Retailers Forum Magazine Sept. 2020 EMAG

FORUM383

Monthly magazine for independent retailers, online sellers and retail stores across the USA. We feature informative articles and information on running your retail store as well as a large advertising section featuring the best wholesalers to source your merchandise. Now more than ever you need to be astute in the retailing business and for the last 39 years Retailers Forum Magazine has been at retailers sides. See our full site at: www.retailersforum.com with 1000's of free articles and info.

etailers

VOL. 40 NO. 5

SEPTEMBER 2020

Connecting Wholesalers and Retailers Since 1981


Page 2 SEPTEMBER 2020 | RETAILERS FORUM MAGAZINE

Want More Info? Circle #10 on page 11 • www.Vendor411.com


Want More Info? Circle #03 on page 11 • www.Vendor411.com

RETAILERS FORUM MAGAZINE | SEPTEMBER 2020 Page 3


LARGEST FOOTWEAR BRANDS IN THE WORLD

Over 20 Years of Servicing The Marketplace

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Nike Sportswear

Air Force 1 Mid LV8 - $ 30

Sequoia/Sequoia/Gum Light Brown ~ Kids

Reebok Club C85 AFF

$

30

MET SNAKE - Black/Chalk ~ Unisex

Fila Targa

$

30

White/Fila Navy/Fila Red ~ Unisex

Reebok

Classic Leather Textural - $ 30

Silver Met/Skull ~ Women

Adidas Cponsortium

Samba Womens Deep Hue - $ 30

CLONIX/CRYWHT/CRYWHT ~ Women

Reebok

Workout Plus Ice - $ 23.70

White/Flat Grey/Ice ~ Unisex

Converse

Lucky Star Hi - $ 23.70

Garnet/Egret/Egret ~ Unisex

New Balance

247 - $ 29.70

Marblehead ~ Men

ASICS

Gel Saga - $ 29.70

White/Orchid ~ Unisex

Vans

OG Era LX - $ 32.50

Black/Mulberry ~ Unisex

www.SneakerClearance.net

Page 4 SEPTEMBER 2020 | RETAILERS FORUM MAGAZINE


This is a Buying Guide for

RETAIL STORE OWNERS

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

leading merchandise wholesalers. The advertisers herein sell strictly

wholesale and require that you purchase with the intent of reselling

through retail channels.

HOW TO USE THIS DIRECTORY

☛ Locate the products that interest you.

See our product directory located on

pages 6 & 7.

☛ Make direct contact with advertiser.

Most will have catalogs and price lists

for you.

☛ Order your merchandise, which will be

shipped directly to your store.

CLICK ON BANNERS

IN SELECT ADS

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

TO GET FREE CATALOGS/PRICING

FORUM PUBLISHING COMPANY

383 East Main Street, Centerport, NY 11721

www.RetailersForum.com

CONTACT US:

TEL: 1-800-635-7654

FAX: 631-754-0630

Email: ForumPublishing@gmail.com

RETAILERS FORUM MAGAZINE | SEPTEMBER 2020 Page 5


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SEPTEMBER 2020

THE TRUSTED BUYING SOURCE FOR RETAIL STORES!

ADVERTISING

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

APPAREL

1 STOP WHOLESALE ......... 63

BLANK TEES. .............. 72

BOUTIQUE CLOSEOUTS. .... 81

CLOTHINGWARE .......... 59

DD BULK .................. 22

FASHIONABLE SALES. ...... 47

FLIRTY WHOLESALE ....... 26

GERTEX. .................. 35

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

SCARF WAREHOUSE ....... 78

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STYLISH PLUS ............. 77

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USACOSTUMERS.COM ..... 36

ASSORTED ITEMS

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BEAN WHOLESALERS ...... 46

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EZ DROPSHIP. ............. 38

G C A ..................... 20

GET THAT WHOLESALE ..... 87

MEGA UBID ............... 30

RAMSONS IMPORTS ....... 13

SWEET WHOLESALERS ..... 65

TOP TEN WHOLESALE ...... 84

WHOLESALE VISTA ........ 19

YUJEAN. .................. 03

BOOKS

BUYERS CONTACTS ........ 83

CLOSEOUT DIRECTORY. .... 82

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

TRADE BOOKS. ......... 88-94

CANDY

SWEET WHOLESALERS ..... 65

CELLULAR

CELLCITY.BIZ ............. 67

WHOLE-CELL ............. 23

COMPUTERS

REFURB SHOPS ............ 18

CONSUMER ELECT.

FIND IT CHINA ............. 43

CREDIT CARD

PROCESSING

EXP MERCHANT ........... 64

NOAMB. .................. 79


#1

BUYING GUIDE

FOR RETAIL STORES!

DISPLAY/SUPPLIES

& SERVICES

AVVO .................... 62

CC WAREHOUSE . . . . . . . . . . . .85

E-STORE BUILDERS ........ 60

E STORE SIGNS ............ 25

E-STORE SITES ............ 58

FB CAMPAIGNS ............ 68

FORUM ADVISORS . . . . . . . . . .22

FUNDING OFFICES ......... 50

KWIK INC ................. 32

PROMOTIONAL REWARDS.. 16

PROTECTION PLANS ....... 66

RETAILERS BANK .......... 42

SALES GROUP BAGS........ 70

SETON SIGNAGE ........... 86

VACATION PROMO ........ 76

WHOLESALESOURCES.COM ...

INSIDE BACK COVER

DROPSHIPPERS

DINO DROPSHIP . . . . . . . . . . . .27

DOBA DROPSHIP .......... 51

EZ DROPSHIP. ............. 38

WHOLESALE VISTA ........ 19

E-CIGARETTES &

SMOKE SHOP ITEMS

3’x5’Embroidered Flags $14.00 Each

HEAVENLY ................ 40

View our 148 page Catalog online !

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LIGHT E CIG ............... 31

Belt Buckles $18.00 dz

LOGIC WHOLESALE ........ 73

$36.00 dz

Hat Pins $6.00 dz

Garden Flags

$48.00 dz

Metal Signs

$5.50 Each

3’x5’Embroidered Flags

$14.00 Each

$9.00 dz

FOOTWEAR

Playing Cards

$18.00 dz

$24.00 dz

$21.00 dz

5” Patches $36.00 dz

$39.00 dz

Tri-Fold

$36.00 dz

SNEAKER CLEARANCE.

$5.00 Each

..... 04

Leather Wallets $5.50 each

Garden Flags WindSocks

48.00 dz $48.00 dz

$18.00 dz

HANDBAGS

$21.00 dz

$36.00 ut 72 pcs

Magnets 3”x8” $18.00 dz

BAG CLOSEOUTS .......... 37

BAG VENDORS ............ 24

12”x18” Metal Signs

$5.50 Each

HOME & HOUSEWARE

Belt Buckles

$42.00 dz

DAKOTA STEEL ART ........ 17

MERCHANDISE REP ........ 18

RUG PROFITS.............. 39

RUSH SUPPLIERS .......... 44

SWANSON PRODUCTS ..... 21

JEWELRY/

ACCESSORIES

BLING WHOLESALER ....... 55

BODY CANDY HQ .......... 61

BUND JEWELRY............ 71

CLOSEOUTS FOR SALE. ..... 69

HIPWHOLESALE ........... 33

JEWEL CLEARANCE ........ 54

JEWELRY MINERS. ......... 75

SHAKE WHOLESALE. ....... 34

Min.Order

$150.00

Metal Sign

$4.75 each

$48.00 dz

$30.00 dz

12” Metal Signs

$5.00 Each

$7.00 Each

$4.50 Each

NOVELTIES

3pc Magnet

$5.25 Each

CARTOON CONCEPTS ...... 52

Metal Plates

$27.00 dz

8” x 12” Parking Sign $18.00 dz

$15.00 dz

$42.00 dz

$15.50 Each

COOL GLOWING ..BACK COVER

FUN FACE ................. 02

NOVELTY SELLER .......... 57

PPE SUPPLIES

8” x 12” Metal Signs

$39.00 dz

PPE STOCKROOM. ......... 20

PREMIUM CONNECTION .... 15

R/C & TOYS

$4.00 each

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

Leather Bracelet $18.00 dz

SOARING RC .............. 20

SPECIAL FEATURES

FORUM WORKSHOP ....... 28

READER RESPONSE ........ 11

Patches $18.00 dz

Belt Buckles

$36.00 dz

1ut/5 dz Mood Rings $33.00 unit

RETAILING NEWS .......... 14

WHAT’S HOT .............. 12

TRADE SHOWS

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

VIDEOS & DVD’S

DVD BUNDLE .............. 74

WATCHES & CLOCKS

TIME WHOLESALERS ....... 53

WATCH DEALERS .......... 24

WEDDING ITEMS

SMARTEST BARGAIN . . . . . . . .26

Advertise in

Metal Sign

12”X18” $5.75 Each

See Page 9

12”x18” Metal Sign $5.25 each

BUSINESS BOOKS

www.BizBooks.org

$36.00 ut/72pcs

$15.00 dz

Accept Credit Cards

At Your Business.

EXP Merchant

$6.00 dzSee Hat Page Pins Also 64

sold by the

Gigantic dozen! Selection

of Variety Goods

36 pcBiker Ring

$24.00 dz

Best Friend Necklace

RAMSON’S

$39.00 unit

$24.00 dz/sets

See our Ad on Page 13

DROPSHIP TO PROFITS!

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1000’s of Items

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WIND SPINNERS

Sells Like

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See Our Ad on Pg. 17

VISIT FORUM ON

THE INTERNET

View our latest books at

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WE HAVE BUYERS

Databases for ALL Industries

www.BuyersContacts.com


ADVERTISING INFORMATION

www.retailersforum.com

VOL 28 NO. 2

JUNE 2008

MARKETING TIPS!

MERCHANDISE SOURCES

RETAILING TIPS

SELL LIKE AN

EGYPTIAN!

Reach Active Buyers with our Print Readership

Plus over 265,000+ Page Views Monthly Online

✔ Apparel and Accessory Stores

✔ Card and Gift Stores

✔ Discount and Dollar Stores

✔ Distributors and Jobbers

✔ General Merchandise Stores

✔ Internet On Line Stores

✔ Mail Order Catalog Sales

✔ Novelty and Toy Stores

✔ On Line Stores

✔ Resort and Souvenir Stores

✔ Sporting Goods Stores

✔ Variety Merchandise Stores

✔ Wholesalers

ESTABLISHED IN 1981 as a buying source for store

owners and wholesalers, Retailers Forum offers advertisers

a large national circulation to showcase their products

and services. Many of our readers are located in rural

areas where access to merchandise is difficult, making our

magazine indispensable to their buyers.

Through our unique direct mail and trade show

circulation we constantly rotate our mailing lists, adding

new stores monthly enabling us to deliver new, fresh

buyers each and every month you advertise with us.

In addition to your print ad, your company will be

featured in our digital on line monthly version at

www.RFmagazine.com. Our online magazine produces

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

which is in addition to our print and mail distribution.

Your online ad will link to your website and email

address and we provide unlimited transfers from our

readers into your website 24/7.

FORUM PUBLISHING COMPANY

383 East Main Street, Centerport, NY 11721

www.RetailersForum.com

CONTACT US:

TEL: 1-800-635-7654

FAX: 631-754-0630

Email: ForumPublishing@gmail.com

Page 8 SEPTEMBER 2020 | RETAILERS FORUM MAGAZINE


etailers

ADVERTISING RATES

AD SIZE 1 ISSUE 3 ISSUES 6 ISSUES 12 ISSUES

› Page $400 $300 $275 $250

¼ Page $525 $425 $400 $350

½ Page $625 $525 $500 $450

Full Page $850 $750 $700 $650

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

Prices shown per month, above rates include full color printing

ADVERTISING SPECS

› Page: 2¼" high x 3¼" wide

¼ Page: 4‚" high x 3¼" wide

½ Page:

Full Page:

4‚" high x 7" wide or

9½" high x 3¼" wide

9½" high x 7" wide

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

PDF format in CMYK color, 300 dpi resolution only

FULL MARKETING PROGRAM INCLUDED >>

✔ Monthly print and mail magazine

✔ Online magazine and search marketing

✔ Distribution at top trade shows

Printed Magazine

• Your ad is featured in our

printed magazine circulated

to buyers across the USA.

Includes distribution at

industry’s top trade shows.

Complete Digital Magazine

• Your ad runs on-line at

www.RFmagazine.com

• Over 265,000+ monthly

page views

• Active link to your website

Phone APP

• Your company included in our

free iPhone and Android APP.

Imagine YOUR company right

on the buyers phones!

Reader Response

• Generates leads from buyers

interested in your products

through a code placed in

your ad and on-line at

www.vendor411.com. Free for

all half and full-page ads.

Search Marketing

• Your company included in

the industry’s leading search

engine: www.supplier411.com

• Saturation marketing coverage

on our new wholesale portal:

www.wholesalesources.com

TOP INDUSTRY TRADE SHOWS 2020

JANUARY

Atlanta Gift Fair

Los Angeles Market Week

Minneapolis Gift Show

Philadelphia Gift & Variety Show

Seattle Gift Show

FEBRUARY

Charlotte Gift Show

Louisville Gift Show

Magic Sourcing Show

New York Toy Fair

Off Price Specialist Show

Rocky Mountain Gift Show

St. Louis Gift Show

MARCH

ASD Marketweek Las Vegas Show

Atlanta Spring Gift Show

California Marketplace

Dallas Apparel & Accessories Show

Greensboro Gift & Jewelry Show

Norton’s Gift & Variety Show

APRIL

Charlotte Gift Show

Hawaii Merchandise Expo

Minneapolis Gift Show

Northern Michigan Gift & Souvenir Show

MAY

Las Vegas Licensing Show

New Orleans Gift & Jewelry Show

Off Price Show NY

JUNE

Charlotte Gift & Variety Show

Dallas Gift & Variety Show

LA Fashion Market

Minneapolis Gift Show

Norton’s Gift & Variety Show

JULY

Atlanta Gift & Home Furnishings

California Marketplace

Oklahoma City Wholesale Show Philadelphia Gift

& Variety Show

AUGUST

ASD Market Week

Biloxi Wholesale Show

Louisville Gift Show

Minneapolis Gift Show

Off Price Specialist Show

New Orleans Gift & Jewelry Show

Rocky Mountain Gift Show

St. Louis Gift Show

Toronto Gift Fair

SEPTEMBER

Asia America Wholesale Show

Charlotte Gift & Variety Show

Dallas Home & Gift Show

Hawaii Gift Show

Norton’s Gift & Variety Show

Philadelphia Candy & Gift Show

Rocky Mountain Gift Show

OCTOBER

Dallas Apparel & Accessories Show

Florida Jewelry & Resort Show

Greensboro Gift & Jewelry Show

Las Vegas Souvenir & Gift Show

Minneapolis Gift & Variety Show

Additional Shows TBD

NOVEMBER

Gatlinburg Gift Show

Hawaii Merchandise Expo

New Orleans Gift & Jewelry Show

Norton’s Gift & Variety Show

Ocean City Gift Show

Smoky Mountain Variety

DECEMBER

Charlotte Gift & Variety

Grand Strand Gift & Variety Show

Greensboro Gift & Jewelry Show

Our Large Holiday Issue Hits The Mails Before

Thanksgiving to Maximize Advertisers Results!

* Show schedules are subject to change without notice.


FROM THE

PUBLISHER

Back-To-School: “M” Is For Mask

IT’S back-to-school time and this is

definitely the strangest sales season our

businesses have seen in many decades.

Typically with this selling season we all

gear up at the same time for late August

and early September openings of schools

throughout the country.

THIS year we’re working with a new set of

rules and regulations and most retailers have

had difficulty in knowing how much product

to stock and what products to invest in. In

some cities and states guidelines were set

in time for retailers to order goods while in

others it has been a hit or miss approach.

WHILE we know schools will open in some

form, as retailers we need to know what

merchandise we need to stock up on to

sell. Traditional classroom require the typical

back-to-school supply lists and along with

that the apparel, backpacks and everything

that goes along with on-site education.

WITH a good deal of students engaged

in distance learning their supply needs are

different. While the basics still apply there

will be more need for increased spending

for technology versus new outfits and shoes

parents had been used to purchasing. With

pajamas as the official school outfit, retailers

need to reconsider their PO’s and follow the

trends.

get back to the classroom. Removing the

minute percentage who will unfortunately

fall ill to the covid virus we need to also

consider the long term effects that our

children will have by continuing to be

separated from their peers and socialization.

This is a separate matter from retailing as

retailers will reconfigure their businesses and

be fine. It is about our children and their

futures.

WHILE we have all seen many big name

retailers go chapter 11 we also see the

great opportunity for independent retailers

to take advantage of these openings. Keep

in mind that the big retailers didn’t go out

of business because they weren’t making

sales. It is just that the volume of their sales

needed to make their overheads fell short. I

am sure there are many retailers who’d be

fine earning one month’s of sales the big

stores made even if that’s all they made all

year.

WE all continue to be creative and

adaptive. Frankly it has been very gratifying

to see our fellow retailers and wholesalers

stepping up to the plate to do everything

they can to help their communities while

they strive to keep their businesses afloat. This

is the time when local businesses are more

important than ever to our communities.

INTERESTINGLY the National Retail Engage with your local chamber of

Federation released a report that back-toschool

spending for K-12 will exceed $39.9

billion, up from last year’s $30.3 billion They

go on to say that college spending will also

increase from last year to $67.7 billion. I am

dubious on the numbers, but sharing them

nonetheless.

commerce or business group in your city or

town. We need to support each other now

more than ever!

ALTHOUGH it sounds cliché at this time, we

at Forum Publishing are truly here to assist all

of our readers and advertisers. We actively

work with the Small Business Administration

WITHOUT being political but rather Score Program to assist our fellow businesses.

following the science from all angles it does

appear that there is a great need for kids to

Staying engaged is the way we’ll all make it

through to the other side!

>> ON-LINE SOURCING

The entire issue of

Retailers Forum Magazine

is posted on-line at

www.RetailersForum.com

Includes: Website Links *

E-Mail Links * Printable PDF’s

ACCESS OUR MAGAZINE

FROM ANYWHERE 24/7

RETAILERS

FORUM

SALES & MARKETING

Gregory Brown

Tom Richards

Scott Savitt

Martin Stevens

OFFICE MANAGER

Leah C.

PRODUCTION

Lisa Maresca-Smith

CREDIT DEPARTMENT

Kristine Hines

CIRCULATION

Discount Reading Svc.

LITERARY STAFF

Patricia Luebke

Jason Meyers

Rachel Spearman

COLOR PRODUCTION

Anchor Imaging

PRINTING

Composing Room

ART DIRECTION

Gregory Stevens

Martin Stevens

OVERSEAS OFFICE

Trade Channel

N.W. Guineastr 30

2022 PA Haarlem

Netherlands

+31-23-531-90-22

Published Monthly by:

Forum Publishing Co.

383 East Main Street

Centerport, NY 11721

Tel: 631/754-5000

Fax: 631/754-0630

forumpublishing@gmail.com

www.retailersforum.com

39 Years

1981-2020

RETAILERS FORUM is published monthly at

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

Entire contents copyright ©2020 by

Forum Publishing. Publisher assumes no

responsibility for contents herein. First and

third class postage paid at Centerport, NY.

Bulk mail paid at NY, Brookfield, WI and

Hooksett, NH under private mail indicia via

publication mailing.


etailers

Reader Response

FREE PRODUCT INFORMATION FROM OUR ADVERTISERS

Have our advertisers contact you directly!

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

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

APPAREL & ACCESSORIES

❒ All Advertisers in APPAREL

❒ 13. Gertex

❒ 28. Style in Fashion

❒ 03. Yujean

CREDIT CARD PROCESSING

❒ All Advertisers in

CREDIT CARD PROCESSING

❒ 38. EXS Credit

❒ 68. NOAMB.com

GENERAL & VARIETY

❒ All Advertisers in GENERAL & VARIETY

❒ 08. Premium Connection

❒ 07. Ramsons

❒ 01. Wholesale Vista

HOME & HOUSE

❒ All Advertisers in

HOME & HOUSE

❒ 23. Dakota Steel Art

❒ 09. Swanson Products

NOVELTIES

❒ All Advertisers in

NOVELTIES

❒ 10. Fun Face

WESTERN ACCESSORIES

❒ All Advertisers in

WESTERN ACCESSORIES

❒ 33. JR Palacios

For Quick Response:

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

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

Your Name _____________________________________________ Type of Business ____________________________________

Company Name _____________________________________________________________________________________________

Address ____________________________________________________________________________________________________

City ____________________________________________________State _____________________ Zip ______________________

E-Mail: _________________________________________________Tel _______________________ Fax ______________________


For more information, contact:

Premium Connection

1-800-683-0933

For more information, contact:

www.NoveltySeller.com

BREATHE EASY AND SAFELY

PERSONAL Protection Equipment (PPE) has never been more important

and as retailers we need to protect our customers and our staffs. The

Premium Connection is a 35-year family owned and operated business

that has a full line of masks and face shields you can buy for our own

use or to resell to others.

WE have all seen the rush for disposable masks and have seen the

price gouging as well. Here at Premium Connection a case of 3-ply masks

are priced as low as $0.35.. The company also has washable face masks

in packs of 100 that are priced as low as $1.50. If you are needing

lightweight face shields with glasses for serious and full protection they

have a case pack of 100 pieces for as low as $0.90.

THE company has the merchandise in stock and ready to go so call

on them today.

SOMETHING TO HUG

CUDDLY plush toys aren’t just for kids any more! Everyone needs

something to hug these days and at Novelty Seller you will find the

largest selection of stock and custom designed stuffed animals and

accessories anywhere in the country.

BUY directly from the manufacturer from a wide range of over 250

adorable items that are perfect for gift stores, souvenir shops, crane and

amusement locations, online stores, etc.

THE company offers fast shipping from their west coast warehouse

along with easy online ordering and wholesale accounts.

ALSO if you were considering making your own stuffed animal line look

no further. With a low 500 piece minimum you can design and custom

manufacture your own special line. Inquire today.

For more information, contact:

www.Forum123.com

Tel: 1-631-754-5000

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

Page 12 SEPTEMBER 2020 | RETAILERS FORUM MAGAZINE

CLOSEOUT DIRECTORY

NOW more than ever we need to have sharp pricing on everything that

we sell in our stores and online. With the Annual Closeout Merchandise

Directory and Coursebook you will have the advantage of discovering the

country’s top closeout dealers who are anxious to do business with you.

WITH so many chain stores closing down the largest closeout dealers

are gobbling up truckloads and containers of inventory. They will sort

all the goods and then offer it often for pennies on the dollar. It is

imperative that you take advantage of their tremendous buying power and

grab some of these items for your business.

THIS newly updated book is available in printed format or an emailed

PDF for just $29.95. Be among the first to benefit!


RAMSON’S IMPORTS,INC.

CALL OR EMAIL

FOR BEST

PRICES AND

SERVICE!

Want More Info? Circle #07 on page 11 • www.Vendor411.com

RETAILERS FORUM MAGAZINE | SEPTEMBER 2020 Page 13


Amid Closures, Some Stores Are Adding Units

THE world of retailing has taken many twists and turns for the last six months. While some

popular retailers have filed for liquidation and bankruptcy others appear to have been holding

their own or actually increasing their sales volumes.

DICK’S Sporting Goods has decided to expand their brick-and-mortar footprint. The outdoor

and athletic retailer announced plans to open 11 more stores, four under the Dick’s moniker

and others under the name Dick’s and Golf Galaxy and Overtime by Dick’s.

ADDITIONALLY the chain is set to open new clearance and outlet locations as well. Following

these new store openings, the retail chain will have 729 Dick’s Sporting Goods stores, 96 Golf

Galaxy Outposts, 10 Warehouse Sale locations and four Overtime by Dick’s Sporting Goods

stores across 47 states in the country. With these new stores it is expected that over 300 new

employees will be hired.

THIS expansion comes at a very precarious time for the retail sector as lockdowns related

to the coronavirus pandemic continue to push consumers online and away from traditional

physical stores. A number of big name players including Frye, Lord and Taylor, H&M and JC

Penney have collectively announced hundreds of store closures in hopes of staying afloat as

their business have been devastated. In the meantime Dick’s is looking to position itself as a

major player and we are anxious to see their success in these new endeavors.

The Mask Mandates

THERE has been so much back-and-forth about masks since the start of this pandemic that

many people have been looking for guidance. From the early days we’d been told not to wear

them and now we are being told that we must wear them as they do stop the infection spread.

THE problem that retailers are having is the enforcement of the mask mandates. In some

states the laws have been set that make mask wearing a necessity, not an option. In many

states the mask wearing is extremely suggested but not mandatory. What is a retailer to do?

FIRST and foremost, if your city or state does not mandate a mask to be worn, you as a

business owner have the full rights to post your own mask policy at your store. Think of the front

window sign, “No shirts, no shoes...No Service.” You are operating in full legality to tell shoppers

that your business requires them to wear a mask when they enter your business. We have found

that most people will be OK with the policy and you will not have issues.

THERE are some cases where you will get push-back from your patrons who do not want to

participate in mask wearing. First and foremost you must be very clear about your policy. Large

signs in your front window, parking lot, etc. are a must so that shoppers fully understand what is

required of them.

TRAIN your staff on how o approach non-masked shoppers and patiently explain to them

the need to mask up. People are stressed and your staff should do everything they can to

convey the policy and why it is important for everyones safety.

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

If It Affects Retailing We Report On It!

Page 14 SEPTEMBER 2020 | RETAILERS FORUM MAGAZINE


RETAILERS FORUM MAGAZINE | SEPTEMBER 2020 Page 15


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RETAILERS FORUM MAGAZINE | SEPTEMBER 2020 Page 17


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Page 18

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RETAILERS FORUM MAGAZINE | SEPTEMBER 2020 Page 19


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Page 20

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RETAILERS FORUM MAGAZINE | SEPTEMBER 2020 Page 21


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Page 22 SEPTEMBER 2020 | RETAILERS FORUM MAGAZINE


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RETAILERS FORUM MAGAZINE | SEPTEMBER 2020 Page 23


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Page 24 SEPTEMBER 2020 | RETAILERS FORUM MAGAZINE


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RETAILERS FORUM MAGAZINE | SEPTEMBER 2020 Page 25


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Page 26 SEPTEMBER 2020 | RETAILERS FORUM MAGAZINE


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RETAILERS FORUM MAGAZINE | SEPTEMBER 2020 Page 27


forumworkshop

Starting Your Own

STARTING YOUR OWN

BUSINESS

Business

Business Opening

Donʼt limit your contacts to the major newspapers

in your area. Every large city has an alternative

newspaper or a weekly subscription

paper; their writers are hungry for arts and entertainment

stores. Many free or local papers

are freelance written, and the key is to find the

individual who is in charge of the type of entertainment

you offer – like the theater editor or

the “miscellaneous” editor. Many freelance writers

write for lots of papers and magazines. So

if you get to this source, the word is likely to

spread.

Donʼt be boring. If you own a waterslide park,

donʼt send a letter once a week telling a writer

you are open for business from 9:00 am to 9:00

pm and you charge $5.00 admission. Once is

enough. Then send another letter when your

season ends or if youʼre having a special promotion

(i.e., two for one admission on a holiday).

If youʼre representing a theater company

or an art gallery, a letter about every show is

appropriate. Donʼt send articles; write just a

paragraph or two with the name, title, address,

and phone number of a contact person in the

upper righthand corner. If an editor wants an article

from you, he or she will probably ask for it

or assign a staff writer. If you have a public relations

person on staff who is trained to do this

type of writing, then sending full-length articles

Page 28 SEPTEMBER 2020 | RETAILERS FORUM MAGAZINE

to newspapers can work. Just

make certain that every story you

send is different from every other

story. If one paper sees a competitor

print the exact story, you

will never get coverage again

from that editor. You can use the

same facts, just write it with a different

slant.

Donʼt expect to see your (or your

writerʼs) name on the story either.

When you send a press release

to a newspaper or magazine, it

becomes the equivalent of

“notes.”

For small newspapers, like Salt

Lakeʼs The Event, you can add a paragraph of

description to your time, date, and place press

release. Freelance writers usually get paid by

the inch (or word), and they are quick to pad

their columns or stories if the information is

close at hand.

TAP AVAILABLE

RESOURCES

To discover publicity resources in your town,

learn to collect. Visit your convention and visitorsʼ

bureau and Chamber of Commerce.

continued...


February 28 - March 3, 2021

RETAILERS FORUM MAGAZINE | SEPTEMBER 2020 Page 29


Check the information counter at your city mall.

Watch the newsstands for giveaway papers.

Pick up everything. Do this around the first of

each month and youʼll find out who will print stories

about what you sell or do.

forumworkshop

FORUM WORKSHOP

State travel councils print a lot of material that

is distributed to tourists. Make your hotel, motel,

river rafting company, restaurant, helicopter

service, etc. known to this organization too. You

will probably end up in print for several reasons.

First, travel councils exist to promote tourist facilities

and attractions in the state. Second, regional

magazines use information supplied by

the travel council to compile calendar information

and write stories of interest to locals as well

as tourists. Non-profit and ethnic organizations

that hold annual fairs and festivals should always

contact the travel council, a year in advance

if possible, then send an update about

four months before the event takes place.

For-profit companies

are at a disadvantage

here.

Magazines readily

give publicity to

fairs and festivals,

theater and art,

since they are

things that the general

public is invited

to “do.” The day-today

operation of a

business is not a

participation sport.

Still, you can create

an event.

continued..

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Page 30 SEPTEMBER 2020 | RETAILERS FORUM MAGAZINE


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WE DROPSHIP - DISTRIBUTORS WANTED • Scroll website to bottom - Click on WHOLESALE

RETAILERS FORUM MAGAZINE | SEPTEMBER 2020 Page 31


forumworkshop

FORUM WORKSHOP

Art gallery owners have opening receptions for

their artists. These two-hour wine and cheese

affairs cost thousands of dollars. They require

staffing, invitations and mailing costs, food,

wine, etc. But they get

listed in local papers. Inscapes

Institute celebrated

its first year of

business with an art

competition and a Windham

Hill concert that attracted

a lot of free

publicity from local publications

for a relatively

obscure organization.

Remember, the public is easily bored. You canʼt

just open your doors and expect people to drop

by your gift shop to watch your employees at

work. You have to give them some reason to

come, and a corporationʼs president announcing

anything is not a reason. Corporate presidents

should do less “announcing” and more

business that would attract the mediaʼs attention.

WHAT IS NOT AN EVENT

Just remember, a sale is not a promotional

event worthy of newspaper coverage. It is common

and boring copy. If you intend to promote

a sale, buy advertising space. But if you are trying

to promote your companyʼs image – its contribution

to the good of the community – then

think of a way to attract attention.

continued...

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Page 32 SEPTEMBER 2020 | RETAILERS FORUM MAGAZINE


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RETAILERS FORUM MAGAZINE | SEPTEMBER 2020 Page 33


Generally speaking, people like to eat. Serving

food at any affair is well advised. Salt Lakeʼs

local art galleries used to team up with catering

businesses for their annual

“Gallery Stroll.” The attendance

was better. And while

some people will come for

the food (not the art), you

never know at what time in

the future someone will

have a need for original artwork

in a home or office.

Exposure can foster interest

(or “perceived need”).

forumworkshop

FORUM WORKSHOP

Page 34 SEPTEMBER 2020 | RETAILERS FORUM MAGAZINE

The Salt Lake Area Chamber

of Commerce has a

monthly open house for its

members. Different members

organizations sponsor each monthʼs

event. Restaurants and hotels typically provide

both a meeting place and food. Office buildings

and community facilities

team up with catering services

to sponsor these gettogethers.

During two

hours of handshaking and

business card exchanging,

the food is usually the main

topic of conversation. Does

it generate new business

for the hosts and the attendees?

Definitely; although

the return on oneʼs investment

of time and money

may be years away.

continued..

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Gertex USA | 9 Densley Ave, Toronto ON M6M 2P5

Tel: 416 241 2345 | www.gertexusa.com

RETAILERS FORUM MAGAZINE | SEPTEMBER 2020 Page 35


forumworkshop

FORUM WORKSHOP

THE CONSUMER’S

REACTION TO

ADVERTISING

As a business owner, you have to get away

from what I call the “coupon mentality” when

you are doing publicity and advertising. A misconception

among entrepreneurs is that in

order to justify the cost of advertising, it has to

produce sales right away. The idea that a person

decides to buy something just because he

or she saw an ad is ludicrous.

Why not ask yourself

how you react to advertising?

Be honest. Also, take

a look at your own shopping

behavior pattern.

SOME PEOPLE SHOP ALL THE

TIME FOR THE JOY OF IT.

The ones I know are: wealthy,

usually female, not spending

money they earned, have lots

of free time and no full-time job,

and consider shopping a sport,

much like golf or tennis. They

also attend a lot of social functions

so their new purchases

can be used immediately or nearly so. So, if

you are selling high fashion womenʼs dresses,

an ad featuring the latest designer original in

stock should generate some business. Even

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SEPTEMBER 2020 | RETAILERS FORUM MAGAZINE


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RETAILERS FORUM MAGAZINE | SEPTEMBER 2020 Page 37


Page 38

forumworkshop

FORUM WORKSHOP

SEPTEMBER 2020 | RETAILERS FORUM MAGAZINE

The rest of the people I know consider shopping

a chore, much like dusting and vacuuming.

They shop out of need. There is “real need”

and “perceived need.” “Real need” motivates

purchases of food, makes us pay our rent/mortgage

and utility bills on time, and prompts us to

go to the clothing store when

the things we are wearing

become baggy, saggy, or

threadbare. “Perceived

need” is illustrated best by

the way teenagers shop.

They tell their parents they

“Have to have stone-washed

jeans” or they “will be rejected”

by their peers. There

is no survival motive here.

Teenagers are affected by a

great deal of social motivation.

Another example of perceived need is

when people make purchases to reward themselves,

say, for working hard, accomplishing a

goal, or just to make themselves “feel better.”

I am a collector and will often ignore my real

needs (for new clothing) in favor of my perceived

needs (to add to my collections). The

habit dates back to childhood when I “rewarded”

myself with porcelain figures whenever

the family went on vacation. I have quite a collection

of $1.50 animals. They represent fond

memories. The reward was for saving my allowance.

I still play the same game. When I

owned my own business, Midnight Oil Typesetting,

and my profit for the month exceeded the

average, I would purchase something for my

collection.

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RETAILERS FORUM MAGAZINE | SEPTEMBER 2020 Page 39


forumworkshop

FORUM WORKSHOP

My purchases these days cost more since I

now reward myself with limited editions and

original artwork. By surrounding myself with

these things, I have tangible evidence of my

hard work, of my success. And when Budd and

I travel or celebrate an anniversary, heʼll often

buy me a piece for my collection – a reminder

of a good time, a reward for our relationshipʼs

success.

Except for groceries, basic clothing, and shelter,

people who make a moderate living arenʼt

quick to make major purchases. Things like furniture,

appliance, electronics, and automobiles

require huge outlays of cash. Letʼs face it,

Americans donʼt save much. We are not a frugal

people; we buy things on credit. But responsible

people still want to know that they can

afford the monthly payments. Others will just

“save up.”

The Decision-

Making Process

Another reason people donʼt run out and react

to your advertisement right away is that most

people who make major purchases for their

residence, like appliances and furniture, arenʼt

single decision-makers.

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RETAILERS FORUM MAGAZINE | SEPTEMBER 2020 Page 41


forumworkshop

FORUM WORKSHOP

Just the fact that someone owns a house implies

couplehood, perhaps children. (Although

there are more and more single people who are

buying homes for the peace and quiet they can

provide.) So, husband and wife, roommates,

mother and daughter have to agree on:

1) SPENDING THE MONEY, AND

2) WHAT STYLE THEY WANT.

THIS TAKES TIME!

tires on sale because you needed tires, or because

they were on sale? Both. You would

have paid full price if you had to replace a

blown-out tire. But when the treads looked thin,

you started to pay attention to tire stores and

tire ads.

Once those decisions are made and the money

is saved or budgeted, people wait for “the sale.”

So, while it may appear that your store is

crowded with spontaneous shoppers when you

run your half-price sale of the century, most of

your customers have probably planned to make

such a purchase for months or years, and yours

just happens to be the best deal they could find

during that time. Consider tires. Did you buy

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Page 42 SEPTEMBER 2020 | RETAILERS FORUM MAGAZINE


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RETAILERS FORUM MAGAZINE | SEPTEMBER 2020 Page 43


forumworkshop

FORUM WORKSHOP

Sure, some people make spontaneous purchases.

We buy lots of things with very little advance

planning. Small items or gifts, snack

food, for instance. Sometimes the right price

can trigger a perceived need – move it from the

subconscious to the conscious. Windfalls, like

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less time considering purchases than those

people of moderate means. But most people

respond to “perceived needs” by planning purchases;

they know if they wait long enough,

most things go on sale.

out in their favorite places all the time. Theyʼve

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want that type of food. We have our favorite

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Mexican restaurants. The one we patronize depends

on what we plan to eat: chili verde burritos,

nachos, or fajitas.

For less costly items, like a birthday card or a

nice dinner out, the planning period may be

shorter. Plans usually center around a birthday,

an anniversary, or just the need to treat oneself

after an especially hard week. Most people eat

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RETAILERS FORUM MAGAZINE | SEPTEMBER 2020 Page 45


forumworkshop

FORUM WORKSHOP

People who behave out of habit are the hardest

to reach with advertising, but the most worthwhile

targets. While your special sale on

couches will attract all the couch shoppers of

the moment, most of those people will be looking

for the best deal on dining room tables the

next time they are ready to shop for furniture.

The few who have decided to decorate their entire

home in the style of furnishings your store

carries (contemporary, traditional, antique) will

come back every time they add a piece if your

products are unique. Even habitual diners do

get bored, eventually, and if they have seen an

ad for your restaurant, they may actually try it

one day. If they like it, they are yours forever.

Budd and I tried a new seafood place once.

Weʼd walked by their place of business on the

way to the movie theater for what we thought

was a year and

r e m e m b e r e d

“reading” something

about it.

When we asked

our waiter how

long the restaurant

had been in

business, he

said five years!

Examine your

own shopping

habits. When

you plan to make a major purchase, or go out

for a fancy dinner, donʼt you ask your friends

about their experiences? Arenʼt you more likely

to patronize a place with a good reputation? Of

course you are.

continued..

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Page 46 SEPTEMBER 2020 | RETAILERS FORUM MAGAZINE


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RETAILERS FORUM MAGAZINE | SEPTEMBER 2020 Page 47


forumworkshop

FORUM WORKSHOP

Reinforcing Your

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continued..

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RETAILERS FORUM MAGAZINE | SEPTEMBER 2020 Page 49


FORUM WORKSHOP

forumworkshop

This means that you must remind people that

your business exists, what you have in stock to

sell, and what good service, fair prices, and

high quality customers will get when they buy

from you. Your advertising and promotions

should convey the message that anyone who

buys what you have to sell will be better off for

having done so.

Of course, you canʼt promise or guarantee that

someone will be happier, be more admired, or

have more fun, but you can create the feeling

that buying things is part of happiness and success.

Just look at those popular girls and boys

in the television commercials for colas and

cars. It is an American fact of life that people

who strive for success measure success, to

some degree, in terms of material wealth and

possessions.

Is this good? Bad? I believe that it is both. But

it is business. And as an entrepreneur, that is

what you are participating in – the buying and

selling of goods and services. From this comes

all the other things – jobs, abundance, even

charity. Itʼs the wealthy who have created funds

and foundations to assist the arts and the poor,

not us middle or lower income folk. We, psychologically,

are still “getting by.”

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RETAILERS FORUM MAGAZINE | SEPTEMBER 2020 Page 51


FORUM WORKSHOP

forumworkshop

The wealthy can afford to reach out into the

community and do some social good. As a business

person, you should aspire to be one of

them. You should want to be wealthy! If getting

by is good enough, you are in danger of making

serious errors in how you run your business.

The most important “error” you will make is how

you treat and reward your employees.

If getting by is good enough for you as the

owner of the company, then you wonʼt have

much cash left to pay or reward your hardworking

productive employees. If you are “getting

by,” they will be poor. Which means they

will quit, and you are going to spend a great

deal of time training new people who are willing

to be poor for a while just to get the opportunity

to be trained. Once you do that, theyʼll be working

for your wealthy competitor who has

enough cash flow and business sense to reward

and keep good employees.

Employees

can do more

for your

business

than collect

money from

customers

and put it in

the register.

What Your

Employees Can Do

continued..

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RETAILERS FORUM MAGAZINE | SEPTEMBER 2020 Page 53


forumworkshop

FORUM WORKSHOP

Whatever else you do to attract customers,

whether you advertise or get free publicity,

whether you spend a lot of money on promotion

or very little ... the way your employees treat

your customers is everything. Good employees

will make you rich. Bad ones will put you out of

business. And good employees expect (and deserve)

to be paid well. Why do they deserve it?

Simple. The good ones are the reason you

have been able to get rich. As I have said before,

if you are selling your own time, the

amount of profit you will make is limited by the

hours in the day. If you sell other people's time,

profits can increase. This not only applies to the

products you sell, but to the amount of help you

can afford to hire to help you sell and/or produce

those products. It goes beyond the simple

equation of more people can produce and sell

more. Good employees sell and produce more

Page 54 SEPTEMBER 2020 | RETAILERS FORUM MAGAZINE

than poor employees. Why? They work harder,

or “smarter,” to get more done in the same

amount of time. And they treat customers so

well that those customers come back to do

business with them.

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RETAILERS FORUM MAGAZINE | SEPTEMBER 2020 Page 55


forumworkshop

FORUM WORKSHOP

How do you recognize the “good employees”?

Donʼt assume that someone who is always

“busy” is working hard. In fact, these people

may have learned to put on a show whenever

you are watching. Or they may not understand

how to use the equipment to its capacity. They

get the job done, but slowly. Take word processing,

for example. A typist can center a

headline with a computer by selecting the center

icon or by manually hitting the space key.

Both methods get the job done. But which employee

is giving you your moneyʼs worth in productivity?

The people who “run out of things to do” should

catch your attention. The measure of good work

is productivity, not “busyness.” Watch how your

employees behave. As long as a single customer

is on the sales floor, your staff does have

something to do. Who tries to help the customer?

Other tasks also need to be done for a

business to run smoothly. Shipments have to

be unpacked and put away, paperwork needs

attention. There is also a difference between

those who “run out of things to do” and those

who avoid unpleasant tasks, like paperwork or

dusting. You simply have to pay attention to

your employeesʼ work habits and their priorities.

continued..

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Page 56 SEPTEMBER 2020 | RETAILERS FORUM MAGAZINE


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RETAILERS FORUM MAGAZINE | SEPTEMBER 2020 Page 57


forumworkshop

FORUM WORKSHOP

Page 58 SEPTEMBER 2020 | RETAILERS FORUM MAGAZINE

Dusting does not take precedence over customer

service. If you measure (and pay) your

sales manager on commission, but require that

person not only to sell but to solve problems

and to keep your shelves dusted and displays

in order, you canʼt measure productivity by

sales figures alone. You have to examine the

sum total of work accomplished. Some jobs are

task-oriented,

like publishing

a magazine.

Productivity is,

in part, measured

by your

staffʼs success

in meeting

deadlines. At

the end of

each day, examine

what your employees have accomplished.

Some things may not be obvious or

measurable, like problem solving. You have to

be observant to determine which employees

are able to solve problems as they arise, on

their own, without taking up your time.

Good employees learn to work “smart,” not

constantly. Theyʼll find more efficient ways to

get the same thing done. When I was a yeoman

in the U.S. Coast Guard, stationed in New Orleans,

I had a finite number of letters to type

and forms to process. When I got my work

done for my boss, I pitched in for the other yeoman

in the department, and occasionally did

work for the admiral (since I was one of three

people in the building who could read his handwriting).

I still ran out of things to do.

continued..

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PLATFORM

FORUM WORKSHOP

forumworkshop

When my commander was promoted to captain,

he continued his lunchtime ritual of returning

to our office to do crossword puzzles with

his former staff. I started to notice that my new

commander and his captain would allow me not

only to take an hour for lunch, they allowed me

an additional hour to participate in the office

puzzle session. Of course, if some task arose

that needed immediate attention, Iʼd stop playing

and get back to work. The commanding officer

(captain) let me have my free time, and I

got several promotions. (In the military a promotion

is also a pay raise.)

Fred Blackbum rewarded my productivity with

an offer to form a partnership, with me as managing

partner. In contrast, my employer at the

publishing company, Edna, berated me when I

ran out of things to do. My job was to produce

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computer program

and

taught the same system to an assistant three

months later. After six months, I had learned all

the shortcuts – all the editing tools and backup

systems that the computerʼs software was designed

to give me. My assistant, Charlene, did

a lot of backspacing and retyping. So I had

more free time.

continued..

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Page 60 SEPTEMBER 2020 | RETAILERS FORUM MAGAZINE


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RETAILERS FORUM MAGAZINE | SEPTEMBER 2020 Page 61


FORUM WORKSHOP

forumworkshop

Edna, sadly, did not know the difference. As

time progressed, her company increased its capacity

from a single monthly magazine to five

periodicals, using the same three-person production

staff. The owner was able to take on

more projects because her employees had

learned to work faster. Unable to give raises

after the second year, she gave a lecture instead.

She justified not increasing pay by telling

her staff that they should simply settle for the

increased amount of free time they had. However,

she did not, in fact,

let us have our free time.

She would assign pieces

of her job to us to do

when ever we did not

“look busy.” (Writers and

artists often work in their

heads.)

Page 62 SEPTEMBER 2020 | RETAILERS FORUM MAGAZINE

At that time, the three of us

began to look for new jobs.

Molly found an employer who

let her control her time. Big

Brothers/Big Sisters of Utah

considered the time Molly

spent in meetings after hours

as part of her job. She was their public relations

director for several years. They paid her to accomplish

a task, not to punch a clock. Our assistant,

Charlene, moved to California. Unable

to find a new job in my field right away, I renegotiated

the rules. I gained two mornings off a

week during which time I could free-lance write

for other local publications in order to supplement

my salary, which was less than a beginning

school teacher earns in Utah. And Utah

has a reputation for paying teachers very little in

relation to surrounding states.

continued..

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FORUM WORKSHOP

forumworkshop

You probably have people working for you who

are task-oriented. Personality has nothing to do

with it. The people who make you laugh, who

go out to lunch with you, may or may not be

your best workers. Look at the quality of the

work they produce, the speed at which they do

it; and if they deal with your customers, watch

how that goes. Do your customers continue to

do business with your store, or is it really your

employees whom they come back to buy from?

EMPLOYEES

It is possible to operate a business without employees.

I did. I did not want to spend a minute

of my life filling out forms for the government,

like my partner. Fred did for his business. But I

also limited my earning capacity, and I knew it.

Be honest; look at what really happens. Donʼt

rely on rumor or gossip. Talk to your customers.

Pay attention to results. And talk to the people

who work for you. Ask them what they do and

how they go about getting it done. It will let you

know whom to reward and whom to keep on

the payroll.

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Page 64 SEPTEMBER 2020 | RETAILERS FORUM MAGAZINE


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RETAILERS FORUM MAGAZINE | SEPTEMBER 2020 Page 65


forumworkshop

FORUM WORKSHOP

If you know this, too, and decide to go it alone,

fine. But there came a point in time when my

earnings were not keeping up with my expectations,

nor with the cost of living. I had to either

hire someone to help me, or sell the business,

or work a lot more hours. Hiring another person

would have required that I buy new machinery,

which meant obtaining a bank loan, going into

debt, and committing to operate my business

for a long time.

My partner and I had gone our separate ways

by this time. So I gave some serious thought to

the idea of not being in business for myself at

all. I had not really chosen to be a “typesetter.”

The opportunity to go into business just came

up. Mine was one of those Wood Revival

choices – serendipity self-employment. Fred

had trained me on a machine that was similar to

the machine I had learned to use while in the

Coast Guard. I had taken classes in layout,

paste-up, and printing. While I went into a familiar

line of work, starting a new business was

not really my idea. It was Fredʼs. Since I had

the skills, the figures, and a belief that self-employment

was a good idea, I took the risk.

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FORUM WORKSHOP

forumworkshop

Five years later I decided I did not want to do it

for the rest of my life, nor did I want to get into

debt or hire employees. I wanted to stop.

Had I found a full-time job during that year, I

would have closed the doors. The universe had

other plans, and a former customer, Bev Miller,

asked me if I had ever considered a partnership.

I told her that what I really wanted to do

was sell out. She bought my business.

FAMILY-RUN BUSINESSES

Bev Miller hired her daughter who had just

graduated from high school. Four years later,

she employed most of her family. When she

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donʼt have to pay Social Security tax. A lot of

business people I know employ(ed) their children.

Itʼs an excellent way to get started.

For some reason, the government treats familyrun

businesses better than others. The taxes

and forms are fewer, the hassles less frequent.

The biggest advantage a start-up company

has, if the

employees

are members

of the

same family,

is the

dedication.

continued..

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forumworkshop

FORUM WORKSHOP

The dedication of your employees will be much

greater if they feel they have a proprietary interest

in what youʼre doing. Children who work

for their parents can safely assume that Mom

and Dad want them to take over the family business

someday. Itʼs a matter of time (when the

parents retire) and the ability (whether the kids

have any). Families who work together have

other advantages. Children who live at home

can afford to work for less, and their parents will

work harder to teach them all aspects of the

business, since they have a vested interest in

being patient.

Donʼt be surprised when the children leave your

business shortly after graduating from college.

Theyʼll probably be back – at least one of them

– and thatʼs all you really need.

Do You Need Employees?

The rest of us have to deal with strangers –

people who bring us resumes or whom we

have met somewhere before. We have to train

them without any long-term commitment on

a n y o n e ʼ s

part. And we

must fill out

more forms.

Just try to

skip this task

one month

and find out

how long

you stay in

business.

continued..

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Page 70

SEPTEMBER 2020 | RETAILERS FORUM MAGAZINE


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RETAILERS FORUM MAGAZINE | SEPTEMBER 2020 Page 71


FORUM WORKSHOP

forumworkshop

Some people get so involved in paperwork,

they run out of selling time. Make certain that

hiring people will generate enough money to

compensate you for the time you will spend

away from the counter (or phone) selling and in

the back office filling out paperwork, to justify

doing it. If not, donʼt.

KEEPING GOOD

EMPLOYEES

Unlike the Japanese, American employers

donʼt expect employees to stay, and employees

typically donʼt stay in a small business. The few

who do have found a benevolent employer, a

salary that they feel compensates them fairly,

coworkers they enjoy, the right benefits and, for

some, the ability to take and afford long vacations.

Some people stay because they lack the

courage or skill to seek a better opportunity

elsewhere. But letʼs focus on your top performers.

Corporations tend to keep employees longer

than small companies; they simply are able to

pay (a lot) more money and give better benefits.

People who work for large companies like

it that way. They consider security important,

and they donʼt enjoy radical change.

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Page 72 SEPTEMBER 2020 |

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MINI TANKS

WOMEN’S APPAREL

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NEW Wholesalers

Welcome!

Visit our Website and

Click on “WHOLESALE” Tab

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RETAILERS FORUM MAGAZINE | SEPTEMBER 2020 Page 73


FORUM WORKSHOP

forumworkshop

People who work for small businesses, especially

new small businesses, are motivated by

different things. They are risk takers. They are

usually more social and tend to make friends

with the people they work with. Corporate people

compete for promotions. Small business

employees know that the job above theirs is the

owner of the companyʼs and, if they want that

job, theyʼll have to go out on their own. A lot of

them are there for that reason. They want to

learn all they can, and if they come to believe

you arenʼt treating

them fairly, or paying

them well

enough, they might

just become your

competition.

Does this mean you should hold back information

– keep them in the dark? Not at all. Because

between then and now, the more they

learn, the more you teach, the more they feel

they are “part of the team, like family” and that

their hard work will bring future financial rewards,

the more money they will generate for

your business and you.

SPREADING

THE WEALTH

Your most productive employees will expect to

share in their own profitability. Nothing is more

discouraging than when one good salesperson

“makes up” for three mediocre ones, and

knows it.

continued..

Premium Newer Release

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Page 74 SEPTEMBER 2020 | RETAILERS FORUM MAGAZINE

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QUALITY RETAILERS • TRUST FORUM MAGAZINE • | SEPTEMBER SERVICE 2020 Page 75


FORUM WORKSHOP

forumworkshop

If your company is doing well, but your star employee

isnʼt getting his or her fair share, and

knows it, you are courting disaster. That personʼs

morale will sink, his productivity will decline,

and he will start to look for opportunity

elsewhere.

How much salary is enough? As I said before,

it depends on age and circumstances. It also

depends on what the employees thinks he or

she is “worth.” Corporate employees tend to be

worth more than small business employees because

national and international corporations

make more money. (Iʼm talking about successful

corporations, of course.)

What an employee is really worth is a percentage

of the total profit that he or she generates

for your business. At the minimum, anyone on

your payroll should “sell” enough to pay his or

her own salary. The good ones will pay their

own salary and contribute to yours. The good

ones expect to be rewarded

for high performance.

If you are

carrying a lot of poor

performers on your

payroll, you wonʼt be

able to hand out

these rewards, because

the profits your

stars generate make

up for those other

folks.

continued in next issue ...

Page 76 SEPTEMBER 2020 | RETAILERS FORUM MAGAZINE


QUALITY PLUS-SIZE APPAREL

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RETAILERS FORUM MAGAZINE | SEPTEMBER 2020 Page 77


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Page 78 SEPTEMBER 2020 | RETAILERS FORUM MAGAZINE


Swipe Smarter

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RETAILERS FORUM MAGAZINE | SEPTEMBER 2020 Page 79


Start Your Own

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RETAILERS FORUM MAGAZINE | SEPTEMBER 2020 Page 81


BUY ALL YOUR

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Page 82 SEPTEMBER 2020 | RETAILERS FORUM MAGAZINE


WE HAVE BUYERS!

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RETAILERS FORUM MAGAZINE | SEPTEMBER 2020 Page 83


Page 84 SEPTEMBER 2020 | RETAILERS FORUM MAGAZINE


Secure

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RETAILERS FORUM MAGAZINE | SEPTEMBER 2020 Page 85


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Page 86 SEPTEMBER 2020 | RETAILERS FORUM MAGAZINE


Thousands of Suppliers with the Hottest Products

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RETAILERS FORUM MAGAZINE | SEPTEMBER 2020 Page 87


Trade

MaGaZINeS

Trade Magazines

Swap Meet

This exciting monthly magazine

connects flea market vendors with

wholesalers across the United

States who specialize in supplying

merchandise and services to

flea marketers and swap meeters.

It provides excellent resources for

merchandise and each issue contains

a bonus Directory of Flea

Markets throughout the United

States, listed by state order and

includes full addresses, days of operation,

and details of each market.

Order No. SM-S ...Swap Sample ...$10.00

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ADVERTISING SPACE AVAILABLE

Closeout News/

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Order No. CNS - Closeout News - 2 Years (24 Issues)...$60.00

Page 88 SEPTEMBER 2020 | RETAILERS FORUM Page MAGAZINE

88 88

Retailers Forum

SoloMayoreo

“I Can Get

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Wholesale”

Written in Spanish,

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ADVERTISING SPACE AVAILABLE

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This MonTh’s

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over 400 pages of practical legal info, forms and agreements

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order no. 1-55850-701-9 $10.00

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Page 89

RETAILERS FORUM MAGAZINE | SEPTEMBER 2020 Page 89


USA Closeout Directory

Now, more than ever, it is essential for the success of your merchandising business to buy

goods at the lowest prices possible. Our best-selling

USA Closeout Directo-ry shows you how and most

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Order No. 4 -

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Merchandise Guide

The most complete directory of

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Directory of Smoke Shops

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Order No. SSDB (Excel)

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Independent Sales Rep. Directory

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

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Order No. SGREP-B Printed Book $359.00

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

1-800-635-7654

Page 90

Page 90 SEPTEMBER 2020 | RETAILERS FORUM MAGAZINE

Business Directories


Imagine

a book

putting

1000’s of

wholesalers

at your

fingertips!

This is the

most accurate

and useful resource guide you’ll ever

own and refer to daily!

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goods • Gifts • Housewares • Leather • Jewelry • Novelties • Sunglasses

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Auction Directory

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How to Find,

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Jewelry Wholesalers

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This exquisite directory will bring the

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All feature high-end quality jewelry that is

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Order No. FJ $29.95

Business Directories

Hobby & Craft

Suppliers Guide

The crafts industry is one of the hottest-growing

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compiled the ultimate directory of

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• Art Materials • Baskets • Beads/

Trim • Ceramics • Dolls • Fabrics •

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Holiday Merchandise

Wholesalers

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Introducing our newest directory that puts

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Order No. HM $29.95

www.bizbooks.org

Page 91

RETAILERS FORUM MAGAZINE | SEPTEMBER 2020 Page 91


Wholesale Gift Guide

A Great resource to locate higher end

decorative merchandise. This gigantic

400 page guide is the definitive resource

guide to finding suppliers for gift products.

Listed by category, over 4,000

leading wholesalers and manufacturers

servicing the gift industry are included.

• Accessories

• Collectibles

• Floral

• Gifts

• Home/House

You’ll refer to this on a daily basis to

find new suppliers for products.

Order No. GG Gift Guide $39.95

Annual Guide to the

Licensing World

Here is an incredible Directory that

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prod-uct merchandising. Need to know

who owns a license? Who to contact to

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has all the answers and covers the entire

world! Licensors: Listing of companies

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These are the sources that you would

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merchandise. Licensees listed here you will find the companies who

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merchandising industry moves billions of dollars of products every

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Order No. 321 $249.00

USA Mail Order Catalogs

New for this year is a compilation of BOTH

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Catalog size, number of catalogs mailed,

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

BUCKS FOR BLING

Sourcing For Jewelry

Makers Directory

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

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If you are considering your own line

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Accessories

Sourcing Directory

The comprehensive directory provides

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hats, shoes, gloves. You will find the top

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directly at their factories.

Order No. 121 $150.00

Order No. 122 $100.00

1-800-635-7654 Page 92

Business Directories


APPAREL

BUSINESS DIRECTORIES

Fabrics, Services, Trims

This up-to-date directory solves your

production sourcing and contracting

needs in the Americas. The sourcebook

includes: sewing, cut-n-sew, and finishing

contractors and apparel production

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Order No. 0971486743 $125.00

A complete and updated guide listing

over 2,600 nationwide suppliers of all

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Order No. 0971486735 $135.00

Apparel Contractors (USA Edition)

1-800-635-7654 Page 93

Directory of Brand Name Apparel

Manufacturers

Updated and easy-to-use directory

listing brand-name label manufacturers

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men’s, children’s and accessory markets.

Developed and targeted for store

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over 2,800 brand name labels listed,

broken down by types of apparel classifications.

If you are looking for the

SOURCES for brand name goods,

this directory is for you.

Order No. 0971486751 $135.00

RN & WPL Encyclopedia

A comprehensive listing of every Registered

Number and Wool Product Label

ever issued by the Federal Trade Commission

to identify all sorts of goods imported,

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

126,500 records including contact information

for more than 31,500 manufacturers,

importers and wholesalers of apparel

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available: RN or WPL number, contact

names & titles, street addresses, phone &

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type of business and product information.

Order No. RN8. Directory $285

Order No. RN8C Directory/CD Combo $475

The Small Design Company's Guide to

Wholesale Fabrics & Trims

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

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

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

fabric suppliers and all their contact information.

Order No. A-106 $65.00

Apparel Business Directories

RETAILERS FORUM MAGAZINE | SEPTEMBER 2020 Page 93


FORUM PUBLISHING CO.

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THE ULTIMATE

WHOLESALE RESOURCE!

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Magazines

• Articles For Your

Business

• Hot Products

Review

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Wholesaler Search

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your search engine for everything wholesale!

RETAILERS FORUM MAGAZINE | SEPTEMBER 2020 Page 95


SEPTEMBER 2020

FORUM PUBLISHING COMPANY

383 East Main St., Centerport, NY 11721

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