Retailers Forum Magazine Oct. 2020 EMAG

FORUM383

Free monthly magazine for independent retailers and online sellers. Every issue contains valuable information on starting or operating your retail business. We also have advertising from the country's leading merchandise wholesalers where you can buy direct from to stock your store or online e commerce site. Enjoy our full site at: www.wholesalesources.com and get free resources and help for your enterprise.

etailers

VOL. 40 NO. 6

OCTOBER 2020

HALLOWEEN SALES

Estimated at $ 9 Billion

Connecting Wholesalers and Retailers Since 1981


Page 2 OCTOBER 2020 | RETAILERS FORUM MAGAZINE

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


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RETAILERS FORUM MAGAZINE | OCTOBER 2020 Page 3


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

Page 4 OCTOBER 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 | OCTOBER 2020 Page 5


Sell to over 60,000

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COSTUMES ARE YEAR ‘ROUND MONEY MAKERS!

WHOLESALE

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See our USACostumers.com

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10cartridges, Wa l, USB,

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ADVERTISERS INDEX

PLEASE PATRONIZE THE LEADING WHOLESALERS

WHO ADVERTISE IN RETAILERS FORUM MAGAZINE

OCTOBER 2020

THE TRUSTED BUYING SOURCE FOR RETAIL STORES!

ADVERTISING

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

APPAREL

1 STOP WHOLESALE ....... 27

BLANK TEES. .............. 66

BOUTIQUE CLOSEOUTS. .... 81

CLOTHINGWARE .......... 51

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

FASHIONABLE SALES. ...... 55

FLIRTY WHOLESALE ....... 20

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

SCARF WAREHOUSE ....... 71

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

STYLISH PLUS ............. 69

T-SHIRT REP .............. 49

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

UIN DEALS ................ 35

UIN DEALS ................ 75

UNIVERSE WHOLESALE. .... 45

USACOSTUMERS.COM ..... 56

ASSORTED ITEMS

AUCTION FINDER .......... 48

BEAN WHOLESALERS ...... 70

DINO DROPSHIP . . . . . . . . . . . .39

DOBA DROPSHIP .......... 35

EVERYTHING CLOSEOUTS .. 34

EZ DROPSHIP. ............. 16

FIND IT ASIA. .............. 87

GET THAT WHOLESALE ..... 85

MEGA UBID ............... 40

RAMSONS IMPORTS ....... 15

SWEET WHOLESALERS ..... 63

TOP TEN WHOLESALE ...... 86

BOOKS

BUYERS CONTACTS ........ 77

CLOSEOUT DIRECTORY. .... 80

HIDDEN WEALTH .......... 82

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

CANDY

SWEET WHOLESALERS ..... 63

CELLULAR

CELLCITY.BIZ ............. 29

WHOLE-CELL ............. 41

COMPUTERS

REFURB SHOPS ............ 26

CONSUMER ELECT.

FIND IT CHINA ............. 37

CREDIT CARD

PROCESSING

EXP MERCHANT ........... 62

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


#1

BUYING GUIDE

FOR RETAIL STORES!

DISPLAY/SUPPLIES

& SERVICES

AVVO .................... 64

CC WAREHOUSE . . . . . . . . . . . .83

E-STORE BUILDERS ........ 58

E STORE SIGNS ...BACK COVER

E-STORE SITES ............ 50

FB CAMPAIGNS ............ 42

FORUM ADVISORS . . . . . . . . . .20

FUNDING OFFICES ......... 36

KWIK INC ................. 46

PAYROLL HELPER ......... 28

PROMOTIONAL REWARDS.. 24

PROTECTION PLANS ....... 74

RETAILERS BANK .......... 60

SALES GROUP BAGS........ 68

SETON SIGNAGE ........... 84

VACATION PROMO ........ 78

WHOLESALESOURCES.COM ...

INSIDE BACK COVER

DROPSHIPPERS

DINO DROPSHIP . . . . . . . . . . . .39

DOBA DROPSHIP .......... 35

EZ DROPSHIP. ............. 16

E-CIGARETTES &

SMOKE SHOP ITEMS

3’x5’Embroidered Flags $14.00 Each

HEAVENLY ................ 32

View our 148 page Catalog online !

www.RIOhio.com

LIGHT E CIG ............... 43

Belt Buckles $18.00 dz

LOGIC WHOLESALE ........ 67

$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

..... 19

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 .......... 53

BAG VENDORS ............ 28

12”x18” Metal Signs

$5.50 Each

HOME & HOUSEWARE

Belt Buckles

$42.00 dz

DAKOTA STEEL ART ........ 03

MERCHANDISE REP ........ 24

RUG PROFITS.............. 21

RUSH SUPPLIERS .......... 38

SWANSON PRODUCTS ..... 04

JEWELRY/

ACCESSORIES

BLING WHOLESALER ....... 47

BODY CANDY HQ .......... 59

BUND JEWELRY............ 65

CLOSEOUTS FOR SALE. ..... 57

HIPWHOLESALE ........... 23

JEWEL CLEARANCE ........ 72

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

SHAKE WHOLESALE. ....... 52

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 ...... 44

Metal Plates

$27.00 dz

8” x 12” Parking Sign $18.00 dz

$15.00 dz

$42.00 dz

$15.50 Each

COOL GLOWING ........... 25

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

NOVELTY SELLER .......... 33

PPE SUPPLIES

8” x 12” Metal Signs

$39.00 dz

PPE STOCKROOM. ......... 18

PREMIUM CONNECTION .... 13

R/C & TOYS

$4.00 each

RC VARIETY ............... 17

Leather Bracelet $18.00 dz

SOARING RC .............. 22

SPECIAL FEATURES

FORUM WORKSHOP ....... 30

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 ......... 31

VIDEOS & DVD’S

DVD BUNDLE .............. 76

WATCHES & CLOCKS

TIME WHOLESALERS ....... 61

WATCH DEALERS .......... 26

WEDDING ITEMS

SMARTEST BARGAIN . . . . . . . .18

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 62

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 15

DROPSHIP TO PROFITS!

Tri- Color Necklace $18.00 dz

1000’s of Items

See our ad on page 35

WHOLESALERS:

Increase Your Sales

By Advertising Here!

631-754-5000

WIND SPINNERS

Sells Like

A Breeze!

DAKOTA STEEL

See Our Ad on Pg. 03

VISIT FORUM ON

THE INTERNET

View our latest books at

www.bizbooks.org

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 OCTOBER 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

Halloween 2020 — We're All Medical Workers

HERE we are at Halloween 2020 and the to the REAL normal – life the way we knew

analysts assure us that the holiday spending it! Make your business fun and as “normal”

numbers will be close to last year’s which as you can to encourage a good feeling

almost $9 billion was. Hopefully that is based as customers walk in. Too many stores have

more on purchase orders than hopeful made shoppers feel like they’re walking into

thinking but we will be watching the numbers. an urgent care clinic. We need to change

One thing I do know is that there will be more the dynamic which will change the trajectory

people dressed as medical people (ala mask) of our businesses.

this year than ever before!

NOW is also the time to start up your layaway

programs and start enticing shoppers

THE last several months have been trying

times for us all. Unfortunately many of us see with holiday sales and bonuses. Make it simple

that the situation was exacerbated by politics for your shoppers by not adding fees and

thanks to next month’s elections. After a few restrictions to the program. Your sales will

months of locking down and shutting in many increase and your customers will buy more,

of our readers in the larger cities suffered the resulting in greater profits.

inconsistency of the lockdowns and are just ABOVE all, as mentioned before, make

now rebounding. Regardless of your political your store as much fun as possible. We’re all

views it’s important to pay attention to who covid weary and while we want everyone

used our livelihoods as political blackmail. We to be safe we don’t have to dress our staffs

as small business owners deserved better but in hazmat suits to make shoppers even more

have unfortunately been cast aside, resulting uneasy.

in many hardships.

OUR competitors, the big box stores, know

WITH the reopening of the economy in all how important holiday décor is at their stores

states now we all need to focus on this last and they change it regularly. While you may

quarter to make up as much lost business as be working with a smaller budget you need to

we can. In our 40th year servicing this industry get buyers in a spending mood. The end result

one thing we know for sure is that Christmas will reflect in sales and traffic at your store.

is coming. And the holidays bring consumer THIS is the time we’ve all been waiting for.

spending which has been pent up and may It’s time to ratchet things up a notch and

be tremendous. Be sure to ramp up on all impress the importance of the season to your

cylinders to get as much market share as you sales staff. Every day, every hour counts so put

can over the next three months.

your best foot forward.

START the quarter by ramping up Halloween AND just when we get through this month

sales. This is a big holiday with billions of dollars and try to wind things back to normal, next

in spending and there will be trick-or-treating month we will embark on one of the most

in almost every neighborhood. This means anticipated elections of our time. As they

candy, costumes and how nice to have a say, buckle up and get ready for the ride.

mask that is not a medical face covering! As entrepreneurs in this great country I

If your store sells novelties you should add encourage all of our readers to be behind

a Halloween section which is easy and the wheel steering their futures, rather than as

profitable. Shoppers are ready to get back a passenger!

>> 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

❒ 28. Style in Fashion

CREDIT CARD PROCESSING

❒ All Advertisers in

CREDIT CARD PROCESSING

❒ 38. EXS Credit

❒ 68. NOAMB.com

GENERAL & VARIETY


All Advertisers in GENERAL & VARIETY

❒ 08. Premium Connection

❒ 07. Ramsons

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:

www.BundJewelry.com

$ 55 00

For more information, contact:

www.DinoDropship.com

For more information, contact:

www.Forum123.com

Tel: 1-631-754-5000

WHY SELL DIAMONDS?

BUND Jewelry unquestionably sells the very best CZ jewelry anywhere

in the world! This is a big statement that is backed up by their years

of experience and their own revolutionary coating concept that makes

diamond veneer jewelry virtually undetectable. Their products are like a

CZ on steroids.

THE process used creates a veneer of carbon diamond particles,

crystalizing around the entire stone that results in a flawless “G: color on

the diamond color scale. This vaporization process under extreme heat

and pressure significantly increases the fire, refraction and durability.

Even long time professional jewelers have lost their expert eye advantage

indentifying these pieces as CZ!

SEE for yourself. The company offers single pieces for sale of bracelets,

rings, pendants and earrings. Both men’s and women’s styles are available

at the best pricing anywhere.

DROPSHIPPING FORTUNES

NOW more than ever it is important for retailers and online sellers

to carefully conserve their funds, especially when it comes to keeping

large inventories which were common in the past. When you work with

a dropshipper you’re able to either stock small quantities at your store,

or have the option of keeping zero inventory and selling goods on your

website.

THE key to success with dropshipping is making sure that you are

working with a reliable supplier who has products that are in demand

and priced well. Dino Dropship is just that company! The amazing part is

that they have over 1 million (yes, million) items that they will dropship

for you. You can register free online and get started right away with this

leading provider.

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!

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

Page 12 OCTOBER 2020 | RETAILERS FORUM MAGAZINE


Want More Info? Circle #08 on page 11 • www.Vendor411.com RETAILERS FORUM MAGAZINE | OCTOBER 2020 Page 13


Covid Changing Boomers’ Behavior

THE coronavirus pandemic has forced many consumers to adapt many aspects of their lives,

from daily routines to how they safeguard themselves and their families. With most communities

now reopened there have been some shifts in how consumers of all ages socialize and shop.

This is particularly true for baby boomers (between the ages of 56-74).

MANY boomers have moved a greater deal of their lives online. Nearly half say they have

shopped online more which is an important figure since prior to the pandemic much less than

half did it. Even with the opening of neighborhood stores these consumers in this age bracket

are still showing resistance to resuming their old ways. Unfortunately for many in this age group

the isolation factor is not healthy and the longer term effects of segregating themselves may

provide more detrimental than the possibility of contracting the virus.

NOT only have online shopping grown, but buy online and pick up in store has also become

increasingly popular among boomers. In fact, more so than their younger counterparts! The

majority of online pick-up shoppers found their experience to be satisfactory and some will

remain with this option long after the pandemic is under control. Another reason cited besides

safety is that they do not have to pay for shipping fees.

BOOMERS have also discovered and are using delivery services. Everything form groceries,

drugs and other goods are top of the list for delivery. Over 25% of boomers have used delivery

services more than once and say they will continue using it.

NOT many good things have come about from covid, but having grandma and grandpa

figure out their computers and cell phones is definitely one bright side.

US Shoppers Are Actually Shopping More

THOSE Americans who have been fortunate enough to retain their jobs during the pandemic

have found that lack of vacations and eating out have left them with more cash in their pockets.

Many have turned to a tried-and-true big ticket purchase - Jewelry!

SIGNET Jewelers, the owners of Jared and Kay, saw sales turn positive the last quarter and

continued to climb by the end of the summer. So did Tiffany and Macy’s as well. Shoppers who

had the cash were spending money they’d normally spend on travel and meals and dropping

it on jewelry. Often in amounts of over $50,000.

SIGNET says that they’ve seen higher transaction values as customers seek gifts that have

more longevity, more meaning.

US shoppers are also willing to spend more than normal on engagement rungs now, aiding

jewelry’s resurgence during the crisis. Bridal goods have performed well as most of the buyers

(younger men) who’ve proved the least anxious about visiting stores during the pandemic.

MEANWHILE diamond earrings and pendants have surged with millions of Americans still

working from home and trying to look their best on video calls. That seems a little rich for my

taste but this is what I am being told!

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

If It Affects Retailing We Report On It!

Page 14 OCTOBER 2020 | RETAILERS FORUM MAGAZINE


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RETAILERS FORUM MAGAZINE | OCTOBER 2020 Page 15


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Page 16 OCTOBER 2020 | RETAILERS FORUM MAGAZINE

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RETAILERS FORUM MAGAZINE | OCTOBER 2020 Page 17


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Page 24 OCTOBER 2020 | RETAILERS FORUM MAGAZINE

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RETAILERS FORUM MAGAZINE | OCTOBER 2020 Page 25


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Page 26 OCTOBER 2020 | RETAILERS FORUM MAGAZINE


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Want More Info? Circle #01 on page 11 • www.Vendor411.com RETAILERS FORUM MAGAZINE | OCTOBER 2020 Page 27


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Page 28 OCTOBER 2020 | RETAILERS FORUM MAGAZINE


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forumworkshop

Starting Your Own

STARTING YOUR OWN

BUSINESS

SPREADING

THE WEALTH

Business

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.

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.)

Page 30 OCTOBER 2020 | RETAILERS FORUM MAGAZINE

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.

Donʼt tell your star salesperson

that if he “wants to earn more,

just sell more,” unless you, as the

owner, are doing things to make

this possible, and the economy is

in good shape (people are buying

what you have to sell). At some

point he will sell all that is possible

to sell in an eight-hour day.

Unless you introduce a popular

new product or raise your prices,

your employee has peaked with your current inventory

or product line.

Be honest. Be honest with yourself first. Then

youʼll be honest with your employees. The best

ones are worth keeping. Put them on a regular

salary that compensates them for their value to

your company. If someone performs tasks other

than selling, such as management functions,

and these jobs take him/her off the sales floor,

donʼt penalize this person for doing more by

paying the same as your people who arenʼt

managing.

continued...


February 28 - March 3, 2021

RETAILERS FORUM MAGAZINE | OCTOBER 2020 Page 31


Itʼs hard to know how

much money the editor

of a magazine is worth

since there are no direct

sales to measure.

But if the content of the

magazine enables the

owner and sales force

to sell advertising to

support the publication,

the editor (and art director

and production

assistant) are worth a percentage of the income

the company generates. Lots of staff support

jobs arenʼt directly related to sales. But if you

had to do all the work your bookkeeper or secretary

does, and you as the owner are the companyʼs

primary salesperson, then you have to

determine worth in another way: How much

forumworkshop

FORUM WORKSHOP

less could you sell if you had to do those jobs?

And what would it cost you in management time

that might cause you to be less effective if you

had to do those jobs? And what would it cost

you in management time that might cause you

to be less effective if you had to do those jobs?

Remember, when you started, you did everything.

As your business can afford it, you hire

help so you can spend your time more productively.

These staff people become part of the

overhead, like rent and utilities. Their presence

enables you and your other salespeople to be

more effective, which generates income and

profits. These support people are “worth” a percentage

of the total profitability of your company

because they enable you to do things to generate

income, rather than handle so many necessary,

but not revenue-producing, chores.

continued..

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Page 32 OCTOBER 2020 | RETAILERS FORUM MAGAZINE

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RETAILERS FORUM MAGAZINE | OCTOBER 2020 Page 33


Limit Your Payroll

Donʼt hire support personnel too soon. Again, if

you are just starting, you have to be your own

secretary and bookkeeper. You have to limit

your payroll to the number of people who have

skills that will let you run your business. You

must be your own salesperson even if it isnʼt

one of your skills, when you start. No one else

will work as hard or as long to build your business

as you (and possibly your family). You

should do your own bookkeeping because if

you hire someone too soon, you will lose touch

with your business. You will be so busy trying to

get clients that you wonʼt have time to look at

the books; and since someone else will be

doing them, you wonʼt understand the necessity

of doing so. You have to do the books; you

forumworkshop

FORUM WORKSHOP

Page 34 OCTOBER 2020 | RETAILERS FORUM MAGAZINE

must know how much money your business is

generating every day. You must be in touch with

receivables, payables, and cash flow. If you

donʼt have decisions

based

on the assumption

that everything

is fine all

the time. This is

never true. And

itʼs especially

never true for a

company just

starting out.

continued...

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RETAILERS FORUM MAGAZINE | OCTOBER 2020 Page 35


forumworkshop

FORUM WORKSHOP

HIRE ONLY THE

PEOPLE YOU NEED

When you start,

hire only those

people whose

skills will enable

you to keep your

business in operation.

Do as much

of the work as you

know how; and do

all of the managerial

functions –

record keeping,

bill paying, capital

expenditure decision-making.

As the business prospers, you

must reward those people who helped you

launch your company. Donʼt hire more people

because you donʼt want to do your own bookkeeping.

You need to put that money into the

paychecks of the people who got you where

you are, because when they started with you

they took a big risk, and they probably accepted

a salary that was a lot less than they are

“worth.” The risk they took was that you might

fail. They need monetary evidence that you are

not failing. They need regular raises as your

profitability increases. They have become

highly skilled since you hired them. They are

part of the reason that you have stayed in business

this long. That means they are of value,

and money will keep them in your employ a little

longer.

continued..

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Page 36

OCTOBER 2020 | RETAILERS FORUM MAGAZINE


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RETAILERS FORUM MAGAZINE | OCTOBER 2020 Page 37


forumworkshop

FORUM WORKSHOP

Bonuses are nice, but donʼt get salary and

bonuses confused. One is regular and can be

counted on, the other is a once in a while treat.

If you give symphony tickets to someone as a

bonus, it is possible that someone other than

your employee benefited from them.

RAISES

How do you determine raises? Again, it depends

on how profitable your company is. The

people who participate in a companyʼs growth

should share in that growth in proportion to their

contribution. The people who participate in a

companyʼs growth should share in that growth

in proportion to their contribution. If you donʼt

pay them what they are worth, or canʼt, they will

leave. Thatʼs okay, too. But you will have to

start over and hire someone new. New people

take three to six months to learn your inventory

or the work system – the equipment, how to

deal with the other employees, where everything

is kept. They will not pay their way soon.

Donʼt expect it. But people who are your highest

performers are worth keeping. If you canʼt

afford to give them

raises then look at

your business and

ask yourself why

not. The answer

may give you an

insight into some

chronic problem

that endangers

the survival of

your company.

continued..

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RETAILERS FORUM MAGAZINE | OCTOBER 2020 Page 39


forumworkshop

FORUM WORKSHOP

Are you doing business on trade? Have you

sold an enormous amount on credit and failed

to collect? Have you expanded so fast, or hired

so many people, that you are short of cash –

are unprofitable?

What are you doing? Stop doing it! Cut back.

Mend your ways and get back to business. The

purpose of business, remember, is to make

money.

DON’T DELEGATE

MANAGEMENT CHORES

As your business grows and your bottom line

tells you that you have money available to hire

help, be careful which chores you delegate. If

you are your companyʼs best salesperson and

dislike management – hiring, firing, bidding, collections,

keeping

track of and managing

cash flow and

credit – you will be

tempted to hire

someone to do

those chores. You

see them as chores,

and as such you

wonʼt assign the responsibility

that goes along with the chores, just

the chores. The “chore” is writing figures in a

ledger, or typing numbers from sales contracts

into a computer then printing out aging charts.

The “responsibility” is the power and authority

to decide when and how to use the money that

flows through your company. Youʼll still want to

do that part, but youʼll begin to do it part-time,

which is not often enough. continued..

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Page 40 OCTOBER 2020 | RETAILERS FORUM MAGAZINE


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RETAILERS FORUM MAGAZINE | OCTOBER 2020 Page 41


forumworkshop

FORUM WORKSHOP

If you hire someone to do the chore, make certain

that he or she also has advisory skills and

authority. Make certain that you listen to what

he tells you about your financial condition. Use

that information and keep yourself well enough

informed so that every moment of every day

you know how much you owe and who owes

how much to you. Know your costs and prices.

Again, every moment of every day. Your prices

have to include your real costs of doing business.

Suppliers change their prices; you have

to react quickly to remain profitable.

Sure you can delegate, but if you donʼt have the

information you need to base decisions on at

your fingertips, then you have failed to “manage.”

You will be tempted to place blame. “Soand-so

didnʼt get me all the figures I asked for.”

Never mind. If your bookkeeper isnʼt doing the

job you need done, find another bookkeeper.

But make certain that you keep the books current

in the meanwhile, or you will make decisions

based on old, erroneous information. You

will set prices based on old costs, and you may

go broke.

The point is:

never delegate management functions.

You can hire help, but the

responsibility ultimately

belongs to the boss. You

may enjoy selling more,

but to stay in business, to

become a profitable business,

you have to manage.

If you donʼt want to,

go to work for someone

who does.

continued...

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Page 42 OCTOBER 2020 | RETAILERS FORUM MAGAZINE

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RETAILERS FORUM MAGAZINE | OCTOBER 2020 Page 43


forumworkshop

FORUM WORKSHOP

CAPITAL

The “experts” will tell you that the reason the

United States is in a major recession is debt.

We import more than we export; we spend

more than we earn. The same principle applies

to your personal finances and your business.

When you overextend yourself by committing

to make payments on more goods and services

than you can afford, youʼre likely to go broke.

Still, credit has enabled the developed nations

to enjoy a wealth of goods and services. Credit

allows a small business to grow into a big business,

if it is not abused.

DETERMINING YOUR

START-UP CAPITAL

When you start your business, you may not be

allowed to play the credit game as would businesses

that have histories. They can purchase

supplies, then pay the suppliers in fifteen to

thirty days. This enables the owner to collect

money from customers – cash from direct sales

and “receivables” from credit customers – and

use that income to pay

the bills (“payables”)

rather than using “startup

capital” (the money

invested in the business

to get it started).

continued..

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Page 44 OCTOBER 2020 | RETAILERS FORUM MAGAZINE

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RETAILERS FORUM MAGAZINE | OCTOBER 2020 Page 45


forumworkshop

FORUM WORKSHOP

As a new business, youʼll need “working capital”

(which may include income and start-up

capital). Youʼll be expected to pay cash for inventory,

for supplies, and for some equipment,

unless you lease your equipment. You might be

able to purchase some of these things and

make time payments, but youʼll have to make

those payments whether your business is making

sales or not. So you need working capital

– the cash money it takes to keep your business

in operation – to pay for day-to-day expenses.

Most businesses fail because they donʼt have

enough money when they start. Building a business

takes years. The early years will cost you

more than later years. Youʼll spend money on

desks and filing cabinets, computer systems,

and training employees, to name a few. Youʼll

need to advertise

more

in the early

years to get

the word-ofmouth

adv

e r t i s i n g

s t a r t e d .

C h a n c e s

are, in the

first year or

two, everyone

will be

paid except

you, the owner. So part of your capital needs

will be what you require to live on. The SBA

prints a number of useful pamphlets on starting

a business. Read them.

continued..

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Page 46 OCTOBER 2020 | RETAILERS FORUM MAGAZINE


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RETAILERS FORUM MAGAZINE | OCTOBER 2020 Page 47


forumworkshop

FORUM WORKSHOP

THE FORMULA

When you start, you are going to have to take

an educated guess about how much money

you will need. Hereʼs my basic formula:

• Money I need to live on

• Payroll

• Social Security & Unemployment Tax

• Supplies for production/Inventory costs

• Office supplies

• Fees, dues, professional publications or

memberships that relate to doing business

or promoting the business

• Insurance for the company (liability)

• Insurance for the employees & myself

(health, dental, life)

• Annual tax-preparation fee for CPA

• Production equipment

• Office furniture

• Rent & utilities

• Phone

• Advertising

continued..

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Page 48 OCTOBER 2020 | RETAILERS FORUM MAGAZINE


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RETAILERS FORUM MAGAZINE | OCTOBER 2020 Page 49


forumworkshop

FORUM WORKSHOP

Hereʼs how to determine the numbers:

As I have said before, many people start businesses

based on their professional (or hobbyist)

experience. This is the first place you need

to look for numbers. If you have worked as a

manager, you have certainly had access to figures.

You know what things cost. Write this information

down. If you are a hobbyist, your

numbers will be high because you have not

bought in quantity. Call the people you have

bought supplies from and ask what prices they

would charge for bulk purchases, say a hundred

or more. If you have no background in

what you plan to sell, youʼll have to make a lot

of telephone calls to potential suppliers.

much capital you will need, assume youʼll pay

cash on delivery. Itʼs best to calculate your

money needs on a worst-case scenario – what

if no one buys what you have to sell? What will

it cost to open your doors for business?

While youʼre asking about prices, also ask

about terms. Will you have to pay cash or make

payments over time? But to determine how

Page 50 OCTOBER 2020 | RETAILERS FORUM MAGAZINE

continued..

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RETAILERS FORUM MAGAZINE | OCTOBER 2020 Page 51


FORUM WORKSHOP

forumworkshop

Money I Need to Live On

If you have savings, or a working spouse who

can support you both, put zero here. Take nothing

out of your business until it can afford to pay

you, and youʼll have an advantage over people

who are trying to make a living right away by

going into business for themselves. Youʼll give

your business a little breathing room. Investing

in a business doesnʼt always have to be in

money or

p e r s o n a l

assets (like

your home

c o m p u t e r

or desk).

You can invest

your

Page 52 OCTOBER 2020 | RETAILERS FORUM MAGAZINE

time. If you have to earn a living right away, figure

out how much you need just to get by. If you

are turning an avocation (part-time income-producing

hobby or profession) into a full-time

business, you will know how much you can expect

to earn based on the businessʼs track

record. Still, if you plan to rent a storefront, you

will also have new expenses. The principle of

paying yourself what the business can afford to

pay still applies.

PAYROLL

When you start, you should use primarily your

own time to produce and/or sell your products.

Hire only those people who have skills you

donʼt have that will enable you to start a business.

Pay market rates – the least you can for

qualified people.

continued..

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RETAILERS FORUM MAGAZINE | OCTOBER 2020 Page 53


FORUM WORKSHOP

forumworkshop

Social Security &

Unemployment Tax

Employers like to ignore this to their detriment.

These figures will be a percentage of your payroll.

If you miss a payment, the government can

close you down. Donʼt get taxes confused with

working capital; keep it in the bank, along with

the sales

taxes you

c o l l e c t ,

so you

can pay it

w h e n

due.

Supplies for Production

& Inventory Costs

Find out what supplies you will have to buy,

right away, to produce a product if you are in a

service or manufacturing business. For retail,

determine how much inventory you need in

your store to attract customers. This is a good

time to see what the competition is doing, or

use your professional knowledge, to estimate

how much is enough. Talk to suppliers. If they

think you are a potential customer, youʼll be surprised

how much information they have about

how much of what you will need to get started.

They want your business and they want you to

succeed. If you do, theyʼll have a new steady

customer.

continued..

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Page 54 OCTOBER 2020 | RETAILERS FORUM MAGAZINE


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RETAILERS FORUM MAGAZINE | OCTOBER 2020 Page 55


forumworkshop

FORUM WORKSHOP

OFFICE SUPPLIES

The needs are basic. To start,

youʼll probably need a few

desks and file cabinets,

paper, pens, staplers, and

such. Do you need a photocopy

machine? Wait until your monthly bill at

the photocopy store is so high that it would be

cheaper to own your own. Also, donʼt generate

paperwork for the file cabinets. Be frugal when

you start. If you can tell someone to do something

in person, and watch her write it down,

donʼt be so quick to copy an office memo that

contains the same information. Donʼt let paper

replace your weekly staff meeting. Itʼs easier

but costs more and produces less.

Fees, Dues,

Professional Publications

or Memberships

Lots of salespeople are going to flock to your

door to sell you trade magazines and professional

memberships. Which ones do you really

n e e d ?

The ones

that you

are going

to read.

continued..

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Page 56 OCTOBER 2020 | RETAILERS FORUM MAGAZINE


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RETAILERS FORUM MAGAZINE | OCTOBER 2020 Page 57


forumworkshop

FORUM WORKSHOP

Donʼt buy stuff for the table; only for your education.

Memberships in professional organizations

are only worthwhile if you can promote

your business as a result. If itʼs just for the resume,

forget it. If it will attract customers or generate

business, consider it part of your

advertising and promotion budget. For example,

the Salt Lake Area Chamber of Commerce

offers a monthly after-hours social, which enables

business people to meet, greet, and exc

h a n g e

business cards.

If your business

is the type of

business that

could benefit

from this activity,

and you

have the time to

PLATFORM

Build Your Own

go to all these social functions, then join. Donʼt

do it just for the free food or for a plaque on

your wall. Ask people who are members of various

associations about their experiences.

INSURANCE

Call an insurance agent and find out what youʼll

need to insure your office equipment and furniture,

and insure you against liability (should

someone, for example, slip on the sidewalk in

front of your store). Also, find out about health

and dental insurance rates. If you are starting

out with fewer than ten employees, this is going

to be outrageously expensive and hard to get.

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Page 58 OCTOBER 2020 | RETAILERS FORUM MAGAZINE


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RETAILERS FORUM MAGAZINE | OCTOBER 2020 Page 59


forumworkshop

FORUM WORKSHOP

If you and your employees are covered by a

spouseʼs plan, yes. But if you and your employees

are single, or not covered, itʼs going to

cause problems. Itʼs one of those minimum

benefits that good people shop for when they

are looking for employment. You might be able

to join an association and qualify for group

rates. Ask your agent.

Tax Preparation Fee

Certified Public Accountants (CPAs) provide

professional advice for the new business that

is operating ethically. Lawyers solve problems.

If you want to avoid a lot of problems, hire a

CPA right away. Have him or her set up your

accounting system, which can be as simple as

categories on a green ledger sheet. For a fixed

fee, your CPA should agree to provide tax

forms and reports,

as required,

for the

IRS and the

state; and notify

you when

and how much

tax you owe for

quarterly payments,

Social

Security, and

unemployment

insurance payments. You should do the rest of

your information collection and analysis yourself

at first. As your company grows, you might

consider using other professional accounting

services, like bookkeeping on a time-share

computer system to generate reports and

analysis.

continued..

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Page 60 OCTOBER 2020 | RETAILERS FORUM MAGAZINE


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RETAILERS FORUM MAGAZINE | OCTOBER 2020 Page 61


FORUM WORKSHOP

forumworkshop

Donʼt try to do without a CPA unless you are

one or have a strong background in accounting

(or the law). Itʼs easy to forget tax time when

you are running a new company. If you get better

at figuring out these forms and are good at

remembering when to pay, then do it yourself

and fire your accountant.

Production Equipment

Take your

Business to the

Next Level

Iʼve separated

this from office

equipment to

distinguish the

essential from

the optional.

“Production

e q u i p m e n t ”

refers to machinery

or tools youʼll need in order to run your

business or produce your product. A baker

needs an oven and a refrigerator, a typesetter

needs a computer; a retail store needs a cash

register. This doesnʼt imply newness or stateof-the-art,

necessarily – just what you need to

stay competitive in the industry. A publishing

company does not have to have a computer or

a printer. This work can be subcontracted. But

you should analyze the cost of doing so versus

the cost of having your own equipment. Select

whichever is less or will produce a higher return.

YOUʼLL HAVE TO REEVALUATE YOUR

NEEDS OVER TIME. YOU MIGHT WANT

TO ADD PRODUCTION EQUIPMENT TO

YOUR BUSINESS GRADUALLY.

continued..

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Page 62 OCTOBER 2020 | RETAILERS FORUM MAGAZINE


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RETAILERS FORUM MAGAZINE | OCTOBER 2020 Page 63


FORUM WORKSHOP

forumworkshop

In my typesetting business, I subcontracted

photocopies until I had a high enough demand

to justify purchasing my own equipment and

supplies. I also bought a used camera, which I

had to hand-crank to set the enlargements and

reductions. Push-button, motorized machines

were available, but I couldnʼt see any revenueproducing

benefit.

If you do too much too soon, youʼll end up in

too much debt. How will you know? You canʼt

always; you have to make an educated guess.

OFFICE FURNITURE

These things have nothing to do with making or

selling a product or service. An old door across

two saw horses will serve as a desk. My first office

chair was a straight-backed wooden thing,

Page 64 OCTOBER 2020 | RETAILERS FORUM MAGAZINE

and I sat on a phone book for three years. I

used profits to buy a cushiony swivel chair. My

furniture was hand-built by a friend of my partner.

Most of my file cabinets and supply shelves

were garage-sale finds. As I earned profits, I replaced

only what needed replacing. I didnʼt

think sitting on the phone book was reasonable,

but garage-sale cabinets still held my paper

and pencils just fine. I used profits to buy new

s o f t w a r e

which could

g e n e r a t e

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not just hold

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RETAILERS FORUM MAGAZINE | OCTOBER 2020 Page 65


FORUM WORKSHOP

forumworkshop

Consider this: What if you fail? How much stuff

do you need to make your business work?

What other stuff is for your creature comfort or

just for show? And is anyone looking? Your

front office may command matching furniture,

so customers donʼt get the impression yours is

a fly-by-night operation. But the back shop

could do with less. Spend most of your start-up

capital on things that will generate income; very

little on things for show. You donʼt need expensive

wallpaper, or $50 ferns hanging from the

ceiling. Bring things from home to decorate

your office. If the display is an integral part of

making the sale, like Guyʼs The Ringmaker, fine

walnut cabinets may be appropriate. But oak

cabinets stained to look like walnut will have the

same impact on the customerʼs perception of

your merchandise. If you can make deliveries

in your old truck, donʼt rush right out to buy the

latest model delivery van. Use your excess

profits for that at some future time. On the other

hand, donʼt be so cheap that your employees

get discouraged. A broken chair can cause

back problems; poor lighting, eye strain. Be realistic.

RENT & UTILITIES

Determine how much space youʼll need and

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continued..

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Page 66 OCTOBER 2020 | RETAILERS FORUM MAGAZINE

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RETAILERS FORUM MAGAZINE | OCTOBER 2020 Page 67


forumworkshop

FORUM WORKSHOP

The cute storefront on a side street near the

major shopping center downtown may offer

cheap rent. But the mall sells high foot traffic.

Ask yourself: Is what Iʼm selling so unusual or

so needed that people will seek me out no matter

where I locate;

or am I offering a

product or service

similar to (though

better than) the others

so that high exposure

will be of

greater value? Walk

through the shopping

malls and look

at what is there:

clothing, shoes,

jewelry, and lots of

food. Why are they

all there? Because thatʼs how the public has

learned to shop for those items. They want to

look at what every store has to offer, then select

their favorite, or the best buy. Consider the

businesses on Main Street or in neighborhood

strip malls and storefronts. Some have been

there since Main Street was built; theyʼve employed

three generations and own the building.

Overhead is now zero, customers are regular,

and they are dedicated to downtownʼs Main

Street. They donʼt count.

Look at the others: photocopy shops, one-of-akind

gift and specialty clothing stores, and more

food places. Consider how a Main Street location,

a block or two away from the cityʼs two

shopping malls housing some 200 stores,

works for these businesses.

continued..

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Page 68 OCTOBER 2020 | RETAILERS FORUM MAGAZINE


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RETAILERS FORUM MAGAZINE | OCTOBER 2020 Page 69


FORUM WORKSHOP

forumworkshop

Well, people in offices need to eat. So itʼs likely

that theyʼll go to the closest restaurant for those

thirty minute to an hour breaks. Photocopy

shops service offices,

too. They

locate near office

buildings and towers;

customers

are attracted by

proximity. Specialty

shops sell

such unusual

merchandise that people will seek them out

wherever they are. “Unusual” can mean quality,

product, or even price. Thatʼs why discount

shopping warehouses have become so popular

in the west. They offer members a huge variety

of goods, at low prices, with lots of free parking,

and they require a commute of some distance.

Which category does your business fit?

What is the competition doing? Where do

you need to locate to be competitive?

Cheapest isnʼt always best. Look around, then

call landlords or leasing agents and talk with

them. Ask not only about rental prices, but also

what your landlord will do, if anything, to attract

people to the location. On Main Street, Salt

Lake City, promotions are sponsored by a merchantʼs

tax, which pays for an organization

called the Central Business Improvement District

(CBID). This group puts colorful banners

on the lamp posts and helps sponsor parades

and downtown events. The Chamber of Commerce

and Downtown Retail Merchants Association

are supported by membersʼ dues. They

also sponsor downtown promotions, like sidewalks

sales and social functions.

continued..

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Page 70

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OCTOBER 2020 | RETAILERS FORUM MAGAZINE


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RETAILERS FORUM MAGAZINE | OCTOBER 2020 Page 71


forumworkshop

FORUM WORKSHOP

In many malls you pay dues to a Tenant Association

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management (a marketing director) uses this

money to attract the public to the mall. Find out

what activities your potential marketing director

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what type of people patronize that mall. Mall

managers conduct lots of surveys and compile

lots of statistics. They know who shops in their

mall, where they come from, what they shop

for. Ask as many questions as you need to, to

help you decide wether to locate in the mall.

They want you, and the more you sound like

you have done your homework and are, therefore,

going to be running a viable business, the

more a mall manager will be willing to work with

you. Negotiate – donʼt be too quick to decide.

Spontaneity should be reserved for vacations,

not business decisions. You have to decide if

Page 72 OCTOBER 2020 |

RETAILERS FORUM MAGAZINE

your income projections justify the higher rent

that a mall location calls for.

PHONE

Call the phone company. A business phone will

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companies and get bids on installing a phone

system. Find one

that can accommodate

additional lines

without requiring all

new equipment. Add

the cost of installation

and project your

long distance service

needs. continued..

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QUALITY RETAILERS • TRUST FORUM MAGAZINE • | SERVICE

OCTOBER 2020 Page 73


FORUM WORKSHOP

forumworkshop

ADVERTISING

Again, you have to spend money to produce future

revenue and it is hard to know how much

is enough. So set a budget – either a fixed

amount or a percentage of projected/actual

sales as discussed previously.

Thatʼs my list. You can add to it if you have

other “necessities.” If you have monthly figures,

multiply them by twelve. Thatʼs the minimum

youʼll need to start a business. If, after the first

year in business, you arenʼt generating enough

income to pay these bills, something is seriously

wrong. The first place to look is at your

salary. Are you taking more money home than

the business can afford to pay you? Now that

you have a yearʼs worth of actual figures,

reevaluate. How close were your estimates to

your actual costs of doing business? They

should be very close. If not, which projections

were inaccurate and what can you change to

try to make the business more profitable?

continued..

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Page 74 OCTOBER 2020 | RETAILERS FORUM MAGAZINE


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RETAILERS FORUM MAGAZINE | OCTOBER 2020 Page 75


FORUM WORKSHOP

forumworkshop

ONE LAST STORY

Essence Perfumeryʼs founder, Herb Davis,

spent a great deal of time and money to determine

how to make and market his product –

copies of designer perfumes. His first retail outlet

was a kiosk in a downtown mall. Later, the

company opened a storefront location in a suburban

mall. For all that time and effort, the kiosk

closed about two years later. After an initial

splash of advertising and publicity, the company

retreated into invisibility.

No matter how careful you are, how much research

you do, there is no absolute way to determine

what the public will buy or how much

they will pay for it. So the final question you

should ask yourself is: Would you buy what you

want to sell? If so, what would you pay for it;

and where would you go to find it; or would you

listen if a salesperson called?

Credit & Collection

IF YOU

DONʼT LIKE

TO ASK

FOR MONEY,

DONʼT GO

INTO

BUSINESS.

continued..

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Page 76 OCTOBER 2020 | RETAILERS FORUM MAGAZINE

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RETAILERS FORUM MAGAZINE | OCTOBER 2020 Page 77


FORUM WORKSHOP

forumworkshop

Collection starts with the sale. Retailers collect

all the money when they part with their goods

unless they have a layaway system, in which

case they collect partial payment to hold the

goods and all the money when the customer receives

the goods.

Some large

retail businesses,

like

car dealers

or furniture

stores, have

in-house financing

or

credit plans.

But this type

of financing

system is actually

a business in itself. For a small start-up

business it makes no sense to be in the “banking”

business if your capital is limited.

Collection requires more effort for service-type

businesses (and suppliers or wholesalers). As

in my typesetting, Fredʼs printing, and Ednaʼs

publishing businesses, products were “custom

made” and typically paid for upon completion

and delivery.

Don’t Give Credit Unless

You Know You’ll Be Paid

THE RULE FOR RETAILERS IS:

DONʼT LET IT OUT OF THE STORE

UNTIL IT IS PAID FOR.

continued in next issue ...

Page 78 OCTOBER 2020 | RETAILERS FORUM MAGAZINE


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RETAILERS FORUM MAGAZINE | OCTOBER 2020 Page 79


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RETAILERS FORUM MAGAZINE | OCTOBER 2020 Page 81


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RETAILERS FORUM MAGAZINE | OCTOBER 2020 Page 83


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Page 84 OCTOBER 2020 | RETAILERS FORUM MAGAZINE


Thousands of Suppliers with the Hottest Products

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RETAILERS FORUM MAGAZINE | OCTOBER 2020 Page 85


Page 86 OCTOBER 2020 | RETAILERS FORUM MAGAZINE


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RETAILERS FORUM MAGAZINE | OCTOBER 2020 Page 87


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Page 88 OCTOBER 2020 | RETAILERS FORUM MAGAZINE

Page 88 88

Retailers Forum

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Page 89

RETAILERS FORUM MAGAZINE | OCTOBER 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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marketers, home party plan sellers ...anyone who

sells merchandise needs this directory! Clothing

• Elec tronics • Jewelry • Toys • Watches • More!

Order No. 4 -

Closeout Directory - $29.95

Dollar Store

Merchandise Guide

The most complete directory of

wholesalers and manufacturers

in the USA specializing in dollar

store merchandise. Hundreds

of companies are listed with

complete contact information,

including the type of products

they sell. If you have a dollar

store, or are planning to open

one, this new directory is a must!

Order No. DSM • Dollar Store

$29.95

Toy Importers & Wholesalers

This is the definitive guide for

finding toy suppliers. Features

over 156 pages of listings of both

importers and manufacturers.

Included are names, addresses,

phone and fax numbers as well as

company websites and e-mail

addresses and descriptions of

lines carried.

Order No. TOY

$29.95

Directory of Smoke Shops

Our EXCEL Directory contains over 7,000 Smoke

Shops/Head Shops in the U.S. It includes key buyer’s

names, personal e-mails and phone numbers. This

directory is emailed to you in Excel format

and is updated regularly.

DIRECTORY INCLUDES:

• 7,000 Smoke Shops/Head Shops

• Phone Numbers

• Over 60% Have Personal E-Mails

• U.S and Canada

• Company Addresses

Order No. SSDB (Excel)

$399.00

Independent Sales Rep. Directory

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

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

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

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

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

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

Order No. SGREP-B Printed Book $359.00

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

1-800-635-7654

Page 90

Page 90 OCTOBER 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!

• Apparel • Electronics • Fragrances • General

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

• Watches • Toys and more!

No. W1 Wholesale Sources $29.95

Auction Directory

Wholesale Sources

Jam-packed

with 1000’s

of wholesale

sources across

the USA

This is THE definitive guide to auctions!

It not only tells you WHERE

all the auctions are (all 50 states) but

also HOW to participate in the auction

process. Cash in on all government

auctions, housing auctions, jewelry,

cars, boats and more. Up-to-date

information gives you names, addresses

and phone numbers! And, unlike other

auction websites or programs that require

you to purchase updates or subscribe

to monthly or weekly pay-per-listing services, once you have

this book - You need to buy nothing else! It’s an incredible book you

can use minutes after you receive it. Change your life today. Buy a

home, car, or indulge in jewelry.

Order No. AUC- Auction Directory - $39.95

How to Find,

Sell and Broker

Surplus and

Liquidated

Goods

Hidden Wealth

With this authoritive Directory, you will

learn to turn pennies into dollars and get

goods dirt cheap ...even free! Written by a

retired liquidator, the author shares his well

protected secrets and workings of this extremely profitable industry.

Learn why those in the business have kept it confidential. You can now

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Discover the proven techniques and see why there is no better

information anywhere at any price. Everything you need to succeed in

this high profit business is right here. Work full/part time from home!

Order No. 1-88422-24-2 Hidden Wealth $39.95

Jewelry Wholesalers

& Manufacturers

This exquisite directory will bring the

world’s finest jewelers directly to you! Featuring

fine jewelry of all types including:

• Beads • Diamonds • Gemstones • Gold

• Silver • Much More! The suppliers list

their names, addresses, websites and specialties.

All feature high-end quality jewelry that is

sold wholesale for resale. You would have to travel the world over to

view the thousands of suppliers listed in this brand new directory. If

you are in the jewelry business and looking for new, high quality suppliers,

you must order this directory!

Order No. FJ $29.95

Business Directories

Hobby & Craft

Suppliers Guide

The crafts industry is one of the hottest-growing

segments in the marketplace

today. Scrap-booking, painting,

needle-crafts and sewing are hobbies

that are sweeping the nation. We have

compiled the ultimate directory of

wholesale suppliers furnishing materials

for this huge industry.

• Art Materials • Baskets • Beads/

Trim • Ceramics • Dolls • Fabrics •

Floral • Holiday • Paint • More!

Order No. AC $29.95

Holiday Merchandise

Wholesalers

& Manufacturers

Introducing our newest directory that puts

the country’s largest suppliers of holiday

merchandise at your fingertips. Seasonal

merchandise is a mainstay of the industry,

but up until now it was hard to locate the

thousands of suppliers scattered across the country. We have ended

your searching with one directory which includes all types of wholesale

merchandise: • Bows • Candles • Cards • Costumes • More

Order No. HM $29.95

www.bizbooks.org

Page 91

RETAILERS FORUM MAGAZINE | OCTOBER 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

guides you through the world of Licensed

prod-uct merchandising. Need to know

who owns a license? Who to contact to

distrib-ute a licensed product? This book

has all the answers and covers the entire

world! Licensors: Listing of companies

that are the agents and license holders.

These are the sources that you would

apply to if you wish to obtain a license to

manufacture

merchandise. Licensees listed here you will find the companies who

distribute licensed merchandise. Full listings include categories of

merchandise each company handles. Contact these companies to buy

the licensed merchandise that they have manufactured. The licensed

merchandising industry moves billions of dollars of products every

year and is one of the fastest growing segments of retailing.

Order No. 321 $249.00

USA Mail Order Catalogs

New for this year is a compilation of BOTH

consumer mail order catalogs in addition to

business-to-business catalogs in one huge

volume! Part one of this incredible collection

of mail order catalogs provides the

most comprehensive look at the consumer

catalog in the industry available anywhere.

Over 7,000 consumer catalog companies

are listed under 44 various product chapters

from Animals to Toys and Games.

Catalog size, number of catalogs mailed,

sales volume and key executive names are provided for ease in marketing

your products to these catalogs.

The second part of this directory provides details on suppliers

of everything from computers to laboratory supplies; office products

to office design; marketing resources to safety equipment. Just about

every kind of product or service that a business needs to operate is

covered.

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

solving your jewelry materials sourcing,

production and contracting needs.

If you are considering your own line

of jewelry items this is a must-have

in locating materials and factories to

produce it.

Accessories

Sourcing Directory

The comprehensive directory provides

you with direct sources for the designing

and manufacturing of bags, belts,

hats, shoes, gloves. You will find the top

companies to help you produce your merchandise

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

services from within the U.S., Canada

and South and Central America. All

factories are sorted by clothing classification

and by U.S. state or by country.

This directory will help you put your

own designs into production.

Order No. 0971486743 $125.00

A complete and updated guide listing

over 2,600 nationwide suppliers of all

types of domestic and imported fabrics,

trims and notions, plus forecast

services, swatch design studios and

more for the apparel and design industries.

Listings include sales manager’s

name, price points, minimums,

etc. Fabric and trim manufacturers,

converters, jobbers and reps are

listed. This sourcebook provides you

with MATERIALS and sources to

make your own goods.

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

and importers in the women’s,

men’s, children’s and accessory markets.

Developed and targeted for store

and catalog buyers to shop the apparel

and accessory markets easily, there are

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

and textile goods. Listings include where

available: RN or WPL number, contact

names & titles, street addresses, phone &

fax numbers, website & e-mail addresses,

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 | OCTOBER 2020 Page 93


FORUM PUBLISHING CO.

383 E. Main St. Centerport, N.Y. 11721

T: 631-754-5000

F: 631-754-0630

E: ForumPublishing@aol.com

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You’ll save time ordering by phone instead

of mail. Speak with our knowledgeable

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Page 94

Page 94 OCTOBER 2020 | RETAILERS FORUM MAGAZINE


THE ULTIMATE

WHOLESALE RESOURCE!

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Magazines

• Articles For Your

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• Hot Products

Review

• USA’s Leading

Wholesaler Search

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your search engine for everything wholesale!

RETAILERS FORUM MAGAZINE | OCTOBER 2020 Page 95


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