Retailers Forum Magazine July 2021 EMAG

etailers

VOL. 41 NO. 3

JULY 2021

Connecting Connecting Wholesalers and Retailers Since 1981Since 1981

BRING YOUR WHOLESALE BUYING INTO THE 21ST CENTURY

or email

PALLETFLY.COM

INFO@PALLETFLY.COM

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Page 2 JULY 2021 | RETAILERS FORUM MAGAZINE

Want More Info? Circle #15 on page 11 • www.Vendor411.com


RETAILERS FORUM MAGAZINE | JULY 2021 Page 3

www.TimeWholesalers.com

Lucien Piccard Cartagena

MSRP: $395.00 (85% off)

Wholesale: $59.99

Brand Name Luxury Watches

Men’s Selections

Lucien Piccard Verona

MSRP: $545.00 (78% off)

Wholesale: $119.99

Chanel J-12

MSRP: $4,950.00 (49% off)

Wholesale: $2,499.99

Heko +Life

MSRP: $149.00 (87% off)

Wholesale: $19.99

Stock your retail store or online

business with over 20 major brands

Average 60% off retail

Puma

MSRP: $120.00 (66% off)

Wholesale: $40.99

Women’s Selections

Invicta Specialty

MSRP: $425.00 (91% off)

Wholesale: $37.99

1,000’s of Watches

Easy On-Line

Shopping

Seiko Neo Classic

MSRP: $250.00 (60% off)

Wholesale:

$99.99

Lucien Piccard LaBelle

MSRP: $495.00 (80% off)

Wholesale:

$99.99

Lucien Piccard Garda

MSRP: $525.00 (81% off)

Wholesale:

$99.99


Cartier Baignoire

MSRP: $37,100.00 (69% off)

Wholesale:

$11,499.99

Versace

MSRP: $6,395.00 (80% off)

Wholesale:

$1,299.99

Baume & Mercier Ilea

MSRP: $1,990.00 (78% off)

Wholesale:

$429.99

This is a Buying Guide for

RETAIL STORE OWNERS

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

leading merchandise wholesalers. The advertisers herein sell strictly

wholesale and require that you purchase with the intent of reselling

through retail channels.

HOW TO USE THIS DIRECTORY

☛ Locate the products that interest you.

See our product directory located on

pages 6 & 7.

☛ Make direct contact with advertiser.

Most will have catalogs and price lists

for you.

☛ Order your merchandise, which will be

shipped directly to your store.

CLICK ON BANNERS

IN SELECT ADS


TO GET FREE CATALOGS/PRICING

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ADVERTISERS INDEX

PLEASE PATRONIZE THE LEADING WHOLESALERS

WHO ADVERTISE IN RETAILERS FORUM MAGAZINE

JULY 2021

THE TRUSTED BUYING SOURCE FOR RETAIL STORES!

ADVERTISING

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

APPAREL

1 STOP WHOLESALE ........ 37

BLANK TEES. ............... 56

BOUTIQUE CLOSEOUTS. ..... 31

CLOTHINGWARE ........... 69

DD BULK ................... 48

FASHIONABLE SALES. ....... 29

FLIRTY WHOLESALE ........ 22

HEAVENLY SUITS ........... 18

ROCKLEDGE DESIGNS ....... 15

SCARF WAREHOUSE ........ 75

STYLE IN FASHION .......... 18

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

T SHIRT REP ................ 23

UIN DEALS ................. 19

UNIVERSE WHOLESALE. ..... 53

USACOSTUMERS.COM ...... 64

ASSORTED ITEMS

AUCTION FINDER ........... 44

BEAN WHOLESALERS ....... 28

DINO DROPSHIP . . . . . . . . . . . . 63

DOBA DROPSHIP ........... 43

EVERYTHING CLOSEOUTS ... 54

EZ DROPSHIP. .............. 36

FIND IT ASIA. ............... 89

GET THAT WHOLESALE .......83

MEGA UBID .................72

PALLETFLY. .................02

RAMSONS IMPORTS ........ 13

SWEET WHOLESALERS .......73

TOP TEN WHOLESALE ........85

BOOKS

AUCTION BOOK .............82

BUYERS CONTACTS ..........87

CLOSEOUT DIRECTORY. ......86

HIDDEN WEALTH ............84

CANDY

SWEET WHOLESALERS .......73

CELLULAR

CELLCITY.BIZ ...............45

WHOLE-CELL ...............79

COMPUTERS

REFURB SHOPS ..............24

CONSUMER ELECT.

FIND IT CHINA ...............55

CREDIT CARD

PROCESSING

EXP MERCHANT .............57

#1

BUYING GUIDE

FOR RETAIL STORES!

DISPLAY/SUPPLIES

& SERVICES

AVVO ..................... 46

CC WAREHOUSE . . . . . . . . . . . . 81

E-STORE BUILDERS ......... 40

E STORE SIGNS ....BACK COVER

E-STORE SITES ............. 31

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

FORA MOBILE COMMERCE .. 03

FORUM ADVISORS . . . . . . . . . . 26

FORUM PRINTERS .......... 68

FUNDING OFFICES .......... 66

KWIK INC .................. 58

PAYROLL HELPER .......... 77

PROMOTIONAL REWARDS... 22

PROTECTION PLANS ........ 38

RETAILERS BANK ........... 50

SALES GROUP BAGS. ........ 28

SETON SIGNAGE ............ 88

VACATION PROMO ......... 76

WHOLESALESOURCES.COM ....

INSIDE BACK COVER

DROPSHIPPERS

DINO DROPSHIP . . . . . . . . . . . . 63

DOBA DROPSHIP ........... 43

EZ DROPSHIP. .............. 46

E-CIGARETTES &

SMOKE SHOP ITEMS

3’x5’Embroidered Flags $14.00 Each

View our 148 page Catalog online !

www.RIOhio.com

LIGHT E CIG ................ 21

LOGIC WHOLESALE ......... 41

$39.00 dz

SNEAKER CLEARANCE. ...... 35

Tri-Fold

$36.00 dz

$5.00 Each

Garden Flags

$48.00 dz

3’x5’Embroidered Flags

$14.00 Each

Belt Buckles

$36.00 dz

Playing Cards

$18.00 dz

Belt Buckles

Metal Signs $24.00 dz $42.00 dz

DAKOTA $5.50 Each STEEL ART ......16/17

$21.00 dz

$18.00 dz

Garden Flags

48.00 dz

Hat Pins $6.00 dz

$18.00 dz

$9.00 dz

FOOTWEAR

5” Patches $36.00 dz

HANDBAGS

Leather Wallets $5.50 each

$21.00 dz

$36.00 ut 72 pcs

Magnets 3”x8” $18.00 dz

BAG CLOSEOUTS ........... 25

BAG VENDORS ............. 30

12”x18” Metal Signs

$5.50 Each

HOME & HOUSEWARE

MERCHANDISE REP ......... 20

Patches $18.00 dz

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

RUSH SUPPLIERS ........... 52

JEWELRY/

ACCESSORIES

BLING WHOLESALER ........ 49

BODY CANDY HQ ........... 71

BUND JEWELRY............. 51

CLOSEOUTS FOR SALE. ...... 47

HEAVENLY WHOLESALE ..... 60

HIPWHOLESALE ............ 27

JEWEL CLEARANCE ......... 62

JEWELRY MINERS........... 59

SHAKE WHOLESALE. ........ 30

WindSocks

$48.00 dz

Min.Order

$150.00

$4.50 Each

COOL GLOWING ............ $42.00 dz

65

Metal Sign

$4.75 each

$48.00 dz

$30.00 dz

12” Metal Signs

$5.00 Each

$7.00 Each

Belt Buckles

$36.00 dz

NOVELTIES

3pc Magnet

$5.25 Each

Metal Plates

$27.00 dz

8” x 12” Parking Sign $18.00 dz

$15.00 dz

$15.50 Each

CARTOON CONCEPTS ....... 26

NOVELTY SELLER ........... 80

PPE SUPPLIES

8” x 12” Metal Signs

$39.00 dz

PPE STOCKROOM. .......... 70

R/C & TOYS

$4.00 each

RC VARIETY ................ 61

Leather Bracelet $18.00 dz

SOARING RC ............... 24

SPECIAL FEATURES

FORUM WORKSHOP ........ 32

READER RESPONSE ......... 11

12”x18” Metal Sign $5.25 each

$15.00 dz

36 pcBiker Ring

$24.00 dz

Best Friend Necklace

RAMSON’S

$39.00 unit

$24.00 dz/sets

1ut/5 dz Mood Rings $33.00 unit

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

WHAT’S HOT ............... 12

TRADE SHOWS

ASD VEGAS SHOW .......... 33

THE MARKET CENTER ....... 18

WATCHES & CLOCKS

TIME WHOLESALERS ........ 04

WATCH DEALERS ........... 42

WEDDING ITEMS

SMARTEST BARGAIN . . . . . . . . 20

Advertise in

Metal Sign

12”X18” $5.75 Each

See Page 9

BUSINESS BOOKS

www.BizBooks.org

Ring...Ring...

$36.00 ut/72pcs

Savings

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sold by the

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1000’s of Items

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WHOLESALERS:

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WIND SPINNERS

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THE INTERNET

View our latest books at

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WE HAVE BUYERS

Databases for ALL Industries

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ADVERTISING INFORMATION

www.retailersforum.com

VOL 28 NO. 2

JUNE 2008

MARKETING TIPS!

MERCHANDISE SOURCES

RETAILING TIPS

SELL LIKE AN

EGYPTIAN!

Reach Active Buyers with our Print Readership

Plus over 265,000+ Page Views Monthly Online

✔ Apparel and Accessory Stores

✔ Card and Gift Stores

✔ Discount and Dollar Stores

✔ Distributors and Jobbers

✔ General Merchandise Stores

✔ Internet On Line Stores

✔ Mail Order Catalog Sales

✔ Novelty and Toy Stores

✔ On Line Stores

✔ Resort and Souvenir Stores

✔ Sporting Goods Stores

✔ Variety Merchandise Stores

✔ Wholesalers

ESTABLISHED IN 1981 as a buying source for store

owners and wholesalers, Retailers Forum offers advertisers

a large national circulation to showcase their products

and services. Many of our readers are located in rural

areas where access to merchandise is difficult, making our

magazine indispensable to their buyers.

Through our unique direct mail and trade show

circulation we constantly rotate our mailing lists, adding

new stores monthly enabling us to deliver new, fresh

buyers each and every month you advertise with us.

In addition to your print ad, your company will be

featured in our digital on line monthly version at

www.RFmagazine.com. Our online magazine produces

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

which is in addition to our print and mail distribution.

Your online ad will link to your website and email

address and we provide unlimited transfers from our

readers into your website 24/7.




CONTACT US:

TEL: 1-800-635-7654

FAX: 631-754-0630

Email: ForumPublishing@gmail.com


etailers

ADVERTISING RATES

AD SIZE 1 ISSUE 3 ISSUES 6 ISSUES 12 ISSUES

› Page $400 $300 $275 $250

¼ Page $525 $425 $400 $350

½ Page $625 $525 $500 $450

Full Page $850 $750 $700 $650

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

Prices shown per month, above rates include full color printing

ADVERTISING SPECS

› Page: 2¼" high x 3¼" wide

¼ Page: 4‚" high x 3¼" wide

½ Page:

Full Page:

4‚" high x 7" wide or

9½" high x 3¼" wide

9½" high x 7" wide

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

PDF format in CMYK color, 300 dpi resolution only

FULL MARKETING PROGRAM INCLUDED >>

✔ Monthly print and mail magazine

✔ Online magazine and search marketing

✔ Distribution at top trade shows

Printed Magazine

• Your ad is featured in our

printed magazine circulated

to buyers across the USA.

Includes distribution at

industry’s top trade shows.

Complete Digital Magazine

• Your ad runs on-line at

www.RFmagazine.com

• Over 265,000+ monthly

page views

• Active link to your website

Phone APP

• Your company included in our

free iPhone and Android APP.

Imagine YOUR company right

on the buyers phones!

Reader Response

• Generates leads from buyers

interested in your products

through a code placed in

your ad and on-line at

www.vendor411.com. Free for

all half and full-page ads.

Search Marketing

• Your company included in

the industry’s leading search

engine: www.supplier411.com

• Saturation marketing coverage

on our new wholesale portal:

www.wholesalesources.com

TOP INDUSTRY TRADE SHOWS 2021

JANUARY

Atlanta Gift Fair

Los Angeles Market Week

Minneapolis Gift Show

Philadelphia Gift & Variety Show

Seattle Gift Show

The Merchandise Center, IL

FEBRUARY

Charlotte Gift Show

Louisville Gift Show

Magic Sourcing Show

New York Toy Fair

Off Price Specialist Show

Rocky Mountain Gift Show

St. Louis Gift Show

MARCH

ASD Marketweek Las Vegas Show

Atlanta Spring Gift Show

California Marketplace

Dallas Apparel & Accessories Show

Norton’s Gift & Variety Show


APRIL

Charlotte Gift Show

Hawaii Merchandise Expo


Northern Michigan Gift & Souvenir Show


MAY

Las Vegas Licensing Show

New Orleans Gift & Jewelry Show

Off Price Show NY


JUNE

Charlotte Gift & Variety Show

Dallas Gift & Variety Show

LA Fashion Market


JULY

Atlanta Gift & Home Furnishings

California Marketplace

Philadelphia Gift & Variety Show


AUGUST

ASD Market Week

Biloxi Wholesale Show

Louisville Gift Show


Off Price Specialist Show



St. Louis Gift Show

SEPTEMBER

Asia America Wholesale Show

Charlotte Gift & Variety Show

Dallas Home & Gift Show

Hawaii Gift Show


Philadelphia Candy & Gift Show



OCTOBER

Dallas Apparel & Accessories Show

Greensboro Gift & Jewelry Show

Las Vegas Souvenir & Gift Show

Minneapolis Gift & Variety Show


NOVEMBER

Gatlinburg Gift Show

Hawaii Merchandise Expo



Smoky Mountain Variety

DECEMBER

Charlotte Gift & Variety

Grand Strand Gift & Variety Show

Greensboro Gift & Jewelry Show


Our Large Holiday Issue Hits The Mails Before

Thanksgiving to Maximize Advertisers Results!

* Show schedules are subject to change without notice.

FROM THE

PUBLISHER

Summertime Fun and Profits

THE summer season is now officially upon us to see your store. Pool noodles are a really

and this will be an exceptionally good sales cheap item that everyone loves and can’t

season for ALL retailers regardless of whether get enough of. Perhaps selling them at cost,

or not they specialize in seasonal items! With or giving them out free to incoming shoppers

the lifting of just about all covid restrictions would be a great promotion. Be creative

we have been seeing a massive uptick in with your marketing and work on bringing in

consumer spending across the country. new first-timers.

WITH the pent up demand for consumers to ANOTHER thing I stress every summer is

get out and shop, travel and live their lives all to work on your plan for the holidays. It is

market segments have been exploding. And a great time if you are slow to make new

this is regardless of impending tax increases, supplier connections, scout out new goods

higher than expected unemployment and and start preparing purchase orders for the

a very high inflation rate this year. This may holidays. May retailers shirk this important

all level out when reality hits consumers but responsibility and get caught short with fewer

for now they are excited about spending sales come the holidays because they did

money. And that is exciting for us retailers. not plan ahead. Use your downtime wisely

THOSE merchants who specialize in “fun in by planning for a successful holiday season.

the sun” goods like recreation items, summer And from the looks of things this may be one

clothing and accessories will do especially of the biggest holiday seasons we have seen

well this season. After a long damp winter in many years.

and lockdown restrictions shoppers are FOR many years I have advocated our

clamoring for a good retail experience. This is readers to GO AFTER the business and

where your store or website comes into play. be proactive. Industry trade shows have

WE have even been seeing a major spike restarted and there will be lots of great buys

in airline tickets and travel, also at higher and new items out there. As for the last 40

prices than in the past for both fares and years, we are media sponsors of the ASD

gas. It doesn’t appear that consumers are Vegas show and invite everyone to stop by

being swayed by this and many are looking next month and say hello as well as shop

for items to bring on vacation or even new the opportunities at this show and the many

wardrobes if their lockdown resulted in a few others happening over the next few months.

extra pounds!

IN closing I’d like to wish you a happy and

IF your business gets slow over the summer healthy July 4th and ask you to share your

months you should be considering bringing thoughts and prayers with our servicemen

in a special line of goods that is seasonal and women who are dedicated to preserving

to attract shoppers in. It is a great idea to our freedom. And please fight to KEEP our

bring in some loss leaders that you can buy/ freedoms in this great country that make all

sell inexpensively to bring new shoppers in of our successes possible.

>> ON-LINE SOURCING

The entire issue of

Retailers Forum Magazine

is posted on-line at


Includes: Website Links *

E-Mail Links * Printable PDF’s

ACCESS OUR MAGAZINE

FROM ANYWHERE 24/7

RETAILERS

FORUM

SALES & MARKETING

Gregory Brown

Tom Richards

Scott Savitt

Martin Stevens

OFFICE MANAGER

Leah C.

PRODUCTION

Lisa Maresca-Smith

CREDIT DEPARTMENT

Kristine Hines

CIRCULATION

Discount Reading Svc.

LITERARY STAFF

Patricia Luebke

Jason Meyers

Rachel Spearman

COLOR PRODUCTION

Anchor Imaging

PRINTING

Composing Room

ART DIRECTION

Gregory Stevens

Martin Stevens

OVERSEAS OFFICE

Trade Channel

N.W. Guineastr 30

2022 PA Haarlem

Netherlands

+31-23-531-90-22

Published Monthly by:

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40 Years

1981-2021

RETAILERS FORUM is published monthly at

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

Entire contents copyright ©2021 by

Forum Publishing. Publisher assumes no

responsibility for contents herein. First and

third class postage paid at Centerport, NY.

Bulk mail paid at NY, Brookfield, WI and

Hooksett, NH under private mail indicia via

publication mailing.

etailers

Reader Response

FREE PRODUCT INFORMATION FROM OUR ADVERTISERS

Have our advertisers contact you directly!

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

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

APPAREL & ACCESSORIES

❒ All Advertisers in APPAREL

❒ 05. Rockledge Designs

❒ 28. Style in Fashion

BUSINESS SERVICES

❒

All Advertisers in BUSINESS SERVICES

❒ 06. Fora Mobile Commerce

CREDIT CARD PROCESSING

❒ All Advertisers in

CREDIT CARD PROCESSING

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❒ 02. North American

GENERAL & VARIETY

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HOME & HOUSE


HOME & HOUSE

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WESTERN ACCESSORIES


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For Quick Response:

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

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

Your Name _____________________________________________ Type of Business ____________________________________

Company Name _____________________________________________________________________________________________

Address ____________________________________________________________________________________________________

City ____________________________________________________State _____________________ Zip ______________________

E-Mail: _________________________________________________Tel _______________________ Fax ______________________

For more information, contact:

www.CoolGlowing.com

4” Glow Sticks

(50-Pack)... $ 24.00

CELEBRATE WITH A GLOW

IT is party time once again and if I heard correctly we have been given permission

by the powers that be to party on Independence Day - although I am not sure we

needed the nod!

ONE of the favorite party favors whether it be at weddings, theme parties or

dance clubs is the GLOW items that we all love so much. Nothing says fun more

than dimming the lights and crazy Uncle Joe covered wrist to toe with light up

bracelets, necklaces and holding a glowing beer mug. Now that’s a party!

COOL Glowing is your one source for ALL of your glowing merchandise. If you are

looking for bracelets, necklaces, glow novelties like bottle collars, shot glasses, light

up trays and more, they have it. This month’s special is a 50 pack of 4” glow sticks

for just $24.00. Your customers will love these and you’ll make a bundle as well.


www.ForaMobile.com

THERE’S AN APP FOR THAT

IF you sell at a retail store or online you NEED to have an APP for your business

so that you can stay in touch with customers. In this digital world everything

moves super quickly and your businesses success depends on connecting with your

shoppers.

FORA is a full featured mobile APP for your business. You can send customers

a push notification to alert them of a sale, promo or new item. Your customers will

have the convenience of shopping and browsing your business any time with just a

tap on their phone. No website to remember, no email to send.

BEST of all, no annual contract, no coding required and it is way easy to set

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THIS month’s special offer from Fora: $45 per month and the first month is FREE!

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www.Forum123.com

Tel: 1-631-754-5000

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


GOING ONCE...GOING TWICE...

MANY businesses have not survived the last year and unfortunately have had

to or will have to sell off their assets. While this is unfortunate for them, it leaves

a great opportunity for businesses and people to bid on their merchandise and

belongings via auctions that are conducted regularly.

KNOWING how and where is the key to buying at auctions. Our updated Auction

Buyers Guide features all types of auctions from jewelry, land, cars and boats to

real estate and business items.

THIS concise directory lists all of the infornation you need to place yourself on

auction bidders lists in every state. There is nothing further to purchase. Everything

is included for $39.95. PDF or print.



Toys R’ Us Canadian Connection

WHO can forget the perennial toy powerhouse Toys R’ Us and the sad story of how they

packed it in and closed down a while back. We reported some time ago that a group purchased

the Toys R’ Us business to run it online as well as with some established retailers and even opened

a local store. When Vic Bertrand took over running the enterprise in Canada he discovered that

the chain did not have a great presence in the apparel segment. Actually the offerings were

very boring and uninspiring and Bertrand thought of ways to change that.

FAST forward with the CEO of Toys R’ Us and Canadian fashion mogul Joe Mimran getting

together to catch up and discuss some opportunities at the Canadian stores. Mr. Mimran is the

mastermind of Joe Fresh and Club Monaco, so he has some idea of what would need to be

done to out clothing on the map at the Toys R’ Us stores.

WITH the chains American counterpart closed and bankrupted back in 2018 and after

months of pandemic-related closures, a new apparel line could spark some new sales for the

toy store. With key players in the toy space like Amazon, Walmart and Costco gobbling up

market share, a clothing line could be the juice that the chain will need to help increase the

bottom line. Apparel is considerably more profitable than toys and maybe if they create a

brand from scratch it could spark some real consumer interest, and spending.

SO Mr. Mimran has joined forces and created a new brand that is inspired by themes such as

future, leaders, kindness and social consciousness, with the goal of producing ethically sourced

sustainable clothing with limited packaging, soft fabrics, comfortable fits and playful graphics.

The result was an apparel line that matches the look and feel of an upscale brand but at a

more popular price point. For instance, organic cotton leggings are $8 while a ribbed romper

just $12. The goal was to make shoppers feel like they are shopping in a high end designer

boutique but without those high prices.

THE clothing line is being made in factories in India with the “highest ethical standards”

according to Mimran. By selecting only a few factories they are able to know where the cotton

is coming in from. While the category expansion will probably help boost sales the chain also

must look at some improvements in their toy departments to compete with the big players.

Making an interactive experience at the stores will be a big factor in turning around the toy

business for the chain.

Mask On - Mask Off - Mask On ...

WE like to think of ourselves as intelligent people who were told a year ago to “follow the

science” and we have done so. Don’t wear a mask, wear a mask. Vaccines are safe, vaccines

are experimental and maybe not so safe. Take the shot and get a free beer! So many messages

all muddled in confusion.

WHAT is your store’s policy now that the CDC (the science people) have lifted the mask

mandates while some local politicians have not. Do we follow the science or do we follow the

political edicts? This pandemic has been way more than a mess for us all, and continues to be

mismanaged by politicians rather than scientists.

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

If It Affects Retailing We Report On It!


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Want More Info? Circle #05 on page 11 • www.Vendor411.com RETAILERS FORUM MAGAZINE | JULY 2021 Page 15





STYLE IN FASHION INC.

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Return to In-Person Sourcing at TMC in July

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TMC The Merchandise Center, 9555 Foster Avenue, Suite 600, Schiller Park Illinois 60176 ©Copyright 2021

Page 18

JULY 2021 | RETAILERS FORUM MAGAZINE

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FORUM WORKSHOP

forumworkshop

OPERATING YOUR

Operating Your

RETAIL STORE

RETAIL STORE

Continued from last issue...

If you want to open a store, but aren’t yet certain

what kind, get out your notebook and start

jotting down notes. Where are your real interests

and experience? Is there anything there

that lends itself to a specialty store? Have you

ever experienced trouble locating what you

need for a hobby? Was it a major hassle the last

time you set out to purchase a particular type of

equipment? If there’s already a store that addresses

your interests locally, is there something

it does that leaves customers like you

unhappy with the shopping experience? If you

come up with yes answers to the last few questions,

other people probably share that experience.

Like you, they would support a retailer

who does a better job catering to their particular

interest and need. Take the success of telephone

specialty stores as an example.

Telephones and related products – answering

machines, fax machines, cables and other accessories

– can be found in every type of retail outlet

today. But no other single source offers the

breadth of selection and related services as the

telephone specialty shop. Whatever the customer

wants in a telephone product can be

found there. These retailers provide either installation

service or “how to” advice for the

consumer. For those shopping for a telephone,

the shop offers one-stop convenience with

enough of a selection to please every shopper

and the service support they require to enjoy

the full benefits of their purchases.

Now identify all local sources for products required

for your interests or work background.

Are there any local gaps in availability? Review


the list and your response to the preceding

questions, matching the products and services

that could be brought under one roof. Based on

your notes, suggest some store types you feel a

need for, or think others might want to shop.

Consider these entries as you identify the best

fit for your interests, skills, and experience.

Compile a prioritized list of the type of store

you would like to open. Use it as a guide for investigating

your options. Are there stores that

match your suggestions in the area? If so, visit

them. Later, write down your impressions, as a

shopper, of their strengths and weaknesses. If

no such store exists locally, ask why. You may

be on to something, or it may be that the area’s

economy can’t support such a venture.

CHOOSING YOUR MARKET

WORK SHEET

This form can help you identify market opportunities

in your area. Start by listing the product

or product category that interests you,

followed by a list of related products and services,

and a description of whom you envision

as the typical customer. Then conduct an informal

survey of stores in your area stocking this

product, noting the selection, prices of goods,

and service support available at each. The information

you compile should help you determine

if a gap in availability exists that could be

addressed by a specialty store. If it does, you

should pursue the additional research that will

help you select the right location.

continued...

August 22 - August 25, 2021


• Product(s):

• Related products:

• Related services:

• Suppliers or manufacturers (for each

category of product, accessory, or service):

• Typical customer(s): Sex, Age, Household

situation, Income level

• These products are currently available

at the following store(s):

forumworkshop

FORUM WORKSHOP

KNOW WHAT YOU SELL

Once you identify the type of specialty store

that seems to represent your best retail opportunity,

you need to thoroughly investigate the

types of products the store would handle. This

involves a look at what’s being sold by potential

competitors as well as what is available

from suppliers.

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• Selection by manufacturer model & price:

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knowledgeable about product?

• Products & services not available

at this location:

As you investigate

products and suppliers,

you’re gathering

information that will

be of vital use when

you actually begin

planning the store

you’ll open.

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Before you proceed with planning, you need a

real sense of the forces at play in the product

market you’re considering.

Go back to your notebook

and start writing

again. Is there enough

selection in that specialty

to warrant a

store devoted to it? Are

there related products,

or services, that could

be handled in the same store? Who are the

major and minor suppliers to the category?

How widely distributed are their products? Are

there more choices available than consumers

need? What do you intend to offer that other

retailers who stock those products don’t? What

type of advertising is being done?

forumworkshop

FORUM WORKSHOP

Again, consider the telephone specialty store as

a model. The selection there includes everything

to do with telephones. The store’s

strength is its comprehensive selection, and the

services that allow consumers to enjoy the full

benefit of their purchases. Shoppers can buy

phones anywhere today, but many prefer the

specialty store because it has the combination

of selection and service that makes it the most

convenient place for them to shop.

✎

As part of your research, visit

every type of store that handles the

products you’re considering. If none

exist locally, head out of town for a

weekend. If you still can’t find any,

you may really be on to something.

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forumworkshop

FORUM WORKSHOP

WHO ARE YOUR CUSTOMERS?

Describe the people who’ll buy from your store.

Visualize the shopper who’ll bring you success.

When you know who you need to reach, you

can begin thinking about how to present and

market products, and where to situate the store.

You may be able to acquire a

detailed profile of your typical

customer by contacting the industry

or retail trade group representing your

selected product category. Many trade groups

conduct market research that enables them to

develop a profile of the typical buyer of a product

or group of products. You may also develop

your own profile by describing the person you

believe your store will serve.

Is your core customer male or female? Young?

Old? What’s his income? Where does he live?

What are his interests? How and where does he

shop? Why would he shop in your store? Can’t

he already get that somewhere else? What can

your store give him, or do for him, that he can’t

get now? How far would he travel for such a

store? Id there any way you can make the

process more convenient for distant shoppers?

Consider where your customers presently

shop. How easy is it now to find the products

and services your store will sell? The specialty

store draws on a much wider population base

than the local supermarket. Everyone needs

food, every week; people might patronize The

Umbrella Stand once in a lifetime.

continued...

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FORUM WORKSHOP

forumworkshop

If you’re smart, you’ll know who your customers

are, where they live, and how to reach

them before you hand your signs.

☛Opening any store asks serious

financial investment

with no absolute guarantee.

Better to hold your store

idea to the fire now, and test

it for success or failure on paper, than spend the

next year and your life savings on a great idea

the numbers can’t support. Conversely, if your

evaluation of consumers, products, and the

market indicates retail opportunity, you can

proceed with a certain degree of optimism.

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You know what you want to sell, and who you

want to sell it to. Now for the really tough question:

Does the market need your store? Before

you can answer that, find out some information

on the individuals you’ve established will be

your customers.

WHERE ARE YOUR

TARGETED CUSTOMERS?

One of your best sources for demographic information

is the census tract data published by

the U.S. Census Bureau. This information provides

a detailed analysis of a geographic area

based on the census survey. In heavily populated

areas, that area can be as concentrated as

a single zip code. Another good resource for

general insight on the consumer market is the

publication American Demographics.

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forumworkshop

FORUM WORKSHOP

This monthly magazine regularly publishes articles

on population trends and their effect on

consumer needs and attitudes. Such articles

provide insight into consumer market trends,

which people are buying what products, and

what they’ll be buying in the future. When you

have an idea of who your potential customers

are, you can find out where they live by researching

the demographic data available from

census records.

As long as we’re discussing research, this

seems as good a place as any to urge you to

take advantage of all the resources available to

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If you’ve got computer proficiency,

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These put the world of

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reach by modem. Contact your local computer

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an on-line service, remember the meter is running

as long as you’re connected. Research sessions

can get surprisingly expensive. It’s best to

know what information you want, and where

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FORUM WORKSHOP

forumworkshop

Once you gather the

demographic statistics,

look for information

that matches the

profile you’ve created

of your perfect customer.

Start with census

figures for the

immediate area, and

search until you identify an area or region

where the people you need to reach live. Suppose

the concept behind a store called Just the

Fax is to put fax machines in the homes of married

professionals.

The entrepreneur looks for areas with a heavy

concentration of affluent, middle-aged working

couples. When they’re identified, she can start

investigating suitable locations.

On the other hand, suppose the entrepreneur

planning The Parachute Shoppe, which caters

to young, thrill-seeking adventurers, learns

there aren’t enough potential customers residing

in any combination of census tracts within

a ten-mile radius. However, in his own experience

as a jumper, he’s met people from more

than fifty miles away, who regularly travel to

the local airport to pursue the sport. That indicates

he should situate his dream store somewhere

along the road leading to the airport

where these thrill seekers gather for jumps.

Demographic information provides insight on

where the people who match your envisioned

customer profile live. It can help direct you to

an appropriate location, and indicate how large

an area you must reach with your advertising.

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FORUM WORKSHOP

forumworkshop

Here again, the information

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trade groups can be of help.

Of course, the number of

customers your store needs,

and the area in which they

live, depends on what you sell. The retailer of

antique Oriental rugs serves a much smaller

audience, drawn from a much wider area, than

the proprietor of the carpet store. Your research

should help you determine how much surrounding

population is required to give the

store a reasonable chance of success. Remember,

if your research reveals there’s not enough

concentration of customers in any area to support

the store, but everything else convinces

you the idea is viable, approach the development

and store location issues differently.


Stores can be so specialized that potential customers

are scattered across the state or nation.

Such retailers combine a physical store – showrooms

and warehouse – with retailing alternatives

like catalog or telephone sales. You may

still find success by being willing to adapt your

idea to accommodate clients who may never

actually step into your store. Before you begin

fine-tuning your store concept to the needs of

your customers, you need to understand who

they are and where they live. That insight can

only be gained through demographic research.

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FORUM WORKSHOP

forumworkshop

Other sets of numbers

you should consider as

you finalize your product

selection are profiles of

national retailing trends,

and the failure and success

rates for specific store

types. The Department of

Commerce produces detailed statistical analysis

on just about every aspect of American business,

including retailing. Dun & Bradstreet

maintains and markets reports on small business,

such as success and failure rates by retail

store type. Remember, while the numbers contained

in these reports are only as good as the

information reported to the researchers, they’re

still strong indicators of the trends at play in the

marketplace. An overabundance of stores similar

to yours, or an unusually high failure rate

for similar start-ups, should be regarded as red

flags. These are all indicators that you may

need to rethink your store concept, or field-test

it before investing in opening a store.

Whatever statistics you use when exploring the

market, don’t let the numbers alone shape your

plans. An entrepreneur draws power from instinct

as well as information. Numbers measure

facts and report what’s already happened. Statistics

indicate trends in process or after the fact.

They say nothing about changing attitudes or

the whims of fashion. For those you’ll need to

rely on your instincts.

Once you’re considering a particular retail specialty,

start reading the trade magazines written

for that industry.

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FORUM WORKSHOP

forumworkshop

Some of these publications track the business

from the retailer’s perspective. Written for store

owners and operators, retail trade publications

cover the issues affecting retail, including business

trends and marketing strategies. Manufacturers

use trade books to announce products

and programs through advertising. Their executives

discuss trends shaping their business

plans through the articles.

No single resource seems to list every magazine

written for every industry. Ask your librarian

for help compiling a list of

publications for your field

from several reference

books. Also check the

Reader’s Guide to Periodical

Literature and the business

analysis

index listing for recent articles

about the retail market you plan to enter.

Read at least a year’s worth of these articles to

gain a sense of what’s happening in the field.

Other information resources for the aspiring retailer

include the varied trade organizations

representing that industry. Gale Research publishes

The Encyclopedia of Associations, which is

available at most business reference centers. A

Directory of Business, Trade, and Public Policy Organizations

is available from the Small Business

Administration. Trade groups vary greatly in

intent and action. Some function as affiliations

of people working within an industry. Others

exist solely as lobbying arms for special interest

groups. Most serve in some capacity as an information

clearinghouse for that industry. They

produce market trend reports and annual

of the health of their industry.

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FORUM WORKSHOP

forumworkshop

A few publish their own monthly magazines.

Get in touch with the right organizations, and

request whatever information they can supply

about the industry.

Industry trend reports contain an abundance of

information, not all of it useful to the retailer.

It’s up to you to pick through the numbers.

Some reports provide a detailed breakdown of

the store types handling the industry’s products

and market share. Some reports produced

by trade groups are quite expensive for nonmembers.

Know what

the report covers before

you place an order. Ask

for a previous year’s report

at no charge so

you can study it before

category

ordering this year’s.

When reading trade reports and business journals,

look for insight into how the industry operates.

What are the issues or opportunities that

could shape the outlook for your store? Closely

read the magazine’s letters from readers, and

look for profiles and articles about retailers.

That’s where you’ll learn about the real challenges

of running a store in that industry, and

how retailers deal with these problems. You

may discover unexpected issues that should

temper your plans.

Speak with Your Potential Peers

People who enjoy what they do like to talk

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Consider speaking to those already in the retail

you want to enter.

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FORUM WORKSHOP

forumworkshop

They’re among your best sources for information

and insight. The man or woman already

operating a store like the one you want to open

is the person with the most to teach you. Unfortunately

for you, no intelligent businessperson

will coach an upstart into becoming direct

competition. That’s why you should contact

stores in the same business, but not in the same

general area as where you want to locate. Visiting

these stores, and talking to their owners,

can prove a crash course in everything you

need to know to realize your dream. In a larger

city, you may only need

travel across town for

this learning experience.

In less populated areas,

the journey may take

you a few hours away.

small


Contact the store owner before you visit. Briefly

explain your store plans. If he sounds receptive,

ask to arrange, at his convenience, a visit to the

store and a short meeting. Offer to buy him a

cup of coffee – successful retailers don’t have

time to go out for long lunches. Be honest and

open about what you want to do, and what you

hope he might share with you. When you get

the chance to talk in detail, ask about business

in general. How long has he been at it? What’s

the key to his success? If he could, would he

open the same type of store again? Can he recommend

this concept to you? Why?

Then move to some specifics about “the industry.”

How is the retailer treated by suppliers?

Are there any problems with products, in terms

of supply or quality? Do the suppliers support

retailers?

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FORUM WORKSHOP

forumworkshop

Is there any trouble remaining competitive and

profitable? What was the biggest headache in

establishing the store? What are the retail

trends for business, in the store owner’s view?

☎

Establish good rapport with

other dealers and it’ll benefit

you throughout your retail

career. As long as stores

are not directly competing

for the same consumer’s

dollar, a certain camaraderie

exists among retail specialists serving the same

category. They confide about business with one

another, bounce ideas back and forth, and share

suggestions on improving sales. The fact that

you’re interested in the same career is flattering.

Some dealers will be glad to help a novice

learn from, and avoid, their mistakes.

Speak with Your Potential Suppliers

After speaking with retailers, contact suppliers

whose products you may handle. Call corporate

headquarters and ask for the person responsible

for sales in your state or region. He

may be on staff, working as an independent

rep, or working out of a distributor’s office. In

any event, once that person picks up the phone,

introduce yourself, mention your store plans,

and request product information. Ask for a couple

of minutes of the salesperson’s time to discuss

his company’s product and sales policy.

Find out what kind of year the company, and

its dealers, are having. Is the market for its

products growing, declining, or flat? What does

the company do to support its dealer base?

Does it control distribution?

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forumworkshop

FORUM WORKSHOP

Do larger accounts get

preferential treatment?

Are there any special programs

to support specialty

dealers? Is there

enough demand for its

products to support another

dealer in your area?

Remember, in this conversation you’re dealing

with a salesperson ever intent on gaining another

account. Nevertheless, he or she has an

implied obligation to be honest about business

and the retail trends at work. Just to make sure,

compare what you hear from him with what

you’ve heard from retail contacts. If the answers

agree, you’re getting good information.

If not, press the salesperson about discrepancies

that concern you.

Speak To Potential Customers

& Seasoned Observers

Finally, talk to consumers about your store concept.

That includes everyone you know:

friends, family, acquaintances, and strangers.

How do they see chances for a store like yours?

Would they shop there? Forget the praise for

your idea, it won’t teach you anything. Carefully

measure the criticism, though. It reveals

perceptions and attitudes you’ll continually

confronts as you build the business.

If you want to bounce your store idea off an independent

observer, contact the local office of

the Small Business Administration. SBA sponsors

a mentor’s program called SCORE (Senior

Corps of Retired Executives.)

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| JULY 2021 Page 59

FORUM WORKSHOP

forumworkshop

It brings together retired executives and people

trying to launch a business within their realm

of expertise. Their advice is free, impartial, and

rooted in experience.

SIZING UP THE COMPETITION

By now your notebook will be swollen with

opinions, observations, and cold hard facts

about the business you want to be in. You still

need to investigate yet another of the determining

factors in the ultimate success or failure of

your store: the competition. If your research to

this point convinces you your store concept is

so unique, you face no competition, move on to

the next chapter and start thinking about where

to set up shop. Most aspiring retailers, though,

must take competition into account when deciding

what type of store they want to open.

Unless your store is so specialized it will be the

only source for products (quite unlikely,) you’ll

face some competition. And as we approach a

new year, you can expect much of this to be intercompetition

in which all types of retailers

compete for sales in some product categories.

Take the TV as an example.

It’s available across

the spectrum of retail

outlets. The discount variety

store stocks one or

two models, inexpensively

priced to appeal to the broadest group of

buyers. Department stores sell TVs as well, but

the selection concentrates on mid-priced and

high-end models that reflect their customers’

tastes and budgets.

continued...

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FORUM WORKSHOP

forumworkshop

The electronic superstore stocks a representative

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an effort to attract shoppers and step them up

to higher-priced, more profitable models. Finally,

the audio/video specialist focuses on the

absolute best in today’s TV technology, and

packages it into an integrated home entertainment

center. Although their customer bases differ,

all these retailers are competing for the sale

to the person simply shopping for a TV. A similar

situation will present itself in any product

category that’s widely distributed.

As a 21st century retail entrepreneur, you must

either offer consumers the selection and service

no one else in your area is offering, or do what

everyone else is doing, but better. Before you

can develop the appropriate response strategy,


you must first know how your potential competition

approaches business. This education

process begins with a visit to every store in the

area handling the products you intend to sell.

Record your impressions after each visit. How

broad a selection does each offer? How are the

products displayed, advertised, and promoted?

What brands are carried where? What related

products or services do these stores carry in

support of that product? What about price and

guarantees? How do they handle customers on

the sales floor and at the return desk?

Track your competitors’ advertising.

How do they

present themselves to consumers?

What image do the

ads convey? Who do the

ads speak to?

continued...

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FORUM WORKSHOP

forumworkshop

How do they hope to motivate people into the

store? What kind of expectations do the ads create

for shoppers?

The retail entrepreneur will design her store as

a response to the competition’s strengths and

weaknesses. Her store will be strong in all the

areas they’re strong, and also strong where

they’re weak. Survival as a specialty retailer demands

your store be all things to anyone interested

in the products it sells.

SELECTING YOUR NICHE

Specialty store retailing, which is the real business

opportunity for you, requires that you

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marketplace. It may be a specialized line

of products, or a combination of products and

services that cater to a core group of consumers.

Fish with a net, and you’ll come up with something.

Fish with a lure and you get the fish

you’re after. Specialty retailing is all about coming

up with the right hooks, the right lures, for

the prize catch.

In selecting a market niche,

take everything you’ve

learned into consideration:

products, suppliers, competition,

customers, demographics,

and consumer

attitudes. Focus your efforts

where your interests,

experience, and research

indicate opportunity. Use your intellect, insight,

and instinct as tools for adapting your

store concept to consumer needs.

continued...

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FORUM WORKSHOP

forumworkshop

A market niche requires special handling, and

appeals to a select group of people. The best

specialty store concepts focus on a narrow segment

of the market, but appeal to a broad segment

of the population. A greeting card shop or

child’s shoe store are two good examples.

Other good concepts focus on a narrow product

base that appeals to only one portion of the

population: Consider the success of eyeglass

centers and craft supply stores. All children

wear shoes; only a share of the population requires

glasses; fewer still are interested in visiting

a crafts store. Yet

each of these represents

a valid specialty store

because they cater to

only a small segment of

the total consumer marketplace.

assortment


Regardless of the type of niche, the pricing

strategy you choose will go a long way toward

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in determining how the store is perceived in the

minds of shoppers. Its importance cannot be

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customers. Emphasis on low prices means nofrills

shopping to many shoppers, while higher

prices imply the consumer will find more for

his money, in terms of selection and service, at

the store.

Specialty stores often charge

a premium because of the unique

of products found there.

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FORUM WORKSHOP

forumworkshop

If you choose to price your products on the

high end, you send a message that must

be reinforced by the look of your store.

A specialty store may stock top-quality merchandise,

but if the store itself looks cheap, the

goods will seem overpriced to most shoppers.

By the same token, a share of bargain-hunting

shoppers will never enter a store with expensive

fixtures, even if it stocks an assortment of lowpriced

goods. The look of the store must announce

the type of store it is. The store’s

viability hinges on product selection and service,

and consumer perceptions created by pricing

and the look of the store. If the retailer

identifies and addresses a distinct market niche,

these factors will all work together to guarantee

success.

When choosing

✆

your niche for the

21st century, you

should also consider

whether the

store should be

entirely dependent

on in-store

sales, or if other

selling techniques can be utilized to your advantage.

Services like mail and fax orders, telemarketing,

even on-line sales, are now feasible

endeavors for small retailers. As the specialist,

the retail entrepreneur needs to sell to as broad

a customer base as possible. That could force

many who select a tightly focused niche to

reach beyond the immediate geographic area

for sales. They’ll need to develop alternative

means of sales and distribution.

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FORUM WORKSHOP

Regardless of whether you’re going to rely on

in-store sales alone, or you’ll use every possible

means to pull in customers, you can’t afford to

lose sight of the 3 factors that always motivate

shoppers: selection, service, and convenience.

Always keep them in mind as you develop the

strategy for serving your market niche. The

way you apply them as you develop your store

will give it an identity, and how consumers respond

will determine how successfully you’ve

addressed the market you choose.

Selection is Why Customers Come

Shoppers support a store because that’s where

they find an assortment of goods. You’ll need

to offer shoppers all that’s available within a

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☺If selection is what draws people to

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From now on, retailers will need to do

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purchase, including delivery, repair,

updates, and exchanges. Service is where shoppers

most need the independent retailer, and

where you must shine.

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FORUM WORKSHOP

forumworkshop

CONVENIENCE IS THE RESULT

OF SELECTION & SERVICE

Give people the best selection, back it up with

every conceivable service, and you’re running

a pretty convenient place to shop. Convenience

is all about making the shopping experience as

enjoyable as possible.

To some people, shopping is a destination.

They regard the store as a place to go for socializing

and modest entertainment. For others,

shopping is a process, an endured activity that

gives them access to something they want. If

your store will be a destination, its ambience

will be one of the determining factors in your

success. Your shoppers will expect more from

the store than a place to buy things. They’ll

want an experience to go with it, experience

found only there. Conversely, if the store exists

primarily as the source, it is the delivery and

access to goods you provide customers that

must separate it from the retail pack.

Whatever

market

niche you choose,

only continued success

will demonstrate

how well your

concept matches

consumers’ changing

needs and expectations

of what a

store should be. Before you can begin to test the

concept, though, you must find the location

that will serve your retail ambitions.

continued...

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Page 72 JULY 2021 |

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FORUM WORKSHOP

forumworkshop

SELECTING YOUR SITE

Now that you’ve an idea of where to find your

customers, turn your attention to where they’ll

find you. Nothing serves your store as well,

during its first year, as the right location. And

nothing can do as much to unravel your retail

dreams as the wrong location. Selecting your

site, then, may contribute as much to your immediate

success as deciding what to market in

your store.

Such an important decision warrants special attention.

Begin by determining what you need

in terms of space, and then you

can concentrate on finding the

location that promises to give

your store the start it deserves.

location

LOCATION OR ACCESS?

Any old saying holds “location, location,

and location” as the 3 most important

ingredients in a store’s success.

While that’s still true for many retail businesses,

it’s no longer the universal rule. In fact,

with today’s electronic communications technology

and mobile distribution network, “access”

might have replaced location. Which is

the most important – location or access – depends

on what type of retailer you want to be.

If your plans center around a retail store, then

certainly the right location will make your

dreams come quicker. On the other hand, if

what you really want to run is a retail business,

may not be as important.

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FORUM WORKSHOP

forumworkshop

You might be just as, if not more, concerned

with developing a system that gives shoppers

access to place orders by mail, phone, or fax.

The owner of a retail store requires an attractive

store setting, easily accessible to shoppers, a

place to showcase what the store sells. For the

retail business, location is a secondary consideration.

Its customers have no need to visit a

store. Either the salesperson carries merchandise

directly to them, or they order from catalogs

by phone, fax, or mail.

Consider the situations of 2

people intent on opening

bookstores, as examples.

One enjoys reading, and

lives in a rapidly developing

suburb outside a

share

major

city. Over the past few years she has tired of

heading into downtown every time she wants

the latest book or magazine; there are no local

sources. She has heard that complaint from others

in the area. With a new mini-mall going up

at the crossroads of the area’s 2 main avenues,

she has signed on as one of the first tenants for

her store, Book Ends, a combination book, magazine,

and stationery store.

He has mulled a career change for years, and

has concluded there’s a bookstore in his future,

but of a much different sort. All his life he has

been an avid reader of personal diaries and narratives

of historical interest. It has always been

trouble tracking them down, a frustration he

has heard from other amateur historians who

his special interest.

continued...


FORUM WORKSHOP

forumworkshop

He plans The Diary Pages as the top source for

published diaries in the country. His customers

will be people like himself who have an abiding

interest in history, as well as professional

historians and book collectors eager to acquire

rare or out-of-print first-person accounts. That

audience, his core customers, is scattered all

over the country.

Both retailers need a physical location for their

businesses. Her business is totally dependent

on in-store traffic. Sure, she can take orders by

phone and ship them out, but her livelihood

depends most on sales transactions in the store,

at the cash register. For him, the situation is almost

reversed. He’ll need a storeroom with a

limited sales floor. More important to him than

the location is a system for interacting with customers

all over the country. The money others

spend on store design,

fixtures, and dis-

play, he’ll invest in a

mailing list and publishing

and distributing

a catalog of

available titles. Most sales will go to people living

outside his immediate area. When these

core customers want to visit the store, they’ll

seek it out, wherever it sits.

You Need To Operate In Both A Real

& An Electronic Neighborhood

Each of these scenarios demonstrates extremes

of specialty retailing. Many retail entrepreneurs

will draw a little from both concepts to survive

and thrive in the 21st century.

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FORUM WORKSHOP

forumworkshop

To take full advantage of the store’s sales potential,

you’ll want to serve 2 groups of customers.

One will physically visit the store to

view and sample products before making a

purchase. The other group may regard the store

more as a retail business, a source for products

and services. Remember how important convenience

will be to tomorrow’s shopper. That

means making the shopping experience as easy

and enjoyable for your customers as possible.

Every “neighborhood” retailer will need to employ

a modern equivalent to the delivery boy

of another generation as basic service. Customers

who regard the store as a retail business

will expect the same level of service and the

same service support after the sale. Anything

less in service will cost the retailer, dearly, in

sales and reputation.

In the electronic neighborhood,

the business

will depend on efficient

distribution and delivery

of product to remote

locations. You’ll benefit

by exploiting the potential

of your expertise in

the local marketplace, and a broader electronic

marketplace as well. For now, suffice to say that

for some retailer specialists, location is no

longer the absolute determining factor it once

was.

Before you set out in search of your store location,

review your notes on your market and

customers. Are you sure enough people live in

your market area to support the store you want

to open?

continued in next issue ...

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Trade

MaGaZINeS

Trade Magazines

Swap Meet

This exciting monthly magazine

connects flea market vendors with

wholesalers across the United

States who specialize in supplying

merchandise and services to

flea marketers and swap meeters.

It provides excellent resources for

merchandise and each issue contains

a bonus Directory of Flea

Markets throughout the United

States, listed by state order and

includes full addresses, days of operation,

and details of each market.

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

FREE 1 YEAR SUBSCRIPTION AVAILABLE AT

www.WholesaleSources.com

ADVERTISING SPACE AVAILABLE

Closeout News/

Wholesale

Merchandise


The Leading

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for Closeouts

and Surplus

Merchandise!

A long-time leader in the

closeout industry, this

monthly newspaper brings

you the BEST closeouts

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By using this powerful

buying tool, every month,

you will gain access to hundreds of new suppliers

who offer the finest selection of closeout (below wholesale) merchandise

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Find Apparel, HBA and Cosmetics, Electronics, Home and

Houseware, Fragrances, Jewelry, Sporting Goods, Tools, Toys,

Videos and DVDs, and more. For larger discounts, many dealers

sell pallet truckloads that will make you even more profits.

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


Page 90 90

Retailers Forum

SoloMayoreo

“I Can Get

It For You

Wholesale”

Written in Spanish,

this big monthly

newspaper is the

best thing to happen

to Hispanic retailers!

Sources abound for

variety merchandise of all

kinds to fill store shelves

and flea market booths.

No. SOLO-S ...(Sample Copy) ...$7.50

No. SOLO-SUB..(12 Issues) ...$60.00


Retailers Forum was established

out of the need for product

sources among small retail

merchandisers. Each month,

Forum’s advertising pages feature

merchandise offerings

from the country’s !eading

wholesalers, manufacturers,

and jobbers.

Don’t confuse this

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publications offering

products that are outdated

and way over-priced.

These are real rock-bottom

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Videos at $1.25 • Sunglasses at $3.00/dz • Rings at $0.25/ea.

Buy where the retailing giants buy! The advertisers are professionals in

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Order No. RF-S - Sample Copy ...$10.00

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Monthly

Newspaper

for Hispanic

Retailers

www.bizbooks.org

This MonTh’s

Book Specials

New Titles Just Arrived in our Warehouse ~ Limited Quantities

Streetwise Business Series

SMALL BUSINESS

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order no. 0-7897-2298-4

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order no. 0-940398-19-2 $11.00

THE COPYRIGHT GUIDE

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order no. 1-880559-43-9

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Closeout of the Month

SMALL BUSINESS LEGAL KIT AND DISK

over 400 pages of practical legal info, forms and agreements

for all size businesses. We bought closeout of these books

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

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Page 91


USA Closeout Directory

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

goods at the lowest prices possible. Our best-selling

USA Closeout Directo-ry shows you how and most

importantly, WHERE. Hundreds of closeout dealers

specializing in selling goods often priced as

low as 10¢ on the dollar are listed. Re-tailers, flea

marketers, home party plan sellers ...anyone who

sells merchandise needs this directory! Clothing

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

Order No. 4 -

Closeout Directory - $29.95

Dollar Store

Merchandise Guide

The most complete directory of

wholesalers and manufacturers

in the USA specializing in dollar

store merchandise. Hundreds

of companies are listed with

complete contact information,

including the type of products

they sell. If you have a dollar

store, or are planning to open

one, this new directory is a must!

Order No. DSM • Dollar Store

$29.95

Toy Importers & Wholesalers

This is the definitive guide for

finding toy suppliers. Features

over 156 pages of listings of both

importers and manufacturers.

Included are names, addresses,

phone and fax numbers as well as

company websites and e-mail

addresses and descriptions of

lines carried.

Order No. TOY

$29.95

Directory of Smoke Shops

Our EXCEL Directory contains over 7,000 Smoke

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

names, personal e-mails and phone numbers. This

directory is emailed to you in Excel format

and is updated regularly.

DIRECTORY INCLUDES:

• 7,000 Smoke Shops/Head Shops

• Phone Numbers

• Over 60% Have Personal E-Mails

• U.S and Canada

• Company Addresses

Order No. SSDB (Excel)

$399.00

Independent Sales Rep. Directory

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

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

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

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

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

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

Order No. SGREP-B Printed Book $359.00

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

1-800-635-7654

Page 92

Business Directories

Imagine

a book

putting

1000’s of

wholesalers

at your

fingertips!

This is the

most accurate

and useful resource guide you’ll ever

own and refer to daily!

• Apparel • Electronics • Fragrances • General

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

• Watches • Toys and more!

No. W1 Wholesale Sources $29.95

Auction Directory

Wholesale Sources

Jam-packed

with 1000’s

of wholesale

sources across

the USA

This is THE definitive guide to auctions!

It not only tells you WHERE

all the auctions are (all 50 states) but

also HOW to participate in the auction

process. Cash in on all government

auctions, housing auctions, jewelry,

cars, boats and more. Up-to-date

information gives you names, addresses

and phone numbers! And, unlike other

auction websites or programs that require

you to purchase updates or subscribe

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

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

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

home, car, or indulge in jewelry.

Order No. AUC- Auction Directory - $39.95

How to Find,

Sell and Broker

Surplus and

Liquidated

Goods

Hidden Wealth

With this authoritive Directory, you will

learn to turn pennies into dollars and get

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

retired liquidator, the author shares his well

protected secrets and workings of this extremely profitable industry.

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

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Discover the proven techniques and see why there is no better

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

Jewelry Wholesalers

& Manufacturers

This exquisite directory will bring the

world’s finest jewelers directly to you! Featuring

fine jewelry of all types including:

• Beads • Diamonds • Gemstones • Gold

• Silver • Much More! The suppliers list

their names, addresses, websites and specialties.

All feature high-end quality jewelry that is

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

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

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

you must order this directory!

Order No. FJ $29.95

Business Directories

Hobby & Craft

Suppliers Guide

The crafts industry is one of the hottest-growing

segments in the marketplace

today. Scrap-booking, painting,

needle-crafts and sewing are hobbies

that are sweeping the nation. We have

compiled the ultimate directory of

wholesale suppliers furnishing materials

for this huge industry.

• Art Materials • Baskets • Beads/

Trim • Ceramics • Dolls • Fabrics •

Floral • Holiday • Paint • More!

Order No. AC $29.95

Holiday Merchandise

Wholesalers

& Manufacturers

Introducing our newest directory that puts

the country’s largest suppliers of holiday

merchandise at your fingertips. Seasonal

merchandise is a mainstay of the industry,

but up until now it was hard to locate the

thousands of suppliers scattered across the country. We have ended

your searching with one directory which includes all types of wholesale

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

Order No. HM $29.95

www.bizbooks.org

Page

RETAILERS

93

FORUM MAGAZINE | JULY 2021 Page 93

Wholesale Gift Guide

A Great resource to locate higher end

decorative merchandise. This gigantic

400 page guide is the definitive resource

guide to finding suppliers for gift products.

Listed by category, over 4,000

leading wholesalers and manufacturers

servicing the gift industry are included.

• Accessories

• Collectibles

• Floral

• Gifts

• Home/House

You’ll refer to this on a daily basis to

find new suppliers for products.

Order No. GG Gift Guide $39.95

Annual Guide to the

Licensing World

Here is an incredible Directory that

guides you through the world of Licensed

prod-uct merchandising. Need to know

who owns a license? Who to contact to

distrib-ute a licensed product? This book

has all the answers and covers the entire

world! Licensors: Listing of companies

that are the agents and license holders.

These are the sources that you would

apply to if you wish to obtain a license to

manufacture

merchandise. Licensees listed here you will find the companies who

distribute licensed merchandise. Full listings include categories of

merchandise each company handles. Contact these companies to buy

the licensed merchandise that they have manufactured. The licensed

merchandising industry moves billions of dollars of products every

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

Order No. 321 $249.00

USA Mail Order Catalogs

New for this year is a compilation of BOTH

consumer mail order catalogs in addition to

business-to-business catalogs in one huge

volume! Part one of this incredible collection

of mail order catalogs provides the

most comprehensive look at the consumer

catalog in the industry available anywhere.

Over 7,000 consumer catalog companies

are listed under 44 various product chapters

from Animals to Toys and Games.

Catalog size, number of catalogs mailed,

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

your products to these catalogs.

The second part of this directory provides details on suppliers

of everything from computers to laboratory supplies; office products

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

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

covered.

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

BUCKS FOR BLING

Sourcing For Jewelry

Makers Directory

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

solving your jewelry materials sourcing,

production and contracting needs.

If you are considering your own line

of jewelry items this is a must-have

in locating materials and factories to

produce it.

Accessories

Sourcing Directory

The comprehensive directory provides

you with direct sources for the designing

and manufacturing of bags, belts,

hats, shoes, gloves. You will find the top

companies to help you produce your merchandise

directly at their factories.

Order No. 121 $150.00

Order No. 122 $100.00

1-800-635-7654 Business Directories


Page 94

APPAREL

BUSINESS DIRECTORIES

Fabrics, Services, Trims

This up-to-date directory solves your

production sourcing and contracting

needs in the Americas. The sourcebook

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

contractors and apparel production

services from within the U.S., Canada

and South and Central America. All

factories are sorted by clothing classification

and by U.S. state or by country.

This directory will help you put your

own designs into production.

Order No. 0971486743 $125.00

A complete and updated guide listing

over 2,600 nationwide suppliers of all

types of domestic and imported fabrics,

trims and notions, plus forecast

services, swatch design studios and

more for the apparel and design industries.

Listings include sales manager’s

name, price points, minimums,

etc. Fabric and trim manufacturers,

converters, jobbers and reps are

listed. This sourcebook provides you

with MATERIALS and sources to

make your own goods.

Order No. 0971486735 $135.00

Apparel Contractors (USA Edition)

1-800-635-7654 Page 95

Directory of Brand Name Apparel

Manufacturers

Updated and easy-to-use directory

listing brand-name label manufacturers

and importers in the women’s,

men’s, children’s and accessory markets.

Developed and targeted for store

and catalog buyers to shop the apparel

and accessory markets easily, there are

over 2,800 brand name labels listed,

broken down by types of apparel classifications.

If you are looking for the

SOURCES for brand name goods,

this directory is for you.

Order No. 0971486751 $135.00

RN & WPL Encyclopedia

A comprehensive listing of every Registered

Number and Wool Product Label

ever issued by the Federal Trade Commission

to identify all sorts of goods imported,

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

126,500 records including contact information

for more than 31,500 manufacturers,

importers and wholesalers of apparel

and textile goods. Listings include where

available: RN or WPL number, contact

names & titles, street addresses, phone &

fax numbers, website & e-mail addresses,

type of business and product information.

Order No. RN8. Directory $285

Order No. RN8C Directory/CD Combo $475

The Small Design Company's Guide to

Wholesale Fabrics & Trims

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

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

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

fabric suppliers and all their contact information.

Order No. A-106 $65.00

Apparel Business Directories


FORUM PUBLISHING CO.

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

T: 631-754-5000

F: 631-754-0630

E: ForumPublishing@aol.com

Credit Card ORDERS: 800/635-7654

FAX ORDERS: 631/754-0630

INQUIRIES: 631/754-5000

Website: www.bizbooks.org

Order by phone

1-800-635-7654

You’ll save time ordering by phone instead

of mail. Speak with our knowledgeable

salespeople who will assist

you in placing your credit card order. If

you have questions about our products,

call Customer Service: (631)754-5000

Mon-Fri 10am-5pm EST.

Your Name and Address

Order by mail

Please complete all information so we

can fill your order promptly. We gladly

accept checks, money orders and

major credit cards. If charging from

your credit card, please SIgn the order

form where indicated and supply

your complete number and expiration

date. Sorry we do not accept C.O.D

or stamps. Checks must clear bank

before orders can be shipped.

Order by Fax

631-754-0630

When charging purchases to your

credit card, it is easy to send us your

completed order form via Fax

Delivery Information

Books and cassette programs will be

shipped within 1-5 working days.

Allow 6-8 weeks for magazine subscriptions

Order Online

www.bizbooks.org

We download orders hourly and

process within 24 hours.

Sales Policy

Books and Cassette programs are

sold as information only and are

guaranteed as represented in this

catalog. All items in this catalog

are sold on a non-refundable basis.

NAME _________________________________________________________________________________________________

ADDRESS_________________________________________________________________________________________________

CITY_______________________________________________________________STATE

ZIP

PHONE NUMBER (_______) ______________________________ EMAIL ___________________________________________

What Books Would You Like?

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SHIPPING

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ALL ORDERS ADD $7.00 1st BOOK

$4.00 EA. ADD’L BOOK

CANADIAN $4.00 EA. SHIPMENTS: ADD’L $11.00 BOOK 1st BOOK

$ 8.00 EACH ADDITIONAL

Orders for SAMPLE COPIES of magazines:

OUTSIDE OF USA: ORDERS CAN BE SHIPPED USING YOUR FEDEX

DO NOT OR UPS ACCOUNT add shipping NUMBER ONLY charges

Payment Information Goes Here

CANADIAN SHIPMENTS:

$11.00 1st BOOK • $8.00 EACH ADD’L

OUTSIDE OF USA:

ORDERS CAN BE SHIPPED USING YOUR

FEDEX OR UPS ACCOUNT NUMBER ONLY

SUBTOTAL

NYS SALES TAX

SHIPPING

TOTAL

CHECK MONEY ORDER AMEX MASTERCARD VISA DISCOVER

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ALL BOOKS ARE SOLD AS INFORMATION

ONLY ON NON-REFUNDABLE BASIS

1-800-635-7654 Page 3996

Order Form

THE ULTIMATE

WHOLESALE RESOURCE!

Instant

Access to:

• Free Monthly Trade

Magazines

• Articles For Your

Business

• Hot Products

Review

• USA’s Leading

Wholesaler Search

WholesaleSources.com

your search engine for everything wholesale!


JULY 2021


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Retailers Forum Magazine July 2021 EMAG

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