Retailers Forum Magazine - April 2024

etailers 

VOL. 43 NO. 12 

APRIL 2024 

Records! 

CRACK Expected to Sales Easter 

Connecting Wholesalers and Retailers Since Since 1981 1981

Page 2 APRIL 2024 | RETAILERS FORUM MAGAZINE 

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

OHIO 

KNIFE 

wholesale distributor 

909 EAST WAYNE STREET, SUITE 119 • CELINA, OH 45822 

Visit Our Website: 

www.OhioKnifeSales.com 

Apply for Dealership Online 

PHONE: 419.549.8200 

KNIVES • SWORDS • SHARPENERS • ACCESSORIES • HUNTING BLINDS & MORE 

FREE Shipping on your First Order of $ 100.00 or More When You Mention This AD! 

Warehouse Full • Order by 2:00pm Eastern time • Ships Same Day! 

OKC - M9 Bayonet & Scabbard - Black 

$ 

117.36 

Bubba Blade-BB1-7F 7 Inch-Tapered Flex 

$ 

38.12 

Smith & Wesson BSPECLS - Large Special Ops 

Liner Lock M.A.G.I.C. Assist... $ 18.99 

Stainless Steel Pliers 

8.5 inch... $ 39.87 

Smith & Wesson 3 Pack 8 inch 

Throwing Knives... $ 13.19 

OKC-705 5-Pc. Cutlery Set $ 39.59 

OKC-Spec Plus Alpha Survival 

$ 

18.99 

Bubba Multi-Flex 

Interchangeable Blade 

$ 

72.46 

KB0019-Kabar BK19 

$ 

86.33 

Smith & Wesson 3 Piece Camping 

Set with Sheath... $ 21.99 

SOG-TACTICAL 

TOMAHAWK 

$ 

34.75 

SOG 

FASTHAWK 

$ 

35.49 

ColdSteel - B6254 - Big Boar Blowguns - 4 Foot Blowgun 

$ 

SOG-SOGFARI - 13” MACHETE... $ 21.84 

24.89 ColdSteel 

Drop Forged Hunter... $ 34.56 

Schrade Old Timer Splinter Carvin 

Knife Traditional Pocket Knife 

$ 

16.39 

IS9WD 

Italian Style Stiletto 9” 

Wood Handle 

$ 

11.97 

Schrade Little Ricky Full Tang Drop Point 

Re-Curve Fixed Blade Knife... $ 32.99 

SCIMP165 

Schrade Imperial 165 

$ 

5.64 

E37T-K-SOG E37T-K... $ 66.25 

Generational USA Sharpfinger 152OTG 

$ 

56.24 

LNGELBKD-Lightning Elite Black Handle Drop Point 

$ 

20.99 

KB0041-Kabar BK41 

$ 

32.51 

SOG-KEYTRON - SATIN, STRAIGHT 

$ 

16.54 

T979BL 

Mini OTF T979-BL 

$ 

7.69 

CALL FOR SPECIAL PRICING DEALS! 

WE are a full line distributor for all the many brands we carry. 

We also have a full complement of Cold Steel Blowguns and Accessories. 

NEW PRODUCTS ADDED WEEKLY • LIMITED QUANTITIES ON ALL SALE ITEMS 

Want More Info? Circle #04 on page 11 • www.Vendor411.com RETAILERS FORUM MAGAZINE | APRIL 2024 Page 3

LARGEST FOOTWEAR BRANDS IN THE WORLD 

OVER 20 YEARS OF SERVICING THE MARKETPLACE 

NIKE - ADIDAS - PUMA - CONVERSE - REEBOK - JORDAN - VANS 

Check Out These New CLEARANCE Sale Items... 

VANS VAULT-UA OG Epoch LX 

$ 

30 

ASICS Sportstyle-EX89 

$ 

120 

CHUCK 70 Colorblocked 

In Stock $ 35.60 

PUMA-Slipstream Lo Retro 

$ 

36 

NEW BALANCE- 550 (TD) 

$ 

40 

PUMA-Suede VTG Teams 

$ 

44.50 

ADIDAS Originals 

Phormar I x Craig Green 

$ 

74.75 

PUMA 

Suede VTG 

$ 

26.70 

CONVERSE 

Chuck 70 Archive Reptile 

$ 

28.50 

PUMA 

Lqd Cell Extrol Helly 

$ 

35.70 

VANS 

UA OG Classic Slip-On LX x Porter 

$ 

29.70 

REEBOK 

Instapump Fury x Kung Fu Panda 

$ 

60.00 

www.SneakerClearance.net 

Page 4 APRIL 2024 | RETAILERS FORUM MAGAZINE

WHOLESALE 

Costume Club 

• Disposables 

• Atomizers 

H2 E-Cig Round 

Mouth Atomizer 

$1.85 

• Kits 

• E-Cig Ba teries 

5mL Bo tle 

Liquid E-Juice 

for E-Cig $1.30 

E-Case w/2 

Cigare tes + 1 USB 

Charger $10.50 

1 0’S IN STOCK 

All Occassions 

Fast Same Day Shipping 

Flat Rate Delivery 

E-Cig kit Includes 1 cig, 

10cartridges, Wa l, USB, 

Car Chargers $6.50 

• E-Liquids 

• E-Cig A ce sories 

Round Mouth E-Cig 

3.5ml Atomizer Set 

w/Coil Heads $3.83 

SHISHA Zero 

Nicotine Disposable 

E-Cig $3.45 

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. 

Sell to over 60,000 

stores through Forum 

631/754-5000 

DRESS UP FOR 

PROFITS! 

COSTUMES ARE YEAR ‘ROUND MONEY MAKERS! 

Every Day’s A Treat! 

See our ad on page 28 

www.USACostumers.com 

Light Up WithoUt 

Lighting Up! 

LOGIC WHOLESALE 

see our ad on page 37 

Start. 

Electronic 

Cigarettes 

Full Service Wholesaler • We Ship Worldwide 

Grow. 

Repair. 

Our specialty is helping sma l and 

mid-sized busine ses achieve su ce s. 

Contact us for fr e consultation. 

1-800-433-7002 

info@ForumBA.com • www.ForumBA.com 

Always Be 

Fashionable 

FASHIONABLE 

SALES 

See our ad on Pg 63 

www.Lightecig.com 

We Dropship - Distributors WanteD • Scroll website to bo tom - Click on WHoLESALE 

SMALL 

BUSINESS 

CONSULTING 

ForumBA.com 

Ad on Page 18 

INDEX 

ADVERTISERS INDEX 

AUGUST 2022 

BLING IT ON! 

HipWholesale.com 

See our ad on Page 27 

Does anybody 

read these? 

CALL 631-754-5000 and 

you’ll get a FREE 3-mo. 

subscription! 

Congratulations to 

FIND THE FINDS 

Northport, NY 

PLEASE PATRONIZE THE LEADING WHOLESALERS 

WHO ADVERTISE IN RETAILERS FORUM MAGAZINE 

THE TRUSTED BUYING SOURCE FOR RETAIL STORES! 

ADVERTISING 

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

APPAREL 

1 STOP WHOLESALE ........ 35 

BLANK TEES. ............... 28 

BOUTIQUE CLOSEOUTS. ..... 51 

CAPSMITH ............. 20-21 

CLOTHINGWARE ........... 71 

DD BULK ................... 60 

FASHIONABLE 

FASHIONABLE SALES. ....... 63 

WATCHES 

SNEAKY SAVINGS ON SNEAKERS 

SKMEI 1463 Fashion Women 

Watches W/ Leather Strap 

$14.99 

FLIRTY WHOLESALE ........ 24 

KARMA CIRCLE. ............ 03 

SCARF WAREHOUSE ........ 84 

For Men & Women 

See Our Ad On PAge 59 

SKMEI 1258 Digital Sport Watch 

For Men W/ 50m Waterproof 

SKMEI 9178 

Creativity Sku l 

Quartz Watch 

For Men 

$16.99 

SKMEI 1704 Elegant Girl Clock 

W/ Japan Quartz Movement 

$18.99 

$13.99 

STYLISH PLUS .............. 45 

T SHIRT REP ................ 88 

UIN DEALS ................. 61 

LINKS 

SKMEI 123 Fashion 

Casual Sport Watch 

W/ Stainle s Steel Strap 

Liebig L1013 Japan Quartz 

Movement Golden Watch 

$13.99 

$15.99 

UNIVERSE WHOLESALE. ..... 47 

USACOSTUMERS.COM ...... 28 

ASSORTED ITEMS 

AUCTION FINDER ........... 34 

BEAN WHOLESALERS ....... 24 

DINO DROPSHIP . . . . . . . . . . . . 57 

DOBA DROPSHIP ........... 15 

EVERYTHING CLOSEOUTS ... 70 

EZ DROPSHIP. .............. 68 

FIND IT ASIA. ............... 86 

LIEBIG L2004 Quartz Watches 

For Men 

$17.99 

SKMEI 1419 Simple Style 

Women Quartz Watches 

$12.99 

MEGA UBID ................ 74 

RAMSONS IMPORTS ........ 13 

SWEET WHOLESALERS ...... 55 

TOP TEN WHOLESALE ....... 83 

BOOKS 

AUCTION BOOK ............ 80 

BUYERS CONTACTS ......... 79 

CLOSEOUT DIRECTORY ..... 89 

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

TRADE PUBLICATIONS ...90-96 

CANDY 


CELLULAR 

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

SKMEI 1676 Simple Watches 

For Men IP68 W/ Leather Strap 

WHOLE-CELL .............. 73 

$15.99 

SKMEI 1690 

Quartz Watches For Womens 

W/ Rhinestone Decoration 

$16.99 

COMPUTERS 

REFURB SHOPS ............. 32 

CONSUMER ELECT. 

SKMEI 1722 Ladies 

Quartz Analog Silicone 

Wrist Watch 

FIND IT CHINA .............. 65 

$15.99 

FAST SHIPPING - 100% GUARANTEED AND WARANTEED - FAST SHIPPING 

ALL CREDIT CARDS ACCEPTED - WE SHIP WORLDWIDE - WHOLESALERS WELCOME 

CREDIT CARD 

PROCESSING 

EXP MERCHANT ............ 81 

SKMEI 1703 Fashion Flower Shape 

Dial Ladies Quartz Clock 

W/ 30m Waterproof 

$17.99 

www.TimeWholesalers.com 

We make it easy to find products and suppliers 

without having to flip through entire magazine 

1. Check the INDEX on Pages 6 & 7. 

2. Find the Product Category and View the Various Companies. 

3. CLICK on the Company you’re interested in and their Ad Page 

will Open Immediately. 

Found an ad that Interests you and want to know more? 

1. CLICK on the website in the ad and you will open the 

company’s website. 

2. CLICK on an email in the ad and you can send a message 

ALL WEBSITES AND EMAILS IN EVERY AD ARE LIVE LINKS. 

JUST CLICK ON THEM! 

RESPONDER 

CLICK ON BANNERS 

IN SELECT ADS 

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

TO GET FREE CATALOGS/PRICING 

Many companies are enrolled in our Reader Response 

Program (Page 11). You can contact multiple 

companies with 1-CLICK! 

1. Find the Reader Response Banner in an Ad. 

2. CLICK on the banner and it will open up an Inquiry Form. 

3. Select Companies you want FREE CATALOGS and Info from. 

4. You can also access this FREE Program on Page 11 

or www.Vendor411.com directly. 

FORUM PUBLISHING COMPANY 

CONTACT US: 

TEL: 1-800-635-7654 

383 East Main Street, Centerport, NY 11721 

FAX: 631-754-0630 

www.RetailersForum.com 

RETAILERS FORUM Email: MAGAZINE ForumPublishing@gmail.com 

| APRIL 2024 Page 5

Sell to over 60,000 

stores through Forum 

631/754-5000 

DRESS UP FOR 

PROFITS! 

Every Day’s A Treat! 

RS with a 

COSTUMES ARE YEAR ‘ROUND MONEY MAKERS! 

WHOLESALE 

100’S IN STOCK 

Costume Club 

All Occassions 

Fast Same Day Shipping 

Flat Rate Delivery 

Solution 

www.USACostumers 

See NEW our USACostumers.com 

with ad on COOLING page Technology 26 

Light Up Without 

Lighting Up! 

LLOWS - 25% of body weight is on the pillow, 

getting Full the Service right Wholesaler pillow • We Ship Worldwide 

• LOGIC Disposables • WHOLESALE 

Kits 

• E-Liquids 

with a new mattress 

• Atomizers 

will 

• E-Cig 

improve 

Batteries • 

sleep 

E-Cig Accessories 

see our ad on page 69 

OMFORTERS 

H2 E-Cig Round 

Mouth Atomizer 

$1.85 

Electronic 

Cigarettes 

Clara Clark Collection 

Sales 

in 

Slumber 

5mL Bottle 

E- Liquid E-Juice 

for E-Cig $1.30 

E-Case w/2 

Cigarettes + 1 USB 

Charger $10.50 

E-Cig kit Includes 1 cig, 

10cartridges, Wall, USB, 

Car Chargers $6.50 

Round Mouth E-Cig 

3.5ml Atomizer Set 

w/Coil Heads $3.83 

BLING IT ON! 

HipWholesale.com 


SMALL 

BUSINESS a mattress without a 

mattress protector 

CONSULTING 

ForumBA.com 

Ad on Page 58 

SHISHA Zero 

Nicotine Disposable 

E-Cig $3.45 

www.Lightecig.com 

see our ad on Page 15 

We Dropship - Distributors WanteD • Scroll website bottom - Click on WHoLESALE 

SNEAKY 

SHEETS 

SAVINGS 

- 73% 

ON 

of customers 

SNEAKERS 

that purchase a new mattress 

will buy a new sheet set within 

the next 3 days, give them all 

they need! 

See Our Ad on Pg 04 

MATTRESS 

PROTECTOR 

You wouldn't sell a car 

without insurance. Don't sell 

Does anybody 

read these? 

CALL 631-754-5000 and 

you’ll get a FREE 3-mo. 

subscription! 

ark catalog today! 

Congratulations to 

845.533.4590 

122 COMPLETE! 

Valentine Beach 

cs@sanderscollection.com 

ADVERTISERS INDEX 

PLEASE PATRONIZE THE LEADING WHOLESALERS 

WHO ADVERTISE IN RETAILERS FORUM MAGAZINE 

THE TRUSTED BUYING SOURCE FOR RETAIL STORES! 


ADVERTISING 

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

APPAREL 

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

BLANK TEES. ............... 42 

BOUTIQUE CLOSEOUTS ...... 57 

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

DD BULK ................... 40 

FASHIONABLE SALES. ....... 21 

FLIRTY WHOLESALE ......... 62 

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

SCARF WAREHOUSE. ........ 29 

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

STYLISH PLUS .............. 73 

T SHIRT REP ................ 88 

UIN DEALS ................. 87 

USACOSTUMERS.COM ....... 26 

ASSORTED ITEMS 

AUCTION FINDER. ........... 52 

BEAN WHOLESALERS ....... 34 

CLOSEOUTS FOR SALE ...... 27 

DINO DROPSHIP. ............ 61 

DOBA DROPSHIP ............ 31 

EVERYTHING CLOSEOUTS. ... 66 

EZ DROPSHIP ............... 44 

FIND IT ASIA ................ 86 

HARNEL INC. ............... 13 

HEAVENLY WHOLESALE. ..... 48 

MEGA UBID ................. 36 

RAMSONS IMPORTS ......... 02 


TOP TEN WHOLESALE ....... 81 

BOOKS 

AUCTION BOOK ............. 84 

BUYERS CONTACTS ......... 91 

CLOSEOUT DIRECTORY ...... 82 

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

TRADE PUBLICATIONS ... 100-106 

WHOLESALE SOURCE BOOK…….90 

CANDY 

SWEET WHOLESALERS ............ 41 

CELLULAR 

CELLCITY.BIZ ............... 65 

WHOLE-CELL ............... 45 

COLLECTIBLES 

PATTER’S COLLECTIBLES .... 20 

COMPUTERS 

REFURB SHOPS. ............ 78 

CONSUMER ELECT. 

FIND IT CHINA. .............. 47 

SURPLUS GIANT ............ 19 

CREDIT CARD 

PROCESSING 

EXP MERCHANT. ............... 75

#1 

BUYING GUIDE 

FOR RETAIL STORES! 

DISPLAY/SUPPLIES 

& SERVICES 

AVVO ADVISORS ............ 54 

CC WAREHOUSE ... BACK COVER 

E-STORE BUILDERS ......... 26 

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

E-STORE SITES ............. 28 

FB CAMPAIGNS ............. 46 

FORUM ADVISORS. .......... 58 

KWIK INC. .................. 56 

PAYROLL HELPER ........... 70 

PROTECTION PLANS. ........ 38 

RETAILERS BANK ........... 64 

SALES GROUP BAGS ........ 74 

SETON SIGNAGE ............ 89 

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

WHOLESALESOURCES.COM .... 

INSIDE BACK COVER 

DROPSHIPPERS 

DINO DROPSHIP. ............ 61 

DOBA DROPSHIP ............ 31 

EZ DROPSHIP ............... 44 

E-CIGARETTES & 

SMOKE SHOP ITEMS 

3’x5’Embroidered Flags $14.00 Each 

LIGHT E CIG ................ 39 

View our 148 page Catalog online ! 

www.RIOhio.com 

LOGIC WHOLESALE ......... 69 

USA VAPE DEALS Belt ........... Buckles $18.00 dz85 

$36.00 dz 

Hat Pins $6.00 dz 

$18.00 dz 

FOOTWEAR 

$9.00 dz 

5” Patches $36.00 dz 

SNEAKER CLEARANCE ...... $39.00 dz04 

$36.00 dz 

Playing Cards 

$18.00 dz 

Garden $48.00 Flags 

dz 

12”x18” Metal Signs 

HEALTH & BEAUTY $5.50 Each 

Metal Signs 

$5.50 Each 

Tri-Fold 

$5.00 Each 

HANDBAGS 

$24.00 dz 

3’x5’Embroidered Flags 

$21.00 dz 

$14.00 Each 

Leather Wallets $5.50 each 

BAG CLOSEOUTS $21.00 dz........... 59 

$36.00 ut 72 pcs 

Magnets 3”x8” $18.00 dz 

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

DE SOAP FRAGRANCES……..22/23 

Belt Buckles 

$42.00 dz 

HOME & HOUSEWARE 

Patches $18.00 dz 

CLARA CLARK .............. 15 

DAKOTA STEEL ART .......16/17 

MERCHANDISE REP ......... 24 

RUG PROFITS. .............. 35 

RUSH SUPPLIERS ........... 24 

JEWELRY/ACCESSORIES 

BLING WHOLESALER .............63 

BODY CANDY HQ .................49 

BUND JEWELRY. .................57 

HIP WHOLESALE .................53 

JEWEL CLEARANCE ..............30 

JEWELRY MINERS ................43 

SHAKE WHOLESALE. .............50 

UNIVERSE WHOLESALE ...........67 

Garden Flags WindSocks 

48.00 dz $48.00 dz 

Min.Order 

$150.00 

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 

$4.50 Each 

NOVELTIES 

3pc Magnet 

$5.25 Each 

CARTOON CONCEPTS ....... 68 

Metal Plates 

$27.00 dz 

8” x 12” Parking Sign $18.00 dz 

$15.00 dz 

$42.00 dz 

$15.50 Each 

COOL GLOWING. ............ 83 

NOVELTY SELLER ........... 79 

PPE SUPPLIES 

PPE STOCKROOM ........... 77 

R/C & TOYS 

8” x 12” Metal Signs 

$39.00 dz 

RC VARIETY ................ 71 

SOARING RC. ............... 72 

$4.00 each 

SELF DEFENSE ITEMS 

Leather Bracelet $18.00 dz 

BESTEX .................... 20 

SPECIAL FEATURES 

FORUM WORKSHOP ......... 32 

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

12”x18” Metal Sign $5.25 each 

$36.00 ut/72pcs 

$15.00 dz 

Stylish & Fashionable 

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 

SPORTING GOODS 

OHIO KNIFE. .................03 

TRADE SHOWS 

THE MARKET CENTER ........18 

WATCHES & CLOCKS 

TIME WHOLESALERS ........ 33 

WATCH DEALERS ........... 30 

WEDDING ITEMS 

SMARTEST BARGAIN ........ 60 

WELCOME NEW READERS! 

Advertise in 

Metal Sign 

12”X18” $5.75 Each 

See Page 9 

BUSINESS BOOKS 

www.BizBooks.org 

STYLE IN FASHION 

Fashions 

from Around 

the World 

$6.00 dz Hat Pins Also 

See our Ad on Page 18 

sold by the 

Gigantic dozen! Selection 

of Variety Goods 

See our Ad on Page 02 

DROPSHIP TO PROFITS! 

Tri- Color Necklace $18.00 dz 

1000’s of Items 


WHOLESALERS: 

Increase Your Sales 

By Advertising Here! 

631-754-5000 

WIND SPINNERS 

Sells Like 

A Breeze! 

DAKOTA STEEL 

See Our Ad on Pgs. 16/17 

VISIT FORUM ON 

THE INTERNET 

View our latest books at 

www.bizbooks.org 

WE HAVE BUYERS 

Databases for ALL Industries 

www.BuyersContacts.com

ADVERTISING INFORMATION 

www.retailersforum.com 

VOL 28 NO. 2 

JUNE 2008 

MARKETING TIPS! 

MERCHANDISE SOURCES 

RETAILING TIPS 

SELL LIKE AN 

EGYPTIAN! 

Reach Active Buyers with our Print Readership 

Plus over 265,000+ Page Views Monthly Online 

✔ Apparel and Accessory Stores 

✔ Card and Gift Stores 

✔ Discount and Dollar Stores 

✔ Distributors and Jobbers 

✔ General Merchandise Stores 

✔ Internet On Line Stores 

✔ Mail Order Catalog Sales 

✔ Novelty and Toy Stores 

✔ On Line Stores 

✔ Resort and Souvenir Stores 

✔ Sporting Goods Stores 

✔ Variety Merchandise Stores 

✔ Wholesalers 

ESTABLISHED IN 1981 as a buying source for store 

owners and wholesalers, Retailers Forum offers advertisers 

a large national circulation to showcase their products 

and services. Many of our readers are located in rural 

areas where access to merchandise is difficult, making our 

magazine indispensable to their buyers. 

Through our unique direct mail and trade show 

circulation we constantly rotate our mailing lists, adding 

new stores monthly enabling us to deliver new, fresh 

buyers each and every month you advertise with us. 

In addition to your print ad, your company will be 

featured in our digital on line monthly version at 

www.RFmagazine.com. Our online magazine produces 

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

which is in addition to our print and mail distribution. 

Your online ad will link to your website and email 

address and we provide unlimited transfers from our 

readers into your website 24/7. 


383 East Main Street, Centerport, NY 11721 


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 

1⁄8 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 

1⁄8 Page: 2¼" high x 3¼" wide 

¼ Page: 4‚" high x 3¼" wide 

½ Page: 

Full Page: 

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

PDF format in CMYK color, 300 dpi resolution only 

✔ Monthly print and mail magazine 

✔ Online magazine and search marketing 

✔ Distribution at top trade shows 

4‚" high x 7" wide or 

9½" high x 3¼" wide 

9½" high x 7" wide 

FULL MARKETING PROGRAM INCLUDED >> 

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 2024 

JANUARY 

Atlanta Gift Fair 

Los Angeles Market Week 

Philadelphia Gift & Variety Show 

Seattle Gift Show 

The Merchandise Center, IL 

FEBRUARY 

ASD Marketplace Las Vegas Show 

Louisville Gift Show 

Magic Sourcing Show 

New York Toy Fair 

Off Price Specialist Show 

Rocky Mountain Gift Show 

MARCH 

Atlanta Spring Gift Show 

California Marketplace 

Dallas Apparel & Accessories Show 

Greensboro Gift & Jewelry Show 


APRIL 

Hawaii Merchandise Expo 


MAY 

Las Vegas Licensing Show 

New Orleans Gift & Jewelry Show 

Northern Michigan Gift & Souvenir Show 

Off Price Show NY TBD 


JUNE 

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 


Rocky Mountain Gift Show TBD 

St. Louis Gift Show 

SEPTEMBER 

Asia America Wholesale Show 

Dallas Home & Gift Show 

Greensboro Gfit & Jewelry Show 

Hawaii Gift Show 

Norton’s Gift & Variety Show 

Philadelphia Candy & Gift Show 


OCTOBER 

Dallas Apparel & Accessories Show 

Las Vegas Souvenir & Gift Show 


NOVEMBER 

Gatlinburg Gift Show 

Hawaii Merchandise Expo 


Smoky Mountain Variety 

DECEMBER 

Grand Strand Gift & Variety Show 



Our Large Holiday Issue Hits The Mails Before Thanksgiving to 

Maximize Advertisers Results! 

We provide physical magazines at shows or email free 

digital magazine to attendees using Attendee database lists. 

* Show schedules are subject to change without notice.

From the 

PUBLISHER 

Spring Sales Season 

Off To Swift Start 

THIS is a great time of the year when hope 

springs eternal in the retailing industry. 

And I have been saying this for decades: 

We hope the showers of April will be coins 

and bills falling into our cash registers! 

That phrase never gets old for me! 

THE first quarter sure came and went 

quickly, don’t you think? The best news 

is that we have seen a decent rebound in 

our economy and an increase in our sales 

with consumer confidence slowly inching 

upwards. 

ALL of the economic data has been great 

news for our independent businesses and 

this was more apparent to me during last 

month’s trade shows that we participated 

in. Attendance was good, not great, but 

there was a good deal of enthusiasm and 

many wholesalers were writing orders, 

which is encouraging. The biggest 

question that buyers had was “Where is the 

new and exciting merchandise?” That is 

the key question to understand where our 

sales will be heading for the rest of the year. 

I have always gotten a good barometer 

of where the industry is heading when in 

the trenches at the trade shows. Rather 

than trust the news or articles often written 

by people disconnected to retail reality, I 

get to speak to retailers and wholesalers 

directly and witness the order-writing 

activity to get the best sense of things. This 

month I will be heading to a higher end 

>> ON-LINE SOURCING 

retail event in Ohio and get the pulse on 

brick-and-mortar businesses. 

MANY of those I have spoken to have 

been increasingly optimistic about the 

future of their businesses and almost all 

have taken our advice over the years to 

increase their online business offerings to 

hedge the markets. 

WITH the nicer weather now arriving 

shoppers will be doing just that – shopping! 

Your sales floors need to be spruced up 

to reflect the changing season to entice 

shoppers to come in and spend money. 

OUR small businesses need to be 

responsive to our clients needs. Unlike the 

big box stores, we have the ability to buy 

inventory on the fly, to shift merchandise 

within days, not months. This is a huge 

advantage that we have. We do not need 

to have meetings or plan-o-grams to make 

changes – we just do it. And that ability is 

the sure way to profits and success and we 

all need to embrace that. 

MANY wholesalers have been reducing 

minimum purchases to encourage sales 

and this is a great way to add more variety 

to your stores without tying up all your 

money into inventory. Take advantage of 

that great buying opportunity. Many of our 

advertisers have no minimums at all so you 

can sample different items and do in-store 

testing. Be creative and adventurous with 

your purchasing and watch it pay off! 

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 

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Martin Stevens 

OVERSEAS OFFICE 

Trade Channel 

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+31-23-531-90-22 

Published Monthly by: 

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www.retailersforum.com 

42 Years 

1981-2024 

RETAILERS FORUM is published monthly at $75/year USA, 

$125/year foreign. 

Entire contents copyright ©2024 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 

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etailers 

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Receive FREE Information on Products & Services in this Issue 

APPAREL 

❑ All Advertisers in APPAREL 

❑ 13. Capsmith 

❑ 14. Style In Fashion 

BUSINESS SERVICES 

❑ All Advertisers in BUSINESS SERVICES 

❑ 24. Forum Business Advisors 

COLLECTIBLES 

❑ All Advertisers in COLLECTIBLES 

❑ 03. Patter’s Collectibles 

CREDIT CARD PROCESSING 

❑ All Advertisers in CREDIT CARD PROCESSING 

❑ 68. EXP Merchant 

ELECTRONICS 

❑ All Advertisers in ELECTRONICS 

❑ 

➥ 

08. Surplus Giant 

GENERAL & VARIETY 

❑ All Advertisers in GENERAL & VARIETY 

❑ 02. Harnel Inc. Party Goods 

❑ 07. Ramsons 

❑ 06. Stain Imaging 

Look For Reader Response Banner in Our ADS! 


ADVERTISER INDEX 

HEALTH & BEAUTY 

❑ All Advertisers in HEALTH & BEAUTY 

❑ 11. De Soap Fragrances 

HOME & HOUSE 

❑ All Advertisers in HOME & HOUSE 

❑ 23. Dakota Steel Art 

❑ 21. Sanders Collection 

JEWELRY & ACCESSORIES 

❑ All Advertisers in JEWELRY & ACCESSORIES 

❑ 09. Puka Creations 

NOVELTIES/TOYS 

❑ All Advertisers in NOVELTIES & TOYS 

❑ 10. Novelty Toys 

SELF DEFENSE ITEMS 

❑ All Advertisers in SELF DEFENSE ITEMS 

❑ 12. Bestex 

SPORTING GOODS 

❑ All Advertisers in SPORTING GOODS 

❑ 04. Ohio Knife 

FREE INFORMATION REQUEST FORM: 

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City ___________________________________________________State _____________________ Zip ______________________ 

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➥

WHAT’S HOT 

For more information, contact: 

www.e-Storesites.com 


www.ShakeWholesale.com 

Beauty Cubic 

Zirconia .925 

Sterling Silver 

Handcrafted 

Necklace 

Retail $93 


www.Forum123.com 

Tel: 1-631-754-5000 


YOU MUST BE ONLINE 

E-STORE Sites is one of the easiest companies to work with to jump start your 

business to online dominance. I am surprised these days on how many companies do 

not have an adequate, or any, online presence. You just cannot succeed in 

our industry if you do not offer your clients the convenience of online 

shopping. 

FOR many business owners who are not tech-savvy there is a hesitance 

to take their business to the internet. Often they go with cookie-cutter 

websites that fail to entice shoppers. Now there is an alternative that is 

affordable and easy-to-use. 

E-STORE Sites is an easy way to build your store and promote it 

through all the channels, including most important social media. There are 

built-in SEO tools as well to help you get immediate traction. Plans start at 

just $39 for our readers. 

ARTESANAL JEWELRY SELLS 

WITH no minimum order, one of the best jewelry wholesalers you will 

fi nd anywhere is Shake Wholesale. They are true purveyors of unique jewelry 

including rings, pendants, earrings, bracelets, beads and necklaces. These are 

not just run-of-the-mill jewelry pieces, but instead beautifully crafted pieces, 

CLOSEOUT: 

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all with a 100% money back guarantee. 

SHAKE Wholesale welcomes flea market vendors, retailers, online sellers, 

party planners and others who want to boost their income by offering 

their clients the most beautiful fast selling jewelry items available today. The 

company offers a special Wholesale Account to qualified buyers that will 

reduce pricing as much as 40% additional on all orders. 

THERE is free shipping on all orders and all clients can buy one or one 

hundred pieces to offer variety to their shoppers. These are unique pieces 

you will not see around town. 

THIS month’s hot item is special closeout of a CZ .925 sterling silver 

handcrafted necklace for just $22.04 while supplies last! 

BUY BELOW WHOLESALE 

NOW more than ever it is important to buy products at the sharpest possible 

prices so you can make more margins when you resell at your store or online 

site. With the costs of goods increasing so rapidly it is harder than ever to 

follow the double mark-up rule that was the gold standard or retailing. We 

have had to become much more competitive to make sales and part of that 

is not being able to get the mark-ups we need. 

THAT was until now! Forum Publishing has released the new 

CLOSEOUT DIRECTORY and Coursebook that lists (by merchandise 

category), companies that specialize in closeout priced goods. These are 

products that can be overstock, overruns, discontinued goods, store 

returns and product changes. 

CLOSEOUT merchandise can be bought 25-75% off regular wholesale 

prices and will improve your bottom line by mixing these goods into your 

lines. The Closeout Directory is just $29.95 in print or PDF versions.

YOUR WHOLESALE PARTY HEADQUARTERS 

Gifts 

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Toys 

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www.Harnelinc.com • 847-325-5231 


RETAILERS FORUM MAGAZINE | APRIL 2024 Page 13

RETAILING NEWS 

Tax Tips for New Businesses 

SINCE April is known as the month for taxes, we wanted to share some ideas for companies that 

may be just starting up to help them conserve on some of their expenses. Funding start-ups has been 

tough these days since the interest rates have skyrocketed so it is wise to take advantage of several 

tax rules that can benefit you. 

YOUR start-up costs are tax deductible as they are capital asset expenditures. The tax laws allow 

you to write up many costs within limits: 

YOU can deduct $5000 in the first year, with the balance of start-up costs amortized over 180 

months. If costs exceed $50K, the $5000 immediate deduction is reduced dollar-for-dollar. If start-up 

costs exceed $55LK there is no immediate deduction and all start-up costs must be amortized over 

180 months. 

GENERALLY, start-up costs are expenses you pay during the first few years of your business. For tax 

purposes, the term start-up costs has a very specific meaning. These includes amounts paid prior to 

the business opening its doors to customers that would otherwise be treated as ordinary and normal 

business expenses that are currently deductible if the business were in operation. Expenses treated 

as start-up expenses include: Advertisements for the opening of the business, Analysis of available 

facilities, supplies, labor and transportation; Salaries and fees for executives and consultants and 

fees for professional services; Survey of potential markets; Travel and other expenses incurred to get 

distributors, supplier or customers. 

KEEP in mind that some start-up expenses are treated as part of acquiring a capital asset – the 

business. Legal fees to prepare contracts and not considered start-up fees. And you cannot deduct 

the value of your time spent in researching or exploring prospective business and getting it ready to 

open. 

OFTEN start-ups lack proper funding and we have found one of the best ways to add valuable 

employees to your business is to offer equity compensation. Many of you familiar with Shark Tank 

know this means giving your employees an ownership interest in the business rather than cash 

compensation. The given shares are taxable compensation and your business can take a deduction. 

A big bonus to employees who accept stock instead of cash is that they can get serious tax breaks if 

the stock is held more than 5 years and then sold at a profit. This can get a bit complicated, and you 

should speak to a qualified CPA or accountant/lawyer to guide you through all of the suggestions 

made in this article to make sure you are eligible and apply it correctly. 

UNLIKE last month’s State-of-the-Union speech where the current President of the USA wants to 

increase tax on corporations, we believe that corporations are the backbone of our country and 

economy and should be extended all courtesies. 

Neiman Marcus Poised for Growth 

THE luxury business has been having tougher times during our current financial climate, but luxe 

brand Neiman Marcus has a new growth plan that strategies for long-term growth for the company. 

They are shedding debt and then focusing on evolving their stores with more in store experiences 

and exclusive offerings for their discerning clientele. The chain is looking to capture greater business 

from their high-value clients with this new expansion program. 

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

If It Affects Retailing We Report On It! 


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STYLE IN FASHION INC. 

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CHICAGO 

MAY 

MARKET 

Monday, 6th 

Tuesday, 7th 

Get name brand and extreme value merchandise at far below wholesale prices. 

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• Practically the entire closeout industry under one roof 

REGISTER AT 

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TMC The Merchandise Center, 9555 Foster Avenue, Suite 600, Schiller Park Illinois 60176 ©Copyright 2024 

Page 18 

APRIL 2024 | RETAILERS FORUM MAGAZINE



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BEST DEALS FOR OVER 20 Years! 

Electronics • Toys & Hobbies • Fashion • Auto • Home 

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YOUR INVICTA WHOLESALER 

MENS 

WOMENS 

Invicta Bolt Herc Reserve Quartz 

Mens Watch - 53mm Stainless Steel 

Case, Silicone/Stainless Steel Band, 

Black, Gold (33156) 

$849.00 

Sale Price: $ 109.00 

IInvicta Pro Diver Mens Quartz 

42mm - Model 33269 

$199.00 


Invicta is a fast growing watch brand, and is considered by 

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collections from the worlds of Disney, Marvel, DC Comics, Star 

Wars, and the NFL. 

Invicta Bolt Womens Quartz 36 

mm Gold, Stainless Steel Case 

Blue Dial - Model 29196 

$259.00 


Invicta Angel Womens Quartz 

40mm Stainless Steel Case, Silver 

Dial - Model 31078 

$250.00 


Invicta Corduba Quartz Mens 

Watch - 52mm Stainless Steel Case, 

Stainless Steel/Polyurethane Band, 

Black, Steel (33654) 

$429.00 


Invicta Reserve Mens 

Mechanical 48mm Gold Case 

Gold Dial - Model 26486 

$499.00 


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GREAT SELECTION ~ NO MINIMUM ORDER 

ALL CREDIT CARDS ACCEPTED ~ FAST SHIPPING 

Invicta Angel Womens Quartz 33 

mm Stainless Steel Case Blue Dial 

- Model 29114 

$279.00 


Invicta Specialty Womens Quartz 36 

mm Stainless Steel Case Charcoal 

Dial - Model 29395 

$199.00 


RINGS • BRACELETS • EARRINGS • PENDANTS • NECKLACES 

Jewelry Liquidators 

Yellow Real Gold 

Modern Wedding 

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Mens Round Cut CZ 

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Pretty Round CZ Heart 

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1.68ct Dainty 

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Two-Tone Ladies Elegant Narrow Link Bracelet 

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Two-Tone Brilliant Studded Heart 

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FORUM WORKSHOP 

forumworkshop 

Starting Your Own 

Starting Your Own 

BUSINESS 

Business 

A Return To 

The Family Farm 

PARTNERSHIP 

several months – the family has 

found that working at home has 

made them very close and given 

them ample time to do things together 

as a family; things that 

Jayʼs former job did not accommodate. 

As discussed previously, an invaluable employee 

(in your estimation, not theirs) 

should be made a partner. The same loyalty 

exists between members of a family when they 

all know that they will share equally in the fruits 

of their labor. Other employees expect (or 

quickly learn) that the owner will benefit more 

from success because the owner takes the 

risks and invests the capital. When the risks 

and investment (either in dollars or in time) are 

invested by members of a family, a business 

gains a longer incubation period, especially if 

the children live in their parentsʼ house. Theyʼll 

need less income to meet their needs if they 

arenʼt paying rent or house payments. 

Jay and Sheri Jensen plan to retire in eight 

years, when their eldest son, now fifteen, is old 

enough and “ready to buy them out.” They say 

while their children often complain about their 

jobs, they complain louder when their parents 

suggest hiring an outsider to operate the quilting 

machine. And while fall is a busy time for 

Jay – the many shows he travels to in nine 

western states keep him away from home for 


If the parents and offspring are 

all adults – living independently 

of one another – the dynamics 

change. 

The relationship, like any partnership, 

is subject to the changing 

needs and expectations of all 

adults. You and your partner must 

agree as to the type of business 

you will start, and you must agree what each 

personʼs responsibilities will be. These duties 

should never overlap. Agree to let each person 

have the final say over his or her area of responsibility. 

Discussion, as in all business relationships, 

is vital, Everyone should share 

information, but let the bookkeeper keep the 

books. 

Marge (Marguerite) Grossi has been involved 

with the wedding business for more than thirty 

years. She started as a seamstress in a shop in 

upstate New York. She worked her way up into 

a sales position and received formal training as 

a bridal consultant. 

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forumworkshop 

When her husband Alʼs job brought the family to 

Salt Lake City, she went to work part-time for 

Marjorie and Hooper Mortensen, the former 

owners of The Brideʼ Shop. They made her 

manager and, according to Margeʼs daughter, 

Kathy Halford, it was the Mortensens who decided 

that 

M a r g e 

would be 

the likely 

candidate 

to own The 

B r i d e s ʼ 

Shop when 

they retired. 

Marge says 

she never 

gave owning 

a shop much serious consideration because 

she was accustomed to working part-time and 

having lots of free time to travel. About the time 

the Mortensens were ready to sell, Alʼs job took 

the couple back to New York state. Marge says 

she kept in touch with the Mortensens and decided 

she would buy the business and return to 

Salt Lake after Al retired. Meanwhile, Kathy 

went to work in The Bridesʼ Shop to become 

more familiar with the daily operations of the 

business. Marge and Kathy took over the business 

in 1983. Mother specializes in selling and 

serving customers; daughter keeps the books. 

Since Marge doesnʼt care for paperwork, the division 

of labor suits both. Also, Kathyʼs previous 

experience working in the advertising department 

of a local furniture store has enabled her 

to bring one more skill into the family business. 

continued.. 

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forumworkshop 


Their biggest challenge has been to update the 

storeʼs inventory. Margeʼs ideas of bridal fashions 

differ from those of the previous owners. 

“Weʼve tried to gear ourselves to a more sophisticated 

woman.” To do that, Marge continues 

to put profits back into the business to 

expand the inventory. “If you donʼt have the 

dresses when the customers come in, you lose 

them,” says Kathy. 

Family businesses donʼt always work out. One 

of the businesses profiled in this article started 

out as a father-son-wife-daughter-mother relationship. 

The in-laws donʼt speak to one another 

anymore, probably because of the fact 

that everyone was trying to run everything. It 

never works. Not between bosses and employees, 

business partners, families, even husbands 

and wives. Donʼt do it yourselves. Assign 

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her position 

and find a 

r e p l a c e - 

ment. But 

donʼt try to 

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along the 

way. Youʼll 

only fight. 

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forumworkshop 


Of all the people I have met who are involved in 

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economy. 

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forumworkshop 


The health of the economy in a city, state, or 

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tight for business. Not all business. There are 

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As the owner of a business, you must know that 

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business for life, for the family, because you 

cannot imagine working for someone else or 

doing anything else for a living, save up and 

ride it out. 

Keeping a business alive and profitable requires 

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Youʼd have to have your nose buried deep in 

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in the world and how it affects the national 

economy. Such information is easy to come by, 

forumworkshop 

and you canʼt afford not to pay attention. In addition, 

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your state, city, town, even neighborhood. 

These “factors” comprise the “local economy.” 

The “local economy” is, in part, the impact that 

money (and credit) has on your environment, 

your location, the traffic 

flow into your place of 

business. The local 

economy also encompasses 

“decisions” – 

specifically, any decision 

made by someone 

other than yourself (a 

business owner) that 

has an impact on your 

business. 

continued.. 

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RETAILERS FORUM MAGAZINE | APRIL 2024 Page 43 

QUALITY • TRUST • SERVICE


THE SALT LAKE EXAMPLE 

A good example has taken place in Salt Lake 

City during the past decade. This pattern has 

happened in many cities, usually over a longer 

period of time. But Salt Lake is small and because 

there are fewer businesses in its downtown 

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About twelve years ago, the city government 

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forumworkshop 


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Main Street, where a number of small businesses 

were located. 

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Meanwhile the cityʼs Redevelopment Agency 

designated a major city block as “blighted” and 

destined for redevelopment. A few long-term 

residents of the block sued; most small merchants 

deserted Main Street in favor of the new 

mall. Corporate decision-making processes 

prompted JC Penney and F.W. Woolworthʼs to 

leave Main Street; both had been located on 

the downtown Salt Lake, was changed forever. 

Most pedestrian traffic now travels at the north 

end of town between the two malls. Merchants 

on Main Street struggled to survive as owners 

of older properties sold out or raised their rents 

to match those of the malls. 

My former partner had to relocate when the 

bank across Main Street purchased the property 

he rented to construct a new office tower. 

Fredʼs neighbor, a shoe store owner, chose to 

forumworkshop 

retire early. Fred elected to move across Second 

South into a space one-third the size, and 

he had enough at the time to justify that type of 

expense, because for the previous two years 

the Main Street renovation project had all but 

eliminated traffic flow and parking around his 

block. The move into a smaller, less visible 

space with virtually no on-street parking proved 

to be a poor decision. 

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Salt Lake provides a radical example of change 

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landlords never tell you about is the two to five 

years it is going to take before the construction 

forumworkshop 

is completed, the detour signs come down, and 

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BE POLITICALLY AWARE 

The point is: keep an eye on city hall. 

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Find out what is going on in the city or town 

or neighborhood where you have your business. 

If most of your customers park in the lot 

behind your store, and someone builds an 

apartment building there, as also happened to 

Fred, that should tell you something. Pay attention. 

In Salt Lake, people are accustomed to 

parking in front of their destination. New Yorkers 

walk everywhere and consider themselves 

lucky if they find a parking space on the island 

of Manhattan. When parking is expensive and 

public transportation adequate, maybe Salt 

Lake will become a pedestrian city. But the successful 

businesses there realize that is not now 

the case; and every business, city council, or 

public policy meeting centers around the issue 

of adequate parking and making the city accessible 

to the automobile. 

forumworkshop 


While I walked a mile 

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was the heart of town 

with no parking. 

In the first five years, you may be too busy to 

pay attention to politics. But you cannot afford 

not to. Believe half the rumors you hear, then 

make phone calls to those who really know; the 

Chamber of Commerce, your legislators and 

city or county officials, planning and zoning 

people ... 

continued.. 

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forumworkshop 


THE DANGER OF MALLS 

If you are located in a shopping mall, the 

danger is double. You not only risk city political 

projections and renovations, you are at the 

mercy of the whims of mall management. Remember: 

Mall managementʼs job is to collect 

rent from you. The marketing director may 

talk a lot about helping your business grow and 

succeed. The musical entertainment that takes 

place during Christmas 

in the center 

court is an effort on 

behalf of every tenant 

to attract traffic 

to the mall. Your 

merchantsʼ association 

dues pay for 

this. Donʼt forget it. The mallʼs owners consider 

you a renter. To the extent the company makes 

money from your business, management is interested 

in your welfare. That means that national 

chains are more interesting than small 

start-up companies. 

Just as the national economy has cycles, so do 

malls. Two things happen frequently: malls 

change ownership, and malls renovate. If a 

new company purchases the mall where you 

rent space, find out what their plans are. Ask for 

a long-term lease. If they say no, find out why. 

Renovation is a bigger danger than change of 

ownership, but renovation often follows a 

change in ownership. Even malls that donʼt 

change owners are likely to renovate, and the 

period for change is typically twelve years. 

continued.. 

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If the mall plans to renovate and, say, move you 

upstairs, ask who will pay for the move. Unless 

you have a long-term lease, you may have to, 

and your rent will increase, because what management 

is going to do will “improve traffic flow 

into the mall, so your space will be worth more,” 

or some such thinking. Really? Donʼt take their 

word for it or depend on mall management to 

help you succeed. They have only one real 

purpose, and that is to collect rent – the 

same as the landlord in the building you 

leased on Main Street. If the renovation plans 

donʼt attract pedestrian traffic, they will not apologize, 

explain, or lower your rent right away. 

Remember, landlords are just landlords. And 

while it is true that malls do more group advertising 

and sponsor more events than main 

streets, you pay for it in higher rents and in 

most cases, tenant association dues. 

forumworkshop 


Meanwhile, just like those Salt Lake businesses 

on Main Street, you will have to put up with dust 

and scaffolding and, even worse, reduced traffic 

flow past your shop during remodeling. 

Why? People donʼt like to climb around building 

materials, and when malls renovate, they tend 

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going to move 

out or close 

down. Fewer 

stores will be in 

the mall for a 

while (years), 

and fewer 

shoppers. 

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Should you stick it out anyway? If your business 

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loyal that they are going to cope with dust, yes. 

But if you are selling an item that people are 

likely to buy only if they are in the vicinity, no 

way. People wonʼt put up with too much inconvenience 

to get to your pizza snack bar. There 

are too many around to patronize instead. They 

might go through a little trouble to patronize 

your high fashion boutique, if you sell the only 

clothing of its kind in your area. 

Consider why your neighbors are staying or 

leaving once the renovation or rearrangement 

has been announced. A national store can draw 

funds from the parent company to pay bills for 

the year(s) it will take the mall to finish the 

changes. If you are operating a small start-up 

forumworkshop 

company, youʼll still have the same fixed costs 

of doing business: rent, utilities, pre-paid advertising. 

You can cut staff, if sales fall. But what 

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Will they still come in if you cut back? A 

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paper. It takes a day or two to get delivery of 

paper from the distributor. But if you are in the 

business of selling quantity and variety, it will 

be hard to convince your customers that they 

should settle for less choice 

during the renovation. They are 

likely to go elsewhere. And 

when demand picks up, can 

you restock quickly if your merchandise 

comes from California 

or New York and takes three 

months to arrive? 

continued.. 

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MOVING 

Moving, to some extent, is starting over. Youʼll 

have to spend a lot for store remodeling; you 

may have to decrease 

your inventory to fit your 

new space or your available 

working capital. 

Moving can be beneficial. Trust your own research, 

not someone elseʼs promises. Guy, The 

Ringmaker, was promised high foot traffic past 

his original mall location. It did not happen; but 

he survived long enough to move to a better 

spot in the same mall. Other merchants in his 

“corridor” were not so fortunate. Some are still 

in business and prospering, like Mikeʼs office 

supply shop. Since the original fiasco on Main 

forumworkshop 

Street, rents have fallen in response to supply 

and (lack of) demand. Eric opened a second 

Edinburgh Castle on Main Street. He says rents 

are lower and traffic higher than seventeen 

years ago when his wife, Betty, first owned the 

lingerie shop on the same street, before the 

malls were built. Then 

again, where else can 

people go for bagpipes 

and kilts? The jewelers 

and optical shops have 

all but abandoned Main 

Street in favor of mall 

locations. Comparison 

shopping habits and 

validated parking work 

in their favor. 

continued.. 



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Another factor that will affect your local 

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other businesses like yours have opened since 

you started. If there are many, people can go 

elsewhere if your store becomes inconvenient 

to get to during a renovation. If there are few, 

people will have to make the effort. 

forumworkshop 

Your first reaction to a potential renovation or 

forced move may be to relocate to another mall 

or back to Main Street. Again, consider why 

people shop in your place of business. If they 

impulse-by your chocolate candy, for example, 

when they come to the mall to buy clothing, 

they probably wonʼt travel to a second mall just 

to seek you out. If they shop at your store exclusively 

but live in a different part of the city or 

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Better yet, open a branch like Judyʼs 

Classy Lady, or Marie and Georgeʼs Mrs. Cavanaughʼs 

Candies. 

Are your customers walkers or commuters? 

How important is storefront parking? Access? 

Visibility? Before change happens to you, you 

must consider all these things. You must find 

out who your 

c u s t o m e r s 

are and why 

they patronize 

your business. 

To find 

this out, ask. 

continued.. 

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forumworkshop 


Surveys and questionnaires are a start, but you 

are limiting your information to those people 

who are willing to be surveyed or to fill out and 

mail your questionnaire. This information is too 

limited and too late. Find out as much as you 

can from your customers every time they visit 

your store. Engage in conversations. Ask as 

many people, as casually as possible, why they 

come to you. Then you will know what you need 

to know when the local economy forces you to 

make a change. 

TECHNOLOGY 

Another aspect of “local economy” is changing 

technology. As discussed before, just when you 

think you have built a loyal clientele, and you 

almost have your computer system paid for, a 

competitor will move into the neighborhood with 

the newest machine 

that produces twice as 

much at half the cost. 

Do you hold your 

ground? Reduce 

prices? Update your 

equipment? Again, the 

first decision you must 

make is how badly you 

want to continue in the 

same line of work (that is: self employment). 

Put pencil to paper and figure out how many 

years it will take to recoup your investment if 

you upgrade. Better still, consider leasing if you 

are in a technologically sensitive business. Or 

make certain that you purchase hardware that 

will be able to handle whatever new software 

becomes available, so that you can upgrade 

your system at a minimal cost. 

continued.. 

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forumworkshop 


The reason to change is never “to match the 

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keeping. Eventually the couple opened outlets 

in several suburban shopping malls. 

continued.. 

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forumworkshop 


Their successful venture into lingerie enabled 

the Gilzeans to pursue the idea of opening a 

Scottish imports store with vigor and sufficient 

capital. By 1986, the couple had closed the last 

of their Bettyʼs Bra Bar locations, and concentrated 

all their efforts on Edinburgh Castle. 

Since 20% of their business is already done 

over the telephone, Eric says their next change 

will be expanding into mail order. 

Another business owner who turned a change 

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and breeding race horses when the demand 

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Wayne had worked on a cattle ranch 

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On a business trip in 1983, Wayne says he 

overheard a flight attendant complain that Salt 

Lake Cityʼs downtown folds up after dark. At the 

time, the real estate market was beginning to 

suffer from a glut of builders and too few buyers. 

Wayne wanted to find a “more wholesome” 

atmosphere in which to raise his children than 

the race horse circuit. So, he applied for a temporary 

permit and after eighteen months, got 

permission 

from the City 

Council to 

take his 

horses and 

carriages on 

the street to 

sell rides. 

After three 

years he built 

forumworkshop 

his business to 10 carriages, 18 to 20 horses, a 

horse-drawn trolley, sleigh rides, and hay rides. 

Employees have been easy to find, as horse 

lovers simply find the place and ask for work. 

Finding horses that will adapt to work on city 

streets is the hardest part of the job, says 

Wayne. They not only have to adapt to city 

noises, but must learn to respond to voice commands. 

“Four in a thousand” meet the criteria. 

When I first interviewed Wayne, in May 1988, 

he said ten carriages were as many as the city 

could accommodate. However, after he had 

built his business to that level of service, a competitor 

entered the arena. Following his own advice, 

Wayne, chose to diversify his services and 

offer horse and carriage rides in other places. 

So he obtained the concessions at several 

state parks. 

continued.. 

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forumworkshop 


Still, the logical end to one business led nicely 

to the birth of a second. Entrepreneurs are like 

that. While you will certainly grow to love (or 

hate) your successful business, what you will 

find is that being in business for yourself is what 

really matters. The product or service you offer 

is secondary. The real entrepreneur will adapt 

to changing market conditions by upgrading, 

expanding, buying, leasing, selling, hiring, firing, 

raising or lowering prices ... whatever it 

takes to remain ethical, profitable, and in business. 

And if those efforts are either not 

affordable or simply too distasteful, 

the real entrepreneur will close one shop 

and find another to open that will be 

more suited to the times. 

continued.. 

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Just as Clair and Twila changed The Ink Spot 

from a print shop and office supply business 

into office supplies and Hallmark cards, and 

Mike dropped specialty gifts in favor of stuffed 

animals, so should you change your business 

to respond to changes in the local 

economy. Even Midnight Oil Typesetting, with 

its updated technology and method of operation, 

is a different business than the one I 

owned and operated. I used to spend as much 

time visiting with my customers as I ever spent 

typesetting. Bev Miller and family run a more 

“business-like” operation. Theirs is a drop-off 

and pick-it-up later system. Mine was a sit-andvisit 

and Iʼll do your work while you wait and we 

talk business. It seems I was always taking 

notes for an article series I did not know I would 

write. But here it is. 

Page 72 APRIL 2024 | 

forumworkshop 

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THE CHANGING TIMES 

forumworkshop 

Certain types of businesses will survive major 

changes in the local economy. The nationʼs 

passion for chocolate seems to keep candy 

companies in business for generations It is 

likely that we will be sending greeting cards 

through the mail for a long, long time to come. 

The messages may change, but the business 

will remain viable, I would guess, until postage 

stamps cost more than 

people are willing to 

pay ($1.00? $5.00?) 

and every household 

in America and the 

world is able to communicate 

electronically 

by personal computer 

for less than the cost of a stamp. Still, greeting 

cards have the advantage of providing a 

preprinted message that someone else –a 

poet or copywriter – wrote. Perhaps Hallmark 

will sell floppy disks that you can insert in your 

computer, then youʼll select an appropriate 

greeting, and send it over the Internet. Clair and 

Twilaʼs and Robertʼs descendants are likely to 

be operating a different type of business than 

the Hales are now. 

continued.. 

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FORUM MAGAZINE | APRIL 2024 Page 75

forumworkshop 


THERE IS ONLY ONE ABSOLUTE 

TRUTH ABOUT BUSINESS: 

CHANGE. 

Times change, tastes change, employees 

change, you will change, and your business 

will change if it is to survive. Think about 

some things that you have purchased regularly 

your entire life. Even the products in a grocery 

store have multiplies in quantity and variety. 

Consider eyeglasses and hairstyles. One Salt 

Lake optical shop is now run by a third generation. 

The business is the same, but the products 

and method of operation have changed. Frame 

styles come in designer labels. Contact lenses 

can even change the color of your eyes or correct 

your vision. Standard Optical built a lab that 

custom makes lenses in an hour now; even five 

years ago, it took a week or two. 

continued.. 


forumworkshop 


HAIRDRESSING HAS CHANGED. The world 

is no longer 

divided into 

b e a u t y 

shops for 

w o m e n 

and barber 

shops for 

men; alt 

h o u g h 

both still 

e x i s t . 

Nowadays, 

styling salons cater to both sexes, and menʼs 

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In the 60ʼs, hippies simply let their hair grow 

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Someone has to cut it that way, spray it to stand 

on end, dye it pink. 

continued.. 

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So, count on change, plan for it, save for it, and 

decide what you are going to do when it happens: 

adapt, evolve, or stop. The true entrepreneur 

does not want to work for someone else. 

forumworkshop 

You will find some way to avoid the regular 

hours, the three-piece suit, the punch cards and 

regular paychecks. You will want to take responsibility 

for your income, your hours, your 

work, your successes and failures. You may 

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no smoking, no noise. My goal is to use 

my time and abilities to good purpose. I want to 

write things for people to read; not put in file 

folders. With the profits, I want to buy art and 

help animals. 

WHATEVER YOUR DREAMS, 

I WISH YOU THE BEST. 

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Trade 

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Trade Magazines 

Swap Meet 

This exciting monthly magazine 

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Page 92 92 

Retailers Forum 

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USA Closeout Directory 

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a s 

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1-800-635-7654 

Business Directories 

Page 93 


Imagine 

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Auction Directory 

Wholesale Sources 

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How to Find, 

Sell and Broker 

Surplus and 

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Goods 

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With this authoritive Directory, you will 

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Jewelry Wholesalers 

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This exquisite directory will bring the 

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Business Directories 

Hobby & Craft 

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The crafts industry is one of the hottest-growing 

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Page 94 

Holiday Merchandise 

Wholesalers 

& Manufacturers 

Introducing our newest directory that puts 

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Wholesale Gift Guide 

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Annual Guide to the 

Licensing World 

Here is an incredible Directory that 

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prod-uct merchandising. Need to know 

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These are the sources that you would 

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Order No. 321 $249.00 

USA Mail Order Catalogs 

New for this year is a compilation of BOTH 

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Over 7,000 consumer catalog companies 

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Catalog size, number of catalogs mailed, 

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of everything from computers to laboratory supplies; office products 

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BUCKS FOR BLING 

Sourcing For Jewelry 

Makers Directory 

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

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production and contracting needs. 

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produce it. 

Accessories 

Sourcing Directory 

The comprehensive directory provides 

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hats, shoes, gloves. You will find the top 

companies to help you produce your merchandise 

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Order No. 121 $150.00 

Order No. 122 $100.00 

1-800-635-7654 Business Directories 

Page RETAILERS 95 FORUM MAGAZINE | APRIL 2024 Page 95

APPAREL 

BUSINESS DIRECTORIES 

Fabrics, Services, Trims 

This up-to-date directory solves your 

production sourcing and contracting 

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

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factories are sorted by clothing classification 

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This directory will help you put your 

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A complete and updated guide listing 

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trims and notions, plus forecast 

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Listings include sales manager’s 

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Apparel Contractors (USA Edition) 

1-800-635-7654 Page 96 

Directory of Brand Name Apparel 

Manufacturers 

Updated and easy-to-use directory 

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Developed and targeted for store 

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RN & WPL Encyclopedia 

A comprehensive listing of every Registered 

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The Small Design Company's Guide to 

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

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Apparel Business Directories

LEGAL 

DEPARTMENT 

How To Save Money on Legal Fees 

A poorly chosen lawyer can be the start of an 

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Protect Yourself From 

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The Law (in Plain English) 

for Small Businesses 

This latest edition provides access to the most 

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Handbook of Successful Franchising 

Franchising is the best opportunity for new 

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financial responsibilities, and marketing evaluation. 

Company track records, history, units 

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Order No. 30 520 pages $39.95 

This guide protects your business from internal or external fraud, scams and crime. Drawing 

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Order No. 82 204 pages $11.95 

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FORUM MAGAZINE | APRIL 2024 Page 97

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