Retailers Forum January 2021
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Retailers Forum January 2021

Monthly magazine for independent retailers, small retail shops and online marketers. Inside our magazine you will find great articles on running your retail business or starting one. We have some of the best advertisers for wholesale merchandise in the country. For 40 years we have been helping small businesses prosper - Please join us. Visit our full site at: www.RetailersForum.com where you get free access to 1000's of articles to help your small business.

Monthly magazine for independent retailers, small retail shops and online marketers. Inside our magazine you will find great articles on running your retail business or starting one. We have some of the best advertisers for wholesale merchandise in the country. For 40 years we have been helping small businesses prosper - Please join us. Visit our full site at: www.RetailersForum.com where you get free access to 1000's of articles to help your small business.

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etailers<br />

Goodbye 2020...<br />

VOL. 40 NO. 9<br />

JANUARY <strong>2021</strong><br />

We're Ready for The New Year!<br />

<strong>2021</strong><br />

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

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

Page 2 JANUARY <strong>2021</strong> | RETAILERS FORUM MAGAZINE<br />

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

16,000 deals<br />

Want More Info? Circle #15 on page 11 • www.Vendor411.com RETAILERS FORUM MAGAZINE | JANUARY <strong>2021</strong> Page 3

RAMSON’S IMPORTS, INC.<br />

Page 4 JANUARY <strong>2021</strong> | RETAILERS FORUM MAGAZINE<br />

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

This is a Buying Guide for<br />

RETAIL STORE OWNERS<br />

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

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

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

through retail channels.<br />

HOW TO USE THIS DIRECTORY<br />

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

See our product directory located on<br />

pages 6 & 7.<br />

☛ Make direct contact with advertiser.<br />

Most will have catalogs and price lists<br />

for you.<br />

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

shipped directly to your store.<br />

CLICK ON BANNERS<br />

IN SELECT ADS<br />

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

TO GET FREE CATALOGS/PRICING<br />

FORUM PUBLISHING COMPANY<br />

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

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

CONTACT US:<br />

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

FAX: 631-754-0630<br />

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

RETAILERS FORUM MAGAZINE | JANUARY <strong>2021</strong> Page 5

Sell to over 60,000<br />

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

631/754-5000<br />

Start.<br />

Light Up Without<br />

Lighting Up!<br />

Full Service Wholesaler • We Ship Worldwide<br />

LIGHT • Disposables • Kits<br />

E CIG<br />

• E-Liquids<br />

CREDIT CARD<br />

PROCESSING<br />

www.NOAMB.com<br />

Grow. Page 45<br />

Repair.<br />

Our specialty is helping small and<br />

mid-sized businesses achieve success.<br />

Contact us for free consultation.<br />

see our ad on page 27<br />

1-800-433-7002<br />

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

DRESS UP FOR<br />

PROFITS!<br />

Every Day’s A Treat!<br />

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

WHOLESALE<br />

Costume Club<br />

www.USACostumers<br />

See our USACostumers.com<br />

ad on page 18<br />

• Atomizers<br />

H2 E-Cig Round<br />

Mouth Atomizer<br />

$1.85<br />

5mL Bottle<br />

E- Liquid E-Juice<br />

for E-Cig $1.30<br />

Always Be<br />

Fashionable<br />

FASHIONABLE<br />

SALES<br />

www.Lightecig.com<br />

See our ad on Pg 51<br />

E-Case w/2<br />

Cigarettes + 1 USB<br />

Charger $10.50<br />

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

10cartridges, Wall, USB,<br />

Car Chargers $6.50<br />

BLING IT ON!<br />

HipWholesale.com<br />

SMALL<br />

BUSINESS<br />

CONSULTING<br />

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

Ad on Page 20<br />

100’S IN STOCK<br />

All Occassions<br />

Fast Same Day Shipping<br />

Flat Rate Delivery<br />

Electronic<br />

Cigarettes<br />

• E-Cig Batteries<br />

Round Mouth E-Cig<br />

3.5ml Atomizer Set<br />

w/Coil Heads $3.83<br />

• E-Cig Accessories<br />

SHISHA Zero<br />

Nicotine Disposable<br />

E-Cig $3.45<br />

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

Does anybody<br />

read these?<br />

CALL 631-754-5000 and<br />

you’ll get a FREE 3-mo.<br />

subscription!<br />

Congratulations to<br />

RESISTANCE SHOP<br />

Dallas, TX<br />

ADVERTISERS INDEX<br />

PLEASE PATRONIZE THE LEADING WHOLESALERS<br />

WHO ADVERTISE IN RETAILERS FORUM MAGAZINE<br />

JANUARY <strong>2021</strong><br />

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

ADVERTISING<br />

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

APPAREL<br />

1 STOP WHOLESALE ........ 37<br />

BLANK TEES. ............... 74<br />

BOUTIQUE CLOSEOUTS. ..... 43<br />

CLOTHINGWARE ........... 15<br />

DD BULK ................... 54<br />

FASHIONABLE SALES. ....... 51<br />

FLIRTY WHOLESALE ........ 22<br />

SCARF WAREHOUSE ........ 47<br />

STYLISH PLUS .............. 77<br />

T SHIRT REP ................ 71<br />

UIN DEALS ................. 55<br />

UNIVERSE WHOLESALE. ..... 31<br />

USACOSTUMERS.COM ...... 18<br />

ASSORTED ITEMS<br />

AUCTION FINDER ........... 58<br />

BEAN WHOLESALERS ....... 56<br />

DINO DROPSHIP . . . . . . . . . . . . 35<br />

DOBA DROPSHIP ........... 29<br />

EVERYTHING CLOSEOUTS ... 66<br />

EZ DROPSHIP. .............. 24<br />

FIND IT ASIA. ............... 86<br />

GET THAT WHOLESALE ...... 83<br />

MEGA UBID ................ 52<br />

PALLETFLY. ................ 03<br />

RAMSONS IMPORTS ........ 04<br />

SWEET WHOLESALERS ...... 73<br />

TOP TEN WHOLESALE ....... 85<br />

BOOKS<br />

AUCTION BOOK ............ 80<br />

BUYERS CONTACTS ......... 87<br />

CLOSEOUT DIRECTORY. ..... 84<br />

HIDDEN WEALTH ........... 82<br />

TRADE BOOKS. ..........88-94<br />

CANDY<br />

SWEET WHOLESALERS ...... 73<br />

CELLULAR<br />

CELLCITY.BIZ .............. 39<br />

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

COMPUTERS<br />

REFURB SHOPS ............. 20<br />

CONSUMER ELECT.<br />

FIND IT CHINA .............. 65<br />

CREDIT CARD<br />

PROCESSING<br />

EXP MERCHANT ............ 36<br />

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

#1<br />

BUYING GUIDE<br />

FOR RETAIL STORES!<br />

DISPLAY/SUPPLIES<br />

& SERVICES<br />

AVVO ..................... 76<br />

CC WAREHOUSE . . . . . . . . . . . . 75<br />

E-STORE BUILDERS ......... 34<br />

E STORE SIGNS ............. 57<br />

E-STORE SITES ............. 70<br />

FB CAMPAIGNS ............. 72<br />

FORUM ADVISORS . . . . . . . . . . 20<br />

FUNDING OFFICES .......... 60<br />

KWIK INC .................. 40<br />

PAYROLL HELPER .......... 28<br />

PROMOTIONAL REWARDS... 26<br />

PROTECTION PLANS ........ 44<br />

RETAILERS BANK ........... 32<br />

SALES GROUP BAGS. ........ 42<br />

SETON SIGNAGE ............ 81<br />

VACATION PROMO ......... 46<br />

WHOLESALESOURCES.COM ....<br />

INSIDE BACK COVER<br />

DROPSHIPPERS<br />

DINO DROPSHIP . . . . . . . . . . . . 35<br />

DOBA DROPSHIP ........... 29<br />

EZ DROPSHIP. .............. 24<br />

E-CIGARETTES &<br />

SMOKE SHOP ITEMS<br />

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

View our 148 page Catalog online !<br />

www.RIOhio.com<br />

HEAVENLY ................. 38<br />

LIGHT E CIG ................ 27<br />

Hat Pins $6.00 dz<br />

$36.00 dz<br />

$36.00 ut 72 pcs<br />

Tri-Fold<br />

$5.00 Each<br />

3’x5’Embroidered Flags<br />

$14.00 Each<br />

Belt Buckles<br />

$36.00 dz<br />

$21.00 dz<br />

$9.00 dz<br />

$21.00 dz<br />

$18.00 dz<br />

LOGIC WHOLESALE ......... 67<br />

FOOTWEAR<br />

5” Patches $36.00 dz<br />

$39.00 dz<br />

SNEAKER CLEARANCE. ...... 19<br />

HANDBAGS<br />

Garden Flags<br />

48.00 dz<br />

$18.00 dz<br />

Leather Wallets $5.50 each<br />

Magnets 3”x8” $18.00 dz<br />

BAG CLOSEOUTS ........... 25<br />

WindSocks<br />

$48.00 dz<br />

Min.Order<br />

$150.00<br />

Metal Sign<br />

$4.75 each<br />

$48.00 dz<br />

$30.00 dz<br />

$4.50 Each<br />

3pc Magnet<br />

$5.25 Each<br />

$42.00 dz<br />

Metal Plates<br />

$27.00 dz<br />

8” x 12” Parking Sign $18.00 dz<br />

$15.50 Each<br />

8” x 12” Metal Signs<br />

$39.00 dz<br />

$4.00 each<br />

Leather Bracelet $18.00 dz<br />

Patches $18.00 dz<br />

Belt Buckles<br />

$36.00 dz<br />

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

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

Advertise in<br />

Metal Sign<br />

12”X18” $5.75 Each<br />

See Page 9<br />

12”x18” Metal Sign $5.25 each<br />

BUSINESS BOOKS<br />

www.BizBooks.org<br />

$36.00 ut/72pcs<br />

$15.00 dz<br />

Accept Credit Cards<br />

At Your Business.<br />

EXP Merchant<br />

$6.00 dzSee Hat Page Pins Also 36<br />

sold by the<br />

Gigantic dozen! Selection<br />

of Variety Goods<br />

Playing Cards<br />

12” Metal Signs<br />

$18.00 dz<br />

Garden Flags<br />

12”x18” Metal Signs SOARING $5.00 Each RC ............... 26<br />

$48.00 dz<br />

$5.50 Each<br />

$15.00 dz<br />

36 pcBiker Ring<br />

$24.00 dz<br />

Best Friend Necklace<br />

RAMSON’S<br />

$39.00 unit<br />

$24.00 dz/sets<br />

Belt Buckles<br />

See our Ad on Page 04<br />

$7.00 Each<br />

Metal Signs $24.00 dz $42.00 dz<br />

HOME $5.50 Each<br />

& HOUSEWARE<br />

SPECIAL FEATURES<br />

BAG VENDORS ............. 28<br />

DAKOTA STEEL ART ......... 13<br />

MERCHANDISE REP ......... 16<br />

PREM CONNECTION . BACK CVR<br />

RUG PROFITS............... 17<br />

RUSH SUPPLIERS ........... 48<br />

JEWELRY/<br />

ACCESSORIES<br />

BLING WHOLESALER ........ 21<br />

BODY CANDY HQ ........... 69<br />

BUND JEWELRY............. 23<br />

CLOSEOUTS FOR SALE. ...... 33<br />

HIPWHOLESALE ............ 45<br />

JEWEL CLEARANCE ......... 50<br />

SHAKE WHOLESALE. ........ 68<br />

NOVELTIES<br />

CARTOON CONCEPTS ....... 64<br />

COOL GLOWING ............ 63<br />

FUN FACE .................. 02<br />

NOVELTY SELLER ........... 61<br />

PPE SUPPLIES<br />

PPE STOCKROOM. .......... 24<br />

R/C & TOYS<br />

RC VARIETY ................ 53<br />

FORUM WORKSHOP ........ 30<br />

RETAILING NEWS ........... 14<br />

WHAT’S HOT ............... 12<br />

TRADE SHOWS<br />

ASD VEGAS SHOW .......... 41<br />

MARKET CENTER ........... 18<br />

WATCHES & CLOCKS<br />

TIME WHOLESALERS ........ 49<br />

WATCH DEALERS ........... 16<br />

WEDDING ITEMS<br />

SMARTEST BARGAIN . . . . . . . . 22<br />

DROPSHIP TO PROFITS!<br />

Tri- Color Necklace $18.00 dz<br />

1000’s of Items<br />

See our ad on page 29<br />

WHOLESALERS:<br />

Increase Your Sales<br />

By Advertising Here!<br />

631-754-5000<br />

WIND SPINNERS<br />

Sells Like<br />

A Breeze!<br />

DAKOTA STEEL<br />

See Our Ad on Pg. 13<br />

VISIT FORUM ON<br />

THE INTERNET<br />

View our latest books at<br />

www.bizbooks.org<br />

WE HAVE BUYERS<br />

Databases for ALL Industries<br />

www.BuyersContacts.com

ADVERTISING INFORMATION<br />

www.retailersforum.com<br />

VOL 28 NO. 2<br />

JUNE 2008<br />

MARKETING TIPS!<br />

MERCHANDISE SOURCES<br />

RETAILING TIPS<br />

SELL LIKE AN<br />

EGYPTIAN!<br />

Reach Active Buyers with our Print Readership<br />

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

✔ Apparel and Accessory Stores<br />

✔ Card and Gift Stores<br />

✔ Discount and Dollar Stores<br />

✔ Distributors and Jobbers<br />

✔ General Merchandise Stores<br />

✔ Internet On Line Stores<br />

✔ Mail Order Catalog Sales<br />

✔ Novelty and Toy Stores<br />

✔ On Line Stores<br />

✔ Resort and Souvenir Stores<br />

✔ Sporting Goods Stores<br />

✔ Variety Merchandise Stores<br />

✔ Wholesalers<br />

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

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

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

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

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

magazine indispensable to their buyers.<br />

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

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

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

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

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

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

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

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

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

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

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

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

FORUM PUBLISHING COMPANY<br />

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

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

CONTACT US:<br />

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

FAX: 631-754-0630<br />

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

Page 8 JANUARY <strong>2021</strong> | RETAILERS FORUM MAGAZINE

etailers<br />

ADVERTISING RATES<br />

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

› Page $400 $300 $275 $250<br />

¼ Page $525 $425 $400 $350<br />

½ Page $625 $525 $500 $450<br />

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

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

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

ADVERTISING SPECS<br />

› Page: 2¼" high x 3¼" wide<br />

¼ Page: 4‚" high x 3¼" wide<br />

½ Page:<br />

Full Page:<br />

4‚" high x 7" wide or<br />

9½" high x 3¼" wide<br />

9½" high x 7" wide<br />

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

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

FULL MARKETING PROGRAM INCLUDED >><br />

✔ Monthly print and mail magazine<br />

✔ Online magazine and search marketing<br />

✔ Distribution at top trade shows<br />

Printed Magazine<br />

• Your ad is featured in our<br />

printed magazine circulated<br />

to buyers across the USA.<br />

Includes distribution at<br />

industry’s top trade shows.<br />

Complete Digital Magazine<br />

• Your ad runs on-line at<br />

www.RFmagazine.com<br />

• Over 265,000+ monthly<br />

page views<br />

• Active link to your website<br />

Phone APP<br />

• Your company included in our<br />

free iPhone and Android APP.<br />

Imagine YOUR company right<br />

on the buyers phones!<br />

Reader Response<br />

• Generates leads from buyers<br />

interested in your products<br />

through a code placed in<br />

your ad and on-line at<br />

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

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

Search Marketing<br />

• Your company included in<br />

the industry’s leading search<br />

engine: www.supplier411.com<br />

• Saturation marketing coverage<br />

on our new wholesale portal:<br />

www.wholesalesources.com<br />

TOP INDUSTRY TRADE SHOWS <strong>2021</strong><br />

JANUARY<br />

Atlanta Gift Fair<br />

Los Angeles Market Week<br />

Minneapolis Gift Show<br />

Philadelphia Gift & Variety Show<br />

Seattle Gift Show<br />

FEBRUARY<br />

Charlotte Gift Show<br />

Louisville Gift Show<br />

Magic Sourcing Show<br />

New York Toy Fair<br />

Off Price Specialist Show<br />

Rocky Mountain Gift Show<br />

St. Louis Gift Show<br />

MARCH<br />

ASD Marketweek Las Vegas Show<br />

Atlanta Spring Gift Show<br />

California Marketplace<br />

Dallas Apparel & Accessories Show<br />

Greensboro Gift & Jewelry Show<br />

Norton’s Gift & Variety Show<br />

APRIL<br />

Charlotte Gift Show<br />

Hawaii Merchandise Expo<br />

Minneapolis Gift Show<br />

Northern Michigan Gift & Souvenir Show<br />

MAY<br />

Las Vegas Licensing Show<br />

New Orleans Gift & Jewelry Show<br />

Off Price Show NY<br />

JUNE<br />

Charlotte Gift & Variety Show<br />

Dallas Gift & Variety Show<br />

LA Fashion Market<br />

Minneapolis Gift Show<br />

Norton’s Gift & Variety Show<br />

JULY<br />

Atlanta Gift & Home Furnishings<br />

California Marketplace<br />

Oklahoma City Wholesale Show Philadelphia Gift<br />

& Variety Show<br />

AUGUST<br />

ASD Market Week<br />

Biloxi Wholesale Show<br />

Louisville Gift Show<br />

Minneapolis Gift Show<br />

Off Price Specialist Show<br />

New Orleans Gift & Jewelry Show<br />

Rocky Mountain Gift Show<br />

St. Louis Gift Show<br />

Toronto Gift Fair<br />

SEPTEMBER<br />

Asia America Wholesale Show<br />

Charlotte Gift & Variety Show<br />

Dallas Home & Gift Show<br />

Hawaii Gift Show<br />

Norton’s Gift & Variety Show<br />

Philadelphia Candy & Gift Show<br />

Rocky Mountain Gift Show<br />

OCTOBER<br />

Dallas Apparel & Accessories Show<br />

Florida Jewelry & Resort Show<br />

Greensboro Gift & Jewelry Show<br />

Las Vegas Souvenir & Gift Show<br />

Minneapolis Gift & Variety Show<br />

Additional Shows TBD<br />

NOVEMBER<br />

Gatlinburg Gift Show<br />

Hawaii Merchandise Expo<br />

New Orleans Gift & Jewelry Show<br />

Norton’s Gift & Variety Show<br />

Ocean City Gift Show<br />

Smoky Mountain Variety<br />

DECEMBER<br />

Charlotte Gift & Variety<br />

Grand Strand Gift & Variety Show<br />

Greensboro Gift & Jewelry Show<br />

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

Thanksgiving to Maximize Advertisers Results!<br />

* Show schedules are subject to change without notice.

FROM THE<br />

PUBLISHER<br />

This Can Be Our Best Year Ever<br />

GOODBYE 2020! I never thought that<br />

I would join in that refrain with such<br />

enthusiasm. This has been one of the<br />

most trying years we’ve had in history.<br />

As retailers we have endured sporadic<br />

NOW here is the good news. The light<br />

is shining bright at the end of the tunnel.<br />

Thanks to the innovation of operation<br />

warp speed the vaccines are being<br />

administered and it is the hope that once<br />

lockdowns as well as fundamental the elderly and vulnerable are protected<br />

changes to our businesses that have in<br />

some cases been devastating.<br />

YOU never know how good you are<br />

at surviving and how tough and smart<br />

you are until you’re put to the test. Over<br />

the last year we have lost many retailers,<br />

large and small, who could not weather<br />

the pandemic. Those who have survived<br />

accomplished it through careful planning<br />

and restructuring of their business models<br />

to make it through the past months. If<br />

you didn’t have a website, you sure do<br />

have one now. If you didn’t understand<br />

internet marketing and SEO you certainly<br />

took a crash course last year.<br />

THE retailers and wholesalers in our<br />

industry are among the toughest and<br />

we can once again go about our lives and<br />

rebuild our businesses. It is my great hope<br />

that ALL of the politicians will actually<br />

follow the science and conclude that<br />

bringing us back to normal life is essential.<br />

This is not red or blue, it is not elite<br />

businesspeople and politicians making<br />

statements, it is about the livelihoods of<br />

the citizens.<br />

IT is expected that regardless of who<br />

is president (still not official as I write<br />

this), our country will have a wonderful<br />

rebound this new year. For our fellow<br />

retailers who couldn’t hold on, I imagine<br />

that we may soon see them again as they<br />

restructure new businesses or resurrect<br />

their past ones. When you have retailing<br />

smartest businesspeople anywhere. in your blood it is all you want to do. So<br />

We have all worked hard to build our<br />

businesses and when times get tough<br />

we dig in and entrench ourselves for the<br />

battle. A perfect example of our ability to<br />

adapt is the many clothing wholesalers<br />

who turned to making face masks and<br />

the many retailers who cleared storage<br />

space in their backrooms to make<br />

room for the masks they started selling.<br />

Working hand-in-hand most of us have<br />

reformulated our business model to get<br />

through the tough times. We have done<br />

it before and we are up to any challenge<br />

thrown at us.<br />

we are looking forward to once again<br />

greeting both new and old friends at the<br />

trade shows we sorely miss.<br />

WE are at a new start for our industry<br />

and our individual businesses. As the<br />

economy reopens be sure that your<br />

business is ready to take advantage of<br />

the opportunities that will come before<br />

you. Consumers have been repressed<br />

for many months and they are going to<br />

come out strongly as restrictions loosen<br />

and are eventually removed. Be ready<br />

and be positive. We believe <strong>2021</strong> will be<br />

one of the best years ever.<br />

>> ON-LINE SOURCING<br />

The entire issue of<br />

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

is posted on-line at<br />

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

Includes: Website Links *<br />

E-Mail Links * Printable PDF’s<br />

ACCESS OUR MAGAZINE<br />

FROM ANYWHERE 24/7<br />

RETAILERS<br />

FORUM<br />

SALES & MARKETING<br />

Gregory Brown<br />

Tom Richards<br />

Scott Savitt<br />

Martin Stevens<br />

OFFICE MANAGER<br />

Leah C.<br />

PRODUCTION<br />

Lisa Maresca-Smith<br />

CREDIT DEPARTMENT<br />

Kristine Hines<br />

CIRCULATION<br />

Discount Reading Svc.<br />

LITERARY STAFF<br />

Patricia Luebke<br />

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Published Monthly by:<br />

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

383 East Main Street<br />

Centerport, NY 11721<br />

Tel: 631/754-5000<br />

Fax: 631/754-0630<br />

forumpublishing@gmail.com<br />

www.retailersforum.com<br />

39 Years<br />

1981-<strong>2021</strong><br />

RETAILERS FORUM is published monthly at<br />

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

Entire contents copyright ©<strong>2021</strong> by<br />

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

responsibility for contents herein. First and<br />

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

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

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etailers<br />

Reader Response<br />

FREE PRODUCT INFORMATION FROM OUR ADVERTISERS<br />

Have our advertisers contact you directly!<br />

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

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

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For Quick Response:<br />

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

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

Your Name _____________________________________________ Type of Business ____________________________________<br />

Company Name _____________________________________________________________________________________________<br />

Address ____________________________________________________________________________________________________<br />

City ____________________________________________________State _____________________ Zip ______________________<br />

E-Mail: _________________________________________________Tel _______________________ Fax ______________________

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CLOSEOUTS can give your store or website store the advantage<br />

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Page 12 JANUARY <strong>2021</strong> | RETAILERS FORUM MAGAZINE

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Want More Info? Circle #23 on page 11 • www.Vendor411.com<br />

RETAILERS FORUM MAGAZINE | JANUARY <strong>2021</strong> Page 13

Bankrupt Stein Mart Coming Back<br />

LAST year has seen a tremendous amount of store closures and bankruptcies of both<br />

large and small retailers around the country. Most recently Retail Ecommerce Ventures won a<br />

bankruptcy court auction to buy the intellectual property of Stein Mark for $6.02 million.<br />

THE Miami based company tries to revive distressed retailers as online only stores. The brands<br />

that have been bought so far include Pier 1 Imports, Dressbarn and Modell’s Sporting Goods.<br />

THE company is now going to extend that lifeline to Stein Mart. Previously Stein Mart<br />

competed in the physical space with Ross Stores, Marshalls, Home Goods and Burlington Stores.<br />

From this point on the focus will be only on ecommerce sales.<br />

OFF price sectors benefit more from in person shopping from customers who enjoy the<br />

excitement of rummaging through merchandise to find bargains. The pandemic has had a<br />

major impact on sales numbers and many shoppers have taken to buying online, which may<br />

prove an advantage to Stein Mart who will have a robust website to offer. Many off price<br />

retailers have been slow to shift online. The new owners have great experience in the online<br />

space and is working with well known brands they have acquired.<br />

TGE company is scouting other deals and opportunities after the holidays and feel that in<br />

this first quarter there may be some new opportunities to expand their markets.<br />

Kohl’s Welcomes Sephora<br />

MANY retailers consolidate space as well as make collaborations with brands and<br />

competitors that may assist them in more market share. Cosmetics are a great profit maker<br />

but many department stores found that it is hard to compete with the specialists like Ulta and<br />

Sephora brands. Recently Target decided to partner with Ulta to open makeup shops in their<br />

stores. When something like that happens it is noticed by other retailers and moves are quick<br />

to follow.<br />

AND follow it did, with the recent announcement that Sephora will open mini shops inside<br />

850 Kohl’s stores over the next two years. The announcement of the 10-year partnership came<br />

just weeks after Target’s announcement to incorporate Ulta into their stores.<br />

THE beauty category had historically been dominated by America’s department store<br />

chains, but is now increasingly moving out of malls, giving retailers that had been little invested<br />

in the category an opportunity to gain market share.<br />

ONCE Kohl’s made the announcement shares of the company raised 14%.<br />

THE Sephora stores will be about 2,500 square feet and expected to resemble their regular<br />

line stores. Kohl’s will remove their current beauty assortment for the new line. There is hope that<br />

with the pandemic ending soon that cosmetic sales (and all sales for that matter) will be on the<br />

increase. There is great expectation that these joint partnerships will move all of the brands into<br />

greater profitability this year. And if you know the brands - they are a bit pricey so will bring in<br />

dollars quickly.<br />

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

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

Page 14 JANUARY <strong>2021</strong> | RETAILERS FORUM MAGAZINE

WE SHIP WITHIN 24 HOURS...WORLDWIDE!<br />

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RETAILERS FORUM MAGAZINE | JANUARY <strong>2021</strong> Page 15

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

WHOLESALE BEDDING & HOME GOODS<br />

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

450 THREAD COUNT<br />

100% COTTON SHEET SETS<br />

MSRP $87.98<br />

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ARTISAN MODERN JACQUARD CURTAIN PANELS<br />

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Great<br />

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for your<br />

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MSRP $39.99<br />

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ROYAL 500 THREAD COUNT<br />

100% COTTON SHEET SETS<br />

STRIPED<br />

$ 49.99 - $ 69.99<br />

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Invicta Bolt Herc Reserve Quartz<br />

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$849.00<br />

Sale Price: $ 109.00<br />

IInvicta Pro Diver Mens Quartz<br />

42mm - Model 33269<br />

$199.00<br />

Sale Price: $ 49.00<br />

Invicta is a fast growing watch brand, and is considered by<br />

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that supremely crafted timepieces can be offered for a<br />

modest sums is the founding principle of Invicta.<br />

Explore an impressive selection of timepieces spanning 30<br />

diverse collections, and a wide use of exotic materials such<br />

as: meteorite, abalone, titanium, and carbon fiber. Invicta<br />

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Invicta Bolt Womens Quartz 36<br />

mm Gold, Stainless Steel Case<br />

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Invicta Angel Womens Quartz<br />

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Invicta Corduba Quartz Mens<br />

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Invicta Reserve Mens<br />

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Page 16 JANUARY <strong>2021</strong> | RETAILERS FORUM MAGAZINE<br />

Invicta Angel Womens Quartz<br />

33 mm Stainless Steel Case<br />

Blue Dial - Model 29114<br />

$279.00<br />

Sale Price: $ 59.00<br />

Invicta Specialty Womens Quartz<br />

36 mm Stainless Steel Case<br />

Charcoal Dial - Model 29395<br />

$199.00<br />

Sale Price: $ 59.00

SELL RUGS AT YOUR STORE<br />

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RETAILERS FORUM MAGAZINE | JANUARY <strong>2021</strong> Page 17

TMC <strong>January</strong> Safe-Sourcing Market<br />

Chicago ~ <strong>January</strong> 18th, <strong>2021</strong> - Buyer preview 17th<br />

TMC has prepared to welcome you back safely.<br />

TMC has changed its operations to comply with all the governmental guidelines for keeping people safe.<br />

Temperature<br />

checks required<br />

for entry<br />

Sanitizer stations<br />

throughout<br />

center<br />

Protective<br />

masks<br />

required<br />

Building<br />

occupancy<br />

reduced<br />

Enhanced<br />

cleaning<br />

& disinfecting<br />

Pre-packaged<br />

grab-and-go<br />

meals<br />

Increased<br />

outdoor air intake<br />

& filtration<br />

Registration for our next 2 Markets is open:<br />

• Jan. 18th, <strong>2021</strong> - Buyer preview 17th (Original date was Jan.11th)<br />

• March 1st, <strong>2021</strong> - Buyer preview Feb. 28th (ASD Cancelled)<br />

Name brands & extreme value merchandise<br />

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REGISTER AT<br />

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TMC The Merchandise Center, 9555 Foster Avenue, Suite 600, Schiller Park Illinois 60176 ©Copyright 2020<br />

TMC <strong>January</strong> <strong>2021</strong> Ad 7x4.5.indd 1<br />

12/11/20 1:48 PM<br />

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Page 18<br />

www.USACostumers.com<br />

JANUARY <strong>2021</strong> | RETAILERS FORUM MAGAZINE

LARGEST FOOTWEAR BRANDS IN THE WORLD<br />

Over 20 Years of Servicing The Marketplace<br />

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Fenty PUMA by Rihanna<br />

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Puma Black/Limepunch/Puma Black ~ Women<br />

Nike Sportswear<br />

Air Force 1 Mid LV8 - $ 30<br />

Sequoia/Sequoia/Gum Light Brown ~ Kids<br />

Reebok Club C85 AFF<br />

$<br />

30<br />

MET SNAKE - Black/Chalk ~ Unisex<br />

Fila Targa<br />

$<br />

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White/Fila Navy/Fila Red ~ Unisex<br />

Reebok<br />

Classic Leather Textural - $ 30<br />

Silver Met/Skull ~ Women<br />

Adidas Cponsortium<br />

Samba Womens Deep Hue - $ 30<br />

CLONIX/CRYWHT/CRYWHT ~ Women<br />

Reebok<br />

Workout Plus Ice - $ 23.70<br />

White/Flat Grey/Ice ~ Unisex<br />

Converse<br />

Lucky Star Hi - $ 23.70<br />

Garnet/Egret/Egret ~ Unisex<br />

New Balance<br />

247 - $ 29.70<br />

Marblehead ~ Men<br />

ASICS<br />

Gel Saga - $ 29.70<br />

White/Orchid ~ Unisex<br />

Vans<br />

OG Era LX - $ 32.50<br />

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RETAILERS FORUM MAGAZINE | JANUARY <strong>2021</strong> Page 19

Start.<br />

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THIS MONTH’S SPECIAL:<br />

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Page 20<br />

JANUARY <strong>2021</strong> | RETAILERS FORUM MAGAZINE

NYC’S BEST<br />

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RETAILERS FORUM MAGAZINE | JANUARY <strong>2021</strong> Page 21

THE LINGERIE<br />

SPECIALIST<br />

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

Lingerie sells year round<br />

We welcome small orders<br />

and deliver worldwide.<br />

Many clearance items giving<br />

you 100% mark-ups.<br />

Large profits<br />

www.FlirtyWholesale.com<br />

Ultimate Source for Wholesale<br />

BRIDAL MERCHANDISE<br />

Glitter Wedding Card Box<br />

$24.99<br />

We stock Everything For<br />

Wedding Stores & Event Planners<br />

Servicing the Industry Since 2003<br />

Birch Wood Engraved Ring Box<br />

$8.99<br />

Vintage Charger Plates<br />

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Hobnail Glass Candle Holders<br />

$8.99/set<br />

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Page 22 JANUARY <strong>2021</strong> | RETAILERS FORUM MAGAZINE<br />

Silk Rose Petals<br />

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Mercury<br />

Glass Metal<br />

Cake Knife<br />

& Server Set<br />

$39.99

GROW YOUR SILVER JEWELRY BUSINESS<br />

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Fashion Geometry Round 925<br />

Sterling Silver Hoop Earrings<br />

$11.31<br />

Casual Leaves 925 Sterling<br />

Silver Studs Earrings<br />

$ 1.72<br />

WHY CHOOSE US<br />

1. We are the #1 silver jewelry wholesale<br />

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2. We sell only jewelry in solid 925 sterling silver,<br />

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3. You are purchasing from the source. Our<br />

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4. Start from Panyu Guangzhou, 1994, more than<br />

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Party Blue CZ Stars Twisted<br />

Sterling Silver Studs Earrings<br />

$2.54<br />

Dark Blue Flower CZ 925 Silver<br />

Enamel Pendant<br />

$ 10.53<br />

Fashion White CZ<br />

Twinkle Star 925<br />

Sterling Silver Studs<br />

Earrings<br />

$ 8.54<br />

Chinese Style Blue<br />

Cloisonne Enamel<br />

Flower 925 Silver<br />

Earrings<br />

$ 3.90<br />

Simple Starfish<br />

Five Stars 925<br />

Sterling Silver<br />

Necklace<br />

$ 5.60<br />

Fashion Blue<br />

Epoxy Stars<br />

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Wide Ring<br />

$ 7.03<br />

Simple Hollow Engraving<br />

Flower Heart 925 Sterling<br />

Silver Flower<br />

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$ 2.99<br />

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RETAILERS FORUM MAGAZINE | JANUARY <strong>2021</strong> Page 23

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Page 24 JANUARY <strong>2021</strong> | RETAILERS FORUM MAGAZINE<br />

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RETAILERS FORUM MAGAZINE | JANUARY <strong>2021</strong> Page 25

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Page 26 JANUARY <strong>2021</strong> | RETAILERS FORUM MAGAZINE<br />

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RETAILERS FORUM MAGAZINE | JANUARY <strong>2021</strong> Page 27

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Page 28 JANUARY <strong>2021</strong> | RETAILERS FORUM MAGAZINE

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RETAILERS FORUM MAGAZINE | JANUARY <strong>2021</strong> Page 29

FORUM WORKSHOP<br />

forumworkshop<br />

Starting Your Own<br />

STARTING YOUR OWN<br />

BUSINESS<br />

Take Time To Reassess<br />

Business<br />

<strong>January</strong> 1st is a good time to look into the future,<br />

too. What is changing in your world? What<br />

will it cost you to buy updated equipment or the<br />

latest giftware inventory? Of course, income<br />

you have earned from sales all year long has<br />

bought new inventory and supplies. But what if<br />

times have changed dramatically, and you have<br />

to buy something that will enable you to continue<br />

to compete in the marketplace – like the<br />

phototypesetting machines that kept Midnight<br />

Oil Typesetting in business? Or you have a<br />

large inventory of your best selling pink ceramic<br />

flamingos; and no one is buying them. You still<br />

have to buy new inventory and either discount<br />

those flamingos or put them in storage for another<br />

decade.<br />

Then take home whatʼs left over. Does it sound<br />

like you are going to work for free for a few<br />

years? It is possible. Some people do, or they<br />

make half as much as they could earn if they<br />

had a salaried job.<br />

Why? Because if you survive the first five years,<br />

itʼs likely you will be able to make more than<br />

you could ever earn working for someone else.<br />

That is – that should be – why you started a<br />

business. There are more reasons to start a<br />

business, which Iʼll discuss in a later article. But<br />

making money is what will keep you in business<br />

Page 30 JANUARY <strong>2021</strong> | RETAILERS FORUM MAGAZINE<br />

and allow you to fulfill those other<br />

goals and needs. It is also the<br />

only thing that will justify all the<br />

hard work you must do to succeed.<br />

AVOID DEBT<br />

Getting into debt in the early<br />

years is not advisable. Your company<br />

will have a greater chance<br />

of surviving for a longer period of<br />

time if you donʼt owe anyone any<br />

money. It is simple to skip paying<br />

yourself a salary one month. Try<br />

skipping payment on a loan or a<br />

payable. Youʼll find yourself<br />

spending a lot of time on the telephone with<br />

creditors. This will interfere with everything else<br />

you need to do to make your business succeed.<br />

It will take up your time, will exhaust your mental<br />

and physical energy, and could cost you<br />

money – in interest payments or attorneyʼs<br />

fees. If you arenʼt sleeping nights because you<br />

owe money, you wonʼt make good business decisions.<br />

Youʼll be too tired, for one thing, too<br />

desperate for another. You might start lying,<br />

then youʼll start to believe those lies and begin<br />

to operate your business based on “fending off<br />

creditors” rather than “attracting customers.”<br />

Iʼve seen it happen many times.<br />

continued...

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RETAILERS FORUM MAGAZINE | JANUARY <strong>2021</strong> Page 31

The type of debt Iʼm talking<br />

about is not the money you<br />

have to spend to buy inventory<br />

and supplies for the<br />

day-to-day operation of your<br />

business (“working capital”).<br />

It is long-term loans from<br />

banks and lenders, or lines of credit you have<br />

taken advantage of (abused) beyond any reasonable<br />

expectation that you can actually afford<br />

to pay the debt. Reasonable expectation is<br />

what you can afford in a poor month, based on<br />

actual sales and expense figures. Going beyond<br />

that means you have projected that business<br />

is going to get better. It should, and you<br />

should project it, but only on paper as a personal<br />

goal for you and your staff. Donʼt get into<br />

debt based on those projections. Get into debt<br />

in direct proportion to your ability to pay.<br />

forumworkshop<br />

FORUM WORKSHOP<br />

SHORT + LONG TERM<br />

BUSINESS LOANS<br />

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Working Capital, Purchases, Equipment,<br />

Business Line of Credit<br />

Page 32 JANUARY <strong>2021</strong> | RETAILERS FORUM MAGAZINE<br />

Some new business owners break these rules.<br />

They find investors and loans and somehow or<br />

another sell the one product that the world has<br />

been waiting for. If you have one of those, youʼll<br />

have to take the risk. If youʼre like most of us,<br />

think twice.<br />

TRADE & BARTER<br />

A word about trade. Trade is<br />

not money except to the IRS.<br />

You have to pay taxes on the market value of<br />

anything you take in trade. You have to pay<br />

cash when you have not received cash. Can<br />

you afford to do this? If your company operates<br />

on a shoestring, where do you expect to get this<br />

tax money from?<br />

continued..<br />

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RETAILERS FORUM MAGAZINE | JANUARY <strong>2021</strong> Page 33

PLATFORM<br />

Donʼt trade working capital, only “excess profit.”<br />

New companies almost never have excess<br />

profits. Unless you start your business on the<br />

large sum of working capital your family gave<br />

you, or the money you earned from your last<br />

successful business, like the Gilzeanʼs Edinburgh<br />

Castle, you are probably cash short. Remember,<br />

you have to build a cash reserve for<br />

the business; and, chances are, in the first year<br />

both you and your employees are grossly underpaid.<br />

You need cash to pay for everything.<br />

forumworkshop<br />

FORUM WORKSHOP<br />

Build Your Own<br />

Years from now, youʼll have a track record and<br />

some savvy. Your inventory purchases more<br />

closely match demand. You sell almost everything<br />

you buy at retail, and keep up with market<br />

rends, economic conditions, and changing<br />

times. Youʼve given yourself and your staff frequent<br />

and substantial pay raises. Your employees<br />

are telling<br />

you they want<br />

to work for you<br />

until they retire<br />

because their<br />

salaries are so<br />

high and they<br />

have good<br />

health and retirement<br />

benefits.<br />

You have trained a trustworthy and<br />

dedicated manager and can finally take a vacation.<br />

And for the first time, your profits exceed<br />

all your projections and expectations. After you<br />

pay your bills, salaries, taxes, and business,<br />

and yourself, you discover you still have a<br />

bunch of cash in the bank that you have no<br />

foreseeable use for. This is “excess profit.”<br />

continued...<br />

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Page 34 JANUARY <strong>2021</strong> | RETAILERS FORUM MAGAZINE

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RETAILERS FORUM MAGAZINE | JANUARY <strong>2021</strong> Page 35

forumworkshop<br />

FORUM WORKSHOP<br />

Coincidentally, you try to sell an ad to a company<br />

that rents time-share condos in Hawaii.<br />

They will only accept trade. Youʼve got the cash<br />

to pay taxes, and you were planning to vacation<br />

in Hawaii in a hotel that would have cost the<br />

same as the time-share condo. These are the<br />

conditions under which to accept trade.<br />

You may be very tempted to take trade for<br />

things you donʼt need just to get customers in<br />

the start-up years. Big mistake. For one thing,<br />

trade wonʼt pay your bills. Remember, I said<br />

pay yourself<br />

last. When<br />

you accept<br />

trade, you<br />

pay yourself<br />

first. Trading<br />

may cause<br />

Take your<br />

Business to the<br />

Next Level<br />

you to run short of cash to pay debts because<br />

your creditors wonʼt accept pass-along trade.<br />

Your staff will start to wonder why you can afford<br />

a new wardrobe, a new car, and luxurious<br />

vacations when their salaries are so small.<br />

They will resent you; morale will plummet.<br />

Consider one other negative aspect of trade<br />

you will have to live with; once a customer has<br />

traded, he or she will expect to do so forever.<br />

Just how many meals in restaurants, overnight<br />

stays at local hotels, and gold necklaces do you<br />

need? How much can you really use? Youʼll find<br />

that your trade certificates start to pile up in<br />

your desk drawer. You canʼt use all those ballet<br />

tickets, and the season is almost over. After you<br />

give five away to your employees, a nice<br />

bonus, youʼll throw away three that no one can<br />

use.<br />

continued..<br />

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forumworkshop<br />

FORUM WORKSHOP<br />

Now you have lost money. And the people who<br />

traded with you were hoping you would, because<br />

your loss was their gain. They had excess<br />

profits. They only traded for things they<br />

really needed and could use right away. They<br />

did not need the cash to stay in business.<br />

Taking trade is a vicious cycle; one that is almost<br />

impossible to break. Just try telling a customer<br />

who is acclimated to trading that he or<br />

she has to pay cash. He or she<br />

will not believe you. Odds are,<br />

you will not do business with that<br />

customer for a long, long time.<br />

If you continue to ask for cash,<br />

and donʼt back down at the last<br />

minute (which is a bitter temptation<br />

for a publisher whose magazine<br />

has to go to press wether the space is filled<br />

or not), perhaps those people will agree to do<br />

business with you in the future for money.<br />

As an employee, the most annoying thing<br />

an employer ever did to me was to do business<br />

in trade. Employers like to pretend that<br />

trade doesnʼt count. I consider it salary. So<br />

when my boss complained that she “took no<br />

money home,” while she modeled her fur coat<br />

and her jewels, my stomach<br />

turned. Our initial staff of three<br />

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us all when we started. To me it<br />

looked like she was not only getting<br />

paid, but getting more than<br />

her share of what we had all<br />

contributed to.<br />

continued..<br />

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Page 38<br />

JANUARY <strong>2021</strong> | RETAILERS FORUM MAGAZINE

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forumworkshop<br />

FORUM WORKSHOP<br />

We had all worked equally hard to create a successful<br />

company; the cash value of her trade<br />

was five times my monthly salary. I do believe<br />

an employer is entitles to more than an employee.<br />

But her denial that she was getting paid<br />

at all led me to believe that her willingness to<br />

pay me more had dropped to zero. In fact, it<br />

had at the time. She could only see her lack of<br />

cash in proportion to our cash salaries. It was a<br />

real morale killer for the company.<br />

She never took our advice to stop trading (our<br />

advice was free). It took the advice of a paid<br />

CPA to tell her she was courting disaster. She<br />

slowed down but didnʼt stop. Edna did business<br />

with a lot of the same organizations I used too.<br />

They paid me cash when I said “no” to trade. If<br />

you are tempted to trade, there is one exception<br />

to the rule: trade for essential supplies. For<br />

example, if you are a printer, itʼs all right to trade<br />

printing for paper and ink. Trade only for things<br />

that you can use in your business, which will,<br />

in turn, produce income and profit. If you trade<br />

inventory (i.e., an item from your line of gifts)<br />

for anything, put that thing on display for sale.<br />

Just remember, nine<br />

out of ten new businesses<br />

fail in the first<br />

year. Half of those remaining<br />

will be gone<br />

five years later. Why?<br />

A lot of reasons, but<br />

poor management and<br />

lack of capital summarize<br />

most of them.<br />

continued..<br />

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Page 40 JANUARY <strong>2021</strong> | RETAILERS FORUM MAGAZINE

February 28 - March 3, <strong>2021</strong><br />

RETAILERS FORUM MAGAZINE | JANUARY <strong>2021</strong> Page 41

forumworkshop<br />

FORUM WORKSHOP<br />

The Entrepreneurial Spirit<br />

Why work that hard for an uncertain income<br />

and future? Because you are an entrepreneur.<br />

Because you want to, and it is important to you<br />

to take that risk. If you take the risk well, youʼll<br />

have things that money cannot buy. My favorite<br />

was control of my time. I set my store hours and<br />

days off. I worked late when necessary and left<br />

early when business was seasonally slow. But<br />

I was always promoting. Everyone I met knew<br />

me as a business owner. Something about that<br />

felt important to me. (I miss it now, which is why<br />

I freelance write.) If you have that type of personality,<br />

you have no choice. You will start a<br />

business. Most small business owners make a<br />

comfortable living for themselves and their families<br />

if they succeed. Dreams of six-month vacations<br />

die hard. Ask a small business owner<br />

about taking time off. Most will answer that they<br />

donʼt. The living that most make is better than a<br />

salaried job, if you count the “benefits.” But the<br />

store always needs minding. That is how they<br />

keep it going long enough for the kids to take it<br />

over.<br />

AN ENTREPRENEURIAL<br />

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forumworkshop<br />

FORUM WORKSHOP<br />

You have to be honest with yourself about yourself.<br />

There are two categories of workers: the<br />

Risk Takers and the Security Seekers. Risk takers<br />

are potential business owners. Security<br />

seekers are perfect employees.<br />

Are You A Risk Taker<br />

Or A Security Seeker?<br />

Security seekers are the type of people who<br />

live for the weekend. They do a job for the<br />

paycheck and find comfort in becoming skilled<br />

at a specific job or trade. They like working for<br />

companies with long histories – a sign that they<br />

can count on having a job as long as they<br />

choose. Some security seekers are manager<br />

material; others will never get out of the mailroom.<br />

But none of them want to take work<br />

home on the weekends.<br />

Risk takers like change<br />

and challenges. They<br />

want to be in charge of<br />

their lives – make decisions<br />

about what they do<br />

and how they do it.<br />

These people are willing<br />

to take both credit and<br />

blame for their actions.<br />

There are corporate-type risk takers, who,<br />

given the capital and laboratory facilities, will invent<br />

new products and technologies, perhaps<br />

create a subsidiary company. And there are entrepreneurial<br />

risk takers; they want to own the<br />

fruits of their ingenuity. Risk takers carry their<br />

jobs around with them all the time. Even of they<br />

arenʼt doing work at home, they are thinking<br />

about it – what needs doing Monday – or planning<br />

some new project.<br />

continued..<br />

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forumworkshop<br />

FORUM WORKSHOP<br />

In addition to being risk takers, the entrepreneurs<br />

I have met and interviewed (myself included)<br />

possess another characteristic that<br />

seems universal – they donʼt “fit in” and they<br />

donʼt want to fit in. These people are not the<br />

“dress for success” crowd. They donʼt enjoy<br />

making friends and influencing people to<br />

achieve promotions up the corporate<br />

ladder. I think the real entrepreneur<br />

is, above all else, open and<br />

honest.<br />

Not everyone who owns a business<br />

at any given moment has an entrepreneurial<br />

personality. Those who<br />

do, start businesses to enable<br />

themselves to earn an honest living,<br />

perhaps for the rest of their<br />

lives.<br />

Entrepreneurs realize that while clothing may<br />

project some sort of image, it has absolutely<br />

nothing to do with running a business. A tailored<br />

suit may help you if you work in the capacity of<br />

salesperson for your own company. But behind<br />

the scenes, in the offices, it is more important to<br />

be comfortable. Being comfortable lets your<br />

mind work. Entrepreneurs are comfortable<br />

– they are easy to be<br />

around and are self-assured.<br />

Unlike security seekers, risktaker<br />

entrepreneurs integrate<br />

“job” into their personality. They<br />

see themselves in terms of what<br />

they do for a living; they have a<br />

great deal of ego investment in<br />

their work.<br />

continued..<br />

Page 46 JANUARY <strong>2021</strong> | RETAILERS FORUM MAGAZINE

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RETAILERS FORUM MAGAZINE | JANUARY <strong>2021</strong> Page 47

forumworkshop<br />

FORUM WORKSHOP<br />

When one is that ego-involved, it is hard to trust<br />

oneʼs fate to another person. Running things,<br />

knowing that success and failure are your challenge<br />

and responsibility, becomes the only<br />

choice. Real entrepreneurs like to do business<br />

based on old values of honesty and trust –<br />

“business on a handshake.” Most suffer from<br />

too much trust in other people, who may not<br />

have entrepreneurial personalities.<br />

An entrepreneur has the ability to motivate the<br />

overworked and the underpaid. Entrepreneurs<br />

are leaders. The have the ability to get other<br />

people to agree to their dreams and help them<br />

achieve success. Why? Because a real entrepreneur<br />

is a good communicator. Management<br />

is like marriage: you have to be able to tell people<br />

you work with what is going on so that they<br />

agree to help you accomplish mutual goals.<br />

Entrepreneurs tend to stay that way for life.<br />

Which might explain why prospective employers<br />

wanted documentation on my previous<br />

three employers rather than my client list, after<br />

I had sold my company. My previous employers<br />

had all gone out of business. But maybe the<br />

prospective employers were accurate in assuming<br />

that a former business owner would<br />

have a hard time taking orders. It is true. For a<br />

time, I had a job in which I could control my<br />

work schedule. I had a “partnership” working relationship<br />

with my employer. When I lost that<br />

relationship, it became<br />

especially difficult<br />

to go to work in<br />

the morning. Deep<br />

down, I still want to<br />

work for myself.<br />

continued..<br />

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forumworkshop<br />

FORUM WORKSHOP<br />

That also might explain why so many business<br />

owners, who are now running successful companies,<br />

at one time or another owned a business<br />

that failed. Does it sound like an<br />

entrepreneur must be self-sacrificing? I believe<br />

that to be true.<br />

Some people start businesses with the intent to<br />

pay only themselves. They do not pay their<br />

suppliers and they keep employees in the perpetual<br />

poorhouse. Some get rich at the expense<br />

of everyone theyʼve<br />

done business with; some go<br />

bankrupt, some to jail. They<br />

are not real entrepreneurs. But<br />

letʼs not dwell on the dishonest<br />

people. Letʼs take a closer look<br />

at the characteristics of those<br />

who are in business to stay.<br />

Page 50 JANUARY <strong>2021</strong> | RETAILERS FORUM MAGAZINE<br />

Other Entrepreneurial<br />

Characteristics<br />

Another observation I have made about people<br />

who start businesses is they tend to be either<br />

young (twenty-one to thirty) or unemployed at<br />

the time. Perhaps it is because young people<br />

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RETAILERS FORUM MAGAZINE | JANUARY <strong>2021</strong> Page 51

FORUM WORKSHOP<br />

forumworkshop<br />

If you are comfortable<br />

with what you do for a living,<br />

stick with it. But if the<br />

job you go to each morning<br />

makes you dread the<br />

morning alarm, then<br />

save a big chunk of that<br />

salary each year until<br />

you have enough to live on for a year or two in<br />

the style to which you have grown accustomed,<br />

plus some capital for the company to grow on.<br />

You will have an advantage over the rest of the<br />

pack with money in the bank. But donʼt start a<br />

business that is completely out of your field of<br />

expertise. If something novel interests you, start<br />

on a part-time basis. Can the business be run<br />

with a full-time manager other than yourself?<br />

Perhaps another member of your family (husband,<br />

wife, grown children) can run the business<br />

full-time while you phase out of permanent<br />

employment. Work on the weekends and<br />

evenings to develop your skills. Then “retire”<br />

into a business of your own, as Bev Miller did,<br />

the woman who bought Midnight Oil Typesetting<br />

from me. As public relations director for a<br />

state agency, she often had to have pamphlets<br />

published. She gained an understanding of the<br />

typesetting business from the other side of the<br />

counter – as a customer. Learning the machinery<br />

was simple enough; and her daughter(s)<br />

ran the business until she left her state job.<br />

Entrepreneurs just donʼt like to work for<br />

someone else. Why? Because they<br />

would prefer to work for the best and<br />

smartest boss they know – themselves.<br />

Everyone else is an unknown.<br />

continued..<br />

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Page 52 JANUARY <strong>2021</strong> | RETAILERS FORUM MAGAZINE

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RETAILERS FORUM MAGAZINE | JANUARY <strong>2021</strong> Page 53

FORUM WORKSHOP<br />

forumworkshop<br />

Iʼm never confident that an employer will run his<br />

or her company well. It makes me uncomfortable<br />

to be a potential victim of someone elseʼs<br />

inability to make intelligent, informed, accurate<br />

business decisions. And I have a sense of control<br />

over the outcome, a greater willingness to<br />

live with the consequences of my own decisions.<br />

People do change. And while owners of new<br />

businesses tend to fit the profile I have described,<br />

those who have been at it for a number<br />

of years may behave differently. After years of<br />

coping with the reality of running a business –<br />

meeting payroll, spending long hours filling out<br />

forms, having people who owe you money treat<br />

you like a loan shark – people change. Some of<br />

the humble and lovable features wear off.<br />

Some of the shyness does too. It is hard to sell<br />

other people on your dreams if you are shy. You<br />

have to do public relations for your own company<br />

all the time. Everyone you meet should<br />

leave the encounter knowing your name and<br />

the name of your company and what you sell.<br />

You have to be a walking, talking billboard –<br />

maybe forever. This will change you, too.<br />

Finally, the two things that change the small<br />

business owner the most are success and<br />

failure. Almost everyone experiences a little of<br />

both. But after five<br />

years, youʼll know<br />

which category your<br />

business falls into,<br />

and you will have<br />

been changed by<br />

the process.<br />

continued..<br />

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Page 54 JANUARY <strong>2021</strong> | RETAILERS FORUM MAGAZINE

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RETAILERS FORUM MAGAZINE | JANUARY <strong>2021</strong> Page 55

forumworkshop<br />

FORUM WORKSHOP<br />

The successful will want<br />

more time to themselves.<br />

Time becomes a precious commodity<br />

for the successful entrepreneur.<br />

The unsuccessful will<br />

change in ways that they could<br />

never have imagined (nor<br />

could their family or friends). If<br />

you fail gracefully – pay your<br />

debts and quit – you will be<br />

sad, and ready to do it better<br />

the next time. If you fail miserably<br />

– go bankrupt and leave debts unpaid –<br />

you will have also lost some of your honesty<br />

along with your business. Donʼt believe it? I<br />

have come to believe that this is a psychological<br />

self-defense mechanism. Healthy for the individual<br />

in the short run; disastrous for the<br />

business and all your future endeavors.<br />

Page 56 JANUARY <strong>2021</strong> | RETAILERS FORUM MAGAZINE<br />

WRAPPING IT UP<br />

It is perfectly acceptable to close your business.<br />

Not every good idea is a good business. Not<br />

everyone who starts a business should have<br />

done so. After sixty years, some people want to<br />

retire, canʼt find a buyer, donʼt have any off<br />

spring who want to run the business, so they<br />

just stop. Simply pay attention to your profit and<br />

loss statements and your gut feelings, so you<br />

can guide your company into a long and prosperous<br />

future, or end it gracefully and try some<br />

other way to make a living (another venture or<br />

employment).<br />

If you truly have an entrepreneurial<br />

personality – you are a risk taker –<br />

then youʼll keep trying.<br />

continued..<br />

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RETAILERS FORUM MAGAZINE | JANUARY <strong>2021</strong> Page 57

forumworkshop<br />

FORUM WORKSHOP<br />

Youʼll keep trying, but not always right away.<br />

After all, economic conditions<br />

may not be just right, yet. Be<br />

patient with yourself, and try<br />

to time every venture to<br />

catch the next wave of worldwide<br />

economic prosperity. In<br />

retail, open in time for the<br />

Christmas shopping season.<br />

IT’S ALL IN HOW YOU SELL<br />

Now that you know what to sell, how do you<br />

sell it? How do you attract people to your place<br />

of business and make them spend money?<br />

Your place of business could be an office or a<br />

store or even a post office box. Perhaps you<br />

work at home. Since zoning laws in many residential<br />

areas prohibit you from conducting business<br />

out of your house – especially if your<br />

street might turn into a parking lot – working out<br />

of the home presents its own problems, a topic<br />

for another article series. But the rest of us want<br />

customers to come to us; in most cases this requires<br />

that they drive (or walk) somewhere. Different<br />

people have different shopping habits.<br />

Some will walk for blocks and shop dozens of<br />

stores until they find the right price. Some people<br />

“have to park out front.” Others will “buy<br />

from a good salesperson” no matter the price.<br />

There are so-called “impulse buyers.” In fact,<br />

impulse buyers have a perceived or real need<br />

to satisfy. The fact that they do one-stop shopping<br />

doesnʼt mean they see it. Still other people<br />

will look around, wait a day or two, and return to<br />

the place that offered the best price or the best<br />

service.<br />

continued..<br />

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Page 58 JANUARY <strong>2021</strong> | RETAILERS FORUM MAGAZINE

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RETAILERS FORUM MAGAZINE | JANUARY <strong>2021</strong> Page 59

forumworkshop<br />

FORUM WORKSHOP<br />

MOTIVATIONS TO BUY<br />

Some people are motivated by brand loyalty.<br />

Why are you a Republican or Democrat? Probably<br />

because your parents were; itʼs the same<br />

reason you buy Buicks or Fords; Ivory soap or<br />

Dial. There are so many choices of cars, soap,<br />

toothpaste, and the like, that it helps to have a<br />

reason to narrow the field – any reason. Habit<br />

is one reason. Price is a strong motivator when<br />

there is no real difference between products.<br />

Availability sometimes makes our choices for<br />

us. Just how many restaurants serve Diet Orange<br />

Slice, or both Pepsi and Coke?<br />

Proximity often determines where people shop<br />

for food and clothing. The nearest grocery store<br />

and the neighborhood shopping mall require<br />

the least amount of mental and physical effort,<br />

especially since frequenting the same places<br />

eventually helps us save time. Donʼt you have<br />

your local grocery store memorized so that you<br />

can go directly to most of the items you habitually<br />

buy? Wouldnʼt traveling to a different store<br />

with a different layout prove confusing and time<br />

consuming? Of course.<br />

If you plan to<br />

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business, locating<br />

your<br />

shop near<br />

the people whom you hope to attract only<br />

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continued..<br />

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Page 60 JANUARY <strong>2021</strong> | RETAILERS FORUM MAGAZINE

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RETAILERS FORUM MAGAZINE | JANUARY <strong>2021</strong> Page 61

FORUM WORKSHOP<br />

forumworkshop<br />

Once they<br />

have determined<br />

their<br />

“needs” –a<br />

car, a truck,<br />

a van –<br />

they will<br />

find out who is selling the best vehicle at the<br />

best price. These people will travel from dealer<br />

to dealer, so it makes sense to put your dealership<br />

close to others.<br />

Service businesses, like photocopy and printing<br />

shops, also benefit from proximity to customers.<br />

It makes more sense to have a legal<br />

brief copied at the shop in the lobby of your law<br />

firmʼs high rise than to walk or drive a block to<br />

a competitor, since prices and quality are fairly<br />

uniform in the industry.<br />

LOCATION<br />

So the first thing you can do to give your<br />

business a chance for success is choose a<br />

good location. Examine what you will sell and<br />

how much competition youʼll have. Then consider<br />

the shopping habits of your potential customers<br />

(like those described above). Cheap<br />

rent in an invisible location may enable you to<br />

launch your business, but it wonʼt keep it going<br />

unless your product or service is so special that<br />

it creates both demand and a willingness in<br />

people to go out of their way to get it. Charlieʼs<br />

roll-top desks are like that. He doesnʼt need<br />

much walk-in business; his production capacity<br />

is limited. The exposure his product gets at<br />

trade shows creates continuous demand.<br />

continued..<br />

Back<br />

Gives <strong>Forum</strong><br />

<strong>Forum</strong> Publishing Company is proud to support charities<br />

that help our communities both locally and overseas.<br />

www.RedCross.org<br />

www.Starlight.org<br />

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We encourage our readers to join us in supporting<br />

worthwhile charities that help make our world a better place.<br />

Page 62 JANUARY <strong>2021</strong> | RETAILERS FORUM MAGAZINE

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Accents Mini LED<br />

String Lights<br />

$<br />

7.99<br />

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the Dark<br />

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$<br />

1.99<br />

Cool Glow Bottle Collars<br />

50 pk Yellow<br />

$<br />

27.95<br />

LED Atomic Glow<br />

Shot Glass<br />

$<br />

2.59<br />

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$<br />

21.95<br />

Cool Glow Mugs<br />

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$<br />

52.95<br />

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(50-Pack)<br />

$<br />

24.00<br />

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$<br />

26.40<br />

8” Premium Glow Bracelets<br />

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$<br />

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$<br />

9.95<br />

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RETAILERS FORUM MAGAZINE | JANUARY <strong>2021</strong> Page 63

FORUM WORKSHOP<br />

forumworkshop<br />

PRICE SHOPPERS<br />

& SERVICE SHOPPERS<br />

PEOPLE ARE “PRICE SHOPPERS”<br />

OR “SERVICE SHOPPERS.”<br />

QUALITY FACTORS INTO EITHER<br />

DECISION-MAKING PROCESS.<br />

The price shopper has decided what item to<br />

buy and is going to “look for the best deal.” The<br />

lowest price may or may not be the best deal.<br />

You can purchase a ten-speed bike for $100,<br />

but youʼll have to assemble it, and if you put a<br />

part on wrong and break something, the company<br />

you purchased it from offers no warranty.<br />

All bicycle pedals screw on forward. Screwing a<br />

part on is typically taken for granted. Itʼs the one<br />

part of the instructions that people fail to read.<br />

It usually costs them a new pedal. For those<br />

who fancy themselves, or who really are, mechanically<br />

inclined, a bike in a box is a bargain.<br />

For others, it could be a real danger. Ten<br />

speeds rely on wire to hold the tension of the<br />

brake and derailleur (gear changer). When a<br />

newly assembled bike is put together by a bike<br />

shop, these wires are tightened. The home mechanic<br />

may forget to do this. A month later, or<br />

sooner, the wires need retightening, and again<br />

about once a year.<br />

So what is it worth to you to make certain your<br />

brakes work? $150? If the<br />

shop offers periodic adjustments,<br />

$200. In that case the<br />

“best deal” for the lowest<br />

price is the price of the bike<br />

and the service.<br />

continued..<br />

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4.81<br />

www.CartoonConcepts.com<br />

Page 64 JANUARY <strong>2021</strong> | RETAILERS FORUM MAGAZINE<br />

56S Bluetooth In-Ear<br />

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$<br />

2.99

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7.06<br />

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As LOW As $ 15.96<br />

Portable 58mm<br />

Bluetooth POS Receipt<br />

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As LOW As<br />

$<br />

39.85<br />

WeLink Phone<br />

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Adjustable Head USB Rechargeable<br />

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www.FindItChina.com<br />

RETAILERS FORUM MAGAZINE | JANUARY <strong>2021</strong> Page 65

FORUM WORKSHOP<br />

forumworkshop<br />

Cars are more<br />

complex. And<br />

while anyone<br />

can, in fact, adjust<br />

bike brakes<br />

with a wrench<br />

and a pair of<br />

pliers, cars require more knowledge and larger,<br />

more expensive tools. When they install the<br />

monorail in our town, Iʼll save automobile travel<br />

for vacations. Meanwhile, Iʼll gladly pay more<br />

than sticker price to get the car serviced and<br />

maintained by the dealer under an extended<br />

warranty. This sort of offer is not always available.<br />

But the one time it was, that dealer got my<br />

business. Again, the lowest price is relative to<br />

what you expect to own for your money. Even<br />

groceries, a commodity often advertised by relative<br />

pricing, reflect this fact. In the summer, a<br />

Page 66 JANUARY <strong>2021</strong> | RETAILERS FORUM MAGAZINE<br />

25 cents a pound head of lettuce will do if I plan<br />

to use it that evening; but if Iʼm stocking the refrigerator<br />

for the week, Iʼd for a head that will<br />

last longer, and Iʼll expect to pay more.<br />

The irony of pricing is how hard so many businesses<br />

work to be the “low price leader.” Being<br />

the cheapest does not mean people will flock<br />

to your door. A lot of companies behave that<br />

way. But their rivals typically match their low<br />

prices during special sales, so “lowest” becomes<br />

relative to price, quality, and service.<br />

Price your products realistically. Calculate (on<br />

paper) your cost of doing business. Project your<br />

overhead and cost of production, salaries, supplies,<br />

etc. Add to that what you would like to<br />

earn in salary (be conservative in the first two<br />

years).<br />

continued..<br />

CLEARANCE CENTER<br />

$<br />

29 95<br />

$<br />

28 99<br />

Elephone REXSO<br />

Explorer X<br />

Allwinner V3<br />

2.0 Inch Display<br />

Action Camera<br />

$<br />

18 99<br />

Jakcom R3F Smart Ring<br />

Waterproof Wearable<br />

Ring for NFC Electronics<br />

Mobile Phone Android<br />

Smartphone<br />

New Lots Daily<br />

Fresh Inventory<br />

BOBOVR Z4 VR<br />

Virtual Reality<br />

Headset 3D VR<br />

Glasses 120°FOV<br />

$<br />

21.99<br />

JJRC H64 SPIDERMAN<br />

2.4G Gravity Sensor<br />

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With Altitude Hold Mode<br />

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for <strong>Retailers</strong> and On-Line Sellers<br />

Hottest Products!<br />

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Tronsmart Bluetooth<br />

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Richer Bass In-Ear<br />

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$<br />

19 95<br />

Bluetooth Speaker LED E27 Smart Bulb APP<br />

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$<br />

9 99<br />

Wsken Type<br />

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$<br />

5 99<br />

25 In 1 Torx<br />

Screwdriver<br />

Repair Tool Set<br />

$<br />

15 09<br />

Creative Grinding<br />

Skeleton Piggy<br />

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$<br />

49 95<br />

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RETAILERS FORUM MAGAZINE | JANUARY <strong>2021</strong> Page 67

forumworkshop<br />

FORUM WORKSHOP<br />

Measure your prices against the competitionʼs<br />

– not to match their prices but to find out what<br />

they are really selling at their prices. The competitor<br />

who sells bikes in a box is going to be<br />

the “cheapest.” Let that company have that<br />

market. In small business, a better strategy is to<br />

charge enough to offer quality and service<br />

along with your product. Carry a higher quality<br />

bike, for example, and offer to adjust the brakes<br />

for free for a year.<br />

PRICING PROBLEMS<br />

Page 68 JANUARY <strong>2021</strong> | RETAILERS FORUM MAGAZINE<br />

Perhaps you are thinking as you read this, if<br />

you can sell a lot of “the cheapest” bikes, you<br />

can make more money and attract more customers.<br />

Let me clarify. What enables one company<br />

to be “the cheapest” is its ability to buy<br />

large quantities of a single product. This presents<br />

two problems for the small business<br />

owner. First, a large quantity requires a large<br />

outlay of capital for a single item. If you are just<br />

starting, you probably should not risk that much<br />

capital on a single product (unless it is your only<br />

product – like the pet<br />

rock). What if it does<br />

not sell? Is your cash<br />

reserve large enough<br />

to sell all those bikes at<br />

cost, or less, and purchase<br />

a new inventory,<br />

which in all likelihood<br />

will cost you more? If<br />

you sell seasonal<br />

items, like womenʼs<br />

clothing, you cannot<br />

afford that kind of<br />

mistake.<br />

continued..<br />

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Retail $141.25<br />

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OPEN A WHOLESALE ACCOUNT ON OUR SITE FOR ADDITIONAL 25% TO 40% DISCOUNTS!<br />

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RETAILERS FORUM MAGAZINE | JANUARY <strong>2021</strong> Page 69

Page 70<br />

FORUM WORKSHOP<br />

forumworkshop<br />

It takes three to six months for<br />

an order of clothing to arrive.<br />

You have to shop for each season<br />

that far in advance. If you<br />

get stuck with a large inventory<br />

of a single style, you not only<br />

wonʼt make money, you wonʼt<br />

be able to reorder soon enough to recover.<br />

Leave the price cutting wars to the big chains<br />

(Sears, K-Mart, JC Penney), the discount<br />

stores, and manufacturersʼ wholesale outlets.<br />

The large retailers buy merchandise for stores<br />

around the country. When they purchase a<br />

thousand of a single item, each store in the<br />

chain receives a small fraction of the order. The<br />

risk is spread out – since each store carries a<br />

wide variety, a single unpopular (unsellable)<br />

item wonʼt cause a catastrophe.<br />

JANUARY <strong>2021</strong> | RETAILERS FORUM MAGAZINE<br />

STORAGE<br />

The second problem a small retailer faces<br />

is storage. Where are you going to put it all?<br />

You should not waste rent money on excess<br />

storage space. Your inventory should always be<br />

on display for the customer to see and select<br />

from. Spend your rent on showroom space, not<br />

storage. Pewter by Ricker II uses the cabinets<br />

underneath the display shelves to store most of<br />

its inventory. When the single item on the shelf<br />

is sold, the manager replaces it immediately<br />

and easily. Furthermore, if a customer wants to<br />

compare the detailing on two figurines of the<br />

same design, the salesperson can pull a second<br />

out from under the shelf, without leaving<br />

the customerʼs presence. The back room is<br />

used for layaways.<br />

continued..<br />

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Womens<br />

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Gildan-G500L Ladies<br />

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Callaway CGW447<br />

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TOTES, TODDLER & HATS<br />

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Adams-LP103-2 Tone Panel Cap<br />

Brookson Bay-BB50 Solid<br />

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Gemline<br />

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Convenient Online Shopping by:<br />

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Adams AC101 Ace<br />

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www.TshirtRep.com<br />

RETAILERS FORUM MAGAZINE | JANUARY <strong>2021</strong> Page 71

FORUM WORKSHOP<br />

forumworkshop<br />

When a customer who has paid a deposit on a<br />

pewter sculpture watches the salesperson go<br />

into the back room to get his or her “layaway,”<br />

it gives the impression that the customerʼs purchase<br />

was, in fact, put aside just for that customer.<br />

On the other hand, when a salesperson<br />

leaves the floor to find something in the back<br />

room, it gives a person who is “just looking” an<br />

excuse to leave the store. Many people wonʼt<br />

ask whether you have more of an item if they<br />

canʼt see it on display. So if you forget to pull<br />

something out of the back room and put it on<br />

the shelf or rack, you could lose business.<br />

Shoe stores are a notable exception. Since<br />

we were little children, weʼve been trained to sit<br />

down, take off our shoes, and have a salesperson<br />

find our size. Shoe stores need only one<br />

pair (even one shoe) on display. Then the<br />

salesperson runs<br />

in and out of the<br />

back room to<br />

bring different<br />

styles, colors, and<br />

sizes to his or her<br />

customer. Payless<br />

Shoe Source<br />

changed this system<br />

with mass merchandising. Their merchandise<br />

is minimum quality, and each storeʼs entire<br />

inventory is on display in the showroom. Once<br />

a salesperson has explained the storeʼs system<br />

– where you can find your size – you are on<br />

your own while you try on shoes. Help is available<br />

if you need it, but you have to ask. Quantity<br />

buying for a large number of stores has<br />

enabled Payless to capture a significant share<br />

of the low price market.<br />

continued..<br />

FREE 14-DAY TRIAL<br />

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Page 72 JANUARY <strong>2021</strong> |<br />

RETAILERS FORUM MAGAZINE<br />

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RETAILERS FORUM MAGAZINE | JANUARY <strong>2021</strong> Page 73

FORUM WORKSHOP<br />

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Page 74 JANUARY <strong>2021</strong> | RETAILERS FORUM MAGAZINE<br />

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RETAILERS FORUM MAGAZINE | JANUARY <strong>2021</strong> Page 75

FORUM WORKSHOP<br />

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Every business owner I have interviewed made<br />

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“I owe it all to my employees.” The employees<br />

(and you, if you deal directly with<br />

customers) control how much quality and service<br />

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Say the customer is in the habit of buying $20<br />

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going to tell her that they last longer. A person<br />

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it, but must point out the construction features<br />

of the shoes so that the customer can “see it”<br />

for herself. That is how you sell quality and<br />

service, by attending to the customerʼs “real<br />

Page 76 JANUARY <strong>2021</strong> | RETAILERS FORUM MAGAZINE<br />

need” (to buy a pair of<br />

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RETAILERS FORUM MAGAZINE | JANUARY <strong>2021</strong> Page 77

FORUM WORKSHOP<br />

forumworkshop<br />

Since clothes cost more,<br />

women have turned toward<br />

“investment buying” – buying<br />

things that match previous<br />

yearsʼ purchases and that<br />

will last. Classy Ladyʼs staff<br />

is part of Judyʼs success, she<br />

says, because they realize<br />

this and cater to it.<br />

Judy avoids spending her capital on trendy<br />

fashions. She says any small business must<br />

specialize, then service customers well. “I try to<br />

hire people whose lifestyles are most like my<br />

customersʼ. The customers feel that. When<br />

someone comes out of a fitting room, we want<br />

them to look wonderful in the clothes, and when<br />

they go out, have people ask, ʻWhere did you<br />

get that?ʼ Referrals are our best advertisement.”<br />

Judy solicits input from her staff when<br />

she makes buying decisions, since they have<br />

the closest contact with the clientele. That is<br />

what you should look for in employees –<br />

people who are as interested in the future of<br />

your company as you are. Look for people<br />

who want to help you make wise decisions<br />

about your business, like Judyʼs staff who keep<br />

her informed about her customersʼ tastes and<br />

preferences.<br />

What can you do to find this type of person?<br />

Part of it has to do with your hiring process.<br />

People like this are born, not made. They will<br />

be interested in becoming a part of your organization<br />

the day they start with you. The extent to<br />

which they behave this way depends on you –<br />

on your ability to manage and motivate.<br />

continued in next issue ...<br />

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Page 78 JANUARY <strong>2021</strong> | RETAILERS FORUM MAGAZINE

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RETAILERS FORUM MAGAZINE | JANUARY <strong>2021</strong> Page 79

The Complete Guide to Making Money at Auctions!<br />

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Page 80 JANUARY <strong>2021</strong> | RETAILERS FORUM MAGAZINE

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RETAILERS FORUM MAGAZINE | JANUARY <strong>2021</strong> Page 81

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RETAILERS FORUM MAGAZINE | JANUARY <strong>2021</strong> Page 83

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RETAILERS FORUM MAGAZINE | JANUARY <strong>2021</strong> Page 85

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Page 86 JANUARY <strong>2021</strong> | RETAILERS FORUM MAGAZINE

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RETAILERS FORUM MAGAZINE | JANUARY <strong>2021</strong> Page 87

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Page 88 JANUARY <strong>2021</strong> | RETAILERS FORUM MAGAZINE<br />

Page 88 88<br />

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order no. 0-06-019621-1<br />

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order no. 0-7897-2298-4<br />

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FRANCHISE BIBLE<br />

how to Buy one, or Franchise Your own business. over<br />

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order no. 1-55571-367-X $24.95<br />

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order no. 0-399-52378-2 $14.95<br />

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order no. 0-940398-19-2 $11.00<br />

THE COPYRIGHT GUIDE<br />

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order no. 1-880559-43-9<br />

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Closeout of the Month<br />

SMALL BUSINESS LEGAL KIT AND DISK<br />

over 400 pages of practical legal info, forms and agreements<br />

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order no. 1-55850-701-9 $10.00<br />

sPECiAL: Buy any other book on this page and take this one<br />

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Page 89<br />

RETAILERS FORUM MAGAZINE | JANUARY <strong>2021</strong> Page 89

USA Closeout Directory<br />

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

goods at the lowest prices possible. Our best-selling<br />

USA Closeout Directo-ry shows you how and most<br />

importantly, WHERE. Hundreds of closeout dealers<br />

specializing in selling goods often priced as<br />

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marketers, home party plan sellers ...anyone who<br />

sells merchandise needs this directory! Clothing<br />

• Elec tronics • Jewelry • Toys • Watches • More!<br />

Order No. 4 -<br />

Closeout Directory - $29.95<br />

Dollar Store<br />

Merchandise Guide<br />

The most complete directory of<br />

wholesalers and manufacturers<br />

in the USA specializing in dollar<br />

store merchandise. Hundreds<br />

of companies are listed with<br />

complete contact information,<br />

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one, this new directory is a must!<br />

Order No. DSM • Dollar Store<br />

$29.95<br />

Toy Importers & Wholesalers<br />

This is the definitive guide for<br />

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over 156 pages of listings of both<br />

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Included are names, addresses,<br />

phone and fax numbers as well as<br />

company websites and e-mail<br />

addresses and descriptions of<br />

lines carried.<br />

Order No. TOY<br />

$29.95<br />

Directory of Smoke Shops<br />

Our EXCEL Directory contains over 7,000 Smoke<br />

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names, personal e-mails and phone numbers. This<br />

directory is emailed to you in Excel format<br />

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DIRECTORY INCLUDES:<br />

• 7,000 Smoke Shops/Head Shops<br />

• Phone Numbers<br />

• Over 60% Have Personal E-Mails<br />

• U.S and Canada<br />

• Company Addresses<br />

Order No. SSDB (Excel)<br />

$399.00<br />

Independent Sales Rep. Directory<br />

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

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

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

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

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

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Order No. SGREP-B Printed Book $359.00<br />

Order No. SGREP-E Excel emailed to you $499.00<br />

1-800-635-7654<br />

Page 90<br />

Page 90 JANUARY <strong>2021</strong> | RETAILERS FORUM MAGAZINE<br />

Business Directories

Imagine<br />

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This is the<br />

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• Apparel • Electronics • Fragrances • General<br />

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No. W1 Wholesale Sources $29.95<br />

Auction Directory<br />

Wholesale Sources<br />

Jam-packed<br />

with 1000’s<br />

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sources across<br />

the USA<br />

This is THE definitive guide to auctions!<br />

It not only tells you WHERE<br />

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also HOW to participate in the auction<br />

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auctions, housing auctions, jewelry,<br />

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Order No. AUC- Auction Directory - $39.95<br />

How to Find,<br />

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Surplus and<br />

Liquidated<br />

Goods<br />

Hidden Wealth<br />

With this authoritive Directory, you will<br />

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Order No. 1-88422-24-2 Hidden Wealth $39.95<br />

Jewelry Wholesalers<br />

& Manufacturers<br />

This exquisite directory will bring the<br />

world’s finest jewelers directly to you! Featuring<br />

fine jewelry of all types including:<br />

• Beads • Diamonds • Gemstones • Gold<br />

• Silver • Much More! The suppliers list<br />

their names, addresses, websites and specialties.<br />

All feature high-end quality jewelry that is<br />

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you must order this directory!<br />

Order No. FJ $29.95<br />

Business Directories<br />

Hobby & Craft<br />

Suppliers Guide<br />

The crafts industry is one of the hottest-growing<br />

segments in the marketplace<br />

today. Scrap-booking, painting,<br />

needle-crafts and sewing are hobbies<br />

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• Art Materials • Baskets • Beads/<br />

Trim • Ceramics • Dolls • Fabrics •<br />

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Order No. AC $29.95<br />

Holiday Merchandise<br />

Wholesalers<br />

& Manufacturers<br />

Introducing our newest directory that puts<br />

the country’s largest suppliers of holiday<br />

merchandise at your fingertips. Seasonal<br />

merchandise is a mainstay of the industry,<br />

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Order No. HM $29.95<br />

www.bizbooks.org<br />

Page 91<br />

RETAILERS FORUM MAGAZINE | JANUARY <strong>2021</strong> Page 91

Wholesale Gift Guide<br />

A Great resource to locate higher end<br />

decorative merchandise. This gigantic<br />

400 page guide is the definitive resource<br />

guide to finding suppliers for gift products.<br />

Listed by category, over 4,000<br />

leading wholesalers and manufacturers<br />

servicing the gift industry are included.<br />

• Accessories<br />

• Collectibles<br />

• Floral<br />

• Gifts<br />

• Home/House<br />

You’ll refer to this on a daily basis to<br />

find new suppliers for products.<br />

Order No. GG Gift Guide $39.95<br />

Annual Guide to the<br />

Licensing World<br />

Here is an incredible Directory that<br />

guides you through the world of Licensed<br />

prod-uct merchandising. Need to know<br />

who owns a license? Who to contact to<br />

distrib-ute a licensed product? This book<br />

has all the answers and covers the entire<br />

world! Licensors: Listing of companies<br />

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These are the sources that you would<br />

apply to if you wish to obtain a license to<br />

manufacture<br />

merchandise. Licensees listed here you will find the companies who<br />

distribute licensed merchandise. Full listings include categories of<br />

merchandise each company handles. Contact these companies to buy<br />

the licensed merchandise that they have manufactured. The licensed<br />

merchandising industry moves billions of dollars of products every<br />

year and is one of the fastest growing segments of retailing.<br />

Order No. 321 $249.00<br />

USA Mail Order Catalogs<br />

New for this year is a compilation of BOTH<br />

consumer mail order catalogs in addition to<br />

business-to-business catalogs in one huge<br />

volume! Part one of this incredible collection<br />

of mail order catalogs provides the<br />

most comprehensive look at the consumer<br />

catalog in the industry available anywhere.<br />

Over 7,000 consumer catalog companies<br />

are listed under 44 various product chapters<br />

from Animals to Toys and Games.<br />

Catalog size, number of catalogs mailed,<br />

sales volume and key executive names are provided for ease in marketing<br />

your products to these catalogs.<br />

The second part of this directory provides details on suppliers<br />

of everything from computers to laboratory supplies; office products<br />

to office design; marketing resources to safety equipment. Just about<br />

every kind of product or service that a business needs to operate is<br />

covered.<br />

Order No. 159237-156-6 1,900 pages $450.00<br />

BUCKS FOR BLING<br />

Sourcing For Jewelry<br />

Makers Directory<br />

Up-to-date and easy-to-use directory<br />

solving your jewelry materials sourcing,<br />

production and contracting needs.<br />

If you are considering your own line<br />

of jewelry items this is a must-have<br />

in locating materials and factories to<br />

produce it.<br />

Accessories<br />

Sourcing Directory<br />

The comprehensive directory provides<br />

you with direct sources for the designing<br />

and manufacturing of bags, belts,<br />

hats, shoes, gloves. You will find the top<br />

companies to help you produce your merchandise<br />

directly at their factories.<br />

Order No. 121 $150.00<br />

Order No. 122 $100.00<br />

1-800-635-7654 Page 92<br />

Business Directories

APPAREL<br />

BUSINESS DIRECTORIES<br />

Fabrics, Services, Trims<br />

This up-to-date directory solves your<br />

production sourcing and contracting<br />

needs in the Americas. The sourcebook<br />

includes: sewing, cut-n-sew, and finishing<br />

contractors and apparel production<br />

services from within the U.S., Canada<br />

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factories are sorted by clothing classification<br />

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This directory will help you put your<br />

own designs into production.<br />

Order No. 0971486743 $125.00<br />

A complete and updated guide listing<br />

over 2,600 nationwide suppliers of all<br />

types of domestic and imported fabrics,<br />

trims and notions, plus forecast<br />

services, swatch design studios and<br />

more for the apparel and design industries.<br />

Listings include sales manager’s<br />

name, price points, minimums,<br />

etc. Fabric and trim manufacturers,<br />

converters, jobbers and reps are<br />

listed. This sourcebook provides you<br />

with MATERIALS and sources to<br />

make your own goods.<br />

Order No. 0971486735 $135.00<br />

Apparel Contractors (USA Edition)<br />

1-800-635-7654 Page 93<br />

Directory of Brand Name Apparel<br />

Manufacturers<br />

Updated and easy-to-use directory<br />

listing brand-name label manufacturers<br />

and importers in the women’s,<br />

men’s, children’s and accessory markets.<br />

Developed and targeted for store<br />

and catalog buyers to shop the apparel<br />

and accessory markets easily, there are<br />

over 2,800 brand name labels listed,<br />

broken down by types of apparel classifications.<br />

If you are looking for the<br />

SOURCES for brand name goods,<br />

this directory is for you.<br />

Order No. 0971486751 $135.00<br />

RN & WPL Encyclopedia<br />

A comprehensive listing of every Registered<br />

Number and Wool Product Label<br />

ever issued by the Federal Trade Commission<br />

to identify all sorts of goods imported,<br />

manufactured and/ or sold in the U.S. Over<br />

126,500 records including contact information<br />

for more than 31,500 manufacturers,<br />

importers and wholesalers of apparel<br />

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available: RN or WPL number, contact<br />

names & titles, street addresses, phone &<br />

fax numbers, website & e-mail addresses,<br />

type of business and product information.<br />

Order No. RN8. Directory $285<br />

Order No. RN8C Directory/CD Combo $475<br />

The Small Design Company's Guide to<br />

Wholesale Fabrics & Trims<br />

Upj-to-date guide created specifically for the smaller design houses and home sewing<br />

businesses. Directory lists fabric and trim companies that will sell to businesses that<br />

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

fabric suppliers and all their contact information.<br />

Order No. A-106 $65.00<br />

Apparel Business Directories<br />

RETAILERS FORUM MAGAZINE | JANUARY <strong>2021</strong> Page 93

FORUM PUBLISHING CO.<br />

383 E. Main St. Centerport, N.Y. 11721<br />

T: 631-754-5000<br />

F: 631-754-0630<br />

E: <strong>Forum</strong>Publishing@aol.com<br />

Credit Card ORDERS: 800/635-7654<br />

FAX ORDERS: 631/754-0630<br />

INQUIRIES: 631/754-5000<br />

Website: www.bizbooks.org<br />

Order by phone<br />

1-800-635-7654<br />

You’ll save time ordering by phone instead<br />

of mail. Speak with our knowledgeable<br />

salespeople who will assist<br />

you in placing your credit card order. If<br />

you have questions about our products,<br />

call Customer Service: (631)754-5000<br />

Mon-Fri 10am-5pm EST.<br />

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Order by mail<br />

Please complete all information so we<br />

can fill your order promptly. We gladly<br />

accept checks, money orders and<br />

major credit cards. If charging from<br />

your credit card, please SIgn the order<br />

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your complete number and expiration<br />

date. Sorry we do not accept C.O.D<br />

or stamps. Checks must clear bank<br />

before orders can be shipped.<br />

Order by Fax<br />

631-754-0630<br />

When charging purchases to your<br />

credit card, it is easy to send us your<br />

completed order form via Fax<br />

Delivery Information<br />

Books and cassette programs will be<br />

shipped within 1-5 working days.<br />

Allow 6-8 weeks for magazine subscriptions<br />

Order Online<br />

www.bizbooks.org<br />

We download orders hourly and<br />

process within 24 hours.<br />

Sales Policy<br />

Books and Cassette programs are<br />

sold as information only and are<br />

guaranteed as represented in this<br />

catalog. All items in this catalog<br />

are sold on a non-refundable basis.<br />

NAME _________________________________________________________________________________________________<br />

ADDRESS_________________________________________________________________________________________________<br />

CITY_______________________________________________________________STATE<br />

ZIP<br />

PHONE NUMBER (_______) ______________________________ EMAIL ___________________________________________<br />

What Books Would You Like?<br />

PG QTY NUMBER TITLE PRICE<br />

SHIPPING<br />

CHARGES<br />

ALL ORDERS ADD $7.00 1st BOOK<br />

$4.00 EA. ADD’L BOOK<br />

CANADIAN $4.00 EA. SHIPMENTS: ADD’L $11.00 BOOK 1st BOOK<br />

$ 8.00 EACH ADDITIONAL<br />

Orders for SAMPLE COPIES of magazines:<br />

OUTSIDE OF USA: ORDERS CAN BE SHIPPED USING YOUR FEDEX<br />

DO NOT OR UPS ACCOUNT add shipping NUMBER ONLY charges<br />

Payment Information Goes Here<br />

CANADIAN SHIPMENTS:<br />

$11.00 1st BOOK • $8.00 EACH ADD’L<br />

OUTSIDE OF USA:<br />

ORDERS CAN BE SHIPPED USING YOUR<br />

FEDEX OR UPS ACCOUNT NUMBER ONLY<br />

SUBTOTAL<br />

NYS SALES TAX<br />

SHIPPING<br />

TOTAL<br />

CHECK MONEY ORDER AMEX MASTERCARD VISA DISCOVER<br />

ACCOUNT NUMBER<br />

SIGNATURE X ________________________________________________________<br />

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ALL BOOKS ARE SOLD AS INFORMATION<br />

ONLY ON NON-REFUNDABLE BASIS<br />

1-800-635-7654 39<br />

Order Form<br />

Page 94<br />

Page 94 JANUARY <strong>2021</strong> | RETAILERS FORUM MAGAZINE

THE ULTIMATE<br />

WHOLESALE RESOURCE!<br />

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• Free Monthly Trade<br />

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WholesaleSources.com<br />

your search engine for everything wholesale!<br />

RETAILERS FORUM MAGAZINE | JANUARY <strong>2021</strong> Page 95

JANUARY <strong>2021</strong><br />

FORUM PUBLISHING COMPANY<br />

383 East Main St., Centerport, NY 11721<br />

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