will consider making you loans;<br />

investors may find your company an attractive<br />

risk. Thatʼs because they will believe that you<br />

are in business for the long haul, because you<br />

have the ability to make the company succeed.<br />

MONEY MANAGEMENT<br />

On the other hand, if you are not a good manager,<br />

throwing money into the company will<br />

only hasten its demise. Poor managers tend to<br />

be shortsighted. They want their boats and cars<br />

now. They donʼt make choices based on the<br />

bottom line (income, expenses, and profits) .<br />

They react to problems out of desperation,<br />

rather than calmly handling each situation. And<br />

when things get really bad, they lie and they<br />

hide. Theyʼre never around to answer the<br />

phone when a supplier calls to collect money.<br />

Theyʼre never around to answer their employeesʼ<br />

questions. They get greedy, forget promises,<br />

and start to act as though theyʼre doing<br />

everyone a big favor by providing jobs.<br />

continued..<br />

Page 68 JULY <strong>2020</strong> | RETAILERS FORUM MAGAZINE

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RETAILERS FORUM MAGAZINE | JULY <strong>2020</strong> Page 69

forumworkshop<br />

FORUM WORKSHOP<br />

They let their emotions take over their brains<br />

and start to make bad choice after bad choice.<br />

They start to ask people to invest money, and<br />

they spend so much time looking for investors<br />

to bail them out that they forget to do their job.<br />

Bad managers donʼt sell anymore, or manage.<br />

They “donʼt have the time.”<br />

Banks and investors loan money to make<br />

money, not to save you. They are not interested<br />

in bailing you out. They are interested in putting<br />

their money to work so that it generates interest,<br />

dividends, or capital gains. If you are going<br />

to throw their capital at old bills, then this probably<br />

wonʼt happen. When you use their capital<br />

to buy supplies or equipment you will use to<br />

produce more or better products or services,<br />

that you can sell to generate more profits, this<br />

becomes an “investment.”<br />

LENDERS & INVESTORS<br />

Donʼt look for<br />

someone to save<br />

you. Donʼt confuse<br />

lenders with investors.<br />

Lenders<br />

demand a fixed return<br />

on their<br />

money over a fixed<br />

period of time. Investors do not. Still, investors<br />

will invest if they can expect a return on their<br />

money at some future time. If you need money<br />

to pay debts, sell your house, your car, your<br />

boat first; put that money to work in your business.<br />

Turn it around, then look for investors.<br />

continued..<br />

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Page 70<br />

JULY <strong>2020</strong> | RETAILERS FORUM MAGAZINE

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RETAILERS FORUM MAGAZINE | JULY <strong>2020</strong> Page 71

FORUM WORKSHOP<br />

forumworkshop<br />

While investors cannot demand<br />

repayment like<br />

lenders, they will ask for<br />

something even more vital<br />

to your business – control.<br />

Investors are interested in future<br />

dividends and capital<br />

gains, which they expect will<br />

be higher than the interest<br />

you would pay a lender. Furthermore,<br />

they will want business.<br />

If you are asking for a<br />

lot of money, expect to give<br />

up a lot of control. This can<br />

work to your advantage or disadvantage. If you<br />

are a good manager, you donʼt need or want<br />

the interference. If you are not, and you pick an<br />

investor who has a proven track record of successfully<br />

running small companies, maybe itʼs<br />

time to relinquish control so<br />

that your business can turn<br />

around and become more<br />

profitable. Base your decision<br />

on how well you know<br />

yourself and how much you<br />

want to trust a stranger. But<br />

if you have sold everything<br />

you own to keep your business<br />

afloat, a clearer head<br />

might not be a bad idea.<br />

Just remember to check the<br />

potential investorʼs background<br />

as carefully as he or<br />

she has checked yours. And put everything in<br />

writing. Even if your investor is a close friend or<br />

relative, it is best to write down your mutual expectations,<br />

responsibilities, and obligations.<br />

continued..<br />

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Page 72 JULY <strong>2020</strong> |<br />

RETAILERS FORUM MAGAZINE

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QUALITY • RETAILERS TRUST FORUM MAGAZINE • SERVICE<br />

| JULY <strong>2020</strong> Page 73

FORUM WORKSHOP<br />

forumworkshop<br />

RAISING CAPITAL<br />

How do you raise capital? Look to yourself first.<br />

Even if you do get a bank loan, youʼre more<br />

likely to find a banker who will lend you money<br />

if you believe in yourself and your business<br />

idea enough to spend your own money. Perhaps<br />

you have some cash saved, or have<br />

come into an inheritance.<br />

I hear lots of people say, “But I canʼt spend that<br />

money. I have to save it for retirement.” True;<br />

but what did you plan to do with that money between<br />

now and when you retire? Invest it, I<br />

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Page 74 JULY <strong>2020</strong> | RETAILERS FORUM MAGAZINE

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RETAILERS FORUM MAGAZINE | JULY <strong>2020</strong> Page 75

FORUM WORKSHOP<br />

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They recognized their own skill, and felt they<br />

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continued in next issue ...<br />

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Page 76 JULY <strong>2020</strong> | RETAILERS FORUM MAGAZINE

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RETAILERS FORUM MAGAZINE | JULY <strong>2020</strong> Page 77

Secure<br />

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Page 78 JULY <strong>2020</strong> | RETAILERS FORUM MAGAZINE

The Complete Guide to Making Money at Auctions!<br />

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RETAILERS FORUM MAGAZINE | JULY <strong>2020</strong> Page 79

Start Your Own<br />

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RETAILERS FORUM MAGAZINE | JULY <strong>2020</strong> Page 81

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Page 82 JULY <strong>2020</strong> | RETAILERS FORUM MAGAZINE

RETAILERS FORUM MAGAZINE | JULY <strong>2020</strong> Page 83

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Page 84 JULY <strong>2020</strong> | RETAILERS FORUM MAGAZINE

Trade<br />

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Page 85<br />

RETAILERS 85 FORUM MAGAZINE | JULY <strong>2020</strong> Page 85

USA Closeout Directory<br />

Now, more than ever, it is essential for the success of your merchandising business to buy<br />

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Page 86<br />

Page 86 JULY <strong>2020</strong> | RETAILERS FORUM MAGAZINE<br />

Business Directories

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www.bizbooks.org<br />

Page<br />

RETAILERS<br />

87<br />

FORUM MAGAZINE | JULY <strong>2020</strong> Page 87

Wholesale Gift Guide<br />

A Great resource to locate higher end<br />

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Here is an incredible Directory that<br />

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Order No. 321 $249.00<br />

USA Mail Order Catalogs<br />

New for this year is a compilation of BOTH<br />

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to office design; marketing resources to safety equipment. Just about<br />

every kind of product or service that a business needs to operate is<br />

covered.<br />

Order No. 159237-156-6 1,900 pages $450.00<br />

BUCKS FOR BLING<br />

Sourcing For Jewelry<br />

Makers Directory<br />

Up-to-date and easy-to-use directory<br />

solving your jewelry materials sourcing,<br />

production and contracting needs.<br />

If you are considering your own line<br />

of jewelry items this is a must-have<br />

in locating materials and factories to<br />

produce it.<br />

Accessories<br />

Sourcing Directory<br />

The comprehensive directory provides<br />

you with direct sources for the designing<br />

and manufacturing of bags, belts,<br />

hats, shoes, gloves. You will find the top<br />

companies to help you produce your merchandise<br />

directly at their factories.<br />

Order No. 121 $150.00<br />

Order No. 122 $100.00<br />

1-800-635-7654 Business Directories<br />

Page 88<br />

Page 88 JULY <strong>2020</strong> | RETAILERS FORUM MAGAZINE

APPAREL<br />

BUSINESS DIRECTORIES<br />

Fabrics, Services, Trims<br />

This up-to-date directory solves your<br />

production sourcing and contracting<br />

needs in the Americas. The sourcebook<br />

includes: sewing, cut-n-sew, and finishing<br />

contractors and apparel production<br />

services from within the U.S., Canada<br />

and South and Central America. All<br />

factories are sorted by clothing classification<br />

and by U.S. state or by country.<br />

This directory will help you put your<br />

own designs into production.<br />

Order No. 0971486743 $125.00<br />

A complete and updated guide listing<br />

over 2,600 nationwide suppliers of all<br />

types of domestic and imported fabrics,<br />

trims and notions, plus forecast<br />

services, swatch design studios and<br />

more for the apparel and design industries.<br />

Listings include sales manager’s<br />

name, price points, minimums,<br />

etc. Fabric and trim manufacturers,<br />

converters, jobbers and reps are<br />

listed. This sourcebook provides you<br />

with MATERIALS and sources to<br />

make your own goods.<br />

Order No. 0971486735 $135.00<br />

Apparel Contractors (USA Edition)<br />

1-800-635-7654 Page 89<br />

Directory of Brand Name Apparel<br />

Manufacturers<br />

Updated and easy-to-use directory<br />

listing brand-name label manufacturers<br />

and importers in the women’s,<br />

men’s, children’s and accessory markets.<br />

Developed and targeted for store<br />

and catalog buyers to shop the apparel<br />

and accessory markets easily, there are<br />

over 2,800 brand name labels listed,<br />

broken down by types of apparel classifications.<br />

If you are looking for the<br />

SOURCES for brand name goods,<br />

this directory is for you.<br />

Order No. 0971486751 $135.00<br />

RN & WPL Encyclopedia<br />

A comprehensive listing of every Registered<br />

Number and Wool Product Label<br />

ever issued by the Federal Trade Commission<br />

to identify all sorts of goods imported,<br />

manufactured and/ or sold in the U.S. Over<br />

126,500 records including contact information<br />

for more than 31,500 manufacturers,<br />

importers and wholesalers of apparel<br />

and textile goods. Listings include where<br />

available: RN or WPL number, contact<br />

names & titles, street addresses, phone &<br />

fax numbers, website & e-mail addresses,<br />

type of business and product information.<br />

Order No. RN8. Directory $285<br />

Order No. RN8C Directory/CD Combo $475<br />

The Small Design Company's Guide to<br />

Wholesale Fabrics & Trims<br />

Upj-to-date guide created specifically for the smaller design houses and home sewing<br />

businesses. Directory lists fabric and trim companies that will sell to businesses that<br />

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

fabric suppliers and all their contact information.<br />

Order No. A-106 $65.00<br />

Apparel Business Directories<br />

RETAILERS FORUM MAGAZINE | JULY <strong>2020</strong> Page 89

FORUM PUBLISHING CO.<br />

383 E. Main St. Centerport, N.Y. 11721<br />

T: 631-754-5000<br />

F: 631-754-0630<br />

E: <strong>Forum</strong>Publishing@aol.com<br />

Credit Card ORDERS: 800/635-7654<br />

FAX ORDERS: 631/754-0630<br />

INQUIRIES: 631/754-5000<br />

Website: www.bizbooks.org<br />

Order by phone<br />

1-800-635-7654<br />

You’ll save time ordering by phone instead<br />

of mail. Speak with our knowledgeable<br />

salespeople who will assist<br />

you in placing your credit card order. If<br />

you have questions about our products,<br />

call Customer Service: (631)754-5000<br />

Mon-Fri 10am-5pm EST.<br />

Your Name and Address<br />

Order by mail<br />

Please complete all information so we<br />

can fill your order promptly. We gladly<br />

accept checks, money orders and<br />

major credit cards. If charging from<br />

your credit card, please SIgn the order<br />

form where indicated and supply<br />

your complete number and expiration<br />

date. Sorry we do not accept C.O.D<br />

or stamps. Checks must clear bank<br />

before orders can be shipped.<br />

Order by Fax<br />

631-754-0630<br />

When charging purchases to your<br />

credit card, it is easy to send us your<br />

completed order form via Fax<br />

Delivery Information<br />

Books and cassette programs will be<br />

shipped within 1-5 working days.<br />

Allow 6-8 weeks for magazine subscriptions<br />

Order Online<br />

www.bizbooks.org<br />

We download orders hourly and<br />

process within 24 hours.<br />

Sales Policy<br />

Books and Cassette programs are<br />

sold as information only and are<br />

guaranteed as represented in this<br />

catalog. All items in this catalog<br />

are sold on a non-refundable basis.<br />

NAME _________________________________________________________________________________________________<br />

ADDRESS_________________________________________________________________________________________________<br />

CITY_______________________________________________________________STATE<br />

ZIP<br />

PHONE NUMBER (_______) ______________________________ EMAIL ___________________________________________<br />

What Books Would You Like?<br />

PG QTY NUMBER TITLE PRICE<br />

SHIPPING<br />

CHARGES<br />

ALL ORDERS ADD $7.00 1st BOOK<br />

$4.00 EA. ADD’L BOOK<br />

CANADIAN $4.00 EA. SHIPMENTS: ADD’L $11.00 BOOK 1st BOOK<br />

$ 8.00 EACH ADDITIONAL<br />

Orders for SAMPLE COPIES of magazines:<br />

OUTSIDE OF USA: ORDERS CAN BE SHIPPED USING YOUR FEDEX<br />

DO NOT OR UPS ACCOUNT add shipping NUMBER ONLY charges<br />

Payment Information Goes Here<br />

CANADIAN SHIPMENTS:<br />

$11.00 1st BOOK • $8.00 EACH ADD’L<br />

OUTSIDE OF USA:<br />

ORDERS CAN BE SHIPPED USING YOUR<br />

FEDEX OR UPS ACCOUNT NUMBER ONLY<br />

SUBTOTAL<br />

NYS SALES TAX<br />

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TOTAL<br />

CHECK MONEY ORDER AMEX MASTERCARD VISA DISCOVER<br />

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ALL BOOKS ARE SOLD AS INFORMATION<br />

ONLY ON NON-REFUNDABLE BASIS<br />

1-800-635-7654 Order Form<br />

Page<br />

Page 90 JULY <strong>2020</strong> | RETAILERS FORUM MAGAZINE 39 90

THE ULTIMATE<br />

WHOLESALE RESOURCE!<br />

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• Free Monthly Trade<br />

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• USA’s Leading<br />

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WholesaleSources.com<br />

your search engine for everything wholesale!<br />

RETAILERS FORUM MAGAZINE | JULY <strong>2020</strong> Page 91

JULY <strong>2020</strong><br />

FORUM PUBLISHING COMPANY<br />

383 East Main St., Centerport, NY 11721<br />

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Blue - 50-Pack<br />

$<br />

16.95<br />

Flashing Party Hat<br />

Red - 6 pk<br />

$<br />

14.95<br />

Accents Mini LED<br />

String Lights<br />

$<br />

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Glow in<br />

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$<br />

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Cool Glow Bottle Collars<br />

50 pk Yellow<br />

$<br />

27.95<br />

LED Atomic Glow<br />

Shot Glass<br />

$<br />

2.59<br />

Light Up 14 Red LED<br />

Tray<br />

$<br />

21.95<br />

Cool Glow Mugs<br />

Pink (30 per Pack!)<br />

$<br />

52.95<br />

4” Glow Sticks<br />

(50-Pack)<br />

$<br />

24.00<br />

White LED Diamond<br />

Bling Rings<br />

Assorted Shapes (24-Pack)<br />

$<br />

26.40<br />

8” Premium Glow Bracelets<br />

Yellow - 100 Pack<br />

$<br />

15.99<br />

Glow Star Shaped Glasses<br />

Orange - 12 pk<br />

$<br />

9.95<br />

YOUR SOURCE FOR ALL GLOW PRODUCTS<br />

PARTY SUPPLIES • APPAREL • NOVELTIES • JEWELRY • BANNERS • HOLIDAYS<br />

IF IT GLOWS...WE HAVE IT!<br />

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LED Fiber Optic Gift Bow<br />

6 Pack<br />

(Blue, Gold, Silver, Red, White, Green)<br />

$<br />

10.99

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