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The Voice of The indusTry for 67 years 

CHIC 

martine 

Wester’s 

swarovski fabric 

“triangle bib 

necklace” ($198) 

Heet’s rose gold leather and pewter bead “border” bracelet ($66) 

Southwest style goes glam 

for Holiday with arrows, 

beads and plenty of fringe. 

For more on the look, see 

pages 16–17. 

cHan LUU’s 

gold vermeil 

onyx ring 

($130) 

martine 

Wester’s 

swarovski 

fabric “circle 

tassel earring” 

($98) 

Zambos & siega’s 

“mia” clutch in slate 

patent leather ($55) 

Lena b.’s silver, rose 

gold and gold-plated 

“callista” cuff ($115) 

cHrissY.L’s 

rhodium 

“Venemous” 

ring with 

rhinestones 

($49) 

denIm RePoRt 

$3.50 VOlUMe 67, nUMber 33 aUgUst 5–11, 2011 

Premium-Denim 

Prices on the Rise 

By Deidre Crawford Manufacturing Editor 

Premium-denim prices are back in style. When the 

recession put a dent in consumer spending, many denim 

manufacturers reacted by reducing prices. But it seems that 

the days of the $178 premium jean are gone. With a stronger 

economy and more intricate designs, retailers are seeing 

designer jeans climb back up to pre-recession pricing 

in the $200 to $300 range. 

“We are seeing companies like Diesel and G-Star that 

used to be moderate and now they are both providing more 

premium washes in denim that cost above the $200 and 

$250 range,” said Don Zuidema, co-owner of men’s apparel 

store LASC in West Hollywood, Calif. 

Unique details such as intricate embellishments, hand 

abrasion, hand stitching and an enhanced fit are attracting 

➥ Premium denim page 13 

Macy’s West Sponsors 

Fashion Incubator 

San Francisco 


The Fashion Incubator San Francisco (FISF), sponsored 

by Macy’s in Union Square, is a new program that 

was created to help the city’s designers become sustainable 

entrepreneurs. 

“The goal of the program is to help strengthen and sustain 

the West Coast fashion voice, along with creating new businesses 

and employment avenues for the people of the Bay 

Area,” said Amy Williams, fashion design chair at California 

College of the Arts and a founding board member of 

the program, who is helping coordinate the curriculum. “It 

is very much about both nurturing and sustaining innovation 

➥ San Francisco page 6 

InSIde: 

Where fashion gets down to business SM 

13 15 

Retail Focus ... p. 8 

Industry Focus: Finance ... p. 10 

ENKWSA Trends ... p. 15 

Las Vegas Resource Guide ... p. 20 

www.apparelnews.net

Target to Pay $389,000 in EKB Textiles Copyright Case 

Target Corp. has been ordered to pay 

more than $389,000 and attorney’s fees to 

Los Angeles–based EKB Textiles Inc. following 

a recent copyright-infringement trial 

in U.S. District Court in Los Angeles. 

A jury handed down its verdict on 

July 27, said Stephen M. Doniger, who represented 

EKB Textiles, also known as Caribbean 

Blues Inc. Doniger claims the verdict was 

one of the top four largest copyright verdicts 

issued by the federal Central District of California 

in the past two years. His Culver City, 

Calif.–based firm, Doniger/Burroughs APC, 

also won a judgment of more than $500,000 

for United Fabrics International against retailer 

Lane Bryant last year. 

“When you realize that it will go to a jury, 

you need to respect copyright—or it will cost 

you,” Doniger said. 

Target’s co-defendants were Kandy Kiss 

of California, NC Apparel Inc., LF USA 

Inc. and Samsung C&T America Inc. A 

LF USA representative said the company has 

no comment on the case. Rollin A. Ransom 

of the Los Angeles office of Sidley Austin 

LLP represented Target in the early part of 

the case, which was filed last year. In court 

documents, Ransom argued that Target had 

not infringed on the rights of EKB and there 

was no substantial similarity between the fabric 

represented by EKB and the print that was 

sold at Target. 

The trial focused on EKB print #4644, a 

floral/paisley print with a geometric border 

pattern. 

EKB had sold the design to various manufacturers, 

who then used the print to make 

various womenswear styles. In 2010, an EKB 

employee found the print being sold at a 

Southern California Target store for a beach 

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� No Two Businesses are alike. 

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2 CALIFORNIA APPAREL NEWS August 5–11, 2011 

NEWS 

Side by Side: EKB’s fabric is pictured on left, 

and Target’s “Beachy Keen” dress is pictured 

on right. 

coverup dress, called the “Beachy Keen,” 

which was sold under Target’s private-label 

brand Xhilartion. The colors, layout and the 

composition of the design remained the same, 

but a few details were changed. Specifically, 

some of the flowers in the EKB design were 

changed to diamond shapes, according to 

Doniger. 

EKB’s suit was filed last year, and a ceaseand-desist 

letter was sent to Target in March 

2010. The retailer replied, saying it would 

look into the matter, according to Doniger, 

who said Target sold out of items using the 

EKB print by July. 

The number of copyright-infringement 

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cases has been increasing for the past decade, 

according to Crystal A. Zarpas of law firm 

Mann & Zarpas LLP. In such cases, juries 

and judges must determine if defendants have 

access to the original work and whether the 

original work and the alleged copy are substantially 

similar. 

Changing a few details of the original design 

is not a guarantee against a copyrightinfringement 

claim. “There is no 30 percent 

rule, as many in the industry falsely believe,” 

Zarpas said. 

Copyright-infringement cases have increased 

because of the ease of registering 

a copyright, said Frank J. Colucci of New 

York–based intellectual-property-rights firm 

Colucci & Umans. 

“We do not believe that there is any discernible 

pattern in jury verdicts,” Colucci 

said. However, big retailers can find themselves 

at a disadvantage because of their large 

volume of vendors. “Target sells numerous 

products that they obtain from vendors and 

other parties whose policies with respect to 

copyrighted works may not be as stringent as 

theirs,” Colucci said.—Andrew Asch 

China/Costa 

Rica Free-Trade 

Agreement Begins 

China has free-trade agreements with Peru 

and Chile in South America, but on Aug. 1, 

the international trade giant kicked off its 

first free-trade pact with a Central American 

country. 

The new free-trade agreement between 

China and Costa Rica, countries that signed 

an accord more than a year ago, has gone into 

effect. 

China’s major exports to Costa Rica include 

textiles, machines, electric appliances, 

vegetables, fruits, cars, chemical products, 

raw fur and leather. Costa Rica’s chief exports 

to China are coffee, beef, pork, fruit 

juices and jam. 

Last year, Costa Rica imported $25.5 million 

in textiles from China, according to the 

Costa Rica Department of Commerce. 

Chinese fabrics are not allowed to be used 

for duty-free goods coming in from Costa 

Rica to the United States. The only exception 

is if they are under the short-supply list approved 

by the member countries of the freetrade 

agreement. The China/Costa Rica freetrade 

agreement could make short-supply 

textiles cheaper in Costa Rica because they 

wouldn’t be subject to tariffs. But Nicaragua 

already has trade-preference levels, allowing 

them a certain amount of outside fabric to be 

used in garments sent to the United States. 

The new agreement means about 60 percent 

of the two countries’ products immediately 

will be duty-free. Tariffs on another 30 percent 

of goods will gradually expire after five 

to 15 years. 

In addition to tariff-free entries for products, 

the two countries have agreed to open 

their service sectors. Costa Rica will allow 

free service trades in 45 sectors, including 

telecommunications, business services, construction, 

real estate, distribution, education, 

environment services, information-technology 

services and tourism, while China will 

open seven sectors in return, including IT 

services, real estate, market research, translation 

and interpretation, and sports. 

In 2010, the value of bilateral trade between 

the two countries was $3.8 billion, a 

19 percent jump over 2009. China, which received 

$3.1 billion in goods from Costa Rica 

in 2010, has become the Central American 

country’s second-largest export market, after 

the United States.—Deborah Belgum 

WEEK 

In RevIew 

California 

Levi’s gets strategic. San Francisco– 

based Levi Strauss & Co. named Beto 

Guajardo global vice president of strategy. 

Guajardo was most recently vice 

president of North America strategy for 

Avon. He also served as vice president 

of global sales strategy and vice president 

of Asia Pacific strategy and new 

business development for the direct-toconsumer 

beauty brand. 

R&R auction a hit. The asset auction 

of luxury cars, jeans and sewing equipment 

once owned by Los Angeles– 

based denim brand Rock & Republic 

was a hit, according to Great American 

Group LLC, the Woodland Hills– 

based asset-disposition and appraisal 

company that conducted the auction. 

The sale drew more than 500 registered 

buyers and a standing-room-only 

crowd for the July 26 auction, according 

to Great American Group, which 

described it as one of its most popular 

auctions held. Among the auction 

highlights was a 1965 Shelby Mustang 

GT 350 SR, which sold for $141,250. 

Rock & Republic filed for bankruptcy 

protection last year. Earlier this year, 

the brand was acquired for $57 million 

by Greensboro, N.C.–based VF Corp., 

which inked an exclusive licensing deal 

for the Rock & Republic label with 

Kohl’s Corp. 

SMP turns 1. Upscale lifestyle mall 

Santa Monica Place is celebrating the 

one-year anniversary of its renovation 

with three days of shopping promotions 

and restaurant deals beginning Aug. 5. 

Nearly two years of construction and 

a $265 million budget transformed 

the 1980s-era enclosed shopping mall, 

designed by Frank Gehry, into a threelevel 

luxury open-air retail and dining 

district with sweeping views of the 

beach and the Pacific Ocean. Owned by 

Macerich Co., the retail center features 

a mix of upscale chain and independent 

retail, including Bloomingdale’s, Nordstrom, 

CB2, Nike, Louis Vuitton, Tiffany 

& Co, Burberry Brit, Tory Burch, 

Barneys Co-Op, Michael Kors and Kitson, 

among other retail attractions. 

International 

Gap opens in Rome. San Francisco– 

based Gap Inc. opened its first Gap flagship 

store in Rome on Via del Corso. 

Last year, the company opened its first 

Gap and Banana Republic stores in Milan 

and launched an e-commerce website 

tailored to the European market. 

Quote of the Week 

Narco-beauty: That’s what the 

fake boobs and bums are about. 

Drug traffickers want this kind 

of femininity—and very young 

women go along with it because 

they think it is a passport to 

a better life. … But today, 

we are pushing women to be 

financially independent and opt 

for a different kind of elegance. 

—Lila Ochoa, editor in chief of Colombian 

women’s magazine Fucsia, talking to Vogue 

at Colombiamoda in Medellin

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4 CALIFORnIA APPAReL news August 5–11, 2011 

U.S. apparel and textile imports from Central 

America have jumped 17 percent over the 

last year. 

For some time now, the region has been a 

major apparel producer for the United States. 

But production has improved in recent years after 

the Dominican Republic–Central American 

Free Trade Agreement went into effect in 2006. 

The biggest gains have been from El Salvador, 

whose apparel and textile exports to 

the United States were up nearly 27 percent to 

$1.8 billion for the period ending in May this 

year, according to the U.S. Office of Textiles 

and Apparel. About $1.2 billion of that was 

cotton apparel. 

Another major winner in apparel growth 

was Honduras, which is still Central America’s 

powerhouse when it comes to garment manufacturing. 

Honduras exported $2.57 billion 

in clothing and textiles to the United States, 

which was a 20 percent improvement from the 

same period a year ago. 

Guatemala, whose apparel and textile production 

is the third largest in the region, saw 

only a 6.5 percent uptick in exports, which totaled 

$1.2 billion. The majority of Guatemala’s 

Dallas Apparel and Accessories 

Market 

news 

Central American Apparel, 

Textile Imports Rise 17 Percent 

Calendar 

Dallas Market Center 


Stylists panel discussion, 

presented by the FIDM Museum 

& Galleries and Museum Shop 

Fashion Institute of Design & 

Merchandising 

Los Angeles 

Aug. 18 

Atlanta Apparel Market 

AmericasMart 

Atlanta 


Aug. 19 

OffPrice 

Sands Expo and Convention Center 

Las Vegas 


Aug. 21 

Accessories The Show 

MrketLV 

Moda Las Vegas 

The Venetian 

Las Vegas 


Port of Los Angeles Pavilion 

(“Made in California) at Sourcing 

at MAGIC 

Las Vegas 

Sourcing at MAGIC 

Las Vegas Convention Center 

Las Vegas 


“Understanding U.S. Retaiing,” a 

CFA seminar for the Brazil 

delegation at Project 

Mandalay Bay 

Las Vegas 

Aug. 22 

MAGICMenswear 

Pooltradeshow 

Project 

apparel exports are T-shirts destined for retailers 

such as Kohl’s, Target and Walmart. 

The Dominican Republic, which used to be 

the place where almost all Dockers pants were 

made by Levi Strauss & Co., had healthy 

gains of 8.5 percent for apparel exports, which 

totaled $653 million. 

The only country that saw a dip in exports 

to the United States was Costa Rica. 

Its exports dropped 15 percent to $168 million. 

Cotton-socks exports plummeted 83 

percent to $6.4 million while cotton-underwear 

exports inched up nearly 14 percent to 

$95 million.—Deborah Belgum 

ChECK ThE WEB 

ApparelNews.net 

For these stories: 

•Los 

Angeles Fashion Market Holiday/ 

Resort ’10/’11 Showroom Profiles 

Slate 

Street 

Mandalay Bay Convention Center 

Las Vegas 


FN Platform 

WWDMAGIC 


Las Vegas 


ENK Vegas 

The Wynn 

Las Vegas 


CurveNV 

The Venetian 

Las Vegas 


(capsule) 

The Venetian 

Las Vegas 


WWIN 

Rio All-Suite Hotel & Casino 

Las Vegas 


ISAM 


Las Vegas 


KIDShow 

Paris Hotel 

Las Vegas 


PGA Fall Expo 

The Venetian 

Las Vegas 


There’s more 

on ApparelNews.net. 

For calendar details and contact 

information, visit ApparelNews. 

net/calendar. 

Submissions to the calendar should be faxed to the Calendar Editor at (213) 623-5707. Please include the event’s name, date, time, 

location, admission price and contact information. The deadline for calendar submissions is the Tuesday prior to Friday publication. 

Inclusion in the calendar is subject to available space and the judgment of the editorial staff. 

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San Francisco Continued from page 1 

in the San Francisco fashion industry and 

community.” 

Six “designers in residence” will be chosen 

in March 2012 to participate in the yearlong 

program, which will include training in 

business, manufacturing, design copyright, 

law, public relations and marketing, as well 

as use of workshop and showroom space, 

which has been created for the designers at 

Macy’s. The participants will have access 

to sewing space, machinery, dress forms 

and cutting tables, in addition to a selling 

showroom, storage area and design offices, 

which have all been provided by Macy’s at a 

discounted monthly rate. 

As part of the program, designers will 

have opportunities to meet with buyers and 

merchants to present their collections and 

ideas and will continue to be mentored by 

local designers and businesspeople after the 

program has finished. 

“This is about fostering new businesses 

and supporting these new entrepreneurs 

with education, physical space and public 

relations that would not be readily afford- 

able or available to single start-up practitioners,” 

Williams explained. 

While there are organizations in the Bay 

Area that offer expertise in different areas of 

the apparel business, including manufacturing 

and design, many new designers are not 

aware of what they need to launch or sustain 

a business or how best to present their cloth- 

CoMe toGetHer . 

You Can’t Afford to Miss this Show 

With more than 179 NEW exhibitors and 710 returning exhibitors already confirmed, 

Surf Expo is absolutely your best buying resource. The September Surf Expo is 

going to be a record-breaker! Be there to close deals with leading brands such 

as Weekender/Luau, Tommy Bahama, Gretchen Scott, Barbara Gerwit, Skechers 

and Angie/Star of India, and find breakout lines showing for the first time including 

Barbara Gerwit, Avalin, BedHead Pajamas, Chelsea Taylor and Palladium Boots. 

Come togetherƒ Register today at surfexpo.com. 

NEWS 

September 8-10, 2011 | Orlando, Florida | surfexpo.com 

ing line. The Fashion Incubator aims to help 

fill that gap, Williams said. 

The curriculum will include topics such 

as time management, creating a market 

plan, line critiques, branding and imaging, 

and costing and accounting, according to 

“Without the support here, local designers feel like they have to leave and 

go to New York or somewhere else to become successful.” 

—Betsy NelsoN, vice president of media relations and cause marketing for Macy’s Northwest 

and Southwest and vice president of the Fashion Incubator San Francisco board of directors 

Diane Green, who is helping develop the 

courses for the program and serves as chair 

for the fashion department at City College 

of San Francisco. 

“Assuming that they are talented, they will 

have the business knowledge to actually create 

a fashion design business,” Green said. “This 

is what a lot of young people are lacking. They 

register q Now 

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Surf Expo_CA Apparel Jr Ad_8_11.indd 1 8/4/11 3:56 PM 


have the ideas and the creativity but don’t have 

the business sense, and so they will gain the 

entrepreneurial skills that they will need to 

succeed in the fashion design industry.” 

The participating designers will be responsible 

for paying their own living expenses, 

but the program itself will be free, 

other than a $250 monthly fee for use of the 

workshop, machinery and showroom space. 

Long known as a fashion hub, San Francisco 

has seen many of its designers, manufacturers 

and apparel businesses leave for 

other cities over the years. 

“San Francisco had been the third-biggest 

design capital, behind New York and Los 

Angeles,” said Betsy Nelson, vice president 

of media relations and cause marketing for 

Macy’s Northwest and Southwest and vice 

president of the FISF board of directors. 

“That has changed over the course of time, 

and a lot of that is because of the manufacturing 

shift. Without the support here, local designers 

feel like they have to leave 

and go to New York or somewhere 

else to become successful.” 

FISF is hoping to bring some of 

its fashion business back with the 

launch of the program, which was 

based on the Chicago Fashion 

Incubator at Macy’s, launched 

in 2008. 

“Eighty-three percent of the 

designers who participated in the 

Chicago Fashion Incubator have 

created successful businesses,” 

Nelson said. 

Dennis Conaghan, executive 

director for the San Francisco 

Center for Economic Development, 

said the program is in line 

with the center’s goal to attract 

and keep jobs in San Francisco. 

“It fits nicely into our mission 

of small businesses and businesses 

that will, hopefully, eventually 

grow. Eighty percent of our businesses 

are small.” 

FISF is looking for designers 

who are interested in establishing 

their business in the city of San 

Francisco, not the surrounding 

Bay Area, and who also have the 

goal of using local manufacturers 

and resources. 

To this end, FISF has reached 

out to organizations such as SF- 

Made with the possibility of partnering 

with them for factory tours 

to help educate designers on apparel 

manufacturing and how to 

approach a manufacturer professionally. 

SFMade is a nonprofit focused 

on building the manufacturing 

sector in San Francisco and helps 

connect designers with sewing 

factories. 

“Our role would be to help 

these designers once they become 

more established to connect with 

subcontracting resources to keep 

their production local,” explained 

Janet Lees, director of programs 

and communications for the organization. 

While the final details of who 

will be involved with the program 

and who will be able to apply for 

it are still being determined, the 

program will only be eligible to 

designers of apparel, not shoes or 

accessories, Nelson said. 

The program will be formally 

announced in September 

at “Fashion’s Night Out,” after 

which applications will be available 

online. 

“We’re poised; it’s the right 

time,” Williams said. “There’s 

a commitment back to building 

products in San Francisco.” ●

OFFPRICE 

On Trend Fashion. Below Wholesale Prices. 

August 19-22 2011 

SandS Expo & ConvEntion CEntEr LAs VEgAs 

o f f p r i c E s h o w . c o m


REtAIL FOCuS 

Velvet Brigade to Mix Commerce With Contest 

With public obsessions over both fashion reality shows 

and social media showing little sign of waning, two former 

Macy’s buyers decided to mix the two in a new start-up ecommerce 

business. 

Founded by Lindsay McConnon and Jena Wang, San 

Francisco–based Velvet Brigade is still in beta mode. The 

site launched in May and is debuting its e-commerce function 

the week of Aug. 8. However, McConnon, the site’s 

chief executive, said the website has already been embraced 

across the grass-roots fashion world because of its reality 

show/contest-like format. 

Here’s how the site works: New designers are encouraged 

to submit a contemporary design. Then the novice designers 

have 30 days to campaign or market for votes on Velvet 

Brigade’s site, its Facebook page or its other profiles on all 

of the other media sites out there. 

Whoever gets the most votes during a 30-day time span 

will see his or her design manufactured by a factory working 

with Velvet Brigade. (McConnon and Wang have lined up a 

FASHION COMMANDANTS: Lindsay McConnon and Jena Wang 

have started the crowd-sourcing fashion website Velvet Brigade. 

Above right, the Napa Loving dress, designed by Yvonne Wang, 

was one of the first round of winners on Velvet Brigade. 

few Northern California factories to help produce the topranked 

designs.) The winning designs will be sold on the site, 

and the winning designers will receive 5 percent of sales as 

well as have their names on the piece’s label. 

“We’re launching a contemporary brand, and we’re using 

the grass roots to do it,” McConnon said. However, Velvet 

Brigade will not be a free-for-all. To be considered for 

competition, designs must adhere to guides on the website’s 

trend board, which is changed every season. A designer cannot 

submit plans for a bikini during winter and expect to be 

placed in the competition. Like fast fashion, Velvet Brigade 

pieces will be manufactured quickly after being selected 

from the site. Also, for votes to be counted, voters must 

submit their ballots on the Velvet Brigade site. 

Velvet Brigade’s business plan is similar to Threadless, 

a Chicago-based e-commerce T-shirt company that, for the 

past decade, has invited the public to submit graphics for 

T-shirts. Popular graphics are selected by Threadless’ audience, 

and the graphic is sold on Threadless’ site and its 

physical boutique in Chicago. 

Eventually, McConnon and 

Wang will seek to sell Velvet Brigade 

fashions at bricks-and-mortar 

retailers. Retail price points for 

clothes sold on the site will range 

from $120 to $150. Ultimately, 

McConnon describes the clothes 

her site will sell as “affordable 

contemporary.” 

“[Designers] will market to 

their friends, but if their friends 

cannot afford to buy them, we 

failed somehow,” McConnon 

said.—Andrew Asch 

Retail 

Equation’s 

Science to 

Stop Fraud 

Retail Equation’s Verify-2 

application uses a set of mathematical 

steps and algorithms to 

fight return fraud. 

The product could help retailers 

control return fraud, which 

costs retailers billions of dollars 

annually, according to Retail 

Equation Chief Executive Officer 

Mark Hammond. 

“Not only do Verify-2 and 

our other solutions create an 

improved overall customer experience, 

but we also have seen 

return rates decline and net sales 

increase amongst our retail clients,” 

he said. 

Retail Equation’s Verify-2 system 

uses mathematical modeling 

that promises to estimate, with 

high accuracy, the probability of a 

return being legitimate or fraudulent. 

The modeling’s mix of analytics 

and data-mining computing 

can flag unusual behavior in returns 

and can help identify frauds, 

according to company literature. 

The Irvine, Calif.–based company—whose 

client list includes 

Limited Brands, JCPenney and 

Nike—recently announced that 

its Verify-2 application had successfully 

passed a batch of tests 

at the Motorola Solutions Center, 

operated by communications 

company Motorola Solutions. 

Verify-2 was approved to work 

on products such as the Motorola 

Symbol DS6700 1D/2D Image 

Scanner, a handheld digital image 

scanner that can read information 

such as barcodes.—A.A.

etail sales 

July Sales Solid $Sales 

Broiling heat across much of America 

drove many consumers to air-conditioned 

malls in July, and the bigger 

crowds helped make July a solid month 

for sales, according to the International 

Council of Shopping Centers. 

Chain-store sales increased by 

4.6 percent compared with last year. The 

performance should bode well for Backto-School, 

according to Michael P. Niemira, 

chief economist for the ICSC. 

“Even with higher prices from gasoline, 

apparel and food having inflated the 

reported sales growth by approximately 

2 percentage points, July’s sales performance 

was still quite solid.” 

During July, online sales increased 14 

percent compared with last year, according 

to market report MasterCard 

Advisors Spending Pulse. Luxury 

sales grew 11.6 percent in a yearover-year 

basis. Sales for specialty 

apparel increased 6.2 percent compared 

with last year. 

While retailers across the board 

reported positive same-store sales, 

Adrienne Tennant, an analyst and 

managing director of financialservices 

firm Janney Capital 

Markets, wrote that July comps 

were disappointing. 

My Best Fit 

Targets California 

With new investment from 

Northwater Capital Intellectual 

Property Fund, Unique Solutions 

Design Ltd. confirmed it 

will build more of the My Best 

Fit body-scanner kiosks, and at 

least three of them will be located 

in California, according to Tanya 

Shaw, chief executive of Unique 

Solutions. 

Unique Solutions recently announced 

that it had received the first C 

portion of a $30 million investment 

M 

from Toronto-based Northwater. It 

Y 

will use the investment to build 

40 kiosk locations in malls across CM 

North America this year. Locations 

MY 

are being scouted in Los Angeles, 

San Francisco and Orange County. CY 

The company plans to have 300 ki- 

osks nationwide by 2013. 

K 

Nova Scotia–based Unique Solutions 

introduced My Best Fit at 

the King of Prussia Mall, near 

Philadelphia, in September. 

Using millimeter-wave technology—the 

same kind used in 

airport security screenings—the 

kiosks map out a consumer’s measurements 

and then recommends 

clothes and brands that would best 

fit the consumer’s body. “Our technology 

has been a benefit to shoppers 

because it cuts out the guesswork 

in finding their right size,” 

Shaw said. 

Approximately 40 brands participate 

in the My Best fit system, 

including Gap, Old Navy, Banana 

Republic, Talbots, Levi’s, Guess?, 

Brooks Brothers, Not Your 

Daughter’s Jeans and DKNY. 

Shaw hopes that more than 200 

brands will eventually participate in 

the My Best Fit system. 

Consumers use the kiosks for 

free. Brands pay when the kiosk 

recommends their brand. The kiosk 

also compiles consumer research, 

which it sells.—A.A. 

CMY 

“Late July slowed materially, “she 

wrote in an Aug. 4 research note. Consumers 

were seeking “wear-now” clothes 

to help them beat the heat, just at the 

time when stores were setting up their 

Back-to-School and Fall merchandise. 

Along with these missed opportunities 

to sell more summer clothes, she wrote 

in an Aug. 2 note, retailers were offering 

deep discounts well before Labor Day, 

when deep discounts are typically offered. 

During the last weekend of July, 

Chico’s began running “buy one, get one 

50 percent off” promotions on merchandise 

throughout stores during that weekend. 

Abercrombie & Fitch was offering 

50 percent off on its denim. 

Curvexpo.pdf 1 11-08-04 20:21 

Despite mixed reviews of the mac- 

REtAIL FOCuS 

roeconomic scene, retailers across the 

board—including Ross, Macy’s and 

Target—reported their July sales results 

exceeded expectations or ended up 

ranking at the high end of their original 

forecasts. 

In July, Hot Topic reported its most 

robust same-store-sales numbers in 

years. The City of Industry, Calif.– 

based retailer reported same-store sales 

of 7.3 percent, and the boost was influenced 

by the pop-culture retailer being 

a go-to place for merchandise from the 

blockbuster movie “Harry Potter and the 

Deathly Hallows.” 

For August’s retail sales, the ICSC 

forecasts an increase of 4 percent to 5 

percent.—Andrew Asch 

July Retail Sales 

% Change Same-store 

(in millions) from yr. ago sales % change 

DISCOUNTERS 

Target 

OFF-PRICERS 

$4,840.00 +5.6 % +4.1% 

Ross Stores $635.00 +11.0% +7.0% 

TJX $1,600.00 +8.0 +4.0% 

DEPARTMENT STORES 

Dillard’s $425.00 +8.0% +9.0% 

JCPenney $1,173.00 +1.0% +3.3% 

Kohl’s $1,122.00 -2.9% -4.6% 

Macy’s $1,612.00 +5.7% +5.0% 

Neiman Marcus $244.00 +7.9% +7.7% 

Nordstrom $993.00 +11.5% +6.6% 

Saks 

SPECIALTY STORES 

$191.00 +13.8% +15.6% 

The Buckle $64.7 +9.4% +6.8% 

Gap $949.00 0% -5.0% 

Hot Topic $50.90 +5.5% +7.3% 

Wet Seal $46.40 +12.9% +7.4% 

Zumiez $38.70 +12.3% +4.9% 

Information from company reports 

August 5–11, 2011 CALIFORNIA APPAREL NEWS 9

Sydnee Breuer, 

Senior Vice President, 

Business Development, 

Rosenthal & Rosenthal 

of California 

By Deborah Belgum Senior Editor 

In the last year, cotton prices 

have been on a wild roller-coaster 

ride, surging to $2.30 per pound in 

March and then recently dipping 

back to close to $1 per pound. As a 

result, apparel manufacturers have 

been wondering when to buy cotton 

and how to price their goods to 

reflect their costs. 

Most recently, cotton has been 

trading at about $1.05 a pound, 

which is good news because it is 

about even with last year’s price. 

But a recent report noted a drought 

in Texas has left 57 percent of cotton 

fields in poor or very poor 

conditions, which could send cot- 

Ron Garber, 

Executive Vice 

President, First Capital, 

Western Region 

SterlingFactors.com 212.575.4415 


Rob Greenspan, Owner, 

Greenspan Consult Inc. 

ton prices up again. So will cotton 

prices remain around the $1 mark? 

How should manufacturers handle 

this situation? 

The California Apparel News 

recently talked with various factors 

in the apparel industry and got their 

advice on how to hedge a volatile 

cotton market by asking this question: 

The recent drop in cotton 

prices was seen as a 

welcome sign for apparel 

manufacturers. But many 

industry watchers say 

cotton prices will continue 

INduStRy FOCuS: FINANCE 

Sunnie Kim, 

President and Chief 

Executive, Hana 

Financial Inc. 

What to Do About Fluctuating Cotton Prices 

to fluctuate. What are 

you advising your clients 

to do to take advantage 

of the current price and 

plan ahead for future 

production? 

Sydnee Breuer 

Senior Vice President of 

Business Development 

Rosenthal & Rosenthal 

While the recent drop in cotton 

prices helps, there continues to be 

pressure from both the consumer 

and the retailer on margins. Our 

clients still must maintain their 

tight inventory levels and not spec- 

FINANCING 

Don Nunnari, First 

Senior Vice President, 

Merchant Factors Corp. 

CREDIT PROTECTION 

LETTERS OF CREDIT 

Dave Reza, 

Senior Vice 

President, Western 

Region, Milberg 

Factors Inc. 

ulate based on what may or may 

not happen in the future. They also 

need to set their pricing to the retailer 

appropriately, based on current 

costs and circumstances. 

That being said, each client has 

a different set of needs. For example, 

a larger-size client may be 

able to lock in these cotton prices 

and speculate a bit more than a 

smaller-size client. 

However, those who locked 

in prices six months ago, thinking 

prices would keep rising, are 

now regretting it. And our importers 

should try to renegotiate 

their cost of the product from 

Kevin Sullivan, 

Executive Vice 

President, Wells Fargo 

Capital Finance 

Ken Wengrod, 

President, FTC 

Commercial Corp. 

the overseas manufacturer based 

on the reduction in cotton prices—the 

same way the overseas 

manufacturers came to them for 

an increase not too long ago. 

Ron Garber 

Executive Vice President and 

Regional Manager 

First Capital 

The feedback I’m getting from 

my clients is that the fluctuation in 

cotton prices is not the main driver in 

determining their pricing decisions 

both now and in the near term. 

Their focus is more on the rate of 

inflation in China, which is affecting


the exchange rate of the Chinese yuan to the 

U.S. dollar. Real inflation is probably running 

in the teens while the Chinese yuan to the U.S. 

dollar is currently trading at 6.4 yuan to one 

dollar. Earlier in the year, it was at 6.6 yuan 

to the dollar. 

The expectation is by year end it could be 

closer to 6.2 yuan to the dollar, meaning an 

increase in the exchange rate to the U.S. dollar 

of 6 percent since the beginning of 2011. 

Therefore, the strengthening of the yuan to our 

currency since earlier this year—and a forecast 

that this trend might continue through the end 

of the year—should be the primary concern to 

manufacturers in their costing analysis. 

The impact on U.S. manufacturers of cotton-price 

fluctuations alone, which can cause 

a temporary costing conundrum, is dwarfed 

by the long-term effects on wholesale prices 

that are linked to a China economy with rising 

wages, inflation and currency valuation. This 

will mean only one thing to the U.S. makers: 

Don’t give back any price increases that 

you’ve been able to achieve up to this point. 

Rob Greenspan 

Owner 

Greenspan Consult Inc. 

As always, I believe in being cautious 

and conservative with inventory purchasing. 

While commodity prices always fluctuate, 

sometimes to the extremes like cotton 

has been doing, inventory levels and 

speculation remain the biggest challenge 

for all apparel manufacturers and importers. 

Taking too big of a risk with purchasing 

inventory can be disastrous. This can put a 

company out of business. Having too little 

inventory will cause you to lose some possible 

profits, but that is survivable from a 

financial perspective. 

I think all manufacturers and importers 

should buy to their sales plan or needs. I always 

advise my clients not to speculate on 

inventory. Even if the prices are dropping, and 

one thinks they might rise soon again, to me 

that is not a good reason to speculate and bring 

in more product. You need to be diligent on 

staying the course during price fluctuations. 

You need to stick to your plan and not get 

tempted or carried away and take on too much 

risk. Don’t try to outsmart the economy. 

The goal is to survive and be profitable. 

You need to be able to live for another 

day. The companies that survive the longest 

are generally the ones that do best. 

Sunnie Kim 

President and Chief Executive 

Hana Financial Inc. 

Given the volatility in commodity prices 

in general, it seems prudent to purchase futures 

contracts in order to lessen the volatility 

in fluctuating prices. This way, the user 

is assured of having the supply necessary 

and the ability to use it as needed. 

However, in order to take advantage of 

such a strategy, the business must have adequate 

cash or financing available. Unfortunately, 

in these lean times, many companies 

are working on less-than-adequate cash reserves. 

However, those entities in a position 

to do so will ultimately have an advantage. 

Don Nunnari 

First Senior Vice President 

Merchant Factors Corp. 

Our advice would be to continue to purchase 

fabric for orders you have to produce. 

Our clients are not in a position to speculate 

on inventory. 

➥ Finance page 12 

With you when 

change is the only constant 

Your financing needs may change with the season, the economy, and even 

the whim of a buyer, so having a lender that knows the apparel industry 

and how it changes is valuable. You can count on the Trade Capital team 

at Wells Fargo Capital Finance to listen to you first, and then create flexible 

financing to meet your goals – even when those goals have to shift. 

To learn more about how our factoring and receivables management 

services can help your business work through changes, contact us today. 

We work with businesses that have annual revenues starting at $5 million. 

Wells Fargo Capital Finance 

1-866-703-4932 

wellsfargocapitalfinance.com/apparel 

© 2011 Wells Fargo Capital Finance. All rights reserved. Wells Fargo Capital Finance is the trade name for certain asset-based lending, accounts receivable and purchase order finance services of Wells Fargo & Company and its subsidiaries, 

including Wells Fargo Bank, N.A., and Wells Fargo Trade Capital Services, Inc. 


You Give Us Your Invoice. 

We Give You the Money. 

You Pay Your Bills. 

Factoring Made Simple. 

No bells, unnecessary, really. No whistles, not 

needed as well. No tricks. Ditto. 

At Goodman Factors, we simply offer smart, 

dedicated good service from an experienced 

team of pros. Along with money at competitive 

rates when you need it—today, for instance. 

Goodman Factors 

— Since 1972 — 

Please call 877-4-GOODMAN 

or visit us at goodmanfactors.com. Simple, right? 


The concept 

of factoring 

is simple: 

WORKING CAPITAL SOLUTIONS TO HELP YOU REACH YOUR GOALS 

The right lender makes all the difference. If you’ve outgrown your 

current lender, are looking to stage a turnaround, or need greater 

flexibility, you need a working capital solution from First Capital. A team 

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have the expertise to help you achieve them. 

Our deep industry and credit expertise allows us to create flexible 

working capital solutions to help your business succeed despite a myriad 

of challenges. With First Capital, you can rely on the certainty of our 

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and our ability to craft innovative financing solutions. 

Typical Client Profile: 

• Business-to-business manufacturing, wholesale, distribution, and 

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• Typical loans range from $3 million – $20 million 

• Primarily A/R and Inventory collateral 

• Event-driven need for timely funding and premium service 

Meet Us at Magic! Please call to make an appointment: 

Ron Garber: 213-412-1553 • Jason Carmona: 213-412-1567 

Finance Continued from page 11 


Yes, cotton prices have dropped, but the 

savings have not been passed along to the 

manufacturer. There might be some good 

buys at reduced prices, but generally the 

yarn was purchased at higher prices and the 

fabric is priced accordingly. 

We are hearing from our clients that any 

price reduction will not be seen until the 

first quarter of 2012 at the earliest. 

Dave Reza 

Senior Vice President 

Milberg Factors 

We advise our clients to be thoughtful 

about inventory purchasing and encourage 

purchases against order positions only 

so they are not speculating a lot. Given the 

volatility and the environment of late, many 

of them are heeding that advice. Of course, 

when prices start to drop, the tendency is to 

wait to purchase inventory because the feeling 

is that prices are going to be cheaper tomorrow. 

A lot of clients are doing that, [but] 

I am not saying that is what they should do. 

Again, if you have orders and the price is 

right, clients should buy. When prices are 

going up and down, it does affect buying 

patterns. 

Kevin Sullivan 

Executive Vice President 

Wells Fargo Capital Finance 

While cotton prices have come down in 

the 50 percent range, there has still been 

a lag on decreases in prices quoted to 

our clients on cotton products. For those 

in the T-shirt and fleece business, some 

had opted to make large buys earlier in 

the year, while others had forged closer 

alliances with large suppliers to guarantee 

acceptable prices. Unfortunately, the 

RECENT CASE STUdIES 

Accessories 

Importer & 

Distributor 

$6,000,000 

Factoring 

Apparel 

Manufacturer 

$6,500,000 

Factoring 

Toy 

Manufacturer 

$10,000,000 

Factoring 

© 2011 FCC, LLC. All rights reserved. ‘First Capital’ is a federally registered trademark of FCC, LLC 

recent increases had caused many companies 

to book orders that were essentially 

break-even deals in an effort to keep topline 

volume and retail relationships intact 

until prices normalized. 

Since prices continue to fluctuate and 

it’s hard to gauge where they’re really going, 

we believe that the best course of action 

remains for clients to continue to develop 

stronger ties with key suppliers while making 

sure that the focus remains on bottomline 

profitability, as opposed to top-line 

sales volume. 

We’ve also begun to see some acceptance 

of wholesale-price increases, which should 

help manufacturers and importers begin to 

recapture margins after a challenging first 

half of the year. 

Ken Wengrod 

President 

FTC Commercial Corp. 

The way I see it, the market is still pretty 

unstable. Companies should be very careful 

in what they do. I don’t see cotton prices 

going up much more. 

When Pakistan’s crop in October comes 

in, which should be a bumper year, prices 

should go down. And cotton demand is 

dropping as people switch to other fabrics. 

Manufacturers, however, should not 

speculate. They should do what they do 

best, which is manufacture. With cotton 

prices dropping, they should get a better 

yield on their profits. 

Manufacturers should consider that the 

price will stay close to $1 a pound for the next 

12 months, and they should run their businesses 

based on today’s prices and not think they 

have to buy fabric now and speculate. ● 

NEED: Relationship with existing bank was deteriorating. 

Client was seeking new lender familiar with 

the industry and flexible to event-driven needs such 

as supply-chain pressure and seasonality. 

SOLUTION: First Capital quickly structured a flexible 

$6,000,000 A/R and Inventory line of credit that 

allowed the company to pursue growth strategy. 

NEED: Existing lender was limiting available working 

capital due to losses. Client was seeking more 

liquidity to proceed with turnaround strategy and 

meet mid-month and seasonal needs. 

SOLUTION: First Capital structured a flexible 

$6,500,000 credit facility that increased client’s 

liquidity to support working capital requirements. 

NEED: Client required additional working capital to 

expand product line, meet seasonal needs and hire 

15-20 additional employees in the areas of research, 

development, sales and administration. 

SOLUTION: First Capital quickly created a 

$10,000,000 credit facility that allowed client to 

increase liquidity and take advantage of expansion 

opportunities as part of the overall growth strategy. 

Our Expertise. Your Success.

Premium Denim Continued from page 1 

customers who are willing to spend more 

than they would a year ago, according to 

Zuidema. 

“The consumer is willing to pay the price 

if the wash and the details and the fit are 

right. It’s about perceived value, and in their 

mind, they can justify that price, whereas 

maybe a year or so ago, people walked away 

from that.” 

LASC offers jeans that range in price 

from $150 to $395, with at least three brands 

in the $300 range, including Diesel; G-Star; 

and Diesel Black Gold, Diesel’s higher-end 

denim line. 

Jeff Shafer, designer and owner of Washington-based 

Agave Denim, which is carried 

in L.A. boutiques such as T. Peterson 

and Jimmy Au’s, said the price of his premium 

jeans has increased about 15 percent 

over the past year. 

“The market is better, and people 

are feeling more secure. After 

the drop in the economy, retailers 

reacted by dropping prices at the 

cost of the product, and consumers 

got bored. Now the consumers 

want more and are willing to pay 

if the product is exceptional.” 

His Agave jeans retail for $155 

to $300, with most pairs averaging 

from $195 to $255 and $300 

for men’s selvage denim. 

Out of 98 brands listed on its 

website, Southern California– 

based American Rag carries 30 

brands of premium jeans priced 

at $200 and above, including 

PRPS, a label that retails as high 

as $500. American Rag sales associate 

Candice Dennis said she 

saw prices start increasing about 

a year ago and that the store’s average 

price is now $275. 

English cycling brand Rapha 

has developed $245 jeans made 

with “performance denim” for riding, 

brands such as True Religion 

provide selvage denim for $569, 

and luxury label Balmain offers 

high-fashion jeans for $2,120. 

True premium denim only has 

to do with better product, according 

to Shafer, so the increased use 

of higher-end fabrics and more 

elaborate washes and green technology 

has pushed prices up. 

“The word ‘premium’ in and 

of itself implies better and higher 

quality.” Shafer said. “To me, 

making premium denim means 

using premium textiles from mills 

in Europe and Japan and some 

American mills. It means washing 

them in places that have laws 

against environmental and labor 

abuses. It means delivering a 

product that justifies the higher 

price tag. Some designer denim is 

premium, and some is ordinary. It 

has to do with the integrity of the 

product and the supply chain.” 

According to Michael Buckley, 

chief executive officer of menswear 

company Robert Graham 

and former president of True 

Religion, novelty is also a driving 

factor in price. The company 

is launching a new line of designer 

denim that retails for $188 

to $350 and includes jeans made 

from denim woven in mills in 

Italy, Japan and Spain, with laserdesigned 

interior waistbands, embroidered 

signatures, and zipper 

pulls in antique brass and nickel. 

“Today’s consumer who wants 

a premium jean wants it with a 

point of difference,” Buckley said. 

“It has to have some novelty to the 

Elliot Schutzer Jason Schutzer 

dENIm REPORt 

(Above) IT’S ALL IN THE DETAILS: 

Imported high-end fabrics and innovative 

details such as antique brass and nickel 

zippers have increased premium-denim 

prices. (Pictured: Robert Graham denim) 

(Left) HIGHER QUALITY, HIGHER PRICES: 

Agave Jeans owner and designer Jeff Shafer 

said customers are now willing to pay more 

for a better product. 

jean. For instance, Robert Graham’s attention 

to detail and craftsmanship make 

the collection special, so the consumer 

Need quick 

responses? 

Let’s talk. 

doesn’t have a problem paying $250 plus.” 

Additional factors in higher prices include increases in textile 

and manufacturing costs and new technologies such as 

fabrics that hold their shape longer or offer more durability. 

The costs of “great denim” and “excellent washes” have 

shot up, and cotton prices and imported fabric from Japan 

and Italy have also increased sharply, according to Shafer. 

Cotton prices spiked to nearly $2.30 per pound this year 

because of bad crops brought on by inclement weather and increasing 

world demand. But cotton prices have recently come 

down over the past three months and are now at $1.08 per 

pound. Although cotton prices have dropped, Brad Mowry of 

boutique denim consulting and manufacturing company Olah 

Inc. said there will be a delay before those decreases are seen 

at retail. “My idea is that retail is still up from the previous 

cotton-pricing situation, and it does take longer for retail to be 

affected by the cotton situation,” he said. 

The higher prices don’t seem to be deterring buyers, according 

to Zuidema. 

“It’s a more limited market and more particular consumer, 

but that consumer is out there again—where they had not 

been out there before.” ● 

As our business has expanded, 

so too has our relationship with 

CIT. Why? Because, if we need 

something, CIT responds. Easy 

as that. Other factors have called 

us, but we know from experience, 

when it comes to credit 

availability, they can’t beat CIT.” 

EllIOT SChuTzER, CEO 

JASOn SChuTzER, CFO 

DISORDERly KIDS 

Disorderly Kids designs and sources 

children’s, junior and women’s apparel and 

sells to major retailers across the country. 

As the company expanded, CIT provided 

additional factoring and credit lines to 

help it diversify and grow. With a deep 

knowledge of retail, CIT understands 

the needs of apparel companies. That is 

why Disorderly Kids has been a satisfied 

CIT client since 2004. 

Want to talk about how CIT can meet 

your credit needs? Visit us at cit.com or 

call 800-248-3240. 

Credit Protection n Working Capital 

Factoring n Import/Export Financing 

Debt Restructuring n Growth Financing 

© 2011 CIT Group Inc. CIT and the CIT logo are registered service marks of CIT Group Inc. 


Factoring A/R Management Letters of Credit 

keeping you on course. 

visit us @ www.Merchantfactors.com 

LA Office: 800 S. Figueroa St. Suite 730 CA 90017 

NY Office: 1430 Broadway, NY 10018 

We’d like to introduce ourselves. 

We’re BB&T. 

Since 1872, BB&T has helped clients manage, grow and protect their businesses 

with a complete range of financial services. And with Domestic and International 

Factoring, we can help your company improve cash flow, reduce costs, access 

working capital, and stay protected when doing business globally. 

John Merille, Vice President 

Factoring 

Los Angeles, CA 

213-236-3680 

jmerille@bbandt.com 


David Ellis, SVP 

National Sales Manager, Factoring 

Atlanta, GA 

404-442-5137 

david.ellis@bbandt.com 

BB&T is one of the largest financial services holding companies in the U.S. with $159 billion 

in assets, over 1,800 financial centers and 2,400 ATMs in 12 states and Washington, D.C. 

BB&T. Member FDIC. BBT.com. 

©2011 Branch Banking and Trust Company. 

since 1985 

Contact: 

Donald Nunnari Regional Manager 

213.347.0101 

Dnunnari@merchantfactors.com 

©2011 Merchant Factors Corp. 

By Connie Cho Contributing Writer 

NEW YORK—After 

a successful introduction 

in Las Vegas last August, 

swimwear exhibitors bowed 

at the CurveNY trade show 

in New York. The show, 

which is produced by Riverside, 

Conn.–based CurvExpo 

Inc., was held at the 

Jacob K. Javits Convention 

Center July 31–Aug. 

2. CurvExpo also produces 

the biannual CurveNV 

show in Las Vegas. 

The show welcomed 

3,193 attendees and 315 

domestic and global brands. 

There were also return visits 

with more than 50 percent 

of buyers working the 

floor for two days, accord- 

ing to CurvExpo. Most exhibitors reported 

that business was steady. 

“People are buying and writing orders,” 

said Laurence Teinturier, CurvExpo’s executive 

vice president. “This industry is doing 

well. You always need a good bra; you need 

a good swimsuit.” 

One swimwear brand 

making its CurveNY debut 

was Irvine, Calif.–based 

Beach Bunny. 

“It’s been good for us 

to launch ourselves on the 

East Coast,” said sales director 

Sarah Spada. 

Beach Bunny exhibited 

its Cruise and Spring collections, 

which included 

the brand’s signature Lady 

Lace swimsuits and its 

new bridal swim collection. 

One standout was a 

nautical-inspired red, white 

and blue–striped piece with 

bow trims. 

Coming from trade 

shows in Miami and CurvExpo 

in Paris, Beach Bunny 

is gaining an audience 

outside of California. “The 

exposure the brand is getting 

in general from attending these shows 

is going to pay off,” Spada said. “We haven’t 

done a lot of shows prior to this year. Getting 

our name out there is a good step in the right 

direction for us.” 

United Kingdom–based lingerie line Fleur 

of England is celebrating its 10th anniversary 

this year and has shown at CurveNY for 

several seasons. “What I like about Curve is 

tRAdE ShOW REPORt 

Swimwear, Staples and 

Specialty at CurveNY 

A model in a look by Else 

Lingerie 

GETTING BEACH-READY: New to CurveNY, Irvine, Calif.–based 

swimwear label Beach Bunny showed its collection of sexy suits, 

including a nautical-inspired, pinup-worthy bikini (left) as well as 

glamorous coverups (right). 

you get a really good quality 

of buyer,” said designer 

and founder Fleur Turner. 

“People really like to write 

orders here. It’s really important 

if you want to be in 

the U.S. market to come to 

a show like Curve.” 

For Spring, Fleur of England 

presented a light and 

sheer collection of gowns, 

panties and bras with pops 

of pink and lime green. The 

brand is carried at specialty 

boutiques and retailer Barneys 

New York. 

Another label new to 

CurveNY was Miamibased 

swimwear brand Luli 

Fama. Luli Fama presented 

a “La Vida Es un Carnaval” 

(“Life Is a Carnival”)–themed collection. 

Printed pieces can be mixed and matched with 

solids in the same color scheme and matching 

hardware for a versatile collection, according 

to designer Lourdes “Luli” Hanimian. “You 

can make it to you. It identifies better with the 

BACK TO BASICS AND BEYOND: New York–based Samantha 

Chang found its buyers attracted to both basics and luxury items, 

such as silk with leavers lace. 

customer,” Hanimian said. “Not only for the 

customer but also for merchandising in the 

store, it makes a huge impact.” 

Hanimian said despite being new to the 

show, she reported meeting with new buyers 

as well as established clients, including 

Blum’s, based in New York, and Brio Bodywear, 

based in Canada. 

The show was positive for burgeoning 

brand Two Figs, based 

in San Francisco. Two 

Figs specializes in 

high-end loungewear 

and sleepwear featuring 

camisoles, chemises and 

gowns for cup sizes D 

through G made from 

Swiss lace embroidery. 

The label picked up an 

estimated 15 to 25 stores 

at the show, according 

to Chris and Deb Figge, 

the husband-and-wife 

team behind the line. 

“The show far exceeded 

our expectations,” Chris 

Figge said. “The qual- 

ity of the buyer is good 

here. They’re serious 

about writing orders.” ●

Deréon 

Nude Footwear 

Kork-Ease 

Cordani 

Michael Antonio 

Envy Footwear 

CL by Chinese Laundry 

Deréon 

Rough Justice 

On the Level 

A hybrid of sorts, the “flatform” 

tops the shoe list this season. In 

between a wedge, a platform and 

a flat, the flatform has a subtle but 

stylish incline. Walk in comfort 

and with high style in the latest 

wardrobe addition for Spring. 

Michael Antonio 

Studio 

Au Naturel 

Go au naturel with shoes 

this Spring—but don’t fret 

about sacrificing style. This 

season’s shoes take natural 

to a whole new level. Think 

stacked cork, woven grasses, 

braided raffia, tonal woods, 

fun leathers and more. 

Envy Footwear 

FAShION 

Rough Justice 

Kork-Ease 

Skin by Nude 

Rough Justice 

Block Party 

Spring has sprung with bold color 

blocking. From colorful brights to 

tone-on-tone palettes and even natural 

textures combined for surface interest, 

color blocking is sure to be the life of 

the party this season. 

Step Into Spring at ENKWSA 

LAS VEGAS—Designers are stepping into Spring with a colorful 

flair. Key trends stood out with panache at the ENKWSA show, 

held at the Sands Expo & Convention Center July 27–29. Shoe 

designers continue to explore color blocking, animal prints and ethnic 

designs, as well as flirty new floral prints, for the season ahead. 

Also key were natural elements as a part of a “back-to-basics” 

trend and the “flatform,” which literally evened out this season’s 

shoe fashions. Here is a look at the freshest looks of the season. 

—N. Jayne Seward and Jacqueline Bosman 

Soles 

Gee’ WaWa 

Footwear 

Nude Footwear 

Rough Justice 

Dollhouse 

Footwear 

Dollhouse 

Footwear 

GoMax Footwear 

Floral Frenzy 

Florals have blossomed this 

Spring. With both bright and soft 

floral prints being shown on just 

about every type of shoe, this trend 

offers a fun and girly flair. From 

ladylike heels to everyday flats and 

fun sandals, florals have it covered. 

Rough Justice 


BRYNA NICOLE’s silver 

metallic snake-leather 

“Willow” clutch ($90) 

BRANDY 

PHAM’s brass 

and black 

enamel arrow 

necklace ($23) 


ACCESSORIES 

LEILA 

JEWELRY’s 

silver textured 

curve 

diamond ring 

($35) 

SOUTHWESTERN 

CHIC 

CHRISSY.L’s 

gold “Seduce” 

long multichain 

drop 

earrings ($45) 

MARTINE 

WESTER’s 

Swarovski fabric 

“Circle Tassel 

Necklace” 

($120) 

GLYNNETH B 

JEWELRY’s pewter 

spiked tassel 

bracelet ($245) 

JOSEFINA DE 

ALBA’s “Royal 

Knot” earrings 

($21) 

ELEGANTLY WAISTED’s silver glitter double-buckle belt ($45) 

MARTINE 

WESTER’s 

Swarovski 

fabric 

“Triangle 

Cocktail Ring” 

($20) 

A metallic touch gives 

a decidedly chic edge 

to Southwest-inspired 

style. Think bold 

geometric shapes 

with an understated 

sophistication to add 

a touch of glam to the 

season. 

—N. Jayne Seward 

LIZ LARIOS’ 

“Real Leaf” 

earrings 

with crystals 

($50) 

MARTINE 

WESTER’s 

Swarovski 

fabric “Circle 

Bracelet” 

($120)

LEILA 

JEWELRY’s 

“Sticks 

Hoops” 

earrings 

($34) 

STREETS AHEAD’s calf 

hair bracelet ($32) 

LEILA 

JEWELRY’s 

small “Phoenix” 

collar ($35) 

CHAN LUU’s 

gold mix 

teardrop 

earring ($68) 

ALEX and ANI’s 

Russian silver 

“Seine” bead wire 

bangles ($63/set of 

seven) 

GLYNNETH B 

JEWELRY’s silver 

spike chandelier 

earrings ($85) 

ACCESSORIES 

ELEGANTLY WAISTED’s ivory leather “Alexis” belt ($39) 

Photographer: Ben Cope/7artistmanagement.com; Stylist: N. Jayne Seward; Stylist Assistant: Jacqueline Bosman 

JOSEFINA 

DE ALBA’s 

metallic 

“Cascade” 

necklace 

($59) 

LENA B.’s 

assorted silver, 

rose gold and 

gold-plated 

“Annika” ($60) 

and “Danika” 

($70) bangles 

KRIS NATIONS’ 

“Chieftan” 

hematite 

necklace ($34) 

ACCENTUALITY’s 

assorted gold and 

silver bangles 

($35/set of six) 

DIRECTORY 

*Please note all prices are wholesale 

ACCENTUALITY 

Cooper Design Space, Lobby D 

(213) 670-0044 

ALEX and ANI 

Cooper Design Space, suite 640 

(213) 683-8086 

BRANDY PHAM 


(213) 624-3629 

BRYNA NICOLE 


(213) 622-0184 

CHAN LUU 

The New Mart, suite 1107 

(213) 624-0856 

CHRISSY.L 


(213) 622-0184 

ELEGANTLY WAISTED 


(213) 624-3629 

GLYNNETH B JEWELRY 

Lady Liberty Building, suite 201 

(213) 955-6116 

HEET 


(213) 955-8088 

JOSEFINA DE ALBA 


(213) 624-3629 

KRIS NATIONS 


(213) 622-0184 

LEILA JEWELRY 


(213) 622-0184 

LENA B. 

Lady Liberty Building, suite 201 

(213) 955-6116 

LIZ LARIOS 


(213) 622-0184 

MARTINE WESTER 


(213) 624-3629 

STREETS AHEAD 


(213) 689-9620 

ZAMBOS & SIEGA 


(213) 624-3629 


Take Your Showroom with You 

& Access Anytime, Anywhere 

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View contact information for customers and stores. 

Get maps and directions for customers. 

View open-to-sell details. 

Take customer orders - even use a barcode scanner. 

Process payments with credit card reader integration. 

Print order confirmations. 

With your orders already in AIMS, no manual 

order entry required when you return to the office! 


Experience the power of 

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Contact us today & ask about our Show Special limited-time offer. Use offer code SHOWSP-AI. 

Call: 310-361-5710 Email: sales@aimstsi.com Visit: www.aimstsi.com 

AIMS_B&W_4834 x675_82011.indd 1 7/28/2011 5:28:44 PM 

Risk. We’ll take it. 

Our clients look to Milberg Factors to assume the credit risk in their business, to 

smooth their path to success. We could cover only the safest bets — but that’s not 

good enough. We’ll get to know you and work with you, so you can build your 

business knowing your credit needs are covered. 

As specialists in factoring and financing, we’ve been taking risks and earning 

clients’ confidence for over seven decades. Where others might pull back, we 

step forward. And that lets you relax. 

Milberg Factors, Inc. 

A TRADITION OF ENTREPRENEURIAL FINANCE 

www.milbergfactors.com 

Call Dan Milberg, SVP, NY 212.697.4200 

Dave Reza, SVP, LA 818.649.8662 

Ernie White, SVP, Winston Salem 336.714.8852 

©2011 Milberg Factors, Inc. 

Pete & Greta at Lapis 

Lapis 

319 N. Canon Drive 

Top-selling items include a summery 

blouse by Johnny Was, which retails for 

$120, and a black-edge jacket from the 

Los Angeles–based Pete & Greta label. 

It retails for $340. 

WhAt’S ChECkINg 

beverly hills Unique: 

Shopping on N. canon Drive 

Day or night, Beverly Hills’ North Canon Drive is a lively place. A steady parade of 

people strolls down the thoroughfare, dining at bustling sidewalk cafes such as Il Pastaio or 

checking into the stately Montage Beverly Hills hotel. 

Just a couple of blocks away from iconic fashion destination Rodeo Drive, North Canon 

Drive is also a shopping street. It is the address for several boutiques, such as the multi-line 

Avedon, as well as flagship stores for independent brands, including menswear label Eddia 

and Royal Order, a rock ’n’ roll–inspired jewelry line that also offers some apparel. 

Fashion sold on the street is a mix of formal and “premium” or high-fashion casual. But in 

order to thrive on Canon, fashion retailers must guarantee their merchandise is unique, according 

to Avedon co-owners Reza Shekarchian and Yasmine Farmanara. “It has to be about 

stuff you don’t already have,” Farmanara said. And if the street’s shoppers don’t have it, they 

will open their wallets. “People who come here are buying more,” Shekarchian said. 

—Andrew Asch 

Avedon 

417 N. Canon Drive 

Looking for the new black? 

The new “it” happens to be 

brightly colored collared 

shirts at Avedon. “We sell a 

lot of color, period,” said shop 

co-owner Reza Shekarchian. 

Top-selling shirt brands are 

Georg Roth Los Angeles and 

Sweden-based label Eton. 

Avedon’s private-label 

brand, also named Avedon, 

has been selling well at the 

boutique. Avedon’s fitted blazer 

with peaked lapels retails 

for $895. It comes in designs 

of seersucker, houndstooth 

and a solid navy. 

Another big seller for women is the 

Graham & Spencer asymmetrical silk 

draped top. It retails for $140, Farmanara 

said. It gives the wearer a classic Greek 

look that could be worn with jeans. Also 

popular is Graham & Spencer’s matte 

jersey dress, which retails for $285, and 

the matte jersey dress with leather details, 

which retails for $260. 

Eton at Avedon 

Georg Roth Los Angeles at 

Avedon 

Royal Order at Royal Order 

Eddia 

238 N. Canon 

Drive 

Eddia founder 

and designer 

Eddia Mirharooni 

said his 

label is best 

known for its 

colorful, detailed 

shirts and 

ties that sport 

cross stitch- Eddia at Eddia 

ing and pleated 

fabrics. One-of-a-kind ties retail for $500. Ties 

from the brand’s main Eddia Collection typically 

retail for $185. 

Other popular items in the store include a 

white shirt with organza front panels, which retails 

for $325, and a sports jacket with floating 

shoulders, or shoulders cut slightly away from 

the body of the blazer, which retails for $1,500. 

check the web 

ApparelNews.net 

Avedon at Avedon 

Royal Order 

341 N. Canon 

Drive 

The most popular 

apparel item 

at this rock ’n’ roll 

jewelry shop is the 

brand’s long tank 

dress. The sheer, 

pink tank dress is 

emblazoned with 

skull and fleurde-lis 

icons, and it 

retails for $80. 

For more 

What’s Checking

PROJECTSHOW.COM 

The new digital resource for fashion news, 

insider events, and updates on your favorite brands, 

stores, and trends 

Follow us on Twitter @PROJECTSHOW 

Like us on Facebook FACEBOOK.COM/PROJECTSHOW

L a s V e g a s 

FASHION AT WORK: Las Vegas is hosting more than 15 

shows, including MAGIC, pictured above. 

DENIM ........................................................................... 20 

FIBER & FABRIC ............................................................. 20 

FINANCE ........................................................................ 20 

SERVICES AND SUPPLIERS ........................................... 24 

SOURCING ...................................................................... 24 

TECHNOLOGY ................................................................. 24 

TRADE SHOWS ............................................................... 24 

20 california apparel news August 5–11, 2011 

Denim 

resource guide 

Funky Soul 

530 Seventh Ave., Suite 807 


(212) 730-5213 

Fax: (212) 730-6080 

Contact: Marshell Marie Dease 

mdease@shopfunkysoul.com 

www.shopfunkysoul.com 

Product Line: Denim, sportswear, 

accessories 

What’s New: Funky Soul was 

inspired by the ’70s and ’80s 

trends and presented a collection 

of fashion-forward items with a 

twist. Our denim collection “The 

Enhancers is offered in many 

different washes and treatments. 

From the skinny, skinny flair, bell 

bottom and boot cut, our creation 

in denim will keep our customers 

up with the latest fashion— 

while still providing special fits to 

enhance their individual body type. 

Services: We provide special cuts 

and private-label services. 

Price Points: Our denims range 

from $18 to $34, and our collection 

ranges from $16 to $48. 

Competitive Edge: Our design 

team travels the world and through 

inspiration creates a look to fit 

every lifestyle. Visit us at Booth # 

YC 74524 at WWDMAGIC in Las 

Vegas in August. 

Isko 

860 S. Los Angeles St., Suite 700 


(213) 622-3996 

Contact: Barry Reinstein, Hakan 

Anuk or Adnan Buyuk 

www.isko.com.tr 

Services: The most creative and 

reliable partner for brands and 

designers. 

FIBER & FABRIC 

Buhler Quality Yarns 

Corp. 

1881 Athens Highway 

Jefferson, GA 30549 

(706) 367-3931 

Fax: (706) 367-9837 

Contact: David Sasso 

www.buhleryarns.com 

dsasso@buhleryarns.com 

Product line: Ringspun yarns 

utilizing Supima cotton, Lenzing 

MicroModal and Lenzing Micro- 

TENCEL. Supima count range is 

13/1 to 90/1 Ne. Other blends 

have a range of 20/1 to 50/1 

Ne. We spin these fibers in 100% 

or blended with Supima. We also 

offer “fashion slubs” in Supima 

and MicroModal/Supima blends. 

What’s new: MicroTENCEL is our 

newest yarn product. We offer this 

in 100% or blended with Supima. 

Services: To achieve best fabric 

results, we offer technical services 

in knit and wet processing. 

Custom orders: Custom counts 

are available but with minimums of 

5,000 pounds. 

Inventory: We carry inventory on 

popular counts like 30/1, 40/1, 

and 50/1’s Ne. 

Minimum: No minimums on common 

counts, but they do carry a 

surcharge. 

Price points: Not applicable. This 

is best determined at the fabric 

stage. 

Turnaround time: 4–6 weeks 

depending on count and blend. 

Competitive Edge: We are an 

industry leader in quality and 

service due to flexibility, technical 

support in subsequent processing, 

and knowledge/experience in the 

global marketplace. 

Philips-Boyne 

Corp.® 

135 Rome St. 

Farmingdale, NY 11735 

(631) 755-1230 

Fax (631) 755-1259 

www.philipsboyne.com 

sales@philipsboyne.com 

Contact: David Haber 

Product Line: High-quality shirtings 

and fabric. The majority of the 

line consists of long staple Egyptian 

cotton that is woven and finished 

in Japan. Styles range from classic 

stripes, checks, and solids to 

novelties, oxfords, dobbies, voiles, 

Swiss dots, seersuckers, ginghams, 

flannels, and more. Exclusive 

broadcloth qualities: Ultimo®, 

Corona®, and Superba®. 

What’s New: New patterns added 

regularly: woven, end on end, 

yarn-dyed plaids; flannels, large 

houndstooth; yarn-dyed stripes 

and checks. 

Custom Work: Yes; minimums 

apply; 90 ex-mill Japan 

Inventory: More than 3.5 million 

yards of stock also includes 

blends, linens, and silks. 

Minimum: 3 yards 

Price Points: Moderate to better 

to designer 

Turnaround Time: Immediate 

shipping for stock 

Competitive Edge: Fully stocked 

distributor. Inventory available on 

website. Knowledgeable customerservice 

team, immediate shipping, 

and highest-quality textiles. 

Philips-Boyne serves everyone 

from at-home sewers and custom 

shirt-makers to couture designers 

and branded corporations. Call or 

e-mail for samples. 

FINANCE 

Bibby Financial 

Services 

101 N. Westlake Blvd., Ste. 204 

Westlake Village, CA 91362 

(877) 88-BIBBY 

Fax (805) 446-6112 

www.bibbyusa.com 

sales@bibbyusa.com 

Bibby Financial Services is a worldwide 

market leader in business 

cash-flow solutions to small- and 

medium-sized companies. With 

offices in eight North American 

cities and 13 countries around the 

world, its product portfolio includes 

accounts receivables finance, purchase 

order finance, and specialist 

expertise in the apparel industry. 

It is an approved lender for the 

Export-Import Banks‚ working capital 

guaranty delegated authority 

program. Bibby Financial Services 

is a subsidiary of a 204-year-old 

➥ Las Vegas Resource Guide page 22

SHOp THE BEST RESOURCES IN LAS VEGAS 

MRKETLV 

the exclusive show for the menswear industry: tailored to contemporary 

AUGUST 21-23, 2011 SUNDAY MONDAY TUESDAY 

THE VENETIAN HOTEL, LAS VEGAS 

TO EXHIBIT: 212.686.4412 TO ATTEND: 866.696.6020 

www.accessoriestheshow.com www.modalasvegas.com www.mrketshow.com 

FIND US oN Facebook aND/or Follow US oN twItter

Supply Chain 

Made in Americas 

A California Apparel News 

Special Section 


Coming Soon 

August 19 

Bonus Distribution 

Atlanta Market Week 8/18–22 

OffPrice Show 8/19–22 

AccessoriesTheShow/Las Vegas 

8/21–23 

MRket 8/21–23 

MAGIC 8/21–24 

Sourcing@MAGIC 8/21–24 

CurveNV 8/22–24 

ENK Vegas 8/22–24 

FN Platform 8/22–24 

ISAM 8/22–24 

POOL 8/22–24 

Project 8/22–24 

WWDMAGIC 8/22–24 

WWIN 8/22–25 

Call Terry Martinez now to reserve your space. (213) 627-3737 Ext. 213 

Apparel News Group 

1944-2011 

Sixty-seven years of news, 

fashion and information 

ExEcutiVE EditoR 

ALISON A. NIEDER 

Fashion EditoR 

N. jAyNE SEwARD 

sEnioR EditoR 

DEbORAh bELgum 

REtaiL EditoR 

ANDREw ASch 

manuFactuRinG EditoR 

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contRibutinG WRitERs 

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contRibutinG PhotoGRaPhERs 

bEN cOpE 

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jOhN EckmIER 

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fELIx SALzmAN 

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WEbmastER 

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account ExEcutiVEs 

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sERVicE diREctoRy 

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Continued from page 20 

privately held company based in 

the United Kingdom. Whether 

you are a start-up or an established 

company with sales 

volumes over $40 million, Bibby 

Financial Services can offer you 

fast, flexible funding solutions to 

help grow your business. 

Branch Banking 

and Trust Company 

(BB&T) 

515 S. Flower St., 36th Floor 


(213) 236 3581 

jmerille@bbandt.com 

www.bbt.com 

Contact: John A. Merille, Vice 

President 

BB&T announces the opening 

of its West Coast office and 

factoring services and welcomes 

John Merille, vice president of 

sales. 

CIT Commercial 

Services 

300 South Grand Ave. 


Contact: Mitch Cohen, Western 

Regional Manager 

(800) 248-3240 

www.cit.com 

Year Established: 1908 

Territory: The Los Angeles 

office serves clients in the Western 

United States and Asia. 

Services: CIT Commercial Services 

operates throughout the 

United States and internationally. 

CIT is the nation’s leading 

provider of factoring, credit protection, 

and accounts-receivable 

management services. Companies 

of all sizes turn to CIT 

for protection against bad-debt 

losses, to reduce days’ sales 

outstanding, and to enhance 

cash flow and liquidity. 

Competitive Edge: CIT’s breath 

of services, experienced personnel, 

industry expertise, proprietary 

credit files on over 330,000 

customers, and comprehensive 

online systems are all reasons 

that clients say give CIT a competitive 

advantage. 

Finance One 

Los Angeles Office: 

888 S. Figueroa St., Suite 1100 


(213) 430-4888 

Fax: (213) 430-4877 

Contact: Tae Chung at (213) 

534-2908 

www.finone.com 

Finance One Inc. was established 

in 1998, and 95 percent 

of its clients are apparel-related—both 

East and West coasts. 

They provide factoring, trade 

financing, and P/O financing 

to their clients—all with personalized 

service, competitive 

rates, industry understanding, a 

user-friendly online system, and 

value-added service. 

First Capital 

Western Region, 

LLC 

601 S. Figueroa St, Suite 3460 


(213) 412-1540 

Fax: (213) 412-1541 

www.FirstCapital.com 

RGarber@FirstCapital.com 

Contact: Ron Garber 


Territory: Nationwide 


Services: First Capital’s Western 

Region is a specialized commercial 

finance company positioned 

to enable entrepreneurs 

to achieve their goals through 

working capital lines of credit in 

the form of factoring agreements 

and inventory loans. 

Competitive Edge: Our team 

of professionals is committed 

to understanding your business 

plan and providing timely and 

consistent funding decisions. 

Our size and scope make First 

Capital the preferred working 

capital partner—small enough 

to build deep personal relationships 

and big enough to deliver 

the ideal solutions. 

Goodman Factors 

3010 LBJ Freeway, Suite 140 

Dallas, TX 75234 

(972) 241-3297 

Fax: (972) 243-6285 

Toll-free (877) 4-GOODMAN 

www.goodmanfactors.com 

Contact: Jessie Valdivia or Bret 

Schuch 

Year Established: 1972. We 

are the oldest privately held 

factoring company in the Southwest. 

Apparel-Related Clients: 60 

percent 

Annual Volume: $350 million 

Territory: Nationwide 

Services: Recourse and nonrecourse 

invoice factoring for 

businesses with monthly sales 

volumes of $10,000 to $2 million. 

Services include invoice 

and cash posting, credit and 

collection service, and cash 

advances on invoices (usually 

same day) upon shipment. 

Startups OK. 

Competitive Edge: Due to 

our relatively small size and 

centralized-management philosophy, 

our clients often deal 

directly with company management/ownership 

as opposed to 

an assigned CRM or account 

executive. Our size and accessibility 

enable us to provide 

flexible arrangements and quick 

decisions. New accounts can be 

initiated in as little as 24 hours. 

Merchant Factors 

Corp. 

L.A. Office: 800 S. Figueroa St., 

Suite 730 


Contact: Don Nunnari 

dnunnari@merchantfactors.com 

(213) 347-0101 

Fax: (213) 347-0202 

www.merchantfactors.com 

Services: Credit checking of 

customers; credit protection; 

collections, receivable accounting; 

advancing funds; purchaseorder 

financing 

Competitive Edge: Quick, 

non-bureaucratic decisionmaking 

and flexibility to meet 

clients’ needs. We have been 

in existence for 25 years and 

understand this business. We 

maintain strong client relationships. 

Milberg Factors, 

Inc. 

Main Office: 

99 Park Ave., 21st Fl. 


Western Regional Office: 

655 N. Central Ave., 17th Fl. 

Glendale, CA 91203 

(818) 649-8662 

Fax: (818) 649-7501 

www.milbergfactors.com 


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testing and compliance 

NGC’s Software Improves Your Bottom Line! 

Learn how NGC can help you save money—and make money. 

www.ngcsoftware.com info@ngcsoftware.com 

Miami: 305.556.9122 New York: 212.768.0101 Los Angeles: 323.497.4200 


Reduce markdowns 

and closeouts 

Los Angeles 

FASHION MARKET 

AUGUST 8-11 

Minimize 

quality 

defects 

Hedge against 

raw material 

price fluctuations 



dreza@milfac.com 

Contact: David M. Reza, SVP 

Western Region 



percent 

Territory: Primarily North and 

Central America, Europe, and Asia 

Services: Factoring, credit protection, 

and asset-based and import/ 

export financing 

Competitive Edge: Milberg Factors 

offers a competitive menu of 

factoring, financing, and receivables-management 

products for 

entrepreneurial and middle-market 

companies with more personalized 

attention than larger institutional 

firms. A partner of our firm manages 

every client relationship. Our 

70-year track record in the core 

factoring industry assures our 

clients that they will enjoy a stable 

relationship supported by a mature 

and experienced staff. 

Purchase Order 

Finance Group at 

Wells Fargo Capital 

Finance 

4141 Inland Empire Blvd. 

Suite 350 

Ontario, CA 91764 

www.wellsfargocapitalfinance.com/ 

pofinance 

martin.a.eckstein@wellsfargo.com 

Contact: Marty Eckstein 

(909) 481-6519 

Fax (877) 752-2068 

Year Established: The Purchase 

Order Finance Group at Wells 

Fargo Capital Finance has been 

assisting companies with their 

financing needs since 1991. 


percent 

Annual Sales Revenues: The 

Purchase Order Finance Group 

provides facilities to companies 

with sales transactions in excess of 

$200 million. 

Territory: We assist apparel 

and consumer goods companies 

nationwide. 

Services: We provide purchase 

order financing facilities to support 

apparel companies’ inventory 

purchases when existing financing 

is insufficient or unavailable. Our 

purchase order financing programs 

are also an alternative to raising 

equity and losing part ownership 

or operational control of your 

company. We offer advance rates 

up to 100 percent of the cost of 

inventory, facilities ranging from 

$500,000 to $50 million, and letters 

of credit and other short-term 

funding solutions. 

Competitive Edge: Backed by 

one of the strongest financial 

institutions in the country, our 

customized purchase order financing 

programs work in tandem with 

a company’s existing financing 

source. We have extensive experience 

in working with apparel and 

accessory designers, importers, 

and distributors and are committed 

to serving companies in this 

industry. 

Sterling Factors 

Corp. 

A subsidiary of Sterling National 

Bank 

500 Seventh Ave., 3rd Floor 


(212) 575-4415 

Fax: (212) 575-3439 

www.sterlingfactors.com 

john.lalota@ sterlingnationalbank. 

com 

Contact: John La Lota, President 



percent 


Territory: United States 

Services: Full-service factoring 

and accounts receivable management, 

letters of credit, and inventory 

financing 

Competitive Edge: Sterling 

National Bank offers clients a full 

range of depository and cashmanagement 

services plus a broad 

portfolio of financing solutions— 

including working capital lines, 

accounts receivable and inventory 

financing, factoring, trade 

financing, payroll funding and 

processing, equipment leasing and 

financing, commercial and residential 

mortgages, and mortgage 

warehouse lines of credit. Sterling 

is well-known for its high-touch, 

hands-on approach to customer 

service and a special focus on 

serving the business community. 

SERVICES AND 

SUPPLIERS 

Henry Hanger 

3101 S. Hill St. 


1-877-HenryLA 

(213) 747-6141 

Fax: (213) 747-6953 

Contact: Nancy Bittan 

nbittan@henryhanger.com 

www.henryhanger.com 

Services: Henry Hanger is a 

manufacturer of garment hangers 

and has specialized in providing 

tailored solutions based 

on a customer’s individual 

needs for over 80 years. Product 

lines include custom and 

stock woods, acrylic plastic, 

and fabric-padded and metal 

hangers. New lines include 

several types of non-slip wood 

hangers and a variety of new 

wood and metal styles. The 

company has two showrooms 

in New York and Los Angeles, 

as well as domestic production 

and overseas operations. 

S & J USA Inc. 

843 E. 31st St. 


(323) 231-0811 

Fax: (323) 231-3820 

snjusa@snjusa.com 

Services: S & J USA, Inc has 

been a major, authorized distributor 

of YKK zippers for over 

25 years. We carry a vast array 

of zippers, and we have an inhouse 

factory that allows us to 

complete orders quicker than our 

competitors. S & J USA, Inc also 

specializes in snaps, tack buttons, 

eyelets, and elastics among other 

trims. Our customers range from 

the U.S. to Asia, and we hope to 

expand even further in the future. 

We are known for great customer 

service and quality materials. 

SOURCING 

DR STAR & FTDI 

Dominican Republic 

(809) 602-3253 

E-mail: drstar912@gmail.com 

Contact: Awilda 

Description: You provide the RM 

and trims—we provide the rest. 

We are a Dominican Republic cutand-sew 

operation and pick and 

pack in Miami. Our expertise and 

products range from constructed 

women’s department store swimwear 

to woven and knit coverups, 

T-shirts, and an array of other 

products. Enjoy the benefits of the 

807 CAFTA tax and duty savings. 

Store your raw material and cut 

what you need. We have generous 

minimums, reducing your risk. 

TECHNOLOGY 

AIMS 

110 E. Ninth St., Suite A1169 


(310) 361-5710 

www.aimstsi.com 

sales@aimstsi.com 

Contact: Henry Cherner 

Services: Apparel Information 

Management System® (AIMS®) 

offers fully integrated software 

solutions for importers, distributors, 

and manufacturers of 

apparel, footwear, accessories, 

jewelry, home furnishings, and 

other goods. AIMS’ product suite 

is comprehensive, feature-rich, 

user-friendly, easy to implement 

and is compatible on a laptop, PC, 

Mac, or iPad. Solutions are available 

for on-site applications or on 

the cloud. A Gold Level Microsoft 

Partner and Gold Level Quick- 

Books developer, AIMS provides 

the most professional, up-to-date 

program possible, including AIMS 

GL Integration with QuickBooks, 

AIMS EasyShop online retail 

shopping cart, AIMS WebLink 

online wholesale shopping cart, 

AIMS RemoteLink remote order 

entry, UPS and FedEx shipping 

integration, AIMS for iPad and 

the easiest-to-use EDI integration. 

AIMS delivers all of this at affordable 

prices. 

NGC Software 

2234 E. Colorado Blvd. 

Pasadena, CA 91107 

(323) 497-4200 

Fax: (866) 309-8581 

www.ngcsoftware.com 

info@ngcsoftware.com 

Product line: PLM, Supply Chain 

Management, Enterprise Resourcing 

Planning (ERP), product testing 

and CPSIA compliance 

What’s new: NGC has been 

named as a 2011 Great Supply 

Chain Partner by SupplyChain- 

Brain. NGC was selected as a top 

100 company out of hundreds of 

nominations for the prestigious list, 

which recognizes the industry’s 

best and most reliable supplychain 

vendors. A California-based 

private label manufacturer of 

women’s and children’s apparel 

nominated NGC as a Top 100 

Supply Chain Partner. NGC has 

helped the company experience 

significant operational improvements 

as a result of implementing 

NGC’s PLM and global sourcing/ 

supply-chain management software. 

NGC has helped to centralize 

communications, streamline operations, 

eliminate redundancies, and 

transform overall efficiency. 

Services: Business Consulting, 

Implementation Services, Technical 

Services 

Competitive Edge: NGC has more 

than 30 years of experience in 

delivering fashion software solutions 

to the world’s top brands and 

retailers. 

TRADE SHOwS 

Business Journals 

Inc. 

50 Day St. 

Norwalk, CT 06854 

(203) 663-7850 

Fax: (203) 838-5028 

www.modamanhattan.com, www. 

accessoriestheshow.com or www. 

mrketshow.com 

Show Dates: Upcoming dates for 


DOMINICAN REPUBLIC CUT & SEW OPERATION 

MIAMI PICK & PACK FULL SERVICE 

• Department Store Quality 

• Priced for Discounters 

• Shipped to all 

• Turnkey Operation 

• Outstanding Service 

You provide the RM and Trims—we provide the rest. Our expertise and 

products range from constructed women’s department store swimwear 

to woven and knit cover-ups, T-shirts and an array of other products. 

Enjoy the benefits of the 807 CAFTA 

tax and duty savings. 

Store your raw material and cut 

what you need. We have generous 

minimums reducing your risk. 

What goes on in the DR 

stays in your pocket. 


DR STAR & FTDI 

For more information email 

drstar912@gmail.com 

Or Call Awilda at 

809-602-3253 

OUR SERVICE MEETS YOUR NEEDS 

YKK SNAP FASTENERS AMERICA 

SNJUSA@SNJUSA.COM 

www.SNJUSA.com 



Moda Manhattan, Accessories The 

Show and MRket are Aug. 21–23 

at The Venetian in Las Vegas. 

Description: Even more tightly 

juried than the NY edition, AccessoriesTheShow 

Las Vegas and 

Moda Las Vegas offer the shopping 

experience for the better market. 

Uniqueness, quality and accessibility 

are all part of the mix at 

AccessoriesTheShow and Moda 

Las Vegas. In addition, MRket 

was the recipient of the Fastest 

Fifty Awards as the fastest growing 

event in the world and the Grand 

Award for the largest number of 

new exhibitors to join the show in 

2010. With unprecedented growth 

since its debut, MRket is truly a 

global network of men’s designer 

collections for the most discerning 

of classic and contemporary 

retail establishments. Focusing 

on aesthetic appeal and superior 

customer service, MRket is the 

international show for the best in 

menswear. 

China Sourcing Fairs 

www.chinasourcingfair.com 

Show Dates: Fashion accessories, 

underwear and swimwear, and 

garments and textiles are featured 

Oct. 27–30 in Hong Kong at Asia 

World Expo. 

Description: China Sourcing Fairs 

are premier trade shows that help 

volume buyers source from greater 

China. Fairs are held in Mumbai, 

Hong Kong, Singapore, Johannesburg 

in South Africa, Shanghai, 

Dubai, and Miami and serve a 

variety of industries including garments 

and textiles, electronics, 

and home products. The China 

Sourcing Fair: Garments & Textiles 


displays a wide array of clothing 

and fabric materials from Greater 

China s key garment manufacturing 

hubs. The China Sourcing Fair 

features a big assembly of mainland 

Chinese exhibitors known to 

offer quality goods at competitive 

price points. 

CURVExpo 

1171 E. Putnam Ave., Suite 1B 

Riverside, CT 06878 

(203) 698-7470 

www.curvexpo.com. 

Show Dates: CURVENV Las Vegas 

takes place Aug. 22–24 at The 

Venetian hotel during Las Vegas 

Fashion Market Week 

Description: CURVExpo is the 

only show in North America 

solely dedicated to designer 

lingerie, men’s underwear, and 

swimwear. CURVENY New York 

and CURVENV Las Vegas are the 

largest and only events of their 

kind in North America : a leadership 

presence both on the East 

Coast and the West Coast, as 

an intimate-apparel show and a 

swimwear show. With more than 

200 exhibiting brands it is today 

the only international lingerie and 

swim show in New York and Las 

Vegas. The best lingerie boutiques, 

the most stylish swimwear retailers 

and the most prominent department 

stores coming from all over 

the world shop the latest in lingerie, 

men’s underwear, swimwear, 

activewear, and many more. 

August 12 

Fashion Advertorial 

Sourcing & Fabric Special 

Section 

BonuS DiStriBution 

Atlanta Market Week 8/18–22 



8/21–23 

MRket 8/21–23 

MAGIC 8/21–24 





ISAM 8/22–24 

POOL 8/22–24 



WWIN 8/22–25 

Dallas Market 

Center 

2100 Stemmons Freeway 

Dallas, TX 75207 

(214) 655-6100 or (800) DAL- 

MKTS 

www.dallasmarketcenter.com 

info@mcmcmail.com 

Show Dates: The upcoming 

market dates for Dallas Apparel 

& Accessories Markets are Aug. 

11–14 and Oct. 27–30, 2011 

Description: Within the Dallas 

Market Center marketplace of 

more than 5 million square feet, 

retailers from around the globe 

shop apparel and accessories for 

men, women, and children, specialty 

categories of bridal, special 

occasion, prom, quinceañera and 

Western, home furnishings, gifts, 

decorative accessories, gourmet, 

lighting, textiles, floral, seasonal 

décor, and much more. With 

more than 50 markets each year 

attended by more than 200,000 

retail buyers from all 50 states 

and 78 countries. Dallas Market 

Center offers hundreds of events 

and seminars geared toward 

helping retailers expand business 

and increase profits. As a result, 

more than $8 billion in estimated 

wholesale transactions are conducted 

annually within the Dallas 

Market Center complex. Visit www. 

dallasmarketcenter.com for more 

information and market dates and 

become a fan on Facebook at 

www.facebook.com/dallasmarketcenter. 

➥ Las Vegas Resource Guide page 29 

Las Vegas Trade Shows 

Reserve your advertising space for these issues and be seen by the buyers, 

fashion icons, and the 100,000 industry decision makers that attend these events. 

August 19 

Supply Chain: Made in the 

Americas Special Section 

BonuS DiStriBution 



8/21–23 

MRket 8/21–23 

MAGIC 8/21–24 





ISAM 8/22–24 

POOL 8/22–24 



WWIN 8/22–25 

Fashion Market Northern California 

8/27–29 

Call Terry Martinez now to reserve your space. (213) 627-3737 Ext. 213

AUGUST 22, 23, 24 2011 

SOURCING OPENS ON THE 21 ST 

LAS VEGAS & MANDALAY BAY CONVENTION CENTERS 

MAGICONLINE.COM 

877.554.4834

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KAI RUN • SMARTDOGS • SNIPE • SNOWY CREEK • SOF SOLE • SOFFT • SOFT STAGS • SOFT STYLE • SOFTINOS • SOFTSPOTS • SOFTWALK • SOGNO • SOHO BLUE • SOLESFUTURETOLD • SOLIDUS • SOMETHING BLEU • SONDRA ROBERTS • 

SONIA SON • SOREL • SOULARZ • SOULS4SOULS • SOUTHPOLE • SPERRY TOP-SIDER KIDS • SPLENDID • SPRING STEP • SPRING STEP PROFESSIONAL • STACY ADAMS • STAHEEKUM • STEPHANIE CLASSIC • STEPTRONIC • STETSON • STEVE 

MADDEN • STEVEN BY STEVE MADDEN • STILO • STONEFLY • STORM BY COUGAR • STRADA VITA • STRIDE RITE • STUART WEITZMAN • STUDIO POLLINI • SUGAR • SUMMER RIO CORP. • SUN LUKS • SUNNYBELLE • SUPERGA • SWEDISH 

HASBEENS • T.U.K. • T.U.K. PLATINUM • TALULLAH BLU • TAOS • TARYN ROSE • TATAMI BY BIRKENSTOCK • TED BAKER LONDON • TEVA • THE FLEXX • THE HEALTHY BACK BAG • THE JONES GROUP • THE SAK • THIERRY RABOTIN • THINK! • 

THOROGOOD • THUNDER BOOTS • TIMBERLAND • TITAN INDUSTRIES • TOESOX • TOESOX FIVE TOE SANDALS • TOMMY HILFIGER • TOSCANELLA • TRACE • TRACY REESE • TRIMFOOT CO. • TRIXY • TROTTERS • TRUE RELIGION • TRUMPFIT • 

UGGLEBO BOOTS • UGGLEBO URBAN • UKALA SYDNEY • UMI • UNIONBAY • UNISA • UNITED NUDE • UNLEASHED • UNLISTED, A KENNETH COLE PRODUCTION • UNRESTRICTED • UNSENSORED • US POLO ASSOCIATION • VALDINI • 

VALENTINO ORLANDI • VANELI • VANELI SPORT • VEGGIES • VELVET ANGELS • VELVET HEART • VELVET SOLE • VERA WANG LAVENDER • VERLAIN • VERONIQUE BRANQUINHO • VIA PINKY COLLECTION • VIA SPIGA MEN’S • VIA SPIGA 

WOMEN’S • VIN BAKER • VINCE CAMUTO • VINTAGE SHOE 

CO. • VOGUE • VOILE BLANCHE • VUDU • WALDLAUFER • 

WALKING CRADLES • WALKMASTER • WALK-OVER • 

SHOP OVER 1500 BRANDS OF FOOTWEAR 

WASHINGTON SHOE CO. • WASS UP • WESTERN CHIEF • 

WEYCO GROUP • WHITE MOUNTAIN • WILD DIVA • WILD 

DNA • WILD DUCES BY EDDIE MORAN • WOLKY • WONDERS 

• WOODLORE • WOOLRICH • WORISHOFER • XOXO • 

YOKI • YOU BY CROCS • ZALO • ZEROSTRESS • ZIPZ • 

ZITAMARIA • ZODIAC • ZOE KRATZMANN • AND MORE 

AUGUST 22, 23, 24 2011 

SOURCING OPENS ON THE 21 ST 

LAS VEGAS & MANDALAY BAY CONVENTION CENTERS 

the shoe show at 

MAGICONLINE.COM 

(877) 554 4834



ENK International 

3 East 54th St. 


www.enkshows.com 

Show Dates: Upcoming show dates are 

Aug. 22–24 for ENKVegas and Sept. 

18–20 for Fashion Coterie, TMRW, and 

Sole Commerce in NYC 

Description: ENK International provides 

the forum for the fashion world to conduct 

business. It is the leading trade 

show organization serving the upscale 

fashion marketplace, including the 

men’s, women’s, accessories, footwear, 

and children’s categories. Founded in 

1981 by Elyse N. Kroll, the company 

conducts 21 events per year, 16 of 

which are held in New York City, four in 

Las Vegas and one in Beijing, China. 

Fashion Market 

Northern California 

3701 Sacramento St., Suite 204 

San Francisco, CA 94118 

Contact: Suzanne De Groot, Executive 

Director 

(415) 328-1221 

Fax: (888) 350-1486 

info@fashionmarketnorcal.com 

www.fashionmarketnorcal.com 

Show Dates: The remaining 2011 

shows are Holiday/Early Spring, Aug. 

28–30, also opening on Sunday, and 

the Spring market, Oct. 22–25, opening 

on Saturday. 

Description: With more than 2,000 

ready-to-wear and accessories collections, 

Fashion Market Northern California 

offers the largest open-booth format 

on the West Coast. The Fashion Market 

has been the premier marketplace in 

Northern California for 50 years and 

continues to provide buyers with the 

most complete shopping experience 

in the Bay Area. Fashion Market is 

designed and merchandised to meet 

the needs of better, contemporary, and 

moderate collections whether you are an 

established brand or an up-and-coming 

designer. 

FN Platform 

2501 Colorado Ave, Suite 280 

Santa Monica, CA 90404 

(310) 857-7558 

cs@MAGIConline.com 

www.magiconline.com 

Show Dates: Upcoming Las Vegas 

show dates are Aug. 22–24 at the Mandalay 

Bay Convention Center and Las 

Vegas Convention Center for FN PLAT- 

FORM, MENS/WEAR, POOLTRADE- 

SHOW, PROJECT, S.L.A.T.E., STREET 

Unlimited and WWDMAGIC. SOURCING 

at MAGIC starts on Aug. 21. 

Description: FN PLATFORM, presented 

by MAGIC and in collaboration with 

Footwear News, is proud to showcase 

the most comprehensive assortment of 

footwear brands at any tradeshow in 

North America. Featuring over 1,500 

new and emerging labels in efficiently 

merchandised lifestyle environments, 

FN PLATFORM delivers one-stop shop- 


ping by showcasing the full range of 

branded footwear for men, women, 

juniors, and children. Upcoming show 

dates are Aug. 22–24 in Las Vegas. 

MAGIC Men’s 



(310) 857-7558 



Show Dates: Upcoming Las Vegas 

show dates are Aug. 22–24 at the Mandalay 

Bay Convention Center and Las 

Vegas Convention Center for FN PLAT- 

FORM, MENS/WEAR, POOLTRADE- 

SHOW, PROJECT, S.L.A.T.E., STREET 

Unlimited and WWDMAGIC. SOURCING 

at MAGIC starts on Aug. 21. 

Description: MAGIC is the pre-eminent 

trade event in the international fashion 

industry, hosting global buyers and sellers 

of men’s, women’s and children’s 

apparel; footwear; accessories; and 

sourcing resources. As an incubator of 

fashion, MAGIC is where new trends 

surface and develop into what will be 

seen on the consumer. The show’s goal 

is to connect and inspire the fashion 

community and fuse diverse trends, 

while offering unbeatable service to its 

customers. 

OffPrice 

16985 West Bluemound Road, Suite 

210 

Brookfield, WI 53005 

(262) 754-6910 

Fax: (262) 782-1601 

tfabos@offpriceshow.com 

www.offpriceshow.com 

Contact: Todd Fabos 

Show Dates: Aug. 19–22 at the Sands 

Expo and Convention Center in Las 

Vegas 

Description: No matter what it is that 

you’re looking for, you’ll find it at the 

OFFPRICE Show in Las Vegas. OFF- 

PRICE serves the retail industry as a 

dynamic order-writing show that connects 

apparel retail buyers of all sizes 

with the leading off-price specialists in 

20 percent to 70 percent below wholesale 

clothing, accessories, and footwear. 

Taking place at the Sands Expo and 

Convention Center Aug. 19–22, with 

nearly 500 vendors and 1,200 booths 

and attracting more than 12,000 buyers, 

it is the largest off-price show in 

the country. Many national and regional 

retailers—such as Conway, Citi Trends, 

Beall’s and RH Reny, Inc.—actively 

shop each and every OFFPRICE Show. 

No matter what kind of the latest fashions 

you’re seeking—men’s, women’s, 

children’s, accessories, or footwear— 

you’ll find it all at the OFFPRICE Show! 

For more information, check out the 

recently re-designed OffPriceShow.com. 

Project 



(310) 857-7558 


www.projectshow.com 

Show Dates: Aug. 22–24 in Las Vegas 

Description: Project, held biannually in 

New York and Las Vegas, is the world’s 

pre-eminent contemporary fashion 

trade event. Project features the most 

directional brands and attracts the 

most influential retailers in the global 

marketplace, uniting them in a dynamic 

and community-focused atmosphere 

designed to drive commerce, creativity, 

and connectivity. 

Surf Expo 

990 Hammond Drive, Suite 325 

Atlanta, GA 30328 

(800) 947-SURF 

Fax: (678) 781-7920 

www.surfexpo.com. 

Show Dates: Surf Expo’s next show will 

be held at the Orange County Convention 

Center in Orlando, Fla., Sept. 8–10. 

Description: Surf Expo, which takes 

place twice a year in Orlando, offers 

more than 4,000 lines in the resort, 

swim, boutique, and surf and skate 

markets. Surf Expo gives buyers the 

opportunity to compare lines side-byside 

and meet face-to-face with decision 

makers, both with the established lines 

and the new-to-market brands. 

WWDMAGIC 



(310) 857-7558 



Show Dates: Upcoming Las Vegas show 

dates are Aug. 22–24 at the Mandalay 

Bay Convention Center and Las Vegas 

Convention Center for FN PLATFORM, 

MENS/WEAR, POOLTRADESHOW, 

PROJECT, S.L.A.T.E., STREET Unlimited 

and WWDMAGIC. SOURCING at MAGIC 

starts on Aug. 21. 

Description: Fashion’s most comprehensive 

collection of women’s apparel, 

accessories, and footwear, WWDMAGIC 

showcases more than 2,000 emerging 

to established labels across every 

price point and trend. Presented in 

collaboration with Women’s Wear Daily, 

WWDMAGIC features expert fashion 

forecasts, exclusive networking events, 

cutting-edge seminars, and all the 

styles of the season. Buzzing with the 

energy of the leading juniors and young 

contemporary brands, Central Hall of 

the Las Vegas Convention Center is now 

the dedicated destination for everything 

fresh in young women’s fashion. Located 

across the lobby from Central Hall, 

in North Hall, WWDMAGIC presents 

an upscale and ultra-fashionable new 

environment featuring the most sophisticated 

and sought-after in women’s 

collections. 

Directory of Professional Services & Business Resources 

ACCOUNTING SERVICES 

HOVIK M. KHALOIAN 

CPA 

ACCOUNTING • AUDITING 

TAXATION SERVICES FOR THE APPAREL INDUSTRY 

520 N. CENTRAL A VE., SUITE # 650 

GLENDALE, CA 91203 

TEL: 818.244.7200 

HMKCPA@JPS.NET 

this listing is provided as a 

free service to our advertisers. 

We regret that we cannot be 

responsible for any errors or 

omissions within the Las Vegas 

Resource guide. 

ASSOCIATIONS 


on ApparelNews.net 

RaINboW of ColoR: Lorrie Simsen 

represents Jams World, whose bright 

shirts come from Japanese rayon cut 

and sewn in Hawaii. 

Swim Collective 

Debuts in 

Newport Beach, 

Calif. 

The Swim Collective Trade 

Show made its debut at the 

Balboa Bay Club & Resort 

in Newport Beach, Calif., on 

Aug. 2. Hoping to fill the void 

left by San Diego’s Action 

Sports Retailer Trade Expo, 

which ended last year, Swim Collective 

is aiming to be the predominant 

swim show for the West 

Coast, according to executive 

show director Shannon Leggett. 



obEY faCE: Scott Yarnall of Obey exhibited 

the Santa Ana, Calif.–based label’s 

Spring ’12 line at its busy Agenda booth. 

To advertise call June 213-627-3737 x250 or E-mail: june@apparelnews.net 

news 

Men’s Retail 

Remains 

Challenging, But 

Opportunities 

Exist 

Even though men’s apparel sales in 

the United States inched up 3.3 percent 

in 2010, specialty-store owners have 

been on a challenging journey this year. 

That was the word at the recent West 

Coast Trend Show, a menswear show 

held July 30–Aug. 1 at the Embassy 

Suites LAX North, near Los Angeles 

International Airport. 



NEW DESIGNERS: Former Miss Kentucky 

USA Elizabeth Rovsek debuted her new line 

of “event-inspired” swimsuits, Sun Kitten 

Swimwear, with bikini names such as “the 

Bachelorette” and “Spring Break,” at Newport 

Beach’s Swim Collective. 

DRESS FORMS 

Strong 

Turnout at 

Agenda’s 

Huntington 

Beach, Calif., 

Show 

Attendance and business for 

the Agenda trade show boomed at 

the Aug. 3–4 run of the surf, skate, 

streetwear and fashion trade event 

at the Hyatt Regency Huntington 

Beach Resort and Spa in 

Huntington Beach, Calif. 

August 5–11, 2011 california apparel news 29

Directory of Professional Services & Business Resources 

GARMENT RACK 

Moving, Expanding or Consolidating 

Consulting • Design • Engineering • Installation 

•Garment storage racks 

•Rolling racks for garments 

•Speed rail systems with packing stations •Chain link fencing and gates 

•Packing tables and work tables •Mezzanines 

•Pallet racking and shelving 

•Conveyors live and gravity roller 

J.C. Rack Systems 

5232 Alcoa Ave., Vernon, CA 

1-323-588-0137 fax 1-323-588-5067 

www.jcracksystems.com 

MODEL SERVICES 

Position Available 

Junk Food Clothing 

Allocation Expert: Min of 5 yrs exp, with all aspects 

of allocation, report building, CS, pick tickets 

and invoicing for multiple warehouses. Blue Cherry 

exp preferred. Detailed oriented, positive attitude. 

Customer Service Rep: Seeking a CSR with a 

min of 5 yrs exp. Blue Cherry exp preferred. Order 

entry, strong written and communication skills, detail 

oriented, EDI. 

Domestic Production Coordinator: Min of 3 

yrs exp, excellent analytical skills. Excellent knowledge 

of product development through production final 

receipt. Screen printing preferred. 

Assistant Licensing Coordinator: Min 2 yrs 

exp. Assist all aspects of the approval process specific 

for each Licensor for concept designs & Marketing/advertising 

pieces. Assist Art Dept with concept 

revisions, maintain update to company 

database. 

Submit all resumes to: 

Michele.Badillo@mjsoffe.com 

Receptionist 

Qualified person must have strong verbal and written 

communication skills. Answer phones and transfer calls. 

Greet and assist visitors or escort them to an appropriate 

dept. Accept and sign for packages and distribute mail. 

Occasional bookkeeping, scheduling and general administrative 

and clerical support. Maintain a pleasant appearance 

of reception area. Must be on time and reliable. 

Warehouse Inventory Controller 

This position is responsible for maintaining accurate inventory, 

classifying, labeling all inventory and providing 

monthly open to sell inventory to sales team. The inventory 

control person must implement and follow a control 

system to keep accurate records of inventory, all transfers 

& location for easy retrieval so that the department is organized 

and efficient. The employee is also responsible 

for assisting in the receiving & shipping. He/she must 

complete physical inventory counts as required & reconcile 

the inventory records for a complete &accurate count. 

We offer competitive salary, health Benefits and 

paid vacation. Please submit your resume to 

HR@BLUPRINTCORP.CO 

along w/ desired salary. 


Let Kamran 

help your 

business be 

more 

productive 

OVERRUNS & CLOSEOUTS 

We buy your 

CLOSEOUT or 

EXCESS 

INVENTORY 

Garment Trims and 

Accessories 

TRIMS 

Call me at 

CAL TRIMS 

(323) 855-8805 

or e-mail:caltrims@yahoo.com 

CLASSIFIEDS 

P 213-627-3737 Ext. 278, 280 

F 213-623-1515 

WAREHOUSE DISTRIBUTION 

To advertise in 

the Directory of Professional Services 

& Business Resources 

call June 213-627-3737 x250 

or E-mail: june@apparelnews.net 

www.apparelnews.net 

Position Available Position Available 

ESTABLISHED APPAREL COMPANY SEEKING 

INDIVIDUALS TO FILL THE FOLLOWING 

POSITION. EXCELLENT OPPORTUNITY 

AND BENEFITS. 

DESIGN ASSISTANT 

Must be a detailed oriented assistant with strong 

computer skills. 2 yrs. experience minimum. Must 

be familiar with garment construction and the following 

qualifications: 

o Well versed in Adobe Illustrator, Photoshop, 

Microsoft Excel, Word, and Outlook 

o Basic knowledge of pattern-making, fabric 

sourcing, woven and denim wash processes 

o Pre-production experience preferred. 

o Great communicator. 

o Self-motivated and pro-active. 

o MUST be able to multi-task. 

Email to hrdept@tyte.com or 

fax resume with salary history to 

(323) 657-5344 

ASSISTANT DESIGNER 

A leader in Contemporary/Designer women's sportswear 

& dresses has opportunity for an Assistant Designer. 

Must have strong organizational & follow-up skills. 

Fast paced environment. Min. 3 yrs exp. 

Fax resume to: 

Attn: Human Resources 

(213) 891-2812 or 

email hr@absstyle.com 

E/O/E 

In House Salesperson 

Manufacturer seeks exp. salesperson with existing 

contacts w/ catalogs, dept. stores, mass merch, for contemp 

dress line and/or junior sportswear. Min. 5 yrs exp. 

and hardworking team player. Excellent base and comm. 

Pls email resume to almaflores_us@yahoo.com 

Los Angeles based Women's clothing manufacturer has 

an immediate opening for a Technical Designer 

with 3 to 4 years experience in Plus sized knits. Must be 

able to conduct fittings, be able to execute Designer's and 

Customers Vision, be able to communicate fit corrections 

verbally to pattern makers and written to factories overseas, 

be proficient in Illustrator & Excel & have overall excellent 

computer & communication skills. 

Pattern making & sewing construction required (knit & 

woven). Private label experience a plus. 

Please e-mail resumes to 

recruiting@oneworldapparel.com 

AUGUST 5–11, 2011 CALIFORNIA APPAREL NEWS 9 

Women's apparel company seeks experienced 

Human Resources Manager 

to start immediately. Must have 4-5 years direct 

HR management in employee relations, benefits 

administration, recruitment, employment law and 

some payroll. Submit resume, cover letter and 

salary history. 

Fax resume to: (213) 417 1030 

Graphic Artist 

Experienced Graphic Designer/Artist to create 

original screenprint and textile designs for the 

junior and tween market. Must be proficient in 

Photoshop and Illustrator with experience in 

sublimation art and repeating print work. Good 

hand – skills a must! Min. of 3 years exp. preferred. 

Pls send resume to: emma@stonyapparel.com 

or Fax to 323-981-9095

Position Available 

ROMEX TEXTILES, INC. 

TEXTILE DESIGNER / MERCHANDISER 

Leading LA. based Textile Importer & Converter 

of Fine & better fabrics & novelties is seeking for 

a highly motivated, experienced, detailed 

orientated, creative and pro-active individual 

to lead our design team for Print 

Selections. Knowledge NED- Graphics is a plus. 

Please email resume to: mail@romextex.com 

DENIM PATTERNMAKER 

Los Angeles based Full Package DENIM Company 

seeking full-time First thru Production Pattern- 

maker. Must have at least 5 years experience 

with Gerber/AccuMark 8.0+, construction, 

shrinkage fit and able to multitask with 

preproduction Must be detail oriented and 

have good communication skills. 

Email to: srhee@me.com or Fax: 323-752-8575 

SALES REPRESENTATIVE 

Textile Company in Los Angeles, CA specializing 

in Imported prints, novelties and commodities is in 

needs sales representatives with at least 

3 years experience. 

Please fax your resume 213-749-6034 or 

e-mail to Nidia@ekbtextile.com 

SENIOR GRAPHIC DESIGNER 

In-house position. Conceptualize and design artwork 

proposals. Adobe Creative Suite & Mac platform req’d. 

Interested in leading group of graphic designers, as 

position may lead into mgmt/designer role. 

Cover letter, resume, and salary history to: 

jobs@aziusa.com 

Successful medium size OC blouse manufacturer 

seeking enthusiastic and hard working 

Merchandiser/Designer with good communi- 

cation and at least 5 years experience of working 

with overseas factories. 

Send resume to rada67@sbcglobal.net 

Positions Wanted 

DESIGNER, PATTERN MAKER, SAMPLE MAKER 

1ST THRU PROD. 

PATTERN MAKER 

Fast, accurate & dependable. 

Knowledge of specs. 30 yrs 

exp. Lrg. size, Missy, 

Jrs,. Maternity, Men, 

Dresses & Sportswear. 

323-937-4198 

35 Yrs. Exp. 

1st thru prod. patterns, 

samples, fitting, grading, 

sportswear, menswear, 

lingerie, Kids, Jr, Missy & 

all area. Sketches & 

pictures available. 

Christin 213-627-9191 

Advertise your 

Sample Creation 

Pattern Making 

1st to Production 

Duplicate prod. Woven 

men & woman. Valley loc. 

818-717-8729 

WWW.CARMELZHAO. 

COM 

FREELANCE 

Exp'd 1st/Prod. Computer- 

ized Patterns/Marking/ 

grading srvc. on PAD 

System w/ Gerber 

converter. Import specs 

available. 32 yrs. exp. 

Fast/reliable 

Ph. 626-792-4022 

Sample, Pattern Making 

and Design Services 

HERE 

Call 213-627-3737 

Position Available Position Available 

Merchandiser / Product Developer 

Experience in juniors & women swim, wholesale, fashion 

retail, working with a cross functional team consisting of 

Design & Product Development, Sourcing, Costing, 

Planning & Manufacturing Proven track record of devel- 

oping products and business opportunities 

Send Resume with Salary history to: 

hrdept@mbwswim.com 

1st thru PRODUCTION 

PATTERNMAKER 

We seek highly skilled 1st thru production 

patternmaker for Evening & Day Dresses. Must have a 

creative eye for fashion & able to work with a wide range 

of fabrications. Complete knowledge of construction & fit. 

Exp. w/patternmaking software req’d, Gerber preferred. 

Fast paced environment. Min. 5 yrs. experience. 

E-mail HR.BD54@gmail.com 

SALES PERSON 

Bodywaves,Inc. is seeking a dedicated & enthusi- 

astic salesperson with exp. for its emerging blouse 

division who has strong mass market contacts. 

Fax resume to 714-898-9900 or 

email @ hrd@bodywaves.com 

DESIGNER 

WOMEN’S CONTEMPORARY/ MISSY 

9 + YRS EXPERIENCE 

Please email Resume to: 

designhr611@gmail.com 

Experienced Salesperson 

Young Contemporary Co in LA seeks exp. 

in-house salesperson or indep. w/established 

customer relationship. Salary + commission. 

Email resume to 

steve@esleycollection.com 

PRODUCTION 

SAMPLE 

MAKER 

Experienced better 

junior dresses only. 

Call: 

213-225-2500 

APPAREL 

CLOSEOUTS 

WANTED 

We buy it all!! 

Call Alex or Peter 

213-749-7629 

mgwebuy1@gmail.com 

Close Outs 

Sales Position 

Hot fix motif and sequins 

company , located in L.A. 

is looking for independent 

trim salesperson . Must be 

highly motivated w/in 

2 yrs of related exp. 

Please e-mail your 

resume to: info@ 

kolorsimple.com 

Advertise 

Your 

CLOSE OUTS 

HERE 

business Space Avail. 

Advertise 

Your 

REAL ESTATE 

HERE 

Phone for Classified advertising information: 

Jeffery 213-627-3737 Ext. 280 

Fax your ads to 213-623-1515 

E-mail your ad to: 

jeffery@apparelnews.net 

All Classified Ads also appear at 

apparelnews.net 

ARNOLD ZIMBERG—SALESMAN FOR WEST 

COAST MEN’S AND WOMEN’S HIGH PROFILE LEAD- 

ING BETTER SHIRT COMPANY SELLING BOTH CON- 

TEMPORARY AND BETTER STORES WITH STRONG 

SALES DISTRIBUTION IS LOOKING FOR AN EXCLU- 

SIVE SALESMAN TO SELL EXISTING CLIENTS AND 

TO TRAVEL THE TERRITORY TO OPEN NEW TARGET 

CLIENTS. MUST THAVE EITHER RETAIL OR WHOLE- 

SALE EXP. AND MUST BE WILLING TO TRAVEL EX- 

TENSIVELY. MUST HAVE STRONG WORK ETHIC. 

EMAILTO: RESUME@ARNOLDZIMBERG.NET 

Full Charge Bookkeeper 

For a growing downtown based dress manufac- 

turer. At least five years experience in general 

ledger, accounts payable and payroll. Requires 

good communication skills and team player. 

Must be experienced in QuickBooks. 

Email resume to HR@kkcpa.com 

1st pattern maker needed for contemporary/ 

JR company. must be skilled for developing 1st block for 

pants/tops/dresses /jackets and has draping exp. is must. 

gerber experience. Must read and speak Chinese . 

Email: hr33363@yahoo.com 

or Fax: 213-747-8168 

Junior Denim company seeking dynamic, 

motivated key-account SALESPERSON. You must 

have current relationships in the moderate market 

to be considered for this salary plus commission 

position. We are looking for a hitter and will support 

the right individual. Email resumes to: 

denimsales1@gmail.com 

Girlswear Co. in Burbank needs 

Production Sample Sewer 

with 10 years exp. Fast paced – 

Benefits – Join our family! 

Call Keema at 818-842-0200 or 

Resumes to Keemao@vesturegroupinc.com 

Production women’s 

Swimwear 

Patternmaker 

needed. Full time or 

Part time benefits. 

Salary D.O.E. Gerber, 

tech packs, and 

grading ability a plus. 

anne@sunsetsinc.com 

Advertise 

Your 

Positions 

Available 

Here 

Fabrics Wanted 

Fabrics & Trims 

We buy. Fast answers. 

Mark 310-930-4765 

www.sfwholesale.com 

Sally’s Fabrics Wholesale 

WE NEED SILKS - 

WOOLS & OTHER 

NATURAL FABRICS 

RAGFINDERS OF CA 

784 S. San Pedro St. 


email ragfinder@aol.com 

213-489-1732 

Advertise 

Your 

FAbRICS 

HERE 

Services Available 

PRODUCTION 

PROBLEMS? 

Want to ship quality on 

time? Avoid cancellations 

& charge backs. 

25 years of exp. 

310-278-8511 

WE NEED FABRIC 

Silks Wools Denims Knits 

Prints Solids...Apparel & 

Home decorative..No lot to 

small or large..Also, buy 

sample room inventories.. 

Stone Harbor 323-277-2777 

Marvin or Michael 

Advertise 

Your 

SERvICE 

HERE 

Ask about the 

PREMIER JOb OPPORTUNITY 

Category Listings for the Web version of 

your classified ad on apparelnews.net 

Call: 213-627-3737 Ext. 280 


Buhler Quality 

Yarns Corp. 

B UILDING BETTER BRANDS 

TWO GREAT PRODUCTS, ONE GREAT COMPANY: 

BUHLER QUALITY YARNS 

Inherently moves moisture 

Naturally inhibits the growth of bacteria 

The ultimate in strength, softness 

and comfort 

FSC-certified pulp 

Closed loop processing 

Certified by the Oeko-Tex ® 

Standard 100 

www.buhleryarns.com 

Cotton fibers that are superior in 

length, strength and fineness 

Preferred by luxury brands around the 

globe for its brilliance and comfort 

Highest level of technology 

available to American farmers 

A philosophy of water/energy 

conservation and carbon neutrality 

Buhler Quality Yarns Corporation 1881 Athens Highway, Jefferson, GA 30549 

office: 706.367.9834 fax: 425.944.2675 e-mail: sales@buhleryarns.com 

To see the latest fabrics, visit us at: 

SOURCING at MAGIC 

Booth #66802 

at the Americas Pavilion 

August 21 – 24

The Swim Collective Trade Show made its debut at the 

Balboa Bay Club & Resort in Newport Beach, Calif., on 

Aug. 2. Hoping to fill the void left by San Diego’s Action 

Sports Retailer Trade Expo, which ended last year, Swim 

Collective is aiming to be the predominant swim show for 

the West Coast, according to executive show director Shannon 

Leggett. 

“We have some of the best swimwear designers and manufacturers 

in the world in our own backyard, so it made sense 

to do something close to home,” Leggett said. “For two to 

three years, everyone has been saying, ‘I wish there were a 

West Coast swim show.’” 

Showcased at a five-star, waterfront resort, the show is 

aimed to feature a broad range of swimwear-specific exhibitors 

from a variety of price points. 

“We’re a swimwear trade show only,” Leggett said. “We’re 

not trying to be surf; we’re not trying to be a skate trade 

show—our goal is to be the West Coast swim show.” 

Many exhibitors said they were pleased with both the 

show and the turnout. 

NEW PRODUCT: New designer Magdalena Trever said the strong 

buyer interest in her line of knitted swimwear, Maggie May, at this 

year’s show guaranteed she would come back next year. 

web-only stories 

trade show reports 

Swim Collective Debuts in Newport Beach, Calif. 


Even though men’s apparel sales in the United States 

inched up 3.3 percent in 2010, specialty-store owners have 

been on a challenging journey this year. 

That was the word at the recent West Coast Trend Show, 

a menswear show held July 30–Aug. 1 at the Embassy Suites 

LAX North near Los Angeles International Airport. 

“Most businesses are flat,” said Ken Haruta, the show’s 

organizer and a menswear rep himself. “Some have shown 

increases, but they are up and down. Nevertheless, the stores 

seem to be cautiously optimistic.” 

Buyers cruising three floors of hotel suites packed with 90 

representatives carrying 260 lines were echoing that sentiment. 

“Things are not good. I think it is the effect of the economy,” 

said Hooshang Seda, owner of Quest, a 1,000-squarefoot 

casual-menswear store in the heart of Sausalito, Calif. 

He yearns for the boom-boom times of 2004 and 2005, when 

his customers had a more carefree attitude about spending. 

Now his customers seem to be more interested in novelty 

items and special merchandise. 

Even retailers in affluent areas such as Malibu, Calif., 

haven’t been immune to a lackluster economy. “We are hoping 

for a better day,” said Gene Ford, owner of Malibu Lifestyles, 

located in the tony Malibu Country Mart. “People 

even in affluent areas are less likely to spend when their 

stocks are upside-down.” 

Ford was one of the 199 registered buyers shopping the 

twice-a-year, three-day show. This year, buyer attendance 

was up 32 percent over last summer, Haruta said, in part 

because some retailers are cutting expenses and traveling to 

more local shows instead of shelling out big money to go to 

menswear shows in New York and Las Vegas. 

Malibu Lifestyles’ Ford was at the show to see the lat- 

“We’re very happy. I think it’s real important that we have 

a swimwear show here in California,” Augusto Hanimian, designer 

and owner of Miami-based Luli Fama, said. “I think 

California has been the heart of swimwear for so many years 

and not having their own show here, I think, hurt them [designers] 

a lot. For us, as a company, it’s very, very important. It’s a 

good opportunity to see our accounts in Southern California.” 

Exhibitors cited the venue’s upscale, intimate environment 

and surrounding events as a draw. The club provided 

free gourmet food during the day and a networking cocktail 

party and fashion presentation by Beach Bunny swimwear 

in the evening on Aug. 2. As further incentive to entice buyers, 

the trade show was timed to take place at the same time 

as the Nike US Open of Surfing, which runs July 30 to Aug. 

7, and many buyers were offered free flights and lodging at 

the hotel. 

“We’re a brand-new line, so one of the things that we really 

wanted to do here was make connections and meet buyers 

and meet new people,” said Elizabeth Rovsek, designer of 

South Laguna, Calif.–based label Sun Kitten. 

est collections from the companies from which he already 

buys. That gives him more time at the various trade shows 

in Las Vegas to branch out and search for new clothing 

lines. 

With retailers looking for newness and novelty, manufacturers 

were shuffling their lines to give it to them. New to 

the show this year was Jams World, a 47-year-old line of 

men’s casual shirts from Hawaii. Lorrie Simsen, the line’s 

sales manager, was surrounded by a blast of bright colors 

NEW DESIGNERS: Former Miss Kentucky USA Elizabeth Rovsek 

debuted her new line of “event-inspired” swimsuits, Sun Kitten 

Swimwear, with bikini names such as “the Bachelorette” and 

“Spring Break,” at Newport Beach’s Swim Collective. 

As a designer and former Miss Kentucky USA, her collection 

of event-inspired bikinis—with names such as “The 

Bride,” “The Bachelorette,” “Spring Break,” “Be My Valentine,” 

and “My Lucky Charm”—was already chosen as the 

official swimsuit sponsor for Miss Malibu USA, but Rovsek 

said she registered for Swim Collective at the last minute, 

looking for further exposure and to avoid cold calling potential 

buyers. 

“I think with a new company and just making cold phone 

calls, and they can’t see a face, and they can’t see a product, 

and all they can see is a line sheet, I think that’s a difficult 

way to make a connection,” she said. 

Rovsek said despite feeling that traffic was a little slower 

in the new designer showrooms than in the main ballroom, 

her “special occasion–based” swimwear line still attracted 

buyers, especially a hand-beaded, black string bikini called 

“Just Divorced,” showing that “you’re back on the market.” 

Jessica Petersen, designer and owner of newly launched 

➥ Newport beach page 34 

Men’s Retail Remains Challenging, but Opportunities Exist 

By Deborah Belgum Senior Editor 

TaRGET MaRKET: Designer Jessica Petersen said her recently 

launched swimwear line for curvy women, Sorella Swim, drew 

specific buyers at the show. 

RaINbOW Of COlOR: Lorrie Simsen represents Jams World, 

whose bright shirts come from Japanese rayon cut and sewn in 

Hawaii. 

hanging from rolling racks that filled the suite where she was 

set up for business. 

She was pleased with buyer activity at the show. “We are 

pleasantly surprised,” she said, noting she had opened a few 

new accounts. “Retailers are cautious, but they are looking 

for and excited to see new things.” 

Jams World provided that newness with its art-driven 

collection. The company’s president, Pua Rochlin, travels 

around the world looking for textile artwork that can be 

made into rayon fabric manufactured in Japan and cut and 

sewn in Hawaii. “We are doing only eight to nine prints a 

season,” Simsen said. “We are cut-to-order, so once it is sold, 

there’s no more of that design.” 

Also new to the show was Ramblers Way, an almost 

2-year-old high-end line of men’s worsted wool tops made 

completely in the United States from the wool that comes 

from Rambouillet sheep in Colorado, New Mexico and Montana 

to the natural dye house in Maine, where the company 

is headquartered. 

Chris Chappell, the West Coast representative, said the 

show had been rather slow for him because not many people 

knew him or his product. “Not everyone knows me, but I 

will do this show again to have more presence in the marketplace,” 

he said. 

His line of fine wool henleys, polo shirts and pocket tees 

carried an upscale price tag. A short-sleeve polo wholesales 

for $110, and a long-sleeve turtleneck had a $100 wholesale 

price tag. 

Unique product is what drives John Faul and Ralph 

Odenberg of Red Zone Agency in Newport Beach, Calif. 

They do well at the show with Red Jacket, a line of vintage 

➥ Men’s Retail page 34

Attendance and business for the Agenda trade show 

boomed at the Aug. 3–4 run of the surf, skate, streetwear 

and fashion trade event at the Hyatt Regency Huntington 

Beach Resort and Spa in Huntington Beach, Calif. 

Agenda’s busy trade show aisles presented a marked contrast 

to some of the recent sour economic news. The Dow 

Jones industrial average plummeted more than 500 points 

Aug. 4, and unemployment remained a stubborn 9.2 percent 

across America. Retailers and vendors at Agenda 

conceded that times are tough for the activewear industry, 

too. However, one of the reasons why business looked 

good at Agenda is because it is the sole survivor of a 

group of West Coast trade shows serving action sports and 

streetwear. Action Sports Retailer Trade Expo, considered 

the pre-eminent surfwear show for the West Coast, 

closed in 2010. Class, another show with a fashion/skate 

edge, went on hiatus after its last show in May. Agenda is 

the one trade show on the West Coast to do business, said 

Bod Boyle, president of Dwindle Distribution, a skateboard-manufacturing 

company based in El Segundo, Calif. 

“Last year, there were options,” Boyle said. “[Now,] if you 

want to meet people from a company, you have to come to 

Agenda.” Starting business in 2003 as a tiny but scrappy 

trade show, Agenda grew into an event where more than 300 

brands exhibited and 7,000 buyers shopped the trade show, 

according to Agenda president and co-founder Aaron Levant. 

Last year, 5,000 buyers shopped the Agenda show. “We have 

hit a key point where everyone knows what Agenda is,” Levant 

said. For the most recent show, Agenda expanded with 

web-only stories 

trade show reports 

Strong Turnout at Agenda’s Huntington Beach, Calif., Show 

By Andrew Asch Retail Editor 

AGENDA SALES: Sean Long, Sole Technology’s group manager for domestic sales, left, 

and Taryn Hawk, right, talk business with retailers at Agenda. 

Newport Beach Continued from page 33 

Sorella Swim, a luxury collection of swimwear for 

curvy women, said while business had been slow for her, 

the show provided her an opportunity to meet with buyers 

who were specifically looking for her product. 

“We’re a little bit off to the side, so it’s hard to get 

people from the grand ballroom out this way, and I think 

our room’s a little dark,” Petersen said. “Other than that, 

there’s definitely been traffic. I’m getting buyers that are 

looking for [swimwear for curvy women]—they’ve had 

requests for this.” 

New designer Magdalena Trever said that based on 

the results of buyer response to her knitted swimwear 

line Maggie May, she is definitely planning on coming 

back to the show next year. 

“I think it’s a really great show. I love it,” she said. “I 

like the clientele. It seems like a more upscale clientele 

of buyers.” 

Trever said that while no one had placed orders yet, 

she had seen 10 buyers in the first half of the day and had 

some accounts in progress. 

Inside the grand ballroom, Debby Martin, sales and marketing 

manager of L*Space, said the show had been “phenomenal” 

and that she had seen about 30 buyers by appointment 

and had eight walk-ups, including a few who wrote orders. 

“We’ve been busy every hour,” she said. “We’ve been packed 

with buyers from all the way up north and Orange County and 

San Diego.” 

With 50 exhibitors and 80 booths, exhibitors expressed 

hopes the show would grow, both in variety and size. 

COMPETITION INCREASING: Charlie 

Setzler, president of the Rusty surf label, 

said, “Buyers are a lot more discerning; 

it is raising the level of competition.” 

the debut of its 

Pavilion area, a 

30,000-square-feet 

tent located outside 

the Hyatt Regency. 

Agenda’s emphasis 

still is on a no-frills 

show. The majority 

of brands exhibit 

in 10-by-10 booths 

and a couple of 

racks. However, 

top labels such as 

O’Neill showcased 

in an 800-squarefoot 

area. Almost 

every vendor interviewed 

reported 

fully booked appointmentcalendars 

and noted retailers 

were making 

orders for Spring 

2011 as well as immediates merchandise. However, everyone 

conceded that an anxiety on the macroeconomic scene put a 

damper on the party. “The recession will take a long time,” 

said Pierre André Senizergues, president of Sole Technology 

Inc., a prominent Lake Forest, Calif.–based manufacturer of 

skate lines such as Etnies and Emerica. “[Consumers] are being 

more careful. It’s about frugality and 

buying things that makes sense,” he said. 

“Retail has become a race to the bottom 

in terms of price,” said Scott Terpstra, 

chief operating officer of Irvine, Calif.– 

based Stussy. “We’re focusing on retailers 

who focus on the integrity of brands, 

not those who focus on promotions.” 

“Buyers are a lot more discerning; 

it is raising the level of competition,” 

said Charlie Setzler, president of surf 

brand Rusty. Most of Rusty’s prices 

are kept below $60 retail, he said. 

Retailers and vendors got breathing 

room since cotton prices decreased, 

said Ron Abdel, co-owner of the prominent 

Jack’s Surfboards, the eight-store 

chain based in Huntington Beach. But 

he noted that consumers continue to 

WEST COAST SWIM: California brands such as Laguna Beach–based 

Vitamin A said they were excited about having a California swim show. 

“This show is still very small, not too many vendors,” Hanimian 

said, although he expected it would become bigger. 

“It’s a baby; it’s newly born.” 

Leggett said 300 buyers had pre-registered for the show and 

estimated that an additional 200 registered on-site on Aug. 2. 

Feedback from the floor was that exhibitors were pleased and 

that the show was “beyond everyone’s expectations,” he said. 

Next year, Leggett plans on adding runway shows and possibly 

extending the show to three days. ● 

OBEY FACE: Scott Yarnall of Obey exhibited the Santa Ana, 

Calif.–based label’s Spring ’12 line at its busy Agenda booth. 

show price resistance. “They can live with price increases 

of $1 or $2. But they won’t buy it if it’s hiked up $9 to $10 

more,” he said. 

Good scheduling also added to Agenda’s good fortune. 

The show is held in early August, a month before many surf 

brands wrap up Spring ordering in September. For those selling 

immediates, there is a solid month of summer left when 

consumer demand for summer clothes continues. 

The show also coincided with a major sports event in 

Huntington Beach. The Nike U.S. Open of Surfing began 

on July 30 and runs to Aug. 7. More than 500,000 people 

visit Huntington Beach to watch top surfers compete and to 

have fun in the town’s party atmosphere, which is something 

like the X-Games and the Super Bowl for surfers. 

According to Dave Rosenberger, vice president/national 

sales manager, young men’s and winter sports, for Quiksilver, 

Agenda has become part of a surf and skate market 

week for action-sports retailers. They come to town to watch 

competitive surfing, shop at Agenda and then take meetings 

at the headquarters of active-sports labels such as Quiksilver. 

“The whole week is very productive,” Rosenberger said. California- 

and West Coast–based retailers such as Pacific Sunwear, 

Zumiez, SunDiego, Zappos, 80s Purple, Revolve, 

Tilly’s, Swell.com, Black Market, American Rag, Zebra 

Club shopped Agenda. Vendors reported a greater presence 

of international retailers and East Coast–headquartered shops 

such as the Navy Exchange; Florida surf shops Maui Nix 

and Innerlight Surf & Skate Shop; and 17th Street Surf 

Shop, based in Virginia. ● 

Men’s Retail Continued from page 33 

baseball T-shirts, hats and fleece garments that can be 

found at Fred Segal and high-end resort gift stores. 

But recently they started representing a new boardshort 

and swimwear line called Onia, which is Hebrew for 

“ship.” 

The high-end line from New York carries a sophisticated 

waterproof nylon swim trunk that could double 

as a walking short. It wholesales for $52. “This suit 

goes from the pool to the bar and back to the pool,” 

said Faul, holding up a sage green trunk. The swimwear 

line is also big on prints. Onia recently partnered 

with Liberty of London, known for its art fabrics, to 

do Liberty of London swim trunks for men. 

Onia also has a less-expensive men’s line called 

Trunks, which is dazzling with its range of artful and 

colorful prints. Swim trunks wholesale for $19. 

In the last year, more contemporary brands have 

found their way to the West Coast Trend Show, searching 

out more established men’s clothing stores to expand 

their territory beyond contemporary retailers. 

That was why Ricky Chan, men’s West Coast sales 

representative for Hudson jeans, was making his first 

appearance at the show. 

It went well for him. He opened seven new Los Angeles 

accounts interested in the line’s array of primarily 

denim pants. They wholesale for $70 to $95. “Retailers 

are loosening up and willing to take more chances than 

a year ago,” he said. “And we are trying to be fresh in 

offering new denim and new styling.” ●

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